#165 - Thais Saenz on Leadership, Culture, and Building High-Performing Teams as You Scale

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On the bottom of your website, it says the advantage of specialization.

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We're not learning.

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We're executing.

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Exactly.

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You don't have to teach us how to do any of this.

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We literally know how to do it better than you.

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All right, you all welcome back.

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We're back in studio for an awesome trip to the Northeast.

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uh Today on Necessary Entrepreneur, we're joined by Thais Sines.

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I had to get that name down and I finally crushed it.

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An immigrant from Brazil who turned corporate operations experience into a powerful
operations as a service company for roofing contractors across the United States.

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Through a firm, this is a great name because now they've put the last name first on me.

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Sines Global.

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There we go.

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but it's spelled S-A-E-N-Z.

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um She helped over 100 businesses escape administrative chaos, scale across dozens of
markets, and reclaim their time and freedom.

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We dive into how she built systems, scaled operations, overcame industry skepticism, and
redefined what freedom looks like for hardworking contractors.

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All right, let's get into it.

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Mark, thank you so much.

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I'm really pumped to be on this podcast video.

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Yeah, yeah, because you have a podcast of your own.

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And so you're used to talking to people.

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You have awesome charisma.

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Right when we jumped on here, you're actually in Brazil right now in an amazing place.

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Should we share this so the world starts to learn about it?

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Where are you in Brazil right now?

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I'm in Florianopolis, Brazil, AKA, it's a nickname called Floripa.

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You totally need to check it out on YouTube.

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It is an amazing place to be.

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and you're going to send us a link and now everyone will and everyone's going to rush
there.

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So, Hey, I'm pumped because right when we jumped on, um, in this world, everything that we
do, these businesses, we're all in sales and we're all trying to sell and market and brand

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something.

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And what I found out is, is that when you have charisma, whether it's natural, whether
it's developed, it just elevates the thing you're building.

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Where did Tais's charisma come from?

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If you, people would say it came from my dad.

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My dad is pretty epic.

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Like he is an incredible, charismatic individual.

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It's actually powerful.

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But maybe they say he's genetic.

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But I also think it's just part of my upbringing, right?

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I love people.

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And I think probably seeing my parents too, my dad's just incredible with people.

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I think I just kind of got that naturally.

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But also I think life's journey, right?

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Always looking at the positive really has helped.

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But I had a really great teacher, which was my dad, watching what he did and how he lived
his life.

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So I gotta give a shout out to my dad for sure.

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Do you think he intentionally let you experience it or is that just who he was and you
were just there as his child and his daughter to be along for the ride?

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So I think it's both.

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think he has a really interesting story, right?

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And he has 11 siblings and out of his 11 siblings, he's the one that kind of broke out and
has done incredible things.

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And so I think it's both the charisma that he naturally has, but it's also a lot of
intentionality.

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So he would infuse and grow more in it by how intentional he was.

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And so I think he intentionally brought us along and intentionally would constantly coach
us, but then we also...

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behind the scenes just got to see it naturally of who he is, you know?

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So he's the real deal.

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Gotta really give a shout out to my dad again.

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Hmm.

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So when you say real deal, because we use statements like that, like the person has it,
they're the real deal.

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Um, do you recognize that in other humans when you see it, are you always looking for it?

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Or when it pops up, you're like, there's another one.

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Yeah, I think ah there is this charisma, I think especially about you can kind of identify
it's just like a, it's just part of a show or the mask, right?

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But then there's little details that you can see in just very simple things.

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If I'm in a line at an event, right?

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And that individual that's charismatic, I can look at some things and be like, this is
really who they are.

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They're just that individual, right?

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um And so I think you can tell a lot if it's authentic or not.

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in the little moments where maybe people think no one's watching.

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People are always watching, aren't they?

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Always, always watching.

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Yeah.

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Always.

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So why did you in 2019, I believe you started your business, Science Global.

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Why'd you start

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2020.

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So why'd you start the business?

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It's in the roofing industry.

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When I was researching it and I saw that we were going to have you on and we were going to
talk, you know, the roofing business in this country is enormous and me being in real

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estate, I'm kind of adjacent to it, right?

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Um, it seems like over the past decade it exploded and there were a lot more people that
came on the scene and I've always tried to wonder, I've always wondered and thought these

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seemed like these were roofers.

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starting business without the business acumen is what it seemed to me a lot.

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And I'm reading this today when you were coming on, I'm like, they must have started the
business to solve that operations process.

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Must have.

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If not, correct me if I'm wrong.

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Yeah, so I will tell you, so I, it was almost, I don't say accidental, because I think
everything happens for a reason, right?

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But I happened to get a roofing contractor from someone who recommended and said, oh, I
know this girl, she has a business, and she really likes working with blue collar

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industries.

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So we got them and we're like, yeah, absolutely, you can do everything that you need.

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And I'm like, we don't know to do any of this, but what I do know is we know how to learn,
right?

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quickly learned it and then we're like, you know what, let's do more roofing contractors.

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And so we kind of just flowed in it.

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And actually at that time, we didn't really realize we were naive how big the roofing
industry was.

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It just happened that, you know, we got a roofing contract.

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We're like, let's get another one.

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And then as we started to get introduced more into the industry, we're like, this is
pretty huge.

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So it was kind of like that type of story.

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What was the so the business was going to be targeting who before you realize this was an
opportunity?

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It was everyone.

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So when I first started the business, this is, I'm in corporate America, right?

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I have a really successful corporate career.

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I'm the youngest individual in the company to have the role.

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I was like, you know, you had the story, you had the five-star hotels you would travel to,
the benefits, it looked incredible.

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But I heard a podcast, this is why I love podcasts.

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And on that podcast, because I would drive a lot to meetings, the guy said, the best thing
I ever did is go virtual, meaning I...

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went and had virtual administrative support.

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And I was like, huh, that's interesting.

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It's 2020, right?

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Well, I happened to uh go on maternity leave for four months.

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And while I'm in maternity leave, what happens here is I then have a sister-in-law that's
unhappy with her six-figure job.

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And she's like, I'm just ready.

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And I was like, oh, I heard a podcast.

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So again, love podcasts.

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And long story short, she went into this virtual realm.

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said, my gosh.

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And my husband just said, why don't you open yours?

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So while I'm on maternity leave, I opened this business, but it was for anyone who was
alive and breathing.

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My first client was a taco company.

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Were you thinking the traditional VA because that was really evolving then?

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know we're going to discuss your company.

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Yeah, it was just a traditional VA.

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I'm like, oh, you have a taco company and you're alive and breathing.

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I can do social media for you, right?

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Oh, you're a windows and door agency and you need to do data entry.

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We can do that for you, right?

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And so very quickly, but I also had a lot of corporate background.

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So I was able to very quickly install and infuse.

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And I quickly started to grab the right people to do the job and complete it, right?

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And then I went into roofing and it just happened, like very natural, organic.

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What have you found the big needs are um for these roofing contractors?

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Cause again, it feels like, like these guys bust their ass, their blue collar, they're
hustling and working these 12 and 14 and 16 hour days.

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put crews together, but they're good at roofing.

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And what I find so many of top salespeople in companies, unfortunately, it's not that they
can't be good at business.

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They just haven't cut their teeth at business and they don't have the operational uh
pillars built.

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And so for them to learn that they're going to have to give up a lot of revenue on the
production side.

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So is that what you're fixing with this service, with this business that you're doing?

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Yeah, so what we're really fixing is we, one, the industry is just so ready for
disruption, right?

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And so what we're really fixing is, hey, you have a hunter, right?

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Typically this sales individual, he's a hunter.

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And I get it.

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He does not like doing administration, right?

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And to get a roof on and to provide that world-class experience, which I really believe
every owner...

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wants to give world-class experience.

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That's truly what they do desire, right?

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They want clients to rave about them.

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But for them to do that, there is so much that goes in behind the scenes.

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It's not just simply selling the roof.

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There's a lot of administration variables.

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And where they get really frustrated and where it caps them from growing or sometimes
feeling like a failure or sometimes, you know, the frustration flows into their parenting,

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right, into their spouses.

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And so really we're on a mission to help

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people become happier because happier people are happier parents and happier parents bring
happier kids and that impacts the world.

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So for us, it's all about people, right?

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And so our mission truly is to help the roofing contractor be so confident that they can
focus on hunting and the back fulfillment side is really ran by professionals that are on

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their team.

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We are not VAs, right?

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We're not just task driven.

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We literally built a machine.

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We want you to scale and grow and we want to cheer you on and we're also thought leaders
with them.

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So we have so much knowledge in the industry that we're telling them best practices.

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Some are coming to us, they have no idea what to do.

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We're like, no worries.

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All right, let's set you up like this is what we recommend.

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And of course we infuse their DNA style communication, all that, but we have all the best
practices.

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You don't have to start by yourself.

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We got it, right?

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You go out there and hunt, build an incredible team, and then let's infuse the backend so
you can grow really quickly.

