REAL AF with Andy Frisella - March 14, 2024


668. Q&AF： Changing Culture With Lazy Employees, Selling Vs. Helping & Finding The Right Mentor

Topics
sales and employee growth
Hosted by
Andy Frisella
667. Andy & DJ CTI： Biden's Regret Of Using 'Illegal,' 'Barbecue' Is Now Most Powerful Man In Haiti & Trans Golfer Banned 669. Andy, Andy Stumpf & DJ CTI： Outraged American TikTokers, West Point Removes Key Words from Mission Statement & Georgia Judge Dismisses 3 Charges Against Trump

Episode Stats


Length

33 minutes

Words per minute

206.65

Word count

6,904

Sentence count

—

Harmful content

Misogyny

2

sentences flagged

Toxicity

116

sentences flagged

Hate speech

48

sentences flagged


Summary

Summaries generated with gmurro/bart-large-finetuned-filtered-spotify-podcast-summ .

In this episode, we talk about how to deal with lazy employees and how to make sure your employees are motivated to do the job you want them to do. We also discuss the challenges of running a 2nd generation business and dealing with people who have been brought up in the same environment you re trying to change.

Transcript

Transcript generated with Whisper (turbo).
Misogyny classifications generated with MilaNLProc/bert-base-uncased-ear-misogyny .
Toxicity classifications generated with s-nlp/roberta_toxicity_classifier .
Hate speech classifications generated with facebook/roberta-hate-speech-dynabench-r4-target .
Topics generated with Qwen2.5-3B-Instruct.
Hosts, guests, and mentioned names generated with spaCy (en_core_web_sm), reconciled against Wikidata.
00:00:00.000 what is up guys it's andy for selling this is the show for the realistic about it lies the 0.98
00:00:20.900 fakeness and delusions of modern society and welcome to motherfucking reality guys today 0.75
00:00:26.060 we have q and af that's where you submit the q's and we give you the as uh you can submit your 0.60
00:00:31.220 questions a couple different ways the first way is guys you can email those questions into ask
00:00:35.800 andy at andy for seller.com or you can go on youtube in the comments section of the q and af episodes
00:00:42.280 and drop your questions in the comments we'll choose some from there as well uh we're just
00:00:47.180 going to get right into the show today you guys kind of know the deal we got cti we got qaf 0.99
00:00:50.660 we got real talk 75 hard verses that's the show pay the fee do the thing buy my shit let's do the 0.89
00:00:56.980 show let's do the show guys andy question number one all right i like that it's right into it i like 0.90
00:01:02.340 it it's like a prom night that's right super quick it was over before it started all right guys andy
00:01:13.100 question number one uh andy i'm in the process of learning how to run a second generation business
00:01:20.040 three of the existing employees have been here for 20 plus years and have known me since i was nine
00:01:26.620 to 10 years old one of the things that i struggle with is dealing with lazy employees and how to
00:01:32.820 address it with them um i have been to hq and around your employees hq is immaculate and your
00:01:38.380 employees are top notch if you could give me a piece of advice on how to address people being lazy
00:01:43.860 what would it be um i don't do well walking into rooms with the uh rooms being a mess and no one
00:01:49.240 caring to clean up the mess that they've created i'm about to flip the mercy no mercy coin uh to no
00:01:54.960 mercy and approach the issue in a way that i may turn around and regret but there are days i feel
00:02:00.620 like i'm raising adult children i have my own children at home and i don't plan to raise others
00:02:04.100 i would love to hear some advice from you okay so first of all taking a second generation business
00:02:13.540 and getting employees that are uh sort of accustomed to indoctrinated have been brought up in this other
00:02:21.680 environment that you're trying to change is going to present a number of challenges anyway then on top
00:02:28.200 of that they've known you since you were a kid so no matter what you do they're going to always think
00:02:33.700 of you as that kid which is going to make it extremely hard for you to get those people
00:02:38.340 to operate at the level you want them to operate at so there's a couple things here number one
00:02:45.640 usually when people say that their employees are behaving lazily it's because the leadership's
00:02:52.600 terrible that's why all right nobody wants to work hard if they aren't inspired nobody wants to work
00:02:58.920 hard if they aren't coached right nobody wants to work hard if they don't have a good mission
00:03:03.380 if they're not being compensated fairly there's all kinds of things that go into getting someone
00:03:10.720 to run the ball down the field and uh just because you say so isn't one of those reasons
00:03:17.400 all right so you've got to understand there is a reality to the circumstances that you have been
00:03:22.640 placed in that is very difficult but not impossible all right so if i were you what i would do is kind
00:03:29.260 of go down a list of things to check to make sure these bases are covered so that i know that the
