Latest / Earn Your Leisure / EYL #241 Unlocking Government Contracts: Strategies for Securing Lucrative US Gov't Deals Ft. Jason White

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EYL #241 Unlocking Government Contracts: Strategies for Securing Lucrative US Gov't Deals Ft. Jason White · Earn Your Leisure

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  Speaker 1: An illegal alien from Guatemala charged with raping a child
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  Speaker 2: Sponsored by the United States Department of Homeland Security.
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  Speaker 3: Money it comes with a lot of questions. How do
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  Speaker 3: more f It's a Fidelity dot com slash black Wealth.
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  Speaker 4: So if it's like one company XYZ company, that person
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  Speaker 4: that's handling that, there might be seven companies, seven jobs
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  Speaker 4: contract yep from different companies, So they got to call
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  Speaker 4: about each job. They gotta stay on top of somebody.
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  Speaker 5: Gotta do the work applicated yourself for sure. You got
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  Speaker 5: I gotta duplicate myself because my overall goal. Once I
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  Speaker 5: understood it, I ain't jump out the wound and was like, oh,
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  Speaker 5: this is what I'm supposed to be doing. Once I understood,
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  Speaker 5: I gotta remove myself from my own business so it
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  Speaker 5: can still run like clockwork. So I duplicated myself seven times,
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  Speaker 5: my graduates from my school being forse back drop drop, Mike,
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  Speaker 5: drop back drop drop.
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  Speaker 4: All right, gosh, welcome back e y L. Yeah, this
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  Speaker 4: is an episode that I know a lot of people.
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  Speaker 6: Have been waiting for overdue.
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  Speaker 4: I'm sure a lot of a lot of value will
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  Speaker 4: be provided. So government contracting, this is something that's a
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  Speaker 4: big deal. I think the government they give so much
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  Speaker 4: money in so many, so many different fields that most
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  Speaker 4: people don't even think about, from like you know, construction
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  Speaker 4: to toiletres to catering to almost anything. There's some level
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  Speaker 4: of a government contract that's provided, painting, you name it.
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  Speaker 4: And then especially when you have women in minority businesses,
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  Speaker 4: there's always you know, there's usually some some benefits carved
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  Speaker 4: out for that. So the government contract in the situation
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  Speaker 4: is it's like billions of dollars every single year that's
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  Speaker 4: provided to industries, and.
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  Speaker 3: Six hundred and sixty seven last year to be exactly
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  Speaker 3: a billion.
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  Speaker 4: Yeah, and a lot of people are missing out on
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  Speaker 4: it because they just don't know about it or they're
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  Speaker 4: just not they don't go through the steps to get qualified.
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  Speaker 4: And there's something that's hurting a lot of especially black businesses,
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  Speaker 4: because you could potentially be making money from the government,
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  Speaker 4: which is the best because they're going to pay.
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  Speaker 3: And that's not going anywhere.
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  Speaker 5: Yeah.
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  Speaker 3: Yeah, it's one of those things like we don't know
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  Speaker 3: what we don't know, So like, yeah, sixty six hundred
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  Speaker 3: and sixty six billion just things like an astronomical number,
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  Speaker 3: but you're talking about eleven million contracts that award each year,
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  Speaker 3: eleven million, Like, how many people do we know that
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  Speaker 3: even know about this, you know what I'm saying. So
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  Speaker 3: it's definitely opportunity that we're gonna be enlightened on this.
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  Speaker 4: Sure, So we got the gir brother Jason White up
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  Speaker 4: though he's so he taught for Eyo University several different times. Yes,
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  Speaker 4: you've probably seen him make the rounds on all of
• 4:32
  Speaker 4: our friend shows from Dave Chance to Ashcash to Angela
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  Speaker 4: Yee Yeah yeah, yeah, well yeah, all the way up
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  Speaker 4: and he put together he's one of the people that
• 4:43
  Speaker 4: put together the event for Super Bowl. Yeah, when we
• 4:46
  Speaker 4: interviewed ray Lewis. Absolutely so he's in that game as well. Yeah,
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  Speaker 4: I know you were part of the Rosses Mentee situation,
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  Speaker 4: right boss cross up conference.
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  Speaker 3: Yeah, he's been on our radar for I think it's
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  Speaker 3: about two years now. Come on, baby, yeah ye shot
• 5:03
  Speaker 3: out to Dina. I'm gonna give cause she loved shout out.
• 5:06
  Speaker 3: This came right here, Dina, what's going on? So she
• 5:09
  Speaker 3: told we was, uh, we had done an interview with
• 5:11
  Speaker 3: Tip for Asks of a Lot of Abilities I think
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  Speaker 3: twenty twenty one, and she was like, you got to
• 5:16
  Speaker 3: meet this other guy doing government kind nobody's talking about
• 5:19
  Speaker 3: him like I did. And then I send you an
• 5:20
  Speaker 3: as I'm like, yo, he smoked it. We gotta wait. Yeah.
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  Speaker 5: Yeah.
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  Speaker 3: So yeah, you've been around and, like you said, doing
• 5:26
  Speaker 3: stuff at Uyo University. So we want to thank you
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  Speaker 3: for that love. Yeah, community loves everything you do.
• 5:30
  Speaker 5: That's what's up.
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  Speaker 4: He's not only in it, but he's actually teaches it
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  Speaker 4: as well. So, first and foremost, thank you for joining us,
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  Speaker 4: prepprecure it man.
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  Speaker 5: Thank you for having me man.
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  Speaker 6: Yeah yeah sure.
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  Speaker 4: So let's get the back story on this. Let's get
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  Speaker 4: how did you start in government? Contracts, Like what kind
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  Speaker 4: of government contract did you start with? Like, what's the
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  Speaker 4: story behind you and government contracts?
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  Speaker 5: Yeah, so government contracts is very broad and wide, so
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  Speaker 5: I gotta be distinctive. And I come from the federal level,
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  Speaker 5: so I'm on the federal government contracts. It's a big
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  Speaker 5: difference between state and local. So I got started easy.
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  Speaker 5: My man just told me about it. He like, yo,
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  Speaker 5: I'm good to get a government contract. I was like,
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  Speaker 5: what's that? And then I went down the rabbit hole
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  Speaker 5: of YouTube University back in two thousand and eight when
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  Speaker 5: it was trash I remember in early days. Yeah, you
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  Speaker 5: couldn't tell what.
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  Speaker 4: Was what before you, before y'all, before y'all took a
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  Speaker 4: hold of it, it was trash man.
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  Speaker 5: So I couldn't figure out nothing. But that's how I
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  Speaker 5: got started, just from who the vessel was that told
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  Speaker 5: me about government contract and he was gonna get a
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  Speaker 5: truck and contract, and I took it over from there.
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  Speaker 6: So what kind of contracts did you were you having?
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  Speaker 5: My very first one was for grease traps. Grease traps, Yeah,
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  Speaker 5: I still have never seen a grease trap still to
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  Speaker 5: this day. I won that. So apparently in the kitchen
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  Speaker 5: of VA hospitals. They have grease traps where the grease
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  Speaker 5: goals were from cooking and all that. Yeah, it goals
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  Speaker 5: underneath it in the ground and they pump it out.
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  Speaker 5: That was my first contract. So I got seven of
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  Speaker 5: them still right now. And you never saw I still
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  Speaker 5: never seen it. So break that down, so you never
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  Speaker 5: even saw what you were making money off of.
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  Speaker 3: How did that work?
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  Speaker 5: So what happened is this, It's very simple. I looked
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  Speaker 5: up the solicitation. I saw that they needed a company
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  Speaker 5: to pump out grease traps. I didn't know what that was.
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  Speaker 5: So I drove my pedal bike to the library because
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  Speaker 5: I ain't have a real laptop or computer at the house.
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  Speaker 5: I looked up okay grease trapped companies. Then I found
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  Speaker 5: a grease trap company. Called them, how much would you
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  Speaker 5: charge you the service? They gave me the quote. I
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  Speaker 5: put my money on tops and my proposed to the government.
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  Speaker 3: So just a middle man, that's it.
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  Speaker 5: Listen, we middleman everything. Who did you just shout out
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  Speaker 5: like you know what I mean? Like everything has somebody
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  Speaker 5: in the middle until a certain point. Most people don't
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  Speaker 5: understand that you don't have to have the company that
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  Speaker 5: actually needs to do the work. The government don't care
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  Speaker 5: about that. The federal government just want to know how
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  Speaker 5: much are you charging me? And can you get it done?
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  Speaker 5: And you're gonna say yes, because there's companies that can
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  Speaker 5: get it done. They just gonna charge you whatever they
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  Speaker 5: want to charge you.
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  Speaker 3: For the first grease trap. Let's let's walk through that.
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  Speaker 3: So you find the green trap company. How much did
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  Speaker 3: they tell you? Let's give it a repp So they
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  Speaker 3: took for the first year. They told me like ninety
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  Speaker 3: two thousand something like that.
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  Speaker 5: So I obviously I reverse engineered ninety two thousand by twelve.
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  Speaker 5: Then I took that monthly amount and I put my
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  Speaker 5: money on top. I only put one hundred and twenty
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  Speaker 5: five dollars on it for myself. I was nervous. I
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  Speaker 5: ain't know what to do.
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  Speaker 4: Right, twenty five dollars prof for me profit perm off.
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  Speaker 5: Yeah, per most people like so the government, that service
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  Speaker 5: is gonna happen. My greense trap contract was happening twice
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  Speaker 5: a month, So the company was going to charge me.
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  Speaker 5: Write an invoice every month, every thirty days, and I'm
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  Speaker 5: going to charge too the government, but just with my
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  Speaker 5: money embedded in today's one hundred and twenty five dollars.
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  Speaker 3: Like a fifteen hundred dollars interest.
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  Speaker 5: That's it. So I don't do I don't do percentages, right.
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  Speaker 5: I teach people not to do percentages until you get
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  Speaker 5: to the million dollar contract because it doesn't make sense
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  Speaker 5: to do percentages yet because we're bidding, and because we're bidding,
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  Speaker 5: we're already leaving money on the table because we don't
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  Speaker 5: know what the total dollar amount is. So now I
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  Speaker 5: just don't want to do percentages. I'm gonna do whole numbers.
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  Speaker 5: Every number can be broken down to a percentage anyway,
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  Speaker 5: but I'm gonna just do whole numbers. So I put
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  Speaker 5: one hundred and twenty five dollars on it per month
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  Speaker 5: for me my profit, and I won the contract one.
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  Speaker 3: Hundred and twenty five. So I mean, at this point,
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  Speaker 3: you feeling like, Yo, this is a win.
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  Speaker 5: I'm excited. What are we talking about. I'm not doing
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  Speaker 5: the work, you know what I'm saying? Like, I know,
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  Speaker 5: we live in a world on society today. Remember this
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  Speaker 5: was in two thousand. It took me three years number
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  Speaker 5: one to win my first contract, So I started in
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  Speaker 5: two thousand and eight. I didn't win my first one
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  Speaker 5: until twenty eleven. This grease Trap one I'm talking about.
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  Speaker 5: But that's one hundred and twenty five dollars for me
• 9:46
  Speaker 5: talking and emailing per month for the next four or
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  Speaker 5: five years, Like what why not? And it's coming from
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  Speaker 5: the federal government. So now once I won that one,
• 9:55
  Speaker 5: I'm like, all right, I figured out a little system.
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  Speaker 5: I got it. I understand how to speak to vendors
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  Speaker 5: to have them to do the work on my federal
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  Speaker 5: government contract. And I did it again. I want another one.
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  Speaker 5: Two months later. That was seven thousand dollars a month profit.
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  Speaker 5: That was for four years. So now once I understand
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  Speaker 5: my pricing piece, I'm not doing one hundred and twenty
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  Speaker 5: five dollars any more profit for me. I'm making that number.