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So that's really our mission to impact the worlds in that way.

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Isn't it fascinating that, you know, people talk about passion so much.

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I tell people, I'm like, you know what, make a decision, pick a field, pick a path.

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And if you're the right person, you'll find passion within anything.

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Right.

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I speak to that all the time.

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I didn't wake up.

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wasn't an 18, 19, 20 year old and said, Hey, real estate is going to be my destination.

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Most of the people I know, they don't have that.

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If you have it, you're fortunate.

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If you just know at 12 that you know what you're going to do, but

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I haven't and you it's amazing.

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You can take roofing and say we're going to improve their lives and that's our passion.

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And I believe it.

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hear it right.

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Because as an entrepreneur, you're solving a lot of the downside of the entrepreneurial
journey too for them.

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Um, with these roofers, I'm thinking I'll ask a very generic question because you, I'm
sure you have an intelligent answer behind it.

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Can you take any roofer?

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No.

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Okay, there we go.

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Because it's all about mindset, okay?

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Because the roofers who want this, you're going to have to understand that you are not the
only one that can do what you're doing, right?

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You have to have that mindset of like, okay, cool, I am the cap, I am the bottleneck.

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So the reason I'm not hitting over 2 million, 3 million, it's not my team, they're not the
ones to blame, it's not the CRM, it's me.

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And so if you're an individual that's like, you don't realize that, you don't have that
mindset of like,

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Okay, cool, I wanna get better.

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I wanna get my team better.

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I need to put systems in so people wanna work with me because they love how system-itized
things are, how simple and order and peaceful things can be, right?

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If they don't have that mindset, then there's no way we can work with you, because it's
not gonna work.

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We can't pull you, right?

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We're coming in to work alongside you and also support you.

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And we're also a lot of times dealing with mindset where they're feeling, depending on
where they are, we're gauging contractors from all different.

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know, areas of life, some that don't have any roofing experience, they're coming from tech
and they're purchasing a roofing business, right?

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And so we're able to help them structure, give them ideas, or those who have conflict
capping or large businesses doing 60 million plus and have a great team, right?

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So the dynamic looks different, but we cannot work, right?

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If the mindset is limited, because no one will ever be enough.

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And we're not in this, you know, we're in this for like long journey with you.

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we could take this to a mindset podcast.

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I'll stay focused on the, on the roofing business.

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It's funny that everything comes back to it, you know, all the way back to decades ago,
Jim Rohn's not with us anymore, but he said, I believe he said something like the most

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important thing is your personal philosophy.

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And that just goes, it just goes how you process everything and decisions you make and how
you engage with humans.

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So that's what we're sitting here talking about.

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Um, what, what lessons have you learned if it's about mindset?

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What lessons have you learned even coming from corporate corporate America that you didn't
know you needed to learn still about these roofing contractors, about these business

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owners?

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In which I'm so it's a failure question, right?

215
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What didn't go well?

216
00:13:38,702 --> 00:13:40,702
Yeah, oh my gosh, so many things.

217
00:13:40,702 --> 00:13:49,282
I'm literally like sometimes, even till this day, I invest heavily, know, our team, since
we invest heavily in coaching and consulting, because I'm like, I wouldn't be here if it

218
00:13:49,282 --> 00:13:50,182
wasn't for that, right?

219
00:13:50,182 --> 00:13:53,022
Because it is a lonely journey, right?

220
00:13:53,022 --> 00:13:56,462
And just to have people that are like, okay, get up, put your head up, let's go, right?

221
00:13:56,462 --> 00:13:58,362
And just realizing, okay, cool.

222
00:13:58,362 --> 00:14:00,282
So I'm a huge advocate of that.

223
00:14:00,282 --> 00:14:02,122
But a lot of things went wrong.

224
00:14:02,122 --> 00:14:04,002
More things went wrong than right, right?

225
00:14:04,002 --> 00:14:07,150
And so what I, like for this year, it has been a...

226
00:14:07,150 --> 00:14:09,610
It is, I feel like Lord of the Rings.

227
00:14:09,610 --> 00:14:12,930
We're literally gone through insanity this year, right?

228
00:14:12,930 --> 00:14:15,350
And I brought in consultants.

229
00:14:15,350 --> 00:14:17,530
We deconstructed the entire thing.

230
00:14:17,530 --> 00:14:20,010
We cut waste 40%, literally.

231
00:14:20,010 --> 00:14:24,330
went and 80 % of the work is done by 20 % of people, right?

232
00:14:24,330 --> 00:14:32,170
I went in and just had a review, took out CEO, directors, VPs.

233
00:14:32,170 --> 00:14:33,950
I flatlined this sucker, you know?

234
00:14:33,950 --> 00:14:35,040
And then we're like, all right.

235
00:14:35,040 --> 00:14:36,491
let's sunset what doesn't work.

236
00:14:36,491 --> 00:14:39,994
And so that takes a lot of, it was a lot.

237
00:14:39,994 --> 00:14:41,155
Okay, what's not really working?

238
00:14:41,155 --> 00:14:41,696
What's working?

239
00:14:41,696 --> 00:14:47,915
And so just a lot of getting punched in the face, but now to be in a place where like,
okay, cool, what we have, it's epic.

240
00:14:47,915 --> 00:14:50,583
We're seeing such great client experience.

241
00:14:50,583 --> 00:14:54,556
We get to bring so much value to them with the technology, but it was freaking hard.

242
00:14:54,556 --> 00:15:03,541
Felt like I ran a, this year I feel like I was inside of a, what's that race, that crazy
race that is really.

243
00:15:03,541 --> 00:15:04,779
amazing race

244
00:15:05,140 --> 00:15:06,435
No, it is.

245
00:15:06,926 --> 00:15:10,325
24-hour lamans or is it the one in the desert riding?

246
00:15:10,850 --> 00:15:12,751
The Iron Man, right?

247
00:15:12,912 --> 00:15:15,724
The Iron Man, we just had an Iron Man here in the island actually.

248
00:15:15,724 --> 00:15:20,139
And I was like, my gosh, I literally feel like I just went through this period.

249
00:15:20,139 --> 00:15:25,133
A lot, it's hard, it's freaking hard, but I think that just now it's constant learning.

250
00:15:25,133 --> 00:15:29,527
So what didn't go right, we're not for everybody, can't please everybody.

251
00:15:29,527 --> 00:15:30,298
So what did we do?

252
00:15:30,298 --> 00:15:32,680
We were like, we actually are no longer a boutique.

253
00:15:32,680 --> 00:15:36,013
We're not customizing anything, because that's not able to grow.

254
00:15:36,013 --> 00:15:37,516
So we're gonna sunset.

255
00:15:37,516 --> 00:15:41,440
We're also going to say, can't work with you unless you use these two CRMs.

256
00:15:41,440 --> 00:15:42,562
That was another thing, right?

257
00:15:42,562 --> 00:15:44,113
We used to use all the CRMs.

258
00:15:44,113 --> 00:15:51,362
um And so really becoming a true specialist and just saying no to a lot of things and
opportunities that seem like they're arising.

259
00:15:51,362 --> 00:15:55,448
Yeah, on the bottom of your website, it says the advantage of specialization.

260
00:15:55,448 --> 00:15:56,259
We're not learning.

261
00:15:56,259 --> 00:15:57,470
We're executing.

262
00:15:57,870 --> 00:15:58,770
Exactly.

263
00:15:59,810 --> 00:16:01,910
You don't have to teach us how to do any of this.

264
00:16:01,910 --> 00:16:03,870
We literally know how to do it better than you.

265
00:16:05,324 --> 00:16:06,914
You had to be okay saying that, you?

266
00:16:06,914 --> 00:16:09,427
Didn't you have to get to a place where you just had to wean into that?

267
00:16:09,728 --> 00:16:13,680
Yeah, no, no, no, this has been, this year has been insane.

268
00:16:13,680 --> 00:16:18,102
I had, I've had, I'm stepping into where I, now it's all about accountability, right?

269
00:16:18,102 --> 00:16:20,830
Where before I was like scared of holding things accountable.

270
00:16:20,830 --> 00:16:29,487
We're like, ah, well, there's so, and it's like, no, now for elite team where we don't
like A players, we want to win the championship, there's accountability.

271
00:16:29,487 --> 00:16:36,012
If you're not, you know, if you're not adding value and if you're not really performing,
you're A players, don't like to play with you.

272
00:16:36,012 --> 00:16:38,434
And so it's really a toxic cancerous environment.

273
00:16:38,434 --> 00:16:39,965
That's what happened to me this year.

274
00:16:39,965 --> 00:16:47,973
Just literally being like getting all the cancer out and truly just refining and earning
like, okay, top 20 % players of Scroftery.

275
00:16:47,973 --> 00:16:49,964
Very, very hard, okay?

276
00:16:50,414 --> 00:16:57,192
Do you think you went from maybe accommodating to then just saying, we're done with all
that we're doing it our way because we've learned it and we know it.

