Ooh, ooh, no one had to do it. Ooh, what's good? Today's dunk days, already off the bat, stay tuned for the dunk vlog. I know that's what you wanna see, but this is the show. This is the introduction to the show. And this, our intros are important because they get your attention. I'm trying to snag it. Snag your attention today. We talk about comedy, love and health and wellness, interchangeability and intermingling and how they're vice versa. And also, can we hit a fricking 50 inch vertical bra? Well, stay tuned for the dunk life tip of the day at the very fricking end of this thing. And maybe you'll have the tools necessary to achieve your dreams, okay? Thanks. I've got a one in your face. Energetic skin. Thank you, thank you, thank you for tuning in. And I'm talking to myself. I'm talking to my own brain, tuning into the frequency of gratitude. Oh, it's filled me with such love. Everything's perfect. Right now, remember to do your meditation. Remember, everything is perfect. What is this turning into? I don't know, welcome. What's good? What's today?  I'm gonna go dunk today, but I'm keeping it gradual. My hamstring is getting better. I can officially say that it's super slow. I've been avoiding even sitting. I only really sit to do this podcast and then I try to get up. I don't like to sit on this hard chair, but my hamstrings getting better. It's super slow, but feeling good. I'm gonna try to jump a little bit. I still can't do my full penultimate stride. So I'm gonna keep it really light, but it's really good progress and it's long-term. Speaking of long-term, I'm working on that part two video, how I went from 40 inches to 42.5 and it's a long story. And I'm going through all the videos and the milestones and it's a really cool story. Like I was putting it all together and getting the storyline in place so I can remember, oh yeah, I had that injury, oh yeah, that's what happened there. And trying to get into a story that I can tell to you guys because it's easier to understand. Speaking of that, I wanna go to the show and explain to you guys what it was that I explained. Mind explained, that was a pretty good segue. But anyway, it's really good. There's so much I learned from it that I think will be very helpful and also help you understand why it's been so long since I increased and all those different things. But basically it's long-term. What I've noticed about this is that I didn't really take that long, but something would happen like an injury and then six months later I make progress or I start a strength phase and then like six months later I see the result. So it's not that long, but it feels long looking back and thinking, man, I didn't do anything for a year or whatever, but it just takes time. So this is another injury, the hamstring. And that's what today's about, is like can I hit a 50? But before that, I wanna talk about that show, Mind Explained, two recommendations I got. The Mind Explained on Netflix is called Explained. There's two series Explained and one's just Explained and it's just different explanations. And the other one is the Mind Explained, I think. And so it was like psychedelics, meditation and the other one, I forget. But what was I about to say about the Mind Explained with the long term? Oh, when you remember things, when you remember things, creating a story behind it helps you remember it so much better. So just now when I made that story of my, when I was talking about that story of my journey through dunking, if it's a story you'll remember the parts better. And the extreme example is that they were doing memory competitions and it was like hundreds of numbers, but they turned those numbers into words like a five becomes something. They associate the numbers with like images and symbols and then they envision like, they're walking through a city that they remember, like for example, maybe your apartment or something. That's not a city, but you know what I mean? And then you put those objects there. So when you walk through that path that you always walk through, you see those objects. So for example, five, one, six could be like a, I'm gonna make something up. Like a donkey, a salt lamp and a computer. And I'll put that on my kitchen table and then I'll always walk the same path through my apartment. So when I see the kitchen table, I remember the donkey, the salt lamp and laptops, wow, my memory works. But the point is like you make a story out of the numbers and the pictures. So that way when you're recalling it, you're just going through a story that's easier to remember. Then you're just trying to remember five, one, six. So they were able to remember insane amounts of things. And that's mind opening, eye opening that you can challenge your mind. And that's what I love about everything about life is your mind opening. And speaking about more mind opening, I watched something's burning with Bert Kreischer. Recommendation number two, something's burning with Bert Kreischer, Krista Stefano and Sal Volcano. And they just, it's a great show and what I love is they stopped editing it and they just let it run and they make jokes, but they just see like how the real conversation flows for an hour, they make food. But they just talked about the comedy scene and I'm so fascinated by it. And I'm a huge fan, but it was so cool to see them talking about the differences between New York and LA and the different types of people and how when you're close together, you have to be a little quicker, not to say that LA people are slow, but like your responses are quick and you're almost like training your brain because you're interacting with so many people so fast. And those are the type of things I love that when you look, you have to observe people and it sounds like you're comparing and when you compare people think there's like judgment there, but there's not. It's just, it's so fascinating to understand the differences and understanding what you're doing. And it made me understand like what, where am I and how does that appeal to my