From Driveways to Private Equity: Building Encore Pavement with Andy Waller | Ep 46

» What's up guys? Dan McVey here with the » What's up guys? Dan McVey here with the Killer Growth podcast and today I have Killer Growth podcast and today I have Killer Growth podcast and today I have Andy Waller. Uh, Andy Waller. Uh, Andy Waller. Uh, » thanks for having me. » thanks for having me. » thanks for having me. » CEO of Encore Pavement. » CEO of Encore Pavement. » CEO of Encore Pavement. » Yep, that's right. » Yep, that's right. » Yep, that's right. » Solutions. Is it just Encore Pavement? » Solutions. Is it just Encore Pavement? » Solutions. Is it just Encore Pavement? » Encore Pavement. » Encore Pavement. » Encore Pavement. » Nailed it. That's like the hardest part » Nailed it. That's like the hardest part » Nailed it. That's like the hardest part of this podcast for me is just to get of this podcast for me is just to get of this podcast for me is just to get the intro right and then I question at the intro right and then I question at the intro right and then I question at the time. Yeah. the time. Yeah. the time. Yeah. » Uh, Andy and I, just to share some » Uh, Andy and I, just to share some » Uh, Andy and I, just to share some personal background, Andy and I go way personal background, Andy and I go way personal background, Andy and I go way back. Andy, and I think I've told you back. Andy, and I think I've told you back. Andy, and I think I've told you this. I don't know if I've actually told this. I don't know if I've actually told this. I don't know if I've actually told you this, but I consider you my second you this, but I consider you my second you this, but I consider you my second mentor in business. mentor in business. mentor in business. » Awesome. Um, so I had Dave » Awesome. Um, so I had Dave » Awesome. Um, so I had Dave Callaway. Callaway. Callaway. » Yep. » Yep. » Yep. » And then I met you and then just started » And then I met you and then just started » And then I met you and then just started Dave Callaway said, "Samuel, go buy Dave Callaway said, "Samuel, go buy Dave Callaway said, "Samuel, go buy people lunch and learn." And then you people lunch and learn." And then you people lunch and learn." And then you were like did that a few times, did it were like did that a few times, did it were like did that a few times, did it with you and I'm like, "Okay, I'm going with you and I'm like, "Okay, I'm going with you and I'm like, "Okay, I'm going to do this more with this guy." Um, so to do this more with this guy." Um, so to do this more with this guy." Um, so » I love that. Dave was actually one of my » I love that. Dave was actually one of my » I love that. Dave was actually one of my mentors. Yeah. mentors. Yeah. mentors. Yeah. » I didn't know that. Yeah. Okay. » I didn't know that. Yeah. Okay. » I didn't know that. Yeah. Okay. » Yeah. » Yeah. » Yeah. » That's awesome. » That's awesome. » That's awesome. » Awesome guy. » Awesome guy. » Awesome guy. » Yeah. » Yeah. » Yeah. » Yeah. He he helped a lot of a lot of » Yeah. He he helped a lot of a lot of » Yeah. He he helped a lot of a lot of young people in that little 10ear young people in that little 10ear young people in that little 10ear stretch. I feel like definitely stretch. I feel like definitely stretch. I feel like definitely » after he sold his insurance » after he sold his insurance » after he sold his insurance company. company. company. » Um but yeah, anyway, so super excited to » Um but yeah, anyway, so super excited to » Um but yeah, anyway, so super excited to have you on. Been wanting to have you on have you on. Been wanting to have you on have you on. Been wanting to have you on for a while and you're a busy guy and so for a while and you're a busy guy and so for a while and you're a busy guy and so thank you for being here. It means a lot thank you for being here. It means a lot thank you for being here. It means a lot to be here. So to be here. So to be here. So » yeah. » yeah. » yeah. » All right. So here's how I like to » All right. So here's how I like to » All right. So here's how I like to start. We're just going to go back in start. We're just going to go back in start. We're just going to go back in time and then have a conversation about time and then have a conversation about time and then have a conversation about it. But I'd love to know Andy did this it. But I'd love to know Andy did this it. But I'd love to know Andy did this thing that turned into what it is today. thing that turned into what it is today. thing that turned into what it is today. » And so SPS was the first thing. Not » And so SPS was the first thing. Not » And so SPS was the first thing. Not really. You can go back as far as you really. You can go back as far as you really. You can go back as far as you want. want. want. » Yeah. Okay. So, I'll go back from the » Yeah. Okay. So, I'll go back from the » Yeah. Okay. So, I'll go back from the beginning. Try to tell the short beginning. Try to tell the short beginning. Try to tell the short » Yeah. And I'll interrupt you. I'll speed » Yeah. And I'll interrupt you. I'll speed » Yeah. And I'll interrupt you. I'll speed you. you. you. » Go ahead and interrupt me. Uh, okay. So, » Go ahead and interrupt me. Uh, okay. So, » Go ahead and interrupt me. Uh, okay. So, back uh when I was going to Witchaw back uh when I was going to Witchaw back uh when I was going to Witchaw State through the entrepreneurship State through the entrepreneurship State through the entrepreneurship program, uh decided to start a company. program, uh decided to start a company. program, uh decided to start a company. Um originally, Um originally, Um originally, uh it was a commercial codings company. uh it was a commercial codings company. uh it was a commercial codings company. So, we were doing roof coatings, So, we were doing roof coatings, So, we were doing roof coatings, » uh, uh, tank coatings, » uh, uh, tank coatings, » uh, uh, tank coatings, um, things like that. And then, uh, um, things like that. And then, uh, um, things like that. And then, uh, eventually it got into, um, uh, these really it got into, um, uh, these really it got into, um, uh, these really high-end home painting projects. So, high-end home painting projects. So, high-end home painting projects. So, this was a like a lifetime warranty. Uh, this was a like a lifetime warranty. Uh, this was a like a lifetime warranty. Uh, » and this was the beginning of like this » and this was the beginning of like this » and this was the beginning of like this is your first startup? is your first startup? is your first startup? » Yeah, this is the first. Yeah. Uh, and » Yeah, this is the first. Yeah. Uh, and » Yeah, this is the first. Yeah. Uh, and so started doing these super high-end so started doing these super high-end so started doing these super high-end homes. uh with this new high-tech paint. homes. uh with this new high-tech paint. homes. uh with this new high-tech paint. And uh there was one lady that hired me And uh there was one lady that hired me And uh there was one lady that hired me and did the house and uh she asked me to and did the house and uh she asked me to and did the house and uh she asked me to seal her driveway, her asphalt driveway. seal her driveway, her asphalt driveway. seal her driveway, her asphalt driveway. I was like, I'm a I was like, I'm a I was like, I'm a » quick Google search. » quick Google search. » quick Google search. » Yeah, I'm a broke college kid. I will do » Yeah, I'm a broke college kid. I will do » Yeah, I'm a broke college kid. I will do anything for money. Uh, so I, you know, anything for money. Uh, so I, you know, anything for money. Uh, so I, you know, searched how to do it and, uh, talked to searched how to do it and, uh, talked to searched how to do it and, uh, talked to some suppliers, figured out what should some suppliers, figured out what should some suppliers, figured out what should I charge, what product do I use, what's I charge, what product do I use, what's I charge, what product do I use, what's the prep process, all that stuff. So, the prep process, all that stuff. So, the prep process, all that stuff. So, uh, ended up giving her a price. She uh, ended up giving her a price. She uh, ended up giving her a price. She said, "Okay, do it." And went out there, said, "Okay, do it." And went out there, said, "Okay, do it." And went out there, did the driveway all by hand, uh, and did the driveway all by hand, uh, and did the driveway all by hand, uh, and completed it, and she was super happy. completed it, and she was super happy. completed it, and she was super happy. And that, you know, the house took two And that, you know, the house took two And that, you know, the house took two weeks to paint, and the driveway took weeks to paint, and the driveway took weeks to paint, and the driveway took two days. M two days. M two days. M » uh and the revenue was about the same. » uh and the revenue was about the same. » uh and the revenue was about the same. » Wow. » Wow. » Wow. » So I'm like maybe there's something to » So I'm like maybe there's something to » So I'm like maybe there's something to this driveway thing. this driveway thing. this driveway thing. » And what was the business? It wasn't SPS » And what was the business? It wasn't SPS » And what was the business? It wasn't SPS at that point. at that point. at that point. » It was SPS. » It was SPS. » It was SPS. » It was SPS. What did SPS stand for at » It was SPS. What did SPS stand for at » It was SPS. What did SPS stand for at the beginning? the beginning? the beginning? » Surface Protection Services, which I » Surface Protection Services, which I » Surface Protection Services, which I never liked that name for some reason. never liked that name for some reason. never liked that name for some reason. Uh so I just called it SPS paving Uh so I just called it SPS paving Uh so I just called it SPS paving eventually. Okay. eventually. Okay. eventually. Okay. » Uh » Uh » Uh » but anyway, uh so I did some advertising » but anyway, uh so I did some advertising » but anyway, uh so I did some advertising back when people read newspapers. I did back when people read newspapers. I did back when people read newspapers. I did some newspaper advertising. some newspaper advertising. some newspaper advertising. » They were printed in this building. » They were printed in this building. » They were printed in this building. » Yeah. Back then people actually used to » Yeah. Back then people actually used to » Yeah. Back then people actually used to read those. Uh so did some newspaper read those. Uh so did some newspaper read those. Uh so did some newspaper ads. I got, you know, eight or 10 more ads. I got, you know, eight or 10 more ads. I got, you know, eight or 10 more driveways from that. Then I posted some driveways from that. Then I posted some driveways from that. Then I posted some signs around town and then I did some signs around town and then I did some signs around town and then I did some radio advertising and the driveway thing radio advertising and the driveway thing radio advertising and the driveway thing just kind of took off. And I hated just kind of took off. And I hated just kind of took off. And I hated painting houses. So here I am in this painting houses. So here I am in this painting houses. So here I am in this driveway business. And I thought, you driveway business. And I thought, you driveway business. And I thought, you know, if I can do a driveway, I could do know, if I can do a driveway, I could do know, if I can do a driveway, I could do a parking lot. And so, uh, but I didn't a parking lot. And so, uh, but I didn't a parking lot. And so, uh, but I didn't have the equipment. So, I went to the have the equipment. So, I went to the have the equipment. So, I went to the bank, uh, got a loan and bought some bank, uh, got a loan and bought some bank, uh, got a loan and bought some equipment, started, uh, going after equipment, started, uh, going after equipment, started, uh, going after some, uh, smaller commercial businesses some, uh, smaller commercial businesses some, uh, smaller commercial businesses and churches and landed a couple school and churches and landed a couple school and churches and landed a couple school districts. And, and that just kind of districts. And, and that just kind of districts. And, and that just kind of led one thing to the next. And that led one thing to the next. And that led one thing to the next. And that led to buying a skid steer. And then that to buying a skid steer. And then that to buying a skid steer. And then that led to buying, you know, a paver. And led to buying, you know, a paver. And led to buying, you know, a paver. And then we started doing concrete then we started doing concrete then we started doing concrete work. and just kind of felt out the work. and just kind of felt out the work. and just kind of felt out the market, you know, uh as customers would market, you know, uh as customers would market, you know, uh as customers would show us their demand, we would show us their demand, we would show us their demand, we would » offer the surface uh the service. And um » offer the surface uh the service. And um » offer the surface uh the service. And um you know, it was hard though, like very you know, it was hard though, like very you know, it was hard though, like very hard. I was getting maybe four or five hard. I was getting maybe four or five hard. I was getting maybe four or five hours of sleep a night cuz I was taking hours of sleep a night cuz I was taking hours of sleep a night cuz I was taking evening classes at Witchaw State. evening classes at Witchaw State. evening classes at Witchaw State. » I would wake up at 3:30, 4 in the » I would wake up at 3:30, 4 in the » I would wake up at 3:30, 4 in the morning and go work my tail off. My cell morning and go work my tail off. My cell morning and go work my tail off. My cell phone was the office phone. phone was the office phone. phone was the office phone. » And are you a morning person? » And are you a morning person? » And are you a morning person? » Yes, naturally. I am. » Yes, naturally. I am. » Yes, naturally. I am. » I feel like I remember that. Me about » I feel like I remember that. Me about » I feel like I remember that. Me about you. you. you. » But I'm also in bed pretty early. Pretty » But I'm also in bed pretty early. Pretty » But I'm also in bed pretty early. Pretty early. Yeah. early. Yeah. early. Yeah. » But I wake up super early still. » But I wake up super early still. » But I wake up super early still. » Uh so I'd go work my tail off and I'd » Uh so I'd go work my tail off and I'd » Uh so I'd go work my tail off and I'd get a a phone call on my cell phone. get a a phone call on my cell phone. get a a phone call on my cell phone. Hey, we want you to come look at this Hey, we want you to come look at this Hey, we want you to come look at this project. So I would keep a nice set of project. So I would keep a nice set of project. So I would keep a nice set of clothes in my back seat at all times. clothes in my back seat at all times. clothes in my back seat at all times. So, I'd take my old clothes off, put my So, I'd take my old clothes off, put my So, I'd take my old clothes off, put my good clothes on, go meet with the good clothes on, go meet with the good clothes on, go meet with the customer. I had a laptop in the front, customer. I had a laptop in the front, customer. I had a laptop in the front, printer in the back. I would print out printer in the back. I would print out printer in the back. I would print out the proposal right there, give it to the proposal right there, give it to the proposal right there, give it to them, go back to the other job site, put them, go back to the other job site, put them, go back to the other job site, put my old clothes back, keep working. my old clothes back, keep working. my old clothes back, keep working. » So, did you have your like printer » So, did you have your like printer » So, did you have your like printer plugged into your uh like cigarette plugged into your uh like cigarette plugged into your uh like cigarette outlet or or whatever? What is cigarette outlet or or whatever? What is cigarette outlet or or whatever? What is that called? You know, that called? You know, that called? You know, » I had wires going all over. It was a » I had wires going all over. It was a » I had wires going all over. It was a mess. mess. mess. » What year was this? » What year was this? » What year was this? » This So, I started in 2005. » This So, I started in 2005. » This So, I started in 2005. » Okay. Yeah. So, like it was like that » Okay. Yeah. So, like it was like that » Okay. Yeah. So, like it was like that for three or four years. And so, I would for three or four years. And so, I would for three or four years. And so, I would » uh rush home, shower real quick, drive » uh rush home, shower real quick, drive » uh rush home, shower real quick, drive to Witchah State from El Dredo, do my to Witchah State from El Dredo, do my to Witchah State from El Dredo, do my night classes, come home. My roommates night classes, come home. My roommates night classes, come home. My roommates would be throwing a party that I didn't would be throwing a party that I didn't would be throwing a party that I didn't know about. I'd have to kick everybody know about. I'd have to kick everybody know about. I'd have to kick everybody out of my house, get to bed, wake up out of my house, get to bed, wake up out of my house, get to bed, wake up four or five hours later. I mean, it was four or five hours later. I mean, it was four or five hours later. I mean, it was a mess. a mess. a mess. » Dude, I tell that story. I love that » Dude, I tell that story. I love that » Dude, I tell that story. I love that story. When we first started meeting, story. When we first started meeting, story. When we first started meeting, you're like, I'm scrappy and I got you're like, I'm scrappy and I got you're like, I'm scrappy and I got obsessed with just turning everything obsessed with just turning everything obsessed with just turning everything into an investment. So, you bought a into an investment. So, you bought a into an investment. So, you bought a house in college. house in college. house in college. » Yes. » Yes. » Yes. » Right. Which not a lot of people do. » Right. Which not a lot of people do. » Right. Which not a lot of people do. » It was about 3 or 4 months after I » It was about 3 or 4 months after I » It was about 3 or 4 months after I graduated high school, I bought my first graduated high school, I bought my first graduated high school, I bought my first house. house. house. » Yeah. Yeah. Which isn't very common. And » Yeah. Yeah. Which isn't very common. And » Yeah. Yeah. Which isn't very common. And then you got roommates, rented it out. then you got roommates, rented it out. then you got roommates, rented it out. » Yes. So, » Yes. So, » Yes. So, » and then tell talk about how you » and then tell talk about how you » and then tell talk about how you maximized that opportunity. maximized that opportunity. maximized that opportunity. » That's Yes. So, it was a three-bedroom » That's Yes. So, it was a three-bedroom » That's Yes. So, it was a three-bedroom house and I So, I bought it and I house and I So, I bought it and I house and I So, I bought it and I decided I would rent out two of the decided I would rent out two of the decided I would rent out two of the bedrooms and that paid for my complete bedrooms and that paid for my complete bedrooms and that paid for my complete mortgage, you know. So, my mortgage uh mortgage, you know. So, my mortgage uh mortgage, you know. So, my mortgage uh taxes, insurance was all paid for by taxes, insurance was all paid for by taxes, insurance was all paid for by renting those two rooms, but I still had renting those two rooms, but I still had renting those two rooms, but I still had groceries that I was trying to pay for. groceries that I was trying to pay for. groceries that I was trying to pay for. So, I went to a garage sale and bought a So, I went to a garage sale and bought a So, I went to a garage sale and bought a pull out sofa. And I rented the sofa to pull out sofa. And I rented the sofa to pull out sofa. And I rented the sofa to a guy and his only his only payment was a guy and his only his only payment was a guy and his only his only payment was to keep groceries in the house. So then to keep groceries in the house. So then to keep groceries in the house. So then I was literally almost living for free. I was literally almost living for free. I was literally almost living for free. » Yeah, I love that. You know, this could » Yeah, I love that. You know, this could » Yeah, I love that. You know, this could be that much better. So did he have to be that much better. So did he have to be that much better. So did he have to like put the couch back together every like put the couch back together every like put the couch back together every day? He was supposed to. He didn't day? He was supposed to. He didn't day? He was supposed to. He didn't always. He was a Yeah, always. He was a Yeah, always. He was a Yeah, » it didn't always go smoothly cuz the » it didn't always go smoothly cuz the » it didn't always go smoothly cuz the house was a mess. And I, you know, we house was a mess. And I, you know, we house was a mess. And I, you know, we would I would have to like say, "All would I would have to like say, "All would I would have to like say, "All right, guys. We got to clean this up. right, guys. We got to clean this up. right, guys. We got to clean this up. Like, dishes are to the top of the Like, dishes are to the top of the Like, dishes are to the top of the cabinets. Like, come on. Put your stuff cabinets. Like, come on. Put your stuff cabinets. Like, come on. Put your stuff in the dishwasher." And in the dishwasher." And in the dishwasher." And » it was a constant struggle, but we all » it was a constant struggle, but we all » it was a constant struggle, but we all got along pretty good. So, got along pretty good. So, got along pretty good. So, » that's awesome. » that's awesome. » that's awesome. » Yeah. » Yeah. » Yeah. » So, fast forward three or four years, » So, fast forward three or four years, » So, fast forward three or four years, you're starting to figure it out. You you're starting to figure it out. You you're starting to figure it out. You finish at WSU. finish