 So what do you guys want to start I would say I want to focus on Like learning from you as far as scaling of our business because what we've done is over the last 14 15 months We've went from zero to about 270k last month, and I know we're nowhere near where we can be but I find It's crazy Yeah, but I know that it's you know know nowhere I mean most people do what we're doing aren't even close to this But I don't want to like look at the competition and get complacent You know I would continue to think big and really like jump after this. So I'm just trying we're adding a sales team and you know some phone sales and some other stuff Just trying to focus on you know what can we do to you know really scale up our business and get a lot of attention so I guess you could call me the baby Elena I try to help them all out and I do a lot of the finance work. I pay the people Try to have the good culture create a good culture Yeah, that's good. That's awesome that that should not be underestimated you know pushing in back out there So go get some more do some more. What are you doing? It's gonna take more than just the two of you guys to do this yeah When we went a lot Lawrence said hey, you know Atlanta's my biggest fan I got a bunch of people here that are fans of mine Like Sherry Sherry without Sherry. I think Sherry would jump in front of a truck before lane of wood How did you create that so Cody just hired to knew an assistant kind of for me and then assisted for him How did you create that bar that they would do that that Sherry would jump in a truck for you? Yeah, because I'm convinced that the way we did it was not something that I did with Sherry But then I got rid of the other people that wouldn't do it Yeah So it's a hardest thing like nobody talks about getting rid of people. There's no books about it. It's like You know, there's a lot. There's a lot of stuff on Turnovers a bad thing. Don't get rid of people Cut employees on happy and they give you up 20 reasons why people aren't happy Let me tell you something you need to get rid of people had this conversation with Sherry yesterday It has been six months Sherry since we fired somebody in a major position from me running the business solely from August of last year till now we've got Like a dozen people and so it just keeps growing every week It's scared scared her to death payroll keeps going up, you know, but honestly like that's what it has I mean, we've got an awesome team and it just keeps growing and it has to grow, you know Yeah, yeah, so let's talk about the attention and the scale All right, I mean the way to scale is to decide number one. Hey, we're gonna grow no matter what that means You're gonna you're gonna negatively impact some cash flow in the beginning So things you're gonna be skinny. You're gonna have to eat peanut butter and jelly sometimes But the expansion is probably more important than the T-bone, right or the car Yeah, like I see a lot of guys go out there and they start like I see it all the time on Instagram guys trying to fly private I'm like, what it what is this dude doing getting off of a jet like it is To me it is so dumb watching this dude Because it's like bro, you're not there yet. There is no way I know enough about money to know what that guy's doing What he makes That that for him to be flying private at this point would be ridiculous That money should be going back into the business and expanding the attention Okay, so so I'm just using the jet as an example, right? So what one picture with a jet is gonna is not is not that's not how people grow their business and And you know, look at all the guys that are making the big money. They're not on Facebook and Instagram all the big players aren't on it So we see a handful of people right now that are playing the game on YouTube and Instagram like wow man That guys make a lot of money this guy the big the big businesses if you're gonna build a big business You're not gonna build it because you're there You're gonna build it because you use it Right as a distribution network to get attention, but it's not gonna be because you're Scrolling through to see who's doing what Let's go Right, we don't have people on Instagram calling me saying I want about $10,000 ticket right now I want to hook up for a 12-month contract. I want to do you know, that's just not happening Right, they come in. Oh man. I love that. I love this. What whatever right that the reason so there's a little The attention thing is a little bridge It's like one of those rickety Bridges wooden bridges over the Grand Canyon or over a canyon that you have to walk over there's lava underneath And and a dragon's threatening to kill you so you got to walk along this thing carefully, right like Not look down too much. I look around just get to the other side That's the only reason you're using the social media, right? And you're making a good point because that's something that I'm Getting better at and when once you build a team it actually starts to help because you get you know You get freaking complaints haters crazy comments people that hate your guts people who want refunds and all this stuff Going on around but it's like the bigger we get honestly The less I worry about all that because you know, then you got you got a team messing with it, you know They don't affect where the trains moving, you know, so yeah, yeah, yeah So so your job every day is to go in there and to keep not just keep getting attention out But keep attention in What what's what's crazy too is once we started spending a grand a day on you know, Facebook YouTube and Google Back in literally after we got back from the growth con crazy as it is It's like that's what I got out of it like freaking just think bigger and