{"version":"1.0.0","segments":[{"speaker":"Unknown","startTime":0.24,"endTime":2.97,"body":"We can change the"},{"speaker":"Unknown","startTime":0.24,"endTime":2.97,"body":"things that are broken, we just"},{"speaker":"Unknown","startTime":2.97,"endTime":4.83,"body":"start to think outside the box a"},{"speaker":"Unknown","startTime":2.97,"endTime":4.83,"body":"little bit."},{"speaker":"Unknown","startTime":4.86,"endTime":7.98,"body":"You only learn by doing"},{"speaker":"Unknown","startTime":4.86,"endTime":7.98,"body":"something. 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It's going to be"},{"speaker":"Unknown","startTime":30.45,"endTime":33.39,"body":"changing the industry and"},{"speaker":"Unknown","startTime":30.45,"endTime":33.39,"body":"helping the construction world"},{"speaker":"Unknown","startTime":33.39,"endTime":35.76,"body":"marry up the equipment they want"},{"speaker":"Unknown","startTime":33.39,"endTime":35.76,"body":"to purchase with the people that"},{"speaker":"Unknown","startTime":35.76,"endTime":38.31,"body":"need to use it and they offer"},{"speaker":"Unknown","startTime":35.76,"endTime":38.31,"body":"tremendous value on both sides"},{"speaker":"Unknown","startTime":38.31,"endTime":41.73,"body":"of that equation. Alex Kraft,"},{"speaker":"Unknown","startTime":38.31,"endTime":41.73,"body":"welcome. Glad to have you, man"},{"speaker":"Unknown","startTime":41.82,"endTime":45.03,"body":"more to Skype. I do want to"},{"speaker":"Unknown","startTime":41.82,"endTime":45.03,"body":"laugh at something. 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Do you need anything?"},{"speaker":"Unknown","startTime":327.27,"endTime":331.74,"body":"Customers? Like? No, not right"},{"speaker":"Unknown","startTime":331.74,"endTime":338.76,"body":"now. Okay. And then we would"},{"speaker":"Unknown","startTime":331.74,"endTime":338.76,"body":"leave? Why does this exist?"},{"speaker":"Unknown","startTime":339.15,"endTime":340.2,"body":"Like, why are we doing this?"},{"speaker":"Unknown","startTime":340.23,"endTime":341.55,"body":"That sounds like so much fun."},{"speaker":"Unknown","startTime":343.47,"endTime":347.88,"body":"Right. And it's just the cold"},{"speaker":"Unknown","startTime":343.47,"endTime":347.88,"body":"calling piece. Like, it's not"},{"speaker":"Unknown","startTime":347.88,"endTime":351.9,"body":"valuable for either side. It's a"},{"speaker":"Unknown","startTime":347.88,"endTime":351.9,"body":"waste of a salesman's time, and"},{"speaker":"Unknown","startTime":351.9,"endTime":355.74,"body":"it's always to the customers. 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Having lived the life of a"},{"speaker":"Unknown","startTime":472.11,"endTime":476.28,"body":"salesperson laying, when I talk"},{"speaker":"Unknown","startTime":476.28,"endTime":478.98,"body":"to salespeople, you know, I"},{"speaker":"Unknown","startTime":476.28,"endTime":478.98,"body":"don't have to tell them that,"},{"speaker":"Unknown","startTime":478.98,"endTime":482.07,"body":"hey, I've been doing this, like,"},{"speaker":"Unknown","startTime":478.98,"endTime":482.07,"body":"there's just terminology that I"},{"speaker":"Unknown","startTime":482.07,"endTime":485.61,"body":"use that where they're like, oh,"},{"speaker":"Unknown","startTime":482.07,"endTime":485.61,"body":"okay, he knows what the day to"},{"speaker":"Unknown","startTime":485.61,"endTime":489.18,"body":"day is like, and he knows kind"},{"speaker":"Unknown","startTime":485.61,"endTime":489.18,"body":"of how crazy it is."},{"speaker":"Unknown","startTime":489.24,"endTime":493.8,"body":"That's um, that's a big part of"},{"speaker":"Unknown","startTime":489.24,"endTime":493.8,"body":"what I love about this podcast."},{"speaker":"Unknown","startTime":493.8,"endTime":498.18,"body":"And I'm so glad you said it so"},{"speaker":"Unknown","startTime":493.8,"endTime":498.18,"body":"succinctly. 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And so you had that moment,"},{"speaker":"Unknown","startTime":509.49,"endTime":513.69,"body":"that insight moment, where you"},{"speaker":"Unknown","startTime":513.75,"endTime":517.5,"body":"were, you're like, this is this"},{"speaker":"Unknown","startTime":513.75,"endTime":517.5,"body":"is broken for everyone involved."},{"speaker":"Unknown","startTime":518.04,"endTime":521.85,"body":"And I'm going to have to do"},{"speaker":"Unknown","startTime":518.04,"endTime":521.85,"body":"something radical to fix it. And"},{"speaker":"Unknown","startTime":521.88,"endTime":526.44,"body":"and leading by example showing"},{"speaker":"Unknown","startTime":521.88,"endTime":526.44,"body":"there's we can we can change the"},{"speaker":"Unknown","startTime":526.44,"endTime":529.5,"body":"things that are broken, if we"},{"speaker":"Unknown","startTime":526.44,"endTime":529.5,"body":"just start to think outside the"},{"speaker":"Unknown","startTime":529.5,"endTime":532.47,"body":"box a little bit. And those are"},{"speaker":"Unknown","startTime":529.5,"endTime":532.47,"body":"the those those are the stories"},{"speaker":"Unknown","startTime":532.47,"endTime":537.87,"body":"that I think are the real power"},{"speaker":"Unknown","startTime":532.47,"endTime":537.87,"body":"of this podcast is doing things"},{"speaker":"Unknown","startTime":537.87,"endTime":538.5,"body":"differently."},{"speaker":"Unknown","startTime":538.68,"endTime":541.89,"body":"Absolutely. And everybody says"},{"speaker":"Unknown","startTime":538.68,"endTime":541.89,"body":"it thinking outside the box is"},{"speaker":"Unknown","startTime":541.89,"endTime":546.0,"body":"something that's talked about"},{"speaker":"Unknown","startTime":541.89,"endTime":546.0,"body":"all the time. But how it's rare"},{"speaker":"Unknown","startTime":546.0,"endTime":547.11,"body":"that it's actually done."},{"speaker":"Unknown","startTime":547.26,"endTime":549.93,"body":"Yeah, you can't just think"},{"speaker":"Unknown","startTime":547.26,"endTime":549.93,"body":"outside the box, you actually"},{"speaker":"Unknown","startTime":549.93,"endTime":552.99,"body":"have to do something outside the"},{"speaker":"Unknown","startTime":549.93,"endTime":552.99,"body":"box, too. 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If you're"},{"speaker":"Unknown","startTime":566.49,"endTime":568.95,"body":"trying to do something cool,"},{"speaker":"Unknown","startTime":566.49,"endTime":568.95,"body":"that also brings a ton of value"},{"speaker":"Unknown","startTime":568.95,"endTime":572.58,"body":"and changes what the status quo"},{"speaker":"Unknown","startTime":568.95,"endTime":572.58,"body":"as you can't just you can't have"},{"speaker":"Unknown","startTime":572.58,"endTime":576.09,"body":"a great new idea and do the same"},{"speaker":"Unknown","startTime":572.58,"endTime":576.09,"body":"things over and over again. That"},{"speaker":"Unknown","startTime":576.09,"endTime":577.62,"body":"makes makes no sense."},{"speaker":"Unknown","startTime":577.74,"endTime":581.49,"body":"Totally. Absolutely agree. Can"},{"speaker":"Unknown","startTime":577.74,"endTime":581.49,"body":"we talk real quick about just"},{"speaker":"Unknown","startTime":581.49,"endTime":583.68,"body":"like how we get more people"},{"speaker":"Unknown","startTime":581.49,"endTime":583.68,"body":"knowledgeable about the"},{"speaker":"Unknown","startTime":583.68,"endTime":587.34,"body":"construction industry? Obviously"},{"speaker":"Unknown","startTime":583.68,"endTime":587.34,"body":"Aaron, which I think is the king"},{"speaker":"Unknown","startTime":587.34,"endTime":592.44,"body":"of this. It's to me it's gonna"},{"speaker":"Unknown","startTime":587.34,"endTime":592.44,"body":"sound simple, but I just it's"},{"speaker":"Unknown","startTime":592.47,"endTime":595.74,"body":"got to tell the stories. Like I"},{"speaker":"Unknown","startTime":592.47,"endTime":595.74,"body":"think there's tremendous pride"},{"speaker":"Unknown","startTime":595.83,"endTime":601.38,"body":"in what these people do. 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It's like, like I had a"},{"speaker":"Unknown","startTime":619.2,"endTime":621.84,"body":"really young guy, he was a"},{"speaker":"Unknown","startTime":619.2,"endTime":621.84,"body":"really impressive guy from"},{"speaker":"Unknown","startTime":621.84,"endTime":625.77,"body":"American Bridge, John Yates on"},{"speaker":"Unknown","startTime":621.84,"endTime":625.77,"body":"my podcast. He was he was like,"},{"speaker":"Unknown","startTime":625.77,"endTime":629.34,"body":"33 years old, and he was the"},{"speaker":"Unknown","startTime":625.77,"endTime":629.34,"body":"lead person in charge of"},{"speaker":"Unknown","startTime":629.34,"endTime":633.09,"body":"building like a $60 million"},{"speaker":"Unknown","startTime":629.34,"endTime":633.09,"body":"bridge here in St. Pete. Like,"},{"speaker":"Unknown","startTime":633.51,"endTime":638.25,"body":"that's fascinating. 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Whether it's"},{"speaker":"Unknown","startTime":790.35,"endTime":794.25,"body":"service, whether it's sales,"},{"speaker":"Unknown","startTime":790.35,"endTime":794.25,"body":"whether it's entrepreneurship,"},{"speaker":"Unknown","startTime":794.28,"endTime":798.99,"body":"whether it's finance, whether"},{"speaker":"Unknown","startTime":794.28,"endTime":798.99,"body":"it's hard construction, whether"},{"speaker":"Unknown","startTime":798.99,"endTime":801.84,"body":"it's project management, I mean,"},{"speaker":"Unknown","startTime":798.99,"endTime":801.84,"body":"what other industries, can you"},{"speaker":"Unknown","startTime":801.84,"endTime":805.92,"body":"take all of those jobs, all"},{"speaker":"Unknown","startTime":801.84,"endTime":805.92,"body":"those types of jobs, all those"},{"speaker":"Unknown","startTime":805.92,"endTime":809.19,"body":"types of skills, and stay in the"},{"speaker":"Unknown","startTime":805.92,"endTime":809.19,"body":"same business. 