 All right, what's up? What's up? What's up Instagram is telling people that I'm live. I'm gonna shop in plaza Amy not working He's supposed to be working right now By the way, we're still we are putting together the coaching program. So It'll be out soon Well, what's we have on there? It let me tell you something. I promise you this is a was hard to come on live We're not gonna do an hour tonight because I'm in a parking lot. I just finished eating dinner So I'm just coming on saying hi to everyone. What's up Tracy? I'm saying hi to all my people See if anyone has anything pressing that they want to discuss they want to go about So Don't even blew my face. Ah Your day off. Okay. All right good stuff So, yep, I just finished dinner I'm I just trying to keep my obligations because I said eight o'clock. We're gonna come on So I'm here So you guys tell me what you want to talk about. Tell me what you want to do. I'm here. I'm holding my word. I Remember actually I went to go see, you know, mama Oprah before COVID hit and she talked about how Even if she was sick, she would show up she would go to her event even she didn't feel good So even though I'm really tired. I had two meetings. I just left dinner actually three meetings Dinner, I'm still like, okay. Let me while I'm in a parking lot before I jump in the car Let me jump on and see if there's anyone that has anything maybe the government since y'all something And we need to talk about By the way, Tracy, were you on the call last night the members call? It was a good one. We were actually going over we went over The What was it? Oh Chris Facy. He had a proposal. He was still actually to the point where he's negotiating So we went over that and last night's call It was it was it was pretty it was good shit. Oh Briefly, okay It's okay. I mean, you know all that stuff so All right, what what what's what's going on? What do we have? What y'all need? Nothing everybody's good. Oh last This past week We released a couple episodes to anyone see my man Patrick Hefler's Patrick Hefler was it's good Lincoln Tyson's coming up Marie Gills coming up Yeah, where you look your internet always be acting up Mine I was worried about mine because it was storming because I I don't know But we were I don't know if we were catching up to tail in and that that hurricane that was hit in Pensacola, but It was storming at my house yesterday. So I was concerned Mr. Poplistic is someone answered me Maria answered you she told you she gave us the website govcon edu.com Govcon Edu like education calm. That's why okay That's cool. Yeah, I'm in a rural area myself Here we go now someone's talking top five things you could do to land a government contract All right, top five things you could do to land a government contract One is be prepared. There you go. Maria just put in the chat So the question was what are the top five things you could do to land a government contract The first thing that I always tell people is be prepared There's so many of us out here that are not prepared And when I say that it just means like they're not ready, you know, we Okay, I'll take a look at the message for your messenger. Did you send it today Tracy? Because I didn't see it I'll take a look So number one is be prepared that is really key Understand actual contracting Or that I would say understand the contractor getting into Because a lot of folks out there. Okay, good. All right, I'll check it Tracy later a lot of times What happens is I find and I can tell you I just left a meeting with some guys and They've been begging to meet me and Literally since like July and I was like look I ain't had time for you so then I get to meet these guys right and They're like, oh, we want to do PPE and I'm like, okay. I've heard that story before But we're meeting we're actually in a hospital. We're in a conference room And so they're talking to me about this PPE stuff and I said, okay Let me ask you something if I called you tomorrow and I had an order for X number of units. Could you provide it? Well? So a lot of times what happens is we're not prepared I've had other cases where people have won contracts. They didn't have the money They didn't have the finance they didn't have a credit and have anything to actually do the contract But they won the contract So, you know for me the first thing I would say is be prepared the second thing I would say is, you know, learn the contract or understand the contract and For all those that just joined in now someone asked what are the five top things to do to win government contracts? So be prepared number one learn the contract again Just another story from today Maria was coaching another student who was doing contract and we gave her the example of Maria had a contract with a government agency that they were trying to give us or give her and The government agency wanted to put the contract as a service contract All right, and because we were not the ones doing the work, right? so the guy let's say someone give you a price of $50,000 to do it and then you charge a government $60,000. So you're gonna make $10,000 well If they put it as a service contract You are liable to do 50% of the work And so because Maria was up on game She told the government agencies like look you can't make this a service contract You have to make it this type of contract and so they did it they changed the type of contract it was so that she could meet her percentage requirements and Then allow us to be able to do that contract. So again, those are things that For a lot of folks who don't understand contracting a lot of people who are new to this stuff Like you wouldn't be able to do that You would not be able to tell the government like to change the the the actual codes The next goal it was for the contract. You won't even have that confidence in your stomach We were like no Maria don't know you can't do it So the number two thing we learn contracting number three, which is really really important relationships relationships