{"version":"1.0.0","segments":[{"speaker":"Dylan McCabe","startTime":0.45,"endTime":5.28,"body":"limitless roofing"},{"speaker":"Dylan McCabe","startTime":0.45,"endTime":5.28,"body":"Show Episode Number 34. Welcome"},{"speaker":"Dylan McCabe","startTime":5.28,"endTime":7.92,"body":"to the limitless roofing show."},{"speaker":"Dylan McCabe","startTime":5.28,"endTime":7.92,"body":"My name is Dylan McCabe. And in"},{"speaker":"Dylan McCabe","startTime":7.92,"endTime":11.49,"body":"every episode, we give you a"},{"speaker":"Dylan McCabe","startTime":7.92,"endTime":11.49,"body":"seat at the table as we talk"},{"speaker":"Dylan McCabe","startTime":11.49,"endTime":15.12,"body":"with owners and CEOs of roofing"},{"speaker":"Dylan McCabe","startTime":11.49,"endTime":15.12,"body":"companies in industry experts so"},{"speaker":"Dylan McCabe","startTime":15.12,"endTime":18.93,"body":"that you can break through the"},{"speaker":"Dylan McCabe","startTime":15.12,"endTime":18.93,"body":"limits on your own leadership"},{"speaker":"Dylan McCabe","startTime":18.93,"endTime":21.63,"body":"and business. Now in this"},{"speaker":"Dylan McCabe","startTime":18.93,"endTime":21.63,"body":"episode, I'm going to be"},{"speaker":"Dylan McCabe","startTime":21.63,"endTime":25.56,"body":"speaking with Paul Reed. He's"},{"speaker":"Dylan McCabe","startTime":21.63,"endTime":25.56,"body":"the owner of Northwest roofing"},{"speaker":"Dylan McCabe","startTime":25.56,"endTime":28.83,"body":"and they have done 10s of"},{"speaker":"Dylan McCabe","startTime":25.56,"endTime":28.83,"body":"millions of dollars in"},{"speaker":"Dylan McCabe","startTime":28.83,"endTime":32.01,"body":"residential and commercial"},{"speaker":"Dylan McCabe","startTime":28.83,"endTime":32.01,"body":"roofing, and he is going to talk"},{"speaker":"Dylan McCabe","startTime":32.01,"endTime":35.37,"body":"about how to make that"},{"speaker":"Dylan McCabe","startTime":32.01,"endTime":35.37,"body":"transition. And he's also going"},{"speaker":"Dylan McCabe","startTime":35.37,"endTime":38.43,"body":"to talk about the commercial"},{"speaker":"Dylan McCabe","startTime":35.37,"endTime":38.43,"body":"roofing Academy. I'm going to be"},{"speaker":"Dylan McCabe","startTime":38.43,"endTime":41.64,"body":"asking him some very pointed"},{"speaker":"Dylan McCabe","startTime":38.43,"endTime":41.64,"body":"questions about how to get into"},{"speaker":"Dylan McCabe","startTime":41.64,"endTime":45.78,"body":"commercial what size jobs to do,"},{"speaker":"Dylan McCabe","startTime":41.64,"endTime":45.78,"body":"what are the biggest mistakes"},{"speaker":"Dylan McCabe","startTime":45.78,"endTime":48.06,"body":"the costliest mistakes people"},{"speaker":"Dylan McCabe","startTime":45.78,"endTime":48.06,"body":"make is they make that"},{"speaker":"Dylan McCabe","startTime":48.06,"endTime":51.3,"body":"transition and more. And I think"},{"speaker":"Dylan McCabe","startTime":48.06,"endTime":51.3,"body":"it's going to cause you to want"},{"speaker":"Dylan McCabe","startTime":51.3,"endTime":54.81,"body":"to reach out there's, there's"},{"speaker":"Dylan McCabe","startTime":51.3,"endTime":54.81,"body":"just a lot of great information"},{"speaker":"Dylan McCabe","startTime":55.05,"endTime":58.74,"body":"in this episode. And I really"},{"speaker":"Dylan McCabe","startTime":55.05,"endTime":58.74,"body":"think it's going to give you the"},{"speaker":"Dylan McCabe","startTime":58.74,"endTime":63.36,"body":"fuel you need to the fire to, to"},{"speaker":"Dylan McCabe","startTime":58.74,"endTime":63.36,"body":"surround yourself with the right"},{"speaker":"Dylan McCabe","startTime":63.36,"endTime":65.73,"body":"people if you're going to make"},{"speaker":"Dylan McCabe","startTime":63.36,"endTime":65.73,"body":"this transition into commercial"},{"speaker":"Dylan McCabe","startTime":65.73,"endTime":68.85,"body":"roofing as a new line of"},{"speaker":"Dylan McCabe","startTime":65.73,"endTime":68.85,"body":"business. And guys, I just want"},{"speaker":"Dylan McCabe","startTime":68.85,"endTime":71.67,"body":"to say that if this is an"},{"speaker":"Dylan McCabe","startTime":68.85,"endTime":71.67,"body":"encouragement to you, if these"},{"speaker":"Dylan McCabe","startTime":71.85,"endTime":75.9,"body":"resources are helpful to you,"},{"speaker":"Dylan McCabe","startTime":71.85,"endTime":75.9,"body":"please do me a huge favor and"},{"speaker":"Dylan McCabe","startTime":75.9,"endTime":78.75,"body":"rate and review on iTunes, I"},{"speaker":"Dylan McCabe","startTime":75.9,"endTime":78.75,"body":"would love to hear your"},{"speaker":"Dylan McCabe","startTime":78.75,"endTime":82.2,"body":"feedback. If there's a specific"},{"speaker":"Dylan McCabe","startTime":78.75,"endTime":82.2,"body":"episode or a specific topic or"},{"speaker":"Dylan McCabe","startTime":82.32,"endTime":86.13,"body":"something about the way we do"},{"speaker":"Dylan McCabe","startTime":82.32,"endTime":86.13,"body":"this show that's helpful. Let us"},{"speaker":"Dylan McCabe","startTime":86.13,"endTime":89.73,"body":"know you know it's a it's a free"},{"speaker":"Dylan McCabe","startTime":86.13,"endTime":89.73,"body":"service we offer. And it will"},{"speaker":"Dylan McCabe","startTime":89.73,"endTime":93.72,"body":"definitely put wind in our sails"},{"speaker":"Dylan McCabe","startTime":89.73,"endTime":93.72,"body":"to keep it going. And it would"},{"speaker":"Dylan McCabe","startTime":93.72,"endTime":96.96,"body":"just be a huge favor to me to"},{"speaker":"Dylan McCabe","startTime":93.72,"endTime":96.96,"body":"help us get the word out and"},{"speaker":"Dylan McCabe","startTime":96.96,"endTime":99.42,"body":"rate and review it on iTunes. I"},{"speaker":"Dylan McCabe","startTime":96.96,"endTime":99.42,"body":"would love to hear your"},{"speaker":"Dylan McCabe","startTime":99.42,"endTime":103.02,"body":"feedback. And please share with"},{"speaker":"Dylan McCabe","startTime":99.42,"endTime":103.02,"body":"others. One other person if you"},{"speaker":"Dylan McCabe","startTime":103.02,"endTime":106.41,"body":"think this would be helpful so"},{"speaker":"Dylan McCabe","startTime":103.02,"endTime":106.41,"body":"that we can reach people with"},{"speaker":"Dylan McCabe","startTime":106.41,"endTime":109.47,"body":"this free resource. And I want"},{"speaker":"Dylan McCabe","startTime":106.41,"endTime":109.47,"body":"to encourage you to join our"},{"speaker":"Dylan McCabe","startTime":109.47,"endTime":112.56,"body":"community too. We're trying to"},{"speaker":"Dylan McCabe","startTime":109.47,"endTime":112.56,"body":"build a really unique community"},{"speaker":"Dylan McCabe","startTime":112.56,"endTime":116.4,"body":"on Facebook, we have the"},{"speaker":"Dylan McCabe","startTime":112.56,"endTime":116.4,"body":"limitless roofing CEO group on"},{"speaker":"Dylan McCabe","startTime":116.4,"endTime":119.7,"body":"Facebook, it's really just for"},{"speaker":"Dylan McCabe","startTime":116.4,"endTime":119.7,"body":"owners and key executives. We"},{"speaker":"Dylan McCabe","startTime":119.7,"endTime":123.3,"body":"don't allow any advertising. We"},{"speaker":"Dylan McCabe","startTime":119.7,"endTime":123.3,"body":"don't allow any spam. I take"},{"speaker":"Dylan McCabe","startTime":123.3,"endTime":126.3,"body":"down posts every other day"},{"speaker":"Dylan McCabe","startTime":123.3,"endTime":126.3,"body":"because people don't follow the"},{"speaker":"Dylan McCabe","startTime":126.3,"endTime":129.84,"body":"group rules. It's really meant"},{"speaker":"Dylan McCabe","startTime":126.3,"endTime":129.84,"body":"to be a community where leaders"},{"speaker":"Dylan McCabe","startTime":129.84,"endTime":132.81,"body":"sharpen one another leaders ask"},{"speaker":"Dylan McCabe","startTime":129.84,"endTime":132.81,"body":"questions of one another leaders"},{"speaker":"Dylan McCabe","startTime":132.84,"endTime":137.13,"body":"rely on one another. And we're"},{"speaker":"Dylan McCabe","startTime":132.84,"endTime":137.13,"body":"trying to build a really unique"},{"speaker":"Dylan McCabe","startTime":137.13,"endTime":140.52,"body":"community. Unlike many Facebook"},{"speaker":"Dylan McCabe","startTime":137.13,"endTime":140.52,"body":"groups out there that are just"},{"speaker":"Dylan McCabe","startTime":140.52,"endTime":144.03,"body":"full of videos and links and"},{"speaker":"Dylan McCabe","startTime":140.52,"endTime":144.03,"body":"self promotion, we want a place"},{"speaker":"Dylan McCabe","startTime":144.03,"endTime":147.39,"body":"where leaders Connect. So I want"},{"speaker":"Dylan McCabe","startTime":144.03,"endTime":147.39,"body":"to encourage you if you haven't"},{"speaker":"Dylan McCabe","startTime":147.39,"endTime":151.29,"body":"done so to join our Facebook"},{"speaker":"Dylan McCabe","startTime":147.39,"endTime":151.29,"body":"community to have a unique"},{"speaker":"Dylan McCabe","startTime":151.5,"endTime":154.65,"body":"leadership experience there that"},{"speaker":"Dylan McCabe","startTime":151.5,"endTime":154.65,"body":"will help you in your own"},{"speaker":"Dylan McCabe","startTime":154.68,"endTime":158.58,"body":"journey. Alright guys, thanks"},{"speaker":"Dylan McCabe","startTime":154.68,"endTime":158.58,"body":"again for joining us. And let's"},{"speaker":"Dylan McCabe","startTime":158.58,"endTime":162.36,"body":"get into this discussion with"},{"speaker":"Dylan McCabe","startTime":158.58,"endTime":162.36,"body":"Paul Reed about how to"},{"speaker":"Dylan McCabe","startTime":162.36,"endTime":166.32,"body":"transition into commercial"},{"speaker":"Dylan McCabe","startTime":162.36,"endTime":166.32,"body":"roofing. All right, Paul, thanks"},{"speaker":"Dylan McCabe","startTime":166.32,"endTime":169.53,"body":"for joining the show, man."},{"speaker":"Dylan McCabe","startTime":166.32,"endTime":169.53,"body":"Thanks for having me. I really"},{"speaker":"Dylan McCabe","startTime":169.53,"endTime":173.67,"body":"appreciate it. Yeah, so I'm"},{"speaker":"Dylan McCabe","startTime":169.53,"endTime":173.67,"body":"looking forward to this because"},{"speaker":"Dylan McCabe","startTime":173.7,"endTime":178.47,"body":"you guys are doing something"},{"speaker":"Dylan McCabe","startTime":173.7,"endTime":178.47,"body":"really unique you have obviously"},{"speaker":"Dylan McCabe","startTime":178.47,"endTime":181.11,"body":"a background in roofing is the"},{"speaker":"Dylan McCabe","startTime":178.47,"endTime":181.11,"body":"owner of a roofing company,"},{"speaker":"Dylan McCabe","startTime":181.5,"endTime":186.45,"body":"you've been very experienced in"},{"speaker":"Dylan McCabe","startTime":181.5,"endTime":186.45,"body":"commercial roofing. And now"},{"speaker":"Dylan McCabe","startTime":186.45,"endTime":189.21,"body":"you've teamed up really with"},{"speaker":"Dylan McCabe","startTime":186.45,"endTime":189.21,"body":"some some very unfilled"},{"speaker":"Dylan McCabe","startTime":189.24,"endTime":192.21,"body":"influential people in the"},{"speaker":"Dylan McCabe","startTime":189.24,"endTime":192.21,"body":"industry to create the"},{"speaker":"Dylan McCabe","startTime":192.21,"endTime":195.87,"body":"commercial roofing Academy. So"},{"speaker":"Dylan McCabe","startTime":192.21,"endTime":195.87,"body":"really looking forward to"},{"speaker":"Dylan McCabe","startTime":195.87,"endTime":199.89,"body":"getting into all of this. And I"},{"speaker":"Dylan McCabe","startTime":195.87,"endTime":199.89,"body":"want to get into your background"},{"speaker":"Dylan McCabe","startTime":199.89,"endTime":203.01,"body":"and all that before we dive into"},{"speaker":"Dylan McCabe","startTime":199.89,"endTime":203.01,"body":"all that I just want to take a"},{"speaker":"Dylan McCabe","startTime":203.01,"endTime":206.64,"body":"minute to thank one of our"},{"speaker":"Dylan McCabe","startTime":203.01,"endTime":206.64,"body":"sponsors. You know, our goal at"},{"speaker":"Dylan McCabe","startTime":206.64,"endTime":210.21,"body":"limitless is to have people like"},{"speaker":"Dylan McCabe","startTime":206.64,"endTime":210.21,"body":"you on the show, Paul, and it's"},{"speaker":"Dylan McCabe","startTime":210.21,"endTime":213.39,"body":"also to really partner with with"},{"speaker":"Dylan McCabe","startTime":210.21,"endTime":213.39,"body":"some of the most effective"},{"speaker":"Dylan McCabe","startTime":213.39,"endTime":216.81,"body":"people in the industry. And all"},{"speaker":"Dylan McCabe","startTime":213.39,"endTime":216.81,"body":"of us in roofing have to use"},{"speaker":"Dylan McCabe","startTime":216.81,"endTime":220.11,"body":"attorneys at times. And so I"},{"speaker":"Dylan McCabe","startTime":216.81,"endTime":220.11,"body":"want to thank one of our"},{"speaker":"Dylan McCabe","startTime":220.11,"endTime":223.32,"body":"sponsors, which is daily in"},{"speaker":"Dylan McCabe","startTime":220.11,"endTime":223.32,"body":"black. We've sifted through a"},{"speaker":"Dylan McCabe","startTime":223.32,"endTime":225.81,"body":"lot of different legal firms,"},{"speaker":"Dylan McCabe","startTime":223.32,"endTime":225.81,"body":"and we decided to partner with"},{"speaker":"Dylan McCabe","startTime":225.81,"endTime":229.32,"body":"Dalian black. And the bottom"},{"speaker":"Dylan McCabe","startTime":225.81,"endTime":229.32,"body":"line is, you know, the insurance"},{"speaker":"Dylan McCabe","startTime":229.32,"endTime":232.44,"body":"companies can use their tactics"},{"speaker":"Dylan McCabe","startTime":229.32,"endTime":232.44,"body":"to delay defender deny. And when"},{"speaker":"Dylan McCabe","startTime":232.44,"endTime":236.43,"body":"that happens, you need an 800"},{"speaker":"Dylan McCabe","startTime":232.44,"endTime":236.43,"body":"pound gorilla in the courtroom"},{"speaker":"Dylan McCabe","startTime":236.43,"endTime":239.34,"body":"with you and that's Dalian"},{"speaker":"Dylan McCabe","startTime":236.43,"endTime":239.34,"body":"black, they have an impressive"},{"speaker":"Dylan McCabe","startTime":239.34,"endTime":242.13,"body":"track record, and the experience"},{"speaker":"Dylan McCabe","startTime":239.34,"endTime":242.13,"body":"to back it up. In fact, they've"},{"speaker":"Dylan McCabe","startTime":242.13,"endTime":245.46,"body":"never lost a case. They even"},{"speaker":"Dylan McCabe","startTime":242.13,"endTime":245.46,"body":"helped draft the Texas legal"},{"speaker":"Dylan McCabe","startTime":245.46,"endTime":248.91,"body":"code. And they take things to"},{"speaker":"Dylan McCabe","startTime":245.46,"endTime":248.91,"body":"litigation more than any of"},{"speaker":"Dylan McCabe","startTime":248.91,"endTime":252.3,"body":"their competitors. So I want to"},{"speaker":"Dylan McCabe","startTime":248.91,"endTime":252.3,"body":"encourage any of you out there"},{"speaker":"Dylan McCabe","startTime":252.3,"endTime":256.11,"body":"listening to this or watching"},{"speaker":"Dylan McCabe","startTime":252.3,"endTime":256.11,"body":"this. If you need to bring that"},{"speaker":"Dylan McCabe","startTime":256.11,"endTime":258.93,"body":"800 pound gorilla to the"},{"speaker":"Dylan McCabe","startTime":256.11,"endTime":258.93,"body":"courtroom, you need to call"},{"speaker":"Dylan McCabe","startTime":258.96,"endTime":264.48,"body":"daily and black you can call"},{"speaker":"Dylan McCabe","startTime":258.96,"endTime":264.48,"body":"them at 833-574-5677 or you can"},{"speaker":"Dylan McCabe","startTime":264.48,"endTime":269.22,"body":"just go to daily black.com and"},{"speaker":"Dylan McCabe","startTime":264.48,"endTime":269.22,"body":"you will not regret that"},{"speaker":"Dylan McCabe","startTime":269.22,"endTime":272.67,"body":"discovery call, you'll be so"},{"speaker":"Dylan McCabe","startTime":269.22,"endTime":272.67,"body":"glad that you took the time to"},{"speaker":"Dylan McCabe","startTime":272.67,"endTime":277.68,"body":"link arms with them. Alright, so"},{"speaker":"Dylan McCabe","startTime":272.67,"endTime":277.68,"body":"having said that, we're also"},{"speaker":"Dylan McCabe","startTime":277.71,"endTime":281.58,"body":"excited to use this as a"},{"speaker":"Dylan McCabe","startTime":277.71,"endTime":281.58,"body":"platform for you guys, Paul. So"},{"speaker":"Dylan McCabe","startTime":282.06,"endTime":284.85,"body":"before we get into all the"},{"speaker":"Dylan McCabe","startTime":282.06,"endTime":284.85,"body":"really, really neat stuff that"},{"speaker":"Dylan McCabe","startTime":284.85,"endTime":288.12,"body":"you guys are doing, who are you?"},{"speaker":"Dylan McCabe","startTime":284.85,"endTime":288.12,"body":"What's your role at your"},{"speaker":"Dylan McCabe","startTime":288.12,"endTime":289.92,"body":"company, stuff like that."},{"speaker":"Paul Reed","startTime":291.24,"endTime":294.21,"body":"Thanks, john. So my"},{"speaker":"Paul Reed","startTime":291.24,"endTime":294.21,"body":"name is obviously Paul Reed, one"},{"speaker":"Paul Reed","startTime":294.21,"endTime":297.57,"body":"of the owners of Northwest"},{"speaker":"Paul Reed","startTime":294.21,"endTime":297.57,"body":"roofing here in Denver, Colorado"},{"speaker":"Paul Reed","startTime":297.57,"endTime":300.45,"body":"work in a few different states"},{"speaker":"Paul Reed","startTime":297.57,"endTime":300.45,"body":"headquartered out of Out of"},{"speaker":"Paul Reed","startTime":300.45,"endTime":304.56,"body":"Denver, the other partner named"},{"speaker":"Paul Reed","startTime":300.45,"endTime":304.56,"body":"Tom brown partners for I"},{"speaker":"Paul Reed","startTime":304.56,"endTime":310.23,"body":"believe, about eight years now."},{"speaker":"Paul Reed","startTime":304.56,"endTime":310.23,"body":"And we became one of the larger"},{"speaker":"Paul Reed","startTime":310.26,"endTime":313.95,"body":"commercial guys kind of being in"},{"speaker":"Paul Reed","startTime":310.26,"endTime":313.95,"body":"definitely in our state and kind"},{"speaker":"Paul Reed","startTime":313.95,"endTime":318.18,"body":"of time to expand that across"},{"speaker":"Paul Reed","startTime":313.95,"endTime":318.18,"body":"the country. So, you know, just"},{"speaker":"Paul Reed","startTime":318.18,"endTime":321.57,"body":"based here in Denver and"},{"speaker":"Paul Reed","startTime":318.18,"endTime":321.57,"body":"transitioned out of the rental"},{"speaker":"Paul Reed","startTime":321.57,"endTime":325.83,"body":"world, and got more into the"},{"speaker":"Paul Reed","startTime":321.57,"endTime":325.83,"body":"commercial world the last five,"},{"speaker":"Paul Reed","startTime":325.83,"endTime":326.55,"body":"six years."},{"speaker":"Dylan McCabe","startTime":327.78,"endTime":330.75,"body":"That's great. And"},{"speaker":"Dylan McCabe","startTime":327.78,"endTime":330.75,"body":"so when you when you decided to"},{"speaker":"Dylan McCabe","startTime":330.75,"endTime":335.7,"body":"expand into commercial, what"},{"speaker":"Dylan McCabe","startTime":330.75,"endTime":335.7,"body":"were you thinking? I mean, why,"},{"speaker":"Dylan McCabe","startTime":335.73,"endTime":338.01,"body":"why did you want to go from"},{"speaker":"Dylan McCabe","startTime":335.73,"endTime":338.01,"body":"being a guy doing most of the"},{"speaker":"Dylan McCabe","startTime":338.01,"endTime":339.24,"body":"residential to commercial?"},{"speaker":"Paul Reed","startTime":340.65,"endTime":343.95,"body":"You know, it's a"},{"speaker":"Paul Reed","startTime":340.65,"endTime":343.95,"body":"great question, we were very"},{"speaker":"Paul Reed","startTime":343.95,"endTime":347.28,"body":"successful residential come, you"},{"speaker":"Paul Reed","startTime":343.95,"endTime":347.28,"body":"know, we were doing from two to"},{"speaker":"Paul Reed","startTime":347.28,"endTime":352.2,"body":"3000 residential roofs a year."},{"speaker":"Paul Reed","startTime":347.28,"endTime":352.2,"body":"And, you know, we we did well"},{"speaker":"Paul Reed","startTime":352.2,"endTime":355.83,"body":"with it, we had a good"},{"speaker":"Paul Reed","startTime":352.2,"endTime":355.83,"body":"reputation and a good name. And"},{"speaker":"Paul Reed","startTime":355.83,"endTime":358.62,"body":"to be really honest with you"},{"speaker":"Paul Reed","startTime":355.83,"endTime":358.62,"body":"about Sears, if I woke up on"},{"speaker":"Paul Reed","startTime":358.62,"endTime":361.71,"body":"January 1, as you'll we'll"},{"speaker":"Paul Reed","startTime":358.62,"endTime":361.71,"body":"probably talk about a little"},{"speaker":"Paul Reed","startTime":361.71,"endTime":364.2,"body":"later on, I've been sober for"},{"speaker":"Paul Reed","startTime":361.71,"endTime":364.2,"body":"coming up on 14 years, but I"},{"speaker":"Paul Reed","startTime":364.2,"endTime":367.86,"body":"woke up on January 1, six years"},{"speaker":"Paul Reed","startTime":364.2,"endTime":367.86,"body":"ago, and I was just really kind"},{"speaker":"Paul Reed","startTime":367.86,"endTime":370.56,"body":"of sick to my stomach, really,"},{"speaker":"Paul Reed","startTime":367.86,"endTime":370.56,"body":"with the kind of impending doom"},{"speaker":"Paul Reed","startTime":370.92,"endTime":373.86,"body":"of going, I don't know, if I"},{"speaker":"Paul Reed","startTime":370.92,"endTime":373.86,"body":"could rebuild the company,"},{"speaker":"Paul Reed","startTime":373.98,"endTime":377.28,"body":"again, this year, I don't know"},{"speaker":"Paul Reed","startTime":373.98,"endTime":377.28,"body":"if my heart to do that. Because"},{"speaker":"Paul Reed","startTime":377.28,"endTime":380.31,"body":"in the residential world,"},{"speaker":"Paul Reed","startTime":377.28,"endTime":380.31,"body":"residential mindset, you know,"},{"speaker":"Paul Reed","startTime":380.31,"endTime":383.7,"body":"you just go crazy to your lock"},{"speaker":"Paul Reed","startTime":380.31,"endTime":383.7,"body":"in December 31, you go to bed,"},{"speaker":"Paul Reed","startTime":383.7,"endTime":386.82,"body":"and you were successful. And you"},{"speaker":"Paul Reed","startTime":383.7,"endTime":386.82,"body":"know, you did, you know,"},{"speaker":"Paul Reed","startTime":386.82,"endTime":390.3,"body":"10 2030 $40 million worth"},{"speaker":"Paul Reed","startTime":386.82,"endTime":390.3,"body":"residential roofs. But when you"},{"speaker":"Paul Reed","startTime":390.3,"endTime":394.62,"body":"wake up January 1, you're at"},{"speaker":"Paul Reed","startTime":390.3,"endTime":394.62,"body":"zero, and you basically got to"},{"speaker":"Paul Reed","startTime":394.62,"endTime":398.1,"body":"restart your company, and you've"},{"speaker":"Paul Reed","startTime":394.62,"endTime":398.1,"body":"got to build back again, and you"},{"speaker":"Paul Reed","startTime":398.1,"endTime":400.32,"body":"got, you still have the same"},{"speaker":"Paul Reed","startTime":398.1,"endTime":400.32,"body":"overhead costs, you saw these"},{"speaker":"Paul Reed","startTime":400.32,"endTime":404.37,"body":"costs. And I just, I didn't have"},{"speaker":"Paul Reed","startTime":400.32,"endTime":404.37,"body":"it in me anymore. And we did"},{"speaker":"Paul Reed","startTime":404.37,"endTime":408.0,"body":"enough commercial stuff. But I"},{"speaker":"Paul Reed","startTime":404.37,"endTime":408.0,"body":"knew at that time that you know"},{"speaker":"Paul Reed","startTime":408.0,"endTime":411.57,"body":"that that process was going to"},{"speaker":"Paul Reed","startTime":408.0,"endTime":411.57,"body":"be a three, nine month 12 month"},{"speaker":"Paul Reed","startTime":411.57,"endTime":415.53,"body":"process, you know, kind of work"},{"speaker":"Paul Reed","startTime":411.57,"endTime":415.53,"body":"in your pipeline. And so knowing"},{"speaker":"Paul Reed","startTime":415.53,"endTime":418.41,"body":"that we could come into the next"},{"speaker":"Paul Reed","startTime":415.53,"endTime":418.41,"body":"year without a pipeline built"},{"speaker":"Paul Reed","startTime":418.41,"endTime":420.72,"body":"up, that was a little more"},{"speaker":"Paul Reed","startTime":418.41,"endTime":420.72,"body":"appealing to me, because I"},{"speaker":"Paul Reed","startTime":420.72,"endTime":423.78,"body":"really just felt like, you know,"},{"speaker":"Paul Reed","startTime":420.72,"endTime":423.78,"body":"if I could go into next year,"},{"speaker":"Paul Reed","startTime":424.05,"endTime":426.06,"body":"you know, at that time, I don't"},{"speaker":"Paul Reed","startTime":424.05,"endTime":426.06,"body":"think my thinking was big"},{"speaker":"Paul Reed","startTime":426.06,"endTime":429.39,"body":"enough. But I thought if I could"},{"speaker":"Paul Reed","startTime":426.06,"endTime":429.39,"body":"go into next year and January 1,"},{"speaker":"Paul Reed","startTime":429.39,"endTime":433.8,"body":"I can $15 million pipeline, you"},{"speaker":"Paul Reed","startTime":429.39,"endTime":433.8,"body":"know, man, that's a lot of"},{"speaker":"Paul Reed","startTime":433.8,"endTime":436.2,"body":"stress off, because at least I"},{"speaker":"Paul Reed","startTime":433.8,"endTime":436.2,"body":"know I'm there. And you build up"},{"speaker":"Paul Reed","startTime":436.2,"endTime":439.95,"body":"to that. So that was really the"},{"speaker":"Paul Reed","startTime":436.2,"endTime":439.95,"body":"start of why we transitioned out"},{"speaker":"Paul Reed","startTime":439.95,"endTime":441.18,"body":"of the residential world."},{"speaker":"Dylan McCabe","startTime":442.65,"endTime":444.78,"body":"And so when you"},{"speaker":"Dylan McCabe","startTime":442.65,"endTime":444.78,"body":"did that, I'm sure there's guys"},{"speaker":"Dylan McCabe","startTime":444.78,"endTime":447.51,"body":"listening to this guys and gals"},{"speaker":"Dylan McCabe","startTime":444.78,"endTime":447.51,"body":"watching this. And they're"},{"speaker":"Dylan McCabe","startTime":447.51,"endTime":450.09,"body":"thinking, you know, that's"},{"speaker":"Dylan McCabe","startTime":447.51,"endTime":450.09,"body":"great. Paul got into commercial,"},{"speaker":"Dylan McCabe","startTime":450.09,"endTime":454.17,"body":"he's a successful guy. And by"},{"speaker":"Dylan McCabe","startTime":450.09,"endTime":454.17,"body":"the way, congratulations on that"},{"speaker":"Dylan McCabe","startTime":454.17,"endTime":458.13,"body":"milestone and dedication to"},{"speaker":"Dylan McCabe","startTime":454.17,"endTime":458.13,"body":"sobriety. That that's a"},{"speaker":"Dylan McCabe","startTime":458.13,"endTime":462.27,"body":"challenge in and of itself. And"},{"speaker":"Dylan McCabe","startTime":458.13,"endTime":462.27,"body":"I just congratulate you on that."},{"speaker":"Dylan McCabe","startTime":462.6,"endTime":467.55,"body":"And so, but I'd like to deal"},{"speaker":"Dylan McCabe","startTime":462.6,"endTime":467.55,"body":"with a couple of objections that"},{"speaker":"Dylan McCabe","startTime":467.55,"endTime":469.59,"body":"may be in the mind of people"},{"speaker":"Dylan McCabe","startTime":467.55,"endTime":469.59,"body":"watching this, they may think,"},{"speaker":"Dylan McCabe","startTime":469.59,"endTime":473.04,"body":"you know, what, I don't have the"},{"speaker":"Dylan McCabe","startTime":469.59,"endTime":473.04,"body":"time to get into commercial"},{"speaker":"Dylan McCabe","startTime":473.04,"endTime":475.53,"body":"roofing, there's a huge"},{"speaker":"Dylan McCabe","startTime":473.04,"endTime":475.53,"body":"knowledge gap between where I am"},{"speaker":"Dylan McCabe","startTime":475.53,"endTime":478.92,"body":"today, and where I would have to"},{"speaker":"Dylan McCabe","startTime":475.53,"endTime":478.92,"body":"be to be successful with that I"},{"speaker":"Dylan McCabe","startTime":478.92,"endTime":482.49,"body":"can't avoid I can't afford to"},{"speaker":"Dylan McCabe","startTime":478.92,"endTime":482.49,"body":"make costly mistakes. And I"},{"speaker":"Dylan McCabe","startTime":482.49,"endTime":485.13,"body":"don't have the time to be"},{"speaker":"Dylan McCabe","startTime":482.49,"endTime":485.13,"body":"educated to train somebody and"},{"speaker":"Dylan McCabe","startTime":485.13,"endTime":489.18,"body":"all that stuff. So let's address"},{"speaker":"Dylan McCabe","startTime":485.13,"endTime":489.18,"body":"the big the big obstacle of"},{"speaker":"Dylan McCabe","startTime":489.18,"endTime":492.78,"body":"time, how do people address"},{"speaker":"Dylan McCabe","startTime":489.18,"endTime":492.78,"body":"that? How do they transition"},{"speaker":"Dylan McCabe","startTime":492.78,"endTime":495.84,"body":"into commercial roofing and, and"},{"speaker":"Dylan McCabe","startTime":492.78,"endTime":495.84,"body":"not have to start an entirely"},{"speaker":"Dylan McCabe","startTime":495.84,"endTime":496.68,"body":"new business?"