WEBVTT Kind: captions Language: en 00:00:04.920 --> 00:00:06.700 align:start position:0% [Music] 00:00:06.700 --> 00:00:06.710 align:start position:0% [Music] 00:00:06.710 --> 00:00:09.980 align:start position:0% [Music] this<00:00:07.710> is<00:00:07.799> Ricky<00:00:08.130> Regalado<00:00:08.550> CEO<00:00:09.540> and<00:00:09.690> Founder 00:00:09.980 --> 00:00:09.990 align:start position:0% this is Ricky Regalado CEO and Founder 00:00:09.990 --> 00:00:11.120 align:start position:0% this is Ricky Regalado CEO and Founder rules<00:00:10.260> out<00:00:10.410> services 00:00:11.120 --> 00:00:11.130 align:start position:0% rules out services 00:00:11.130 --> 00:00:15.490 align:start position:0% rules out services welcome<00:00:11.790> to<00:00:12.389> cleaning<00:00:13.080> and<00:00:13.230> cocktails 00:00:15.490 --> 00:00:15.500 align:start position:0% welcome to cleaning and cocktails 00:00:15.500 --> 00:00:18.380 align:start position:0% welcome to cleaning and cocktails [Music] 00:00:18.380 --> 00:00:18.390 align:start position:0% [Music] 00:00:18.390 --> 00:00:20.790 align:start position:0% [Music] hi<00:00:19.390> I'm<00:00:19.539> mark<00:00:19.750> Batista<00:00:20.230> president<00:00:20.710> of 00:00:20.790 --> 00:00:20.800 align:start position:0% hi I'm mark Batista president of 00:00:20.800 --> 00:00:23.370 align:start position:0% hi I'm mark Batista president of citywide<00:00:21.189> building<00:00:21.609> maintenance<00:00:21.849> we're<00:00:22.240> a<00:00:22.380> 37 00:00:23.370 --> 00:00:23.380 align:start position:0% citywide building maintenance we're a 37 00:00:23.380 --> 00:00:25.140 align:start position:0% citywide building maintenance we're a 37 year<00:00:23.500> old<00:00:23.529> company<00:00:23.949> located<00:00:24.520> in<00:00:24.759> Itasca 00:00:25.140 --> 00:00:25.150 align:start position:0% year old company located in Itasca 00:00:25.150 --> 00:00:27.569 align:start position:0% year old company located in Itasca Illinois<00:00:25.840> we<00:00:26.199> clean<00:00:26.560> about<00:00:26.800> 15<00:00:27.340> million 00:00:27.569 --> 00:00:27.579 align:start position:0% Illinois we clean about 15 million 00:00:27.579 --> 00:00:30.420 align:start position:0% Illinois we clean about 15 million square<00:00:28.000> feet<00:00:28.239> at<00:00:28.419> night<00:00:28.449> and<00:00:29.259> we<00:00:29.680> are<00:00:29.829> a<00:00:29.859> total 00:00:30.420 --> 00:00:30.430 align:start position:0% square feet at night and we are a total 00:00:30.430 --> 00:00:32.580 align:start position:0% square feet at night and we are a total facility<00:00:30.750> solution<00:00:31.750> provider 00:00:32.580 --> 00:00:32.590 align:start position:0% facility solution provider 00:00:32.590 --> 00:00:33.840 align:start position:0% facility solution provider my<00:00:32.770> name<00:00:32.890> is<00:00:32.980> Juan<00:00:33.160> I'm<00:00:33.400> the<00:00:33.550> owner<00:00:33.730> of 00:00:33.840 --> 00:00:33.850 align:start position:0% my name is Juan I'm the owner of 00:00:33.850 --> 00:00:35.939 align:start position:0% my name is Juan I'm the owner of spotless<00:00:34.269> clean<00:00:34.449> Chicago<00:00:34.960> so<00:00:35.620> we<00:00:35.769> have<00:00:35.920> a 00:00:35.939 --> 00:00:35.949 align:start position:0% spotless clean Chicago so we have a 00:00:35.949 --> 00:00:37.829 align:start position:0% spotless clean Chicago so we have a little<00:00:36.220> bit<00:00:36.339> over<00:00:36.519> 170<00:00:37.120> employees<00:00:37.210> currently 00:00:37.829 --> 00:00:37.839 align:start position:0% little bit over 170 employees currently 00:00:37.839 --> 00:00:40.140 align:start position:0% little bit over 170 employees currently and<00:00:38.199> I<00:00:38.800> think<00:00:38.980> the<00:00:39.070> biggest<00:00:39.250> thing<00:00:39.519> that<00:00:39.550> we 00:00:40.140 --> 00:00:40.150 align:start position:0% and I think the biggest thing that we 00:00:40.150 --> 00:00:42.390 align:start position:0% and I think the biggest thing that we love<00:00:40.480> about<00:00:40.600> the<00:00:40.809> company<00:00:41.140> is<00:00:41.350> the<00:00:42.100> technology 00:00:42.390 --> 00:00:42.400 align:start position:0% love about the company is the technology 00:00:42.400 --> 00:00:43.860 align:start position:0% love about the company is the technology that<00:00:42.610> we<00:00:42.820> use<00:00:42.850> that<00:00:43.089> allows<00:00:43.329> us<00:00:43.360> to<00:00:43.540> stay<00:00:43.809> in 00:00:43.860 --> 00:00:43.870 align:start position:0% that we use that allows us to stay in 00:00:43.870 --> 00:00:45.509 align:start position:0% that we use that allows us to stay in communication<00:00:44.019> with<00:00:44.530> everyone<00:00:44.650> hello 00:00:45.509 --> 00:00:45.519 align:start position:0% communication with everyone hello 00:00:45.519 --> 00:00:47.069 align:start position:0% communication with everyone hello everyone<00:00:45.850> my<00:00:46.030> name<00:00:46.180> is<00:00:46.239> Sawa<00:00:46.480> Marshawn<00:00:46.809> I'm 00:00:47.069 --> 00:00:47.079 align:start position:0% everyone my name is Sawa Marshawn I'm 00:00:47.079 --> 00:00:48.540 align:start position:0% everyone my name is Sawa Marshawn I'm the<00:00:47.260> founder<00:00:47.710> and<00:00:47.739> CEO<00:00:48.040> flew<00:00:48.370> commercial 00:00:48.540 --> 00:00:48.550 align:start position:0% the founder and CEO flew commercial 00:00:48.550 --> 00:00:50.369 align:start position:0% the founder and CEO flew commercial cleaning<00:00:49.239> here<00:00:49.540> in<00:00:49.629> Chicago 00:00:50.369 --> 00:00:50.379 align:start position:0% cleaning here in Chicago 00:00:50.379 --> 00:00:53.310 align:start position:0% cleaning here in Chicago our<00:00:50.830> goal<00:00:51.519> is<00:00:51.760> basically<00:00:52.059> to<00:00:52.420> find<00:00:52.809> solutions 00:00:53.310 --> 00:00:53.320 align:start position:0% our goal is basically to find solutions 00:00:53.320 --> 00:00:55.259 align:start position:0% our goal is basically to find solutions for<00:00:53.409> every<00:00:53.769> client<00:00:54.040> and<00:00:54.489> our<00:00:54.820> mission<00:00:55.000> is 00:00:55.259 --> 00:00:55.269 align:start position:0% for every client and our mission is 00:00:55.269 --> 00:00:57.119 align:start position:0% for every client and our mission is really<00:00:55.299> truly<00:00:55.839> enhanced<00:00:56.320> the<00:00:56.379> image<00:00:56.500> of<00:00:56.830> every 00:00:57.119 --> 00:00:57.129 align:start position:0% really truly enhanced the image of every 00:00:57.129 --> 00:00:59.789 align:start position:0% really truly enhanced the image of every facility<00:00:57.309> we<00:00:57.760> touch<00:00:57.970> thanks<00:00:58.449> guys<00:00:58.689> enjoy<00:00:59.680> the 00:00:59.789 --> 00:00:59.799 align:start position:0% facility we touch thanks guys enjoy the 00:00:59.799 --> 00:01:03.420 align:start position:0% facility we touch thanks guys enjoy the show<00:01:01.589> thank<00:01:02.589> you<00:01:02.680> guys<00:01:02.830> for<00:01:03.010> coming<00:01:03.339> I 00:01:03.420 --> 00:01:03.430 align:start position:0% show thank you guys for coming I 00:01:03.430 --> 00:01:05.940 align:start position:0% show thank you guys for coming I appreciate<00:01:03.879> it<00:01:04.030> I<00:01:04.150> know<00:01:04.239> how<00:01:04.449> busy<00:01:04.659> we<00:01:04.900> are<00:01:04.950> you 00:01:05.940 --> 00:01:05.950 align:start position:0% appreciate it I know how busy we are you 00:01:05.950 --> 00:01:08.010 align:start position:0% appreciate it I know how busy we are you know<00:01:06.070> being<00:01:06.280> business<00:01:06.640> owners<00:01:06.939> the<00:01:07.630> time 00:01:08.010 --> 00:01:08.020 align:start position:0% know being business owners the time 00:01:08.020 --> 00:01:11.760 align:start position:0% know being business owners the time doesn't<00:01:08.350> stop<00:01:08.680> right<00:01:09.040> we<00:01:09.400> work<00:01:09.820> 24/7<00:01:10.619> but<00:01:11.619> what 00:01:11.760 --> 00:01:11.770 align:start position:0% doesn't stop right we work 24/7 but what 00:01:11.770 --> 00:01:13.350 align:start position:0% doesn't stop right we work 24/7 but what I<00:01:11.799> what<00:01:12.250> I<00:01:12.280> want<00:01:12.490> to<00:01:12.580> do<00:01:12.729> is<00:01:12.820> bring<00:01:13.030> us<00:01:13.210> together 00:01:13.350 --> 00:01:13.360 align:start position:0% I what I want to do is bring us together 00:01:13.360 --> 00:01:14.789 align:start position:0% I what I want to do is bring us together you<00:01:13.960> know<00:01:14.080> we're<00:01:14.229> all<00:01:14.320> friends<00:01:14.650> we're<00:01:14.740> all 00:01:14.789 --> 00:01:14.799 align:start position:0% you know we're all friends we're all 00:01:14.799 --> 00:01:18.570 align:start position:0% you know we're all friends we're all colleagues<00:01:15.509> in<00:01:16.509> the<00:01:16.659> same<00:01:16.840> business<00:01:17.409> I<00:01:17.619> wanted 00:01:18.570 --> 00:01:18.580 align:start position:0% colleagues in the same business I wanted 00:01:18.580 --> 00:01:20.969 align:start position:0% colleagues in the same business I wanted to<00:01:18.670> really<00:01:18.820> just<00:01:19.090> you<00:01:20.049> know<00:01:20.170> talk<00:01:20.439> shop<00:01:20.470> on<00:01:20.890> the 00:01:20.969 --> 00:01:20.979 align:start position:0% to really just you know talk shop on the 00:01:20.979 --> 00:01:23.399 align:start position:0% to really just you know talk shop on the industry<00:01:21.399> so<00:01:22.179> Burt<00:01:22.600> I<00:01:22.719> mean<00:01:22.869> first<00:01:23.049> question<00:01:23.380> I 00:01:23.399 --> 00:01:23.409 align:start position:0% industry so Burt I mean first question I 00:01:23.409 --> 00:01:24.870 align:start position:0% industry so Burt I mean first question I want<00:01:23.590> to<00:01:23.619> talk<00:01:23.799> on<00:01:23.979> because<00:01:24.490> there's<00:01:24.640> always<00:01:24.759> a 00:01:24.870 --> 00:01:24.880 align:start position:0% want to talk on because there's always a 00:01:24.880 --> 00:01:27.270 align:start position:0% want to talk on because there's always a topic<00:01:25.119> I'm<00:01:25.600> going<00:01:25.990> as<00:01:26.170> you<00:01:26.560> go<00:01:26.770> from<00:01:26.950> 50 00:01:27.270 --> 00:01:27.280 align:start position:0% topic I'm going as you go from 50 00:01:27.280 --> 00:01:30.690 align:start position:0% topic I'm going as you go from 50 employees<00:01:27.579> to<00:01:27.820> 100<00:01:28.210> to<00:01:28.299> 200<00:01:28.950> how<00:01:29.950> do<00:01:30.310> you<00:01:30.460> guys 00:01:30.690 --> 00:01:30.700 align:start position:0% employees to 100 to 200 how do you guys 00:01:30.700 --> 00:01:32.249 align:start position:0% employees to 100 to 200 how do you guys and<00:01:31.119> I'll<00:01:31.179> start<00:01:31.390> so<00:01:31.630> we'll<00:01:31.810> start<00:01:31.990> with<00:01:32.079> you 00:01:32.249 --> 00:01:32.259 align:start position:0% and I'll start so we'll start with you 00:01:32.259 --> 00:01:34.980 align:start position:0% and I'll start so we'll start with you is<00:01:32.380> how<00:01:32.530> do<00:01:32.590> you<00:01:32.710> start<00:01:32.979> an<00:01:33.299> employee<00:01:34.299> how<00:01:34.840> does 00:01:34.980 --> 00:01:34.990 align:start position:0% is how do you start an employee how does 00:01:34.990 --> 00:01:36.809 align:start position:0% is how do you start an employee how does the<00:01:35.109> onboarding<00:01:35.710> look<00:01:36.159> like<00:01:36.369> for<00:01:36.640> a<00:01:36.670> new 00:01:36.809 --> 00:01:36.819 align:start position:0% the onboarding look like for a new 00:01:36.819 --> 00:01:40.410 align:start position:0% the onboarding look like for a new employee<00:01:37.469> well<00:01:38.469> for<00:01:38.649> us<00:01:38.770> I<00:01:38.950> mean<00:01:39.069> we're<00:01:39.640> on<00:01:39.909> the 00:01:40.410 --> 00:01:40.420 align:start position:0% employee well for us I mean we're on the 00:01:40.420 --> 00:01:41.789 align:start position:0% employee well for us I mean we're on the younger<00:01:40.659> side<00:01:40.899> of<00:01:41.020> the<00:01:41.109> company<00:01:41.439> so<00:01:41.619> we're 00:01:41.789 --> 00:01:41.799 align:start position:0% younger side of the company so we're 00:01:41.799 --> 00:01:44.160 align:start position:0% younger side of the company so we're still<00:01:42.270> almost<00:01:43.270> kind<00:01:43.450> of<00:01:43.509> reinventing<00:01:44.079> it 00:01:44.160 --> 00:01:44.170 align:start position:0% still almost kind of reinventing it 00:01:44.170 --> 00:01:46.050 align:start position:0% still almost kind of reinventing it every<00:01:44.439> year<00:01:44.649> just<00:01:45.219> because<00:01:45.429> you<00:01:45.729> have<00:01:45.880> to 00:01:46.050 --> 00:01:46.060 align:start position:0% every year just because you have to 00:01:46.060 --> 00:01:50.010 align:start position:0% every year just because you have to adapt<00:01:46.299> and<00:01:46.630> um<00:01:46.810> depending<00:01:47.619> on<00:01:47.770> you<00:01:48.490> know<00:01:49.020> what 00:01:50.010 --> 00:01:50.020 align:start position:0% adapt and um depending on you know what 00:01:50.020 --> 00:01:51.149 align:start position:0% adapt and um depending on you know what you're<00:01:50.170> gonna<00:01:50.289> do<00:01:50.469> every<00:01:50.710> year<00:01:50.889> right<00:01:50.979> because 00:01:51.149 --> 00:01:51.159 align:start position:0% you're gonna do every year right because 00:01:51.159 --> 00:01:53.129 align:start position:0% you're gonna do every year right because you<00:01:51.280> know<00:01:51.399> sometimes<00:01:51.819> the<00:01:52.539> business<00:01:52.869> model 00:01:53.129 --> 00:01:53.139 align:start position:0% you know sometimes the business model 00:01:53.139 --> 00:01:57.300 align:start position:0% you know sometimes the business model changes<00:01:53.530> and<00:01:53.649> so<00:01:53.799> forth<00:01:54.039> so<00:01:54.189> for<00:01:54.399> us<00:01:56.130> it's<00:01:57.130> more 00:01:57.300 --> 00:01:57.310 align:start position:0% changes and so forth so for us it's more 00:01:57.310 --> 00:01:59.459 align:start position:0% changes and so forth so for us it's more getting<00:01:57.670> to<00:01:57.850> know<00:01:57.999> you<00:01:58.060> first<00:01:58.359> right<00:01:59.170> do<00:01:59.380> you 00:01:59.459 --> 00:01:59.469 align:start position:0% getting to know you first right do you 00:01:59.469 --> 00:02:01.379 align:start position:0% getting to know you first right do you fit<00:01:59.740> the<00:01:59.979> culture<00:02:00.189> because<00:02:00.999> then<00:02:01.149> we<00:02:01.270> can 00:02:01.379 --> 00:02:01.389 align:start position:0% fit the culture because then we can 00:02:01.389 --> 00:02:03.539 align:start position:0% fit the culture because then we can train<00:02:01.600> for<00:02:01.780> the<00:02:01.840> skill<00:02:02.109> so<00:02:02.799> for<00:02:03.130> us<00:02:03.249> it's<00:02:03.459> more 00:02:03.539 --> 00:02:03.549 align:start position:0% train for the skill so for us it's more 00:02:03.549 --> 00:02:05.609 align:start position:0% train for the skill so for us it's more that<00:02:03.850> the<00:02:04.359> interview<00:02:04.780> process<00:02:04.990> isn't<00:02:05.380> so 00:02:05.609 --> 00:02:05.619 align:start position:0% that the interview process isn't so 00:02:05.619 --> 00:02:08.160 align:start position:0% that the interview process isn't so corporate<00:02:06.069> anymore<00:02:06.549> it's<00:02:06.880> just<00:02:07.119> more<00:02:07.329> talk<00:02:08.050> to 00:02:08.160 --> 00:02:08.170 align:start position:0% corporate anymore it's just more talk to 00:02:08.170 --> 00:02:10.290 align:start position:0% corporate anymore it's just more talk to me<00:02:08.289> about<00:02:08.500> yourself<00:02:08.860> I<00:02:09.130> mean<00:02:09.759> let<00:02:10.000> me<00:02:10.030> get<00:02:10.179> to 00:02:10.290 --> 00:02:10.300 align:start position:0% me about yourself I mean let me get to 00:02:10.300 --> 00:02:12.150 align:start position:0% me about yourself I mean let me get to know<00:02:10.330> you<00:02:10.509> a<00:02:10.600> little<00:02:10.660> bit<00:02:10.959> right<00:02:11.590> and<00:02:11.830> so<00:02:12.040> the 00:02:12.150 --> 00:02:12.160 align:start position:0% know you a little bit right and so the 00:02:12.160 --> 00:02:14.010 align:start position:0% know you a little bit right and so the interview<00:02:12.430> process<00:02:12.850> also<00:02:13.480> consists<00:02:13.959> of 00:02:14.010 --> 00:02:14.020 align:start position:0% interview process also consists of 00:02:14.020 --> 00:02:15.480 align:start position:0% interview process also consists of making<00:02:14.260> sure<00:02:14.530> our<00:02:14.560> teammates<00:02:15.069> gets<00:02:15.280> another 00:02:15.480 --> 00:02:15.490 align:start position:0% making sure our teammates gets another 00:02:15.490 --> 00:02:18.470 align:start position:0% making sure our teammates gets another person<00:02:15.910> as<00:02:16.090> well<00:02:16.300> so<00:02:16.990> we<00:02:17.230> bring<00:02:17.470> people 00:02:18.470 --> 00:02:18.480 align:start position:0% person as well so we bring people 00:02:18.480 --> 00:02:21.229 align:start position:0% person as well so we bring people understand<00:02:19.040> who<00:02:20.040> that<00:02:20.220> individual<00:02:20.819> is<00:02:21.000> and 00:02:21.229 --> 00:02:21.239 align:start position:0% understand who that individual is and 00:02:21.239 --> 00:02:22.460 align:start position:0% understand who that individual is and can<00:02:21.420> make<00:02:21.629> me<00:02:21.780> a<00:02:21.810> part<00:02:22.080> of<00:02:22.110> that<00:02:22.260> culture 00:02:22.460 --> 00:02:22.470 align:start position:0% can make me a part of that culture 00:02:22.470 --> 00:02:24.140 align:start position:0% can make me a part of that culture moving<00:02:22.890> forward<00:02:23.250> and<00:02:23.610> then<00:02:23.760> you<00:02:23.819> can<00:02:23.940> start 00:02:24.140 --> 00:02:24.150 align:start position:0% moving forward and then you can start 00:02:24.150 --> 00:02:26.660 align:start position:0% moving forward and then you can start with<00:02:24.330> the<00:02:24.480> old<00:02:25.040> onboarding<00:02:26.040> and<00:02:26.159> so<00:02:26.340> for<00:02:26.580> the 00:02:26.660 --> 00:02:26.670 align:start position:0% with the old onboarding and so for the 00:02:26.670 --> 00:02:29.119 align:start position:0% with the old onboarding and so for the training<00:02:26.970> end<00:02:27.450> of<00:02:27.690> obviously<00:02:28.560> get<00:02:28.709> him<00:02:28.860> into 00:02:29.119 --> 00:02:29.129 align:start position:0% training end of obviously get him into 00:02:29.129 --> 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has<00:02:35.069> become<00:02:35.220> such<00:02:35.700> a<00:02:35.730> crucial<00:02:36.420> part<00:02:37.319> of 00:02:37.630 --> 00:02:37.640 align:start position:0% has become such a crucial part of 00:02:37.640 --> 00:02:40.490 align:start position:0% has become such a crucial part of starting<00:02:38.640> up<00:02:38.760> a<00:02:39.180> new<00:02:39.510> employees<00:02:39.989> for<00:02:40.200> us<00:02:40.290> has 00:02:40.490 --> 00:02:40.500 align:start position:0% starting up a new employees for us has 00:02:40.500 --> 00:02:42.650 align:start position:0% starting up a new employees for us has been<00:02:40.530> really<00:02:41.040> introducing<00:02:42.030> the<00:02:42.120> employee<00:02:42.420> to 00:02:42.650 --> 00:02:42.660 align:start position:0% been really introducing the employee to 00:02:42.660 --> 00:02:44.690 align:start position:0% been really introducing the employee to what<00:02:43.200> it<00:02:43.349> is<00:02:43.379> exactly<00:02:43.709> that<00:02:44.310> they're<00:02:44.430> gonna<00:02:44.549> be 00:02:44.690 --> 00:02:44.700 align:start position:0% what it is exactly that they're gonna be 00:02:44.700 --> 00:02:47.809 align:start position:0% what it is exactly that they're gonna be doing<00:02:44.970> because<00:02:45.620> everybody<00:02:46.620> wants<00:02:47.400> to<00:02:47.459> work<00:02:47.610> in 00:02:47.809 --> 00:02:47.819 align:start position:0% doing because everybody wants to work in 00:02:47.819 --> 00:02:49.430 align:start position:0% doing because everybody wants to work in a<00:02:47.879> class<00:02:48.120> a<00:02:48.360> office<00:02:48.690> building<00:02:49.110> everybody 00:02:49.430 --> 00:02:49.440 align:start position:0% a class a office building everybody 00:02:49.440 --> 00:02:51.199 align:start position:0% a class a office building everybody wants<00:02:50.010> to<00:02:50.040> work<00:02:50.370> in<00:02:50.579> a<00:02:50.670> clean<00:02:50.940> environment 00:02:51.199 --> 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align:start position:0% you cleaned around it to watch the rats 00:02:59.459 --> 00:03:00.890 align:start position:0% you cleaned around it to watch the rats run<00:02:59.819> out<00:02:59.970> at<00:03:00.150> night<00:03:00.329> there's<00:03:00.569> the<00:03:00.720> biggest 00:03:00.890 --> 00:03:00.900 align:start position:0% run out at night there's the biggest 00:03:00.900 --> 00:03:03.860 align:start position:0% run out at night there's the biggest dogs<00:03:01.319> in<00:03:01.680> the<00:03:01.769> city<00:03:01.920> you<00:03:02.160> know<00:03:02.280> so<00:03:03.000> we<00:03:03.569> want<00:03:03.780> to 00:03:03.860 --> 00:03:03.870 align:start position:0% dogs in the city you know so we want to 00:03:03.870 --> 00:03:08.839 align:start position:0% dogs in the city you know so we want to get<00:03:04.049> people<00:03:04.470> on<00:03:04.709> the<00:03:05.420> same<00:03:06.420> page<00:03:06.480> and<00:03:07.579> we<00:03:08.579> want 00:03:08.839 --> 00:03:08.849 align:start position:0% get people on the same page and we want 00:03:08.849 --> 00:03:10.819 align:start position:0% get people on the same page and we want them<00:03:09.090> to<00:03:09.120> know<00:03:09.359> exactly<00:03:09.900> what<00:03:10.319> the<00:03:10.470> job<00:03:10.650> is 00:03:10.819 --> 00:03:10.829 align:start position:0% them to know exactly what the job is 00:03:10.829 --> 00:03:13.670 align:start position:0% them to know exactly what the job is going<00:03:10.950> to<00:03:11.099> entail<00:03:11.489> we<00:03:12.000> also<00:03:12.150> do<00:03:12.390> schools<00:03:12.720> so<00:03:13.140> we 00:03:13.670 --> 00:03:13.680 align:start position:0% going to entail we also do schools so we 00:03:13.680 --> 00:03:15.229 align:start position:0% going to entail we also do schools so we want<00:03:13.920> to<00:03:13.980> make<00:03:14.099> sure<00:03:14.129> that<00:03:14.459> we<00:03:14.609> have<00:03:14.760> the<00:03:14.910> right 00:03:15.229 --> 00:03:15.239 align:start position:0% want to make sure that we have the right 00:03:15.239 --> 00:03:17.839 align:start position:0% want to make sure that we have the right type<00:03:15.840> of<00:03:15.870> person<00:03:16.440> that<00:03:16.680> we're<00:03:17.160> putting<00:03:17.400> into 00:03:17.839 --> 00:03:17.849 align:start position:0% type of person that we're putting into 00:03:17.849 --> 00:03:19.610 align:start position:0% type of person that we're putting into the<00:03:18.420> account<00:03:18.780> we<00:03:18.959> want<00:03:19.170> them<00:03:19.319> to<00:03:19.470> know<00:03:19.590> that 00:03:19.610 --> 00:03:19.620 align:start position:0% the account we want them to know that 00:03:19.620 --> 00:03:20.930 align:start position:0% the account we want them to know that they're<00:03:19.920> gonna<00:03:20.040> be<00:03:20.220> around<00:03:20.310> kids<00:03:20.700> they're 00:03:20.930 --> 00:03:20.940 align:start position:0% they're gonna be around kids they're 00:03:20.940 --> 00:03:22.759 align:start position:0% they're gonna be around kids they're going<00:03:21.060> to<00:03:21.150> be<00:03:21.239> around<00:03:21.390> parents<00:03:21.840> and<00:03:22.019> and 00:03:22.759 --> 00:03:22.769 align:start position:0% going to be around parents and and 00:03:22.769 --> 00:03:25.670 align:start position:0% going to be around parents and and images<00:03:23.340> everything<00:03:23.609> today<00:03:24.060> you<00:03:24.329> know<00:03:24.450> it<00:03:24.959> you 00:03:25.670 --> 00:03:25.680 align:start position:0% images everything today you know it you 00:03:25.680 --> 00:03:26.750 align:start position:0% images everything today you know it you know<00:03:25.769> it<00:03:25.889> takes<00:03:26.099> years<00:03:26.340> to<00:03:26.459> build<00:03:26.639> a 00:03:26.750 --> 00:03:26.760 align:start position:0% know it takes years to build a 00:03:26.760 --> 00:03:29.539 align:start position:0% know it takes years to build a reputation<00:03:27.000> and<00:03:27.569> a<00:03:27.900> split<00:03:28.169> second<00:03:28.560> to<00:03:28.799> to<00:03:29.430> have 00:03:29.539 --> 00:03:29.549 align:start position:0% reputation and a split second to to have 00:03:29.549 --> 00:03:33.080 align:start position:0% reputation and a split second to to have that<00:03:29.700> reputation<00:03:29.910> go<00:03:30.299> bad<00:03:30.510> so<00:03:30.840> we<00:03:31.560> really<00:03:32.090> fit 00:03:33.080 --> 00:03:33.090 align:start position:0% that reputation go bad so we really fit 00:03:33.090 --> 00:03:36.740 align:start position:0% that reputation go bad so we really fit the<00:03:33.599> person<00:03:34.079> to<00:03:34.680> the<00:03:34.709> job 00:03:36.740 --> 00:03:36.750 align:start position:0% the person to the job 00:03:36.750 --> 00:03:40.790 align:start position:0% the person to the job what<00:03:37.670> you<00:03:38.670> know<00:03:38.760> saara<00:03:39.210> what<00:03:39.870> we<00:03:40.020> found<00:03:40.200> is<00:03:40.440> in 00:03:40.790 --> 00:03:40.800 align:start position:0% what you know saara what we found is in 00:03:40.800 --> 00:03:42.020 align:start position:0% what you know saara what we found is in the<00:03:40.890> first<00:03:41.130> three<00:03:41.310> days<00:03:41.460> we<00:03:41.640> tend<00:03:41.850> to<00:03:41.880> have<00:03:41.970> a 00:03:42.020 --> 00:03:42.030 align:start position:0% the first three days we tend to have a 00:03:42.030 --> 00:03:44.360 align:start position:0% the first three days we tend to have a little<00:03:42.180> bit<00:03:42.240> more<00:03:42.390> turnover<00:03:42.870> or<00:03:42.930> so<00:03:43.140> so<00:03:43.950> reduce 00:03:44.360 --> 00:03:44.370 align:start position:0% little bit more turnover or so so reduce 00:03:44.370 --> 00:03:46.100 align:start position:0% little bit more turnover or so so reduce that<00:03:44.580> what<00:03:44.760> we've<00:03:44.880> done<00:03:45.060> is<00:03:45.210> we<00:03:45.330> by<00:03:45.750> design 00:03:46.100 --> 00:03:46.110 align:start position:0% that what we've done is we by design 00:03:46.110 --> 00:03:47.450 align:start position:0% that what we've done is we by design we've<00:03:46.290> made<00:03:46.440> our<00:03:46.530> interview<00:03:46.830> process<00:03:46.860> a<00:03:47.340> lot 00:03:47.450 --> 00:03:47.460 align:start position:0% we've made our interview process a lot 00:03:47.460 --> 00:03:49.430 align:start position:0% we've made our interview process a lot longer<00:03:47.640> and<00:03:48.420> we<00:03:48.510> kind<00:03:48.720> of<00:03:48.810> introduced<00:03:49.230> them 00:03:49.430 --> 00:03:49.440 align:start position:0% longer and we kind of introduced them 00:03:49.440 --> 00:03:51.440 align:start position:0% longer and we kind of introduced them you<00:03:49.830> know<00:03:49.950> through<00:03:50.160> videos<00:03:50.520> and<00:03:50.550> some 00:03:51.440 --> 00:03:51.450 align:start position:0% you know through videos and some 00:03:51.450 --> 00:03:52.940 align:start position:0% you know through videos and some examples<00:03:51.960> of<00:03:52.050> what<00:03:52.230> is<00:03:52.350> your<00:03:52.470> gonna<00:03:52.560> be<00:03:52.710> doing 00:03:52.940 --> 00:03:52.950 align:start position:0% examples of what is your gonna be doing 00:03:52.950 --> 00:03:55.610 align:start position:0% examples of what is your gonna be doing we<00:03:53.070> make<00:03:53.190> it<00:03:53.340> take<00:03:53.520> an<00:03:53.640> exam<00:03:54.000> and<00:03:54.870> really<00:03:55.230> kind 00:03:55.610 --> 00:03:55.620 align:start position:0% we make it take an exam and really kind 00:03:55.620 --> 00:03:56.840 align:start position:0% we make it take an exam and really kind of<00:03:55.650> create<00:03:55.710> these<00:03:55.920> little<00:03:56.130> hurdles<00:03:56.460> to<00:03:56.610> see 00:03:56.840 --> 00:03:56.850 align:start position:0% of create these little hurdles to see 00:03:56.850 --> 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usually<00:04:04.020> sometimes<00:04:04.710> we<00:04:04.920> have 00:04:05.000 --> 00:04:05.010 align:start position:0% hurdles and usually sometimes we have 00:04:05.010 --> 00:04:07.220 align:start position:0% hurdles and usually sometimes we have people<00:04:05.250> say<00:04:05.370> you<00:04:05.430> know<00:04:05.550> this<00:04:05.760> mouth<00:04:06.480> it<00:04:07.140> was 00:04:07.220 --> 00:04:07.230 align:start position:0% people say you know this mouth it was 00:04:07.230 --> 00:04:08.960 align:start position:0% people say you know this mouth it was nice<00:04:07.380> knowing<00:04:07.680> you<00:04:07.710> but<00:04:08.460> you<00:04:08.760> know<00:04:08.850> at<00:04:08.940> least 00:04:08.960 --> 00:04:08.970 align:start position:0% nice knowing you but you know at least 00:04:08.970 --> 00:04:10.610 align:start position:0% nice knowing you but you know at least we<00:04:09.240> get<00:04:09.360> that<00:04:09.540> buy-in<00:04:09.750> and<00:04:10.110> then<00:04:10.230> from<00:04:10.440> you 00:04:10.610 --> 00:04:10.620 align:start position:0% we get that buy-in and then from you 00:04:10.620 --> 00:04:12.560 align:start position:0% we get that buy-in and then from you know<00:04:10.740> once<00:04:10.980> we<00:04:11.160> do<00:04:11.280> hire<00:04:11.490> them<00:04:11.700> then<00:04:12.300> we<00:04:12.390> have<00:04:12.510> a 00:04:12.560 --> 00:04:12.570 align:start position:0% know once we do hire them then we have a 00:04:12.570 --> 00:04:14.870 align:start position:0% know once we do hire them then we have a full<00:04:12.780> day<00:04:12.900> of<00:04:12.930> training<00:04:13.459> and<00:04:14.459> then<00:04:14.610> we<00:04:14.700> know<00:04:14.790> we 00:04:14.870 --> 00:04:14.880 align:start position:0% full day of training and then we know we 00:04:14.880 --> 00:04:16.520 align:start position:0% full day of training and then we know we can<00:04:15.000> see<00:04:15.120> somebody<00:04:15.300> in<00:04:16.049> true<00:04:16.230> some<00:04:16.380> of<00:04:16.410> the 00:04:16.520 --> 00:04:16.530 align:start position:0% can see somebody in true some of the 00:04:16.530 --> 00:04:18.380 align:start position:0% can see somebody in true some of the technology<00:04:17.100> what<00:04:17.760> their<00:04:17.910> pay<00:04:18.060> dates<00:04:18.269> are 00:04:18.380 --> 00:04:18.390 align:start position:0% technology what their pay dates are 00:04:18.390 --> 00:04:19.430 align:start position:0% technology what their pay dates are gonna<00:04:18.510> be<00:04:18.630> because<00:04:18.810> they<00:04:18.900> always<00:04:19.290> have 00:04:19.430 --> 00:04:19.440 align:start position:0% gonna be because they always have 00:04:19.440 --> 00:04:20.900 align:start position:0% gonna be because they always have questions<00:04:19.859> that's<00:04:19.980> really<00:04:20.220> so<00:04:20.609> then<00:04:20.760> that's 00:04:20.900 --> 00:04:20.910 align:start position:0% questions that's really so then that's 00:04:20.910 --> 00:04:22.039 align:start position:0% questions that's really so then that's quite<00:04:21.060> the<00:04:21.150> most<00:04:21.269> important<00:04:21.630> thing<00:04:21.780> right<00:04:21.900> and 00:04:22.039 --> 00:04:22.049 align:start position:0% quite the most important thing right and 00:04:22.049 --> 00:04:24.080 align:start position:0% quite the most important thing right and we<00:04:22.109> kind<00:04:22.560> of<00:04:22.590> forget<00:04:22.710> about<00:04:22.890> that<00:04:23.160> you<00:04:24.000> know 00:04:24.080 --> 00:04:24.090 align:start position:0% we kind of forget about that you know 00:04:24.090 --> 00:04:25.070 align:start position:0% we kind of forget about that you know it's<00:04:24.210> like<00:04:24.240> when<00:04:24.480> they're<00:04:24.600> gonna<00:04:24.690> get<00:04:24.870> paid 00:04:25.070 --> 00:04:25.080 align:start position:0% it's like when they're gonna get paid 00:04:25.080 --> 00:04:27.410 align:start position:0% it's like when they're gonna get paid what<00:04:25.320> were<00:04:25.470> the<00:04:25.620> expectations<00:04:26.250> and<00:04:27.090> then<00:04:27.270> from 00:04:27.410 --> 00:04:27.420 align:start position:0% what were the expectations and then from 00:04:27.420 --> 00:04:29.630 align:start position:0% what were the expectations and then from there<00:04:27.540> we<00:04:27.630> start<00:04:27.840> the<00:04:28.050> you<00:04:28.410> know<00:04:28.640> field 00:04:29.630 --> 00:04:29.640 align:start position:0% there we start the you know field 00:04:29.640 --> 00:04:32.120 align:start position:0% there we start the you know field training<00:04:29.910> if<00:04:30.060> you<00:04:30.180> work<00:04:30.330> so<00:04:30.570> okay<00:04:31.110> so<00:04:31.500> to<00:04:31.950> touch 00:04:32.120 --> 00:04:32.130 align:start position:0% training if you work so okay so to touch 00:04:32.130 --> 00:04:34.190 align:start position:0% training if you work so okay so to touch back<00:04:32.340> on<00:04:32.580> that<00:04:32.760> actually<00:04:33.180> videos<00:04:33.840> right<00:04:34.080> you 00:04:34.190 --> 00:04:34.200 align:start position:0% back on that actually videos right you 00:04:34.200 --> 00:04:36.230 align:start position:0% back on that actually videos right you brought<00:04:34.410> that<00:04:34.440> up<00:04:34.620> I<00:04:35.070> know<00:04:35.730> I've<00:04:35.910> talked<00:04:36.120> to 00:04:36.230 --> 00:04:36.240 align:start position:0% brought that up I know I've talked to 00:04:36.240 --> 00:04:37.310 align:start position:0% brought that up I know I've talked to you<00:04:36.300> about<00:04:36.360> that<00:04:36.630> a<00:04:36.690> little<00:04:36.870> bit 00:04:37.310 --> 00:04:37.320 align:start position:0% you about that a little bit 00:04:37.320 --> 00:04:39.830 align:start position:0% you about that a little bit you<00:04:38.040> guys<00:04:38.220> probably<00:04:38.610> all<00:04:38.820> see<00:04:39.060> the<00:04:39.240> old<00:04:39.450> school 00:04:39.830 --> 00:04:39.840 align:start position:0% you guys probably all see the old school 00:04:39.840 --> 00:04:41.060 align:start position:0% you guys probably all see the old school videos<00:04:40.169> that<00:04:40.380> are<00:04:40.470> out<00:04:40.500> there<00:04:40.560> right<00:04:40.800> the 00:04:41.060 --> 00:04:41.070 align:start position:0% videos that are out there right the 00:04:41.070 --> 00:04:44.510 align:start position:0% videos that are out there right the black<00:04:41.250> and<00:04:41.460> white<00:04:41.900> just<00:04:43.160> just<00:04:44.160> call<00:04:44.310> them<00:04:44.400> old 00:04:44.510 --> 00:04:44.520 align:start position:0% black and white just just call them old 00:04:44.520 --> 00:04:45.800 align:start position:0% black and white just just call them old school<00:04:44.669> right<00:04:45.000> because<00:04:45.180> they're<00:04:45.360> it's<00:04:45.600> just 00:04:45.800 --> 00:04:45.810 align:start position:0% school right because they're it's just 00:04:45.810 --> 00:04:48.890 align:start position:0% school right because they're it's just not<00:04:45.960> modernized<00:04:46.440> it's<00:04:46.800> not<00:04:47.660> training<00:04:48.660> videos 00:04:48.890 --> 00:04:48.900 align:start position:0% not modernized it's not training videos 00:04:48.900 --> 00:04:51.320 align:start position:0% not modernized it's not training videos great<00:04:49.169> so<00:04:49.710> it's<00:04:49.890> it's<00:04:50.640> tough<00:04:50.790> for<00:04:50.970> us<00:04:51.120> cuz 00:04:51.320 --> 00:04:51.330 align:start position:0% great so it's it's tough for us cuz 00:04:51.330 --> 00:04:53.719 align:start position:0% great so it's it's tough for us cuz we're<00:04:51.510> not<00:04:51.690> we're<00:04:52.229> not<00:04:52.260> a<00:04:52.380> manufacturing<00:04:53.310> type 00:04:53.719 --> 00:04:53.729 align:start position:0% we're not we're not a manufacturing type 00:04:53.729 --> 00:04:56.780 align:start position:0% we're not we're not a manufacturing type of<00:04:53.880> company<00:04:54.240> right<00:04:54.479> where<00:04:54.900> it's<00:04:55.800> step<00:04:56.250> 1<00:04:56.490> step 00:04:56.780 --> 00:04:56.790 align:start position:0% of company right where it's step 1 step 00:04:56.790 --> 00:04:57.680 align:start position:0% of company right where it's step 1 step 2<00:04:56.850> step<00:04:57.030> 3 00:04:57.680 --> 00:04:57.690 align:start position:0% 2 step 3 00:04:57.690 --> 00:04:59.570 align:start position:0% 2 step 3 these<00:04:58.169> are<00:04:58.350> gonna<00:04:58.470> this<00:04:59.040> is<00:04:59.100> what<00:04:59.190> your<00:04:59.370> day<00:04:59.520> is 00:04:59.570 --> 00:04:59.580 align:start position:0% these are gonna this is what your day is 00:04:59.580 --> 00:05:00.710 align:start position:0% these are gonna this is what your day is going<00:04:59.729> to<00:05:00.060> look<00:05:00.270> like 00:05:00.710 --> 00:05:00.720 align:start position:0% going to look like 00:05:00.720 --> 00:05:03.080 align:start position:0% going to look like that's<00:05:01.169> just<00:05:01.380> not<00:05:01.530> us<00:05:01.740> do<00:05:02.550> you<00:05:02.640> have<00:05:02.820> you<00:05:02.970> guys 00:05:03.080 --> 00:05:03.090 align:start position:0% that's just not us do you have you guys 00:05:03.090 --> 00:05:04.640 align:start position:0% that's just not us do you have you guys seen<00:05:03.419> and<00:05:03.660> you<00:05:03.810> so<00:05:03.930> you<00:05:04.050> said<00:05:04.229> yes<00:05:04.380> you're 00:05:04.640 --> 00:05:04.650 align:start position:0% seen and you so you said yes you're 00:05:04.650 --> 00:05:06.550 align:start position:0% seen and you so you said yes you're doing<00:05:04.830> videos<00:05:05.070> solid<00:05:05.700> marker<00:05:05.940> you<00:05:06.030> guys 00:05:06.550 --> 00:05:06.560 align:start position:0% doing videos solid marker you guys 00:05:06.560 --> 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feel the rut you<00:05:14.790> want<00:05:14.970> to<00:05:15.030> take<00:05:15.180> a<00:05:15.210> smarter<00:05:15.660> so<00:05:21.470> but<00:05:22.470> um<00:05:22.680> so 00:05:23.390 --> 00:05:23.400 align:start position:0% you want to take a smarter so but um so 00:05:23.400 --> 00:05:26.240 align:start position:0% you want to take a smarter so but um so for<00:05:23.580> us<00:05:23.700> it's<00:05:23.970> the<00:05:24.660> videos<00:05:25.020> for<00:05:25.590> we're 00:05:26.240 --> 00:05:26.250 align:start position:0% for us it's the videos for we're 00:05:26.250 --> 00:05:28.100 align:start position:0% for us it's the videos for we're learning<00:05:26.430> a<00:05:26.700> lot<00:05:26.729> now<00:05:27.180> you<00:05:27.240> guys<00:05:27.600> understand 00:05:28.100 --> 00:05:28.110 align:start position:0% learning a lot now you guys understand 00:05:28.110 --> 00:05:29.450 align:start position:0% learning a lot now you guys understand we're<00:05:28.229> not<00:05:28.260> blue<00:05:28.500> collar<00:05:28.740> world<00:05:28.979> right<00:05:29.250> blue 00:05:29.450 --> 00:05:29.460 align:start position:0% we're not blue collar world right blue 00:05:29.460 --> 00:05:30.800 align:start position:0% we're not blue collar world right blue collar<00:05:29.669> industry<00:05:30.120> so<00:05:30.300> a<00:05:30.360> lot<00:05:30.450> of<00:05:30.479> these<00:05:30.600> guys 00:05:30.800 --> 00:05:30.810 align:start position:0% collar industry so a lot of these guys 00:05:30.810 --> 00:05:32.960 align:start position:0% collar industry so a lot of these guys it's<00:05:31.140> all<00:05:31.290> about<00:05:31.530> vision<00:05:31.770> you<00:05:32.550> know<00:05:32.669> you<00:05:32.729> can 00:05:32.960 --> 00:05:32.970 align:start position:0% it's all about vision you know you can 00:05:32.970 --> 00:05:34.520 align:start position:0% it's all about vision you know you can only<00:05:33.090> do<00:05:33.300> so<00:05:33.450> many<00:05:33.570> bullet<00:05:33.930> points<00:05:34.229> so<00:05:34.260> many 00:05:34.520 --> 00:05:34.530 align:start position:0% only do so many bullet points so many 00:05:34.530 --> 00:05:36.409 align:start position:0% only do so many bullet points so many PowerPoint<00:05:35.010> presentations<00:05:35.669> they<00:05:36.030> won't<00:05:36.210> get 00:05:36.409 --> 00:05:36.419 align:start position:0% PowerPoint presentations they won't get 00:05:36.419 --> 00:05:38.690 align:start position:0% PowerPoint presentations they won't get it<00:05:36.600> so<00:05:37.200> for<00:05:37.440> us<00:05:37.560> is<00:05:37.740> like<00:05:37.950> enough<00:05:38.280> of<00:05:38.370> the<00:05:38.460> stock 00:05:38.690 --> 00:05:38.700 align:start position:0% it so for us is like enough of the stock 00:05:38.700 --> 00:05:40.219 align:start position:0% it so for us is like enough of the stock book<00:05:38.970> was<00:05:39.090> it<00:05:39.210> nothing<00:05:39.450> the<00:05:39.510> stock<00:05:39.780> videos 00:05:40.219 --> 00:05:40.229 align:start position:0% book was it nothing the stock videos 00:05:40.229 --> 00:05:42.580 align:start position:0% book was it nothing the stock videos let's<00:05:40.710> get<00:05:40.919> our<00:05:41.010> actual<00:05:41.220> people<00:05:41.820> out<00:05:41.940> there 00:05:42.580 --> 00:05:42.590 align:start position:0% let's get our actual people out there 00:05:42.590 --> 00:05:45.469 align:start position:0% let's get our actual people out there