Investing in Relationships Beyond Your Field | Jason Von Payne | EP19

Speaker 1 What is up, entrepreneur DNA?

Speaker 2 Welcome back to another podcast. I have a good friend of mine here.

Speaker 2 Excited to be doing this podcast because this man spent $60,000 to be a part of a mastermind that I run in the real estate space and he doesn't even fucking do real estate. Mr.

Speaker 2 Jason Payne, what has happened, brother?

Speaker 1 What up, dog?

Speaker 2 Man, I'm excited you're here in Miami.

Speaker 1 Dude, love it. Excited to be here.

Speaker 2 Why the fuck did you spend $60,000 to be a part of a mastermind that you don't even do real estate with?

Speaker 1 People, connections, relationships. Okay.

Speaker 1 Rub shoulders with with people that I want to eventually do work with. I might not do real estate right now, but I'm not going to not ever do it.
I'm just going deep with what I'm doing right now.

Speaker 1 You should get real estate and do this and that. I'm like, yes, but like, I hate people that have, oh yeah, I have this business and this business and this business and this,

Speaker 1 eight of them, but none of them are, none of them are true vertical. Yeah.

Speaker 1 And I'm like, you have these little six or eight half-assed businesses that make you a half a million or a million dollars a year, but they're literally like this little pussy, whatever you want to call this.

Speaker 1 It drives me nuts. Like, dude, you know Tommy Mellow, anyone garage doors?

Speaker 2 No, I don't.

Speaker 1 One of my good buddies, 220 million in a year in garage doors.

Speaker 2 But I bet he's obsessive about garage doors and running that business. Yes.

Speaker 1 Yeah.

Speaker 2 He doesn't have shiny object syndrome. Yeah.
So you join this mastermind because you don't want shiny object syndrome, but you want the people in the room.

Speaker 1 Yes.

Speaker 2 That's everything. I'm about to give a speech and I call it good to great.
And the difference between good and great is people.

Speaker 1 Everything comes down to relationships. How'd you meet? How'd you get in that room? How'd you get that speech? How'd you get that podcast? How'd you do this?

Speaker 1 Somebody connected you or you transacted with somebody, a person, in order to make that relationship happen, to make that deal happen.

Speaker 2 You're in that seat right now on this podcast that will get six figures worth of views and hearing and YouTube and Instagram because of that mastermind.

Speaker 1 100%.

Speaker 2 And who knows how much revenue and business can come from that? You run a consulting business.

Speaker 1 You run a roofing business.

Speaker 2 You have a podcast yourself. What's your podcast?

Speaker 1 Sexy Business Status.

Speaker 2 Sexy Business Status. Go check out that podcast right now.

Speaker 2 And you can find them, by the way, Jason the Roofer on Instagram.

Speaker 2 Make sure you follow my man.

Speaker 2 Let's talk about people because this is the biggest thing.

Speaker 2 First of all, it's my superhuman power. You obviously have the same thing.
You're charismatic. You're easygoing.
Your business now is doing, you know, $13 million a year.

Speaker 2 year, and it's because you believe in people.

Speaker 1 100% from people.

Speaker 1 That's all it is.

Speaker 2 Are you at a point where you can connect the dots of how much money you've generated from the handshakes, you know, as our boy Bradley says,

Speaker 2 or from the people?

Speaker 2 Because I'm not. I can't define it, but I'll tell you, it's a lot more than any dollar I've spent in marketing.

Speaker 1 Oh, yeah. Yeah, it's, I mean, it's

Speaker 1 in the multi, multi-millions. Yeah.
Like, not even, not even trying. Yeah.
Because that one, that one connection filled that room, that closed 10, 20, 30 accounts at $15,000 a piece. Yeah.

Speaker 1 And then, and

Speaker 1 the compound, relationships are compounding.

Speaker 1 That's why it's not just, it's not transactional, transformational, and it's not just

Speaker 1 a one-night stand. It's a marriage.
It's a long-term thing, as long as you nurture it, obviously. Right? Because there's people like you and I met, what, two years ago? And

Speaker 1 there's people that I met that day two years ago that I didn't stay in touch with, that I didn't, you know, nurture the relationship. But fast forward two years, and you and I are here, type deal.

Speaker 1 And so, but the opportunities from that, and you'd never know

Speaker 1 what that, who that person is connected to.

Speaker 2 Of course.

Speaker 1 It's crazy.

Speaker 2 They don't need, you know, one of the biggest lessons I learned is

Speaker 2 never judge a book by the cover. Meaning, if they, you know, don't look the part, right?

Speaker 2 If they're not wearing the watches and the things, things, you know, don't just judge that they don't know how to make money or they don't have money or any of those things. Right.

Speaker 2 And don't judge or don't put judgment on them because you don't know who they know. And you don't know when you go for that ask,

Speaker 2 they might have the one heavy hitter. We just did this right now, right before we started this podcast.
I said, there's one human I want on this podcast.

Speaker 2 And literally the owner of the studio says, I'm going to introduce you to the guy.

Speaker 2 As I'm talking about it.

Speaker 1 It's funny you say never judge a book by its cover. The first person that came to my mind that spoke yesterday, Jesse Itzler.

Speaker 2 Oh my God.

Speaker 1 He looks like a freaking hobo. Totally.
100%.

Speaker 1 Even yesterday, like 4,500 people on a stage, and he's there, and he looks like he's freaking homeless. But the dude, his wife's a billionaire.
He owns part of the Atlanta Hawks.

Speaker 1 Like, dude, it just absolutely insane, but he literally looks homeless. Yeah.

Speaker 2 He doesn't care. He's one of my favorite people on the planet.

Speaker 1 He's the most authentic motherfucker you'll ever meet.

Speaker 2 Dude, what a great dude. Now you're here mostly for Grant, but also for me, let's be honest.
But Grant Cardone has his big 10x growth con.

Speaker 1 Yeah.

Speaker 2 What takeaways have you been able to capture from there?

Speaker 1 So

Speaker 1 a lot of it is, so relationships, so talking about relationships, in order to develop those relationships, you have to get in the right rooms. So that mastermind is a room, right?

Speaker 1 I got in the room, then from there, it's how valuable is the room?

Speaker 1 And there was a guy that I went to the bathroom.

Speaker 1 I take a phone call. There's like the VIP section of bathrooms and a little section over there.
I was, I was pacing, so I ended up at the bathroom in the very, very back. So, 4,500 people back.

Speaker 1 There's bathrooms way in the back, like the literally, the last row. It's probably a hundred dollar seat compared to the ten thousand dollar ones in the front.

