{"version":"1.0.0","segments":[{"speaker":"Announcer","startTime":0.9,"endTime":3.72,"body":"Welcome to the"},{"speaker":"Announcer","startTime":0.9,"endTime":3.72,"body":"construction pals podcast."},{"speaker":"Announcer","startTime":4.44,"endTime":8.16,"body":"Brought to you by blue tape."},{"speaker":"Announcer","startTime":4.44,"endTime":8.16,"body":"Your source for the latest in"},{"speaker":"Announcer","startTime":8.16,"endTime":12.57,"body":"the construction world hard hats"},{"speaker":"Announcer","startTime":8.16,"endTime":12.57,"body":"off, headphones on. And let's"},{"speaker":"Announcer","startTime":12.57,"endTime":13.26,"body":"get started."},{"speaker":"Rick Butler","startTime":13.96,"endTime":17.56,"body":"And I'm your host,"},{"speaker":"Rick Butler","startTime":13.96,"endTime":17.56,"body":"Rick Butler, from blue tape. In"},{"speaker":"Rick Butler","startTime":17.56,"endTime":20.92,"body":"today's episode, we're speaking"},{"speaker":"Rick Butler","startTime":17.56,"endTime":20.92,"body":"with Ben Barrick strategic"},{"speaker":"Rick Butler","startTime":20.92,"endTime":25.24,"body":"partnership manager at Hearth"},{"speaker":"Rick Butler","startTime":20.92,"endTime":25.24,"body":"about the challenges contractors"},{"speaker":"Rick Butler","startTime":25.24,"endTime":28.66,"body":"and renovators face when"},{"speaker":"Rick Butler","startTime":25.24,"endTime":28.66,"body":"offering financing to their"},{"speaker":"Rick Butler","startTime":28.66,"endTime":34.39,"body":"customers. Hey, Ben, welcome to"},{"speaker":"Rick Butler","startTime":28.66,"endTime":34.39,"body":"the pod man. It's exciting for"},{"speaker":"Rick Butler","startTime":34.39,"endTime":37.84,"body":"you to be here. And it's almost"},{"speaker":"Rick Butler","startTime":34.39,"endTime":37.84,"body":"like old home week for free you"},{"speaker":"Rick Butler","startTime":37.84,"endTime":39.34,"body":"and I How you doing, man?"},{"speaker":"Ben Barrick","startTime":39.6,"endTime":41.85,"body":"I'm good, man. How"},{"speaker":"Ben Barrick","startTime":39.6,"endTime":41.85,"body":"are you? I'm excited to be here."},{"speaker":"Ben Barrick","startTime":41.85,"endTime":44.34,"body":"I really appreciate you guys"},{"speaker":"Ben Barrick","startTime":41.85,"endTime":44.34,"body":"having me on here. And it's"},{"speaker":"Ben Barrick","startTime":44.34,"endTime":45.75,"body":"always good to catch up with you"},{"speaker":"Ben Barrick","startTime":44.34,"endTime":45.75,"body":"too. So"},{"speaker":"Rick Butler","startTime":45.81,"endTime":48.0,"body":"absolutely."},{"speaker":"Rick Butler","startTime":45.81,"endTime":48.0,"body":"Absolutely. Yeah, we see each"},{"speaker":"Rick Butler","startTime":48.0,"endTime":53.91,"body":"other trade shows and stuff like"},{"speaker":"Rick Butler","startTime":48.0,"endTime":53.91,"body":"that. And it's always fun. A you"},{"speaker":"Rick Butler","startTime":53.91,"endTime":56.79,"body":"got such an interesting"},{"speaker":"Rick Butler","startTime":53.91,"endTime":56.79,"body":"background. You're an Indiana"},{"speaker":"Rick Butler","startTime":56.79,"endTime":57.18,"body":"boy."},{"speaker":"Ben Barrick","startTime":57.36,"endTime":60.99,"body":"Yeah. You know,"},{"speaker":"Ben Barrick","startTime":57.36,"endTime":60.99,"body":"grew up in small rural Indiana."},{"speaker":"Ben Barrick","startTime":61.23,"endTime":64.08,"body":"I absolutely loved to Nana, you"},{"speaker":"Ben Barrick","startTime":61.23,"endTime":64.08,"body":"know, my wife and I both spent a"},{"speaker":"Ben Barrick","startTime":64.08,"endTime":67.53,"body":"long time there. Were actually"},{"speaker":"Ben Barrick","startTime":64.08,"endTime":67.53,"body":"you know, we grew up together in"},{"speaker":"Ben Barrick","startTime":67.53,"endTime":70.35,"body":"high school, went to prom"},{"speaker":"Ben Barrick","startTime":67.53,"endTime":70.35,"body":"together, reconnected down the"},{"speaker":"Ben Barrick","startTime":70.35,"endTime":73.68,"body":"road, eventually got married,"},{"speaker":"Ben Barrick","startTime":70.35,"endTime":73.68,"body":"had kids moved down here to"},{"speaker":"Ben Barrick","startTime":73.68,"endTime":76.98,"body":"Puerto Rico, where we've been"},{"speaker":"Ben Barrick","startTime":73.68,"endTime":76.98,"body":"here for the last two years,"},{"speaker":"Ben Barrick","startTime":77.4,"endTime":80.01,"body":"kind of a benefit of working"},{"speaker":"Ben Barrick","startTime":77.4,"endTime":80.01,"body":"remotely. So I can get some ways"},{"speaker":"Ben Barrick","startTime":80.01,"endTime":83.37,"body":"when I need to. And it's a"},{"speaker":"Ben Barrick","startTime":80.01,"endTime":83.37,"body":"little different life than"},{"speaker":"Ben Barrick","startTime":83.37,"endTime":83.79,"body":"Indiana."},{"speaker":"Rick Butler","startTime":84.06,"endTime":87.39,"body":"Should you do have"},{"speaker":"Rick Butler","startTime":84.06,"endTime":87.39,"body":"a you have a background in the"},{"speaker":"Rick Butler","startTime":87.39,"endTime":89.19,"body":"construction field also, right?"},{"speaker":"Ben Barrick","startTime":89.489,"endTime":92.879,"body":"Yeah, yeah. So"},{"speaker":"Ben Barrick","startTime":89.489,"endTime":92.879,"body":"right after. So right before I"},{"speaker":"Ben Barrick","startTime":92.879,"endTime":96.479,"body":"graduate college, I took a job"},{"speaker":"Ben Barrick","startTime":92.879,"endTime":96.479,"body":"at a commercial maintenance"},{"speaker":"Ben Barrick","startTime":96.479,"endTime":99.539,"body":"company in the southeast United"},{"speaker":"Ben Barrick","startTime":96.479,"endTime":99.539,"body":"States. I graduate from Troy"},{"speaker":"Ben Barrick","startTime":99.539,"endTime":102.389,"body":"University, I was there for"},{"speaker":"Ben Barrick","startTime":99.539,"endTime":102.389,"body":"about a year and a half before"},{"speaker":"Ben Barrick","startTime":102.389,"endTime":106.229,"body":"the company was sold. I was in"},{"speaker":"Ben Barrick","startTime":102.389,"endTime":106.229,"body":"sales and a little bit"},{"speaker":"Ben Barrick","startTime":106.229,"endTime":108.479,"body":"operations there to get"},{"speaker":"Ben Barrick","startTime":106.229,"endTime":108.479,"body":"kickstart, then I started my own"},{"speaker":"Ben Barrick","startTime":108.479,"endTime":112.529,"body":"business, right. Maybe not a"},{"speaker":"Ben Barrick","startTime":108.479,"endTime":112.529,"body":"perfect timing couple of weeks"},{"speaker":"Ben Barrick","startTime":112.529,"endTime":117.899,"body":"after Bear Stearns ran us in"},{"speaker":"Ben Barrick","startTime":112.529,"endTime":117.899,"body":"trouble. So right at the"},{"speaker":"Ben Barrick","startTime":117.899,"endTime":121.079,"body":"beginning of a great recession,"},{"speaker":"Ben Barrick","startTime":117.899,"endTime":121.079,"body":"I started my own business ran"},{"speaker":"Ben Barrick","startTime":121.079,"endTime":124.349,"body":"that and over five or six years,"},{"speaker":"Ben Barrick","startTime":121.079,"endTime":124.349,"body":"my brothers still operate, you"},{"speaker":"Ben Barrick","startTime":124.349,"endTime":126.149,"body":"know, the business has kind of"},{"speaker":"Ben Barrick","startTime":124.349,"endTime":126.149,"body":"gone through a couple different"},{"speaker":"Ben Barrick","startTime":126.149,"endTime":129.959,"body":"iterations. I kind of pivoted"},{"speaker":"Ben Barrick","startTime":126.149,"endTime":129.959,"body":"from there and got into, you"},{"speaker":"Ben Barrick","startTime":129.959,"endTime":132.329,"body":"know, sales and management. And"},{"speaker":"Ben Barrick","startTime":129.959,"endTime":132.329,"body":"it kind of became my sales"},{"speaker":"Ben Barrick","startTime":132.329,"endTime":136.109,"body":"career, which eventually landed"},{"speaker":"Ben Barrick","startTime":132.329,"endTime":136.109,"body":"me you know, here where I am"},{"speaker":"Ben Barrick","startTime":136.109,"endTime":139.589,"body":"today at hearth, where I get to"},{"speaker":"Ben Barrick","startTime":136.109,"endTime":139.589,"body":"work with 1000s of contractors,"},{"speaker":"Ben Barrick","startTime":139.799,"endTime":142.679,"body":"and construction pros every"},{"speaker":"Ben Barrick","startTime":139.799,"endTime":142.679,"body":"single day, helping them grow"},{"speaker":"Ben Barrick","startTime":142.679,"endTime":146.009,"body":"their business and really loving"},{"speaker":"Ben Barrick","startTime":142.679,"endTime":146.009,"body":"what I'm doing. And really the"},{"speaker":"Ben Barrick","startTime":146.219,"endTime":149.009,"body":"the journey to get here has been"},{"speaker":"Ben Barrick","startTime":146.219,"endTime":149.009,"body":"really great for me as well."},{"speaker":"Rick Butler","startTime":149.369,"endTime":153.749,"body":"What sort of helped"},{"speaker":"Rick Butler","startTime":149.369,"endTime":153.749,"body":"you to more towards seeing"},{"speaker":"Rick Butler","startTime":153.749,"endTime":158.669,"body":"financing for contractors,"},{"speaker":"Rick Butler","startTime":153.749,"endTime":158.669,"body":"builders in the construction"},{"speaker":"Rick Butler","startTime":158.669,"endTime":162.059,"body":"industry, something that you"},{"speaker":"Rick Butler","startTime":158.669,"endTime":162.059,"body":"sort of gravitated to what pulls"},{"speaker":"Rick Butler","startTime":162.059,"endTime":165.989,"body":"you toward this financing niche,"},{"speaker":"Rick Butler","startTime":162.059,"endTime":165.989,"body":"if you will."