skills? Like I love to do this podcast. I love to dunk. I love to take care of my body. I love to talk to people. I love to talk a lot. I love to make a lot of energy. I like to make videos. I like to, is that, am I in the right environment for my skills? So things like that, it's really helpful. I love self-discovery. I'm huge into that. What's going on? Are we gonna talk about the 50 inch vertical? Yes, we'll get there. Anyway, and then on top of it, they were laughing so much and they were talking about health and sickness and I was thinking like, when I'm healthy, like I say all the times, sleeping well, eating well and exercising well, it's almost impossible to be negative. Some days I feel negative no matter what and it's usually one of those things is lacking or sometimes I just have a negative day and it's like, why am I thinking negative when everything's going well? And then there's days like yesterday and today where I'm just like, even if I try to think of like what are the bad things I can't because it's just, I'm such in a positive mood. And I think health, I've tweeted this. My tweets are getting very, very deep. I just have these thoughts and I don't know where else to put them so I put them on Twitter. So but it's like, health equals happiness and happiness equals health. So it's like, when you're healthy, I feel happy but also the more you enjoy things, like the more you're happy, like the more you're laughing, the healthier you'll be. Like I think like, like they were, I don't know if this is true or not, but it is for me is like, at least it seems that way. People that are always laughing and having a good time and enjoying and being able to be in that positive mindset, don't get sick as often and vice-versus. Like someone that's always negative, they're always getting sick.  It's like you're self-fulfilling prophecy. Okay, now all of that combined, the mental games, this is turning, I love this so far. The mental games, the enjoyment, the health and happiness, can you reach a 50 inch vertical? If you're, this is your first podcast, you're like, where did I just go? But the story's unfolding before you. I just hope this is recording and not, I don't freaking do, okay. Cause sometimes it fails and sometimes I get really upset. Oh, by the way, before I get into the 50 inch vertical, while I got your full attention, hit that notification bell and you know what it does today? Nothing. There you go. Because I want to get to the story. Okay, 50 inch vertical. Do I think it's possible? First of all, I love 50 inch vertical because it's so perfect. It's a flat number, like a 10 number. It's my head to the rim at 510. My height is 60 inches? No, 70 inches, cause I'm 510. 70 to 120, that's 50. It's such like a perfect goal. And then my head's at the rim and that's like, what else do I need to do? Eyes at the rim, of course. No, I'm saying it's so cool how it's like, it's almost spiritual. Now can I get there? The, I think physically it's possible, but I think the hardest part is staying healthy. And if you can get that strong. So I talked to Daniel back on one of my podcasts, Jump Science, and he made, he really opened my mind of like, it's not even about can you jump higher? It's can you get stronger? Cause it's really hard to keep getting stronger. Like say I can squat at my best, three, 50 or something like that. Like right? I don't know if I've ever done that, I did like three, 15 times three one time. So my max, whatever. Can I use that muscle, get jump higher, raise my window. And then the next time I hit the strength phase, can I do that again? Can I increase again? Like can I physically push more weight? And that's super tough. And I think you can, but I think the other thing is that it takes time. So can you stay healthy? Can you get stronger in the time window you have before your body deteriorates? Cause we only have enough time, but I choose to also believe that in the future, we're going to keep learning about our tendons and muscles and frigging skin that we're going to, our longevity is going to be insane.  And I like to think that me being 26 and 10 years when I'm 36, I can continue to get my body feeling really good. And Chase Skinkis is over 30 and he's training like an animal and he looks really good and jumps really well. So there's just people out there that are already that age and I'm already here and I know a lot more, I might know more than them now or at least the world of science knows more of them.  So there's that. But do I think you can hit a 50? Yes. And what I also think is crazy too, which is to note is that I don't think 50 is that crazy anymore. Like Connor Barth, he's trying to get his freaking elbow, shoulder in the rim, like his armpit, I meant to say. And that's real. Like he's trying to get like 54, I think. And that sounds crazy now, but it's just like anything else. As soon as somebody does it, it's not crazy. And then also like as soon as one person does it, a million people can do it. So if I hit 50 at five, 10, after all these years of training, so many people are going to hit 50.  But when I started dunking, nobody was dunking in my circle, in my area, in my like five, 10, except for my boy Andy, who's inspired my whole journey, who I'll never forget and will always represent or what's it called, shout out every chance I get. But like there was very, very few five, 10 white guys dunking. I don't know if I've ever saw one in person ever. So, but now it's like common. I go to the gym and it's common because everybody's seeing it's possible. And that's the beauties of social media. Also stick around for the fricking dunk tip of the day, which is about to come right now, probably dunk life tip of the day. Anything else I wanted to say before I get to that? Yeah, before I get to the dunk, that's it. I think it's possible for me, I'm trying, I hit 42.5 measured. Today I'm healing this hamstring and I know it's a long journey, but this hamstring, my lower body hips and lower back and hamstrings have always been a really