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hey everyone thanks for joining us for

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the cleaning the cocktails podcast

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this is where i get the opportunity to

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speak with fellow cleaning business

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owners

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small medium and large we take the time

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to let them share their stories on the

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ups and downs in the industry

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i also speak with other experts and

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professionals in the industry

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from your manufacturers your suppliers

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trainers

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as well as other types of entrepreneurs

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my mission is to empower our cleaning

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industry

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to inspire and motivate each and every

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one of you i want you guys to reach new

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heights of success

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and learn from one another my goal is to

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have you walk away with some tips

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secrets advice and opinions that are

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

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hustle and grind

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while we're out there in the field

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working every single day so sit back and

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share a cocktail with us

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and enjoy the show

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welcome again this is another episode of

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cleanit and cocktails

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today's guest is terrell wood she is

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the president of a family-owned business

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second generation now

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and they're out of washington state i'll

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let her get into more of what the

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company is

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where the company came from how she got

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started in the business

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but one quick note is uh we met each

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other only what two

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probably a couple months ago and we met

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at the bsci show out in fort lauderdale

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and you guys always hear me plug that

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plug that organization issa

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all these other organizations where

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cleaning companies and business owners

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and

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management and staff get together uh and

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this

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is one of those highlights of that is i

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met tyrell only a couple months ago

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uh we got to know each other i heard a

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little bit about her story

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i told her a little bit about us and i

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thought it would be a perfect

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opportunity for me to share her story to

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the audience to everybody who watches

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and listens to clean any cocktails

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because you know it's not that there

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isn't enough

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terrell but i actually don't have that

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many

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colleagues that are women owners of

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cleaning contract businesses

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so anytime i get to to do this or find

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a story i want to highlight i jump all

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over it which as you know that's why i

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reached out to you so quickly

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so without further ado guys i have

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tyrell here

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with msnw group out of washington state

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this is a 25 year old company guys and

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growing so terrell please

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you know how did you get into this

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business nobody ever goes to college and

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gets

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and says hey when i graduate i'm going

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to get into the cleaning industry

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right why would you do that that makes

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no sense

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but first of all what is what cocktail

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do you have

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uh so i have a vodka soda

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with a shrub in it it is a very

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delicious

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uh i actually this is a local blend

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it's a little shrub mix here it's

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pineapple sage

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and you just put a little drop in your

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it's fantastic i love it there you go

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well i will since you shared what you

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were drinking i'll share what i'm

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drinking

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i got it on the rocks old fashioned with

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a little bit of not creek

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for i am not a bartender so this makes

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things much easier

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because all i got to do is put some ice

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and pour there you go

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cheers cheers cheers to you cheers to us

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so please again share the story how did

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this all begin

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my parents bought this little

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side hustle uh they thought it was gonna

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be

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a hobby business uh back in 1995

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and i was 10 years old at the time my

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dad was a garbage truck driver and my

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mom was an administrator

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for a medical clinic when they purchased

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the company

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it had 10 employees and 10 buildings

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and so they didn't really know what it

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looked like but it was a profitable

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business so they were excited to get

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into it my mom was actually nine months

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pregnant when they bought the business

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which is kind of

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hilarious when i think of that i can't

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imagine buying a business at nine months

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pregnant

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so my first memory of having this

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company was

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my family was at of state farm insurance

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here locally

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and we were cleaning it because for some

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reason

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the cleaner couldn't show up so my

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sister is in her little

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carrier and my mom and dad are there and

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i'm vacuuming i'm like

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running up and down the halls with this

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vacuum because when you're 10 years old

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everything is a game

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and so it was fond memories

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now looking back at it i mean really

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unique and

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taught me how to work hard and

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appreciate what i have

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my parents never were the kind of

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family that were like here's a handout

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so when

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i got older and needed money to do

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all the things they said sure you can

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have a job you can clean a bank after

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school

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and there you go so that's what i did

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once i turned 16 i could drive i would

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clean a bank five days a week after

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school

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and that was that so my parents also

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didn't want to be my boss

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they wanted somebody else to manage me

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so they put a supervisor in charge

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and about six months into me cleaning

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the banks

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the supervisor came to me and said hey

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you're actually pretty good at this

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why don't you become a supervisor can

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you train

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people and so then it turned in from me

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cleaning banks after school to working

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on the weekends training people

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doing some orientations actually in our

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home our at that time our office was in

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our home they had done a little add-on

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so just you know walk on over to our

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office and do a training

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let me come up over to my office yeah

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exactly

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so that was my experience when i was at

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home

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i also did some accounting i was the

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receptionist

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because i would just you know walk in

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during the summer i would walk into the

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office and i would answer the phones for

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my mom

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so my mom was the administrative side my

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dad was the operation

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side and then when i went off to college

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i would come back in the summers and i

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would

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uh help wherever i was needed so whether

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that was going out and training people

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if we had a big startup i would help

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with that

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i would do sales or human resources so

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doing the hard labor and

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being so heavily involved in our family

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business it wasn't really something that

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i thought that i was gonna

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come into and so

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i went out to college thinking i was

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gonna be a forensic psychologist

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and then i discovered all of the labs i

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had to do with that and all the science

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required

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and i decided that was not the path that

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i was going to do so i switched to being

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a business major

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and then uh 2008

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the downturn of the economy happened and

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a lot of my friends were struggling to

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find jobs

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and then i of course had this family

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business over here

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and so i asked my mom hey do you think

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that there's a place for me

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long term at msnw and she was really

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hesitant

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she wanted me to get experience working

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elsewhere

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because that's really valuable i think

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uh

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and so she had thrown around like why

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don't you go work for

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one of my colleagues you know somewhere

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in the united states i'm sure i can

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i can get you connected that way and uh

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she actually it turned around in like 30

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days and said you know what actually i

0:07:08.960,0:07:12.960
need a sales person

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so why do you come work for me listen

0:07:12.960,0:07:15.280
you're hired yeah

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why don't you come work for me why don't

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you do sales uh

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you can also do human resources for us

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because our at that time our operations

0:07:21.199,0:07:26.319
manager was doing all the human resource

0:07:23.120,0:07:31.039
things so i started in

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january of 2008 and

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yeah i started doing human resources

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sales was doing some accounting

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and kind of had this hybrid role going

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forward

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and then since then have just been in a

0:07:41.039,0:07:46.160
lot of different

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roles in the company so i was the human

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resource director i was a director of

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sales and marketing

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uh and then i moved into the president

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role two years ago so

0:07:52.960,0:07:56.720
it's a little bit of a history there

0:07:55.440,0:07:58.639
there's a lot we can

0:07:56.720,0:08:00.639
unravel there just because there's so

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many things i like about the story as

0:08:00.639,0:08:03.759
far as

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you know i've always gotten people that

0:08:03.759,0:08:08.319
say rick family businesses don't work

0:08:06.080,0:08:09.280
i don't understand how yours is doing it

0:08:08.319,0:08:11.199
um that's a

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you know an anomaly you know blah blah