Speaker 1 And I went to that bathroom, and a guy that actually from Arizona is like, Jason Payne. I'm like, What's up, man? How are you? You know, no idea who he is.
He's a realtor in Phoenix.

Speaker 1 And I was talking to him exactly about this. And I said, The back three rows, what's the net worth of the back three rows of

Speaker 1 that room?

Speaker 1 Maybe a million dollars combined. Right.
Now, I'm judging, stereotype, but theoretically, not much. Right.

Speaker 1 Now go to the front of the room where I have personally shaken hands and talked to dudes that are doing nine and 10 figures, whether net worth or in revenue, like gross revenue in their businesses.

Speaker 1 Yeah. Like there's multiple billions of dollars in the first three rows.
That's right.

Speaker 1 And it was like, even just the bathrooms, the bathrooms, the guys who are in the certain color lanyard, all those dudes paid $10,000 for a ticket.

Speaker 1 The guys in the back paid a hundred to five hundred bucks for a ticket yeah and i'm like oh my gosh so it's not just the the opportunity to develop the relationship is based off of this the quality of the circle that you're in that's right that makes sense 100 it's the same pay-to-play thing that we always talk about right you paid 60 grand to be in the mastermind because you can meet me and more than me but a handful of other people i'm sure have moved your needle over the years

Speaker 2 same thing for this event you're paying 10 grand for the ticket you probably are not alone i'm assuming there's a handful of your team that's there my wife my coo yep right um and you are in the trenches whether it's with jared or grant himself or you know in the back room vips it is the same argument i make about first class always fly first class yeah not because you want to feel cool cool or sufflex or because you get free champagne all those things are cool yeah uh it is literally who you sit next to it is i've met so many the speaker of the house of florida and i are friends now.

Speaker 2 He's second in charge of the whole state. There's the governor, there's the speaker of the house.

Speaker 2 We are actual friends, hang out, smoke cigars together because I am flying first class and he is flying first class.

Speaker 1 How cool is that? What needle?

Speaker 2 I don't know where I'm going to be able to have a needle moved by that, but I'm damn sure at some point in our history, I'll make a call, he'll pull the trigger, I'll be able to do something in Florida that I wouldn't be able to get done.

Speaker 1 And it's all you're doing is you're putting yourself in with an opportunity to create a relationship with someone of value.

Speaker 1 A hundred percent and that's and that's what it comes down to and so that's every single thing I do from now on is first class. It's not a social status.
I don't care.

Speaker 1 Coach and like dude a plane's a plane. Let's private jet versus like

Speaker 1 first class ain't that much cooler than coach.

Speaker 2 It's just not but you can think about the private jet now there's a lot of convenience to a private jet so I won't I won't discount that right but even then you don't get to talk to anybody else besides the people you're with and you're not expanding your network.

Speaker 1 Yeah, you your wife and your kiddos right right going a plane who do you get to

Speaker 1 are you You do that at home. Right.

Speaker 2 Now there's convenience, so I'm not going to take away from it.

Speaker 1 No, no, no, 100%. But not the convenience part, but the relationship part and the opportunity is, once again, look at the value of those in coach versus those in first class stereotypically, right?

Speaker 1 And people in first class,

Speaker 1 they also have the same mindset as you do. Some are douchebags, right? Not all of them.
100%. But some of them will generally be like, yo, what's up? Spark conversation.

Speaker 1 Especially if you're flying by yourself. What's up, man? What do you do? And you start playing the name game.
And you're like, holy shit, no way. This is cool.
Boom.

Speaker 1 Two seconds later, or a three-hour flight later, boom, there's a phone number, and let's roll.

Speaker 2 It's incredible. And I can tell you countless stories, but

Speaker 2 let's get into a little bit of the business. Now, you run a consulting business, but most impressively, you are running a very high-level, high-revenue roofing business out of Arizona.
Right. Right?

Speaker 2 State 48 roofing. Yes, sir.

Speaker 2 And you've built this thing up to roughly about 13 million in revenue.

Speaker 1 Right now, it's doing 1.5 million a month in revenue.

Speaker 2 That's phenomenal. And when did you start that?

Speaker 1 August of 2019.

Speaker 2 Dude, this is five years now.

Speaker 1 Almost five years.

Speaker 2 You know.

Speaker 2 So that's impressive in and of itself.

Speaker 2 What's the plan for this business? Where do you want to go with it?

Speaker 1 So I'm going to do an evaluation at 25 mil and then see where it goes from there.

Speaker 2 You want to exit it?

Speaker 1 I don't know if I want to exit it, but

Speaker 1 I want to acquire.

Speaker 1 I really have just a passion to acquire other small businesses and/or consult them.

Speaker 2 So, you are looking, and I love this, you're looking more not to sell it and have an exit.

Speaker 2 You are saying, I want to get enough revenue, I can either buy more roofing companies and/or other companies because the revenue is so big, their money is so much. Right.

Speaker 2 I can acquire and systemize other companies in the same way I've systemized the roofing company, and I can go win five companies running at 25 million versus one.

Speaker 1 Once you do it once,

Speaker 1 you have the playbook. Plain and simple.

Speaker 2 So, what's the secret to building a 10 million a year plus business? What's been your secret?

Speaker 1 It's funny as you mentioned that relationships. Shocker, right? Fucking shocker.
We call them, so they're several different things.

Speaker 1 I didn't run an ad until six months ago. No way.
I didn't know that. Yeah.
No Facebook ads, no Instagram ads. I generated $3.1 million

Speaker 1 last year from free organic raw Instagram and Facebook.

Speaker 1 No YouTube, no TikTok. I wasn't on either of those yet.

Speaker 2 Social media.

Speaker 1 Social media. Doing this.

Speaker 2 Hey, guys, I'm out at the next house doing a roof or whatever.

Speaker 1 I'm up on a roof, man. Things piece of shit.
It's 20 years old. You have a house that's 20 years old.
Give me a call. Click.
Go to the website.

Speaker 1 Done. Over and over and over.
I have over 6,000 posts on Instagram from my iPhone.

Speaker 2 That is incredible. If you are out there and you are an entrepreneur, you're a business owner, you're a salesperson, roofer, it doesn't matter.

Speaker 2 You will gain business through simply using social media. So I call it three different circles of your social circle, right? So you have your inner circle, friends, family, really close.
Sure. Right.

Speaker 2 They're at your birthday party. They're at your funeral.

Speaker 1 Right. Inner circle.

