The Entrepreneur DNA - Investing in Relationships Beyond Your Field | Jason Von Payne | EP19

Episode Date: May 6, 2024

Jason Payne is an entrepreneur renowned for his commitment to building strong business relationships and a robust consulting business. Despite not being actively involved in real estate, Jason invested $60,000 to join a high-profile mastermind, underlining his belief in the power of networking and personal development.

What is up, Entrepreneur DNA? Welcome back to another podcast. I have a good friend of mine here, excited to be doing this podcast because this man spent $60,000 to be a part of a mastermind that I run in the real estate space and he doesn't even fucking do real estate. Mr. Jason Payne, what is happening, brother?

What up, dog? Man, I'm excited you're here in Miami. Dude, love it, excited to be here. Why the fuck did you spend $60,000 to be a part of a mastermind that you don't even do real estate with? People, connections, relationships. Okay.

Rub shoulders with people that I want to eventually do work with. Yeah. I might not do real estate right now, but I'm not going to not ever do it. Yeah. I'm just going deep with what I'm doing right now. You should get real estate and do this and that. I'm like, yes, but like, I hate people that have, oh yeah, I have this business and this business and this business and this, like eight of them, I hate people that have, oh yeah, I have this business and this business

and this business and this, like eight of them, but none of them are, none of them are a true vertical. Yeah. And I'm like, you have these little six or eight half-assed businesses that make you a half million, a million dollars a year, but they're literally like this little pussy, whatever you want to call this.

Drives me nuts. Yeah. Like, dude, you know Tommy Mello? He owned garage doors. No doubt. One of my good buddies, 220 milliony mellow they want garage doors no doubt one of my good buddies 220 million in a year in garage doors but i bet he's obsessive about garage doors and running that business yes yeah he doesn't have shiny object syndrome yeah so you join this mastermind because you don't want shiny object syndrome but you want the people in the room yes that's

everything i'm about to give a speech, and I call it good to great. And the difference between good and great is people. Everything comes down to relationships. Yeah. How'd you meet? How'd you get in that room? How'd you get that speech? How'd you get that podcast?

How'd you do this? Somebody connected you or you transacted with somebody, a person, in order to make that relationship happen, to make that deal happen. You're in that seat right now on this podcast that will get six figures worth of views and hearing and youtube and instagram because of that mastermind 100 and who knows how much revenue and business can come from that you run a consulting business you run a roofing business you have a podcast yourself what's your podcast sexy business Sexy business status. Sexy business status. Go check out that podcast right now. Um, and you can find them by the way, Jason, the roofer on Instagram, make sure you follow my man. Um,

let's talk about people because I, I'm, this is the biggest thing I'm, first of all, it's my superhuman power. You obviously have the same thing you're charismatic you're easygoing your business now is doing you know 13 million dollars a year and it's because you believe in people 100% from people that's all that's all it is are you at a point where you can connect the dots of how much money you've generated from the handshakes you know as our boy Bradley says uh or or from the people because i'm not i can't define it but i'll tell you it's a lot more than any dollar i've spent in marketing oh yeah yeah it's i mean it's in in the multi multi millions yeah like not even not even trying yeah because that one that one connection filled that room that closed 10, 20, 30 accounts at $15,000 a piece.

Yep. And then the compound, relationships are compounding. Yep. That's why it's not just, it's not transactional, transformational, and it's not just a one night stand. It's a marriage. It's a long-term thing. As long as you nurture it, obviously. Right?

Because there's people like you and i met what two years ago and there's people that i met that day two years ago that i didn't stay in touch with that i didn't you know nurture the relationship but fast forward two years and you and i are here yeah type deal and so but the opportunities from that and you never know what the who that person is connected to of course it's crazy they don't need you know one of the biggest lessons i learned is is never judge a book by the cover meaning if they you know don't look the part right if they're not wearing the watches and the things you know don't just judge that they don't know how to make money or they

don't have money or any of those things right and don't judge or don't put judgment on them because you don't know who they know and you don't know when you go for that ask they might have the one heavy hitter we just did this right now right before we started this podcast right there's one human i want on this podcast and literally the owner of the studio says i'm going to introduce you to the guy as i'm talking about it. It's funny. You say never judge a book by its cover. The first person that came to my mind that spoke yesterday, Jesse Itzler.

Oh my God. He looks like a freaking hobo. Totally. A hundred percent. Even yesterday, like 4,500 people on a stage and he's there and he looks like he's freaking homeless. Yeah. But the dude is wife's a billionaire. He owns part of the Atlanta Hawks. Like dude, it just absolutely insane. But he's freaking homeless. Yeah. But the dude, his wife's a billionaire. He owns part of the Atlanta Hawks.

Like, dude, just absolutely insane. But he literally looks homeless. Yeah. He doesn't care. He's one of my favorite people on the planet. He's the most authentic motherfucker you'll ever meet. Dude, what a great dude. Now, you're here mostly for Grant, but also for me, let's be honest.

But Grant Cardone has his big 10X Growth Con. Yeah. What takeaways have you been able to capture from there? So a lot, a lot of it is so relationships are talking about relationships in order to develop those relationships. You have to get in the right rooms. So that mastermind is a room, right? I got in the room. Then from there, it's how valuable is the room? And there was a guy there. I went to the bathroom.

