How To Win No Bid Government Contracts

 NO BID  contracts for Commercial Roofing on government projects. This week on the Roofing Business Builder podcast, Daniel Lakstins interviews special guest Chip Ellis, of the International Association of U.S. Government Contractors. During this interview, Chip gives us the step by step process on how to get multiple NO BID federal government contracts. Many of these NO BID contracts are perfect for the educated contractor in the commercial roofing industry.

The Federal government just passed a huge infrastructure spending bill with the intent to remodel many facilities. They are actively looking for small business owners to assist with these contracts. So how can you get involved? Government sales expert Chip Ellis with the International Association of U.S. Government Contractors is our special guest for this episode. We discuss the step by step process to getting more no-bid government contracts. To learn more about Chip visit https://www.fedprofits.com

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Transcript

Speaker 1: 0:00

Are you ready to break into the high margin world of federal government contracting? You're going to love today's show

Speaker 2: 0:19

[inaudible]. Hi,

Speaker 1: 0:20

This is Daniel Claxton's and welcome to the roofing business builder podcasts. Now I am your host and your personal commercial roofing guru. And today we're going to talk about federal government contracts, how you could get involved. Have you ever thought about that? Well, it's exciting to think about this because, well, there's a lot of money to be made, uh, doing jobs for the federal government, but how do you do that? Well, before we get into discussing that let's first get into our intention of the show. So this shows intention is I am good at the hard stuff. I am good at the hard stuff. Now we may have grew up with that phrase, or maybe you heard this phrase that don't sweat the small stuff and remember that everything is small stuff. And that's a good phrase to think of because in reality, the reason why we're afraid of certain things is basically we've never experienced it before. We don't have enough knowledge of that. And that's what the roofing business builder podcast is all about helping you to gain that knowledge. So the theater goes away so you can gain the experience and do things. Now think about this intention though, that I'm good at the hard stuff. When it comes to the federal government contracting, there's a lot of paperwork involved, a lot of red tape. You may have to pay prevailing wage. That can be scary, but if you hold that intention that I am good at the hard stuff, it's really going to help you because the reality and the reality you can do anything nothing's too hard for us only seems hard because we're not experienced with it, or we're not familiar with it. So just hold that intention in mind. So when it comes to the federal government and getting contracts with them, I have the perfect person that I interviewed. Uh, this is chip Ellis. He's my special guests. Uh, he's an entrepreneur, he's a speaker. Uh, he's a government sells expert when it comes to federal government and he's actually the president at the international association of us government contractors. So are you ready for this? Let's look into my interview with chip Ellis chip. So happy to have you on the show. Thank you for being here.

Speaker 3: 2:48

Thank you for inviting me, Dan. I appreciate it.

Speaker 1: 2:50

Yeah. So now you are a federal government, um, expert when it comes to getting contracts. So I've had a lot of experience myself, you know, working with the government contracts back in the day. Uh, but, uh, how did you get to where you are now? You know, when it comes to helping others to learn how to get government contracts?

Speaker 3: 3:15

Well, Dan, I was in telecom for over 30 years and sold my company and retired to Florida. And my son went to school and I didn't have anybody to play with. So the U S chamber of commerce called me and they had a program to teach small businesses how to get contracts without the bid process, without all the red tape and paperwork that you normally associate with federal contracting. And it was a program that companies could implement themselves without hiring consultants. And so, uh, I couldn't move up to Washington DC to be with the chamber. Uh, so I commuted. So, so Dan about, uh, Monday, I flew up to DC and back, and I did that for a couple years and we just helped thousands of small companies launch into the federal marketplace. Now we don't do any city county state school board just federal, but we helped them a launch in without the bid process, which is really interesting.

Speaker 1: 4:17

That's incredible. So, so, um, yeah, so you started getting some experience then you saw there was a need for us to help others in this industry is what you're saying.

Speaker 3: 4:26

Yeah, exactly. So we did it for two years as part of the us chamber of commerce. And then in 2008, the last recession began in the last recession. Uh, they decided they no longer wanted to present this program. As you may know, they're the largest lobbyist in the United States. And this was one of the few educational programs they did. And so they decided not to. So I went to the chamber and I said, Hey, uh, this, you know, 2008, you kidding me. The sky was falling, gained in town. And I said, can I buy the program from, and to show you the heart of the chamber? And they sold it to me for a dollar. And so since 2008, uh, we've just helped thousands of small companies get into, you know, the federal government for called the international association at us government contractors. Like I couldn't pick a name you can say in one breath

Speaker 1: 5:21

All the time. So, uh, some contractors may be doing a city work right now, or maybe they might be doing schools. Uh, but, uh, you, you help people to understand that when it comes to government work, it's not all, it's not all the same when it comes to federal work. So can you explain to the audience what the difference between doing a school or maybe doing a library is, uh, versus doing work for the federal government?

