Latest / Financial Survival Network / Unlocking Government Contracting Gold: Insider Tips and Strategies for Success -- Jason White #5989

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Unlocking Government Contracting Gold: Insider Tips and Strategies for Success -- Jason White #5989 · Financial Survival Network

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As much as the economy is doing whatever is doing, the federal government always
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have money allocated towards these contracts for years that's already been done, so they
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still need to spend that money, which means they're still always going to be
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work. You're listening to Carrie Lutz's Financial Survival Network, where you get valuable
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information you just can't find anywhere else to thrive in today's trying times. You
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ever, and welcome you are listening to and watching the Financial Survival Network.
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I'm your Oscarry Lutz will hate it. Tough time to make it in business,
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for sure, but the person you're about to hear from can open up
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perhaps some new horizons for you, some new things you never thought of,
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and a way to keep making it. You know. Will Rogers once said
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to invest in inflation, it's the only thing going up. Well that's certainly
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true today, but also going up is government spending. So that might be
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your ticket to really keeping your business above water, even prospers prospering in these
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tough times, Jason, it's great to have you on the show. So
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government contracting panacea? Is it your key to success? It is, it
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is, Carrit Thanks for having me on the show. I think it's been
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my key to success, along with some other things, but definitely federal government
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contracting because you know those three different levels. So I speak from the federal
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level all all right, but all levels of government, of course, are
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spending money. So what works at the feds federal level can work at the
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state and local level too. Right. Again, I just don't know anything
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about this local because know that the little procedures that they have in the state
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a little different. But you're absolutely right, government spending money regardless of the
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level. Yeah. It reminds me of the movie I once saw I can't
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remember the name of it now, where these two guys war dogs or yeah,
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yeah, war Dogs. Yeah. Like, So they start contracting all
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these small contracts for the military. At one point they're going across a war
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zone in Lebanon to get the get the weapons to delivered to their client.
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But I assume you're not risking your life to go do this. There's an
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easier path, correct, correct, Let me let me, let me backtrack
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War Dogs. Wouldn't it have never been a movie? If they would have
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never sourced ammunition from China, they would have just stayed away from that.
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They would have never had a movie because they was doing everything else by the
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book. But yeah, I'm not. I'm definitely not risking my life.
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It's another way to do it. Wait, the way I do government contracting
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is pretty simple. There's an ask or request from the federal government. Then
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there's a company out there that can provide or fulfill that request. I'm just
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marrying the two together and putting those two into a position to help each other
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at the same time. So you don't even have to take any risk of
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fulfillment or whatever. Right, Yeah, So technically I am the risk taker
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because the federal government is dealing with me. They're really not dealing with the
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partner. My paperwork, my name is everything on the paperwork, but the
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company is fulfilling the product or the service in lieu of my name. How
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hard is it to find these opportunities? So it's fairly easy. SAM do
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i gov SAM dot gov and there are ninety six thousand federal government contract opportunities
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every single day, so it's not all at all relatively easy. Hey,
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so you think I can do this? Absolutely? Listen, you got a
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zoom call and you got on the computer, and I'm pretty I'm pretty sure
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you're talking the fall throughout the day as well. That's all you need,
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all right? So what are the best opportunities out there for somebody like me
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who knows absolutely nothing? So here's the thing, right, I tell people
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all the time, I don't know how to fix cars. But one thing
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I can do is drive my car to the auto mechanic so they can fix
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it for me. Right, So all we have to know is what the
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expectations are, and we can get the expectations from the federal government. The
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federal government says, hey, I need ten thousand pencils. Cool, no
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problem, I can go find a manufacturer company that's willing to partner with me
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to source these ten thousand pencils. So as long as we know what the
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expectations are and we can go find the correct partner to fulfill whatever the product
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of the service is. So you don't really care how much what the contract
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is, just that you can fulfill it, find somebody to do it.
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There you go, I don't care what it is because I'm not doing the
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physical part of that contract. I'm doing the brain operations of that contract.
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So whatever it is, there's somebody that can help me source or do that
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service. So what's the weirdest thing you ever sourced for the government? The
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weirdest thing is probably well, I mean, let me take you back.
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I knew it was a pandemic before it was a band didn't. So in
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twenty seventeen, the federal government asked me for eighty two million gloves. Now
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do it look like I'm a guy that has eighty two million gloves just just
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sitting around my with them? Where would you find them? Right? Exactly?
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So I gave them a price point. This is twenty seventeen. They
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got my price point. It didn't come back to me to the end of
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twenty eighteen. Round the middle towards the end of twenty eighteen, they said,
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hey, is that price still the same? We still do you still
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have those amount of gloves? I said, the price, they're not the
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same, but I think I still I can find those gloves. Anyway,
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did the contract with them for those gloves? Twenty nineteen? What happened?