00:03:36.600 the problem isn't me it's actually what we got going on with the employees one are you being a good
00:03:42.760 leader that's always the first thing you should do you should always look in the mirror first
00:03:47.320 are they behaving because they're mirroring your behavior all right which most of the time they are
00:03:53.600 it's a tough one that's right and so that's you should always start with looking in the mirror
00:03:57.340 are you leading right are you doing the right things are you setting the pace are you setting
00:04:02.100 the tone are you painting the vision are you making it clear are where are you coming up short
00:04:08.360 all right and then address that number two you have to realize that these people who have been in this
00:04:17.020 other system for 20 years however long it's been years and years and years they are accustomed to a
00:04:23.680 certain work environment and they're going to be very resistant to change and so what you're talking
00:04:28.860 about here is legitimately trying to change the culture of your entire business and by changing the
00:04:34.460 culture of your entire business you are going to lose some of those people so you have to understand
00:04:39.420 some of these people are not going to go with your new ideas they're not going to go with your new
00:04:45.420 structure they're not going to go with your new vision they're going to say we miss the old days
00:04:50.420 and dude honestly those people need to be cut you got to cut those people from the team because any
00:04:55.420 changes that you try to make moving forward those people will become cancer to those uh situations
00:05:01.980 because they were born and brought up in the past culture yeah all right so you have to understand
00:05:09.200 people are going to flake out people are going to leave they're going to retire they're going to quit
00:05:13.620 they're going to find other places and that's a good thing because when you're trying to improve the
00:05:18.280 culture of your organization you can't do it with cancer all right so you have to prepare yourself
00:05:23.220 for that and then after that you you have to go and you have to set what the new culture is going
00:05:28.580 to be which meaning painting a new vision setting some new rules setting some new guidelines and most of
00:05:34.080 all becoming the kind of leader that inspires them to build something great there's a famous story
00:05:40.660 about um laying bricks and i can't remember where i read it some of you guys might recall this story
00:05:47.460 as well uh but it talks about some make brick masons okay and if you take brick masons and you
00:05:55.680 tell them to build a three-foot wall that's a thousand miles long they're not going to be inspired
00:06:03.040 it's going to take forever they're not going to care there's no there's no uh thought there's no
00:06:08.860 initiative there's no contribution it's just a simple wall it's it's three foot high and it's boring work
00:06:14.720 right so they're not going to work that hard because there's nothing to work for but if you
00:06:18.640 take those same brick masons and you say we're going to build the most beautiful cathedral that
00:06:24.740 has ever existed these people will show up to work every day and give it their all because they
00:06:29.560 understand they're contributing to something that is much bigger than themselves so are you asking your
00:06:34.860 people to build a three-foot wall that's a thousand miles long meaning show up to work every day do your 0.99
00:06:40.220 shit go home make it very corporate no fun no real mission no real contribution nobody's going to work 0.97
00:06:47.420 hard for that it doesn't matter how much you pay them it doesn't matter it's not inspiring work or are 0.99
00:06:53.580 you building the most beautiful cathedral to ever be built because that difference in mentality is the
00:06:59.780 difference between people being intrinsically inspired to build or just showing up for a paycheck
00:07:05.460 and that's what it sounds like you're dealing with what it sounds like you're dealing with
00:07:09.240 not knowing any more than what you asked is that you're dealing with a culture of people who have
00:07:13.940 been showing up for a check for a long time and you want to go improve the second generation business
00:07:20.520 and build it into something greater which you should but you're going to have to get real clear on what
00:07:26.320 that looks like and how you're going to do it and you're going to have to get buy-in from a lot of
00:07:29.600 these people and a lot of these people that are there now are not going to buy into that so you're going to
00:07:33.120 have to bring in you know new hungry ambitious driven people that buy into that vision so that's
00:07:40.680 going to be the transition that you're going to go through any single operator if you ask them that
00:07:45.120 has gone through this where they've made an intentional play to change the culture of their
00:07:49.520 business they have had a lot of people quit and um my advice to that is that it's okay it's all right
00:07:57.440 that's fine it's not personal it's i'm not mad at you in fact i'm glad that you're going on to do
