Scaling Small Business Success: Insights from Entrepreneur and Business Coach Rialand Jones

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It's like a Virginia, you know, employment poster.

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So Rylin was told by Larry, Larry, really? It

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was a pre -interview, which is hilarious, because

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I don't do any prep. So a pre -interview would

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be really against my name. But I'm so excited.

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So I have a little saying that you're brave,

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beautiful, and bold. Because only a certain amount

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of people can go live. There's many people that

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can. And I started this during COVID and did

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about 200 episodes. And that's a brag. But Steve

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Madden from Transmedia, the owner of Transmedia,

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said to me that I am like the HLN of podcasts.

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And I'm like, is that a good thing or a bad thing?

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Am I like spouting things or selling shoes today?

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Anyways, so who is Rylan Jones? So I need you

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to introduce yourself and tell us who you are.

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What's up? Rylan Jones, business coach, consultant

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for small business. I call it early stage, 100K,

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500K. It's kind of our wheelhouse. Anybody else

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is welcome too, but sometimes you need that range

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to know what's going on. That's me. Air Force

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veteran, I got a few businesses in Virginia that

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we operate that are brick and mortars and then

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a coaching thing. And that's kind of where Mary

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got a couple kids, actually four, and here we

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are. We're going live, no prep. I'm down for

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this, actually. I don't mind it at all. I'm not

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intimidated in the least. No, I wouldn't think

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so. It's really like having a cup of coffee with

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a fly on the wall, which I've always wanted to

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be the fly on the wall. So, okay, so what came

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first, the business coaching or the brick and

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mortar source? Well, the brick and mortar kind

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of, yeah, it's interesting. I've done a couple

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of things like simultaneously. So some things

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happened all at once. So I used to coach a long

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time ago when I was in the DJ space for Wedding

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DJ. I used to... coach other wedding DJs. How

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do we get more money? How do we do it like this?

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How do we get more bookings? Just people that

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I knew, not in a real structured way. And then

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I left the wedding DJ industry to start one of

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the brick and mortars, which is a popcorn shop

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operated out of a little west of Richmond, Virginia

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gourmet popcorn. It's called Lamar Marie's Gourmet

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Popcorn. It's at lamarmarie .com. Two M's in

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Lamar, if you want to look it up. We've been

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doing that for seven. We had our seven years

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over the summer. Yeah. And this year was just,

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I decided to get to move back into the coaching

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space a little bit because, you know, probably

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you get these questions too. You just get enough

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questions over time. You're like, you might as

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well just start doing that too, but put a little

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more structure on it. You know what I mean? So.

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So wait, I want to go back. I want to go to your

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popcorn story first. So this is really interesting

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to me because I think when I think of a popcorn

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store, I think that someone has to have some

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samples because people really need to taste it.

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That's what I'm used to. And is that true? That

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tasting? 100%. 100 %? 100%. What is the most

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popular flavor? This time of year, most popular,

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we roll out like we have a s'mores popcorn that

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we make with actual the things that you still

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have in s'mores, right? So not just like a s'mores

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flavoring. That's kind of our pride is that we

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just use the actual ingredients as much as we

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can, not just a flavoring. So our caramel sauce

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is made from scratch, has real butter in it still,

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it's not a caramel flavoring. Our snickerdoodle

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is what it is, because it has actual cinnamon

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in it, not just like a flavoring of cinnamon,

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you know what I mean? And we lean heavy on samples,

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got to. So snickerdoodle is one of our top flavors.

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Loaded baked potatoes also one of our... Loaded

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baked potato? That's savory. Yeah, it is. We

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do savory and sweet. Wow, wow, wow. So when people

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walk... So are you in a like tourist area? No,

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we're actually not in a tourist area for this

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shop. We're in like just a little strip center

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with a few other stores, you know, grocery store

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on one side, restaurant, drug store, stuff like

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that. Makes me want to go out now and get so

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like you're staying home You're gonna have a

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movie night at home and you want something delicious

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you go to the popcorn store So you go to your

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store, but then how does popcorn actually last?

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Ours we last about like six to eight weeks We

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prep it for to be a little bit longer can go

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out to 12 weeks if it's the candy one Yeah, we

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don't do any preservatives or additives in it

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so that it doesn't last as long. We don't want

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it to last six months, eight months. That's why

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we don't really wholesale. So people are like,

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oh, you want to get into that business? No, I

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don't. Because it has to last. If you want to

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sell wholesale, you got to have a six month shelf

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life minimum. And we don't really want to dive

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into that. And it's just not our brand. You know

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what I mean? So that's kind of where we are.

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And we're not really set up for it. You're holding

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the integrity of your company and your brand.

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That's smart. I do want to ask you a couple of

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questions before we continue. First of all, I

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bet you the smell. I would be the one that would

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open the door and just say, sorry, I'm here for

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a little sniff. I'll come back and buy. Yeah.

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Yeah. Yeah. That's what our neighbors in the

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strip date, especially this time of year, you

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know, we we're going into Q4 holiday season.

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We're just all day long. The smell is just wafting

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throughout even outside. I love that. All right.

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Tell me about your employees. How's it been like

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hiring employees, keeping employees of this day

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and age when that seems to be the number one

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complaint a lot of brick and mortar stores have.

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Yeah, I think it is. It is among the owner operators

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that I speak to. And even ones that aren't maybe

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operating anymore, we all still have the same

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challenge that the employee challenge, depending

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on what size you are, that is a pretty big challenge

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to overcome. I've been fortunate. At this location.

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That. We're set up to be lean, we're set up to

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be able to do a lot with. few people. So I've

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been fortunate enough to have the same grouping

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of employees for a longer period of time. You

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know, they rotate it out. And then we got in

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another set with three or four. And then we hold

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them, you know, the one the team that we have

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now we have one brand new girl that just started.

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But the other handful have been here for three

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years already. So Wow. So like, so are they not

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going back to school? Are they like, what kind

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of demographics are you? Are you hiring? Now,

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these ones came, one came right out of high school,

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first job. One, I think we were their second

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job out of high school, but we're in college.

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So one goes to college locally, the other one

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goes away, but when he comes back, summers, he's

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here, holidays, he's here. And then some weekends

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if he's home and he just wants hours, I'll give

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him hours. And then a new person is also local.

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There is a challenge, and that's for us where

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the cycle comes from. The last group, it was

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the same thing. I had them through college. They

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were local. They graduated and want to do what

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they went to college for. They'd go off and do

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that. So then we had another set come in. But

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it's a challenge. I think, depending on where

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you fall, there's another reason why we're set

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up to run as lean as possible so that we don't

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have to have, because I hate hiring. It's not

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one of the things. We all have things we like

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and good at. I neither like nor am good at hiring,

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writing all these things, interviewing. I can't

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stand it. But it's a challenge. How much can

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you afford to pay? Can you attract the right

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people? And then can you hold them long enough

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to make it worth it? Or do you have a lot of

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churn? At our other location, that's the challenge

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we're having right now. The churn is just a little

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higher than I want it to be. And it's expensive.

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You have to train people, which eats up a lot

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of money. Yeah, you know, I, so now I love coaching.

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I coached too. I was a score mentor. I coach

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in the promotional products logo merchandise

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industry because that's my specialty. But I love

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like talking about the risks, right? Like if

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someone starts a business and I don't have any

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risk, everyone's going to come to the store and

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everyone's going to eat. But there's so many

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risks. And I'm really curious about the sourcing

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of popcorn. Like I don't even know what that

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looks like. If you were coffee, I would be asking

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you like, where do you source? How do you source

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popcorn? Or does it even matter? Is one popcorn

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coming from? Yeah, it matters. Yeah, yeah, it

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matters. I have kind of all ears on this one.

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I'm curious. Yeah, it matters. Let me mute myself

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for a second so I can hear. OK. Yeah, we get

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from a farm in Nebraska. We buy straight from

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this farm. I mean, there's a couple, and I buy

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straight from them, two reasons. Generally, little

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factoid about me, I'm not really that petty on

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the personal side. But when it comes to business,

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I'm super petty. Right? And I'm super competitive.

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and I'll do things for Spike for no reason, right?

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Just because. So there's a big conglomerate that

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does, you know, they grow popcorn seed, all these

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hybrids and all this, millions and billions of

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dollars and all this. And it's just their prices

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kept going up. The product was okay. And to be

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honest, the distributor we were getting it from,

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I just didn't like him very much. I tried to

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get a better deal. They didn't want to work with

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me. So we just started looking They reached out

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to us and sent me some samples. I said, this

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is great The price is a little bit better, but

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also they look like me. So it's a family farm

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It's a husband wife three kids. They run the

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whole thing the dad's the farmer his parents

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were the farmers the wife She's a when you call

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she's on she answers the phone Right, like so

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so they look more like me So for that's what

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that's another reason why I buy from them and

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over time you know, the big conglomerate has

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noticed, whatever they've noticed, their prices

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start to come down, where we get it from, they're

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adjusting a little bit, which you gotta, you

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know, it is what it is. Everybody's gotta adjust

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pricing. But as long as they're close, I'll continue

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to buy from them. And it does matter where it

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comes from, because they're farmers in Virginia,

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where we are, that grow popcorn seed, it's just

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not good. The conditions aren't the best in Virginia

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for growing the best popcorn seed. Okay. So first

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of all, this is so fascinating to me. I think

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there's a big lesson in this though, is that,

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so I want to ask you a question. So the first

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one, the one that like was calling you that like,

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was he a little cocky? Did he think like, oh,

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I have your business already, or was he willing

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to work for your business? What was it that you

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just, can you pinpoint? It just to me, so it's

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a distributor that buys from the conglomerate

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and the combination of the two, when I knew that

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they could give me a better deal because I know

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other popcorn people, we talk about where we

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get, you know what I mean? It's not secret. So,

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and I say, can you just match? I'm not asking

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for better. We do the same volume. Can you just

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match this? And they were like, no. I said, okay.

