 All right, looks like we're live. Let me see who's out there today What's going on a man Dennis hello everyone welcome welcome welcome What's today's topic Dennis throughout a topic? Since you're on here early Dennis What do you guys want to talk about I? Have no topic. This is why open anybody wants to jump on anyone wants to talk to me Jump on let's talk Welcome welcome welcome. We're just getting started. You haven't missed anything yet It's funny because it's like I always start off slow And then I start getting in like real heated up and passionate later on so Anyone has any questions definitely jump on the live? Talk MJ global MJ global Maria just put in another bid today By the way, everyone say congrats Maria She last week we turn in a proposal for a podcasting This week she did one for some dumpster contract, so I hope everyone out there is bidding. I hope everyone out there is reaching out talking Making connections building relationships. Did you see by the way the article that? Let me go my Twitter feed By the way, this is your time, so don't feel like you're coming here just to hear me talk The government this year looks like they're gonna exceed six hundred billion dollars in spending which is a all-time record, so It says here It's gonna be historic territory the government is going to be at a historic all-time spending 600 plus billion dollars this year is what they're looking at Two months left to go. We're just starting August. We've got two full months ladies and gentlemen two full months left to go with Right. It's a sprint at this point Let's go Look anyone has any questions anyone has anything you want to talk about definitely suggest ask me questions Shoot me a message jump on make a request say hi Just whatever it's let's do it. I Actually don't have any pre scripted content. I'm just here talking Let people know I will say some couple housekeeping things. I Definitely put out there first or foremost Just let me say a couple things real quick just because The people on IG some of you Only know me from IG and you've never actually googled me to find out what else we got going on hello for California We have put out a lot of content Right behind me I actually wrote it on a whiteboard just to kind of like set the pace and tone I mean we have Right now on YouTube. I just looked at it. I have three hundred and thirty six videos So we've got three hundred plus videos on YouTube I've got a free course a free 18-day course that people can take I have a pay course that people can take I have a Book with a book of which probably hundred plus free Sites that you can go to I have I mean look at this stuff. I've got a daily blog, right? Two books out. I do two lives a week We have the podcast with over 60 plus episodes of successful folks out here three Facebook groups Two patreon groups Email list of over 7,000 people. Look, I'm the hardest working person in GovCon. I don't I don't know how to say it Like if you can't Get something out of all of this content out of all this information We've we I mean we have Tens of thousands of hours of content out there for people to consume to watch to learn from to grow in fact I what I'm gonna start off since I saw a couple questions. Hold on. Let me see real quick Let me jump on some of these questions I'm getting trained as a freight broker. How do I combine that with my freight trucks entity? I'm not sure the specific question how that relates to contracts but As a question related to contracts. I actually don't do freight brokering. So That's not freight broker. It's not my specialty getting contracts is What are some activities for someone who wants to start off as a consultant? To do with the last two months left So at two months left in a marketplace We talked about This comes from shard 25 good question If you want to start with a consultant, there's two months left the what I would do What this two months is I would go back and I would look at projects that were in the pre-solicitation phase probably a month to two months ago, okay, and I would look at products in a pre-solicitation phase Pre-solicitation phase two months ago because if they haven't come out yet They're the ones are gonna be coming out and then from there. I would reach out to Someone like it whoever I was representing as a consultant. I would reach out to that company Okay, so let's say you have a company already So then I would take that company go backwards and look at the pre-solicitation projects those gonna be anticipated Solicitations and then I would start talking to the contracting folks about those jobs that are coming out Now because if they're pre-solicitation Solicitations you already know they're coming out right before they actually come out So then I would already put I put stuff in the works for doing that And vice versa So if you didn't have a client then you go back and look at pre-solicitation Find out what opportunities there are and then use those opportunities to go out and identify people who can actually match them up with And then I would make those connections there so I Don't know how to say your name zero zero for what's the best net 30 vendors one should use I don't understand that question because normally your vendors are the ones that you use for your business So depending upon your business or industry, that's how you determine your net 30 vendors So I'm not really sure of what you mean. Maybe you can ask it a little bit better. By the way, Colin I see you're on here. I actually sent you and The email bounce back I actually sent you a preliminary copy of my second book for you to review but the email bounce back I don't know what happened You bought the bill in our playbook. Congratulations. All right Someone says explain how individuals with no contracts a company who are starting out can get a piece of four-quarter pie Through consulting the value they can deliver. So if you have no contracts Or no company, that's okay And you're just getting started Like I just mentioned before there a lot of what a lot of times what's happening is The and we talked about this in our in our community. We talked about this over on our other channel is that the people who and and this is very important to understand when you're doing consulting and the folks out there who actually Doing the actual business right so the construction company the IT company the janitorial company a lot of times folks don't have time to do their actual business