 Just so you guys I'm I'm here. I'm ready to go. So You know how people are they're always late. So give them a few minutes today Does anyone have any questions while we're waiting? Does anyone have anything they have in their mind? They want to ask me Any questions related to any contracts Sam dot gov hub zone Osta boo small business specialists Forecast lifts anything like that if you do let me know now's a great time. I Mean the way this is gonna work is essentially, you know, I'm gonna go through I'm gonna talk about fear and failure and government Contracting shares of my experiences, but Really this is for you guys So I want to leave it kind of open format and allow people to chime in and ask questions So we've got about a minute left and we'll get started by the way As you probably already know if you're not aware Everything that we stream today, it's gonna be uploaded on the site tomorrow So it'll be on YouTube tomorrow. It just for some reason because they're these videos are about an hour long It takes a while to upload so But it'll be on the site tomorrow. So if you got to go for whenever reason This will be up tomorrow And I've got some new upcoming videos that are really good. So look out for those All right, so it's 6.05. We're gonna go ahead and get started Because I want to be on time and get you guys out of here so today I want to talk about fear and failure and government contracting and The reason why I chose this topic today is because a lot of people they reach out to me a Lot of the YouTube subscribers. They call me where they reach out They want me to call them and I've done a bunch of one-on-one sessions with people and I get a lot Of the same questions over and over again, and if you guys call me or if you reach out to me And you want to do a one-on-one session I've you know, I and to be in the initial beginning I was offering that to people free and I've still it's still free But the only difference is now if I do one-on-one sessions I want to be able to record the information because I was giving away gems to people and it wasn't able to share that information With you guys my subscribers my base So, you know, if I don't if I give someone some information that I can't then turn around and spread with others It wasn't really helping the whole group as an organization So I decided to create, you know, go live Tuesdays and Thursdays as a way of being able to disseminate the information to all persons at once but a Lot of the times the people ask me the same questions and the first thing when I get on a phone with anyone I ask who is your customer and if you don't know who your customer is then I'm not really understanding because if you found me via YouTube And you see my videos. This is one of the this video is a fairly old video It's maybe four or five months old, but it sells you doesn't come up by what I sell And so I couldn't figure out why were people asking me these questions when I have videos that already discussed this and Then the next question they would ask well Eric tell me what about, you know now Who you know who wants to buy dog food who wants to buy pet supplies and they were and I said well I've got a video. Did you see my video on forecast list and The only conclusion that I was able to reach was essentially this was fear These to me in my opinion are These are action steps, but they're low impact meaning they don't really cause a lot of anxiety They don't cause a lot of pain and so I can't understand why people were not doing those things and That's the reason why I decided okay before we continue teaching more Govcon stuff. Let's talk about what some of the root of the problems because you know if you I have a 12-day course I have a book. I've got 49 plus videos. I mean I'm you I have an action plan I have you know, I have a bunch of resources already available that you can start doing stuff now You have you're you're basically equipped with enough information To start actually doing things and winning contracts. In fact, I just put up a video last week This video here and This video is a direct result of a conversation that I had with the YouTube subscriber This was the direct result of a one-on-one call that I had with a YouTube subscriber who said Eric I've got a solicitation. I want to put in a bid show me how to do it. We walked through the whole thing I don't know if he turned in the bid or not, but then I went back and made a video Regarding, you know the experience and then I reached out and called the person the award-winning asked if he needed help with this project And if you guys have seen the video then you know what happened at the end of the day He said yes, he does need some help and so we were you know I didn't know anything about this job But it was just to demonstrate an example that the teachings that I've already that are already online right now as It speak you could start implementing those today and so Effectively I said okay, there's got to be a bigger problem out here There's got to be something that I'm missing why are people not doing these things, you know And I have two friends of mine that I know personally that they come to me and he said Eric Well, can you teach us a video about this and teach me a bit about that and teach me a bit about this other thing? And you don't need to know all this stuff. I mean, I don't know every single aspect of the far I don't know every single aspect of the rules and regulations of contracts. I don't care about that stuff, but what I do know is The information pertinent to get me a contract and that's the information I'm sharing with you guys I don't want you to learn all the different far clauses because it's not applicable and helping you to win contracts All this all those things do is delay you from doing the activities that are going to yield you the results that you're looking for to get contracts So let's talk today about some of the root of problem fear and failure Um, their brother and sister or cousins or whatever you want to say So let's let's talk today about some of the real problem That takes me to a story um, about a month ago I was down in miami and I was speaking um at this conference. It was this Set up by biztech 11 and so it was since it was in miami the By the way, ricky, I see your question. I'll uh, I'll respond to it in just a moment But I mean in order to get in the course everywhere is on there. You can go to my I have a video on gulf calm giants and and and all the show notes page is a link to the course Just go ahead click on there and sign up and it'll start sending you the 12 day course via email Make sure you subscribe and also make sure anyone who hasn't signed up for the course. Make sure you check your spam folder Um, because sometimes the message is going to your spam folder, but going back to the story So I was in miami speaking at this organization And because I was in miami and this was october and like I tell everyone I want to bring you the most relevant content the most relevant information in 2017 You know, if you look over my left hand shoulder a lot of these books that I have here, you know, this top book was written in 2008 That's not going to do you any good today So I want to bring you the most relevant content that most things that are applicable to you and your situations So what's going on right now in the marketplace today? So I was there at this conference And so what I did was I said, okay, we're in miami the hurricane just happened You know