},{"speaker":"Ben Barrick","startTime":166.32,"endTime":169.89,"body":"Yeah, I think it"},{"speaker":"Ben Barrick","startTime":166.32,"endTime":169.89,"body":"really goes back to when I was"},{"speaker":"Ben Barrick","startTime":169.89,"endTime":173.61,"body":"in sales. I remember sitting in"},{"speaker":"Ben Barrick","startTime":169.89,"endTime":173.61,"body":"a sales room. You know, we had a"},{"speaker":"Ben Barrick","startTime":173.61,"endTime":176.97,"body":"group of like, 30 people 30"},{"speaker":"Ben Barrick","startTime":173.61,"endTime":176.97,"body":"sales guys out there. And each"},{"speaker":"Ben Barrick","startTime":176.97,"endTime":180.3,"body":"month, we come and have a"},{"speaker":"Ben Barrick","startTime":176.97,"endTime":180.3,"body":"meeting. And I told the story a"},{"speaker":"Ben Barrick","startTime":180.3,"endTime":183.09,"body":"couple of times. So it's almost"},{"speaker":"Ben Barrick","startTime":180.3,"endTime":183.09,"body":"heard this before, I'm sorry,"},{"speaker":"Ben Barrick","startTime":183.09,"endTime":189.6,"body":"but I'll call him Alex, Alex"},{"speaker":"Ben Barrick","startTime":183.09,"endTime":189.6,"body":"was, you know, young kid, kind"},{"speaker":"Ben Barrick","startTime":189.6,"endTime":193.65,"body":"of the bottom tier sales guy."},{"speaker":"Ben Barrick","startTime":189.6,"endTime":193.65,"body":"And we had financing in place,"},{"speaker":"Ben Barrick","startTime":193.65,"endTime":196.41,"body":"like we were selling very"},{"speaker":"Ben Barrick","startTime":193.65,"endTime":196.41,"body":"expensive things 60 to $100,000"},{"speaker":"Ben Barrick","startTime":196.41,"endTime":198.24,"body":"jobs, you know, every every"},{"speaker":"Ben Barrick","startTime":196.41,"endTime":198.24,"body":"single week of that we were"},{"speaker":"Ben Barrick","startTime":198.24,"endTime":201.45,"body":"selling, but Alex was always"},{"speaker":"Ben Barrick","startTime":198.24,"endTime":201.45,"body":"like a lower performer. There's"},{"speaker":"Ben Barrick","startTime":201.45,"endTime":204.3,"body":"guys in that room that have been"},{"speaker":"Ben Barrick","startTime":201.45,"endTime":204.3,"body":"selling, you know, for 25 years"},{"speaker":"Ben Barrick","startTime":204.36,"endTime":208.8,"body":"really, really seasoned really"},{"speaker":"Ben Barrick","startTime":204.36,"endTime":208.8,"body":"great salespeople. We had this"},{"speaker":"Ben Barrick","startTime":208.8,"endTime":213.36,"body":"great training once about"},{"speaker":"Ben Barrick","startTime":208.8,"endTime":213.36,"body":"offering financing. And the very"},{"speaker":"Ben Barrick","startTime":213.36,"endTime":218.07,"body":"next month, reports come out the"},{"speaker":"Ben Barrick","startTime":213.36,"endTime":218.07,"body":"scoreboard goes up in that sales"},{"speaker":"Ben Barrick","startTime":218.07,"endTime":223.5,"body":"room. And Alex is like number"},{"speaker":"Ben Barrick","startTime":218.07,"endTime":223.5,"body":"two. He's traditionally like"},{"speaker":"Ben Barrick","startTime":223.5,"endTime":228.69,"body":"number 27 He's number two, and I"},{"speaker":"Ben Barrick","startTime":223.5,"endTime":228.69,"body":"sold like the second or second"},{"speaker":"Ben Barrick","startTime":228.69,"endTime":233.37,"body":"or third like biggest month in"},{"speaker":"Ben Barrick","startTime":228.69,"endTime":233.37,"body":"company history. Overnight"},{"speaker":"Ben Barrick","startTime":233.37,"endTime":237.63,"body":"basically like within 30 days"},{"speaker":"Ben Barrick","startTime":233.37,"endTime":237.63,"body":"have done it. And people ask"},{"speaker":"Ben Barrick","startTime":237.63,"endTime":241.5,"body":"them like man that Alex you"},{"speaker":"Ben Barrick","startTime":237.63,"endTime":241.5,"body":"know, the hell did you do? This"},{"speaker":"Ben Barrick","startTime":241.5,"endTime":247.41,"body":"month it closes many deals. And"},{"speaker":"Ben Barrick","startTime":241.5,"endTime":247.41,"body":"it really subtle, simple answers"},{"speaker":"Ben Barrick","startTime":247.41,"endTime":250.35,"body":"like just start asking people"},{"speaker":"Ben Barrick","startTime":247.41,"endTime":250.35,"body":"they need financing. So the"},{"speaker":"Ben Barrick","startTime":250.41,"endTime":253.65,"body":"monthly payments is representing"},{"speaker":"Ben Barrick","startTime":250.41,"endTime":253.65,"body":"monthly payments to I think it"},{"speaker":"Ben Barrick","startTime":253.65,"endTime":259.29,"body":"was like right, then I realized"},{"speaker":"Ben Barrick","startTime":253.65,"endTime":259.29,"body":"how impactful it is not just for"},{"speaker":"Ben Barrick","startTime":259.32,"endTime":263.97,"body":"businesses, how convenient is"},{"speaker":"Ben Barrick","startTime":259.32,"endTime":263.97,"body":"for homeowners, but what it can"},{"speaker":"Ben Barrick","startTime":264.0,"endTime":267.57,"body":"actually do to like a sales"},{"speaker":"Ben Barrick","startTime":264.0,"endTime":267.57,"body":"professionals life, how they can"},{"speaker":"Ben Barrick","startTime":267.57,"endTime":270.99,"body":"actually change their life for"},{"speaker":"Ben Barrick","startTime":267.57,"endTime":270.99,"body":"the better by helping close more"},{"speaker":"Ben Barrick","startTime":270.99,"endTime":275.01,"body":"jobs held close bigger deals,"},{"speaker":"Ben Barrick","startTime":270.99,"endTime":275.01,"body":"having happier customers and"},{"speaker":"Ben Barrick","startTime":275.01,"endTime":280.2,"body":"just making the sales process so"},{"speaker":"Ben Barrick","startTime":275.01,"endTime":280.2,"body":"much easier and less stressful."},{"speaker":"Ben Barrick","startTime":280.56,"endTime":284.67,"body":"And Alex went on to I think he"},{"speaker":"Ben Barrick","startTime":280.56,"endTime":284.67,"body":"paid for his graduate school in"},{"speaker":"Ben Barrick","startTime":284.67,"endTime":289.8,"body":"cash paid versus tuition in cash"},{"speaker":"Ben Barrick","startTime":284.67,"endTime":289.8,"body":"at Purdue University. I know"},{"speaker":"Ben Barrick","startTime":289.8,"endTime":293.43,"body":"he's got a couple of kids now to"},{"speaker":"Ben Barrick","startTime":289.8,"endTime":293.43,"body":"really set up like for the rest"},{"speaker":"Ben Barrick","startTime":293.43,"endTime":298.02,"body":"of his life. He said that he"},{"speaker":"Ben Barrick","startTime":293.43,"endTime":298.02,"body":"learned how to sell better. And"},{"speaker":"Ben Barrick","startTime":298.02,"endTime":299.64,"body":"financing was such a huge plan"},{"speaker":"Ben Barrick","startTime":298.02,"endTime":299.64,"body":"that"},{"speaker":"Rick Butler","startTime":300.599,"endTime":304.079,"body":"Well, so when, when"},{"speaker":"Rick Butler","startTime":300.599,"endTime":304.079,"body":"financing sort of that light"},{"speaker":"Rick Butler","startTime":304.079,"endTime":307.949,"body":"bulb and looking at Alex and"},{"speaker":"Rick Butler","startTime":304.079,"endTime":307.949,"body":"listening and seeing his story,"},{"speaker":"Rick Butler","startTime":307.949,"endTime":312.599,"body":"you've seen it firsthand. And"},{"speaker":"Rick Butler","startTime":307.949,"endTime":312.599,"body":"using financing as that light"},{"speaker":"Rick Butler","startTime":312.599,"endTime":317.339,"body":"bulb moment goes off in terms of"},{"speaker":"Rick Butler","startTime":312.599,"endTime":317.339,"body":"a builder or renovator? What"},{"speaker":"Rick Butler","startTime":317.339,"endTime":321.029,"body":"issues are they facing"},{"speaker":"Rick Butler","startTime":317.339,"endTime":321.029,"body":"financially now here speeding up"},{"speaker":"Rick Butler","startTime":321.029,"endTime":325.919,"body":"to 2023? That, that they're"},{"speaker":"Rick Butler","startTime":321.029,"endTime":325.919,"body":"showing and telling you about"},{"speaker":"Rick Butler","startTime":325.919,"endTime":327.149,"body":"problems they're having?"},{"speaker":"Ben Barrick","startTime":327.899,"endTime":330.599,"body":"Yeah, I think, you"},{"speaker":"Ben Barrick","startTime":327.899,"endTime":330.599,"body":"know, I, we hear a lot of and"},{"speaker":"Ben Barrick","startTime":330.599,"endTime":333.269,"body":"stuff, I think it comes down to"},{"speaker":"Ben Barrick","startTime":330.599,"endTime":333.269,"body":"the individual contractor or the"},{"speaker":"Ben Barrick","startTime":333.269,"endTime":336.149,"body":"in the business. But something"},{"speaker":"Ben Barrick","startTime":333.269,"endTime":336.149,"body":"that really stands out to me is"},{"speaker":"Ben Barrick","startTime":336.149,"endTime":339.389,"body":"really the access is what I'm"},{"speaker":"Ben Barrick","startTime":336.149,"endTime":339.389,"body":"hearing a lot about right now."},{"speaker":"Ben Barrick","startTime":340.799,"endTime":343.229,"body":"Things have really, you know,"},{"speaker":"Ben Barrick","startTime":340.799,"endTime":343.229,"body":"things have become really"},{"speaker":"Ben Barrick","startTime":343.229,"endTime":347.189,"body":"expensive, right? Supplies,"},{"speaker":"Ben Barrick","startTime":343.229,"endTime":347.189,"body":"labor, the cost the job, all"},{"speaker":"Ben Barrick","startTime":347.189,"endTime":350.489,"body":"those things have increased in"},{"speaker":"Ben Barrick","startTime":347.189,"endTime":350.489,"body":"price tremendously over the past"},{"speaker":"Ben Barrick","startTime":350.489,"endTime":353.579,"body":"decade, especially the last two"},{"speaker":"Ben Barrick","startTime":350.489,"endTime":353.579,"body":"or three years. We went through,"},{"speaker":"Ben Barrick","startTime":353.579,"endTime":357.419,"body":"like this hyper growth stage for"},{"speaker":"Ben Barrick","startTime":353.579,"endTime":357.419,"body":"a lot of companies, which had a"},{"speaker":"Ben Barrick","startTime":357.419,"endTime":359.759,"body":"lot of great things come from"},{"speaker":"Ben Barrick","startTime":357.419,"endTime":359.759,"body":"it, but also create a lot of"},{"speaker":"Ben Barrick","startTime":359.759,"endTime":365.459,"body":"cash flow issues. forcing"},{"speaker":"Ben Barrick","startTime":359.759,"endTime":365.459,"body":"companies to really think, you"},{"speaker":"Ben Barrick","startTime":365.459,"endTime":367.559,"body":"know, how are we going to pay"},{"speaker":"Ben Barrick","startTime":365.459,"endTime":367.559,"body":"for these things, how we're"},{"speaker":"Ben Barrick","startTime":367.559,"endTime":369.809,"body":"going to buy materials, how"},{"speaker":"Ben Barrick","startTime":367.559,"endTime":369.809,"body":"we're gonna buy supplies,"},{"speaker":"Ben Barrick","startTime":370.109,"endTime":373.979,"body":"infrastructure, personnel, and"},{"speaker":"Ben Barrick","startTime":370.109,"endTime":373.979,"body":"payroll, how's the customer"},{"speaker":"Ben Barrick","startTime":373.979,"endTime":377.369,"body":"going to pay for these things?"