Speaker 2 Then you have the what I call like the outer circle, which is kind of the friends that you are good friends, close. You would invite them to birthday or Thanksgiving, right?

Speaker 2 Then you have your social circle. I call that the social media.
Like you're at the gym, what's up, bro?

Speaker 1 You know, DM only.

Speaker 2 Yeah, you know, hey, I saw your Instagram, cool shit.

Speaker 2 But there is a much bigger opportunity in that social circle to grow a business. And people aren't understanding the value of social media.

Speaker 1 Right. Well, and the crazy part is

Speaker 1 the people in that third circle will refer you more than the first and the second circle combined, in my opinion. Because, and they'll never transact with you.
Yep. Like, it's just, it's just a fact.

Speaker 1 Like, my mom's never bought a roof from me, right? No. She has a roof?

Speaker 2 Now, has she needed one?

Speaker 1 Because maybe that's a good one.

Speaker 1 I guess I helped her do her addition. We did a roof remote.

Speaker 1 But the principle of it, right, is like those close people, they know who you are, but you can, the loyalty of followers that you can get from that social circle that you're talking about is so impactful because what you're doing is when you add value, one of our core values, add value and educate.

Speaker 1 Add value and educate. I have a guy, another roofer in Arizona.
I'm like, dude, stop with your, he does these high-end, crazy-ass videos.

Speaker 1 And it's literally guys tearing it out the roof, putting it back on, and this kind of shingle and metal, blah, blah, blah. But like,

Speaker 1 there's no copy, nothing in the captions, and it's just showing a roof being torn off and put back on, high five. Like, you're not adding any value.
Right.

Speaker 1 Like, just like a podcast, you're just talking to talk to talk.

Speaker 1 Dude, give something that someone can take away that they can implement into their personal, professional, or financial life to better themselves. Yeah.
If not, shut the fuck up. Yeah.

Speaker 1 Dude, nuts.

Speaker 2 It's something that is a core value for any business owner, really, is if you offer value, then you get paid more. Yeah.
You will earn as much value as you add.

Speaker 2 And unfortunately, there's a lot of business owners that are short-sighted. They want to be transactional.
They want to do enough. to complete the transaction and move on and go find another client.

Speaker 2 It is, and I don't know how it works in roofing, but it is infinitely harder to find new money, meaning new clients, than it is to treat the ones you already have well, provide value, and retain them.

Speaker 1 Yeah, hundreds of dollars per lead, thousands of dollars, depending on your industry,

Speaker 1 for the acquisition, right, to acquire the client, or go reach out to the people that are already following you, that already love you, and say, who do you know? Yeah. Who needs this?

Speaker 1 Like, it's it's just crazy having them having a referral program is like mind-boggling to me I'm like

Speaker 1 talk about a referral program how do you implement it what do you do how do you incentivize so our referral program is if you refer somebody to us depending on the size of the ticket but what it is we'll get we'll send you cookies to your house you'd like you'll be amazed be like oh it's all money like dude you'll be amazed maybe people don't want money like dude i'll come i'll come inspect your roof and maintain your roof this year normally it's a value of 695 bucks we'll come do it for free not a problem and you have a wife oh you have a wife and kid uh two kiddos cool four pack of crumble or whatever cookie thing they're dude they like they beam the glow then they're then they're taking a picture they're posting it about you like

Speaker 1 organically for free yeah right um it's just it's absolutely insane depending on over on promos we're like hey you want to make 500 bucks if you refer us and we do your your friend's house in this time frame we'll we'll give you a 500 gift card to the great Wolf Lodge or the princess or

Speaker 1 somewhere to go do X and Y and Z somewhere where people are going to go anyways. And I do it.
I could totally use that $50 or $100 or $500 towards that.

Speaker 1 So gift cards, heavy on the gift cards, heavy on the cookies.

Speaker 1 I spend probably

Speaker 1 at least $2,000 a month on cookies.

Speaker 2 Is that why you're doing 75 hard? Too many cookies in the office?

Speaker 1 No, I send them. No, there's no cookies at my office.

Speaker 1 No cookies. No, it's, but no, it's people, people just love it.
They want to feel appreciated.

Speaker 2 Right. They want to be seen too, right? They want to feel appreciated, seen.
You know, interestingly enough, I'm going through an awful experience and I hit you up, you know, about my roof.

Speaker 2 And a year ago, I'm still a year later, we just had a storm come through a week and a half ago. Right.
My guest bathroom crumbles. I had my kitchen.

Speaker 2 So we replaced our roof because there was a leak, replaced the whole thing, tile roof.

Speaker 2 All of a sudden, three-day rainstorm in Miami, kitchen starts leaking. I just replaced the roof.
He comes out, fixes it.

Speaker 2 This rainstorm last week or two weeks ago, literally my entire guest bathroom ceiling.

Speaker 1 Dude, I saw your videos. Yeah.

Speaker 1 You know, have you ever seen Chive TV?

Speaker 1 Oh, were they, so I, I might have to.

Speaker 2 I know of it, but I, yeah.

Speaker 1 Yeah, it's like a bunch of just funny and like crazy ass videos from, you know, bread.

Speaker 2 Did my video hit Chive?

Speaker 1 It reminded me of Chive. Oh, yeah, yeah.
Like, that's how bad it was. It wasn't like, oh, it's leaking.
Like, oh, can fix it.

Speaker 1 Like, holy shit, there's like buckets plural of water coming into this house.

Speaker 1 And I'm like, bro.

Speaker 2 So I'm dealing with a roofer who's just a piece of shit, right? They don't do the right thing. They will never get a referral.
In fact, my wife today is on with the city.

Speaker 2 We're trying to basically put him out of business because the reality is, yeah, it's his business. But if you treat people like me that way, I know too much about business.

Speaker 2 Like, this is your livelihood. You did not do the right thing from the start.
You did a cheap job. He didn't use, and you'll know this and the audience probably will, he didn't use hot tar.

Speaker 2 And so I have a flat deck that goes into the vaulted ceiling. And so it puddles because he did it the cheap way, which I think was just the paperway or whatever it is.

Speaker 2 You know, the puddles were enough to start to leak again. It's the second time now.
And I'm like, and how old's the roof?

Speaker 2 Six months old.

Speaker 1 Funny, crazy. He's already been out there twice.
Crazy step. Ready?