telling<00:05:43.590> the<00:05:43.800> story<00:05:44.100> of<00:05:44.190> what<00:05:44.400> we<00:05:44.580> do<00:05:44.910> and 00:05:45.469 --> 00:05:45.479 align:start position:0% telling the story of what we do and 00:05:45.479 --> 00:05:46.850 align:start position:0% telling the story of what we do and that's<00:05:45.599> so<00:05:45.810> much<00:05:45.870> about<00:05:46.140> what<00:05:46.320> we<00:05:46.440> do<00:05:46.560> is<00:05:46.680> what 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bringing<00:05:52.860> to<00:05:53.070> the<00:05:53.160> table<00:05:53.340> so<00:05:53.640> for<00:05:53.850> us<00:05:53.940> that's 00:05:54.140 --> 00:05:54.150 align:start position:0% bringing to the table so for us that's 00:05:54.150 --> 00:05:56.210 align:start position:0% bringing to the table so for us that's why<00:05:54.300> we've<00:05:54.780> always<00:05:55.050> mentioned<00:05:55.620> ourselves<00:05:56.160> as 00:05:56.210 --> 00:05:56.220 align:start position:0% why we've always mentioned ourselves as 00:05:56.220 --> 00:05:57.530 align:start position:0% why we've always mentioned ourselves as technicians<00:05:56.550> we<00:05:57.000> don't<00:05:57.150> cause<00:05:57.300> those 00:05:57.530 --> 00:05:57.540 align:start position:0% technicians we don't cause those 00:05:57.540 --> 00:05:59.690 align:start position:0% technicians we don't cause those janitors<00:05:57.810> like<00:05:58.230> there's<00:05:58.590> a<00:05:58.680> period<00:05:58.950> because 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--> 00:06:05.790 align:start position:0% to be implemented out there so how do 00:06:05.790 --> 00:06:07.640 align:start position:0% to be implemented out there so how do you<00:06:05.910> do<00:06:06.030> that<00:06:06.180> videos<00:06:06.750> let's<00:06:07.200> start<00:06:07.380> showing 00:06:07.640 --> 00:06:07.650 align:start position:0% you do that videos let's start showing 00:06:07.650 --> 00:06:09.530 align:start position:0% you do that videos let's start showing as<00:06:08.430> a<00:06:08.490> matter<00:06:08.730> of<00:06:08.790> fact<00:06:08.970> right<00:06:09.150> now<00:06:09.180> we're 00:06:09.530 --> 00:06:09.540 align:start position:0% as a matter of fact right now we're 00:06:09.540 --> 00:06:12.110 align:start position:0% as a matter of fact right now we're redoing<00:06:10.470> you<00:06:11.250> know<00:06:11.340> all<00:06:11.460> of<00:06:11.580> our<00:06:11.640> techniques 00:06:12.110 --> 00:06:12.120 align:start position:0% redoing you know all of our techniques 00:06:12.120 --> 00:06:14.120 align:start position:0% redoing you know all of our techniques and<00:06:12.300> retraining<00:06:12.810> cuz<00:06:13.140> we're<00:06:13.320> really<00:06:13.500> focusing 00:06:14.120 --> 00:06:14.130 align:start position:0% and retraining cuz we're really focusing 00:06:14.130 --> 00:06:15.890 align:start position:0% and retraining cuz we're really focusing and<00:06:14.340> Horning<00:06:14.670> in<00:06:14.730> on<00:06:14.850> that<00:06:15.060> because<00:06:15.180> you<00:06:15.810> know 00:06:15.890 --> 00:06:15.900 align:start position:0% and Horning in on that because you know 00:06:15.900 --> 00:06:17.660 align:start position:0% and Horning in on that because you know we<00:06:16.500> all<00:06:16.530> go<00:06:16.770> through<00:06:16.800> a<00:06:16.950> sticks<00:06:17.280> right<00:06:17.430> we<00:06:17.580> get 00:06:17.660 --> 00:06:17.670 align:start position:0% we all go through a sticks right we get 00:06:17.670 --> 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astounding<00:06:25.470> right<00:06:25.650> when<00:06:25.830> you're<00:06:25.980> checking<00:06:26.280> in 00:06:26.510 --> 00:06:26.520 align:start position:0% astounding right when you're checking in 00:06:26.520 --> 00:06:28.850 align:start position:0% astounding right when you're checking in every<00:06:26.700> day<00:06:27.120> or<00:06:27.210> every<00:06:27.420> other<00:06:27.600> day<00:06:27.860> and 00:06:28.850 --> 00:06:28.860 align:start position:0% every day or every other day and 00:06:28.860 --> 00:06:31.130 align:start position:0% every day or every other day and especially<00:06:29.430> you<00:06:29.640> guys<00:06:29.960> obviously<00:06:30.960> much 00:06:31.130 --> 00:06:31.140 align:start position:0% especially you guys obviously much 00:06:31.140 --> 00:06:34.160 align:start position:0% especially you guys obviously much bigger<00:06:32.060> you<00:06:33.060> guys<00:06:33.240> I'm<00:06:33.390> sure<00:06:33.420> have<00:06:33.750> process 00:06:34.160 --> 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many different 00:06:46.440 --> 00:06:48.500 align:start position:0% right I mean we've got many different levels<00:06:46.890> and<00:06:47.430> stages<00:06:47.640> and<00:06:48.000> companies<00:06:48.360> here 00:06:48.500 --> 00:06:48.510 align:start position:0% levels and stages and companies here 00:06:48.510 --> 00:06:50.720 align:start position:0% levels and stages and companies here which<00:06:48.720> is<00:06:48.870> which<00:06:49.320> is<00:06:49.350> what<00:06:49.680> I<00:06:49.920> want<00:06:50.220> why<00:06:50.400> I<00:06:50.430> did 00:06:50.720 --> 00:06:50.730 align:start position:0% which is which is what I want why I did 00:06:50.730 --> 00:06:52.790 align:start position:0% which is which is what I want why I did this<00:06:51.000> for<00:06:51.240> a<00:06:51.270> reason<00:06:51.330> is<00:06:51.750> it's<00:06:51.990> you<00:06:52.680> know 00:06:52.790 --> 00:06:52.800 align:start position:0% this for a reason is it's you know 00:06:52.800 --> 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statistics<00:06:58.980> maybe<00:06:59.790> 90%<00:07:00.420> of<00:07:00.450> the<00:07:00.540> industry 00:07:00.890 --> 00:07:00.900 align:start position:0% statistics maybe 90% of the industry 00:07:00.900 --> 00:07:02.990 align:start position:0% statistics maybe 90% of the industry works<00:07:01.140> at<00:07:01.350> a<00:07:01.500> million<00:07:01.710> in<00:07:01.950> revenue<00:07:02.280> London<00:07:02.640> you 00:07:02.990 --> 00:07:03.000 align:start position:0% works at a million in revenue London you 00:07:03.000 --> 00:07:04.550 align:start position:0% works at a million in revenue London you know<00:07:03.120> but<00:07:03.570> it's<00:07:03.690> not<00:07:03.810> that<00:07:03.990> they<00:07:04.110> can't<00:07:04.380> get 00:07:04.550 --> 00:07:04.560 align:start position:0% know but it's not that they can't get 00:07:04.560 --> 00:07:06.770 align:start position:0% know but it's not that they can't get there<00:07:04.770> it's<00:07:05.040> you<00:07:05.790> got<00:07:05.910> to<00:07:06.000> put<00:07:06.120> processes<00:07:06.690> from 00:07:06.770 --> 00:07:06.780 align:start position:0% there it's you got to put processes from 00:07:06.780 --> 00:07:09.290 align:start position:0% there it's you got to put processes from day<00:07:07.020> one<00:07:07.230> you<00:07:07.530> know<00:07:07.650> so<00:07:07.920> that's<00:07:08.040> why<00:07:08.300> I'm 00:07:09.290 --> 00:07:09.300 align:start position:0% day one you know so that's why I'm 00:07:09.300 --> 00:07:10.700 align:start position:0% day one you know so that's why I'm boarding<00:07:09.660> of<00:07:09.780> employees<00:07:10.170> it's<00:07:10.320> such<00:07:10.440> a<00:07:10.470> big 00:07:10.700 --> 00:07:10.710 align:start position:0% boarding of employees it's such a big 00:07:10.710 --> 00:07:12.500 align:start position:0% boarding of employees it's such a big deal<00:07:10.860> right<00:07:11.250> okay<00:07:11.490> mark<00:07:12.030> are<00:07:12.180> you<00:07:12.270> doing 00:07:12.500 --> 00:07:12.510 align:start position:0% deal right okay mark are you doing 00:07:12.510 --> 00:07:16.190 align:start position:0% deal right okay mark are you doing videos<00:07:12.800> so<00:07:14.120> change<00:07:15.120> is<00:07:15.390> inevitable<00:07:15.660> the 00:07:16.190 --> 00:07:16.200 align:start position:0% videos so change is inevitable the 00:07:16.200 --> 00:07:18.620 align:start position:0% videos so change is inevitable the change<00:07:16.470> is<00:07:16.650> hard<00:07:16.890> right<00:07:17.160> and<00:07:17.640> we're<00:07:17.850> a<00:07:17.880> 37<00:07:18.510> year 00:07:18.620 --> 00:07:18.630 align:start position:0% change is hard right and we're a 37 year 00:07:18.630 --> 00:07:21.710 align:start position:0% change is hard right and we're a 37 year old<00:07:18.690> company<00:07:19.020> and<00:07:19.950> my<00:07:20.220> father<00:07:20.490> is<00:07:20.760> the<00:07:20.790> CEO<00:07:21.150> and 00:07:21.710 --> 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align:start position:0% um but I really feel like the hands-on 00:07:42.220 --> 00:07:45.210 align:start position:0% um but I really feel like the hands-on is<00:07:42.460> the<00:07:42.670> way<00:07:42.790> to<00:07:42.850> go<00:07:43.090> you<00:07:43.360> know<00:07:43.870> the<00:07:44.590> days<00:07:44.890> of 00:07:45.210 --> 00:07:45.220 align:start position:0% is the way to go you know the days of 00:07:45.220 --> 00:07:47.370 align:start position:0% is the way to go you know the days of the<00:07:45.850> you're<00:07:46.300> right<00:07:46.510> the<00:07:46.720> days<00:07:46.900> of<00:07:47.080> showing 00:07:47.370 --> 00:07:47.380 align:start position:0% the you're right the days of showing 00:07:47.380 --> 00:07:48.990 align:start position:0% the you're right the days of showing people<00:07:47.410> these<00:07:47.860> you<00:07:48.250> know<00:07:48.340> bullet<00:07:48.670> points<00:07:48.940> and 00:07:48.990 --> 00:07:49.000 align:start position:0% people these you know bullet points and 00:07:49.000 --> 00:07:50.520 align:start position:0% people these you know bullet points and things<00:07:49.180> like<00:07:49.300> that<00:07:49.360> are<00:07:49.720> kind<00:07:50.200> of<00:07:50.260> like<00:07:50.350> the 00:07:50.520 --> 00:07:50.530 align:start position:0% things like that are kind of like the 00:07:50.530 --> 00:07:52.200 align:start position:0% things like that are kind of like the days<00:07:50.680> of<00:07:50.710> yesterday's<00:07:51.250> day<00:07:51.490> we<00:07:51.850> need<00:07:52.030> more 00:07:52.200 --> 00:07:52.210 align:start position:0% days of yesterday's day we need more 00:07:52.210 --> 00:07:54.270 align:start position:0% days of yesterday's day we need more integrally<00:07:52.780> more<00:07:53.020> interaction<00:07:53.680> you<00:07:53.830> know<00:07:54.010> and 00:07:54.270 --> 00:07:54.280 align:start position:0% integrally more interaction you know and 00:07:54.280 --> 00:07:57.840 align:start position:0% integrally more interaction you know and in<00:07:55.000> its<00:07:55.810> its<00:07:56.200> people<00:07:56.620> over<00:07:56.860> profit<00:07:57.040> right<00:07:57.520> so 00:07:57.840 --> 00:07:57.850 align:start position:0% in its its people over profit right so 00:07:57.850 --> 00:08:00.030 align:start position:0% in its its people over profit right so if<00:07:58.210> you're<00:07:58.690> investing<00:07:59.260> in<00:07:59.350> your<00:07:59.470> people<00:07:59.530> and 00:08:00.030 --> 00:08:00.040 align:start position:0% if you're investing in your people and 00:08:00.040 --> 00:08:02.430 align:start position:0% if you're investing in your people and you're<00:08:00.310> getting<00:08:00.640> your<00:08:00.790> people<00:08:01.150> to<00:08:01.750> show<00:08:02.050> up<00:08:02.080> to 00:08:02.430 --> 00:08:02.440 align:start position:0% you're getting your people to show up to 00:08:02.440 --> 00:08:04.020 align:start position:0% you're getting your people to show up to work<00:08:02.470> today<00:08:02.860> it's<00:08:03.160> half<00:08:03.340> the<00:08:03.490> battle<00:08:03.850> I<00:08:03.880> mean 00:08:04.020 --> 00:08:04.030 align:start position:0% work today it's half the battle I mean 00:08:04.030 --> 00:08:05.640 align:start position:0% work today it's half the battle I mean Greg<00:08:04.510> you're<00:08:04.720> hired<00:08:04.930> and<00:08:05.140> then<00:08:05.230> they<00:08:05.350> show<00:08:05.500> up 00:08:05.640 --> 00:08:05.650 align:start position:0% Greg you're hired and then they show up 00:08:05.650 --> 00:08:07.230 align:start position:0% Greg you're hired and then they show up all<00:08:06.100> right<00:08:06.280> well<00:08:06.430> I<00:08:06.460> guess<00:08:06.730> I'm<00:08:06.880> cleaning 00:08:07.230 --> 00:08:07.240 align:start position:0% all right well I guess I'm cleaning 00:08:07.240 --> 00:08:09.630 align:start position:0% all right well I guess I'm cleaning tonight<00:08:07.510> I<00:08:07.540> didn't<00:08:07.810> have<00:08:07.900> anything<00:08:08.140> cool<00:08:08.640> you 00:08:09.630 --> 00:08:09.640 align:start position:0% tonight I didn't have anything cool you 00:08:09.640 --> 00:08:12.240 align:start position:0% tonight I didn't have anything cool you know<00:08:09.760> so<00:08:10.510> getting<00:08:11.050> him<00:08:11.200> to<00:08:11.320> show<00:08:11.530> up<00:08:11.710> getting 00:08:12.240 --> 00:08:12.250 align:start position:0% know so getting him to show up getting 00:08:12.250 --> 00:08:15.780 align:start position:0% know so getting him to show up getting their<00:08:12.400> buy-in<00:08:13.860> getting<00:08:14.860> them<00:08:14.980> excited<00:08:15.130> about 00:08:15.780 --> 00:08:15.790 align:start position:0% their buy-in getting them excited about 00:08:15.790 --> 00:08:17.340 align:start position:0% their buy-in getting them excited about coming<00:08:16.000> to<00:08:16.210> work<00:08:16.330> for<00:08:16.360> you<00:08:16.600> that's<00:08:16.840> yeah 00:08:17.340 --> 00:08:17.350 align:start position:0% coming to work for you that's yeah 00:08:17.350 --> 00:08:19.830 align:start position:0% coming to work for you that's yeah that's<00:08:17.680> really<00:08:18.460> what<00:08:18.610> we<00:08:18.730> want<00:08:18.940> to<00:08:19.030> build<00:08:19.180> how 00:08:19.830 --> 00:08:19.840 align:start position:0% that's really what we want to build how 00:08:19.840 --> 00:08:21.510 align:start position:0% that's really what we want to build how do<00:08:19.900> we<00:08:20.350> because<00:08:20.710> I<00:08:20.800> think<00:08:21.040> it's<00:08:21.190> super 00:08:21.510 --> 00:08:21.520 align:start position:0% do we because I think it's super 00:08:21.520 --> 00:08:23.220 align:start position:0% do we because I think it's super important<00:08:22.060> the<00:08:22.090> hands-on<00:08:22.450> training<00:08:22.510> aspect 00:08:23.220 --> 00:08:23.230 align:start position:0% important the hands-on training aspect 00:08:23.230 --> 00:08:25.650 align:start position:0% important the hands-on training aspect where<00:08:23.620> you<00:08:24.520> know<00:08:24.640> a<00:08:24.850> client<00:08:25.510> should 00:08:25.650 --> 00:08:25.660 align:start position:0% where you know a client should 00:08:25.660 --> 00:08:28.380 align:start position:0% where you know a client should appreciate<00:08:25.960> if<00:08:26.740> we<00:08:26.830> are<00:08:27.310> dedicating<00:08:28.060> so<00:08:28.240> much 00:08:28.380 --> 00:08:28.390 align:start position:0% appreciate if we are dedicating so much 00:08:28.390 --> 00:08:31.380 align:start position:0% appreciate if we are dedicating so much time<00:08:28.630> to<00:08:28.960> training<00:08:29.470> a<00:08:29.590> team<00:08:30.280> member<00:08:30.460> you<00:08:31.300> know 00:08:31.380 --> 00:08:31.390 align:start position:0% time to training a team member you know 00:08:31.390 --> 00:08:33.719 align:start position:0% time to training a team member you know so<00:08:31.570> thoroughly<00:08:31.840> it's<00:08:32.349> so<00:08:32.469> hands-on<00:08:32.860> where 00:08:33.719 --> 00:08:33.729 align:start position:0% so thoroughly it's so hands-on where 00:08:33.729 --> 00:08:35.880 align:start position:0% so thoroughly it's so hands-on where what<00:08:34.330> are<00:08:34.419> some<00:08:34.570> ideas<00:08:34.630> you<00:08:34.960> guys<00:08:35.110> think<00:08:35.770> of 00:08:35.880 --> 00:08:35.890 align:start position:0% what are some ideas you guys think of 00:08:35.890 --> 00:08:37.620 align:start position:0% what are some ideas you guys think of her<00:08:36.010> I've<00:08:36.130> ever<00:08:36.250> thought<00:08:36.460> of<00:08:36.669> about<00:08:36.820> how<00:08:37.479> do<00:08:37.539> we 00:08:37.620 --> 00:08:37.630 align:start position:0% her I've ever thought of about how do we 00:08:37.630 --> 00:08:39.480 align:start position:0% her I've ever thought of about how do we message<00:08:38.050> that<00:08:38.260> to<00:08:38.409> a<00:08:38.440> client<00:08:38.710> the<00:08:39.250> inertia 00:08:39.480 --> 00:08:39.490 align:start position:0% message that to a client the inertia 00:08:39.490 --> 00:08:41.180 align:start position:0% message that to a client the inertia leaning<00:08:39.940> line-item<00:08:40.539> was<00:08:40.630> not<00:08:40.750> going<00:08:40.870> to<00:08:40.960> cover 00:08:41.180 --> 00:08:41.190 align:start position:0% leaning line-item was not going to cover 00:08:41.190 --> 00:08:44.850 align:start position:0% leaning line-item was not going to cover an<00:08:42.190> time<00:08:42.460> train<00:08:42.700> like<00:08:42.969> how<00:08:43.090> it's<00:08:43.990> gonna<00:08:44.200> be<00:08:44.320> you 00:08:44.850 --> 00:08:44.860 align:start position:0% an time train like how it's gonna be you 00:08:44.860 --> 00:08:46.800 align:start position:0% an time train like how it's gonna be you know<00:08:44.920> time<00:08:45.250> will<00:08:45.460> tell<00:08:45.670> how<00:08:45.970> clients<00:08:46.300> will<00:08:46.600> pay 00:08:46.800 --> 00:08:46.810 align:start position:0% know time will tell how clients will pay 00:08:46.810 --> 00:08:48.930 align:start position:0% know time will tell how clients will pay a<00:08:47.140> higher<00:08:47.590> price<00:08:47.890> because<00:08:48.310> we<00:08:48.430> know<00:08:48.550> told<00:08:48.820> it 00:08:48.930 --> 00:08:48.940 align:start position:0% a higher price because we know told it 00:08:48.940 --> 00:08:50.280 align:start position:0% a higher price because we know told it said<00:08:49.150> I<00:08:49.210> know<00:08:49.270> what's<00:08:49.510> gonna<00:08:49.660> go<00:08:49.750> out<00:08:49.930> minimum 00:08:50.280 --> 00:08:50.290 align:start position:0% said I know what's gonna go out minimum 00:08:50.290 --> 00:08:52.620 align:start position:0% said I know what's gonna go out minimum wages<00:08:50.440> going<00:08:50.740> up<00:08:50.970> what<00:08:51.970> are<00:08:52.060> some<00:08:52.210> ideas<00:08:52.330> you 00:08:52.620 --> 00:08:52.630 align:start position:0% wages going up what are some ideas you 00:08:52.630 --> 00:08:54.120 align:start position:0% wages going up what are some ideas you guys<00:08:52.720> think<00:08:53.020> of<00:08:53.140> as<00:08:53.410> far<00:08:53.680> as<00:08:53.770> how<00:08:53.860> we<00:08:53.920> can 00:08:54.120 --> 00:08:54.130 align:start position:0% guys think of as far as how we can 00:08:54.130 --> 00:08:57.510 align:start position:0% guys think of as far as how we can message<00:08:54.340> to<00:08:54.700> clients<00:08:55.150> to<00:08:56.020> allow<00:08:56.620> us<00:08:56.830> to<00:08:57.100> spend 00:08:57.510 --> 00:08:57.520 align:start position:0% message to clients to allow us to spend 00:08:57.520 --> 00:08:59.010 align:start position:0% message to clients to allow us to spend more<00:08:57.640> time<00:08:57.700> in<00:08:58.270> the<00:08:58.540> beginning<00:08:58.870> because 00:08:59.010 --> 00:08:59.020 align:start position:0% more time in the beginning because 00:08:59.020 --> 00:09:00.900 align:start position:0% more time in the beginning because that's<00:08:59.170> when<00:08:59.320> we<00:08:59.440> lose<00:08:59.530> contracts<00:09:00.070> that<00:09:00.670> first 00:09:00.900 --> 00:09:00.910 align:start position:0% that's when we lose contracts that first 00:09:00.910 --> 00:09:02.700 align:start position:0% that's when we lose contracts that first 30<00:09:01.060> days<00:09:01.180> they<00:09:01.960> go<00:09:02.080> back<00:09:02.320> to<00:09:02.440> the<00:09:02.530> other 00:09:02.700 --> 00:09:02.710 align:start position:0% 30 days they go back to the other 00:09:02.710 --> 00:09:05.250 align:start position:0% 30 days they go back to the other cleaning<00:09:03.010> company<00:09:03.310> or<00:09:03.580> they<00:09:04.480> just<00:09:04.510> say<00:09:04.870> this 00:09:05.250 --> 00:09:05.260 align:start position:0% cleaning company or they just say this 00:09:05.260 --> 00:09:07.380 align:start position:0% cleaning company or they just say this is<00:09:05.410> not<00:09:05.440> what<00:09:05.620> you<00:09:06.250> know<00:09:06.340> we<00:09:06.490> wanted<00:09:07.030> this<00:09:07.210> is<00:09:07.300> - 00:09:07.380 --> 00:09:07.390 align:start position:0% is not what you know we wanted this is - 00:09:07.390 --> 00:09:09.330 align:start position:0% is not what you know we wanted this is - I'm<00:09:07.540> paying<00:09:07.780> too<00:09:07.930> much<00:09:07.960> for<00:09:08.140> what<00:09:09.040> you<00:09:09.190> guys 00:09:09.330 --> 00:09:09.340 align:start position:0% I'm paying too much for what you guys 00:09:09.340 --> 00:09:12.060 align:start position:0% I'm paying too much for what you guys are<00:09:09.400> producing<00:09:10.270> you<00:09:10.720> know<00:09:11.050> to<00:09:11.110> be<00:09:11.290> honest<00:09:11.560> I 00:09:12.060 --> 00:09:12.070 align:start position:0% are producing you know to be honest I 00:09:12.070 --> 00:09:15.060 align:start position:0% are producing you know to be honest I guess<00:09:12.550> I<00:09:13.410> don't<00:09:14.410> wanna<00:09:14.530> say<00:09:14.650> if<00:09:14.710> that's<00:09:14.890> never 00:09:15.060 --> 00:09:15.070 align:start position:0% guess I don't wanna say if that's never 00:09:15.070 --> 00:09:16.890 align:start position:0% guess I don't wanna say if that's never happens<00:09:15.430> to<00:09:15.490> us<00:09:15.640> but<00:09:15.700> you<00:09:16.390> know<00:09:16.450> we<00:09:16.570> usually<00:09:16.690> do 00:09:16.890 --> 00:09:16.900 align:start position:0% happens to us but you know we usually do 00:09:16.900 --> 00:09:19.020 align:start position:0% happens to us but you know we usually do have<00:09:17.020> a<00:09:17.080> contract<00:09:17.620> we're<00:09:18.610> also<00:09:18.820> usually 00:09:19.020 --> 00:09:19.030 align:start position:0% have a contract we're also usually 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know and so with that said is you know<00:09:27.970> the<00:09:28.089> understanding<00:09:28.660> you<00:09:28.780> know<00:09:28.870> we<00:09:28.990> have 00:09:29.260 --> 00:09:29.270 align:start position:0% know the understanding you know we have 00:09:29.270 --> 00:09:32.980 align:start position:0% know the understanding you know we have the<00:09:29.660> startup<00:09:30.500> process<00:09:31.510> and<00:09:32.510> then<00:09:32.690> you<00:09:32.900> know 00:09:32.980 --> 00:09:32.990 align:start position:0% the startup process and then you know 00:09:32.990 --> 00:09:35.890 align:start position:0% the startup process and then you know even<00:09:33.170> at<00:09:33.260> that<00:09:33.380> if<00:09:33.560> you<00:09:33.830> know<00:09:33.950> I<00:09:34.840> don't<00:09:35.840> know 00:09:35.890 --> 00:09:35.900 align:start position:0% even at that if you know I don't know 00:09:35.900 --> 00:09:36.970 align:start position:0% even at that if you know I don't know what<00:09:36.020> there's<00:09:36.230> really<00:09:36.410> a<00:09:36.530> perfect<00:09:36.890> way<00:09:36.950> to 00:09:36.970 --> 00:09:36.980 align:start position:0% what there's really a perfect way to 00:09:36.980 --> 00:09:38.290 align:start position:0% what there's really a perfect way to mitigate<00:09:37.220> that<00:09:37.430> but<00:09:37.730> you<00:09:37.850> know<00:09:37.910> just<00:09:38.120> really 00:09:38.290 --> 00:09:38.300 align:start position:0% mitigate that but you know just really 00:09:38.300 --> 00:09:40.660 align:start position:0% mitigate that but you know just really having<00:09:38.570> good<00:09:38.720> tight<00:09:39.080> processes<00:09:39.770> around<00:09:40.070> you 00:09:40.660 --> 00:09:40.670 align:start position:0% having good tight processes around you 00:09:40.670 --> 00:09:42.550 align:start position:0% having good tight processes around you know<00:09:40.790> what<00:09:41.060> that<00:09:41.450> comment<00:09:41.990> stop<00:09:42.170> is<00:09:42.350> going<00:09:42.470> to 00:09:42.550 --> 00:09:42.560 align:start position:0% know what that comment stop is going to 00:09:42.560 --> 00:09:43.930 align:start position:0% know what that comment stop is going to look<00:09:42.680> like<00:09:42.710> and<00:09:43.040> sandals<00:09:43.790> are<00:09:43.910> the 00:09:43.930 --> 00:09:43.940 align:start position:0% look like and sandals are the 00:09:43.940 --> 00:09:45.370 align:start position:0% look like and sandals are the expectations<00:09:44.630> of<00:09:44.660> decline<00:09:45.020> is<00:09:45.170> really 00:09:45.370 --> 00:09:45.380 align:start position:0% expectations of decline is really 00:09:45.380 --> 00:09:47.350 align:start position:0% expectations of decline is really important<00:09:45.770> so<00:09:45.950> the<00:09:46.670> realities<00:09:47.030> they<00:09:47.120> have<00:09:47.240> to 00:09:47.350 --> 00:09:47.360 align:start position:0% important so the realities they have to 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items<00:09:59.480> a<00:09:59.600> monthly<00:09:59.900> items<00:10:00.230> if<00:10:00.650> you<00:10:00.800> try<00:10:00.980> and 00:10:01.060 --> 00:10:01.070 align:start position:0% the items a monthly items if you try and 00:10:01.070 --> 00:10:02.020 align:start position:0% the items a monthly items if you try and do<00:10:01.160> everything<00:10:01.340> in<00:10:01.460> the<00:10:01.550> first<00:10:01.670> two<00:10:01.850> three 00:10:02.020 --> 00:10:02.030 align:start position:0% do everything in the first two three 00:10:02.030 --> 00:10:03.400 align:start position:0% do everything in the first two three days<00:10:02.180> right<00:10:02.420> that's<00:10:02.570> the<00:10:03.110> one<00:10:03.230> you're<00:10:03.350> gonna 00:10:03.400 --> 00:10:03.410 align:start position:0% days right that's the one you're gonna 00:10:03.410 --> 00:10:04.530 align:start position:0% days right that's the one you're gonna scare<00:10:03.710> the<00:10:03.830> employees<00:10:04.190> and<00:10:04.310> they're<00:10:04.400> gonna 00:10:04.530 --> 00:10:04.540 align:start position:0% scare the employees and they're gonna 00:10:04.540 --> 00:10:07.720 align:start position:0% scare the employees and they're gonna quit<00:10:05.540> so<00:10:06.500> you<00:10:06.710> have<00:10:06.830> to<00:10:06.980> know<00:10:07.310> that<00:10:07.460> this<00:10:07.610> is 00:10:07.720 --> 00:10:07.730 align:start position:0% quit so you have to know that this is 00:10:07.730 --> 00:10:09.670 align:start position:0% quit so you have to know that this is gonna<00:10:07.820> take<00:10:08.210> 21<00:10:08.900> days<00:10:09.170> and<00:10:09.290> to<00:10:09.410> be<00:10:09.500> honest 00:10:09.670 --> 00:10:09.680 align:start position:0% gonna take 21 days and to be honest 00:10:09.680 --> 00:10:11.350 align:start position:0% gonna take 21 days and to be honest there's<00:10:09.830> some<00:10:09.950> accounts<00:10:10.340> that<00:10:10.460> are<00:10:10.970> in<00:10:11.120> such 00:10:11.350 --> 00:10:11.360 align:start position:0% there's some accounts that are in such 00:10:11.360 --> 00:10:12.700 align:start position:0% there's some accounts that are in such bad<00:10:11.570> shape<00:10:11.630> I<00:10:11.960> taught<00:10:12.140> them<00:10:12.260> up<00:10:12.350> front<00:10:12.560> like 00:10:12.700 --> 00:10:12.710 align:start position:0% bad shape I taught them up front like 00:10:12.710 --> 00:10:13.810 align:start position:0% bad shape I taught them up front like this<00:10:12.890> is<00:10:13.010> gonna<00:10:13.100> take<00:10:13.310> two<00:10:13.430> or<00:10:13.490> three<00:10:13.610> months 00:10:13.810 --> 00:10:13.820 align:start position:0% this is gonna take two or three months 00:10:13.820 --> 00:10:15.760 align:start position:0% this is gonna take two or three months to<00:10:13.940> you<00:10:14.210> know<00:10:14.270> get<00:10:14.420> this<00:10:14.510> back<00:10:14.720> up<00:10:14.870> to<00:10:14.900> speed<00:10:15.020> so 00:10:15.760 --> 00:10:15.770 align:start position:0% to you know get this back up to speed so 00:10:15.770 --> 00:10:18.070 align:start position:0% to you know get this back up to speed so they<00:10:15.950> know<00:10:16.100> that<00:10:16.480> one<00:10:17.480> thing<00:10:17.630> I<00:10:17.720> think<00:10:17.780> that's 00:10:18.070 --> 00:10:18.080 align:start position:0% they know that one thing I think that's 00:10:18.080 --> 00:10:22.000 align:start position:0% they know that one thing I think that's beneficial<00:10:19.180> is<00:10:20.440> if<00:10:21.440> you<00:10:21.680> know<00:10:21.800> you're<00:10:21.830> gonna 00:10:22.000 --> 00:10:22.010 align:start position:0% beneficial is if you know you're gonna 00:10:22.010 --> 00:10:25.330 align:start position:0% beneficial is if you know you're gonna get<00:10:22.160> in<00:10:22.280> an<00:10:22.340> account<00:10:22.610> in<00:10:22.730> your<00:10:22.880> 30<00:10:23.150> days<00:10:23.420> out<00:10:24.340> if 00:10:25.330 --> 00:10:25.340 align:start position:0% get in an account in your 30 days out if 00:10:25.340 --> 00:10:28.060 align:start position:0% get in an account in your 30 days out if you<00:10:25.820> are<00:10:26.510> looking<00:10:27.200> or<00:10:27.350> recruiting<00:10:27.770> for<00:10:27.950> these 00:10:28.060 --> 00:10:28.070 align:start position:0% you are looking or recruiting for these 00:10:28.070 --> 00:10:30.370 align:start position:0% you are looking or recruiting for these people<00:10:28.430> if<00:10:28.700> you<00:10:29.060> have<00:10:29.270> a<00:10:29.300> pilot<00:10:29.810> account<00:10:30.110> or<00:10:30.320> a 00:10:30.370 --> 00:10:30.380 align:start position:0% people if you have a pilot account or a 00:10:30.380 --> 00:10:33.160 align:start position:0% people if you have a pilot account or a test<00:10:30.650> account<00:10:30.800> that<00:10:31.610> you<00:10:31.790> can<00:10:31.970> assign<00:10:32.390> your 00:10:33.160 --> 00:10:33.170 align:start position:0% test account that you can assign your 00:10:33.170 --> 00:10:37.540 align:start position:0% test account that you can assign your best<00:10:33.880> lead<00:10:34.880> to<00:10:35.420> right<00:10:36.020> or<00:10:36.500> training<00:10:37.130> manager 00:10:37.540 --> 00:10:37.550 align:start position:0% best lead to right or training manager 00:10:37.550 --> 00:10:40.300 align:start position:0% best lead to right or training manager and<00:10:37.760> the<00:10:38.660> training<00:10:39.140> is<00:10:39.440> built<00:10:39.740> within<00:10:39.980> your 00:10:40.300 --> 00:10:40.310 align:start position:0% and the training is built within your 00:10:40.310 --> 00:10:43.570 align:start position:0% and the training is built within your customers<00:10:40.820> building<00:10:41.240> so<00:10:42.200> I<00:10:42.470> mean<00:10:42.620> you've<00:10:43.400> got 00:10:43.570 --> 00:10:43.580 align:start position:0% customers building so I mean you've got 00:10:43.580 --> 00:10:52.590 align:start position:0% customers building so I mean you've got a<00:10:43.610> really<00:10:43.790> nice<00:10:44.000> office<00:10:44.480> I<00:10:44.600> got<00:10:44.840> maroon<00:10:45.140> walls 00:10:52.590 --> 00:10:52.600 align:start position:0% 00:10:52.600 --> 00:10:55.090 align:start position:0% there's<00:10:53.600> always<00:10:53.840> a<00:10:53.990> there's<00:10:54.230> always<00:10:54.500> one<00:10:54.950> or 00:10:55.090 --> 00:10:55.100 align:start position:0% there's always a there's always one or 00:10:55.100 --> 00:10:57.550 align:start position:0% there's always a there's always one or two<00:10:55.130> accounts<00:10:55.820> or<00:10:56.030> a<00:10:56.090> handful<00:10:56.690> of<00:10:56.960> accounts 00:10:57.550 --> 00:10:57.560 align:start position:0% two accounts or a handful of accounts 00:10:57.560 --> 00:10:59.200 align:start position:0% two accounts or a handful of accounts that<00:10:57.620> we<00:10:57.950> all<00:10:58.130> have<00:10:58.430> that<00:10:58.460> are<00:10:58.820> like<00:10:59.000> their 00:10:59.200 --> 00:10:59.210 align:start position:0% that we all have that are like their 00:10:59.210 --> 00:11:03.630 align:start position:0% that we all have that are like their solemn<00:10:59.750> and<00:10:59.990> right<00:11:00.230> so<00:11:01.510> if<00:11:02.510> you<00:11:02.870> could<00:11:03.050> take 00:11:03.630 --> 00:11:03.640 align:start position:0% solemn and right so if you could take 00:11:03.640 --> 00:11:06.730 align:start position:0% solemn and right so if you could take your<00:11:04.640> your<00:11:05.420> new<00:11:05.630> recruit<00:11:06.050> or<00:11:06.260> your<00:11:06.560> new 00:11:06.730 --> 00:11:06.740 align:start position:0% your your new recruit or your new 00:11:06.740 --> 00:11:08.710 align:start position:0% your your new recruit or your new cleaning<00:11:07.040> technician<00:11:07.490> and<00:11:07.880> put<00:11:08.450> them<00:11:08.600> with 00:11:08.710 --> 00:11:08.720 align:start position:0% cleaning technician and put them with 00:11:08.720 --> 00:11:11.770 align:start position:0% cleaning technician and put them with the<00:11:08.870> bus<00:11:09.050> people<00:11:09.380> who<00:11:09.590> serve<00:11:10.580> in<00:11:10.850> that<00:11:10.880> account 00:11:11.770 --> 00:11:11.780 align:start position:0% the bus people who serve in that account 00:11:11.780 --> 00:11:14.530 align:start position:0% the bus people who serve in that account as<00:11:12.020> your<00:11:12.800> training<00:11:13.790> manager<00:11:14.300> in<00:11:14.480> your 00:11:14.530 --> 00:11:14.540 align:start position:0% as your training manager in your 00:11:14.540 --> 00:11:17.920 align:start position:0% as your training manager in your training<00:11:15.080> account<00:11:16.120> that's<00:11:17.120> how<00:11:17.300> you<00:11:17.360> that's 00:11:17.920 --> 00:11:17.930 align:start position:0% training account that's how you that's 00:11:17.930 --> 00:11:19.090 align:start position:0% training account that's how you that's how<00:11:18.140> you<00:11:18.170> start<00:11:18.530> them<00:11:18.620> up<00:11:18.710> but<00:11:18.860> you're<00:11:19.010> gonna 00:11:19.090 --> 00:11:19.100 align:start position:0% how you start them up but you're gonna 00:11:19.100 --> 00:11:20.830 align:start position:0% how you start them up but you're gonna pay<00:11:19.340> them<00:11:19.400> for<00:11:19.580> 22<00:11:19.940> days<00:11:19.970> before<00:11:20.450> they<00:11:20.570> start 00:11:20.830 --> 00:11:20.840 align:start position:0% pay them for 22 days before they start 00:11:20.840 --> 00:11:22.030 align:start position:0% pay them for 22 days before they start to<00:11:20.930> do<00:11:21.020> account<00:11:21.320> that<00:11:21.560> that's<00:11:21.800> just<00:11:21.920> the 00:11:22.030 --> 00:11:22.040 align:start position:0% to do account that that's just the 00:11:22.040 --> 00:11:24.070 align:start position:0% to do account that that's just the cuspid<00:11:22.430> so<00:11:23.030> if<00:11:23.180> you<00:11:23.330> could<00:11:23.540> build<00:11:23.660> that<00:11:23.870> maybe 00:11:24.070 --> 00:11:24.080 align:start position:0% cuspid so if you could build that maybe 00:11:24.080 --> 00:11:27.930 align:start position:0% cuspid so if you could build that maybe into<00:11:24.530> the<00:11:24.560> cost<00:11:24.860> of<00:11:25.220> your<00:11:25.730> training<00:11:26.060> you<00:11:26.600> know 00:11:27.930 --> 00:11:27.940 align:start position:0% into the cost of your training you know 00:11:27.940 --> 00:11:30.310 align:start position:0% into the cost of your training you know might<00:11:28.940> be<00:11:28.970> worth<00:11:29.240> it<00:11:29.420> okay<00:11:29.660> you<00:11:30.110> know<00:11:30.200> I<00:11:30.230> think 00:11:30.310 --> 00:11:30.320 align:start position:0% might be worth it okay you know I think 00:11:30.320 --> 00:11:33.530 align:start position:0% might be worth it okay you know I think for<00:11:30.740> the<00:11:31.310> way<00:11:31.460> I<00:11:31.490> look<00:11:31.730> at<00:11:31.880> it<00:11:31.910> is<00:11:32.240> that 00:11:33.530 --> 00:11:33.540 align:start position:0% for the way I look at it is that 00:11:33.540 --> 00:11:35.389 align:start position:0% for the way I look at it is that I<00:11:33.630> think<00:11:33.990> you<00:11:34.050> guys<00:11:34.170> are<00:11:34.199> on<00:11:34.410> the<00:11:34.529> same<00:11:34.560> page 00:11:35.389 --> 00:11:35.399 align:start position:0% I think you guys are on the same page 00:11:35.399 --> 00:11:37.579 align:start position:0% I think you guys are on the same page here<00:11:35.670> is<00:11:35.759> that<00:11:35.910> this<00:11:36.570> industry<00:11:37.019> needs<00:11:37.440> a 00:11:37.579 --> 00:11:37.589 align:start position:0% here is that this industry needs a 00:11:37.589 --> 00:11:40.129 align:start position:0% here is that this industry needs a change<00:11:38.550> and<00:11:39.089> what<00:11:39.240> I<00:11:39.269> mean<00:11:39.509> by<00:11:39.660> that<00:11:39.690> is 00:11:40.129 --> 00:11:40.139 align:start position:0% change and what I mean by that is 00:11:40.139 --> 00:11:42.079 align:start position:0% change and what I mean by that is everybody's<00:11:40.980> cutthroat<00:11:41.430> and<00:11:41.699> that's<00:11:41.970> the 00:11:42.079 --> 00:11:42.089 align:start position:0% everybody's cutthroat and that's the 00:11:42.089 --> 00:11:43.910 align:start position:0% everybody's cutthroat and that's the problem<00:11:42.329> is<00:11:42.750> that<00:11:42.959> when<00:11:43.139> people<00:11:43.470> are<00:11:43.529> going<00:11:43.709> in 00:11:43.910 --> 00:11:43.920 align:start position:0% problem is that when people are going in 00:11:43.920 --> 00:11:46.790 align:start position:0% problem is that when people are going in there<00:11:44.070> just<00:11:44.279> based<00:11:44.550> on<00:11:44.670> numbers<00:11:45.709> clients<00:11:46.709> are 00:11:46.790 --> 00:11:46.800 align:start position:0% there just based on numbers clients are 00:11:46.800 --> 00:11:48.590 align:start position:0% there just based on numbers clients are automatically<00:11:47.459> educated<00:11:48.029> and<00:11:48.149> trained<00:11:48.420> to 00:11:48.590 --> 00:11:48.600 align:start position:0% automatically educated and trained to 00:11:48.600 --> 00:11:50.059 align:start position:0% automatically educated and trained to say<00:11:48.779> well<00:11:49.050> you<00:11:49.199> know<00:11:49.290> what<00:11:49.380> you<00:11:49.529> only<00:11:49.649> have<00:11:49.860> two 00:11:50.059 --> 00:11:50.069 align:start position:0% say well you know what you only have two 00:11:50.069 --> 00:11:51.350 align:start position:0% say well you know what you only have two weeks<00:11:50.279> you<00:11:50.399> only<00:11:50.519> have<00:11:50.670> a<00:11:50.699> week<00:11:50.880> in<00:11:51.060> their<00:11:51.209> mind 00:11:51.350 --> 00:11:51.360 align:start position:0% weeks you only have a week in their mind 00:11:51.360 --> 00:11:52.879 align:start position:0% weeks you only have a week in their mind they're<00:11:51.449> not<00:11:51.480> telling<00:11:51.779> you<00:11:51.930> this<00:11:52.050> but<00:11:52.620> in<00:11:52.740> my 00:11:52.879 --> 00:11:52.889 align:start position:0% they're not telling you this but in my 00:11:52.889 --> 00:11:54.199 align:start position:0% they're not telling you this but in my mind<00:11:53.160> they're<00:11:53.279> already<00:11:53.550> know<00:11:53.759> like<00:11:54.029> if<00:11:54.180> you 00:11:54.199 --> 00:11:54.209 align:start position:0% mind they're already know like if you 00:11:54.209 --> 00:11:55.790 align:start position:0% mind they're already know like if you ain't<00:11:54.480> got<00:11:54.630> it<00:11:54.810> then<00:11:54.990> you<00:11:55.110> ain't<00:11:55.259> got<00:11:55.440> it<00:11:55.620> but 00:11:55.790 --> 00:11:55.800 align:start position:0% ain't got it then you ain't got it but 00:11:55.800 --> 00:11:57.740 align:start position:0% ain't got it then you ain't got it but how<00:11:56.190> do<00:11:56.250> you<00:11:56.339> guys<00:11:56.519> train<00:11:56.880> your<00:11:57.329> salespeople 00:11:57.740 --> 00:11:57.750 align:start position:0% how do you guys train your salespeople 00:11:57.750 --> 00:12:00.079 align:start position:0% how do you guys train your salespeople how<00:11:58.319> do<00:11:58.380> you<00:11:58.529> get<00:11:58.709> people<00:11:58.860> ready<00:11:59.250> to<00:11:59.550> help<00:11:59.819> you 00:12:00.079 --> 00:12:00.089 align:start position:0% how do you get people ready to help you 00:12:00.089 --> 00:12:02.840 align:start position:0% how do you get people ready to help you scale<00:12:00.750> your<00:12:00.810> business<00:12:01.019> and<00:12:01.920> be<00:12:02.220> equal<00:12:02.519> for<00:12:02.759> you 00:12:02.840 --> 00:12:02.850 align:start position:0% scale your business and be equal for you 00:12:02.850 --> 00:12:05.030 align:start position:0% scale your business and be equal for you it's<00:12:03.389> a<00:12:03.480> craft<00:12:03.750> man<00:12:04.050> you<00:12:04.259> know<00:12:04.380> because<00:12:04.889> there 00:12:05.030 --> 00:12:05.040 align:start position:0% it's a craft man you know because there 00:12:05.040 --> 00:12:07.129 align:start position:0% it's a craft man you know because there isn't<00:12:05.279> really<00:12:05.550> a<00:12:05.699> set<00:12:06.000> pricing<00:12:06.480> out<00:12:06.839> there 00:12:07.129 --> 00:12:07.139 align:start position:0% isn't really a set pricing out there 00:12:07.139 --> 00:12:09.680 align:start position:0% isn't really a set pricing out there right<00:12:07.470> so<00:12:07.880> when<00:12:08.880> we<00:12:08.970> talk<00:12:09.209> to<00:12:09.389> a<00:12:09.449> lot<00:12:09.660> of 00:12:09.680 --> 00:12:09.690 align:start