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blah blah

0:08:12.319,0:08:15.680
but i you know if you could give us an

0:08:15.120,0:08:19.120
idea of

0:08:15.680,0:08:22.879
from 95 to now like what is the growth

0:08:19.120,0:08:25.759
of mnsnw or msnw

0:08:22.879,0:08:27.520
how like where did where is it where was

0:08:25.759,0:08:30.400
it back then to where is it now

0:08:27.520,0:08:31.919
and the reason i ask is do you feel that

0:08:30.400,0:08:35.279
a lot of that is attributed

0:08:31.919,0:08:36.959
because of the family the family feel of

0:08:35.279,0:08:39.120
the business and the family dynamics

0:08:36.959,0:08:41.279
that started everything

0:08:39.120,0:08:42.479
good question i'm not exactly sure if

0:08:41.279,0:08:44.480
it's the family

0:08:42.479,0:08:45.839
it could be because it just the absolute

0:08:44.480,0:08:47.120
trust you have but somebody's going to

0:08:45.839,0:08:50.160
get the job done i

0:08:47.120,0:08:53.680
so when my parents bought the business

0:08:50.160,0:08:57.600
i'm not sure how large it was exactly

0:08:53.680,0:08:59.120
i do know in about 2001 they had grew it

0:08:57.600,0:09:01.200
to be a million dollar i want to say

0:08:59.120,0:09:04.800
when they bought it it was around

0:09:01.200,0:09:06.480
a 50 000 business per year potentially

0:09:04.800,0:09:07.680
right it was very very small it was a

0:09:06.480,0:09:09.920
hobby

0:09:07.680,0:09:11.360
something that they they some yeah yeah

0:09:09.920,0:09:12.320
some that they probably service all

0:09:11.360,0:09:17.519
themselves oh yeah

0:09:12.320,0:09:18.800
exactly so from 95 to 01 it grew to be

0:09:17.519,0:09:21.519
about a little bit over a million

0:09:18.800,0:09:24.959
dollars when i came into the company

0:09:21.519,0:09:27.200
uh let's see here 2009

0:09:24.959,0:09:28.240
we made the five million dollar mark so

0:09:27.200,0:09:29.839
that was one year

0:09:28.240,0:09:31.519
of me being in the sales department and

0:09:29.839,0:09:33.040
i don't remember what it was in 2008 but

0:09:31.519,0:09:33.839
i remember 5 million being a really big

0:09:33.040,0:09:35.839
deal

0:09:33.839,0:09:38.240
and then now we're a 20 million dollar

0:09:35.839,0:09:40.800
company so yeah i mean just look at that

0:09:38.240,0:09:41.920
like i want people to to really take so

0:09:40.800,0:09:44.959
95

0:09:41.920,0:09:46.560
to 01 yes you surpassed the million

0:09:44.959,0:09:50.320
dollar mark which is a big deal

0:09:46.560,0:09:52.640
right 0809 you're at the 5 million

0:09:50.320,0:09:54.399
which i agree that is another milestone

0:09:52.640,0:09:55.519
and i say that for people to listen

0:09:54.399,0:09:57.200
because

0:09:55.519,0:09:59.279
those are milestones that a lot of the

0:09:57.200,0:10:00.640
industry just never reaches

0:09:59.279,0:10:02.480
right there's a it's a fragmented

0:10:00.640,0:10:04.480
industry where people that hit the

0:10:02.480,0:10:07.120
million dollar mark

0:10:04.480,0:10:08.240
big big congrats you hit five big

0:10:07.120,0:10:11.120
congrats

0:10:08.240,0:10:13.600
because a lot of people hit a wall at

0:10:11.120,0:10:15.839
like three four or five million

0:10:13.600,0:10:16.640
and they just don't grow anymore so for

0:10:15.839,0:10:19.680
you to now say

0:10:16.640,0:10:22.000
you guys are at 20 million that's

0:10:19.680,0:10:23.839
phenomenal right like that is you're in

0:10:22.000,0:10:24.800
the small percentage of the top of the

0:10:23.839,0:10:26.880
industry

0:10:24.800,0:10:28.160
you don't pat your own self on the back

0:10:26.880,0:10:29.760
but

0:10:28.160,0:10:31.920
like what what what do you what do you

0:10:29.760,0:10:35.040
think allowed that to happen if it

0:10:31.920,0:10:37.600
wasn't just the family dynamic

0:10:35.040,0:10:39.920
i think finding the right people who you

0:10:37.600,0:10:41.040
trust and can depend on is so important

0:10:39.920,0:10:43.440
we've always just

0:10:41.040,0:10:45.440
viewed this as a family business and so

0:10:43.440,0:10:49.279
there's a deeper level of care

0:10:45.440,0:10:51.600
for our team members that we have so

0:10:49.279,0:10:53.360
and realizing i mean the reason we made

0:10:51.600,0:10:55.839
it to the milestones we did

0:10:53.360,0:10:57.680
is because we realized we had to change

0:10:55.839,0:10:59.360
things you can't just keep doing things

0:10:57.680,0:11:00.079
the same way and expect a different

0:10:59.360,0:11:04.720
result that's

0:11:00.079,0:11:06.720
not that's insanity so

0:11:04.720,0:11:08.640
realizing at every mark that we needed

0:11:06.720,0:11:10.000
to change a bit we needed to adjust the

0:11:08.640,0:11:12.000
structure

0:11:10.000,0:11:14.800
we really needed to hone in on what we

0:11:12.000,0:11:17.920
wanted that culture to be which was

0:11:14.800,0:11:19.920
a deep caring for the person

0:11:17.920,0:11:22.480
of our team members and really getting

0:11:19.920,0:11:25.360
to know them and being able to

0:11:22.480,0:11:25.839
have that relationship one thing that

0:11:25.360,0:11:29.519
we've

0:11:25.839,0:11:30.480
done we implemented in 2010 is our care

0:11:29.519,0:11:32.560
fund

0:11:30.480,0:11:34.959
and this is something we just we saw a

0:11:32.560,0:11:37.600
need for because we have a lot of

0:11:34.959,0:11:38.959
low-income people working for us minimum

0:11:37.600,0:11:40.880
wage jobs

0:11:38.959,0:11:42.160
we've always paid above minimum wage but

0:11:40.880,0:11:44.000
that doesn't get you very far

0:11:42.160,0:11:45.680
i mean a lot of these people have

0:11:44.000,0:11:48.399
multiple multiple jobs

0:11:45.680,0:11:50.079
so we would have team members who

0:11:48.399,0:11:51.920
couldn't make it to their job site

0:11:50.079,0:11:53.440
and so we were giving them 50 bucks to

0:11:51.920,0:11:55.839
fill up their tank or

0:11:53.440,0:11:56.639
whatever it may be i remember one

0:11:55.839,0:11:59.440
christmas

0:11:56.639,0:12:01.360
uh we had a team member who we knew was

0:11:59.440,0:12:02.639
not going to be able to celebrate

0:12:01.360,0:12:04.000
christmas with their family because they

0:12:02.639,0:12:05.279
didn't have the money for a tree they

0:12:04.000,0:12:06.800
didn't have money for gifts for their

0:12:05.279,0:12:08.720
family they didn't even have money for

0:12:06.800,0:12:10.720
groceries and so

0:12:08.720,0:12:12.160
our general manager had heard about this

0:12:10.720,0:12:14.880
and came to my mom and i

0:12:12.160,0:12:15.440
and we're like you know what can we do

0:12:14.880,0:12:16.959
to

0:12:15.440,0:12:18.800
make sure that they have a great

0:12:16.959,0:12:19.440
christmas because they were such a

0:12:18.800,0:12:23.120
valuable

0:12:19.440,0:12:26.320
employee i mean they bled msnw and so

0:12:23.120,0:12:26.639
we decided to give them a christmas and

0:12:26.320,0:12:28.320
so

0:12:26.639,0:12:30.560
on christmas day we brought them a tree

0:12:28.320,0:12:34.160
and a ham and gifts for their children

0:12:30.560,0:12:34.639
and just the amount of joy that we were

0:12:34.160,0:12:38.800
able

0:12:34.639,0:12:42.079
to give their family and also felt

0:12:38.800,0:12:44.480
as well by being able to gift that was

0:12:42.079,0:12:45.200
phenomenal and so from that we decided

0:12:44.480,0:12:47.279
you know we should

0:12:45.200,0:12:49.519
we should actually have like a care fund