Speaker 1 So in the United States and Canada for the past 25 years, ROC is called the Register of Contractors, right those that are in the blue collar space register of contractors is basically the the police for contractors yeah and if in the past 25 years you get a complaint for doing stupid shit like this right ghosting people taking their money doing shoddy work a lot of variables um

Speaker 1 and in the past 25 years

Speaker 1 21 out of the 25 years roofing has had the number one complaints 21 out of 25 years at one point in time it was 17 years in a row

Speaker 1 like that is some good shit. Like, that's a that is a record, like, yeah, in a very bad way, in a bad way, but like, that's how, but you know, what the crazy part is, it's in every single trade.

Speaker 1 That's why, like, going back to the coaching, the consulting side is it's called sexy business status. Why? Because I want the status of your business to be sexy.

Speaker 1 The roofer that worked on your roof, his business is not sexy, it's garbage because he's giving you that one that kind of workmanship, which is a

Speaker 1 also

Speaker 1 brings in a shitty warranty, yeah, right, and then also shitty customer service. So shitty, shitty, shitty.
You're over three. Like three strikes are out.

Speaker 2 Customer service, dude. This happened 10 days ago.
He still hasn't been to the house. I had to hire another roofer to fix it, not completely, just to fix the area.

Speaker 2 He hasn't even been, he was supposed to come today. He said, oh, sorry, the guy who, you know, I usually use for this isn't around.
So I just told my wife, I'm like, I'm done. She calls the city.

Speaker 2 We're just going full tilt to just take him down because I'm not going to be the only person. Like, that's not fair for other families.

Speaker 2 So it's almost like my obligation to report him to say, hey, dude, you're going to go out of business. Because you haven't been in the house in 10 days after we've told you, we sent you the video.

Speaker 2 You just did this roof. Like, you can't even show up once.

Speaker 1 Apart from interior damages. So

Speaker 1 imagine a homeowner or a family that's not, you know, wealthy, for lack of better words, but they still need a roof. They got a roof.
And then this happens.

Speaker 1 They're like, dude, I just paid tens of thousands of dollars to get roof fixed. Now I got to hire another roofer.
I don't have that money.

Speaker 1 Oh, by the way, now there's $2,000, three, five thousand dollars, maybe more of interior damages, right?

Speaker 1 And all that. And this guy literally just disappears.
Disappears. He's freaking joke.

Speaker 2 He's got my wife, but gives just excuses. And so, anyways, I don't want to bogart the conversation, but that's just like, it's real life, right?

Speaker 2 So how do you create a business that has a reputation above beyond and you can do the simple things that you're doing? And that's simple.

Speaker 2 Sending cookies, gift cards, showing up and giving yearly service, right? At no cost. Hey, checking in.

Speaker 1 Yep,

Speaker 2 he wouldn't be in the position he's in.

Speaker 2 People under business owners, especially underestimate the value of the service component. So I'm launching a tech space that's already launched, et cetera.

Speaker 2 Our number one mission right now is service first, not sales first, service first.

Speaker 2 Because if you have a happy client, they tell other people.

Speaker 2 That's why you've been able to do three, four, five million dollars in a year because they started telling other people, Jason, 48 roofing, that's the guy that you need to go get your roof with.

Speaker 1 One of our first core value is be obsessed with providing a five-star experience. It's our first core value.
Because what it does is it sets the standard for everybody, including the homeowners.

Speaker 1 Hey, like we're obsessed with providing this experience. We also want that to be reciprocated.
We want you to be a great client, not a royal D-bag, right? But like be a great client.

Speaker 1 We're going to give you great service. We're going to have a great experience.
Let's roll. Yeah.
Right. Also keeps my crews in check.
Hey, was this a five-star experience? Oh, it wasn't. Cool.

Speaker 1 You get a deduction of pay or you go fix X or Y or Z for free. Why? Because I require my standards of a five-star experience.
You just told me to give a two or a three. So guess what?

Speaker 1 You get to go fix it and make it a five on your dime. Sales reps.
You bid something wrong. You don't do it right.

Speaker 1 You leave out something for my production team and they can't fulfill it because the approval notes aren't synced up and they're automated. But like

Speaker 1 they just missed something, right? Replace a skylight. Do the entire roof and miss a skylight.
Rain comes, boom, leaks. Why? Because of skylight.

Speaker 1 Because a sales rep didn't tell the production team to replace a skylight but it's literally on the contract and they paid for it so the sales rep didn't give a provide a five-star experience boom i get part of your commission to go replace a skylight and all the interior damages yeah and cookies but like dude when you when you truly understand that your reputation is everything

Speaker 2 you will do anything to save it anything in just to keep it out of harm's way yeah i mean the internet is brutal right i mean you go get a bad reputation on google or yelp i mean in case you're busy i mean you might still be able to exist and and make make some money, but you're never really going to go really anywhere, right?

Speaker 2 But you know what? All the things you're talking about is the same point that we brought up. Service is directly related to the people.

Speaker 2 You treat people right, you give them value, you love on them, you do the right thing by them. You, the business, will win in a massive, massive way.

Speaker 1 Yeah.

Speaker 1 Right. Here's the thing though, like,

Speaker 1 it all starts at the top though. It all starts with leadership.

Speaker 1 Like, if you don't have that standard and you're okay with, like, a three or a three and a half, maybe a four star, and you're okay with that, that means that you're, and by the way, just because you're a five doesn't mean your team's always going to be at a five.

Speaker 1 If you're not at a five, you can't, you cannot require them or expect them to give a five.

Speaker 2 It's like kids, it's like parenting. Yes.
You can't get mad at your kid for doing something dumb when he sees you do the same damn thing every single time.

Speaker 1 You drop the F-bomb in your house all the time and your kid drops the F-bomb. Who? Like, you're afraid.
There's standards. You're a hypocrite.

Speaker 2 Right. Yeah.
There's total standards.

Speaker 1 And And that's, but we see, we see that like in family and in marriages, but what about also in business? Are we being a fraud to our team members by not setting the expectation, right?

Speaker 1 Being consistent with the expectation of the standard, and then holding them accountable for it because I can't hold them accountable if I'm not doing it.

Speaker 2 One of my previous guests and a friend in Phoenix, Andy Elliott, right? He's big

Speaker 2 on

Speaker 2 pushing.

Speaker 2 up early, working out, and he won't tolerate his employees not doing same thing.

Speaker 2 I say that because it's very incongruent when business owners say, Hey, we need you to show up early every single day, 7 a.m., whatever, 8 a.m., something before the standard 9.

Speaker 2 But the owner walks in at 10:30, 11 with a latte, and you know, hey guys, how's everything fucking doing? Right. And you're like, that's not congruent.

Speaker 2 You're not going to motivate your troops by you being the last in the office, regardless of how big you fucking are, right? I mean, at some level, when you're Apple, fine.

