The Code To Winning - HOW TO DOMINATE BUSINESS IN 2026: WHAT NO ONE’S TELLING YOU || JASON VON PAYNE || EPISODE 068

Episode Date: October 27, 2025

Jason Payne’s story is a masterclass in leadership, resilience, and vision.   Fifteen years ago, he was earning $12.50 an hour as an irrigation technician. A small pay bump to $14 an hour at his uncle’s roofing company became the turning point that ignited his entrepreneurial journey. From those humble beginnings, Jason Payne didn’t just climb the ladder, he built his own.   Today, as the founder of State 48 Roofing, Jason leads from the front, steering an eight-figure company built almost entirely through organic, authentic social media content on Facebook and Instagram. His journey is proof that great leaders don’t wait for opportunities; they create them through consistency, authenticity, and a relentless drive to serve their teams and communities.   In this episode, Jason breaks down the leadership principles that shaped his rise , from motivating his crew and building culture to mastering the power of online storytelling. He reveals how true leadership isn’t about authority; it’s about action, example, and accountability.

This is what I want versus what I was willing to give. And I'm like, nope. So I put in my two weeks, lasted one. And I left. And that's when I knew I wanted to start my own business. I didn't have the business side because in blue collar space, you have the construction side of like how to do it. Yeah.

Whatever is HVAC plumbing, roofing, whatever. Or, and then you have the business side. I knew the roofing side. I knew everything there was to know about roofing from, you know, scheduling a job to getting it done. But I didn't know the other side, taxes and audits and insurances and all that stuff. So I went and sold for. random company that I know and it outside sells. When you look back at that period of time, when did you decide that you wanted to start your own roofing business? Did you, was it taking

over from your uncle or was that a completely different business that you started off? No, I started to say 48 on my own, but after about nine years, because I climbed the ladder, right? Blue collar is no ladder to climb, but if you had to create one, that's what it was. So I did production and then I want to make more money. So he's got to do this thing called, is you can sell roofs, but you can't stop doing production because nobody wants to do your job. What are the steps or ways that have helped you trying not only recruit but maintain people within your organization. Train your people so well they can leave, treat them so well they don't want to. So you think people are born leaders or can they develop the trade to become leaders? You're not born leaders. Absolutely not. The only thing you're born with is a heartbeat

and a law of gravity. And I just wanted to add on that and concur that leadership is just so important. Before I came here, I drove to Paradise Valley, 43 minutes one way, got on one roof, was 111 degrees. Got on one roof, did my inspection, got off, upload the I'm a picture, sent the bid to the whole thing, came back here, right? Showing my team. And I sold $200,000 this month. We cleared $1.3 million in June of this year. Wow.

I'll show you my Sierra when we're done. But I sold 200,000 of that. I didn't sell zero. The Code 2 winning insights you need today to seize the world tomorrow. Today we have a special guest, the man, the myth, the very legend himself in his very own building. I'm going to give you a brief introduction of who we have. I want to start up with the most important attributes and traits. He's a husband is a father.

Above all, he's also an owner of its state 48 roofing, also the founder of Scale Mastermind, also a host of the sexy business status podcast. People like me would qualify for that respectfully. Absolutely. So without further adieu, I'm going to introduce right now, Jason Vaughn Payne. How are you?

I'm good. How are you? I'm doing great. Thank you very much. Doing great. I'm grateful for the opportunity. to be able to just dive in deep, be raw, unfiltered, talk a lot about success. But one of the things I like about the podcast is the fact that as much as it's the coat

winning, it's not just showing people like the success they've gained, but also create almost like a blueprint of how they gained that success as well. So I'm grateful for crashing in in your wonderful building right now. People have been getting lost. I've been getting like spam. KG, you told me this and you told me it's actually not seven, it's two one. But you know what? Save the best, you know, so I'm great for the opportunity.

Show up, yeah. Yes, sir. I actually put my laptop down because we're going to have a normal discussion, you know, no questions. Good. I hate that shit, so it's good. Here's nine questions we're going to ask you. I'm like, bro, that ain't real. That ain't raw than authentic, but go for it.

Only two people I navigate questions. Them, them two there and you. So it was just, and I often feel. sometimes those are the ones that are just a bit more raw and just very real as well because now you don't have your rehearsed answers as well so I want to talk just about your journey like when you started like in the space have you were you born in a wealthy family no okay where you from originally down the street I'm born and raised in Gilbert okay entire life 38 years oh wow yeah one of five kids family of seven uh we weren't like poor like we weren't rice and beans

you know, povers, but we also weren't, you know, in a multimillion dollar home and whatnot. My dad's blue collar, been blue collar for 42 years. So, I mean, we always had everything that we needed, but I mean, it wasn't, like I said, it wasn't, you know, scraps, but it also wasn't the cream of the crop either, just traditional, middle class family. Awesome. And I often love blue color stories because obviously I schooled in Utah and Idaho as well, and especially in Idaho, there's a culture of, um,

just my mission present, I gotta tell you a secret. He's obviously from Hopa, Utah, which is the border. But whenever he started seeing missionaries coming from Idaho, last six months I was his assistant, he always got so excited because I'm like, President, what's the thing? It's like, there's just something about people that are just in the fields and that, you know,

working with potatoes and that's just that hardcore, like, you know, hands on. Calus on your hands. Exactly. Calus on your hands, whether it's resting or so forth. So are you from that background as well, where you guys were like just pretty much like working hard and from a young age parents kind of like instilled that kind of behavior with you guys. Yeah. So I grew up on an acre and a third on Elliott between

Greenfield and Val Vista on an acre and a third. And it took me three hours to weed eat my parents, my parents' house, our backyard. So from all of our citrus to our sidewalk, around our pool, driveways, everything, tell me three hours. I'd have to go into figure eight because I'd run out of gas and then it ran out of string on my weed eater. So it took me three. hours and then my dad would hop on the writing long more and take him 45 minutes to mow the whole entire yard and we did that every i did that every two weeks for 10 years but we had cows we had chickens we had ducks we had i think we caught a snake once pigs um and uh so a little a little mini mini farm right but yeah we were i mean screens and electronics and stuff wasn't a thing i mean this is the

late 90s early thousands so like electronics were there but not like they are now but yeah like if you found me, I would have a, you know, I'd have a shovel in my hand and I'd be looking for something to do outside of my family. My dad would be, we'd be doing DIY probably. He is the HGTV in 2000, in 1995 to 2000 was my dad. Everything DIY. He did everything himself and it was very handy, but, and that's where I learned it from. So yeah, me, me breaking a sweat. Like I said, just before we came on here, I'm on 75 hard. It's 111, I think, right now. And I just, I had praised the Dakota, too. I told him, I was like, hey, we're there to go right now or in like 45 minutes because I had to get my second workout in. I don't want to do it tonight at like 11 p.m. He's like, I'll go with you. And I'm like, your cycle like me. Come on. Let's go.