00:08:03.100 something that you feel like you need to do so i don't waste your time and your life and your energy
00:08:07.600 by keeping you here in something that isn't what you want to do and that's good for you and it's
00:08:12.240 good for them so that's how you should look at it um and then take the time to design communicate
00:08:17.620 and start building this cathedral that you're working on building and you'll find that certain
00:08:22.900 people will step up and certain people will wash out i love this now with this with this being i mean
00:08:27.720 because again we don't know how long she's you know this company has been in business right
00:08:31.080 but when you talk about a major cultural shift right like you talk about truly changing the way
00:08:37.640 things are done and are being done is this a situation for just hey let's just rip the band-aid
00:08:44.040 off yes or is this a more gradual slow steady wins the race no this is the way we're doing it if you
00:08:49.640 don't want to do that that's cool there's the door but this is what we're doing from here on out
00:08:53.240 the boundary has to be very specific very clear very hard not in a mean way but just in a hey this is
00:08:59.740 what we're doing way and the reason that people fail at switching a culture especially in this
00:09:04.480 situation from first generation to second generation because that alone is a problem it's a big well no
00:09:10.140 it's not a problem it's it's a challenge if you're walking into a culture because at one time that family
00:09:19.720 owned business was aggressive at one time they wanted to build something at one time they were all
00:09:25.340 bought into building something and what happened was people got older people got comfortable people
00:09:30.600 got in their little rhythm and the company kind of stopped and then the second generation comes in and
00:09:35.760 they want to do their part right because nobody that inherits a second generation business wants to
00:09:40.280 ride it in the dirt even though a lot of people do but real operators they want to take that and they
00:09:45.200 want to build it into something great and greater than what the first generation did and that's that's 0.96
00:09:50.460 what you should do that's what you're supposed to do a lot of people talk shit on people who come in 0.98
00:09:54.960 at second generation you you can't fucking help where you're born bro right yeah you know like some 0.97
00:10:00.040 people are born with no opportunity and they have to go take it some people are born with some 0.98
00:10:05.200 opportunity and then they shit it down the drain some people are born with some opportunity and they
00:10:09.300 take that opportunity they build greatness with it and that's what people that listen to this show are
00:10:12.520 going to do so when you think about that you know we have to remember that that's difficult and
00:10:19.880 these people haven't done that in a long time they haven't they haven't been aggressive and they 0.92
00:10:23.980 don't remember what the fuck that's like so likely they're going to resist that and they're going to 0.83
00:10:28.540 say things in their mind i'm too old for this this is not what i want to do anymore i'm tired i'm you 0.99
00:10:34.540 know i'm burnt out they're going to say all this shit i mean even 40 year old people say this and 0.99
00:10:38.620 it's like they don't realize you got fucking 40 more years of kicking ass to do bro you could do some 1.00
00:10:43.040 great shit in that 40 years what are you gonna do sit at home watch fucking netflix eat fucking 1.00
00:10:47.860 bullshit and be a fat little shit bag that's what you're gonna do instead of going and contributing 1.00
00:10:52.240 to something that could actually be awesome and say hey we fucking did that you know you get what 1.00
00:10:56.780 i'm saying absolutely there's a big mission and a big purpose in building something great and the
00:11:01.280 reason most entrepreneurs can't go from the first generation the second generation is because they
00:11:05.840 lack the courage to hold that hard line and say this is what we're doing to switch it so uh yeah it's
00:11:12.300 not a it's not a gradual thing it's a walk in on monday and say guess what this week
00:11:17.060 our mission is this we're changing everything about the company we're going to do this and
00:11:21.360 this and this and this and this and guess what that week you better be prepared because you're 0.99
00:11:25.440 going to have 30 of your people walk out the fucking door yeah and that's what's going to happen 0.99
00:11:31.340 dude 20 they're going to walk out the fucking door the rest are going to be super excited though 1.00
00:11:35.600 they're going to be like well fuck those guys we're going to do this we're revitalized yeah and 0.99
00:11:39.420 that's what's going to happen so um so and then you're going to add people in who are maybe 0.99
00:11:45.220 a little bit younger a little bit fresher a little bit more hungry that are want to go hard and take
00:11:49.320 that second generation to uh you know new new levels and and that's how it's going to work 0.91
00:11:54.140 this is the shit we cover in arte by the way this is what we do in depth like we go through these 0.70
