00:00:00:00 - 00:00:20:13

The key thing that I look at though, and this is one of the biggest things, and it's been proven over the years. So the people who actually take the time and set out a plan and define what that looks like for them. So don't just say, well, I want to be successful because that's too broad. You know, it's like I always think of it this way, whatever you put out to God, the universe, wherever you might believe in, so they will deliver.

00:00:20:14 - 00:00:33:04

So there's no ifs, ands or buts about it. Yet if you go ahead and say, hey, I want a million bucks, and all of a sudden you look outside and you got a million deer in your backyard, why, you got a million bucks? So that's what it comes down to. You weren't specific enough on what you are looking for.

00:00:33:13 - 00:00:54:06

and those are the types of things that you always want to. The more specific you are, the more likely you are to go ahead and achieve whatever that is. Welcome to the builder. Hacks podcast, your go to destination for cutting edge strategies, time tested systems, and invaluable insights to revolutionize your construction business and elevate your life. Join your hosts, Nate Piper and Keith Mills.

00:00:54:09 - 00:01:20:11

Seasoned contractors who are not just in the trenches but are also pioneering the future of the industry through Concord University. In each episode, we dive deep into the minds of the industry's most accomplished building professionals, uncovering their secrets to success and sharing actionable tips to help you thrive. Whether you're a seasoned veteran or just starting out, our goal is to empower you to build a brighter future for yourself and for America.

00:01:20:13 - 00:01:38:15

Tune in. Level up and let's build a better tomorrow together. This is the Builder Hacks podcast. Build your future. Building America.

00:01:38:18 - 00:01:53:24

And today we're going to dive into something. I'm going to kind of hijack something that we might have been doing. I'm like, I had an idea pop in my head, and every once in awhile and stuff happens. I can't just go with it because there's a reason why it is. and I feel it. Maybe something that those of you, as the listeners may be looking for.

00:01:53:26 - 00:02:13:08

And that's one of those pieces that we dive into. And it's how do we go ahead and achieve success? And when we're talking about success. So this can be in the construction field. If this is something you're talking about getting into. It can be in business in general. So it can be just in life. because the thing is, everybody thinks that there's such different pieces as we go ahead and look at these, like each one of these things as different areas.

00:02:13:10 - 00:02:30:12

Well, there could be some different pieces inside of them, some different key tips. So inside each area, yeah, there are some principles that go across all of them. And I think that's huge to share. So especially as we get some of the younger people in listening to this. So they're like they just don't know what to do. And they've never really been exposed to some of these things before.

00:02:30:12 - 00:02:48:22

So that's why I wanted to get into. So Nate, you ready to go for this today? Absolutely. Awesome. So whenever we talk about success, I guess, you know, one of the big things we look at when we look at is how do you define it? So for you, what do you how do you define success, Nate. Because this is literally going to be a different definition for everybody.

00:02:48:25 - 00:03:25:27

Yeah that's a great question. success for me is well, it's kind of a combination between, accomplishments and kind of reaching goals. Right. And I guess that's kind of the same thing. the accomplishment is the, the goal that's set forth. And I'll give a prime example. a few years back, I went on a, on a hiking trip, where we went to Africa and, and, when hiked Mount Kilimanjaro and, and along that path, we saw a lot of people getting care flighted off.

00:03:25:27 - 00:03:50:15

And, you know, it was tough illustrating us. We went up to, you know, 19,000ft, and it was multiple days of hiking and and all that. But, you know, there's people that just wanted to make it to the top to take a picture. And there's other people that are just there to, enjoy the journey. And so in that success, it was, okay, what are you what is the accomplishment?

00:03:50:15 - 00:04:11:29

What is it that you're trying to do here? And for me, it was more about the journey and just being there and kind of experiencing, the day to day, activities. And I think that kind of goes into how you define it. I think everybody has to define it for themselves. But for me, success is really most the accomplishing the journey that you set it out to do.

00:04:12:01 - 00:04:38:29

And so in business, I have, goals. But those goals aren't really like the destination point. They're just stops along the way. And it's kind of like a measurement to see how far we've come and kind of like project and look back, but also kind of like where we want to go. And in my personal life, you know, I'm it's all about my family and my kids and how to raise them and what success looks like for me and what success looks like for them.

00:04:39:01 - 00:04:57:26

I know there's a bunch of, parents that are, oh, excuse me, have their kids and in sports. And they always want their kid to be, phenomenal athlete. And they're pushing them this far and as hard as they can. and sometimes they might push them a little bit too far where they don't like the sporting more.

00:04:57:28 - 00:05:24:23

And so for me, my family is like, okay, what did you get out of this? This, you know, season of your life where you got to play and experience and and do. Was it joyful? Did you have fun? Did you learn something? and that's kind of how I measure success there. so I think success can be measured in, a multitude of ways, but I don't think it's clearly defined, all the way through to just one thing.

00:05:24:24 - 00:05:44:03

I think it's individual. so there you go. And I definitely agree with that as far as that goes. And it's one of the key things to look at, because there's so many times where you'll hear people, whether it's, you know, people on podcasts like this that are the ones doing the podcast. So whether it's the people that you look up to, whether it's, you know, if it's in business, whether it's business, other business owners that you meet.

00:05:44:10 - 00:06:04:24

So everybody's goal and their definitions and successes is something that's entirely different, you know, and this is the great thing about it because you can go ahead and define it however you want to. The key thing that I look at though, and this is one of the biggest things, and it's been proven over the years. So the people who actually take the time and set out a plan and define what that looks like for them.

00:06:05:01 - 00:06:23:20

So don't just say, well, I want to be successful because that's too broad. You know, it's like I always think of it this way, whatever you put out to God, the universe, wherever you might believe in, so they will deliver. So there's no ifs, ands or buts about it. Yet if you go ahead and say, hey, I want a million bucks, and all of a sudden you look outside and you got a million deer in your backyard, why, you got a million bucks?

00:06:23:22 - 00:06:37:15

So that's what it comes down to. You weren't specific enough on what you are looking for. and those are the types of things that you always want to. The more specific you are, the more likely you are to go ahead and achieve whatever that is. And it's going to be individual for you because something's going to make you feel awesome.

00:06:37:22 - 00:06:53:22

So and make you feel that fulfillment so that you got from achieving it. And then there's going to be other things for other people. They're like, well, that doesn't work for me at all. It's not my thing. you know, I mean, they talks about it as family and there's lots of people in today's world that either past that point with their family or in a different stage of life with their family.

00:06:53:28 - 00:07:08:23

So Nate saw as kids at home, you know, at our house, pages out of the house. So she's been out of the house for a couple of years now. You know, so for us, that was like a big fulfillment piece, a big success piece. So it was whatever. She went ahead and moved out and became that productive adult that we were training her to be when she was here.

00:07:08:23 - 00:07:22:18

So teaching her and showing her what that look like in our mind, and then she's taking it to her own definition of what that means for her. And and that's the great part about it is this is very specific. So no one else can be or map out the exact thing that's going to be success in your life.

00:07:22:21 - 00:07:40:18

You can look around at other examples. You know, one of the the key things that I do say is if you go ahead and look around at other examples and they have the life that you want, whether it's in one phase, it might just be, hey there, the business person I want to be or hey, they've got the family or they've got, you know, they take care of their religious house in this certain way.

00:07:40:24 - 00:07:56:03

And that's something I look up to. You can have different mentors and role models and ask different people on how they get there. As part of that journey that Nate was talking about earlier. because just like anything else, I mean, when you've got that mentor that's there to help you lead down that path, it's the fastest and easiest way to do it.

00:07:56:03 - 00:08:16:04

But it can be a different person because someone who's really successful a business may have a horrendous personal life. Usually when they do that well, there can be a reason for that. You're right. Yeah. If they're not careful than they are. Yeah. but those are some of the, you know, it's going ahead and looking at that. And it's the great part about it.

00:08:16:06 - 00:08:36:26

So you get to define what success looks like for you. So what that fulfillment is going to be for you. Yeah. Sitting down and defining I think is the key. And that's always step one with whatever I do. whether I'm getting into a new venture, well, that's personal or business side of things, you know, whether it's the business goals for the year, like you were talking about before eight, you know, whatever it might be, it gets defined.

00:08:37:00 - 00:08:53:11

So in one of the key pieces, whenever we go ahead and define things like that, it's you want to have something. That's I there's three key points. Whenever I look at anything like that. So it's got to be specific. Like I talked about the million bucks example. So it's got to be specific. So it's got to be measurable.