Speaker 3: 5:51

Yeah, exactly. Thank you. Well, what happens guys is that there's about 40, that the federal government buys literally hundreds of millions of it in every city, every town pitcher, every post office, et cetera. Uh, they need this work and with city county, state and school board, a couple of the big differences is you normally have to bid per city county, state school board. There's a little bit of no bid, but mostly you have to bid and mostly you have to be the low bid. Yes, today's day and age. There's a third problem. And that is now that we've hit this recession. You might get what you wish for and get a contract from, from city county, state school board, and then start to get slow paid. Remember back in 2008, we had a paving contractor. For example, you got a contract in Broward county, which is Fort Lauderdale, Florida, one of the best paying counties in the country. And he got paid a year later to project. Yeah. So it was really crazy. So with the federal government to contrast that number one, for every one, they bid about a thousand, they don't, which is really, really interesting. And 80% of the time, if you do bed 80% of the time, the low bid loses. Very interesting. And so it's just a way to get in. Um, and by the way, they have to pay you by law in 30 days, this will blow your mind. They have to pay you in 30 days or a 50% penalty, no more slow panning. So yes, the contracts tend to be better because they're now we're in a recession, they're stimulate the economy. And so they're adding a lot of money. They're going to remodel every federal building. And by the way down, there's only 361,000 federal buildings around the country, uh, over 10,000, just in Texas. So they're exploding, uh, the sales right now. And so what are they going to do? New roofs new, you know, so if you're in roofing, it's one of the top 40 industries and you get paid on time. Can you imagine?

Speaker 1: 8:14

That's amazing. No, I've always felt like with the, uh, contracts for paving the roads and they put up all the signs, they, uh, shrink down to everything to one lane and there's no one there and they're not, and they're never there for like two years because they're out doing the other small jobs that they also landed. And I was always saying, why aren't they putting penalties on those people and have a timeframe of that? If they don't, if they don't do something within the specific amount of time they lose that contract. But all my goodness, they wrote into the federal government contract that they're going to pay you within 30 days, that

Speaker 3: 8:51

Pain or big penalties we're living in the future. I love that it's especially, we've found that your audience could know this, you know, if you're a roofer out there, but right now in my lifetime, this is the best time to look at moving into this federal marketplace. There's 4,600 federal agencies, literally 4,000. You know, you, you know, post office in the army, maybe, but code Scott, you know, it just goes, uh, parks, or it goes on and on and on. And what happens is, as I mentioned previously, they add money. Whenever there is a recession, like back in 2008, they added$828 billion to their normal spending. That's the way it should be. Right. They say

Speaker 1: 9:43

That during the recession advertise more, you know, like a lot of these you're watching TV. And then like, why is this company advertising it? Isn't there a recession, but that's when you double down, you know,

Speaker 3: 9:55

Double down. And that's what the federal government is. They're doubling down, they're spending more money, which, which is tremendous opportunity for us. And this'll, this will kind of blow your mind because one of the questions, you know, your roofing owners out there are probably thinking about, wait a second, can I really get a contract? Like, isn't there a tremendous competition? Like what's going on out there. Is it really worth my time? And I want to share with you guys a couple of laws, I promise you won't have to get another cup of coffee to hear this. Okay, I'll be fine. Here's the deal. Guys, listen to these laws. And when you hear these laws, you're going to be able to answer for yourself. If you can grow your company in the recession with these no big federal contracts. Here's the first law. Every federal contract under$150,000 by law has to go to a small company under$30 million. So it has to go into a small rougher, every contract. Now that represented over 70 million contracts last year, wow. Tens of thousands of roofing contracts and listened to this small companies only got 6% of those contracts. Wow. Like what? But the law says a hundred percent are supposed to go to small companies. And 94% went to big companies instead of small. Why does the small business either didn't show up only 2% of small roofing companies in the country, 2% who could insure get these federal contracts have bothered to register, which is free 2%. Do you get like you eliminate 90% of your competition. If you just come in and play the game, the second reason we didn't get all those contracts it's yes, you do have to show properly. And so if a small business comes forward in their paperwork, is it right? You know, it's not too good to be true. You really have to be what's called[inaudible] where your registrations are. Perfect. And if they are, they have to give you a contract. That's why we're crusading across the U S staff. Wow. Asking small roofing companies to come forward and get it. Let me give you a second law. This will blow your mind to the federal government is the biggest customer in the world. They, these 4,600 agencies spend$600 billion a year on goods and services. Like I don't even know how many zeros that, so, okay. And here's the interesting thing for you for your refers and that is guys, 80% of the money is set aside for small competence for small refers like you. So,