big problem for me. If I can get those, not if, I'm going to change my, I'm peckable with my word. When I get those healthy, when I learn the anatomy, when I am better mobility and I have better understanding of what's tight and how to move it and how to strengthen it. I don't see any other ailments in my body. Yes, I can have accidents, but I had to work on my knees. I had to work on my upper body. I had to work on my hips and my hamstrings. And now it's like, I feel like I'm in tune with almost every part of my body head to toe. And that's huge, which will all be in the part two video of my, how to jump higher, but 50 inches, I think I can do it. And I'm going to believe I can, because that's another huge factor is believing you can. It's a long way to go, eight inches, that's a ton. But I just think if I'm on a steady path, I can just keep going. And there's a lot of inspirations out there. And I want to shoot for it too. It's like, I really want to shoot for it. The only thing about 50 is that if I hit 46, that would be absolutely absurd because anything above 45 would just be F and mind blowing. Because if I hit 42, 43, the way I feel on a 99 rim is how I want to feel on 10 feet. And that's only three more inches. So 46 about, that would be insane. Like hitting East Bay's destroying dunks, head feels like near the rim and just easily dunking off like a one step. That's crazy. That's more what I want to do than really hit my head on the rim. I just want to dunk crazy easy and dunk in games on people like insanely easy because I just want to do it all the time and have fun with it. And that's what it's about, having fun. And before the dunk tip of the day, check out my website for more tips and training and also the dunk life laws are free. Go check it out. I'm getting really good feedback. So thank you for that. And if you haven't checked it out yet, go check it out and shoot me a message if you liked it or not. It's really helpful. Yeah, just you'll see what it's about. It's free. It's a free download. Just go get it. And so the dunk tip of the day, dunk life tip of the day I wanted to say is in dunking and in life, constantly gathered data. So when you go to your workouts, when you go to your dunk sessions, gather data, always be learning of what your body can do, what it can't do and understanding what that means and what you can learn from that and write it down. Write down how many jumps you did, how you felt on each jump. The more data, the better. And you keep gathering that data. And even if it doesn't make sense, then once it's all out and you have all this data, you can start to make sense of it. And that's what I'm learning from making this video of the past years. But I've been doing that anyway. That's why I'm making progress. Because I look back, okay, what did I do wrong in that strength phase? Okay, how did I feel? Okay, what did I do? Okay, why did I jump really high now? Oh, because it took this many months to translate it. But why did I feel so awful? I'm learning and I went through my experience. So if you're learning now, you can learn from my experience, you can learn from other people's gather data in life too, learn from other people that have done it, learn from experts that are in the field, keep asking, we're in such a great age if we can communicate with anybody.  I'm doing it, I did it this morning, I'm doing more of it, keep doing it every single day. I think it's the most important thing. It's not show too, like I said. The stats, the frigging, what you gain from doing it every day. I don't know, five minutes is enough, but I'm gonna start with it to get the routine. And then once it's a routine, I'm gonna do it every single day. I wanna do it, I never wanna stop, but that's too much of a big goal. All right, have a great day. This was fantastic. So you're welcome. And have a great FN Tuesday. Toodaloo, Tuesday, Toodaloo. Race open at one day, I don't need an introduction. I got too much on my mind that I'd rather be discussing. I'd be thinking existential, I got limitless potential, now I'm looking in and out.


Hello and welcome to the session. The question is integrate the following function and the given function is root over x square plus 4x minus 5. Let's start with the solution and we have to integrate the function x square plus 4x minus 5 with respect to x. Now if we have a polynomial of the form x square plus bx plus c then it can be written as a into x plus b upon 2a whole square plus c upon a minus b square upon 4a square. So with the help of this let us write x square plus 4x minus 5 as the sum of squares of two polynomials. So we have x plus 2 whole square plus minus 5 upon 1 minus 16 upon 4 into 1 square. This is further equal to 4 into 4 is 16 and we have x plus 2 whole square minus 5 plus 4 is 9 which can be written as 3 square. Thus this integral can further be written as root over x plus 2 whole square minus 3 square into dx. Now let us take t is equal to x plus 2. So this implies dt is equal to dx on differentiating both sides with respect to x. So this integral can be written as root over t square minus 3 square into dt. Now if we have an integral of the type x square minus a square and we have to integrate it with respect to x and its formula is x upon 2 into root over x square minus a square minus a square upon 2 log mod x plus root over x square minus a square plus c. So let us use this integral formula to write integral root over t square minus 3 square into dt. So this we can write it as t upon 2 root over t square minus 3 square minus a square upon 2 a is 3. So we have 9 upon 2 log mod t plus root over t square minus 3 square plus c where c is a constant. Now let us put the value of t which is x plus 2. So we have x plus 2 upon 2 root over t square minus 3 square and x plus 2 whole square minus 3 square and this is for the equal to x square plus 4x minus 5. Since we have derived this from this polynomial only.   So this completes the session. Hope you have understood it well. Take care and have a nice day.