So sure enough, 111, we go 45 minutes. Like me breaking a sweat and getting my clothes dirty. Like a lot of people, like I love that. Like there's, that's sexy to me. I love that so much. And I think discipline is such an important trade as well. Them two are my coaches. And so I haven't been in the gym consecutively for such a long period of time. And I think just seeing the level of consistency that they have, it's such an attractive thing to be surrounded by people that are just pushing as well. I know I've been doing shout-ups for them the whole, pretty much, like the whole day, pretty much. But they're my brothers. If you notice, we're triplets, but you've got to look deep to see the resemblance.

Can you see it? Can you see it? Like DNA, yeah. Yeah, under a microscope, yeah. Under a microscope. But, no, I'm grateful for them. And I want to touch on about business. You know, business is such a, I often tell people this is the capital.

of capitalism, like obviously being an immigrant myself, obviously permanent resident right now legally. But like in terms of when you entered the market in terms of what was the first business that you started doing? So my first business, I was probably 12 to 15 years old. And I had a 21 speed red mountain bike and a radio flyer wagon. And I put an ice chest on the wagon and strap it down. and inside I put frozen chimichangas and Coke soda pop cans. And my buddy carried the other ice chest.

So I would carry the chimichangas, he would carry all the soda pop. So Pepsi Coke, dark pepper spright. And we drove across the street off of Elliott to the southern side of Elliott, which is called Finley Farms, the neighborhood, when it was being framed. And I would literally go sell chimichangas and coax and whatnot to the stucco guys, to the framers as they're building that neighborhood. And I don't even know what we sold them for, you know, a $1.50 or $1.50 or whatever type deal.

And then as I got into high school, I played sports year-round. And so during the summer, so during the school year, I didn't have time to work or I chose not to work. And I played sports. But during the summer, I owned a landscaping business. So I'd go cut all the local lawns around where my home was. Wow. So that was one job that I had.

And at the same time, I was a lifeguard. So I'd either teach swim lessons or dive lessons or just lifeguard. And then I also owned a hay distributing business. So my uncle worked for Fort Meadeau Casino, the tribal land over there for 40 years, and he would deliver a squeeze of hay. It's hundreds of bails. I forgot how many it is. And he would drop it off at my parents' house.

And I'd have to hop up to the top and pull bails of hay down and put him on a wheelbarrow and a flatbed trailer and drive my dad's truck around to the houses and drop off anywhere from one to five, six bails of hay a week for my neighbors for their cows and their horses and their animals. and I did that for most of high school every summer until I wanted my LDS mission. And Mexico City. Okay. So fluent in Español. And yeah, that's work ethic in and of itself, you know, every day for, you know, 12 hours a day for two years.

And then, yeah, came back, continued doing landscaping for a year, making 12 bucks an hour. And my uncle, not my uncle, but my cousin reached out and said, hey, I'm going to go, I'm moving. I need someone to fill in for the roofing portion of my uncle's business, my dad's business. Do you want to come work? And I said, sure. I said, well, I don't know roofing at all. He's like, not a problem. You need a clean driver's license.

You speak Spanish and good work ethic. And I said, well, I have all three of those. I said, let's go. And so he's like, we'll pay you $14.50 an hour. And I'm like, bam, I'm out of here. And so January 2010 started doing roofing it for $14 an hour. Wow. And so you've obviously been.

in the field for 15 years, if obviously math says it correctly. And so when you look back at that period of time, when did you decide that you wanted to start your own roofing business? Was it taking over from your uncle? Or was that a completely different business that you started off? No, I started saying 40 on my own. But after about nine years, because I climbed the ladder, right? Blue collar is no ladder to climb, but if you had to create one, that's what it was. So I did production and then I want to make more money. So he's got to do this thing called sell roofs. And I'm like, okay, well, is you can sell roots, but you can't stop doing production because nobody wants to do your job. So you have to do production and you have to sell. I'm like, okay, so I would do

production for 60 hours a week. Then I would sell for 30 hours a week. And then I was like, well, I don't do this anymore. So I hired somebody to replace me. So I went into full-time sales sales. And then I was like, wait, I want to make more money, but not just me selling. I want to have, I want to get a rip or an override off of other sales reps. So he's like, you'll need to go hire these sales reps. So I went and found sales reps and trained them. And I got an override off of all of them. and then I was like, I want to make more money. And he's like, okay, he was like, do I want to be a GM? So then I became the GM.

And then we got so big that my uncle kind of froze and fired everybody. Endemoted me. And I was like, yeah. And I wanted ownership too. So at this point in time, I was like, hey, here's a couple different options, want to buy in. And he's like, no, this is my baby. This is my retirement. And this is what I want versus what I was willing to give.

And I'm like, nope. So I put in my two weeks, lasted one. And I left. And that's what I knew I wanted to start my own. business. I didn't have the the business side because in blue collar space you have the construction side of like how to do it. Yeah. It whatever is HVAC plumbing,

roofing, whatever, or and then you have the business side. I knew the roofing side. I knew everything there was to know about roofing from, you know, scheduling a job to getting it done. But I didn't know the other side, taxes and audits and insurances and all that stuff. So I went and sold for a random company that I know and did outside sales. And I said, but I've been doing post, I've been posting once a day every single day

on social media since January 2010. Because I told it was, it was dumb and it wouldn't work. I said, Jason, like, we're not doing that here. So if you don't I do it, do it on your own. I said, okay. So I'm going to start this, this, this Instagram handle called Jason the Roofer. So January 2010, I started that.

