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The Small Business Safari
Have you ever sat there and wondered "What am I doing here stuck in the concrete zoo of the corporate world?" Are you itching to get out? Chris Lalomia and his co-host Alan Wyatt traverse the jungle of entrepreneurship. Together they share their stories and help you explore the wild world of SCALING your business. With many years of owning their own small businesses, they love to give insight to the aspiring entrepreneur. So, are you ready to make the jump?
The Small Business Safari
Mastering Mindset: Transforming Negativity into Business Success with Ricky Kalmon
This episode dives into the power of mindset in business, exploring how our thoughts can hinder or help our success. Ricky Kalmon shares practical strategies to overcome self-doubt and foster a positive mindset, emphasizing ongoing personal growth and awareness are keys to achieving your goals.
• Recognizing the importance of mindset in personal and professional growth
• Addressing self-doubt and the common patterns that hinder success
• Strategies to foster positive thinking and challenge negative beliefs
• The transformative role of hypnosis in shifting mindset
• Building strong customer relationships through education and experience
Get Ricky's Book "Leverage your Mindset" at Amazon
Get the App for your Iphone or android "Leverage Your Mindset" By Ricky Kalmon
Official Site: https://rickykalmon.com
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Previous guests on The Small Business Safari include Amy Lyle, Ben Alexander, Joseph Sission, Jonathan Ellis, Brad Dell, Chris Hanks, C.T. Emerson, Chad Brown, Tracy Moore, Wayne Sherger, David Raymond, Paul Redman, Gabby Meteor, Ryan Dement, Barbara Heil Sonneck, Bryan John, Tom Defore, Rusty Clifton, Duane Johns, Beth Miller, Jason Sleeman, Andy Suggs, Chris Michel, Jon Ostenson, Tommy Breedlove, Rocky Lalvani, Amanda Griffey, Spencer Powell, Joe Perrone, David Lupberger, Duane C. Barney, Dave Moerman, Jim Ryerson, Al Mishkoff, Scott Specker, Mike Claudio and more!
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If you loved this episode try these!
• You Should be in the PeopleWare Business Not Just the Software Business | Mark Herschberg
• HR Usually Sucks…but It Doesn’t Have To | Wendy Sellers
• Are Leaders Born or Trained? – Ron Reich
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From the Zoo to Wild is a book for entrepreneurs passionate about home services, looking to move away from corporate jobs. Chris Lalomia, a former executive, shares his path, discoveries, and tools to succeed as a small business owner in home improvement retail. The book provides the mindset, habits, leadership style, and customer-oriented processes necessary to succeed as a small business owner in home services.
new one for me, I have a question.
Speaker 1:I got a question, the whole mindset shift thing. I think everybody knows that they need to think better and they need to be more positive, but at some point the hardest customer to sell is yourself, you know. You know you need to think better. So let's take hypothetically a guy named Chris who is just always negative and you know you need to think better. So let's take hypothetically a guy named chris who is just always negative and, you know, always downer and all that stuff, and he, chris, this hypothetical person knows he needs to think more positively. But how do you believe it?
Speaker 2:welcome to the small business safari where I help guide you to avoid those traps, pitfalls and dangers that lurk when navigating the wild world of small business ownership. I'll share those gold nuggets of information and invite guests to help accelerate your ascent to that mountaintop of success. It's a jungle out there and I want to help you traverse through the levels of owning your own business that can get you bogged down and distract you from hitting your own personal and professional goals. So strap in Adventure Team and let's take a ride through the safari and get you to the mountaintop. Let's get ready to rock this one, alan. We haven't been in the studio for a little while, so we've got to get this one going and finally we have somebody in studio with us.
Speaker 2:Not just us just talking to each other or somebody on Zoom. We're talking to somebody in person, guys, this is amazing.
Speaker 1:And that means more bourbon. That means you actually bring out the good stuff instead of just a crappy maintenance. Bourbon you feed me.
Speaker 2:And we did Shout out to Steve Beach and we're using his bourbon yet again. Beach is the master networker. I don't think anybody in Alpharetta has not heard of this guy. I brought him up just to another person. He came out. So, guys, you guys listen to this episode. We're trying to make some stuff happen. I'll tell you. I got some great feedback just today, before we went into the studio talking about hey, I hear you on this show and I have a few questions. Would you have a minute to talk to me some more about this? I love it. Who is he? He is another remodeler in another state who's trying to figure out how to scale, like I have. So we're starting to figure out.
Speaker 2:Everybody here is listening. We're all trying to get better at what we're doing. Right, we're trying to get up that mountain, trying to figure out how to scale, try to figure out how the safari is supposed to work, and that's why you're here listening, guys. And today we have the big one. We get the one that talks about leveraging your mindset, talking about that mind, those five inches between your brain. We're talking about and I'm going to use a golf reference what's the worst five inches in golf? The ones between your ears. That's right, alan, and I can tell you right now those five inches are absolutely crippling my game. So we're going to get to that at the end. There were so many jokes in there. Oh my God, oh there are. Yeah, we're working clean here, alan, are we now?
Speaker 1:Fucking. All right, let's get back to it, please. You know, what you got me excited about is this guy can hypnotize me and I can break 80. I know that's what I heard.
Speaker 2:That's all I heard. So not only is this guy an author, a well-known speaker, speaks to the Fortune 1, fortune 500, but he actually can talk to us guys who are maybe a little bit on the smaller side, right? Maybe you're sitting there trying to figure out how to crack a million, trying to figure out how to crack 2 million, or maybe you're, like me, sitting there struggling between 5 and 6 million, trying to figure out how I'm going to get to 10. That's where I'm trying to get to. So you've got to unlock your mind. I just had a strategic meeting with my guys talking about how to do this.
Speaker 1:We've got to change our habits, because we can't get. Where we're trying to go Is the strategic meeting and they just sit there and nod their head.
Speaker 2:That was the breakout. Okay, so that's what I do. I try to build them up and tell them our word of the year this year, by the way is dependable. It's expendable, dependable, dependable, thank you, dependable. So, guys, let's get into this. Ricky Kelman is here with us, and this guy not only has a book has an app you can down.
Speaker 3:He's kind of a big deal. He's a big deal, man, and I tell you what doing the research um.
Speaker 1:And here's how did we met him.
Speaker 2:We met him at one of beach and parks over bourbon again, it's just, it really is scary it really is.
Speaker 1:He is the kevin bacon of atlanta. He is a kevin bacon of atlanta. But what a what a great place to meet somebody. There's a fireplace, there's a table that had how many bottles of bourbon like 50 bottles.