How's everybody doing welcome back to my channel this weekend was the cover up true great seminar, and I met some amazing artists I mean full of positivity great energy It was just it was just such an amazing weekend before I show you guys the recap of this weekend I would like to thank my fiance for encouraging me to do this event for helping me through it Thank you so much. I appreciate you and I love you I would like to thank my family and my friends for helping me with whatever I needed that team here innovative ink My clients for taking the time to come in and show off their tattoos and lastly I would like to thank higher level and ambition for sponsoring this event I really appreciate you guys with that being said I cannot wait for the next seminar and To everyone who emailed them wasn't able to make it or reserve you see it's okay. There's gonna be a next one I don't know when though, but stay tuned so set back relax and enjoy this recap of this weekend Test it out one little corner don't go crazy, but just test it out see what you have Make that piercing or in the whole thing you're gonna get the most Uncomfortable and kind of adapting to everything and every situation that the tattoo itself or the cover-up that you're gonna do Yeah, the seminar is awesome, and I'm having a good time for sure I've taken a bunch of seminars and this is the first and I've been to yeah, and he was just saying a minute ago It seems like it's gonna be way easier, and then when we sat down to tattoo this fake skin It's not easier. So it's cool that the person teaching you is also right in front of you a lot of these stuff that he was talking about in terms of Like business aspect things were like super interesting like specifically about that but I'm still learning a lot when it comes to Textures and building up like shapes of the form during this Seminar I'm working on building up the textures and tones and what not with the opaque groups filling out the area entirely That's just been super helpful to make everything look more consistent You know I brought Sean out here to come soak up some knowledge with me It's up on YouTube and this channel, you know, that's how he is You know, he's a fun person. I'll go in person When we're struggling a little bit, you know, he'll go and help us out. So, you know, I really I really like that You know, that's hopefully with this it gets to open up More opportunities for me. I had the opportunity to meet Kevin Reyes this weekend and learn how he applies to true grace I got to see him tattoo live And I also had the opportunity to tattoo a piece of fake skin right next to him one of the most memorable things that I remember is Just how he's just not afraid to do anything He's just it goes into everything confident And that's the way you need to be as a artist regardless what you're doing


Okay, here's what I want you to do.  The tune should be something that you think everyone would know. A few examples that most people would know from North America, Australia, or the UK might be Twinkle, Twinkle, Little Star. Ba-ba-black sheep, or rain drops keep falling on my head.  I want you to estimate how many of the 100 listeners would be able to name the tune that you're tapping. Okay, so go to the next section and enter a number between 0 and 100.


Good afternoon. For those who are new, I'm Dr. Theron Sherman, and in today's briefing, we're going to be discussing SCP-4590-J. There isn't any objectionable material in this document, so let's begin. Item Number SCP-4590-J Object Class Euclid Special Containment Procedures SCP-4590-J is to be contained within an artificial bog, containing one specimen of Dracanus in a Bari, known as the Sokotra Dragon Tree, a mated pair of Eos Histrio, known as the Red and Blue Lory, a local population of Ixodes Capulores, known as Diotech, and a replica of Platybela Don Granjeri.  The terrarium is safe to enter and observe so long as these requirements are met. Personnel are to respectfully decline any invitation to partake in Armstrong events. Description SCP-4590-J is a male humanoid entity measuring 1.51 meters in height. SCP-4590-J does not display any outward physical anomalies, but is notable for its mode of dress. SCP-4590 wears a cloak of deerskins and beach towels and carries a walking stick at all times, and its face is obscured by a beard and wide-brimmed hat. Additionally, SCP-4590-J will always manifest covered in swamp weed and mud, and make no attempts at cleaning itself. SCP-4590-J-2 is a tribe of between 10 and 16 male and female humanoid entities. Footnote numbers change with each Armstrong event. Female entities are consistent within seasons, but may change from one year to the next. SCP-4590-J-2 specimens will generally manifest with small possessions on their person, including water skins, headbands, and beaded bracelets. SCP-4590-J and SCP-4590-J-2 have limited manifestation periods, occurring on Friday evenings between the first week of June and the first week of August between the hours of 1900 and 2130. These manifestations are termed Armstrong events and are detailed in the log below. Armstrong Event Log July 31, 2015 At 1903 hours, 12 SCP-4590-J-2 specimens, 6 male, 6 female, emerged from the bog and built a fire in the fire pit. Upon completion of successful lighting, subjects remained in the area, regularly looking towards the bog in anticipation. In 1914 hours, SCP-4590-J emerges from the bog and approaches the fire circle. The following conversation is halved. Begin log! SCP-4590-J-2e runs toward SCP-4590-J, throws self-prostrate. Oh, great Japucha master! Is it time for Japucha? Is it time? Turns attention to fire. Oh, great fire! Which is both hot! And also flickery! Is it time for Japucha? Pauses, listens to fire. No! No, it is not time! SCP-4590-J-2 specimens are agitated, wailing and beating upon the ground. SCP-4590-J begins drawing figures in the dirt with the end of its staff. SCP-4590-J-2J approaches SCP-4590-J in supplication. Oh, great Japucha master! Who is master of Japucha? Is it now time? Is it time? Is it time? Dropped to knees. Oh, great dirt! Which is brown and gets everything all dirty, no matter how careful you are. Is it time for Japucha? Sniffs at ground, then licks. No, no, it is not! SCP-4590-J-2 