 Hey, good afternoon everybody. Tom Stewart here with Liz Trotter. We've got guest Alonzo Adams of RJ Patel. This is smart business moves So glad to have you guys here today. Thank you so much for joining us When this topic came up The topic being leadership so To have our guests and we have another guest that's gonna be joining us a shortly RJ Could you maybe share who else will be joining us here shortly? It's a pleasure to share with everybody It is actually my collegiate soccer coach. His name is coach Lewis Sestoki. He's from Columbia, South America an Amazing man amazing human Besides the people that have had tremendous influence in my life family father mother wife This man has had amazing Influence on me who who I am today And how he pushed me to be a soccer coach and what the life lessons were learned there and Translated to real life Nice Yeah, super super excited to hear from all of you guys About about the topic, but Tom we we got a little bit of news. We want to talk about first this morning All right this morning do well. Yeah, I mean it is somewhere, but Or where I am I know we have the new Mask information. I'm wondering if that's impacting anybody Yeah, that is that is interesting CDC came out late last week Saying he's from a federal level, you know the CDC and Guidance from federal If you've been vaccinated that in most settings, it's okay safe and appropriate for you not to wear your mask There's some local ordinances that that might have different rulings on that Certain in businesses, you know businesses have the opportunity to set their own rules on that as well Some retailers are going with the new guidance some retailers are still asking their Their guests their their customers to continue to wear a mask It's gonna be interesting to see how that plays out, but the Infection rates have been dropping on a national level quite quite sharply and You know a lot of people are thinking that this was a good move it kind of creates more Motivation more incentive for people haven't been vaccinated to get vaccinated. So You know they can say that they've been vaccinated and they won't have to wear a mask anymore That's that's I know that's hopefully the driving force, right? That's what everybody hoping for What what are you guys doing in your individual businesses any any changes for you? For for us at Castle Keepers not much, you know, we're still wearing masks and clients homes and In the office just you know have abundance of Cautia but it but it has you know gotten us to start thinking about well at what point do we start? relaxing those rules, but You know this guy just came out last week We figured that we would wait and kind of see what everybody else does before We're times where you want to get ahead of it And there's other times when you kind of want to let the masses make their move and we can kind of follow the herd So to speak how about you guys along though RJ We're we're still doing the same Thinking about this with the glove the gloves and a shoe covers. So June is probably we're gonna stop the gloves and Look at it to shoe covers because again shoe covers say server purpose Keeping stains off carpet stains of that sort. So that's a little bit something we're juggling should we keep the shoe covers? The gloves are ready to come off, you know No, we're looking at the gloves off the mask It's like you're getting ready to fight. I Would say you are we already We have always worn gloves, but we actually never make any change COVID and we won't change anything with gloves because we've always worn them. We did too Liz for wet wash Not for dry. So that's the only difference. Do you guys use glove for dry as well? Yeah, we wear gloves the whole entire time that we're in a house Okay. Yeah We just seen it becoming you know a little bit of an issue because you're pushing a vacuum You start to sweat and the hands are sweaty and so that's why it came up for us Yeah, and it's true. Yeah, I mean it's crazy how sweaty hands can get right You always get sweaty palms when you're doing dirty work All right, I'm thinking just hot work, but okay How about you RJ are you making any mask changes? We've In our office even from the start, we've not had a Mandatory mask rule if somebody felt like they needed to wear it they could It's the same now majority of our staff do not wear the masks Even in the clients homes because a client sometimes get offended So we've we've just decided look if a client wants you to wear it Please wear it if they're fine with it. It's if they're home. Ask them what what they would prefer But we're still testing everybody's temperatures all that good stuff just to make sure that everybody's well Yeah, we we're still doing the temp checks and all that It's such a normal part of doing things now. It's like feel weird not to do it. I Think it's a good practice. Yeah Will you be doing it like Forever I guess because like there's a questionnaire that we fill out every morning as well It's like Louis is here Welcome to smart business moves Good afternoon. Thank you very much You got a big you got a big Introduction from RJ, but he's probably going to tell us just a little bit more about About how you've impacted him and his wife Now that you're here and he gets to share again. You want to say anything else RJ? Ladies and gentlemen, please meet the man that has completely influenced who I am today Somebody outside of my family. He's the top guy He's my college soccer