0:00:04.910,0:00:08.200
[Music]

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hey everyone

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thank you for joining us for the

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cleaning and cocktails podcast this is

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where i get the opportunity to speak

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with fellow cleaning business owners

0:00:16.080,0:00:20.320
small medium and large we take the time

0:00:18.480,0:00:22.160
to let them share their stories on the

0:00:20.320,0:00:24.000
ups and downs in the industry

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i also speak with other experts and

0:00:24.000,0:00:27.840
professionals in the industry

0:00:25.519,0:00:28.560
from your manufacturers your suppliers

0:00:27.840,0:00:30.880
trainers

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as well as other types of entrepreneurs

0:00:30.880,0:00:33.040
my mission is to empower our cleaning

0:00:32.480,0:00:34.880
industry

0:00:33.040,0:00:36.880
to inspire and motivate each and every

0:00:34.880,0:00:37.760
one of you i want you guys to reach new

0:00:36.880,0:00:39.920
heights of success

0:00:37.760,0:00:41.520
and learn from one another my goal is to

0:00:39.920,0:00:44.320
have you walk away with some tips

0:00:41.520,0:00:46.000
secrets advice and opinions that are

0:00:44.320,0:00:47.280
relevant to all of us in our day-to-day

0:00:46.000,0:00:48.719
hustle and grind

0:00:47.280,0:00:51.120
while we're out there in the field

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working every single day so sit back and

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share a cocktail with us

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and enjoy the show

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[Music]

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welcome everybody to cleanit cocktails

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uh i have the pleasure of having two

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fellow colleagues here that i've grown

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to learn in this industry

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um i have ingrid murray here and then i

0:01:14.080,0:01:16.720
have jason lee as well

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i'm going to let them introduce their

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companies introduce who they are so

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ingrid why don't you take it away first

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spend a couple minutes to talk about you

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know who you are

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the company name a couple company stats

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as far as

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you know the size of the business where

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the city is that you reside

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um and just take it from there

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okay so i y'all it's ingrid murray

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um prospect cleaning service yay go

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prospect

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we're located in brooklyn new york so we

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were

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um just up to a million

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as of december of last year but with

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within the first what

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quarter of this year and we i know we're

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going to get to that

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in a little bit ricky we're now um

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almost 5 million in revenue um

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i have close to

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70 people that are working for us now

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and we do connecticut new york and new

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jersey

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so um those are currently our service

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area

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of course we provide general cleaning

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building and maintenance

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we provide carpet cleaning um

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floor restoration and floor maintenance

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and

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which includes um stripping waxing of

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vinyl force

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polishing of marble tiles and stuff like

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that

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and um we're going into distribution

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finally um

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what else was there again no that's

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it you know you said that you you

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memorized okay

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all right good all right jason you take

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it away now my friend

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hey thanks and rick thank you for

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putting this together and having us on

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here um but our company is lee building

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maintenance we're out of the maryland

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area

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uh so our location we're about 50 miles

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west of dc and baltimore

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uh our we have about 114 employees

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or revenues about two and a half million

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um

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and the things that we take care of are

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a medical

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health care side manufacturing and

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office space

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and uh it's been it's been a good a good

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run

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awesome man awesome well guys i always

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forget this part i don't know why but i

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wanted to say

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let's bring up your drinks this is this

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is called cleaning in cocktails right

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so it's five o'clock somewhere so i have

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a pacifico here

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ingrid what do you what is it that

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you're drinking god i'm drinking me some

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sweet [ __ ]

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[Laughter]

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jason what about you it looks like a

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pink drink there but i've been yeah so i

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have a

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yeah i have a little uh pizza rock

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with watermelon simply watermelon mix

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oh look thank you

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i want to be in the islands i want to be

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in jamaica man oh lord have mercy don't

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get me [ __ ]

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we're gonna get some of that we're gonna

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get some of that here

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awesome well guys i i always like to

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to go with that first question to you

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know a couple a little bit of stats

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who we are right um but then i'd like to

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dig a little deeper as to you know jason

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we'll start with you is

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you know what what made you get into

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this industry

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we know it's not a glamorous industry we

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know it's not the first thing somebody

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thinks of when they get out of school

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or you know in the corporate world but

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what what

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what's the story of jason lee walking

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into his first cleaning job or did you

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start

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the entrepreneurial way from day one i

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mean give us some background on that and

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then ingrid will take you next

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uh so now i try to make this fast but so

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my day one for me was

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um man actually it was working for

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burger king i was a burger king

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uh manager and um man one of the guys

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used to come i was maybe five years in

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or so

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uh and one of the guys to come clean the

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windows and every week all i ever do is

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just

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sign his invoice and get my free meal

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and i was so busy i just

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didn't ever stop and watch him and then

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one day i just did

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and uh found out what the receipt was

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you know kind of ask somebody how many

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stores our burger king i work for the

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franchise had

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and once i found out he had a couple

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hundred i went wow i went back to the

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atom machine and i put

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like hours 25 cents and i like in the

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atmosphere i went oh

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i'm doing the wrong thing yeah within

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within about two days

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i started doing window cleaning um and

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then

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from there we you know got to doing

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restaurants and then

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uh you know now or you know what i said

0:05:53.360,0:05:57.039
earlier into healthcare manufacturing

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nice nice ingrid what about yourself oh

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wow

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so this business found me because i

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wasn't looking for no damn cleaning

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business

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so coming into this i had 20

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close to 22 years in accounting

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and business administration um

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i ran a couple of companies before

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and i used to run a big um

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insurance company in jamaica

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so when i moved here in 2010 i met my

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husband in 20 in 2009

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and i went back home and i just couldn't

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keep my mind off the dude so i flew back

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in in march and the dude couldn't keep

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his

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mind off me too so we got married

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a couple months later and he had

0:06:56.080,0:07:00.800
a carpet cleaning company but

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he you know we were doing a little bit

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of house he was doing a little bit of

0:07:02.400,0:07:07.199
house cleaning

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but he had this one contract with

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uh i think it's uh mass

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electrical and they owned a lot of

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property that they

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leased to this to the government and so

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he was responsible for doing all the

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social security offices

0:07:20.080,0:07:24.639
in brooklyn through that medium but that

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was his only

0:07:24.639,0:07:28.319
commercial contract everything else was

0:07:26.960,0:07:30.960
residential

0:07:28.319,0:07:31.520
and i remember asking him what what do

0:07:30.960,0:07:33.680
you say

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why don't you want to move to the next

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level but he didn't know how to

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and so on fast forward

0:07:39.360,0:07:44.639
in 2013 he got he got diagnosed with

0:07:43.280,0:07:49.199
cancer

0:07:44.639,0:07:53.280
and he didn't want to do this anymore

0:07:49.199,0:07:56.960
thank god he beat it but in 2014

0:07:53.280,0:08:00.160
um we had a bet because he kept

0:07:56.960,0:08:03.120
rejecting everything i suggested that if

0:08:00.160,0:08:07.120
he gave the company to me that i would

0:08:03.120,0:08:10.479
i would triple the revenue within a year

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so of course he gave the company to me

0:08:10.479,0:08:14.560
just like that and where we called the

0:08:12.879,0:08:16.720
account of the accountant said well you

0:08:14.560,0:08:19.919
have to even let

0:08:16.720,0:08:21.520
do some form of exchange so

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he sold me all these shares for twenty

