Latest / The Elite Real Estate Podcast / Jason Howland & Ryan Marsh | RenovationsNow, Building an Empire & Their Bold New Venture Roofana

Transcript

Jason Howland & Ryan Marsh | RenovationsNow, Building an Empire & Their Bold New Venture Roofana · The Elite Real Estate Podcast

• 0:21
  SPEAKER_03: What's up everyone and welcome back to another episode of the Elite Real Estate Podcast, where real estate meets mindset, marketing, and momentum.
• 0:28
  SPEAKER_03: I'm your host, Jimmy Nelson, and today we are coming to you live from the Royal Oath Insurance Group right here in Clinton Township, Michigan.
• 0:35
  SPEAKER_03: Big shout out to the entire team here.
• 0:36
  SPEAKER_03: You're back because the cameras are just an insurance agent.
• 0:39
  SPEAKER_03: They're your promise keepers, whether it's auto, home, business, life, or health insurance, they're here to protect what matters to you most.
• 0:45
  SPEAKER_03: You can check them out at RoyalOathinsurance.com or give them a call at 586-238-3535.
• 0:51
  SPEAKER_03: And of course, today's episode is brought to you in part by our friends at Connection, the CRM built for closers.
• 0:56
  SPEAKER_03: If you're a real estate agent, entrepreneur, or small business owner looking to automate, follow up, and close more deals and stay top of mind, then Connection is your secret weapon.
• 1:04
  SPEAKER_03: Go to yourconnection.com and take control of your pipeline today.
• 1:08
  SPEAKER_03: Now, whether you're tuning in live on YouTube, Facebook, Instagram, Twitch or X, catching the replay on Spotify, Apple Podcasts, Google Podcasts, iHeartRadio, wherever you stream, we're glad you're here.
• 1:17
  SPEAKER_03: Do me a favor, hit that like button, drop a comment, and share this with a friend, and make sure you're subscribed so you never miss an episode.
• 1:24
  SPEAKER_03: All right, guys, let's get locked in.
• 1:25
  SPEAKER_03: We've got a powerhouse show lined up today.
• 1:27
  SPEAKER_03: And if you're in business of real estate or just building something big, this one is for you.
• 1:31
  SPEAKER_03: Good morning, good morning, good morning, everybody.
• 1:33
  SPEAKER_03: Welcome into the Elite Real Estate Podcast.
• 1:35
  SPEAKER_03: We got a packed room today.
• 1:36
  SPEAKER_03: Yeah.
• 1:37
  SPEAKER_03: I love it.
• 1:37
  SPEAKER_03: I love it.
• 1:38
  SPEAKER_03: I love it.
• 1:38
  SPEAKER_03: I love it.
• 1:39
  SPEAKER_03: So we got a packed room today.
• 1:40
  SPEAKER_03: We got a lot of stuff to cover, and we only have an hour to do it.
• 1:43
  SPEAKER_03: So we're going to get jamming here.
• 1:45
  SPEAKER_03: Jason and Ryan, Renovations Now, and my man Justin with Connection.
• 1:48
  SPEAKER_03: How are you doing, buddy?
• 1:49
  SPEAKER_04: Great to be here today.
• 1:50
  SPEAKER_04: I just wanted to say before we get started, I look up to everyone in this room.
• 1:54
  SPEAKER_03: Yeah, you were named after me, too.
• 1:56
  SPEAKER_03: Hey, you can try to help with that.
• 1:59
  SPEAKER_03: Hey.
• 2:00
  SPEAKER_03: That's why I gave everybody tall chairs.
• 2:04
  SPEAKER_03: Yeah, that's why I gave you tall chairs.
• 2:06
  SPEAKER_03: That's why I gave you tall chairs.
• 2:07
  SPEAKER_03: So, well, Jason, Ryan, thanks for coming in.
• 2:09
  SPEAKER_03: I appreciate you guys.
• 2:10
  SPEAKER_03: Justin for joining us.
• 2:11
  SPEAKER_03: And uh, I haven't had anybody sit on this side of the desk in a while.
• 2:14
  SPEAKER_04: Well, you need a co-host from time to time.
• 2:15
  SPEAKER_03: Yeah, from time to time, we need a co-host to jump in there.
• 2:18
  SPEAKER_03: But Jason, Ryan, renovations now.
• 2:21
  SPEAKER_03: Well, we're gonna get into some new stuff you guys got coming out too.
• 2:23
  SPEAKER_03: But where'd you how'd you get started in this?
• 2:25
  SPEAKER_03: I'll let you take that.
• 2:27
  SPEAKER_02: Yeah, so in 2020 I started Detroit Construction Solutions, like in the height of COVID.
• 2:32
  SPEAKER_03: And uh great time to start a business.
• 2:34
  SPEAKER_02: Actually, we were pretty busy because no one else wanted to work here.
• 2:37
  SPEAKER_02: Right.
• 2:37
  SPEAKER_02: I gotta make money because I got a family.
• 2:40
  SPEAKER_02: So we did that for about three years in 2023.
• 2:44
  SPEAKER_02: I brought Jason on as a sales coach, but we're gonna have breakfast, and we're like, what can we sell that'll be a smaller ticket than a bathroom or a kitchen?
• 2:54
  SPEAKER_02: So we started a foreign company that didn't work out very well because we figured out we had a market for two different companies and it didn't work in that moment.
• 3:04
  SPEAKER_02: So I brought him on as a partner and Jason's a master sales coach.
• 3:10
  SPEAKER_02: So 2023, we're doing under a million dollars.
• 3:14
  SPEAKER_02: Fast forward to 2026, we're looking at around, I don't know, 10, 12 million, we'll finish the year with.
• 3:22
  SPEAKER_02: So that's how we got started.
• 3:23
  SPEAKER_03: That's how it all started.
• 3:24
  SPEAKER_03: That's how it all began.
• 3:25
  SPEAKER_03: And I'm doing technical stuff over here, so you guys Jason, what you guys so and you've been in the roofing business for a long time.
• 3:32
  SPEAKER_00: Well, I've been, yeah, I've been in the I was started in the roofing business, roofing and siding sales when I first got into the whole home improvement space at all.
• 3:42
  SPEAKER_00: I was at a really small company for roofing, and like from the very second I started in training for sales, it it was like what I was supposed to do.
• 3:54
  SPEAKER_00: So since then I've I've wanted to expand my impact, which meant that I needed to teach what I learned to other people, and so I created the action closer system, my sales training company, and then Ryan was a client, and we saw a really good opportunity, and here we are.
• 4:11
  SPEAKER_00: I love it, man.
• 4:12
  SPEAKER_00: I love it.
• 4:13
  SPEAKER_03: Yeah, sales, you know, it's sales training, and then it's like you do sales for a long time and then you start training people out, right?
• 4:18
  SPEAKER_03: Like I'm in the same boat.
• 4:19
  SPEAKER_03: So and really it's just how to talk to people, right?
• 4:23
  SPEAKER_00: Right.
• 4:24
  SPEAKER_00: Well, well, with in-home at the kitchen table kind of sales, one of the biggest mistakes people make is they don't have a system.
• 4:32
  SPEAKER_00: They just send guys out because they know how to talk to people, but that that's that goes so far.
• 4:39
  SPEAKER_00: But when you're it at a kitchen table and you have a setup process that you follow, you can start to hone it in because you can't really improve what you don't measure and you can't measure randomness.
• 4:50
  SPEAKER_00: Right.
• 4:51
  SPEAKER_00: So that's kind of what we focus on at Renovations now is being able to get the customer everything that they need to make a decision in an hour and a half.
• 4:59
  SPEAKER_03: Yeah.
• 5:00
  SPEAKER_03: Yeah.
• 5:01
  SPEAKER_03: Because and then you know, I'm I've been watching you guys on social medias too, and what you guys do at renovations now, too, like you're building leaders inside of your company.
• 5:08
  SPEAKER_02: Yeah, correct.
• 5:09
  SPEAKER_02: So I you've seen like what I posted online, I'm guessing.
• 5:12
  SPEAKER_02: Yeah.
• 5:12
  SPEAKER_02: So we're taking like hard, hardened construction guys and going, we're gonna read books.
• 5:17
  SPEAKER_03: Yeah.
• 5:18
  SPEAKER_03: And we thought it look, I did construction.
• 5:21
  SPEAKER_03: I know they're not reading.
• 5:23
  SPEAKER_02: No, so so all of them ate it up because they share the same vision, right?
• 5:29
  SPEAKER_02: Our vision is to elevate our team to ownership through proven processes that deliver consistent results to the customer every time.
• 5:36
  SPEAKER_02: So they have an opportunity not to be just an employee, but to be an equity partner in the other locations that we're gonna be opening in the next over the expansion of ten years.
• 5:47
  SPEAKER_02: That's phenomenal.
• 5:49
  SPEAKER_02: Yeah.
• 5:50
  SPEAKER_03: And so and but you're getting them to read.
• 5:53
  SPEAKER_03: They love it.
• 5:55
  SPEAKER_03: Yeah.
• 5:55
  SPEAKER_02: No, we just got done doing 21 irrefutable laws of leadership.
• 5:58
  SPEAKER_03: It's one of my favorite books, too, by the way.
• 6:01
  SPEAKER_02: Uh there's a lot of good stuff in there that they didn't know, and some of the stuff we didn't know.
• 6:06
  SPEAKER_02: And we learned together.
• 6:08
  SPEAKER_03: Yeah.
• 6:09
  SPEAKER_03: I love that.
• 6:10
  SPEAKER_03: I love that.
• 6:10
  SPEAKER_03: And again, it's what you guys are building inside of Renovations now, right?
• 6:15
  SPEAKER_03: Like it's just again, it's building that bench, building people that can that are gonna be able to expand, right?
• 6:22
  SPEAKER_03: Then go out, run, run stuff, do stuff the right way, so then you're gonna bring in more of the same people.
• 6:26
  SPEAKER_02: We only like hiring people that have the potential to be a leader because we need that, right?
• 6:31
  SPEAKER_03: Yeah.
• 6:31
  SPEAKER_02: And if they ever want to go anywhere in life, they gotta be open to that's a huge part of being successful, is to be a leader.
• 6:39
  SPEAKER_00: Yeah.
• 6:40
  SPEAKER_00: Yeah, it's it's a huge part of our company, the the culture as you come in, and if you're hired, you're already working towards becoming a foreman uh from the first day of training.
• 6:50
  SPEAKER_00: Uh and everything's about systems and processes, because if we can create a system in Fraser that that builds to ten, twelve million dollars, we can create the same system in in Lansing, let's say.
• 7:04
  SPEAKER_00: And and the way that that works is one salesman and one installer come from this location and relocate to the next location, and we already have two people installed that know the entire system when we open the next location.
• 7:19
  SPEAKER_00: So it's really about that leaders creating leaders, which is a real John Maxwell kind of thing.
• 7:24
  SPEAKER_03: So again, then you know, because like I said, I worked in construction for a long time growing up, and then but the because the trust has to come into I'm sending you out there to represent our company, and I can't be with you guys, can't be with everybody, not and scale your business, right?
• 7:42
  SPEAKER_00: Well, when we first so everybody we one of the things I know about business in general is if you're willing to do what other people think is impossible, you have a really good chance of success.
• 7:54
  SPEAKER_00: Yeah, right.
• 7:55
  SPEAKER_00: And so, and I think we could talk about that with Rufana in a couple minutes, too.
• 7:59
  SPEAKER_00: But but they told us we couldn't make a one-sit close for custom bathroom remodeling.
• 8:04
  SPEAKER_00: They told us they couldn't make a one-sit close for kitchen remodels.
• 8:08
  SPEAKER_00: We came up with the five-day bathroom, the 21-day kitchen.
• 8:11
  SPEAKER_00: It's all SOPs.
• 8:12
  SPEAKER_00: It's like day one, you're doing this until this time, and then you're doing this until this time, and you're doing this.
