From the Factory Floor to a $30M Empire: Business Network and Ethics with Mark Sabbagh | Ep 38

What's up, guys? Sam McVey here with What's up, guys? Sam McVey here with Mark Sabog, uh, founder of DTG and lots Mark Sabog, uh, founder of DTG and lots Mark Sabog, uh, founder of DTG and lots of other things. And, uh, we're going to of other things. And, uh, we're going to of other things. And, uh, we're going to have a conversation. Thanks for being have a conversation. Thanks for being have a conversation. Thanks for being on, dude. on, dude. on, dude. » Awesome. This is going to be a lot of » Awesome. This is going to be a lot of » Awesome. This is going to be a lot of fun, Sam. fun, Sam. fun, Sam. » We We don't know each other. Well, we've » We We don't know each other. Well, we've » We We don't know each other. Well, we've had I was just telling Tyler, we've had I was just telling Tyler, we've had I was just telling Tyler, we've talked like maybe three times on Zoom talked like maybe three times on Zoom talked like maybe three times on Zoom and you're in New Jersey, correct? And and you're in New Jersey, correct? And and you're in New Jersey, correct? And I'm in Kansas. So, we're we're like from I'm in Kansas. So, we're we're like from I'm in Kansas. So, we're we're like from different countries basically. different countries basically. different countries basically. » Different countries. But I kind of felt » Different countries. But I kind of felt » Different countries. But I kind of felt like I met like a a brother or a family like I met like a a brother or a family like I met like a a brother or a family member. I mean, member. I mean, member. I mean, » yeah, we did. We did. » yeah, we did. We did. » yeah, we did. We did. » Holy [ __ ] man. We got a lot in common. » Holy [ __ ] man. We got a lot in common. » Holy [ __ ] man. We got a lot in common. » Our our energy levels uh did mesh up » Our our energy levels uh did mesh up » Our our energy levels uh did mesh up well. Uh our first conversation, I think well. Uh our first conversation, I think well. Uh our first conversation, I think we had to cut off in about 2 hours. we had to cut off in about 2 hours. we had to cut off in about 2 hours. Like, all right, we got to go. We got We Like, all right, we got to go. We got We Like, all right, we got to go. We got We got to stop. This is getting insane. got to stop. This is getting insane. got to stop. This is getting insane. » This guy, I'm falling in love with this » This guy, I'm falling in love with this » This guy, I'm falling in love with this guy, man. I don't know. guy, man. I don't know. guy, man. I don't know. » Don't you go falling in love with me. » Don't you go falling in love with me. » Don't you go falling in love with me. » I told my wife I came home. I said, » I told my wife I came home. I said, » I told my wife I came home. I said, "Honey, I think I think I met another "Honey, I think I think I met another "Honey, I think I think I met another me." But but he lives in Kansas. Isn't me." But but he lives in Kansas. Isn't me." But but he lives in Kansas. Isn't that crazy? that crazy? that crazy? That's amazing. Oh, dude. I don't know That's amazing. Oh, dude. I don't know That's amazing. Oh, dude. I don't know 90% of your story, so that's going to be 90% of your story, so that's going to be 90% of your story, so that's going to be a blast. a blast. a blast. » Um, you're you're doing a lot of stuff. » Um, you're you're doing a lot of stuff. » Um, you're you're doing a lot of stuff. I stalked you on LinkedIn last night I stalked you on LinkedIn last night I stalked you on LinkedIn last night trying to fill in the gaps of the little trying to fill in the gaps of the little trying to fill in the gaps of the little I know about you. Um, so let's just I know about you. Um, so let's just I know about you. Um, so let's just let's start there. Tell me uh Mark's let's start there. Tell me uh Mark's let's start there. Tell me uh Mark's first uh business venture from did you first uh business venture from did you first uh business venture from did you work somewhere then you got into work somewhere then you got into work somewhere then you got into business and what was the first one and business and what was the first one and business and what was the first one and let's just I think start there. let's just I think start there. let's just I think start there. » So so I I originally started I mean I » So so I I originally started I mean I » So so I I originally started I mean I always had a work mentality uh you know always had a work mentality uh you know always had a work mentality uh you know working in my dad's factory. My father working in my dad's factory. My father working in my dad's factory. My father had a beauty business uh domestic had a beauty business uh domestic had a beauty business uh domestic factory. We used to make hair gel uh factory. We used to make hair gel uh factory. We used to make hair gel uh toothpaste baby wipes toothpaste baby wipes toothpaste baby wipes uh creams different type of stuff. So we uh creams different type of stuff. So we uh creams different type of stuff. So we we manufactured it. we manufactured it. we manufactured it. » Manufactured in Brooklyn, New York. We » Manufactured in Brooklyn, New York. We » Manufactured in Brooklyn, New York. We had a factory, the machines, the whole had a factory, the machines, the whole had a factory, the machines, the whole nine yards. So, I actually grew up nine yards. So, I actually grew up nine yards. So, I actually grew up essentially on the factory floor. Um, essentially on the factory floor. Um, essentially on the factory floor. Um, » were you born there, too? Were you born » were you born there, too? Were you born » were you born there, too? Were you born on the factory floor? on the factory floor? on the factory floor? » I'm pretty sure I was cuz my father also » I'm pretty sure I was cuz my father also » I'm pretty sure I was cuz my father also works a lot even at his age today. So, works a lot even at his age today. So, works a lot even at his age today. So, » well, he didn't give birth to you. So, » well, he didn't give birth to you. So, » well, he didn't give birth to you. So, where was where was where was » No, but my my my mom my mom my mom was » No, but my my my mom my mom my mom was » No, but my my my mom my mom my mom was definitely a huge inspiration to me. was definitely a huge inspiration to me. was definitely a huge inspiration to me. I uh I we we I lost her young. She was I uh I we we I lost her young. She was I uh I we we I lost her young. She was uh I was she was 52 when she passed uh I was she was 52 when she passed uh I was she was 52 when she passed away. I was only 22. Uh so I was early away. I was only 22. Uh so I was early away. I was only 22. Uh so I was early on in my in my career. Uh you know, but on in my in my career. Uh you know, but on in my in my career. Uh you know, but I I you know, instilled hard work for my I I you know, instilled hard work for my I I you know, instilled hard work for my parents and you know uh a family of parents and you know uh a family of parents and you know uh a family of five, five siblings. Uh all very hard five, five siblings. Uh all very hard five, five siblings. Uh all very hard workers. I got a brother who's kind of workers. I got a brother who's kind of workers. I got a brother who's kind of like me as well. Um as I like to say, like me as well. Um as I like to say, like me as well. Um as I like to say, six years older than me, so he's six years older than me, so he's six years older than me, so he's six times the speed. So Sam, if you think times the speed. So Sam, if you think times the speed. So Sam, if you think you met one of me, you got to meet the you met one of me, you got to meet the you met one of me, you got to meet the other guy. other guy. other guy. Um Um Um » I can't imagine anybody with more energy » I can't imagine anybody with more energy » I can't imagine anybody with more energy than me. than me. than me. » No, this is a different terrifying. » No, this is a different terrifying. » No, this is a different terrifying. » So, uh so I started that. I started that » So, uh so I started that. I started that » So, uh so I started that. I started that and then uh I really started working and then uh I really started working and then uh I really started working summers around 12, 13 years old. So, I summers around 12, 13 years old. So, I summers around 12, 13 years old. So, I was really I was going to work when I was really I was going to work when I was really I was going to work when I didn't have school and the second I didn't have school and the second I didn't have school and the second I wasn't able to be a camper anymore, I wasn't able to be a camper anymore, I wasn't able to be a camper anymore, I became a bus boy, beach boy. Did all became a bus boy, beach boy. Did all became a bus boy, beach boy. Did all kinds of odd jobs knocking on doors, kinds of odd jobs knocking on doors, kinds of odd jobs knocking on doors, selling signs, uh you know, kind of selling signs, uh you know, kind of selling signs, uh you know, kind of just, you know, trying to get the just, you know, trying to get the just, you know, trying to get the hustle. But, you know, I didn't really hustle. But, you know, I didn't really hustle. But, you know, I didn't really know where I was going. I was a terrible know where I was going. I was a terrible know where I was going. I was a terrible student in school. Um, uh, got through student in school. Um, uh, got through student in school. Um, uh, got through high school. Well, I squeaked through high school. Well, I squeaked through high school. Well, I squeaked through high school. I went through to a very high school. I went through to a very high school. I went through to a very small high school. Uh, didn't learn small high school. Uh, didn't learn small high school. Uh, didn't learn much. I pretty much finished my much. I pretty much finished my much. I pretty much finished my education around 8th grade, if I would education around 8th grade, if I would education around 8th grade, if I would say the least. I went to a great high say the least. I went to a great high say the least. I went to a great high school with great people, but not the school with great people, but not the school with great people, but not the best educated. Uh, once I finished high best educated. Uh, once I finished high best educated. Uh, once I finished high school, uh, worked uh, one or two odd school, uh, worked uh, one or two odd school, uh, worked uh, one or two odd jobs, jobs, jobs, uh, merchant cash advance and debt uh, merchant cash advance and debt uh, merchant cash advance and debt settlement. And that was for the first settlement. And that was for the first settlement. And that was for the first few months. But I knew some sort of few months. But I knew some sort of few months. But I knew some sort of passion rolled into me that I wanted to passion rolled into me that I wanted to passion rolled into me that I wanted to be um I wanted to be in the money be um I wanted to be in the money be um I wanted to be in the money business. So I wanted to be in something business. So I wanted to be in something business. So I wanted to be in something recession proof. You know, when I got recession proof. You know, when I got recession proof. You know, when I got out of high school, it was 2009 to the out of high school, it was 2009 to the out of high school, it was 2009 to the recession. The great financial crisis recession. The great financial crisis recession. The great financial crisis was just, you know, basically kind of at was just, you know, basically kind of at was just, you know, basically kind of at its place. So it was like I was getting its place. So it was like I was getting its place. So it was like I was getting into the business world. I was like, into the business world. I was like, into the business world. I was like, "Oh, there's no jobs. Don't invest in "Oh, there's no jobs. Don't invest in "Oh, there's no jobs. Don't invest in the stock market." Like everything was the stock market." Like everything was the stock market." Like everything was just so negative. Um you know, and uh just so negative. Um you know, and uh just so negative. Um you know, and uh you know, I was watching it at the same you know, I was watching it at the same you know, I was watching it at the same time. you know, he's watching the family time. you know, he's watching the family time. you know, he's watching the family business, you know, uh, take a turn. business, you know, uh, take a turn. business, you know, uh, take a turn. And, uh, you know, at the same time, uh, And, uh, you know, at the same time, uh, And, uh, you know, at the same time, uh, you know, my mom got sick with cancer you know, my mom got sick with cancer you know, my mom got sick with cancer and my parents were separating. So, and my parents were separating. So, and my parents were separating. So, there was a lot going on when I got out there was a lot going on when I got out there was a lot going on when I got out of high school that was really driving of high school that was really driving of high school that was really driving me to really, you know, kind of figure me to really, you know, kind of figure me to really, you know, kind of figure out my my parents like, you got to out my my parents like, you got to out my my parents like, you got to figure it out, right? Uh, you know, figure it out, right? Uh, you know, figure it out, right? Uh, you know, you're getting out of school now. You you're getting out of school now. You you're getting out of school now. You drove us crazy through your whole school drove us crazy through your whole school drove us crazy through your whole school life. Go, life. Go, life. Go, » you got to figure this out. » you got to figure this out. » you got to figure this out. » Read some books. » Read some books. » Read some books. » Yeah. I didn't even read any books. I » Yeah. I didn't even read any books. I » Yeah. I didn't even read any books. I was this is reading books was later was this is reading books was later was this is reading books was later on in my life. But uh I started off in on in my life. But uh I started off in on in my life. But uh I started off in the insurance industry. My first job was the insurance industry. My first job was the insurance industry. My first job was working for a health insurance brokerage working for a health insurance brokerage working for a health insurance brokerage just literally a stack of papers and a just literally a stack of papers and a just literally a stack of papers and a phone. I did about for about two years. phone. I did about for about two years. phone. I did about for about two years. I broke some of their biggest accounts. I broke some of their biggest accounts. I broke some of their biggest accounts. Um and I remember uh I was trying to Um and I remember uh I was trying to Um and I remember uh I was trying to pass my insurance license. Like I needed pass my insurance license. Like I needed pass my insurance license. Like I needed to excel. I needed to pass my insurance to excel. I needed to pass my insurance to excel. I needed to pass my insurance license. Could not pass the test. Could license. Could not pass the test. Could license. Could not pass the test. Could not pass it. And this brokerage needed not pass it. And this brokerage needed not pass it. And this brokerage needed me to get my license. me to get my license. me to get my license. and they just weren't offering any and they just weren't offering any and they just weren't offering any support and you know the you know as support and you know the you know as support and you know the you know as you know I had a great it was I had a you know I had a great it was I had a you know I had a great it was I had a great thing going there but it was like great thing going there but it was like great thing going there but it was like I got to start making some moves so I I got to start making some moves so I I got to start making some moves so I went I left but when I left and I'll went I left but when I left and I'll went I left but when I left and I'll tell you it's an interesting story tell you it's an interesting story tell you it's an interesting story I went to go tell the big boss that I I went to go tell the big boss that I I went to go tell the big boss that I was leaving and the big boss you know he was leaving and the big boss you know he was leaving and the big boss you know he wasn't the nicest guy to me right uh cuz wasn't the nicest guy to me right uh cuz wasn't the nicest guy to me right uh cuz I was just a young kid he thought I was I was just a young kid he thought I was I was just a young kid he thought I was a little punk but he knew I had value a little punk but he knew I had value a little punk but he knew I had value but he was paying me so cheaply and he but he was paying me so cheaply and he but he was paying me so cheaply and he was making so much money off of my work was making so much money off of my work was making so much money off of my work it was great it was crazy And he looked it was great it was crazy And he looked it was great it was crazy And he looked at me and he says, "Oh, you want to at me and he says, "Oh, you want to at me and he says, "Oh, you want to leave?" "Okay, all right. All right. You leave?" "Okay, all right. All right. You leave?" "Okay, all right. All right. You can you can go." I said, "I'm giving you can you can go." I said, "I'm giving you can you can go." I said, "I'm giving you my two week notice." "Okay, I go back to my two week notice." "Okay, I go back to my two week notice." "Okay, I go back to my desk." He goes, "You can leave today. my desk." He goes, "You can leave today. my desk." He goes, "You can leave today. Today's your last day." Calls me back 5 Today's your last day." Calls me back 5 Today's your last day." Calls me back 5 minutes later. "No, no, you can leave minutes later. "No, no, you can leave minutes later. "No, no, you can leave now. You know what? Just just go now. now. You know what? Just just go now. now. You know what? Just just go now. Just that's it. Bye." Okay. Just that's it. Bye." Okay. Just that's it. Bye." Okay. Um found a job at a small brokerage, Um found a job at a small brokerage, Um found a job at a small brokerage, learned a bit more. Uh left that job. Uh learned a bit more. Uh left that job. Uh learned a bit more. Uh left that job. Uh then I started then I actually went then I started then I actually went then I started then I actually went studied for my license. I got life studied for my license. I got life studied for my license. I got life insurance license and became an agent at insurance license and became an agent at insurance license and became an agent at New York Life. Uh I did that for about New York Life. Uh I did that for about New York Life. Uh I did that for about five years. I was like, you know, I did five years. I was like, you know, I did five years. I was like, you know, I did that for about Yeah, four or five years. that for about Yeah, four or five years. that for about Yeah, four or five years. Uh at like 20 years old, I was crushing Uh at like 20 years old, I was crushing Uh at like 20 years old, I was crushing it, man. I was selling over 100 policies it, man. I was selling over 100 policies it, man. I was selling over 100 policies a year. I was hustling the streets, suit a year. I was hustling the streets, suit a year. I was hustling the streets, suit and tie, and tie, and tie, rain, snow, sleep, trains, uh bad rain, snow, sleep, trains, uh bad rain, snow, sleep, trains, uh bad neighborhoods at night, neighborhoods at night, neighborhoods at night, like whatever you had to do. You were like whatever you had to do. You were like whatever you had to do. You were cold calling people and you say, "I'll cold calling people and you say, "I'll cold calling people and you say, "I'll be at your house next week." be at your house next week." be at your house next week." They're in They're in They're in » So you would co you cold call like and » So you would co you cold call like and » So you would co you cold call like and people still do that today. You cold people still do that today. You cold people still do that today. You cold call and then go to their house for an call and then go to their house for an call and then go to their house for an appointment. appointment. appointment. » Interesting. » Interesting. » Interesting. » Yep. And » Yep. And » Yep. And so I used to do that and I would show up so I used to do that and I would show up so I used to do that and I would show up these people's houses. Now granted, you these people's houses. Now granted, you these people's houses. Now granted, you don't know who the hell these people don't know who the hell these people don't know who the hell these people are. You call them from the out of the are. You call them from the out of the are. You call them from the out of the blue and now you're going to them and blue and now you're going to them and blue and now you're going to them and you're trying to sell them you're trying to sell them you're trying to sell them » insurance. trying to convince them on » insurance. trying to convince them on » insurance. trying to convince them on something. It's you're selling life something. It's you're selling life something. It's you're selling life insurance is not an easy job. insurance is not an easy job. insurance is not an easy job. » Uh but it taught me a a hell of a lot. » Uh but it taught me a a hell of a lot. » Uh but it taught me a a hell of a lot. » Um and then when I was around 22, I lost » Um and then when I was around 22, I lost » Um and then when I was around 22, I lost my mom and I was really I was, you know, my mom and I was really I was, you know, my mom and I was really I was, you know, was just dating my wife at the time and was just dating my wife at the time and was just dating my wife at the time and I was really ready for a career change. I was really ready for a career change. I was really ready for a career change. I said, you know, I was just really I said, you know, I was just really I said, you know, I was just really burnt out from the industry. It was burnt out from the industry. It was burnt out from the industry. It was just, you know, you sign on a lot of just, you know, you sign on a lot of just, you know, you sign on a lot of clients, but then what happens is a lot clients, but then what happens is a lot clients, but then what happens is a lot of cl a lot of these bad clients, they of cl a lot of these bad clients, they of cl a lot of these bad clients, they may give you volume, but then they start may give you volume, but then they start may give you volume, but then they start canceling on you and then you realize canceling on you and then you realize canceling on you and then you realize you got to get better clients. you got to get better clients. you got to get better clients. But I was just it was just I was just so But I was just it was just I was just so But I was just it was just I was just so tired of it and I was just ready for tired of it and I was just ready for tired of it and I was just ready for something else, you know. Um, something else, you know. Um, something else, you know. Um, so um worked uh for a short period of so um worked uh for a short period of so um worked uh for a short period of time in the website industry. I left time in the website industry. I left time in the website industry. I left that. I worked for a short period of that. I worked for a short period of that. I worked for a short period of time in the website industry. We worked time in the website industry. We worked time in the website industry. We worked for a cousin's startup for a short for a cousin's startup for a short for a cousin's startup for a short period of time and then I joined my period of time and then I joined my period of time and then I joined my brother's business which is a close out brother's business which is a close out brother's business which is a close out which was a a a an electronics closeout