a lot of the issues were evolving debris removal contracts and I I personally don't do this So what I did was the morning of and if you can see here at the top right corner You can see what time it was I put this together. It shows you on the screen clear as day 6 14 a.m I went and pulled this up literally the morning of and said, let me go and look up The history on contracts miami day county that involved debris removal So I went ahead and I pulled this information up And you can see there that it shows you right there at the bottom 2006 The miami day county spent 328 million dollars in emergency debris removal services 2009 another 164 million 2010 164 2012 164 And then in 2012 to 2018 they put out another contract for with another hundred million dollar allocation if you look closely And if you're watching this on your phone, it's probably hard to do but if you look closely, they all have the kind of the same number 64 17 So you I'm taking myself. Okay I Went and pulled this down. It's public information. They're spending 160 million dollars every time there's a hurricane So what I did was I went a step further and I said, all right, let me go And pull down the actual and this is what you're looking at here. Let me pull down the actual Bid for the debris removal contract and find out who were this was the award sheet This is the actual award sheet from miami day county And who was on the list 64 17, right? So this you see where it says contract period in 2012 to 2018 So I went and pulled down this list And you can see right here on this list Remember they spent 164 million every time there was a natural disaster for debris removal And you can see here the names on the list their phone numbers. There's one two three four five six 11 12 13 there you go. So there was a total of 13 companies on that list Now if you're in this business Why were you not on that list? Did you not anticipate another hurricane coming to hit miami? I mean, what what were you thinking? Whose fault was it that you were not Registered and put yourself in a position so that when a natural disaster did occur You would have been ready for it. And so that's what I'm telling people You can't you know, you can't blame this on anyone else And so the root problem I believe is just fear because why else would people who have the ability To do these services who were qualified to do these services Why would you not want to you know be on this contract? You don't need to hire a consultant to help you to get on that contract You know, you don't need you don't need to hire anybody. You don't need to pay for any services You basically submit your information and pre-qualify and it wasn't a closed list. It was an open list. So anyone Was eligible for it. So then when the hurricane happened You know those people that were on the list, they were already in a position to go out and execute and perform And you start getting paid from those contracts And so that's just one example of You know why I'm I'm trying to instead of continuing to at least today instead of teaching you more Information about you know winning contracts I want to talk to people about fear and failure And see if I can help try and like change some of your perceptions and your beliefs surrounding that because You know, my goal is with my channel is to help again I've got the 2020 challenge if you're not familiar with it I want to help 200 companies get the 5 million revenue by the year of 2020 It's called the 2020 challenge. You can find it on my website. You can find on my youtube channel And so in order for me to do that, I need people to start doing some of these steps Again, this is like an experiment for me. I mean if you don't do the activities Then how do we get feedback? Right? How do we know if the things are working? What's not working? You know, and if you've gone through my 12 day course Then you've likely transitioned into my private facebook group and then the private facebook group We share in on information Right, so if you're not in that make sure you sign up for the 12 day course And then once you get through the 12 day course around day 11 You'll get an invite for to participate in my private facebook group And then I have to accept you to come into the group I think right now we're at like 72 people in the private facebook as of today so You know, my thing is I need people to start doing these activities So that so that we can um, you know, we can kind of find out where they're at What's working what's not working and we could we could start adjusting from that So let's let's talk today um a little bit about fear and You know, how do we handle fear and what does it look like? You know, it says um and To help me today with this topic. We're going to reference a couple books here I'm going to look at this book John Maxwell Failing forward And we're going to look at this book. It's called the 50th law by robert green Actually, this is a really excellent book when you and what you want to know about conquering your fears And what that does for you? I mean that that book there the 50th law is a great read So let's get started And the 50th law it says the margin of control that we have over people and circumstances is narrow However, there's one thing that we have control over and that's mindset And that's the mindset is which we respond to the events around us And if so if we're overcome our anxieties and forge a fearless attitude towards life Something strange remarkable can occur So what we're going to focus on today is how do we forge a fearless attitude towards life? Um, you know, I'm out here doing the same thing Today this morning. I'm going to tell you guys. This is uh, funny funny, um So this morning, uh, I had a conference call It was scheduled for 11 a.m. And I was really I was afraid I'm gonna tell you we are behind scheduled on one of my projects and It's not it wasn't the fault of of my installers the manufacturer is not producing the material fast enough for us to Put it on on site And we only have a few months left to complete this project and it's a big project And so for every day that we're late the damages are 1600 a day And right now we're looking at we're probably uh forecast about 45 days late. So You could do the math. It's probably 90 90 5000 or something like that. So, you know, um And the contractor who hired me was already making, you know threads and stuff like that and and so I you know I said myself I I didn't have any information. I have any answers and I was afraid You know, I was the same thing like you guys go through. I was afraid um but Instead of you know curling up instead of balling up and and you know saying, you know thinking poor me I said, what can I do? What steps can I take? How do I help? to try and mitigate some of this fear and how do I get past that and um, you know Fortunate for me. I had already done all the possible things that I could do that with within my control Right to get all the information possible that I had In preparation for that meeting um And so, you know, I you know an hour before the meeting I was very confident And ready for whatever they were going to attack me with because I had already done All things possible and I had already did everything within my control and my ability that I could And that's what I'm telling you guys is that Let's talk about um You doing at least the activities that are within your control if I if I encourage you to go out and reach out to The small business specialists