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So when they said that, we found this other.

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And then I started selling as a distributor for

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this other people. Oh, brilliant. Yeah, yeah.

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Because, you know, again, if that's how you want

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to be, I can be like that too. I had to tell

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Alexa to stop. So my parents, I grew up in a

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family business, logo merchandise. My parents

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were incredible. One of the things that they

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taught me, which I think is a good lesson, is

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never assume that you've got that client in your

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pocket. You don't. Always assume that the client

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could possibly be working with someone else,

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and you've got to continue to make them happy.

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Because it was so easy to be like, they've been

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my client for five years, and I'm always going

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to have them. They're not going anywhere. And

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like, no. So they taught me like, Adrienne, you're

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replaceable. I learned that at an early age.

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We can get rid of you. But we can also get rid

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of everyone. So you have to know and always work

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in that kind of fashion. So it sounds like you

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respect that and you want people that are willing

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to work with you. And then you're teaching this

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to your clients. Yeah, 100%. I mean, if you can

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find it. And it's really the same for all of

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our print materials. There's a bunch of different

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options. And I'll say for For us, the printer

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we use, same principle, right? It's a guy that

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I know, family like mine. It's a franchise, but

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it's locally owned, right? And I mean, for print

00:12:46.080 --> 00:12:48.740
stuff, there's tons of options these days. Like

00:12:48.740 --> 00:12:50.700
you got Staples, Office Max, you can go online,

00:12:50.740 --> 00:12:55.940
Google, whatever. But for him, when we go, and

00:12:55.940 --> 00:12:58.039
it's not like we're his biggest customer. We're

00:12:58.039 --> 00:13:01.710
not. We order a high volume because they print

00:13:01.710 --> 00:13:05.149
all of our labels, but labels don't cost that

00:13:05.149 --> 00:13:07.690
much. You know what I mean? So we are frequent

00:13:07.690 --> 00:13:09.549
flyers, even though that doesn't necessarily

00:13:09.549 --> 00:13:12.289
translate into this grandiose amount of revenue

00:13:12.289 --> 00:13:15.029
directly from us. But one of the reasons why

00:13:15.029 --> 00:13:18.450
I go to them is because they look like me. And

00:13:18.450 --> 00:13:21.809
I'm actually willing to pay slightly more if

00:13:21.809 --> 00:13:25.889
they look like me than I am to go to a Staples

00:13:25.889 --> 00:13:30.460
or Office Depot to save. I'll pay, and there's

00:13:30.460 --> 00:13:34.000
a threshold of more than I'm willing to spend,

00:13:34.419 --> 00:13:36.580
depending on what it is. But as long as it's

00:13:36.580 --> 00:13:40.879
close, I'm going to that guy, as long as their

00:13:40.879 --> 00:13:43.960
service stays high quality and the product stays

00:13:43.960 --> 00:13:45.480
high quality. I'm not talking about, I'm just

00:13:45.480 --> 00:13:47.460
going to them and they suck because they look

00:13:47.460 --> 00:13:50.059
like me. You know what I mean? That's not gonna

00:13:50.059 --> 00:13:53.240
happen. But they're great. Yeah, yeah, yeah.

00:13:53.240 --> 00:13:55.000
They're great. So I go to them and I'm willing

00:13:55.000 --> 00:13:57.710
to pay a little bit more. in some instances because

00:13:57.710 --> 00:14:01.169
of that. So you said something that I think and

00:14:01.169 --> 00:14:03.470
it does annoy me a little bit to be honest with

00:14:03.470 --> 00:14:06.710
you that people think like, oh, we got a new

00:14:06.710 --> 00:14:10.309
Starbucks in town. I only support my local businesses

00:14:10.309 --> 00:14:12.840
and I'm like. Okay, Starbucks. Well, do you know

00:14:12.840 --> 00:14:14.960
who the franchise owner is? Are they in town?

00:14:14.980 --> 00:14:17.320
Maybe not. Are they hiring local people? Or are

00:14:17.320 --> 00:14:19.399
the people coming from corporate every day and

00:14:19.399 --> 00:14:21.320
coming to our town and then they leave every

00:14:21.320 --> 00:14:24.159
night? Like, so can you please explain to people

00:14:24.159 --> 00:14:26.559
and so they can understand that even if it's

00:14:26.559 --> 00:14:29.440
a franchise, it's still going to have it's still

00:14:29.440 --> 00:14:31.860
you explain it. I want you to explain it. So

00:14:31.860 --> 00:14:34.259
well, you you nailed it already. You know, there

00:14:34.259 --> 00:14:36.100
there are some models where they're cool. And

00:14:36.100 --> 00:14:38.559
I don't know all ins and outs of like Starbucks,

00:14:38.559 --> 00:14:41.480
as you use that example. I don't even know if

00:14:41.480 --> 00:14:43.320
they have the franchise model or if all of them

00:14:43.320 --> 00:14:45.879
are all corporate owned. But you can have a lot

00:14:45.879 --> 00:14:50.340
of subways. I know those come to mind. There's

00:14:50.340 --> 00:14:52.620
a lot of franchises that they're still locally

00:14:52.620 --> 00:14:54.799
owned. Someone wanting to get into business,

00:14:55.059 --> 00:14:57.220
franchise is a good way to go, right? It's a

00:14:57.220 --> 00:15:01.299
business in the box, so to speak. So it's still

00:15:01.299 --> 00:15:05.120
supporting the local economy to a certain degree.

00:15:05.309 --> 00:15:07.870
they're not just a big corporate giant coming

00:15:07.870 --> 00:15:10.350
in to squash everybody. And all the money spent

00:15:10.350 --> 00:15:12.629
there gets shuffled somewhere else. You know

00:15:12.629 --> 00:15:17.610
what I mean? But the thing I think for me too,

00:15:17.750 --> 00:15:19.730
I don't have a problem with it, but the challenge

00:15:19.730 --> 00:15:23.330
is that depending on the size of the company,

00:15:23.649 --> 00:15:26.929
if they do come in like a Starbucks and like

00:15:26.929 --> 00:15:33.429
some of these gas station, hot food hybrid places,

00:15:33.659 --> 00:15:35.419
that are bigger, some of which are franchise

00:15:35.419 --> 00:15:40.159
and or all corporate owned. The pockets are deeper

00:15:40.159 --> 00:15:44.500
so they can afford to pay more and absorb that

00:15:44.500 --> 00:15:47.539
churn because it's within their, you know, their

00:15:47.539 --> 00:15:50.139
operational limits is already built in. That's

00:15:50.139 --> 00:15:52.360
when we start to have a little bit of the challenge

00:15:52.360 --> 00:15:55.580
that we face. So can I go work? I can go work

00:15:55.580 --> 00:15:57.659
over here. They want to start me eighteen, nineteen

00:15:57.659 --> 00:15:59.299
dollars an hour. And all I'm doing is making

00:15:59.299 --> 00:16:03.460
sandwiches. Right. Then I go to a more more local,

00:16:03.700 --> 00:16:08.659
small business type business. And I go over there

00:16:08.659 --> 00:16:12.340
and they say, well, we can start you at 13, 14.

00:16:12.559 --> 00:16:14.759
Let's kind of see how you do. And then we'll

00:16:14.759 --> 00:16:17.779
try to walk you up. Well, the more quality people,

00:16:17.820 --> 00:16:19.960
in my opinion, you go towards, I know I'm good.

00:16:20.000 --> 00:16:22.139
I'm not gonna go over here unless it specifically

00:16:22.139 --> 00:16:25.559
fits what I wanna do now or sets me up for something

00:16:25.559 --> 00:16:28.279
in the future. So that's the challenge for us

00:16:28.279 --> 00:16:32.399
from an employee. Almost everyone that I talk

00:16:32.399 --> 00:16:39.200
to, I say that I know personally sub, let's say,

00:16:40.100 --> 00:16:43.539
definitely sub two million a year in revenue,

00:16:44.039 --> 00:16:47.379
but there's a few people that are around eight

00:16:47.379 --> 00:16:49.440
to 10 million a year in revenue, and they still

00:16:49.440 --> 00:16:51.600
have the same problem. They still have a employee

00:16:51.600 --> 00:16:55.940
problem, and they're just like. That's interesting.

00:16:56.179 --> 00:17:00.360
How do you handle donation requests? We feel

00:17:00.360 --> 00:17:02.039
them and some of them we do and some of them

00:17:02.039 --> 00:17:06.079
we don't. It depends on what it is. And I mean,

00:17:06.119 --> 00:17:07.859
that's all I can say. It's kind of case by case.

00:17:08.500 --> 00:17:10.220
I love that though. That's great advice too.

00:17:10.519 --> 00:17:12.680
A lot of people will say, I said, no, no, say

00:17:12.680 --> 00:17:14.279
no to everyone, but you're fielding them. You're

00:17:14.279 --> 00:17:15.940
looking at them. You're saying what it would

00:17:15.940 --> 00:17:18.440
look like for you and how that could help your

00:17:18.440 --> 00:17:20.319
business too. I'm sure some requests can make

00:17:20.319 --> 00:17:23.240
a difference. And what, what are you getting

00:17:23.240 --> 00:17:30.170
out? I'm plugging my laptop up. Okay, so wait,

00:17:30.170 --> 00:17:32.269
I have a question for you now too. So what besides

00:17:32.269 --> 00:17:35.549
money, what are some of the challenges when you're

00:17:35.549 --> 00:17:38.289
coaching your clients? What are they facing in

00:17:38.289 --> 00:17:44.089
today's market? The people I've been talking

00:17:44.089 --> 00:17:49.369
to more recently is how do we, they don't say

00:17:49.369 --> 00:17:51.109
efficiency, but it boils down to efficiency.