relationships relationships relationships Everything that we do our team. We've had earlier today Randy by the way, you guys in case you know Randy just picked up her contract today LaLani won a contract today Maria won a contract today So let me teach you about relationships. This is number three thing because again, we're talking about the five things to do government contracts the number three things relationships, so Let's piggy off to another story Today Randy won her first contract with the FAA Randy Right is working with an AA company That the FAA asked for past performance Guess where hurt the F the person's past performance came from Maria So Maria gave that company the past performance that she needed in order to help win the FAA contract that they were awarded So again relationships Only because of the relationships was that able to happen if Maria did not lend her past performance to this particular person They could not have qualified for this contract and they wouldn't have the contract that they have today Sorry, I had to clean my face so Number three thing is relationships relationships relationships Actually, relationships should be like three four and five Because it's like relationships is that important Relationships should be like three and four. I would say is relationships Going back to the story today in the office with this guy and Like Dude, this guy is telling us He's going through nice guy very no nothing wrong nice guy. We met him in his office Maria got introduced to him through someone from the SBA and said hey this guy does, you know all this wonderful stuff and He's you know, he does aviation and helicopters and he manages He's managed 13 different countries and thousands of people and blah blah blah all this kind of stuff so we're in the office and Talking to the guy Maria and I sitting down. We're listening and then the guy, you know He goes through walks us through this plan of all the stuff that he has and all these things he's done And we're like, okay cool. So I told the guy say hey looks like to me you check all the boxes, right? You understand proposal writing. You've got you understand estimating, you know stand soul sourcing You want to like he understood all this stuff on paper? So I said I I don't know how we can help you and I told Maria and I looked at the guy I said hey, I guess it's you know, there's no reason for us to be here He's like wait wait wait wait wait wait wait, and I said he said well You know that's on paper and he says I Can tell you my SWAT analysis and for those who don't know SWAT analysis and strengths witnesses opportunities threats so I told you know What I told Maria the knowledge I gave is we're like a doctor if you don't tell me where your pain is where you're sick Where you're hurting how can I help you? Right, and so he was just telling me all those good stuff about him all this great stuff His company this his company that he's got this experience this got this experience that he's got these guys so I said well You don't need me and And he's like no no no no no actually, you know, I want a soul source contract I want you know, he wants a soul source contract and I looked at his capability statement, and I said to him I go, okay What area you want to focus on he goes no I want to do all this stuff And I go I don't work that way and I literally told the guy go look This is not the way I work, you know for me You have to pick an area and go after that area So I start asking the question say hey look you're in the aviation space you do you know you you service airplane He's actually literally services certain helicopters and certain airplanes, and I go you service those planes you do all the logistics You you know you actually fix them you get the parts. He's supplied new parts. I Go why not you know do that for like the DLA and He's like yeah, he says you know we could do that and we talked to the DLA and they're interested in us doing that for them He says but that's the long approach and he said yeah It's a it's a long-term play and so he goes to beta Sam and he pulls up something on beta Sam And he tell it begins to proceed says I want to do that contract So I'm looking at it and he's like yeah, but it's doing a couple weeks, and I'm like dude You're too late like it's like no no I can do that contract. I'm telling this guy said listen This contract that's on beta Sam that you're looking at Someone else has already had their eyes on it for six months. Maybe even a year. They know the ins and outs They know the people involved. They know the pain points of the government They're already ahead of you, and he's like yeah, but that's what I want to do and I said look This is not the way I operate And you know I can't really help you in that regard so I said but You know if you're interested in doing some of these other things You know we'll do it and that that's so that goes back to the fourth thing which is like, you know, you got to find a lane He he said that his strategy was they want to bid 25 contracts a month or 50 contracts a month They're trying to cast this wide net across and That's not an effective strategy That's just that's not effective strategy I if you were to spend the same amount of time and effort going after one agency one client then You're gonna be laser beam focused and that's gonna allow you to develop that relationship cultivate a relationship Have them know you for one thing Have you know you for one thing and then when a time comes and there's opportunities available. They know who to call Okay, so a lot of people are chasing is what I call a shiny objects There's a time called shiny object syndrome where they just chase the next big shiny object and and that's the key So again, those are the things that I would talk about would be my top five to You know landing government contracts My man, he will say you're a surgeon with the stiff man Yeah, I'm trying to break his bones and crack him up and then honestly he spent 45 minutes talking about