00:08:53:13 - 00:09:09:27

So it's got to be something that you can look at in somehow with hard measurements or hard data analytics, you can actually figure out how to achieve this in one way, shape or form. And it's got to have a deadline to it. It's got to some kind of time frame on it. So because if you're missing any one of those pieces, it's no different than someone.

00:09:10:03 - 00:09:22:01

You know what? I use the million bucks example. I want to make a million bucks to 1,000,000 million deer show up in the backyard. Well, it could be. I want to make $1 million. Well, you didn't put a time frame on it. So over your life, if you work for 40 years in your life and you make 25 grand a year, guess what?

00:09:22:01 - 00:09:45:27

You made a million bucks. So again, it's going ahead and setting the right intention out there. So I think becomes part of that key. Yeah I think so. And I and I also think that, setting your principal goals, it kind of surrounds what your moral, compass looks like too. Right. So, so what do you mean by your compass when I'm set?

00:09:46:06 - 00:10:12:14

I mean, like, the things that you believe in, the the the rules that you follow, right? Whether whether it being honest, being trustworthy, being, astute, being, compassionate. you got this your moral compass. And everybody has or should have a decent moral compass. But, you know, there are some tricksters out there that have different companies.

00:10:12:14 - 00:10:36:00

You know, unfortunately, not everyone follows that same face. Yes, but but ultimately, you know, if you listen to this, I'm going to guide you into the right, the right position of having a good moral compass where you're trying to accomplish good things in life. Right, right. And, and you kind of you start off there and you start off with the definition of, you know who you are and what you believe in and what you're going to be.

00:10:36:00 - 00:10:55:22

And then you start putting in your goals of like, where do where do you want your life to go? What does that journey look like? and that's where you start building out what success looks like from who you are to where you want to be. When I started out, I didn't I didn't really want to be a parent, a father, you know, a business owner.

00:10:55:22 - 00:11:14:26

I just wanted to have my own money and, be Scrooge McDuck and have all my my coins and, be rolling around in all of your coins every night. Yeah, that life did not happen, and but it was more fulfilling thing. but, you know, that was where I. That's kind of like what my vision was when I was like eight or 9 or 10.

00:11:14:28 - 00:11:32:18

Right. And, and it kind of grew and, and now my success has changed or my definition of success keeps changing. Right. But I think it starts off with, like, who you are. You know, what you believe and where you want to be. And so, and I think those are key pieces. And one of the big things that you'll see.

00:11:32:21 - 00:11:45:18

So and I think like the pieces that Nate's talking about, right. They're all work together so well because the challenges people go ahead and set a goal. And let's say they set a goal that, hey, I want to go ahead and I want to make $1 million this year. That's what I want to that's what I want to go ahead.

00:11:45:18 - 00:12:08:02

And that so is what I want to have in my pocket. So. Well, the challenge is a lot of times people go ahead and sell out to do those things. And when those those goals that you set out, those principle targets that you set out. So if they are something that's against your moral compass, if you've ever seen the person that goes ahead and they're an overnight success, or they get really successful really fast and then all of a sudden they lose everything.

00:12:08:04 - 00:12:26:02

So a lot of times when you go back and look at that, there's multiple different reasons. But one of them is definitely it's something that's against their internal compass. So something that's against the principles that they've got. So they were able to hit something. They were able to hit that home run when they won. The challenge was there was no foundation underneath of it to go ahead and continue that success.

00:12:26:07 - 00:12:47:02

So and because it was so far off of where they want to be or where they say they want to be though your your mind, so we'll go ahead and redirect you to whatever you believe. It's one. It's one of the most challenging things about being an entrepreneur. And everybody always looks at all of, the specific key sets like marketing, like going ahead and having sale and being good in sales.

00:12:47:02 - 00:13:00:09

And they like, they look at all of those individual pieces like that, you know, like, if I get good at that, then this is going to go ahead and get me where I want to go. Well, it may get you where you want to go, but if it's against who you are, it doesn't matter because your mind is going to bring you back to who you are every time.

00:13:00:09 - 00:13:17:22

Which means over our lives as entrepreneurs, it's a constant change. So it's literally constant education, a constant growth piece, though, of identifying where those challenges show up in your life because unfortunately, you don't know what they are until they actually hit. Now, I know, I know, Nate and I both hit run, run against those multiple times in our lives.

00:13:17:22 - 00:13:34:05

There's no ifs, ands, or buts, and it's recognizing it quickly and figuring out what's going on. where that challenges what you're what you need to change, what mindset you might want to go ahead and make different. So on that belief make different and or make your actions different so that it comes in line with whatever that belief is.

00:13:34:07 - 00:13:49:28

And that's the part that you see so often people get real successful and go ahead and fail. And that's a lot of it is those types of things like that. It'll bring you back to center every time. So making sure you're clear on what that is, but making sure that that's something that you can go after and wholeheartedly go after those.

00:13:50:01 - 00:14:15:04

Yeah, I think you're making a really good point there. And, I'll kind of expand on that a little bit more is just the, the point in which you're, you're trying to grow and the way in which you're trying to do it. it always comes back to, the fulfillment of your internal belief system right in the mind frame, then, which you have.

00:14:15:11 - 00:14:38:13

And if you don't have the right ideas inside of your head, then you won't get to the end journey. I think that's so why so many people find, mentors that have kind of been down that path before so that they can kind of, leverage their experience and kind of get into the right frame of mind, because at the end of it, there's failures along the way.

00:14:38:13 - 00:14:58:07

And I think that's what you're you're talking about earlier is like when we hit thing, these failures where most people, take them as disasters, I kind of take them as learning opportunities to drive into the next phase of it. And it's like, okay, what did I learn from this failure that's going to be able to be corrected in the next one?

00:14:58:07 - 00:15:19:11

How do I get better? How do I proceed forward? And then how do I teach my team how to do that as well? So I don't just keep it from myself. And I think learning from those failures. What are your thoughts on embracing failure? Well, and it's one of the biggest things. And I guess the funny part is people will go ahead and and classify things in their mind as success or failure.

00:15:19:14 - 00:15:36:10

And they're starting for most of the time. Whenever I look at it, all you're getting is feedback and in what you just described in is what you do with the feedback. Yeah. So whenever that feedback comes in, it's only like, I don't I always look at it this way. I only look at failure failures. If I stop doing whatever it is, like if I stop altogether, that's failure.

00:15:36:12 - 00:15:48:21

Other than that, it's the speed bump that you hit in the process and the what you're going to now learn. So and what you're going to go ahead and adapt. And I think that's the best way to look at it. What you express there. You know, what am I taking out of this. What can I make new. What can I make different.

00:15:48:22 - 00:16:06:16

Maybe I've got to reach out to a resource because I don't have the knowledge. And that's the reason why it's catching me, is because I don't know what I don't know at this point. What am I not seeing and being able to reach out to somebody to go ahead and do that? Like you said, leverage your mentors, leverage some people who have been in the industry longer, so who have already blazed the path that you're looking to follow.

00:16:06:18 - 00:16:22:23

Now go ahead and do those kinds of things because that's that's a huge, shortcut. So is what it comes down to. And they may know something else is like, oh, you just got through this. Well, this is what's going to happen next. Be aware of it as you start to see it happen. This is the actions you can take to go ahead and correct it before you end up down another rabbit hole.

00:16:23:00 - 00:16:45:16

So and at a point where you're like, what the heck's going on? How do I go and fix this, you know, and that it that being moldable talent is one of those things that you hear frequently. and it's I will say this in the construction industry and a lot of times, even as entrepreneurs in general, as business owners in general, so people unfortunately let their ego get in the way and they've achieved a certain amount of success.

00:16:45:18 - 00:17:00:25

And it's like, well, if I can't figure it out, it's not possible. Well, now it's that you've got to be open. Well, and it's like one of the the key pieces with my team, like whenever I walk on a job site and there's a challenge and whoever's there, let's say it's the tall guys there and we have a challenge with the way the layout is in the room and things like that.

00:17:00:25 - 00:17:15:12

It's like the first thing I do is ask them their opinion. What do you think is the best route? What are some of the options we could do so type of thing? Because I might have a thought in my head, yeah, they do what they do every day. So they're the expert in that area. They're going to be the person who may have a solution.

00:17:15:12 - 00:17:34:29

I've never seen before asking for that feedback, instead of just going ahead and being because I can be the bull in a China shop and just tell everybody what to do. That's not necessarily the best thing, because I don't that no matter how much I want to think and I don't know everything. so being open to other people's opinions and their experiences and being able to guide and utilize that, and that's a little that's checking your ego.