position:0% right so when we talk to a lot of 00:12:09.690 --> 00:12:11.569 align:start position:0% right so when we talk to a lot of clients<00:12:10.380> it's<00:12:10.740> like<00:12:10.920> well<00:12:11.069> you<00:12:11.160> need<00:12:11.279> to<00:12:11.339> be<00:12:11.430> at 00:12:11.569 --> 00:12:11.579 align:start position:0% clients it's like well you need to be at 00:12:11.579 --> 00:12:13.280 align:start position:0% clients it's like well you need to be at twenty<00:12:11.970> twenty-five<00:12:12.449> or<00:12:12.480> thirty<00:12:12.750> dollars<00:12:13.019> an 00:12:13.280 --> 00:12:13.290 align:start position:0% twenty twenty-five or thirty dollars an 00:12:13.290 --> 00:12:14.990 align:start position:0% twenty twenty-five or thirty dollars an hour<00:12:13.410> and<00:12:13.649> I<00:12:13.709> always<00:12:14.069> ask<00:12:14.370> well<00:12:14.610> how'd<00:12:14.730> you<00:12:14.880> get 00:12:14.990 --> 00:12:15.000 align:start position:0% hour and I always ask well how'd you get 00:12:15.000 --> 00:12:16.730 align:start position:0% hour and I always ask well how'd you get that<00:12:15.120> number<00:12:15.300> well<00:12:16.199> that's<00:12:16.350> kind<00:12:16.589> of<00:12:16.620> what 00:12:16.730 --> 00:12:16.740 align:start position:0% that number well that's kind of what 00:12:16.740 --> 00:12:18.800 align:start position:0% that number well that's kind of what we've<00:12:16.920> been<00:12:17.069> charged<00:12:17.430> to<00:12:17.550> before<00:12:17.940> right<00:12:18.360> so 00:12:18.800 --> 00:12:18.810 align:start position:0% we've been charged to before right so 00:12:18.810 --> 00:12:20.960 align:start position:0% we've been charged to before right so the<00:12:18.990> guy<00:12:19.079> right<00:12:19.620> the<00:12:19.740> other<00:12:19.860> guy<00:12:20.069> did<00:12:20.730> it<00:12:20.759> this 00:12:20.960 --> 00:12:20.970 align:start position:0% the guy right the other guy did it this 00:12:20.970 --> 00:12:22.939 align:start position:0% the guy right the other guy did it this way<00:12:21.209> so<00:12:21.720> I<00:12:21.750> need<00:12:22.019> you<00:12:22.199> to<00:12:22.319> stay<00:12:22.500> in<00:12:22.620> this<00:12:22.740> budget 00:12:22.939 --> 00:12:22.949 align:start position:0% way so I need you to stay in this budget 00:12:22.949 --> 00:12:24.980 align:start position:0% way so I need you to stay in this budget I<00:12:23.220> said<00:12:23.399> well<00:12:23.579> no<00:12:23.699> that's<00:12:23.940> that's<00:12:24.480> not<00:12:24.839> the 00:12:24.980 --> 00:12:24.990 align:start position:0% I said well no that's that's not the 00:12:24.990 --> 00:12:25.460 align:start position:0% I said well no that's that's not the point 00:12:25.460 --> 00:12:25.470 align:start position:0% point 00:12:25.470 --> 00:12:27.019 align:start position:0% point right<00:12:25.680> the<00:12:25.889> point<00:12:26.040> is<00:12:26.250> to<00:12:26.459> basically<00:12:26.639> see 00:12:27.019 --> 00:12:27.029 align:start position:0% right the point is to basically see 00:12:27.029 --> 00:12:29.120 align:start position:0% right the point is to basically see exactly<00:12:27.329> what<00:12:27.569> you're<00:12:27.720> looking<00:12:27.990> for<00:12:28.230> so<00:12:28.920> for 00:12:29.120 --> 00:12:29.130 align:start position:0% exactly what you're looking for so for 00:12:29.130 --> 00:12:30.590 align:start position:0% exactly what you're looking for so for us<00:12:29.220> it's<00:12:29.399> almost<00:12:29.639> like<00:12:29.819> an<00:12:29.910> algorithm<00:12:30.300> that 00:12:30.590 --> 00:12:30.600 align:start position:0% us it's almost like an algorithm that 00:12:30.600 --> 00:12:31.819 align:start position:0% us it's almost like an algorithm that you<00:12:30.750> can<00:12:30.959> create<00:12:31.230> within<00:12:31.440> your<00:12:31.649> business 00:12:31.819 --> 00:12:31.829 align:start position:0% you can create within your business 00:12:31.829 --> 00:12:33.470 align:start position:0% you can create within your business knowing<00:12:32.220> the<00:12:32.399> square<00:12:32.670> footage<00:12:33.089> knowing<00:12:33.329> the 00:12:33.470 --> 00:12:33.480 align:start position:0% knowing the square footage knowing the 00:12:33.480 --> 00:12:35.360 align:start position:0% knowing the square footage knowing the space<00:12:33.779> exactly<00:12:34.440> what<00:12:34.589> the<00:12:34.740> techniques<00:12:35.220> you're 00:12:35.360 --> 00:12:35.370 align:start position:0% space exactly what the techniques you're 00:12:35.370 --> 00:12:37.519 align:start position:0% space exactly what the techniques you're gonna<00:12:35.490> utilize<00:12:35.730> are<00:12:36.300> the<00:12:36.630> type<00:12:36.839> of<00:12:36.870> supplies 00:12:37.519 --> 00:12:37.529 align:start position:0% gonna utilize are the type of supplies 00:12:37.529 --> 00:12:39.710 align:start position:0% gonna utilize are the type of supplies equipment<00:12:37.920> and<00:12:38.310> so<00:12:38.430> forth<00:12:38.459> it's<00:12:39.149> almost<00:12:39.540> a 00:12:39.710 --> 00:12:39.720 align:start position:0% equipment and so forth it's almost a 00:12:39.720 --> 00:12:41.300 align:start position:0% equipment and so forth it's almost a point<00:12:39.930> where<00:12:40.110> it's<00:12:40.199> a<00:12:40.260> science<00:12:40.709> right 00:12:41.300 --> 00:12:41.310 align:start position:0% point where it's a science right 00:12:41.310 --> 00:12:42.860 align:start position:0% point where it's a science right you<00:12:41.550> have<00:12:41.760> your<00:12:41.910> own<00:12:41.940> science<00:12:42.420> you<00:12:42.540> have<00:12:42.720> your 00:12:42.860 --> 00:12:42.870 align:start position:0% you have your own science you have your 00:12:42.870 --> 00:12:44.210 align:start position:0% you have your own science you have your own<00:12:42.959> science<00:12:43.290> I<00:12:43.410> have<00:12:43.440> my<00:12:43.680> own<00:12:43.829> science<00:12:44.130> you 00:12:44.210 --> 00:12:44.220 align:start position:0% own science I have my own science you 00:12:44.220 --> 00:12:46.550 align:start position:0% own science I have my own science you have<00:12:44.370> your<00:12:44.490> own<00:12:44.579> science<00:12:45.170> but<00:12:46.170> what<00:12:46.319> dictates 00:12:46.550 --> 00:12:46.560 align:start position:0% have your own science but what dictates 00:12:46.560 --> 00:12:48.410 align:start position:0% have your own science but what dictates that<00:12:47.010> price<00:12:47.250> again<00:12:47.459> goes<00:12:47.850> back<00:12:47.880> to<00:12:48.089> how<00:12:48.360> are 00:12:48.410 --> 00:12:48.420 align:start position:0% that price again goes back to how are 00:12:48.420 --> 00:12:50.689 align:start position:0% that price again goes back to how are you<00:12:48.480> educating<00:12:49.110> that<00:12:49.199> money<00:12:49.470> right<00:12:50.040> exactly 00:12:50.689 --> 00:12:50.699 align:start position:0% you educating that money right exactly 00:12:50.699 --> 00:12:53.180 align:start position:0% you educating that money right exactly what<00:12:50.880> are<00:12:50.940> you<00:12:51.029> bringing<00:12:51.329> to<00:12:51.569> the<00:12:51.600> table<00:12:52.190> we 00:12:53.180 --> 00:12:53.190 align:start position:0% what are you bringing to the table we 00:12:53.190 --> 00:12:54.680 align:start position:0% what are you bringing to the table we all<00:12:53.339> sometimes<00:12:53.699> fall<00:12:54.029> into<00:12:54.269> the<00:12:54.360> trap<00:12:54.569> because 00:12:54.680 --> 00:12:54.690 align:start position:0% all sometimes fall into the trap because 00:12:54.690 --> 00:12:56.150 align:start position:0% all sometimes fall into the trap because you<00:12:54.870> want<00:12:55.019> to<00:12:55.050> get<00:12:55.170> that<00:12:55.319> big<00:12:55.500> account<00:12:55.889> and 00:12:56.150 --> 00:12:56.160 align:start position:0% you want to get that big account and 00:12:56.160 --> 00:12:57.439 align:start position:0% you want to get that big account and sometimes<00:12:56.730> you<00:12:56.850> want<00:12:57.029> to<00:12:57.089> get<00:12:57.209> a<00:12:57.240> little 00:12:57.439 --> 00:12:57.449 align:start position:0% sometimes you want to get a little 00:12:57.449 --> 00:12:59.180 align:start position:0% sometimes you want to get a little aggressive<00:12:57.510> with<00:12:57.810> the<00:12:57.959> pricing<00:12:58.380> last<00:12:59.010> thing 00:12:59.180 --> 00:12:59.190 align:start position:0% aggressive with the pricing last thing 00:12:59.190 --> 00:13:00.319 align:start position:0% aggressive with the pricing last thing we<00:12:59.310> want<00:12:59.519> to<00:12:59.579> do<00:12:59.670> is<00:12:59.730> put<00:12:59.910> pressure<00:13:00.089> on<00:13:00.209> our 00:13:00.319 --> 00:13:00.329 align:start position:0% we want to do is put pressure on our 00:13:00.329 --> 00:13:01.939 align:start position:0% we want to do is put pressure on our people<00:13:00.660> I<00:13:00.750> think<00:13:00.810> you<00:13:01.079> mentioned<00:13:01.290> before<00:13:01.860> is 00:13:01.939 --> 00:13:01.949 align:start position:0% people I think you mentioned before is 00:13:01.949 --> 00:13:04.639 align:start position:0% people I think you mentioned before is that<00:13:01.980> me<00:13:02.730> is<00:13:03.180> that<00:13:03.480> you<00:13:03.779> don't<00:13:03.959> want<00:13:04.230> to<00:13:04.350> go<00:13:04.470> in 00:13:04.639 --> 00:13:04.649 align:start position:0% that me is that you don't want to go in 00:13:04.649 --> 00:13:06.350 align:start position:0% that me is that you don't want to go in there<00:13:04.800> and<00:13:04.860> say<00:13:05.040> oh<00:13:05.220> man<00:13:05.699> you<00:13:05.880> know<00:13:05.910> what<00:13:06.000> I<00:13:06.180> got 00:13:06.350 --> 00:13:06.360 align:start position:0% there and say oh man you know what I got 00:13:06.360 --> 00:13:08.120 align:start position:0% there and say oh man you know what I got to<00:13:06.449> start<00:13:06.600> you<00:13:06.750> off<00:13:06.810> at<00:13:06.990> this<00:13:07.139> at<00:13:07.709> this<00:13:07.920> weight 00:13:08.120 --> 00:13:08.130 align:start position:0% to start you off at this at this weight 00:13:08.130 --> 00:13:10.189 align:start position:0% to start you off at this at this weight right<00:13:08.490> it's<00:13:09.000> all<00:13:09.089> about<00:13:09.269> fair<00:13:09.510> wage<00:13:09.750> out<00:13:09.990> there 00:13:10.189 --> 00:13:10.199 align:start position:0% right it's all about fair wage out there 00:13:10.199 --> 00:13:13.430 align:start position:0% right it's all about fair wage out there look<00:13:10.769> how<00:13:10.980> amazing<00:13:11.490> this<00:13:11.970> skilled<00:13:12.300> labor<00:13:12.569> the 00:13:13.430 --> 00:13:13.440 align:start position:0% look how amazing this skilled labor the 00:13:13.440 --> 00:13:15.170 align:start position:0% look how amazing this skilled labor the way<00:13:13.560> we<00:13:13.740> look<00:13:13.920> at<00:13:14.069> it<00:13:14.100> as<00:13:14.670> long<00:13:14.970> as<00:13:15.089> you're 00:13:15.170 --> 00:13:15.180 align:start position:0% way we look at it as long as you're 00:13:15.180 --> 00:13:16.220 align:start position:0% way we look at it as long as you're training<00:13:15.420> them<00:13:15.569> right<00:13:15.779> and<00:13:16.019> really 00:13:16.220 --> 00:13:16.230 align:start position:0% training them right and really 00:13:16.230 --> 00:13:18.350 align:start position:0% training them right and really portraying<00:13:16.800> them<00:13:16.980> as<00:13:17.160> a<00:13:17.189> technician<00:13:17.639> almost 00:13:18.350 --> 00:13:18.360 align:start position:0% portraying them as a technician almost 00:13:18.360 --> 00:13:20.179 align:start position:0% portraying them as a technician almost like<00:13:18.510> a<00:13:18.540> partner<00:13:19.019> consultant<00:13:19.709> out<00:13:19.829> there<00:13:20.010> cuz 00:13:20.179 --> 00:13:20.189 align:start position:0% like a partner consultant out there cuz 00:13:20.189 --> 00:13:24.170 align:start position:0% like a partner consultant out there cuz you're<00:13:20.339> not<00:13:20.459> just<00:13:22.100> so<00:13:23.100> you<00:13:23.519> know<00:13:23.550> at<00:13:23.850> the<00:13:24.029> end 00:13:24.170 --> 00:13:24.180 align:start position:0% you're not just so you know at the end 00:13:24.180 --> 00:13:26.269 align:start position:0% you're not just so you know at the end of<00:13:24.269> the<00:13:24.329> day<00:13:24.480> that's<00:13:24.689> exactly<00:13:25.170> kind<00:13:25.380> of<00:13:25.500> how<00:13:26.220> we 00:13:26.269 --> 00:13:26.279 align:start position:0% of the day that's exactly kind of how we 00:13:26.279 --> 00:13:28.579 align:start position:0% of the day that's exactly kind of how we do<00:13:26.579> things<00:13:26.790> now<00:13:27.060> is<00:13:27.569> you<00:13:27.870> have<00:13:27.899> to<00:13:28.170> explain<00:13:28.529> to 00:13:28.579 --> 00:13:28.589 align:start position:0% do things now is you have to explain to 00:13:28.589 --> 00:13:30.300 align:start position:0% do things now is you have to explain to them<00:13:28.800> first<00:13:29.040> and<00:13:29.399> show<00:13:30.000> that 00:13:30.300 --> 00:13:30.310 align:start position:0% them first and show that 00:13:30.310 --> 00:13:32.430 align:start position:0% them first and show that because<00:13:30.730> otherwise<00:13:30.910> if<00:13:31.120> you<00:13:31.180> don't<00:13:31.360> then<00:13:31.660> you 00:13:32.430 --> 00:13:32.440 align:start position:0% because otherwise if you don't then you 00:13:32.440 --> 00:13:34.560 align:start position:0% because otherwise if you don't then you really<00:13:32.800> are<00:13:32.830> cleaner<00:13:33.220> there<00:13:33.730> you<00:13:33.820> go<00:13:33.910> with<00:13:34.060> $20 00:13:34.560 --> 00:13:34.570 align:start position:0% really are cleaner there you go with $20 00:13:34.570 --> 00:13:39.360 align:start position:0% really are cleaner there you go with $20 an<00:13:34.660> hour<00:13:34.779> that<00:13:35.020> mark<00:13:35.680> there<00:13:35.860> so<00:13:38.190> you<00:13:39.190> look 00:13:39.360 --> 00:13:39.370 align:start position:0% an hour that mark there so you look 00:13:39.370 --> 00:13:49.260 align:start position:0% an hour that mark there so you look serious<00:13:42.330> okay<00:13:46.589> first<00:13:47.589> of<00:13:47.740> all<00:13:47.970> you<00:13:48.970> got<00:13:49.150> to 00:13:49.260 --> 00:13:49.270 align:start position:0% serious okay first of all you got to 00:13:49.270 --> 00:13:51.870 align:start position:0% serious okay first of all you got to know<00:13:49.300> your<00:13:49.510> verticals<00:13:50.520> what<00:13:51.520> you're<00:13:51.700> cleaning 00:13:51.870 --> 00:13:51.880 align:start position:0% know your verticals what you're cleaning 00:13:51.880 --> 00:13:53.610 align:start position:0% know your verticals what you're cleaning in<00:13:52.089> commercial<00:13:52.600> what<00:13:53.080> you're<00:13:53.200> cleaning<00:13:53.410> in 00:13:53.610 --> 00:13:53.620 align:start position:0% in commercial what you're cleaning in 00:13:53.620 --> 00:13:56.610 align:start position:0% in commercial what you're cleaning in schools<00:13:54.210> medical<00:13:55.210> you're<00:13:56.170> gonna<00:13:56.290> train 00:13:56.610 --> 00:13:56.620 align:start position:0% schools medical you're gonna train 00:13:56.620 --> 00:14:00.540 align:start position:0% schools medical you're gonna train different<00:13:57.070> all<00:13:57.310> right<00:13:58.950> how<00:13:59.950> do<00:14:00.010> you<00:14:00.160> train 00:14:00.540 --> 00:14:00.550 align:start position:0% different all right how do you train 00:14:00.550 --> 00:14:07.260 align:start position:0% different all right how do you train them<00:14:03.390> go<00:14:04.390> clean<00:14:04.740> yeah<00:14:05.760> you<00:14:06.760> want<00:14:06.910> to<00:14:06.970> know<00:14:07.060> how 00:14:07.260 --> 00:14:07.270 align:start position:0% them go clean yeah you want to know how 00:14:07.270 --> 00:14:09.079 align:start position:0% them go clean yeah you want to know how long<00:14:07.300> it<00:14:07.600> takes<00:14:07.810> to<00:14:07.930> clean<00:14:08.200> a<00:14:08.320> bathroom<00:14:08.589> that's 00:14:09.079 --> 00:14:09.089 align:start position:0% long it takes to clean a bathroom that's 00:14:09.089 --> 00:14:11.820 align:start position:0% long it takes to clean a bathroom that's three<00:14:10.089> urinals<00:14:10.600> three<00:14:10.990> sinks<00:14:11.380> and<00:14:11.650> three 00:14:11.820 --> 00:14:11.830 align:start position:0% three urinals three sinks and three 00:14:11.830 --> 00:14:14.480 align:start position:0% three urinals three sinks and three stalls<00:14:12.100> go<00:14:12.850> cleaner<00:14:13.210> than<00:14:13.450> you'll<00:14:13.600> ever<00:14:13.720> ask 00:14:14.480 --> 00:14:14.490 align:start position:0% stalls go cleaner than you'll ever ask 00:14:14.490 --> 00:14:16.860 align:start position:0% stalls go cleaner than you'll ever ask and<00:14:15.490> you'll<00:14:15.640> bid<00:14:15.820> it<00:14:15.940> right<00:14:16.120> and<00:14:16.600> you'll 00:14:16.860 --> 00:14:16.870 align:start position:0% and you'll bid it right and you'll 00:14:16.870 --> 00:14:19.980 align:start position:0% and you'll bid it right and you'll better<00:14:17.140> right<00:14:17.350> because<00:14:17.740> you'll<00:14:18.010> know<00:14:18.720> if<00:14:19.720> you 00:14:19.980 --> 00:14:19.990 align:start position:0% better right because you'll know if you 00:14:19.990 --> 00:14:22.380 align:start position:0% better right because you'll know if you don't<00:14:20.200> you're<00:14:20.890> gonna<00:14:21.010> put<00:14:21.250> someone<00:14:21.580> else<00:14:21.760> in<00:14:22.029> a 00:14:22.380 --> 00:14:22.390 align:start position:0% don't you're gonna put someone else in a 00:14:22.390 --> 00:14:24.780 align:start position:0% don't you're gonna put someone else in a bad<00:14:22.570> spot<00:14:22.870> and<00:14:23.230> that's<00:14:24.220> the<00:14:24.400> difference 00:14:24.780 --> 00:14:24.790 align:start position:0% bad spot and that's the difference 00:14:24.790 --> 00:14:29.430 align:start position:0% bad spot and that's the difference between<00:14:25.890> trying<00:14:26.890> to<00:14:27.190> get<00:14:27.370> an<00:14:27.490> account<00:14:28.290> at<00:14:29.290> a 00:14:29.430 --> 00:14:29.440 align:start position:0% between trying to get an account at a 00:14:29.440 --> 00:14:31.950 align:start position:0% between trying to get an account at a low<00:14:29.620> price<00:14:29.920> and<00:14:30.370> knowing<00:14:31.240> what<00:14:31.420> it<00:14:31.450> actually 00:14:31.950 --> 00:14:31.960 align:start position:0% low price and knowing what it actually 00:14:31.960 --> 00:14:39.329 align:start position:0% low price and knowing what it actually takes<00:14:36.510> I<00:14:37.510> mean<00:14:37.900> honestly<00:14:38.200> it<00:14:38.380> really<00:14:38.410> is<00:14:38.740> it's 00:14:39.329 --> 00:14:39.339 align:start position:0% takes I mean honestly it really is it's 00:14:39.339 --> 00:14:41.070 align:start position:0% takes I mean honestly it really is it's complicated<00:14:39.940> but<00:14:40.000> it<00:14:40.120> really<00:14:40.270> is<00:14:40.540> that<00:14:40.780> simple 00:14:41.070 --> 00:14:41.080 align:start position:0% complicated but it really is that simple 00:14:41.080 --> 00:14:44.010 align:start position:0% complicated but it really is that simple right<00:14:41.440> there's<00:14:41.710> their<00:14:42.550> set<00:14:42.910> standards<00:14:43.570> you 00:14:44.010 --> 00:14:44.020 align:start position:0% right there's their set standards you 00:14:44.020 --> 00:14:45.480 align:start position:0% right there's their set standards you know<00:14:44.110> theirs<00:14:44.290> is<00:14:44.440> the<00:14:44.680> state<00:14:44.890> senators<00:14:45.310> this 00:14:45.480 --> 00:14:45.490 align:start position:0% know theirs is the state senators this 00:14:45.490 --> 00:14:49.290 align:start position:0% know theirs is the state senators this BSC<00:14:46.000> I<00:14:46.030> there's<00:14:46.570> a<00:14:46.810> PI<00:14:47.220> you<00:14:48.220> know<00:14:48.339> but<00:14:49.150> then 00:14:49.290 --> 00:14:49.300 align:start position:0% BSC I there's a PI you know but then 00:14:49.300 --> 00:14:52.500 align:start position:0% BSC I there's a PI you know but then there's<00:14:49.480> the<00:14:49.570> reality<00:14:50.080> right<00:14:50.380> and<00:14:51.070> so<00:14:51.970> not 00:14:52.500 --> 00:14:52.510 align:start position:0% there's the reality right and so not 00:14:52.510 --> 00:14:54.150 align:start position:0% there's the reality right and so not only<00:14:52.570> that<00:14:52.839> but<00:14:52.960> then<00:14:53.110> your<00:14:53.320> training<00:14:53.589> has<00:14:53.950> to 00:14:54.150 --> 00:14:54.160 align:start position:0% only that but then your training has to 00:14:54.160 --> 00:14:56.040 align:start position:0% only that but then your training has to correlate<00:14:54.730> with<00:14:54.760> what<00:14:55.000> your<00:14:55.360> production 00:14:56.040 --> 00:14:56.050 align:start position:0% correlate with what your production 00:14:56.050 --> 00:14:57.329 align:start position:0% correlate with what your production rates<00:14:56.230> are<00:14:56.410> and<00:14:56.560> that's<00:14:56.680> part<00:14:56.950> of<00:14:56.980> reason<00:14:57.220> why 00:14:57.329 --> 00:14:57.339 align:start position:0% rates are and that's part of reason why 00:14:57.339 --> 00:14:58.770 align:start position:0% rates are and that's part of reason why I<00:14:57.370> you<00:14:57.730> know<00:14:57.790> one<00:14:57.970> backs<00:14:58.240> to<00:14:58.420> the<00:14:58.510> earlier 00:14:58.770 --> 00:14:58.780 align:start position:0% I you know one backs to the earlier 00:14:58.780 --> 00:15:00.390 align:start position:0% I you know one backs to the earlier question<00:14:58.930> of<00:14:59.200> why<00:14:59.320> we<00:14:59.350> have<00:14:59.740> video<00:15:00.010> training 00:15:00.390 --> 00:15:00.400 align:start position:0% question of why we have video training 00:15:00.400 --> 00:15:02.250 align:start position:0% question of why we have video training right<00:15:00.640> it's<00:15:01.360> not<00:15:01.510> because<00:15:01.870> the<00:15:02.050> video 00:15:02.250 --> 00:15:02.260 align:start position:0% right it's not because the video 00:15:02.260 --> 00:15:03.990 align:start position:0% right it's not because the video training<00:15:02.470> is<00:15:03.250> the<00:15:03.370> Holy<00:15:03.580> Grail 00:15:03.990 --> 00:15:04.000 align:start position:0% training is the Holy Grail 00:15:04.000 --> 00:15:06.329 align:start position:0% training is the Holy Grail but<00:15:04.780> it's<00:15:04.930> because<00:15:05.290> in<00:15:05.500> that<00:15:05.650> video<00:15:05.830> training 00:15:06.329 --> 00:15:06.339 align:start position:0% but it's because in that video training 00:15:06.339 --> 00:15:08.160 align:start position:0% but it's because in that video training we<00:15:06.490> have<00:15:06.700> everything<00:15:07.570> relatively 00:15:08.160 --> 00:15:08.170 align:start position:0% we have everything relatively 00:15:08.170 --> 00:15:11.280 align:start position:0% we have everything relatively standardized<00:15:08.800> right<00:15:09.190> so<00:15:09.839> approximately<00:15:10.839> how 00:15:11.280 --> 00:15:11.290 align:start position:0% standardized right so approximately how 00:15:11.290 --> 00:15:13.440 align:start position:0% standardized right so approximately how much<00:15:11.500> time<00:15:11.890> it<00:15:12.010> should<00:15:12.130> take<00:15:12.280> for<00:15:12.430> this<00:15:12.580> how 00:15:13.440 --> 00:15:13.450 align:start position:0% much time it should take for this how 00:15:13.450 --> 00:15:15.270 align:start position:0% much time it should take for this how much<00:15:13.480> time<00:15:13.720> we<00:15:13.780> should<00:15:13.930> take<00:15:14.080> for<00:15:14.230> that<00:15:14.320> these 00:15:15.270 --> 00:15:15.280 align:start position:0% much time we should take for that these 00:15:15.280 --> 00:15:17.280 align:start position:0% much time we should take for that these exact<00:15:16.180> items<00:15:16.540> that<00:15:16.630> you're<00:15:16.750> supposed<00:15:17.020> to<00:15:17.080> do 00:15:17.280 --> 00:15:17.290 align:start position:0% exact items that you're supposed to do 00:15:17.290 --> 00:15:18.270 align:start position:0% exact items that you're supposed to do in<00:15:17.410> every<00:15:17.620> area 00:15:18.270 --> 00:15:18.280 align:start position:0% in every area 00:15:18.280 --> 00:15:20.340 align:start position:0% in every area what's<00:15:18.760> tradition<00:15:19.300> the<00:15:19.450> scope<00:15:19.690> was<00:15:19.900> servicing 00:15:20.340 --> 00:15:20.350 align:start position:0% what's tradition the scope was servicing 00:15:20.350 --> 00:15:22.079 align:start position:0% what's tradition the scope was servicing down<00:15:20.530> the<00:15:20.709> scope<00:15:20.950> so<00:15:21.550> that's<00:15:21.730> kind<00:15:21.940> of<00:15:21.970> what 00:15:22.079 --> 00:15:22.089 align:start position:0% down the scope so that's kind of what 00:15:22.089 --> 00:15:24.210 align:start position:0% down the scope so that's kind of what that<00:15:22.120> cover<00:15:22.420> so<00:15:22.660> that<00:15:22.810> at<00:15:22.990> least<00:15:23.140> my<00:15:23.860> trip<00:15:24.190> my 00:15:24.210 --> 00:15:24.220 align:start position:0% that cover so that at least my trip my 00:15:24.220 --> 00:15:27.060 align:start position:0% that cover so that at least my trip my head<00:15:24.520> trainer<00:15:24.959> supervisors<00:15:25.959> and<00:15:26.200> filters<00:15:26.650> all 00:15:27.060 --> 00:15:27.070 align:start position:0% head trainer supervisors and filters all 00:15:27.070 --> 00:15:29.420 align:start position:0% head trainer supervisors and filters all the<00:15:27.190> way<00:15:27.250> down<00:15:27.430> to<00:15:27.610> our<00:15:27.700> technicians<00:15:28.240> are 00:15:29.420 --> 00:15:29.430 align:start position:0% the way down to our technicians are 00:15:29.430 --> 00:15:31.440 align:start position:0% the way down to our technicians are doing<00:15:30.430> the<00:15:30.520> same<00:15:30.670> thing<00:15:30.940> right<00:15:31.089> so<00:15:31.270> we're<00:15:31.390> all 00:15:31.440 --> 00:15:31.450 align:start position:0% doing the same thing right so we're all 00:15:31.450 --> 00:15:32.550 align:start position:0% doing the same thing right so we're all seeing<00:15:31.750> the<00:15:31.839> same<00:15:31.900> thing 00:15:32.550 --> 00:15:32.560 align:start position:0% seeing the same thing 00:15:32.560 --> 00:15:34.829 align:start position:0% seeing the same thing right<00:15:32.680> so<00:15:32.889> that<00:15:32.920> you<00:15:33.790> know<00:15:33.910> if<00:15:34.209> we're<00:15:34.509> bidding 00:15:34.829 --> 00:15:34.839 align:start position:0% right so that you know if we're bidding 00:15:34.839 --> 00:15:36.660 align:start position:0% right so that you know if we're bidding one<00:15:35.019> way<00:15:35.199> it's<00:15:35.529> being<00:15:35.709> performed<00:15:35.920> right 00:15:36.660 --> 00:15:36.670 align:start position:0% one way it's being performed right 00:15:36.670 --> 00:15:38.460 align:start position:0% one way it's being performed right because<00:15:36.939> if<00:15:37.060> we're<00:15:37.180> bidding<00:15:37.360> you<00:15:38.199> know<00:15:38.290> with 00:15:38.460 --> 00:15:38.470 align:start position:0% because if we're bidding you know with 00:15:38.470 --> 00:15:39.869 align:start position:0% because if we're bidding you know with certain<00:15:38.800> level<00:15:38.949> expectations<00:15:39.189> and<00:15:39.759> then 00:15:39.869 --> 00:15:39.879 align:start position:0% certain level expectations and then 00:15:39.879 --> 00:15:42.329 align:start position:0% certain level expectations and then we're<00:15:40.360> cleaning<00:15:41.290> differently<00:15:41.860> it's<00:15:42.189> just 00:15:42.329 --> 00:15:42.339 align:start position:0% we're cleaning differently it's just 00:15:42.339 --> 00:15:43.889 align:start position:0% we're cleaning differently it's just it's<00:15:42.490> never<00:15:42.850> going<00:15:43.120> to<00:15:43.269> match<00:15:43.420> up<00:15:43.600> right<00:15:43.720> so 00:15:43.889 --> 00:15:43.899 align:start position:0% it's never going to match up right so 00:15:43.899 --> 00:15:47.189 align:start position:0% it's never going to match up right so for<00:15:44.079> us<00:15:44.139> is<00:15:44.290> really<00:15:44.529> sanitization<00:15:45.249> okay<00:15:45.759> so<00:15:46.300> so 00:15:47.189 --> 00:15:47.199 align:start position:0% for us is really sanitization okay so so 00:15:47.199 --> 00:15:49.499 align:start position:0% for us is really sanitization okay so so piggyback<00:15:47.649> on<00:15:47.800> that<00:15:47.829> math<00:15:48.550> is<00:15:48.759> not<00:15:48.790> an<00:15:49.059> opinion 00:15:49.499 --> 00:15:49.509 align:start position:0% piggyback on that math is not an opinion 00:15:49.509 --> 00:15:52.110 align:start position:0% piggyback on that math is not an opinion it's<00:15:49.689> a<00:15:49.779> fact<00:15:49.809> right<00:15:50.259> yeah<00:15:50.499> so<00:15:51.100> if<00:15:51.730> we're 00:15:52.110 --> 00:15:52.120 align:start position:0% it's a fact right yeah so if we're 00:15:52.120 --> 00:15:53.970 align:start position:0% it's a fact right yeah so if we're building<00:15:52.660> it<00:15:52.809> I<00:15:52.899> mean<00:15:53.050> I<00:15:53.110> know<00:15:53.259> that<00:15:53.410> we<00:15:53.589> build 00:15:53.970 --> 00:15:53.980 align:start position:0% building it I mean I know that we build 00:15:53.980 --> 00:15:59.040 align:start position:0% building it I mean I know that we build models<00:15:55.079> to<00:15:56.079> bid<00:15:56.259> these<00:15:56.439> accounts<00:15:56.889> right<00:15:58.050> but 00:15:59.040 --> 00:15:59.050 align:start position:0% models to bid these accounts right but 00:15:59.050 --> 00:16:02.069 align:start position:0% models to bid these accounts right but then<00:15:59.290> you<00:15:59.379> get<00:15:59.559> into<00:15:59.829> the<00:15:59.949> account<00:16:00.249> and<00:16:01.089> you 00:16:02.069 --> 00:16:02.079 align:start position:0% then you get into the account and you 00:16:02.079 --> 00:16:04.590 align:start position:0% then you get into the account and you have<00:16:02.339> the<00:16:03.339> guy<00:16:03.490> who<00:16:03.550> has<00:16:03.819> given<00:16:04.089> you<00:16:04.209> the<00:16:04.360> tour 00:16:04.590 --> 00:16:04.600 align:start position:0% have the guy who has given you the tour 00:16:04.600 --> 00:16:07.920 align:start position:0% have the guy who has given you the tour who<00:16:05.079> you<00:16:05.290> don't<00:16:05.439> know<00:16:05.589> is<00:16:06.540> twenty<00:16:07.540> days<00:16:07.689> out 00:16:07.920 --> 00:16:07.930 align:start position:0% who you don't know is twenty days out 00:16:07.930 --> 00:16:10.559 align:start position:0% who you don't know is twenty days out from<00:16:08.110> being<00:16:08.410> lab<00:16:08.980> goal<00:16:09.220> from<00:16:09.399> the<00:16:09.550> company<00:16:09.910> and 00:16:10.559 --> 00:16:10.569 align:start position:0% from being lab goal from the company and 00:16:10.569 --> 00:16:12.090 align:start position:0% from being lab goal from the company and he's<00:16:10.779> like<00:16:10.990> yeah<00:16:11.199> you<00:16:11.259> do<00:16:11.529> this<00:16:11.649> you<00:16:11.949> do<00:16:12.069> this 00:16:12.090 --> 00:16:12.100 align:start position:0% he's like yeah you do this you do this 00:16:12.100 --> 00:16:13.650 align:start position:0% he's like yeah you do this you do this you<00:16:12.459> do<00:16:12.550> that<00:16:12.730> and<00:16:12.939> then<00:16:13.059> all<00:16:13.240> of<00:16:13.269> a<00:16:13.329> sudden 00:16:13.650 --> 00:16:13.660 align:start position:0% you do that and then all of a sudden 00:16:13.660 --> 00:16:15.360 align:start position:0% you do that and then all of a sudden you're<00:16:13.839> ten<00:16:14.050> days<00:16:14.230> in<00:16:14.410> and<00:16:14.589> scope<00:16:14.860> creep<00:16:15.129> comes 00:16:15.360 --> 00:16:15.370 align:start position:0% you're ten days in and scope creep comes 00:16:15.370 --> 00:16:17.579 align:start position:0% you're ten days in and scope creep comes up<00:16:15.639> and<00:16:16.120> the<00:16:16.300> salesperson<00:16:16.689> looks<00:16:17.139> at<00:16:17.259> you<00:16:17.350> like 00:16:17.579 --> 00:16:17.589 align:start position:0% up and the salesperson looks at you like 00:16:17.589 --> 00:16:21.689 align:start position:0% up and the salesperson looks at you like I<00:16:17.999> don't<00:16:18.999> know<00:16:19.180> what<00:16:19.329> happened<00:16:19.749> in<00:16:20.399> we<00:16:21.399> just 00:16:21.689 --> 00:16:21.699 align:start position:0% I don't know what happened in we just 00:16:21.699 --> 00:16:24.059 align:start position:0% I don't know what happened in we just had<00:16:21.850> this<00:16:21.999> happen<00:16:22.329> to<00:16:22.449> us<00:16:22.569> and<00:16:22.809> it's<00:16:23.230> it's<00:16:23.920> a 00:16:24.059 --> 00:16:24.069 align:start position:0% had this happen to us and it's it's a 00:16:24.069 --> 00:16:26.069 align:start position:0% had this happen to us and it's it's a reality<00:16:24.370> scope<00:16:24.910> creep<00:16:25.240> in<00:16:25.389> our<00:16:25.509> industry<00:16:25.990> is 00:16:26.069 --> 00:16:26.079 align:start position:0% reality scope creep in our industry is 00:16:26.079 --> 00:16:27.569 align:start position:0% reality scope creep in our industry is like<00:16:26.199> oh<00:16:26.319> yeah<00:16:26.470> by<00:16:26.589> the<00:16:26.620> way<00:16:26.740> can<00:16:26.949> you<00:16:27.069> can<00:16:27.490> you 00:16:27.569 --> 00:16:27.579 align:start position:0% like oh yeah by the way can you can you 00:16:27.579 --> 00:16:29.280 align:start position:0% like oh yeah by the way can you can you put<00:16:27.699> the<00:16:27.819> dishes<00:16:28.059> away<00:16:28.269> in<00:16:28.540> the<00:16:28.629> dishwasher 00:16:29.280 --> 00:16:29.290 align:start position:0% put the dishes away in the dishwasher 00:16:29.290 --> 00:16:32.819 align:start position:0% put the dishes away in the dishwasher oh<00:16:29.319> I'm<00:16:30.069> live<00:16:30.430> here<00:16:30.699> this<00:16:31.629> way<00:16:32.019> or<00:16:32.499> it's<00:16:32.649> gonna 00:16:32.819 --> 00:16:32.829 align:start position:0% oh I'm live here this way or it's gonna 00:16:32.829 --> 00:16:35.400 align:start position:0% oh I'm live here this way or it's gonna take<00:16:33.129> me<00:16:33.339> 20<00:16:33.670> minutes<00:16:33.850> a<00:16:34.029> day<00:16:34.059> well<00:16:34.839> 20<00:16:35.110> minutes 00:16:35.400 --> 00:16:35.410 align:start position:0% take me 20 minutes a day well 20 minutes 00:16:35.410 --> 00:16:37.710 align:start position:0% take me 20 minutes a day well 20 minutes a<00:16:35.499> day<00:16:35.529> times<00:16:35.949> 260<00:16:36.699> days<00:16:36.819> a<00:16:36.879> year<00:16:37.149> times<00:16:37.540> you 00:16:37.710 --> 00:16:37.720 align:start position:0% a day times 260 days a year times you 00:16:37.720 --> 00:16:40.049 align:start position:0% a day times 260 days a year times you know<00:16:37.809> whatever<00:16:38.379> your<00:16:38.649> rate<00:16:38.829> is<00:16:38.860> it's<00:16:39.550> all<00:16:39.790> ties 00:16:40.049 --> 00:16:40.059 align:start position:0% know whatever your rate is it's all ties 00:16:40.059 --> 00:16:42.629 align:start position:0% know whatever your rate is it's all ties back<00:16:40.389> to<00:16:40.420> max<00:16:40.779> somehow<00:16:41.110> and<00:16:41.949> so<00:16:42.250> you<00:16:42.550> know 00:16:42.629 --> 00:16:42.639 align:start position:0% back to max somehow and so you know 00:16:42.639 --> 00:16:43.949 align:start position:0% back to max somehow and so you know going<00:16:42.850> back<00:16:42.970> to<00:16:43.269> that<00:16:43.420> you<00:16:43.540> know<00:16:43.600> and<00:16:43.870> that's 00:16:43.949 --> 00:16:43.959 align:start position:0% going back to that you know and that's 00:16:43.959 --> 00:16:45.389 align:start position:0% going back to that you know and that's why<00:16:44.170> you<00:16:44.230> know<00:16:44.379> like<00:16:44.529> here<00:16:44.889> we're<00:16:45.129> talking 00:16:45.389 --> 00:16:45.399 align:start position:0% why you know like here we're talking 00:16:45.399 --> 00:16:47.429 align:start position:0% why you know like here we're talking about<00:16:45.459> technology<00:16:45.670> right<00:16:46.209> and<00:16:46.389> going<00:16:47.230> back<00:16:47.410> to 00:16:47.429 --> 00:16:47.439 align:start position:0% about technology right and going back to 00:16:47.439 --> 00:16:49.079 align:start position:0% about technology right and going back to scope<00:16:47.769> of<00:16:47.889> work<00:16:48.040> training<00:16:48.430> all<00:16:48.670> those<00:16:48.819> things 00:16:49.079 --> 00:16:49.089 align:start position:0% scope of work training all those things 00:16:49.089 --> 00:16:51.540 align:start position:0% scope of work training all those things so<00:16:49.750> you<00:16:50.319> know<00:16:50.410> one<00:16:50.769> of<00:16:50.800> the<00:16:50.920> reasons<00:16:51.189> why<00:16:51.339> we 00:16:51.540 --> 00:16:51.550 align:start position:0% so you know one of the reasons why we 00:16:51.550 --> 00:16:53.699 align:start position:0% so you know one of the reasons why we love<00:16:51.730> using<00:16:52.000> Rao<00:16:52.449> is<00:16:52.870> because<00:16:53.350> we<00:16:53.529> take 00:16:53.699 --> 00:16:53.709 align:start position:0% love using Rao is because we take 00:16:53.709 --> 00:16:56.069 align:start position:0% love using Rao is because we take pictures<00:16:53.980> of<00:16:54.309> all<00:16:54.550> the<00:16:54.759> areas<00:16:55.180> and<00:16:55.360> then<00:16:55.899> we 00:16:56.069 --> 00:16:56.079 align:start position:0% pictures of all the areas and then we 00:16:56.079 --> 00:16:58.139 align:start position:0% pictures of all the areas and then we create<00:16:56.529> that<00:16:56.769> scope<00:16:57.040> of<00:16:57.189> work<00:16:57.339> that<00:16:57.399> we<00:16:57.639> put 00:16:58.139 --> 00:16:58.149 align:start position:0% create that scope of work that we put 00:16:58.149 --> 00:17:00.480 align:start position:0% create that scope of work that we put all<00:16:58.420> those<00:16:58.660> pictures<00:16:58.930> of<00:16:59.230> those<00:16:59.379> areas<00:16:59.649> in 00:17:00.480 --> 00:17:00.490 align:start position:0% all those pictures of those areas in 00:17:00.490 --> 00:17:03.179 align:start position:0% all those pictures of those areas in there<00:17:00.819> and<00:17:01.029> in<00:17:01.329> our<00:17:01.480> scope<00:17:01.870> of<00:17:01.990> work<00:17:02.230> anything 00:17:03.179 --> 00:17:03.189 align:start position:0% there and in our scope of work anything 00:17:03.189 --> 00:17:05.669 align:start position:0% there and in our scope of work anything that<00:17:03.490> you<00:17:03.939> know<00:17:04.319> personnel<00:17:05.319> scheme<00:17:05.500> as<00:17:05.649> the 00:17:05.669 --> 00:17:05.679 align:start position:0% that you know personnel scheme as the 00:17:05.679 --> 00:17:07.889 align:start position:0% that you know personnel scheme as the source<00:17:06.010> mentions<00:17:06.699> that's<00:17:07.329> not<00:17:07.480> included 00:17:07.889 --> 00:17:07.899 align:start position:0% source mentions that's not included 00:17:07.899 --> 00:17:10.130 align:start position:0% source mentions that's not included don't<00:17:08.230> worry<00:17:08.380> about<00:17:08.500> that<00:17:08.829> worry<00:17:09.250> about<00:17:09.429> this 00:17:10.130 --> 00:17:10.140 align:start position:0% don't worry about that worry about this 00:17:10.140 --> 00:17:14.340 align:start position:0% don't worry about that worry about this we<00:17:11.140> mark<00:17:11.709> it<00:17:11.829> down<00:17:11.890> as<00:17:12.669> not<00:17:13.659> included<00:17:14.079> not 00:17:14.340 --> 00:17:14.350 align:start position:0% we mark it down as not included not 00:17:14.350 --> 00:17:17.069 align:start position:0% we mark it down as not included not included<00:17:14.740> included<00:17:15.490> or<00:17:15.669> it<00:17:16.539> gets<00:17:16.689> taken<00:17:16.899> care 00:17:17.069 --> 00:17:17.079 align:start position:0% included included or it gets taken care 00:17:17.079 --> 00:17:19.350 align:start position:0% included included or it gets taken care of<00:17:17.230> in<00:17:17.380> house<00:17:17.589> or<00:17:17.980> whatever<00:17:18.189> it<00:17:18.669> may<00:17:18.789> be<00:17:18.819> so 00:17:19.350 --> 00:17:19.360 align:start position:0% of in house or whatever it may be so 00:17:19.360 --> 00:17:21.179 align:start position:0% of in house or whatever it may be so that<00:17:19.929> when<00:17:20.049> the<00:17:20.140> next<00:17:20.319> person<00:17:20.530> comes<00:17:20.709> around 00:17:21.179 --> 00:17:21.189 align:start position:0% that when the next person comes around 00:17:21.189 --> 00:17:24.180 align:start position:0% that when the next person comes around it's<00:17:22.030> very<00:17:22.270> clear<00:17:22.659> that<00:17:23.289> that<00:17:23.350> was<00:17:23.679> included 00:17:24.180 --> 00:17:24.190 align:start position:0% it's very clear that that was included 00:17:24.190 --> 00:17:27.270 align:start position:0% it's very clear that that was included right<00:17:24.870> you<00:17:25.870> know<00:17:25.960> we<00:17:26.080> haven't<00:17:26.650> kind<00:17:26.920> of<00:17:27.040> just 00:17:27.270 --> 00:17:27.280 align:start position:0% right you know we haven't kind of just 00:17:27.280 --> 00:17:28.650 align:start position:0% right you know we haven't kind of just started<00:17:27.730> it's<00:17:27.880> pretty<00:17:28.180> large<00:17:28.360> one 00:17:28.650 --> 00:17:28.660 align:start position:0% started it's pretty large one 00:17:28.660 --> 00:17:30.990 align:start position:0% started it's pretty large one