at WSU. finish at WSU. » Yeah. Finish at Witchaw State. Um, so » Yeah. Finish at Witchaw State. Um, so » Yeah. Finish at Witchaw State. Um, so actually, I say finish. I didn't quite actually, I say finish. I didn't quite actually, I say finish. I didn't quite finish Witchaw State. Um, so I was in my finish Witchaw State. Um, so I was in my finish Witchaw State. Um, so I was in my uh fourth semester at Witchaw State and uh fourth semester at Witchaw State and uh fourth semester at Witchaw State and I pretty much had to make a choice. I I pretty much had to make a choice. I I pretty much had to make a choice. I was falling asleep in class. I was so was falling asleep in class. I was so was falling asleep in class. I was so exhausted cuz I was working, you know, exhausted cuz I was working, you know, exhausted cuz I was working, you know, 10 12 hours before I went to class and 10 12 hours before I went to class and 10 12 hours before I went to class and then staying up late and then staying up late and then staying up late » and business was taking off. I'm going » and business was taking off. I'm going » and business was taking off. I'm going to school for entrepreneurship to learn to school for entrepreneurship to learn to school for entrepreneurship to learn how to start a business. I've started a how to start a business. I've started a how to start a business. I've started a business. business. business. Why would I? Why would I? Why would I? » Yeah. So why would I choose the » Yeah. So why would I choose the » Yeah. So why would I choose the finishing my school over the business? finishing my school over the business? finishing my school over the business? So I chose to just put all my cards into So I chose to just put all my cards into So I chose to just put all my cards into my company and focus on that and it my company and focus on that and it my company and focus on that and it turned out being a a really good turned out being a a really good turned out being a a really good decision. decision. decision. » Yeah. Yeah. And what I appreciate about » Yeah. Yeah. And what I appreciate about » Yeah. Yeah. And what I appreciate about your story is that grit is obviously uh your story is that grit is obviously uh your story is that grit is obviously uh it's not a lost art, but it's definitely it's not a lost art, but it's definitely it's not a lost art, but it's definitely tough. You know, I like when you tell tough. You know, I like when you tell tough. You know, I like when you tell your story that sounds like every baby your story that sounds like every baby your story that sounds like every baby boomer I've ever talked to. boomer I've ever talked to. boomer I've ever talked to. » Yeah. and I that the next » Yeah. and I that the next » Yeah. and I that the next millennial, you know, we're kind of work millennial, you know, we're kind of work millennial, you know, we're kind of work smarter not harder generation. And smarter not harder generation. And smarter not harder generation. And you're in that you're a millennial, you're in that you're a millennial, you're in that you're a millennial, right? You're you're in that generation. right? You're you're in that generation. right? You're you're in that generation. You're I know you're old, but not that You're I know you're old, but not that You're I know you're old, but not that old. old. old. » Um, » Um, » Um, » but I I just think that grit's important » but I I just think that grit's important » but I I just think that grit's important for a lot of people. We had Josh Kogan for a lot of people. We had Josh Kogan for a lot of people. We had Josh Kogan on and he was talking about a post CC's on and he was talking about a post CC's on and he was talking about a post CC's where it's like, yeah, you set your own where it's like, yeah, you set your own where it's like, yeah, you set your own hours if you own your own business. It's hours if you own your own business. It's hours if you own your own business. It's just which 90 do you want? Where do you just which 90 do you want? Where do you just which 90 do you want? Where do you want to put the 90 hours? want to put the 90 hours? want to put the 90 hours? » I saw that. That was that was a really » I saw that. That was that was a really » I saw that. That was that was a really good » That was a good line. » That was a good line. » That was a good line. » It's very true, though. » It's very true, though. » It's very true, though. » Oh, yeah. I mean I mean I went through » Oh, yeah. I mean I mean I went through » Oh, yeah. I mean I mean I went through some gut-wrenching times. I mean it was some gut-wrenching times. I mean it was some gut-wrenching times. I mean it was hard. Like I had to push through some hard. Like I had to push through some hard. Like I had to push through some unbelievable things. I I remember one unbelievable things. I I remember one unbelievable things. I I remember one year » I took on this project for the city of » I took on this project for the city of » I took on this project for the city of Lawrence and it was a the biggest Lawrence and it was a the biggest Lawrence and it was a the biggest project to date that we'd ever done and project to date that we'd ever done and project to date that we'd ever done and it didn't go well at all and I was it didn't go well at all and I was it didn't go well at all and I was losing money like hand over fist every losing money like hand over fist every losing money like hand over fist every week. I couldn't get out of the job. It week. I couldn't get out of the job. It week. I couldn't get out of the job. It it things were going so slow. My labor it things were going so slow. My labor it things were going so slow. My labor costs everyone was quitting. kept having costs everyone was quitting. kept having costs everyone was quitting. kept having to replace guys. I got in such a hard to replace guys. I got in such a hard to replace guys. I got in such a hard spot that year. I think that was in 2009 spot that year. I think that was in 2009 spot that year. I think that was in 2009 that I had to max out a credit card that I had to max out a credit card that I had to max out a credit card $35,000 just to pay my crew. And it was $35,000 just to pay my crew. And it was $35,000 just to pay my crew. And it was like » just to cover payroll. » just to cover payroll. » just to cover payroll. » Just to cover payroll. » Just to cover payroll. » Just to cover payroll. » Yeah. » Yeah. » Yeah. » And uh and I thought, you know, this » And uh and I thought, you know, this » And uh and I thought, you know, this might be the end. But we pushed through might be the end. But we pushed through might be the end. But we pushed through it. I got one project I remember that it. I got one project I remember that it. I got one project I remember that was really profitable that helped get me was really profitable that helped get me was really profitable that helped get me out of the hole and then that helped me out of the hole and then that helped me out of the hole and then that helped me pay off the credit card and then things pay off the credit card and then things pay off the credit card and then things just slowly started going up and up and just slowly started going up and up and just slowly started going up and up and it it was a roller coaster it it was a roller coaster it it was a roller coaster » that uh doing parking lots that » that uh doing parking lots that » that uh doing parking lots that industry is kind of a who you know and industry is kind of a who you know and industry is kind of a who you know and there's a lot of established companies there's a lot of established companies there's a lot of established companies talk about you did get an awesome talk about you did get an awesome talk about you did get an awesome referral source later on in the referral source later on in the referral source later on in the business. Um, I'm totally blanking now business. Um, I'm totally blanking now business. Um, I'm totally blanking now if I'm remembering this right. You got a if I'm remembering this right. You got a if I'm remembering this right. You got a couple good partnerships, uh, not couple good partnerships, uh, not couple good partnerships, uh, not partnerships, but relationships that partnerships, but relationships that partnerships, but relationships that turned into a good referral source for turned into a good referral source for turned into a good referral source for you. Can you talk about how those were you. Can you talk about how those were you. Can you talk about how those were created? created? created? » One of them would be school districts. » One of them would be school districts. » One of them would be school districts. Um, so once we got in with um, Circle Um, so once we got in with um, Circle Um, so once we got in with um, Circle and Augusta were two of my first school and Augusta were two of my first school and Augusta were two of my first school districts I ever worked for and uh, and districts I ever worked for and uh, and districts I ever worked for and uh, and they were super happy with our they were super happy with our they were super happy with our workmanship and attention to detail. And workmanship and attention to detail. And workmanship and attention to detail. And uh, it's amazing uh, what a referral can uh, it's amazing uh, what a referral can uh, it's amazing uh, what a referral can do for you. Cuz school districts like do for you. Cuz school districts like do for you. Cuz school districts like directors of operations, they know each directors of operations, they know each directors of operations, they know each other. They have trade shows and they other. They have trade shows and they other. They have trade shows and they interact and mingle and they interact and mingle and they interact and mingle and they talk and uh you treat when you treat a talk and uh you treat when you treat a talk and uh you treat when you treat a customer really good and just blow them customer really good and just blow them customer really good and just blow them away with your service and do what away with your service and do what away with your service and do what you say. Um you're going to get you say. Um you're going to get you say. Um you're going to get those referrals. And uh so yeah, a those referrals. And uh so yeah, a those referrals. And uh so yeah, a couple school districts eventually led couple school districts eventually led couple school districts eventually led to about 50 to 60 school districts. to about 50 to 60 school districts. to about 50 to 60 school districts. » Wow. » Wow. » Wow. » And it was just super consistent work » And it was just super consistent work » And it was just super consistent work every year. And to this day, we we do I every year. And to this day, we we do I every year. And to this day, we we do I mean a lot of them. Colleges, schools mean a lot of them. Colleges, schools mean a lot of them. Colleges, schools all over several states. all over several states. all over several states. » Yeah. And how did that start? What was » Yeah. And how did that start? What was » Yeah. And how did that start? What was the first school district and then how the first school district and then how the first school district and then how did it domino from there? How'd you get did it domino from there? How'd you get did it domino from there? How'd you get your first shot? your first shot? your first shot? » Yeah, the first one I remember was » Yeah, the first one I remember was » Yeah, the first one I remember was Circle. And uh it started because I Circle. And uh it started because I Circle. And uh it started because I mailed them a really nice postcard. mailed them a really nice postcard. mailed them a really nice postcard. » Oh. So, I basically mailed every school » Oh. So, I basically mailed every school » Oh. So, I basically mailed every school district a postcard about our service district a postcard about our service district a postcard about our service and uh one of them actually called and uh one of them actually called and uh one of them actually called and it was circle and uh which gave me a it was circle and uh which gave me a it was circle and uh which gave me a foot in the door and I went and met with foot in the door and I went and met with foot in the door and I went and met with them and you know they're like I'm just them and you know they're like I'm just them and you know they're like I'm just this young kid you know 19 years this young kid you know 19 years this young kid you know 19 years old and uh they put their trust in me old and uh they put their trust in me old and uh they put their trust in me and I was the low bidder on a project and I was the low bidder on a project and I was the low bidder on a project and got it and you know I was I actually and got it and you know I was I actually and got it and you know I was I actually when I got the job. I didn't have all when I got the job. I didn't have all when I got the job. I didn't have all the equipment to do the job. Uh so I had the equipment to do the job. Uh so I had the equipment to do the job. Uh so I had to go buy more equipment to complete the to go buy more equipment to complete the to go buy more equipment to complete the contract, but it ended up going really contract, but it ended up going really contract, but it ended up going really well and that just kind of led So well and that just kind of led So well and that just kind of led So that's the other part about the pavement that's the other part about the pavement that's the other part about the pavement industry is that equipment's industry is that equipment's industry is that equipment's massive. Talk about how do you even massive. Talk about how do you even massive. Talk about how do you even start? Like obviously you probably buy start? Like obviously you probably buy start? Like obviously you probably buy broke down equipment at the beginning. broke down equipment at the beginning. broke down equipment at the beginning. Um, but how do you finance that when Um, but how do you finance that when Um, but how do you finance that when you're a kid and you don't have you're a kid and you don't have you're a kid and you don't have » any assets to put it against? » any assets to put it against? » any assets to put it against? » It's tough. So, uh, I'll tell you at » It's tough. So, uh, I'll tell you at » It's tough. So, uh, I'll tell you at first I had a guy that, um, he's one of first I had a guy that, um, he's one of first I had a guy that, um, he's one of my greatest role models ever. Um, he my greatest role models ever. Um, he my greatest role models ever. Um, he truly helped me do a lot of private truly helped me do a lot of private truly helped me do a lot of private financing. financing. financing. Uh because I don't think I would have Uh because I don't think I would have Uh because I don't think I would have qualified at the bank to get these big qualified at the bank to get these big qualified at the bank to get these big loans that I was taking like $200 loans that I was taking like $200 loans that I was taking like $200 $300,000 as a college kid back then. $300,000 as a college kid back then. $300,000 as a college kid back then. » Yeah. » Yeah. » Yeah. » It was a lot. Uh but he uh was able to » It was a lot. Uh but he uh was able to » It was a lot. Uh but he uh was able to um put a lot of trust in me and if I um put a lot of trust in me and if I um put a lot of trust in me and if I needed something I' I'd give him a clear needed something I' I'd give him a clear needed something I' I'd give him a clear reason and opportunity reason and opportunity reason and opportunity and he would almost always say yes. And and he would almost always say yes. And and he would almost always say yes. And we had a very unique finance structure we had a very unique finance structure we had a very unique finance structure which really helped with cash flow. So which really helped with cash flow. So which really helped with cash flow. So our the structure was I would pay him our the structure was I would pay him our the structure was I would pay him 10% of my gross revenue. 10% of my gross revenue. 10% of my gross revenue. » Um so as I would get paid from a project » Um so as I would get paid from a project » Um so as I would get paid from a project 10% would go to him. So when we were 10% would go to him. So when we were 10% would go to him. So when we were really rolling in the summers and my my really rolling in the summers and my my really rolling in the summers and my my revenue was higher I could make bigger revenue was higher I could make bigger revenue was higher I could make bigger payments. But in the winter time when we payments. But in the winter time when we payments. But in the winter time when we were slow my payment went down. were slow my payment went down. were slow my payment went down. » That's nice. » That's nice. » That's nice. » And it it worked out great for us. » And it it worked out great for us. » And it it worked out great for us. » Who came up with that idea? Uh I I think » Who came up with that idea? Uh I I think » Who came up with that idea? Uh I I think it was kind of a joint effort. Yeah. it was kind of a joint effort. Yeah. it was kind of a joint effort. Yeah. Yeah. Cuz Yeah. Cuz Yeah. Cuz » uh the first year we didn't do that. It » uh the first year we didn't do that. It » uh the first year we didn't do that. It was just a straight payment and it was a was just a straight payment and it was a was just a straight payment and it was a struggle to get through the winter to struggle to get through the winter to struggle to get through the winter to make that payment. Uh but after a make that payment. Uh but after a make that payment. Uh but after a year um we were able to kind of get year um we were able to kind of get year um we were able to kind of get creative and creative and creative and » it overall in the over the 12 month span » it overall in the over the 12 month span » it overall in the over the 12 month span it was about the same amount but just it was about the same amount but just it was about the same amount but just the timing the timing the timing » Yeah. » Yeah. » Yeah. » was a huge help. » was a huge help. » was a huge help. » Yeah. And just the anxiety of cash flow » Yeah. And just the anxiety of cash flow » Yeah. And just the anxiety of cash flow going into the winter. Yeah. going into the winter. Yeah. going into the winter. Yeah. » What what temperatures can you not do » What what temperatures can you not do » What what temperatures can you not do asphalt work? asphalt work? asphalt work? » Oh, I mean when it gets below 40, it » Oh, I mean when it gets below 40, it » Oh, I mean when it gets below 40, it gets kind of challenging. gets kind of challenging. gets kind of challenging. » Yeah. » Yeah. » Yeah. » Yeah. » Yeah. » Yeah. » So, you got into re uh that you did the » So, you got into re uh that you did the » So, you got into re uh that you did the as you were doing the coding side, but as you were doing the coding side, but as you were doing the coding side, but you were also literally tearing it up you were also literally tearing it up you were also literally tearing it up and putting down new asphalt. and putting down new asphalt. and putting down new asphalt. » Yeah. » Yeah. » Yeah. » Later into the business. » Later into the business. » Later into the business. » Yeah. Uh what's the biggest part of » Yeah. Uh what's the biggest part of » Yeah. Uh what's the biggest part of your business now at Encore? Uh so we your business now at Encore? Uh so we your business now at Encore? Uh so we do, you know, full parking lot and road do, you know, full parking lot and road do, you know, full parking lot and road reconstruction now. I mean, we've got reconstruction now. I mean, we've got reconstruction now. I mean, we've got big equipment. We can, you know, replace big equipment. We can, you know, replace big equipment. We can, you know, replace uh full Walmart parking lots in a couple uh full Walmart parking lots in a couple uh full Walmart parking lots in a couple weeks, two to three weeks. Uh so we're weeks, two to three weeks. Uh so we're weeks, two to three weeks. Uh so we're doing pretty high volume, bigger doing pretty high volume, bigger doing pretty high volume, bigger commercial, even industrial projects at commercial, even industrial projects at commercial, even industrial projects at refineries and railroads and things like refineries and railroads and things like refineries and railroads and things like that. Um so yeah the business has uh that. Um so yeah the business has uh that. Um so yeah the business has uh expanded um regionally and with our expanded um regionally and with our expanded um regionally and with our services and scale. services and scale. services and scale. » Yeah. Um you don't have to go into any » Yeah. Um you don't have to go into any » Yeah. Um you don't have to go into any detail and you can talk about this in detail and you can talk about this in detail and you can talk about this in whatever way you want. Um but you have whatever way you want. Um but you have whatever way you want. Um but you have offered a lot of counsel to me on doing offered a lot of counsel to me on doing offered a lot of counsel to me on doing business uh with business partners and business uh with business partners and business uh with business partners and with family. SPS you started that with family. SPS you started that with family. SPS you started that business and then it it changed. You did business and then it it changed. You did business and then it it changed. You did a did a change there. any advice you a did a change there. any advice you a did a change there. any advice you would have because SPS got restructured, would have because SPS got restructured, would have because SPS got restructured, went from you with family to just you went from you with family to just you went from you with family to just you and someone else, right? Fast forward, and someone else, right? Fast forward, and someone else, right? Fast forward, but uh you can speak on that however but uh you can speak on that however but uh you can speak on that however you want, but I think a lot of people you want, but I think a lot of people you want, but I think a lot of people are in that situation. And are in that situation. And are in that situation. And » I think the biggest advice I can give on » I think the biggest advice I can give on » I think the biggest advice I can give on any partnership is to any partnership is to any partnership is to create a very uh detailed operating create a very uh detailed operating create a very uh detailed operating agreement right before you spend a agreement right before you spend a agreement right before you spend a single dollar. Um, I've been in single dollar. Um, I've been in single dollar. Um, I've been in partnerships before where the partnerships before where the partnerships before where the operating agreement was not completed operating agreement was not completed operating agreement was not completed beforehand and then when things get beforehand and then when things get beforehand and then when things get tough and there's nothing in writing, tough and there's nothing in writing, tough and there's nothing in writing, » that's when things can really go south. » that's when things can really go south. » that's when things can really go south. And I've had a couple go And I've had a couple go And I've had a couple go south. Um, agree on everything before south. Um, agree on everything before south. Um, agree on everything before you start. It's one of the first things you start. It's one of the first things you start. It's one of the first things you should do. Um, you should do. Um, you should do. Um, » because you're always going to disagree. » because you're always going to disagree. » because you're always going to disagree. That's just That's just That's just » there's always going to be a » there's always going to be a » there's always going to be a disagreement and there's always going to disagreement and there's always going to disagreement and there's always going to be unexpected circumstances whether that be unexpected circumstances whether that be unexpected circumstances whether that be from health or financial be from health or financial be from health or financial » or anything but get everything perfectly » or anything but get everything perfectly » or anything but get everything perfectly aligned » and then and then go » and then and then go » and then and then go » what's an example of something that » what's an example of something that » what's an example of something that should be in there that people want to should be in there that people want to should be in there that people want to think about? think about? think about? » Um like a for example like a buyell » Um like a for example like a buyell » Um like a for example like a buyell agreement um and how that works. Uh so agreement um and how that works. Uh so agreement um and how that works. Uh so there should be a basically a set there should be a basically a set there should be a basically a set formula. You can update it over time but formula. You can update it over time but formula. You can update it over time but a set formula that says okay if this a set formula that says okay if this a set formula that says okay if this person is person is person is gets hit by a bus how is his family gets hit by a bus how is his family gets hit by a bus how is his family reimbured? Um so or he becomes reimbured? Um so or he becomes reimbured? Um so or he becomes completely incapacitated. completely incapacitated. completely incapacitated. Uh, and if there's nothing in writing, Uh, and if there's nothing in writing, Uh, and if there's nothing in writing, then it's one person against the other then it's one person against the other then it's one person against the other on valuation, on valuation, on valuation, » on what the procedure is. Uh, you know, » on what the procedure is. Uh, you know, » on what the procedure is. Uh, you know, and that becomes very tough, very and that becomes very tough, very and that becomes very tough, very emotional, and then you're bringing emotional, and then you're bringing emotional, and then you're bringing their family in to try to make decisions their family in to try to make decisions their family in to try to make decisions when they know nothing, likely know when they know nothing, likely know when they know nothing, likely know nothing about the business, right? Where nothing about the business, right? Where nothing about the business, right? Where if it's already agreed on, it's here, if it's already agreed on, it's here, if it's already agreed on, it's here, this is what happens. Um, you know, you this is what happens. Um, you know, you this is what happens. Um, you know, you can also tie a life insurance policy to can also tie a life insurance policy to can also tie a life insurance policy to it. Uh, so it puts less stress on it. Uh, so it puts less stress on it. Uh, so it puts less stress on company. Uh, but that's just one huge company. Uh, but that's just one huge company. Uh, but that's just one huge example. You can't plan on that example. You can't plan on that example. You can't plan on that happening, but when it happens, happening, but when it happens, happening, but when it happens, » Yeah. » Yeah. » Yeah. » that can be a big deal. » that can be a big deal. » that can be a big deal. » Yeah. Yeah. Yeah. That's good. Um, so » Yeah. Yeah. Yeah. That's good. Um, so » Yeah. Yeah. Yeah. That's good. Um, so fast forward, you started becoming, you fast forward, you started becoming, you fast forward, you started becoming, you were already a serial entrepreneur, but were already a serial entrepreneur, but were already a serial entrepreneur, but then you started diversifying quite a then you started diversifying quite a then you started diversifying quite a bit and did a lot of different bit and did a lot of different bit and did a lot of different interests. if we could dabble into that interests. if we could dabble into that interests. if we could dabble into that a little bit. a little bit. a little bit. » So 2010, uh, no, 2008, I started my real » So 2010, uh, no, 2008, I started my real » So 2010, uh, no, 2008, I started my real estate business. Um, so I started estate business. Um, so I started estate business. Um, so I started investing in, uh, single family homes investing in, uh, single family homes investing in, uh, single family homes mostly, um, one apartment complex that mostly, um, one apartment complex that mostly, um, one apartment complex that went really badly. Um uh and so yeah, went really badly. Um uh and so yeah, went really badly. Um uh and so yeah, eventually over time, you know, I I had eventually over time, you know, I I had eventually over time, you know, I I had a little bit of cash put back, but also a little bit of cash put back, but also a little bit of cash put back, but also had this desire to, like you said, had this desire to, like you said, had this desire to, like you said, diversify. diversify. diversify. Um so I had to get really creative. You Um so I had to get really creative. You Um so I had to get really creative. You know, that was during the really big know, that was during the really big know, that was during the really big downturn, the recession where houses downturn, the recession where houses downturn, the recession where houses house values were plummeting. house values were plummeting. house values were plummeting. » It's good time to buy » It's good time to buy » It's good time to buy » and I was buying houses like crazy for, » and I was buying houses like crazy for, » and I was buying houses like crazy for, you know, 50 60% discounts. you know, 50 60% discounts. you know, 50 60% discounts. » Yeah. Um, I didn't have a ton of cash. » Yeah. Um, I didn't have a ton of cash. » Yeah. Um, I didn't have a ton of cash. I'm still a broke college kid at that I'm still a broke college kid at that I'm still a broke college kid at that point pretty much or right out of point pretty much or right out of point pretty much or right out of college. And uh, so what I would do is I college. And uh, so what I would do is I college. And uh, so what I would do is I would buy uh buy a house. I would flip would buy uh buy a house. I would flip would buy uh buy a house. I would flip it uh remodel it, sell it, exchange it, it uh remodel it, sell it, exchange it, it uh remodel it, sell it, exchange it, buy two to three houses that I would buy two to three houses that I would buy two to three houses that I would hold as rentals. hold as rentals. hold as rentals. » Uh, they would cash flow. I would » Uh, they would cash flow. I would » Uh, they would cash flow. I would leverage equity in those to finance leverage equity in those to finance leverage equity in those to finance another one. And just one thing led to another one. And just one thing led to another one. And just one thing led to the other. And eventually, you know, I the other. And eventually, you know, I the other. And eventually, you know, I had 50 60 houses. uh here mostly in El had 50 60 houses. uh here mostly in El had 50 60 houses. uh here mostly in El Dredo. Um Dredo. Um Dredo. Um and uh and then you know eventually the and uh and then you know eventually the and uh and then you know eventually the market got really hot you know the market got really hot you know the market got really hot you know during COVID and I sold a bunch of those during COVID and I sold a bunch of those during COVID and I sold a bunch of those and um yeah that's a pretty fun and um yeah that's a pretty fun and um yeah that's a pretty fun business. And then uh 2010 business. And then uh 2010 business. And then uh 2010 um I ended up buying uh the Brussi barn um I ended up buying uh the Brussi barn um I ended up buying uh the Brussi barn and angller's bait and tackle. and angller's bait and tackle. and angller's bait and tackle. » So that was six years after you started » So that was six years after you started » So that was six years after you started the pavement the pavement the pavement » company. Yeah. Yeah. Uh, and that I was » company. Yeah. Yeah. Uh, and that I was » company. Yeah. Yeah. Uh, and that I was more interested in the real estate piece more interested in the real estate piece more interested in the real estate piece of that business. You know, I really of that business. You know, I really of that business. You know, I really liked that corner and saw a lot of liked that corner and saw a lot of liked that corner and saw a lot of potential. Um, potential. Um, potential. Um, » and it's a liquor store and a bait shop. » and it's a liquor store and a bait shop. » and it's a liquor store and a bait shop. » Yep. » Yep. » Yep. » Right. Yep. Beer and bait. Beer. Right » Right. Yep. Beer and bait. Beer. Right » Right. Yep. Beer and bait. Beer. Right by the lake. by the lake. by the lake. » Right by the lake. I love that. » Right by the lake. I love that. » Right by the lake. I love that. » Yep. » Yep. » Yep. » So, buy that, remodel it. Did an amazing » So, buy that, remodel it. Did an amazing » So, buy that, remodel it. Did an amazing job. It turned out really cool. Yeah. job. It turned out really cool. Yeah. job. It turned out really cool. Yeah. Put the coolest sign in town up cuz Put the coolest sign in town up cuz Put the coolest sign in town up cuz you're Andy Waller. It was a big sign. you're Andy Waller. It was a big sign. you're Andy Waller. It was a big sign. That's what That's what That's what » it was a big sign. Wanted to » it was a big sign. Wanted to » it was a big sign. Wanted to » Who would do a sign that Andy would? » Who would do a sign that Andy would? » Who would do a sign that Andy would? Andy's goat maker go home. Andy's goat maker go home. Andy's goat maker go home. » That's kind of how I am. Yeah. » That's kind of how I am. Yeah. » That's kind of how I am. Yeah. » Uh yeah. So talk about that. So then you » Uh yeah. So talk about that. So then you » Uh yeah. So talk about that. So then you go into retail, know nothing about that go into retail, know nothing about that go into retail, know nothing about that world. Uh but you love to fish. world. Uh but you love to fish. world. Uh but you love to fish. » Yeah. » Yeah. » Yeah. » Right. So you had probably had some » Right. So you had probably had some » Right. So you had probably had some understanding of bait, but probably not understanding of bait, but probably not understanding of bait, but probably not the business model of bait, I'm the business model of bait, I'm the business model of bait, I'm assuming. assuming. assuming. » No. Uh but I als but I walk into a store » No. Uh but I als but I walk into a store » No. Uh but I als but I walk into a store and I just saw, you know, hardly no and I just saw, you know, hardly no and I just saw, you know, hardly no inventory that anybody wanted and I just inventory that anybody wanted and I just inventory that anybody wanted and I just saw tons of tons of potential in there. saw tons of tons of potential in there. saw tons of tons of potential in there. So we, you know, today there's about 20 So we, you know, today there's about 20 So we, you know, today there's about 20 times the inventory than there was when times the inventory than there was when times the inventory than there was when I bought it. I bought it. I bought it. » Yeah. » Yeah. » Yeah. » So, um, you know, we knocked out some » So, um, you know, we knocked out some » So, um, you know, we knocked out some walls, expanded it, and it's kind of walls, expanded it, and it's kind of walls, expanded it, and it's kind of a destination store now. a destination store now. a destination store now. » Yeah. So, talk about the liquor side » Yeah. So, talk about the liquor side » Yeah. So, talk about the liquor side of it. What have you learned about of it. What have you learned about of it. What have you learned about that business? Seems like uh in my mind that business? Seems like uh in my mind that business? Seems like uh in my mind when I think of a liquor store, like when I think of a liquor store, like when I think of a liquor store, like it's probably pretty steady business. it's probably pretty steady business. it's probably pretty steady business. Like, Like, Like, » I learned that it's uh recession proof. » I learned that it's uh recession proof. » I learned that it's uh recession proof. In fact, it's better in the recession, In fact, it's better in the recession, In fact, it's better in the recession, which is weird. People drink tend to which is weird. People drink tend to which is weird. People drink tend to drink more. But drink more. But drink more. But » no, it's a it's a high volume, low » no, it's a it's a high volume, low » no, it's a it's a high volume, low margin business. So, um it's very margin business. So, um it's very margin business. So, um it's very interesting. You know, um the strategy interesting. You know, um the strategy interesting. You know, um the strategy with a liquor store is you have to buy with a liquor store is you have to buy with a liquor store is you have to buy your product, right, in order to cash your product, right, in order to cash your product, right, in order to cash flow anything. Um, so there's flow anything. Um, so there's flow anything. Um, so there's fluctuations in sales as you buy uh fluctuations in sales as you buy uh fluctuations in sales as you buy uh product and being able to learn your product and being able to learn your product and being able to learn your timelines and your volume so you can timelines and your volume so you can timelines and your volume so you can bridge and buy these products on deep bridge and buy these products on deep bridge and buy these products on deep sales » bridge till the next time it goes on » bridge till the next time it goes on » bridge till the next time it goes on sale. So that your whole time frame uh sale. So that your whole time frame uh sale. So that your whole time frame uh you know say it could be six months. So you know say it could be six months. So you know say it could be six months. So that's why I expanded the back of the that's why I expanded the back of the that's why I expanded the back of the store, our warehouse space, so we could store, our warehouse space, so we could store, our warehouse space, so we could store more product on deep sale and store more product on deep sale and store more product on deep sale and bridge those time frames. Um, bridge those time frames. Um, bridge those time frames. Um, » but makes such a huge difference. You » but makes such a huge difference. You » but makes such a huge difference. You know, it's pretty competitive know, it's pretty competitive know, it's pretty competitive price-wise. Um, price-wise. Um, price-wise. Um, » and we try to have a really good variety » and we try to have a really good variety » and we try to have a really good variety in there. So there's a there's just, you in there. So there's a there's just, you in there. So there's a there's just, you know, you walk in that store, there's know, you walk in that store, there's know, you walk in that store, there's three or 4 thousand different products three or 4 thousand different products three or 4 thousand different products in there. And almost every product has in there. And almost every product has in there. And almost every product has more in the back and it's, you know, more in the back and it's, you know, more in the back and it's, you know, there's a lot of stuff in there. there's a lot of stuff in there. there's a lot of stuff in there. » Sure. » Sure. » Sure. » But yeah, but my luckily I have a really » But yeah, but my luckily I have a really » But yeah, but my luckily I have a really good staff. Uh Rebecca and Mickey and uh good staff. Uh Rebecca and Mickey and uh good staff. Uh Rebecca and Mickey and uh the staff in there do a great job. the staff in there do a great job. the staff in there do a great job. » Yeah. » Yeah. » Yeah. » Uh just a quick favor, can you please » Uh just a quick favor, can you please » Uh just a quick favor, can you please bring Alaskan Brewing Company back? bring Alaskan Brewing Company back? bring Alaskan Brewing Company back? » Yeah. » Yeah. » Yeah. » Yeah. Okay. » Yeah. Okay. » Yeah. Okay. » Yeah. All right. Just just the Husky IPA » Yeah. All right. Just just the Husky IPA » Yeah. All right. Just just the Husky IPA and the Amber Ale. Nothing else. Just and the Amber Ale. Nothing else. Just and the Amber Ale. Nothing else. Just those two. We'll bring that up to those two. We'll bring that up to those two. We'll bring that up to Rebecca. Rebecca. Rebecca. » Sounds good. » Sounds good. » Sounds good. » I'll put in the complaint. » I'll put in the complaint. » I'll put in the complaint. » It's not a complaint. I Every time I saw » It's not a complaint. I Every time I saw » It's not a complaint. I Every time I saw it, I thought like, is this really If it, I thought like, is this really If it, I thought like, is this really If it's coming from Alaska, this is it's coming from Alaska, this is it's coming from Alaska, this is probably a pain. probably a pain. probably a pain. » Yeah, right. » Yeah, right. » Yeah, right. » Who distributes this? » Who distributes this? » Who distributes this? » I'm sure it all goes into some » I'm sure it all goes into some » I'm sure it all goes into some distributorship. I don't know how all distributorship. I don't know how all distributorship. I don't know how all that works, but learn more about it. that works, but learn more about it. that works, but learn more about it. Having Demo Sales on the podcast, I had Having Demo Sales on the podcast, I had Having Demo Sales on the podcast, I had Brad on. It was Oh, yeah. Brad on. It was Oh, yeah. Brad on. It was Oh, yeah. » Interesting to hear that side of the » Interesting to hear that side of the » Interesting to hear that side of the business, too. Yeah. And so, they business, too. Yeah. And so, they business, too. Yeah. And so, they obviously take care of you on multiple obviously take care of you on multiple obviously take care of you on multiple lines. lines. lines. » Yeah. Yeah. Good group. Um, okay. So, » Yeah. Yeah. Good group. Um, okay. So, » Yeah. Yeah. Good group. Um, okay. So, start scaling that up and we're going to start scaling that up and we're going to start scaling that up and we're going to keep going down the timeline. Then this keep going down the timeline. Then this keep going down the timeline. Then this thing happened called a music festival thing happened called a music festival thing happened called a music festival in town. in town. in town. » Oh, jeez. » Oh, jeez. » Oh, jeez. » Damn music festival. And it lived up to » Damn music festival. And it lived up to » Damn music festival. And it lived up to its name probably from your experience. its name probably from your experience. its name probably from your experience. Yeah. Yeah. Yeah. » Uh, but what year was that when you uh » Uh, but what year was that when you uh » Uh, but what year was that when you uh invested into that? invested into that? invested into that? » Uh, what year was that? God, » Uh, what year was that? God, » Uh, what year was that? God, » I'm trying to think too cuz we went to » I'm trying to think too cuz we went to » I'm trying to think too cuz we went to it. it. it. » I tried to erase that from my » I tried to erase that from my » I tried to erase that from my » I know. I know. I know. Uh that » I know. I know. I know. Uh that » I know. I know. I know. Uh that » this is all building to a bigger » this is all building to a bigger » this is all building to a bigger question. question. question. » Was that like that was that had to be » Was that like that was that had to be » Was that like that was that had to be precoid? precoid? precoid? » Uh so yeah I think that was like 20 18 » Uh so yeah I think that was like 20 18 » Uh so yeah I think that was like 20 18 maybe. maybe. maybe. » 2018. Okay. So it was quite a bit after » 2018. Okay. So it was quite a bit after » 2018. Okay. So it was quite a bit after the Yeah. the Yeah. the Yeah. » Yeah. Something like that. Uh » Yeah. Something like that. Uh » Yeah. Something like that. Uh » and the first year you were involved was » and the first year you were involved was » and the first year you were involved was that the Toby Keith? that the Toby Keith? that the Toby Keith? » Yeah. So I originally got approached by » Yeah. So I originally got approached by » Yeah. So I originally got approached by the ownership team. I don't know how the ownership team. I don't know how the ownership team. I don't know how they got my name and my number. Someone they got my name and my number. Someone