00:17:35:02 - 00:17:57:02

And in this industry, I will say that for sure. And as business owners, sometimes we get successful and we think we don't need to do that. We're the reason why this is going on. And when you look at the people who are truly at that next level of success, or even the ones after that, whenever you look at those most often, it's the people who are the ones asking the questions, who are eliciting the opinions of others, who are listening to all sides before they go ahead and make a decision.

00:17:57:11 - 00:18:19:21

and that that can be key. So whenever you're moving forward as being someone who listens so being someone who asks, others who are experts, who are could be experts to go ahead and help you out. Yeah. What do you think about, surround yourself with greatness? I will say that, you know, whenever. Well, whenever you say that, the first thing I think of is, all right, that's my team.

00:18:19:21 - 00:18:35:02

So that I put around me and or in our case, a lot of times, our subcontractors, what I, what we refer to as business partners. So in our company, those things that we go ahead and put there is you've got to have the people that have the knowledge and it's, you know, to give the example of homeowners that ask all the time they'll be talking to me.

00:18:35:02 - 00:18:49:15

They're like, well, then they'd get something really technical in an area. So and it's like, all right, well septic system, well how many, you know, how much can we be putting in this and what size up septic system do we need? What size that drain field is going to be to go ahead do all this. I'm like, let me reach out to my septic guy.

00:18:49:15 - 00:19:06:10

So we'll get a general ballpark idea on these types of things. Now, knowing where your strengths are and knowing and your strengths are the people around you. So I've got a septic person that knows that stuff. It's what they do every day. I've got a plumber, they know plumbing stuff. I reached out today, actually. I was doing a couple things before we got on the record.

00:19:06:10 - 00:19:25:17

The podcast sent something over to my plumber because I had homeowners that sent over to me, hey, we want to use this tub and we want to use this tub filler. So standalone tub and a tub filler and it's coming off of Wayfair. So it's what it's coming off of. And one of the challenges that you can get in this industry is depending on what country of origin that's manufactured in, you may have something that does not meet.

00:19:25:19 - 00:19:38:09

So our standards here in the United States, and that was the first thing I said back to the homeowner, like, I'll check with my plumber and find out whether this goes ahead and meets those. And that's I reached out to one of my plumbers, so and he replied back, he's like, that should be good. I'm like, what are the RNC standards?

00:19:38:09 - 00:19:51:10

So that I needed to have for the valves and things like that, because it didn't say anything. They didn't have any paperwork for the two. Well, it's actually more for the tub filler than it is for the actual tub itself. So for the tub filler, there was nothing on there for documentation at all to be able to check it.

00:19:51:10 - 00:20:04:20

And that's whenever I see those things. That's like spidey senses go up. I'm like, all right, I've been burned here before. And that's unfortunately, experience usually teaches you that. But I reached out to him because they know. And having those people around you is key. And it's like Nate and I provide that for each other as sounding boards.

00:20:04:20 - 00:20:18:03

I mean, it's one of the reasons why I say one of the reasons why we do this. So be we have a call once a week where it's just eight. Now we're bouncing off basically how a week went. Now, some of that strategy planning for what we're doing on this until I throw curveballs and say, no, no, we're going to do this whenever we get her to record the podcast.

00:20:18:15 - 00:20:36:01

and why was that happening? Yeah, exactly. Yeah. Make us throw something different at me. So. Yeah. And that's the piece is we are great sounding boards for each other. And then there's people who are outside of our industry that we go ahead and talk to. That's the mastermind groups that we're in. So those are some of our other connections that are outside of this.

00:20:36:03 - 00:21:03:21

There's always you always want to have the most qualified person. So who is having success in that area already that you're looking to have success? They're looking to do something different in. So that's the person you want to go to for the advice? Yeah, I, I spend a lot of time, around good people finding greatness. and that's one of the things I'm always looking for is for people that are striving for greatness and, and success always kind of follows them.

00:21:03:24 - 00:21:30:17

And it doesn't matter what industry, it doesn't matter. you know what they're doing. It's just good people find a way to win and they never give up. They're always encourage, they're always encouraging others. I had a guy that that worked for me, and, he was always negative, and he was always, trying to find the hole in the boat no matter what was going on.

00:21:30:17 - 00:21:56:10

And I had another guy who was always positive, but he was always like, we've got many holes, but I've got many cups, and we're in and and a big pumping and lots of bubble gum. So yeah, I mean, you could just tell the difference in the, in the belief structure. Right, right. And I think that had a lot to do with as you're being faced with adversity, which everybody is on every challenge, like adversity is just coming.

00:21:56:10 - 00:22:19:20

It's like a never ending way. If I don't have people that can lighten the mood and and make things better, create greatness. And so for me, I think finding those good people with positive energy is part of that greatness. And then expand into the people that have knowledge that can they can help out. It's this next thing. And that's like one of the big things, especially when you get started in any field.

00:22:19:22 - 00:22:37:09

That piece that you bring up neat is the attitude something you can control whether you're first day on a job. So coming in or whether you're someone that's been there for 25 years. So it's the one key and I mean the most of you go ahead and think about it. I mean, would you rather be around the person that's positive and has that outlook that, hey, there's a solution to every challenge that pops up?

00:22:37:11 - 00:22:53:29

So around the person that says there's a challenge to every good thing that's going on, you know, and they're looking to point that piece out. Now, while there can be a balance and on your team, you want to have the person who goes ahead and looks for every hole because it's a great balance to be able to figure the challenges out before you get to where you're actually going to get to.

00:22:54:01 - 00:23:08:16

You still want that person to be a positive person. It's they they switch on that piece and they're able to switch off that piece. So at times and that positive attitude is huge and it's the easiest thing to go ahead and control. We're all going to face the the adversity that comes up. You know the questions the challenges.

00:23:08:23 - 00:23:29:21

So the things that happen that you know it doesn't mean the positive person doesn't get upset by it. It's the it doesn't hold them down for any length of time. And they're looking for as opposed to being stuck in it. And woe is me. and again, this is one of those pieces that, for anyone who's listening to this, whether you've been in the industry for a long time, so, or whether you're new getting into this, you can think of other people in this industry.

00:23:29:21 - 00:23:51:17

I guarantee that, you know, who are that negative Nelly type of person that no matter what happens, it's always, woe is me. It's my luck. So nothing ever breaks my way type of thing. And it's it can be a challenge at times. So whenever you've got to be around them and even more so whenever it's your team. I mean, like, that's one of the biggest things like on my internal team, everybody that I have that we work with a lot.

00:23:51:19 - 00:24:09:25

So on the internal side of things, well, they're all positive people, the designers that we work with. So all positive people. So my internal team, all positive people, and that's the one thing that we look at. So because that positive mindset, you know, that positive mindset goes and lifts up the others whenever they get caught in that challenge and they're more in it.

00:24:10:02 - 00:24:26:06

Everyone else is able to go ahead and help you move past it faster. and that's, you know, it's key. There's no question about it. And carrying that positive mindset that can do, I will figure out a way, is you're going to succeed wherever you are, man. So like Nate talks about that, you could tell positive people mean everything that Nate's done in his life.

00:24:26:09 - 00:24:47:06

So I know he's always been someone who's excelled and been very good at it, meaning that he put the effort into it. He got good at whatever it was doing. It didn't matter what the job was, you know? And I'm very much the same way. Well, it didn't matter where you put me in. I've had so many different jobs in so many different fields, and I've always been the one who was one of the fastest to rise up to a management level, to be given the extra responsible liberty and things along those lines.

00:24:47:12 - 00:25:12:10

And it's because I take whatever I do seriously. And those are the eight players that Nate's talking about. Now, here's a key. If you bring eight players onto your team, which you want to. So because they're the ones who you're going to pay a little bit more for an A player to come on to your team. Yet at the same time that a player is typically going to perform, a lot of times, you know, 50, 75, 100% better than the B player, that would be on their team, and you're typically not going to pay them that much more.

00:25:12:12 - 00:25:32:03

So to get an eight player onto your team. Now, the other thing that happens though, and this is the part you've got to be careful of when you bring the A player on. They don't want to play with the bees in the season. They've got it. They've got a level that they want to hit. They will be the hardest on the other people, and if you don't go ahead and raise the level of your team up with them, the challenge that you end up with is they'll leave.