it's<00:17:29.290> got<00:17:29.470> like<00:17:29.650> quite<00:17:30.100> 30<00:17:30.340> different<00:17:30.550> areas 00:17:30.990 --> 00:17:31.000 align:start position:0% it's got like quite 30 different areas 00:17:31.000 --> 00:17:32.910 align:start position:0% it's got like quite 30 different areas and<00:17:31.360> you<00:17:31.990> know<00:17:32.050> just<00:17:32.260> one<00:17:32.440> that<00:17:32.590> you<00:17:32.620> sent<00:17:32.830> us 00:17:32.910 --> 00:17:32.920 align:start position:0% and you know just one that you sent us 00:17:32.920 --> 00:17:35.100 align:start position:0% and you know just one that you sent us the<00:17:33.130> FaceTime<00:17:34.060> shot<00:17:34.330> no<00:17:34.720> it's<00:17:34.900> a<00:17:34.960> different 00:17:35.100 --> 00:17:35.110 align:start position:0% the FaceTime shot no it's a different 00:17:35.110 --> 00:17:37.230 align:start position:0% the FaceTime shot no it's a different one<00:17:35.320> I<00:17:35.410> guess<00:17:35.590> so<00:17:35.860> just<00:17:36.100> you<00:17:36.400> know<00:17:36.430> just<00:17:36.790> just 00:17:37.230 --> 00:17:37.240 align:start position:0% one I guess so just you know just just 00:17:37.240 --> 00:17:40.050 align:start position:0% one I guess so just you know just just the<00:17:37.860> yesterday<00:17:38.860> they're<00:17:39.130> like<00:17:39.310> oh<00:17:39.520> by<00:17:39.910> the<00:17:39.940> way 00:17:40.050 --> 00:17:40.060 align:start position:0% the yesterday they're like oh by the way 00:17:40.060 --> 00:17:41.910 align:start position:0% the yesterday they're like oh by the way that<00:17:40.300> big<00:17:40.570> admin<00:17:40.960> office<00:17:41.560> building<00:17:41.890> that 00:17:41.910 --> 00:17:41.920 align:start position:0% that big admin office building that 00:17:41.920 --> 00:17:44.190 align:start position:0% that big admin office building that actually<00:17:42.580> is<00:17:42.700> included<00:17:43.210> I<00:17:43.420> forgot<00:17:43.900> to<00:17:43.990> show<00:17:44.140> it 00:17:44.190 --> 00:17:44.200 align:start position:0% actually is included I forgot to show it 00:17:44.200 --> 00:17:46.080 align:start position:0% actually is included I forgot to show it to<00:17:44.290> you<00:17:44.350> guys<00:17:44.500> can<00:17:45.250> you<00:17:45.340> figure<00:17:45.550> it<00:17:45.700> out<00:17:45.790> like 00:17:46.080 --> 00:17:46.090 align:start position:0% to you guys can you figure it out like 00:17:46.090 --> 00:17:48.180 align:start position:0% to you guys can you figure it out like no<00:17:46.240> it's<00:17:46.630> like<00:17:46.720> we're<00:17:47.200> gonna<00:17:47.320> have<00:17:47.470> to<00:17:47.650> price 00:17:48.180 --> 00:17:48.190 align:start position:0% no it's like we're gonna have to price 00:17:48.190 --> 00:17:50.010 align:start position:0% no it's like we're gonna have to price it<00:17:48.370> out<00:17:48.520> it's<00:17:48.790> only<00:17:49.000> 60,000<00:17:49.630> square<00:17:49.810> feet<00:17:49.960> just 00:17:50.010 --> 00:17:50.020 align:start position:0% it out it's only 60,000 square feet just 00:17:50.020 --> 00:17:52.770 align:start position:0% it out it's only 60,000 square feet just a<00:17:50.320> yeah<00:17:50.500> so<00:17:51.280> but<00:17:51.940> again<00:17:52.030> I<00:17:52.270> guess<00:17:52.420> not<00:17:52.570> in<00:17:52.690> our 00:17:52.770 --> 00:17:52.780 align:start position:0% a yeah so but again I guess not in our 00:17:52.780 --> 00:17:54.300 align:start position:0% a yeah so but again I guess not in our scope<00:17:52.990> of<00:17:53.140> work<00:17:53.290> a<00:17:53.470> sign<00:17:53.620> on<00:17:53.650> our<00:17:53.770> picture<00:17:54.100> sure 00:17:54.300 --> 00:17:54.310 align:start position:0% scope of work a sign on our picture sure 00:17:54.310 --> 00:17:55.800 align:start position:0% scope of work a sign on our picture sure so<00:17:54.580> he<00:17:54.760> knows<00:17:54.940> that<00:17:54.970> he<00:17:55.270> didn't<00:17:55.420> show<00:17:55.540> it<00:17:55.630> to<00:17:55.720> us 00:17:55.800 --> 00:17:55.810 align:start position:0% so he knows that he didn't show it to us 00:17:55.810 --> 00:17:57.600 align:start position:0% so he knows that he didn't show it to us so<00:17:56.050> you<00:17:56.290> know<00:17:56.470> we're<00:17:56.800> in<00:17:56.830> a<00:17:56.920> good<00:17:57.040> spot<00:17:57.370> yeah 00:17:57.600 --> 00:17:57.610 align:start position:0% so you know we're in a good spot yeah 00:17:57.610 --> 00:18:00.030 align:start position:0% so you know we're in a good spot yeah but<00:17:58.000> you<00:17:58.120> know<00:17:58.240> if<00:17:58.750> we<00:17:58.930> were<00:17:59.050> not<00:17:59.200> detailed<00:17:59.770> in 00:18:00.030 --> 00:18:00.040 align:start position:0% but you know if we were not detailed in 00:18:00.040 --> 00:18:02.640 align:start position:0% but you know if we were not detailed in that<00:18:00.420> walk<00:18:01.420> to<00:18:01.570> do<00:18:01.690> it<00:18:01.810> then<00:18:02.170> we<00:18:02.320> would<00:18:02.470> be<00:18:02.620> in 00:18:02.640 --> 00:18:02.650 align:start position:0% that walk to do it then we would be in 00:18:02.650 --> 00:18:03.930 align:start position:0% that walk to do it then we would be in people<00:18:03.010> yeah 00:18:03.930 --> 00:18:03.940 align:start position:0% people yeah 00:18:03.940 --> 00:18:05.730 align:start position:0% people yeah and<00:18:04.270> that's<00:18:04.480> that's<00:18:04.840> why<00:18:04.960> I<00:18:04.990> mean<00:18:05.320> we<00:18:05.590> gotta 00:18:05.730 --> 00:18:05.740 align:start position:0% and that's that's why I mean we gotta 00:18:05.740 --> 00:18:07.410 align:start position:0% and that's that's why I mean we gotta stress<00:18:06.070> enough<00:18:06.370> to<00:18:06.490> anybody<00:18:06.820> who's<00:18:06.940> up<00:18:07.210> and 00:18:07.410 --> 00:18:07.420 align:start position:0% stress enough to anybody who's up and 00:18:07.420 --> 00:18:09.030 align:start position:0% stress enough to anybody who's up and coming<00:18:07.690> everybody's<00:18:08.110> in<00:18:08.320> the<00:18:08.470> business<00:18:08.830> or 00:18:09.030 --> 00:18:09.040 align:start position:0% coming everybody's in the business or 00:18:09.040 --> 00:18:11.370 align:start position:0% coming everybody's in the business or even<00:18:09.280> because<00:18:09.880> really<00:18:10.110> anybody<00:18:11.110> could<00:18:11.260> be<00:18:11.350> a 00:18:11.370 --> 00:18:11.380 align:start position:0% even because really anybody could be a 00:18:11.380 --> 00:18:14.130 align:start position:0% even because really anybody could be a salesperson<00:18:11.800> for<00:18:12.700> a<00:18:13.300> cleaning<00:18:13.660> company<00:18:13.870> or 00:18:14.130 --> 00:18:14.140 align:start position:0% salesperson for a cleaning company or 00:18:14.140 --> 00:18:15.690 align:start position:0% salesperson for a cleaning company or maintenance<00:18:14.500> company<00:18:14.800> like<00:18:15.010> my<00:18:15.250> car's<00:18:15.490> right 00:18:15.690 --> 00:18:15.700 align:start position:0% maintenance company like my car's right 00:18:15.700 --> 00:18:19.350 align:start position:0% maintenance company like my car's right but<00:18:16.660> no<00:18:17.080> they<00:18:17.290> are<00:18:17.650> -<00:18:17.830> right<00:18:18.070> where<00:18:18.280> you<00:18:19.180> got 00:18:19.350 --> 00:18:19.360 align:start position:0% but no they are - right where you got 00:18:19.360 --> 00:18:21.150 align:start position:0% but no they are - right where you got you<00:18:19.660> got<00:18:19.780> to<00:18:19.870> do<00:18:19.960> the<00:18:20.050> cleaning<00:18:20.320> you<00:18:20.560> gotta<00:18:20.860> you 00:18:21.150 --> 00:18:21.160 align:start position:0% you got to do the cleaning you gotta you 00:18:21.160 --> 00:18:22.560 align:start position:0% you got to do the cleaning you gotta you gotta<00:18:21.310> learn<00:18:21.550> it<00:18:21.760> you<00:18:21.880> got<00:18:22.000> to<00:18:22.090> understand 00:18:22.560 --> 00:18:22.570 align:start position:0% gotta learn it you got to understand 00:18:22.570 --> 00:18:24.870 align:start position:0% gotta learn it you got to understand because<00:18:22.870> you<00:18:23.620> are<00:18:23.770> gonna<00:18:23.920> put<00:18:24.250> your<00:18:24.490> people 00:18:24.870 --> 00:18:24.880 align:start position:0% because you are gonna put your people 00:18:24.880 --> 00:18:27.360 align:start position:0% because you are gonna put your people you're<00:18:25.510> gonna<00:18:25.630> set<00:18:25.870> them<00:18:25.990> up<00:18:26.140> for<00:18:26.170> failure<00:18:26.530> if 00:18:27.360 --> 00:18:27.370 align:start position:0% you're gonna set them up for failure if 00:18:27.370 --> 00:18:30.210 align:start position:0% you're gonna set them up for failure if you<00:18:27.670> underbid<00:18:28.300> right<00:18:28.990> in<00:18:29.800> the<00:18:30.040> walkthrough 00:18:30.210 --> 00:18:30.220 align:start position:0% you underbid right in the walkthrough 00:18:30.220 --> 00:18:31.710 align:start position:0% you underbid right in the walkthrough part<00:18:30.580> that's<00:18:30.880> where<00:18:31.090> it's<00:18:31.210> like<00:18:31.360> you<00:18:31.450> said<00:18:31.570> you 00:18:31.710 --> 00:18:31.720 align:start position:0% part that's where it's like you said you 00:18:31.720 --> 00:18:34.110 align:start position:0% part that's where it's like you said you capture<00:18:32.560> every<00:18:32.680> detail<00:18:33.250> you<00:18:33.610> know<00:18:33.730> so<00:18:33.910> you 00:18:34.110 --> 00:18:34.120 align:start position:0% capture every detail you know so you 00:18:34.120 --> 00:18:36.450 align:start position:0% capture every detail you know so you talked<00:18:34.270> about<00:18:34.300> every<00:18:34.810> expectation<00:18:35.740> because 00:18:36.450 --> 00:18:36.460 align:start position:0% talked about every expectation because 00:18:36.460 --> 00:18:38.490 align:start position:0% talked about every expectation because when<00:18:37.000> I<00:18:37.030> hear<00:18:37.330> people<00:18:37.360> whatever<00:18:38.140> I'm<00:18:38.350> in<00:18:38.470> a 00:18:38.490 --> 00:18:38.500 align:start position:0% when I hear people whatever I'm in a 00:18:38.500 --> 00:18:41.910 align:start position:0% when I hear people whatever I'm in a cattle<00:18:38.830> call<00:18:38.950> is<00:18:39.220> I<00:18:39.550> stop<00:18:40.120> going<00:18:40.300> to<00:18:40.390> those<00:18:40.920> but 00:18:41.910 --> 00:18:41.920 align:start position:0% cattle call is I stop going to those but 00:18:41.920 --> 00:18:44.280 align:start position:0% cattle call is I stop going to those but when<00:18:42.640> you<00:18:42.760> when<00:18:43.000> you're<00:18:43.120> in<00:18:43.210> a<00:18:43.270> cattle<00:18:43.540> call<00:18:43.660> or 00:18:44.280 --> 00:18:44.290 align:start position:0% when you when you're in a cattle call or 00:18:44.290 --> 00:18:46.320 align:start position:0% when you when you're in a cattle call or when<00:18:44.440> you're<00:18:44.590> in<00:18:44.620> another<00:18:44.950> car<00:18:45.250> you<00:18:45.820> know<00:18:45.940> walk 00:18:46.320 --> 00:18:46.330 align:start position:0% when you're in another car you know walk 00:18:46.330 --> 00:18:47.790 align:start position:0% when you're in another car you know walk through<00:18:46.540> with<00:18:46.630> somebody<00:18:46.900> else<00:18:47.020> the<00:18:47.620> first 00:18:47.790 --> 00:18:47.800 align:start position:0% through with somebody else the first 00:18:47.800 --> 00:18:49.350 align:start position:0% through with somebody else the first thing<00:18:48.010> they<00:18:48.130> say<00:18:48.310> is<00:18:48.340> let<00:18:48.550> me<00:18:48.580> see<00:18:48.730> the<00:18:48.820> scope<00:18:49.030> I 00:18:49.350 --> 00:18:49.360 align:start position:0% thing they say is let me see the scope I 00:18:49.360 --> 00:18:51.420 align:start position:0% thing they say is let me see the scope I feel<00:18:50.170> like<00:18:50.320> that's<00:18:50.440> the<00:18:50.590> wrong<00:18:50.770> thing<00:18:51.190> to<00:18:51.280> do 00:18:51.420 --> 00:18:51.430 align:start position:0% feel like that's the wrong thing to do 00:18:51.430 --> 00:18:53.070 align:start position:0% feel like that's the wrong thing to do because<00:18:51.670> now<00:18:52.000> you're<00:18:52.180> why<00:18:52.570> what<00:18:52.930> does<00:18:53.020> that 00:18:53.070 --> 00:18:53.080 align:start position:0% because now you're why what does that 00:18:53.080 --> 00:18:55.260 align:start position:0% because now you're why what does that scope<00:18:53.590> could<00:18:53.770> be<00:18:53.890> ten<00:18:54.100> years<00:18:54.130> old<00:18:54.460> I'm<00:18:54.970> running 00:18:55.260 --> 00:18:55.270 align:start position:0% scope could be ten years old I'm running 00:18:55.270 --> 00:18:56.640 align:start position:0% scope could be ten years old I'm running into<00:18:55.450> this<00:18:55.570> right<00:18:55.720> now<00:18:55.870> but<00:18:55.990> it's<00:18:56.140> gotta<00:18:56.350> keeps 00:18:56.640 --> 00:18:56.650 align:start position:0% into this right now but it's gotta keeps 00:18:56.650 --> 00:18:59.280 align:start position:0% into this right now but it's gotta keeps reverting<00:18:57.310> back<00:18:57.340> to<00:18:57.550> the<00:18:58.510> scope<00:18:58.810> the<00:18:59.050> scope 00:18:59.280 --> 00:18:59.290 align:start position:0% reverting back to the scope the scope 00:18:59.290 --> 00:19:01.590 align:start position:0% reverting back to the scope the scope the<00:18:59.680> scope<00:18:59.800> and<00:19:00.160> I'm<00:19:00.250> like<00:19:00.430> I<00:19:00.640> didn't<00:19:01.390> priced 00:19:01.590 --> 00:19:01.600 align:start position:0% the scope and I'm like I didn't priced 00:19:01.600 --> 00:19:03.680 align:start position:0% the scope and I'm like I didn't priced the<00:19:01.810> school<00:19:02.050> i<00:19:02.200> priced<00:19:02.530> the<00:19:02.740> facility<00:19:03.250> today 00:19:03.680 --> 00:19:03.690 align:start position:0% the school i priced the facility today 00:19:03.690 --> 00:19:07.620 align:start position:0% the school i priced the facility today you<00:19:04.690> know<00:19:04.810> eight<00:19:05.170> years<00:19:05.200> later<00:19:05.560> but<00:19:06.510> 120<00:19:07.510> new 00:19:07.620 --> 00:19:07.630 align:start position:0% you know eight years later but 120 new 00:19:07.630 --> 00:19:10.050 align:start position:0% you know eight years later but 120 new employees<00:19:08.050> right<00:19:08.500> with<00:19:08.830> a<00:19:09.070> lot<00:19:09.580> more<00:19:09.790> footage 00:19:10.050 --> 00:19:10.060 align:start position:0% employees right with a lot more footage 00:19:10.060 --> 00:19:12.030 align:start position:0% employees right with a lot more footage like<00:19:10.240> it's<00:19:10.420> right<00:19:10.690> if<00:19:11.140> you<00:19:11.290> press<00:19:11.560> the<00:19:11.770> school 00:19:12.030 --> 00:19:12.040 align:start position:0% like it's right if you press the school 00:19:12.040 --> 00:19:14.190 align:start position:0% like it's right if you press the school you<00:19:12.370> are<00:19:12.400> losing<00:19:13.090> right<00:19:13.600> there<00:19:13.810> so<00:19:13.960> that's<00:19:14.050> a 00:19:14.190 --> 00:19:14.200 align:start position:0% you are losing right there so that's a 00:19:14.200 --> 00:19:15.900 align:start position:0% you are losing right there so that's a training<00:19:14.470> tip<00:19:14.770> right<00:19:14.980> it's<00:19:15.130> done<00:19:15.310> don't<00:19:15.670> ask 00:19:15.900 --> 00:19:15.910 align:start position:0% training tip right it's done don't ask 00:19:15.910 --> 00:19:17.730 align:start position:0% training tip right it's done don't ask for<00:19:16.060> a<00:19:16.150> school<00:19:16.360> baby<00:19:16.630> let's<00:19:16.960> go<00:19:17.110> hey<00:19:17.560> you<00:19:17.710> know 00:19:17.730 --> 00:19:17.740 align:start position:0% for a school baby let's go hey you know 00:19:17.740 --> 00:19:20.070 align:start position:0% for a school baby let's go hey you know it's<00:19:17.950> funny<00:19:18.130> cuz<00:19:18.370> you<00:19:19.300> know<00:19:19.420> I<00:19:19.450> I<00:19:19.720> tell<00:19:20.050> our 00:19:20.070 --> 00:19:20.080 align:start position:0% it's funny cuz you know I I tell our 00:19:20.080 --> 00:19:22.050 align:start position:0% it's funny cuz you know I I tell our guys<00:19:20.350> is<00:19:20.560> that<00:19:20.680> you<00:19:20.860> don't<00:19:21.010> want<00:19:21.160> code<00:19:21.400> let's 00:19:22.050 --> 00:19:22.060 align:start position:0% guys is that you don't want code let's 00:19:22.060 --> 00:19:24.930 align:start position:0% guys is that you don't want code let's go<00:19:22.270> cuz<00:19:23.110> it's<00:19:23.260> our<00:19:23.410> job<00:19:23.650> to<00:19:23.680> educate<00:19:23.940> right 00:19:24.930 --> 00:19:24.940 align:start position:0% go cuz it's our job to educate right 00:19:24.940 --> 00:19:26.100 align:start position:0% go cuz it's our job to educate right you're<00:19:25.090> not<00:19:25.210> just<00:19:25.330> gonna<00:19:25.420> say<00:19:25.690> hey<00:19:25.900> listen 00:19:26.100 --> 00:19:26.110 align:start position:0% you're not just gonna say hey listen 00:19:26.110 --> 00:19:28.440 align:start position:0% you're not just gonna say hey listen because<00:19:26.380> otherwise<00:19:27.030> you<00:19:28.030> got<00:19:28.180> to<00:19:28.270> keep<00:19:28.330> in 00:19:28.440 --> 00:19:28.450 align:start position:0% because otherwise you got to keep in 00:19:28.450 --> 00:19:30.370 align:start position:0% because otherwise you got to keep in mind<00:19:28.600> you've<00:19:28.810> got<00:19:28.840> peers<00:19:29.290> of<00:19:29.500> ours 00:19:30.370 --> 00:19:30.380 align:start position:0% mind you've got peers of ours 00:19:30.380 --> 00:19:33.220 align:start position:0% mind you've got peers of ours looking<00:19:30.710> at<00:19:30.830> it<00:19:30.920> and<00:19:31.670> learning<00:19:31.880> from<00:19:32.090> us<00:19:32.300> with 00:19:33.220 --> 00:19:33.230 align:start position:0% looking at it and learning from us with 00:19:33.230 --> 00:19:34.570 align:start position:0% looking at it and learning from us with the<00:19:33.320> understand<00:19:33.800> that<00:19:33.950> oh<00:19:34.100> well<00:19:34.310> these<00:19:34.400> guys 00:19:34.570 --> 00:19:34.580 align:start position:0% the understand that oh well these guys 00:19:34.580 --> 00:19:36.610 align:start position:0% the understand that oh well these guys are<00:19:34.640> helping<00:19:35.030> to<00:19:35.120> pave<00:19:35.300> the<00:19:35.450> way<00:19:35.480> by<00:19:36.050> educating 00:19:36.610 --> 00:19:36.620 align:start position:0% are helping to pave the way by educating 00:19:36.620 --> 00:19:38.110 align:start position:0% are helping to pave the way by educating these<00:19:36.680> clients<00:19:37.160> right<00:19:37.340> to<00:19:37.670> understand 00:19:38.110 --> 00:19:38.120 align:start position:0% these clients right to understand 00:19:38.120 --> 00:19:39.940 align:start position:0% these clients right to understand exactly<00:19:38.240> what<00:19:38.690> this<00:19:38.840> all<00:19:39.020> means<00:19:39.200> it's<00:19:39.560> not<00:19:39.740> all 00:19:39.940 --> 00:19:39.950 align:start position:0% exactly what this all means it's not all 00:19:39.950 --> 00:19:41.500 align:start position:0% exactly what this all means it's not all about<00:19:40.070> pricing<00:19:40.640> are<00:19:41.030> you<00:19:41.120> gonna<00:19:41.240> get<00:19:41.390> the 00:19:41.500 --> 00:19:41.510 align:start position:0% about pricing are you gonna get the 00:19:41.510 --> 00:19:42.700 align:start position:0% about pricing are you gonna get the account<00:19:41.810> probably<00:19:42.080> not<00:19:42.200> but<00:19:42.350> at<00:19:42.470> least<00:19:42.560> you 00:19:42.700 --> 00:19:42.710 align:start position:0% account probably not but at least you 00:19:42.710 --> 00:19:44.110 align:start position:0% account probably not but at least you got<00:19:42.830> that<00:19:42.890> little<00:19:43.280> thought<00:19:43.430> process<00:19:43.880> going 00:19:44.110 --> 00:19:44.120 align:start position:0% got that little thought process going 00:19:44.120 --> 00:19:46.020 align:start position:0% got that little thought process going within<00:19:44.300> their<00:19:44.510> minds<00:19:44.750> to<00:19:44.990> understand<00:19:45.410> that 00:19:46.020 --> 00:19:46.030 align:start position:0% within their minds to understand that 00:19:46.030 --> 00:19:48.430 align:start position:0% within their minds to understand that well<00:19:47.030> you<00:19:47.330> know<00:19:47.420> what<00:19:47.570> that<00:19:47.810> was<00:19:48.050> a<00:19:48.080> turnover 00:19:48.430 --> 00:19:48.440 align:start position:0% well you know what that was a turnover 00:19:48.440 --> 00:19:49.720 align:start position:0% well you know what that was a turnover issue<00:19:48.740> I've<00:19:48.920> been<00:19:49.040> having<00:19:49.250> the<00:19:49.340> last<00:19:49.490> five 00:19:49.720 --> 00:19:49.730 align:start position:0% issue I've been having the last five 00:19:49.730 --> 00:19:52.390 align:start position:0% issue I've been having the last five years<00:19:49.760> maybe<00:19:50.180> I<00:19:50.330> saw<00:19:51.200> old<00:19:51.350> Ricky<00:19:51.650> you<00:19:52.280> know 00:19:52.390 --> 00:19:52.400 align:start position:0% years maybe I saw old Ricky you know 00:19:52.400 --> 00:19:54.880 align:start position:0% years maybe I saw old Ricky you know quantum<00:19:52.880> marker<00:19:53.360> right<00:19:53.540> or<00:19:53.900> you<00:19:54.500> know<00:19:54.590> all<00:19:54.800> the 00:19:54.880 --> 00:19:54.890 align:start position:0% quantum marker right or you know all the 00:19:54.890 --> 00:19:56.260 align:start position:0% quantum marker right or you know all the other<00:19:55.010> guys<00:19:55.130> that<00:19:55.280> are<00:19:55.430> coming<00:19:55.640> up<00:19:55.880> you<00:19:56.090> know 00:19:56.260 --> 00:19:56.270 align:start position:0% other guys that are coming up you know 00:19:56.270 --> 00:19:58.060 align:start position:0% other guys that are coming up you know in<00:19:56.570> the<00:19:56.660> next<00:19:56.750> two<00:19:56.960> to<00:19:57.050> three<00:19:57.080> years<00:19:57.260> so<00:19:57.890> that's 00:19:58.060 --> 00:19:58.070 align:start position:0% in the next two to three years so that's 00:19:58.070 --> 00:20:00.160 align:start position:0% in the next two to three years so that's kind<00:19:58.280> of<00:19:58.340> like<00:19:58.490> the<00:19:59.240> Montana<00:19:59.630> we<00:19:59.810> all<00:19:59.960> need<00:20:00.140> to 00:20:00.160 --> 00:20:00.170 align:start position:0% kind of like the Montana we all need to 00:20:00.170 --> 00:20:03.130 align:start position:0% kind of like the Montana we all need to start<00:20:00.380> taking<00:20:00.530> as<00:20:00.800> well<00:20:00.950> to<00:20:01.130> say<00:20:01.930> let's<00:20:02.930> start 00:20:03.130 --> 00:20:03.140 align:start position:0% start taking as well to say let's start 00:20:03.140 --> 00:20:04.630 align:start position:0% start taking as well to say let's start educating<00:20:03.440> this<00:20:03.770> energy<00:20:04.100> because<00:20:04.250> industry 00:20:04.630 --> 00:20:04.640 align:start position:0% educating this energy because industry 00:20:04.640 --> 00:20:08.770 align:start position:0% educating this energy because industry has<00:20:04.790> been<00:20:06.430> a<00:20:07.430> little<00:20:07.760> hot<00:20:07.850> undercutting<00:20:08.450> a<00:20:08.630> lot 00:20:08.770 --> 00:20:08.780 align:start position:0% has been a little hot undercutting a lot 00:20:08.780 --> 00:20:11.110 align:start position:0% has been a little hot undercutting a lot of<00:20:08.900> cheap<00:20:09.140> labor<00:20:09.440> a<00:20:09.740> lot<00:20:10.100> of<00:20:10.430> craziness<00:20:10.850> out 00:20:11.110 --> 00:20:11.120 align:start position:0% of cheap labor a lot of craziness out 00:20:11.120 --> 00:20:13.600 align:start position:0% of cheap labor a lot of craziness out there<00:20:11.330> were<00:20:11.620> people<00:20:12.620> feel<00:20:12.890> like<00:20:13.070> that's<00:20:13.280> okay 00:20:13.600 --> 00:20:13.610 align:start position:0% there were people feel like that's okay 00:20:13.610 --> 00:20:17.190 align:start position:0% there were people feel like that's okay to<00:20:13.670> do<00:20:13.850> that's<00:20:14.660> just<00:20:14.720> I<00:20:15.490> mean<00:20:16.490> you<00:20:17.060> know 00:20:17.190 --> 00:20:17.200 align:start position:0% to do that's just I mean you know 00:20:17.200 --> 00:20:22.890 align:start position:0% to do that's just I mean you know another<00:20:18.200> thing<00:20:18.320> is<00:20:19.780> people<00:20:20.780> gotta<00:20:20.960> be 00:20:22.890 --> 00:20:22.900 align:start position:0% another thing is people gotta be 00:20:22.900 --> 00:20:25.620 align:start position:0% another thing is people gotta be comfortable<00:20:23.830> with<00:20:24.010> asking<00:20:24.280> questions<00:20:24.940> like 00:20:25.620 --> 00:20:25.630 align:start position:0% comfortable with asking questions like 00:20:25.630 --> 00:20:29.190 align:start position:0% comfortable with asking questions like the<00:20:26.200> hard<00:20:26.470> questions<00:20:27.190> you<00:20:27.580> know<00:20:27.750> real<00:20:28.750> simple 00:20:29.190 --> 00:20:29.200 align:start position:0% the hard questions you know real simple 00:20:29.200 --> 00:20:31.560 align:start position:0% the hard questions you know real simple like<00:20:29.440> what<00:20:29.620> /<00:20:30.190> -<00:20:30.280> laughs<00:20:30.580> you<00:20:30.970> know<00:20:31.090> what<00:20:31.510> are 00:20:31.560 --> 00:20:31.570 align:start position:0% like what / - laughs you know what are 00:20:31.570 --> 00:20:35.070 align:start position:0% like what / - laughs you know what are you<00:20:31.630> guys<00:20:31.690> hiring<00:20:31.960> laborers<00:20:32.410> for<00:20:33.870> $17<00:20:34.870> an<00:20:34.960> hour 00:20:35.070 --> 00:20:35.080 align:start position:0% you guys hiring laborers for $17 an hour 00:20:35.080 --> 00:20:36.960 align:start position:0% you guys hiring laborers for $17 an hour call<00:20:35.860> but<00:20:36.040> you<00:20:36.220> want<00:20:36.370> me<00:20:36.430> to<00:20:36.520> come<00:20:36.640> in<00:20:36.730> and<00:20:36.880> do 00:20:36.960 --> 00:20:36.970 align:start position:0% call but you want me to come in and do 00:20:36.970 --> 00:20:40.860 align:start position:0% call but you want me to come in and do it<00:20:37.000> at<00:20:37.150> 12:00<00:20:38.790> you<00:20:39.790> got<00:20:39.940> a<00:20:39.970> sign<00:20:40.300> on<00:20:40.330> your<00:20:40.540> floor 00:20:40.860 --> 00:20:40.870 align:start position:0% it at 12:00 you got a sign on your floor 00:20:40.870 --> 00:20:44.730 align:start position:0% it at 12:00 you got a sign on your floor lawn<00:20:41.140> man<00:20:41.500> I<00:20:41.770> mean<00:20:42.340> so<00:20:43.230> you<00:20:44.230> guys<00:20:44.290> are<00:20:44.560> hiring 00:20:44.730 --> 00:20:44.740 align:start position:0% lawn man I mean so you guys are hiring 00:20:44.740 --> 00:20:47.400 align:start position:0% lawn man I mean so you guys are hiring 417<00:20:45.460> you're<00:20:46.060> looking<00:20:46.360> to<00:20:46.450> cut<00:20:46.630> me<00:20:46.810> down<00:20:47.020> and 00:20:47.400 --> 00:20:47.410 align:start position:0% 417 you're looking to cut me down and 00:20:47.410 --> 00:20:48.630 align:start position:0% 417 you're looking to cut me down and the<00:20:47.620> other<00:20:47.770> thing<00:20:47.980> is<00:20:48.100> when<00:20:48.280> you<00:20:48.370> get<00:20:48.460> into 00:20:48.630 --> 00:20:48.640 align:start position:0% the other thing is when you get into 00:20:48.640 --> 00:20:49.890 align:start position:0% the other thing is when you get into square<00:20:48.880> footage<00:20:49.180> situations 00:20:49.890 --> 00:20:49.900 align:start position:0% square footage situations 00:20:49.900 --> 00:20:52.170 align:start position:0% square footage situations we're<00:20:50.380> like<00:20:50.560> you're<00:20:50.890> in<00:20:51.010> small<00:20:51.460> square 00:20:52.170 --> 00:20:52.180 align:start position:0% we're like you're in small square 00:20:52.180 --> 00:20:54.090 align:start position:0% we're like you're in small square footage<00:20:52.260> situations<00:20:53.260> you<00:20:53.710> know<00:20:53.800> a<00:20:53.860> lot<00:20:54.010> of 00:20:54.090 --> 00:20:54.100 align:start position:0% footage situations you know a lot of 00:20:54.100 --> 00:20:57.270 align:start position:0% footage situations you know a lot of times<00:20:54.280> I<00:20:54.460> ask<00:20:54.610> people<00:20:55.470> you<00:20:56.470> know<00:20:56.590> I'll<00:20:57.040> be<00:20:57.130> like 00:20:57.270 --> 00:20:57.280 align:start position:0% times I ask people you know I'll be like 00:20:57.280 --> 00:20:59.610 align:start position:0% times I ask people you know I'll be like how<00:20:58.270> many<00:20:58.330> square<00:20:58.660> feet<00:20:58.690> is<00:20:58.840> your<00:20:58.990> house<00:20:59.110> like 00:20:59.610 --> 00:20:59.620 align:start position:0% how many square feet is your house like 00:20:59.620 --> 00:21:03.300 align:start position:0% how many square feet is your house like 2,000<00:21:00.250> square<00:21:00.400> feet<00:21:00.840> yeah<00:21:01.840> go<00:21:02.830> tell<00:21:03.040> your<00:21:03.100> wife 00:21:03.300 --> 00:21:03.310 align:start position:0% 2,000 square feet yeah go tell your wife 00:21:03.310 --> 00:21:04.590 align:start position:0% 2,000 square feet yeah go tell your wife to<00:21:03.490> clean<00:21:03.730> it<00:21:03.850> in<00:21:04.030> an<00:21:04.150> hour 00:21:04.590 --> 00:21:04.600 align:start position:0% to clean it in an hour 00:21:04.600 --> 00:21:06.360 align:start position:0% to clean it in an hour yeah<00:21:04.750> good<00:21:05.500> let<00:21:05.650> me<00:21:05.680> know<00:21:05.830> how<00:21:05.920> that<00:21:05.980> works<00:21:06.100> out 00:21:06.360 --> 00:21:06.370 align:start position:0% yeah good let me know how that works out 00:21:06.370 --> 00:21:08.730 align:start position:0% yeah good let me know how that works out good<00:21:06.550> luck<00:21:06.990> because<00:21:07.990> you'll<00:21:08.290> get<00:21:08.380> a<00:21:08.440> lot<00:21:08.500> of 00:21:08.730 --> 00:21:08.740 align:start position:0% good luck because you'll get a lot of 00:21:08.740 --> 00:21:09.690 align:start position:0% good luck because you'll get a lot of people<00:21:08.860> that<00:21:09.070> think<00:21:09.250> they<00:21:09.340> know<00:21:09.460> more<00:21:09.640> than 00:21:09.690 --> 00:21:09.700 align:start position:0% people that think they know more than 00:21:09.700 --> 00:21:13.080 align:start position:0% people that think they know more than you<00:21:09.970> but<00:21:10.150> if<00:21:10.180> you<00:21:10.450> make<00:21:10.690> them<00:21:11.430> see<00:21:12.430> the<00:21:12.460> aha 00:21:13.080 --> 00:21:13.090 align:start position:0% you but if you make them see the aha 00:21:13.090 --> 00:21:16.920 align:start position:0% you but if you make them see the aha moment<00:21:13.720> now<00:21:14.170> if<00:21:14.560> you<00:21:14.800> had<00:21:14.980> like<00:21:15.630> dollars<00:21:16.630> in<00:21:16.780> it 00:21:16.920 --> 00:21:16.930 align:start position:0% moment now if you had like dollars in it 00:21:16.930 --> 00:21:19.290 align:start position:0% moment now if you had like dollars in it don't<00:21:17.350> even<00:21:17.560> ask<00:21:18.220> the<00:21:18.490> right<00:21:18.610> questions<00:21:19.030> and 00:21:19.290 --> 00:21:19.300 align:start position:0% don't even ask the right questions and 00:21:19.300 --> 00:21:22.070 align:start position:0% don't even ask the right questions and just<00:21:19.650> man<00:21:20.650> you're<00:21:21.070> the<00:21:21.190> expert<00:21:21.610> man<00:21:21.730> oh<00:21:22.000> no 00:21:22.070 --> 00:21:22.080 align:start position:0% just man you're the expert man oh no 00:21:22.080 --> 00:21:24.720 align:start position:0% just man you're the expert man oh no because<00:21:23.080> you<00:21:23.290> guys<00:21:23.650> were<00:21:23.800> talking<00:21:24.100> about<00:21:24.160> you 00:21:24.720 --> 00:21:24.730 align:start position:0% because you guys were talking about you 00:21:24.730 --> 00:21:26.430 align:start position:0% because you guys were talking about you know<00:21:24.850> like<00:21:25.000> entry-level<00:21:25.480> technicians<00:21:25.930> that 00:21:26.430 --> 00:21:26.440 align:start position:0% know like entry-level technicians that 00:21:26.440 --> 00:21:29.610 align:start position:0% know like entry-level technicians that we<00:21:26.560> have<00:21:26.740> you<00:21:27.220> know<00:21:27.340> the<00:21:27.520> beginning<00:21:28.440> stages<00:21:29.440> of 00:21:29.610 --> 00:21:29.620 align:start position:0% we have you know the beginning stages of 00:21:29.620 --> 00:21:31.830 align:start position:0% we have you know the beginning stages of people<00:21:30.040> that<00:21:30.160> start<00:21:30.520> in<00:21:30.670> our<00:21:30.790> company<00:21:31.150> now 00:21:31.830 --> 00:21:31.840 align:start position:0% people that start in our company now 00:21:31.840 --> 00:21:34.170 align:start position:0% people that start in our company now let's<00:21:32.050> talk<00:21:32.200> about<00:21:32.380> the<00:21:33.280> the<00:21:33.580> high-caliber 00:21:34.170 --> 00:21:34.180 align:start position:0% let's talk about the the high-caliber 00:21:34.180 --> 00:21:36.090 align:start position:0% let's talk about the the high-caliber points<00:21:34.630> you<00:21:35.050> know<00:21:35.140> the<00:21:35.260> employees<00:21:35.650> that<00:21:35.800> stand 00:21:36.090 --> 00:21:36.100 align:start position:0% points you know the employees that stand 00:21:36.100 --> 00:21:38.460 align:start position:0% points you know the employees that stand out<00:21:36.310> right<00:21:36.490> I<00:21:36.670> just<00:21:36.880> had<00:21:37.030> been<00:21:37.960> employed<00:21:38.230> down 00:21:38.460 --> 00:21:38.470 align:start position:0% out right I just had been employed down 00:21:38.470 --> 00:21:39.780 align:start position:0% out right I just had been employed down the<00:21:38.620> street<00:21:38.920> working<00:21:39.190> at<00:21:39.520> a<00:21:39.550> Cushman 00:21:39.780 --> 00:21:39.790 align:start position:0% the street working at a Cushman 00:21:39.790 --> 00:21:42.420 align:start position:0% the street working at a Cushman Wakefield<00:21:40.240> early<00:21:40.860> he's<00:21:41.860> a<00:21:41.890> great<00:21:42.130> employee 00:21:42.420 --> 00:21:42.430 align:start position:0% Wakefield early he's a great employee 00:21:42.430 --> 00:21:45.390 align:start position:0% Wakefield early he's a great employee you<00:21:43.180> know<00:21:43.210> we<00:21:43.450> love<00:21:44.380> him<00:21:44.620> we<00:21:44.830> take<00:21:45.040> care<00:21:45.190> of<00:21:45.310> him 00:21:45.390 --> 00:21:45.400 align:start position:0% you know we love him we take care of him 00:21:45.400 --> 00:21:47.490 align:start position:0% you know we love him we take care of him he's<00:21:45.520> been<00:21:45.670> with<00:21:45.790> us<00:21:45.880> for<00:21:45.940> five<00:21:46.240> years<00:21:46.500> they 00:21:47.490 --> 00:21:47.500 align:start position:0% he's been with us for five years they 00:21:47.500 --> 00:21:50.430 align:start position:0% he's been with us for five years they gave<00:21:48.340> him<00:21:48.640> a<00:21:48.970> service<00:21:49.570> recognition<00:21:49.900> of<00:21:50.290> one 00:21:50.430 --> 00:21:50.440 align:start position:0% gave him a service recognition of one 00:21:50.440 --> 00:21:52.680 align:start position:0% gave him a service recognition of one right<00:21:50.890> so<00:21:51.370> he<00:21:51.460> was<00:21:51.580> in<00:21:51.700> the<00:21:51.850> second<00:21:52.390> page<00:21:52.510> of 00:21:52.680 --> 00:21:52.690 align:start position:0% right so he was in the second page of 00:21:52.690 --> 00:21:54.690 align:start position:0% right so he was in the second page of the<00:21:52.750> magazine<00:21:52.900> for<00:21:53.890> the<00:21:53.920> property<00:21:54.370> management 00:21:54.690 --> 00:21:54.700 align:start position:0% the magazine for the property management 00:21:54.700 --> 00:21:58.440 align:start position:0% the magazine for the property management industry<00:21:55.210> right<00:21:55.390> where<00:21:56.320> I<00:21:56.680> am<00:21:57.640> keeping<00:21:58.300> him 00:21:58.440 --> 00:21:58.450 align:start position:0% industry right where I am keeping him 00:21:58.450 --> 00:22:00.390 align:start position:0% industry right where I am keeping him happy<00:21:58.570> as<00:21:58.810> much<00:21:58.960> as<00:21:59.140> I<00:21:59.230> can<00:21:59.440> but<00:21:59.650> what<00:21:59.860> what<00:22:00.190> can 00:22:00.390 --> 00:22:00.400 align:start position:0% happy as much as I can but what what can 00:22:00.400 --> 00:22:02.910 align:start position:0% happy as much as I can but what what can what<00:22:00.820> can<00:22:00.910> we<00:22:01.090> you<00:22:01.840> know<00:22:01.870> talk<00:22:02.380> about<00:22:02.620> as<00:22:02.770> far 00:22:02.910 --> 00:22:02.920 align:start position:0% what can we you know talk about as far 00:22:02.920 --> 00:22:04.230 align:start position:0% what can we you know talk about as far as<00:22:03.070> what<00:22:03.340> are<00:22:03.370> things<00:22:03.610> that<00:22:03.730> you<00:22:03.940> guys<00:22:04.060> are 00:22:04.230 --> 00:22:04.240 align:start position:0% as what are things that you guys are 00:22:04.240 --> 00:22:06.360 align:start position:0% as what are things that you guys are doing<00:22:04.330> to<00:22:04.720> take<00:22:05.290> care<00:22:05.500> of<00:22:05.590> those<00:22:05.710> all-stars 00:22:06.360 --> 00:22:06.370 align:start position:0% doing to take care of those all-stars 00:22:06.370 --> 00:22:09.000 align:start position:0% doing to take care of those all-stars I'll<00:22:07.270> start<00:22:07.540> employees<00:22:07.810> that<00:22:07.990> you<00:22:08.650> start<00:22:08.890> to 00:22:09.000 --> 00:22:09.010 align:start position:0% I'll start employees that you start to 00:22:09.010 --> 00:22:11.310 align:start position:0% I'll start employees that you start to see<00:22:09.190> like<00:22:09.400> they're<00:22:10.180> not<00:22:10.330> they<00:22:10.900> started 00:22:11.310 --> 00:22:11.320 align:start position:0% see like they're not they started 00:22:11.320 --> 00:22:13.230 align:start position:0% see like they're not they started cleaning<00:22:11.500> they<00:22:12.400> helped<00:22:12.610> with<00:22:12.730> scheduling 00:22:13.230 --> 00:22:13.240 align:start position:0% cleaning they helped with scheduling 00:22:13.240 --> 00:22:15.960 align:start position:0% cleaning they helped with scheduling they<00:22:13.930> go<00:22:14.110> on<00:22:14.230> walkthroughs<00:22:14.800> they<00:22:15.430> know<00:22:15.610> supply 00:22:15.960 --> 00:22:15.970 align:start position:0% they go on walkthroughs they know supply 00:22:15.970 --> 00:22:19.110 align:start position:0% they go on walkthroughs they know supply inventory<00:22:17.160> other<00:22:18.160> than<00:22:18.400> a<00:22:18.430> title<00:22:18.730> what<00:22:19.060> are 00:22:19.110 --> 00:22:19.120 align:start position:0% inventory other than a title what are 00:22:19.120 --> 00:22:21.420 align:start position:0% inventory other than a title what are the<00:22:19.210> things<00:22:19.360> that<00:22:19.420> we<00:22:19.600> can<00:22:19.720> do<00:22:19.840> so<00:22:20.430> you're 00:22:21.420 --> 00:22:21.430 align:start position:0% the things that we can do so you're 00:22:21.430 --> 00:22:22.860 align:start position:0% the things that we can do so you're honest<00:22:21.700> I<00:22:21.760> think<00:22:21.820> one<00:22:22.060> of<00:22:22.120> the<00:22:22.270> benefits<00:22:22.450> of 00:22:22.860 --> 00:22:22.870 align:start position:0% honest I think one of the benefits of 00:22:22.870 --> 00:22:28.130 align:start position:0% honest I think one of the benefits of growing<00:22:24.150> decent<00:22:25.150> clip<00:22:25.390> is<00:22:26.610> you<00:22:27.610> create 00:22:28.130 --> 00:22:28.140 align:start position:0% growing decent clip is you create 00:22:28.140 --> 00:22:31.470 align:start position:0% growing decent clip is you create manager<00:22:29.140> roles<00:22:29.380> a<00:22:29.560> great<00:22:30.000> system<00:22:31.000> role<00:22:31.210> it 00:22:31.470 --> 00:22:31.480 align:start position:0% manager roles a great system role it 00:22:31.480 --> 00:22:33.990 align:start position:0% manager roles a great system role it creates<00:22:31.840> on<00:22:32.170> and<00:22:32.320> so<00:22:32.440> forth<00:22:32.680> right<00:22:32.890> and<00:22:33.280> so 00:22:33.990 --> 00:22:34.000 align:start position:0% creates on and so forth right and so 00:22:34.000 --> 00:22:38.180 align:start position:0% creates on and so forth right and so honestly<00:22:34.930> sometimes<00:22:35.350> it's<00:22:36.540> it's<00:22:37.540> hard<00:22:37.870> to 00:22:38.180 --> 00:22:38.190 align:start position:0% honestly sometimes it's it's hard to 00:22:38.190 --> 00:22:40.260 align:start position:0% honestly sometimes it's it's hard to pull<00:22:39.190> a<00:22:39.220> good<00:22:39.460> employee<00:22:39.820> away<00:22:40.000> from<00:22:40.180> the 00:22:40.260 --> 00:22:40.270 align:start position:0% pull a good employee away from the 00:22:40.270 --> 00:22:42.780 align:start position:0% pull a good employee away from the counter<00:22:41.040> because<00:22:42.040> we're<00:22:42.220> like<00:22:42.310> well<00:22:42.580> they're 00:22:42.780 --> 00:22:42.790 align:start position:0% counter because we're like well they're 00:22:42.790 --> 00:22:44.280 align:start position:0% counter because we're like well they're not<00:22:43.060> gonna<00:22:43.150> be<00:22:43.330> happy<00:22:43.480> if<00:22:43.600> I<00:22:43.720> pull<00:22:43.960> away<00:22:43.990> a<00:22:44.140> good 00:22:44.280 --> 00:22:44.290 align:start position:0% not gonna