277
00:16:57,262 --> 00:17:05,385
But yeah, we're done accommodating and where we really have that when you come to us,
we're like, okay, cool, we understand, but this is how we work actually.

278
00:17:05,385 --> 00:17:12,478
If you don't like it, we can't work together, but we know that this scales because we have
tests proved it, right?

279
00:17:12,478 --> 00:17:20,331
And so it's a different vibe as well because when they're typically uh proofing
contractors or you're to maybe VA where the VA is like, thank you.

280
00:17:20,331 --> 00:17:23,053
And the VA works for them in a way, right?

281
00:17:23,053 --> 00:17:24,703
We don't work for you.

282
00:17:25,102 --> 00:17:28,962
The same way that you part ways with us, we can part ways with you.

283
00:17:28,962 --> 00:17:33,202
Like this is truly a partnership where we're in this together and we're committed.

284
00:17:33,202 --> 00:17:35,502
We wanna see you win.

285
00:17:35,502 --> 00:17:37,102
Like we're all in for you.

286
00:17:37,922 --> 00:17:39,162
Very hard, right?

287
00:17:39,162 --> 00:17:41,762
Before I was like, oh, we don't wanna lose the revenue.

288
00:17:41,762 --> 00:17:43,522
Now it's like, it is what it is.

289
00:17:43,522 --> 00:17:44,762
You're treating us like crap.

290
00:17:44,762 --> 00:17:46,222
I don't care if you pay $15,000 month.

291
00:17:46,222 --> 00:17:47,322
You don't talk to us like that.

292
00:17:47,322 --> 00:17:48,482
So we gotta go.

293
00:17:48,482 --> 00:17:50,742
So it's hard to get here.

294
00:17:50,742 --> 00:17:51,718
here

295
00:17:51,756 --> 00:17:52,296
Now you're ready.

296
00:17:52,296 --> 00:17:53,367
You're ready for 2026.

297
00:17:53,367 --> 00:17:56,489
So you made the analogy that it's like running the Ironman.

298
00:17:56,489 --> 00:18:02,092
Um, I'm assuming most people don't win their first Ironman is what I'm assuming.

299
00:18:02,092 --> 00:18:03,923
Um, I mean, it's an assumption.

300
00:18:03,923 --> 00:18:04,434
I have no idea.

301
00:18:04,434 --> 00:18:15,420
There's probably some person they ran their first one and they won it, but I'm sitting
here reflecting on what I assume the preparation would be to even successfully finish an

302
00:18:15,420 --> 00:18:16,521
Ironman.

303
00:18:18,486 --> 00:18:23,203
Most of the time though, I bet we start before we're truly ready and maybe, but that's
what you have to do, right?

304
00:18:23,203 --> 00:18:24,614
You have to get started.

305
00:18:25,236 --> 00:18:32,306
And now you probably understand for 2026 running your global company for supporting
roofers.

306
00:18:32,306 --> 00:18:36,020
now know what the training looks like on what the race is going to be.

307
00:18:36,526 --> 00:18:40,049
oh You know what I love most of all of this?

308
00:18:40,049 --> 00:18:41,710
We simplified everything.

309
00:18:41,710 --> 00:18:43,431
Simplicity really scales.

310
00:18:43,431 --> 00:18:46,333
And so it's a really cool to place our businesses five and a half years.

311
00:18:46,333 --> 00:18:51,256
It's cool to, we just actually had our 2026 strategy meeting last week.

312
00:18:51,256 --> 00:19:01,754
It's cool to be like, we're going into 2026 with such clarity and such peace and the team,
we're not going into chaos because we're just repeating, repeating, repeating with

313
00:19:01,754 --> 00:19:02,825
excellence and refining.

314
00:19:02,825 --> 00:19:05,134
So it's really refreshing.

315
00:19:05,134 --> 00:19:06,600
But super hard to get here.

316
00:19:06,600 --> 00:19:07,764
There's been brutal.

317
00:19:07,764 --> 00:19:08,145
Yeah.

318
00:19:08,145 --> 00:19:08,482
Yeah.

319
00:19:08,482 --> 00:19:14,012
What's your approach for business development and building a new client base and growing
that and scaling that?

320
00:19:15,022 --> 00:19:16,230
First, uh

321
00:19:17,838 --> 00:19:19,538
It just depends on where you are, right?

322
00:19:19,538 --> 00:19:21,158
Like for me, I was literally a fresh entrepreneur.

323
00:19:21,158 --> 00:19:23,638
The business we started, shoelace, right?

324
00:19:23,638 --> 00:19:26,418
This has always been sponsored from the bottom.

325
00:19:26,418 --> 00:19:28,298
You know, my husband and I putting it together.

326
00:19:29,278 --> 00:19:30,658
Oh, everything, 100%.

327
00:19:30,658 --> 00:19:32,258
100%, no.

328
00:19:32,258 --> 00:19:34,798
So it depends on what type of business, right, you have.

329
00:19:34,798 --> 00:19:36,458
So for us, it was just loot strap.

330
00:19:36,458 --> 00:19:40,978
I was making phone calls, 100 calls a day, getting snows nonstop, right?

331
00:19:40,978 --> 00:19:43,158
Just like real hardcore.

332
00:19:43,158 --> 00:19:45,558
But if you're coming into an industry, maybe you have a background in it.

333
00:19:45,558 --> 00:19:47,686
It just goes back to what...

334
00:19:47,686 --> 00:19:50,408
I would challenge you to be like, you need systems.

335
00:19:50,408 --> 00:19:52,919
If you don't have systems, you are going to fail, right?

336
00:19:52,919 --> 00:19:54,270
So that's the very first thing.

337
00:19:54,270 --> 00:19:55,649
Get a good foundation.

338
00:19:55,649 --> 00:20:03,205
And definitely don't wait till it's perfect, but put it up, you know, and then use
already, there's so much great resources out there to show you like, this is a good

339
00:20:03,205 --> 00:20:05,826
framework or I recommend getting a quick consultant.

340
00:20:05,826 --> 00:20:07,357
can guide you, get a framework.

341
00:20:07,357 --> 00:20:15,101
then, cause once we go out there selling and building, you need to be able to infuse the
client in there and for the client to be really happy with their experience.

342
00:20:15,101 --> 00:20:16,982
Cause the best way to go bankrupt.

343
00:20:16,982 --> 00:20:18,892
is sell and you can't fulfill, right?

344
00:20:18,892 --> 00:20:21,582
And so reverse engineer.

345
00:20:22,190 --> 00:20:24,990
Yeah, that's Charlie Munger.

346
00:20:24,990 --> 00:20:27,850
One of his statements was always invert everything.

347
00:20:27,850 --> 00:20:32,630
And that's what reverse engineer, he said, look at it the opposite way and you can solve
any problem.

348
00:20:33,950 --> 00:20:34,670
Yep.

349
00:20:34,830 --> 00:20:42,870
Have you thought about, 2025, I love that I can hear the struggle, but that you're still
smiling and right.

350
00:20:42,870 --> 00:20:44,510
That makes me believe you're going to keep going.

351
00:20:44,510 --> 00:20:51,814
But in those moments of what are we doing that you and your husband spend your time and
three young kids, have you thought about

352
00:20:52,174 --> 00:20:54,074
And I should just go back to corporate America.

353
00:20:54,074 --> 00:20:55,078
Have you?

354
00:20:56,106 --> 00:20:57,258
my gosh, I totally have.

355
00:20:57,258 --> 00:21:02,821
I've had a moment when we first started the business, my husband has actually, he's the
polar opposite.

356
00:21:02,821 --> 00:21:04,217
He's not a business guy.

357
00:21:04,217 --> 00:21:09,757
uh He's all about heart, like loves supporting, or, you know, he's like, he would give his
shirt off his back, right?

358
00:21:09,757 --> 00:21:12,010
He's that guy that's like all about.

359
00:21:13,984 --> 00:21:20,119
orphanages and like teaching and like that's really what his passion is back to yeah, he's
really hard there.

360
00:21:20,119 --> 00:21:21,230
So he's actually a teacher.

361
00:21:21,230 --> 00:21:29,357
So he's there and I'm like, I don't know how we're gonna go ahead and pay this like you
gotta go do some Uber drives and you know, and I'm gonna start so he's always been really

362
00:21:29,357 --> 00:21:30,108
supportive on that end.

363
00:21:30,108 --> 00:21:36,373
ah But it's been just I don't even remember what you asked me now and I forgot.

364
00:21:37,985 --> 00:21:38,956
my gosh, absolutely.

365
00:21:38,956 --> 00:21:41,998
In those moments I'm like, I'm literally working.

366
00:21:42,030 --> 00:21:43,410
for not even free.

367
00:21:43,410 --> 00:21:45,570
I'm having to pay to do this, right?

368
00:21:45,570 --> 00:21:48,330
And I'm like, okay, I could just go back to corporate America, easy.