00:25:32:06 - 00:25:45:19

Yeah, because they'll get sick of dealing with the bees in the season. It just it just is what it is. I've been that person on teams before. I've left teams because I didn't want to have to go. I felt like I was carrying the load. No one else cared. That's like, if that's the way it's going to be, I'm not going to put my time and effort and energy here.

00:25:45:21 - 00:26:05:28

Well, and it's either the and it also happens if you're the owner of the company or not, or you're the manager or on all different various levels like, hey, players want to play with, they paid a player and B's and C's want to play together, but they all want the eight players, but they all want to complain why they don't have a players instead of trying to become a players themselves.

00:26:06:00 - 00:26:33:01

That's the key. And it really is. And it's not there. It's the funniest thing. There's no difference. Physically, between a B and a C player and a player, there's physically no difference, right? There's only a mental difference between what you're willing to do and what you're willing not to do. And any players are willing to do the extra.

00:26:33:03 - 00:26:55:08

They're willing to take one extra step. They're willing to read a book in the evening, they're willing to make an extra phone call. They're willing to do do whatever is is required and necessary. Whereas the b, t, or the B team and C team are just I just want to do the bare minimum for success. And that's the difference.

00:26:55:10 - 00:27:12:15

It's not a physical problem, it's a mental problem. And that's one of the it's one of the biggest keys for success. And anything in your life, it's always going to come down to the mental. Yeah. Because of the fact that it's like whenever we whenever we talk about it, it's the ability, the willingness to go ahead and do more than the other person does.

00:27:12:18 - 00:27:31:05

Well, that positivity that you're looking for, that I'm willing I'm willing to give up certain things in my life. Oh, and it's like like, I'll give you an example. I've been a part of multiple masterminds in my life. So there's one that's continued on, and I was very happy to be a part of it. So yeah, at the same time, I got to a point where I didn't feel like it was benefiting me anymore.

00:27:31:07 - 00:27:44:19

Well, and they, you know, we kept they kept missing calls, they kept canceling calls and things like that. So they, they went ahead and change the format and so on. Did not get any feedback from my end at all. I wonder if they wanted to change the format. It's a small group was only six of us, so but they didn't go ahead and change.

00:27:44:20 - 00:28:02:28

They changed the format well, whenever they want to and did that. I looked at them like this no longer suits my needs, and this is one of the things that your players know very well. And they're very good with communicating. When something doesn't suit them anymore, they're willing to tell you that and that they're willing to have the direct communication in the direct conversation.

00:28:03:00 - 00:28:17:05

So that's what I send out an email to all of them at the same time, so that everybody got the same post at the same time. But I sat down and said, hey, I totally get why you're doing what you're doing. So I'm unwilling to go ahead and give that time that you're all looking to go ahead and give.

00:28:17:05 - 00:28:31:01

I'm here for you, so let me know if you have any questions. I'll be here and all you do is pick up the phone. I'll be right there to help you out in any way that I can. So I'm just unwilling to do this anymore. And those are the tough conversations so that so often the businesses would never have.

00:28:31:04 - 00:28:47:10

You know, and it's not that I'm being mean, and it's not that I'm walking away from that group. If it doesn't work for me and help me get to where I want to go, then there's no reason for me to be there any longer, because I'm not going to be as engaged as what it comes down to. Which means they're not going to get the value from me that they could if I was all into it.

00:28:47:12 - 00:29:07:09

Yeah, that just speaks to going backwards, not forwards. Yeah. And that's part of success too. Is that if it doesn't align with your vision of where you're trying to go, right. Like I always say these things, it's like journeys, you know, where there's a destination spot down the road somewhere and you're trying to get to that destination spot.

00:29:07:09 - 00:29:31:09

And the success is ultimately that I, that I hit that this destination spot or not. Or am I learning something to get further down this pathway to a destination spot at the end? And so you get into these situations like what you did and you made it, you made a conscious decision between, should I have a conversation with them about going forward?

00:29:31:09 - 00:29:52:26

And that we all said, or, hey, we're going in this direction. And then they changed the game and they're like, well, you know, you didn't even ask me, right? It's like, that's a problem. And yeah, part of this is that you get set up so that you can go forward and make it through. Okay. Well now I got to switch direction to get on a different path and go that direction.

00:29:52:28 - 00:30:14:23

And, you know, goes back to mental awareness and mental acuity of where are you going to be at on the journey? I think that's the other thing too, is that I enjoy the journey more than I enjoy the destination. And I think that I relax a little bit and and just take it in and, and that becomes that's where I find my peace and my joy.

00:30:14:25 - 00:30:31:05

It's the one thing that I love, that fact that you enjoy the journey, Nate, because it's the people who are obsessed. And this is from previous podcast where Nate was talking about, hey, what level or what level are you at? So are you interested? Are you on board? Like are you're going after it? So you're you're very, very smart.

00:30:31:06 - 00:30:59:27

And what the turn of the term was. You used so for that middle piece. So but that other one those is obsessive. Yeah. It's, it's it's interesting. and then you make me forget it's just the committed, interesting, committed or obsessed. so a Nate, someone who's obsessed. And when you're obsessed, you enjoy that journey as much as you enjoy the destination because you're learning and growing as you go through things, you know, and that's one of the big pieces that you'll notice.

00:30:59:27 - 00:31:15:12

And there's actually two pieces that came out of that group that I was just talking about that popped up while you were talking, Nate, that because of the fact that what ended up happening is there's certain things that are good for certain seasons of your life. Like there's certain people that I've got my life who will be here throughout my life no matter what.

00:31:15:14 - 00:31:35:21

There's other people who come in for a season and they're there for a purpose, essentially, is what it comes down to. So and there's other people that are in and out fast as well. Like that group was there for a season, was what it was for. It was helpful for a time frame. So and I got to that point where I evaluate, I'm like, this is not necessarily the highest and best use of my time any longer, you know?

00:31:35:21 - 00:31:52:07

And that's the choice that you end up making, you know? And the other thing that you're and the thing that ended up happening there, like I said, there were so many times where meetings where most people didn't show up, they didn't do what they committed to doing and things like that. One of the things you'll find most successful people that they look at, they look that you stick up and, and, and honor your word.

00:31:52:07 - 00:32:05:01

If you say you're going to do something, you do it. So there's no ifs, no ands or no buts like that. Like for me, one of the hugest things that I've got. So for our company and for the way I live my personal life, and I literally I'll tell you a personal story on this on the second too.

00:32:05:07 - 00:32:22:05

So but being on time to me is huge. So and when I say on time, on time is not, hey, the meeting's at 11:00 and you show up at 11:00 to me on time is the meeting's at 11 and you're there at 1050 at least. So because there's no challenge, if, you know, if there's an accident, I have those extra minutes and I'm still going to make it, and I need to make it type event.

00:32:22:07 - 00:32:38:01

Yeah. And for me that on timepiece is huge because it's a respect piece is the way I go ahead and define it. And this when you look at successful people, they define it that way. Because if you show up late, I've literally left jobs where my my subcontractors, I told them to be there at 11 and they weren't there.

00:32:38:01 - 00:32:51:12

And they called me at 1115. And I can run another 15 or 20 minutes. I'm like, don't worry about it. So I'm going to be gone now. It doesn't matter. And I will leave. And I, and I literally have the same conversation with my homeowners because a lot of times a homeowner is like, well, I'm going to pay you.

00:32:51:12 - 00:33:04:23

So you wait, no, no, no, no, I'm you're paying me to do the job that I'm doing. So deliver the result that you're looking for in your project. That doesn't mean that I'm on call to hang out for an hour. Because you had something else that you decided to do. They go ahead and miss something. I'll do the same thing.

00:33:04:23 - 00:33:20:13

Like, hey, I've got to be doing another job with another appointment with another homeowner. So I understand what you have to go ahead and reschedule. Yeah. And that's literally it. So and I have zero challenge walking away from that because if you don't respect someone else's time, they're never going to respect yours. So and I go ahead and teach that pieces.

00:33:20:13 - 00:33:38:27

You've got to respect my time. And I respect yours too. Because if you tell me to be there whenever I'm in a meeting, I'm not looking at my phone. Yeah, I'm not paying attention to anything else that's going on. You've got my 100% undivided attention whenever you're there. And people who are successful, they notice that because if you're the one flipping on your phone all the time, you're looking at social media, whatever.