},{"speaker":"Paul Reed","startTime":498.93,"endTime":500.85,"body":"You know, it's all"},{"speaker":"Paul Reed","startTime":498.93,"endTime":500.85,"body":"gonna come down to your mindset,"},{"speaker":"Paul Reed","startTime":500.85,"endTime":504.39,"body":"man. It's all about a mindset,"},{"speaker":"Paul Reed","startTime":500.85,"endTime":504.39,"body":"though. So here's, here's a"},{"speaker":"Paul Reed","startTime":504.39,"endTime":507.21,"body":"great example. I made a Facebook"},{"speaker":"Paul Reed","startTime":504.39,"endTime":507.21,"body":"post a couple weeks ago about"},{"speaker":"Paul Reed","startTime":507.24,"endTime":510.03,"body":"investment. You know, right now,"},{"speaker":"Paul Reed","startTime":507.24,"endTime":510.03,"body":"the big thing when you get on"},{"speaker":"Paul Reed","startTime":510.03,"endTime":512.97,"body":"Facebook, every roofer in the"},{"speaker":"Paul Reed","startTime":510.03,"endTime":512.97,"body":"world, it seems like they're"},{"speaker":"Paul Reed","startTime":512.97,"endTime":516.99,"body":"investing, Bitcoin and aetherium"},{"speaker":"Paul Reed","startTime":512.97,"endTime":516.99,"body":"and all these things, and"},{"speaker":"Paul Reed","startTime":516.99,"endTime":519.69,"body":"they're, you know, they're big,"},{"speaker":"Paul Reed","startTime":516.99,"endTime":519.69,"body":"and they're just killing it,"},{"speaker":"Paul Reed","startTime":519.69,"endTime":524.1,"body":"they're investing it, there's a"},{"speaker":"Paul Reed","startTime":519.69,"endTime":524.1,"body":"fact, not one of them, including"},{"speaker":"Paul Reed","startTime":524.1,"endTime":526.29,"body":"myself have any idea what the"},{"speaker":"Paul Reed","startTime":524.1,"endTime":526.29,"body":"hell you're doing, you're just,"},{"speaker":"Paul Reed","startTime":526.5,"endTime":529.08,"body":"you heard a buddy made a little"},{"speaker":"Paul Reed","startTime":526.5,"endTime":529.08,"body":"bit of money, and you put five"},{"speaker":"Paul Reed","startTime":529.08,"endTime":532.92,"body":"grand in 10, grand and 100 grand"},{"speaker":"Paul Reed","startTime":529.08,"endTime":532.92,"body":"and your money and you think"},{"speaker":"Paul Reed","startTime":532.92,"endTime":535.5,"body":"you're a genius, because it"},{"speaker":"Paul Reed","startTime":532.92,"endTime":535.5,"body":"doubled overnight, had nothing"},{"speaker":"Paul Reed","startTime":535.5,"endTime":538.32,"body":"to do with you. But you're like,"},{"speaker":"Paul Reed","startTime":535.5,"endTime":538.32,"body":"Oh, I'm investing, you know, the"},{"speaker":"Paul Reed","startTime":538.32,"endTime":542.49,"body":"smartest guy in the room. So"},{"speaker":"Paul Reed","startTime":538.32,"endTime":542.49,"body":"here's what I know, here's one"},{"speaker":"Paul Reed","startTime":542.49,"endTime":546.6,"body":"thing that I can control, I can"},{"speaker":"Paul Reed","startTime":542.49,"endTime":546.6,"body":"control myself. And I can"},{"speaker":"Paul Reed","startTime":546.6,"endTime":549.96,"body":"control an investment into"},{"speaker":"Paul Reed","startTime":546.6,"endTime":549.96,"body":"myself, who's the one person I"},{"speaker":"Paul Reed","startTime":549.96,"endTime":554.4,"body":"trust more than anybody in the"},{"speaker":"Paul Reed","startTime":549.96,"endTime":554.4,"body":"world? myself. So what can I"},{"speaker":"Paul Reed","startTime":554.4,"endTime":557.34,"body":"control? What can I invest into?"},{"speaker":"Paul Reed","startTime":554.4,"endTime":557.34,"body":"So I looked at it as an"},{"speaker":"Paul Reed","startTime":557.34,"endTime":561.12,"body":"investment into myself and into"},{"speaker":"Paul Reed","startTime":557.34,"endTime":561.12,"body":"the company and back into the"},{"speaker":"Paul Reed","startTime":561.81,"endTime":564.81,"body":"business, I wanted to invest"},{"speaker":"Paul Reed","startTime":561.81,"endTime":564.81,"body":"into something that I can really"},{"speaker":"Paul Reed","startTime":564.81,"endTime":568.23,"body":"control. You know, there's,"},{"speaker":"Paul Reed","startTime":564.81,"endTime":568.23,"body":"people make a lot of investments"},{"speaker":"Paul Reed","startTime":568.23,"endTime":570.45,"body":"all the time, you know, on the"},{"speaker":"Paul Reed","startTime":568.23,"endTime":570.45,"body":"stock market and things like"},{"speaker":"Paul Reed","startTime":570.45,"endTime":574.38,"body":"that, but none of us can control"},{"speaker":"Paul Reed","startTime":570.45,"endTime":574.38,"body":"we we lose our vote. And maybe"},{"speaker":"Paul Reed","startTime":574.38,"endTime":577.62,"body":"I'm greedy, and I like my money"},{"speaker":"Paul Reed","startTime":574.38,"endTime":577.62,"body":"too much. And I don't trust"},{"speaker":"Paul Reed","startTime":577.62,"endTime":580.92,"body":"other people to control it. So"},{"speaker":"Paul Reed","startTime":577.62,"endTime":580.92,"body":"that was the aspect that I"},{"speaker":"Paul Reed","startTime":580.92,"endTime":584.07,"body":"really thought, here's something"},{"speaker":"Paul Reed","startTime":580.92,"endTime":584.07,"body":"that I control. So to me, it was"},{"speaker":"Paul Reed","startTime":584.07,"endTime":586.86,"body":"an investment. So now we start"},{"speaker":"Paul Reed","startTime":584.07,"endTime":586.86,"body":"looking at talking. Now that's"},{"speaker":"Paul Reed","startTime":586.86,"endTime":591.36,"body":"when we get into our mindset and"},{"speaker":"Paul Reed","startTime":586.86,"endTime":591.36,"body":"we know that the reality and"},{"speaker":"Paul Reed","startTime":591.36,"endTime":594.21,"body":"residential route of being"},{"speaker":"Paul Reed","startTime":591.36,"endTime":594.21,"body":"backed is today here in Denver."},{"speaker":"Paul Reed","startTime":594.21,"endTime":596.49,"body":"Even though there hasn't been a"},{"speaker":"Paul Reed","startTime":594.21,"endTime":596.49,"body":"storm in the last like three or"},{"speaker":"Paul Reed","startTime":596.49,"endTime":601.47,"body":"four years. I could walk out"},{"speaker":"Paul Reed","startTime":596.49,"endTime":601.47,"body":"this room. Today, I can go knock"},{"speaker":"Paul Reed","startTime":601.47,"endTime":603.57,"body":"on doors today, and I could"},{"speaker":"Paul Reed","startTime":601.47,"endTime":603.57,"body":"probably sell a residential,"},{"speaker":"Paul Reed","startTime":603.57,"endTime":606.0,"body":"which probably about a 95%"},{"speaker":"Paul Reed","startTime":603.57,"endTime":606.0,"body":"chance that I'd be able to do"},{"speaker":"Paul Reed","startTime":606.0,"endTime":610.08,"body":"that. Today's Tuesday, I'd be"},{"speaker":"Paul Reed","startTime":606.0,"endTime":610.08,"body":"able to get the adjuster on"},{"speaker":"Paul Reed","startTime":610.08,"endTime":612.24,"body":"Monday, they're going to buy the"},{"speaker":"Paul Reed","startTime":610.08,"endTime":612.24,"body":"roof, I'm gonna have the"},{"speaker":"Paul Reed","startTime":612.24,"endTime":614.76,"body":"paperwork back. But in about two"},{"speaker":"Paul Reed","startTime":612.24,"endTime":614.76,"body":"week process, I'm going to have"},{"speaker":"Paul Reed","startTime":614.76,"endTime":618.3,"body":"that roof $15,000 roof, we're"},{"speaker":"Paul Reed","startTime":614.76,"endTime":618.3,"body":"going to roof it, blah, blah, a"},{"speaker":"Paul Reed","startTime":618.33,"endTime":622.26,"body":"month were paid, right? So I"},{"speaker":"Paul Reed","startTime":618.33,"endTime":622.26,"body":"know I could do that commercial"},{"speaker":"Paul Reed","startTime":622.26,"endTime":625.68,"body":"world, I also know that it's"},{"speaker":"Paul Reed","startTime":622.26,"endTime":625.68,"body":"going to be three months,"},{"speaker":"Paul Reed","startTime":625.77,"endTime":629.22,"body":"minimum six months, probably"},{"speaker":"Paul Reed","startTime":625.77,"endTime":629.22,"body":"more likely, it's going to be"},{"speaker":"Paul Reed","startTime":629.22,"endTime":635.13,"body":"nine months, maybe even a year."},{"speaker":"Paul Reed","startTime":629.22,"endTime":635.13,"body":"So you have to believe that this"},{"speaker":"Paul Reed","startTime":635.13,"endTime":639.33,"body":"is the investment I'm going to"},{"speaker":"Paul Reed","startTime":635.13,"endTime":639.33,"body":"make. So on the timewise most"},{"speaker":"Paul Reed","startTime":639.33,"endTime":642.69,"body":"people they mismanaged their"},{"speaker":"Paul Reed","startTime":639.33,"endTime":642.69,"body":"time. When you start talking to"},{"speaker":"Paul Reed","startTime":642.69,"endTime":646.95,"body":"most sales reps, you ask them"},{"speaker":"Paul Reed","startTime":642.69,"endTime":646.95,"body":"well, why? And they say, well,"},{"speaker":"Paul Reed","startTime":646.95,"endTime":648.99,"body":"they're my goal. This month,"},{"speaker":"Paul Reed","startTime":646.95,"endTime":648.99,"body":"we're going to go back and"},{"speaker":"Paul Reed","startTime":648.99,"endTime":651.93,"body":"residential, my goal this month"},{"speaker":"Paul Reed","startTime":648.99,"endTime":651.93,"body":"is I'm going to sell five deals,"},{"speaker":"Paul Reed","startTime":652.29,"endTime":656.37,"body":"I'm going to sell 10 deals. So"},{"speaker":"Paul Reed","startTime":652.29,"endTime":656.37,"body":"my answer my Why do I ask them?"},{"speaker":"Paul Reed","startTime":656.37,"endTime":659.7,"body":"My question then is, what are"},{"speaker":"Paul Reed","startTime":656.37,"endTime":659.7,"body":"you doing the other 25 days a"},{"speaker":"Paul Reed","startTime":659.7,"endTime":663.78,"body":"month? Okay. And that's even how"},{"speaker":"Paul Reed","startTime":659.7,"endTime":663.78,"body":"a lot of owners that own"},{"speaker":"Paul Reed","startTime":663.78,"endTime":666.87,"body":"companies, their goal is like,"},{"speaker":"Paul Reed","startTime":663.78,"endTime":666.87,"body":"well, we're gonna try to do 20"},{"speaker":"Paul Reed","startTime":666.87,"endTime":671.76,"body":"roofs this month? Well, what are"},{"speaker":"Paul Reed","startTime":666.87,"endTime":671.76,"body":"you doing other days? So there's"},{"speaker":"Paul Reed","startTime":671.76,"endTime":674.94,"body":"time, we just have to be able to"},{"speaker":"Paul Reed","startTime":671.76,"endTime":674.94,"body":"do a little bit of time"},{"speaker":"Paul Reed","startTime":674.94,"endTime":678.51,"body":"management, kind of"},{"speaker":"Paul Reed","startTime":674.94,"endTime":678.51,"body":"understanding numbers, until you"},{"speaker":"Paul Reed","startTime":678.51,"endTime":680.79,"body":"understand the numbers, you're"},{"speaker":"Paul Reed","startTime":678.51,"endTime":680.79,"body":"not going to be able to actually"},{"speaker":"Paul Reed","startTime":680.79,"endTime":683.43,"body":"manage your time know what"},{"speaker":"Paul Reed","startTime":680.79,"endTime":683.43,"body":"you're really going for?"},{"speaker":"Dylan McCabe","startTime":684.87,"endTime":688.8,"body":"No, it's so good."},{"speaker":"Dylan McCabe","startTime":684.87,"endTime":688.8,"body":"You know, a lot of times you've"},{"speaker":"Dylan McCabe","startTime":688.8,"endTime":690.99,"body":"heard the old saying, if you"},{"speaker":"Dylan McCabe","startTime":688.8,"endTime":690.99,"body":"want something done, ask someone"},{"speaker":"Dylan McCabe","startTime":690.99,"endTime":693.69,"body":"who's busy. Because people that"},{"speaker":"Dylan McCabe","startTime":690.99,"endTime":693.69,"body":"are busy and have a lot of"},{"speaker":"Dylan McCabe","startTime":693.69,"endTime":696.27,"body":"responsibilities have been"},{"speaker":"Dylan McCabe","startTime":693.69,"endTime":696.27,"body":"forced to learn how to manage"},{"speaker":"Dylan McCabe","startTime":696.27,"endTime":700.44,"body":"their time to be proactive,"},{"speaker":"Dylan McCabe","startTime":696.27,"endTime":700.44,"body":"instead of reactive, to schedule"},{"speaker":"Dylan McCabe","startTime":700.44,"endTime":703.59,"body":"their calendar based on their"},{"speaker":"Dylan McCabe","startTime":700.44,"endTime":703.59,"body":"goals, 90 day goals, annual"},{"speaker":"Dylan McCabe","startTime":703.59,"endTime":707.13,"body":"goals, etc. And so I think like"},{"speaker":"Dylan McCabe","startTime":703.59,"endTime":707.13,"body":"you said, it really comes down"},{"speaker":"Dylan McCabe","startTime":707.13,"endTime":711.36,"body":"to, what do you want to invest"},{"speaker":"Dylan McCabe","startTime":707.13,"endTime":711.36,"body":"in? And then how are you being"},{"speaker":"Dylan McCabe","startTime":711.36,"endTime":715.59,"body":"proactive to set that time up"},{"speaker":"Dylan McCabe","startTime":711.36,"endTime":715.59,"body":"weekly, monthly, and so on, I"},{"speaker":"Dylan McCabe","startTime":715.59,"endTime":719.16,"body":"think that's great. I think"},{"speaker":"Dylan McCabe","startTime":715.59,"endTime":719.16,"body":"basically, if you want it,"},{"speaker":"Dylan McCabe","startTime":719.16,"endTime":723.75,"body":"you're going to go for it. And"},{"speaker":"Dylan McCabe","startTime":719.16,"endTime":723.75,"body":"it just depends on what we want."},{"speaker":"Dylan McCabe","startTime":723.75,"endTime":729.72,"body":"And so, so let's get into so"},{"speaker":"Dylan McCabe","startTime":723.75,"endTime":729.72,"body":"with Northwest roofing, you guys"},{"speaker":"Dylan McCabe","startTime":729.72,"endTime":733.35,"body":"do have done a lot of commercial"},{"speaker":"Dylan McCabe","startTime":729.72,"endTime":733.35,"body":"roofing and, and you've grown"},{"speaker":"Dylan McCabe","startTime":733.35,"endTime":737.04,"body":"that, and you've been successful"},{"speaker":"Dylan McCabe","startTime":733.35,"endTime":737.04,"body":"at that. What made you want to"},{"speaker":"Dylan McCabe","startTime":737.04,"endTime":740.85,"body":"start the commercial roofing"},{"speaker":"Dylan McCabe","startTime":737.04,"endTime":740.85,"body":"Academy? Tell us about that, who"},{"speaker":"Dylan McCabe","startTime":740.85,"endTime":744.3,"body":"you teamed up with? And why, why"},{"speaker":"Dylan McCabe","startTime":740.85,"endTime":744.3,"body":"did you guys decide to move"},{"speaker":"Dylan McCabe","startTime":744.3,"endTime":744.99,"body":"ahead with that?"},{"speaker":"Paul Reed","startTime":745.77,"endTime":748.41,"body":"Yeah, that's a great"},{"speaker":"Paul Reed","startTime":745.77,"endTime":748.41,"body":"question. So again, when"},{"speaker":"Paul Reed","startTime":748.47,"endTime":751.92,"body":"whenever we started out on our"},{"speaker":"Paul Reed","startTime":748.47,"endTime":751.92,"body":"path to you know, transition to"},{"speaker":"Paul Reed","startTime":751.92,"endTime":756.57,"body":"the commercial roofing worlds,"},{"speaker":"Paul Reed","startTime":751.92,"endTime":756.57,"body":"there was really nowhere, you"},{"speaker":"Paul Reed","startTime":756.57,"endTime":759.06,"body":"know, that you could go and"},{"speaker":"Paul Reed","startTime":756.57,"endTime":759.06,"body":"learn about, you know,"},{"speaker":"Paul Reed","startTime":759.06,"endTime":762.81,"body":"Commercial Roofing, there was,"},{"speaker":"Paul Reed","startTime":759.06,"endTime":762.81,"body":"you know, the industry was"},{"speaker":"Paul Reed","startTime":762.81,"endTime":767.58,"body":"really kinda fractured. And, you"},{"speaker":"Paul Reed","startTime":762.81,"endTime":767.58,"body":"know, you really could call up"},{"speaker":"Paul Reed","startTime":767.58,"endTime":770.4,"body":"your competitor, or even your"},{"speaker":"Paul Reed","startTime":767.58,"endTime":770.4,"body":"friend and I what's what's"},{"speaker":"Paul Reed","startTime":770.4,"endTime":773.04,"body":"really going on, so you have"},{"speaker":"Paul Reed","startTime":770.4,"endTime":773.04,"body":"anywhere to go. And when we"},{"speaker":"Paul Reed","startTime":773.04,"endTime":776.58,"body":"started, so, we we just kind of"},{"speaker":"Paul Reed","startTime":773.04,"endTime":776.58,"body":"figured it out on our own, we"},{"speaker":"Paul Reed","startTime":776.58,"endTime":779.52,"body":"made a lot of, you know, could"},{"speaker":"Paul Reed","startTime":776.58,"endTime":779.52,"body":"have been fatal errors, you"},{"speaker":"Paul Reed","startTime":779.52,"endTime":782.22,"body":"know, we paid what I like to"},{"speaker":"Paul Reed","startTime":779.52,"endTime":782.22,"body":"talk about a lot about is dumped"},{"speaker":"Paul Reed","startTime":782.22,"endTime":787.29,"body":"x, we paid hundreds of 1000s of"},{"speaker":"Paul Reed","startTime":782.22,"endTime":787.29,"body":"dollars down. So over the last,"},{"speaker":"Paul Reed","startTime":787.98,"endTime":790.32,"body":"I'd say two, three years, I've"},{"speaker":"Paul Reed","startTime":787.98,"endTime":790.32,"body":"done a lot of private"},{"speaker":"Paul Reed","startTime":790.32,"endTime":793.5,"body":"consulting, you know, where"},{"speaker":"Paul Reed","startTime":790.32,"endTime":793.5,"body":"different roofing company owners"},{"speaker":"Paul Reed","startTime":793.5,"endTime":797.49,"body":"will have me come in and talk to"},{"speaker":"Paul Reed","startTime":793.5,"endTime":797.49,"body":"them about, you know, just what"},{"speaker":"Paul Reed","startTime":797.49,"endTime":799.44,"body":"they have going on, and really"},{"speaker":"Paul Reed","startTime":797.49,"endTime":799.44,"body":"just kind of fine tune their"},{"speaker":"Paul Reed","startTime":799.44,"endTime":802.92,"body":"company. And so, really, since"},{"speaker":"Paul Reed","startTime":799.44,"endTime":802.92,"body":"then, a lot of it goes, Well,"},{"speaker":"Paul Reed","startTime":802.92,"endTime":807.45,"body":"why why aren't you teaching more"},{"speaker":"Paul Reed","startTime":802.92,"endTime":807.45,"body":"about the commercial? end of it?"},{"speaker":"Paul Reed","startTime":807.75,"endTime":811.14,"body":"And I was like, yeah, you know,"},{"speaker":"Paul Reed","startTime":807.75,"endTime":811.14,"body":"I just don't have time, blah,"},{"speaker":"Paul Reed","startTime":811.14,"endTime":815.34,"body":"blah, you know, whatever. Steve"},{"speaker":"Paul Reed","startTime":811.14,"endTime":815.34,"body":"Patrick actually came to me"},{"speaker":"Paul Reed","startTime":815.91,"endTime":819.6,"body":"about 18 months ago, and he"},{"speaker":"Paul Reed","startTime":815.91,"endTime":819.6,"body":"said, you know, we really should"},{"speaker":"Paul Reed","startTime":819.6,"endTime":823.71,"body":"look at putting together an"},{"speaker":"Paul Reed","startTime":819.6,"endTime":823.71,"body":"academy. And we could bring this"},{"speaker":"Paul Reed","startTime":823.71,"endTime":827.52,"body":"out into the, into the industry,"},{"speaker":"Paul Reed","startTime":823.71,"endTime":827.52,"body":"there's a need for it, there's"},{"speaker":"Paul Reed","startTime":827.52,"endTime":831.06,"body":"no one really doing it, you"},{"speaker":"Paul Reed","startTime":827.52,"endTime":831.06,"body":"know, with with our knowledge"},{"speaker":"Paul Reed","startTime":831.09,"endTime":833.4,"body":"and who we are, as people, you"},{"speaker":"Paul Reed","startTime":831.09,"endTime":833.4,"body":"know, I think it'd be really"},{"speaker":"Paul Reed","startTime":833.4,"endTime":836.01,"body":"successful. And I think we"},{"speaker":"Paul Reed","startTime":833.4,"endTime":836.01,"body":"provide a great value to the"},{"speaker":"Paul Reed","startTime":836.01,"endTime":840.12,"body":"industry. So we get around for a"},{"speaker":"Paul Reed","startTime":836.01,"endTime":840.12,"body":"little bit. And you ended up"},{"speaker":"Paul Reed","startTime":840.12,"endTime":844.53,"body":"bringing in Jonathan Sherwood as"},{"speaker":"Paul Reed","startTime":840.12,"endTime":844.53,"body":"well on there. So he's been a"},{"speaker":"Paul Reed","startTime":844.62,"endTime":848.64,"body":"huge part of that for us. And so"},{"speaker":"Paul Reed","startTime":844.62,"endTime":848.64,"body":"that was kind of the start of"},{"speaker":"Paul Reed","startTime":848.64,"endTime":851.58,"body":"it. But really, just because of,"},{"speaker":"Paul Reed","startTime":848.64,"endTime":851.58,"body":"you know, people ask him, you"},{"speaker":"Paul Reed","startTime":851.58,"endTime":857.49,"body":"know, maybe you should do this"},{"speaker":"Paul Reed","startTime":851.58,"endTime":857.49,"body":"and, you know, where my wife is"},{"speaker":"Paul Reed","startTime":857.49,"endTime":861.3,"body":"also a partner with us in there,"},{"speaker":"Paul Reed","startTime":857.49,"endTime":861.3,"body":"Kimberly. And so over the last"},{"speaker":"Paul Reed","startTime":861.78,"endTime":864.3,"body":"year, we're kind of empty"},{"speaker":"Paul Reed","startTime":861.78,"endTime":864.3,"body":"nesters now, so I have a little"},{"speaker":"Paul Reed","startTime":864.3,"endTime":869.7,"body":"bit more time and to be able to"},{"speaker":"Paul Reed","startTime":864.3,"endTime":869.7,"body":"do that. So timewise it was it"},{"speaker":"Paul Reed","startTime":869.7,"endTime":872.97,"body":"worked out well for us. And then"},{"speaker":"Paul Reed","startTime":869.7,"endTime":872.97,"body":"also, I'm a big believer in"},{"speaker":"Paul Reed","startTime":872.97,"endTime":876.57,"body":"giving back to the industry."},{"speaker":"Paul Reed","startTime":872.97,"endTime":876.57,"body":"That's that's really my biggest"},{"speaker":"Paul Reed","startTime":876.57,"endTime":879.96,"body":"Why is just really just being"},{"speaker":"Paul Reed","startTime":876.57,"endTime":879.96,"body":"able to give back. There's a"},{"speaker":"Paul Reed","startTime":879.96,"endTime":884.61,"body":"part in in a that talks about"},{"speaker":"Paul Reed","startTime":879.96,"endTime":884.61,"body":"unless you're willing to give it"},{"speaker":"Paul Reed","startTime":884.61,"endTime":889.05,"body":"back, keep what you have. And so"},{"speaker":"Paul Reed","startTime":884.61,"endTime":889.05,"body":"this industry has been so great"},{"speaker":"Paul Reed","startTime":889.05,"endTime":894.09,"body":"to myself, my family and you"},{"speaker":"Paul Reed","startTime":889.05,"endTime":894.09,"body":"know, 10 more people. And you"},{"speaker":"Paul Reed","startTime":894.09,"endTime":896.88,"body":"know what a better way than just"},{"speaker":"Paul Reed","startTime":894.09,"endTime":896.88,"body":"to be able to bring this out"},{"speaker":"Paul Reed","startTime":896.88,"endTime":899.28,"body":"show people hey, here's the"},{"speaker":"Paul Reed","startTime":896.88,"endTime":899.28,"body":"mistakes I've made. I've already"},{"speaker":"Paul Reed","startTime":899.28,"endTime":902.7,"body":"made that mistake. You don't"},{"speaker":"Paul Reed","startTime":899.28,"endTime":902.7,"body":"need to make mistakes Come in,"},{"speaker":"Paul Reed","startTime":902.88,"endTime":906.69,"body":"come in for this two days class,"},{"speaker":"Paul Reed","startTime":902.88,"endTime":906.69,"body":"and then it's going to be a year"},{"speaker":"Paul Reed","startTime":906.69,"endTime":910.8,"body":"long deal. But quick two day"},{"speaker":"Paul Reed","startTime":906.69,"endTime":910.8,"body":"quickstart had this, you know,"},{"speaker":"Paul Reed","startTime":910.8,"endTime":913.59,"body":"show you how we did it, we're"},{"speaker":"Paul Reed","startTime":910.8,"endTime":913.59,"body":"going to open up the playbook"},{"speaker":"Paul Reed","startTime":913.59,"endTime":917.22,"body":"and exactly what we do. And"},{"speaker":"Paul Reed","startTime":913.59,"endTime":917.22,"body":"we've done it what we continue"},{"speaker":"Paul Reed","startTime":917.22,"endTime":918.09,"body":"to do this day."},{"speaker":"Dylan McCabe","startTime":919.38,"endTime":921.72,"body":"That is so cool."},{"speaker":"Dylan McCabe","startTime":919.38,"endTime":921.72,"body":"You know, it's really neat being"},{"speaker":"Dylan McCabe","startTime":921.75,"endTime":925.02,"body":"as a podcast host, I get to talk"},{"speaker":"Dylan McCabe","startTime":921.75,"endTime":925.02,"body":"to a lot of guys in the"},{"speaker":"Dylan McCabe","startTime":925.02,"endTime":928.62,"body":"industry, that have varying"},{"speaker":"Dylan McCabe","startTime":925.02,"endTime":928.62,"body":"degrees of influence, that are"},{"speaker":"Dylan McCabe","startTime":928.62,"endTime":931.08,"body":"doing different things, you"},{"speaker":"Dylan McCabe","startTime":928.62,"endTime":931.08,"body":"know, adding value, equipping"},{"speaker":"Dylan McCabe","startTime":931.08,"endTime":934.38,"body":"people in all different ways."},{"speaker":"Dylan McCabe","startTime":931.08,"endTime":934.38,"body":"And I was really excited about"},{"speaker":"Dylan McCabe","startTime":934.38,"endTime":937.5,"body":"this, because I don't know"},{"speaker":"Dylan McCabe","startTime":934.38,"endTime":937.5,"body":"anyone else that is doing this."},{"speaker":"Dylan McCabe","startTime":938.19,"endTime":940.35,"body":"I don't know anybody else is"},{"speaker":"Dylan McCabe","startTime":938.19,"endTime":940.35,"body":"saying, look, you want to get"},{"speaker":"Dylan McCabe","startTime":940.35,"endTime":942.78,"body":"into commercial, we're going to"},{"speaker":"Dylan McCabe","startTime":940.35,"endTime":942.78,"body":"show you how we're going to"},{"speaker":"Dylan McCabe","startTime":942.78,"endTime":946.53,"body":"surround you with other people"},{"speaker":"Dylan McCabe","startTime":942.78,"endTime":946.53,"body":"doing it, we've done it, we're"},{"speaker":"Dylan McCabe","startTime":946.53,"endTime":948.6,"body":"going to have some in person"},{"speaker":"Dylan McCabe","startTime":946.53,"endTime":948.6,"body":"training, we're going to have"},{"speaker":"Dylan McCabe","startTime":948.63,"endTime":951.69,"body":"ongoing training for the rest of"},{"speaker":"Dylan McCabe","startTime":948.63,"endTime":951.69,"body":"the year. And it's going to be a"},{"speaker":"Dylan McCabe","startTime":951.69,"endTime":954.93,"body":"transition process where you"},{"speaker":"Dylan McCabe","startTime":951.69,"endTime":954.93,"body":"don't have to pay the dumb tax."},{"speaker":"Dylan McCabe","startTime":955.29,"endTime":958.2,"body":"Because I know guys that are"},{"speaker":"Dylan McCabe","startTime":955.29,"endTime":958.2,"body":"doing other things in"},{"speaker":"Dylan McCabe","startTime":958.2,"endTime":960.12,"body":"commercial, whether it's sales,"},{"speaker":"Dylan McCabe","startTime":958.2,"endTime":960.12,"body":"training, or whatever, but"},{"speaker":"Dylan McCabe","startTime":960.12,"endTime":965.1,"body":"nobody's really doing this. And"},{"speaker":"Dylan McCabe","startTime":960.12,"endTime":965.1,"body":"I think a combination of you and"},{"speaker":"Dylan McCabe","startTime":965.1,"endTime":968.43,"body":"Steve Patrick and Jonathan"},{"speaker":"Dylan McCabe","startTime":965.1,"endTime":968.43,"body":"Sherwood and other people,"},{"speaker":"Dylan McCabe","startTime":968.43,"endTime":972.48,"body":"you've surround yourselves with"},{"speaker":"Dylan McCabe","startTime":968.43,"endTime":972.48,"body":"such a unique group of people,"},{"speaker":"Dylan McCabe","startTime":973.05,"endTime":976.56,"body":"I'm really excited to see where"},{"speaker":"Dylan McCabe","startTime":973.05,"endTime":976.56,"body":"it goes. And it's in line with"},{"speaker":"Dylan McCabe","startTime":976.62,"endTime":979.5,"body":"with our heart to it limitless,"},{"speaker":"Dylan McCabe","startTime":976.62,"endTime":979.5,"body":"that that's why we do roofing"},{"speaker":"Dylan McCabe","startTime":979.5,"endTime":985.14,"body":"CEO groups. Because if you get"},{"speaker":"Dylan McCabe","startTime":979.5,"endTime":985.14,"body":"just 12 people in a room, twice"},{"speaker":"Dylan McCabe","startTime":985.14,"endTime":988.2,"body":"a month, or once a month for 90"},{"speaker":"Dylan McCabe","startTime":985.14,"endTime":988.2,"body":"minutes to say, Hey, you know,"},{"speaker":"Dylan McCabe","startTime":988.2,"endTime":992.76,"body":"we're having issues with"},{"speaker":"Dylan McCabe","startTime":988.2,"endTime":992.76,"body":"onboarding and hiring one of the"},{"speaker":"Dylan McCabe","startTime":992.76,"endTime":995.88,"body":"other of those of you in this"},{"speaker":"Dylan McCabe","startTime":992.76,"endTime":995.88,"body":"group done that's that's worked"},{"speaker":"Dylan McCabe","startTime":995.88,"endTime":998.79,"body":"really well, we're struggling"},{"speaker":"Dylan McCabe","startTime":995.88,"endTime":998.79,"body":"with turnover, can you shine"},{"speaker":"Dylan McCabe","startTime":998.79,"endTime":1001.16,"body":"some light on that when you"},{"speaker":"Dylan McCabe","startTime":998.79,"endTime":1001.16,"body":"bring people together, great"},{"speaker":"Dylan McCabe","startTime":1001.16,"endTime":1004.64,"body":"things happen. And a lot of guys"},{"speaker":"Dylan McCabe","startTime":1001.16,"endTime":1004.64,"body":"are just out there operating in"},{"speaker":"Dylan McCabe","startTime":1004.64,"endTime":1010.4,"body":"isolation. So it's, that's a"},{"speaker":"Dylan McCabe","startTime":1004.64,"endTime":1010.4,"body":"dangerous place to be. Yeah,"},{"speaker":"Dylan McCabe","startTime":1010.4,"endTime":1011.06,"body":"absolutely."