spend some money Yeah, that really started to just started to grow every single freaking week But what you need to do is you need to understand that you cost money Okay, this is a very complicated thing that happens with business owners people that own a business 10 to see themselves in the business different than they would if you hired somebody to do your job You guys have a job you need to pay yourselves a salary Now the reason you want to set your salary you want to set your salary so that in the future when you're hiring people You like bro. I pay myself five grand a month. Yeah Okay, and you want 10 how am I gonna pay you 10 when I pay myself five So you guys need to set a salary there right now you're paying other people more than you pay yourselves correct So so so it's very very important for somebody's going to be a self-employed person run their own business You need to treat yourselves like you're on the payroll Everything above the eight grand you ought to spend Good Dude, I love spending money so it's yeah. Yeah, and then okay, so measure okay Where are you going to spend it to get more attention to get more customers? To even spend money to show off your successes to counter the quitters You know maybe maybe you're gonna take you know $12,000 a year and give it away to some of your best Your most successful cases that you're working with what are you guys gonna do as a result of our call today? Spend more money. Yeah, thank beggar Hey real quick, what can I do like I'm starting to build out a sales team to try to help replace not replace me But to grow What's some advice on that real quick You're gonna hire a bunch of people that don't work. Yeah, I got rid of one last night after his first day so yeah, so Don't get frustrated It's gonna be ugly And I mean let's face it make your phone calls a hard deal It's a it's a it's a it's like lifting 500 pounds in the beginning. I don't I mean it is I just I don't understand why but it clearly is. I mean, it's it is hard bro. You need to understand. It's hard It's a hard thing. I know people that would rather go to Afghanistan to make a cold call I Saw a guy sign up for the Marines. He's like, I'm gonna do two years over there. I'm not doing phones So it's just a it's a huge confront. It's calling somebody you don't know. It's you know It's a tough deal So the second thing I'm gonna do is you definitely need people in the environment and you need some leadership back there And and no nobody even when you provide, you know, you need bodies. I need bodies back there. I need I Need bodies and somebody's got to manage the bodies to make sure they're moving around Cool. So I don't I don't know how we've created that thing that we have back there. Yeah And and but you need bodies back there You need people back there you need to announce that people are winning you need to you know spend time with those guys Get them excited. Are they all on you? You should not be spending time training people You should not try you should not spend any time telling somebody how to make a call take a call or how to handle an objection It's been half my day yesterday. Yeah, huh? It's been half my day yesterday. So That's a complete waste of time. You're not a trainer. Don't be a train. There's no money in being a train You should you should be taking terms You should be sending out follow-up calls. You should be touching customers all day long. I never trained these people We give them caught on you watch it Okay, we look at okay. Did they log in or not Todd's in there right now making sure every person logged into that If you're not getting your training, we get rid of you You train before you get here You don't get you don't train when you get here when you get here you're making phone calls You've you spent two or three hours talking to these people last year like yesterday. They can't make phone calls when you're talking to Right, and they weren't so you got to be clear about your role, right? You're not a trainer Get caught on you make them use it just like whip them into it So you ask me how we have what we have back there. They listen to one guy me They go to court on you they listen to me about handling objections follow up like they're hearing it The people that are most successful in this company are the ones that listen to grant the most They don't listen to Todd. They don't listen to Jared. They don't listen to Jerry They listen to grant the most and they watch before they come to work before they come to work They watch at night. They watch we can see when they're watching the guys having trouble. You're not doing you're not doing their training. I Don't want Todd telling what to do. I want them to listen to what I tell them what to do. Yeah So you either you they got to go put all your stuff on video create 1500 videos and test questions edit the videos or You need to get all of them on card on you and say here's our guy. This is our partner watch it and Then what you do when you go in there? Who can I help you with? Well, this guy doesn't want to buy this guy wants to Whatever you need to handle talking to people not talking to them Okay Next time I talk to you guys, man, you'll need to be in like two million a month There's a lie. So so so my goal of one million a month is too small. That's what you tell me. No, no, you know, that's that's good That could be your next stop. That's a good goal, man But just go ahead and just go ahead and plan out the 2.7 million and then if your next stop is one million It's not like I'm holding it against you. Yeah True that. Thank you, brother. Appreciate it. I appreciate your time so much. Appreciate you guys. Pleasure. Pleasure spending time with you. Yeah, you too. It's okay. Thanks. Appreciate it. Thank you