which was a a a an electronics closeout which was a a a an electronics closeout company you would say buying and selling company you would say buying and selling company you would say buying and selling electronics selling to you know overseas electronics selling to you know overseas electronics selling to you know overseas and selling to uh telling e-commerce and selling to uh telling e-commerce and selling to uh telling e-commerce sellers and buying all types of sellers and buying all types of sellers and buying all types of opportunities across major brands like opportunities across major brands like opportunities across major brands like Apple GoPro, JBL, Sony and the likes. Um Apple GoPro, JBL, Sony and the likes. Um Apple GoPro, JBL, Sony and the likes. Um we we did that so I started the company we we did that so I started the company we we did that so I started the company with him. We did that for about three with him. We did that for about three with him. We did that for about three years. years we built the company years. years we built the company years. years we built the company substantially um you know family and substantially um you know family and substantially um you know family and business you know it's two different business you know it's two different business you know it's two different brain you know same brain but a lot of brain you know same brain but a lot of brain you know same brain but a lot of different ideas in Omesh uh decided to different ideas in Omesh uh decided to different ideas in Omesh uh decided to part ways part ways part ways uh and then this is kind of where things uh and then this is kind of where things uh and then this is kind of where things went on so this was around 2019 went on so this was around 2019 went on so this was around 2019 uh you know worked out of the industry uh you know worked out of the industry uh you know worked out of the industry for a short period of time and then for a short period of time and then for a short period of time and then around August of 2019 I joined I I I had around August of 2019 I joined I I I had around August of 2019 I joined I I I had a friend of mine that was my best friend a friend of mine that was my best friend a friend of mine that was my best friend at my best friend who is now my business at my best friend who is now my business at my best friend who is now my business partner who was reaching out to me. He partner who was reaching out to me. He partner who was reaching out to me. He says, "Listen, man. I I really would says, "Listen, man. I I really would says, "Listen, man. I I really would love for you to come work for me." I love for you to come work for me." I love for you to come work for me." I said, "Dude, I'm not going to work for a said, "Dude, I'm not going to work for a said, "Dude, I'm not going to work for a friend. I just left a family business." friend. I just left a family business." friend. I just left a family business." And I said, "No, you don't understand. And I said, "No, you don't understand. And I said, "No, you don't understand. You know, my my my height manufacturer. You know, my my my height manufacturer. You know, my my my height manufacturer. My houseware manufacturer. You know, we My houseware manufacturer. You know, we My houseware manufacturer. You know, we have a great business. We have a have a great business. We have a have a great business. We have a everlasting product. You know, the everlasting product. You know, the everlasting product. You know, the product line is is a great product line. product line is is a great product line. product line is is a great product line. We're not, you know, you're not selling We're not, you know, you're not selling We're not, you know, you're not selling clothes. You're selling, you know, and clothes. You're selling, you know, and clothes. You're selling, you know, and I was very truly interested in in and I was very truly interested in in and I was very truly interested in in the house category. Good category." the house category. Good category." the house category. Good category." and he said and we're like, you and he said and we're like, you and he said and we're like, you know, we're going back and forth on this know, we're going back and forth on this know, we're going back and forth on this and he's like, listen, man, I need and he's like, listen, man, I need and he's like, listen, man, I need somebody to really help me grow the somebody to really help me grow the somebody to really help me grow the sales. sales. sales. I said, "All right, I I'll give it a I said, "All right, I I'll give it a I said, "All right, I I'll give it a whack." All right. Um, so the whack." All right. Um, so the whack." All right. Um, so the expectation was, you know, let's try to expectation was, you know, let's try to expectation was, you know, let's try to do a million dollars your first year. do a million dollars your first year. do a million dollars your first year. So, we did that. I started August 9, So, we did that. I started August 9, So, we did that. I started August 9, August 9, August 201. Is Mark is this is August 9, August 201. Is Mark is this is August 9, August 201. Is Mark is this is the same model as what you're doing with the same model as what you're doing with the same model as what you're doing with your brother or were they actually your brother or were they actually your brother or were they actually manufacturing or manufacturing or manufacturing or » No, they were actually manufacturing to » No, they were actually manufacturing to » No, they were actually manufacturing to totally different. My brother's model my totally different. My brother's model my totally different. My brother's model my brother's model has changed as well. Um brother's model has changed as well. Um brother's model has changed as well. Um but he it was strictly manufacturing. I but he it was strictly manufacturing. I but he it was strictly manufacturing. I was working as a as a VP of sales was working as a as a VP of sales was working as a as a VP of sales » but you know the intentions were I mean » but you know the intentions were I mean » but you know the intentions were I mean we're best friends. I had a lot of we're best friends. I had a lot of we're best friends. I had a lot of ideas. Uh we were going to put something ideas. Uh we were going to put something ideas. Uh we were going to put something together right this was with the plan of together right this was with the plan of together right this was with the plan of me helping grow his business but we're me helping grow his business but we're me helping grow his business but we're going to put something together right going to put something together right going to put something together right when the time is right. when the time is right. when the time is right. Uh so the goal was to a million Uh so the goal was to a million Uh so the goal was to a million dollars my first year. Um I did that in dollars my first year. Um I did that in dollars my first year. Um I did that in about three four months. Um and then uh about three four months. Um and then uh about three four months. Um and then uh really clobbering. I was crushing it. I really clobbering. I was crushing it. I really clobbering. I was crushing it. I was opening up retailers really building was opening up retailers really building was opening up retailers really building up, up, up, taking accounts that were that were taking accounts that were that were taking accounts that were that were stagnant, really building those up. And stagnant, really building those up. And stagnant, really building those up. And then March of 2020 came and uh we had then March of 2020 came and uh we had then March of 2020 came and uh we had something called COVID 19. something called COVID 19. something called COVID 19. » Yeah. » Yeah. » Yeah. » Uh that shut down the world, which is » Uh that shut down the world, which is » Uh that shut down the world, which is crazy enough, I mean, we're exactly 6 crazy enough, I mean, we're exactly 6 crazy enough, I mean, we're exactly 6 years now. It's March 20th today. years now. It's March 20th today. years now. It's March 20th today. » By the way, if you bought the stock » By the way, if you bought the stock » By the way, if you bought the stock market six years ago today, you'd be a market six years ago today, you'd be a market six years ago today, you'd be a fabulously wealthy person, fabulously wealthy person, fabulously wealthy person, » right? » right? » right? » Um, so it's it's it's absolutely crazy. » Um, so it's it's it's absolutely crazy. » Um, so it's it's it's absolutely crazy. If you look at stock charts, every stock If you look at stock charts, every stock If you look at stock charts, every stock had hit their like some of their had hit their like some of their had hit their like some of their all-time lows at this time. So, all-time lows at this time. So, all-time lows at this time. So, » six years ago, I wish I I I had that hat » six years ago, I wish I I I had that hat » six years ago, I wish I I I had that hat on, but uh but you learn a lot from you on, but uh but you learn a lot from you on, but uh but you learn a lot from you learn a lot. You learn a lot. learn a lot. You learn a lot. learn a lot. You learn a lot. » Um, so um went through co it was like, » Um, so um went through co it was like, » Um, so um went through co it was like, you know, we got to shut the company you know, we got to shut the company you know, we got to shut the company down. Like what the heck we doing? Like down. Like what the heck we doing? Like down. Like what the heck we doing? Like we had every retailer was cancelling we had every retailer was cancelling we had every retailer was cancelling orders, but you know what the crazy orders, but you know what the crazy orders, but you know what the crazy thing was? thing was? thing was? » Cuz were a lot of your retailers like uh » Cuz were a lot of your retailers like uh » Cuz were a lot of your retailers like uh non essential? non essential? non essential? » They weren't essential at the time. » They weren't essential at the time. » They weren't essential at the time. Correct. We were selling all like, you Correct. We were selling all like, you Correct. We were selling all like, you know, major off price at TJ Maxx, know, major off price at TJ Maxx, know, major off price at TJ Maxx, Burlington, RAW stores. Burlington, RAW stores. Burlington, RAW stores. So, they weren't essential. We didn't So, they weren't essential. We didn't So, they weren't essential. We didn't Nobody knew what was going on. And they Nobody knew what was going on. And they Nobody knew what was going on. And they all had to cancel their orders. So, all had to cancel their orders. So, all had to cancel their orders. So, cancelled orders and we're shut we have cancelled orders and we're shut we have cancelled orders and we're shut we have to shut down. We have to stay home. I to shut down. We have to stay home. I to shut down. We have to stay home. I said, "Okay, all right. Whatever. Okay. said, "Okay, all right. Whatever. Okay. said, "Okay, all right. Whatever. Okay. we'll figure it out. No fear, right? And we'll figure it out. No fear, right? And we'll figure it out. No fear, right? And this was really where I realized you this was really where I realized you this was really where I realized you can't be scared. I mean, life world can't be scared. I mean, life world can't be scared. I mean, life world things are going to happen in the world things are going to happen in the world things are going to happen in the world that you don't have control of. You just that you don't have control of. You just that you don't have control of. You just got to keep fighting, right? got to keep fighting, right? got to keep fighting, right? » Uh so me and my partner decided we're » Uh so me and my partner decided we're » Uh so me and my partner decided we're going to start, you know, like everybody going to start, you know, like everybody going to start, you know, like everybody else, sell PPE because that's pretty else, sell PPE because that's pretty else, sell PPE because that's pretty much the only thing you can do today. much the only thing you can do today. much the only thing you can do today. Yeah. Yeah. Yeah. » So we started bringing in masks in China » So we started bringing in masks in China » So we started bringing in masks in China because all the factories were making because all the factories were making because all the factories were making masks in China. And we we started masks in China. And we we started masks in China. And we we started selling masks, selling hand sanitizers, selling masks, selling hand sanitizers, selling masks, selling hand sanitizers, selling uh um selling uh um selling uh um thermostats, anything really thermostats, anything really thermostats, anything really anything PP related. anything PP related. anything PP related. » And then slowly, you know, as I was » And then slowly, you know, as I was » And then slowly, you know, as I was building this up over a couple of building this up over a couple of building this up over a couple of months, you know, I started reconnecting months, you know, I started reconnecting months, you know, I started reconnecting with a lot of my old customers from the with a lot of my old customers from the with a lot of my old customers from the electronic trade industry. electronic trade industry. electronic trade industry. And I had a non-compete that was coming And I had a non-compete that was coming And I had a non-compete that was coming to an end. And um I knew that I wanted to an end. And um I knew that I wanted to an end. And um I knew that I wanted to diversify in categories and I wanted to diversify in categories and I wanted to diversify in categories and I wanted to kind of add to the manufactur the to kind of add to the manufactur the to kind of add to the manufactur the housewares business and really have a housewares business and really have a housewares business and really have a separate outlet cuz you know my whole separate outlet cuz you know my whole separate outlet cuz you know my whole thing was buying and selling. That was thing was buying and selling. That was thing was buying and selling. That was what I was good at. what I was good at. what I was good at. » Yeah. » Yeah. » Yeah. » So we started we started so we we we » So we started we started so we we we » So we started we started so we we we took you know with this a little bit of took you know with this a little bit of took you know with this a little bit of a kickoff with co's kickoff we started a kickoff with co's kickoff we started a kickoff with co's kickoff we started really just getting into back into really just getting into back into really just getting into back into selling products. So we were going into selling products. So we were going into selling products. So we were going into electronics, toys, appliances. So around electronics, toys, appliances. So around electronics, toys, appliances. So around uh December 20 uh October of 2020, we uh December 20 uh October of 2020, we uh December 20 uh October of 2020, we incorporated Diamond Trading Group, incorporated Diamond Trading Group, incorporated Diamond Trading Group, which is a which is an opportunistic uh which is a which is an opportunistic uh which is a which is an opportunistic uh sourcing and trading company that sourcing and trading company that sourcing and trading company that sources all name brand consumer sources all name brand consumer sources all name brand consumer products. We work with everybody from products. We work with everybody from products. We work with everybody from e-commerce sellers to premium incentive e-commerce sellers to premium incentive e-commerce sellers to premium incentive accounts to retailers to exporters to accounts to retailers to exporters to accounts to retailers to exporters to overseas companies. Uh we basically overseas companies. Uh we basically overseas companies. Uh we basically supply all different types of products. supply all different types of products. supply all different types of products. our value our value and our mode is our value our value and our mode is our value our value and our mode is that we have a massive network and our that we have a massive network and our that we have a massive network and our biggest mode is is that we are the best biggest mode is is that we are the best biggest mode is is that we are the best in terms of product compliance and in terms of product compliance and in terms of product compliance and checking and making sure that checking and making sure that checking and making sure that everybody's buying what they're buying. everybody's buying what they're buying. everybody's buying what they're buying. We're a company that's not looking to We're a company that's not looking to We're a company that's not looking to sell you product just for the fact of sell you product just for the fact of sell you product just for the fact of selling you product. We want you to be selling you product. We want you to be selling you product. We want you to be profitable and that really grew profitable and that really grew profitable and that really grew throughout. Uh we kept the business throughout. Uh we kept the business throughout. Uh we kept the business small. Uh um I brought on my first sales small. Uh um I brought on my first sales small. Uh um I brought on my first sales guy who is now my partner today uh Zuki guy who is now my partner today uh Zuki guy who is now my partner today uh Zuki who's been with us for about 5 years. um who's been with us for about 5 years. um who's been with us for about 5 years. um you know we've grown the business we've you know we've grown the business we've you know we've grown the business we've grown the business you know to about 30 grown the business you know to about 30 grown the business you know to about 30 million in sales over a course of six million in sales over a course of six million in sales over a course of six years uh so that's been great years uh so that's been great years uh so that's been great and we're continuing to grow today uh and we're continuing to grow today uh and we're continuing to grow today uh we're now uh as accelerators we're we're now uh as accelerators we're we're now uh as accelerators we're invested we've we we've we decided to invested we've we we've we decided to invested we've we we've we decided to start I really started to go after my start I really started to go after my start I really started to go after my passions so uh and really figure out how passions so uh and really figure out how passions so uh and really figure out how to really to really to really go after what my original really go after what my original really go after what my original passions were which was finance and passions were which was finance and passions were which was finance and investing and I realized you know I need investing and I realized you know I need investing and I realized you know I need to study up everything on this because to study up everything on this because to study up everything on this because now I'm in business. Okay. I've built now I'm in business. Okay. I've built now I'm in business. Okay. I've built something. Okay. All right. I I've I've something. Okay. All right. I I've I've something. Okay. All right. I I've I've started to understand the investing started to understand the investing started to understand the investing world, right? But now I got to really world, right? But now I got to really world, right? But now I got to really understand like where my passions really understand like where my passions really understand like where my passions really lie. And if this is where my passion lie. And if this is where my passion lie. And if this is where my passion lies, where business, investing, lies, where business, investing, lies, where business, investing, advising companies, advising companies, advising companies, advising entrepreneurs, if that's something that entrepreneurs, if that's something that entrepreneurs, if that's something that I really want to do and I really want to I really want to do and I really want to I really want to do and I really want to build a brand, I got to build my brand build a brand, I got to build my brand build a brand, I got to build my brand on LinkedIn, right? Which I was consider on LinkedIn, right? Which I was consider on LinkedIn, right? Which I was consider starting to do at the time. And I also starting to do at the time. And I also starting to do at the time. And I also really need to start to study. So I really need to start to study. So I really need to start to study. So I started reading all kinds of books. Uh started reading all kinds of books. Uh started reading all kinds of books. Uh it started with Steve Schwarzman book uh it started with Steve Schwarzman book uh it started with Steve Schwarzman book uh which is called what it takes which is which is called what it takes which is which is called what it takes which is was probably the the was probably the the was probably the the match that struck the fire. Mhm. match that struck the fire. Mhm. match that struck the fire. Mhm. » And then I just read everything and I » And then I just read everything and I » And then I just read everything and I studied that and then I made my first studied that and then I made my first studied that and then I made my first investment in in an angel startup and investment in in an angel startup and investment in in an angel startup and then I started building my own portfolio then I started building my own portfolio then I started building my own portfolio of stocks and I made another investment of stocks and I made another investment of stocks and I made another investment in in an angel startup and then we in in an angel startup and then we in in an angel startup and then we started looking at outside deals that we started looking at outside deals that we started looking at outside deals that we could potentially invest in and now and could potentially invest in and now and could potentially invest in and now and now we're starting to slowly grow into now we're starting to slowly grow into now we're starting to slowly grow into this kind of holding company that has this kind of holding company that has this kind of holding company that has been the long-term vision. Um and that's been the long-term vision. Um and that's been the long-term vision. Um and that's that's been going successfully. And then that's been going successfully. And then that's been going successfully. And then about two years ago we started um I I about two years ago we started um I I about two years ago we started um I I had another one of my best friends had another one of my best friends had another one of my best friends approach me. He's been in the appliance approach me. He's been in the appliance approach me. He's been in the appliance business, major appliance business, business, major appliance business, business, major appliance business, which you know the industry really well. which you know the industry really well. which you know the industry really well. Uh I'm learning it more and more every Uh I'm learning it more and more every Uh I'm learning it more and more every day. Uh good luck. We started we trust day. Uh good luck. We started we trust day. Uh good luck. We started we trust me. I need it. me. I need it. me. I need it. » Uh so and the company is called uh we we » Uh so and the company is called uh we we » Uh so and the company is called uh we we named we started a company called named we started a company called named we started a company called Diamond Appliance Group selling major Diamond Appliance Group selling major Diamond Appliance Group selling major home appliances. And uh my partner who's home appliances. And uh my partner who's home appliances. And uh my partner who's Sean who's been my best friend for 30 Sean who's been my best friend for 30 Sean who's been my best friend for 30 years um you know he knows the business years um you know he knows the business years um you know he knows the business very well. You