Latest / None of Your Business Podcast / Leaving NY for Cleveland: Why Aaron Lichtenstein Bet Big and Won

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Leaving NY for Cleveland: Why Aaron Lichtenstein Bet Big and Won · None of Your Business Podcast

• 0:00
  New York knowing two things number one is Cleveland rocks,
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  but we still trying to figure out why and the second thing is
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  that if you want a place that you can afford to live and I
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  tell this to people all the time, move to Cleveland yeah so
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  I am curious about your yeah journey of.
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  We'll put the hotels, you know in the first in a second.
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  Our ADD is kicking in. None of your business, Oshi.
• 0:24
  None of your business, Michael. It's the None of Your Business
• 0:26
  podcast hosted by Michael Anoshi.
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  Welcome back everybody to another revealing episode of the
• 0:33
  None of Your Business podcast. I'm your host, Michael
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  Greenfield. Joined with me is my Co host,
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  Oshi Schwartz and we are produced by the Prime Source
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  team. Thank you for everyone behind
• 0:41
  the scenes. Thank you for liking,
• 0:42
  subscribing, commenting and getting involved.
• 0:45
  Guys, I have a new thing that I'd like to start with today,
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  and that is Chap GPT said what? So in order to introduce our
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  next guest, I'm not going to just introduce Aaron
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  Liechtenstein. I'm actually going to tell you,
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  Aaron, what ChatGPT has to say about you, OK?
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  That way you get to know what the world thinks.
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  There is there is someone a. Little bit about you.
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  There is another Aaron Liechtenstein out there to use
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  like the Russia Shiva of Ghosh. You know of of all these, you
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  know Piggy Shiva. So let's see what they said
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  about me. That's not you.
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  That's not me. No, but let's see what they came
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  back to you. No, I get it all the time.
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  Confuse you with. It I've gotten business in the
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  modern Orthodox world because he is there like like big rush
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  Shibu. It was nifter a few years ago
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  and he's like the guy that everyone like they asks me, are
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  you related to him? But let's see what ChatGPT came
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  back. OK, Aaron.
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  OK. Aaron's booth pulls more nurses
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  than morning rounds. If you're looking for the crowd,
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  just follow the buzz and probably the snacks.
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  OK, That's number one. So because you're you're a big
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  trade show guy. I I do go to a lot of trade
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  shows. How many trade shows would you
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  say? Now it's down to like 3 or 4 a
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  year, but then you have the big like the Ecaps and LTC one
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  hundreds that you go to and not like a trade show booth.
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  But I big believer of people having booths at trade shows.
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  You know, people say I'm just going to work the floor.
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  I think I'd have a booth sometimes.
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  I I, I hear what you're saying, but you can afford to have a
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  booth at everything so sometimes people like to absolutely go to
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  places. Used to be an accountant.
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  So yes, your ROI pitch better add up or he'll find the decimal
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  you missed. Yeah, GPT schwa, you left
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  Brooklyn for Cleveland and actually brags about it.
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  Oh gosh. OK, you're a low key LinkedIn
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  hotel reviewer. If he stays there, you'll hear
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  about it. OK.
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  And then finally, you turn negative pressure wound therapy
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  into positive energy, making it sound sexy.
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  OK. This is chat GPTS version of
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  you, it's not mine. What do you think?
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  Not bad. Yeah.
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  Yeah, I'm fine. You know, not, not the
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  accounting part, but other than that, you know, pretty good.
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  You were an accountant? I was an accountant.
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  I worked, I got married in 22,010 and the economy wasn't
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  doing too well and for some reason my parents said you
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  should go to college. So I went to actually down the
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  street from here. I went to the PCs accounting
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  program and somehow I ended up at Deloitte.
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  And then I went to work at Ernst and Young.
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  I was in the real estate tax group and I worked there.
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  I, I did decent. Not not that great.
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  You know, I worked under this partner, his name is Saul Crone,
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  who is excellent to me, treated me really well.
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  And somehow after being there for, you know, for a bunch of
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  years, I decided, you know what, I want to leave accounting.
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  It's not for me. So I started going to recruiting
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  firms and they said you're an accountant, you got to stay in
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  accounting. And they said, you know, why
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  don't you come work for us? So I became a recruiter for a
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  year. It's the hardest job placing
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  people because people are crazy. You know, it's their whole life
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  is there is their job is their job.
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  And then from there, my family's business in the negative
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  pressure wound therapy business in nursing home started to
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  expand. And I joined the business 8
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  years, nine years ago around this this time of year, nine
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  years ago, funny story about working as an accountant.
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  And he used to make a joke this partner and he's to say that,
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  you know, you're like an average quarterback.
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  He said you might win a playoff game if you have a good team
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  around you, but you're never going to win a Super Bowl, you
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  know. So if you have all the right
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  receivers, you know, he's big sports analogy guy.
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  He was very good to me. If you have the good staff
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  underneath you and good supporting team, you'll do OK.
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  But I'll tell you one thing, the pressure you're under when you
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  work in the Big 4 is unbelievable.
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  And today I don't get stressed when I'm working on something
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  because the deadlines and the amount of work that you have to
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  do and the hours you have to put in and the, the amount of
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  preparation and looking things over.
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  It's so hard and so much that you really have to, you really
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  have to be like, you know, what kind of trains you for like
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  today. And the things that I learned
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  there, like my Excel skills and anything I do is I didn't waste
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  any time there. You know, it kind of, you know,
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  it's not transitions completely, but into sales, but something
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  that really I think really helped me.
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  I have a lot of friends that are in that world of Deloitte or Top
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  4. You said BIG4.
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  Yeah. What are the BIG4?
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  Ernst and Young, Ernst and Young, KPMG, Deloitte PwC.
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  Oh, PwC OK, fine, those are the top 4 accounting firms, correct?
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  So whenever you meet someone in, you know, and he says, oh, I'm
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  an accountant, I work for the big four.
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  He means one of those or those. But the trajectory of the that
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  industry is usually to become a partner and make a lot of money.
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  And this is the reason people go into.
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  It or they go private and become a CFO of a hedge fund or a
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  private equity fund, real estate fund.
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  That's the world of finance. I'm always curious about these
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  things because of careers for people.
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  I always like to know, yeah, this is a career people can go
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  into if they like accounting. But you're saying it's very,
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  very. I was in real estate tax, so I
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  was just working on real estate funds, doing their K ones,
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  basically taking taxable income and then kind of making taking
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  their income and turning into taxable income.
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  For these big partnerships. It wasn't like I was doing
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  personal tax returns or people's tax returns.
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  There are investors, institutional investors and
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  basically we would give them their K ones and show them what
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  the taxable income was. I'm already bored.
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  So you're saying bored and you were stressed?
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  And today with AI and and offices overseas, I promise you
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  it's not so complicated, you know, but you're.
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  Saying yeah, it was still. Still a lot of pressure, a lot
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  of deadlines, a lot of changes, yes, a lot of deadlines, tight
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  crunch times, late nights, a lot of ordering and food and stuff.
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  OK. So you went from potentially
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  being a partner in an accounting to doing LinkedIn reviews on
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  hotels successfully without stress obviously.
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  Right. Exactly.
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  Well, what happened was when I was doing this recruiting thing,
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  I don't like it. And the business, you know,
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  started to pick up, you know, my father's business now, my father
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  started this business in 2005. He worked at Tri-state Surgical
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  for 20 years. He was at a trade show one time,
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  the Met trade show, which I'm sure you've heard of.
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  And they they had this thing called the negative pressure
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  machine. Now at that time, there's only
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  one company that did it was called KCI.
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  It's owned by three M today. And he saw that this company
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  Blue Sky decided to come out with this wound vac.
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  What a wound vac is it does negative pressure suction
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  therapy to wounds that are very nasty OK And he went to his boss
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  and he said hey, we can do this thing for a lot cheaper.
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  He says we're not in the rental business, we do medical
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  supplies, DME, we don't do this thing.
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  So he decided that he's going to start doing this thing on his
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  own so. Went to his boss, had an idea.
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  Had an idea. No, he said.
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  I'm going. To do it on my own.
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  It took him some time and he started taking these things.
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  They were look like a KitchenAid back then.
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  They weren't, you know, wound vac today looks like a tissue
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  the size of a tissue box. It's a machine size of a tissue
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  box. And and he kind of started going
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  around and bring them out of the back of his Toyota Camry, like a
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  1999 Toyota Camry and bring them into the facilities and say,
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  hey, you need a wound vac. I have it $65 a day.
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  You're paying $180 with this other company.
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  And he made a husband that if I have 15 machines out, I'm making
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  enough money that I was making at that job.
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  And for those that don't know, when it you get a wound someone
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  had gets a wound, diabetic wound or.
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  Post surgical wounds. Surgical wound.
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  Amputation wounds? Sure.
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  And that there's different stages of wounds that happen on
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  a person's body, right? Stage 123 and 4.
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  This is 3 and 4 usually. Right, so you can treat it with
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  some bandages and some creams, but if it gets too deep and too
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  difficult to treat, then you need to do a wound vac, sort of
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  like a vacuum. Vacuum, but it sucks very, you
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  know, very, very, very little on the wound.
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  And what it does is it brings, you know, it's a bandage of the
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  tube going into machine. And what it does, it brings
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  oxygen and blood from the rest of the body to the wound.
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  And it promotes healing. Similar.
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  You ever watch Michael Phelps swim?
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  He has like, you know, those red circles on the back, on the
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  back, that suction cup in therapy, What it's doing is it's
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  bringing, you know, it's not an open wound, but they kind of
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  suck out all the air of this. The, you know, it's called a
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  bonkus. Actually, that's what they used
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  to call it back in Europe when people get sick, suction therapy
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  on the wound, on the, on the body.
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  And he promotes, you know, his muscle care and stuff, you know,
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  you ever heard of suction copying therapy or anything like
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  that? It's very popular in sports.
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  Popular. Yeah.