I take a phone call. There's like the VIP section of bathrooms and a little section over there. I was pacing. So I ended up at the bathroom in the very, very back. So 4,500 people back. There's bathrooms way in the back. Like literally the last row, it's probably a $100 seat compared to the $10,000 ones in the front. And I went to that bathroom.

And a guy that actually from Arizona was like, Jason Payne. I'm like, what's up, man? No idea who he is. He's a realtor in Phoenix. And I was talking to him exactly about this, and I said, the back three rows, what's the net worth of the back three rows of that room? Maybe a million dollars combined.

Now, I'm judging, stereotype, but theoretically, not combined. Right now I'm judging stereotype, but theoretically not much. Right now go to the front of the room where I personally shaken hands and talk to dudes that are doing nine and 10 figures, whether net worth or in revenue, like gross revenue in their businesses. Yeah. Like there's multiple billions of dollars in the first three rows. That's right.

And it was like, even just the bathrooms, the bathrooms, the guys were in the certain color lanyard. All those dudes paid $10,000 for a ticket. Yep. The guys in the back paid 100 to 500 bucks for a ticket. Yep.

And I'm like, oh my gosh. So it's not just the opportunity to develop the relationship is based off of the quality of the circle that you're in. That's right. That makes sense. It's the same pay to play thing you're in. That's right. It's the same pay-to-play thing that we always talk about, right? You paid $60,000 to be in the mastermind because you can meet me and more than me, but a handful of other people, I'm sure, have moved your needle over the years.

Same thing for this event. You're paying $10,000 for the ticket. You probably are not alone. I'm assuming there's a handful of your team that's there. My wife, my COO. Right. And you are in the trenches whether it's with jared or grant himself or you know in the back room vips it is the same argument

i make about first class always fly first class yeah not because you want to feel cool cool or sufflex or because you get free champagne all those things are cool yeah uh it is literally who you sit next to it is i've met so many the speaker of the house of florida and i are friends now he's second in charge of the whole state there's the governor the speaker of the house we are actual friends hang out smoke cigars together because i am flying first class and he is flying first class how cool is that what needle i don't know where i'm gonna be able to have a needle moved by that, but I'm damn sure at some point in our history, I'll make a call.

He'll pull the trigger. I'll be able to do something in Florida that I wouldn't be able to get done. And it's all, all you're doing is you're putting yourself in with an opportunity to create a relationship with someone of value. 100%. And that's, and that's what it comes down to.

And so that's every single thing i do from now on is first class it's not a social status i don't care it's coach and like do a plane's a plane let's private jet versus like first class and i'm much cooler than coach it's just not but i think about the private jet now there's a lot of convenience to a private jet so i won't i won't discount that right but even then you don't get to talk to anybody else besides the people you're with and you're not expanding your network. Yeah, you, your wife, and your kiddos, right, going on a plane. Who do you get to?

You do that at home. Right. Now there's convenience, so I'm not going to take away from that. No, no, 100%. But not the convenience part, but the relationship part and the opportunity is, once again, look at the value of those in coach versus those in first class stereotypically, right? And the people in first class, theyically right and what people in first class they're all they also have the same mindset as you do some are douchebags right not all of them but some of them will generally be like yo what's up smart conversation especially you're flying by yourself

yeah what's up man what do you do and you start playing the name game then you're like holy shit no way this is cool boom two seconds later or a three hour flight you flight later, boom, there's a phone number and let's roll. It's incredible. And I can tell you countless stories. But let's get into a little bit of the business. Now, you run a consulting business. But most impressively, you are running a very high-level, high-revenue roofing business out of Arizona. Right.

Right? State 48 Roofing. Yes, sir. And you've built this thing up to roughly about $13 million in revenue. Right now, it's doing $1.5 million a month in revenue. That's phenomenal. And when did you start that? August of 2019.

Dude, this is five years now. Almost five years. You know? So that's impressive in and of itself. What's the plan for this business where do you want to go with it so i'm going to do an evaluation at 25 mil and then see where it goes from there you want to exit it i don't know if i want to exit it but i want to acquire i really i really have a just a passion to acquire other small businesses and and or consult them so you

are looking and i love this you're looking more not to sell it and have an exit you are saying i want to get enough revenue i can either buy more roofing companies and or other companies because the revenue is so big their money is so much right i can acquire and systemize other companies in the same way i've systemized the roofing company and i can go win five companies running at 25 million versus one once you do it once you have the you have the playbook plain and simple so what's the secret to building a 10 million a year plus business what's been your secret it's funny as you mentioned that relationships shocker right fucking shocker we call them so there are several different things um i i didn't run an ad until

six months ago no way i didn't know that yeah no facebook ads no instagram ads i generated 3.1 million dollars last year from free organic raw instagram and facebook. Didn't talk. No YouTube. No TikTok. I wasn't on either of those yet. Social media. Social media. Doing this. Hey, guys, I'm out at the next house doing a roof or whatever.

I'm up on a roof, man. This piece of shit. It's 20 years old. You have a house that's 20 years old. Give me a call. Click. Go to the website. Boop.