0:12:47.279,0:12:52.880
so we can do this all the time so

0:12:49.519,0:12:56.399
we developed that and what it is is msnw

0:12:52.880,0:12:58.000
uh allows team members to give money out

0:12:56.399,0:13:00.079
of their paycheck every single

0:12:58.000,0:13:01.600
pay period whether it be a dollar ten

0:13:00.079,0:13:02.959
dollars whatever

0:13:01.600,0:13:04.639
we actually have one person who gives a

0:13:02.959,0:13:05.519
hundred dollars out of their paycheck

0:13:04.639,0:13:08.000
every single

0:13:05.519,0:13:09.680
wow pay period so this is the team in

0:13:08.000,0:13:12.560
general this is not just you guys

0:13:09.680,0:13:12.880
yeah at the executive level this is like

0:13:12.560,0:13:15.040
hey

0:13:12.880,0:13:16.480
it's open to the entire team this is the

0:13:15.040,0:13:18.560
team it's very transparent

0:13:16.480,0:13:19.760
it's very transparent and then msnw

0:13:18.560,0:13:22.800
matches it 100

0:13:19.760,0:13:25.680
so the team donates and then we give

0:13:22.800,0:13:27.680
a match and so all of those funds are

0:13:25.680,0:13:30.320
used for msnw

0:13:27.680,0:13:31.519
team members they're not for outside use

0:13:30.320,0:13:33.680
at all so

0:13:31.519,0:13:35.440
uh another instance that we had that

0:13:33.680,0:13:37.440
happened about two years ago is we had a

0:13:35.440,0:13:39.199
gal who was trying to escape a domestic

0:13:37.440,0:13:41.279
violence situation

0:13:39.199,0:13:43.680
so we were able to put her up in a hotel

0:13:41.279,0:13:46.000
but that was just a temporary fix

0:13:43.680,0:13:46.959
and in talking with her she had enough

0:13:46.000,0:13:48.399
money for

0:13:46.959,0:13:50.880
rent but she didn't have enough money

0:13:48.399,0:13:52.800
for a deposit to get out of the

0:13:50.880,0:13:53.760
situation and so we were able to gift

0:13:52.800,0:13:56.560
her

0:13:53.760,0:13:58.560
uh the funds for a hotel and then gift

0:13:56.560,0:14:00.480
her the deposit so she could get out of

0:13:58.560,0:14:02.720
that really scary situation

0:14:00.480,0:14:04.240
and get on her on her feet that's like i

0:14:02.720,0:14:05.120
got goosebumps right now right because

0:14:04.240,0:14:06.639
it's

0:14:05.120,0:14:08.000
and it you know because obviously

0:14:06.639,0:14:09.680
somebody could say oh well if you're a

0:14:08.000,0:14:11.279
big business you can afford to do things

0:14:09.680,0:14:13.519
like that but you just said

0:14:11.279,0:14:15.360
it's the employees get involved so take

0:14:13.519,0:14:18.000
away the fact that it's

0:14:15.360,0:14:19.199
you know i got the executive or the big

0:14:18.000,0:14:22.000
business level

0:14:19.199,0:14:23.440
doing this and creating a fund you guys

0:14:22.000,0:14:26.560
have engaged employees

0:14:23.440,0:14:28.639
that are actually participating that's

0:14:26.560,0:14:30.000
i mean that's got to build build the

0:14:28.639,0:14:31.120
culture itself right there right because

0:14:30.000,0:14:32.639
you guys show that you care

0:14:31.120,0:14:34.959
so i because i i try to tell this to a

0:14:32.639,0:14:36.959
lot of business owners that

0:14:34.959,0:14:38.160
i mean in the beginning it's a grind i

0:14:36.959,0:14:40.320
mean you are you are

0:14:38.160,0:14:41.760
gritty you're trying to get things done

0:14:40.320,0:14:42.959
so you're not thinking of things like

0:14:41.760,0:14:46.000
this down the road but

0:14:42.959,0:14:47.600
it does you don't have to do the

0:14:46.000,0:14:49.040
big things like throwing a party for

0:14:47.600,0:14:50.560
somebody or you're helping somebody with

0:14:49.040,0:14:54.240
rent it's the little things that come

0:14:50.560,0:14:56.639
like just showing that you care

0:14:54.240,0:14:58.079
actually can go such a long way because

0:14:56.639,0:15:00.000
then people

0:14:58.079,0:15:01.199
will look at you as the business owner

0:15:00.000,0:15:02.800
or management

0:15:01.199,0:15:05.040
these people are listening these people

0:15:02.800,0:15:06.399
actually care it's not just the business

0:15:05.040,0:15:08.560
that i work for

0:15:06.399,0:15:10.320
it's a family that i work for because

0:15:08.560,0:15:12.560
you guys are sure i mean that's

0:15:10.320,0:15:14.399
for others that are listening like that

0:15:12.560,0:15:16.160
that's a key takeaway

0:15:14.399,0:15:18.480
on you know just being empathetic to

0:15:16.160,0:15:19.440
your to the team that you have out in

0:15:18.480,0:15:22.079
the field because

0:15:19.440,0:15:23.440
you it's it's a it's a low-income job

0:15:22.079,0:15:25.279
you know there's no way around it

0:15:23.440,0:15:26.800
the the entry-level positions or because

0:15:25.279,0:15:27.839
you know the technicians that are in the

0:15:26.800,0:15:29.360
field

0:15:27.839,0:15:31.519
you know yeah it would be great to pay

0:15:29.360,0:15:34.480
them 30 40 50 60 bucks

0:15:31.519,0:15:35.519
without an hour but that's we wouldn't

0:15:34.480,0:15:36.959
be in business

0:15:35.519,0:15:38.959
we wouldn't have the opportunity to give

0:15:36.959,0:15:41.920
them we wouldn't have the account

0:15:38.959,0:15:43.680
it's like good luck bidding yeah yeah

0:15:41.920,0:15:45.360
terrell let's talk about

0:15:43.680,0:15:47.040
i actually this is something i actually

0:15:45.360,0:15:48.399
i don't think i've ever talked about or

0:15:47.040,0:15:49.519
touched on

0:15:48.399,0:15:51.519
and i think this would be a perfect

0:15:49.519,0:15:53.120
opportunity so you went

0:15:51.519,0:15:54.800
you went through the ranks right you've

0:15:53.120,0:15:56.560
learned so many different aspects of the

0:15:54.800,0:15:59.040
business

0:15:56.560,0:16:00.320
uh and actually i mean even in my case

0:15:59.040,0:16:01.920
too like this is something we're just

0:16:00.320,0:16:04.320
gonna start going through where

0:16:01.920,0:16:06.560
it's always the thought that all right

0:16:04.320,0:16:09.440
you're the owner so you're the ceo

0:16:06.560,0:16:10.160
right where that doesn't necessarily

0:16:09.440,0:16:12.160
have to be

0:16:10.160,0:16:13.920
right the dynamic is as as you grow as a

0:16:12.160,0:16:16.399
business like you said you have to adapt

0:16:13.920,0:16:17.199
you could have ownership but then have a

0:16:16.399,0:16:19.920
ceo

0:16:17.199,0:16:20.880
put into place have a president put into

0:16:19.920,0:16:22.959
place

0:16:20.880,0:16:24.480
have a vice president like again this

0:16:22.959,0:16:27.279
comes with growth

0:16:24.480,0:16:28.880
but like when was that moment that you

0:16:27.279,0:16:31.680
guys saw that

0:16:28.880,0:16:33.519
you had to have have other people other

0:16:31.680,0:16:36.480
titles other than just ownership

0:16:33.519,0:16:38.240
or the common ceo role well i can tell

0:16:36.480,0:16:39.199
you right now we're actually hiring a vp

0:16:38.240,0:16:41.519
of operations

0:16:39.199,0:16:42.560
so we're 20 million dollars we've kind

0:16:41.519,0:16:45.120
of been

0:16:42.560,0:16:46.800
stagnant there for the last two years

0:16:45.120,0:16:50.160
and it just doesn't

0:16:46.800,0:16:52.880
we had opportunities but then

0:16:50.160,0:16:54.160
the consistency isn't there and so it's

0:16:52.880,0:16:56.720
really just become clear

0:16:54.160,0:16:57.920
that okay we need this next level of

0:16:56.720,0:16:59.920
management

0:16:57.920,0:17:01.839
