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Speaker 1: An illegal alien from Guatemala charged with raping a child

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Speaker 1: in Massachusetts. An MS thirteen gang member from Al Salvador

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Speaker 1: accused of murdering a Texas man of Venezuelan charged with

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Speaker 1: filming and selling child pornography in Michigan. These are just

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Speaker 1: some of the heinous migrant criminals caught because of President

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Speaker 1: Donald J. Trump's leadership. I'm Christy nom the United States

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Speaker 1: Secretary of Homeland Security. Under President Trump, attempted illegal border

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Speaker 1: crossings are at the lowest levels ever recorded, and over

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Speaker 1: one hundred thousand illegal aliens have been arrested. If you

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Speaker 1: are here illegally, your next you will be fined nearly

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Speaker 1: one thousand dollars a day, imprisoned, and deported. You will

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Speaker 1: never return. But if you register using our CBP home

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Speaker 1: app and leave now, you could be allowed to return legally.

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Speaker 1: Do what's right. Leave now. Under President Trump, America's laws,

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Speaker 1: border and families will be protected.

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Speaker 2: Sponsored by the United States Department of Homeland Security.

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Speaker 3: Money it comes with a lot of questions. How do

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Speaker 3: I save? Where should I invest? Can I build wealth

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Speaker 3: tips and apps and insights and perspectives that can make planning,

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Speaker 3: talk it through, there's a real person on the other

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Speaker 3: And as a part of their two hundred and fifty

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Speaker 3: million dollar invest in My Education initiative, Fidelity is supporting

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Speaker 3: eligible students from underserved communities in the Boston, Dallas, Fort Worth,

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Speaker 3: and Raley Durham areas by combining scholarships with ongoing assistance, mentorship,

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Speaker 3: and better paths to post graduation employment. Want to learn

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Speaker 3: more f It's a Fidelity dot com slash black Wealth.

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Speaker 4: So if it's like one company XYZ company, that person

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Speaker 4: that's handling that, there might be seven companies, seven jobs

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Speaker 4: contract yep from different companies, So they got to call

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Speaker 4: about each job. They gotta stay on top of somebody.

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Speaker 5: Gotta do the work applicated yourself for sure. You got

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Speaker 5: I gotta duplicate myself because my overall goal. Once I

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Speaker 5: understood it, I ain't jump out the wound and was like, oh,

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Speaker 5: this is what I'm supposed to be doing. Once I understood,

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Speaker 5: I gotta remove myself from my own business so it

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Speaker 5: can still run like clockwork. So I duplicated myself seven times,

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Speaker 5: my graduates from my school being forse back drop drop, Mike,

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Speaker 5: drop back drop drop.

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Speaker 4: All right, gosh, welcome back e y L. Yeah, this

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Speaker 4: is an episode that I know a lot of people.

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Speaker 6: Have been waiting for overdue.

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Speaker 4: I'm sure a lot of a lot of value will

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Speaker 4: be provided. So government contracting, this is something that's a

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Speaker 4: big deal. I think the government they give so much

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Speaker 4: money in so many, so many different fields that most

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Speaker 4: people don't even think about, from like you know, construction

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Speaker 4: to toiletres to catering to almost anything. There's some level

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Speaker 4: of a government contract that's provided, painting, you name it.

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Speaker 4: And then especially when you have women in minority businesses,

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Speaker 4: there's always you know, there's usually some some benefits carved

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Speaker 4: out for that. So the government contract in the situation

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Speaker 4: is it's like billions of dollars every single year that's

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Speaker 4: provided to industries, and.

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Speaker 3: Six hundred and sixty seven last year to be exactly

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Speaker 3: a billion.

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Speaker 4: Yeah, and a lot of people are missing out on

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Speaker 4: it because they just don't know about it or they're

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Speaker 4: just not they don't go through the steps to get qualified.

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Speaker 4: And there's something that's hurting a lot of especially black businesses,

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Speaker 4: because you could potentially be making money from the government,

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Speaker 4: which is the best because they're going to pay.

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Speaker 3: And that's not going anywhere.

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Speaker 5: Yeah.

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Speaker 3: Yeah, it's one of those things like we don't know

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Speaker 3: what we don't know, So like, yeah, sixty six hundred

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Speaker 3: and sixty six billion just things like an astronomical number,

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Speaker 3: but you're talking about eleven million contracts that award each year,

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Speaker 3: eleven million, Like, how many people do we know that

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Speaker 3: even know about this, you know what I'm saying. So

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Speaker 3: it's definitely opportunity that we're gonna be enlightened on this.

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Speaker 4: Sure, So we got the gir brother Jason White up

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Speaker 4: though he's so he taught for Eyo University several different times. Yes,

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Speaker 4: you've probably seen him make the rounds on all of

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Speaker 4: our friend shows from Dave Chance to Ashcash to Angela

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Speaker 4: Yee Yeah yeah, yeah, well yeah, all the way up

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Speaker 4: and he put together he's one of the people that

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Speaker 4: put together the event for Super Bowl. Yeah, when we

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Speaker 4: interviewed ray Lewis. Absolutely so he's in that game as well. Yeah,

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Speaker 4: I know you were part of the Rosses Mentee situation,

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Speaker 4: right boss cross up conference.

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Speaker 3: Yeah, he's been on our radar for I think it's

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Speaker 3: about two years now. Come on, baby, yeah ye shot

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Speaker 3: out to Dina. I'm gonna give cause she loved shout out.

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Speaker 3: This came right here, Dina, what's going on? So she

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Speaker 3: told we was, uh, we had done an interview with

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Speaker 3: Tip for Asks of a Lot of Abilities I think

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Speaker 3: twenty twenty one, and she was like, you got to

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Speaker 3: meet this other guy doing government kind nobody's talking about

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Speaker 3: him like I did. And then I send you an

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Speaker 3: as I'm like, yo, he smoked it. We gotta wait. Yeah.

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Speaker 5: Yeah.

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Speaker 3: So yeah, you've been around and, like you said, doing

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Speaker 3: stuff at Uyo University. So we want to thank you

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Speaker 3: for that love. Yeah, community loves everything you do.

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Speaker 5: That's what's up.

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Speaker 4: He's not only in it, but he's actually teaches it

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Speaker 4: as well. So, first and foremost, thank you for joining us,

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Speaker 4: prepprecure it man.

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Speaker 5: Thank you for having me man.

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Speaker 6: Yeah yeah sure.

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Speaker 4: So let's get the back story on this. Let's get

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Speaker 4: how did you start in government? Contracts, Like what kind

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Speaker 4: of government contract did you start with? Like, what's the

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Speaker 4: story behind you and government contracts?

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Speaker 5: Yeah, so government contracts is very broad and wide, so

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Speaker 5: I gotta be distinctive. And I come from the federal level,

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Speaker 5: so I'm on the federal government contracts. It's a big

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Speaker 5: difference between state and local. So I got started easy.

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Speaker 5: My man just told me about it. He like, yo,

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Speaker 5: I'm good to get a government contract. I was like,

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Speaker 5: what's that? And then I went down the rabbit hole

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Speaker 5: of YouTube University back in two thousand and eight when

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Speaker 5: it was trash I remember in early days. Yeah, you

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Speaker 5: couldn't tell what.

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Speaker 4: Was what before you, before y'all, before y'all took a

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Speaker 4: hold of it, it was trash man.

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Speaker 5: So I couldn't figure out nothing. But that's how I

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Speaker 5: got started, just from who the vessel was that told

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Speaker 5: me about government contract and he was gonna get a

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Speaker 5: truck and contract, and I took it over from there.

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Speaker 6: So what kind of contracts did you were you having?

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Speaker 5: My very first one was for grease traps. Grease traps, Yeah,

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Speaker 5: I still have never seen a grease trap still to

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Speaker 5: this day. I won that. So apparently in the kitchen

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Speaker 5: of VA hospitals. They have grease traps where the grease

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Speaker 5: goals were from cooking and all that. Yeah, it goals

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Speaker 5: underneath it in the ground and they pump it out.

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Speaker 5: That was my first contract. So I got seven of

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Speaker 5: them still right now. And you never saw I still

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Speaker 5: never seen it. So break that down, so you never

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Speaker 5: even saw what you were making money off of.

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Speaker 3: How did that work?

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Speaker 5: So what happened is this, It's very simple. I looked

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Speaker 5: up the solicitation. I saw that they needed a company

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Speaker 5: to pump out grease traps. I didn't know what that was.

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Speaker 5: So I drove my pedal bike to the library because

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Speaker 5: I ain't have a real laptop or computer at the house.

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Speaker 5: I looked up okay grease trapped companies. Then I found

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Speaker 5: a grease trap company. Called them, how much would you

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Speaker 5: charge you the service? They gave me the quote. I

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Speaker 5: put my money on tops and my proposed to the government.

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Speaker 3: So just a middle man, that's it.

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Speaker 5: Listen, we middleman everything. Who did you just shout out

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Speaker 5: like you know what I mean? Like everything has somebody

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Speaker 5: in the middle until a certain point. Most people don't

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Speaker 5: understand that you don't have to have the company that

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Speaker 5: actually needs to do the work. The government don't care

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Speaker 5: about that. The federal government just want to know how

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Speaker 5: much are you charging me? And can you get it done?

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Speaker 5: And you're gonna say yes, because there's companies that can

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Speaker 5: get it done. They just gonna charge you whatever they

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Speaker 5: want to charge you.

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Speaker 3: For the first grease trap. Let's let's walk through that.

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Speaker 3: So you find the green trap company. How much did

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Speaker 3: they tell you? Let's give it a repp So they

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Speaker 3: took for the first year. They told me like ninety

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Speaker 3: two thousand something like that.

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Speaker 5: So I obviously I reverse engineered ninety two thousand by twelve.

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Speaker 5: Then I took that monthly amount and I put my

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Speaker 5: money on top. I only put one hundred and twenty

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Speaker 5: five dollars on it for myself. I was nervous. I

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Speaker 5: ain't know what to do.

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Speaker 4: Right, twenty five dollars prof for me profit perm off.

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Speaker 5: Yeah, per most people like so the government, that service

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Speaker 5: is gonna happen. My greense trap contract was happening twice

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Speaker 5: a month, So the company was going to charge me.

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Speaker 5: Write an invoice every month, every thirty days, and I'm

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Speaker 5: going to charge too the government, but just with my

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Speaker 5: money embedded in today's one hundred and twenty five dollars.

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Speaker 3: Like a fifteen hundred dollars interest.

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Speaker 5: That's it. So I don't do I don't do percentages, right.

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Speaker 5: I teach people not to do percentages until you get

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Speaker 5: to the million dollar contract because it doesn't make sense

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Speaker 5: to do percentages yet because we're bidding, and because we're bidding,

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Speaker 5: we're already leaving money on the table because we don't

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Speaker 5: know what the total dollar amount is. So now I

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Speaker 5: just don't want to do percentages. I'm gonna do whole numbers.

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Speaker 5: Every number can be broken down to a percentage anyway,

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Speaker 5: but I'm gonna just do whole numbers. So I put

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Speaker 5: one hundred and twenty five dollars on it per month

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Speaker 5: for me my profit, and I won the contract one.

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Speaker 3: Hundred and twenty five. So I mean, at this point,

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Speaker 3: you feeling like, Yo, this is a win.

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Speaker 5: I'm excited. What are we talking about. I'm not doing

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Speaker 5: the work, you know what I'm saying? Like, I know,

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Speaker 5: we live in a world on society today. Remember this

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Speaker 5: was in two thousand. It took me three years number

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Speaker 5: one to win my first contract, So I started in

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Speaker 5: two thousand and eight. I didn't win my first one

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Speaker 5: until twenty eleven. This grease Trap one I'm talking about.

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Speaker 5: But that's one hundred and twenty five dollars for me

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Speaker 5: talking and emailing per month for the next four or

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Speaker 5: five years, Like what why not? And it's coming from

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Speaker 5: the federal government. So now once I won that one,

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Speaker 5: I'm like, all right, I figured out a little system.

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Speaker 5: I got it. I understand how to speak to vendors

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Speaker 5: to have them to do the work on my federal

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Speaker 5: government contract. And I did it again. I want another one.

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Speaker 5: Two months later. That was seven thousand dollars a month profit.

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Speaker 5: That was for four years. So now once I understand

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Speaker 5: my pricing piece, I'm not doing one hundred and twenty

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Speaker 5: five dollars any more profit for me. I'm making that number.

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Speaker 5: Make it work for me.

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Speaker 6: They learn quickly.

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Speaker 4: Yeah two months later, So you was the contract for

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Speaker 4: your company, It wasn't for the grease Trap company.

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Speaker 5: Yeah. So because I'm in the middle, the government gives

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Speaker 5: me the contract, I pretty much employ the company to

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Speaker 5: do the work. So the company, the subcontractors are not

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Speaker 5: on a government contract. I am there on an agreement

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Speaker 5: with me to do the work on my government contract.

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Speaker 3: So it's like the government says, yo, we'll give it

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Speaker 3: to give you ninety two thousand. Right, you say, I'm

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Speaker 3: gonna put my number on top of it. Let's say

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Speaker 3: it was a ten thousand. You tell a company, yo,

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Speaker 3: we're gonna need one hundred and two. Yeah, and that

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Speaker 3: you'll take obviously, and out of one hundred and two

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Speaker 3: that your money's in there.

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Speaker 5: So I tell I tell all pricing to the government.

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Speaker 5: So if you are the subcontractor, you say, right, yep,

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Speaker 5: you want to charge me ninety two thousand. Yeah, I'm like, okay, cool,

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Speaker 5: I'm gonna put my ten on it. My quote to

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Speaker 5: the government is one hundred and two thousand, right, I said, yeah,

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Speaker 5: we're approved. It comes back through me. They give me

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Speaker 5: the money every month.

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Speaker 3: I get paid. You got you, got you? So how

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Speaker 3: did you even get to the point where you're even

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Speaker 3: allowed to do government contractor? Because it's not like anybody

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Speaker 3: off the street can just like I'm gonna do this tomorrow.

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Speaker 5: So yeah, it ain't that fast, that's right, A thousand, Right,

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Speaker 5: it ain't that fast. But remember it took me three

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Speaker 5: years to get a government my first one. I was

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Speaker 5: to the point where I didn't even know what the

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Speaker 5: LLC was like I was that like far removed from

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Speaker 5: business from strategies. That's why the community appreciates y'all because

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Speaker 5: y'all giving us that type of information very very quickly.

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Speaker 5: Right and obviously we're in twenty twenty three. You can

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Speaker 5: find out anything right now. But back then, I didn't

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Speaker 5: even know what the LLC was. I didn't know a

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Speaker 5: lot of things, and I had to do a lot

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Speaker 5: of research and digging. I'm all self taught, so I

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Speaker 5: had to find out what the LLC was first formulate that.

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Speaker 5: Then I had to go into the database SAM dot

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Speaker 5: gov and register my company. So that all took a while.

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Speaker 5: There was a whole learning curve for me. I mean,

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Speaker 5: I'm a do I don't even like to read. Still

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Speaker 5: to this day, I don't like to read. I don't

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Speaker 5: got no patience, so I like things just as quick

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Speaker 5: as the next person. But I had to have patients

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Speaker 5: to teach myself exactly how to be a valuable vendor

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Speaker 5: for the federal government.