Done. Over and over and over. I have over 6,000 posts on Instagram from my iPhone. That is incredible. If you are out there and you are an entrepreneur or you're a business owner, you're a salesperson, roofer, it doesn't matter. You will gain business through simply using social media. So I call it three different circles of your social circle, right? So you have your inner circle, friends, family, really close.

Sure. Right. They're at your birthday party. They're your funeral right inner circle then you have the what i call like the outer circle which is kind of the friends that you are good friends close you'd invite them to birthday or thanksgiving right then you have your social circle i call that the social meet like you're at the gym what's up bro you know the dm only yeah you know hey i saw your instagram cool shit but there is a much bigger opportunity in that social circle to grow a business and people aren't understanding the value of social media right well and the crazy part is the people in that third circle will refer

you more than the first and the second circle combined in my opinion because and they'll never transact with you yep like it's just it's just a fact like my mom's never bought a roof for me right no she has a roof now has she needed one uh because maybe they didn't i guess i helped her do her addition we did a roof but the principle of uh because maybe they didn't I guess I helped her do her addition we did a roof but the principle of it right is like those those close people they know who you are but you can the loyalty of followers that you can get from that social circle that you're talking about is so impactful because what you're doing is when you add value one of our core values add value and educate add value and educate i have a guy another

roofer in arizona i'm like dude stop with your he does these high-end crazy ass videos as literally guys turning it all through putting it back on and this kind of shingle and metal blah blah but like there's there's no copy nothing in the captions and it's just showing a roof being torn off and put back on high five like you're not adding any value right like just like a roof being torn off and put back on high five. Like you're not adding any value, right? Like just like a podcast, you're just talking to talk to talk, dude,

give us something that someone can take away that they can implement into their personal, professional or financial life to better themselves. If not, shut the fuck up. Yeah. It's something that is a core value for any business. I really is,

is if you offer value, then you get paid more. Yeah. You will earn as much value as you add. And unfortunately, there's a lot of business owners that are short-sighted. They want to be transactional. They want to do enough to complete the transaction and move on and go find another client.

It is, and I don't know how it works in roofing, but it is infinitely harder to find new money, meaning new clients that is to treat the ones you already have. Well, provide value and retain them. Yeah. Hundreds of dollars per lead, thousands of dollars,

depending on your industry to, for the acquisition, right. To acquire the client or go reach out to the people that are already following you that already love you and say who do you know yeah who needs this like it's it's just having not having a referral program is like mind-boggling to me i'm like these guys talk about our referral program how do you implement it what do you do how do you incentivize so our referral program is if you refer somebody to us depending on the size of the

ticket but what it is we'll get what's the new cookies your house you would like you'll be amazed be like oh it's all money like dude you'll be amazed people don't want money like dude i'll come i'll come inspect your roof and maintain your roof this year normally it's a value of 695 bucks we'll come do it for free not a problem problem. And you have a wife. Oh, you have a wife and kid, two kiddos. Cool. Four pack of crumble or whatever cookie thing. They beam the gloat and they're taking a picture. They're posting it about you organically for free.

Yep. Right? It's absolutely insane. Depending on, we'll run promos. We're like, hey, do you want to make $500? If you're a first and we do your friend's house in this time frame we'll we'll give you a 500 gift card to the great wolf lodge or the princess or you know somewhere to go do x and y and z somewhere where people are going to go anyways and i do it i could totally use that 50 or 100 or 500 towards that so gift cards

heavy on the gift cards heavy on the cookies heavy on i spend probably at least two thousand dollars a month on cookies is that why you're doing 75 hard too many cookies in the office no i send them no there's no cookies at my office no no cookies no it's uh but no it's people people just love it people they want to feel appreciated right they want to be seen too right they want to feel appreciated seen you know interestingly i'm going through an awful experience and i hit you up, you know, about my roof and a year ago, I'm still a year later. We just had a storm come through a week and a half ago. My guest bathroom crumbles. I had my kitchen. So we replaced our roof because there was a leak, replaced the whole thing, tile roof. Um, all of a sudden three-day rainstorm in miami kitchen

starts leaking i just replaced the roof he comes out fixes it this rainstorm last week or two weeks ago literally my entire guest bathroom ceiling dude i saw your video yeah you know have you seen chai tv like oh it's where they so i at my gym i know of it but i yeah it's just it's like a bunch of just funny and like crazy ass videos from you know my video hit chive it it reminded me of chive oh yeah yeah like that's how bad it was it wasn't like oh it's leaking like oh come fix it like holy shit there's like buckets plural of water coming into this house. Yeah.

And I'm like, bro. I'm dealing with a roofer who is just a piece of shit, right? They don't do the right thing. They'll never get a referral. In fact, my wife today is on with the city. We're trying to basically put him out of business because the reality is, yeah, it's his business. But if you treat people like me that way, I know too much about business. Like, this is your livelihood.