00:17:51.250 --> 00:17:57.049
How do we get more money? better use the assets

00:17:57.049 --> 00:18:02.349
we already have. And then how do we get better

00:18:02.349 --> 00:18:06.009
just overall, right? With some of these play

00:18:06.009 --> 00:18:08.829
off each other. So I'm a big efficiency person.

00:18:09.009 --> 00:18:12.849
So I number one, I'm gonna look at what can we

00:18:12.849 --> 00:18:15.269
do better and faster? We have too many steps

00:18:15.269 --> 00:18:17.490
already. We're doing the same two, three, four

00:18:17.490 --> 00:18:20.819
things. Like we already do it over here. what's

00:18:20.819 --> 00:18:22.660
going on over here. Like, let's look at this

00:18:22.660 --> 00:18:26.420
whole picture, this whole process of each thing,

00:18:26.480 --> 00:18:29.119
not just, we look at the whole, the overall thing,

00:18:30.059 --> 00:18:32.259
but then we have all these sub things that we

00:18:32.259 --> 00:18:34.859
do, right? We're, example, we're a popcorn shop.

00:18:35.019 --> 00:18:36.940
We have a chocolate shop in Virginia Beach and

00:18:36.940 --> 00:18:39.119
we have a gift box business also in Richmond,

00:18:39.640 --> 00:18:43.579
right? So we look and see what are the things

00:18:43.579 --> 00:18:45.599
we have to do. And one of the things that we

00:18:45.599 --> 00:18:47.039
just came up with today, cause we're training

00:18:47.039 --> 00:18:49.539
a new person, As you're doing a thing, you gotta

00:18:49.539 --> 00:18:54.359
put the label on the package. Well, I think people

00:18:54.359 --> 00:18:57.180
overlook a lot the nuance of even something that

00:18:57.180 --> 00:18:59.839
minute that doesn't seem like it wastes time,

00:19:00.319 --> 00:19:03.640
but it does because every second count. So just

00:19:03.640 --> 00:19:06.500
as an example, she has the sheet of stickers

00:19:06.500 --> 00:19:10.140
in her hand and she peels a sticker off, puts

00:19:10.140 --> 00:19:12.819
the page down, takes two hands and put the sticker

00:19:12.819 --> 00:19:16.619
on the package, release it, pick the paper back

00:19:16.619 --> 00:19:20.569
up again. Take the sticker back right that how

00:19:20.569 --> 00:19:23.609
much time did that take versus? You didn't have

00:19:23.609 --> 00:19:26.589
the packaging all lined up and then once you

00:19:26.589 --> 00:19:28.789
pick up that sheet of stickers never put it back

00:19:28.789 --> 00:19:33.109
down I'm a peel stick peel stick right every

00:19:33.109 --> 00:19:35.849
time you set that paper down. Let's say you lose

00:19:35.849 --> 00:19:38.650
two to four seconds Well, how many times you

00:19:38.650 --> 00:19:43.049
do that in one day and then multiply that across

00:19:43.049 --> 00:19:46.829
the entire year So how many hours of wasted time

00:19:46.829 --> 00:19:51.259
was that? It could be 50, 80 hours for the year.

00:19:52.119 --> 00:19:54.380
And I've had these, oh, 50, 80 hours. That's

00:19:54.380 --> 00:19:58.279
not that much. That's one task for one year.

00:19:59.019 --> 00:20:01.420
Crazy. How many other tasks you do where you

00:20:01.420 --> 00:20:06.119
waste two to five seconds per time you do it

00:20:06.119 --> 00:20:10.460
and multiply that. Now we're talking about possibly

00:20:10.460 --> 00:20:15.559
four or 500 hours a year, right? Right, right.

00:20:15.720 --> 00:20:17.059
and that's probably the most simple you could

00:20:17.059 --> 00:20:20.599
do it. I love this because you are you first

00:20:20.599 --> 00:20:22.259
of all because if you're business owners out

00:20:22.259 --> 00:20:23.839
there I hope you're listening and you may think

00:20:23.839 --> 00:20:26.180
well label story label store actually I love

00:20:26.180 --> 00:20:28.579
that analogy I grew up with the logo merchandise

00:20:28.579 --> 00:20:31.420
business and labels and even how the labels come

00:20:31.420 --> 00:20:33.619
in because sometimes if they come in a roll you

00:20:33.619 --> 00:20:35.779
could actually kind of like start peeling it

00:20:35.779 --> 00:20:38.160
off and you could do that my dad made up like

00:20:38.160 --> 00:20:40.480
well they like when I opened up his fifth art

00:20:40.480 --> 00:20:42.900
gallery in Daytona Beach, you know, he was very

00:20:42.900 --> 00:20:45.359
particular, even just the label on the bags and

00:20:45.359 --> 00:20:47.099
what it would look like. He never wanted a bag

00:20:47.099 --> 00:20:49.240
to be crooked or look kind of sloppy or anything

00:20:49.240 --> 00:20:51.839
like that. But and I think for business owners,

00:20:51.839 --> 00:20:54.539
it's so easy to think to themselves, this is

00:20:54.539 --> 00:20:56.500
how we've been doing it. No, we don't know. This

00:20:56.500 --> 00:20:58.960
is how we do it. But I always say, like, track

00:20:58.960 --> 00:21:01.880
your time, look at it. So I love I love your

00:21:01.880 --> 00:21:04.660
process driven. Is that kind of your strategy?

00:21:04.700 --> 00:21:06.539
Is that like working with you? You're going to

00:21:06.539 --> 00:21:09.259
look at that to me is so important. Yeah, and

00:21:09.259 --> 00:21:10.779
I love so you're really working with business

00:21:10.779 --> 00:21:12.680
that are already in business You already mentioned

00:21:12.680 --> 00:21:15.380
the dollar amount now They need to look at the

00:21:15.380 --> 00:21:17.859
process and business owners can't really take

00:21:17.859 --> 00:21:19.779
themselves out of that picture and look with

00:21:19.779 --> 00:21:22.359
like fresh eyes Right really need to hire someone

00:21:22.359 --> 00:21:25.319
wrote like Ryland who actually can take a look

00:21:25.319 --> 00:21:28.440
So in essence your your how I look at it is like

00:21:28.440 --> 00:21:30.839
this They're gonna pay you money and then you're

00:21:30.839 --> 00:21:33.720
gonna help them by saving money and saving time

00:21:33.720 --> 00:21:36.019
and so at the end of the day they may end up

00:21:36.019 --> 00:21:38.140
with more money than they started working with

00:21:38.140 --> 00:21:40.259
you, even though they're paying you because you're

00:21:40.259 --> 00:21:42.579
getting them to be efficient, which is one of

00:21:42.579 --> 00:21:46.200
the most important parts. Yeah. And that's just,

00:21:46.200 --> 00:21:48.539
that's just a piece. That's just one piece of

00:21:48.539 --> 00:21:50.779
it. Yeah. That's just one, one little piece of

00:21:50.779 --> 00:21:54.559
the pie is looking at the efficiency to see where

00:21:54.559 --> 00:21:57.559
that is. And then we started looking at customer

00:21:57.559 --> 00:22:00.259
experience, user experience, customer journey.

00:22:00.619 --> 00:22:03.000
Then we said employee journey. How do you multiply

00:22:03.000 --> 00:22:07.579
your team? Are they Do you train them to do stuff

00:22:07.579 --> 00:22:10.319
that you do so that you can multiply your efforts?

00:22:10.660 --> 00:22:13.259
I'll tell you this quick story, too. I just posted

00:22:13.259 --> 00:22:18.700
this. I went live outside of a Home Depot a few

00:22:18.700 --> 00:22:23.720
days ago on Facebook because I was in there to

00:22:23.720 --> 00:22:25.759
get some supplies for the other location. And

00:22:25.759 --> 00:22:29.460
I said, I'm just looking for a floor cleaner.

00:22:29.920 --> 00:22:32.000
I'm making this run. I'm at this location a couple

00:22:32.000 --> 00:22:35.160
of days a week. and the GM was like, you know,

00:22:35.200 --> 00:22:37.099
we need this. I said, I'll just do the run today.

00:22:37.279 --> 00:22:40.059
You stay in the store. So I go out to Home Depot.

00:22:40.259 --> 00:22:42.539
I'm in the aisle and I overhear a guy behind

00:22:42.539 --> 00:22:45.640
me. I don't see him yet. Talking about toilet

00:22:45.640 --> 00:22:48.799
paper. This aisle has toilet paper and stuff

00:22:48.799 --> 00:22:50.759
like that on one side, like floor cleaner on

00:22:50.759 --> 00:22:54.059
the other side. And there's an older guy and

00:22:54.059 --> 00:22:56.339
a younger guy. I say older, like my age -ish.

00:22:56.440 --> 00:22:58.319
And then a younger person that looks, you know,

00:22:58.480 --> 00:23:02.220
20 -ish, right? So. He just grabs one and I hear

00:23:02.220 --> 00:23:04.519
the older guy say, uh, did you check to see how

00:23:04.519 --> 00:23:06.720
much toilet paper you're getting with that? The

00:23:06.720 --> 00:23:08.279
guy was like, no, this one's cheaper. It's fine.