Speaker 3:I talk about this. It's funny, it was back in december, I talk about this. By the way, thanks guys, good to see you both. Yeah, like right back at you. Uh, and we had 50 bottles to choose from. And how do you choose from 50 bottles? And, uh, we did, and I've you know, it's interesting. Um, you never know what's going to happen when you meet people, and I think, as an entrepreneur and I think you guys can associate this you just you got to put yourself out there and you got to just take every day like for what it is, and you never know who you might meet and what a difference not only they might make on your life, but you can make on theirs.
Speaker 2:Yeah, you know, one of the things that I think is really interesting I was just relaying this to one of my guys at the office is that you go to work and you grind and grind and grind and you're like come on, man, when am I going to get mine, when am I going to get mine? And then everyone's like you know, I'm just going to take a break, I'm going to go up, maybe hit a few golf balls at the club, do whatever. And you know, what's amazing is when you do something like that and you're not looking for it, then maybe I should just go play more golf. That's what Alan did.
Speaker 1:Well, do you remember when we were driving in? It's like, okay, what are your expectations? Is this just making an appearance and glad, hand a little bit and leave? And you're like, yeah, that's what I'm going to do. And next thing you know, we weren't in it for the long haul. I mean I didn't want to get to it.
Speaker 1:At some point I expected that come and you know you need ubers and there's 300 people in his backyard. Yeah, exactly, the good news is probably the cops. No beach too. Yeah, they were there, they were there, they were, they were all there. But then we meet ricky and I mean you know, and actually you were, normally you're just making small talk and you're trying to be interesting and then you're like I don't know if I want to talk to this person anymore. And you were, you were immediately trying to help us oh which I thought was cool literally.
Speaker 3:I mean, I you know, I know chris, who's chris stone cast head, you know cast ahead. I'm sorry, almost cast ahead. Uh, he was a phenomenal producer and I I'm like you wanted to grow your podcast. I'm like, dude, I got, I know somebody oh yeah, you were like this guy's like guru, you should. You know people have helped me in my life. I want to help. I want to unsolicited. I want to help other people and uh, sorry, Chris, that I butchered the name of your company. It's cast aheadcom.
Speaker 2:Well, I'll tell you, uh and props to you, actually for bringing it up yet again, because that's the first thing you said to us is like hey guys, uh, and you tried to figure out a way to help us. You didn't even talk about yourself. Nope, a way to help us. You didn't even talk about yourself, nope, we, in fact we even asked, and you went. You said no, but you guys are in a podcast. Hey look, before I leave, let me give you my card and let's connect. And then, um, the holidays hit, and just like everything you know, things kind of shut down for a lot of us and didn't go as fast, and the day I was going to contact ricky, he contacts me. I'm like he. He said I'm going to help you. Well, I knew that, though, and he was ready to help.
Speaker 3:So he's not just I'm just, he's a mind reader.
Speaker 2:Yeah, he is a mind reader. I mean, he's already.
Speaker 1:You need way more than you know what you need.
Speaker 2:I have no idea what I need. We all know that.
Speaker 1:Well, we know, but we're back.
Speaker 2:So, Ricky did you just fall out of the, fall out of the cradle, went to school and then bang mindset.
Speaker 3:It's kind of weird. You know, I grew up I grew up in st louis. I was a kid magician, entrepreneur spirit. So if your listeners are entrepreneurs which I know they are, I was just driven by business as a young kid and I loved it. I mean, I magic, being a magician really was like I'm talking like my first gigs were like 12, 13, 14 years old and, oh yeah, I was making like 10 bucks a show. It was pretty cool cool Dude.
Speaker 2:You were making the big bucks. He was making money at 12 bucks.
Speaker 3:Yeah, well, baby it was very cool and and I got really into the magic business. I met a hypnotist, did not believe in hypnosis. Literally I was like what is this stuff set up? And and literally it kind of fell on my lap just building relationships, relationship with somebody. And he said I want to teach you how to do it. And I said why, like why would you teach me? And he literally said because I think you can do something that nobody else has done. And he asked me what would you do? And I said after watching hypnosis for the first time, I said I would probably do the opposite of what everybody else he goes. That's exactly why I want to teach you. How old were you At that time? I was 15. Holy, wow. So I worked on the show for two and a half, give or take three years. My first show I was 18 years old and with doing hypnosis and my first client was Anheuser-Busch. I booked a Christmas party during their holiday party Crazy, I know. So back in the day.
Speaker 2:Yeah, no pressure when. No pressure when we're talking about what was that time period on that one, this was 1987. We're no partying but you're not the seventies where they're probably were breaking out the bourbon and feeding the 18 year old a bunch of bourbon, no, no.
Speaker 3:I, I I didn't tell anybody I was 18. I was wearing a tuxedo, I was trying to look older than I was. I just came in and just took control of the room and did the show. So successful, good thing, good thing. And I had booked a couple that month and they were all successful and I'm like this is what I'm gonna do with my career.
Speaker 3:Went to college, I'm a University of Missouri grad and go Tigers, but I knew I was going to blow this up and so when college was over, I pretty much worked every comedy club in the country 42 weeks a year on the road in my early twenties. But my driven passion was to create programs for corporate events. So I would do everything, from contractor events to trucking, to hospitality, to pharma, to financial it doesn't make a difference. But the show led to okay, that's not what I thought this was. Nobody was being controlled and you didn't make fun of anybody. It was a fun experience and, by the way, look how well these people relaxed and they dispelled their limiting beliefs and they were so present. Oh see, people are like okay, I'm talking now.
Speaker 3:Yeah, and then I started yeah, and then I created programs present, oh, be present. And that's what it all started. I created programs to help people.
Speaker 1:Never mind.
Speaker 3:I didn't pick up what he put down, but I followed.
Speaker 1:He's never present, he's always just off in the future and on the speedboat with the bikinis. That's true, that's right. Big pass go boat. That's right, big pass go boat.
Speaker 3:So let me ask you a question Would you like to sleep better, feel better, have more energy, be more focused, be more present, present, be present.
Speaker 2:Be present.
Speaker 3:Be more driven, be more clear towards your direction or really just put your positive intentions into action. Does any of that resonate with you?
Speaker 1:I'm kind of neutral on that. No, I'm just kidding, so you're comfortable with the status quo, right?
Speaker 2:No, I'd rather just go that one's fine.
Speaker 3:I don't want to make any more money in life.
