1 00:00:03,760 --> 00:00:11,119 Speaker 1: It's that time time, time, time, luck and load. So 2 00:00:11,360 --> 00:00:13,760 Speaker 1: Michael Arry Show is on the air. 3 00:00:23,720 --> 00:00:26,760 Speaker 2: There are strange things going on with the Texas Lottery 4 00:00:27,120 --> 00:00:31,360 Speaker 2: and it looks to have the stench of a very 5 00:00:31,520 --> 00:00:34,080 Speaker 2: very bad scandal. 6 00:00:34,720 --> 00:00:36,240 Speaker 1: I'll get to that in just a moment, but I 7 00:00:36,320 --> 00:00:38,720 Speaker 1: want to go back to Chris. Chris, how did you 8 00:00:38,800 --> 00:00:41,880 Speaker 1: get in this this business that ended up as Mirramont? 9 00:00:46,840 --> 00:00:48,760 Speaker 1: You're ree, I'm sorry you were the top guy. There 10 00:00:48,800 --> 00:00:51,240 Speaker 1: was a call below you, na, Chris, all right, well 11 00:00:51,360 --> 00:00:55,040 Speaker 1: let me try that over Reese with Mirramont? How did 12 00:00:55,040 --> 00:01:00,000 Speaker 1: you get into this business? 13 00:01:00,080 --> 00:01:02,280 Speaker 3: Near by trade? And I want to be the guy 14 00:01:02,880 --> 00:01:05,639 Speaker 3: on the other side of the table. So I wanted 15 00:01:05,680 --> 00:01:13,640 Speaker 3: to learn construction and real estate, and so that's that's 16 00:01:13,720 --> 00:01:14,680 Speaker 3: how I figured it out. 17 00:01:14,840 --> 00:01:16,679 Speaker 4: I guess I don't know. 18 00:01:18,680 --> 00:01:21,800 Speaker 1: Are you You're not Ross? You're Reese. 19 00:01:23,000 --> 00:01:23,360 Speaker 4: Geese? 20 00:01:24,000 --> 00:01:27,039 Speaker 1: Yeah, Ross, ladies Brown, that's not you. 21 00:01:27,720 --> 00:01:31,240 Speaker 4: Yeah, Ross, Yeah, Ross. Yeah. He's he's he's with us. Uh, 22 00:01:31,280 --> 00:01:34,039 Speaker 4: he's my uh, he's my broker. 23 00:01:35,240 --> 00:01:37,880 Speaker 1: So why have never gottate engineering and. 24 00:01:37,840 --> 00:01:41,319 Speaker 3: Actually never got my pe I'm a civil engineering degree 25 00:01:41,360 --> 00:01:44,120 Speaker 3: from A and M, and I have so many years 26 00:01:44,120 --> 00:01:47,080 Speaker 3: of engineering. Uh, but I've never got my pee because I, 27 00:01:47,480 --> 00:01:48,720 Speaker 3: like I said, I wanted to be the guy the 28 00:01:48,880 --> 00:01:49,640 Speaker 3: si tubles. 29 00:01:49,640 --> 00:01:51,200 Speaker 1: Why did you want to do civil engineering? 30 00:01:54,160 --> 00:01:59,080 Speaker 3: Uh? You know, I was in petrolley engineering. 31 00:01:59,120 --> 00:01:59,560 Speaker 4: I was in the. 32 00:02:01,560 --> 00:02:04,120 Speaker 1: No, I don't know rees. That's my whole point. I 33 00:02:04,120 --> 00:02:06,680 Speaker 1: don't know anyone who wanted to be a civil engineer 34 00:02:07,000 --> 00:02:10,799 Speaker 1: other than maybe Tom Ramsey. It's not there the thing 35 00:02:10,840 --> 00:02:13,520 Speaker 1: that kids want to get up and do you know 36 00:02:13,680 --> 00:02:16,120 Speaker 1: I used to speak at a lot of inner city schools, 37 00:02:16,840 --> 00:02:19,200 Speaker 1: not only inner city, but it was always interesting for 38 00:02:19,240 --> 00:02:22,079 Speaker 1: me to go into an all black audience and as 39 00:02:22,120 --> 00:02:25,640 Speaker 1: a white man, to see what their reaction was. And 40 00:02:25,680 --> 00:02:27,799 Speaker 1: sometimes it was like I was some freak of nature. 41 00:02:27,800 --> 00:02:29,919 Speaker 1: You know, they almost wanted to touch you because nobody 42 00:02:30,000 --> 00:02:31,760 Speaker 1: white came into the school. You wouldn't think that was 43 00:02:31,800 --> 00:02:33,560 Speaker 1: true twenty years ago, but I'm telling you it was. 44 00:02:33,639 --> 00:02:35,440 Speaker 1: It was my as we say, everyone, that was my 45 00:02:35,520 --> 00:02:37,919 Speaker 1: lived experience. And I would ask the kids, what do 46 00:02:37,960 --> 00:02:41,359 Speaker 1: you want to do it? They want to get professional 47 00:02:41,400 --> 00:02:44,920 Speaker 1: athletes or singers. Nobody ever said I'd like to be 48 00:02:44,960 --> 00:02:48,400 Speaker 1: a civil engineer, like to get my pe. 49 00:02:49,600 --> 00:02:54,799 Speaker 3: But you'd be surprised that it actually does influence people. Yeah, 50 00:02:54,840 --> 00:02:58,600 Speaker 3: I know that my father graduated in sixty nine from 51 00:02:58,600 --> 00:03:02,560 Speaker 3: A and M. Was it was a military school, you know, 52 00:03:03,800 --> 00:03:07,240 Speaker 3: And so he actually influenced some of my friends to 53 00:03:07,320 --> 00:03:08,560 Speaker 3: get engineering degree. 54 00:03:08,800 --> 00:03:09,959 Speaker 4: So it's very impressive. 55 00:03:09,960 --> 00:03:13,720 Speaker 1: Oh so Pops was an engineer, yes, sir, And what 56 00:03:13,760 --> 00:03:14,520 Speaker 1: does he do now? 57 00:03:16,960 --> 00:03:17,120 Speaker 5: Uh? 58 00:03:17,160 --> 00:03:18,120 Speaker 6: He's deceased. 59 00:03:18,360 --> 00:03:19,000 Speaker 1: How long ago? 60 00:03:19,440 --> 00:03:28,040 Speaker 4: Oh gosh, five years? Did he have his own seventy five? Yes, sir? 61 00:03:28,600 --> 00:03:30,840 Speaker 1: All right, so straight out out of A and M. 62 00:03:30,880 --> 00:03:31,560 Speaker 1: What did you do. 63 00:03:34,639 --> 00:03:41,120 Speaker 4: Engineering for his company without a PE? Yeah? Ah, the 64 00:03:41,120 --> 00:03:44,600 Speaker 4: E I t for him, all right? 65 00:03:44,640 --> 00:03:46,400 Speaker 1: And then did you eventually take that over? 66 00:03:48,840 --> 00:03:49,160 Speaker 4: Yes? 67 00:03:50,240 --> 00:03:53,080 Speaker 5: But I didn't get my PE, and so when he deceased, 68 00:03:54,840 --> 00:03:58,600 Speaker 5: I didn't have the PE because for some stupid reason 69 00:03:58,600 --> 00:04:00,080 Speaker 5: I didn't want it. 70 00:04:00,640 --> 00:04:02,560 Speaker 1: How many deals do you have going right now? 71 00:04:04,840 --> 00:04:04,960 Speaker 4: Mm? 72 00:04:05,040 --> 00:04:05,720 Speaker 6: Hm not five? 73 00:04:05,880 --> 00:04:06,480 Speaker 4: Five or six? 74 00:04:07,200 --> 00:04:08,080 Speaker 1: Is that about your sweets? 75 00:04:08,120 --> 00:04:12,560 Speaker 4: But only about well I would like to be bigger? 