be happy if I pull away a good 00:22:44.290 --> 00:22:48.420 align:start position:0% not gonna be happy if I pull away a good employee<00:22:44.620> that's<00:22:45.100> my<00:22:45.250> situation<00:22:46.650> but<00:22:47.650> the 00:22:48.420 --> 00:22:48.430 align:start position:0% employee that's my situation but the 00:22:48.430 --> 00:22:51.240 align:start position:0% employee that's my situation but the reality<00:22:48.910> is<00:22:48.940> it<00:22:49.930> shouldn't<00:22:50.350> be<00:22:50.440> dependent<00:22:51.040> on 00:22:51.240 --> 00:22:51.250 align:start position:0% reality is it shouldn't be dependent on 00:22:51.250 --> 00:22:53.430 align:start position:0% reality is it shouldn't be dependent on the<00:22:51.550> employer<00:22:52.120> it<00:22:52.570> should<00:22:52.720> be<00:22:52.810> depending<00:22:53.200> on 00:22:53.430 --> 00:22:53.440 align:start position:0% the employer it should be depending on 00:22:53.440 --> 00:22:55.740 align:start position:0% the employer it should be depending on your<00:22:53.650> systems<00:22:54.280> and<00:22:54.460> their<00:22:54.580> training<00:22:55.090> you 00:22:55.740 --> 00:22:55.750 align:start position:0% your systems and their training you 00:22:55.750 --> 00:22:57.240 align:start position:0% your systems and their training you should<00:22:55.990> be<00:22:56.170> able<00:22:56.230> to<00:22:56.350> get<00:22:56.530> another<00:22:56.770> employee 00:22:57.240 --> 00:22:57.250 align:start position:0% should be able to get another employee 00:22:57.250 --> 00:23:02.460 align:start position:0% should be able to get another employee and<00:22:57.660> train<00:22:58.660> em<00:22:59.190> pretty<00:23:00.190> close<00:23:00.460> to<00:23:01.080> to<00:23:02.080> perform 00:23:02.460 --> 00:23:02.470 align:start position:0% and train em pretty close to to perform 00:23:02.470 --> 00:23:04.470 align:start position:0% and train em pretty close to to perform so<00:23:02.620> same<00:23:02.830> level<00:23:03.280> right<00:23:03.550> and<00:23:03.790> then<00:23:04.330> you<00:23:04.420> should 00:23:04.470 --> 00:23:04.480 align:start position:0% so same level right and then you should 00:23:04.480 --> 00:23:05.880 align:start position:0% so same level right and then you should be<00:23:04.660> able<00:23:04.720> to<00:23:04.810> take<00:23:04.900> that<00:23:05.140> important<00:23:05.650> form<00:23:05.800> all 00:23:05.880 --> 00:23:05.890 align:start position:0% be able to take that important form all 00:23:05.890 --> 00:23:07.770 align:start position:0% be able to take that important form all right<00:23:06.280> because<00:23:06.940> otherwise<00:23:07.150> you<00:23:07.390> don't<00:23:07.540> have<00:23:07.750> a 00:23:07.770 --> 00:23:07.780 align:start position:0% right because otherwise you don't have a 00:23:07.780 --> 00:23:09.360 align:start position:0% right because otherwise you don't have a sustainable<00:23:08.290> model<00:23:08.470> and<00:23:08.740> you<00:23:08.830> can't<00:23:09.130> really 00:23:09.360 --> 00:23:09.370 align:start position:0% sustainable model and you can't really 00:23:09.370 --> 00:23:12.090 align:start position:0% sustainable model and you can't really see<00:23:09.610> it<00:23:09.730> okay<00:23:10.210> so<00:23:10.930> that's<00:23:11.170> I<00:23:11.500> guess<00:23:11.890> that's<00:23:12.040> the 00:23:12.090 --> 00:23:12.100 align:start position:0% see it okay so that's I guess that's the 00:23:12.100 --> 00:23:15.060 align:start position:0% see it okay so that's I guess that's the way<00:23:12.250> I<00:23:12.280> try<00:23:12.550> to<00:23:12.760> think<00:23:12.910> about<00:23:13.000> it<00:23:13.830> because<00:23:14.830> it 00:23:15.060 --> 00:23:15.070 align:start position:0% way I try to think about it because it 00:23:15.070 --> 00:23:17.760 align:start position:0% way I try to think about it because it the<00:23:15.370> reality<00:23:15.850> is<00:23:15.970> if<00:23:16.180> you<00:23:16.210> don't<00:23:16.720> then<00:23:17.230> you're 00:23:17.760 --> 00:23:17.770 align:start position:0% the reality is if you don't then you're 00:23:17.770 --> 00:23:20.160 align:start position:0% the reality is if you don't then you're almost<00:23:17.950> penalizing<00:23:18.790> the<00:23:19.510> employer<00:23:19.870> for<00:23:19.990> doing 00:23:20.160 --> 00:23:20.170 align:start position:0% almost penalizing the employer for doing 00:23:20.170 --> 00:23:21.720 align:start position:0% almost penalizing the employer for doing such<00:23:20.290> a<00:23:20.320> good<00:23:20.500> job<00:23:20.560> does<00:23:20.890> not<00:23:20.920> be<00:23:21.160> stopped<00:23:21.580> he's 00:23:21.720 --> 00:23:21.730 align:start position:0% such a good job does not be stopped he's 00:23:21.730 --> 00:23:24.420 align:start position:0% such a good job does not be stopped he's still<00:23:21.910> getting<00:23:22.030> to<00:23:22.210> know<00:23:22.240> which<00:23:23.230> is<00:23:23.410> me<00:23:24.370> it 00:23:24.420 --> 00:23:24.430 align:start position:0% still getting to know which is me it 00:23:24.430 --> 00:23:26.340 align:start position:0% still getting to know which is me it really<00:23:24.520> doesn't<00:23:24.820> make<00:23:24.910> sense 00:23:26.340 --> 00:23:26.350 align:start position:0% really doesn't make sense 00:23:26.350 --> 00:23:28.380 align:start position:0% really doesn't make sense I<00:23:26.380> mean<00:23:26.710> being<00:23:26.950> able<00:23:27.160> to<00:23:27.310> replace<00:23:27.730> yourself<00:23:27.910> as 00:23:28.380 --> 00:23:28.390 align:start position:0% I mean being able to replace yourself as 00:23:28.390 --> 00:23:31.380 align:start position:0% I mean being able to replace yourself as the<00:23:28.510> number<00:23:28.780> one<00:23:29.020> way<00:23:29.770> to<00:23:29.800> girl<00:23:30.130> I<00:23:30.910> don't<00:23:31.240> know 00:23:31.380 --> 00:23:31.390 align:start position:0% the number one way to girl I don't know 00:23:31.390 --> 00:23:32.040 align:start position:0% the number one way to girl I don't know what<00:23:31.570> I<00:23:31.600> mean 00:23:32.040 --> 00:23:32.050 align:start position:0% what I mean 00:23:32.050 --> 00:23:34.410 align:start position:0% what I mean you<00:23:32.410> know<00:23:32.500> we're<00:23:32.710> in<00:23:32.740> a<00:23:32.830> severe<00:23:33.190> complement<00:23:33.820> at 00:23:34.410 --> 00:23:34.420 align:start position:0% you know we're in a severe complement at 00:23:34.420 --> 00:23:36.420 align:start position:0% you know we're in a severe complement at a<00:23:34.450> point<00:23:34.660> right<00:23:34.840> now<00:23:34.900> where<00:23:35.080> you<00:23:35.770> know<00:23:35.890> we<00:23:36.070> just 00:23:36.420 --> 00:23:36.430 align:start position:0% a point right now where you know we just 00:23:36.430 --> 00:23:38.940 align:start position:0% a point right now where you know we just we<00:23:37.390> had<00:23:37.540> to<00:23:37.660> do<00:23:37.780> this<00:23:37.900> so<00:23:37.960> I<00:23:38.200> just<00:23:38.320> hired<00:23:38.740> a<00:23:38.800> vice 00:23:38.940 --> 00:23:38.950 align:start position:0% we had to do this so I just hired a vice 00:23:38.950 --> 00:23:40.140 align:start position:0% we had to do this so I just hired a vice president<00:23:39.430> for<00:23:39.490> our<00:23:39.610> company 00:23:40.140 --> 00:23:40.150 align:start position:0% president for our company 00:23:40.150 --> 00:23:43.140 align:start position:0% president for our company I<00:23:40.180> can't<00:23:40.870> wait<00:23:41.080> because<00:23:41.470> he's<00:23:42.250> you<00:23:42.880> know<00:23:42.970> they 00:23:43.140 --> 00:23:43.150 align:start position:0% I can't wait because he's you know they 00:23:43.150 --> 00:23:44.340 align:start position:0% I can't wait because he's you know they always<00:23:43.390> say<00:23:43.540> if<00:23:43.630> you're<00:23:43.780> the<00:23:43.810> smartest<00:23:44.140> person 00:23:44.340 --> 00:23:44.350 align:start position:0% always say if you're the smartest person 00:23:44.350 --> 00:23:45.570 align:start position:0% always say if you're the smartest person in<00:23:44.530> your<00:23:44.620> company<00:23:44.800> then<00:23:45.220> you're<00:23:45.340> in<00:23:45.430> trouble 00:23:45.570 --> 00:23:45.580 align:start position:0% in your company then you're in trouble 00:23:45.580 --> 00:23:50.280 align:start position:0% in your company then you're in trouble right<00:23:45.880> well<00:23:46.950> this<00:23:47.950> this<00:23:48.490> guy<00:23:48.730> is<00:23:49.060> he<00:23:49.900> is<00:23:50.110> on 00:23:50.280 --> 00:23:50.290 align:start position:0% right well this this guy is he is on 00:23:50.290 --> 00:23:53.970 align:start position:0% right well this this guy is he is on point<00:23:50.590> and<00:23:51.400> we're<00:23:52.360> talking<00:23:52.680> sea<00:23:53.680> level 00:23:53.970 --> 00:23:53.980 align:start position:0% point and we're talking sea level 00:23:53.980 --> 00:23:56.160 align:start position:0% point and we're talking sea level employees<00:23:54.430> versus<00:23:54.940> cleaning<00:23:55.900> technician 00:23:56.160 --> 00:23:56.170 align:start position:0% employees versus cleaning technician 00:23:56.170 --> 00:23:58.470 align:start position:0% employees versus cleaning technician employees<00:23:56.740> in<00:23:56.980> all<00:23:57.130> stars<00:23:57.430> and<00:23:57.700> I<00:23:57.850> think<00:23:58.090> at 00:23:58.470 --> 00:23:58.480 align:start position:0% employees in all stars and I think at 00:23:58.480 --> 00:24:00.120 align:start position:0% employees in all stars and I think at that<00:23:58.780> level<00:23:59.050> and<00:23:59.410> no<00:23:59.500> matter<00:23:59.680> who<00:23:59.950> you're 00:24:00.120 --> 00:24:00.130 align:start position:0% that level and no matter who you're 00:24:00.130 --> 00:24:00.770 align:start position:0% that level and no matter who you're dealing<00:24:00.460> with 00:24:00.770 --> 00:24:00.780 align:start position:0% dealing with 00:24:00.780 --> 00:24:03.240 align:start position:0% dealing with you<00:24:01.780> have<00:24:02.050> to<00:24:02.230> do<00:24:02.470> what<00:24:02.650> you're<00:24:02.800> gonna<00:24:02.890> say 00:24:03.240 --> 00:24:03.250 align:start position:0% you have to do what you're gonna say 00:24:03.250 --> 00:24:07.070 align:start position:0% you have to do what you're gonna say you're<00:24:03.430> gonna<00:24:03.550> do<00:24:03.790> number<00:24:04.090> one<00:24:04.270> number<00:24:05.020> two 00:24:07.070 --> 00:24:07.080 align:start position:0% you're gonna do number one number two 00:24:07.080 --> 00:24:10.920 align:start position:0% you're gonna do number one number two money<00:24:08.080> tops<00:24:08.410> vs<00:24:09.100> walks<00:24:09.400> right<00:24:09.760> okay<00:24:10.690> and 00:24:10.920 --> 00:24:10.930 align:start position:0% money tops vs walks right okay and 00:24:10.930 --> 00:24:15.420 align:start position:0% money tops vs walks right okay and number<00:24:11.230> three<00:24:11.560> the<00:24:12.490> recognition<00:24:13.240> does<00:24:14.400> go<00:24:15.400> a 00:24:15.420 --> 00:24:15.430 align:start position:0% number three the recognition does go a 00:24:15.430 --> 00:24:18.210 align:start position:0% number three the recognition does go a long<00:24:15.550> way<00:24:15.940> okay<00:24:16.840> if<00:24:17.110> you're<00:24:17.650> gonna<00:24:17.770> promote 00:24:18.210 --> 00:24:18.220 align:start position:0% long way okay if you're gonna promote 00:24:18.220 --> 00:24:21.450 align:start position:0% long way okay if you're gonna promote somebody<00:24:18.580> in<00:24:18.880> pay<00:24:19.180> but<00:24:19.960> not<00:24:20.230> give<00:24:20.500> them<00:24:20.800> the 00:24:21.450 --> 00:24:21.460 align:start position:0% somebody in pay but not give them the 00:24:21.460 --> 00:24:24.540 align:start position:0% somebody in pay but not give them the authority<00:24:21.580> to<00:24:22.390> be<00:24:22.660> a<00:24:22.690> manager<00:24:23.320> and<00:24:23.470> to<00:24:23.920> make 00:24:24.540 --> 00:24:24.550 align:start position:0% authority to be a manager and to make 00:24:24.550 --> 00:24:28.440 align:start position:0% authority to be a manager and to make managerial<00:24:25.270> changes<00:24:25.780> and<00:24:26.080> and<00:24:27.000> empower<00:24:28.000> that 00:24:28.440 --> 00:24:28.450 align:start position:0% managerial changes and and empower that 00:24:28.450 --> 00:24:31.320 align:start position:0% managerial changes and and empower that person<00:24:29.200> to<00:24:29.800> do<00:24:29.950> to<00:24:30.280> make<00:24:30.460> the<00:24:30.610> hires<00:24:30.820> to<00:24:31.180> make 00:24:31.320 --> 00:24:31.330 align:start position:0% person to do to make the hires to make 00:24:31.330 --> 00:24:33.960 align:start position:0% person to do to make the hires to make the<00:24:31.480> fires<00:24:31.720> to<00:24:32.260> do<00:24:32.470> to<00:24:32.650> you<00:24:33.070> know<00:24:33.160> to<00:24:33.400> have<00:24:33.670> all 00:24:33.960 --> 00:24:33.970 align:start position:0% the fires to do to you know to have all 00:24:33.970 --> 00:24:36.780 align:start position:0% the fires to do to you know to have all those<00:24:34.090> responsibilities<00:24:35.370> you're<00:24:36.370> gonna<00:24:36.610> kind 00:24:36.780 --> 00:24:36.790 align:start position:0% those responsibilities you're gonna kind 00:24:36.790 --> 00:24:39.240 align:start position:0% those responsibilities you're gonna kind of<00:24:36.910> deflate<00:24:37.570> the<00:24:37.900> promotion<00:24:38.410> that<00:24:38.800> person 00:24:39.240 --> 00:24:39.250 align:start position:0% of deflate the promotion that person 00:24:39.250 --> 00:24:41.900 align:start position:0% of deflate the promotion that person that's<00:24:39.640> a<00:24:39.760> great<00:24:40.060> point<00:24:40.300> you<00:24:40.660> know<00:24:40.800> because 00:24:41.900 --> 00:24:41.910 align:start position:0% that's a great point you know because 00:24:41.910 --> 00:24:45.660 align:start position:0% that's a great point you know because then<00:24:42.910> they<00:24:43.030> feel<00:24:43.060> like<00:24:43.420> why<00:24:43.660> am<00:24:43.870> i<00:24:44.050> why<00:24:44.610> did<00:24:45.610> I 00:24:45.660 --> 00:24:45.670 align:start position:0% then they feel like why am i why did I 00:24:45.670 --> 00:24:47.280 align:start position:0% then they feel like why am i why did I get<00:24:45.730> promoted<00:24:46.000> or<00:24:46.420> why<00:24:46.570> did<00:24:46.690> I<00:24:46.750> get<00:24:46.930> this<00:24:47.050> new 00:24:47.280 --> 00:24:47.290 align:start position:0% get promoted or why did I get this new 00:24:47.290 --> 00:24:47.700 align:start position:0% get promoted or why did I get this new title 00:24:47.700 --> 00:24:47.710 align:start position:0% title 00:24:47.710 --> 00:24:51.090 align:start position:0% title I<00:24:48.100> have<00:24:48.400> authorities<00:24:49.230> not<00:24:50.230> that<00:24:50.470> it<00:24:50.650> could 00:24:51.090 --> 00:24:51.100 align:start position:0% I have authorities not that it could 00:24:51.100 --> 00:24:52.740 align:start position:0% I have authorities not that it could people<00:24:51.790> have<00:24:51.910> different<00:24:52.210> personalities 00:24:52.740 --> 00:24:52.750 align:start position:0% people have different personalities 00:24:52.750 --> 00:24:55.950 align:start position:0% people have different personalities people<00:24:52.780> people<00:24:53.710> operate<00:24:54.700> differently<00:24:55.180> but<00:24:55.420> if 00:24:55.950 --> 00:24:55.960 align:start position:0% people people operate differently but if 00:24:55.960 --> 00:24:57.840 align:start position:0% people people operate differently but if they<00:24:56.140> feel<00:24:56.380> they<00:24:56.560> have<00:24:56.590> no<00:24:56.770> authority<00:24:57.070> then 00:24:57.840 --> 00:24:57.850 align:start position:0% they feel they have no authority then 00:24:57.850 --> 00:25:01.580 align:start position:0% they feel they have no authority then it's<00:24:58.150> like<00:24:58.800> they<00:24:59.800> may<00:25:00.010> be<00:25:00.040> getting<00:25:00.460> the<00:25:00.550> money 00:25:01.580 --> 00:25:01.590 align:start position:0% it's like they may be getting the money 00:25:01.590 --> 00:25:05.250 align:start position:0% it's like they may be getting the money but<00:25:02.590> if<00:25:03.190> they<00:25:03.700> are<00:25:03.880> looking<00:25:04.150> for<00:25:04.570> inner<00:25:04.750> potion 00:25:05.250 --> 00:25:05.260 align:start position:0% but if they are looking for inner potion 00:25:05.260 --> 00:25:08.980 align:start position:0% but if they are looking for inner potion and<00:25:05.410> interpersonal<00:25:05.920> growth 00:25:08.980 --> 00:25:08.990 align:start position:0% 00:25:08.990 --> 00:25:11.960 align:start position:0% there's<00:25:09.990> nothing<00:25:10.500> less<00:25:10.770> deflating<00:25:11.490> than 00:25:11.960 --> 00:25:11.970 align:start position:0% there's nothing less deflating than 00:25:11.970 --> 00:25:12.919 align:start position:0% there's nothing less deflating than paying<00:25:12.210> him<00:25:12.360> the<00:25:12.480> money 00:25:12.919 --> 00:25:12.929 align:start position:0% paying him the money 00:25:12.929 --> 00:25:15.049 align:start position:0% paying him the money and<00:25:13.440> having<00:25:13.799> the<00:25:13.890> role<00:25:14.130> stay<00:25:14.460> to<00:25:14.520> save<00:25:14.789> that 00:25:15.049 --> 00:25:15.059 align:start position:0% and having the role stay to save that 00:25:15.059 --> 00:25:16.940 align:start position:0% and having the role stay to save that and<00:25:15.899> that's<00:25:16.080> something<00:25:16.320> that<00:25:16.529> we<00:25:16.679> had<00:25:16.860> to 00:25:16.940 --> 00:25:16.950 align:start position:0% and that's something that we had to 00:25:16.950 --> 00:25:19.039 align:start position:0% and that's something that we had to learn<00:25:17.120> because<00:25:18.120> you<00:25:18.450> know<00:25:18.539> coming<00:25:18.809> from<00:25:18.899> a 00:25:19.039 --> 00:25:19.049 align:start position:0% learn because you know coming from a 00:25:19.049 --> 00:25:21.289 align:start position:0% learn because you know coming from a family<00:25:19.200> business<00:25:19.620> it's<00:25:19.890> tough<00:25:20.159> to<00:25:20.549> get<00:25:20.760> the 00:25:21.289 --> 00:25:21.299 align:start position:0% family business it's tough to get the 00:25:21.299 --> 00:25:23.720 align:start position:0% family business it's tough to get the one<00:25:21.600> person<00:25:21.899> that<00:25:22.380> has<00:25:23.039> built<00:25:23.340> the<00:25:23.520> whole 00:25:23.720 --> 00:25:23.730 align:start position:0% one person that has built the whole 00:25:23.730 --> 00:25:26.750 align:start position:0% one person that has built the whole thing<00:25:24.260> to<00:25:25.260> be<00:25:25.409> able<00:25:25.500> to<00:25:25.679> let<00:25:26.010> go<00:25:26.039> a<00:25:26.279> little<00:25:26.490> bit 00:25:26.750 --> 00:25:26.760 align:start position:0% thing to be able to let go a little bit 00:25:26.760 --> 00:25:31.220 align:start position:0% thing to be able to let go a little bit and<00:25:27.500> give<00:25:28.500> the<00:25:28.860> power<00:25:29.100> to<00:25:29.309> someone<00:25:29.850> else<00:25:30.029> to<00:25:30.450> be 00:25:31.220 --> 00:25:31.230 align:start position:0% and give the power to someone else to be 00:25:31.230 --> 00:25:35.630 align:start position:0% and give the power to someone else to be able<00:25:31.320> to<00:25:31.640> you<00:25:32.640> know<00:25:32.669> be<00:25:33.210> in<00:25:34.070> authority<00:25:35.070> in<00:25:35.549> the 00:25:35.630 --> 00:25:35.640 align:start position:0% able to you know be in authority in the 00:25:35.640 --> 00:25:37.310 align:start position:0% able to you know be in authority in the company<00:25:36.000> family<00:25:36.539> business<00:25:36.840> is<00:25:36.960> a<00:25:36.990> whole<00:25:37.169> other 00:25:37.310 --> 00:25:37.320 align:start position:0% company family business is a whole other 00:25:37.320 --> 00:25:40.880 align:start position:0% company family business is a whole other episode<00:25:38.690> empowering<00:25:39.690> is<00:25:39.929> huge<00:25:40.140> you<00:25:40.740> know<00:25:40.860> I 00:25:40.880 --> 00:25:40.890 align:start position:0% episode empowering is huge you know I 00:25:40.890 --> 00:25:43.190 align:start position:0% episode empowering is huge you know I think<00:25:41.360> you<00:25:42.360> know<00:25:42.450> as<00:25:42.510> a<00:25:42.539> small<00:25:42.809> business<00:25:43.110> owner 00:25:43.190 --> 00:25:43.200 align:start position:0% think you know as a small business owner 00:25:43.200 --> 00:25:45.769 align:start position:0% think you know as a small business owner you<00:25:43.380> start<00:25:43.620> you<00:25:43.710> always<00:25:44.299> you<00:25:45.299> want<00:25:45.480> to<00:25:45.600> empower 00:25:45.769 --> 00:25:45.779 align:start position:0% you start you always you want to empower 00:25:45.779 --> 00:25:47.120 align:start position:0% you start you always you want to empower people<00:25:46.020> and<00:25:46.260> let<00:25:46.350> them<00:25:46.470> do<00:25:46.649> what<00:25:46.799> they<00:25:46.830> wanted 00:25:47.120 --> 00:25:47.130 align:start position:0% people and let them do what they wanted 00:25:47.130 --> 00:25:49.340 align:start position:0% people and let them do what they wanted to<00:25:47.190> but<00:25:47.370> you're<00:25:47.460> always<00:25:47.809> keeping<00:25:48.809> your<00:25:49.110> hand 00:25:49.340 --> 00:25:49.350 align:start position:0% to but you're always keeping your hand 00:25:49.350 --> 00:25:51.289 align:start position:0% to but you're always keeping your hand in<00:25:49.440> that<00:25:49.500> jar<00:25:49.770> for<00:25:49.799> some<00:25:50.159> reason<00:25:50.490> right<00:25:50.640> so<00:25:50.880> the 00:25:51.289 --> 00:25:51.299 align:start position:0% in that jar for some reason right so the 00:25:51.299 --> 00:25:53.149 align:start position:0% in that jar for some reason right so the one<00:25:51.480> thing<00:25:51.659> I've<00:25:51.840> taught<00:25:52.440> myself<00:25:52.649> and<00:25:53.010> just 00:25:53.149 --> 00:25:53.159 align:start position:0% one thing I've taught myself and just 00:25:53.159 --> 00:25:54.649 align:start position:0% one thing I've taught myself and just kind<00:25:53.460> of<00:25:53.490> keep<00:25:53.610> training<00:25:53.940> myself<00:25:54.120> to<00:25:54.360> do<00:25:54.539> is 00:25:54.649 --> 00:25:54.659 align:start position:0% kind of keep training myself to do is 00:25:54.659 --> 00:25:56.750 align:start position:0% kind of keep training myself to do is always<00:25:54.870> asking<00:25:55.440> them<00:25:55.559> what<00:25:56.190> would<00:25:56.340> you<00:25:56.490> do<00:25:56.640> for 00:25:56.750 --> 00:25:56.760 align:start position:0% always asking them what would you do for 00:25:56.760 --> 00:25:59.779 align:start position:0% always asking them what would you do for the<00:25:56.880> situation<00:25:57.890> because<00:25:58.890> 90%<00:25:59.399> of<00:25:59.429> the<00:25:59.520> time<00:25:59.669> I 00:25:59.779 --> 00:25:59.789 align:start position:0% the situation because 90% of the time I 00:25:59.789 --> 00:26:01.010 align:start position:0% the situation because 90% of the time I guarantee<00:26:00.149> it's<00:26:00.299> gonna<00:26:00.419> be<00:26:00.539> the<00:26:00.600> same<00:26:00.720> answer 00:26:01.010 --> 00:26:01.020 align:start position:0% guarantee it's gonna be the same answer 00:26:01.020 --> 00:26:02.659 align:start position:0% guarantee it's gonna be the same answer I'm<00:26:01.110> gonna<00:26:01.200> give<00:26:01.380> me<00:26:01.500> so<00:26:02.010> a<00:26:02.070> lot<00:26:02.309> of<00:26:02.429> the<00:26:02.520> guys 00:26:02.659 --> 00:26:02.669 align:start position:0% I'm gonna give me so a lot of the guys 00:26:02.669 --> 00:26:04.909 align:start position:0% I'm gonna give me so a lot of the guys allow<00:26:03.029> the<00:26:03.090> girls<00:26:03.419> now<00:26:03.659> everybody<00:26:04.350> is<00:26:04.649> now 00:26:04.909 --> 00:26:04.919 align:start position:0% allow the girls now everybody is now 00:26:04.919 --> 00:26:06.320 align:start position:0% allow the girls now everybody is now starting<00:26:05.370> to<00:26:05.399> think<00:26:05.640> on<00:26:05.789> their<00:26:05.909> own<00:26:06.000> so<00:26:06.149> we 00:26:06.320 --> 00:26:06.330 align:start position:0% starting to think on their own so we 00:26:06.330 --> 00:26:08.600 align:start position:0% starting to think on their own so we always<00:26:06.480> talk<00:26:06.750> about<00:26:07.039> think<00:26:08.039> independently 00:26:08.600 --> 00:26:08.610 align:start position:0% always talk about think independently 00:26:08.610 --> 00:26:10.940 align:start position:0% always talk about think independently right<00:26:09.029> what<00:26:09.480> would<00:26:09.630> you<00:26:09.750> do<00:26:09.929> it's<00:26:10.559> okay<00:26:10.799> if<00:26:10.860> you 00:26:10.940 --> 00:26:10.950 align:start position:0% right what would you do it's okay if you 00:26:10.950 --> 00:26:12.019 align:start position:0% right what would you do it's okay if you fail<00:26:11.220> it's<00:26:11.549> fine 00:26:12.019 --> 00:26:12.029 align:start position:0% fail it's fine 00:26:12.029 --> 00:26:14.779 align:start position:0% fail it's fine learn<00:26:12.240> from<00:26:12.419> it<00:26:12.539> and<00:26:12.720> move<00:26:12.899> on<00:26:13.049> so<00:26:13.409> for<00:26:13.950> us<00:26:14.070> you 00:26:14.779 --> 00:26:14.789 align:start position:0% learn from it and move on so for us you 00:26:14.789 --> 00:26:18.019 align:start position:0% learn from it and move on so for us you know<00:26:15.179> definitely<00:26:15.779> empowering<00:26:16.529> and<00:26:17.029> giving 00:26:18.019 --> 00:26:18.029 align:start position:0% know definitely empowering and giving 00:26:18.029 --> 00:26:19.460 align:start position:0% know definitely empowering and giving people<00:26:18.179> the<00:26:18.360> opportunity<00:26:19.110> because<00:26:19.260> at<00:26:19.350> the 00:26:19.460 --> 00:26:19.470 align:start position:0% people the opportunity because at the 00:26:19.470 --> 00:26:21.019 align:start position:0% people the opportunity because at the end<00:26:19.559> of<00:26:19.649> day<00:26:19.770> again<00:26:20.070> I<00:26:20.250> go<00:26:20.460> back<00:26:20.490> to<00:26:20.760> this<00:26:20.850> whole 00:26:21.019 --> 00:26:21.029 align:start position:0% end of day again I go back to this whole 00:26:21.029 --> 00:26:23.450 align:start position:0% end of day again I go back to this whole blue<00:26:21.240> collar<00:26:22.100> environment<00:26:23.100> blue<00:26:23.250> collar 00:26:23.450 --> 00:26:23.460 align:start position:0% blue collar environment blue collar 00:26:23.460 --> 00:26:25.250 align:start position:0% blue collar environment blue collar solution<00:26:23.970> now<00:26:24.539> people<00:26:24.779> that<00:26:24.899> come<00:26:25.049> walking 00:26:25.250 --> 00:26:25.260 align:start position:0% solution now people that come walking 00:26:25.260 --> 00:26:28.909 align:start position:0% solution now people that come walking through<00:26:25.409> that<00:26:25.559> door<00:26:26.390> have<00:26:27.390> they've<00:26:27.929> never 00:26:28.909 --> 00:26:28.919 align:start position:0% through that door have they've never 00:26:28.919 --> 00:26:30.560 align:start position:0% through that door have they've never been<00:26:29.100> given<00:26:29.279> opportunity<00:26:29.940> so<00:26:30.090> let's<00:26:30.240> just<00:26:30.480> be 00:26:30.560 --> 00:26:30.570 align:start position:0% been given opportunity so let's just be 00:26:30.570 --> 00:26:32.389 align:start position:0% been given opportunity so let's just be honest<00:26:30.929> right<00:26:31.140> and<00:26:31.620> so<00:26:31.740> it's<00:26:31.890> our<00:26:32.070> job<00:26:32.370> to 00:26:32.389 --> 00:26:32.399 align:start position:0% honest right and so it's our job to 00:26:32.399 --> 00:26:34.460 align:start position:0% honest right and so it's our job to understand<00:26:33.120> them<00:26:33.809> where<00:26:34.140> they're<00:26:34.260> coming 00:26:34.460 --> 00:26:34.470 align:start position:0% understand them where they're coming 00:26:34.470 --> 00:26:36.889 align:start position:0% understand them where they're coming from<00:26:34.590> be<00:26:35.399> patient<00:26:35.909> but<00:26:36.090> also<00:26:36.270> making<00:26:36.600> sure 00:26:36.889 --> 00:26:36.899 align:start position:0% from be patient but also making sure 00:26:36.899 --> 00:26:39.080 align:start position:0% from be patient but also making sure that<00:26:37.110> you<00:26:37.860> know<00:26:37.890> they're<00:26:38.159> they're<00:26:38.429> here<00:26:38.880> for 00:26:39.080 --> 00:26:39.090 align:start position:0% that you know they're they're here for 00:26:39.090 --> 00:26:40.880 align:start position:0% that you know they're they're here for the<00:26:39.149> long<00:26:39.299> term<00:26:39.570> and<00:26:40.200> also<00:26:40.590> what's<00:26:40.770> your 00:26:40.880 --> 00:26:40.890 align:start position:0% the long term and also what's your 00:26:40.890 --> 00:26:42.710 align:start position:0% the long term and also what's your vision<00:26:41.190> what<00:26:41.309> submission<00:26:41.700> would<00:26:41.880> exactly<00:26:42.450> is 00:26:42.710 --> 00:26:42.720 align:start position:0% vision what submission would exactly is 00:26:42.720 --> 00:26:44.060 align:start position:0% vision what submission would exactly is the<00:26:42.899> purpose<00:26:43.230> of<00:26:43.320> your<00:26:43.380> company<00:26:43.830> out<00:26:43.919> here 00:26:44.060 --> 00:26:44.070 align:start position:0% the purpose of your company out here 00:26:44.070 --> 00:26:45.649 align:start position:0% the purpose of your company out here because<00:26:44.159> it's<00:26:44.399> not<00:26:44.460> here<00:26:44.700> just<00:26:44.909> a<00:26:44.970> clean<00:26:45.179> all 00:26:45.649 --> 00:26:45.659 align:start position:0% because it's not here just a clean all 00:26:45.659 --> 00:26:46.039 align:start position:0% because it's not here just a clean all right 00:26:46.039 --> 00:26:46.049 align:start position:0% right 00:26:46.049 --> 00:26:48.500 align:start position:0% right so<00:26:46.559> as<00:26:47.309> long<00:26:47.460> as<00:26:47.520> you<00:26:47.669> portray<00:26:48.059> that<00:26:48.210> and<00:26:48.390> what 00:26:48.500 --> 00:26:48.510 align:start position:0% so as long as you portray that and what 00:26:48.510 --> 00:26:50.330 align:start position:0% so as long as you portray that and what your<00:26:48.630> company<00:26:48.779> is<00:26:49.020> doing<00:26:49.220> everybody<00:26:50.220> will 00:26:50.330 --> 00:26:50.340 align:start position:0% your company is doing everybody will 00:26:50.340 --> 00:26:52.250 align:start position:0% your company is doing everybody will fall<00:26:50.520> on<00:26:50.669> board<00:26:50.909> last<00:26:51.390> year<00:26:51.600> for<00:26:51.840> us<00:26:51.960> we<00:26:52.169> were 00:26:52.250 --> 00:26:52.260 align:start position:0% fall on board last year for us we were 00:26:52.260 --> 00:26:53.930 align:start position:0% fall on board last year for us we were trying<00:26:52.500> to<00:26:52.590> scale<00:26:52.770> it<00:26:52.950> one<00:26:53.130> dress 00:26:53.930 --> 00:26:53.940 align:start position:0% trying to scale it one dress 00:26:53.940 --> 00:26:56.150 align:start position:0% trying to scale it one dress I<00:26:53.970> learned<00:26:54.780> a<00:26:54.840> lot<00:26:54.930> the<00:26:55.560> company<00:26:56.010> to<00:26:56.070> learn 00:26:56.150 --> 00:26:56.160 align:start position:0% I learned a lot the company to learn 00:26:56.160 --> 00:26:57.440 align:start position:0% I learned a lot the company to learn about<00:26:56.370> you<00:26:56.700> know<00:26:56.820> we're<00:26:57.030> trying<00:26:57.270> to<00:26:57.330> go<00:26:57.420> a 00:26:57.440 --> 00:26:57.450 align:start position:0% about you know we're trying to go a 00:26:57.450 --> 00:26:59.090 align:start position:0% about you know we're trying to go a little<00:26:57.570> too<00:26:57.750> top-heavy<00:26:57.990> but<00:26:58.740> as<00:26:58.830> they<00:26:58.950> always 00:26:59.090 --> 00:26:59.100 align:start position:0% little too top-heavy but as they always 00:26:59.100 --> 00:27:01.430 align:start position:0% little too top-heavy but as they always say<00:26:59.250> you<00:26:59.940> know<00:27:00.030> get<00:27:00.300> better<00:27:00.630> before<00:27:01.050> you<00:27:01.290> get 00:27:01.430 --> 00:27:01.440 align:start position:0% say you know get better before you get 00:27:01.440 --> 00:27:03.230 align:start position:0% say you know get better before you get bigger<00:27:01.710> and<00:27:02.100> by<00:27:02.280> getting<00:27:02.520> better<00:27:02.820> it's<00:27:03.090> by 00:27:03.230 --> 00:27:03.240 align:start position:0% bigger and by getting better it's by 00:27:03.240 --> 00:27:05.420 align:start position:0% bigger and by getting better it's by empowering<00:27:03.810> your<00:27:04.140> employees<00:27:04.350> investing<00:27:05.280> in<00:27:05.370> a 00:27:05.420 --> 00:27:05.430 align:start position:0% empowering your employees investing in a 00:27:05.430 --> 00:27:07.850 align:start position:0% empowering your employees investing in a training<00:27:05.700> your<00:27:05.880> employees<00:27:05.910> suit<00:27:06.870> exactly 00:27:07.850 --> 00:27:07.860 align:start position:0% training your employees suit exactly 00:27:07.860 --> 00:27:10.160 align:start position:0% training your employees suit exactly processes<00:27:08.520> systems<00:27:08.820> and<00:27:09.570> making<00:27:09.900> sure<00:27:10.050> that 00:27:10.160 --> 00:27:10.170 align:start position:0% processes systems and making sure that 00:27:10.170 --> 00:27:11.750 align:start position:0% processes systems and making sure that everybody's<00:27:10.650> set<00:27:10.800> up<00:27:10.890> for<00:27:11.070> success<00:27:11.370> yeah 00:27:11.750 --> 00:27:11.760 align:start position:0% everybody's set up for success yeah 00:27:11.760 --> 00:27:13.970 align:start position:0% everybody's set up for success yeah that's<00:27:12.120> a<00:27:12.240> great<00:27:12.390> another<00:27:13.380> good<00:27:13.620> segue<00:27:13.950> right 00:27:13.970 --> 00:27:13.980 align:start position:0% that's a great another good segue right 00:27:13.980 --> 00:27:16.360 align:start position:0% that's a great another good segue right because<00:27:14.340> I<00:27:14.370> want<00:27:14.790> to<00:27:14.850> talk<00:27:14.940> about<00:27:15.090> culture<00:27:15.570> but 00:27:16.360 --> 00:27:16.370 align:start position:0% because I want to talk about culture but 00:27:16.370 --> 00:27:19.550 align:start position:0% because I want to talk about culture but the<00:27:17.370> empowerment<00:27:17.970> part<00:27:18.180> that's<00:27:19.110> something 00:27:19.550 --> 00:27:19.560 align:start position:0% the empowerment part that's something 00:27:19.560 --> 00:27:21.560 align:start position:0% the empowerment part that's something that<00:27:19.710> it's<00:27:20.160> it's<00:27:20.400> big<00:27:20.700> with<00:27:20.850> me<00:27:21.000> well<00:27:21.240> I<00:27:21.270> have<00:27:21.540> a 00:27:21.560 --> 00:27:21.570 align:start position:0% that it's it's big with me well I have a 00:27:21.570 --> 00:27:22.940 align:start position:0% that it's it's big with me well I have a lot<00:27:21.690> of<00:27:21.810> family<00:27:22.080> that<00:27:22.260> works<00:27:22.440> in<00:27:22.590> my<00:27:22.650> business 00:27:22.940 --> 00:27:22.950 align:start position:0% lot of family that works in my business 00:27:22.950 --> 00:27:26.270 align:start position:0% lot of family that works in my business right<00:27:23.130> but<00:27:23.510> the<00:27:24.510> when<00:27:25.170> you<00:27:25.350> let<00:27:25.650> somebody<00:27:25.920> own 00:27:26.270 --> 00:27:26.280 align:start position:0% right but the when you let somebody own 00:27:26.280 --> 00:27:28.070 align:start position:0% right but the when you let somebody own something<00:27:26.760> like<00:27:27.060> the<00:27:27.390> question<00:27:27.780> right<00:27:27.900> he 00:27:28.070 --> 00:27:28.080 align:start position:0% something like the question right he 00:27:28.080 --> 00:27:30.620 align:start position:0% something like the question right he also<00:27:28.260> if<00:27:28.830> you<00:27:29.100> ask<00:27:29.370> the<00:27:29.670> employee<00:27:30.030> what<00:27:30.450> would 00:27:30.620 --> 00:27:30.630 align:start position:0% also if you ask the employee what would 00:27:30.630 --> 00:27:35.660 align:start position:0% also if you ask the employee what would you<00:27:30.780> do<00:27:30.990> like<00:27:31.170> you<00:27:31.380> said<00:27:33.380> but<00:27:34.380> yeah<00:27:34.800> you<00:27:35.370> asking 00:27:35.660 --> 00:27:35.670 align:start position:0% you do like you said but yeah you asking 00:27:35.670 --> 00:27:38.990 align:start position:0% you do like you said but yeah you asking me<00:27:35.760> yeah<00:27:36.450> like<00:27:36.960> here<00:27:37.920> let's<00:27:38.250> let's<00:27:38.670> put<00:27:38.910> this 00:27:38.990 --> 00:27:39.000 align:start position:0% me yeah like here let's let's put this 00:27:39.000 --> 00:27:39.590 align:start position:0% me yeah like here let's let's put this on<00:27:39.120> a<00:27:39.150> whiteboard 00:27:39.590 --> 00:27:39.600 align:start position:0% on a whiteboard 00:27:39.600 --> 00:27:41.450 align:start position:0% on a whiteboard let's<00:27:39.720> whiteboard<00:27:40.110> this<00:27:40.290> session<00:27:40.470> and<00:27:40.860> talk 00:27:41.450 --> 00:27:41.460 align:start position:0% let's whiteboard this session and talk 00:27:41.460 --> 00:27:42.860 align:start position:0% let's whiteboard this session and talk about<00:27:41.580> what<00:27:41.820> would<00:27:41.970> you<00:27:42.120> do<00:27:42.240> in<00:27:42.360> this<00:27:42.420> position 00:27:42.860 --> 00:27:42.870 align:start position:0% about what would you do in this position 00:27:42.870 --> 00:27:45.350 align:start position:0% about what would you do in this position to<00:27:43.170> help<00:27:43.410> the<00:27:43.560> company<00:27:43.920> they<00:27:44.790> start<00:27:45.060> to<00:27:45.180> feel 00:27:45.350 --> 00:27:45.360 align:start position:0% to help the company they start to feel 00:27:45.360 --> 00:27:47.840 align:start position:0% to help the company they start to feel ownership<00:27:45.660> that's<00:27:46.370> getting<00:27:47.370> into<00:27:47.490> culture 00:27:47.840 --> 00:27:47.850 align:start position:0% ownership that's getting into culture 00:27:47.850 --> 00:27:48.740 align:start position:0% ownership that's getting into culture now<00:27:47.970> right<00:27:48.150> I<00:27:48.180> want<00:27:48.420> to<00:27:48.450> talk<00:27:48.570> about 00:27:48.740 --> 00:27:48.750 align:start position:0% now right I want to talk about 00:27:48.750 --> 00:27:51.620 align:start position:0% now right I want to talk about everybody's<00:27:49.230> cultures<00:27:49.620> for<00:27:50.130> me<00:27:50.340> is<00:27:50.730> giving 00:27:51.620 --> 00:27:51.630 align:start position:0% everybody's cultures for me is giving 00:27:51.630 --> 00:27:53.690 align:start position:0% everybody's cultures for me is giving people<00:27:51.660> roles<00:27:52.440> and<00:27:52.710> responsibilities<00:27:53.460> that 00:27:53.690 --> 00:27:53.700 align:start position:0% people roles and responsibilities that 00:27:53.700 --> 00:27:56.780 align:start position:0% people roles and responsibilities that own<00:27:53.970> their<00:27:54.630> department<00:27:55.170> or<00:27:55.230> own<00:27:55.560> that<00:27:56.370> skill 00:27:56.780 --> 00:27:56.790 align:start position:0% own their department or own that skill 00:27:56.790 --> 00:27:58.490 align:start position:0% own their department or own that skill set<00:27:56.820> that<00:27:57.030> they're<00:27:57.300> in<00:27:57.420> charge<00:27:57.540> of<00:27:57.750> I've<00:27:58.290> got<00:27:58.470> a 00:27:58.490 --> 00:27:58.500 align:start position:0% set that they're in charge of I've got a 00:27:58.500 --> 00:27:59.750 align:start position:0% set that they're in charge of I've got a flora<00:27:58.770> Department<00:27:59.250> I've<00:27:59.370> got<00:27:59.490> a<00:27:59.520> post 00:27:59.750 --> 00:27:59.760 align:start position:0% flora Department I've got a post 00:27:59.760 --> 00:28:01.490 align:start position:0% flora Department I've got a post construction<00:28:00.240> Department<00:28:00.690> these<00:28:01.320> guys 00:28:01.490 --> 00:28:01.500 align:start position:0% construction Department these guys 00:28:01.500 --> 00:28:05.990 align:start position:0% construction Department these guys operate<00:28:02.840> cohesively<00:28:03.840> on<00:28:04.260> their<00:28:04.650> own<00:28:04.830> I<00:28:05.190> may 00:28:05.990 --> 00:28:06.000 align:start position:0% operate cohesively on their own I may 00:28:06.000 --> 00:28:07.970 align:start position:0% operate cohesively on their own I may step<00:28:06.360> in<00:28:06.540> every<00:28:06.840> couple<00:28:07.350> weeks<00:28:07.380> just<00:28:07.680> to<00:28:07.830> say 00:28:07.970 --> 00:28:07.980 align:start position:0% step in every couple weeks just to say 00:28:07.980 --> 00:28:10.970 align:start position:0% step in every couple weeks just to say hey<00:28:08.100> what's<00:28:08.310> going<00:28:08.520> on<00:28:09.380> looks<00:28:10.380> like<00:28:10.530> good 00:28:10.970 --> 00:28:10.980 align:start position:0% hey what's going on looks like good 00:28:10.980 --> 00:28:13.730 align:start position:0% hey what's going on looks like good numbers<00:28:11.370> look<00:28:11.550> good<00:28:11.730> yeah<00:28:12.110> but<00:28:13.110> they<00:28:13.230> own<00:28:13.470> it 00:28:13.730 --> 00:28:13.740 align:start position:0% numbers look good yeah but they own it 00:28:13.740 --> 00:28:15.590 align:start position:0% numbers look good yeah but they own it