0:08:21.520,0:08:27.759
dollars

0:08:23.199,0:08:30.800
we just did that for whatever

0:08:27.759,0:08:33.919
and then of course he lost the bet

0:08:30.800,0:08:36.959
and um we moved from 77

0:08:33.919,0:08:40.000
to i think we got 210

0:08:36.959,0:08:43.680
000 within the first six months and then

0:08:40.000,0:08:46.800
we got to 4 47

0:08:43.680,0:08:50.160
and then i don't know 2016

0:08:46.800,0:08:53.600
we just got stuck right under

0:08:50.160,0:08:56.480
500 and could not move for nothing

0:08:53.600,0:08:58.160
then we got one i got one big contract

0:08:56.480,0:08:58.880
with the government and then we get up

0:08:58.160,0:09:03.279
to

0:08:58.880,0:09:04.160
um almost a million 933 but i just

0:09:03.279,0:09:07.360
couldn't pass

0:09:04.160,0:09:11.600
there um we plateaued there

0:09:07.360,0:09:14.800
and so that's basically how i got in

0:09:11.600,0:09:16.000
and i'm still the as he calls me the

0:09:14.800,0:09:18.880
pitbull

0:09:16.000,0:09:20.399
and lipstick you need hey you need that

0:09:18.880,0:09:23.600
you need that yes

0:09:20.399,0:09:25.360
that's a great there's a great segue to

0:09:23.600,0:09:26.640
a question that i you know i always

0:09:25.360,0:09:27.600
wanted to talk about but i never get the

0:09:26.640,0:09:29.760
opportunity to

0:09:27.600,0:09:31.600
uh but it's like a two-part question

0:09:29.760,0:09:34.959
because ingrid needs you know one

0:09:31.600,0:09:36.000
you talk about you know jamaican two

0:09:34.959,0:09:38.080
you're working with the federal

0:09:36.000,0:09:39.440
government um you know three

0:09:38.080,0:09:41.600
one thing that all three of us have in

0:09:39.440,0:09:42.640
common is we are minority-owned

0:09:41.600,0:09:45.440
businesses

0:09:42.640,0:09:47.519
so really tough to touch on because i

0:09:45.440,0:09:49.279
i've been talking to a lot of

0:09:47.519,0:09:51.120
smaller cleaning shops you know brand

0:09:49.279,0:09:53.040
new growing existing

0:09:51.120,0:09:54.160
stuck plateaued at you know year one

0:09:53.040,0:09:56.240
year two

0:09:54.160,0:09:57.600
a lot of minority-owned businesses are

0:09:56.240,0:09:59.680
business owners

0:09:57.600,0:10:01.200
how have you guys in ingrid would just

0:09:59.680,0:10:02.880
start with you is

0:10:01.200,0:10:04.399
how have you taken advantage having a

0:10:02.880,0:10:06.480
minority owned status do you take

0:10:04.399,0:10:08.880
advantage like do you have an mbe

0:10:06.480,0:10:11.040
or a woman owned business status and is

0:10:08.880,0:10:12.880
it helping you with contracts

0:10:11.040,0:10:14.320
and it's this will be a lengthy answer i

0:10:12.880,0:10:15.920
know for sure but i want

0:10:14.320,0:10:18.240
i think the audience and people want to

0:10:15.920,0:10:18.800
know what do you do with it how do you

0:10:18.240,0:10:20.560
do it

0:10:18.800,0:10:21.760
have people done it before so ingrid

0:10:20.560,0:10:23.440
will start with you and then jason

0:10:21.760,0:10:26.480
you'll do it too

0:10:23.440,0:10:28.800
okay so when i took over the business i

0:10:26.480,0:10:30.160
got a call from a city agency i don't

0:10:28.800,0:10:32.800
remember the name of the

0:10:30.160,0:10:33.600
agency right now and they wanted to know

0:10:32.800,0:10:37.040
if we were

0:10:33.600,0:10:40.640
uh mwbe because they had a contract

0:10:37.040,0:10:43.279
but it had to be the person had to

0:10:40.640,0:10:44.000
be nwbe and i asked the lady what was

0:10:43.279,0:10:47.519
that

0:10:44.000,0:10:50.800
she then told me what it was and so

0:10:47.519,0:10:53.839
i went to get registered

0:10:50.800,0:10:57.200
um it took it took me

0:10:53.839,0:10:59.120
close to two days

0:10:57.200,0:11:00.640
to get the application done because i

0:10:59.120,0:11:02.720
basically read through it

0:11:00.640,0:11:04.720
found out what it is that they what they

0:11:02.720,0:11:05.600
needed and then i went and prepared the

0:11:04.720,0:11:07.519
documents

0:11:05.600,0:11:09.200
of course the company was just me and

0:11:07.519,0:11:12.160
courtney so

0:11:09.200,0:11:12.640
they wanted you to have bylaws all this

0:11:12.160,0:11:14.079
when you

0:11:12.640,0:11:15.680
incorporate a business you get this

0:11:14.079,0:11:19.120
beautiful binder

0:11:15.680,0:11:22.079
that no one ever look back on

0:11:19.120,0:11:23.600
again you just have your binder you take

0:11:22.079,0:11:26.000
out that one sheet that

0:11:23.600,0:11:28.720
certificate of incorporation and that's

0:11:26.000,0:11:30.480
the only page you're concerned about

0:11:28.720,0:11:32.160
well based on the requirements for the

0:11:30.480,0:11:34.800
mwb certification

0:11:32.160,0:11:36.800
i needed to have these things in place

0:11:34.800,0:11:39.680
so what we did basically

0:11:36.800,0:11:40.480
well i was ceo and i was also chairman

0:11:39.680,0:11:43.040
of the board

0:11:40.480,0:11:44.079
and i and courtney was the treasurer and

0:11:43.040,0:11:46.880
that was it

0:11:44.079,0:11:47.200
and then we added stuff and this made

0:11:46.880,0:11:50.800
you

0:11:47.200,0:11:52.800
really had to go in and create

0:11:50.800,0:11:54.000
now you have to create a formal

0:11:52.800,0:11:56.720
structure

0:11:54.000,0:11:59.120
which a lot of people when they start

0:11:56.720,0:12:02.000
didn't have

0:11:59.120,0:12:02.880
i want to backtrack a bit courtney had

0:12:02.000,0:12:05.920
25

0:12:02.880,0:12:08.959
years um

0:12:05.920,0:12:09.680
approximately in the business when i met

0:12:08.959,0:12:12.160
him

0:12:09.680,0:12:13.839
and he got in it by chance too because

0:12:12.160,0:12:17.360
he owned a restaurant

0:12:13.839,0:12:19.440
and he was at his usual spot where he

0:12:17.360,0:12:20.079
buys stuff for his restaurant and he met

0:12:19.440,0:12:22.800
a guy

0:12:20.079,0:12:24.480
who was going back home to jamaica and

0:12:22.800,0:12:25.839
so he asked the guy

0:12:24.480,0:12:27.279
what what what's going on what are you

0:12:25.839,0:12:28.720
going to do with a business the guy said

0:12:27.279,0:12:30.560
to him you want to buy

0:12:28.720,0:12:31.920
and he said how much is it guy told him

0:12:30.560,0:12:33.680
10 grand

0:12:31.920,0:12:35.600
he went to his bank account took

0:12:33.680,0:12:36.320
everything out and purchased a business

0:12:35.600,0:12:40.000
so that's

0:12:36.320,0:12:43.040
how this all started

0:12:40.000,0:12:43.360
however not understanding the protocols

0:12:43.040,0:12:46.639
and

0:12:43.360,0:12:48.959
and the the fundamentals of the business

0:12:46.639,0:12:50.959
so my husband knows it from an operation

0:12:48.959,0:12:52.160
standpoint where he actually does the

0:12:50.959,0:12:54.959
work

0:12:52.160,0:12:55.920
go clean above floor stuff like that but

0:12:54.959,0:12:58.560
the management

0:12:55.920,0:12:59.440
administrative side he has no he had no

0:12:58.560,0:13:02.240
clue about

0:12:59.440,0:13:04.839
so that's how we balanced out each other

0:13:02.240,0:13:07.839
i went and got the

0:13:04.839,0:13:10.800
the forward now

0:13:07.839,0:13:12.720
when i got when that person spoke to me

0:13:10.800,0:13:14.079
that's when i when i got the mwb

0:13:12.720,0:13:17.200
certification

0:13:14.079,0:13:20.079
which i was told took like three to nine

0:13:17.200,0:13:22.639
months to do i did it in two days i got

0:13:20.079,0:13:24.480
my certification within six weeks after

0:13:22.639,0:13:27.760
submitting it

0:13:24.480,0:13:29.600
however nothing

0:13:27.760,0:13:31.440
was going on with it it's like the

0:13:29.600,0:13:34.480
certification is there

0:13:31.440,0:13:37.360
and it's not doing nothing and then i i

0:13:34.480,0:13:38.399
realized that it would never do anything

0:13:37.360,0:13:41.279
on its own

0:13:38.399,0:13:42.240
i had to go network i had to go every

0:13:41.279,0:13:45.279
time

0:13:42.240,0:13:48.320
new york stayed had to either had

0:13:45.279,0:13:50.880
some meeting i went i've gone to albany

0:13:48.320,0:13:51.880
i've been almost everywhere where once

0:13:50.880,0:13:55.199
it says

0:13:51.880,0:13:58.320
mwbe or dbe i am

0:13:55.199,0:14:00.639
there networking because i realize now

0:13:58.320,0:14:02.639
especially for new york you had to

0:14:00.639,0:14:05.519
register with each agent

0:14:02.639,0:14:07.519
agency individually so you now you need

0:14:05.519,0:14:09.600
to know department of sanitation you

0:14:07.519,0:14:11.519
gotta go meet procurement officers for

0:14:09.600,0:14:13.680
department of sanitation

0:14:11.519,0:14:14.800
let them now be a new best friend you

0:14:13.680,0:14:17.839
now need to know

0:14:14.800,0:14:21.360
the well like for me mta

0:14:17.839,0:14:23.440
i went to every event and goldman sachs

0:14:21.360,0:14:25.839
had a wonderful program

0:14:23.440,0:14:27.920
and i signed up and i became a graduate

0:14:25.839,0:14:31.600
of that program also so

0:14:27.920,0:14:34.079
mwb certification will never do anything

0:14:31.600,0:14:35.279
so you will have your certification and

0:14:34.079,0:14:38.800
they tell you that they

0:14:35.279,0:14:39.680
list you in in a directory which you are

0:14:38.800,0:14:42.720
listed

0:14:39.680,0:14:45.920
because i am however if you don't go

0:14:42.720,0:14:48.959
meet these procurement officers

0:14:45.920,0:14:52.000
you will never get contacted because we

0:14:48.959,0:14:54.560
thought that it was automated

0:14:52.000,0:14:56.320
what would happen a city job came in

0:14:54.560,0:14:58.320
they're just gonna go to the

0:14:56.320,0:15:00.079
city job directory and they're just

0:14:58.320,0:15:02.720
going to email blast every one of us

0:15:00.079,0:15:04.000
in there that's not the case they

0:15:02.720,0:15:06.480
actually do

0:15:04.000,0:15:08.079
go with the people who they are familiar

0:15:06.480,0:15:10.560
with i don't know why

0:15:08.079,0:15:12.240
but that's just the way it works but

0:15:10.560,0:15:14.959
mwba cert

0:15:12.240,0:15:16.079
can will do i have a lot of government

0:15:14.959,0:15:18.399
contracts

0:15:16.079,0:15:20.079
there though they are small and i got my

0:15:18.399,0:15:23.040
two little biggie out of the pot

0:15:20.079,0:15:24.320
i'm happy because it was those couple

0:15:23.040,0:15:27.680
small ones

0:15:24.320,0:15:28.560
that got me the big ones okay i mean you

0:15:27.680,0:15:30.399
just pretty much

0:15:28.560,0:15:31.680
there's there's a small little blueprint

0:15:30.399,0:15:33.920
there right jason

0:15:31.680,0:15:35.519
yeah everything's everything ingrid just

0:15:33.920,0:15:37.519
said i

0:15:35.519,0:15:38.560
i was that person for three years i let

0:15:37.519,0:15:41.360
it sit

0:15:38.560,0:15:42.880
i renewed i put it on my website but

0:15:41.360,0:15:44.800
your writing grid you got

0:15:42.880,0:15:46.320
if you don't do anything with it uh it's

0:15:44.800,0:15:48.720
nothing happens yeah it's

0:15:46.320,0:15:50.639
it's literally a piece of paper and you

0:15:48.720,0:15:52.399
know it did take me three months okay

0:15:50.639,0:15:54.000
so i don't you know this whole two day

0:15:52.399,0:15:54.800
thing i don't understand how it took you

0:15:54.000,0:15:56.639
two days

0:15:54.800,0:15:59.120
it took me three months to get that

0:15:56.639,0:16:01.279
everybody wanted to know i just went

0:15:59.120,0:16:03.360
through it first and then i worked all

0:16:01.279,0:16:06.000
day to prepare i told you we were a two

0:16:03.360,0:16:07.440
people company so we had to be everybody

0:16:06.000,0:16:10.160
in the damn company

0:16:07.440,0:16:12.720
i i remembered only one person i had i

0:16:10.160,0:16:16.079
could get was my 18 year old daughter

0:16:12.720,0:16:18.240
and she was supposed to be the secretary

0:16:16.079,0:16:21.040
to take the administration she was

0:16:18.240,0:16:22.480
18. she didn't even know she still to

0:16:21.040,0:16:24.480
this day don't know what the hell that

0:16:22.480,0:16:27.440
is

0:16:24.480,0:16:28.959
so so jason you are in the baltimore

0:16:27.440,0:16:32.240
washington dc area

0:16:28.959,0:16:34.560
i mean how are you working with federal

0:16:32.240,0:16:36.560
government um do you have government

0:16:34.560,0:16:39.440
contracts is your minority status

0:16:36.560,0:16:41.600
helping you i would think that's got to

0:16:39.440,0:16:44.079
be an arena or an area that

0:16:41.600,0:16:45.440
this has to matter um are you tell us

0:16:44.079,0:16:46.880
your story on on

0:16:45.440,0:16:50.240
being a minority owned business owner

0:16:46.880,0:16:50.800
there so our our story is that uh we so

0:16:50.240,0:16:53.920
we aren't

0:16:50.800,0:16:57.440
we aren't certified we we are a minority

0:16:53.920,0:17:00.079
owned women-owned company um but i guess

0:16:57.440,0:17:01.279
since i didn't start that way um that's

0:17:00.079,0:17:03.199
something that i kind of had in the

0:17:01.279,0:17:05.280
works like for us to probably do in the

0:17:03.199,0:17:08.799
next 18 months

0:17:05.280,0:17:11.120
um our our business has grown

0:17:08.799,0:17:13.280
strictly out of uh the just the straight

0:17:11.120,0:17:15.520
commercial side the private sector

0:17:13.280,0:17:16.799