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  Speaker 5: Make it work for me.
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  Speaker 6: They learn quickly.
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  Speaker 4: Yeah two months later, So you was the contract for
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  Speaker 4: your company, It wasn't for the grease Trap company.
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  Speaker 5: Yeah. So because I'm in the middle, the government gives
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  Speaker 5: me the contract, I pretty much employ the company to
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  Speaker 5: do the work. So the company, the subcontractors are not
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  Speaker 5: on a government contract. I am there on an agreement
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  Speaker 5: with me to do the work on my government contract.
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  Speaker 3: So it's like the government says, yo, we'll give it
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  Speaker 3: to give you ninety two thousand. Right, you say, I'm
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  Speaker 3: gonna put my number on top of it. Let's say
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  Speaker 3: it was a ten thousand. You tell a company, yo,
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  Speaker 3: we're gonna need one hundred and two. Yeah, and that
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  Speaker 3: you'll take obviously, and out of one hundred and two
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  Speaker 3: that your money's in there.
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  Speaker 5: So I tell I tell all pricing to the government.
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  Speaker 5: So if you are the subcontractor, you say, right, yep,
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  Speaker 5: you want to charge me ninety two thousand. Yeah, I'm like, okay, cool,
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  Speaker 5: I'm gonna put my ten on it. My quote to
• 11:15
  Speaker 5: the government is one hundred and two thousand, right, I said, yeah,
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  Speaker 5: we're approved. It comes back through me. They give me
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  Speaker 5: the money every month.
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  Speaker 3: I get paid. You got you, got you? So how
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  Speaker 3: did you even get to the point where you're even
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  Speaker 3: allowed to do government contractor? Because it's not like anybody
• 11:30
  Speaker 3: off the street can just like I'm gonna do this tomorrow.
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  Speaker 5: So yeah, it ain't that fast, that's right, A thousand, Right,
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  Speaker 5: it ain't that fast. But remember it took me three
• 11:37
  Speaker 5: years to get a government my first one. I was
• 11:41
  Speaker 5: to the point where I didn't even know what the
• 11:43
  Speaker 5: LLC was like I was that like far removed from
• 11:47
  Speaker 5: business from strategies. That's why the community appreciates y'all because
• 11:52
  Speaker 5: y'all giving us that type of information very very quickly.
• 11:55
  Speaker 5: Right and obviously we're in twenty twenty three. You can
• 11:57
  Speaker 5: find out anything right now. But back then, I didn't
• 12:00
  Speaker 5: even know what the LLC was. I didn't know a
• 12:03
  Speaker 5: lot of things, and I had to do a lot
• 12:05
  Speaker 5: of research and digging. I'm all self taught, so I
• 12:08
  Speaker 5: had to find out what the LLC was first formulate that.
• 12:12
  Speaker 5: Then I had to go into the database SAM dot
• 12:14
  Speaker 5: gov and register my company. So that all took a while.
• 12:17
  Speaker 5: There was a whole learning curve for me. I mean,
• 12:19
  Speaker 5: I'm a do I don't even like to read. Still
• 12:21
  Speaker 5: to this day, I don't like to read. I don't
• 12:23
  Speaker 5: got no patience, so I like things just as quick
• 12:26
  Speaker 5: as the next person. But I had to have patients
• 12:28
  Speaker 5: to teach myself exactly how to be a valuable vendor
• 12:32
  Speaker 5: for the federal government.
• 12:33
  Speaker 3: So that acronym. I looked it up, so SAM system
• 12:36
  Speaker 3: for award management, So you got to apply for that,
• 12:38
  Speaker 3: you do, we got how how long is that process too?
• 12:40
  Speaker 3: It takes like two or three weeks, two or three weeks,
• 12:43
  Speaker 3: and then after you do that, you receive UEI Unique
• 12:47
  Speaker 3: Entity Identify.
• 12:48
  Speaker 5: Yes, sir, So that's just saying your business social Security
• 12:53
  Speaker 5: number to the federal government. So you got that, you
• 12:56
  Speaker 5: got the UEI, and then you got a cage code
• 13:00
  Speaker 5: age COD. Right. The cage code is the same thing.
• 13:04
  Speaker 5: It's two company identifies that let the federal government know
• 13:07
  Speaker 5: on all levels that you're a valuable approved vendor to
• 13:10
  Speaker 5: do business and bid on government contracts.
• 13:13
  Speaker 4: So what all right? So the first one is the
• 13:16
  Speaker 4: grease trap. What's the next contract?
• 13:18
  Speaker 5: Oh Man Close Close dry cleaning seven thousand dollars a
• 13:23
  Speaker 5: month profit for just dry cleaning clothes for clothes I
• 13:26
  Speaker 5: never seen or I don't have a dry cleaning company
• 13:29
  Speaker 5: or nothing like that. Right, so they the government dry
• 13:33
  Speaker 5: cleans your clothes, bed sheets, uniforms, et cetera. But somebody
• 13:39
  Speaker 5: has to do that, right, So they created a solicitation,
• 13:43
  Speaker 5: which is what companies like MINS bid on. And I
• 13:46
  Speaker 5: want a contract, so I feel like, just government workers,
• 13:49
  Speaker 5: I got to get that closed clean Yeah, uniforms and
• 13:52
  Speaker 5: stuff like that. They provide that service for free for
• 13:55
  Speaker 5: people in the military.
• 13:56
  Speaker 6: So all right. So a few things.
• 13:58
  Speaker 4: So how are you like, so you just going on
• 14:01
  Speaker 4: a database and just seeing randomly, Okay, I need this,
• 14:05
  Speaker 4: and then you find a dry cleaner, or you already
• 14:07
  Speaker 4: have a dry cleaner and you're looking for a dry
• 14:09
  Speaker 4: clean Nah.
• 14:10
  Speaker 5: So I do it the other way, like you said,
• 14:13
  Speaker 5: I'm gonna look for what the request is first. It's
• 14:16
  Speaker 5: too hard to say, all right, y'all got a long
• 14:19
  Speaker 5: care business, let me look for contracts for y'all. That's
• 14:22
  Speaker 5: put me in a box. That's making me say, okay,
• 14:25
  Speaker 5: I only need to concentrate on looking for long care
• 14:27
  Speaker 5: companies because I gotta look for a contract for this company.
• 14:29
  Speaker 5: I'm in a box that way. But if I look
• 14:32
  Speaker 5: at all the requests for proposals or the solicitations that
• 14:36
  Speaker 5: the government saying we need these services, I can pick
• 14:39
  Speaker 5: and choose at my legion be like all right, I
• 14:41
  Speaker 5: won't I like this, this is this, and then I
• 14:42
  Speaker 5: can go find the companies. To find the companies is
• 14:45
  Speaker 5: the easier part than to find something in a niche
• 14:49
  Speaker 5: that you can only do or your company can only do.
• 14:53
  Speaker 5: I'm not finding niches. I'm finding what the request is
• 14:55
  Speaker 5: and then I go get the company.
• 14:56
  Speaker 6: So did you.
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  Speaker 4: All right, So let's take this by example, this dry
• 14:59
  Speaker 4: cleaning situation. You were on the website. What's the website
• 15:01
  Speaker 4: called against.
• 15:01
  Speaker 5: Sam dot gov so they say dot GLV.
• 15:04
  Speaker 4: You went on that website and you saw something that
• 15:06
  Speaker 4: was interesting. What made that stick up to you?
• 15:09
  Speaker 5: Because it's a service, Right, I'm building residual income from
• 15:13
  Speaker 5: the biggest purchaser in the world, the federal government. Right,
• 15:18
  Speaker 5: it ain't going nowhere. That's really recession proof. That's really
• 15:22
  Speaker 5: talks of financial literacy because they ain't going nowhere. When
• 15:25
  Speaker 5: I see that it's a service and it's due every
• 15:28
  Speaker 5: month for the next four or five years, guess what
• 15:30
  Speaker 5: I'm chilling. I ain't hunting. The name of the game
• 15:32
  Speaker 5: is to get a business where you can remove yourself
• 15:35
  Speaker 5: from and you don't have to hunt every single day
• 15:38
  Speaker 5: for it. So that's appealing to me, and I recognize
• 15:40
  Speaker 5: that because that's kind of like the street game too
• 15:42
  Speaker 5: a little bit.
• 15:43
  Speaker 4: So I bought. So you saw that. The next thing
• 15:46
  Speaker 4: you say, okay, I want to find did you? So
• 15:48
  Speaker 4: what made you pick? Because even picking a business is
• 15:51
  Speaker 4: important because you don't want to pick a business that
• 15:52
  Speaker 4: doesn't do a good job.
• 15:53
  Speaker 5: That's true.
• 15:54
  Speaker 6: So how did you.
• 15:54
  Speaker 4: Find a business and how did you have that conversation
• 15:57
  Speaker 4: with the owner?
• 15:58
  Speaker 3: Like?
• 15:58
  Speaker 6: How was that process?
• 15:59
  Speaker 3: That?
• 16:00
  Speaker 5: It was difficult? I mean because where I'm come where
• 16:04
  Speaker 5: I came from in terms of learning business and learning
• 16:07
  Speaker 5: certain conversations navigate that was kind of difficult. But when
• 16:10
  Speaker 5: I told the owner, Hey, I'm already doing a contract
• 16:14
  Speaker 5: at that facility, that make it more easier. Now, if
• 16:17
  Speaker 5: people don't have that to their name, then they can
• 16:20
  Speaker 5: just navigate the conversation and say can you do this job? Oh?
• 16:23
  Speaker 5: You can. You're going to be doing it for X
• 16:26
  Speaker 5: amount of pounds per month and that looks good to
• 16:30
  Speaker 5: a struggling business or a small business. Because I only
• 16:33
  Speaker 5: call small businesses that I know need work.
• 16:35
  Speaker 6: Well, like that you used personally?
• 16:37
  Speaker 5: Well, noah, not because I don't want to use them personally,
• 16:39
  Speaker 5: because I need them to look at me as a boss. Right.
• 16:42
  Speaker 5: If I go to somebody that hasn't looked at me
• 16:44
  Speaker 5: in that light and I say, hey, I need you
• 16:46
  Speaker 5: to do this work now, the conversation is difficult because
• 16:49
  Speaker 5: I got to create the hierarchy versus when I don't
• 16:51
  Speaker 5: know you, I've already created a hierarchy. When I get
• 16:54
  Speaker 5: on that phone, so they already know I'm a businessman
• 16:56
  Speaker 5: or a boss or whatever I choose to be when
• 16:58
  Speaker 5: I first get on the phone.
• 16:59
  Speaker 3: The grease trap took you three years, then you got that,
• 17:02
  Speaker 3: then obviously the launger business service. So inside of that,
• 17:07
  Speaker 3: you're competing against other people. For sure, You're not the
• 17:09
  Speaker 3: only one that's trying to get this contract. Yeah, so
• 17:12
  Speaker 3: how many people are I mean, are you going up
• 17:15
  Speaker 3: against it? And what separated you to say the government
• 17:17
  Speaker 3: to say like, all right, this is who we're going with.
• 17:19
  Speaker 5: Yeah. So I don't know the answer to that, Like
• 17:21
  Speaker 5: that's the that's my number one rule. If I don't know,
• 17:23
  Speaker 5: I don't know. I don't know how many people I've
• 17:26
  Speaker 5: bedden against, but I don't care. The thing that separates
• 17:30
  Speaker 5: me from others, I don't know that either, But I
• 17:32
  Speaker 5: do know I'm more phone heavy than email. Most people
• 17:36
  Speaker 5: think networking is going to a conference, a government contract
• 17:41
  Speaker 5: and conference and speaking to somebody that works for the DLD.