Speaker 1: 12:53

And let me ask you this. They don't have to then, uh, be a, um, a minority native American, um, you know, like an eight, eight, they don't have to be an eight a contractor. Do they? Or do you suggest, I mean, of course there are, there are some eight, eight contractors up there, but they don't have to be to, to get this money and they don't have to be a hub, a contractor.

Speaker 3: 13:14

Dan. Great question. So the federal government has about eight set asides. So the service disabled veteran owned small business. So any of your roofing owners are a veteran business owners run, don't walk and look at federal contracting, you have a license to print money, but they also have set asides for, uh, minority women, minority, that kind of thing. However, remember I just shared with you that nine out of 10 contracts are going to big companies instead of small. So in the bidding process, those set asides are important. So if, if you're a rougher and you're not a woman minority or service disabled veteran, that type of thing, native American Indian, uh, the bidding game is not very fun. However, with the no bid, uh, process, the set asides are not important. And because nine out of 10 contractors go into good companies, let's forget the set aside. They just need good small businesses that do what they said. Their problem is the small business that they give a contract to them. They don't do a good job. Yeah. So they got two problems, small businesses don't show up. And when they do, they don't do a good job. So if you could there's, if you do a good job and you do those first contracts, good. Oh my goodness. You got, you couldn't do the work in 10 lifetimes right in your city.

Speaker 1: 14:52

CNN. That's so interesting to me too, because I didn't realize how under saturated, um, that this market is. I always tell people, do, why would you want to bid, you know, a, a grocery store or, you know, a bid comes out and these guys that want to cross over into commercial roofing, the first idea they have is they're gonna go after this, uh, specified job. And like, that's not your job. You know, you one, I wrote the spec. So, um, I want the people that win this to be the most experienced, uh, refers that are within my organization. And the reason why was because I knew who did good work, I knew who paid their bills. And if I, if I got someone that came in behind all those guys, and I don't know them, then that could give me a black eyes. So I'd always tell him, why would you want to be the person that makes the least amount of money out of all the people that bid that job? And that's, that's, that's you that's, you, you, you want this. And if you, and if you do win it, you might say, oh my goodness, am I going to make any money? Cause did you leave something out? So, but this is a much better, uh, I always teach, uh, like with roofing business builder, we teach people to snipe out their, um, their customer, get the right customer and get a whale, get, get someone that owns 20, a hundred or maybe 150 buildings and be the best human being you could be for that person. B be a friend, be a mentor. I'm a guy that's wearing a lab coat as a rougher, because a lot of these business owners, they need someone that knows what they're doing. And as long as that, you do what you say you're going to do, then they'll use you forever. And, uh, but this, this is so exciting because you know, I've had a lot of experience in federal bidding, but I nothing, when I saw your webinar blown away, I was blown away at, at what you're teaching. So many things that I've never heard of or thought of. And so, boy, I'm just so happy you're on the show, but getting back to the no bid contract, um, and that you don't have to be a native American. You don't have to be a woman owned business. Now, granted, if you do, if you are any of these, this is even better for you. But I had no idea that the market was so under saturated in the federal government, that because of the lack of qualified rivers out there, that don't do what they say they're going to do. Right. That's what you're saying. Yeah,

Speaker 3: 17:20

That's precisely. Right. And, and to give your, your folks a little idea of how this works is that instead of going onto a website and trying to find opportunities, instead of doing that, what, what you'll do is find, uh, the purchasing officers, you build a relationship with these guys and then they call you up and they bring you the opportunity. Let's say the post offices, Hey, we've got a half a million bucks, uh, to remodel to redo this row, listen to this. This is very interesting. It's fixed price. So when they call you in it's fixed price, they'll give you, we've got 531,630,$2 and 18 cents. It's right. To the pen. And they'll say, and now you have a first right of refusal. You can say, yes, yes. I can do this rep for this amount of money or no, I can't because listen, guys, you can't negotiate the price. The federal government has use it or lose it budgets. So the law says they can't go Petit over the budge. So if you can't go over you, if you need more money than that 531,000, you got to walk, okay.