development and There's nothing better than a great business development person and so again with no company And no an actual contract Then you could actually be the business development arm for someone and so if you go back to the recent video We talked about sources socks Pre-solicitations DLD awards on YouTube that I literally just posted Like in the last week if you go back and watch those videos you will find out how to discover opportunities that are not Widely available not Distributed everywhere out there by the way another great place to go is on our blog We're starting to do daily postings on our blog So we're doing daily postings of all of the major contract opportunities. That's a great way So for example, let me look I'm gonna go on our blog right now. So I'm actually gonna take this off Let me figure this thing out. Okay Okay, so on our blog here Archer Weston was a war at contract for construction of hurricane Florence recovery package for bridges So Archer Weston got this big package $117 million right what I would do is This just came out this literally was just like post it What I would do is I would look for companies who could support this particular contract and Tell them about this opportunity because since it's not public notice like it's not in newspapers and stuff like when I say public like not Widely pushed in newspapers then people who support this types of projects They don't know necessarily right now that this exists. So I would go out and look at Okay, who supports these types of contracts and then talk to them about how you can partner with Archer Weston Same thing. Let's go to another example. Okay here on this particular example Six construction firms were awarded a $90 million contract now. So one of my group mentioned that There's a couple of them that are really good to work for but here opportunities where they're gonna need Everything carpenters painters plumbers They're gonna need all this stuff and it's a great way for you to say, okay Look, I was on Eric's blog. I saw this on here. How do I take advantage of this? Okay, I'm gonna go out and find a painting company who needs work or I'm gonna find a Concrete company or whatever case may be someone who have access to and then I'm gonna basically reach out to one of these companies and say Hey, do you need another painter? Do you need another plumber? Do you need another AC guy? Do you need another whatever the case may be and I'm going to then Speak to that company and say alright I can get you an opportunity with one of these firms on this $90 million project and that's what I would do with no company and No actual contracts. Let me just go through real quick. I want to show you some since we're already on my page Like I'll show you guys. So this is my podcast We're on Apple people say they just cuz you guys don't always know they're like well, we didn't know you had a podcast We didn't know about the podcast. All right. Here's a podcast Here's some of our guests on a podcast Wesley the 16-year-old military contractor Ramsey Smith helping engineers technology Bobby Brown brocco oil Renette Myers. She's on here. Look Eli Smith US Women's Chamber of Commerce Alaska Native corporations. So we have this a podcast That we produce that again if people want information they want to learn it. It's all out here. Look All the information is here Here I start my company 2012 never got off the ground to 2019 I didn't feel a kind of but through the podcast and YouTube videos I've single-handedly educated me on government contracts getting my STLV helped me understand pursuit a day until my I'm not ready Completely benefit from a program much more if you're new to business wanting to get started. Okay, trust me Just listen like I mean we have a lot of spare time on our hands and I've got a ton of resources out there take advantage of the resources that Okay, yeah, take advantage of the resources out there definitely Definitely, you know, we've got a ton of stuff look I like a ton of stuff Colin yes, I know we the book we actually finished. So on the speaking a new book up on lunch. I just got back the Syracuse trying to talk to me while I'm talking to you guys. So I just got back the actual Edit it draft for the book and that's why I was sending you guys to review. So All right Is it the same process statewide or just each state have different rules each state has different rules? Okay, Colin send me an email with your new email address so we can make sure I could plug you in because Your email bounce back this morning send it to Maria. How do I know what type of equipment they need? You're speaking about I'm assuming you're speaking about this contract. We talked about well on any construction project Right, they have different divisions and for that kind of money. They need everything So if you know if you know anyone in construction Anyone in construction and they're in North Carolina or you're in North Carolina And if you can help that company right get on that opportunity They're gonna pay you some money because If you say hey look, let me help you match you up. You don't have to worry about it You keep running your business I'm gonna make the phone calls and reach out to these firms and see how we get on their vendors list How do we get pre-qualified? I'll do all of that and when we get on there you pay me a percent of whatever it is We work it out They need everything Anyone you know in construction. They need that service. They need cleaning people. They need dumpsters. They need rental equipment They need MEP, which is mechanical electrical plumbing painting roofing siding carpentry Everything they need floors. They need drywall. They need studs. They need light bulbs fixtures, they need everything so really The blogs go kind of giants that comfort slash blog as a consultant How would it how would it could you partner as a non-registered Sam company would a registered company? It doesn't really matter because a Lot of times unless you're okay, this is something that that's a very good question Dianna White. I appreciate it One of the misconceptions that I had recently I just posted on Twitter is that not everyone has to be in Sam Unless you plan on bidding as a prime contractor, you don't have to be in Sam If you're a consultant, you don't need to be in Sam. If you're a sub, you don't have to be in Sam Not everyone has to be in Sam that that it's not When I worked as a subcontractor Okay No one ever asked me