And just every day, hey guys, Jason Payne. up on a roof. Need a roof. Call me. So you got Instagram 2010? 2010. You got it a year before me because I was one of the first few back at home, like among my friends that got a 2011.

And I remember just starting a handle there. I may not have had Instagram. I think it was Facebook first. The Facebook bought Instagram eventually, right? So I had Facebook. And then whenever Instagram came out, I got that. But yeah, January 2010 is one I actually started doing. I could trace it back all the way there.

But anyways, so leave my uncle. And I said, hey, I have, I'm strong. I feel confident enough that my phone will ring. I don't want your leads. Give me two more percentage points for sales, and I will never take a lead from your team, from your office. He was like, done.

So his marketing expense for my leads were zero. Well, two percent. You give me two percent, but if it costs him seven, and I'll ask for two, he makes five. So I'm his most profitable sales rep from day one. I sold $1.8 million in 13 months.

Wow. And revenue? Apart from 500,000 cash. under the table. Don't tell anybody. Yeah. And then that's what helped me bootstrap State 48 roofing. What inspired the name State 48? So it actually was going to be Roof 66.

So Route 66 goes through Arizona, right? If you watch movie cars, you kind of see there is. And I actually was going to call Roof 66. And we had the whole like the interstate little logo and all that stuff. And I didn't know where it came from, but we were just like on the internet looking up. And so Arizona is the 48 state. And that's where it came from. So state 48. And then my uncles was pain and sons construction for the longest time. But construction is such a vague coverage term. I'm like, dude, like, we were going to head up for additions and remodels and

kitchens and bathrooms and garages and detaches. And I'm like, we only do roofing. Back in the day, he did. So I rebranded him to say pain roofing. What do we do? We do roofing. Like, whatever you do has to be in what you do, right? Like, that's, that's, that's, that's, that's kind of my marketing tool. And so I said, whatever it is, found out. So I got sued six months into owning State 48, everything I got sued for trademark infringement from the, the apparel brand called State 48. And they're like, hey, you're, uh, you know, you're using our likeness, our domain, you know, I want your phone number. I want your domain. I want all your stuff. I want your cell phone number. I want everything. So I had to hire a trademark attorney. And when you're six months into

business, you don't know what. trademark is, at least I didn't, especially coming from blue collar, not from corporate America. And I had to hire an attorney and I'm like, I don't know any attorney. So I literally googled. I asked my CPA and he gave me one. And long story short, anyways, I said, found out there's 104 different entities of state 48 and you can't trademark it. So told him to pound salt and kept going. And I want to just add on that as well. One of the things that's different compared to white color or corporate America and blue colors affect them, blue color as much as it may have the work ethic. as much as it may have the grit and resilience as well.

Sometimes it may lack in terms of like financial education, business education, running a business and stuff like that. So often you see people that do construction and just stay there, their whole life, just like building homes and stuff like that. What was that turning point for you when you realize that, okay, if I'm going to be running a business, I've got to learn the business aspect of things? So I'm a unicorn being. I do not, I did not start doing roofs. So I wasn't, I didn't grab my shingle gun and bop, pop, pop, pop, pop, pop, pop, pop, pop, pop, pop, pop, pop, pop, pop, pop, pop, pop, pop, pop, I didn't do that. I didn't do it. Because my cousin left, and he wasn't the dude doing the shingles or doing the repairs.

He was the one dispatching the, I think, like, two or three crews. So he'd be the one to go do that, and he would go sell, and he'd go pick up the trailers. So I started in that middle, middle management from day. day one. So I, to this day, I still have not installed an entire roof by myself, ever. But I, I know how it goes on. I know code to put it on. And I know what it should look like to make sure it doesn't leak. But like me actually doing roofs, because a lot of them, they do that, right? I've been doing HVag for 25 years. Okay. Right. But you don't know how, you don't know how to spell P&L. Right. Or you don't know how to, you know, you know, what a CRM stand for.

You know, that kind of stuff. And so that would be my, My, like I said, the unicorn dust that I get to bring to the table is that I didn't grow, I didn't, I grew up in the blue collar, but I didn't grow up in roofing. I grew up in flooring. But I saw what my dad did and what he made and his business structure. And I saw my uncles and his. And I thought, well, I don't, I don't want to, I don't want to, somebody cut me a check for me actually doing the labor to put on the roof. Because I know what those guys make and actually make good, that's made decent money. My foreman's make six figures a year. But they also kill themselves in the house. heat. And if they're not up on a roof with a nail gun, they don't make any money. And so, well, how can I make money not killing myself up on a roof? Well, go sell it. Well, in order sell a roof, you have to be up on a roof, even if it's for five or 10 or 15 minutes. Okay, well, what's the next tier of doing that? No, well, you go build a sales team to go get on a roof to get the guys to go put the roof on. Exactly. So you need to be the leader to go and hire those people. So hire and delegate, hire and delegate, hire and delegate. The only thing you can't hire and delegate is pushups.

Right? Only you can't hire. You cannot outsource push-ups. So I can't take David Goggins push-ups or one of my Navy SEAL veteran guy that I had on the podcast, Ray Cash Care. Right, Ray Cash Care, yep. You can't do it. Sean Moyland, you name it. Those like, it don't, it don't, it don't, Garrett White.

It doesn't matter. You cannot outsource push-ups. Everything else you can outsource. No, I love that. But I think one of the hardest things as well is not only establishing a team, but it's people seeing a vision and understanding when you're recruiting is maintaining the right people as well. And I see it a lot, especially in the sales industry, considering that I've been impasse and solar and all that, is the fact that some companies just burn through guys. You know, they burn through.

What are the steps or ways that have helped you try and not only recruit, but maintain people within your organization? So I forgot what quote it came from, so I'm not going to take credit for it. But it was train your people so well they can leave. treat them so well they don't want to. And I just had this conversation today with my marketing team when you were walking by to go get lunch. And that was my marketing team in there. And one of my gals was being recruited by another roofing company literally last week. She even showed me the video from another one of my competitors that said,

hey, we know you do business development for State 48. Do you want to come work for us? We'll pay you more. We'll give you this. We'll give you that, whatever. And she's like, no, I'm good. Thanks. Because I take care of her.