coach Louis Stokey and then I've always referred to his wife. Myra has missed coach always be missed coach Coach Stokey is a brilliant leader a brilliant coach He made me run a lot and maybe that's why I remember him the most But it just just a superb man that has totally touched and influenced my life So, thank you coach Well, thank you very much. I I don't know what you guys are wanting to but I can tell you this You you you're either mentoring or you're making mistakes and learning on your own and RJ was wise enough to To in the field of soccer he was wise enough to look at someone who had done what he wanted to do we liked it and then I was fortunate enough to be blessed enough to to have been coached by some coaches that knew what they were doing and at that time in this country was just growing and We have some phenomenal kids with great attitudes that wanted to learn and RJ was one of those and I was fortunate enough to meet he and his family and just a Wonderful family we formed from the friendship and and I I was reading books by John Maxwell way back in the day when he first started writing on leadership and things like that and what what it took to be a leader and and I always was wondering what it took to be a leader and I never said I really to be a leader I just wanted to be a good example and and Do something that maybe somebody would like to follow it to my surprise RJ took the helm on the coaching side of it and he did phenomenal because he He did some phenomenal things afterwards And then that led of course because you don't do things without affecting other areas of your life Into what he owns his own business now and he's got the phenomenal team there that he has and he wants him We I've seen that my wife and I've seen him do his accomplishments there and I didn't ever saw It just goes on and on for what you do and the seeds you plant do grow up to some great harvest So I was just fortunate and blessed enough to be a small part into into Into our J's life and I appreciate that. That's a great compliment for me That I think that that was a really good example How most leaders tend to speak more to The people are that they're leading then they're themselves. They don't usually talk about how great they are They usually talk about how great the person is and what they brought to the table that made that they do work So right there y'all with this awesome example, huh? Thank you And hey, RJ do you mind just giving us a real quick? Because you and I Leslie's telling us that she's hearing some background noise and I'm hearing a little bit too, but I'm not sure We have a solution You guys If you can if you forget a big deal, but when you're not talking to me But our day not me because I want you to give us a little bit of information And Tom you might Maybe you can us and then Our game know us a little bit about what you've done the coaching is talking about the Olympic So if you can give us a little bit of that background would be awesome, too well it's it's really hard to do that because At the risk of sounding like, you know, I'm reading a resume or something, but Some of the skill sets that coach taught He actually threw me into a situation Coach was coaching two teams To club level teams and They were at the high level in the state of Georgia and we went to a he took me to a tournament in North Carolina And I didn't know why But then I realized both of his teams were playing at the same time So he's like hey Patel you're gonna go coach that one and I'm gonna go over here and I'm like What am I gonna do with these guys? I don't know anything I remember this very distinctly I just implemented quickly what I knew because most of those kids had more facial hair than I did at that age and I think I was 20 wasn't even married yet and He threw me in there at halftime Coaches team was losing three nil and I'm like, oh man. He's gonna be so mad at me. My coaching days are over And at halftime I just looked at these kids and I said Guys really it's the way I see it, right? There's three things you need to do If you do this this and this I Think we can make a difference. I Wasn't something profound. It was I didn't stand on a pedestal or anything. I just said guys It's these three things to me. That was obvious Right sometimes you we look at things and go Let me complicate this When in reality it doesn't need to be complicated And I think that was the wisest lesson I learned is keep it simple Do the right things and if you guys will do this we have a chance We ended up winning 4-3 Wow, and to me I will always remember that as His way of teaching me How to be a good leader? And it was from then I started and You know in America, I always thought You were rewarded for winning never the other side So my very first year as a head coach of a club level soccer team I Was one win 18 losses in one time And I thought to myself Coaching isn't for me. I got to get out So next thing I know in the mail I get a letter that says congratulations You've won Georgia youth soccer association coach of the year I'm like I called I called the director of coaching for the state of Georgia and I said hey Daniel I think you've got the wrong guy here. Do you realize I lost 18 matches out of 20 and He went on to tell me It wasn't based on the record It was more based on what the parents had to say what I was doing And I said well, do you mind if I can read these letters because I want to know What they're seeing Because