76 00:04:12,760 --> 00:04:17,040 Speaker 6: Yeah, so, uh we got about five to six. 77 00:04:16,880 --> 00:04:19,360 Speaker 4: Million a year for the past. 78 00:04:19,120 --> 00:04:25,760 Speaker 5: Free years in construction, but more in the real estate side. 79 00:04:26,320 --> 00:04:27,160 Speaker 1: Who thanks you? 80 00:04:28,360 --> 00:04:33,200 Speaker 4: But that's Stellar Community Bank. You liked them? 81 00:04:33,480 --> 00:04:37,200 Speaker 5: They were they marched with damage, Yes, I love them. 82 00:04:37,279 --> 00:04:39,440 Speaker 1: Interesting. Why do you not have a website but you 83 00:04:39,480 --> 00:04:40,599 Speaker 1: have a Facebook page? 84 00:04:42,320 --> 00:04:44,680 Speaker 4: I do have a website dot com? 85 00:04:45,160 --> 00:04:49,080 Speaker 1: Oh that I saw that as your you are, that's 86 00:04:49,120 --> 00:04:54,360 Speaker 1: not that doesn't really roll off the tongue reeze. 87 00:04:56,160 --> 00:05:01,159 Speaker 5: No, I've had a few websites, sir, so and quite 88 00:05:01,200 --> 00:05:04,080 Speaker 5: a few companies along the way. What are you've been 89 00:05:04,040 --> 00:05:08,960 Speaker 5: in construction in the real estate and investment opportunities. But 90 00:05:09,200 --> 00:05:12,200 Speaker 5: the good thing is that I haven't. They're lost any 91 00:05:12,200 --> 00:05:13,400 Speaker 5: money for anybody. 92 00:05:13,000 --> 00:05:16,080 Speaker 6: So it's you know, that's. 93 00:05:15,760 --> 00:05:18,080 Speaker 4: What I can at least pride myself on. 94 00:05:18,720 --> 00:05:24,880 Speaker 5: And also have twenty five subcontractors as a GC building 95 00:05:25,240 --> 00:05:27,839 Speaker 5: entire buildings through Fruish. 96 00:05:27,880 --> 00:05:28,920 Speaker 4: All the way to CEO. 97 00:05:29,440 --> 00:05:32,320 Speaker 6: You got a lot of subs and as long as. 98 00:05:32,200 --> 00:05:35,200 Speaker 5: You not have lanes on the table, then you know, 99 00:05:35,480 --> 00:05:37,960 Speaker 5: you should impress yourself, you. 100 00:05:37,920 --> 00:05:38,400 Speaker 6: Know what I mean? 101 00:05:39,279 --> 00:05:42,080 Speaker 1: Did you build this dominoes at the Robinson Retail Center? 102 00:05:44,320 --> 00:05:48,080 Speaker 5: Yes, sir, I didn't build the actual dominoes on the 103 00:05:48,080 --> 00:05:48,640 Speaker 5: inside of it. 104 00:05:48,720 --> 00:05:51,040 Speaker 1: No, no, no, no, that's my buddy. 105 00:05:51,279 --> 00:05:54,480 Speaker 5: He was the mayor of Conra. Yeah, he was the 106 00:05:54,520 --> 00:05:56,560 Speaker 5: mayor of Connra. That's one of my best friends. We're 107 00:05:56,560 --> 00:05:57,760 Speaker 5: from Brimont, Texas. 108 00:05:59,040 --> 00:06:01,560 Speaker 1: What is this RV resort? 109 00:06:01,680 --> 00:06:02,000 Speaker 4: Y'all? 110 00:06:02,120 --> 00:06:04,360 Speaker 1: Y'all did the land development on the RV all. 111 00:06:06,120 --> 00:06:13,400 Speaker 5: I designed engineering and built some r RV resorts for 112 00:06:13,720 --> 00:06:14,480 Speaker 5: mister Scotland. 113 00:06:16,080 --> 00:06:20,280 Speaker 1: I was invited ten years ago to join to participate 114 00:06:20,839 --> 00:06:25,400 Speaker 1: in an RV deal, an RV resort like this, and 115 00:06:25,600 --> 00:06:28,960 Speaker 1: I did not do it, and I wish I had 116 00:06:29,240 --> 00:06:31,880 Speaker 1: because that is a license company. 117 00:06:34,040 --> 00:06:34,640 Speaker 4: Yeah canvy. 118 00:06:35,760 --> 00:06:39,160 Speaker 5: So the storages, some of the guys from the storages 119 00:06:39,960 --> 00:06:43,400 Speaker 5: converted to the r V resorts because storages takes about 120 00:06:43,440 --> 00:06:46,520 Speaker 5: two years to fill up to eighty percent or so. 121 00:06:46,880 --> 00:06:50,800 Speaker 5: In that way, it's investible, you know, it's it's institutional. 122 00:06:51,120 --> 00:06:53,560 Speaker 5: The RV resorts they fill up in six months and 123 00:06:53,839 --> 00:06:54,600 Speaker 5: you just keep them. 124 00:06:54,760 --> 00:06:58,080 Speaker 1: So yeah, you know, it's interesting. I came out of 125 00:06:58,160 --> 00:07:04,120 Speaker 1: law school in ninety five ninety six, and I was, 126 00:07:04,360 --> 00:07:08,000 Speaker 1: you know, I was interested in business while working, and 127 00:07:08,040 --> 00:07:10,080 Speaker 1: I started watching and then I got into real estate, 128 00:07:10,720 --> 00:07:12,800 Speaker 1: and I didn't have any capital to work with and 129 00:07:12,840 --> 00:07:14,880 Speaker 1: I didn't want to have investors. So I was doing 130 00:07:14,960 --> 00:07:18,840 Speaker 1: multi family, just low end apartments that I could flip myself. 131 00:07:19,120 --> 00:07:21,120 Speaker 1: And I had friends who were taking their money from 132 00:07:21,120 --> 00:07:27,320 Speaker 1: that and putting it into storage units in storage developments. 133 00:07:27,320 --> 00:07:30,120 Speaker 1: Got named Andrew Gregory, who was a young lawyer that 134 00:07:30,160 --> 00:07:31,840 Speaker 1: I knew he'd gone to Harvard Law School. He was 135 00:07:31,840 --> 00:07:35,200 Speaker 1: a lawyer's lawyer, brilliant guy. And he left the practice 136 00:07:35,240 --> 00:07:37,960 Speaker 1: as about a second year associate and started into these 137 00:07:37,960 --> 00:07:41,680 Speaker 1: storage units and he was making a fortune for his investors. 138 00:07:42,360 --> 00:07:45,480 Speaker 1: But that seems to have kind of been saturated from 139 00:07:45,520 --> 00:07:47,120 Speaker 1: what I could tell. People seem to, as you said, 140 00:07:47,240 --> 00:07:49,200 Speaker 1: moved on. They seem to have moved on the. 141 00:07:50,680 --> 00:07:53,760 Speaker 6: Saturated since the eighties. Yeah, but is it still it's not? 142 00:07:54,560 --> 00:07:57,240 Speaker 1: You know, you know what I would love to do, Reese, 143 00:07:57,360 --> 00:07:59,680 Speaker 1: you can build them for me. I would love where 144 00:07:59,680 --> 00:08:04,560 Speaker 1: I think the big future is is light industrial parks 145 00:08:04,600 --> 00:08:07,720 Speaker 1: on freeway frontage. So like two ninety at Waller, I 146 00:08:07,760 --> 00:08:10,040 Speaker 1: think in ten years you're gonna you're just gonna have 147 00:08:10,080 --> 00:08:14,640 Speaker 1: a row of light industrial because you get the freeway frontage. 