And I take care of her husband. and I take care of her family. And it's here it's not just a job. It's, and it's, I say very, very carefully, we're family,

but not everybody likes their family. And not, oh yeah, many people are like, we're all family. It's like, I fucking hate my family. It's like,

yeah, you probably don't want to, you know, like, you'll be careful about you say that, right? But my thing is more of like, treat,

treat people well and take care of them, but it's, you're not just here for a job, because if they're here for a job, they'll leave for a job. But when I invest in you and your spouse, and your kids and your family and I want the best for all of them, you'll never leave me. And I think it's also the genuine concern and understanding people's situations.

Like the small things that people care about birthdays and just like what they're going through understanding. Because I feel like I genuinely, I think I was speaking with him earlier on today. One of the things I care, the reason why I never, ever, ever under no condition will I ever do a virtual podcast? The only situation I would do it is for one person. because he's so old. It's like Warren Buffett because it's like 97.

I told myself that's the only exception I'm going to ever do in the podcast. If there's anyone else, I'll drive, fly, it doesn't matter. Because I value connection. I value being next to you, understanding, look at you, understand, feeling the energy. Because I feel it goes such a long way. Like being here has been, like, it's been amazing because, like, you can get so many stuff through Zoom.

And it does work and stuff like that, but in the... No, it doesn't. It's absolutely dark shit. I don't agree who you are. Politically correct. Gosh, dang. Yeah, you're in the wrong space, bro. You're in the wrong office in the wrong building.

You're going to be politically correct, bro. That's not how it works here. But you have a point. Like there's connection. That's like like, do COVID screwed over the entire world so bad when they made people stop talking and stop connecting. In person events,

in person concerts, in person meetings. Like people need that connection. They needed it since Adam and Eve. Adam and Eve, we're not born on Zoom, right? Nor should we be.

There's connection. There's tangible connection. That's why like, the Tony Robbins of the world and those guys, they throw events and there's millions of people online. Have you ever been to a Grant Cardone event or been to an Alex Hermosia event

face to face and just the room, the atmosphere? It's game changing. You cannot create the atmosphere via a digital space. You can't. Yeah. No, I'm speaking of that, I went to the last and Final 10X in Vegas. I was there too.

I was, yeah. It was electrifying like, you know, We had good seating there, started seeing obviously the grand birthday party, but like it's a certain guess that I'm not social media presidency, like the billionaire lady that made up from ground up, but like Jim Ron,

I mean, not Jim Ron, I'm Jimmy Johns and. Jim Jones? You know, and Martha Stewart. Eric Trump? Yeah. Eric Trump blew my mind. Like I know people liked to the Charlie Kirk and stuff,

but when I heard Eric Trump's thing, because we often have this thing of like, hey, trust fund baby, blah, blah, blah. But I don't know it's breaking down the logistics and stuff. and then speak of... He's a trust fund genius is what he is. I like that.

But yeah, no, just speaking about that, like, you don't get that, like, you know, online and stuff with events and, like, you know, podcasts. And it's just, it's connection is some of the most beautiful. And I value that so much. And I think I want to try, that's why I do these podcasts because I feel like people give so much of feedback in understanding how important that actually is as well. Do you want to say an example, like from your network and the people that you engage as well, how important connection has been for our audience? So I actually get made fun of for my mastermind, which is okay, because mine's face to face. And I have a buddy and others that only do theirs via Zoom or whatever, you know, digital way.

And I'm like, no, you will physically come to my office. We will physically meet face-to-face every single week. And we'll shake hands and we will connect together. 10 times more powerful than meeting once a week on Zoom. I don't care who you are. Go watch the recordings all you want. Take all the notes you want. When you are in the room with me and my mastermind,

it'll change your life. And I have, Dakota, how many testimonials you just send me today? 30-something? Yeah, 30-something. Yeah, tangible face-to-face testimonials that meet every single week in that room on purpose because I know the power, because I've been to hundreds of conferences.

And I've been on hundreds of podcasts. And I have personally hosted hundreds of podcasts. And there's nothing more powerful than live face to face. There's nothing beats it. Which it doesn't. So that's my testimony there. It's like I do it face to face on purpose. You can reach more people digitally, obviously, right?

But you have a greater impact face to face. And speaking of leadership, I like this question so much. Do you think people are born leaders or can they develop the trade to become leaders? You're not born leaders. Absolutely not. The only thing you're born is a heartbeat and the law of gravity. I don't know. Captain Marona, it looks like the guy was almost to be, you know, predestined.

The guy was since then. That dude was on TRT from when it was like 13 years old. Come on. Dude is freaking jacks. All the pictures you see that dude is like a beast. He was him, bro. He was definitely him. I'm telling you, the ladies back then like 600 beasts.

he were like oh my gosh he i want him yeah and he was like seven eight i mean it was huge anyways but he was lebron back then yeah there you go there you say leprick get out freaking lebron you say lebron you're trying to be politically correct no that's my guy lepron's my guy i will defend lebron to the last sword okay i'm gonna stamp a 22 23 on your ass on your way out of with my foot jeez louis freaking lebron anyways we won't go into that but um No, I do not believe leadership is, is, I don't believe you're born with it. I don't. I believe leadership is a skill.

Mm-hmm. Because anything learned is a skill. You're not gifted a skill. You are, you practice a skill. Mm-hmm. Things that you're gifted with. You're gifted with a language. You're gifted with a skin color.

You're gifted with height. You're not, like, I'm five, nine. I have to own it. I, no matter what I take. I'm not magically going to be six three, right? And I have like green brown eyes. I don't have beautiful blue hazel eyes. I'm never going to have it.

Coldestacks, bro. See these things? Boom. They're getting bigger. Okay. I got real estate setting up here. I got like seven properties. I'm never going to have beautiful head of hair like these guys, right?

It ain't going to happen. But like, and I can't change those things. But like becoming a leader, I can learn the traits of other great leaders. I can learn like great leaders like Jesus Christ or Captain Marona. You want to go down the religious card, right? Joseph Smith, right?