his business and about all the great things they do and I'm like, okay So then what's the problem and not and you know, so then finally when we start talking about what we've done And how we do it then You know then it would came around to you know a game playing a strategy And then he started asking us what was our fees and our rates But we could have skipped all that nonsense if it had not been for him trying to sell me like I was a government agency That's only a bro. I'm not the government There's no reason a lot of me because I'm not the government. I'm not giving you a contract So for you to pretend like you have this whole huge infrastructure in place You know, it's it just was a waste of time Let me go back and answer some of the questions I seen as I was talking through by the way Maria Three and forward relationships fine and Lang was number five Relationships were that important they get to they get to end of my top five relationships gets ranks three and fourth My man says we're trying to get cleaning and trucking contracts how to get better at filling out There are cleaning contracts galore That I mean there's just there's so many cleaning contracts out here really if it if it if I were in the cleaning contract space I would get registered with my local state my local municipality and You know, you know, just price them like just basically bid them There's really nothing strategic about it in terms of cleaning contracts. They're everywhere. They're plentiful I know people who are turning down cleaning contracts In fact, you know, someone our group. She's they just they turn down cleaning contracts. There's too many for them to handle I have a student of mine. That's here in the Miami-Dade Broward area that he's doing cleaning contracts from Miami-Dade County They're they're plentiful I really believe that if you are in the cleaning industry, you just literally have to get registered and Start talking to people within your local municipality or the municipalities around you and local states and they're they're looking for people really Bad they're desperate for clean country. I mean everyone has to get their stuff clean, you know The guys who met with today they They're cleaning hotels and facilities like so cleaning contracts to me are like really easy really easy to get right now They're almost like the PPE contracts that they were given out three months ago. All right So again, let's he's saying what my area is freight. My wife is clean was Justin's on that kind of field We read it and it kind of crazy. We'd like to know where to get more information So I kind of just answered that question which is like, you know, hey register with your local state city municipality get on some of the bidders list sign up for I forgot the one we had bid sync or bid Some of those Murray, do you know the ones that we have the bid ones that we get every week We bought about one of those bidding services like bid sync or bid something and they send us a lot of like cleaning PPE whatever kind of stuff we get that all the time so For cleaning contracts, you shouldn't have a problem. I'm honestly I think all you have to do is literally show up and and ask and and people will give you contracts And I and I'd never say that about anything but but I've seen it Just in cleaning I've seen the need is so great that they're they're begging people to come do this Once a set of size solicitations pass, could you still provide RFQ to the contracting officer? Nope If it's gone, it's gone There you go bid sync there you go Maria answer it bid sync Yeah, bid sync so yeah bid sync is a place to do it Can we help you? Yeah, we actually Maria Maria and I are working on the coaching program where we're you know, we'll be helping people out Which not quite finished yet, but we're getting there. We're getting there So hey, Nicky what I did to Maria. She thought leave Maria alone what I did That's messed up. I didn't do none of her so Yeah, but we're working on we're working on Trucking with us for life Message us in fact message us here or gov con giants Just DM us and then we'll keep you in a loop when we have this thing wrapped up. We were working on it I promise you we're like A lot of people are asking for this stuff. I registered for Sam today. How long do I have to wait to get approved? I Think the last time when we got registered my my joint venture partner. It was Six weeks Yeah, but just because your registration is not approved doesn't mean you can't start doing all the activities You need to put yourself in a positional land contracts. I would not wait For my Sam to start marketing my business D was I'm ready for the coaching Okay, my man says how do you develop a calendar so you can forecast where to start building relationships? I'm trying to understand that question. How do you develop a calendar so you can forecast where to start building relationships? well, I think I don't know about this calendar that you're asking but There's a couple places where you can learn it. Obviously. We you know, we teach it I don't know what the hell happened some noise happening back So where to start building relationships, we we have some content publicly available on YouTube that talks about it also I remember reading it and Judy Bratt's book. I can't think of name her book But Judy Bratt j u d y B.r.a.d.t. Her book talks about the nine people that you want to know in government do business with You can find it on Amazon. She's got a place. It talks about that. We talk about it on YouTube We talk about in the course. So I mean in terms of a calendar We don't really have a calendar for it But we do have the people that you need to know and talk to that will Take you from one, you know one step to the next step to the other. So We do have that Available publicly like everywhere And again, I know because it comes to my mind Judy Bratt has a section her book that says these are the nine people that you need to talk to definitely Can you can someone look it up to see