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Speaker 3: So that acronym. I looked it up, so SAM system

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Speaker 3: for award management, So you got to apply for that,

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Speaker 3: you do, we got how how long is that process too?

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Speaker 3: It takes like two or three weeks, two or three weeks,

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Speaker 3: and then after you do that, you receive UEI Unique

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Speaker 3: Entity Identify.

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Speaker 5: Yes, sir, So that's just saying your business social Security

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Speaker 5: number to the federal government. So you got that, you

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Speaker 5: got the UEI, and then you got a cage code

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Speaker 5: age COD. Right. The cage code is the same thing.

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Speaker 5: It's two company identifies that let the federal government know

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Speaker 5: on all levels that you're a valuable approved vendor to

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Speaker 5: do business and bid on government contracts.

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Speaker 4: So what all right? So the first one is the

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Speaker 4: grease trap. What's the next contract?

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Speaker 5: Oh Man Close Close dry cleaning seven thousand dollars a

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Speaker 5: month profit for just dry cleaning clothes for clothes I

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Speaker 5: never seen or I don't have a dry cleaning company

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Speaker 5: or nothing like that. Right, so they the government dry

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Speaker 5: cleans your clothes, bed sheets, uniforms, et cetera. But somebody

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Speaker 5: has to do that, right, So they created a solicitation,

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Speaker 5: which is what companies like MINS bid on. And I

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Speaker 5: want a contract, so I feel like, just government workers,

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Speaker 5: I got to get that closed clean Yeah, uniforms and

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Speaker 5: stuff like that. They provide that service for free for

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Speaker 5: people in the military.

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Speaker 6: So all right. So a few things.

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Speaker 4: So how are you like, so you just going on

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Speaker 4: a database and just seeing randomly, Okay, I need this,

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Speaker 4: and then you find a dry cleaner, or you already

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Speaker 4: have a dry cleaner and you're looking for a dry

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Speaker 4: clean Nah.

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Speaker 5: So I do it the other way, like you said,

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Speaker 5: I'm gonna look for what the request is first. It's

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Speaker 5: too hard to say, all right, y'all got a long

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Speaker 5: care business, let me look for contracts for y'all. That's

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Speaker 5: put me in a box. That's making me say, okay,

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Speaker 5: I only need to concentrate on looking for long care

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Speaker 5: companies because I gotta look for a contract for this company.

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Speaker 5: I'm in a box that way. But if I look

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Speaker 5: at all the requests for proposals or the solicitations that

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Speaker 5: the government saying we need these services, I can pick

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Speaker 5: and choose at my legion be like all right, I

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Speaker 5: won't I like this, this is this, and then I

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Speaker 5: can go find the companies. To find the companies is

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Speaker 5: the easier part than to find something in a niche

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Speaker 5: that you can only do or your company can only do.

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Speaker 5: I'm not finding niches. I'm finding what the request is

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Speaker 5: and then I go get the company.

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Speaker 6: So did you.

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Speaker 4: All right, So let's take this by example, this dry

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Speaker 4: cleaning situation. You were on the website. What's the website

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Speaker 4: called against.

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Speaker 5: Sam dot gov so they say dot GLV.

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Speaker 4: You went on that website and you saw something that

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Speaker 4: was interesting. What made that stick up to you?

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Speaker 5: Because it's a service, Right, I'm building residual income from

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Speaker 5: the biggest purchaser in the world, the federal government. Right,

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Speaker 5: it ain't going nowhere. That's really recession proof. That's really

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Speaker 5: talks of financial literacy because they ain't going nowhere. When

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Speaker 5: I see that it's a service and it's due every

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Speaker 5: month for the next four or five years, guess what

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Speaker 5: I'm chilling. I ain't hunting. The name of the game

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Speaker 5: is to get a business where you can remove yourself

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Speaker 5: from and you don't have to hunt every single day

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Speaker 5: for it. So that's appealing to me, and I recognize

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Speaker 5: that because that's kind of like the street game too

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Speaker 5: a little bit.

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Speaker 4: So I bought. So you saw that. The next thing

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Speaker 4: you say, okay, I want to find did you? So

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Speaker 4: what made you pick? Because even picking a business is

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Speaker 4: important because you don't want to pick a business that

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Speaker 4: doesn't do a good job.

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Speaker 5: That's true.

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Speaker 6: So how did you.

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Speaker 4: Find a business and how did you have that conversation

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Speaker 4: with the owner?

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Speaker 3: Like?

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Speaker 6: How was that process?

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Speaker 3: That?

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Speaker 5: It was difficult? I mean because where I'm come where

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Speaker 5: I came from in terms of learning business and learning

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Speaker 5: certain conversations navigate that was kind of difficult. But when

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Speaker 5: I told the owner, Hey, I'm already doing a contract

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Speaker 5: at that facility, that make it more easier. Now, if

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Speaker 5: people don't have that to their name, then they can

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Speaker 5: just navigate the conversation and say can you do this job? Oh?

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Speaker 5: You can. You're going to be doing it for X

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Speaker 5: amount of pounds per month and that looks good to

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Speaker 5: a struggling business or a small business. Because I only

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Speaker 5: call small businesses that I know need work.

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Speaker 6: Well, like that you used personally?

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Speaker 5: Well, noah, not because I don't want to use them personally,

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Speaker 5: because I need them to look at me as a boss. Right.

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Speaker 5: If I go to somebody that hasn't looked at me

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Speaker 5: in that light and I say, hey, I need you

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Speaker 5: to do this work now, the conversation is difficult because

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Speaker 5: I got to create the hierarchy versus when I don't

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Speaker 5: know you, I've already created a hierarchy. When I get

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Speaker 5: on that phone, so they already know I'm a businessman

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Speaker 5: or a boss or whatever I choose to be when

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Speaker 5: I first get on the phone.

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Speaker 3: The grease trap took you three years, then you got that,

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Speaker 3: then obviously the launger business service. So inside of that,

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Speaker 3: you're competing against other people. For sure, You're not the

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Speaker 3: only one that's trying to get this contract. Yeah, so

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Speaker 3: how many people are I mean, are you going up

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Speaker 3: against it? And what separated you to say the government

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Speaker 3: to say like, all right, this is who we're going with.

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Speaker 5: Yeah. So I don't know the answer to that, Like

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Speaker 5: that's the that's my number one rule. If I don't know,

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Speaker 5: I don't know. I don't know how many people I've

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Speaker 5: bedden against, but I don't care. The thing that separates

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Speaker 5: me from others, I don't know that either, But I

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Speaker 5: do know I'm more phone heavy than email. Most people

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Speaker 5: think networking is going to a conference, a government contract

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Speaker 5: and conference and speaking to somebody that works for the DLD.

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Speaker 5: To me, that's not network I prove that right. So

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Speaker 5: if their phone numbers and things of that nature listed

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Speaker 5: on these solicitations, I'm picking up the phone. I'm gonna

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Speaker 5: make sure that I'm memorable to this individual that picked

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Speaker 5: up the phone. So now when my proposal come across,

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Speaker 5: they oh, that was that dude, that was him, that

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Speaker 5: was this that company. Because I don't know how old

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Speaker 5: y'all are, right, that's how old I am. I could

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Speaker 5: write on a paper application, I could get an application,

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Speaker 5: fill it out, and I don't give it back to

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Speaker 5: the person that give it to me. I say right

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Speaker 5: to hey, can I speak to the hiring manager When

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Speaker 5: I give my paper application to the hiring manager? Guess what,

388
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Speaker 5: I just put a face to the name that fast.

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Speaker 5: I gave myself my own interview that quickly, and I

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Speaker 5: do that and I continue to do that with the

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Speaker 5: federal government. I gave myself my own interview. Hey, this

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Speaker 5: is who I am, this is what I got going on.

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Speaker 5: This is my proposal that I'm going to submit in

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Speaker 5: the next two or three days. And then I called

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Speaker 5: back and I follow up. So although I can't answer

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Speaker 5: how I was I separated, but I think that's a

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Speaker 5: big separator to just pick up the phone.

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Speaker 4: So and then also, your company is like let's say,

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Speaker 4: like white Services professional services, right when it's broad range,

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Speaker 4: it's like a middleman company. So it doesn't specialize in

401
00:19:01,600 --> 00:19:04,159
Speaker 4: any one thing. That's a variety of different things, but

402
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Speaker 4: you can't. So being that is the case, I guess

403
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Speaker 4: you can't qualify for the nw nwbe right, the minority business, So.

404
00:19:11,600 --> 00:19:17,040
Speaker 5: I can because any certifications isn't based off contracts, it's

405
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Speaker 5: based off of who is in that company. Case in point,

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Speaker 5: if I wanted to get a veteran owned certification, somebody

407
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Speaker 5: in my company would need to be a veteran. If

408
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Speaker 5: I wanted to get a woman owned certification, somebody in

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Speaker 5: that company needs to be a woman and control fifty

410
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Speaker 5: one percent. So it's not about what type of contracts

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Speaker 5: you get, it's who is in your company that allows

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Speaker 5: you to qualify for those certifications, not the country.

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Speaker 4: Do you have the WNW Nah, I don't need them.

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Speaker 4: You don't think it's necessary.

415
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Speaker 5: No, it's not. So you don't win, you don't get

416
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Speaker 5: awarded contracts from certification. Certifications do not help you win.

417
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Speaker 5: They just help you go over here to this pool

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Speaker 5: where the government is mandated to give you the money

419
00:19:59,720 --> 00:20:02,000
Speaker 5: over in this smaller pool. But guess what, when you're

420
00:20:02,000 --> 00:20:03,520
Speaker 5: in that smaller pool, you still got to do what

421
00:20:03,640 --> 00:20:05,600
Speaker 5: you still got to bid. So if you don't know

422
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Speaker 5: the bidding process. And you got this shiny stick of

423
00:20:08,040 --> 00:20:10,120
Speaker 5: to go over here in VIP, but you still don't

424
00:20:10,119 --> 00:20:12,480
Speaker 5: know how to bid. If I get this certification, I

425
00:20:12,600 --> 00:20:14,760
Speaker 5: come over here. They did because they don't know the

426
00:20:14,840 --> 00:20:17,359
Speaker 5: bidding process. That's why a lot of people don't do

427
00:20:17,440 --> 00:20:20,160
Speaker 5: government contract in the right way. They think to start

428
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Speaker 5: the business, you got to be in business for two years,

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Speaker 5: get all these certifications. But they missed the best piece

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Speaker 5: bidding and understanding what those price points look like and

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Speaker 5: how to submit proposals. So now you got your certification

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Speaker 5: and you've been over here in this pool for two

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Speaker 5: three years and haven't won a contract. I don't know

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Speaker 5: how many people I've talked to Harry ever and run

435
00:20:40,920 --> 00:20:42,720
Speaker 5: out and got their certifications. They ain't never won a

436
00:20:42,800 --> 00:20:45,560
Speaker 5: contract in their life. So is it necessary?

437
00:20:45,760 --> 00:20:45,840
Speaker 3: No?

438
00:20:46,240 --> 00:20:48,520
Speaker 5: Should you get it if you can qualify for it? Yeah,

439
00:20:48,560 --> 00:20:50,280
Speaker 5: but you got to understand how to leverage it when

440
00:20:50,280 --> 00:20:51,040
Speaker 5: the timing is right.

441
00:20:51,200 --> 00:20:53,879
Speaker 3: So government contract, and they said there's two main types.

442
00:20:54,200 --> 00:20:57,840
Speaker 3: They said, fixed price and cost reimbursement. Yep, can you

443
00:20:57,840 --> 00:20:59,280
Speaker 3: break down the differences?

444
00:20:59,359 --> 00:21:03,920
Speaker 5: Yeah? Yeah, so firm fixes easy, firm fixes easy. If

445
00:21:03,960 --> 00:21:06,679
Speaker 5: I submit a price point at one hundred thousand dollars.

446
00:21:07,240 --> 00:21:09,520
Speaker 5: That's all. That's it. That's all the government gonna give

447
00:21:09,520 --> 00:21:12,200
Speaker 5: me one hundred thousand. There's no more money to be had.

448
00:21:12,280 --> 00:21:14,760
Speaker 5: I don't care if the rates go up six months later,

449
00:21:15,080 --> 00:21:17,480
Speaker 5: two months later, two years later. If they gave me

450
00:21:17,520 --> 00:21:21,040
Speaker 5: this contract for three years for one hundred thousand, that's it.

451
00:21:21,359 --> 00:21:25,320
Speaker 5: That's that's firm fixed CrossFit is different. I can say,

452
00:21:25,400 --> 00:21:28,119
Speaker 5: I can say, hey, I submitted a proposal for one

453
00:21:28,160 --> 00:21:31,520
Speaker 5: hundred thousand, but the rates are going up. So now

454
00:21:31,640 --> 00:21:34,400
Speaker 5: I can ask the government. I need to justify why

455
00:21:34,400 --> 00:21:37,359
Speaker 5: I need another fifty thousand, another sixty thousand, But you

456
00:21:37,440 --> 00:21:39,359
Speaker 5: have to justify it. But you can do that with

457
00:21:39,400 --> 00:21:40,560
Speaker 5: the second type of contract.

458
00:21:41,040 --> 00:21:43,920
Speaker 3: So there's other types of incentive contracts, time materials, like

459
00:21:43,960 --> 00:21:46,399
Speaker 3: which ones are you looking for specifically or are you

460
00:21:46,440 --> 00:21:49,200
Speaker 3: looking at you know what? I'm taking a mix of

461
00:21:49,520 --> 00:21:49,920
Speaker 3: all of them.

462
00:21:50,000 --> 00:21:53,040
Speaker 5: Yes, I need it all, I need it all. I

463
00:21:53,080 --> 00:21:56,159
Speaker 5: need it all bad Brad new Sae drugs. Because it

464
00:21:56,200 --> 00:22:00,320
Speaker 5: doesn't matter if I'm not doing the work and I

465
00:21:59,840 --> 00:22:03,440
Speaker 5: can I can have a good relationship with this subcontractor

466
00:22:03,760 --> 00:22:06,359
Speaker 5: whatever the government is asking for me, I'm gonna ask

467
00:22:06,400 --> 00:22:09,119
Speaker 5: it from them. Price point is just it's just a

468
00:22:09,200 --> 00:22:12,280
Speaker 5: starting point to get them going and to get me

469
00:22:12,400 --> 00:22:14,480
Speaker 5: on the contract. Once my foot in the door, I

470
00:22:14,480 --> 00:22:17,080
Speaker 5: don't care what type of contract it is. My foot

471
00:22:17,119 --> 00:22:18,879
Speaker 5: is in the door. We're doing the work. The federal

472
00:22:18,920 --> 00:22:21,359
Speaker 5: government is saying, I'm a valuable vendor. I'm saying this

473
00:22:21,400 --> 00:22:24,879
Speaker 5: is a valuable subcontractor everybody making money. Everybody's happy. So

474
00:22:24,960 --> 00:22:26,160
Speaker 5: the types don't really matter.

475
00:22:26,320 --> 00:22:29,120
Speaker 4: So bidding, you said, that's the most important part it is.