369
00:21:48,330 --> 00:21:50,670
I yell, get six figures like that, less headache.

370
00:21:50,670 --> 00:21:56,518
But then for me, I just go back to, I've lived that life and I don't wanna go back.

371
00:21:57,312 --> 00:21:57,674
Right?

372
00:21:57,674 --> 00:21:58,687
And I wanna go Why not?

373
00:21:58,687 --> 00:21:59,591
Why Why not?

374
00:22:01,858 --> 00:22:03,452
For me, I go all in.

375
00:22:03,452 --> 00:22:06,254
And I know everyone's like, it's easy to say that.

376
00:22:06,254 --> 00:22:08,470
oh Everyone does not say that.

377
00:22:08,470 --> 00:22:09,391
Okay, okay.

378
00:22:09,391 --> 00:22:17,664
Well, this is actually what happened to me in my corporate life, I was, I feel like I was
a little bit brainwashed at that time where I was like, I give VIP access to everything.

379
00:22:17,664 --> 00:22:19,680
I'm the first in the line to American Airlines.

380
00:22:19,680 --> 00:22:22,742
I got all the miles and points to the top hotels, right?

381
00:22:22,742 --> 00:22:25,565
So I'm checking into this hotel in Miami, okay?

382
00:22:25,565 --> 00:22:27,807
I was just flying out to Peru, so I went there early.

383
00:22:27,807 --> 00:22:35,293
And the receptionist, he said to me, thank you so much for never being home.

384
00:22:35,333 --> 00:22:36,594
And I was just like,

385
00:22:36,898 --> 00:22:38,599
And he goes, thank you so much for never being home.

386
00:22:38,599 --> 00:22:42,101
We wouldn't have jobs if it weren't for people like you.

387
00:22:42,101 --> 00:22:44,863
Cause he's looking at the thousands of miles I have.

388
00:22:44,863 --> 00:22:50,706
And it literally was this like slap in the face and said, I'm boasting about all of these
miles.

389
00:22:50,706 --> 00:22:53,788
But what they really tell me is I'm never home.

390
00:22:53,788 --> 00:22:54,968
I don't want this.

391
00:22:54,978 --> 00:22:56,589
Like I'm missing home.

392
00:22:56,589 --> 00:22:56,869
Right?

393
00:22:56,869 --> 00:23:00,121
And it was one thing when it was me and my husband, then I had my son, right?

394
00:23:00,121 --> 00:23:02,112
And then now I have my, like having my daughter.

395
00:23:02,112 --> 00:23:04,053
And I'm like, I don't want this.

396
00:23:04,118 --> 00:23:05,102
I don't want this.

397
00:23:05,102 --> 00:23:09,621
So it was this very, like I was, I've been in a brainwash mode.

398
00:23:09,962 --> 00:23:18,442
It was very eye-opening and I really love that now what we're building, we're infusing,
we're building people, right?

399
00:23:18,442 --> 00:23:21,062
We're getting to see the impact that it has in our team members' life.

400
00:23:21,062 --> 00:23:26,862
Like we just had a team member, they're like, oh my gosh, we just bought our first car, we
just bought our first house, we just got to take my, so you get to see people's bucket

401
00:23:26,862 --> 00:23:30,462
lists, the things that they've dreamed of become reality and alive.

402
00:23:30,462 --> 00:23:33,346
And so for us, that's what drives us, drives me.

403
00:23:33,346 --> 00:23:38,192
And when I lived that corporate world, um it was a different thing.

404
00:23:38,346 --> 00:23:40,756
It was like, how quickly can I get where I need to be?

405
00:23:40,756 --> 00:23:42,539
How much money more can I make?

406
00:23:42,539 --> 00:23:43,830
It's just the passion was different.

407
00:23:43,830 --> 00:23:45,522
So I don't wanna go back.

408
00:23:45,634 --> 00:23:46,925
Now you're just replacing the passion.

409
00:23:46,925 --> 00:23:54,740
Cause I bet you were the same human then you're an evolved more mature cause that's what
we all do, but the same human, right?

410
00:23:55,086 --> 00:23:56,626
Same exact.

411
00:23:56,626 --> 00:24:04,146
I was looking back, I'm like, what caused me to be so like, you know, kind of go back
successful in what I did at the age rings I did it.

412
00:24:04,146 --> 00:24:05,746
It was always people, right?

413
00:24:05,746 --> 00:24:07,686
I was like, it was always people.

414
00:24:07,686 --> 00:24:11,366
I was like, I could connect with the individuals, right?

415
00:24:11,366 --> 00:24:15,486
I was the account manager and I would, once they would let me into the world.

416
00:24:15,486 --> 00:24:20,246
And so then I would get more clients, more clients because I genuinely care about the
people.

417
00:24:20,246 --> 00:24:22,958
for me, it just goes back to, I generally care about the people.

418
00:24:22,958 --> 00:24:24,118
Yeah, but you said you care.

419
00:24:24,118 --> 00:24:26,698
So in the beginning you did say you love people as well, right?

420
00:24:26,698 --> 00:24:33,358
So I bet if you go back to your childhood, there's probably pictures of smiling and
dancing around and having a great time.

421
00:24:33,358 --> 00:24:42,898
And I'm assuming there was massive energy with you, but you can love the people, but you
also succeeded in a world where what, whatever the career came from in an account

422
00:24:42,898 --> 00:24:45,738
executive, why do you think you were six?

423
00:24:45,738 --> 00:24:47,858
Is it just because you loved people?

424
00:24:47,858 --> 00:24:52,312
Cause if someone doesn't have, what else did you do to take the love for people?

425
00:24:52,312 --> 00:24:54,778
to succeed in corporate America.

426
00:24:54,778 --> 00:24:55,932
What did you do?

427
00:24:55,932 --> 00:24:57,334
What was the approach?

428
00:24:59,010 --> 00:25:05,094
So anything that I did, so I was that account manager that the people internally that
would have to assist me, they all hated me, right?

429
00:25:05,094 --> 00:25:11,137
And then also I would be like, the, I would be like, even my bosses didn't like me because
I would skip when they would tell me no.

430
00:25:11,137 --> 00:25:13,188
I'd be like, okay, well, I know this is what needs to happen.

431
00:25:13,188 --> 00:25:14,909
I'm going to skip and go ask the owners, right?

432
00:25:14,909 --> 00:25:16,600
I'm going to go skip and ask the CEOs.

433
00:25:16,600 --> 00:25:20,092
I was that person that took it so like, this is mine.

434
00:25:20,092 --> 00:25:21,633
Like this is my market, right?

435
00:25:21,633 --> 00:25:25,145
And so I always, when I did anything, I looked back, right?

436
00:25:25,145 --> 00:25:27,886
When I was, I was, I was a clown.

437
00:25:27,886 --> 00:25:30,727
Even when I did a clowns at parties, I worked at Foot Locker.

438
00:25:30,727 --> 00:25:32,317
I worked at, know, Lady Foot Locker.

439
00:25:32,317 --> 00:25:35,689
Anytime, all of these, I would act like it's mine.

440
00:25:35,689 --> 00:25:37,249
These are my people, these are my clients.

441
00:25:37,249 --> 00:25:38,810
I'm gonna take good care of them.

442
00:25:38,810 --> 00:25:42,751
And so it's like pride in your work and like what your name stands for, right?

443
00:25:42,751 --> 00:25:45,232
my gosh, I love working with Tice because she takes such good care of it.

444
00:25:45,232 --> 00:25:48,553
Because it goes back to people.

445
00:25:48,553 --> 00:25:52,844
love, like, and I think also too, just I grew up in a...

446
00:25:53,678 --> 00:25:54,798
My parents are immigrants, right?

447
00:25:54,798 --> 00:25:57,238
If you meet them, they have really intense accents.

448
00:25:57,238 --> 00:26:05,758
And so there's this thing, I don't know, everything that I did, I just always wanted to
kick butt.

449
00:26:05,758 --> 00:26:07,518
I don't know.

450
00:26:08,418 --> 00:26:15,618
Massively competitive, but in a weird, competitive mean way, in a weird, constantly
competing with myself, something.

451
00:26:15,618 --> 00:26:18,281
Mm, competing with yourself versus others.

452
00:26:18,488 --> 00:26:20,183
But yeah, always competing against myself.

453
00:26:20,183 --> 00:26:21,245
Like, okay, what can I do better?

454
00:26:21,245 --> 00:26:22,407
What can be better?

455
00:26:23,126 --> 00:26:26,635
Did you do it every hour, every minute, every task, every day?

456
00:26:26,635 --> 00:26:29,992
How often were you reflecting on, how could I do it better?

457
00:26:30,382 --> 00:26:33,802
So something that I noticed about myself is that I always was looking at data.

458
00:26:33,802 --> 00:26:35,662
So I was like, okay, cool.

459
00:26:35,662 --> 00:26:40,182
So there's a competition, they're gonna give you X amount when this happens, or how many
closes do we have?