00:33:38:27 - 00:34:02:18

It's not like if you're in a meeting and there's like me, the subcontractors and a homeowner are there talking. So if the subcontractors are talking, I'm not checking to see what text came in or what messages I might have hit. So because that isn't what's important right now. And that, and especially in today's world, when you talk about the phone that becomes something that's key, is that so many people are like, it's so natural for them to pick it up and start scrolling and looking at things, stuff like, don't do it, pay attention.

00:34:02:25 - 00:34:28:00

So static is yeah. And that's the challenge is being present. Yeah. And that's, you know, being present is a big principle to follow up. And same thing with you and time like my, my uncle, you know, ever since I was little, he just kind of like beat this principle into my head. He was like, on time as late and ten minutes early is on time, you know?

00:34:28:02 - 00:34:45:03

And it's the same. It's the same thing than what you're talking about. But it was a principle that he it's he instilled into me earlier, and even to this day, I'll call him up and or whatever. We'll have a meeting time and and we'll joke if I'm like eight minutes before time. And he was like, oh, you're late.

00:34:45:03 - 00:35:20:02

It was supposed to be right. We're we're constantly going through this stuff. And, but that's a principle, right? And and being present, not not having your phone out. That's a principle. communication. That's a principle. I mean, there's all these different principles that kind of come along with being successful that if you do not if you do not take, responsibility for them and hold them with the utmost respect, then you just become part of the the team that just kind of wanders around and then you're a success.

00:35:21:20 - 00:35:38:03

so backing up a little bit, if you have a network of people that are all doing the same thing, you become part of that network, right? But if you're not doing what they're doing, then you're not going to be a part of their network. And so if their network is being on time, you have to be on time.

00:35:38:05 - 00:36:01:18

And you can say to yourself, oh, well, it was only five minutes. Well, like Keith was saying, he's moving on. He's not waiting for you. Right. You have to be doing the same things that he's doing. It be in the same positions and having the same kind of understanding. Your moral compass is start to have to align with the people that you're working with, you know, money and success and all this kind of come hand in hand.

00:36:01:24 - 00:36:23:24

Right. And they're going to try to define success for both financial standpoint and is part of it. That's the reward of doing the the principles that you're preaching. But at the end of the day it's all about the connections. So if you're doing the same thing as other people in the same kind of financial category, you'll be able to get some of the benefits of doing the same things.

00:36:23:26 - 00:36:42:03

That's why it's repeatable. That's why so many people can have levels of success, right? They just have to do the same things in order to be able to get there. And it's like they talked about their that's a key piece of doing the same things. You know, when you start, when you start going ahead and looking for people to be the mentors like Nate and I, we're talking about.

00:36:42:05 - 00:36:56:15

So when you find people that you're looking for that you know, look for those qualities, you know, ask them what's what makes you successful? What do you think are some, you know, what do you think are the top three things that have gone ahead and helped create your success now? And ask them those things. Let them answer that question.

00:36:56:15 - 00:37:14:24

Number one, it's it's great information for you. So from someone who's at a different level so than what you are. And so you may learn something if nothing else from it, just that at least what they feel has been important and what you might want to pay some attention to that could produce some of the same results. So and at the same time, whenever that aligns with you, it becomes the person that I this is someone I want to be around.

00:37:14:26 - 00:37:33:20

So if it resonates with you, it's like, I want to learn that because I can see that making me more successful now. And the again, the biggest thing always is, you know, Occam's razor. So the simplest thing is always usually the right answer. Whenever you look at it, when you look at these pieces, you talk to anyone who's successful.

00:37:33:22 - 00:37:52:04

So it's usually the simple things. It's not something that's overly complex. You know, like I talk about being on time. That's the name of our companies. Well, and my the homeowners that go ahead and call me, they're, they're actually they're rating me based on that. So the companies call it on time. Guess what? I've got zero solution. I did that to myself on purpose.

00:37:52:06 - 00:38:17:07

So because in our industry, contractors are notoriously late, they run on contractor time is what it comes down to. You call yourself on time. I've set an expectation and I will live up to that. And I've been in business now since. What is it? We're 13, 14 years now, so we've been in business. I've been late once to a homeowner meeting, and that's because my driver took a wrong turn on the highway and took us five miles out of the way to get to the Fedex, actually turn around and come back.

00:38:17:10 - 00:38:36:21

So that's the oh, and even then, we're only two minutes late because we were going to be early anyways. This is what I came down to and I was like, and I my client or my guarantee this is how much I believe in those types of things, as I will give my homeowners $100 if I'm if I'm late for a scheduled meeting, you know, and that's one of the pieces people that like them is theirs.

00:38:36:24 - 00:38:53:02

I was what it comes down to. And that's one you get around successful people, the things that are core to them. So are definitely they're serious about then. And they are the things that you think of that aren't a big deal. Like I've had multiple subcontractors. They're like, oh, being on time, it's not a big deal. Being on time isn't a big deal.

00:38:53:04 - 00:39:10:15

What you don't know is that the the successful people that you're going to work with or that you may want to work with, are making decisions based on criteria that you may be unaware of. And those things, those things like that. So as soon as somebody is late, if it's for the first meeting, this is the best I want to get from you.

00:39:10:15 - 00:39:22:25

It's like going on a first date. This is the best you're going to look. This is the best. You're going to be dressed. This is the best. You're going to act. And if that doesn't work for me, then why am I going to go ahead and see how it ends up in three months? Well, and so I've already made decisions.

00:39:22:27 - 00:39:38:12

I'm already done. You're not working for me, I don't care. It doesn't matter what your price is. It doesn't matter how good of a of a tradesperson you are if you can't hit the important things. So because I that's what I preach to my homeowners to realize that you're always being evaluated. So whenever those things are going on.

00:39:38:14 - 00:39:52:24

And that's why I asking those things, hey what are the especially for somebody? What are the three things that you think are critical to be successful? Because if you know what those are now, you know what to be able to hit, you know? And if that can grow with you, that makes it a lot easier. Working relationship than it does if you're attempting to guess it.

00:39:52:24 - 00:40:14:10

So and they may be making evaluations based on criteria you're very unaware of, which is, you know, challenging for you at times. Well, what do you think about, giving more than you take creating a win win situation? It's and it's funny because whenever you say that there's I've seen so many people in this world, whenever they negotiate, they'll come.

00:40:14:12 - 00:40:32:12

They're like, yeah, I won that negotiation. Well, how the other person did. Yeah, I don't know. All I know is that I got the best of that deal. Well, if they didn't feel the same way, this isn't a good deal as well. It gets that simple. Everybody should get in every interaction. The goal should be both. Both parties walk away happy.

00:40:32:12 - 00:40:49:16

Are all parties walk away happy if there's more than to, everybody walks away with a reasonable assumption or a reasonable feeling that they're good, they're happy they're doing this. You know, it's like one of the things we talk about all the time, there's projects that come in and things like that, and there's projects that come in, and some of the people like to go back and forth.

00:40:49:16 - 00:41:03:16

So on pricing and things like that, as soon as they start pushing too hard, where I think it's not worth it, they're going to try to go ahead and nickel and dime every piece in. This is going to be a fight the whole way through. We step back. I won't do the project now. It's nice because and here's the piece that I got to remind you.

00:41:03:16 - 00:41:17:29

If you're new getting in this industry, you may not be able to do that because you're looking for the cash flow coming through the door. So night, night or a different phase in our in our businesses where if someone's going to be too much of a headache, it's not worth it. So we'll just go. No, it's not a project for us.

00:41:18:06 - 00:41:34:15

And I've done that and we'll just step back. And it's not a big deal, you know. But knowing where those pieces are, you know, I look at that piece, especially when it comes down to it. Well, is too many people, the people who are looking to make sure that you got something out of it and you're happy with it, are the people that are going to be fun to work with.

00:41:34:15 - 00:41:49:12

You're typically going to have a good relationship with and get there. Everyone's going to get the result you're looking for because we're all pulling in the same direction. Yeah. When you're getting that person who's looking to be the only winner or the big winner. So then the challenges of coming in is that it's going to be very short lived.

00:41:49:15 - 00:42:04:10

Oh, there's going to be challenges. Things are going to pop up. There's going to be friction, guaranteed. It's just a matter of when the friction showing up. I, I don't look to get involved in any kind of relationship, business or personal. So where I know that there's going to be friction, I, I'm too old for that stuff I am not dealing with.

00:42:04:10 - 00:42:25:14

It is when it comes down to it. Well, what are your thoughts on that date? Well, my thought is that you have to create win win scenarios, in order to have success, right? Because if it's only one direction like you're talking about that's winning or they're, they're bragging, oh, I got, I got I won that negotiation or I got over on this person.