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I've"},{"speaker":"Unknown","startTime":881.97,"endTime":884.52,"body":"talked to all kinds of women at"},{"speaker":"Unknown","startTime":881.97,"endTime":884.52,"body":"the conventions we go to and"},{"speaker":"Unknown","startTime":884.52,"endTime":887.43,"body":"hear on the podcast. There's so"},{"speaker":"Unknown","startTime":884.52,"endTime":887.43,"body":"much opportunity in this"},{"speaker":"Unknown","startTime":887.43,"endTime":890.73,"body":"industry for women. It's just"},{"speaker":"Unknown","startTime":887.43,"endTime":890.73,"body":"the outside world doesn't know"},{"speaker":"Unknown","startTime":890.73,"endTime":893.49,"body":"that. And that's our fault in"},{"speaker":"Unknown","startTime":890.73,"endTime":893.49,"body":"the industry. That's our fault."},{"speaker":"Unknown","startTime":893.52,"endTime":896.37,"body":"We are not doing a good job of"},{"speaker":"Unknown","startTime":893.52,"endTime":896.37,"body":"changing that air. 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So transitioning to"},{"speaker":"Unknown","startTime":897.12,"endTime":901.32,"body":"heaven. industry perspective,"},{"speaker":"Unknown","startTime":901.44,"endTime":904.5,"body":"one of our passions at"},{"speaker":"Unknown","startTime":901.44,"endTime":904.5,"body":"mobilization funding in line"},{"speaker":"Unknown","startTime":904.5,"endTime":907.47,"body":"with trying to change the"},{"speaker":"Unknown","startTime":904.5,"endTime":907.47,"body":"narrative, you see so many"},{"speaker":"Unknown","startTime":907.47,"endTime":911.67,"body":"different relationships between"},{"speaker":"Unknown","startTime":907.47,"endTime":911.67,"body":"all the parties, whether it's"},{"speaker":"Unknown","startTime":911.67,"endTime":914.25,"body":"the owner, whether it's the"},{"speaker":"Unknown","startTime":911.67,"endTime":914.25,"body":"developer or the general"},{"speaker":"Unknown","startTime":914.25,"endTime":917.13,"body":"contractor, the prime"},{"speaker":"Unknown","startTime":914.25,"endTime":917.13,"body":"contractor, the subcontractor,"},{"speaker":"Unknown","startTime":917.13,"endTime":920.25,"body":"labor, sub only material"},{"speaker":"Unknown","startTime":917.13,"endTime":920.25,"body":"supplier, everybody has"},{"speaker":"Unknown","startTime":920.25,"endTime":923.76,"body":"channeled themselves into this"},{"speaker":"Unknown","startTime":920.25,"endTime":923.76,"body":"position, you know, and if it"},{"speaker":"Unknown","startTime":923.76,"endTime":925.95,"body":"was a basketball team, and"},{"speaker":"Unknown","startTime":923.76,"endTime":925.95,"body":"everyone was trying to play"},{"speaker":"Unknown","startTime":925.95,"endTime":929.61,"body":"their role, it might work. But"},{"speaker":"Unknown","startTime":925.95,"endTime":929.61,"body":"the reality is, you all have to"},{"speaker":"Unknown","startTime":929.61,"endTime":932.19,"body":"work together, there's really"},{"speaker":"Unknown","startTime":929.61,"endTime":932.19,"body":"only one mission, it's each"},{"speaker":"Unknown","startTime":932.19,"endTime":935.79,"body":"project. And if we hear us GCS"},{"speaker":"Unknown","startTime":932.19,"endTime":935.79,"body":"constantly tell us things like"},{"speaker":"Unknown","startTime":935.82,"endTime":937.8,"body":"it's about performance."},{"speaker":"Unknown","startTime":935.82,"endTime":937.8,"body":"Performance matters the most to"},{"speaker":"Unknown","startTime":937.8,"endTime":940.29,"body":"me, of course, I care about"},{"speaker":"Unknown","startTime":937.8,"endTime":940.29,"body":"price, but performance leads the"},{"speaker":"Unknown","startTime":940.29,"endTime":943.05,"body":"way. And we're talking to"},{"speaker":"Unknown","startTime":940.29,"endTime":943.05,"body":"subcontractors, like GCS only"},{"speaker":"Unknown","startTime":943.05,"endTime":945.36,"body":"care about price, they just want"},{"speaker":"Unknown","startTime":943.05,"endTime":945.36,"body":"the lowest possible price and"},{"speaker":"Unknown","startTime":945.36,"endTime":948.39,"body":"squeeze and hammer us down. If"},{"speaker":"Unknown","startTime":945.36,"endTime":948.39,"body":"that's the if that's what's"},{"speaker":"Unknown","startTime":948.39,"endTime":951.36,"body":"really people's thoughts are and"},{"speaker":"Unknown","startTime":948.39,"endTime":951.36,"body":"but we know that's not true,"},{"speaker":"Unknown","startTime":951.42,"endTime":954.54,"body":"then then now, we are now"},{"speaker":"Unknown","startTime":951.42,"endTime":954.54,"body":"empowered to have to talk about"},{"speaker":"Unknown","startTime":954.54,"endTime":958.23,"body":"that. And if we don't, we're not"},{"speaker":"Unknown","startTime":954.54,"endTime":958.23,"body":"helping anybody. And so that's"},{"speaker":"Unknown","startTime":958.23,"endTime":961.17,"body":"why we're launching this do your"},{"speaker":"Unknown","startTime":958.23,"endTime":961.17,"body":"park campaign. And what I'm"},{"speaker":"Unknown","startTime":961.17,"endTime":964.98,"body":"curious is for you, when you"},{"speaker":"Unknown","startTime":961.17,"endTime":964.98,"body":"thought of here, how do you how"},{"speaker":"Unknown","startTime":964.98,"endTime":969.0,"body":"do you guys position here to fit"},{"speaker":"Unknown","startTime":964.98,"endTime":969.0,"body":"into that same guidance and"},{"speaker":"Unknown","startTime":969.0,"endTime":971.01,"body":"structure when you're speaking"},{"speaker":"Unknown","startTime":969.0,"endTime":971.01,"body":"to all sides?"},{"speaker":"Unknown","startTime":971.13,"endTime":975.33,"body":"Absolutely. And that's the tough"},{"speaker":"Unknown","startTime":971.13,"endTime":975.33,"body":"part about like, the a platform"},{"speaker":"Unknown","startTime":975.33,"endTime":978.12,"body":"or people referred to as a"},{"speaker":"Unknown","startTime":975.33,"endTime":978.12,"body":"marketplace is that you have"},{"speaker":"Unknown","startTime":978.12,"endTime":982.26,"body":"multiple sides. And so I think,"},{"speaker":"Unknown","startTime":978.12,"endTime":982.26,"body":"to like the real power, and what"},{"speaker":"Unknown","startTime":982.26,"endTime":988.05,"body":"you're doing, is you're helping"},{"speaker":"Unknown","startTime":982.26,"endTime":988.05,"body":"educate everyone on just the"},{"speaker":"Unknown","startTime":988.05,"endTime":991.83,"body":"totality of the relationship,"},{"speaker":"Unknown","startTime":988.05,"endTime":991.83,"body":"right? Like, cuz we would get"},{"speaker":"Unknown","startTime":991.83,"endTime":996.3,"body":"into a situation a lot like,"},{"speaker":"Unknown","startTime":991.83,"endTime":996.3,"body":"hey, this customer, the other 75"},{"speaker":"Unknown","startTime":996.3,"endTime":1000.77,"body":"days past invoice for those"},{"speaker":"Unknown","startTime":996.3,"endTime":1000.77,"body":"rentals? Well, we didn't realize"},{"speaker":"Unknown","startTime":1000.77,"endTime":1003.68,"body":"that they're dealing with"},{"speaker":"Unknown","startTime":1000.77,"endTime":1003.68,"body":"materials, and they're dealing"},{"speaker":"Unknown","startTime":1003.68,"endTime":1008.96,"body":"with labor, and like they've got"},{"speaker":"Unknown","startTime":1003.68,"endTime":1008.96,"body":"a tough GC, like, so I love what"},{"speaker":"Unknown","startTime":1008.96,"endTime":1011.3,"body":"you guys are doing with that,"},{"speaker":"Unknown","startTime":1008.96,"endTime":1011.3,"body":"because I think there's a real"},{"speaker":"Unknown","startTime":1011.3,"endTime":1015.62,"body":"educational component to from"},{"speaker":"Unknown","startTime":1011.3,"endTime":1015.62,"body":"our product, what we're trying"},{"speaker":"Unknown","startTime":1015.62,"endTime":1019.22,"body":"to do is just make everything"},{"speaker":"Unknown","startTime":1015.62,"endTime":1019.22,"body":"easier. You know, there's a ton"},{"speaker":"Unknown","startTime":1019.22,"endTime":1025.64,"body":"of effort. Traditionally, that"},{"speaker":"Unknown","startTime":1019.22,"endTime":1025.64,"body":"is required. On both sides,"},{"speaker":"Unknown","startTime":1025.64,"endTime":1027.92,"body":"right, there's a ton of effort,"},{"speaker":"Unknown","startTime":1025.64,"endTime":1027.92,"body":"like we kind of kind of"},{"speaker":"Unknown","startTime":1027.92,"endTime":1031.19,"body":"described like, if you're a"},{"speaker":"Unknown","startTime":1027.92,"endTime":1031.19,"body":"salesperson, I have to drive"},{"speaker":"Unknown","startTime":1031.28,"endTime":1035.36,"body":"here, then here, then here, then"},{"speaker":"Unknown","startTime":1031.28,"endTime":1035.36,"body":"here, I've read some stats the"},{"speaker":"Unknown","startTime":1035.36,"endTime":1038.9,"body":"other day, 97% of business, the"},{"speaker":"Unknown","startTime":1035.36,"endTime":1038.9,"body":"business, phone calls, and"},{"speaker":"Unknown","startTime":1038.9,"endTime":1043.01,"body":"voicemail. And so if you're a"},{"speaker":"Unknown","startTime":1038.9,"endTime":1043.01,"body":"customer, and now you have a"},{"speaker":"Unknown","startTime":1043.01,"endTime":1045.92,"body":"machine down on your job site,"},{"speaker":"Unknown","startTime":1043.01,"endTime":1045.92,"body":"and you got three guys standing"},{"speaker":"Unknown","startTime":1045.92,"endTime":1049.76,"body":"around, all right now I'm in"},{"speaker":"Unknown","startTime":1045.92,"endTime":1049.76,"body":"scramble mode, I gotta go call"},{"speaker":"Unknown","startTime":1049.76,"endTime":1053.39,"body":"this guy voicemail, call this"},{"speaker":"Unknown","startTime":1049.76,"endTime":1053.39,"body":"rep, voicemail. What if I'm a"},{"speaker":"Unknown","startTime":1053.39,"endTime":1057.23,"body":"smaller customer, and I don't"},{"speaker":"Unknown","startTime":1053.39,"endTime":1057.23,"body":"really read a lot of equipment,"},{"speaker":"Unknown","startTime":1057.23,"endTime":1062.06,"body":"or I don't really buy it, who do"},{"speaker":"Unknown","startTime":1057.23,"endTime":1062.06,"body":"I call? You know, and so the"},{"speaker":"Unknown","startTime":1062.06,"endTime":1065.9,"body":"effort is greatly reduced, where"},{"speaker":"Unknown","startTime":1062.06,"endTime":1065.9,"body":"I can just go to one website,"},{"speaker":"Unknown","startTime":1066.08,"endTime":1069.8,"body":"and then now everything's going"},{"speaker":"Unknown","startTime":1066.08,"endTime":1069.8,"body":"to come to me. And now I can"},{"speaker":"Unknown","startTime":1069.8,"endTime":1071.3,"body":"just go back and do my job."