know you got to have a very well. You know you got to have a very well. You know you got to have a lot of patience, a customer base. Uh so lot of patience, a customer base. Uh so lot of patience, a customer base. Uh so we started that we we grew the greatest we started that we we grew the greatest we started that we we grew the greatest business from 0 to 6 million in a little business from 0 to 6 million in a little business from 0 to 6 million in a little under in a little under two years. Um we under in a little under two years. Um we under in a little under two years. Um we are uh you know so so we're we're are uh you know so so we're we're are uh you know so so we're we're growing that. We we built a bit of a growing that. We we built a bit of a growing that. We we built a bit of a team here as well. Um so you know I'm team here as well. Um so you know I'm team here as well. Um so you know I'm definitely looking to other things. Uh definitely looking to other things. Uh definitely looking to other things. Uh you know we're in the middle of starting you know we're in the middle of starting you know we're in the middle of starting a business out in the United Kingdom a business out in the United Kingdom a business out in the United Kingdom now. Uh an affiliate business. Uh we're now. Uh an affiliate business. Uh we're now. Uh an affiliate business. Uh we're working on a service business. We're working on a service business. We're working on a service business. We're potentially looking into certain potentially looking into certain potentially looking into certain acquisitions. So, we're looking to build acquisitions. So, we're looking to build acquisitions. So, we're looking to build up this kind of investment holding up this kind of investment holding up this kind of investment holding company. company. company. » That is um kind of been my passion for » That is um kind of been my passion for » That is um kind of been my passion for when I was a kid because what I realized when I was a kid because what I realized when I was a kid because what I realized was when I was in insurance, I love was when I was in insurance, I love was when I was in insurance, I love meeting with different business owners meeting with different business owners meeting with different business owners and I love seeing the different types of and I love seeing the different types of and I love seeing the different types of things and understanding their business things and understanding their business things and understanding their business and understanding the challenges and understanding the challenges and understanding the challenges and understanding how they can improve and understanding how they can improve and understanding how they can improve and these are things that I wanted to be and these are things that I wanted to be and these are things that I wanted to be a part of. So, I wanted to do it across a part of. So, I wanted to do it across a part of. So, I wanted to do it across the full gamut of things. you know, the full gamut of things. you know, the full gamut of things. you know, you invest in public markets where you invest in public markets where you invest in public markets where you get the opportunity of really big you get the opportunity of really big you get the opportunity of really big companies and you invest in early stage companies and you invest in early stage companies and you invest in early stage companies that you know that we've companies that you know that we've companies that you know that we've invested in that can be the forefront of invested in that can be the forefront of invested in that can be the forefront of the future and it could be the forefront the future and it could be the forefront the future and it could be the forefront of your industry. And you know, we're of your industry. And you know, we're of your industry. And you know, we're also looking to into opportunities like also looking to into opportunities like also looking to into opportunities like us investing in some smaller service us investing in some smaller service us investing in some smaller service businesses that's a big boom right businesses that's a big boom right businesses that's a big boom right now where a lot of people are retiring now where a lot of people are retiring now where a lot of people are retiring and there's potential to really take and there's potential to really take and there's potential to really take over those businesses and do great over those businesses and do great over those businesses and do great things. So, we we got a great plan. We things. So, we we got a great plan. We things. So, we we got a great plan. We got some great plans ahead and uh it's got some great plans ahead and uh it's got some great plans ahead and uh it's exciting. It's definitely it's it's exciting. It's definitely it's it's exciting. It's definitely it's it's definitely good to be diversified and definitely good to be diversified and definitely good to be diversified and it's a lot of fun. it's a lot of fun. it's a lot of fun. » Yeah, that's awesome. Talk talk about » Yeah, that's awesome. Talk talk about » Yeah, that's awesome. Talk talk about networking. I feel like in the short networking. I feel like in the short networking. I feel like in the short time I know you and just doing a little time I know you and just doing a little time I know you and just doing a little research on you, I I found a line research on you, I I found a line research on you, I I found a line researching you online where you talked researching you online where you talked researching you online where you talked about network as a currency. Um, but it about network as a currency. Um, but it about network as a currency. Um, but it seems like just in the short time I know seems like just in the short time I know seems like just in the short time I know you and if you enjoy selling life you and if you enjoy selling life you and if you enjoy selling life insurance, you obviously enjoy insurance, you obviously enjoy insurance, you obviously enjoy networking and meeting people. Um, how networking and meeting people. Um, how networking and meeting people. Um, how has that benefited you in the last uh, has that benefited you in the last uh, has that benefited you in the last uh, yeah, whatever it's been now, 7 years of yeah, whatever it's been now, 7 years of yeah, whatever it's been now, 7 years of self-employment, which is not that long, self-employment, which is not that long, self-employment, which is not that long, by the way, which is crazy. I mean, when by the way, which is crazy. I mean, when by the way, which is crazy. I mean, when I talk to you, I figure this guy's done I talk to you, I figure this guy's done I talk to you, I figure this guy's done it for 20 years. it for 20 years. it for 20 years. » Uh, but yeah, you've done a lot in the » Uh, but yeah, you've done a lot in the » Uh, but yeah, you've done a lot in the last seven years. How much has last seven years. How much has last seven years. How much has networking like honestly been the root networking like honestly been the root networking like honestly been the root of your success? of your success? of your success? » I I would say network is everything. » I I would say network is everything. » I I would say network is everything. It's who you know, right? Um, It's who you know, right? Um, It's who you know, right? Um, it's that it's educating yourself in it's that it's educating yourself in it's that it's educating yourself in networking. So, I learned networking for networking. So, I learned networking for networking. So, I learned networking for being in the insurance industry because being in the insurance industry because being in the insurance industry because it's literally talk to everybody. it's literally talk to everybody. it's literally talk to everybody. » Yeah. » Yeah. » Yeah. » Talk to everybody, know everybody, » Talk to everybody, know everybody, » Talk to everybody, know everybody, become friends with everybody. become friends with everybody. become friends with everybody. And I in the insurance industry, it's a big I in the insurance industry, it's a big I in the insurance industry, it's a big thing. But in life, it's a very it's a thing. But in life, it's a very it's a thing. But in life, it's a very it's a big thing, right? In life, it's a very big thing, right? In life, it's a very big thing, right? In life, it's a very big thing. Um, sorry, excuse me. » You're back. » You're back. » In life, sorry about that, guys. In » In life, sorry about that, guys. In » In life, sorry about that, guys. In life, it's a it's a very big thing. Um life, it's a it's a very big thing. Um life, it's a it's a very big thing. Um and you know it's all you know it's and you know it's all you know it's and you know it's all you know it's who you know is you know you never know who you know is you know you never know who you know is you know you never know who it might be that might be the seed who it might be that might be the seed who it might be that might be the seed to to opportunity right you can meet to to opportunity right you can meet to to opportunity right you can meet this one person right it could start this one person right it could start this one person right it could start with a simple hello or DM on LinkedIn or with a simple hello or DM on LinkedIn or with a simple hello or DM on LinkedIn or you meet him at a at a networking uh you meet him at a at a networking uh you meet him at a at a networking uh event you meet him at a trade show you event you meet him at a trade show you event you meet him at a trade show you meet him through a friend like you know meet him through a friend like you know meet him through a friend like you know you meet him through a friend you meet him through a friend you meet him through a friend you meet him through a family member I you meet him through a family member I you meet him through a family member I mean some of the best the some of the best some of the best the some of the best some of the best the some of the best opportunities have come to me from opportunities have come to me from opportunities have come to me from LinkedIn and I'm talking about you're LinkedIn and I'm talking about you're LinkedIn and I'm talking about you're talking about you know talking about you know talking about you know 8 figure opportunities you in deal 8 figure opportunities you in deal 8 figure opportunities you in deal closed and business closed and business closed and business opportunities you're talking about like opportunities you're talking about like opportunities you're talking about like people who have led to some gamechanging people who have led to some gamechanging people who have led to some gamechanging things I've made gamechanging things I've made gamechanging things I've made investments through investments through investments through through LinkedIn and meeting through LinkedIn and meeting through LinkedIn and meeting people introductions I've I've um I've people introductions I've I've um I've people introductions I've I've um I've I've met crazy some of my best vendors I've met crazy some of my best vendors I've met crazy some of my best vendors that way. I met some of my best that way. I met some of my best that way. I met some of my best customers that way, some of our best customers that way, some of our best customers that way, some of our best partners. So, everybody's come through partners. So, everybody's come through partners. So, everybody's come through people who I've met or people who I've people who I've met or people who I've people who I've met or people who I've met who have introduced me. Um, it's met who have introduced me. Um, it's met who have introduced me. Um, it's also great. It's also very important to also great. It's also very important to also great. It's also very important to get out there. Um, get out there. Um, get out there. Um, speak to people, tell them what you're speak to people, tell them what you're speak to people, tell them what you're doing, especially, you know, in the doing, especially, you know, in the doing, especially, you know, in the appliance business, right? Cuz appliance business, right? Cuz appliance business, right? Cuz everybody's a customer. everybody's a customer. everybody's a customer. » Uh, and in the trade business, because » Uh, and in the trade business, because » Uh, and in the trade business, because you never know who might know somebody you never know who might know somebody you never know who might know somebody who has access to a line of product. I I who has access to a line of product. I I who has access to a line of product. I I met somebody recently who had access to met somebody recently who had access to met somebody recently who had access to a great brand and you know we're we're a great brand and you know we're we're a great brand and you know we're we're building up some great opportunities but building up some great opportunities but building up some great opportunities but again that was just a LinkedIn like just again that was just a LinkedIn like just again that was just a LinkedIn like just saying hello right saying hello right saying hello right » how did remind me speaking of networking » how did remind me speaking of networking » how did remind me speaking of networking I can't even remember why how you I can't even remember why how you I can't even remember why how you connected with me did someone connect us connected with me did someone connect us connected with me did someone connect us or did you just or did you just or did you just » Joe Legato so legato there you go » Joe Legato so legato there you go » Joe Legato so legato there you go perfect example networking I connected perfect example networking I connected perfect example networking I connected with him on LinkedIn because I realized with him on LinkedIn because I realized with him on LinkedIn because I realized that there's somebody in the that there's somebody in the that there's somebody in the appliance industry that's doing appliance industry that's doing appliance industry that's doing something different, right? He's getting something different, right? He's getting something different, right? He's getting out there. He's He's friendly. He's out there. He's He's friendly. He's out there. He's He's friendly. He's friendlier. He's younger. He's hipper. friendlier. He's younger. He's hipper. friendlier. He's younger. He's hipper. » And he's very creative and he'll put out » And he's very creative and he'll put out » And he's very creative and he'll put out content. Yeah. content. Yeah. content. Yeah. » But I love that because here's what I'm » But I love that because here's what I'm » But I love that because here's what I'm going to tell you, right? I mean, we've going to tell you, right? I mean, we've going to tell you, right? I mean, we've been I've been in the appliance business been I've been in the appliance business been I've been in the appliance business for two years. I mean, this for two years. I mean, this for two years. I mean, this industry, although it's a great industry, although it's a great industry, although it's a great industry, it's a dinosaur. We've we've industry, it's a dinosaur. We've we've industry, it's a dinosaur. We've we've discussed this, Sam, right? It's a discussed this, Sam, right? It's a discussed this, Sam, right? It's a dinosaur, you know? It's it's not hasn't dinosaur, you know? It's it's not hasn't dinosaur, you know? It's it's not hasn't reached the new age. It's it's ripe for reached the new age. It's it's ripe for reached the new age. It's it's ripe for innovation. And I want to speak with innovation. And I want to speak with innovation. And I want to speak with anybody who's in this space because I anybody who's in this space because I anybody who's in this space because I think it's an incredible industry who think it's an incredible industry who think it's an incredible industry who's ready to innovate who's innovating who's ready to innovate who's innovating who's ready to innovate who's innovating or ready to innovate in this space but or ready to innovate in this space but or ready to innovate in this space but also all along just a friendly person also all along just a friendly person also all along just a friendly person that's from the industry. Not many that's from the industry. Not many that's from the industry. Not many people in this industry are too people in this industry are too people in this industry are too friendly. So you know so so you know so friendly. So you know so so you know so friendly. So you know so so you know so it's that's one of the great things. it's that's one of the great things. it's that's one of the great things. » So uh but that's how we connected. Yeah. » So uh but that's how we connected. Yeah. » So uh but that's how we connected. Yeah. I mean, really through Joe and through I mean, really through Joe and through I mean, really through Joe and through LinkedIn. LinkedIn. LinkedIn. » And and I will say shout out to my uh » And and I will say shout out to my uh » And and I will say shout out to my uh Brand Source friends and ABB friends uh Brand Source friends and ABB friends uh Brand Source friends and ABB friends uh over I was in the industry for seven over I was in the industry for seven over I was in the industry for seven years before I sold my store. And um I years before I sold my store. And um I years before I sold my store. And um I still have some I mean I still have still have some I mean I still have still have some I mean I still have friends I talk to every month all over friends I talk to every month all over friends I talk to every month all over the country that are in that industry. the country that are in that industry. the country that are in that industry. And there's a upand cominging, you know, And there's a upand cominging, you know, And there's a upand cominging, you know, I'm 35 and I have a lot of peers uh 35 I'm 35 and I have a lot of peers uh 35 I'm 35 and I have a lot of peers uh 35 to 45 that are taking over stores and in to 45 that are taking over stores and in to 45 that are taking over stores and in the appliance industry. It's really the appliance industry. It's really the appliance industry. It's really interesting. It's very uh like interesting. It's very uh like interesting. It's very uh like multi-generations. There's not a lot of multi-generations. There's not a lot of multi-generations. There's not a lot of first time generations. I mean, it's first time generations. I mean, it's first time generations. I mean, it's it's got to be single percent of people it's got to be single percent of people it's got to be single percent of people coming into it for the first time. And coming into it for the first time. And coming into it for the first time. And to your point of it being a dinosaur, to your point of it being a dinosaur, to your point of it being a dinosaur, I've got all these peers who are trying I've got all these peers who are trying I've got all these peers who are trying not to be that I really respect not to be that I really respect not to be that I really respect that are taking over for their dad or that are taking over for their dad or that are taking over for their dad or their grandpa or their great grandpa, their grandpa or their great grandpa, their grandpa or their great grandpa, right? Um but man, some of the most right? Um but man, some of the most right? Um but man, some of the most wonderful people I've met are in that wonderful people I've met are in that wonderful people I've met are in that industry and have a have a legacy to industry and have a have a legacy to industry and have a have a legacy to continue. And it's very stressful. It's continue. And it's very stressful. It's continue. And it's very stressful. It's a lot of pressure. Um, you know, there's a lot of pressure. Um, you know, there's a lot of pressure. Um, you know, there's I mean there's people don't know this, I mean there's people don't know this, I mean there's people don't know this, but there's mom and pop, you know, but there's mom and pop, you know, but there's mom and pop, you know, multilocation appliance stores that are multilocation appliance stores that are multilocation appliance stores that are 200 300 million a year um that are just 200 300 million a year um that are just 200 300 million a year um that are just retail, right? They're not even doing retail, right? They're not even doing retail, right? They're not even doing any distribution or um so it is a it's a any distribution or um so it is a it's a any distribution or um so it is a it's a massive business people don't really massive business people don't really massive business people don't really know about. It's it's volume, low know about. It's it's volume, low know about. It's it's volume, low margins. Um service is struggling. I margins. Um service is struggling. I margins. Um service is struggling. I feel like everybody that gets into feel like everybody that gets into feel like everybody that gets into appliances realizes that everything appliances realizes that everything appliances realizes that everything breaks and that sucks and so you've breaks and that sucks and so you've breaks and that sucks and so you've got to have a good system got to have a good system got to have a good system » more than ever. » more than ever. » more than ever. » Yeah. Right. So it's like it's kind of » Yeah. Right. So it's like it's kind of » Yeah. Right. So it's like it's kind of like uh you uh don't repair you like uh you uh don't repair you like uh you uh don't repair you replace mentality like what happened replace mentality like what happened replace mentality like what happened with microwaves and computers and you with microwaves and computers and you with microwaves and computers and you know we used to have all these computer know we used to have all these computer know we used to have all these computer repair shops and you had way more repair shops and you had way more repair shops and you had way more appliance repair people. Um, but yeah, I appliance repair people. Um, but yeah, I appliance repair people. Um, but yeah, I will say it's a cool it's a cool will say it's a cool it's a cool will say it's a cool it's a cool industry with you being two years now industry with you being two years now industry with you being two years now and I'm sure you're starting to network and I'm sure you're starting to network and I'm sure you're starting to network more and more. Um, but it's one of the more and more. Um, but it's one of the more and more. Um, but it's one of the coolest industries I'veworked in of just coolest industries I'veworked in of just coolest industries I'veworked in of just meeting people that are just doing it so meeting people that are just doing it so meeting people that are just doing it so like the exact same thing so differently like the exact same thing so differently like the exact same thing so differently that's what's always shocking to that's what's always shocking to that's what's always shocking to me. I can talk to one appliance store me. I can talk to one appliance store me. I can talk to one appliance store one state away and the way they do one state away and the way they do one state away and the way they do everything is so different from how they everything is so different from how they everything is so different from how they charge to Yeah. how they stock a floor. charge to Yeah. how they stock a floor. charge to Yeah. how they stock a floor. like it is it is interesting even though like it is it is interesting even though like it is it is interesting even though they're all doing the same thing. They they're all doing the same thing. They they're all doing the same thing. They just have very unique processes. But um just have very unique processes. But um just have very unique processes. But um but yeah, Joe was that's how I met Joe but yeah, Joe was that's how I met Joe but yeah, Joe was that's how I met Joe was through Brand Source was through Brand Source was through Brand Source whatever seven eight years ago and he whatever seven eight years ago and he