You did not do the right thing from the start. You did a cheap job. He didn't use, and you'll know this and the audience probably will, he didn't use hot tar. And so I have a flat deck that goes into the vaulted ceiling. And so it puddles because he did it the cheap way, which I think was just the paper way or whatever it is. You know, the puddles were enough to start to leak again it's the second time now and i'm like and how old's the roof six months old funny crazy already been out there twice crazy step ready so in the united states and canada for the past 25 years roc is called

the register of contractors right those that are in the blue color space register contractors is basically the the police for contractors yeah and if in the past 25 years you get a complaint for doing stupid shit like this right ghosting people taking their money doing shoddy work a lot of variables um and the past 25 years 21 out of the 25 years roofing has had the number one complaints 21 out of 25 years at one point in time it was 17 years in a row like that is some good shit like that's a that is a record like yeah in a very bad way in a bad way but like that's how but you know what the crazy part is it's in every single trade that's why like going back to the coaching so the consulting side is it's called sexy business status why because I want the status of your business to be sexy. The roofer that worked on your roof, his business is

not sexy. It's garbage because he's giving you that one, that kind of workmanship, which is also brings in a shitty warranty. Yeah. Right. And then also shitty customer service. So shitty, shitty, shitty, you're over three, like three strikes, you're out. Customer service, dude, this happened 10 days ago. He still hasn't been to the house. I had to hire another roofer to fix it, not completely, just to fix the area. He was supposed to come today. He said, oh, sorry, the guy who I usually use for this isn't around.

So I just told my wife, I'm like, I'm done. She calls the city. We're just going full tilt to just take him down because I'm not going to be the only person. Like, that's not fair for other families. So it's almost like my obligation to report him to say, hey, dude, you're going to go out of business because you haven't been in the house in 10 days after we've told you. We sent you the video. You just did this roof. Like, you can't even show up once.

Apart from interior damages so oh imagine imagine a homeowner or a family that's that's not you know wealthy for lack of better words but they still need a roof they got a roof and then this happens like dude i just paid tens of thousands of dollars to get a roof fixed now i gotta hire another roofer i don't have that money oh by the way now there's two three five thousand dollars maybe more of interior damages, right? And all that, and this guy literally just disappears. Disappears. He's talking to my wife, but gives just excuses. And so anyways, I don't want to bogart the conversation,

but that's just like, it's real life, right? So how do you create a business that has a reputation above beyond, and you can do the simple things that you're doing? And that's simple. Sending cookies, gift cards, showing up and giving yearly service, right? At service right at no cost hey checking in if this guy wouldn't have done that he wouldn't be in the position he's in right people under business owners especially underestimate the value of the service component so i'm launching a tech space it's already launched etc our number one mission right now is service first, not sales first,

service first. Because if you have a happy client, they tell other people. That's why you've been able to do three, four or $5 million in a year because they started telling other people, Jason, 48 roofing. That's the guy that you need to go get your roof with. One of our first core value is be obsessed with providing a five-star experience. That's our first core value. Because what it does is it sets the standard for everybody, including the homeowners. Hey, we're obsessed with providing this experience. We also want that to be reciprocated. We want you to be a great client, not a royal D-bag, right?

But be a great client. We're going to give you great service. We're going to have a great experience. Let's roll. Yeah. Right? Also keeps my cruising check. Hey,

was this a five-star experience? Oh, it wasn't cool. You get a deduction of pay or you'd go fix X or Y or Z for free. Why? Because I require my standards of five-star experience. You just told me to give a two or a three. So guess what?

You get to go fix it and make it a five on your dime. Sales reps, you bid something wrong. You don't do it right. You leave out something for my production team and they can't fulfill it because the approval notes aren't synced up and they're automated. But like they just miss something, right? Replace the skylight, do the entire roof and miss the skylight. Rain comes, boom, leaks.

Why? Because of the skylight. Because the sales rep didn't tell the production team to replace the skylight, but it's literally on the contract and they paid for it. So the sales rep didn't give a provide a five-star experience boom i get part of your commission to go replace the skylight and now the interior damages and cookies but like dude when you when you truly understand that your reputation is everything you will do anything to save it anything in just to keep it out of harm's way yeah i mean the internet is brutal right i mean you go get a bad reputation on Google or Yelp.

I mean, in case your business, I mean, you might still be able to exist and make some money. But you're never really going to go really anywhere, right? But you know what all the things you're talking about is the same point that we brought up. Service is directly related to the people. You treat people right. You give them value. You love on them. You do the right thing by them

you the business will win in a massive massive way yeah right here's the thing though like it all starts at the top though it all starts with leadership like if you don't have that standard and you're okay with like a three or three and a half maybe a four star and you're okay with that that means that you're and by half, maybe a four star. And you're okay with that. That means that you're, and by the way, just because you're a five doesn't mean your team's always going to be at a five. If you're not at a five, you can't, you cannot require them or expect them to give a five. It's like kids, like parenting. Yes.