},{"speaker":"Unknown","startTime":1071.6,"endTime":1074.93,"body":"Yeah, it's efficiency, it's"},{"speaker":"Unknown","startTime":1071.6,"endTime":1074.93,"body":"time. And the other thing that"},{"speaker":"Unknown","startTime":1075.17,"endTime":1079.25,"body":"that I'm hearing is transparency"},{"speaker":"Unknown","startTime":1075.17,"endTime":1079.25,"body":"and greater communication. And"},{"speaker":"Unknown","startTime":1079.25,"endTime":1081.86,"body":"that's such a huge part of what"},{"speaker":"Unknown","startTime":1079.25,"endTime":1081.86,"body":"we've put in our educational"},{"speaker":"Unknown","startTime":1081.86,"endTime":1085.49,"body":"materials regarding GC sub"},{"speaker":"Unknown","startTime":1081.86,"endTime":1085.49,"body":"relationships is it's about"},{"speaker":"Unknown","startTime":1085.49,"endTime":1088.19,"body":"communication, about putting"},{"speaker":"Unknown","startTime":1085.49,"endTime":1088.19,"body":"away those stereotypes and"},{"speaker":"Unknown","startTime":1088.34,"endTime":1092.21,"body":"coming to the conversation with"},{"speaker":"Unknown","startTime":1088.34,"endTime":1092.21,"body":"fresh eyes and communicating"},{"speaker":"Unknown","startTime":1092.21,"endTime":1096.11,"body":"more effectively. I'm curious"},{"speaker":"Unknown","startTime":1092.21,"endTime":1096.11,"body":"because of the role he plays,"},{"speaker":"Unknown","startTime":1096.71,"endTime":1100.13,"body":"kind of in between those two"},{"speaker":"Unknown","startTime":1096.71,"endTime":1100.13,"body":"parties and your own experience"},{"speaker":"Unknown","startTime":1100.16,"endTime":1104.75,"body":"in the construction industry? Do"},{"speaker":"Unknown","startTime":1100.16,"endTime":1104.75,"body":"you have a particular approach"},{"speaker":"Unknown","startTime":1104.81,"endTime":1108.47,"body":"to no to communications and"},{"speaker":"Unknown","startTime":1104.81,"endTime":1108.47,"body":"business that has been working"},{"speaker":"Unknown","startTime":1108.47,"endTime":1111.08,"body":"for you that you could share"},{"speaker":"Unknown","startTime":1108.47,"endTime":1111.08,"body":"with the audience?"},{"speaker":"Unknown","startTime":1111.2,"endTime":1115.82,"body":"Are you familiar with Chris the"},{"speaker":"Unknown","startTime":1111.2,"endTime":1115.82,"body":"Chris Voss No, never split the"},{"speaker":"Unknown","startTime":1115.82,"endTime":1120.26,"body":"difference and always material?"},{"speaker":"Unknown","startTime":1115.82,"endTime":1120.26,"body":"Yeah. Yeah. Like I was, I was"},{"speaker":"Unknown","startTime":1120.26,"endTime":1125.42,"body":"listening to a podcast he was on"},{"speaker":"Unknown","startTime":1120.26,"endTime":1125.42,"body":"the other day, and he put it"},{"speaker":"Unknown","startTime":1125.45,"endTime":1129.14,"body":"upright butcher it a little bit,"},{"speaker":"Unknown","startTime":1125.45,"endTime":1129.14,"body":"but like, what's so crazy is"},{"speaker":"Unknown","startTime":1129.14,"endTime":1133.04,"body":"like, you know, so a lot of"},{"speaker":"Unknown","startTime":1129.14,"endTime":1133.04,"body":"people are like, Well, I'm just"},{"speaker":"Unknown","startTime":1133.04,"endTime":1136.16,"body":"gonna kind of lie to the"},{"speaker":"Unknown","startTime":1133.04,"endTime":1136.16,"body":"customer, as long as I have"},{"speaker":"Unknown","startTime":1136.16,"endTime":1140.12,"body":"enough time that I can sort it"},{"speaker":"Unknown","startTime":1136.16,"endTime":1140.12,"body":"out. Right? Because they're"},{"speaker":"Unknown","startTime":1140.12,"endTime":1144.89,"body":"afraid of just like upfront"},{"speaker":"Unknown","startTime":1140.12,"endTime":1144.89,"body":"being direct. And he's like, you"},{"speaker":"Unknown","startTime":1144.89,"endTime":1148.76,"body":"know, there's so much power in"},{"speaker":"Unknown","startTime":1144.89,"endTime":1148.76,"body":"telling someone the hard truth"},{"speaker":"Unknown","startTime":1148.76,"endTime":1152.15,"body":"from the very beginning. And"},{"speaker":"Unknown","startTime":1148.76,"endTime":1152.15,"body":"that's the only way because I've"},{"speaker":"Unknown","startTime":1152.15,"endTime":1156.14,"body":"seen it firsthand. Where like,"},{"speaker":"Unknown","startTime":1152.15,"endTime":1156.14,"body":"there's pressure to like, tell"},{"speaker":"Unknown","startTime":1156.14,"endTime":1159.8,"body":"people what they want to hear,"},{"speaker":"Unknown","startTime":1156.14,"endTime":1159.8,"body":"and it only works out"},{"speaker":"Unknown","startTime":1159.8,"endTime":1162.02,"body":"negatively. For everyone. In"},{"speaker":"Unknown","startTime":1162.68,"endTime":1165.74,"body":"my experience, I made this"},{"speaker":"Unknown","startTime":1162.68,"endTime":1165.74,"body":"mistake myself, especially early"},{"speaker":"Unknown","startTime":1165.74,"endTime":1168.47,"body":"in sales is you make the mistake"},{"speaker":"Unknown","startTime":1165.74,"endTime":1168.47,"body":"of thinking you're actually good"},{"speaker":"Unknown","startTime":1168.47,"endTime":1171.8,"body":"at telling that lie. Because"},{"speaker":"Unknown","startTime":1168.47,"endTime":1171.8,"body":"you're not. Yeah, I shouldn't"},{"speaker":"Unknown","startTime":1171.8,"endTime":1174.62,"body":"say lying, because they're just"},{"speaker":"Unknown","startTime":1171.8,"endTime":1174.62,"body":"not telling the truth or not"},{"speaker":"Unknown","startTime":1174.62,"endTime":1178.19,"body":"telling the whole truth or just"},{"speaker":"Unknown","startTime":1174.62,"endTime":1178.19,"body":"leaving a important piece out."},{"speaker":"Unknown","startTime":1178.34,"endTime":1180.47,"body":"They don't they might not"},{"speaker":"Unknown","startTime":1178.34,"endTime":1180.47,"body":"necessarily think or know you're"},{"speaker":"Unknown","startTime":1180.47,"endTime":1182.48,"body":"lying, but they know that"},{"speaker":"Unknown","startTime":1180.47,"endTime":1182.48,"body":"something's missing and"},{"speaker":"Unknown","startTime":1182.48,"endTime":1185.12,"body":"something doesn't feel right."},{"speaker":"Unknown","startTime":1182.48,"endTime":1185.12,"body":"And if something doesn't feel"},{"speaker":"Unknown","startTime":1185.12,"endTime":1188.45,"body":"right, they're walking away."},{"speaker":"Unknown","startTime":1185.12,"endTime":1188.45,"body":"Without any of the words you"},{"speaker":"Unknown","startTime":1188.45,"endTime":1191.15,"body":"said they're just walking away"},{"speaker":"Unknown","startTime":1188.45,"endTime":1191.15,"body":"with the feeling of something"},{"speaker":"Unknown","startTime":1191.15,"endTime":1193.7,"body":"didn't feel right. And it's that"},{"speaker":"Unknown","startTime":1191.15,"endTime":1193.7,"body":"feeling of something didn't feel"},{"speaker":"Unknown","startTime":1193.7,"endTime":1196.73,"body":"right that you now have pasted"},{"speaker":"Unknown","startTime":1193.7,"endTime":1196.73,"body":"across your forehead because"},{"speaker":"Unknown","startTime":1196.73,"endTime":1198.59,"body":"you're the person that were"},{"speaker":"Unknown","startTime":1196.73,"endTime":1198.59,"body":"looking at when they had that"},{"speaker":"Unknown","startTime":1198.59,"endTime":1201.41,"body":"feeling that you're going to be"},{"speaker":"Unknown","startTime":1198.59,"endTime":1201.41,"body":"almost nearly impossible for you"},{"speaker":"Unknown","startTime":1201.41,"endTime":1203.6,"body":"to overcome. And it doesn't"},{"speaker":"Unknown","startTime":1201.41,"endTime":1203.6,"body":"matter what sales school you go"},{"speaker":"Unknown","startTime":1203.6,"endTime":1206.54,"body":"to, it doesn't matter what words"},{"speaker":"Unknown","startTime":1203.6,"endTime":1206.54,"body":"you put in order until you can"},{"speaker":"Unknown","startTime":1206.54,"endTime":1209.9,"body":"replace that feeling they have"},{"speaker":"Unknown","startTime":1206.54,"endTime":1209.9,"body":"with a different one, you're"},{"speaker":"Unknown","startTime":1209.9,"endTime":1210.71,"body":"almost done."},{"speaker":"Unknown","startTime":1210.8,"endTime":1216.32,"body":"Totally. It has to be direct,"},{"speaker":"Unknown","startTime":1210.8,"endTime":1216.32,"body":"honest communication. The only"},{"speaker":"Unknown","startTime":1216.32,"endTime":1216.59,"body":"way,"},{"speaker":"Unknown","startTime":1217.01,"endTime":1220.76,"body":"what is there, if there was"},{"speaker":"Unknown","startTime":1217.01,"endTime":1220.76,"body":"something specific that you see"},{"speaker":"Unknown","startTime":1220.85,"endTime":1224.39,"body":"happen on a project or on a"},{"speaker":"Unknown","startTime":1220.85,"endTime":1224.39,"body":"construction site, from all of"},{"speaker":"Unknown","startTime":1224.39,"endTime":1228.59,"body":"your experience, that if you can"},{"speaker":"Unknown","startTime":1224.39,"endTime":1228.59,"body":"say, you know, what, if, if this"},{"speaker":"Unknown","startTime":1228.62,"endTime":1232.1,"body":"particular party or that"},{"speaker":"Unknown","startTime":1228.62,"endTime":1232.1,"body":"particular party, in these"},{"speaker":"Unknown","startTime":1232.1,"endTime":1236.09,"body":"certain meetings, or wherever,"},{"speaker":"Unknown","startTime":1232.1,"endTime":1236.09,"body":"would just do this, everything"},{"speaker":"Unknown","startTime":1236.09,"endTime":1237.14,"body":"would run much smoother?"},{"speaker":"Unknown","startTime":1237.23,"endTime":1240.62,"body":"I'll ask you, because I think"},{"speaker":"Unknown","startTime":1237.23,"endTime":1240.62,"body":"you made a great point in the"},{"speaker":"Unknown","startTime":1240.65,"endTime":1244.46,"body":"beginning, why don't they view"},{"speaker":"Unknown","startTime":1240.65,"endTime":1244.46,"body":"it as, hey, this project,"},{"speaker":"Unknown","startTime":1244.46,"endTime":1248.3,"body":"everybody's on the same team,"},{"speaker":"Unknown","startTime":1244.46,"endTime":1248.3,"body":"because everybody is so focused"},{"speaker":"Unknown","startTime":1248.3,"endTime":1251.72,"body":"on their their part, you know,"},{"speaker":"Unknown","startTime":1248.3,"endTime":1251.72,"body":"cover my own ass kind of"},{"speaker":"Unknown","startTime":1251.84,"endTime":1256.13,"body":"situation, if they could just"},{"speaker":"Unknown","startTime":1251.84,"endTime":1256.13,"body":"come together, like, Hey, we are"},{"speaker":"Unknown","startTime":1256.28,"endTime":1259.94,"body":"that we're an all star team,"},{"speaker":"Unknown","startTime":1256.28,"endTime":1259.94,"body":"right? On this project, if"},{"speaker":"Unknown","startTime":1259.94,"endTime":1262.7,"body":"everybody would, would just"},{"speaker":"Unknown","startTime":1259.94,"endTime":1262.7,"body":"treat it as such, where"},{"speaker":"Unknown","startTime":1262.73,"endTime":1265.58,"body":"basically, they work for the"},{"speaker":"Unknown","startTime":1262.73,"endTime":1265.58,"body":"same company for that project."