and the reason for that is is we have

0:16:59.920,0:17:04.160
multiple branches throughout the region

0:17:01.839,0:17:06.000
and they are kind of operating like

0:17:04.160,0:17:09.919
their own little company but there isn't

0:17:06.000,0:17:13.280
the consistency and standardization

0:17:09.919,0:17:16.720
and honestly just being really

0:17:13.280,0:17:20.079
uh efficient at what we're doing or

0:17:16.720,0:17:23.280
having the uh procurement

0:17:20.079,0:17:24.799
uh process streamlined so it's easier

0:17:23.280,0:17:26.559
and more affordable and we can be more

0:17:24.799,0:17:28.240
competitive so

0:17:26.559,0:17:30.320
that so that's a new position we're

0:17:28.240,0:17:33.160
hiring for right now vp of operations uh

0:17:30.320,0:17:36.160
but prior to that it really was just

0:17:33.160,0:17:38.080
evaluating weak points

0:17:36.160,0:17:39.520
and troubleshooting how we can solve

0:17:38.080,0:17:42.320
that and

0:17:39.520,0:17:43.760
a lot of times it was adding that

0:17:42.320,0:17:44.720
management position that we didn't have

0:17:43.760,0:17:47.280
before

0:17:44.720,0:17:48.160
and it's it's trial and error it really

0:17:47.280,0:17:50.080
is i mean

0:17:48.160,0:17:51.919
you don't get it right the first time

0:17:50.080,0:17:54.799
most of the time so

0:17:51.919,0:17:56.799
uh i i think for yeah i think for myself

0:17:54.799,0:17:58.720
it's like okay let's try this

0:17:56.799,0:18:00.000
and let's see if it works and if it

0:17:58.720,0:18:03.200
doesn't work that's fine

0:18:00.000,0:18:05.039
we'll go this way and just having that

0:18:03.200,0:18:06.400
flexibility and nimbleness is really

0:18:05.039,0:18:08.240
important for growth

0:18:06.400,0:18:11.200
yeah and you know what like to even go

0:18:08.240,0:18:12.559
further on that too it's like

0:18:11.200,0:18:14.240
i you know i don't know how you feel

0:18:12.559,0:18:16.000
about this but like as we

0:18:14.240,0:18:18.480
on my on the rosellato side of the

0:18:16.000,0:18:20.160
business you know we're looking to add

0:18:18.480,0:18:21.760
management executive level type

0:18:20.160,0:18:23.919
positions now

0:18:21.760,0:18:26.160
but we've always just hired with it you

0:18:23.919,0:18:27.200
know everybody's always just grown in a

0:18:26.160,0:18:28.960
business

0:18:27.200,0:18:30.320
we've attempted to hire a few times

0:18:28.960,0:18:31.520
outside of the organization and

0:18:30.320,0:18:33.360
you know go get that person with

0:18:31.520,0:18:33.919
experience but they didn't fit the

0:18:33.360,0:18:36.000
culture

0:18:33.919,0:18:37.600
right or they didn't i i don't know what

0:18:36.000,0:18:38.559
it always had it's always like oh they

0:18:37.600,0:18:40.799
haven't gone through

0:18:38.559,0:18:42.240
the [ __ ] like we have uh you know how do

0:18:40.799,0:18:44.400
you just come in and

0:18:42.240,0:18:46.160
so it's it's tough it's actually not

0:18:44.400,0:18:47.440
easy when you have such a passionate

0:18:46.160,0:18:50.480
group of management

0:18:47.440,0:18:52.320
that's like hey man we've all grown here

0:18:50.480,0:18:54.160
who's this person that's coming here

0:18:52.320,0:18:56.559
with 20 years experience and

0:18:54.160,0:18:57.840
but i feel there's got to be that that

0:18:56.559,0:18:59.919
um

0:18:57.840,0:19:01.280
balance though because at some point you

0:18:59.919,0:19:03.840
do need that you need

0:19:01.280,0:19:05.120
somebody who knows more than you and has

0:19:03.840,0:19:07.520
been around the block

0:19:05.120,0:19:08.559
you know do you agree or what like you

0:19:07.520,0:19:10.320
said you don't get it right the first

0:19:08.559,0:19:12.799
time obviously we didn't get it right

0:19:10.320,0:19:14.400
the first couple times now but it's like

0:19:12.799,0:19:17.840
i still want to keep trying though

0:19:14.400,0:19:19.760
because you can only hire so many

0:19:17.840,0:19:21.360
leadership or management roles from

0:19:19.760,0:19:22.960
within your organization

0:19:21.360,0:19:25.280
because a lot of people are okay with

0:19:22.960,0:19:27.760
where they're at you know in

0:19:25.280,0:19:29.679
the position that they're right well and

0:19:27.760,0:19:31.039
a lot of people don't

0:19:29.679,0:19:33.200
they're good for where they're at and

0:19:31.039,0:19:34.080
they can grow with the company to a

0:19:33.200,0:19:37.360
certain extent

0:19:34.080,0:19:39.919
but and i think that's one area where we

0:19:37.360,0:19:42.640
have failed is we've promoted people

0:19:39.919,0:19:43.280
to a point to where they can't succeed

0:19:42.640,0:19:46.480
anymore

0:19:43.280,0:19:49.520
and they were an amazing team member

0:19:46.480,0:19:51.520
and we put too much pressure

0:19:49.520,0:19:53.200
on them right and they didn't have the

0:19:51.520,0:19:56.880
skills to delegate

0:19:53.200,0:19:58.080
or uh i mean really it's just delegation

0:19:56.880,0:19:59.280
at that point once you get to a certain

0:19:58.080,0:20:00.960
point in leadership you have to learn to

0:19:59.280,0:20:02.559
delegate and hire additional positions

0:20:00.960,0:20:05.600
as you're growing and so if you can't

0:20:02.559,0:20:07.679
figure that out then it's just doomed so

0:20:05.600,0:20:10.400
for us that's that's been the struggle

0:20:07.679,0:20:14.080
and i think for me personally now

0:20:10.400,0:20:16.080
it's keeping the amazing team members we

0:20:14.080,0:20:20.400
have that have shown longevity

0:20:16.080,0:20:22.480
and being able to leverage them and

0:20:20.400,0:20:24.320
get them to where they want to go within

0:20:22.480,0:20:26.400
their capabilities

0:20:24.320,0:20:27.360
and knowing what that is so really

0:20:26.400,0:20:29.200
honing in

0:20:27.360,0:20:31.600
on that leadership aspect and having

0:20:29.200,0:20:33.600
that relationship with them so i can

0:20:31.600,0:20:36.400
know fully what they are capable of

0:20:33.600,0:20:38.080
doing so i don't set them up for failure

0:20:36.400,0:20:39.679
so i really do think that's such an

0:20:38.080,0:20:43.039
important thing as

0:20:39.679,0:20:45.679
the the head leader of the company

0:20:43.039,0:20:47.360
you have to be you have to have those

0:20:45.679,0:20:49.440
intimate relationships with your top

0:20:47.360,0:20:51.120
management so you know where they where

0:20:49.440,0:20:54.080
they're going and how they

0:20:51.120,0:20:55.120
what how their stress management is and

0:20:54.080,0:20:58.320
all that stuff

0:20:55.120,0:21:00.080
so terrell so back on the family part uh

0:20:58.320,0:21:02.480
because i get i get this all the time

0:21:00.080,0:21:04.640
too is rick does it ever stop

0:21:02.480,0:21:05.760
like when you get like at thanksgiving

0:21:04.640,0:21:09.280
christmas

0:21:05.760,0:21:11.679
birthday parties so it's you so it's you

0:21:09.280,0:21:12.880
your mom your father was there any other

0:21:11.679,0:21:14.320
family that was involved with the

0:21:12.880,0:21:16.000
business

0:21:14.320,0:21:17.679
well my two little sisters have

0:21:16.000,0:21:19.360
intermittently been involved in the

0:21:17.679,0:21:21.840
business but not really

0:21:19.360,0:21:25.280
um my parents are actually divorced now

0:21:21.840,0:21:28.400
so my parents got divorced in

0:21:25.280,0:21:31.840
04 ish no that's not right i don't know

0:21:28.400,0:21:34.159
somewhere around there oh 406.