460
00:26:40,182 --> 00:26:43,722
Okay, cool, how can I out beat the number that I did last month?

461
00:26:43,722 --> 00:26:49,642
So I was always strategically, and now I did the working genius exam with our whole
company.

462
00:26:49,642 --> 00:26:56,582
And so I realized my personality, it's kind of hard for me to turn off, because I'm always
strategically thinking, right?

463
00:26:56,582 --> 00:26:59,918
Okay, what's gonna, so I think for me, I was constant.

464
00:26:59,918 --> 00:27:02,218
I would wake up and like, I'm on a mission today.

465
00:27:02,278 --> 00:27:09,698
Even in school, even in college, I'm that person I'm like, I even, you know, not, I'm
like, I went to college for my business classes.

466
00:27:09,698 --> 00:27:10,758
I really loved it.

467
00:27:10,758 --> 00:27:13,986
Other than that, I'm really thankful I made it.

468
00:27:13,986 --> 00:27:14,206
Right.

469
00:27:14,206 --> 00:27:15,728
So you have that constant improvement.

470
00:27:15,728 --> 00:27:23,604
Have you found that people that you've worked with over the years, are there many people
that have that shared feeling of responsibility?

471
00:27:24,440 --> 00:27:35,473
So I think what has really benefited me is where, one, I got recruited right out of
college to work for Nordstrom in the Texas area, the Dallas area.

472
00:27:35,473 --> 00:27:40,974
And the Nordstrom I was working for was like the top one in all of the South, the United
States.

473
00:27:40,995 --> 00:27:45,366
And so the standard, was like, my gosh, I made it onto this team.

474
00:27:45,366 --> 00:27:47,146
It was like such a different standard, right?

475
00:27:47,146 --> 00:27:51,678
And so I learned how that looks like in standard-wise.

476
00:27:51,678 --> 00:27:53,592
then also when I got recruited,

477
00:27:53,592 --> 00:27:59,385
to go to the other company I got into, most of the individuals I worked with, they were of
a different generation, okay?

478
00:27:59,385 --> 00:28:02,947
They'd been in that company 20, 30, 15 years.

479
00:28:02,947 --> 00:28:06,369
And so I was surrounded by people who took a lot of ownership.

480
00:28:06,369 --> 00:28:09,611
And so think it got really ingrained and infused in me as well.

481
00:28:09,611 --> 00:28:13,253
And I think back to my parents, everything they did, right?

482
00:28:13,253 --> 00:28:16,445
They did it with infusion of like, okay, let's go all in.

483
00:28:16,445 --> 00:28:17,586
This is like our pride.

484
00:28:17,586 --> 00:28:20,597
So I think early surroundings, that's all I saw.

485
00:28:20,597 --> 00:28:21,958
um

486
00:28:22,223 --> 00:28:27,770
I think a different generation now sometimes where it's, you they might see something
different, but I think that really helped me.

487
00:28:27,770 --> 00:28:29,846
I'm like, this is how you do it.

488
00:28:29,846 --> 00:28:33,994
Yeah, what do you do now though as a leader in the leadership role to try to infuse that?

489
00:28:33,994 --> 00:28:35,740
Because now it's your responsibility.

490
00:28:35,992 --> 00:28:37,562
Well, yeah, 100%.

491
00:28:37,562 --> 00:28:41,414
So one, I'm constantly getting coaching.

492
00:28:41,414 --> 00:28:48,105
Like every single day, we have like an on, and I've had different seasons where I bring in
different coaches where they're like 20 steps ahead of me, right?

493
00:28:48,105 --> 00:28:52,306
And so when we outgrow them, we go to another, but always, so right now I'm always with a
coach.

494
00:28:52,306 --> 00:28:53,927
So I'm like, this is why I'm dealing with this one.

495
00:28:53,927 --> 00:28:56,428
And then we're refi, and I'm fusing it into the team.

496
00:28:56,428 --> 00:29:00,159
Our company is what it is because of our company cultures, our team.

497
00:29:00,159 --> 00:29:02,169
It's because of us together, right?

498
00:29:02,169 --> 00:29:04,950
And so I now with the restructure,

499
00:29:05,134 --> 00:29:07,234
is all about accountability and transparency.

500
00:29:07,234 --> 00:29:10,114
So then it goes back to them infusing it into their teams.

501
00:29:10,114 --> 00:29:15,254
So now it's all about accountability, if that makes sense, and clarity.

502
00:29:15,254 --> 00:29:17,594
So I think I'm going all over the place on this one.

503
00:29:17,594 --> 00:29:18,154
No, we're not.

504
00:29:18,154 --> 00:29:18,606
No, no, no.

505
00:29:18,606 --> 00:29:19,186
This is good.

506
00:29:19,186 --> 00:29:20,206
Here's why it's so good.

507
00:29:20,206 --> 00:29:29,726
think that, um, the same experience you had in 2025 on all the lessons that you learned
and had to flatten everything and then rebuild, make sure there's a good foundation.

508
00:29:29,966 --> 00:29:34,086
What I see is this is everybody's lives.

509
00:29:35,366 --> 00:29:42,466
This is how people are going through their daily life, whether they're employee, whether
they're an entrepreneur, they feel like this all the time, because what I've reflected on

510
00:29:42,466 --> 00:29:46,982
a lot is the majority parts of our day, they don't go the way that we want them to.

511
00:29:48,034 --> 00:29:51,217
because we're engaging with human beings that have other goals.

512
00:29:51,217 --> 00:29:53,058
They're trying to accomplish other things.

513
00:29:53,058 --> 00:30:01,095
And so we're the ones, if you want to do big things in life, you could be entrepreneurial,
you could be an entrepreneur, the contractors you're working with, you have to take

514
00:30:01,095 --> 00:30:03,186
responsibility, right?

515
00:30:03,186 --> 00:30:08,140
To build these systems, to infuse this charisma, to realize like, hey, it's not going to
go well.

516
00:30:08,140 --> 00:30:16,057
And the most important thing is when it's not going well, that's when you actually have to
be more calm, when you have to have a good attitude, when you have to reflect on what are

517
00:30:16,057 --> 00:30:17,148
the systems that I built.

518
00:30:17,148 --> 00:30:17,888
So

519
00:30:18,252 --> 00:30:22,037
I think there's many times in my day too my brain wants to go all over the place.

520
00:30:22,658 --> 00:30:23,868
Yeah, 100%.

521
00:30:23,868 --> 00:30:29,242
And I think it's just honing that in and also just learning, I need SOPs for my brain,
right?

522
00:30:29,242 --> 00:30:30,843
So I need standard operating procedures.

523
00:30:30,843 --> 00:30:38,392
I know that when this is, and then these are all, you know, things I've learned through my
consulting coaching that I'm getting, right?

524
00:30:38,392 --> 00:30:43,374
And they're like, hey, we got to, it's a lot of sometimes our emotion triggers or thought
triggers.

525
00:30:43,374 --> 00:30:45,774
And then just using, okay, how do we standardize that?

526
00:30:45,774 --> 00:30:49,314
How do we use the standard operating procedure when X this hits me?

527
00:30:49,314 --> 00:30:52,154
How do I flow into the motion to keep peace happening?

528
00:30:52,154 --> 00:30:55,234
it's just, again, the same strategy we're using internally, right?

529
00:30:55,234 --> 00:30:57,874
To make things flow, ease, simplicity.

530
00:30:57,874 --> 00:31:00,574
It's like, we have to also do that for ourselves.

531
00:31:00,574 --> 00:31:05,954
And so I think for us in 2025 and for myself, it's like, what I preach, I have to live.

532
00:31:05,954 --> 00:31:09,074
But like, literally, it's legit.

533
00:31:09,074 --> 00:31:10,434
You know, it's I have to do it.

534
00:31:10,434 --> 00:31:11,430
And it's...

535
00:31:15,150 --> 00:31:16,990
What's your approach to coaches?

536
00:31:16,990 --> 00:31:19,490
So you said you're always coaching and you always have coaching and solace.

537
00:31:19,490 --> 00:31:24,230
What's your approach to find, cause there's so many people in the consulting coaching
business now.

538
00:31:24,230 --> 00:31:25,730
There's so many.

539
00:31:26,126 --> 00:31:29,546
I will tell you, I always say good people know good people.

540
00:31:29,546 --> 00:31:30,806
That's just my motto, right?

541
00:31:30,806 --> 00:31:37,626
And so when I was in my very early stages, I had a friend who did really, know, blew up,
went to 4 million very quickly.

542
00:31:37,626 --> 00:31:41,306
And she was like, oh my gosh, I was in this program called 2X, you got to join.

543
00:31:41,306 --> 00:31:44,566
I'm like, I don't even meet the qualifications to join.

544
00:31:44,686 --> 00:31:48,826
And so she went, talked to them and they're like, okay, we're gonna make an exception for
you.