That is something that you have the ability to do They are there for you They have actually have uh, these people are in place to help you to do business with their agency So if you're not reaching out to them if you haven't picked up the phone and called them if you haven't sent them an email then They're they're they're just sitting there idle and no one's using taking advantage of the services It's no different than FEMA or sba. I mean if no one is using these services The people are there in place to assist you. So why would you not just pick up the phone and give them a call? Hold on one second. Let me see what we got here. Um All right, let's see prolific virus fetal position never works for some reason. Yeah, it doesn't work at all Um triple a we make time home care a hell of a lot of great information and just put him a bit in contact today All right. Good luck on that bid She was though. She was though. Good luck. All right, great. So Getting back to what we're talking about yeah, and um So what happened to me was, you know about About 30 minutes before the meeting The contract that I hired sent me an updated schedule. We discussed the call and 10 minutes before we were ready to go And um, essentially we were able to answer the gc's questions And uh, at least be able to come up with a mutual agreed upon resolution to where we can try to get out of this situation So, you know, that's what I want to tell you guys now Again, so we're talking about your mindset. Um And what you know, they say in the book it, you know, the 50th flaw what Robert Green says That it puts across Certain quality so supreme boldness unconventionality fluidity and a such an urgency This gives us the unique ability to shake shape our circumstances So, you know, I've got over 3,000 views on my fbo video I've been watched and probably less than 1 of the people have actually attempted the exercises That is my by far my most successful video that I have out today And no one is actually doing the exercises I have I I think I've had 72 comments 48 likes But the people are not doing the exercises every day people ask me for my letter of interest I send it to them and I'm wondering if they're even using it to Solicit to the contracting officers You know and and so that puzzles me and and that's kind of what you know, I'm hoping that We could kind of try to fix some of this stuff now Going back. I don't know if you guys know the story about Mike Tomlin from the Pittsburgh Steelers His story he was a coach. He was looking to coach in the college level And so what happened was he wasn't getting any interviews no one no one would interview him to be a college level coach and then He learned from a friend of his that there was a rule that NFL had put in place recently where they had to interview So many black coaches and that gave him an opportunity to interview for a coaching position Well, um, the way it turns out that Pittsburgh Steelers end up hiring him as a coach He went he skipped being a college coach and went straight to being a head coach And then a few years later he won the Super Bowl and the rest is history so We don't know what happens What miracle is going to happen once we start stepping out there? We can't we can't say what that's going to look like when we step out there I'll give you another example. I was looking at buying some real estate Recently about maybe a year ago. I was buying some investment properties And one of a friend of mine who's extremely successful in real estate I you know, I called him up for advice and I said, hey, you know, Richard. Listen, the real estate market is really tough Right now and you know, I mean it's very competitive and people are you know, it's it's a difficult market to buy in And he said to me he said Eric he says I like it when the real estate market is tough He says because when it's tough only the people who can figure out how to get through that barrier are the people that are going to succeed And so it gave me a different outlook. It gave me a different perspective on things And that's kind of where I share with you guys through my videos. I'm hoping to try and convey is that If you're down here It's tough for you I mean, you're gonna have a tough road to plow if you're hanging down here And you're fighting and you're scrounging at the bottom and you're looking for these little measly contracts It's going to be a tough road to apply if you do the things that the other people won't do If you go out and you find out who's buying what you sell And you go meet with the people and you go talk to the people and you go do a presentation Those are the things that the average people are not doing right now It's very easy to sit back and come from if you're home and build a job on FedBitSops But if you if you don't already know this 50 of all the jobs don't even make it to FedBitSops 50 it's 50 it's 55 percent of the jobs are on FedBitSops So, I'm sorry So it's 45 percent of all jobs have one or no bidder and they never see the light of day of FedBitSops In fact, in my career of doing government contracts I've only had one project one That I actually won off of FedBitSops Every other project that I've done including the ones that I'm working on currently today That I'm actively working on right now as we speak They never saw they never met FedBitSops So you're not going to find those projects by going on FedBitSops and sitting in the comfort of your home And not actually doing any activity And so what I'm saying is Like Richard told me when it's when it's difficult It makes it better for the people who are serious and the people who really have a hunger for this and people who really want it And I'm hoping that you the people that are listening to me today and taking the time out to be on this channel Are the ones that are serious and the ones that really want it because those are the people Who I want to spend my attention with and my time on and invest in them and help them get to the level where I'm at Those are the people that I want to work with all right, so let's um Let's go on. You know one of the things that I like to say are you choosing The activities based on your level of comfort or are you choosing your activities based on what will yield the maximum return? So look at that when you are actually out here and you're doing stuff and you're sitting before you make excuses Before you say how hard it is before you say how difficult it is before you say how much of a maze It is a government contract before you tell me how you know You're confused and you don't know what to do and you don't know where to turn How about let's just do some of the things that you already know Forget about the stuff that we don't know Let's work on some of the things that you already know you know how to research contract history You know how to research the agencies you know how to find the ostaboo You know how to find the forecast list Let's work on some of the things that you don't do know And then when you get to that point then come back and tell me it's hard Then you come back and say hey look, you know, I met with the person nothing happened That's that's the stories. I want to hear don't come to me before you've actually done the exercises that I've already shared With you that you already know Because at that point I can't really only advice I'm going to give you is to do that first All right, so you've got to do you know your fundamentals before you can start getting to the more