they got my name and my number. Someone gave » I gave it to them. Sorry. It's your » I gave it to them. Sorry. It's your » I gave it to them. Sorry. It's your fault then. fault then. fault then. » Uh so yeah, they approached me. They » Uh so yeah, they approached me. They » Uh so yeah, they approached me. They they wanted uh you know help with they wanted uh you know help with they wanted uh you know help with funding and planning to bring in Toby funding and planning to bring in Toby funding and planning to bring in Toby Keith to Elorado Lake. And I thought, Keith to Elorado Lake. And I thought, Keith to Elorado Lake. And I thought, well, that'd be pretty cool cuz nobody well, that'd be pretty cool cuz nobody well, that'd be pretty cool cuz nobody that big has ever that big has ever that big has ever » 12,000 people. » 12,000 people. » 12,000 people. » So originally I just wanted to help » So originally I just wanted to help » So originally I just wanted to help bring something really cool to Elorado. bring something really cool to Elorado. bring something really cool to Elorado. And uh so I you know asked them for all And uh so I you know asked them for all And uh so I you know asked them for all their books and financials and their books and financials and their books and financials and everything and studied it and I was not everything and studied it and I was not everything and studied it and I was not impressed whatsoever to say the least. impressed whatsoever to say the least. impressed whatsoever to say the least. And uh so I talked to some other people And uh so I talked to some other people And uh so I talked to some other people in the music industry that they in the music industry that they in the music industry that they connected me with and of course I got connected me with and of course I got connected me with and of course I got the grand sale. It's going to be great the grand sale. It's going to be great the grand sale. It's going to be great and tickets are going to fly off the and tickets are going to fly off the and tickets are going to fly off the shelf and shelf and shelf and oh my gosh that cannot be further from oh my gosh that cannot be further from oh my gosh that cannot be further from the truth. So, I I eventually just said, the truth. So, I I eventually just said, the truth. So, I I eventually just said, "All right, let's do it." And uh helped "All right, let's do it." And uh helped "All right, let's do it." And uh helped get Toby Keith and you know, I got like get Toby Keith and you know, I got like get Toby Keith and you know, I got like a 5% ownership in the deal and uh a a 5% ownership in the deal and uh a a 5% ownership in the deal and uh a bunch of other, you know, perks and bunch of other, you know, perks and bunch of other, you know, perks and uh but eventually, so we announced Toby uh but eventually, so we announced Toby uh but eventually, so we announced Toby Keith. We sold We were supposed to sell Keith. We sold We were supposed to sell Keith. We sold We were supposed to sell like 15,000 tickets that first week. We like 15,000 tickets that first week. We like 15,000 tickets that first week. We sold like 300. sold like 300. sold like 300. » Oh god. Oh no. » Oh god. Oh no. » Oh god. Oh no. » And most of those ticket sales were » And most of those ticket sales were » And most of those ticket sales were supposed to pay me back. We have an supposed to pay me back. We have an supposed to pay me back. We have an expensive headliner coming. expensive headliner coming. expensive headliner coming. » And by the way, that's just one uh » And by the way, that's just one uh » And by the way, that's just one uh artist and we need nine more because we artist and we need nine more because we artist and we need nine more because we have to fill out Friday and Saturday. have to fill out Friday and Saturday. have to fill out Friday and Saturday. And uh so like we have no in And uh so like we have no in And uh so like we have no in » cuz it was a multi-day. It was like was » cuz it was a multi-day. It was like was » cuz it was a multi-day. It was like was it a Thursday, Friday, Saturday, Sunday it a Thursday, Friday, Saturday, Sunday it a Thursday, Friday, Saturday, Sunday or Friday, Saturday, Sunday? or Friday, Saturday, Sunday? or Friday, Saturday, Sunday? » It was Friday, Saturday. » It was Friday, Saturday. » It was Friday, Saturday. » Oh, just two days. Okay. » Oh, just two days. Okay. » Oh, just two days. Okay. » Two days. Uh but a massive » Two days. Uh but a massive » Two days. Uh but a massive buildout like Oh, yeah. You're talking buildout like Oh, yeah. You're talking buildout like Oh, yeah. You're talking 400 acres that we developed basically. I 400 acres that we developed basically. I 400 acres that we developed basically. I mean » huge production » huge production » huge production » and I mean to to a scale I couldn't even » and I mean to to a scale I couldn't even » and I mean to to a scale I couldn't even imagine that we could do in Elorado. imagine that we could do in Elorado. imagine that we could do in Elorado. Right. Right. Right. » Right. » Right. » Right. » And so uh so we have this meeting and I » And so uh so we have this meeting and I » And so uh so we have this meeting and I said okay guys all right we have no said okay guys all right we have no said okay guys all right we have no money. We have nine more artists to money. We have nine more artists to money. We have nine more artists to book. book. book. » What would you like to do? And uh they » What would you like to do? And uh they » What would you like to do? And uh they say, "I don't know." All of them. I I go say, "I don't know." All of them. I I go say, "I don't know." All of them. I I go around the table. Do you have an idea? around the table. Do you have an idea? around the table. Do you have an idea? Do you have an idea? I I don't know. So, Do you have an idea? I I don't know. So, Do you have an idea? I I don't know. So, uh, long story short, I end up basically uh, long story short, I end up basically uh, long story short, I end up basically taking this thing over and, um, taking this thing over and, um, taking this thing over and, um, we had to do about eight capital calls we had to do about eight capital calls we had to do about eight capital calls and, uh, eventually I'm majority owner and, uh, eventually I'm majority owner and, uh, eventually I'm majority owner of this thing and I'm making all these of this thing and I'm making all these of this thing and I'm making all these decisions and I have no time to do this decisions and I have no time to do this decisions and I have no time to do this by the way, by the way, by the way, » right? Uh, » right? Uh, » right? Uh, » I only have 50 rentals, a pavement » I only have 50 rentals, a pavement » I only have 50 rentals, a pavement company, and a liquor bait shop. company, and a liquor bait shop. company, and a liquor bait shop. » Yeah. I'm supposed to be like a silent » Yeah. I'm supposed to be like a silent » Yeah. I'm supposed to be like a silent investor that was just going to show up investor that was just going to show up investor that was just going to show up and have a good time with my and have a good time with my and have a good time with my » dude. I remember I thought you were » dude. I remember I thought you were » dude. I remember I thought you were going to just drive up the dam and over going to just drive up the dam and over going to just drive up the dam and over it on your ATV. Cuz when I would go out it on your ATV. Cuz when I would go out it on your ATV. Cuz when I would go out there and you were flying around on there and you were flying around on there and you were flying around on the ATV, I'm like, I tried to talk to you ATV, I'm like, I tried to talk to you ATV, I'm like, I tried to talk to you like three times like, "Oh, Andy does like three times like, "Oh, Andy does like three times like, "Oh, Andy does not want to talk to not want to talk to not want to talk to » like I couldn't make up some of the » like I couldn't make up some of the » like I couldn't make up some of the scenarios that happened in one day." scenarios that happened in one day." scenarios that happened in one day." Like you can't even Like you can't even Like you can't even » I remember one time you flew up. I was » I remember one time you flew up. I was » I remember one time you flew up. I was like, "How's it going?" You like you like, "How's it going?" You like you like, "How's it going?" You like you were like, it looked like you were about were like, it looked like you were about were like, it looked like you were about to decompress and then your little to decompress and then your little to decompress and then your little walkie-talkie goes off cuz you guys were walkie-talkie goes off cuz you guys were walkie-talkie goes off cuz you guys were just running around and you're like and just running around and you're like and just running around and you're like and you're like, "Oh shit." And you just you're like, "Oh shit." And you just you're like, "Oh shit." And you just take off like take off like take off like » So, let me just give you like five quick » So, let me just give you like five quick » So, let me just give you like five quick scenarios that happen within like an scenarios that happen within like an scenarios that happen within like an hour and a half. This is the day of the hour and a half. This is the day of the hour and a half. This is the day of the show. We've got Brantley Gilbert as the show. We've got Brantley Gilbert as the show. We've got Brantley Gilbert as the headliner. We've got um who do we have? headliner. We've got um who do we have? headliner. We've got um who do we have? Jamie Johnson. had some big artists Jamie Johnson. had some big artists Jamie Johnson. had some big artists coming in that night. Okay. So, we've coming in that night. Okay. So, we've coming in that night. Okay. So, we've got about 15 20,000 people coming in. Uh got about 15 20,000 people coming in. Uh got about 15 20,000 people coming in. Uh the line, we thought we had a good I the line, we thought we had a good I the line, we thought we had a good I wasn't in charge of the parking plan. wasn't in charge of the parking plan. wasn't in charge of the parking plan. Someone else was that Someone else was that Someone else was that had supposedly done this before, so I had supposedly done this before, so I had supposedly done this before, so I trusted them. No. trusted them. No. trusted them. No. I get a call. Hey, the county says I get a call. Hey, the county says I get a call. Hey, the county says they're going to shut down the event they're going to shut down the event they're going to shut down the event because the line to get in the parking because the line to get in the parking because the line to get in the parking lot is shutting down Highway 77. What? lot is shutting down Highway 77. What? lot is shutting down Highway 77. What? How's it down? How is it that far down? How's it down? How is it that far down? How's it down? How is it that far down? Are you serious? Are you serious? Are you serious? » Far away. » Far away. » Far away. » So, I run down there » So, I run down there » So, I run down there » that stretch. That's what, like 2 miles » that stretch. That's what, like 2 miles » that stretch. That's what, like 2 miles » at least. Yeah. So, we are backing up » at least. Yeah. So, we are backing up » at least. Yeah. So, we are backing up traffic that far. And so, I run my ATV traffic that far. And so, I run my ATV traffic that far. And so, I run my ATV to the parking lot. I come up with this to the parking lot. I come up with this to the parking lot. I come up with this completely new plan to filter people in completely new plan to filter people in completely new plan to filter people in like just like that. It just came to me. like just like that. It just came to me. like just like that. It just came to me. I don't know. We did it. It started I don't know. We did it. It started I don't know. We did it. It started speeding things up. I get another call speeding things up. I get another call speeding things up. I get another call that says, "Hey, ABC just showed up and that says, "Hey, ABC just showed up and that says, "Hey, ABC just showed up and they need your receipt because Bruski they need your receipt because Bruski they need your receipt because Bruski Barn sold all the beer for the event and Barn sold all the beer for the event and Barn sold all the beer for the event and uh and we need they need your receipt or uh and we need they need your receipt or uh and we need they need your receipt or you're not going to be able to sell beer you're not going to be able to sell beer you're not going to be able to sell beer at the festival. They've shut down all at the festival. They've shut down all at the festival. They've shut down all bars." and bars." and bars." and » and I go and try to find this receipt » and I go and try to find this receipt » and I go and try to find this receipt and I can't find it. and I can't find it. and I can't find it. » And they say, "You're going to have to » And they say, "You're going to have to » And they say, "You're going to have to have it because we're not letting you have it because we're not letting you have it because we're not letting you sell a single beer." And people are in sell a single beer." And people are in sell a single beer." And people are in line to get drinks and they're mad. line to get drinks and they're mad. line to get drinks and they're mad. » So I have to run to the store, get a » So I have to run to the store, get a » So I have to run to the store, get a receipt, like literally fly in my ATV receipt, like literally fly in my ATV receipt, like literally fly in my ATV because I drive a car. because I drive a car. because I drive a car. » You were going down. » You were going down. » You were going down. » The only way to get to my store » The only way to get to my store » The only way to get to my store » from the lake to your store like a » from the lake to your store like a » from the lake to your store like a couple times. couple times. couple times. » The only way was off road. So, I go off » The only way was off road. So, I go off » The only way was off road. So, I go off road from the lake to 12th in Maine on road from the lake to 12th in Maine on road from the lake to 12th in Maine on my ATV about 70 mph and I get there, get my ATV about 70 mph and I get there, get my ATV about 70 mph and I get there, get a receipt, come back, give to ABC, they a receipt, come back, give to ABC, they a receipt, come back, give to ABC, they prove it, we start doing that. I get prove it, we start doing that. I get prove it, we start doing that. I get another call says, "You got to come look another call says, "You got to come look another call says, "You got to come look at this chalet." Those are the big at this chalet." Those are the big at this chalet." Those are the big temporary stands. temporary stands. temporary stands. » We think there's a huge structural issue » We think there's a huge structural issue » We think there's a huge structural issue and this thing might fall. I'm like, and this thing might fall. I'm like, and this thing might fall. I'm like, » and this is like Friday. » and this is like Friday. » and this is like Friday. » This is Friday. And I'm like, what? I'm » This is Friday. And I'm like, what? I'm » This is Friday. And I'm like, what? I'm not a structural engineer. So, I go over not a structural engineer. So, I go over not a structural engineer. So, I go over there and sure enough, it's leaning and there and sure enough, it's leaning and there and sure enough, it's leaning and some of the doors won't even open and some of the doors won't even open and some of the doors won't even open and like 200 of my friends are up there. like 200 of my friends are up there. like 200 of my friends are up there. » I know everybody in this thing and uh » I know everybody in this thing and uh » I know everybody in this thing and uh » anonymous text star get out of the » anonymous text star get out of the » anonymous text star get out of the » So, I'm like I'm about to get everybody » So, I'm like I'm about to get everybody » So, I'm like I'm about to get everybody out of here. out of here. out of here. » And so, they're looking at me like, is » And so, they're looking at me like, is » And so, they're looking at me like, is this safe? And I'm under there looking this safe? And I'm under there looking this safe? And I'm under there looking at this structure that I've never seen at this structure that I've never seen at this structure that I've never seen before trying to figure out if it's before trying to figure out if it's before trying to figure out if it's safe. I'm like, I don't know. So, is safe. I'm like, I don't know. So, is safe. I'm like, I don't know. So, is there anybody here that's a structural there anybody here that's a structural there anybody here that's a structural engineer? So, luckily the guy that built engineer? So, luckily the guy that built engineer? So, luckily the guy that built the stage, which is a huge stage, he the stage, which is a huge stage, he the stage, which is a huge stage, he comes over and looks at it with me and comes over and looks at it with me and comes over and looks at it with me and he basically has all these fancy straps he basically has all these fancy straps he basically has all these fancy straps and he resecures it. And I said, "You and he resecures it. And I said, "You and he resecures it. And I said, "You better guarantee me that this will not better guarantee me that this will not better guarantee me that this will not fall because I know everybody up here fall because I know everybody up here fall because I know everybody up here and it's on me. and it's on me. and it's on me. » You better be very confident." And he » You better be very confident." And he » You better be very confident." And he says, "Yeah, it's good. I promise you says, "Yeah, it's good. I promise you says, "Yeah, it's good. I promise you it's safe. it's safe. it's safe. » Did he hesitate at all? » Did he hesitate at all? » Did he hesitate at all? » No. But if he would have, I would I was » No. But if he would have, I would I was » No. But if he would have, I would I was pulling the plug, man. I was pulling the pulling the plug, man. I was pulling the pulling the plug, man. I was pulling the plug. Okay. And then we are 15 minutes plug. Okay. And then we are 15 minutes plug. Okay. And then we are 15 minutes to showtime. Okay. I get another call to showtime. Okay. I get another call to showtime. Okay. I get another call that says, "Hey, they're not and that says, "Hey, they're not and that says, "Hey, they're not and everybody's up there at the front, you everybody's up there at the front, you everybody's up there at the front, you know, all you know, there's 15 20,000 know, all you know, there's 15 20,000 know, all you know, there's 15 20,000 people waiting for the show to start." people waiting for the show to start." people waiting for the show to start." And I get a call and they say, "We got a And I get a call and they say, "We got a And I get a call and they say, "We got a big problem." I'm like I just big problem." I'm like I just big problem." I'm like I just what has got like what now? Right. They what has got like what now? Right. They what has got like what now? Right. They say nobody paid the guy with this the say nobody paid the guy with this the say nobody paid the guy with this the sound and the lights and the stage. the sound and the lights and the stage. the sound and the lights and the stage. I said what do you mean nobody paid him? I said what do you mean nobody paid him? I said what do you mean nobody paid him? He says I'm not starting this show until He says I'm not starting this show until He says I'm not starting this show until I'm paid. I'm paid. I'm paid. » One of the partners said she » One of the partners said she » One of the partners said she told me that she had already paid them. told me that she had already paid them. told me that she had already paid them. » Oh my god. » Oh my god. » Oh my god. » Well, she didn't. So, I call her on my » Well, she didn't. So, I call her on my » Well, she didn't. So, I call her on my phone. I'm like, "What the heck is going phone. I'm like, "What the heck is going phone. I'm like, "What the heck is going on? on? on? Why have these people not been paid?" Why have these people not been paid?" Why have these people not been paid?" She said, "Well, we were supposed to get She said, "Well, we were supposed to get She said, "Well, we were supposed to get some sponsorship money and it never came some sponsorship money and it never came some sponsorship money and it never came in. So, I don't have any money to pay in. So, I don't have any money to pay in. So, I don't have any money to pay them." I'm like, "Well, who's going to them." I'm like, "Well, who's going to them." I'm like, "Well, who's going to pay them?" I don't know. I'm like, pay them?" I don't know. I'm like, pay them?" I don't know. I'm like, "Okay, okay, I see where this is going. "Okay, okay, I see where this is going. "Okay, okay, I see where this is going. I'm going to have to solve this I'm going to have to solve this I'm going to have to solve this problem." problem." problem." So I have to run to my truck and write So I have to run to my truck and write So I have to run to my truck and write this big check for to get sound, lights, this big check for to get sound, lights, this big check for to get sound, lights, and stage turned on or else all these and stage turned on or else all these and stage turned on or else all these people were not going to see a show. people were not going to see a show. people were not going to see a show. » Gosh. » Gosh. » Gosh. » And the show starts and everybody has a » And the show starts and everybody has a » And the show starts and everybody has a great time. And I am still putting out great time. And I am still putting out great time. And I am still putting out fires all night like fires all night like fires all night like » like all night fires. » like all night fires. » like all night fires. » And uh then there's a huge thunderstorm » And uh then there's a huge thunderstorm » And uh then there's a huge thunderstorm coming in. I had meteorologists on site coming in. I had meteorologists on site coming in. I