• 8:18
  SPEAKER_00: So on day three at two o'clock in the afternoon, we've got a pretty good idea what our guys are doing when they're out in the field, which allows us what we didn't realize at the time is we created a training monster because this SOP turns 18-year-old kids into foremen in a year.
• 8:34
  SPEAKER_03: Yeah.
• 8:34
  SPEAKER_00: You know, so now you've got a kid who's 18.
• 8:37
  SPEAKER_00: We had five people buy houses at our company last year out of 22 employees.
• 8:41
  SPEAKER_00: That's pretty good.
• 8:42
  SPEAKER_00: And two of them were 18.
• 8:43
  SPEAKER_00: Who are the who's the real estate agent?
• 8:45
  SPEAKER_03: Yeah, let's get this back down to who's the real estate agent.
• 8:48
  SPEAKER_03: Hey, listen, you guys are in now.
• 8:50
  SPEAKER_00: We we didn't know you then.
• 8:52
  SPEAKER_00: So we can plug you guys.
• 8:53
  SPEAKER_00: My mom might be mad if he's listening.
• 8:57
  SPEAKER_03: Go for five to ten.
• 8:58
  SPEAKER_03: Like, hold on a second.
• 8:59
  SPEAKER_03: Yeah, yeah.
• 8:59
  SPEAKER_03: Like, hold on a second.
• 9:00
  SPEAKER_03: We have people buying houses, like there's there's people on on the dialer right now thinking, like, wait a minute, where are they at?
• 9:06
  SPEAKER_03: I can listen, I can sell their house too.
• 9:08
  SPEAKER_03: Just say house?
• 9:09
  SPEAKER_03: Yeah.
• 9:09
  SPEAKER_03: Don't say that in a room full of realtors.
• 9:11
  SPEAKER_03: Yeah, right.
• 9:13
  SPEAKER_00: You're in now, but I apologize.
• 9:15
  SPEAKER_00: We should have known you that.
• 9:16
  SPEAKER_00: Yeah, you should have.
• 9:18
  SPEAKER_02: That's my fault, too.
• 9:19
  SPEAKER_02: Well, cool part about it.
• 9:20
  SPEAKER_02: So we just hired another kid, but about a month ago, we hired his name's Kyle.
• 9:25
  SPEAKER_02: Our sales guy went to their house to sell him a job, and they're like, we want to work for you.
• 9:29
  SPEAKER_02: So that's two people we've hired from going to their house to sell a job tomorrow.
• 9:33
  SPEAKER_03: That's great.
• 10:18
  SPEAKER_03: That's great.
• 10:19
  SPEAKER_03: You sit back a little bit because his microphone's blocking your whole face.
• 10:22
  SPEAKER_03: I can see I just have you guys over here.
• 10:24
  SPEAKER_03: So I'm yeah, you can pull that mic back that way.
• 10:30
  SPEAKER_03: If you're watching it right now or watching it later, you'll see what I mean, right?
• 10:33
  SPEAKER_03: Like you're yeah.
• 10:34
  SPEAKER_03: It's fun, like it's like your uh it's like your matter where you go.
• 10:37
  SPEAKER_03: It's right there.
• 10:38
  SPEAKER_03: It's right there.
• 10:38
  SPEAKER_03: Yeah, and then move your mic a little bit towards me.
• 10:40
  SPEAKER_03: There we go.
• 10:41
  SPEAKER_03: Now we gotta no, no, you but sit back.
• 10:43
  SPEAKER_03: Oh there you go.
• 10:44
  SPEAKER_03: Okay, you're good.
• 10:45
  SPEAKER_03: Now we got you.
• 10:46
  SPEAKER_03: We gotcha.
• 10:46
  SPEAKER_03: We see everything here.
• 10:47
  SPEAKER_03: It was like you were blurring you out.
• 10:49
  SPEAKER_03: Like we didn't want anyone to see you on here.
• 10:51
  SPEAKER_03: So let's just keep talking.
• 10:53
  SPEAKER_03: Yeah.
• 10:56
  SPEAKER_03: Man, who if you know if you're not having fun, right?
• 10:58
  SPEAKER_04: Well, it makes you guys feel better.
• 10:59
  SPEAKER_04: Feels like I'm taking orders around here.
• 11:02
  SPEAKER_04: Can I get anyone a coffee?
• 11:03
  SPEAKER_04: Yeah.
• 11:04
  SPEAKER_04: Uh do you want fries with that?
• 11:07
  SPEAKER_03: Do you want fries with your hardware?
• 11:09
  SPEAKER_03: Yeah, yeah.
• 11:10
  SPEAKER_03: Software, whatever you sell.
• 11:11
  SPEAKER_03: I don't know.
• 11:11
  SPEAKER_03: Well, well, anything.
• 11:12
  SPEAKER_03: Yeah, right.
• 11:13
  SPEAKER_03: I know.
• 11:14
  SPEAKER_03: I know.
• 11:14
  SPEAKER_03: But yeah, so you guys had you you guys are now that you're ramping this up.
• 11:18
  SPEAKER_03: So how many employees do you have now at at renovations now?
• 11:22
  SPEAKER_00: 26.
• 11:23
  SPEAKER_03: Okay.
• 11:24
  SPEAKER_00: So and and that's the other thing they said we couldn't do is create all W-2 in-house employees and be able to scale like we do.
• 11:32
  SPEAKER_01: Yeah.
• 11:33
  SPEAKER_00: But it's that system allows us to train people quickly enough to build crews fast enough.
• 11:38
  SPEAKER_03: Yeah.
• 11:38
  SPEAKER_03: So do you have it like do you have like their first 30, 90 days laid out?
• 11:43
  SPEAKER_00: We have their first 90 days and and beyond.
• 11:47
  SPEAKER_00: So we have we they're called employee maturity models.
• 11:50
  SPEAKER_00: They're built out through ownership.
• 11:52
  SPEAKER_00: Like the path is already there.
• 11:54
  SPEAKER_00: When they start, they can look at it and see how they could become an owner over the next several years.
• 11:59
  SPEAKER_02: Yeah, it's like laborer, skilled laborer, foreman one, foreman two, foreman three, and then ownership when we open the location.
• 12:06
  SPEAKER_02: Okay.
• 12:06
  SPEAKER_02: And then with a new venture, some of them might move into that too.
• 12:09
  SPEAKER_02: Okay.
• 12:10
  SPEAKER_02: We don't know yet for that.
• 12:11
  SPEAKER_03: What is that new venture like?
• 12:12
  SPEAKER_03: Yeah.
• 12:14
  SPEAKER_03: Rufana.
• 12:15
  SPEAKER_03: Yeah.
• 12:15
  SPEAKER_03: Rufana.
• 12:16
  SPEAKER_03: You get teravana.
• 12:17
  SPEAKER_03: Yeah.
• 12:18
  SPEAKER_04: Did we get shirts?
• 12:19
  SPEAKER_03: Yeah, we got shirts.
• 12:20
  SPEAKER_03: I I I you know, that's one of the things I've had a few guests bring in swag.
• 12:24
  SPEAKER_03: Like we know we all know Tara.
• 12:25
  SPEAKER_03: Tara brought in real producer swag.
• 12:27
  SPEAKER_03: So I got some real producer swag.
• 12:28
  SPEAKER_03: Jason Coletta from Hill Mortgage brought in some swag.
• 12:30
  SPEAKER_03: So, you know, I love it when people bring swag in.
• 12:33
  SPEAKER_02: Did Tara give us swag when we signed up with the U.S.
• 12:36
  SPEAKER_04: It's in the mail.
• 12:36
  SPEAKER_03: Yeah.
• 12:37
  SPEAKER_03: Yeah.
• 12:39
  SPEAKER_03: Yeah.
• 12:41
  SPEAKER_03: But so where did this so Roofana?
• 12:43
  SPEAKER_03: So you've got renovations now.
• 12:45
  SPEAKER_03: That's running, right?
• 12:46
  SPEAKER_03: Like that's been running for a few years.
• 12:47
  SPEAKER_03: You guys are building that out.
• 12:49
  SPEAKER_03: So where did Rufana come in?
• 12:51
  SPEAKER_03: And how did where did that idea spark from?
• 12:54
  SPEAKER_02: Well, because we hired Justin to do our CRM.
• 12:58
  SPEAKER_02: Moved into something like even greater, right?
• 13:03
  SPEAKER_02: Off even off connection, I would say, but part of connection.
• 13:07
  SPEAKER_04: Yeah, they have a whole system, a whole built-out tailored system.
• 13:11
  SPEAKER_04: Correct.
• 13:12
  SPEAKER_04: Yeah.
• 13:13
  SPEAKER_00: I'll just I'll just say this.
• 13:14
  SPEAKER_00: Justin has built with us, you know, our one thing that I've known for years in the contracting industry is CRM is everything.
• 13:24
  SPEAKER_00: Oh and if you don't, like there's nothing that works right.
• 13:29
  SPEAKER_00: Like I sat down with Justin, what, two years ago now, and I said, look, nothing works right.
• 13:35
  SPEAKER_00: How do we do it?
• 13:36
  SPEAKER_00: And I gave him a like a stack of paper.
• 13:40
  SPEAKER_00: I gave him a napkin.
• 13:42
  SPEAKER_00: No, I gave him a big long document with what I wanted, like all mapped out.
• 13:46
  SPEAKER_00: He's like, Yeah, we can we can do that.
• 13:47
  SPEAKER_00: And I'm like, Really, you can do that?
• 13:49
  SPEAKER_00: Because service tight, none of those big ones can do the things that that our system does for us, and and it gets better every day.
• 13:57
  SPEAKER_00: So that's how we you know met Justin.
• 14:00
  SPEAKER_00: So I think to pick up where Ryan, like the reporting is the most important thing in business.
• 14:06
  SPEAKER_02: Like, if I don't have accurate reports or financials, I can't make any decisions, right?
• 14:10
  SPEAKER_02: So so knowing that Justin is a tech guy and can build anything that we think about, you know, the online roofing company came to mind, and he's like, Yeah, I can build that.
• 14:25
  SPEAKER_02: And when do we start it?
• 14:26
  SPEAKER_02: Like three months ago, and it's like ready to launch.
• 14:29
  SPEAKER_02: That's insane.
• 14:30
  SPEAKER_02: Yeah, you're you're a dangerous man.
• 14:31
  SPEAKER_04: You guys already have the setup.
• 14:32
  SPEAKER_04: I mean, you know, you guys already had the outline with renovations now and looking to do what you're doing there.
• 14:37
  SPEAKER_04: And so we're we're just happy and proud to be a tech partner with the company.
• 14:42
  SPEAKER_04: You know what I mean?
• 14:42
  SPEAKER_04: So on the connection side, you know, looking to put that together with Rufana.
• 14:47
  SPEAKER_04: Say it here.
• 14:48
  SPEAKER_03: Rufana.
• 14:48
  SPEAKER_03: Rufana.
• 14:49
  SPEAKER_04: Rufana.
• 14:50
  SPEAKER_03: You gotta say it like an Italian, Rufana.
• 14:53
  SPEAKER_04: Get some espresso.
• 14:56
  SPEAKER_03: Yeah, and and like so so that's how Justin and I met at a at a real producers event.
• 15:00
  SPEAKER_03: Shout out again, Tara.
• 15:01
  SPEAKER_03: Tara's getting a lot of this this morning.
• 15:03
  SPEAKER_03: Yeah, what is happening?
• 15:04
  SPEAKER_03: But but so we met at a thing, and then same thing, right?
• 15:07
  SPEAKER_03: We've we CRMs, right?
• 15:09
  SPEAKER_03: We get I get CRMs thrown at me all the time.
• 15:11
  SPEAKER_03: I've run large teams where we shifted from one CRM to another and moved 120 agents from one to another in 30 days.
• 15:19
  SPEAKER_03: Like it's a nightmare.
• 15:20
  SPEAKER_03: It's a nightmare.
• 15:21
  SPEAKER_03: It's an absolute nightmare.
• 15:22
  SPEAKER_00: I'm not gonna say there hasn't been moments where I wanted to call Justin and say, this is over.