Speaker 1:I'm just comfortable in the backyard I'm just gonna write it like it on my death yeah, alan says just let me put my jammies on and watch matlock, okay chris, on the other hand. He's in, he's all in. He wants everything better and bigger than everybody else okay which is why I asked you when you autographed the book, and, and, and you. Alan mindset matters more than Chris. He's laughing now, but it's going to piss him off for a long time and I thoroughly enjoy that and I thank you very much.
Speaker 2:I'm laughing on the outside and I'm actually not laughing.
Speaker 1:I get the finger and I'm going to have a flat tire when I go back out to my car.
Speaker 2:I'm going to be packing but I can take out tires, baby, all right. So you never went the corporate route. You said you know I'm going to give this thing a shot. I've never in comedy clubs. It's hard.
Speaker 3:Let's talk about that one. Well, I did it for years.
Speaker 1:He laid down the. Don't you want the. Oh yeah, I do want that.
Speaker 3:So the next part of that is most people know what they want to do.
Speaker 1:This is why I'm here. I keep.
Speaker 3:Chris back, keeping us online.
Speaker 1:That's right.
Speaker 3:The real if you wrap it all up in a bow. Most people know what they want to do. They want to be richer, happier, more productive, whatever spend more time with their family, whatever. I think we know what we want, but sometimes our intentions get clouded by a distraction or we put things in their proper perspective and we don't. You know, we kind of like, we kind of compartmentalize things at times. We forget that we can control our outcomes.
Speaker 3:So my whole career has been based on teaching people how to get out of their own way, how to relax and reduce stress, how to put that intention to action and a plan to create the habit to make it a reality versus I wish I could have done this, I wish I would have done this. You know I could never be as successful as the guy down the street. You know I could never break that. You know if you say to yourself if I, we can never break five mil, we can never break it, well then you're probably right. So move on to something else, because you've already in your head said you can't do it. So your mind hears that and wins to fail based on that belief.
Speaker 1:So you're getting rid of the cancerous self-doubt.
Speaker 3:All right, 1000%, 1000%, and there is a cure, there is a cure, and we always have that remote control.
Speaker 1:All right so you hypnotizing us right now, absolutely.
Speaker 2:No wait to. The cancer over here has a question. So cancer is saying blah, blah, blah, mindset, blah, blah, blah, mindset, blah, blah blah. How do you break through that? Because a lot of us have that right. I mean, most of our thoughts are negative. So how do you break through it?
Speaker 3:Give us a little nugget, it's rewriting the thoughts. I mean, if your programming is always doing the same thing over and over again and you know what you should be doing, what are you doing to change it?
Speaker 1:It's the definition of insanity. Right, I mean age old.
Speaker 3:No, I mean, I think that I think we get very comfortable saying it's too hard. Why start? If it's going to be difficult, if it's going to cause pain in our head, if we assume that we might fail, why start? Because we don't want to fail and nobody likes to feel that pain. So again, I'm going to say it as an entrepreneur an entrepreneur takes a risk, you know, a risk with, with maybe, um, a parachute.
Speaker 2:What is our parachute? Because I didn't feel like I did. I had one. I mean, people have said this all the time and said, well, it's easy to jump when your wife had a good job. I'm like I never thought like that, ever. It never was in my mind. My parachute was I'm going to jump at 37 because I figured if I failed I could go back. And now here I am.
Speaker 1:But you were confident enough where you didn't think you needed a parachute.
Speaker 2:I never.
Speaker 1:No, I didn't think I'm coming out of this plane.
Speaker 2:I don't need a wild. I mean, I jumped and I said, man, I'm rumbling, bumbling, I never thought I was going to stop, but that was naivete, a little bit Right, and a little bit of people call it balls, you know whatever, but hubris, hubris, uh, confidence, ellen, please. Thank you, right. Um, so tell us a little bit about that. Because this parachute? Do you have to have that parachute? Does that help you jump?
Speaker 3:Well, I'm not saying everybody's parachute is going to be different. Everybody's desires are going to be different. Everybody's outcomes are different. Right, I mean, there's no one-size-fits-all here. What I'm saying is that sometimes you have to get really uncomfortable with the uncomfortable you have to release yourself from the familiar to embrace the unfamiliar. Man, he's saying stuff that I need to process and that's not good good to do, but that's okay. I mean, you got to ask yourself questions sometimes everybody.
Speaker 2:We're gonna lose alan here in a minute. He's gone off into a trance. Oh, alan's got the own going on. He's clicking, the fingers are clacking. Next thing he wants he's burning incense on me. I'm like what the hell alan put that away put it away, alan, please.
Speaker 1:No, there's smoke coming out of my head already.
Speaker 2:Yeah, no so. But at a young age you were doing this. You were saying, oh, I'm going to work the comedy. But the idea was I still had a business plan in my head, the saying that I'm going to go do this, so how do you action that and get that moving? Because you're doing one thing to get to another thing and I think for a lot of us we're. I'm doing this to become a handyman.
Speaker 3:I start a knife sharpening business because I want to be a knife sharpener or do you want to be a franchise owner of a knife sharpening business? There we go. Let's change that mind, you know. Or do you want, if you're a handyman, do you want to own the business? You know, do you love the business of construction? And then do you say, well, I'd like to. How do I scale me? Because there's only one me. But can I scale the business?
Speaker 3:You have to step back and actually look at it from the audience point of view, like if I looked at my brand and what my services are, how do I grow that business versus? Do you want to build a lot of houses or do you just want to build one house? Do you want to redo one basement or redo a lot of basements? I mean, I just you know, I'm just thinking about the contractors and out there.
Speaker 3:Just you know, sometimes it's good to step back because so much of what we think about that we unconsciously do, we're not aware of Our patterns, our habits. I mean, you get up in the morning, you do probably the same things every single day. You know, we do the normal things we get dressed, we brush our teeth, we might get our coffee, but are there other things that we do once we get to our desk? Have we created patterns and habits that maybe have served us at one point? But maybe if you step back and you realize, you know what, maybe I shouldn't be doing this type of stuff. Maybe I can hire somebody to do the $10 an hour stuff, because in my business I'm worth more than $10 an hour and if I'm doing $10 an hour stuff you're wasting what you're doing.
Speaker 2:Guys, we are getting absolute gems dropped on us. These are gold nuggets all the way around. Ricky gets to go around and talk to a fortune one, fortune 500 companies and they pay him a lot of money for what you're getting for free right now. So pay attention, don't drive that car to the ditch just yet. Pull over to the side gently and just listen a little bit more. So, ricky, one of the things you said was we have to change our mindset and change our habits.