},{"speaker":"Unknown","startTime":1265.61,"endTime":1269.15,"body":"It makes sense to me that that"},{"speaker":"Unknown","startTime":1265.61,"endTime":1269.15,"body":"would be because what good is"},{"speaker":"Unknown","startTime":1269.15,"endTime":1271.76,"body":"it? If you're one of the subs"},{"speaker":"Unknown","startTime":1269.15,"endTime":1271.76,"body":"and you did your job? And the"},{"speaker":"Unknown","startTime":1271.76,"endTime":1275.42,"body":"other three? Didn't? You know,"},{"speaker":"Unknown","startTime":1271.76,"endTime":1275.42,"body":"you gotta have everybody."},{"speaker":"Unknown","startTime":1275.6,"endTime":1278.45,"body":"Yeah, I mean, I think everybody"},{"speaker":"Unknown","startTime":1275.6,"endTime":1278.45,"body":"that where it starts is"},{"speaker":"Unknown","startTime":1278.45,"endTime":1280.82,"body":"everybody's out for themselves a"},{"speaker":"Unknown","startTime":1278.45,"endTime":1280.82,"body":"little bit, and they're playing"},{"speaker":"Unknown","startTime":1280.82,"endTime":1284.54,"body":"a little bit of defense, the"},{"speaker":"Unknown","startTime":1280.82,"endTime":1284.54,"body":"nature of the world makes them"},{"speaker":"Unknown","startTime":1284.54,"endTime":1287.39,"body":"feel like they're on attack. 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And if"},{"speaker":"Unknown","startTime":1296.72,"endTime":1299.57,"body":"you're if you're communicate"},{"speaker":"Unknown","startTime":1296.72,"endTime":1299.57,"body":"that you can get on this job and"},{"speaker":"Unknown","startTime":1299.57,"endTime":1303.08,"body":"knock it out, and no problem or"},{"speaker":"Unknown","startTime":1299.57,"endTime":1303.08,"body":"per the schedule. But deep down"},{"speaker":"Unknown","startTime":1303.08,"endTime":1305.15,"body":"inside, you know that there's no"},{"speaker":"Unknown","startTime":1303.08,"endTime":1305.15,"body":"way you're going to be able to"},{"speaker":"Unknown","startTime":1305.15,"endTime":1308.0,"body":"put three crews on that job to"},{"speaker":"Unknown","startTime":1305.15,"endTime":1308.0,"body":"meet that schedule, because"},{"speaker":"Unknown","startTime":1308.0,"endTime":1310.25,"body":"there's no way you're going to"},{"speaker":"Unknown","startTime":1308.0,"endTime":1310.25,"body":"be able to make the payroll to"},{"speaker":"Unknown","startTime":1310.25,"endTime":1313.76,"body":"do it, you have to really try to"},{"speaker":"Unknown","startTime":1310.25,"endTime":1313.76,"body":"invoice ahead of the game and do"},{"speaker":"Unknown","startTime":1313.76,"endTime":1317.06,"body":"something else. When you're it's"},{"speaker":"Unknown","startTime":1313.76,"endTime":1317.06,"body":"not your fault that is not"},{"speaker":"Unknown","startTime":1317.06,"endTime":1320.03,"body":"getting it done. But it is your"},{"speaker":"Unknown","startTime":1317.06,"endTime":1320.03,"body":"fault that you are disingenuous,"},{"speaker":"Unknown","startTime":1320.24,"endTime":1321.44,"body":"and it's not going to get done."},{"speaker":"Unknown","startTime":1321.74,"endTime":1325.28,"body":"And it's a snowball running"},{"speaker":"Unknown","startTime":1321.74,"endTime":1325.28,"body":"downhill. That's why you gave"},{"speaker":"Unknown","startTime":1325.28,"endTime":1326.09,"body":"the opportunity"},{"speaker":"Unknown","startTime":1326.09,"endTime":1329.66,"body":"to this, the general contractor"},{"speaker":"Unknown","startTime":1326.09,"endTime":1329.66,"body":"and the other trade partners and"},{"speaker":"Unknown","startTime":1329.66,"endTime":1331.85,"body":"say, hey, look, it's gonna be"},{"speaker":"Unknown","startTime":1329.66,"endTime":1331.85,"body":"hard for me to meet this"},{"speaker":"Unknown","startTime":1331.85,"endTime":1334.97,"body":"schedule, until I can get a"},{"speaker":"Unknown","startTime":1331.85,"endTime":1334.97,"body":"couple 100 grand coming off this"},{"speaker":"Unknown","startTime":1334.97,"endTime":1338.03,"body":"job, or at least you're my first"},{"speaker":"Unknown","startTime":1334.97,"endTime":1338.03,"body":"invoice. And here's the reasons"},{"speaker":"Unknown","startTime":1338.03,"endTime":1342.53,"body":"why you now have empowered them"},{"speaker":"Unknown","startTime":1338.03,"endTime":1342.53,"body":"to help you, right. Whereas if"},{"speaker":"Unknown","startTime":1342.53,"endTime":1345.74,"body":"you don't do that, you really"},{"speaker":"Unknown","startTime":1342.53,"endTime":1345.74,"body":"have no one to blame but"},{"speaker":"Unknown","startTime":1345.74,"endTime":1349.43,"body":"yourself, they may not help you,"},{"speaker":"Unknown","startTime":1345.74,"endTime":1349.43,"body":"no doubt. But if they really"},{"speaker":"Unknown","startTime":1349.43,"endTime":1352.79,"body":"want the project to succeed,"},{"speaker":"Unknown","startTime":1349.43,"endTime":1352.79,"body":"which I know to be true, again,"},{"speaker":"Unknown","startTime":1352.79,"endTime":1358.7,"body":"high 90 99.9% want the project"},{"speaker":"Unknown","startTime":1352.79,"endTime":1358.7,"body":"to succeed, they're gonna have a"},{"speaker":"Unknown","startTime":1358.7,"endTime":1361.94,"body":"vested interest to help you if"},{"speaker":"Unknown","startTime":1358.7,"endTime":1361.94,"body":"you are part of it. Second thing"},{"speaker":"Unknown","startTime":1361.97,"endTime":1364.73,"body":"I would say is the general"},{"speaker":"Unknown","startTime":1361.97,"endTime":1364.73,"body":"contract or the other trade"},{"speaker":"Unknown","startTime":1364.73,"endTime":1368.09,"body":"partners. If someone does step"},{"speaker":"Unknown","startTime":1364.73,"endTime":1368.09,"body":"out to that, meet them where"},{"speaker":"Unknown","startTime":1368.09,"endTime":1371.27,"body":"they are, don't crush them for"},{"speaker":"Unknown","startTime":1368.09,"endTime":1371.27,"body":"all you misrepresented. This is"},{"speaker":"Unknown","startTime":1371.27,"endTime":1374.09,"body":"the reason why don't do this"},{"speaker":"Unknown","startTime":1371.27,"endTime":1374.09,"body":"this bullshit or whatever else"},{"speaker":"Unknown","startTime":1374.09,"endTime":1376.64,"body":"might happen? Don't do that."},{"speaker":"Unknown","startTime":1374.09,"endTime":1376.64,"body":"Really listen to them. And if"},{"speaker":"Unknown","startTime":1376.64,"endTime":1380.96,"body":"there is a way for you to help"},{"speaker":"Unknown","startTime":1376.64,"endTime":1380.96,"body":"them, try, if you can't, then"},{"speaker":"Unknown","startTime":1380.96,"endTime":1383.24,"body":"tell him you can't and why you"},{"speaker":"Unknown","startTime":1380.96,"endTime":1383.24,"body":"can't and then let's make"},{"speaker":"Unknown","startTime":1383.24,"endTime":1386.33,"body":"adjustments to the schedule,"},{"speaker":"Unknown","startTime":1383.24,"endTime":1386.33,"body":"then, who knows? Maybe you can"},{"speaker":"Unknown","startTime":1386.33,"endTime":1388.94,"body":"do something else. It's like,"},{"speaker":"Unknown","startTime":1386.33,"endTime":1388.94,"body":"hey, three weeks, I can meet"},{"speaker":"Unknown","startTime":1388.94,"endTime":1390.74,"body":"that schedule, because I'm"},{"speaker":"Unknown","startTime":1388.94,"endTime":1390.74,"body":"supposed to get paid from"},{"speaker":"Unknown","startTime":1390.74,"endTime":1394.64,"body":"somewhere else, or, um, I can"},{"speaker":"Unknown","startTime":1390.74,"endTime":1394.64,"body":"meet the schedule, I do have a"},{"speaker":"Unknown","startTime":1394.64,"endTime":1397.28,"body":"lending partner. And this is"},{"speaker":"Unknown","startTime":1394.64,"endTime":1397.28,"body":"what it's going to require for"},{"speaker":"Unknown","startTime":1397.28,"endTime":1399.92,"body":"me to get this lending partner"},{"speaker":"Unknown","startTime":1397.28,"endTime":1399.92,"body":"on the job. You know, there's"},{"speaker":"Unknown","startTime":1399.95,"endTime":1402.29,"body":"there's solutions. They're"},{"speaker":"Unknown","startTime":1399.95,"endTime":1402.29,"body":"there. Everyone's trying to fix"},{"speaker":"Unknown","startTime":1402.29,"endTime":1403.28,"body":"a common problem."},{"speaker":"Unknown","startTime":1403.52,"endTime":1408.2,"body":"Here. What's interesting, too,"},{"speaker":"Unknown","startTime":1403.52,"endTime":1408.2,"body":"is when you say, Hey, I messed"},{"speaker":"Unknown","startTime":1408.2,"endTime":1412.64,"body":"up, like, typically is the end"},{"speaker":"Unknown","startTime":1408.2,"endTime":1412.64,"body":"of it. Right? Everyone's always"},{"speaker":"Unknown","startTime":1412.64,"endTime":1415.67,"body":"afraid of like getting yelled"},{"speaker":"Unknown","startTime":1412.64,"endTime":1415.67,"body":"at. And but when people are just"},{"speaker":"Unknown","startTime":1415.67,"endTime":1419.84,"body":"like, hey, my bad, I messed up"},{"speaker":"Unknown","startTime":1415.67,"endTime":1419.84,"body":"like you don't typically take a"},{"speaker":"Unknown","startTime":1419.84,"endTime":1423.23,"body":"10 minute tongue lashing. It's"},{"speaker":"Unknown","startTime":1419.84,"endTime":1423.23,"body":"only that only happens when"},{"speaker":"Unknown","startTime":1423.23,"endTime":1426.29,"body":"somebody is constantly trying to"},{"speaker":"Unknown","startTime":1423.23,"endTime":1426.29,"body":"make excuses for because there's"},{"speaker":"Unknown","startTime":1426.29,"endTime":1427.97,"body":"nothing really to say when"},{"speaker":"Unknown","startTime":1426.29,"endTime":1427.97,"body":"somebody is taking"},{"speaker":"Unknown","startTime":1427.97,"endTime":1431.36,"body":"accountability or something"},{"speaker":"Unknown","startTime":1427.97,"endTime":1431.36,"body":"everybody's doing is focused on"},{"speaker":"Unknown","startTime":1431.39,"endTime":1432.59,"body":"trying to get the solution,"},{"speaker":"Unknown","startTime":1432.8,"endTime":1435.38,"body":"right. And if you're a person"},{"speaker":"Unknown","startTime":1432.8,"endTime":1435.38,"body":"who just whip someone after"},{"speaker":"Unknown","startTime":1435.38,"endTime":1437.51,"body":"they've been honest, and you're"},{"speaker":"Unknown","startTime":1435.38,"endTime":1437.51,"body":"just you're just jerk."