whatever seven eight years ago and he just cracked me up. I think we're at just cracked me up. I think we're at just cracked me up. I think we're at some young professionals networking some young professionals networking some young professionals networking thing and Joe Legato's first one to grab thing and Joe Legato's first one to grab thing and Joe Legato's first one to grab the mic and be real loud and get us the mic and be real loud and get us the mic and be real loud and get us all fired up and um all fired up and um all fired up and um » and being loud and being all fired » and being loud and being all fired » and being loud and being all fired up is still a very old it's still up is still a very old it's still up is still a very old it's still something very new in this industry. And something very new in this industry. And something very new in this industry. And uh it's it's it's it's hard. You know, I uh it's it's it's it's hard. You know, I uh it's it's it's it's hard. You know, I I I will say personally I think that I I will say personally I think that I I will say personally I think that I don't I would say that, you know, I don't I would say that, you know, I don't I would say that, you know, look, I've always been a great look, I've always been a great look, I've always been a great relationships guy, but I I I would say relationships guy, but I I I would say relationships guy, but I I I would say that my struggle has kind of been is how that my struggle has kind of been is how that my struggle has kind of been is how my personality meshes within this my personality meshes within this my personality meshes within this industry. industry. industry. » Oh, yeah. » Oh, yeah. » Oh, yeah. » You know, it's uh so that's something » You know, it's uh so that's something » You know, it's uh so that's something I'm still working on. I'm still working on. I'm still working on. » It it is hard and I think you're going » It it is hard and I think you're going » It it is hard and I think you're going to do a good job of getting over that. to do a good job of getting over that. to do a good job of getting over that. And that's how I felt when I came in at And that's how I felt when I came in at And that's how I felt when I came in at the beginning was kind of like this uh the beginning was kind of like this uh the beginning was kind of like this uh oh I don't I don't know what the right oh I don't I don't know what the right oh I don't I don't know what the right word would be but felt like an elephant word would be but felt like an elephant word would be but felt like an elephant in the room at the beginning and my in the room at the beginning and my in the room at the beginning and my background wasn't appliances. I was we background wasn't appliances. I was we background wasn't appliances. I was we just bought out an appliance store right just bought out an appliance store right just bought out an appliance store right so I had no background in it. Um, but so I had no background in it. Um, but so I had no background in it. Um, but it's because of what you say, dinosaur, it's because of what you say, dinosaur, it's because of what you say, dinosaur, I think it's just legacy and people I think it's just legacy and people I think it's just legacy and people keeping things the same way and you know keeping things the same way and you know keeping things the same way and you know without I mean if you're making without I mean if you're making without I mean if you're making good money and everything's really easy good money and everything's really easy good money and everything's really easy it's hard to want to innovate you know it's hard to want to innovate you know it's hard to want to innovate you know and that's always the struggle of a and that's always the struggle of a and that's always the struggle of a multi-generational company right you're multi-generational company right you're multi-generational company right you're the grandson third generation just don't the grandson third generation just don't the grandson third generation just don't break it right don't break it it's like break it right don't break it it's like break it right don't break it it's like that's enough pressure versus innovating that's enough pressure versus innovating that's enough pressure versus innovating on it and there are some guys on it and there are some guys on it and there are some guys doing that like Joe um that are trying doing that like Joe um that are trying doing that like Joe um that are trying to innovate and make it better. Um, to innovate and make it better. Um, to innovate and make it better. Um, but I I do think that's the big one of but I I do think that's the big one of but I I do think that's the big one of the big issues is that it gets so big, the big issues is that it gets so big, the big issues is that it gets so big, they're so scared to fail because it is they're so scared to fail because it is they're so scared to fail because it is such a high volume business. such a high volume business. such a high volume business. » It is. And and you know, you're so used » It is. And and you know, you're so used » It is. And and you know, you're so used to one way, right? And and I think the to one way, right? And and I think the to one way, right? And and I think the manufacturers are also very used to one manufacturers are also very used to one manufacturers are also very used to one way, right? way, right? way, right? » That's the hardest part about the » That's the hardest part about the » That's the hardest part about the industry to me is working with the industry to me is working with the industry to me is working with the manufacturers. I it's not manufacturers. I it's not manufacturers. I it's not » And you got some incredible companies. I » And you got some incredible companies. I » And you got some incredible companies. I mean, these, you know, you got some mean, these, you know, you got some mean, these, you know, you got some really incredible brands. I mean that really incredible brands. I mean that really incredible brands. I mean that these you know these guys have been that these you know these guys have been that these you know these guys have been around for a very long time. GE, Frigid around for a very long time. GE, Frigid around for a very long time. GE, Frigid Air, MA, Thermodor, Bosch. I mean these Air, MA, Thermodor, Bosch. I mean these Air, MA, Thermodor, Bosch. I mean these guys have been around for years. I mean guys have been around for years. I mean guys have been around for years. I mean they're staple in people's homes they're staple in people's homes they're staple in people's homes but you know they are a lot of them but you know they are a lot of them but you know they are a lot of them are struggling. They are also the are struggling. They are also the are struggling. They are also the manufacturers themselves are going manufacturers themselves are going manufacturers themselves are going through some major changes right tariffs through some major changes right tariffs through some major changes right tariffs haven't been easy on them right uh you haven't been easy on them right uh you haven't been easy on them right uh you know this innovation curve is scaring know this innovation curve is scaring know this innovation curve is scaring them like crazy. I mean it's it's a them like crazy. I mean it's it's a them like crazy. I mean it's it's a known thing. I I known that when I speak known thing. I I known that when I speak known thing. I I known that when I speak to them about innovation and you know to them about innovation and you know to them about innovation and you know artificial intelligence and all the new artificial intelligence and all the new artificial intelligence and all the new things that we're we're heading towards things that we're we're heading towards things that we're we're heading towards they kind of freeze up. It's a they kind of freeze up. It's a they kind of freeze up. It's a little bit of a scary thing for them and little bit of a scary thing for them and little bit of a scary thing for them and it's it you know they worry that this it's it you know they worry that this it's it you know they worry that this new world might diminish their brands new world might diminish their brands new world might diminish their brands right that you know artificial right that you know artificial right that you know artificial intelligence might just take their brand intelligence might just take their brand intelligence might just take their brand and just you know you know diminish it. and just you know you know diminish it. and just you know you know diminish it. This is it's kind of a scary thought and This is it's kind of a scary thought and This is it's kind of a scary thought and you know guys like us right Sam I mean you know guys like us right Sam I mean you know guys like us right Sam I mean we're all about you know seeing around we're all about you know seeing around we're all about you know seeing around the corner right but it's hard to kind the corner right but it's hard to kind the corner right but it's hard to kind of see around the corner and really get of see around the corner and really get of see around the corner and really get excited about it you know when the excited about it you know when the excited about it you know when the industry really just wants to stay in industry really just wants to stay in industry really just wants to stay in the same place you know also one thing the same place you know also one thing the same place you know also one thing I've learned about this industry is that I've learned about this industry is that I've learned about this industry is that you know and I'm used to it right you know and I'm used to it right you know and I'm used to it right because I'm in a I'm in a high speed because I'm in a I'm in a high speed because I'm in a I'm in a high speed selling buying and selling industry selling buying and selling industry selling buying and selling industry right trade business right you know right trade business right you know right trade business right you know we're closing deals you sometimes within we're closing deals you sometimes within we're closing deals you sometimes within an hour time, right? And you're talking an hour time, right? And you're talking an hour time, right? And you're talking about, you know, sometimes we have deals about, you know, sometimes we have deals about, you know, sometimes we have deals 50, $100,000, $200,000 deals that close 50, $100,000, $200,000 deals that close 50, $100,000, $200,000 deals that close within, you know, an hour, two hour within, you know, an hour, two hour within, you know, an hour, two hour time. I mean, to close a $100,000, time. I mean, to close a $100,000, time. I mean, to close a $100,000, $200,000 deal in the appliance business $200,000 deal in the appliance business $200,000 deal in the appliance business » could take about a year and a half to » could take about a year and a half to » could take about a year and a half to two years. two years. two years. » Yeah. » Yeah. » Yeah. » Uh » Uh » Uh » well, I mean, just one kitchen sets » well, I mean, just one kitchen sets » well, I mean, just one kitchen sets sometimes three visits and, you know, on sometimes three visits and, you know, on sometimes three visits and, you know, on the consumer side, it's a lot goes into the consumer side, it's a lot goes into the consumer side, it's a lot goes into it. Yeah. it. Yeah. it. Yeah. » Yeah. Even selling one piece. even » Yeah. Even selling one piece. even » Yeah. Even selling one piece. even selling one piece. But, you know, it's selling one piece. But, you know, it's selling one piece. But, you know, it's it's a it's a speed that you got to get it's a it's a speed that you got to get it's a it's a speed that you got to get used to. So, I'm also, you know, between used to. So, I'm also, you know, between used to. So, I'm also, you know, between everything between my, you know, my everything between my, you know, my everything between my, you know, my three main companies, everything kind of three main companies, everything kind of three main companies, everything kind of operates at its own at its own speed. I operates at its own at its own speed. I operates at its own at its own speed. I mean, the trading business is high mean, the trading business is high mean, the trading business is high speed. The appliance business I wish can speed. The appliance business I wish can speed. The appliance business I wish can be at this speed, but realistically at be at this speed, but realistically at be at this speed, but realistically at this speed because listen, if I need this speed because listen, if I need this speed because listen, if I need something from the manufacturer, I'm not something from the manufacturer, I'm not something from the manufacturer, I'm not getting that information today. I'll getting that information today. I'll getting that information today. I'll maybe get it in two weeks, three weeks, maybe get it in two weeks, three weeks, maybe get it in two weeks, three weeks, you know, like when they say they're you know, like when they say they're you know, like when they say they're going to send something over. It's going to send something over. It's going to send something over. It's going to come, but it's not. You got to wait. to come, but it's not. You got to wait. to come, but it's not. You got to wait. » So, I've learned to be patient with » So, I've learned to be patient with » So, I've learned to be patient with that. You know, we we we've built some that. You know, we we we've built some that. You know, we we we've built some great partners uh across the industry. I great partners uh across the industry. I great partners uh across the industry. I met some really great people. We're part met some really great people. We're part met some really great people. We're part of ADC, which is a great group. Uh um of ADC, which is a great group. Uh um of ADC, which is a great group. Uh um you know, where some unbelievable you know, where some unbelievable you know, where some unbelievable support from there. We've met some with support from there. We've met some with support from there. We've met some with some great dealers. uh you meet some great dealers. uh you meet some great dealers. uh you meet some great customers, great connections and great customers, great connections and great customers, great connections and you know there's also an outlet into the you know there's also an outlet into the you know there's also an outlet into the into the industry that I'm looking to into the industry that I'm looking to into the industry that I'm looking to slowly invest into which is the old age slowly invest into which is the old age slowly invest into which is the old age of America which is these older of America which is these older of America which is these older businesses these older service businesses these older service businesses these older service businesses which can plug right into the businesses which can plug right into the businesses which can plug right into the infrastructure and Sam we've spoken infrastructure and Sam we've spoken infrastructure and Sam we've spoken about this many times about this many times about this many times » you know it there's this industry brings » you know it there's this industry brings » you know it there's this industry brings oper this industry is ripe for oper this industry is ripe for oper this industry is ripe for innovation and the services innovation and the services innovation and the services surrounding it is ripe for innovation so surrounding it is ripe for innovation so surrounding it is ripe for innovation so it's very exciting it's very exciting it's very exciting We just got to we just got to really We just got to we just got to really We just got to we just got to really kind of it's got to just kind of pedal kind of it's got to just kind of pedal kind of it's got to just kind of pedal its way there. Yeah. its way there. Yeah. its way there. Yeah. » Right. And I think and I think that you » Right. And I think and I think that you » Right. And I think and I think that you know guys like us are ahead of know guys like us are ahead of know guys like us are ahead of the curve but you know we can't jump the curve but you know we can't jump the curve but you know we can't jump ahead because again this business the ahead because again this business the ahead because again this business the industry in itself is still learning. industry in itself is still learning. industry in itself is still learning. » Right. » Right. » Right. » Sure. and it's really uh where I've » Sure. and it's really uh where I've » Sure. and it's really uh where I've screwed up in that industry and we've screwed up in that industry and we've screwed up in that industry and we've built some products for that industry built some products for that industry built some products for that industry and we're we're in the middle of uh and we're we're in the middle of uh and we're we're in the middle of uh voice grid um AI that we're building for voice grid um AI that we're building for voice grid um AI that we're building for that industry which right is the AI that industry which right is the AI that industry which right is the AI receptionist uh OEM diagnostics receptionist uh OEM diagnostics receptionist uh OEM diagnostics hopefully filing warranties for you. hopefully filing warranties for you. hopefully filing warranties for you. we're, you know, we're going through all we're, you know, we're going through all we're, you know, we're going through all the pain points of the dealer, but that the pain points of the dealer, but that the pain points of the dealer, but that you, no matter how good it is or you, no matter how good it is or you, no matter how good it is or disruptive or more importantly, how much disruptive or more importantly, how much disruptive or more importantly, how much money they save on it, um, they that the money they save on it, um, they that the money they save on it, um, they that the pain point has to be so felt and so pain point has to be so felt and so pain point has to be so felt and so solved before they move on anything. And solved before they move on anything. And solved before they move on anything. And I and I've learned that the hard way I and I've learned that the hard way I and I've learned that the hard way where it's like we solve something where it's like we solve something where it's like we solve something that's like yeah that's nice but it's that's like yeah that's nice but it's that's like yeah that's nice but it's not like a big enough pain point to not like a big enough pain point to not like a big enough pain point to not answer the phone after hours that answer the phone after hours that answer the phone after hours that they're kind of like h but if I say hey they're kind of like h but if I say hey they're kind of like h but if I say hey if your first trip repair rates like if if your first trip repair rates like if if your first trip repair rates like if you want your service guys to have the you want your service guys to have the you want your service guys to have the right part on hand and we could up that right part on hand and we could up that right part on hand and we could up that by 20% what does that mean for your by 20% what does that mean for your by 20% what does that mean for your business? And I've learned that the hard business? And I've learned that the hard business? And I've learned that the hard way the last year and a half. I was way the last year and a half. I was way the last year and a half. I was talking about it completely wrong talking about it completely wrong talking about it completely wrong specifically to this industry. Other specifically to this industry. Other specifically to this industry. Other industries we talked to about it, industries we talked to about it, industries we talked to about it, they're like, "Uh, heck yeah, I want to they're like, "Uh, heck yeah, I want to they're like, "Uh, heck yeah, I want to answer the phone 24/7 at that price answer the phone 24/7 at that price answer the phone 24/7 at that price point and just book service calls left point and just book service calls left point and just book service calls left and right." But like the appliance and right." But like the appliance and right." But like the appliance service industry, they're not looking to service industry, they're not looking to service industry, they're not looking to book more calls. They're all inundated. book more calls. They're all inundated. book more calls. They're all inundated. Like they are so busy, they're not Like they are so busy, they're not Like they are so busy, they're not looking to book more calls. They're looking to book more calls. They're looking to book more calls. They're looking for efficiencies to get people looking for efficiencies to get people looking for efficiencies to get people fixed quicker, right? And so, yeah, fixed quicker, right? And so, yeah, fixed quicker, right? And so, yeah, thinking backwards, I've learned in that thinking backwards, I've learned in that thinking backwards, I've learned in that industry, you've really got to take your industry, you've really got to take your industry, you've really got to take your time and be methodical about what time and be methodical about what time and be methodical about what problem you're solving and get a lot of problem you're solving and get a lot of problem you're solving and get a lot of input, more input than any other thing input, more input than any other thing input, more input than any other thing I've been a part of building. That I've been a part of building. That I've been a part of building. That industry is very particular and has industry is very particular and has industry is very particular and has a lot of opinions about the problem a lot of opinions about the problem a lot of opinions about the problem you're solving, right? Um, and so we you're solving, right? Um, and so we you're solving, right? Um, and so we went to a couple different conventions went to a couple different conventions went to a couple different conventions uh and did some testing and it it was uh and did some testing and it it was uh and did some testing and it it was really interesting, but we got it most really interesting, but we got it most really interesting, but we got it most of it wrong. First of all, they didn't of it wrong. First of all, they didn't of it wrong. First of all, they didn't care if the AI sounded human, right? care if the AI sounded human, right? care if the AI sounded human, right? They cared, did it do the job well and They cared, did it do the job well and They cared, did it do the job well and does it solve our problem. Like we we does it solve our problem. Like we we does it solve our problem. Like we we were spending so much time trying to were spending so much time trying to were spending so much time trying to make it sound like exactly like a human make it sound like exactly like a human make it sound like exactly like a human and like no, we don't want to trick our and like no, we don't want to trick our and like no, we don't want to trick our customers. We we want it to get the job customers. We we want it to get the job customers. We we want it to get the job done and make us better at what we do done and make us better at what we do done and make us better at what we do and make a better experience for the and make a better experience for the and make a better experience for the consumer. So, it's definitely right for consumer. So, it's definitely right for consumer. So, it's definitely right for opportunity. You nailed it. a lot of opportunity. You nailed it. a lot of opportunity. You nailed it. a lot of people uh getting out of the business or people uh getting out of the business or people uh getting out of the business or looking for a way out that could be looking for a way out that could be looking for a way out that could be consolidated and I'm very curious to see consolidated and I'm very curious to see consolidated and I'm very curious