},{"speaker":"Ben Barrick","startTime":373.979,"endTime":377.369,"body":"So some of the best companies"},{"speaker":"Ben Barrick","startTime":377.369,"endTime":381.539,"body":"out there are, you know, they,"},{"speaker":"Ben Barrick","startTime":377.369,"endTime":381.539,"body":"they hire the best talent. And"},{"speaker":"Ben Barrick","startTime":381.539,"endTime":384.509,"body":"they use the best materials,"},{"speaker":"Ben Barrick","startTime":381.539,"endTime":384.509,"body":"they have the the best product"},{"speaker":"Ben Barrick","startTime":384.509,"endTime":387.899,"body":"out there on the market, right."},{"speaker":"Ben Barrick","startTime":384.509,"endTime":387.899,"body":"But now, they have a lot of"},{"speaker":"Ben Barrick","startTime":387.899,"endTime":390.569,"body":"competition, because a lot of"},{"speaker":"Ben Barrick","startTime":387.899,"endTime":390.569,"body":"competition enter the"},{"speaker":"Ben Barrick","startTime":390.569,"endTime":393.899,"body":"marketplace last couple of"},{"speaker":"Ben Barrick","startTime":390.569,"endTime":393.899,"body":"years. So if you're in that"},{"speaker":"Ben Barrick","startTime":393.899,"endTime":398.879,"body":"position, you know, what do you"},{"speaker":"Ben Barrick","startTime":393.899,"endTime":398.879,"body":"do to help a customer justify"},{"speaker":"Ben Barrick","startTime":398.879,"endTime":403.559,"body":"paying more, while you trying to"},{"speaker":"Ben Barrick","startTime":398.879,"endTime":403.559,"body":"keep operating costs low as"},{"speaker":"Ben Barrick","startTime":403.559,"endTime":407.609,"body":"well. So having access to"},{"speaker":"Ben Barrick","startTime":403.559,"endTime":407.609,"body":"capital, having access to people"},{"speaker":"Ben Barrick","startTime":407.609,"endTime":411.809,"body":"that can help you access to the"},{"speaker":"Ben Barrick","startTime":407.609,"endTime":411.809,"body":"best talent, giving homeowners"},{"speaker":"Ben Barrick","startTime":411.809,"endTime":415.709,"body":"access to you and your business"},{"speaker":"Ben Barrick","startTime":411.809,"endTime":415.709,"body":"and make it easy to buy from"},{"speaker":"Ben Barrick","startTime":415.709,"endTime":420.209,"body":"you, that's increasingly"},{"speaker":"Ben Barrick","startTime":415.709,"endTime":420.209,"body":"expensive and challenging. Some"},{"speaker":"Ben Barrick","startTime":420.209,"endTime":423.449,"body":"of the best out there have"},{"speaker":"Ben Barrick","startTime":420.209,"endTime":423.449,"body":"decided, Hey, I know we've done"},{"speaker":"Ben Barrick","startTime":423.479,"endTime":427.109,"body":"a lot of things the same way for"},{"speaker":"Ben Barrick","startTime":423.479,"endTime":427.109,"body":"past two decades. But there's"},{"speaker":"Ben Barrick","startTime":427.109,"endTime":430.739,"body":"got to be a better way to do it."},{"speaker":"Ben Barrick","startTime":427.109,"endTime":430.739,"body":"Then you get some like the new"},{"speaker":"Ben Barrick","startTime":430.739,"endTime":432.749,"body":"guys, on the flip side, you get"},{"speaker":"Ben Barrick","startTime":430.739,"endTime":432.749,"body":"some of the new guys out there"},{"speaker":"Ben Barrick","startTime":432.749,"endTime":436.559,"body":"saying, Hey, we've either got to"},{"speaker":"Ben Barrick","startTime":432.749,"endTime":436.559,"body":"catch up to the big boys, or"},{"speaker":"Ben Barrick","startTime":436.559,"endTime":441.689,"body":"we're not going to exist next"},{"speaker":"Ben Barrick","startTime":436.559,"endTime":441.689,"body":"year. So they need access to the"},{"speaker":"Ben Barrick","startTime":441.689,"endTime":445.079,"body":"same benefits and the same tools"},{"speaker":"Ben Barrick","startTime":441.689,"endTime":445.079,"body":"that traditionally reserved for"},{"speaker":"Ben Barrick","startTime":445.079,"endTime":449.519,"body":"like well established tenure"},{"speaker":"Ben Barrick","startTime":445.079,"endTime":449.519,"body":"companies. But they normally are"},{"speaker":"Ben Barrick","startTime":449.519,"endTime":453.329,"body":"cost prohibitive, which puts"},{"speaker":"Ben Barrick","startTime":449.519,"endTime":453.329,"body":"them at a constant disadvantage."},{"speaker":"Ben Barrick","startTime":453.989,"endTime":456.989,"body":"So I think, you know, when I"},{"speaker":"Ben Barrick","startTime":453.989,"endTime":456.989,"body":"think about like access, I think"},{"speaker":"Ben Barrick","startTime":456.989,"endTime":458.909,"body":"about from like, almost two"},{"speaker":"Ben Barrick","startTime":456.989,"endTime":458.909,"body":"different standpoints, it's"},{"speaker":"Ben Barrick","startTime":458.909,"endTime":461.639,"body":"these well established"},{"speaker":"Ben Barrick","startTime":458.909,"endTime":461.639,"body":"businesses, they're trying to"},{"speaker":"Ben Barrick","startTime":461.639,"endTime":465.389,"body":"access, you know, new capital"},{"speaker":"Ben Barrick","startTime":461.639,"endTime":465.389,"body":"and can kind of keep their"},{"speaker":"Ben Barrick","startTime":465.389,"endTime":470.789,"body":"business thriving. And then the"},{"speaker":"Ben Barrick","startTime":465.389,"endTime":470.789,"body":"access being limited or becoming"},{"speaker":"Ben Barrick","startTime":470.789,"endTime":473.669,"body":"available for the smaller new"},{"speaker":"Ben Barrick","startTime":470.789,"endTime":473.669,"body":"businesses to catch up and"},{"speaker":"Ben Barrick","startTime":473.669,"endTime":474.599,"body":"actually compete."},{"speaker":"Rick Butler","startTime":475.26,"endTime":478.08,"body":"So let's, let's"},{"speaker":"Rick Butler","startTime":475.26,"endTime":478.08,"body":"sort of land there on that small"},{"speaker":"Rick Butler","startTime":478.08,"endTime":481.86,"body":"guy. You know, that's trying to"},{"speaker":"Rick Butler","startTime":478.08,"endTime":481.86,"body":"catch up with the big boys. And"},{"speaker":"Rick Butler","startTime":482.76,"endTime":486.81,"body":"so when when you're hearing"},{"speaker":"Rick Butler","startTime":482.76,"endTime":486.81,"body":"feedback from those guys, and"},{"speaker":"Rick Butler","startTime":487.14,"endTime":490.08,"body":"you know, they're trying to do"},{"speaker":"Rick Butler","startTime":487.14,"endTime":490.08,"body":"the catch up, they're trying to"},{"speaker":"Rick Butler","startTime":490.08,"endTime":496.86,"body":"expand what you hear, like,"},{"speaker":"Rick Butler","startTime":490.08,"endTime":496.86,"body":"we're gonna do self financing."},{"speaker":"Rick Butler","startTime":497.94,"endTime":502.98,"body":"And for that guy that's coming"},{"speaker":"Rick Butler","startTime":497.94,"endTime":502.98,"body":"from that approach. What's an"},{"speaker":"Rick Butler","startTime":502.98,"endTime":506.76,"body":"obstacle obstacles, probably"},{"speaker":"Rick Butler","startTime":502.98,"endTime":506.76,"body":"more like it that they're"},{"speaker":"Rick Butler","startTime":506.76,"endTime":509.52,"body":"running into when you hear that"},{"speaker":"Rick Butler","startTime":506.76,"endTime":509.52,"body":"type of feedback, hey, I'm gonna"},{"speaker":"Rick Butler","startTime":509.52,"endTime":510.42,"body":"do this on my own."},{"speaker":"Ben Barrick","startTime":511.2,"endTime":514.71,"body":"Yeah, I think that"},{"speaker":"Ben Barrick","startTime":511.2,"endTime":514.71,"body":"I mean, we, let's think about"},{"speaker":"Ben Barrick","startTime":514.71,"endTime":517.02,"body":"financing from kind of both our"},{"speaker":"Ben Barrick","startTime":514.71,"endTime":517.02,"body":"standpoint from like the blue"},{"speaker":"Ben Barrick","startTime":517.02,"endTime":519.36,"body":"tape and like the heart"},{"speaker":"Ben Barrick","startTime":517.02,"endTime":519.36,"body":"standpoint, consumer and like,"},{"speaker":"Ben Barrick","startTime":519.39,"endTime":525.96,"body":"you know, material financing, to"},{"speaker":"Ben Barrick","startTime":519.39,"endTime":525.96,"body":"buy a lot of material to sell a"},{"speaker":"Ben Barrick","startTime":525.96,"endTime":531.36,"body":"lot jobs, you have to put a lot"},{"speaker":"Ben Barrick","startTime":525.96,"endTime":531.36,"body":"of money. That's very hard for a"},{"speaker":"Ben Barrick","startTime":531.36,"endTime":533.76,"body":"new company. I've been in that"},{"speaker":"Ben Barrick","startTime":531.36,"endTime":533.76,"body":"position before I remember I"},{"speaker":"Ben Barrick","startTime":533.76,"endTime":540.69,"body":"started my business our back in"},{"speaker":"Ben Barrick","startTime":533.76,"endTime":540.69,"body":"like Prius the, the go to"},{"speaker":"Ben Barrick","startTime":540.69,"endTime":547.56,"body":"vehicle for all construction,"},{"speaker":"Ben Barrick","startTime":540.69,"endTime":547.56,"body":"seven Toyota Prius and a rear"},{"speaker":"Ben Barrick","startTime":547.56,"endTime":549.93,"body":"view camera that was nice."