0:21:31.840,0:21:34.880
it's all blur i was when i was in

0:21:34.159,0:21:38.159
college

0:21:34.880,0:21:40.000
uh and so then my mom took over 100

0:21:38.159,0:21:42.840
of the business at that time and my dad

0:21:40.000,0:21:46.400
stepped out so

0:21:42.840,0:21:48.480
now my mom has

0:21:46.400,0:21:50.000
retired from the business she's chairman

0:21:48.480,0:21:51.760
of the board now

0:21:50.000,0:21:53.200
and actually my dad is working for me

0:21:51.760,0:21:54.880
currently in my in

0:21:53.200,0:21:56.480
in our maintenance department so it's

0:21:54.880,0:21:58.080
kind of interesting having him be back

0:21:56.480,0:21:59.919
in the business

0:21:58.080,0:22:02.480
i've got the same i've got the same

0:21:59.919,0:22:05.039
story i got my yeah my parents really

0:22:02.480,0:22:06.880
my parents my parents were divorced the

0:22:05.039,0:22:09.200
my father passed away a couple years ago

0:22:06.880,0:22:10.000
um he was my first employee but they

0:22:09.200,0:22:12.880
both worked

0:22:10.000,0:22:14.400
with me and now my wife's mother and

0:22:12.880,0:22:18.080
father both work with us

0:22:14.400,0:22:21.039
and they're divorced so yeah i

0:22:18.080,0:22:22.320
i got the same same it's tricky uh

0:22:21.039,0:22:23.280
everybody gets along though everybody

0:22:22.320,0:22:25.679
gets a lot we're

0:22:23.280,0:22:27.200
yeah here so it's offered for the same

0:22:25.679,0:22:30.240
the same goal here

0:22:27.200,0:22:33.440
so it's good i mean i

0:22:30.240,0:22:37.280
we needed to establish boundaries

0:22:33.440,0:22:38.640
um we needed to establish

0:22:37.280,0:22:40.080
boundaries because my sisters are so

0:22:38.640,0:22:40.799
much younger than me they're 10 and 13

0:22:40.080,0:22:43.760
years younger

0:22:40.799,0:22:45.679
so i would be over for dinner and we'd

0:22:43.760,0:22:47.200
be talking about work and it really was

0:22:45.679,0:22:50.480
wearing on them

0:22:47.200,0:22:54.080
and i could imagine so

0:22:50.480,0:22:56.320
that made that really because of that

0:22:54.080,0:22:57.760
we separated it and we are dinner time

0:22:56.320,0:22:59.520
we don't talk about business

0:22:57.760,0:23:01.520
after seven o'clock we don't talk about

0:22:59.520,0:23:03.280
business so those are just some things

0:23:01.520,0:23:04.080
that we've established and my mom and i

0:23:03.280,0:23:06.320
now

0:23:04.080,0:23:08.080
are really good about just going on a

0:23:06.320,0:23:09.600
walk just the two of us and then we talk

0:23:08.080,0:23:11.600
about business versus talking about it

0:23:09.600,0:23:14.799
in front of everybody else

0:23:11.600,0:23:17.520
and uh and a lot of times

0:23:14.799,0:23:19.679
everybody knows from you yeah i mean

0:23:17.520,0:23:22.240
everybody knows everybody and so

0:23:19.679,0:23:24.159
we i may be having this issue and i

0:23:22.240,0:23:27.280
don't necessarily want

0:23:24.159,0:23:28.960
somebody else to hear it right so i need

0:23:27.280,0:23:31.039
to be able to take that to my mom

0:23:28.960,0:23:32.159
and have us go be able to troubleshoot

0:23:31.039,0:23:34.640
it without

0:23:32.159,0:23:36.159
listening ears not that it's ever you

0:23:34.640,0:23:37.760
know not that anything's going to get

0:23:36.159,0:23:39.919
back but it's just not

0:23:37.760,0:23:41.520
i don't like that it's gross it's i

0:23:39.919,0:23:42.880
don't want whenever there's anything

0:23:41.520,0:23:44.000
like that i don't want that to be out

0:23:42.880,0:23:45.679
there so

0:23:44.000,0:23:47.200
let me know again how many are you guys

0:23:45.679,0:23:48.480
in five states i think you had mentioned

0:23:47.200,0:23:49.760
earlier or how many states are you guys

0:23:48.480,0:23:51.600
in right now we're in three states right

0:23:49.760,0:23:54.960
now we're in washington oregon and items

0:23:51.600,0:23:57.840
yeah three branches uh one in

0:23:54.960,0:23:59.200
bellingham another one in uh tacoma area

0:23:57.840,0:24:02.880
and then another one in portland

0:23:59.200,0:24:05.360
and about 350 employees 350 employees

0:24:02.880,0:24:07.679
you have multiple branches did you

0:24:05.360,0:24:10.960
expand into those areas because

0:24:07.679,0:24:12.480
the market told you to or you did you

0:24:10.960,0:24:13.200
have a client that took you into those

0:24:12.480,0:24:15.039
markets like

0:24:13.200,0:24:16.720
how does expansion like that into

0:24:15.039,0:24:18.480
multiple states happen

0:24:16.720,0:24:19.840
for for a cleaning contractor because

0:24:18.480,0:24:22.720
that's

0:24:19.840,0:24:24.880
i mean it's like it's common but it's

0:24:22.720,0:24:25.919
really not common right like there's

0:24:24.880,0:24:28.000
you've got to have some kind of

0:24:25.919,0:24:28.720
structure or reason to expand into other

0:24:28.000,0:24:30.799
states

0:24:28.720,0:24:32.559
right our clients have taken us into

0:24:30.799,0:24:35.279
multiple states so that's why we are

0:24:32.559,0:24:37.279
we're there we also we provide total

0:24:35.279,0:24:39.919
facility services so

0:24:37.279,0:24:41.520
janitorial is how we started but now we

0:24:39.919,0:24:42.960
do everything from the roof to the

0:24:41.520,0:24:46.960
parking lot for our clients

0:24:42.960,0:24:48.640
so our landscaping division is actually

0:24:46.960,0:24:50.080
about the same size as our janitorial

0:24:48.640,0:24:50.960
division now oh so you guys do

0:24:50.080,0:24:52.960
landscaping too

0:24:50.960,0:24:54.240
we do landscaping snow removal we're

0:24:52.960,0:24:57.120
general contractors

0:24:54.240,0:24:57.760
everything amen to that kazaa that's how

0:24:57.120,0:25:00.480
we've grown

0:24:57.760,0:25:02.080
i mean what that i mean that's a reason

0:25:00.480,0:25:03.760
in itself right where you become full

0:25:02.080,0:25:04.400
service so your client doesn't go

0:25:03.760,0:25:06.240
elsewhere

0:25:04.400,0:25:08.080
i mean they they go to you for every

0:25:06.240,0:25:09.600
type of service right exactly

0:25:08.080,0:25:11.120
i think it's the way to go i think it's

0:25:09.600,0:25:12.000
hard there are a lot of people who try

0:25:11.120,0:25:14.880
to duplicate it

0:25:12.000,0:25:15.600
and don't do it well we do a lot of the

0:25:14.880,0:25:17.919
services

0:25:15.600,0:25:20.080
in-house and so that's a differentiator

0:25:17.919,0:25:21.760
for us a lot of people who try to do it

0:25:20.080,0:25:23.440
end up subcontracting everything out and

0:25:21.760,0:25:26.640
then you can't control

0:25:23.440,0:25:28.880
the product that you have so uh we it's

0:25:26.640,0:25:30.000
a pretty good mix of uh in-house versus

0:25:28.880,0:25:31.600
subcontracted

0:25:30.000,0:25:33.600
so one thing i didn't want to forget to

0:25:31.600,0:25:36.480
bring up um because you know we're

0:25:33.600,0:25:38.559
coming to an end here shortly is

0:25:36.480,0:25:41.520
throughout being a woman-owned business

0:25:38.559,0:25:42.960
right in in a in the cleaning industry i

0:25:41.520,0:25:44.880
have a lot of

0:25:42.960,0:25:46.400
women-owned business owners that reach

0:25:44.880,0:25:47.279
out to me on facebook on you know

0:25:46.400,0:25:51.039
instagram

0:25:47.279,0:25:51.440
linkedin and they they feel like they

0:25:51.039,0:25:52.799
have a

0:25:51.440,0:25:54.400
they have a chip on their shoulder and

0:25:52.799,0:25:56.720
there's there's weight on their shoulder

0:25:54.400,0:25:59.039
you know their mother of two kids

0:25:56.720,0:25:59.840