um the closest we've gotten to the

0:17:15.520,0:17:18.959
government contractors

0:17:16.799,0:17:20.559
we were working on one of the uh

0:17:18.959,0:17:21.679
military bases with a construction

0:17:20.559,0:17:23.280
company

0:17:21.679,0:17:24.799
kind of handling all their construction

0:17:23.280,0:17:28.000
trailers

0:17:24.799,0:17:29.280
and things like that um but

0:17:28.000,0:17:32.160
you know that's something i think we'll

0:17:29.280,0:17:35.840
get into uh i you know i didn't

0:17:32.160,0:17:37.919
from a local standpoint what i didn't

0:17:35.840,0:17:39.440
like a lot of the deals that i've seen

0:17:37.919,0:17:40.960
was just

0:17:39.440,0:17:44.080
uh when i say local i'm talking about

0:17:40.960,0:17:46.640
like your city state contracts

0:17:44.080,0:17:47.280
it was a race to zero for me and you

0:17:46.640,0:17:48.880
know

0:17:47.280,0:17:50.559
and when i looked at the contracts you

0:17:48.880,0:17:51.840
looked at numbers it was like all all

0:17:50.559,0:17:53.760
someone did was

0:17:51.840,0:17:55.919
you know if it was a million last year

0:17:53.760,0:17:58.400
then dagon it was it was 9.50 after that

0:17:55.919,0:18:01.200
you look at the numbers it was like

0:17:58.400,0:18:02.640
um and i just i just didn't want to cut

0:18:01.200,0:18:04.080
my teeth there but that doesn't that

0:18:02.640,0:18:04.559
doesn't mean i don't we don't want to i

0:18:04.080,0:18:06.720
think that's

0:18:04.559,0:18:09.120
we're trying to create the plan that

0:18:06.720,0:18:12.240
when it's time for us to do it now

0:18:09.120,0:18:14.320
we have the experience that i think will

0:18:12.240,0:18:17.440
be we'll be in great shape do it

0:18:14.320,0:18:18.640
uh yeah i mean uh i think yeah it'll be

0:18:17.440,0:18:20.160
eight years for me and

0:18:18.640,0:18:22.480
i'm probably gonna land my first

0:18:20.160,0:18:24.480
government contract just about now

0:18:22.480,0:18:26.559
so it's yeah same thing i was in private

0:18:24.480,0:18:29.360
sector forever

0:18:26.559,0:18:29.679
uh so jason let's talk about you know

0:18:29.360,0:18:32.000
like

0:18:29.679,0:18:33.520
i mean where i met you right the bscai

0:18:32.000,0:18:36.720
uh conventions

0:18:33.520,0:18:40.000
um a lot of there are over a million

0:18:36.720,0:18:41.679
cleaning contractors in the u.s and

0:18:40.000,0:18:43.679
you've been at the shows ingrid you go

0:18:41.679,0:18:45.760
to the shows you know it's

0:18:43.679,0:18:47.200
do you what would you recommend to these

0:18:45.760,0:18:48.960
smaller cleaning companies

0:18:47.200,0:18:50.320
um smaller maintenance companies service

0:18:48.960,0:18:53.360
companies

0:18:50.320,0:18:56.400
um about the bsci the issa

0:18:53.360,0:18:59.520
any kind of uh

0:18:56.400,0:19:01.440
cleaning focus shows uh i

0:18:59.520,0:19:02.960
i probably see what there's probably one

0:19:01.440,0:19:03.600
percent of the industry that actually

0:19:02.960,0:19:06.240
goes

0:19:03.600,0:19:07.600
like look you know look i'm looking what

0:19:06.240,0:19:10.480
came out of it was me and you

0:19:07.600,0:19:12.240
you know meeting what's your take on

0:19:10.480,0:19:14.080
because again i got to feel like it's

0:19:12.240,0:19:15.280
it's we have to do the work to go there

0:19:14.080,0:19:17.840
and put the effort in

0:19:15.280,0:19:19.120
but what are the pros that you that you

0:19:17.840,0:19:21.200
say out of these shows and these

0:19:19.120,0:19:22.400
organizations

0:19:21.200,0:19:24.559
i think i think the big thing it's like

0:19:22.400,0:19:27.280
i mean i met all you all there

0:19:24.559,0:19:28.320
um i think it's the relationships are

0:19:27.280,0:19:31.360
key

0:19:28.320,0:19:33.360
um but i think the the key involved is

0:19:31.360,0:19:35.280
to get involved

0:19:33.360,0:19:36.559
not just to kind of you know pay a dues

0:19:35.280,0:19:38.080
to be a part of it you could be a part

0:19:36.559,0:19:40.400
of your local chamber

0:19:38.080,0:19:41.760
but so what are you involved in getting

0:19:40.400,0:19:43.200
the most out of it i think ingrid had

0:19:41.760,0:19:44.640
even alluded to it saying

0:19:43.200,0:19:46.559
hey there's some things we have to do

0:19:44.640,0:19:47.600
this will work we have to go in network

0:19:46.559,0:19:49.679
meet people

0:19:47.600,0:19:51.280
you gotta see us i think it's the same

0:19:49.679,0:19:54.000
in our industry i think

0:19:51.280,0:19:54.640
uh just kind of a twofold i think as we

0:19:54.000,0:19:57.200
go in

0:19:54.640,0:19:58.240
we can meet so many other people around

0:19:57.200,0:20:01.120
the world i think

0:19:58.240,0:20:02.320
it's like anything else you can get

0:20:01.120,0:20:04.320
trade secrets or

0:20:02.320,0:20:05.600
people to help you that that aren't in

0:20:04.320,0:20:07.679
your money you know what i mean i mean

0:20:05.600,0:20:09.600
if we're if we're steady competitors

0:20:07.679,0:20:11.360
i think it's it's it's cool to know that

0:20:09.600,0:20:13.280
hey i can go to chicago

0:20:11.360,0:20:14.640
and me and you aren't in each other's

0:20:13.280,0:20:15.919
money we can kind of learn from each

0:20:14.640,0:20:17.840
other we probably open up and be as

0:20:15.919,0:20:20.159
transparent as we can

0:20:17.840,0:20:22.240
um that's key i mean i i've had some of

0:20:20.159,0:20:23.760
my best relationships i have i've met

0:20:22.240,0:20:26.640
through the industry

0:20:23.760,0:20:28.000
um and i think it's second to none i

0:20:26.640,0:20:29.679
think the second thing is

0:20:28.000,0:20:31.840
when you get involved how can you help

0:20:29.679,0:20:32.880
someone like how how can the knowledge i

0:20:31.840,0:20:35.200
have

0:20:32.880,0:20:37.280
how can i now take that to somebody else

0:20:35.200,0:20:40.000
and i don't care how small you are

0:20:37.280,0:20:41.360
you matter you know you can help

0:20:40.000,0:20:43.039
somebody out by bringing

0:20:41.360,0:20:44.559
together a testimony or something that

0:20:43.039,0:20:45.440
you went through that could help

0:20:44.559,0:20:49.120
somebody else

0:20:45.440,0:20:50.559
um but i think i think you know bsci

0:20:49.120,0:20:52.880
i think you mentioned that somebody in

0:20:50.559,0:20:55.039
the issa and

0:20:52.880,0:20:56.320
those things to me are just crisis bsci

0:20:55.039,0:20:59.600
i mean i look at even

0:20:56.320,0:21:00.559
now you know and you i can just say but

0:20:59.600,0:21:02.720
you know we're

0:21:00.559,0:21:04.880
we're all on zoom and things have

0:21:02.720,0:21:06.480
changed because of the the virus the

0:21:04.880,0:21:08.559
kovic

0:21:06.480,0:21:09.600
and i tell you what i have to say is i

0:21:08.559,0:21:11.360
thank the psga

0:21:09.600,0:21:13.280
for stepping up and they've been doing

0:21:11.360,0:21:15.760
because today was like the eighth

0:21:13.280,0:21:17.120
week that they've done a town hall where

0:21:15.760,0:21:17.840
they've gotten everybody involved i'm

0:21:17.120,0:21:19.600
talking about

0:21:17.840,0:21:21.440
ceos everybody we're going to call we're

0:21:19.600,0:21:23.360
talking about real-time issues what's

0:21:21.440,0:21:24.640
happening in our companies

0:21:23.360,0:21:26.559
all over the world and we're able to

0:21:24.640,0:21:27.840
talk about and what things can we pivot

0:21:26.559,0:21:29.679
what things can we change

0:21:27.840,0:21:32.080
what's working for you in chicago or new

0:21:29.679,0:21:35.440
york that i have i mean even ingrid

0:21:32.080,0:21:37.120
ingrid man man wish talking to you

0:21:35.440,0:21:38.559
you have such a wealth of information

0:21:37.120,0:21:39.840
because you were a ground zero in new

0:21:38.559,0:21:40.960
york when everything was just out of

0:21:39.840,0:21:41.600
control and everybody was looking at new

0:21:40.960,0:21:43.280
york

0:21:41.600,0:21:45.440
man you have so much to share that

0:21:43.280,0:21:46.880
people in the country haven't even faced

0:21:45.440,0:21:49.919
i think those are the values of the

0:21:46.880,0:21:53.840
association is the relationship

0:21:49.919,0:21:53.840
yeah i think i mean

0:21:55.280,0:21:59.120
the same thing because i remember when

0:21:58.240,0:22:02.080
jason and i

0:21:59.120,0:22:02.799
i think came in around the same time and

0:22:02.080,0:22:05.120
um

0:22:02.799,0:22:07.360
i remember that year when you won the

0:22:05.120,0:22:10.000
new um

0:22:07.360,0:22:10.720
the new company the new company that

0:22:10.000,0:22:13.440
came in

0:22:10.720,0:22:14.159
and you won that award close to when you

0:22:13.440,0:22:16.559
were going up

0:22:14.159,0:22:18.640
to for the board seat i think there was

0:22:16.559,0:22:21.120
the following year

0:22:18.640,0:22:22.320
we i think we met the year before right

0:22:21.120,0:22:26.240
yes

0:22:22.320,0:22:27.200
yeah we did how about that yep yeah and

0:22:26.240,0:22:30.880
i remember

0:22:27.200,0:22:34.000
at that time i'd been a member no i

0:22:30.880,0:22:36.640
i realized now i was there before you

0:22:34.000,0:22:38.159
but then it took a little while i guess

0:22:36.640,0:22:41.679
at that time i was going through

0:22:38.159,0:22:43.039
one of my down times and i sat on the

0:22:41.679,0:22:46.400
membership committee with

0:22:43.039,0:22:49.760
with jason and i realized that all these

0:22:46.400,0:22:49.760
all these um

0:22:50.720,0:22:56.000
entities that and and and clubs and

0:22:54.000,0:22:58.039
everything that we joined together

0:22:56.000,0:23:01.440
everybody going it

0:22:58.039,0:23:02.720
expecting that somebody's gonna actually

0:23:01.440,0:23:05.840
come out and give you

0:23:02.720,0:23:08.640
something and so

0:23:05.840,0:23:09.600
we realized early that that's not gonna

0:23:08.640,0:23:12.799
work

0:23:09.600,0:23:16.240
i i met a lot of people to

0:23:12.799,0:23:18.240
be a cai a lot i was issa member

0:23:16.240,0:23:19.520
also even though i wasn't selling

0:23:18.240,0:23:22.159
supplies

0:23:19.520,0:23:24.240
but why i became a member is because of

0:23:22.159,0:23:26.720
the wealth of information

0:23:24.240,0:23:27.840
the classes everything remember i came

0:23:26.720,0:23:30.400
from a business

0:23:27.840,0:23:32.480
um a business environment and coming

0:23:30.400,0:23:35.919
into this there was nothing

0:23:32.480,0:23:36.640
knowing me the way i i know me the same

0:23:35.919,0:23:39.919
problems

0:23:36.640,0:23:42.480
my husband was like no no no no no no no

0:23:39.919,0:23:44.080
it's similar to the way jade um jason

0:23:42.480,0:23:46.880
and april work together

0:23:44.080,0:23:47.840
we do this this kind of thing but each

0:23:46.880,0:23:50.080
one of us

0:23:47.840,0:23:51.440
we know when to let the other take the

0:23:50.080,0:23:53.360
reign and take control

0:23:51.440,0:23:54.880
and we know how to back each other we're

0:23:53.360,0:23:57.919
in the same position

0:23:54.880,0:24:01.760
so when courtney is

0:23:57.919,0:24:04.960
is very he's not a risk taker

0:24:01.760,0:24:06.880
i'm a risk taker the thing is when it

0:24:04.960,0:24:09.520
comes to some serious gambling

0:24:06.880,0:24:10.799
i ain't doing [ __ ] because i i'm afraid

0:24:09.520,0:24:13.919
to lose

0:24:10.799,0:24:15.520
big because that's the thing but i

0:24:13.919,0:24:17.360
i want to take the risk i'm just gonna

0:24:15.520,0:24:18.960
do some more investigation

0:24:17.360,0:24:20.480
and okay all right you sure it's going

0:24:18.960,0:24:23.840
we're gonna i've

0:24:20.480,0:24:24.480
trust me i've thrown away millions of

0:24:23.840,0:24:27.520
dollars

0:24:24.480,0:24:30.159
over the years just trying to move from

0:24:27.520,0:24:31.279
one step to the next step because you're

0:24:30.159,0:24:34.159
trying to try

0:24:31.279,0:24:35.600
so much but then you realize that all

0:24:34.159,0:24:38.320
along

0:24:35.600,0:24:39.279
the the answer to the problem was right

0:24:38.320,0:24:41.760
in front of you

0:24:39.279,0:24:42.880
because i remember when we started we're

0:24:41.760,0:24:44.480
like okay

0:24:42.880,0:24:46.320
grinding grinding you're knocking on

0:24:44.480,0:24:47.679
doors you walking in i got dressed up

0:24:46.320,0:24:48.960
because i love to get dressed up

0:24:47.679,0:24:50.320
and i'm going to get dressed up and

0:24:48.960,0:24:51.679
we're going to make a presentation of

0:24:50.320,0:24:55.120
why you need to

0:24:51.679,0:24:55.840
um have prospect cleaning come into your

0:24:55.120,0:24:57.919
business and

0:24:55.840,0:24:58.960
and transform it make a change and so

0:24:57.919,0:25:00.880
you can see

0:24:58.960,0:25:03.039
savings and all of that but once we

0:25:00.880,0:25:04.159
start making a couple dollars i stopped

0:25:03.039,0:25:06.159
doing that

0:25:04.159,0:25:07.440
now i invest my money oh marketing

0:25:06.159,0:25:09.440
companies going through this

0:25:07.440,0:25:10.720
oh this website company is going to do

0:25:09.440,0:25:12.480
that

0:25:10.720,0:25:14.559
and i was just throwing my money away i

0:25:12.480,0:25:15.279
got nothing in return more than stress

0:25:14.559,0:25:19.760
headache

0:25:15.279,0:25:24.000
sleepless nights weight gain hello

0:25:19.760,0:25:28.400