00:11:59.000 scenarios uh in depth this is this is a very broad brush over this topic but that's uh that's that's 0.98
00:12:07.800 where we do that kind of deep level stuff at so so that's the gist of it um and there's a lot of
00:12:12.800 nuance a lot of intricacies and there's a lot of questions but you have to be prepared to do it
00:12:17.080 man and if you do it gradually dude people don't respect the new rules like if you do it gradually
00:12:21.740 they don't know where the line is they don't know where the you know where the boundary is in terms
00:12:28.040 of you know it just muddies the water yeah you know well last week that was okay right it's not
00:12:33.880 okay this week it makes it seem last month keep changing yeah last month that was okay well you 1.00
00:12:38.640 only said we were changing this and this and this not that right right that's the shit you walk 0.92
00:12:43.220 into so it's much easier to say hey nope here it is these are the deals if you don't do it this isn't 0.98
00:12:49.440 the place for you and that's okay i'll help you find another place to go but we're doing this here
00:12:54.380 and that's that's how you got to do it i love that man yeah i love it uh guys andy our second question
00:13:00.160 andy question number two hi andy and dj i'm 24 years old i started my own construction business last
00:13:06.960 year and it's been a challenging journey i've been working long hours late nights early mornings to
00:13:12.160 make it successful my question is related to my three employees i want them to make a good living
00:13:17.560 but at the same time i need to make sure that i can provide them with a steady paycheck as a new
00:13:22.700 business owner i am looking for advice on how to improve my sales skills while i know how to build
00:13:29.180 buildings i struggle with sales i've listened to a few guys online but i always feel as if they force
00:13:35.300 customers into buying things and i definitely don't want to be a pushy sales guy either
00:13:39.480 can you give me uh can you please give me some insight on how i can improve my sales skills without
00:13:44.380 being too pushy okay first of all there's a couple things here one sales is hard because people don't
00:13:52.500 understand what sales really is about all right sales is actually not about selling at all it's actually
00:13:59.100 about helping it's about solving a problem and the reason that so many good people are resistant to
00:14:05.680 learning how to sell is because they don't like the way they see other people sell or they don't like
00:14:11.320 the way they've been sold and so they get this feeling about sales where they say this is grimy this is
00:14:17.620 gross this is not how i want to do it and the truth of the matter is is you have been exposed to people
00:14:24.200 who are very weak sales people now they might put up some big numbers from time to time but over the
00:14:29.880 long haul those people will spike and they will go down and they will spike and they will go down
00:14:33.620 and they will spike and they will go down and as a sales organization or a sales person you want to
00:14:38.680 continue to go up and the only way to continue to go up is to not look at it like selling but look at
00:14:44.620 it like helping all right i'm not trying to get your business today on this deal i'm trying to solve
00:14:52.280 your problem make you so happy about how i solve the problem that you'd bring me every single friend
00:14:58.040 and every single person that you've ever known ever to help solve their problems as well that's the
00:15:04.260 attitude of selling so when you get the right attitude of selling and the right intent in your
00:15:09.040 heart and say okay my job is to solve a problem the best way possible and in the whatever that means
00:15:16.260 whatever the scope of that means that's my job that takes the focus away from like the cheesy 0.85
00:15:22.020 slimy salesy bullshit that means you don't have to go get a talk track you don't have to go practice 0.77
00:15:29.120 lines you don't have to have closing right when you try to help people and it's very obvious that 0.95
00:15:35.020 you have the solution that they need they close themselves all right so you're right a lot of the 0.87
00:15:40.000 salesmen online are fucking shitty salesmen what i'm telling you is how to sell long term not sell 0.99
00:15:45.660 short term short term they'll have pitches and they'll have closes and they'll have this and they'll have 1.00
00:15:50.860 that and you're correct it doesn't feel good when the customer actually buys from them and so what
00:15:55.800 happens is they only buy once and then they don't tell their friends they don't tell their family they
00:16:00.740 don't tell anybody in the world and then eventually if you do a really poor job they tell everybody not
00:16:05.800 to go with you so it's very short-sighted to think about selling in that way which is part of the problem 1.00
00:16:10.660 we have with all these fucking idiots all over the internet talking about how they're going to coach you 0.99
00:16:15.480 into how to sell okay it's help it's not sell and anybody who disagrees with that show me what 1.00