some of the more advanced techniques Like id iqs and joint ventures and metaprosia programs Which is the stuff that i'm really excited about and the stuff that I really want to start talking about So again when you're looking at your activity Um, are you choosing activities based on your level of comfort or you're choosing activities that will yield the maximum return Before we continue does anyone have any questions out there? I uh, I know I just like ran it for about 14 minutes um All right, let's see someone says in hindsight is there protection cloth from material shortages you've got to put in your contract Um, well, we're not going to really get into my contract. That's not that's not important You know, we want to talk about contracts that people are working on um I don't see anything Hey, make sure I see there are people watching, you know, tracy bird. How are you south bronx raiment? AAA we make time. Hey guys So, um, hey looks like no one has any questions. No one has anything they're working on but they want to discuss No, anything any questions. All right, cool. I'm gonna by the way, we're gonna go to probably about seven so Um on this topic unless There's anything in there. All right, so let's let's move on all right, so Let's talk about Oh prolific buyers. So Um, all right prolific buyers has a question if you have a similar contract situation Is there a clause you can put in for material shortages? Yeah, unfortunately when you start working with some of these, um Big contractors they already write up the contracts. So there's not really They don't allow you to add additional clauses in there The only thing that you know in in my particular situation What's going to happen is so in my situation, what's going to happen on that particular contract is If they penalize me whatever penalties they enforce impose upon me. I'm just going to pass them down to the manufacturer And we've already had this we've already had this discussion. So and you know in and terms of that I'm not afraid because I'm not going to eat the money so so, you know one of the things that um We talked when I talked to people about becoming consultant and working if you start working with somebody as large Companies you'll learn these things. So you'll learn what's called flow down clauses. So whatever clauses they give you you make them flow down You make them flow down on to the subcontractor. So, um I learned that because from experience again from failing When I worked in the private sector and I did some projects and I was dealing with my own staff and my own employees Then yeah, I was I uh, I took a 43 000 hit on a project in miami before that the manufacturer um They penalized me because of the delays and the making decisions and then at the same time The owners the owners rep said that, you know, it was the manufacturer's fault The manufacturer says owner's rep fault. And so I got stuck with a 43 000 loss. So Yeah Tracy burr, I want to share with the group that we were awarded a contract yesterday. Wow, tracy Congratulations, that is awesome Everyone congratulate tracy arson. Hey, welcome to the chat session tonight tracy. Congratulations I can't wait to talk here all about it. So Um, Austin has a question. What's the importance of the far and And reading all of it. Yeah, um, so the importance of the far is I mean the bit the beauty of the far is It's universal and applies to like 90 of all agencies. So that's the advantage In terms of reading it verbatim. No, I wouldn't read it the far is A reference guide and so you can't really read it verbatim like sit down and read it like a book But you know, what you want to do is whatever contract you have You just want to read the clauses that apply to that particular contract So, you know, don't worry about actually understanding all of the far Just, you know, I've always only focused on the ones that Apply to my, you know, to my particular contract at hand because, you know, every contract's different And so, you know, you go out and you learn about things that you may actually never they may never apply to you um, and your contract so South Bronx, I heard about that Hmm, I don't understand but yeah, so that's that's great news Tracy today. Thanks for sharing with the group. I appreciate that Charles welcome all right, um So let's go through a couple of things here So, um, I have a really quick failure story. I'll share with you guys. I was So what I was doing and if we want I see someone ask Tracy about the kind of contracts you want If Tracy wants maybe we can get Tracy on and we can talk to her about this not now today, but We can talk offline Tracy and see if you want to share with the group about your contract and your award later and another session If everyone's if everyone wants that I'm sure they probably do everyone likes to hear the kind of success stories And I love them as well. They're great for sharing with people um So, you know, one one of the things I remember my very first contract that I did was a metal building contract and You know, you know, you guys have seen where you know, I do steel direction contracts But I when I got into the industry, I knew nothing about steel buildings I was relying upon someone else to help me put together the bids put together the jobs I brought a man kind of as a consultant and the very first project that we bid We bid um I made a big mistake and the project was to build 15 buildings And I bid it to build two buildings and so Fortunately for me is that even though I bid it to only build two buildings I still ended up at the end of the day making a profit because um What I did was I benchmarked against what I knew was the like price range to bid the job So even though my price my cost initially that I estimate was significantly cheaper I still bid it at the range of the contract that way Um, I had myself covered so You know in short, I thought I was going to make like a million bucks profit and that didn't happen And so I didn't even make like 10 of that but uh for but at the same time I didn't lose either. So that was a good thing. So, you know, I say that to say You know the first thing people think the fair is avoidable. It's not as long as you're attempting new things You're going to make mistakes And if you, you know, one of the things that I I share with my son is if you don't feel fear in your weekly activities Then you're not being bold. You're not growing. You're not developing. You know for me just doing this youtube live is scary Um, I may seem comfortable, but I'm not trust me when I first started doing these videos. I was terrified Um, but I knew that this was the next phase of my development. So I had to do it Um, you know number two people think that fair isn't a van Um, it's not, you know, how do you teach kids alphabets? I tell people and I give another example and the zelda If you're on my subscribe, I tell people that I used to play this game called zelda And then the game zelda you go around and you try to like get through a door And uh, you would try to get to the to the next level But you've got to find a key to get to the door and then in order to You know find a key you might have to read a clue you might have to turn over a rock You know you look for these hints, but You didn't give up You know so you didn't stop because you know this you went to try the door it didn't work And you know you wouldn't stop you would continue until You know you found that key to get to the door and because you knew