you know i kind of think but of course

0:25:24.000,0:25:31.600
once i got back in my comfort zone

0:25:28.400,0:25:35.200
when i had no more money and i realized

0:25:31.600,0:25:36.400
that okay boom just go back to what you

0:25:35.200,0:25:39.279
were doing before

0:25:36.400,0:25:40.080
go knock on doors again remember the

0:25:39.279,0:25:43.279
people you

0:25:40.080,0:25:46.640
met at bsc give them a call

0:25:43.279,0:25:47.039
find out if you can help in any areas

0:25:46.640,0:25:49.279
that

0:25:47.039,0:25:51.200
because of course but people forget you

0:25:49.279,0:25:52.720
because you don't make any connections

0:25:51.200,0:25:55.520
and then we get together

0:25:52.720,0:25:57.600
in in dallas or las vegas and we're like

0:25:55.520,0:25:59.679
all one big happy family again

0:25:57.600,0:26:01.200
we enjoy that moment and after the week

0:25:59.679,0:26:03.039
is gone then we don't call each other

0:26:01.200,0:26:07.200
again

0:26:03.039,0:26:09.520
so you realize now the problem is that

0:26:07.200,0:26:11.360
we get so caught up in what's going on

0:26:09.520,0:26:13.440
around us but we don't realize we can

0:26:11.360,0:26:14.320
utilize the connections that we've made

0:26:13.440,0:26:15.919
all along

0:26:14.320,0:26:18.240
and that's what i've been doing and i

0:26:15.919,0:26:19.840
see it working some people

0:26:18.240,0:26:22.080
it's going to take some time for you to

0:26:19.840,0:26:22.480
gain their trust but don't worry about

0:26:22.080,0:26:24.799
that

0:26:22.480,0:26:25.520
because out of every 10 that is taking a

0:26:24.799,0:26:28.000
time

0:26:25.520,0:26:29.840
to sign with you there's still two or

0:26:28.000,0:26:31.440
three that are ready today

0:26:29.840,0:26:33.120
work with the two or three that are

0:26:31.440,0:26:35.919
already today

0:26:33.120,0:26:36.880
let those 10 people go on waiting when

0:26:35.919,0:26:38.240
they see you

0:26:36.880,0:26:40.640
trust me they're gonna hop on that

0:26:38.240,0:26:41.360
success but so fast you will not see it

0:26:40.640,0:26:43.600
coming

0:26:41.360,0:26:44.559
so i learned that and that's just how

0:26:43.600,0:26:46.480
i'm rolling

0:26:44.559,0:26:48.000
hey hey ricky and one thing i would say

0:26:46.480,0:26:51.120
as well in that thing i think

0:26:48.000,0:26:53.120
it's being a part of the associations in

0:26:51.120,0:26:56.880
a way just makes us professional

0:26:53.120,0:26:59.440
i think that's a big key oh yeah yes

0:26:56.880,0:27:00.159
i think most and i'll say this since

0:26:59.440,0:27:02.559
this is a

0:27:00.159,0:27:04.559
even a bigger part talking to folks who

0:27:02.559,0:27:08.080
are minorities in business

0:27:04.559,0:27:09.679
but most of us we we don't we don't

0:27:08.080,0:27:10.720
look at this thing as an opportunity a

0:27:09.679,0:27:11.840
lot of people probably get to the

0:27:10.720,0:27:13.679
cleaning business

0:27:11.840,0:27:15.120
and i'll say this in in true

0:27:13.679,0:27:17.679
transparency

0:27:15.120,0:27:19.200
um i mean black folks hispanic folks

0:27:17.679,0:27:21.440
when you look at it we were the core

0:27:19.200,0:27:24.480
back of janitorial and cleaning for

0:27:21.440,0:27:27.440
years four years

0:27:24.480,0:27:27.840
we've been doing it so i think the key

0:27:27.440,0:27:30.080
now

0:27:27.840,0:27:31.760
for us as a lot of us see the

0:27:30.080,0:27:33.440
opportunity in this business

0:27:31.760,0:27:35.679
this is where i think the associations

0:27:33.440,0:27:38.960
can help us to be professional

0:27:35.679,0:27:41.440
help us to be able to now when we go to

0:27:38.960,0:27:42.960
market our business or talk to folks

0:27:41.440,0:27:45.039
this gives us that credibility and i

0:27:42.960,0:27:46.480
think that's so super important that uh

0:27:45.039,0:27:48.159
i think a lot of folks will take

0:27:46.480,0:27:51.840
advantage of

0:27:48.159,0:27:53.200
oh yeah oh yeah you guys are speaking

0:27:51.840,0:27:55.039
speaking the truth here man this is why

0:27:53.200,0:27:56.799
i love doing what i'm doing here because

0:27:55.039,0:27:59.600
it is all about collaboration right

0:27:56.799,0:28:00.240
yeah it is image image perception is key

0:27:59.600,0:28:01.679
right

0:28:00.240,0:28:03.520
people you know when they walk into my

0:28:01.679,0:28:04.720
office here they're they don't see a

0:28:03.520,0:28:07.120
cleaning company

0:28:04.720,0:28:09.200
they're like this is i don't break i

0:28:07.120,0:28:11.200
don't know what the hell you all are but

0:28:09.200,0:28:12.960
you know this isn't my no this is what a

0:28:11.200,0:28:14.720
this is not what a cleaning company

0:28:12.960,0:28:16.240
looks like but i say to them

0:28:14.720,0:28:18.720
well what what does a cleaning company

0:28:16.240,0:28:22.320
look like exactly do you expect it to be

0:28:18.720,0:28:25.919
dirty when it's a cleaning company

0:28:22.320,0:28:26.880
crap so it's like it's a perception is

0:28:25.919,0:28:29.360
key

0:28:26.880,0:28:30.799
yes and i gotta tell you i have taken a

0:28:29.360,0:28:32.480
lot i bring my whole

0:28:30.799,0:28:34.640
teams to the to these conferences and

0:28:32.480,0:28:37.200
events i wish there were so many more

0:28:34.640,0:28:38.799
um but it's it's so crucial because you

0:28:37.200,0:28:40.080
guys said right professionalism

0:28:38.799,0:28:42.480
networking

0:28:40.080,0:28:43.679
building a brand learning little tidbits

0:28:42.480,0:28:45.440
but it's like

0:28:43.679,0:28:46.880
you you learn from the guy who's got a

0:28:45.440,0:28:48.559
500 000 a year con

0:28:46.880,0:28:50.240
or cleaning business you learn from

0:28:48.559,0:28:50.720
somebody just because they're a 50

0:28:50.240,0:28:53.279
million

0:28:50.720,0:28:55.279
business doesn't mean that they you know

0:28:53.279,0:28:57.919
they may have lost touch with

0:28:55.279,0:28:59.520
the the you know the field yeah so it's

0:28:57.919,0:29:00.880
so it's good that there's every

0:28:59.520,0:29:02.880
that's why i love the the group that

0:29:00.880,0:29:05.200
we're in right right they're different

0:29:02.880,0:29:06.799
tiers everybody's got something

0:29:05.200,0:29:08.399
different to offer

0:29:06.799,0:29:10.080
soak it in don't think we don't think

0:29:08.399,0:29:10.399
you know everything right we're here no

0:29:10.080,0:29:12.320
no

0:29:10.399,0:29:13.679
not at all yeah we're here to learn and

0:29:12.320,0:29:15.760
this is why the reason so just so you

0:29:13.679,0:29:18.080
guys know too the purpose of this show

0:29:15.760,0:29:19.279
is to give back is for somebody to take

0:29:18.080,0:29:20.720
a little bit of piece of information

0:29:19.279,0:29:23.919
that we're talking about

0:29:20.720,0:29:25.600
and say damn that struck a chord with me

0:29:23.919,0:29:27.279
i'm gonna go back and implement that

0:29:25.600,0:29:29.120
in my business because a lot of times

0:29:27.279,0:29:32.240
people don't execute right they

0:29:29.120,0:29:33.760
yeah i think idea idea idea brainstorm

0:29:32.240,0:29:36.320
brainstorm brainstorm

0:29:33.760,0:29:37.360
no execution so i wanted to talk a quick

0:29:36.320,0:29:39.039
second about

0:29:37.360,0:29:41.520
and i talk about this all the time

0:29:39.039,0:29:44.080
because i'm a family-owned business

0:29:41.520,0:29:45.200
but you guys named your spouse's right i

0:29:44.080,0:29:46.399
mean how heavily

0:29:45.200,0:29:48.399
you know ingrid will start with you is

0:29:46.399,0:29:50.320
how heavily is courtney involved and

0:29:48.399,0:29:52.960
then jason you guys you talked to

0:29:50.320,0:29:54.559
about april like is is your sport is

0:29:52.960,0:29:56.559
your spouse your partner you know

0:29:54.559,0:29:59.120
nobody knows right now does the audience

0:29:56.559,0:30:00.640
listening so is your spouse your partner

0:29:59.120,0:30:03.200
is your does your cousin work with you

0:30:00.640,0:30:04.559
does your uncle work with you like

0:30:03.200,0:30:06.840
talk a little bit about any type of

0:30:04.559,0:30:08.320
family elements you guys have in your

0:30:06.840,0:30:10.960
business

0:30:08.320,0:30:14.480
okay well for me personally so my

0:30:10.960,0:30:14.480
husband started this so

0:30:15.279,0:30:21.440
there's no this without that that guy

0:30:18.399,0:30:23.760
right so he started it

0:30:21.440,0:30:24.960
i just consider myself the one who made

0:30:23.760,0:30:28.760
it better

0:30:24.960,0:30:33.279
that's all however we do everything

0:30:28.760,0:30:36.399
together we take the six hour drive

0:30:33.279,0:30:37.679
to buffalo state because yes i drive as

0:30:36.399,0:30:41.440
much as 12

0:30:37.679,0:30:44.960
i've driven like about

0:30:41.440,0:30:48.559
close to 30 hours

0:30:44.960,0:30:52.000
in three days yeah i've done that

0:30:48.559,0:30:56.000
for work because trying to figure out

0:30:52.000,0:30:59.440
where exactly do i sit where exactly

0:30:56.000,0:31:01.600
because brooklyn the city trust me

0:30:59.440,0:31:04.000
there's so many cleaning company in new

0:31:01.600,0:31:07.039
york city in new york city

0:31:04.000,0:31:11.600
is crazy so you have to find

0:31:07.039,0:31:14.640
that sweet spot and medical is mine

0:31:11.600,0:31:15.440
and of course the government is also

0:31:14.640,0:31:17.600
there

0:31:15.440,0:31:18.640
but my husband plays such an integral

0:31:17.600,0:31:20.880
role because

0:31:18.640,0:31:21.840
when i need somebody calls this phone

0:31:20.880,0:31:23.840
and they need

0:31:21.840,0:31:25.679
a set of floors to get done who do you

0:31:23.840,0:31:28.240
think do it it's me and him

0:31:25.679,0:31:30.640
we we're both doing this together and he

0:31:28.240,0:31:33.919
taught me how to do floors

0:31:30.640,0:31:35.039
and so on and before we hired we had

0:31:33.919,0:31:37.679
enough people

0:31:35.039,0:31:39.919
because we were concerned would we be

0:31:37.679,0:31:42.559
able to afford people

0:31:39.919,0:31:43.039
of course unlike got to the point where

0:31:42.559,0:31:44.960
like

0:31:43.039,0:31:46.480
you can't grow your business while

0:31:44.960,0:31:49.519
you're doing the work

0:31:46.480,0:31:52.640
it it i can tell you that

0:31:49.519,0:31:54.799
it won't work you can only do so

0:31:52.640,0:31:56.559
much and then you have to find out how

0:31:54.799,0:31:59.360
much is your time worth

0:31:56.559,0:32:00.000
and what what is it nobody can sell your

0:31:59.360,0:32:02.159
business like

0:32:00.000,0:32:04.399
you for sure because they're not as

0:32:02.159,0:32:07.360
passionate about it as you are

0:32:04.399,0:32:08.720
until they get to that point and so

0:32:07.360,0:32:11.919
that's the weird part

0:32:08.720,0:32:14.960
my husband can't sell this physician

0:32:11.919,0:32:18.559
we sure can do the work

0:32:14.960,0:32:21.440
so i sell and then he

0:32:18.559,0:32:22.799
coordinates the team and we all grind

0:32:21.440,0:32:25.519
together so

0:32:22.799,0:32:27.200
i couldn't do this without him and he

0:32:25.519,0:32:30.000
couldn't do it without me

0:32:27.200,0:32:31.200
nice nice nice complimentary jason oh

0:32:30.000,0:32:34.399
yeah what about you

0:32:31.200,0:32:38.000
uh so so uh april and i was finally

0:32:34.399,0:32:40.399
we actually met at the bsc um

0:32:38.000,0:32:42.880
oh yeah i remember that april's

0:32:40.399,0:32:46.399
background was non-profit management

0:32:42.880,0:32:48.480
into marketing things and uh so so i

0:32:46.399,0:32:50.159
so i had a previous company i was i was

0:32:48.480,0:32:53.679
a part owner of

0:32:50.159,0:32:57.600
and um this is this is now

0:32:53.679,0:32:59.200
my 20th year in business um

0:32:57.600,0:33:00.720
but lee building maintenance came

0:32:59.200,0:33:03.360
together with april and i

0:33:00.720,0:33:04.720
in may of 2015 so just a few days ago we

0:33:03.360,0:33:08.080
just turned five years old

0:33:04.720,0:33:11.039
oh wow oh wow

0:33:08.080,0:33:12.799
yeah yep so so you know april's the

0:33:11.039,0:33:16.000
president of the company i'm ceo

0:33:12.799,0:33:18.559
uh we we're very involved um um

0:33:16.000,0:33:20.080
you know april april's role now is more

0:33:18.559,0:33:21.360
than the finance and

0:33:20.080,0:33:23.760
things like that but now she's coming

0:33:21.360,0:33:26.480
out of that role we now taking

0:33:23.760,0:33:28.000
taking a outside finance company to help

0:33:26.480,0:33:29.840
us there

0:33:28.000,0:33:31.519
and then we she's now going to be an

0:33:29.840,0:33:34.960
operational side

0:33:31.519,0:33:35.840
um our my daughters have worked in the

0:33:34.960,0:33:37.919
business

0:33:35.840,0:33:38.960
as well they don't they don't you know

0:33:37.919,0:33:40.399
summer break so if they're out of

0:33:38.960,0:33:43.679
college they would do it

0:33:40.399,0:33:46.960
um but but our you know that's the

0:33:43.679,0:33:49.440
the extent of our our family involvement

0:33:46.960,0:33:50.559
um but it's you know it's something that

0:33:49.440,0:33:52.640
we

0:33:50.559,0:33:54.159
we gotta balance every day i mean at the

0:33:52.640,0:33:55.840
end of the day

0:33:54.159,0:33:58.080
sometimes you know some of the toughest

