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

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What is up, Entrepreneur DNA? Welcome back to another podcast. I have a good friend of mine here.
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.. Jason Payne, what has happened, brother? What up, dog? Man, I'm excited you're here in Miami.
Dude, love it. Excited to be here.
Why the fuck did you spend $60,000 to be a part of a mastermind that you don't even do real estate with? People, connections, relationships, rub shoulders 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 it yeah I'm just going deep with what I'm doing right now 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 like eight of them but none of them are there none of them are a true vertical yeah and I'm like you have these little six or eight half-ass businesses that make you a half million a million dollars a year but they're literally like this little pussy whatever you want to call this drives me nuts yeah like dude you know Tommy Mello anyone garage doors no I don't one of my good buddies 220 million in a year in garage doors but I bet he's obsessive about garage doors and running that business yes Yes.
Yeah. 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. Yes.
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. Everything comes down to relationships.
Yeah. How'd you meet? How'd you get in that room? How'd you get that speech? How'd speech how'd you get that podcast how'd you do this somebody somebody connected you or you transacted with somebody a person in order to make their relationship happen to make that deal happen 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 100 And who knows how much revenue and business can come from that.
You run a consulting business. You run a roofing business.
You have a podcast yourself. What's your podcast? Sexy business status.
Sexy business status. Go check out that podcast right now.
And you can find them, by the way, Jason, the roofer on Instagram. make sure you follow my man um let's talk about people because i i'm this is the biggest thing i'm 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 dollars a year and it's because you believe in people 100 from people that's all that's all that's all it is 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 uh or or from the people 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 oh yeah yeah it's i mean it's 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 time and then for in the compound relationships are compounding Yep.
That's why it's not just, it's not transactional, transformational. And it's not just 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 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.
And so, but the opportunities from that, and you'd never know what the, who would that person is connected to? Of course. It's crazy.
They don't need, you know, one of the biggest lessons I learned is, is never judge a book by the cover. Meaning if they, you know, don't look the part, right.
If they're not wearing the watches and the 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.
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, they might have the one heavy hitter.
We just did now right before we started this podcast right there's one human i want on this podcast and literally the owner of the studio says i'm going to introduce you to the guy right as i'm talking about it 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 oh my god he looks like a freaking hobo totally 100% even yesterday like 4,500 people on a stage and he's there and he looks like he's freaking homeless yeah but the dude his wife's a billionaire he owns part of the atlanta hawks like dude just absolutely insane but he literally looks homeless yeah he doesn't care he's the one of my favorite people on the planet he's the most authentic motherfucker you'll ever meet 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 yeah what takeaways have you been able to capture from there so a lot a lot of it is so relationships they're talking about relationships in order to develop those relationships you have to get the right rooms. So that mastermind is a room, right? I got in the room.
Then from there, it's how valuable is the room? And there was a guy that I went to the bathroom. I was, 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.
There's bathrooms way in the back. Like literally the last row, it's probably $100 seat compared to the $10,000 ones in the front.
And I went to that bathroom and a guy that actually from Arizona was 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. And I was talking to him exactly about this.
And I said, the back back three rows what's the net worth of the back three rows of that of that room maybe a million dollars combined right now i'm judging stereotype but theoretically not much right now go to the front of the room where i personally shake hands and talk to dudes that are doing nine and 10 figures yeah whether net worth or

in revenue like gross revenue in their businesses yeah like there's multiple billions of dollars in the first three rows that's right and it was like even just the bathrooms the bathrooms the guys were in the certain colored lanyard all those dudes paid ten thousand dollars for a ticket yeah the guys in the back paid a hundred to five hundred bucks for a ticket yeah I'm like, Oh my gosh. So it's not just the,

the opportunity to develop the relationship is based off of the,

the quality of the circle that you're in.

That's right.

That'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 handful of other people I'm sure have moved your needle over the years.

Same thing for this event.

You're paying 10 grand for the ticket.

You probably are not alone.