they<00:28:14.040> sit<00:28:14.340> there<00:28:14.490> they<00:28:14.610> do<00:28:14.760> their<00:28:14.910> own<00:28:14.940> 10<00:28:15.240> 15 00:28:15.590 --> 00:28:15.600 align:start position:0% they sit there they do their own 10 15 00:28:15.600 --> 00:28:17.840 align:start position:0% they sit there they do their own 10 15 min<00:28:15.690> Apollo<00:28:15.960> they<00:28:16.380> have<00:28:16.470> an<00:28:16.560> agenda<00:28:16.680> they<00:28:17.520> send 00:28:17.840 --> 00:28:17.850 align:start position:0% min Apollo they have an agenda they send 00:28:17.850 --> 00:28:19.400 align:start position:0% min Apollo they have an agenda they send the<00:28:17.940> agenda<00:28:18.330> to<00:28:18.450> us<00:28:18.570> in<00:28:18.720> an<00:28:18.840> email<00:28:18.960> it's<00:28:19.260> like 00:28:19.400 --> 00:28:19.410 align:start position:0% the agenda to us in an email it's like 00:28:19.410 --> 00:28:22.640 align:start position:0% the agenda to us in an email it's like it's<00:28:20.310> amazing<00:28:20.790> actually<00:28:21.150> to<00:28:21.330> let<00:28:21.510> them<00:28:21.750> kind 00:28:22.640 --> 00:28:22.650 align:start position:0% it's amazing actually to let them kind 00:28:22.650 --> 00:28:24.920 align:start position:0% it's amazing actually to let them kind of<00:28:22.710> spread<00:28:22.980> their<00:28:23.160> wings<00:28:23.340> and<00:28:23.640> say<00:28:23.820> and<00:28:24.810> this 00:28:24.920 --> 00:28:24.930 align:start position:0% of spread their wings and say and this 00:28:24.930 --> 00:28:26.420 align:start position:0% of spread their wings and say and this is<00:28:24.990> one<00:28:25.230> thing<00:28:25.440> I<00:28:25.560> you<00:28:25.770> know<00:28:25.890> I<00:28:25.950> hope<00:28:26.160> you<00:28:26.280> guys 00:28:26.420 --> 00:28:26.430 align:start position:0% is one thing I you know I hope you guys 00:28:26.430 --> 00:28:29.060 align:start position:0% is one thing I you know I hope you guys do<00:28:26.610> this<00:28:26.790> too<00:28:26.970> but<00:28:27.150> I<00:28:27.210> tell<00:28:27.600> them<00:28:27.780> if<00:28:28.560> shit<00:28:28.920> hit 00:28:29.060 --> 00:28:29.070 align:start position:0% do this too but I tell them if shit hit 00:28:29.070 --> 00:28:31.760 align:start position:0% do this too but I tell them if shit hit the<00:28:29.100> fan<00:28:29.190> and<00:28:29.960> the<00:28:30.960> janitorial<00:28:31.500> Department 00:28:31.760 --> 00:28:31.770 align:start position:0% the fan and the janitorial Department 00:28:31.770 --> 00:28:34.460 align:start position:0% the fan and the janitorial Department fell<00:28:32.610> apart<00:28:32.910> and<00:28:33.180> closed<00:28:33.480> because<00:28:34.170> your 00:28:34.460 --> 00:28:34.470 align:start position:0% fell apart and closed because your 00:28:34.470 --> 00:28:36.860 align:start position:0% fell apart and closed because your department<00:28:34.980> that<00:28:35.880> likes<00:28:36.150> could<00:28:36.600> you<00:28:36.720> guys 00:28:36.860 --> 00:28:36.870 align:start position:0% department that likes could you guys 00:28:36.870 --> 00:28:40.070 align:start position:0% department that likes could you guys operate<00:28:37.230> on<00:28:37.380> your<00:28:37.500> own<00:28:38.570> they're<00:28:39.570> confident 00:28:40.070 --> 00:28:40.080 align:start position:0% operate on your own they're confident 00:28:40.080 --> 00:28:43.460 align:start position:0% operate on your own they're confident yeah<00:28:40.530> we<00:28:41.360> need<00:28:42.360> you<00:28:42.390> Rick<00:28:42.660> you<00:28:42.960> need<00:28:43.080> support 00:28:43.460 --> 00:28:43.470 align:start position:0% yeah we need you Rick you need support 00:28:43.470 --> 00:28:45.980 align:start position:0% yeah we need you Rick you need support but<00:28:44.220> we<00:28:44.400> got<00:28:44.580> it<00:28:44.730> you<00:28:45.030> could<00:28:45.180> actually<00:28:45.210> keep 00:28:45.980 --> 00:28:45.990 align:start position:0% but we got it you could actually keep 00:28:45.990 --> 00:28:47.810 align:start position:0% but we got it you could actually keep going<00:28:46.500> on<00:28:46.620> our<00:28:46.680> own<00:28:46.950> so<00:28:47.310> I<00:28:47.340> feel<00:28:47.520> like<00:28:47.670> that's 00:28:47.810 --> 00:28:47.820 align:start position:0% going on our own so I feel like that's 00:28:47.820 --> 00:28:51.260 align:start position:0% going on our own so I feel like that's now<00:28:48.390> leaning<00:28:48.600> into<00:28:48.900> culture<00:28:49.830> is<00:28:50.120> what<00:28:51.120> are<00:28:51.180> you 00:28:51.260 --> 00:28:51.270 align:start position:0% now leaning into culture is what are you 00:28:51.270 --> 00:28:52.910 align:start position:0% now leaning into culture is what are you guys<00:28:51.480> doing<00:28:51.810> differently<00:28:52.200> what<00:28:52.710> are<00:28:52.770> you<00:28:52.830> guys 00:28:52.910 --> 00:28:52.920 align:start position:0% guys doing differently what are you guys 00:28:52.920 --> 00:28:54.400 align:start position:0% guys doing differently what are you guys doing<00:28:53.340> to<00:28:53.730> improve<00:28:53.880> your 00:28:54.400 --> 00:28:54.410 align:start position:0% doing to improve your 00:28:54.410 --> 00:29:12.190 align:start position:0% doing to improve your culture<00:28:54.710> I<00:28:54.860> see<00:28:55.100> a<00:28:55.130> lot<00:28:55.310> of<00:29:10.930> culture<00:29:11.930> of<00:29:12.080> the 00:29:12.190 --> 00:29:12.200 align:start position:0% culture I see a lot of culture of the 00:29:12.200 --> 00:29:15.040 align:start position:0% culture I see a lot of culture of the company<00:29:12.470> what<00:29:13.160> are<00:29:13.190> we<00:29:13.340> all<00:29:13.460> doing<00:29:13.490> oh<00:29:14.050> not 00:29:15.040 --> 00:29:15.050 align:start position:0% company what are we all doing oh not 00:29:15.050 --> 00:29:16.180 align:start position:0% company what are we all doing oh not that<00:29:15.200> we<00:29:15.320> have<00:29:15.410> to<00:29:15.470> be<00:29:15.620> doing<00:29:15.830> different 00:29:16.180 --> 00:29:16.190 align:start position:0% that we have to be doing different 00:29:16.190 --> 00:29:18.160 align:start position:0% that we have to be doing different things<00:29:16.370> but<00:29:16.520> what<00:29:16.670> are<00:29:16.760> we<00:29:16.790> doing<00:29:17.110> everybody 00:29:18.160 --> 00:29:18.170 align:start position:0% things but what are we doing everybody 00:29:18.170 --> 00:29:21.490 align:start position:0% things but what are we doing everybody well<00:29:18.850> for<00:29:19.850> us<00:29:19.970> its<00:29:20.240> we're<00:29:21.170> getting<00:29:21.350> booked 00:29:21.490 --> 00:29:21.500 align:start position:0% well for us its we're getting booked 00:29:21.500 --> 00:29:23.320 align:start position:0% well for us its we're getting booked being<00:29:21.740> on<00:29:21.800> a<00:29:21.830> smaller<00:29:22.160> site<00:29:22.460> so<00:29:22.970> we<00:29:23.090> have<00:29:23.240> to 00:29:23.320 --> 00:29:23.330 align:start position:0% being on a smaller site so we have to 00:29:23.330 --> 00:29:25.050 align:start position:0% being on a smaller site so we have to get<00:29:23.480> we<00:29:24.020> have<00:29:24.170> to<00:29:24.260> get<00:29:24.350> it<00:29:24.440> right<00:29:24.470> now<00:29:24.740> right 00:29:25.050 --> 00:29:25.060 align:start position:0% get we have to get it right now right 00:29:25.060 --> 00:29:27.130 align:start position:0% get we have to get it right now right being<00:29:26.060> a<00:29:26.150> smaller<00:29:26.390> firm<00:29:26.660> on<00:29:26.870> the<00:29:26.930> thirty 00:29:27.130 --> 00:29:27.140 align:start position:0% being a smaller firm on the thirty 00:29:27.140 --> 00:29:31.330 align:start position:0% being a smaller firm on the thirty people<00:29:27.380> but<00:29:27.730> for<00:29:28.730> us<00:29:28.940> now<00:29:29.240> is<00:29:29.600> is<00:29:30.380> we<00:29:31.010> always 00:29:31.330 --> 00:29:31.340 align:start position:0% people but for us now is is we always 00:29:31.340 --> 00:29:33.850 align:start position:0% people but for us now is is we always say<00:29:31.490> we're<00:29:31.670> cleaning<00:29:31.910> that<00:29:32.120> cares<00:29:32.360> right<00:29:32.870> and 00:29:33.850 --> 00:29:33.860 align:start position:0% say we're cleaning that cares right and 00:29:33.860 --> 00:29:35.380 align:start position:0% say we're cleaning that cares right and the<00:29:33.950> one<00:29:34.100> thing<00:29:34.310> that<00:29:34.460> we<00:29:34.580> do<00:29:34.760> in-house<00:29:35.120> now 00:29:35.380 --> 00:29:35.390 align:start position:0% the one thing that we do in-house now 00:29:35.390 --> 00:29:37.060 align:start position:0% the one thing that we do in-house now never<00:29:35.630> and<00:29:35.840> I'm<00:29:35.930> really<00:29:36.350> hunkering<00:29:36.800> down<00:29:36.920> and 00:29:37.060 --> 00:29:37.070 align:start position:0% never and I'm really hunkering down and 00:29:37.070 --> 00:29:39.070 align:start position:0% never and I'm really hunkering down and really<00:29:37.400> pushing<00:29:37.790> is<00:29:38.000> is<00:29:38.600> you<00:29:38.780> have<00:29:38.810> the 00:29:39.070 --> 00:29:39.080 align:start position:0% really pushing is is you have the 00:29:39.080 --> 00:29:41.080 align:start position:0% really pushing is is you have the character<00:29:39.440> you<00:29:40.190> have<00:29:40.310> to<00:29:40.460> communicate<00:29:40.970> with 00:29:41.080 --> 00:29:41.090 align:start position:0% character you have to communicate with 00:29:41.090 --> 00:29:43.660 align:start position:0% character you have to communicate with each<00:29:41.240> other<00:29:41.360> right<00:29:42.050> it's<00:29:42.800> very<00:29:43.070> important<00:29:43.580> you 00:29:43.660 --> 00:29:43.670 align:start position:0% each other right it's very important you 00:29:43.670 --> 00:29:45.820 align:start position:0% each other right it's very important you got<00:29:43.790> to<00:29:43.910> hold<00:29:44.000> each<00:29:44.180> other<00:29:44.360> accountable<00:29:44.830> right 00:29:45.820 --> 00:29:45.830 align:start position:0% got to hold each other accountable right 00:29:45.830 --> 00:29:46.990 align:start position:0% got to hold each other accountable right cuz<00:29:46.010> you're<00:29:46.130> not<00:29:46.220> gonna<00:29:46.310> have<00:29:46.520> a<00:29:46.550> set<00:29:46.790> of<00:29:46.880> eyes 00:29:46.990 --> 00:29:47.000 align:start position:0% cuz you're not gonna have a set of eyes 00:29:47.000 --> 00:29:48.730 align:start position:0% cuz you're not gonna have a set of eyes behind<00:29:47.390> you<00:29:47.570> at<00:29:47.810> all<00:29:47.960> times<00:29:48.230> to<00:29:48.410> see<00:29:48.590> what 00:29:48.730 --> 00:29:48.740 align:start position:0% behind you at all times to see what 00:29:48.740 --> 00:29:50.710 align:start position:0% behind you at all times to see what you're<00:29:48.890> doing<00:29:48.920> with<00:29:49.310> your<00:29:49.340> bodies<00:29:49.850> like<00:29:50.120> you 00:29:50.710 --> 00:29:50.720 align:start position:0% you're doing with your bodies like you 00:29:50.720 --> 00:29:53.230 align:start position:0% you're doing with your bodies like you gotta<00:29:50.960> be<00:29:51.020> reliable<00:29:51.820> rely<00:29:52.820> on<00:29:52.850> each<00:29:53.060> other 00:29:53.230 --> 00:29:53.240 align:start position:0% gotta be reliable rely on each other 00:29:53.240 --> 00:29:55.510 align:start position:0% gotta be reliable rely on each other help<00:29:53.630> each<00:29:53.720> other<00:29:53.960> out<00:29:54.050> at<00:29:54.440> the<00:29:54.560> end<00:29:54.710> strive 00:29:55.510 --> 00:29:55.520 align:start position:0% help each other out at the end strive 00:29:55.520 --> 00:29:56.650 align:start position:0% help each other out at the end strive for<00:29:55.700> excellence<00:29:55.790> so<00:29:56.240> it<00:29:56.330> stands<00:29:56.570> for 00:29:56.650 --> 00:29:56.660 align:start position:0% for excellence so it stands for 00:29:56.660 --> 00:29:58.120 align:start position:0% for excellence so it stands for character<00:29:57.080> well<00:29:57.260> we<00:29:57.350> see<00:29:57.440> you've<00:29:57.560> got<00:29:57.740> to<00:29:57.770> care 00:29:58.120 --> 00:29:58.130 align:start position:0% character well we see you've got to care 00:29:58.130 --> 00:29:59.830 align:start position:0% character well we see you've got to care because<00:29:58.730> it's<00:29:58.880> not<00:29:59.030> so<00:29:59.210> much<00:29:59.420> just<00:29:59.750> in 00:29:59.830 --> 00:29:59.840 align:start position:0% because it's not so much just in 00:29:59.840 --> 00:30:01.990 align:start position:0% because it's not so much just in business<00:30:00.290> but<00:30:00.410> that's<00:30:00.530> life<00:30:00.890> and<00:30:01.550> so<00:30:01.760> when<00:30:01.910> you 00:30:01.990 --> 00:30:02.000 align:start position:0% business but that's life and so when you 00:30:02.000 --> 00:30:03.820 align:start position:0% business but that's life and so when you start<00:30:02.060> digging<00:30:02.540> deep<00:30:03.050> and<00:30:03.230> you<00:30:03.290> start<00:30:03.500> telling 00:30:03.820 --> 00:30:03.830 align:start position:0% start digging deep and you start telling 00:30:03.830 --> 00:30:05.050 align:start position:0% start digging deep and you start telling people<00:30:03.860> I'm<00:30:04.130> talking<00:30:04.460> to<00:30:04.490> people<00:30:04.550> in<00:30:04.910> they're 00:30:05.050 --> 00:30:05.060 align:start position:0% people I'm talking to people in they're 00:30:05.060 --> 00:30:14.500 align:start position:0% people I'm talking to people in they're proud<00:30:05.240> they<00:30:05.780> really<00:30:06.200> start<00:30:06.500> honing<00:30:06.710> in<00:30:13.480> so<00:30:14.480> I 00:30:14.500 --> 00:30:14.510 align:start position:0% proud they really start honing in so I 00:30:14.510 --> 00:30:16.450 align:start position:0% proud they really start honing in so I you<00:30:14.810> know<00:30:14.930> once<00:30:15.110> you<00:30:15.170> dig<00:30:15.680> deep<00:30:15.890> and<00:30:16.040> you<00:30:16.220> start 00:30:16.450 --> 00:30:16.460 align:start position:0% you know once you dig deep and you start 00:30:16.460 --> 00:30:18.580 align:start position:0% you know once you dig deep and you start billing<00:30:16.730> that<00:30:16.820> cuz<00:30:17.000> it<00:30:17.420> is<00:30:17.570> it's<00:30:17.840> what<00:30:18.500> you 00:30:18.580 --> 00:30:18.590 align:start position:0% billing that cuz it is it's what you 00:30:18.590 --> 00:30:20.530 align:start position:0% billing that cuz it is it's what you just<00:30:18.740> said<00:30:18.920> it's<00:30:19.160> people<00:30:19.460> over<00:30:19.580> profit<00:30:19.760> and 00:30:20.530 --> 00:30:20.540 align:start position:0% just said it's people over profit and 00:30:20.540 --> 00:30:22.570 align:start position:0% just said it's people over profit and you've<00:30:20.720> got<00:30:20.990> a<00:30:21.020> hone<00:30:21.320> in<00:30:21.530> on<00:30:21.680> that<00:30:21.860> you<00:30:22.460> know 00:30:22.570 --> 00:30:22.580 align:start position:0% you've got a hone in on that you know 00:30:22.580 --> 00:30:24.220 align:start position:0% you've got a hone in on that you know and<00:30:22.760> that<00:30:22.850> includes<00:30:23.180> us<00:30:23.360> as<00:30:23.540> business<00:30:23.900> owners 00:30:24.220 --> 00:30:24.230 align:start position:0% and that includes us as business owners 00:30:24.230 --> 00:30:25.630 align:start position:0% and that includes us as business owners you<00:30:24.410> know<00:30:24.440> what<00:30:24.680> are<00:30:24.800> we<00:30:24.950> doing<00:30:25.220> let's<00:30:25.430> look 00:30:25.630 --> 00:30:25.640 align:start position:0% you know what are we doing let's look 00:30:25.640 --> 00:30:27.940 align:start position:0% you know what are we doing let's look let's<00:30:25.910> look<00:30:26.150> at<00:30:26.330> ourselves<00:30:26.810> are<00:30:27.320> we<00:30:27.410> out<00:30:27.740> there 00:30:27.940 --> 00:30:27.950 align:start position:0% let's look at ourselves are we out there 00:30:27.950 --> 00:30:29.920 align:start position:0% let's look at ourselves are we out there actually<00:30:28.370> pushing<00:30:29.180> it<00:30:29.300> are<00:30:29.420> we<00:30:29.570> portray 00:30:29.920 --> 00:30:29.930 align:start position:0% actually pushing it are we portray 00:30:29.930 --> 00:30:31.720 align:start position:0% actually pushing it are we portray ourselves<00:30:30.050> to<00:30:30.500> be<00:30:30.620> that<00:30:30.800> or<00:30:31.100> are<00:30:31.430> we<00:30:31.520> just 00:30:31.720 --> 00:30:31.730 align:start position:0% ourselves to be that or are we just 00:30:31.730 --> 00:30:33.850 align:start position:0% ourselves to be that or are we just saying<00:30:31.880> it<00:30:32.150> yeah<00:30:32.420> so<00:30:32.720> you<00:30:33.350> know<00:30:33.380> for<00:30:33.650> me<00:30:33.740> as<00:30:33.830> a 00:30:33.850 --> 00:30:33.860 align:start position:0% saying it yeah so you know for me as a 00:30:33.860 --> 00:30:35.140 align:start position:0% saying it yeah so you know for me as a smaller<00:30:34.160> company<00:30:34.400> it<00:30:34.670> might<00:30:34.760> be<00:30:34.880> a<00:30:34.910> little 00:30:35.140 --> 00:30:35.150 align:start position:0% smaller company it might be a little 00:30:35.150 --> 00:30:36.730 align:start position:0% smaller company it might be a little easier<00:30:35.360> I'm<00:30:35.810> sure<00:30:35.990> it's<00:30:36.140> a<00:30:36.200> little<00:30:36.380> harder<00:30:36.590> for 00:30:36.730 --> 00:30:36.740 align:start position:0% easier I'm sure it's a little harder for 00:30:36.740 --> 00:30:38.980 align:start position:0% easier I'm sure it's a little harder for you<00:30:36.890> guys<00:30:37.100> a<00:30:37.340> couple<00:30:38.240> hundred<00:30:38.480> people<00:30:38.870> out 00:30:38.980 --> 00:30:38.990 align:start position:0% you guys a couple hundred people out 00:30:38.990 --> 00:30:41.050 align:start position:0% you guys a couple hundred people out there<00:30:39.200> but<00:30:40.130> that's<00:30:40.280> exactly<00:30:40.460> what<00:30:40.790> we're 00:30:41.050 --> 00:30:41.060 align:start position:0% there but that's exactly what we're 00:30:41.060 --> 00:30:42.460 align:start position:0% there but that's exactly what we're trying<00:30:41.090> to<00:30:41.300> do<00:30:41.390> and<00:30:41.510> I'm<00:30:41.600> price<00:30:41.780> speaking<00:30:42.050> more 00:30:42.460 --> 00:30:42.470 align:start position:0% trying to do and I'm price speaking more 00:30:42.470 --> 00:30:43.750 align:start position:0% trying to do and I'm price speaking more of<00:30:42.530> those<00:30:42.650> guys<00:30:42.860> that<00:30:43.010> are<00:30:43.100> up<00:30:43.220> and<00:30:43.310> coming<00:30:43.400> is 00:30:43.750 --> 00:30:43.760 align:start position:0% of those guys that are up and coming is 00:30:43.760 --> 00:30:46.210 align:start position:0% of those guys that are up and coming is that<00:30:43.790> build<00:30:44.660> that<00:30:44.810> now<00:30:45.020> building<00:30:45.710> product 00:30:46.210 --> 00:30:46.220 align:start position:0% that build that now building product 00:30:46.220 --> 00:30:47.530 align:start position:0% that build that now building product because<00:30:46.550> those<00:30:46.730> guys<00:30:47.000> are<00:30:47.210> going<00:30:47.330> to<00:30:47.450> be 00:30:47.530 --> 00:30:47.540 align:start position:0% because those guys are going to be 00:30:47.540 --> 00:30:51.400 align:start position:0% because those guys are going to be basically<00:30:48.500> the<00:30:49.270> tentacles<00:30:50.270> right<00:30:50.990> it's<00:30:51.230> going 00:30:51.400 --> 00:30:51.410 align:start position:0% basically the tentacles right it's going 00:30:51.410 --> 00:30:53.860 align:start position:0% basically the tentacles right it's going to<00:30:51.470> be<00:30:51.620> spreading<00:30:52.250> and<00:30:52.400> once<00:30:52.610> it<00:30:52.730> spreads<00:30:53.000> the 00:30:53.860 --> 00:30:53.870 align:start position:0% to be spreading and once it spreads the 00:30:53.870 --> 00:30:55.180 align:start position:0% to be spreading and once it spreads the minute<00:30:54.110> a<00:30:54.170> person<00:30:54.200> comes<00:30:54.710> in<00:30:54.860> it<00:30:54.980> doesn't 00:30:55.180 --> 00:30:55.190 align:start position:0% minute a person comes in it doesn't 00:30:55.190 --> 00:30:57.160 align:start position:0% minute a person comes in it doesn't stand<00:30:55.460> for<00:30:55.730> that<00:30:55.850> I'm<00:30:56.720> not<00:30:56.780> the<00:30:57.020> one<00:30:57.050> making 00:30:57.160 --> 00:30:57.170 align:start position:0% stand for that I'm not the one making 00:30:57.170 --> 00:30:59.620 align:start position:0% stand for that I'm not the one making decision<00:30:57.800> that<00:30:57.950> I<00:30:57.980> go<00:30:58.160> it's<00:30:58.520> our<00:30:58.700> own<00:30:58.850> staff<00:30:59.180> so 00:30:59.620 --> 00:30:59.630 align:start position:0% decision that I go it's our own staff so 00:30:59.630 --> 00:31:01.000 align:start position:0% decision that I go it's our own staff so that's<00:30:59.810> really<00:30:59.990> what<00:31:00.230> we<00:31:00.350> were<00:31:00.410> doing<00:31:00.680> with 00:31:01.000 --> 00:31:01.010 align:start position:0% that's really what we were doing with 00:31:01.010 --> 00:31:04.240 align:start position:0% that's really what we were doing with and<00:31:02.470> that's<00:31:03.470> what<00:31:03.620> we're<00:31:03.710> focusing<00:31:04.040> on<00:31:04.190> right 00:31:04.240 --> 00:31:04.250 align:start position:0% and that's what we're focusing on right 00:31:04.250 --> 00:31:07.480 align:start position:0% and that's what we're focusing on right now<00:31:04.400> it's<00:31:05.210> so<00:31:05.450> important<00:31:06.020> it's<00:31:06.470> so<00:31:06.890> important 00:31:07.480 --> 00:31:07.490 align:start position:0% now it's so important it's so important 00:31:07.490 --> 00:31:12.070 align:start position:0% now it's so important it's so important to<00:31:09.670> have<00:31:10.670> whether<00:31:11.210> you're<00:31:11.450> a<00:31:11.480> big<00:31:11.660> company<00:31:11.990> or 00:31:12.070 --> 00:31:12.080 align:start position:0% to have whether you're a big company or 00:31:12.080 --> 00:31:13.750 align:start position:0% to have whether you're a big company or a<00:31:12.140> small<00:31:12.170> company<00:31:12.380> you<00:31:12.950> should<00:31:13.100> even<00:31:13.610> if 00:31:13.750 --> 00:31:13.760 align:start position:0% a small company you should even if 00:31:13.760 --> 00:31:15.190 align:start position:0% a small company you should even if you're<00:31:13.880> a<00:31:13.910> big<00:31:14.090> company<00:31:14.240> you<00:31:14.780> should<00:31:14.810> live 00:31:15.190 --> 00:31:15.200 align:start position:0% you're a big company you should live 00:31:15.200 --> 00:31:18.490 align:start position:0% you're a big company you should live with<00:31:15.350> a<00:31:15.380> small<00:31:15.680> company<00:31:15.830> mentality<00:31:16.930> every<00:31:17.930> one 00:31:18.490 --> 00:31:18.500 align:start position:0% with a small company mentality every one 00:31:18.500 --> 00:31:21.250 align:start position:0% with a small company mentality every one matters<00:31:19.300> that<00:31:20.300> comes<00:31:20.540> to<00:31:20.690> your<00:31:20.750> customers 00:31:21.250 --> 00:31:21.260 align:start position:0% matters that comes to your customers 00:31:21.260 --> 00:31:23.350 align:start position:0% matters that comes to your customers that<00:31:21.440> comes<00:31:21.710> to<00:31:21.890> your<00:31:21.980> employees<00:31:22.430> that<00:31:23.150> comes 00:31:23.350 --> 00:31:23.360 align:start position:0% that comes to your employees that comes 00:31:23.360 --> 00:31:26.860 align:start position:0% that comes to your employees that comes to<00:31:23.510> everyone<00:31:24.050> your<00:31:24.500> vendors<00:31:25.070> everyone<00:31:26.000> make<00:31:26.840> a 00:31:26.860 --> 00:31:26.870 align:start position:0% to everyone your vendors everyone make a 00:31:26.870 --> 00:31:30.280 align:start position:0% to everyone your vendors everyone make a friend<00:31:27.200> make<00:31:27.380> a<00:31:27.410> sale<00:31:27.710> right<00:31:28.720> how<00:31:29.720> many<00:31:29.900> people 00:31:30.280 --> 00:31:30.290 align:start position:0% friend make a sale right how many people 00:31:30.290 --> 00:31:31.720 align:start position:0% friend make a sale right how many people can<00:31:30.440> we<00:31:30.620> help<00:31:30.890> every<00:31:31.340> day 00:31:31.720 --> 00:31:31.730 align:start position:0% can we help every day 00:31:31.730 --> 00:31:33.490 align:start position:0% can we help every day we're<00:31:32.090> not<00:31:32.180> here<00:31:32.360> to<00:31:32.390> clean<00:31:32.600> toilets<00:31:32.990> we're 00:31:33.490 --> 00:31:33.500 align:start position:0% we're not here to clean toilets we're 00:31:33.500 --> 00:31:36.040 align:start position:0% we're not here to clean toilets we're here<00:31:33.650> to<00:31:33.770> provide<00:31:34.550> a<00:31:34.610> solution<00:31:35.050> that 00:31:36.040 --> 00:31:36.050 align:start position:0% here to provide a solution that 00:31:36.050 --> 00:31:40.030 align:start position:0% here to provide a solution that otherwise<00:31:37.000> would<00:31:38.110> if<00:31:39.110> someone<00:31:39.500> would<00:31:39.680> have<00:31:39.710> to 00:31:40.030 --> 00:31:40.040 align:start position:0% otherwise would if someone would have to 00:31:40.040 --> 00:31:41.500 align:start position:0% otherwise would if someone would have to go<00:31:40.190> fulfill<00:31:40.430> themselves<00:31:40.730> which<00:31:41.120> they<00:31:41.150> don't 00:31:41.500 --> 00:31:41.510 align:start position:0% go fulfill themselves which they don't 00:31:41.510 --> 00:31:43.330 align:start position:0% go fulfill themselves which they don't want<00:31:41.660> to<00:31:41.780> do<00:31:41.900> yeah<00:31:42.290> they<00:31:42.710> just<00:31:42.740> don't<00:31:43.100> want<00:31:43.250> to 00:31:43.330 --> 00:31:43.340 align:start position:0% want to do yeah they just don't want to 00:31:43.340 --> 00:31:44.260 align:start position:0% want to do yeah they just don't want to do<00:31:43.460> it<00:31:43.610> yeah<00:31:43.940> okay 00:31:44.260 --> 00:31:44.270 align:start position:0% do it yeah okay 00:31:44.270 --> 00:31:45.190 align:start position:0% do it yeah okay I've<00:31:44.510> been<00:31:44.660> worried<00:31:44.840> at<00:31:44.960> where<00:31:45.110> the 00:31:45.190 --> 00:31:45.200 align:start position:0% I've been worried at where the 00:31:45.200 --> 00:31:48.760 align:start position:0% I've been worried at where the recession-proof<00:31:46.160> close<00:31:46.790> to<00:31:47.230> its<00:31:48.230> recession 00:31:48.760 --> 00:31:48.770 align:start position:0% recession-proof close to its recession 00:31:48.770 --> 00:31:50.020 align:start position:0% recession-proof close to its recession those<00:31:49.550> dude 00:31:50.020 --> 00:31:50.030 align:start position:0% those dude 00:31:50.030 --> 00:31:52.390 align:start position:0% those dude I<00:31:50.060> mean<00:31:50.300> you<00:31:50.720> know<00:31:50.840> like<00:31:51.170> I<00:31:51.320> said<00:31:51.380> if<00:31:51.740> you<00:31:52.010> worry 00:31:52.390 --> 00:31:52.400 align:start position:0% I mean you know like I said if you worry 00:31:52.400 --> 00:31:59.200 align:start position:0% I mean you know like I said if you worry about<00:31:53.950> creating<00:31:54.950> a<00:31:55.130> solid<00:31:55.760> business<00:31:58.000> the<00:31:59.000> rest 00:31:59.200 --> 00:31:59.210 align:start position:0% about creating a solid business the rest 00:31:59.210 --> 00:32:01.880 align:start position:0% about creating a solid business the rest will<00:31:59.390> come 00:32:01.880 --> 00:32:01.890 align:start position:0% 00:32:01.890 --> 00:32:03.900 align:start position:0% you<00:32:02.890> know<00:32:02.980> that's<00:32:03.160> that's<00:32:03.370> so<00:32:03.520> true<00:32:03.700> you<00:32:03.790> know 00:32:03.900 --> 00:32:03.910 align:start position:0% you know that's that's so true you know 00:32:03.910 --> 00:32:07.230 align:start position:0% you know that's that's so true you know it's<00:32:04.270> going<00:32:04.960> back<00:32:05.080> to<00:32:05.230> culture<00:32:06.000> you<00:32:07.000> know<00:32:07.090> one 00:32:07.230 --> 00:32:07.240 align:start position:0% it's going back to culture you know one 00:32:07.240 --> 00:32:09.150 align:start position:0% it's going back to culture you know one of<00:32:07.270> the<00:32:07.390> issues<00:32:07.690> it's<00:32:08.680> a<00:32:08.740> good<00:32:08.920> thing<00:32:09.070> but 00:32:09.150 --> 00:32:09.160 align:start position:0% of the issues it's a good thing but 00:32:09.160 --> 00:32:10.140 align:start position:0% of the issues it's a good thing but sometimes<00:32:09.280> it's<00:32:09.610> a<00:32:09.670> little<00:32:09.820> bit<00:32:09.910> of<00:32:09.970> an<00:32:10.060> issue 00:32:10.140 --> 00:32:10.150 align:start position:0% sometimes it's a little bit of an issue 00:32:10.150 --> 00:32:12.270 align:start position:0% sometimes it's a little bit of an issue is<00:32:10.420> when<00:32:10.660> whenever<00:32:11.410> you<00:32:11.620> got<00:32:11.770> a<00:32:11.800> new<00:32:11.980> employee 00:32:12.270 --> 00:32:12.280 align:start position:0% is when whenever you got a new employee 00:32:12.280 --> 00:32:13.950 align:start position:0% is when whenever you got a new employee and<00:32:12.460> let's<00:32:13.150> see<00:32:13.270> you<00:32:13.360> have<00:32:13.480> five<00:32:13.660> people<00:32:13.840> in 00:32:13.950 --> 00:32:13.960 align:start position:0% and let's see you have five people in 00:32:13.960 --> 00:32:16.380 align:start position:0% and let's see you have five people in that<00:32:14.050> building<00:32:14.290> you<00:32:14.680> know<00:32:15.640> you've<00:32:15.820> got<00:32:16.000> four 00:32:16.380 --> 00:32:16.390 align:start position:0% that building you know you've got four 00:32:16.390 --> 00:32:18.630 align:start position:0% that building you know you've got four rockstars<00:32:16.900> and<00:32:17.110> you<00:32:17.440> put<00:32:17.680> someone<00:32:18.250> else<00:32:18.430> in 00:32:18.630 --> 00:32:18.640 align:start position:0% rockstars and you put someone else in 00:32:18.640 --> 00:32:21.570 align:start position:0% rockstars and you put someone else in and<00:32:18.970> that<00:32:19.810> person<00:32:20.140> is<00:32:20.200> just<00:32:20.320> not<00:32:20.590> cleaning<00:32:21.340> the 00:32:21.570 --> 00:32:21.580 align:start position:0% and that person is just not cleaning the 00:32:21.580 --> 00:32:23.730 align:start position:0% and that person is just not cleaning the effort<00:32:21.940> or<00:32:22.240> they're<00:32:22.480> sometimes<00:32:23.260> a<00:32:23.320> little<00:32:23.380> and 00:32:23.730 --> 00:32:23.740 align:start position:0% effort or they're sometimes a little and 00:32:23.740 --> 00:32:25.560 align:start position:0% effort or they're sometimes a little and chatter<00:32:24.070> they'll<00:32:24.340> see<00:32:24.550> I'm<00:32:25.030> just<00:32:25.270> here<00:32:25.360> for<00:32:25.450> my 00:32:25.560 --> 00:32:25.570 align:start position:0% chatter they'll see I'm just here for my 00:32:25.570 --> 00:32:28.200 align:start position:0% chatter they'll see I'm just here for my picture<00:32:26.050> you<00:32:26.980> notice<00:32:27.280> mine<00:32:27.460> you<00:32:27.790> know<00:32:27.880> so<00:32:28.090> the 00:32:28.200 --> 00:32:28.210 align:start position:0% picture you notice mine you know so the 00:32:28.210 --> 00:32:33.930 align:start position:0% picture you notice mine you know so the thing<00:32:28.390> is<00:32:28.420> you<00:32:29.670> guys<00:32:30.670> pay<00:32:30.880> yeah<00:32:31.240> right<00:32:32.820> so<00:32:33.820> my 00:32:33.930 --> 00:32:33.940 align:start position:0% thing is you guys pay yeah right so my 00:32:33.940 --> 00:32:35.520 align:start position:0% thing is you guys pay yeah right so my other<00:32:34.060> employees<00:32:34.210> or<00:32:34.690> supervisors<00:32:35.260> will<00:32:35.380> say 00:32:35.520 --> 00:32:35.530 align:start position:0% other employees or supervisors will say 00:32:35.530 --> 00:32:37.140 align:start position:0% other employees or supervisors will say hey<00:32:35.680> you<00:32:35.740> know<00:32:35.920> what<00:32:36.040> this<00:32:36.370> person<00:32:36.790> we<00:32:36.940> can't 00:32:37.140 --> 00:32:37.150 align:start position:0% hey you know what this person we can't 00:32:37.150 --> 00:32:38.790 align:start position:0% hey you know what this person we can't have<00:32:37.330> them<00:32:37.480> well<00:32:37.870> you<00:32:37.930> know<00:32:38.050> and<00:32:38.290> I<00:32:38.320> understand 00:32:38.790 --> 00:32:38.800 align:start position:0% have them well you know and I understand 00:32:38.800 --> 00:32:40.260 align:start position:0% have them well you know and I understand it<00:32:38.890> completely<00:32:39.340> and<00:32:39.400> so<00:32:39.760> I<00:32:39.790> have<00:32:40.000> to<00:32:40.120> take 00:32:40.260 --> 00:32:40.270 align:start position:0% it completely and so I have to take 00:32:40.270 --> 00:32:42.420 align:start position:0% it completely and so I have to take action<00:32:40.660> at<00:32:40.780> that<00:32:40.900> point<00:32:41.140> right<00:32:41.290> so<00:32:41.530> so<00:32:42.310> the 00:32:42.420 --> 00:32:42.430 align:start position:0% action at that point right so so the 00:32:42.430 --> 00:32:44.310 align:start position:0% action at that point right so so the culture<00:32:42.940> maintains<00:32:43.660> a<00:32:43.750> certain<00:32:43.930> that<00:32:44.170> will 00:32:44.310 --> 00:32:44.320 align:start position:0% culture maintains a certain that will 00:32:44.320 --> 00:32:46.620 align:start position:0% culture maintains a certain that will stand<00:32:44.590> you<00:32:45.040> know<00:32:45.070> certain<00:32:45.520> standard<00:32:46.390> right 00:32:46.620 --> 00:32:46.630 align:start position:0% stand you know certain standard right 00:32:46.630 --> 00:32:49.410 align:start position:0% stand you know certain standard right and<00:32:47.560> that's<00:32:47.710> important<00:32:48.160> because<00:32:48.330> you<00:32:49.330> know 00:32:49.410 --> 00:32:49.420 align:start position:0% and that's important because you know 00:32:49.420 --> 00:32:50.730 align:start position:0% and that's important because you know they're<00:32:49.630> they're<00:32:50.020> also<00:32:50.170> worried<00:32:50.500> about<00:32:50.620> the 00:32:50.730 --> 00:32:50.740 align:start position:0% they're they're also worried about the 00:32:50.740 --> 00:32:52.050 align:start position:0% they're they're also worried about the job<00:32:50.770> because<00:32:51.310> they<00:32:51.400> understand<00:32:51.790> that<00:32:51.910> if<00:32:51.970> we 00:32:52.050 --> 00:32:52.060 align:start position:0% job because they understand that if we 00:32:52.060 --> 00:32:53.790 align:start position:0% job because they understand that if we lose<00:32:52.210> the<00:32:52.330> building<00:32:52.510> the<00:32:53.140> olives<00:32:53.470> our<00:32:53.590> jobs 00:32:53.790 --> 00:32:53.800 align:start position:0% lose the building the olives our jobs 00:32:53.800 --> 00:32:56.010 align:start position:0% lose the building the olives our jobs you<00:32:54.280> know<00:32:54.370> so<00:32:54.640> culture<00:32:55.360> is<00:32:55.390> very<00:32:55.660> important 00:32:56.010 --> 00:32:56.020 align:start position:0% you know so culture is very important 00:32:56.020 --> 00:32:58.080 align:start position:0% you know so culture is very important having<00:32:56.350> set<00:32:56.650> standards<00:32:57.220> you<00:32:57.430> know<00:32:57.520> but<00:32:58.000> again 00:32:58.080 --> 00:32:58.090 align:start position:0% having set standards you know but again 00:32:58.090 --> 00:33:00.000 align:start position:0% having set standards you know but again you<00:32:58.900> know<00:32:59.020> it<00:32:59.170> all<00:32:59.320> really<00:32:59.440> goes<00:32:59.650> back<00:32:59.860> to 00:33:00.000 --> 00:33:00.010 align:start position:0% you know it all really goes back to 00:33:00.010 --> 00:33:01.350 align:start position:0% you know it all really goes back to having<00:33:00.160> everything<00:33:00.520> standardized<00:33:01.210> so 00:33:01.350 --> 00:33:01.360 align:start position:0% having everything standardized so 00:33:01.360 --> 00:33:03.270 align:start position:0% having everything standardized so everyone<00:33:01.900> understands<00:33:02.650> what<00:33:02.830> they're 00:33:03.270 --> 00:33:03.280 align:start position:0% everyone understands what they're 00:33:03.280 --> 00:33:05.040 align:start position:0% everyone understands what they're supposed<00:33:03.580> to<00:33:03.640> be<00:33:03.760> doing<00:33:04.060> right<00:33:04.240> and<00:33:04.630> so<00:33:04.810> I<00:33:04.900> was 00:33:05.040 --> 00:33:05.050 align:start position:0% supposed to be doing right and so I was 00:33:05.050 --> 00:33:07.230 align:start position:0% supposed to be doing right and so I was going<00:33:05.770> back<00:33:05.860> to<00:33:06.010> videos<00:33:06.400> is<00:33:06.670> one<00:33:07.120> of<00:33:07.180> the 00:33:07.230 --> 00:33:07.240 align:start position:0% going back to videos is one of the 00:33:07.240 --> 00:33:08.340 align:start position:0% going back to videos is one of the reasons<00:33:07.480> why<00:33:07.570> I<00:33:07.600> created<00:33:07.960> them<00:33:08.080> because<00:33:08.320> I 00:33:08.340 --> 00:33:08.350 align:start position:0% reasons why I created them because I 00:33:08.350 --> 00:33:10.170 align:start position:0% reasons why I created them because I realized<00:33:08.800> that<00:33:08.950> one<00:33:09.490> supervisor<00:33:09.790> was 00:33:10.170 --> 00:33:10.180 align:start position:0% realized that one supervisor was 00:33:10.180 --> 00:33:12.300 align:start position:0% realized that one supervisor was training<00:33:10.600> with<00:33:10.810> a<00:33:11.200> different<00:33:11.530> standard<00:33:11.890> the 00:33:12.300 --> 00:33:12.310 align:start position:0% training with a different standard the 00:33:12.310 --> 00:33:13.890 align:start position:0% training with a different standard the other<00:33:12.460> one<00:33:12.610> had<00:33:12.760> different<00:33:13.060> methods<00:33:13.090> and<00:33:13.600> so 00:33:13.890 --> 00:33:13.900 align:start position:0% other one had different methods and so 00:33:13.900 --> 00:33:14.990 align:start position:0% other one had different methods and so at<00:33:13.990> least<00:33:14.140> now<00:33:14.320> we're<00:33:14.590> all<00:33:14.710> working 00:33:14.990 --> 00:33:15.000 align:start position:0% at least now we're all working 00:33:15.000 --> 00:33:18.540 align:start position:0% at least now we're all working cohesively<00:33:16.000> and<00:33:16.750> you<00:33:17.140> know<00:33:17.290> when<00:33:18.100> it<00:33:18.190> comes<00:33:18.400> to 00:33:18.540 --> 00:33:18.550 align:start position:0% cohesively and you know when it comes to 00:33:18.550 --> 00:33:21.330 align:start position:0% cohesively and you know when it comes to employees<00:33:19.060> whether<00:33:19.330> you<00:33:19.600> have<00:33:19.840> 10<00:33:20.230> and<00:33:20.260> 15<00:33:20.860> 100 00:33:21.330 --> 00:33:21.340 align:start position:0% employees whether you have 10 and 15 100 00:33:21.340 --> 00:33:24.660 align:start position:0% employees whether you have 10 and 15 100 and<00:33:21.430> 200<00:33:21.910> you<00:33:22.360> know<00:33:23.040> desist<00:33:24.040> our<00:33:24.220> systems 00:33:24.660 --> 00:33:24.670 align:start position:0% and 200 you know desist our systems 00:33:24.670 --> 00:33:26.640 align:start position:0% and 200 you know desist our systems today<00:33:24.880> are<00:33:25.000> so<00:33:25.390> good<00:33:25.690> that<00:33:25.990> we<00:33:26.110> can<00:33:26.260> keep<00:33:26.410> track 00:33:26.640 --> 00:33:26.650 align:start position:0% today are so good that we can keep track 00:33:26.650 --> 00:33:28.380 align:start position:0% today are so good that we can keep track of<00:33:26.800> all<00:33:26.860> this<00:33:26.950> information<00:33:27.100> you<00:33:28.030> know<00:33:28.150> it 00:33:28.380 --> 00:33:28.390 align:start position:0% of all this information you know it 00:33:28.390 --> 00:33:31.440 align:start position:0% of all this information you know it matters<00:33:28.780> it<00:33:29.470> matters<00:33:29.620> that<00:33:30.490> what<00:33:31.060> is<00:33:31.180> it<00:33:31.300> to<00:33:31.420> a 00:33:31.440 --> 00:33:31.450 align:start position:0% matters it matters that what is it to a 00:33:31.450 --> 00:33:34.320 align:start position:0% matters it matters that what is it to a company<00:33:31.930> that's<00:33:32.170> doing<00:33:32.320> you<00:33:33.130> know<00:33:33.280> 1<00:33:34.090> million 00:33:34.320 --> 00:33:34.330 align:start position:0% company that's doing you know 1 million 00:33:34.330 --> 00:33:38.040 align:start position:0% company that's doing you know 1 million 5<00:33:35.170> million<00:33:35.500> 10<00:33:35.890> million<00:33:36.160> 15<00:33:36.790> 20<00:33:37.150> million<00:33:37.420> to 00:33:38.040 --> 00:33:38.050 align:start position:0% 5 million 10 million 15 20 million to 00:33:38.050 --> 00:33:41.640 align:start position:0% 5 million 10 million 15 20 million to reach<00:33:38.470> out<00:33:38.770> to<00:33:39.130> you<00:33:39.850> know<00:33:40.000> let's<00:33:40.450> say<00:33:40.690> 5<00:33:41.290> 10 00:33:41.640 --> 00:33:41.650 align:start position:0% reach out to you know let's say 5 10 00:33:41.650 --> 00:33:44.400 align:start position:0% reach out to you know let's say 5 10 employees<00:33:41.860> in<00:33:42.400> a<00:33:42.490> month<00:33:42.700> and<00:33:43.210> say<00:33:43.810> happy 00:33:44.400 --> 00:33:44.410 align:start position:0% employees in a month and say happy 00:33:44.410 --> 00:33:44.940 align:start position:0% employees in a month and say happy birthday 00:33:44.940 --> 00:33:44.950 align:start