• 17:45
  Speaker 5: To me, that's not network I prove that right. So
• 17:48
  Speaker 5: if their phone numbers and things of that nature listed
• 17:51
  Speaker 5: on these solicitations, I'm picking up the phone. I'm gonna
• 17:54
  Speaker 5: make sure that I'm memorable to this individual that picked
• 17:57
  Speaker 5: up the phone. So now when my proposal come across,
• 18:00
  Speaker 5: they oh, that was that dude, that was him, that
• 18:03
  Speaker 5: was this that company. Because I don't know how old
• 18:05
  Speaker 5: y'all are, right, that's how old I am. I could
• 18:08
  Speaker 5: write on a paper application, I could get an application,
• 18:12
  Speaker 5: fill it out, and I don't give it back to
• 18:14
  Speaker 5: the person that give it to me. I say right
• 18:15
  Speaker 5: to hey, can I speak to the hiring manager When
• 18:18
  Speaker 5: I give my paper application to the hiring manager? Guess what,
• 18:21
  Speaker 5: I just put a face to the name that fast.
• 18:23
  Speaker 5: I gave myself my own interview that quickly, and I
• 18:26
  Speaker 5: do that and I continue to do that with the
• 18:28
  Speaker 5: federal government. I gave myself my own interview. Hey, this
• 18:32
  Speaker 5: is who I am, this is what I got going on.
• 18:34
  Speaker 5: This is my proposal that I'm going to submit in
• 18:36
  Speaker 5: the next two or three days. And then I called
• 18:38
  Speaker 5: back and I follow up. So although I can't answer
• 18:42
  Speaker 5: how I was I separated, but I think that's a
• 18:45
  Speaker 5: big separator to just pick up the phone.
• 18:47
  Speaker 4: So and then also, your company is like let's say,
• 18:53
  Speaker 4: like white Services professional services, right when it's broad range,
• 18:56
  Speaker 4: it's like a middleman company. So it doesn't specialize in
• 19:01
  Speaker 4: any one thing. That's a variety of different things, but
• 19:04
  Speaker 4: you can't. So being that is the case, I guess
• 19:06
  Speaker 4: you can't qualify for the nw nwbe right, the minority business, So.
• 19:11
  Speaker 5: I can because any certifications isn't based off contracts, it's
• 19:17
  Speaker 5: based off of who is in that company. Case in point,
• 19:20
  Speaker 5: if I wanted to get a veteran owned certification, somebody
• 19:24
  Speaker 5: in my company would need to be a veteran. If
• 19:26
  Speaker 5: I wanted to get a woman owned certification, somebody in
• 19:29
  Speaker 5: that company needs to be a woman and control fifty
• 19:32
  Speaker 5: one percent. So it's not about what type of contracts
• 19:35
  Speaker 5: you get, it's who is in your company that allows
• 19:38
  Speaker 5: you to qualify for those certifications, not the country.
• 19:41
  Speaker 4: Do you have the WNW Nah, I don't need them.
• 19:44
  Speaker 4: You don't think it's necessary.
• 19:45
  Speaker 5: No, it's not. So you don't win, you don't get
• 19:48
  Speaker 5: awarded contracts from certification. Certifications do not help you win.
• 19:53
  Speaker 5: They just help you go over here to this pool
• 19:57
  Speaker 5: where the government is mandated to give you the money
• 19:59
  Speaker 5: over in this smaller pool. But guess what, when you're
• 20:02
  Speaker 5: in that smaller pool, you still got to do what
• 20:03
  Speaker 5: you still got to bid. So if you don't know
• 20:05
  Speaker 5: the bidding process. And you got this shiny stick of
• 20:08
  Speaker 5: to go over here in VIP, but you still don't
• 20:10
  Speaker 5: know how to bid. If I get this certification, I
• 20:12
  Speaker 5: come over here. They did because they don't know the
• 20:14
  Speaker 5: bidding process. That's why a lot of people don't do
• 20:17
  Speaker 5: government contract in the right way. They think to start
• 20:20
  Speaker 5: the business, you got to be in business for two years,
• 20:22
  Speaker 5: get all these certifications. But they missed the best piece
• 20:25
  Speaker 5: bidding and understanding what those price points look like and
• 20:29
  Speaker 5: how to submit proposals. So now you got your certification
• 20:33
  Speaker 5: and you've been over here in this pool for two
• 20:35
  Speaker 5: three years and haven't won a contract. I don't know
• 20:38
  Speaker 5: how many people I've talked to Harry ever and run
• 20:40
  Speaker 5: out and got their certifications. They ain't never won a
• 20:42
  Speaker 5: contract in their life. So is it necessary?
• 20:45
  Speaker 3: No?
• 20:46
  Speaker 5: Should you get it if you can qualify for it? Yeah,
• 20:48
  Speaker 5: but you got to understand how to leverage it when
• 20:50
  Speaker 5: the timing is right.
• 20:51
  Speaker 3: So government contract, and they said there's two main types.
• 20:54
  Speaker 3: They said, fixed price and cost reimbursement. Yep, can you
• 20:57
  Speaker 3: break down the differences?
• 20:59
  Speaker 5: Yeah? Yeah, so firm fixes easy, firm fixes easy. If
• 21:03
  Speaker 5: I submit a price point at one hundred thousand dollars.
• 21:07
  Speaker 5: That's all. That's it. That's all the government gonna give
• 21:09
  Speaker 5: me one hundred thousand. There's no more money to be had.
• 21:12
  Speaker 5: I don't care if the rates go up six months later,
• 21:15
  Speaker 5: two months later, two years later. If they gave me
• 21:17
  Speaker 5: this contract for three years for one hundred thousand, that's it.
• 21:21
  Speaker 5: That's that's firm fixed CrossFit is different. I can say,
• 21:25
  Speaker 5: I can say, hey, I submitted a proposal for one
• 21:28
  Speaker 5: hundred thousand, but the rates are going up. So now
• 21:31
  Speaker 5: I can ask the government. I need to justify why
• 21:34
  Speaker 5: I need another fifty thousand, another sixty thousand, But you
• 21:37
  Speaker 5: have to justify it. But you can do that with
• 21:39
  Speaker 5: the second type of contract.
• 21:41
  Speaker 3: So there's other types of incentive contracts, time materials, like
• 21:43
  Speaker 3: which ones are you looking for specifically or are you
• 21:46
  Speaker 3: looking at you know what? I'm taking a mix of
• 21:49
  Speaker 3: all of them.
• 21:50
  Speaker 5: Yes, I need it all, I need it all. I
• 21:53
  Speaker 5: need it all bad Brad new Sae drugs. Because it
• 21:56
  Speaker 5: doesn't matter if I'm not doing the work and I
• 21:59
  Speaker 5: can I can have a good relationship with this subcontractor
• 22:03
  Speaker 5: whatever the government is asking for me, I'm gonna ask
• 22:06
  Speaker 5: it from them. Price point is just it's just a
• 22:09
  Speaker 5: starting point to get them going and to get me
• 22:12
  Speaker 5: on the contract. Once my foot in the door, I
• 22:14
  Speaker 5: don't care what type of contract it is. My foot
• 22:17
  Speaker 5: is in the door. We're doing the work. The federal
• 22:18
  Speaker 5: government is saying, I'm a valuable vendor. I'm saying this
• 22:21
  Speaker 5: is a valuable subcontractor everybody making money. Everybody's happy. So
• 22:24
  Speaker 5: the types don't really matter.
• 22:26
  Speaker 4: So bidding, you said, that's the most important part it is.
• 22:29
  Speaker 4: So can you really like just break that down to
• 22:31
  Speaker 4: make sure, like, because since you don't know what you're
• 22:33
  Speaker 4: bidding against, right, how do you officiently bid?
• 22:36
  Speaker 5: Yeah? Because, so the first thing is, we gotta know
• 22:40
  Speaker 5: the federal government is doing their own market research. We
• 22:43
  Speaker 5: need to know that off top. So if you didn't know,
• 22:46
  Speaker 5: now you know the federal government does their own market research,
• 22:49
  Speaker 5: so they understand what price points look like from a
• 22:52
  Speaker 5: month to month standpoint and from a yearly standpoint. So
• 22:56
  Speaker 5: that's why they give out contracts for a base year
• 22:58
  Speaker 5: with four options years because they know, all right, we
• 23:02
  Speaker 5: want to have this service for the next five years,
• 23:04
  Speaker 5: but we only want to pay a certain dollar amount
• 23:07
  Speaker 5: that's not disclosed US but they've done their market research.
• 23:10
  Speaker 5: So one of the things that we got to understand
• 23:13
  Speaker 5: is a website not going to help you understand price points.
• 23:16
  Speaker 5: And I hear a lot of people say, oh, I
• 23:18
  Speaker 5: went to this website and I'm looking at what the
• 23:20
  Speaker 5: government is paying out last year. So what last year
• 23:24
  Speaker 5: ain't the same price point as this What fact? Joe said,
• 23:27
  Speaker 5: yesterday's price and today's price. That's true. So why am
• 23:31
  Speaker 5: I looking at a website that's talking about something that
• 23:34
  Speaker 5: was paid out last year and I'm using that as
• 23:37
  Speaker 5: a springboard to charge the government for this year? You're
• 23:40
  Speaker 5: going to already be on the losing end. The best
• 23:43
  Speaker 5: way to understand what price points are is to speak
• 23:46
  Speaker 5: and talk to the people that's actually doing the work
• 23:49
  Speaker 5: in today's market, whatever that market or industry is. That's
• 23:53
  Speaker 5: how you get competitive quotes because the name of the
• 23:56
  Speaker 5: game is not even though it might sound contrary or contentory,
• 24:00
  Speaker 5: the name of the game is to not win the contract.
• 24:03
  Speaker 5: It's it's about submitting competitive quotes. Because I've lost way
• 24:07
  Speaker 5: more contracts than I won. But the ones that I've
• 24:10
  Speaker 5: lost because I didn't price gals the government, they've came
• 24:13
  Speaker 5: back and said, hey, you submitted a competitive quote. Can
• 24:16
  Speaker 5: you submit a quote now for these contracts? Da da
• 24:18
  Speaker 5: da da da da. And now I guess what I
• 24:20
  Speaker 5: didn't do. I became a reliable source just that fast,
• 24:25
  Speaker 5: and I didn't have to go looking for other solicitations
• 24:28
  Speaker 5: to submit proposals for because I submitted a competitive quote
• 24:31
  Speaker 5: based off of how I do the pricing, which is
• 24:34
  Speaker 5: speak to the people that's doing the work in the industry.
• 24:36
  Speaker 3: Are you submitting how many do you do like in
• 24:38
  Speaker 3: a month or is it just like one at a time. Yeah.
• 24:40
  Speaker 5: So when I first started, When I first started, when
• 24:42
  Speaker 5: I was by myself, before I had my team, I
• 24:45
  Speaker 5: was probably doing around fifteen to twenty proposals a month submitted.
• 24:50
  Speaker 4: So what should be included in a proposal? Because I
• 24:52
  Speaker 4: you said, I think bidding and proposals the most important part.
• 24:55
  Speaker 5: Yeah. So the federal government, That's why I love the
• 24:57
  Speaker 5: federal government versus the state and local. The federal government
• 25:00
  Speaker 5: will tell you exactly what you need to submit. They'll say,
• 25:04
  Speaker 5: we need we need your price, we need past performance,
• 25:08
  Speaker 5: and we need a technical statement. So then you just
• 25:10
  Speaker 5: provide that. And who am I getting that information from
• 25:13
  Speaker 5: my subcontractor? Right? Because I technically don't know how to
• 25:16
  Speaker 5: get the job done. So if they're asking me to
• 25:19
  Speaker 5: get something done technically, I'm gonna ask them this day's job.