Speaker 3:That's really hard for us to do Nope, nope. See, you're right. If you say that that's the first thing, it's like you're absolutely right, it's really hard. So my biggest challenge with you now isn't changing the habit, is changing what you're saying.
Speaker 1:You're such a butthead man. I mean, he's been talking about it already, for 20 minutes, but that's okay, cause you're not alone.
Speaker 3:Everybody does this, and I'm going to we're going to talk about golf for a second. I mean, you think you guys are golfers? Oh, ellen's back, all right, hello, you're playing. You're playing a normal course, you're used to, and you're talking to yourself during that, that round. How often have you identified a hole that you haven't even approached yet, already knowing that's going to be a difficult hole? So now you're so worried about where you are on five and you haven't gotten to 15 yet, because you know at five you've got to show up, because if you mess up five, you're already strokes behind now and you're going to have to attack 15. And 15 always gets me Right. So if you, you know, mess up five, you're already strokes behind now and you're going to have to attack 15 always gets me right.
Speaker 3:So if you already now are thinking about something that hasn't even happened yet, you're already sabotaging your success before you even start how about that?
Speaker 2:that's called being present, and that's exactly what we all do. So I've heard this phrase. Let's use golfers and we'll use that metaphor. Back to business. Is that the difference between an amateur golfer and a pro golfer is that when the pro golfer mishits a shot, he doesn't think about that last shot, he doesn't dwell on it, he doesn't think about all the bad things that just happened and all the bad things he goes. The next shot I hit is going to be my next best shot, Absolutely. So how do we do that? How do we in business? Right, and we took a chance. We did something. It didn't work. Now what?
Speaker 3:You know, I've always kind of thought like when I'm doing a speech or a keynote or even a show that I do, whatever I did yesterday, it's done, and now I got to focus on the next one being even better. And if I don't do that, that's then I'm in trouble, because if I stay at the same level of mindset, that well, that was fine, why fix it? Why fix it? If it's not broken, then I'm going to continually do the same material all over again. It's just going to be recycled, and that's not good In business.
Speaker 3:We all know that we have to reinvent ourselves. I'm sorry, you don't have to. You can stay comfortable. If you're comfortable right now, that's fine. I'm not here to tell you that you're wrong, but if you have the mindset not to overplay that word here, but if you have the mindset that I want to grow, I deserve more. I want more. I want to grow my business. I want to grow a better team. I want to reduce burnout. I want to keep my employees happy. Right, I mean that's important, because what's it? What does it cost you to replace an employee? Yeah, I mean, the numbers are staggering.
Speaker 3:It's ridiculous, it's ridiculous, he says, and then it's hard to find somebody, said to set, it's hard to find somebody who you know we're going to fix that mindset for you, ricky, don't worry about that.
Speaker 3:Uh, alan's coming out of the it's hard to find somebody to replace, so-and-so, and now I got to, so I'm just going to keep that one employee because I know. If they're slowing me down, that's fine, but I don't have a time. Well, okay, but do you? You know, let's, let's talk about this. It's a business, it's a for-profit business, right, I mean, we're a for-profit business.
Speaker 2:There's been years where I doubt that, but yes, most of the time I'm trying to go for profit. Alan, Is that right?
Speaker 1:Is that a?
Speaker 2:switch. I'm striving. Yes, there's been years where I've actually been not for profit.
Speaker 3:Right. So you have to. I think you have to remind yourself that you are a for profit business. And is this profitable? And is this going to help me grow my business? And again, it's. I'm going to use this phrase. It's so important. I think, at the end of the day, you don't have to decompress and you don't have to get too philosophical here, but isn't it nice when you hit the pause button at the end of the day?
Speaker 2:So you talk about that in your app and talk about it in your book, I believe, the pause app. What is the pause? Because I don't like to pause. Well, how, how many times between the two of you.
Speaker 3:California have you told each other to do something and it was a command, right? Hey, you need to relax, you need to loosen up, you need to focus better, you need to be more aware, whatever. It's easy for people to say that in life you need to. Well, that's a command and you might agree with what they're saying to you, but is that a solution?
Speaker 1:No, no kind of pisses you off, a hundred percent, it pisses you right off, right.
Speaker 2:Hey, chris, just get away from the business. You need to chill out, you need to chill.
Speaker 3:So if I walked up to you, I got you chill, stressed out, and we were off the air and I could just see on your face if I said you look stressed. That just kind of validates okay. Yeah, I know already, you don't have to tell me You're not a mind reader. I know I'm stressed, but wouldn't it be better if I walked up to you and said hey, listen, the other day I want to tell you something really funny a story and I just completely redirected the whole conversation. I knew you were stressed and I just wanted to just tell you something stupid or funny. Doesn't that reset your mindset at that very moment? It does.
Speaker 2:That's a great pattern interrupt. We talk about that in sales all the time. We did an incredible pattern interrupt.
Speaker 3:Yeah, and I use trigger words, like on the golf course with golfers, I tell them to think we use certain trigger words that completely shift what you're thinking about that moment, like shank.
Speaker 1:That's a trigger word for me. I'll go rocket yeah.
Speaker 3:I'm sure it works really well.
Speaker 2:I could go on for days. Don't shank, oh God, don't suck down, do not, do not hit in the water, do not hit the water, oh God, don't suck down, do not hit in the water, do not hit in the water. And there you do. Because, why? Because you're focused on not hitting it in the water.
Speaker 1:Bob Rotella talks about that in his book.
Speaker 3:Who's this guy? Dr Bob, dr Bob, godfather of Dr Bob's, not on our podcast yet.
Speaker 2:Dr Bob, I got Dr.
Speaker 1:Ricky I got. Dr Ricky has made me a much more mediocre golfer than I deserve to be.
Speaker 3:All right. Well, then you come to me. I'm going to blow it up for you, is that right?
Speaker 1:Well, I heard it, you're going to make me break 80. But yeah, I mean, if you're standing on the tee and you say, don't hit it in the water, you're going to hit it in the water, and so, in other words, you should just pick a specific target, like not just that tree but a leaf on that tree, and it's sort of the aim small, miss, small. You remember the Patriot, yeah, and so the tighter your target, the more likely you're going to hit it in that general direction. It's helped me a ton. Okay, thank you, dr Allen. Hey, thanks for letting me talk, chris, for more than 30 seconds.
Speaker 2:No, that was a good one.