they're trying to establish a business

0:25:59.039,0:26:01.279
while

0:25:59.840,0:26:02.720
you know they have the family at home

0:26:01.279,0:26:03.279
that they feel that they have to be you

0:26:02.720,0:26:05.360
know

0:26:03.279,0:26:07.520
in charge of not more so than the

0:26:05.360,0:26:09.200
husband or you know the father but

0:26:07.520,0:26:10.799
it's just you know especially in the

0:26:09.200,0:26:12.960
latino community for us in

0:26:10.799,0:26:14.159
the hispanic heritage is you know the

0:26:12.960,0:26:14.799
woman stays home to take care of the

0:26:14.159,0:26:16.480
kids and

0:26:14.799,0:26:18.400
that's just the way the dynamic works

0:26:16.480,0:26:21.039
well that is not

0:26:18.400,0:26:21.919
happening now where i've never i've seen

0:26:21.039,0:26:23.279
so many

0:26:21.919,0:26:25.520
coming out of the woodworks now where

0:26:23.279,0:26:28.159
they're they're motivated more than

0:26:25.520,0:26:29.360
than i am sometimes what what advice do

0:26:28.159,0:26:30.640
you have for them when

0:26:29.360,0:26:33.200
you know again like we said in the

0:26:30.640,0:26:35.360
beginning it's tough [ __ ] is hard you

0:26:33.200,0:26:36.720
are doing all the work yourself

0:26:35.360,0:26:38.720
you've got to get over that hump you've

0:26:36.720,0:26:41.760
got to build a team around you

0:26:38.720,0:26:44.880
you there is no one with one

0:26:41.760,0:26:46.400
size fits all type of solution what

0:26:44.880,0:26:47.919
would you say to those that are just

0:26:46.400,0:26:50.640
starting off in the industry

0:26:47.919,0:26:50.960
in this era right you know post covert

0:26:50.640,0:26:53.120
even

0:26:50.960,0:26:55.039
now that we're talking about it any

0:26:53.120,0:26:56.799
words of advice that you have where

0:26:55.039,0:26:58.880
you know i feel like you have a lot of

0:26:56.799,0:27:00.799
credibility in that space where

0:26:58.880,0:27:02.000
you started from the bottom right even

0:27:00.799,0:27:05.120
though it was a family business

0:27:02.000,0:27:09.440
you've learned every role there is to be

0:27:05.120,0:27:11.440
to have in the cleaning organization

0:27:09.440,0:27:13.279
what do you say to them well that's a

0:27:11.440,0:27:15.919
loaded question i mean

0:27:13.279,0:27:17.200
sorry yeah and this is all i wanted to

0:27:15.919,0:27:19.039
end with this because

0:27:17.200,0:27:20.799
i'd be i would have missed the boat if i

0:27:19.039,0:27:23.279
didn't ask this question because

0:27:20.799,0:27:24.399
again i'm asked by a lot of women

0:27:23.279,0:27:25.120
business owners too that they're like

0:27:24.399,0:27:27.600
rick

0:27:25.120,0:27:29.440
i want to see more women on i want to

0:27:27.600,0:27:30.960
hear the stories of other women business

0:27:29.440,0:27:33.520
owners not that i don't love you rick

0:27:30.960,0:27:34.720
but i just you know they just feel more

0:27:33.520,0:27:36.480
relevancy right you're

0:27:34.720,0:27:38.559
hearing from people like yourself right

0:27:36.480,0:27:41.440
well i mean for myself

0:27:38.559,0:27:42.640
a big part of why i'm successful i think

0:27:41.440,0:27:45.679
is because of

0:27:42.640,0:27:46.240
my relationship with christ and i just

0:27:45.679,0:27:49.520
like

0:27:46.240,0:27:51.919
lean on that hard and so i

0:27:49.520,0:27:53.520
be 100 honest with you i mean i don't

0:27:51.919,0:27:56.640
know

0:27:53.520,0:27:57.120
i couldn't be the leader that i am the

0:27:56.640,0:27:58.720
mother

0:27:57.120,0:28:00.480
or the wife that i am without my

0:27:58.720,0:28:03.840
relationship with christ and so

0:28:00.480,0:28:07.039
that is my foundation and

0:28:03.840,0:28:11.360
has given me

0:28:07.039,0:28:15.440
the tools and guidance to

0:28:11.360,0:28:15.440
know what my priorities are and

0:28:15.520,0:28:19.279
really have a clear vision as to what

0:28:18.000,0:28:22.080
that future looks like

0:28:19.279,0:28:23.279
and and how i get there and i mean like

0:28:22.080,0:28:23.679
i said before i don't always get it

0:28:23.279,0:28:26.720
right

0:28:23.679,0:28:26.720
but i

0:28:26.880,0:28:30.000
that's that's been my success and i

0:28:29.279,0:28:33.039
think you know

0:28:30.000,0:28:35.200
secondarily to that is having a really

0:28:33.039,0:28:37.360
strong support system because you can't

0:28:35.200,0:28:39.840
do it all i mean i

0:28:37.360,0:28:41.840
there's i i couldn't have homeschooled

0:28:39.840,0:28:43.760
my kids during this pandemic

0:28:41.840,0:28:44.880
and run this company it just wouldn't

0:28:43.760,0:28:48.000
have been possible

0:28:44.880,0:28:51.279
and so we have had a long-term

0:28:48.000,0:28:54.000
uh nanny who is literally our family

0:28:51.279,0:28:54.880
and she just completely took that burden

0:28:54.000,0:28:57.440
off of us

0:28:54.880,0:28:58.559
my husband and i both and and helped us

0:28:57.440,0:29:00.480
with that and

0:28:58.559,0:29:02.000
i mean i know that people starting out

0:29:00.480,0:29:04.000
are like well that's cool i can't afford

0:29:02.000,0:29:06.880
a nanny right well i couldn't either

0:29:04.000,0:29:07.440
when we started i was relying on family

0:29:06.880,0:29:09.520
and

0:29:07.440,0:29:10.960
friends and whatever you have to bake

0:29:09.520,0:29:12.640
borrow and steal

0:29:10.960,0:29:14.960
but once you get to a point and you have

0:29:12.640,0:29:17.760
that trust established then

0:29:14.960,0:29:18.799
uh you know you can it alleviates a lot

0:29:17.760,0:29:21.840
of stress off of you

0:29:18.799,0:29:25.279
so that's huge and

0:29:21.840,0:29:27.200
just going back to really prioritizing

0:29:25.279,0:29:28.399
family over everything i mean i think

0:29:27.200,0:29:30.559
that's key

0:29:28.399,0:29:32.000
uh and having that same i mean for us

0:29:30.559,0:29:33.679
that's part of our culture family over

0:29:32.000,0:29:36.159
everything your kid has a baseball game

0:29:33.679,0:29:37.520
go uh your kid you know whatever you

0:29:36.159,0:29:40.720
need to go on a date with your

0:29:37.520,0:29:41.360
spouse take your freaking spouse out

0:29:40.720,0:29:43.360
right

0:29:41.360,0:29:45.039
so that's all such a big foundation to

0:29:43.360,0:29:48.159
your life and

0:29:45.039,0:29:49.360
um anyway so that's i mean that's i

0:29:48.159,0:29:50.240
don't know that was really even an

0:29:49.360,0:29:55.120
answer but

0:29:50.240,0:29:56.480
that's how i found success and um

0:29:55.120,0:29:59.520
read a lot of business books i mean

0:29:56.480,0:29:59.520
that's exactly what i wanted

0:30:00.320,0:30:03.360
it's just the realness right the answer

0:30:02.399,0:30:05.679
of just

0:30:03.360,0:30:06.880
that's how you did it right and i'm

0:30:05.679,0:30:08.480
going to take a note of that too

0:30:06.880,0:30:10.559
nanny i've been looking for nannies too

0:30:08.480,0:30:13.600
i did not realize i was gonna

0:30:10.559,0:30:15.200
i would need a nanny but

0:30:13.600,0:30:16.880
i've been hearing a lot of good things

0:30:15.200,0:30:19.760
and i and i think it's you know

0:30:16.880,0:30:20.640
just gonna give me the the peace of mind

0:30:19.760,0:30:22.159
to know

0:30:20.640,0:30:24.720
you know like because my wife stays home

0:30:22.159,0:30:27.840
right now takes care of our two boys

0:30:24.720,0:30:28.399
and that's oh job in itself and i you

0:30:27.840,0:30:31.279
know

0:30:28.399,0:30:32.559
thank the lord for her to you know well

0:30:31.279,0:30:33.440