specimens are obviously distressed. They'll begin running around the fire pit or rolling in the dirt. SCP-4590-J continues drawing figures in the dirt. Is heard to repeatedly mutter Japucha. SCP-4590-J-2A approaches SCP-4590-J in desperation. Japucha master! Japucha master! Is it time? Is it time? Approaches nearby bush, grabs leaf in hand. Oh, great shrub! So green and possibly poisonous, is it time for Japucha? Tears off leaf, chews, spits out. No, it is not time! SCP-4590-J-2 specimens have reached the state of despair. SCP-4590-J snaps staff over name and screams. SCP-4590-J-2C taps SCP-4590-J on shoulder. Uh, Japucha master, is it now time for Japucha? Is it time? Oh, great sky! Which is actually more of a roof now that I look at it. Is it time for Japucha? Holds position for 15 seconds. SCP-4590-J-2 specimens are silent. Yes! Yes, it is time! SCP-4590-J jumps around in celebration. SCP-4590-J-2 specimens cheer. It is time! It is time! Come, gather, gather! Come, brothers! Come, sisters! Let us partake of Japucha! SCP-4590-J and SCP-4590-J-2 form a circle. Yes, Japucha, let us Japucha! Prepare yourselves. Japucha, right hand in! Japucha, right hand out! Japucha, right hand in! And shake it all about! Ya do the hokey pokey and you turn yourself around! That's what it's all about! All cheer, fire is extinguished, all return to bog. End log! Thank you for listening.  Please become a patron or visit our merch store at the link in our bio to support our work. Secure. Contain. Protect.


Like we're at the hacker warehouse and I'm getting introduced to a ton of the different badges that people have created all over Kana. I wanted to show them some of them off to you right now and a lot of these we've looked at before but some of them are just so cool. I think the make it hacking has to be one of my favorites but they're all so cool. The make it hacking one on the surface it doesn't look that interesting. It's like okay there's some barcodes but what this does is it's probably one of the more dangerous things to walk around in Vegas with because it will set off almost every alarm when you walk out of a store where they have like the little safety alarms that go off probably not the best one to you know wander around with but definitely some shenanigans to be had with it. Some of the other ones which I really like here I always love great gradens eat challenge coins. They put so much effort into so such a small device and they also kind of look great on yourselves.  But not there's so many of them like the other one I want to point out was the mindset badge the hacker mindset badge this is Garrett's badge because he's been writing a book on the hacker mindset and what's cool about this one is you can't actually pre-order the yet but through the badge sale you get to pre-order the book which is really cool or by buying the badge you get a pre-order for the book and this one has a full Raspberry Pi on it so it can simulate keyboards and HID attacks but then the same thing also looks super nice around conference for the food up and then it has a bunch of different white modes on it so not only does it look good but you get a full Raspberry Pi which is fully hackable as well like this one this one's really cool. But just going through them even like with a new the DEF CON badge this year you have these add-on pieces that stick in and blow up so it's been really interesting all around con seeing what people do with the SAOs or I guess in this case the slide in this one adds on two SAO ports onto the badge that get powered so you can continually just can customize your badge but the one that caught my interest is the sneaky badge but right before we get to that one I want to cover this one which looks so cool so many of these don't have batteries in it so I can't turn them on this is the secure autonomous surveillance system badge and what's really cool about this one is it's plugged in with a Lora radio so which communicates with the other badges of this type so when more of these badges get together and at con there's quite a few of them they interact and it will do different light patterns depending on how many of your friends you're around I think this one's really neat but the one which I find most interesting is I've never seen one like this before is the sneaky badge which is fully customized where you can slide out these letters and slide them back in but it's not just a pretty badge there's a full challenge inside it which is also built on the Raspberry Pi not only does it look really cool and you get the full letter packs but the way you fulfill challenges inside the game is pulling out the letters and sticking them in for it to recognize different letter types and unlock challenges and then there's other challenges then so I've been seeing people all over conference customizing these with their handles and using them as like a nice name badge all really cool I am so curious to see what other badges exist at Defcon but for now all of these thank you Garrett for allowing us to use them at the hacker warehouse I know they're for sale there thank you so much thanks for watching and hack on


Everybody Tom Stewart here our guest host today is Alonzo Adams and this is just going to blow my mind I don't know if I'm going to be able to make it through this hour here our our guest today is Kedma. Oh Kedma I am always great. Thank you for asking That is awesome Alonzo. What are you? What's going on in your world, man? Well, you know other than working with Kedma, you know, I would say You know busy busy coaching busy running multiple businesses, but having fun. That's what it's about still having fun This is uh, this is going to be a quick hour here. I uh, I'm going to try hard to keep up Kedma, you're this is your first time on smart business moves. I believe I believe so Not my first time in these interviews the first time here.  