Speaker 1:No, to be honest, the aim small, big, uh, miss small that resonated with you because you like the patriot I do love the patriot. I'm telling you what man. Every year that's an annual one for me, although I have a question I I got a question the whole mindset shift thing. I think everybody knows that they need to think better and they need to be more positive, but at some point the hardest customer to sell is yourself, you know. You know you need to think better. So let's take hypothetically, a guy named chris who is just always negative and, you know, always downer and all that stuff, and he, chris, this hypothetical person, knows he needs to think more positively. But how do you believe it? I mean, what do you? Is there a? Is that where the hypnosis comes in? Well, I think it's.
Speaker 3:It's there are several layers of it, so I don't think hypnosis is the quick fix to anything I'm kind of kidding with that.
Speaker 3:No, no I think it's a great. No, I want to explain that, though, because, yeah, I will have people say to me ricky, just can you just hypnotize me and just snap your fingers and just get rid of all this stuff. You know, whatever I got going on in my life it's a very common thing or quit smoking, or quit vaping, or quit eating or playing. Better, just snap your fingers, just put me under.
Speaker 3:I've seen what you do, and you have to look beyond what this is. It's not what I do, and you both of you kind of alluded to this a few moments ago. You have to realize that you are in control of your thoughts, not me, and the most powerful hypnotist in the world is ourselves. And so, as you dive into my content and everything I do, you start to realize it's not about the session of closing your eyes and breathing in the scripting that I teach you and how to create words and trigger words and little things of redirects. It's all of that, all of that combined together.
Speaker 3:So, for example, when you're in an industry, whether it's contracting, or whether you're in the food industry, the more you're involved in that industry, the better you get at it right. The more people you know. The more people you network, the more people you network with, the more you know about the products, how they're made, where they're sourced. You know everything about it, in fact, from even the wood, the lumber that you use. You already know oh, that's a better supplier. You know that it's going to be more resilient, right?
Speaker 2:He knows that? Wow, that's funny because I was like, yeah, how does he know that? Damn, he's good at this All right, come on everybody, he's good.
Speaker 3:So my question is if you know your business which I know you do do you know yourself as well? And I think it's a deeper dive and there's nothing wrong with taking that pause. We go back to it and realizing and setting some time for yourself. And I'm not talking light a candle and feel this special time and you're going to have this meditation. No, no, no, no. Let's look beyond all that stuff. Sure, those are nice things to get mindful, but I think the more you dive into this and you start to realize it, the more you start talking about it to yourself. And then you start talking about it to other people and when you lead within yourself as an individual and you start to see the small little changes every day, people around you start to notice it that's a great point.
Speaker 2:You know the uh. So there's the pause, and that is is trying to reprogram yourself. You don't have to do it all at once. It's not, it's. It's not. You actually said it. It's not a. Snap your fingers, then bam, you lost 20 pounds. Not snap your fingers and bam, you're 10 million. Snap your fingers and you're shooting under 80. It's.
Speaker 1:I don't know, maybe I can help you with that Close to home on all three of those, chris, all three of those.
Speaker 2:So anyway, hit them off Just 20, huh, I just need to do two at a time, I think, is what I can do, two at each, by the way, so that's an inside joke. And, by the way, so that's an inside joke, um and uh, by the way, uh, the good news is the pa is still living. Um, so that's good. And so the long joke is ricky is that we're checking my a1c because now I'm in the obese category. Oh, officially, that's what she told me. Yeah, I was on. She goes. You know, if you lose 20 pounds, you're 10 pounds, you'll be right on the edge. I'm like that's awesome thank you.
Speaker 1:Your goal is just solidly overweight.
Speaker 2:I just want to be solidly overweight so no, back to ricky uh and talk about the pause, please. Thank you. That story is for another day. I've said it before on the podcast everybody it's a good one, um, but when somebody tells you that for the first time, especially when you work out, you, you do all the things you do you lift some weights?
Speaker 1:You know doctors suck sometimes. I mean, I told you about what my doctor said on the last physical. Yeah, do you think about death much? Sorry, not until now. Thanks a lot. Yeah, I appreciate that.
Speaker 3:Because we're selling packages.
Speaker 1:That's right.
Speaker 3:They're setting you up for the afterlife Anyway.
Speaker 2:They're setting you up for the afterlife. Anyway, ricky is looking I love that Looking at the business opportunity there. That's what Rick is.
Speaker 3:That's my mind. He is always looking for the business, all right, so let's talk. I sleep with a notepad. That's awesome In my head, oh my God, that's awesome.
Speaker 2:All right, we're changing our mindset here, people.
Speaker 3:We're trying, we're changing our mindset here. People were trying to do it little steps at a time, take those little pauses, do those little things. So a couple of things maybe. At the end of the day.
Speaker 3:I mean I love to help people, I really do, and that's kind of how we we met and I was under that philosophy that when I was a young man, somebody helped me in all parts of my life from helping me buy my mentors, help me buy my first car, help me start my first business, help me buy my first car, help me start my first business, help me pick which college to go to, what to do next in life. They didn't spoon feed everything, but they gave me little nuggets that I picked up on and I realized it wasn't. What they were giving is that they were serving and they were helping me. And I'm like you know what I really love doing this. I want to do what I was given at a young age the unsolicited, unbiased, no, no hidden agenda. You know, hey, I just if I could help you out. You know, it just happens.
Speaker 2:So I love that, that you're doing this. So let's go to some of the highlights of your. You know, we've been teaching, we've been preaching, we've been talking, we've been doing all this stuff, stuff. What was the best keynote you ever gave, like the one you just came out there, man, just, I just I wish I knew you were gonna ask me something like that.
Speaker 3:So here's a weird thing, because we want to live in that moment.
Speaker 2:No, no, no, it was that high.
Speaker 3:You came out there, you're like oh, my god, there's two ways I'm gonna answer this. Um, that first gig that I ever did, the first time I ever did a hypnosis show I I remember it like it was yesterday. I actually found the picture of that first event. It wasn't the first paid event, which was Anheuser-Busch, it was a free event that I did and walking out of there that day was the best event ever I ever did. Now it's kind of mediocre compared to what I've done now, but I've learned so much, but it was euphoric, it was, and I walked out of there going this is a freaking business and I love doing it and I'll never work the rest of my life. Literally I will. This will be a business I won't have to work, if you know what I'm leading into. Yeah, a hundred percent.
Speaker 3:So good thing that happened, cause if it would have sucked, I don't know what I'd be doing right now, but I know I'd be doing something adventurous. So, going back to the, the best, the best game was that that it worked. And I just knew, and I looked at this as a business, not as a. I never looked at what I'm doing is for fame, you know, although it is more you do people, more people know you, but I never looked at trying to be famous, but the more you know anyway. So now my goal is, and ever since then, is always, to walk off stage with the best gig, like when I walk off, that was the best one ever.