position:0% birthday 00:33:44.950 --> 00:33:47.520 align:start position:0% birthday we<00:33:45.160> appreciate<00:33:45.820> you<00:33:45.970> not<00:33:46.300> that<00:33:46.540> here's<00:33:47.080> a<00:33:47.140> $10 00:33:47.520 --> 00:33:47.530 align:start position:0% we appreciate you not that here's a $10 00:33:47.530 --> 00:33:49.920 align:start position:0% we appreciate you not that here's a $10 gift<00:33:47.710> card<00:33:47.860> for<00:33:48.250> Dunkin<00:33:48.850> Donuts<00:33:49.180> right<00:33:49.600> yeah 00:33:49.920 --> 00:33:49.930 align:start position:0% gift card for Dunkin Donuts right yeah 00:33:49.930 --> 00:33:52.200 align:start position:0% gift card for Dunkin Donuts right yeah or<00:33:50.110> even<00:33:50.530> think<00:33:50.890> about<00:33:50.980> this<00:33:51.280> what<00:33:52.090> was<00:33:52.180> the 00:33:52.200 --> 00:33:52.210 align:start position:0% or even think about this what was the 00:33:52.210 --> 00:33:56.220 align:start position:0% or even think about this what was the last<00:33:52.450> time<00:33:53.040> you<00:33:54.040> went<00:33:54.280> on<00:33:54.370> a<00:33:54.430> bid<00:33:54.820> or<00:33:55.180> you<00:33:55.780> put<00:33:56.200> a 00:33:56.220 --> 00:33:56.230 align:start position:0% last time you went on a bid or you put a 00:33:56.230 --> 00:33:58.799 align:start position:0% last time you went on a bid or you put a proposal<00:33:56.590> together<00:33:56.830> and<00:33:57.490> you<00:33:57.790> didn't<00:33:58.150> win 00:33:58.799 --> 00:33:58.809 align:start position:0% proposal together and you didn't win 00:33:58.809 --> 00:34:00.799 align:start position:0% proposal together and you didn't win you<00:33:59.019> still<00:33:59.409> sent<00:33:59.679> a<00:33:59.769> customer<00:34:00.190> handwritten 00:34:00.799 --> 00:34:00.809 align:start position:0% you still sent a customer handwritten 00:34:00.809 --> 00:34:02.009 align:start position:0% you still sent a customer handwritten mm-hm 00:34:02.009 --> 00:34:02.019 align:start position:0% mm-hm 00:34:02.019 --> 00:34:04.379 align:start position:0% mm-hm thank<00:34:02.649> you<00:34:02.769> for<00:34:02.919> the<00:34:03.039> opportunity<00:34:03.639> that<00:34:03.820> there 00:34:04.379 --> 00:34:04.389 align:start position:0% thank you for the opportunity that there 00:34:04.389 --> 00:34:05.999 align:start position:0% thank you for the opportunity that there might<00:34:04.600> have<00:34:04.629> been<00:34:04.749> five<00:34:05.019> bidders<00:34:05.440> there<00:34:05.649> you 00:34:05.999 --> 00:34:06.009 align:start position:0% might have been five bidders there you 00:34:06.009 --> 00:34:08.159 align:start position:0% might have been five bidders there you might<00:34:06.190> have<00:34:06.309> lost<00:34:06.429> but<00:34:07.419> if<00:34:07.509> things<00:34:07.720> go<00:34:07.899> south 00:34:08.159 --> 00:34:08.169 align:start position:0% might have lost but if things go south 00:34:08.169 --> 00:34:09.659 align:start position:0% might have lost but if things go south who<00:34:09.040> do<00:34:09.099> you<00:34:09.190> think<00:34:09.310> they're<00:34:09.399> gonna<00:34:09.490> remember 00:34:09.659 --> 00:34:09.669 align:start position:0% who do you think they're gonna remember 00:34:09.669 --> 00:34:11.339 align:start position:0% who do you think they're gonna remember dad<00:34:10.419> died 00:34:11.339 --> 00:34:11.349 align:start position:0% dad died 00:34:11.349 --> 00:34:14.010 align:start position:0% dad died I<00:34:11.379> mean<00:34:11.740> touch<00:34:12.339> it<00:34:12.490> on<00:34:12.639> the<00:34:13.419> same<00:34:13.720> happy 00:34:14.010 --> 00:34:14.020 align:start position:0% I mean touch it on the same happy 00:34:14.020 --> 00:34:16.530 align:start position:0% I mean touch it on the same happy birthday<00:34:14.379> saying<00:34:14.560> thank<00:34:14.919> you<00:34:14.980> right<00:34:15.450> so<00:34:16.450> we 00:34:16.530 --> 00:34:16.540 align:start position:0% birthday saying thank you right so we 00:34:16.540 --> 00:34:18.690 align:start position:0% birthday saying thank you right so we try<00:34:16.990> to<00:34:17.050> do<00:34:17.139> that<00:34:17.260> all<00:34:17.440> the<00:34:17.470> time<00:34:17.589> but<00:34:18.490> one 00:34:18.690 --> 00:34:18.700 align:start position:0% try to do that all the time but one 00:34:18.700 --> 00:34:20.730 align:start position:0% try to do that all the time but one thing<00:34:18.879> we<00:34:19.000> actually<00:34:19.419> did<00:34:20.079> this<00:34:20.260> year<00:34:20.530> is<00:34:20.619> I 00:34:20.730 --> 00:34:20.740 align:start position:0% thing we actually did this year is I 00:34:20.740 --> 00:34:22.619 align:start position:0% thing we actually did this year is I hired<00:34:20.950> a<00:34:21.099> chief<00:34:21.310> people<00:34:21.550> officer<00:34:21.730> right<00:34:22.419> so<00:34:22.569> I 00:34:22.619 --> 00:34:22.629 align:start position:0% hired a chief people officer right so I 00:34:22.629 --> 00:34:23.940 align:start position:0% hired a chief people officer right so I took<00:34:22.690> a<00:34:22.839> page<00:34:23.079> right<00:34:23.109> out<00:34:23.319> of<00:34:23.470> chief<00:34:23.740> heart 00:34:23.940 --> 00:34:23.950 align:start position:0% took a page right out of chief heart 00:34:23.950 --> 00:34:26.730 align:start position:0% took a page right out of chief heart office<00:34:24.250> which<00:34:24.399> is<00:34:24.569> a<00:34:25.569> job<00:34:25.810> out<00:34:26.470> of<00:34:26.530> the 00:34:26.730 --> 00:34:26.740 align:start position:0% office which is a job out of the 00:34:26.740 --> 00:34:28.409 align:start position:0% office which is a job out of the technology<00:34:27.280> company<00:34:27.609> in<00:34:27.700> the<00:34:27.790> industry<00:34:27.819> and 00:34:28.409 --> 00:34:28.419 align:start position:0% technology company in the industry and 00:34:28.419 --> 00:34:31.200 align:start position:0% technology company in the industry and the<00:34:28.569> trend<00:34:28.869> of<00:34:28.990> whether<00:34:29.200> going<00:34:29.500> work<00:34:30.000> this<00:34:31.000> guy 00:34:31.200 --> 00:34:31.210 align:start position:0% the trend of whether going work this guy 00:34:31.210 --> 00:34:33.960 align:start position:0% the trend of whether going work this guy sole<00:34:31.659> responsibility<00:34:32.500> is<00:34:32.919> to<00:34:33.460> get<00:34:33.609> out<00:34:33.760> there 00:34:33.960 --> 00:34:33.970 align:start position:0% sole responsibility is to get out there 00:34:33.970 --> 00:34:35.970 align:start position:0% sole responsibility is to get out there at<00:34:34.149> eight<00:34:34.540> o'clock<00:34:34.569> at<00:34:35.020> like<00:34:35.200> 2:00<00:34:35.859> in<00:34:35.950> the 00:34:35.970 --> 00:34:35.980 align:start position:0% at eight o'clock at like 2:00 in the 00:34:35.980 --> 00:34:36.359 align:start position:0% at eight o'clock at like 2:00 in the morning 00:34:36.359 --> 00:34:36.369 align:start position:0% morning 00:34:36.369 --> 00:34:38.599 align:start position:0% morning 1:00<00:34:36.639> in<00:34:36.730> the<00:34:36.760> morning<00:34:37.020> 6:00<00:34:38.020> in<00:34:38.139> the<00:34:38.169> morning 00:34:38.599 --> 00:34:38.609 align:start position:0% 1:00 in the morning 6:00 in the morning 00:34:38.609 --> 00:34:41.430 align:start position:0% 1:00 in the morning 6:00 in the morning arrival<00:34:39.609> doughnuts<00:34:39.970> say<00:34:40.480> thank<00:34:40.750> you<00:34:40.960> bring 00:34:41.430 --> 00:34:41.440 align:start position:0% arrival doughnuts say thank you bring 00:34:41.440 --> 00:34:43.409 align:start position:0% arrival doughnuts say thank you bring them<00:34:41.560> a<00:34:41.619> piece<00:34:41.859> of<00:34:41.980> us<00:34:42.280> so<00:34:42.429> not<00:34:42.639> just<00:34:42.849> you<00:34:43.300> know 00:34:43.409 --> 00:34:43.419 align:start position:0% them a piece of us so not just you know 00:34:43.419 --> 00:34:45.210 align:start position:0% them a piece of us so not just you know we<00:34:43.540> have<00:34:43.690> area<00:34:44.050> managers<00:34:44.500> supervisors<00:34:44.649> that 00:34:45.210 --> 00:34:45.220 align:start position:0% we have area managers supervisors that 00:34:45.220 --> 00:34:47.609 align:start position:0% we have area managers supervisors that show<00:34:45.399> up<00:34:45.460> at<00:34:45.579> night<00:34:45.760> but<00:34:46.629> this<00:34:46.810> guy's<00:34:46.960> sole<00:34:47.319> job 00:34:47.609 --> 00:34:47.619 align:start position:0% show up at night but this guy's sole job 00:34:47.619 --> 00:34:50.359 align:start position:0% show up at night but this guy's sole job is<00:34:47.980> to<00:34:48.159> bring<00:34:48.669> let<00:34:49.149> them<00:34:49.329> go<00:34:49.510> and<00:34:49.780> remind<00:34:50.109> them 00:34:50.359 --> 00:34:50.369 align:start position:0% is to bring let them go and remind them 00:34:50.369 --> 00:34:53.069 align:start position:0% is to bring let them go and remind them you're<00:34:51.369> you<00:34:52.089> know<00:34:52.179> you<00:34:52.240> don't<00:34:52.480> we<00:34:52.720> don't<00:34:52.899> see 00:34:53.069 --> 00:34:53.079 align:start position:0% you're you know you don't we don't see 00:34:53.079 --> 00:34:54.629 align:start position:0% you're you know you don't we don't see you<00:34:53.109> in<00:34:53.319> the<00:34:53.379> office<00:34:53.500> we<00:34:53.980> don't<00:34:54.069> see<00:34:54.369> you<00:34:54.490> all 00:34:54.629 --> 00:34:54.639 align:start position:0% you in the office we don't see you all 00:34:54.639 --> 00:34:57.780 align:start position:0% you in the office we don't see you all the<00:34:54.760> time<00:34:54.819> we<00:34:55.780> remember<00:34:56.200> you<00:34:56.319> we<00:34:56.589> we<00:34:57.250> recognize 00:34:57.780 --> 00:34:57.790 align:start position:0% the time we remember you we we recognize 00:34:57.790 --> 00:34:58.470 align:start position:0% the time we remember you we we recognize you 00:34:58.470 --> 00:34:58.480 align:start position:0% you 00:34:58.480 --> 00:34:59.940 align:start position:0% you this<00:34:58.750> is<00:34:58.869> not<00:34:58.990> a<00:34:59.020> tough<00:34:59.319> this<00:34:59.619> is<00:34:59.710> a<00:34:59.740> tough<00:34:59.920> job 00:34:59.940 --> 00:34:59.950 align:start position:0% this is not a tough this is a tough job 00:34:59.950 --> 00:35:02.069 align:start position:0% this is not a tough this is a tough job that<00:35:00.369> you're<00:35:00.490> doing<00:35:00.520> so<00:35:01.390> this<00:35:01.540> guy<00:35:01.690> you<00:35:01.930> know 00:35:02.069 --> 00:35:02.079 align:start position:0% that you're doing so this guy you know 00:35:02.079 --> 00:35:04.890 align:start position:0% that you're doing so this guy you know what<00:35:02.200> I<00:35:02.230> hired<00:35:02.500> into<00:35:02.920> it<00:35:03.040> was<00:35:03.130> like<00:35:03.869> raccoon 00:35:04.890 --> 00:35:04.900 align:start position:0% what I hired into it was like raccoon 00:35:04.900 --> 00:35:08.250 align:start position:0% what I hired into it was like raccoon you<00:35:05.319> know<00:35:05.440> I'm<00:35:05.500> HR<00:35:06.240> but<00:35:07.240> I'm<00:35:07.359> like<00:35:07.510> trust<00:35:08.079> me 00:35:08.250 --> 00:35:08.260 align:start position:0% you know I'm HR but I'm like trust me 00:35:08.260 --> 00:35:11.010 align:start position:0% you know I'm HR but I'm like trust me this<00:35:08.740> is<00:35:08.800> gonna<00:35:08.859> go<00:35:09.040> a<00:35:09.069> long<00:35:09.280> way<00:35:09.579> because<00:35:10.390> as 00:35:11.010 --> 00:35:11.020 align:start position:0% this is gonna go a long way because as 00:35:11.020 --> 00:35:13.079 align:start position:0% this is gonna go a long way because as much<00:35:11.260> as<00:35:11.470> you<00:35:11.740> know<00:35:12.220> me<00:35:12.430> as<00:35:12.550> a<00:35:12.579> company<00:35:12.940> to<00:35:12.970> I 00:35:13.079 --> 00:35:13.089 align:start position:0% much as you know me as a company to I 00:35:13.089 --> 00:35:14.640 align:start position:0% much as you know me as a company to I think<00:35:13.240> I<00:35:13.450> have<00:35:13.569> a<00:35:13.599> great<00:35:13.750> culture<00:35:14.050> and<00:35:14.380> a<00:35:14.440> great 00:35:14.640 --> 00:35:14.650 align:start position:0% think I have a great culture and a great 00:35:14.650 --> 00:35:15.630 align:start position:0% think I have a great culture and a great office<00:35:15.069> I'm<00:35:15.250> good 00:35:15.630 --> 00:35:15.640 align:start position:0% office I'm good 00:35:15.640 --> 00:35:17.160 align:start position:0% office I'm good I<00:35:15.670> still<00:35:16.180> got<00:35:16.270> employees<00:35:16.569> that<00:35:16.810> they're 00:35:17.160 --> 00:35:17.170 align:start position:0% I still got employees that they're 00:35:17.170 --> 00:35:19.290 align:start position:0% I still got employees that they're frustrated<00:35:17.650> they're<00:35:17.829> there<00:35:18.430> they<00:35:19.000> don't<00:35:19.089> come 00:35:19.290 --> 00:35:19.300 align:start position:0% frustrated they're there they don't come 00:35:19.300 --> 00:35:20.970 align:start position:0% frustrated they're there they don't come to<00:35:19.450> the<00:35:19.540> office<00:35:19.569> so<00:35:19.869> they<00:35:20.380> don't<00:35:20.530> get<00:35:20.619> to<00:35:20.740> see 00:35:20.970 --> 00:35:20.980 align:start position:0% to the office so they don't get to see 00:35:20.980 --> 00:35:23.370 align:start position:0% to the office so they don't get to see reap<00:35:21.849> the<00:35:22.000> benefits<00:35:22.390> from<00:35:22.599> that<00:35:22.660> and<00:35:23.170> it's 00:35:23.370 --> 00:35:23.380 align:start position:0% reap the benefits from that and it's 00:35:23.380 --> 00:35:25.109 align:start position:0% reap the benefits from that and it's like<00:35:23.560> oh<00:35:23.800> you<00:35:24.160> forgot<00:35:24.490> about<00:35:24.609> it<00:35:24.730> that's 00:35:25.109 --> 00:35:25.119 align:start position:0% like oh you forgot about it that's 00:35:25.119 --> 00:35:27.839 align:start position:0% like oh you forgot about it that's that's<00:35:25.450> oh<00:35:25.750> man<00:35:26.170> I<00:35:26.349> do<00:35:26.589> so<00:35:26.829> much<00:35:27.099> as<00:35:27.310> you<00:35:27.490> know 00:35:27.839 --> 00:35:27.849 align:start position:0% that's oh man I do so much as you know 00:35:27.849 --> 00:35:30.089 align:start position:0% that's oh man I do so much as you know it<00:35:28.150> just<00:35:28.180> gets<00:35:28.630> so<00:35:28.900> hard<00:35:29.170> it's<00:35:29.530> not<00:35:29.710> any<00:35:29.890> two 00:35:30.089 --> 00:35:30.099 align:start position:0% it just gets so hard it's not any two 00:35:30.099 --> 00:35:31.800 align:start position:0% it just gets so hard it's not any two skits<00:35:30.400> and<00:35:30.790> there's<00:35:30.970> always<00:35:31.180> gonna<00:35:31.359> be<00:35:31.480> people 00:35:31.800 --> 00:35:31.810 align:start position:0% skits and there's always gonna be people 00:35:31.810 --> 00:35:34.890 align:start position:0% skits and there's always gonna be people that<00:35:32.260> you<00:35:32.950> know<00:35:33.069> people<00:35:33.550> that<00:35:33.869> feel<00:35:34.869> like 00:35:34.890 --> 00:35:34.900 align:start position:0% that you know people that feel like 00:35:34.900 --> 00:35:37.530 align:start position:0% that you know people that feel like they're<00:35:35.230> getting<00:35:35.380> left<00:35:35.680> out<00:35:35.890> you<00:35:36.490> know<00:35:36.609> I<00:35:36.819> mean 00:35:37.530 --> 00:35:37.540 align:start position:0% they're getting left out you know I mean 00:35:37.540 --> 00:35:39.599 align:start position:0% they're getting left out you know I mean it's<00:35:37.660> it's<00:35:37.810> it's<00:35:38.140> it's<00:35:38.530> inevitable<00:35:39.369> to<00:35:39.550> the 00:35:39.599 --> 00:35:39.609 align:start position:0% it's it's it's it's inevitable to the 00:35:39.609 --> 00:35:41.339 align:start position:0% it's it's it's it's inevitable to the point<00:35:39.819> where<00:35:40.060> you're<00:35:40.329> in<00:35:40.510> the<00:35:40.780> hundreds<00:35:41.109> two 00:35:41.339 --> 00:35:41.349 align:start position:0% point where you're in the hundreds two 00:35:41.349 --> 00:35:44.309 align:start position:0% point where you're in the hundreds two or<00:35:41.470> three<00:35:41.650> four<00:35:41.859> or<00:35:41.920> five<00:35:41.950> hundred<00:35:42.750> I'm<00:35:43.750> these 00:35:44.309 --> 00:35:44.319 align:start position:0% or three four or five hundred I'm these 00:35:44.319 --> 00:35:45.660 align:start position:0% or three four or five hundred I'm these things<00:35:44.619> are<00:35:44.770> gonna<00:35:44.859> happen<00:35:45.220> but<00:35:45.369> as<00:35:45.490> long<00:35:45.640> as 00:35:45.660 --> 00:35:45.670 align:start position:0% things are gonna happen but as long as 00:35:45.670 --> 00:35:47.280 align:start position:0% things are gonna happen but as long as you're<00:35:45.940> showing<00:35:46.119> effort<00:35:46.569> I<00:35:46.720> feel<00:35:46.990> like<00:35:47.140> that's 00:35:47.280 --> 00:35:47.290 align:start position:0% you're showing effort I feel like that's 00:35:47.290 --> 00:35:50.309 align:start position:0% you're showing effort I feel like that's that's<00:35:47.770> the<00:35:48.579> point<00:35:48.819> show<00:35:49.569> some<00:35:49.750> effort<00:35:49.839> you 00:35:50.309 --> 00:35:50.319 align:start position:0% that's the point show some effort you 00:35:50.319 --> 00:35:52.020 align:start position:0% that's the point show some effort you know<00:35:50.410> going<00:35:50.589> back<00:35:50.710> to<00:35:50.829> empowerment<00:35:51.400> so<00:35:51.790> one 00:35:52.020 --> 00:35:52.030 align:start position:0% know going back to empowerment so one 00:35:52.030 --> 00:35:54.240 align:start position:0% know going back to empowerment so one things<00:35:52.270> actually<00:35:52.420> did<00:35:52.660> recently<00:35:52.900> is<00:35:53.260> so<00:35:53.950> every 00:35:54.240 --> 00:35:54.250 align:start position:0% things actually did recently is so every 00:35:54.250 --> 00:36:35.099 align:start position:0% things actually did recently is so every month<00:35:54.430> again<00:35:54.960> supervisors 00:36:35.099 --> 00:36:35.109 align:start position:0% 00:36:35.109 --> 00:36:38.500 align:start position:0% I'm<00:36:36.109> the<00:36:36.320> life<00:36:36.500> inside<00:36:36.710> I<00:36:37.160> wanted<00:36:38.089> to<00:36:38.150> end<00:36:38.329> with 00:36:38.500 --> 00:36:38.510 align:start position:0% I'm the life inside I wanted to end with 00:36:38.510 --> 00:36:41.460 align:start position:0% I'm the life inside I wanted to end with this<00:36:39.910> everybody 00:36:41.460 --> 00:36:41.470 align:start position:0% this everybody 00:36:41.470 --> 00:36:44.650 align:start position:0% this everybody definitely<00:36:42.470> has<00:36:42.650> some<00:36:42.920> funny<00:36:43.130> stories<00:36:43.660> tell 00:36:44.650 --> 00:36:44.660 align:start position:0% definitely has some funny stories tell 00:36:44.660 --> 00:36:47.290 align:start position:0% definitely has some funny stories tell me<00:36:44.810> about<00:36:45.020> a<00:36:45.530> time<00:36:46.250> that<00:36:46.670> you<00:36:46.910> were<00:36:47.119> in<00:36:47.150> the 00:36:47.290 --> 00:36:47.300 align:start position:0% me about a time that you were in the 00:36:47.300 --> 00:36:50.050 align:start position:0% me about a time that you were in the field<00:36:47.510> that<00:36:47.780> you<00:36:48.710> guys<00:36:48.890> said<00:36:49.190> what<00:36:49.520> the<00:36:49.790> hell 00:36:50.050 --> 00:36:50.060 align:start position:0% field that you guys said what the hell 00:36:50.060 --> 00:36:53.440 align:start position:0% field that you guys said what the hell did<00:36:50.270> I<00:36:50.329> get<00:36:50.390> myself<00:36:50.540> into<00:36:51.079> what<00:36:51.950> you<00:36:52.790> know<00:36:52.910> what 00:36:53.440 --> 00:36:53.450 align:start position:0% did I get myself into what you know what 00:36:53.450 --> 00:36:55.540 align:start position:0% did I get myself into what you know what the<00:36:53.660> hell<00:36:53.930> is<00:36:54.170> why<00:36:54.920> did<00:36:55.070> I<00:36:55.130> do<00:36:55.190> the<00:36:55.430> cleaning 00:36:55.540 --> 00:36:55.550 align:start position:0% the hell is why did I do the cleaning 00:36:55.550 --> 00:36:58.240 align:start position:0% the hell is why did I do the cleaning industry<00:36:55.849> but<00:36:56.690> you<00:36:56.960> know<00:36:57.050> what's<00:36:57.829> some<00:36:58.010> good 00:36:58.240 --> 00:36:58.250 align:start position:0% industry but you know what's some good 00:36:58.250 --> 00:37:01.510 align:start position:0% industry but you know what's some good stories<00:36:58.670> from<00:36:58.700> you<00:36:58.940> guys<00:36:59.089> in<00:36:59.240> the<00:36:59.300> field<00:37:00.520> well 00:37:01.510 --> 00:37:01.520 align:start position:0% stories from you guys in the field well 00:37:01.520 --> 00:37:03.880 align:start position:0% stories from you guys in the field well you<00:37:01.700> know<00:37:01.790> what<00:37:01.970> for<00:37:02.569> I<00:37:02.690> got<00:37:03.020> a<00:37:03.050> few<00:37:03.260> no<00:37:03.500> but<00:37:03.710> I'm 00:37:03.880 --> 00:37:03.890 align:start position:0% you know what for I got a few no but I'm 00:37:03.890 --> 00:37:06.130 align:start position:0% you know what for I got a few no but I'm gonna<00:37:03.980> cut<00:37:04.250> it<00:37:04.339> real<00:37:04.520> quick<00:37:04.790> is<00:37:04.940> that<00:37:05.050> you<00:37:06.050> know 00:37:06.130 --> 00:37:06.140 align:start position:0% gonna cut it real quick is that you know 00:37:06.140 --> 00:37:08.559 align:start position:0% gonna cut it real quick is that you know when<00:37:06.290> I<00:37:06.319> first<00:37:06.530> started<00:37:07.119> you<00:37:08.119> know<00:37:08.210> obviously 00:37:08.559 --> 00:37:08.569 align:start position:0% when I first started you know obviously 00:37:08.569 --> 00:37:11.319 align:start position:0% when I first started you know obviously for<00:37:08.900> me<00:37:09.020> is<00:37:09.290> I<00:37:09.859> put<00:37:10.280> I<00:37:10.430> pretty<00:37:10.670> much<00:37:10.760> invested 00:37:11.319 --> 00:37:11.329 align:start position:0% for me is I put I pretty much invested 00:37:11.329 --> 00:37:13.059 align:start position:0% for me is I put I pretty much invested everything<00:37:11.660> that<00:37:11.990> I<00:37:12.020> had<00:37:12.290> into<00:37:12.560> this<00:37:12.589> business 00:37:13.059 --> 00:37:13.069 align:start position:0% everything that I had into this business 00:37:13.069 --> 00:37:14.180 align:start position:0% everything that I had into this business I<00:37:13.220> didn't<00:37:13.430> have<00:37:13.520> any<00:37:13.700> back 00:37:14.180 --> 00:37:14.190 align:start position:0% I didn't have any back 00:37:14.190 --> 00:37:16.700 align:start position:0% I didn't have any back I<00:37:14.220> have<00:37:14.610> nothing<00:37:14.850> I<00:37:15.180> have<00:37:15.480> no<00:37:15.750> clue<00:37:16.020> luckily<00:37:16.440> I 00:37:16.700 --> 00:37:16.710 align:start position:0% I have nothing I have no clue luckily I 00:37:16.710 --> 00:37:22.400 align:start position:0% I have nothing I have no clue luckily I still<00:37:17.430> ha<00:37:19.340> and<00:37:20.340> so<00:37:20.660> you<00:37:21.660> know<00:37:21.750> the<00:37:21.840> one<00:37:22.020> the 00:37:22.400 --> 00:37:22.410 align:start position:0% still ha and so you know the one the 00:37:22.410 --> 00:37:23.810 align:start position:0% still ha and so you know the one the craziest<00:37:22.890> things<00:37:23.130> that<00:37:23.340> I<00:37:23.370> always<00:37:23.580> thought 00:37:23.810 --> 00:37:23.820 align:start position:0% craziest things that I always thought 00:37:23.820 --> 00:37:28.190 align:start position:0% craziest things that I always thought was<00:37:23.880> just<00:37:24.180> thought<00:37:25.160> I'll<00:37:26.160> throw<00:37:26.550> up<00:37:26.610> shit<00:37:27.540> the 00:37:28.190 --> 00:37:28.200 align:start position:0% was just thought I'll throw up shit the 00:37:28.200 --> 00:37:28.850 align:start position:0% was just thought I'll throw up shit the crap 00:37:28.850 --> 00:37:28.860 align:start position:0% crap 00:37:28.860 --> 00:37:31.070 align:start position:0% crap especially<00:37:29.520> at<00:37:29.580> bars<00:37:29.790> right<00:37:30.690> nighttime 00:37:31.070 --> 00:37:31.080 align:start position:0% especially at bars right nighttime 00:37:31.080 --> 00:37:33.680 align:start position:0% especially at bars right nighttime clothes<00:37:31.740> work<00:37:32.070> but<00:37:32.520> is<00:37:32.640> this<00:37:32.940> this<00:37:33.480> is<00:37:33.630> the 00:37:33.680 --> 00:37:33.690 align:start position:0% clothes work but is this this is the 00:37:33.690 --> 00:37:35.810 align:start position:0% clothes work but is this this is the funny<00:37:33.900> part<00:37:33.960> to<00:37:34.290> it<00:37:34.440> is<00:37:34.620> that<00:37:34.950> alright<00:37:35.670> I'm 00:37:35.810 --> 00:37:35.820 align:start position:0% funny part to it is that alright I'm 00:37:35.820 --> 00:37:37.520 align:start position:0% funny part to it is that alright I'm like<00:37:36.000> oh<00:37:36.120> man<00:37:36.360> this<00:37:36.510> is<00:37:36.660> crazy<00:37:36.930> but<00:37:37.230> we<00:37:37.290> got<00:37:37.440> to 00:37:37.520 --> 00:37:37.530 align:start position:0% like oh man this is crazy but we got to 00:37:37.530 --> 00:37:39.520 align:start position:0% like oh man this is crazy but we got to do<00:37:37.590> it<00:37:37.680> we<00:37:37.740> got<00:37:37.860> to<00:37:37.950> do<00:37:38.040> do<00:37:38.460> we<00:37:38.550> got<00:37:38.700> to<00:37:38.790> do<00:37:38.850> it<00:37:39.000> I 00:37:39.520 --> 00:37:39.530 align:start position:0% do it we got to do do we got to do it I 00:37:39.530 --> 00:37:43.430 align:start position:0% do it we got to do do we got to do it I went<00:37:40.530> and<00:37:41.390> because<00:37:42.390> we're<00:37:42.540> having<00:37:42.660> a<00:37:42.810> new<00:37:42.930> QC 00:37:43.430 --> 00:37:43.440 align:start position:0% went and because we're having a new QC 00:37:43.440 --> 00:37:45.110 align:start position:0% went and because we're having a new QC person<00:37:44.040> that's<00:37:44.190> gonna<00:37:44.280> take<00:37:44.550> over<00:37:44.700> all<00:37:44.910> of<00:37:45.030> our 00:37:45.110 --> 00:37:45.120 align:start position:0% person that's gonna take over all of our 00:37:45.120 --> 00:37:47.300 align:start position:0% person that's gonna take over all of our training<00:37:45.510> so<00:37:46.410> she's<00:37:46.620> like<00:37:46.800> I<00:37:46.980> need<00:37:47.040> you<00:37:47.220> to 00:37:47.300 --> 00:37:47.310 align:start position:0% training so she's like I need you to 00:37:47.310 --> 00:37:48.890 align:start position:0% training so she's like I need you to meet<00:37:47.430> me<00:37:47.490> here<00:37:47.760> at<00:37:47.850> 5<00:37:48.030> in<00:37:48.180> the<00:37:48.210> morning<00:37:48.270> and 00:37:48.890 --> 00:37:48.900 align:start position:0% meet me here at 5 in the morning and 00:37:48.900 --> 00:37:51.140 align:start position:0% meet me here at 5 in the morning and we're<00:37:49.500> gonna<00:37:49.590> get<00:37:49.800> to<00:37:49.920> get<00:37:50.670> the<00:37:50.760> techniques 00:37:51.140 --> 00:37:51.150 align:start position:0% we're gonna get to get the techniques 00:37:51.150 --> 00:37:53.630 align:start position:0% we're gonna get to get the techniques down<00:37:51.360> I<00:37:51.390> said<00:37:51.570> ok<00:37:51.900> perfect<00:37:52.320> let's<00:37:52.470> go<00:37:52.550> do<00:37:53.550> it 00:37:53.630 --> 00:37:53.640 align:start position:0% down I said ok perfect let's go do it 00:37:53.640 --> 00:37:56.630 align:start position:0% down I said ok perfect let's go do it what's<00:37:53.940> the<00:37:54.030> first<00:37:54.240> thing<00:37:54.390> I<00:37:54.510> see<00:37:54.750> man<00:37:55.020> is<00:37:55.980> shit 00:37:56.630 --> 00:37:56.640 align:start position:0% what's the first thing I see man is shit 00:37:56.640 --> 00:37:59.630 align:start position:0% what's the first thing I see man is shit with<00:37:57.000> an<00:37:57.120> underwear<00:37:57.660> in<00:37:57.870> a<00:37:58.050> toilet<00:37:58.320> and<00:37:59.190> I<00:37:59.310> look 00:37:59.630 --> 00:37:59.640 align:start position:0% with an underwear in a toilet and I look 00:37:59.640 --> 00:38:01.880 align:start position:0% with an underwear in a toilet and I look at<00:37:59.850> it<00:37:59.880> I'm<00:38:00.060> like<00:38:00.240> dude<00:38:00.690> are<00:38:00.960> you<00:38:01.020> kidding<00:38:01.590> me 00:38:01.880 --> 00:38:01.890 align:start position:0% at it I'm like dude are you kidding me 00:38:01.890 --> 00:38:06.170 align:start position:0% at it I'm like dude are you kidding me I'm<00:38:02.700> like<00:38:02.970> I'm<00:38:03.540> back<00:38:03.900> at<00:38:04.110> this<00:38:04.350> again<00:38:05.030> you<00:38:06.030> know 00:38:06.170 --> 00:38:06.180 align:start position:0% I'm like I'm back at this again you know 00:38:06.180 --> 00:38:08.600 align:start position:0% I'm like I'm back at this again you know but<00:38:06.780> luckily<00:38:07.020> uh<00:38:07.230> is<00:38:07.710> most<00:38:08.010> great<00:38:08.220> she<00:38:08.430> just 00:38:08.600 --> 00:38:08.610 align:start position:0% but luckily uh is most great she just 00:38:08.610 --> 00:38:10.280 align:start position:0% but luckily uh is most great she just sweat<00:38:08.760> out<00:38:08.910> and<00:38:09.090> she's<00:38:09.210> like<00:38:09.240> don't<00:38:09.750> worry<00:38:09.900> so 00:38:10.280 --> 00:38:10.290 align:start position:0% sweat out and she's like don't worry so 00:38:10.290 --> 00:38:12.410 align:start position:0% sweat out and she's like don't worry so here's<00:38:10.650> the<00:38:11.070> technique<00:38:11.430> and<00:38:11.670> dude<00:38:12.210> that 00:38:12.410 --> 00:38:12.420 align:start position:0% here's the technique and dude that 00:38:12.420 --> 00:38:14.990 align:start position:0% here's the technique and dude that technique<00:38:12.780> honestly<00:38:13.320> took<00:38:14.070> her<00:38:14.280> ten<00:38:14.550> seconds 00:38:14.990 --> 00:38:15.000 align:start position:0% technique honestly took her ten seconds 00:38:15.000 --> 00:38:17.690 align:start position:0% technique honestly took her ten seconds compared<00:38:15.360> to<00:38:15.480> my<00:38:15.630> thirty<00:38:16.410> minutes<00:38:16.800> when<00:38:17.400> I<00:38:17.430> did 00:38:17.690 --> 00:38:17.700 align:start position:0% compared to my thirty minutes when I did 00:38:17.700 --> 00:38:19.880 align:start position:0% compared to my thirty minutes when I did that<00:38:17.880> you<00:38:18.150> know<00:38:18.180> five<00:38:18.450> years<00:38:18.480> ago<00:38:18.870> which<00:38:19.740> is 00:38:19.880 --> 00:38:19.890 align:start position:0% that you know five years ago which is 00:38:19.890 --> 00:38:22.010 align:start position:0% that you know five years ago which is kind<00:38:20.130> of<00:38:20.190> crazy<00:38:20.370> and<00:38:20.610> sick<00:38:20.940> and<00:38:21.570> so<00:38:21.720> that's<00:38:21.900> why 00:38:22.010 --> 00:38:22.020 align:start position:0% kind of crazy and sick and so that's why 00:38:22.020 --> 00:38:25.420 align:start position:0% kind of crazy and sick and so that's why it<00:38:22.080> is<00:38:22.410> about<00:38:22.710> thank<00:38:23.220> you<00:38:23.310> so<00:38:23.460> much<00:38:23.870> you<00:38:24.870> are 00:38:25.420 --> 00:38:25.430 align:start position:0% it is about thank you so much you are 00:38:25.430 --> 00:38:27.740 align:start position:0% it is about thank you so much you are exact<00:38:26.430> you're<00:38:26.610> are<00:38:26.760> rock<00:38:27.060> stars<00:38:27.210> she's<00:38:27.630> gonna 00:38:27.740 --> 00:38:27.750 align:start position:0% exact you're are rock stars she's gonna 00:38:27.750 --> 00:38:29.810 align:start position:0% exact you're are rock stars she's gonna really<00:38:28.050> be<00:38:28.200> pulling<00:38:28.560> all<00:38:29.010> the<00:38:29.370> great<00:38:29.550> training 00:38:29.810 --> 00:38:29.820 align:start position:0% really be pulling all the great training 00:38:29.820 --> 00:38:32.030 align:start position:0% really be pulling all the great training for<00:38:30.030> us<00:38:30.060> so<00:38:30.210> anyway<00:38:30.480> my<00:38:31.140> story<00:38:31.380> is<00:38:31.440> just<00:38:31.560> it's 00:38:32.030 --> 00:38:32.040 align:start position:0% for us so anyway my story is just it's 00:38:32.040 --> 00:38:33.650 align:start position:0% for us so anyway my story is just it's funny<00:38:32.310> that<00:38:32.400> it's<00:38:33.060> never<00:38:33.240> gonna<00:38:33.360> stop 00:38:33.650 --> 00:38:33.660 align:start position:0% funny that it's never gonna stop 00:38:33.660 --> 00:38:36.050 align:start position:0% funny that it's never gonna stop it's<00:38:33.930> always<00:38:34.170> gonna<00:38:34.320> be<00:38:34.530> it's<00:38:34.950> always<00:38:35.100> you 00:38:36.050 --> 00:38:36.060 align:start position:0% it's always gonna be it's always you 00:38:36.060 --> 00:38:39.020 align:start position:0% it's always gonna be it's always you know<00:38:36.090> I<00:38:36.420> think<00:38:36.570> it's<00:38:36.840> just<00:38:37.110> the<00:38:37.530> the<00:38:38.400> comedy<00:38:38.940> of 00:38:39.020 --> 00:38:39.030 align:start position:0% know I think it's just the the comedy of 00:38:39.030 --> 00:38:43.880 align:start position:0% know I think it's just the the comedy of the<00:38:39.210> day-to-day<00:38:40.640> you<00:38:41.640> know<00:38:42.590> no<00:38:43.590> matter<00:38:43.770> how 00:38:43.880 --> 00:38:43.890 align:start position:0% the day-to-day you know no matter how 00:38:43.890 --> 00:38:46.160 align:start position:0% the day-to-day you know no matter how long<00:38:44.280> you<00:38:44.520> do<00:38:44.730> this<00:38:45.030> there's<00:38:45.870> always 00:38:46.160 --> 00:38:46.170 align:start position:0% long you do this there's always 00:38:46.170 --> 00:38:49.430 align:start position:0% long you do this there's always something<00:38:46.950> that<00:38:47.190> amazes<00:38:47.820> you<00:38:48.240> like<00:38:48.570> just 00:38:49.430 --> 00:38:49.440 align:start position:0% something that amazes you like just 00:38:49.440 --> 00:38:53.270 align:start position:0% something that amazes you like just yesterday<00:38:50.720> my<00:38:51.720> GM<00:38:52.110> send<00:38:52.560> me<00:38:52.620> a<00:38:52.680> picture<00:38:52.890> it<00:38:53.160> was 00:38:53.270 --> 00:38:53.280 align:start position:0% yesterday my GM send me a picture it was 00:38:53.280 --> 00:38:57.800 align:start position:0% yesterday my GM send me a picture it was like<00:38:53.430> 7<00:38:53.850> o'clock<00:38:53.910> and<00:38:55.460> this<00:38:56.460> account<00:38:56.970> that<00:38:57.480> we 00:38:57.800 --> 00:38:57.810 align:start position:0% like 7 o'clock and this account that we 00:38:57.810 --> 00:39:03.290 align:start position:0% like 7 o'clock and this account that we clean<00:38:58.170> okay<00:38:59.960> someone<00:39:00.960> decided<00:39:01.830> to<00:39:02.130> that<00:39:02.940> they 00:39:03.290 --> 00:39:03.300 align:start position:0% clean okay someone decided to that they 00:39:03.300 --> 00:39:05.000 align:start position:0% clean okay someone decided to that they were<00:39:03.420> gonna<00:39:03.540> use<00:39:03.630> the<00:39:03.960> bathroom<00:39:04.140> in<00:39:04.470> a<00:39:04.560> special 00:39:05.000 --> 00:39:05.010 align:start position:0% were gonna use the bathroom in a special 00:39:05.010 --> 00:39:08.030 align:start position:0% were gonna use the bathroom in a special way<00:39:05.420> and<00:39:06.420> it's<00:39:07.170> always<00:39:07.350> his<00:39:07.530> bathroom 00:39:08.030 --> 00:39:08.040 align:start position:0% way and it's always his bathroom 00:39:08.040 --> 00:39:11.180 align:start position:0% way and it's always his bathroom basically<00:39:08.910> she's<00:39:09.810> me<00:39:10.290> yet<00:39:10.470> she<00:39:10.500> sends<00:39:11.040> me<00:39:11.160> a 00:39:11.180 --> 00:39:11.190 align:start position:0% basically she's me yet she sends me a 00:39:11.190 --> 00:39:12.860 align:start position:0% basically she's me yet she sends me a picture<00:39:11.400> these<00:39:11.820> people<00:39:12.180> and<00:39:12.420> they're<00:39:12.600> dressed 00:39:12.860 --> 00:39:12.870 align:start position:0% picture these people and they're dressed 00:39:12.870 --> 00:39:15.770 align:start position:0% picture these people and they're dressed up<00:39:13.140> like<00:39:13.380> like<00:39:14.310> they're<00:39:14.550> Martians<00:39:15.300> like<00:39:15.600> in 00:39:15.770 --> 00:39:15.780 align:start position:0% up like like they're Martians like in 00:39:15.780 --> 00:39:18.920 align:start position:0% up like like they're Martians like in spacesuits<00:39:16.280> I'm<00:39:17.280> like<00:39:17.490> what<00:39:18.180> happened<00:39:18.720> in<00:39:18.810> the 00:39:18.920 --> 00:39:18.930 align:start position:0% spacesuits I'm like what happened in the 00:39:18.930 --> 00:39:21.660 align:start position:0% spacesuits I'm like what happened in the bathtub<00:39:19.370> like<00:39:20.370> what<00:39:20.760> happened<00:39:21.330> you 00:39:21.660 --> 00:39:21.670 align:start position:0% bathtub like what happened you 00:39:21.670 --> 00:39:23.670 align:start position:0% bathtub like what happened you oh<00:39:21.700> but<00:39:22.480> I<00:39:22.720> mean<00:39:22.869> I<00:39:22.900> think<00:39:23.049> we<00:39:23.319> could<00:39:23.500> all<00:39:23.559> share 00:39:23.670 --> 00:39:23.680 align:start position:0% oh but I mean I think we could all share 00:39:23.680 --> 00:39:26.339 align:start position:0% oh but I mean I think we could all share our<00:39:24.010> fair<00:39:24.460> our<00:39:25.119> fair<00:39:25.690> share<00:39:25.720> of<00:39:25.960> stories<00:39:26.319> like 00:39:26.339 --> 00:39:26.349 align:start position:0% our fair our fair share of stories like 00:39:26.349 --> 00:39:29.069 align:start position:0% our fair our fair share of stories like that<00:39:26.910> one<00:39:27.910> that<00:39:28.089> sticks<00:39:28.299> out<00:39:28.480> for<00:39:28.660> me<00:39:28.720> is<00:39:28.990> just 00:39:29.069 --> 00:39:29.079 align:start position:0% that one that sticks out for me is just 00:39:29.079 --> 00:39:32.250 align:start position:0% that one that sticks out for me is just our<00:39:30.010> mechanic<00:39:30.640> our<00:39:31.119> mechanic<00:39:31.539> is<00:39:31.660> just<00:39:31.930> you 00:39:32.250 --> 00:39:32.260 align:start position:0% our mechanic our mechanic is just you 00:39:32.260 --> 00:39:33.890 align:start position:0% our mechanic our mechanic is just you know<00:39:32.349> he's<00:39:32.500> been<00:39:32.680> with<00:39:32.799> us<00:39:32.859> for<00:39:33.099> 20<00:39:33.430> 22<00:39:33.849> years 00:39:33.890 --> 00:39:33.900 align:start position:0% know he's been with us for 20 22 years 00:39:33.900 --> 00:39:36.630 align:start position:0% know he's been with us for 20 22 years and<00:39:34.900> he's<00:39:35.079> kind<00:39:35.289> of<00:39:35.349> a<00:39:35.410> rough<00:39:35.619> dude<00:39:35.950> you<00:39:36.490> know 00:39:36.630 --> 00:39:36.640 align:start position:0% and he's kind of a rough dude you know 00:39:36.640 --> 00:39:39.660 align:start position:0% and he's kind of a rough dude you know you<00:39:37.599> know<00:39:37.769> he's<00:39:38.769> helped<00:39:39.010> me<00:39:39.069> move<00:39:39.250> my<00:39:39.279> house<00:39:39.640> a 00:39:39.660 --> 00:39:39.670 align:start position:0% you know he's helped me move my house a 00:39:39.670 --> 00:39:41.160 align:start position:0% you know he's helped me move my house a couple<00:39:39.940> times<00:39:40.119> I've<00:39:40.510> had<00:39:40.599> to<00:39:40.720> patch<00:39:40.930> some 00:39:41.160 --> 00:39:41.170 align:start position:0% couple times I've had to patch some 00:39:41.170 --> 00:39:44.339 align:start position:0% couple times I've had to patch some walls<00:39:41.519> but<00:39:42.519> just<00:39:42.819> recently<00:39:43.000> like<00:39:43.539> we<00:39:44.049> had<00:39:44.230> to 00:39:44.339 --> 00:39:44.349 align:start position:0% walls but just recently like we had to 00:39:44.349 --> 00:39:46.049 align:start position:0% walls but just recently like we had to deliver<00:39:44.680> a<00:39:44.799> machine<00:39:45.099> because<00:39:45.250> this<00:39:45.670> this 00:39:46.049 --> 00:39:46.059 align:start position:0% deliver a machine because this this 00:39:46.059 --> 00:39:49.230 align:start position:0% deliver a machine because this this particular<00:39:46.240> company<00:39:46.900> had<00:39:47.170> a<00:39:47.940> they<00:39:48.940> had<00:39:49.210> a 00:39:49.230 --> 00:39:49.240 align:start position:0% particular company had a they had a 00:39:49.240 --> 00:39:51.450 align:start position:0% particular company had a they had a customer<00:39:49.630> event<00:39:50.079> going<00:39:50.500> on<00:39:50.740> well<00:39:51.010> he's<00:39:51.220> not<00:39:51.400> in 00:39:51.450 --> 00:39:51.460 align:start position:0% customer event going on well he's not in 00:39:51.460 --> 00:39:53.009 align:start position:0% customer event going on well he's not in tune<00:39:51.910> with<00:39:51.940> the<00:39:52.299> fact<00:39:52.539> that<00:39:52.630> they<00:39:52.809> have<00:39:52.990> a 00:39:53.009 --> 00:39:53.019 align:start position:0% tune with the fact that they have a 00:39:53.019 --> 00:39:55.620 align:start position:0% tune with the fact that they have a customer<00:39:53.529> event<00:39:53.650> so<00:39:54.279> he<00:39:54.309> takes<00:39:54.730> this<00:39:54.910> 32-inch 00:39:55.620 --> 00:39:55.630 align:start position:0% customer event so he takes this 32-inch 00:39:55.630 --> 00:39:58.319 align:start position:0% customer event so he takes this 32-inch walked<00:39:56.260> behind<00:39:56.470> and<00:39:57.160> he<00:39:57.309> goes<00:39:57.490> up<00:39:57.730> this<00:39:57.849> ad<00:39:58.180> a 