I do my thing I getting grossed in it But it's only when somebody else sees something that it brings the light to things So I started reading these letters and I was just like I was floored Because there wasn't a single thing that I wouldn't do that I wasn't trying to teach them There wasn't a single skill that I didn't know that I was trying to teach them I was in there playing with them and teaching them and Being part of who they are and when that when they realize that The scores of course in the games didn't reflect it, but they were learning they were progressing That team went on that same team with a few changes here and there went on to be ranked in the top five in the United States within the next five years and I think that was an encouragement for me that award and that also kept me in the game and the following year I was honored with the United States Youth Soccer Association coach of the year Wow, and so it just kept Compounding for me that whatever he taught me was coming to fruition. It was I was honoring him I was honoring coach the Stokey. It's like, okay. This is it. This is what I'm supposed to do I was loving the game. I was loving everything we were doing In the 21 years I coached I also coached for the ODP Yeah, that's the Olympic development program. So if you just look at a funnel You know, you have your club level teams and all that and then it comes down to State level and then you have ODP and then you have your national pool Your national pool of players is chosen from the ODP program And so these kids can go on to play for the national team So I had the honor of coaching kids at the ODP level and In my 21 years boys and girls 92% of them went on to full scholarships at the college level Awesome, I do love a good measurement Yes, that's good, I like that. That's great. Thank you for sharing that RJ Alanto, I have a question real quick for you Did you have anyone that taught you your leadership skills? Did you sort of have to How did you learn about leadership and learn to learn to become a great leader? Can you not unmute yourself? You're good. You are muted. Cool. I would say I would say Liz. You know what? I always had to some I Was always attracted to leadership. It's just something that I felt that I like confidence. I like confidence in people. I still do. It just resonated It's just contagious when you when you see confident people and I like people that believe in themselves believe in their ability and That's been something that I would gravitate to you know, and I and I like people to be able to walk to talk You know, and and I was always Always just gravitated to people that would take take to take take to the realms of leadership and the will and you know Just go for it, you know Against all adversity whatever the challenge was whatever they say, you know, I'm gonna stand in there And those are the kind of people that you know I always would get behind because in order to lead you have to know how to follow But I wouldn't follows a leader that I felt that wasn't confident in their ability and then believe in what they were saying So that's how leadership came about for me and I would say, you know again It started with my mother and I think that's where we all identify. That's where our first experience with leadership It's to our parents, you know our parents how did they leave and so my mother was she was a leader, you know So there was things that she did that of course I followed there was things that I that I still to this day I use some of those same type of Techniques and behaviors. So that's the first point the first person I actually was able to be exposed to leadership then my grandfather, you know, he was always a personal confidence You know, he he did what he said he was going to do. He was he stood tall I think leadership is about being able to stand tall in any arena, you know Oh Alonzo I first met you. I'm guessing maybe it was 18 years ago. Give it a long time within AR CSI and the very formative years and You know, I I got to know you you quickly and you were very much a leader then and you believed that there were you know a lot of Business owners and the residential cleaning industry that you know needed to be inspired that that needed to be challenged to step up Be you know better leaders for you know their benefit the benefit of their clients benefit of the people working for them and You know, I had at a very fragile time within AR CSI you stepped up in a big way It was one of the core group of people that basically helped us get that thing stood up and and and moving Tom, I liked that you said that because you're right when we when we were basically building this thing and we were looking at the industry People just didn't believe they were professionals. They didn't believe they should make a certain income They think they thought they were unworthy They kept seeing themselves as cleaners, but not actual business owners And that's why we were just fighting and change that narrative and that mindset of seeing there seeing them as more than what they Envisioned ourselves to be, you know, they always thought that cleaning would just be $80 or $100 cleaning and that's all they would ever be seen as and We had to change that narrative that mindset to get people to really believe that you know what it's it's it's a bigger horizon Out there it really isn't you just got to see the big picture You really got to believe that this industry in