},{"speaker":"Paul Reed","startTime":1011.059,"endTime":1014.089,"body":"And so, in the last,"},{"speaker":"Paul Reed","startTime":1011.059,"endTime":1014.089,"body":"since we started, you know,"},{"speaker":"Paul Reed","startTime":1014.089,"endTime":1016.879,"body":"first a year, you know, we've"},{"speaker":"Paul Reed","startTime":1014.089,"endTime":1016.879,"body":"got companies that are doing,"},{"speaker":"Paul Reed","startTime":1016.909,"endTime":1020.989,"body":"you know, $800,000 a year to"},{"speaker":"Paul Reed","startTime":1016.909,"endTime":1020.989,"body":"companies that do $40 million a"},{"speaker":"Paul Reed","startTime":1020.989,"endTime":1024.259,"body":"year, you know, already in"},{"speaker":"Paul Reed","startTime":1020.989,"endTime":1024.259,"body":"commercial and so, just really"},{"speaker":"Paul Reed","startTime":1024.259,"endTime":1029.059,"body":"the synergy of the room and"},{"speaker":"Paul Reed","startTime":1024.259,"endTime":1029.059,"body":"being able to talk to, you know,"},{"speaker":"Paul Reed","startTime":1029.059,"endTime":1032.659,"body":"and now guide, going through it,"},{"speaker":"Paul Reed","startTime":1029.059,"endTime":1032.659,"body":"I learned every day, you know, I"},{"speaker":"Paul Reed","startTime":1032.659,"endTime":1035.539,"body":"learned from guys that are doing"},{"speaker":"Paul Reed","startTime":1032.659,"endTime":1035.539,"body":"$100,000 a year, I learned from"},{"speaker":"Paul Reed","startTime":1036.199,"endTime":1039.109,"body":"some of the bigger guys in the"},{"speaker":"Paul Reed","startTime":1036.199,"endTime":1039.109,"body":"industry. And it's about you"},{"speaker":"Paul Reed","startTime":1039.109,"endTime":1041.389,"body":"know, just getting yourself"},{"speaker":"Paul Reed","startTime":1039.109,"endTime":1041.389,"body":"putting yourself out there and"},{"speaker":"Paul Reed","startTime":1041.389,"endTime":1044.659,"body":"actually, sometimes just"},{"speaker":"Paul Reed","startTime":1041.389,"endTime":1044.659,"body":"shutting up, you know, that's,"},{"speaker":"Paul Reed","startTime":1044.689,"endTime":1048.559,"body":"that's the problem is a lot of"},{"speaker":"Paul Reed","startTime":1044.689,"endTime":1048.559,"body":"sales reps, and even company"},{"speaker":"Paul Reed","startTime":1048.559,"endTime":1051.829,"body":"owners, especially company"},{"speaker":"Paul Reed","startTime":1048.559,"endTime":1051.829,"body":"owners, actually, excuse me, we"},{"speaker":"Paul Reed","startTime":1051.829,"endTime":1055.909,"body":"have type A personalities. And"},{"speaker":"Paul Reed","startTime":1051.829,"endTime":1055.909,"body":"we don't want to learn from"},{"speaker":"Paul Reed","startTime":1055.909,"endTime":1058.279,"body":"anybody. And we don't want to"},{"speaker":"Paul Reed","startTime":1055.909,"endTime":1058.279,"body":"admit that this guy may have a"},{"speaker":"Paul Reed","startTime":1058.279,"endTime":1061.489,"body":"better idea than what than what"},{"speaker":"Paul Reed","startTime":1058.279,"endTime":1061.489,"body":"we do. And one of the things"},{"speaker":"Paul Reed","startTime":1061.489,"endTime":1065.899,"body":"that I teach about is, you need"},{"speaker":"Paul Reed","startTime":1061.489,"endTime":1065.899,"body":"to just shut up for a minute,"},{"speaker":"Paul Reed","startTime":1065.899,"endTime":1070.459,"body":"just listen. You know, like, if"},{"speaker":"Paul Reed","startTime":1065.899,"endTime":1070.459,"body":"everything was as great as you"},{"speaker":"Paul Reed","startTime":1070.459,"endTime":1073.609,"body":"say it is, you probably wouldn't"},{"speaker":"Paul Reed","startTime":1070.459,"endTime":1073.609,"body":"be here, you probably wouldn't"},{"speaker":"Paul Reed","startTime":1073.609,"endTime":1076.789,"body":"be asking anybody for help. So"},{"speaker":"Paul Reed","startTime":1073.609,"endTime":1076.789,"body":"why don't you just take this"},{"speaker":"Paul Reed","startTime":1076.789,"endTime":1081.019,"body":"opportunity just to close your"},{"speaker":"Paul Reed","startTime":1076.789,"endTime":1081.019,"body":"mouth just for a few minutes and"},{"speaker":"Paul Reed","startTime":1081.019,"endTime":1084.319,"body":"actually listen, and something"},{"speaker":"Paul Reed","startTime":1081.019,"endTime":1084.319,"body":"that I practice myself? You"},{"speaker":"Paul Reed","startTime":1084.319,"endTime":1087.469,"body":"know, I shut up and I listened"},{"speaker":"Paul Reed","startTime":1084.319,"endTime":1087.469,"body":"to when someone else is talking,"},{"speaker":"Paul Reed","startTime":1087.469,"endTime":1091.399,"body":"because if I could take one"},{"speaker":"Paul Reed","startTime":1087.469,"endTime":1091.399,"body":"little nugget out of somebody"},{"speaker":"Paul Reed","startTime":1091.399,"endTime":1093.919,"body":"else. Yeah, that just made me"},{"speaker":"Paul Reed","startTime":1091.399,"endTime":1093.919,"body":"that much better."},{"speaker":"Dylan McCabe","startTime":1094.91,"endTime":1097.07,"body":"That's so good."},{"speaker":"Dylan McCabe","startTime":1094.91,"endTime":1097.07,"body":"Yeah, the wisest person in the"},{"speaker":"Dylan McCabe","startTime":1097.07,"endTime":1101.24,"body":"room is usually the one asking"},{"speaker":"Dylan McCabe","startTime":1097.07,"endTime":1101.24,"body":"the best questions. So let's get"},{"speaker":"Dylan McCabe","startTime":1101.24,"endTime":1107.81,"body":"into some of the things you guys"},{"speaker":"Dylan McCabe","startTime":1101.24,"endTime":1107.81,"body":"cover and and talk about why and"},{"speaker":"Dylan McCabe","startTime":1107.84,"endTime":1111.77,"body":"what people can learn as they"},{"speaker":"Dylan McCabe","startTime":1107.84,"endTime":1111.77,"body":"work with you. And I'd like to"},{"speaker":"Dylan McCabe","startTime":1111.77,"endTime":1115.34,"body":"kind of start off asking, you"},{"speaker":"Dylan McCabe","startTime":1111.77,"endTime":1115.34,"body":"know, what's the best way if"},{"speaker":"Dylan McCabe","startTime":1115.34,"endTime":1118.07,"body":"you're going to, if you're going"},{"speaker":"Dylan McCabe","startTime":1115.34,"endTime":1118.07,"body":"to do this, and let's assume"},{"speaker":"Dylan McCabe","startTime":1118.07,"endTime":1120.65,"body":"somebody is going to work with"},{"speaker":"Dylan McCabe","startTime":1118.07,"endTime":1120.65,"body":"you guys. What do you help"},{"speaker":"Dylan McCabe","startTime":1120.65,"endTime":1124.13,"body":"people to do from the get go if"},{"speaker":"Dylan McCabe","startTime":1120.65,"endTime":1124.13,"body":"they want to start a commercial"},{"speaker":"Dylan McCabe","startTime":1124.13,"endTime":1124.97,"body":"roofing division?"},{"speaker":"Unknown","startTime":1126.29,"endTime":1129.89,"body":"Man, so the very first"},{"speaker":"Unknown","startTime":1126.29,"endTime":1129.89,"body":"thing is stop the residential"},{"speaker":"Unknown","startTime":1129.89,"endTime":1135.23,"body":"mindset. Okay, so we got to stop"},{"speaker":"Unknown","startTime":1129.89,"endTime":1135.23,"body":"the residential mindset. One of"},{"speaker":"Unknown","startTime":1135.23,"endTime":1138.56,"body":"the things that it's it's a"},{"speaker":"Unknown","startTime":1135.23,"endTime":1138.56,"body":"weird concept, but here's, it's,"},{"speaker":"Unknown","startTime":1138.56,"endTime":1142.85,"body":"it's true. Most guys do not"},{"speaker":"Unknown","startTime":1138.56,"endTime":1142.85,"body":"realize how big a company"},{"speaker":"Unknown","startTime":1142.85,"endTime":1147.05,"body":"they're actually right. Even a"},{"speaker":"Unknown","startTime":1142.85,"endTime":1147.05,"body":"guy that's doing a million or 2"},{"speaker":"Unknown","startTime":1147.05,"endTime":1149.96,"body":"million or $3.3 million a year"},{"speaker":"Unknown","startTime":1147.05,"endTime":1149.96,"body":"in revenue, that's his company."},{"speaker":"Unknown","startTime":1150.5,"endTime":1153.32,"body":"That's a large company, it"},{"speaker":"Unknown","startTime":1150.5,"endTime":1153.32,"body":"sounds like the percentage,"},{"speaker":"Unknown","startTime":1153.5,"endTime":1157.01,"body":"you're in the top 1% in the"},{"speaker":"Unknown","startTime":1153.5,"endTime":1157.01,"body":"entire world, if you have a"},{"speaker":"Unknown","startTime":1157.01,"endTime":1159.83,"body":"company that's doing over a"},{"speaker":"Unknown","startTime":1157.01,"endTime":1159.83,"body":"million dollars a year in"},{"speaker":"Unknown","startTime":1159.83,"endTime":1163.22,"body":"revenue. So the first thing you"},{"speaker":"Unknown","startTime":1159.83,"endTime":1163.22,"body":"have to do is recognize that"},{"speaker":"Unknown","startTime":1163.55,"endTime":1166.46,"body":"you're in the top 1% of the"},{"speaker":"Unknown","startTime":1163.55,"endTime":1166.46,"body":"world at a $1 million, your"},{"speaker":"Unknown","startTime":1166.46,"endTime":1171.08,"body":"company. And so honoring the"},{"speaker":"Unknown","startTime":1166.46,"endTime":1171.08,"body":"fact that that's that's what you"},{"speaker":"Unknown","startTime":1171.08,"endTime":1176.84,"body":"have, and realizing that because"},{"speaker":"Unknown","startTime":1171.08,"endTime":1176.84,"body":"this is this was sad. We woke up"},{"speaker":"Unknown","startTime":1176.84,"endTime":1181.07,"body":"one day, and we were I think we"},{"speaker":"Unknown","startTime":1176.84,"endTime":1181.07,"body":"did about he was about 24"},{"speaker":"Unknown","startTime":1181.07,"endTime":1183.35,"body":"million, something like that. We"},{"speaker":"Unknown","startTime":1181.07,"endTime":1183.35,"body":"did about 24 million that year."},{"speaker":"Unknown","startTime":1183.8,"endTime":1186.92,"body":"And I'm sitting there with my"},{"speaker":"Unknown","startTime":1183.8,"endTime":1186.92,"body":"partner, and we were talking"},{"speaker":"Unknown","startTime":1186.92,"endTime":1191.45,"body":"about something and I go, do you"},{"speaker":"Unknown","startTime":1186.92,"endTime":1191.45,"body":"realize we're not a mom and pop"},{"speaker":"Unknown","startTime":1191.87,"endTime":1195.23,"body":"company? And he was kind of"},{"speaker":"Unknown","startTime":1191.87,"endTime":1195.23,"body":"like, What are you talking"},{"speaker":"Unknown","startTime":1195.23,"endTime":1199.34,"body":"about? And I said if you look at"},{"speaker":"Unknown","startTime":1195.23,"endTime":1199.34,"body":"how we're running our company,"},{"speaker":"Unknown","startTime":1200.0,"endTime":1203.54,"body":"We're running as a mom and pop"},{"speaker":"Unknown","startTime":1200.0,"endTime":1203.54,"body":"store, and we're doing $24"},{"speaker":"Unknown","startTime":1203.54,"endTime":1206.48,"body":"million a year. And so you can"},{"speaker":"Unknown","startTime":1203.54,"endTime":1206.48,"body":"really get all the way back to"},{"speaker":"Unknown","startTime":1206.48,"endTime":1208.34,"body":"someone that's doing a million"},{"speaker":"Unknown","startTime":1206.48,"endTime":1208.34,"body":"dollars according to the"},{"speaker":"Unknown","startTime":1208.34,"endTime":1211.88,"body":"percentages, right? And what and"},{"speaker":"Unknown","startTime":1208.34,"endTime":1211.88,"body":"so he's like, What do you mean?"},{"speaker":"Unknown","startTime":1212.3,"endTime":1216.8,"body":"I said, Okay, who does our"},{"speaker":"Unknown","startTime":1212.3,"endTime":1216.8,"body":"books, the lady that does our"},{"speaker":"Unknown","startTime":1216.8,"endTime":1220.73,"body":"book, she has worked for us for"},{"speaker":"Unknown","startTime":1216.8,"endTime":1220.73,"body":"a few years, and she's one of"},{"speaker":"Unknown","startTime":1220.73,"endTime":1224.6,"body":"our sales reps. You know, she"},{"speaker":"Unknown","startTime":1220.73,"endTime":1224.6,"body":"really had no formal training,"},{"speaker":"Unknown","startTime":1224.63,"endTime":1227.51,"body":"and she did a good job, I'm not"},{"speaker":"Unknown","startTime":1224.63,"endTime":1227.51,"body":"knocking that. But she had no"},{"speaker":"Unknown","startTime":1227.51,"endTime":1232.22,"body":"formal training, you know, in"},{"speaker":"Unknown","startTime":1227.51,"endTime":1232.22,"body":"accounting, right, she just kind"},{"speaker":"Unknown","startTime":1232.22,"endTime":1236.96,"body":"of knew how to classify a lot."},{"speaker":"Unknown","startTime":1232.22,"endTime":1236.96,"body":"We had one guy that was like, in"},{"speaker":"Unknown","startTime":1236.96,"endTime":1240.38,"body":"production, that he sat behind a"},{"speaker":"Unknown","startTime":1236.96,"endTime":1240.38,"body":"desk all day, just sending out"},{"speaker":"Unknown","startTime":1240.38,"endTime":1243.26,"body":"orders to beacon and then you"},{"speaker":"Unknown","startTime":1240.38,"endTime":1243.26,"body":"know, sending some orders to the"},{"speaker":"Unknown","startTime":1243.26,"endTime":1245.96,"body":"deal. We're not really"},{"speaker":"Unknown","startTime":1243.26,"endTime":1245.96,"body":"professional in the way we"},{"speaker":"Unknown","startTime":1245.96,"endTime":1250.91,"body":"dress. You walk into our office,"},{"speaker":"Unknown","startTime":1245.96,"endTime":1250.91,"body":"and you're like, this is not a"},{"speaker":"Unknown","startTime":1250.91,"endTime":1254.72,"body":"$24 million a year office, not"},{"speaker":"Unknown","startTime":1250.91,"endTime":1254.72,"body":"meaning that it was grandiose or"},{"speaker":"Unknown","startTime":1254.72,"endTime":1257.21,"body":"anything like that. But just"},{"speaker":"Unknown","startTime":1254.72,"endTime":1257.21,"body":"like, we're not professional,"},{"speaker":"Unknown","startTime":1257.39,"endTime":1260.81,"body":"ladies, that's from the phone."},{"speaker":"Unknown","startTime":1257.39,"endTime":1260.81,"body":"She says like, Hello, you know,"},{"speaker":"Unknown","startTime":1260.81,"endTime":1263.48,"body":"it just, it wasn't a"},{"speaker":"Unknown","startTime":1260.81,"endTime":1263.48,"body":"professional deal. And, and"},{"speaker":"Unknown","startTime":1263.48,"endTime":1266.99,"body":"we're running a $24 billion a"},{"speaker":"Unknown","startTime":1263.48,"endTime":1266.99,"body":"year company. And so I teach"},{"speaker":"Unknown","startTime":1266.99,"endTime":1271.64,"body":"from the beginning, you have"},{"speaker":"Unknown","startTime":1266.99,"endTime":1271.64,"body":"honor and respect who you are"},{"speaker":"Unknown","startTime":1271.64,"endTime":1274.49,"body":"and what you're doing. Even if"},{"speaker":"Unknown","startTime":1271.64,"endTime":1274.49,"body":"you're doing a million dollars a"},{"speaker":"Unknown","startTime":1274.49,"endTime":1277.76,"body":"year, you have to you have to"},{"speaker":"Unknown","startTime":1274.49,"endTime":1277.76,"body":"treat this it's not a mom and"},{"speaker":"Unknown","startTime":1277.76,"endTime":1281.93,"body":"pop deal, we get to a certain"},{"speaker":"Unknown","startTime":1277.76,"endTime":1281.93,"body":"point. And we need to have a"},{"speaker":"Unknown","startTime":1281.93,"endTime":1287.27,"body":"CFO, right, we need to have a"},{"speaker":"Unknown","startTime":1281.93,"endTime":1287.27,"body":"CEO. And so we've got it, we've"},{"speaker":"Unknown","startTime":1287.27,"endTime":1290.42,"body":"got to change that mindset of"},{"speaker":"Unknown","startTime":1287.27,"endTime":1290.42,"body":"like his most people, it's so"},{"speaker":"Unknown","startTime":1290.42,"endTime":1292.91,"body":"damn easy just to get into"},{"speaker":"Unknown","startTime":1290.42,"endTime":1292.91,"body":"roofing and open up a roofing"},{"speaker":"Unknown","startTime":1292.91,"endTime":1297.89,"body":"company and go sell a million or"},{"speaker":"Unknown","startTime":1292.91,"endTime":1297.89,"body":"two. Right? And we forget what"},{"speaker":"Unknown","startTime":1297.89,"endTime":1301.16,"body":"we're actually have. And we"},{"speaker":"Unknown","startTime":1297.89,"endTime":1301.16,"body":"honor that. So we're gonna teach"},{"speaker":"Unknown","startTime":1301.16,"endTime":1303.53,"body":"we teach that from the very"},{"speaker":"Unknown","startTime":1301.16,"endTime":1303.53,"body":"beginning. Who are we as a"},{"speaker":"Unknown","startTime":1303.53,"endTime":1306.71,"body":"company? Okay, so this is where"},{"speaker":"Unknown","startTime":1303.53,"endTime":1306.71,"body":"a residential company, we need"},{"speaker":"Unknown","startTime":1306.71,"endTime":1310.94,"body":"to own who we are right now. And"},{"speaker":"Unknown","startTime":1306.71,"endTime":1310.94,"body":"now we need to learn and we need"},{"speaker":"Unknown","startTime":1310.94,"endTime":1313.28,"body":"to figure out like, Well, where"},{"speaker":"Unknown","startTime":1310.94,"endTime":1313.28,"body":"do we want to go. So at the very"},{"speaker":"Unknown","startTime":1313.28,"endTime":1315.77,"body":"beginning, and we're going to"},{"speaker":"Unknown","startTime":1313.28,"endTime":1315.77,"body":"start at that, we're going to"},{"speaker":"Unknown","startTime":1315.77,"endTime":1317.84,"body":"start and we're going to, we're"},{"speaker":"Unknown","startTime":1315.77,"endTime":1317.84,"body":"going to figure out who we are"},{"speaker":"Unknown","startTime":1317.84,"endTime":1320.21,"body":"as a company and where we want"},{"speaker":"Unknown","startTime":1317.84,"endTime":1320.21,"body":"to get to, and then we're going"},{"speaker":"Unknown","startTime":1320.21,"endTime":1323.45,"body":"to honor labs. So that's what"},{"speaker":"Unknown","startTime":1320.21,"endTime":1323.45,"body":"that's where we start. So the"},{"speaker":"Unknown","startTime":1323.45,"endTime":1326.87,"body":"residual mindset that goes out"},{"speaker":"Unknown","startTime":1323.45,"endTime":1326.87,"body":"the door with the residential"},{"speaker":"Unknown","startTime":1326.87,"endTime":1329.96,"body":"mindset, in the residential"},{"speaker":"Unknown","startTime":1326.87,"endTime":1329.96,"body":"world working scenario,"},{"speaker":"Unknown","startTime":1329.96,"endTime":1333.41,"body":"something happens I screw up"},{"speaker":"Unknown","startTime":1329.96,"endTime":1333.41,"body":"Mrs. Smith's house, guess what"},{"speaker":"Unknown","startTime":1333.41,"endTime":1335.99,"body":"it's going to cost me, it's"},{"speaker":"Unknown","startTime":1333.41,"endTime":1335.99,"body":"going to cost me about five to"},{"speaker":"Unknown","startTime":1335.99,"endTime":1338.81,"body":"six grand, if I screw it up"},{"speaker":"Unknown","startTime":1335.99,"endTime":1338.81,"body":"really bad. And I have to go in,"},{"speaker":"Unknown","startTime":1338.81,"endTime":1340.94,"body":"I have to rip the whole roof"},{"speaker":"Unknown","startTime":1338.81,"endTime":1340.94,"body":"off. And I have to put a new"},{"speaker":"Unknown","startTime":1340.94,"endTime":1345.5,"body":"roof on and cost me five or six"},{"speaker":"Unknown","startTime":1340.94,"endTime":1345.5,"body":"grand. So that's not bad. We"},{"speaker":"Unknown","startTime":1345.5,"endTime":1348.38,"body":"could all afford that. You know,"},{"speaker":"Unknown","startTime":1345.5,"endTime":1348.38,"body":"we have a roofing company that's"},{"speaker":"Unknown","startTime":1348.38,"endTime":1351.59,"body":"not going to kill us. But guess"},{"speaker":"Unknown","startTime":1348.38,"endTime":1351.59,"body":"what? I get in the commercial"},{"speaker":"Unknown","startTime":1351.59,"endTime":1355.37,"body":"world, and I go out and I sell a"},{"speaker":"Unknown","startTime":1351.59,"endTime":1355.37,"body":"million dollar deal. And I sell"},{"speaker":"Unknown","startTime":1355.37,"endTime":1359.42,"body":"this million dollar flat roof."},{"speaker":"Unknown","startTime":1355.37,"endTime":1359.42,"body":"And I screw it up. How much is"},{"speaker":"Unknown","startTime":1359.42,"endTime":1366.08,"body":"it gonna cost me"},{"speaker":"Unknown","startTime":1359.42,"endTime":1366.08,"body":"600 700 800,000. So we can talk"},{"speaker":"Unknown","startTime":1366.08,"endTime":1369.14,"body":"about that, that residential"},{"speaker":"Unknown","startTime":1366.08,"endTime":1369.14,"body":"mindsets, all the way we have to"},{"speaker":"Unknown","startTime":1369.14,"endTime":1373.43,"body":"protect our assets, we have to"},{"speaker":"Unknown","startTime":1369.14,"endTime":1373.43,"body":"watch our money we know our"},{"speaker":"Unknown","startTime":1373.43,"endTime":1376.91,"body":"money, we have to understand"},{"speaker":"Unknown","startTime":1373.43,"endTime":1376.91,"body":"numbers truly understand"},{"speaker":"Unknown","startTime":1376.91,"endTime":1380.72,"body":"numbers, I need to know exactly."},{"speaker":"Unknown","startTime":1376.91,"endTime":1380.72,"body":"You know, because when you do a"},{"speaker":"Unknown","startTime":1380.72,"endTime":1383.33,"body":"residential job, you just turn"},{"speaker":"Unknown","startTime":1380.72,"endTime":1383.33,"body":"it in. And some of those will"},{"speaker":"Unknown","startTime":1383.36,"endTime":1386.21,"body":"how much for it's like, I don't"},{"speaker":"Unknown","startTime":1383.36,"endTime":1386.21,"body":"know, it's like 350 a square,"},{"speaker":"Unknown","startTime":1386.24,"endTime":1389.63,"body":"that's good roof. But we're in"},{"speaker":"Unknown","startTime":1386.24,"endTime":1389.63,"body":"the red, we're in the Christian"},{"speaker":"Unknown","startTime":1389.63,"endTime":1392.27,"body":"world, I have to know exactly"},{"speaker":"Unknown","startTime":1389.63,"endTime":1392.27,"body":"what my costs are down to the"},{"speaker":"Unknown","startTime":1392.27,"endTime":1395.6,"body":"penny, I need to know within 1%"},{"speaker":"Unknown","startTime":1392.27,"endTime":1395.6,"body":"what my heart costs are going to"},{"speaker":"Unknown","startTime":1395.6,"endTime":1399.8,"body":"be before I even turn this job"},{"speaker":"Unknown","startTime":1395.6,"endTime":1399.8,"body":"in. So that's the beginning that"},{"speaker":"Unknown","startTime":1399.83,"endTime":1403.7,"body":"is getting rid of this"},{"speaker":"Unknown","startTime":1399.83,"endTime":1403.7,"body":"residential mindset. And that"},{"speaker":"Unknown","startTime":1403.7,"endTime":1408.71,"body":"just goes back to we're not mom"},{"speaker":"Unknown","startTime":1403.7,"endTime":1408.71,"body":"and pop. We're not a mom and pop"},{"speaker":"Unknown","startTime":1408.71,"endTime":1411.62,"body":"store. Even if we're doing a"},{"speaker":"Unknown","startTime":1408.71,"endTime":1411.62,"body":"million dollars a year. We are"},{"speaker":"Unknown","startTime":1411.68,"endTime":1415.16,"body":"actual company. And so that's"},{"speaker":"Unknown","startTime":1411.68,"endTime":1415.16,"body":"that's the start."},{"speaker":"Dylan McCabe","startTime":1415.79,"endTime":1418.46,"body":"That's good stuff."},{"speaker":"Dylan McCabe","startTime":1415.79,"endTime":1418.46,"body":"Yeah, you really, you really"},{"speaker":"Dylan McCabe","startTime":1418.49,"endTime":1421.55,"body":"have to shift from somebody"},{"speaker":"Dylan McCabe","startTime":1418.49,"endTime":1421.55,"body":"who's got like a startup"},{"speaker":"Dylan McCabe","startTime":1421.55,"endTime":1425.54,"body":"business to start thinking like"},{"speaker":"Dylan McCabe","startTime":1421.55,"endTime":1425.54,"body":"an effective CEO. And take"},{"speaker":"Dylan McCabe","startTime":1425.54,"endTime":1428.9,"body":"things to the next level."},{"speaker":"Dylan McCabe","startTime":1425.54,"endTime":1428.9,"body":"Business wise. That's good"},{"speaker":"Dylan McCabe","startTime":1428.9,"endTime":1431.84,"body":"stuff. So once you get into"},{"speaker":"Dylan McCabe","startTime":1428.9,"endTime":1431.84,"body":"that, and you decide, okay, I"},{"speaker":"Dylan McCabe","startTime":1431.84,"endTime":1434.72,"body":"want to start thinking this way"},{"speaker":"Dylan McCabe","startTime":1431.84,"endTime":1434.72,"body":"I'm going to, I'm going to take"},{"speaker":"Dylan McCabe","startTime":1434.72,"endTime":1438.2,"body":"the steps to go there. One of"},{"speaker":"Dylan McCabe","startTime":1434.72,"endTime":1438.2,"body":"the things that you guys teach"},{"speaker":"Dylan McCabe","startTime":1438.23,"endTime":1441.62,"body":"is business development. And we"},{"speaker":"Dylan McCabe","startTime":1438.23,"endTime":1441.62,"body":"all know that sales solves offer"},{"speaker":"Dylan McCabe","startTime":1441.62,"endTime":1446.24,"body":"without a sale, nothing else"},{"speaker":"Dylan McCabe","startTime":1441.62,"endTime":1446.24,"body":"happens. Without a sale, you"},{"speaker":"Dylan McCabe","startTime":1446.24,"endTime":1449.72,"body":"can't sustain anything. So you"},{"speaker":"Dylan McCabe","startTime":1446.24,"endTime":1449.72,"body":"guys teach business development."},{"speaker":"Dylan McCabe","startTime":1449.9,"endTime":1454.01,"body":"What would you say is the"},{"speaker":"Dylan McCabe","startTime":1449.9,"endTime":1454.01,"body":"biggest key to business"},{"speaker":"Dylan McCabe","startTime":1454.01,"endTime":1455.87,"body":"development and Commercial"},{"speaker":"Dylan McCabe","startTime":1454.01,"endTime":1455.87,"body":"Roofing,"},{"speaker":"Paul Reed","startTime":1456.95,"endTime":1460.22,"body":"consistency and"},{"speaker":"Paul Reed","startTime":1456.95,"endTime":1460.22,"body":"follow up, consistency and"},{"speaker":"Paul Reed","startTime":1460.22,"endTime":1464.45,"body":"follow up. You know why most"},{"speaker":"Paul Reed","startTime":1460.22,"endTime":1464.45,"body":"roofing sales reps fail almost"},{"speaker":"Paul Reed","startTime":1464.45,"endTime":1467.09,"body":"industry? There's a couple"},{"speaker":"Paul Reed","startTime":1464.45,"endTime":1467.09,"body":"reasons. One is because a lot of"},{"speaker":"Paul Reed","startTime":1467.09,"endTime":1468.92,"body":"them are lazy and don't"},{"speaker":"Paul Reed","startTime":1467.09,"endTime":1468.92,"body":"understand the numbers and don't"},{"speaker":"Paul Reed","startTime":1468.92,"endTime":1471.56,"body":"understand that, hey, if I talk"},{"speaker":"Paul Reed","startTime":1468.92,"endTime":1471.56,"body":"to 100 people today, I'm"},{"speaker":"Paul Reed","startTime":1471.56,"endTime":1474.14,"body":"probably going to sell a couple"},{"speaker":"Paul Reed","startTime":1471.56,"endTime":1474.14,"body":"deals which you know, couple"},{"speaker":"Paul Reed","startTime":1474.17,"endTime":1476.39,"body":"1000 whatever, but they don't"},{"speaker":"Paul Reed","startTime":1474.17,"endTime":1476.39,"body":"understand their numbers."},{"speaker":"Paul Reed","startTime":1476.75,"endTime":1480.62,"body":"Secondly, is the follow up."},{"speaker":"Paul Reed","startTime":1476.75,"endTime":1480.62,"body":"You'll go out and meet with Mrs."},{"speaker":"Paul Reed","startTime":1480.62,"endTime":1483.38,"body":"Smith you know in the"},{"speaker":"Paul Reed","startTime":1480.62,"endTime":1483.38,"body":"residential world meet with her"},{"speaker":"Paul Reed","startTime":1483.38,"endTime":1486.68,"body":"and call her the next day and"},{"speaker":"Paul Reed","startTime":1483.38,"endTime":1486.68,"body":"you don't you might call her"},{"speaker":"Paul Reed","startTime":1486.68,"endTime":1489.74,"body":"next Wednesday and then you kind"},{"speaker":"Paul Reed","startTime":1486.68,"endTime":1489.74,"body":"of forget about it like that's"},{"speaker":"Paul Reed","startTime":1489.74,"endTime":1492.5,"body":"that's the reality how most"},{"speaker":"Paul Reed","startTime":1489.74,"endTime":1492.5,"body":"people do. And then again,"},{"speaker":"Paul Reed","startTime":1492.5,"endTime":1495.11,"body":"that's how most people do even"},{"speaker":"Paul Reed","startTime":1492.5,"endTime":1495.11,"body":"in the commercial world when we"},{"speaker":"Paul Reed","startTime":1495.11,"endTime":1500.48,"body":"start talking to property"},{"speaker":"Paul Reed","startTime":1495.11,"endTime":1500.48,"body":"managers, property owners. You"},{"speaker":"Paul Reed","startTime":1500.48,"endTime":1503.33,"body":"know, real estate agents, things"},{"speaker":"Paul Reed","startTime":1500.48,"endTime":1503.33,"body":"like that their follow up,"},{"speaker":"Paul Reed","startTime":1503.33,"endTime":1505.97,"body":"really. So the first thing that"},{"speaker":"Paul Reed","startTime":1503.33,"endTime":1505.97,"body":"we're really we're really"},{"speaker":"Paul Reed","startTime":1505.97,"endTime":1510.65,"body":"hitting on is being consistent."},{"speaker":"Paul Reed","startTime":1505.97,"endTime":1510.65,"body":"How do you be consistent with"},{"speaker":"Paul Reed","startTime":1510.65,"endTime":1512.81,"body":"that? You know, that's time"},{"speaker":"Paul Reed","startTime":1510.65,"endTime":1512.81,"body":"management that's run in your"},{"speaker":"Paul Reed","startTime":1512.81,"endTime":1516.53,"body":"calendar run in your schedule."