to see how that's going to be done in appliance how that's going to be done in appliance how that's going to be done in appliance service. What are your thoughts on that? service. What are your thoughts on that? service. What are your thoughts on that? I'm curious how that'll play out cuz I I'm curious how that'll play out cuz I I'm curious how that'll play out cuz I think retail's one thing and people like think retail's one thing and people like think retail's one thing and people like retail they retail self-servicing retail they retail self-servicing retail they retail self-servicing dealers they hate service like it's dealers they hate service like it's dealers they hate service like it's such an ugly stepchild to them. So, so such an ugly stepchild to them. So, so such an ugly stepchild to them. So, so I'm going to tell you, I mean, we our I'm going to tell you, I mean, we our I'm going to tell you, I mean, we our brickandmortar retail, I mean, we we're brickandmortar retail, I mean, we we're brickandmortar retail, I mean, we we're now in the middle of setting up a real now in the middle of setting up a real now in the middle of setting up a real showroom, an actual strong actual bigger showroom, an actual strong actual bigger showroom, an actual strong actual bigger showroom, real live retail space. showroom, real live retail space. showroom, real live retail space. Um, currently we just have a showroom Um, currently we just have a showroom Um, currently we just have a showroom space here. space here. space here. Um, but it's not set up for retail. But Um, but it's not set up for retail. But Um, but it's not set up for retail. But what I will say is that what I will say is that what I will say is that 99% 99% 99% of our business of our business of our business is not coming in the oldfashioned way is not coming in the oldfashioned way is not coming in the oldfashioned way where you walk into a store, you have where you walk into a store, you have where you walk into a store, you have price tags on your product, oh I price tags on your product, oh I price tags on your product, oh I need this oven or whatever. It's not the need this oven or whatever. It's not the need this oven or whatever. It's not the same way, you know, more or less same way, you know, more or less same way, you know, more or less it's it's a lot of our business today is it's it's a lot of our business today is it's it's a lot of our business today is from referrals, cold calling, uh email from referrals, cold calling, uh email from referrals, cold calling, uh email marketing, social media, marketing, social media, marketing, social media, um cold outreach. I mean, we're we're um cold outreach. I mean, we're we're um cold outreach. I mean, we're we're doing it the old school way, right? doing it the old school way, right? doing it the old school way, right? » How are you doing cold outreach? Just » How are you doing cold outreach? Just » How are you doing cold outreach? Just curious. curious. curious. » Cold calling, cold emailing, list » Cold calling, cold emailing, list » Cold calling, cold emailing, list finding, list building. I mean, it's finding, list building. I mean, it's finding, list building. I mean, it's what I know. I mean, I've been cold what I know. I mean, I've been cold what I know. I mean, I've been cold calling for years. I mean, calling for years. I mean, calling for years. I mean, uh, I I it's something I've been doing uh, I I it's something I've been doing uh, I I it's something I've been doing from the beginning of my career, going from the beginning of my career, going from the beginning of my career, going back to my insurance days. I mean, uh, back to my insurance days. I mean, uh, back to my insurance days. I mean, uh, and it taught me really, it teach you and it taught me really, it teach you and it taught me really, it teach you grind and hustle because here's what I'm grind and hustle because here's what I'm grind and hustle because here's what I'm going to tell you, right? Everybody in going to tell you, right? Everybody in going to tell you, right? Everybody in our industry is a customer. Everybody, our industry is a customer. Everybody, our industry is a customer. Everybody, everybody needs an oven. Everybody needs everybody needs an oven. Everybody needs everybody needs an oven. Everybody needs a refrigerator. Everybody needs a washer a refrigerator. Everybody needs a washer a refrigerator. Everybody needs a washer and dryer. Okay? It's needed. Whether and dryer. Okay? It's needed. Whether and dryer. Okay? It's needed. Whether you're a consumer, whether you're a you're a consumer, whether you're a you're a consumer, whether you're a builder, whether you're a designer, builder, whether you're a designer, builder, whether you're a designer, there's and there's millions of there's and there's millions of there's and there's millions of different outlets to get that stuff different outlets to get that stuff different outlets to get that stuff placed out, not just the homeowner and placed out, not just the homeowner and placed out, not just the homeowner and the consumer. The rollup industry from the consumer. The rollup industry from the consumer. The rollup industry from what I feel has a few different what I feel has a few different what I feel has a few different challenges. I'll say why I've looked at challenges. I'll say why I've looked at challenges. I'll say why I've looked at a we've looked at many appliance deals a we've looked at many appliance deals a we've looked at many appliance deals are looking to sell. are looking to sell. are looking to sell. The challenges with a lot of them is The challenges with a lot of them is The challenges with a lot of them is that a lot of them are over stocked with that a lot of them are over stocked with that a lot of them are over stocked with old inventory. old inventory. old inventory. » A lot of them are running off very old » A lot of them are running off very old » A lot of them are running off very old systems. systems. systems. A lot of them their cost really at the A lot of them their cost really at the A lot of them their cost really at the end of the day, you know, a lot of them end of the day, you know, a lot of them end of the day, you know, a lot of them have leases that might be expiring, have leases that might be expiring, have leases that might be expiring, right? Sometimes a lease is a type of right? Sometimes a lease is a type of right? Sometimes a lease is a type of lease is built in. If they own the lease is built in. If they own the lease is built in. If they own the property, it's it's another thing maybe property, it's it's another thing maybe property, it's it's another thing maybe they're looking to lease it back to. So, they're looking to lease it back to. So, they're looking to lease it back to. So, you've looked at a lot of different you've looked at a lot of different you've looked at a lot of different things, but what we've seen is is that things, but what we've seen is is that things, but what we've seen is is that unless there's a unless you're you're unless there's a unless you're you're unless there's a unless you're you're lagging certain brands, right, that you lagging certain brands, right, that you lagging certain brands, right, that you need to buy another dealer, right, for need to buy another dealer, right, for need to buy another dealer, right, for able to get those brands, the those able to get those brands, the those able to get those brands, the those brands and the sales that you could brands and the sales that you could brands and the sales that you could bring from those brands has to justify bring from those brands has to justify bring from those brands has to justify the price because the multiples that are the price because the multiples that are the price because the multiples that are being asked for on these businesses are being asked for on these businesses are being asked for on these businesses are a little bit, I would say, a lot of a little bit, I would say, a lot of a little bit, I would say, a lot of whack. Mhm. whack. Mhm. whack. Mhm. » Um but again it's understanding with all » Um but again it's understanding with all » Um but again it's understanding with all the work and I have to say all the work the work and I have to say all the work the work and I have to say all the work that they have done for years. I know that they have done for years. I know that they have done for years. I know dealers who are working 7 days a week. dealers who are working 7 days a week. dealers who are working 7 days a week. » Yeah. » Yeah. » Yeah. » Okay. And it's every day seven days and » Okay. And it's every day seven days and » Okay. And it's every day seven days and it's an exhausting brutally exhausting it's an exhausting brutally exhausting it's an exhausting brutally exhausting job. So yes, understandably they want a job. So yes, understandably they want a job. So yes, understandably they want a higher price because they've been higher price because they've been higher price because they've been working so hard and have dealt with so working so hard and have dealt with so working so hard and have dealt with so much across, you know, the sales, across much across, you know, the sales, across much across, you know, the sales, across the service, across the warranty, across the service, across the warranty, across the service, across the warranty, across the logistics, across the installation, the logistics, across the installation, the logistics, across the installation, across all that. Each step has its across all that. Each step has its across all that. Each step has its challenges because at the end of the challenges because at the end of the challenges because at the end of the day, we're selling a product, right? day, we're selling a product, right? day, we're selling a product, right? whether it's an oven, whether it's whether it's an oven, whether it's whether it's an oven, whether it's laundry, whether it's refrigeration, laundry, whether it's refrigeration, laundry, whether it's refrigeration, that most of America, your lower to that most of America, your lower to that most of America, your lower to middle class, right, of Americans, this middle class, right, of Americans, this middle class, right, of Americans, this is a very big purchase for them, right? is a very big purchase for them, right? is a very big purchase for them, right? Okay. For let's just start with Okay. For let's just start with Okay. For let's just start with that aspect. That's a very big purchase that aspect. That's a very big purchase that aspect. That's a very big purchase for these people. for these people. for these people. » This is stuff they're going to be using » This is stuff they're going to be using » This is stuff they're going to be using every single day for their food, for the every single day for their food, for the every single day for their food, for the to to warm their food, to to cool their to to warm their food, to to cool their to to warm their food, to to cool their food, to to cool their food, to clean food, to to cool their food, to clean food, to to cool their food, to clean their clothing, to clean their dishes. their clothing, to clean their dishes. their clothing, to clean their dishes. These are things that you're using every These are things that you're using every These are things that you're using every single day, right? single day, right? single day, right? multiple times a day, right? So, you're multiple times a day, right? So, you're multiple times a day, right? So, you're going to be putting in an investment of going to be putting in an investment of going to be putting in an investment of money into these things. That's money into these things. That's money into these things. That's for many people very expensive, for many people very expensive, for many people very expensive, especially with the rising costs, right? especially with the rising costs, right? especially with the rising costs, right? Uh and Uh and Uh and it's it's it's it's you know, the it's it's it's it's you know, the it's it's it's it's you know, the customers have a certain expectations of customers have a certain expectations of customers have a certain expectations of expectations of us, especially so the expectations of us, especially so the expectations of us, especially so the service side, to your point, is service side, to your point, is service side, to your point, is exhausting because here's what I can exhausting because here's what I can exhausting because here's what I can tell you. Somebody's oven goes out. I'm tell you. Somebody's oven goes out. I'm tell you. Somebody's oven goes out. I'm having family tomorrow. I got to cook a having family tomorrow. I got to cook a having family tomorrow. I got to cook a whole meal. I don't have an oven. whole meal. I don't have an oven. whole meal. I don't have an oven. » Now, you better bet that they want » Now, you better bet that they want » Now, you better bet that they want somebody there now. somebody there now. somebody there now. » Yeah. » Yeah. » Yeah. » Right. But the industry is » Right. But the industry is » Right. But the industry is » We had 20 other calls today in the same » We had 20 other calls today in the same » We had 20 other calls today in the same situation. And it happens every situation. And it happens every situation. And it happens every Thanksgiving and every Christmas, right? Thanksgiving and every Christmas, right? Thanksgiving and every Christmas, right? They they It's crazy when that Yeah. And They they It's crazy when that Yeah. And They they It's crazy when that Yeah. And you know, I think people don't think you know, I think people don't think you know, I think people don't think about You think about HVAC, plumbing, about You think about HVAC, plumbing, about You think about HVAC, plumbing, electricians, right? But like you only electricians, right? But like you only electricians, right? But like you only have usually one water heater. usually have usually one water heater. usually have usually one water heater. usually only have one furnace and one AC unit, only have one furnace and one AC unit, only have one furnace and one AC unit, but you've got traditionally five major but you've got traditionally five major but you've got traditionally five major appliances uh to six in your house. So, appliances uh to six in your house. So, appliances uh to six in your house. So, you got a garage fridge, right? you got a garage fridge, right? you got a garage fridge, right? Dishwasher, over the head, microwave, a Dishwasher, over the head, microwave, a Dishwasher, over the head, microwave, a hood, maybe oven, might have a wall hood, maybe oven, might have a wall hood, maybe oven, might have a wall oven, cooktop combo, you've got a oven, cooktop combo, you've got a oven, cooktop combo, you've got a fridge, you've got a second fridge, then fridge, you've got a second fridge, then fridge, you've got a second fridge, then your washer and dryer. I mean, it's it's your washer and dryer. I mean, it's it's your washer and dryer. I mean, it's it's a lot of units and a lot of touch a lot of units and a lot of touch a lot of units and a lot of touch points. And I don't think a lot of points. And I don't think a lot of points. And I don't think a lot of people get that. how that's why service people get that. how that's why service people get that. how that's why service is so busy and hard to keep up with is is so busy and hard to keep up with is is so busy and hard to keep up with is that they have so many units in their that they have so many units in their that they have so many units in their house that house that house that » like an applian major appliance repair » like an applian major appliance repair » like an applian major appliance repair is the only one that works on it. HVAC is the only one that works on it. HVAC is the only one that works on it. HVAC people aren't going to touch it, right? people aren't going to touch it, right? people aren't going to touch it, right? Um electricians aren't going to touch Um electricians aren't going to touch Um electricians aren't going to touch it, but it's uh yeah, it's it's I tell it, but it's uh yeah, it's it's I tell it, but it's uh yeah, it's it's I tell people and I joke like I think local people and I joke like I think local people and I joke like I think local appliance stores are in people's homes appliance stores are in people's homes appliance stores are in people's homes more than any other service industry more than any other service industry more than any other service industry like period. I mean it's you're seeing like period. I mean it's you're seeing like period. I mean it's you're seeing people usually every year. people usually every year. people usually every year. » Yeah, » Yeah, » Yeah, » they are. But again, there is no real » they are. But again, there is no real » they are. But again, there is no real system to how these guys are operating. system to how these guys are operating. system to how these guys are operating. And you know, it's interesting because And you know, it's interesting because And you know, it's interesting because right before we jump on those calls, right before we jump on those calls, right before we jump on those calls, actually, you know, I've been having actually, you know, I've been having actually, you know, I've been having this conversation with, you know, this conversation with, you know, this conversation with, you know, with partners and different investors, with partners and different investors, with partners and different investors, but you know, the plumbing but you know, the plumbing but you know, the plumbing the industry, the HVAC industry, the industry, the HVAC industry, the industry, the HVAC industry, the electrician industry, this just overall electrician industry, this just overall electrician industry, this just overall bluecollar service industry bluecollar service industry bluecollar service industry » is facing a major decline in people » is facing a major decline in people » is facing a major decline in people coming into the industry. Mhm. coming into the industry. Mhm. coming into the industry. Mhm. » And and you know, for not for nothing, I » And and you know, for not for nothing, I » And and you know, for not for nothing, I mean, these were the jobs that a lot of mean, these were the jobs that a lot of mean, these were the jobs that a lot of people work, but now with the new people work, but now with the new people work, but now with the new generation, it's really on a heavy generation, it's really on a heavy generation, it's really on a heavy decline. Uh so I was I was just watching decline. Uh so I was I was just watching decline. Uh so I was I was just watching uh that Black Rockck, one of the largest uh that Black Rockck, one of the largest uh that Black Rockck, one of the largest investment companies in the world. investment companies in the world. investment companies in the world. » I just had dinner next to Black Rockck » I just had dinner next to Black Rockck » I just had dinner next to Black Rockck when I was in New York City, by the way. when I was in New York City, by the way. when I was in New York City, by the way. That was that was there's a wall between That was that was there's a wall between That was that was there's a wall between there was basically a wall and on there was basically a wall and on there was basically a wall and on the other side of the wall was Black other side of the wall was Black other side of the wall was Black Rockck's headquarters. I was like, Rockck's headquarters. I was like, Rockck's headquarters. I was like, "Wow." "Wow." "Wow." » So, you were in Hudson. Uh, » So, you were in Hudson. Uh, » So, you were in Hudson. Uh, » I can't remember what the restaurant is » I can't remember what the restaurant is » I can't remember what the restaurant is called to be honest. It's terrible. called to be honest. It's terrible. called to be honest. It's terrible. » Whatever. » Whatever. » Whatever. The Hudson Towers over there on the on The Hudson Towers over there on the on The Hudson Towers over there on the on the on the east on the west side. the on the east on the west side. the on the east on the west side. » Yeah. So they have so so » Yeah. So they have so so » Yeah. So they have so so they're doing right now they're putting they're doing right now they're putting they're doing right now they're putting a hundred million into a hundred million into a hundred million into uh teaching Gen Z and courses for Gen Z uh teaching Gen Z and courses for Gen Z uh teaching Gen Z and courses for Gen Z and the new generation to become and the new generation to become and the new generation to become plumbers, electricians and these plumbers, electricians and these plumbers, electricians and these service repair people cuz you know service repair people cuz you know service repair people cuz you know instead of going to college, we'll teach instead of going to college, we'll teach instead of going to college, we'll teach you guys how to do this because we need you guys how to do this because we need you guys how to do this because we need it. it. it. » Yeah, » Yeah, » Yeah, » we need it. » we need it. » we need it. » And and it it's it's it's very » And and it it's it's it's very » And and it it's it's it's very unfortunate. Now also the toughest thing unfortunate. Now also the toughest thing unfortunate. Now also the toughest thing with you know guy I'm going to tell you with you know guy I'm going to tell you with you know guy I'm going to tell you something Sam. I mean, look, the this is something Sam. I mean, look, the this is something Sam. I mean, look, the this is this is hard work, right? Anything this is hard work, right? Anything this is hard work, right? Anything that's hard work. The challenge is today that's hard work. The challenge is today that's hard work. The challenge is today with today's generation is that instant with today's generation is that instant with today's generation is that instant gratification has really stepped it up gratification has really stepped it up gratification has really stepped it up and really come in over the last and really come in over the last and really come in over the last » 5 to 10 years. » 5 to 10 years. » 5 to 10 years. » Thank you, Zuckerberg. » Thank you, Zuckerberg. » Thank you, Zuckerberg. » Pretty much, right? You know, thanks to » Pretty much, right? You know, thanks to » Pretty much, right? You know, thanks to to him, thanks to Apple, thanks to, you to him, thanks to Apple, thanks to, you to him, thanks to Apple, thanks to, you know, thanks to Google, uh, thanks to know, thanks to Google, uh, thanks to know, thanks to Google, uh, thanks to Tik Tok, thanks to some of these, it Tik Tok, thanks to some of these, it Tik Tok, thanks to some of these, it takes now thanks to Anthropic and takes now thanks to Anthropic and takes now thanks to Anthropic and Open AI and all these like and Open AI and all these like and Open AI and all these like everything is instant. everything is instant. everything is instant. And the challenge has become that the challenge has become that the challenge has become that the younger generation is so used to not, younger generation is so used to not, younger generation is so used to not, you know, if I had AI 15 years ago, I I you know, if I had AI 15 years ago, I I you know, if I had AI 15 years ago, I I don't know where the heck I would be. I don't know where the heck I would be. I don't know where the heck I would be. I don't think any of us would, right? I don't think any of us would, right? I don't think any of us would, right? I mean, I can do anything with this with mean, I can do anything with this with mean, I can do anything with this with this. this. this. » You would have already colonized Mars. » You would have already colonized Mars. » You would have already colonized Mars. It already It already It already » probably I I don't know. I don't know » probably I I don't know. I don't know » probably I I don't know. I don't know about that, but I think Musk has a about that, but I think Musk has a about that, but