0:33:55.840,0:34:00.159
things to do is is to turn it off

0:33:58.080,0:34:02.000
and you know this your wife first so you

0:34:00.159,0:34:03.360
kind of got a husband first you got to

0:34:02.000,0:34:05.200
kind of stop and

0:34:03.360,0:34:06.399
you know but but we're always on

0:34:05.200,0:34:08.000
supercharged like i mean

0:34:06.399,0:34:09.839
it's it's all day and you got to make

0:34:08.000,0:34:10.800
sure you stop and take that time to make

0:34:09.839,0:34:12.720
sure that

0:34:10.800,0:34:14.560
you separate your business life and your

0:34:12.720,0:34:15.760
personal life although that's very hard

0:34:14.560,0:34:18.800
to do

0:34:15.760,0:34:19.440
um but we we're we're having fun doing

0:34:18.800,0:34:22.480
it so

0:34:19.440,0:34:23.119
yeah that's it that's what it's that's

0:34:22.480,0:34:27.040
right

0:34:23.119,0:34:30.159
it's about it's about fun i mean yes

0:34:27.040,0:34:31.040
people will still you know i'm selling

0:34:30.159,0:34:33.200
24 7

0:34:31.040,0:34:34.879
right every time wherever i'm at i'm

0:34:33.200,0:34:36.159
selling but i'm not just selling

0:34:34.879,0:34:38.639
the business or the company or the

0:34:36.159,0:34:41.040
service i'm selling

0:34:38.639,0:34:42.560
like who we are as a company the culture

0:34:41.040,0:34:45.119
the fun

0:34:42.560,0:34:45.679
oh yeah oh yeah right now right look

0:34:45.119,0:34:48.720
look at where

0:34:45.679,0:34:50.159
we are in essential service we are in an

0:34:48.720,0:34:52.399
industry that's going to be booming

0:34:50.159,0:34:53.679
for years to come now um and i don't

0:34:52.399,0:34:55.839
mean it booming like

0:34:53.679,0:34:58.400
you know just money driven revenue it's

0:34:55.839,0:35:01.680
no now the scope of work

0:34:58.400,0:35:05.599
the the perception of clean is going to

0:35:01.680,0:35:08.640
change it has changed yeah yeah

0:35:05.599,0:35:10.240
this is our finally finally right

0:35:08.640,0:35:12.000
this is our time to be professional like

0:35:10.240,0:35:15.440
we said so yeah

0:35:12.000,0:35:16.880
you know jason kudos to to be a cai

0:35:15.440,0:35:18.720
because i got to tell you

0:35:16.880,0:35:20.480
i didn't know about this town hall stuff

0:35:18.720,0:35:22.160
until a few weeks ago like

0:35:20.480,0:35:23.200
if you could for you know where where

0:35:22.160,0:35:24.960
does somebody go if they don't know

0:35:23.200,0:35:25.839
about the bsc ai town house how did

0:35:24.960,0:35:29.599
somebody find

0:35:25.839,0:35:32.640
find those uh i would go on the website

0:35:29.599,0:35:34.800
dscai um and then you can look at the

0:35:32.640,0:35:36.160
mailing list and they'll send it to you

0:35:34.800,0:35:38.320
that's what they'll do they'll send out

0:35:36.160,0:35:40.320
an email to you um

0:35:38.320,0:35:42.320
and then you just get set up and you'll

0:35:40.320,0:35:44.560
get up you'll get the zoom registration

0:35:42.320,0:35:45.520
they'll come to you um and then what

0:35:44.560,0:35:47.200
they've been doing is

0:35:45.520,0:35:48.079
which has been great is you know every

0:35:47.200,0:35:49.119
week has been something a little

0:35:48.079,0:35:50.320
different because

0:35:49.119,0:35:51.920
you know week to week it's always been

0:35:50.320,0:35:53.119
something heavy one time it was it was

0:35:51.920,0:35:54.240
it's been heavily over the last few

0:35:53.119,0:35:57.200
weeks about the ppp

0:35:54.240,0:35:58.480
and right right right and then uh you

0:35:57.200,0:35:59.440
know how attending certain things so

0:35:58.480,0:36:01.040
then what they did they did some

0:35:59.440,0:36:02.720
breakout sessions which was cool they

0:36:01.040,0:36:04.400
broke out the different rooms

0:36:02.720,0:36:06.000
because we were we were averaging i'm

0:36:04.400,0:36:06.720
saying with the first few weeks we

0:36:06.000,0:36:10.079
probably still

0:36:06.720,0:36:12.240
average like 89 people wow and most

0:36:10.079,0:36:13.920
and most were ceos like wasn't this

0:36:12.240,0:36:15.599
operation you know i mean it was like

0:36:13.920,0:36:17.280
the core people getting on the call

0:36:15.599,0:36:19.599
which was very good

0:36:17.280,0:36:20.880
um it was like breakout sessions and

0:36:19.599,0:36:22.720
then it would talk about labor

0:36:20.880,0:36:24.640
operations you can kind of go into some

0:36:22.720,0:36:27.680
different rooms whenever you want

0:36:24.640,0:36:30.160
um today's meeting was again

0:36:27.680,0:36:31.839
talked about a little ppp and the

0:36:30.160,0:36:32.400
structure of it to make sure everybody

0:36:31.839,0:36:34.480
if you did

0:36:32.400,0:36:36.240
get some how are you going to handle it

0:36:34.480,0:36:37.599
making sure you talk to your bank

0:36:36.240,0:36:39.280
um to make sure whatever you can get

0:36:37.599,0:36:40.880
forgiven is the right way and then the

0:36:39.280,0:36:41.839
other piece was just around operations

0:36:40.880,0:36:44.000
what's kind of

0:36:41.839,0:36:45.839
you know the states around i mean

0:36:44.000,0:36:47.920
they're safe around the call today

0:36:45.839,0:36:49.119
who's already kind of opening a lot more

0:36:47.920,0:36:50.720
than others

0:36:49.119,0:36:52.480
you know we're like in maryland we're

0:36:50.720,0:36:55.599
still kind of in a locked in

0:36:52.480,0:36:56.240
state um but like in texas in ohio

0:36:55.599,0:36:57.440
there's some things

0:36:56.240,0:36:59.359
i mean they're kind of getting things

0:36:57.440,0:37:00.640
back rolling um so it's good to

0:36:59.359,0:37:02.240
see the kind of different experiences

0:37:00.640,0:37:04.320
everybody's having or if someone was

0:37:02.240,0:37:05.359
working in manufacturing

0:37:04.320,0:37:07.200
uh some of the things they might have

0:37:05.359,0:37:08.640
been dealing with or what customers were

0:37:07.200,0:37:11.599
asking to do

0:37:08.640,0:37:12.880
um so it was you know that that that

0:37:11.599,0:37:14.480
town hall thing is pretty good

0:37:12.880,0:37:16.079
you know i think they're still trying to

0:37:14.480,0:37:17.599
get an idea because everybody still want

0:37:16.079,0:37:19.680
to do this every week

0:37:17.599,0:37:21.119
i think you know they'll take a survey

0:37:19.680,0:37:22.240
and if it happens again they'll put it

0:37:21.119,0:37:23.040
out too you know if you're a member

0:37:22.240,0:37:24.800
you'll

0:37:23.040,0:37:26.320
you'll see it go out to your email and

0:37:24.800,0:37:29.520
you can click on

0:37:26.320,0:37:32.240
sign up and uh and get on but it's been

0:37:29.520,0:37:34.800
i think it's been valuable the last

0:37:32.240,0:37:37.040
eight weeks

0:37:34.800,0:37:38.400
well i got yeah i mean i i you you guys

0:37:37.040,0:37:40.000
see it right now the

0:37:38.400,0:37:41.920
the mastermind group that we're on as

0:37:40.000,0:37:42.800
far as not that i turn it off for a

0:37:41.920,0:37:45.280
minute but

0:37:42.800,0:37:46.240
it was it's never been so much like

0:37:45.280,0:37:48.560
there's so many

0:37:46.240,0:37:49.440
emails so many topics so many messages

0:37:48.560,0:37:51.440
going on

0:37:49.440,0:37:52.880
but it's overwhelming but it's

0:37:51.440,0:37:53.680
overwhelming with just a wealth of

0:37:52.880,0:37:55.839
knowledge that

0:37:53.680,0:37:56.800
oh yeah yeah i know for me i'm to the

0:37:55.839,0:37:58.960
point where

0:37:56.800,0:38:01.119
i'm screenshotting i'm copying and

0:37:58.960,0:38:02.880
pasting i'm sending to the team and

0:38:01.119,0:38:04.160
they're like dude stop sending me so

0:38:02.880,0:38:06.480
many emails what

0:38:04.160,0:38:07.920
what the hell i'm like i need somebody

0:38:06.480,0:38:09.680
else to see it right because that's one

0:38:07.920,0:38:12.960
thing i want to touch on is

0:38:09.680,0:38:13.599
us as ceos presidents operations

0:38:12.960,0:38:17.040
directors

0:38:13.599,0:38:18.560
you know executive level uh well

0:38:17.040,0:38:19.839
so you know with somebody starting off

0:38:18.560,0:38:21.520
think about the times when you guys

0:38:19.839,0:38:21.839
started off when i started off right we

0:38:21.520,0:38:24.400
were

0:38:21.839,0:38:25.680
it was just you and one person or you by

0:38:24.400,0:38:28.240
yourself

0:38:25.680,0:38:30.240
and you absorbed all this knowledge but

0:38:28.240,0:38:30.880
your team's got to absorb it right if

0:38:30.240,0:38:33.520
your team

0:38:30.880,0:38:35.520
doesn't absorb it then they don't know

0:38:33.520,0:38:37.520
better and they don't see the potential

0:38:35.520,0:38:38.960
right that that this industry has how

0:38:37.520,0:38:41.119
lucrative it could be and how

0:38:38.960,0:38:43.359
you know kind of legacy life-changing

0:38:41.119,0:38:44.480
yeah what's one piece of advice you

0:38:43.359,0:38:47.280
would give somebody

0:38:44.480,0:38:48.240
whether it's learning how to invoice

0:38:47.280,0:38:49.520
learning

0:38:48.240,0:38:50.880
you know how to sell you know it's

0:38:49.520,0:38:52.720
always about sales so i figured let's

0:38:50.880,0:38:54.720
not talk about sales but

0:38:52.720,0:38:56.400
what's another aspect of the business

0:38:54.720,0:38:58.079
because we were up many hats

0:38:56.400,0:39:00.880
that somebody in the beginning stages of

0:38:58.079,0:39:03.599
their you know first year in business

0:39:00.880,0:39:04.480
that you learn later in business should

0:39:03.599,0:39:07.920
really

0:39:04.480,0:39:12.839
not forget to focus on the numbers

0:39:07.920,0:39:14.960
start with you the number

0:39:12.839,0:39:18.079
yeah yes

0:39:14.960,0:39:21.359
why because it's it's

0:39:18.079,0:39:24.720
it's very important to know what your

0:39:21.359,0:39:25.839
your your numbers are what you notice

0:39:24.720,0:39:28.880
the first thing you ask

0:39:25.839,0:39:29.760
what is your size what that that that so

0:39:28.880,0:39:32.640
you need to know

0:39:29.760,0:39:33.680
your numbers in order to be able and

0:39:32.640,0:39:36.560
make sure

0:39:33.680,0:39:38.720
it's something that you fully understand

0:39:36.560,0:39:39.119
i believe that every business owner

0:39:38.720,0:39:40.960
should

0:39:39.119,0:39:43.119
understand how to read their financial

0:39:40.960,0:39:44.640
statements a lot of people don't it's

0:39:43.119,0:39:47.920
complicated to them they

0:39:44.640,0:39:50.160
think but it's not you need to know so

0:39:47.920,0:39:51.680
that is the only way you can budget it's

0:39:50.160,0:39:56.560
the only way

0:39:51.680,0:39:58.640
you can forecast and as people believe

0:39:56.560,0:40:00.480
that oh because we're so small we don't

0:39:58.640,0:40:02.160
need a budget we don't need a forecast

0:40:00.480,0:40:05.839
we don't need to make plans

0:40:02.160,0:40:08.720
in our mind we know what we want

0:40:05.839,0:40:10.720
but as a business owner i believe that

0:40:08.720,0:40:13.680
you must set goals

0:40:10.720,0:40:14.960
set goals try to follow through with

0:40:13.680,0:40:18.319
them

0:40:14.960,0:40:19.440
understand what why you're doing what

0:40:18.319,0:40:21.760
you're doing

0:40:19.440,0:40:23.040
i i think that's one of the places we

0:40:21.760,0:40:25.440
should start to

0:40:23.040,0:40:26.319
am i doing this just so that i can pay

0:40:25.440,0:40:29.920
my bills

0:40:26.319,0:40:32.800
or am i doing this because i see where

0:40:29.920,0:40:33.440
yes i'll be paid be able to pay my bills

0:40:32.800,0:40:36.560
but i'm

0:40:33.440,0:40:39.200
feeling fulfilled like me

0:40:36.560,0:40:40.000
it's not always about the money for me

0:40:39.200,0:40:45.280
and that's why i

0:40:40.000,0:40:48.000
can still do it today it's i like the

0:40:45.280,0:40:49.920
the intrinsic reward that comes with

0:40:48.000,0:40:52.560
when i provide a service

0:40:49.920,0:40:53.200
and somebody sees me and say to me damn

0:40:52.560,0:40:55.920
like

0:40:53.200,0:40:57.040
i get my calls every day from mta my

0:40:55.920,0:41:00.079
guy's walking

0:40:57.040,0:41:02.480
they feel so proud their heads held high

0:41:00.079,0:41:06.079
everybody's just seeing them thank you

0:41:02.480,0:41:08.480
we've never gotten so much thank you

0:41:06.079,0:41:09.599
you're getting more thank yous now well

0:41:08.480,0:41:12.880
my medical

0:41:09.599,0:41:14.160
um all the the chain of wild cornell

0:41:12.880,0:41:16.880
that we do

0:41:14.160,0:41:18.000
they tell us every day thank you your

0:41:16.880,0:41:21.040
team do

0:41:18.000,0:41:23.920
a wonderful job so you know

0:41:21.040,0:41:24.960
but i believe on the business side as a

0:41:23.920,0:41:27.040
business owner

0:41:24.960,0:41:28.800
you need to know these things before you

0:41:27.040,0:41:30.079
can sell the dream you need to believe

0:41:28.800,0:41:32.480
it yourself

0:41:30.079,0:41:33.440
and that will help you to make other

0:41:32.480,0:41:35.440
people believe

0:41:33.440,0:41:37.119
including the staff and they don't just

0:41:35.440,0:41:38.800
see it as a menial job

0:41:37.119,0:41:40.640
where they're walking into and getting

0:41:38.800,0:41:43.359
an hourly wage

0:41:40.640,0:41:44.400
yeah i mean that's that's numbers is so

0:41:43.359,0:41:46.480
true that's how