00:42:25:14 - 00:42:50:04

Right, right. You're not on the you're not on the path of success anymore. You're on the path of devastation because it's just going to start to wither away and all your other decisions are going to be kind of everything that we're trying to do is based upon, how do we create win win scenarios where, like, you're talking about everybody's happy, everybody gives up something, and everybody gains something.

00:42:50:06 - 00:43:09:04

And in those two pieces, there's a path forward, right? If one person is is moving forward and the other person is moving backwards, well, it's going to happen on the next one. And then the next thing that you come across, you're probably going to be on the losing end and somebody else is going to be the one at it.

00:43:09:07 - 00:43:28:13

So you have to be able to come back to the center to be able to have, you know, win win scenarios where, you know, somebody might get a little bit more money and somebody might get a little bit better, outcome. Right. And so it's there's always win win scenarios. And I think people need to be looking forward if they're going to have success.

00:43:28:15 - 00:43:40:15

I mean, it's what like for, for me as a, as an owner of a building company, one of the big things that we go ahead and look at is with our business partners all the time. I hear from my homeowners, why did you bring three people out to go ahead and price this and or, you know, or you get me the lowest price.

00:43:40:17 - 00:43:58:11

So the first thing I explain to them is we've got a core team of, of subcontractors, business partners that have been with us now for over a decade. So they're very good at what they do. They give me the result that I'm looking for and the way that myself and my homeowners are looking for consistently. So there's a price that goes into that.

00:43:58:11 - 00:44:10:19

There's an investment involved in that piece. So no, I don't price do I go ahead and price out all of my people every once on? Yeah, I want to make sure we're still in the market and they're not going ahead and overcharging me. There's no question about it. Yet at the same time, I'm not going to send it out to three different people.

00:44:10:19 - 00:44:27:27

I'm not going to go ahead and choose the lowest cost person, because guess what? When you choose the lowest cost person, you know, there's a couple of things can happen. They may be the lowest cost because they provide the lowest level of service and the least quality. It could be the fact that they give you the lowest cost off the bat, and then all of a sudden you see change orders, you know, plus, plus, plus is being added on to it.

00:44:27:27 - 00:44:49:14

Now, all of a sudden you're no longer there, no longer the lowest cost person. You know, there's multiple reasons why that person can be that way. Or it could be the person that's, you know, they just don't care. So what it comes down to and with the level of results that we expect and the level of results that I promised to my homeowners, I have to have a certain level of craftsman in my projects to be able to accomplish that.

00:44:49:16 - 00:45:05:13

You know, and I'm in their cases, I'm not looking at tell all my all of my subcontractors. I'm like, I do not go ahead and come back and beat you up on price. If I think you're high, I'm going to tell you, hey, I think we're going to be a little high on this. Yeah. You know, is there anything that we can go ahead and do so or is it just that's where we're at at this point, you know, and that's the thing.

00:45:05:13 - 00:45:16:17

And there's times to look at and go, all right, maybe we can go ahead and knock, you know, some of those money off of that. Or maybe we could do this in a different way, you know, if we if we don't do an extra trip to come back for this, we can hit this one trip. We can go ahead and bring that investment down.

00:45:16:23 - 00:45:31:18

They'll give us ways to go ahead and help out, which helps out the homeowner, which helps out them because they get the job, which helps us because I deliver the result and everybody's happy now. And that's the way you look at it when you negotiate is how can you have it work for them. So they talked about it.

00:45:31:18 - 00:45:47:27

I give up something. All right. Maybe I want to do two trips, but we can figure out a way to make it work on one, you know, and that may mean that I've got to go ahead, and I. We have to inconvenience my team, internal team a little bit, because we may have to do a couple of small things to make that happen effectively.

00:45:48:00 - 00:46:20:10

Well, switch gears a little bit. we talked a little bit about, you know, principles. We've talked, about energy. We've talked about, mentors. We've talked about, Well, making mistakes and failures and things of that nature. what do you think about, being authentic and how that plays a role in being successful? It's it's funny.

00:46:20:11 - 00:46:37:00

Go ahead and say that because so many people, when they start out, I think there's an evolution. So that being authentic piece, because whenever you go ahead and start out, most homeowners are looking and we're talking well, or most homeowners or customers, depending on whatever industry you're in, are looking for somebody who's got the experience and can deliver the result.

00:46:37:03 - 00:46:58:22

Now, there's times whenever you start out that you may not have done it. I there's projects that we take on that we've never done a project exactly like that before. I've got confidence in the fact that we've gone ahead and handled so many different types of projects that I know that we'll be able to handle whatever it is, you know, if there's a new piece, we'll have the information, we'll put it together, we'll figure it out ahead of time, and we'll be good to go with the plan that we put in place.

00:46:58:24 - 00:47:20:09

When you first start out, there's that doubt, and that authentic piece is one of the things that I go ahead and look at. It's like whenever I remember when I first started out, there were projects that I took on. I had no idea about, you know, and that's that authentic piece at that point. It's like, well, I've got the confidence that I can do this and figure this out, but I don't necessarily know that that's the way it's going to be.

00:47:20:12 - 00:47:34:17

You know, one of the big pieces, you know, you hear so many times people say, fake it until you make it. Well, I'm not a real big believer in fake it til you make it. So I'm more I'm more of that, hey, go ahead and do the actions and then the belief will come. So the confidence will come from it.

00:47:34:17 - 00:47:47:24

So the type of thing. And that doesn't mean you're going to stretch yourself and you're going to get out there. Yet you should feel that you're like in the example that I'm talking about for those pieces, you should feel that you've got the resources around you to be able to accomplish that. And that was something I always had in place.

00:47:47:27 - 00:48:04:13

So and you've got to be you like I don't. Yeah. It there's there's times like it's funny because Nate and I go to a mastermind group. So and there's people in the mastermind group are the most the most gregarious people, the most outgoing people in the world, not literally talk to anybody that's in the room, which is an awesome trait to have.

00:48:04:15 - 00:48:20:09

Yeah. Okay. Whenever I go into those rooms so I can do that. But that's a switch that I've got to turn on. It's not my natural switch. My natural switch is I sit back a little bit and I observe. So and then I figure out how I'm going to go ahead and step into whatever conversation it might be.

00:48:20:11 - 00:48:37:18

I'm so I'm a little more analytical on that side. and whenever I get in those, I know there's times that I've that for me, it's more effective for me to step out. Well, that's where the challenges, that's a part of me. But it doesn't feel like me. Whatever. I'm doing it at times. Once I get out there and start doing it, it's funny because people will be like that.

00:48:37:18 - 00:48:53:21

Like whenever we used to, whenever I used to work with my partner where we did events, people would always look at me and they're like, you're the most outgoing person. And like, you talk to everybody. Well, that's what I'd have to do in those areas to be successful. So and I knew that. Yeah. Which means that I have the skill set.

00:48:53:23 - 00:49:09:18

It's not my it's not my natural fallback. So when you're talking about authentic, it's like, all right, I've got a skill set that I know I can use. Well, is that going to be like whenever Alice and I are out, you know, we're out socializing and things like that. So it fits with our, you know, our friend group that we go out with a lot.

00:49:09:18 - 00:49:22:28

Oh, yeah, we cut it up. And that's natural and authentic as far as that goes. But whenever we're out with new people. So she's the one that's the butterfly. It's all over the place talking to everybody in the world, and it doesn't matter. And I'm the person is still more laid back. So waiting for conversations to come to me.

00:49:22:28 - 00:49:49:11

And that's where I am authentically. So in new situations. Yeah, I, I agree with you. I'm kind of the same way I am. I think being authentic is just having, your way of doing it and doing it to the best of your abilities. And what I mean by that is like, you know, I've got a bunch of mentors that I've had in the past, and I have some now, and, and I am a mentor to others.

00:49:49:11 - 00:50:12:07

And, and you're gathering this knowledge and you're gathering this experience. But I'm, I'm molding that into who I am as a person versus how I see a lot of guys come out and they want to copy somebody and they want to, you know, memorize their mannerisms and they want to memorize their their speech and their verbals and everything else.

00:50:12:07 - 00:50:32:26

And I had, a young man on or the Thursday or Friday, we're doing a job. And he pulled me out to the side and he was like, okay, I want to learn how to do it the way that, like, you and this other guy who's his boss and another guy that he's really close to, and he was like, I want to do it like you and him and him.

