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hey everyone thanks for joining us for

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the cleaning and cocktails podcast

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this is where i get the opportunity to

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speak with fellow cleaning business

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owners

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small medium and large we take the time

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to let them share their stories on the

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ups and downs in the industry

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i also speak with other experts and

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professionals in the industry

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from your manufacturers your suppliers

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trainers

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as well as other types of entrepreneurs

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my mission is to empower our cleaning

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industry

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to inspire and motivate each and every

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one of you i want you guys to reach new

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heights of success

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and learn from one another my goal is to

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have you walk away with some tips

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secrets advice and opinions that are

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relevant to all of us in our day-to-day

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hustle and grind

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while we're out there in the field

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working every single day so sit back and

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share a cocktail with us

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and enjoy the show

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hey everybody welcome to another episode

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of cleanity cocktails

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you know the show this is where we get

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the opportunity to empower the cleaning

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industry

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the service industry and we're given the

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opportunity to

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fellow entrepreneurs fellow people in

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the business

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whether you're a supplier manufacturer

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any kind of service trade that you're in

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the goal is to share to the industry the

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knowledge

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which is wealth in my opinion but also

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the opportunity to learn more and more

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of what goes on in the day-to-day

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so today i have the pleasure of

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introducing one of my best friends

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josh lopez from lopez plumbing and why i

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thought plumbing

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would be a good a a good service to

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bring into this space

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is through josh i have gotten so much

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business you guys

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where think about a construction site

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there is so much that goes on there and

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you guys know i preach

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a lot about post-construction cleaning

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what josh has done for my business in

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chicago on the post-construction side

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it's unbelievable so i thought hey why

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not talk about this in general because

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nobody ever really thinks you know

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cleaning plumbing does it go together

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i'm the first to say yes it does you

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know on top of the networking aspect but

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done with me josh thank you so much for

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taking the time out

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to you know first of all i want to share

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josh's story i want to share what he

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does in the plumbing industry but

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just this is a an entrepreneur thick and

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thin

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so do me a favor josh introduce yourself

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who is josh who is lopez plumbing and

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how the hell did you get into plumbing

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let's start off with i'm joshua lopez

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owner of lopez plumbing systems but how

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i started off

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first off i didn't graduate high school

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so we could get into the whole education

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aspect later on

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i usually learn from my mistakes

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[Music]

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got into construction i was helping my

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father

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out and end jobs he was a union

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carpenter from mccormick place so he

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would

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you know probably work five months out

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of the year

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and he'd be laid off the rest of the

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time but he knew how to build everything

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so

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he opened up this remodeling company so

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i would help them out

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working for them and anybody that works

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for their father

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has probably had the issue that they

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can't work for their father

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because you got too many it could be a

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testosterone thing it could just be

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pride this that the other

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so my dad asked me one day he's like

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josh what do you want to do with

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yourself

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i was like i don't know i just want to

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make a lot of money he's like well

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you're kind of dumb why don't you get

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into plumbing

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they all make money and so

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literally the day after that we were

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working on a job site

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the plumber that was working on the job

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site

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fired his apprentice

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and uh my father's like josh jump at it

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i was like what do you mean

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like he's like just give him a hand

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let's see how it rolls turned out that's

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like my second dad

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worked for a guy k and j plumbing ron

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gazinski

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uh got you know it was a small shop so

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when you're working for a small shop

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it's you know you you're not just a

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number

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so he was able to teach me a lot of

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stuff

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uh fast forward a couple years i was in

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the union

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uh you know just got my journeyman's

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license

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i was a little more advanced than i

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would say the average apprentice because

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i would do so much side work

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and i would feel that most side work

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you don't have a boss that is going to

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have to deal with the

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repercussion of you messing up you know

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so

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you have to fix your mistakes you're

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trying to do the best product

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because it's you're the one that has to

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answer for it

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and of course everybody wants to give

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you side jobs because you're going to be

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a lot cheaper than a company right

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so november 2007

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incorporated we uh started out with

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six guys first job site was a 233 unit

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remodel so it's not new construction

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it's not

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a full restoration it's

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per unit based just say 233

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233 unit damn

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but what people have to realize it does

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not

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matter the size of a job it could be

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500 units and that's where my plumbing

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skill came in

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and i could make it as efficient as

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possible

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until the business aspect comes in play

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and the bigger you are the harder you

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fall right and it's like okay whatever i

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only had a six-man shot

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but it's

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the bigger you get so after that now

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2008 happens right

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what happened housing market crash

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so you're gonna think most trades are

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suffering thank god i got into

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commercial versus residential because

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the rest of the

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residential market crashed yeah

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so i went back down to three guys

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and like we maintained you know and

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didn't make a ton of money always

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struggled to make payroll just like

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anybody else anybody's

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stories they can't do it either you're

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like a silver spoon

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or is what it is

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so we got into it

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just went on ahead uh 2012

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happened and just because of all the

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commercial we would do

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the quality of our craftsmanship

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a lot of people really don't care about

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how plumbing looks like oh it doesn't

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matter just put it behind the wall

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when it's actually some people are like

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i don't want to even cover it up with

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your show pipe

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like i mean of course that's like a pet

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on your back like it's

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technically it looks pretty okay

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if enough time of seeing your vehicles

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parked in front of these

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larger job sites you're gonna get these

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other contractors that drive by like oh

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this guy can handle this

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you know he's handling that i think one

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really good uh

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i guess software application that's

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out there is build zoom okay build zoom

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is like a report card so if you

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type if you go under build zoom and you

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look up lopez plumbing systems