thank for this opportunity for us to be

0:30:32.559,0:30:35.520
able to do that

0:30:33.440,0:30:36.480
but the fact that she can ask actually

0:30:35.520,0:30:39.360
stay home and do that

0:30:36.480,0:30:40.640
is that's a blessing right there so i

0:30:39.360,0:30:43.919
what i

0:30:40.640,0:30:46.960
what i wanted to ask you too terrell is

0:30:43.919,0:30:48.480
uh i mean i mean dude you

0:30:46.960,0:30:50.080
you nailed it already with how you

0:30:48.480,0:30:53.760
answered that question

0:30:50.080,0:30:56.240
but the la the last piece is

0:30:53.760,0:30:57.679
as you are continuously growing the

0:30:56.240,0:31:00.080
company

0:30:57.679,0:31:01.360
do you feel it's important to have you

0:31:00.080,0:31:02.320
know now that you need to answer just

0:31:01.360,0:31:04.159
like what a

0:31:02.320,0:31:06.559
perfect answer is like exit strategy

0:31:04.159,0:31:09.760
right like plan for the future

0:31:06.559,0:31:12.000
uh plan where you start to mold

0:31:09.760,0:31:13.840
other other people within the business

0:31:12.000,0:31:15.120
to get ready to come up and grow

0:31:13.840,0:31:16.720
uh because those are questions i always

0:31:15.120,0:31:17.360
get asked you know like for me on the

0:31:16.720,0:31:20.320
startup

0:31:17.360,0:31:21.919
side with the tech company uh i never

0:31:20.320,0:31:23.919
really thought about that for

0:31:21.919,0:31:25.360
the cleaning business but i've been

0:31:23.919,0:31:27.679
thinking about it more and more

0:31:25.360,0:31:29.279
like how how are you planning for the

0:31:27.679,0:31:30.159
future like is that something you feel

0:31:29.279,0:31:31.600
like you have to

0:31:30.159,0:31:33.200
think about i've encouraged everyone on

0:31:31.600,0:31:35.360
my team to have a number two

0:31:33.200,0:31:38.320
succession planning i mean always

0:31:35.360,0:31:40.960
forever know who your number two is so

0:31:38.320,0:31:42.799
i am pretty young so i don't see myself

0:31:40.960,0:31:44.159
stepping out anytime soon but it's

0:31:42.799,0:31:46.000
definitely something that i'm always

0:31:44.159,0:31:46.799
looking at and thinking about is who's

0:31:46.000,0:31:50.320
my number two

0:31:46.799,0:31:51.679
if i'm if i'm not able to do this job

0:31:50.320,0:31:55.600
who's gonna step into it

0:31:51.679,0:31:57.039
and uh so i do

0:31:55.600,0:31:58.880
think that it's something that every

0:31:57.039,0:32:02.559
business owner should be thinking about

0:31:58.880,0:32:05.120
and for any key leadership

0:32:02.559,0:32:06.720
in your on your team you should they

0:32:05.120,0:32:08.720
should know who their next person is or

0:32:06.720,0:32:10.480
be training the next person

0:32:08.720,0:32:12.240
uh and some people feel threatened by

0:32:10.480,0:32:13.120
that but you got to get over that the

0:32:12.240,0:32:14.960
whole ego thing

0:32:13.120,0:32:16.640
you just yeah you gotta get over it i

0:32:14.960,0:32:17.919
mean i just say like if you were hit by

0:32:16.640,0:32:20.320
a bug all right

0:32:17.919,0:32:21.679
what would we do like you've taken all

0:32:20.320,0:32:24.799
of this information

0:32:21.679,0:32:28.640
we have nobody else

0:32:24.799,0:32:31.519
exactly so let's end on some funny stuff

0:32:28.640,0:32:32.720
as far as you know i always ask one of

0:32:31.519,0:32:33.440
these questions towards the end of the

0:32:32.720,0:32:35.679
conversation

0:32:33.440,0:32:37.840
is especially you being in the field

0:32:35.679,0:32:39.760
since you were 10 years old

0:32:37.840,0:32:42.159
do you remember a certain point when you

0:32:39.760,0:32:44.399
were in the field as a cleaner

0:32:42.159,0:32:45.279
uh that you're like what the hell was i

0:32:44.399,0:32:47.279
doing

0:32:45.279,0:32:48.720
or any kind of a story of you in the

0:32:47.279,0:32:52.559
field that

0:32:48.720,0:32:52.559
just just give us a funny yeah

0:32:52.799,0:32:57.919
funny story yeah you did get me i well

0:32:55.760,0:33:00.159
this isn't a funny story but i will say

0:32:57.919,0:33:01.519
one of the things that i we've been this

0:33:00.159,0:33:02.640
is not a funny story at all and it's not

0:33:01.519,0:33:05.519
answering your question i'm just gonna

0:33:02.640,0:33:05.519
do i'm just gonna pivot

0:33:07.279,0:33:14.240
hey it's all right so yeah

0:33:11.200,0:33:16.320
uh we had a huge snowstorm that came up

0:33:14.240,0:33:18.640
this past winter and

0:33:16.320,0:33:20.320
uh we did not have enough shovelers so i

0:33:18.640,0:33:23.279
was out with a freaking shovel

0:33:20.320,0:33:24.960
shoveling a hospital this last uh

0:33:23.279,0:33:26.000
december and let me tell you that was

0:33:24.960,0:33:28.720
quite the experience

0:33:26.000,0:33:29.120
it was so much fun i mean i have to say

0:33:28.720,0:33:30.880
i

0:33:29.120,0:33:32.480
love emergency simply for the fact of

0:33:30.880,0:33:35.120
like you get this rush of adrenaline

0:33:32.480,0:33:35.840
and you're just getting the job done and

0:33:35.120,0:33:37.600
was it the best

0:33:35.840,0:33:39.360
use of my time being the president of

0:33:37.600,0:33:41.600
the company out there shoveling snow

0:33:39.360,0:33:43.279
probably not was it fun it was so fun

0:33:41.600,0:33:44.799
and my team was able to see me working

0:33:43.279,0:33:46.399
side by side with them and

0:33:44.799,0:33:48.480
i was doing the grunt work i was not on

0:33:46.399,0:33:50.320
the plow i was freaking shoveling

0:33:48.480,0:33:53.200
sidewalks so and i didn't even have the

0:33:50.320,0:33:54.799
freaking blower like everybody else

0:33:53.200,0:33:56.480
hey well you know what there was a

0:33:54.799,0:33:58.159
purpose why you pivoted because how

0:33:56.480,0:34:00.480
funny is it that

0:33:58.159,0:34:01.600
i just tonight i have to go out and

0:34:00.480,0:34:03.440
strip and wax

0:34:01.600,0:34:04.799
about a thousand square feet because we

0:34:03.440,0:34:06.720
literally

0:34:04.799,0:34:09.040
have we have three teams that are all

0:34:06.720,0:34:11.520
out of state performing the service

0:34:09.040,0:34:13.200
we got the call from the ownership they

0:34:11.520,0:34:14.720
have they have the mayor coming in

0:34:13.200,0:34:16.639
they have all kinds of people coming to

0:34:14.720,0:34:20.079
this location tomorrow

0:34:16.639,0:34:21.839
and we have nobody that can go do it so

0:34:20.079,0:34:23.200
me and my cousin have to go

0:34:21.839,0:34:24.879
i haven't stripped the wax floor in

0:34:23.200,0:34:28.320
three years so but

0:34:24.879,0:34:30.399
again now my qc manager she's like rick

0:34:28.320,0:34:31.839
this is the stuff that i love to see

0:34:30.399,0:34:33.919
she's like i'm

0:34:31.839,0:34:36.159
this is like ammunition for them to give

0:34:33.919,0:34:38.800
to the regular technicians like

0:34:36.159,0:34:40.480
hey if he's got to go do it i mean this

0:34:38.800,0:34:41.839
is how everybody steps up you know so

0:34:40.480,0:34:44.639
it's funny you say that like

0:34:41.839,0:34:45.119
literally 22 hours before this call i

0:34:44.639,0:34:47.760
just

0:34:45.119,0:34:49.599
realized you know i just got told rick

0:34:47.760,0:34:52.079
you got to go stripping wax tonight at

0:34:49.599,0:34:53.040
seven o'clock to two more yeah so we're

0:34:52.079,0:34:54.079
pulling all nighter he probably

0:34:53.040,0:34:54.480
shouldn't be drinking right now he's

0:34:54.079,0:34:56.210
probably

0:34:54.480,0:34:57.920
having a red bull so

0:34:56.210,0:34:59.839
[Laughter]