Speaker 2 But, you know, when you're us, when you're, you know, 10 plus million a year, they need to see the guy in the trenches, right?

Speaker 2 The same way they are, because it's not big enough for you not to be reliant on the standard needs to start with you and leadership.

Speaker 1 Right. My buddy Tommy Mello

Speaker 1 taught that on our stage, actually, the one that you were at. Yeah, yeah.
And

Speaker 1 he said something that hit me like a ton of bricks. He said, as you get going, and he said, depending on your business and revenue, he's talking to blue-collar guys mostly.

Speaker 1 He's like, when you pass that five to eight million dollar mark where your company is kind of turnkey, where it's like, you're not swinging the hammer, you're not, you know, ordering the, you're not dropping off the dump trailer, you're not ordering the materials, you're not collecting it, going to the homeowner to collect a check.

Speaker 1 You have people doing that, and it's, it's hands, it's not turnkey, but it's hands-free for you

Speaker 1 physically.

Speaker 1 He said that is one of the biggest problems is the owner disappears.

Speaker 1 Stays home, doesn't show up on the office, your team members don't see you in the office, they don't see you grinding, they see you making all this money.

Speaker 1 As you all know that with business owners, right?

Speaker 1 Cody Sanchez brought that up. It's really funny.
She's like, yeah, all this stuff, like 3% profit. Like, shut up.

Speaker 2 By the way, that's very accurate.

Speaker 1 Yes.

Speaker 2 People that brag about the money, and I'm a victim of this. I did this earlier in my career.
Sure. And I had all the things, the Maseratis, and the, right? But I had 9% profit margin.
Nine.

Speaker 2 Multi-million company, 9% profit margin. It's a shit business for all those that don't know that.
Yeah.

Speaker 2 So I'm fully in agreement.

Speaker 1 Which is crazy because the roofing industry is averages 90,000 roofing contractors in the USA. 90,000 average net profit is 9%.

Speaker 2 In my opinion, in a respect, you have this company, that's shit, because that means that's what you're able to put in your pocket at the end of the year in distributions. Right.

Speaker 2 So if you do $10 million, you essentially have 90.

Speaker 1 Is that right?

Speaker 2 No, 900,000. Yeah, you make a million.
Yeah. 900 a million.
I mean, at scale, I guess that's okay.

Speaker 2 But even then, you're doing all that work to build a $10 million a year business and you're going to put nine, like, I want more.

Speaker 1 Yeah, that's what I'm like, dude. I was like, like, oh, you're, you're doing, like, like, why are you, why are you still putting pressure on your team members?

Speaker 1 And why are you trying to grow and scale more? Like, you're doing it and you're, you're netting, you're making a million dollars a year. And I'm like, dude, you have no idea.

Speaker 1 The, the, like, one bad thing happens, and you're done. Done.
You're done.

Speaker 2 Yeah, and you better be saving those $900,000 paychecks because you're coming out of pocket to go fix this thing.

Speaker 1 Right.

Speaker 2 If you want to stay in business or you go out of business.

Speaker 1 That's assuming you don't invest back into your business to grow it. That's right.

Speaker 1 So if you're living off of half a mill, like I am, and I put the other half into marketing, just because I'm like, dude, like, I'm like, I got two billboards, like, just doing all kinds of stuff, right?

Speaker 1 Like, I generated 6,000 leads last year. Good for you, bro.
And it's like, but people, small business owners, we do not believe in marketing and advertising.

Speaker 1 We don't want to get on Instagram or Facebook because it's dumb or it doesn't work or there's not an immediate direct ROI that's traceable or trackable. And I'm like, dude, omnipresence, man.
Yep.

Speaker 1 Be everywhere.

Speaker 2 Everywhere. You need to be investing in your business

Speaker 1 all the time.

Speaker 2 That never stops. And business owners just want to rip all the, they want to ATM their business.
They want to rip all the money out of it. And when the going gets rough, now what? Right?

Speaker 1 Blue collar guys. You have an email list of 2, 3, 5, 10,000 people.
You've never sent an email in your life. Yep.
Like, I worked for my uncle for a decade.

Speaker 1 He's actually closing his doors this year. So he's pushing probably 35, almost 40 years of roofing in Phoenix.
Has never sent an email in his life.

Speaker 2 I hope you're getting like some buying his book of business or something.

Speaker 1 I don't know what you can do. I've entertained it, but I think the tainted part of it is just not worth it.
But

Speaker 1 going into acquisitions, I was talking to you about, you're like, okay, cool. You get to 25 million.
Then what? The reason why I do 25 million because that 10% profit, it's 2.5 mil.

Speaker 1 I can now self-fund my acquisitions of these little guys. That's right.
And I can scoop up these two or three million dollar companies.

Speaker 1 If I can get within 24 months and get 10 of them at $2 or $3 million a piece, I should go from $25 million to $50 million like that.

Speaker 1 Like, and with in the revenue, because all the marketing is there, and all you're doing is plugging and playing your systems. Yeah.

Speaker 1 And it's like, you, 24 months, you can double your business and not from 1 million to 2 million, from 25 to 50.

Speaker 2 Scaling is easier when you buy the business versus trying to do it yourself. I'm a huge advocate of what you're doing right now.

Speaker 2 And I hope everyone rewinds what he just said, because because you know what you're saying. I know what you're saying.
But the common business owner is like, how do I get a million dollars?

Speaker 2 Going and growing and building a business, literally bootstrapping it and hiring internally, there's a place for that.

Speaker 1 I'm not going to say it's wrong,

Speaker 2 but if you want to get to the front of the line faster, get your numbers to a place like you're talking about so you can just go acquire others and you speed up this ability to get to that front of the line.

Speaker 1 Well, and the other thing we talked about before too with relationships is the opportunity.

Speaker 1 If you're in coach, Fly Southwest, there ain't no first class. So guess what? There's zero opportunity.
Now you can talk to somebody left to the right, but that first class, that divider, right?

Speaker 1 The same goes for being able to acquire a business. If you don't have the cash, ready to rock and roll and there's a deal going,

Speaker 1 the boomers are going out of business like crazy. And two out of ten of them own a small business.

Speaker 1 I forgot what it was like nine or ten thousand boomers retire daily and 10 to 20 percent of them own a blue collar small business and that's worth really nothing because they are the business, but

Speaker 1 they have some sort of reach. They have some sort of email list,

Speaker 1 phone number, something that you can literally just pop into your paper and then just run with it. And you can get that for pennies on the dollar.