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Ye? The started the pandemic was crazy imagine if you were selling masks,
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what they could have done. Oh my goodness, gracious, had I had
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I known, I would have got them some masks too. But they asked
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me for the gloves and that before the pandemic. That was pretty weird.
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That was pretty great. At other ppe, what has been the most profitable
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thing you ever sold to the government? Uh, the most profitable service.
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So I do products and service. The most profitable service is armed and unarmed
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security. So that's been Those contracts are typically around four and five years each
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contract, and then they typically like the service, so they continue to roll
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that contract. Oh so so is this for what type of security? Like
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for age? Yeah? So unarmed is like your brinks I'm sorry. Armed
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is like your brinks and you're you know, delivering the money bags from this
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location of that location. Then unarmed it is where they're just garding some paccess.
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It might be like a statue or a museum. So they want to
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source armed, unarmed security guards for that service. All right, So you
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know, you hear all sorts of stories about how the government pays slowly,
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if at all they ever had any problem getting paid by them, No I
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care. So that's why I was trying to give you the distinction between the
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state, federal, and local. The federal level doesn't have those issues,
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at least since I've been doing this since two thousand and eight, I haven't
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had issues of the federal government paying slow or not at all. Anytime I've
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ever had an invoicing issue, it was user air, I put the wrong
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PEO number, or I did it didn't put the right dollar amount, so,
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but it wasn't on the federal government me. And how fast did they
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pay you? So everybody is on your contract typically is on a net thirty
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right, so the product of service is delivered first, and then the federal
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government after invoicing, has up to thirty days to pay you out. Now,
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you can during the proposal process ask for a NET team to be paid
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in ten days or a NET zero to be paid on delivery, but net
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typically is a net thirty. Yeah, they're going to take. It's the
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government after all, right, they're gonna take the old. Now, they
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will take the old thirty days now they will do that. Yeah, they'll
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pay you on the twenty ninth and hurry, Okay, you're right, So
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it goes in your bank and they wire you the money, right. Yeah,
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it's directly positive right into your account that you put on your registration when
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you first become a full vendor for the federal government. You ever had any
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disputes with them as far as they weren't happy or whatever. Ah, listen
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yes, because remember it's not me actually doing the work is enough the company,
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So I'm relying on the other company to be who they say they.
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Y'all have the excellent customer service and the personnel. So sometimes there are those
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issues that that person just wasn't truthful with me, or that company wasn't truthful,
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and now I gotta communification. But one of my strongest assets is communication.
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So once I can feel that this company isn't who they say they are,
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but they already wor working on my federal federal government contract, one thing
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I have to immediately do is communicate that with the federal government. Most people
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think if you mess up with them, you're going to get black balled and
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navigate a contract. Again, that's not that's not even remotely closed. The
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federal government wants to work with small business. That's their that that's their thing.
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They like to praise for the mountain time we give small businesses all this
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money, so they're not looking to you know, asks you out as a
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partner, but they are looking for utmost communication and honesty, and if you're
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able to do that, a lot of issues can just be dealt with or
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swept on in the road. And they're not worried about you subcontract contracting out
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these contracts. No, it's actually it's actually a rule that allows you to
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sub out the contract. Now, when you see certain contracts, they'll tell
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you, hey, we don't want this to be subbed out. We want
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the person to actually do the work. So those are our hands off.
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But at least about ninety percent of all the federal government contracts, they allow
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those to be sub subcontracted out because they know a lot of these contracts you
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need help anyway, You're going to need to partner up if you can't fulfill
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or have the personnel. How does it work with preferences for minority and women
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own businesses. Does that give you a leg up? A lot of people
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think it does, but it doesn't. So yeah, yeah, do you
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go to Vegas off the current? Not anymore? You know, like I's
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tired of making gifts to the casinos, so you know, when you're walking
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around on the basic casino bowl and then you can see the high roller table
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and right, but when you go to the high roller table, they're still
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in there, but it's just a smaller amount of people that can gamble at
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that level. That's all the certifications do the minority, the woman down,
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the veteran on, the service disabled veteran on. You still have to big
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but you're only bidding now against a smaller pool versus the larger pool. But
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it's no crefit right, all right, So it might give you a little
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advantage because less people are bidding, but that's going to get it's not going
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to win you the contract. No, And a lot of people think,
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just because they have that shiny new sticker that says, hey look at me,
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I'm a service is able veteran, that they're going to automatically win a
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contract, not knowing they still got to understand and learn the bidding process.