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you'll see the value of the projects

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that i've completed

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you know in the last 10 years you'll see

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the description because you'll have the

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permit and what it states on the permit

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so for contractors to decide who they

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want to use

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of course they want to use somebody that

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has experience

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in what you're building so

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i think believe it or not that has

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brought a value to our company

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most contractors are very weary of you

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know what your numbers are really good

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but you're usually probably like the

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lowest bidder and it's like all right

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i'm gonna go with you because your

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numbers are low and a lot of contractors

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do that and a lot of contractors

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come back after the fact like i get it

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now

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the numbers didn't make sense estimating

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is huge and you do not

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have to compete with other

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contractors you this contractor could

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be at this price you get so many

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contractors in this industry that say

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all right well i'll give you last look i

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got a guy at this number

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do not compete with that number

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because this could be one guy working

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out of

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out a garage or this or that and he

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might fail

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he just threw a number out you

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have to know what your costs are to do a

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job

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and never back down from that and

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i feel most like

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i mean actually it doesn't really matter

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where you are you'd be in poland you

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could be in mexico

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do not try to compete with other numbers

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that are out there because i would say

0:09:11.440,0:09:15.040
that's

0:09:12.720,0:09:15.839
75 percent of the time like companies

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fold

0:09:15.839,0:09:19.600
you just can't do it you have to make a

0:09:18.080,0:09:21.920
certain margin

0:09:19.600,0:09:23.839
to stay open you got to stay strong on

0:09:21.920,0:09:24.080
your on what it is that you're busy yeah

0:09:23.839,0:09:26.080
and

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a lot of guys don't have that backbone

0:09:26.080,0:09:29.360
you guys like how to tie this back into

0:09:28.000,0:09:31.760
cleaning right is

0:09:29.360,0:09:33.200
you're talking about staying strong with

0:09:31.760,0:09:33.600
the numbers that's what we deal with all

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the time

0:09:33.600,0:09:36.720
under bidding for us is massive right

0:09:36.240,0:09:39.200
you just

0:09:36.720,0:09:39.839
for us it's oh it's it's cleaning i

0:09:39.200,0:09:42.080
could do this

0:09:39.839,0:09:43.839
i could do this less time i'll make less

0:09:42.080,0:09:45.680
but how josh is saying is

0:09:43.839,0:09:47.279
so tell me a little bit about this last

0:09:45.680,0:09:48.240
look concept what is that is that

0:09:47.279,0:09:49.120
something so

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you know you're gonna get your

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contractors and they always have their