• 15:27
  SPEAKER_00: Like I've been asked 400 questions in the last five minutes about this new system.
• 15:33
  SPEAKER_02: But I get the phone calls instead.
• 15:36
  SPEAKER_00: Right.
• 15:36
  SPEAKER_00: Because I know I can say whatever, and and I don't want him to really shut it down, so like I just complained to him.
• 15:43
  SPEAKER_00: But you said something.
• 15:46
  SPEAKER_00: There's been some moments right now.
• 15:48
  SPEAKER_00: Like there's a red button.
• 15:51
  SPEAKER_04: I brought it with me.
• 15:52
  SPEAKER_04: I brought it with me.
• 15:53
  SPEAKER_03: Well, and it was the same thing for us.
• 15:55
  SPEAKER_03: Like, I was looking at CRMs, and you know, I had used you know the name the CRM, I've used it on the real estate side.
• 16:01
  SPEAKER_03: And it was the same thing.
• 16:02
  SPEAKER_03: Like, how this is this is all dumb.
• 16:04
  SPEAKER_03: Like it in what what you unless you're running out of three of them, because this one does this, this one does this, this one does this.
• 16:10
  SPEAKER_03: How do I get all of them to do the one thing?
• 16:12
  SPEAKER_03: And so I'm probably driving him crazy too.
• 16:14
  SPEAKER_03: Cause then, you know, we we just jumped on a zoom yesterday, and I had I had sent him a list of like, hey man, this is what I need, but it's done, you know what I mean?
• 16:24
  SPEAKER_00: Like that's the amazing thing.
• 16:26
  SPEAKER_00: His team, we say I need something that to me is like a two-week project, right?
• 16:33
  SPEAKER_00: And like he's like, All right, we'll do it as soon as you shut down for the night.
• 16:36
  SPEAKER_00: Yeah, you know what I mean?
• 16:37
  SPEAKER_00: Because with with business, he can't make a change to a CRM while my sales rep's sitting at the table and all of a sudden everything goes blank, and he's like, sorry, Mr.
• 16:46
  SPEAKER_00: Cool, I can't write your contract today.
• 16:48
  SPEAKER_00: I'll call you back.
• 16:49
  SPEAKER_00: You know, it's buffeting.
• 16:51
  SPEAKER_00: I got one sales rep who's super ta tech savvy, and he he says buffeting instead of buffering.
• 16:57
  SPEAKER_00: And we just let it we yeah, you gotta clear the cachet, it's buffeting.
• 17:01
  SPEAKER_00: But we just let him go.
• 17:02
  SPEAKER_00: It's funny at this point.
• 17:03
  SPEAKER_04: But yeah, he presses buttons on his phone, stools fall out.
• 17:05
  SPEAKER_03: It's all as long as he's selling, who cares?
• 17:07
  SPEAKER_03: Right, right.
• 17:07
  SPEAKER_03: And he is doing that for sure.
• 17:10
  SPEAKER_03: Slad rule.
• 17:13
  SPEAKER_03: So you you had this idea for Rufana, right?
• 17:17
  SPEAKER_03: And and so how did that spark like on the construction side of things, right?
• 17:22
  SPEAKER_03: Like, how is that scalable?
• 17:24
  SPEAKER_02: Is it how is it scalable?
• 17:26
  SPEAKER_02: So we have like a network of like 500 roofers at this point, okay nationwide.
• 17:31
  SPEAKER_02: We're getting some licenses in some states, but they carry a lot of them, right?
• 17:35
  SPEAKER_02: So we're covered on that end.
• 17:36
  SPEAKER_02: And then with our operational like prowess, you could say, and what we've learned in Rufana, we can run it through the CRM with automations and AI that'll cover the whole basis where we don't need a bunch of employees to do it.
• 17:49
  SPEAKER_01: Yeah.
• 17:50
  SPEAKER_02: You would have to like 10 years ago.
• 17:52
  SPEAKER_02: And then with Jason's expertise on roofing, we just know how the jobs are gonna go.
• 17:57
  SPEAKER_02: Right.
• 17:58
  SPEAKER_02: So this is a team effort all the way through, and it'll go smoothly.
• 18:02
  SPEAKER_03: Yeah.
• 18:02
  SPEAKER_00: Yeah, it's it's really interesting because the opportunity.
• 18:06
  SPEAKER_00: So funny story, my wife and I thought about this.
• 18:09
  SPEAKER_00: My wife had the idea for the same type of thing that Roofon is.
• 18:13
  SPEAKER_00: She actually contacted one of the major measuring companies that are out there.
• 18:17
  SPEAKER_00: Yeah, and they're not very cooperative.
• 18:20
  SPEAKER_00: They just treat you like a roofer, and you can just and and so what whatever happened at the time, you couldn't get right the technology to measure from a distance at the time.
• 18:30
  SPEAKER_00: Okay, that was 10 years ago, if maybe closer to 15.
• 18:34
  SPEAKER_00: And so there was a moment where Justin mentioned something that had happened where somebody had blown an opportunity, and I'm like, really, they blew that opportunity?
• 18:45
  SPEAKER_00: Let's do that right now.
• 18:46
  SPEAKER_00: And that was three months ago, and now we have our own measuring system.
• 18:50
  SPEAKER_00: Yeah, we don't need to use anybody else's tech.
• 18:53
  SPEAKER_00: It's it's coming from in, it's all self-contained, which is awesome because to put that in perspective, when you go through the major company that all the roofers use currently, it takes about an hour to get your report back.
• 19:08
  SPEAKER_00: If you're fast, maybe 20 minutes, you know, with luck, which makes it tricky because you're you're if you've got a sales rep going out, you have to order that that report before they go.
• 19:20
  SPEAKER_00: So you're paying for it, whether the customer buys or not.
• 19:24
  SPEAKER_00: Well, with our system, it's like 30 seconds on most homes.
• 19:27
  SPEAKER_00: Okay.
• 19:28
  SPEAKER_00: So so you could literally have your sales rep in the home if it was used like that, you could have your sales rep in the home and they could measure on the spot.
• 19:37
  SPEAKER_00: Yeah.
• 19:37
  SPEAKER_00: But what's cool is we don't need the sales rep in the home because the customer can enter their address.
• 19:43
  SPEAKER_00: Uh, you've been through the app.
• 19:46
  SPEAKER_03: Yeah, I got to mess around with it.
• 19:47
  SPEAKER_00: Right.
• 19:47
  SPEAKER_00: And and within 30 seconds on most homes, unless there's tree cover or something that causes it to need a little bit more data, you're gonna have a root three roof quotes.
• 19:57
  SPEAKER_00: And and the cool thing is because, like Ryan said, with the low overhead that we have, you're getting the same, you know, five-star company quality, but you're getting it at a price like you're hiring a guy down the street, right?
• 20:10
  SPEAKER_00: Yeah, it's really close to that.
• 20:12
  SPEAKER_00: It could be like 20 to 30 percent cheaper.
• 20:15
  SPEAKER_03: Yeah, yeah.
• 20:16
  SPEAKER_03: Yeah, because it you streamlined the same.
• 20:19
  SPEAKER_03: Because that's what it, you know, and I think relate to this.
• 20:22
  SPEAKER_03: I always I always try to relate it back to like real estate, right?
• 20:24
  SPEAKER_03: But same thing with us.
• 20:25
  SPEAKER_03: If I had a buyer that wants to go out today, well, I'm spending money in gas, doing everything I can to get them out there.
• 20:31
  SPEAKER_03: I I don't get paid unless they buy the house.
• 20:34
  SPEAKER_03: Right.
• 20:35
  SPEAKER_00: And and listen, there's always gonna be all both markets, right?
• 20:40
  SPEAKER_00: Some people are gonna want the salesman to come out and sit with them for an hour and a half and and browbeat them until they say yes, and that's cool.
• 20:47
  SPEAKER_00: I mean, we've we've been doing that for 20 years, and I love salespeople.
• 20:51
  SPEAKER_00: It's it's my my biggest passion in life.
• 20:54
  SPEAKER_00: But at the same time, if my wife didn't have me, she would never buy anything like that because she doesn't want a stranger coming into the house and and and you know, pitching her and and selling her.
• 21:07
  SPEAKER_00: I enjoy pitches, so bring it on.
• 21:09
  SPEAKER_00: Yeah, but but for a lot of people, they don't like that experience.
• 21:13
  SPEAKER_00: So knowing that they can get a five-star quality product, because we and and I'll let Ryan get into how we have those partners and and how we vet those partners, yeah.
• 21:22
  SPEAKER_00: Uh, but we have a five-star roof roofing company that you don't have to meet with a salesperson and go through that part of the process, you just can do that online and get it done quickly.
• 21:32
  SPEAKER_03: That's the amazing because it's funny.
• 21:34
  SPEAKER_03: Your your wife and my wife sound a lot alike.
• 21:36
  SPEAKER_03: Because, like, you know, I'll get the phone call, the sales call, you know, yeah, and I'll say no.
• 21:41
  SPEAKER_03: And they'll they'll and they're like, okay.
• 21:43
  SPEAKER_03: I'm like, wait a minute, you didn't even try to overcome the objection.
• 21:45
  SPEAKER_03: I'm like, and I'm coaching the person on the phone, and she's like, Will you just let them go?
• 21:49
  SPEAKER_03: Well, well, I had a I had a teacher, bro.
• 21:52
  SPEAKER_00: So my wife doesn't answer the door, right?
• 21:54
  SPEAKER_00: I have a I had a door-to-door insect guy come to the house last week.
• 21:59
  SPEAKER_00: Oh, and and you know, they come all the time.
• 22:02
  SPEAKER_02: I was on the phone with her when he knocked on the door, I think.
• 22:04
  SPEAKER_00: And someone's knocking on the door.
• 22:06
  SPEAKER_00: Yeah, and just freaking out, don't answer that, don't and and she's why do you talk to this guy?
• 22:10
  SPEAKER_00: And I'm trying to give him a job.
• 22:11
  SPEAKER_00: I'm like, hey man, like yeah, you know, you're not mad.
• 22:14
  SPEAKER_00: Um he's coming back and coming back with overcoming objections.
• 22:17
  SPEAKER_00: And I'm like, dude, you know what?
• 22:19
  SPEAKER_00: We have uh our Cash Now Club, and and if you sign up with this link, you can refer people to renovations now and make a thousand dollars if they buy and it's all online and it's all direct deposits.
• 22:29
  SPEAKER_00: So I gave him that link and he's like, Oh man, thank you.
• 22:31
  SPEAKER_00: But those conversations start because I like sales, so so I want to hear his pitch and see if he can overcome the objection.
• 22:38
  SPEAKER_03: Yeah, we should talk about the cash now club.
• 22:40
  SPEAKER_03: Yeah, yeah.
• 22:41
  SPEAKER_03: Tara just is writing down here, too.
• 22:43
  SPEAKER_03: She's in a couple messages.
• 22:44
  SPEAKER_03: But she said my mom got other quotes, and Rufana was lower and more detailed with what's included in there in all the all the things on the website and all the details on the website.
• 22:54
  SPEAKER_00: Cool.
• 22:54
  SPEAKER_00: Well just click click buy now and and mom will have a new roof in a couple weeks.
• 22:59
  SPEAKER_00: Let's do this.
• 23:03
  SPEAKER_04: And you know, speaking of that, right?
• 23:05
  SPEAKER_04: So what Jason alluded to before was you know the opportunity that was there was the customer experience opportunity.
• 23:12
  SPEAKER_03: Yeah.
• 23:13
  SPEAKER_04: So thinking about it from end to end, you know, quote to warranty, right?
• 23:18
  SPEAKER_04: You're gonna be able as a customer to sit there on your device, get a quote, get multiple quotes, actually, right?
• 23:26
  SPEAKER_04: Depending on what you want to do, then be informed of every single process in there, move forward, right, on your terms, whether that be, you know, credit card, finance, or pay at close, which I think we should talk about today, right?