Speaker 1: 18:40

They, they know what they're doing though. So, I mean, everyone knows the federal government pays a high, high dollar money for high quality, our caliper, you know, value. Yeah. Yeah. So, but that's, that's a cool,

Speaker 3: 18:54

Yeah. And oftentimes you're going to look at it and go, oh, I could have done this for 500 instead of 530, 1000, but you'll never come in at 500 because if you were to save them 31,000 as a taxpayer, thank you. But that would go out of their budget next time. And they would hate you. So this is a fixed price. And here's, what's really interesting for your guys, your, your, your listeners to know if you turn it down for any reason, by the way, you don't have to just turn it down because of price. It might not fit your installation schedule the, you know, for whatever reason you decide, no, I don't want this because guys realized that you couldn't do the amount of business in your city in 10 years. You mean you couldn't do it all. So when you turn down an opportunity, a no bid, they love you. What they love you. Why? Because what most small businesses do they take it when they shouldn't? So when you turn down a contract, for whatever reason, it just doesn't fit your business. At that time, they're going to call you back in and say, we've got 10 more behind this. Which one do you want this love you for turning it down because now they trust you that you will just take it and screw it up. Is

Speaker 1: 20:14

This kind of like, um, the illustration of, uh, the girl that turns the guy down and he just wants her more. Yeah. Yeah. That's exactly it. Well, the truth is, is you don't want to ever look desperate. It's like, um, and that's also what we teach like with Ruby business builders, that millionaire mindset. Cause if you, if you don't develop that first where you feel comfortable with talking to multimillionaires, you know, someone who has a net worth of 35 million, then, uh, they're not going to feel comfortable with you. And it's the same as like developing any relationship. If you come across, you know, a little weird. So that's kind of cool. So you have to be willing to say no, and that actually can put you, uh, create a better relationship with the federal government. That's great advice. Thank you.

Speaker 3: 21:04

How many things negotiable about the price? So unlike a bit, you know how you get the bed and you're looking at it and go, are you kidding me? Why are they asking us to do it this way? This is ridiculous. So on a no-bid contract, yes, the price is fixed and yes, they have a scope of work, but everything is negotiable in there. So you've got a better way to do it, a faster way to do it. As long as you're in the budget, they love that. And so you're not stuck kind of doing it their way. They'll do it your way, which, which I find our clients love that. And by the way, with bidding or with no betting with the federal government, there's no permit pool, zero permit pulling guys. Okay. Now, yes, they have inspectors, but they're not, uh, like state or city or county inspectors, the federal government hires inspectors. So your work will being inspected, but won't be by the city condensates get like, you're not going to get toasted that way. And so no permit pole.

Speaker 1: 22:04

Wow. Yeah. It's, it's, it's like they, they, the federal government, somebody finally put everything into a box and it's all plug and play. It's all easy. It's much easier than it's incredible. Yeah.

Speaker 3: 22:18

It's because you don't have enough small businesses. Remember nine out of 10 contracts, by the way, I set$600 billion spent every year. Um, 80% of that money is set aside for small companies. So don't be confused. Every contract under 150 grand is for small companies. But obviously as a refer, most of your contracts are going to be over one 50, especially if you're replacing and not just repairing, but 80% of the money is set aside for small companies, which means we get lots of million dollar contracts. So if it's not 150 grand, 80%, eight out of 10 times, it's for us. If it's under one 50, it's all for us.

Speaker 1: 23:02

Okay, cool. This is awesome. I have two more questions though. I was thinking of with what our conversation and, uh, one of them is, you know, something, I know this from the webinar, but you know, how much money, I mean, should a lot of these refers will say, I want to go and do a multi-million dollar job or that they want a thousand squares. And I'm like, can you do it though? Have you ever done that? Do you have the experience to do that? Because if you lose your butt on a, say a$300,000 project, um, that's, if you lose 10% of your money, that's a lot of money. Whereas if you lose'em on a$30,000 project, well, get your experience a scrape, your knees lose a little bit of money until you get some. But, um, so the first question is, uh, what level should a person start out when they get involved? And then the second one is, do they need to have a really, you know, we know that it's$30 million, anything under 30 million is considered a small business in America. Uh, but what size business do they need to have, uh, to get involved? And then lastly, the, the other question was, um, what sort of projects, maybe Le uh, how much, how much the contract would be, what sort of levels of contracts would they look at first?