I think Musk has a pretty good angle on that. I'm still pretty good angle on that. I'm still pretty good angle on that. I'm still trying to figure out how he's doing it. trying to figure out how he's doing it. trying to figure out how he's doing it. » But yeah, I mean, look, if again, I was » But yeah, I mean, look, if again, I was » But yeah, I mean, look, if again, I was working on index cards. working on index cards. working on index cards. » I didn't know how to use Excel, right? I » I didn't know how to use Excel, right? I » I didn't know how to use Excel, right? I barely still I'm so techsavvy, right? barely still I'm so techsavvy, right? barely still I'm so techsavvy, right? But obviously through, you know, through But obviously through, you know, through But obviously through, you know, through our investments and learning space, I've our investments and learning space, I've our investments and learning space, I've learned a lot. But it's learned a lot. But it's learned a lot. But it's it's it's it's been the biggest it's it's it's been the biggest it's it's it's been the biggest challenge to really be able to find the challenge to really be able to find the challenge to really be able to find the perfect people to operate these types of perfect people to operate these types of perfect people to operate these types of businesses because not a lot of them are businesses because not a lot of them are businesses because not a lot of them are coming with that background. Not a lot coming with that background. Not a lot coming with that background. Not a lot of them really want to deal with it of them really want to deal with it of them really want to deal with it either, right? Because everybody you either, right? Because everybody you either, right? Because everybody you have so much influence again thanks to have so much influence again thanks to have so much influence again thanks to Zuckerberg yet people popping up on Zuckerberg yet people popping up on Zuckerberg yet people popping up on Instagram and Tik Tok and all social Instagram and Tik Tok and all social Instagram and Tik Tok and all social media platforms. Look how I made a media platforms. Look how I made a media platforms. Look how I made a million dollars in two weeks. million dollars in two weeks. million dollars in two weeks. And people are going to believe in that. And people are going to believe in that. And people are going to believe in that. Now, I sell to a lot of online sellers. Now, I sell to a lot of online sellers. Now, I sell to a lot of online sellers. If I if I come here and tell you co If I if I come here and tell you co If I if I come here and tell you co caused the biggest boom of e-commerce caused the biggest boom of e-commerce caused the biggest boom of e-commerce sellers like you've never seen. like you've never seen. like you've never seen. » Oh yeah. And you would have people that » Oh yeah. And you would have people that » Oh yeah. And you would have people that came in that literally will sell came in that literally will sell came in that literally will sell anything on Amazon because there was anything on Amazon because there was anything on Amazon because there was such a boom for product because there such a boom for product because there such a boom for product because there was so much free money out there that was so much free money out there that was so much free money out there that you had these influencers that hit you had these influencers that hit you had these influencers that hit it big and they started telling the it big and they started telling the it big and they started telling the world and getting on there and getting world and getting on there and getting world and getting on there and getting all these millions of YouTube FOLLOWERS all these millions of YouTube FOLLOWERS all these millions of YouTube FOLLOWERS TELLING PEOPLE, "OH, I'M GOING TO TELLING PEOPLE, "OH, I'M GOING TO TELLING PEOPLE, "OH, I'M GOING TO TELL YOU HOW I made $500,000 selling a YOU HOW I made $500,000 selling a YOU HOW I made $500,000 selling a picture frames on Amazon FBA." And you picture frames on Amazon FBA." And you picture frames on Amazon FBA." And you have all these people floating on the have all these people floating on the have all these people floating on the platform not knowing what they're doing because they say, "Oh, if this guy because they say, "Oh, if this guy can make half a million dollars selling can make half a million dollars selling can make half a million dollars selling this, I can do it, too." this, I can do it, too." this, I can do it, too." Well, and the guy's the guy's making the Well, and the guy's the guy's making the Well, and the guy's the guy's making the video to get paid for AdSense, get paid video to get paid for AdSense, get paid video to get paid for AdSense, get paid for views from YouTube, and then, you for views from YouTube, and then, you for views from YouTube, and then, you know, it's this wild cycle where when I know, it's this wild cycle where when I know, it's this wild cycle where when I watch those videos, Mark, I'm always watch those videos, Mark, I'm always watch those videos, Mark, I'm always like, "Okay, so why are you telling like, "Okay, so why are you telling like, "Okay, so why are you telling everyone this secret when and you're everyone this secret when and you're everyone this secret when and you're telling them where to buy the stuff and telling them where to buy the stuff and telling them where to buy the stuff and you're not just buying all of it, you're not just buying all of it, you're not just buying all of it, right?" right?" right?" » I mean, Sam, you » I mean, Sam, you » I mean, Sam, you » It's usually too good to be true, » It's usually too good to be true, » It's usually too good to be true, » Sam. I want to tell you something, man, » Sam. I want to tell you something, man, » Sam. I want to tell you something, man, though. But really, sometimes it's not. though. But really, sometimes it's not. though. But really, sometimes it's not. Look, you look at your story with what Look, you look at your story with what Look, you look at your story with what you're doing with live selling. I mean, you're doing with live selling. I mean, you're doing with live selling. I mean, this is, you know, there's people that this is, you know, there's people that this is, you know, there's people that are really doing it. are really doing it. are really doing it. » I started my trading business and built » I started my trading business and built » I started my trading business and built it up to over 30 million in sales. it up to over 30 million in sales. it up to over 30 million in sales. » Uh, I'm sell I we started with literally » Uh, I'm sell I we started with literally » Uh, I'm sell I we started with literally a desk and a phone and computer. It's a desk and a phone and computer. It's a desk and a phone and computer. It's it's it's you're finding opportunities, it's it's you're finding opportunities, it's it's you're finding opportunities, building people. You literally start building people. You literally start building people. You literally start from zero. It's all sweat. Yes, you can from zero. It's all sweat. Yes, you can from zero. It's all sweat. Yes, you can do it, do it, do it, » but it doesn't mean it's easy, » but it doesn't mean it's easy, » but it doesn't mean it's easy, » right? Yeah. Yeah. Um, yeah, that was a » right? Yeah. Yeah. Um, yeah, that was a » right? Yeah. Yeah. Um, yeah, that was a funny networking thing. So, Diamond funny networking thing. So, Diamond funny networking thing. So, Diamond Trading Group, let's talk about that Trading Group, let's talk about that Trading Group, let's talk about that real quick. Uh, Diamond Trading Group, real quick. Uh, Diamond Trading Group, real quick. Uh, Diamond Trading Group, again, funny networking, right? I tell again, funny networking, right? I tell again, funny networking, right? I tell you, well, my brother's, you know, the you, well, my brother's, you know, the you, well, my brother's, you know, the biggest, you know, uh, or working biggest, you know, uh, or working biggest, you know, uh, or working towards being the biggest book seller on towards being the biggest book seller on towards being the biggest book seller on whatnot, live selling platform. And then whatnot, live selling platform. And then whatnot, live selling platform. And then I tell you about some other things we're I tell you about some other things we're I tell you about some other things we're selling and, uh, we're selling Legos now selling and, uh, we're selling Legos now selling and, uh, we're selling Legos now and, uh, some Disney accessories and, and, uh, some Disney accessories and, and, uh, some Disney accessories and, and you're like, dude, that's like the and you're like, dude, that's like the and you're like, dude, that's like the biggest thing I'm doing right now is biggest thing I'm doing right now is biggest thing I'm doing right now is like, I supply people like you. And I'm like, I supply people like you. And I'm like, I supply people like you. And I'm like, oh, okay. that was not the uh the like, oh, okay. that was not the uh the like, oh, okay. that was not the uh the origin of our conversation. Uh which I origin of our conversation. Uh which I origin of our conversation. Uh which I still need to get him to follow up with still need to get him to follow up with still need to get him to follow up with you on that info you sent over. I you on that info you sent over. I you on that info you sent over. I appreciate you sending that. appreciate you sending that. appreciate you sending that. » There's so there's so much you can » There's so there's so much you can » There's so there's so much you can there's so much you can sell today. But there's so much you can sell today. But there's so much you can sell today. But you know what is there like you're you know what is there like you're you know what is there like you're selling books, right? selling books, right? selling books, right? » Right. » Right. » Right. » Lot like here's what I'm going to tell » Lot like here's what I'm going to tell » Lot like here's what I'm going to tell you about books. Books are gold. you about books. Books are gold. you about books. Books are gold. » Books are have changed my life. » Books are have changed my life. » Books are have changed my life. books. books. books. Reading a book and not just listening to Reading a book and not just listening to Reading a book and not just listening to it, actually reading and taking notes is it, actually reading and taking notes is it, actually reading and taking notes is so important. So, you're actually so important. So, you're actually so important. So, you're actually feeding value to the market. feeding value to the market. feeding value to the market. » Yeah. » Yeah. » Yeah. » And getting online TV and saying, "Look » And getting online TV and saying, "Look » And getting online TV and saying, "Look at this book, whatever the book may be, at this book, whatever the book may be, at this book, whatever the book may be, right? Whatever the book may be, right? Whatever the book may be, right? Whatever the book may be, reading." reading." reading." » And if you look at billionaires, they » And if you look at billionaires, they » And if you look at billionaires, they all read. all read. all read. » Yeah. I we we sell we sell fair amount » Yeah. I we we sell we sell fair amount » Yeah. I we we sell we sell fair amount of books I don't think are making of books I don't think are making of books I don't think are making anybody more wealthy or maybe even anybody more wealthy or maybe even anybody more wealthy or maybe even really educating them at all really educating them at all really educating them at all » but it teaches but here but again Sam if » but it teaches but here but again Sam if » but it teaches but here but again Sam if you're selling a kid a child book a kid you're selling a kid a child book a kid you're selling a kid a child book a kid a book right that's already a book right that's already a book right that's already » okay because again their kids are so » okay because again their kids are so » okay because again their kids are so used to looking at the screen used to looking at the screen used to looking at the screen » right » right » right » if they're taking the old traditional » if they're taking the old traditional » if they're taking the old traditional book right if they're taking the old book right if they're taking the old book right if they're taking the old traditional book and they're reading it traditional book and they're reading it traditional book and they're reading it and they're and they're and they're » Is that good to great did I just say » Is that good to great did I just say » Is that good to great did I just say good to the great. Yes, it is. good to the great. Yes, it is. good to the great. Yes, it is. » Yeah. » Yeah. » Yeah. » Unbelievable. » Unbelievable. » Unbelievable. » One of this book actually everybody read » One of this book actually everybody read » One of this book actually everybody read it. it. it. » This helped me get my [ __ ] straight » This helped me get my [ __ ] straight » This helped me get my [ __ ] straight actually. actually. actually. » Um, but I got a lot of them, but » Um, but I got a lot of them, but » Um, but I got a lot of them, but » hey, recommend drop them. Uh, our » hey, recommend drop them. Uh, our » hey, recommend drop them. Uh, our listeners really like hearing people listeners really like hearing people listeners really like hearing people recommend books. So, that you did good recommend books. So, that you did good recommend books. So, that you did good to great. What else do you recommend? to great. What else do you recommend? to great. What else do you recommend? » Oh, so, so the I mean I have a bunch of » Oh, so, so the I mean I have a bunch of » Oh, so, so the I mean I have a bunch of them here, but uh the best book I ever them here, but uh the best book I ever them here, but uh the best book I ever read that's really the probably one of read that's really the probably one of read that's really the probably one of the top books I ever read and good. I the top books I ever read and good. I the top books I ever read and good. I haven't been back to this book in over haven't been back to this book in over haven't been back to this book in over six years, but this was just an six years, but this was just an six years, but this was just an automatic spark. So, I was around co automatic spark. So, I was around co automatic spark. So, I was around co right when I started my business, I right when I started my business, I right when I started my business, I guess. I was on a car ride home back guess. I was on a car ride home back guess. I was on a car ride home back with a with a friend of mine, successful with a with a friend of mine, successful with a with a friend of mine, successful business person. And I don't know from business person. And I don't know from business person. And I don't know from where and I'm going to tell you guys where and I'm going to tell you guys where and I'm going to tell you guys this is I'm going to tell you this is this is I'm going to tell you this is this is I'm going to tell you this is just by chance. I said, "You ever hear just by chance. I said, "You ever hear just by chance. I said, "You ever hear this guy? His name's Steve Schwarzman, this guy? His name's Steve Schwarzman, this guy? His name's Steve Schwarzman, company's Blackstone." "Yeah, I have his company's Blackstone." "Yeah, I have his company's Blackstone." "Yeah, I have his book. You want to read it?" I SAID, book. You want to read it?" I SAID, book. You want to read it?" I SAID, "YEAH, SURE. I'll read it." All right. "YEAH, SURE. I'll read it." All right. "YEAH, SURE. I'll read it." All right. Give me the book. I don't know what I Give me the book. I don't know what I Give me the book. I don't know what I read. I don't I think I don't know what read. I don't I think I don't know what read. I don't I think I don't know what it did to me, but it what it did to me, but it what it did to me, but it » I I sparked me. Everything I learned in » I I sparked me. Everything I learned in » I I sparked me. Everything I learned in that book was golden. And it just it that book was golden. And it just it that book was golden. And it just it just started to trickle and then it went just started to trickle and then it went just started to trickle and then it went to really understanding, okay, like I to really understanding, okay, like I to really understanding, okay, like I got a big picture of really what how the got a big picture of really what how the got a big picture of really what how the world of money works and what it is to world of money works and what it is to world of money works and what it is to build, right? And how to build a build, right? And how to build a build, right? And how to build a diversified castle, right? diversified castle, right? diversified castle, right? But I said, I have to learn more and I But I said, I have to learn more and I But I said, I have to learn more and I have to learn more because it pushes you have to learn more because it pushes you have to learn more because it pushes you to learn more. So now I I I will say one to learn more. So now I I I will say one to learn more. So now I I I will say one book that's really great and I'm I'm book that's really great and I'm I'm book that's really great and I'm I'm gonna just open them up here, pull a few gonna just open them up here, pull a few gonna just open them up here, pull a few of them up. Uh Shoe Dog is definitely a of them up. Uh Shoe Dog is definitely a of them up. Uh Shoe Dog is definitely a recommendation. Everybody knows about recommendation. Everybody knows about recommendation. Everybody knows about this book. So this was an early on book. this book. So this was an early on book. this book. So this was an early on book. So we know about Good to Great. Good to So we know about Good to Great. Good to So we know about Good to Great. Good to Great was recommended to me by a friend Great was recommended to me by a friend Great was recommended to me by a friend of mine, a venture capitalist who uh I of mine, a venture capitalist who uh I of mine, a venture capitalist who uh I actually went to for advice because at actually went to for advice because at actually went to for advice because at the beginning of my career, I was like, the beginning of my career, I was like, the beginning of my career, I was like, I want to do everything. I want to sell I want to do everything. I want to sell I want to do everything. I want to sell everything and I want I want to do everything and I want I want to do everything and I want I want to do everything. This helped me get aligned. everything. This helped me get aligned. everything. This helped me get aligned. » Yeah, be great. » Yeah, be great. » Yeah, be great. » This is a great book and this is by Brad » This is a great book and this is by Brad » This is a great book and this is by Brad Jacobs. How how to make a few billion Jacobs. How how to make a few billion Jacobs. How how to make a few billion dollars. This is all about how you take dollars. This is all about how you take dollars. This is all about how you take and build enterprise value and bu and build enterprise value and bu and build enterprise value and bu and really building up companies just and really building up companies just and really building up companies just kind of what we're talking about rolling kind of what we're talking about rolling kind of what we're talking about rolling up the service industry. This is the up the service industry. This is the up the service industry. This is the best book about it. Uh Morgan Howell, best book about it. Uh Morgan Howell, best book about it. Uh Morgan Howell, Psychology of Money, everything you need Psychology of Money, everything you need Psychology of Money, everything you need to know about money as an everyday to know about money as an everyday to know about money as an everyday person. Uh Peter Tele 0ero to One. person. Uh Peter Tele 0ero to One. person. Uh Peter Tele 0ero to One. Probably one of the best startup books Probably one of the best startup books Probably one of the best startup books you'll ever read. you'll ever read. you'll ever read. » This guy is nuts. » This guy is nuts. » This guy is nuts. » Yeah. » Yeah. » Yeah. » Genius. » Genius. » Genius. » Has he written other books? » Has he written other books? » Has he written other books? » I I I I think he has another one. Yeah. » I I I I think he has another one. Yeah. » I I I I think he has another one. Yeah. I'm not sure, but I think he has I think I'm not sure, but I think he has I think I'm not sure, but I think he has I think he has another one, but he's he's he he has another one, but he's he's he he has another one, but he's he's he gives it to you straight. Uh this is gives it to you straight. Uh this is gives it to you straight. Uh this is probably the craziest book I've ever probably the craziest book I've ever probably the craziest book I've ever read. Think and Grow Rich. This read. Think and Grow Rich. This read. Think and Grow Rich. This book will tell you. This book will make book will tell you. This book will make book will tell you. This book will make you, you know, run through walls. This you, you know, run through walls. This you, you know, run through walls. This book will make you run through walls. book will make you run through walls. book will make you run through walls. True belief. True belief. True belief. » Pan around the room, Mark. Let's see how » Pan around the room, Mark. Let's see how » Pan around the room, Mark. Let's see how many walls you've run through. Just turn many walls you've run through. Just turn many walls you've run through. Just turn the camera around. Let's see all the camera around. Let's see all the camera around. Let's see all the holes. holes. holes. » I You guys don't want to see that. » I You guys don't want to see that. » I You guys don't want to see that. People are going to think we're nuts. People are going to think we're nuts. People are going to think we're nuts. » But you Yes, we do. You have to have a » But you Yes, we do. You have to have a » But you Yes, we do. You have to have a tremendous amount of energy. Yeah. tremendous amount of energy. Yeah. tremendous amount of energy. Yeah. » Um, I will say, you know, as as as an » Um, I will say, you know, as as as an » Um, I will say, you know, as as as an entrepreneur, you know, if you really entrepreneur, you know, if you really entrepreneur, you know, if you really want to be successful, I think taking want to be successful, I think taking want to be successful, I think taking care of your health and your mental care of your health and your mental care of your health and your mental health is is very important, right? Um, health is is very important, right? Um, health is is very important, right? Um, staying in incredibly good shape is very staying in incredibly good shape is very staying in incredibly good shape is very important. I used to be fat and very out important. I used to be fat and very out important. I used to be fat and very out of shape. Uh, I work out six days a of shape. Uh, I work out six days a of shape. Uh, I work out six days a week. It it brings me a tremendous week. It it brings me a tremendous week. It it brings me a tremendous amount of energy and joy. Helps me amount of energy and joy. Helps me amount of energy and joy. Helps me think, helps me make the right decision. think, helps me make the right decision. think, helps me make the right decision. So, I'll definitely say that. And it So, I'll definitely say that. And it So, I'll definitely say that. And it comes through in a lot of these books. comes through in a lot of these books. comes through in a lot of these books. You got to really take care of take care You got to really take care of take care You got to really take care of take care of yourself. I will say also another of yourself. I will say also another of yourself. I will