},{"speaker":"Paul Reed","startTime":1512.81,"endTime":1516.53,"body":"The next thing is really, how do"},{"speaker":"Paul Reed","startTime":1516.53,"endTime":1521.21,"body":"I stand out? You know, how do I"},{"speaker":"Paul Reed","startTime":1516.53,"endTime":1521.21,"body":"separate myself. So again, going"},{"speaker":"Paul Reed","startTime":1521.21,"endTime":1523.97,"body":"back to why we made the"},{"speaker":"Paul Reed","startTime":1521.21,"endTime":1523.97,"body":"transition from the residential"},{"speaker":"Paul Reed","startTime":1523.97,"endTime":1527.45,"body":"roofing company to the"},{"speaker":"Paul Reed","startTime":1523.97,"endTime":1527.45,"body":"commercial is, you know, over,"},{"speaker":"Paul Reed","startTime":1527.66,"endTime":1529.91,"body":"you know, 10 years ago in"},{"speaker":"Paul Reed","startTime":1527.66,"endTime":1529.91,"body":"Denver, when we went out into a"},{"speaker":"Paul Reed","startTime":1529.91,"endTime":1532.97,"body":"storm, you know, we would have"},{"speaker":"Paul Reed","startTime":1529.91,"endTime":1532.97,"body":"one block over here, and it"},{"speaker":"Paul Reed","startTime":1532.97,"endTime":1535.28,"body":"would be nor district, the next"},{"speaker":"Paul Reed","startTime":1532.97,"endTime":1535.28,"body":"block or would be like"},{"speaker":"Paul Reed","startTime":1535.28,"endTime":1538.67,"body":"interstate route, the next block"},{"speaker":"Paul Reed","startTime":1535.28,"endTime":1538.67,"body":"over the metro. Next block would"},{"speaker":"Paul Reed","startTime":1538.67,"endTime":1542.9,"body":"be total home, like you just"},{"speaker":"Paul Reed","startTime":1538.67,"endTime":1542.9,"body":"kind of that was your areas. Now"},{"speaker":"Paul Reed","startTime":1542.9,"endTime":1545.69,"body":"I go into a residential"},{"speaker":"Paul Reed","startTime":1542.9,"endTime":1545.69,"body":"neighborhood in Denver, there's"},{"speaker":"Paul Reed","startTime":1545.69,"endTime":1549.95,"body":"no sounds like 6000, roofing"},{"speaker":"Paul Reed","startTime":1545.69,"endTime":1549.95,"body":"companies in Denver, you know,"},{"speaker":"Paul Reed","startTime":1549.95,"endTime":1554.15,"body":"where there used to be, say,"},{"speaker":"Paul Reed","startTime":1549.95,"endTime":1554.15,"body":"1000. So how do I stand out? So"},{"speaker":"Paul Reed","startTime":1554.15,"endTime":1556.7,"body":"that's going to go back into the"},{"speaker":"Paul Reed","startTime":1554.15,"endTime":1556.7,"body":"commercial world, because we're"},{"speaker":"Paul Reed","startTime":1556.7,"endTime":1561.77,"body":"gonna eliminate about 5500"},{"speaker":"Paul Reed","startTime":1556.7,"endTime":1561.77,"body":"contractors that do residential,"},{"speaker":"Paul Reed","startTime":1561.77,"endTime":1563.54,"body":"they don't mess with the"},{"speaker":"Paul Reed","startTime":1561.77,"endTime":1563.54,"body":"commercial stuff. So I'm only"},{"speaker":"Paul Reed","startTime":1563.54,"endTime":1566.72,"body":"competing against a smaller"},{"speaker":"Paul Reed","startTime":1563.54,"endTime":1566.72,"body":"group, but they're usually"},{"speaker":"Paul Reed","startTime":1566.72,"endTime":1569.57,"body":"better companies a little more"},{"speaker":"Paul Reed","startTime":1566.72,"endTime":1569.57,"body":"refined. So how do I even send"},{"speaker":"Paul Reed","startTime":1569.57,"endTime":1574.64,"body":"out a little bit more? So a lot"},{"speaker":"Paul Reed","startTime":1569.57,"endTime":1574.64,"body":"of people make the mistake of"},{"speaker":"Paul Reed","startTime":1574.64,"endTime":1579.35,"body":"going, Hey, you know, hey, we're"},{"speaker":"Paul Reed","startTime":1574.64,"endTime":1579.35,"body":"masterly with jF or Hey, we're"},{"speaker":"Paul Reed","startTime":1579.35,"endTime":1583.07,"body":"Platinum with Owens Corning. And"},{"speaker":"Paul Reed","startTime":1579.35,"endTime":1583.07,"body":"yet, we're with jF ourselves."},{"speaker":"Paul Reed","startTime":1583.07,"endTime":1586.04,"body":"And we have a great partnership"},{"speaker":"Paul Reed","startTime":1583.07,"endTime":1586.04,"body":"and a great relationship with"},{"speaker":"Paul Reed","startTime":1586.04,"endTime":1588.44,"body":"them. And they help us out a"},{"speaker":"Paul Reed","startTime":1586.04,"endTime":1588.44,"body":"ton. But they don't really help"},{"speaker":"Paul Reed","startTime":1588.44,"endTime":1591.59,"body":"me separate, right? Because I"},{"speaker":"Paul Reed","startTime":1588.44,"endTime":1591.59,"body":"have baster elite, that doesn't"},{"speaker":"Paul Reed","startTime":1591.59,"endTime":1595.73,"body":"mean shit to the property"},{"speaker":"Paul Reed","startTime":1591.59,"endTime":1595.73,"body":"manager, they could care less."},{"speaker":"Paul Reed","startTime":1596.0,"endTime":1599.03,"body":"So we're going to talk about how"},{"speaker":"Paul Reed","startTime":1596.0,"endTime":1599.03,"body":"do we separate ourselves from"},{"speaker":"Paul Reed","startTime":1599.03,"endTime":1601.4,"body":"these different people we're"},{"speaker":"Paul Reed","startTime":1599.03,"endTime":1601.4,"body":"going to talk about, hey, the"},{"speaker":"Paul Reed","startTime":1601.4,"endTime":1605.87,"body":"average guy when he stops and to"},{"speaker":"Paul Reed","startTime":1601.4,"endTime":1605.87,"body":"take property manager, you know,"},{"speaker":"Paul Reed","startTime":1605.99,"endTime":1609.11,"body":"they bring a box of doughnuts."},{"speaker":"Paul Reed","startTime":1605.99,"endTime":1609.11,"body":"We don't bring doughnuts, right?"},{"speaker":"Paul Reed","startTime":1609.11,"endTime":1611.66,"body":"Because everyone else does that"},{"speaker":"Paul Reed","startTime":1609.11,"endTime":1611.66,"body":"the other 99 people already did"},{"speaker":"Paul Reed","startTime":1611.66,"endTime":1616.49,"body":"that. So how do we stand out?"},{"speaker":"Paul Reed","startTime":1611.66,"endTime":1616.49,"body":"How do we build the relationship"},{"speaker":"Paul Reed","startTime":1617.24,"endTime":1621.41,"body":"that they see that we teach? And"},{"speaker":"Paul Reed","startTime":1617.24,"endTime":1621.41,"body":"the biggest key to my success"},{"speaker":"Paul Reed","startTime":1621.62,"endTime":1625.64,"body":"has been, I honor my partnership"},{"speaker":"Paul Reed","startTime":1621.62,"endTime":1625.64,"body":"with everybody that I'm in"},{"speaker":"Paul Reed","startTime":1625.64,"endTime":1628.43,"body":"business with. So I have a"},{"speaker":"Paul Reed","startTime":1625.64,"endTime":1628.43,"body":"partnership with my"},{"speaker":"Paul Reed","startTime":1628.43,"endTime":1632.78,"body":"manufacturer, I have a, I have a"},{"speaker":"Paul Reed","startTime":1628.43,"endTime":1632.78,"body":"partnership with my supplier"},{"speaker":"Paul Reed","startTime":1632.87,"endTime":1636.86,"body":"beacon, I have a partnership"},{"speaker":"Paul Reed","startTime":1632.87,"endTime":1636.86,"body":"with my property management"},{"speaker":"Paul Reed","startTime":1636.86,"endTime":1639.86,"body":"company, the gray starts of the"},{"speaker":"Paul Reed","startTime":1636.86,"endTime":1639.86,"body":"world, I have a partnership with"},{"speaker":"Paul Reed","startTime":1640.61,"endTime":1644.87,"body":"a partnership with because and"},{"speaker":"Paul Reed","startTime":1640.61,"endTime":1644.87,"body":"we want we want to go in and we"},{"speaker":"Paul Reed","startTime":1644.87,"endTime":1649.25,"body":"want to actually listen to them."},{"speaker":"Paul Reed","startTime":1644.87,"endTime":1649.25,"body":"And we will learn what what are"},{"speaker":"Paul Reed","startTime":1649.25,"endTime":1654.89,"body":"their needs. Because even though"},{"speaker":"Paul Reed","startTime":1649.25,"endTime":1654.89,"body":"as a roofing sales summary, I"},{"speaker":"Paul Reed","startTime":1654.89,"endTime":1657.35,"body":"think that everybody in the"},{"speaker":"Paul Reed","startTime":1654.89,"endTime":1657.35,"body":"world wants me to come in and"},{"speaker":"Paul Reed","startTime":1657.35,"endTime":1661.07,"body":"replace a roof. That's the last"},{"speaker":"Paul Reed","startTime":1657.35,"endTime":1661.07,"body":"thing that they want. They don't"},{"speaker":"Paul Reed","startTime":1661.07,"endTime":1663.71,"body":"want to replace the roof, they"},{"speaker":"Paul Reed","startTime":1661.07,"endTime":1663.71,"body":"don't want to spend a million"},{"speaker":"Paul Reed","startTime":1663.71,"endTime":1666.83,"body":"dollars in their capex money"},{"speaker":"Paul Reed","startTime":1663.71,"endTime":1666.83,"body":"having business, they don't want"},{"speaker":"Paul Reed","startTime":1666.83,"endTime":1669.53,"body":"to have to put in insurance"},{"speaker":"Paul Reed","startTime":1666.83,"endTime":1669.53,"body":"claim. So what does that mean?"},{"speaker":"Paul Reed","startTime":1669.95,"endTime":1671.75,"body":"So that means I'm going to come"},{"speaker":"Paul Reed","startTime":1669.95,"endTime":1671.75,"body":"in, I'm going to figure out a"},{"speaker":"Paul Reed","startTime":1671.75,"endTime":1674.36,"body":"partnership with them. And I'm"},{"speaker":"Paul Reed","startTime":1671.75,"endTime":1674.36,"body":"going to service them and I'm"},{"speaker":"Paul Reed","startTime":1674.36,"endTime":1676.61,"body":"going to do repairs, I'm gonna"},{"speaker":"Paul Reed","startTime":1674.36,"endTime":1676.61,"body":"do maintenance, I'm gonna do all"},{"speaker":"Paul Reed","startTime":1676.61,"endTime":1681.5,"body":"these things, to where I'm a"},{"speaker":"Paul Reed","startTime":1676.61,"endTime":1681.5,"body":"partner, over the next 20 years"},{"speaker":"Paul Reed","startTime":1681.5,"endTime":1685.13,"body":"with them. And when they they"},{"speaker":"Paul Reed","startTime":1681.5,"endTime":1685.13,"body":"need, who are they going to"},{"speaker":"Paul Reed","startTime":1685.13,"endTime":1687.98,"body":"call, they're gonna call me"},{"speaker":"Paul Reed","startTime":1685.13,"endTime":1687.98,"body":"because I've been a partner with"},{"speaker":"Paul Reed","startTime":1687.98,"endTime":1690.53,"body":"a bra these years, instead of"},{"speaker":"Paul Reed","startTime":1687.98,"endTime":1690.53,"body":"walking in with a box of"},{"speaker":"Paul Reed","startTime":1690.53,"endTime":1693.56,"body":"doughnuts saying, Hey, I'm here"},{"speaker":"Paul Reed","startTime":1690.53,"endTime":1693.56,"body":"to replace your roof. They don't"},{"speaker":"Paul Reed","startTime":1693.56,"endTime":1696.32,"body":"want to know that they don't"},{"speaker":"Paul Reed","startTime":1693.56,"endTime":1696.32,"body":"want to hear that. They want to"},{"speaker":"Paul Reed","startTime":1696.32,"endTime":1700.52,"body":"partner. So that is one thing. I"},{"speaker":"Paul Reed","startTime":1696.32,"endTime":1700.52,"body":"know, my students at the"},{"speaker":"Paul Reed","startTime":1700.52,"endTime":1703.22,"body":"commercial roofing Academy, you"},{"speaker":"Paul Reed","startTime":1700.52,"endTime":1703.22,"body":"get sick of hearing me say,"},{"speaker":"Paul Reed","startTime":1703.46,"endTime":1707.09,"body":"partnership, partnership"},{"speaker":"Paul Reed","startTime":1703.46,"endTime":1707.09,"body":"partnership. But you know, the"},{"speaker":"Paul Reed","startTime":1707.09,"endTime":1710.51,"body":"guys that listen to that and"},{"speaker":"Paul Reed","startTime":1707.09,"endTime":1710.51,"body":"paid attention, they're now"},{"speaker":"Paul Reed","startTime":1710.51,"endTime":1714.83,"body":"calling me back going holy,"},{"speaker":"Paul Reed","startTime":1710.51,"endTime":1714.83,"body":"moly, the project man, when I"},{"speaker":"Paul Reed","startTime":1714.83,"endTime":1718.04,"body":"truly understand what a"},{"speaker":"Paul Reed","startTime":1714.83,"endTime":1718.04,"body":"partnership is, looking at what"},{"speaker":"Paul Reed","startTime":1718.04,"endTime":1719.93,"body":"we're doing, and we're signing"},{"speaker":"Paul Reed","startTime":1718.04,"endTime":1719.93,"body":"these contracts, and we're"},{"speaker":"Paul Reed","startTime":1719.93,"endTime":1722.39,"body":"making these maintenance"},{"speaker":"Paul Reed","startTime":1719.93,"endTime":1722.39,"body":"agreements, and we're, we're"},{"speaker":"Paul Reed","startTime":1722.39,"endTime":1725.66,"body":"servicing this customer. So"},{"speaker":"Paul Reed","startTime":1722.39,"endTime":1725.66,"body":"that's, that's a big one."},{"speaker":"Dylan McCabe","startTime":1726.619,"endTime":1728.689,"body":"That's good stuff."},{"speaker":"Dylan McCabe","startTime":1726.619,"endTime":1728.689,"body":"I mean, you're really thinking"},{"speaker":"Dylan McCabe","startTime":1728.689,"endTime":1732.289,"body":"long term about the"},{"speaker":"Dylan McCabe","startTime":1728.689,"endTime":1732.289,"body":"relationship. And we all come"},{"speaker":"Dylan McCabe","startTime":1732.289,"endTime":1736.069,"body":"across people who you can tell"},{"speaker":"Dylan McCabe","startTime":1732.289,"endTime":1736.069,"body":"within the first 10 minutes or"},{"speaker":"Dylan McCabe","startTime":1736.069,"endTime":1739.249,"body":"so that they're really more"},{"speaker":"Dylan McCabe","startTime":1736.069,"endTime":1739.249,"body":"concerned about what they have"},{"speaker":"Dylan McCabe","startTime":1739.249,"endTime":1741.589,"body":"going on than any kind of"},{"speaker":"Dylan McCabe","startTime":1739.249,"endTime":1741.589,"body":"partnership you could form or"},{"speaker":"Dylan McCabe","startTime":1741.589,"endTime":1743.659,"body":"how you guys could help each"},{"speaker":"Dylan McCabe","startTime":1741.589,"endTime":1743.659,"body":"other. They're they're really"},{"speaker":"Dylan McCabe","startTime":1743.659,"endTime":1746.899,"body":"looking to see how you could"},{"speaker":"Dylan McCabe","startTime":1743.659,"endTime":1746.899,"body":"help them. And sales reps do"},{"speaker":"Dylan McCabe","startTime":1746.899,"endTime":1748.789,"body":"that all the time. When they"},{"speaker":"Dylan McCabe","startTime":1746.899,"endTime":1748.789,"body":"walk in, like you said to a"},{"speaker":"Dylan McCabe","startTime":1748.789,"endTime":1752.419,"body":"property management company to"},{"speaker":"Dylan McCabe","startTime":1748.789,"endTime":1752.419,"body":"drop the donuts off. They go in"},{"speaker":"Dylan McCabe","startTime":1752.419,"endTime":1756.649,"body":"and from from go, everything"},{"speaker":"Dylan McCabe","startTime":1752.419,"endTime":1756.649,"body":"they say and do says I'm here"},{"speaker":"Dylan McCabe","startTime":1756.649,"endTime":1761.059,"body":"for me. And when you shift that"},{"speaker":"Dylan McCabe","startTime":1756.649,"endTime":1761.059,"body":"make it the opposite that hey,"},{"speaker":"Dylan McCabe","startTime":1761.059,"endTime":1765.169,"body":"I'm here for you. You're on a"},{"speaker":"Dylan McCabe","startTime":1761.059,"endTime":1765.169,"body":"journey with its own challenges"},{"speaker":"Dylan McCabe","startTime":1765.379,"endTime":1768.679,"body":"as a property management company"},{"speaker":"Dylan McCabe","startTime":1765.379,"endTime":1768.679,"body":"or whatever it is. I want to"},{"speaker":"Dylan McCabe","startTime":1768.679,"endTime":1772.519,"body":"make that easier. I want to I"},{"speaker":"Dylan McCabe","startTime":1768.679,"endTime":1772.519,"body":"want to make your job easier, in"},{"speaker":"Dylan McCabe","startTime":1772.519,"endTime":1775.159,"body":"any way possible. Totally"},{"speaker":"Dylan McCabe","startTime":1772.519,"endTime":1775.159,"body":"different situation."},{"speaker":"Paul Reed","startTime":1775.7,"endTime":1778.55,"body":"Yeah, exactly. And"},{"speaker":"Paul Reed","startTime":1775.7,"endTime":1778.55,"body":"they appreciate that, you know,"},{"speaker":"Paul Reed","startTime":1778.55,"endTime":1782.48,"body":"they, they want to talk to the"},{"speaker":"Paul Reed","startTime":1778.55,"endTime":1782.48,"body":"easier you know, they they want"},{"speaker":"Paul Reed","startTime":1782.48,"endTime":1785.9,"body":"to know that when they call me"},{"speaker":"Paul Reed","startTime":1782.48,"endTime":1785.9,"body":"that I'm going to show up I'm"},{"speaker":"Paul Reed","startTime":1785.9,"endTime":1788.96,"body":"going to do what I said I'm"},{"speaker":"Paul Reed","startTime":1785.9,"endTime":1788.96,"body":"going to do, you know they they"},{"speaker":"Paul Reed","startTime":1788.96,"endTime":1791.72,"body":"watch for the consistency"},{"speaker":"Paul Reed","startTime":1788.96,"endTime":1791.72,"body":"because you know a lot of"},{"speaker":"Paul Reed","startTime":1791.72,"endTime":1794.03,"body":"companies have joined the"},{"speaker":"Paul Reed","startTime":1791.72,"endTime":1794.03,"body":"different associations, the"},{"speaker":"Paul Reed","startTime":1794.03,"endTime":1797.84,"body":"apartment associations and cis"},{"speaker":"Paul Reed","startTime":1794.03,"endTime":1797.84,"body":"in the world. Everybody went and"},{"speaker":"Paul Reed","startTime":1797.84,"endTime":1802.13,"body":"spent 1000 bucks to go to that"},{"speaker":"Paul Reed","startTime":1797.84,"endTime":1802.13,"body":"have To do all these things, and"},{"speaker":"Paul Reed","startTime":1802.16,"endTime":1804.77,"body":"here's what happens, you're not"},{"speaker":"Paul Reed","startTime":1802.16,"endTime":1804.77,"body":"going to get business off of"},{"speaker":"Paul Reed","startTime":1804.77,"endTime":1807.32,"body":"that the first time that you go,"},{"speaker":"Paul Reed","startTime":1804.77,"endTime":1807.32,"body":"you're never going to get any"},{"speaker":"Paul Reed","startTime":1807.32,"endTime":1810.59,"body":"business off of it. Because you"},{"speaker":"Paul Reed","startTime":1807.32,"endTime":1810.59,"body":"haven't been on you haven't been"},{"speaker":"Paul Reed","startTime":1810.59,"endTime":1815.0,"body":"consistent. So I promise you, if"},{"speaker":"Paul Reed","startTime":1810.59,"endTime":1815.0,"body":"you keep going to all those"},{"speaker":"Paul Reed","startTime":1815.0,"endTime":1817.88,"body":"events, and you can keep up with"},{"speaker":"Paul Reed","startTime":1815.0,"endTime":1817.88,"body":"the investment to go to all"},{"speaker":"Paul Reed","startTime":1817.88,"endTime":1820.58,"body":"those events, that you're going"},{"speaker":"Paul Reed","startTime":1817.88,"endTime":1820.58,"body":"to get that business,"},{"speaker":"Paul Reed","startTime":1820.58,"endTime":1823.4,"body":"eventually, they know that you"},{"speaker":"Paul Reed","startTime":1820.58,"endTime":1823.4,"body":"were just showed up, they've"},{"speaker":"Paul Reed","startTime":1823.4,"endTime":1826.4,"body":"been here, they've been in that"},{"speaker":"Paul Reed","startTime":1823.4,"endTime":1826.4,"body":"association for 10 years, they"},{"speaker":"Paul Reed","startTime":1826.4,"endTime":1829.22,"body":"know what roofing companies have"},{"speaker":"Paul Reed","startTime":1826.4,"endTime":1829.22,"body":"been there, they're gonna see"},{"speaker":"Paul Reed","startTime":1829.22,"endTime":1831.89,"body":"you walk in, and you're gonna go"},{"speaker":"Paul Reed","startTime":1829.22,"endTime":1831.89,"body":"to this event, you're gonna have"},{"speaker":"Paul Reed","startTime":1831.89,"endTime":1834.59,"body":"a big nice booth, you're going"},{"speaker":"Paul Reed","startTime":1831.89,"endTime":1834.59,"body":"to be great that you're going to"},{"speaker":"Paul Reed","startTime":1834.62,"endTime":1838.22,"body":"say all the right things. And"},{"speaker":"Paul Reed","startTime":1834.62,"endTime":1838.22,"body":"then guess what, the next one"},{"speaker":"Paul Reed","startTime":1838.22,"endTime":1841.79,"body":"that's in July, you don't go to,"},{"speaker":"Paul Reed","startTime":1838.22,"endTime":1841.79,"body":"they know that you did go and"},{"speaker":"Paul Reed","startTime":1841.79,"endTime":1844.1,"body":"then you pop up to one in"},{"speaker":"Paul Reed","startTime":1841.79,"endTime":1844.1,"body":"November, and then they're"},{"speaker":"Paul Reed","startTime":1844.1,"endTime":1846.56,"body":"wondering like, well, this guy's"},{"speaker":"Paul Reed","startTime":1844.1,"endTime":1846.56,"body":"not even in the way that he"},{"speaker":"Paul Reed","startTime":1846.56,"endTime":1849.2,"body":"markets, he's not going to be"},{"speaker":"Paul Reed","startTime":1846.56,"endTime":1849.2,"body":"consistent in the way that he"},{"speaker":"Paul Reed","startTime":1849.2,"endTime":1852.17,"body":"does business with me. They"},{"speaker":"Paul Reed","startTime":1849.2,"endTime":1852.17,"body":"don't even consider you at that"},{"speaker":"Paul Reed","startTime":1852.17,"endTime":1856.1,"body":"point. So we cover all of those"},{"speaker":"Paul Reed","startTime":1852.17,"endTime":1856.1,"body":"types of things. So how to be"},{"speaker":"Paul Reed","startTime":1856.1,"endTime":1859.07,"body":"consistent, you know, and how to"},{"speaker":"Paul Reed","startTime":1856.1,"endTime":1859.07,"body":"create like a raving fan"},{"speaker":"Paul Reed","startTime":1859.07,"endTime":1861.86,"body":"culture, you know, to for your"},{"speaker":"Paul Reed","startTime":1859.07,"endTime":1861.86,"body":"customers."},{"speaker":"Dylan McCabe","startTime":1862.97,"endTime":1865.82,"body":"That's good stuff."},{"speaker":"Dylan McCabe","startTime":1862.97,"endTime":1865.82,"body":"Well, let me ask you this. I"},{"speaker":"Dylan McCabe","startTime":1865.82,"endTime":1868.7,"body":"know this isn't really in line"},{"speaker":"Dylan McCabe","startTime":1865.82,"endTime":1868.7,"body":"with or this isn't from all the"},{"speaker":"Dylan McCabe","startTime":1868.7,"endTime":1871.19,"body":"stuff you guys teach. But it's"},{"speaker":"Dylan McCabe","startTime":1868.7,"endTime":1871.19,"body":"kind of a nagging question I've"},{"speaker":"Dylan McCabe","startTime":1871.19,"endTime":1875.69,"body":"got that I hear from time to"},{"speaker":"Dylan McCabe","startTime":1871.19,"endTime":1875.69,"body":"time. And that is, what's the"},{"speaker":"Dylan McCabe","startTime":1875.69,"endTime":1879.44,"body":"sweet spot for the kind of"},{"speaker":"Dylan McCabe","startTime":1875.69,"endTime":1879.44,"body":"commercial jobs you're trying to"},{"speaker":"Dylan McCabe","startTime":1879.44,"endTime":1883.85,"body":"get. Because we all know that if"},{"speaker":"Dylan McCabe","startTime":1879.44,"endTime":1883.85,"body":"you go a little too big, I mean,"},{"speaker":"Dylan McCabe","startTime":1883.85,"endTime":1886.28,"body":"I've got a buddy that runs jobs"},{"speaker":"Dylan McCabe","startTime":1883.85,"endTime":1886.28,"body":"for the common company here in"},{"speaker":"Dylan McCabe","startTime":1886.28,"endTime":1888.68,"body":"Dallas. And I mean, they're"},{"speaker":"Dylan McCabe","startTime":1886.28,"endTime":1888.68,"body":"building million square foot"},{"speaker":"Dylan McCabe","startTime":1888.68,"endTime":1894.74,"body":"warehouses all over the place."},{"speaker":"Dylan McCabe","startTime":1888.68,"endTime":1894.74,"body":"And those roofs are massive."},{"speaker":"Dylan McCabe","startTime":1895.07,"endTime":1898.31,"body":"Well, guess what, if you go bid"},{"speaker":"Dylan McCabe","startTime":1895.07,"endTime":1898.31,"body":"on that roof, you better have"},{"speaker":"Dylan McCabe","startTime":1898.31,"endTime":1901.67,"body":"some some serious relationships"},{"speaker":"Dylan McCabe","startTime":1898.31,"endTime":1901.67,"body":"with manufacturers set up or"},{"speaker":"Dylan McCabe","startTime":1901.67,"endTime":1905.51,"body":"you're not even going to be able"},{"speaker":"Dylan McCabe","startTime":1901.67,"endTime":1905.51,"body":"to do it for cost. So what's the"},{"speaker":"Dylan McCabe","startTime":1905.51,"endTime":1908.84,"body":"sweet spot? How do you how do"},{"speaker":"Dylan McCabe","startTime":1905.51,"endTime":1908.84,"body":"you get in there and not go too"},{"speaker":"Dylan McCabe","startTime":1908.84,"endTime":1911.66,"body":"little and or even try to go too"},{"speaker":"Dylan McCabe","startTime":1908.84,"endTime":1911.66,"body":"big and play with guys that are"},{"speaker":"Dylan McCabe","startTime":1911.66,"endTime":1912.83,"body":"on a national scale."},{"speaker":"Paul Reed","startTime":1913.79,"endTime":1915.86,"body":"So that's where the"},{"speaker":"Paul Reed","startTime":1913.79,"endTime":1915.86,"body":"value is going to be, you know,"},{"speaker":"Paul Reed","startTime":1915.86,"endTime":1919.07,"body":"I said, we do the two day"},{"speaker":"Paul Reed","startTime":1915.86,"endTime":1919.07,"body":"quickstart, the true value is"},{"speaker":"Paul Reed","startTime":1919.07,"endTime":1921.74,"body":"going to be the rest of the year"},{"speaker":"Paul Reed","startTime":1919.07,"endTime":1921.74,"body":"to when you know you have access"},{"speaker":"Paul Reed","startTime":1921.74,"endTime":1926.48,"body":"to like myself, Jonathan or"},{"speaker":"Paul Reed","startTime":1921.74,"endTime":1926.48,"body":"Steve, into our monthly webinars"},{"speaker":"Paul Reed","startTime":1926.48,"endTime":1931.46,"body":"and things that we have in our"},{"speaker":"Paul Reed","startTime":1926.48,"endTime":1931.46,"body":"portals are on the portal, we're"},{"speaker":"Paul Reed","startTime":1931.46,"endTime":1934.19,"body":"going to come in and you know,"},{"speaker":"Paul Reed","startTime":1931.46,"endTime":1934.19,"body":"get on the phone with you after"},{"speaker":"Paul Reed","startTime":1934.19,"endTime":1936.17,"body":"the deal, we're going to kind of"},{"speaker":"Paul Reed","startTime":1934.19,"endTime":1936.17,"body":"figure out your company a little"},{"speaker":"Paul Reed","startTime":1936.17,"endTime":1939.44,"body":"bit and kind of see where you're"},{"speaker":"Paul Reed","startTime":1936.17,"endTime":1939.44,"body":"at. So like, right now I have a"},{"speaker":"Paul Reed","startTime":1939.44,"endTime":1941.75,"body":"guy, you know, that's actually"},{"speaker":"Paul Reed","startTime":1939.44,"endTime":1941.75,"body":"going to be attending this"},{"speaker":"Paul Reed","startTime":1941.75,"endTime":1946.52,"body":"weekend. He's got a job. And his"},{"speaker":"Paul Reed","startTime":1941.75,"endTime":1946.52,"body":"specialty is really not flat"},{"speaker":"Paul Reed","startTime":1946.52,"endTime":1949.64,"body":"roofs. He's you know, they've"},{"speaker":"Paul Reed","startTime":1946.52,"endTime":1949.64,"body":"done a few but it's not as well"},{"speaker":"Paul Reed","startTime":1949.64,"endTime":1953.48,"body":"house, they're more, you know,"},{"speaker":"Paul Reed","startTime":1949.64,"endTime":1953.48,"body":"steep slope guys. And so what"},{"speaker":"Paul Reed","startTime":1953.48,"endTime":1956.93,"body":"he's been able to do is bring"},{"speaker":"Paul Reed","startTime":1953.48,"endTime":1956.93,"body":"this job, you know, to me that"},{"speaker":"Paul Reed","startTime":1956.93,"endTime":1960.35,"body":"tend to help him walk through it"},{"speaker":"Paul Reed","startTime":1956.93,"endTime":1960.35,"body":"to get it to scope it out. And"},{"speaker":"Paul Reed","startTime":1960.35,"endTime":1964.46,"body":"we look at it, we have an honest"},{"speaker":"Paul Reed","startTime":1960.35,"endTime":1964.46,"body":"conversation. And we go Is this"},{"speaker":"Paul Reed","startTime":1964.46,"endTime":1967.07,"body":"a little bit over your head?"},{"speaker":"Paul Reed","startTime":1964.46,"endTime":1967.07,"body":"Number one, you know, do you"},{"speaker":"Paul Reed","startTime":1967.07,"endTime":1969.68,"body":"know how to you know how to you"},{"speaker":"Paul Reed","startTime":1967.07,"endTime":1969.68,"body":"understand the system that"},{"speaker":"Paul Reed","startTime":1969.68,"endTime":1971.51,"body":"you're actually going to be"},{"speaker":"Paul Reed","startTime":1969.68,"endTime":1971.51,"body":"installing that you're trying to"},{"speaker":"Paul Reed","startTime":1971.51,"endTime":1974.99,"body":"sell, you have crews are able to"},{"speaker":"Paul Reed","startTime":1971.51,"endTime":1974.99,"body":"do it and not just your shingle"},{"speaker":"Paul Reed","startTime":1974.99,"endTime":1977.87,"body":"guy when you ask him like, Hey,"},{"speaker":"Paul Reed","startTime":1974.99,"endTime":1977.87,"body":"can you do to do and they go?"