was I in Sam that was never a question was I registered in Sam? It never came up because it was irrelevant. They just want to know could I do the work? So that's I think a lot a big misconception is that People tell you go to Sam and get registered which again that if you want to be a prime So if you want the contract from the government, then yes, you got to get registered in Sam But if you are just working as a sub for one of these companies It's irrelevant if you if you're in Sam or not that doesn't that doesn't make a difference. Oh, you're welcome So, yeah, definitely I want to share that because a lot of people don't are not aware of the resources that are available to them and a lot of them are being taken advantage of by Brian taught me a new word these charlatans out there So I don't want I don't want you to be out here getting taken advantage of by people on wherever you find them on social media giving you a lot of misleading information trying to get you to Buy into some list that they claim is going to put you into contracts or you know put you on the you're the top Company in your country, you know on this list you pay me a hundred bucks. I'll put you on this list It's gonna go in front of the buyers. That stuff doesn't work. That stuff does not exist Like that's that's not real There there is if imagine this I want everyone to think if you could buy your way into government contracts, right? Just I like to challenge people if you can if it was only money and you could buy your way into government contracts Then the rich people would only have contracts It wouldn't be a program that's available for any of us because we don't have enough money to buy our ways in Why would the rich people ever let us in? It doesn't that's not that's just not the way that it works So you have to stop and think to yourself if it's only if I got if I pay five thousand or seven thousand dollars I'm gonna get in The the people with all the money would have bought all of that out and would not we wouldn't have a chance We would have a shot in hell It's no different than trying to start a hedge fund or equity fund We can't start hedge funds because we don't have hedge fund money or private equity money. So there's no Buy my way in you know into this program. It just it doesn't exist And so the thing is it takes work it takes it just takes sheer work It takes perseverance. It takes believing in yourself. It takes courage it takes being a leader and Hold on we've got a video request coming up. Hold on. Let me let me take my video requests. Let me see What we have here? Oh They decline now Okay, that's fine. My judge hit the ground as a sub not a sandwich. You still count towards the ESRS What is what do you say it was ESRS? I don't know what ESRS is Any specific tips for getting trucking contracts or initial steps you should take to getting started So when it comes to trucking The first thing is you have to have your own truck, right? So you can't be like a broker You have to actually have trucks the big companies are the brokers right when it when it comes to the federal arena, so you have to have your own trucks and Speaking of that I made the post and that's probably how you heard about me through that post Recently where the company won the large trucking contract Where is it at hold on Crowley so you're probably referencing the Crowley post I can tell you this Chels is that one of my students has been talking to Crowley and they said they're looking for truckers So they they sent me an email I have the emails for some of the people there But really if you have trucks and I posted that these companies just wanted 300 million on the contract you should be emailing them to Actually you should email them to find out how do you get on their bidders list right? How do you become a vendor with these companies? That's the first thing that that I would do the other thing that I would do is again, this is one resource that I posted but Where are there the the GSA? has a Nationwide contracts for trucking find out who are the Vendors that are on that GSA list and reach out to them and become a vendor on some of those Those actual contractor companies become a vendor for them to provide trucks I know for the one that we're talking about by the way, let me just in case for those people who may not know what I'm referencing We're referencing this particular contract here on our blog And so this is the one that you're probably talking about where they wanted to ruin the $28 million that went modification They were awarded that modification. So now it took them up to $700 million and They're doing freight transportation How many people out here who like that post who shared that post who tagged that post actually reached out to them How many people reached out to them well one of our students and gubcon did reach out to them and they said they have work available So that's how you get in there you reach out I've posed something if I share something you should be reaching out to these people for and I talked about this some on videos come first of all I will say congratulate them and Ask them if they're looking for truckers and I guarantee you because they just increased this award to For 300 million dollars they need more people they need trucks they need but I will say this one thing that I did learn was that They they did sometimes have a minimum requirement So I think before it was like three trucks So they weren't taking like people that want just one truck You had to have like three or more trucks in order to work with them My man drank says he just found a great way to get data semi gub and easier way good stuff Okay, well, you know listen reach out to Crowley we again we just it was Tuesday where One of the students said he had reached out to them. He has like three different e-mails just for three different people The only thing I could say that I know someone else reached out to them said that if you were if If part of their agreement with the freight was if you were gonna want to drive the government loads You also had to take some of the commercial loads, and I know the government loads paid a lot better And so some people only want the government loads. They didn't want the commercial loads So that was that was one of the like the other caveats, but again, I'm not in that business I'm not an industry all I'm doing is giving people the information the tools so that you can do your magic, right like Hey