I don't know. mine because you can meet me and more than me but a handful other people i'm sure have moved your needle over the years 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 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 so flex 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 he's second in charge of the whole state there's the governor of the speaker of the are actual friends, hang out, smoke cigars together because I am flying first class and he is flying first class.
How cool is that? What needle? 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. And it's all, what you're doing is you're putting yourself in with an opportunity to create a relationship with someone of a value.
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. It's coach and like do a plane to plane.
Let's private jet versus like first class and I'm much cooler than coach. It's just not.
But even think about the private jet. Now, there's a lot of convenience to a private jet, so I won't discount that.
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. Yeah, you, your wife, and your kiddos going on a plane.
Who do you get to? You can do that at home. Right.
Now, there's convenience, so I'm not going to take away from it. 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? And what people in first class, 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? Smart conversation.
Especially if you're flying by up man what do you do and you start playing the name game then you're like holy shit no way this is cool boom two seconds later or a three-hour flight you know flight later yeah boom there's a phone number and let's roll it's it's incredible and i can tell you countless stories but sure uh let's let's get into a little bit of the business now you run a consulting a consulting business, but most impressively, you are running a very high-level, high-revenue roofing business out of Arizona. Right.
Right? State 48 roofing. Yes, sir.
And you built this thing up to roughly about $13 million in revenue. Right now, it's doing $1.5 million a month in revenue.
That's phenomenal. And when did you start that? August of 2019.
Dude, this is five years now. Almost five years.
You know? So that's impressive in and of itself. What's the plan for this business? Where do you want to go with it? So I'm going to do an evaluation at 25 mil.
And then see where it goes from there. You want to exit it? I don't know if I want to exit it, but I want to acquire.
I really, I really have a, just a passion to acquire other small businesses and, and, or consult them. So you are looking, and I love this.
You're looking more not to sell it and have an exit. You were saying, I want to get enough 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 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 once you do it once you have the playbook.
Plain and simple. So what's the secret to building a 10 million a year plus business? What's been your secret? As funny as you mentioned that, relationships.
Shocker. Right? Fucking shocker.
We call them, so there are several different things. 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 last year from free organic raw Instagram and Facebook.
So no YouTube, no TikTok. I wasn't on either of those yet.
Social media. Social media.
Doing this. Hey guys, I'm out at the next house doing a roof or whatever.
I'm up on a roof, man. Things piece of shit.
It you have a house that's 20 years old give me a call click go to the website done over and over and over I have over 6 000 posts on Instagram from my iPhone 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 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, like, sure.
Right. They're at your birthday party.
They're at your funeral. Right.
Inner circle. 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 then you have your social

circle I call that the social meet like you're at the gym what's up bro you know the dm only yeah

you know hey I saw your instagram cool shit if you work in quality control at a candy factory

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Thank you. cool shit.
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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 right well and the the crazy part is 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 like my mom's never bought a roof from me right no she has a roof now she needed one uh because maybe they didn't i guess i helped her do her addition we did her from age but the principle of it right is like those those close people they know who you are but 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, add value and educate. I have a guy, another roofer in Arizona.
I'm like, dude, stop with your, he does his high end crazy ass videos as literally guys tearing it all through, putting it back on and this kind of shingle and metal, and blah, blah, blah, but like 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 like just like a podcast you're just talking to talk to talk dude give something that someone can take away that they can implement into their personal professional or financial life to life to better themselves. If not, shut the fuck up.
It's going to be nuts. It's something that is a core value for any business.
If you offer value, then you get paid more. You will earn as much value as you add.
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. 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.
Yeah, hundreds of dollars per lead, thousands of dollars, depending on your industry, 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? Like, it's just crazy.
Having a referral program is like mind-boggling to me.. I'm like, these guys talk about a referral program.
How do you implement it? What do you do? How do you incentivize them? 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 what's a new cookies to your house. You would like, you'll be amazed.
Be like, Oh, it's all money. Like, dude, you'd be amazed.
People don't want money.

Like, dude, I'll come inspect your roof and maintain your roof this year.

Normally, it's a value of $695.

We'll come do it for free.

Not a problem.

And you have a wife.

Oh, you have a wife and kid, two kiddos.

Cool.