00:50:32:26 - 00:50:58:25

And because, you know, you guys are just like, have no problem talking with homeowners and and everything you say sounds like gold that it comes out and they just like, listen to you. And then I talk to him and and and it just they don't hear me. They just pass me over like, like my words or anything. And I said, that's a part of what you're doing is that you're trying to do something the way that I do it.

00:50:58:27 - 00:51:24:14

You try to do it something the way that these other guys do it. You have to do it in a way in which you're being authentic with the message that you're wanting to deliver. And, and your success is going to follow how well you're being, you're able to communicate that message. Right? And in this case, you I was telling them I was like, look, your body language to me right now speaks more than what your words do.

00:51:24:14 - 00:51:39:27

And he was like, what do you mean? I was like, well, you're telling me that you want to do this, but your body's like, no, I don't want that. Kind of like, yeah. So you're talking and talking two different things, like your body is telling me something, but you're right in your mouth and something, something different. I said, you have to understand.

00:51:39:27 - 00:52:04:06

Like, if only believe in what you're saying. For it to be authentic, you can't just read a book and somebody says X, Y, and Z, and then you say x, y, and z and not really believe it, and it becomes authentic. And so he was like, okay, well, how do you get authentic? I said, well, you talk to yourself until you believe whatever it is that you believe, right?

00:52:04:06 - 00:52:27:21

Like, I can't tell you what to believe. I can only tell you what I believe. Right? So you have to come into your own situation of belief, and then from there, be able to communicate your belief. And that's where authentic, authenticity comes from. And then you become authentic. And then people trust you because they could feel that, you know, your author, your authenticity is coming through.

00:52:27:24 - 00:52:50:28

And I said, it's the vice versa. If you're just reading a script or saying something, then there are just starts flying all over the place and they don't want to believe you. And so, I think that's, you know, the part of the up being authentic that comes back to mind for me and, and kind of like the things that I like to talk to these guys about being is just being in the moment.

00:52:51:00 - 00:53:09:09

But saying something that's true to you, that's going to be, you know, impact. And it's like the example you gave their Nate or, you know, he's his new or he's learning. One of the things I always look at whenever you're newer and learning, you've got to take in the information. So it's good he's asking the questions. Yeah. Well of of how do you get to this?

00:53:09:09 - 00:53:24:09

How do you you know, if he's looking for things like reasoning? Well, how did you come up with that decision? Where did you come up with that answer from those types of things. That's good. And that's exactly right. Your body language speaks so much and will be times, and this is the part that you don't realize when you're speaking to somebody.

00:53:24:09 - 00:53:42:16

They may not even realize why it is. They don't believe what it is, but they've gone ahead. They're picking up visual cues, they're picking up audio cues. So they're watching those pieces and hearing those pieces and realize that, all right, that's not quite something that doesn't feel quite right is literally if you've ever had that feeling before, when you've been talking to somebody.

00:53:42:21 - 00:54:01:25

So when you've been doing something, it's like there's just something that seems off with whatever's going on right now. You know, whenever you get that feeling, that's because you've picked up something that's incongruent. So between what they're saying and what and how their body is actually physically reacting to what's being said, you know, it's it's always funny because we used that whenever we whenever I did coaching.

00:54:01:27 - 00:54:18:11

So I'm with the person I used to work with. One of the things we used to do at one of the events that we did, so is we would have them go up in front of the group and stand there, and they weren't allowed to say anything. They had to stand there for feedback, and you would see people moving that said, oh yeah, I'm perfectly fine in front of a group.

00:54:18:14 - 00:54:35:01

And they're fidgeting. They're on one foot, they're leaning back. So someone gives them feedback and they lean back. It's like all, well, you didn't believe a word that we just said. And it's like all those little things like that that people don't realize are going on in every minute of every day. And there are some people that are very good at reading those visual cues.

00:54:35:01 - 00:54:53:03

I mean, I actually look at it like investigators, police officers. So the things along those lines, a lot of times HR people, so that you're working with them when you're coming in to companies and things like that. So or anyone who's been a successful business person, typically they whether they've actually worked on it and consciously went after learning that or it just comes natural to them.

00:54:53:08 - 00:55:12:10

So which some people it does now either way, they're aware of those pieces. And you know, like in my, my main demographic is people who are typically so hiring professionals. Well, as who we typically work with as far as the renovations that we go ahead and do, while the those people have been through it, they've seen it. They've either learn that piece or have that naturally.

00:55:12:13 - 00:55:25:28

Now it's like whenever I can go and talk and that's the same thing. They're like, that's what people say to me. She's like, you always seem to have the right same thing. Like you said, they always seem to have the right thing to say, and they always seem to be like, right in step with you and moving forward with a lot of times with what you're going ahead and suggesting.

00:55:26:01 - 00:55:37:11

So and I'm like I said, they did. You do realize I said sometimes all I'm doing is using the education that I've got and coming up with an answer that I've never done before, but this is what we're going to go ahead and do. And it all comes down to how you go ahead and present that piece. Yeah.

00:55:37:18 - 00:55:51:20

Now and then the confidence is you go ahead and say it with the people by the confidence that you put out there. And when you're new and I get it, you don't have that confidence because you don't have that scope of knowledge to be able to go ahead and rely on finding out those pieces, though, and making them yours.

00:55:51:27 - 00:56:06:03

A lot of times when people start out, you do sound a lot like somebody else. Whenever you're going ahead learning those things, it's the all right, I want to take the information and how do I go ahead and express it that it's me saying it, that it's not Nate saying it, it's not Keith saying it, you know, type of thing.

00:56:06:08 - 00:56:27:17

And that imitation piece. I know whenever I first started doing sales, because I was part of what we did as far as our events go. So for the back of the room sales, whenever I started doing that, I was very much the person that I learned from because I had never done sales before. I mean, it was like it was it was very much methodical, the way I ran through things, and that's the way I typically move people through things anyways, is that that type of a process?

00:56:28:00 - 00:56:46:03

and that would be the thing that I had to learn is that I'd started out doing that. I got really good at it when two things happened. One was it became mine, so I wasn't. I was following the general idea, yet it wasn't the exact same words in the exact same way. So. So I made it mine, I believe, and I believed in what I was doing, so.

00:56:46:03 - 00:57:00:21

And that's the key for everything. it's one of the things like people ask about sales, how do you good at sales? I only sell things that I fully believe in, which is one of the reasons why I used to kill it when we did events, because of the fact that I believed in the results, because I saw the results.

00:57:00:25 - 00:57:15:29

I was a product of the product. I was one of the original people that got results. So it was very easy for me to have that conversation with people, to move them forward in that program, because I was that person. I knew the successful was there. It's the same thing whenever I'm talking to homeowners. I know I've delivered it so many different times.

00:57:16:01 - 00:57:34:13

Yeah, there's zero there's zero hesitation. So it's all fall for straight into it. And they feel that peace. They're like, oh, he's he's got this. So there's no question about it you know. And that's that. We get called in I know you get called the gnome two. But I called him the jobs where people have hired contractors that didn't know what they were doing and partially did the project and didn't finish the project.

00:57:34:13 - 00:57:47:24

And, and the homeowners are like, so gun shy at that point because they're like, well, the other person said. And it's like, but they feel it whenever they talk to you because you've got the knowledge, you've got that, hey, I see where the challenge was. They did this. We can go ahead and do this to go ahead and fix it now.

00:57:47:26 - 00:58:05:01

Like you already have solutions. It's like, all right, well, this is the right person to be working with and being able to have that ability to be authentic to you. Everyone's at different stages. I think that's the part to remember on the up side is that you're going to be at a different stage, at a different time, which means you're authentic, is different than someone else is authentic.

00:58:05:01 - 00:58:31:01

So but keeping that piece in mind and not attempting to to overstep where you're at right now, that's good. I think becomes a key. Yeah, I agree with that. I think, you know, understanding that it's a process to be able to get to the, the, the level of, comfortability where you, you know, you have the you have the knowledge and you have the experience and, and I, you know, I've never been a big fan of fake it to you make it.

00:58:31:01 - 00:58:46:04

It was always like, well, I don't know how to do this, but we're going to make sure that we do it right. Yeah. And I will pull out every trick of the book and this is my opportunity to do it or or what have you and I. And early on I got a lot of success by just being honest.

00:58:46:04 - 00:59:11:02

Right. And, and because sometimes they would ask me like, well, have you ever done this type of project before? I'd be like, well, honestly, no. But I've done something similar to this that looks like this, and I think I can do this in a way that it will be, in your best interest and be able to hit it and, and just being honest and that being authentic.