you as a leader can change as a whole Alonzo you make a good point because there's a lot of people in our industry Sometimes they don't know their own self-worth You say you know, I think artsy and our National Association Helps us put that value on the everybody They can define it, but a good leader knows his or her worth Well in your ears being a lot to confidence and I wanted to reach out to coach about this This point Coach, what would you say? Oh, I don't know he's things driving. So I'm not sure if he can can you hear me coach? Maybe not. He's muted I think it's frozen actual there you go. Yeah, I'm muted Unmute him unmute him Hey, we're muting and unmuting all together hands up everybody All right, we got it Okay coach you are muted now For you I'm curious if you can speak to the importance of confidence and In a leader. Oh, I think he's just too glitchy right now It when you messed up Liz, I mean, I guess confidence that the leader has in themselves Or their confidence car confidence and others me for When For instance when RJ mentioned that Can you guys hear me? Yes, yes Yeah, now try now frozen again Dying You know About confidence and overcoming those obstacles or whatever RJ for instance from the back. Okay as an example the young man. Okay. We good How's that? Yes Hello, go. It's just too laggy. Yeah, it is Are we good? With you driving coach, I think the Wi-Fi is not behaving Yeah What was your story Alonzo I can hear you guys fine. We wish we could say the same Well, what I was saying is about you know, one of the biggest Confidence for me was, you know, you were from a bully, you know You know and this bully had a couple of like his his henchmen witty, you know So they would jump me every day. I would get off the bus So every day I would be, you know worried when I'm on the bus to when I was gonna get off To how I was gonna get jumping how fast I need to try to run to my front foot You know, so you're worried would probably start somewhere around about six period in school because you know How it was gonna go down and so even focus on your school work because you know, you're gonna get jumped And so every day they were jumping and so my mom saw like a concern on my face I wasn't like a crybaby kid, but she saw like a concern, you know, she's like what's going on What it was the concern look about I said, well, you know, there's one guy He's got two guys with him and they're always jumping me every time I get off the bus He's not I'm not fighting by myself. It's him and two other guys So she was like, well, you know what you need to fight him I said, well, he's the biggest of the group, you know So I don't know if I want to start with him There are two smaller guys because now you need to go for him because once you take him out Then you don't have to worry about the other two. So I was like, okay And so what she was telling me is to build up my confidence to believe in myself that I could overcome this So it was another day to get off the bus and so it is again jump off the bus and try to see if I could Run to the front porch or they would get me. So my mom caught it. She caught it So she's like, you got to get him. You got to get him fighting And so I jumped on him and so I just just jumped on him start beating him up And so after that, it was never an issue again. It was never a problem It went it went away But what it did was build my confidence up at a younger age just just start to say, you know what? Sometimes you got to fight that big bully that big obstacle to get to the place where you have to get to because You know, we all deal with fears, you know And it's the fears that hold us back or we have that Uncertainty that we're not really sure we can do it or we can handle the situation or or its pressure in that case You know was pressure, you know, and it was something that I had to overcome To build that confidence in belief in myself to get past this bully That was not going to stop and that was again just keeping me in a place of saying, you know what? I just don't know how this is going to end But I had to end it But you know, I really like that story because it is good as an analogy too Because in our businesses, there's a bully out there too might not be some big guy with two henchmen It's gonna jump you when you get off the bus but there's some big thing that we all have to overcome and We have to have that confidence because we're not going to win We're going to keep running to the porch every single day until we take on the bully, right? So I actually really like that Alonzo Let me get this straight your mom asked you to jump in Well, yeah, because again, she said it's not going to stop until you handle it So like Liz is saying that's what we always deal with is that It was an issue and it was an issue that I had but I had to solve that issue Things working Philadelphia, right? You've got to take the clubs off That's a whole some of us in business, we just don't deal with those issues, you know Yeah, that was the whole thing is that I needed a breakthrough. That was my my breakthrough So, you know, I'm here in two dimensions of this as the leader of the organization You have to have confidence to take the love off and fight the bully But your mom's situation. She was the leader that So to really get the job done it's about coaching the people in your organization to have the confidence they need to execute That's right. And really I like this taking it to the other