00:23:08.279 --> 00:23:10.480
He's like, no, we need to check the square footage

00:23:10.480 --> 00:23:12.819
of this toilet paper that comes in this bundle.

00:23:13.039 --> 00:23:15.240
And I, and I like laugh because I'm like, that's

00:23:15.240 --> 00:23:17.200
how I shop. And I turn around and go, I do the

00:23:17.200 --> 00:23:19.099
same thing, right? That's how you supposed to

00:23:19.099 --> 00:23:23.279
shop. It's not just with that $20 for this pack.

00:23:23.599 --> 00:23:26.539
This one says $30, but how much am I getting?

00:23:26.859 --> 00:23:30.880
Or two that say 20 and one really is less. toilet

00:23:30.880 --> 00:23:32.519
paper than the other one, you know what I mean?

00:23:32.900 --> 00:23:35.819
So we were talking about that. He laughed, I

00:23:35.819 --> 00:23:37.900
laughed. I saw he had a logo on his shirt, but

00:23:37.900 --> 00:23:39.720
I didn't see what it was. You know what I mean?

00:23:39.940 --> 00:23:41.640
And then they went about their business and I

00:23:41.640 --> 00:23:43.200
went back to looking for what I was looking for.

00:23:43.799 --> 00:23:47.579
Well, the older gentleman comes back for whatever

00:23:47.579 --> 00:23:50.400
reason. And this time when he comes back, I hear

00:23:50.400 --> 00:23:53.609
him say, now keep in mind. And the time it took

00:23:53.609 --> 00:23:55.329
him to leave and come back, someone else was

00:23:55.329 --> 00:23:56.869
looking for toilet paper, and we had this same

00:23:56.869 --> 00:23:59.130
discussion. And I was like, no, don't get the

00:23:59.130 --> 00:24:01.329
25. Get this one, because the square footage

00:24:01.329 --> 00:24:03.650
of this one is more than this one, right? And

00:24:03.650 --> 00:24:06.150
it was like the exact same scenario. So the guy

00:24:06.150 --> 00:24:10.289
comes back over, and I hear him say, oh, I got

00:24:10.289 --> 00:24:12.690
to get this, because our employees, you know,

00:24:12.690 --> 00:24:14.230
I just heard employees. I really didn't even

00:24:14.230 --> 00:24:16.109
hear anything after that. I heard employees,

00:24:16.170 --> 00:24:19.750
oh. So this guy said, the way he said it made

00:24:19.750 --> 00:24:22.390
it seem like he was in charge of them. not that

00:24:22.390 --> 00:24:25.309
he was just a guy running errands for them. So

00:24:25.309 --> 00:24:27.210
I'm still looking for my thing. He turns and

00:24:27.210 --> 00:24:28.970
walks off, and I go, oh, I need to find this

00:24:28.970 --> 00:24:32.049
guy. I come out the aisle to look for him. He's

00:24:32.049 --> 00:24:33.970
already in the checkout, him and the younger

00:24:33.970 --> 00:24:36.450
guy. So I just go up to him and introduce myself.

00:24:37.049 --> 00:24:39.809
And his thing on his shirt actually was an electrician

00:24:39.809 --> 00:24:43.210
company. So we start having a quick chat. And

00:24:43.210 --> 00:24:45.450
he's like, yeah, I got this electrician's company.

00:24:45.609 --> 00:24:47.710
This is actually my son. He handles a lot of

00:24:47.710 --> 00:24:49.549
client calls and all this. It's our company,

00:24:49.650 --> 00:24:51.369
blah, blah, blah. I said, oh, you guys ever give

00:24:51.369 --> 00:24:53.269
client gifts? And he's like, oh, yeah, we do

00:24:53.269 --> 00:24:55.609
sometimes. He told me where they typically go.

00:24:55.750 --> 00:24:58.269
I said, well, look, I have my shirt on, too.

00:24:58.269 --> 00:25:00.869
I said, well, this is me. I'm at the Royal Chocolate.

00:25:00.950 --> 00:25:03.569
You know, we do this. And we do client gifting.

00:25:03.809 --> 00:25:05.390
Maybe we can have a discussion later. I don't

00:25:05.390 --> 00:25:06.990
want to hold you up in the middle of Home Depot.

00:25:07.609 --> 00:25:11.289
But maybe we could talk later about, in the places

00:25:11.289 --> 00:25:13.210
he mentioned, I know we do the same thing and

00:25:13.210 --> 00:25:14.710
also know our qualities a little bit better,

00:25:14.710 --> 00:25:17.819
right? And I said, let's have a talk maybe we

00:25:17.819 --> 00:25:19.259
could do. He's like, you know what? Absolutely.

00:25:19.400 --> 00:25:20.779
Because actually, they were getting on my nerves.

00:25:20.940 --> 00:25:23.180
I just go there because I'm familiar. And I'm

00:25:23.180 --> 00:25:25.519
like, sweet. So we exchanged phone numbers. I

00:25:25.519 --> 00:25:28.680
get his. I send it to our GM immediately. And

00:25:28.680 --> 00:25:31.539
that was just an opportunity to be able to sell

00:25:31.539 --> 00:25:37.799
something later. This could be a corporate client

00:25:37.799 --> 00:25:40.519
that we just continually do gifting for. But

00:25:40.519 --> 00:25:43.279
a lot of employees, in my opinion, aren't trained

00:25:43.279 --> 00:25:48.250
to start to actively listen to what customers

00:25:48.250 --> 00:25:51.890
are saying so they can learn more and multiply

00:25:51.890 --> 00:25:55.569
the effort to try to get more business. And that's

00:25:55.569 --> 00:25:57.890
like, that's a big thing. That's a big thing

00:25:57.890 --> 00:26:02.630
for us. That's one of my big things that I teach

00:26:02.630 --> 00:26:05.950
and I train and I hammer on it because there's

00:26:05.950 --> 00:26:09.089
always opportunity if you know how to see it,

00:26:09.250 --> 00:26:11.769
if you know how to hear it, right? Someone will

00:26:11.769 --> 00:26:14.619
always tell you how you can. Sell more or get

00:26:14.619 --> 00:26:17.839
more or give more or help more if you have your

00:26:17.839 --> 00:26:21.700
eyes and ears open you can be 100 % I Love that

00:26:21.700 --> 00:26:23.880
sir. You know another thing another reason why

00:26:23.880 --> 00:26:28.119
to buy your popcorn local is Because if you were

00:26:28.119 --> 00:26:30.819
to go with I'm gonna just say the name Don't

00:26:30.819 --> 00:26:33.740
use them. Oh Wait, I don't get sued either though.

00:26:33.740 --> 00:26:38.539
So shoot H &D An online catalog and guess what's

00:26:38.539 --> 00:26:40.259
gonna happen. You're gonna buy it's not gonna

00:26:40.259 --> 00:26:42.480
come in that fresh And then you're going to just

00:26:42.480 --> 00:26:46.319
start to get all kinds of, like, they just sold

00:26:46.319 --> 00:26:48.359
your name like 150 times. And you're going to

00:26:48.359 --> 00:26:50.500
be like, why am I getting all this mail and stuff

00:26:50.500 --> 00:26:53.359
like that? And if you ended up asking them to

00:26:53.359 --> 00:26:56.420
drop ship, everyone that's going to get the drop

00:26:56.420 --> 00:26:58.779
ship is also going to have their emails and their

00:26:58.779 --> 00:27:02.680
addresses. Like, avoid them, right? And it's

00:27:02.680 --> 00:27:05.400
just so nice to support your local business.

00:27:05.579 --> 00:27:08.480
I have a burning question. OK. So you said you

00:27:08.480 --> 00:27:10.839
have the popcorn, and then you have the chocolate

00:27:10.839 --> 00:27:13.619
shop. Do you have the chocolate in the popcorn

00:27:13.619 --> 00:27:19.039
shop? Sometimes, seasonally, we will. Seasonally,

00:27:19.180 --> 00:27:21.519
yeah, yeah. And one of the things with the popcorn

00:27:21.519 --> 00:27:24.619
shop, too, that helped shape some of my perspective

00:27:24.619 --> 00:27:27.980
and then also helped a great deal with coaching

00:27:27.980 --> 00:27:30.380
others is that you got to work with what you

00:27:30.380 --> 00:27:33.759
have. And you make decisions based off of the

00:27:33.759 --> 00:27:37.059
knowledge you have at the time of decision. Right

00:27:37.059 --> 00:27:39.960
not not later and a lot of people get hung up

00:27:39.960 --> 00:27:43.099
on I made that decision Well, most of us make

00:27:43.099 --> 00:27:45.619
what we think is the best decision in the moment

00:27:45.619 --> 00:27:48.660
You can over analyze this three years later one

00:27:48.660 --> 00:27:50.619
year later seven years later all you want It's

00:27:50.619 --> 00:27:53.079
not gonna change anything about the original

00:27:53.079 --> 00:27:56.380
decision. So We thought this would be a good

00:27:56.380 --> 00:27:58.819
location. It actually is not a good location,

00:27:58.859 --> 00:28:02.160
right? Well, we didn't know that at the time

00:28:02.160 --> 00:28:04.660
with the knowledge we have This was my first,

00:28:04.759 --> 00:28:07.220
I've been kind of in the entrepreneurial business

00:28:07.220 --> 00:28:09.619
space for 20 some years. But this is my first

00:28:09.619 --> 00:28:12.079
brick and mortar product based business, right?