Speaker 3: 24:21

Right. So let me, let me share with you guys. Uh, remember they don't have enough small businesses. So I've had clients who said, well, geez, you know, is there a revenue requirement to be qualified? You know, there isn't down, there's no requirement. That's been a sack and there's no years in business. There's kind of this myth out there that you have to be in business, like two to three years before you're qualified for a federal contract. And that is simply a myth. Exactly

Speaker 1: 24:52

Reason. Why is because like, even I, when I was putting things out to bed, um, I would require five years because I didn't want any problems that come up. You know, I wanted the best of the best, but wow, this is totally different than,

Speaker 3: 25:05

Yeah, there were book requirements, but on the no-bid side, they don't it's for companies so they can test you out. And so you can literally be a start with, you know, no employees and you can, and by the way, you can subcontract the work. So if you get a contract, you don't have to do the work yourself. You can subcontract to another company, which is kind of interesting. Just

Speaker 1: 25:31

Make sure that they're a good company. You gotta do your homework.

Speaker 3: 25:35

You're responsible, go look at

Speaker 1: 25:36

Their work and get up on that roof, you know, check out their work that they've done. And, uh, and I call every reference they have.

Speaker 3: 25:44

Yeah. And then as far as what kind of deals should they start with? I think this is maybe the most important question guys, because here's the deal, everyone who's paperwork is correct. Every that's called procurement ready? When your paperwork, these registrations are correct. When your procurement ready, as you can see, the law says, they have to give you a try. You're going to get a try. Wow. Right. But remember, they're afraid of you, but you're going to get a try. Why? Because the law says they have to. So when what they're going to do is they're going to start, they're going to start you on small contracts. You're not going to have a choice. So your first contract will be for sure, less than 50 grand. They'll add me to go patch some rough or so. I mean, it's going to be tiny and they're going to give you small contracts until you reached 300,000. Now 300,000 is magical in the federal government, because until you reached 300,000, you're on probation, they don't trust you. They've been burned so many times by small companies. So if you're a company that says, well, listen, you know, I just don't even look at self under 300 grand. The federal contracting is not for you because they are going to start you small, probably around 50 to a hundred grand kind of projects. Right. It's still

Speaker 1: 27:14

Really good. Cause I was thinking more like 30. I'd tell people go after the$15,000 thing. But what I've learned from you is like, incredible. This is really good information.

Speaker 3: 27:23

No, build you up. But remember, here's the cool thing though. The price you've looked at the project, and if you can't make money, you turn that down. So, you know, going in, you're going to make money. Right. You know, going in some of you folks might be thinking, well, wait a second. Like, but how do they pick me instead of somebody else, guys, the law says that no big contracts, they're not allowed to have competition. So here's, what's against the law. They can't call three refers in and say, Hey, we got this little$50,000 project. Can you do it? That's against the law. Law says if the federal buyer wants to have competition, they have to bid it for a whole bunch of reasons. They don't want to bet it. And so they come to you first, they come to you and say, can you do it now? Obviously, if you turn it down, they can call another small business in. But if you want it it's a first right of refusal.

Speaker 1: 28:22

How did they? So as long as you're on, like, is it FedBizOpps or, or what have you, or if you're talking with the, um, the purchasing officer, is that what it is? And then, and so if you develop that relationship, then they're going to put you in line. Is that what they're doing? They're gonna put you in line of rotation. I've seen this with architects, different cities. They never put it out to bid for the architects and the design phase. They've rotate the Arctic architects. I've seen that. So I, but I don't know how did they do that? Here's

Speaker 3: 28:51

What's interesting. Instead of, so for architects, they rotate as you saw it in, but for, for, uh, us refers, what happens is this, w you build a relationship with that contracting officer and you might be thinking, well, okay, I'll build a relationship with him, but he wants to have 20 other relationships and so on. Does he rotate it like the unsaid with the architects or what do they do? Listen to this. When you build a relationship with a contracting officer, if they have a relationship with any other small business, I'm not talking just a rough, I'm talking about any other small business. I want you to drop me an email and I'll buy you dinner. And after COVID you can name the country. We have it. You will be the only small business resource this spider has. Why? Because everyone thinks they have to bid. And if you have to bid, what do you do? You find the opportunity, your dot your I's, you cross your T's. You put a stupid, low price on your, and you put it in, whereas with this no bid program. So, so your competition's out there and they think they have to bid because city county, state, you got a bid, low bid wins, and they experience you don't need a relationship with this guy. And so when you start a relationship with the buyer, you're going to be the only small business relationship in any industry that the buyer has. And so guess who they call each and every time you, and that's why two or three relationships like the average buyer about this. This is amazing. The average federal buyer buy$75 million worth of construction every year. Oh my goodness.$75 million in construction every year. Obviously not all, but think about two or three buyers. We'll make you a fortune, not 20 or 30. Now 200 or 300, two or three buyers. We'll make you an app. You can't keep up with all the work they have for,