},{"speaker":"Paul Reed","startTime":1977.96,"endTime":1981.59,"body":"Oh, yeah, we could do TPO or,"},{"speaker":"Paul Reed","startTime":1977.96,"endTime":1981.59,"body":"you know, we could EPDM That's"},{"speaker":"Paul Reed","startTime":1981.59,"endTime":1983.51,"body":"it, that happens to everybody,"},{"speaker":"Paul Reed","startTime":1981.59,"endTime":1983.51,"body":"and then it's a complete"},{"speaker":"Paul Reed","startTime":1983.51,"endTime":1986.54,"body":"nightmare. So what we do is we"},{"speaker":"Paul Reed","startTime":1983.51,"endTime":1986.54,"body":"kind of have that honest"},{"speaker":"Paul Reed","startTime":1986.54,"endTime":1991.25,"body":"conversation of, are you able to"},{"speaker":"Paul Reed","startTime":1986.54,"endTime":1991.25,"body":"do this financially, because"},{"speaker":"Paul Reed","startTime":1991.25,"endTime":1993.29,"body":"when we dig through this thing,"},{"speaker":"Paul Reed","startTime":1991.25,"endTime":1993.29,"body":"we're gonna have to be able to"},{"speaker":"Paul Reed","startTime":1993.29,"endTime":1997.16,"body":"put out 200,000 upfront to do"},{"speaker":"Paul Reed","startTime":1993.29,"endTime":1997.16,"body":"this job, you know, they're only"},{"speaker":"Paul Reed","startTime":1997.16,"endTime":2000.61,"body":"going to pay us 142,000 to begin"},{"speaker":"Paul Reed","startTime":1997.16,"endTime":2000.61,"body":"with, can you float that, you"},{"speaker":"Paul Reed","startTime":2000.61,"endTime":2003.34,"body":"know, $68,000, and then we're"},{"speaker":"Paul Reed","startTime":2000.61,"endTime":2003.34,"body":"not going to get paid for two"},{"speaker":"Paul Reed","startTime":2003.34,"endTime":2006.25,"body":"months. So we have those honest"},{"speaker":"Paul Reed","startTime":2003.34,"endTime":2006.25,"body":"conversations. And sometimes"},{"speaker":"Paul Reed","startTime":2006.25,"endTime":2009.49,"body":"it's hard for a roofing company"},{"speaker":"Paul Reed","startTime":2006.25,"endTime":2009.49,"body":"owner to do that. Because,"},{"speaker":"Paul Reed","startTime":2009.49,"endTime":2012.04,"body":"again, we're type A"},{"speaker":"Paul Reed","startTime":2009.49,"endTime":2012.04,"body":"personalities. And we all have"},{"speaker":"Paul Reed","startTime":2012.04,"endTime":2015.64,"body":"these huge egos that we're men,"},{"speaker":"Paul Reed","startTime":2012.04,"endTime":2015.64,"body":"and we beat our chest and we"},{"speaker":"Paul Reed","startTime":2015.64,"endTime":2018.85,"body":"say, Oh, I could do it. And that"},{"speaker":"Paul Reed","startTime":2015.64,"endTime":2018.85,"body":"may not be the reality. And"},{"speaker":"Paul Reed","startTime":2018.85,"endTime":2023.77,"body":"sometimes that's what happens in"},{"speaker":"Paul Reed","startTime":2018.85,"endTime":2023.77,"body":"our industry is, I like to say,"},{"speaker":"Paul Reed","startTime":2024.64,"endTime":2027.94,"body":"you know, you hear about roofing"},{"speaker":"Paul Reed","startTime":2024.64,"endTime":2027.94,"body":"contractors, and they're the"},{"speaker":"Paul Reed","startTime":2027.94,"endTime":2030.82,"body":"kind of the scourge of the earth"},{"speaker":"Paul Reed","startTime":2027.94,"endTime":2030.82,"body":"and everyone hates them because"},{"speaker":"Paul Reed","startTime":2030.82,"endTime":2033.79,"body":"they rip people off. Guess why"},{"speaker":"Paul Reed","startTime":2030.82,"endTime":2033.79,"body":"most of the time they rip them"},{"speaker":"Paul Reed","startTime":2033.79,"endTime":2037.84,"body":"off. Most of the time, it wasn't"},{"speaker":"Paul Reed","startTime":2033.79,"endTime":2037.84,"body":"intentional. Most of the time,"},{"speaker":"Paul Reed","startTime":2037.9,"endTime":2040.54,"body":"you have some people that go out"},{"speaker":"Paul Reed","startTime":2037.9,"endTime":2040.54,"body":"and still first checks. And they"},{"speaker":"Paul Reed","startTime":2040.54,"endTime":2043.96,"body":"were very intentional doing"},{"speaker":"Paul Reed","startTime":2040.54,"endTime":2043.96,"body":"that. But I'd really say 95% of"},{"speaker":"Paul Reed","startTime":2043.96,"endTime":2047.86,"body":"the time, what happens is that"},{"speaker":"Paul Reed","startTime":2043.96,"endTime":2047.86,"body":"company got oversold. They"},{"speaker":"Paul Reed","startTime":2047.86,"endTime":2050.59,"body":"oversold their capabilities. So"},{"speaker":"Paul Reed","startTime":2047.86,"endTime":2050.59,"body":"I've worked with you"},{"speaker":"Paul Reed","startTime":2050.59,"endTime":2053.56,"body":"individually as a company, and"},{"speaker":"Paul Reed","startTime":2050.59,"endTime":2053.56,"body":"we're going to figure your"},{"speaker":"Paul Reed","startTime":2053.56,"endTime":2057.55,"body":"capabilities out. So I look at"},{"speaker":"Paul Reed","startTime":2053.56,"endTime":2057.55,"body":"it. And again, when I when I"},{"speaker":"Paul Reed","startTime":2057.55,"endTime":2061.87,"body":"said we have students that are"},{"speaker":"Paul Reed","startTime":2057.55,"endTime":2061.87,"body":"800,000 to you know, 4 million"},{"speaker":"Paul Reed","startTime":2062.29,"endTime":2065.11,"body":"40 million, you know, they could"},{"speaker":"Paul Reed","startTime":2062.29,"endTime":2065.11,"body":"take on about you know,"},{"speaker":"Paul Reed","startTime":2065.17,"endTime":2069.07,"body":"anything, but these guys that"},{"speaker":"Paul Reed","startTime":2065.17,"endTime":2069.07,"body":"are 800,000 or two or 3 million."},{"speaker":"Paul Reed","startTime":2069.85,"endTime":2072.01,"body":"Maybe they can't do it because"},{"speaker":"Paul Reed","startTime":2069.85,"endTime":2072.01,"body":"of cash flow. Maybe they don't"},{"speaker":"Paul Reed","startTime":2072.01,"endTime":2076.36,"body":"understand the system. And"},{"speaker":"Paul Reed","startTime":2072.01,"endTime":2076.36,"body":"that's where we really start."},{"speaker":"Paul Reed","startTime":2076.66,"endTime":2080.17,"body":"And so I recommend to these to"},{"speaker":"Paul Reed","startTime":2076.66,"endTime":2080.17,"body":"these these guys like hey, maybe"},{"speaker":"Paul Reed","startTime":2080.17,"endTime":2084.04,"body":"we don't go chase this, you"},{"speaker":"Paul Reed","startTime":2080.17,"endTime":2084.04,"body":"know, large 4000 Square"},{"speaker":"Paul Reed","startTime":2084.04,"endTime":2088.0,"body":"multifamily job, but here's what"},{"speaker":"Paul Reed","startTime":2084.04,"endTime":2088.0,"body":"we can do. See that dentist"},{"speaker":"Paul Reed","startTime":2088.0,"endTime":2094.24,"body":"office over there? And it's you"},{"speaker":"Paul Reed","startTime":2088.0,"endTime":2094.24,"body":"know, 232 squares of shingles."},{"speaker":"Paul Reed","startTime":2094.39,"endTime":2097.12,"body":"Let's go get that one. Let's"},{"speaker":"Paul Reed","startTime":2094.39,"endTime":2097.12,"body":"start with here. Let's kind of"},{"speaker":"Paul Reed","startTime":2097.12,"endTime":2100.3,"body":"build up. Let's go sell that"},{"speaker":"Paul Reed","startTime":2097.12,"endTime":2100.3,"body":"dentist's office and Let's go"},{"speaker":"Paul Reed","startTime":2100.3,"endTime":2104.59,"body":"sell that bet clinic. Right now"},{"speaker":"Paul Reed","startTime":2100.3,"endTime":2104.59,"body":"let's go sell that little"},{"speaker":"Paul Reed","startTime":2104.59,"endTime":2107.89,"body":"restaurant over there. And so we"},{"speaker":"Paul Reed","startTime":2104.59,"endTime":2107.89,"body":"start that way, we kind of put"},{"speaker":"Paul Reed","startTime":2107.89,"endTime":2111.34,"body":"everybody on a path. Like,"},{"speaker":"Paul Reed","startTime":2107.89,"endTime":2111.34,"body":"here's how we're going to build"},{"speaker":"Paul Reed","startTime":2111.34,"endTime":2114.43,"body":"this up. So we're going to do"},{"speaker":"Paul Reed","startTime":2111.34,"endTime":2114.43,"body":"this for a year. And then we're"},{"speaker":"Paul Reed","startTime":2114.43,"endTime":2117.16,"body":"going to get confidence, we're"},{"speaker":"Paul Reed","startTime":2114.43,"endTime":2117.16,"body":"going to get a bank roll, we're"},{"speaker":"Paul Reed","startTime":2117.16,"endTime":2119.71,"body":"going to understand systems"},{"speaker":"Paul Reed","startTime":2117.16,"endTime":2119.71,"body":"better, we're going to build our"},{"speaker":"Paul Reed","startTime":2119.71,"endTime":2122.83,"body":"portfolio and show like, Hey,"},{"speaker":"Paul Reed","startTime":2119.71,"endTime":2122.83,"body":"we, you know, we root this"},{"speaker":"Paul Reed","startTime":2122.83,"endTime":2125.17,"body":"dentist's office, we root this"},{"speaker":"Paul Reed","startTime":2122.83,"endTime":2125.17,"body":"doctor's office, we moved to the"},{"speaker":"Paul Reed","startTime":2125.17,"endTime":2127.93,"body":"vet clinic. And now we're gonna"},{"speaker":"Paul Reed","startTime":2125.17,"endTime":2127.93,"body":"start going now we're gonna get"},{"speaker":"Paul Reed","startTime":2127.93,"endTime":2131.77,"body":"a little more into the, to the"},{"speaker":"Paul Reed","startTime":2127.93,"endTime":2131.77,"body":"200, square tpos, you know, now"},{"speaker":"Paul Reed","startTime":2131.77,"endTime":2134.86,"body":"we're gonna be able to get into"},{"speaker":"Paul Reed","startTime":2131.77,"endTime":2134.86,"body":"the 4000 Square bolt a family."},{"speaker":"Dylan McCabe","startTime":2135.94,"endTime":2138.31,"body":"That's good stuff."},{"speaker":"Dylan McCabe","startTime":2135.94,"endTime":2138.31,"body":"So you're it really goes back to"},{"speaker":"Dylan McCabe","startTime":2138.34,"endTime":2142.0,"body":"investment, you're investing in"},{"speaker":"Dylan McCabe","startTime":2138.34,"endTime":2142.0,"body":"a long term strategy to grow"},{"speaker":"Dylan McCabe","startTime":2142.0,"endTime":2146.05,"body":"your company. And it would be"},{"speaker":"Dylan McCabe","startTime":2142.0,"endTime":2146.05,"body":"way better to have three smaller"},{"speaker":"Dylan McCabe","startTime":2146.05,"endTime":2150.04,"body":"medium sized wins than one"},{"speaker":"Dylan McCabe","startTime":2146.05,"endTime":2150.04,"body":"colossal loss. And so I love the"},{"speaker":"Dylan McCabe","startTime":2150.04,"endTime":2153.7,"body":"way you guys are approaching"},{"speaker":"Dylan McCabe","startTime":2150.04,"endTime":2153.7,"body":"that and, and we've even got"},{"speaker":"Dylan McCabe","startTime":2153.7,"endTime":2156.25,"body":"some questions coming up. I'll"},{"speaker":"Dylan McCabe","startTime":2153.7,"endTime":2156.25,"body":"save some time in the last 10"},{"speaker":"Dylan McCabe","startTime":2156.25,"endTime":2159.88,"body":"minutes or so for q\u0026a. So"},{"speaker":"Dylan McCabe","startTime":2156.25,"endTime":2159.88,"body":"anybody watching live can feel"},{"speaker":"Dylan McCabe","startTime":2159.88,"endTime":2163.84,"body":"free to to post your question"},{"speaker":"Dylan McCabe","startTime":2159.88,"endTime":2163.84,"body":"there, we will get to that. But"},{"speaker":"Dylan McCabe","startTime":2163.84,"endTime":2168.13,"body":"that leads to my next question,"},{"speaker":"Dylan McCabe","startTime":2163.84,"endTime":2168.13,"body":"Paul, what's the biggest mistake"},{"speaker":"Dylan McCabe","startTime":2168.16,"endTime":2172.18,"body":"you see over and over again, as"},{"speaker":"Dylan McCabe","startTime":2168.16,"endTime":2172.18,"body":"guys are getting into their"},{"speaker":"Dylan McCabe","startTime":2172.18,"endTime":2175.18,"body":"first one to two commercial"},{"speaker":"Dylan McCabe","startTime":2172.18,"endTime":2175.18,"body":"jobs."},{"speaker":"Paul Reed","startTime":2176.05,"endTime":2180.13,"body":"pride and ego. pride"},{"speaker":"Paul Reed","startTime":2176.05,"endTime":2180.13,"body":"and ego are the biggest"},{"speaker":"Paul Reed","startTime":2180.13,"endTime":2183.88,"body":"mistakes, I see them all the"},{"speaker":"Paul Reed","startTime":2180.13,"endTime":2183.88,"body":"time, all the time, they are"},{"speaker":"Paul Reed","startTime":2183.91,"endTime":2188.47,"body":"there, they come in, and they"},{"speaker":"Paul Reed","startTime":2183.91,"endTime":2188.47,"body":"get an opportunity because you"},{"speaker":"Paul Reed","startTime":2188.47,"endTime":2192.01,"body":"can stumble upon an opportunity."},{"speaker":"Paul Reed","startTime":2188.47,"endTime":2192.01,"body":"You know, your your sisters"},{"speaker":"Paul Reed","startTime":2192.01,"endTime":2196.36,"body":"boyfriends, Uncle son building"},{"speaker":"Paul Reed","startTime":2192.01,"endTime":2196.36,"body":"and wok Shan and you could sell"},{"speaker":"Paul Reed","startTime":2196.36,"endTime":2200.05,"body":"a job and you have a roofing"},{"speaker":"Paul Reed","startTime":2196.36,"endTime":2200.05,"body":"company. And, you know, the"},{"speaker":"Paul Reed","startTime":2200.05,"endTime":2203.29,"body":"greatest roofer in the world,"},{"speaker":"Paul Reed","startTime":2200.05,"endTime":2203.29,"body":"and kind of forgetting that"},{"speaker":"Paul Reed","startTime":2203.29,"endTime":2206.44,"body":"maybe you don't have any"},{"speaker":"Paul Reed","startTime":2203.29,"endTime":2206.44,"body":"experience actually roofing, you"},{"speaker":"Paul Reed","startTime":2206.44,"endTime":2210.61,"body":"know, because the Hey, man, this"},{"speaker":"Paul Reed","startTime":2206.44,"endTime":2210.61,"body":"is the reality. Nine out of 10"},{"speaker":"Paul Reed","startTime":2210.61,"endTime":2214.12,"body":"roofing company owners, they"},{"speaker":"Paul Reed","startTime":2210.61,"endTime":2214.12,"body":"work for somebody else they came"},{"speaker":"Paul Reed","startTime":2214.12,"endTime":2217.18,"body":"in, they used to sell cars or"},{"speaker":"Paul Reed","startTime":2214.12,"endTime":2217.18,"body":"something or their real estate"},{"speaker":"Paul Reed","startTime":2217.18,"endTime":2221.17,"body":"agent. They went to work for"},{"speaker":"Paul Reed","startTime":2217.18,"endTime":2221.17,"body":"somebody, and then they didn't"},{"speaker":"Paul Reed","startTime":2221.17,"endTime":2223.63,"body":"get paid, supposedly. And so"},{"speaker":"Paul Reed","startTime":2221.17,"endTime":2223.63,"body":"then they went and started their"},{"speaker":"Paul Reed","startTime":2223.63,"endTime":2226.45,"body":"own networking company, but they"},{"speaker":"Paul Reed","startTime":2223.63,"endTime":2226.45,"body":"don't even they've never even"},{"speaker":"Paul Reed","startTime":2226.45,"endTime":2228.76,"body":"swung a hammer in their life."},{"speaker":"Paul Reed","startTime":2226.45,"endTime":2228.76,"body":"They've never tore up a roof."},{"speaker":"Paul Reed","startTime":2228.76,"endTime":2232.99,"body":"They've never done any of those"},{"speaker":"Paul Reed","startTime":2228.76,"endTime":2232.99,"body":"things. And so, next thing, you"},{"speaker":"Paul Reed","startTime":2232.99,"endTime":2235.54,"body":"know, they've been successful,"},{"speaker":"Paul Reed","startTime":2232.99,"endTime":2235.54,"body":"going out selling some"},{"speaker":"Paul Reed","startTime":2235.54,"endTime":2237.64,"body":"residential deals, they get a"},{"speaker":"Paul Reed","startTime":2235.54,"endTime":2237.64,"body":"little money in their pocket,"},{"speaker":"Paul Reed","startTime":2237.64,"endTime":2240.67,"body":"and then they actually introduce"},{"speaker":"Paul Reed","startTime":2237.64,"endTime":2240.67,"body":"themselves as like, I'm a"},{"speaker":"Paul Reed","startTime":2240.67,"endTime":2244.09,"body":"roofer. You're not you're not a"},{"speaker":"Paul Reed","startTime":2240.67,"endTime":2244.09,"body":"roofer. You don't even know what"},{"speaker":"Paul Reed","startTime":2244.09,"endTime":2247.36,"body":"the hell roofing as you rely on,"},{"speaker":"Paul Reed","startTime":2244.09,"endTime":2247.36,"body":"some dude that you hired off"},{"speaker":"Paul Reed","startTime":2247.39,"endTime":2250.03,"body":"Craigslist to go put your roof"},{"speaker":"Paul Reed","startTime":2247.39,"endTime":2250.03,"body":"on, you have no idea what's even"},{"speaker":"Paul Reed","startTime":2250.03,"endTime":2255.52,"body":"done, right? So that our pride"},{"speaker":"Paul Reed","startTime":2250.03,"endTime":2255.52,"body":"and ego tells us we were experts"},{"speaker":"Paul Reed","startTime":2255.58,"endTime":2259.42,"body":"in this in this field. So what"},{"speaker":"Paul Reed","startTime":2255.58,"endTime":2259.42,"body":"happens is you go and you sell"},{"speaker":"Paul Reed","startTime":2259.42,"endTime":2262.57,"body":"this stuff, you know, one of"},{"speaker":"Paul Reed","startTime":2259.42,"endTime":2262.57,"body":"your reps sold that or you sold"},{"speaker":"Paul Reed","startTime":2262.57,"endTime":2266.35,"body":"it however it worked. And you're"},{"speaker":"Paul Reed","startTime":2262.57,"endTime":2266.35,"body":"like, Oh, hell yeah, to do that,"},{"speaker":"Paul Reed","startTime":2266.65,"endTime":2269.05,"body":"then, you know, deep down,"},{"speaker":"Paul Reed","startTime":2266.65,"endTime":2269.05,"body":"you're going like, well, maybe I"},{"speaker":"Paul Reed","startTime":2269.05,"endTime":2273.79,"body":"should bring in somebody, but"},{"speaker":"Paul Reed","startTime":2269.05,"endTime":2273.79,"body":"then your greed at that point,"},{"speaker":"Paul Reed","startTime":2274.12,"endTime":2277.12,"body":"is telling you Well, if I bring"},{"speaker":"Paul Reed","startTime":2274.12,"endTime":2277.12,"body":"in somebody and I got to partner"},{"speaker":"Paul Reed","startTime":2277.12,"endTime":2280.57,"body":"with them, then I'm gonna be"},{"speaker":"Paul Reed","startTime":2277.12,"endTime":2280.57,"body":"like, instead of me making"},{"speaker":"Paul Reed","startTime":2280.57,"endTime":2287.29,"body":"$243,000, I've only got to make"},{"speaker":"Paul Reed","startTime":2280.57,"endTime":2287.29,"body":"$120,000. So their pride, their"},{"speaker":"Paul Reed","startTime":2287.29,"endTime":2292.06,"body":"ego, and their greed screws them"},{"speaker":"Paul Reed","startTime":2287.29,"endTime":2292.06,"body":"up. So I'll give you a great"},{"speaker":"Paul Reed","startTime":2292.06,"endTime":2296.23,"body":"example. I think about four"},{"speaker":"Paul Reed","startTime":2292.06,"endTime":2296.23,"body":"years ago, I had an opportunity"},{"speaker":"Paul Reed","startTime":2296.23,"endTime":2301.45,"body":"to do large Hoa community. And"},{"speaker":"Paul Reed","startTime":2296.23,"endTime":2301.45,"body":"it was about 4000 Square"},{"speaker":"Paul Reed","startTime":2301.45,"endTime":2306.91,"body":"concrete tile. So at that point,"},{"speaker":"Paul Reed","startTime":2301.45,"endTime":2306.91,"body":"we had I'd never done it large"},{"speaker":"Paul Reed","startTime":2306.94,"endTime":2310.66,"body":"Hoa community of tile, right. If"},{"speaker":"Paul Reed","startTime":2306.94,"endTime":2310.66,"body":"there's a shingle job, that's"},{"speaker":"Paul Reed","startTime":2310.66,"endTime":2315.79,"body":"easy, but this was tile, and it"},{"speaker":"Paul Reed","startTime":2310.66,"endTime":2315.79,"body":"was a beautiful, very high end"},{"speaker":"Paul Reed","startTime":2315.79,"endTime":2321.31,"body":"community. And I look at it, and"},{"speaker":"Paul Reed","startTime":2315.79,"endTime":2321.31,"body":"I sat there one day, and I"},{"speaker":"Paul Reed","startTime":2321.31,"endTime":2325.12,"body":"thought to myself, can I truly"},{"speaker":"Paul Reed","startTime":2321.31,"endTime":2325.12,"body":"walk in front of this board? And"},{"speaker":"Paul Reed","startTime":2325.15,"endTime":2329.95,"body":"and tell them I am the best"},{"speaker":"Paul Reed","startTime":2325.15,"endTime":2329.95,"body":"person for this job. My pride"},{"speaker":"Paul Reed","startTime":2329.95,"endTime":2333.46,"body":"and ego told me Oh, absolutely"},{"speaker":"Paul Reed","startTime":2329.95,"endTime":2333.46,"body":"do do it all the time. Just go"},{"speaker":"Paul Reed","startTime":2333.46,"endTime":2336.97,"body":"tell them that. And I was like,"},{"speaker":"Paul Reed","startTime":2333.46,"endTime":2336.97,"body":"there's no way I could do that."},{"speaker":"Paul Reed","startTime":2336.97,"endTime":2342.01,"body":"So I partnered up with Eric"},{"speaker":"Paul Reed","startTime":2336.97,"endTime":2342.01,"body":"Connor, right? Who knows tile"},{"speaker":"Paul Reed","startTime":2342.46,"endTime":2345.31,"body":"more than every corner of"},{"speaker":"Paul Reed","startTime":2342.46,"endTime":2345.31,"body":"precision. I call that Barrick"},{"speaker":"Paul Reed","startTime":2345.31,"endTime":2349.03,"body":"and I said, hey, let's, let's"},{"speaker":"Paul Reed","startTime":2345.31,"endTime":2349.03,"body":"partner up on this one, you"},{"speaker":"Paul Reed","startTime":2349.03,"endTime":2352.72,"body":"know, on that tile part of it."},{"speaker":"Paul Reed","startTime":2349.03,"endTime":2352.72,"body":"And you know, everybody's gonna"},{"speaker":"Paul Reed","startTime":2352.72,"endTime":2355.09,"body":"make a little bit of money and"},{"speaker":"Paul Reed","startTime":2352.72,"endTime":2355.09,"body":"and we'll we'll see what"},{"speaker":"Paul Reed","startTime":2355.09,"endTime":2358.57,"body":"happens. And so we were really"},{"speaker":"Paul Reed","startTime":2355.09,"endTime":2358.57,"body":"able to eliminate our pride and"},{"speaker":"Paul Reed","startTime":2358.57,"endTime":2362.83,"body":"ego and go in and guess what the"},{"speaker":"Paul Reed","startTime":2358.57,"endTime":2362.83,"body":"customer was happy. Now that is"},{"speaker":"Paul Reed","startTime":2362.83,"endTime":2365.68,"body":"still at the insurance company."},{"speaker":"Paul Reed","startTime":2362.83,"endTime":2365.68,"body":"That's a horrible battle. And"},{"speaker":"Paul Reed","startTime":2365.68,"endTime":2368.95,"body":"we've had to bring in lawyers"},{"speaker":"Paul Reed","startTime":2365.68,"endTime":2368.95,"body":"and CPAs all that bad stuff. But"},{"speaker":"Paul Reed","startTime":2369.22,"endTime":2373.51,"body":"guess what? The rich got done."},{"speaker":"Paul Reed","startTime":2369.22,"endTime":2373.51,"body":"Great. You know, we've never had"},{"speaker":"Paul Reed","startTime":2373.84,"endTime":2377.11,"body":"any of the rubes. But if I would"},{"speaker":"Paul Reed","startTime":2373.84,"endTime":2377.11,"body":"have tried to tackle that"},{"speaker":"Paul Reed","startTime":2377.11,"endTime":2379.99,"body":"myself, we probably could have"},{"speaker":"Paul Reed","startTime":2377.11,"endTime":2379.99,"body":"gotten that, you know, in a bad"},{"speaker":"Paul Reed","startTime":2379.99,"endTime":2384.61,"body":"problem. So pride, ego and"},{"speaker":"Paul Reed","startTime":2379.99,"endTime":2384.61,"body":"greed, man, you got to eliminate"},{"speaker":"Paul Reed","startTime":2384.61,"endTime":2387.13,"body":"those things and actually"},{"speaker":"Paul Reed","startTime":2384.61,"endTime":2387.13,"body":"understand your numbers and what"},{"speaker":"Paul Reed","startTime":2387.13,"endTime":2388.06,"body":"that really looks like."},{"speaker":"Dylan McCabe","startTime":2388.72,"endTime":2391.57,"body":"Man, that's so"},{"speaker":"Dylan McCabe","startTime":2388.72,"endTime":2391.57,"body":"good. You didn't say anything"},{"speaker":"Dylan McCabe","startTime":2391.6,"endTime":2396.31,"body":"about material process crews."},{"speaker":"Dylan McCabe","startTime":2391.6,"endTime":2396.31,"body":"any of that you went straight to"},{"speaker":"Dylan McCabe","startTime":2396.31,"endTime":2400.0,"body":"the heart of the leader. And I"},{"speaker":"Dylan McCabe","startTime":2396.31,"endTime":2400.0,"body":"think that's a great challenge."},{"speaker":"Dylan McCabe","startTime":2400.0,"endTime":2402.34,"body":"For anybody listening or"},{"speaker":"Dylan McCabe","startTime":2400.0,"endTime":2402.34,"body":"watching this, it really comes"},{"speaker":"Dylan McCabe","startTime":2402.34,"endTime":2406.18,"body":"down to your own personal self"},{"speaker":"Dylan McCabe","startTime":2402.34,"endTime":2406.18,"body":"leadership and your your"},{"speaker":"Dylan McCabe","startTime":2406.18,"endTime":2409.09,"body":"identity. I mean, are you out"},{"speaker":"Dylan McCabe","startTime":2406.18,"endTime":2409.09,"body":"there to try to prove something?"},{"speaker":"Dylan McCabe","startTime":2409.33,"endTime":2412.39,"body":"Are you out there really serve"},{"speaker":"Dylan McCabe","startTime":2409.33,"endTime":2412.39,"body":"people well and make it about"},{"speaker":"Dylan McCabe","startTime":2412.39,"endTime":2415.81,"body":"them and not about you, it's"},{"speaker":"Dylan McCabe","startTime":2412.39,"endTime":2415.81,"body":"just so good. And we all need to"},{"speaker":"Dylan McCabe","startTime":2415.81,"endTime":2419.56,"body":"hear that every day, we need to"},{"speaker":"Dylan McCabe","startTime":2415.81,"endTime":2419.56,"body":"hear that it's, it's, it's about"},{"speaker":"Dylan McCabe","startTime":2419.56,"endTime":2423.58,"body":"something way more important"},{"speaker":"Dylan McCabe","startTime":2419.56,"endTime":2423.58,"body":"than us, trying to prove to"},{"speaker":"Dylan McCabe","startTime":2423.58,"endTime":2426.19,"body":"other people, you know, to be"},{"speaker":"Dylan McCabe","startTime":2423.58,"endTime":2426.19,"body":"impressed by us or something"},{"speaker":"Dylan McCabe","startTime":2426.19,"endTime":2426.76,"body":"like that,"},{"speaker":"Paul Reed","startTime":2426.79,"endTime":2428.8,"body":"well, that's how we"},{"speaker":"Paul Reed","startTime":2426.79,"endTime":2428.8,"body":"build sustainability, rather,"},{"speaker":"Paul Reed","startTime":2428.8,"endTime":2431.11,"body":"like you're not gonna have"},{"speaker":"Paul Reed","startTime":2428.8,"endTime":2431.11,"body":"sustainability in your company"},{"speaker":"Paul Reed","startTime":2431.11,"endTime":2433.96,"body":"unless you have those things."},{"speaker":"Paul Reed","startTime":2431.11,"endTime":2433.96,"body":"Because if you allow the greed"},{"speaker":"Paul Reed","startTime":2433.96,"endTime":2437.56,"body":"and all that stuff to come in,"},{"speaker":"Paul Reed","startTime":2433.96,"endTime":2437.56,"body":"you know, there's a reason why I"},{"speaker":"Paul Reed","startTime":2437.56,"endTime":2440.5,"body":"don't remember the numbers that"},{"speaker":"Paul Reed","startTime":2437.56,"endTime":2440.5,"body":"like 80% of all route companies"},{"speaker":"Paul Reed","startTime":2440.5,"endTime":2444.31,"body":"fail within the first like year"},{"speaker":"Paul Reed","startTime":2440.5,"endTime":2444.31,"body":"or two. That's because of that."},{"speaker":"Paul Reed","startTime":2444.97,"endTime":2447.13,"body":"So I'm stainability, and legacy."},{"speaker":"Dylan McCabe","startTime":2448.09,"endTime":2451.81,"body":"So good, so good."