148 00:08:15,040 --> 00:08:16,520 Speaker 1: And there's a big one that just came, not a 149 00:08:16,520 --> 00:08:20,600 Speaker 1: big one. There's a ten ten unit development in Beaumont 150 00:08:20,760 --> 00:08:22,600 Speaker 1: that I was just driving the Orange the other day 151 00:08:22,600 --> 00:08:24,400 Speaker 1: and I saw it and I told my wife, See, 152 00:08:24,400 --> 00:08:26,160 Speaker 1: that's what I wanted to do. That I get, but 153 00:08:26,320 --> 00:08:28,240 Speaker 1: I show that I don't seem to be from other places. 154 00:08:28,280 --> 00:08:32,720 Speaker 1: The Michael Barry Show Show, the lead singer of the 155 00:08:32,760 --> 00:08:38,640 Speaker 1: Delaware Destroyer born on this day, seventy five years ago 156 00:08:38,800 --> 00:08:48,040 Speaker 1: in Wilney, and that would, of course be George Lawrence 157 00:08:49,640 --> 00:08:56,120 Speaker 1: thorough Good, dead or alive, Ramon, dead or alive seventy five. 158 00:08:56,480 --> 00:09:01,440 Speaker 1: Do you think he made seventy five? Surprisingly? Yes, George 159 00:09:01,480 --> 00:09:09,560 Speaker 1: Thregold is a lie. Alden writes, how about those all 160 00:09:09,640 --> 00:09:12,199 Speaker 1: film workers that were let go after Obama shut down 161 00:09:12,280 --> 00:09:16,520 Speaker 1: drilling in the Gulf of America for a year. We 162 00:09:16,559 --> 00:09:19,120 Speaker 1: didn't hear stories about how sad it was they lost 163 00:09:19,160 --> 00:09:23,840 Speaker 1: their jobs. Jane gm All rights Elon's suggestion of five 164 00:09:23,880 --> 00:09:28,439 Speaker 1: things you did last week. That's what Martha Turner taught us, 165 00:09:29,040 --> 00:09:31,360 Speaker 1: whether it was writing a letter, phoning a client to 166 00:09:31,360 --> 00:09:35,920 Speaker 1: say hello, having a closing, getting a listing, showing homes, 167 00:09:36,000 --> 00:09:38,640 Speaker 1: doing open houses every Tuesday at our sales meeting, she 168 00:09:38,760 --> 00:09:42,559 Speaker 1: encouraged us to stand up and give good news regarding 169 00:09:42,679 --> 00:09:48,040 Speaker 1: our production. I have reached a point in my life 170 00:09:48,120 --> 00:09:55,120 Speaker 1: where I'm impatient with people, excuse makers, lazy people. I 171 00:09:55,200 --> 00:10:00,280 Speaker 1: see these people who bounce from job to job, and 172 00:10:01,120 --> 00:10:06,040 Speaker 1: they're not performers. They're people who a lot a lot 173 00:10:06,080 --> 00:10:08,000 Speaker 1: of folks don't understand how to tell the difference with 174 00:10:08,080 --> 00:10:12,360 Speaker 1: a performer and a BS or. But you'll see these 175 00:10:12,400 --> 00:10:15,280 Speaker 1: people and they'll go on Facebook will always be a 176 00:10:15,280 --> 00:10:18,960 Speaker 1: big announced Hey God, I just started this new job 177 00:10:19,000 --> 00:10:21,080 Speaker 1: over and so and so, y'all come out. We're gonna 178 00:10:21,080 --> 00:10:24,600 Speaker 1: get drinks at this bar and oh yeah, okay, And 179 00:10:24,600 --> 00:10:26,680 Speaker 1: then there's a there's there's a code array of people 180 00:10:26,679 --> 00:10:31,440 Speaker 1: that they know. They're like, your way to go, you know, Tommy, Yes, 181 00:10:31,520 --> 00:10:34,720 Speaker 1: that's great, and you're gonna do this. And I'm thinking, well, 182 00:10:34,760 --> 00:10:36,960 Speaker 1: that's weird. You started a new job a year ago, 183 00:10:36,960 --> 00:10:38,839 Speaker 1: and if I remember correctly, you started one the year 184 00:10:38,880 --> 00:10:43,080 Speaker 1: before that, and did you want year before that? And 185 00:10:44,320 --> 00:10:49,480 Speaker 1: that when the rubber hits the road. Let's say you're 186 00:10:49,520 --> 00:10:56,040 Speaker 1: in sales, do you bring in deals or not? If 187 00:10:56,040 --> 00:10:58,440 Speaker 1: the company was dependent on you and you alone, how 188 00:10:58,480 --> 00:11:01,480 Speaker 1: many bills would we be able to pay? And so 189 00:11:01,679 --> 00:11:06,040 Speaker 1: many people have developed a skill, and it's a skill 190 00:11:08,040 --> 00:11:12,120 Speaker 1: to make themselves look busy in such a manner that 191 00:11:12,160 --> 00:11:14,959 Speaker 1: if you're not good at telling the difference, you don't 192 00:11:14,960 --> 00:11:19,640 Speaker 1: notice that that person, that person costs you money, but 193 00:11:19,760 --> 00:11:22,480 Speaker 1: never act. That's why I'm a big fan of eat 194 00:11:22,559 --> 00:11:26,320 Speaker 1: what you kill one hundred percent commission, especially in sales, 195 00:11:26,559 --> 00:11:30,439 Speaker 1: one hundred percent commission, maybe a base to get started 196 00:11:30,440 --> 00:11:34,480 Speaker 1: while you're learning the business and developing your relationships. But 197 00:11:34,640 --> 00:11:37,640 Speaker 1: great sellers don't want a base. They want a greater 198 00:11:37,760 --> 00:11:41,400 Speaker 1: percentage of what they close. And I'll tell you, even 199 00:11:41,400 --> 00:11:45,439 Speaker 1: in our business, I am forever shocked. I give you 200 00:11:45,480 --> 00:11:49,160 Speaker 1: a little behind the scenes how this works. Some people 201 00:11:49,240 --> 00:11:50,960 Speaker 1: like to know that, and as you know, I like 202 00:11:51,000 --> 00:11:52,640 Speaker 1: to know the behind the scenes of other things. All right, 203 00:11:52,679 --> 00:11:56,600 Speaker 1: So let's say we take on a new show sponsor. 204 00:11:57,600 --> 00:12:02,320 Speaker 1: When I started, it would be company wanted to advertise 205 00:12:03,240 --> 00:12:06,440 Speaker 1: and they kind of liked Michael Berry. So the salesman 206 00:12:06,440 --> 00:12:08,720 Speaker 1: would come to me and say, hey, you know this 207 00:12:08,800 --> 00:12:12,760 Speaker 1: person has bought time, bought spots well in time I 208 00:12:12,840 --> 00:12:16,439 Speaker 1: developed and this is all credit Eddie Martini, Eddie Murphy, 209 00:12:16,720 --> 00:12:18,640 Speaker 1: Eddie Martini. So I have to give him credit that 210 00:12:18,640 --> 00:12:20,200 Speaker 1: he allowed me to do this. But we built a 211 00:12:20,240 --> 00:12:23,360 Speaker 1: model that was if I'm endorsing, I'm endorsing, you know. 212 00:12:23,360 --> 00:12:26,360 Speaker 1: I just if there's a spot and I'm not voicing 213 00:12:26,400 --> 00:12:30,400 Speaker 1: it and it's on. And by the way, buy products 214 00:12:30,440 --> 00:12:34,320 Speaker 1: or don't buy products that air during my show, but 215 00:12:34,360 --> 00:12:36,600 Speaker 1: I don't endorse them. I don't even hear them. In 216 00:12:36,600 --> 00:12:39,439 Speaker 1: most cases, I don't even know about them. It breaks 217 00:12:39,480 --> 00:12:41,520 Speaker 1: my heart when someone says, hey, we had a bad 218 00:12:41,559 --> 00:12:45,920 Speaker 1: experience with Joe's plumbing or Sam's plumbing or whatever else, 219 00:12:46,559 --> 00:12:49,440 Speaker 1: and I said, I don't even know who that is. Well, 220 00:12:49,440 --> 00:12:52,160 Speaker 1: they're on during your show. They just bought time. I 221 00:12:52,200 --> 00:12:55,160 Speaker 1: don't know them. I don't They may be great people. 