• 25:22
  Speaker 5: They've been doing it for ten fifteen years. So that's
• 25:24
  Speaker 5: why I love the federal government because they actually outline
• 25:27
  Speaker 5: and tell you everything that you need to submit in
• 25:29
  Speaker 5: a proposal. So it ain't no guesswork. It ain't like
• 25:32
  Speaker 5: you just can create a template and they say, oh,
• 25:34
  Speaker 5: I'm gonna just submit this type of proposal for every
• 25:38
  Speaker 5: solicitation that I'm gonna do. Now they gonna tell you
• 25:40
  Speaker 5: exactly what they need and then you just fulfill it.
• 25:42
  Speaker 4: I mean, it's an interesting way to go about it
• 25:44
  Speaker 4: as far as being the middle man, because it does
• 25:46
  Speaker 4: give you a variety of moret Like if you're just
• 25:49
  Speaker 4: focused on you know, flooring, right, like, you gotta try
• 25:53
  Speaker 4: to figure out, okay, geographically, can my company go to Idaho?
• 25:57
  Speaker 4: Can they go to Mexico, like New Mexico, Can they
• 26:00
  Speaker 4: do this that? And then it's like they might only
• 26:02
  Speaker 4: be two flooring jobs a month that's.
• 26:05
  Speaker 5: Listed exactly, and now you're working slow down.
• 26:07
  Speaker 4: But as the middle man, it opens up a variety
• 26:09
  Speaker 4: of different opportunities for you and you don't get the
• 26:13
  Speaker 4: full amount, but you can do several different things at
• 26:15
  Speaker 4: one time.
• 26:16
  Speaker 5: Exactly peep game. Like why if you look at some
• 26:19
  Speaker 5: of the most prominent business people in the entire world,
• 26:23
  Speaker 5: they they will tell you that's how investors do it, right.
• 26:27
  Speaker 5: They will tell you, all right, for one hundred thousand dollars,
• 26:30
  Speaker 5: I want ten percent of your company, and then they
• 26:33
  Speaker 5: do that over and over and over again. Right. So
• 26:36
  Speaker 5: now when you look up from ten to twelve different companies,
• 26:40
  Speaker 5: I'm getting one hundred thousand dollars. Okay, Now I don't
• 26:44
  Speaker 5: have to put up upfront money, but I can get
• 26:46
  Speaker 5: a percentage of work being done from different services, from
• 26:50
  Speaker 5: different companies on different contracts every single month. You know,
• 26:54
  Speaker 5: it just makes too much sense.
• 26:57
  Speaker 3: It makes a lot of sense. Like you said, so,
• 27:00
  Speaker 3: one of the main things if we're using real estate's
• 27:01
  Speaker 3: location and since I mean, you don't really have to
• 27:04
  Speaker 3: ever be in a specific place, other locations like large
• 27:08
  Speaker 3: cities that are more prominent for you to look for
• 27:10
  Speaker 3: the contracts or how do you go about that.
• 27:13
  Speaker 5: Yeah, So after you've been doing it for a while,
• 27:15
  Speaker 5: obviously you can start to be strategic. You can be
• 27:18
  Speaker 5: strategic on the regions and the type of industries and
• 27:22
  Speaker 5: contracts you go for. But I like to speak from
• 27:26
  Speaker 5: the ground floor level, just starting out right, So yes,
• 27:30
  Speaker 5: they're to answer your question simply. Yes, there's other reasons
• 27:33
  Speaker 5: you want to go for the Houston's, Atlanta's, the DC's,
• 27:36
  Speaker 5: the Maryland, Virginia's, right, New York is cities that you
• 27:41
  Speaker 5: can be like, all right, I want to strategically look
• 27:43
  Speaker 5: for contracts here. But when you first start and don't
• 27:46
  Speaker 5: do that. It's a federal facility in all fifty states,
• 27:49
  Speaker 5: all fifty So on the federal level, you can live
• 27:53
  Speaker 5: in New York and get contracts in Cali, in Texas
• 27:57
  Speaker 5: and Washington State and Idahole, North Dakota, South Dakota. Right,
• 28:02
  Speaker 5: you can get them all. So I wouldn't tell somebody
• 28:05
  Speaker 5: to be strategically looking in certain areas just yet just
• 28:09
  Speaker 5: look everywhere. Understand what that looks.
• 28:11
  Speaker 3: Like as possible.
• 28:12
  Speaker 4: Yeah, I mean yeah. Middlemen make the most money in
• 28:15
  Speaker 4: America and the world. You know what the biggest middle
• 28:18
  Speaker 4: man is who that Amazon?
• 28:20
  Speaker 5: See what I'm saying.
• 28:21
  Speaker 4: Amazon, They don't have any proprietary products. They literally are
• 28:25
  Speaker 4: connecting businesses that have products to customers that want to
• 28:29
  Speaker 4: buy the products, and then they take thirty percent or
• 28:31
  Speaker 4: whatever they take off off of it, and they become
• 28:35
  Speaker 4: one of the most profitab businesses of all time.
• 28:37
  Speaker 6: I'm just doing that.
• 28:38
  Speaker 5: I tell people all the time. Man, I'm silent money man,
• 28:41
  Speaker 5: I'm silent. I walk around and I blend in because
• 28:45
  Speaker 5: I know I know what's happening on the back end
• 28:47
  Speaker 5: with all my contracts. Right now, we got forty two
• 28:50
  Speaker 5: active contracts in all, forty two or four years and better.
• 28:53
  Speaker 5: That's forty two streams of income just from the federal
• 28:55
  Speaker 5: government alone, not mentioning what I'm doing with that money
• 28:58
  Speaker 5: and moving it around like I'm supposed to. So now
• 29:01
  Speaker 5: we talk about the middleman and or woman and how
• 29:06
  Speaker 5: that relates to now the largest customer in the world.
• 29:09
  Speaker 5: We're gonna hit another recession, another pandemic, all that stuff
• 29:12
  Speaker 5: gonna end up happening. But when you get in bed
• 29:15
  Speaker 5: with this type of customer, you good.
• 29:17
  Speaker 4: So what is some of the hurdles that you face
• 29:19
  Speaker 4: being that because it's all right, you got these contracts,
• 29:23
  Speaker 4: you're efficient effectively the middle man, so you're in communication
• 29:26
  Speaker 4: with the government. Have there been issues with the businesses
• 29:29
  Speaker 4: not doing what they're supposed to do. Like, what's some
• 29:32
  Speaker 4: of the problems that come into place?
• 29:33
  Speaker 5: Yeah, man, Like at the end of the day, you
• 29:36
  Speaker 5: spoke about it earlier. I don't have a clear cut
• 29:41
  Speaker 5: way to vet a business until they start to do
• 29:44
  Speaker 5: the work. That's the only way, right any a website,
• 29:47
  Speaker 5: you can I mean we all know this. I can
• 29:50
  Speaker 5: buy reviews to make my website look like I'm the
• 29:52
  Speaker 5: best service provider in the world. So I can't go
• 29:56
  Speaker 5: off that. The only way I need to go off
• 29:58
  Speaker 5: of it is to bring that person out there on
• 30:00
  Speaker 5: my contract and just kind of see what happens. I
• 30:02
  Speaker 5: do have certain ways where I kind of go with
• 30:05
  Speaker 5: my gut, etc. But I'm putting them out there and
• 30:08
  Speaker 5: I'm putting myself on the line too, right. So there's
• 30:11
  Speaker 5: been a lot of instances in my own personal case
• 30:14
  Speaker 5: where I had to get rid of certain contractors because
• 30:18
  Speaker 5: they just lied. They say they got a team of
• 30:20
  Speaker 5: ten and it's just him and Johnny Boy, right, And
• 30:24
  Speaker 5: they say they got all this equipment and they trying
• 30:27
  Speaker 5: to go rent it at the same time that they
• 30:29
  Speaker 5: need to use it. So those situations happen. The learning
• 30:33
  Speaker 5: curve that is understanding how to manage contracts from AFAR
• 30:37
  Speaker 5: and also how to stop the bleeding or stop the
• 30:41
  Speaker 5: flooding before it actually gets to the federal government. The
• 30:44
  Speaker 5: federal government will always give small businesses like ours a chance.
• 30:50
  Speaker 5: That's a misconception where you say, oh, when people say
• 30:53
  Speaker 5: if you mess up, you're gonna get black balled. Nah,
• 30:55
  Speaker 5: you can get as many chances as you want, because
• 30:57
  Speaker 5: the federal government has and needs to do businesses business
• 31:01
  Speaker 5: with small business owners. You just can't keep me making
• 31:03
  Speaker 5: the same mistake. But if Johnny Boy and them tell
• 31:06
  Speaker 5: me that they got all this equipment and all this
• 31:08
  Speaker 5: personnel and they don't got it, they don't get another chance.
• 31:11
  Speaker 5: They did, there's a rap for them. Get them off
• 31:14
  Speaker 5: your contract. Put another company in there as soon as possible.
• 31:17
  Speaker 5: But that's one of the biggest learning curves. Aren't understanding
• 31:21
  Speaker 5: how to manage contracts from AFAR.
• 31:23
  Speaker 3: The time is come, ladies and gentlemen.
• 31:25
  Speaker 6: Invest Fest.
• 31:25
  Speaker 3: That's right, that's right. Invest Best twenty twenty three is here.
• 31:29
  Speaker 4: August twenty fifth, twenty sixth, and twenty seventh in Atlanta, Georgia.
• 31:33
  Speaker 6: We are taking into a new level, bigger than ever.
• 31:35
  Speaker 4: This year We're gonna do twenty thousand people in Atlanta, Georgia.
• 31:40
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  Speaker 1: An illegal alien from Guatemala charged with raping a child
• 33:55
  Speaker 1: in Massachusetts. An MS thirteen gang member from l Salvador
• 34:00
  Speaker 1: used of murdering a Texas man of Venezuelan charged with
• 34:03
  Speaker 1: filming and selling child pornography in Michigan. These are just
• 34:07
  Speaker 1: some of the heinous migrant criminals caught because of President
• 34:11
  Speaker 1: Donald J. Trump's leadership. I'm Christy Noman, the United States
• 34:15
  Speaker 1: Secretary of Homeland Security. Under President Trump, attempted illegal border
• 34:20
  Speaker 1: crossings are at the lowest levels ever recorded, and over
• 34:23
  Speaker 1: one hundred thousand illegal aliens have been arrested. If you
• 34:27
  Speaker 1: are here illegally, your next you will be fine nearly
• 34:31
  Speaker 1: one thousand dollars a day, imprisoned and deported, you will
• 34:35
  Speaker 1: never return. But if you register using our CBP home
• 34:38
  Speaker 1: app and leave now, you could be allowed to return legally.
• 34:42
  Speaker 1: Do what's right. Leave now. Under President Trump, America's laws,
• 34:47
  Speaker 1: border and families will.
• 34:49
  Speaker 2: Be protected sponsored by the United States Department of Homeland Security.
• 34:52
  Speaker 5: And obviously I got to teach that dearly.
• 34:54
  Speaker 3: When a business doesn't do that, how does it negative
• 34:56
  Speaker 3: affect you? I know you have your business, ID know,
• 34:59
  Speaker 3: does that like almost like an a credit score, where
• 35:01
  Speaker 3: what is it default? In the situation? Does that affect
• 35:03
  Speaker 3: your business?
• 35:04
  Speaker 5: It can? So here's the thing. If my communication with
• 35:09
  Speaker 5: the federal government is amazing, and that's what I teach.
• 35:12
  Speaker 5: Make sure that my communication with the government is tip top.
• 35:15
  Speaker 5: If you out there tearing up stuff and you're not
• 35:18
  Speaker 5: doing what you're supposed to do, it ain't gonna get
• 35:20
  Speaker 5: to them first. It's gonna get to me first. Because
• 35:23
  Speaker 5: when you win a contract, you actually get a pointed
• 35:26
  Speaker 5: a point of contact at the facility that's over your
• 35:29
  Speaker 5: job and your contract. So now I'm buddy buddy with
• 35:32
  Speaker 5: that person, not necessarily my sub I'm gonna let myselb
• 35:35
  Speaker 5: do what they do. You say, you can do the job,
• 35:36
  Speaker 5: you know the directions are and the expectations. Do your thing.