I mean Why don't you just introduce yourself a little bit tell our audience a little bit about who you are and what you do Oh, yeah, I would love to so Kedma means to move forward. Um, fifth generation entrepreneur I like to say I started negotiating at age five Um, and I've been building ever since Uh, I have been I actually came from the sba world So you should know sba because if you got a ppp loan or you got a eidl, you know sba really well And um did that for about 15 years. I've worked with over 10 000 companies Alonzo will tell you it's very rare for me to come up against the company I haven't had some kind of experience knowledge or impact Uh, and then I joined conquer. Um about two years ago as the vp of coaching and conquer Is a a business coaching program supporting home service industry Entrepreneurs I like to say we're the back end mba program So we don't we're not going to teach you how to clean windows But we are certainly going to help you with finance marketing Um and admin stuff. So it's an honor to be here. I'm always grateful for the people that serve So thank you for inviting me Awesome. So I'm going to go ahead and just share your your website here for car Yeah, um It's always a little slower on monday Yeah, everything's slow on mondays Yeah, what's going on here? Here we go, awesome. Yeah, there we go. Yeah If we want to know a little bit more about conquer, I guess drop the uh url and Yeah, the comments here. So people always ask why conquer or why do I need a coach? I will tell you that I've never met anyone Uh, who is successful whatever success means to you to me. It's seven figures or more in a company I've never met anyone who has not had a coach and scaled their company So, um, you know, we are um, Alonzo is one of our certified coaches um all of our coaches have built uh and scaled seven to nine figure companies And uh, it's a lot of fun. It's invitation only. We don't just let anyone in Um, it's a one-year program and we do a lot of wrap around support including vendors So it's a lot of fun Uh, and if you want to just peek in on the second website, I can just give you a quick You know two minute on that um and the differentiation and then we could start q&a and talk about leadership awesome So, uh, your your second website can It's just it's right. Yeah targetfunding.com. So I you know, I don't know about you and Alonzo, but The thought of reading financial reports is It makes me feel so excited. It's like eating tiramisu cake now people listening are thinking what the heck How could she see cabri or tiramisu like that? It's what I love But you know, I wasn't always bad that way back in 2001 I had to leave a very difficult relationship and I filed bankruptcy And I'll tell you some and Alonzo and I talked about this a lot Some of the best lessons you will learn in life Is when you're on the ground and people have kicked you over and over again And you got to get up you have no choice or you're going to die Well, that's how I felt when I had to file bankruptcy and by the way, I'm very financially Savvy, but when you're in a tough relationship and you have to walk away You got to do hard things Right. What was the best lesson top that I learned which is why I'm in the field of funding because Through that I reverse engineered how to find money How to make money and I've been on this path now since then since 2001 and so I run a finance company We help everyone in the home service from Sba lending to lines of credit to getting grants. I mean, it's a big passion of mine, which we can talk more later But that's where the the the merge happens Because when we coach inevitably we need cash Okay, you know most entrepreneurs, they don't know where to start or where to go Exactly They're just completely just you know lost about where do I get funding? Right, right. And you know, I know we're going to talk leadership, but Lanza because you know me born in the Bronx. I'm straight up Most lenders don't know where to take you I am working with a company right now Who called me and said well, I went to this lender and this lender said we can't do this that and the other and I said Uh, is it an sba lender? Yeah. Well, so what I don't care what they say I'm going to take it another lender is going to say something different. They said, how's that possible kedma?  So I think to your point Alonso I am so clear About educating in that finance world because I want everyone to win and if you don't have the money you don't have the access You'll get there So that's definitely something that we're going to want to talk about because I know there's a lot of people like In the house cleaning industry because we coach a number of them as well that are A little bit uptight about funding because that's kind of like borrowing money and that's like yeah And you know, they are like disciples of people like Dave Ramsey and it's like no We don't want that and you know, we try to coach people to understand that you know That's a tool and if you use it correctly, you'll be able to leverage that and build your business faster But if you don't know what you're doing with that you can get yourself in trouble too. So You know, that's I guess that's where the coaching and the funding go together I would say a couple of things Tom what we're really talking about is what we call financial literacy in the government world Financial literacy is educating ourselves and I play. I don't know if you play chess. I play chess and here's the deal There's nobody that can win a chess game until you know every single piece and how you play the game It's just not going to happen And what I like to do is take that area of funding and say we're going to play a game Because it is a game and I'm going to tell you all the pieces because everyone is a piece Here's what I mean Most lenders will talk to you about their lending products, right sba will talk about 504 They'll talk about a 7a. They'll talk about a line of credit Now, what if you went to that lender tom and said hey, I'm also looking at investors What do you think that lender is going to say? Hands up. I have no idea and I have nowhere to go So if you go to an investor, they may have a whole different thing. They may say listen, I don't care about your credit I don't care whether you have cash in the bank But I do care how many clients you have and what your recurring costs are And whether I can get skin in the game to scale it up, right because they have a different angle They're doing so what I first tell people is let's find out all the players on the game Before we start panicking and I want to do I do want to speak on the Dave Ramsey