had meteorologists on site giving me all these warnings the whole giving me all these warnings the whole giving me all these warnings the whole time. and I'm trying to decide if we're time. and I'm trying to decide if we're time. and I'm trying to decide if we're stopping the show or not. And like stopping the show or not. And like stopping the show or not. And like » I mean it was crazy. » I mean it was crazy. » I mean it was crazy. » Yeah. » Yeah. » Yeah. » I would not suggest having the music » I would not suggest having the music » I would not suggest having the music industry music festival. industry music festival. industry music festival. » Yeah. » Yeah. » Yeah. » Well, that's the saddest part. Like I » Well, that's the saddest part. Like I » Well, that's the saddest part. Like I was worthless of no help to you that was worthless of no help to you that was worthless of no help to you that whole time. But it was obvious how whole time. But it was obvious how whole time. But it was obvious how passionate you were. You every time you passionate you were. You every time you passionate you were. You every time you talked to me he's like I just want to talked to me he's like I just want to talked to me he's like I just want to bring something special to Elder. Like bring something special to Elder. Like bring something special to Elder. Like it was such a passion project. You had it was such a passion project. You had it was such a passion project. You had no mindset that you were going to make no mindset that you were going to make no mindset that you were going to make no no no » money. It was and it was a cool event » money. It was and it was a cool event » money. It was and it was a cool event like » and all that. I lost my butt in that » and all that. I lost my butt in that » and all that. I lost my butt in that investment. But investment. But investment. But » you know I everybody I talked to had a » you know I everybody I talked to had a » you know I everybody I talked to had a great time. great time. great time. » I had a great time. » I had a great time. » I had a great time. » I'm glad you had fun. » I'm glad you had fun. » I'm glad you had fun. » I had so much fun. » I had so much fun. » I had so much fun. » I did not. » I did not. » I did not. » I had a little anxiety every time I saw » I had a little anxiety every time I saw » I had a little anxiety every time I saw you flying by on the ATV. Like I was you flying by on the ATV. Like I was you flying by on the ATV. Like I was flying high everywhere. flying high everywhere. flying high everywhere. » Yeah. Yeah. That was crazy. Um, so then » Yeah. Yeah. That was crazy. Um, so then » Yeah. Yeah. That was crazy. Um, so then fast forward, Toby Keith was totally fast forward, Toby Keith was totally fast forward, Toby Keith was totally lit. lit. lit. » Oh yeah, that guy was so » Oh yeah, that guy was so » Oh yeah, that guy was so » Did something ever come out about why he » Did something ever come out about why he » Did something ever come out about why he was I thought I heard something later, was I thought I heard something later, was I thought I heard something later, but I mean he was he went uh golfing but I mean he was he went uh golfing but I mean he was he went uh golfing that day, got drunk, came to the event that day, got drunk, came to the event that day, got drunk, came to the event and kept started drinking Jack and kept started drinking Jack and kept started drinking Jack » like all evening before the show and he » like all evening before the show and he » like all evening before the show and he didn't start till like 9:30 or didn't start till like 9:30 or didn't start till like 9:30 or something. something. something. » Yeah. By the time he got to on the » Yeah. By the time he got to on the » Yeah. By the time he got to on the stage, he he had to have help coming up stage, he he had to have help coming up stage, he he had to have help coming up the stairs. Yeah. the stairs. Yeah. the stairs. Yeah. » That's how drunk he was. » That's how drunk he was. » That's how drunk he was. » Oh my god. » Oh my god. » Oh my god. » So he's holding a red solo cup and it » So he's holding a red solo cup and it » So he's holding a red solo cup and it has straight tequila in it. has straight tequila in it. has straight tequila in it. » Oh. » Oh. » Oh. » And so I was backstage dealing with some » And so I was backstage dealing with some » And so I was backstage dealing with some issue » headliner. » headliner. » headliner. » Yeah. So, so Toby, he's, you know, he » Yeah. So, so Toby, he's, you know, he » Yeah. So, so Toby, he's, you know, he sings a few songs and then he leaves and sings a few songs and then he leaves and sings a few songs and then he leaves and then he leaves the stage. then he leaves the stage. then he leaves the stage. » Yeah. » Yeah. » Yeah. » Because he had to go downstairs and » Because he had to go downstairs and » Because he had to go downstairs and throw up. I saw him throw up throw up. I saw him throw up throw up. I saw him throw up » and I'm like, » and I'm like, » and I'm like, » "This is the guy that I like » "This is the guy that I like » "This is the guy that I like » I paid for like I I helped bring this » I paid for like I I helped bring this » I paid for like I I helped bring this guy to El Dredo and he is not even going guy to El Dredo and he is not even going guy to El Dredo and he is not even going to finish the show." like, oh my god, to finish the show." like, oh my god, to finish the show." like, oh my god, you know you know you know » what? Like, I just wonder if there was » what? Like, I just wonder if there was » what? Like, I just wonder if there was something going on at that point. You something going on at that point. You something going on at that point. You know what I mean? Like, was he just know what I mean? Like, was he just know what I mean? Like, was he just like, this is the low. This is a low for like, this is the low. This is a low for like, this is the low. This is a low for me. I'm in Elorado, Kansas. I don't know me. I'm in Elorado, Kansas. I don't know me. I'm in Elorado, Kansas. I don't know what happened. What was the what happened. What was the what happened. What was the » I don't know. I'm sure that's not a » I don't know. I'm sure that's not a » I don't know. I'm sure that's not a hopefully it wasn't like, I don't want hopefully it wasn't like, I don't want hopefully it wasn't like, I don't want to be here. I'm just going to drink a to be here. I'm just going to drink a to be here. I'm just going to drink a lot and try to forget this experience. lot and try to forget this experience. lot and try to forget this experience. » It was funny. Everybody that was drunk » It was funny. Everybody that was drunk » It was funny. Everybody that was drunk at the event thought he was perfect. at the event thought he was perfect. at the event thought he was perfect. Everybody that was sober, which was me, Everybody that was sober, which was me, Everybody that was sober, which was me, was like, "Oh no." Like he he's was like, "Oh no." Like he he's was like, "Oh no." Like he he's drifting. drifting. drifting. » He was not in good shape. » He was not in good shape. » He was not in good shape. » There'd be a few times he'd, you know, » There'd be a few times he'd, you know, » There'd be a few times he'd, you know, the next line starts and he's this far the next line starts and he's this far the next line starts and he's this far from the mic and he's just like, then he from the mic and he's just like, then he from the mic and he's just like, then he come back in like you can tell he's come back in like you can tell he's come back in like you can tell he's like trying to find the mic. like trying to find the mic. like trying to find the mic. » I know. You're like, "Oh no." » I know. You're like, "Oh no." » I know. You're like, "Oh no." » Yeah. It was crazy. » Yeah. It was crazy. » Yeah. It was crazy. » Yeah. Love you, Toby. » Yeah. Love you, Toby. » Yeah. Love you, Toby. » Thanks for the good story. » Thanks for the good story. » Thanks for the good story. » Yeah. » Yeah. » Yeah. » Yeah. He somehow finished the show. He » Yeah. He somehow finished the show. He » Yeah. He somehow finished the show. He did. Yeah. He got better towards the did. Yeah. He got better towards the did. Yeah. He got better towards the end. So, probably cuz he threw up cuz end. So, probably cuz he threw up cuz end. So, probably cuz he threw up cuz like it was I felt like there were some like it was I felt like there were some like it was I felt like there were some moments towards the end it got a little moments towards the end it got a little moments towards the end it got a little better. better. better. » But then you'd see that red solo cup » But then you'd see that red solo cup » But then you'd see that red solo cup come out and you're like, "No, put it come out and you're like, "No, put it come out and you're like, "No, put it down." down." down." » I know. Yeah. He kept trying to pick up » I know. Yeah. He kept trying to pick up » I know. Yeah. He kept trying to pick up that cup again. that cup again. that cup again. » Yeah. » Yeah. » Yeah. » And I'm like, "Don't you do it. » And I'm like, "Don't you do it. » And I'm like, "Don't you do it. » Don't you do it." » Don't you do it." » Don't you do it." » Dude, you know what made this the » Dude, you know what made this the » Dude, you know what made this the perfect story is if you would have gone perfect story is if you would have gone perfect story is if you would have gone if you just would have got up there and if you just would have got up there and if you just would have got up there and taken the cup out of his hand live taken the cup out of his hand live taken the cup out of his hand live during the show. That would have been during the show. That would have been during the show. That would have been like I was I was really close to that. Yeah. I was I was really close to that. Yeah. I was I was really close to that. Yeah. » Yeah. » Yeah. » Yeah. » Oh man, it was cool. I mean, the whole » Oh man, it was cool. I mean, the whole » Oh man, it was cool. I mean, the whole concept, the venue was like sick. I concept, the venue was like sick. I concept, the venue was like sick. I mean, mean, mean, » the show turned out great. People have » the show turned out great. People have » the show turned out great. People have no clue what was going on behind the no clue what was going on behind the no clue what was going on behind the scenes. No clue. scenes. No clue. scenes. No clue. » No, it was complete chaos. » No, it was complete chaos. » No, it was complete chaos. » One of my favorite parts of that whole » One of my favorite parts of that whole » One of my favorite parts of that whole show, shout out to Brandon Demo, is all show, shout out to Brandon Demo, is all show, shout out to Brandon Demo, is all the Deemos going up on stage. And what the Deemos going up on stage. And what the Deemos going up on stage. And what was Brandon yelling? He was yelling the was Brandon yelling? He was yelling the was Brandon yelling? He was yelling the Budlight tagline over and over. They Budlight tagline over and over. They Budlight tagline over and over. They were like a premier sponsor, so they had were like a premier sponsor, so they had were like a premier sponsor, so they had like a like a like a » What was the Budlight uh line? » What was the Budlight uh line? » What was the Budlight uh line? » I don't remember. He just started » I don't remember. He just started » I don't remember. He just started yelling. He just yelled it like 20 yelling. He just yelled it like 20 yelling. He just yelled it like 20 times. times. times. » I don't think » I don't think » I don't think » and everybody was yelling it. It was » and everybody was yelling it. It was » and everybody was yelling it. It was wild. It was awesome. wild. It was awesome. wild. It was awesome. » I was probably putting on » I was probably putting on » I was probably putting on » waiting for like this speech and oh that » waiting for like this speech and oh that » waiting for like this speech and oh that is terrible. Google it right now, Tyler. is terrible. Google it right now, Tyler. is terrible. Google it right now, Tyler. » What was that Bud Light? And you just » What was that Bud Light? And you just » What was that Bud Light? And you just kept yelling it and the crowd would yell kept yelling it and the crowd would yell kept yelling it and the crowd would yell it. You got the crowd all fired up. I it. You got the crowd all fired up. I it. You got the crowd all fired up. I was like this is awesome. Sounds cool. was like this is awesome. Sounds cool. was like this is awesome. Sounds cool. » It's cool to see a bunch of Elo boys up » It's cool to see a bunch of Elo boys up » It's cool to see a bunch of Elo boys up on the stage firing up thousands of on the stage firing up thousands of on the stage firing up thousands of people. people. people. » Yeah, that's awesome. » Yeah, that's awesome. » Yeah, that's awesome. » That was cool. Um, okay. Wow. » That was cool. Um, okay. Wow. » That was cool. Um, okay. Wow. » See, you were like sitting there like, » See, you were like sitting there like, » See, you were like sitting there like, "What are we going to talk about?" "What are we going to talk about?" "What are we going to talk about?" » I told you. You have a lot to talk » I told you. You have a lot to talk » I told you. You have a lot to talk about. about. about. » I told you could ask me any » I told you could ask me any » I told you could ask me any question, but not that one. question, but not that one. question, but not that one. » I just I I think a lot of people don't » I just I I think a lot of people don't » I just I I think a lot of people don't know how much went into that and don't know how much went into that and don't know how much went into that and don't know that you were part of that and will know that you were part of that and will know that you were part of that and will now appreciate that. now appreciate that. now appreciate that. » Yeah, » Yeah, » Yeah, » there's a lot of people that went to the » there's a lot of people that went to the » there's a lot of people that went to the music fest. Definitely behind the music fest. Definitely behind the music fest. Definitely behind the scenes. I wasn't the guy doing the news scenes. I wasn't the guy doing the news scenes. I wasn't the guy doing the news interviews. I was behind the scenes interviews. I was behind the scenes interviews. I was behind the scenes trying to make sure it actually trying to make sure it actually trying to make sure it actually happened. happened. happened. » Yeah. So, you now have a lot of respect » Yeah. So, you now have a lot of respect » Yeah. So, you now have a lot of respect for uh whatever that is, whatever that for uh whatever that is, whatever that for uh whatever that is, whatever that position is actually called. position is actually called. position is actually called. » Yeah. Somebody else is going to have to » Yeah. Somebody else is going to have to » Yeah. Somebody else is going to have to do it next time. do it next time. do it next time. » I'm out. I also remember after man, you » I'm out. I also remember after man, you » I'm out. I also remember after man, you were in rough shape and you just left were in rough shape and you just left were in rough shape and you just left town like you were gone for I don't know town like you were gone for I don't know town like you were gone for I don't know how long. You just disappeared in how long. You just disappeared in how long. You just disappeared in Colorado. Colorado. Colorado. » Yes. I needed mountain time. I needed to » Yes. I needed mountain time. I needed to » Yes. I needed mountain time. I needed to get away. I think I like texted you like get away. I think I like texted you like get away. I think I like texted you like glad you got it. Are you are you gonna glad you got it. Are you are you gonna glad you got it. Are you are you gonna come back? Like are you come back? Like are you come back? Like are you » I'm still thinking about it. » I'm still thinking about it. » I'm still thinking about it. » Yeah, you're still on the fence. » Yeah, you're still on the fence. » Yeah, you're still on the fence. » Yeah. » Yeah. » Yeah. » Okay. So, then we go Yeah. Damn Music » Okay. So, then we go Yeah. Damn Music » Okay. So, then we go Yeah. Damn Music Fest. So, pretty diversified at this Fest. So, pretty diversified at this Fest. So, pretty diversified at this point. um to uh change of partnership on point. um to uh change of partnership on point. um to uh change of partnership on SPS, rebrand to Encore, which sucked by SPS, rebrand to Encore, which sucked by SPS, rebrand to Encore, which sucked by the way for only one reason for me was the way for only one reason for me was the way for only one reason for me was those beautiful National Geographic those beautiful National Geographic those beautiful National Geographic videos that Tyler and Jordan built for videos that Tyler and Jordan built for videos that Tyler and Jordan built for you that all said SPS. You remember you that all said SPS. You remember you that all said SPS. You remember those? those? those? » Yes. » Yes. » Yes. » Those 10 minute I mean they were just » Those 10 minute I mean they were just » Those 10 minute I mean they were just » those were great. » those were great. » those were great. » Those were so cool. » Those were so cool. » Those were so cool. » They were very good. » They were very good. » They were very good. » I don't know if you ever saw those, » I don't know if you ever saw those, » I don't know if you ever saw those, Norris. Yeah, they were just like I mean Norris. Yeah, they were just like I mean Norris. Yeah, they were just like I mean that's total Jordan style too. It was that's total Jordan style too. It was that's total Jordan style too. It was like uh I don't know National Geographic like uh I don't know National Geographic like uh I don't know National Geographic is probably not the right word. is probably not the right word. is probably not the right word. » That's kind of the feel. » That's kind of the feel. » That's kind of the feel. » I mean it's like documentary style » I mean it's like documentary style » I mean it's like documentary style though filmmaker style. It was so cool though filmmaker style. It was so cool though filmmaker style. It was so cool but I remember when you changed the name but I remember when you changed the name but I remember when you changed the name but I was like oh there goes those but I was like oh there goes those but I was like oh there goes those videos which you could maybe AI could re videos which you could maybe AI could re videos which you could maybe AI could re you know just overlay encore on all you know just overlay encore on all you know just overlay encore on all those and change out the words now. But those and change out the words now. But those and change out the words now. But so anyway fast forward go to encore. Um so anyway fast forward go to encore. Um so anyway fast forward go to encore. Um then tell me cuz this is kind of your then tell me cuz this is kind of your then tell me cuz this is kind of your bread and butter still, right? This is bread and butter still, right? This is bread and butter still, right? This is still your core. You've got you've got still your core. You've got you've got still your core. You've got you've got housing uh investments, liquor based, housing uh investments, liquor based, housing uh investments, liquor based, » some commercial investments now, » some commercial investments now, » some commercial investments now, » commercial property. » commercial property. » commercial property. » So uh yeah, so 2020 we rebrand. We moved » So uh yeah, so 2020 we rebrand. We moved » So uh yeah, so 2020 we rebrand. We moved the company from Elder to Witchaw and as the company from Elder to Witchaw and as the company from Elder to Witchaw and as you know 2020 there's something kind of you know 2020 there's something kind of you know 2020 there's something kind of big that happened called COVID. big that happened called COVID. big that happened called COVID. » And so we start this new entity and uh » And so we start this new entity and uh » And so we start this new entity and uh rebrand it. We build this backlog and by rebrand it. We build this backlog and by rebrand it. We build this backlog and by April we're like, "All right, this is April we're like, "All right, this is April we're like, "All right, this is looking good. Let's go." looking good. Let's go." looking good. Let's go." » Oh, I forgot about this. » Oh, I forgot about this. » Oh, I forgot about this. » And then COVID hits and all of a sudden » And then COVID hits and all of a sudden » And then COVID hits and all of a sudden we lose 95% of our backlog in about two we lose 95% of our backlog in about two we lose 95% of our backlog in about two weeks. Every single project almost got weeks. Every single project almost got weeks. Every single project almost got cancelled. And then and we have, you cancelled. And then and we have, you cancelled. And then and we have, you know, a lot of employees at that time know, a lot of employees at that time know, a lot of employees at that time and no work for anybody. And we just and no work for anybody. And we just and no work for anybody. And we just tell them, tell them, tell them, » "And you just like invested a lot in a » "And you just like invested a lot in a » "And you just like invested a lot in a lot. Just bought so you probably have lot. Just bought so you probably have lot. Just bought so you probably have debts cuz you just bought out a debts cuz you just bought out a debts cuz you just bought out a partner." partner." partner." » Bought out a partner and » Bought out a partner and » Bought out a partner and » Yep. And yeah, super stressful » Yep. And yeah, super stressful » Yep. And yeah, super stressful time. Uh so for a few months, you know, time. Uh so for a few months, you know, time. Uh so for a few months, you know, we were, you know, trying to float guys, we were, you know, trying to float guys, we were, you know, trying to float guys, just trying to get them 10, 20 hours a just trying to get them 10, 20 hours a just trying to get them 10, 20 hours a week, try just trying not to lose our week, try just trying