that that was just the next step And your journey to reaching your goal of going to the next level All right, people think the failure is an enemy. It's not Most people try to avoid failure like the plague They're afraid of it, but it takes adversity to create success Um, you know if you go on youtube and you watch the story of how the Ferrari car was made It was invented by a guy named Enzo Ferrari And so he created the luxurious Ferrari brand that you know, we know of today, right? So you got Ferraris and Lamborghinis and those that are like luxury cars But at one point in Ferrari's career when he was in the process of making this car Did you have any idea that they called him a Saturn which meant devour of his children because after several of his Car crashes killed the drivers and the spectators. He was actually indicted for manslaughter charges He was later acquitted But you know We see the results of the Ferrari today But we don't realize that all of the stuff that he went through that he had he given up And had he thought that failure was his enemy, he would have never created That's the same thing with building the empire state building the Statue of Liberty and Panama Canal Hundreds if not thousands of people died and making these these landmark monuments that we now marvel over today Number four people think that failure is irreversible. That's not in business And I love this quote by mark cuban. He says it doesn't matter how many times you fail You only have to be right once and then everyone can tell you that you're an overnight success and I'm gonna say this That's the same thing happened to me is that you know No one I haven't no one person to say Eric Let me tell can you tell me about some of your failures and some of your mistakes? You guys don't realize that a few years ago that I almost went bankrupt I mean I made a video about but no one even watches it, you know the difficulties of getting past You know potential bankruptcy and your business and in your personal life and and some of the obstacles that I went through And the challenges and having good people around me and being part of a network of millionaires Who encouraged me to keep pushing for and to stay and fight? um, but you know No one ever even bothered asking about that stuff Um people think that failure is a stigma. It's not Do you guys remember when LeBron James left the Cleveland Cavaliers? Does everyone remember that and then he went to go play for the Miami Heat And then what happened people were burning his jerseys in the streets and everybody went crazy And they tore his name down off the banners and blah blah blah blah blah blah And then after winning with the heat and coming back to Cleveland Right now all of a sudden he's a hero. He's at Cleveland. Oh my gosh. He's king james So again, there's there was obviously the stigma that was placed upon LeBron James Is now gone, right? So there's no stigma with failure and then last but not least people think that failure is final and So it's not the only time that failure is final is when you quit And as put by Thomas Edison, I have not failed. I've just found 10,000 ways that it won't work So, um I was uh on twitter This week And I saw an interview that was Jeff Bezos from amazon.com You guys may or may not know this but Jeff Bezos is now the richest person in the world. He's taken over bill gates spot Um with the new evaluation of amazon and I mean he he really is taking over the world I mean, he's you know, he's he's you know, obviously they bought whole foods grocery stores and now they're gonna be um Employing drones and some other really crazy stuff futuristic things, but Jeff Bezos, um He said in the interview he was interviewed by his brother and they asked him he used to work at a job He was an engineer you may or may not know this but Jeff Bezos was an engineer and they asked Jeff Bezos. I said, well Um, what made you leave your job as an engineer and start amazon? And I thought this was a great message that he said it so much so that I want to share with you guys And so he said that after pondering for some time He decided to project his life out To the ripe old age of 80 years old and then He would take the path that produced the minimum amount of regrets And the way he saw it is that he failed He would be very proud Of what he tried when he was 80 years old So think about that for a moment You know, if we project our life out to 80 years old And then we think at eight years old that we've done We've we've we've done all the things to create the minimum amount of regrets in our life And you're not going to regret not going to work. You're not going to regret quitting that job. You're not going to regret You know those things you're you're gonna what you will regret is not seeing All that you can be and being able to go after these contracts What you're going to regret is not actually making that phone call to the contracting officer You're going to regret not having um gave him that presentation You're going to regret not having tried to put in a bid for that particular contract the additional effort Those are the things that you're going to regret and so this is coming from Jeff Bezos, who's the obviously the number one Richest person in the world and I thought that was worth sharing So we went ahead and talked about Um what fair is not let's look at some of the benefits of fair I know that we're all social creatures So it's natural for us to want to conform to the people around us and the norms of the group But underneath there's a deep fear that's sticking out following our own path no matter what people think of us The fearless types are able to conquer this fear. They fascinated us by how far they go with their unconventionality We secretly admire them and respect them for this. We wish we could act more like they do And I and I believe we can I believe we all can and that's why I'm here I'm here to show you that a regular person Like me has the ability to work on Things that are that change the world that we live in things that can protect us because I'm working on military bases secure us house us feed people and These are things that I would have never thought in a million years that I would be doing I would have never thought in a million years that I would be building Test facilities for the government. I would never thought in a million years that I would be building Flight training facilities where we're testing out, you know, where we teach pilots how to fly planes That are going to be then, you know, doing missions work over in other overseas and in iraq and iran and places like that I had no idea When I got involved in this so let's talk about some of the the benefits of failure And and all these benefits I use quotes from Helen Keller to kind of Influencize my points And so number one you will learn lessons Helen Keller says avoiding danger is no safer in the long run than outright exposure The fearful are caught as often as the bold Number two you will develop boldness courage and strength Character cannot be developed in ease and quiet only through experience of trial and suffering can the soul be strengthen ambition inspired and success achieved Again, Helen Keller Number three your experiences will open you up to new possibilities No pessimists ever discover the secrets of the stars or sail to uncharted land or open a new heaven to the human spirit And then number four you move closer to your purpose I long to accomplish a great noble task