Four pack of crumble or whatever cookie thing.

They bean, they glow, then they're taking a picture.

They're posting it about you like organically for free.

Yep.

Right.

Um,

it's just,

it's absolutely insane.

Depending on we'll run promos.

We're like,

Hey,

do you want to make 500 bucks?

If you were first and we do your,

your friend's house in this timeframe,

we'll,

we'll give you a $500 gift card to the great wolf lodge or the princess or,

you know,

somewhere to go do X and Y and Z somewhere where people are going to go anyways. i do it i could totally use that 50 or 100 or 500 dollars towards that so gift cards heavy on the gift cards heavy on the cookies heavy on i spend probably at least two thousand dollars a month on cookies is that why you're doing 75 hard too many cookies in the office no i send them no there's no cookies at my office no cook no cookies no it's uh but no it's people people just love it people they want to feel appreciated right they want to be seen too right they want to feel appreciated seen you know interestingly i'm going through an awful experience and i hit you up you know about my roof 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 so we replaced our roof because there was a leak replaced the whole thing tile roof um all of a sudden three-day rainstorm in miami kitchen starts leaking i just replaced the roof he comes out fixes it this rainstorm last week or two weeks ago, literally my entire guest bathroom ceiling.
Dude, I saw your video. Yeah.
Have you ever seen Chive TV? I have not. Oh, where they, so at my gym.
Well, I know of it, but yeah. Yeah, it's like a bunch of just funny and like crazy ass videos from, you know.
Did my video hit Chive? It reminded me of Chive. Oh, yeah that's how bad it was it wasn't like oh it's leaking like oh come fix it like holy shit there's like buckets plural of water coming into this house yeah i'm like bro i'm dealing with a roofer who is just a piece of shit right they don't do the right thing they'll never get a referral in fact my wife today is with the city.
We're trying to basically put them 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.
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.
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 paper way or whatever it is it 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 six months old funny crazy he's already been out there twice crazy step ready so in the united states and canada for the past 25 years roc is called the register of contractors right those that are in blue color space register contractors it's 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. And in the past 25 years, 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.
Oof. Like, that is some good shit.
Like, 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 that's why like going back to the coaching so the consulting side is it's called sexy business status why because i want the status of your business to be sexy 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 also brings in a shitty warranty.

Yeah.

Right?

And then also shitty warranty.

Yeah.

Right?

And then also shitty customer service.

So shitty, shitty, shitty.

You're over three.

Like three strikes, you're out.

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.

He was supposed to come today. He said, oh, sorry 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 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 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.
You just did this roof like you can't even show up once apart from interior damages. So imagine imagine a homeowner or a family that's 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 like, dude, I just paid tens of thousands of dollars on roof fixed now i gotta hire another roofer i don't have that money oh by the way now there's two three five thousand dollars maybe more of interior damages right and all that and this guy literally just disappears disappears he's freaking my wife but gives just excuses and so anyways i i don't want to bogart the conversation but that's just like it's real life right 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 sending cookies gift cards showing up and giving yearly service right at no cost hey checking in yep this guy wouldn't have done that he wouldn't be in the position he's in right people under business owners especially underestimate the value of the service component so i'm launching a tech space it's already launched etc our number one mission right now is service first not sales first service first yeah because if you have a happy client they tell other people that's why you've been able to do three four or five million dollars in a year started telling other people, Jason, 48 roofing.
That's the guy that you need to go get your roof with. One of our, our, our first core value is be obsessed with providing a five-star experience.
The first core value, because what it does is it sets the standard for everybody, including the homeowners. 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 we're going to give you great service we're gonna have a great experience let's roll yeah right also keeps my cruising check hey was this a five-star experience oh it wasn't cool you get a deduction of pay or you'd go fix x or y or z for free why because i require my standards of five-star experience told me to give a two or a three. So guess what? You get to go fix it and make it a five on your dime.
Sales reps, you bit something wrong. You don't do it right.
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 they just miss something, right? Replace the skylight.
You do the entire roof and miss the skylight. Rain comes, boom skylight rain comes boom leaks why because of skylight because the sales rep didn't tell the production team to replace the 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 the skylight and now the interior damages and cookies but like dude when you you truly understand that your reputation is everything, you will do anything to save it.
Anything. And just to keep it out of harm's way.
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 a business, I mean, you might still be able to exist and make some money, but you're never really going to go really anywhere.
Right. 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. 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.
Yeah. Right.
Here's the thing though. Like it all starts at the top though top though it all starts with leadership like if you don't have that standard and you're okay with like a three or 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 five doesn't mean your team's always going to be out of five if you're not at a five you can't you cannot require them or expect them to give a five it's like kids 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 you drop the f-bomb in your house all the time and your kid drops f-bomb who like you're a standard you're a hypocrite right yeah there's total standards and that's but we we see that like in family and in marriages but what about also in? Are we being a fraud to our team members by not setting the expectation, being consistent with the expectation and the standard, and then holding them accountable for it because I can't hold them accountable if I'm not doing it? One of my previous guests and a friend in Phoenix, Andy Elliott, right? He's big on pushing up early, working out, and he won't tolerate his employees not doing the same thing 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 nine but the owner walks in at 10 30 11 with a latte and you and, you know, hey, guys, how's everything fucking doing?