476
00:22:29,200 --> 00:22:31,000
Speaker 4: So can you really like just break that down to

477
00:22:31,040 --> 00:22:33,719
Speaker 4: make sure, like, because since you don't know what you're

478
00:22:33,760 --> 00:22:36,720
Speaker 4: bidding against, right, how do you officiently bid?

479
00:22:36,960 --> 00:22:39,560
Speaker 5: Yeah? Because, so the first thing is, we gotta know

480
00:22:40,160 --> 00:22:43,560
Speaker 5: the federal government is doing their own market research. We

481
00:22:43,640 --> 00:22:46,119
Speaker 5: need to know that off top. So if you didn't know,

482
00:22:46,280 --> 00:22:48,880
Speaker 5: now you know the federal government does their own market research,

483
00:22:49,119 --> 00:22:52,520
Speaker 5: so they understand what price points look like from a

484
00:22:52,560 --> 00:22:56,239
Speaker 5: month to month standpoint and from a yearly standpoint. So

485
00:22:56,240 --> 00:22:58,840
Speaker 5: that's why they give out contracts for a base year

486
00:22:58,960 --> 00:23:01,959
Speaker 5: with four options years because they know, all right, we

487
00:23:02,040 --> 00:23:04,159
Speaker 5: want to have this service for the next five years,

488
00:23:04,560 --> 00:23:07,639
Speaker 5: but we only want to pay a certain dollar amount

489
00:23:07,640 --> 00:23:10,440
Speaker 5: that's not disclosed US but they've done their market research.

490
00:23:10,960 --> 00:23:12,880
Speaker 5: So one of the things that we got to understand

491
00:23:13,000 --> 00:23:16,320
Speaker 5: is a website not going to help you understand price points.

492
00:23:16,560 --> 00:23:18,280
Speaker 5: And I hear a lot of people say, oh, I

493
00:23:18,320 --> 00:23:20,399
Speaker 5: went to this website and I'm looking at what the

494
00:23:20,480 --> 00:23:24,600
Speaker 5: government is paying out last year. So what last year

495
00:23:24,960 --> 00:23:27,640
Speaker 5: ain't the same price point as this What fact? Joe said,

496
00:23:27,680 --> 00:23:31,560
Speaker 5: yesterday's price and today's price. That's true. So why am

497
00:23:31,560 --> 00:23:34,000
Speaker 5: I looking at a website that's talking about something that

498
00:23:34,200 --> 00:23:37,480
Speaker 5: was paid out last year and I'm using that as

499
00:23:37,520 --> 00:23:40,520
Speaker 5: a springboard to charge the government for this year? You're

500
00:23:40,560 --> 00:23:43,320
Speaker 5: going to already be on the losing end. The best

501
00:23:43,359 --> 00:23:46,800
Speaker 5: way to understand what price points are is to speak

502
00:23:46,840 --> 00:23:49,359
Speaker 5: and talk to the people that's actually doing the work

503
00:23:49,560 --> 00:23:53,480
Speaker 5: in today's market, whatever that market or industry is. That's

504
00:23:53,480 --> 00:23:56,080
Speaker 5: how you get competitive quotes because the name of the

505
00:23:56,080 --> 00:24:00,560
Speaker 5: game is not even though it might sound contrary or contentory,

506
00:24:00,920 --> 00:24:03,280
Speaker 5: the name of the game is to not win the contract.

507
00:24:03,320 --> 00:24:07,520
Speaker 5: It's it's about submitting competitive quotes. Because I've lost way

508
00:24:07,560 --> 00:24:10,440
Speaker 5: more contracts than I won. But the ones that I've

509
00:24:10,480 --> 00:24:13,320
Speaker 5: lost because I didn't price gals the government, they've came

510
00:24:13,359 --> 00:24:16,320
Speaker 5: back and said, hey, you submitted a competitive quote. Can

511
00:24:16,400 --> 00:24:18,840
Speaker 5: you submit a quote now for these contracts? Da da

512
00:24:18,880 --> 00:24:20,879
Speaker 5: da da da da. And now I guess what I

513
00:24:20,880 --> 00:24:25,040
Speaker 5: didn't do. I became a reliable source just that fast,

514
00:24:25,119 --> 00:24:28,320
Speaker 5: and I didn't have to go looking for other solicitations

515
00:24:28,440 --> 00:24:31,639
Speaker 5: to submit proposals for because I submitted a competitive quote

516
00:24:31,800 --> 00:24:33,840
Speaker 5: based off of how I do the pricing, which is

517
00:24:34,119 --> 00:24:36,040
Speaker 5: speak to the people that's doing the work in the industry.

518
00:24:36,040 --> 00:24:38,320
Speaker 3: Are you submitting how many do you do like in

519
00:24:38,359 --> 00:24:40,520
Speaker 3: a month or is it just like one at a time. Yeah.

520
00:24:40,560 --> 00:24:42,640
Speaker 5: So when I first started, When I first started, when

521
00:24:42,640 --> 00:24:45,119
Speaker 5: I was by myself, before I had my team, I

522
00:24:45,200 --> 00:24:49,920
Speaker 5: was probably doing around fifteen to twenty proposals a month submitted.

523
00:24:50,600 --> 00:24:52,720
Speaker 4: So what should be included in a proposal? Because I

524
00:24:52,720 --> 00:24:55,320
Speaker 4: you said, I think bidding and proposals the most important part.

525
00:24:55,480 --> 00:24:57,920
Speaker 5: Yeah. So the federal government, That's why I love the

526
00:24:57,960 --> 00:25:00,399
Speaker 5: federal government versus the state and local. The federal government

527
00:25:00,600 --> 00:25:04,000
Speaker 5: will tell you exactly what you need to submit. They'll say,

528
00:25:04,000 --> 00:25:08,080
Speaker 5: we need we need your price, we need past performance,

529
00:25:08,119 --> 00:25:10,760
Speaker 5: and we need a technical statement. So then you just

530
00:25:10,800 --> 00:25:13,480
Speaker 5: provide that. And who am I getting that information from

531
00:25:13,720 --> 00:25:16,800
Speaker 5: my subcontractor? Right? Because I technically don't know how to

532
00:25:16,840 --> 00:25:19,439
Speaker 5: get the job done. So if they're asking me to

533
00:25:19,480 --> 00:25:22,360
Speaker 5: get something done technically, I'm gonna ask them this day's job.

534
00:25:22,400 --> 00:25:24,640
Speaker 5: They've been doing it for ten fifteen years. So that's

535
00:25:24,640 --> 00:25:27,399
Speaker 5: why I love the federal government because they actually outline

536
00:25:27,640 --> 00:25:29,639
Speaker 5: and tell you everything that you need to submit in

537
00:25:29,680 --> 00:25:32,080
Speaker 5: a proposal. So it ain't no guesswork. It ain't like

538
00:25:32,400 --> 00:25:34,520
Speaker 5: you just can create a template and they say, oh,

539
00:25:34,920 --> 00:25:38,080
Speaker 5: I'm gonna just submit this type of proposal for every

540
00:25:38,680 --> 00:25:40,720
Speaker 5: solicitation that I'm gonna do. Now they gonna tell you

541
00:25:40,800 --> 00:25:42,840
Speaker 5: exactly what they need and then you just fulfill it.

542
00:25:42,920 --> 00:25:44,520
Speaker 4: I mean, it's an interesting way to go about it

543
00:25:44,520 --> 00:25:46,320
Speaker 4: as far as being the middle man, because it does

544
00:25:46,400 --> 00:25:48,840
Speaker 4: give you a variety of moret Like if you're just

545
00:25:49,359 --> 00:25:53,400
Speaker 4: focused on you know, flooring, right, like, you gotta try

546
00:25:53,440 --> 00:25:57,560
Speaker 4: to figure out, okay, geographically, can my company go to Idaho?

547
00:25:57,680 --> 00:26:00,359
Speaker 4: Can they go to Mexico, like New Mexico, Can they

548
00:26:00,400 --> 00:26:02,160
Speaker 4: do this that? And then it's like they might only

549
00:26:02,200 --> 00:26:05,320
Speaker 4: be two flooring jobs a month that's.

550
00:26:05,160 --> 00:26:07,880
Speaker 5: Listed exactly, and now you're working slow down.

551
00:26:07,920 --> 00:26:09,960
Speaker 4: But as the middle man, it opens up a variety

552
00:26:09,960 --> 00:26:13,280
Speaker 4: of different opportunities for you and you don't get the

553
00:26:13,359 --> 00:26:15,840
Speaker 4: full amount, but you can do several different things at

554
00:26:15,880 --> 00:26:16,440
Speaker 4: one time.

555
00:26:16,280 --> 00:26:19,840
Speaker 5: Exactly peep game. Like why if you look at some

556
00:26:19,920 --> 00:26:22,639
Speaker 5: of the most prominent business people in the entire world,

557
00:26:23,400 --> 00:26:27,200
Speaker 5: they they will tell you that's how investors do it, right.

558
00:26:27,200 --> 00:26:30,280
Speaker 5: They will tell you, all right, for one hundred thousand dollars,

559
00:26:30,400 --> 00:26:33,400
Speaker 5: I want ten percent of your company, and then they

560
00:26:33,440 --> 00:26:36,000
Speaker 5: do that over and over and over again. Right. So

561
00:26:36,080 --> 00:26:39,639
Speaker 5: now when you look up from ten to twelve different companies,

562
00:26:40,000 --> 00:26:44,120
Speaker 5: I'm getting one hundred thousand dollars. Okay, Now I don't

563
00:26:44,160 --> 00:26:46,640
Speaker 5: have to put up upfront money, but I can get

564
00:26:46,640 --> 00:26:50,680
Speaker 5: a percentage of work being done from different services, from

565
00:26:50,680 --> 00:26:54,359
Speaker 5: different companies on different contracts every single month. You know,

566
00:26:54,840 --> 00:26:55,960
Speaker 5: it just makes too much sense.

567
00:26:57,200 --> 00:26:59,560
Speaker 3: It makes a lot of sense. Like you said, so,

568
00:27:00,119 --> 00:27:01,840
Speaker 3: one of the main things if we're using real estate's

569
00:27:01,880 --> 00:27:04,600
Speaker 3: location and since I mean, you don't really have to

570
00:27:04,640 --> 00:27:08,400
Speaker 3: ever be in a specific place, other locations like large

571
00:27:08,400 --> 00:27:10,159
Speaker 3: cities that are more prominent for you to look for

572
00:27:10,720 --> 00:27:12,960
Speaker 3: the contracts or how do you go about that.

573
00:27:13,119 --> 00:27:15,840
Speaker 5: Yeah, So after you've been doing it for a while,

574
00:27:15,920 --> 00:27:18,600
Speaker 5: obviously you can start to be strategic. You can be

575
00:27:18,640 --> 00:27:22,439
Speaker 5: strategic on the regions and the type of industries and

576
00:27:22,480 --> 00:27:26,960
Speaker 5: contracts you go for. But I like to speak from

577
00:27:26,160 --> 00:27:30,560
Speaker 5: the ground floor level, just starting out right, So yes,

578
00:27:30,600 --> 00:27:33,840
Speaker 5: they're to answer your question simply. Yes, there's other reasons

579
00:27:33,880 --> 00:27:36,720
Speaker 5: you want to go for the Houston's, Atlanta's, the DC's,

580
00:27:36,920 --> 00:27:41,399
Speaker 5: the Maryland, Virginia's, right, New York is cities that you

581
00:27:41,400 --> 00:27:43,680
Speaker 5: can be like, all right, I want to strategically look

582
00:27:43,720 --> 00:27:46,240
Speaker 5: for contracts here. But when you first start and don't

583
00:27:46,240 --> 00:27:49,880
Speaker 5: do that. It's a federal facility in all fifty states,

584
00:27:49,960 --> 00:27:53,320
Speaker 5: all fifty So on the federal level, you can live

585
00:27:53,520 --> 00:27:57,600
Speaker 5: in New York and get contracts in Cali, in Texas

586
00:27:57,640 --> 00:28:02,320
Speaker 5: and Washington State and Idahole, North Dakota, South Dakota. Right,

587
00:28:02,359 --> 00:28:05,440
Speaker 5: you can get them all. So I wouldn't tell somebody

588
00:28:05,440 --> 00:28:09,280
Speaker 5: to be strategically looking in certain areas just yet just

589
00:28:09,280 --> 00:28:11,400
Speaker 5: look everywhere. Understand what that looks.

590
00:28:11,160 --> 00:28:12,320
Speaker 3: Like as possible.

591
00:28:12,400 --> 00:28:15,800
Speaker 4: Yeah, I mean yeah. Middlemen make the most money in

592
00:28:15,840 --> 00:28:18,399
Speaker 4: America and the world. You know what the biggest middle

593
00:28:18,440 --> 00:28:20,280
Speaker 4: man is who that Amazon?

594
00:28:20,840 --> 00:28:21,520
Speaker 5: See what I'm saying.

595
00:28:21,680 --> 00:28:25,000
Speaker 4: Amazon, They don't have any proprietary products. They literally are

596
00:28:25,800 --> 00:28:29,680
Speaker 4: connecting businesses that have products to customers that want to

597
00:28:29,680 --> 00:28:31,879
Speaker 4: buy the products, and then they take thirty percent or

598
00:28:31,920 --> 00:28:35,520
Speaker 4: whatever they take off off of it, and they become

599
00:28:35,520 --> 00:28:37,080
Speaker 4: one of the most profitab businesses of all time.

600
00:28:37,200 --> 00:28:38,000
Speaker 6: I'm just doing that.

601
00:28:38,280 --> 00:28:41,320
Speaker 5: I tell people all the time. Man, I'm silent money man,

602
00:28:41,520 --> 00:28:45,280
Speaker 5: I'm silent. I walk around and I blend in because

603
00:28:45,320 --> 00:28:47,320
Speaker 5: I know I know what's happening on the back end

604
00:28:47,360 --> 00:28:50,280
Speaker 5: with all my contracts. Right now, we got forty two

605
00:28:50,360 --> 00:28:53,120
Speaker 5: active contracts in all, forty two or four years and better.

606
00:28:53,320 --> 00:28:55,600
Speaker 5: That's forty two streams of income just from the federal

607
00:28:55,600 --> 00:28:58,640
Speaker 5: government alone, not mentioning what I'm doing with that money

608
00:28:58,640 --> 00:29:01,000
Speaker 5: and moving it around like I'm supposed to. So now

609
00:29:01,120 --> 00:29:06,280
Speaker 5: we talk about the middleman and or woman and how

610
00:29:06,320 --> 00:29:09,400
Speaker 5: that relates to now the largest customer in the world.

611
00:29:09,440 --> 00:29:12,760
Speaker 5: We're gonna hit another recession, another pandemic, all that stuff

612
00:29:12,840 --> 00:29:15,480
Speaker 5: gonna end up happening. But when you get in bed

613
00:29:15,520 --> 00:29:17,200
Speaker 5: with this type of customer, you good.