0:41:44.400,0:41:47.440
yeah knowing the numbers under

0:41:46.480,0:41:49.839
underbidding

0:41:47.440,0:41:51.440
happens so much and i always say you

0:41:49.839,0:41:51.839
know i you know i'm sure you guys agree

0:41:51.440,0:41:54.800
with me

0:41:51.839,0:41:55.599
to some point on this is i'm not i don't

0:41:54.800,0:41:57.520
get so

0:41:55.599,0:41:59.280
worried about underbidding where if it's

0:41:57.520,0:42:00.800
you know legitimately a mom and pop a

0:41:59.280,0:42:02.800
two-person operation

0:42:00.800,0:42:04.000
they they have the right to offer a

0:42:02.800,0:42:05.839
lower price than

0:42:04.000,0:42:07.119
a larger size company right that there's

0:42:05.839,0:42:09.440
nothing wrong with that

0:42:07.119,0:42:11.119
no it's it's the it's when you are a

0:42:09.440,0:42:13.839
larger size company right and you're

0:42:11.119,0:42:14.400
and you make those really mistakes yeah

0:42:13.839,0:42:17.200
yeah

0:42:14.400,0:42:18.720
so you know numbers thank you that's

0:42:17.200,0:42:19.760
that is something i don't think anybody

0:42:18.720,0:42:22.400
could get tired of

0:42:19.760,0:42:23.839
telling somebody um just know that

0:42:22.400,0:42:24.880
because then you know the health of your

0:42:23.839,0:42:27.520
business

0:42:24.880,0:42:28.480
of course you know you know exactly

0:42:27.520,0:42:32.720
trust me

0:42:28.480,0:42:34.400
i i i oh god i can't begin to think of

0:42:32.720,0:42:36.880
how many times like

0:42:34.400,0:42:38.800
just going over because i've seen

0:42:36.880,0:42:41.200
government contracts of course

0:42:38.800,0:42:42.800
trust me i am not always the lowest

0:42:41.200,0:42:45.920
bidder i can't tell you

0:42:42.800,0:42:46.800
all my contracts is because the person

0:42:45.920,0:42:50.480
who bid too

0:42:46.800,0:42:51.280
low didn't get it and i came in second

0:42:50.480,0:42:54.240
or third

0:42:51.280,0:42:55.359
so i'm i'm i'm the most the lowest

0:42:54.240,0:42:57.920
probably respon

0:42:55.359,0:42:58.640
the most responsible bidder that's at

0:42:57.920,0:43:01.520
the price

0:42:58.640,0:43:02.960
that they can afford and it makes sense

0:43:01.520,0:43:05.040
because now they understand they've

0:43:02.960,0:43:06.800
gotten burned too many times where

0:43:05.040,0:43:09.280
somebody come in and charge ten thousand

0:43:06.800,0:43:11.280
dollars for a fifty thousand dollar job

0:43:09.280,0:43:12.640
then two months into the contract they

0:43:11.280,0:43:14.720
can't complete it

0:43:12.640,0:43:15.760
the agencies are sitting there pulling

0:43:14.720,0:43:17.760
their hair out

0:43:15.760,0:43:19.680
because procurement officers have to now

0:43:17.760,0:43:20.640
find somebody to fill that gap because

0:43:19.680,0:43:22.960
the clients

0:43:20.640,0:43:23.920
the staff within the agency are losing

0:43:22.960,0:43:26.960
their mind

0:43:23.920,0:43:31.280
so yes i am not always the lowest better

0:43:26.960,0:43:34.079
trust me mca i wasn't even close

0:43:31.280,0:43:35.520
i was like third of the line of command

0:43:34.079,0:43:37.040
and i was like

0:43:35.520,0:43:40.000
and those people couldn't do it the

0:43:37.040,0:43:43.040
other people couldn't do they told them

0:43:40.000,0:43:43.839
compared to everybody else please revise

0:43:43.040,0:43:45.599
the number

0:43:43.839,0:43:47.520
and they did and they realized that they

0:43:45.599,0:43:48.240
wouldn't be able to do it and they walk

0:43:47.520,0:43:50.240
away

0:43:48.240,0:43:54.960
and somebody else walked away and then

0:43:50.240,0:43:54.960
boom they call me i'm present i got

0:44:00.800,0:44:05.040
jason what about what about you as far

0:44:03.760,0:44:07.359
you know you're five years in but you

0:44:05.040,0:44:10.319
know the industry longer than five years

0:44:07.359,0:44:12.240
i mean what you know what do you tell

0:44:10.319,0:44:14.240
that person that's one year in

0:44:12.240,0:44:15.920
that again you know most of the time you

0:44:14.240,0:44:17.760
think it's sale sale sales

0:44:15.920,0:44:20.400
but what's another aspect of the

0:44:17.760,0:44:22.000
business now other than numbers

0:44:20.400,0:44:24.240
i was gonna double down on the numbers

0:44:22.000,0:44:24.240
piece

0:44:24.880,0:44:30.720
but i think the other thing depends on

0:44:27.920,0:44:31.119
the scale scalability um i think people

0:44:30.720,0:44:34.880
gotta

0:44:31.119,0:44:36.079
realize um and everybody has we all have

0:44:34.880,0:44:36.640
different goals and dreams of where we

0:44:36.079,0:44:38.560
want to hit

0:44:36.640,0:44:39.839
you know um again it's not about the

0:44:38.560,0:44:42.480
money but it's about the money

0:44:39.839,0:44:44.160
and then today we all know what we need

0:44:42.480,0:44:45.440
to do to lead the legacy to do things

0:44:44.160,0:44:47.280
for our family

0:44:45.440,0:44:49.359
and those those numbers and those our

0:44:47.280,0:44:52.079
appetites are different you know

0:44:49.359,0:44:52.880
um i think you got to know what that is

0:44:52.079,0:44:54.960
figure it out

0:44:52.880,0:44:56.160
and then i think the biggest thing in

0:44:54.960,0:44:59.119
this industry

0:44:56.160,0:45:00.720
that i would say 90 of the people that

0:44:59.119,0:45:02.160
probably come into this industry

0:45:00.720,0:45:04.560
come into this industry and they create

0:45:02.160,0:45:06.079
themselves a job

0:45:04.560,0:45:08.160
and i think when you get to the point

0:45:06.079,0:45:09.680
where you notice it because again

0:45:08.160,0:45:12.960
you you're probably going to do better

0:45:09.680,0:45:15.440
than maybe where you maybe used to work

0:45:12.960,0:45:16.480
um you're doing pretty good but then you

0:45:15.440,0:45:18.079
realize in this thing

0:45:16.480,0:45:19.760
you can't do it just all yourself

0:45:18.079,0:45:22.319
there's only 24 hours in a day now

0:45:19.760,0:45:22.960
then you realize i just created myself a

0:45:22.319,0:45:24.960
job

0:45:22.960,0:45:26.240
i think the key i would tell anybody is

0:45:24.960,0:45:28.079
from day one

0:45:26.240,0:45:30.640
if this is your thing and you have your

0:45:28.079,0:45:33.119
goal to grow a business

0:45:30.640,0:45:35.359
look at scalability look at what you're

0:45:33.119,0:45:39.200
good at your strengths and weaknesses

0:45:35.359,0:45:41.760
and know where you need to hire two to

0:45:39.200,0:45:43.119
to replace that side so you know if i

0:45:41.760,0:45:45.440
was talking to myself

0:45:43.119,0:45:46.160
day one even you know many years ago it

0:45:45.440,0:45:48.319
was i

0:45:46.160,0:45:49.839
i'm glad i realized that one moment

0:45:48.319,0:45:51.040
which i didn't until i realized i went

0:45:49.839,0:45:54.560
hey you know what jay

0:45:51.040,0:45:56.319
you just created yourself a job yeah

0:45:54.560,0:45:57.680
that's not what i wanted i wanted a

0:45:56.319,0:46:00.880
business that at the end of the day

0:45:57.680,0:46:02.640
it could run itself

0:46:00.880,0:46:04.240
while i'm doing other things and we had

0:46:02.640,0:46:05.359
the proper people in place that could

0:46:04.240,0:46:06.880
manage and

0:46:05.359,0:46:09.520
i think that's one of the hardest things

0:46:06.880,0:46:12.079
for a lot of people to do

0:46:09.520,0:46:12.960
is letting themselves athletic don't

0:46:12.079,0:46:15.359
know people just

0:46:12.960,0:46:17.119
let the distinct scale yeah you guys

0:46:15.359,0:46:19.599
know what man so

0:46:17.119,0:46:21.839
this that just makes me think of so i

0:46:19.599,0:46:24.000
don't know if you guys really know

0:46:21.839,0:46:25.520
so some industry numbers and these kind

0:46:24.000,0:46:26.400
of you know they change a little year

0:46:25.520,0:46:28.640
over year

0:46:26.400,0:46:29.440
but you know it's a fragmented industry

0:46:28.640,0:46:33.040
but you guys

0:46:29.440,0:46:34.400
so we are you know uh ingrid you're over

0:46:33.040,0:46:36.079
a million dollars jason you're over a

0:46:34.400,0:46:38.240
million dollars you know i'm over a

0:46:36.079,0:46:41.680
million dollars in revenue

0:46:38.240,0:46:44.319
90 90 to 91 percent of the industry

0:46:41.680,0:46:44.960
doesn't hit one million in revenue okay

0:46:44.319,0:46:46.960
so

0:46:44.960,0:46:49.920
nine percent of the industry is over a

0:46:46.960,0:46:52.160
million but then in that nine percent

0:46:49.920,0:46:53.440
you've got point eight percent i think

0:46:52.160,0:46:56.560
or

0:46:53.440,0:46:58.800
or one point eight or 0.8

0:46:56.560,0:47:00.240
actually reached like 10 plus million in

0:46:58.800,0:47:03.359
revenue right so it's like

0:47:00.240,0:47:06.880
then yeah the abms and the harvard's and

0:47:03.359,0:47:08.240
the larger ones but so kudos to you guys

0:47:06.880,0:47:09.280
too where you know we've reached a

0:47:08.240,0:47:10.960
certain point

0:47:09.280,0:47:13.040
but that shows you how there's so many

0:47:10.960,0:47:16.319
people that are doing this as a job

0:47:13.040,0:47:18.319
you know it is because they're stuck

0:47:16.319,0:47:19.520
they're stuck in in trust issues right

0:47:18.319,0:47:19.839
and this is what i try to tell everybody

0:47:19.520,0:47:22.559
is

0:47:19.839,0:47:25.280
you guys said it is delegate right trust

0:47:22.559,0:47:27.599
trust the process build the process

0:47:25.280,0:47:29.119
don't treat it like a job you know that

0:47:27.599,0:47:30.319
when i took my business over from my

0:47:29.119,0:47:31.839
cousin

0:47:30.319,0:47:33.520
i thought he was kicking ass because he

0:47:31.839,0:47:34.240
was making like 100k a year i'm like oh

0:47:33.520,0:47:36.480
[ __ ] i make

0:47:34.240,0:47:38.960
i was making 60. i'm like this is this

0:47:36.480,0:47:38.960
is a step

0:47:40.559,0:47:44.160
supply cost comes in all these costs

0:47:42.400,0:47:45.359
come in i'm like oh [ __ ] i'm back to my

0:47:44.160,0:47:48.880
job

0:47:45.359,0:47:51.040
so it's like yeah and then you start

0:47:48.880,0:47:52.720
so it's it's a topic where i love to

0:47:51.040,0:47:55.119
just show numbers because it's that

0:47:52.720,0:47:55.839
amazes me that ninety percent of the

0:47:55.119,0:47:58.880
industry

0:47:55.839,0:48:00.800
is it is that fragmented so that that's

0:47:58.880,0:48:02.240
why i got them doing this because

0:48:00.800,0:48:05.200
there's so much potential to bring

0:48:02.240,0:48:07.359
everybody up you know and raise that bar

0:48:05.200,0:48:08.880
and and not that's going to do what

0:48:07.359,0:48:10.240
build competitors but guess what

0:48:08.880,0:48:13.200
competitors do

0:48:10.240,0:48:15.040
competition raises the bar raises the

0:48:13.200,0:48:17.760
quality raises the value

0:48:15.040,0:48:18.640
of our service so then we're all happy

0:48:17.760,0:48:20.640
that at that point

0:48:18.640,0:48:22.240
right now we don't have to win thousands

0:48:20.640,0:48:24.000
of contracts we could win a hundred

0:48:22.240,0:48:26.000
and we're doing i think i think the

0:48:24.000,0:48:27.920
thing rick that's is important for us

0:48:26.000,0:48:29.520
is i mean and we're all buying that same

0:48:27.920,0:48:31.599
age group here is

0:48:29.520,0:48:32.640
man we got we got a group of baby

0:48:31.599,0:48:34.800
boomers that

0:48:32.640,0:48:36.559
are in this business like if they don't

0:48:34.800,0:48:39.359
pass it down to somebody else

0:48:36.559,0:48:39.839
oh boy there's just opportunities as

0:48:39.359,0:48:42.880
well

0:48:39.839,0:48:43.680
for us to acquire or not just even

0:48:42.880,0:48:45.359
acquire but

0:48:43.680,0:48:47.280
as those bit you know i've seen in our

0:48:45.359,0:48:49.440
local areas someone retires here maybe

0:48:47.280,0:48:50.880
tries to sell off to somebody else

0:48:49.440,0:48:53.040
and those customers drop off because

0:48:50.880,0:48:54.640
maybe that same touch and feel from the

0:48:53.040,0:48:55.440
old owners wasn't there and i think this

0:48:54.640,0:48:58.480
is a

0:48:55.440,0:48:59.920
you know we're in that that opportunity

0:48:58.480,0:49:02.400
for ourselves over this next

0:48:59.920,0:49:05.040
five ten years for all of us here to

0:49:02.400,0:49:06.640
just really grow our companies and uh

0:49:05.040,0:49:08.079
it can't be a better time for i know for

0:49:06.640,0:49:09.920
me and i

0:49:08.079,0:49:11.520
you know what so this i wasn't even i

0:49:09.920,0:49:12.880
didn't think about talking about this

0:49:11.520,0:49:14.319
but this is actually something i did

0:49:12.880,0:49:16.559
want to talk about because i think we're

0:49:14.319,0:49:17.599
we're all in this position right now is

0:49:16.559,0:49:20.160
i'm sure i don't know how many phone

0:49:17.599,0:49:22.319
calls you guys ever get from people from

0:49:20.160,0:49:23.599
m a you know they want to purchase or

0:49:22.319,0:49:26.800
json right

0:49:23.599,0:49:30.160
and you have talked about m a before but

0:49:26.800,0:49:31.920
so with those stats that i said earlier

0:49:30.160,0:49:33.280
uh they're not looking for the ones that

0:49:31.920,0:49:34.720
are under a million in revenue you know

0:49:33.280,0:49:35.520
so there's only that many that they can

0:49:34.720,0:49:37.680
look for