00:16:21.700 they fucking built show me what they've actually built all right because i'm telling you if you want 0.91
00:16:27.100 to win long term it's helping it's relationship building through solving problems that's how you 0.99
00:16:31.760 should think about sales and if you think about it that way and you have the right intent with the
00:16:36.440 customer that way now you're in a situation where you don't feel cheesy about it you feel like you're
00:16:43.180 doing something good you know that you're doing something good and by the way the customer can
00:16:47.280 feel it how many times have you been somewhere where you know you're getting sold you know it's 0.88
00:16:53.620 a line you know it's bullshit oh hey steve it's great to see you you know like they do all this 1.00
00:17:00.540 stupid cheesy shit that they see on the fucking internet and they suck and it makes you feel weird 1.00
00:17:06.540 and yeah you might buy but you're gonna be like oh dude i don't know that guy was a little weird 1.00
00:17:10.120 he's a little over the top yeah i got what i wanted but right instead of dealing with the guy 1.00
00:17:15.400 who wants to help you you drive away from that deal saying damn dude dj is the fucking man bro 0.99
00:17:21.340 fucking awesome bro he helped me he told me the truth he told me what i didn't need he told me what 1.00
00:17:25.900 i needed we fucking got it done bro go see dj if you have a fucking you see what i'm saying totally 0.99
00:17:32.000 different conversation post sale and post sale is where the actual growth of your business exists 0.99
00:17:38.080 it's not in today's sale all right so start thinking about it's helping with the right intent
00:17:43.240 not selling that will help you and it will help them and it will help your organization grow now
00:17:48.900 the second thing is is that you have to have reps okay reps matter it doesn't matter how many books
00:17:55.280 you read it doesn't matter how many courses you look at it doesn't matter how many instagram videos 0.65
00:18:00.360 you watch or youtube videos if you don't get your ass out there and actually interact with people 0.97
00:18:05.780 you fucking can't do shit okay so you have to get reps whatever that means if you can't get enough 0.99
00:18:12.040 reps with what you do then you have to put yourself in situations where you can get the reps some of 1.00
00:18:18.280 this is worked into the live hard program on phase three it requires you to go talk to strangers and do
00:18:24.740 kind things these are in there not just to make the world a better place but to improve your skills
00:18:30.700 and operating with people so what i used to do which i've talked about a number of times on the show
00:18:35.520 to improve my people skills number one i worked in a retail environment which means i got lots and
00:18:40.200 lots and lots and lots and lots of reps every single day for years with what i just told you before
00:18:44.740 about helping and not selling okay secondly um i used to actually put myself in situations where i had
00:18:51.360 to talk to people like when i talk tell you guys how i used to go to the grocery stores and i'd make
00:18:55.840 myself talk to three strangers before i left the store real conversations just polishing up those
00:19:02.160 skill sets with the right intent i'm gonna i'm gonna have three conversations and i'm gonna make
00:19:07.480 sure that that person walks away feeling really good about themselves if that's what you practice 0.99
00:19:12.300 bro you're gonna become a fucking sniper with the ability to do this like nobody will be able to fuck 0.99
00:19:18.660 with you your skills are gonna get so good and the best part is there's no manipulation involved 1.00
00:19:23.280 it's no bullshit it doesn't make you feel grimy it doesn't make you feel salesy you don't gotta 0.99
00:19:28.320 have slick back hair and a shitty ass suit fucking pit by yeah bro you don't gotta have that you just 1.00
00:19:33.600 gotta show up you gotta help them you gotta tell them the truth and if you do that for a long time 1.00
00:19:38.660 your sales will continue to go up that's how it works that you avoid those spikes because what
00:19:45.360 happens is the customer remains happy with the with the purchase process and the at the post purchase 0.95
00:19:51.260 process and they tell all their fucking friends and since we have these little devices in our hands 0.96
00:19:56.200 that every single person in the world has it's never been easier to get them to spread word of 0.98
00:20:00.380 mouth and do you know what the number one indicator uh that that creates sales is word of mouth so we
00:20:05.740 have this amazing tool in our hands to spread word of mouth and people still are out there selling the
00:20:10.800 old school way oh here's my opening pitch here's my closing statement and they're now they're doing it
00:20:15.840 through e-com you know what i'm saying and they're just having to run and these these guys are repeating
00:20:20.380 the old play the the the old play in a new way they're they're having to go from widget to widget
00:20:26.740 to widget to widget to product to product to product and now it's in coming to this coaching space and all