say also another good book on operation is traction by good book on operation is traction by good book on operation is traction by Gino Wickman. This is a hell of a book. Gino Wickman. This is a hell of a book. Gino Wickman. This is a hell of a book. » Yeah. » Yeah. » Yeah. » Hell of hell of a system » Hell of hell of a system » Hell of hell of a system » and we tried to implement that uh and » and we tried to implement that uh and » and we tried to implement that uh and helps you really understand get clear. helps you really understand get clear. helps you really understand get clear. Um I've read a lot of books on private Um I've read a lot of books on private Um I've read a lot of books on private equity. I've read a lot of books on equity. I've read a lot of books on equity. I've read a lot of books on venture capital. I've read some books on venture capital. I've read some books on venture capital. I've read some books on real estate. Uh I have a whole library real estate. Uh I have a whole library real estate. Uh I have a whole library at home. I'm reading a book now on Jack at home. I'm reading a book now on Jack at home. I'm reading a book now on Jack Welch who is the who is the CEO of GE Welch who is the who is the CEO of GE Welch who is the who is the CEO of GE for 20 years. took the company and grew for 20 years. took the company and grew for 20 years. took the company and grew it 50fold. Um, that was a great book. I it 50fold. Um, that was a great book. I it 50fold. Um, that was a great book. I just finished reading a book on Warren just finished reading a book on Warren just finished reading a book on Warren Buffett. Buffett. Buffett. That guy, you want to talk about the That guy, you want to talk about the That guy, you want to talk about the easier way making money? This guy easier way making money? This guy easier way making money? This guy literally sat by a desk for 60 years and literally sat by a desk for 60 years and literally sat by a desk for 60 years and just bought the right companies. just bought the right companies. just bought the right companies. » Didn't manage any businesses. He always » Didn't manage any businesses. He always » Didn't manage any businesses. He always said, said, said, » "I don't want to run a bunch of » "I don't want to run a bunch of » "I don't want to run a bunch of businesses. I want I want to own a bunch businesses. I want I want to own a bunch businesses. I want I want to own a bunch of good businesses. of good businesses. of good businesses. » I don't want to operate them. I want to » I don't want to operate them. I want to » I don't want to operate them. I want to own him. And the guy is one of the own him. And the guy is one of the own him. And the guy is one of the wildly most successful people. And wildly most successful people. And wildly most successful people. And that's kind of where our track is, that's kind of where our track is, that's kind of where our track is, right? We want to own a couple of great right? We want to own a couple of great right? We want to own a couple of great businesses, right? Uh privately, businesses, right? Uh privately, businesses, right? Uh privately, publicly, right? publicly, right? publicly, right? » Sure. » Sure. » Sure. » Uh and that's kind of where we're at. » Uh and that's kind of where we're at. » Uh and that's kind of where we're at. So, I mean, there's a lot of education So, I mean, there's a lot of education So, I mean, there's a lot of education you get through books, a lot through you get through books, a lot through you get through books, a lot through research, a lot through listening to the research, a lot through listening to the research, a lot through listening to the news. Again, these are things I never news. Again, these are things I never news. Again, these are things I never did. But as you start to build as you did. But as you start to build as you did. But as you start to build as you start to build that fire in your belly, start to build that fire in your belly, start to build that fire in your belly, you have to realize that there's a lot you have to realize that there's a lot you have to realize that there's a lot more than just pushing buttons and more than just pushing buttons and more than just pushing buttons and calling people, you have to fill and calling people, you have to fill and calling people, you have to fill your brain up with information that your brain up with information that your brain up with information that spits back at people because when you spits back at people because when you spits back at people because when you meet somebody, right, and Sam, one thing meet somebody, right, and Sam, one thing meet somebody, right, and Sam, one thing we connect on, we're both educated as we connect on, we're both educated as we connect on, we're both educated as hell. I mean, you're definitely more hell. I mean, you're definitely more hell. I mean, you're definitely more than me, right? Cuz I don't know, dude. than me, right? Cuz I don't know, dude. than me, right? Cuz I don't know, dude. I you I don't know, man. You're I you I don't know, man. You're I you I don't know, man. You're » It leaves It leaves my head pretty » It leaves It leaves my head pretty » It leaves It leaves my head pretty quick. quick. quick. » Yeah. these days especially. » Yeah. these days especially. » Yeah. these days especially. » Me too, man. Me too. We forget things » Me too, man. Me too. We forget things » Me too, man. Me too. We forget things also cuz it's always our brains are like also cuz it's always our brains are like also cuz it's always our brains are like popcorn kids, right? popcorn kids, right? popcorn kids, right? » Um but yes, it's educating yourself and » Um but yes, it's educating yourself and » Um but yes, it's educating yourself and you know you know you know » Diamond Trading Group. Um I am curious. » Diamond Trading Group. Um I am curious. » Diamond Trading Group. Um I am curious. I went to the website and so you've got I went to the website and so you've got I went to the website and so you've got all these major brands on the website all these major brands on the website all these major brands on the website and then like you click them and it goes and then like you click them and it goes and then like you click them and it goes to the other website. Is that just to the other website. Is that just to the other website. Is that just saying like hey if you need to source saying like hey if you need to source saying like hey if you need to source these brands we got you? Is that kind of these brands we got you? Is that kind of these brands we got you? Is that kind of the model of the website? the model of the website? the model of the website? » Absolutely. » Absolutely. » Absolutely. So what we what we do um is we prim we So what we what we do um is we prim we So what we what we do um is we prim we have a couple different we have a have a couple different we have a have a couple different we have a structure we have a stack of how we st structure we have a stack of how we st structure we have a stack of how we st how we how we source our product how we how we source our product how we how we source our product is the manufacturer so the people who is the manufacturer so the people who is the manufacturer so the people who actually make the product right which actually make the product right which actually make the product right which we'll find from time to time 5 to 10% of we'll find from time to time 5 to 10% of we'll find from time to time 5 to 10% of our deals right now actually as of our deals right now actually as of our deals right now actually as of this month a lot more is actually coming this month a lot more is actually coming this month a lot more is actually coming from the manufacturer stack but it's from the manufacturer stack but it's from the manufacturer stack but it's about 5 to 10% of our deals A larger part of the stack I would say A larger part of the stack I would say about 40 to 50% of the stack 40 to 50% of the stack 40 to 50% of the stack I would say is from distributors I would say is from distributors I would say is from distributors people buying from the manufacturers people buying from the manufacturers people buying from the manufacturers » and then I would say the remainder of » and then I would say the remainder of » and then I would say the remainder of the stack comes from wholesalers brokers the stack comes from wholesalers brokers the stack comes from wholesalers brokers and traders right the remainder of the and traders right the remainder of the and traders right the remainder of the stack where people are buying it second stack where people are buying it second stack where people are buying it second buying from the secondary market you're buying from the secondary market you're buying from the secondary market you're buying it from guys who are buying it buying it from guys who are buying it buying it from guys who are buying it from the distributor or the manufacturer from the distributor or the manufacturer from the distributor or the manufacturer Right. Uh I've seen situations where we Right. Uh I've seen situations where we Right. Uh I've seen situations where we bought in deals five times down the bought in deals five times down the bought in deals five times down the line. Right. There's so many different line. Right. There's so many different line. Right. There's so many different situations. So we we have different situations. So we we have different situations. So we we have different stacks. So but what we do is is and how stacks. So but what we do is is and how stacks. So but what we do is is and how we get is is that we find opportunities we get is is that we find opportunities we get is is that we find opportunities across market. So this like let's start across market. So this like let's start across market. So this like let's start with Apple. Right. with Apple. Right. with Apple. Right. » Right. » Right. » Right. » Not a brand we're doing as much of these » Not a brand we're doing as much of these » Not a brand we're doing as much of these but Apple rights but Apple rights but Apple rights pro Apple and PlayStation. So pro Apple and PlayStation. So pro Apple and PlayStation. So these guys are running promotions in these guys are running promotions in these guys are running promotions in retail, you know, every major holiday retail, you know, every major holiday retail, you know, every major holiday season and Black Friday and season and Black Friday and season and Black Friday and Cyber Monday and uh and Memorial and Cyber Monday and uh and Memorial and Cyber Monday and uh and Memorial Day and whatever. When when these sales Day and whatever. When when these sales Day and whatever. When when these sales come up in Best Buy, you know, Target, come up in Best Buy, you know, Target, come up in Best Buy, you know, Target, Walmart, they're promoting this product Walmart, they're promoting this product Walmart, they're promoting this product at essentially to to to the retail at essentially to to to the retail at essentially to to to the retail market at wholesale prices. Right now market at wholesale prices. Right now market at wholesale prices. Right now what wholesalers are doing well as we what wholesalers are doing well as we what wholesalers are doing well as we like to call arbitrageers are going and like to call arbitrageers are going and like to call arbitrageers are going and buying this product in bulk right and buying this product in bulk right and buying this product in bulk right and they're purchasing it whether they're purchasing it whether they're purchasing it whether » at retail okay so let's just say » at retail okay so let's just say » at retail okay so let's just say » so this is retail arbitrage » so this is retail arbitrage » so this is retail arbitrage » this is retail arbitrage so you'll see » this is retail arbitrage so you'll see » this is retail arbitrage so you'll see an Apple iPad and this is what we used an Apple iPad and this is what we used an Apple iPad and this is what we used to do a lot more but just an idea of you to do a lot more but just an idea of you to do a lot more but just an idea of you know Apple and some of the major know Apple and some of the major know Apple and some of the major high-end brands that we see sometime and high-end brands that we see sometime and high-end brands that we see sometime and we'll find deals we we have networks of we'll find deals we we have networks of we'll find deals we we have networks of arbitrageers who will be buying these arbitrageers who will be buying these arbitrageers who will be buying these things at retail in bulk, okay? Whether things at retail in bulk, okay? Whether things at retail in bulk, okay? Whether it's collection from the store, whether it's collection from the store, whether it's collection from the store, whether it's ordering them online, whatever, and it's ordering them online, whatever, and it's ordering them online, whatever, and then we'll go back and we'll purchase then we'll go back and we'll purchase then we'll go back and we'll purchase that, we'll resell that, reexport it or that, we'll resell that, reexport it or that, we'll resell that, reexport it or whatever. So, there's a lot of that. Uh whatever. So, there's a lot of that. Uh whatever. So, there's a lot of that. Uh you'll find distributors who buy massive you'll find distributors who buy massive you'll find distributors who buy massive deals from manufacturers, right? Because deals from manufacturers, right? Because deals from manufacturers, right? Because they have a quot to hit that we end up they have a quot to hit that we end up they have a quot to hit that we end up getting the excess from there, right? A getting the excess from there, right? A getting the excess from there, right? A lot of our deals also come from, you lot of our deals also come from, you lot of our deals also come from, you know, third party sellers on Amazon and know, third party sellers on Amazon and know, third party sellers on Amazon and Walmart and all these marketplaces that, Walmart and all these marketplaces that, Walmart and all these marketplaces that, you know, unfortunately over the last you know, unfortunately over the last you know, unfortunately over the last couple of years have gotten the axe from couple of years have gotten the axe from couple of years have gotten the axe from these marketplaces. So, there's a lot of these marketplaces. So, there's a lot of these marketplaces. So, there's a lot of different ways of finding it, but you different ways of finding it, but you different ways of finding it, but you always have to have a have your eyes always have to have a have your eyes always have to have a have your eyes your eyes and ears and a pulse on the your eyes and ears and a pulse on the your eyes and ears and a pulse on the market to be able to have these market to be able to have these market to be able to have these opportunities, but your reputation has opportunities, but your reputation has opportunities, but your reputation has to be stellar. to be stellar. to be stellar. » That's number one to me. » That's number one to me. » That's number one to me. » My reputation is everything. So, so how » My reputation is everything. So, so how » My reputation is everything. So, so how much of this are you actually much of this are you actually much of this are you actually distributing versus drop shipping? Um, distributing versus drop shipping? Um, distributing versus drop shipping? Um, do are you guys warehousing a fair do are you guys warehousing a fair do are you guys warehousing a fair amount of this? amount of this? amount of this? » Are you trying to sell it before it even » Are you trying to sell it before it even » Are you trying to sell it before it even gets to the warehouse? gets to the warehouse? gets to the warehouse? » Everything is » Everything is » Everything is brokerage model. Um, we we sell brokerage model. Um, we we sell brokerage model. Um, we we sell everything on behalf of our vendors. everything on behalf of our vendors. everything on behalf of our vendors. » Some vendors give us exclusivity. Some » Some vendors give us exclusivity. Some » Some vendors give us exclusivity. Some vendors uh, you know, it really all vendors uh, you know, it really all vendors uh, you know, it really all depends on the size of the company, the depends on the size of the company, the depends on the size of the company, the deal and things like that. But deal and things like that. But deal and things like that. But everything has been pretty much drop everything has been pretty much drop everything has been pretty much drop shipped. Actually, it's funny enough shipped. Actually, it's funny enough shipped. Actually, it's funny enough years ago, we said, "Let's just start years ago, we said, "Let's just start years ago, we said, "Let's just start stocking some of this stuff." » It slowed us down. » It slowed us down. » Yeah. Yeah. » Yeah. Yeah. » Yeah. Yeah. » It slowed us down because what happened » It slowed us down because what happened » It slowed us down because what happened is is that when we got stuck on a deal, is is that when we got stuck on a deal, is is that when we got stuck on a deal, we got to focus on moving the deal, we got to focus on moving the deal, we got to focus on moving the deal, right? Um right? Um right? Um » so instead of looking for new » so instead of looking for new » so instead of looking for new opportunity, you're still trying to opportunity, you're still trying to opportunity, you're still trying to solve the last problem, solve the last problem, solve the last problem, » right? So we have to constantly be » right? So we have to constantly be » right? So we have to constantly be finding new new and filling finding new new and filling finding new new and filling up filling our customers with new up filling our customers with new up filling our customers with new opportunities every single day. But new opportunities every single day. But new opportunities every single day. But not just anything we're looking for not just anything we're looking for not just anything we're looking for product that's clean vetted product that's clean vetted product that's clean vetted understanding the state of where it understanding the state of where it understanding the state of where it comes from you know now you know and comes from you know now you know and comes from you know now you know and we're now we've about a year ago we we're now we've about a year ago we we're now we've about a year ago we invested in a startup company called invested in a startup company called invested in a startup company called Bizaar AI who was going to be the agent Bizaar AI who was going to be the agent Bizaar AI who was going to be the agent who will basically create the agentic who will basically create the agentic who will basically create the agentic side of the wholesale trade industry side of the wholesale trade industry side of the wholesale trade industry which we're super excited about. company which we're super excited about. company which we're super excited about. company based out of Israel. Uh they're doing based out of Israel. Uh they're doing based out of Israel. Uh they're doing some incredible things now. Um some incredible things now. Um some incredible things now. Um and that really would also help build and that really would also help build and that really would also help build out the process, help us push out the process, help us push out the process, help us push out more volume. It's also going to help uh more volume. It's also going to help uh more volume. It's also going to help uh the customers coming to the platform to the customers coming to the platform to the customers coming to the platform to understand, you know, what they what the understand, you know, what they what the understand, you know, what they what the you know where they could sell the you know where they could sell the you know where they could sell the product, what platforms, uh getting as product, what platforms, uh getting as product, what platforms, uh getting as much data on the product as possible, much data on the product as possible, much data on the product as possible, the ins and outs of it. uh you know the ins and outs of it. uh you know the ins and outs of it. uh you know being able to make much faster decision being able to make much faster decision being able to make much faster decision and feeling more comfortable about it and feeling more comfortable about it and feeling more comfortable about it because I have to tell you Sam you know because I have to tell you Sam you know because I have to tell you Sam you know how many people get burned in our how many people get burned in our how many people get burned in our industry. industry. industry. » Oh I bet » Oh I bet » Oh I bet » they buy from some Yahoo who claims they » they buy from some Yahoo who claims they » they buy from some Yahoo who claims they have something they don't have anything. have something they don't have anything. have something they don't have anything. » Yeah. » Yeah. » Yeah. » So we protect against that » So we protect against that » So we protect against that » no matter what we're going out there and » no matter what we're going out there and » no matter what we're going out there and if it's a new vendor we're digging them if it's a new vendor we're digging them if it's a new vendor we're digging them and if even if they're an existing and if even if they're an existing and if even if they're an existing vendor I don't care where the deal is vendor I don't care where the deal is vendor I don't care where the deal is from. I don't care how long I know you. from. I don't care how long I know you. from. I don't care how long I know you. I need to know everything. I need to know everything. I need to know everything. » Yeah. » Yeah. » Yeah. » And they respect that. » And they respect that. » And they respect that. That's yeah that's fascinating. So, so That's yeah that's fascinating. So, so That's yeah that's fascinating. So, so in that brokerage model the is the in that brokerage model the is the in that brokerage model the is the biggest focus finding opportunities or biggest focus finding opportunities or biggest focus finding opportunities or uh finding sellers on your side or find uh finding sellers on your side or find uh finding sellers on your side or finding buyers like which finding buyers like which finding buyers like which » you got to find it's it's finding » you got to find it's it's finding » you got to find it's it's finding product really finding product is the product really finding product is the product really finding product is the most important thing because look at the most important thing because look at the most important thing because look at the end of the day you know we're constantly end of the day you know we're constantly end of the day you know we're constantly working on building our network right so working on building our network right so working on building our network right so if we f continue to build up our network if we f continue to build up our network if we f continue to build up our network and build up our reputation and build up our reputation and build up our reputation um if we got if we excuse me you're good Sorry. If we're constantly building up Sorry. If we're constantly building up our network and building up our network and building up our network and building up our reputation and putting ourselves out reputation and putting ourselves out reputation and putting ourselves out there and we're now we're getting more there and we're now we're getting more there and we're now we're getting more of an inflow of customers, right? So of an inflow of customers, right? So of an inflow of customers, right? So there's customers, we have the demand, there's customers, we have the demand, there's customers, we have the demand, » it's the product. » it's the product. » it's the product. » Yeah. Yeah. » Yeah. Yeah. » Yeah. Yeah. » That's a good problem. » That's a good problem. » That's a good problem. » Good problem to have. But in in