• 35:40
  Speaker 5: I'm calling that point of contact daily saying hey, was
• 35:43
  Speaker 5: they on time? Was they? This? Was they that? Soon
• 35:45
  Speaker 5: as I get something that addverse to what they should
• 35:49
  Speaker 5: be doing on the contract, I'm on their head before
• 35:51
  Speaker 5: get back to the federal government. So once I know
• 35:54
  Speaker 5: it's not working, I'll get them all put them back on.
• 35:57
  Speaker 5: Has it gotten back to the federal government in my
• 35:59
  Speaker 5: own person the case, yes, I lost two contracts because
• 36:03
  Speaker 5: the subcontractor just making phone calls and you know, just
• 36:09
  Speaker 5: being lazy on the job and just doing that what
• 36:10
  Speaker 5: they were supposed to do. Did I get black ball?
• 36:13
  Speaker 5: I did not because my communication was still good. Hey,
• 36:16
  Speaker 5: if you allow me an opportunity, I'll get them out
• 36:19
  Speaker 5: the way. Because I tell the government I'm subcontracted. Let
• 36:21
  Speaker 5: me get that exactly. Let's make that clear. I'm not
• 36:25
  Speaker 5: front to the federal government like it's my company doing
• 36:28
  Speaker 5: the work. They know I have a subcontractor out there.
• 36:31
  Speaker 5: That's why my communication is tip top. I don't leave
• 36:33
  Speaker 5: no stone unturned as it relates to what I'm doing,
• 36:37
  Speaker 5: because it's not through subcontracts.
• 36:39
  Speaker 4: Through subcontractors get treated differently than like. So if you
• 36:42
  Speaker 4: if you're applying for a job and you're a subcontractor
• 36:44
  Speaker 4: for flooring, and then a flooring company applies, do you
• 36:47
  Speaker 4: think that the flooring company will have more favor because
• 36:50
  Speaker 4: they it's directly with them.
• 36:52
  Speaker 5: They'll have more they have better pricing. They won't have
• 36:56
  Speaker 5: better favor. They have more pricing, though I got to
• 37:01
  Speaker 5: put my money on top of yours, right, so they
• 37:03
  Speaker 5: have better pricing. But where they have better favor? Nah,
• 37:06
  Speaker 5: Because again another myth is people think that the federal
• 37:10
  Speaker 5: government just automatically goes with certain companies and that's it.
• 37:13
  Speaker 5: It don't work like that, Like they literally take their
• 37:16
  Speaker 5: time and price point and say, all right, I don't
• 37:20
  Speaker 5: know this company. I've never heard of J. White and Associates.
• 37:22
  Speaker 5: But they price is better and their documentation is on point.
• 37:26
  Speaker 5: Let's give them a shot. That's how I got my
• 37:28
  Speaker 5: first contract because they gave you.
• 37:30
  Speaker 6: The lows bitter.
• 37:32
  Speaker 5: No, No, they don't always go because they because it's
• 37:35
  Speaker 5: it's it's price point and it's documentation. If my if
• 37:39
  Speaker 5: you got the lowest price, but Min's is just slightly higher,
• 37:43
  Speaker 5: but my documentation is tip top, I'm probably getting.
• 37:45
  Speaker 3: If they go with the lowest price, it's going to
• 37:47
  Speaker 3: hurt your business, right, because you got to put your
• 37:48
  Speaker 3: number on top of this. So you spoke about calling
• 37:52
  Speaker 3: on a daily basis. Two things I want to talk
• 37:54
  Speaker 3: about because communication is big, huge, and I know that's
• 37:56
  Speaker 3: something that you have to actually man study and really
• 38:00
  Speaker 3: like master the vernacula of how this business works. But
• 38:03
  Speaker 3: what is a day to day look like of somebody
• 38:06
  Speaker 3: in your position?
• 38:06
  Speaker 5: Yeah, so it's different now, but let me just talk
• 38:09
  Speaker 5: real quick about the communication. So I've been a class clown.
• 38:13
  Speaker 5: I've been a class clan. We all class clowns disrupt
• 38:15
  Speaker 5: the class all the time, right, They do that. So
• 38:18
  Speaker 5: not knowing that I was building that skill set of
• 38:21
  Speaker 5: learning how to control the room, get the teacher to
• 38:24
  Speaker 5: be back on my side, not call my parents, Like
• 38:27
  Speaker 5: that was a skill set that I didn't even know
• 38:28
  Speaker 5: I was building. So now I know how to speak
• 38:32
  Speaker 5: and change up how I need to change up, but
• 38:35
  Speaker 5: still be an authority in that lane. So as I'm
• 38:39
  Speaker 5: communicating with individuals and businesses and saying, hey, this is
• 38:45
  Speaker 5: what I need from you, and I don't need this,
• 38:48
  Speaker 5: and I don't need that, and add a little bit
• 38:50
  Speaker 5: of twang and swagging and to let them know I'm
• 38:52
  Speaker 5: gonna give you human and human interaction, but you're gonna
• 38:54
  Speaker 5: know that I'm serious about what I'm talking about as well.
• 38:57
  Speaker 5: So that communication piece was a learning curve, but it
• 39:02
  Speaker 5: was kind of already in me from the jump. But
• 39:05
  Speaker 5: what was the second half of that question?
• 39:07
  Speaker 3: The second parties on the on the day to day. Yeah,
• 39:09
  Speaker 3: so like you are in the middle man and you
• 39:10
  Speaker 3: have the subcontract to doing the work. Are you just
• 39:13
  Speaker 3: managing all these contracts? Like what are you doing on this?
• 39:16
  Speaker 5: That's it?
• 39:17
  Speaker 7: Bro?
• 39:18
  Speaker 5: Like I'm not micro managing companies that say they've done
• 39:22
  Speaker 5: this for the next for the past ten, fifteen years,
• 39:24
  Speaker 5: even five years. I'm not doing that. I'm going to
• 39:28
  Speaker 5: call once a week my point of contact over my contract,
• 39:32
  Speaker 5: just see what's uping my contract. That's it. I only
• 39:34
  Speaker 5: talked to my subcontractor is when it's time for them
• 39:37
  Speaker 5: to send me your invoice. I called, actually called them,
• 39:40
  Speaker 5: Hey did you send me your invoice yet? Because I
• 39:42
  Speaker 5: want to hurry up and pay them so they don't
• 39:44
  Speaker 5: say I ain't getting paid, because they will say that.
• 39:46
  Speaker 5: They'll say they'll go to the government or go on site.
• 39:48
  Speaker 5: Hey the guy I'm working for, he ain't paid me yet.
• 39:51
  Speaker 5: So I called the subs and asked for the invoice.
• 39:54
  Speaker 5: But a day looks like this, I'm in New York
• 39:57
  Speaker 5: with y'all like this what the day look like for me?
• 39:59
  Speaker 5: You know what I mean? I got the freedom to
• 40:01
  Speaker 5: do whatever I need to do because I'm answering emails
• 40:03
  Speaker 5: on my phone, on my laptop.
• 40:06
  Speaker 4: Earn your leisure people you have working for you. I
• 40:09
  Speaker 4: got a team of seven and what's that customer service?
• 40:12
  Speaker 5: Nope? So I got seven different companies inside the database
• 40:17
  Speaker 5: of Sam dot gog and each person is over one
• 40:20
  Speaker 5: of my companies. So they're they're looking after those contracts
• 40:24
  Speaker 5: underneath that company and or submitting new proposals underneath that company.
• 40:29
  Speaker 4: So why do you have seven as opposed to just one?
• 40:31
  Speaker 5: All right, So that's a good question. You know, nobody
• 40:33
  Speaker 5: ever asked me. I actually got created more companies because
• 40:37
  Speaker 5: I got scared because I was winning so many contracts
• 40:41
  Speaker 5: underneath the first company, and I ain't no. I was like, man,
• 40:44
  Speaker 5: I think I needed diverse and just have more contracts
• 40:47
  Speaker 5: under different companies. But that was the reason why I
• 40:49
  Speaker 5: did it. And then after that I just couldn't handle
• 40:52
  Speaker 5: it by myself anymore. So I was like, all right,
• 40:54
  Speaker 5: let me get people that I trust and go from there.
• 40:56
  Speaker 5: And then I had to teach them obviously what I know.
• 41:00
  Speaker 5: And it's working out.
• 41:01
  Speaker 4: So if it's like one company, X, y Z company,
• 41:03
  Speaker 4: that person that's handling that, there might be seven companies,
• 41:07
  Speaker 4: seven jobs contracting from different companies. So they got to
• 41:11
  Speaker 4: call about each job. They gotta stay on top of somebody,
• 41:15
  Speaker 4: gotta do.
• 41:15
  Speaker 5: The workplated yourself for sure, you got I gotta duplicate
• 41:19
  Speaker 5: myself because my overall goal. Once I understood it, I
• 41:22
  Speaker 5: ain't jump out the wound and was like, oh that's
• 41:25
  Speaker 5: what I'm supposed to be doing. Once I understood it,
• 41:27
  Speaker 5: I gotta remove myself from my own business so it
• 41:29
  Speaker 5: can still run like clockwork. So I duplicated myself seven times.
• 41:33
  Speaker 3: So it's almost like, is there one company that is
• 41:35
  Speaker 3: the umbrella of all seven or how does that work?
• 41:37
  Speaker 7: Yeah?
• 41:37
  Speaker 5: Yeah, it is is one, but each company has their
• 41:42
  Speaker 5: own UII and cage cold right, Right. But when I
• 41:45
  Speaker 5: speak about my company overall, I just speak about the
• 41:48
  Speaker 5: umbrother So you said the subsidiary, Sam, is.
• 41:50
  Speaker 2: What you use?
• 41:51
  Speaker 5: Sam, Let's talk about GSA. Let's get it.
• 41:55
  Speaker 3: Let's let's let's let the people know what that is
• 41:57
  Speaker 3: and the benefits of using it.
• 41:58
  Speaker 5: Yeah, so all right. I always got to speak from
• 42:02
  Speaker 5: my perspective, like I only know. Do I have the
• 42:05
  Speaker 5: best way to do government contract? I do not? But
• 42:08
  Speaker 5: I have an effective way, right, That's it. It's way
• 42:11
  Speaker 5: more ways than skinny cat than what I'm talking about.
• 42:14
  Speaker 5: I just like to talk about how because it fished
• 42:17
  Speaker 5: my lifestyle and we're killing it. Right, So GSA is amazing.
• 42:23
  Speaker 5: Let me break down the GSA schedule because a lot
• 42:26
  Speaker 5: of people talk about that first when we talk about GSA, right,
• 42:29
  Speaker 5: you got the academic GSA.
• 42:31
  Speaker 3: Uh, Yeah, General Service Administration cool right, hold me down.
• 42:39
  Speaker 5: So the GSA schedule is basically a database where any
• 42:43
  Speaker 5: company can get on the schedule and say, hey, I
• 42:47
  Speaker 5: have pencils for sale, I got t shirts for sale,
• 42:51
  Speaker 5: and then the government goes onto that database and picks
• 42:54
  Speaker 5: a company that has whatever product that they need. Now,
• 42:58
  Speaker 5: do y'all know how many companies are in the GSA schedule.
• 43:01
  Speaker 5: It's hundreds of thousands. So when people say get on
• 43:05
  Speaker 5: the GSA schedule, it makes no sense if you try
• 43:07
  Speaker 5: and make money because you got a hope in which
• 43:10
  Speaker 5: that the government picks you and your product out of
• 43:15
  Speaker 5: ten thousand people that selling the same product that you sell,
• 43:18
  Speaker 5: that makes no sense. The best benefit for GSA is leasing.