Speaker 1 So they're doing two, three million dollars in revenue. Cool, not a problem.
Take it from three to 10, literally in 12 months. Just by plugging and playing.

Speaker 1 Do that with two, three, four, five of those. You literally just create an entire separate

Speaker 1 giant.

Speaker 2 And it doesn't even have to be big paydays.

Speaker 1 Pay

Speaker 2 mints. What I'm trying to say is you don't need to cut a massive check to go buy a business.
No.

Speaker 2 I mean, we have friends that go do this shit without putting a dollar into the business, and they acquire the business.

Speaker 1 Right?

Speaker 2 And so I want people to also understand what you're saying is it doesn't necessarily have to be you're going to go cut a million dollar check to buy a business.

Speaker 2 There can be enough value in the transaction that that that business owner says it's better to be bought out by Jason than not because everything that he's bringing to the business.

Speaker 2 Now, in some cases, they're going to say, just cut me the check and I'm out, whatever. Fine.

Speaker 1 Make the decision. Installments.
A lot of those guys don't want a fat check up front, taxes and other reasons. Be like, hey, no problem.

Speaker 1 Be like, hey, over the next five years, stay on for a year, 24 months, help me transition. Some people don't, you don't need anything.
Some of you might need 12 or 24 months.

Speaker 1 And so they're helping you. They're like, hey, no problem.
Be like, hey, what are you, what are you knitting? Oh, is you're knitting 100. How about I pay you 150 for the next two years? Like,

Speaker 1 you're paying me $150,000. That's more than I've ever made in my entire life.
It's like, yeah, no problem. That'll go towards your payout of a million.

Speaker 2 But it's folded under State 48 requirements.

Speaker 1 Yes.

Speaker 1 And I carry the note and we roll. Right.
And so you just keep doing that. And they're happy as a clam.

Speaker 1 And guess what? You can go on your two-week fishing trip to Montana. And guess what? You can go to Rocky Point with your...

Speaker 2 Which if you're making $150,000 a year, you probably shouldn't be doing that.

Speaker 1 But that's beside the point right but but i mean you can go you can literally be retired and you're still getting a check for and be like yo get you a check for ten thousand dollars a month every month for the next you know 24 36 48 months whatever it is and and share the no there you can get very creative one of our other core values is creativity follows commitment so the commitments there for you and whoever you're acquiring and you can bring both of those in that is where the the money is made the chili is made because when you're both committed the creativity to make the deal happen, you know how I mean you deal with this on a daily basis.

Speaker 1 Real estate, yeah. Yeah, it's like there's no, if there's no commitment from you, deal will never happen.

Speaker 1 Because the creativity, in order to make that deal happen, unless it's a simple A plus B equals C, most of them aren't. The good ones aren't.
Yeah. Right?

Speaker 1 The good of the good, those are already taken up. Right.

Speaker 2 So you, you obviously are really passionate about this. And I know you, how long have you had your coaching program?

Speaker 1 Two years. Love that.

Speaker 2 Is this the kind of thing that the members of your program can be learning about building businesses, selling businesses, creativity, the core values, that kind of stuff?

Speaker 1 I forgot who

Speaker 1 I can't quote who it was, but they said the number one reason for you to own or start a blue-collar business, a small business, no, no, no, the number one, but you have to have an exit.

Speaker 1 Nobody has an exit.

Speaker 1 That's why my dad, flooring for 40 years, still not retired.

Speaker 1 He literally doesn't know what his exit is. Other than like, yeah, maybe in a year and a half, I'm going to hang it up.
And I'm like, what the fuck does that mean? You're like, hang it up?

Speaker 1 You were for 40 years? Like, where's your carrot, man? Where's your.

Speaker 1 Yeah, it's like the rainbow, but like, it doesn't end. It's like, where's the pot of gold at the end?

Speaker 1 No, no, it's just, it's just a gorgeous rainbow that just keeps going, you know, around the sun every 365 days. Like, what the fuck? Like, no, man, there's a pot of gold.

Speaker 1 And there's a freaking leprechaun dude, a little red-headed guy. Where is he?

Speaker 1 And as blue-collar business owners, we don't see that because we were programmed and framed, in my opinion, that it doesn't exist in the blue-collar space.

Speaker 2 Well, I just don't think anyone was educated on it.

Speaker 1 That's it.

Speaker 2 No one talked about it. Now, social media is so big.
You have the Cody Sanchez's, Roland Fraser, and so many others that can talk to this, right?

Speaker 2 Dawson talks all about this cool stuff. So now

Speaker 2 people are aware, like there can be a blue collar, like your dad could be selling off to a major floor or whatever.

Speaker 2 But, you know, the again define blue collar for me because what I want to talk to is the mindset of it what what would be defined as a blue collar like who are your clients in your coaching program so blue collar uh so service traits HVAC plumbing solar roofing um

Speaker 1 there's a detach and reset for solar panel guy that I that I coach um windows and doors not I mean we're in Phoenix so there's no siding and gutters in Phoenix but like normally it's a three combo right like here

Speaker 1 but yeah any of the carpet cleaning, pest control. That's a great TAM.

Speaker 2 And if you don't know a TAM, total available market.

Speaker 1 Total what?

Speaker 2 Available market. Yeah.

Speaker 1 Right.

Speaker 2 Or total acquired market. Like essentially being how many, how big's your audience? It's a great audience.
That's a big ass audience that you can go out there and help these nations.

Speaker 2 And it's never going to go away.

Speaker 1 Bots are never going to replace them. Like it's, and it's, the demand is always going to be there.

Speaker 1 Like COVID happens, guess what? Dude, I had record setting during COVID. Why? Because I'm essential, man.

Speaker 2 100%.

Speaker 2 I mean, everyone needs a roof, right? The interesting thing, I was just asked what I believe in these,

Speaker 2 what are they called? These houses that are being done by machines. I'm blanking on 3D housing.
Yeah, yeah. What a wild trip that shit is, right?

Speaker 2 Contractors are like, oh, people always need places to live. So we're just going to keep building.
Dude, you have fucking machines literally framing an entire house by cement, essentially. Right.

Speaker 2 Now, you still need HVAC. You still need a roof.
You still need the things that this actually does.

Speaker 1 I actually saw a,

Speaker 1 not a robot, but a machine installing shingles. No way.

Speaker 1 I haven't seen it on a roof, but just getting hit by ads and stuff like that on social media. And I'm like, cool.

Speaker 1 But somebody has to put it up there, type it in, dial it in, get the shingles there, do all that stuff. It's like

Speaker 1 they're doing it for safety. There's still business behind the machine.