But it is my chief duty to accomplish small tasks if they were great and noble Helen Keller so I I want to leave you guys with that today. I know Um This was different than my normal training. This is kind of like off the cusp, but I did want to Share this because I I really believe That we can build an army of really good contractors out there I don't think that i'm smarter than anybody else I don't think that I have more ability than anyone else The only difference between me and you is that I actually tried to do this stuff like I made an attempt I made an effort And because for me, I have a bigger purpose, right? So that so inside of me. There's a burning desire to achieve and so from that Is what drives me. That's what wakes me up in the middle of the night. That's what keeps me going That's why I'm doing this. That's the same reason why I'm teaching you guys because now I've developed an even greater purpose because of all the feedback that I receive on a day in and day out basis From my subscribers every day. I receive people telling me, you know, congratulatory words. Hey, Tyler. Welcome to the group And so every day I receive these notifications from people signing up joining participating and Just like with tracy winning her award. I'm so happy for her. I I can't wait to You know, austin wins his award until louis reed wins his award Until saubrunks wins her award until raymond and natasha and prolific And you know, everyone else in this list until you guys are all sharing the same stories And that's what I do this for and so the same thing for you You know, why are you doing this? Why are you here? Why are you spending your time? You know, make it count make it worth it attempt the activities I've already I've said this many times before If you have something because this has already happened, I had I had One of my subscribers he reached out to me and and the government was sending him I mean, they were just sending it to him directly and asking for price proposals But he was intimidated because he you know, it's a lot of paperwork And he wasn't used to it and he wasn't sure how to handle it. And so he was just not responding And I don't want that to be you Um, you know, I don't want that to be you. I don't want you To stand in your own way from achieving the goals that you set for yourself, you know, so get out your way And you know the next time we come on board let me know about some of your experiences of talking to people You know, hey, I got my forecast list. Hey, I've set up a meeting I'm going to go do a presentation for the organization sam. I mean these things You know I actually when I first started doing this I hired A person from a workforce program. I don't know if you guys heard of this It's called workforce one or unemployment workforce things like that But when I first started doing forecast list, I literally hired a person that went they went from like welfare to work and so you basically Whatever you paid them the government would reimburse you for hiring that person So you pay them a salary and then the government then cut you a check back for that salary So the very first person That I ever trained to pursue forecast lists and do government research was a person from a welfare to work program And so I say that Because I want you to know it's possible for all of us out there. It's this is a real thing And so if I can take someone that's from a work A welfare to work program who has zero knowledge about government contracts and zero experience All I did was sit down with her and train her How to make these phone calls and I would just get on the phone and I would show her examples and I write down scripts Um, and then I would tell her we'd go through and practicing in beginning. She's very nervous She's very scared to say eric, you know, I can't make the calls I can't make the calls and I can look practice with me and then we would we would just pretend You know, she get on one phone call like, you know, she get it put a phone to her I put my phone I said, hey, okay. This is Eric. Hey, so hey this, um, what's her name? Tiffany Tiffany was her name because hey, hey Tiffany. How are you today? Hey, great. Listen, um, you know And then we would just go through the scripts and we'd go through the exercises and that's how Um, she learned about you know calling upon out contracting officers and calling them on small business specialists to get these forecast lists And um, she turned out to be the best person because once she got past her fear Man, she you know, I would leave and we go to lunch and come back and she said hey I got three more um forecast lists from these different agencies. These are the products coming up and so Um, you know, she would she would produce the information that I needed and this was just A person that I got from welfare to work trials. So your question is do they still have any of these programs? I'm sure they do Uh, they always do because the government the government again, they want to help people transition into the workforce I don't know that I don't know if they're still called welfare to work programs anymore. They probably have different names now, but If you go to what we have here is called one stop centers if you go to your local, uh, workforce employment or employment workforce something along that line if you if you go to one of those particular groups Then you can inquire about the different programs they have for hiring, you know people Uh, I know that they had programs for hiring inmates and you know, that kind of stuff like that prisoners and different programs But you know, the one that I use was called welfare to work And it worked out great. Let's see. I have a question now. Are you familiar with the incumbent bid process for drop shipping? Also the calculator that's needed for your market or soaking library All right, um I don't really understand a question for the incumbent bid process for drop shipping I would need a more specific example The calculator is needed for your markup. Yes. So I have, um, spreadsheets Now, um, AAA week make that's that's a very good question This is one of the reason why I tell people to become a consultant first or, you know, work as a subcontractor or work Underneath the prime contract is because they will give you a lot of this information So I have a spreadsheet that I use to calculate my markup and it comes from someone that, you know, I got it the Uh, it's it's it's the same kind of spreadsheet that the government uses Um, and it tells you and it but it's it's specific to You know, I mean, I'm in I'm in the service business So it's very specific to that Um, but yeah, I have a I have a spreadsheet that's calculated for markup But if you don't have a spreadsheet used to calculate markup Remember when I taught you in FedBizOps go back and and all you have to do is start looking at some of the bids and what people Are marketing them up. I mean, if you know your business and you know what you sell Then go back and look at the bids and look at the pricing and you can see right away How people market up those contracts? Um, to me, that's a very Straightforward process because again, even though my jobs were not put on FedBizOps They are put on USA spending and they are put on the FPDS Federal procurement data system. So you can still go back and research the products that I worked on But you can't you won't learn about them before they're already awarded So you'll find out after the fact, but you won't