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  Yeah, you see a lot of athletes on the court and they have like
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  these red, round, red circles on their body and it's become very
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  popular among athletes to do the suction.
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  What's it called? Suction, cupping or suction?
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  Cupping. Suction cupping.
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  That's what Matita is actually by breasts.
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  Honestly, it's it's it's. Bringing blood what?
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  Yeah, I'm telling you that's what it is.
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  That when they do, that's what it is.
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  It promotes healing. It's bringing blood to the
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  actual wound to make sure it heals better.
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  It's not just a ritual. There's a, there's a, there's a
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  thing to it. I almost don't want to describe
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  what my teeth say. But I'm just, oh, we don't have
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  to, OK. On from this, but that's
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  fascinating. Yeah, not a topic that will be
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  well received. So.
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  You're saying when you're cutting the babies, little
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  schmeckel, and you're circumcising is bleeding, you
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  want to suck the blood to the point of the wound so that it
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  heals properly and therefore people do it.
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  And we recommend that they don't do it by mouth and they use a
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  device which has been out there for over a decade.
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  This is the Halachi portion. Of the Yeah.
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  That's just the part that I'm always fascinated by when I go
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  to a bris or something that was watching.
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  What do you what you're trying to learn?
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  So I guess maybe there's some wound I don't watch.
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  There's that watching. You ever see little children
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  watching? It's like I always try to push
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  them away. I don't think it's meant for
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  them, but I'm curious about that, the wound world, because
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  Oshie and I have been on a journey for the past few weeks
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  learning about placenta and the idea of membranes and taking it
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  to heal wounds in a way that no one else can heal it.
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  Do you know about this world? It's becoming the new cash
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  advance type business. Now I, you know.
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  Mendy Wash way he explained cash advance.
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  It was unbelievable. I enjoy that part on your
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  podcast. It's like the new ABA is that
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  for somehow the insurance companies, when they do a
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  placenta change, they're going to give thousands of dollars.
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  What? What is it?
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  Can you explain what that? Is it's basically an artificial
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  skin, skin that they're basically after many treatments
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  of trying to heal a wound and there's documentation for six
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  weeks or 4 weeks, I don't know the exact numbers.
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  You're allowed to order one of these pieces and the the
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  reimbursement is ridiculously high on that.
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  But it helps heal the. Wound, it helps heal the wound
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  gas officially, officially, right, Yes, that's like the new
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  thing and people are if it really works or it doesn't work,
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  but right now the insurance companies are paying a lot of
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  money for that thing and we're not in that world.
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  Artificial skin that you're putting.
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  That's what it is, like a skin graft.
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  Heal a very high level wound, that's what it is.
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  It's tissue from the placenta I believe.
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  What is that about from the placenta?
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  They're saving it and they're saving it and they're skin graft
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  out of it's fascinating stuff. And apparently this has been
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  around for a while. That's not new technology, but
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  it just hasn't been as exposed as it is right now.
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  And the Medicare reimbursement for it is ridiculously high.
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  It's in the thousands of dollars per per square inch.
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  So you can have, you know, a 4 by 4 area that you know could
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  potentially be 1520 thousand dollars just to tend to that
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  little area that wound. I get people reach out to me on
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  LinkedIn saying they just got into this.
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  I see there's people that you know, let's do AJV together.
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  Voice notes are. Coming in, it's like a gold
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  rush. They don't.
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  Even know what what I do, they just see wound care on LinkedIn.
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  They think wound care is one thing.
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  The wound care industry is a billions of dollar industry.
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  There's so many aspects of wound care.
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  You have the Gentile people, you have the healing partners
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  people, all those, you know, companies that do wound care.
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  I'm in one specific area of wound care.
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  But when someone just jumps into this business, they think that
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  you know. Yeah, wounds are a very serious
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  topic. Very serious topic because when
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  somebody's bedridden and somebody is not getting enough
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  movement in their body and if they're in a coma, they're
• 12:14
  immobile, whatever it might be, and they start getting ulcers,
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  pressure ulcers, and they start getting these very severe
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  wounds. What's going to happen is it's
• 12:23
  also going to delay your rehabilitation because it
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  becomes very uncomfortable and you can't do therapy properly.
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  So it overtakes your your entire treatment.
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  If you have a wound that wasn't managed properly along the way,
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  it becomes very difficult to ever recover, to ever really
• 12:39
  recuperate. And it's something you can
• 12:40
  contend with for a very long time.
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  It's one of the major issues that we have in our hospital
• 12:45
  systems today is that they're not moving people around enough.
• 12:47
  They're not getting enough blood flow into the body and different
• 12:50
  pressure points into the body. And, you know, if you don't have
• 12:53
  a good wound care treatment plan, then it can derail your
• 12:57
  entire recovery process for the rest of your life potentially.
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  And you'll always have to contend with that wound that you
• 13:04
  had. And if not not healing, it gets
• 13:06
  worse and it gets worse. And it's very uncomfortable.
• 13:09
  It's very painful. It's a really, really big area
• 13:13
  of concern. And I think wound care companies
• 13:16
  are very big integral part of what goes on in a skilled
• 13:19
  nursing facility. In that environment.
• 13:21
  We have older people, their skin breaks down a lot faster.
• 13:25
  It's much more sensitive. And I think what you're doing,
• 13:28
  your company is really helping promote the healing and the
• 13:32
  technology that you have behind your devices.
• 13:35
  From what I understand, heals in about 15 to 20 days.
• 13:38
  It all depends on if the patients you know how healthy
• 13:40
  they are. Also, you know, some patients
• 13:43
  are healthier than others to heal faster just.
• 13:44
  Like what makes your device from wound healing technology?
• 13:47
  But by the way, we didn't touch on his company yet, right?
• 13:49
  I think we should talk about WHT wound healing technology.
• 13:53
  They've been around now for 20 years, 20 years or so.
• 13:55
  Yeah. He started.
• 13:56
  You know, we started. You guys are very big market
• 13:58
  share. You're in a lot of nursing homes
• 13:59
  across the country. Is nursing homes the only
• 14:01
  market? That you're now we started
• 14:03
  manufacturing our own products, you know the last three years.
• 14:05
  So besides for that we're starting to sell to other DME
• 14:08
  companies. So if you have ADME company in
• 14:09
  Florida that services maybe 50 homes, we'll sell them the
• 14:12
  devices and the supplies to them also.
• 14:14
  Like a wholesale model? Like a wholesale model because
• 14:16
  you manufacture it also. You know what, Aaron is a thank
• 14:18
  you for coming down to our podcast today.
• 14:20
  This event, this podcast is going to be sponsored by Wound
• 14:23
  Healing Technology. Well, thank you for.
• 14:25
  That if you want to learn more about them, contact the Prime
• 14:27
  Source Expense Advisor today and ask us how we can help heal the
• 14:31
  wounds in your facility. Absolutely.
• 14:34
  That's. Good.
• 14:35
  You mentioned earlier about KCI. I'll tell you, we are the when
• 14:38
  we say our company, at the end of the day, you want to say KCI.
• 14:41
  So look at KCI is like they're their Mercedes-Benz, you know
• 14:45
  the industry standard, you know, in a car or BMW for that matter,
• 14:49
  something that is the ultimate driving machine.
• 14:51
  Let's just say that. But then you have other cars
• 14:54
  that want to copy BMW, they'll come out with a new feature, but
• 14:57
  then every other industry is going to copy them also.
• 14:59
  But the same time your car is going to go is going to drive
• 15:03
  well and a Genesis is going to drive also.
• 15:06
  Well, it might not be the the leader in the thing, but
• 15:10
  negative pressure suction therapy does work.
• 15:12
  Now where the difference is between what we do and other
• 15:15
  companies is, is that we invest a lot of education.
• 15:18
  And you were saying, is that a really, you know, the healing
• 15:21
  should be 15 to 20 days to heal a wound.
• 15:24
  Is that our clinical team? What they'll do is they'll train
• 15:27
  the facilities. And this is where we took off
• 15:29
  from being a small company to being in the 1800 facilities
• 15:32
  that our, our nurses train the people in the facilities on how
• 15:35
  to use the device. And if you know what you're
• 15:38
  doing with the wound vac versus not knowing what you're doing,
• 15:41
  it could be double the amount of time.
• 15:43
  So when people say to me, hey, your price is a little more, I
• 15:45
  can get a little cheaper. I said our company specializes
• 15:48
  in this area, will teach your nurses how to do it.
• 15:50
  Everybody wants education. Yes, that is what I'm seeing.
• 15:53
  As you see these people have courses, you know, they have a
• 15:56
  courses and they're making millions of dollars.
• 15:58
  You know they, you know, I don't know whatever courses they're
• 16:00
  doing. You offer education, you train.
• 16:03
  100% I used to be you. Invest a lot in training also.
• 16:07
  Yeah, we're big believers in education.
• 16:08
  Very big. Where I come from that world,
• 16:10
  one of the companies I used to work for.
• 16:11
  Very large, possibly the largest medical supply disposable
• 16:16
  company and they always used to preach they always to say this
• 16:20
  at Nordium they would say this and it's true.
• 16:21
  It really, really was, it really came to fruition is that there
• 16:25
  are many people selling medical supplies.
• 16:28
  Everybody can ship you a box, everybody can sell you a
• 16:30
  product. And you know what, The products
• 16:32
  are all very similar within range of each other.
• 16:35
  Nobody's product is that much better than next person's
• 16:37
  product. But where you differentiate
• 16:38
  yourself is how you train people to use those product.
• 16:42
  The application of the products is really the key.
• 16:45
  That's the driver. If you're going to get the
• 16:47
  outcomes that you desire and if you don't provide that training,
• 16:51
  if you don't teach people how to properly use it, the
• 16:53
  functionality of the product, that's going to change the game.
• 16:57
  So it sounds like you guys are taking that very seriously in
• 17:00
  the educational department. And I think that if you really
• 17:03
  are excelling at that, people appreciate it and people want
• 17:06
  it. People welcome getting the
• 17:08
  education on a consistent basis and at the RE education, making
• 17:11
  sure that that's always available.