anything » Good problem to have. But in in anything » Good problem to have. But in in anything you're flipping, right? Even uh my you're flipping, right? Even uh my you're flipping, right? Even uh my brother's business with the books on brother's business with the books on brother's business with the books on whatnot, uh source is the most important whatnot, uh source is the most important whatnot, uh source is the most important thing. It's not finding more people to thing. It's not finding more people to thing. It's not finding more people to buy the books uh on on like a live buy the books uh on on like a live buy the books uh on on like a live selling platform is what we figured out. selling platform is what we figured out. selling platform is what we figured out. It's It's It's » getting enough of it and getting » getting enough of it and getting » getting enough of it and getting the right stuff. the right stuff. the right stuff. » Uh cuz like good stuff does sell like » Uh cuz like good stuff does sell like » Uh cuz like good stuff does sell like good quality product good quality product good quality product » and it doesn't comely either. No. » and it doesn't comely either. No. » and it doesn't comely either. No. » And Tim, it doesn't come consistently » And Tim, it doesn't come consistently » And Tim, it doesn't come consistently either. I mean, I would probably tell either. I mean, I would probably tell either. I mean, I would probably tell you 90 95% of the time if I have a great you 90 95% of the time if I have a great you 90 95% of the time if I have a great item that's incredibles for somebody, item that's incredibles for somebody, item that's incredibles for somebody, most likely we ain't going to find it. most likely we ain't going to find it. most likely we ain't going to find it. And if we're going to find it, not going And if we're going to find it, not going And if we're going to find it, not going to be at that same price. to be at that same price. to be at that same price. » Yeah. Exactly. Yeah. Because you got to » Yeah. Exactly. Yeah. Because you got to » Yeah. Exactly. Yeah. Because you got to consider margin too. That's a big part. consider margin too. That's a big part. consider margin too. That's a big part. » It's it's again so it's you always » It's it's again so it's you always » It's it's again so it's you always need to be finding new customers, new need to be finding new customers, new need to be finding new customers, new vendors, new partners. vendors, new partners. vendors, new partners. » Yeah. » Yeah. » Yeah. » New product every single day, multiple » New product every single day, multiple » New product every single day, multiple times a day. So you're you're you times a day. So you're you're you times a day. So you're you're you got to be on it all the time. You have got to be on it all the time. You have got to be on it all the time. You have to understand you have to know also like to understand you have to know also like to understand you have to know also like you could be working on an item. Okay, you could be working on an item. Okay, you could be working on an item. Okay, you can have an item that you could be you can have an item that you could be you can have an item that you could be working on for a couple days. it's in working on for a couple days. it's in working on for a couple days. it's in your list or whatever, but if you're your list or whatever, but if you're your list or whatever, but if you're constantly pedaling that it like there's constantly pedaling that it like there's constantly pedaling that it like there's that's the great thing. I'm not a guy that's the great thing. I'm not a guy that's the great thing. I'm not a guy who was able ever to focus and hone who was able ever to focus and hone who was able ever to focus and hone in. Right. Right. We we can attest to in. Right. Right. We we can attest to in. Right. Right. We we can attest to that, right? that, right? that, right? » Yeah. Yeah. Yeah. Yeah. » Yeah. Yeah. Yeah. Yeah. » Yeah. Yeah. Yeah. Yeah. » You know, so this is the greatest thing » You know, so this is the greatest thing » You know, so this is the greatest thing about this business is that we're able about this business is that we're able about this business is that we're able to look at so many different to look at so many different to look at so many different opportunities. opportunities. opportunities. » Sure. » Sure. » Sure. » And we're able to now and with our exper » And we're able to now and with our exper » And we're able to now and with our exper weed them and but it's also hard. But weed them and but it's also hard. But weed them and but it's also hard. But again, also the challenge for us is again, also the challenge for us is again, also the challenge for us is bringing on the best people, right? bringing on the best people, right? bringing on the best people, right? Because there's not a lot of people that Because there's not a lot of people that Because there's not a lot of people that are built for this. are built for this. are built for this. » Yeah. » Yeah. » Yeah. » Right. The arbitrage business is it it's » Right. The arbitrage business is it it's » Right. The arbitrage business is it it's very exhausting. It's it could be a very exhausting. It's it could be a very exhausting. It's it could be a grinding game where you're you know you grinding game where you're you know you grinding game where you're you know you could be looking for product all day and could be looking for product all day and could be looking for product all day and you also have to have a name, right? You you also have to have a name, right? You you also have to have a name, right? You also like also like also like » more than ever today. » more than ever today. » more than ever today. You got to have a reputation. People are You got to have a reputation. People are You got to have a reputation. People are going to be sending you money, going to be sending you money, going to be sending you money, » right? » right? » right? » 100,000, 200,000, $300,000, $50,000, » 100,000, 200,000, $300,000, $50,000, » 100,000, 200,000, $300,000, $50,000, 10,000, whatever it is. 10,000, whatever it is. 10,000, whatever it is. They got to know they can trust you, They got to know they can trust you, They got to know they can trust you, especially if you're not the person especially if you're not the person especially if you're not the person who's physically holding the product. who's physically holding the product. who's physically holding the product. So, you're trusting somebody else. So, So, you're trusting somebody else. So, So, you're trusting somebody else. So, they're instilling that trust. That is they're instilling that trust. That is they're instilling that trust. That is crucial. crucial. crucial. » Yeah. Yeah. Especially being the » Yeah. Yeah. Especially being the » Yeah. Yeah. Especially being the middleman in between those negotiations. middleman in between those negotiations. middleman in between those negotiations. Yeah, that makes sense. And I think you Yeah, that makes sense. And I think you Yeah, that makes sense. And I think you know if with everything like you follow know if with everything like you follow know if with everything like you follow Gary Vee I mean branding especially with Gary Vee I mean branding especially with Gary Vee I mean branding especially with AI at the rate it's going I think real AI at the rate it's going I think real AI at the rate it's going I think real people uh building real trust uh people uh building real trust uh people uh building real trust uh especially with live shopping right now. especially with live shopping right now. especially with live shopping right now. I mean people if you just get on there I mean people if you just get on there I mean people if you just get on there and say this is what that is with zero and say this is what that is with zero and say this is what that is with zero evidence. They just have to believe you evidence. They just have to believe you evidence. They just have to believe you and you just show it to them 5 seconds and you just show it to them 5 seconds and you just show it to them 5 seconds it's sold. Right? Show it to them 5 it's sold. Right? Show it to them 5 it's sold. Right? Show it to them 5 seconds it's sold. Um with this big seconds it's sold. Um with this big seconds it's sold. Um with this big trend of live shopping I think that's trend of live shopping I think that's trend of live shopping I think that's going to be a big deal. a lot of we've going to be a big deal. a lot of we've going to be a big deal. a lot of we've already seen some people get banned that already seen some people get banned that already seen some people get banned that have been selling knockoffs. Like it's have been selling knockoffs. Like it's have been selling knockoffs. Like it's it's a real thing. I think it's from it's a real thing. I think it's from it's a real thing. I think it's from the retail side all the way Yeah. from the retail side all the way Yeah. from the retail side all the way Yeah. to the uh broker side to the to the uh broker side to the to the uh broker side to the distribution side. Um you can get burnt distribution side. Um you can get burnt distribution side. Um you can get burnt on all levels, I'm sure. Right. Even at on all levels, I'm sure. Right. Even at on all levels, I'm sure. Right. Even at the manufacturer side, the manufacturer side, the manufacturer side, » we've spotted over the last two years » we've spotted over the last two years » we've spotted over the last two years well over $10 million in stolen product. well over $10 million in stolen product. well over $10 million in stolen product. We've identified well over We've identified well over We've identified well over » Yeah. Um, and if I tell you if I » Yeah. Um, and if I tell you if I » Yeah. Um, and if I tell you if I tell you tell you tell you and this is a real lesson, and this is a real lesson, and this is a real lesson, okay, our customers, there's been times okay, our customers, there's been times okay, our customers, there's been times that we had full payment from customers, that we had full payment from customers, that we had full payment from customers, okay? And it's something I'm so truly okay? And it's something I'm so truly okay? And it's something I'm so truly proud about because truly proud about because truly proud about because not many people would really would not many people would really would not many people would really would not many would do this. But you know not many would do this. But you know not many would do this. But you know we'll find out that the product is we'll find out that the product is we'll find out that the product is stolen. stolen. stolen. » Gotcha. » Gotcha. » Gotcha. » Right. » Right. » Right. » Like from your source your source? » Like from your source your source? » Like from your source your source? » Not even from my source. The source may » Not even from my source. The source may » Not even from my source. The source may not know. not know. not know. » Okay. Gotcha. » Okay. Gotcha. » Okay. Gotcha. » We sometimes don't have enough » We sometimes don't have enough » We sometimes don't have enough information that we have to pull serals information that we have to pull serals information that we have to pull serals and go to the manufacturer find out and go to the manufacturer find out and go to the manufacturer find out ourselves. ourselves. ourselves. » Yep. mill. I had a situation Q4 was a » Yep. mill. I had a situation Q4 was a » Yep. mill. I had a situation Q4 was a two-month investigation. two-month investigation. two-month investigation. It was the goods were heisted. We It was the goods were heisted. We It was the goods were heisted. We already had the money for the product, already had the money for the product, already had the money for the product, right? We had certain situations where right? We had certain situations where right? We had certain situations where like all we had to do is ship, like all we had to do is ship, like all we had to do is ship, » right? » right? » right? » You're talking about m you're talking » You're talking about m you're talking » You're talking about m you're talking about you talk about five figure profits about you talk about five figure profits about you talk about five figure profits in your hands. in your hands. in your hands. » Yeah. » Yeah. » Yeah. » We call the customer say, "Listen, we're » We call the customer say, "Listen, we're » We call the customer say, "Listen, we're sending your money back cuz it's sending your money back cuz it's sending your money back cuz it's stolen." stolen." stolen." » Yeah. Yeah. I bet that's a big deal in » Yeah. Yeah. I bet that's a big deal in » Yeah. Yeah. I bet that's a big deal in your industry, dude. your industry, dude. your industry, dude. » Yeah. It's a big deal. And » Yeah. It's a big deal. And » Yeah. It's a big deal. And » that's how cool. I don't know if you » that's how cool. I don't know if you » that's how cool. I don't know if you heard of Cool Kicks, but that's that's heard of Cool Kicks, but that's that's heard of Cool Kicks, but that's that's how they got shut down and whatnot was how they got shut down and whatnot was how they got shut down and whatnot was they bought stolen sneakers. Uh an they bought stolen sneakers. Uh an they bought stolen sneakers. Uh an insane amount, like a lot of stolen insane amount, like a lot of stolen insane amount, like a lot of stolen semi-loadads of stolen Nike sneakers. semi-loadads of stolen Nike sneakers. semi-loadads of stolen Nike sneakers. » Yeah. » Yeah. » Yeah. » And were I don't know if they had sold » And were I don't know if they had sold » And were I don't know if they had sold it yet or they're about to sell it. And it yet or they're about to sell it. And it yet or they're about to sell it. And yeah, they got live raided on whatnot by yeah, they got live raided on whatnot by yeah, they got live raided on whatnot by LAD during a show and shut down. Um they're during a show and shut down. Um they're during a show and shut down. Um they're back now. I'm not sure what's happening back now. I'm not sure what's happening back now. I'm not sure what's happening in the courts or how that's all playing in the courts or how that's all playing in the courts or how that's all playing out, but they're they're selling again. out, but they're they're selling again. out, but they're they're selling again. But that's what happened. They didn't do But that's what happened. They didn't do But that's what happened. They didn't do their due diligence and probably got their due diligence and probably got their due diligence and probably got heck of a deal. heck of a deal. heck of a deal. » Let me tell you something, and I want to » Let me tell you something, and I want to » Let me tell you something, and I want to tell you many times, okay? You can tell you many times, okay? You can tell you many times, okay? You can probably get away with it, probably get away with it, probably get away with it, » right? You could probably get away with » right? You could probably get away with » right? You could probably get away with it. It's not worth it. It's not worth it. It's not worth » until you don't. » until you don't. » until you don't. » No. But it's not even until you don't. » No. But it's not even until you don't. » No. But it's not even until you don't. We believe straight up. We believe straight up. We believe straight up. » We believe straight up do the right » We believe straight up do the right » We believe straight up do the right thing. Have ethics. have values because thing. Have ethics. have values because thing. Have ethics. have values because I will say not even about it coming I will say not even about it coming I will say not even about it coming back around back around back around if you knew something if you knew something if you knew something is wrong. is wrong. is wrong. » Yeah. » Yeah. » Yeah. » Especially in our game when we're » Especially in our game when we're » Especially in our game when we're selling in bulk, right? Larger larger selling in bulk, right? Larger larger selling in bulk, right? Larger larger deals. If you know something is larger deals. If you know something is larger deals. If you know something is something wrong, right? And all you something wrong, right? And all you something wrong, right? And all you really all you got to do is ship. Right. really all you got to do is ship. Right. really all you got to do is ship. Right. Right. You have no idea if you ship that Right. You have no idea if you ship that Right. You have no idea if you ship that product what kind of disservice product what kind of disservice product what kind of disservice what kind of disservice you're doing to what kind of disservice you're doing to what kind of disservice you're doing to your customer. your customer. your customer. » Yeah. » Yeah. » Yeah. » What kind of what kind of like you » What kind of what kind of like you » What kind of what kind of like you this is not how you build great this is not how you build great this is not how you build great businesses. This is not how you build businesses. This is not how you build businesses. This is not how you build relationships. relationships. relationships. You build the relationships by willing You build the relationships by willing You build the relationships by willing to by willing to to to take all the hard to by willing to to to take all the hard to by willing to to to take all the hard work, work, work, all the money that was potentially to be all the money that was potentially to be all the money that was potentially to be made and take that completely off the made and take that completely off the made and take that completely off the table to protect your customer. table to protect your customer. table to protect your customer. » Yeah. » Yeah. » Yeah. » Because if they go and they sell that on » Because if they go and they sell that on » Because if they go and they sell that on Amazon, okay, you have no idea what that Amazon, okay, you have no idea what that Amazon, okay, you have no idea what that person may be going on in their home. person may be going on in their home. person may be going on in their home. They may need that. They may have put They may need that. They may have put They may need that. They may have put all their life savings into that deal. all their life savings into that deal. all their life savings into that deal. » Yeah. » Yeah. » Yeah. » And I've seen it. I've seen so many » And I've seen it. I've seen so many » And I've seen it. I've seen so many people and I I've seen so many guys who people and I I've seen so many guys who people and I I've seen so many guys who have been burned who wired a vendor have been burned who wired a vendor have been burned who wired a vendor have been burned. They can't even put money been burned. They can't even put money been burned. They can't even put money on the table for their kids because some on the table for their kids because some on the table for their kids because some guy that went out and decided to guy that went out and decided to guy that went out and decided to steal money for them or they bought the steal money for them or they bought the steal money for them or they bought the wrong goods and Amazon ended up holding wrong goods and Amazon ended up holding wrong goods and Amazon ended up holding all of it cuz it was stolen. all of it cuz it was stolen. all of it cuz it was stolen. » Imagine you're taking food you could be » Imagine you're taking food you could be » Imagine you're taking food you could be taking food off kids tables. taking food off kids tables. taking food off kids tables. » Yeah. » Yeah. » Yeah. » That's how deep you need to think. Yeah. » That's how deep you need to think. Yeah. » That's how deep you need to think. Yeah. » And the same way we think in our » And the same way we think in our » And the same way we think in our appliance business, right? We have to appliance business, right? We have to appliance business, right? We have to understand granted sometime these understand granted sometime these understand granted sometime these customers can be a real pain but customers can be a real pain but customers can be a real pain but understand that this is something understand that this is something understand that this is something important to them. This is something important to them. This is something important to them. This is something expensive to them. When you get down to expensive to them. When you get down to expensive to them. When you get down to that's how you build real business that's how you build real business that's how you build real business is when you understand the customer all is when you understand the customer all is when you understand the customer all the way down to the root and understand the way down to the root and understand the way down to the root and understand the positives and the and the positives and the and the positives and the and the negatives that can happen in those negatives that can happen in those negatives that can happen in those situations. So that is very situations. So that is very situations. So that is very crucial. That's one message I'm going to crucial. That's one message I'm going to crucial. That's one message I'm going to leave you with. leave you with. leave you with. » Yeah, it's perfect great note to end on. » Yeah, it's perfect great note to end on. » Yeah, it's perfect great note to end on. Mark, you're awesome. Uh, glad I met Mark, you're awesome. Uh, glad I met Mark, you're awesome. Uh, glad I met you. I'm excited to keep talking to him, you. I'm excited to keep talking to him, you. I'm excited to keep talking to him, man. Um, so man. Um, so man. Um, so » we got to catch we got a lot to catch up » we got to catch we got a lot to catch up » we got to catch we got a lot to catch up on with Voice Grid and some of on with Voice Grid and some of on with Voice Grid and some of this other stuff. And uh, but Tim, this other stuff. And uh, but Tim, this other stuff. And uh, but Tim, this was really great. And, uh, really love was really great. And, uh, really love was really great. And, uh, really love what you guys are doing at Killer Growth what you guys are doing at Killer Growth what you guys are doing at Killer Growth and across your businesses. It's uh, and across your businesses. It's uh, and across your businesses. It's uh, it's really awesome and um, I really it's really awesome and um, I really it's really awesome and um, I really hope that I brought some value here hope that I brought some value here hope that I brought some value here today. today. today. » Oh, 100%. No, I got a lot of good » Oh, 100%. No, I got a lot of good » Oh, 100%. No, I got a lot of good nuggets right there at the end, too, and nuggets right there at the end, too, and nuggets right there at the end, too, and at the beginning. And now I know how to at the beginning. And now I know how to at the beginning. And now I know how to say your last name. So that's probably say your last name. So that's probably say your last name. So that's probably the biggest takeaway. Everyone, Mark, go the biggest takeaway. Everyone, Mark, go the biggest takeaway. Everyone, Mark, go give him a follow on LinkedIn. He's got give him a follow on LinkedIn. He's got give him a follow on LinkedIn. He's got a great following, puts out great a great following, puts out great a great following, puts out great content. Go give him a follow on content. Go give him a follow on content. Go give him a follow on LinkedIn. And appreciate you, man. LinkedIn. And appreciate you, man. LinkedIn. And appreciate you, man. Thanks so much. Digital handshake. There Thanks so much. Digital handshake. There Thanks so much. Digital handshake. There we go. we go. we go. » I'll see I'll see you soon. It's gonna » I'll see I'll see you soon. It's gonna » I'll see I'll see you soon. It's gonna be a hug. be a hug. be a hug. » Yes. Yes. I love it. All right. See you, » Yes. Yes. I love it. All right. See you, » Yes. Yes. I love it. All right. See you, brother. ---