222 00:12:55,720 --> 00:12:58,240 Speaker 1: They definitely want our listeners, that's why they bought during 223 00:12:58,360 --> 00:13:01,800 Speaker 1: our show. But I'm I haven't vetted them. I don't 224 00:13:01,840 --> 00:13:04,120 Speaker 1: have any ability to ask them to make your issue right. 225 00:13:04,520 --> 00:13:06,439 Speaker 1: If there was ever a problem with Thattless Foundation, that 226 00:13:06,559 --> 00:13:10,000 Speaker 1: never is. I would literally go to the break when 227 00:13:10,000 --> 00:13:12,640 Speaker 1: we went to break for news, I would call Rob 228 00:13:12,679 --> 00:13:14,880 Speaker 1: de Schezer and he would make it right within fifteen minutes. 229 00:13:14,960 --> 00:13:17,320 Speaker 1: That's the kind of relationship we have. I feel very 230 00:13:17,360 --> 00:13:22,520 Speaker 1: good endorsing them as a result of that. So so 231 00:13:22,559 --> 00:13:26,440 Speaker 1: a new show sponsor will come on and I'll research 232 00:13:26,520 --> 00:13:30,320 Speaker 1: their business and then we'll have a conversation and we'll 233 00:13:30,360 --> 00:13:32,440 Speaker 1: talk through what they do and how they do it, 234 00:13:32,480 --> 00:13:37,240 Speaker 1: and I'll explain to them blow I expect if there's 235 00:13:37,240 --> 00:13:39,840 Speaker 1: a problem. You know, sometimes my listener is at fault. 236 00:13:40,000 --> 00:13:44,200 Speaker 1: Sometimes they have an unreasonable expectation, or sometimes things just happen, 237 00:13:44,440 --> 00:13:46,679 Speaker 1: whatever that is, but I do expect you to try 238 00:13:46,840 --> 00:13:49,360 Speaker 1: to fix it. So we go through this whole thing, 239 00:13:49,679 --> 00:13:54,280 Speaker 1: and then they start. And so when they start the 240 00:13:54,320 --> 00:13:57,480 Speaker 1: first time I talk about them the sales rep. A 241 00:13:57,480 --> 00:13:59,480 Speaker 1: lot of times the sales rep because the sales Rep's 242 00:13:59,480 --> 00:14:01,720 Speaker 1: not doing the work. We're doing the heavy lifting. The 243 00:14:01,760 --> 00:14:06,920 Speaker 1: heavy lifting is do you call our show sponsor when 244 00:14:06,920 --> 00:14:11,479 Speaker 1: you need a roof or a new Chevy, or diamonds 245 00:14:11,600 --> 00:14:16,000 Speaker 1: or transmission repair? Do you call them? You call our 246 00:14:16,080 --> 00:14:20,480 Speaker 1: people when you need things. If you do, they will 247 00:14:20,480 --> 00:14:24,600 Speaker 1: make money. If you don't, then whatever they paid to 248 00:14:24,720 --> 00:14:27,360 Speaker 1: sponsor our show, which is well over one hundred thousand 249 00:14:27,360 --> 00:14:30,200 Speaker 1: dollars a year, was a charitable donation that they don't 250 00:14:30,240 --> 00:14:34,240 Speaker 1: get to write off. Because other than that, why were 251 00:14:34,280 --> 00:14:36,640 Speaker 1: you making There are two reasons you sponsor our show. 252 00:14:36,840 --> 00:14:40,640 Speaker 1: Number one, you want to make money. Number two, you 253 00:14:40,680 --> 00:14:42,160 Speaker 1: want to support our show and keep us on the 254 00:14:42,200 --> 00:14:44,880 Speaker 1: air because you believe in what we're doing. And you're 255 00:14:44,920 --> 00:14:46,840 Speaker 1: going to get that. But you're not going to make 256 00:14:46,880 --> 00:14:50,760 Speaker 1: money if you are. Listeners, don't use that person. But 257 00:14:50,840 --> 00:14:53,360 Speaker 1: what happens is you get a lot of people caught 258 00:14:53,400 --> 00:14:55,800 Speaker 1: up in the middle. Sometimes the company will call an 259 00:14:55,840 --> 00:14:59,640 Speaker 1: ad agency. Worst idea ever, So they'll call some twenty 260 00:14:59,680 --> 00:15:02,080 Speaker 1: They'll call the ad agency and they'll put some twenty 261 00:15:02,120 --> 00:15:03,640 Speaker 1: three year old girl on it. She's straight out of 262 00:15:03,680 --> 00:15:07,320 Speaker 1: cost she's got a marketing degree. And the client will say, 263 00:15:07,320 --> 00:15:09,200 Speaker 1: I want to be on Michael Berry Show. So the 264 00:15:09,240 --> 00:15:13,000 Speaker 1: ad agency girl will call our company. They'll talk to 265 00:15:13,000 --> 00:15:16,880 Speaker 1: somebody within our company, a sales rep, and they'll okay, 266 00:15:16,920 --> 00:15:19,120 Speaker 1: we do this whole thing. And then they'll want to 267 00:15:19,160 --> 00:15:22,600 Speaker 1: hear what I have to say, which is, you can imagine, 268 00:15:22,640 --> 00:15:24,840 Speaker 1: drives me crazy. You pick up the phone when my 269 00:15:24,880 --> 00:15:27,080 Speaker 1: listeners call. That's all you need to know. You don't 270 00:15:27,080 --> 00:15:29,320 Speaker 1: need to worry about what I say. But they love 271 00:15:29,520 --> 00:15:31,600 Speaker 1: to try to say no, no, no, We want you to 272 00:15:31,640 --> 00:15:35,120 Speaker 1: say this, no, no, no, no that. And this is the 273 00:15:35,200 --> 00:15:40,280 Speaker 1: difference between results and process, and government employees struggle with that. 274 00:15:40,480 --> 00:15:43,200 Speaker 1: There's results and there's process. A lot of people spend 275 00:15:43,200 --> 00:15:45,760 Speaker 1: their time showing process because they don't actually have any 276 00:15:45,800 --> 00:15:59,400 Speaker 1: results to show. Yes. Another song by Dennis Lindy. He's 277 00:15:59,440 --> 00:16:06,040 Speaker 1: got a few, and of course Sammy Kershaw singing this 278 00:16:07,120 --> 00:16:10,560 Speaker 1: really hits the issue. This is Jeff, who writes ZAR 279 00:16:11,720 --> 00:16:14,880 Speaker 1: I have to submit a report every single day outlining 280 00:16:14,920 --> 00:16:18,880 Speaker 1: what I and my team accomplished. It's just become part 281 00:16:18,880 --> 00:16:21,680 Speaker 1: of my daily routine, and in fact, I actually enjoy 282 00:16:21,720 --> 00:16:25,400 Speaker 1: it now. If I forget or fail for any reason, 283 00:16:25,400 --> 00:16:27,960 Speaker 1: which I never do, but in years past I would occasionally, 284 00:16:28,680 --> 00:16:31,400 Speaker 1: I will be reminded by management to get it done. 285 00:16:31,880 --> 00:16:35,640 Speaker 1: It's not that hard. Any productive person can do it easily. 