},{"speaker":"Ben Barrick","startTime":547.56,"endTime":549.93,"body":"That's pretty early on adopter"},{"speaker":"Ben Barrick","startTime":549.93,"endTime":559.2,"body":"of that. But you can't go out"},{"speaker":"Ben Barrick","startTime":549.93,"endTime":559.2,"body":"there selling job after job and"},{"speaker":"Ben Barrick","startTime":559.2,"endTime":562.2,"body":"expect, hey, we're gonna get"},{"speaker":"Ben Barrick","startTime":559.2,"endTime":562.2,"body":"paid in 30 or 60 days and it'll"},{"speaker":"Ben Barrick","startTime":562.2,"endTime":566.58,"body":"float that money. You can't do"},{"speaker":"Ben Barrick","startTime":562.2,"endTime":566.58,"body":"that it's too burdensome for"},{"speaker":"Ben Barrick","startTime":566.58,"endTime":568.83,"body":"you. So you have to like slow it"},{"speaker":"Ben Barrick","startTime":566.58,"endTime":568.83,"body":"down to schedule things out"},{"speaker":"Ben Barrick","startTime":568.83,"endTime":572.25,"body":"really far. You have to take"},{"speaker":"Ben Barrick","startTime":568.83,"endTime":572.25,"body":"increasingly larger deposits for"},{"speaker":"Ben Barrick","startTime":572.25,"endTime":574.38,"body":"people putting their money at"},{"speaker":"Ben Barrick","startTime":572.25,"endTime":574.38,"body":"risk too, because you might need"},{"speaker":"Ben Barrick","startTime":574.38,"endTime":577.41,"body":"to use up other things. When you"},{"speaker":"Ben Barrick","startTime":574.38,"endTime":577.41,"body":"think about like how the"},{"speaker":"Ben Barrick","startTime":577.41,"endTime":581.07,"body":"consumer is going to pay for"},{"speaker":"Ben Barrick","startTime":577.41,"endTime":581.07,"body":"then. You know, traditionally"},{"speaker":"Ben Barrick","startTime":581.07,"endTime":585.3,"body":"there's a lot of go back to"},{"speaker":"Ben Barrick","startTime":581.07,"endTime":585.3,"body":"access. Traditionally, small"},{"speaker":"Ben Barrick","startTime":585.3,"endTime":587.61,"body":"guys don't have access to"},{"speaker":"Ben Barrick","startTime":585.3,"endTime":587.61,"body":"offering financing to the"},{"speaker":"Ben Barrick","startTime":587.61,"endTime":590.43,"body":"customers. There's basically"},{"speaker":"Ben Barrick","startTime":587.61,"endTime":590.43,"body":"saying hey, go figure out how to"},{"speaker":"Ben Barrick","startTime":590.43,"endTime":594.27,"body":"get the money yourself. Here's"},{"speaker":"Ben Barrick","startTime":590.43,"endTime":594.27,"body":"my price. And the big boys"},{"speaker":"Ben Barrick","startTime":594.27,"endTime":598.08,"body":"advantage has always been we can"},{"speaker":"Ben Barrick","startTime":594.27,"endTime":598.08,"body":"do this in your home without you"},{"speaker":"Ben Barrick","startTime":598.08,"endTime":602.4,"body":"leaving. I can see Secure the"},{"speaker":"Ben Barrick","startTime":598.08,"endTime":602.4,"body":"contract right now, not to worry"},{"speaker":"Ben Barrick","startTime":602.4,"endTime":607.2,"body":"about coming back here next"},{"speaker":"Ben Barrick","startTime":602.4,"endTime":607.2,"body":"month, secure the money. And"},{"speaker":"Ben Barrick","startTime":607.26,"endTime":610.38,"body":"that playing field is getting"},{"speaker":"Ben Barrick","startTime":607.26,"endTime":610.38,"body":"leveled. It's getting leveled"},{"speaker":"Ben Barrick","startTime":610.41,"endTime":613.56,"body":"every single day. There's so"},{"speaker":"Ben Barrick","startTime":610.41,"endTime":613.56,"body":"much new technology out there so"},{"speaker":"Ben Barrick","startTime":613.56,"endTime":616.71,"body":"many new products out there that"},{"speaker":"Ben Barrick","startTime":613.56,"endTime":616.71,"body":"are helping those small guys"},{"speaker":"Ben Barrick","startTime":616.71,"endTime":621.21,"body":"win. And really, really the guys"},{"speaker":"Ben Barrick","startTime":616.71,"endTime":621.21,"body":"that are very serious about it"},{"speaker":"Ben Barrick","startTime":621.24,"endTime":624.42,"body":"are taking advantage of it. And"},{"speaker":"Ben Barrick","startTime":621.24,"endTime":624.42,"body":"they're starting to see, like"},{"speaker":"Ben Barrick","startTime":624.42,"endTime":628.11,"body":"the fruit from that really bear"},{"speaker":"Ben Barrick","startTime":624.42,"endTime":628.11,"body":"out right now."},{"speaker":"Rick Butler","startTime":629.43,"endTime":632.34,"body":"So it's a time"},{"speaker":"Rick Butler","startTime":629.43,"endTime":632.34,"body":"factor as much as it is a"},{"speaker":"Rick Butler","startTime":632.34,"endTime":638.4,"body":"cashflow factor. So if I, if I"},{"speaker":"Rick Butler","startTime":632.34,"endTime":638.4,"body":"see someone and I'm trying to"},{"speaker":"Rick Butler","startTime":638.4,"endTime":642.9,"body":"close the deal, I guess time"},{"speaker":"Rick Butler","startTime":638.4,"endTime":642.9,"body":"kills all deals is been a"},{"speaker":"Rick Butler","startTime":642.9,"endTime":646.5,"body":"problem. And this is sort of I"},{"speaker":"Rick Butler","startTime":642.9,"endTime":646.5,"body":"love that level in the flat"},{"speaker":"Rick Butler","startTime":646.5,"endTime":648.48,"body":"playing field just to repeat"},{"speaker":"Rick Butler","startTime":646.5,"endTime":648.48,"body":"what you said."},{"speaker":"Ben Barrick","startTime":648.96,"endTime":651.36,"body":"Yeah, yeah, I mean,"},{"speaker":"Ben Barrick","startTime":648.96,"endTime":651.36,"body":"I think it's definitely timing."},{"speaker":"Ben Barrick","startTime":651.51,"endTime":654.18,"body":"And that's timing for your"},{"speaker":"Ben Barrick","startTime":651.51,"endTime":654.18,"body":"customer. That's timing for your"},{"speaker":"Ben Barrick","startTime":654.18,"endTime":658.38,"body":"business. If I have to go buy"},{"speaker":"Ben Barrick","startTime":654.18,"endTime":658.38,"body":"material, you know, how do I get"},{"speaker":"Ben Barrick","startTime":658.38,"endTime":664.17,"body":"deposits for that? If I'm self"},{"speaker":"Ben Barrick","startTime":658.38,"endTime":664.17,"body":"financing it. I can't name"},{"speaker":"Ben Barrick","startTime":664.17,"endTime":668.4,"body":"anything more risky than putting"},{"speaker":"Ben Barrick","startTime":664.17,"endTime":668.4,"body":"everything on the line and self"},{"speaker":"Ben Barrick","startTime":668.4,"endTime":671.31,"body":"financed, people still do it,"},{"speaker":"Ben Barrick","startTime":668.4,"endTime":671.31,"body":"people still will allow payments"},{"speaker":"Ben Barrick","startTime":671.31,"endTime":675.39,"body":"over the next two or three years"},{"speaker":"Ben Barrick","startTime":671.31,"endTime":675.39,"body":"out of their own pocket. That"},{"speaker":"Ben Barrick","startTime":675.39,"endTime":678.51,"body":"seems way too risky for me like"},{"speaker":"Ben Barrick","startTime":675.39,"endTime":678.51,"body":"you don't you don't have to take"},{"speaker":"Ben Barrick","startTime":678.51,"endTime":683.7,"body":"that on anymore. This is not"},{"speaker":"Ben Barrick","startTime":678.51,"endTime":683.7,"body":"Mayberry. As much as I would"},{"speaker":"Ben Barrick","startTime":683.7,"endTime":687.27,"body":"like the world to be Mayberry,"},{"speaker":"Ben Barrick","startTime":683.7,"endTime":687.27,"body":"it's not very anymore. And we"},{"speaker":"Ben Barrick","startTime":687.27,"endTime":689.7,"body":"know you can't take on those"},{"speaker":"Ben Barrick","startTime":687.27,"endTime":689.7,"body":"risks like that anymore."},{"speaker":"Rick Butler","startTime":689.94,"endTime":694.98,"body":"No. Cash flow is"},{"speaker":"Rick Butler","startTime":689.94,"endTime":694.98,"body":"you know, in all we are I just"},{"speaker":"Rick Butler","startTime":694.98,"endTime":698.91,"body":"say to everybody around here at"},{"speaker":"Rick Butler","startTime":694.98,"endTime":698.91,"body":"Blue tape, we're problem"},{"speaker":"Rick Butler","startTime":698.91,"endTime":703.59,"body":"solvers. And that's something I"},{"speaker":"Rick Butler","startTime":698.91,"endTime":703.59,"body":"learned from you. I was"},{"speaker":"Rick Butler","startTime":703.59,"endTime":706.86,"body":"listening to you and it seemed"},{"speaker":"Rick Butler","startTime":703.59,"endTime":706.86,"body":"like you're always solving a"},{"speaker":"Rick Butler","startTime":706.86,"endTime":712.14,"body":"problem and I hear cash flow"},{"speaker":"Rick Butler","startTime":706.86,"endTime":712.14,"body":"that phrase being kicked around"},{"speaker":"Rick Butler","startTime":712.14,"endTime":716.1,"body":"sort of define that from not"},{"speaker":"Rick Butler","startTime":712.14,"endTime":716.1,"body":"from Webster's from but from"},{"speaker":"Rick Butler","startTime":716.13,"endTime":720.93,"body":"spinsters dictionary from your"},{"speaker":"Rick Butler","startTime":716.13,"endTime":720.93,"body":"dictionary, shorter defined for,"},{"speaker":"Rick Butler","startTime":721.11,"endTime":726.96,"body":"for the folks here cashflow? why"},{"speaker":"Rick Butler","startTime":721.11,"endTime":726.96,"body":"that's a problem. How you're"},{"speaker":"Rick Butler","startTime":726.96,"endTime":728.19,"body":"looking to solve that."},{"speaker":"Ben Barrick","startTime":728.61,"endTime":734.85,"body":"Yeah. You know,"},{"speaker":"Ben Barrick","startTime":728.61,"endTime":734.85,"body":"the, again, not Webster's, but"},{"speaker":"Ben Barrick","startTime":734.85,"endTime":741.42,"body":"Ben's simple Indiana terms is,"},{"speaker":"Ben Barrick","startTime":734.85,"endTime":741.42,"body":"do I have money tomorrow for the"},{"speaker":"Ben Barrick","startTime":741.42,"endTime":749.07,"body":"things that I need to do today?"},{"speaker":"Ben Barrick","startTime":741.42,"endTime":749.07,"body":"So is it is it that I am doing"},{"speaker":"Ben Barrick","startTime":749.07,"endTime":752.73,"body":"something right now, that's"},{"speaker":"Ben Barrick","startTime":749.07,"endTime":752.73,"body":"gonna strangle me or my"},{"speaker":"Ben Barrick","startTime":752.73,"endTime":756.63,"body":"business. In the next couple of"},{"speaker":"Ben Barrick","startTime":752.73,"endTime":756.63,"body":"days, next couple weeks, next"},{"speaker":"Ben Barrick","startTime":756.63,"endTime":761.07,"body":"couple months, they got I think"},{"speaker":"Ben Barrick","startTime":756.63,"endTime":761.07,"body":"a lot of us, myself included,"},{"speaker":"Ben Barrick","startTime":761.82,"endTime":765.21,"body":"fell into the trap of I'll"},{"speaker":"Ben Barrick","startTime":761.82,"endTime":765.21,"body":"figure this out in a few months."