0:49:35.520,0:49:39.280
but right isn't that exciting you know

0:49:37.680,0:49:41.760
isn't that something to tell people that

0:49:39.280,0:49:42.319
hey if you build a business that gets to

0:49:41.760,0:49:45.359
a certain

0:49:42.319,0:49:46.960
value that it becomes gullible

0:49:45.359,0:49:48.559
people are going to call you and reach

0:49:46.960,0:49:50.000
out because they're they're going to

0:49:48.559,0:49:52.000
want your business so

0:49:50.000,0:49:53.760
i'm not saying everybody's here to sell

0:49:52.000,0:49:56.720
but i think we all should be

0:49:53.760,0:49:58.000
thinking of what is my sell price or if

0:49:56.720,0:49:58.640
it's for the family it's for the family

0:49:58.000,0:50:02.079
and it gets

0:49:58.640,0:50:03.040
carried down but it's very it's humbling

0:50:02.079,0:50:04.720
and a compliment

0:50:03.040,0:50:07.200
to know that somebody looked at your

0:50:04.720,0:50:10.160
business from the outside looking in

0:50:07.200,0:50:11.200
and said you're somebody that i i value

0:50:10.160,0:50:13.119
and i would purchase

0:50:11.200,0:50:14.559
you know like how how have you have you

0:50:13.119,0:50:16.319
guys felt that have you ever

0:50:14.559,0:50:18.000
had those phone calls or have you

0:50:16.319,0:50:19.280
thought of purchasing a smaller science

0:50:18.000,0:50:20.079
company i know jason me and you have

0:50:19.280,0:50:23.040
talked about that

0:50:20.079,0:50:24.000
but yeah i have to talk to me ingrid

0:50:23.040,0:50:27.200
ingrid what

0:50:24.000,0:50:30.400
made you think of doing that then so

0:50:27.200,0:50:32.880
one thing was getting into a certain

0:50:30.400,0:50:34.720
market and not having to work the market

0:50:32.880,0:50:38.000
from

0:50:34.720,0:50:40.800
all the way down you know at the bottom

0:50:38.000,0:50:42.640
so i contemplated that when my husband

0:50:40.800,0:50:44.000
sold the building a couple of years ago

0:50:42.640,0:50:46.079
that we were gonna

0:50:44.000,0:50:48.000
invest the money in buying another

0:50:46.079,0:50:50.960
another company

0:50:48.000,0:50:50.960
i um

0:50:51.119,0:50:55.040
i don't know i i was hesitant to do it

0:50:53.680,0:50:58.640
because i kept

0:50:55.040,0:51:01.280
feeling as if okay

0:50:58.640,0:51:02.960
i'm looking for an easy way out not

0:51:01.280,0:51:03.920
really because i wasn't even at a

0:51:02.960,0:51:05.520
million

0:51:03.920,0:51:08.240
yeah you know what i'm saying and i'm

0:51:05.520,0:51:11.359
thinking about that and i know what's

0:51:08.240,0:51:12.000
driving that thought is because i i want

0:51:11.359,0:51:15.680
to get

0:51:12.000,0:51:16.559
there and i can't get there so i'm like

0:51:15.680,0:51:20.000
okay

0:51:16.559,0:51:22.480
if i can't get there with this

0:51:20.000,0:51:23.119
why do i feel that i will be able to

0:51:22.480,0:51:26.160
grow

0:51:23.119,0:51:29.760
that that too

0:51:26.160,0:51:30.960
you understand to take a a a x amount of

0:51:29.760,0:51:33.440
money out of your

0:51:30.960,0:51:35.440
out of your bank account to go buy

0:51:33.440,0:51:38.240
another company

0:51:35.440,0:51:40.079
while we weren't getting to where we

0:51:38.240,0:51:42.240
wanted to be with this one

0:51:40.079,0:51:45.119
which i knew what was part of the

0:51:42.240,0:51:47.680
problem was not being able to afford

0:51:45.119,0:51:50.079
some of the people to come in but i

0:51:47.680,0:51:51.760
realized that we didn't necessarily have

0:51:50.079,0:51:54.640
to pay a salary

0:51:51.760,0:51:56.880
once you're able as i said before to

0:51:54.640,0:51:58.000
sell your idea to somebody and they

0:51:56.880,0:52:00.000
believe in it

0:51:58.000,0:52:01.920
and they are more talented in a

0:52:00.000,0:52:05.359
particular area

0:52:01.920,0:52:08.000
than you are you can get the job done

0:52:05.359,0:52:09.599
and then we both get to that point where

0:52:08.000,0:52:13.280
we're growing it together

0:52:09.599,0:52:16.800
as opposed to one two you know

0:52:13.280,0:52:18.079
but some of us like i knew my husband

0:52:16.800,0:52:20.400
gave it to me

0:52:18.079,0:52:21.839
because he knew that i am not going

0:52:20.400,0:52:24.240
anywhere for sure

0:52:21.839,0:52:26.079
and i wouldn't leave him out but he

0:52:24.240,0:52:28.079
wouldn't sell it to nobody else

0:52:26.079,0:52:30.720
so there are times when even at that

0:52:28.079,0:52:33.920
point when i'm losing money and i'm like

0:52:30.720,0:52:36.800
no something is wrong and this happened

0:52:33.920,0:52:40.720
one year because we've never had a loss

0:52:36.800,0:52:41.680
before i when i once i took it over we

0:52:40.720,0:52:44.240
never lose it

0:52:41.680,0:52:46.160
lost any money i changed the name and we

0:52:44.240,0:52:49.280
did everything different

0:52:46.160,0:52:52.559
but you know you're stuck i

0:52:49.280,0:52:52.880
can't give up i am not a quitter and i

0:52:52.559,0:52:56.400
am

0:52:52.880,0:52:58.559
i won't stop fighting and that that's it

0:52:56.400,0:52:59.680
i'm like okay let's keep grinding

0:52:58.559,0:53:02.319
grinding grinding

0:52:59.680,0:53:03.760
but like you said you keep stuck at that

0:53:02.319,0:53:06.319
point because you're

0:53:03.760,0:53:07.920
giving yourself a job you know where you

0:53:06.319,0:53:09.920
need to go because of course i have the

0:53:07.920,0:53:12.000
business mindset i know what to do i've

0:53:09.920,0:53:14.480
grown other businesses before

0:53:12.000,0:53:15.200
but we realize is understanding the

0:53:14.480,0:53:17.440
culture and

0:53:15.200,0:53:20.240
everything that goes into play with

0:53:17.440,0:53:23.040
growing it and finding the right people

0:53:20.240,0:53:23.680
to put in certain positions along with

0:53:23.040,0:53:25.760
you

0:53:23.680,0:53:27.359
so you can move to the next level as

0:53:25.760,0:53:29.599
opposed to just

0:53:27.359,0:53:31.920
selling it to somebody i mean if you

0:53:29.599,0:53:34.000
come if you get to that point because i

0:53:31.920,0:53:36.960
do have an exit strategy

0:53:34.000,0:53:39.839
and selling is one of them you know and

0:53:36.960,0:53:43.280
i know where i want to go before i sell

0:53:39.839,0:53:47.760
so trust me if you can buy fine

0:53:43.280,0:53:49.920
i i'm ready yeah jason what about you

0:53:47.760,0:53:51.200
yeah i think from emerging acquisitions

0:53:49.920,0:53:54.240
i've

0:53:51.200,0:53:58.160
been a part of trying to work on two

0:53:54.240,0:54:01.680
in the last uh probably two years

0:53:58.160,0:54:04.880
um which both kind of fell through

0:54:01.680,0:54:08.079
um but i think it's it for for

0:54:04.880,0:54:10.000
us it's a great strategy

0:54:08.079,0:54:11.760
that we're looking at i mean again these

0:54:10.000,0:54:13.440
things you know the two opportunities

0:54:11.760,0:54:16.720
actually fell in our lap they were two

0:54:13.440,0:54:20.000
that we were actually uh asked

0:54:16.720,0:54:22.079
we were actually about them um

0:54:20.000,0:54:23.280
and so the goal was we kind of follow

0:54:22.079,0:54:25.040
through you know it's like it goes back

0:54:23.280,0:54:26.480
to numbers it goes back to sometimes

0:54:25.040,0:54:28.480
expectations of what people are thinking

0:54:26.480,0:54:31.040
they can get their companies

0:54:28.480,0:54:31.680
and uh yeah and when you do your due

0:54:31.040,0:54:33.280
diligence

0:54:31.680,0:54:35.359
yeah you kind of your due diligence of

0:54:33.280,0:54:37.119
everything and you you know i don't i

0:54:35.359,0:54:39.040
gotta be honest i don't think enough

0:54:37.119,0:54:40.160
people watch shark tank i mean i think

0:54:39.040,0:54:41.760
people really

0:54:40.160,0:54:44.240
really watch shark tank and understand

0:54:41.760,0:54:45.920
and evaluate their valuations

0:54:44.240,0:54:47.599
and uh you know i think just because

0:54:45.920,0:54:48.640
people think they make a million dollars

0:54:47.599,0:54:49.920
think somebody's going to pay them a

0:54:48.640,0:54:53.119
million dollars

0:54:49.920,0:54:54.559
no that's i'm not saying that's the case

0:54:53.119,0:54:58.720
i'm not saying that doesn't always

0:54:54.559,0:54:58.720
happen but nine times out of ten

0:54:59.359,0:55:03.599
in our industry it's unless somebody

0:55:01.520,0:55:07.119
really wants to get into that market

0:55:03.599,0:55:07.119
uh you wouldn't hear you wouldn't

0:55:10.000,0:55:13.599
yeah i think it's an important piece i

0:55:11.760,0:55:16.720
think it's

0:55:13.599,0:55:17.040
i i would say it's part of our strategy

0:55:16.720,0:55:20.400
my

0:55:17.040,0:55:22.559
my ears are always open um because i

0:55:20.400,0:55:23.599
think that's a great way for us to scale

0:55:22.559,0:55:26.960
in some ways

0:55:23.599,0:55:29.599
um you know

0:55:26.960,0:55:30.079
anybody who's watching this i would say

0:55:29.599,0:55:34.880
you know

0:55:30.079,0:55:36.799
do your due diligence understanding

0:55:34.880,0:55:40.079
um yeah you gotta you gotta know that

0:55:36.799,0:55:40.079
because you know

0:55:40.160,0:55:43.520
you know if you buy anything if you're

0:55:42.240,0:55:46.720
not understanding

0:55:43.520,0:55:48.640
everything about it it could uh falter

0:55:46.720,0:55:49.920
well yeah and i mean because it's it is

0:55:48.640,0:55:52.720
you said you guys said

0:55:49.920,0:55:53.920
it's strategy it's how some of the

0:55:52.720,0:55:56.559
bigger companies do

0:55:53.920,0:55:56.960
continue to get bigger right so if we

0:55:56.559,0:55:59.040
got

0:55:56.960,0:56:00.640
right yeah yes you know it's you know it

0:55:59.040,0:56:01.040
always it always should be within our

0:56:00.640,0:56:03.760
mind

0:56:01.040,0:56:05.359
mindset to you know because ingrid i

0:56:03.760,0:56:07.839
agree with you too where

0:56:05.359,0:56:08.559
i i for the last year i was like oh man

0:56:07.839,0:56:10.480
if you know

0:56:08.559,0:56:12.559
i want to hit 10 million in revenue all

0:56:10.480,0:56:13.920
right i'm short by two why don't i go

0:56:12.559,0:56:15.520
buy a company that's two million in

0:56:13.920,0:56:17.680
revenue boom i'm there

0:56:15.520,0:56:19.359
i'll get there but that's just not the k

0:56:17.680,0:56:20.000
it's it's not as simple as that you know

0:56:19.359,0:56:22.079
it's not there's

0:56:20.000,0:56:23.760
no it's not that goes into it because

0:56:22.079,0:56:24.640
it's like winning these big sized

0:56:23.760,0:56:26.400
contracts

0:56:24.640,0:56:27.760
i'm sure you guys have been there where

0:56:26.400,0:56:29.359
you know winning

0:56:27.760,0:56:31.359
let's just throw a number out let's say

0:56:29.359,0:56:34.240
hey you know you win 100 000

0:56:31.359,0:56:35.440
a month business new new monthly

0:56:34.240,0:56:37.599
business contract

0:56:35.440,0:56:39.359
from the outside looking in we may think

0:56:37.599,0:56:41.839
that's fabulous that's wonderful

0:56:39.359,0:56:42.799
awesome but can you afford that you know

0:56:41.839,0:56:46.720
can

0:56:42.799,0:56:48.079
do you have the cash flow to afford that

0:56:46.720,0:56:51.280
kind of payroll to get paid

0:56:48.079,0:56:52.880
right trust me that's not that one joke

0:56:51.280,0:56:54.799
what if it gets past 30 days and they

0:56:52.880,0:56:55.359
hit the third payroll now you're paying

0:56:54.799,0:56:57.839
for it

0:56:55.359,0:56:58.799
now now your other accounts you know

0:56:57.839,0:57:01.040
fail now

0:56:58.799,0:57:01.839
your floor service company side of the

0:57:01.040,0:57:04.000
division

0:57:01.839,0:57:05.599
that you know weighs heavy on having a

0:57:04.000,0:57:08.000
510k cash flow

0:57:05.599,0:57:09.599
has zero because you tied it up in

0:57:08.000,0:57:11.520
another so it's like

0:57:09.599,0:57:12.960
don't think all you know large numbers

0:57:11.520,0:57:14.559
are good numbers but know

0:57:12.960,0:57:16.559
your numbers you start you guys close

0:57:14.559,0:57:19.119
your numbers

0:57:16.559,0:57:19.680
you gotta know your numbers man yeah

0:57:19.119,0:57:20.960
yeah

0:57:19.680,0:57:23.280
so i think that's what we're gonna call

0:57:20.960,0:57:26.000
this episode is numbers that's it that's

0:57:23.280,0:57:26.559
what we're calling this episode all

0:57:26.000,0:57:28.480
right guys

0:57:26.559,0:57:30.799
so we're getting towards the end here

0:57:28.480,0:57:33.440
and i i always like to end

0:57:30.799,0:57:35.119
the show talking about a funny story but

0:57:33.440,0:57:36.960
before we get into that

0:57:35.119,0:57:38.480
i actually want to do a little something

0:57:36.960,0:57:40.160
a little different

0:57:38.480,0:57:41.680
you guys are you know this is your voice

0:57:40.160,0:57:44.400
too here is you know

0:57:41.680,0:57:46.240
jason ingrid do you guys have anything

0:57:44.400,0:57:46.960
else that you guys would like to start

0:57:46.240,0:57:48.400
sharing

0:57:46.960,0:57:50.240
because instead of me sticking to just

0:57:48.400,0:57:52.400
these questions over and over again

0:57:50.240,0:57:54.000
let's you know let's add lib a little

0:57:52.400,0:57:56.480
here ingrid

0:57:54.000,0:57:58.319
what what's a topic you wanted to just

0:57:56.480,0:58:00.240
for 60 seconds talk about

0:57:58.319,0:58:01.440