},{"speaker":"Unknown","startTime":1438.23,"endTime":1441.47,"body":"Exactly, right, we talked about"},{"speaker":"Unknown","startTime":1438.23,"endTime":1441.47,"body":"that all the time about how it"},{"speaker":"Unknown","startTime":1441.47,"endTime":1445.88,"body":"actually takes an extreme amount"},{"speaker":"Unknown","startTime":1441.47,"endTime":1445.88,"body":"of confidence to be vulnerable"},{"speaker":"Unknown","startTime":1445.88,"endTime":1450.86,"body":"enough to say, Hey, I screwed"},{"speaker":"Unknown","startTime":1445.88,"endTime":1450.86,"body":"this up. And now I need to fix"},{"speaker":"Unknown","startTime":1450.86,"endTime":1454.4,"body":"it. It's interesting because we"},{"speaker":"Unknown","startTime":1450.86,"endTime":1454.4,"body":"just got an email today about a"},{"speaker":"Unknown","startTime":1454.4,"endTime":1457.28,"body":"upcoming webinar in the"},{"speaker":"Unknown","startTime":1454.4,"endTime":1457.28,"body":"construction industry and"},{"speaker":"Unknown","startTime":1457.28,"endTime":1460.25,"body":"everything about it was"},{"speaker":"Unknown","startTime":1457.28,"endTime":1460.25,"body":"contractors play games with the"},{"speaker":"Unknown","startTime":1460.25,"endTime":1463.01,"body":"schedule, here's how you defend"},{"speaker":"Unknown","startTime":1460.25,"endTime":1463.01,"body":"yourself against the games that"},{"speaker":"Unknown","startTime":1463.01,"endTime":1465.38,"body":"contractors play in that with"},{"speaker":"Unknown","startTime":1463.01,"endTime":1465.38,"body":"their schedules and I sent it to"},{"speaker":"Unknown","startTime":1465.38,"endTime":1468.17,"body":"Scott and I said look at the"},{"speaker":"Unknown","startTime":1465.38,"endTime":1468.17,"body":"language in here. Yeah, this is"},{"speaker":"Unknown","startTime":1468.17,"endTime":1472.64,"body":"part of the problem is that we"},{"speaker":"Unknown","startTime":1468.17,"endTime":1472.64,"body":"we position ourselves within the"},{"speaker":"Unknown","startTime":1472.64,"endTime":1476.45,"body":"industry as adversaries"},{"speaker":"Unknown","startTime":1472.64,"endTime":1476.45,"body":"everything we say about each"},{"speaker":"Unknown","startTime":1476.45,"endTime":1479.87,"body":"other is I have to cover my own"},{"speaker":"Unknown","startTime":1476.45,"endTime":1479.87,"body":"ass I can't trust this guy. And"},{"speaker":"Unknown","startTime":1479.87,"endTime":1483.68,"body":"so we've created an industry"},{"speaker":"Unknown","startTime":1479.87,"endTime":1483.68,"body":"wide culture of only protect"},{"speaker":"Unknown","startTime":1483.68,"endTime":1487.13,"body":"myself don't trust anyone else"},{"speaker":"Unknown","startTime":1483.68,"endTime":1487.13,"body":"and it's you have to tear down"},{"speaker":"Unknown","startTime":1487.37,"endTime":1487.7,"body":"on him."},{"speaker":"Unknown","startTime":1487.7,"endTime":1491.03,"body":"You have a great phrase I I'm"},{"speaker":"Unknown","startTime":1487.7,"endTime":1491.03,"body":"surprised you didn't use it. I"},{"speaker":"Unknown","startTime":1491.03,"endTime":1494.45,"body":"was gonna put a bet a million"},{"speaker":"Unknown","startTime":1491.03,"endTime":1494.45,"body":"dollars you're gonna say, but I"},{"speaker":"Unknown","startTime":1494.45,"endTime":1496.82,"body":"use it all the time and one time"},{"speaker":"Unknown","startTime":1494.45,"endTime":1496.82,"body":"on and we were talking something"},{"speaker":"Unknown","startTime":1496.82,"endTime":1499.97,"body":"similar. She's like, this is"},{"speaker":"Unknown","startTime":1496.82,"endTime":1499.97,"body":"punching down like if you punch"},{"speaker":"Unknown","startTime":1500.0,"endTime":1504.14,"body":"down like it's so weak it is."},{"speaker":"Unknown","startTime":1500.0,"endTime":1504.14,"body":"And it's exactly what that is."},{"speaker":"Unknown","startTime":1504.14,"endTime":1508.07,"body":"And so if you really comprehend"},{"speaker":"Unknown","startTime":1504.14,"endTime":1508.07,"body":"yourself, I'm trying to fix"},{"speaker":"Unknown","startTime":1508.1,"endTime":1511.4,"body":"what's already broken or"},{"speaker":"Unknown","startTime":1508.1,"endTime":1511.4,"body":"solution like, it's just a waste"},{"speaker":"Unknown","startTime":1511.4,"endTime":1512.54,"body":"of energy to do that,"},{"speaker":"Unknown","startTime":1512.75,"endTime":1516.14,"body":"I take that philosophy from"},{"speaker":"Unknown","startTime":1512.75,"endTime":1516.14,"body":"stand up comedy actually stand"},{"speaker":"Unknown","startTime":1516.14,"endTime":1518.33,"body":"up comedians have that"},{"speaker":"Unknown","startTime":1516.14,"endTime":1518.33,"body":"philosophy of you don't punch"},{"speaker":"Unknown","startTime":1518.33,"endTime":1522.08,"body":"down. And the idea is that if"},{"speaker":"Unknown","startTime":1518.33,"endTime":1522.08,"body":"you're making a joke, you can"},{"speaker":"Unknown","startTime":1522.08,"endTime":1525.23,"body":"tell any joke you want. As long"},{"speaker":"Unknown","startTime":1522.08,"endTime":1525.23,"body":"as you're not making fun of the"},{"speaker":"Unknown","startTime":1525.23,"endTime":1529.1,"body":"victim in this situation, you're"},{"speaker":"Unknown","startTime":1525.23,"endTime":1529.1,"body":"making fun of the assailant and"},{"speaker":"Unknown","startTime":1529.1,"endTime":1532.34,"body":"the situation making fun of the"},{"speaker":"Unknown","startTime":1529.1,"endTime":1532.34,"body":"person who has more power. No"},{"speaker":"Unknown","startTime":1532.34,"endTime":1535.52,"body":"one wants to believe they're the"},{"speaker":"Unknown","startTime":1532.34,"endTime":1535.52,"body":"schoolyard bully. But we do act"},{"speaker":"Unknown","startTime":1535.52,"endTime":1537.77,"body":"that way in certain situations."},{"speaker":"Unknown","startTime":1535.52,"endTime":1537.77,"body":"And like if you're the general"},{"speaker":"Unknown","startTime":1537.77,"endTime":1540.29,"body":"contractor, and you think your"},{"speaker":"Unknown","startTime":1537.77,"endTime":1540.29,"body":"position with the owner is going"},{"speaker":"Unknown","startTime":1540.29,"endTime":1543.38,"body":"to be jeopardized because of"},{"speaker":"Unknown","startTime":1540.29,"endTime":1543.38,"body":"this subcontractors, actions,"},{"speaker":"Unknown","startTime":1543.47,"endTime":1546.92,"body":"yes, it's easy to fall into that"},{"speaker":"Unknown","startTime":1543.47,"endTime":1546.92,"body":"mentality of tongue lashing,"},{"speaker":"Unknown","startTime":1547.25,"endTime":1550.91,"body":"right? Like you might slip in"},{"speaker":"Unknown","startTime":1547.25,"endTime":1550.91,"body":"that moment. But what's most"},{"speaker":"Unknown","startTime":1550.91,"endTime":1553.76,"body":"important is that if you do you"},{"speaker":"Unknown","startTime":1550.91,"endTime":1553.76,"body":"know, you put on your cowboy"},{"speaker":"Unknown","startTime":1553.76,"endTime":1556.61,"body":"boots, and you walk up and you"},{"speaker":"Unknown","startTime":1553.76,"endTime":1556.61,"body":"say, I'm sorry, you didn't"},{"speaker":"Unknown","startTime":1556.61,"endTime":1559.52,"body":"deserve that, let's solve this"},{"speaker":"Unknown","startTime":1556.61,"endTime":1559.52,"body":"problem. There's nothing in this"},{"speaker":"Unknown","startTime":1559.52,"endTime":1563.39,"body":"world that can't be solved. If"},{"speaker":"Unknown","startTime":1559.52,"endTime":1563.39,"body":"we own our mistakes. And we come"},{"speaker":"Unknown","startTime":1563.39,"endTime":1567.05,"body":"to the table together. Scott had"},{"speaker":"Unknown","startTime":1563.39,"endTime":1567.05,"body":"a LinkedIn comment about GCS and"},{"speaker":"Unknown","startTime":1567.05,"endTime":1569.63,"body":"subs in the relationship. And"},{"speaker":"Unknown","startTime":1567.05,"endTime":1569.63,"body":"someone had a great point about"},{"speaker":"Unknown","startTime":1569.66,"endTime":1573.62,"body":"how they used to sit on the same"},{"speaker":"Unknown","startTime":1569.66,"endTime":1573.62,"body":"side of the table. And now the"},{"speaker":"Unknown","startTime":1573.62,"endTime":1577.22,"body":"GC sits on the owner side table."},{"speaker":"Unknown","startTime":1573.62,"endTime":1577.22,"body":"And I know that that's"},{"speaker":"Unknown","startTime":1577.22,"endTime":1580.91,"body":"metaphorical. But the metaphor"},{"speaker":"Unknown","startTime":1577.22,"endTime":1580.91,"body":"matters in your head, right? If"},{"speaker":"Unknown","startTime":1580.91,"endTime":1584.3,"body":"you believe that you're on"},{"speaker":"Unknown","startTime":1580.91,"endTime":1584.3,"body":"opposite sides of the table, you"},{"speaker":"Unknown","startTime":1584.3,"endTime":1587.66,"body":"will approach every problem from"},{"speaker":"Unknown","startTime":1584.3,"endTime":1587.66,"body":"opposite sides of the table."},{"speaker":"Unknown","startTime":1587.93,"endTime":1591.95,"body":"So as an like somebody who's not"},{"speaker":"Unknown","startTime":1587.93,"endTime":1591.95,"body":"necessarily involved in the GC,"},{"speaker":"Unknown","startTime":1591.95,"endTime":1596.66,"body":"so relationship that much do you"},{"speaker":"Unknown","startTime":1591.95,"endTime":1596.66,"body":"see some GCS now using that as a"},{"speaker":"Unknown","startTime":1596.66,"endTime":1600.71,"body":"differentiator for themselves?"},{"speaker":"Unknown","startTime":1596.66,"endTime":1600.71,"body":"Like, hey, subs like working for"},{"speaker":"Unknown","startTime":1600.71,"endTime":1603.38,"body":"this GC? Because hey, we don't"},{"speaker":"Unknown","startTime":1600.71,"endTime":1603.38,"body":"sit on the same site with the"},{"speaker":"Unknown","startTime":1603.38,"endTime":1608.15,"body":"owner like we're partnering with"},{"speaker":"Unknown","startTime":1603.38,"endTime":1608.15,"body":"subs, or is it more gravitating"},{"speaker":"Unknown","startTime":1608.15,"endTime":1612.29,"body":"towards what autumn had said?"