• 17:12
  And it sounds like that's very important to you guys.
• 17:15
  Knowledge, when you teach someone is that knowledge is
• 17:17
  selling. Yes, today's sales people are
• 17:19
  very different than the classic youth sales person, car sales
• 17:23
  person, you know out there there.
• 17:25
  I think today people can ChatGPT anything like you just found
• 17:28
  that information about me, but like people could do their own
• 17:31
  research, right. So the best the salesperson that
• 17:34
  used to just say this is the best, this is the price this
• 17:36
  than the other today, the quiet salespeople are the ones that
• 17:39
  are killing it. You know, the ones that kind of
• 17:41
  educate and listen and understand the needs that people
• 17:43
  have today. I think those are like the the
• 17:45
  future of the salespeople because anyone can look up
• 17:47
  anything. Speaking of knowledge, by the
• 17:49
  way, I just want you guys to know I was around when KCI
• 17:52
  started. And the reason why I'm bringing
• 17:53
  it up is because I sat on a plane once with a guy.
• 17:56
  And it's kind of a funny story, so I'll just share it with you
• 17:59
  real quick. But I was, I was.
• 18:01
  The only time that I actually was scared on an airplane is
• 18:04
  when I was on a JetBlue flight and the wheel wasn't opening up
• 18:08
  properly and we watched ourselves on television.
• 18:11
  I saw you were on that flight. Yeah, I I happen to be a big
• 18:13
  aviation, like the the hobby of mine, but like that JetBlue
• 18:16
  flight, you know, with the sparks coming out of the front.
• 18:19
  You were on a. Where were you coming?
• 18:20
  From it was it was Buffalo I believe or something like.
• 18:22
  That or how long ago was this? Over a decade.
• 18:24
  Over a decade, decade ago. It's a famous video.
• 18:25
  Probably millions. I'm just.
• 18:26
  Sitting next to a guy and he's a Jewish guy and.
• 18:29
  And we're kibitzing the whole time.
• 18:31
  You fly a lot? Yeah, I fly all the time.
• 18:32
  Yeah. Used to be nervous.
• 18:33
  Yeah, I used to be nervous. My hands used to be sweaty.
• 18:35
  And, you know, I used to put my hand.
• 18:37
  You ever put your hand by the ear vent because it's got sweaty
• 18:39
  because you get nervous. That was me when I started to
• 18:42
  fly. I learned actually how to get a
• 18:44
  little bit less nervous when I fly.
• 18:45
  One of the tricks that I would do is as I would take off, I
• 18:49
  would video what was happening outside and sort of like live
• 18:52
  through the camera. So it's like not reality.
• 18:54
  Like I'm like looking at the camera instead of looking, you
• 18:57
  know, and then trying to like distract myself.
• 18:59
  So anyway, so. Did you fly again right away the
• 19:01
  next day? No, I.
• 19:02
  Fly almost every week so. No, right after that you were
• 19:05
  like, yeah. That's fine.
• 19:06
  On the horse. So I'm talking to this guy and
• 19:08
  I'm. And I'm saying like, yeah, you
• 19:10
  know, I used to be nervous. Now I'm better and so on.
• 19:13
  And suddenly we hear, ladies and gentlemen, we're, you know,
• 19:17
  before we knew it, all they said was head between your knees,
• 19:22
  head be bend down, head between your knees like this.
• 19:25
  Just kept saying it over and over again.
• 19:26
  Anyways, finally when we landed, I looked at the guy like, by the
• 19:30
  way, thanks for being next to me and, you know, being, you know,
• 19:32
  you know, what do you do for a living?
• 19:33
  Like, who are you? So he says, I'm the guy that
• 19:36
  waits for the patent to run out and I manufacture drugs that
• 19:40
  mimic any patent that's out there in the industry.
• 19:43
  And he taught me the idea of patents and manufacturers who
• 19:47
  spend years on R&D and look at different products and say, OK,
• 19:51
  they come out with a certain type of product, they have a
• 19:54
  certain amount of years and nobody can compete with them.
• 19:57
  I don't know if you. Guys know Tava Tava the the
• 20:00
  base. That you can look it up.
• 20:01
  How many years does the manufacturer have the rights to
• 20:04
  their drug? Let's just say, what would you
• 20:06
  say, Teva? What?
• 20:07
  Teva is a big pharmaceutical generic brand company.
• 20:10
  Yeah, They're based out of Israel.
• 20:11
  Yeah. And they're, they're, they're
• 20:13
  all they do is produce generic drugs when they think.
• 20:15
  And they have to wait. Just wait till Ozempic runs out.
• 20:17
  You know the patent on that, you know, forget it, you know.
• 20:20
  Exactly. By the way, so KCI when they
• 20:22
  first got started, they had a patent on their filter, correct,
• 20:25
  which is why they were able to rent it for whatever price they.
• 20:27
  Want they lost the lawsuit? Yeah.
• 20:29
  They ran out and ran out. Knowledge.
• 20:32
  Talking about knowledge and education, when you want to get
• 20:34
  involved in a product, knowing that there's absolutely.
• 20:36
  That being said though, when a manufacturer puts it in the R&D
• 20:40
  for their patent and that runs out, sometimes you're able to
• 20:42
  see that, you know, you take a Klonopin.
• 20:45
  I've taken a Klonopin before and the brand differences between 1
• 20:49
  Klonopin and another is completely different, right?
• 20:52
  And it's just interesting that a generic versus a non generic.
• 20:54
  And that's how I used to get through flights by just taking a
• 20:57
  Klonopin. It's been a while, but yeah, So
• 20:59
  Steph. 20 years. 20 years. Wow.
• 21:03
  No, that's a patent. That's not a medical, that's not
• 21:06
  a, I'm talking about a yeah, wow.
• 21:09
  A drug, drug talking about a drug.
• 21:11
  I think it's, I think it's less, I think it's three to five
• 21:13
  years. But yes, a pharmaceutical patent
• 21:15
  could be 20 years, etcetera. So those are things that happen
• 21:17
  as well, but it's pretty crazy. You mentioned earlier about, you
• 21:21
  know, a guy coming to you on LinkedIn and being out there.
• 21:24
  You know, I just want to mention real quick that the idea of
• 21:27
  having you on our podcast is amazing.
• 21:29
  You're a friend. You've been at so many
• 21:31
  conferences and trade shows that we've been.
• 21:32
  To rewind the seven years. Seven years.
• 21:35
  OK, OK. So that's that's the answer,
• 21:37
  yeah. Oshe and I were playing toss,
• 21:40
  ring toss, OK on your wine bottle at the other at the trade
• 21:43
  show a few months ago. So you always have great gimmick
• 21:46
  you come up with at trade shows, but LinkedIn I think is one of
• 21:49
  your specialties. And something that I'd like to
• 21:51
  do is start inviting LinkedIn people into the podcast, like
• 21:54
  people that are in this world. So thank you very much for
• 21:58
  breaking that wide open for. Us I I I'm happy to be.
• 22:00
  Here 1st I'm going to. Quote How many followers do you
• 22:02
  have? I, I don't go and click through
• 22:04
  it to add people. So when people, let's say, reach
• 22:06
  out to me, I'll I'll add them. You never checked how many
• 22:09
  followers you. Have I know, I know, I don't
• 22:10
  know 5 1/2 I like I don't there are people that just try to
• 22:13
  outreach and get thousands. You're saying you want quality?
• 22:15
  Versus I want quality so I have around 6000 things, but I think
• 22:18
  the reach is pretty far because the way LinkedIn works is.
• 22:21
  I mean, the algorithm keeps changing, but I can't even keep
• 22:23
  track. In your post for your 6000
• 22:25
  connections you have a lot more engagement than people with
• 22:27
  30,000. Because I, when I started, I
• 22:29
  actually started doing sales tips like videos of, of sales
• 22:33
  tips and a 2 minute video when video was just starting out on
• 22:37
  LinkedIn and I just wrote down, I was on a flight once I wrote
• 22:40
  down 20 different topics of sales tips.
• 22:43
  And then for some reason when COVID hit, I just stopped doing
• 22:45
  it because I don't know anybody was selling them.
• 22:47
  You know, I, I, I, I actually pivoted into that PPE world
• 22:52
  pretty quickly, you know, cuz we manufacture our products in
• 22:55
  China, one of the first people to get stuff on there.
• 22:56
  And then during COVID, no one wants to heal up.
• 22:59
  Talk about what you're talking about in a meeting or when you
• 23:01
  go into meeting, how to get a handshake, how to make good eye
• 23:02
  contact with somebody. No one wants to hear about that.
• 23:04
  So kind of that stopped today. It's Hankin.
• 23:07
  You know who I think should, you know, should be on this podcast?
• 23:10
  He's up to sales pro tip #49 and, and he does these quick
• 23:14
  videos of sales tips to people, which I think are extremely
• 23:17
  valuable, so I have. To thank you, Aaron, because
• 23:19
  before this podcast, I tried probably 3 different things to
• 23:24
  get out there from a promotional marketing, branding perspective.
• 23:27
  One of them was my LinkedIn lives and we did 1.
• 23:31
  You know, I just, first of all, thank you for, you know, jumping
• 23:34
  at it and being there for me when we first started getting
• 23:36
  out there. Give us your top sales tip.
• 23:40
  Listen if. You've done it.
• 23:41
  And is listen is to listen and understand and take notes.
• 23:46
  You know, Manny Rapozo, remember that post you did on Manny
• 23:49
  Rapozo that went viral? Literally he didn't even know he
• 23:52
  hasn't logged into LinkedIn in 10 years, right when he's at a
• 23:55
  meeting. And I watched him, I don't know,
• 23:57
  2018 at the Nick when I was just starting and I'm sitting there
• 24:00
  and he, you know, I met him, you know, right when I started and
• 24:04
  he's sitting there in a notepad and he's just listening and he's
• 24:06
  writing and he's writing, he's taking information and he's just
• 24:09
  like letting the person talk. And I think when you go into a
• 24:12
  sales meeting and I like to talk, I have to literally bite
• 24:16
  my tongue half the time. And the more you listen and more
• 24:19
  understand that they're going to they're going to do that.