0:09:51.040,0:09:55.040
favors right like i've worked with

0:09:53.920,0:09:57.200
you know 10 different general

0:09:55.040,0:10:01.440
contractors i would say with

0:09:57.200,0:10:02.880
a lot of my scopes where uh

0:10:01.440,0:10:05.120
there's really i don't have a lot of

0:10:02.880,0:10:06.880
competitors because i'm a bigger

0:10:05.120,0:10:08.320
non-union

0:10:06.880,0:10:09.600
i don't want to jump ship and go union

0:10:08.320,0:10:10.720
because then i'd be this small you're

0:10:09.600,0:10:14.880
like an agreement i'd rather

0:10:10.720,0:10:17.839
be bigger non-union than the small union

0:10:14.880,0:10:18.959
so depending on your paperwork which we

0:10:17.839,0:10:22.720
spoke about

0:10:18.959,0:10:26.079
earlier paperwork is huge it's not just

0:10:22.720,0:10:26.959
being a good contractor like as far as

0:10:26.079,0:10:30.000
plumbing-wise

0:10:26.959,0:10:33.680
yeah it's g702s

0:10:30.000,0:10:36.880
invoicing uh you know schedule values

0:10:33.680,0:10:37.839
this that the other construction is now

0:10:36.880,0:10:40.320
starting to be

0:10:37.839,0:10:42.240
a lot of paperwork i mean it's been like

0:10:40.320,0:10:44.880
this for like the last four years

0:10:42.240,0:10:45.279
but now it's excessive as far as getting

0:10:44.880,0:10:47.600
last

0:10:45.279,0:10:49.360
look you'll get these contractors that

0:10:47.600,0:10:50.880
would prefer you

0:10:49.360,0:10:52.800
and so they're going to get four other

0:10:50.880,0:10:53.519
bids and it's like all right well you're

0:10:52.800,0:10:56.880
about

0:10:53.519,0:10:59.360
on a let's just say you're 10 higher

0:10:56.880,0:11:00.399
or you're right in the middle but we got

0:10:59.360,0:11:03.760
this guy

0:11:00.399,0:11:05.360
and he's got the low number well general

0:11:03.760,0:11:07.680
contractors that are always going for

0:11:05.360,0:11:11.040
the low number

0:11:07.680,0:11:14.000
usually drop the ball and it

0:11:11.040,0:11:14.480
doesn't last for that general contractor

0:11:14.000,0:11:16.640
uh

0:11:14.480,0:11:18.079
their insurance premiums are going to go

0:11:16.640,0:11:22.399
that sky high that they're

0:11:18.079,0:11:24.160
they can't compete so

0:11:22.399,0:11:26.959
i always tell guys i'm like look at i

0:11:24.160,0:11:29.600
would like to hear what the numbers are

0:11:26.959,0:11:30.079
but that's not gonna make me change my

0:11:29.600,0:11:32.640
mind

0:11:30.079,0:11:34.880
like this is my number i'll negotiate

0:11:32.640,0:11:38.079
one percent this that the other

0:11:34.880,0:11:38.880
but until either we make the deal or you

0:11:38.079,0:11:42.880
say josh

0:11:38.880,0:11:45.920
no then i want the number just to see

0:11:42.880,0:11:46.959
how is it possible that they can get to

0:11:45.920,0:11:48.320
these numbers

0:11:46.959,0:11:50.000
and you always just got to go back to

0:11:48.320,0:11:52.079
the drawing board i mean that

0:11:50.000,0:11:53.120
any business should always be working on

0:11:52.079,0:11:55.680
efficiency

0:11:53.120,0:11:57.519
every day of the week yeah so talking on

0:11:55.680,0:12:00.160
efficiency

0:11:57.519,0:12:01.200
so as you guys can see josh knows this

0:12:00.160,0:12:04.000
[ __ ] right like th

0:12:01.200,0:12:05.040
this again not only is he is a very good

0:12:04.000,0:12:06.399
friend of mine but he's

0:12:05.040,0:12:08.720
he's an entrepreneur and a business

0:12:06.399,0:12:10.480
owner that i i respect and i

0:12:08.720,0:12:12.399
we always go back and forth josh you

0:12:10.480,0:12:14.639
know that on you know just not our

0:12:12.399,0:12:16.320
businesses but just business in general

0:12:14.639,0:12:17.440
but you guys may say like rick we're you

0:12:16.320,0:12:18.880
know we're talking about plumbing it's

0:12:17.440,0:12:24.160
called cleaning the cocktails which by

0:12:18.880,0:12:25.360
the way cheers

0:12:24.160,0:12:28.079
because you guys know i always forget

0:12:25.360,0:12:29.440
the cheers but the reason why i wanted

0:12:28.079,0:12:32.639
josh on this is because

0:12:29.440,0:12:34.079
it goes beyond just the the service

0:12:32.639,0:12:37.600
industry relationship

0:12:34.079,0:12:40.560
where it's networking

0:12:37.600,0:12:42.480
networking is by far the most powerful

0:12:40.560,0:12:43.360
this might be one of the best networkers

0:12:42.480,0:12:44.880
that i know

0:12:43.360,0:12:46.480
right and you guys may say like rick you

0:12:44.880,0:12:49.839
you know i network a lot

0:12:46.480,0:12:52.800
you do right but when when

0:12:49.839,0:12:53.920
you can find people i execute stop i

0:12:52.800,0:12:57.279
execute two don't

0:12:53.920,0:12:58.560
don't even say that no but when you find

0:12:57.279,0:13:00.399
people that

0:12:58.560,0:13:02.320
like on a whim if you're talking about

0:13:00.399,0:13:04.000
conversation which we just had like 10

0:13:02.320,0:13:06.639
minutes ago

0:13:04.000,0:13:08.160
and they think of oh i have somebody oh

0:13:06.639,0:13:09.519
i've got somebody oh wait a minute let