Speaker 3:Right now, that's not always true. You know that I've had some events that you know. Maybe I wasn't on point or maybe whatever it was, maybe the audience wasn't getting a vibe and I took. I had to work a little bit harder, so it was harder for me to pull them in. And that happens if they don't know you and they don't care and like who's this guy? And I'm going to be spending an hour listening to him and my job is right now to win them over as quickly as possible, because I want to show you I have value and your time watching for the next hour is going to be worth it.
Speaker 2:You have to work a little bit harder on those areas. You hit on something, I think, for a lot of us who are not. We are not presenters, we are not people who are out there doing show gigs. Our audience, basically, is out there working with customers every day, or whatever we do, but you hit on the same thing that we have the same problem with is that you're doing a sales pitch, you're in front of somebody, you're not resonating with them and you've got to read that customer and you've got to come around and you've got to figure out how to do that. So when you come off and you go, eh that was so what do you do?
Speaker 2:How do you change your mindset? Because obviously you have a way better mindset than well. Okay, let's, let's let.
Speaker 3:Okay, let's, let's. Let's use an example. So let's say you go in, you present to a client, give me a scenario, Give me, give me some of the so so it resonates with your audience.
Speaker 2:Yeah, so you know, I get the 10 step sales process. I go in there to kill on the bathroom. Right guys? I'm in there talking to them about a bathroom. I got the husband, I got the wife. There we're talking. I think I figured out, think I got heads nod and I'm ready to go and I'm going to put this all together and I'm going to get them that bid back and I lost it.
Speaker 3:Okay, I'm like I I thought I had, I thought I had the whole thing, so, okay, um, I was euphoric. Well, first of all, I love your industry because in my I guess, a kid in the candy store, when it comes to construction and housing and and remodeling, this is kind of like in my head all the time. I do think. I look at houses, sometimes going, oh, I would change this, I would change that, so you're a. Diy guy.
Speaker 2:I am, good I am, and I'll tell you what we just got done training my guys on this morning is how to handle your caulk boys. And so what we did is I had my operation manager go up there and he worked it clean and I got in there and I got everything they remembered. And that's right, because caulk comes in all different kinds of sizes, different colors, different things and you have to treat your caulk different every time and you've got to always put your caulk in that right crack. You never put it in a hole, Always a crack. All right, that's what we do and that's how my guys remember things.
Speaker 1:That's what I got to deal with.
Speaker 3:All right, let probably go back to them, because I'm in the customer service business at the end of the day, and if I'm working with a corporate client or whatever it may be, if I lost an event for some reason or a client, uh, I'd want to let them know that I'm there for them in the future and that that's an important thing. If they ever changed their mind and if you haven't, you have any issues.
Speaker 1:So you're not slashing tires?
Speaker 3:No, no, I'm not, because maybe it just wasn't the right fit or maybe something, maybe my style wasn't for them, but but letting them know that this was a great connection and that you know I'm there for you and I want to serve you and I want to help you out versus going. I put all this time, I put all this energy, I bidded everything out. You know I'm going with that and your head now you're mad. You know, to me that doesn't fuel your business. So again, that's a change of reality. Of that you got to get in the solutions business and the solution is making this over here.
Speaker 3:People I have heard stories about I have a friend okay, this true story, true story. I have a lot of friends. But yes, I have a friend that's going through remodel right now. I'm not just throwing this out. Different kind of friend okay, going through remodel. He has fired two contractors Okay, the one that he's using now. He said I just feel like they really do care. They really care. You know it's like they're checking in. Is everything done? You know every little layer now is being double checked on everything and he feels like they're invested in making me happy because they know that if my friend's saying this, they know if I'm happy. I'm going to tell my friends about my experience because in business, regardless of what you're selling, you want to create walking billboards.
Speaker 2:Love that one because we talked about this. You know 42% of my business comes from repeat clients. The good thing about my business is because we get to do so many different things. The hard part about my business is that we do so many different things and to deliver that same customer experience every time does take a mind shift.
Speaker 2:Uh, mindset shift, so that did you say mind shits, I did was thinking okay, I get hypnotized and just like, click, click, click around your mindset. I know I do, but uh, but ricky, hit on on those points. I think that's. That's the stuff that's crazy, because when you think you kill it and you don't, you know what you do you kill them back with kindness, because a lot of people which we've heard is that they lose, you lost job. But what we do know is that 60% of the people you lost, 40% of them, didn't do anything. So you get a chance to go back and rewind them. Think about that one for a minute, change your mind.
Speaker 1:It's starting to sound like Yogi Berra. What's that?
Speaker 3:Who is that?
Speaker 1:The Yankees guy. I'm just kidding. Oh, I love it. Hey, don't do that to Alan. 90% is half mental. That's the kind of numbers you were given just now.
Speaker 2:That was it, though the 40% is. So you win 40% of your job. 60% don't go right, uh-huh, only 20% of them actually did the job. 40% are still sitting there going, eh, decided not to do it. So then you slash their tires. Well, so, so then you slash their tires. Well, so now I actually because I heard this one, I stopped slashing tires. I just do, I just, I just nick them and take out a few mailboxes, but that's a different story I got that kind of little reminder kind of love.
Speaker 2:Note I got a lot of friends. Ricky, I got a lot of friends, what's the biggest lewis? You know what I'm saying?
Speaker 3:that's talking about. Okay, I think the biggest objection in your business is what's? What's the biggest hurdle? Price, okay, of course it is. Uh, but in in the world of making the right decision, what? What I think when you present to people, it's you shouldn't be thinking about. If price wasn't an, if price had nothing to do with is, am I the right choice? Right? So if you can create a mindset that get them to stop thinking about how much they're spending and get them thinking about what they're getting versus selling something, you're offering solutions.
Speaker 1:Talk about value versus price Absolutely we talk about that quite a bit, and we do talk about that a lot, and I think you have to be somewhat in the ballpark. But, chris, don't you think if you're within 10%, 15%, but you're just presenting better and they feel more comfortable with you, you're going to get the job?
Speaker 2:100, I do. Yeah, back to my yoki barry math. I I think so.
Speaker 1:Yes, um, but yeah, I mean, if you're close I think you got 60 percent of the time works, 100 of the time it's, definitely it was.
Speaker 2:Yeah. Can we get back to ricky please?
Speaker 1:no, we're. I'm asking you seriously.
Speaker 2:So seriously, I would say, if you're 10% to 15% in the ballpark, we can usually win. Because of our reputation, our process and what we do, because we do know, so it goes back.