• 24:22
  And it goes for like an interview and you go on an
• 24:24
  interview, right, Ask them questions and then let the other
• 24:27
  guy talk. You know, those types of things
• 24:29
  in sales people feel good about letting them talk about their
• 24:33
  business, their nursing homes, their nurses.
• 24:36
  And that's I think the number one tip that no one that really
• 24:40
  goes, no one realizes I like. That I mean, people realize it.
• 24:43
  I just think it's hard to execute and it's it's very hard
• 24:46
  to do Everybody always has something to say.
• 24:48
  They want their voice to be heard.
• 24:49
  My. Tongue hurts right now.
• 24:50
  I mean, I have to listen. To that, yeah.
• 24:52
  Yeah, so. Yeah, yeah.
• 24:53
  It's true. It's an art form.
• 24:55
  It's something that you have to master.
• 24:56
  It's something that you have to work through to prevent yourself
• 25:00
  from talking too much and and listen.
• 25:02
  But I agree with you. I think listening is a key
• 25:04
  element to capturing the audience and, you know, to make
• 25:08
  them feel like you care about them.
• 25:09
  You're not just trying to sell them something, but you're
• 25:11
  trying to, you know, you're trying to solve a solution, a
• 25:13
  problem with this illusion. I think that, you know,
• 25:15
  listening is really. Important combination of someone
• 25:17
  who likes to talk like me and, you know, everyone at this in
• 25:19
  this podcast and they see that you actually could listen.
• 25:23
  You're a winner. Yeah.
• 25:24
  It's like you're batting 1000 because you have both skills and
• 25:26
  they see that you're actually paying attention.
• 25:28
  I think that was a compliment. I'm telling you that's it's
• 25:29
  something that's huge. You know, on LinkedIn, one of
• 25:32
  the things you did is you started this hotel reviews,
• 25:34
  which I love. And, and for the record, I'm
• 25:36
  going to say it here, we did an office review for the first time
• 25:39
  here in prime stores on Oshi's office.
• 25:41
  We're going to post it and I'm telling you that's going to go.
• 25:44
  Viral I'm I'm you know what? I think our next time I go to
• 25:48
  someone's office, I don't care who it is, I'll be like, hey,
• 25:50
  you know, administrator more like, let's let's do a review
• 25:53
  here and stuff. Let's.
• 25:54
  Do an office. Review So how do some people
• 25:55
  have really cool offices? A lot of people that have these
• 25:58
  crazy offices. OC and I both know this.
• 26:01
  We have a friend, the client, who's a big nursing home
• 26:04
  operator who has everything together.
• 26:07
  You know, there's always, you know, together.
• 26:09
  Like he's very systematic. Every Tuesday he does his
• 26:12
  payroll and every Wednesday he does this and you go to his
• 26:15
  office. He's got mountains of papers
• 26:18
  everywhere. You can't even see him like go
• 26:20
  like this in order to see the guy because there's so many
• 26:22
  pieces of paper on his desk. It looks like a landfill.
• 26:25
  Really. Yeah, and.
• 26:27
  I I think. Doing office reviews is a.
• 26:29
  Good one but I, I think people they say you can judge someone's
• 26:31
  office their their personality by their office like a house.
• 26:34
  But I, I think there are people that you know, they know where
• 26:37
  everything is, you know, even though.
• 26:38
  Sure, it's a systematic, organized, organized.
• 26:40
  Chaos. Yeah, Organized.
• 26:41
  Chaos. So.
• 26:42
  So how did that thing start with the hotel review?
• 26:44
  What is that all about? OK, so.
• 26:46
  Did Dave Port and I have anything to do with it by any?
• 26:48
  Chance, No, but this is. This of.
• 26:51
  Course, the pizza review thing is good.
• 26:53
  Now there's another thing that that I, you know, I don't have
• 26:56
  Instagram, but my wife told me that there is a lady in
• 26:58
  Manhattan that she reviews bathrooms in Manhattan.
• 27:01
  It's called gotta go apparently and she'll tell you we are the
• 27:05
  best bathrooms are in Manhattan, whether the third floor on Sat
• 27:08
  in Saks 5th Ave. or and and or in Restoration Hardware in the
• 27:12
  Meatpacking district. Great bathroom there.
• 27:14
  I. Just want to let anybody can
• 27:15
  walk. In anyone can walk in there.
• 27:16
  I'll tell you this. I'm.
• 27:17
  Going to go test this out you. Should test it out.
• 27:19
  It's literally a beautiful bathroom.
• 27:20
  Like like like tile to the ceiling.
• 27:22
  It's furniture. Store loud music playing.
• 27:24
  No, it's just like peaceful and, and everything's good, you know,
• 27:26
  good toilet paper, everything's good.
• 27:27
  I was referencing a restaurant that I went to with the loud
• 27:29
  music was playing and I was thankful because you want
• 27:31
  sometimes the music to be louder than the person.
• 27:33
  Bathrooms are like kind of no, no.
• 27:35
  If you know what I mean, no. The bathroom is not like a
• 27:36
  stall. It's a room.
• 27:37
  Can you explain to me? This is, by the way, a
• 27:39
  phenomenon that I've seen. It's a universal liner.
• 27:41
  I still tilted today. I'm 38 years old and I don't
• 27:44
  understand it. Why when when when a a public
• 27:48
  store makes a restroom, do they have the stools where it's
• 27:52
  starts 3 feet from the floor? It ends like 6 feet.
• 27:56
  You know, it's like and and like what's why we all under the same
• 27:59
  stratosphere, you know, doing business, you know, right next
• 28:03
  to the other person. What?
• 28:05
  It's so hard to just make the wall the the go all the way up?
• 28:08
  Why can't we give a little privacy?
• 28:09
  What happened? To.
• 28:11
  What's the benefit? Of it.
• 28:12
  And then what about urinals without walls?
• 28:14
  Like come? On they have walls, but again,
• 28:17
  flimsy walls. It's like barely there almost.
• 28:19
  You know, what's the point? I don't know.
• 28:20
  There's a show that it can't even be that much more expensive
• 28:23
  to do it right and to do it all the way.
• 28:25
  I was just as shocked as you and I met a guy that actually sells
• 28:28
  partitions of bathrooms and I asked him this question around
• 28:31
  10 years ago and he said to me it's fire safety.
• 28:35
  Fire safety. Apparently, if something goes
• 28:38
  wrong and you're locked in, you can get out from underneath.
• 28:40
  You can quarrel in, you can get the person out any.
• 28:44
  Room in the building is closed and closed and this is the one
• 28:47
  area when you're doing your business, they're worried about
• 28:49
  a fire. GPT this please.
• 28:51
  Why in the world are the. People, Yeah, we need to.
• 28:52
  I need to hear that all the way down.
• 28:54
  Why do I need to see the guy's feet right next to me?
• 28:56
  Why do I also like, need to hear him breathing like he was right
• 28:59
  next to me? And then rolling the toilet
• 29:00
  paper. I heard everything.
• 29:03
  It's like we're, we're in this together, you know?
• 29:05
  Like we're, we're what's what's this?
• 29:06
  What's up with that? I I agree with you.
• 29:08
  I mean there are places in Borough Park that have urinals
• 29:10
  that are way too close to one another.
• 29:12
  Trust me, I've been there and I'm telling you, these are
• 29:14
  issues. It's a three fold answer.
• 29:16
  I believe it has to do with cost, has to do with
• 29:19
  emergencies. OK, that's there you go and.
• 29:22
  For cleaning purposes like so you can actually cleaning.
• 29:25
  Yes, that's another thing. They can.
• 29:27
  Just close down the place. It's terrible, by the way.
• 29:29
  It's terrible. It sounds like it's everybody
• 29:31
  else's convenience but mine. That's what it sounds like, but
• 29:34
  the person that's actually going to be sitting in there, it's
• 29:36
  just uncomfortable. It's like one of those things
• 29:38
  like I, I. Want.
• 29:39
  You little space, you like dogs that go to like a corner.
• 29:41
  So a cat that go to the corner like, you know, why do we have
• 29:44
  to be so exposed and vulnerable when we're when we're doing
• 29:47
  that? It's just really.
• 29:48
  I, I, I completely agree. And I think, you know, in the,
• 29:51
  the, in the meat packing district over there by the
• 29:53
  restoration hardware, that bathroom is just, is just is, is
• 29:55
  great the best one in Manhattan. And I happen to like the meat
• 29:58
  packing district in general. And you know, you know, I live
• 30:01
  in Cleveland, so you know, it's just, you know, but that
• 30:04
  bathroom is is good so you. Ever hear the Cleveland song?
• 30:07
  Yeah, the famous Cleveland song, their tagline is.
• 30:09
  At least we're not Detroit. But you know what?
• 30:12
  Something living out of town. Yeah, absolutely.
• 30:13
  I'll tell you what I'll tell. You what it is.
• 30:14
  Of course I know what you're talking about, but he's getting
• 30:16
  it from one. No, no.
• 30:17
  But one thing I learned by living out in Cleveland, and I
• 30:20
  moved there eight years ago, is that living out of town has
• 30:24
  advantages. But I will never talk bad about
• 30:27
  another out of town community when someone says, oh, at least
• 30:29
  we're not Detroit or Baltimore's this and that.
• 30:32
  You know, you can make fun of any community.
• 30:34
  But one thing I learned is I don't make fun of, you know,
• 30:36
  'cause there's plenty to make fun of Cleveland so.
• 30:39
  You know, for the record, the song is very.
• 30:40
  Funny. Oh, it's hilarious.