545
00:31:48,826 --> 00:31:50,586
One of the best things I ever did, 2X, right?

546
00:31:50,586 --> 00:31:53,580
And it's just like real owners.

547
00:31:53,580 --> 00:31:56,453
that have had super success and there is this program, right?

548
00:31:56,453 --> 00:31:59,285
So that's actually where I found all of my consultants.

549
00:31:59,285 --> 00:32:10,827
So it's skin from an organization and then from there, um I grew out of 2X and then I've
worked with consultants who at one point, at some point worked somewhere vertically with

550
00:32:10,827 --> 00:32:11,357
them, you know?

551
00:32:11,357 --> 00:32:12,788
So good people know good people.

552
00:32:12,788 --> 00:32:18,393
So that's kind of how I always recommend, go look for good people that work with good
people.

553
00:32:18,488 --> 00:32:27,103
Do those good people need to have past successes that look similar to the thing you're
trying to accomplish or can they have traveled a different path?

554
00:32:28,086 --> 00:32:37,074
I would say for me personally, if they have gone further than me, that for me is a good
indicator, right?

555
00:32:37,074 --> 00:32:41,097
Because they can be like, no, they were able to help me get to this level.

556
00:32:41,257 --> 00:32:42,909
And so that for me is a good indicator.

557
00:32:42,909 --> 00:32:46,262
Now, that's how I've always chosen, right?

558
00:32:46,262 --> 00:32:49,925
But I can't say to the other because I'm not really sure about the other, right?

559
00:32:49,925 --> 00:32:51,436
The other variable.

560
00:32:51,436 --> 00:32:52,087
Yeah.

561
00:32:52,087 --> 00:32:55,377
The, what do you think as you're building 2026?

562
00:32:55,377 --> 00:32:59,323
Cause you could choose what's amazing now is you're in Brazil and you're operating your
business.

563
00:32:59,323 --> 00:33:01,004
were probably doing it before we got on the phone.

564
00:33:01,004 --> 00:33:03,335
You're going to do it after we get off the phone.

565
00:33:03,756 --> 00:33:06,098
There's so much that can be accomplished.

566
00:33:06,399 --> 00:33:12,103
Outside of the physical established business, whatever city it's in, you could go into
anything.

567
00:33:12,103 --> 00:33:13,414
You could start any business.

568
00:33:13,414 --> 00:33:14,365
You could scale.

569
00:33:14,365 --> 00:33:17,488
I'm sure you can take this platform and stack it on for other contractors.

570
00:33:17,488 --> 00:33:19,589
don't know if that's in your brain or in your head or not.

571
00:33:19,589 --> 00:33:20,710
uh

572
00:33:21,634 --> 00:33:23,835
Like, what are you going to do with this?

573
00:33:23,895 --> 00:33:25,455
I know you want to change people's lives.

574
00:33:25,455 --> 00:33:26,056
What are you going to do?

575
00:33:26,056 --> 00:33:28,418
Are you going to financially change your life?

576
00:33:28,418 --> 00:33:31,800
Are you going to have total financial security?

577
00:33:31,800 --> 00:33:35,117
Are you going to become one of the next billionaires of Brazil and the US?

578
00:33:35,117 --> 00:33:36,492
What are you going to do with it?

579
00:33:36,758 --> 00:33:38,179
Now that's really good.

580
00:33:38,179 --> 00:33:40,231
this goes back to mindset right here too.

581
00:33:40,231 --> 00:33:45,345
You know what was the most difficult thing for myself in this whole journey was to pay
myself.

582
00:33:45,345 --> 00:33:48,467
I literally felt guilt, felt absolute guilt.

583
00:33:48,467 --> 00:33:58,685
Right, so I come from a story of like, know, my parents would go to work and then they
would go at midnight to go clean Burger King together so they could add additional funds

584
00:33:58,685 --> 00:33:59,516
to the house, right?

585
00:33:59,516 --> 00:34:02,318
So didn't grow up with like all of this.

586
00:34:02,604 --> 00:34:04,926
Like, my gosh, it's okay to make up money, right?

587
00:34:04,926 --> 00:34:06,517
And so I had to deal with a lot of that.

588
00:34:06,517 --> 00:34:08,059
That was a crazy mindset shift for me.

589
00:34:08,059 --> 00:34:17,947
So yes, the goal with this is one, to be financially in a really great place, but also the
OG team, which I say it's my original gangsters that have been like through the group with

590
00:34:17,947 --> 00:34:18,607
for them as well.

591
00:34:18,607 --> 00:34:22,911
Cause I will tell you each one of these original gangsters or six of them, they all were
kind of like me.

592
00:34:22,911 --> 00:34:23,932
We just needed one chance.

593
00:34:23,932 --> 00:34:25,243
We don't have a pedigree, right?

594
00:34:25,243 --> 00:34:26,314
We don't have come from this.

595
00:34:26,314 --> 00:34:27,656
We just have a lot of grit.

596
00:34:27,656 --> 00:34:30,158
And so I'm like, we go, I go up, we all go up together.

597
00:34:30,158 --> 00:34:30,648
And so.

598
00:34:30,648 --> 00:34:37,927
It would be awesome if just financial freedom, who would all the way through the, I don't
know, there's so much we could do with this right now.

599
00:34:37,927 --> 00:34:39,519
A lot of tech agencies are coming to us.

600
00:34:39,519 --> 00:34:41,630
So we're working really closely with tech agencies.

601
00:34:41,992 --> 00:34:47,939
There's so much that could happen, but I want to be, have complete financial freedom and
also take care of my parents.

602
00:34:47,939 --> 00:34:49,741
I want them to be financially free.

603
00:34:49,741 --> 00:34:50,801
That's my goal.

604
00:34:52,143 --> 00:34:55,948
How much time with this going back and forth between the two countries and running the
business?

605
00:34:55,948 --> 00:34:57,620
How much time do you get with them?

606
00:34:58,126 --> 00:34:59,486
Oh, so this is funny.

607
00:34:59,486 --> 00:35:01,246
My parents live in West Palm Beach, Florida.

608
00:35:01,246 --> 00:35:02,586
And so we were always there, right?

609
00:35:02,586 --> 00:35:05,766
And they're like, you're going to move to Brazil so the kids can learn Portuguese?

610
00:35:05,766 --> 00:35:06,706
I'm like, yes.

611
00:35:06,706 --> 00:35:10,966
So they actually just came in and visited for a month, right?

612
00:35:10,966 --> 00:35:15,626
And so they want to be here more, but they're working, right?

613
00:35:15,626 --> 00:35:16,586
So they're still working.

614
00:35:16,586 --> 00:35:18,526
And so I'm like, let's get you out of working.

615
00:35:18,526 --> 00:35:19,846
That's really my goal.

616
00:35:19,846 --> 00:35:23,146
I want to just thank them for all the things that they did for us, right?

617
00:35:23,146 --> 00:35:24,206
They invested.

618
00:35:24,738 --> 00:35:26,963
Maybe it wasn't money, but they invested so much.

619
00:35:26,963 --> 00:35:28,186
They taught us languages.

620
00:35:28,186 --> 00:35:29,569
They taught us people, right?

621
00:35:29,569 --> 00:35:33,928
Things that are untangible sometimes, but yeah.

622
00:35:34,446 --> 00:35:40,200
Do you find yourself when you're bringing on these contractors, true partners, you're
like, hey, we don't work for you.

623
00:35:40,200 --> 00:35:42,552
Maybe that's the approach, but we're partners in this business.

624
00:35:42,552 --> 00:35:45,084
um What do you start?

625
00:35:45,084 --> 00:35:46,204
How do you start the process?

626
00:35:46,204 --> 00:35:47,555
They can go onto your website.

627
00:35:47,555 --> 00:35:50,207
They can actually click to start here and go through the process.

628
00:35:50,207 --> 00:35:52,879
Your website says you can be up and running in 10 days with us.

629
00:35:52,879 --> 00:35:57,122
um Where do you start though?

630
00:35:57,122 --> 00:36:01,005
If they call and say, why you, what, what, what questions do you want to ask them?

631
00:36:01,005 --> 00:36:02,996
What do you want to know about them?

632
00:36:03,906 --> 00:36:08,180
Yeah, when we get on the call, we tell them, hey, we are just going to ask questions about
your business.

633
00:36:08,180 --> 00:36:10,032
We want to see if we can even help.

634
00:36:10,032 --> 00:36:12,450
you know, because we've had like, why should I choose you?

635
00:36:12,450 --> 00:36:14,476
I'm like, I actually don't know if you should at all.

636
00:36:14,476 --> 00:36:15,097
Right.

637
00:36:15,097 --> 00:36:18,670
Because it's not because it's like, we don't want one night stands.

638
00:36:18,670 --> 00:36:21,042
Like we want marriage.

639
00:36:21,042 --> 00:36:22,534
We want to be able to grow with you.

640
00:36:22,534 --> 00:36:22,964
Right.