},{"speaker":"Dylan McCabe","startTime":2448.09,"endTime":2451.81,"body":"So let's say somebody, somebody"},{"speaker":"Dylan McCabe","startTime":2451.81,"endTime":2454.51,"body":"joins CRA, they start getting"},{"speaker":"Dylan McCabe","startTime":2451.81,"endTime":2454.51,"body":"some one on one coaching with"},{"speaker":"Dylan McCabe","startTime":2454.51,"endTime":2457.45,"body":"you guys, which is, which is"},{"speaker":"Dylan McCabe","startTime":2454.51,"endTime":2457.45,"body":"going to be stellar, because"},{"speaker":"Dylan McCabe","startTime":2457.45,"endTime":2460.69,"body":"it's one on one very, very"},{"speaker":"Dylan McCabe","startTime":2457.45,"endTime":2460.69,"body":"specific interaction based on"},{"speaker":"Dylan McCabe","startTime":2460.69,"endTime":2464.14,"body":"where they are at what they can"},{"speaker":"Dylan McCabe","startTime":2460.69,"endTime":2464.14,"body":"do. One of the things that you"},{"speaker":"Dylan McCabe","startTime":2464.14,"endTime":2469.84,"body":"guys go go into is, how to build"},{"speaker":"Dylan McCabe","startTime":2464.14,"endTime":2469.84,"body":"a repair and maintenance"},{"speaker":"Dylan McCabe","startTime":2469.84,"endTime":2473.98,"body":"program. So I've heard this from"},{"speaker":"Dylan McCabe","startTime":2469.84,"endTime":2473.98,"body":"many guys, even guys that are in"},{"speaker":"Dylan McCabe","startTime":2473.98,"endTime":2477.61,"body":"our CEO groups, that they they"},{"speaker":"Dylan McCabe","startTime":2473.98,"endTime":2477.61,"body":"swear that is the bread and"},{"speaker":"Dylan McCabe","startTime":2477.61,"endTime":2479.89,"body":"butter of the business. And"},{"speaker":"Dylan McCabe","startTime":2477.61,"endTime":2479.89,"body":"that's how you get into other,"},{"speaker":"Dylan McCabe","startTime":2479.92,"endTime":2484.57,"body":"you know, bigger reroofing jobs"},{"speaker":"Dylan McCabe","startTime":2479.92,"endTime":2484.57,"body":"and stuff like that. So what,"},{"speaker":"Dylan McCabe","startTime":2484.63,"endTime":2487.48,"body":"what's the important part of"},{"speaker":"Dylan McCabe","startTime":2484.63,"endTime":2487.48,"body":"getting into repair and"},{"speaker":"Dylan McCabe","startTime":2487.48,"endTime":2488.11,"body":"maintenance,"},{"speaker":"Paul Reed","startTime":2489.55,"endTime":2493.69,"body":"it's huge. It's, it's"},{"speaker":"Paul Reed","startTime":2489.55,"endTime":2493.69,"body":"my biggest marketing, it's my"},{"speaker":"Paul Reed","startTime":2493.78,"endTime":2497.05,"body":"best marketing, everybody's"},{"speaker":"Paul Reed","startTime":2493.78,"endTime":2497.05,"body":"looking for all these great ways"},{"speaker":"Paul Reed","startTime":2497.05,"endTime":2500.5,"body":"to market and create funnels and"},{"speaker":"Paul Reed","startTime":2497.05,"endTime":2500.5,"body":"blah, blah, you know, all these"},{"speaker":"Paul Reed","startTime":2500.5,"endTime":2504.28,"body":"crazy things. And I look at it"},{"speaker":"Paul Reed","startTime":2500.5,"endTime":2504.28,"body":"as my repair division is my best"},{"speaker":"Paul Reed","startTime":2504.28,"endTime":2507.16,"body":"marketing. So you know, we talk"},{"speaker":"Paul Reed","startTime":2504.28,"endTime":2507.16,"body":"a little bit ago about the"},{"speaker":"Paul Reed","startTime":2507.16,"endTime":2510.34,"body":"business development. And so"},{"speaker":"Paul Reed","startTime":2507.16,"endTime":2510.34,"body":"during the business development,"},{"speaker":"Paul Reed","startTime":2510.64,"endTime":2512.8,"body":"you know, we're getting these"},{"speaker":"Paul Reed","startTime":2510.64,"endTime":2512.8,"body":"people out there talking to"},{"speaker":"Paul Reed","startTime":2512.8,"endTime":2516.16,"body":"property managers, or property"},{"speaker":"Paul Reed","startTime":2512.8,"endTime":2516.16,"body":"owners every single day. And"},{"speaker":"Paul Reed","startTime":2516.37,"endTime":2518.65,"body":"when they're able to actually go"},{"speaker":"Paul Reed","startTime":2516.37,"endTime":2518.65,"body":"in and say, Hey, we have a"},{"speaker":"Paul Reed","startTime":2518.65,"endTime":2522.28,"body":"repair department, actual repair"},{"speaker":"Paul Reed","startTime":2518.65,"endTime":2522.28,"body":"department, because most"},{"speaker":"Paul Reed","startTime":2522.28,"endTime":2525.25,"body":"company, their repair"},{"speaker":"Paul Reed","startTime":2522.28,"endTime":2525.25,"body":"department, what they think"},{"speaker":"Paul Reed","startTime":2525.25,"endTime":2528.1,"body":"they're like, Oh, yeah, we do"},{"speaker":"Paul Reed","startTime":2525.25,"endTime":2528.1,"body":"repairs. But what it is, is they"},{"speaker":"Paul Reed","startTime":2528.1,"endTime":2530.98,"body":"have their little residential"},{"speaker":"Paul Reed","startTime":2528.1,"endTime":2530.98,"body":"guys are all, you know, roof of"},{"speaker":"Paul Reed","startTime":2530.98,"endTime":2535.15,"body":"his 32 Square job over it, you"},{"speaker":"Paul Reed","startTime":2530.98,"endTime":2535.15,"body":"know, in Fort Worth, and you you"},{"speaker":"Paul Reed","startTime":2535.15,"endTime":2538.36,"body":"call them up, say, Oh, we got a"},{"speaker":"Paul Reed","startTime":2535.15,"endTime":2538.36,"body":"leak over somewhere on this"},{"speaker":"Paul Reed","startTime":2538.36,"endTime":2540.4,"body":"building, can you go over and do"},{"speaker":"Paul Reed","startTime":2538.36,"endTime":2540.4,"body":"it and they're like, yeah, we"},{"speaker":"Paul Reed","startTime":2540.4,"endTime":2543.1,"body":"could do it. by about three,"},{"speaker":"Paul Reed","startTime":2540.4,"endTime":2543.1,"body":"four o'clock in the afternoon,"},{"speaker":"Paul Reed","startTime":2543.1,"endTime":2545.83,"body":"when they're trying to wrap up"},{"speaker":"Paul Reed","startTime":2543.1,"endTime":2545.83,"body":"that residential job, they take"},{"speaker":"Paul Reed","startTime":2545.83,"endTime":2548.47,"body":"a couple of guys off the crew"},{"speaker":"Paul Reed","startTime":2545.83,"endTime":2548.47,"body":"and send them over there, you"},{"speaker":"Paul Reed","startTime":2548.47,"endTime":2551.62,"body":"have no idea if they showed up,"},{"speaker":"Paul Reed","startTime":2548.47,"endTime":2551.62,"body":"blah, blah, blah, and repair"},{"speaker":"Paul Reed","startTime":2551.62,"endTime":2555.28,"body":"suck, because then they sent you"},{"speaker":"Paul Reed","startTime":2551.62,"endTime":2555.28,"body":"an invoice for 1800 bucks, and"},{"speaker":"Paul Reed","startTime":2555.64,"endTime":2559.69,"body":"you only charge 1000. And so you"},{"speaker":"Paul Reed","startTime":2555.64,"endTime":2559.69,"body":"pay repairs. So we dialed that"},{"speaker":"Paul Reed","startTime":2559.69,"endTime":2563.2,"body":"in. And we we developed repair"},{"speaker":"Paul Reed","startTime":2559.69,"endTime":2563.2,"body":"division, actually car division"},{"speaker":"Paul Reed","startTime":2563.2,"endTime":2566.77,"body":"actual employees with the"},{"speaker":"Paul Reed","startTime":2563.2,"endTime":2566.77,"body":"service ticket, you know that"},{"speaker":"Paul Reed","startTime":2566.8,"endTime":2572.95,"body":"the manager, and we go out, and"},{"speaker":"Paul Reed","startTime":2566.8,"endTime":2572.95,"body":"we we do repairs and run a very,"},{"speaker":"Paul Reed","startTime":2572.95,"endTime":2578.32,"body":"very lucrative repair division."},{"speaker":"Paul Reed","startTime":2572.95,"endTime":2578.32,"body":"And it's all great marketing,"},{"speaker":"Paul Reed","startTime":2578.32,"endTime":2581.98,"body":"because we set it up to where we"},{"speaker":"Paul Reed","startTime":2578.32,"endTime":2581.98,"body":"service the heck out of these"},{"speaker":"Paul Reed","startTime":2581.98,"endTime":2585.79,"body":"people. And we help them in our"},{"speaker":"Paul Reed","startTime":2581.98,"endTime":2585.79,"body":"partnership, going back to"},{"speaker":"Paul Reed","startTime":2585.79,"endTime":2588.64,"body":"partnership, this is who we are."},{"speaker":"Paul Reed","startTime":2585.79,"endTime":2588.64,"body":"And what we're going to do in"},{"speaker":"Paul Reed","startTime":2588.64,"endTime":2591.1,"body":"our partnership, we're gonna"},{"speaker":"Paul Reed","startTime":2588.64,"endTime":2591.1,"body":"serve as you guys, you know, we"},{"speaker":"Paul Reed","startTime":2591.1,"endTime":2595.84,"body":"have a model that that says"},{"speaker":"Paul Reed","startTime":2591.1,"endTime":2595.84,"body":"repair, maintain, replace, and"},{"speaker":"Paul Reed","startTime":2595.84,"endTime":2598.36,"body":"truly tried to live by that. So"},{"speaker":"Paul Reed","startTime":2595.84,"endTime":2598.36,"body":"we're going to go out and we're"},{"speaker":"Paul Reed","startTime":2598.36,"endTime":2601.45,"body":"going to repair what's going on,"},{"speaker":"Paul Reed","startTime":2598.36,"endTime":2601.45,"body":"we're gonna maintain this"},{"speaker":"Paul Reed","startTime":2601.75,"endTime":2605.5,"body":"property until you have to"},{"speaker":"Paul Reed","startTime":2601.75,"endTime":2605.5,"body":"replace the roof eventually, you"},{"speaker":"Paul Reed","startTime":2605.5,"endTime":2607.9,"body":"know, that might be five years,"},{"speaker":"Paul Reed","startTime":2605.5,"endTime":2607.9,"body":"it might be 10 years, it might"},{"speaker":"Paul Reed","startTime":2607.9,"endTime":2610.69,"body":"be 20 years down the road, we"},{"speaker":"Paul Reed","startTime":2607.9,"endTime":2610.69,"body":"don't know what we're going to"},{"speaker":"Paul Reed","startTime":2610.69,"endTime":2615.04,"body":"put them on a path. So the"},{"speaker":"Paul Reed","startTime":2610.69,"endTime":2615.04,"body":"Choose me repair department is"},{"speaker":"Paul Reed","startTime":2615.07,"endTime":2618.55,"body":"is the biggest and best thing"},{"speaker":"Paul Reed","startTime":2615.07,"endTime":2618.55,"body":"that you could possibly do as a"},{"speaker":"Paul Reed","startTime":2618.55,"endTime":2623.56,"body":"roofing company, is to set up an"},{"speaker":"Paul Reed","startTime":2618.55,"endTime":2623.56,"body":"actual reparative ism. You know,"},{"speaker":"Paul Reed","startTime":2623.59,"endTime":2627.13,"body":"we do a few million dollars a"},{"speaker":"Paul Reed","startTime":2623.59,"endTime":2627.13,"body":"year in repairs, and it's good"},{"speaker":"Paul Reed","startTime":2627.31,"endTime":2631.9,"body":"runs very well. It's our best"},{"speaker":"Paul Reed","startTime":2627.31,"endTime":2631.9,"body":"marketing. And it's profitable."},{"speaker":"Dylan McCabe","startTime":2633.58,"endTime":2635.5,"body":"It's so good. Yep,"},{"speaker":"Dylan McCabe","startTime":2633.58,"endTime":2635.5,"body":"I've heard from a lot of guys,"},{"speaker":"Dylan McCabe","startTime":2635.5,"endTime":2638.74,"body":"it's the most profitable"},{"speaker":"Dylan McCabe","startTime":2635.5,"endTime":2638.74,"body":"business line they have as far"},{"speaker":"Dylan McCabe","startTime":2638.74,"endTime":2642.16,"body":"as their commercial side goes."},{"speaker":"Dylan McCabe","startTime":2638.74,"endTime":2642.16,"body":"And like you said, it's a way to"},{"speaker":"Dylan McCabe","startTime":2642.16,"endTime":2645.1,"body":"build relationships. And when"},{"speaker":"Dylan McCabe","startTime":2642.16,"endTime":2645.1,"body":"they do need a roof replacement,"},{"speaker":"Dylan McCabe","startTime":2645.46,"endTime":2647.8,"body":"of course, they're gonna go with"},{"speaker":"Dylan McCabe","startTime":2645.46,"endTime":2647.8,"body":"you if you've built a good"},{"speaker":"Dylan McCabe","startTime":2647.8,"endTime":2650.83,"body":"relationship and earn their"},{"speaker":"Dylan McCabe","startTime":2647.8,"endTime":2650.83,"body":"trust, done what you said you"},{"speaker":"Dylan McCabe","startTime":2650.83,"endTime":2654.07,"body":"would did. So that kind of leads"},{"speaker":"Dylan McCabe","startTime":2650.83,"endTime":2654.07,"body":"to to the next thing though,"},{"speaker":"Dylan McCabe","startTime":2654.07,"endTime":2658.18,"body":"some guys may be thinking, Hey,"},{"speaker":"Dylan McCabe","startTime":2654.07,"endTime":2658.18,"body":"you know, I looked into"},{"speaker":"Dylan McCabe","startTime":2658.18,"endTime":2661.12,"body":"repairing a commercial roof like"},{"speaker":"Dylan McCabe","startTime":2658.18,"endTime":2661.12,"body":"that dentist's office, you said,"},{"speaker":"Dylan McCabe","startTime":2661.72,"endTime":2667.51,"body":"but they asked me to give me an"},{"speaker":"Dylan McCabe","startTime":2661.72,"endTime":2667.51,"body":"estimate for repair. And then"},{"speaker":"Dylan McCabe","startTime":2667.51,"endTime":2669.55,"body":"they also said they were"},{"speaker":"Dylan McCabe","startTime":2667.51,"endTime":2669.55,"body":"interested in a liquid applied"},{"speaker":"Dylan McCabe","startTime":2669.55,"endTime":2673.45,"body":"system. What then I started"},{"speaker":"Dylan McCabe","startTime":2669.55,"endTime":2673.45,"body":"Googling liquid applied systems."},{"speaker":"Dylan McCabe","startTime":2673.45,"endTime":2675.85,"body":"There's all these options out"},{"speaker":"Dylan McCabe","startTime":2673.45,"endTime":2675.85,"body":"there. I was thinking TPO and I"},{"speaker":"Dylan McCabe","startTime":2675.85,"endTime":2678.82,"body":"know a guy that's done TP. So"},{"speaker":"Dylan McCabe","startTime":2675.85,"endTime":2678.82,"body":"how do you how do you get"},{"speaker":"Dylan McCabe","startTime":2678.82,"endTime":2682.39,"body":"through the maze of all the"},{"speaker":"Dylan McCabe","startTime":2678.82,"endTime":2682.39,"body":"options out there for commercial"},{"speaker":"Dylan McCabe","startTime":2682.39,"endTime":2683.44,"body":"roofing systems?"},{"speaker":"Paul Reed","startTime":2685.09,"endTime":2688.12,"body":"It's about learning"},{"speaker":"Paul Reed","startTime":2685.09,"endTime":2688.12,"body":"your craft. Right? It's about"},{"speaker":"Paul Reed","startTime":2688.12,"endTime":2693.7,"body":"learning your craft. You really"},{"speaker":"Paul Reed","startTime":2688.12,"endTime":2693.7,"body":"think about it as company owners"},{"speaker":"Paul Reed","startTime":2693.7,"endTime":2698.02,"body":"and sales reps even how many"},{"speaker":"Paul Reed","startTime":2693.7,"endTime":2698.02,"body":"people actually understand"},{"speaker":"Paul Reed","startTime":2699.16,"endTime":2702.61,"body":"right? They Learn how to sell"},{"speaker":"Paul Reed","startTime":2699.16,"endTime":2702.61,"body":"and they do all these things,"},{"speaker":"Paul Reed","startTime":2702.64,"endTime":2705.67,"body":"they learn the difference"},{"speaker":"Paul Reed","startTime":2702.64,"endTime":2705.67,"body":"between a class four shingle"},{"speaker":"Paul Reed","startTime":2705.67,"endTime":2709.3,"body":"and, you know, regular shingle"},{"speaker":"Paul Reed","startTime":2705.67,"endTime":2709.3,"body":"and they, that white stuff is"},{"speaker":"Paul Reed","startTime":2709.33,"endTime":2714.25,"body":"TPO. Or maybe it's PVC, and I"},{"speaker":"Paul Reed","startTime":2709.33,"endTime":2714.25,"body":"think the black stuff is EPDM if"},{"speaker":"Paul Reed","startTime":2714.25,"endTime":2716.65,"body":"you really want to be"},{"speaker":"Paul Reed","startTime":2714.25,"endTime":2716.65,"body":"successful, and so you got to"},{"speaker":"Paul Reed","startTime":2716.65,"endTime":2721.66,"body":"learn about roofing. It's, it's"},{"speaker":"Paul Reed","startTime":2716.65,"endTime":2721.66,"body":"no different. Like, if you were"},{"speaker":"Paul Reed","startTime":2721.66,"endTime":2724.99,"body":"to move to France, and you were"},{"speaker":"Paul Reed","startTime":2721.66,"endTime":2724.99,"body":"going to be there the next 10"},{"speaker":"Paul Reed","startTime":2724.99,"endTime":2728.47,"body":"years, would you learn how to"},{"speaker":"Paul Reed","startTime":2724.99,"endTime":2728.47,"body":"speak French? Or would you just"},{"speaker":"Paul Reed","startTime":2728.47,"endTime":2732.55,"body":"try to get by? Right, like,"},{"speaker":"Paul Reed","startTime":2728.47,"endTime":2732.55,"body":"people that are gonna flourish"},{"speaker":"Paul Reed","startTime":2732.55,"endTime":2736.42,"body":"and really enjoy their life and"},{"speaker":"Paul Reed","startTime":2732.55,"endTime":2736.42,"body":"do well, they moved to France,"},{"speaker":"Paul Reed","startTime":2736.45,"endTime":2740.35,"body":"they're gonna learn French. So"},{"speaker":"Paul Reed","startTime":2736.45,"endTime":2740.35,"body":"I'm in roofing, and this is what"},{"speaker":"Paul Reed","startTime":2740.35,"endTime":2742.57,"body":"I'm going to do the next five or"},{"speaker":"Paul Reed","startTime":2740.35,"endTime":2742.57,"body":"10 years or however long you"},{"speaker":"Paul Reed","startTime":2742.57,"endTime":2746.14,"body":"think you're going to do it? Why"},{"speaker":"Paul Reed","startTime":2742.57,"endTime":2746.14,"body":"would you not learn everything"},{"speaker":"Paul Reed","startTime":2746.14,"endTime":2749.71,"body":"you possibly can about what"},{"speaker":"Paul Reed","startTime":2746.14,"endTime":2749.71,"body":"you're actually selling? There"},{"speaker":"Paul Reed","startTime":2749.71,"endTime":2753.37,"body":"are so many reps and so many"},{"speaker":"Paul Reed","startTime":2749.71,"endTime":2753.37,"body":"company owners that don't even"},{"speaker":"Paul Reed","startTime":2753.37,"endTime":2756.28,"body":"know what the hell that they're"},{"speaker":"Paul Reed","startTime":2753.37,"endTime":2756.28,"body":"like, I don't know it's white, I"},{"speaker":"Paul Reed","startTime":2756.28,"endTime":2759.88,"body":"don't even know what it is. It"},{"speaker":"Paul Reed","startTime":2756.28,"endTime":2759.88,"body":"doesn't take that long to do"},{"speaker":"Paul Reed","startTime":2759.88,"endTime":2762.82,"body":"that. Because use your"},{"speaker":"Paul Reed","startTime":2759.88,"endTime":2762.82,"body":"partnership with your with your"},{"speaker":"Paul Reed","startTime":2762.82,"endTime":2766.12,"body":"manufacturer, they all have"},{"speaker":"Paul Reed","startTime":2762.82,"endTime":2766.12,"body":"these classes. They all have"},{"speaker":"Paul Reed","startTime":2766.12,"endTime":2769.24,"body":"webinars right now of like, Hey,"},{"speaker":"Paul Reed","startTime":2766.12,"endTime":2769.24,"body":"we're gonna learn about TPO"},{"speaker":"Paul Reed","startTime":2769.24,"endTime":2772.15,"body":"roofing. This week, we're going"},{"speaker":"Paul Reed","startTime":2769.24,"endTime":2772.15,"body":"to learn about you know, metal"},{"speaker":"Paul Reed","startTime":2772.15,"endTime":2774.19,"body":"This week, we're gonna learn"},{"speaker":"Paul Reed","startTime":2772.15,"endTime":2774.19,"body":"about this or that we're gonna"},{"speaker":"Paul Reed","startTime":2774.19,"endTime":2777.97,"body":"learn about fluid applied, you"},{"speaker":"Paul Reed","startTime":2774.19,"endTime":2777.97,"body":"know, systems, they all want to"},{"speaker":"Paul Reed","startTime":2777.97,"endTime":2782.05,"body":"teach you, you know, so like, at"},{"speaker":"Paul Reed","startTime":2777.97,"endTime":2782.05,"body":"our office, we literally have a"},{"speaker":"Paul Reed","startTime":2782.05,"endTime":2785.92,"body":"manufacturer in pride twice a"},{"speaker":"Paul Reed","startTime":2782.05,"endTime":2785.92,"body":"month, different manufacturer"},{"speaker":"Paul Reed","startTime":2785.92,"endTime":2789.73,"body":"from you know, the the fluid"},{"speaker":"Paul Reed","startTime":2785.92,"endTime":2789.73,"body":"guys do, you know, to the low"},{"speaker":"Paul Reed","startTime":2789.73,"endTime":2793.96,"body":"slope JF and a steep slope of"},{"speaker":"Paul Reed","startTime":2789.73,"endTime":2793.96,"body":"jF, and next week will be a"},{"speaker":"Paul Reed","startTime":2793.96,"endTime":2797.35,"body":"ventilation guy that comes in,"},{"speaker":"Paul Reed","startTime":2793.96,"endTime":2797.35,"body":"you know, so we're always"},{"speaker":"Paul Reed","startTime":2797.35,"endTime":2801.22,"body":"constantly learning, you've got"},{"speaker":"Paul Reed","startTime":2797.35,"endTime":2801.22,"body":"to learn your craft. So whenever"},{"speaker":"Paul Reed","startTime":2801.22,"endTime":2804.97,"body":"a dentist office comes up,"},{"speaker":"Paul Reed","startTime":2801.22,"endTime":2804.97,"body":"because they don't know anything"},{"speaker":"Paul Reed","startTime":2804.97,"endTime":2806.83,"body":"about it, you know what that"},{"speaker":"Paul Reed","startTime":2804.97,"endTime":2806.83,"body":"dentist, you know, he's"},{"speaker":"Paul Reed","startTime":2806.83,"endTime":2809.29,"body":"successful, and he owns that"},{"speaker":"Paul Reed","startTime":2806.83,"endTime":2809.29,"body":"building. He learned everything"},{"speaker":"Paul Reed","startTime":2809.29,"endTime":2812.41,"body":"about dentistry. I mean, it's"},{"speaker":"Paul Reed","startTime":2809.29,"endTime":2812.41,"body":"simple. He learned everything"},{"speaker":"Paul Reed","startTime":2812.41,"endTime":2814.72,"body":"about dentistry, and he's a"},{"speaker":"Paul Reed","startTime":2812.41,"endTime":2814.72,"body":"great dentist, why wouldn't I"},{"speaker":"Paul Reed","startTime":2814.72,"endTime":2817.69,"body":"learn everything about roofing."},{"speaker":"Paul Reed","startTime":2814.72,"endTime":2817.69,"body":"And so when I go to this job,"},{"speaker":"Paul Reed","startTime":2818.56,"endTime":2823.03,"body":"and someone was there before me,"},{"speaker":"Paul Reed","startTime":2818.56,"endTime":2823.03,"body":"and it was, you know, young"},{"speaker":"Paul Reed","startTime":2823.03,"endTime":2826.45,"body":"kids, not a kid that went and"},{"speaker":"Paul Reed","startTime":2823.03,"endTime":2826.45,"body":"told them, like, Hey, we should"},{"speaker":"Paul Reed","startTime":2826.45,"endTime":2829.63,"body":"coat this job, and it's going to"},{"speaker":"Paul Reed","startTime":2826.45,"endTime":2829.63,"body":"save you a bunch of money. And"},{"speaker":"Paul Reed","startTime":2829.63,"endTime":2832.81,"body":"that, in his mind, he's going"},{"speaker":"Paul Reed","startTime":2829.63,"endTime":2832.81,"body":"like, Yeah, that'd be a great"},{"speaker":"Paul Reed","startTime":2832.81,"endTime":2835.3,"body":"idea to some kid told me that we"},{"speaker":"Paul Reed","startTime":2832.81,"endTime":2835.3,"body":"should put a coating on this"},{"speaker":"Paul Reed","startTime":2835.3,"endTime":2838.03,"body":"job. And if I know anything"},{"speaker":"Paul Reed","startTime":2835.3,"endTime":2838.03,"body":"about coatings, I'm going to go"},{"speaker":"Paul Reed","startTime":2838.03,"endTime":2840.67,"body":"in, and maybe that's a great"},{"speaker":"Paul Reed","startTime":2838.03,"endTime":2840.67,"body":"system, we do a lot of coatings,"},{"speaker":"Paul Reed","startTime":2840.67,"endTime":2843.58,"body":"ourselves, but I'm going to look"},{"speaker":"Paul Reed","startTime":2840.67,"endTime":2843.58,"body":"at it and I'm going to give him"},{"speaker":"Paul Reed","startTime":2843.58,"endTime":2846.73,"body":"an evaluation. And I'm going to"},{"speaker":"Paul Reed","startTime":2843.58,"endTime":2846.73,"body":"say, you know, maybe this isn't"},{"speaker":"Paul Reed","startTime":2846.73,"endTime":2849.67,"body":"the best solution, you know,"},{"speaker":"Paul Reed","startTime":2846.73,"endTime":2849.67,"body":"maybe this room has moisture"},{"speaker":"Paul Reed","startTime":2849.67,"endTime":2851.59,"body":"underneath it, and we can't do"},{"speaker":"Paul Reed","startTime":2849.67,"endTime":2851.59,"body":"that, we're gonna have to tear"},{"speaker":"Paul Reed","startTime":2851.59,"endTime":2855.16,"body":"the whole thing off. But if I"},{"speaker":"Paul Reed","startTime":2851.59,"endTime":2855.16,"body":"didn't know that, and I just"},{"speaker":"Paul Reed","startTime":2855.16,"endTime":2857.8,"body":"match what someone else said"},{"speaker":"Paul Reed","startTime":2855.16,"endTime":2857.8,"body":"they were gonna do. Now all of a"},{"speaker":"Paul Reed","startTime":2857.8,"endTime":2861.1,"body":"sudden, I have that liability,"},{"speaker":"Paul Reed","startTime":2857.8,"endTime":2861.1,"body":"because the coach's belt, you"},{"speaker":"Paul Reed","startTime":2861.1,"endTime":2863.26,"body":"know, next year, because there"},{"speaker":"Paul Reed","startTime":2861.1,"endTime":2863.26,"body":"was moisture trapped under the"},{"speaker":"Paul Reed","startTime":2863.26,"endTime":2867.04,"body":"deal. So you've got to learn"},{"speaker":"Paul Reed","startTime":2863.26,"endTime":2867.04,"body":"your craft. And that way you can"},{"speaker":"Paul Reed","startTime":2867.04,"endTime":2871.03,"body":"talk, you are the professional,"},{"speaker":"Paul Reed","startTime":2867.04,"endTime":2871.03,"body":"because I'm not going to let any"},{"speaker":"Paul Reed","startTime":2871.03,"endTime":2875.29,"body":"property owner tell me how they"},{"speaker":"Paul Reed","startTime":2871.03,"endTime":2875.29,"body":"think that I should ruin their"},{"speaker":"Paul Reed","startTime":2875.29,"endTime":2879.73,"body":"building. I am the experts on my"},{"speaker":"Paul Reed","startTime":2875.29,"endTime":2879.73,"body":"space. And I'm going to go in,"},{"speaker":"Paul Reed","startTime":2879.73,"endTime":2882.28,"body":"and I'm going to let them know,"},{"speaker":"Paul Reed","startTime":2879.73,"endTime":2882.28,"body":"like, Hey, I don't really care"},{"speaker":"Paul Reed","startTime":2882.28,"endTime":2885.04,"body":"what you you know, and stuff"},{"speaker":"Paul Reed","startTime":2882.28,"endTime":2885.04,"body":"like that. I don't really care"},{"speaker":"Paul Reed","startTime":2885.04,"endTime":2889.36,"body":"what you heard. But that's not"},{"speaker":"Paul Reed","startTime":2885.04,"endTime":2889.36,"body":"how this should work. And we"},{"speaker":"Paul Reed","startTime":2889.36,"endTime":2892.42,"body":"need to do it this way. And"},{"speaker":"Paul Reed","startTime":2889.36,"endTime":2892.42,"body":"here's the cost for that. I'm"},{"speaker":"Paul Reed","startTime":2892.42,"endTime":2895.0,"body":"the expert. This is my field, I"},{"speaker":"Paul Reed","startTime":2892.42,"endTime":2895.0,"body":"know what I'm talking about. And"},{"speaker":"Paul Reed","startTime":2895.0,"endTime":2898.0,"body":"then we're gonna back up. So"},{"speaker":"Paul Reed","startTime":2895.0,"endTime":2898.0,"body":"good. Yeah, the"},{"speaker":"Dylan McCabe","startTime":2898.0,"endTime":2900.82,"body":"only way you can"},{"speaker":"Dylan McCabe","startTime":2898.0,"endTime":2900.82,"body":"really become a trusted adviser"},{"speaker":"Dylan McCabe","startTime":2901.18,"endTime":2905.8,"body":"is by speaking with authority on"},{"speaker":"Dylan McCabe","startTime":2901.18,"endTime":2905.8,"body":"on roofing, and the only way you"},{"speaker":"Dylan McCabe","startTime":2905.8,"endTime":2908.89,"body":"can get there is through your"},{"speaker":"Dylan McCabe","startTime":2905.8,"endTime":2908.89,"body":"knowledge and experience. And,"},{"speaker":"Dylan McCabe","startTime":2909.55,"endTime":2911.98,"body":"and you can tell it, you know,"},{"speaker":"Dylan McCabe","startTime":2909.55,"endTime":2911.98,"body":"you can you can tell when"},{"speaker":"Dylan McCabe","startTime":2911.98,"endTime":2915.13,"body":"somebody is talking and it just"},{"speaker":"Dylan McCabe","startTime":2911.98,"endTime":2915.13,"body":"doesn't, it doesn't smell right,"},{"speaker":"Dylan McCabe","startTime":2915.13,"endTime":2917.26,"body":"you can tell they're kind of"},{"speaker":"Dylan McCabe","startTime":2915.13,"endTime":2917.26,"body":"going with a very limited amount"},{"speaker":"Dylan McCabe","startTime":2917.26,"endTime":2919.84,"body":"of knowledge. But when you sit"},{"speaker":"Dylan McCabe","startTime":2917.26,"endTime":2919.84,"body":"across from somebody who says,"},{"speaker":"Dylan McCabe","startTime":2919.84,"endTime":2923.05,"body":"Look, I know this is what you"},{"speaker":"Dylan McCabe","startTime":2919.84,"endTime":2923.05,"body":"heard. But here's the pros and"},{"speaker":"Dylan McCabe","startTime":2923.05,"endTime":2926.8,"body":"cons of that, based on your"},{"speaker":"Dylan McCabe","startTime":2923.05,"endTime":2926.8,"body":"budget and this type of system,"},{"speaker":"Dylan McCabe","startTime":2926.8,"endTime":2930.82,"body":"here's what I think is your best"},{"speaker":"Dylan McCabe","startTime":2926.8,"endTime":2930.82,"body":"option, Option A option B, then"},{"speaker":"Dylan McCabe","startTime":2930.82,"endTime":2933.91,"body":"they can people can deal with"},{"speaker":"Dylan McCabe","startTime":2930.82,"endTime":2933.91,"body":"you telling them they don't they"},{"speaker":"Dylan McCabe","startTime":2933.91,"endTime":2938.65,"body":"don't know what they're talking"},{"speaker":"Dylan McCabe","startTime":2933.91,"endTime":2938.65,"body":"about as long as you do. And I"},{"speaker":"Dylan McCabe","startTime":2938.65,"endTime":2942.43,"body":"think that i think i think that"},{"speaker":"Dylan McCabe","startTime":2938.65,"endTime":2942.43,"body":"is really our responsibility to"},{"speaker":"Dylan McCabe","startTime":2942.58,"endTime":2945.73,"body":"you. I mean, you're you're a"},{"speaker":"Dylan McCabe","startTime":2942.58,"endTime":2945.73,"body":"steward, you're entrusted with"},{"speaker":"Dylan McCabe","startTime":2945.73,"endTime":2949.36,"body":"this large amount of money for"},{"speaker":"Dylan McCabe","startTime":2945.73,"endTime":2949.36,"body":"this property to put that roof"},{"speaker":"Dylan McCabe","startTime":2949.36,"endTime":2953.2,"body":"on, it's your responsibility to"},{"speaker":"Dylan McCabe","startTime":2949.36,"endTime":2953.2,"body":"exercise some leadership, and"},{"speaker":"Dylan McCabe","startTime":2953.2,"endTime":2956.68,"body":"tell that property owner tell"},{"speaker":"Dylan McCabe","startTime":2953.2,"endTime":2956.68,"body":"that client, this is what you"},{"speaker":"Dylan McCabe","startTime":2956.68,"endTime":2959.68,"body":"need. And here's why. And I know"},{"speaker":"Dylan McCabe","startTime":2956.68,"endTime":2959.68,"body":"you think this is what you need."},{"speaker":"Dylan McCabe","startTime":2959.68,"endTime":2962.47,"body":"But here's, here's why that's"},{"speaker":"Dylan McCabe","startTime":2959.68,"endTime":2962.47,"body":"not a good you need to be able"},{"speaker":"Dylan McCabe","startTime":2962.47,"endTime":2965.8,"body":"to exercise some leadership."},{"speaker":"Dylan McCabe","startTime":2962.47,"endTime":2965.8,"body":"Because to me, it's frustrating"},{"speaker":"Dylan McCabe","startTime":2965.8,"endTime":2967.93,"body":"when I don't care what it is"},{"speaker":"Dylan McCabe","startTime":2965.8,"endTime":2967.93,"body":"whether it's investment"},{"speaker":"Dylan McCabe","startTime":2967.96,"endTime":2972.55,"body":"investing, or roofing or"},{"speaker":"Dylan McCabe","startTime":2967.96,"endTime":2972.55,"body":"whatever. When I sit across from"},{"speaker":"Dylan McCabe","startTime":2972.55,"endTime":2976.6,"body":"somebody, and I asked them, What"},{"speaker":"Dylan McCabe","startTime":2972.55,"endTime":2976.6,"body":"should I do? And they say, Well,"},{"speaker":"Dylan McCabe","startTime":2976.6,"endTime":2978.82,"body":"you could do this, and you could"},{"speaker":"Dylan McCabe","startTime":2976.6,"endTime":2978.82,"body":"do that. Or you could do that."},{"speaker":"Dylan McCabe","startTime":2978.82,"endTime":2982.06,"body":"And you could do that. Well, I"},{"speaker":"Dylan McCabe","startTime":2978.82,"endTime":2982.06,"body":"you're I'm asking you a question"},{"speaker":"Dylan McCabe","startTime":2982.06,"endTime":2984.55,"body":"about something I don't know a"},{"speaker":"Dylan McCabe","startTime":2982.06,"endTime":2984.55,"body":"lot about, you need to tell me"},{"speaker":"Dylan McCabe","startTime":2985.0,"endTime":2987.76,"body":"what I should do and why I"},{"speaker":"Dylan McCabe","startTime":2985.0,"endTime":2987.76,"body":"should do it because you just"},{"speaker":"Dylan McCabe","startTime":2987.76,"endTime":2990.37,"body":"gave me way too many options."