Eric, by the way, thank you for letting me know about this. So I know who to reach out to I'm doing your homework for you Gave you a layup grab the thing and slam dunk You can email Maria anything Maria has her email in there you can always email Maria for any questions that you have Yeah, basically a fleet but they said three or more. I don't know if you consider three more trucks a fleet So but that's that's what I would say What else what else What are you everyone shy? Yeah, Colin was a colleague. I know you pre-order the book You were actually the first one to pre-order it and that's why when I've got the first edition of it Yeah, no owner operate makes sense, right like because again, they're the ones that are taken on the liability and responsibilities. So You know That's that that kind of is they don't need someone else doing their job, but Again, it's a great opportunity. It's a that's an opportunity like people are saying there's no opportunities. There's opportunities I I've read an article where someone complaining about having trucks and not having work and I'm like that doesn't make any sense to me when I'm looking at Companies that need people to do this stuff and that and and and while we're waiting for the next question to come up that's something that really The reason why I even start this journey and the reason why like no one's gonna beat me at this is because in 2007 and 2008 when the recession hit then I was a part of that and so for me once it only took You know, I had something happening me tragically my life my nephew, which we're the same age by like two months we're like brothers he committed suicide when he was 24 years old and So in 2007 2008 when again someone that I knew that was really close to their best friend committed suicide It was all because of the recession. It really struck a chord with me So if you if you look at like the Morgan and Morgan commercials where his brother was paralyzed by a truck driver And he'd be built up this big law firm. That's kind of like what happened to me in government contracting So it was like wait because this incident happened where this person took his life who I looked up to I admire respected it's given me such passion to to do what I do and to continually Push the envelope and also to continue to spread the information to give people a resource to give people the tools to connect people Like I said, look, we've got three Facebook groups three not one Facebook. We have three Facebook groups We have contract freshmen gov con giants and we have IT and telecom Facebook group and because of the interest in trucking We might just start up a freight logistics management Facebook group as well just to focus on that industry So we've got industry specific Facebook groups on top of we have we have an instructional design or redesigning our courses our content Like we're putting everything into it Someone asked a question. How can how many countries go unfulfilled? How can someone find out about them? Yeah, I know everyone was trucking Um So pierce is how many contracts go unfulfilled and how can someone find out about them? Now you got to explain that one Pierce a little bit more. What do you mean in terms of contracts going unfulfilled? I Don't understand a question. She said Break it down By the way, everyone listen, this is your time. This isn't this is me giving back to you Helping you if you if someone has sent you something ask you to fill out a form Ask you to pay for a service ask you to join a group ask to put you on a list They solicit you for your Sam registration or to renew your Sam or you pay $2,000 for capability statement a website or you know like And you feel like something something's not right Eric is the same in line Ask ask away Trust me I have better stuff to do right I mean, I have stuff that I need to do for myself The that I could be working on if no one sees any benefit in this. I always tell people that like, you know, I Okay, so Pierce brought up something really really interesting here, which is how many contracts don't receive a bid the last time I checked it was It was right around fifth like 57% of all contracts had one or no bidders on it So it was somewhere around 57% of all the contracts So when you're looking at all of these things and you think like so many people are bidding opportunities bidding contracts It's that's not the case right just because there's a lot of opportunities It doesn't mean people actually responding to them my very first contract that I was awarded with the help of the Department of Interior was a Opportunity that I reached out to a small business person the ostaboo and I gave him my capability statement Always be prepared. That's the first thing always be prepared. I Reached out to an ostaboo gave my capability statement and she says hey, I have a project right now on It was FedBizops at the time she says on FedBizops and this was like two years ago and Again my like my first call and she said I have a project on FedBizops and I put it out twice. No one's bid it Would you look at it? And I'm like, sure. You know, I'll take a look at it. She's like neck like now So all right, she sent me the information. We're on the phone And I looked at and I'm like, yeah, it looks good. She goes. Well, can you give us a price? I'm like, absolutely. They extended the date the bid due date so that I would price the job And what do you think happened? I was the only person I bid it but imagine How do you Like it's almost impossible to have that kind of information Available unless you are calling and speaking to people in the offices Let them know who you are and what you do. They can't give you those opportunities We got someone else and our group that shared a story two weeks ago that had the very same experience this year Reached out to an ostaboo. There was a source of thought that was posted Only one company responded to the source of thought and so he was a consultant representing a client He actually in turn That's awesome who told him what was it responded The person then he reached out to the person who responded to ask if they want to a teaming arrangement together They said yes, and now he has a teaming arrangement with the only company that responded to try and so source the contract And it was just a matter of reaching out to the people and being prepared a lot of times We're sitting back behind the computer. We're scrolling on our phones. We're on our devices We don't pick