286 00:16:36,560 --> 00:16:39,080 Speaker 1: I have no sympathy for these federal employees who now 287 00:16:39,160 --> 00:16:41,600 Speaker 1: need to report their activities. It will only be an 288 00:16:41,600 --> 00:16:48,320 Speaker 1: issue for those who are not productive. When I was 289 00:16:48,320 --> 00:16:51,520 Speaker 1: a baby lawyer, we had to write, we had to 290 00:16:51,600 --> 00:16:58,440 Speaker 1: keep our time because lawyers bill well. Lawyers at defense 291 00:16:58,480 --> 00:17:01,800 Speaker 1: firms bill by the hour, and it was in six 292 00:17:02,040 --> 00:17:07,480 Speaker 1: minute increments, and you spent ten percent of your time 293 00:17:09,240 --> 00:17:13,040 Speaker 1: writing your time down. I hated it. So when I 294 00:17:13,160 --> 00:17:15,919 Speaker 1: left and started my own real estate company, I felt 295 00:17:15,960 --> 00:17:19,320 Speaker 1: so free that I didn't have to account for my 296 00:17:19,480 --> 00:17:25,480 Speaker 1: time in six minute increments. I think in corporate environments 297 00:17:27,280 --> 00:17:31,600 Speaker 1: I've certainly seen it myself across many companies, across many industries, 298 00:17:32,520 --> 00:17:35,520 Speaker 1: is that there are people who end up in management 299 00:17:36,720 --> 00:17:41,280 Speaker 1: who were not particularly good at the skill set of 300 00:17:41,359 --> 00:17:44,639 Speaker 1: the people they are managing, and that is managers who 301 00:17:44,640 --> 00:17:49,960 Speaker 1: weren't good sellers for instance, operations, guys who weren't good hands, 302 00:17:52,800 --> 00:17:57,800 Speaker 1: administrators who weren't good teachers, and yet you're the supervisor 303 00:17:57,960 --> 00:18:02,080 Speaker 1: of the teachers. Which is sort of interesting, is it? Now? 304 00:18:02,600 --> 00:18:07,520 Speaker 1: There are good coaches who were not necessarily good players 305 00:18:08,000 --> 00:18:12,199 Speaker 1: or even players. Mike Leach is a great example, but 306 00:18:12,240 --> 00:18:17,199 Speaker 1: it's rare. It's rare, indeed, and often people will be 307 00:18:17,240 --> 00:18:23,720 Speaker 1: promoted from a position a salesman an operator to a 308 00:18:23,760 --> 00:18:27,440 Speaker 1: position of management of other people doing that when they 309 00:18:27,480 --> 00:18:31,000 Speaker 1: themselves did not succeed at it. So what exactly are 310 00:18:31,040 --> 00:18:35,560 Speaker 1: you going to manage? Well? That gets down into the 311 00:18:35,600 --> 00:18:41,000 Speaker 1: corporate world of when companies start growing large enough that 312 00:18:41,119 --> 00:18:45,080 Speaker 1: people don't have to spend every minute of their working 313 00:18:45,160 --> 00:18:49,480 Speaker 1: day performing in order for the company to succeed. Now 314 00:18:49,560 --> 00:18:52,879 Speaker 1: you start, and many corporations have this problem. You have 315 00:18:53,040 --> 00:18:55,600 Speaker 1: people that if they drop dead for three months, it 316 00:18:55,640 --> 00:18:59,520 Speaker 1: would not cost the company one dollar. In fact, unless 317 00:18:59,560 --> 00:19:02,480 Speaker 1: somebody went, you know, looking for emails, it wouldn't even 318 00:19:02,480 --> 00:19:05,719 Speaker 1: be known. And I've told people over the years who 319 00:19:05,760 --> 00:19:09,200 Speaker 1: ask for career advice, if you died tomorrow, how would 320 00:19:09,200 --> 00:19:12,600 Speaker 1: it hurt the company because if the answer is not 321 00:19:13,600 --> 00:19:16,880 Speaker 1: it would cost them a lot of money, then you're 322 00:19:16,880 --> 00:19:19,560 Speaker 1: not valuable. If you want to know who's on the 323 00:19:19,600 --> 00:19:23,840 Speaker 1: chopping block, it's people who if they were going tomorrow, 324 00:19:24,080 --> 00:19:29,920 Speaker 1: it wouldn't affect the company that person. You're there out 325 00:19:29,920 --> 00:19:39,639 Speaker 1: of some combination of empathy, pity, collegiality, headcount, whatever that is. 326 00:19:41,800 --> 00:19:44,600 Speaker 1: And by the way, if you're good at what you're 327 00:19:44,640 --> 00:19:47,960 Speaker 1: doing and you are tied to dollars, make some people 328 00:19:48,000 --> 00:19:50,200 Speaker 1: uncomfortable to talk like this, but why do you think 329 00:19:50,240 --> 00:19:54,959 Speaker 1: your business was started? For almost every business, your business 330 00:19:55,040 --> 00:19:57,560 Speaker 1: was started to make money, and a lot of people 331 00:19:57,640 --> 00:20:01,840 Speaker 1: are uncomfortable. Is if that's crass to talk about money. 332 00:20:02,520 --> 00:20:05,160 Speaker 1: If you're good at what you do, really good at 333 00:20:05,160 --> 00:20:08,080 Speaker 1: what you do, and you ensure that what you do 334 00:20:08,240 --> 00:20:12,199 Speaker 1: is tied to dollars, they can fire you tomorrow. The 335 00:20:12,240 --> 00:20:14,879 Speaker 1: business can go under tomorrow. You can either start your 336 00:20:14,920 --> 00:20:18,040 Speaker 1: own business or take your book of business somewhere else. 337 00:20:19,240 --> 00:20:22,840 Speaker 1: You see this with lawyers, lawyers will It seems like 338 00:20:23,040 --> 00:20:25,840 Speaker 1: now more than ever you get these big LA and 339 00:20:25,920 --> 00:20:30,600 Speaker 1: New York firms and even international firms, Chicago firms coming 340 00:20:30,600 --> 00:20:33,840 Speaker 1: into Texas because the Texas economy is booming. Well, they'll 341 00:20:33,880 --> 00:20:36,320 Speaker 1: just go over to Baker Bots and pluck a couple 342 00:20:36,400 --> 00:20:39,280 Speaker 1: of high performers