Speaker 1 But like tearing it all off and putting it into the dumpster. And like, I'm like, say what you say, what you want.
HVAC, roofing, plumbing,

Speaker 1 electrical.

Speaker 1 I mean, listen, I mean, 100 years from now, maybe. I'm gonna be dead by then.
Not my

Speaker 1 kids deal with that shit later.

Speaker 1 Like, but that's like real estate. Like, oh, you're gonna get replaced.
And I'm like, the whole, you know, scare, what it was, two weeks ago or whatever it was, the

Speaker 1 wasn't the NRA. What's the real estate?

Speaker 2 Oh, the realtor, the lawsuit that was settled for however hundreds of millions of dollars.

Speaker 1 Yeah, they're freaking out. They're like, you guys have to forfeit your commissions and this and that.
Dude, it's, I'm sorry. When has real estate changed in the past hundred years? Yeah.
No.

Speaker 1 No, no, not even in real estate.

Speaker 2 This didn't change it. It just changed one little section of it, which didn't change anything.
So it doesn't.

Speaker 1 So it's heartless.

Speaker 2 So let's talk about your podcast, what you're doing, making an impact. You and I are both big on adding value.
This is why this podcast is this. Totally.
Your sexy business

Speaker 2 status podcast. This guy right here.

Speaker 1 This one? Those we can see. Sexy.

Speaker 1 That was roof status. All right.
So what it is, I basically said, cool, I kept the colors. Yeah.
Change the look.

Speaker 1 All I did was put sex hashtag sexy business status why the status of the roof is sexy it came from a lady in sun lakes because you have a place you're gonna get a place or whatever in scottsville one day right um so just south of that 30 minutes a place called sun lakes okay 55 plus community probably five ten thousand homes in there and um

Speaker 1 and i was doing a a a roof for a lady and she had a concrete tile roof and it was old and outdated and the ugly terracotta whatever and she went back with the asphalt she completely different color yeah and we tore it off put it back on and she's like 85 years old she's like months away from calling it quits.

Speaker 1 And she comes out little, and she's like, oh my gosh, that is a sexy roof. And I'm like, what'd you just say? Right.

Speaker 1 And like, all of a sudden, you know, when you hear something, you're like, oh, that's it.

Speaker 1 That's an idea. Bar, as we call it, right? My guy.
That was a bar. Bar.
Like, that was a bar. That was a bar,

Speaker 1 one, two, three, four, five, seven years ago. Yeah.

Speaker 1 And, but it's an idea. And then an idea with action and implementation becomes a product.
There you go. And that's what it is.
And that's so that it came sexy roof status.

Speaker 1 I'm like, dude, what's the difference between that? It's like, take out roof, put it in business. Why? Once again, the status of your business is sexy.
95% of businesses are not sexy. They're garbage.

Speaker 1 They're shit. They're not well ran.
They don't take care of their team members. And it's very, very frustrating.
And I have PTSD from it, to be honest.

Speaker 1 That's why it's a huge trigger to see him getting all fired up. Yeah.
Because I worked for my uncle for a decade and he freaking sucked. Yeah.

Speaker 1 He knows.

Speaker 1 Show him the clip. I don't fucking care.
Yeah. So

Speaker 2 what are they going to hear on your podcast?

Speaker 1 A lot of this stuff. Yeah.
A lot of,

Speaker 1 and

Speaker 1 it can range from anything. So I bring unguests.
Yeah. Right.
So if you're going to Scottsdale, come over, we'll hop on.

Speaker 1 But

Speaker 1 what I do is I give you a marketing tip. Right.
We call them power partners. Okay.
So like, okay, well, relationships. Well, how do those relationships? Well, cross-marketing.

Speaker 1 Well, what's cross-marketing? Cross-marketing? Well, I'm a roofer, and there's an electrician that's in the house that has a roof. So let's be buddies with the electrician.

Speaker 1 But when they see a roofing need, or the HVAC guy gets up to service the roof up on top of the roof, and he sees there's no granules on the shingles, and they're like, instead of saying, huh, sucker, this roof's going to go to shit, but the HVAC's good.

Speaker 1 No, no, no, no. Hey, by the way, I have a buddy of mine, foom, go.

Speaker 1 Right? And so the cross-marketing, so we teach marketing, we teach sales. I'll bring in my sales manager named Carlos, call him CB3, because I have three Carlos's.

Speaker 1 So we call call him CP3 although he's like 6'7 not like little Chris Paul 6'1 Chris Paul but

Speaker 1 going over sales we'll we'll role play live with them. Yeah.

Speaker 1 I'll be like, hey, here's an objection like oh my wife's my wife's out of town or I need to talk to my wife and then we just we just role play and do and do objections

Speaker 1 a lot of marketing getting attention. I'm huge on truck wraps.
I have 13 trucks that are wrapped. Okay.
I have the best truck wraps in the state of Arizona.

Speaker 2 Wow. That's a great marketing like there's you obviously are going after acquisition and that is a great investment in your business, right?

Speaker 2 Is to go acquire more clients because if you focus on what you do, which is the people and the value, your business will grow.

Speaker 2 And I think that's what they need to be ready to hear from you is a lot more of that.

Speaker 2 Because if you focus on what Jason Payne focuses on, you can go from a zero company to a $3 million company to a 13 and then turn that into a 25.

Speaker 1 So I wrote a book. All right.
Called Eight Phases to Eight Figures. Oh, I like that title.
And that's literally what we do. Like, how to build a 8

Speaker 1 business. Amazon.

Speaker 2 Amazon. Eight Phases to Eight Figures.
Jason Payne, the author. Make sure you cop that for sure.

Speaker 1 Yeah, because the average business owner, small business owner, doesn't do more than $1.8 million in revenue. And 96% don't do more than 3.4 or something,

Speaker 1 basically 3 million. So you're a little, we call it the stuck.

Speaker 1 And I heard, I'm stuck. Will you help me? Hey, I'm stuck.
Will you help me? Hey, I'm stuck. Will you consult me? And I'm like,

Speaker 1 here's where it's stuck. Like,

Speaker 1 how do I unstuck you? Yeah.

Speaker 1 And the magic number is anywhere from a half a million, but they get stuck between that two to three because that's a breakpoint. Yeah.
That my buddy Brandon talks about, right?

Speaker 1 And after three, like they have they have to complete like a snake, that's why I love snakes, that to completely shed

Speaker 1 their skin and rebuild themselves and reinvent themselves everything from

Speaker 1 leads to marketing to team members.