• 23:40
  SPEAKER_04: But then afterwards, so you pick your color, you pick all the stuff, and you're ready to go.
• 23:45
  SPEAKER_04: But then what happens next, right?
• 23:47
  SPEAKER_04: And so it's the end-to-end with these guys that their solution and their expertise were able to build that out, to scale that out to where you know Rufana is the nationwide virtual roofing company.
• 24:01
  SPEAKER_04: Yeah.
• 24:02
  SPEAKER_04: Because that customer, when after they buy, is gonna be able to say, Who's coming to my house?
• 24:08
  SPEAKER_04: Well, these guys have vetted them, right?
• 24:10
  SPEAKER_04: So the con licensed, insured, skilled, right?
• 24:14
  SPEAKER_04: All that experience, end-to-end, when when the materials are ordered, what materials are ordered, when they're delivered, permits pulled, all that stuff from end to end.
• 24:22
  SPEAKER_00: I'd like to pause on that.
• 24:25
  SPEAKER_00: Like we our roofers are not subcontractors, they're contractor partners, and there's a huge difference.
• 24:32
  SPEAKER_00: Because when you hire a subcontractor, those guys are not licensed.
• 24:37
  SPEAKER_00: They haven't put the you know, it takes a lot of work to get a builder's license or in whatever state you're in, a roofing license.
• 24:42
  SPEAKER_00: And and we know that because there's a couple states that are requiring him to get the licensing, like in California, it's so much fun to go back to school.
• 24:51
  SPEAKER_00: Um we loved it in the first place.
• 24:53
  SPEAKER_00: That's why we're business owners.
• 24:55
  SPEAKER_00: But but no, the so with these partners, they're licensed contractors, they've got skin in the game, they're not, you know, some guy who got mad at his boss and started a subcontracting crew, and then the police are gonna show up because two guys are fighting on the roofs.
• 25:11
  SPEAKER_00: True story.
• 25:12
  SPEAKER_00: I will years and years ago, I had a roofing company that I was running, and we hired a subcrew because they were really fast.
• 25:20
  SPEAKER_00: We knew who they were, and turns out they did the recruiting at the parole office, like true story.
• 25:26
  SPEAKER_00: And I get a call at about 11 o'clock.
• 25:29
  SPEAKER_00: Yeah, I get a call at 11 o'clock in the morning.
• 25:31
  SPEAKER_00: The police are at the job, they found drugs, two guys were fighting.
• 25:35
  SPEAKER_00: One guy ended up in the dumpster, thrown off the roof, and and this is all happening on my job site, and I'm trying to manage it.
• 25:41
  SPEAKER_00: I'm like, never again, man.
• 25:42
  SPEAKER_00: I cannot deal with these roofing clubs, right?
• 25:45
  SPEAKER_00: But it's different when you've put uh you know a year or whatever into studying for the test and you've built a business.
• 25:52
  SPEAKER_00: And and the hardest thing for roofers, I'll plug our system for roofers because there's a whole portal for that too.
• 25:59
  SPEAKER_00: There is it the hardest thing for roofers is finding the work.
• 26:03
  SPEAKER_00: Yeah, we have the sales thing down, but most roofers just want to put roofs on, right?
• 26:08
  SPEAKER_00: So they're a builder, they're out there struggling to get appointments, they're chasing leads, running house, you know, and and then they're running up against people like us who got a pre uh a planned out system and they're just losing quite often.
• 26:21
  SPEAKER_00: So they end up trying to sell on price.
• 26:24
  SPEAKER_00: In this scenario, they'll make the same money they would make if they were marketing and chasing leads and running down customers.
• 26:32
  SPEAKER_00: Uh all they have to do though is pull a permit, do an inspection, and install.
• 26:36
  unknown: Right.
• 26:36
  SPEAKER_00: Yeah.
• 26:37
  SPEAKER_00: So so it's it's better for the roofers, too.
• 26:39
  SPEAKER_03: Yeah, for sure.
• 26:40
  SPEAKER_03: Because again, they're trying to find work just like the rest of us.
• 26:43
  SPEAKER_02: Right.
• 26:43
  SPEAKER_02: Well, when you're dealing with a roofer, too, that's a subcontractor and they try to start their own company, 90% of them are gonna fail in the first year.
• 26:49
  SPEAKER_02: Yeah.
• 26:50
  SPEAKER_02: Right.
• 26:50
  SPEAKER_02: Because they don't know what to charge, they don't know their margins, and they don't know their overhead or KPIs or metrics.
• 26:55
  SPEAKER_02: They don't even know what these terms mean because they were just they're a roofer.
• 26:59
  SPEAKER_00: It's actually 94% though, just to it's 94% of roofs.
• 27:04
  SPEAKER_00: Yeah.
• 27:04
  SPEAKER_00: Okay, 94%.
• 27:06
  SPEAKER_00: That's even better.
• 27:07
  SPEAKER_03: And it's funny, and then relating that to real estate, that's the same thing for real estate agents.
• 27:11
  SPEAKER_03: Yeah, right.
• 27:11
  SPEAKER_03: We it's an 89% fallout year one, and it goes up to like 92% by year three.
• 27:16
  SPEAKER_02: Well, but they probably don't understand how much work it's gonna take.
• 27:18
  SPEAKER_02: They don't, they don't see the 10,000 hours that it took to get to where we're at now of stress and not seeing your family and dealing with all that crazy nonsense that we have to deal with.
• 27:28
  SPEAKER_03: That's the hard that's the hardest part about building the business, right?
• 27:30
  SPEAKER_03: And and once you have because you now you have this system in place, right?
• 27:34
  SPEAKER_03: Between renovations now, Rufana, you've got the systems and processes in place, but it took a long time to get there.
• 27:39
  SPEAKER_03: Right.
• 27:40
  SPEAKER_00: Well, yeah.
• 27:40
  SPEAKER_00: I mean, I again I sold in homes.
• 27:44
  SPEAKER_00: I I've been in thousands of homes, uh, you know, and when you're running leads, a lot of companies, you know, renovations now, our guys run two leads a day.
• 27:53
  SPEAKER_00: That's enough.
• 27:53
  SPEAKER_00: The hot the tickets high enough that they can make a few hundred thousand doing that.
• 27:58
  SPEAKER_00: That's cool.
• 27:59
  SPEAKER_00: But when I was in roofing, you had to run four leads a day, right?
• 28:03
  SPEAKER_00: And and you got a 60 to 70 mile radius that you're covering.
• 28:06
  SPEAKER_00: So imagine getting up at eight o'clock in the morning, heading out to your nine, driving an hour, getting out of your nine at like 11, you got a one you're gonna be late to because it the you're traffic sucks, yeah.
• 28:17
  SPEAKER_00: And you're driving 72 miles from one end of the spectrum to the other.
• 28:21
  SPEAKER_00: And and so I worked, my wife put up with me being gone 15 to 17 hours a day, six days a week, and and all of it was listening to books in the car on the way to the leads and getting the action closer system put together and building the systems that I have now.
• 28:41
  SPEAKER_00: And and everybody, you know, even people that I know are like uh overnight success is not a real thing.
• 28:48
  SPEAKER_00: It's like you you have to put the work in, and nobody sees the work you put in until it's already in, and then you you got a company that's gonna do$10 million, and people are like, oh, look, they're successful.
• 28:59
  SPEAKER_00: Yeah, that happens.
• 29:00
  SPEAKER_03: Overnight success, it took me 20 years.
• 29:02
  SPEAKER_00: It's the iceberg.
• 29:03
  SPEAKER_03: Yeah, exactly.
• 29:03
  SPEAKER_03: That's exactly what it was.
• 29:05
  SPEAKER_02: We're like, uh, well, there's a lot of things.
• 29:06
  SPEAKER_02: Yeah, but you see that a lot, like these companies they've been around for 20, 25 years, and they're doing like 15 million, like, okay.
• 29:13
  SPEAKER_02: Right.
• 29:14
  SPEAKER_02: Companies should grow way faster than that, right?
• 29:17
  SPEAKER_02: We're doing it, what do we rebrand in 23?
• 29:20
  SPEAKER_02: It's two and a half years.
• 29:21
  SPEAKER_02: Two and a half years we're gonna be passing those companies off.
• 29:24
  SPEAKER_02: Hopefully we can buy them.
• 29:25
  SPEAKER_02: Right.
• 29:26
  SPEAKER_02: That's a acquisition goal.
• 29:27
  SPEAKER_02: Yeah.
• 29:28
  SPEAKER_04: You know, it's about the system though, right?
• 29:30
  SPEAKER_04: So you guys invested into your business and then reinvested back into your business, and you keep compounding that, and that's what I feel like a lot of business owners, you know, when I try to help work with them across all different spectrums, is saying, invest back into yourself.
• 29:43
  SPEAKER_04: This is not it's not about 100% back into yourself and have great ideas like, hey, Justin, can we do this?
• 29:51
  SPEAKER_04: I mean, I love I love when people schedule calls with me.
• 29:53
  SPEAKER_00: Him him and I have have put in in the last two years half a million dollars into education for ourselves.
• 30:02
  SPEAKER_00: Yeah, you know, look into consulting and and you know, like it's not it's not this isn't easy, but if you're if you want to give somebody young who wants to open a business advice, educ like put money into learning.
• 30:15
  SPEAKER_00: That's all you gotta do.
• 30:16
  SPEAKER_00: Put money into learning because there's no better investment in the world than investing in yourself, yeah.
• 30:21
  SPEAKER_04: And apply it, right?
• 30:22
  SPEAKER_04: So for sure.
• 30:23
  SPEAKER_04: But when you do it, you know, like you guys took the step too fast, but you're also like, how can we make everything that we're doing applicable daily and then consistently?
• 30:33
  SPEAKER_04: So it's not like something you do for a week and then all of a sudden the book's got dust on it, right?
• 30:37
  SPEAKER_04: I mean, it's like no no no, this is the process of the process of the process, yeah.
• 30:41
  SPEAKER_00: So and and stay attached to power, like yeah, that when you find like you guys, you guys are power for us, you know, and and it's a new connection we've made recently, and I'm super grateful for it.
• 30:52
  SPEAKER_00: But when you make a good connection or you have a good educational piece, yeah, attach to it, stay attached to it, benefit mutually, right?
• 31:01
  SPEAKER_00: That's another thing.
• 31:03
  SPEAKER_00: A lot of young business owners are takers, they'll take your time, they'll you know, they want advice, they'll call you for advice, but then they don't try to reciprocate that and and you have to you have to add value to everyone you meet if you want to succeed.
• 31:19
  SPEAKER_02: Well, we're funny talking about how we much money we spent with with education.
• 31:24
  SPEAKER_02: We did all these like personality tests.
• 31:26
  SPEAKER_02: I'm a driver analyzer, which is a curse.
• 31:29
  SPEAKER_03: I could have told you that.
• 31:31
  SPEAKER_03: Yeah, for sure.
• 31:32
  SPEAKER_02: He's a driver influencer, yeah.
• 31:34
  SPEAKER_03: So I'm high I, high S.
• 31:36
  SPEAKER_02: He'll spend all the money, but I don't want to spend all the money.
• 31:38
  SPEAKER_02: Yeah.
• 31:38
  SPEAKER_02: So I was like always super analytical about it and want to make a decision.
• 31:42
  SPEAKER_02: So something I learned from that from him is it's okay.
• 31:46
  SPEAKER_02: We got it.
• 31:47
  SPEAKER_02: Yeah, right.
• 31:48
  SPEAKER_02: And I seen it happen, and now I just want to spend all the money.
• 31:50
  SPEAKER_02: I I want to learn as much as I can, right?
• 31:52
  SPEAKER_02: Yeah, because there's a lot of stuff we don't know.
• 31:54
  SPEAKER_00: Yeah, it was hilarious.
• 31:56
  SPEAKER_00: The first time we wrote a big check, we're at we're at an event, and there's an opportunity to to really put some investment into ourselves, and and I already knew he was gonna say yes, but we i I didn't know how long it was gonna take.