00:20:32.560 this bullshit bro the reason these people that you see them doing this and then that and then this and 0.92
00:20:39.660 then that and then this and then that is because they lack the understanding of what i'm explaining in 0.99
00:20:43.940 this question they are trying to hard sell every single person they make and yes they can make some
00:20:49.340 money for a while but eventually if the product doesn't work if the product's shitty if it doesn't
00:20:53.740 solve their problem and you're creating buyer remorse every single time someone buys it eventually
00:20:59.040 people stop buying that and then they have to switch and those people then go do the same exact
00:21:03.120 sales technique that exact same way again never learning a lesson and so their their income goes up
00:21:10.260 and then goes way down and then goes up and then goes way down and the true the only true way to make
00:21:15.660 a lot of money and become wealthy is to let your efforts compound over time and the only way in sales
00:21:21.800 for your efforts to compound over time is by doing the right thing telling the truth helping people
00:21:27.260 with their problem and then they trade you money for the solution to that problem and then if you do it
00:21:33.020 well enough they tell all their friends which becomes your biggest lead funnel that's the game so
00:21:38.160 i don't know how to explain it any more than that if you can't understand that and you think i'm wrong
00:21:43.500 then go do it your way but i'm going to tell you right now if you give me 5 10 15 years i'm going
00:21:47.960 to destroy you doing it my way over the quick and easy way that everybody tries to teach on the internet
00:21:53.620 yeah i want to follow up on this because you know his his real concern here is like you know being
00:21:59.740 able to provide for his employees now early on in business this is how you're going to do it
00:22:03.560 did you start i mean this wasn't how you started the sales mentality right like no what my question
00:22:08.840 is is like how quick was the transition like when the moment you changed over to actually giving a
00:22:13.780 fuck about people bro listen i'll tell you exactly what happened yeah my first 10 years in my first 0.86
00:22:17.920 my first eight years in business for real i i was focused on me i was focused on what i could get 0.99
00:22:25.020 what could i get dude it was so much so where like chris and i would see someone coming in
00:22:29.780 and we were coming into the store and we would say well i'm gonna we should try to get this person 0.97
00:22:34.580 to do this right we had no dude we were terrible we we were the worst fucking we were them the people 0.99
00:22:40.720 i'm like the guys i'm talking about the reason i could talk so confidently about it is because i was 0.76
00:22:45.200 that guy okay so what happened was chris and i got to a point in our business where we were looking
00:22:54.440 at closing the business because we weren't making any money yeah all right and i i went and started i was
00:22:59.540 going to go open a carpet cleaning business with my dad and he was going to go to ocs school and
00:23:03.740 become a fighter pilot all right and we were going to close the store and we had two stores at that 0.75
00:23:08.280 time we were going to close the store uh the stores and fucking no we had more than that no we had like 0.98
00:23:17.080 six stores at this time yeah so so we we weren't making any money though it was hard as fuck and we 0.97
00:23:23.520 were having this conversation about what we were going to do and uh and i said uh i i hurt my back 0.93
00:23:32.240 in training i hurt my back on the carpet cleaning training i was in bed for like 30 days okay and 0.97
00:23:37.300 during that time we're talking about like how we're going to exit the business and i fucking 0.98
00:23:41.440 because i went and did the carpet cleaning training i'm like bro i don't want to clean carpets it 0.99
00:23:44.740 fucking sucks fuck that i don't care if i don't ever get rich i kind of like the business you know 0.98
00:23:49.980 and what i like about it is that you know and i started naming some of the names of the people 1.00
00:23:54.760 who had like lost like 100 200 pounds and changed their whole lives and i said dude what about this
00:24:00.240 guy what about this lady what about this like these people because because dude we were bad sales people 1.00
00:24:04.500 we didn't know what we were doing but every once in a while because we didn't have many customers
00:24:09.140 we would actually take the time to talk to people and spend time with them because we were bored
00:24:14.140 and and dude i know this sounds shitty but we were young kids bro we just didn't know any better
00:24:18.280 and um and through those actual conversations that were genuine we got to meet some cool people and
00:24:26.840 we would go through top to bottom how to help them and how to change you know what they've got going on 0.93
00:24:31.740 they come back in five six months later down 100 pounds fucking crying giving you a hug saying thank you 0.93
00:24:38.200 and dude that was awesome yeah and that's what we liked about the business and so we we made a 0.98