You name them as you go. Pop, pop, pop, pop, pop, pop, doesn't matter. Jesus Christ. Dude, Martin Luther King. L.B.J. Dude, you know, yeah, you, you... LBJ. There you go.

Yeah, there you go. Oh my gosh. No, I'm just being silly. No, no, for real, though. And just to follow up on that, you know, one of my favorite stories, I, it always gives me, I'm a visual learner. So every time I read stuff, I just always paint a picture. in my head but often you know when you hear about the vikings and and conquering land and the whole like

we're going to burn the bridge i mean sorry we're going to burn our boats because we either conquer or we die yep and form of mentality but it's not just that whole story or scenario but it's the ferocious way in how people literally leaders back then were followed like to the soul you know what i'm saying like it was like strict obedience in a way and back then if I make a similarity right now, what would you say leaders can do right now

to have that level of impact where people can say, listen, I trust you and I'm willing to go all the way with you right now. You have to be a man of truth. Because if you're not a man of truth, what do you stand for?

And one of my favorite saying, that came from Garrett White. One of my favorite quotes or sayings is caught versus tot. We can hop on podcasts. We can write stuff down. We can record videos on Instagram. Do this. Do that. Do this. Do that. But if we aren't doing the this and we aren't doing the that, we're hypocrites. And what person wants to follow a hypocrite? Right. Don't cheat on your wife. And I see him at the club cheating on his wife.

Don't drink alcohol. And I see you shit face on the weekends. Don't do, you know, don't eat McDonald's. And you have a membership to Wendy's. Like, bro. You know what I mean? And pick anything in life. and that's my biggest thing is like show people right because I call it show teach watch show people how to lead right then teach them how to lead and then watch them lead but you have to be the example first put in simple right if you're not putting in the reps why should I you think as a business owner if I'm not putting in the reps why do you think any one of my team members should do as many reps or more reps than me. It doesn't make sense, right? Teach your kids, hey, don't say bad words, and you're dropping the F bomb every other word. Like, that's why Andy Vicello can't have kids. I'm just kidding.

Right? But his, dude, F word is like a verb for him, right? So he probably wouldn't teach his kids not to say the F word because that's like his favorite word. But the point being is you have to be an example of what you want and what you don't want. And what you want and what you don't want, people will follow or not follow that example. Does that make sense?

That makes perfect sense. So, but like that's, and that's been my biggest thing is like you, dude, your people are always watching. Sean Wayland taught me this. Never let someone else raise your kids. Don't let someone else raise your kids.

Be the example. Show up for him. Show them what's right. Show them what's wrong. Show them what honor looks like. Show them what respect looks like. Show them what, right, chivalry looks like.

How to treat a woman. How to treat kids. How to treat a spouse. how to treat the elderly. You have to show them, watch them, have your kids watch you open the door for somebody else.

Not, hey, go pick up that piece of trash. No, no, no. I'm going to go pick up that piece of trash a watch as I pick up this trash. But you don't say watch, you just do it. And then randomly you look in the fries parking lot a little bit later

and you see your six-year-old, your eight-year-old picking up piece of trash and running to the trash can and go put in the trash. I love that. I love that. But in all aspects. of life. I agree. And matter of fact, I know you said in one of the scenarios and examples you were

given, you said Trump as well. I saw a G20 summit recent video. So there's a video that's been circulating when I think it was with Baron Trump. And he said like, don't drink alcohol, don't smoke, don't do drugs and no tattoos, right? And in the G20 summit, it's so funny, they all had wine there. And he had his like Coke, a Coke zero. What is it called? Like a Coke. like. And my point is the fact that the reason why you were so passionate about a topic such as that is the fact that I think if you read his books, he talks about his older brother, there was like his role model that end up like dying from that and he ended up like standing on principle by teaching that to his kids as well. My biggest role model to this day is still my dad because

I feel like his not only is the amount of integrity, but he just always chooses to go the higher route as well. And we always make, we have our family group chats when there's like a bit of a misunderstanding or quarrel, but don't like something, you always says away, you know, like the most Christ-like thing that is very exemplary.

And sometimes, like, you don't want to hear it, but you have to hear it, you know? And I think if somebody's living that way, it's easy to teach that. But if you're not living that way, you're being a hypocrite,

you know what I'm saying? You're being a Michael Jordan. You know what I'm saying? You're going out there gambling in Vegas. Yeah, and you just, you tripped, and fall and become a billionaire. Yeah, just crazy how that works.

LeBron's playing could fit inside one of, one of three of Jordans. Oh, Jason, man. Yeah, and what's defense? How do you spell defense? D with the defense, like in high school, high school basketball again, the D and then the painted fence, right? That's how LeBron plays defense. I'll open up a can of worms.

I better stop with a video. Six, six rings, six defensive player of the year, six MVP, okay, we didn't play six seasons. We have to get that. He played 15, so which means he's a lot. lost, he had a losing season nine times out of the six, you know what I'm saying? Oh, yeah, terrible, terrible thing. Yeah, the rings, the rings, they tick when you touch stuff.

Metal on, yeah, those rings. Every time he touch, it doesn't matter. He can't do this on, he has to, no matter which hand he doesn't on, you'll hear it no matter what, because it's not just on one hand, it's on two. That's fine. I put two to two this side, you know what I'm saying. Yeah, one's your reen finger, though. Oh, that's awesome.

I love it. I love it so much. No, now I want to talk about the mastermind I know like time has been going by so quickly When did you start the mastermind? So I started actually was talking with The twins and Dakota and Dude like three years ago

It was me and two other business partners And yeah I just I don't know It came together real quick And within 12 months of being together We threw a 700 person event And we had people like Bradley and Sean Wayland We had Ed Milet on there

We had, I mean, you know, Natalie and Brandon Dawson were on there. Josh Snow, you name it. Like, we had all these speakers, Pace Morby. There's a lot of influential guys up on that stage. Jamil's coming tomorrow, by the way, to the studio. Oh, really? Yeah. Tell us it high.

Pace is just waiting to Montana, but we planned to. He just, yeah, but anyway, Jimenez coming in. He's cutting his grass this morning. I saw him. Yeah. But it's, no, it's been, the whole reason for the mastermind is not to make millions. I'm sure that it'll get there one day. But my thing is more of the irony that plays into this because you've been asking a lot of leadership questions.