Speaker 1:So I mean, my opinion is I mean because some people will come in and just throw a ridiculous number, Right, but the bottom line, when you say people are price conscious, they just don't want to be screwed. I think that's.
Speaker 3:I think it's twofold there.
Speaker 2:Yeah, I want to hear more about, because this is where you guys help me more, because I have a perspective, but I've been doing this for 16 years.
Speaker 3:Okay, so I'll give you a personal story. Okay, I found 15 years ago we had to have our floors redone. I went with the lowest but it was. I was in the road all the time I looked at the bids. I wasn't paying attention. Hardwood floors just re. You know re sanded, restained and you know, clear coat on top right, clear coat.
Speaker 2:But no, you did, you, you did, you did sand it down, stain. Stain and then two pots of poly.
Speaker 3:Poly, pots of poly, right, exactly. So we had several bids. I'm traveling all the time, I looked at it on the road and I'm like, just that's fine, go with that bid. All right, I didn't really. I wasn't there, I didn't meet anybody and I never met the contractors. Okay, because I was traveling a lot. Okay, not that my wife made a bad decision. I'm the one who made the decision. At the end of the day, she asked me what to do. She said you make the decision. You know you knew more about this area than I do at the time and, uh, I went with the cheaper bid and we had problems later on. I should have been a little bit not focused on price and should have asked for more references. I should have asked to talk to each contractor.
Speaker 2:I think about what I made, the mistake I made, and I would tell you I think the contractor is the one who made the mistake, and that's what I would tell everybody here is that we're all in the sales business A lot of everybody here talking about this whether you're contracting, whether you're trying to scale a business, it's your job to educate your customer, to have them be educated before you get that sale, because if I got you educated, you would have went my God, I have to go with you because you're going to take care of it, because I would have said, ricky, what's the most important thing to you? Well, you're putting my wife out for a week because you got to redo my floors. I'm traveling all the time, I don't care, but you can't have her do that. Okay, that's an important thing. Ricky, let me understand a little.
Speaker 2:I'm flipping that around and when you start hitting their pain points and start doing that, you sold your value proposition. Then you would have gone for me, not even 10% to 15%. He would have paid me easily 50% more. He would have if I had a chance to talk to him, but I never had a chance. That's the hard thing about a zero-leg sale or a one-leg sale. We do them at my company, a lot of home service companies say I will not do it without two legs, all decision makers being there. But when you're on the roll and you're doing, it Is that a little inside baseball.
Speaker 1:One leg sale, two leg sale.
Speaker 2:Yeah. So one leg is I have one decision maker there. Two leg is I have both decision makers there. So now I have the stool, so now I'm there with the two and I can get a decision at the point when they're ready to make that rock and roll happen let's go, I'm ready to roll, come on now.
Speaker 3:Let's go steal something. I'm going to give you a nugget here Regardless of what you're selling whether you're fixing a bathroom, remodeling something, building a house you are creating an experience for the customer and you have to remind yourself. They're going to be living with that after you're gone, in their head. They're going to be thinking about you and you're not in the room. So when you leave a job, when you leave a customer, think about what's being said about you when you're not in the room, because most decisions, reactions, conclusions, feelings and emotions about you in sales are made about you, not face-to-face.
Speaker 2:Ooh, there's a big gold nugget man. We're coming to the end of this thing. We got so much more to unpack. So, ricky, you've got your book, but you also have an app. I have my book.
Speaker 3:My first book, leverage your Mindset, is supported by a mobile app. Now the book can be bought on Amazon Leverage your mindset. You can look it up and you'll notice that the next book is already out and pre-orders are available.
Speaker 2:It releases April 8th. It's leverage your mindset for golfers. Oh wait, everybody, we're hanging out.
Speaker 3:We're going to do a whole hang on, now I'm going to show golfers how to, how to literally get out of your own way and and and have enjoy the game you love playing and not be frustrated with the inner voice that holds you back. Now you did say the mobile app. You can download my mobile app, which is a support product to everything I do. I can teach you all these different cool things within the app, from just simple, just relaxing or sleeping better, playing better sports, growing your business confidence. So I downloaded the app, alan. I've been listening to it, I have to say as soon relaxing or sleeping better, playing better sports, growing your business confidence.
Speaker 2:So I downloaded the app, alan. I've been listening to it, I have to say, as soon as it came on it was very calming, soothing. And then I get a call from one of my guys, something not going right, and guess what?
Speaker 1:ready. Chris went right back to work.
Speaker 2:You know what? As the hulk says the answer is always stay mad.
Speaker 1:I mean, I cannot wait for the golf book, because my mindset is you suck, you suck. Why do you suck so much? Quit sucking, it's just pretty much every variation of suck you can think of.
Speaker 2:All right. So, ricky, here's one in golf, so I hit a long putt. It goes in, okay. What should I say to?
Speaker 1:myself. You didn't suck so much that time.
Speaker 3:Thank you, I I've been saying I would just go on to the next hole. You wouldn't go.
Speaker 2:Huh, I'd celebrate it for a second. Good job, you don't go. Oh my god, I just got so lucky there, I can't.
Speaker 3:No, that's not luck, it's talent it's, it's skills, it's mechanics, it's everything I would. I would celebrate the moment hey, that's great. But I wouldn't stay. If you're still playing, if you still got more, you know holes ahead. I wouldn't focus too much on jumping up and down, I would just okay, move on, go to the next one no, I usually go.
Speaker 2:I can't believe that went in. I think it must have hit a rocket. Actually, did I hit a pebble there?
Speaker 1:I must have hit somebody's divot, says the guy who celebrated like I don't know what when he won an 80 parlay in vegas all right, do we want to talk about that one for a minute?
Speaker 2:just a second killer bro, I know, I had Saquon but everybody else in the casino thought that you probably won $10,000 or something. You won $81.20.
Speaker 1:I put a $40 bet down.
Speaker 2:I'm at the Fountain Blue out in Las Vegas. These guys are all laying down thousands, probably tens of thousands. I put a $20 dollar sell at a parlay. That's big flipping money for me, right do? I come out there? I hit the parlay, I hit it. I run up and down the fountain blue, those guys all like high five in the whole casino. Right casino was up. I've hit everybody. I'm like, because you know what, I just won 81 of that parlay bro it was a huge one.
Speaker 3:I can't. I'm with you. It makes a big difference.