up the phone. We don't call. We don't email. We're not reaching out to anybody so I I mean, I don't know how people expect to get results without even making efforts That's one of the things that I posted that's on my IG stream today Which is like look a lot of times we're already saying that this thing doesn't work We haven't even tried like you have all the resources available to you right now If you have a trucks, right? So so let's go back to shells if you already have trucks Right and you do you have you have this business You're already you're an exceptional person to me You're not like just some regular job small like you're an exceptional person You're in business. You've made a financial commitment So what does it take for you just to pick up the phone and call or email some of these companies and ask for Opportunities to work with them. You've already done to me. You've done a lot of the heavy lifting in the hard part This is just one more step So for so, you know, I say that about but mostly people who are here that are watching a lot of us have already done a lot of the What I would say difficult activities which is starting starting is it's it's so hard for a lot of people just to start so you've started you've taken action you've taken steps, but you just didn't close the loop and That's kind of where I see a lot of people falling short is not closing the loop And that's why I post it again 90% of people are not defeated. They just quit. So like I really do admire and respect Everyone out here who's making the effort who's making the attempts who's who but I Want to encourage you to try and close the loop, right? Not to be and again, I always say this What would you do if fear didn't exist? What would you do? Right, if you had unlimited money unlimited resources, what would you do right do that? Pretend like you have the resource pretend like you have all the things that you need do that because what happens is And we talk about like what happened with what you know, Maria and I and Pierce and Randy the PPE stuff is that we went out there and we literally Won 18 million dollars in PPE contracts and we didn't have the money to do it But as a result of us winning those contracts We then were able to raise the money through a joint venture partner a month later So to me the end game was accomplished because we didn't raise in ten million dollars with a partner But that's because we tried right if I step back and said, you know what? Man, we're not gonna try to get this stuff because we ain't got no money Why would you even try like no we tried? we made Valent effort and I spent a month like a month literally on the phone call with some of the top Investors in the country and I never would have had that opportunity if I didn't have those contracts And so those 18 million dollars in contracts and really All it was is a piece of paper Because that's what is a contract. It's a piece of paper Right. It's not like gold or silver or something tangible. It's just a piece of paper so that those contracts that piece of paper got me in a room with Wall Street guys hedge fund guys venture capitalist people the top purchase sort of financing guys, so We literally because of that Was able to do a joint venture raised 10 million dollars and Now my joint venture partner just raised 70 million dollars and so again. Oh because we try like we made an effort So yeah, we weren't able to fulfill those contracts. We weren't able to actually deliver on them But at the end of the day, how many of us out there would love to have a partner? And would love to raise millions of dollars for their business Like I just who would not want to do that and by the way, we did all this stuff and didn't even make the news Because we're not doing stuff for To be recognized like by the news or by the media. We're doing it because this is what we do every day We have people in our group that are talking to companies that do 600 million dollars It's not we're not it's not on the news Right. I have a I have a meeting tomorrow to discuss a point potential joint venture with a hundred million dollar company We're trying like we are trying Can you say the same for yourself? Right, can you say the same for yourself? Are you trying? Are you making an effort? Let me go back and take some questions and see How long to take to get a response after bitter quote? There's no standard answer on that because When you better quote things Depending upon if the funding is available or if the funding is not available That's how it that's some of the determining factors also depending upon whether or not it's a priority on the government's list So if it's not hiding the priority, you may not get an immediate response if it's hiding a priority It could be within a week or two. So there's no there's no standard for you bid today You get a response in five days. That doesn't happen Um, so are you in the hook for filling the contract then I don't understand in question shows Is it necessary to be for subcontractor to be registered Sam? Nope. It's not So just to be clear we kind of asked a boo first asked for a meeting with the contract officer. No You can't you you don't know you contact the ostaboo and you request a capabilities briefing with the ostaboo You don't ask for me Okay, let's talk about contracting officer contracting officer representative How many people out there know that the contracting officer doesn't actually know about the project? Oh Contracting officers contracting office representatives. They are they have a What's called a warrant that? Obligates the government to spend money. So they actually write the contracts to obligate them funds They know nothing about your project other than what's on that piece of paper. They did not write it It came from someone else who has the More knowledge about the actual job itself. So there's no Reason why you should type you're asking the ostaboo to talk to the contracting officer The contracting officer is only writing the Contract and a lot of times the contracting officer is just signing it the contracting officer representative is the one Who actually is more of the administrative person who handles the actual paperwork? But really what you're doing is you're asking to meet with the ostaboo, right? For potential products that you're looking at and then loud them with your capability statement. Obviously, you're ready And allow them to advocate on your behalf Can you do more videos