You can't get mad at your kid for doing something dumb when he sees you do the same damn thing every single time. You drop the F-bomb in your house all the time and your kid drops F-bomb. Who like you're a hypocrite. Right. Yeah. There's total standards. And that's, but we, we see that like in family and in marriages, but what about also in business? Are we being a fraud to our team members by not setting the expectation, right? Being consistent with the expectation of the standard and then holding them accountable

for it because I can't hold them accountable if I'm not doing it one of my uh previous guests and a friend in phoenix andy elliott right he's big on uh pushing up early working out and he won't tolerate his employees not doing the same thing i say that because it's very incongruent when business owners say hey we need you to show up early every single day 7 a.m whatever 8 a.m something before the standard nine but the owner walks in at 10 30 11 with a latte and you know hey guys how's everything fucking doing right and you're like that's not congruent you're not going to motivate your troops by you being the last in the office regardless how big you fucking are right i mean at some level when you're apple fine but you know when you're us when you're you know 10 plus million a year they need to see the guy in the trenches right the same way they are because it's not big enough for you not to be

reliant on the standard needs to start with you and leadership right my buddy tommy mellow uh taught that on our stage actually the one that you that you were at. Yeah, yeah. And he said something that hit me like a ton of bricks. He said, as you get going, and he said, depending on your business and revenue, he's talking to blue-collar guys mostly. He's like, when you pass that $5 million to $8 million mark where your company is kind of turnkey, where it's like you're not swinging the hammer. You're not dropping off the dump trailer. You're not ordering the materials. You're not going to the homeowner to collect a check you have people doing that and it's it's hands it's not turnkey but it's hands free for you

physically he said that is one of the biggest problems is the owner disappears stays home doesn't show up on the office, your team members don't see you in the office, they don't see you grinding, they see you making all this money. As we all know that with business owners, right? Cody Sanchez brought that up, it was really funny. She's like, yeah, all this stuff, like 3% profit, like shut up.

But the- By the way, that's very accurate. Yes. People that brag about the money, and I'm a victim of this, I did this earlier in my career. Sure. And I had all the things, the Maseratis and the right, but I had 9% profit margin, nine multimillion company, 9% profit margin. It's a shit business for all those that don't know that.

Yeah. So I'm, I'm fully in agreement. Which is crazy because the roofing industry is averages 90,000 roofing contractors in the USA. 90,000. Average net profit is 9%. In my opinion, and I respect you have this company, that's shit. Because that means that's what you're able to put in your pocket at the end of the year in distributions. Right. So if you do $10 million, you essentially have 90? Is that right?

No, 900,000. Yeah, you make a mil. Yeah. I mean, at scale, I guess that's okay. But even then, you're doing all that work to build a $10 million a year business, and you're going to put like, I want more. Yeah, that's what I'm like, dude. I was like, oh, you're doing, like, why are you still putting pressure on your team members?

And why are you trying to grow and scale more? Like, you're doing it, and you're netting, you're making a million dollars a year. And I'm like, dude, you have no idea. Like, one bad thing happens, and you're netting, you're making a million dollars a year. And I'm like, dude, you have no idea. Like one bad thing happens and you're done. You're done. Yeah, and you better be saving those $900,000 paychecks because you're coming out of pocket to go fix this thing. Right.

If you want to stay in business or you go out of business. That's assuming you don't invest back into your business to grow it. That's right. So if you're living off a half a mil like I am, and I put the other half into marketing, just because I'm like, dude, like, I'm like, I got two billboards, like just doing all kinds of stuff, right? Like I generated 6,000 leads last year.

Good for you, bro. And it's like, but people, small business owners, we do not believe in marketing and advertising. We don't want to get on Instagram or Facebook because it's dumb or it doesn't work or there's not an immediate direct ROI that's, you know, traceable or trackable. And I'm like, dude, omnipresence, man. Yeah. Be everywhere. Everywhere. You need to be investing in your business, right? All the time. That never stops. And, you know, business owners

just want to rip all that. They want to ATM their business. They want to rip all that they want to atm their business they want to rip all the money out of it and when the going gets rough now what right blue collar guys you have an email list of two three five ten thousand people you never sent an email in your life yeah like worked for my uncle for a decade he's actually closed his doors this year so he's pushing probably 35 almost 40 years of roofing in phoenix has never sent an email in his life i hope you're getting like some buying his book of business or something. I don't know what you can do. I've entertained it, but I think the,

the tainted part of it is just not worth it. But fair, but going into acquisitions, I was talking to you about, you're like, okay, cool. You get to 25 million.

Then what? The reason why I do 25 million. Cause that 10% profit, it's two and a half mil. I can now self fund my acquisitions of these little guys. That's right. And I can scoop up these two or three million dollar companies i if i can get within 24 months and get 10 of them at two three million dollars a piece i spent from 25 million to 50 million like that yeah like and with in the revenue because all the marketing is there all and all you're doing is plugging and playing your systems yeah and it's like you oh 24 months you can double your business and not from 1 million to 2 million from 25 to 50

scaling is easier when you buy the business versus trying to do it yourself i'm a huge advocate of what you're doing right now and i hope everyone rewinds what he just said because you know what you're saying i know what you're saying but the common business owner is like how do i get a million dollars um going and growing and building a business literally bootstrapping it and hiring internally there's a place for that i'm not going to say it's wrong but if you want to get to the front of the line faster get your numbers to a place like you're talking about so you just go acquire others and you speed up this ability to get to that front of the line well and the other thing we talked about before too with relationships is the opportunity oh if you're in coach fly southwest there ain't no first class so guess what there's there's zero opportunity now you can talk to somebody left to the right but that first

class that that divider right the same goes for being able to acquire business if you don't have the cash ready to rock and roll and there's a deal going right um the boomers are going into business like crazy and uh two out of ten of them own a small business i forgot it was like nine or ten thousand boomers retire daily and ten to twenty percent of them own a blue collar small business and that's worth really nothing yeah because they are the business, but they have some, they have some sort of reach. They have some sort of email list, phone number, right? Something that you can literally just pop into your feet and then, and then just run with it. And you can get that for pennies on the dollar.