},{"speaker":"Ben Barrick","startTime":765.45,"endTime":768.84,"body":"Like, it'll come together, it'll"},{"speaker":"Ben Barrick","startTime":765.45,"endTime":768.84,"body":"work out. And sometimes it does,"},{"speaker":"Ben Barrick","startTime":768.84,"endTime":773.46,"body":"and sometimes it doesn't. And so"},{"speaker":"Ben Barrick","startTime":768.84,"endTime":773.46,"body":"a lot of what we're trying to"},{"speaker":"Ben Barrick","startTime":773.46,"endTime":776.52,"body":"do, you know, a lot of what I"},{"speaker":"Ben Barrick","startTime":773.46,"endTime":776.52,"body":"get to do each day is helping"},{"speaker":"Ben Barrick","startTime":776.52,"endTime":779.97,"body":"people really solve that problem"},{"speaker":"Ben Barrick","startTime":776.52,"endTime":779.97,"body":"of, hey, you need to be getting"},{"speaker":"Ben Barrick","startTime":779.97,"endTime":782.88,"body":"paid for your job and you get"},{"speaker":"Ben Barrick","startTime":779.97,"endTime":782.88,"body":"paid respectable prices for your"},{"speaker":"Ben Barrick","startTime":782.88,"endTime":785.94,"body":"jobs, you get a lot of work"},{"speaker":"Ben Barrick","startTime":782.88,"endTime":785.94,"body":"going into this, you need to be"},{"speaker":"Ben Barrick","startTime":785.94,"endTime":792.51,"body":"able to collect payment on your"},{"speaker":"Ben Barrick","startTime":785.94,"endTime":792.51,"body":"terms, you need to be able to"},{"speaker":"Ben Barrick","startTime":793.02,"endTime":797.1,"body":"not take the risk of financing a"},{"speaker":"Ben Barrick","startTime":793.02,"endTime":797.1,"body":"job. But you know, that's not"},{"speaker":"Ben Barrick","startTime":797.1,"endTime":801.03,"body":"your burden as a business owner."},{"speaker":"Ben Barrick","startTime":797.1,"endTime":801.03,"body":"That is a added benefit you can"},{"speaker":"Ben Barrick","startTime":801.03,"endTime":804.63,"body":"offer to your customers to make"},{"speaker":"Ben Barrick","startTime":801.03,"endTime":804.63,"body":"it easier for them. That doesn't"},{"speaker":"Ben Barrick","startTime":804.63,"endTime":809.01,"body":"mean you have to take the risk"},{"speaker":"Ben Barrick","startTime":804.63,"endTime":809.01,"body":"on in that kind of scenario."},{"speaker":"Rick Butler","startTime":811.14,"endTime":814.44,"body":"So just to clearly"},{"speaker":"Rick Butler","startTime":811.14,"endTime":814.44,"body":"differentiate what we do and"},{"speaker":"Rick Butler","startTime":814.44,"endTime":820.71,"body":"what you do, I'm working with a"},{"speaker":"Rick Butler","startTime":814.44,"endTime":820.71,"body":"supplier for materials to"},{"speaker":"Rick Butler","startTime":821.04,"endTime":825.63,"body":"finance those materials. For"},{"speaker":"Rick Butler","startTime":821.04,"endTime":825.63,"body":"that contractor, as an example,"},{"speaker":"Rick Butler","startTime":825.63,"endTime":829.26,"body":"you're working with a contractor"},{"speaker":"Rick Butler","startTime":825.63,"endTime":829.26,"body":"to finance that project for a"},{"speaker":"Rick Butler","startTime":829.29,"endTime":832.8,"body":"homeowner or residential, would"},{"speaker":"Rick Butler","startTime":829.29,"endTime":832.8,"body":"that be a good differentiator"},{"speaker":"Rick Butler","startTime":832.8,"endTime":839.13,"body":"from what we do? Yeah, we're"},{"speaker":"Rick Butler","startTime":832.8,"endTime":839.13,"body":"helping cash flow. To to okay to"},{"speaker":"Rick Butler","startTime":839.13,"endTime":843.12,"body":"two different segments. When"},{"speaker":"Rick Butler","startTime":839.13,"endTime":843.12,"body":"when my supplier or your"},{"speaker":"Rick Butler","startTime":843.12,"endTime":847.77,"body":"contractor when the light bulb"},{"speaker":"Rick Butler","startTime":843.12,"endTime":847.77,"body":"goes on this relieves cash flow."},{"speaker":"Rick Butler","startTime":848.13,"endTime":852.21,"body":"It helps, you know, get the deal"},{"speaker":"Rick Butler","startTime":848.13,"endTime":852.21,"body":"closed. What do you think that"},{"speaker":"Rick Butler","startTime":852.21,"endTime":856.32,"body":"light bulb moment is for that?"},{"speaker":"Rick Butler","startTime":852.21,"endTime":856.32,"body":"For that small guy trying to"},{"speaker":"Rick Butler","startTime":856.32,"endTime":859.98,"body":"catch up close more deals? Where"},{"speaker":"Rick Butler","startTime":856.32,"endTime":859.98,"body":"do you think in terms of"},{"speaker":"Rick Butler","startTime":859.98,"endTime":862.8,"body":"leveraging financing and"},{"speaker":"Rick Butler","startTime":859.98,"endTime":862.8,"body":"offering it where does that"},{"speaker":"Rick Butler","startTime":862.8,"endTime":864.45,"body":"light bulb go on for him or her?"},{"speaker":"Ben Barrick","startTime":864.99,"endTime":868.5,"body":"Yeah, I think what"},{"speaker":"Ben Barrick","startTime":864.99,"endTime":868.5,"body":"I think there's so many"},{"speaker":"Ben Barrick","startTime":868.5,"endTime":874.38,"body":"misconceptions about financing."},{"speaker":"Ben Barrick","startTime":868.5,"endTime":874.38,"body":"All financing does is create a"},{"speaker":"Ben Barrick","startTime":874.38,"endTime":877.68,"body":"cash paid customer for you."},{"speaker":"Ben Barrick","startTime":874.38,"endTime":877.68,"body":"Whether you're a supplier"},{"speaker":"Ben Barrick","startTime":878.67,"endTime":881.97,"body":"getting having a contractor buy"},{"speaker":"Ben Barrick","startTime":878.67,"endTime":881.97,"body":"material from you, you're"},{"speaker":"Ben Barrick","startTime":881.97,"endTime":885.39,"body":"getting paid cash, like you're"},{"speaker":"Ben Barrick","startTime":881.97,"endTime":885.39,"body":"just that's all it does for you."},{"speaker":"Ben Barrick","startTime":886.2,"endTime":890.43,"body":"As a contractor offering"},{"speaker":"Ben Barrick","startTime":886.2,"endTime":890.43,"body":"financing to a homeowner. All"},{"speaker":"Ben Barrick","startTime":890.43,"endTime":893.79,"body":"you're doing is turning them"},{"speaker":"Ben Barrick","startTime":890.43,"endTime":893.79,"body":"into a cash paying customer. The"},{"speaker":"Ben Barrick","startTime":893.79,"endTime":900.81,"body":"idea that financing and in"},{"speaker":"Ben Barrick","startTime":893.79,"endTime":900.81,"body":"credit those complicated"},{"speaker":"Ben Barrick","startTime":900.81,"endTime":904.53,"body":"subjects and I did not have an"},{"speaker":"Ben Barrick","startTime":900.81,"endTime":904.53,"body":"MBA. I've never worked on Wall"},{"speaker":"Ben Barrick","startTime":904.53,"endTime":908.43,"body":"Street. I've been there a couple"},{"speaker":"Ben Barrick","startTime":904.53,"endTime":908.43,"body":"times to visit, never held a job"},{"speaker":"Ben Barrick","startTime":908.43,"endTime":911.55,"body":"there before. There's a lot of"},{"speaker":"Ben Barrick","startTime":908.43,"endTime":911.55,"body":"financial people really smart"},{"speaker":"Ben Barrick","startTime":911.55,"endTime":914.61,"body":"savvy, what CNBC, you can"},{"speaker":"Ben Barrick","startTime":911.55,"endTime":914.61,"body":"understand half the things we're"},{"speaker":"Ben Barrick","startTime":914.61,"endTime":917.28,"body":"talking about. I think that's"},{"speaker":"Ben Barrick","startTime":914.61,"endTime":917.28,"body":"probably where a lot of people"},{"speaker":"Ben Barrick","startTime":917.28,"endTime":922.5,"body":"get their financial wisdom from"},{"speaker":"Ben Barrick","startTime":917.28,"endTime":922.5,"body":"it saying, Man, financing sounds"},{"speaker":"Ben Barrick","startTime":922.5,"endTime":927.81,"body":"complicated. Until it isn't,"},{"speaker":"Ben Barrick","startTime":922.5,"endTime":927.81,"body":"until you do it. And it's not"},{"speaker":"Ben Barrick","startTime":927.81,"endTime":931.62,"body":"really that complicated. The"},{"speaker":"Ben Barrick","startTime":927.81,"endTime":931.62,"body":"lightbulb moment usually is"},{"speaker":"Ben Barrick","startTime":933.69,"endTime":936.66,"body":"three things I'll say three"},{"speaker":"Ben Barrick","startTime":933.69,"endTime":936.66,"body":"things. Number one, when you"},{"speaker":"Ben Barrick","startTime":936.66,"endTime":941.79,"body":"realize that it's not doesn't"},{"speaker":"Ben Barrick","startTime":936.66,"endTime":941.79,"body":"have to be complicated, it's not"},{"speaker":"Ben Barrick","startTime":941.79,"endTime":945.45,"body":"complicated. at all it really"},{"speaker":"Ben Barrick","startTime":941.79,"endTime":945.45,"body":"does is create cash pay"},{"speaker":"Ben Barrick","startTime":945.45,"endTime":948.6,"body":"customers for you. Number one,"},{"speaker":"Ben Barrick","startTime":945.45,"endTime":948.6,"body":"your customers will borrow money"},{"speaker":"Ben Barrick","startTime":948.6,"endTime":952.29,"body":"from a 401k against their house"},{"speaker":"Ben Barrick","startTime":948.6,"endTime":952.29,"body":"from Uncle Tom down the street"},{"speaker":"Ben Barrick","startTime":952.29,"endTime":955.2,"body":"from your savings account, or"},{"speaker":"Ben Barrick","startTime":952.29,"endTime":955.2,"body":"from the bank, you just help"},{"speaker":"Ben Barrick","startTime":955.2,"endTime":960.09,"body":"them finance from. Number two"},{"speaker":"Ben Barrick","startTime":955.2,"endTime":960.09,"body":"was when you realize when you"},{"speaker":"Ben Barrick","startTime":960.09,"endTime":964.32,"body":"create that buying experience, I"},{"speaker":"Ben Barrick","startTime":960.09,"endTime":964.32,"body":"talked about experience and"},{"speaker":"Ben Barrick","startTime":964.32,"endTime":967.44,"body":"convenience a lot here. So tell"},{"speaker":"Ben Barrick","startTime":964.32,"endTime":967.44,"body":"me if I'm boring you with those."