Right. And you're like, that's not congruent.

You're not going to motivate your troops by you being the last in the office, regardless how big you fucking are.

Right. I mean, at some level, when you're Apple, fine.

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. 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.
Right. My buddy, Tommy Mello taught that on our stage, actually the one that you were at.
Yeah. And, and 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 he's like, when you pass that five to $8 million 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. You have people doing that.
And it's, it's hands. It's not turnkey, but it's hands-free for you physically.
He said that is one of the biggest problems is the owner disappears, 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, as you all know that with business owners, right? If you work in quality control at a candy a candy factory, you know, strict safety regulations come with the job.
It's why you partner with Grainger. Grainger helps you find the high quality and compliant products your business needs to inspect, detect, and help correct issues.
And the sweetest part is everyone gets a product that's as safe to eat as it is delicious. Call 1-800-GRAINGER, click grainger.com, or just stop by.
Grainger, for the ones who get it done. Cody Sanchez brought that up.
It was really funny. She's like, yeah, all this stuff, like 3% profit, like shut up.
By the way, that's very accurate. Yes.
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 nine percent profit margin

nine multi-million company nine percent profit margin it's a shit business for all those that

don't know that yeah so i'm i'm fully in agreement which is crazy because the roofing industry

is averages 90 000 roofing contractors in the USA. 90,000 average net profit is 9%.
In my opinion, and I 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. So if you do $10 million, you essentially have 90.
Is that right? No, $900,000. Yeah, you make a mil.
Yeah. $900 million.
I mean, at scale, I guess that that's okay but even then you're doing all that work to build a 10 million dollar a year business and you're gonna put nine like i want more 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 in our team members 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 I'm like, dude, you have no idea the, the like one bad thing happens and you're done. Done.
You're done. Yeah.
And you better be saving those $900,000 paychecks because you're coming out of pocket to go fix this thing. Right.
If you want to stay in business or you go out of business. That's assuming you don't invest back into your business to grow it.
That's right. So if you're living off a half a mil, like I am, and 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. 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.
We don't want to get on Instagram or Facebook because it's dumb or it doesn't work or there's not a an immediate direct roi that's you know traceable or trackable and i'm like dude omnipresence man yeah be everywhere everywhere you need to be investing in your business right all the time that never stops and you know business owners just want to rip all that 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 blue collar guys you have an email list of two three five ten thousand people you never sent an email in your life yeah like worked for my uncle for a decade 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 i hope you're getting like some buying his book of business or something i don't know what you can do i've entertained it but i think the the tainted part of it is just not worth it but fair but 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 two and a half mil i can now self-fund my acquisitions of these little guys. That's right.
And I can scoop up these two or $3 million companies. If I can get within 24 months and get 10 of them at two or $3 million a piece, I just went from 25 million to 50 million like that.
Yep. And in the revenue, because all the marketing is there and all you're doing is plugging and playing your systems.
Yeah. And it's like 24 months you can double your business and not from 1 million to 2 million, from 25 to 50.
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.
And I hope everyone rewinds what he just said because you know what you're saying. I know what you're saying.
But the common business owner is owners like how do i get a million dollars um going and growing and building a business literally bootstrapping it and hiring internally there's a place for that i'm not going to say it's wrong 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 well and the other thing we talked about before too with relationships is the opportunity oh if you're in coach fly southwest there ain't no first class so guess what there's there's zero opportunity now you can talk to somebody left to the right but that first class that that divider right the same goes for being able to acquire business if you don't have the cash ready to rock and roll and there's a deal going, boomers are going into business like crazy. And two out of 10 of them own a small business.
I forgot what it was like, 9,000 or 10,000 boomers retire daily and 10% to 20% of them own a blue collar small business. And that's worth really nothing because they are they have some, they have some sort of reach.
They have some sort of email list, um, uh, phone number, right. Something that you can literally just pop into your P and then, and then just run with it and you can get that for pennies on the dollar.
Yeah. So they're doing two, $3 million in revenue.
Cool. Not a problem.
Take it from three to 10, 12 months just by plugging in a plan. Do that with two, three, four, five of those.
You literally just created an entire separate. Amen.
Giant. It and it doesn't even have to be big paydays.
Payments. What I'm trying to say is you don't need to cut a massive check to go buy a business.
No. I mean, we have friends that go do this shit