I feel like especially in the blue color space, there is a huge gap in leadership. Because the leaders that we learn from in the blue color space, although baby boomers, they were trained and taught differently than our generation. And it's not the same. It's just not. Then it have iPhones and Internet and all these other things that. we do now. And so it's just different. It's not harder. It's not faster. It's not smarter. It's just different. But I feel like a lot of us, my age, we are, we are begging to be led. And we,

and I've been blessed and even Gary Wye, I was talking with him another day. Like, when you are called, you cannot deny that calling. And nobody can deny it. Right. No matter what you say or he says or she says like if I believe that I was given I was called to do that to call to help men become better men become better spouses become better business owners become better parents and that is what I've been asked to do apart from owning and growing a roofing company then that's what I need to do and that's why I did it because right now it's it's I want to say it's not profitable but it's not there like I couldn't just live off of my coaching program right now and pay my bills with my family. And I think that's the reason why it is because it's not, but there's something

fulfilling there. There's something when you can help somebody else change their legacy. And that came from a really, really rough upbringing. Like, I wasn't beaten by my mom or my dad. I know people that were literally beaten and terribly, terribly treated by their siblings or their aunts and uncles. You're talking about being molested as a kid and drug abuse and all those things. I didn't grow up with that. I didn't. I grew up in a beautiful picket white fence. Steretypical LDS home. I did. So I can't relate to that.

But what I do know is that people have been, and they need help, and they want help, and they're looking for help. And the internet and the society and the way we see ourselves right now is so whack that people don't know what to look and what to trust and what to believe in.

And I've been blessed to put my money where my mouth is and put my foot where my mouth is and really show people like I built a $10 million company in 40 months from zero. No investors, no partners, no loans, just straight grit. But I've also had exceptional mentors help me along the way. Yeah, my mom, my dad, a little bit, sure. But other external influences and with the success that I've been able to have in building a team and having dozens of employees and a building like this, it didn't come

overnight, but a lot of people, their dreams are suppressed by the people that they grew up with. Yeah. Team members, family members, parents, community members, church members, school. A lot of people have given up on their dreams, so they make it give up on theirs. Right. And so that's why, like, if I'm trying to chase my dreams and you get up on yours, you definitely don't want me to hit mine. Right? it just doesn't make sense.

If I've given up on my dreams, but like, go get them, Tiger. No, you wouldn't be like, dude, like, yeah, don't wait too risky. Don't worry about it. Don't do it. Don't push.

I was talking to Code on her walk earlier. Like, don't. Dude, like, no, if that person, like your spouse or those around you are not pushing you to be bigger, better, faster, stronger, you're hanging around the wrong people. Precisely.

No, and I couldn't agree more. And I think, I'm glad you stressed on that. And we're talking about it earlier on and in the first podcast. that sometimes right now not only are men lacking that form of direction sometimes, but because there's no connection, it's harder to open up and talk, but it's harder to also have leaders and mentors that are out there willing to actually take you in the right path.

Because naturally, even back then with the greatest warriors, they had a leader that was leading them in the right path. When I made that Viking example, yes, they lived their whole life training for that one specific purpose, but there was still a leader leading them in the right path. Let me give an example. So I watch these three movies once a month. I was thinking, I'm crazy. I watch Troy.

Brad Pitt. I watch Troy. Burn the boats, right? Yeah. I burn the boats, but take it down and build a horse. Potato potato. I watch Troy once a month. The new space chat.

Sorry. Oh, my. Yeah, once again, we can't beat the original. So let's make a sequel with some other dude. Wamp, wow, wow. So you have Troy, right? Then you have the last samurai, Tom Cruise. What's that on?

The Last Samurai. And one of my other favorites, 300. Oh, which one, though? Not the, not the, like, the prequel to, like, the way they got there, the original 300. Beautiful. Right? And I forgot what was name is. But the, if you pay attention, all three of those movies, their leader was present.

Their leader was not at another continent or sitting back saying, go get him, Tiger. They were on the battlefield. They were 300. He died with his 300 guys. Troy, Brad Pitt. literally they're killing dudes, right? First one off the boat. Like, let's go get him.

Not like, hey, hopefully you guys don't die and I'll, you know, let me know when you get the, you kill everybody and I'll go up to the top, right? And the last samurai, Tom Trues, no, teach me your ways. Why are these people doing what they're doing? Right? And he almost died in in battle at the very, very end. You have to be, and I did, I made this mistake, by the way, those are listening. I made this mistake.

I stepped out of being in the. trenches with my people. Being in the trenches doesn't mean that I have to be the one that does everything either. But your leader has to be in the thick of it with you. Tommy Mello, tell me this. He's like, your people need to see you, need to see your truck in the parking lot. Your people need to see you in your office. You can go on trips and you can have nice stuff, totally fine. But if you're truly going to war to build something great, people need to see you doing something great. I think it's so exemplary. And I'm glad you said that 300 gives me the chills each time because they knew.

Best movie ever. They could potentially die. But they're like, man, eat, drink would be married for tomorrow we die. That feeling of like, listen, I'm dying in there with like my captain, my leader, knowing that we're dying on a good course. We're not going to be slaves to like the other guy. And so I think it's such a good principle because not only was he leading, but he was leading from the front each time.

He's like, listen, I'm going to die with you in the field. but either way we're not going to be subjected to another ruler we're going to live for our freedom or what we stand for and it's a great example and i think sometimes what happens i notice especially in the sales aspect people just want to quickly get those leadership positions that they can easily delegate like listen you go knock and set appointments all come and close the deals you go do that thing and i feel like it's such a common trend especially right now because we want to delegate so much that's why i feel solar industries become disastrous over time it's just been It's a joke.

Rumbling. And I just wanted to add on that and concur that leadership is just so important. Before I came here, I drove to Paradise Valley, 43 minutes one way, got on one roof. It was 111 degrees. Got on one roof. Did my inspection. Got off, uploaded the picture, sent the bid to the whole thing, came back here, right? Showing my team.