find out beforehand So so yeah, that's what I would do If I were if I were in your case if I was looking at how to market the job I would just go back and pull up a bunch of contracts that were similar and look at how You know how the range of bids came in in fact That's why when I underbid that job my first hanger when I bid to To construct two buildings versus the 15 buildings I knew that my price range had to be around two million dollars so even though um The price that I requested from the manufacturer was to construct two buildings And let's say I think it came in at like 400 grand I didn't bid 500 grand to the government because I knew that The anticipated range for that project was two million So that's why I ended up saving face and not losing money because You know I had an idea of where the price should be so And I actually made a video Last week The guy who does my production editing he's putting it together. Well, we we walked through an example like that On there We're right around 51 minutes now guys. So I'm Taking in questions. Anybody may have anything anybody Hey, I got I see some more people come on. Hey, if you guys just come on We have someone here that won their first contract But I won't say she won first contract, but she won a contract yesterday Tracy So to congratulate Tracy for winning her first contract with the department of home and security And let's see. Oh feminine care products. Nice And check in and say hi to the group while we're here. By the way, we're going to do this every Tuesday and Thursday So make sure you check in next if you missed today's No worries Come in Thursday All right, I have a meeting next week to present to a group on how I can help obtain photoconic. So many advice Charles, um We we we had to talk about that Hey triple three transport. You're very welcome Elmer thanks for his uh, yeah Thanks. No, I'm glad I can um um Be encouraging. Yeah, that's you know This is real people. I mean, you know, it's it's I'm encouraging because it's real I deal with it every day. Um And like I said, I have it's not just me. I have four is for I have four friends of mine Three of my three of my travel buddies And they all do government contracts and I mean everyone's successful Because once you once you get into this I once you once you become the comment everything come in excuse me Then the government's going to start calling you for contracts the government's going to start reaching out to you for contracts And then it just just comes it's just snowball from there. I mean at that point it would have to Um You you would be the you would have to be the one that that messed it up at that point So, you know, the government is going to start reaching out to you for contracts once you become the comment You show them that you can produce Let's see. All right Raymond And Okay, when we're tracing I do the interview. Well, I haven't spoken to Tracy yet. Uh, but I will say Tracy, I don't know if you're still on here. She did reach out to me today But I'm sure now, you know, based on this, she knows why I didn't respond back to her because I um Because of the phone call I had to deal with today. I had my own, you know Situation to remember listen. Hey, this doesn't pay my bills. I gotta I gotta take care I gotta feed the family and take care of the house first before I can Do this other stuff So we'll we'll find out Natasha You got a solicitation today. I got a phone call. They're asking me a minute of quote We call them because I showed interest in pricing. Hey, Natasha. Now that is exactly What I'm talking about Okay, so Natasha just wrote That she got a solid Natasha. You did exactly what I'm saying. This is this is a great story By the way, thanks for sharing. She says that she got a listen to a solicit I'm so excited came and talked she received a solicitation today because a phone call And they're asking her to submit a quote because she showed interest in a prior similar solicitation This is what I'm telling you guys if you show like I said if you take and You show people interests. We talked about this a lot of interest on Fair Biz Ops, right? If you start showing people interest, that's how they get to know you I mean everything that I'm telling you I've done and it's work And so that's what I'm saying. I'm not it this stuff works, but Natasha, that's amazing. I want to hear that story um Would you consider legal shield good protection for a business doing contracts Tyler I I would say no, I don't know legal shield because What I what I say Is again, if you know all of my contracts a manual. Hey, welcome to the group um what I say Is Uh all the contracts that I use they came from my prime contractors So every contract that I have in my arsenal came from some big giant company and I just You know changed the names changed the entities changed the price changed everything so you know, I would uh You know, that's the way that I do it everything that I'm sharing all the information like for example, I have joint venture agreements already and the joint venture agreement alone the In terms of you know the legal what it costs It's probably five to seven thousand dollars for some attorneys to write it up and I got it for free So, you know, that's why I encourage you if you start working with Companies the same documents and contracts they give you you just take those same documents And I literally took the pdf document. I sent it. You see my video on guru.com, right? So I took the video I took the document I sent it to someone over in I don't know The Philippines and I had them transcribe the document take it from pdf and put it to a word file And then I just replaced the information put my name on it and put my header put my logo And it became my contract. Hey, if it's good enough for a hundred million on company, it's good enough for me So and it didn't cost me anything except the cost to take the information And have it converted from pdf to word which I think Was like literally it was really cheap. I mean, I think it was It was super cheap. I mean, I don't know. Maybe 50 bucks 40 bucks. Maybe cheaper than that So anybody else All right, so Tracy Says if you have not taken Eric's favorite camera, please take it. I did and I could say it's day 12 Those who took it You know what day 12 is. That's correct Thanks, Tracy for those kind words. I appreciate it You know, I mean, I really I want to make this stuff. I want to make I want to make it better I want to make it more relevant So I want to Make it more in depth You know, like I've got some ideas of mine. I want to maybe do some sample phone calls What people maybe do some phone scripts and things like that. So Um, so, you know, I need that's why I'm asking for your feedback because I want to know What worked what didn't work and I and if I need you guys to do the activities so we can kind of like fine tune them And then we'll have a program that's worth something and then that'll be substantial Can you imagine if everyone that even today if um Uh elmer can I get your fear closer for back to today? Yeah, I can uh I'll see how I can can make that how I can do that That's so many emails so I can remind me but um what I was saying is can you imagine if everyone that today is on this channel? Um How do we If if we all took and we were doing five million dollars in revenue, I mean right now You're talking about let's say there's 15 people watching actively at this particular moment. So what is that? 75 million dollars in