},{"speaker":"Ben Barrick","startTime":967.44,"endTime":975.06,"body":"But no, no, we create a buying"},{"speaker":"Ben Barrick","startTime":967.44,"endTime":975.06,"body":"experience for a homeowner. You"},{"speaker":"Ben Barrick","startTime":975.06,"endTime":978.75,"body":"tend to sell more often, a good"},{"speaker":"Ben Barrick","startTime":975.06,"endTime":978.75,"body":"buying experience, you tend to"},{"speaker":"Ben Barrick","startTime":978.75,"endTime":984.0,"body":"sell more often. And for higher"},{"speaker":"Ben Barrick","startTime":978.75,"endTime":984.0,"body":"tickets. So who doesn't want to"},{"speaker":"Ben Barrick","startTime":984.0,"endTime":988.38,"body":"sell? When you offer financing,"},{"speaker":"Ben Barrick","startTime":984.0,"endTime":988.38,"body":"you're more likely to close the"},{"speaker":"Ben Barrick","startTime":988.38,"endTime":994.44,"body":"deal. Who doesn't want to be in"},{"speaker":"Ben Barrick","startTime":988.38,"endTime":994.44,"body":"that situation? You save time"},{"speaker":"Ben Barrick","startTime":994.44,"endTime":996.78,"body":"you save money, you sell more?"},{"speaker":"Ben Barrick","startTime":994.44,"endTime":996.78,"body":"Sell faster?"},{"speaker":"Rick Butler","startTime":998.19,"endTime":1000.62,"body":"Turn It In the"},{"speaker":"Rick Butler","startTime":998.19,"endTime":1000.62,"body":"coin. You know, you're talking"},{"speaker":"Rick Butler","startTime":1000.62,"endTime":1004.4,"body":"to folks in the construction"},{"speaker":"Rick Butler","startTime":1000.62,"endTime":1004.4,"body":"industry every day, you're"},{"speaker":"Rick Butler","startTime":1004.4,"endTime":1008.9,"body":"hearing back from the people"},{"speaker":"Rick Butler","startTime":1004.4,"endTime":1008.9,"body":"that work with you every day"},{"speaker":"Rick Butler","startTime":1008.9,"endTime":1013.94,"body":"feedback, what's the thing right"},{"speaker":"Rick Butler","startTime":1008.9,"endTime":1013.94,"body":"now? You know, coming from the"},{"speaker":"Rick Butler","startTime":1013.94,"endTime":1017.15,"body":"bottom up from the small guy up,"},{"speaker":"Rick Butler","startTime":1013.94,"endTime":1017.15,"body":"that's just pulling your hair"},{"speaker":"Rick Butler","startTime":1017.15,"endTime":1017.33,"body":"out?"},{"speaker":"Ben Barrick","startTime":1017.45,"endTime":1020.54,"body":"Yeah, there's a lot"},{"speaker":"Ben Barrick","startTime":1017.45,"endTime":1020.54,"body":"of things, I give you quite a"},{"speaker":"Ben Barrick","startTime":1020.54,"endTime":1024.68,"body":"few things. But I don't think a"},{"speaker":"Ben Barrick","startTime":1020.54,"endTime":1024.68,"body":"lot of them are new, I think"},{"speaker":"Ben Barrick","startTime":1024.68,"endTime":1029.42,"body":"from like the financial side."},{"speaker":"Ben Barrick","startTime":1024.68,"endTime":1029.42,"body":"There, let someone just overall"},{"speaker":"Ben Barrick","startTime":1029.48,"endTime":1036.02,"body":"financial. A lot of people just"},{"speaker":"Ben Barrick","startTime":1029.48,"endTime":1036.02,"body":"don't know their numbers. They"},{"speaker":"Ben Barrick","startTime":1036.02,"endTime":1039.5,"body":"don't know the actual costs, the"},{"speaker":"Ben Barrick","startTime":1036.02,"endTime":1039.5,"body":"actual job cost, they understand"},{"speaker":"Ben Barrick","startTime":1039.5,"endTime":1043.04,"body":"what the material cost, and the"},{"speaker":"Ben Barrick","startTime":1039.5,"endTime":1043.04,"body":"idea of the labor that might be"},{"speaker":"Ben Barrick","startTime":1043.04,"endTime":1046.19,"body":"involved with it, but not"},{"speaker":"Ben Barrick","startTime":1043.04,"endTime":1046.19,"body":"pricing in fixed costs into the"},{"speaker":"Ben Barrick","startTime":1046.19,"endTime":1050.72,"body":"job. The cost of administration,"},{"speaker":"Ben Barrick","startTime":1046.19,"endTime":1050.72,"body":"the cost of fuel, you know,"},{"speaker":"Ben Barrick","startTime":1050.75,"endTime":1053.54,"body":"adding all your payroll costs"},{"speaker":"Ben Barrick","startTime":1050.75,"endTime":1053.54,"body":"and, and really understanding"},{"speaker":"Ben Barrick","startTime":1053.54,"endTime":1058.16,"body":"Okay, here is my profit, I need"},{"speaker":"Ben Barrick","startTime":1053.54,"endTime":1058.16,"body":"to hit each each job. And"},{"speaker":"Ben Barrick","startTime":1058.16,"endTime":1061.88,"body":"whether they're hitting it or"},{"speaker":"Ben Barrick","startTime":1058.16,"endTime":1061.88,"body":"not. They don't even know. They"},{"speaker":"Ben Barrick","startTime":1061.88,"endTime":1063.98,"body":"think they're making money, but"},{"speaker":"Ben Barrick","startTime":1061.88,"endTime":1063.98,"body":"maybe they're not making money."},{"speaker":"Ben Barrick","startTime":1064.46,"endTime":1067.01,"body":"So that's like the overall"},{"speaker":"Ben Barrick","startTime":1064.46,"endTime":1067.01,"body":"financial thing I've you know, I"},{"speaker":"Ben Barrick","startTime":1067.01,"endTime":1070.16,"body":"always recommend, hey, if you're"},{"speaker":"Ben Barrick","startTime":1067.01,"endTime":1070.16,"body":"running a business, I know you"},{"speaker":"Ben Barrick","startTime":1070.16,"endTime":1073.37,"body":"love your trade, but you're but"},{"speaker":"Ben Barrick","startTime":1070.16,"endTime":1073.37,"body":"you've got to be business first"},{"speaker":"Ben Barrick","startTime":1073.37,"endTime":1076.88,"body":"to does it only or be able to"},{"speaker":"Ben Barrick","startTime":1073.37,"endTime":1076.88,"body":"continue doing it. You know,"},{"speaker":"Ben Barrick","startTime":1076.88,"endTime":1080.51,"body":"invest in yourself to learn"},{"speaker":"Ben Barrick","startTime":1076.88,"endTime":1080.51,"body":"that, whether you're hiring"},{"speaker":"Ben Barrick","startTime":1080.51,"endTime":1083.06,"body":"someone to do it for you, or"},{"speaker":"Ben Barrick","startTime":1080.51,"endTime":1083.06,"body":"whether you know, you're going"},{"speaker":"Ben Barrick","startTime":1083.06,"endTime":1086.99,"body":"to take time to learn from some"},{"speaker":"Ben Barrick","startTime":1083.06,"endTime":1086.99,"body":"kid on YouTube that can probably"},{"speaker":"Ben Barrick","startTime":1086.99,"endTime":1090.86,"body":"teach you it or you know, take"},{"speaker":"Ben Barrick","startTime":1086.99,"endTime":1090.86,"body":"classes but really understand."},{"speaker":"Ben Barrick","startTime":1092.45,"endTime":1094.79,"body":"Understand your numbers today"},{"speaker":"Ben Barrick","startTime":1092.45,"endTime":1094.79,"body":"understand where your numbers"},{"speaker":"Ben Barrick","startTime":1094.79,"endTime":1097.13,"body":"gonna be in six months and a"},{"speaker":"Ben Barrick","startTime":1094.79,"endTime":1097.13,"body":"year kind of able to project"},{"speaker":"Ben Barrick","startTime":1097.13,"endTime":1100.34,"body":"those out. You have a lot more"},{"speaker":"Ben Barrick","startTime":1097.13,"endTime":1100.34,"body":"longevity as a business a lot"},{"speaker":"Ben Barrick","startTime":1100.34,"endTime":1104.21,"body":"more stability, too. We always"},{"speaker":"Ben Barrick","startTime":1100.34,"endTime":1104.21,"body":"talk about growth, I think"},{"speaker":"Ben Barrick","startTime":1104.21,"endTime":1108.44,"body":"companies always think about"},{"speaker":"Ben Barrick","startTime":1104.21,"endTime":1108.44,"body":"growth, and they neglect in our"},{"speaker":"Ben Barrick","startTime":1108.44,"endTime":1112.19,"body":"industry. We talk about growth,"},{"speaker":"Ben Barrick","startTime":1108.44,"endTime":1112.19,"body":"you know, we want to hire X many"},{"speaker":"Ben Barrick","startTime":1112.19,"endTime":1115.4,"body":"more guys, we want to grow into"},{"speaker":"Ben Barrick","startTime":1112.19,"endTime":1115.4,"body":"these new communities, yeah, so"},{"speaker":"Ben Barrick","startTime":1115.4,"endTime":1119.66,"body":"on and so forth. Without"},{"speaker":"Ben Barrick","startTime":1115.4,"endTime":1119.66,"body":"considering the stability. And"},{"speaker":"Ben Barrick","startTime":1119.66,"endTime":1123.35,"body":"we don't have stability in this"},{"speaker":"Ben Barrick","startTime":1119.66,"endTime":1123.35,"body":"industry. Going back to cash"},{"speaker":"Ben Barrick","startTime":1123.35,"endTime":1125.66,"body":"flow, you can be out of even be"},{"speaker":"Ben Barrick","startTime":1123.35,"endTime":1125.66,"body":"out of money, you'll be able to"},{"speaker":"Ben Barrick","startTime":1125.66,"endTime":1132.44,"body":"earn $1,000 pretty quickly. And"},{"speaker":"Ben Barrick","startTime":1125.66,"endTime":1132.44,"body":"if you're not stable, you don't"},{"speaker":"Ben Barrick","startTime":1132.44,"endTime":1135.32,"body":"have you know, the Financial"},{"speaker":"Ben Barrick","startTime":1132.44,"endTime":1135.32,"body":"Stability underneath your"},{"speaker":"Ben Barrick","startTime":1135.32,"endTime":1138.95,"body":"company. That's hard to climb"},{"speaker":"Ben Barrick","startTime":1135.32,"endTime":1138.95,"body":"out of, you know, if something"},{"speaker":"Ben Barrick","startTime":1138.95,"endTime":1142.52,"body":"goes wrong and things go wrong,"},{"speaker":"Ben Barrick","startTime":1138.95,"endTime":1142.52,"body":"our industry right wreck, things"},{"speaker":"Ben Barrick","startTime":1142.52,"endTime":1146.27,"body":"go wrong every single day on"},{"speaker":"Ben Barrick","startTime":1142.52,"endTime":1146.27,"body":"every job sites. And so you"},{"speaker":"Ben Barrick","startTime":1146.27,"endTime":1148.94,"body":"better know what those numbers"},{"speaker":"Ben Barrick","startTime":1146.27,"endTime":1148.94,"body":"are coming from in terms of like"},{"speaker":"Ben Barrick","startTime":1148.94,"endTime":1156.95,"body":"the financing side. Not going to"},{"speaker":"Ben Barrick","startTime":1148.94,"endTime":1156.95,"body":"name names. Am I going to speak"},{"speaker":"Ben Barrick","startTime":1156.95,"endTime":1159.8,"body":"disparagingly of anyone out"},{"speaker":"Ben Barrick","startTime":1156.95,"endTime":1159.8,"body":"there, because I think everyone"},{"speaker":"Ben Barrick","startTime":1159.8,"endTime":1163.64,"body":"has a place in the market. But I"},{"speaker":"Ben Barrick","startTime":1159.8,"endTime":1163.64,"body":"think the cost of offering"},{"speaker":"Ben