what what to name her a book? I can't remember it now, but it's really good So yeah, no, I know I said start building relationships, right? So your question is with whom right? I guess I just don't understand how is a calendar relate to that? That's just my point But there is there again, I'm telling you on on YouTube. We talked about there's a government by what I sell and And Judy's black Judy Bratt's book We talked about it or she talks about the nine people that you need to be there you go contracts made easier the nine people that you need to know in the government contracting space and I think that's kind of what you're asking. All right. So what should I be doing it? So I get approved relationships relationships relationships Until you get improved in Sam. I would couple things one is You know going back to what Maria put on the screen, right Maria Can you put those five things that we just talked about back on the screen, please? so what I would do is these five activities that we just listed on here and Learning contracting right making sure your team is together How do you do that? Look up some existing outstanding contracts for in your particular arena See if you have all of the qualifications, right? Make sure that you do if you don't find out who you need to bring on partner and team member Whatever case may be to help you offset where you're lacking so that then you have a strong team If there's capabilities make sure you acquire those capabilities in some shape form or fashion and Then then at that point you could start reaching out to people. However, I will tell you this this Because it's the end of the fiscal year. This is not the time to build relationships Unfortunately, everyone is super busy. They're trying to put out projects. That's why today We were awarded projects in Florida and California simultaneously because the government is just putting out projects We have people on our team that work inside of the government and they're reviewing Technical proposals every day all week That's just that's that's where everyone's focus is until the fiscal year ends So this is not the best time to start trying to build relationships. I To wait till October, but at the same time you could do all the planning, right? So figure out who the people you should be talking to Get their information track it down Pull down a list of the upcoming projects the forecast for 2021, right? Because 2020 is gone now we're going to 2021 pull down a list of the upcoming projects and opportunities and start Seeing where you can position yourself your company Uh and align with some of those projects and then that way when the government comes back from hiatus, right? Then you could start setting up meetings and talking to them. In fact Uh, if you go on my youtube channel, I have a video. It's called what activities should you be doing in a month of october? Right, so I put that out for 2019 But it's the same activities in 2020 because it's october again and these are the activities that you should be doing So I just I actually just sent that to one of our interns who asked well, what should what should people do in october? I go actually I have a video called what to do in the month of october So take a look at that video gives you all that information that you're asking for because Again, people have already done it. Oh, hold on. I got a request to join live Let's see what we have. Oh you watched it Okay No, no problem glad to help out Okay, oh man jr and jump in all right. So you said I believe I could be wrong Our interest is not understanding the pain point selling our value proposition and appropriate price and we continue to miss the mark Um, no, thank you. Thanks. Thank you. I appreciate that all the best Okay, hold on Okay, I guess jr. Okay, good. Um You know I think that the the pricing could be your issue We had one of my other students that he was going after opportunities and he didn't know how to price it correctly At the time we had someone that was a former contracting officer that worked with them to help them on the pricing and he was able to Basically restructure his pricing and then he started winning contract contract contract contract. So you could be right. It could be um, the pricing In terms of your value proposition Maybe i'm not sure of the industry you're in so that's possible. Um Hold on jr wants to jump on let me see No, no, listen. I I mean this is this is Oh, there he is Yeah, finally. Yeah, sorry about that No, you're good. No, this is good. So, um, you know, everybody know what's going on right now, right? There's a big hurricane and there's the response and stuff like that Well, I was looking at sources thought and um I mean fema already put out contracts related to hurricane selly and uh, right it closes Uh tomorrow morning. So you only got 12 hours to find a bidder. Well, uh, basically, I don't know You're in tallahassee. That's well, you're near tallahassee. You're near florida And that's the place of performance. Where do you want to stage the gear before they do that? Uh, you know long story short. I tried to contact, uh, you know, some people from herk rentals and stuff using my, uh, You know my methods my research methods. Um, yeah, I'm just here to jump on and see if anybody is in, uh, florida If you guys want to do this bid real fast Uh, we have to respond by tomorrow morning Um, and it literally came out less than an hour ago. So Get out of here. I'll drop my email in there And this is uh, just from my estimates. Um, you know, it's just a source of thoughts that I don't tell you everything specific They don't really tell you the technical requirements because it's hurricane. They said, hey, we want this piece of gear We want this piece of gear. It already looks like it's at least $300,000 with just what are they looking for? What are they looking for? They're looking for they're looking for some pretty big generators like generators at least Yeah generators pumps hoses So, uh pumps and hoses you're