00:28:12.099 --> 00:28:14.900
Everything else was service, okay. Can you tell

00:28:14.900 --> 00:28:18.460
us why it's not a good location? Yeah, just they

00:28:18.460 --> 00:28:20.559
sold us on all the, you know, you got this many

00:28:20.559 --> 00:28:22.740
cars going by, there's so much foot traffic,

00:28:22.940 --> 00:28:24.900
blah, blah, blah. But that's what they're supposed

00:28:24.900 --> 00:28:26.599
to do because they're commercial realtors. They're

00:28:26.599 --> 00:28:29.680
supposed to sell you on this. And we just, we

00:28:29.680 --> 00:28:33.000
thought we did due diligence. when in reality

00:28:33.000 --> 00:28:37.339
we did just not enough, right? And not the right

00:28:37.339 --> 00:28:41.359
amount of due diligence. So you have to pivot,

00:28:41.700 --> 00:28:45.920
excuse me, with part of, that's what I coach

00:28:45.920 --> 00:28:48.519
the pivot process is what it's called. So you

00:28:48.519 --> 00:28:50.440
got to figure out where's the money gonna come

00:28:50.440 --> 00:28:52.140
from? Can we do it? This is pre, we didn't have

00:28:52.140 --> 00:28:55.619
a lot of e -comm. So what we decided to do was

00:28:55.619 --> 00:28:59.619
we do a lot of offsite. So we do more offsite

00:28:59.619 --> 00:29:03.210
to bring people in. and create our own foot traffic.

00:29:03.329 --> 00:29:05.089
We try to partner with people in the shopping

00:29:05.089 --> 00:29:07.089
center. Like there's other things, you gotta

00:29:07.089 --> 00:29:09.470
get creative sometimes. And sometimes you gotta

00:29:09.470 --> 00:29:11.190
take a step back. You might've thought, oh, I

00:29:11.190 --> 00:29:12.950
can just leave. I'll let the staff run it. Well,

00:29:12.950 --> 00:29:15.170
maybe the staff shouldn't. Maybe you gotta come

00:29:15.170 --> 00:29:18.089
back for a little bit, year. You know what I

00:29:18.089 --> 00:29:21.910
mean? I love that. My dad taught me a couple

00:29:21.910 --> 00:29:24.009
of things. He taught me when we're looking for

00:29:24.009 --> 00:29:27.029
like art, so where to open up the art gallery.

00:29:27.309 --> 00:29:30.450
And he told me, first of all, you go like almost,

00:29:31.039 --> 00:29:33.559
the most, you have to drive there. So these are

00:29:33.559 --> 00:29:34.940
like, if you're looking and you tell me if you

00:29:34.940 --> 00:29:38.079
agree, constantly go, go in the morning, go in

00:29:38.079 --> 00:29:40.700
the midday, go in the afternoon, go in the evening.

00:29:40.960 --> 00:29:42.519
What is their garbage? Is the garbage picked

00:29:42.519 --> 00:29:46.500
up? Talk to every single other store and find

00:29:46.500 --> 00:29:49.220
out what business looks like for them. When he

00:29:49.220 --> 00:29:51.880
chose to go to have the store here in Daytona,

00:29:51.940 --> 00:29:54.599
Tanger Outlets, he would come up, he was like

00:29:54.599 --> 00:29:56.940
90, came up for the big drive. And then he would

00:29:56.940 --> 00:30:00.829
strictly just. park in different locatio around

00:30:00.829 --> 00:30:04.289
with bags? What k having? Are they making b or

00:30:04.289 --> 00:30:08.210
small purchases? Are with ice cream just enjoyi

00:30:08.210 --> 00:30:12.690
some of the outdoor featur mall. And so I really

00:30:12.690 --> 00:30:16.210
lea to talk to your executiv director of your

00:30:16.210 --> 00:30:20.490
town. I coming in because I really a place that

00:30:20.490 --> 00:30:24.210
opens up a sto months later, all of a su coming

00:30:24.210 --> 00:30:28.380
in and people have Right? What is the parking

00:30:28.380 --> 00:30:32.059
lot? Like, you know, call your landlord at an

00:30:32.059 --> 00:30:33.980
odd hour a day. Are they answering the phone?

00:30:34.259 --> 00:30:36.740
How do they get it back to you? Like every little

00:30:36.740 --> 00:30:39.000
thing, which is so important. And I would share

00:30:39.000 --> 00:30:40.900
that with a lot of the people when I was doing

00:30:40.900 --> 00:30:42.940
score mentoring and because they would be like,

00:30:43.059 --> 00:30:44.619
Oh my God, I never thought of this. And I'm like,

00:30:44.740 --> 00:30:46.539
the only thing I could think of is you open up

00:30:46.539 --> 00:30:48.680
a store and now you've got all these issues.

00:30:48.779 --> 00:30:52.250
So I do want to share with you though. In 1978,

00:30:53.250 --> 00:30:55.670
my first job was working at a popcorn chocolate

00:30:55.670 --> 00:30:57.849
shop. But it was like the boring popcorn, because

00:30:57.849 --> 00:30:59.710
back then there was no flavors, just the butter.

00:31:00.029 --> 00:31:01.789
So it was like the one machine with the butter

00:31:01.789 --> 00:31:04.930
and then these chocolates. And I got fired because

00:31:04.930 --> 00:31:08.470
I'm sorry, but the cute guy who owns a florist

00:31:08.470 --> 00:31:11.970
shop said, Adrian, I'll give you flowers for

00:31:11.970 --> 00:31:13.950
a little popcorn. I'm thinking, yeah, we can't

00:31:13.950 --> 00:31:17.430
go wrong here. Honestly, at 16, what do you know?

00:31:17.809 --> 00:31:20.259
Or at the end of the day. I would be like, wait,

00:31:20.359 --> 00:31:22.500
you mean I can take the popcorn home at the end

00:31:22.500 --> 00:31:25.759
of the day? Oh yeah, you can. Shouldn't I make

00:31:25.759 --> 00:31:30.500
a big batch like an hour before I go home? I

00:31:30.500 --> 00:31:31.920
thought they were coming in after the movies.

00:31:32.440 --> 00:31:34.019
Oh my God, that was like the best time of my

00:31:34.019 --> 00:31:37.339
life. I think that what you're doing is great,

00:31:37.400 --> 00:31:39.099
but we only talked a little bit. I don't want

00:31:39.099 --> 00:31:41.680
to keep you too long. Larry, this is a free interview

00:31:41.680 --> 00:31:51.089
by the way. name of your, what's the business?

00:31:51.769 --> 00:31:57.130
So under the coac it's called the pivot pro my

00:31:57.130 --> 00:32:05.049
name. Right. And you ca dot com. Uh, it has a,

00:32:05.930 --> 00:32:09.390
it' what's so funny is peopl technology and I'm

00:32:09.390 --> 00:32:15.210
not, of it. I just don't want of it. Right. So

00:32:15.210 --> 00:32:20.299
when you g calendly thing with us, you know,

00:32:20.599 --> 00:32:23.059
a little just discovery call if you want to talk

00:32:23.059 --> 00:32:25.099
about the business kind of see it and it does

00:32:25.099 --> 00:32:27.920
have a little fee on there. And that's part of

00:32:27.920 --> 00:32:30.720
this how we pre qualify people. Because how much

00:32:30.720 --> 00:32:33.099
money do you want to make? And sometimes there's

00:32:33.099 --> 00:32:35.059
that's just my philosophy. Some people do discovery

00:32:35.059 --> 00:32:37.619
calls, there's no fee. But we put one and we

00:32:37.619 --> 00:32:39.099
just made it super low because I just want to

00:32:39.099 --> 00:32:40.740
see how much are you invested? You know what

00:32:40.740 --> 00:32:44.019
I mean? Do you really want you know, and if you

00:32:44.019 --> 00:32:46.529
if you don't get it's kind of it rolls into your

00:32:46.529 --> 00:32:49.529
thing. It's not an extra thing right and that

00:32:49.529 --> 00:32:52.490
way we don't have time wasters on you know people

00:32:52.490 --> 00:32:56.269
that want to ask a million questions with no

00:32:56.269 --> 00:32:59.289
intent of anything right we all still it's all

00:32:59.289 --> 00:33:02.210
still business. I like people you know what I

00:33:02.210 --> 00:33:04.829
mean but let's let's not get carried away. I

00:33:04.829 --> 00:33:08.130
agree with you. You can't judge a coach by like

00:33:08.089 --> 00:33:10.650
what website they have. The websites are words

00:33:10.650 --> 00:33:13.509
on, you know, the internet paper, but really

00:33:13.509 --> 00:33:16.069
being able to speak and talk and see if you're

00:33:16.069 --> 00:33:19.170
aligned and making sure that coach is going to

00:33:19.170 --> 00:33:21.950
understand. I think how you are, the pivot process

00:33:21.950 --> 00:33:25.069
is so huge. And I, you know, I can't think of

00:33:25.069 --> 00:33:28.910
a company that really couldn't, couldn't lose

00:33:28.910 --> 00:33:31.329
by having someone come in that is going to look

00:33:31.329 --> 00:33:33.490
at things differently than you are. Like I always

00:33:33.490 --> 00:33:38.690
say, I cannot, I can't, I could catch other people's

00:33:38.690 --> 00:33:41.130
mistakes but like my own so like if something

00:33:41.130 --> 00:33:42.609
I'm looking and I'm like oh there's a mistake

00:33:42.609 --> 00:33:44.299
right there like they'll be like, oh, it went

00:33:44.299 --> 00:33:45.640
through like eight people and you caught it.