not to lose our week, try just trying not to lose our key employees. Uh waiting on things to key employees. Uh waiting on things to key employees. Uh waiting on things to come back, had no control. And also, you come back, had no control. And also, you come back, had no control. And also, you know, like everybody had no idea what know, like everybody had no idea what know, like everybody had no idea what was going to happen. Uh so, uh but was going to happen. Uh so, uh but was going to happen. Uh so, uh but eventually in like June, July, our eventually in like June, July, our eventually in like June, July, our backlog went came back and then we were backlog went came back and then we were backlog went came back and then we were busier than we could even handle. It's busier than we could even handle. It's busier than we could even handle. It's really weird year. really weird year. really weird year. » Um so, fast forward » Um so, fast forward » Um so, fast forward » to 2022, » to 2022, » to 2022, we get approached by a private equity we get approached by a private equity we get approached by a private equity company and um we were not considering company and um we were not considering company and um we were not considering selling at that time. Uh but they kept selling at that time. Uh but they kept selling at that time. Uh but they kept coming back and they seemed serious. coming back and they seemed serious. coming back and they seemed serious. So we're like, uh what the heck? Let's, So we're like, uh what the heck? Let's, So we're like, uh what the heck? Let's, » you know, let's consider it and just » you know, let's consider it and just » you know, let's consider it and just hear them out. And so they asked for hear them out. And so they asked for hear them out. And so they asked for some financials. We sent them some financials. We sent them some financials. We sent them some things and uh and they sent us an offer things and uh and they sent us an offer things and uh and they sent us an offer back and it was uh way better than we back and it was uh way better than we back and it was uh way better than we thought that we could possibly get. So thought that we could possibly get. So thought that we could possibly get. So So we um we they ended up flying to So we um we they ended up flying to So we um we they ended up flying to Witchaw. We had a big full day meeting Witchaw. We had a big full day meeting Witchaw. We had a big full day meeting with them uh go back and forth and they with them uh go back and forth and they with them uh go back and forth and they kept raising their offer and uh we're kept raising their offer and uh we're kept raising their offer and uh we're like okay we can't turn this down. So like okay we can't turn this down. So like okay we can't turn this down. So 2023 uh ended up selling to a private equity uh ended up selling to a private equity uh ended up selling to a private equity company. Um, we all rolled back some company. Um, we all rolled back some company. Um, we all rolled back some equity, you know, and then, uh, really equity, you know, and then, uh, really equity, you know, and then, uh, really crazy thing is, uh, 60 days later, we're crazy thing is, uh, 60 days later, we're crazy thing is, uh, 60 days later, we're back in due diligence again, got rolled back in due diligence again, got rolled back in due diligence again, got rolled up again. Uh, up again. Uh, up again. Uh, » so that equity group then resold it or » so that equity group then resold it or » so that equity group then resold it or the whole private equity group got us the whole private equity group got us the whole private equity group got us sold. sold. sold. » The another private equity group bought » The another private equity group bought » The another private equity group bought the one that bought us. the one that bought us. the one that bought us. » Wow. » Wow. » Wow. uh totally unexpected, but it turns out uh totally unexpected, but it turns out uh totally unexpected, but it turns out we were kind of the missing uh piece to we were kind of the missing uh piece to we were kind of the missing uh piece to that first one to get the second one that first one to get the second one that first one to get the second one interested. We didn't really know that. interested. We didn't really know that. interested. We didn't really know that. Ah Ah Ah » uh so we get rolled up again and um you » uh so we get rolled up again and um you » uh so we get rolled up again and um you know going through massive changes you know going through massive changes you know going through massive changes you know every single operating system know every single operating system know every single operating system changes at that point. changes at that point. changes at that point. » I haven't drank this by the way. It's » I haven't drank this by the way. It's » I haven't drank this by the way. It's water if you need it. And uh so yeah, water if you need it. And uh so yeah, water if you need it. And uh so yeah, eventually um we get to last year and eventually um we get to last year and eventually um we get to last year and got rolled up a third time. got rolled up a third time. got rolled up a third time. » What? So yeah, » What? So yeah, » What? So yeah, » I didn't know about that. » I didn't know about that. » I didn't know about that. » Yeah. So So yeah, so now we've got » Yeah. So So yeah, so now we've got » Yeah. So So yeah, so now we've got » we've got a um pretty big, you know, » we've got a um pretty big, you know, » we've got a um pretty big, you know, parent company now. And you know, it's parent company now. And you know, it's parent company now. And you know, it's just way it's way different. Um just way it's way different. Um just way it's way different. Um » but still in the same uh position, but » but still in the same uh position, but » but still in the same uh position, but just way different. just way different. just way different. » Jeez. So, so from what I understand, uh, » Jeez. So, so from what I understand, uh, » Jeez. So, so from what I understand, uh, even good to be clean, our clean and even good to be clean, our clean and even good to be clean, our clean and restoration company was getting restoration company was getting restoration company was getting contacted all the time, you know, right contacted all the time, you know, right contacted all the time, you know, right after CO or, you know, 22 to after CO or, you know, 22 to after CO or, you know, 22 to » 24 it seemed like it was just nuts. Or » 24 it seemed like it was just nuts. Or » 24 it seemed like it was just nuts. Or maybe it was 23 to 25, I can't really maybe it was 23 to 25, I can't really maybe it was 23 to 25, I can't really remember, but it was just like remember, but it was just like remember, but it was just like » every quarter somebody's contacting and » every quarter somebody's contacting and » every quarter somebody's contacting and Good to be Clean was too small. It never Good to be Clean was too small. It never Good to be Clean was too small. It never fit the bill, but they would always fit the bill, but they would always fit the bill, but they would always reach out. They're like, "Oh, your reach out. They're like, "Oh, your reach out. They're like, "Oh, your revenue is not high enough. you know, revenue is not high enough. you know, revenue is not high enough. you know, you need to be here, but we're rolling you need to be here, but we're rolling you need to be here, but we're rolling these up. Is that slowed down these up. Is that slowed down these up. Is that slowed down these rollups of private equities rollups of private equities rollups of private equities » in the service trade? » in the service trade? » in the service trade? » I don't think so. I think it's still » I don't think so. I think it's still » I don't think so. I think it's still going pretty strong. Yeah. Yeah, it's going pretty strong. Yeah. Yeah, it's going pretty strong. Yeah. Yeah, it's still happening. In fact, this parent still happening. In fact, this parent still happening. In fact, this parent company that owns this, they're still company that owns this, they're still company that owns this, they're still buying other paving companies around the buying other paving companies around the buying other paving companies around the US. US. US. » They just closed on one last week in » They just closed on one last week in » They just closed on one last week in Salt Lake City. So, Salt Lake City. So, Salt Lake City. So, » and so are all these roll-ups keeping » and so are all these roll-ups keeping » and so are all these roll-ups keeping their own brands? They're all operating their own brands? They're all operating their own brands? They're all operating under a larger corporate structure, but under a larger corporate structure, but under a larger corporate structure, but it's Encore and however many others. it's Encore and however many others. it's Encore and however many others. » Yes. Are they? » Yes. Are they? » Yes. Are they? » Yeah. Everybody keeps their local brand, » Yeah. Everybody keeps their local brand, » Yeah. Everybody keeps their local brand, but it's just under a large umbrella. but it's just under a large umbrella. but it's just under a large umbrella. Now, Now, Now, » what type of support? I've always been » what type of support? I've always been » what type of support? I've always been curious on that private equity side. The curious on that private equity side. The curious on that private equity side. The one I talked to, they were going to take one I talked to, they were going to take one I talked to, they were going to take care of, you know, financials. They'd care of, you know, financials. They'd care of, you know, financials. They'd have somebody actually like consulting have somebody actually like consulting have somebody actually like consulting on the business for opportunities. They on the business for opportunities. They on the business for opportunities. They were going to bring in like a massive were going to bring in like a massive were going to bring in like a massive lead funnel. what do they provide lead funnel. what do they provide lead funnel. what do they provide that isn't done in house for that isn't done in house for that isn't done in house for » Yeah. So they have a proprietary um » Yeah. So they have a proprietary um » Yeah. So they have a proprietary um uh system for estimating and it ties uh system for estimating and it ties uh system for estimating and it ties into accounting and job tracking and so into accounting and job tracking and so into accounting and job tracking and so they kind of designed and built that. So they kind of designed and built that. So they kind of designed and built that. So every single company on the every single company on the every single company on the » under the umbrella is on the same » under the umbrella is on the same » under the umbrella is on the same operating system which adds a lot of operating system which adds a lot of operating system which adds a lot of efficiencies and efficiencies and efficiencies and » probably a lot of data that » probably a lot of data that » probably a lot of data that to help you. to help you. to help you. » Yes. cuz we, you know, when you have 30 » Yes. cuz we, you know, when you have 30 » Yes. cuz we, you know, when you have 30 paving companies on different systems, paving companies on different systems, paving companies on different systems, it's very hard to track it's very hard to track it's very hard to track » or um, you know, identify potential » or um, you know, identify potential » or um, you know, identify potential efficiency gains and things like that. efficiency gains and things like that. efficiency gains and things like that. So, so having everybody on the same So, so having everybody on the same So, so having everybody on the same platform has been pretty nice. platform has been pretty nice. platform has been pretty nice. » Yeah. » Yeah. » Yeah. » Um, and we all learn from each other and » Um, and we all learn from each other and » Um, and we all learn from each other and now they're really trying to integrate now they're really trying to integrate now they're really trying to integrate AI into the program and automate a lot AI into the program and automate a lot AI into the program and automate a lot of things. So, yeah, it's been of things. So, yeah, it's been of things. So, yeah, it's been interesting. interesting. interesting. » That's cool. So you're CEO of Encore » That's cool. So you're CEO of Encore » That's cool. So you're CEO of Encore » and then you however that works. So they » and then you however that works. So they » and then you however that works. So they it's probably in their best interest for it's probably in their best interest for it's probably in their best interest for you to still have some stake in the you to still have some stake in the you to still have some stake in the Encore location, right? Encore location, right? Encore location, right? » Yes. » Yes. » Yes. » Yeah. They they prefer the partners to » Yeah. They they prefer the partners to » Yeah. They they prefer the partners to keep some skin in the game. keep some skin in the game. keep some skin in the game. » Yeah. Yeah. » Yeah. Yeah. » Yeah. Yeah. » And which is good. Yeah. » And which is good. Yeah. » And which is good. Yeah. » Yeah. Good for everybody, » Yeah. Good for everybody, » Yeah. Good for everybody, » right? Yeah. There's a big difference as » right? Yeah. There's a big difference as » right? Yeah. There's a big difference as you know better than most. you know better than most. you know better than most. » Uh when you have stake in something, » Uh when you have stake in something, » Uh when you have stake in something, you're you treat it differently. You're you're you treat it differently. You're you're you treat it differently. You're not as bothered at 10 p.m. at night if not as bothered at 10 p.m. at night if not as bothered at 10 p.m. at night if you got to make a call or you got to make a call or you got to make a call or » Yeah. Um that's it. How many uh payment » Yeah. Um that's it. How many uh payment » Yeah. Um that's it. How many uh payment companies do they have in this after the companies do they have in this after the companies do they have in this after the third roll up? third roll up? third roll up? » So there's over 30 around the country. » So there's over 30 around the country. » So there's over 30 around the country. Yeah. Yeah. Yeah. » So they're trying to get every state I » So they're trying to get every state I » So they're trying to get every state I mean is that the goal? mean is that the goal? mean is that the goal? » Yeah. I mean yeah blanket coverage » Yeah. I mean yeah blanket coverage » Yeah. I mean yeah blanket coverage market I think blanket coverage is market I think blanket coverage is market I think blanket coverage is eventual goal probably. Yeah. eventual goal probably. Yeah. eventual goal probably. Yeah. » Yeah. » Yeah. » Yeah. » Yeah. » Yeah. » Yeah. » And then does everybody meet do they do » And then does everybody meet do they do » And then does everybody meet do they do like a convention or like do you meet like a convention or like do you meet like a convention or like do you meet all the other 30? Yeah. Is there any? all the other 30? Yeah. Is there any? all the other 30? Yeah. Is there any? » Yeah, there's uh you know big annual » Yeah, there's uh you know big annual » Yeah, there's uh you know big annual meetings and of course we have virtual meetings and of course we have virtual meetings and of course we have virtual meetings you know every week with you meetings you know every week with you meetings you know every week with you know there's sales teams there's know there's sales teams there's know there's sales teams there's accounting teams or CFO meetings there's accounting teams or CFO meetings there's accounting teams or CFO meetings there's president meetings you know there's president meetings you know there's president meetings you know there's there's a lot of things going on to try there's a lot of things going on to try there's a lot of things going on to try to um have everybody working together to um have everybody working together to um have everybody working together and learn from each other and yeah and learn from each other and yeah and learn from each other and yeah » so is there outside salespeople also » so is there outside salespeople also » so is there outside salespeople also provided that are trying to sell for you provided that are trying to sell for you provided that are trying to sell for you or is that all still happening? But they or is that all still happening? But they or is that all still happening? But they are kind of developing a new lead are kind of developing a new lead are kind of developing a new lead generation system right now that can generation system right now that can generation system right now that can help kind of help funnel help kind of help funnel help kind of help funnel » funnel things to different branches. » funnel things to different branches. » funnel things to different branches. Yeah. Yeah. Yeah. » Do they have a marketing system in place » Do they have a marketing system in place » Do they have a marketing system in place as well? Yes. Inside as well? Yes. Inside as well? Yes. Inside » they do have an in-house marketing » they do have an in-house marketing » they do have an in-house marketing system for and they control the system for and they control the system for and they control the marketing for every branch. You know, we marketing for every branch. You know, we marketing for every branch. You know, we we funnel material for them we funnel material for them we funnel material for them » and they take it and utilize it and » and they take it and utilize it and » and they take it and utilize it and uh create the content. uh create the content. uh create the content. » Yeah, that's fascinating. Sorry to go » Yeah, that's fascinating. Sorry to go » Yeah, that's fascinating. Sorry to go down. Some people will be bored with down. Some people will be bored with down. Some people will be bored with this part. This is the most interesting this part. This is the most interesting this part. This is the most interesting part of the story to me. I'm always part of the story to me. I'm always part of the story to me. I'm always like, it sounds like a nightmare. It like, it sounds like a nightmare. It like, it sounds like a nightmare. It makes total sense though for local makes total sense though for local makes total sense though for local authority to roll up 30 separate brands authority to roll up 30 separate brands authority to roll up 30 separate brands instead of that, you know, franchise instead of that, you know, franchise instead of that, you know, franchise power of one brand. There is comfort in power of one brand. There is comfort in power of one brand. There is comfort in that, but it seems like that's kind of a that, but it seems like that's kind of a that, but it seems like that's kind of a new franchise model new franchise model new franchise model » is people rolling up and then keeping » is people rolling up and then keeping » is people rolling up and then keeping that brand the same. Obviously, there's that brand the same. Obviously, there's that brand the same. Obviously, there's way more cost to that from a marketing way more cost to that from a marketing way more cost to that from a marketing aspect. aspect. aspect. » Um, because everything's branded » Um, because everything's branded » Um, because everything's branded differently. I mean, it sounds like differently. I mean, it sounds like differently. I mean, it sounds like having 30 separate clients as an agency, having 30 separate clients as an agency, having 30 separate clients as an agency, you know, it'd be like 30 different you know, it'd be like 30 different you know, it'd be like 30 different companies versus like the different companies versus like the different companies versus like the same. same. same. » But there is some content they develop » But there is some content they develop » But there is some content they develop that can be posted and distributed that can be posted and distributed that can be posted and distributed to everybody, you know, because almost to everybody, you know, because almost to everybody, you know, because almost every company has some common services every company has some common services every company has some common services that they offer. So nonbranded that they offer. So nonbranded that they offer. So nonbranded » if it's anformational piece or a » if it's anformational piece or a » if it's anformational piece or a seasonal piece like you know get prepare seasonal piece like you know get prepare seasonal piece like you know get prepare for winter for this or that you know for winter for this or that you know for winter for this or that you know there's some there's some standard there's some there's some standard there's some there's some standard marketing material that can be marketing material that can be marketing material that can be developed one time and put on 30 developed one time and put on 30 developed one time and put on 30 platforms. platforms. platforms. » Yeah. » Yeah. » Yeah. » Yeah. » Yeah. » Yeah. » Um so so you're entrepreneur you go » Um so so you're entrepreneur you go » Um so so you're entrepreneur you go through all this um hindsight's through all this um hindsight's through all this um hindsight's everything. So looking back I've everything. So looking back I've everything. So looking back I've I've never even asked you this question. I've never even asked you this question. I've never even asked you this question. And I'm curious, you kind of went, you And I'm curious, you kind of went, you And I'm curious, you kind of went, you really zeroed in on the pavement side, really zeroed in on the pavement side, really zeroed in on the pavement side, especially during that brand change. especially during that brand change. especially during that brand change. Felt like you were like, I'm going to Felt like you were like, I'm going to Felt like you were like, I'm going to lock in on this. Like, this is this is a lock in on this. Like, this is this is a lock in on this. Like, this is this is a » big opportunity. Um, » big opportunity. Um, » big opportunity. Um, if someone's listening now and if