Barrick","startTime":1163.64,"endTime":1170.06,"body":"financing has become so"},{"speaker":"Ben Barrick","startTime":1163.64,"endTime":1170.06,"body":"burdensome not just for"},{"speaker":"Ben Barrick","startTime":1170.06,"endTime":1173.18,"body":"companies but also for"},{"speaker":"Ben Barrick","startTime":1170.06,"endTime":1173.18,"body":"homeowners. I think a lot of the"},{"speaker":"Ben Barrick","startTime":1173.18,"endTime":1177.38,"body":"fees are involved with financing"},{"speaker":"Ben Barrick","startTime":1173.18,"endTime":1177.38,"body":"are putting companies at a"},{"speaker":"Ben Barrick","startTime":1177.38,"endTime":1180.26,"body":"disadvantage. People are"},{"speaker":"Ben Barrick","startTime":1177.38,"endTime":1180.26,"body":"starting to reject the idea of"},{"speaker":"Ben Barrick","startTime":1180.26,"endTime":1183.23,"body":"offering financing, which is"},{"speaker":"Ben Barrick","startTime":1180.26,"endTime":1183.23,"body":"going to hurt the bottom line in"},{"speaker":"Ben Barrick","startTime":1183.23,"endTime":1188.09,"body":"the long run. I think you know"},{"speaker":"Ben Barrick","startTime":1183.23,"endTime":1188.09,"body":"without giving like pointed"},{"speaker":"Ben Barrick","startTime":1188.09,"endTime":1194.18,"body":"advice about what to do. I would"},{"speaker":"Ben Barrick","startTime":1188.09,"endTime":1194.18,"body":"encourage people to just"},{"speaker":"Ben Barrick","startTime":1194.21,"endTime":1198.74,"body":"understand what they're offering"},{"speaker":"Ben Barrick","startTime":1194.21,"endTime":1198.74,"body":"better. Understand, like we know"},{"speaker":"Ben Barrick","startTime":1198.74,"endTime":1200.75,"body":"interest rates are kind of"},{"speaker":"Ben Barrick","startTime":1198.74,"endTime":1200.75,"body":"crazy, right? No bathroom round,"},{"speaker":"Ben Barrick","startTime":1200.75,"endTime":1204.65,"body":"right? Get an understanding of"},{"speaker":"Ben Barrick","startTime":1200.75,"endTime":1204.65,"body":"what that means for you know"},{"speaker":"Ben Barrick","startTime":1204.65,"endTime":1207.65,"body":"your sales process, evaluate"},{"speaker":"Ben Barrick","startTime":1204.65,"endTime":1207.65,"body":"where you are, understand how"},{"speaker":"Ben Barrick","startTime":1207.65,"endTime":1209.9,"body":"much money you're spending on"},{"speaker":"Ben Barrick","startTime":1207.65,"endTime":1209.9,"body":"that how much money you're"},{"speaker":"Ben Barrick","startTime":1209.9,"endTime":1213.32,"body":"making from that, and make the"},{"speaker":"Ben Barrick","startTime":1209.9,"endTime":1213.32,"body":"best decisions based upon those"},{"speaker":"Ben Barrick","startTime":1213.32,"endTime":1217.16,"body":"numbers. Not just because I've"},{"speaker":"Ben Barrick","startTime":1213.32,"endTime":1217.16,"body":"been doing it this way for five"},{"speaker":"Ben Barrick","startTime":1217.16,"endTime":1218.12,"body":"years, I will keep doing it."},{"speaker":"Rick Butler","startTime":1219.109,"endTime":1222.169,"body":"Let's go back to"},{"speaker":"Rick Butler","startTime":1219.109,"endTime":1222.169,"body":"you know, let's go back to Ben"},{"speaker":"Rick Butler","startTime":1222.169,"endTime":1226.969,"body":"in that Prius. Back in the day,"},{"speaker":"Rick Butler","startTime":1222.169,"endTime":1226.969,"body":"you said 2003, what's the what's"},{"speaker":"Rick Butler","startTime":1226.969,"endTime":1231.409,"body":"the best thing you could tell"},{"speaker":"Rick Butler","startTime":1226.969,"endTime":1231.409,"body":"that guy and, and relate it to"},{"speaker":"Rick Butler","startTime":1231.409,"endTime":1232.729,"body":"what we've been talking about."},{"speaker":"Ben Barrick","startTime":1233.809,"endTime":1238.369,"body":"The two things I"},{"speaker":"Ben Barrick","startTime":1233.809,"endTime":1238.369,"body":"would tell myself is number one"},{"speaker":"Ben Barrick","startTime":1238.369,"endTime":1245.059,"body":"that quit talking so much. Just"},{"speaker":"Ben Barrick","startTime":1238.369,"endTime":1245.059,"body":"customers know what they want."},{"speaker":"Ben Barrick","startTime":1245.989,"endTime":1250.069,"body":"Customers are buying for their"},{"speaker":"Ben Barrick","startTime":1245.989,"endTime":1250.069,"body":"reasons. You don't have to tell"},{"speaker":"Ben Barrick","startTime":1250.069,"endTime":1254.299,"body":"them everything. You don't have"},{"speaker":"Ben Barrick","startTime":1250.069,"endTime":1254.299,"body":"to have a plan, they already"},{"speaker":"Ben Barrick","startTime":1254.299,"endTime":1257.599,"body":"have a plan. You just got to"},{"speaker":"Ben Barrick","startTime":1254.299,"endTime":1257.599,"body":"shut up and listen, sometimes"},{"speaker":"Ben Barrick","startTime":1258.529,"endTime":1262.099,"body":"listen to what your customers"},{"speaker":"Ben Barrick","startTime":1258.529,"endTime":1262.099,"body":"are saying to you. Listen to how"},{"speaker":"Ben Barrick","startTime":1262.099,"endTime":1265.639,"body":"they're saying things to you,"},{"speaker":"Ben Barrick","startTime":1262.099,"endTime":1265.639,"body":"who's telling you those things."},{"speaker":"Ben Barrick","startTime":1267.859,"endTime":1274.759,"body":"And listening to their buying"},{"speaker":"Ben Barrick","startTime":1267.859,"endTime":1274.759,"body":"habits. I think as business"},{"speaker":"Ben Barrick","startTime":1274.759,"endTime":1281.089,"body":"owners, and salespeople we think"},{"speaker":"Ben Barrick","startTime":1274.759,"endTime":1281.089,"body":"we know, it's this weird"},{"speaker":"Ben Barrick","startTime":1281.089,"endTime":1285.229,"body":"disconnect, I don't know why it"},{"speaker":"Ben Barrick","startTime":1281.089,"endTime":1285.229,"body":"happens. We have an idea about"},{"speaker":"Ben Barrick","startTime":1285.229,"endTime":1290.119,"body":"how people should buy from us."},{"speaker":"Ben Barrick","startTime":1285.229,"endTime":1290.119,"body":"But we're also consumers. And"},{"speaker":"Ben Barrick","startTime":1290.119,"endTime":1294.529,"body":"for some reason, we have a hard"},{"speaker":"Ben Barrick","startTime":1290.119,"endTime":1294.529,"body":"time connecting our consumer"},{"speaker":"Ben Barrick","startTime":1294.529,"endTime":1298.849,"body":"brain to our business brain and"},{"speaker":"Ben Barrick","startTime":1294.529,"endTime":1298.849,"body":"realize our customers should buy"},{"speaker":"Ben Barrick","startTime":1298.849,"endTime":1302.989,"body":"from us this way. But our"},{"speaker":"Ben Barrick","startTime":1298.849,"endTime":1302.989,"body":"consumer brain says, but we like"},{"speaker":"Ben Barrick","startTime":1302.989,"endTime":1306.379,"body":"buying this way. And those never"},{"speaker":"Ben Barrick","startTime":1302.989,"endTime":1306.379,"body":"get connected for some reason or"},{"speaker":"Ben Barrick","startTime":1306.379,"endTime":1312.319,"body":"industry. Not sure why. But if"},{"speaker":"Ben Barrick","startTime":1306.379,"endTime":1312.319,"body":"we listen to how our buyers"},{"speaker":"Ben Barrick","startTime":1312.319,"endTime":1314.569,"body":"actually consume things, how"},{"speaker":"Ben Barrick","startTime":1312.319,"endTime":1314.569,"body":"they actually want to buy"},{"speaker":"Ben Barrick","startTime":1314.569,"endTime":1319.579,"body":"things. I think we're all at a"},{"speaker":"Ben Barrick","startTime":1314.569,"endTime":1319.579,"body":"huge advantage. We see a lot of"},{"speaker":"Ben Barrick","startTime":1319.579,"endTime":1323.239,"body":"companies out there like you can"},{"speaker":"Ben Barrick","startTime":1319.579,"endTime":1323.239,"body":"buy, you can buy roofs online"},{"speaker":"Ben Barrick","startTime":1323.239,"endTime":1326.299,"body":"right now, without a sales guy"},{"speaker":"Ben Barrick","startTime":1323.239,"endTime":1326.299,"body":"ever going to your house. It's"},{"speaker":"Ben Barrick","startTime":1326.299,"endTime":1331.489,"body":"incredible. What people are"},{"speaker":"Ben Barrick","startTime":1326.299,"endTime":1331.489,"body":"doing it, and a lot of"},{"speaker":"Ben Barrick","startTime":1331.489,"endTime":1334.699,"body":"homeowners are doing it. That's"},{"speaker":"Ben Barrick","startTime":1331.489,"endTime":1334.699,"body":"the That's the new buying habits"},{"speaker":"Ben Barrick","startTime":1334.699,"endTime":1344.899,"body":"of consumers. My number number"},{"speaker":"Ben Barrick","startTime":1334.699,"endTime":1344.899,"body":"two to pile on there. And this"},{"speaker":"Ben Barrick","startTime":1344.899,"endTime":1349.699,"body":"is more for the small guy, the"},{"speaker":"Ben Barrick","startTime":1344.899,"endTime":1349.699,"body":"small guy who I love. I love the"},{"speaker":"Ben Barrick","startTime":1349.699,"endTime":1356.089,"body":"small guy, the guy who has to"},{"speaker":"Ben Barrick","startTime":1349.699,"endTime":1356.089,"body":"overcome everything. We talked"},{"speaker":"Ben Barrick","startTime":1356.089,"endTime":1360.079,"body":"so much about growth and"},{"speaker":"Ben Barrick","startTime":1356.089,"endTime":1360.079,"body":"expansion. And we had this hyper"},{"speaker":"Ben Barrick","startTime":1360.079,"endTime":1364.699,"body":"growth stage, you know, those"},{"speaker":"Ben Barrick","startTime":1360.079,"endTime":1364.699,"body":"last couple of years. And I"},{"speaker":"Ben Barrick","startTime":1364.699,"endTime":1369.949,"body":"think the focus traditionally in"},{"speaker":"Ben Barrick","startTime":1364.699,"endTime":1369.949,"body":"construction and contracting is"},{"speaker":"Ben Barrick","startTime":1370.279,"endTime":1374.599,"body":"so much about being the big guy."},{"speaker":"Ben Barrick","startTime":1370.279,"endTime":1374.599,"body":"And by being the big guy, you"},{"speaker":"Ben Barrick","startTime":1374.599,"endTime":1381.289,"body":"have to be everywhere, right?"