},{"speaker":"Unknown","startTime":1608.15,"endTime":1612.29,"body":"It's a more GCS, right? No,"},{"speaker":"Unknown","startTime":1612.32,"endTime":1613.16,"body":"we're with the money."},{"speaker":"Unknown","startTime":1613.67,"endTime":1616.64,"body":"Yeah, well, I don't think it's"},{"speaker":"Unknown","startTime":1613.67,"endTime":1616.64,"body":"from the premise of necessarily"},{"speaker":"Unknown","startTime":1616.64,"endTime":1620.99,"body":"being adversarial from a GC like"},{"speaker":"Unknown","startTime":1616.64,"endTime":1620.99,"body":"GC, I'm against you, because I'm"},{"speaker":"Unknown","startTime":1620.99,"endTime":1624.65,"body":"the so I think it's more of"},{"speaker":"Unknown","startTime":1620.99,"endTime":1624.65,"body":"them. This is my customer, the"},{"speaker":"Unknown","startTime":1624.65,"endTime":1627.56,"body":"owner or the developer, and I'm"},{"speaker":"Unknown","startTime":1624.65,"endTime":1627.56,"body":"going to try to do the best"},{"speaker":"Unknown","startTime":1627.56,"endTime":1632.15,"body":"service for my owner and"},{"speaker":"Unknown","startTime":1627.56,"endTime":1632.15,"body":"customer. And I have to contract"},{"speaker":"Unknown","startTime":1632.18,"endTime":1635.81,"body":"this scope of work with you"},{"speaker":"Unknown","startTime":1632.18,"endTime":1635.81,"body":"subcontractor said that we're on"},{"speaker":"Unknown","startTime":1635.84,"endTime":1639.29,"body":"opposite sides of an agreement,"},{"speaker":"Unknown","startTime":1635.84,"endTime":1639.29,"body":"a contractual agreement. So"},{"speaker":"Unknown","startTime":1639.29,"endTime":1643.13,"body":"we're on opposing parties, just"},{"speaker":"Unknown","startTime":1639.29,"endTime":1643.13,"body":"by definition, it takes a nuance"},{"speaker":"Unknown","startTime":1643.13,"endTime":1647.21,"body":"to say, okay, despite all that,"},{"speaker":"Unknown","startTime":1643.13,"endTime":1647.21,"body":"though, you're going to help me"},{"speaker":"Unknown","startTime":1647.3,"endTime":1650.63,"body":"give my customer the best"},{"speaker":"Unknown","startTime":1647.3,"endTime":1650.63,"body":"experience that I need to, this"},{"speaker":"Unknown","startTime":1650.63,"endTime":1653.75,"body":"is the experience I want to give"},{"speaker":"Unknown","startTime":1650.63,"endTime":1653.75,"body":"my customer, and what can I do"},{"speaker":"Unknown","startTime":1653.75,"endTime":1657.38,"body":"for you to help you give me the"},{"speaker":"Unknown","startTime":1653.75,"endTime":1657.38,"body":"part that I need from you to"},{"speaker":"Unknown","startTime":1657.38,"endTime":1660.02,"body":"make this experience gray, which"},{"speaker":"Unknown","startTime":1657.38,"endTime":1660.02,"body":"in turn makes your experience"},{"speaker":"Unknown","startTime":1660.02,"endTime":1663.59,"body":"great. If that was the"},{"speaker":"Unknown","startTime":1660.02,"endTime":1663.59,"body":"philosophical thought process"},{"speaker":"Unknown","startTime":1663.59,"endTime":1666.23,"body":"behind it, you could cut through"},{"speaker":"Unknown","startTime":1663.59,"endTime":1666.23,"body":"the fact that you have a"},{"speaker":"Unknown","startTime":1666.23,"endTime":1669.56,"body":"contract and you're on opposing"},{"speaker":"Unknown","startTime":1666.23,"endTime":1669.56,"body":"parties and and I have your"},{"speaker":"Unknown","startTime":1669.56,"endTime":1672.47,"body":"money, and you're going to do"},{"speaker":"Unknown","startTime":1669.56,"endTime":1672.47,"body":"this work. And when I say you"},{"speaker":"Unknown","startTime":1672.47,"endTime":1676.13,"body":"did it good, I can give it to"},{"speaker":"Unknown","startTime":1672.47,"endTime":1676.13,"body":"you, that's there. And you can't"},{"speaker":"Unknown","startTime":1676.13,"endTime":1678.5,"body":"avoid that. Because if you do"},{"speaker":"Unknown","startTime":1676.13,"endTime":1678.5,"body":"have to go do good work, you"},{"speaker":"Unknown","startTime":1678.5,"endTime":1680.66,"body":"have to go perform, you have to"},{"speaker":"Unknown","startTime":1678.5,"endTime":1680.66,"body":"do good work, and then everybody"},{"speaker":"Unknown","startTime":1680.66,"endTime":1683.45,"body":"gets paid. That's what we all"},{"speaker":"Unknown","startTime":1680.66,"endTime":1683.45,"body":"sign up for. By the way, that's"},{"speaker":"Unknown","startTime":1683.45,"endTime":1687.47,"body":"what the GC signs up for to, you"},{"speaker":"Unknown","startTime":1683.45,"endTime":1687.47,"body":"know, the owner, or the owners"},{"speaker":"Unknown","startTime":1687.47,"endTime":1691.91,"body":"financing isn't given any money"},{"speaker":"Unknown","startTime":1687.47,"endTime":1691.91,"body":"away off that job until somebody"},{"speaker":"Unknown","startTime":1691.91,"endTime":1695.78,"body":"does something. So you'd be"},{"speaker":"Unknown","startTime":1691.91,"endTime":1695.78,"body":"lying on the other parties, the"},{"speaker":"Unknown","startTime":1695.78,"endTime":1699.71,"body":"general contractor, project"},{"speaker":"Unknown","startTime":1695.78,"endTime":1699.71,"body":"manager and sub to frame how"},{"speaker":"Unknown","startTime":1699.71,"endTime":1703.28,"body":"they want to communicate and"},{"speaker":"Unknown","startTime":1699.71,"endTime":1703.28,"body":"work and it takes effort, I"},{"speaker":"Unknown","startTime":1703.28,"endTime":1705.86,"body":"think to explain, hey, here's my"},{"speaker":"Unknown","startTime":1703.28,"endTime":1705.86,"body":"goal for this project. Here's"},{"speaker":"Unknown","startTime":1705.86,"endTime":1708.14,"body":"how you can help me I want you"},{"speaker":"Unknown","startTime":1705.86,"endTime":1708.14,"body":"to succeed too. What do you"},{"speaker":"Unknown","startTime":1708.14,"endTime":1711.59,"body":"need, communicate what your"},{"speaker":"Unknown","startTime":1708.14,"endTime":1711.59,"body":"goals are? Don't guess. And the"},{"speaker":"Unknown","startTime":1711.59,"endTime":1714.05,"body":"same thing for the subcontractor"},{"speaker":"Unknown","startTime":1711.59,"endTime":1714.05,"body":"they need to do the same thing"},{"speaker":"Unknown","startTime":1714.05,"endTime":1716.51,"body":"for the GC, tell them what your"},{"speaker":"Unknown","startTime":1714.05,"endTime":1716.51,"body":"expectations are. Tell him what"},{"speaker":"Unknown","startTime":1716.51,"endTime":1719.06,"body":"pisses you off. Tell him Hey,"},{"speaker":"Unknown","startTime":1716.51,"endTime":1719.06,"body":"don't do any of these things."},{"speaker":"Unknown","startTime":1719.06,"endTime":1722.45,"body":"This infuriates me, you know,"},{"speaker":"Unknown","startTime":1719.06,"endTime":1722.45,"body":"and I won't what infuriates you,"},{"speaker":"Unknown","startTime":1722.45,"endTime":1726.14,"body":"I won't do any of those things"},{"speaker":"Unknown","startTime":1722.45,"endTime":1726.14,"body":"and then do it. Right. All"},{"speaker":"Unknown","startTime":1726.14,"endTime":1730.1,"body":"right, Alex, three quick"},{"speaker":"Unknown","startTime":1726.14,"endTime":1730.1,"body":"questions, quick answers. But"},{"speaker":"Unknown","startTime":1730.13,"endTime":1733.85,"body":"take your time whenever you need"},{"speaker":"Unknown","startTime":1730.13,"endTime":1733.85,"body":"a guy. Oh, boy, what is the one"},{"speaker":"Unknown","startTime":1733.85,"endTime":1736.64,"body":"thing that you believe"},{"speaker":"Unknown","startTime":1733.85,"endTime":1736.64,"body":"determines a business's success"},{"speaker":"Unknown","startTime":1736.64,"endTime":1737.33,"body":"or failure?"},{"speaker":"Unknown","startTime":1737.48,"endTime":1740.84,"body":"Failure? There's no one answer"},{"speaker":"Unknown","startTime":1737.48,"endTime":1740.84,"body":"to it. It depends on where you"},{"speaker":"Unknown","startTime":1740.84,"endTime":1746.54,"body":"are in your process for where we"},{"speaker":"Unknown","startTime":1740.84,"endTime":1746.54,"body":"are today. I think the most"},{"speaker":"Unknown","startTime":1746.54,"endTime":1752.81,"body":"important thing is understanding"},{"speaker":"Unknown","startTime":1746.54,"endTime":1752.81,"body":"who you are, who your customers"},{"speaker":"Unknown","startTime":1752.81,"endTime":1758.21,"body":"are. And then what your niches"},{"speaker":"Unknown","startTime":1752.81,"endTime":1758.21,"body":"and we learned that lesson. From"},{"speaker":"Unknown","startTime":1758.21,"endTime":1764.21,"body":"when we started the company, I"},{"speaker":"Unknown","startTime":1758.21,"endTime":1764.21,"body":"think it's natural to seek"},{"speaker":"Unknown","startTime":1764.21,"endTime":1769.07,"body":"validation. Like, you want"},{"speaker":"Unknown","startTime":1764.21,"endTime":1769.07,"body":"people to see your idea. You"},{"speaker":"Unknown","startTime":1769.07,"endTime":1771.62,"body":"want people to be like, Oh,"},{"speaker":"Unknown","startTime":1769.07,"endTime":1771.62,"body":"that's a great idea. Or maybe I"},{"speaker":"Unknown","startTime":1771.62,"endTime":1774.53,"body":"shouldn't say you, I, I thought"},{"speaker":"Unknown","startTime":1771.62,"endTime":1774.53,"body":"like, hey, everybody would"},{"speaker":"Unknown","startTime":1774.53,"endTime":1780.92,"body":"embrace. And it was it's wrong."},{"speaker":"Unknown","startTime":1774.53,"endTime":1780.92,"body":"And so what you what I learned"},{"speaker":"Unknown","startTime":1780.98,"endTime":1785.48,"body":"from researching and learning"},{"speaker":"Unknown","startTime":1780.98,"endTime":1785.48,"body":"about all other companies, is"},{"speaker":"Unknown","startTime":1785.48,"endTime":1791.45,"body":"that they identified like, Hey,"},{"speaker":"Unknown","startTime":1785.48,"endTime":1791.45,"body":"this is the profile of who we"},{"speaker":"Unknown","startTime":1791.45,"endTime":1796.46,"body":"can help. This is the profile of"},{"speaker":"Unknown","startTime":1791.45,"endTime":1796.46,"body":"the customer that the pain point"},{"speaker":"Unknown","startTime":1796.46,"endTime":1799.25,"body":"we're solving. And now let's"},{"speaker":"Unknown","startTime":1796.46,"endTime":1799.25,"body":"just go find more of those"},{"speaker":"Unknown","startTime":1799.25,"endTime":1803.12,"body":"people. because if you don't"},{"speaker":"Unknown","startTime":1799.25,"endTime":1803.12,"body":"have that identity and have that"},{"speaker":"Unknown","startTime":1803.12,"endTime":1806.48,"body":"understanding, then you can't"},{"speaker":"Unknown","startTime":1803.12,"endTime":1806.48,"body":"execute anything. And then you"},{"speaker":"Unknown","startTime":1806.48,"endTime":1810.32,"body":"know, everything else goes hard"},{"speaker":"Unknown","startTime":1806.48,"endTime":1810.32,"body":"work and persistence and grit."