contracts, you know, imagine what that would be like if we took that back to our communities Imagine what that be how what kind of impact would that be? Um on our friends and our family and the other people that you know the lives that we try to reflect So, you know, I'm just saying to you guys that this is not Unrealistic I tell you this every day if you don't know this already the government spends 1.2 billion dollars a day Um and if you go through my 12 day course, I'll show you where to find that information I'll show you how it works So they spend 1.2 billion dollars a day. So for you and I to do five million dollars No one won't even know who we are. They won't even know our names. They won't know anything. So, um, you know, I I say this to say You guys don't know who my friends are because in the grand scheme of things there's nobody I mean the other someone to their families obviously, right? So, you know god loves them all this good stuff But in terms of the government, they're not going to make the news and not on tv. They're not Um, they're not in anywhere any other public forums that you will find them or hear about them because It's this is just what we do for a living and if I didn't make these videos, you wouldn't know about me either 333 transport my course is absolutely 100 free Cost you nothing to sign up cost you nothing to register completely free but, um I don't know how much longer i'm going to make i'm just going to be free because I want people to do the activities and I and I believe that if I charge a small fee Maybe you guys would take it serious and do the actual activities But um, you know, so I don't know i'm playing with that idea You know, I want it to be free But at the same time I want people to get the results and I and I in order for them to get the results Sometimes you got to pay a little money to do it. So i'm again, like I said i'm this is an experimentation for me I i'm really Let me see if I can grab the the link for the course. Hold on guys Give me a second. Let me go into my notebooks And see If I can grab the link to the course To sign you guys up real quick by the way for all you people Okay There you go. That's the link for the course. I just put it in there Oh, Natasha. This just happened for 3 p.m. Wow That is amazing. Let me know Natasha. If you need anything Well, you know your business better than I do but um, Send me an email and let me know if you need anything Definitely want to take uh, everyone make sure you congratulate Natasha a man. Well, can you please congratulate latasha? Um, everyone congratulate her This is you know, and and this is what I tell you about standing out from the crowd You know, a lot of people spend a lot of time bidding jobs on febisops and I And tracy, she knows this I tell them you've got to you got to do a mixture of You know, if you just bid contracts big country big country What you'll find is you'll get burned out really easily just bidding projects So just by bidding projects, it's not going to get you the results you have to Express an interest like get the people to know who you are and let them know that you you know You provide this service and that's the same thing I was telling you about one of my other subscribers The government knew who he was and they knew the service he provided. So they were sending him direct solicitations Um, that never made febisops. It like exactly what Natasha said. Hey They didn't post at the febisops They sent it directly to her and the same thing with my other youtube subscriber They didn't post on febisops. Let me tell you why The reason why they didn't post this stuff on febisops is because the government has to do what's called mission critical task And for those you you know, by the way Learn the lingo the lingo is very important mission critical. If you want to take notes on anything today, write mission critical So when it's mission critical that means they don't have the opportunity If if you live in Miami live in Broward and you were part of the hurricane you live in Puerto Rico Do you want to wait for the government to bid out a contract to redo your lighting to clean up the trash to clean up debris Do you want to actually wait for them to figure out who's going to charge the best price? Or do you want them already have things in place to get it to execute it and to make it happen right away? Same thing. So whenever you see that The government has uh, there's there's and I have a potential video coming up on that There are certain exceptions to the rule in the far that prevents them or permits them to not put Items in FBO because they are considered mission critical or they meet certain criteria And henceforth, you know, if we have if someone if something happens tomorrow A disaster or some devastation a fire explosion The government needs to be able to take action and to bring resources and people and and mobilize equipment and stuff On-site immediately and so they got to have people in place to already do that So so in order for them to be able to do these things Then guess what? They can't go and bid it out. They don't have time. They don't have time to bid it out. They don't have time to give everyone opportunity That's correct mission critical expedite. Yeah, so so that so the in a nutshell What you'll find is a lot of times they would use that When they are writing up jobs and you'll find that they'll kind of as they get to know you they'll use Again, I'm not a contracting officer. I don't want to you know say anything bad about contracting officers But what they'll do is more often than not they'll start using Those particular clauses to find ways to get you to do the work because it makes it easier on them If you are a contracting officer, you're a contracting agent They're government employees And so what happens they want to take the path at least resistant. So if Natasha does a good job with this particular agency You know, she's going to have the contract and she's going to get more contract and more contracts and she's going to become the incumbent And so then what happens at that point she becomes the incumbent and now She's becomes the big guy. She's the guys that everyone's chasing Right, so she she becomes the person that you are all chasing saying hey Why doesn't Natasha get all the work? Why Natasha get all the contracts? How come Natasha, you know She becomes that person who you guys are chasing after and wanting to look up to and then you know She can come on here and on the show and interview and talk about the same kind of experiences So that that's what happens, you know, but again, it only happens when you You get past your fear you get past your anxiety and you start taking action steps All right guys, um anything else i'm about five minutes from my time I mean, i'm having fun with you guys, but you know, it's kind of late and I Unless um, there's anything we have. Hey, Natasha Make sure you send me an email Um Elmer foster. Hey listen make sure you send me an email also regarding the quote so that way we can I can remember that Um, I didn't actually take any notes so Anybody else anything else any other good news? I love these success stories. They're great. This is good for the group very healthy Okay, guys. Hey listen, uh Thanks for watching today. I really appreciate it. Um St thursday 6 p.m Thanks triple three transport. Hey thursday 6 p.m Um I'll see you guys and we'll talk about another subject. All right. I'm signing out. Talk to you soon