614
00:29:17,440 --> 00:29:19,840
Speaker 4: So what is some of the hurdles that you face

615
00:29:19,920 --> 00:29:22,760
Speaker 4: being that because it's all right, you got these contracts,

616
00:29:23,040 --> 00:29:26,240
Speaker 4: you're efficient effectively the middle man, so you're in communication

617
00:29:26,320 --> 00:29:29,560
Speaker 4: with the government. Have there been issues with the businesses

618
00:29:29,640 --> 00:29:32,040
Speaker 4: not doing what they're supposed to do. Like, what's some

619
00:29:32,080 --> 00:29:33,640
Speaker 4: of the problems that come into place?

620
00:29:33,720 --> 00:29:36,680
Speaker 5: Yeah, man, Like at the end of the day, you

621
00:29:36,720 --> 00:29:41,280
Speaker 5: spoke about it earlier. I don't have a clear cut

622
00:29:41,360 --> 00:29:44,640
Speaker 5: way to vet a business until they start to do

623
00:29:44,720 --> 00:29:47,920
Speaker 5: the work. That's the only way, right any a website,

624
00:29:47,960 --> 00:29:50,080
Speaker 5: you can I mean we all know this. I can

625
00:29:50,320 --> 00:29:52,920
Speaker 5: buy reviews to make my website look like I'm the

626
00:29:52,960 --> 00:29:55,880
Speaker 5: best service provider in the world. So I can't go

627
00:29:56,000 --> 00:29:58,160
Speaker 5: off that. The only way I need to go off

628
00:29:58,200 --> 00:29:59,960
Speaker 5: of it is to bring that person out there on

629
00:30:00,080 --> 00:30:02,760
Speaker 5: my contract and just kind of see what happens. I

630
00:30:02,800 --> 00:30:05,760
Speaker 5: do have certain ways where I kind of go with

631
00:30:05,800 --> 00:30:08,520
Speaker 5: my gut, etc. But I'm putting them out there and

632
00:30:08,520 --> 00:30:11,400
Speaker 5: I'm putting myself on the line too, right. So there's

633
00:30:11,440 --> 00:30:14,720
Speaker 5: been a lot of instances in my own personal case

634
00:30:14,720 --> 00:30:18,200
Speaker 5: where I had to get rid of certain contractors because

635
00:30:18,280 --> 00:30:20,760
Speaker 5: they just lied. They say they got a team of

636
00:30:20,880 --> 00:30:23,920
Speaker 5: ten and it's just him and Johnny Boy, right, And

637
00:30:24,120 --> 00:30:27,160
Speaker 5: they say they got all this equipment and they trying

638
00:30:27,160 --> 00:30:29,360
Speaker 5: to go rent it at the same time that they

639
00:30:29,440 --> 00:30:33,040
Speaker 5: need to use it. So those situations happen. The learning

640
00:30:33,080 --> 00:30:36,840
Speaker 5: curve that is understanding how to manage contracts from AFAR

641
00:30:37,280 --> 00:30:41,440
Speaker 5: and also how to stop the bleeding or stop the

642
00:30:41,840 --> 00:30:44,520
Speaker 5: flooding before it actually gets to the federal government. The

643
00:30:44,560 --> 00:30:49,600
Speaker 5: federal government will always give small businesses like ours a chance.

644
00:30:50,320 --> 00:30:53,160
Speaker 5: That's a misconception where you say, oh, when people say

645
00:30:53,520 --> 00:30:55,560
Speaker 5: if you mess up, you're gonna get black balled. Nah,

646
00:30:55,600 --> 00:30:57,560
Speaker 5: you can get as many chances as you want, because

647
00:30:57,560 --> 00:31:01,360
Speaker 5: the federal government has and needs to do businesses business

648
00:31:01,360 --> 00:31:03,600
Speaker 5: with small business owners. You just can't keep me making

649
00:31:03,600 --> 00:31:06,640
Speaker 5: the same mistake. But if Johnny Boy and them tell

650
00:31:06,720 --> 00:31:08,600
Speaker 5: me that they got all this equipment and all this

651
00:31:08,720 --> 00:31:11,600
Speaker 5: personnel and they don't got it, they don't get another chance.

652
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653
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654
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655
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656
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669
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670
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676
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701
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Speaker 1: An illegal alien from Guatemala charged with raping a child

702
00:33:55,720 --> 00:33:59,520
Speaker 1: in Massachusetts. An MS thirteen gang member from l Salvador

703
00:34:00,120 --> 00:34:03,880
Speaker 1: used of murdering a Texas man of Venezuelan charged with

704
00:34:03,960 --> 00:34:07,880
Speaker 1: filming and selling child pornography in Michigan. These are just

705
00:34:07,960 --> 00:34:11,720
Speaker 1: some of the heinous migrant criminals caught because of President

706
00:34:11,760 --> 00:34:15,360
Speaker 1: Donald J. Trump's leadership. I'm Christy Noman, the United States

707
00:34:15,360 --> 00:34:20,160
Speaker 1: Secretary of Homeland Security. Under President Trump, attempted illegal border

708
00:34:20,200 --> 00:34:23,719
Speaker 1: crossings are at the lowest levels ever recorded, and over

709
00:34:23,800 --> 00:34:27,000
Speaker 1: one hundred thousand illegal aliens have been arrested. If you

710
00:34:27,080 --> 00:34:30,920
Speaker 1: are here illegally, your next you will be fine nearly

711
00:34:31,040 --> 00:34:35,040
Speaker 1: one thousand dollars a day, imprisoned and deported, you will

712
00:34:35,080 --> 00:34:38,719
Speaker 1: never return. But if you register using our CBP home

713
00:34:38,760 --> 00:34:42,160
Speaker 1: app and leave now, you could be allowed to return legally.

714
00:34:42,520 --> 00:34:47,280
Speaker 1: Do what's right. Leave now. Under President Trump, America's laws,

715
00:34:47,440 --> 00:34:49,440
Speaker 1: border and families will.

716
00:34:49,239 --> 00:34:52,120
Speaker 2: Be protected sponsored by the United States Department of Homeland Security.

717
00:34:52,200 --> 00:34:54,400
Speaker 5: And obviously I got to teach that dearly.

718
00:34:54,440 --> 00:34:56,840
Speaker 3: When a business doesn't do that, how does it negative

719
00:34:56,880 --> 00:34:58,880
Speaker 3: affect you? I know you have your business, ID know,

720
00:34:59,160 --> 00:35:01,479
Speaker 3: does that like almost like an a credit score, where

721
00:35:01,520 --> 00:35:03,680
Speaker 3: what is it default? In the situation? Does that affect

722
00:35:03,719 --> 00:35:04,280
Speaker 3: your business?

723
00:35:04,360 --> 00:35:09,440
Speaker 5: It can? So here's the thing. If my communication with

724
00:35:09,520 --> 00:35:12,399
Speaker 5: the federal government is amazing, and that's what I teach.

725
00:35:12,520 --> 00:35:15,359
Speaker 5: Make sure that my communication with the government is tip top.

726
00:35:15,719 --> 00:35:18,000
Speaker 5: If you out there tearing up stuff and you're not

727
00:35:18,000 --> 00:35:20,120
Speaker 5: doing what you're supposed to do, it ain't gonna get

728
00:35:20,120 --> 00:35:23,000
Speaker 5: to them first. It's gonna get to me first. Because

729
00:35:23,040 --> 00:35:25,760
Speaker 5: when you win a contract, you actually get a pointed

730
00:35:26,080 --> 00:35:29,000
Speaker 5: a point of contact at the facility that's over your

731
00:35:29,160 --> 00:35:32,239
Speaker 5: job and your contract. So now I'm buddy buddy with

732
00:35:32,239 --> 00:35:35,040
Speaker 5: that person, not necessarily my sub I'm gonna let myselb

733
00:35:35,120 --> 00:35:36,640
Speaker 5: do what they do. You say, you can do the job,

734
00:35:36,719 --> 00:35:39,480
Speaker 5: you know the directions are and the expectations. Do your thing.

735
00:35:40,080 --> 00:35:43,239
Speaker 5: I'm calling that point of contact daily saying hey, was

736
00:35:43,239 --> 00:35:45,439
Speaker 5: they on time? Was they? This? Was they that? Soon

737
00:35:45,440 --> 00:35:49,160
Speaker 5: as I get something that addverse to what they should

738
00:35:49,200 --> 00:35:51,680
Speaker 5: be doing on the contract, I'm on their head before

739
00:35:51,800 --> 00:35:54,360
Speaker 5: get back to the federal government. So once I know

740
00:35:54,480 --> 00:35:56,879
Speaker 5: it's not working, I'll get them all put them back on.

741
00:35:57,560 --> 00:35:59,520
Speaker 5: Has it gotten back to the federal government in my

742
00:35:59,600 --> 00:36:02,840
Speaker 5: own person the case, yes, I lost two contracts because

743
00:36:03,520 --> 00:36:08,960
Speaker 5: the subcontractor just making phone calls and you know, just

744
00:36:09,000 --> 00:36:10,800
Speaker 5: being lazy on the job and just doing that what

745
00:36:10,840 --> 00:36:12,960
Speaker 5: they were supposed to do. Did I get black ball?

746
00:36:13,080 --> 00:36:16,239
Speaker 5: I did not because my communication was still good. Hey,

747
00:36:16,680 --> 00:36:19,160
Speaker 5: if you allow me an opportunity, I'll get them out

748
00:36:19,200 --> 00:36:21,799
Speaker 5: the way. Because I tell the government I'm subcontracted. Let

749
00:36:21,800 --> 00:36:25,520
Speaker 5: me get that exactly. Let's make that clear. I'm not

750
00:36:25,880 --> 00:36:28,600
Speaker 5: front to the federal government like it's my company doing

751
00:36:28,600 --> 00:36:31,319
Speaker 5: the work. They know I have a subcontractor out there.

752
00:36:31,440 --> 00:36:33,839
Speaker 5: That's why my communication is tip top. I don't leave

753
00:36:33,880 --> 00:36:37,080
Speaker 5: no stone unturned as it relates to what I'm doing,

754
00:36:37,400 --> 00:36:39,000
Speaker 5: because it's not through subcontracts.

755
00:36:39,160 --> 00:36:42,160
Speaker 4: Through subcontractors get treated differently than like. So if you

756
00:36:42,280 --> 00:36:44,920
Speaker 4: if you're applying for a job and you're a subcontractor

757
00:36:44,960 --> 00:36:47,840
Speaker 4: for flooring, and then a flooring company applies, do you

758
00:36:47,880 --> 00:36:50,440
Speaker 4: think that the flooring company will have more favor because

759
00:36:50,480 --> 00:36:52,080
Speaker 4: they it's directly with them.

760
00:36:52,800 --> 00:36:56,759
Speaker 5: They'll have more they have better pricing. They won't have

761
00:36:56,840 --> 00:37:01,239
Speaker 5: better favor. They have more pricing, though I got to

762
00:37:01,239 --> 00:37:03,279
Speaker 5: put my money on top of yours, right, so they

763
00:37:03,320 --> 00:37:06,080
Speaker 5: have better pricing. But where they have better favor? Nah,

764
00:37:06,440 --> 00:37:10,200
Speaker 5: Because again another myth is people think that the federal

765
00:37:10,200 --> 00:37:13,759
Speaker 5: government just automatically goes with certain companies and that's it.

766
00:37:13,760 --> 00:37:16,440
Speaker 5: It don't work like that, Like they literally take their

767
00:37:16,520 --> 00:37:20,000
Speaker 5: time and price point and say, all right, I don't

768
00:37:20,040 --> 00:37:22,960
Speaker 5: know this company. I've never heard of J. White and Associates.

769
00:37:22,960 --> 00:37:26,319
Speaker 5: But they price is better and their documentation is on point.

770
00:37:26,680 --> 00:37:28,279
Speaker 5: Let's give them a shot. That's how I got my

771
00:37:28,320 --> 00:37:30,080
Speaker 5: first contract because they gave you.

772
00:37:30,080 --> 00:37:31,239
Speaker 6: The lows bitter.

773
00:37:32,040 --> 00:37:35,480
Speaker 5: No, No, they don't always go because they because it's

774
00:37:35,560 --> 00:37:39,560
Speaker 5: it's it's price point and it's documentation. If my if

775
00:37:39,600 --> 00:37:43,200
Speaker 5: you got the lowest price, but Min's is just slightly higher,

776
00:37:43,320 --> 00:37:45,759
Speaker 5: but my documentation is tip top, I'm probably getting.

777
00:37:45,760 --> 00:37:46,960
Speaker 3: If they go with the lowest price, it's going to

778
00:37:47,040 --> 00:37:48,920
Speaker 3: hurt your business, right, because you got to put your

779
00:37:48,960 --> 00:37:52,120
Speaker 3: number on top of this. So you spoke about calling

780
00:37:52,280 --> 00:37:54,040
Speaker 3: on a daily basis. Two things I want to talk

781
00:37:54,040 --> 00:37:56,600
Speaker 3: about because communication is big, huge, and I know that's

782
00:37:56,600 --> 00:37:59,920
Speaker 3: something that you have to actually man study and really

783
00:38:00,680 --> 00:38:03,400
Speaker 3: like master the vernacula of how this business works. But

784
00:38:03,560 --> 00:38:05,960
Speaker 3: what is a day to day look like of somebody

785
00:38:06,000 --> 00:38:06,640
Speaker 3: in your position?

786
00:38:06,960 --> 00:38:09,399
Speaker 5: Yeah, so it's different now, but let me just talk

787
00:38:09,440 --> 00:38:12,920
Speaker 5: real quick about the communication. So I've been a class clown.

788
00:38:13,080 --> 00:38:15,800
Speaker 5: I've been a class clan. We all class clowns disrupt

789
00:38:15,800 --> 00:38:18,520
Speaker 5: the class all the time, right, They do that. So

790
00:38:18,800 --> 00:38:21,560
Speaker 5: not knowing that I was building that skill set of

791
00:38:21,800 --> 00:38:24,680
Speaker 5: learning how to control the room, get the teacher to

792
00:38:24,719 --> 00:38:27,120
Speaker 5: be back on my side, not call my parents, Like

793
00:38:27,160 --> 00:38:28,640
Speaker 5: that was a skill set that I didn't even know

794
00:38:28,719 --> 00:38:32,400
Speaker 5: I was building. So now I know how to speak

795
00:38:32,440 --> 00:38:35,480
Speaker 5: and change up how I need to change up, but

796
00:38:35,600 --> 00:38:39,759
Speaker 5: still be an authority in that lane. So as I'm

797
00:38:39,760 --> 00:38:45,360
Speaker 5: communicating with individuals and businesses and saying, hey, this is

798
00:38:45,400 --> 00:38:47,960
Speaker 5: what I need from you, and I don't need this,

799
00:38:48,040 --> 00:38:50,040
Speaker 5: and I don't need that, and add a little bit

800
00:38:50,120 --> 00:38:52,600
Speaker 5: of twang and swagging and to let them know I'm

801
00:38:52,600 --> 00:38:54,959
Speaker 5: gonna give you human and human interaction, but you're gonna

802
00:38:54,960 --> 00:38:57,600
Speaker 5: know that I'm serious about what I'm talking about as well.

803
00:38:57,960 --> 00:39:02,120
Speaker 5: So that communication piece was a learning curve, but it

804
00:39:02,200 --> 00:39:05,400
Speaker 5: was kind of already in me from the jump. But

805
00:39:05,640 --> 00:39:07,040
Speaker 5: what was the second half of that question?