level to Tom because I can pretty much guarantee being a mom That it is not easy to tell No, that's not easy She probably did not feel like 100% confident either To send her baby out there to beat up this bully But she also was like you gotta do what's right You got to do what needs to be done because the only way he's gonna get better if we all we're all gonna get better as if he gets better She didn't feel like that cuz I was cute He said the right thing he said was You know as CEOs of our companies We have to find that Inspiration and that confidence from somewhere because typically we don't Have anybody we don't you know, we don't have that person to tell us that you know, this is what you need to do You're right in to Tom You got to see even as we are leaders the next man up They do have to be tested in a way, you know, and I guess even in that fashion my mom did want to see does he have it any Because right now this is an obstacle. He needs to overcome or he's gonna keep running for the porch And at that moment I had to show up. Yeah, you know, I really did have to show up and I'd show a big But we also know that if you hadn't done it the first day getting off the bus your mom was still there To coach you for the next day or the next day or the next day until you were ready to be able to Well, there's another part to it. I didn't want to say it, but I'm gonna tell you my mom said you're gonna either beat him up Or I'm gonna get you Yes Are you back coach? Looks like he's still frozen You sound like you grew up where I grew up Yeah Do you have any You have any insights into Idea about confidence coach. Can you guys? Yes, we can hear you okay I Was just gonna say about RJ and the way what Alonzo was talking is when you're doing anything for the first time a When I took RJ to coach on that mission trip, I call it a mission trip He the reason I asked him the coach is because he played For me and I knew what a player was and I knew that I could trust him with what I wanted to accomplish He did not have the confidence in it But I had the confidence that he could do the job And what he said is exactly true. It's simple. It's not something that you need to over complicate it's not rocket surgery and And you don't have to go out and beat up anybody and you're gonna fail and the one thing that I've Learned and I've tried to teach is that You'll learn through failure And just like Alonzo, I went through a similar situation in Brooklyn where I grew up in Bedford, Stuyverson With the bully of the block But you learn you you learn and RJ just took it to himself and learning. He's he saw that. Hey, I Don't know how it is in your guys business But in my coaching career, it took three years to build any kind of a team My first year my team's lost like crazy my second year Would tie And then the third year that's when we started to do something because that's when I started to have players Exactly what RJ did. He formed the relationship with those guys that he's coached for years and just like I have I've been blessed to him as a friend now and have some guys that I coach still So I reach out to a coach and a mentor today because I Heard you say in my view in many times you guys were looked like Both manuals of professional And that's well, we are you got a phenomenal team my wife and I talk about that a lot because what the image that It's important that this you you teach a whole bunch of stuff techniques and all that The humbleness the heart the honesty the integrity. That's what RJ has always had And that always you you just came from you have that I hope that somebody catches that and then they can teach some of those skills to other people because skills as you guys Know you can buy knowledge That's true That nice tag on them people come with them from like Alonso said parents and stuff so Yeah You know what you you put it out something that I really like to write some of that message About you know when you're first coaching people and your first leading people Always perform the way Well, maybe not to the standards that you said maybe things don't go beautifully and wonderfully right off the bat We really push It's easier to get some of the stuff moving along that you want but There aren't a lot of people that are just amazing like RJ right out of the gate, right? I Mean really that's kind of it sounds like RJ by the time coach got you you were kind of are you were ready? You had already been coached by other people that got you to a place brought you For the coaching that he had to offer and and you were ready to be led That well in our I don't think I don't think a lot of times they come to us just wonderfully coached up and ready to go so I think it's okay for people to recognize that Like with coach it wasn't it's not great that first year. He said they lose RJ You said the same thing. What how did you how are you coached of the year and you lost how many games? 