},{"speaker":"Unknown","startTime":1810.32,"endTime":1813.83,"body":"I'm a huge believer in all that."},{"speaker":"Unknown","startTime":1810.32,"endTime":1813.83,"body":"But until you identify like,"},{"speaker":"Unknown","startTime":1813.83,"endTime":1816.77,"body":"look, this is who we are, this"},{"speaker":"Unknown","startTime":1813.83,"endTime":1816.77,"body":"is the problem we're solving."},{"speaker":"Unknown","startTime":1816.77,"endTime":1820.13,"body":"And this is the group of"},{"speaker":"Unknown","startTime":1816.77,"endTime":1820.13,"body":"customers. I don't think any of"},{"speaker":"Unknown","startTime":1820.13,"endTime":1821.51,"body":"the other stuff really matters."},{"speaker":"Unknown","startTime":1821.66,"endTime":1824.6,"body":"What you just said is exactly"},{"speaker":"Unknown","startTime":1821.66,"endTime":1824.6,"body":"the answer. I mean, if that is"},{"speaker":"Unknown","startTime":1824.6,"endTime":1826.88,"body":"the one golden nugget to take"},{"speaker":"Unknown","startTime":1824.6,"endTime":1826.88,"body":"out of this, write that in"},{"speaker":"Unknown","startTime":1826.88,"endTime":1830.18,"body":"there. Second question for you."},{"speaker":"Unknown","startTime":1826.88,"endTime":1830.18,"body":"But what advice do you wish you"},{"speaker":"Unknown","startTime":1830.18,"endTime":1831.56,"body":"had at the start of your career"},{"speaker":"Unknown","startTime":1832.82,"endTime":1836.9,"body":"that you learn best by doing so?"},{"speaker":"Unknown","startTime":1832.82,"endTime":1836.9,"body":"You know, when I was young, I"},{"speaker":"Unknown","startTime":1836.9,"endTime":1840.95,"body":"think when you work, some of"},{"speaker":"Unknown","startTime":1836.9,"endTime":1840.95,"body":"these companies, you have ideas,"},{"speaker":"Unknown","startTime":1840.95,"endTime":1843.11,"body":"and you're like, hey, let's do"},{"speaker":"Unknown","startTime":1840.95,"endTime":1843.11,"body":"this. And somebody is always"},{"speaker":"Unknown","startTime":1843.11,"endTime":1846.8,"body":"telling you why something won't"},{"speaker":"Unknown","startTime":1843.11,"endTime":1846.8,"body":"work. And so I had a tendency to"},{"speaker":"Unknown","startTime":1846.8,"endTime":1849.56,"body":"not try new things, because I"},{"speaker":"Unknown","startTime":1846.8,"endTime":1849.56,"body":"didn't want to fail, I didn't"},{"speaker":"Unknown","startTime":1849.56,"endTime":1852.65,"body":"want to look like an idiot. So"},{"speaker":"Unknown","startTime":1849.56,"endTime":1852.65,"body":"that would have been the best"},{"speaker":"Unknown","startTime":1852.65,"endTime":1856.34,"body":"advice is like, it's okay to not"},{"speaker":"Unknown","startTime":1852.65,"endTime":1856.34,"body":"be good at something, it's Oh,"},{"speaker":"Unknown","startTime":1856.37,"endTime":1860.42,"body":"you only learn by doing"},{"speaker":"Unknown","startTime":1856.37,"endTime":1860.42,"body":"something like you want to, you"},{"speaker":"Unknown","startTime":1860.42,"endTime":1862.88,"body":"can read all the management"},{"speaker":"Unknown","startTime":1860.42,"endTime":1862.88,"body":"books in the world, you only"},{"speaker":"Unknown","startTime":1862.88,"endTime":1865.94,"body":"become a good manager by"},{"speaker":"Unknown","startTime":1862.88,"endTime":1865.94,"body":"actually managed people. Right?"},{"speaker":"Unknown","startTime":1865.94,"endTime":1869.0,"body":"Like, having a team under you"},{"speaker":"Unknown","startTime":1865.94,"endTime":1869.0,"body":"seeing your different"},{"speaker":"Unknown","startTime":1869.0,"endTime":1872.03,"body":"personalities, making mistakes,"},{"speaker":"Unknown","startTime":1869.0,"endTime":1872.03,"body":"managing people then learning"},{"speaker":"Unknown","startTime":1872.03,"endTime":1875.93,"body":"like, hey, how I motivate this"},{"speaker":"Unknown","startTime":1872.03,"endTime":1875.93,"body":"person is different than how I"},{"speaker":"Unknown","startTime":1875.93,"endTime":1880.97,"body":"motivate this person. You only"},{"speaker":"Unknown","startTime":1875.93,"endTime":1880.97,"body":"learn by doing it, and it's okay"},{"speaker":"Unknown","startTime":1880.97,"endTime":1884.33,"body":"to make mistakes. And the other"},{"speaker":"Unknown","startTime":1880.97,"endTime":1884.33,"body":"thing that I would have loved to"},{"speaker":"Unknown","startTime":1884.33,"endTime":1888.26,"body":"know, that kind of dovetails"},{"speaker":"Unknown","startTime":1884.33,"endTime":1888.26,"body":"with it is that I think we look"},{"speaker":"Unknown","startTime":1888.26,"endTime":1891.29,"body":"at really successful people, I"},{"speaker":"Unknown","startTime":1888.26,"endTime":1891.29,"body":"think they have all the answers."},{"speaker":"Unknown","startTime":1891.65,"endTime":1897.71,"body":"And it's really empowering to"},{"speaker":"Unknown","startTime":1891.65,"endTime":1897.71,"body":"know that they don't. And as"},{"speaker":"Unknown","startTime":1897.74,"endTime":1900.62,"body":"like, I progressed in my career,"},{"speaker":"Unknown","startTime":1897.74,"endTime":1900.62,"body":"I was around more successful"},{"speaker":"Unknown","startTime":1900.62,"endTime":1903.35,"body":"people, and you come to realize,"},{"speaker":"Unknown","startTime":1900.62,"endTime":1903.35,"body":"like, hey, they don't have the"},{"speaker":"Unknown","startTime":1903.35,"endTime":1908.27,"body":"answer. What they do is they"},{"speaker":"Unknown","startTime":1903.35,"endTime":1908.27,"body":"figure it out. And now they have"},{"speaker":"Unknown","startTime":1908.27,"endTime":1912.38,"body":"a depth of experience. So they"},{"speaker":"Unknown","startTime":1908.27,"endTime":1912.38,"body":"they can draw on their"},{"speaker":"Unknown","startTime":1912.38,"endTime":1918.02,"body":"experience. So they don't panic,"},{"speaker":"Unknown","startTime":1912.38,"endTime":1918.02,"body":"they don't you lash out at other"},{"speaker":"Unknown","startTime":1918.02,"endTime":1922.82,"body":"people, but the experience"},{"speaker":"Unknown","startTime":1918.02,"endTime":1922.82,"body":"allows them to take a step back"},{"speaker":"Unknown","startTime":1922.85,"endTime":1925.67,"body":"and then figure it out. And"},{"speaker":"Unknown","startTime":1922.85,"endTime":1925.67,"body":"that's when you have a new"},{"speaker":"Unknown","startTime":1925.67,"endTime":1928.52,"body":"company in a business, we're in"},{"speaker":"Unknown","startTime":1925.67,"endTime":1928.52,"body":"figured out."},{"speaker":"Unknown","startTime":1929.09,"endTime":1934.22,"body":"So is there any one piece of"},{"speaker":"Unknown","startTime":1929.09,"endTime":1934.22,"body":"wisdom or advice, you want"},{"speaker":"Unknown","startTime":1934.22,"endTime":1937.04,"body":"everybody that listen to this"},{"speaker":"Unknown","startTime":1934.22,"endTime":1937.04,"body":"today to walk away from me?"},{"speaker":"Unknown","startTime":1937.34,"endTime":1939.77,"body":"I don't know, you starting a"},{"speaker":"Unknown","startTime":1937.34,"endTime":1939.77,"body":"business was not something that"},{"speaker":"Unknown","startTime":1939.77,"endTime":1945.5,"body":"I always like, had this goal of"},{"speaker":"Unknown","startTime":1939.77,"endTime":1945.5,"body":"doing, I think, risk taking. And"},{"speaker":"Unknown","startTime":1945.53,"endTime":1949.79,"body":"you know, I think it's talked"},{"speaker":"Unknown","startTime":1945.53,"endTime":1949.79,"body":"about a lot. But when it comes"},{"speaker":"Unknown","startTime":1949.79,"endTime":1954.47,"body":"down to it, a lot of people"},{"speaker":"Unknown","startTime":1949.79,"endTime":1954.47,"body":"don't. And so what I would maybe"},{"speaker":"Unknown","startTime":1954.47,"endTime":1959.24,"body":"say is that it's incredible."},{"speaker":"Unknown","startTime":1954.47,"endTime":1959.24,"body":"It's it's really scary, and it's"},{"speaker":"Unknown","startTime":1959.24,"endTime":1966.05,"body":"very lonely. But it is"},{"speaker":"Unknown","startTime":1959.24,"endTime":1966.05,"body":"incredibly I don't know, it"},{"speaker":"Unknown","startTime":1966.05,"endTime":1970.01,"body":"gives you so much energy."},{"speaker":"Unknown","startTime":1966.05,"endTime":1970.01,"body":"Because you're doing something"},{"speaker":"Unknown","startTime":1970.01,"endTime":1974.39,"body":"different. You're following a"},{"speaker":"Unknown","startTime":1970.01,"endTime":1974.39,"body":"belief, it's unbelievably"},{"speaker":"Unknown","startTime":1974.39,"endTime":1978.02,"body":"liberating, to be able to chart"},{"speaker":"Unknown","startTime":1974.39,"endTime":1978.02,"body":"your own course. And I would"},{"speaker":"Unknown","startTime":1978.02,"endTime":1982.88,"body":"encourage more people that if"},{"speaker":"Unknown","startTime":1978.02,"endTime":1982.88,"body":"they have a passion for a sad,"},{"speaker":"Unknown","startTime":1983.03,"endTime":1990.95,"body":"isn't it have a, an idea to see"},{"speaker":"Unknown","startTime":1983.03,"endTime":1990.95,"body":"it through? Because I'm really"},{"speaker":"Unknown","startTime":1990.98,"endTime":1995.72,"body":"glad that I did. And it wasn't"},{"speaker":"Unknown","startTime":1990.98,"endTime":1995.72,"body":"an easy decision. And that's"},{"speaker":"Unknown","startTime":1995.72,"endTime":1998.36,"body":"what also what I would say is"},{"speaker":"Unknown","startTime":1995.72,"endTime":1998.36,"body":"that, you know, you read so many"},{"speaker":"Unknown","startTime":1998.36,"endTime":2001.09,"body":"stories about people where"},{"speaker":"Unknown","startTime":1998.36,"endTime":2001.09,"body":"there's like, oh, so and so was"},{"speaker":"Unknown","startTime":2001.12,"endTime":2005.62,"body":"a 12 year old entrepreneur, he,"},{"speaker":"Unknown","startTime":2001.12,"endTime":2005.62,"body":"you know, hired three kids in"},{"speaker":"Unknown","startTime":2005.62,"endTime":2008.98,"body":"his neighborhood to shovel snow."