there, or full Bright Jewe or Skire 343 00:20:39,320 --> 00:20:42,639 Speaker 1: of Vienne or Andrews and Kurth. They'll go in and 344 00:20:42,920 --> 00:20:46,199 Speaker 1: just pluck a few lawyers out of those those you know, 345 00:20:46,280 --> 00:20:52,280 Speaker 1: traditional old line, blue blood firms, Lawyers that are high 346 00:20:52,359 --> 00:20:57,040 Speaker 1: achievers and who manage a certain amount of money. You 347 00:20:57,080 --> 00:21:00,600 Speaker 1: know that they control that piece of business. And they 348 00:21:00,680 --> 00:21:02,840 Speaker 1: just they go, hey, let's bring you over here to 349 00:21:03,760 --> 00:21:06,720 Speaker 1: you know, big New York firm over here, and they 350 00:21:06,800 --> 00:21:11,439 Speaker 1: literally up and move because baker Bots or ful Brighter 351 00:21:11,560 --> 00:21:13,800 Speaker 1: Vienne or Andrews and Kirth or whatever that firm is, 352 00:21:14,560 --> 00:21:18,800 Speaker 1: they don't control that business. They are the name that 353 00:21:18,960 --> 00:21:21,600 Speaker 1: the storied name. You know, those are heritage names of 354 00:21:23,160 --> 00:21:26,840 Speaker 1: Houston based law firms that was that's the top of 355 00:21:26,880 --> 00:21:32,320 Speaker 1: the line man the gold standard. But the client doesn't 356 00:21:32,400 --> 00:21:36,840 Speaker 1: need that law firm. They need John Smith or Bill Jones, 357 00:21:37,040 --> 00:21:40,040 Speaker 1: who is the lawyer who handles it. You'll see the 358 00:21:40,119 --> 00:21:42,679 Speaker 1: Jana gm Alvis who I mentioned earlier. You'll see the 359 00:21:42,760 --> 00:21:47,000 Speaker 1: high performing realtors. They might be at a Martha Turner, 360 00:21:47,920 --> 00:21:52,080 Speaker 1: John Dougherty Greenwood King, a firm that has a great 361 00:21:52,200 --> 00:21:54,640 Speaker 1: brand to it. But at the end of the day, 362 00:21:54,680 --> 00:21:56,600 Speaker 1: if you're selling your home for five million dollars in 363 00:21:56,680 --> 00:22:01,119 Speaker 1: River Oaks and you've got Jane giam or whoever that 364 00:22:01,119 --> 00:22:05,040 Speaker 1: that is that that you're using, you don't care what 365 00:22:05,160 --> 00:22:07,960 Speaker 1: firm they're at. They can start on their own, which 366 00:22:08,040 --> 00:22:10,440 Speaker 1: many times they'll just leave a big firm and go out, 367 00:22:11,080 --> 00:22:13,960 Speaker 1: or they just flip over to another firm. And that's 368 00:22:13,960 --> 00:22:15,960 Speaker 1: also true of agents that are at Remax or Cola 369 00:22:15,960 --> 00:22:21,400 Speaker 1: Banker or any of the other what was the one 370 00:22:21,440 --> 00:22:27,240 Speaker 1: way better homes and garden and whatever merged. My point 371 00:22:27,359 --> 00:22:32,320 Speaker 1: is it's it's very important that people understand this early 372 00:22:32,359 --> 00:22:36,760 Speaker 1: in life, and nobody teaches this. I'm surprised how many 373 00:22:36,760 --> 00:22:39,359 Speaker 1: people are upset to have this conversary. Well, everything's not 374 00:22:39,480 --> 00:22:43,280 Speaker 1: just about money, Michael. All right, Well, when you're laid 375 00:22:43,280 --> 00:22:46,520 Speaker 1: off and broke, come talk to me, because guess what 376 00:22:46,560 --> 00:22:49,560 Speaker 1: you're gonna ask people for that thing that everything is 377 00:22:49,600 --> 00:22:57,160 Speaker 1: not about. Isn't that funny? Because it is that money 378 00:22:57,200 --> 00:23:01,000 Speaker 1: that you use as an exchange for goods and services. 379 00:23:01,440 --> 00:23:04,560 Speaker 1: So it's not all about money until you're hungry, and 380 00:23:04,600 --> 00:23:07,320 Speaker 1: then what's the one thing you need are people just 381 00:23:07,320 --> 00:23:10,240 Speaker 1: going to shovel food at you. It's not all about 382 00:23:10,280 --> 00:23:12,960 Speaker 1: money until you need to travel to get somewhere. It's 383 00:23:12,960 --> 00:23:15,320 Speaker 1: not all about money until you need a medical treatment. 384 00:23:15,320 --> 00:23:18,560 Speaker 1: And guess what You'll never guess what the hospital and 385 00:23:18,600 --> 00:23:22,280 Speaker 1: the doctor want from you in order to perform the 386 00:23:22,320 --> 00:23:27,720 Speaker 1: procedure that you desperately need that money thing. Again, Yes, 387 00:23:27,720 --> 00:23:32,040 Speaker 1: there's more to life than money. But and I will 388 00:23:32,080 --> 00:23:34,320 Speaker 1: have this conversation with people when they ask for career advice, 389 00:23:34,320 --> 00:23:37,000 Speaker 1: and some people are blown away. And I think nobody's 390 00:23:37,000 --> 00:23:39,240 Speaker 1: ever had this conversation with you. That's unfortunate. 391 00:23:39,920 --> 00:23:40,560 Speaker 2: It clings. 392 00:23:41,000 --> 00:23:43,320 Speaker 1: It's done for a girl and a boy. I like 393 00:23:43,680 --> 00:23:58,040 Speaker 1: Lackaberry show. It's we're on the subject. Let's have this 394 00:23:58,080 --> 00:24:02,560 Speaker 1: conversation now, because I think a lot of you are 395 00:24:02,600 --> 00:24:05,120 Speaker 1: driving around and have never had anyone explain this to you. 396 00:24:06,080 --> 00:24:09,680 Speaker 1: And it's important you get it through your head. If 397 00:24:09,680 --> 00:24:11,280 Speaker 1: it's the first time you've heard it, just keep an 398 00:24:11,280 --> 00:24:15,080 Speaker 1: open mind. If you are rejecting it, and ask yourself 399 00:24:15,119 --> 00:24:20,760 Speaker 1: why And by the way, what if I'm wrong, what 400 00:24:20,840 --> 00:24:25,480 Speaker 1: have you lost? What if I'm right? And what have 401 00:24:25,560 --> 00:24:31,359 Speaker 1: you been losing out on? So let's go back to 402 00:24:31,359 --> 00:24:34,639 Speaker 1: the state of nature. Let's go back to the beginnings, 403 00:24:35,520 --> 00:24:38,159 Speaker 1: and let's rewind. Let's take the company you work for. 404 00:24:38,760 --> 00:24:42,159 Speaker 1: Your company's been in business for ten years. That business 405 00:24:42,200 --> 00:24:44,639 Speaker 1: was started one day. Let's say it was started by 406 00:24:44,640 --> 00:24:48,679 Speaker 1: an individual, and that person may have started the business 407 00:24:48,800 --> 00:24:53,360 Speaker 1: because they