someone's listening now and if someone's listening now and I've been tempted and screwed this up I've been tempted and screwed this up I've been tempted and screwed this up more than most, h how much would you more than most, h how much would you more than most, h how much would you recommend to not how would you recommend to not how would you recommend to not how would you diversify differently or the same when diversify differently or the same when diversify differently or the same when you have something that's a winner? cuz you have something that's a winner? cuz you have something that's a winner? cuz it's really tempting to go and start it's really tempting to go and start it's really tempting to go and start investing in other things. It is investing in other things. It is investing in other things. It is » that take time and energy versus, you » that take time and energy versus, you » that take time and energy versus, you know, silent partners. know, silent partners. know, silent partners. » Your damn music festival is the perfect » Your damn music festival is the perfect » Your damn music festival is the perfect example. example. example. » Yeah, I was going to say the first thing » Yeah, I was going to say the first thing » Yeah, I was going to say the first thing that comes to mind is don't do a music that comes to mind is don't do a music that comes to mind is don't do a music festival. festival. festival. » Stay away from that. » Stay away from that. » Stay away from that. » Yeah, cuz there's types of things you » Yeah, cuz there's types of things you » Yeah, cuz there's types of things you can invest in that you can be fairly can invest in that you can be fairly can invest in that you can be fairly silent. silent. silent. » Yeah. Like my real estate that was a » Yeah. Like my real estate that was a » Yeah. Like my real estate that was a like very small, not even a like very small, not even a like very small, not even a distraction at all. like distraction at all. like distraction at all. like » it got to the point where, you know, I » it got to the point where, you know, I » it got to the point where, you know, I had a maintenance team. Then eventually had a maintenance team. Then eventually had a maintenance team. Then eventually I hired a management company to take I hired a management company to take I hired a management company to take care of, you know, everything. And so my care of, you know, everything. And so my care of, you know, everything. And so my only deal, I was just finding the next only deal, I was just finding the next only deal, I was just finding the next deal. Yeah. deal. Yeah. deal. Yeah. » And then I would just I had a system and » And then I would just I had a system and » And then I would just I had a system and uh I would, you know, get the house in uh I would, you know, get the house in uh I would, you know, get the house in the shape I wanted it and then turn it the shape I wanted it and then turn it the shape I wanted it and then turn it over to them. And I would spend like 15 over to them. And I would spend like 15 over to them. And I would spend like 15 minutes a week on this business. I mean, minutes a week on this business. I mean, minutes a week on this business. I mean, and it worked really well. It it cash and it worked really well. It it cash and it worked really well. It it cash flowed, you know, it built equity, you flowed, you know, it built equity, you flowed, you know, it built equity, you know, it was it was a good it was just know, it was it was a good it was just know, it was it was a good it was just structured really well. structured really well. structured really well. » Yeah. » Yeah. » Yeah. » Uh but then I've done some other things » Uh but then I've done some other things » Uh but then I've done some other things that uh like a music festival that just that uh like a music festival that just that uh like a music festival that just really distracted from my core business really distracted from my core business really distracted from my core business and it um honestly that year, probably and it um honestly that year, probably and it um honestly that year, probably no coincidence, that was the only year no coincidence, that was the only year no coincidence, that was the only year that we didn't have at least 10% growth. that we didn't have at least 10% growth. that we didn't have at least 10% growth. M M M » um was that year I did the festival. » um was that year I did the festival. » um was that year I did the festival. » Yeah. » Yeah. » Yeah. » So total distraction. Um so yeah, if if » So total distraction. Um so yeah, if if » So total distraction. Um so yeah, if if you have something that's working and you have something that's working and you have something that's working and you just go for it. It's okay to you just go for it. It's okay to you just go for it. It's okay to have you know to diversify and have some have you know to diversify and have some have you know to diversify and have some eggs in other baskets but uh but your eggs in other baskets but uh but your eggs in other baskets but uh but your core business I think uh keeping full core business I think uh keeping full core business I think uh keeping full focus on that is very important. focus on that is very important. focus on that is very important. » Yeah. Yeah. Uh talk about uh raising » Yeah. Yeah. Uh talk about uh raising » Yeah. Yeah. Uh talk about uh raising entrepreneurs. You got you got three entrepreneurs. You got you got three entrepreneurs. You got you got three boys. boys. boys. » Yeah. » Yeah. » Yeah. » And uh teaching them life le lessons. We » And uh teaching them life le lessons. We » And uh teaching them life le lessons. We got cut off earlier. You were talking to got cut off earlier. You were talking to got cut off earlier. You were talking to me about some things you were working me about some things you were working me about some things you were working with them and Yeah. with them and Yeah. with them and Yeah. » you coaching your boys, I'm sure, » you coaching your boys, I'm sure, » you coaching your boys, I'm sure, still in some way or have they still in some way or have they still in some way or have they » Yeah, I think this will be cool to talk » Yeah, I think this will be cool to talk » Yeah, I think this will be cool to talk about. Um, so you know, our kids don't about. Um, so you know, our kids don't about. Um, so you know, our kids don't learn a lot of the real deep life skills learn a lot of the real deep life skills learn a lot of the real deep life skills in in school and they um, so I bought in in school and they um, so I bought in in school and they um, so I bought this huge whiteboard for my house. And this huge whiteboard for my house. And this huge whiteboard for my house. And » of course, it was probably the biggest » of course, it was probably the biggest » of course, it was probably the biggest one you can find. one you can find. one you can find. » The biggest one you've ever seen. » The biggest one you've ever seen. » The biggest one you've ever seen. » It's the only one Andy is going to buy. And uh so I don't once every two or And uh so I don't once every two or three weeks I'll sit my three boys down three weeks I'll sit my three boys down three weeks I'll sit my three boys down and we have a class and it's it's always and we have a class and it's it's always and we have a class and it's it's always a topic that they would probably not a topic that they would probably not a topic that they would probably not learn in school and very important life learn in school and very important life learn in school and very important life skill though. So I I made a little list skill though. So I I made a little list skill though. So I I made a little list here. here. here. » Yeah, let's hear it. And if anybody I » Yeah, let's hear it. And if anybody I » Yeah, let's hear it. And if anybody I would encourage anybody to take notes would encourage anybody to take notes would encourage anybody to take notes and do this with your kids is it has and do this with your kids is it has and do this with your kids is it has been really cool to to see the been really cool to to see the been really cool to to see the interaction and like just the eyes wide interaction and like just the eyes wide interaction and like just the eyes wide open on some of these subjects. They're open on some of these subjects. They're open on some of these subjects. They're like » that's how that works. Like » that's how that works. Like » that's how that works. Like » it's pretty cool. So I'm just going to » it's pretty cool. So I'm just going to » it's pretty cool. So I'm just going to give some topics. give some topics. give some topics. » Yeah. » Yeah. » Yeah. » Uh so uh how is a home and auto loan » Uh so uh how is a home and auto loan » Uh so uh how is a home and auto loan structured? So simple thing. They think, structured? So simple thing. They think, structured? So simple thing. They think, "Oh, we just have a truck and a car, but "Oh, we just have a truck and a car, but "Oh, we just have a truck and a car, but they don't really know how that's they don't really know how that's they don't really know how that's structured. We have a we have a house, structured. We have a we have a house, structured. We have a we have a house, but what does the back end of that look but what does the back end of that look but what does the back end of that look like? How did how do you repay a bank? like? How did how do you repay a bank? like? How did how do you repay a bank? How does the amortization schedule How does the amortization schedule How does the amortization schedule work?" work?" work?" » Yeah. » Yeah. » Yeah. » Uh and things like that. What how » Uh and things like that. What how » Uh and things like that. What how does the interest rate affect your does the interest rate affect your does the interest rate affect your payment? Um how does your principal payment? Um how does your principal payment? Um how does your principal payment portion of the payment change payment portion of the payment change payment portion of the payment change over time? You know, little things like over time? You know, little things like over time? You know, little things like that. Like, it just blows their mind and that. Like, it just blows their mind and that. Like, it just blows their mind and they have all kinds of questions. they have all kinds of questions. they have all kinds of questions. » I thought we just live here for » I thought we just live here for » I thought we just live here for everybody gets a house. everybody gets a house. everybody gets a house. » Exactly. So, they don't know that kind » Exactly. So, they don't know that kind » Exactly. So, they don't know that kind of stuff. Um, how does a stock of stuff. Um, how does a stock of stuff. Um, how does a stock investment work? investment work? investment work? » Um, » Um, » Um, credit card versus a debit card. What's credit card versus a debit card. What's credit card versus a debit card. What's the difference? Uh, how do you repay a the difference? Uh, how do you repay a the difference? Uh, how do you repay a credit card? When when do you have to credit card? When when do you have to credit card? When when do you have to pay interest on it? Uh, how what does a pay interest on it? Uh, how what does a pay interest on it? Uh, how what does a debit card do versus what does a credit debit card do versus what does a credit debit card do versus what does a credit card do? How where does the money come card do? How where does the money come card do? How where does the money come from? Yeah. from? Yeah. from? Yeah. » Uh, very cool conversation to have with » Uh, very cool conversation to have with » Uh, very cool conversation to have with them. How does compounding interest on them. How does compounding interest on them. How does compounding interest on investments work investments work investments work » and why is it important to invest young » and why is it important to invest young » and why is it important to invest young so that interest can compound? so that interest can compound? so that interest can compound? » Kind of the scenarios of if if you if » Kind of the scenarios of if if you if » Kind of the scenarios of if if you if you started at 16 years old versus 35. you started at 16 years old versus 35. you started at 16 years old versus 35. » And it's so fun to put that on the » And it's so fun to put that on the » And it's so fun to put that on the whiteboard and they can see the whiteboard and they can see the whiteboard and they can see the amount just grow and grow and grow and amount just grow and grow and grow and amount just grow and grow and grow and grow and it just blows their mind. Yeah. grow and it just blows their mind. Yeah. grow and it just blows their mind. Yeah. Money working for you is definitely not Money working for you is definitely not Money working for you is definitely not understood. understood. understood. » Yeah. And they'll start thinking, okay, » Yeah. And they'll start thinking, okay, » Yeah. And they'll start thinking, okay, I have, you know, $100 in my piggy bank. I have, you know, $100 in my piggy bank. I have, you know, $100 in my piggy bank. Could I buy a stock right now? And what Could I buy a stock right now? And what Could I buy a stock right now? And what stock would I buy? And like they stock would I buy? And like they stock would I buy? And like they start asking questions like that. It's start asking questions like that. It's start asking questions like that. It's really cool. really cool. really cool. » Um, building a budget. How do you build » Um, building a budget. How do you build » Um, building a budget. How do you build a personal budget? Um, a personal budget? Um, a personal budget? Um, » importance of making your bed and having » importance of making your bed and having » importance of making your bed and having good habits. Starting the day with a good habits. Starting the day with a good habits. Starting the day with a small win, you know, uh just over time small win, you know, uh just over time small win, you know, uh just over time having good habits overall. having good habits overall. having good habits overall. » Sounds like a healthier way to do that » Sounds like a healthier way to do that » Sounds like a healthier way to do that than like make your bed for the fifth than like make your bed for the fifth than like make your bed for the fifth time. time. time. » Yes. Clean your room. » Yes. Clean your room. » Yes. Clean your room. » It's it's about just teaching them to » It's it's about just teaching them to » It's it's about just teaching them to have good habits on their own. Of have good habits on their own. Of have good habits on their own. Of course, it's a struggle. It's not easy. course, it's a struggle. It's not easy. course, it's a struggle. It's not easy. It's like it sounds easy, but over time It's like it sounds easy, but over time It's like it sounds easy, but over time though, like now all three boys just though, like now all three boys just though, like now all three boys just make their bed every morning. Yeah, make their bed every morning. Yeah, make their bed every morning. Yeah, » it took maybe a year to get them to that » it took maybe a year to get them to that » it took maybe a year to get them to that point, but point, but point, but » yeah, exactly. But they just » yeah, exactly. But they just » yeah, exactly. But they just » Yeah, it's good. » Yeah, it's good. » Yeah, it's good. » Uh, if you have a trust or a living » Uh, if you have a trust or a living » Uh, if you have a trust or a living will, will, will, » share that with your kids » share that with your kids » share that with your kids » and show them how it's structured. I » and show them how it's structured. I » and show them how it's structured. I think kids like to know that there's a think kids like to know that there's a think kids like to know that there's a clear plan in place for them if clear plan in place for them if clear plan in place for them if something happens. something happens. something happens. » Yeah. Um, it's just like a I don't know » Yeah. Um, it's just like a I don't know » Yeah. Um, it's just like a I don't know if it's a sense of safety or just like I if it's a sense of safety or just like I if it's a sense of safety or just like I live in a structured, you know, live in a structured, you know, live in a structured, you know, environment, you know, just environment, you know, just environment, you know, just » it's pretty cool to share that » it's pretty cool to share that » it's pretty cool to share that with them. Um, with them. Um, with them. Um, how do game and other addictions affect how do game and other addictions affect how do game and other addictions affect your brain your brain your brain » and how you function? And like uh we » and how you function? And like uh we » and how you function? And like uh we I I remember we had that talk about I I remember we had that talk about I I remember we had that talk about games and addictions and how it affects games and addictions and how it affects games and addictions and how it affects uh their everyday thinking and uh their everyday thinking and uh their everyday thinking and productivity and it was like a productivity and it was like a productivity and it was like a eyeopening thing for them. Um, I even eyeopening thing for them. Um, I even eyeopening thing for them. Um, I even talked to them about drug addictions and talked to them about drug addictions and talked to them about drug addictions and how it works. Yeah. And how just trying how it works. Yeah. And how just trying how it works. Yeah. And how just trying it one time completely changes your it one time completely changes your it one time completely changes your brain chemistry and your brain tells brain chemistry and your brain tells brain chemistry and your brain tells you want another one and you go to you want another one and you go to you want another one and you go to the lowest low you've ever felt and the lowest low you've ever felt and the lowest low you've ever felt and the only way to get out of it is to get only way to get out of it is to get only way to get out of it is to get another one. And like I talk to my kids another one. And like I talk to my kids another one. And like I talk to my kids about that stuff and so they understand about that stuff and so they understand about that stuff and so they understand it it it » and hopefully you know » and hopefully you know » and hopefully you know » it's bigger than just it's bad. Like » it's bigger than just it's bad. Like » it's bigger than just it's bad. Like here's here's here's » Yeah. But game addictions are, you know, » Yeah. But game addictions are, you know, » Yeah. But game addictions are, you know, very widespread right now, too. It's uh very widespread right now, too. It's uh very widespread right now, too. It's uh kids almost live for their game. kids almost live for their game. kids almost live for their game. » Yeah. » Yeah. » Yeah. » Uh college funds. So, I've shared with » Uh college funds. So, I've shared with » Uh college funds. So, I've shared with my kids that uh each of them has a my kids that uh each of them has a my kids that uh each of them has a college fund and it's not going to be college fund and it's not going to be college fund and it's not going to be given to you. You will have to earn it. given to you. You will have to earn it. given to you. You will have to earn it. So, uh, so they know that there are So, uh, so they know that there are So, uh, so they know that there are funds out there for them to help them funds out there for them to help them funds out there for them to help them with college, but if they don't put in with college, but if they don't put in with college, but if they don't put in real effort and get good grades in real effort and get good grades in real effort and get good grades in school and apply for scholarships and school and apply for scholarships and school and apply for scholarships and get scholarships, get scholarships, get scholarships, you're not getting any of it. you're not getting any of it. you're not getting any of it. » Uh, so they know that uh they will » Uh, so they know that uh they will » Uh, so they know that uh they will have to earn this and it's not just have to earn this and it's not just have to earn this and it's not just going to be handed to them. So, if they going to be handed to them. So, if they going to be handed to them. So, if they want to just coast through school and want to just coast through school and want to just coast through school and mess around and think, "Oh, my college mess around and think, "Oh, my college mess around and think, "Oh, my college is paid for. I don't care." Well, guess is paid for. I don't care." Well, guess is paid for. I don't care." Well, guess what? You're not getting any of that. I what? You're not getting any of that. I what? You're not getting any of that. I will keep it. So, they know that will keep it. So, they know that will keep it. So, they know that » um nutrition basics and how it affects » um nutrition basics and how it affects » um nutrition basics and how it affects your body and your energy and your body and your energy and your body and your energy and your performance. Uh even in the classroom, performance. Uh even in the classroom, performance. Uh even in the classroom, you know, in your sports, just like how you know, in your sports, just like how you know, in your sports, just like how to stay properly hydrated, how to um to stay properly hydrated, how to um to stay properly hydrated, how to um properly eat uh overall like lower properly eat uh overall like lower properly eat uh overall like lower sugar, how to read a nutrition label. sugar, how to read a nutrition label. sugar, how to read a nutrition label. Like my kids, like I've I've taught them Like my kids, like I've I've taught them Like my kids, like I've I've taught them over the last couple years. over the last couple years. over the last couple years. » Looking at labels. Yeah. » Looking at labels. Yeah. » Looking at labels. Yeah. » Yes. » Yes. » Yes. » My oldest daughter's always done that. » My oldest daughter's always done that. » My oldest daughter's always done that. It cracks me up. She's always asking me It cracks me up. She's always asking me It cracks me up. She's always