},{"speaker":"Dylan McCabe","startTime":2987.76,"endTime":2990.37,"body":"And"},{"speaker":"Paul Reed","startTime":2990.58,"endTime":2993.04,"body":"you're exactly right,"},{"speaker":"Paul Reed","startTime":2990.58,"endTime":2993.04,"body":"because that's going to be our"},{"speaker":"Paul Reed","startTime":2993.04,"endTime":2995.8,"body":"partnership. I'm going to"},{"speaker":"Paul Reed","startTime":2993.04,"endTime":2995.8,"body":"develop that partnership with"},{"speaker":"Paul Reed","startTime":2995.8,"endTime":2998.2,"body":"them and I'm going to let them"},{"speaker":"Paul Reed","startTime":2995.8,"endTime":2998.2,"body":"know like hey, this is my built"},{"speaker":"Paul Reed","startTime":2998.26,"endTime":3000.9,"body":"on the expert on this. Your"},{"speaker":"Paul Reed","startTime":2998.26,"endTime":3000.9,"body":"field is You know, you lease out"},{"speaker":"Paul Reed","startTime":3000.9,"endTime":3004.26,"body":"this building. And, you know,"},{"speaker":"Paul Reed","startTime":3000.9,"endTime":3004.26,"body":"however you do that, but my"},{"speaker":"Paul Reed","startTime":3004.26,"endTime":3007.68,"body":"expertise is in this roofing"},{"speaker":"Paul Reed","startTime":3004.26,"endTime":3007.68,"body":"system, that's going to be the"},{"speaker":"Paul Reed","startTime":3007.68,"endTime":3011.25,"body":"best for you, on your ROI."},{"speaker":"Paul Reed","startTime":3007.68,"endTime":3011.25,"body":"They're always looking at ROI"},{"speaker":"Paul Reed","startTime":3011.31,"endTime":3014.46,"body":"right there, because they own"},{"speaker":"Paul Reed","startTime":3011.31,"endTime":3014.46,"body":"that building because they're,"},{"speaker":"Paul Reed","startTime":3014.46,"endTime":3018.54,"body":"they're in an investment"},{"speaker":"Paul Reed","startTime":3014.46,"endTime":3018.54,"body":"invested into this property. So"},{"speaker":"Paul Reed","startTime":3018.54,"endTime":3020.91,"body":"how can I give them back an ROI"},{"speaker":"Paul Reed","startTime":3018.54,"endTime":3020.91,"body":"that they're going to, that's"},{"speaker":"Paul Reed","startTime":3020.91,"endTime":3023.7,"body":"going to help them. So we sat"},{"speaker":"Paul Reed","startTime":3020.91,"endTime":3023.7,"body":"down, and we figure that out."},{"speaker":"Paul Reed","startTime":3024.12,"endTime":3028.89,"body":"And I show them this is my"},{"speaker":"Paul Reed","startTime":3024.12,"endTime":3028.89,"body":"field, I am the expert in this,"},{"speaker":"Paul Reed","startTime":3029.04,"endTime":3031.35,"body":"this is how we're going to be"},{"speaker":"Paul Reed","startTime":3029.04,"endTime":3031.35,"body":"able to do this, that's going to"},{"speaker":"Paul Reed","startTime":3031.35,"endTime":3034.83,"body":"provide the best value and the"},{"speaker":"Paul Reed","startTime":3031.35,"endTime":3034.83,"body":"best ROI for your property."},{"speaker":"Paul Reed","startTime":3035.1,"endTime":3038.01,"body":"Here's the cool thing. If I'm"},{"speaker":"Paul Reed","startTime":3035.1,"endTime":3038.01,"body":"able to do that with this one"},{"speaker":"Paul Reed","startTime":3038.01,"endTime":3041.4,"body":"property owner just for this"},{"speaker":"Paul Reed","startTime":3038.01,"endTime":3041.4,"body":"one, property manager, guess who"},{"speaker":"Paul Reed","startTime":3041.4,"endTime":3046.17,"body":"property owners are property"},{"speaker":"Paul Reed","startTime":3041.4,"endTime":3046.17,"body":"managers roll around with other"},{"speaker":"Paul Reed","startTime":3046.17,"endTime":3049.38,"body":"property owners and other"},{"speaker":"Paul Reed","startTime":3046.17,"endTime":3049.38,"body":"property managers. And guess"},{"speaker":"Paul Reed","startTime":3049.38,"endTime":3052.08,"body":"what they're going to tell them?"},{"speaker":"Paul Reed","startTime":3049.38,"endTime":3052.08,"body":"Paul read it. That's what he"},{"speaker":"Paul Reed","startTime":3052.08,"endTime":3054.48,"body":"knows what the hell he's talking"},{"speaker":"Paul Reed","startTime":3052.08,"endTime":3054.48,"body":"about, man, this guy came in"},{"speaker":"Paul Reed","startTime":3054.48,"endTime":3057.63,"body":"here. And he provided a solution"},{"speaker":"Paul Reed","startTime":3054.48,"endTime":3057.63,"body":"that no one else could provide."},{"speaker":"Paul Reed","startTime":3057.81,"endTime":3060.27,"body":"And they pulled it off, and they"},{"speaker":"Paul Reed","startTime":3057.81,"endTime":3060.27,"body":"did it and it was great working"},{"speaker":"Paul Reed","startTime":3060.27,"endTime":3061.98,"body":"with, and you need to use that."},{"speaker":"Dylan McCabe","startTime":3063.75,"endTime":3066.66,"body":"And so good, yeah,"},{"speaker":"Dylan McCabe","startTime":3063.75,"endTime":3066.66,"body":"it's all about building that"},{"speaker":"Dylan McCabe","startTime":3066.66,"endTime":3069.6,"body":"relationship, and serving and"},{"speaker":"Dylan McCabe","startTime":3066.66,"endTime":3069.6,"body":"empowering others through your"},{"speaker":"Dylan McCabe","startTime":3069.6,"endTime":3073.38,"body":"knowledge and your experience."},{"speaker":"Dylan McCabe","startTime":3069.6,"endTime":3073.38,"body":"So one of the things you know,"},{"speaker":"Dylan McCabe","startTime":3073.38,"endTime":3076.53,"body":"we've talked about the business"},{"speaker":"Dylan McCabe","startTime":3073.38,"endTime":3076.53,"body":"development side, and how you"},{"speaker":"Dylan McCabe","startTime":3076.53,"endTime":3080.1,"body":"guys have a unique approach to"},{"speaker":"Dylan McCabe","startTime":3076.53,"endTime":3080.1,"body":"that. You talked about"},{"speaker":"Dylan McCabe","startTime":3080.1,"endTime":3082.8,"body":"evaluating your current"},{"speaker":"Dylan McCabe","startTime":3080.1,"endTime":3082.8,"body":"financial state, getting into"},{"speaker":"Dylan McCabe","startTime":3082.8,"endTime":3086.88,"body":"commercial, making sure you get"},{"speaker":"Dylan McCabe","startTime":3082.8,"endTime":3086.88,"body":"into the right jobs. We talked"},{"speaker":"Dylan McCabe","startTime":3086.88,"endTime":3090.12,"body":"about repair and maintenance,"},{"speaker":"Dylan McCabe","startTime":3086.88,"endTime":3090.12,"body":"one of the things that I know is"},{"speaker":"Dylan McCabe","startTime":3090.12,"endTime":3093.12,"body":"critical to you guys is knowing"},{"speaker":"Dylan McCabe","startTime":3090.12,"endTime":3093.12,"body":"your knowing your numbers, and"},{"speaker":"Dylan McCabe","startTime":3093.12,"endTime":3097.35,"body":"also your KPIs. So for guys that"},{"speaker":"Dylan McCabe","startTime":3093.12,"endTime":3097.35,"body":"don't have a lot of experience"},{"speaker":"Dylan McCabe","startTime":3097.35,"endTime":3100.41,"body":"in commercial roofing, what are"},{"speaker":"Dylan McCabe","startTime":3097.35,"endTime":3100.41,"body":"a few of the big KPIs that they"},{"speaker":"Dylan McCabe","startTime":3100.41,"endTime":3101.55,"body":"need to think about?"},{"speaker":"Paul Reed","startTime":3102.84,"endTime":3105.12,"body":"Well, it's that we'll"},{"speaker":"Paul Reed","startTime":3102.84,"endTime":3105.12,"body":"start with your business"},{"speaker":"Paul Reed","startTime":3105.12,"endTime":3108.66,"body":"development reps, right. So your"},{"speaker":"Paul Reed","startTime":3105.12,"endTime":3108.66,"body":"business development reps, if"},{"speaker":"Paul Reed","startTime":3108.66,"endTime":3112.62,"body":"you look at most sales reps,"},{"speaker":"Paul Reed","startTime":3108.66,"endTime":3112.62,"body":"most sales reps fail, right, and"},{"speaker":"Paul Reed","startTime":3112.65,"endTime":3116.31,"body":"the reality the whole grand"},{"speaker":"Paul Reed","startTime":3112.65,"endTime":3116.31,"body":"scheme of things. In roofing,"},{"speaker":"Paul Reed","startTime":3116.31,"endTime":3120.18,"body":"when someone goes out and make"},{"speaker":"Paul Reed","startTime":3116.31,"endTime":3120.18,"body":"this hiring push, the owner"},{"speaker":"Paul Reed","startTime":3120.18,"endTime":3123.06,"body":"knows that if he brings in 10,"},{"speaker":"Paul Reed","startTime":3120.18,"endTime":3123.06,"body":"people that probably nine of"},{"speaker":"Paul Reed","startTime":3123.06,"endTime":3126.54,"body":"them are going to fail. Right?"},{"speaker":"Paul Reed","startTime":3123.06,"endTime":3126.54,"body":"Couple those guys were not very"},{"speaker":"Paul Reed","startTime":3126.54,"endTime":3128.97,"body":"good, blah, blah, blah, they,"},{"speaker":"Paul Reed","startTime":3126.54,"endTime":3128.97,"body":"they'd have a hard time"},{"speaker":"Paul Reed","startTime":3128.97,"endTime":3131.94,"body":"anywhere. But there's always a"},{"speaker":"Paul Reed","startTime":3128.97,"endTime":3131.94,"body":"bunch of guys that we that we"},{"speaker":"Paul Reed","startTime":3131.94,"endTime":3134.79,"body":"miss, because we don't really"},{"speaker":"Paul Reed","startTime":3131.94,"endTime":3134.79,"body":"manage them. And we don't really"},{"speaker":"Paul Reed","startTime":3134.79,"endTime":3138.03,"body":"assist them with their pain. And"},{"speaker":"Paul Reed","startTime":3134.79,"endTime":3138.03,"body":"they don't understand the"},{"speaker":"Paul Reed","startTime":3138.03,"endTime":3141.33,"body":"numbers. And so what's going to"},{"speaker":"Paul Reed","startTime":3138.03,"endTime":3141.33,"body":"start for us in the business"},{"speaker":"Paul Reed","startTime":3141.33,"endTime":3146.04,"body":"development side of the KPIs of"},{"speaker":"Paul Reed","startTime":3141.33,"endTime":3146.04,"body":"going here is your actual job"},{"speaker":"Paul Reed","startTime":3146.04,"endTime":3149.01,"body":"description. And here's what you"},{"speaker":"Paul Reed","startTime":3146.04,"endTime":3149.01,"body":"have to do every day. So we set"},{"speaker":"Paul Reed","startTime":3149.01,"endTime":3151.62,"body":"it up. And depending on like,"},{"speaker":"Paul Reed","startTime":3149.01,"endTime":3151.62,"body":"what that business development"},{"speaker":"Paul Reed","startTime":3151.62,"endTime":3156.21,"body":"rep is his marketing rep is, you"},{"speaker":"Paul Reed","startTime":3151.62,"endTime":3156.21,"body":"know, into the multifamily"},{"speaker":"Paul Reed","startTime":3156.21,"endTime":3158.67,"body":"sector, you know, I'm going to"},{"speaker":"Paul Reed","startTime":3156.21,"endTime":3158.67,"body":"give them a certain number, I'm"},{"speaker":"Paul Reed","startTime":3158.67,"endTime":3161.85,"body":"going to say, Well, listen, I"},{"speaker":"Paul Reed","startTime":3158.67,"endTime":3161.85,"body":"need you to stop in at 10"},{"speaker":"Paul Reed","startTime":3161.85,"endTime":3165.75,"body":"different apartment complexes"},{"speaker":"Paul Reed","startTime":3161.85,"endTime":3165.75,"body":"today. And I need you to, you"},{"speaker":"Paul Reed","startTime":3165.75,"endTime":3168.51,"body":"know, to talk about repairs, and"},{"speaker":"Paul Reed","startTime":3165.75,"endTime":3168.51,"body":"maintenance and all those"},{"speaker":"Paul Reed","startTime":3168.51,"endTime":3171.63,"body":"things, and I need you to do"},{"speaker":"Paul Reed","startTime":3168.51,"endTime":3171.63,"body":"this. And after you're done with"},{"speaker":"Paul Reed","startTime":3171.63,"endTime":3173.97,"body":"those hands, then I'm going to"},{"speaker":"Paul Reed","startTime":3171.63,"endTime":3173.97,"body":"give you a number and I need you"},{"speaker":"Paul Reed","startTime":3173.97,"endTime":3177.48,"body":"to call 12 more properties, and"},{"speaker":"Paul Reed","startTime":3173.97,"endTime":3177.48,"body":"I'm set up an appointment"},{"speaker":"Paul Reed","startTime":3177.48,"endTime":3180.72,"body":"tomorrow, and then I need you to"},{"speaker":"Paul Reed","startTime":3177.48,"endTime":3180.72,"body":"send out five emails. So we're"},{"speaker":"Paul Reed","startTime":3180.72,"endTime":3185.37,"body":"gonna direct exactly instead of"},{"speaker":"Paul Reed","startTime":3180.72,"endTime":3185.37,"body":"just going out most most guys"},{"speaker":"Paul Reed","startTime":3185.37,"endTime":3189.24,"body":"do, they just tell their rep, go"},{"speaker":"Paul Reed","startTime":3185.37,"endTime":3189.24,"body":"sell something, and they have no"},{"speaker":"Paul Reed","startTime":3189.24,"endTime":3193.56,"body":"idea even at work, they have no"},{"speaker":"Paul Reed","startTime":3189.24,"endTime":3193.56,"body":"idea that it's 11 o'clock in the"},{"speaker":"Paul Reed","startTime":3193.56,"endTime":3196.26,"body":"morning and that rep and you've"},{"speaker":"Paul Reed","startTime":3193.56,"endTime":3196.26,"body":"been out of bed yet. So what we"},{"speaker":"Paul Reed","startTime":3196.26,"endTime":3198.87,"body":"do is we start our day, we have"},{"speaker":"Paul Reed","startTime":3196.26,"endTime":3198.87,"body":"a meeting every morning at"},{"speaker":"Paul Reed","startTime":3198.87,"endTime":3203.04,"body":"815 815 in timezone. So you know"},{"speaker":"Paul Reed","startTime":3198.87,"endTime":3203.04,"body":"everybody's up, they're not in"},{"speaker":"Paul Reed","startTime":3203.04,"endTime":3206.76,"body":"their pajamas, and they start"},{"speaker":"Paul Reed","startTime":3203.04,"endTime":3206.76,"body":"their days. And so it's going to"},{"speaker":"Paul Reed","startTime":3206.76,"endTime":3210.27,"body":"start with the KPIs. And you"},{"speaker":"Paul Reed","startTime":3206.76,"endTime":3210.27,"body":"customize that to, you know,"},{"speaker":"Paul Reed","startTime":3210.42,"endTime":3213.51,"body":"your market to where that's at."},{"speaker":"Paul Reed","startTime":3210.42,"endTime":3213.51,"body":"But here's the here's the map,"},{"speaker":"Paul Reed","startTime":3213.51,"endTime":3216.54,"body":"people you have to talk to every"},{"speaker":"Paul Reed","startTime":3213.51,"endTime":3216.54,"body":"day, you want to keep this job,"},{"speaker":"Paul Reed","startTime":3216.54,"endTime":3219.66,"body":"you have to talk to us about it"},{"speaker":"Paul Reed","startTime":3216.54,"endTime":3219.66,"body":"people. And after so many"},{"speaker":"Paul Reed","startTime":3219.66,"endTime":3222.09,"body":"months, this is the pipeline."},{"speaker":"Paul Reed","startTime":3219.66,"endTime":3222.09,"body":"And this is how big your"},{"speaker":"Paul Reed","startTime":3222.09,"endTime":3224.64,"body":"pipeline should be. Here's how"},{"speaker":"Paul Reed","startTime":3222.09,"endTime":3224.64,"body":"many opportunities you have."},{"speaker":"Paul Reed","startTime":3224.64,"endTime":3226.86,"body":"Because I looked at everything"},{"speaker":"Paul Reed","startTime":3224.64,"endTime":3226.86,"body":"as an opportunity. So the more"},{"speaker":"Paul Reed","startTime":3226.86,"endTime":3229.59,"body":"opportunities that these guys"},{"speaker":"Paul Reed","startTime":3226.86,"endTime":3229.59,"body":"get, the better chance we have"},{"speaker":"Paul Reed","startTime":3229.59,"endTime":3233.13,"body":"to succeed. So it's going to be"},{"speaker":"Paul Reed","startTime":3229.59,"endTime":3233.13,"body":"keeping track of what they're"},{"speaker":"Paul Reed","startTime":3233.13,"endTime":3235.65,"body":"actually doing. Here's their job"},{"speaker":"Paul Reed","startTime":3233.13,"endTime":3235.65,"body":"description how many people I"},{"speaker":"Paul Reed","startTime":3235.65,"endTime":3238.68,"body":"got to talk to, and then what is"},{"speaker":"Paul Reed","startTime":3235.65,"endTime":3238.68,"body":"this look like?"},{"speaker":"Dylan McCabe","startTime":3240.3,"endTime":3243.0,"body":"It's really good,"},{"speaker":"Dylan McCabe","startTime":3240.3,"endTime":3243.0,"body":"you guys are creating a very"},{"speaker":"Dylan McCabe","startTime":3243.0,"endTime":3246.63,"body":"clear dashboard, so that that"},{"speaker":"Dylan McCabe","startTime":3243.0,"endTime":3246.63,"body":"owner can say, here's my"},{"speaker":"Dylan McCabe","startTime":3246.63,"endTime":3249.57,"body":"expectations of you, here's how"},{"speaker":"Dylan McCabe","startTime":3246.63,"endTime":3249.57,"body":"we're going to keep score,"},{"speaker":"Dylan McCabe","startTime":3249.66,"endTime":3252.51,"body":"here's how you know whether"},{"speaker":"Dylan McCabe","startTime":3249.66,"endTime":3252.51,"body":"you're doing well or not. And"},{"speaker":"Dylan McCabe","startTime":3252.51,"endTime":3255.6,"body":"it's not going to be this big"},{"speaker":"Dylan McCabe","startTime":3252.51,"endTime":3255.6,"body":"fuzzy thing of go out there and"},{"speaker":"Dylan McCabe","startTime":3255.6,"endTime":3259.38,"body":"generate business, it's going to"},{"speaker":"Dylan McCabe","startTime":3255.6,"endTime":3259.38,"body":"be very specific. And that's one"},{"speaker":"Dylan McCabe","startTime":3259.38,"endTime":3261.96,"body":"of the thing that EOS you know,"},{"speaker":"Dylan McCabe","startTime":3259.38,"endTime":3261.96,"body":"as an EOS implementer, that's"},{"speaker":"Dylan McCabe","startTime":3261.96,"endTime":3266.01,"body":"something we teach is you got to"},{"speaker":"Dylan McCabe","startTime":3261.96,"endTime":3266.01,"body":"give your people 90 day goals."},{"speaker":"Dylan McCabe","startTime":3266.04,"endTime":3270.3,"body":"And those goals turn into very"},{"speaker":"Dylan McCabe","startTime":3266.04,"endTime":3270.3,"body":"specific things each week,"},{"speaker":"Dylan McCabe","startTime":3270.3,"endTime":3273.6,"body":"whether it like you said it's"},{"speaker":"Dylan McCabe","startTime":3270.3,"endTime":3273.6,"body":"how many apartment property"},{"speaker":"Dylan McCabe","startTime":3273.6,"endTime":3276.39,"body":"managers you talk to each week"},{"speaker":"Dylan McCabe","startTime":3273.6,"endTime":3276.39,"body":"or whatever. And, and when you"},{"speaker":"Dylan McCabe","startTime":3276.39,"endTime":3278.55,"body":"do that, I think for a lot of"},{"speaker":"Dylan McCabe","startTime":3276.39,"endTime":3278.55,"body":"people, it brings a lot of"},{"speaker":"Dylan McCabe","startTime":3278.55,"endTime":3281.7,"body":"clarity and it makes things"},{"speaker":"Dylan McCabe","startTime":3278.55,"endTime":3281.7,"body":"simple. It's harder, I think if"},{"speaker":"Dylan McCabe","startTime":3281.7,"endTime":3284.88,"body":"it's, hey, just grind it out, go"},{"speaker":"Dylan McCabe","startTime":3281.7,"endTime":3284.88,"body":"out there generate business that"},{"speaker":"Dylan McCabe","startTime":3284.88,"endTime":3287.34,"body":"well that's a really route, am I"},{"speaker":"Dylan McCabe","startTime":3284.88,"endTime":3287.34,"body":"hitting that goal?"},{"speaker":"Paul Reed","startTime":3288.54,"endTime":3290.67,"body":"Well, they need to"},{"speaker":"Paul Reed","startTime":3288.54,"endTime":3290.67,"body":"know what they're working for as"},{"speaker":"Paul Reed","startTime":3290.67,"endTime":3293.7,"body":"well. So on the different pay"},{"speaker":"Paul Reed","startTime":3290.67,"endTime":3293.7,"body":"structures, you know, if I have"},{"speaker":"Paul Reed","startTime":3293.7,"endTime":3296.58,"body":"a business owner rep and they're"},{"speaker":"Paul Reed","startTime":3293.7,"endTime":3296.58,"body":"on a salary, you know, they need"},{"speaker":"Paul Reed","startTime":3296.58,"endTime":3299.19,"body":"to know here's the dues they"},{"speaker":"Paul Reed","startTime":3296.58,"endTime":3299.19,"body":"have and then if they're getting"},{"speaker":"Paul Reed","startTime":3299.19,"endTime":3302.31,"body":"a percentage off For the job,"},{"speaker":"Paul Reed","startTime":3299.19,"endTime":3302.31,"body":"you know, they need to, we need"},{"speaker":"Paul Reed","startTime":3302.31,"endTime":3304.77,"body":"to know what their goals are,"},{"speaker":"Paul Reed","startTime":3302.31,"endTime":3304.77,"body":"you know, this guy's goal to"},{"speaker":"Paul Reed","startTime":3304.77,"endTime":3309.03,"body":"make $250,000 a year, and what"},{"speaker":"Paul Reed","startTime":3304.77,"endTime":3309.03,"body":"we know is pay structure. And we"},{"speaker":"Paul Reed","startTime":3309.03,"endTime":3312.84,"body":"know that he's gonna get no call"},{"speaker":"Paul Reed","startTime":3309.03,"endTime":3312.84,"body":"it 5% or whatever, you know, off"},{"speaker":"Paul Reed","startTime":3312.84,"endTime":3316.89,"body":"of each job. So how many jobs"},{"speaker":"Paul Reed","startTime":3312.84,"endTime":3316.89,"body":"you need to sell to get 250,000?"},{"speaker":"Paul Reed","startTime":3317.19,"endTime":3319.77,"body":"Well, you know, making up the"},{"speaker":"Paul Reed","startTime":3317.19,"endTime":3319.77,"body":"bathroom needs to sell $4"},{"speaker":"Paul Reed","startTime":3319.77,"endTime":3323.34,"body":"million worth of properties. So"},{"speaker":"Paul Reed","startTime":3319.77,"endTime":3323.34,"body":"what does that look like, for"},{"speaker":"Paul Reed","startTime":3323.34,"endTime":3327.87,"body":"us, our average job ticket was"},{"speaker":"Paul Reed","startTime":3323.34,"endTime":3327.87,"body":"something like $450,000, a year"},{"speaker":"Paul Reed","startTime":3327.87,"endTime":3331.2,"body":"in Denver market. So my average"},{"speaker":"Paul Reed","startTime":3327.87,"endTime":3331.2,"body":"ticket is 450, we're going to"},{"speaker":"Paul Reed","startTime":3331.2,"endTime":3334.62,"body":"try to sell $5 million worth of"},{"speaker":"Paul Reed","startTime":3331.2,"endTime":3334.62,"body":"jobs, that means that you've got"},{"speaker":"Paul Reed","startTime":3334.62,"endTime":3338.31,"body":"to sell, you know, 12 jobs. So"},{"speaker":"Paul Reed","startTime":3334.62,"endTime":3338.31,"body":"that means you got to sell one"},{"speaker":"Paul Reed","startTime":3338.31,"endTime":3340.95,"body":"job a month, you got a roof once"},{"speaker":"Paul Reed","startTime":3338.31,"endTime":3340.95,"body":"a month. So how many people you"},{"speaker":"Paul Reed","startTime":3340.95,"endTime":3344.37,"body":"got to talk to to get that many"},{"speaker":"Paul Reed","startTime":3340.95,"endTime":3344.37,"body":"opportunities. So again, there's"},{"speaker":"Paul Reed","startTime":3344.4,"endTime":3348.99,"body":"your KPIs, here's your personal"},{"speaker":"Paul Reed","startTime":3344.4,"endTime":3348.99,"body":"professional finance goals that"},{"speaker":"Paul Reed","startTime":3348.99,"endTime":3352.02,"body":"you want to get. And they need"},{"speaker":"Paul Reed","startTime":3348.99,"endTime":3352.02,"body":"to have a path because"},{"speaker":"Paul Reed","startTime":3352.02,"endTime":3356.28,"body":"otherwise, most people left to"},{"speaker":"Paul Reed","startTime":3352.02,"endTime":3356.28,"body":"their own device. They're good,"},{"speaker":"Paul Reed","startTime":3356.31,"endTime":3359.1,"body":"they're good. They could be"},{"speaker":"Paul Reed","startTime":3356.31,"endTime":3359.1,"body":"$40,000 a year they don't,"},{"speaker":"Paul Reed","startTime":3359.1,"endTime":3361.47,"body":"because they don't understand"},{"speaker":"Paul Reed","startTime":3359.1,"endTime":3361.47,"body":"that they could actually go out"},{"speaker":"Paul Reed","startTime":3361.47,"endTime":3365.43,"body":"and make a few $100,000. If I"},{"speaker":"Paul Reed","startTime":3361.47,"endTime":3365.43,"body":"could put them on this path, and"},{"speaker":"Paul Reed","startTime":3365.43,"endTime":3368.76,"body":"they could go out and make that"},{"speaker":"Paul Reed","startTime":3365.43,"endTime":3368.76,"body":"250,000. And then at the end of"},{"speaker":"Paul Reed","startTime":3368.76,"endTime":3373.14,"body":"the year, we sounded Okay. How"},{"speaker":"Paul Reed","startTime":3368.76,"endTime":3373.14,"body":"easy was that? No, what did you"},{"speaker":"Paul Reed","startTime":3373.14,"endTime":3378.21,"body":"do? Like? What can we do to make"},{"speaker":"Paul Reed","startTime":3373.14,"endTime":3378.21,"body":"you get $400,000 or $500? Like,"},{"speaker":"Paul Reed","startTime":3378.42,"endTime":3381.87,"body":"you know what it took to do the"},{"speaker":"Paul Reed","startTime":3378.42,"endTime":3381.87,"body":"250. Now, how can we build it,"},{"speaker":"Paul Reed","startTime":3382.02,"endTime":3386.07,"body":"so it's all trackable, and it's"},{"speaker":"Paul Reed","startTime":3382.02,"endTime":3386.07,"body":"all scalable. And there's a path"},{"speaker":"Paul Reed","startTime":3386.07,"endTime":3389.34,"body":"to all of that stuff. And"},{"speaker":"Paul Reed","startTime":3386.07,"endTime":3389.34,"body":"that's, again, that is the"},{"speaker":"Paul Reed","startTime":3389.34,"endTime":3392.85,"body":"commercial roofing Academy, that"},{"speaker":"Paul Reed","startTime":3389.34,"endTime":3392.85,"body":"we break that down as a spur"},{"speaker":"Paul Reed","startTime":3392.85,"endTime":3394.56,"body":"wraps, and then for company"},{"speaker":"Paul Reed","startTime":3392.85,"endTime":3394.56,"body":"owners as well."},{"speaker":"Dylan McCabe","startTime":3395.73,"endTime":3398.58,"body":"That's good stuff."},{"speaker":"Dylan McCabe","startTime":3395.73,"endTime":3398.58,"body":"So you guys, it sounds like you"},{"speaker":"Dylan McCabe","startTime":3398.58,"endTime":3401.25,"body":"guys really do that. I mean, if"},{"speaker":"Dylan McCabe","startTime":3398.58,"endTime":3401.25,"body":"you were to break the business"},{"speaker":"Dylan McCabe","startTime":3401.25,"endTime":3404.61,"body":"down into three major areas, any"},{"speaker":"Dylan McCabe","startTime":3401.25,"endTime":3404.61,"body":"business really comes down to"},{"speaker":"Dylan McCabe","startTime":3404.61,"endTime":3409.17,"body":"sales and marketing, operations"},{"speaker":"Dylan McCabe","startTime":3404.61,"endTime":3409.17,"body":"and finance. You guys clearly"},{"speaker":"Dylan McCabe","startTime":3409.17,"endTime":3412.47,"body":"have a training curriculum and a"},{"speaker":"Dylan McCabe","startTime":3409.17,"endTime":3412.47,"body":"path on the sales and business"},{"speaker":"Dylan McCabe","startTime":3412.47,"endTime":3415.53,"body":"development side, you get into"},{"speaker":"Dylan McCabe","startTime":3412.47,"endTime":3415.53,"body":"your operations with the"},{"speaker":"Dylan McCabe","startTime":3415.53,"endTime":3417.75,"body":"maintenance and different"},{"speaker":"Dylan McCabe","startTime":3415.53,"endTime":3417.75,"body":"product knowledge and systems"},{"speaker":"Dylan McCabe","startTime":3417.75,"endTime":3422.97,"body":"and stuff like that. On the"},{"speaker":"Dylan McCabe","startTime":3417.75,"endTime":3422.97,"body":"finance side, you know, we can't"},{"speaker":"Dylan McCabe","startTime":3423.0,"endTime":3425.85,"body":"dig real deep into it, because"},{"speaker":"Dylan McCabe","startTime":3423.0,"endTime":3425.85,"body":"we got about five minutes left"},{"speaker":"Dylan McCabe","startTime":3425.85,"endTime":3430.59,"body":"here. But what would you say is"},{"speaker":"Dylan McCabe","startTime":3425.85,"endTime":3430.59,"body":"the key to the finance side, the"},{"speaker":"Dylan McCabe","startTime":3430.59,"endTime":3433.23,"body":"biggest, most important thing"},{"speaker":"Dylan McCabe","startTime":3430.59,"endTime":3433.23,"body":"you guys teach on that?"},{"speaker":"Paul Reed","startTime":3434.25,"endTime":3438.54,"body":"Knowing your numbers,"},{"speaker":"Paul Reed","startTime":3434.25,"endTime":3438.54,"body":"knowing your numbers? Most guys,"},{"speaker":"Paul Reed","startTime":3438.54,"endTime":3441.96,"body":"you know, if you ask most guys"},{"speaker":"Paul Reed","startTime":3438.54,"endTime":3441.96,"body":"like what's your Eva? They go?"},{"speaker":"Paul Reed","startTime":3442.47,"endTime":3445.56,"body":"what's what's even, they have no"},{"speaker":"Paul Reed","startTime":3442.47,"endTime":3445.56,"body":"idea what the but they have no"},{"speaker":"Paul Reed","startTime":3445.56,"endTime":3448.68,"body":"idea if they're actually, you"},{"speaker":"Paul Reed","startTime":3445.56,"endTime":3448.68,"body":"know, even profitable, they're"},{"speaker":"Paul Reed","startTime":3448.68,"endTime":3451.44,"body":"like, well, I'm assuming we're"},{"speaker":"Paul Reed","startTime":3448.68,"endTime":3451.44,"body":"profitable, because, you know,"},{"speaker":"Paul Reed","startTime":3451.44,"endTime":3456.24,"body":"there's $84,000 in the bank. So"},{"speaker":"Paul Reed","startTime":3451.44,"endTime":3456.24,"body":"I guess we are, but we we dig"},{"speaker":"Paul Reed","startTime":3456.24,"endTime":3459.54,"body":"in, and we really teach you of"},{"speaker":"Paul Reed","startTime":3456.24,"endTime":3459.54,"body":"understanding your numbers. And"},{"speaker":"Paul Reed","startTime":3459.84,"endTime":3462.72,"body":"you know, the difference between"},{"speaker":"Paul Reed","startTime":3459.84,"endTime":3462.72,"body":"like cash accounting and accrual"},{"speaker":"Paul Reed","startTime":3462.72,"endTime":3466.71,"body":"accounting, you know, there's"},{"speaker":"Paul Reed","startTime":3462.72,"endTime":3466.71,"body":"most guys have no idea that if"},{"speaker":"Paul Reed","startTime":3466.71,"endTime":3470.01,"body":"you're running a certain size"},{"speaker":"Paul Reed","startTime":3466.71,"endTime":3470.01,"body":"business, if you legally you're"},{"speaker":"Paul Reed","startTime":3470.01,"endTime":3473.31,"body":"supposed to be over on on"},{"speaker":"Paul Reed","startTime":3470.01,"endTime":3473.31,"body":"accrual accounting, so knowing"},{"speaker":"Paul Reed","startTime":3473.31,"endTime":3478.17,"body":"your numbers is super important."