00:59:11:18 - 00:59:31:07

authentic and being honest right there helped me land more projects. And then the more experience you get, the more confidence you get, the more confidence you get, the better you'll be at, being honest, that authentic. I don't know why I'm. How is it that authentic? But what's kicking your butt today? It is. It is really. I mean, but, you know, it's one of those things.

00:59:31:07 - 00:59:47:11

It's like. I think that's what helps build the confidence that also helps bring in, you know, the success that everybody's looking for. And. Yeah, I think part of, like, what you're talking about there, the, the part of the popped into my head was instead of fake it till you make it, believe it till you achieve it. Yeah.

00:59:47:11 - 01:00:05:03

So it's that way because then it's better because that's exactly what you're talking about before that conversation you're having with yourself to go ahead and get you to who you are authentically. So it's like you've got to say that enough. I used to like I used to do that, I do affirmations is what, especially whenever I first got started in certain things, like when I first started doing sales.

01:00:05:05 - 01:00:23:15

People, like all affirmations, are a joke, all right? They might be saying, if you don't believe it, it will be a joke. There's no question about it. Yeah, yeah. That conversation, like I was talking about, it was like my biggest reason for being there at those events was to help someone move, help the right person move forward at the event to take advantage of the opportunity that's going to get them to where they want to go.

01:00:23:18 - 01:00:38:19

And that would be the piece that I would be going ahead and repeating to myself when I before I went down in the morning whenever I was getting shower, remember, I was getting ready and stuff like that. Like I ran through that and that was the piece that got ingrained in. And as long as I kept that as the principle, whenever I was working with people, the right people move forward.

01:00:38:21 - 01:00:56:12

So and those who didn't, it wasn't the right time for them. This wasn't the right opportunity. And either way. So I'm okay with that piece. Yeah, I think that's probably the key too, is like, not everything is going to be perfect along the way, right? You're going to be faced with these challenges and then sometimes they'll be right and sometimes it won't be.

01:00:56:19 - 01:01:03:29

You're going to have to say authentic on a podcast 13 times. And I know it's like in the 13.

01:01:04:01 - 01:01:19:14

But it but but that's what we're talking about, right? It's like, let's make fun of each other right here, right now on the podcast and smile about it. You know, that's it. You know, how can you get more real than that? You know, and that's that's literally it. And it's and we fumble our way through lives at times.

01:01:19:14 - 01:01:37:12

You know, that's that's part of the process. You know, and being okay with that. Yeah. It's all you could do is what you can do. And sometimes that that day is your day. There's days that I come home and I'm like that. That day just kicked my ass all day long as well. That comes down to, you know, and I'm happy to be home at this point because it's just like tomorrow's got to be better.

01:01:37:17 - 01:01:57:09

So because there's no way that it's going to do this again. Yeah. And it typically doesn't. Yeah. They're never there's never three days in a row, you know. Yeah. So yeah. but yeah those are just and that, that I actually that way to look at it when successful people they look at those pieces that way is that even when you're having challenging days knowing that.

01:01:57:09 - 01:02:11:09

All right, I always look at it this way. And this is one of the key frameworks that I've got for that. When I'm having challenges, it's the what am I supposed to learn from this challenge? Because it's typically I've got a skill deficit somewhere. Yeah. Of something. I've got to go ahead and take in any I may have.

01:02:11:09 - 01:02:27:11

I may have seen the same type of challenge before, which means that I haven't figured out what that right thing is yet to go ahead and and do differently. So to go ahead and get past and that, I think, is one of the hugest things for people as successful as they look at that when you're having challenges, especially if it's a challenge that repeats everyone.

01:02:27:11 - 01:02:40:06

So it'll be how you got a flat tire. All right. Well, I drove over something. I just there's one address. There's nothing for me to analyze there unless I drive over nails every day on purpose. Then it's like, well, maybe you ought to stop driving over nails. but, you know, in that case, that's not typically what's going on.

01:02:40:06 - 01:02:56:02

But if it's the one off thing, unless it's huge, I don't worry about it. But when you start seeing the same thing, come back around and back around and back around. All right. I've got to learn something to take that next step forward. What do I need to learn? And that can be something that in the beginning, I'll be the first person to admit I was not good at that piece.

01:02:56:06 - 01:03:12:24

I was like, is this happening to me? This is so ridiculous. and as you gain a little more experience, a little more perspective, for me, a lot more personal development on that side of things. As I got better with that piece, I was able to actually step back when it's happening and I'm like, all right, what's going on?

01:03:12:27 - 01:03:28:27

What do I need to see in a different way? How do I need to move forward in a new way that's going to get me the result that I'm actually looking for? And it's unfortunately there's nothing to say. There's an there's no immediate way to go ahead and get to the success you want. It is a journey like Nate's been talking about there steps along the way.

01:03:28:29 - 01:03:51:06

Enjoy it. It's all part of your process. Yeah. You know, that's kind of what we've been talking about it. We're talking about enjoying the journey. Don't be discouraged by failures and find good guides and mentors that that lead you down the path to the next station. That and, learn and grow. Yeah, I think that's good. Now, to me, I feel good about that.

01:03:51:12 - 01:04:16:23

Anything else you want to add before we hop off today? Nah I'm good. Okay. So some great tips in there. Go back and look at that and look at how it's applied. Do you look for those those northern stars, those guiding principles like Nate was talking about? Go back and look at what those might be for you. Start figuring out what that is, because when you can get in alignment with that piece and or change those pieces, if you if you're looking to change beliefs, to be able to move you forward further, look at what that is and what might need to be changed.

01:04:16:23 - 01:04:34:16

So if that's part of the process to get to somebody, you know, be open to the feedback that's coming in. So be willing to take those steps forward. Be willing to go through the grind in the process because, you know, like they always talk about, you know, diamond started off as coal. There was a whole lot of pressure that turn them into something that people really love.

01:04:34:25 - 01:04:48:16

it's the same thing for you no matter what, whether you want to go ahead and just work for somebody and be being a and and be an employee for someone, whether you want to go out and own your own business, whether you want to go ahead and partner with other people and build something really awesome, there's always going to be the process that you've got to go through.

01:04:48:16 - 01:05:09:24

There's going to be challenges and struggles that create that person you need to be. And that's one of the oh, that's actually one thing that I will want to add before we hop off. Okay. Well, when you're looking to go forward like that, so you're looking to create yourself as the next level. So whatever your next level is, you've got to look at the skills that you've got to get to to get to that next level and implement those skills as fast as you can.

01:05:09:24 - 01:05:24:24

And that's one way to lift yourself up. It's one of the challenges that we see, like in like for us in business, like for our businesses, I can literally do seven figures by myself. Like, no, I mean outside of my subcontractors. So when I walk, I need no other team to be able to do that. Now it's a lot of work, so there's no question about it.

01:05:24:24 - 01:05:38:07

That's a lot of me flying around doing a whole lot of things. So to go from that seven figure to eight figure, there's levels that you've got to hit and skills that you've got to learn. So you've got to learn to become the leader. You've got to learn to be able to delegate. You've got to learn to be able to go ahead and rally a team and guide them all in one direction.

01:05:38:13 - 01:05:56:09

So and that's the piece. So it's like and then the level pass that is creating systems and processes that it takes care of itself and runs on its own, whether you're there or not. All of those different levels that you start to look at. So look at what those skills are. What's the next skill set of where I want to go and how do I acquire that?

01:05:56:12 - 01:06:16:07

Probably the easiest question to go ahead and ask, oh, who's got the skills? Who can show me the skills? Oh, and then how can I make that mine as quickly as possible? Anything else I think you hit on the head, find the right guide. Well, even so, it's key. The both of those are key, there's no question about it.

01:06:16:07 - 01:06:32:28

And keep moving forward. That's the biggest thing to be able to do. I like I like the one request question we always have like this and share this. So if you've got someone who you know would would love to hear this, would love to hear about this process. So wants to go ahead and learn more, especially about stuff in the construction industry or any of the trades.

01:06:32:28 - 01:06:47:10

So own a construction business, share this podcast with them. We would love that. Leave us a comment. So go ahead and like this podcast. all those types of things help us out immensely. So if you're looking to go ahead and get involved, obviously Concord University, which I'm sure you can find a link in the show notes. Now about that.

01:06:47:10 - 01:07:00:07

If you're someone who's looking to get in the industry, hop on here and find out what we can help you with in that process. Have an awesome week. We'll talk to you soon.