really enjoyed. People love to tell you everything 408 00:24:53,400 --> 00:24:56,680 Speaker 1: except the fact of making money. Well, I just really 409 00:24:56,760 --> 00:25:00,119 Speaker 1: wanted to build houses. I just I wanted to see 410 00:25:00,320 --> 00:25:02,399 Speaker 1: dreams come true, and this to happen, and this and 411 00:25:03,320 --> 00:25:07,119 Speaker 1: that may well be true all of it. You can 412 00:25:07,200 --> 00:25:09,959 Speaker 1: love what you do and make money. But when that 413 00:25:10,000 --> 00:25:12,439 Speaker 1: business started, let's that's a home building business. When that 414 00:25:12,480 --> 00:25:16,159 Speaker 1: business started, that person started the business, they had to 415 00:25:16,200 --> 00:25:21,960 Speaker 1: have money to do the things necessary. Whether they got 416 00:25:22,000 --> 00:25:24,480 Speaker 1: office space fear and fewer people getting office space today, 417 00:25:24,800 --> 00:25:26,600 Speaker 1: but they had to buy equipment and phones and all 418 00:25:26,640 --> 00:25:28,560 Speaker 1: that sort of stuff. Where'd that money come from. It 419 00:25:28,600 --> 00:25:31,159 Speaker 1: had to come from somewhere. You didn't start it with nothing, 420 00:25:31,600 --> 00:25:34,480 Speaker 1: so you probably borrowed it from other people. But when 421 00:25:34,520 --> 00:25:38,520 Speaker 1: that business started, the goal was that that business would 422 00:25:38,560 --> 00:25:41,840 Speaker 1: bring in more in revenues than it costs to operate it. 423 00:25:42,600 --> 00:25:45,240 Speaker 1: Because if it doesn't, it's going out of business. That's 424 00:25:45,280 --> 00:25:48,960 Speaker 1: pretty simple, right, that's not complicated. Well why is that? 425 00:25:49,560 --> 00:25:53,320 Speaker 1: Why does it always have to be about money? Michael Okay, Well, 426 00:25:53,400 --> 00:25:57,120 Speaker 1: how many businesses continue to operate that are losing money. Now, 427 00:25:57,200 --> 00:25:58,800 Speaker 1: if they made a lot of money, they can float 428 00:25:58,800 --> 00:26:01,160 Speaker 1: a few down years. Anybody knows anything about the oil 429 00:26:01,200 --> 00:26:03,680 Speaker 1: and gas business knows that those businesses can make money 430 00:26:03,680 --> 00:26:05,960 Speaker 1: and then lose money. But they're always betting on the 431 00:26:06,000 --> 00:26:08,639 Speaker 1: come in the future. They're going to make money again, 432 00:26:09,320 --> 00:26:12,800 Speaker 1: They're not in the business of losing money. So once 433 00:26:12,840 --> 00:26:15,040 Speaker 1: we understand that every business was started with the purpose 434 00:26:15,040 --> 00:26:19,560 Speaker 1: of making money, otherwise it's a nonprofit or a church. 435 00:26:19,760 --> 00:26:24,600 Speaker 1: Although let's be honest, the church has been hijacked by 436 00:26:24,640 --> 00:26:28,240 Speaker 1: the most entrepreneurial people in the last thirty years. I've 437 00:26:28,240 --> 00:26:31,000 Speaker 1: watched it happen in my own lifetime. I mean, look, 438 00:26:31,920 --> 00:26:36,920 Speaker 1: we tied and we had special offerings at our church, 439 00:26:37,720 --> 00:26:40,160 Speaker 1: but money was not talked about. Money was not talked 440 00:26:40,200 --> 00:26:44,040 Speaker 1: about more than four times per year, maybe quarterly. And 441 00:26:44,080 --> 00:26:46,640 Speaker 1: by the way, one of those for was Lotty Moon. 442 00:26:47,480 --> 00:26:50,240 Speaker 1: Our little poor country church was sending money to the 443 00:26:50,280 --> 00:26:52,879 Speaker 1: Lotty Moon mission around the world, and the pastor, as 444 00:26:52,920 --> 00:26:55,199 Speaker 1: far as we knew wasn't making any money off of it, 445 00:26:55,760 --> 00:26:57,399 Speaker 1: so and he had a side hustle. He was a 446 00:26:57,400 --> 00:27:00,560 Speaker 1: home builder on the side, just because there wo wasn't 447 00:27:00,600 --> 00:27:03,840 Speaker 1: enough money coming to that church. So with that in mind, 448 00:27:03,880 --> 00:27:05,760 Speaker 1: there are various people with various jobs. If you're a 449 00:27:05,760 --> 00:27:07,800 Speaker 1: stay at home mom, there's value in that. I don't 450 00:27:07,840 --> 00:27:12,439 Speaker 1: mean to suggest there's not. We can add value in 451 00:27:12,520 --> 00:27:16,679 Speaker 1: ways that are not for which money doesn't even change hands. 452 00:27:17,160 --> 00:27:20,760 Speaker 1: Stay at home moms add a lot of value to 453 00:27:21,280 --> 00:27:27,640 Speaker 1: the children, for instance, and to the husband who typically 454 00:27:28,280 --> 00:27:31,959 Speaker 1: doesn't have to do much, if anything, at home because 455 00:27:32,000 --> 00:27:36,199 Speaker 1: mom is handling that and he should be outbringing in 456 00:27:36,200 --> 00:27:39,280 Speaker 1: the money so that the household can function. So it's 457 00:27:39,320 --> 00:27:41,960 Speaker 1: a division of labor. We specialize in what we're good at. 458 00:27:43,119 --> 00:27:46,760 Speaker 1: I am often surprised how many women the kids go 459 00:27:46,800 --> 00:27:49,639 Speaker 1: off to school all day, the husband goes off to 460 00:27:49,680 --> 00:27:53,360 Speaker 1: work all day. How many women do not perceive that 461 00:27:53,400 --> 00:27:58,760 Speaker 1: they should bear a larger percentage of the home responsibilities 462 00:28:00,000 --> 00:28:01,719 Speaker 1: own away by that. I don't know what kind of 463 00:28:01,920 --> 00:28:06,239 Speaker 1: entitlement they that that was. I am also surprised how 464 00:28:06,240 --> 00:28:09,240 Speaker 1: many people do not perceive that when kids are home 465 00:28:09,359 --> 00:28:13,280 Speaker 1: all day before they're going off to school. That a 466 00:28:13,359 --> 00:28:15,200 Speaker 1: mother who has to work from the moment they wake 467 00:28:15,280 --> 00:28:17,240 Speaker 1: up to the moment they go to sleep, and the 468 00:28:17,320 --> 00:28:19,640 Speaker 1: husband comes home and does nothing. That's not a fair 469 00:28:19,640 --> 00:28:23,760 Speaker 1: division of labor either, because she's never off. My wife 470 00:28:23,840 --> 00:28:26,159 Speaker 1: used to say when when she was practicing law and 471 00:28:26,200 --> 00:28:29,160 Speaker 1: our kids first came home, she said, the easiest part 472 00:28:29,160 --> 00:28:30,520 Speaker 1: of my job. I mean, the easiest part of my 473 00:28:30,600 --> 00:28:34,359 Speaker 1: day is when I get the kids off and I 474 00:28:34,440 --> 00:28:36,239 Speaker 1: leave and go to the office. Because when I get 475 00:28:36,240 --> 00:28:38,800 Speaker 1: to the office, everything slows down. I stop and get 476 00:28:38,800 --> 00:28:42,440 Speaker 1: my Starbucks, I go to my computer, I start calling 477 00:28:42,480 --> 00:28:44,680 Speaker 1: my clients, I start looking at my deals I'm working on. 478 00:28:45,480 --> 00:28:47,960 Speaker 1: She's like that, that's a moment of clarity for me. Kids, 479 00:28:48,280 --> 00:28:51,480 Speaker 1: little kids, may that's that's a task. 480 00:28:51,360 --> 00:28:51,760 Speaker 4: All right. 