Speaker 2:It's like you know, I thought this kid, he's like oh man, this guy's going to hire a roller sector there in a minute Cause he just hit something big and he did $81. All right, so back to the golf thing. You, you do work with people, so let's talk about that. You, you're. You're working with PGA professionals, you're working with the high dogs.
Speaker 3:If you're a golfer and you're committed and you are really into your game and you want to lower your. If you already know the mechanics I'm not a golfer, I'll tell people. I play once a year, maybe that's it. So that's the cool part. I'm not there to work on your mechanics. I'm not there to figure out what you're doing wrong in your game. I'm there for that space between your ears.
Speaker 2:Oh, that's it. Hang on, Devu. Do you do Tell me how a guy who doesn't even play, but once a year, is going to tell me how to?
Speaker 3:play better. I'm not, I'm not there to play, to talk about anything on the mechanics part, but the biggest challenge golfers have, biggest challenge is that internal voice We've talked about so you could just strike through golf on the title and put tennis or hockey.
Speaker 3:Those will be future books. Oh geez, and I'm not trying, and I'm not, I'm not trying to, I'm not trying to keep a secret here. I'd like I tell people like don't, you're not, you're not hiring me as a golf pro, you're hiring me as a mindset pro. So if you need help with your mechanics, then do not come back to me. After you got into a golf pro, and so that's where we dive into it. After you got into a golf pro, and so that's where we dive into it's literally how do you? Because even at the top of the show we talked about these pro golfers what are they thinking about? How are they reacting? What is going through their mindset as they do something? And we've all seen this on all these different golf channels and all these different tournaments where a pro does something like I can't believe they did that but they get out of it quick.
Speaker 2:You never see them react to it. Oh, that's my favorite line, right. So I've been to augusta, went to the masters humble brag, thank you. I'll do it some more. But I've been out there and uh, and no shit, jason day skulls. One hits it over the uh green right and it was on four. Guy next to me goes, I could do that. So we pair out the balls right in front of us. He comes up, he's got a short putt, a short chip to get back on the green. This thing is like laser fast going off the green and he sticks it within one foot and I look over at that guy and go could you do?
Speaker 3:that. No, that's those guys Exactly Because in their head, doesn't matter where the ball goes. They're already thinking about where they're going to go next. They're not thinking about what they did and how bad it was, or their embarrassment or how people are judging them. Because, think about it, when you're playing golf here's another nugget when you're out there playing with your friends and you're in a competitive and a foursome, when you're standing above the ball and you're getting ready to tee off and you think you're nervous a little bit because people are watching you. Why are you nervous? By the way, they are not thinking about you, that's true. Other golfers standing watching you getting ready to tee off are really not thinking about you and your game right now, alan. They're thinking about themselves. Think about that. So get that out of your head.
Speaker 2:How about that? They're not even looking at your great swing and your smooth fluid. It still pisses you off. I've got a nice swing. He does. Alan has a really nice swing.
Speaker 3:You might be watching, but are they thinking about you? I think Chris is.
Speaker 2:No, I am now. Yeah, no, actually we're going to go out and play and I'm going to pop some tires. So, ricky, this has been amazing. How can everybody find you?
Speaker 3:Let's get that out there, so everything's tagged with my name. If you want to go to your app store and download my app today whether it's iOS or an Android device, I do not discriminate you can go and search the title Ricky Kalman, go to Amazon or wherever books are sold online, and look up my name, ricky Kalman.
Speaker 2:And there you have it. And if you want to go to my website, guess what it is Ricky Kalman. Oh my God, he's a hypnotist, alan, he's got you already trained. You came out of the incense tent. You've been saying all the stuff he's been thinking the whole time.
Speaker 3:And it is K-A-L-M-O-N.
Speaker 1:R-I-C-K-Y-K-A-L-M-O-N. So how go back into the podcast. But I mean real quick, what? How do they?
Speaker 3:you might want to use it just for a reset. You might want to use it for relaxation, stress, focus, concentration, self-confidence. Maybe you have a challenge in your life right now and you need some help overcoming the challenge.
Speaker 1:It's not therapy. I'm not preaching categories or something.
Speaker 3:Exactly. There's a whole slew of different mindset programs and audio programs that used to be CDs and then we reconverted them now to audio and everything, and we every so. My first programs were back on cassettes, then CDs, then flash drives and downloads, and now we're eight tracks. You know eight tracks, and I did not have an eight track. Oh come on now. Hey, can I play it on my Blu-ray?
Speaker 2:Yeah, my first car was a 74 cutlass supreme and my aunt gave it to me. Yeah, that was uh my gift when I was in michigan that probably had a passage.
Speaker 3:Did it have an?
Speaker 2:8-track player. It uh did not.
Speaker 3:Uh, she just had the radio and then I had the insert, but I had the white pleather. Yeah, I had white leather, and then I had that insert to convert it to a cassette player. So if, if, you had an 8-track, player back in the 70s you had an insert you can stick into the 8-track player and then play cassettes. And I used to listen to Zig Ziglar on that thing.
Speaker 1:I listened to BTO on mine, oh really, and I was listening to.
Speaker 2:Ricky Squire Stroke band, stroke band. See, nobody's listening now, so we can just keep rolling Cass. See, nobody's listening now, so we can just keep rolling Cassette tapes. So how many mix tapes did you make off the radio?
Speaker 3:Oh gosh, I don't even know. I mean, yes, you're right, we probably did a lot. We did a lot, and I still have a hundred left of my cassettes when I made in the 90s.
Speaker 1:Oh, that's fantastic.
Speaker 2:And we have a box of a hundred still so remember when you had the radio playing and you had your cassette next to it and we had the riff in Detroit. Follow me, chris, come on now and the riff would play.
Speaker 3:It was hey it's a riff.
Speaker 2:We're going to play this and now we go record. Yeah, I made my big tape off the riff, of course. Of course. All right, wind up. No man, nobody's listening anymore. We gotta keep going on. You know what? Top five percent. I know every word. Hey, everybody, if you didn't learn something today, change your mindset. That's what I'm gonna tell you.
Speaker 1:I usually tell you you need to change your mindset on how long people listen to the show. Well, you know what?
Speaker 2:I don't, I don't care. All right, you don't care, let's do this. You listen. Thank you guys. Don't forget to uh check us out. Man, tell your friends about a small business, saf Safari. If you want to hear from me, chris, at the trusted toolbox, hit me up email. That's the best way to get me, because I got hit up today twice times in one day. People ask me some quick questions. Hey, I'm happy to answer. No problem, man, let's do this thing. Go out there, check us out, tell your friends about us. Just about, let's go make this thing happen. Cheers, everybody, get out of here.
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