So they're doing two, $3 million in revenue. Cool. Not a problem. Take it from three to 10, literally 12 months just by plugging and playing do that with two three four or five of those you literally created an entire separate amen giant it and it doesn't even have to be big paydays um it pay mints what i'm trying to say is you don't need to cut a massive check to go buy a business no i mean we have friends that go do this shit without putting a dollar into the business and they acquire the business yeah right and so i want people to also understand what you're saying is it doesn't necessarily have to be you're going to go cut a million dollar check to buy a business there can be enough value in the transaction

that that business owner says it's better to be bought out by jason than not because everything that he's bringing to the business. Now, in some cases, they're going to say, just cut me the check and I'm out. Whatever. Fine. Make the decision. Installments. A lot of those guys don't want a fat check up front, taxes and other reasons. Be like, hey, no problem. Be like, hey, over the next five years, stay on for a year, 24 months.

Help me transition. Some people don't need anything. Some of you might need 12 or 24 months. And so they're helping you there. Be like, hey, back hey uh what are you what you're knitting oh is you're knitting 100 how about i pay you 150 for the next two years like you're maybe 150 000 that's more than i've ever made in my entire life right it's like yeah no problem that'll go towards your payout of a million but it's folded under state 48 yes but and and i carry the note and and we roll yeah right and so you just keep doing that and they're happy as a clam they never and guess what

you can go on your two-week fishing trip to montana and guess what you can go to rocky point with your which if you're making 150 grand a year you probably shouldn't be doing that but that's the point right but but i mean you can go you can literally be retired and you're still getting a check for and be like yeah i'll get you a check for ten thousand dollars a month every month for the next you know 24 36 48 months whatever it is and and share the note there you can get very creative one of our other core values is creativity follows commitment so the commitments there for you and whoever you're acquiring and you can bring both of those in that is where the money is made the chili is made because when you're both committed the creativity

to make the deal happen you know i mean you do this on a daily basis real estate yeah yeah it's like there's no if there's no commitment from you deal will never happen because the creativity to in order to make that deal happen unless it's a simple A plus B equals C. Most of them aren't. The good ones aren't. Yeah. Right? Those are already taken up. Right?

So you obviously are really passionate about this. And I know you, how long have you had your coaching program? Two years. Love that. Is this the kind of thing that the members of your program can be learning about building businesses, selling businesses, creativity, the core values, that kind of stuff. I forgot who I, I, I can't quote who it was, but they said the number one reason for you to own or start a blue collar business, a small business, not the number one, but you have to have an exit.

Nobody has an exit. Nobody. That's why my dad, flooring for 40 years, still not retired. He literally doesn't know what his exit is. Other than like, yeah, maybe in a year and a half I'm going to hang it up. And I'm like, what the fuck does that mean? You're going to hang it up? You're going to hang it up for 40 years? Like, where's your carrot, man?

Where's your… Your lease is up. Yeah, it's like the rainbow, but like it doesn't end. It's like, where's the pot of gold at the end? No, no, it's just a gorgeous rainbow that just keeps going around the sun every 365 days. Like, what the fuck? Like, no, man, there's a pot of gold. And there's a freaking leprechaun, dude, a little redhead guy.

Where is he? And as blue-collar business owners, we don't see that because we were programmed and framed, in my opinion, that it doesn't exist in the blue collar space well i just don't think anyone was educated on it that's it that no one talked about it now social media is so big you have the cody sanchez's roland frazier and so many others that can talk to this right uh dawson talks all about this stuff so now it's people are aware like there can be a blue collar like your dad could be selling off to a major floor or whatever but you know the again define blue collar for me because what i want to talk to is the mindset of it what what would be defined as a blue collar like who are your clients in your coaching program so blue collar uh so service traits hvac plumbing

solar roofing um there's a detach and reset for solar panel guy that i that i coach um windows and doors not i mean we're in phoenix so there's no siding and gutters and in phoenix but like normally it's a three combo right like here um but yeah any of the carpet cleaning pest control that's a great tam and if you don't know a tam total available market total what available market yeah right or total acquired market like essentially being how many how big's your audience it's a great audience that's a big ass audience that you can go out there and help these and it's never going to go away bots are never going to replace them like it's in and it's the demand is always going to be there you're like

covid happens guess what dude i had record setting year during covid why because i'm essential man a hundred percent you i mean everyone needs a roof right the interesting thing i was just asked um what i believe in these um uh what do they call these houses that are being done by machines i'm blanking on uh 3d housing yeah what a wild trip that shit is right contractors like oh people always need places to live so we're just gonna keep building did you have fucking machines literally framing an entire house by cement essentially right um now you still need hvac you still need a roof you still need the things that this machine actually saw a a not a robot but a machine installing shingles no way

on i haven't seen it on a roof but just getting hit by ads and stuff like that on social media and i'm like cool but somebody has to put it up there type it in dial it in get the shingles there do all that stuff it's like they're doing it they're not for safety there's there's still business behind the machine but like tearing it all off and putting it into the dumpster. And like, I'm like, say what you say, what you want. HVAC roofing, plumbing,

electrical. I mean, listen, a hundred years from now, maybe I'm dead by then. Not my, yeah. Cool.