806
00:39:07,040 --> 00:39:08,919
Speaker 3: The second parties on the on the day to day. Yeah,

807
00:39:09,000 --> 00:39:10,400
Speaker 3: so like you are in the middle man and you

808
00:39:10,440 --> 00:39:13,520
Speaker 3: have the subcontract to doing the work. Are you just

809
00:39:13,640 --> 00:39:16,800
Speaker 3: managing all these contracts? Like what are you doing on this?

810
00:39:16,960 --> 00:39:17,239
Speaker 5: That's it?

811
00:39:17,280 --> 00:39:17,440
Speaker 7: Bro?

812
00:39:18,040 --> 00:39:22,279
Speaker 5: Like I'm not micro managing companies that say they've done

813
00:39:22,280 --> 00:39:24,800
Speaker 5: this for the next for the past ten, fifteen years,

814
00:39:24,840 --> 00:39:27,920
Speaker 5: even five years. I'm not doing that. I'm going to

815
00:39:28,200 --> 00:39:31,960
Speaker 5: call once a week my point of contact over my contract,

816
00:39:32,080 --> 00:39:34,480
Speaker 5: just see what's uping my contract. That's it. I only

817
00:39:34,520 --> 00:39:37,200
Speaker 5: talked to my subcontractor is when it's time for them

818
00:39:37,239 --> 00:39:39,920
Speaker 5: to send me your invoice. I called, actually called them,

819
00:39:40,080 --> 00:39:42,080
Speaker 5: Hey did you send me your invoice yet? Because I

820
00:39:42,120 --> 00:39:43,959
Speaker 5: want to hurry up and pay them so they don't

821
00:39:44,000 --> 00:39:46,480
Speaker 5: say I ain't getting paid, because they will say that.

822
00:39:46,520 --> 00:39:48,760
Speaker 5: They'll say they'll go to the government or go on site.

823
00:39:48,800 --> 00:39:51,800
Speaker 5: Hey the guy I'm working for, he ain't paid me yet.

824
00:39:51,880 --> 00:39:54,920
Speaker 5: So I called the subs and asked for the invoice.

825
00:39:54,960 --> 00:39:57,439
Speaker 5: But a day looks like this, I'm in New York

826
00:39:57,480 --> 00:39:59,440
Speaker 5: with y'all like this what the day look like for me?

827
00:39:59,520 --> 00:40:01,120
Speaker 5: You know what I mean? I got the freedom to

828
00:40:01,160 --> 00:40:03,640
Speaker 5: do whatever I need to do because I'm answering emails

829
00:40:03,640 --> 00:40:04,960
Speaker 5: on my phone, on my laptop.

830
00:40:06,440 --> 00:40:09,360
Speaker 4: Earn your leisure people you have working for you. I

831
00:40:09,360 --> 00:40:12,280
Speaker 4: got a team of seven and what's that customer service?

832
00:40:12,840 --> 00:40:17,480
Speaker 5: Nope? So I got seven different companies inside the database

833
00:40:17,480 --> 00:40:20,560
Speaker 5: of Sam dot gog and each person is over one

834
00:40:20,600 --> 00:40:24,200
Speaker 5: of my companies. So they're they're looking after those contracts

835
00:40:24,280 --> 00:40:28,840
Speaker 5: underneath that company and or submitting new proposals underneath that company.

836
00:40:29,080 --> 00:40:30,960
Speaker 4: So why do you have seven as opposed to just one?

837
00:40:31,160 --> 00:40:33,440
Speaker 5: All right, So that's a good question. You know, nobody

838
00:40:33,480 --> 00:40:37,360
Speaker 5: ever asked me. I actually got created more companies because

839
00:40:37,400 --> 00:40:41,080
Speaker 5: I got scared because I was winning so many contracts

840
00:40:41,120 --> 00:40:44,040
Speaker 5: underneath the first company, and I ain't no. I was like, man,

841
00:40:44,120 --> 00:40:47,200
Speaker 5: I think I needed diverse and just have more contracts

842
00:40:47,239 --> 00:40:49,680
Speaker 5: under different companies. But that was the reason why I

843
00:40:49,680 --> 00:40:52,320
Speaker 5: did it. And then after that I just couldn't handle

844
00:40:52,360 --> 00:40:54,080
Speaker 5: it by myself anymore. So I was like, all right,

845
00:40:54,120 --> 00:40:56,799
Speaker 5: let me get people that I trust and go from there.

846
00:40:56,840 --> 00:40:59,560
Speaker 5: And then I had to teach them obviously what I know.

847
00:41:00,120 --> 00:41:01,120
Speaker 5: And it's working out.

848
00:41:01,160 --> 00:41:03,320
Speaker 4: So if it's like one company, X, y Z company,

849
00:41:03,680 --> 00:41:06,960
Speaker 4: that person that's handling that, there might be seven companies,

850
00:41:07,960 --> 00:41:11,239
Speaker 4: seven jobs contracting from different companies. So they got to

851
00:41:11,520 --> 00:41:15,000
Speaker 4: call about each job. They gotta stay on top of somebody,

852
00:41:15,040 --> 00:41:15,480
Speaker 4: gotta do.

853
00:41:15,440 --> 00:41:19,040
Speaker 5: The workplated yourself for sure, you got I gotta duplicate

854
00:41:19,080 --> 00:41:22,840
Speaker 5: myself because my overall goal. Once I understood it, I

855
00:41:22,840 --> 00:41:25,239
Speaker 5: ain't jump out the wound and was like, oh that's

856
00:41:25,239 --> 00:41:27,200
Speaker 5: what I'm supposed to be doing. Once I understood it,

857
00:41:27,200 --> 00:41:29,840
Speaker 5: I gotta remove myself from my own business so it

858
00:41:29,880 --> 00:41:33,320
Speaker 5: can still run like clockwork. So I duplicated myself seven times.

859
00:41:33,360 --> 00:41:35,880
Speaker 3: So it's almost like, is there one company that is

860
00:41:35,880 --> 00:41:37,680
Speaker 3: the umbrella of all seven or how does that work?

861
00:41:37,719 --> 00:41:37,879
Speaker 7: Yeah?

862
00:41:37,920 --> 00:41:42,560
Speaker 5: Yeah, it is is one, but each company has their

863
00:41:42,640 --> 00:41:45,360
Speaker 5: own UII and cage cold right, Right. But when I

864
00:41:45,440 --> 00:41:48,480
Speaker 5: speak about my company overall, I just speak about the

865
00:41:48,560 --> 00:41:50,759
Speaker 5: umbrother So you said the subsidiary, Sam, is.

866
00:41:50,680 --> 00:41:51,160
Speaker 2: What you use?

867
00:41:51,280 --> 00:41:54,480
Speaker 5: Sam, Let's talk about GSA. Let's get it.

868
00:41:55,239 --> 00:41:57,120
Speaker 3: Let's let's let's let the people know what that is

869
00:41:57,280 --> 00:41:58,279
Speaker 3: and the benefits of using it.

870
00:41:58,600 --> 00:42:02,640
Speaker 5: Yeah, so all right. I always got to speak from

871
00:42:02,640 --> 00:42:05,759
Speaker 5: my perspective, like I only know. Do I have the

872
00:42:05,800 --> 00:42:08,680
Speaker 5: best way to do government contract? I do not? But

873
00:42:08,719 --> 00:42:11,719
Speaker 5: I have an effective way, right, That's it. It's way

874
00:42:11,800 --> 00:42:14,680
Speaker 5: more ways than skinny cat than what I'm talking about.

875
00:42:14,960 --> 00:42:17,080
Speaker 5: I just like to talk about how because it fished

876
00:42:17,120 --> 00:42:23,480
Speaker 5: my lifestyle and we're killing it. Right, So GSA is amazing.

877
00:42:23,680 --> 00:42:26,120
Speaker 5: Let me break down the GSA schedule because a lot

878
00:42:26,120 --> 00:42:29,239
Speaker 5: of people talk about that first when we talk about GSA, right,

879
00:42:29,680 --> 00:42:30,880
Speaker 5: you got the academic GSA.

880
00:42:31,360 --> 00:42:38,319
Speaker 3: Uh, Yeah, General Service Administration cool right, hold me down.

881
00:42:39,000 --> 00:42:43,080
Speaker 5: So the GSA schedule is basically a database where any

882
00:42:43,160 --> 00:42:47,279
Speaker 5: company can get on the schedule and say, hey, I

883
00:42:47,360 --> 00:42:51,360
Speaker 5: have pencils for sale, I got t shirts for sale,

884
00:42:51,680 --> 00:42:54,840
Speaker 5: and then the government goes onto that database and picks

885
00:42:54,880 --> 00:42:58,360
Speaker 5: a company that has whatever product that they need. Now,

886
00:42:58,960 --> 00:43:01,920
Speaker 5: do y'all know how many companies are in the GSA schedule.

887
00:43:01,960 --> 00:43:05,239
Speaker 5: It's hundreds of thousands. So when people say get on

888
00:43:05,280 --> 00:43:07,799
Speaker 5: the GSA schedule, it makes no sense if you try

889
00:43:07,800 --> 00:43:10,040
Speaker 5: and make money because you got a hope in which

890
00:43:10,120 --> 00:43:14,360
Speaker 5: that the government picks you and your product out of

891
00:43:15,680 --> 00:43:18,200
Speaker 5: ten thousand people that selling the same product that you sell,

892
00:43:18,760 --> 00:43:22,640
Speaker 5: that makes no sense. The best benefit for GSA is leasing.

893
00:43:23,480 --> 00:43:27,600
Speaker 5: They lease properties, commercial properties out of this world. That's

894
00:43:27,640 --> 00:43:31,160
Speaker 5: the best benefit of GSA, the best benefit.

895
00:43:31,280 --> 00:43:34,960
Speaker 4: So, like, what's some of the businesses that are most

896
00:43:35,040 --> 00:43:37,520
Speaker 4: likely like, what's some of the good businesses that government

897
00:43:37,520 --> 00:43:39,799
Speaker 4: contracts always come available for?

898
00:43:40,000 --> 00:43:46,600
Speaker 5: Yeah, industry, So I construction, lawn care, services, armed and

899
00:43:46,719 --> 00:43:52,200
Speaker 5: unarmed security. Those are your top government contracts on all

900
00:43:52,360 --> 00:43:55,640
Speaker 5: levels that the federal government will always oh. In transportation,

901
00:43:56,160 --> 00:44:00,239
Speaker 5: they will always look for those type of contracts year

902
00:44:00,280 --> 00:44:02,880
Speaker 5: in a year out like heavy, yo, like heavy.

903
00:44:03,080 --> 00:44:05,440
Speaker 3: So I was thinking this is I was thinking about you,

904
00:44:05,600 --> 00:44:07,640
Speaker 3: And when I was doing research for the interview, I'm like,

905
00:44:07,960 --> 00:44:09,799
Speaker 3: you ain't called me bro, No, no, no, because I

906
00:44:09,800 --> 00:44:10,879
Speaker 3: wanted to ask you right now.

907
00:44:10,960 --> 00:44:11,960
Speaker 5: All right, let's get it.

908
00:44:12,000 --> 00:44:17,000
Speaker 3: Twenty twenty one, they signed the Infrastructure Bill. Obviously there's

909
00:44:17,239 --> 00:44:19,880
Speaker 3: billions of dollars that's going to go into infrastructure. That's trillion,

910
00:44:20,080 --> 00:44:23,640
Speaker 3: trillions of dollars right over a five year spend. At

911
00:44:23,640 --> 00:44:27,080
Speaker 3: that point, what's your reaction to it? Do you think like, oh,

912
00:44:27,120 --> 00:44:29,759
Speaker 3: my gosh, I'm right, this is the perfect time, and

913
00:44:29,760 --> 00:44:31,960
Speaker 3: I'll prepare myself for this moment when I see the

914
00:44:31,960 --> 00:44:34,840
Speaker 3: governments about to spend even more in the industry that

915
00:44:34,840 --> 00:44:35,560
Speaker 3: I'm thriving off.

916
00:44:35,960 --> 00:44:40,480
Speaker 5: Yeah. So nah, I'm just like I've already been positioning

917
00:44:40,640 --> 00:44:45,040
Speaker 5: myself for all of it whenever it comes the federal government.

918
00:44:45,080 --> 00:44:50,360
Speaker 5: Bent already has and Ben had trillions of dollars trillions.

919
00:44:50,400 --> 00:44:53,080
Speaker 5: What's the difference between one trillion and fifty six trillion.

920
00:44:53,440 --> 00:44:55,359
Speaker 5: It ain't one, it's trillions, you know what I'm saying.

921
00:44:55,400 --> 00:44:59,000
Speaker 5: So when you get to a certain level, when the

922
00:44:59,000 --> 00:45:01,920
Speaker 5: federal government says, oh, we're going to add more money

923
00:45:01,960 --> 00:45:05,680
Speaker 5: to an already crazy budget. I just I just smile.

924
00:45:05,800 --> 00:45:07,960
Speaker 5: I mean, I got nice teeth. I just like you

925
00:45:08,040 --> 00:45:09,919
Speaker 5: know what I'm saying, Just kick bang, smile because I've

926
00:45:09,960 --> 00:45:12,640
Speaker 5: already been in that position, and I've already been in

927
00:45:12,640 --> 00:45:15,600
Speaker 5: that world. It makes no sense when people talk about

928
00:45:15,600 --> 00:45:18,480
Speaker 5: government contract and they're like, oh, now you got to

929
00:45:18,520 --> 00:45:20,480
Speaker 5: put forth the effort. Now you need to do this

930
00:45:20,560 --> 00:45:22,919
Speaker 5: and that. No, just do it, and you already gonna

931
00:45:22,960 --> 00:45:25,720
Speaker 5: be set because they're not gonna stop putting. The government

932
00:45:25,760 --> 00:45:29,160
Speaker 5: will never stop putting money into contracts. That's the first thing.

933
00:45:29,200 --> 00:45:33,000
Speaker 5: They will never stop because we know they will never stop.

934
00:45:33,120 --> 00:45:35,719
Speaker 5: And here's the biggest reason, because the federal government do

935
00:45:35,840 --> 00:45:38,879
Speaker 5: not want to allocate their own resources to find their

936
00:45:38,920 --> 00:45:41,279
Speaker 5: own companies to do the work that they're asking for.

937
00:45:41,680 --> 00:45:44,239
Speaker 5: They don't want to do that. Plus on this, on

938
00:45:44,360 --> 00:45:47,040
Speaker 5: top of all that, they're mandated to give us a trillion.

939
00:45:47,239 --> 00:45:50,080
Speaker 5: He take that trillion, and that's just for contracts only.

940
00:45:50,239 --> 00:45:51,480
Speaker 5: But they always been doing that.

941
00:45:52,000 --> 00:45:58,520
Speaker 4: So all your all your contracts geographically located where you live,

942
00:45:58,640 --> 00:46:00,279
Speaker 4: or you have them in different parts of the country.