• 30:42
  And it's not, you know, no, but much about making fun of another
• 30:45
  town. It's making fun of Cleveland.
• 30:46
  Specifically. For sure, you know, we grew.
• 30:48
  Up we carved you out and we literally just picked, we
• 30:51
  targeted. The New York knowing two things,
• 30:54
  number one is Cleveland rocks, but we're still trying to figure
• 30:57
  out why. And the second thing is that if
• 30:59
  you want a place that you can afford to live, and I tell this
• 31:01
  to people all the time, move to Cleveland.
• 31:03
  So I am curious about your journey of.
• 31:05
  We'll put the hotels, you know in the first in a second.
• 31:08
  Our ADD is kicking. In that's just.
• 31:09
  Yeah. Listen, you know, what happened
• 31:12
  was that I was flying, you know, when I joined the family
• 31:14
  business, I would go start going to facilities out on Long
• 31:17
  Island. And for some reason, every time
• 31:18
  I'd go there, like, yeah, we know about you, we'll get in
• 31:20
  touch. And I went on a map and I said
• 31:21
  there are 950 nursing homes in the state of Ohio and nobody is
• 31:25
  doing what I do. And I can fly in and out the
• 31:27
  same day. Not, not a big deal.
• 31:29
  I was living in Brooklyn, flew in and out.
• 31:32
  And then it turned to two days. I'll fly into Columbus, drive up
• 31:34
  to Cleveland for another meeting.
• 31:36
  And then they used to have this, a shuttle flight, that flight,
• 31:38
  you know, for $300 you, you'd fly from Cleveland to Cincinnati
• 31:42
  and it'll fly out that night to, to, you know, to back, back
• 31:45
  home. And I was doing this over and
• 31:47
  over again. And we're picking up a lot of
• 31:48
  accounts out there. And it wasn't just Cleveland, it
• 31:49
  was, you know, Indianapolis. Nobody was doing this in the
• 31:51
  Midwest. So I had a fire in my apartment
• 31:55
  in Brooklyn. And after looking at my in laws
• 31:57
  for a few months, the rent was crazy, you know, and I said to
• 32:01
  my wife like get free tuition, you know, or half tuition.
• 32:04
  You get tuition voucher living in Cleveland, you get a house
• 32:07
  with 350 three, $100,000 back then and let's, let's give it a
• 32:13
  chop. And they're eight years, you
• 32:15
  know, so I, I'm not going to, you know, not going to complain
• 32:17
  about it. And it's the only from community
• 32:18
  that you can buy a house, a three bedroom, 1 1/2 bedroom
• 32:21
  house still for three $400,000 and still drive 7 1/2 hours from
• 32:26
  Cleveland to Lakewood or to Muncie, everywhere else.
• 32:30
  And you have three schools and supermarkets there.
• 32:33
  It's not perfect. You don't have everything, but
• 32:35
  at the same time, it's a great Jewish community.
• 32:37
  I'm not advocating for and. Growing and.
• 32:39
  Growing and growing and I don't tell people to move to
• 32:41
  Cleveland. I don't go.
• 32:42
  There are people that actually host people for Shabbos almost
• 32:45
  every week that are looking into living there.
• 32:47
  I don't, I don't push it. You know, I had my growing
• 32:49
  pains. It wasn't easy in the beginning.
• 32:51
  It wasn't easy for my family. I don't push it.
• 32:53
  But hey, I'm happy and and it makes sense.
• 32:56
  I'm happy for you. To be.
• 32:57
  Thank you. I really am.
• 32:58
  I I met a couple that has two young kids and they are
• 33:01
  currently on a journey of figuring out where to live in
• 33:04
  the United States. And they spent already a year
• 33:07
  researching this and spending Shabbos in Texas, Shabbos in
• 33:11
  Tennessee, Shabbos in Ohio. And they keep going.
• 33:14
  They're learning about the different, you know, towns and
• 33:17
  what the difference is between, you know, the schools and the
• 33:20
  restaurants and the, and how they want to raise their kids.
• 33:22
  And that's always a big one. How do you want to raise?
• 33:24
  So it sounds like they're going to spend their whole lives
• 33:26
  trying to figure out where they live and then at a certain point
• 33:29
  they're going to realize, wait a second, we actually need a 55
• 33:31
  and older apartment right now because it's too late.
• 33:34
  On the podcast. Tell them not to overthink it.
• 33:36
  Tell them to just I don't agree with.
• 33:37
  Do a little research. I think they're doing the world
• 33:39
  a favor I don't agree with. You you should get them on the
• 33:41
  podcast and they can kind of go through the.
• 33:43
  Couples who are getting You want to buy a house in Muncie today,
• 33:46
  it's in possible the Hasidim come, they raise up the prices
• 33:49
  and you're done. I mean, you know what's going on
• 33:51
  in Muncie right now with the battle between the communities
• 33:54
  in Muncie and Square. Yeah, I saw a partition.
• 33:57
  Someone. Something.
• 33:57
  What's going on with the real estate market and how they're
• 34:00
  overpaying for houses to control the market?
• 34:02
  You just, there's nowhere to live anymore and you know,
• 34:05
  you're paying the private taxes and you're paying the I.
• 34:07
  Had the, I like that episode with the controller, the the
• 34:11
  yeah, yeah, he was great. You know, town supervisor.
• 34:14
  Town supervisor, Yeah. You guys look like you pay a lot
• 34:16
  of taxes. Would you think?
• 34:18
  Yeah. How much is your taxes?
• 34:19
  Property tax. It's gonna be like 15,000 on my
• 34:23
  house. No, that's not small have.
• 34:25
  A bigger house though, now. So yeah, yeah, I'm moving in a
• 34:27
  week. Yeah, but a typical three
• 34:28
  $400,000 house. Is 8-9. 89000.
• 34:31
  Yeah, there's actually like a tax statement now in my area.
• 34:34
  They want people to knock on their house and build it to give
• 34:35
  like a 15 year tax statement. So the the houses that are like
• 34:38
  rundown that no one want to take now everyone's like grabbing and
• 34:41
  stuff. Wow.
• 34:41
  One thing I did when it comes to raising my kids out of town, I
• 34:43
  did raising to be Yankees fans, you know, nice, yes, very
• 34:47
  important, smart Yankees come to.
• 34:48
  Town. You did yourself a favour.
• 34:49
  You did them a big favour. Yeah.
• 34:51
  Be part of a winning franchise. Why wouldn't you want to, you
• 34:54
  know, if you have the ability? To connect to someone, come to
• 34:56
  Cleveland to go to a game or something like that, that.
• 34:58
  That's when the Yankees come to town.
• 34:59
  They can go for cheap. They can go sit in the stadium
• 35:02
  and watch the game. Yeah, I.
• 35:02
  Remember. I sat, actually.
• 35:03
  Cleveland The Indians are not that bad the.
• 35:05
  Indians is a great sports guardian.
• 35:07
  The the, the the guardians, they're great.
• 35:10
  It's a great sports town. There's nothing to talk about
• 35:12
  the Browns fans and you know, this is a respect, but The funny
• 35:14
  thing is that the Indian fans like, I hate the Yankees.
• 35:16
  We're like Yankee fans. We don't even know who you.
• 35:18
  Are right like that. We're not.
• 35:19
  Going thin and you're not thin. It's not right.
• 35:21
  We don't even know. Like it's OK, you know, but it's
• 35:25
  but the the Yankees as living, the Yankees travel well.
• 35:27
  They come to when, when the Yankees come to town, you know.
• 35:31
  Everywhere. Progressive Field is full.
• 35:33
  Yeah, every stadium across the country, when the Yankees come
• 35:35
  to town, they fill up. They fill up.
• 35:36
  They fill up the seats, people their main attraction.
• 35:39
  And then when they're outside the hotels, because I have a
• 35:42
  friend who went and to went down to the downtown hotel where the
• 35:46
  Inca's are, they're lining the streets there with people coming
• 35:49
  to get autographs and stuff. Hotel reviews.
• 35:51
  Yeah, back to hotel reviews. I'm a believer that LinkedIn,
• 35:54
  you're not gonna get business from LinkedIn unless you're an
• 35:56
  interior designer or you're web designer.
• 35:57
  You can really showcase your work or your marketing work.
• 36:00
  Well, LinkedIn is really kind of promoting yourself so that when
• 36:03
  you you meet someone at a conference or you meet someone
• 36:06
  in a meeting, they know who you are and they know your
• 36:08
  personality and they want to determine that this is somebody
• 36:10
  that they wanted to do business with.
• 36:11
  You could sit there and and send messages to people.
• 36:14
  I do woundvax this than any other computer meeting.
• 36:16
  But the goal is kind of self branding I think is the right
• 36:19
  word and people know who you are.
• 36:21
  Getting to the hotel reviews, I wasn't doing these sales tips
• 36:24
  for a while. I was at Ohio Healthcare's.
• 36:28
  They do 2 smaller conferences a year.
• 36:32
  It was the fall conference and it's a lot of times in downtown
• 36:34
  Columbus. But this time they did it in
• 36:36
  Westerville, the middle of nowhere, OK, like a suburb of
• 36:40
  Columbus. And it was in this Renaissance
• 36:42
  hotel and it's brand new. It was good.
• 36:46
  And I come down the next day and there were a few vendors.
• 36:51
  There are not as many vendors as like the big show.
• 36:53
  And I'm talking to her and she says, you know, this, this
• 36:56
  hotel, you know, at the end of the day, it was a good hotel.
• 36:57
  It's an 8.1, you know, she's like, what do you mean?
• 37:00
  Like like the pizza review? I'm like, yeah, it was a good
• 37:02
  review. She's like, you should go do a
• 37:03
  review, you know, And then she even named it, She said like,
• 37:06
  you should call it one night instead of 1 bite, you know, and
• 37:10
  I went upstairs, I clean quickly, cleaned up, made my bed
• 37:12
  and everything. And I and I reviewed the, the
• 37:16
  review, the room. And that was my first review.