Yeah. I'll let my kids deal with that shit later. Like, well, that's like real estate. Like, Oh, you're going to get replaced.

And I'm like the whole, you know, scare. What is it? Two weeks ago or whatever. It was the, wasn't the NRA. What's the real estate? The realtor, the lawsuit scare, what was it, two weeks ago or whatever, it was the, wasn't it NRA? What's the real estate?

Oh, the realtor, the lawsuit that was settled for however hundreds of millions of dollars. Yeah, they're freaking out. They're like, you guys got the four-figure commissions and this and that. Dude, it's, I'm sorry, when has real estate changed in the past hundred years? Yeah. I don't know, not even in real estate. This didn't change it. It just changed one little section of it, which didn't change anything.

So it doesn't so it's so let's talk about your podcast what you're doing and making an impact you and i are both big on adding value this is why this podcast is this totally your sexy business status status podcast this guy right here this one as you can see sexy that's that was root status all right so it is i basically said cool i kept the colors yeah change the look just put i know all i did was put six hashtag sexy business status why the status of the roof is sexy it came from a lady in sun lakes because you have a place you're going to get a place or whatever in scottsdale one day right um so just south of that 30 minutes

a place called sun lakes okay 55 plus community probably five ten thousand homes in there and um and i was doing a a roof for a lady and she had a concrete tile roof and it was old and outdated and the ugly terracotta whatever and she went back with the asphalt she completely different color yeah and tore it off put it back on and she's like 85 years old she's like months away from calling it calling it quits and she comes out a little and she's like oh my gosh that is a sexy roof and i'm like what did you just say right and like all of a sudden you know when you you hear something you're like oh that's it uh idea bar as we call it right my guys a bar like that was a bar that was a bar went to four five seven years ago yeah and but it's an idea and then an idea with action

and implementation becomes a product there you go and that's what it is and that's so that it came sexy roof status i'm like dude what's the difference between that it's like take out business why once again the status of the your business is sexy 95 of businesses are not sexy they're garbage they're shit they're not well ran they don't take care of their team members and it's very very frustrating and i have ptsd from it to be honest that's why it's a huge trigger you see i'm getting all fired up yeah because i worked for my uncle for a decade and he freaking sucked yeah he knows there's no there's no show him the clip i don't fucking care yeah so what is what are they

going to hear on your podcast a lot of a lot of this stuff yeah a lot of um and it can range from it can range from anything so i bring on guests yeah right so everyone's got to come over we'll hop on um but what what we what i do is i give you a marketing tip right we call them power partners okay so like okay well relationships well how do those, those relationships? Well, cross marketing. Well, what's cross marketing? Cross marketing. Well, I'm a roofer and there's an electrician that's in the house that has a roof.

So let's be buddies with the electrician. So not if, but when they see a roofing need or the HVAC guy gets up to service the roof up on top of the roof and he sees there's no granules on the shingles and they're like, instead of saying, huh, sucker, this roof is going to go to shit, shit but my the hvac is good no no no hey by the way i have a buddy of mine boom go right and so the cross marketing so we teach marketing we teach sales i'll bring in my sales manager named carlos call him cb3 because i have three carlos's uh so we call him cb3 although he's like six seven not like little chris paul six one chris paul but oh going over sales we'll we'll role play live with them yeah i'll be like hey here's an objection like

oh my wife's my wife's out of town or i need to talk to my wife and then we just we just role play and do and do objections um a lot of marketing getting attention i'm huge on truck wraps i have 13 trucks that are wrapped okay i have the best truck wraps in the state of Arizona. Wow. That's a great marketing. Like there's, you obviously are going after acquisition and that is a great investment in your business, right? Is to go acquire more clients because if you focus on what you do, which is the people and the value, your business will grow. And I think that's what they need to be ready to hear from you is a lot more of that.

Because if you focus on what Jason Payne be ready to hear from you is a lot more of that because if you focus on what jason payne focuses on you can go from a zero company to a three million dollar company to a 13 and then turn that into a 25 so i wrote a book all right called eight phases to eight figures oh i like that title and that's that's what we do like how how to build a eight where can they get that business amazon amazon eight phases to eight figures jason payne the like how to build a eight figure business. Amazon. Amazon. Eight phases to eight figures. Jason Payne, the author,

make sure you cop that for sure. Yeah. Because the average business owner, small business owner doesn't do more than $1.8 million in revenue and 96% don't do more than 3.4 or something over basically 3 million. So you're a little, we call it the stuck. Yeah. And I heard I'm stuck.

Well, help me. Hey, I'm stuck. Will you help me? Hey, I'm stuck. Will you help me? Hey, I'm stuck. Will you consult me? And I'm like, I can't understand where it's stuck.

Like, how do I unstuck you? Yeah. And the magic number is anywhere from a half a million, but they get stuck between that two to three because that's a break point. Yeah. My buddy Brandon talks about, right? And after three, like they have to complete like a snake. That's why I love snakes.