looking at about 50 items Uh, as far as generators you're looking at about 15, but these Generators go all the way from 250 kilowatts to one of them. That's all the way Does generators Okay, well that's But you just again, I I mean he uh, uh, maria john put uh connect jr with john bowen Definitely. Okay. All right. Yeah, and they're two separate solicitations. So, uh, yeah He actually is providing generators down here in miami dade county Oh, perfect. Okay, perfect. Yeah Here in miami, uh, and he does he actually does generators. So I'll standing. Yeah, I could I'll connect to it. John. All right. Thanks a lot for let me, you know, talk to the group Eric, thanks Come on. Listen, this is the stuff we need to happen Seriously, this is what people should be doing So, all right. So as you see my man jr, listen I don't know when he started but he came on and he's been like a firestorm So he's been he came on he's been consuming the content bought the course jumped in headfirst Helped his friends told some of his friends about what we're doing out here. Uh, they landed some securities Uh contract and so he's been like just Cranked up. I know what people are going to be successful. Oh three weeks ago. There you go three weeks ago I know if you were going to be successful and and you know, when you see people that are doing activities that are following what we talk about This is how you get yourself in a position Like he said, he's looking at stuff that's just coming out now about a hurricane that's hitting as we are speaking Solve a problem solve a need that's what I was trying to tell these guys today in the meeting. I'm like, dude I I don't do how you guys operate business. I I'm following gao reports Right, most people don't even know what a gao report is. I'm sure demetrius knows what a gao report is jr probably knows what a gao report is right gao report I tweet about this if you go to my twitter feed you'll see I'm tweeting gao reports like what the hell gao government accountability office Why am I looking at that because the government accountability office is dinging? agencies They're dinging the federal agencies for not doing x yz. They're telling where their shortfalls They're telling them where there's problem areas that and that's where you want to go and solve those problems and offer them up solutions He's talking about a hurricane that's happening right now That's solving a salute problem that they need a solution for because the hurricane is happening so They need people to work on this today They don't need you to talk about doing hurricane relief six months from now. The hurricane has happened today That place needs to be cleaned up This week if you are living in pentacola The only thing you're thinking about is when is somebody coming to cut down these trees fix up these power lines Clean up this debris clean up this trash. That's the only thing that's on your mind Not jr jr saying hold up. They got a hurricane coming Hmm. I smell an opportunity Okay, I see That's what you're supposed to be doing Right not sitting here saying well I'm gonna wait until the government puts out a rfp Because I have 10 dump trucks and all you people on here that do Freight logistics you just asked about how do I get more trucking contracts? Are you looking at what jr just said? Are you looking at sources? So you know why he knows sources suck because we talk about it I preach rfi sources thoughts get ahead of the game Get ahead. Don't wait until it comes out. Maria's contract that she just won today never made it to beta sam It was a sources sought notice. She responded. They emailed her the opportunity directly. She negotiated. She got a word today so That's that's how you get ahead of it, right? So if you're still watching my man, that's about the five things to do That's he said he he said he even used one of the templates. It works Look, I tell people Use my words use my templates Use everything like don't even change it. They don't know it's me. They don't even know me like just use the stuff I don't care That's why it's here. That's what That's what i'm talking about. So look, let's go back with maria just put on screen going back to what we talked about Be prepared no contracting relationships relationships and then find your lane and that's what he's doing. He's you know again be prepared Right, because i'm sure if you respond to that for hurricane sally, they're gonna call you they need generous They're gonna call you right, uh, i'm sure maria. Where's our boy brocco oil at? Where's brocco oil louisiana right now where there's fires? He's out there. They're filling up generators so again For everyone that's listening who's new You know follow these things. I it was a great question that someone asked the five things to do and So, you know be prepared no contracting relationships relationships and find your lane Hey, look with that said i'm gonna sign off because i'm on here a lot longer than I thought I'm sweating. I had some ramen and it was a little bit spicy. So Um, jr. We will connect with you. We'll definitely put you in contact with man. John bowen Um, send us over the social site so we can look at it that way in case we have someone else that comes to mind Uh, I'll you know just send them your way as well. All right maria chop it in a chapter man. Um, wk rando one gov con edu dot com Gov con edu.com So it's g o v c o n edu.com. That's where it is. All right. Hey guys. Thanks so much for watching monday This monday on youtube live six p.m. Eastern. We're going to be talking about uh building matter of fact jr. Hold on this monday We're doing uh building business credit and john bowen the guy i'm talking about is going to be co-hosting that with me So he does business credit and that's how he was able to start doing all of these Uh contracts with the miami date counter. So in fact, he's going to be doing that with me this upcoming monday So all right guys, listen Be safe out there. Love you guys. Stay healthy. We're a mass and vote