• 43:23
  Speaker 5: They lease properties, commercial properties out of this world. That's
• 43:27
  Speaker 5: the best benefit of GSA, the best benefit.
• 43:31
  Speaker 4: So, like, what's some of the businesses that are most
• 43:35
  Speaker 4: likely like, what's some of the good businesses that government
• 43:37
  Speaker 4: contracts always come available for?
• 43:40
  Speaker 5: Yeah, industry, So I construction, lawn care, services, armed and
• 43:46
  Speaker 5: unarmed security. Those are your top government contracts on all
• 43:52
  Speaker 5: levels that the federal government will always oh. In transportation,
• 43:56
  Speaker 5: they will always look for those type of contracts year
• 44:00
  Speaker 5: in a year out like heavy, yo, like heavy.
• 44:03
  Speaker 3: So I was thinking this is I was thinking about you,
• 44:05
  Speaker 3: And when I was doing research for the interview, I'm like,
• 44:07
  Speaker 3: you ain't called me bro, No, no, no, because I
• 44:09
  Speaker 3: wanted to ask you right now.
• 44:10
  Speaker 5: All right, let's get it.
• 44:12
  Speaker 3: Twenty twenty one, they signed the Infrastructure Bill. Obviously there's
• 44:17
  Speaker 3: billions of dollars that's going to go into infrastructure. That's trillion,
• 44:20
  Speaker 3: trillions of dollars right over a five year spend. At
• 44:23
  Speaker 3: that point, what's your reaction to it? Do you think like, oh,
• 44:27
  Speaker 3: my gosh, I'm right, this is the perfect time, and
• 44:29
  Speaker 3: I'll prepare myself for this moment when I see the
• 44:31
  Speaker 3: governments about to spend even more in the industry that
• 44:34
  Speaker 3: I'm thriving off.
• 44:35
  Speaker 5: Yeah. So nah, I'm just like I've already been positioning
• 44:40
  Speaker 5: myself for all of it whenever it comes the federal government.
• 44:45
  Speaker 5: Bent already has and Ben had trillions of dollars trillions.
• 44:50
  Speaker 5: What's the difference between one trillion and fifty six trillion.
• 44:53
  Speaker 5: It ain't one, it's trillions, you know what I'm saying.
• 44:55
  Speaker 5: So when you get to a certain level, when the
• 44:59
  Speaker 5: federal government says, oh, we're going to add more money
• 45:01
  Speaker 5: to an already crazy budget. I just I just smile.
• 45:05
  Speaker 5: I mean, I got nice teeth. I just like you
• 45:08
  Speaker 5: know what I'm saying, Just kick bang, smile because I've
• 45:09
  Speaker 5: already been in that position, and I've already been in
• 45:12
  Speaker 5: that world. It makes no sense when people talk about
• 45:15
  Speaker 5: government contract and they're like, oh, now you got to
• 45:18
  Speaker 5: put forth the effort. Now you need to do this
• 45:20
  Speaker 5: and that. No, just do it, and you already gonna
• 45:22
  Speaker 5: be set because they're not gonna stop putting. The government
• 45:25
  Speaker 5: will never stop putting money into contracts. That's the first thing.
• 45:29
  Speaker 5: They will never stop because we know they will never stop.
• 45:33
  Speaker 5: And here's the biggest reason, because the federal government do
• 45:35
  Speaker 5: not want to allocate their own resources to find their
• 45:38
  Speaker 5: own companies to do the work that they're asking for.
• 45:41
  Speaker 5: They don't want to do that. Plus on this, on
• 45:44
  Speaker 5: top of all that, they're mandated to give us a trillion.
• 45:47
  Speaker 5: He take that trillion, and that's just for contracts only.
• 45:50
  Speaker 5: But they always been doing that.
• 45:52
  Speaker 4: So all your all your contracts geographically located where you live,
• 45:58
  Speaker 4: or you have them in different parts of the country.
• 46:00
  Speaker 5: Yeah, everywhere. So I just I just recently moved from
• 46:03
  Speaker 5: Maryland to Houston last year. Shout out h Town. I've
• 46:06
  Speaker 5: only had three contracts in Maryland only because I don't
• 46:10
  Speaker 5: care about what's in my backyard. I'm not going to
• 46:13
  Speaker 5: the facility. I can't add no value. I don't know
• 46:16
  Speaker 5: how to build housing. I mean, I know how to
• 46:17
  Speaker 5: cut grass, but if the guy out there got a
• 46:20
  Speaker 5: special process and you know, quick chemicals using the grass
• 46:24
  Speaker 5: to make it look greener, I can't add no value
• 46:26
  Speaker 5: to him.
• 46:27
  Speaker 4: So I'm not going to they in person to say, Okay,
• 46:30
  Speaker 4: I'm gonna meet with the business that I'm gonna be contracting,
• 46:32
  Speaker 4: or I'm just gonna do a walk through everything.
• 46:35
  Speaker 5: Over the phone, peep game. I've done that one time
• 46:39
  Speaker 5: and I lost all my leverage. Here of the quick story,
• 46:43
  Speaker 5: my first million dollar contract flew out to North Dakota.
• 46:46
  Speaker 5: I'm sitting down with the point of contact at the
• 46:48
  Speaker 5: facility and the subcontractor. I didn't know that the point
• 46:53
  Speaker 5: of contact at the facility was going to be at
• 46:55
  Speaker 5: this meeting. I just thought I was gonna fly out
• 46:57
  Speaker 5: there with my subcontractor. We was gonna kick it. Has
• 47:00
  Speaker 5: some drinks and I'm out of it. Man. We was
• 47:03
  Speaker 5: at a table like this and they asking questions. But
• 47:07
  Speaker 5: who are they asking questions to you? And I don't
• 47:10
  Speaker 5: have no answers legit, I don't know. I don't know
• 47:14
  Speaker 5: how to do this pipe fit and stuff that I
• 47:15
  Speaker 5: just want to contract for. Instantly, I can see in
• 47:18
  Speaker 5: they faces this dude, don't know. They tombo, I lost
• 47:22
  Speaker 5: the leverage and I lost their respect. So I was like, yo,
• 47:25
  Speaker 5: I'm not I'm never going to know. I almost lost
• 47:27
  Speaker 5: the contract too. I almost lost the contract. So I'm like,
• 47:30
  Speaker 5: if I can't add no real value to whatever the
• 47:33
  Speaker 5: actual job is, what's the purpose of me going out
• 47:36
  Speaker 5: there shaking in because they gonna ask you questions and
• 47:38
  Speaker 5: if you're not prepared, you just lost your leverage.
• 47:40
  Speaker 3: When you're doing the subcontracting. Are you making conscious efforts
• 47:45
  Speaker 3: to look for minority owned businesses? And I use the
• 47:48
  Speaker 3: word minority very lightly because obviously, I mean I saw
• 47:52
  Speaker 3: the breakdown of it. Minority just means everybody except white man,
• 47:55
  Speaker 3: my man, Yes, sir, right, And so is that a
• 47:57
  Speaker 3: conscious effort that your company does?
• 47:59
  Speaker 5: Yeah, because I think it's I think it's important to
• 48:02
  Speaker 5: understand that a lot of these small businesses, minority and
• 48:06
  Speaker 5: or not, they just don't know how to get into
• 48:10
  Speaker 5: sam dot gov and get into the government contract in space.
• 48:13
  Speaker 5: So I think it's important for me as a middle
• 48:16
  Speaker 5: company to find those companies that need this longevity work
• 48:20
  Speaker 5: on a government contract. So we're very strategic about that.
• 48:24
  Speaker 5: That's right.
• 48:25
  Speaker 4: Do companies reach out to you at this point or
• 48:28
  Speaker 4: you still got to call cold call?
• 48:30
  Speaker 7: Yeah?
• 48:31
  Speaker 5: Yeah, so yes, And though cold calling is the best
• 48:36
  Speaker 5: way because a new company is sprouting up, that got
• 48:40
  Speaker 5: if it's a company that's been doing the same business
• 48:42
  Speaker 5: for the same way for fifteen years, but a new
• 48:45
  Speaker 5: guy just popped up on the scene and he got
• 48:48
  Speaker 5: all this new technology can do things quicker. I'd rather
• 48:51
  Speaker 5: talk to him than a dinosaur. So we always want
• 48:54
  Speaker 5: a cold call and just see what's out there. We
• 48:56
  Speaker 5: do have businesses that look for us. But remember I
• 48:58
  Speaker 5: told you earlier, I don't want to just strategically look
• 49:02
  Speaker 5: for this type of contract for this company because they
• 49:05
  Speaker 5: reaching out to me. That that way is too long.
• 49:08
  Speaker 5: It's already h it's already not a short process, So
• 49:12
  Speaker 5: I don't want to make it even longer by only
• 49:15
  Speaker 5: looking for this type of contract. That's just too much.
• 49:17
  Speaker 3: You said something and you kind of breezed over it,
• 49:19
  Speaker 3: but we gotta come back to it.
• 49:20
  Speaker 5: Let's get it.
• 49:20
  Speaker 3: You said your first million dollar deal.
• 49:24
  Speaker 5: He got my pockets, baby, don't cut my pockets. Say
• 49:27
  Speaker 5: I ain't holding that, baby, I ain't got it.
• 49:30
  Speaker 3: I still don't got it. Don't get it twisted, don't
• 49:33
  Speaker 3: he don't have it. But even getting to that point,
• 49:37
  Speaker 3: like I mean, that's that's always a milestone in somebody's
• 49:40
  Speaker 3: business career is like yo, that first million. So let's
• 49:43
  Speaker 3: talk about that deal. How'd you feel going into it?
• 49:46
  Speaker 3: And how did life change after it?
• 49:49
  Speaker 5: I love how y'all break down a million dollars, right, y'all.
• 49:54
  Speaker 5: I can't remember an interview, but I think y'all both
• 49:56
  Speaker 5: say it. You know, often when you get a mi
• 50:00
  Speaker 5: million is not really a million, you know what I'm saying.
• 50:03
  Speaker 5: So when I say my first million dollar contract, the
• 50:05
  Speaker 5: contract was valued at a million, but every one is
• 50:08
  Speaker 5: a million. It wasn't a million dollars on the podcast, right, right, right?
• 50:11
  Speaker 5: But when I did get that, let me talk about
• 50:14
  Speaker 5: the contract first. I was excited.
• 50:16
  Speaker 4: Earners.
• 50:16
  Speaker 5: What's going on?
• 50:17
  Speaker 7: Listen?
• 50:17
  Speaker 3: Eylu is relaunching, revamping, retooling. That's why we're creating a
• 50:22
  Speaker 3: new educational experience. That's more expensive.
• 50:25
  Speaker 5: Shoty telling we.
• 50:25
  Speaker 4: Got yes twenty twenty three, he got a lot. It's
• 50:29
  Speaker 4: still a lot planning for you guys. So you know
• 50:31
  Speaker 4: that EYLU already includes monthly financial planning calls with Me,
• 50:35
  Speaker 4: book Club calls with Troy, real estate calls with MG
• 50:38
  Speaker 4: the mortgage got access to the Home Buying Blueprint Volume
• 50:42
  Speaker 4: one and Volume two. Part of the revamp will include
• 50:45
  Speaker 4: twenty seven local chapters from across the United States, live
• 50:49
  Speaker 4: interactive teaching hands on not just pre recorded videos, plus
• 50:54
  Speaker 4: fifteen brand new curriculums.
• 50:57
  Speaker 3: The biggest just got bigger.
• 50:59
  Speaker 7: Head over the e L university dot com. That's E
• 51:03
  Speaker 7: Y L you n I V E R s I
• 51:07
  Speaker 7: T Y dot com.