But to completely shed their skin and rebuild themselves and reinvent themselves, everything from leads to marketing to team members. You can't just do it by yourself. You can't just wing it and do it by yourself. You can't go to the leads and swing the hammer. You can to about two or three million. Plumbing, HVAC, you name it. To about two or three million, you canac you name it to about two or three million

you can like fake it till you make it you can fake it till then and that's why most boomers based off my studying my research most boomers never got over three million dollars because they didn't create a business they're just a high-paid employee for 30 or 40 years that is very true and that is i still think for most even if you're not a boomer, I don't even know how you define a boomer. I think most people just create a high paying job for themselves. Yes. I think most audience members that are listening to this or watching this on YouTube still likely have a high paying job for themselves and don't truly have an exit. And most of the, in my, in my personal opinion, I believe that it's because they do not know how

to manage people. I don't think you're wrong. I think leadership is a different skill set than management. Totally. And I think people get ingrained in management and managing KPIs and managing the sales numbers and managing client costs. That doesn't have a heartbeat. That is not the same as leadership. And people don't practice, flex flex or work out their leadership muscle

and it's a muscle just like anything else and this brings me to the next joining masterminds paying for coaching if you don't know or don't follow jason make sure to follow jason at jason the roofer because you can help small business owners change their mindset, change their tactics, change their leadership style, right? Because this is a big issue, in my opinion, in our spot is the leadership role. Totally. Some people are inherently a great leader. People just follow them, right? You know those people.

Totally. You're likely one. I'm one. They will just follow us because we are that. But even then, just like LeBron says, or even Kobe, right? You can innately have the skill, but if you aren't practicing, you're never going to be the great. You're never going to be the GOAT.

You're never going to be the top half of 1%. Fuck the 1%, top half of 1%. Because you're not harnessing the muscle that needs to be flexed. So I couldn't agree more with that whole point. That's what it comes down to is like the leadership of people. If you can learn how to work with people and manage people, game over. That's it. Because you can hire other people to run your KPIs and your management and your backend stuff,

but you as the business owner, you need to be in charge of your people. They need to know that you care. They need to know that you value them, what's in it for them. We them we don't sell as small business guys we don't sell them on the vision we tell them we want to do this but that's my vision not their vision yeah and so we call them pps right personal professional financial goals like what makes you tick yeah a lambo i saw lambo it's probably yours lambo whatever downstairs and i'm like i don't get off for that sure it's like oh i'm like oh my gosh the lamborghini like so you have two shits about i drive a big truck yeah right why because i can

jump curbs can't jump curves in lambo no doubt i suck at parking try won't work yeah yeah you'd be very disappointed yeah no but like some people like i want a big eight million dollar house like dude i don't freaking care about house but i want x and say cool let's help you accomplish that do these things and i'll help you accomplish that in return. You're going to Zig Ziglar quote, right? Yeah. Help is, Oh gosh, I'm going to butcher it. If you help other people in life, get what they want, you'll get what you want.

That's right. Talk about it. But yeah. And that's what it comes down to. So like, that's, that's one of my biggest things is grow. You said, Hey, you know, how do you grow a $10 million roofing company? Dude, you get people what they want.

Get people, get people, find what they want. Show them how to get it. Show them on paper. Not like we're going to give you all these things to do. The verbal stuff is the biggest way to go out of business on paper. Here's,

I'm going to show you how to be successful, how to make money, how to be a better dad. Here's how to be a better spouse. Cause if you're if you cheat just like andy elliott says right my boy andy you cheat on your spouse you're gone yeah in two seconds not even trying i don't care what position you're in right you cheat on your spouse because you'll cheat on me way easier than cheating on your spouse and that and like that's a true

true thing so the way i see it in building your people up is you're like physically, right? Like somebody has a little pooch. I'm like, dude, cool. No problem. What are we going to do to get rid of that? That bugs me. You make me look bad getting on a roof or knocking on a door because you have that. That is me.

I am your, I'm your cute little belly. Get it. Get rid of it. Yeah. Right. Oh, you take your shirt off and your wife's like, oh my gosh, I love the belly. No fucking nobody does that, man. Yeah. Right. So are you being a good, are you being intentional about being a dad or are you that douchebag dad that works 80 hours a week

and has all the nice shit but you're like you're not being intentional with your kids right so like i want i want you to be a dad a great dad not a good dad i wouldn't be a great dad buddy sean whalen you know sean obviously right like he has date night every single wednesday religiously out of town in town kids boom bye me and sax we're going we're rolling right right and when you can do those two things and then obviously the financial part like help them get their goals their first buy a house get a lambo get a second home whatever that looks like get out of debt yeah right maybe get their first thousand dollars in the bank account right you're starting small when you can hone in on your team members and their goals in that way you will have unrecruitable employees that is a hell of a way to end this

episode i appreciate you bro absolutely guys make sure you are watching uh his podcast listening to his podcast follow him on instagram jason the roofer. This is a great episode, bro. Appreciate it, dog. Appreciate coming out. Absolutely. All right, y'all. That is it. Make sure you are liking this. Make sure you're sharing this. And this is my man, Jason Payne. Appreciate you. Later.