0:13:08.160,0:13:10.639
me think about this person

0:13:09.519,0:13:12.399
this is what we're talking about this is

0:13:10.639,0:13:14.639
why i want to bring josh on because this

0:13:12.399,0:13:16.880
is our relationship we always

0:13:14.639,0:13:18.839
talk about that that's how we started

0:13:16.880,0:13:20.480
right like

0:13:18.839,0:13:22.560
literally think about the

0:13:20.480,0:13:24.639
post-construction environment you guys

0:13:22.560,0:13:25.600
for somebody that it's so intricate to

0:13:24.639,0:13:28.000
have

0:13:25.600,0:13:30.160
to to build a plumbing business and to

0:13:28.000,0:13:31.680
be a contractor on site

0:13:30.160,0:13:33.680
again i'm not taking anything away from

0:13:31.680,0:13:34.880
us as cleaning contractors where

0:13:33.680,0:13:37.519
you know you guys know we're always the

0:13:34.880,0:13:40.079
last one on site

0:13:37.519,0:13:41.519
but josh knows about a job six months

0:13:40.079,0:13:43.199
before i would even know

0:13:41.519,0:13:45.440
that that job is there that's where your

0:13:43.199,0:13:45.760
leads are think about that where you're

0:13:45.440,0:13:47.279
at

0:13:45.760,0:13:49.440
right whether you're in new york new

0:13:47.279,0:13:51.199
jersey florida california

0:13:49.440,0:13:52.560
there's plumbing contractors everywhere

0:13:51.199,0:13:53.279
there's electrical contractors

0:13:52.560,0:13:55.199
everywhere

0:13:53.279,0:13:57.519
these are people you should get to know

0:13:55.199,0:13:59.519
network build relationships right we

0:13:57.519,0:14:00.959
shoot the [ __ ] we talk about

0:13:59.519,0:14:03.120
so much stuff that you guys don't even

0:14:00.959,0:14:04.000
know you know drop an amc drop right

0:14:03.120,0:14:05.440
there but

0:14:04.000,0:14:07.040
uh there's a lot of stuff that we talk

0:14:05.440,0:14:09.199
about but that's

0:14:07.040,0:14:10.399
i will i will say this sorry drop it

0:14:09.199,0:14:12.320
drop it

0:14:10.399,0:14:14.839
so you talk about cleaning i think

0:14:12.320,0:14:16.000
cleaning and restoration come hand in

0:14:14.839,0:14:19.199
hand

0:14:16.000,0:14:22.639
most catastrophes in a building are

0:14:19.199,0:14:25.600
what fire or water right

0:14:22.639,0:14:27.120
so now you come with that and you

0:14:25.600,0:14:27.839
already have all these restoration

0:14:27.120,0:14:31.120
companies

0:14:27.839,0:14:32.240
all they do is just pump anything and

0:14:31.120,0:14:33.279
everything they got into plumbing

0:14:32.240,0:14:36.079
contractors like

0:14:33.279,0:14:37.279
oh i want you part of our team because

0:14:36.079,0:14:38.959
basement floods

0:14:37.279,0:14:41.440
due to a sewer backup all you gotta

0:14:38.959,0:14:44.320
install a check valve you got drain tile

0:14:41.440,0:14:45.279
dimple board around the foundation does

0:14:44.320,0:14:47.920
come hand in hand

0:14:45.279,0:14:50.320
and it's either if you're not

0:14:47.920,0:14:52.240
restoration you're strictly cleaning

0:14:50.320,0:14:53.760
you still have to go in there and do

0:14:52.240,0:14:54.160
your post construction so you get in

0:14:53.760,0:14:56.480
with

0:14:54.160,0:14:58.639
insurance companies you do this general

0:14:56.480,0:15:01.680
contractors post construction

0:14:58.639,0:15:02.240
uh remodelers like it's an endless

0:15:01.680,0:15:05.440
amount

0:15:02.240,0:15:07.920
of hot leads that are

0:15:05.440,0:15:08.800
a constant which is now you got the ball

0:15:07.920,0:15:12.959
rolling

0:15:08.800,0:15:16.320
and that's i would think any

0:15:12.959,0:15:18.160
uh like entrepreneur's goal is to be

0:15:16.320,0:15:19.760
consumed with the amount of calls that

0:15:18.160,0:15:22.800
are coming in yeah

0:15:19.760,0:15:25.120
i would assume so oh for sure so

0:15:22.800,0:15:26.560
josh let's talk about service not the

0:15:25.120,0:15:28.079
server side of the business but just you

0:15:26.560,0:15:30.959
know we're we're service industry

0:15:28.079,0:15:32.720
professionals right we provide a service

0:15:30.959,0:15:34.000
and and and what i see is there's a lot

0:15:32.720,0:15:35.360
of similarities and

0:15:34.000,0:15:38.160
you know when i'm building my business

0:15:35.360,0:15:39.120
and when i went from two employees to 50

0:15:38.160,0:15:42.320
to 100 to

0:15:39.120,0:15:44.079
you know and so on for you

0:15:42.320,0:15:45.920
how different was it when you had the

0:15:44.079,0:15:48.880
three to six employee

0:15:45.920,0:15:50.240
company to where you're at with 30 plus

0:15:48.880,0:15:53.120
employees

0:15:50.240,0:15:53.600
how you know is how did that get how was

0:15:53.120,0:15:55.920
that

0:15:53.600,0:15:57.360
you know how do you deal with that how

0:15:55.920,0:16:01.680
so everybody's going to take

0:15:57.360,0:16:04.959
their own route do you like ci damn plug

0:16:01.680,0:16:08.079
route with route so

0:16:04.959,0:16:11.920
i feel like

0:16:08.079,0:16:16.320
i've tried it i got up to 68

0:16:11.920,0:16:18.160
plumbers 2018.