},{"speaker":"Ben Barrick","startTime":1374.599,"endTime":1381.289,"body":"You have to cover all the"},{"speaker":"Ben Barrick","startTime":1381.289,"endTime":1385.489,"body":"geography. When I thought when I"},{"speaker":"Ben Barrick","startTime":1381.289,"endTime":1385.489,"body":"was in Central Indiana, I'm"},{"speaker":"Ben Barrick","startTime":1385.489,"endTime":1389.149,"body":"going to grow my business, which"},{"speaker":"Ben Barrick","startTime":1385.489,"endTime":1389.149,"body":"means I'm going to expand to six"},{"speaker":"Ben Barrick","startTime":1389.149,"endTime":1394.789,"body":"new counties. Well, turns out,"},{"speaker":"Ben Barrick","startTime":1389.149,"endTime":1394.789,"body":"it's a lot easier to sell 50"},{"speaker":"Ben Barrick","startTime":1394.789,"endTime":1397.699,"body":"More jobs this year, in my own"},{"speaker":"Ben Barrick","startTime":1394.789,"endTime":1397.699,"body":"neighborhoods in my own"},{"speaker":"Ben Barrick","startTime":1397.699,"endTime":1401.179,"body":"community, versus traveling two"},{"speaker":"Ben Barrick","startTime":1397.699,"endTime":1401.179,"body":"hours away each day to sell"},{"speaker":"Ben Barrick","startTime":1401.179,"endTime":1406.129,"body":"those jobs. They get people"},{"speaker":"Ben Barrick","startTime":1401.179,"endTime":1406.129,"body":"really are determined to own"},{"speaker":"Ben Barrick","startTime":1406.129,"endTime":1410.659,"body":"their market, own their"},{"speaker":"Ben Barrick","startTime":1406.129,"endTime":1410.659,"body":"communities. You make so much"},{"speaker":"Ben Barrick","startTime":1410.659,"endTime":1414.469,"body":"more money, you spend so much"},{"speaker":"Ben Barrick","startTime":1410.659,"endTime":1414.469,"body":"less time you want to be the go"},{"speaker":"Ben Barrick","startTime":1414.469,"endTime":1419.389,"body":"to guy when someone has someone"},{"speaker":"Ben Barrick","startTime":1414.469,"endTime":1419.389,"body":"at church says hey, I need a new"},{"speaker":"Ben Barrick","startTime":1419.389,"endTime":1424.939,"body":"roof. You want the Minister to"},{"speaker":"Ben Barrick","startTime":1419.389,"endTime":1424.939,"body":"say Hey, Ben is the Best Roofer"},{"speaker":"Ben Barrick","startTime":1424.939,"endTime":1428.329,"body":"In town you should call him."},{"speaker":"Ben Barrick","startTime":1424.939,"endTime":1428.329,"body":"Like that's what you should"},{"speaker":"Ben Barrick","startTime":1428.329,"endTime":1431.749,"body":"strive for. That's how you grow"},{"speaker":"Ben Barrick","startTime":1428.329,"endTime":1431.749,"body":"your business organically. It's"},{"speaker":"Ben Barrick","startTime":1431.749,"endTime":1434.659,"body":"a lot cheaper to do it, it's a"},{"speaker":"Ben Barrick","startTime":1431.749,"endTime":1434.659,"body":"lot easier to do it it's a lot"},{"speaker":"Ben Barrick","startTime":1434.659,"endTime":1438.589,"body":"more cost effective to do it."},{"speaker":"Ben Barrick","startTime":1434.659,"endTime":1438.589,"body":"But I think sometimes we get"},{"speaker":"Ben Barrick","startTime":1438.589,"endTime":1441.949,"body":"stuck in a mindset where in"},{"speaker":"Ben Barrick","startTime":1438.589,"endTime":1441.949,"body":"order for me to grow my business"},{"speaker":"Ben Barrick","startTime":1443.689,"endTime":1448.609,"body":"I just have I just need more"},{"speaker":"Ben Barrick","startTime":1443.689,"endTime":1448.609,"body":"customers. But a lot of those"},{"speaker":"Ben Barrick","startTime":1448.609,"endTime":1450.529,"body":"customers are in your backyard"},{"speaker":"Ben Barrick","startTime":1448.609,"endTime":1450.529,"body":"already."},{"speaker":"Rick Butler","startTime":1453.17,"endTime":1455.15,"body":"Oh, good stuff,"},{"speaker":"Rick Butler","startTime":1453.17,"endTime":1455.15,"body":"man. Those are such good"},{"speaker":"Rick Butler","startTime":1455.15,"endTime":1458.6,"body":"nuggets. I hope the folks are"},{"speaker":"Rick Butler","startTime":1455.15,"endTime":1458.6,"body":"taking notes and we're gonna you"},{"speaker":"Rick Butler","startTime":1458.6,"endTime":1465.17,"body":"know, just review this. There's"},{"speaker":"Rick Butler","startTime":1458.6,"endTime":1465.17,"body":"been so many good nuggets. I"},{"speaker":"Rick Butler","startTime":1465.17,"endTime":1470.69,"body":"want to I want to go sort of"},{"speaker":"Rick Butler","startTime":1465.17,"endTime":1470.69,"body":"store to start landing the plane"},{"speaker":"Rick Butler","startTime":1470.69,"endTime":1476.78,"body":"here from this aspect. What I'm"},{"speaker":"Rick Butler","startTime":1470.69,"endTime":1476.78,"body":"doing is I'm helping that guy on"},{"speaker":"Rick Butler","startTime":1476.78,"endTime":1482.66,"body":"terms 3060 90 days that blue"},{"speaker":"Rick Butler","startTime":1476.78,"endTime":1482.66,"body":"tape to use trade credit for"},{"speaker":"Rick Butler","startTime":1482.66,"endTime":1486.41,"body":"supplies and materials, whether"},{"speaker":"Rick Butler","startTime":1482.66,"endTime":1486.41,"body":"that's a supplier offering it or"},{"speaker":"Rick Butler","startTime":1486.65,"endTime":1491.42,"body":"a contractor utilizing and"},{"speaker":"Rick Butler","startTime":1486.65,"endTime":1491.42,"body":"leveraging trade credit helped"},{"speaker":"Rick Butler","startTime":1491.42,"endTime":1495.5,"body":"me and a three story elevator"},{"speaker":"Rick Butler","startTime":1491.42,"endTime":1495.5,"body":"pitch not the Empire State"},{"speaker":"Rick Butler","startTime":1495.5,"endTime":1499.28,"body":"Building elevator pitch but the"},{"speaker":"Rick Butler","startTime":1495.5,"endTime":1499.28,"body":"three story elevator pitch which"},{"speaker":"Rick Butler","startTime":1499.28,"endTime":1502.13,"body":"you're doing As you guys are"},{"speaker":"Rick Butler","startTime":1499.28,"endTime":1502.13,"body":"doing it hearth,"},{"speaker":"Ben Barrick","startTime":1502.4,"endTime":1506.75,"body":"we are trying to"},{"speaker":"Ben Barrick","startTime":1502.4,"endTime":1506.75,"body":"make the selling process easier"},{"speaker":"Ben Barrick","startTime":1506.78,"endTime":1511.52,"body":"for contractors. And the hearth"},{"speaker":"Ben Barrick","startTime":1506.78,"endTime":1511.52,"body":"app is going to allow you to"},{"speaker":"Ben Barrick","startTime":1511.55,"endTime":1515.33,"body":"become the most convenient"},{"speaker":"Ben Barrick","startTime":1511.55,"endTime":1515.33,"body":"person to buy from, thus"},{"speaker":"Ben Barrick","startTime":1515.36,"endTime":1519.53,"body":"allowing you to sell more, sell"},{"speaker":"Ben Barrick","startTime":1515.36,"endTime":1519.53,"body":"more often had happier"},{"speaker":"Ben Barrick","startTime":1519.53,"endTime":1521.93,"body":"customers, give them a better"},{"speaker":"Ben Barrick","startTime":1519.53,"endTime":1521.93,"body":"experience."},{"speaker":"Rick Butler","startTime":1523.549,"endTime":1527.179,"body":"How can how can"},{"speaker":"Rick Butler","startTime":1523.549,"endTime":1527.179,"body":"folks get in touch with you and"},{"speaker":"Rick Butler","startTime":1527.209,"endTime":1530.179,"body":"you possibly help them or point"},{"speaker":"Rick Butler","startTime":1527.209,"endTime":1530.179,"body":"them in the right direction?"},{"speaker":"Ben Barrick","startTime":1530.779,"endTime":1532.729,"body":"Yeah, reach out,"},{"speaker":"Ben Barrick","startTime":1530.779,"endTime":1532.729,"body":"reach out to me on LinkedIn,"},{"speaker":"Ben Barrick","startTime":1532.729,"endTime":1535.219,"body":"reach out to us at heart. If you"},{"speaker":"Ben Barrick","startTime":1532.729,"endTime":1535.219,"body":"want to learn more about that as"},{"speaker":"Ben Barrick","startTime":1535.219,"endTime":1535.459,"body":"well."},{"speaker":"Rick Butler","startTime":1536.18,"endTime":1538.13,"body":"You don't know how"},{"speaker":"Rick Butler","startTime":1536.18,"endTime":1538.13,"body":"much I appreciate your time"},{"speaker":"Rick Butler","startTime":1538.13,"endTime":1541.73,"body":"brother and what I've always"},{"speaker":"Rick Butler","startTime":1538.13,"endTime":1541.73,"body":"learned from you, and I know the"},{"speaker":"Rick Butler","startTime":1541.73,"endTime":1545.69,"body":"folks are gonna, you know, get"},{"speaker":"Rick Butler","startTime":1541.73,"endTime":1545.69,"body":"something so appreciate you,"},{"speaker":"Rick Butler","startTime":1545.69,"endTime":1546.11,"body":"brother."},{"speaker":"Ben Barrick","startTime":1546.38,"endTime":1548.27,"body":"Yeah, man, I"},{"speaker":"Ben Barrick","startTime":1546.38,"endTime":1548.27,"body":"appreciate you having me here. I"},{"speaker":"Ben Barrick","startTime":1548.3,"endTime":1552.11,"body":"really look forward to hearing"},{"speaker":"Ben Barrick","startTime":1548.3,"endTime":1552.11,"body":"this all across the platforms"},{"speaker":"Ben Barrick","startTime":1552.11,"endTime":1555.65,"body":"here. And I've already liked and"},{"speaker":"Ben Barrick","startTime":1552.11,"endTime":1555.65,"body":"subscribed to you guys. So I"},{"speaker":"Ben Barrick","startTime":1555.65,"endTime":1558.14,"body":"love the podcast. We look"},{"speaker":"Ben Barrick","startTime":1555.65,"endTime":1558.14,"body":"forward to what you guys have in"},{"speaker":"Ben Barrick","startTime":1558.14,"endTime":1559.64,"body":"store ahead of us. Thanks, man."},{"speaker":"Rick Butler","startTime":1560.119,"endTime":1561.499,"body":"You got it,"},{"speaker":"Rick Butler","startTime":1560.119,"endTime":1561.499,"body":"brother. Adios."},{"speaker":"Announcer","startTime":1562.16,"endTime":1564.65,"body":"Thanks for listening."},{"speaker":"Announcer","startTime":1562.16,"endTime":1564.65,"body":"And don't forget to subscribe"},{"speaker":"Announcer","startTime":1564.65,"endTime":1568.1,"body":"for more episodes like this. For"},{"speaker":"Announcer","startTime":1564.65,"endTime":1568.1,"body":"more information on construction"},{"speaker":"Announcer","startTime":1568.1,"endTime":1572.39,"body":"pals podcast and blue tape,"},{"speaker":"Announcer","startTime":1568.1,"endTime":1572.39,"body":"please visit blue tape.com"}]}