of consulting I have I think I've got six or seven videos in consulting How much more you want I have like to I have two videos that are over an hour on a consulting On my YouTube channel. No, I didn't give a bit over the phone. I never said that I never know I didn't give it. I've never given a bit over the phone. I I don't understand a question you explain how you gave a bit over the phone Just one if it was accepted are you on the hook? No, we don't do bits with all right bits are in writing We don't give bits over the phone Every bit I give is in writing Yeah, Chelsea, I don't know I what I don't there's no I think we got confused on something there Yeah, no, I know right my I'm telling my I look today. I didn't even realize I had over 330 videos on YouTube. I Just I actually look today just to like so, I mean there's there's one of the things that actually Pierce taught me today was If you go to YouTube and you just type in like the question on my channel Like you go it's probably gonna be there somewhere in the show notes It's gonna pull up the appropriate video and that's like really cool hack that I didn't know A lot of times people are calling me asking me the same questions that we already have the videos on You just have to Google it. You know much time in in fact is so funny because Maria and I Pierce we're talking about that today. How do we like okay, so we're looking at you know hiring some new people right and One of the things we talked about was how do you answer the phone calls and people call in? Well, one thing is that Maria is putting together a list of questions that are standard question that people ask But really do you realize that most of the stuff that Maria people call for? She just references videos that we already have I got people literally call me and they're paying a clarity call And it was like at the time I was charges seven dollars a minute and they would spend a couple hundred dollars with me And all I would do was reference videos that I've already had Like the content's already there. I don't know and it's to me The video that I have on here is better than hearing it from me because on the video I've already explained all this stuff So like literally on the video itself. I go through I show an example I pull up the computer screen and I'm talking through it while navigating through the computer screen So Marissa said I'm not smart. I just repeat what Eric says like literally The information is already there you can get Probably 75% of your questions answered from a video. That's already posted. You just have to search within the video And that's just that's just the reality of it Hi if I if I only currently have work experience through my job and I'm still getting waiting to register in Sam is It worked on a capability statement. So those are the criteria on the statement If you only have experience to your job first of all again Sam is not a requirement unless you want to get direct contracts to the government So Sam was not a requirement if you only have experience on your capability statement Then no, I agree with you. You can't put your experience from your job however And again, let's go back to YouTube video. So In fact, I'm gonna do this On one of my videos We talked about How one of my guests built up past performance, right? While he was trying to get into the federal arena. And so we actually have That on a Video where we're talking about how one of my guests built up his past performance and it's from Choletta Mark masters Okay, hold on I'm gonna show you cuz I want you guys to understand how I say this stuff and it's here Okay, the person's asked past performance questionnaire No federal past performance here a few ideas to ponder. How does she let obtain past performance for landing millions of dollars in contracts? How does that stage before big requirements goes? How can resellers trust you if your brand new company part one? How state local countries prepare you for the big leagues? So you see I Took the same question that person just asked me went right to my channel and I found Literally seven videos on that Just I mean, I didn't the same question. They just asked me I went right to my channel Type in past performance and I found seven videos. I'm my own resource All right So, let's see Pierce says Would have been our playbook help you with consulting so the good old playbook What this is for those it's small. It's not even large. It's like I don't know 60 pages But what what I did was when I wrote this book and by the way, we have a second edition coming out That's gonna be revised for 2020. It's already in the works. We're just having people review it What happens what I did in this book was I took all of the resources that I currently use websites things that you don't even know where to start googling and I Took all those websites that I use and there's no point in me telling you right like So I have books from other people that write government contracting books and they write in the book the stuff from the far in the language Like why should I reprint the language that's on the website? So what I did was I decided why not tell you where to go to get the information So whatever you're looking for and wherever you're at in your stage So for example, let me go through some of the I just go through the table contents So small business program sites purchase vehicle sites. What does this government buy? Event websites where to find events data market research tools, right? So where do you go to find? data market and research tools forecast websites how do you find upcoming opportunities? free resources Learning places where you go to learn membership organizations and associations to join social media news grants Government property right and then resources that I use regularly. So like for example when I did my capability statements I used guru when I do my thumbnails. I use upward My website my podcast all that comes from people that I use that are outsourced from other countries my marketing's Philippines my podcast Bulgaria my you know, so For 12 bucks, right? Here's a list of probably 85 to 100 resources and sites to go to that you wouldn't even know to Google because Like you how do you know what you're supposed to be googling if you don't know what you're looking for? So to answer the question that was in a chat. That's kind of what it does Eric once you've identified a teaming partner with steps agreements need to be taken I'm