asking me what something is. I'm like, I have no what something is. I'm like, I have no what something is. I'm like, I have no idea. idea. idea. » Yeah. We'll be walking through Dylan's » Yeah. We'll be walking through Dylan's » Yeah. We'll be walking through Dylan's and one of my boys will say, "Dad, this and one of my boys will say, "Dad, this and one of my boys will say, "Dad, this drink has 25 grams of added sugar." I'm drink has 25 grams of added sugar." I'm drink has 25 grams of added sugar." I'm like, "I know. Put it back. We're not like, "I know. Put it back. We're not like, "I know. Put it back. We're not getting it." getting it." getting it." » So, yeah, it's pretty cool. They they » So, yeah, it's pretty cool. They they » So, yeah, it's pretty cool. They they can like generally go through a food can like generally go through a food can like generally go through a food label and identify good and bad things. label and identify good and bad things. label and identify good and bad things. » Yeah, I love that. » Yeah, I love that. » Yeah, I love that. » Um » Um » Um » box breathing. I don't know if you ever » box breathing. I don't know if you ever » box breathing. I don't know if you ever heard box breathing. heard box breathing. heard box breathing. » Ah. » Ah. » Ah. » So, uh it's a way to immediately calm » So, uh it's a way to immediately calm » So, uh it's a way to immediately calm yourself down in a stressful situation. yourself down in a stressful situation. yourself down in a stressful situation. Okay. Okay. Okay. » So, it's like when you » So, it's like when you » So, it's like when you » like through your nose, 5 seconds, » like through your nose, 5 seconds, » like through your nose, 5 seconds, really deep breath, hold for five, really deep breath, hold for five, really deep breath, hold for five, exhale for five, hold for five. And if exhale for five, hold for five. And if exhale for five, hold for five. And if you do that two to three cycles, you can you do that two to three cycles, you can you do that two to three cycles, you can calm yourself down in almost any calm yourself down in almost any calm yourself down in almost any situation. I learned that from a Navy situation. I learned that from a Navy situation. I learned that from a Navy Seal. Seal. Seal. » Um, and that they actually do that » Um, and that they actually do that » Um, and that they actually do that exercise before they go into a like a exercise before they go into a like a exercise before they go into a like a real life mission to calm themselves. real life mission to calm themselves. real life mission to calm themselves. » So, I've taught my kids how to do box » So, I've taught my kids how to do box » So, I've taught my kids how to do box breathing. So, if they're ever stressed breathing. So, if they're ever stressed breathing. So, if they're ever stressed at school or even having a hard time at school or even having a hard time at school or even having a hard time going to sleep, doing this little box going to sleep, doing this little box going to sleep, doing this little box breathing exercise calms them down. breathing exercise calms them down. breathing exercise calms them down. » Yeah. Um, it's very, it works for » Yeah. Um, it's very, it works for » Yeah. Um, it's very, it works for adults, kids, any age. Um, adults, kids, any age. Um, adults, kids, any age. Um, uh, choosing your friends wisely. You uh, choosing your friends wisely. You uh, choosing your friends wisely. You know, that's a big one. You, you know, know, that's a big one. You, you know, know, that's a big one. You, you know, there's an old saying, you are who you there's an old saying, you are who you there's an old saying, you are who you hang with. hang with. hang with. » And, uh, you can be around people that » And, uh, you can be around people that » And, uh, you can be around people that help elevate you or bring you down. And help elevate you or bring you down. And help elevate you or bring you down. And so, choosing your friends wisely is so, choosing your friends wisely is so, choosing your friends wisely is important. Uh, how to stay safe online. important. Uh, how to stay safe online. important. Uh, how to stay safe online. Uh, red flags to look out for. You know, Uh, red flags to look out for. You know, Uh, red flags to look out for. You know, there's predators. We give them real there's predators. We give them real there's predators. We give them real life examples of predators that have life examples of predators that have life examples of predators that have really affected kids' lives and like really affected kids' lives and like really affected kids' lives and like real I mean like one of them we told real I mean like one of them we told real I mean like one of them we told them was pretty graphic and but it them was pretty graphic and but it them was pretty graphic and but it really opened their eyes and made it really opened their eyes and made it really opened their eyes and made it real and it was actually someone we real and it was actually someone we real and it was actually someone we knew. Um, and so, uh, so really talking knew. Um, and so, uh, so really talking knew. Um, and so, uh, so really talking to your kids about, uh, you know, safety to your kids about, uh, you know, safety to your kids about, uh, you know, safety online, social media, um, any kind of online, social media, um, any kind of online, social media, um, any kind of chats online, just things to be aware chats online, just things to be aware chats online, just things to be aware of. How did taxes work? That's another of. How did taxes work? That's another of. How did taxes work? That's another one. one. one. » Yeah. » Yeah. » Yeah. » You know, Yeah. Yeah. We make » You know, Yeah. Yeah. We make » You know, Yeah. Yeah. We make » Yeah. Yeah. I'm like, uh, when is » Yeah. Yeah. I'm like, uh, when is » Yeah. Yeah. I'm like, uh, when is this meeting? What time what day of the this meeting? What time what day of the this meeting? What time what day of the month? month? month? » Yeah. You mean you don't get to keep all » Yeah. You mean you don't get to keep all » Yeah. You mean you don't get to keep all the money you make? No. the money you make? No. the money you make? No. » No, son. You don't. So » No, son. You don't. So » No, son. You don't. So » see the police officer and the firemen » see the police officer and the firemen » see the police officer and the firemen and the road and Yeah. and the road and Yeah. and the road and Yeah. » That was an eyeopening experience for » That was an eyeopening experience for » That was an eyeopening experience for them to learn that how much taxes you them to learn that how much taxes you them to learn that how much taxes you have to send in. have to send in. have to send in. » Yeah. » Yeah. » Yeah. » And then like this that's the last one » And then like this that's the last one » And then like this that's the last one on my list is how to give a proper on my list is how to give a proper on my list is how to give a proper handshake. handshake. handshake. » Oh, interesting. » Oh, interesting. » Oh, interesting. » How do you look someone in the eye, » How do you look someone in the eye, » How do you look someone in the eye, shake their hand, repeat their name shake their hand, repeat their name shake their hand, repeat their name after they say it, you know, how do you after they say it, you know, how do you after they say it, you know, how do you confidently tell them your name? confidently tell them your name? confidently tell them your name? » Just like overall setting a good » Just like overall setting a good » Just like overall setting a good tone. tone. tone. » Yeah. And it's pretty cool to see your, » Yeah. And it's pretty cool to see your, » Yeah. And it's pretty cool to see your, you know, nine-year-old son go up to you know, nine-year-old son go up to you know, nine-year-old son go up to somebody and give a strong handshake somebody and give a strong handshake somebody and give a strong handshake and, and, and, you know, look him in the eye. you know, look him in the eye. you know, look him in the eye. » Yeah. Yes. Mission accomplished. » Yeah. Yes. Mission accomplished. » Yeah. Yes. Mission accomplished. » They don't always do it, but like when » They don't always do it, but like when » They don't always do it, but like when they do it, though, it's like they do it, though, it's like they do it, though, it's like » win. So, yeah, » win. So, yeah, » win. So, yeah, » that's good. I love that. » that's good. I love that. » that's good. I love that. » So, yeah, those are just some things uh » So, yeah, those are just some things uh » So, yeah, those are just some things uh that's kind of been a game changer, I that's kind of been a game changer, I that's kind of been a game changer, I think. And I and uh some of these think. And I and uh some of these think. And I and uh some of these subjects you got to hit multiple times, subjects you got to hit multiple times, subjects you got to hit multiple times, but just like but just like but just like » sitting your kids down for an hour u and » sitting your kids down for an hour u and » sitting your kids down for an hour u and talking about these kind of things. talking about these kind of things. talking about these kind of things. » Well, doing it early because their » Well, doing it early because their » Well, doing it early because their brains can absorb so much information. brains can absorb so much information. brains can absorb so much information. They'll have such a different ability They'll have such a different ability They'll have such a different ability like an uh elevated ability to like an uh elevated ability to like an uh elevated ability to comprehend and think through these uh comprehend and think through these uh comprehend and think through these uh situations and objectives as they get situations and objectives as they get situations and objectives as they get older. I think a lot of times you can older. I think a lot of times you can older. I think a lot of times you can wait till they're older, then they've wait till they're older, then they've wait till they're older, then they've not formed that way of thinking and it not formed that way of thinking and it not formed that way of thinking and it just the older you get, it's harder to just the older you get, it's harder to just the older you get, it's harder to think differently. I feel like the older think differently. I feel like the older think differently. I feel like the older I get, I have to remind myself to be I get, I have to remind myself to be I get, I have to remind myself to be open-minded. open-minded. open-minded. » And you know what I mean? Like you get » And you know what I mean? Like you get » And you know what I mean? Like you get you get set in a routine, bad habits, uh you get set in a routine, bad habits, uh you get set in a routine, bad habits, uh bad way of thinking even about people, bad way of thinking even about people, bad way of thinking even about people, which ruins relationship. And a lot of which ruins relationship. And a lot of which ruins relationship. And a lot of that's just I think that's just I think that's just I think » a good uh outline. And I kept thinking » a good uh outline. And I kept thinking » a good uh outline. And I kept thinking like on relationships, if you understand like on relationships, if you understand like on relationships, if you understand a lot of that, you're going to be a a lot of that, you're going to be a a lot of that, you're going to be a you're going to be a better friend, you're going to be a better friend, you're going to be a better friend, you're going to be a better partner, you're going to be a better partner, you're going to be a better partner, » for sure. » for sure. » for sure. » Um, if you understand all that, it's » Um, if you understand all that, it's » Um, if you understand all that, it's going to set them up to have a going to set them up to have a going to set them up to have a good, you know, relationship in the good, you know, relationship in the good, you know, relationship in the future. Find a good spouse, right? It future. Find a good spouse, right? It future. Find a good spouse, right? It » just sets all that up. Ellis showed up » just sets all that up. Ellis showed up » just sets all that up. Ellis showed up on you're saying all that and it on you're saying all that and it on you're saying all that and it reminded me last week she came down and reminded me last week she came down and reminded me last week she came down and she was talking to Alexa and we're she was talking to Alexa and we're she was talking to Alexa and we're writing, writing, writing and she'd been writing, writing, writing and she'd been writing, writing, writing and she'd been up there for a while and she came down. up there for a while and she came down. up there for a while and she came down. She goes, "Dad, I've decided I'm going She goes, "Dad, I've decided I'm going She goes, "Dad, I've decided I'm going to go to Harvard, and so I've been to go to Harvard, and so I've been to go to Harvard, and so I've been asking Alexa everything I have to do in asking Alexa everything I have to do in asking Alexa everything I have to do in my life starting now to be able to go to my life starting now to be able to go to my life starting now to be able to go to Harvard." And I was like, "Okay, Harvard." And I was like, "Okay, Harvard." And I was like, "Okay, » wow." » wow." » wow." » And she's like, "Can I read it to you?" » And she's like, "Can I read it to you?" » And she's like, "Can I read it to you?" She's a very type, you know, type a uh She's a very type, you know, type a uh She's a very type, you know, type a uh likes everything in order. And uh so she likes everything in order. And uh so she likes everything in order. And uh so she starts reading through all the things starts reading through all the things starts reading through all the things and she said, "Yep, and I'm going to and she said, "Yep, and I'm going to and she said, "Yep, and I'm going to start all this tomorrow." And so we had start all this tomorrow." And so we had start all this tomorrow." And so we had a great conversation about a great conversation about a great conversation about procrastination. I said, "Well, it procrastination. I said, "Well, it procrastination. I said, "Well, it sounds like pretty much all those things sounds like pretty much all those things sounds like pretty much all those things you could do today. It's only noon." you could do today. It's only noon." you could do today. It's only noon." » Yeah. And she's like, "No, I'm just » Yeah. And she's like, "No, I'm just » Yeah. And she's like, "No, I'm just going to start tomorrow." And so then going to start tomorrow." And so then going to start tomorrow." And so then she goes, "Wait, what's she goes, "Wait, what's she goes, "Wait, what's procrastination?" And then we talked procrastination?" And then we talked procrastination?" And then we talked about procrastination for a while and about procrastination for a while and about procrastination for a while and then the next day and it's been then the next day and it's been then the next day and it's been bothering her. And I'll be like, "Did bothering her. And I'll be like, "Did bothering her. And I'll be like, "Did you One of them is she has to read for you One of them is she has to read for you One of them is she has to read for 40 minutes a day 40 minutes a day 40 minutes a day » till she's in college." I guess » till she's in college." I guess » till she's in college." I guess » that's a big undertaking. Maybe you » that's a big undertaking. Maybe you » that's a big undertaking. Maybe you start with like, you know, 15 minutes start with like, you know, 15 minutes start with like, you know, 15 minutes and then like build. Yeah. and then like build. Yeah. and then like build. Yeah. » And so we were talking about like maybe » And so we were talking about like maybe » And so we were talking about like maybe we should just try three things on that we should just try three things on that we should just try three things on that list of 10. and add one thing after you list of 10. and add one thing after you list of 10. and add one thing after you successfully do that for and then uh but successfully do that for and then uh but successfully do that for and then uh but procrastinate procrastination procrastinate procrastination procrastinate procrastination » and the uh yeah deadly effects of that » and the uh yeah deadly effects of that » and the uh yeah deadly effects of that were really hard for her to understand were really hard for her to understand were really hard for her to understand and I had a hard time explaining it. and I had a hard time explaining it. and I had a hard time explaining it. » I'm like and the best way I could » I'm like and the best way I could » I'm like and the best way I could explain it was like you know when dad explain it was like you know when dad explain it was like you know when dad says he's going to do this thing for you says he's going to do this thing for you says he's going to do this thing for you and two weeks later I still haven't done and two weeks later I still haven't done and two weeks later I still haven't done it. I'm like that's probably the best it. I'm like that's probably the best it. I'm like that's probably the best way to describe um when you break that way to describe um when you break that way to describe um when you break that bad habit, you know, then it it adds bad habit, you know, then it it adds bad habit, you know, then it it adds opportunity, people trust you, opportunity, people trust you, opportunity, people trust you, » uh and then you can do the small things. » uh and then you can do the small things. » uh and then you can do the small things. » Did Alexa say that dad's going to need a » Did Alexa say that dad's going to need a » Did Alexa say that dad's going to need a big college fund, too? She big college fund, too? She big college fund, too? She » No, she said yeah, that was the one » No, she said yeah, that was the one » No, she said yeah, that was the one thing she said. She even Alexa even thing she said. She even Alexa even thing she said. She even Alexa even found her like uh scholarship found her like uh scholarship found her like uh scholarship opportunities and then it was like how opportunities and then it was like how opportunities and then it was like how much she would still have to pay out of much she would still have to pay out of much she would still have to pay out of pocket. I don't remember what the number pocket. I don't remember what the number pocket. I don't remember what the number was. Uh, and then that she has to like was. Uh, and then that she has to like was. Uh, and then that she has to like start working and have a career path in start working and have a career path in start working and have a career path in high school. And it was really funny. high school. And it was really funny. high school. And it was really funny. Like I don't even two weeks later she Like I don't even two weeks later she Like I don't even two weeks later she told me I think she's been doing about told me I think she's been doing about told me I think she's been doing about three of them and then she'll get but three of them and then she'll get but three of them and then she'll get but she'll get a lot of anxiety and then she'll get a lot of anxiety and then she'll get a lot of anxiety and then » dad I got to go do my reading and it's » dad I got to go do my reading and it's » dad I got to go do my reading and it's like 7:30 at night and then she gets all like 7:30 at night and then she gets all like 7:30 at night and then she gets all flustered and stressed and I'm like flustered and stressed and I'm like flustered and stressed and I'm like you're you just turned 12. Like you know you're you just turned 12. Like you know you're you just turned 12. Like you know these are these are going to be hard these are these are going to be hard these are these are going to be hard habits that dad still doesn't have. habits that dad still doesn't have. habits that dad still doesn't have. Yeah, you're talking about implementing Yeah, you're talking about implementing Yeah, you're talking about implementing things that I don't do that I should do things that I don't do that I should do things that I don't do that I should do and uh it's a good that's a good like and uh it's a good that's a good like and uh it's a good that's a good like for especially for kids that are going for especially for kids that are going for especially for kids that are going to need that guidance. I think that's a to need that guidance. I think that's a to need that guidance. I think that's a really awesome idea and I'm going to really awesome idea and I'm going to really awesome idea and I'm going to incorporate it. So awesome. Thanks for incorporate it. So awesome. Thanks for incorporate it. So awesome. Thanks for sharing dude. You've been awesome. We've sharing dude. You've been awesome. We've sharing dude. You've been awesome. We've we've taken enough of your time. Um but we've taken enough of your time. Um but we've taken enough of your time. Um but thank you for everything you've done for thank you for everything you've done for thank you for everything you've done for our community. Um everything you've our community. Um everything you've our community. Um everything you've invested into me and I know you've invested into me and I know you've invested into me and I know you've invested into so many other people. And invested into so many other people. And invested into so many other people. And uh thank you for the demonstration of uh thank you for the demonstration of uh thank you for the demonstration of grit and pursuing health. You look grit and pursuing health. You look grit and pursuing health. You look amazing by the way. We could have talked amazing by the way. We could have talked amazing by the way. We could have talked about that for 20 minutes. So whatever about that for 20 minutes. So whatever about that for 20 minutes. So whatever you're doing, keep doing it. But thanks you're doing, keep doing it. But thanks you're doing, keep doing it. But thanks for hanging out. Appreciate it. All for hanging out. Appreciate it. All for hanging out. Appreciate it. All right. Let him go look you in the eye. ---