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It's just not giving to you. And that was my next question for you
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is, so bidding, how do you come up with prices enough so that
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your subcontractors gonna make make money and you're going to make money. Yeah,
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good question. So one of my like I told you one of my keys
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to success is communications. So I'm gonna let the subcontractor know, hey,
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I am actually going to put some money on top of your quote. So
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I need your quote to be at the lowest price where you're still making money,
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so I can still put a little bit of change on there for myself
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because I am in the middle of this deal. Sure, So do you
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go to multiple subcontractors and bid out on contract? Garrett? Before I became
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in a relationship, I dated multiple women. I gotta see, I gotta
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see what's the best. How do they feel about that? They want to
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think they're the only one in the world that's rite for you, Jason.
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But I told you one of the things is by communication. Hey I'm dead,
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I'm dating. So one of the things I do with the subcontractors is
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no different. I just say, hey, listen, I need a quote.
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I'm not guaranteeing you that you're going to get this job with me,
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but I just needed to know how much are you charging me? And I
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go do that well, new two or three other people so I can price
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compit. So is it easier to make money in this business now or harder?
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Yeah? So it's easy. Remember, as much as the economy is
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doing whatever is doing, the federal government always have money allocated towards these contracts
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for years that's already been done, So they still need to spend that money,
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which means they're still always going to be work for me to partner with
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somebody because those contracts are always rolling. That reminds me of that scene I
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think it was in a Full Metal Jacket where they're in marine training and he
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goes the sergeant says, men will live and die, but the Marine Corps
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is forever, and so is the government too, right, Absolutely, yes,
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sir, yes, and all right. So somebody wants to get into
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this. If you want to get into it, what kind of resources do
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you need besides a zoom connection and a toll or foudah. So you have
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to have an LLC. Right, So, the federal government doesn't do people
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to business, they do be to b business to business. So as long
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as you have an LLC S corporal, a formulated company, you can take
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that company and register that into SAM dot gov and then you you're ready to
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go. It's not See, that's why I like to deal on a federal
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level. On a federal level, You don't need two years of experience,
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or need to be in business for two years, or have experience and all
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this other stuff that the other levels want you to have. At the federal
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level, just register a brand new LLC. If you have a sketchy pass,
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congratulations because they're making sure that you have an LLC, not your personal
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background. And after you get registered, you're ready to rock and roll.
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Okay, Core, Hey, so you coach people on how to do this.
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I do. I do. So. I've been coaching now since twenty
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twenty and we have over sixty five hundred students, and out of those sixty
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five hundred students, they've been successful at being over the federal government contracts to
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the Tuna fifty five point three million dollars Matjie. Yeah, I'm very proud
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of our students in our community and I'll just continue to build it all right.
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Hey, geographically doesn't matter where you are. There's some parts of the
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country that's better to do this than others. Or you could be in Alaska
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or Hawaii or what you could be anywhere. Because that's why I like to
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deal on a federal level. There's a federal facility in all fifty states.
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So even if you're in Florida and I'm in Texas, but we both see
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an opportunity for a contract in Montana, South Dakota, North Dakota. There's
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somebody out there that can do the work, and we just partner up with
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them to do it where they are not what we up. So you mentioned
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security, unarmed and armed. Give me three other areas you think there's real
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opportunity real estate, janitorial, landscaping and it services uhha, interesting to real
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estate's real estate management or how does that work? Yeah, So the federal
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government looks to lease buildings all the time, so their at least is either
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running out or they want to find a better opportunity to lease, so they
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will put out on the tender or the solicitation and say, hey, look
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we're looking for this size building, this location. So that's a major thing
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for all those relators out there that's kind of struggling with the you know,
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residential side. The commercial government side is a space that they need to be
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in paying attention to. Even though all those buildings in DC are half empty
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because everybody's still working from home right now. You never room back. But
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you know, guess what's running in those buildings those see security IT stuff and
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have those laptops that they've worked from home that's still running from some type of
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software in those buildings. Amazing. All right, Hey, how do we
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how do you connect with people? How do we find out about you and
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on the internet, et cetera. Oh man, that's too easy. So
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if anybody goes to Instagram, you can go there at I am Jason White
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Underschool, so that I am Jason White Underschool. Then my website is the
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Federal Coldcode dot com, the Federalcold dot com, and there you'll be able
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to connect see what programs that we offer and just dive into this world federal
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government contractor. All right, man, Hey, well the link is in
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the show notes this interview on Financial Survival Network dot com. You can also
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text Jason's phone to find out more about it. That'll be in there as
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well. And Hey, if you got a question over Jason, Jason or
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myself, shoot me an email kl at Carrie Lutz dot com. And when
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you go to the site, you could just click right through to Jason's site,
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the Federalcode dot com. And while you're there, please sign up for
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our free newsletter. Jason amazing. Keep up the great work and I love
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hearing your story. Appreciated. Thank you jvav, thanks for listening to carry
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Lenz's Financial Survival Network, your solution to today's trying times. For the latest,
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go to Financial Survivalnetwork dot com. Financial Survival Network now more than ever,