• 32:13
  SPEAKER_00: And I was and and he's because I'm the guy who will spend all the money if you give it to me, he's in charge of that.
• 32:20
  SPEAKER_00: Right.
• 32:21
  SPEAKER_00: So I can't push him to spend it, but I'm sitting here going, Come on, man, just say yes.
• 32:25
  SPEAKER_00: It's like 9 30 at night.
• 32:27
  SPEAKER_00: We're sitting in an empty room at an event, like there's four people left, and they're all salespeople trying to get a to close us.
• 32:35
  SPEAKER_00: Right.
• 32:36
  SPEAKER_00: And and but once he wrote the first check, we went back to the next next event, and he's like, When can I how who do I call who do I find?
• 32:44
  SPEAKER_00: We gotta write another check.
• 32:45
  SPEAKER_03: And you're like, Hold on, no, stop writing check.
• 32:47
  SPEAKER_03: I still gave him a hard time.
• 32:49
  SPEAKER_02: Let me get him down a little bit.
• 32:51
  SPEAKER_02: I would say those sales guys, I did it.
• 32:53
  SPEAKER_02: We see them a lot now when we go to Arizona and we're friends now.
• 32:56
  SPEAKER_02: I would say, right?
• 32:58
  SPEAKER_02: And they still try to like pitch me, and I'm like, dude, you don't have to pitch me anymore.
• 33:02
  SPEAKER_02: Right.
• 33:02
  SPEAKER_02: If I see value, then I'm gonna buy it.
• 33:04
  SPEAKER_04: Well, right, you know, it's it's it's it's like the old sales tactic.
• 33:07
  SPEAKER_04: Sometimes you push the pen across and say nothing.
• 33:10
  SPEAKER_00: Yeah, sell me this pen.
• 33:11
  SPEAKER_00: Sell me this pen.
• 33:12
  SPEAKER_00: Well, that's when your value's proven, correct, right?
• 33:14
  SPEAKER_00: Like we have a repeat customer, we close 90, I think it's 94% of our repeat customers at renovations now when they call us a second time.
• 33:23
  SPEAKER_00: And actually, we call them and remind them that they have another bathroom in their house or remind them that they have a kitchen.
• 33:30
  SPEAKER_00: And and last week, just a perfect example, Colt out of the blue, called a guy from two year two years ago almost, and he had us out for a kitchen and a bathroom, signed right up.
• 33:40
  SPEAKER_00: But it wasn't even hard.
• 33:41
  SPEAKER_00: We just slide the pen to him and say, Hey, we gave you your repeat customer discount.
• 33:45
  SPEAKER_00: Here just sign up.
• 33:47
  SPEAKER_00: And the guy's like, sure, because there's no once you've proven your value, you can just slide the pen.
• 33:52
  SPEAKER_00: Second money is the easiest money, yeah.
• 33:54
  SPEAKER_04: And but and having those systems in place to you know reactivate that list, right?
• 33:59
  SPEAKER_04: Right?
• 34:00
  SPEAKER_04: You know, how many times do business owners think like I got your own new business, new business, new business?
• 34:05
  SPEAKER_04: I'm like, let me see your phone.
• 34:06
  SPEAKER_04: Let me see your phone.
• 34:07
  SPEAKER_04: You're helping right now.
• 34:08
  SPEAKER_04: Let me see your phone.
• 34:08
  SPEAKER_04: You have 3,000 people in there.
• 34:11
  SPEAKER_00: But what if one of them has a has a problem, though, Justin?
• 34:14
  SPEAKER_04: Yeah, it's okay.
• 34:15
  SPEAKER_04: They'll say stop and we'll never talk to them.
• 34:17
  SPEAKER_00: No, no.
• 34:17
  SPEAKER_00: What if what if their bathroom has has a loose handle and we got to go fix it?
• 34:21
  SPEAKER_00: That's always like the concern.
• 34:23
  SPEAKER_00: What if they aren't happy?
• 34:25
  SPEAKER_00: Good, perfect, we can make them happy.
• 34:28
  SPEAKER_00: Like, yeah, I don't want to leave somebody unhappy.
• 34:30
  SPEAKER_00: It's good to call your customers and find out that you made a mistake or that they have a an issue they need taken care of because I want to fix it.
• 34:37
  SPEAKER_02: I want to because that's referral business is important because private equity is going to be looking at that.
• 34:42
  SPEAKER_02: Yeah, they're gonna want to know how many of those are new customers and how many of these are repeat customers.
• 34:46
  SPEAKER_02: 100%.
• 34:47
  SPEAKER_02: The highest the higher the repeat customers, the more value you add.
• 34:50
  SPEAKER_04: Well, and and and there's a reason those big corporations run things like NPS scores and stuff like that, not promoter stores, because they know, like looking at your your current customer base and how happy they are reviews.
• 35:02
  SPEAKER_04: You guys got reviews, video testimonials.
• 35:06
  SPEAKER_04: I mean, you know, it's and it's I like what you guys do too, is because you actually take, you know, with discretion, but the video into the house to show on social media, like this is how things are really done, right?
• 35:18
  SPEAKER_04: Where I think that we don't see that a lot.
• 35:20
  SPEAKER_04: We see all the the the bad stuff.
• 35:22
  SPEAKER_04: You guys are like, well, that's great.
• 35:23
  SPEAKER_04: I mean, go watch those videos too.
• 35:25
  SPEAKER_04: But you know, we want to show you like this is how we remodel something, this is how we do something, so we get a visual representation of it as well, right?
• 35:32
  SPEAKER_00: So yeah, it's it's it's it really is about uh, and again, and I'll I'll quote Zig Ziggler in almost every conversation I have with people.
• 35:41
  SPEAKER_00: If you can you can have anything in life you want, if you just get enough other people what they want, and that's just like the key to all this.
• 35:47
  SPEAKER_00: If your customers are getting exactly what they want out of what you're providing, then then you're good.
• 35:52
  SPEAKER_00: And you know what they really want?
• 35:54
  SPEAKER_00: I can tell you, they don't want perfect, they want availability, reliability, right?
• 35:59
  SPEAKER_00: They they want to know that if when something isn't perfect, we'll come back and fix it.
• 36:05
  SPEAKER_00: Yeah, we have a here's a great example.
• 36:07
  SPEAKER_00: We had one employee that did work that was subpar.
• 36:11
  SPEAKER_00: We didn't know that.
• 36:12
  SPEAKER_00: Uh, it just so happened that we went to make a repair at the house.
• 36:17
  SPEAKER_00: Uh, it was a kitchen that we did.
• 36:19
  SPEAKER_00: We went to make the repair, and the guy making the repair said, This is not good, man.
• 36:24
  SPEAKER_00: Like, so he goes out, and yesterday we just re redid the lady's entire kitchen, just finished it yesterday.
• 36:30
  SPEAKER_00: She didn't even ask us to.
• 36:31
  SPEAKER_00: But we're not gonna leave our work that way because I know she's gonna tell 19 of her friends that that you came out and fixed it and did it even better, did it even better when you fixed it?
• 36:40
  SPEAKER_03: Volunteered to do it.
• 36:42
  SPEAKER_04: Yeah, it's it's not about whether you have an issue or don't have an issue, it's about what do you do when you have one.
• 36:47
  SPEAKER_04: Right.
• 36:47
  SPEAKER_04: Right?
• 36:48
  SPEAKER_04: Where you know, and that's the other thing too, is streamlining that process for the customer.
• 36:52
  SPEAKER_04: I want to just kind of drive that back home when we talk about tech, is it's the customer experience, the front facing is always the customer experience, whether it's real estate, whether it's your model, whether it's Rivana, is the customer experience has got to be the centric portion of that because it's them making that decision.
• 37:12
  SPEAKER_04: It's them feeling what do I do?
• 37:13
  SPEAKER_04: Like me, okay, that's great.
• 37:15
  SPEAKER_04: I like this, but what happens if, what happens when?
• 37:19
  SPEAKER_04: How do I know what?
• 37:20
  SPEAKER_04: Right?
• 37:21
  SPEAKER_04: Right.
• 37:21
  SPEAKER_04: I got, I don't know about you guys, but uh, you know, we're all living a life, right?
• 37:25
  SPEAKER_04: Customers out there, they got their own job, their own stuff, their own stuff going on.
• 37:28
  SPEAKER_04: So we want to make that streamlined as possible.
• 37:30
  SPEAKER_04: Like you get an alert on your phone.
• 37:31
  SPEAKER_04: Oh, cool.
• 37:32
  SPEAKER_04: Oh, wow, that's nice.
• 37:33
  SPEAKER_00: Yeah, my permit just got pulled.
• 37:35
  SPEAKER_00: Yeah, it's really cool because the the the back end, the the customer portal is super robust with Rufana.
• 37:41
  SPEAKER_00: It's like you you know every step as it happens.
• 37:44
  SPEAKER_00: And if you miss the notification or you have your notification shut off, no problem.
• 37:48
  SPEAKER_00: Log in, and it's literally a timeline.
• 37:51
  SPEAKER_00: Your permit has been pulled, your materials are ordered, your materials are being delivered this day, your roof is scheduled for this day, weather permitting.
• 37:58
  SPEAKER_04: Like, and we empower the customer too.
• 38:01
  SPEAKER_04: So, how many customers don't always know the process, right?
• 38:04
  SPEAKER_04: Where now with this system, they're empowered to pick their week, okay?
• 38:07
  SPEAKER_04: They're empowered to pick a time with with the with the contractor, okay, and it's all streamlined.
• 38:13
  SPEAKER_04: So then the install date comes, they're able to pick along with that contractor, they're able to work that out where it's not a back and forth.
• 38:19
  SPEAKER_00: Right.
• 38:20
  SPEAKER_04: It's not 27 text messages, it's not three phone calls in uh in a letter.
• 38:25
  SPEAKER_00: It's it's more like 13 voicemails and a return call.
• 38:29
  SPEAKER_03: Well, and this is the yeah, this is the hard part for for real estate agents too, right?
• 38:33
  SPEAKER_03: Yeah, because our clients think we have the can help them solve most of their problems, right?
• 38:39
  SPEAKER_03: So whether that's an electrician, a plumber, a roofer, gutter, whatever that is, like we get that call, like, hey, do you have somebody?
• 38:47
  SPEAKER_03: Right?
• 38:47
  SPEAKER_03: And so we randomly just you know, if we have a connection, right?
• 38:51
  SPEAKER_03: If we have somebody that we have, right?
• 38:53
  SPEAKER_03: But then the problem happens, they don't show up.
• 38:56
  SPEAKER_03: You know, it happens a lot.
• 38:59
  SPEAKER_03: Like, I had uh I I referred a plumber out, and great guy, he did work at my house.
• 39:05
  SPEAKER_03: I referred him out, and then an agent called me and they're like, Is this guy gonna he ghosted us twice?
• 39:10
  SPEAKER_03: I'm like, come on.
• 39:12
  SPEAKER_00: Trucking a truck, and then that that makes it hard on both ends, right?
• 39:17
  SPEAKER_00: I don't want to refer people if it's gonna damage my reputation, but I don't want to not have an answer for somebody when they need something.
• 39:25
  SPEAKER_00: Rufana solves that problem for real estate agents, by the way.
• 39:28
  SPEAKER_00: Yeah, because because if you're going to sell you, listen, I sold I again sold roofs and houses for years, and at least once a week, if not twice, right?
• 39:37
  SPEAKER_00: It was well, we're selling the house, I need a price to negotiate the deal.
• 39:42
  SPEAKER_00: So that's a waste of the salesman's time, right?
• 39:44
  SPEAKER_00: Because you're not going to close a deal if you're just trying to get a price to negotiate.
• 39:49
  SPEAKER_00: And then and then, well, I need a I need a roof to sell the house, but I can't finance it because I won't be able to get a mortgage if I have this new loan.
• 39:58
  SPEAKER_00: Right.
• 39:58
  SPEAKER_00: And so the pay at close option that you have through Rufana solves that problem.