18 out of 20 I didn't want to say that I was like But yeah, 18 out 20. So I think that sometimes You know, it might take a little bit of time So I did want to ask we talked before we got on the call a little bit that three You guys each had your top three things. Hopefully that you you believe in as A leader and the things that you really want to Bring to your company as the leader that your people need you to be and I'd love you guys to maybe everybody share one real quick and we'll go around and Get as many as we can I think we probably get to all three but just in case so We're gonna start with RJ Tom, I'm gonna hit you on this one too Even though I didn't give you a heads up. You're you've been leading your team for a long time. So RJ, how about you? What's your what's your first one? So as far as leadership is concerned first, I have to learn Kind of like I think Alonzo said You you have to be able to follow and lead both so I have to be able to learn and then teach it and By teaching it you empower and then back off Yeah, I love this idea of empowering to Everybody I see everybody's nodding everybody's agreeing with this like yeah, that's a good one. I Think when you're talking about leadership a lot of times coach was talking about he he was reading John Maxwell back in the day before People even probably knew who John Maxwell was right and you're reading all of this stuff is like us so amazing You can get caught up in it But we all still have our kind of go-to things that we believe in and that we follow along what so how about you Alonzo? What's what's one of your big ones? I like what RJ just said I was just you know processed and what he was saying again It's because as leaders sometimes we hover over or we try to micromanage and we're when we're micromanaging It's because we have the wrong person in the wrong seat And so when it comes down to looking at if the person really has it I think about the track the traction list when we go back to GWC It does a person get it do they want it and do they have the capacity to actually do it? And so that's what I think is important for a leader to be able to identify You know identify the right traits to write characteristics But I think that's important from traction is do they get it? Do they want it and do they have the capacity because then we don't have to micromanage them We can give it to him and then we step back and let them do what they need to do Well, you know that's really good. That's actually going to RJ's strategy also with that very first team that coach stuck them with Because he he just gave them he said the basics I'm guessing it was something like y'all need to pass the ball more y'all need to kick the ball more some basic stuff Not John you need to get in there and blah blah blah blah blah and Alonzo you need to know not the micromanaging Yep, lay it out there that the you already knew that these people got it. They're on the This college team, right? Obviously they want it. They have the capacity. So now let's just do that So I love that. I think that's that's great. Just just just do it. Let's just get on But we know me we can do How about how about you coach? Did you have like like a defining one defining leadership habit maybe that you believe in follow They'd like to share. Oh, oh you're muted. I'll unmute you. I'm unmuting you. No, I'm not Okay, just took a bit Can you hear us coach? I didn't hear the question. Oh Thanks RJ. My question was do you have one? Sure do you have one leadership habit or style or Tactic that you really believe in or like or follow. I know you have a lot of them, but can you share one with us? Aided breath I've got one that I Tried to it's one that I it's not just for leadership. It's one for my life is is The game's never over until I win And so I always I never Quit on them because the game never over until I win and so Because of that when you have that type of an attitude I've seen that in kids. I've seen that in athletes like you, you know, you just can't stop them It might seem like you're losing but it's not and then my other Finding moment is I guess it's like Hard tri-fail and adjust that for so many years But then I found out that You guys are forming teams and when you have players and employees and folks on your team that don't reach for guidance guided Adjustments is what makes the difference not just the Adjustments a lot of times my adjustments were just idle works and that was just turn around and go what Happened and it didn't get me anywhere And so that's why I need I need a coach. That's why I need a mentor because then my guided My guided will get me where I want to go because my coach has been there and done that And that's what like RJ could follow me in soccer because I'd been there. I was a player I knew I used to tell parents. I don't want to hear you come talk to me about soccer if you've never played Because they they're cleaning business and try to tell you guys how to Yeah And so you guys are the leaders Who's doing what I want to do and go and do that hope that helps God that does help. Yes. Yes. That's that's Absolutely, I love that How about you Tom? Very true men said it's amazing what you you can accomplish if you don't care who gets the credit So as a leader within your organization, I think humility being humble is something that can be a positive trait Do you know instill confidence in your people and then step back and let them get the credit for it Yeah, which I think that's what coach modeled the very first thing out of his mouth today, right? That's exactly what he was saying. Ah, yeah, I absolutely agree with that as well Can I can I give you up or less because I've never knew I look that quote up to go to make sure I got it, right? No, you're right Tom because that that is a good thing and I'm just thinking about that from that's level level five leadership Good to great. Yeah Here's a here's a bonus for you Liz I never knew Truman said this, but he also said not all readers become