00:24:43.580 conscious decision we said all right if we're going to keep stay in business let's focus on producing
00:24:51.060 that result let's not let's not do it this other way let's do it this way and so we changed our 0.97
00:24:57.280 entire mentality and we said okay no more of this sales bullshit we're just going to try to fucking help 0.95
00:25:03.080 people and we did that on the next five years we grew 100 we grew 100 percent in a row for five 0.98
00:25:09.260 your straight and this is that straight line of progress you're talking about yes and that's what
00:25:13.400 allowed us to do first form that's what allowed us to fucking do all the things we're doing now 0.81
00:25:17.740 i mean that's that mentality shift is a huge shift so if you're a salesperson or an organization
00:25:25.000 that's the shift that you have to make you have to shift from sell to help from what can i take from
00:25:33.080 this how much money am i going to make from this to what can i do for this person and how can i solve
00:25:38.900 their problem and how well can i solve their problem and can i sell it well enough to where
00:25:43.880 it's very obvious that i solve their problem to everybody they know because they're going to tell
00:25:48.440 them that's the goal and if you do that you're going to feel great they're going to feel great
00:25:53.060 they're going to feel great about being your customer they're going to brag about being your
00:25:56.380 customer they're going to tell all your friends about being your customer and you're not going to
00:25:59.340 have a problem with sales anymore and that that's how it works it just takes time to materialize
00:26:04.720 and compound so you have to be patient you have to work that plan it has to be part of your cultural
00:26:10.440 identity as a business or as a salesperson the most effective sales people i know that i do business 0.87
00:26:15.980 with are 100 that way they will pass on shit that they know that i don't need they will tell me the 0.88
00:26:22.720 truth they will say you don't need that you don't need that let's do this because you're going to like 0.87
00:26:26.680 that and this and this and bro the relationship is very very much uh appreciated on both sides so 0.98
00:26:32.960 you know don't believe this shit that you see on the internet bro like real talk if you look at any 0.98
00:26:38.880 of these coaches and they haven't very clearly built something real like very clearly like you can't order 1.00
00:26:44.600 their product you can't see their company you can't buy from them you can't whatever the fuck it is 0.89
00:26:49.560 if they don't own a company or they haven't sold a company that you can go look into and they haven't 0.97
00:26:55.100 built anything you should not fucking pay them a dollar i'm sorry you just shouldn't yeah that's 0.99
00:26:59.560 ethical man yeah it's not it's not ethical it's fucking common sense yeah how the fuck you're 0.97
00:27:04.100 gonna pay someone to tell you how to do something they never fucking done that makes sense yeah 0.96
00:27:09.320 doesn't make sense i love it though uh guys andy our third and final question uh let's get into some 0.96
00:27:14.440 some personal development let's talk about some mentorship a little bit um andy in october of last
00:27:19.540 year i decided to commit myself to starting a contracting a business i spent the previous three and a half
00:27:24.460 years in roofing and i knew i needed to learn a lot more before i was ready to start my own thing
00:27:28.920 so i started working for a general contractor in my area let's call him rooster only because i've
00:27:34.680 shared the show with him he may be listening um i've learned a lot from rooster over the last six
00:27:39.480 months and unfortunately some of them are not great things i noticed rooster cutting corners with his work
00:27:46.040 using the cheapest materials possible which results in multiple go-backs in the time that i've worked
00:27:51.360 for him and overall he doesn't seem to have much drive or hunger to grow his business
00:27:55.820 and while i somewhat understand the nature of work on a small contractor who hasn't been in business 0.89
00:28:01.600 for very long it may at times be low budget patch jobs i also understand that i don't know shit about 0.70
00:28:08.140 starting a business that brings me to my point of that i just feel like what i'm learning is teaching
00:28:13.160 me to do things the wrong way and i know that when i get my skills to a point where i am as close as ready
00:28:18.940 uh as i can be to go on my own i just want to make sure i'm going into my business with a real edge
00:28:24.340 and not constantly fighting go-backs and mistakes like my boss currently is
00:28:28.500 um i know i can cook him and every contractor in my area i'm hungry and determined to do so i just need
00:28:34.200 to know if i need to find a new person to learn from or continue to help rooster grow his small
00:28:38.820 business and potentially uh learn to do things in a small way what's your what's your what's your take on
00:28:44.320 this you got a mentor it sounds like you're learning anyway it sounds like you're learning
00:28:48.480 what not to do okay learning what not to do is just as important to learn what to do like if you can