• 40:02
  SPEAKER_00: So if you're a real estate agent and you're in that bind, and it's funny, we did the event a couple like last week or whatever it was.
• 40:08
  SPEAKER_00: Yeah, and and I think out of the hundred people I might have talked to at the table, yeah, maybe more, I think probably 20 to 25 of them had a story within the last couple days that they ran into that same situation.
• 40:25
  SPEAKER_00: I need a roof, but the customer can't pay cash for it, but they can't they can't get a loan, but I don't know.
• 40:32
  SPEAKER_00: Now we're just gonna have to negotiate.
• 40:34
  SPEAKER_00: And the and the buyer's gonna want to pay 10 grand for a$23,000 roof, and the seller's gonna want to get$34,000 for the$23,000 roof.
• 40:42
  SPEAKER_00: Yeah, and now we do the deal blows up.
• 40:44
  SPEAKER_00: So so for a real estate agent, there's nothing better than Rufana to if you're in that situation.
• 40:49
  SPEAKER_03: And the other thing is too, and you guys are I'm sure are seeing this on your end, it's the insurance companies too, are just not paying.
• 40:55
  SPEAKER_03: Or they won't close, they won't, they won't insure a house.
• 40:58
  SPEAKER_03: Like we're looking at like if it's 20 years, it's pretty tight for the insurance company to say yes on that.
• 41:03
  SPEAKER_04: Right.
• 41:04
  SPEAKER_04: It is and you know, the other thing too that we talked about with was the customer experience, the contractor experience, but now let's talk about the realtor experience, right?
• 41:13
  SPEAKER_04: Because now, as a realtor, you have the ability to have your own portal, send your own custom link so that your customer, your client sees you, right?
• 41:25
  SPEAKER_04: And then when they see you, Jimmy, hey, hey Justin, your you know, your agent Jimmy just sent you, you know, signed up, you know, Rufana and shared a link with you to check out your roof.
• 41:34
  SPEAKER_02: Yeah, well, they can do it right in front of them, right, in 30 seconds.
• 41:37
  SPEAKER_02: Yeah, they get a price.
• 41:38
  SPEAKER_04: But Jimmy also knows clients that you know he's helped in the past, so now they can share that, right?
• 41:43
  SPEAKER_04: And then the nice thing is, guess what?
• 41:45
  SPEAKER_04: Not only does the customer have that experience that's end-to-end, but now the realtor does too.
• 41:50
  SPEAKER_04: Yeah.
• 41:50
  SPEAKER_04: Because now the realtor can see I sent Justin the quote link.
• 41:53
  SPEAKER_04: Oh, Justin got a quote.
• 41:55
  SPEAKER_04: Oh, Justin purchased it, oh, Justin got it completed, right?
• 41:58
  SPEAKER_04: So now, yeah.
• 41:59
  SPEAKER_00: To Jimmy's point, there's zero chance the guy doesn't show up.
• 42:02
  SPEAKER_00: Correct.
• 42:03
  SPEAKER_00: Because you you don't want to refer the roofer and then the roofer, because I'll tell you what, that's the most common complaint.
• 42:09
  SPEAKER_00: Like you're in the house with a a new customer and they say, Well, I had three other guys scheduled.
• 42:14
  SPEAKER_00: None of them show you're the only one who showed up.
• 42:16
  SPEAKER_00: And you love hearing that as a salesman, but that's a industry problem, right?
• 42:20
  SPEAKER_02: Because most of them are working on their job that then they're trying to go sell the job and then they look for finances and deal with your family.
• 42:28
  SPEAKER_03: And then, but and then not everybody has the the the pay a close option or like the the the different things we can do you guys can do now because it's that that's another robust thing on the back end of this.
• 42:39
  SPEAKER_03: This isn't this isn't just like, hey, I'll finance that for you.
• 42:43
  SPEAKER_03: Right.
• 42:43
  SPEAKER_02: No, it's cool.
• 42:43
  SPEAKER_02: It just goes right on the closing statement.
• 42:45
  SPEAKER_02: Yeah.
• 42:45
  SPEAKER_02: Lion item, they get paid when it's done.
• 42:47
  SPEAKER_03: Yeah, yeah.
• 42:51
  SPEAKER_03: They don't have to wait, correct?
• 42:52
  SPEAKER_03: Yeah.
• 42:52
  SPEAKER_03: Because that's the big thing for us.
• 42:53
  SPEAKER_03: Like we're then we're negotiating, right?
• 42:55
  SPEAKER_03: Then we're negotiating, we're trying to chop down price, they're trying to go up and how much is it gonna be?
• 42:59
  SPEAKER_03: Yeah, we'll get some quotes.
• 43:01
  SPEAKER_03: Yeah, you know.
• 43:02
  SPEAKER_03: People ask me, how much do you think that roof's gonna cost?
• 43:04
  SPEAKER_03: I'm like, fifteen grand, thirty grand, I don't know, somewhere in between fifteen and thirty.
• 43:08
  SPEAKER_03: Right, right.
• 43:09
  SPEAKER_04: I know it's between one and a million somewhere, right?
• 43:12
  SPEAKER_04: Well, and it's tough right now, too, because uh on the on the realtor side, right?
• 43:15
  SPEAKER_04: Because of a little thing called inflation over the last couple of years has really taken our knowledge of price points and be like, you know, I used to know, but now I gotta call somebody because I don't know.
• 43:25
  SPEAKER_03: Like me getting my roof done 15 years ago is you know, eight grand.
• 43:28
  SPEAKER_00: So I I did a study, I did a study last year on inflation in the home improvement industry.
• 43:35
  SPEAKER_00: Yeah, and twelve thousand dollars ten years ago is forty-four thousand dollars today.
• 43:41
  unknown: Right.
• 43:42
  SPEAKER_00: Wow, that's that's a true story.
• 43:44
  SPEAKER_00: You could build a bathroom for 12 grand 10 years ago, it's gonna be 44 now.
• 43:49
  SPEAKER_00: Right.
• 43:49
  SPEAKER_00: But but here's the here's the example to make that make sense.
• 43:52
  SPEAKER_00: If you go to the grocery store, yes, right, and you buy what you 10 years ago,$12 would look like$44,000, wouldn't it?
• 43:59
  SPEAKER_00: Yeah, 100%.
• 44:00
  SPEAKER_00: You buy some steaks, you're at$142 to feed the family some steaks tonight, versus it used to be$35.
• 44:07
  SPEAKER_00: I mean, it it really is a real Taco Bell is the easiest parameter.
• 44:11
  SPEAKER_03: Yeah, it is.
• 44:14
  SPEAKER_03: Get some frozen taquitos, the kids are good, it's fine.
• 44:17
  SPEAKER_03: Yeah.
• 44:17
  SPEAKER_03: Yeah, it's not very nutritious, but they're eating they're they're eating it.
• 44:20
  SPEAKER_03: Yeah.
• 44:22
  SPEAKER_04: I got 10 bucks a taco bell.
• 44:23
  SPEAKER_04: They're like, You get two soft tacos.
• 44:25
  SPEAKER_03: I know.
• 44:26
  SPEAKER_03: What happened to like the five dollar thing?
• 44:27
  SPEAKER_03: You know what I mean?
• 44:28
  SPEAKER_03: What happened to the five dollar pieces?
• 44:29
  SPEAKER_03: Oh, you want twenty five bucks thirteen ninety five.
• 44:31
  SPEAKER_03: Yeah, yeah, yeah.
• 44:31
  SPEAKER_03: Well, I gotta start paying for sauce packs.
• 44:35
  SPEAKER_03: You know, I really don't need any sauce.
• 44:37
  SPEAKER_00: You know what I mean?
• 44:38
  SPEAKER_03: So where so you got renovations now running, Rufana's launched, basically, right?
• 44:44
  SPEAKER_03: It's going to that.
• 44:45
  SPEAKER_03: What's the goal by the end of the year?
• 44:47
  SPEAKER_03: Like what like number wise for for renovations now?
• 44:50
  SPEAKER_03: Like how much do you guys do that?
• 44:52
  SPEAKER_03: Do you count it on jobs done?
• 44:54
  SPEAKER_03: You know, is that how you look at that?
• 44:55
  SPEAKER_03: It's two numbers.
• 44:56
  SPEAKER_03: Go ahead.
• 44:56
  SPEAKER_02: Yeah, so we would do it on cash collected and how many jobs are in the AI report.
• 45:00
  SPEAKER_02: Okay.
• 45:00
  SPEAKER_02: So right now I talked to Jeremy last night.
• 45:03
  SPEAKER_02: We got 80 jobs on the board.
• 45:04
  SPEAKER_02: Right.
• 45:05
  SPEAKER_02: Which is pretty good, right?
• 45:06
  SPEAKER_02: Yeah.
• 45:07
  SPEAKER_02: The sales team, they're killers.
• 45:08
  SPEAKER_02: They close at like 45 to 50 percent, 30,$30,000 average ticket for a bathroom,$70,000 for a kitchen average.
• 45:17
  SPEAKER_02: So they do really well.
• 45:19
  SPEAKER_02: So my install team needs to keep up, right?
• 45:21
  SPEAKER_02: So we're just buying vans.
• 45:22
  SPEAKER_02: Yeah.
• 45:22
  SPEAKER_02: Building them out.
• 45:23
  SPEAKER_04: I love the new vans, by the way.
• 45:25
  SPEAKER_00: They're cool, right?
• 45:25
  SPEAKER_00: Awesome.
• 45:26
  SPEAKER_00: I like them.
• 45:26
  SPEAKER_00: Really cool.
• 45:27
  SPEAKER_00: Listen, here's here's if you another pointer for business guys trying to figure out the scale thing, you just need to create a snowball.
• 45:35
  SPEAKER_00: So what happens is you start out, you need leads.
• 45:39
  SPEAKER_00: So you market.
• 45:40
  SPEAKER_00: Right?
• 45:40
  SPEAKER_00: You figure out a little bit of how to get leads.
• 45:43
  SPEAKER_00: And and by the way, don't overspend on marketing.
• 45:46
  SPEAKER_00: Make sure you you know your numbers because that's the quickest way to put yourself under.
• 45:51
  SPEAKER_00: But but get the lead, right?
• 45:53
  SPEAKER_00: Sell the lead.
• 45:54
  SPEAKER_00: What you want to do is create competition between the three things.
• 45:57
  SPEAKER_00: If you've if you've got uh too many installs, then then his team needs to add more crews.
• 46:04
  SPEAKER_00: Once they add enough crews, they put pressure on the sales team, which says, okay, we need to market more.
• 46:10
  SPEAKER_00: Right.
• 46:10
  SPEAKER_00: And then once we market more, the sales team needs to sell more to keep up with the new teams, and then we sell more, and then the new teams can't keep up with us, and you create that constant push and pull where the the install is trying to catch up to the sales, and then the sales is trying to catch up to the install, and you force the company to grow, and I call it like the snowball effect.
• 46:31
  SPEAKER_03: Yeah, you have to be optimized to do this though.
• 46:34
  SPEAKER_02: Like they have yeah, you have to have the standard operating procedures and the processes, and this is how we do everything, and this is how you move within the company, and everybody has to be syn synergistic.
• 46:43
  SPEAKER_02: Is that the right way to say that?
• 46:45
  SPEAKER_02: And we found we found that balance, which is really nice.
• 46:50
  SPEAKER_02: Well, you know what I really enjoy, right?
• 46:51
  SPEAKER_04: Because when I first visited their office, they invited me to their office.
• 46:54
  SPEAKER_04: And so I go there and I meet with Ryan in his office.
• 46:58
  SPEAKER_04: I look on this wall.
• 46:59
  SPEAKER_04: I can tell he's a visual guy.
• 47:01
  SPEAKER_04: I look on this wall, and they got this these metal racks going across with these metal clips that are holding the paperwork, and I'm like, you know what we're gonna do?
• 47:09
  SPEAKER_04: We're gonna we're gonna keep those metal racks, but we're gonna put five boards on the wall.