Speaker 1: 31:20

So you just, you have to be a good scheduler and you have to be someone that's good at analyzing the sub crews that they do a good job and they have to all be legal. Um, now on this big contract, did they actually, uh, check for, uh, prevailing wage or, or how how's the pay schedule work?

Speaker 3: 31:42

It's definitely prevailing which a hundred percent. And so you may have to turn it down because maybe they're not paying because you do have to pay the folks prevailing wage,

Speaker 1: 31:52

Which can be upwards of 20. It depends on the location of the project, right. For prevailing wage. So it could be, you know, 25 bucks an hour that you have to pay each of your employees. Does that include office staff or do, do you know that one,

Speaker 3: 32:07

It is a piece of the administration also has to go prevail in way we can help. Yeah. There's companies that will help you with that. So that's so cool. That's so much information. Yeah. And the way you workers are going to love, and you're going to love it because they do pay more. The average, our experiences, the average federal contract is about 20% more than an apple to apple commercial. So you're getting paid more and there's more than enough money to, uh, to pay prevailing wage and the different things and kind of go through that hassle.

Speaker 1: 32:45

We we've got so much good information, but one last question is, um, um, so this was so good. I really appreciate you chip. Uh, but, uh, how can contractors get involved now? What, what steps should they take right now, uh, to, to get involved with, if this is something that resonates with them, you know, what should they do? Right.

Speaker 3: 33:08

Well, you know, obviously they have to see if this is a fit for their company, right? Because obviously it's not a fit for every roofer. So I would recommend you can go to our website, fed profits.com. I'll just make a shameless plug. Here, you go to fed profits.com and click on, explore in, and we've got a two hour seminar that you can take. And we talk about the good, the bad, the ugly about no bid, federal contracting. It's not all roses. You got to see this by here's my problems. After you watch the two hour seminar, which will cost you a whole 47 bucks. Okay. Once you see that seminar at the end, you will wonder if you can grow your business with no big contracts or not. Like you'll either say, guys, this is not for me. Get away from me or they'll say, Hey, what's the next step? So there's obviously everyone's a little different. So we got lots of different next steps, if it makes sense for you. So I would say the next step, explore, see if this is a fit for your company.

Speaker 1: 34:19

That's awesome. Chip Ellis. Thank you so much for being on the show. What great advice. And, and, uh, now they know how to find you too. So

Speaker 3: 34:30

Thank you. Yeah. Thank you, Dan. Appreciate it. Look forward to you guys. Absolutely.

Speaker 1: 34:38

Now wasn't that an incredible interview. Are you ready to get involved with government, a federal government contracting, uh, you know how to do this? So if I'm at this, something that interests, you be sure to contact chip Ellis. Uh, you can also shoot me an email for more information about that, and let's get you educated and let's get rid of those fears. Remember, we're going to hold that intention that basically, uh, I'm good at the hard stuff. And the reason why we become good at that is because, uh, we're educating ourselves. That's why you listen to this program. You really want to educate yourself. So that way, you know what you're talking about, you know what you're doing, and it means that you're not afraid and fear just goes away. But now it's time for

Speaker 4: 35:24

Did you know,

Speaker 1: 35:27

Did you know that you can schedule a complimentary a call with me? So this is a strategy call. We talk about your business. I want to hear about your business. I want to hear about, um, what your challenges are. And then I share some of that knowledge with you. And on this strategy call, we're, we're helping you to, to know what kind of things that you can benefit from when it comes to the roofing business builder program. So be sure to schedule that, uh, by calendar is you can do this on Calendly that's cannon lee.com forward slash Daniel[inaudible]. Uh, or you can go to the link on my website. So go ahead and check that out. So that's it for the today's show. We appreciate you so much listening to the show. I'm so glad that you're educating yourself and that you're learning and growing you're inspiring others. And so keep going, keep doing this. Let's grow our businesses and let's build a better future together. Yeah. I remember this that I don't always consult on commercial roofing, but when I do, I make millionaires, stay with my friends.