0:16:16.320,0:16:20.639
still had the same amount of people in

0:16:18.160,0:16:22.399
the office just more field personnel at

0:16:20.639,0:16:25.279
the end of the day

0:16:22.399,0:16:26.880
and you know like when you see these

0:16:25.279,0:16:29.040
jobs

0:16:26.880,0:16:31.199
you gotta be a yes guy right like all

0:16:29.040,0:16:32.800
right so i submitted this bid

0:16:31.199,0:16:34.480
five months down the road you already

0:16:32.800,0:16:37.920
got two other contracts that go

0:16:34.480,0:16:40.560
fulfill that time but it's like oh well

0:16:37.920,0:16:42.560
i don't want i don't look bad like all

0:16:40.560,0:16:43.199
right i'll i'll still do the job versus

0:16:42.560,0:16:45.600
saying no

0:16:43.199,0:16:47.759
like i already got something to take

0:16:45.600,0:16:51.120
that uh

0:16:47.759,0:16:54.639
whatever like on the schedule no

0:16:51.120,0:16:57.199
that was a really hard time yes our

0:16:54.639,0:16:58.480
our we our annual sales were a lot

0:16:57.199,0:17:02.399
higher

0:16:58.480,0:17:05.600
but our margins are next to nothing yeah

0:17:02.399,0:17:08.640
and then you know covet hit

0:17:05.600,0:17:08.640
right so

0:17:09.199,0:17:12.400
after colvid we started scaling down a

0:17:11.439,0:17:14.240
little bit just be

0:17:12.400,0:17:15.679
you know maybe even six months prior to

0:17:14.240,0:17:16.319
that i just there's a lot of fat you

0:17:15.679,0:17:20.079
have to cut

0:17:16.319,0:17:23.360
everybody gets so like uh

0:17:20.079,0:17:24.400
they just get into the day-to-day and

0:17:23.360,0:17:26.799
it's like

0:17:24.400,0:17:28.480
they become very passive right they lose

0:17:26.799,0:17:29.760
the momentum

0:17:28.480,0:17:31.679
you as an owner you're always trying to

0:17:29.760,0:17:33.120
keep the momentum up like hey guys when

0:17:31.679,0:17:35.440
are you going to actually

0:17:33.120,0:17:36.480
finish and now you have people managing

0:17:35.440,0:17:39.520
them

0:17:36.480,0:17:40.640
to try to push to try to get that skill

0:17:39.520,0:17:43.039
set

0:17:40.640,0:17:45.120
to be a manager but you still have to

0:17:43.039,0:17:47.440
know the plumbing

0:17:45.120,0:17:48.799
industry yeah it's very hard and it's

0:17:47.440,0:17:49.679
got to be it's a skilled industry

0:17:48.799,0:17:52.960
especially when you have

0:17:49.679,0:17:55.280
five different versions of the same

0:17:52.960,0:17:56.000
industry yeah that's that's a tough part

0:17:55.280,0:17:58.400
too yeah like

0:17:56.000,0:18:00.640
you know for us i always talk about

0:17:58.400,0:18:02.960
anybody who's a supervisor or a manager

0:18:00.640,0:18:03.919
has to know what it is to clean but

0:18:02.960,0:18:06.880
you're talking about

0:18:03.919,0:18:07.600
there's a big difference in time like

0:18:06.880,0:18:09.679
you could learn

0:18:07.600,0:18:11.280
that you can learn our skill set much

0:18:09.679,0:18:12.559
quicker than well there's a five-year

0:18:11.280,0:18:15.280
apprenticeship does it does it

0:18:12.559,0:18:16.640
take five years to become a plumber i

0:18:15.280,0:18:20.400
would say no

0:18:16.640,0:18:22.880
i say two and a half years three years

0:18:20.400,0:18:24.640
but you're gonna learn so many more

0:18:22.880,0:18:25.760
things depending on what company you

0:18:24.640,0:18:28.400
work for

0:18:25.760,0:18:28.880
so we try to do what all and it's a lot

0:18:28.400,0:18:30.799
and i

0:18:28.880,0:18:32.080
get it because every company i've ever

0:18:30.799,0:18:35.039
worked for before

0:18:32.080,0:18:36.320
never did it all and you'd never bounce

0:18:35.039,0:18:38.160
guys from

0:18:36.320,0:18:39.760
this to that to that it could be a

0:18:38.160,0:18:40.960
journeyman top scale

0:18:39.760,0:18:42.799
you know what we're a little slow on

0:18:40.960,0:18:46.160
that why don't you go in with you know

0:18:42.799,0:18:48.480
the pipe fitters and weld eight inch gas

0:18:46.160,0:18:50.799
he doesn't know what he's doing you know

0:18:48.480,0:18:52.640
also it's like

0:18:50.799,0:18:54.799
that is difficult and you're trying to

0:18:52.640,0:18:58.320
take care of your key guys

0:18:54.799,0:18:59.120
you gotta pull back and do not just

0:18:58.320,0:19:02.240
think

0:18:59.120,0:19:04.000
i want to keep these guys busy

0:19:02.240,0:19:06.080
the worst thing you could ever do is

0:19:04.000,0:19:09.120
during a slow time

0:19:06.080,0:19:09.840
is just say all right guys you can maybe

0:19:09.120,0:19:13.120
take

0:19:09.840,0:19:15.039
two days on a one-day job

0:19:13.120,0:19:16.799
just to try to keep them busy so that

0:19:15.039,0:19:17.520
way they don't leave to another company

0:19:16.799,0:19:19.440
yeah

0:19:17.520,0:19:21.360
you gotta cut it in stop the bleeding

0:19:19.440,0:19:21.919
that mindset right away the mindset

0:19:21.360,0:19:25.200
shifts

0:19:21.919,0:19:27.520
yeah you know because i would say most

0:19:25.200,0:19:28.559
of us being entrepreneurs we're not

0:19:27.520,0:19:30.720
horrible people

0:19:28.559,0:19:32.240
now once you get bigger yeah it's a

0:19:30.720,0:19:34.480
numbers game yeah

0:19:32.240,0:19:36.000
and it's everybody's just number i don't

0:19:34.480,0:19:38.000
care who you are

0:19:36.000,0:19:39.280
done the minute you are not needed

0:19:38.000,0:19:42.160
anymore yeah