• 47:13
  SPEAKER_04: Yeah.
• 47:14
  SPEAKER_04: So now he's saying he called he got 80 jobs in his pipeline because now he's looking at his visual pipeline to move across.
• 47:21
  SPEAKER_04: You know what I mean?
• 47:22
  SPEAKER_04: I don't gotta look at it anymore.
• 47:23
  SPEAKER_02: We got our stabilizer jammer for that.
• 47:26
  SPEAKER_02: And he does a fantastic job.
• 47:28
  SPEAKER_00: He does, and that and that's the thing is like the the pipeline to to kind of plug connection.
• 47:33
  SPEAKER_00: Our pipeline is simple.
• 47:35
  SPEAKER_00: You sell the job, it needs to be measured by our our measure guy.
• 47:39
  SPEAKER_00: It goes from measured to needs to order, ordered to invoice is verified.
• 47:44
  SPEAKER_00: Invoice is verified at that moment, it transfers from our ordering department into our install department, and he looks at the scope of work.
• 47:52
  SPEAKER_00: So we know a few weeks, six weeks in advance, what the scope is, goes over that with the field super, and they know, and so when the crew goes out, we already know the job.
• 48:02
  SPEAKER_00: We have videos and pictures inside the the system that tell you know the story of what the job's gonna be.
• 48:09
  SPEAKER_00: But that that, like Ryan said, you can I see a lot of companies learn the snowball without learning the right the the other part of it, the the processes and the systems and the SOPs, and and they just end up in chaos, yeah, because you're just like, Man, I got work, but what do I do?
• 48:28
  SPEAKER_02: Well, I've seen that happen.
• 48:29
  SPEAKER_02: So starting the company, like I know how to build a bathroom and a kitchen with my eyes closed, I could probably do it laying in bed.
• 48:34
  SPEAKER_02: But like everything else, the finance, the sales, the marketing, leadership, teaching other people, like that's not you're gonna have to learn all that stuff, right?
• 48:46
  SPEAKER_02: And the p a lot of people don't, and they go out of business because they're not paying attention to any of it.
• 48:51
  SPEAKER_02: Yeah, right.
• 48:52
  SPEAKER_02: And then they get in trouble.
• 48:53
  SPEAKER_02: Like we'd be in trouble.
• 48:54
  SPEAKER_02: If we have if I had 80 jobs six years ago on the board, I don't even know what we would do.
• 49:01
  SPEAKER_02: It'd be a nightmare.
• 49:02
  SPEAKER_04: We'll get to you in six to eight months.
• 49:04
  SPEAKER_03: And the the tricky part, I think, the tricky part I think for for entrepreneurs in general, but but as but especially construction and and real estate agents can relate to this too, is we're good at what we do, right?
• 49:18
  SPEAKER_03: Right.
• 49:18
  SPEAKER_03: We're not good at all the other stuff, right?
• 49:20
  SPEAKER_03: We're not good at the paperwork, the back end, the build the system, the thing.
• 49:23
  SPEAKER_03: You put me at a table, they're gonna sell their house with me.
• 49:26
  SPEAKER_03: Right.
• 49:26
  SPEAKER_03: You know what I mean?
• 49:27
  SPEAKER_03: Like they're going to for sure.
• 49:28
  SPEAKER_03: What I had to learn along the way was all right, what's my spending this month?
• 49:32
  SPEAKER_03: What's this?
• 49:32
  SPEAKER_03: You know what I mean?
• 49:33
  SPEAKER_03: Like I had to learn all that, you know, you have to learn all that stuff to your point.
• 49:36
  SPEAKER_03: And so I think that happens with a lot of there.
• 49:38
  SPEAKER_03: You you like I had a drywall guy, he was amazing.
• 49:41
  SPEAKER_03: I mean, he could float the wall.
• 49:42
  SPEAKER_03: I it was beautiful.
• 49:44
  SPEAKER_03: Three times he went out of business because he knew how to do the drywall, but it was like, then it was like I got paid, woo, like that's that's the emyth.
• 49:54
  SPEAKER_00: The if you've ever read the e-myth, it talks about the technician has to become the entrepreneur because the technician is really good at what he does, right?
• 50:03
  SPEAKER_00: But does the technician then learn how to lead?
• 50:07
  SPEAKER_00: Yeah, uh, learn how to how to de delegate?
• 50:11
  SPEAKER_00: I I see a lot of business owners that stay the technician in the way of trying to do everything.
• 50:17
  SPEAKER_03: Yeah.
• 50:17
  SPEAKER_00: You know, you like they don't trust uh another guy to do 80% of what they can do, and 80% of what you can do as a business owner is pretty good.
• 50:28
  SPEAKER_00: You had to learn to let go.
• 50:29
  SPEAKER_00: Right.
• 50:30
  SPEAKER_03: Yeah.
• 50:30
  SPEAKER_03: It's a big thing though.
• 50:32
  SPEAKER_03: Right?
• 50:32
  SPEAKER_03: We call it yeah, we call that letting go of the vine.
• 50:34
  SPEAKER_03: Yeah, right.
• 50:35
  SPEAKER_00: It's my reputation, it's my business, it's my family's livelihood.
• 50:38
  SPEAKER_00: It's really risky.
• 50:39
  SPEAKER_00: Yeah.
• 50:40
  SPEAKER_02: Listen, like it was hard for me.
• 50:42
  SPEAKER_02: Like my guys are like, if you don't get out of the field and stop working with us, we'll all quit.
• 50:46
  SPEAKER_02: Because I'm not like the nicest person working, like it's this, this, this, this, this, this, this.
• 50:51
  SPEAKER_02: Right.
• 50:51
  SPEAKER_04: I don't believe him.
• 50:52
  SPEAKER_04: But I think he brought donuts every day.
• 50:55
  SPEAKER_02: Listen, I look back on it and I'm thankful for them saying that to me, especially one person, Tony.
• 50:59
  SPEAKER_02: I don't know if he's probably not listening, but it's being recorded.
• 51:02
  SPEAKER_02: Yeah, he's one of them that was like, dude, you need to do your you gotta pick three things and it's not this.
• 51:07
  SPEAKER_02: Yeah.
• 51:08
  SPEAKER_02: So it's like learn how to read a PL, a balance sheet, cash flow statements, understand the numbers.
• 51:12
  SPEAKER_04: Keep me getting paid, is what he's saying.
• 51:13
  SPEAKER_02: Yeah, keep me getting paid, keep Justin getting paid, keep everyone getting paid.
• 51:17
  SPEAKER_02: Yeah, right.
• 51:18
  SPEAKER_02: And and we're here now.
• 51:20
  SPEAKER_02: Right.
• 51:20
  SPEAKER_02: And I and I don't really I don't need to really talk to anybody anymore.
• 51:23
  SPEAKER_02: Because I the people the people that we have in place, I trust them.
• 51:26
  SPEAKER_02: Yeah.
• 51:26
  SPEAKER_02: Right?
• 51:27
  SPEAKER_02: I I get on it if I need to, but you know, Jeremy, our project manager, I could give him like a million dollars.
• 51:33
  SPEAKER_02: He might not spend any of it.
• 51:35
  SPEAKER_00: It seems like years ago, you know, when what he's talking about, because we were in a we we started out of a storage unit with one van and a and a tiny like rented office in a in a building.
• 51:48
  SPEAKER_00: And it was like posted it, the the home pro show.
• 51:53
  SPEAKER_00: Yeah, it was it was him and and two other guys installing.
• 51:57
  unknown: Right.
• 51:58
  SPEAKER_00: And then like two years later, we got our building, you know, we've got what eight or nine trucks, yeah, we've got guys out working right now, jobs are happening, and neither one of us is getting 19 phone calls.
• 52:12
  SPEAKER_00: Right.
• 52:12
  SPEAKER_00: You know, sales reps are going into their appointment.
• 52:15
  SPEAKER_00: He's checking his phone right.
• 52:16
  SPEAKER_00: I think hold on.
• 52:18
  SPEAKER_00: Airplane phone house with that.
• 52:19
  SPEAKER_04: Yeah, I don't get any calls by airplane phone.
• 52:22
  SPEAKER_03: I'm watching I always keep mine right here because it I do I do get some people message me sometimes, but well, this is the Elite Edge podcast, right?
• 52:30
  SPEAKER_03: The Elite Real Estate Podcast, yeah.
• 52:32
  SPEAKER_02: Oh, okay.
• 52:32
  SPEAKER_02: So our guys are in Arizona right now.
• 52:35
  SPEAKER_02: Three of them are sales guy and two foreman, right?
• 52:38
  SPEAKER_02: Learning our systems from the people that taught us.
• 52:41
  SPEAKER_03: Yeah.
• 52:41
  SPEAKER_02: It was cool to be able to send them on an airplane, go to the 120-degree heat, right, flip-flops on, go learn something, man, and take a break.
• 52:49
  SPEAKER_02: Yeah.
• 52:49
  SPEAKER_02: So it's cool to be able to do that for them.
• 52:52
  SPEAKER_03: Yeah, and you're building an ecosystem that people want to be part of.
• 52:56
  SPEAKER_03: Correct.
• 52:56
  SPEAKER_03: Right?
• 52:56
  SPEAKER_03: And they see.
• 52:57
  SPEAKER_03: So if I were to join your company today and see, like, man, you just sent those.
• 53:01
  SPEAKER_03: I can be that guy.
• 53:02
  SPEAKER_03: Right.
• 53:03
  SPEAKER_03: Like, I want to I want you to send me to Arizona next year.
• 53:05
  SPEAKER_02: I think you could sell some Athens.
• 53:07
  SPEAKER_00: I can buy some.
• 53:10
  SPEAKER_00: They get to take my card and go to Dominic's Steakhouse.
• 53:14
  SPEAKER_00: If you're ever in Scottsdale, Dominic's Steakhouse.
• 53:16
  SPEAKER_02: You better not be going there this time.
• 53:17
  SPEAKER_02: There's too many of them.
• 53:18
  SPEAKER_00: I already told them to go.
• 53:20
  SPEAKER_00: It's a beautiful stuff.
• 53:21
  SPEAKER_03: Well, damn, I maybe I should go work for my face.
• 53:26
  SPEAKER_03: You guys hiring?
• 53:27
  SPEAKER_03: Yeah, you guys hiring?
• 53:28
  SPEAKER_02: Like, yeah, let me get the Australian baguette.
• 53:32
  SPEAKER_00: The A5 is good.
• 53:33
  SPEAKER_00: You can cut it with your fork.
• 53:36
  SPEAKER_00: It's a real thing.
• 53:37
  SPEAKER_00: Well, we'll take the show.
• 53:38
  SPEAKER_00: We'll take the show to Arizona.
• 53:40
  SPEAKER_00: A New York strip, not a fillet, and you can cut it with your fork.
• 53:43
  SPEAKER_04: Well, I got invited to these guys, they took everyone to Testabaro and give them a plug.
• 53:47
  SPEAKER_04: Oh, yeah.
• 53:48
  SPEAKER_04: Fantastic.
• 53:51
  SPEAKER_04: And uh phenomenal, phenomenal fillet.
• 53:54
  SPEAKER_03: Yeah?
• 53:54
  SPEAKER_03: I I you guys must have lost my number.
• 53:58
  SPEAKER_03: It was our awards.
• 54:00
  SPEAKER_03: I thought you were going to be a good one.
• 54:01
  SPEAKER_03: We'll bring you next time.
• 54:01
  SPEAKER_03: You can come next.
• 54:03
  SPEAKER_02: Well, they had so actually I met them, Mikey, the owner, one of the owners.
• 54:08
  SPEAKER_02: He was my kid's hockey coach.
• 54:10
  SPEAKER_02: And I'm like, you know, you guys own a restaurant, sweet.
• 54:14
  SPEAKER_02: I love food.
• 54:14
  SPEAKER_02: And he's like, I make really good pizza.
• 54:16
  SPEAKER_02: I'm like, I don't believe you.
• 54:17
  SPEAKER_02: So I went there and tried it.