without putting a dollar into the business

and they acquire the business.

Yeah.

Right?

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.

There can be enough value in the transaction

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. Now, in some cases, they say just cut me the check and i'm out whatever fine make the decision installments a lot of those guys don't want a fat check up front taxes and other other reasons but okay no problem okay 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 and so they're helping you there but i can't have problem back okay uh what do you what are you netting oh is you're netting 100 how about i pay you 150 for the next two years like you're maybe 150 000 that's more than i've ever made in my entire life right it's like yeah no problem that'll go towards your payout of a million but it's folded under state 48 yes but and and i carry the note and and we roll yeah right and so you just keep doing that and and they're happy as a claim they never 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 which if you're making 150 grand a year you should probably shouldn't be doing that but that's right but but i mean you can go you can literally be retired and you're still getting a check for, be like yeah i'll 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 note there you can get very creative one of our other core values is creativity follows commitment so the commitment's there for you and whoever you're acquiring and you can bring both both of those in.
That is where the money is made, the chili is made. Because when you're both committed, the creativity to make the deal happen, you know, I mean, you deal with this on a daily basis.
Real estate, yeah. Yeah.
It's like if there's no commitment from you, deal will never happen. Because the creativity in order to make that deal happen, unless it's a simple A plus B equals C, most of them the good ones aren't yeah right the good the good those already taken up right so you you obviously are really passionate about this and i know you how long have you have you had your coaching program two years love that uh is this the kind of thing that that the members of your program can be learning about building businesses selling selling businesses, creativity, the core values, that kind of stuff?

I forgot who, 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, maybe not the number one, but you have to have an exit.