in the cleaning space and then jason

0:58:00.240,0:58:03.599
will bounce it to you

0:58:01.440,0:58:04.799
anything that comes up that you just

0:58:03.599,0:58:06.079
want to get off your chest and talk

0:58:04.799,0:58:09.760
about for us in this cleaning

0:58:06.079,0:58:12.799
in the cleaning space

0:58:09.760,0:58:16.240
well um for years i went around

0:58:12.799,0:58:18.240
educating um clients especially in the

0:58:16.240,0:58:20.720
medical facilities

0:58:18.240,0:58:22.720
why they needed to have their spaces um

0:58:20.720,0:58:24.880
clean on a daily basis

0:58:22.720,0:58:27.440
and it didn't have to necessarily be

0:58:24.880,0:58:30.240
something over 5 000 square feet

0:58:27.440,0:58:31.520
it could be under but they felt that oh

0:58:30.240,0:58:34.000
we could just come in

0:58:31.520,0:58:35.040
maybe three days a week and i'm in my

0:58:34.000,0:58:38.480
mind i'm i'm

0:58:35.040,0:58:39.599
i'm i'm blowing my tongue because i'm

0:58:38.480,0:58:41.760
like

0:58:39.599,0:58:43.920
this is a medical facility you have to

0:58:41.760,0:58:45.920
have the queen every single day

0:58:43.920,0:58:47.040
in the small space how many people come

0:58:45.920,0:58:50.160
through that space

0:58:47.040,0:58:52.079
and it was about educating them letting

0:58:50.160,0:58:54.160
them understand the importance of the

0:58:52.079,0:58:55.599
service why they needed it and so on and

0:58:54.160,0:58:59.599
so forth

0:58:55.599,0:59:02.079
um covet 19 is a blessing and a curse

0:58:59.599,0:59:03.760
because now they see they finally

0:59:02.079,0:59:07.680
understand

0:59:03.760,0:59:09.680
the importance of the industry

0:59:07.680,0:59:12.160
now there's actually going to be a

0:59:09.680,0:59:13.040
cleaning budget in everybody's business

0:59:12.160,0:59:16.640
and not just

0:59:13.040,0:59:17.119
class a class b or class you know those

0:59:16.640,0:59:20.640
big

0:59:17.119,0:59:23.359
buildings now the little man is going to

0:59:20.640,0:59:25.280
understand that yes if it's even one

0:59:23.359,0:59:28.000
person coming in to clean this space

0:59:25.280,0:59:32.079
every day i'm gonna have to have done

0:59:28.000,0:59:36.240
and so yes i'm sorry

0:59:32.079,0:59:38.960
in the sense that i am having a moment

0:59:36.240,0:59:40.960
during this difficult time but i don't

0:59:38.960,0:59:42.960
look at it that's the way that way i'm

0:59:40.960,0:59:46.240
happy that i'm able to

0:59:42.960,0:59:49.520
service my community my state

0:59:46.240,0:59:50.160
my region during this time with a

0:59:49.520,0:59:53.520
service

0:59:50.160,0:59:56.960
that was under

0:59:53.520,0:59:59.440
you know understated for years

0:59:56.960,1:00:01.599
and you know and letting them understand

0:59:59.440,1:00:04.880
how important that that we

1:00:01.599,1:00:05.440
we need to be there i've seen new york

1:00:04.880,1:00:08.720
city

1:00:05.440,1:00:10.880
after a labor day parade the department

1:00:08.720,1:00:12.880
of sanitation let these people out there

1:00:10.880,1:00:14.640
are millions of people in brooklyn for

1:00:12.880,1:00:18.640
labor day parade you need to come

1:00:14.640,1:00:20.559
come up um one time and enjoy the labor

1:00:18.640,1:00:24.160
day parade in new york city

1:00:20.559,1:00:25.760
in brooklyn it's chaos and department of

1:00:24.160,1:00:29.040
sanitation come within

1:00:25.760,1:00:29.599
and say an hour after it ends and the

1:00:29.040,1:00:32.160
city

1:00:29.599,1:00:32.960
looks like a brand new place that's how

1:00:32.160,1:00:36.799
important

1:00:32.960,1:00:39.119
cleaners are if they don't come out

1:00:36.799,1:00:40.960
trust me the city is locked down that's

1:00:39.119,1:00:42.000
people getting sick with germs and

1:00:40.960,1:00:45.839
everything so i'm

1:00:42.000,1:00:48.400
happy i'm part of the cause that

1:00:45.839,1:00:49.200
matters so they might think we don't

1:00:48.400,1:00:53.040
matter

1:00:49.200,1:00:53.040
we know we matter

1:00:53.599,1:00:58.720
awesome awesome that's yeah i share the

1:00:56.960,1:01:01.839
same sentiments

1:00:58.720,1:01:05.119
jason yeah my quick win

1:01:01.839,1:01:09.680
ricky is this is the same um

1:01:05.119,1:01:11.920
uh i just think we have a valuable staff

1:01:09.680,1:01:14.079
as we all know each one of our companies

1:01:11.920,1:01:14.559
uh without those folks we wouldn't be

1:01:14.079,1:01:18.559
here

1:01:14.559,1:01:20.960
and i think it's so so timely now

1:01:18.559,1:01:22.160
that they are getting the kudos but even

1:01:20.960,1:01:24.160
outside of this thing i think we've

1:01:22.160,1:01:26.400
always wanted to give our team pluto so

1:01:24.160,1:01:28.720
you know our my biggest thing is i thank

1:01:26.400,1:01:31.520
all of our all of our staff for

1:01:28.720,1:01:33.200
uh keeping things going and entrusting

1:01:31.520,1:01:35.359
us to do we got to do to make sure we're

1:01:33.200,1:01:37.359
maintaining jobs and

1:01:35.359,1:01:39.680
all the other things so again kudos to

1:01:37.359,1:01:41.599
the janitorial group

1:01:39.680,1:01:43.200
oh yeah you know what it was it brought

1:01:41.599,1:01:44.799
like i just got goose bumps right now

1:01:43.200,1:01:46.799
because i remember

1:01:44.799,1:01:48.240
uh i forgot what it was i think it was

1:01:46.799,1:01:50.319
like three weeks ago

1:01:48.240,1:01:51.680
you guys remember when google you know

1:01:50.319,1:01:52.480
you can you know the search bars they're

1:01:51.680,1:01:54.079
always

1:01:52.480,1:01:56.480
you know coming up with creative ways to

1:01:54.079,1:01:59.599
uh yeah yeah yeah google

1:01:56.480,1:02:02.240
and the janitorial workers were

1:01:59.599,1:02:04.000
on the google search so like that shows

1:02:02.240,1:02:06.799
you yeah again like

1:02:04.000,1:02:07.920
you know we're here this is our time um

1:02:06.799,1:02:10.480
the cleaning business

1:02:07.920,1:02:11.200
will never be glamorous but it's the

1:02:10.480,1:02:14.880
people are

1:02:11.200,1:02:14.880
now behind there you know

1:02:16.799,1:02:21.839
what'd you say

1:02:32.960,1:02:38.799
the the cleaning industry may never be

1:02:36.079,1:02:41.359
fully glamorous but i said the people

1:02:38.799,1:02:45.920
are what's glamorous about the industry

1:02:41.359,1:02:48.960
yeah oh of course all day every day

1:02:45.920,1:02:49.920
all day yes this is we are we are thank

1:02:48.960,1:02:53.440
you very much

1:02:49.920,1:02:55.760
but i do want i do want to end with

1:02:53.440,1:02:56.559
just get me and jason we'll start we'll

1:02:55.760,1:02:58.799
end with you

1:02:56.559,1:03:00.960
or ingrid will end with you but jason

1:02:58.799,1:03:02.319
give me a funny story

1:03:00.960,1:03:04.000
whether it was your first day on the

1:03:02.319,1:03:04.960
cleaning services whether it was

1:03:04.000,1:03:07.119
yesterday

1:03:04.960,1:03:08.720
give us give us something that i i like

1:03:07.119,1:03:10.720
to laugh so give me

1:03:08.720,1:03:11.839
give us a story of of something funny

1:03:10.720,1:03:13.200
that happened to you especially in the

1:03:11.839,1:03:16.079
field let's not talk about the office

1:03:13.200,1:03:19.359
let's talk about the field

1:03:16.079,1:03:19.359
oh my gosh

1:03:20.799,1:03:26.160
man the funniest thing in the field that

1:03:23.119,1:03:26.160
happened um

1:03:26.319,1:03:30.960
oh god oh as you know what i'll do i'll

1:03:29.680,1:03:31.680
talk about this because this is going to

1:03:30.960,1:03:33.440
be hilarious

1:03:31.680,1:03:35.359
just because this is what i did so i

1:03:33.440,1:03:35.680
remember back when i first started this

1:03:35.359,1:03:37.920
was

1:03:35.680,1:03:40.240
many many years ago some years ago so i

1:03:37.920,1:03:43.920
had a dodge stratus

1:03:40.240,1:03:45.359
and man so i i mean i mean that stratus

1:03:43.920,1:03:49.039
would to me was as

1:03:45.359,1:03:52.319
big as a ford uh

1:03:49.039,1:03:53.359
uh van or astro there i mean my distress

1:03:52.319,1:03:55.680
i crammed

1:03:53.359,1:03:56.880
ladders i had it on there so the

1:03:55.680,1:03:59.520
funniest thing is

1:03:56.880,1:04:01.599
man i i went i stopped that uh spot to

1:03:59.520,1:04:04.880
get me some acid bowl cleaner

1:04:01.599,1:04:05.440
and uh so i remember i'm out i'm in a

1:04:04.880,1:04:09.280
job

1:04:05.440,1:04:11.920
i come back i come back to my car

1:04:09.280,1:04:14.240
the acid bowl cleaner had eaten away

1:04:11.920,1:04:16.720
half of my back seat

1:04:14.240,1:04:18.160
of the vehicle and i remember just

1:04:16.720,1:04:20.640
sitting there like going

1:04:18.160,1:04:21.280
ah like and like that was a car like you

1:04:20.640,1:04:23.039
know at that time

1:04:21.280,1:04:24.880
i had my youngest daughter my oldest

1:04:23.039,1:04:27.039
daughter down and she was little then

1:04:24.880,1:04:28.160
like it took the whole seat away and to

1:04:27.039,1:04:29.599
me when i you know i look back and i

1:04:28.160,1:04:31.200
laugh at this place i go

1:04:29.599,1:04:33.280
and that was like everything like that

1:04:31.200,1:04:36.480
car was everything

1:04:33.280,1:04:37.280
and it's literally the action that seat

1:04:36.480,1:04:40.799
out

1:04:37.280,1:04:40.799
it's got a skull on there for real

1:04:42.160,1:04:45.200
so you know i could say that was

1:04:43.599,1:04:45.599
probably what came of mine right now was

1:04:45.200,1:04:47.599
just

1:04:45.599,1:04:49.839
i remember that moment so i thought yeah

1:04:47.599,1:04:52.319
like that was the car to get everybody

1:04:49.839,1:04:52.319
around so

1:04:52.839,1:04:58.640
angry

1:04:55.520,1:05:02.000
so um i went with courtney

1:04:58.640,1:05:06.400
to work one day in white stone and

1:05:02.000,1:05:09.839
as just accompany him

1:05:06.400,1:05:12.720
and um i always ask him if he would let

1:05:09.839,1:05:15.200
me help him and he always said no

1:05:12.720,1:05:15.920
so one day this time was like no we had

1:05:15.200,1:05:17.760
just met

1:05:15.920,1:05:18.960
and we were dating at the time so i

1:05:17.760,1:05:20.960
guess you know

1:05:18.960,1:05:22.640
he just had me in the car with him i

1:05:20.960,1:05:22.960
would sit in the car wait until he come

1:05:22.640,1:05:26.079
back

1:05:22.960,1:05:26.400
come back out so this time i went i was

1:05:26.079,1:05:29.440
like

1:05:26.400,1:05:32.960
god no i'm bored to death fit in the car

1:05:29.440,1:05:33.760
so i went inside and i watched him move

1:05:32.960,1:05:36.720
around

1:05:33.760,1:05:38.960
so the next day when we went to to work

1:05:36.720,1:05:40.960
when he went in to do the bathrooms

1:05:38.960,1:05:43.039
because he always started there first

1:05:40.960,1:05:44.640
he went in the mail bathroom i just ran

1:05:43.039,1:05:45.440
into the female bathroom and cleaned the

1:05:44.640,1:05:47.760
bathroom

1:05:45.440,1:05:50.000
so when he came out and he started

1:05:47.760,1:05:53.119
banging on the female bathroom doors to

1:05:50.000,1:05:55.119
say the cleaner is here i just opened

1:05:53.119,1:05:59.680
the door and i said all done

1:05:55.119,1:06:02.839
and he looked around and was like

1:05:59.680,1:06:04.640
okay and he went and he started

1:06:02.839,1:06:07.119
scrutinizing this

1:06:04.640,1:06:08.120
i said boy you know i do this damn job

1:06:07.119,1:06:13.359
better than you

1:06:08.120,1:06:16.559
[Laughter]

1:06:13.359,1:06:17.200
he was shocked to the fact that i even

1:06:16.559,1:06:20.160
got

1:06:17.200,1:06:21.200
to actually do it but what happened what

1:06:20.160,1:06:24.000
right after that

1:06:21.200,1:06:25.280
is the crazy part he went out and

1:06:24.000,1:06:27.359
somebody

1:06:25.280,1:06:29.359
went in the bathroom after he had just

1:06:27.359,1:06:32.799
cleaned it

1:06:29.359,1:06:35.839
and basically

1:06:32.799,1:06:38.319
did a number two in there and i don't

1:06:35.839,1:06:41.520
know what happened but it went crazy

1:06:38.319,1:06:43.200
so i went in and i said guess what let's

1:06:41.520,1:06:44.880
do this and he said what are you talking

1:06:43.200,1:06:46.720
about i said wait you can't do it just

1:06:44.880,1:06:48.240
by yourself so i don't know this guy

1:06:46.720,1:06:50.559
must be sick or something

1:06:48.240,1:06:51.440
i don't know how that person get that

1:06:50.559,1:06:54.000
thing

1:06:51.440,1:06:56.319
where we saw it i don't know what he was

1:06:54.000,1:07:01.440
doing but we fixed it so i said

1:06:56.319,1:07:05.760
guess what jay praise

1:07:01.440,1:07:08.000
so that was that there you go

1:07:05.760,1:07:09.760
awesome awesome hey that's that's the

1:07:08.000,1:07:12.160
way to end this is what a [ __ ] story so

1:07:09.760,1:07:14.559
i like that

1:07:12.160,1:07:16.160
all right guys well it's already been

1:07:14.559,1:07:17.920
quite quite a while it's already been an

1:07:16.160,1:07:18.720
hour 15. we could probably talk shop so

1:07:17.920,1:07:20.640
much more

1:07:18.720,1:07:22.079
but i always like to end with a chance

1:07:20.640,1:07:25.440
cheers to you guys

1:07:22.079,1:07:29.839
cheers to you guys cheers right when i'm

1:07:25.440,1:07:29.839
almost done see

1:07:38.400,1:07:42.480
okay bye