leaders, but all leaders must be readers Yeah, so I will I'll I'll actually drop that in chat because I know that you Brace this concept You can do something with that. I do I do embrace that so my There When you're leading people It makes a really good sense Well and to not notice as much Focus on what they do what they can do and now Because as they get better and better and better at what they can do and they do more of that They do much less of what they can't do Mine No, let's see. Well good. We still have time to hit a second one of everybody RJ, what's your second one? I know you worked hard on this over the weekend coming up with what you were gonna What you're gonna share? I want to I want to share something that Will put that man on a pedestal if you don't mind He's right, you know the first year you you struggle the second year you start to see some Windows of you know sunshine coming through like oh, there's hope Your bomb, you know you win well And we do that very similar here in in our cleaning businesses. We don't win every single Time every single plane we try We sure do try our intentions are right most of the time But in our third year for coach the Stokey the Kenesaw State University actually very Athletic trophy in the history of the school and he won it. Oh wow Yeah, congratulations on that Persistence Yeah Persistence does matter one of the things. It's really awesome about persistence that When coach was talking is it's not the game's not over until I win and I really love that Man mentality because all that means is every time you're losing. Yes, we're on our way to winning So losses have a whole new Whole new meaning when yes, we were another step closer. Yeah, we're getting better. Yay We're getting there. So especially if you're learning the lessons The only hell is the learning not the loss. Yeah, I love that. Yeah, absolutely Well has a leadership lesson or habit that they would really like to share you develop a skill set After after what I only got a little bit of that. Yeah, I hear you coach I Look at it like this, you know, I look at things I'll try to get said RJ is you start off as a rookie and Professionals get paid by how good they are and you only get good by practice So as a professional you get paid if You want to remain an amateur you Stay an amateur and that's okay. I just need you know get whatever comes with the professional and when you're professional You make the difference of six to seven and eight figure incomes Did you guys hear a little bit I Think we got all of it except the very end But I think we got enough for sure and really Alonzo that is what you and Tom and myself RJ what we have been preaching in this industry forever, right? We need to be Professionals that's where the money is going to come from. It's not going to come. We spoke to this earlier Right. Well being a professional is where you get paid You don't get paid as a rookie and you don't get paid if you just want to stay in Stay our in our businesses out in the field You can make you could make a living Absolutely, you can make a living if you want to be a solo cleaner and and clean by yourself and work out in the field You absolutely can but you can't make Big So not saying that everybody needs to make big money, but if that is one of You are going to have to Step up your game a little bit. You do things in a different way and you are going to have to lead other people You're not going to be able to do that on your own So, you're not gonna be able to push other people into it. It's called leadership for a reason. Yes You have to follow but you also have to be able to lead Doesn't it's not going without the That's why I was going to say, you know, the one thing is how I see leadership right now Is that leadership is diminished it really is just diminished right now It's not It's not Where to be By no by no standing and the reason it being is that leadership is tough Really is leadership is tough. It's not easy because Leadership is lonely and that's why again, we have seen the equals By themselves is because that's what a leader means and it's how you really deal with things and that's why I have been You know deepening my studies into emotional intelligence Because what I'm seeing here is the diminish of emotional intelligence And what's happening here is you look at emotional intelligence And one of the key things is self-awareness Stuff awareness as a leader and you're really taking a look at yourself because you have to step outside of yourself and in see How you're being perceived as a leader And you're not minimizing what it takes to be a leader. You're not minimizing leadership So therefore you're constantly looking at being an example And the problem is that people are notice no no they know leadership is tough But it has been diminished and it has been brought down to a level where it's like You will follow anybody You go you go on anybody's words. You go you call it as honesty now You know And Gregory has been thrown out the window All of it because it has been diminished In leadership and what it really means and what it really stands for And so that's why I look at the whole concept of emotional intelligence saying be self-aware And if you're going to wear that badge that badge called leadership You got to wear it Because it's let me tell you something. It's a big badge and it's heavy And most people can't wear it and most people can't carry it So, you know, I applaud everybody