• 54:19
  SPEAKER_02: And it was awesome.
• 54:20
  SPEAKER_02: Awesome atmosphere.
• 54:22
  SPEAKER_02: And uh we brought our whole team.
• 54:24
  SPEAKER_02: Yeah.
• 54:24
  SPEAKER_02: And I'll keep going back for sure.
• 54:26
  SPEAKER_03: Yeah.
• 54:26
  SPEAKER_03: But that proves again what you're building means something, right?
• 54:29
  SPEAKER_03: It means something to both of you because you started in a storage unit with one van.
• 54:33
  SPEAKER_03: Right.
• 54:33
  SPEAKER_03: You know what I mean?
• 54:34
  SPEAKER_03: Like a rusty van.
• 54:35
  SPEAKER_03: Yeah.
• 54:36
  SPEAKER_03: Do you still have the van?
• 54:37
  SPEAKER_00: We do.
• 54:37
  SPEAKER_00: Yes.
• 54:38
  SPEAKER_00: It's it's been repaired and it's it's wrapped, but it's the oldest one in the floor.
• 54:42
  unknown: You gotta keep it.
• 54:42
  SPEAKER_00: You gotta keep it this one.
• 54:44
  SPEAKER_02: I think we need to put it on one of those big poles.
• 54:46
  SPEAKER_03: It's probably a hundred and fifty thousand dollar van.
• 54:48
  SPEAKER_02: Yes.
• 54:49
  SPEAKER_02: At the point it was, yeah, probably.
• 54:51
  SPEAKER_02: That's what it felt like.
• 54:53
  SPEAKER_02: You know.
• 54:54
  SPEAKER_03: Yeah.
• 54:55
  SPEAKER_03: But I think it again, it goes back to what you guys are building, right?
• 54:59
  SPEAKER_03: And and I think the messages that we're getting out today are, right?
• 55:03
  SPEAKER_03: Like it takes some time, right?
• 55:05
  SPEAKER_03: But it's it's that constant learning, it's constant trying to figure out from somebody else how's somebody else doing it, how can we do it better, right?
• 55:11
  SPEAKER_03: Uh and all those things that kind of come come along with it.
• 55:14
  SPEAKER_03: And you wrote a sales book.
• 55:16
  SPEAKER_00: I did.
• 55:17
  SPEAKER_00: You can be an action closer.
• 55:18
  SPEAKER_00: I'll plug my book right now.
• 55:19
  SPEAKER_00: It's on Audible.
• 55:20
  SPEAKER_00: I highly recommend.
• 55:21
  SPEAKER_00: You can get it on on Amazon as the book.
• 55:24
  SPEAKER_00: Highly recommend the Audible.
• 55:25
  SPEAKER_00: I narrate it myself, and there's that a lot of extras in it just because I I was recording it, so I can say whatever I want.
• 55:34
  SPEAKER_00: So um, but I do want to point this out too with Rufana, because talking about business and entrepreneurship with Rufana, the difference between us, people have tried this before.
• 55:45
  SPEAKER_03: Sure.
• 55:46
  SPEAKER_00: But they always either turn into a lead gen organization or they or they try to franchise it or they do something to try and avoid the the obvious problem that that Ryan and I are solving by creating a roofing network.
• 56:00
  SPEAKER_00: If you franchise it, you don't have to try and create a nationwide roofing network.
• 56:03
  SPEAKER_00: Easy, but hard to hard to scale that.
• 56:06
  SPEAKER_00: Right.
• 56:06
  SPEAKER_00: Because you you're trying to get me to buy into your your franchise and then I got to do all the work of finding contractors.
• 56:13
  SPEAKER_02: You buy into franchises because they already have the system built, they have the marketing built.
• 56:16
  SPEAKER_02: And if it you can't sell franchise unless you have all that stuff.
• 56:19
  SPEAKER_03: Yeah, it should be a plug and play.
• 56:20
  SPEAKER_03: Correct.
• 56:20
  SPEAKER_03: Right.
• 56:21
  SPEAKER_03: Yeah.
• 56:21
  SPEAKER_03: If I'm buying McDonald's, I don't know what to do.
• 56:24
  SPEAKER_00: I don't mean to beat up on the franchise idea as much as I'm I'm saying we're willing to do as a business owner, if you're willing to do what other people find impossible, that's where the that's where the the gold is.
• 56:37
  SPEAKER_00: If you say, I can, oh, how are you gonna build a nationwide network of roofers?
• 56:42
  SPEAKER_00: Well, I know this guy.
• 56:43
  SPEAKER_00: Let me think about instead of well, that's impossible, let me just find a way around it.
• 56:48
  SPEAKER_00: No, because the other way around it is lead gen.
• 56:50
  SPEAKER_00: They they use measuring systems somewhat like ours, and then they use it uh to create.
• 56:56
  SPEAKER_00: I know there's one company, they build you an estimator, and so you go the customer goes to your website and it gives them a rough idea what their roof's gonna cost, but it's not exact, and it's really just a way to get their salesman into the home.
• 57:11
  SPEAKER_00: It's not the same thing as, hey, here's an exact quote.
• 57:15
  SPEAKER_00: This is what you're going to pay for your roof.
• 57:17
  SPEAKER_00: Click here and figure out how you want to do you want to pay cash, credit card, or or finance the deal.
• 57:23
  SPEAKER_03: Because the the cool part is I did get to mess around with the with the app, right?
• 57:26
  SPEAKER_03: And the Rufana app and mess around with it.
• 57:28
  SPEAKER_03: And like I just put my own address in, yeah, right.
• 57:31
  SPEAKER_03: And within like a minute, I had three quotes, right?
• 57:35
  SPEAKER_03: I could pick out of one of those three quotes, the good, better, best.
• 57:38
  SPEAKER_03: Then it was like, pick out whatever you want.
• 57:41
  SPEAKER_03: How do you want then it's like, how do you want to pay?
• 57:43
  SPEAKER_03: And then like, when do you want it installed?
• 57:44
  SPEAKER_03: And I was like, I just did all that right for my phone.
• 57:47
  SPEAKER_02: Well, after you buy it, it goes through the pipeline, right?
• 57:49
  SPEAKER_02: You're getting notifications and notifications to your phone, email, to the dashboard, the videos, which the biggest complaint for customers is my custom my contractor never calls me.
• 57:58
  SPEAKER_02: Right.
• 57:58
  SPEAKER_02: I don't know what's going on.
• 57:59
  SPEAKER_02: So we just streamlined it.
• 58:01
  SPEAKER_02: Just automate it, yeah.
• 58:02
  SPEAKER_02: Which we probably should do for renovations now.
• 58:04
  SPEAKER_02: Do we well for the pipeline?
• 58:05
  SPEAKER_02: It doesn't matter.
• 58:08
  SPEAKER_02: Justin, yeah.
• 58:09
  SPEAKER_03: This is recorded, so Justin, you go back and watch this.
• 58:11
  SPEAKER_03: Well, here's the problem, Justin.
• 58:12
  SPEAKER_00: What minute are we on?
• 58:13
  SPEAKER_03: We gotta three minutes left.
• 58:15
  SPEAKER_03: This is the problem.
• 58:16
  SPEAKER_03: Next left.
• 58:18
  SPEAKER_02: I realized he could build anything that we have an idea for, and he's a very dangerous man.
• 58:23
  SPEAKER_03: Yeah.
• 58:24
  SPEAKER_04: I love helping business owners scale and automate their business, especially when they bring really great, you know, industry experience and cool ideas, okay?
• 58:33
  SPEAKER_04: You know, and again, back back to that.
• 58:36
  SPEAKER_04: You know, you get the quote, you pick your week, you pick your color, and you pick how you want to pay.
• 58:42
  SPEAKER_04: I don't know about you, but if I'm not selling my house, I love the fact that you guys invested into this for the customer aspect to where they don't got to come out of pocket, they can do zero zero payments and zero interest for six or twelve months.
• 58:56
  SPEAKER_04: I mean, that's a great thing.
• 58:58
  SPEAKER_04: You know what I mean?
• 58:58
  SPEAKER_04: And then, or they can pay and get the points on their cart.
• 59:00
  SPEAKER_04: I mean, I got in 15 minutes of their time and not four hours of the salesman pay out.
• 59:05
  SPEAKER_00: But I I want to point something else out because as you said that I thought about this, and it's actually Kurt and Chris Voss's rule.
• 59:12
  SPEAKER_00: You can't be a jerk.
• 59:13
  SPEAKER_00: Right if you want to do business with people, the number one metric should be like if I'm I'm gonna choose a partner, right?
• 59:20
  SPEAKER_00: Yep, I'm gonna do a new business, I'm gonna open it, you know, and once you're in one business, you start wanting to open other ones.
• 59:26
  SPEAKER_00: For sure.
• 59:27
  SPEAKER_00: But but Justin and Ryan and you guys are not jerks.
• 59:32
  SPEAKER_00: I don't want to be stuck or married to a jerk.
• 59:36
  SPEAKER_00: Yes, you know, you've never looked at me and go, wow, you're a jerk sometimes.
• 59:41
  SPEAKER_00: Right now, I'm a sp no hold on, no.
• 59:47
  SPEAKER_02: I've it's like when your wife asks you, like, how do I look at this?
• 59:50
  SPEAKER_02: Obviously, both being drivers, we're gonna say things that we don't like.
• 59:54
  SPEAKER_02: For sure.
• 59:54
  SPEAKER_02: The respect has to be there because five minutes later it'll be fine.
• 59:57
  SPEAKER_04: Yeah, I didn't mean what I said about you when I was hungry.
• 59:59
  SPEAKER_04: Yeah.
• 1:00:00
  SPEAKER_04: So I'm gonna say fair enough.
• 1:00:01
  SPEAKER_03: It's not you, it's me.
• 1:00:02
  SPEAKER_03: Right.
• 1:00:03
  SPEAKER_00: Yeah, and the biggest thing is like in business, that's a skill to have too.
• 1:00:07
  SPEAKER_00: You can have a screaming, arguing match.
• 1:00:10
  SPEAKER_00: Yeah, and that's okay as long as you can let it go two minutes after it's over.
• 1:00:17
  SPEAKER_00: Right, yeah.
• 1:00:18
  SPEAKER_03: Yeah, that's the passion.
• 1:00:19
  unknown: Right.
• 1:00:20
  SPEAKER_03: We're not even arguing.
• 1:00:21
  SPEAKER_03: Well, we can find you guys renovations now, Rufana, Instagram, Facebook, all the places, yeah.
• 1:00:28
  SPEAKER_00: Renovationsnow.com, Rufana.com.
• 1:00:31
  SPEAKER_00: Uh, but yeah, you can definitely find us on social media.
• 1:00:35
  SPEAKER_00: Uh RenovationsNow has got quite a social media presence.
• 1:00:38
  SPEAKER_00: We we do have a full-time cameraman working with us now, too.
• 1:00:42
  SPEAKER_03: Yeah, you guys do you guys put a lot of good stuff out.
• 1:00:44
  SPEAKER_03: You guys gotta put a lot of good stuff out.
• 1:00:45
  SPEAKER_04: They do.
• 1:00:46
  SPEAKER_04: If you're a realtor, go to Rufana.com, scroll to the bottom, and sign up for your agent portal.
• 1:00:50
  SPEAKER_04: There you go.
• 1:00:50
  SPEAKER_04: That's how you're gonna help your customer get that deal across the table.
• 1:00:55
  SPEAKER_03: All right, guys, I appreciate it.
• 1:00:57
  SPEAKER_03: You guys thanks for joining in.
• 1:00:58
  SPEAKER_03: If you're watching us later, make sure you like and subscribe to the channel.
• 1:01:01
  SPEAKER_03: And uh, we'll be back next week with some more guests.
• 1:01:03
  SPEAKER_03: So I appreciate you guys for coming in.
• 1:01:05
  SPEAKER_03: Thank you very much.
• 1:01:05
  SPEAKER_03: We'll see you guys next week.