00:33:45.720 --> 00:33:47.900
I'm like, I know, but I can't catch my own and

00:33:47.900 --> 00:33:50.799
how we are wired. So like really, you really,

00:33:50.980 --> 00:33:52.839
if you feel that you want to work with Rylan,

00:33:52.900 --> 00:33:56.599
I definitely would like sign up and see if you

00:33:56.599 --> 00:33:58.539
are a match because Rylan's smart. He can't work

00:33:58.539 --> 00:34:00.380
with everyone. He probably only has a certain

00:34:00.380 --> 00:34:02.200
amount of time. He's got a family and he wants

00:34:02.200 --> 00:34:04.119
to make you successful, but you got to do the

00:34:04.119 --> 00:34:05.819
work too. It's another thing to a lot of people.

00:34:06.180 --> 00:34:08.739
They, you know, they got in that 2000, 2020,

00:34:08.860 --> 00:34:10.639
the whole like, you know, I can make money in

00:34:10.639 --> 00:34:12.059
like, you know, two minutes. I'm just gonna sell

00:34:12.059 --> 00:34:13.849
popcorn online. and now look at me, I have all

00:34:13.849 --> 00:34:17.230
these affiliates. I'm like, no, I never got caught

00:34:17.230 --> 00:34:20.849
into any of that either. You just work hard,

00:34:20.869 --> 00:34:22.650
but I love that you have a mixture of actually

00:34:22.650 --> 00:34:25.110
doing it. And then I do think that it's important

00:34:25.110 --> 00:34:27.090
for those, being with score, one of the things

00:34:27.090 --> 00:34:29.789
that was important is reaching out to someone

00:34:29.789 --> 00:34:32.349
who actually, so if you have a popcorn store,

00:34:32.389 --> 00:34:34.429
I would reach out to Rylan just to have his eyes

00:34:34.429 --> 00:34:36.769
on it to see, am I doing everything correctly?

00:34:37.090 --> 00:34:39.679
There's nothing like having a coach. and a consultant

00:34:39.679 --> 00:34:42.159
that's actually in your industry. And I love

00:34:42.159 --> 00:34:44.219
that you do the gifts because that like made

00:34:44.219 --> 00:34:46.539
me tingle because that's like the logo merchandise.

00:34:46.860 --> 00:34:49.659
People love gifts. Chocolate makes a great gift

00:34:49.659 --> 00:34:52.360
and popcorn because you can share with the whole

00:34:52.360 --> 00:34:54.239
office. So now you're not like, well, I have

00:34:54.239 --> 00:34:56.639
to get them for the secretary. No, get it for

00:34:56.639 --> 00:34:59.000
the office. It stays in the kitchen. Do you tend

00:34:59.000 --> 00:35:02.119
them to? Yeah, yeah, we do tens all different

00:35:02.119 --> 00:35:04.219
sizes. You know, let's help people when I talk.

00:35:04.639 --> 00:35:06.400
And I like talking to other popcorn people as

00:35:06.400 --> 00:35:10.099
well a lot because. especially in different regions

00:35:10.099 --> 00:35:13.179
of the U .S. So some of the stuff we've done,

00:35:13.699 --> 00:35:16.460
you know, I've been, I haven't made my way to

00:35:16.460 --> 00:35:19.900
the West Coast, but all the way out to Nebraska,

00:35:20.400 --> 00:35:24.260
that area apart, up to New York, Connecticut,

00:35:24.500 --> 00:35:27.780
all the way down to Florida, and just seeing

00:35:27.780 --> 00:35:29.579
different people. And then with some of the other

00:35:29.579 --> 00:35:31.199
stuff I do, if I'm going to a place, I'll look

00:35:31.199 --> 00:35:32.639
up and see if there's a popular place and then

00:35:32.639 --> 00:35:35.940
I'll go, right? Just to see what they're doing.

00:35:36.639 --> 00:35:40.079
Because regionally, you have some nuance too.

00:35:40.760 --> 00:35:43.340
And this was something that I learned when I

00:35:43.340 --> 00:35:47.119
was a DJ, when I was a wedding DJ. It wasn't

00:35:47.119 --> 00:35:49.699
until I had a mentor that was from New Jersey

00:35:49.699 --> 00:35:52.619
and I'm in Virginia, that I didn't even think

00:35:52.619 --> 00:35:55.800
about the fact that weddings were done differently

00:35:55.800 --> 00:35:58.159
in different regions. I just thought it was all

00:35:58.159 --> 00:36:00.920
the same. You know, framework was basically the

00:36:00.920 --> 00:36:05.019
same. And then this guy won DJ of the year. I

00:36:05.019 --> 00:36:06.920
saw him at a conference and I just walked up

00:36:06.920 --> 00:36:08.699
to him and was like, hey man, congratulations.

00:36:08.699 --> 00:36:11.059
I don't even know this guy. I said, congratulations

00:36:11.059 --> 00:36:13.760
on getting DJ of the year this year. Like that's

00:36:13.760 --> 00:36:16.719
awesome. I'm kind of new. What do you think about

00:36:16.719 --> 00:36:19.519
a mentor kind of thing going? And he was like,

00:36:19.599 --> 00:36:22.639
sounds good to me. I love it. We exchanged information.

00:36:23.139 --> 00:36:25.699
I thought it was just BS. He said, call me next

00:36:25.699 --> 00:36:28.000
week. I called him the next week. We had a great

00:36:28.000 --> 00:36:31.199
conversation. And this is the guy that really

00:36:31.199 --> 00:36:34.869
helped jumpstart that, my DJ business. but help

00:36:34.869 --> 00:36:38.389
me learn that all these different things can

00:36:38.389 --> 00:36:42.530
be the same and different simultaneously depending

00:36:42.530 --> 00:36:46.949
on where you are in the region. So that kind

00:36:46.949 --> 00:36:51.570
of translates to everything else. It can be everything

00:36:51.570 --> 00:36:54.389
else. So if I do popcorn here and all the popcorn

00:36:54.389 --> 00:36:56.750
places in Virginia kind of operate the same because

00:36:56.750 --> 00:36:58.969
we all talk to each other, right? We get there,

00:36:58.969 --> 00:37:00.969
we do this. But then if you go to freaking Michigan,

00:37:02.440 --> 00:37:04.139
they do it a little bit different. Oh, I didn't

00:37:04.139 --> 00:37:06.820
even think about doing it this way. They do it

00:37:06.820 --> 00:37:08.820
at Michigan, oh cool, in Florida they do this,

00:37:08.840 --> 00:37:11.599
and then I bring those back to where I'm at,

00:37:11.980 --> 00:37:13.900
and they'll go, oh, this guy's real innovative.

00:37:14.159 --> 00:37:17.880
I appear innovative, but really it's just being

00:37:17.880 --> 00:37:20.179
open to seeing how it's done over here, done

00:37:20.179 --> 00:37:23.800
over here, and then adapting it to what I'm doing

00:37:23.800 --> 00:37:26.159
so that we can be better. And that's - That makes

00:37:26.159 --> 00:37:29.380
sense. Yeah, that's the part of the pivot thing.

00:37:29.550 --> 00:37:31.329
We want to take this from over here, this from

00:37:31.329 --> 00:37:33.750
over here, this from over here. I think as business

00:37:33.750 --> 00:37:38.909
owners a lot we get caught up in doing the specific

00:37:38.909 --> 00:37:41.050
thing we do the way that we were taught and not

00:37:41.050 --> 00:37:42.989
thinking about who taught the person that taught

00:37:42.989 --> 00:37:45.829
us and then who taught the person before that

00:37:45.829 --> 00:37:48.469
person that taught us. And we just go with it

00:37:48.469 --> 00:37:51.429
and we don't even really know why. So I'm a big

00:37:51.429 --> 00:37:54.599
why person. Me too. Like I want to make sure

00:37:54.599 --> 00:37:56.960
it makes sense and I want to understand. It's

00:37:56.960 --> 00:37:58.219
cool we're doing it this way. I just want to

00:37:58.219 --> 00:38:00.900
understand why we're doing it this way because

00:38:00.900 --> 00:38:02.659
I also want to know is that the best way to is

00:38:02.659 --> 00:38:05.219
that the best way we could possibly doing it

00:38:05.219 --> 00:38:08.559
right now in the moment with the assets that

00:38:08.559 --> 00:38:11.159
we have time that we have knowledge that we have.

00:38:11.480 --> 00:38:14.519
If not, then we should start exploring something

00:38:14.519 --> 00:38:17.900
different. I feel like taking a popcorn tour

00:38:17.900 --> 00:38:19.420
around the United States. Last year I did four

00:38:19.420 --> 00:38:22.320
months with my daughter. So now, and I can understand

00:38:22.320 --> 00:38:24.800
that. Like if you're in South Florida, there's

00:38:24.800 --> 00:38:27.980
probably key lime popcorn, the flavor. I was

00:38:27.980 --> 00:38:29.900
in Buffalo this summer, beef on whack. I didn't

00:38:29.900 --> 00:38:32.519
even know that existed or was even a food, but

00:38:32.519 --> 00:38:36.019
mm, I can see that being a popcorn flavor. Right?

00:38:36.199 --> 00:38:38.440
Beef on whack. Exactly. And we do key lime here.