943
00:46:00,400 --> 00:46:03,520
Speaker 5: Yeah, everywhere. So I just I just recently moved from

944
00:46:03,560 --> 00:46:06,919
Speaker 5: Maryland to Houston last year. Shout out h Town. I've

945
00:46:06,960 --> 00:46:10,600
Speaker 5: only had three contracts in Maryland only because I don't

946
00:46:10,600 --> 00:46:13,080
Speaker 5: care about what's in my backyard. I'm not going to

947
00:46:13,120 --> 00:46:16,040
Speaker 5: the facility. I can't add no value. I don't know

948
00:46:16,040 --> 00:46:17,759
Speaker 5: how to build housing. I mean, I know how to

949
00:46:17,760 --> 00:46:20,200
Speaker 5: cut grass, but if the guy out there got a

950
00:46:20,320 --> 00:46:24,040
Speaker 5: special process and you know, quick chemicals using the grass

951
00:46:24,160 --> 00:46:26,400
Speaker 5: to make it look greener, I can't add no value

952
00:46:26,400 --> 00:46:27,160
Speaker 5: to him.

953
00:46:27,160 --> 00:46:30,080
Speaker 4: So I'm not going to they in person to say, Okay,

954
00:46:30,080 --> 00:46:32,520
Speaker 4: I'm gonna meet with the business that I'm gonna be contracting,

955
00:46:32,640 --> 00:46:36,120
Speaker 4: or I'm just gonna do a walk through everything.

956
00:46:35,960 --> 00:46:39,360
Speaker 5: Over the phone, peep game. I've done that one time

957
00:46:39,760 --> 00:46:42,640
Speaker 5: and I lost all my leverage. Here of the quick story,

958
00:46:43,160 --> 00:46:45,840
Speaker 5: my first million dollar contract flew out to North Dakota.

959
00:46:46,560 --> 00:46:48,840
Speaker 5: I'm sitting down with the point of contact at the

960
00:46:48,880 --> 00:46:53,600
Speaker 5: facility and the subcontractor. I didn't know that the point

961
00:46:53,640 --> 00:46:55,359
Speaker 5: of contact at the facility was going to be at

962
00:46:55,360 --> 00:46:57,600
Speaker 5: this meeting. I just thought I was gonna fly out

963
00:46:57,640 --> 00:47:00,879
Speaker 5: there with my subcontractor. We was gonna kick it. Has

964
00:47:00,880 --> 00:47:03,440
Speaker 5: some drinks and I'm out of it. Man. We was

965
00:47:03,480 --> 00:47:07,400
Speaker 5: at a table like this and they asking questions. But

966
00:47:07,600 --> 00:47:10,399
Speaker 5: who are they asking questions to you? And I don't

967
00:47:10,400 --> 00:47:14,000
Speaker 5: have no answers legit, I don't know. I don't know

968
00:47:14,000 --> 00:47:15,799
Speaker 5: how to do this pipe fit and stuff that I

969
00:47:15,840 --> 00:47:18,320
Speaker 5: just want to contract for. Instantly, I can see in

970
00:47:18,360 --> 00:47:22,120
Speaker 5: they faces this dude, don't know. They tombo, I lost

971
00:47:22,120 --> 00:47:24,840
Speaker 5: the leverage and I lost their respect. So I was like, yo,

972
00:47:25,000 --> 00:47:27,479
Speaker 5: I'm not I'm never going to know. I almost lost

973
00:47:27,480 --> 00:47:30,160
Speaker 5: the contract too. I almost lost the contract. So I'm like,

974
00:47:30,640 --> 00:47:33,680
Speaker 5: if I can't add no real value to whatever the

975
00:47:33,760 --> 00:47:36,200
Speaker 5: actual job is, what's the purpose of me going out

976
00:47:36,239 --> 00:47:38,600
Speaker 5: there shaking in because they gonna ask you questions and

977
00:47:38,640 --> 00:47:41,280
Speaker 5: if you're not prepared, you just lost your leverage.

978
00:47:40,920 --> 00:47:45,760
Speaker 3: When you're doing the subcontracting. Are you making conscious efforts

979
00:47:45,840 --> 00:47:48,920
Speaker 3: to look for minority owned businesses? And I use the

980
00:47:48,960 --> 00:47:52,000
Speaker 3: word minority very lightly because obviously, I mean I saw

981
00:47:52,040 --> 00:47:55,839
Speaker 3: the breakdown of it. Minority just means everybody except white man,

982
00:47:55,960 --> 00:47:57,960
Speaker 3: my man, Yes, sir, right, And so is that a

983
00:47:57,960 --> 00:47:59,600
Speaker 3: conscious effort that your company does?

984
00:47:59,680 --> 00:48:02,480
Speaker 5: Yeah, because I think it's I think it's important to

985
00:48:02,560 --> 00:48:06,480
Speaker 5: understand that a lot of these small businesses, minority and

986
00:48:06,840 --> 00:48:09,480
Speaker 5: or not, they just don't know how to get into

987
00:48:10,280 --> 00:48:13,400
Speaker 5: sam dot gov and get into the government contract in space.

988
00:48:13,560 --> 00:48:16,280
Speaker 5: So I think it's important for me as a middle

989
00:48:16,320 --> 00:48:20,600
Speaker 5: company to find those companies that need this longevity work

990
00:48:20,880 --> 00:48:23,920
Speaker 5: on a government contract. So we're very strategic about that.

991
00:48:24,360 --> 00:48:24,799
Speaker 5: That's right.

992
00:48:25,840 --> 00:48:28,360
Speaker 4: Do companies reach out to you at this point or

993
00:48:28,440 --> 00:48:30,399
Speaker 4: you still got to call cold call?

994
00:48:30,840 --> 00:48:31,040
Speaker 7: Yeah?

995
00:48:31,120 --> 00:48:36,239
Speaker 5: Yeah, so yes, And though cold calling is the best

996
00:48:36,280 --> 00:48:38,759
Speaker 5: way because a new company is sprouting up, that got

997
00:48:40,000 --> 00:48:42,480
Speaker 5: if it's a company that's been doing the same business

998
00:48:42,520 --> 00:48:45,799
Speaker 5: for the same way for fifteen years, but a new

999
00:48:45,840 --> 00:48:48,200
Speaker 5: guy just popped up on the scene and he got

1000
00:48:48,239 --> 00:48:51,160
Speaker 5: all this new technology can do things quicker. I'd rather

1001
00:48:51,200 --> 00:48:54,000
Speaker 5: talk to him than a dinosaur. So we always want

1002
00:48:54,000 --> 00:48:56,400
Speaker 5: a cold call and just see what's out there. We

1003
00:48:56,440 --> 00:48:58,560
Speaker 5: do have businesses that look for us. But remember I

1004
00:48:58,640 --> 00:49:02,120
Speaker 5: told you earlier, I don't want to just strategically look

1005
00:49:02,200 --> 00:49:05,400
Speaker 5: for this type of contract for this company because they

1006
00:49:05,520 --> 00:49:08,080
Speaker 5: reaching out to me. That that way is too long.

1007
00:49:08,360 --> 00:49:12,440
Speaker 5: It's already h it's already not a short process, So

1008
00:49:12,520 --> 00:49:15,000
Speaker 5: I don't want to make it even longer by only

1009
00:49:15,040 --> 00:49:17,040
Speaker 5: looking for this type of contract. That's just too much.

1010
00:49:17,080 --> 00:49:19,239
Speaker 3: You said something and you kind of breezed over it,

1011
00:49:19,239 --> 00:49:20,160
Speaker 3: but we gotta come back to it.

1012
00:49:20,239 --> 00:49:20,680
Speaker 5: Let's get it.

1013
00:49:20,680 --> 00:49:22,280
Speaker 3: You said your first million dollar deal.

1014
00:49:24,040 --> 00:49:27,839
Speaker 5: He got my pockets, baby, don't cut my pockets. Say

1015
00:49:27,920 --> 00:49:30,719
Speaker 5: I ain't holding that, baby, I ain't got it.

1016
00:49:30,840 --> 00:49:33,640
Speaker 3: I still don't got it. Don't get it twisted, don't

1017
00:49:33,680 --> 00:49:37,240
Speaker 3: he don't have it. But even getting to that point,

1018
00:49:37,280 --> 00:49:40,920
Speaker 3: like I mean, that's that's always a milestone in somebody's

1019
00:49:40,960 --> 00:49:43,799
Speaker 3: business career is like yo, that first million. So let's

1020
00:49:43,840 --> 00:49:46,759
Speaker 3: talk about that deal. How'd you feel going into it?

1021
00:49:46,800 --> 00:49:49,400
Speaker 3: And how did life change after it?

1022
00:49:49,560 --> 00:49:54,080
Speaker 5: I love how y'all break down a million dollars, right, y'all.

1023
00:49:54,160 --> 00:49:56,520
Speaker 5: I can't remember an interview, but I think y'all both

1024
00:49:56,640 --> 00:49:59,880
Speaker 5: say it. You know, often when you get a mi

1025
00:50:00,000 --> 00:50:03,000
Speaker 5: million is not really a million, you know what I'm saying.

1026
00:50:03,160 --> 00:50:05,560
Speaker 5: So when I say my first million dollar contract, the

1027
00:50:05,640 --> 00:50:08,360
Speaker 5: contract was valued at a million, but every one is

1028
00:50:08,400 --> 00:50:11,520
Speaker 5: a million. It wasn't a million dollars on the podcast, right, right, right?

1029
00:50:11,719 --> 00:50:14,279
Speaker 5: But when I did get that, let me talk about

1030
00:50:14,280 --> 00:50:15,680
Speaker 5: the contract first. I was excited.

1031
00:50:16,360 --> 00:50:16,720
Speaker 4: Earners.

1032
00:50:16,760 --> 00:50:17,319
Speaker 5: What's going on?

1033
00:50:17,480 --> 00:50:17,800
Speaker 7: Listen?

1034
00:50:17,960 --> 00:50:22,239
Speaker 3: Eylu is relaunching, revamping, retooling. That's why we're creating a

1035
00:50:22,440 --> 00:50:24,960
Speaker 3: new educational experience. That's more expensive.

1036
00:50:25,080 --> 00:50:25,840
Speaker 5: Shoty telling we.

1037
00:50:25,880 --> 00:50:29,040
Speaker 4: Got yes twenty twenty three, he got a lot. It's

1038
00:50:29,040 --> 00:50:31,239
Speaker 4: still a lot planning for you guys. So you know

1039
00:50:31,320 --> 00:50:35,200
Speaker 4: that EYLU already includes monthly financial planning calls with Me,

1040
00:50:35,360 --> 00:50:38,480
Speaker 4: book Club calls with Troy, real estate calls with MG

1041
00:50:38,560 --> 00:50:42,280
Speaker 4: the mortgage got access to the Home Buying Blueprint Volume

1042
00:50:42,320 --> 00:50:45,560
Speaker 4: one and Volume two. Part of the revamp will include

1043
00:50:45,760 --> 00:50:49,520
Speaker 4: twenty seven local chapters from across the United States, live

1044
00:50:49,680 --> 00:50:53,960
Speaker 4: interactive teaching hands on not just pre recorded videos, plus

1045
00:50:54,200 --> 00:50:57,000
Speaker 4: fifteen brand new curriculums.

1046
00:50:57,040 --> 00:50:58,960
Speaker 3: The biggest just got bigger.

1047
00:50:59,120 --> 00:51:02,680
Speaker 7: Head over the e L university dot com. That's E

1048
00:51:03,000 --> 00:51:06,840
Speaker 7: Y L you n I V E R s I

1049
00:51:07,320 --> 00:51:09,440
Speaker 7: T Y dot com.

1050
00:51:09,800 --> 00:51:13,360
Speaker 5: See you there. The federal government started to recognize my

1051
00:51:13,480 --> 00:51:16,920
Speaker 5: company as a company that can handle this level of

1052
00:51:16,960 --> 00:51:19,439
Speaker 5: a contract, because it's all different levels when you start

1053
00:51:19,480 --> 00:51:22,080
Speaker 5: to get to that type of money. So they start

1054
00:51:22,160 --> 00:51:24,880
Speaker 5: to recognize that I can handle this million dollar contract.

1055
00:51:25,040 --> 00:51:29,200
Speaker 5: Final problem. Now I'm getting more of those. They're calling

1056
00:51:29,239 --> 00:51:32,320
Speaker 5: me sole source. When you are sold source, the federal

1057
00:51:32,320 --> 00:51:36,720
Speaker 5: government strategically looks for your company to handle whatever industry

1058
00:51:36,719 --> 00:51:39,719
Speaker 5: of contract that is. So that changed drastically after that

1059
00:51:39,760 --> 00:51:44,080
Speaker 5: first million dollar contract and you know, just smiling from

1060
00:51:44,120 --> 00:51:48,200
Speaker 5: it to is man, I'm still I'm always a humble dude.

1061
00:51:48,239 --> 00:51:51,040
Speaker 5: I ain't never no guy to try to act like

1062
00:51:51,120 --> 00:51:54,360
Speaker 5: because I when I got that first million dollar contract,

1063
00:51:54,400 --> 00:51:56,440
Speaker 5: now let me you know my stuff don't stink et

1064
00:51:56,480 --> 00:51:58,840
Speaker 5: cetera something. Now, I still was grinding, I still was

1065
00:51:59,160 --> 00:52:01,160
Speaker 5: hitting them. Let me get another one that now that

1066
00:52:01,239 --> 00:52:03,320
Speaker 5: I tasted it, let me get another one. Let me

1067
00:52:03,320 --> 00:52:05,319
Speaker 5: see what another one looks like. It feels like, so

1068
00:52:05,600 --> 00:52:06,319
Speaker 5: we just kept going.

1069
00:52:06,680 --> 00:52:09,319
Speaker 3: Is a process? I mean any more difficult to get that?

1070
00:52:09,360 --> 00:52:11,600
Speaker 3: I mean because I feel like the way you're explaining

1071
00:52:11,600 --> 00:52:13,759
Speaker 3: it is like, yo, hit some singles here, some singles here,

1072
00:52:13,840 --> 00:52:15,200
Speaker 3: some sing I got to build up my bat and

1073
00:52:15,239 --> 00:52:17,919
Speaker 3: average to actually get that million dollar deal. But after

1074
00:52:17,960 --> 00:52:20,480
Speaker 3: you get it, now it's almost like a you got

1075
00:52:20,480 --> 00:52:23,319
Speaker 3: like a Michelin star on you, right, yeah, yeah, and work,

1076
00:52:23,640 --> 00:52:26,080
Speaker 3: because if the deal for become easier at that level,

1077
00:52:26,280 --> 00:52:27,480
Speaker 3: it kind of feels like that.