• 37:17
  And everyone said it's genius to the point that when I go to a
• 37:20
  conference, everyone's asked me so new which hotel, How's your
• 37:24
  hotel? You know, you know, what's the
• 37:25
  review now? I had to go meet with somebody
• 37:29
  like in the Midwest, like in Kansas or something.
• 37:31
  And he's very dry on the phone the whole time setting up the
• 37:34
  meeting. And he says, so you're going to
• 37:37
  go to a hotel review, you know, at this thing.
• 37:39
  And I never spoke to him before. And then you hear some leading
• 37:41
  back. He's the guy.
• 37:42
  He's coming to, to, to, to, you know, so it definitely does the.
• 37:46
  Power of social media. The power of people in.
• 37:48
  Connect us all, no matter where we are in the world.
• 37:50
  It's not just that I. I think we, we say this a lot is
• 37:53
  we encourage all of our people to, to build their own own
• 37:57
  brand. And you know if you're building
• 37:58
  your own brand, that people learn to trust you and deal with
• 38:01
  you and want to be around your energy and it's good for you and
• 38:03
  it's good for us. So I want to review booths like
• 38:06
  before, you know like before a trade show, there's like an
• 38:08
  extra hour before the show is open.
• 38:09
  Only the vendors are allowed. Like I want to do walk down like
• 38:12
  1 aisle of the I'll do that with.
• 38:13
  You it's like. A good idea this.
• 38:15
  Is the booths are all pretty much the same, no.
• 38:17
  Because you look for the tchotchkes, look at the top, see
• 38:19
  who has those. Like their promotional items,
• 38:21
  you know. What I gave out last year, I'd
• 38:22
  always see it. I gave out dude wipes.
• 38:25
  Oh, that's a good one it. Was great.
• 38:26
  I found them on Amazon for like $2.00 a piece once.
• 38:28
  I I'm talking about office was loaded with boxes of the Yeah,
• 38:31
  it's very hard. To remember seeing the dude
• 38:34
  Wipes episode on Shark Tank while it happened when it was
• 38:37
  brand right when they were coming for the first time.
• 38:40
  I watched the episode live. I was watching the live.
• 38:41
  I remember. I remember watching and I
• 38:43
  thought to myself at the time, this is a crazy idea.
• 38:46
  They just took baby wipes and basically renamed it to Dude
• 38:49
  Wipes. And you know, it was all about
• 38:51
  the branding and their presentation and their story
• 38:53
  that had a story as well. And the sharks were were into
• 38:57
  it. And I was very surprised and
• 38:59
  they got a deal and they they went on to be I think the top
• 39:03
  five most successful companies on, on, on.
• 39:06
  They did like 400, five, $100 million in sales, maybe even
• 39:10
  more. Maybe they maybe even hit the
• 39:12
  billion dollar marker rate. They maybe even hit the billion
• 39:15
  who were the top. I know that the the scrubby
• 39:17
  scrub daddy. Scrub Daddy.
• 39:18
  That was up there, Scrub. Daddy's up there.
• 39:21
  Yeah, yeah. I love this.
• 39:24
  Bamba's the sock company. Yeah, they became.
• 39:26
  Remember that? Yeah, Bamba's number 2 is #2 #3
• 39:31
  is we don't need all the detail. Squatty Potty.
• 39:34
  Yeah, remember. That Kevin O'Leary always said
• 39:36
  something about the cats. You know, there was the DNA.
• 39:38
  The DNA, Yes, Yes. Also, he made a lot of money,
• 39:41
  yeah. He made a lot of money, I.
• 39:41
  Have to just say this Barber gets me very nervous.
• 39:44
  Yeah, OK. Just tipsy elves the sales, not
• 39:47
  tipsy elves do. Just do something about dude.
• 39:49
  Wipes. That's about dude wipes.
• 39:50
  Yeah, how many? How many?
• 39:51
  What's the revenue for Dude Wipes?
• 39:52
  You guys do training on GNGPT at all?
• 39:55
  We use Chat GPTA lot. We basically around a year ago
• 39:58
  our CEO, David Ganu, he announced to the entire.
• 40:02
  Company. Yeah, he announced to the entire
• 40:04
  company. Congratulations. 200 two, 100
• 40:06
  million revenue. OK, ChatGPT and he encouraged
• 40:10
  all of us to use it, and we all here use it every single day.
• 40:12
  That's good. That's why I started the episode
• 40:14
  with this, because I'm a big fan.
• 40:16
  I think that people should just talk to it more.
• 40:18
  I agree it can definitely maybe very careful, like I'm doing
• 40:21
  follow-ups from the LTC 100 conference and you know, you
• 40:25
  draft together a crafty e-mail. You could actually take like a
• 40:28
  picture of the guys from the cocktail book, put it into
• 40:31
  ChatGPT and say do a deep dive into this company and it's and
• 40:34
  it's person just like what you did to me and actually give me
• 40:39
  an e-mail that's geared towards him.
• 40:40
  But you have to be very careful because you don't want that
• 40:42
  person reading the e-mail saying, you know, this guy got
• 40:46
  it right off ChatGPT, right? Right.
• 40:47
  You know, you have to be like kind of find that balance.
• 40:49
  You look like a stalker or something.
• 40:50
  Stalker. And stuff you want to you did.
• 40:52
  Some you have to always end and don't make this look like
• 40:54
  ChatGPT. Yeah, yeah.
• 40:55
  Make it you know. That ChatGPT has that very cool
• 40:57
  feature that can do a deep dive on people.
• 40:59
  That's what I'm saying it. Takes 5 minutes.
• 41:00
  Like literally it takes, I don't know, about 5 minutes it could
• 41:02
  take sometimes. A few I think you got to pay a
• 41:04
  lot of money for that that one that but they you just the
• 41:07
  cocktail book is from the show has on PDF.
• 41:10
  So you just kind of like cut it out and just drop it as a
• 41:13
  picture into it and and you know, you can craft, you know,
• 41:16
  an e-mail to it. So I've been doing that.
• 41:17
  So any of the, you know, emails that are going in if they're.
• 41:21
  You know, I'm curious, you know, we have this, our podcast in
• 41:24
  general has been about growth and you know, you're a real,
• 41:28
  you're a real important listener to us.
• 41:30
  I love your podcast. I think it's a perfect balance
• 41:32
  between, let's say you have Nachi Gordon's podcast and a lot
• 41:35
  of the other good ones, but sometimes you just need, you
• 41:38
  know, like sit back and you can learn something from this
• 41:40
  podcast and you want to laugh a little bit.
• 41:41
  I think it's like a good balance and you keep it, you know, you
• 41:46
  know, mature and you know, I. Appreciate that.
• 41:48
  I think that the quality of our listeners is really good because
• 41:51
  we're hitting a demographic that we want.
• 41:53
  You're literally in that demographic.
• 41:55
  I love it. So we we appreciate it.
• 41:57
  Do you have any feedback for us? Well, I, I, I think the
• 42:00
  lightning round is, you know, you know, it was a little bit
• 42:03
  too like you caught off guard, like I, you know.
• 42:06
  Don't say that because she hated it and we shut it down and
• 42:08
  you're just giving him more ammo against.
• 42:10
  But I but I but I think what you're doing and is great.
• 42:12
  Like, I think the way it's evolved over the last few months
• 42:16
  is, is, is getting better and better.
• 42:18
  You know, I don't think there's anything you should change.
• 42:20
  I appreciate that. So one of the things we added is
• 42:22
  because we're very growth oriented and you know, we like
• 42:25
  to get people on who have a story to tell, you know, where
• 42:28
  they're from, what they're currently doing, what the future
• 42:30
  is. One of the questions we'd like
• 42:31
  to ask our guests now is if you had a message for the world and
• 42:34
  you can, you know, put out a megaphone that everyone listens
• 42:37
  to you, what would that message be?
• 42:39
  Have you thought about that? I'm.
• 42:40
  Absolutely. I I think So what?
• 42:42
  Your message would be. I, I, you know, I think, you
• 42:45
  know, people throw around the terminology he's a nice guy too
• 42:48
  much, you know, like everyone's always a nice guy.
• 42:50
  A nice guy means somebody who is nice to everyone, no matter who
• 42:54
  they are, not just their friends, right?
• 42:57
  People should be nice to everyone.
• 42:59
  Whether it's a collector coming to your door, whether it's
• 43:01
  somebody in your community who's not super cool or you're not
• 43:04
  going to get anything out of them is try to be nicer to
• 43:08
  people. Not just the people that you
• 43:10
  like, whether it's your employees, whether and it's not
• 43:13
  somebody you want to do business with, but just in general be a
• 43:15
  nice person to everybody else and give everyone the time of
• 43:18
  day. People say out of town people
• 43:21
  are nicer and better manners. I don't know if it's true,
• 43:24
  right? And then there are people in New
• 43:25
  York metropolitan area that they're just, they're from New
• 43:27
  York, they're not nice. Not true.
• 43:29
  All of them are nice. But I'm saying it's trying to be
• 43:31
  nice to everyone. You know, what this is reminding
• 43:33
  me of, this is such like, very, very profound what you're
• 43:35
  saying. And it sounds simple, sounds
• 43:37
  like be nice to everyone, very close, right?
• 43:39
  Very cliche, very cheesy, right? But it goes.
• 43:42
  It's very deep, what you're saying if you really unpack it.
• 43:45
  And I heard a sermon this week from my rabbi, and he really
• 43:49
  triggered for me what he was saying.
• 43:51
  And I think that, you know, this really resonates with me.
• 43:53
  What he said was that is David Amela, you know, King David who
• 43:58
  wrote the Psalm, beautiful praise to God Hashem, and he
• 44:03
  really did an amazing job. And like it's, it's very deep,
• 44:06
  the words and a lot of it is rhymes.
• 44:10
  And you know, it's like a song, almost like a song.
• 44:13
  And no one has ever really matched like that writing.