00:28:54.320 learn from all the other competitors and you see where they're cutting the corners and you see where
00:28:58.660 they're vulnerable and you see where their weak points are and you go build something that's strong
00:29:02.600 in those points that's a huge competitive advantage so that's how i would look at that situation if 0.98
00:29:07.960 you but i will say this with an asterisk like you said you don't know shit about business 0.94
00:29:12.480 so you might be you might not be able to see on the back it like dude everybody thinks that 0.98
00:29:17.340 you know everything like everything cost a dollar and you sell it for a hundred dollars 0.93
00:29:23.260 like they don't understand like shit costs money right yes uh that guy might be using cheaper 0.97
00:29:30.900 materials but what's he charging the customer does he fall in the good in the better or in the best 1.00
00:29:35.960 category is he making premium homes and then putting cheap fucking construction materials in it 0.96
00:29:41.720 because that's a problem or is he building cheap homes and putting cheap materials in it right 0.97
00:29:46.560 that's how they're supposed to be done because that's what makes them cheap cheap materials make
00:29:51.160 a cheap product great materials make a great product that's how it works so i don't you didn't
00:29:56.880 explain enough about like what the business model is and this person needs to dig in and kind of figure
00:30:02.000 out and think about this are we building uh you know very affordable entry-level homes or are we 0.97
00:30:09.600 building at the opposite end of the spectrum castles for fucking billionaires you see what i'm saying 0.92
00:30:14.780 and those two things are complete different things so the the if you're working for a typical little 0.98
00:30:21.040 construction guy and he's just working on you know entry-level type housing of course the materials
00:30:25.760 are going to be cheap that's understood because that's what's required to build a business so that
00:30:29.140 doesn't necessarily mean he's cutting corners um that's a great point but things like go backs and
00:30:34.340 you know having to fix things later those probably are corner cuts and you're learning not to cut
00:30:39.720 those corners so i'd say by working for this guy you are probably learning everything that you need
00:30:44.780 to know and i think you're being very uh aware and very astute and observing how things are being done
00:30:51.620 and taking notes and working out a plan in your head about how to do it better that's exactly what
00:30:56.440 we did when i sat in a supplement super stores for the first eight years that i had the company um
00:31:02.340 we we sat there and we analyzed all the other brands like before first one before first form
00:31:08.300 was started we sold everybody like dude we're one of the biggest customers of everybody else's 0.98
00:31:13.140 products people don't realize that we have all these stores we sell everybody else's shit i'm 0.92
00:31:17.100 friends with every other guy that owns all the other companies i love the guys it's a pretty tight 0.88
00:31:21.240 community everybody's cool as fuck but back in the day that the culture is different in our
00:31:27.960 industry now everybody's trying to do good now back in the day it wasn't that way and plus 0.98
00:31:31.680 the internet wasn't around so there was a lot more room for people to like fuck people so we got to 0.93
00:31:36.000 sit there in the stores and we we observed the companies who did it right we observed the companies 0.92
00:31:41.240 who did it wrong we got to have conversations for years and years and years when we couldn't afford to
00:31:45.880 start first form and say hey if we ever started our own brand this is what we would do we would do
00:31:51.500 this we understood the little the little nuanced ways that they took advantage of their retailers
00:31:56.600 we understood the little ways that they did things that hurt the customers or didn't serve
00:32:02.100 the customers properly and we took notes of all those things and then when we built the company our 0.97
00:32:06.240 way we attacked all those things and made sure that we were strong as fuck in all those areas
00:32:10.400 so i think you're working for a great guy to learn from uh it doesn't mean he's a bad guy because we
00:32:16.460 don't know the ins and outs of his business and i would keep continuing to pay attention until you feel
00:32:21.460 like uh you're at least somewhat ready because you're never going to feel all the way ready to go
00:32:26.260 and start your own thing um and then when you go start your own thing make sure that you build it
00:32:31.040 uh with those weaknesses and strengths in mind so that you could be competitive against those guys
00:32:35.480 locally yeah well guys andy that was three all right guys go pay the fee 0.99
00:32:40.540 yeah yeah went from sleeping on the floor now my jewelry box froze fuck a pole fuck a stove counted 1.00
00:32:47.000 millions in the code bad bitch booted swole got her on bankroll can't fold doesn't know headshot case closed 1.00
00:32:54.960 okay 0.99
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