641
00:36:22,964 --> 00:36:26,778
And so it is and especially now because everything is task driven.

642
00:36:26,778 --> 00:36:28,019
It's automation infused.

643
00:36:28,019 --> 00:36:29,454
It's technology infused.

644
00:36:29,454 --> 00:36:32,354
We're not VAs where you can like ask us random things and we're doing it.

645
00:36:32,354 --> 00:36:34,874
It's like everything is task driven, automation driven.

646
00:36:34,874 --> 00:36:42,234
We're looking at the pipeline just like we're looking at a stock, you know, cryptocurrency
or, you know, looking at the stock market data.

647
00:36:42,234 --> 00:36:43,694
So we're looking at data, data, data.

648
00:36:43,694 --> 00:36:44,434
So it's shifted.

649
00:36:44,434 --> 00:36:48,274
So when the contractor comes to us now, why don't we hear, okay, what's going on?

650
00:36:48,274 --> 00:36:49,174
All right, cool.

651
00:36:49,174 --> 00:36:51,894
And then how, and then we ask certain variables, right?

652
00:36:51,894 --> 00:36:54,534
And then now to onboard with us is insane.

653
00:36:54,534 --> 00:36:55,634
It is like a no brainer.

654
00:36:55,634 --> 00:36:59,438
It's just one nine nine seven before it used to be 6,500 minimum.

655
00:36:59,438 --> 00:37:02,458
with a six month contract.

656
00:37:02,458 --> 00:37:05,338
Now, no yearly contract, month to month.

657
00:37:05,338 --> 00:37:07,518
It's just 1,997 a month.

658
00:37:07,518 --> 00:37:09,196
It is a brainer.

659
00:37:09,196 --> 00:37:11,580
And then probably, probably just a percentage of sales.

660
00:37:11,580 --> 00:37:13,801
I'm assuming what that, that's what it looks like.

661
00:37:13,934 --> 00:37:17,914
No, it's $1,997 for up to 10 with fulfilled jobs.

662
00:37:17,914 --> 00:37:21,334
Anything that goes over is just $110, and we invoice that separately.

663
00:37:21,334 --> 00:37:26,394
And we invoice based on actual jobs that go into production.

664
00:37:26,394 --> 00:37:27,594
Super simple.

665
00:37:27,886 --> 00:37:30,919
This seems like it's massively, massively scalable.

666
00:37:31,222 --> 00:37:32,243
Yeah, and that's the goal.

667
00:37:32,243 --> 00:37:35,905
just, scalability, but most of all, peace for our internal team as well.

668
00:37:35,905 --> 00:37:38,927
Because before they were running in chaos, constantly having to learn all these new
theorems.

669
00:37:38,927 --> 00:37:49,434
Now it's literally every task that comes in, it goes to specialists, pods and departments,
all they do all day long, know, spend millions of hours just pulling permits nationwide.

670
00:37:49,434 --> 00:37:54,037
So whoever's touching in the tasks for a contractor is truly a specialist.

671
00:37:55,200 --> 00:37:58,530
their operations team, almost like your whole team's their COO.

672
00:37:58,530 --> 00:38:00,326
Where's it fit?

673
00:38:01,752 --> 00:38:04,943
Do, oh, like for them, yeah.

674
00:38:04,943 --> 00:38:13,405
what we feel is, so it's been a really cool shift where they really see us as like, my
gosh, they're like in a way consultants, right?

675
00:38:13,405 --> 00:38:16,346
When a consultant comes in, they typically have a different vibe.

676
00:38:16,346 --> 00:38:17,254
And so that's what we're there.

677
00:38:17,254 --> 00:38:22,568
We're like, okay, well, you know, so the contractor feels like, they really know what
they're talking about.

678
00:38:22,568 --> 00:38:25,018
Cause we're like, let's set up this automation.

679
00:38:25,018 --> 00:38:26,009
This is what we recommend here.

680
00:38:26,009 --> 00:38:27,029
There's that, right?

681
00:38:27,029 --> 00:38:30,562
And this is all to improve the client experience.

682
00:38:30,562 --> 00:38:32,005
for them to improve their life.

683
00:38:32,005 --> 00:38:37,685
So it's a different vibe now, because it's almost like a product.

684
00:38:37,685 --> 00:38:39,258
It's almost like Netflix.

685
00:38:39,258 --> 00:38:43,605
can watch everything or use some tasks.

686
00:38:43,854 --> 00:38:50,436
I think I had a conversation with the leadership team actually just last night and I said,
Hey, the company has to be a product.

687
00:38:51,597 --> 00:38:54,788
It has to be, it has to you because it's a commodity.

688
00:38:54,788 --> 00:38:56,589
There's so many competitors in our business.

689
00:38:56,589 --> 00:39:00,817
These companies I run, you have to have a product and that companies would be a product.

690
00:39:00,817 --> 00:39:05,162
Do you have competitors in your space or are you evolving this new area that you're in?

691
00:39:05,162 --> 00:39:06,652
Are you niching this out?

692
00:39:07,276 --> 00:39:12,760
Yeah, so I would say in our other framework, right, which was like six months ago,
absolutely.

693
00:39:12,760 --> 00:39:16,202
And also it was funny, because when we started, I didn't even know other companies existed
that did this.

694
00:39:16,202 --> 00:39:17,973
So again, just showed how naive we were.

695
00:39:17,973 --> 00:39:22,186
ah But yeah, there's awesome companies that do what we did, right?

696
00:39:22,186 --> 00:39:26,029
And we actually, when we weren't a good fit, we would point people their direction.

697
00:39:26,029 --> 00:39:28,741
like, hey, we can't help you, but you should go check them out, right?

698
00:39:28,741 --> 00:39:32,463
And so really where we're evolving now is we're not in the virtual assistant game.

699
00:39:32,463 --> 00:39:34,054
We're in the tech game, right?

700
00:39:34,054 --> 00:39:36,450
And so tech can do a lot, but

701
00:39:36,450 --> 00:39:43,887
with uh the roofing side of the business, there's still a lot of manual things like
permits, things of that nature that you still need that human capacity.

702
00:39:43,887 --> 00:39:45,528
And so that's what we are.

703
00:39:45,528 --> 00:39:50,963
We're in a tech game and that's who we're really competing against, like the tech, not
VA's.

704
00:39:50,963 --> 00:39:54,006
So it's almost like its own little space.

705
00:39:54,006 --> 00:39:57,588
Yeah, okay, good.

706
00:39:57,588 --> 00:40:06,214
uh What is the I kind of asked this a little bit before, but maybe we'll finish with this
part to see how this converts just to entrepreneurs in general.

707
00:40:06,555 --> 00:40:10,166
How are you specifically approaching gaining new clients?

708
00:40:10,166 --> 00:40:15,341
You said you used to get on the phone and just call people you are cold calling, you get
100 nos and keep going.

709
00:40:15,341 --> 00:40:16,612
What are utilizing now?

710
00:40:16,612 --> 00:40:17,903
Is it it social?

711
00:40:17,903 --> 00:40:23,052
uh Funnels are kind of going away now because there's so many other stacks of AI what's
happening.

712
00:40:23,052 --> 00:40:26,681
How are you specifically obtaining new clients and new business?

713
00:40:26,681 --> 00:40:27,302
What are you doing?

714
00:40:27,302 --> 00:40:28,394
What's the approach?

715
00:40:28,654 --> 00:40:39,394
Yeah, so for us right now, which is really interesting, we scaled to a seven figure
business with literally one Facebook ad that ran and it was 1 % of our budget.

716
00:40:39,534 --> 00:40:42,194
So it was like, and it was horrible.

717
00:40:42,194 --> 00:40:47,434
And so now, right, we've gotten some better Facebook ads.

718
00:40:47,434 --> 00:40:53,514
So for us right now, it's word of mouth, Facebook ads, and just really good, good
followup.

719
00:40:53,974 --> 00:40:56,206
So right now we're in a new space.

720
00:40:56,206 --> 00:40:59,646
where before we were building our brand, so we would be like, okay, this is who we are.

721
00:40:59,646 --> 00:41:05,046
Now we're like in a new space, because there's so many different contractors coming in and
out that don't even know the space.

722
00:41:05,046 --> 00:41:09,006
So really we're infusing a lot of teachings on YouTube.

723
00:41:09,006 --> 00:41:16,946
We're really going to that education part now of the business, where people can get
educated, find a lot of value, we're providing eBooks, things of that nature, where they

724
00:41:16,946 --> 00:41:19,266
can feel the confidence before they even get on the call with us.

725
00:41:19,266 --> 00:41:23,906
By the time they get on the call with us, they already know exactly what we do, and
they're ready to go, and they're ready to sign in on board.

726
00:41:23,906 --> 00:41:26,106
So that's really what we're focusing on now.

727
00:41:26,754 --> 00:41:30,395
This could, this conversation could be Thais changing the world through roofs.

728
00:41:30,395 --> 00:41:30,765
don't know.