thing because Dave Ramsey Is someone that everyone admires but some of the tactics May not serve that company If Dave Ramsey's team says hey cut up all your credit cards shut them down Alonso does that he's going to be calling me up and saying One of the things that we try to help Business owners understand is Dave Ramsey at least from my perspective for the most part is talking to consumers and your Balance sheet is a completely different deal than your business balance sheet Absolutely However, if you screw up your your personal balance sheet, it may hurt Going after alone if the lender is looking at your score and saying whoa Wait, why'd your score go down to 650? Well, I cut up eight cards Right, so I think I would always suggest we look at both situations Because many times when you're going after loans, you have to do a personal guarantee anyway That's right. Mm-hmm. Sure But you know, we also take up to like publicly traded companies and you can look at all their balance sheets Some of the largest companies in the world None of them are reboot strapped. They all had funding coming from someplace or another Absolutely, absolutely Yeah, I could I could spend hours talking about funding. It's a it's a huge passion of mine Uh, and especially with the with the last year a lot of people are getting grants Right a lot of people are getting subsidies. Um, so for people who are who are worried or anxious or not sure What I would say let's invite education because then you can have more choices You can choose more you can leverage more Let's talk about that for a minute. I know that we want to talk about leadership and we'll get to that But we're doing something here. I think is really useful because it is There are a lot of companies out there that are setting on more cash and they've ever had in their life They couldn't imagine that they have this much money in the bank between PPP and idol loans and Now, you know, the ERTC tax credits are rolling in and yeah What you know, what advice would you have for for for these companies that are setting on a bunch of cash right now? Well, don't put it in your bank account That's the first thing unless you want to see what the interest is Um, you have to leverage that money so it makes 10 times what that money is now I want to put a copy out here. Let's just make an a lot. I'd love to hear your thing Let's just make sure we're not messing up with the sba And you know, I'm not taking it and putting it, uh, you know, hey, I'm gonna buy my my my Ferrari with it but What we want to make sure is um, if the money is appropriated correctly You need to be investing now. What are we investing in we could be investing in acquiring merger and acquisition new companies I'm working with that right now. Um, um, I had a cleaning company who looked at acquiring a company 1.2 million We're able to get that loan All documents done within 10 days and then it went into closing. Okay, so mergers and acquisitions There's companies out there that did not have a lot of high cash, tom That, you know, did not walk away with that and they are looking at Maybe someone acquiring them second Investing in new locations. Look at your situation. Where are you located? You know, are you in madison? Are you in la? Um, are you are you in alanta? Maybe you want to move into new location? Look at the zip codes build on that. Um Third is investing in real estate real estate real estate real estate Um, you got the lowest rates happening in sba right now You can't get lower than me because i'm the queen of funding because my real estate is locked in at point zero four percent So I uh, but that's because I know how to play the game and but next to what I have You know sba's doing, you know five will four loans real estate as low as under three percent locking in at 2.75 It's crazy.  I'd focus on um alanta. Tom. I don't know what you think or you want to add on No, I love it. I just I looked at when I looked at um people that receive the money and the funds and They didn't immediately know what to do Again, you're in a pandemic. So you're like man, should I hold on to it because I don't know what could go wrong I don't know what things are going to change But that's when the biggest opportunities happen is that moment that you have to take some type of risk You've got to do something that does scare you And or just hoarding the money like tom is saying and not taking advantage of the real estate I did The market I did people were pulling money out of the market. I was like, no put the money in the Market nuts. No money in the market Right because right now at this time There will be this will be the biggest time in history where more millionaires were created in history than anytime ever Right watching work my work I know you're a thousand percent right and if you go back in previous recessions It's the same thing The one thing that all the millionaires and billionaires say is when things stop pour in pour into marketing Pour into customers pour into to to investments because that's where millionaires and billionaires are are I do want to just put a note here for the language because I English is my second language. So when I hear a word, I want to make sure the audience Can can step into that you said risk And here's what I want to do I because I like to simplify things because people make life complicated It's not that complicated guys. We can really all simplify it I like to say if I can teach it to a 10 year old I can teach it to anyone Risk is you know anytime we're taking a chance on something where we don't know what the outcome is But what I want you to do is I want you to realize that we're not talking about risk That has no Built in variables. We're talking about Risks that we know we're going to be successful. So I just came back. I was in utah I just came back from doing a zipline, you know, so I don't know if you guys tom or a lot of you guys ever done the zipline Right Not the big one. I did the mini one the mini one. Okay, so I like to do scary ones like, you know I did the the the fastest one. I was I was clocking at 60 miles an hour in utah It's the second fastest in the country Now check this out. I go on there. They they strap first thing I say to the to the person strapping me. I