1078
00:52:27,880 --> 00:52:29,840
Speaker 5: I don't I'm not one hundred percent sure, but it

1079
00:52:29,880 --> 00:52:32,239
Speaker 5: definitely kind of feels like that. After you get that

1080
00:52:32,320 --> 00:52:35,520
Speaker 5: one knocked out, I still went back and got some

1081
00:52:35,560 --> 00:52:37,880
Speaker 5: of the smaller ones, the smaller ones still was coming

1082
00:52:37,920 --> 00:52:40,279
Speaker 5: to me easy to let me get those two. But

1083
00:52:40,400 --> 00:52:45,360
Speaker 5: it does feel like it was easier to navigate that

1084
00:52:45,600 --> 00:52:49,200
Speaker 5: five million dollars right the six million dollar value contrasts

1085
00:52:49,239 --> 00:52:51,880
Speaker 5: now and now it's not even a big deal. There

1086
00:52:51,920 --> 00:52:56,920
Speaker 5: are levels to it, meaning like my paperwork has to

1087
00:52:56,960 --> 00:53:00,960
Speaker 5: be sufficient, my timing has to be and I don't

1088
00:53:01,000 --> 00:53:04,560
Speaker 5: get that from not knowing nothing about government contracts. Are

1089
00:53:04,600 --> 00:53:06,799
Speaker 5: going straight to a million dollar contract like that, that

1090
00:53:06,800 --> 00:53:08,759
Speaker 5: don't even make sense. That's why when people talk to me,

1091
00:53:09,040 --> 00:53:12,319
Speaker 5: I rarely talk about million dollar contracts, because if you're

1092
00:53:12,360 --> 00:53:18,840
Speaker 5: getting five thousand dollars profit on a four hundred thousand

1093
00:53:18,880 --> 00:53:21,960
Speaker 5: dollar value contract per month, and you get three of those,

1094
00:53:22,000 --> 00:53:24,640
Speaker 5: you had fifteen thousand dollars a month, and most people

1095
00:53:24,719 --> 00:53:27,239
Speaker 5: residually for four years, and most people don't even know

1096
00:53:27,239 --> 00:53:30,799
Speaker 5: what that looks like without doing the work. So the

1097
00:53:30,880 --> 00:53:33,839
Speaker 5: million dollar contracts are amazing, and I think it does

1098
00:53:33,880 --> 00:53:35,960
Speaker 5: become easier for the federal government to look at you

1099
00:53:36,000 --> 00:53:40,200
Speaker 5: as a big boy. But them five thousand, them twelve

1100
00:53:40,280 --> 00:53:43,600
Speaker 5: hundred dollars one three thousand dollar contract, they out there chilling.

1101
00:53:43,640 --> 00:53:46,680
Speaker 4: So you only go for the federal. But you said,

1102
00:53:46,760 --> 00:53:51,040
Speaker 4: like there's state and local government contracts as well. What's

1103
00:53:51,080 --> 00:53:53,120
Speaker 4: the difference in why do you prefer just federal or

1104
00:53:53,120 --> 00:53:54,080
Speaker 4: not stay in local.

1105
00:53:54,200 --> 00:53:56,400
Speaker 5: I jumped out of the porch and learned on the

1106
00:53:56,440 --> 00:53:59,200
Speaker 5: federal level, and then be learning the federal level. I

1107
00:53:59,400 --> 00:54:02,440
Speaker 5: noticed that there's so much red tape with the local

1108
00:54:02,840 --> 00:54:06,279
Speaker 5: and the state. The state states that you have to

1109
00:54:06,320 --> 00:54:08,640
Speaker 5: be in business for so long before you can even

1110
00:54:08,719 --> 00:54:13,440
Speaker 5: be awarded a contract. The local and the state requires

1111
00:54:13,480 --> 00:54:16,959
Speaker 5: you to have certain certifications before you can submit proposals.

1112
00:54:17,360 --> 00:54:20,440
Speaker 5: Then how their documentation look from what I from what

1113
00:54:20,480 --> 00:54:24,319
Speaker 5: I seen and heard, it's just not as clear as

1114
00:54:24,320 --> 00:54:26,959
Speaker 5: it can be. The federal level is like we black

1115
00:54:26,960 --> 00:54:28,799
Speaker 5: and white. It's this and that, and it ain't no

1116
00:54:28,880 --> 00:54:30,880
Speaker 5: red tape. If a guy like me, I barely graduated

1117
00:54:30,960 --> 00:54:33,680
Speaker 5: high school, I went to college a year and some change,

1118
00:54:33,960 --> 00:54:37,200
Speaker 5: but I was terrible in college, man, because I don't

1119
00:54:37,200 --> 00:54:39,280
Speaker 5: want no patients. So if a guy like me barely

1120
00:54:39,320 --> 00:54:41,360
Speaker 5: graduated high school, don't like to read, and don't have

1121
00:54:41,400 --> 00:54:44,319
Speaker 5: no patients, figured it out on the federal level, I'm like,

1122
00:54:44,360 --> 00:54:46,920
Speaker 5: all right, this is the to me, this is the

1123
00:54:47,040 --> 00:54:50,960
Speaker 5: easiest path to start government contracting, and then you can

1124
00:54:51,000 --> 00:54:52,759
Speaker 5: work your way through any level you want once you

1125
00:54:52,760 --> 00:54:54,560
Speaker 5: know what the process looks like. Yeah.

1126
00:54:54,600 --> 00:54:57,040
Speaker 3: So even with the small tail ones, you said you

1127
00:54:57,280 --> 00:54:58,319
Speaker 3: don't do percentages.

1128
00:54:58,760 --> 00:54:59,000
Speaker 5: Yeah.

1129
00:54:59,080 --> 00:55:03,640
Speaker 3: So if somebody starting what should they base their revenue on?

1130
00:55:03,840 --> 00:55:06,000
Speaker 3: Is it just like, Yo, this is the number I'm

1131
00:55:06,000 --> 00:55:08,240
Speaker 3: starting with, Like, how do I create If I'm getting

1132
00:55:08,239 --> 00:55:10,600
Speaker 3: one thousand dollars for the contract? How do I do

1133
00:55:10,760 --> 00:55:12,440
Speaker 3: Am I putting five hundred on? Like? How do I

1134
00:55:12,480 --> 00:55:12,799
Speaker 3: do that?

1135
00:55:12,920 --> 00:55:16,399
Speaker 5: Yeah? So when you buy your first house, you're gonna

1136
00:55:16,440 --> 00:55:19,160
Speaker 5: look at how many like four, five and six and seven,

1137
00:55:19,160 --> 00:55:23,240
Speaker 5: because you're a price comparing. When I'm looking for somebody,

1138
00:55:23,360 --> 00:55:25,120
Speaker 5: give me a quote to cut this grass, I ain't

1139
00:55:25,120 --> 00:55:27,960
Speaker 5: gonna just call one company and take their word for it, right,

1140
00:55:28,040 --> 00:55:30,000
Speaker 5: So if you give me a quote for one thousand dollars,

1141
00:55:30,080 --> 00:55:33,480
Speaker 5: I'm gonna call you what you charging for the same work. Now,

1142
00:55:33,920 --> 00:55:36,640
Speaker 5: if you a thousand and you three thousand, I can

1143
00:55:36,760 --> 00:55:40,279
Speaker 5: physically see what my profit is is two thousand. It's

1144
00:55:40,280 --> 00:55:42,960
Speaker 5: the same job. But y'all charging me differently. Okay, I

1145
00:55:43,000 --> 00:55:45,839
Speaker 5: ain't even asking why. That don't even matter. I'm gonna

1146
00:55:45,840 --> 00:55:48,000
Speaker 5: go with the lowest price. But my man charging me

1147
00:55:48,080 --> 00:55:51,000
Speaker 5: three thousand dollars. So now I can physically. See, I

1148
00:55:51,040 --> 00:55:53,319
Speaker 5: got two thousand dollars to play with. Plus I know

1149
00:55:53,360 --> 00:55:55,640
Speaker 5: in my mind the federal government is doing their own

1150
00:55:55,680 --> 00:55:58,480
Speaker 5: market research. Plus I know that. So now I'm putting

1151
00:55:58,520 --> 00:56:00,960
Speaker 5: all those factors in together, and now I'm coming up

1152
00:56:01,000 --> 00:56:03,279
Speaker 5: with my price point to put on top of his

1153
00:56:03,440 --> 00:56:04,040
Speaker 5: thousand dollars.

1154
00:56:04,080 --> 00:56:08,520
Speaker 4: Quote, what's your favorite industry that you personally like the

1155
00:56:08,560 --> 00:56:10,400
Speaker 4: most to use for government.

1156
00:56:10,440 --> 00:56:14,560
Speaker 5: During their inauguration? Transportation? Like, that's my favorite.

1157
00:56:14,640 --> 00:56:16,880
Speaker 6: SUV transportation or suv.

1158
00:56:16,640 --> 00:56:22,439
Speaker 5: And busses like charter busses. That is my favorite. Every inauguration,

1159
00:56:22,800 --> 00:56:27,520
Speaker 5: the transportation industry go crazy to the point where the

1160
00:56:27,560 --> 00:56:30,919
Speaker 5: federal government just like, yo, we need the transportation here

1161
00:56:31,560 --> 00:56:34,239
Speaker 5: have it? That ain't a budget favorite because it ain't

1162
00:56:34,280 --> 00:56:37,760
Speaker 5: no budget. There's no budget. Whatever you want charge Listen,

1163
00:56:38,000 --> 00:56:41,960
Speaker 5: there's no budget. Four bus loads from the City of

1164
00:56:42,080 --> 00:56:46,960
Speaker 5: Richmond to DC. Four How much y'all think somebody would

1165
00:56:47,000 --> 00:56:50,160
Speaker 5: charge me for that? Just a wild guess. It don't

1166
00:56:50,160 --> 00:56:50,560
Speaker 5: even matter.

1167
00:56:50,800 --> 00:56:52,200
Speaker 6: Three thousand, three.

1168
00:56:51,960 --> 00:56:54,400
Speaker 5: Thousand the bus, right, So that's twelve thousand because I

1169
00:56:54,400 --> 00:56:56,960
Speaker 5: said four buses. Look, you see, I'm good at math, right,

1170
00:56:57,040 --> 00:57:00,359
Speaker 5: I badly graduated, but math is my thing. So that's

1171
00:57:00,360 --> 00:57:07,480
Speaker 5: twelve thousand dollars. I've literally done three thousand percent on

1172
00:57:07,520 --> 00:57:09,960
Speaker 5: top of that twelve thousand. I was during the inauguration.

1173
00:57:10,280 --> 00:57:12,200
Speaker 3: I'm thinking charter bus because we used to take charge

1174
00:57:12,239 --> 00:57:13,799
Speaker 3: bus to DC. They used to charge like ten.

1175
00:57:13,960 --> 00:57:17,080
Speaker 5: You can bust them in the face like that. Like

1176
00:57:17,120 --> 00:57:19,840
Speaker 5: the crazy nigga is the government knows they need to

1177
00:57:19,880 --> 00:57:23,680
Speaker 5: get these people from this location to that location. Then

1178
00:57:23,840 --> 00:57:27,760
Speaker 5: now when we talk about the private suv, oh my gosh,

1179
00:57:27,840 --> 00:57:28,920
Speaker 5: like and you take it reasy.

1180
00:57:29,240 --> 00:57:31,680
Speaker 3: The buses are being transported now from justition, but the

1181
00:57:31,720 --> 00:57:34,120
Speaker 3: further you go out, obviously you can put more on it.

1182
00:57:34,160 --> 00:57:35,760
Speaker 3: And there's the multiple cities that are coming to d C.

1183
00:57:36,080 --> 00:57:39,400
Speaker 5: Yes, but the federal government strategically is saying we need

1184
00:57:39,440 --> 00:57:42,800
Speaker 5: this group of people to come from here to he y'all.

1185
00:57:42,880 --> 00:57:45,840
Speaker 5: Y'all know when they storing the White House. Yeah, yeah,

1186
00:57:46,080 --> 00:57:48,400
Speaker 5: we had a buslot. We had a contract that was

1187
00:57:48,480 --> 00:57:51,120
Speaker 5: already in the books, already in the books. But my

1188
00:57:51,280 --> 00:57:55,320
Speaker 5: man saw that they stormed the bus the Capitol. He like,

1189
00:57:55,360 --> 00:57:57,440
Speaker 5: I ain't coming, man, you gotta find somebody else to

1190
00:57:57,480 --> 00:58:00,920
Speaker 5: do it. I lost out profit fit three hundred and

1191
00:58:00,960 --> 00:58:05,320
Speaker 5: seventy five thousand profit loss. So That's what I'm telling you.

1192
00:58:05,360 --> 00:58:09,400
Speaker 5: When you ask me my favorite transportation during the inauguration,

1193
00:58:09,600 --> 00:58:11,160
Speaker 5: it's like, it's unreal.

1194
00:58:11,440 --> 00:58:14,040
Speaker 3: Is there anybody that is not eligible to be to

1195
00:58:14,120 --> 00:58:17,520
Speaker 3: do government contracting? Like can you not have a criminal wreck?

1196
00:58:17,600 --> 00:58:19,800
Speaker 3: Like what are the variables of people who cannot do it?

1197
00:58:19,960 --> 00:58:22,560
Speaker 5: Everybody can do it because it's business a business, So

1198
00:58:22,600 --> 00:58:25,200
Speaker 5: it's b to B as long as my as long

1199
00:58:25,240 --> 00:58:29,240
Speaker 5: as my company is within good standings with whatever state

1200
00:58:29,280 --> 00:58:33,560
Speaker 5: that I created, my LLC you good criminal records and

1201
00:58:33,600 --> 00:58:37,000
Speaker 5: feeling and sketchy pass has no bearing on you being

1202
00:58:37,080 --> 00:58:40,840
Speaker 5: awarded a federal government contract. Now, to your point earlier,

1203
00:58:41,080 --> 00:58:43,439
Speaker 5: if I'm excited and I want to just go see

1204
00:58:43,440 --> 00:58:46,000
Speaker 5: what my contract doing, and I got a feeling, I

1205
00:58:46,040 --> 00:58:48,320
Speaker 5: probably can't go into the base, so you just gotta chill.

1206
00:58:48,680 --> 00:58:51,000
Speaker 5: But it has no bearing on me being awarded a

1207
00:58:51,040 --> 00:58:52,360
Speaker 5: federal government contract.

1208
00:58:52,720 --> 00:58:56,080
Speaker 4: So what's your goal with your company? Like, what do

1209
00:58:56,080 --> 00:58:58,760
Speaker 4: you see it as far as ten years? Like scaling it?

1210
00:59:00,320 --> 00:59:02,320
Speaker 5: Yeah, man, I haven't even thought that far.

1211
00:59:02,440 --> 00:59:02,680
Speaker 3: Man.

1212
00:59:03,200 --> 00:59:07,000
Speaker 5: So I've already started to notice that my kids, my

1213
00:59:07,080 --> 00:59:10,720
Speaker 5: son and my daughter, they kind of talk about government contracting.

1214
00:59:10,760 --> 00:59:13,080
Speaker 5: They want to see what that's like. So passing that

1215
00:59:13,160 --> 00:59:15,040
Speaker 5: off to them. But I just want to go to

1216
00:59:15,080 --> 00:59:20,320
Speaker 5: the wheels fall off. Man, I think I've already scaled.

1217
00:59:20,360 --> 00:59:22,520
Speaker 5: I don't think I reached a ceiling, but I think

1218
00:59:22,520 --> 00:59:24,920
Speaker 5: I've already scaled to the point where I can just

1219
00:59:25,120 --> 00:59:27,800
Speaker 5: maneuver lateral. I don't got to go up anymore. I

1220
00:59:27,800 --> 00:59:30,760
Speaker 5: can just go, you know, side to side now because

1221
00:59:31,000 --> 00:59:33,600
Speaker 5: I'm a valuable vendor. All of my companies are valuable

1222
00:59:33,640 --> 00:59:35,919
Speaker 5: vendors to the federal government, so were good. I think

1223
00:59:36,120 --> 00:59:40,880
Speaker 5: scaling for me goes to how I'm teaching it and

1224
00:59:40,920 --> 00:59:44,400
Speaker 5: the platforms I'm being a part of creating. So ten

1225
00:59:44,480 --> 00:59:49,840
Speaker 5: years from today with the teaching platform, looks like a university.