00:39:58.319 --> 00:39:58.329 align:start position:0% walked behind and he goes up this ad a 00:39:58.329 --> 00:40:02.099 align:start position:0% walked behind and he goes up this ad a ramp<00:39:58.839> because<00:39:59.079> our<00:39:59.710> art<00:40:00.569> the<00:40:01.569> dock<00:40:01.839> height 00:40:02.099 --> 00:40:02.109 align:start position:0% ramp because our art the dock height 00:40:02.109 --> 00:40:04.829 align:start position:0% ramp because our art the dock height didn't<00:40:02.920> the<00:40:03.099> doc<00:40:03.309> hi<00:40:03.549> doc<00:40:03.579> didn't<00:40:04.450> match<00:40:04.630> up 00:40:04.829 --> 00:40:04.839 align:start position:0% didn't the doc hi doc didn't match up 00:40:04.839 --> 00:40:07.230 align:start position:0% didn't the doc hi doc didn't match up with<00:40:04.960> our<00:40:05.109> truck<00:40:05.380> so<00:40:05.619> here<00:40:06.190> he<00:40:06.339> is<00:40:06.549> going<00:40:07.000> to 00:40:07.230 --> 00:40:07.240 align:start position:0% with our truck so here he is going to 00:40:07.240 --> 00:40:10.470 align:start position:0% with our truck so here he is going to this<00:40:07.390> all<00:40:07.779> glass<00:40:08.529> building<00:40:09.279> trying<00:40:10.029> to<00:40:10.119> open 00:40:10.470 --> 00:40:10.480 align:start position:0% this all glass building trying to open 00:40:10.480 --> 00:40:12.660 align:start position:0% this all glass building trying to open the<00:40:10.569> doors<00:40:10.809> there's<00:40:11.470> there's<00:40:11.950> customers<00:40:12.490> all 00:40:12.660 --> 00:40:12.670 align:start position:0% the doors there's there's customers all 00:40:12.670 --> 00:40:15.480 align:start position:0% the doors there's there's customers all over<00:40:12.700> this<00:40:13.089> building's<00:40:13.680> the<00:40:14.680> facility 00:40:15.480 --> 00:40:15.490 align:start position:0% over this building's the facility 00:40:15.490 --> 00:40:18.180 align:start position:0% over this building's the facility manager<00:40:15.789> comes<00:40:16.000> out<00:40:16.180> it's<00:40:16.450> like<00:40:16.480> no<00:40:16.779> no<00:40:16.809> no<00:40:17.190> you 00:40:18.180 --> 00:40:18.190 align:start position:0% manager comes out it's like no no no you 00:40:18.190 --> 00:40:19.589 align:start position:0% manager comes out it's like no no no you know<00:40:18.309> he's<00:40:18.460> halfway<00:40:18.730> in<00:40:19.089> the<00:40:19.119> door<00:40:19.329> this 00:40:19.589 --> 00:40:19.599 align:start position:0% know he's halfway in the door this 00:40:19.599 --> 00:40:21.630 align:start position:0% know he's halfway in the door this 32-inch<00:40:20.109> walk<00:40:20.559> behind<00:40:20.799> you<00:40:21.069> know<00:40:21.190> ready<00:40:21.460> to 00:40:21.630 --> 00:40:21.640 align:start position:0% 32-inch walk behind you know ready to 00:40:21.640 --> 00:40:23.579 align:start position:0% 32-inch walk behind you know ready to walk<00:40:21.849> it<00:40:22.029> right<00:40:22.059> through<00:40:22.329> the<00:40:22.480> lobby<00:40:22.660> just<00:40:23.049> a 00:40:23.579 --> 00:40:23.589 align:start position:0% walk it right through the lobby just a 00:40:23.589 --> 00:40:26.309 align:start position:0% walk it right through the lobby just a little<00:40:23.920> but<00:40:24.760> you<00:40:25.390> know<00:40:25.510> there's<00:40:26.049> so<00:40:26.230> many 00:40:26.309 --> 00:40:26.319 align:start position:0% little but you know there's so many 00:40:26.319 --> 00:40:28.799 align:start position:0% little but you know there's so many things<00:40:26.680> that<00:40:26.799> that<00:40:27.279> come<00:40:27.789> to<00:40:27.910> mind<00:40:28.119> for<00:40:28.420> this 00:40:28.799 --> 00:40:28.809 align:start position:0% things that that come to mind for this 00:40:28.809 --> 00:40:33.509 align:start position:0% things that that come to mind for this first<00:40:30.720> oh<00:40:31.720> wow<00:40:32.079> you<00:40:32.829> know<00:40:32.950> there's<00:40:33.160> there's 00:40:33.509 --> 00:40:33.519 align:start position:0% first oh wow you know there's there's 00:40:33.519 --> 00:40:35.460 align:start position:0% first oh wow you know there's there's endless<00:40:33.819> stories<00:40:34.210> but<00:40:34.480> I<00:40:34.750> think<00:40:35.230> the<00:40:35.289> most 00:40:35.460 --> 00:40:35.470 align:start position:0% endless stories but I think the most 00:40:35.470 --> 00:40:38.999 align:start position:0% endless stories but I think the most interesting<00:40:35.680> one<00:40:35.980> was<00:40:36.369> where<00:40:36.730> at<00:40:38.009> nighttime 00:40:38.999 --> 00:40:39.009 align:start position:0% interesting one was where at nighttime 00:40:39.009 --> 00:40:41.609 align:start position:0% interesting one was where at nighttime the<00:40:39.339> supervisor<00:40:40.150> calls<00:40:40.420> me<00:40:40.599> hey<00:40:41.410> you<00:40:41.529> know 00:40:41.609 --> 00:40:41.619 align:start position:0% the supervisor calls me hey you know 00:40:41.619 --> 00:40:43.680 align:start position:0% the supervisor calls me hey you know there<00:40:41.829> was<00:40:41.950> two<00:40:42.430> employees<00:40:42.910> of<00:40:43.390> the<00:40:43.539> company 00:40:43.680 --> 00:40:43.690 align:start position:0% there was two employees of the company 00:40:43.690 --> 00:40:47.249 align:start position:0% there was two employees of the company and<00:40:44.140> they<00:40:45.009> were<00:40:45.069> an<00:40:45.190> x-rated<00:40:45.670> act<00:40:46.029> oh<00:40:46.359> you<00:40:47.200> know 00:40:47.249 --> 00:40:47.259 align:start position:0% and they were an x-rated act oh you know 00:40:47.259 --> 00:40:48.269 align:start position:0% and they were an x-rated act oh you know I<00:40:47.289> think<00:40:47.319> I<00:40:47.470> got<00:40:47.559> scared 00:40:48.269 --> 00:40:48.279 align:start position:0% I think I got scared 00:40:48.279 --> 00:40:50.579 align:start position:0% I think I got scared you<00:40:48.970> know<00:40:49.059> they<00:40:49.180> took<00:40:49.390> off<00:40:49.599> but<00:40:50.410> now<00:40:50.529> I'm 00:40:50.579 --> 00:40:50.589 align:start position:0% you know they took off but now I'm 00:40:50.589 --> 00:40:52.380 align:start position:0% you know they took off but now I'm cleaning<00:40:50.829> the<00:40:50.950> office<00:40:51.099> that<00:40:51.970> they<00:40:52.119> were<00:40:52.210> in 00:40:52.380 --> 00:40:52.390 align:start position:0% cleaning the office that they were in 00:40:52.390 --> 00:41:03.529 align:start position:0% cleaning the office that they were in and<00:40:53.200> you<00:40:53.619> know<00:40:53.680> there's<00:40:53.829> cocaine<00:41:01.650> can't<00:41:02.650> cause 00:41:03.529 --> 00:41:03.539 align:start position:0% and you know there's cocaine can't cause 00:41:03.539 --> 00:41:07.680 align:start position:0% and you know there's cocaine can't cause like<00:41:04.539> I<00:41:04.839> don't<00:41:05.289> get<00:41:06.009> the<00:41:06.130> crime<00:41:06.400> a<00:41:06.690> financial 00:41:07.680 --> 00:41:07.690 align:start position:0% like I don't get the crime a financial 00:41:07.690 --> 00:41:09.799 align:start position:0% like I don't get the crime a financial side<00:41:08.230> call<00:41:08.440> facility<00:41:08.890> manager<00:41:09.279> and<00:41:09.460> he's<00:41:09.579> like 00:41:09.799 --> 00:41:09.809 align:start position:0% side call facility manager and he's like 00:41:09.809 --> 00:41:12.550 align:start position:0% side call facility manager and he's like he's<00:41:10.809> pissed<00:41:11.079> it<00:41:11.200> on<00:41:11.289> Cardinal 00:41:12.550 --> 00:41:12.560 align:start position:0% he's pissed it on Cardinal 00:41:12.560 --> 00:41:14.020 align:start position:0% he's pissed it on Cardinal I<00:41:12.590> don't<00:41:13.130> thought<00:41:13.340> like<00:41:13.460> it<00:41:13.550> mattered<00:41:13.820> right 00:41:14.020 --> 00:41:14.030 align:start position:0% I don't thought like it mattered right 00:41:14.030 --> 00:41:16.870 align:start position:0% I don't thought like it mattered right yeah<00:41:14.270> you<00:41:15.080> know<00:41:15.260> and<00:41:15.530> he<00:41:16.190> said<00:41:16.370> well<00:41:16.640> can't<00:41:16.820> you 00:41:16.870 --> 00:41:16.880 align:start position:0% yeah you know and he said well can't you 00:41:16.880 --> 00:41:22.360 align:start position:0% yeah you know and he said well can't you back<00:41:17.060> a<00:41:17.090> minute<00:41:17.360> huh 00:41:22.360 --> 00:41:22.370 align:start position:0% 00:41:22.370 --> 00:41:24.010 align:start position:0% that's<00:41:22.550> only<00:41:22.730> there<00:41:23.060> today<00:41:23.240> we<00:41:23.480> vacuumed<00:41:23.870> it 00:41:24.010 --> 00:41:24.020 align:start position:0% that's only there today we vacuumed it 00:41:24.020 --> 00:41:31.270 align:start position:0% that's only there today we vacuumed it up<00:41:24.140> and<00:41:24.350> with<00:41:24.650> a<00:41:24.680> vacuum<00:41:28.720> in<00:41:29.720> a<00:41:29.980> trash<00:41:30.980> bring 00:41:31.270 --> 00:41:31.280 align:start position:0% up and with a vacuum in a trash bring 00:41:31.280 --> 00:41:33.610 align:start position:0% up and with a vacuum in a trash bring out<00:41:31.520> garbage<00:41:31.970> you<00:41:32.210> know<00:41:32.330> she's<00:41:33.020> like<00:41:33.170> well<00:41:33.380> I 00:41:33.610 --> 00:41:33.620 align:start position:0% out garbage you know she's like well I 00:41:33.620 --> 00:41:34.870 align:start position:0% out garbage you know she's like well I don't<00:41:33.980> want<00:41:34.100> to<00:41:34.130> take<00:41:34.250> this<00:41:34.340> trash<00:41:34.580> down<00:41:34.760> with 00:41:34.870 --> 00:41:34.880 align:start position:0% don't want to take this trash down with 00:41:34.880 --> 00:41:36.910 align:start position:0% don't want to take this trash down with real<00:41:35.030> say<00:41:35.210> no<00:41:35.330> throw<00:41:36.170> the<00:41:36.260> garbage<00:41:36.470> cuz<00:41:36.830> you 00:41:36.910 --> 00:41:36.920 align:start position:0% real say no throw the garbage cuz you 00:41:36.920 --> 00:41:39.190 align:start position:0% real say no throw the garbage cuz you know<00:41:37.010> split<00:41:37.220> but<00:41:37.910> yeah<00:41:38.090> anyway<00:41:38.390> so<00:41:38.420> there's 00:41:39.190 --> 00:41:39.200 align:start position:0% know split but yeah anyway so there's 00:41:39.200 --> 00:41:41.710 align:start position:0% know split but yeah anyway so there's all<00:41:39.560> kinds<00:41:39.890> of<00:41:39.950> stories<00:41:40.160> you<00:41:40.400> know<00:41:40.460> I<00:41:41.030> got 00:41:41.710 --> 00:41:41.720 align:start position:0% all kinds of stories you know I got 00:41:41.720 --> 00:41:44.260 align:start position:0% all kinds of stories you know I got endless<00:41:42.410> stories<00:41:42.800> the<00:41:43.550> commercial<00:41:43.970> account 00:41:44.260 --> 00:41:44.270 align:start position:0% endless stories the commercial account 00:41:44.270 --> 00:41:45.730 align:start position:0% endless stories the commercial account with<00:41:44.420> the<00:41:44.540> rats<00:41:44.780> like<00:41:45.140> dogs 00:41:45.730 --> 00:41:45.740 align:start position:0% with the rats like dogs 00:41:45.740 --> 00:41:47.710 align:start position:0% with the rats like dogs that's<00:41:45.920> a<00:41:46.040> true<00:41:46.250> story<00:41:46.460> so<00:41:46.760> I<00:41:46.790> can<00:41:47.150> imagine<00:41:47.630> I 00:41:47.710 --> 00:41:47.720 align:start position:0% that's a true story so I can imagine I 00:41:47.720 --> 00:41:49.830 align:start position:0% that's a true story so I can imagine I mean<00:41:47.990> you<00:41:48.110> kick<00:41:48.320> the<00:41:48.440> barrels 00:41:49.830 --> 00:41:49.840 align:start position:0% mean you kick the barrels 00:41:49.840 --> 00:41:53.830 align:start position:0% mean you kick the barrels there's<00:41:50.840> biggest<00:41:51.260> dogs<00:41:51.550> and<00:41:52.550> in<00:41:52.970> I<00:41:53.240> just<00:41:53.660> had<00:41:53.810> a 00:41:53.830 --> 00:41:53.840 align:start position:0% there's biggest dogs and in I just had a 00:41:53.840 --> 00:41:55.360 align:start position:0% there's biggest dogs and in I just had a meeting<00:41:54.050> with<00:41:54.260> these<00:41:54.350> people<00:41:54.410> recently<00:41:54.920> and<00:41:55.280> I 00:41:55.360 --> 00:41:55.370 align:start position:0% meeting with these people recently and I 00:41:55.370 --> 00:41:57.730 align:start position:0% meeting with these people recently and I told<00:41:55.610> this<00:41:55.820> new<00:41:56.090> facility<00:41:56.750> she's<00:41:57.230> the<00:41:57.410> plant 00:41:57.730 --> 00:41:57.740 align:start position:0% told this new facility she's the plant 00:41:57.740 --> 00:41:59.830 align:start position:0% told this new facility she's the plant manager<00:41:58.370> I<00:41:58.400> was<00:41:58.610> like<00:41:58.790> you've<00:41:59.570> been<00:41:59.690> here<00:41:59.810> a 00:41:59.830 --> 00:41:59.840 align:start position:0% manager I was like you've been here a 00:41:59.840 --> 00:42:05.320 align:start position:0% manager I was like you've been here a night<00:42:00.020> before<00:42:02.470> okay<00:42:03.550> maybe<00:42:04.550> we<00:42:04.730> should<00:42:04.760> maybe 00:42:05.320 --> 00:42:05.330 align:start position:0% night before okay maybe we should maybe 00:42:05.330 --> 00:42:06.760 align:start position:0% night before okay maybe we should maybe we<00:42:05.450> should<00:42:05.720> show<00:42:05.900> you<00:42:05.960> one<00:42:06.200> night<00:42:06.350> over<00:42:06.500> the 00:42:06.760 --> 00:42:06.770 align:start position:0% we should show you one night over the 00:42:06.770 --> 00:42:09.000 align:start position:0% we should show you one night over the other<00:42:06.890> one<00:42:07.100> because<00:42:07.520> they're<00:42:07.730> like<00:42:07.940> you<00:42:08.210> know 00:42:09.000 --> 00:42:09.010 align:start position:0% other one because they're like you know 00:42:09.010 --> 00:42:20.560 align:start position:0% other one because they're like you know talking<00:42:10.010> about<00:42:10.190> how<00:42:10.580> the<00:42:10.640> little<00:42:10.820> traps<00:42:19.570> I've 00:42:20.560 --> 00:42:20.570 align:start position:0% talking about how the little traps I've 00:42:20.570 --> 00:42:23.080 align:start position:0% talking about how the little traps I've talked<00:42:20.810> about<00:42:20.960> many<00:42:21.290> but<00:42:21.530> I<00:42:21.710> say<00:42:21.980> one<00:42:22.280> that 00:42:23.080 --> 00:42:23.090 align:start position:0% talked about many but I say one that 00:42:23.090 --> 00:42:24.940 align:start position:0% talked about many but I say one that could<00:42:23.240> be<00:42:23.300> probably<00:42:23.660> relevant<00:42:24.440> to<00:42:24.710> a<00:42:24.740> lot<00:42:24.920> of 00:42:24.940 --> 00:42:24.950 align:start position:0% could be probably relevant to a lot of 00:42:24.950 --> 00:42:27.120 align:start position:0% could be probably relevant to a lot of you<00:42:25.310> know<00:42:25.370> newcomers<00:42:26.300> are<00:42:26.420> up<00:42:26.510> and<00:42:26.660> coming 00:42:27.120 --> 00:42:27.130 align:start position:0% you know newcomers are up and coming 00:42:27.130 --> 00:42:31.020 align:start position:0% you know newcomers are up and coming me<00:42:28.130> and<00:42:28.250> my<00:42:28.340> cousin<00:42:28.550> our<00:42:29.390> first<00:42:29.780> year<00:42:29.990> business 00:42:31.020 --> 00:42:31.030 align:start position:0% me and my cousin our first year business 00:42:31.030 --> 00:42:37.840 align:start position:0% me and my cousin our first year business you<00:42:32.030> know<00:42:32.120> stripping<00:42:32.480> last<00:42:32.630> jobs<00:42:35.980> do<00:42:36.980> it<00:42:37.130> so<00:42:37.610> I 00:42:37.840 --> 00:42:37.850 align:start position:0% you know stripping last jobs do it so I 00:42:37.850 --> 00:42:40.540 align:start position:0% you know stripping last jobs do it so I talk<00:42:38.150> about<00:42:38.390> this<00:42:38.510> because<00:42:38.660> it's<00:42:39.490> it's<00:42:40.490> a 00:42:40.540 --> 00:42:40.550 align:start position:0% talk about this because it's it's a 00:42:40.550 --> 00:42:42.400 align:start position:0% talk about this because it's it's a classic<00:42:41.000> that's<00:42:41.300> a<00:42:41.390> classic<00:42:41.840> story<00:42:42.050> for<00:42:42.320> me 00:42:42.400 --> 00:42:42.410 align:start position:0% classic that's a classic story for me 00:42:42.410 --> 00:42:45.100 align:start position:0% classic that's a classic story for me where<00:42:42.650> you<00:42:43.490> know<00:42:43.580> we<00:42:43.730> we<00:42:44.030> bid<00:42:44.270> this<00:42:44.480> job<00:42:44.750> I 00:42:45.100 --> 00:42:45.110 align:start position:0% where you know we we bid this job I 00:42:45.110 --> 00:42:46.780 align:start position:0% where you know we we bid this job I think<00:42:45.620> I<00:42:46.010> know<00:42:46.070> what<00:42:46.250> I'm<00:42:46.370> doing<00:42:46.580> because<00:42:46.670> I 00:42:46.780 --> 00:42:46.790 align:start position:0% think I know what I'm doing because I 00:42:46.790 --> 00:42:48.280 align:start position:0% think I know what I'm doing because I looked<00:42:46.970> on<00:42:47.090> YouTube<00:42:47.330> and<00:42:47.720> I<00:42:47.750> looked<00:42:47.960> at<00:42:48.110> you 00:42:48.280 --> 00:42:48.290 align:start position:0% looked on YouTube and I looked at you 00:42:48.290 --> 00:42:50.980 align:start position:0% looked on YouTube and I looked at you know<00:42:48.320> the<00:42:48.980> 10<00:42:49.190> tips<00:42:50.000> on<00:42:50.240> how<00:42:50.360> to<00:42:50.690> price<00:42:50.960> it 00:42:50.980 --> 00:42:50.990 align:start position:0% know the 10 tips on how to price it 00:42:50.990 --> 00:42:53.290 align:start position:0% know the 10 tips on how to price it because<00:42:51.440> it's<00:42:51.620> all<00:42:51.740> like<00:42:51.980> right<00:42:52.400> do<00:42:53.060> we<00:42:53.150> got<00:42:53.270> a 00:42:53.290 --> 00:42:53.300 align:start position:0% because it's all like right do we got a 00:42:53.300 --> 00:42:54.280 align:start position:0% because it's all like right do we got a new<00:42:53.450> machine<00:42:53.540> good 00:42:54.280 --> 00:42:54.290 align:start position:0% new machine good 00:42:54.290 --> 00:42:55.870 align:start position:0% new machine good they<00:42:54.890> say<00:42:55.100> the<00:42:55.250> machine<00:42:55.550> could<00:42:55.640> do<00:42:55.760> the<00:42:55.850> job 00:42:55.870 --> 00:42:55.880 align:start position:0% they say the machine could do the job 00:42:55.880 --> 00:42:57.520 align:start position:0% they say the machine could do the job for<00:42:56.240> you<00:42:56.360> all<00:42:56.750> right 00:42:57.520 --> 00:42:57.530 align:start position:0% for you all right 00:42:57.530 --> 00:43:01.630 align:start position:0% for you all right so<00:42:57.980> we<00:42:58.100> fit<00:42:58.310> this<00:42:58.490> job<00:42:58.760> at<00:42:59.360> like<00:42:59.570> 600<00:43:00.410> and<00:43:00.640> man 00:43:01.630 --> 00:43:01.640 align:start position:0% so we fit this job at like 600 and man 00:43:01.640 --> 00:43:05.170 align:start position:0% so we fit this job at like 600 and man 680<00:43:02.420> bucks<00:43:02.510> I<00:43:02.810> think<00:43:03.160> and<00:43:04.160> it's<00:43:04.850> like<00:43:05.030> three 00:43:05.170 --> 00:43:05.180 align:start position:0% 680 bucks I think and it's like three 00:43:05.180 --> 00:43:08.020 align:start position:0% 680 bucks I think and it's like three thousand<00:43:05.630> square<00:43:05.810> feet<00:43:05.990> and<00:43:06.640> it's<00:43:07.640> it's<00:43:07.910> an 00:43:08.020 --> 00:43:08.030 align:start position:0% thousand square feet and it's it's an 00:43:08.030 --> 00:43:09.910 align:start position:0% thousand square feet and it's it's an overnight<00:43:08.330> but<00:43:08.720> it's<00:43:08.840> a<00:43:08.870> 24<00:43:09.290> hour<00:43:09.380> facility 00:43:09.910 --> 00:43:09.920 align:start position:0% overnight but it's a 24 hour facility 00:43:09.920 --> 00:43:13.790 align:start position:0% overnight but it's a 24 hour facility and<00:43:10.360> I<00:43:11.360> don't<00:43:11.960> have<00:43:12.080> strippers 00:43:13.790 --> 00:43:13.800 align:start position:0% and I don't have strippers 00:43:13.800 --> 00:43:17.450 align:start position:0% and I don't have strippers I<00:43:13.850> didn't<00:43:14.850> know<00:43:14.910> you're<00:43:15.090> supposed<00:43:15.330> to<00:43:16.190> I<00:43:17.190> had 00:43:17.450 --> 00:43:17.460 align:start position:0% I didn't know you're supposed to I had 00:43:17.460 --> 00:43:21.530 align:start position:0% I didn't know you're supposed to I had gym<00:43:17.700> shoes<00:43:19.280> actually<00:43:20.280> we<00:43:21.030> got<00:43:21.150> the<00:43:21.300> floor 00:43:21.530 --> 00:43:21.540 align:start position:0% gym shoes actually we got the floor 00:43:21.540 --> 00:43:24.230 align:start position:0% gym shoes actually we got the floor scrubber<00:43:21.900> we<00:43:22.650> got<00:43:22.830> what<00:43:23.610> I<00:43:23.640> thought<00:43:23.970> was<00:43:24.210> a 00:43:24.230 --> 00:43:24.240 align:start position:0% scrubber we got what I thought was a 00:43:24.240 --> 00:43:28.040 align:start position:0% scrubber we got what I thought was a wetback<00:43:24.510> but<00:43:24.930> it<00:43:25.020> was<00:43:25.140> not<00:43:25.380> a<00:43:25.410> weapon<00:43:26.930> and<00:43:27.930> then 00:43:28.040 --> 00:43:28.050 align:start position:0% wetback but it was not a weapon and then 00:43:28.050 --> 00:43:29.570 align:start position:0% wetback but it was not a weapon and then we<00:43:28.170> have<00:43:28.320> this<00:43:28.470> stripper<00:43:28.890> solution<00:43:29.340> then<00:43:29.490> we 00:43:29.570 --> 00:43:29.580 align:start position:0% we have this stripper solution then we 00:43:29.580 --> 00:43:31.190 align:start position:0% we have this stripper solution then we had<00:43:29.670> the<00:43:29.790> wax<00:43:30.000> and<00:43:30.300> then<00:43:30.420> we<00:43:30.510> have<00:43:30.630> a<00:43:30.690> brand<00:43:31.050> new 00:43:31.190 --> 00:43:31.200 align:start position:0% had the wax and then we have a brand new 00:43:31.200 --> 00:43:35.060 align:start position:0% had the wax and then we have a brand new square<00:43:31.710> scrub<00:43:32.040> this<00:43:32.250> thing<00:43:32.490> is<00:43:32.580> like<00:43:32.990> shiny<00:43:34.070> so 00:43:35.060 --> 00:43:35.070 align:start position:0% square scrub this thing is like shiny so 00:43:35.070 --> 00:43:36.950 align:start position:0% square scrub this thing is like shiny so then<00:43:35.250> Tony<00:43:35.850> goes<00:43:36.060> up<00:43:36.240> to<00:43:36.360> the<00:43:36.450> top<00:43:36.480> I'm<00:43:36.810> like 00:43:36.950 --> 00:43:36.960 align:start position:0% then Tony goes up to the top I'm like 00:43:36.960 --> 00:43:38.150 align:start position:0% then Tony goes up to the top I'm like all<00:43:37.080> right<00:43:37.110> I<00:43:37.200> got<00:43:37.380> the<00:43:37.470> bathrooms<00:43:37.920> you<00:43:38.040> got 00:43:38.150 --> 00:43:38.160 align:start position:0% all right I got the bathrooms you got 00:43:38.160 --> 00:43:41.600 align:start position:0% all right I got the bathrooms you got the<00:43:38.280> top<00:43:39.050> and<00:43:40.050> he<00:43:40.620> just<00:43:40.800> keeps<00:43:40.980> going<00:43:41.400> and<00:43:41.520> I'm 00:43:41.600 --> 00:43:41.610 align:start position:0% the top and he just keeps going and I'm 00:43:41.610 --> 00:43:43.220 align:start position:0% the top and he just keeps going and I'm like<00:43:41.730> dude<00:43:41.910> Tony's<00:43:42.240> it<00:43:42.480> from<00:43:42.810> the<00:43:42.900> YouTube 00:43:43.220 --> 00:43:43.230 align:start position:0% like dude Tony's it from the YouTube 00:43:43.230 --> 00:43:44.570 align:start position:0% like dude Tony's it from the YouTube video<00:43:43.440> you're<00:43:43.530> supposed<00:43:43.770> to<00:43:43.860> run<00:43:44.010> one<00:43:44.250> over 00:43:44.570 --> 00:43:44.580 align:start position:0% video you're supposed to run one over 00:43:44.580 --> 00:43:46.870 align:start position:0% video you're supposed to run one over good<00:43:45.060> he<00:43:45.690> keeps<00:43:46.200> going 00:43:46.870 --> 00:43:46.880 align:start position:0% good he keeps going 00:43:46.880 --> 00:43:49.490 align:start position:0% good he keeps going and<00:43:47.880> I<00:43:48.030> go<00:43:48.210> up<00:43:48.360> and<00:43:48.480> I'm<00:43:48.570> like<00:43:48.720> what's<00:43:49.170> going<00:43:49.230> on 00:43:49.490 --> 00:43:49.500 align:start position:0% and I go up and I'm like what's going on 00:43:49.500 --> 00:43:51.530 align:start position:0% and I go up and I'm like what's going on he's<00:43:49.650> a<00:43:49.740> cricket<00:43:49.950> just<00:43:50.700> keep<00:43:50.940> this<00:43:51.090> film 00:43:51.530 --> 00:43:51.540 align:start position:0% he's a cricket just keep this film 00:43:51.540 --> 00:43:53.780 align:start position:0% he's a cricket just keep this film there's<00:43:51.990> just<00:43:52.170> film<00:43:52.470> everywhere<00:43:52.950> so<00:43:53.490> he<00:43:53.580> keeps 00:43:53.780 --> 00:43:53.790 align:start position:0% there's just film everywhere so he keeps 00:43:53.790 --> 00:43:56.210 align:start position:0% there's just film everywhere so he keeps going<00:43:53.970> I'm<00:43:54.270> down<00:43:54.480> here<00:43:54.900> he<00:43:55.560> comes<00:43:55.830> out<00:43:56.010> cuz 00:43:56.210 --> 00:43:56.220 align:start position:0% going I'm down here he comes out cuz 00:43:56.220 --> 00:43:59.120 align:start position:0% going I'm down here he comes out cuz we're<00:43:56.370> just<00:43:56.550> you<00:43:56.670> know<00:43:56.700> he's<00:43:57.740> judging<00:43:58.740> me<00:43:58.920> I'm 00:43:59.120 --> 00:43:59.130 align:start position:0% we're just you know he's judging me I'm 00:43:59.130 --> 00:44:01.010 align:start position:0% we're just you know he's judging me I'm judging<00:43:59.460> him<00:43:59.610> I'm<00:44:00.210> better<00:44:00.480> than<00:44:00.540> him<00:44:00.780> he's 00:44:01.010 --> 00:44:01.020 align:start position:0% judging him I'm better than him he's 00:44:01.020 --> 00:44:02.960 align:start position:0% judging him I'm better than him he's better<00:44:01.200> at<00:44:01.320> me<00:44:01.500> he<00:44:02.250> bought<00:44:02.400> that<00:44:02.580> machine<00:44:02.730> I 00:44:02.960 --> 00:44:02.970 align:start position:0% better at me he bought that machine I 00:44:02.970 --> 00:44:05.210 align:start position:0% better at me he bought that machine I bought<00:44:03.150> this<00:44:03.300> one<00:44:03.560> how<00:44:04.560> about<00:44:04.710> the<00:44:04.830> bottom<00:44:05.100> and 00:44:05.210 --> 00:44:05.220 align:start position:0% bought this one how about the bottom and 00:44:05.220 --> 00:44:12.230 align:start position:0% bought this one how about the bottom and he<00:44:05.280> said<00:44:05.460> Rick<00:44:05.640> what<00:44:06.240> are<00:44:06.270> you<00:44:06.390> doing<00:44:11.240> anything 00:44:12.230 --> 00:44:12.240 align:start position:0% he said Rick what are you doing anything 00:44:12.240 --> 00:44:12.740 align:start position:0% he said Rick what are you doing anything Rick 00:44:12.740 --> 00:44:12.750 align:start position:0% Rick 00:44:12.750 --> 00:44:15.920 align:start position:0% Rick it's<00:44:13.530> all<00:44:13.770> it's<00:44:14.160> all<00:44:14.310> stripper<00:44:14.820> I<00:44:14.970> think<00:44:15.600> this 00:44:15.920 --> 00:44:15.930 align:start position:0% it's all it's all stripper I think this 00:44:15.930 --> 00:44:18.920 align:start position:0% it's all it's all stripper I think this was<00:44:16.170> a<00:44:16.200> diluted<00:44:16.560> dude<00:44:17.550> the<00:44:17.760> tile<00:44:18.270> turn<00:44:18.570> white 00:44:18.920 --> 00:44:18.930 align:start position:0% was a diluted dude the tile turn white 00:44:18.930 --> 00:44:22.340 align:start position:0% was a diluted dude the tile turn white boy<00:44:19.320> white<00:44:20.070> soda<00:44:20.700> my<00:44:20.820> gosh<00:44:21.000> alright<00:44:21.510> cool<00:44:21.810> so<00:44:22.080> I 00:44:22.340 --> 00:44:22.350 align:start position:0% boy white soda my gosh alright cool so I 00:44:22.350 --> 00:44:23.750 align:start position:0% boy white soda my gosh alright cool so I start<00:44:22.620> stripping<00:44:23.010> it<00:44:23.130> start<00:44:23.340> stripping<00:44:23.640> it 00:44:23.750 --> 00:44:23.760 align:start position:0% start stripping it start stripping it 00:44:23.760 --> 00:44:26.870 align:start position:0% start stripping it start stripping it the<00:44:24.510> entire<00:44:24.900> outer<00:44:25.470> layer<00:44:25.920> was<00:44:26.190> white<00:44:26.430> like 00:44:26.870 --> 00:44:26.880 align:start position:0% the entire outer layer was white like 00:44:26.880 --> 00:44:28.490 align:start position:0% the entire outer layer was white like God<00:44:27.090> there's<00:44:27.390> no<00:44:27.660> type<00:44:27.960> this<00:44:28.080> was<00:44:28.260> a<00:44:28.290> brown 00:44:28.490 --> 00:44:28.500 align:start position:0% God there's no type this was a brown 00:44:28.500 --> 00:44:35.480 align:start position:0% God there's no type this was a brown tile<00:44:30.800> up<00:44:31.800> on<00:44:32.040> top<00:44:33.860> whatever<00:44:34.860> whatever 00:44:35.480 --> 00:44:35.490 align:start position:0% tile up on top whatever whatever 00:44:35.490 --> 00:44:36.890 align:start position:0% tile up on top whatever whatever happened<00:44:36.000> on<00:44:36.030> top<00:44:36.240> but<00:44:36.390> just<00:44:36.420> so<00:44:36.690> you<00:44:36.780> guys 00:44:36.890 --> 00:44:36.900 align:start position:0% happened on top but just so you guys 00:44:36.900 --> 00:44:39.280 align:start position:0% happened on top but just so you guys know<00:44:36.960> we<00:44:37.650> bid<00:44:37.920> this<00:44:38.100> job<00:44:38.340> for<00:44:38.610> eight<00:44:38.760> hours 00:44:39.280 --> 00:44:39.290 align:start position:0% know we bid this job for eight hours 00:44:39.290 --> 00:44:43.990 align:start position:0% know we bid this job for eight hours it's<00:44:40.290> you<00:44:40.530> know<00:44:41.310> were<00:44:41.430> there<00:44:41.580> for<00:44:41.910> 38<00:44:42.390> hours 00:44:43.990 --> 00:44:44.000 align:start position:0% it's you know were there for 38 hours 00:44:44.000 --> 00:44:48.530 align:start position:0% it's you know were there for 38 hours and<00:44:45.000> the<00:44:45.960> client<00:44:46.320> came<00:44:46.440> in<00:44:46.680> like<00:44:46.890> a<00:44:47.390> child 00:44:48.530 --> 00:44:48.540 align:start position:0% and the client came in like a child 00:44:48.540 --> 00:44:50.540 align:start position:0% and the client came in like a child this<00:44:49.080> thing<00:44:49.350> with<00:44:49.500> listing<00:44:49.890> looks<00:44:50.040> but<00:44:50.340> it's 00:44:50.540 --> 00:44:50.550 align:start position:0% this thing with listing looks but it's 00:44:50.550 --> 00:44:53.770 align:start position:0% this thing with listing looks but it's because<00:44:51.060> we<00:44:51.180> put<00:44:51.450> nine<00:44:51.840> coats<00:44:52.440> of<00:44:52.620> wax<00:44:52.800> on<00:44:53.040> your 00:44:53.770 --> 00:44:53.780 align:start position:0% because we put nine coats of wax on your 00:44:53.780 --> 00:44:58.190 align:start position:0% because we put nine coats of wax on your society's<00:44:54.780> probably<00:44:55.050> ever<00:44:55.170> seen<00:44:55.380> I<00:44:56.930> paid<00:44:57.930> them 00:44:58.190 --> 00:44:58.200 align:start position:0% society's probably ever seen I paid them 00:44:58.200 --> 00:45:01.370 align:start position:0% society's probably ever seen I paid them for<00:44:58.710> three<00:44:59.010> years<00:44:59.310> ago<00:44:59.610> three<00:45:00.420> years<00:45:00.450> old<00:45:00.870> you 00:45:01.370 --> 00:45:01.380 align:start position:0% for three years ago three years old you 00:45:01.380 --> 00:45:02.960 align:start position:0% for three years ago three years old you literally<00:45:01.710> said<00:45:01.980> I'm<00:45:02.130> gonna<00:45:02.280> lose<00:45:02.460> money<00:45:02.670> to 00:45:02.960 --> 00:45:02.970 align:start position:0% literally said I'm gonna lose money to 00:45:02.970 --> 00:45:03.500 align:start position:0% literally said I'm gonna lose money to make<00:45:03.180> money 00:45:03.500 --> 00:45:03.510 align:start position:0% make money 00:45:03.510 --> 00:45:05.960 align:start position:0% make money ya<00:45:03.720> know<00:45:04.020> they<00:45:04.680> were<00:45:04.800> like<00:45:05.010> this<00:45:05.160> is<00:45:05.670> the<00:45:05.790> best 00:45:05.960 --> 00:45:05.970 align:start position:0% ya know they were like this is the best 00:45:05.970 --> 00:45:09.230 align:start position:0% ya know they were like this is the best looking<00:45:06.210> for<00:45:06.390> a<00:45:06.750> me<00:45:07.110> it's<00:45:07.230> alright<00:45:07.770> so<00:45:08.640> that 00:45:09.230 --> 00:45:09.240 align:start position:0% looking for a me it's alright so that 00:45:09.240 --> 00:45:13.610 align:start position:0% looking for a me it's alright so that price<00:45:09.420> is<00:45:09.570> good<00:45:09.750> right<00:45:11.510> do<00:45:12.510> got<00:45:12.870> price<00:45:13.290> that 00:45:13.610 --> 00:45:13.620 align:start position:0% price is good right do got price that 00:45:13.620 --> 00:45:17.600 align:start position:0% price is good right do got price that three<00:45:14.220> thousand<00:45:14.550> square<00:45:14.760> feet<00:45:14.970> six<00:45:15.480> $80<00:45:16.580> but<00:45:17.580> I 00:45:17.600 --> 00:45:17.610 align:start position:0% three thousand square feet six $80 but I 00:45:17.610 --> 00:45:18.319 align:start position:0% three thousand square feet six $80 but I got<00:45:17.820> so<00:45:18.000> many 00:45:18.319 --> 00:45:18.329 align:start position:0% got so many 00:45:18.329 --> 00:45:20.929 align:start position:0% got so many but<00:45:18.569> at<00:45:18.809> that<00:45:19.019> point<00:45:19.289> I<00:45:19.650> think<00:45:20.489> we've<00:45:20.729> talked 00:45:20.929 --> 00:45:20.939 align:start position:0% but at that point I think we've talked 00:45:20.939 --> 00:45:22.880 align:start position:0% but at that point I think we've talked about<00:45:21.089> right<00:45:21.660> I<00:45:21.959> think<00:45:22.349> we<00:45:22.469> have<00:45:22.529> some<00:45:22.739> good 00:45:22.880 --> 00:45:22.890 align:start position:0% about right I think we have some good 00:45:22.890 --> 00:45:26.839 align:start position:0% about right I think we have some good good<00:45:23.519> conversations<00:45:24.119> there<00:45:24.269> oh<00:45:24.420> yeah<00:45:25.130> for<00:45:26.130> for 00:45:26.839 --> 00:45:26.849 align:start position:0% good conversations there oh yeah for for 00:45:26.849 --> 00:45:29.120 align:start position:0% good conversations there oh yeah for for our<00:45:26.939> first<00:45:27.239> talk<00:45:27.479> I<00:45:27.660> think<00:45:27.719> you<00:45:28.199> know<00:45:28.319> we<00:45:28.920> want 00:45:29.120 --> 00:45:29.130 align:start position:0% our first talk I think you know we want 00:45:29.130 --> 00:45:30.559 align:start position:0% our first talk I think you know we want her<00:45:29.189> to<00:45:29.279> keep<00:45:29.429> it<00:45:29.549> real<00:45:29.759> we<00:45:29.939> wanted<00:45:30.209> to<00:45:30.269> keep<00:45:30.390> it 00:45:30.559 --> 00:45:30.569 align:start position:0% her to keep it real we wanted to keep it 00:45:30.569 --> 00:45:33.289 align:start position:0% her to keep it real we wanted to keep it you<00:45:30.809> know<00:45:31.459> storytelling<00:45:32.459> time<00:45:32.670> right<00:45:32.939> this<00:45:33.150> is 00:45:33.289 --> 00:45:33.299 align:start position:0% you know storytelling time right this is 00:45:33.299 --> 00:45:35.870 align:start position:0% you know storytelling time right this is this<00:45:34.049> is<00:45:34.199> what<00:45:34.349> the<00:45:34.469> industry<00:45:34.859> is<00:45:34.979> about<00:45:35.069> this 00:45:35.870 --> 00:45:35.880 align:start position:0% this is what the industry is about this 00:45:35.880 --> 00:45:38.059 align:start position:0% this is what the industry is about this collaboration<00:45:36.569> you<00:45:37.410> could<00:45:37.589> you<00:45:37.739> know<00:45:37.829> people 00:45:38.059 --> 00:45:38.069 align:start position:0% collaboration you could you know people 00:45:38.069 --> 00:45:39.559 align:start position:0% collaboration you could you know people could<00:45:38.189> call<00:45:38.369> us<00:45:38.640> competitors<00:45:39.209> because<00:45:39.420> we're 00:45:39.559 --> 00:45:39.569 align:start position:0% could call us competitors because we're 00:45:39.569 --> 00:45:42.109 align:start position:0% could call us competitors because we're on<00:45:39.660> the<00:45:39.779> same<00:45:39.959> market<00:45:40.319> but<00:45:41.219> these<00:45:41.670> guys<00:45:41.819> are<00:45:42.029> my 00:45:42.109 --> 00:45:42.119 align:start position:0% on the same market but these guys are my 00:45:42.119 --> 00:45:43.999 align:start position:0% on the same market but these guys are my friends<00:45:42.269> these<00:45:42.599> guys<00:45:42.779> are<00:45:42.989> colleagues<00:45:43.439> this 00:45:43.999 --> 00:45:44.009 align:start position:0% friends these guys are colleagues this 00:45:44.009 --> 00:45:46.299 align:start position:0% friends these guys are colleagues this is<00:45:44.219> what<00:45:44.429> we<00:45:44.939> need<00:45:45.089> to<00:45:45.209> do<00:45:45.359> for<00:45:45.660> the<00:45:45.779> industry 00:45:46.299 --> 00:45:46.309 align:start position:0% is what we need to do for the industry 00:45:46.309 --> 00:45:49.699 align:start position:0% is what we need to do for the industry not<00:45:47.309> just<00:45:47.369> for<00:45:47.849> us<00:45:47.880> but<00:45:48.059> for<00:45:48.660> customers<00:45:49.559> and 00:45:49.699 --> 00:45:49.709 align:start position:0% not just for us but for customers and 00:45:49.709 --> 00:45:52.039 align:start position:0% not just for us but for customers and clients<00:45:49.829> to<00:45:50.160> know<00:45:50.279> this<00:45:50.789> is<00:45:50.910> a<00:45:50.939> trait<00:45:51.269> what<00:45:51.900> we 00:45:52.039 --> 00:45:52.049 align:start position:0% clients to know this is a trait what we 00:45:52.049 --> 00:45:54.589 align:start position:0% clients to know this is a trait what we do<00:45:52.229> for<00:45:52.650> commercial<00:45:52.979> cleaning<00:45:53.189> is<00:45:53.429> a<00:45:53.459> trade<00:45:53.759> we 00:45:54.589 --> 00:45:54.599 align:start position:0% do for commercial cleaning is a trade we 00:45:54.599 --> 00:45:58.400 align:start position:0% do for commercial cleaning is a trade we we<00:45:55.559> were<00:45:56.130> not<00:45:56.160> demanding<00:45:56.759> respect<00:45:56.910> but<00:45:57.509> we<00:45:57.719> we 00:45:58.400 --> 00:45:58.410 align:start position:0% we were not demanding respect but we we 00:45:58.410 --> 00:45:59.870 align:start position:0% we were not demanding respect but we we have<00:45:58.439> to<00:45:58.679> say<00:45:58.829> let's<00:45:59.099> put<00:45:59.279> ourselves<00:45:59.369> in<00:45:59.789> a 00:45:59.870 --> 00:45:59.880 align:start position:0% have to say let's put ourselves in a 00:45:59.880 --> 00:46:03.079 align:start position:0% have to say let's put ourselves in a situation<00:46:00.079> to<00:46:01.079> earn<00:46:01.380> our<00:46:01.829> clients<00:46:02.459> respect<00:46:02.849> by 00:46:03.079 --> 00:46:03.089 align:start position:0% situation to earn our clients respect by 00:46:03.089 --> 00:46:05.719 align:start position:0% situation to earn our clients respect by the<00:46:03.150> way<00:46:03.420> we<00:46:03.630> conduct<00:46:03.900> ourselves<00:46:04.459> and<00:46:05.459> the<00:46:05.609> way 00:46:05.719 --> 00:46:05.729 align:start position:0% the way we conduct ourselves and the way 00:46:05.729 --> 00:46:07.849 align:start position:0% the way we conduct ourselves and the way we<00:46:05.910> you<00:46:06.449> know<00:46:06.539> we<00:46:06.660> take<00:46:06.839> this<00:46:06.959> serious<00:46:07.319> right<00:46:07.739> I 00:46:07.849 --> 00:46:07.859 align:start position:0% we you know we take this serious right I 00:46:07.859 --> 00:46:09.589 align:start position:0% we you know we take this serious right I mean<00:46:08.069> I<00:46:08.130> thank<00:46:08.759> you<00:46:08.849> guys<00:46:08.999> for<00:46:09.179> coming<00:46:09.239> I 00:46:09.589 --> 00:46:09.599 align:start position:0% mean I thank you guys for coming I 00:46:09.599 --> 00:46:11.660 align:start position:0% mean I thank you guys for coming I appreciate<00:46:09.890> you<00:46:10.890> guys<00:46:11.009> being<00:46:11.219> a<00:46:11.309> part<00:46:11.519> of<00:46:11.549> this 00:46:11.660 --> 00:46:11.670 align:start position:0% appreciate you guys being a part of this 00:46:11.670 --> 00:46:13.539 align:start position:0% appreciate you guys being a part of this this<00:46:11.939> is<00:46:12.119> only<00:46:12.239> the<00:46:12.449> first<00:46:12.719> of<00:46:12.900> many<00:46:12.959> to<00:46:13.289> come 00:46:13.539 --> 00:46:13.549 align:start position:0% this is only the first of many to come 00:46:13.549 --> 00:46:16.729 align:start position:0% this is only the first of many to come but<00:46:14.549> yeah<00:46:15.059> I<00:46:15.449> appreciate<00:46:16.199> you<00:46:16.439> guys<00:46:16.559> being 00:46:16.729 --> 00:46:16.739 align:start position:0% but yeah I appreciate you guys being 00:46:16.739 --> 00:46:19.599 align:start position:0% but yeah I appreciate you guys being here<00:46:16.859> but<00:46:17.039> choose<00:46:17.699> to<00:46:17.729> clean<00:46:18.089> in<00:46:18.239> cognitive 00:46:19.599 --> 00:46:19.609 align:start position:0% here but choose to clean in cognitive 00:46:19.609 --> 00:46:23.269 align:start position:0% here but choose to clean in cognitive mountains<00:46:20.609> some<00:46:21.029> yes