Speaker 1 You can't just do it by yourself, you can't just wing it and do it by yourself. You can't go do the leads and swing the hammer.

Speaker 1 You can to about two or three million, plumbing, HVAC, you name it, to about two or three million. You can like fake it till you make it.
You can fake it till then.

Speaker 1 And that's why most boomers, based off my study and my research, most boomers never got over $3 million because they didn't create a business. They're just a high-paid employee for 30 or 40 years.

Speaker 2 That is very true. And that is, I still think for most, even if you're not a boomer, I don't even know how you define a boomer.
I think most people just create a high-paying job for themselves.

Speaker 1 Yes.

Speaker 2 I think most audience members that are listening to this or watching this on YouTube still likely have a high-paying job for themselves and don't truly have an exit.

Speaker 1 And most of the, in my personal opinion, I believe that it's because they do not know how to manage people.

Speaker 2 I don't think you're wrong. I think, you know, leadership is a different skill set than management.
Totally.

Speaker 2 And I think people get ingrained in management and managing KPIs and managing the sales numbers and managing clients.

Speaker 1 Spreadsheets. That doesn't have an emotion, doesn't have a heartbeat.

Speaker 2 that is not the same as leadership. And people don't practice, flex, or work out their leadership muscle.
And it's a muscle just like anything else.

Speaker 2 And this brings me to the next, joining masterminds, paying for coaching. If you don't know or don't follow Jason, make sure to follow Jason

Speaker 2 at Jason the Roofer

Speaker 2 because you can help small business owners.

Speaker 2 Change their mindset, change their tactics, change their leadership style, right?

Speaker 2 Because this is a big issue, in my opinion in our spot is the leadership role totally that some people are inherently a great leader people just follow them right you know those people totally you're likely one i'm one they will just follow us because we are that but even then just like lebron says or even kobe right you can innately have the skill but if you aren't practicing you're never going to be the great you're never going to be the goat you're never going to be the top half of 1%.

Speaker 2 Fuck the 1%, top half of 1%. Right.
Because you're not harnessing the muscle that needs to be flexed.

Speaker 2 So I couldn't agree more with that whole point.

Speaker 1 Yeah, that's what it comes down to is like the leadership of people. If you can learn how to work with people and manage people, game over.
That's it. Because you can hire other

Speaker 1 people to run your KPIs and your management and your back-end stuff. But you, as the business owner, you need to be in charge of your people.
They need to know that you care.

Speaker 1 They need to know that you value them, what's in it for them. We don't sell as small business guys, we don't sell them on the vision.

Speaker 1 We We tell them we want to do this, but that's my vision, not their vision. And so we call them PPFs, right? Personal, professional, financial goals.
Like, what makes you tick? Yep. A Lambo.

Speaker 1 I saw Lambo. It's probably yours.
Lambo or whatever downstairs. And I'm like, I don't get off for that.

Speaker 2 Sure.

Speaker 1 It's like, oh, Lambo. Like, oh my gosh, Lambert Giddy.
Like, dog, you have two shits about it. I drive a big truck.
Yeah. Right.
Why? Because I can jump curves. You can't jump curves in Lambo.

Speaker 1 No doubt. I suck at parties.
You try, it won't work. Yeah.
Yeah. You'll be very disappointed.
Yeah. No, but like some people are like, I want a big $8 million house.

Speaker 1 Like, dude, I don't freaking care about a house, but i want x and say cool let's help you accomplish that do these things and i'll help you accomplish that in return you're gonna zig ziggler quote right yeah help is oh gosh i'm gonna butcher it if you help other people in life get what they want you'll get what you want that's right five hundred words but yeah and that's what it comes down to so like that's That's one of my biggest things is grow.

Speaker 1 You said, hey, you know, how do you grow a $10 million roofing company? Dude, you get people what they want. Get people.
And you'll get what they want.

Speaker 1 Get people, find what what they want, show them how to get it. Show them on paper.
Now, like, we're going to give you all these things.

Speaker 1 Do the verbal stuff is the biggest way to go out of business on paper. Here's how I'm going to show you how to be successful, how to make money, how to be a better dad.

Speaker 1 Here's how to be a better spouse. Because if you're, if you cheat, just like Andy Elliott says, right? My boy, Andy, you cheat on your spouse, you're gone.
Yeah. In two seconds.
Not even trying.

Speaker 1 I don't care what position you're in.

Speaker 1 You cheat on your spouse because you'll cheat on me way easier than cheating on your spouse. 100%.
And that, and like, that's a true, true thing.

Speaker 1 So the way I see it in building your people up is you're like so physically, right? Like somebody has a little pooch. I'm like, dude, cool, no problem.
What are we going to do to get rid of that?

Speaker 1 That bugs me. You make me look bad getting on a roof or knocking on a door because you have that.
That is me.

Speaker 1 I'm your cute little belly. Get rid of it.
Yeah. Right? Oh, you take your shirt off and your wife's like, oh my gosh, I love the belly.
No. Fucking nobody does that, man.
Yeah. Right?

Speaker 1 So are you being a good, are you being a good dad? Are you being intentional about being a dad?

Speaker 1 Are you that douchebag dad that works 80 hours a week and has all the nice shit, but you're like, you're not being intentional with your kids? Right.

Speaker 1 So like, I want, I want you to be a dad, a great dad. Not a good dad.
I want to be a great dad. Buddy, Sean Whalen, you know, Sean, obviously.
Right.

Speaker 1 Like, he has date night every single Wednesday, religiously, out of town, in town. Kids, boom, bye.
Me and Sachs, we're going. We're rolling.
Right. Right.

Speaker 1 And.

Speaker 1 When you can do those two things, and then obviously the financial part, like help them get their goals, their first, buy a house, get a Lambo, get a second home, whatever that looks like, get out of debt, right?

Speaker 1 Maybe get their first thousand dollars in the bank account, right? Starting small. When you can hone in on your team members and their goals in that way,

Speaker 1 you will have unrecruitable employees.

Speaker 2 That is a hell of a way to end this episode. I appreciate you, bro.

Speaker 1 Absolutely.

Speaker 2 Guys, make sure you are watching his podcast, listening to his podcast. Follow him on Instagram, Jason the Roofer.
This is a great episode, bro. Appreciate it, dog.
Appreciate it coming out.

Speaker 1 Absolutely.

Speaker 2 All right, y'all. That is it.
Make sure you are liking this. Make sure you're sharing this.
And this is my man, Jason Payne. Appreciate you.

Speaker 1 Later.