Nobody has an exit. Nobody.
That's why my my dad flooring for 40 years still not retired what he did he literally doesn't doesn't know what his exit is other than like yeah maybe in a year and a half i'm gonna hang it up and i'm like the fuck does that mean you're gonna hang it up you're for 40 years like where's your carrot man where's your lease is up yeah it's like the rainbow but like it doesn't end it's like where's it where's the pot of gold at the end 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 and there's a freaking leprechaun to a little redhead guy where where is he 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. Well, I just don't think anyone was educated on it.
That's it. No one talked about it.
Now social media is so big. You have the Cody Sanchez's, Roland Frazier, and so many others that can talk to this, right? Dawson talks all about this kind of stuff.
So now people are aware. Like, there can be a blue-collar blue collar like your dad could be selling off to a major floor or whatever 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 There's a detach and reset for solar panel guy that I coach.
Windows and doors. I mean, we're in Phoenix, so there's no siding and gutters in Phoenix, but normally it's a three combo, right? Like here.
But yeah, any of the carpet cleaning, pest control. That's a great TAM.
And if you don't know what TAM, total available market. Total what? Available market.
Yeah. Right.
Or total acquired market. Like essentially being how many, how big is your audience? It's a great audience.
That's a big ass audience that you can go out there and help these individuals. And it's never going to go away.
Bots are never going to replace them. Like it's in, and it's, the demand is always going to be there.
You're like COVID happens. Guess what? Dude, I had record setting year during COVID.
Why? Because I'm essential, man. A hundred percent.
I mean, everyone needs a roof, right? The interesting thing is I was just asked what I believe in these. What do they call these houses that are being done by machines? I'm blanking on 3D housing.
Yeah. What a wild trip that shit is, right? Con drivers are like, oh, people always need places to live so we're just gonna keep building did you have fucking machines literally framing an entire house by cement essentially right um now you still need hvac you still need a roof you still need the things that this machine doesn't actually saw a a not a robot but a machine installing shingles no way on 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 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 they're doing it they're not for safety there's there's still business behind the machine there's not 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 there's no electrical dude i mean listen 100 years from now maybe i'm dead by then not my yeah yeah i'll let my kids deal with that later like well that's like real estate like oh you're gonna get replaced i'm like the whole you know scare what it was two weeks ago whatever it was the wasnRA? What's the real estate? Oh, the realtor, the lawsuit that was settled for however hundreds of millions of dollars.
Yeah. They're freaking out.
They're like, you guys got the four-figure commissions and this and that. Dude, it's, I'm sorry.
When has real estate changed in the past hundred years? Yeah. No.
Not even in real estate. This didn't change it.
It just changed one little section of it, which didn't change anything. So it doesn't's pointless so let's talk about your podcast what you're doing and making an impact you and i are both big on adding value this is why this podcast is this totally your sexy business status status podcast this guy right here this one as you can see sexy that's that was roof status all right so that is i basically said cool i kept the colors yeah change the look just put i know all i do is 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 scottsdale one day right um so just south of that 30 minutes a place called sun lakes okay 55 plus community there.
And, um, 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 shingle, completely different color.
Yeah. And we tore it off, put it back on and she's like 85 years old.
She's like. If you work in quality control at a candy factory, you know, strict safety regulations come with the job.

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Months away from calling it quits.

And she comes out, little, and she's like,

Oh my gosh, that is a sexy roof.

And I'm like, what did you just say?

Right.

And like, all of a sudden, you know, when you hear something, you're like, oh!

That's it.

That's my idea.

Bar, as we call it, right, my guys?

That's a bar.

Bar, like that was a bar.

I'll see you next time. what'd you just say right and like all of a sudden you know when you you hear something you're like oh that's it uh bar as we call it right my guys a bar like that was a bar that was a bar went to the four five seven years ago yeah 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 i'm like dude what's the difference between that it's like take out root put in business why once again the status of the your business is sexy 95 of businesses are not sexy they're garbage 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 that's why it's a huge trigger you see i'm You can see I'm getting all fired up because I worked for my uncle for a decade and he freaking sucked.
Yeah. Show him the clip.
I don't fucking care. Yeah.
So what are they going to hear on your podcast? A lot of this stuff. Yeah.
A lot of, and it can range from anything. So I bring unguess yeah right so everyone's got still come over we'll hop on um but what what we 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 those relationships well uh cross marketing well what's cross marketing cross marketing well i'm a roofer and there's electrician that's in the house has a roof so let's's be buddies with the electrician so not if 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 gonna go to but my the hvac's good no no hey by the way i have a buddy of mine phone go right and so the cross marketing so we teach marketing we sales.
I'll bring in my sales manager named Carlos, call him CP three. Cause I have three Carlos's.
So we call him CP three, although he's like six, seven, not like little Chris Paul, six, one Chris Paul, but going over sales, we'll, we'll role play live with them. 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.
Um, 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. 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? 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.
And I think that's what they need to be ready to hear from you is a lot more of that. Cause 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.
book. All right.
Called eight phases to eight figures. Oh, I like that title.
And that's, that's what we do. Like how, how to build a eight figure business, Amazon, Amazon, eight phases to eight figures, Jason Payne, the author, make sure you cop that for sure.
Yeah. Because the average business owner, small business owner doesn't do more than $18 million dollars in revenue and 96 percent don't do more than 3.4 or something over basically 3 million so you're a little that we call it the stuck yeah and i heard i'm stuck well help me hey i'm stuck will you help me hey i'm stuck will you consult me and i'm like you know this word stuck like how do i unstuck you yeah and the the magic number is anywhere from a half a million but they get stuck between that two to three because that's a that's a break point yeah my buddy brandon talks about right and after three like they have they have to complete like a snake that's why i love snakes that to completely shed their skin their skin and rebuild themselves and reinvent themselves everything from uh from leads to marketing to team members.