},{"speaker":"Paul Reed","startTime":3473.31,"endTime":3478.17,"body":"So we dig into that, you know,"},{"speaker":"Paul Reed","startTime":3478.17,"endTime":3480.54,"body":"kind of on a micro level to"},{"speaker":"Paul Reed","startTime":3478.17,"endTime":3480.54,"body":"begin with, obviously, it's a"},{"speaker":"Paul Reed","startTime":3480.54,"endTime":3484.35,"body":"two day deal to begin with. But"},{"speaker":"Paul Reed","startTime":3480.54,"endTime":3484.35,"body":"we touch on that of knowing your"},{"speaker":"Paul Reed","startTime":3484.35,"endTime":3487.59,"body":"numbers and learning what your"},{"speaker":"Paul Reed","startTime":3484.35,"endTime":3487.59,"body":"DBA is, and knowing are these"},{"speaker":"Paul Reed","startTime":3487.59,"endTime":3492.18,"body":"jobs profitable? No, like,"},{"speaker":"Paul Reed","startTime":3487.59,"endTime":3492.18,"body":"looking at it, because a lot of"},{"speaker":"Paul Reed","startTime":3492.18,"endTime":3496.23,"body":"guys, they're not at 10 5050"},{"speaker":"Paul Reed","startTime":3492.18,"endTime":3496.23,"body":"split with their rap. They don't"},{"speaker":"Paul Reed","startTime":3496.23,"endTime":3500.16,"body":"even know what the hell that 10%"},{"speaker":"Paul Reed","startTime":3496.23,"endTime":3500.16,"body":"is, you know, like, what's your"},{"speaker":"Paul Reed","startTime":3500.16,"endTime":3505.86,"body":"actual overhead cost? I mean,"},{"speaker":"Paul Reed","startTime":3500.16,"endTime":3505.86,"body":"I'll say this, you know, up"},{"speaker":"Paul Reed","startTime":3505.86,"endTime":3511.98,"body":"until probably three, four years"},{"speaker":"Paul Reed","startTime":3505.86,"endTime":3511.98,"body":"ago, we knew that we were"},{"speaker":"Paul Reed","startTime":3511.98,"endTime":3514.8,"body":"charging, you know, an overhead"},{"speaker":"Paul Reed","startTime":3511.98,"endTime":3514.8,"body":"because somebody told us years"},{"speaker":"Paul Reed","startTime":3514.8,"endTime":3518.82,"body":"ago, you're supposed to charge"},{"speaker":"Paul Reed","startTime":3514.8,"endTime":3518.82,"body":"10% we didn't realize at that"},{"speaker":"Paul Reed","startTime":3518.82,"endTime":3522.36,"body":"point, we were actually running"},{"speaker":"Paul Reed","startTime":3518.82,"endTime":3522.36,"body":"like 14% was what our actual"},{"speaker":"Paul Reed","startTime":3522.36,"endTime":3526.8,"body":"cost was. Our actual overhead"},{"speaker":"Paul Reed","startTime":3522.36,"endTime":3526.8,"body":"was working. So we were charging"},{"speaker":"Paul Reed","startTime":3526.8,"endTime":3531.81,"body":"everybody 10% so we were losing"},{"speaker":"Paul Reed","startTime":3526.8,"endTime":3531.81,"body":"4% Where does that 4% come out,"},{"speaker":"Paul Reed","startTime":3532.29,"endTime":3535.86,"body":"comes out of directly out of out"},{"speaker":"Paul Reed","startTime":3532.29,"endTime":3535.86,"body":"of my pocket, right? on that"},{"speaker":"Paul Reed","startTime":3535.86,"endTime":3539.4,"body":"deal. So we had to raise the"},{"speaker":"Paul Reed","startTime":3535.86,"endTime":3539.4,"body":"office costs to to get that out."},{"speaker":"Paul Reed","startTime":3539.4,"endTime":3544.26,"body":"So we want to know exactly what"},{"speaker":"Paul Reed","startTime":3539.4,"endTime":3544.26,"body":"our office costs are, that they"},{"speaker":"Paul Reed","startTime":3544.26,"endTime":3548.04,"body":"go for, you know, and we want to"},{"speaker":"Paul Reed","startTime":3544.26,"endTime":3548.04,"body":"get in with with the financial"},{"speaker":"Paul Reed","startTime":3548.04,"endTime":3550.41,"body":"part of it. We started looking"},{"speaker":"Paul Reed","startTime":3548.04,"endTime":3550.41,"body":"at the different insurances."},{"speaker":"Paul Reed","startTime":3552.06,"endTime":3555.51,"body":"When you look at that, like a"},{"speaker":"Paul Reed","startTime":3552.06,"endTime":3555.51,"body":"lot of guys don't realize that"},{"speaker":"Paul Reed","startTime":3555.51,"endTime":3560.01,"body":"they're in terms they might not"},{"speaker":"Paul Reed","startTime":3555.51,"endTime":3560.01,"body":"even be able to roof a duplex"},{"speaker":"Paul Reed","startTime":3560.01,"endTime":3563.1,"body":"because their insurance exclude"},{"speaker":"Paul Reed","startTime":3560.01,"endTime":3563.1,"body":"duplexes, they only have"},{"speaker":"Paul Reed","startTime":3563.1,"endTime":3567.39,"body":"insurance for it. They don't"},{"speaker":"Paul Reed","startTime":3563.1,"endTime":3567.39,"body":"have insurance for mold or on"},{"speaker":"Paul Reed","startTime":3567.39,"endTime":3570.78,"body":"that so the financial part of it"},{"speaker":"Paul Reed","startTime":3567.39,"endTime":3570.78,"body":"digs even a little bit deeper"},{"speaker":"Paul Reed","startTime":3570.78,"endTime":3573.57,"body":"and again, we can talk about"},{"speaker":"Paul Reed","startTime":3570.78,"endTime":3573.57,"body":"that for an hour but we've got"},{"speaker":"Paul Reed","startTime":3573.57,"endTime":3576.72,"body":"nothing left. But that's"},{"speaker":"Paul Reed","startTime":3573.57,"endTime":3576.72,"body":"something that we really get"},{"speaker":"Paul Reed","startTime":3576.72,"endTime":3576.99,"body":"into"},{"speaker":"Dylan McCabe","startTime":3578.46,"endTime":3581.01,"body":"man That's good"},{"speaker":"Dylan McCabe","startTime":3578.46,"endTime":3581.01,"body":"stuff. You know, if I wasn't if"},{"speaker":"Dylan McCabe","startTime":3581.01,"endTime":3583.83,"body":"I wasn't, you know, my our thing"},{"speaker":"Dylan McCabe","startTime":3581.01,"endTime":3583.83,"body":"with limitless is bringing"},{"speaker":"Dylan McCabe","startTime":3583.83,"endTime":3587.25,"body":"leaders together and CEO groups,"},{"speaker":"Dylan McCabe","startTime":3583.83,"endTime":3587.25,"body":"but if I was going to start a"},{"speaker":"Dylan McCabe","startTime":3587.25,"endTime":3590.01,"body":"commercial roofing division, I"},{"speaker":"Dylan McCabe","startTime":3587.25,"endTime":3590.01,"body":"mean, I'd Sign up today and I'm"},{"speaker":"Dylan McCabe","startTime":3590.01,"endTime":3593.22,"body":"not just I'm kind of like you,"},{"speaker":"Dylan McCabe","startTime":3590.01,"endTime":3593.22,"body":"man, I'm a straight shooter. I"},{"speaker":"Dylan McCabe","startTime":3593.22,"endTime":3596.01,"body":"don't say stuff to make people"},{"speaker":"Dylan McCabe","startTime":3593.22,"endTime":3596.01,"body":"feel good. I really I really say"},{"speaker":"Dylan McCabe","startTime":3596.01,"endTime":3601.08,"body":"what what I believe and I just"},{"speaker":"Dylan McCabe","startTime":3596.01,"endTime":3601.08,"body":"think it's foolish to build out"},{"speaker":"Dylan McCabe","startTime":3601.08,"endTime":3604.32,"body":"an entirely new line of business"},{"speaker":"Dylan McCabe","startTime":3601.08,"endTime":3604.32,"body":"and pay the dumb tax. It's just"},{"speaker":"Dylan McCabe","startTime":3604.32,"endTime":3607.53,"body":"a very unwise decision, you're"},{"speaker":"Dylan McCabe","startTime":3604.32,"endTime":3607.53,"body":"not going to have a good story"},{"speaker":"Dylan McCabe","startTime":3607.53,"endTime":3610.59,"body":"to tell when you look back after"},{"speaker":"Dylan McCabe","startTime":3607.53,"endTime":3610.59,"body":"five years, you're gonna have a"},{"speaker":"Dylan McCabe","startTime":3610.59,"endTime":3614.01,"body":"very, you're gonna have a story"},{"speaker":"Dylan McCabe","startTime":3610.59,"endTime":3614.01,"body":"fraught with difficulty, and"},{"speaker":"Dylan McCabe","startTime":3614.01,"endTime":3616.74,"body":"hopefully, eventually a good"},{"speaker":"Dylan McCabe","startTime":3614.01,"endTime":3616.74,"body":"story to tell, but I think why"},{"speaker":"Dylan McCabe","startTime":3616.74,"endTime":3620.85,"body":"not shortcut it, streamline the"},{"speaker":"Dylan McCabe","startTime":3616.74,"endTime":3620.85,"body":"path to success partner with"},{"speaker":"Dylan McCabe","startTime":3620.85,"endTime":3625.29,"body":"other people, surround yourself"},{"speaker":"Dylan McCabe","startTime":3620.85,"endTime":3625.29,"body":"with wise people? And, and do it"},{"speaker":"Dylan McCabe","startTime":3625.29,"endTime":3628.17,"body":"that way. So we do have a couple"},{"speaker":"Dylan McCabe","startTime":3625.29,"endTime":3628.17,"body":"of questions here. Eric"},{"speaker":"Dylan McCabe","startTime":3628.17,"endTime":3632.22,"body":"Richardson said, Any advice on"},{"speaker":"Dylan McCabe","startTime":3628.17,"endTime":3632.22,"body":"large scale jobs with material"},{"speaker":"Dylan McCabe","startTime":3632.22,"endTime":3634.95,"body":"shortage? TPO is getting hard to"},{"speaker":"Dylan McCabe","startTime":3632.22,"endTime":3634.95,"body":"find?"},{"speaker":"Paul Reed","startTime":3635.879,"endTime":3640.229,"body":"Yes, I do. So guys,"},{"speaker":"Paul Reed","startTime":3635.879,"endTime":3640.229,"body":"that that. You guys heard me"},{"speaker":"Paul Reed","startTime":3640.229,"endTime":3643.859,"body":"talk about partnerships. So I'm"},{"speaker":"Paul Reed","startTime":3640.229,"endTime":3643.859,"body":"going to go back to like data"},{"speaker":"Paul Reed","startTime":3643.859,"endTime":3648.119,"body":"storm last year, like in Iowa,"},{"speaker":"Paul Reed","startTime":3643.859,"endTime":3648.119,"body":"say, everybody says it"},{"speaker":"Paul Reed","startTime":3648.119,"endTime":3651.479,"body":"differently. But that big storm"},{"speaker":"Paul Reed","startTime":3648.119,"endTime":3651.479,"body":"that happened in Iowa, there was"},{"speaker":"Paul Reed","startTime":3651.479,"endTime":3654.749,"body":"material shortages lash out"},{"speaker":"Paul Reed","startTime":3651.479,"endTime":3654.749,"body":"there, we were able to go in"},{"speaker":"Paul Reed","startTime":3654.749,"endTime":3658.109,"body":"from Denver, right based out of"},{"speaker":"Paul Reed","startTime":3654.749,"endTime":3658.109,"body":"Denver, I walk into Iowa, and"},{"speaker":"Paul Reed","startTime":3658.109,"endTime":3661.349,"body":"I'm doing 1000s of squares a"},{"speaker":"Paul Reed","startTime":3658.109,"endTime":3661.349,"body":"week. Why? Because I had a"},{"speaker":"Paul Reed","startTime":3661.349,"endTime":3664.979,"body":"relationship with my suppliers,"},{"speaker":"Paul Reed","startTime":3661.349,"endTime":3664.979,"body":"you guys need to be intentional"},{"speaker":"Paul Reed","startTime":3664.979,"endTime":3669.029,"body":"with your relationship. Most"},{"speaker":"Paul Reed","startTime":3664.979,"endTime":3669.029,"body":"company owners, there'll, here's"},{"speaker":"Paul Reed","startTime":3669.029,"endTime":3672.059,"body":"their interaction with their"},{"speaker":"Paul Reed","startTime":3669.029,"endTime":3672.059,"body":"suppliers, you're charging too"},{"speaker":"Paul Reed","startTime":3672.209,"endTime":3675.059,"body":"much for shingles. And I'm only"},{"speaker":"Paul Reed","startTime":3672.209,"endTime":3675.059,"body":"going to pay 80 for square,"},{"speaker":"Paul Reed","startTime":3675.119,"endTime":3679.199,"body":"blah, blah, blah, we we learned"},{"speaker":"Paul Reed","startTime":3675.119,"endTime":3679.199,"body":"years ago that every year at the"},{"speaker":"Paul Reed","startTime":3679.199,"endTime":3681.209,"body":"beginning of the year, we sat"},{"speaker":"Paul Reed","startTime":3679.199,"endTime":3681.209,"body":"down with your supplier and we"},{"speaker":"Paul Reed","startTime":3681.209,"endTime":3684.149,"body":"go, we expect we're going to do"},{"speaker":"Paul Reed","startTime":3681.209,"endTime":3684.149,"body":"this year, we think we're going"},{"speaker":"Paul Reed","startTime":3684.149,"endTime":3688.769,"body":"to do $20 million this year. So"},{"speaker":"Paul Reed","startTime":3684.149,"endTime":3688.769,"body":"blah, blah, we want to do 10,000"},{"speaker":"Paul Reed","startTime":3688.769,"endTime":3691.349,"body":"Square TPO. But you know, here's"},{"speaker":"Paul Reed","startTime":3688.769,"endTime":3691.349,"body":"our goals, here's where we're"},{"speaker":"Paul Reed","startTime":3691.349,"endTime":3694.559,"body":"going to be, here's what I need"},{"speaker":"Paul Reed","startTime":3691.349,"endTime":3694.559,"body":"you guys to be ready for. So"},{"speaker":"Paul Reed","startTime":3694.589,"endTime":3697.739,"body":"right now, it's almost a little"},{"speaker":"Paul Reed","startTime":3694.589,"endTime":3697.739,"body":"bit too late. But you got to"},{"speaker":"Paul Reed","startTime":3697.739,"endTime":3701.189,"body":"start, if you haven't done this,"},{"speaker":"Paul Reed","startTime":3697.739,"endTime":3701.189,"body":"you got to start today, build"},{"speaker":"Paul Reed","startTime":3701.189,"endTime":3704.639,"body":"your relationship, and your"},{"speaker":"Paul Reed","startTime":3701.189,"endTime":3704.639,"body":"partnership with the suppliers,"},{"speaker":"Paul Reed","startTime":3704.639,"endTime":3707.879,"body":"you got to be intentional with"},{"speaker":"Paul Reed","startTime":3704.639,"endTime":3707.879,"body":"them. Don't beat the shit out of"},{"speaker":"Paul Reed","startTime":3707.879,"endTime":3711.149,"body":"them every day on pricing my"},{"speaker":"Paul Reed","startTime":3707.879,"endTime":3711.149,"body":"service things, you got to"},{"speaker":"Paul Reed","startTime":3711.149,"endTime":3714.329,"body":"understand their business as"},{"speaker":"Paul Reed","startTime":3711.149,"endTime":3714.329,"body":"well get your relationship with"},{"speaker":"Paul Reed","startTime":3714.329,"endTime":3718.139,"body":"those guys. So if you don't have"},{"speaker":"Paul Reed","startTime":3714.329,"endTime":3718.139,"body":"that, right now, I've heard from"},{"speaker":"Paul Reed","startTime":3718.139,"endTime":3722.579,"body":"two different main suppliers in"},{"speaker":"Paul Reed","startTime":3718.139,"endTime":3722.579,"body":"the countries that it's going to"},{"speaker":"Paul Reed","startTime":3722.579,"endTime":3725.519,"body":"come down to, I'm gonna do"},{"speaker":"Paul Reed","startTime":3722.579,"endTime":3725.519,"body":"business this year with the"},{"speaker":"Paul Reed","startTime":3725.519,"endTime":3729.449,"body":"people they like. That's who"},{"speaker":"Paul Reed","startTime":3725.519,"endTime":3729.449,"body":"they're doing business with. So"},{"speaker":"Paul Reed","startTime":3729.449,"endTime":3732.059,"body":"if you've been jackass to your"},{"speaker":"Paul Reed","startTime":3729.449,"endTime":3732.059,"body":"suppliers over the last few"},{"speaker":"Paul Reed","startTime":3732.059,"endTime":3735.089,"body":"years yelling at them about"},{"speaker":"Paul Reed","startTime":3732.059,"endTime":3735.089,"body":"something, you know, you're"},{"speaker":"Paul Reed","startTime":3735.089,"endTime":3736.829,"body":"probably not going to get"},{"speaker":"Paul Reed","startTime":3735.089,"endTime":3736.829,"body":"product. Yeah."},{"speaker":"Dylan McCabe","startTime":3737.97,"endTime":3741.3,"body":"Yeah, no, and they"},{"speaker":"Dylan McCabe","startTime":3737.97,"endTime":3741.3,"body":"can't wave a magic wand and make"},{"speaker":"Dylan McCabe","startTime":3741.3,"endTime":3743.82,"body":"the manufacturers ship a bunch"},{"speaker":"Dylan McCabe","startTime":3741.3,"endTime":3743.82,"body":"of product to different areas of"},{"speaker":"Dylan McCabe","startTime":3743.82,"endTime":3747.45,"body":"the nation either. But when you"},{"speaker":"Dylan McCabe","startTime":3743.82,"endTime":3747.45,"body":"give them a heads up, they can"},{"speaker":"Dylan McCabe","startTime":3747.45,"endTime":3750.6,"body":"give the manufacturer a heads"},{"speaker":"Dylan McCabe","startTime":3747.45,"endTime":3750.6,"body":"up, and it absolutely affects"},{"speaker":"Dylan McCabe","startTime":3750.6,"endTime":3754.71,"body":"the supply chain. So I think"},{"speaker":"Dylan McCabe","startTime":3750.6,"endTime":3754.71,"body":"that's great advice. Well, you"},{"speaker":"Dylan McCabe","startTime":3754.71,"endTime":3757.44,"body":"know, Paul week, I mean, we"},{"speaker":"Dylan McCabe","startTime":3754.71,"endTime":3757.44,"body":"could get into so much here, I"},{"speaker":"Dylan McCabe","startTime":3757.44,"endTime":3760.11,"body":"think we need to have a follow"},{"speaker":"Dylan McCabe","startTime":3757.44,"endTime":3760.11,"body":"up interview, maybe in six"},{"speaker":"Dylan McCabe","startTime":3760.11,"endTime":3763.98,"body":"months or so and just go even"},{"speaker":"Dylan McCabe","startTime":3760.11,"endTime":3763.98,"body":"deeper, maybe focus on one or"},{"speaker":"Dylan McCabe","startTime":3763.98,"endTime":3766.65,"body":"two of these and just go super"},{"speaker":"Dylan McCabe","startTime":3763.98,"endTime":3766.65,"body":"deep. Because you're going to"},{"speaker":"Dylan McCabe","startTime":3766.74,"endTime":3768.51,"body":"you're going to have a lot of"},{"speaker":"Dylan McCabe","startTime":3766.74,"endTime":3768.51,"body":"people, I think this is going to"},{"speaker":"Dylan McCabe","startTime":3768.51,"endTime":3771.36,"body":"stir up a lot of questions with"},{"speaker":"Dylan McCabe","startTime":3768.51,"endTime":3771.36,"body":"people listening. What's just"},{"speaker":"Dylan McCabe","startTime":3771.36,"endTime":3774.36,"body":"one big parting piece of advice"},{"speaker":"Dylan McCabe","startTime":3771.36,"endTime":3774.36,"body":"you'd have for anybody listening"},{"speaker":"Dylan McCabe","startTime":3774.36,"endTime":3776.85,"body":"to this, this thinking, you"},{"speaker":"Dylan McCabe","startTime":3774.36,"endTime":3776.85,"body":"know, I'd like to get into"},{"speaker":"Dylan McCabe","startTime":3776.85,"endTime":3780.0,"body":"commercial i'll i'll sure I'll"},{"speaker":"Dylan McCabe","startTime":3776.85,"endTime":3780.0,"body":"check out the commercial roofing"},{"speaker":"Dylan McCabe","startTime":3780.0,"endTime":3782.76,"body":"Academy a little bit, what's the"},{"speaker":"Dylan McCabe","startTime":3780.0,"endTime":3782.76,"body":"party piece of advice you have"},{"speaker":"Dylan McCabe","startTime":3782.76,"endTime":3784.44,"body":"based on what you've learned so"},{"speaker":"Dylan McCabe","startTime":3782.76,"endTime":3784.44,"body":"far?"},{"speaker":"Paul Reed","startTime":3785.88,"endTime":3788.61,"body":"Man, I'm going to"},{"speaker":"Paul Reed","startTime":3785.88,"endTime":3788.61,"body":"come back to this, I'm going to"},{"speaker":"Paul Reed","startTime":3788.61,"endTime":3793.05,"body":"come back to our pride and ego."},{"speaker":"Paul Reed","startTime":3788.61,"endTime":3793.05,"body":"Right, our pride and ego gets in"},{"speaker":"Paul Reed","startTime":3793.05,"endTime":3796.44,"body":"the way of a lot of things. It's"},{"speaker":"Paul Reed","startTime":3793.05,"endTime":3796.44,"body":"it's hard sometimes to reach out"},{"speaker":"Paul Reed","startTime":3796.44,"endTime":3799.5,"body":"to somebody else and just"},{"speaker":"Paul Reed","startTime":3796.44,"endTime":3799.5,"body":"actually admit to I'm like, I"},{"speaker":"Paul Reed","startTime":3799.5,"endTime":3801.93,"body":"don't really know what I'm"},{"speaker":"Paul Reed","startTime":3799.5,"endTime":3801.93,"body":"doing. And you know what, that's"},{"speaker":"Paul Reed","startTime":3801.93,"endTime":3804.99,"body":"okay, you're gonna save yourself"},{"speaker":"Paul Reed","startTime":3801.93,"endTime":3804.99,"body":"so much time, so much money by"},{"speaker":"Paul Reed","startTime":3804.99,"endTime":3809.52,"body":"being able to do that. So we've"},{"speaker":"Paul Reed","startTime":3804.99,"endTime":3809.52,"body":"put this together again. Yes,"},{"speaker":"Paul Reed","startTime":3809.52,"endTime":3812.46,"body":"it's a business, the commercial"},{"speaker":"Paul Reed","startTime":3809.52,"endTime":3812.46,"body":"roofing Academy. But the biggest"},{"speaker":"Paul Reed","startTime":3812.46,"endTime":3816.66,"body":"reason we did that is so we can"},{"speaker":"Paul Reed","startTime":3812.46,"endTime":3816.66,"body":"go back to the industry. That's"},{"speaker":"Paul Reed","startTime":3816.66,"endTime":3819.69,"body":"why we want to get back to the"},{"speaker":"Paul Reed","startTime":3816.66,"endTime":3819.69,"body":"industry. If someone has already"},{"speaker":"Paul Reed","startTime":3819.69,"endTime":3824.28,"body":"created the path for this."},{"speaker":"Paul Reed","startTime":3819.69,"endTime":3824.28,"body":"follow that path, you don't have"},{"speaker":"Paul Reed","startTime":3824.28,"endTime":3827.58,"body":"to create your own path. I train"},{"speaker":"Paul Reed","startTime":3824.28,"endTime":3827.58,"body":"people that are in my own"},{"speaker":"Paul Reed","startTime":3827.58,"endTime":3830.43,"body":"markets, because guess why?"},{"speaker":"Paul Reed","startTime":3827.58,"endTime":3830.43,"body":"Actually, there's plenty of"},{"speaker":"Paul Reed","startTime":3830.43,"endTime":3833.61,"body":"routes out here for everybody."},{"speaker":"Paul Reed","startTime":3830.43,"endTime":3833.61,"body":"It's an effective one. Because"},{"speaker":"Paul Reed","startTime":3833.61,"endTime":3836.4,"body":"I'm training different people"},{"speaker":"Paul Reed","startTime":3833.61,"endTime":3836.4,"body":"how to go through this, it's not"},{"speaker":"Paul Reed","startTime":3836.4,"endTime":3839.16,"body":"going to affect you any as well."},{"speaker":"Paul Reed","startTime":3836.4,"endTime":3839.16,"body":"It's going to make you better."},{"speaker":"Paul Reed","startTime":3839.43,"endTime":3842.94,"body":"See if you can actually just"},{"speaker":"Paul Reed","startTime":3839.43,"endTime":3842.94,"body":"stop and go. These guys have"},{"speaker":"Paul Reed","startTime":3842.94,"endTime":3846.06,"body":"already made the mistakes. Let"},{"speaker":"Paul Reed","startTime":3842.94,"endTime":3846.06,"body":"me learn from their mistakes."},{"speaker":"Paul Reed","startTime":3846.06,"endTime":3849.03,"body":"Let me learn from their"},{"speaker":"Paul Reed","startTime":3846.06,"endTime":3849.03,"body":"successes. If I'm able to do"},{"speaker":"Paul Reed","startTime":3849.03,"endTime":3852.93,"body":"that, and I call myself my pride"},{"speaker":"Paul Reed","startTime":3849.03,"endTime":3852.93,"body":"and my ego, I'm going to be"},{"speaker":"Paul Reed","startTime":3852.93,"endTime":3856.41,"body":"successful. And I have a"},{"speaker":"Paul Reed","startTime":3852.93,"endTime":3856.41,"body":"ridiculous opportunity. Because"},{"speaker":"Paul Reed","startTime":3856.89,"endTime":3859.38,"body":"most of us that are in the"},{"speaker":"Paul Reed","startTime":3856.89,"endTime":3859.38,"body":"roofing industry, most of us"},{"speaker":"Paul Reed","startTime":3859.38,"endTime":3863.64,"body":"came from nothing. You know your"},{"speaker":"Paul Reed","startTime":3859.38,"endTime":3863.64,"body":"parents $20,000 a year, you have"},{"speaker":"Paul Reed","startTime":3863.64,"endTime":3867.3,"body":"the opportunity to go out and"},{"speaker":"Paul Reed","startTime":3863.64,"endTime":3867.3,"body":"make you know a few 100,000"},{"speaker":"Paul Reed","startTime":3867.93,"endTime":3871.77,"body":"millions of dollars. Why not"},{"speaker":"Paul Reed","startTime":3867.93,"endTime":3871.77,"body":"maximize this? We're not getting"},{"speaker":"Paul Reed","startTime":3871.77,"endTime":3877.11,"body":"any younger? A jump on? Let us"},{"speaker":"Paul Reed","startTime":3871.77,"endTime":3877.11,"body":"help you guys. I promise you the"},{"speaker":"Paul Reed","startTime":3877.11,"endTime":3878.13,"body":"value is there."},{"speaker":"Dylan McCabe","startTime":3879.18,"endTime":3881.25,"body":"So good. Well, for"},{"speaker":"Dylan McCabe","startTime":3879.18,"endTime":3881.25,"body":"those of you listening,"},{"speaker":"Dylan McCabe","startTime":3881.25,"endTime":3884.61,"body":"watching, I put the link to the"},{"speaker":"Dylan McCabe","startTime":3881.25,"endTime":3884.61,"body":"commercial roofing Academy in"},{"speaker":"Dylan McCabe","startTime":3884.61,"endTime":3888.45,"body":"the details of this show. I'll"},{"speaker":"Dylan McCabe","startTime":3884.61,"endTime":3888.45,"body":"also post the link if you listen"},{"speaker":"Dylan McCabe","startTime":3888.45,"endTime":3891.54,"body":"to this on iTunes in a few days"},{"speaker":"Dylan McCabe","startTime":3888.45,"endTime":3891.54,"body":"when it's live on iTunes. The"},{"speaker":"Dylan McCabe","startTime":3891.54,"endTime":3894.93,"body":"link will be in there as well."},{"speaker":"Dylan McCabe","startTime":3891.54,"endTime":3894.93,"body":"You owe it to yourself to reach"},{"speaker":"Dylan McCabe","startTime":3894.93,"endTime":3896.91,"body":"out to these guys. You know if"},{"speaker":"Dylan McCabe","startTime":3894.93,"endTime":3896.91,"body":"you're going to climb Mount"},{"speaker":"Dylan McCabe","startTime":3896.91,"endTime":3901.08,"body":"Everest, you better make sure"},{"speaker":"Dylan McCabe","startTime":3896.91,"endTime":3901.08,"body":"you got the right gear in the"},{"speaker":"Dylan McCabe","startTime":3901.08,"endTime":3904.41,"body":"right plan, because it's a"},{"speaker":"Dylan McCabe","startTime":3901.08,"endTime":3904.41,"body":"massive undertaking. And it'd be"},{"speaker":"Dylan McCabe","startTime":3904.41,"endTime":3907.26,"body":"foolish and probably deadly to"},{"speaker":"Dylan McCabe","startTime":3904.41,"endTime":3907.26,"body":"go out there doing it not"},{"speaker":"Dylan McCabe","startTime":3907.26,"endTime":3909.84,"body":"knowing what you're doing. And"},{"speaker":"Dylan McCabe","startTime":3907.26,"endTime":3909.84,"body":"starting a new line of business"},{"speaker":"Dylan McCabe","startTime":3909.84,"endTime":3914.34,"body":"is the same way. There's no need"},{"speaker":"Dylan McCabe","startTime":3909.84,"endTime":3914.34,"body":"to try to learn what the right"},{"speaker":"Dylan McCabe","startTime":3914.34,"endTime":3916.92,"body":"tools and process and system are"},{"speaker":"Dylan McCabe","startTime":3914.34,"endTime":3916.92,"body":"on your own. So I just want to"},{"speaker":"Dylan McCabe","startTime":3916.92,"endTime":3919.71,"body":"challenge anybody out there. You"},{"speaker":"Dylan McCabe","startTime":3916.92,"endTime":3919.71,"body":"really owe it to yourself to"},{"speaker":"Dylan McCabe","startTime":3919.71,"endTime":3923.49,"body":"reach out to these guys and talk"},{"speaker":"Dylan McCabe","startTime":3919.71,"endTime":3923.49,"body":"to Paul or Jonathan, or whoever"},{"speaker":"Dylan McCabe","startTime":3923.49,"endTime":3927.54,"body":"and at least a discovery call to"},{"speaker":"Dylan McCabe","startTime":3923.49,"endTime":3927.54,"body":"figure out what they offer. I"},{"speaker":"Dylan McCabe","startTime":3927.54,"endTime":3931.59,"body":"think you'll be really glad you"},{"speaker":"Dylan McCabe","startTime":3927.54,"endTime":3931.59,"body":"did that. So Paul, thanks so"},{"speaker":"Dylan McCabe","startTime":3931.59,"endTime":3933.69,"body":"much for joining the show, man."},{"speaker":"Dylan McCabe","startTime":3931.59,"endTime":3933.69,"body":"We appreciate having you on."},{"speaker":"Dylan McCabe","startTime":3933.87,"endTime":3937.32,"body":"Thanks, john. Really enjoyed it"},{"speaker":"Dylan McCabe","startTime":3933.87,"endTime":3937.32,"body":"rather see you soon. All right."},{"speaker":"Dylan McCabe","startTime":3937.32,"endTime":3940.29,"body":"That's a wrap for our discussion"},{"speaker":"Dylan McCabe","startTime":3937.32,"endTime":3940.29,"body":"with Paul. Again, if this has"},{"speaker":"Dylan McCabe","startTime":3940.29,"endTime":3944.07,"body":"been helpful to you, please do"},{"speaker":"Dylan McCabe","startTime":3940.29,"endTime":3944.07,"body":"me a huge favor and rate and"},{"speaker":"Dylan McCabe","startTime":3944.07,"endTime":3948.15,"body":"leave a testimonial or a review"},{"speaker":"Dylan McCabe","startTime":3944.07,"endTime":3948.15,"body":"or just some feedback on iTunes,"},{"speaker":"Dylan McCabe","startTime":3948.36,"endTime":3952.92,"body":"if this show has impacted you in"},{"speaker":"Dylan McCabe","startTime":3948.36,"endTime":3952.92,"body":"any way. And also please join"},{"speaker":"Dylan McCabe","startTime":3952.92,"endTime":3956.22,"body":"our Facebook community to"},{"speaker":"Dylan McCabe","startTime":3952.92,"endTime":3956.22,"body":"connect with other leaders and"},{"speaker":"Dylan McCabe","startTime":3956.22,"endTime":3960.66,"body":"sharpen your own leadership saw"},{"speaker":"Dylan McCabe","startTime":3956.22,"endTime":3960.66,"body":"so to speak and your own unique"},{"speaker":"Dylan McCabe","startTime":3960.66,"endTime":3965.34,"body":"journey as you strive to be a"},{"speaker":"Dylan McCabe","startTime":3960.66,"endTime":3965.34,"body":"limitless leader. Alright guys"},{"speaker":"Dylan McCabe","startTime":3965.34,"endTime":3968.46,"body":"is Dylan McCabe with the"},{"speaker":"Dylan McCabe","startTime":3965.34,"endTime":3968.46,"body":"limitless Facebook show. I mean,"},{"speaker":"Dylan McCabe","startTime":3968.91,"endTime":3973.26,"body":"limitless roofing show, and I'll"},{"speaker":"Dylan McCabe","startTime":3968.91,"endTime":3973.26,"body":"catch you in the next episode."}]}