481 00:28:52,080 --> 00:28:55,080 Speaker 1: So let's take out people who you know do this 482 00:28:55,160 --> 00:28:56,960 Speaker 1: and do this, and do this, and work for nonprofits 483 00:28:56,960 --> 00:28:59,120 Speaker 1: and work for the government, and work as cops and on. Okay, 484 00:28:59,360 --> 00:29:01,440 Speaker 1: so now let's you talk about most of us out there. 485 00:29:02,720 --> 00:29:05,560 Speaker 1: My advice to you, if no one has ever told you, 486 00:29:06,440 --> 00:29:10,400 Speaker 1: is get yourself as closely associated with the revenues of 487 00:29:10,440 --> 00:29:14,560 Speaker 1: the company as you possibly can. The further you are 488 00:29:14,880 --> 00:29:17,800 Speaker 1: from the revenues of the company, the easier it is 489 00:29:17,840 --> 00:29:21,160 Speaker 1: to let you go, and the harder it is for 490 00:29:21,200 --> 00:29:24,360 Speaker 1: you to increase how much you make. Just that simple. 491 00:29:25,280 --> 00:29:28,720 Speaker 1: If you are not related to how much money the 492 00:29:28,760 --> 00:29:33,800 Speaker 1: business makes, your value will never be perceived as what 493 00:29:33,840 --> 00:29:37,000 Speaker 1: you think it is. Operations is never going to make 494 00:29:37,000 --> 00:29:41,080 Speaker 1: as much as sales. People get angry that finance. Guys 495 00:29:41,080 --> 00:29:44,760 Speaker 1: in finance make all the money. But look, if you're 496 00:29:44,760 --> 00:29:48,080 Speaker 1: putting together bond offerings and you're doing five hundred million 497 00:29:48,080 --> 00:29:52,600 Speaker 1: dollar bond offerings, there's a little slough on that you 498 00:29:52,720 --> 00:29:54,320 Speaker 1: keep one half of one percent, and you got two 499 00:29:54,320 --> 00:29:57,600 Speaker 1: point five million dollars boom. You show up to work 500 00:29:57,640 --> 00:30:00,320 Speaker 1: early and stay late guarding the front door, You're never 501 00:30:00,320 --> 00:30:02,280 Speaker 1: going to make two point five man, because they can't 502 00:30:02,320 --> 00:30:07,080 Speaker 1: perceive a value related to dollars if you're in sales, 503 00:30:07,360 --> 00:30:10,760 Speaker 1: which is why I encourage everyone to understand that everyone 504 00:30:10,920 --> 00:30:15,440 Speaker 1: is in sales. Russellerbarro owns Gringoes. They do one hundred 505 00:30:15,480 --> 00:30:18,280 Speaker 1: and seventy million dollars a year in sales, and he 506 00:30:18,320 --> 00:30:21,080 Speaker 1: will tell you that he's in sales, is president of 507 00:30:21,080 --> 00:30:24,080 Speaker 1: his company, which he's in sales. They never get so 508 00:30:24,200 --> 00:30:27,280 Speaker 1: fancy that they are above sales. There are a lot 509 00:30:27,320 --> 00:30:29,400 Speaker 1: of people, My mother was one of them who looked 510 00:30:29,480 --> 00:30:34,760 Speaker 1: down on salesmen because salesmen as salesmen were sort of 511 00:30:34,840 --> 00:30:39,960 Speaker 1: perceived throughout the fifties, sixties, seventies as some clip on 512 00:30:40,120 --> 00:30:45,080 Speaker 1: tie slick talking, lion conniving, you know, trying to talk 513 00:30:45,200 --> 00:30:47,720 Speaker 1: you into something, almost like a cat collar on a 514 00:30:47,720 --> 00:30:51,800 Speaker 1: street corner. They're useless. Well, that's just not true. A 515 00:30:51,840 --> 00:30:55,440 Speaker 1: good salesman is worth their weight in gold, and a 516 00:30:55,480 --> 00:30:59,440 Speaker 1: good realtor is a good salesman. There are a lot 517 00:30:59,480 --> 00:31:02,680 Speaker 1: of people who are in the sales business. I have 518 00:31:02,720 --> 00:31:06,160 Speaker 1: a nephew, Harrison Reebak, just became a partner at Baker Bods. 519 00:31:06,320 --> 00:31:10,440 Speaker 1: And it's interesting because we don't talk about the deals 520 00:31:10,480 --> 00:31:13,880 Speaker 1: he's working. If there's an explosion at one of the plants, 521 00:31:13,560 --> 00:31:16,680 Speaker 1: he's the lawyer that's called in to handle, you know, 522 00:31:16,720 --> 00:31:19,720 Speaker 1: for the company, handle the investigations and all that, to 523 00:31:20,440 --> 00:31:24,040 Speaker 1: defend them. But he understands that in his business there 524 00:31:24,080 --> 00:31:27,160 Speaker 1: is a sales element. They need to think of him 525 00:31:27,400 --> 00:31:29,400 Speaker 1: as the first guy to call when there's an explosion, 526 00:31:29,440 --> 00:31:34,120 Speaker 1: when everything is going wrong. I mean, you've got to 527 00:31:34,120 --> 00:31:37,320 Speaker 1: see yourself in every way, shape and form as a salesman, 528 00:31:37,400 --> 00:31:39,720 Speaker 1: no matter what it is that's on your job description. 529 00:31:41,040 --> 00:31:43,800 Speaker 1: It's just that simple. I'll move on. But that is 530 00:31:43,880 --> 00:31:46,040 Speaker 1: very important, and I think a lot of people if 531 00:31:46,080 --> 00:31:49,240 Speaker 1: they if r J on the Black Mount he's an 532 00:31:49,280 --> 00:31:52,400 Speaker 1: independent hotshot driver, and he'll tell you I'm a salesman 533 00:31:52,600 --> 00:31:54,440 Speaker 1: because if nobody calls him to pick up a load, 534 00:31:54,720 --> 00:31:59,200 Speaker 1: it doesn't matter how well he delivers the load. We 535 00:31:59,280 --> 00:32:02,240 Speaker 1: mean to drop a load during the break, Ramon, you 536 00:32:02,280 --> 00:32:04,160 Speaker 1: see that's halfway racist. 537 00:32:07,240 --> 00:32:07,280 Speaker 4: H