placed before respond to RFI RFP with sort of profit sharing is normally done So, you know one of the things that you do and I talked to they about this with dentists The first thing is once you identify a teaming partner The the first thing I would say is to just I would do a simple MOU That says they look or again, we've got teaming agreements. You could probably find a teaming agreement somewhere online something simple not complicated not locking people together for marriage just saying hey like more and more like Boyfriend and girlfriend or what your parents you say coding, right? Yeah, I remember the word coding my parents you say that they're just coding Is that was a courting coding something like that some old-school stuff? But nevertheless, you want to just say hey look this is the we're gonna go out to some opportunities We're gonna agree to work together. I'm gonna do some of the work You're gonna do some of the work you some I don't know who's putting up what what maybe they put up the money You put the past performance or vice versa just saying, okay, you're gonna do some things. I'm gonna do some things, right? There's no you can't establish profit share profit split because you don't know What project you're looking at and who's gonna do what so the thing is all of that gets worked out agreed upon When you start talking about an actual project so what I would just say is that okay, whatever things the reason why you chose that partner Who's gonna be responsible for what? Right, what are you gonna be responsible for what they're gonna be responsible for kind of what those expectations are and then as When it depending upon the project the size and who does what that's gonna have determine what profit gets split And that's the reason that's the way I work it out. Remember There's no I don't there's no to me you can't lose by making an attempt and an effort so To sit here and say like I can tell you one of our students the first couple of contracts she received She was getting 20% of profit doing 100% of work and the partners get like 80% of profit Guess who learned an experience? Yes, the person made the money on the small job So they made 80% and she made 20 but guess who's still in business today who's still working who learn Actually how to do the business so there's no real advantages of someone taking advantage of the other person and you Sitting back because you can't figure out a profit split to not start or be stuck there. I would rather see you Say hey look, I just want to get in a game And I want to actually do something and if they have the bulk of everything that you need and you don't have anything It's like people said you're making money without putting anything up hmm Interesting concept and that's the same thing when I talked about my JB partner. He goes Eric If the investors are putting up all the money and all we're doing is finding opportunities and matching with opportunities Whatever we make is like infinity because we didn't put up any money. Yeah, we put up our time But look you spend your time wasted your time with most of us don't value our time anyway So you're already spending your time doing things that Right that don't pay the bills or don't pay you any money, but That's you know, that's neither there Chelsea what do you teach your paid courses? Everything the same thing that I teach online everything about government contracts. I'll start, you know, I mean all the things that we talk about from building a target market list to I Give you examples of making phone calls who to call wouldn't say where to go how to look how to crunch the numbers how to Analyze right who's buying what you sell a lot of times. So Chelsea, I give a good example someone Monday said Eric should I pay for a GSA schedule? Right, just a schedule is gonna cost you if you hire a third-party consultant. I don't know Five to twelve thousand dollars. Some people charge up to eighteen thousand dollars You're gonna make a five thousand dollar purchase, right based on the fact that someone told you that the GSA spends all this money Well, you can buy our program and figure out how to do your own research And or you could go on my YouTube channel if I got to do your own research to determine even if that's necessary Why waste your time energy and a whole bunch of money? Throwing it at and not only GSA schedule at 8a hub zone, right? So people gladly pay people to help them with certifications and registrations that they don't need I've already explained in the very beginning. You don't need Sam if you're not gonna be a prime So you spent people gladly will pay five hundred seven hundred thousand dollars to get registered Sam to get a capability statement I've heard people paying two thousand dollars to get a website and a capability statement They don't have any contracts. Where did you learn how to actually get a contract? So all of this stuff that your people are paying to do don't yield contracts I'm teaching you how to get contracts. So again those things really They mean nothing if you don't actually learn how to navigate this market how to determine who's buying what you sell how to Know who you should be talking to what you should be saying To make make yourself not sound silly, right? Because you get what one first time you make a first impression, right? so again, how do you make yourself not seem silly because If they take your phone call if you go to a virtual event if you go to a conference, you know how many times Chelsea This is a really good example One of the things that I hear most often from students of mine is Eric, you know, I was at a conference I was at event and the people are so impressed by me They're like you don't sound like the rest of the people that come to this event You know many times that someone was on a on our call two weeks ago And they said the FAA I was on a call with FAA and they were they start giving me information Because they didn't have to tell me what to do when you come prepared Now they can start actually talking to you about contracts and money When you come unprepared, which if you don't if you don't know what you should be saying or asking You're gonna show up unprepared. So you're gonna go to an event. You're gonna get on a call You're not gonna know what to say, right? And so you're gonna show up unprepared that person's not gonna talk to you about opportunities They're gonna talk to you about Get registered Sam get a capability