that's here that's on this that has to go through that that has to wear That that that badge of honor to be called a leader That's huge because I don't know too many people that I can freely throw out there and just say oh, you're a leader That's a big responsibility And I kind of look at it as this word Is is great that's being thrown around so easy because everybody's great nowadays You know, you're great. That's great. You're great. All your kids everything to do. It's great. Everything's great. No, it's good It's not great great is something that's very very extremely hard to achieve But it's a cheap hard work discipline inconsistency So for most of us and when we look at that level five leadership Man, that's the bar and maybe that's where we all need to be thinking about What does it really take to be at level five leadership? I'm not there yet I'm not there yet And I'm a working progress and I'm working to to strive to be that So you're looking for balance you want to build confidence, but at the same time you don't get a trophy every day, right? That's right Not for participation What we should look for a trophy as being leaders. It's not what we're there We're not looking for the trophies, you know, there was the one thing and good the greatest where those great leaders that was at that level five Greatness was this they built A huge company and when they left they left quietly But that company performed at a high level when they left The problem nowadays is with the new leaders is like the big egos You know, they want to be in a spotlight And they say look at what I did look at what I built But when you can build something you can walk away and it still can succeed and exceed what you did That's beautiful. That's true leadership This was muted We missed all that list It was awesome. I know that Look on your face Does anybody have one last thing I I do want to speak to real quick rj Alonzo, I know you guys have both talked about this tom. We've talked about it before But can anybody speak to vision a little just a little bit of vision and the leader what what what does that? mean, how does the The leader bring the vision and why is that important? For me vision or visionary is something that it's it's in the future You have to see it before it actually happens So you work with the end result in mind and work backwards to achieve it Love it Love it. I would say, you know, sieve jobs perfect example, you know, he never created no ipod no iphone You know any of that he found the people The right people not just people but the right people that could fulfill that vision because I always have said and I've spoken on that Is that if you have a vision you have to find an integrator and the integrator is the one that can take that vision to where it used to be taken to But the people who created they actually created those devices Wouldn't have known that they could have done it either without the the vision and leadership that jobs gave them That's right. They surprised themselves Yeah, which goes to really the point about Self-esteem the reason why you don't give people trophies is because Self-esteem and self-confidence doesn't come from the outside in it comes from the inside out So give something doesn't make them better It just shines a light on what they still need to do on the inside How about you coach do you have a final word for us today? Hopefully we can hear you He's muted vision has everything to do with uh, can you guys hear me? Yeah If you cannot meet me Yeah, we can hear you I can't get off mute Now you're now you're muted you're muted coach Very good Okay, here we go. Is that better? Okay Yep vision can be a lot of misleading things but with That vision You can't see anything Most marriages and because I've seen in my to do anything There's no goals into the chest. There's nothing is so The couple ends up apart because they don't know where they're going after In a business if you don't know where you're going You'll get anywhere And it doesn't matter where you go if you don't know if if the people that are leading an organization don't know where they're going The people will follow them right into it and they'll walk right into wherever you want to go And so vision is a is more of a Where am I going? Where am I seeking and then how do I get to the Toronto suburb and some possible possibility thing? So that you can get where you want to go but from you guys from the leaders And Okay, I think we got that It's pretty choppy but The last time he wrote his family Taking more than what he was all about So There's cloudy That's why It hasn't got Okay To get any of this right now. Are you guys? It's Getting anything right now. All right. Well, we are running a little bit late today. It's four minutes after Thanks everybody for joining us today And I really appreciate RJ Alonso coach For coming on and sharing your wisdom with us today It's hard times y'all. We need to be the leaders that our people need us to be Tom, what are we talking about on Wednesday? We're talking about leadership We're going to be talking about leadership a little little different angle. We've got a couple of guests lined up and It's going to be good. It's going to be really good. So we'll see you guys Wednesday five o'clock east or RJ Alonso Coach it was an honor really truly appreciate all you guys helping us out. This was useful. Thank you coach. Thank you. Thank you for having us. Yes. Take care. Bye. Bye