You can't just wing it and do it by yourself.

You can't go do the leads and swing the hammer.

You can to about $2 million or $3 million, plumbing, HVAC, you name it.

To about $2 million or $3 million, you can fake it until you make it.

You can fake it until then.

And that's why most boomers, based off my studying, 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.
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. Yes.
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 and most of the in my in my personal opinion i believe that it's because they do not know how to manage people i don't think you're wrong i think you know leadership is a different school skill set than management totally and i think people get ingrained in management managing k KPIs and managing the sales numbers and managing client costs. A spreadsheet that doesn't have a heartbeat.
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. 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 um at jason the roofer um because you can help small business owners change their mindset change their tactics change their leadership style right 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 one percent fuck the one percent top half of one percent right because you're not harnessing the muscle that needs to be flexed um so i couldn't agree more with that whole point 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 like people to run your kpis and your management and your back end stuff but like you as the business owner you need to be in charge of your people they need to know that you care they need to know that you value them uh what's in it for them we don't sell as small business guys we don't sell them on the vision we tell them we want to do this but that's my vision not their vision yep and so we call them pps right personal professional financial goals like what makes you tick yeah a lambo i saw lambo is probably yours lambo or whatever downstairs and i'm like i don't get off for that sure it's like oh lambo like oh my gosh a lamborghini like tell you have two shits about i drive a big truck yeah right why because i can jump curbs can't jump curbs in lambo no doubt i've suck at parking try won't work yeah yeah you'll be very disappointed yeah no but like some people like i want a big eight million dollar house 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 ziglar 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 talk about it but yeah and that's what it comes down to so like that's that's one of my biggest things is grow you said hey you know how do you grow a 10 million dollar roofing company dude you get people what they want get people and you'll get get people find what they want show them how to get it show them on paper now like we're gonna give you all these things to do the verbal stuff is the biggest way to go out of business on paper here's I'm gonna show you how to be successful how to make money how to be a better dad here's how to be a better spouse because if you're if you cheat just like Andy Elliot says right my boy Andy you cheat on your spouse you're gone yeah in two seconds not even trying I don't care what position you're in right you cheat on your spouse because you'll cheat on me way easier than cheating on your spouse. And that's a true, true thing.
So the way I see it in building your people up is you're like physically, right? Like somebody has a little pooch. I'm like, dude, cool, not a problem.
What are we going to do to get rid of that? That bugs me. You make me look bad getting on a roof or knocking on a door because you have that that is me i am your i'm your cute little belly get it 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 so are you being a good are you being a good dad are you being intentional about being a dad or 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 so like i want i want you to be a dad or 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. So like, I want, I want you to be a dad, a great dad, not a good dad.
I wouldn't be a great dad. Buddy, Sean Whalen, you know, Sean, obviously, right? Like he has date night every single Wednesday, religiously out of town, in town, kids, boom, bye.
Me and Saks, we're going, we're rolling. Right.
Right. And 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.
Yep. Right.
Maybe get the first thousand dollars in the bank account. Right.
You're starting small. When you can hone in on your team members and their goals in that way, you will have unrecuritable employees.
That is a hell of a way to end this episode.

I appreciate you, bro.

Absolutely.

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.

Absolutely.

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.
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