0:19:39.280,0:19:42.480
and that's where small businesses need

0:19:42.160,0:19:45.200
to

0:19:42.480,0:19:46.720
understand that or they will crumble

0:19:45.200,0:19:48.400
just like the

0:19:46.720,0:19:51.280
what is it for every company they say

0:19:48.400,0:19:54.559
that if you last

0:19:51.280,0:19:57.039
more than six years

0:19:54.559,0:19:59.039
you should just cruise in through you

0:19:57.039,0:20:01.039
know 15 years

0:19:59.039,0:20:02.799
that is [ __ ] but uh yeah what is

0:20:01.039,0:20:06.240
that you are constantly

0:20:02.799,0:20:09.600
you have to do that you gotta evolve so

0:20:06.240,0:20:13.039
josh what about so would you say

0:20:09.600,0:20:15.919
would you prefer a i don't know

0:20:13.039,0:20:17.520
how to say prefer but a business owner

0:20:15.919,0:20:19.280
that has been in the trenches

0:20:17.520,0:20:20.960
versus a business owner that knows

0:20:19.280,0:20:24.400
business and finance

0:20:20.960,0:20:27.280
or management would you rather

0:20:24.400,0:20:28.559
beat you talking rubbing elbows elbows

0:20:27.280,0:20:30.400
to somebody that has been in the

0:20:28.559,0:20:32.640
trenches and built the business i can't

0:20:30.400,0:20:34.000
would you unfortunately whoever just

0:20:32.640,0:20:36.240
runs the most efficient business

0:20:34.000,0:20:37.520
at the end of the day i've i could care

0:20:36.240,0:20:40.159
less if they never

0:20:37.520,0:20:41.120
touch the pipe wrench if you not so you

0:20:40.159,0:20:44.240
think that's possible

0:20:41.120,0:20:45.440
to never touch a pipe wrench

0:20:44.240,0:20:47.360
so i don't want to give out too many

0:20:45.440,0:20:49.679
secrets of how to do it

0:20:47.360,0:20:51.120
but i would say there are ways to do

0:20:49.679,0:20:54.480
that

0:20:51.120,0:20:55.440
and you do not have to know anything

0:20:54.480,0:20:57.200
about the business

0:20:55.440,0:20:58.720
but you have the capital to support a

0:20:57.200,0:21:00.080
business okay because all you

0:20:58.720,0:21:01.760
have to do is just look for somebody

0:21:00.080,0:21:02.240
that knows it find the right people all

0:21:01.760,0:21:04.559
right that's

0:21:02.240,0:21:06.320
true that's all but now you're

0:21:04.559,0:21:07.200
entrusting them with that but now they

0:21:06.320,0:21:08.320
have to

0:21:07.200,0:21:09.679
you know you're going to give them a

0:21:08.320,0:21:10.240
piece of it but you're still making your

0:21:09.679,0:21:14.640
margins

0:21:10.240,0:21:16.400
so i can't say that i just

0:21:14.640,0:21:17.840
that really does not matter as long as

0:21:16.400,0:21:20.880
you make money

0:21:17.840,0:21:22.080
and you are employing people that's the

0:21:20.880,0:21:24.000
name of the game

0:21:22.080,0:21:25.679
provide opportunity and just let that

0:21:24.000,0:21:28.799
keep happening yeah

0:21:25.679,0:21:30.000
so would you say as far as the

0:21:28.799,0:21:32.159
empowering the people part

0:21:30.000,0:21:33.440
like i'd like to get into the

0:21:32.159,0:21:35.840
differentiation that

0:21:33.440,0:21:37.600
lopez plumbing does here you know what

0:21:35.840,0:21:38.559
what do you guys do different

0:21:37.600,0:21:39.840
obviously you were talking about it

0:21:38.559,0:21:41.520
earlier before like what the

0:21:39.840,0:21:43.679
opportunities that you give people

0:21:41.520,0:21:45.760
what else do you guys do different here

0:21:43.679,0:21:48.000
that you would say you learned

0:21:45.760,0:21:49.440
from the other companies that are bigger

0:21:48.000,0:21:50.640
but that what you said hey you know what

0:21:49.440,0:21:51.360
this is where i'm going to put my foot

0:21:50.640,0:21:53.520
down

0:21:51.360,0:21:55.120
and be different from everybody else to

0:21:53.520,0:21:55.919
be different than everybody else of

0:21:55.120,0:21:57.679
course it's

0:21:55.919,0:21:58.799
trying to make it a one-stop shop right

0:21:57.679,0:22:00.000
i don't want to become a general

0:21:58.799,0:22:02.080
contractor because you got

0:22:00.000,0:22:03.919
way too many moving parts you're

0:22:02.080,0:22:06.080
depending on people

0:22:03.919,0:22:07.120
to hit your margins i don't like that i

0:22:06.080,0:22:10.640
want to be the one that

0:22:07.120,0:22:12.320
makes my margins based on how efficient

0:22:10.640,0:22:14.240
i could run the company

0:22:12.320,0:22:17.200
i learned that through time at the end

0:22:14.240,0:22:20.320
of the day i just

0:22:17.200,0:22:22.880
i wanted to see what it was like

0:22:20.320,0:22:25.600
to be able to run the whole operation

0:22:22.880,0:22:28.159
because i would always ask my bosses

0:22:25.600,0:22:30.240
please give me like uh you know i was a

0:22:28.159,0:22:32.880
second year apprentice running

0:22:30.240,0:22:34.559
uh i don't know maybe three million

0:22:32.880,0:22:37.840
dollar job site

0:22:34.559,0:22:38.640
and i had 15 guys working for me i'm

0:22:37.840,0:22:42.480
like

0:22:38.640,0:22:45.120
this is so easy and i'm just

0:22:42.480,0:22:45.840
you know we would look at our reports

0:22:45.120,0:22:48.960
and

0:22:45.840,0:22:51.200
i was beating every other foreman

0:22:48.960,0:22:53.919
with the numbers so i'm like why

0:22:51.200,0:22:57.280
wouldn't i make that for myself

0:22:53.919,0:22:58.960
it takes so much time when you look at