729
00:41:30,765 --> 00:41:34,526
We'll come up with some, we'll come up with something that's better, but it wouldn't have
mattered what you chose to do.

730
00:41:34,526 --> 00:41:45,080
think, um, this approach, this optimism, but also this all in, I like that you succeeded
in corporate America and still know why you don't want to go back to it.

731
00:41:45,340 --> 00:41:52,562
And that is so important for this journey to have you not quit, to continue on when it
gets really hard, because you know what the other side looks like.

732
00:41:53,294 --> 00:41:55,854
Yes, yes, yes you do.

733
00:41:55,854 --> 00:41:56,874
Yes, I do, right?

734
00:41:56,874 --> 00:42:05,254
And I feel like in the time I did a corporate life, for me, I'm like, did almost, let's
say eight years in that company.

735
00:42:05,254 --> 00:42:09,094
I really, with all the amount of push that I did, it was like 21 years.

736
00:42:09,094 --> 00:42:10,494
So that's why I'm like, I'm not going back.

737
00:42:10,494 --> 00:42:16,514
I've gone far more than just the time shows, because that's how intense I am.

738
00:42:16,514 --> 00:42:21,256
All right, so to wrap this up, if it's about mindset, how did you evolve to know it's
about that?

739
00:42:21,256 --> 00:42:22,157
Was it a book?

740
00:42:22,157 --> 00:42:23,818
Is there an influencer you follow?

741
00:42:23,818 --> 00:42:30,802
um How do you know this is about mindset, winning this game, even your business and the
contractors you work with?

742
00:42:30,802 --> 00:42:32,222
How do you know it's that?

743
00:42:33,560 --> 00:42:42,147
First of all, as I became a parent, right, I think that makes it very, uh it's a new
journey there.

744
00:42:42,147 --> 00:42:47,622
But I think just realizing, for me, I like listening to like Simon Sinek, right, like
those.

745
00:42:48,078 --> 00:42:48,822
to your why.

746
00:42:48,822 --> 00:42:49,284
Yep.

747
00:42:49,284 --> 00:42:49,564
Yep.

748
00:42:49,564 --> 00:42:50,830
You had to figure out what your why is.

749
00:42:50,830 --> 00:42:52,233
He's correct about that.

750
00:42:52,270 --> 00:42:57,790
Yeah, I also really enjoy listening to podcasts, Like, how I built that.

751
00:42:57,790 --> 00:42:59,750
That was like my motivator of all things.

752
00:42:59,750 --> 00:43:01,990
I know if you've ever listened to that, how I built that.

753
00:43:01,990 --> 00:43:07,650
It's just constant stories of other owners who have built great brands and like the real
struggle.

754
00:43:07,730 --> 00:43:11,150
And so for me, I would just listen to that nonstop.

755
00:43:11,150 --> 00:43:15,630
And then through that, you're learning that they're saying, it's, my mind, it's my mind.

756
00:43:15,630 --> 00:43:16,570
Oh, I had a shift.

757
00:43:16,570 --> 00:43:19,470
And then you're like, okay, if they're saying that, you know, and then.

758
00:43:19,470 --> 00:43:21,030
For me, just very practical things.

759
00:43:21,030 --> 00:43:24,950
I'm like, I have trauma, I have to deal with, so I'm gonna work on that with some
counselor.

760
00:43:24,950 --> 00:43:29,650
And then as I went into coaching, like, oh, you know how great people just become even
greater, they just get a lot of help everywhere, right?

761
00:43:29,650 --> 00:43:31,190
With great people helping them.

762
00:43:31,190 --> 00:43:33,670
And so I'm like, oh, it's okay to ask for help, right?

763
00:43:33,670 --> 00:43:36,330
And so that's been for me a really big game changer.

764
00:43:36,330 --> 00:43:41,350
It is mindset because you're, especially depending on the people you're around, right?

765
00:43:41,350 --> 00:43:42,530
My family's not used to that.

766
00:43:42,530 --> 00:43:44,710
So I looked really freaking crazy, right?

767
00:43:44,710 --> 00:43:47,990
And so mindset is everything, literally.

768
00:43:48,078 --> 00:43:54,186
All right, so all these roofing contractors, these folks that we know here in the Midwest
and the states we operate, how do they find you?

769
00:43:54,186 --> 00:43:57,270
And we know you're in a lecture room like, we don't work for you, this is a partnership.

770
00:43:57,270 --> 00:43:58,901
You're probably, we're gonna change your business.

771
00:43:58,901 --> 00:44:01,334
We're not for everyone, but we might be for you.

772
00:44:01,646 --> 00:44:02,526
Yeah.

773
00:44:02,526 --> 00:44:03,006
Yeah.

774
00:44:03,006 --> 00:44:03,826
How can they find us?

775
00:44:03,826 --> 00:44:04,586
Very simple.

776
00:44:04,586 --> 00:44:15,426
If you go to scienceglobal, S-A-E-N-Z, global.com, that's our website, but also any
platform, social platform, YouTube, LinkedIn, Facebook, our team does such a, we have an

777
00:44:15,426 --> 00:44:15,986
in-house team.

778
00:44:15,986 --> 00:44:18,866
do such a great job with like just keeping everything consistent.

779
00:44:18,866 --> 00:44:19,826
We're always on there.

780
00:44:19,826 --> 00:44:22,066
Our team is always ready to connect.

781
00:44:22,066 --> 00:44:25,786
So, or you can email me at taeis.scienceglobal.com or call myself.

782
00:44:25,786 --> 00:44:26,606
Go ahead.

783
00:44:26,606 --> 00:44:29,006
561-908-3501.

784
00:44:29,006 --> 00:44:29,986
Text me, call me.

785
00:44:29,986 --> 00:44:30,526
No problem.

786
00:44:30,526 --> 00:44:31,200
That's my real name.

787
00:44:31,200 --> 00:44:33,312
I'm you all she will not be defeated.

788
00:44:33,312 --> 00:44:34,413
This is going to be exciting.

789
00:44:34,413 --> 00:44:35,794
This is going to be exciting to watch this.

790
00:44:35,794 --> 00:44:43,320
um I really am when because I know it's all about the people now we can take any business
and we could change that business for the better.

791
00:44:43,320 --> 00:44:48,444
We can see some systematic things that need to be improved, but it's about the people
you're right.

792
00:44:48,565 --> 00:44:54,219
It's about the people it's in the and part of it's about the people is also about us about
our mindset, our willingness, right?

793
00:44:54,219 --> 00:44:55,570
How much we go all in.

794
00:44:55,570 --> 00:45:00,054
um Boy, if we could all understand have understood that earlier in life too.

795
00:45:00,224 --> 00:45:01,885
It wouldn't have been this hard.

796
00:45:02,286 --> 00:45:03,880
it up in the start.

797
00:45:04,226 --> 00:45:05,187
There's the pain.

798
00:45:05,187 --> 00:45:06,077
Hey, thank you.

799
00:45:06,077 --> 00:45:07,167
Thank you for joining us.

800
00:45:07,167 --> 00:45:11,089
Um, you brighten my day from the smile, from the energy, from the charisma a little bit.

801
00:45:11,089 --> 00:45:18,032
So, um, even though we got to talk about the kind of boring thing about roofs, um, this
was a exciting conversation.

802
00:45:18,032 --> 00:45:19,793
So thank, thank you for coming on.

803
00:45:19,793 --> 00:45:20,653
Enjoy that time.

804
00:45:20,653 --> 00:45:23,574
Get back to the beautifulness of where in Brazil.

805
00:45:24,206 --> 00:45:25,524
Floating up place.

806
00:45:26,136 --> 00:45:28,248
She says it just like it's meant to be said.

807
00:45:28,388 --> 00:45:29,499
All right, guys, thank you.

808
00:45:29,499 --> 00:45:30,410
Thank you for joining us.

809
00:45:30,410 --> 00:45:33,594
And maybe a roofer or two will reach out to you.

810
00:45:33,594 --> 00:45:34,214
And you know what?

811
00:45:34,214 --> 00:45:38,399
At some point, I'm going to start tracking as our brand starts growing, getting bigger.

812
00:45:38,399 --> 00:45:39,159
I'm going to track.

813
00:45:39,159 --> 00:45:40,511
I'm going to get some of this affiliate money.

814
00:45:40,511 --> 00:45:46,026
Hey, y'all, if you go to her, I'm to get like a penny out of every referral.

815
00:45:46,094 --> 00:45:47,120
We would totally love that.

816
00:45:47,120 --> 00:45:48,489
We love giving affiliates.

817
00:45:48,489 --> 00:45:49,546
So for sure.

818
00:45:49,546 --> 00:45:51,122
Thank you have a awesome rest your day.

819
00:45:51,122 --> 00:45:51,792
Thanks for coming

820
00:45:51,792 --> 00:45:52,698
thanks so much for having me.

821
00:45:52,698 --> 00:45:54,022
I really appreciate it.