statement Go to GSA maybe get a day. Maybe they're gonna tell you all this other stuff that Because you don't have your ducks in a row and you sound that way you don't speak confident You're not speaking intelligently because you don't even know what that is to ask intelligent questions because you're like who's tell Who's telling you what you should be saying to these people? Find me somebody on here and again, we're doing our research. We've done a really good job I'm paying someone to do the research find someone out here that tells you what you should be saying They don't tell you that The p-tech doesn't tell you that I put out a video Two weeks ago on YouTube live where I said go to your p-tech and ask them to help you research contract information I have yet to find one person One to come back with the information that we need one Colin Billy not a playbook volume two. We don't have that on pre-order yet. Oh My man Demetrius is there All right, look by the way, if there's anyone you guys want to hit up to talk about me GovCon is DJ underscore THR 3 3 Demetrius is a great resourcer. He's in all the groups. He's very active. In fact Demetrius, can I blow you up? Demetrius I'm about to blow you up because you know, you got all these freight logistics transportation people out here, right? You know, they'd be hungry. They they hungry for that information They'd be they don't want to call Cromwell Crowley and get the emails. They want you to give them it to us No, but yeah, no, we had a free course go come free go come my fact Let me pull it up. So for all these people out here who don't know Let me just drop some more resources for y'all Okay, here here's another resource that we have free GovCon course calm boom Free GovCon course Put your name email join done easy peasy We also have a free. We got another Facebook group called contract freshmen. All right. So look We're I am trying to put the hands and the information on your hands So the people can have it so they can make the system Demetrius says I'm trying to respond some RFIs I can't see the attachments is beta sam working for you as in my crappy spare Um, I haven't looked in the last couple of days Maria Pierce. You guys have a problem beta sam Oh, you found the video good stuff All right, see Truly blessed as I started my cleaning business a year ago. Can I go with government contract? What a year? Listen We have in fact You know what I like about here We have people that are in our community that support us by the way, thank you everyone GovCon giant students for being on tonight. I see you out there But we do have people that are on the chat that are in cleaning businesses that are turning down work So you get so we actually matter of fact truly blessed I had a meet and greet yesterday with some new students that just signed up two days ago and they wanted to cleaning we had a meet and greet with them and literally We talked about how fast can they get ready? We've had people that went to an event Met someone and within three days they asked them to have 40 staff members ready to go so truly blessed. How fast can you get ready? Like how fast you how you started a year ago? Can you mobilize 20 people where you at put your put your city in the chat Put where you're at and how many people you got ready to go I there's people out here with contracts That are looking for folks like you so I mean, it's just reality Uh, just got your book on kennel two two seconds. Yeah, like I mean two seconds And like I said, we we're working. We have version two coming out 2020 With all the updated links. We've got some updated references resources because you know stuff changes every three years That's the other reason why I wrote a small book with just links on it because you could update it regularly and You know change it. So that's what we did Um, the other team brings a past performance. That's critical. We think but great advice. No, I'm happy. I'm happy to share Uh, pay courses way deeper choose the calls and if it's an intuitive claim for beta dot sam We're working on it man. We're working on it. I um maria asked about that all the time We're working on it. There you go commitment last longer community. I by the way maria. I wrote it up here It's like Right there Uh, I'm still working on the tool for beta sam We're still working on that P tech content was great today. We have a mean with sba lead at defense arm He helped me so much pull us on the sba list. We're trying to connect now. It's a lot to work follow up Awesome, that's what I love I've used our videos and blogs reference good stuff. I'm happy to hear it That's why we put the content out there. We want people to use it We want people to go to the podcast by the way if you're new here. We have a podcast We have 60 something plus episodes Actually, we have over 70 episodes, but some of them we don't call episodes. So they're not numbered But we have the podcast go to the podcast Look if you're just joining us here Gov con giants. We're everywhere apple Stitcher iHeart radio wherever it go to the podcast Go to the blog here Like there's no excuse Listen to some of our podcast guests Right Look if you need inspiration, let's look at Wesley's six-year-old military contractor Go listen to Wesley if you are in specific industries if you're in landscaping here We've got it broken down by industries. All right, listen to chris thumb buck It construction Right students consultants attorneys alaskan native companies Right all this stuff is here Like all this information is here I don't know Like this this is it's free. It's public. It's all public. I got all this stuff that's sitting here um 99 of everything that I have that I've put out there is completely free visit me on twitter every day I'm on twitter posting every single day. I'm on twitter posting sharing contracts sharing opportunities sharing you What's going on? Look, this is one of my guests recently Look at this. This was one of my guests on our podcast. This is her robot arm She owns this thing. Can you imagine this? She's sitting satellites to space She was I just her and I just talked to him monday carol cregg. This is her robot arm. We're like We got people building robots satellites rocket ships. I mean Like I mean, I don't know what else what folks want out there, man You know, we look whatever you want to do whatever your business is. We have it. Sorry Look, they got 16 seconds remaining. Um, did I answer the best questions?