• 51:09
  Speaker 5: See you there. The federal government started to recognize my
• 51:13
  Speaker 5: company as a company that can handle this level of
• 51:16
  Speaker 5: a contract, because it's all different levels when you start
• 51:19
  Speaker 5: to get to that type of money. So they start
• 51:22
  Speaker 5: to recognize that I can handle this million dollar contract.
• 51:25
  Speaker 5: Final problem. Now I'm getting more of those. They're calling
• 51:29
  Speaker 5: me sole source. When you are sold source, the federal
• 51:32
  Speaker 5: government strategically looks for your company to handle whatever industry
• 51:36
  Speaker 5: of contract that is. So that changed drastically after that
• 51:39
  Speaker 5: first million dollar contract and you know, just smiling from
• 51:44
  Speaker 5: it to is man, I'm still I'm always a humble dude.
• 51:48
  Speaker 5: I ain't never no guy to try to act like
• 51:51
  Speaker 5: because I when I got that first million dollar contract,
• 51:54
  Speaker 5: now let me you know my stuff don't stink et
• 51:56
  Speaker 5: cetera something. Now, I still was grinding, I still was
• 51:59
  Speaker 5: hitting them. Let me get another one that now that
• 52:01
  Speaker 5: I tasted it, let me get another one. Let me
• 52:03
  Speaker 5: see what another one looks like. It feels like, so
• 52:05
  Speaker 5: we just kept going.
• 52:06
  Speaker 3: Is a process? I mean any more difficult to get that?
• 52:09
  Speaker 3: I mean because I feel like the way you're explaining
• 52:11
  Speaker 3: it is like, yo, hit some singles here, some singles here,
• 52:13
  Speaker 3: some sing I got to build up my bat and
• 52:15
  Speaker 3: average to actually get that million dollar deal. But after
• 52:17
  Speaker 3: you get it, now it's almost like a you got
• 52:20
  Speaker 3: like a Michelin star on you, right, yeah, yeah, and work,
• 52:23
  Speaker 3: because if the deal for become easier at that level,
• 52:26
  Speaker 3: it kind of feels like that.
• 52:27
  Speaker 5: I don't I'm not one hundred percent sure, but it
• 52:29
  Speaker 5: definitely kind of feels like that. After you get that
• 52:32
  Speaker 5: one knocked out, I still went back and got some
• 52:35
  Speaker 5: of the smaller ones, the smaller ones still was coming
• 52:37
  Speaker 5: to me easy to let me get those two. But
• 52:40
  Speaker 5: it does feel like it was easier to navigate that
• 52:45
  Speaker 5: five million dollars right the six million dollar value contrasts
• 52:49
  Speaker 5: now and now it's not even a big deal. There
• 52:51
  Speaker 5: are levels to it, meaning like my paperwork has to
• 52:56
  Speaker 5: be sufficient, my timing has to be and I don't
• 53:01
  Speaker 5: get that from not knowing nothing about government contracts. Are
• 53:04
  Speaker 5: going straight to a million dollar contract like that, that
• 53:06
  Speaker 5: don't even make sense. That's why when people talk to me,
• 53:09
  Speaker 5: I rarely talk about million dollar contracts, because if you're
• 53:12
  Speaker 5: getting five thousand dollars profit on a four hundred thousand
• 53:18
  Speaker 5: dollar value contract per month, and you get three of those,
• 53:22
  Speaker 5: you had fifteen thousand dollars a month, and most people
• 53:24
  Speaker 5: residually for four years, and most people don't even know
• 53:27
  Speaker 5: what that looks like without doing the work. So the
• 53:30
  Speaker 5: million dollar contracts are amazing, and I think it does
• 53:33
  Speaker 5: become easier for the federal government to look at you
• 53:36
  Speaker 5: as a big boy. But them five thousand, them twelve
• 53:40
  Speaker 5: hundred dollars one three thousand dollar contract, they out there chilling.
• 53:43
  Speaker 4: So you only go for the federal. But you said,
• 53:46
  Speaker 4: like there's state and local government contracts as well. What's
• 53:51
  Speaker 4: the difference in why do you prefer just federal or
• 53:53
  Speaker 4: not stay in local.
• 53:54
  Speaker 5: I jumped out of the porch and learned on the
• 53:56
  Speaker 5: federal level, and then be learning the federal level. I
• 53:59
  Speaker 5: noticed that there's so much red tape with the local
• 54:02
  Speaker 5: and the state. The state states that you have to
• 54:06
  Speaker 5: be in business for so long before you can even
• 54:08
  Speaker 5: be awarded a contract. The local and the state requires
• 54:13
  Speaker 5: you to have certain certifications before you can submit proposals.
• 54:17
  Speaker 5: Then how their documentation look from what I from what
• 54:20
  Speaker 5: I seen and heard, it's just not as clear as
• 54:24
  Speaker 5: it can be. The federal level is like we black
• 54:26
  Speaker 5: and white. It's this and that, and it ain't no
• 54:28
  Speaker 5: red tape. If a guy like me, I barely graduated
• 54:30
  Speaker 5: high school, I went to college a year and some change,
• 54:33
  Speaker 5: but I was terrible in college, man, because I don't
• 54:37
  Speaker 5: want no patients. So if a guy like me barely
• 54:39
  Speaker 5: graduated high school, don't like to read, and don't have
• 54:41
  Speaker 5: no patients, figured it out on the federal level, I'm like,
• 54:44
  Speaker 5: all right, this is the to me, this is the
• 54:47
  Speaker 5: easiest path to start government contracting, and then you can
• 54:51
  Speaker 5: work your way through any level you want once you
• 54:52
  Speaker 5: know what the process looks like. Yeah.
• 54:54
  Speaker 3: So even with the small tail ones, you said you
• 54:57
  Speaker 3: don't do percentages.
• 54:58
  Speaker 5: Yeah.
• 54:59
  Speaker 3: So if somebody starting what should they base their revenue on?
• 55:03
  Speaker 3: Is it just like, Yo, this is the number I'm
• 55:06
  Speaker 3: starting with, Like, how do I create If I'm getting
• 55:08
  Speaker 3: one thousand dollars for the contract? How do I do
• 55:10
  Speaker 3: Am I putting five hundred on? Like? How do I
• 55:12
  Speaker 3: do that?
• 55:12
  Speaker 5: Yeah? So when you buy your first house, you're gonna
• 55:16
  Speaker 5: look at how many like four, five and six and seven,
• 55:19
  Speaker 5: because you're a price comparing. When I'm looking for somebody,
• 55:23
  Speaker 5: give me a quote to cut this grass, I ain't
• 55:25
  Speaker 5: gonna just call one company and take their word for it, right,
• 55:28
  Speaker 5: So if you give me a quote for one thousand dollars,
• 55:30
  Speaker 5: I'm gonna call you what you charging for the same work. Now,
• 55:33
  Speaker 5: if you a thousand and you three thousand, I can
• 55:36
  Speaker 5: physically see what my profit is is two thousand. It's
• 55:40
  Speaker 5: the same job. But y'all charging me differently. Okay, I
• 55:43
  Speaker 5: ain't even asking why. That don't even matter. I'm gonna
• 55:45
  Speaker 5: go with the lowest price. But my man charging me
• 55:48
  Speaker 5: three thousand dollars. So now I can physically. See, I
• 55:51
  Speaker 5: got two thousand dollars to play with. Plus I know
• 55:53
  Speaker 5: in my mind the federal government is doing their own
• 55:55
  Speaker 5: market research. Plus I know that. So now I'm putting
• 55:58
  Speaker 5: all those factors in together, and now I'm coming up
• 56:01
  Speaker 5: with my price point to put on top of his
• 56:03
  Speaker 5: thousand dollars.
• 56:04
  Speaker 4: Quote, what's your favorite industry that you personally like the
• 56:08
  Speaker 4: most to use for government.
• 56:10
  Speaker 5: During their inauguration? Transportation? Like, that's my favorite.
• 56:14
  Speaker 6: SUV transportation or suv.
• 56:16
  Speaker 5: And busses like charter busses. That is my favorite. Every inauguration,
• 56:22
  Speaker 5: the transportation industry go crazy to the point where the
• 56:27
  Speaker 5: federal government just like, yo, we need the transportation here
• 56:31
  Speaker 5: have it? That ain't a budget favorite because it ain't
• 56:34
  Speaker 5: no budget. There's no budget. Whatever you want charge Listen,
• 56:38
  Speaker 5: there's no budget. Four bus loads from the City of
• 56:42
  Speaker 5: Richmond to DC. Four How much y'all think somebody would
• 56:47
  Speaker 5: charge me for that? Just a wild guess. It don't
• 56:50
  Speaker 5: even matter.
• 56:50
  Speaker 6: Three thousand, three.
• 56:51
  Speaker 5: Thousand the bus, right, So that's twelve thousand because I
• 56:54
  Speaker 5: said four buses. Look, you see, I'm good at math, right,
• 56:57
  Speaker 5: I badly graduated, but math is my thing. So that's
• 57:00
  Speaker 5: twelve thousand dollars. I've literally done three thousand percent on
• 57:07
  Speaker 5: top of that twelve thousand. I was during the inauguration.
• 57:10
  Speaker 3: I'm thinking charter bus because we used to take charge
• 57:12
  Speaker 3: bus to DC. They used to charge like ten.
• 57:13
  Speaker 5: You can bust them in the face like that. Like
• 57:17
  Speaker 5: the crazy nigga is the government knows they need to
• 57:19
  Speaker 5: get these people from this location to that location. Then
• 57:23
  Speaker 5: now when we talk about the private suv, oh my gosh,
• 57:27
  Speaker 5: like and you take it reasy.
• 57:29
  Speaker 3: The buses are being transported now from justition, but the
• 57:31
  Speaker 3: further you go out, obviously you can put more on it.
• 57:34
  Speaker 3: And there's the multiple cities that are coming to d C.
• 57:36
  Speaker 5: Yes, but the federal government strategically is saying we need
• 57:39
  Speaker 5: this group of people to come from here to he y'all.
• 57:42
  Speaker 5: Y'all know when they storing the White House. Yeah, yeah,
• 57:46
  Speaker 5: we had a buslot. We had a contract that was
• 57:48
  Speaker 5: already in the books, already in the books. But my
• 57:51
  Speaker 5: man saw that they stormed the bus the Capitol. He like,
• 57:55
  Speaker 5: I ain't coming, man, you gotta find somebody else to
• 57:57
  Speaker 5: do it. I lost out profit fit three hundred and
• 58:00
  Speaker 5: seventy five thousand profit loss. So That's what I'm telling you.
• 58:05
  Speaker 5: When you ask me my favorite transportation during the inauguration,
• 58:09
  Speaker 5: it's like, it's unreal.
• 58:11
  Speaker 3: Is there anybody that is not eligible to be to
• 58:14
  Speaker 3: do government contracting? Like can you not have a criminal wreck?
• 58:17
  Speaker 3: Like what are the variables of people who cannot do it?
• 58:19
  Speaker 5: Everybody can do it because it's business a business, So
• 58:22
  Speaker 5: it's b to B as long as my as long
• 58:25
  Speaker 5: as my company is within good standings with whatever state
• 58:29
  Speaker 5: that I created, my LLC you good criminal records and
• 58:33
  Speaker 5: feeling and sketchy pass has no bearing on you being
• 58:37
  Speaker 5: awarded a federal government contract. Now, to your point earlier,
• 58:41
  Speaker 5: if I'm excited and I want to just go see
• 58:43
  Speaker 5: what my contract doing, and I got a feeling, I
• 58:46
  Speaker 5: probably can't go into the base, so you just gotta chill.
• 58:48
  Speaker 5: But it has no bearing on me being awarded a
• 58:51
  Speaker 5: federal government contract.
• 58:52
  Speaker 4: So what's your goal with your company? Like, what do
• 58:56
  Speaker 4: you see it as far as ten years? Like scaling it?