• 44:17
  No one's ever matched it. There was, however, a King
• 44:20
  Buhanetzer. It was, I think from a Persian
• 44:24
  king, I believe, I could be wrong, but very, very big king,
• 44:28
  He ruled like half the world at some point.
• 44:30
  And he was stumbled across the scenario where he realized that
• 44:35
  there was a God and he was very powerful.
• 44:36
  And he was so amazed by it that he started praising him.
• 44:39
  And there's a Gemara about this, apparently.
• 44:43
  And what happened was the the angels in the heavens, we're
• 44:46
  like, what is going on over here?
• 44:47
  This guy is praising, is praising God and it's so
• 44:49
  beautiful and and he's going to outdo double MLS Psalms the the
• 44:55
  to heal him. He's going to outdo it.
• 44:56
  So they quickly came down and they smacked him on the mouth.
• 45:00
  So they injured him. So this way he wouldn't be able
• 45:03
  to really continue, but more importantly, not that he
• 45:06
  wouldn't really be able to continue.
• 45:07
  Is that first we want to see you in pain.
• 45:09
  We want to see you suffer. Now let me see how you're
• 45:12
  singing the praises. Now.
• 45:13
  Let me see when times are tough, when it's very difficult to do,
• 45:17
  Are you overcoming those challenges and still finding the
• 45:20
  good and still finding the positivity?
• 45:22
  That's the that's the challenge. David King David went through a
• 45:25
  lot of trials and tribulations in his life.
• 45:27
  He had tremendous amount of difficulty.
• 45:30
  He had so many things that could have brought him down that, you
• 45:34
  know, to give up, but he never did.
• 45:35
  And not only did he not give up, he wrote these beautiful songs.
• 45:38
  So that's what the challenge was with him.
• 45:40
  That's what they did this past week because.
• 45:42
  I also learned about King David this past weekend.
• 45:44
  Did you, but do you understand what I'm saying, what he's
• 45:47
  saying? I mean, what he's saying is
• 45:49
  being nice to your friends and to the people in your inner
• 45:51
  circle. And that doesn't, that doesn't
• 45:53
  make you a nice guy. And that's a lot of people are
• 45:54
  very nice to the people they care about.
• 45:56
  The question is, what do you do to the guy that's annoying you?
• 45:59
  What do you do to the guy who is not really bringing much value
• 46:02
  to the table? And are you treating him as an
• 46:05
  equal or are you dismissing him or are you right?
• 46:08
  That is when you really need to step up and be that nice person
• 46:11
  and. Being in this industry, you see
• 46:13
  who's the nice people. Oh yeah, absolutely.
• 46:16
  There are so many people, operators that they're, you
• 46:18
  know, in a much bigger position than we are.
• 46:20
  They're very successful. They don't need us.
• 46:23
  And they still treat people with the utmost respect, with a lot
• 46:27
  of dignity. And they're receptive.
• 46:29
  They're welcoming to anybody that, you know, sits down with
• 46:31
  them and you don't feel the aura.
• 46:33
  I'm not good enough to be in his presence.
• 46:34
  Like he doesn't make you feel that way.
• 46:35
  Then there are others that are very standoffish that are very,
• 46:38
  they're not even that successful, but they just have
• 46:40
  this ego and they have this ears about them that it's, it's a,
• 46:44
  it's a big turn off, you know, and you see the differences.
• 46:47
  There are there are people on both.
• 46:48
  Sides, you know, but it's funny, you're at the ECAP conference
• 46:51
  and you're doing your podcast and so how to approach certain
• 46:54
  people and you know, and you kept mentioning something about,
• 46:58
  oh, they're too busy. They're very busy people.
• 46:59
  If you're at ECAP, you're not that busy, you know, really
• 47:02
  like, and you have your inner circle, you're there to have fun
• 47:04
  and literally be in day camp for for three days, you know, so if
• 47:09
  you're going to go to a vendor and really kind of say, oh, I'm
• 47:11
  sorry, I'm busy at back-to-back the word back-to-back meetings,
• 47:14
  you know, baloney. You know, you just don't want to
• 47:16
  talk to the person, you know, they're actually paying for you
• 47:18
  to be here. And, and, and that's kind of,
• 47:21
  you know, not, I'm not saying the ECAP people are wonderful
• 47:23
  people and they put together a fantastic thing, but some of the
• 47:25
  people when they're at the ECAP conference and they have their
• 47:28
  table at breakfast and they're like kind of have their posse's
• 47:31
  around them. And you know, we don't have to
• 47:33
  sit there and defend those people and say they're very busy
• 47:35
  people. You're at ECAP, you're there to
• 47:37
  actually meet with people. Like you had that gentleman on.
• 47:41
  You had a beard, you know. He took his kid to the private
• 47:43
  jets on the thing. Oh, Heinziger.
• 47:45
  Heinziger and he said that he told his son, you're here to
• 47:48
  meet some potential vendors, you know, and and I wasn't a gift
• 47:51
  this year, but to hear that from someone saying, yeah, you're
• 47:53
  here to, you know, see people here, you know, that's that's
• 47:56
  kind of why you're there. Time of your wise.
• 47:57
  People attention meet the. People, you might learn
• 47:59
  something, go talk to. Them and by the way,
• 48:01
  specifically at ECAP, I just want to defend them a little.
• 48:03
  Bit well, I'm not saying that the people at ECAP are
• 48:05
  wonderful. Yeah, the people of the
• 48:07
  operators, it happens to be when you're going to ecap, your
• 48:09
  mindset is I want to do deals, I want to meet bankers, I want to
• 48:13
  meet the insurance, I want to really find other nursing homes
• 48:16
  that could do deals with other operators.
• 48:18
  So there's a lot of top of mind mega, mega deals going on in
• 48:21
  people's minds. That being said, right, So I
• 48:24
  want to add a little flavor and edit a little bit of what you
• 48:26
  said. You have to remember that US
• 48:29
  vendors. Are paying for your Yeah.
• 48:31
  Meaning during the day, OK, you're busy, you have those
• 48:34
  meetings, but when you're at breakfast and you're at a table,
• 48:36
  or you have dinner or you're quiet and you're walking, don't
• 48:39
  turn your back to people. Right, Don't put your phone out
• 48:41
  as the guys walking. Up.
• 48:42
  Don't say I have back-to-back. Say I have back-to-back.
• 48:45
  But of course I'll make time for you, Mr. or Miss or missus
• 48:48
  vendor that paid so much to be here, who is giving me my
• 48:51
  grandiose dinner and my beautiful, you know, spa in the
• 48:54
  night and yoga in the morning. That's the idea.
• 48:57
  Idea that I think is the message.
• 48:58
  And I gotta tell you, I'm a big Family Guy fan, and they have
• 49:02
  this thing called, you know what grinds my gears, you know, OK.
• 49:05
  Yeah, sure, sure. Sure, Yeah.
• 49:07
  What really grinds my gears is when people say no, no, no.
• 49:10
  But deep down, he's a nice guy. I really can't stand that.
• 49:14
  I, I, I just can't. I don't want to hear that.
• 49:16
  Deep down he's a nice guy. And I'm sure there's jokes that
• 49:18
  people. Oh, deep down he only acts like
• 49:20
  an A hole, but deep down he's a nice.
• 49:23
  No, no, he needs therapy. Yeah, he needs to go to help He.
• 49:25
  Can't. So when people say he's a great
• 49:27
  guy, I go like, yeah, he's all right, you know, right.
• 49:29
  And like, and the person sits back sometimes and I don't not
• 49:31
  trying to say or anything. I'm like, yeah, he's, he's OK,
• 49:34
  you know, and they kind of sometimes sit back and be like,
• 49:36
  you know what, you're right, He's all right.
• 49:38
  You know, 'cause like the terminology, he's a great guy, a
• 49:40
  nice guy. I think is throwing around way
• 49:42
  too much. The reason why it hurts is
• 49:44
  because then the guy thinks he's actually a nice guy.
• 49:47
  So somebody needs to tell him, hey, you got to stop pushing
• 49:49
  people around and being negative and and you know, always saying
• 49:52
  that you have back to backs, like, right.
• 49:54
  That's I I don't think for me at least, this might be a little
• 49:57
  controversial and maybe there are very few people out there
• 50:00
  who will agree with me, but I think most people will not.
• 50:02
  It's unpopular. I can't.
• 50:04
  I don't aim to be a nice guy. I'm not.
• 50:06
  Oh. She I was literally by the way,
• 50:08
  you are such a nice. Guy Steph was getting good.
• 50:13
  He gave him a mic and he's going he's not even pacing himself.
• 50:18
  He's just coming out guns play with those with his biggest
• 50:21
  weapons right away. So I don't really like you know,
• 50:25
  I I my notoriety, I don't care for it to be people other people
• 50:29
  saying, oh, you know, that guy owes you what a nice guy like
• 50:32
  I'm not aiming for that. I don't know if I care for that.
• 50:35
  I don't want people to say I'm a terrible person, all that that's
• 50:38
  right, but I'm I'm a nice guy. You know it.
• 50:40
  It could be a lot of other attributes as well that could
• 50:43
  define you that that is sort of your niche.
• 50:45
  I think being a nice guy should be reserved for people who like,
• 50:49
  there's a guy I remember growing up, I remember growing up and
• 50:52
  he's a nice guy. He was always doing stuff in the
• 50:54
  stroll, like he was the guy after the kid is cleaning up and
• 50:57
  you know, like if you had a problem, he wouldn't run over.
• 50:58
  He's the first one to assist you.
• 51:01
  He's a nice guy. He's a really nice guy.
• 51:03
  He's pleasant. He's just is around.
• 51:06
  He wants everybody around him to be happy, right?
• 51:08
  It's just throw it around so loosely.
• 51:10
  I'm not a nice guy, Michael. You're a nice guy.
• 51:13
  You're a nice guy, Michael, because you really do a lot for
• 51:16
  the community. And I don't have the patience
• 51:18
  that you have. I do not.