1226
00:59:53,480 --> 00:59:55,680
Speaker 4: So what was the benefit of going to the boss

1227
00:59:55,720 --> 00:59:59,000
Speaker 4: up conference. Let's talk about that a little bit. That

1228
00:59:59,120 --> 01:00:03,120
Speaker 4: was dope, man. I didn't know what to expect. Whoever

1229
01:00:03,160 --> 01:00:06,920
Speaker 4: went that first year, nobody knew what to expect. I'm

1230
01:00:07,080 --> 01:00:09,160
Speaker 4: be real with y'all, like I continue to be.

1231
01:00:09,360 --> 01:00:10,520
Speaker 5: I just thought I was gonna be in the room

1232
01:00:10,600 --> 01:00:16,520
Speaker 5: kicking it with Ross. I got, man, what how much

1233
01:00:16,640 --> 01:00:18,720
Speaker 5: that's it? Man? We going? You know what I'm saying.

1234
01:00:19,040 --> 01:00:21,680
Speaker 5: I didn't know that they were setting it up to

1235
01:00:21,720 --> 01:00:25,800
Speaker 5: where entrepreneurs could vibe and rock out with each other

1236
01:00:25,800 --> 01:00:28,120
Speaker 5: and do work with each other and then even create

1237
01:00:28,160 --> 01:00:31,760
Speaker 5: deals with Ross himself. So that's been to experience. My

1238
01:00:31,840 --> 01:00:34,360
Speaker 5: relationship with Ross is a real relationship, you know what

1239
01:00:34,360 --> 01:00:36,600
Speaker 5: I mean, Because I think a lot of people that

1240
01:00:36,720 --> 01:00:40,160
Speaker 5: came to that boss Up conference, like I said, didn't

1241
01:00:40,160 --> 01:00:42,960
Speaker 5: know what to expect, but then automatically thought Ross was

1242
01:00:43,000 --> 01:00:47,520
Speaker 5: gonna be your boy. No, sir, not even close. You

1243
01:00:47,560 --> 01:00:51,480
Speaker 5: know what I'm saying. Ross busy. He a cool guy,

1244
01:00:51,520 --> 01:00:54,240
Speaker 5: but he busy. He don't need more friends. You know

1245
01:00:54,240 --> 01:00:56,720
Speaker 5: what I'm saying. If you presented something to him that's

1246
01:00:56,720 --> 01:01:00,200
Speaker 5: of value, trust me, my man gonna listen. But then

1247
01:01:00,320 --> 01:01:02,480
Speaker 5: I think for me, the biggest thing was just getting

1248
01:01:02,480 --> 01:01:06,320
Speaker 5: the chance to rock with the entrepreneurs that are doing

1249
01:01:06,360 --> 01:01:09,160
Speaker 5: it at at the scale that I wasn't even thinking about.

1250
01:01:09,640 --> 01:01:11,960
Speaker 5: So I that was the biggest benefit for me to

1251
01:01:12,080 --> 01:01:13,880
Speaker 5: rock out with them and then just go from there.

1252
01:01:13,920 --> 01:01:15,760
Speaker 3: Sometimes you get in the room and it inspires you

1253
01:01:15,920 --> 01:01:18,120
Speaker 3: from somebody else's vision, Right, you see something that they're doing,

1254
01:01:18,160 --> 01:01:20,640
Speaker 3: It's like, all right, I can implement that into my game.

1255
01:01:21,080 --> 01:01:22,880
Speaker 5: It ain't always about the dude on the stage and.

1256
01:01:22,960 --> 01:01:25,240
Speaker 3: Know who you sit so are so like in this space.

1257
01:01:25,800 --> 01:01:27,880
Speaker 3: I mean, like I see you. You're the prominent figure

1258
01:01:28,400 --> 01:01:30,560
Speaker 3: for us. Like every time I think goverment contractor I

1259
01:01:30,600 --> 01:01:33,160
Speaker 3: think you appreciate. Was this somebody I know your man

1260
01:01:33,160 --> 01:01:36,000
Speaker 3: put you on game. Is he's still relevant in your

1261
01:01:36,600 --> 01:01:38,440
Speaker 3: the guidance of what you're doing now? Or is there

1262
01:01:38,480 --> 01:01:39,920
Speaker 3: are there mentors that you look to now?

1263
01:01:40,200 --> 01:01:44,080
Speaker 5: Yeah? So I don't have. Unfortunately for me, I've had

1264
01:01:44,160 --> 01:01:49,000
Speaker 5: a few mentors and government contracting, but just about big

1265
01:01:49,040 --> 01:01:54,240
Speaker 5: stuff like missiles and factories and stuff like that. So yeah,

1266
01:01:54,520 --> 01:01:57,200
Speaker 5: we're still in the works with that. But my man

1267
01:01:57,360 --> 01:02:00,000
Speaker 5: never taught me. He just said, I'm a douke government.

1268
01:02:00,320 --> 01:02:02,120
Speaker 5: He ain't know what he was gonna do, so he

1269
01:02:02,240 --> 01:02:04,440
Speaker 5: never taught me. I actually taught him. So I still

1270
01:02:04,480 --> 01:02:06,960
Speaker 5: mentor him. But he doing he being in real estate now,

1271
01:02:06,960 --> 01:02:09,480
Speaker 5: he really not fooling with He got fourteen or fifteen

1272
01:02:09,520 --> 01:02:12,320
Speaker 5: contracts or something like that, but he rather take his

1273
01:02:12,400 --> 01:02:16,280
Speaker 5: money and food with real estate. But it's nobody like

1274
01:02:16,480 --> 01:02:19,600
Speaker 5: I can say, and not even on no cocky stuff.

1275
01:02:19,600 --> 01:02:21,720
Speaker 5: Man's nobody can say that. I just be like, yo,

1276
01:02:21,800 --> 01:02:24,880
Speaker 5: I look to this person for government contracts because everybody

1277
01:02:26,400 --> 01:02:29,560
Speaker 5: seems to teach and do things a different way to

1278
01:02:29,600 --> 01:02:32,040
Speaker 5: the point where if somebody's trying to learn it, they

1279
01:02:32,040 --> 01:02:34,000
Speaker 5: get twisted up like a presser. They don't know which

1280
01:02:34,080 --> 01:02:36,000
Speaker 5: what way to do it or which way to believe.

1281
01:02:36,320 --> 01:02:39,600
Speaker 5: So you gotta make sure if you're teaching in this space,

1282
01:02:39,600 --> 01:02:42,560
Speaker 5: you gotta make it easy. Man. You just got to

1283
01:02:42,600 --> 01:02:45,760
Speaker 5: make the information easy to digest to make somebody want

1284
01:02:45,800 --> 01:02:46,720
Speaker 5: to execute that.

1285
01:02:46,840 --> 01:02:48,880
Speaker 3: You bring up a good point there. When you're doing

1286
01:02:48,880 --> 01:02:53,160
Speaker 3: the government contracts, are you traditionally looking for multi year

1287
01:02:53,200 --> 01:02:55,640
Speaker 3: deals and then when it comes time for renewals, what

1288
01:02:55,680 --> 01:02:56,400
Speaker 3: does that look like?

1289
01:02:56,480 --> 01:02:56,600
Speaker 5: Right?

1290
01:02:56,640 --> 01:02:58,240
Speaker 3: Cause that's not like we know that from sports, but

1291
01:02:58,280 --> 01:02:59,560
Speaker 3: like Eve heard that.

1292
01:02:59,560 --> 01:03:02,160
Speaker 5: Yeah, yeah, so I have to look for multiple deals because,

1293
01:03:02,240 --> 01:03:04,400
Speaker 5: like I said, I'm not trying to just hustle all

1294
01:03:04,440 --> 01:03:07,600
Speaker 5: my life. I want to create platforms in the ground

1295
01:03:07,720 --> 01:03:10,320
Speaker 5: for residual income. So if I get two or three

1296
01:03:10,360 --> 01:03:13,120
Speaker 5: contracts for four or five years, I'm good for at

1297
01:03:13,200 --> 01:03:15,720
Speaker 5: least four years. You know what I man, I'm good

1298
01:03:15,760 --> 01:03:18,400
Speaker 5: off of two contracts. But it looks like this. You

1299
01:03:18,440 --> 01:03:21,120
Speaker 5: get the base year, that's good, that's your twelve months.

1300
01:03:21,200 --> 01:03:23,720
Speaker 5: But when an option year comes up, the federal government says, hey,

1301
01:03:24,160 --> 01:03:27,040
Speaker 5: we want to exercise our option year. Are you willing

1302
01:03:27,080 --> 01:03:30,000
Speaker 5: to stay on this contract? And if so, are you

1303
01:03:30,080 --> 01:03:31,960
Speaker 5: going to charge us more money? So you get an

1304
01:03:32,000 --> 01:03:35,520
Speaker 5: opportunity to negotiate your price point from the previous year

1305
01:03:35,640 --> 01:03:38,280
Speaker 5: going into the next option year if they choose to

1306
01:03:38,320 --> 01:03:43,000
Speaker 5: exercise you. But in my case, I've always gotten the

1307
01:03:43,360 --> 01:03:45,440
Speaker 5: first option year. After that I got the rest of

1308
01:03:45,480 --> 01:03:49,840
Speaker 5: the contract. That's tricky. Yeah, it overshoot it you're done. Yeah.

1309
01:03:49,920 --> 01:03:51,960
Speaker 5: If you overshoot, they gonna put it back out for bid.

1310
01:03:52,240 --> 01:03:54,720
Speaker 5: But that's why I always keep my head. The government

1311
01:03:54,760 --> 01:03:57,200
Speaker 5: does their own market research. So once I got that

1312
01:03:57,320 --> 01:04:00,120
Speaker 5: in my head, I know to always be competitive and

1313
01:04:00,120 --> 01:04:03,080
Speaker 5: not price gals, because it's always about letting the compound

1314
01:04:03,080 --> 01:04:03,960
Speaker 5: effect take effect.

1315
01:04:04,880 --> 01:04:07,960
Speaker 4: You haven't well appreciate, you, brother. That's a lot of information,

1316
01:04:08,040 --> 01:04:10,080
Speaker 4: a lot of knowledge. Tell the people how they can

1317
01:04:10,120 --> 01:04:13,479
Speaker 4: tap in with you. Website, social media handles, all that, yo.

1318
01:04:13,520 --> 01:04:15,720
Speaker 5: Man, hit them up. If you want to talk to me,

1319
01:04:15,880 --> 01:04:18,080
Speaker 5: you know you gotta go through them to hit me. Yo.

1320
01:04:18,520 --> 01:04:18,720
Speaker 4: Nah.

1321
01:04:20,160 --> 01:04:23,120
Speaker 5: The Federalcode dot Com. You want to go there and

1322
01:04:23,200 --> 01:04:27,480
Speaker 5: on Instagram? I am Jason White Underscore. You talk to me,

1323
01:04:27,520 --> 01:04:30,000
Speaker 5: I'm gonna talk back. The Federal code. Man, let's get it.

1324
01:04:30,080 --> 01:04:31,640
Speaker 6: The federal col Troy Housekeeping.

1325
01:04:32,000 --> 01:04:34,720
Speaker 3: Shout to everybody on ey L University. Shout to all

1326
01:04:34,760 --> 01:04:37,400
Speaker 3: the earners over there, RPX family or the twenty seven

1327
01:04:37,520 --> 01:04:40,000
Speaker 3: chapters throughout the country and everybody that's international.

1328
01:04:40,040 --> 01:04:40,560
Speaker 5: Lover is Love.

1329
01:04:40,800 --> 01:04:42,680
Speaker 3: Shout out to the merch team. You know, we got

1330
01:04:42,680 --> 01:04:45,360
Speaker 3: some new stuff coming and uh, yeah, man, we appreciate you.

1331
01:04:45,600 --> 01:04:46,520
Speaker 3: It's a long time coming.

1332
01:04:46,640 --> 01:04:49,040
Speaker 5: Long time man. I need some merch man that's heavy.

1333
01:04:49,120 --> 01:04:49,760
Speaker 3: That's too easy.

1334
01:04:49,840 --> 01:04:52,400
Speaker 5: Yeah, clean, y'all clean too easy.

1335
01:04:51,960 --> 01:04:52,920
Speaker 3: Man, that's too easy.

1336
01:04:52,920 --> 01:04:53,040
Speaker 5: Man.

1337
01:04:53,040 --> 01:04:53,960
Speaker 3: We appreciate you being here.

1338
01:04:54,000 --> 01:04:56,439
Speaker 5: Love man, appreciate it. But yeah, please, Love is love.

1339
01:04:58,520 --> 01:05:02,040
Speaker 5: My graduates from my school being forced back.

1340
01:05:02,200 --> 01:05:06,680
Speaker 6: Drop bag drop Mike Droft, Bagdrop.

1341
01:05:06,560 --> 01:05:20,520
Speaker 1: Droft, an illegal alien from Guatemala charged with raping a

1342
01:05:20,600 --> 01:05:24,120
Speaker 1: child in Massachusetts. An MS thirteen gang member from Al

1343
01:05:24,200 --> 01:05:29,000
Speaker 1: Salvador accused of murdering a Texas man of Venezuelan charged

1344
01:05:29,040 --> 01:05:32,919
Speaker 1: with filming and selling child pornography in Michigan. These are

1345
01:05:33,000 --> 01:05:36,480
Speaker 1: just some of the heinous migrant criminals caught because of

1346
01:05:36,520 --> 01:05:40,240
Speaker 1: President Donald J. Trump's leadership. I'm Christy nom, the United

1347
01:05:40,240 --> 01:05:45,000
Speaker 1: States Secretary of Homeland Security under President Trump. Attempted illegal

1348
01:05:45,040 --> 01:05:48,720
Speaker 1: border crossings are at the lowest levels ever recorded, and

1349
01:05:48,760 --> 01:05:52,080
Speaker 1: over one hundred thousand illegal aliens have been arrested. If

1350
01:05:52,120 --> 01:05:55,800
Speaker 1: you are here illegally, your next you will be fine

1351
01:05:55,840 --> 01:05:59,840
Speaker 1: nearly one thousand dollars a day, imprisoned, and deported. You

1352
01:06:00,120 --> 01:06:03,560
Speaker 1: will never return. But if you register using our CBP

1353
01:06:03,720 --> 01:06:06,440
Speaker 1: home app and leave now, you could be allowed to

1354
01:06:06,480 --> 01:06:11,320
Speaker 1: return legally. Do what's right, leave now. Under President Trump,

1355
01:06:11,480 --> 01:06:15,080
Speaker 1: America's laws, border and families will be protected.

1356
01:06:15,160 --> 01:06:17,320
Speaker 2: Sponsored by the United States Department of Homeland Security,