• 59:00
  Speaker 5: Yeah, man, I haven't even thought that far.
• 59:02
  Speaker 3: Man.
• 59:03
  Speaker 5: So I've already started to notice that my kids, my
• 59:07
  Speaker 5: son and my daughter, they kind of talk about government contracting.
• 59:10
  Speaker 5: They want to see what that's like. So passing that
• 59:13
  Speaker 5: off to them. But I just want to go to
• 59:15
  Speaker 5: the wheels fall off. Man, I think I've already scaled.
• 59:20
  Speaker 5: I don't think I reached a ceiling, but I think
• 59:22
  Speaker 5: I've already scaled to the point where I can just
• 59:25
  Speaker 5: maneuver lateral. I don't got to go up anymore. I
• 59:27
  Speaker 5: can just go, you know, side to side now because
• 59:31
  Speaker 5: I'm a valuable vendor. All of my companies are valuable
• 59:33
  Speaker 5: vendors to the federal government, so were good. I think
• 59:36
  Speaker 5: scaling for me goes to how I'm teaching it and
• 59:40
  Speaker 5: the platforms I'm being a part of creating. So ten
• 59:44
  Speaker 5: years from today with the teaching platform, looks like a university.
• 59:53
  Speaker 4: So what was the benefit of going to the boss
• 59:55
  Speaker 4: up conference. Let's talk about that a little bit. That
• 59:59
  Speaker 4: was dope, man. I didn't know what to expect. Whoever
• 1:00:03
  Speaker 4: went that first year, nobody knew what to expect. I'm
• 1:00:07
  Speaker 4: be real with y'all, like I continue to be.
• 1:00:09
  Speaker 5: I just thought I was gonna be in the room
• 1:00:10
  Speaker 5: kicking it with Ross. I got, man, what how much
• 1:00:16
  Speaker 5: that's it? Man? We going? You know what I'm saying.
• 1:00:19
  Speaker 5: I didn't know that they were setting it up to
• 1:00:21
  Speaker 5: where entrepreneurs could vibe and rock out with each other
• 1:00:25
  Speaker 5: and do work with each other and then even create
• 1:00:28
  Speaker 5: deals with Ross himself. So that's been to experience. My
• 1:00:31
  Speaker 5: relationship with Ross is a real relationship, you know what
• 1:00:34
  Speaker 5: I mean, Because I think a lot of people that
• 1:00:36
  Speaker 5: came to that boss Up conference, like I said, didn't
• 1:00:40
  Speaker 5: know what to expect, but then automatically thought Ross was
• 1:00:43
  Speaker 5: gonna be your boy. No, sir, not even close. You
• 1:00:47
  Speaker 5: know what I'm saying. Ross busy. He a cool guy,
• 1:00:51
  Speaker 5: but he busy. He don't need more friends. You know
• 1:00:54
  Speaker 5: what I'm saying. If you presented something to him that's
• 1:00:56
  Speaker 5: of value, trust me, my man gonna listen. But then
• 1:01:00
  Speaker 5: I think for me, the biggest thing was just getting
• 1:01:02
  Speaker 5: the chance to rock with the entrepreneurs that are doing
• 1:01:06
  Speaker 5: it at at the scale that I wasn't even thinking about.
• 1:01:09
  Speaker 5: So I that was the biggest benefit for me to
• 1:01:12
  Speaker 5: rock out with them and then just go from there.
• 1:01:13
  Speaker 3: Sometimes you get in the room and it inspires you
• 1:01:15
  Speaker 3: from somebody else's vision, Right, you see something that they're doing,
• 1:01:18
  Speaker 3: It's like, all right, I can implement that into my game.
• 1:01:21
  Speaker 5: It ain't always about the dude on the stage and.
• 1:01:22
  Speaker 3: Know who you sit so are so like in this space.
• 1:01:25
  Speaker 3: I mean, like I see you. You're the prominent figure
• 1:01:28
  Speaker 3: for us. Like every time I think goverment contractor I
• 1:01:30
  Speaker 3: think you appreciate. Was this somebody I know your man
• 1:01:33
  Speaker 3: put you on game. Is he's still relevant in your
• 1:01:36
  Speaker 3: the guidance of what you're doing now? Or is there
• 1:01:38
  Speaker 3: are there mentors that you look to now?
• 1:01:40
  Speaker 5: Yeah? So I don't have. Unfortunately for me, I've had
• 1:01:44
  Speaker 5: a few mentors and government contracting, but just about big
• 1:01:49
  Speaker 5: stuff like missiles and factories and stuff like that. So yeah,
• 1:01:54
  Speaker 5: we're still in the works with that. But my man
• 1:01:57
  Speaker 5: never taught me. He just said, I'm a douke government.
• 1:02:00
  Speaker 5: He ain't know what he was gonna do, so he
• 1:02:02
  Speaker 5: never taught me. I actually taught him. So I still
• 1:02:04
  Speaker 5: mentor him. But he doing he being in real estate now,
• 1:02:06
  Speaker 5: he really not fooling with He got fourteen or fifteen
• 1:02:09
  Speaker 5: contracts or something like that, but he rather take his
• 1:02:12
  Speaker 5: money and food with real estate. But it's nobody like
• 1:02:16
  Speaker 5: I can say, and not even on no cocky stuff.
• 1:02:19
  Speaker 5: Man's nobody can say that. I just be like, yo,
• 1:02:21
  Speaker 5: I look to this person for government contracts because everybody
• 1:02:26
  Speaker 5: seems to teach and do things a different way to
• 1:02:29
  Speaker 5: the point where if somebody's trying to learn it, they
• 1:02:32
  Speaker 5: get twisted up like a presser. They don't know which
• 1:02:34
  Speaker 5: what way to do it or which way to believe.
• 1:02:36
  Speaker 5: So you gotta make sure if you're teaching in this space,
• 1:02:39
  Speaker 5: you gotta make it easy. Man. You just got to
• 1:02:42
  Speaker 5: make the information easy to digest to make somebody want
• 1:02:45
  Speaker 5: to execute that.
• 1:02:46
  Speaker 3: You bring up a good point there. When you're doing
• 1:02:48
  Speaker 3: the government contracts, are you traditionally looking for multi year
• 1:02:53
  Speaker 3: deals and then when it comes time for renewals, what
• 1:02:55
  Speaker 3: does that look like?
• 1:02:56
  Speaker 5: Right?
• 1:02:56
  Speaker 3: Cause that's not like we know that from sports, but
• 1:02:58
  Speaker 3: like Eve heard that.
• 1:02:59
  Speaker 5: Yeah, yeah, so I have to look for multiple deals because,
• 1:03:02
  Speaker 5: like I said, I'm not trying to just hustle all
• 1:03:04
  Speaker 5: my life. I want to create platforms in the ground
• 1:03:07
  Speaker 5: for residual income. So if I get two or three
• 1:03:10
  Speaker 5: contracts for four or five years, I'm good for at
• 1:03:13
  Speaker 5: least four years. You know what I man, I'm good
• 1:03:15
  Speaker 5: off of two contracts. But it looks like this. You
• 1:03:18
  Speaker 5: get the base year, that's good, that's your twelve months.
• 1:03:21
  Speaker 5: But when an option year comes up, the federal government says, hey,
• 1:03:24
  Speaker 5: we want to exercise our option year. Are you willing
• 1:03:27
  Speaker 5: to stay on this contract? And if so, are you
• 1:03:30
  Speaker 5: going to charge us more money? So you get an
• 1:03:32
  Speaker 5: opportunity to negotiate your price point from the previous year
• 1:03:35
  Speaker 5: going into the next option year if they choose to
• 1:03:38
  Speaker 5: exercise you. But in my case, I've always gotten the
• 1:03:43
  Speaker 5: first option year. After that I got the rest of
• 1:03:45
  Speaker 5: the contract. That's tricky. Yeah, it overshoot it you're done. Yeah.
• 1:03:49
  Speaker 5: If you overshoot, they gonna put it back out for bid.
• 1:03:52
  Speaker 5: But that's why I always keep my head. The government
• 1:03:54
  Speaker 5: does their own market research. So once I got that
• 1:03:57
  Speaker 5: in my head, I know to always be competitive and
• 1:04:00
  Speaker 5: not price gals, because it's always about letting the compound
• 1:04:03
  Speaker 5: effect take effect.
• 1:04:04
  Speaker 4: You haven't well appreciate, you, brother. That's a lot of information,
• 1:04:08
  Speaker 4: a lot of knowledge. Tell the people how they can
• 1:04:10
  Speaker 4: tap in with you. Website, social media handles, all that, yo.
• 1:04:13
  Speaker 5: Man, hit them up. If you want to talk to me,
• 1:04:15
  Speaker 5: you know you gotta go through them to hit me. Yo.
• 1:04:18
  Speaker 4: Nah.
• 1:04:20
  Speaker 5: The Federalcode dot Com. You want to go there and
• 1:04:23
  Speaker 5: on Instagram? I am Jason White Underscore. You talk to me,
• 1:04:27
  Speaker 5: I'm gonna talk back. The Federal code. Man, let's get it.
• 1:04:30
  Speaker 6: The federal col Troy Housekeeping.
• 1:04:32
  Speaker 3: Shout to everybody on ey L University. Shout to all
• 1:04:34
  Speaker 3: the earners over there, RPX family or the twenty seven
• 1:04:37
  Speaker 3: chapters throughout the country and everybody that's international.
• 1:04:40
  Speaker 5: Lover is Love.
• 1:04:40
  Speaker 3: Shout out to the merch team. You know, we got
• 1:04:42
  Speaker 3: some new stuff coming and uh, yeah, man, we appreciate you.
• 1:04:45
  Speaker 3: It's a long time coming.
• 1:04:46
  Speaker 5: Long time man. I need some merch man that's heavy.
• 1:04:49
  Speaker 3: That's too easy.
• 1:04:49
  Speaker 5: Yeah, clean, y'all clean too easy.
• 1:04:51
  Speaker 3: Man, that's too easy.
• 1:04:52
  Speaker 5: Man.
• 1:04:53
  Speaker 3: We appreciate you being here.
• 1:04:54
  Speaker 5: Love man, appreciate it. But yeah, please, Love is love.
• 1:04:58
  Speaker 5: My graduates from my school being forced back.
• 1:05:02
  Speaker 6: Drop bag drop Mike Droft, Bagdrop.
• 1:05:06
  Speaker 1: Droft, an illegal alien from Guatemala charged with raping a
• 1:05:20
  Speaker 1: child in Massachusetts. An MS thirteen gang member from Al
• 1:05:24
  Speaker 1: Salvador accused of murdering a Texas man of Venezuelan charged
• 1:05:29
  Speaker 1: with filming and selling child pornography in Michigan. These are
• 1:05:33
  Speaker 1: just some of the heinous migrant criminals caught because of
• 1:05:36
  Speaker 1: President Donald J. Trump's leadership. I'm Christy nom, the United
• 1:05:40
  Speaker 1: States Secretary of Homeland Security under President Trump. Attempted illegal
• 1:05:45
  Speaker 1: border crossings are at the lowest levels ever recorded, and
• 1:05:48
  Speaker 1: over one hundred thousand illegal aliens have been arrested. If
• 1:05:52
  Speaker 1: you are here illegally, your next you will be fine
• 1:05:55
  Speaker 1: nearly one thousand dollars a day, imprisoned, and deported. You
• 1:06:00
  Speaker 1: will never return. But if you register using our CBP
• 1:06:03
  Speaker 1: home app and leave now, you could be allowed to
• 1:06:06
  Speaker 1: return legally. Do what's right, leave now. Under President Trump,
• 1:06:11
  Speaker 1: America's laws, border and families will be protected.
• 1:06:15
  Speaker 2: Sponsored by the United States Department of Homeland Security,