00:38:39.260 --> 00:38:41.099
Oh, you see, I love that. All right. I've got

00:38:41.099 --> 00:38:43.380
to say this, Rylan, so you do not have to say

00:38:43.380 --> 00:38:45.590
this. This is going to come from me. Okay, listen,

00:38:45.670 --> 00:38:47.309
I'm going to talk to the people out there the

00:38:47.309 --> 00:38:49.630
two people that are watching Listen the two people

00:38:49.630 --> 00:38:52.090
that are watching this right now do not think

00:38:52.090 --> 00:38:55.389
that you're like, oh i'm going to go to somar

00:38:55.389 --> 00:38:58.929
or Whatever these stores are and i'm gonna buy

00:38:58.929 --> 00:39:02.349
myself a tin and it's okay It's cheese butter

00:39:02.349 --> 00:39:04.730
and salt and pepper and it's gonna have a little

00:39:04.730 --> 00:39:07.309
thing and it's the tin is so pretty It's it's

00:39:07.309 --> 00:39:09.570
the the reindeers all around and that's gonna

00:39:09.570 --> 00:39:11.610
be my holiday gift. Can you do me a favor? Buy

00:39:11.610 --> 00:39:14.500
one for yourself sit down and see if you like

00:39:14.500 --> 00:39:17.800
it. If you like stale popcorn that doesn't taste

00:39:17.800 --> 00:39:20.480
fresh and is a boring flavor, then go ahead and

00:39:20.480 --> 00:39:22.679
buy the tin. Do it, because that's what you want.

00:39:22.980 --> 00:39:25.539
But if you're creative and cool and you want

00:39:25.539 --> 00:39:27.239
to give your clients something that's absolutely

00:39:27.239 --> 00:39:28.940
incredibly delicious, where they're going to

00:39:28.940 --> 00:39:31.679
be like, what the heck is? Wait, where did I

00:39:31.679 --> 00:39:33.360
get this from? And they're going to send thank

00:39:33.360 --> 00:39:35.920
yous to you for giving it to them. Then you go

00:39:35.920 --> 00:39:39.869
to Ryland Jones Popcorn Store. I said it, you

00:39:39.869 --> 00:39:41.690
did not, so you can't get in trouble. I like

00:39:41.690 --> 00:39:44.750
it. LamarMarie .com. That's what I like. LamarMarie.

00:39:45.110 --> 00:39:46.670
And one more thing I want to talk about competition.

00:39:46.889 --> 00:39:48.389
I always thought this was an interesting story.

00:39:49.610 --> 00:39:52.050
When I was at Tanger Outlets, there was a perfume

00:39:52.050 --> 00:39:55.250
outlet and discount perfume, and they were across

00:39:55.250 --> 00:39:58.010
from each other, literally. Mm -hmm. And so I

00:39:58.010 --> 00:40:00.210
went into the store and I said to discount I'm

00:40:00.210 --> 00:40:02.909
like I don't understand what what like you're

00:40:02.909 --> 00:40:04.969
selling cologne here and perfume and so is the

00:40:04.969 --> 00:40:07.210
store across is that weird like why don't you

00:40:07.210 --> 00:40:10.610
guys ask for an exclusive area so that you don't

00:40:10.610 --> 00:40:13.130
have your competition next door and she said

00:40:13.130 --> 00:40:18.030
to me Because we don't have the same Items she

00:40:18.030 --> 00:40:21.130
said what is your favorite cologne and I said

00:40:21.559 --> 00:40:24.000
pit bulls glowed. It really is a great smell.

00:40:24.059 --> 00:40:26.519
I'm just gonna say it's delicious. So pit bull

00:40:26.519 --> 00:40:29.280
perfume. And so I said pit bull and she said,

00:40:29.679 --> 00:40:31.579
oh, actually we don't carry that but they have

00:40:31.579 --> 00:40:34.679
it across the street. Amazing, right? So sometimes

00:40:34.679 --> 00:40:36.960
when we think about competition or Walmart and

00:40:36.960 --> 00:40:39.619
CVS on every corner, what? But we get there's

00:40:39.619 --> 00:40:41.940
certain products. So that's like a beautiful

00:40:41.940 --> 00:40:44.340
thing. You wouldn't want to have two popcorn

00:40:44.340 --> 00:40:46.199
stores, it seems like, but sometimes there's

00:40:46.199 --> 00:40:48.079
a reason when you have different flavors. So

00:40:48.079 --> 00:40:50.659
you have to know your competition, but don't

00:40:50.659 --> 00:40:52.539
be so worried about your competition. You're

00:40:52.539 --> 00:40:54.019
better off like what you said a little earlier,

00:40:54.159 --> 00:40:56.519
going across shaking hands and collaborating

00:40:56.519 --> 00:40:59.780
because they may just have at a point that they

00:40:59.780 --> 00:41:02.059
don't have any more key line and you do. And

00:41:02.059 --> 00:41:03.760
the most important thing is making at the end

00:41:03.760 --> 00:41:06.000
of the day, the client happy, getting the client

00:41:06.000 --> 00:41:08.420
what they want by no measure. If I was at a store

00:41:08.420 --> 00:41:11.179
and I said, Oh, I don't have key lime, but you

00:41:11.179 --> 00:41:14.199
know, Rylan has key line over on Broadway, wherever

00:41:14.199 --> 00:41:16.239
your street is, and they go over there. That

00:41:16.239 --> 00:41:17.420
doesn't mean that they're going to forget about

00:41:17.420 --> 00:41:19.000
me. They're going to remember me because I'm

00:41:19.000 --> 00:41:21.480
the one that directed them. So this whole like,

00:41:21.480 --> 00:41:24.159
you know, I can't work with you and we all collaborate

00:41:24.159 --> 00:41:26.019
together. That's why there's industry groups,

00:41:26.019 --> 00:41:27.920
right? You probably have a popcorn trade show

00:41:27.920 --> 00:41:30.300
and everyone, you meet each other, then distributor,

00:41:30.480 --> 00:41:32.340
you know, all the distributors get together and

00:41:32.340 --> 00:41:34.820
talk and how can you make things better? We need

00:41:34.820 --> 00:41:37.699
that collaboration. It's nice to share that too.

00:41:38.379 --> 00:41:40.460
Yeah, collaboration over competition, you know,

00:41:40.480 --> 00:41:42.239
to a certain degree, you got to be really open

00:41:42.239 --> 00:41:44.380
mind for it. A lot of people are gonna be wrong.

00:41:44.380 --> 00:41:46.460
You don't give away like your trade secrets for

00:41:46.460 --> 00:41:48.980
your specific thing, but you can still talk about

00:41:48.980 --> 00:41:51.940
general stuff and you know, I don't really gatekeep

00:41:51.940 --> 00:41:55.880
too much. I get maybe 5%. Right. But other than

00:41:55.880 --> 00:41:57.820
that, who cares? I don't you know what I mean?

00:41:57.860 --> 00:42:00.800
We all see from this basic type of seeds that

00:42:00.800 --> 00:42:02.139
you might get it from a different place. Same

00:42:02.139 --> 00:42:04.659
type. Same as you know, chocolate, we do things

00:42:04.659 --> 00:42:06.179
a little different. Maybe you do like it over

00:42:06.179 --> 00:42:09.750
there. But your examples, It's perfect. Walgreens

00:42:09.750 --> 00:42:12.690
and CBS don't care. They'll open up across the

00:42:12.690 --> 00:42:14.110
street from each other. They're literally exact

00:42:14.110 --> 00:42:16.769
same store. Like no one, you know what I mean?

00:42:17.550 --> 00:42:20.230
Get over it. I usually stop when I am just like

00:42:20.230 --> 00:42:21.530
whatever's on the right side of the road. I don't

00:42:21.530 --> 00:42:24.829
have to cross the street. Yeah. Yeah. Okay. My

00:42:24.829 --> 00:42:26.909
last Bernie question, my last Bernie question

00:42:26.909 --> 00:42:30.349
for you. Okay. So it's towards the end of the

00:42:30.349 --> 00:42:34.969
day. out of your family reaches out to you with

00:42:34.969 --> 00:42:38.070
a little text that says, hey, dad, or hey, hubby,

00:42:38.170 --> 00:42:42.469
can you bring home the s'mores for me? Or are

00:42:42.469 --> 00:42:44.469
you like, tonight I'm going to bring home a special

00:42:44.469 --> 00:42:47.309
popcorn flavor. Be ready, guys. So what does

00:42:47.309 --> 00:42:51.690
that look like? At this point for popcorn, I

00:42:51.690 --> 00:42:55.309
don't get that much anymore. I mean, seven years

00:42:55.309 --> 00:42:58.650
in, it just depends. If we are having a family

00:42:58.650 --> 00:43:01.989
movie thing over the weekend, my wife might text

00:43:01.989 --> 00:43:06.559
me. to bring something, I get more requests from

00:43:06.559 --> 00:43:09.300
my three -year -old to bring chocolate back.

00:43:10.019 --> 00:43:13.719
If I leave that shop and do not bring her a piece

00:43:13.719 --> 00:43:17.099
of chocolate, it is a problem. And she knows

00:43:17.099 --> 00:43:22.280
where, will FaceTime she do this look? She's

00:43:22.280 --> 00:43:24.360
looking at the background to see what store I'm

00:43:24.360 --> 00:43:26.860
at. She's like, are you at the chocolate shop,

00:43:27.059 --> 00:43:30.989
dad? I'm like, yes, I am. And she goes. bring

00:43:30.989 --> 00:43:35.570
me my square chocolate. I go, okay. What a sweetie

00:43:35.570 --> 00:43:40.489
pie. Yes, it is. Her, my two daughters, they

00:43:40.489 --> 00:43:43.030
100 % like bring us, because we have some that

00:43:43.030 --> 00:43:45.170
are just squares and they just, they don't even

00:43:45.170 --> 00:43:46.969
know what it is. They just know it's square and

00:43:46.969 --> 00:43:49.250
it's chocolate. And they say, Oh my God. That

00:43:49.250 --> 00:43:50.929
reminds me of my favorite chocolate growing up.

00:43:51.329 --> 00:43:53.210
We didn't have much choices. They were like the

00:43:53.210 --> 00:43:56.110
ice cube ones. Remember they looked like little

00:43:56.110 --> 00:43:57.769
ice cubes and I think they were called like ice.