• 51:20
  You have so many people that line up to like, you know, tell
• 51:22
  you this and play that. I'm, I'm, I'm done with it.
• 51:23
  I'm bored. I need to go.
• 51:25
  So yeah, but most people are not nice people.
• 51:28
  Most people are not nice people, and the few that are, it's a
• 51:32
  really big it's you're diminishing the word when you
• 51:35
  just throw it around loosely and say no, he's a nice, he's a nice
• 51:38
  guy. No, no they're not.
• 51:39
  Alright, can't. Let's talk about your brother
• 51:40
  for a second, 'cause I knew him for many years before he was one
• 51:43
  of the guests on here. You know David Greenfield, you
• 51:46
  know, you and him very different personalities, but deep down you
• 51:49
  guys actually have like a lot of similarities and stuff.
• 51:52
  I thought he was a deep down, he's a nice.
• 51:53
  Guy but but but on that nice guy thing.
• 51:55
  But when I say something about about about him when I met him
• 51:58
  for the first time, I know him for for for over 10 years and
• 52:02
  I'll get into this thing is that he came to shul with some my
• 52:05
  friend Manas Berkovici, who's a good friend of his in shul in
• 52:08
  the summer and most people went upstate.
• 52:10
  But there's like a core group of guys in the shul in Brooklyn
• 52:13
  that they came by and he comes in there and my friend said this
• 52:16
  guy, Michael Greenfield's, you know, David Greenfield's here is
• 52:19
  a politician. He's a Councilman.
• 52:20
  He's this guy. And he comes over to me and he
• 52:22
  said, what's your name? I said, my name is Aaron
• 52:24
  Lufenstein. And then he asked me like, So
• 52:27
  what do you do? So I said, I work at Ernst and
• 52:30
  Young. I said, what do you do?
• 52:32
  And he was like, excuse me, like, what do you mean?
• 52:35
  What do we do? I'm Michael, I'm David
• 52:36
  Greenfield. I'm like the Councilman, my
• 52:37
  pictures in the Ted every week, like I'm I'm the guy and stuff.
• 52:40
  But and then our relationship kind of, you know, he threw him
• 52:42
  off a little bit like throwing someone off.
• 52:44
  On that note, I'll give you guys a tip here.
• 52:48
  And for my listeners, and it's interesting, not when you're at
• 52:51
  a conference, when you meet somebody for the first time or
• 52:55
  if you're at a healthcare conference, you're there to know
• 52:56
  what they do for a living or whatever it is.
• 52:59
  Ask them their name, where they're from.
• 53:01
  Try to avoid asking them what they do for a living.
• 53:03
  Try to get to go know the guy's personality without asking them.
• 53:06
  So new, what do you do, right? Why do you have to go ahead and,
• 53:10
  and, and, and touch somebody up, you know, you know, sum them up
• 53:14
  based on what they do for a living, Right.
• 53:16
  And it's something that my friend, a different friend of
• 53:18
  mine taught me is that you can actually like get to know
• 53:21
  somebody without running to know.
• 53:23
  Oh, I work in the health. Oh, yeah.
• 53:24
  You know, so I never ask people what they do, you know, when
• 53:27
  they when I meet them. And if you ever try that with,
• 53:29
  you know, meeting new people, it's fascinating.
• 53:31
  Sometimes people are actually edging to tell you what they do
• 53:34
  and just like kind of like not even ask.
• 53:36
  Them would you ask someone like what are you doing?
• 53:37
  You're at a work event, you're at ECAP or Ohio Healthcare, LTC
• 53:40
  100, whatever it is, you're there to make money.
• 53:42
  You got to know what they do. Like that's something else, you
• 53:43
  know, but actually it's, you know, I.
• 53:45
  Want to tie to? It's almost like.
• 53:46
  Code for. So how can you serve me?
• 53:48
  How can you help me? You say what do you do?
• 53:50
  Let me see. Is there a way that we could?
• 53:51
  Yeah. How can you interest me, right
• 53:53
  this conversation, right? I want to tie the two of your
• 53:56
  points together and we're going to have to share.
• 53:59
  Oshi, you may not be a nice guy, right?
• 54:02
  But at the end of the day, we're not talking about that.
• 54:04
  We're not talking about. And you're a nice guy, by the
• 54:07
  way. But deep down, I do nice things.
• 54:09
  No, no, I do some nice things. It doesn't make me a nice guy.
• 54:12
  The point of this conversation and the reason why I think it
• 54:14
  went a little left field is because it's not about being a
• 54:16
  nice guy. Yes, the guy in shul who puts
• 54:19
  this farm away is a nice guy. We're not talking about that.
• 54:21
  I want to. This is the hottest topic for
• 54:23
  me, by the way. You know, psychological
• 54:25
  evaluation of people. I love it.
• 54:27
  I do this all day long. Speak to people, meet people,
• 54:30
  evaluate them. I don't read books.
• 54:32
  I read people. That's literally what I do all
• 54:33
  day. I don't either read.
• 54:34
  So thank you for that. What I think, the message here,
• 54:38
  and I think that what we're trying to talk about, and I
• 54:41
  think that what you should, I hope, accept is the normalcy for
• 54:44
  everyone is to be nice to strangers, to be nice to others.
• 54:51
  It's not about you being the nice guy.
• 54:52
  I don't care if you're a nice guy or not a nice guy.
• 54:55
  I care how you treat me when I meet you.
• 54:57
  That's what we're talking about. And going back to I'm sorry for
• 55:00
  one second, Aaron, going back to what you said a minute ago, I
• 55:02
  literally spoke about this last night because and, and this is a
• 55:04
  hot topic of mine also. How do you tell?
• 55:06
  How do you how do you introduce a person?
• 55:08
  How do you say hello to somebody?
• 55:09
  Like ask your friend and I have a way, but I'd love to ask you
• 55:12
  this question. What do you say when you meet
• 55:14
  someone? How do you get to know them?
• 55:16
  You just started meeting them. What's your go to question to
• 55:19
  engage in a conversation of getting to know them other than
• 55:21
  what do you do? So please, I'd love to hear I.
• 55:23
  Don't know it, just if for me. Think of it you have.
• 55:26
  You have come up with a question that you ask somebody so that
• 55:29
  you where you from, people, where you from, from, where you
• 55:31
  from, how'd you get there, right?
• 55:32
  Yeah, where you from? You get there.
• 55:34
  Yeah, that's great. Would you go obviously.
• 55:36
  Does that make sense? Yeah, it makes a lot of sense
• 55:37
  what you're. Saying you're talking about just
• 55:38
  being nice. To, I know, but that isn't the
• 55:40
  the true definition of the of the the phrase he's a nice guy.
• 55:44
  I'm not talking about that what he means, stranger.
• 55:45
  I'm talking he gives them a little bit of attention.
• 55:47
  That's it. The word is inclusive.
• 55:48
  You could sit down and shul in a kiddish, let's say, right?
• 55:52
  And you have your two friends and you know, I've, I've over
• 55:55
  the podcast, I learned about your shul.
• 55:56
  Sounds awesome, right, But but what I'll tell you is that you
• 55:59
  have that one other guy who's trying to fit in who who you
• 56:02
  don't play baseball with and he doesn't Don a Yankee fan.
• 56:05
  He's a met fan and he sits down. He tries to sit on the other
• 56:08
  side of you. You're not facing your two core
• 56:10
  friends that you that you just saw on Friday afternoon.
• 56:13
  You actually engage. Hey, David, how are you today?
• 56:16
  How was your week? You know what's going on?
• 56:17
  Hey, what you doing for, you know, midwinter or what's going
• 56:20
  on and stuff. Talk to that guy.
• 56:22
  He literally he could be a janitor, head maintenance guy in
• 56:25
  the yeshiva. But be, be nice to that person
• 56:27
  and also, you know, and, and when your friends see that,
• 56:30
  they'll rub off on them and what a mess.
• 56:32
  You know, I think, I think it's really important.
• 56:34
  I think you know I. Really like that and I'll tell
• 56:35
  you and. My father's like that and you
• 56:37
  know, and that's what, you know where I got it, you know, I.
• 56:39
  Got to tell you what I tell people when I first meet them
• 56:41
  and you guys can use and adapt any one of these varieties of
• 56:44
  ways of of this of communicating with people when you first meet
• 56:47
  with them is hey what's top of your mind how's your day going
• 56:51
  how was your week is actually what I always.
• 56:54
  Aw, that's fantastic. That's the way I start with
• 56:56
  every conversation. How was your week?
• 56:57
  Yeah. And people look at me sometimes,
• 56:59
  like what? You don't know me When you asked
• 57:01
  me. How was your week?
• 57:02
  What the top of your mind? I think that's a great way to
• 57:04
  start engaging in conversations with people you don't know.
• 57:06
  The idea of inclusiveness is an amazing message.
• 57:08
  Aaron, thank you so much for being before we let you go.
• 57:11
  You know we can't let you go without asking you who your
• 57:13
  potential guest is that you would invite to sit in this
• 57:15
  chair. I I would love to see you
• 57:17
  tanking in the seat. Do you know him?
• 57:18
  I agree, Michael. You all know him very well.
• 57:21
  I'm gonna ask him. I've asked him a few times to
• 57:24
  come on. He said he would, but he just
• 57:26
  never. Gave on the other all.
• 57:27
  Right, so you call him and ask him for.
• 57:28
  Us. I will call him.
• 57:29
  I will ask him. I think he's hilarious and.
• 57:31
  He's funny, I agree. And you know what?
• 57:33
  He speaks the truth, yes, And you get him.
• 57:35
  On guys, thank you so much for listening, liking, subscribing,
• 57:38
  commenting, getting involved, growing with us, hearing us out,
• 57:42
  being part of our community, part of our lives.
• 57:44
  We really appreciate it. Thank you Aaron for being on our
• 57:46
  program. Have a good week everybody.
• 57:48
  That's a wrap take. Care.
• 57:49
  That's a wrap.