0:34:57.920,0:35:01.280
i just i did have one actually i did

0:34:59.839,0:35:02.720
have her i got another one lined up

0:35:01.280,0:35:04.560
ready to go

0:35:02.720,0:35:07.040
i do want to say before we're done wait

0:35:04.560,0:35:08.960
before we're done i do want to say

0:35:07.040,0:35:11.119
the other thing that i want to plug for

0:35:08.960,0:35:13.760
cleaning individuals in the cleaning

0:35:11.119,0:35:14.240
organization who have a cleaning company

0:35:13.760,0:35:16.560
uh

0:35:14.240,0:35:18.720
baci i'm going to plug bci until i'm

0:35:16.560,0:35:21.200
blue in the face but it is

0:35:18.720,0:35:22.800
the organization that every cleaning

0:35:21.200,0:35:24.160
companies be a part of especially those

0:35:22.800,0:35:25.839
women that you were talking about who

0:35:24.160,0:35:28.480
own these cleaning companies

0:35:25.839,0:35:30.960
investing in going to the conference

0:35:28.480,0:35:33.440
going to vegas which is in november

0:35:30.960,0:35:35.760
is key to being able to level up you can

0:35:33.440,0:35:38.480
get connected with a peer group

0:35:35.760,0:35:39.280
peer groups are made up of all sized

0:35:38.480,0:35:44.960
companies

0:35:39.280,0:35:46.880
all over the nation and they are

0:35:44.960,0:35:48.240
one of the biggest game changers because

0:35:46.880,0:35:48.880
people will just share with you their

0:35:48.240,0:35:50.720
practices

0:35:48.880,0:35:52.240
that they're doing and you can take it

0:35:50.720,0:35:54.079
and you can implement it in your

0:35:52.240,0:35:55.200
business i mean best practices you don't

0:35:54.079,0:35:57.280
have to

0:35:55.200,0:35:59.440
rewrite a freaking playbook you can just

0:35:57.280,0:36:02.480
take their playbook and use it i mean

0:35:59.440,0:36:04.320
number one success is having

0:36:02.480,0:36:06.000
these colleagues that you can call when

0:36:04.320,0:36:07.839
anything comes up and

0:36:06.000,0:36:09.359
use their best practices to implement in

0:36:07.839,0:36:11.200
your business so

0:36:09.359,0:36:13.200
you're starting out like that is the

0:36:11.200,0:36:15.440
number one investment in my opinion

0:36:13.200,0:36:16.480
so great point and i mean you read my

0:36:15.440,0:36:18.880
mind because i was going to ask

0:36:16.480,0:36:19.920
if i was going to see you on november

0:36:18.880,0:36:21.359
then at vegas

0:36:19.920,0:36:23.200
obviously you're going to be there right

0:36:21.359,0:36:27.119
oh i'm going to be introducing you

0:36:23.200,0:36:28.160
so nice nice well not you guys heard

0:36:27.119,0:36:30.960
from her too like

0:36:28.160,0:36:32.400
that is the truth uh peer-to-peer like

0:36:30.960,0:36:33.200
not that there's not enough business

0:36:32.400,0:36:35.520
books

0:36:33.200,0:36:38.720
or podcasts or things that are out there

0:36:35.520,0:36:40.480
that help business-minded you know folks

0:36:38.720,0:36:42.000
but who better to learn from that the

0:36:40.480,0:36:43.040
other person that is in the same

0:36:42.000,0:36:45.040
industry as you

0:36:43.040,0:36:46.400
building a business maybe at a different

0:36:45.040,0:36:48.720
stage which

0:36:46.400,0:36:49.760
actually preferably would be the goal

0:36:48.720,0:36:51.920
right is

0:36:49.760,0:36:54.000
these peer groups have different levels

0:36:51.920,0:36:56.800
right bsai does a great job but

0:36:54.000,0:36:59.040
uh robert right robert stewart yep yeah

0:36:56.800,0:37:00.720
so like robert does a great job at

0:36:59.040,0:37:02.000
you know he because he's been reaching

0:37:00.720,0:37:03.520
out to me i think i'm gonna you know i'm

0:37:02.000,0:37:04.079
gonna join one as well oh my gosh you

0:37:03.520,0:37:06.640
have to

0:37:04.079,0:37:08.240
it's the best no i have to yeah i'm part

0:37:06.640,0:37:10.160
of a mastermind group but it's that's

0:37:08.240,0:37:11.040
different like i feel like a peer group

0:37:10.160,0:37:12.960
is more

0:37:11.040,0:37:14.560
you know group of three or four you get

0:37:12.960,0:37:16.480
to really know these people

0:37:14.560,0:37:18.160
and they're different levels and stages

0:37:16.480,0:37:21.599
different markets

0:37:18.160,0:37:22.560
uh just different but still similar

0:37:21.599,0:37:25.200
because

0:37:22.560,0:37:25.839
we've all gone through the same pains so

0:37:25.200,0:37:27.920
like

0:37:25.839,0:37:29.359
like you said why not share i've had

0:37:27.920,0:37:30.640
people that literally said oh you need

0:37:29.359,0:37:34.320
your sops here

0:37:30.640,0:37:35.760
here's mine like oh okay yes exactly

0:37:34.320,0:37:37.440
that's way better than me looking on

0:37:35.760,0:37:39.280
google i know so much yeah

0:37:37.440,0:37:41.680
you can't even find it on google i mean

0:37:39.280,0:37:42.960
we got into manufacturing and i had no

0:37:41.680,0:37:45.119
idea how to bid that

0:37:42.960,0:37:46.480
and so i called my friend on the east

0:37:45.119,0:37:47.920
coast and i was like

0:37:46.480,0:37:49.680
can you just tell me how we bid

0:37:47.920,0:37:51.200
manufacturing and

0:37:49.680,0:37:53.359
he was like yeah hey let me get you

0:37:51.200,0:37:54.880
connected to our lead operations guy and

0:37:53.359,0:37:56.720
he'll walk you through it gives them the

0:37:54.880,0:37:58.640
plans he'll help you bid it

0:37:56.720,0:38:00.160
he can even come out and train your team

0:37:58.640,0:38:02.800
i was like what

0:38:00.160,0:38:03.359
duh see like that i mean again that's

0:38:02.800,0:38:05.680
that's

0:38:03.359,0:38:06.400
that's the benefit because again the

0:38:05.680,0:38:08.480
market where

0:38:06.400,0:38:10.240
there is so much business out there like

0:38:08.480,0:38:12.320
it's unbelievable

0:38:10.240,0:38:13.280
how much business is in our space and

0:38:12.320,0:38:14.480
it's it's just

0:38:13.280,0:38:16.880
going to get more and more bigger

0:38:14.480,0:38:19.359
because of coba too so

0:38:16.880,0:38:20.079
well terrell it's been awesome thank you

0:38:19.359,0:38:22.640
so much for

0:38:20.079,0:38:24.880
spending almost 45 minutes here with me

0:38:22.640,0:38:26.640
when we send out the episode we'll have

0:38:24.880,0:38:29.359
contact information

0:38:26.640,0:38:30.880
company website you know maybe any other

0:38:29.359,0:38:33.040
social media channels that you have

0:38:30.880,0:38:34.079
sure if you're cool we'll plug those in

0:38:33.040,0:38:36.000
just because

0:38:34.079,0:38:37.520
you know people they want to connect

0:38:36.000,0:38:39.200
they'll hear something that they heard

0:38:37.520,0:38:40.560
on the episode and they'll say you know

0:38:39.200,0:38:41.359
is it cool if i reach out to her

0:38:40.560,0:38:43.520
directly

0:38:41.359,0:38:44.960
absolutely yeah i'd love to yeah i'd

0:38:43.520,0:38:48.720
love to talk to

0:38:44.960,0:38:49.040
whomever awesome awesome well you guys

0:38:48.720,0:38:50.800
know

0:38:49.040,0:38:52.240
thank you so much for tuning in i

0:38:50.800,0:38:53.520
appreciate you guys again this is

0:38:52.240,0:38:55.440
terrell wegg

0:38:53.520,0:38:56.720
thank you for tuning in and listening

0:38:55.440,0:38:59.760
and until next time guys

0:38:56.720,0:38:59.760
thank you