00:43:57.809 --> 00:44:00.789
Oh my God. Now if I go to trot like it's fun

00:44:00.789 --> 00:44:04.469
going to those like the stallion I'm like I want

00:44:04.469 --> 00:44:07.510
my ice I love it and you're so lucky to have

00:44:07.510 --> 00:44:12.989
a three -year -old Lucky that's a stretch, but

00:44:12.989 --> 00:44:17.730
yeah, they're there How old are the other girls

00:44:17.730 --> 00:44:25.250
Five and then I have a 13 year old Amazing, amazing.

00:44:26.349 --> 00:44:28.690
So give me a little feedback on the interview,

00:44:28.889 --> 00:44:32.030
please, so we can let Larry know. Larry's going

00:44:32.030 --> 00:44:35.070
to know. But it was good. Luckily, I'm light

00:44:35.070 --> 00:44:37.389
on my feet. I'm good. I'm nimble. Quick. I can

00:44:37.389 --> 00:44:40.269
flow with it. So we're all good. It was great.

00:44:40.309 --> 00:44:43.409
I'm glad that it happened. I'm not mad at all.

00:44:43.409 --> 00:44:47.650
You're so likable. Thank you. Thank you. What's

00:44:47.650 --> 00:44:50.210
your birthday, Mom? I was a September person,

00:44:50.329 --> 00:44:54.500
early. Some people are just so likable. It can

00:44:54.500 --> 00:44:58.179
ooze out even on a stream yard video. It's like

00:44:58.179 --> 00:45:00.679
amazing how that could be. All right, so you

00:45:00.679 --> 00:45:02.280
and I are gonna stay in touch. I'm gonna produce

00:45:02.280 --> 00:45:05.199
this and it'll be syndicated and I can't wait

00:45:05.199 --> 00:45:07.280
to support everything that you have. Oh, one

00:45:07.280 --> 00:45:12.139
more, one more question. So the reviews, so you

00:45:12.139 --> 00:45:15.360
have a Google My Business page, right? And then

00:45:15.360 --> 00:45:17.880
you're dealing with the reviews and what happens,

00:45:18.119 --> 00:45:20.199
so what do you do personally if you had someone

00:45:20.199 --> 00:45:23.360
that is like, have got a little burnt piece of

00:45:23.360 --> 00:45:27.159
popcorn, and they're like, oh my god. Or do you

00:45:27.159 --> 00:45:30.400
have any, I guess what I want for just the listeners

00:45:30.400 --> 00:45:34.539
out there, any pointers on how to handle a poor

00:45:34.539 --> 00:45:36.739
review, if you do have any, or if you were to

00:45:36.739 --> 00:45:39.800
get one? You know, this would be in the bucket

00:45:39.800 --> 00:45:44.179
of things that I don't like to deal with. So

00:45:44.179 --> 00:45:51.559
I don't. So I generally ignore them. I might

00:45:51.559 --> 00:45:54.480
call, you know, one of my friends or my wife

00:45:54.480 --> 00:45:56.500
or something like, and be like, did you see that

00:45:56.500 --> 00:45:59.300
review? Because a friend of mine, he runs a lot

00:45:59.300 --> 00:46:02.300
of our backend system stuff. So he gets the alerts

00:46:02.300 --> 00:46:03.780
and sees that I don't even have it turned on.

00:46:03.800 --> 00:46:05.320
I don't have stuff on my phone. I don't want

00:46:05.320 --> 00:46:07.800
to see any of this, right? I still try to have

00:46:07.800 --> 00:46:09.519
some separation. There's still people think I'm

00:46:09.519 --> 00:46:11.619
crazy. Like, didn't you see that? No, I don't

00:46:11.619 --> 00:46:14.199
see that. There's no chocolate or popcorn emergency

00:46:14.199 --> 00:46:16.099
I need to have on my phone. I don't need to see

00:46:16.099 --> 00:46:18.519
the email until I'm, like, clocked in to see,

00:46:18.699 --> 00:46:20.460
right? I don't need to see this. I don't want

00:46:20.460 --> 00:46:23.719
alerts and stuff going on. But I generally ignore

00:46:23.719 --> 00:46:30.480
them, especially if they're legit. We'll address

00:46:30.480 --> 00:46:32.940
it in the thing and then take it off of there.

00:46:33.400 --> 00:46:36.940
You know, what's your email? If it's serious

00:46:36.940 --> 00:46:39.579
enough, I'll make a phone call. If not, we'll

00:46:39.579 --> 00:46:42.300
send an email letting them know. We appreciate

00:46:42.300 --> 00:46:43.619
your feedback. Here's what we're going to do

00:46:43.619 --> 00:46:45.300
to fix it, et cetera. We're not going to drag

00:46:45.300 --> 00:46:47.159
this out. Some people just want to keep going

00:46:47.159 --> 00:46:50.039
back and forth. We'll do it a couple, and we're

00:46:50.039 --> 00:46:54.239
done. If it's just absolutely ridiculous, we

00:46:54.239 --> 00:46:56.340
honestly just leave it there. Because this person

00:46:56.340 --> 00:46:59.760
is, you know, there are people who are just ridiculous.

00:47:00.019 --> 00:47:01.980
And they just want to say something crazy for

00:47:01.980 --> 00:47:05.659
no reason. I'm more likely to go on a campaign

00:47:05.659 --> 00:47:09.179
to get more good reviews. I'll use my energy

00:47:09.179 --> 00:47:13.500
for that. instead of focusing on how to respond

00:47:13.500 --> 00:47:15.960
to something that's crappy. I'll just send out

00:47:15.960 --> 00:47:17.739
an email and be like, hey, you guys weren't here

00:47:17.739 --> 00:47:20.219
this week, right? If you have your email thing

00:47:20.219 --> 00:47:22.860
set up or SMS set up the right way, you can just

00:47:22.860 --> 00:47:25.159
go in the thing for everybody that bought in

00:47:25.159 --> 00:47:27.579
the last seven days, right? And just send them

00:47:27.579 --> 00:47:30.239
an email. Hey, you guys were in the store. If

00:47:30.239 --> 00:47:32.460
you had a great thing, would you mind driving

00:47:32.460 --> 00:47:34.320
us a Google review? Put the link in there and

00:47:34.320 --> 00:47:36.320
just send to that list. You'll probably get four

00:47:36.320 --> 00:47:38.340
or five. as soon as you send it out, and it's

00:47:38.340 --> 00:47:40.780
going to bump that stupid one down anyway. Because

00:47:40.780 --> 00:47:44.599
people are dumb, for the most part, right? If

00:47:44.599 --> 00:47:46.119
you're looking for reviews. That's good advice.

00:47:46.900 --> 00:47:49.840
It's just, if you scroll through reviews and

00:47:49.840 --> 00:47:52.360
you see five, four, five, four, three, five,

00:47:52.539 --> 00:47:54.599
four, one, and you look at the one, and you read

00:47:54.599 --> 00:47:57.039
it, and you're like, this is dumb. It's not going

00:47:57.039 --> 00:47:59.079
to stop you from going to the place anyway. You

00:47:59.079 --> 00:48:01.760
know what I mean? And if it does, you can go,

00:48:01.840 --> 00:48:03.539
you can look at that person and realize, oh,

00:48:03.539 --> 00:48:05.340
they give everyone a poor review because they're

00:48:05.340 --> 00:48:08.219
just negative. Right? Like I walk in my expectation

00:48:08.219 --> 00:48:10.059
when I walk in the store is that it's already

00:48:10.059 --> 00:48:12.679
going to be a great and I give good reviews and

00:48:12.679 --> 00:48:15.420
I always ask my server, you know, where would

00:48:15.420 --> 00:48:17.079
you like me to give a review? What's going to

00:48:17.079 --> 00:48:20.960
work best for you? And you know, and, and Facebook,

00:48:21.000 --> 00:48:22.880
Google, most are saying Google because Facebook

00:48:22.880 --> 00:48:24.900
is scam a lot. And there's just like, it's just

00:48:24.900 --> 00:48:27.059
like crappy. But I think that, uh, and then that

00:48:27.059 --> 00:48:29.099
makes them happy. So I do want to say that, you

00:48:29.099 --> 00:48:31.900
know, if places to help or you're not allowed

00:48:31.900 --> 00:48:33.739
to buy reviews anymore. There's some, there's

00:48:33.739 --> 00:48:35.980
some new changes in the law on that one. But

00:48:35.980 --> 00:48:37.860
on the other hand, what a nice thing that we

00:48:37.860 --> 00:48:39.960
could do is give a good review to help a business

00:48:39.960 --> 00:48:42.659
out. So do that. But that was a great answer.

00:48:42.860 --> 00:48:45.719
I just loved it. That was a big golden drop of

00:48:45.719 --> 00:48:48.340
a gem. All right. Thank you so much. Have a great

00:48:48.340 --> 00:48:51.659
weekend. I love talking to you. So the pre -interview

00:48:51.659 --> 00:48:58.059
is done now. So let's book a time. I'll send

00:48:58.059 --> 00:48:59.960
a few dates to Larry. We'll have him check it

00:48:59.960 --> 00:49:05.099
out. I love you. Thank you so much. I really

00:49:05.099 --> 00:49:07.460
I got to do like a tour and meet everyone and

00:49:07.460 --> 00:49:09.960
eat the popcorn and see your you are fantastic.

00:49:10.039 --> 00:49:12.260
I hope I could drive some business to you. Thank

00:49:12.260 --> 00:49:14.800
you. I appreciate it. Me too. Have a good weekend.

00:49:15.239 --> 00:49:15.619
You too.