And I sold $200,000 this month. We'll do. We cleared $1.3 million in June of this year. Wow. I'll show you my CRM when we're done. Wow. But I sold $200,000. of that. I didn't sell zero. I sold 200 of that. Right. And I could have sold more, but I was

trying to be nice. Right. I got to let my guys win. But you know, kind of like, LBJ. Yeah. Yeah. So, yeah. Like you go to the playoffs, but then you like just, you know, shit the bed and don't, you can't like win. You can't win. But like you showed up, right? Cleveland. Yeah. This is for you. Miami. D. Wade. Just kidding. But the, I want, I want to finish on this though one of the biggest things that we that we forget though Troy he was single last time right he was single 300 he wasn't single he's married right and when he left and this is my wife when she left when he left she didn't say come back or i miss you or don't go she said leave she said come back or come back with on your with you know on your shield come back

but you know come back and there was no self there was no selfishness there because she knew the mission she knew the goal she knew what he was there to do and that is the level of selflessness that if or when you have a spouse that is the kind of spouse you want to attract and that is the kind of spouse that you need to be and my wife is that person wow the number kind of crazy you can't you don't get to choose your parents. Do you know what? Like don't get, don't get weird like all spiritual on me. You're like, oh, in the premortals, this. Like, don't go that word. I'm dead serious. Don't go that wrong. But like, you don't get to choose your parents. Like, you're born and like those are your parents, right? You don't get to choose your siblings. You just, as I grow up,

like, that's my brother. That's my sister. Right? You don't get to choose them. You get to choose your spouse. The one thing you get to choose in life is you get to choose the person you want to spend the rest of your life with. And it is the number one decision that will make you into a warrior or that will crumble you and your goals in your creation of what God called you to be. So be very, very careful and very intentional of who you choose to spend the rest of your life with. Wow.

Wow, that's very powerful. I'm grateful for you sharing. that and I wanted to also kind of segue a little back and then talk about I want you to help me in this aspect and now I'm talking about like a problem and I struggle with a lot is the fact that I I take way too much responsibility because I trust less and so I do everything where and then when I try to delegate I overly become micromanage like it's such a, it's a, it's a fault to the point. It's like, instead of like micromanaging, like, let's say, media team, I want these podcasts

done and this. I'm like, you know, let me just do anything by myself. Then I end up spending way too much hours because I want things to come out, just the way I wanted to come out. What example would you give? Because I know that it can become, it can be a blessing, but also some of your biggest blessings can become a curse as well. What advice would you give someone like me or someone that may be facing with that level

of like just wanting things, micromanaging and just not allowing people to just flourish in their specific skills? So this is where you need to be more like. LeBron instead of Jordan because Jordan was perfect six for six so but like LeBron like he got it done

but in a bubble right so that's what it comes down to so done is better than perfect right so he left the people around you don't I'm thinking I don't know who you are that everyone just went down and they became like a lottery

that needs to go vital that needs to go viral done is better than perfect perfect six for six or you can be like, Bron, and just kind of like, come and go when you want to, and you know, if you want to ring,

you don't, but if not, people still talk about it. Well, that bubble was the most mentally draining kind of like thing. I think that's, that's equivalent to like three of,

like, Jordan's like titles. Yeah, yeah, right, right. Oh, man. So,

to answer your question about that, though, micromanaging and delegating and whatnot, a lot of it is, we didn't grow up being trained on what to do in our job, we just kind of like,

had to go figure it out. You have to fix that. You have to train people exactly what you want them to do and exactly what you want them, excuse me, not to do. And a lot of the times it's a lack of training on our behalf. So we don't trust our people to go do X because we haven't trained them and watch them to do X. So there's a trust factor there.

It's not that there are good people that they do it right. We haven't trained them to do it correctly. So you micromanage them because you didn't train them correctly because you didn't train them because you didn't do your job as a leader. You didn't train them to where you can be like, here you go. or you don't trust them to fail. Brandon Dawson teaches that you can train anyone to do 80% of your job. Anything you do,

I can train somebody to do 80% as well as you. That 20% is the magical unicorn dust, right? Your personality, who you wear as a person, right? And that little it factor, that's that 20%. 80% of it, four out of five, 80% of it, you can train. Wow. If you train them and train them correctly and hold them accountable and you teach and then show and then watch.

That is how the micromanaging part goes away. I don't have to like today we're doing probably 20, 25 roof inspections. I'm not like, how did they go? Did they diagnose it? They look at it, right? Did they ask the questions? They asked for the clothes. Did they overcome the objections?

Are they, uh, ha, ha, do all that stuff? No, no, no, go do your job. And if they fail, I have, I look inside first. Whenever somebody leaves my company, I say, what did I do wrong? Not what did they do wrong? It's easy to blame people. What did I do wrong? How did I fail them in production, in sales, in admin, in marketing?

How did I fail them? I could have done this and this and this better. Okay, we're going to turn it into a training opportunity. We're going to train the people that are still here to where they don't leave because of the things that I did not implement into that team member before they left. Because what if I would have trained them due to those things? Would they still be here? And that's what it comes down to. Training, training is everything.

Training is a daily, just like brushing your teeth. It is a daily thing. Personal development is a daily thing. You don't work out once a week. You'll be fat. And you'll be sore for five days. That stupidest thing in the world. I did it, by the way.

Like, workout once a week, hard, max out. Cool. Soar for like five days. Go do it again. You don't get any more fit and you're sore for five days. Stupidest thing ever. Just take that end of sales. Only train once a day.

Mastering your craft. Do you think 300 or the last samurai or Troy? Do you think any of them? Oh, I'm going to like work. on killing people and shooting arrows and I'm just going to, I'm trained on that, you know, one, you know, for a few hours, you know, once a week. No, every single day, hours, every single day. That's what you have to do. You have to train your people because when you became a master of your craft, how did you do it? Every single day, hours and hours every single day. So why do you

think these people should get any shortcuts? They should be doing it just like you did, right? Hours a day, every single day, non-negotiable if you expect them to get the 80% of the results. that you get. Love that. I love that so much. And then as we can, I have just two more questions I wanted to ask.