0:22:57.280,0:23:01.520
those numbers those numbers

0:22:58.960,0:23:01.520
are not

0:23:02.400,0:23:06.559
what you starting your business your

0:23:05.039,0:23:09.600
numbers are going to look like

0:23:06.559,0:23:11.840
this is a company that has five

0:23:09.600,0:23:12.960
diversified they have six seven other

0:23:11.840,0:23:14.880
companies

0:23:12.960,0:23:16.880
and so you look like it looks like

0:23:14.880,0:23:19.360
you're making a ton of money for them

0:23:16.880,0:23:20.240
and you kind of are but for you to get

0:23:19.360,0:23:22.880
the numbers

0:23:20.240,0:23:23.679
of buying power insurance this that the

0:23:22.880,0:23:26.320
other

0:23:23.679,0:23:28.400
you can never touch those numbers just

0:23:26.320,0:23:29.120
opening up and people have to realize

0:23:28.400,0:23:31.360
that

0:23:29.120,0:23:32.640
prior to thinking oh yeah i'm gonna make

0:23:31.360,0:23:36.000
buku bucks

0:23:32.640,0:23:39.039
at the end of the day i mean

0:23:36.000,0:23:42.799
let's be honest everybody's in it for

0:23:39.039,0:23:46.720
some type of financial

0:23:42.799,0:23:46.720
you know benefit yeah but

0:23:47.039,0:23:50.320
you have to go to sleep knowing that

0:23:49.600,0:23:54.480
there are

0:23:50.320,0:23:56.880
35 families depending that you are

0:23:54.480,0:23:58.720
going to continue to employ them and

0:23:56.880,0:24:01.520
that they're okay to buy that house

0:23:58.720,0:24:04.559
they're okay to buy those cars

0:24:01.520,0:24:06.159
that is a burden that not a lot of

0:24:04.559,0:24:10.320
people are made for

0:24:06.159,0:24:11.840
yeah boy i got one more question for you

0:24:10.320,0:24:13.679
and i feel like this is a good one for

0:24:11.840,0:24:16.799
us to end on

0:24:13.679,0:24:19.200
actually two more questions but

0:24:16.799,0:24:19.840
josh you know me and you network like no

0:24:19.200,0:24:21.760
other

0:24:19.840,0:24:23.760
dude like how how important do you think

0:24:21.760,0:24:25.840
it is for you know because i know

0:24:23.760,0:24:29.279
there's people that will say like you

0:24:25.840,0:24:32.480
know i have a family i got you know

0:24:29.279,0:24:35.200
i've got two kids at home i've i've got

0:24:32.480,0:24:35.679
not that those are excuses but if you

0:24:35.200,0:24:37.919
are

0:24:35.679,0:24:40.080
in the service industry business and

0:24:37.919,0:24:42.159
your job is to provide a service for a

0:24:40.080,0:24:43.760
client

0:24:42.159,0:24:46.000
bro me and you are out there all the

0:24:43.760,0:24:46.880
time like how important is it for you to

0:24:46.000,0:24:48.640
say hey

0:24:46.880,0:24:50.240
i've got to go out on a thursday i've

0:24:48.640,0:24:50.720
got to go take this person out on a

0:24:50.240,0:24:52.960
friday

0:24:50.720,0:24:53.919
i've got to go to this event on a

0:24:52.960,0:24:55.919
saturday

0:24:53.919,0:24:57.760
like it's like i feel it i know

0:24:55.919,0:25:00.320
personally when you know marley who's

0:24:57.760,0:25:01.840
always watching it's like we're taking

0:25:00.320,0:25:04.799
time away from our families

0:25:01.840,0:25:06.159
but we have to do this right like we

0:25:04.799,0:25:08.320
have to network

0:25:06.159,0:25:09.600
to get the business because at the end

0:25:08.320,0:25:11.600
of the day you said

0:25:09.600,0:25:13.279
it does come to revenue it does come to

0:25:11.600,0:25:16.080
money it does come to

0:25:13.279,0:25:18.320
without money we can't employ no i i

0:25:16.080,0:25:19.840
honestly think that

0:25:18.320,0:25:22.000
you have to start that off in the

0:25:19.840,0:25:25.840
beginning and

0:25:22.000,0:25:26.640
it's it's always a smoother transition

0:25:25.840,0:25:28.400
the younger you

0:25:26.640,0:25:30.400
are that you start your business you

0:25:28.400,0:25:32.240
don't have the family

0:25:30.400,0:25:34.000
that you're taking away from you know

0:25:32.240,0:25:34.640
like uh your wife you're safe you're not

0:25:34.000,0:25:37.120
home

0:25:34.640,0:25:38.559
yeah like you have to work it the harder

0:25:37.120,0:25:43.120
you work that

0:25:38.559,0:25:46.320
the easier and the more you can generate

0:25:43.120,0:25:48.880
if you do that with a family

0:25:46.320,0:25:50.720
that is tough yeah i've dealt with that

0:25:48.880,0:25:53.840
i mean you do the older

0:25:50.720,0:25:56.400
you get i think there's that

0:25:53.840,0:25:57.200
transition where now you bring other

0:25:56.400,0:26:01.200
people that will

0:25:57.200,0:26:02.880
cater to taking the people out

0:26:01.200,0:26:05.039
so you don't necessarily have to be

0:26:02.880,0:26:07.200
there every time you could be there

0:26:05.039,0:26:08.640
you know every fourth time something

0:26:07.200,0:26:10.080
like that you know once a month

0:26:08.640,0:26:14.080
something like whatever

0:26:10.080,0:26:18.320
but you cannot constantly do that

0:26:14.080,0:26:20.159
a lot of marriages usually end

0:26:18.320,0:26:22.080
because you know the guy is an

0:26:20.159,0:26:26.159
entrepreneur this that the other

0:26:22.080,0:26:28.480
guys mess up a lot too but it's

0:26:26.159,0:26:30.000
you have to find a fine balance yeah you

0:26:28.480,0:26:33.120
know and is there ever

0:26:30.000,0:26:34.080
that balance i can't say that's up to

0:26:33.120,0:26:37.919
everybody