},{"speaker":"Unknown","startTime":2005.62,"endTime":2008.98,"body":"And he was always destined to be"},{"speaker":"Unknown","startTime":2008.98,"endTime":2011.02,"body":"an entrepreneur, like you don't"},{"speaker":"Unknown","startTime":2008.98,"endTime":2011.02,"body":"have to be that driven"},{"speaker":"Unknown","startTime":2011.02,"endTime":2013.54,"body":"entrepreneur type to actually"},{"speaker":"Unknown","startTime":2011.02,"endTime":2013.54,"body":"start a business, you just have"},{"speaker":"Unknown","startTime":2013.54,"endTime":2018.01,"body":"to see a problem believe in what"},{"speaker":"Unknown","startTime":2013.54,"endTime":2018.01,"body":"you can do believe in your"},{"speaker":"Unknown","startTime":2018.01,"endTime":2021.37,"body":"solution, and then just act you"},{"speaker":"Unknown","startTime":2018.01,"endTime":2021.37,"body":"have to do it, there's no,"},{"speaker":"Unknown","startTime":2021.49,"endTime":2025.09,"body":"there's no amount of planning"},{"speaker":"Unknown","startTime":2021.49,"endTime":2025.09,"body":"that you do beforehand, you just"},{"speaker":"Unknown","startTime":2025.12,"endTime":2028.15,"body":"you have to jump in the deep end"},{"speaker":"Unknown","startTime":2025.12,"endTime":2028.15,"body":"and"},{"speaker":"Unknown","startTime":2028.42,"endTime":2031.9,"body":"do it. And even if you're not"},{"speaker":"Unknown","startTime":2028.42,"endTime":2031.9,"body":"starting a business, do it"},{"speaker":"Unknown","startTime":2031.9,"endTime":2035.35,"body":"inside your own company, you can"},{"speaker":"Unknown","startTime":2031.9,"endTime":2035.35,"body":"do it you can do a great as a"},{"speaker":"Unknown","startTime":2035.35,"endTime":2038.56,"body":"leader inside the business. If"},{"speaker":"Unknown","startTime":2035.35,"endTime":2038.56,"body":"someone is pushing back against"},{"speaker":"Unknown","startTime":2038.56,"endTime":2041.41,"body":"you telling you it's a bad idea."},{"speaker":"Unknown","startTime":2038.56,"endTime":2041.41,"body":"We can't do it. Don't just take"},{"speaker":"Unknown","startTime":2041.41,"endTime":2045.49,"body":"that answer. Go back, create a"},{"speaker":"Unknown","startTime":2041.41,"endTime":2045.49,"body":"plan and tell them why inside"},{"speaker":"Unknown","startTime":2045.49,"endTime":2049.99,"body":"that business. It can work and"},{"speaker":"Unknown","startTime":2045.49,"endTime":2049.99,"body":"show them be a good solid leader"},{"speaker":"Unknown","startTime":2049.99,"endTime":2053.08,"body":"inside your business. You do not"},{"speaker":"Unknown","startTime":2049.99,"endTime":2053.08,"body":"have to be an entrepreneur, you"},{"speaker":"Unknown","startTime":2053.08,"endTime":2056.71,"body":"do not have to take all the"},{"speaker":"Unknown","startTime":2053.08,"endTime":2056.71,"body":"extra risk to be a great leader,"},{"speaker":"Unknown","startTime":2056.71,"endTime":2061.24,"body":"successful person who drove all"},{"speaker":"Unknown","startTime":2056.71,"endTime":2061.24,"body":"this tremendous value inside an"},{"speaker":"Unknown","startTime":2061.24,"endTime":2063.7,"body":"organization you can have"},{"speaker":"Unknown","startTime":2061.24,"endTime":2063.7,"body":"everything you ever wanted and"},{"speaker":"Unknown","startTime":2063.7,"endTime":2066.13,"body":"some right inside an"},{"speaker":"Unknown","startTime":2063.7,"endTime":2066.13,"body":"organization, you do not have to"},{"speaker":"Unknown","startTime":2066.13,"endTime":2068.23,"body":"do it on your own and take all"},{"speaker":"Unknown","startTime":2066.13,"endTime":2068.23,"body":"those risks if that's not for"},{"speaker":"Unknown","startTime":2068.23,"endTime":2071.62,"body":"you, but you can't keep your"},{"speaker":"Unknown","startTime":2068.23,"endTime":2071.62,"body":"idle and except the answers that"},{"speaker":"Unknown","startTime":2071.62,"endTime":2074.47,"body":"don't feel good to you and your"},{"speaker":"Unknown","startTime":2071.62,"endTime":2074.47,"body":"heart and you're just you're not"},{"speaker":"Unknown","startTime":2074.47,"endTime":2075.73,"body":"providing any real value."},{"speaker":"Unknown","startTime":2076.09,"endTime":2079.99,"body":"I think what's really important"},{"speaker":"Unknown","startTime":2076.09,"endTime":2079.99,"body":"in those scenarios is that when"},{"speaker":"Unknown","startTime":2080.32,"endTime":2085.42,"body":"when people know within the"},{"speaker":"Unknown","startTime":2080.32,"endTime":2085.42,"body":"company that you give a or I was"},{"speaker":"Unknown","startTime":2085.42,"endTime":2086.11,"body":"gonna curse but"},{"speaker":"Unknown","startTime":2086.559,"endTime":2089.169,"body":"you can totally, totally die"},{"speaker":"Unknown","startTime":2090.22,"endTime":2094.87,"body":"from Philadelphia. So it's"},{"speaker":"Unknown","startTime":2090.22,"endTime":2094.87,"body":"really hard for me to not use"},{"speaker":"Unknown","startTime":2094.87,"endTime":2099.52,"body":"certain words, but when people"},{"speaker":"Unknown","startTime":2094.87,"endTime":2099.52,"body":"know genuinely that you care"},{"speaker":"Unknown","startTime":2099.52,"endTime":2105.52,"body":"about them I'm succeeding, those"},{"speaker":"Unknown","startTime":2099.52,"endTime":2105.52,"body":"things happen a lot more easily."},{"speaker":"Unknown","startTime":2106.42,"endTime":2109.03,"body":"And that's one of the things"},{"speaker":"Unknown","startTime":2106.42,"endTime":2109.03,"body":"that I learned. I think we all"},{"speaker":"Unknown","startTime":2109.03,"endTime":2112.03,"body":"do this too, where it's like,"},{"speaker":"Unknown","startTime":2109.03,"endTime":2112.03,"body":"should I delegate this? No, no,"},{"speaker":"Unknown","startTime":2112.09,"endTime":2115.45,"body":"no. I'm gonna do it myself"},{"speaker":"Unknown","startTime":2112.09,"endTime":2115.45,"body":"because it'll get done quicker."},{"speaker":"Unknown","startTime":2115.69,"endTime":2118.87,"body":"And you know, I don't want to"},{"speaker":"Unknown","startTime":2115.69,"endTime":2118.87,"body":"waste time like try explain it"},{"speaker":"Unknown","startTime":2118.87,"endTime":2122.56,"body":"to somebody else. And it's like,"},{"speaker":"Unknown","startTime":2118.87,"endTime":2122.56,"body":"no, no, no, if you just take the"},{"speaker":"Unknown","startTime":2122.56,"endTime":2125.65,"body":"time and you invest in other"},{"speaker":"Unknown","startTime":2122.56,"endTime":2125.65,"body":"people, then you can that's how"},{"speaker":"Unknown","startTime":2125.65,"endTime":2128.89,"body":"you build this team where you"},{"speaker":"Unknown","startTime":2125.65,"endTime":2128.89,"body":"have more all these people"},{"speaker":"Unknown","startTime":2128.89,"endTime":2132.88,"body":"contributing, but the when you"},{"speaker":"Unknown","startTime":2128.89,"endTime":2132.88,"body":"when they know that you care"},{"speaker":"Unknown","startTime":2132.88,"endTime":2136.06,"body":"about them do a good job."},{"speaker":"Unknown","startTime":2132.88,"endTime":2136.06,"body":"changes the whole done."},{"speaker":"Unknown","startTime":2136.72,"endTime":2139.96,"body":"I mean, I couldn't agree with"},{"speaker":"Unknown","startTime":2136.72,"endTime":2139.96,"body":"you more. Alex. Man, I really"},{"speaker":"Unknown","startTime":2139.96,"endTime":2142.24,"body":"appreciate you taking the time."},{"speaker":"Unknown","startTime":2139.96,"endTime":2142.24,"body":"This has been awesome."},{"speaker":"Unknown","startTime":2142.33,"endTime":2146.11,"body":"Yeah. I appreciate the"},{"speaker":"Unknown","startTime":2142.33,"endTime":2146.11,"body":"opportunity to come on and talk"},{"speaker":"Unknown","startTime":2146.11,"endTime":2149.98,"body":"shop and let's catch up outside"},{"speaker":"Unknown","startTime":2146.11,"endTime":2149.98,"body":"of a pod here for a beer"},{"speaker":"Unknown","startTime":2149.98,"endTime":2150.79,"body":"sometime soon."},{"speaker":"Unknown","startTime":2150.85,"endTime":2158.56,"body":"Yes. Can talk basketball. Yes."},{"speaker":"Unknown","startTime":2150.85,"endTime":2158.56,"body":"Thank you so much, Alex. You're"},{"speaker":"Unknown","startTime":2158.56,"endTime":2158.74,"body":"like"},{"speaker":"Unknown","startTime":2159.73,"endTime":2162.73,"body":"no worries. I appreciate the"},{"speaker":"Unknown","startTime":2159.73,"endTime":2162.73,"body":"time, and we'll catch up soon."},{"speaker":"Unknown","startTime":2163.18,"endTime":2166.66,"body":"Appreciate you a lot, everybody."},{"speaker":"Unknown","startTime":2163.18,"endTime":2166.66,"body":"I thank you guys for joining us."},{"speaker":"Unknown","startTime":2166.72,"endTime":2169.72,"body":"This has been a great hour for"},{"speaker":"Unknown","startTime":2166.72,"endTime":2169.72,"body":"me. I've learned a lot. I hope"},{"speaker":"Unknown","startTime":2169.72,"endTime":2172.42,"body":"you guys have to. And we"},{"speaker":"Unknown","startTime":2169.72,"endTime":2172.42,"body":"appreciate all you guys have"},{"speaker":"Unknown","startTime":2172.42,"endTime":2173.74,"body":"done for us. Thank you guys."},{"speaker":"Unknown","startTime":2176.32,"endTime":2179.11,"body":"Hey, everyone. Thanks for"},{"speaker":"Unknown","startTime":2176.32,"endTime":2179.11,"body":"listening. If you enjoyed the"},{"speaker":"Unknown","startTime":2179.11,"endTime":2181.96,"body":"show, please consider"},{"speaker":"Unknown","startTime":2179.11,"endTime":2181.96,"body":"subscribing and leaving us a"},{"speaker":"Unknown","startTime":2181.96,"endTime":2186.1,"body":"review. reviews help more people"},{"speaker":"Unknown","startTime":2181.96,"endTime":2186.1,"body":"find the show. If you'd like to"},{"speaker":"Unknown","startTime":2186.1,"endTime":2189.19,"body":"learn more about mobilization"},{"speaker":"Unknown","startTime":2186.1,"endTime":2189.19,"body":"funding, visit us at"},{"speaker":"Unknown","startTime":2189.28,"endTime":2193.21,"body":"mobilization funding.com Thanks"},{"speaker":"Unknown","startTime":2189.28,"endTime":2193.21,"body":"for listening, and we'll see you"},{"speaker":"Unknown","startTime":2193.21,"endTime":2193.84,"body":"on the next one."}]}