Obviously the success that you've gained over time, switching in the blue color and then incorporating a lot of the business aspect as upscaling your business. What's probably been one of the biggest lessons you've learned as like being an entrepreneur? Ironically, the last,

the previous question is hire and delegate. So I have this rule called the 25, hundred rule. So $20 an hour versus $500 an hour. So write down everything you're doing on a daily basis from 5 a.m. to 10 p.m. Every single do, everything will do on a 30 minute or hour long increment. What do you do? What am I doing? Write it all down and do it and do it for a week and document what you're doing for those 30 minutes. I'm doing this. I'm calling this people. I'm picking up dry cleaners. I'm walking the dog. I'm looking, I'm doing this bit. I'm dropping off this trailer. I'm ordering this material. I'm doing whatever it is. Right. Whatever.

whatever industry you're in. At the end of the week, get a yellow notepad, right? My boomers, get a yellow notepad, right? Or I'm 38, get a remarkable. Draw a line down the middle. And you write down the tasks that pay $20 an hour. It's about $40,000 a year, $41,000 a year. And write down all those tasks that you did that week that were $20 an hour.

And they write down all the tasks that cost about $500 an hour. And then all those ones that are $20 an hour, you hire and you hire and you delegate those as fast as you can. Because if you want to make a million dollars a year, that's $500 an hour. 40 hours a week, 50 hours a week, 50 weeks a year. Or if you continue to do the $20 an hour week's stuff, $20 an hour, right? $800 a week, $41,000 a year. That's what you deserve to make because those are the type of tasks that you are doing.

And then there's, as you get going, you'll feel like you realize that there's a $50 an hour and $100 an hour, those are your different managers and your different positions, right? Like, Dory, my CEO, she's not a $20 an hour person anymore. She's like $150 an hour person, right? And she makes great money. But the tasks that I give her, she can't be doing the $20,000 on hour tasks

because then I have to pay her $40,000 a year because that is the value that she brings by doing those tasks. Every task has a dollar amount attached to it, bigger, small. Now, if you do it, like Ryan Stumman, if you know the hardcore closer, if you interviewed him

he's a great guy no I haven't he's here in Arizona Texas in Dallas super good dude and great on podcast but he he cuts his own grass

and be like dude you cut your own grass why you pay somebody he's like it's therapeutic for me I love doing it it's very fulfilling I love the smell

of fresh cut glass it makes me happy so I choose to do that right but in business hire delegate higher

I can only get on so many roofs a day. You can't do a million dollars a month in roofing and be the number one sales trap. I don't know anyone. Not commercial, not hail storm chasing, residential retail. I don't know anyone on planet Earth that can sell 12 million dollars of roofing in a year. It doesn't exist. Average sales rep does two to two and a half million. Okay, cool. You immediately have capacity issues if you do the math of how much they make. Okay, so I need more sales reps to go and sell more roofs. Grant Cardone teaches the two things that you don't delegate or that you delegate, but you still are the number one at, marketing and sales. Two things you never give up.

You guys are growing, you guys are scaling. Never go up sales. So continue selling. Keep out on those doors, knocking those doors, right? Selling those roofs. And number two is always never let somebody in your business out promote you. No, that's powerful. I often ask, I've been one of the things I actually like is when I conclude the last question. I always ask people, because it's the coat to winning. So insights people need today to seize the world tomorrow. For Jason Payne, what defines winning? And don't say Michael Jordan. So what defines winning? So yeah, so not Michael Jordan, but 23. No, I'm just what defines what defines winning? So the definition of winning in my opinion is to be able to do

what you want, where you want, when you want, with the people you want, with no restrictions. So if I want to leave tomorrow and go to the Bahamas for 30 days with my wife and my kids, I buy plane tickets, I fly out there, I go there for 30 days, I go there and I come back. That is winning. It might be that week. It might be I want to go sell $100,000 in roofs that week. and I'm going to go get on a shit ton of roofs, talk to a ton of homeowners,

send a ton of contracts, and pick up a lot of checks. And that is my goal for the week, and that is me winning. But I get to decide when, where I want to go and what I want to do. I want to come on this podcast at 5 o'clock.

I can move my calendar. I don't have to ask for PTO. Like, I need know what that stood for until I was like 35 years old. Sour my life. They come from corporate America, right? Like, PTO. I'm like, what's, I was like toilet paper, literally.

I was like PTO. I didn't know what I went. So my life. I had no idea what PTO. And my brother-in-law works in corporate America. He's like, oh, yeah. He's like, oh, I can't take this three-day week enough to go up north to the cabin because I don't know that much PTO or just save PTO for Christmas.

And I'm like, what a shame. To each their own. To each their own. What a shame that somebody, another human gets to decide how much time you get to spend it through. kids and when you get to spend time with your kids and where you get to spend time with your kids or your spouse or whatever it is that thing that makes you tick that makes you win or it makes you feel fulfilled right that's that's my thing so i work my ass off every single day to where i can

and there's processes and levels of there's tears of that right knowing that like i can go wherever i want do whatever i want and my credit card won't bounce right and my team will still be here and we'll still make money while I'm gone, right? And I get to create experiences with the ones that I love, whenever I want, wherever I want, no matter of the cost. That's powerful. Jason, if you could let our viewers know where they could get a hold of you, if they want to try and jump in the mastermind

or learn anything about your coaching or any course, or anything you may have, can you let our viewers know, please? Yeah, so, easiest thing is Jason the Roofer on Instagram. That's literally it. Everything else doesn't matter. You'll figure it out from there. Like it's, if you go there, you will, you will, if you follow that page, there's over 7,500 posts all from this iPhone or the iPhone, you know, 24, 6, 8, 9, 11, 12 as I go up. But literally, 7,500 posts from my phone.

Wow. All from me. Not from social media. I mean, he'll clip it, but I still post it, right? But most of those are from me on a roof in a podcast studio at an event, whatever. And all I'm trying to do is just add value and educate people. on how to be a better spouse, how to be a better parent, how to be a better business owner, how to be a better team member, how to be a better man of God. Am I perfect at it? Absolutely not.

But I am trying. And people can learn from your failures and your wins. But they don't, if you, if you don't share it with the world, they don't know. I love that. Love that so much. Ladies and gentlemen, the Coda winning insights you need today to seize the world tomorrow, the man, the myth, the legend, LBJ, himself. I was sorry. Jason Payne. Thank you very much, brother. Go Bulls.