0:26:34.080,0:26:39.520
but if she married you she should marry

0:26:37.919,0:26:41.679
you for who you are

0:26:39.520,0:26:42.960
as long as you don't change you know

0:26:41.679,0:26:45.039
like because we're all working

0:26:42.960,0:26:46.159
with that yeah we're all working for it

0:26:45.039,0:26:49.840
yeah but

0:26:46.159,0:26:52.960
you do have to pull back from the social

0:26:49.840,0:26:54.880
aspect of it you could do that if

0:26:52.960,0:26:56.240
it's that big of a lead of course you go

0:26:54.880,0:26:59.360
there and you

0:26:56.240,0:27:00.320
are probably the best at putting your

0:26:59.360,0:27:03.360
company out there

0:27:00.320,0:27:05.919
more than anybody else but

0:27:03.360,0:27:06.480
how many of those really are there yeah

0:27:05.919,0:27:08.159
like

0:27:06.480,0:27:10.080
how many times do you actually go to an

0:27:08.159,0:27:11.440
event or this or that uh

0:27:10.080,0:27:14.240
basketball game taking out all the

0:27:11.440,0:27:16.159
bosses you are already

0:27:14.240,0:27:17.440
most likely if they're saying yes to

0:27:16.159,0:27:19.200
your invitation

0:27:17.440,0:27:20.640
you got the job anyways yeah so you

0:27:19.200,0:27:22.559
don't necessarily have to be there

0:27:20.640,0:27:24.320
yeah but you do have to have somebody

0:27:22.559,0:27:26.159
that represents your company

0:27:24.320,0:27:28.000
there that's a good point josh i

0:27:26.159,0:27:30.159
appreciate you oh of course i appreciate

0:27:28.000,0:27:31.679
the time you're taking you guys i hope

0:27:30.159,0:27:33.200
you guys you know there's a lot of

0:27:31.679,0:27:34.080
nuggets that were dropped there's a lot

0:27:33.200,0:27:36.399
of granular

0:27:34.080,0:27:38.320
stuff that we're talking about but at

0:27:36.399,0:27:41.919
the end it all has to do with

0:27:38.320,0:27:44.080
business ownership being an entrepreneur

0:27:41.919,0:27:45.919
uh in the service industry right like

0:27:44.080,0:27:49.120
again what cleaning the cocktails is

0:27:45.919,0:27:51.200
about is empowering the service industry

0:27:49.120,0:27:52.640
by name of cleaning right like we're

0:27:51.200,0:27:54.080
always talking about cleaning which i

0:27:52.640,0:27:57.760
always tied back in here

0:27:54.080,0:28:00.720
but there's so much more to it man like

0:27:57.760,0:28:01.440
we're talking about a small business for

0:28:00.720,0:28:04.480
90

0:28:01.440,0:28:07.200
of our industry it is a small business

0:28:04.480,0:28:07.600
so when you have people like josh or

0:28:07.200,0:28:09.360
other

0:28:07.600,0:28:10.720
you know close resources and friends

0:28:09.360,0:28:13.039
that you guys deal with

0:28:10.720,0:28:14.640
it's so important to share their story

0:28:13.039,0:28:16.240
right because

0:28:14.640,0:28:17.679
i've got a lot of jobs because of josh

0:28:16.240,0:28:20.080
i'm going to be honest like it

0:28:17.679,0:28:21.039
i'm still waiting for my rolex he's it's

0:28:20.080,0:28:23.679
uh it's

0:28:21.039,0:28:24.159
it's coming it's coming it's coming but

0:28:23.679,0:28:27.600
uh

0:28:24.159,0:28:31.120
like it's it's just by by far

0:28:27.600,0:28:33.039
by everything is always be networking

0:28:31.120,0:28:34.559
always be learning about the others that

0:28:33.039,0:28:36.080
are in your industry because

0:28:34.559,0:28:38.159
those are the ones that can actually

0:28:36.080,0:28:40.880
give back to you so

0:28:38.159,0:28:42.399
josh dude again of course i appreciate

0:28:40.880,0:28:43.600
it oh thank you for doing this to end

0:28:42.399,0:28:46.559
with this though

0:28:43.600,0:28:47.840
where is lopez plumbing going to go in

0:28:46.559,0:28:49.440
the next couple years

0:28:47.840,0:28:51.600
in the next five years in the next 10

0:28:49.440,0:28:54.000
years everybody always has to have the

0:28:51.600,0:28:55.679
end vision leave everybody with the

0:28:54.000,0:28:57.200
vision of low pass plummet

0:28:55.679,0:29:00.240
i would say i think we're going to

0:28:57.200,0:29:00.240
continue to grow

0:29:00.399,0:29:05.760
at a six percent you know year over year

0:29:03.760,0:29:06.880
so when i told you guys granular you see

0:29:05.760,0:29:10.080
this kid takes

0:29:06.880,0:29:11.840
granular to the max not only am i gonna

0:29:10.080,0:29:12.960
grow but i'm gonna grow by six percent

0:29:11.840,0:29:15.520
like i don't i

0:29:12.960,0:29:16.000
it's this is a very weird time buying

0:29:15.520,0:29:18.880
power

0:29:16.000,0:29:20.000
lead times you can't really go so hard

0:29:18.880,0:29:23.440
with that

0:29:20.000,0:29:26.320
um but what we have in place

0:29:23.440,0:29:26.720
it's you know small growth and that's

0:29:26.320,0:29:28.480
okay

0:29:26.720,0:29:31.279
because what we're doing here is just

0:29:28.480,0:29:33.200
working on margins i could be

0:29:31.279,0:29:35.840
a million dollar a year company let's

0:29:33.200,0:29:39.200
just say like everything goes to crap

0:29:35.840,0:29:42.640
if i am 50 margin that's

0:29:39.200,0:29:46.080
all you need so do not think bigger

0:29:42.640,0:29:49.279
is better margins margins margins

0:29:46.080,0:29:51.120
efficiency is by far your number one

0:29:49.279,0:29:54.559
priority

0:29:51.120,0:29:59.600
awesome well bro cheers

0:29:54.559,0:29:59.600
thank you all right peace out everybody