say Um, hey, um, just want to know if you like your job How have you been here? Any concerns Because the last thing I need this was I'm going to strap me and just say this my last day And I'm just gonna take someone out. I don't want her taking me out. Maybe someone else Sweet. Did you get last night? I mean, have you gotten any training? Is this your first time? Right? Because what am I doing? Alonso, I'm I'm handling that risk. Second thing I'm going to do is I'm going to make sure the strap is there I'm going to look at what's going on. Okay. How does it work? How fast? Where are my brakes? Can I go forward? Can I stop? Where's the help if I get stuck? All I'm doing is taking that risk and I am validating That I have systems in place to ensure That I'm not going to die And it may sound so obvious, but we do the same Thing with finding people don't want to go bankrupt. They don't want to lose everything But instead what they do is they get to that step of the zipline Ask the questions They don't check in with the she was my team. I said, hey, you got me. I got you, right?  You don't have a lunch break happening at any end in the next 10 minutes, right? She said no, I don't have a lunch break. I'm just checking So I would say for anyone who is in fear think about it as if you were doing A zipline and ask those questions so we can remove the fear. We can't guarantee 100 it's going to be, you know risk-free, but we can game a fight where you have seven you're 80 percent There's never been anything game without taking some type of risk It's never been anything game You take a what a risk on relationships marriages is all you take a risk Right Yeah, absolutely. Absolutely I have a jar here with 100 marbles in it 90 of them are red and 10 of them are blue I'm gonna reach in and grab one. I'm gonna ask you to guess what color it is You're gonna say red Every once in a while, you're gonna be wrong But if you invest your money that way in the long run, you're gonna be you're gonna be wealthy Absolutely Absolutely the first thing is I thought when I when I was hearing this money being offered for ppp It's just my nature, but I'm like could I could I actually take that money and double it? And if they want it back I give it back, but I didn't cap the 100 return on it Right, right so Yeah, what we want to be sensitive to is the small business administration Set up that as disaster relief and if you qualified they have presumed that you had disaster relief And therefore However, you could spend it on that right a lot of that was payroll But to your point Alonzo if you spent it on that and you had cash reserved as a result somewhere else in another piggy bank You should be investing Our our advice is to be working closely with your cpa and every week that goes by a little bit more of that PPP money or if you're playing with idle or something else a little bit more of that is basically yours to do to invest Just kind of make sure that you don't get upside down on that I don't know what eventually the risks and the rules and so forth because a lot of that still being figured out. I think but a lot of it is um, I was working with a company that got An enormous amount over a million dollars in ppp and I was working with the direct ci sorry cfo Uh, and he was a little bit nervous because he wanted to make sure Oh my god, did I put the money right?  They are they will crack down And in my role I work with a lot of the credit managers I'll tell you many of them right now are spending their time once because ppp is sort of Seasoned out and now they're going after fraudulent situations um, where yeah, they are they're all going to be people but tom for the most part We have honest people if they've made a mistake because they didn't understand the interpretation SBA is usually very forgiving unless you went out and bought the Ferrari Then probably And and that is a real story. I have had a case where that really happened So, um, you know, that's why I use it as a case case story. Um, but yeah, I think just continuing to uh, just Educate yourself of what's possible But I'm about invest invest invest. I mean, that's that's just where I am right now You mentioned investing your people. So, um You know real estate, you know tangible stuff that shows up on your balance sheet your your your personal wealth That's that's kind of easy to get your mind wrapped around Investing in your people is there's a little more abstract and there's right ways of doing that and there's wrong ways of doing that If you do it, right, you're actually building value. But if not, you're just burning money. Um, yeah Do you give some examples of what you mean by that? I do. Well, first of all, there is actually a cost. Um, associated with Uh, screwing it up and having people lead on average There was in a national report that was done two years ago. They did 250 000 Interviews and asked people why they left number one reason people were leaving Was because they didn't feel like they had the career opportunity to grow. They're coming in as a cleaner Um, they you know first stage they're just learning it But they don't see anywhere to grow and they want to grow. They're hungry. They want to make more money They want to have more opportunity. They want to have more value Actually cross the board number one reason The second reason that they were leaving was um, uh, it was actually not for pay It was a big portion of it was the management team. They didn't feel like when you when you asked them Why are you leaving? They didn't say i'm leaving for more money. Tom. They said i'm leaving because My manager doesn't respect me. Uh, I don't know my manager doesn't talk to me. I don't feel valued I don't feel appreciated. It wasn't like i'm going for an extra two dollars It's like Just left her job of 20 years for that very thing you're speaking about Right there management But they're asking on her way out the door. Why are you leaving? What could we have done? It's just it's mind boggling. You're asking them why they're leaving. It's like asking a relationship You've been in this marriage for three years and the person says i'm divorcing you. Why are you divorcing me? Well, if you have to ask that question You need to get a divorce. You see what I mean? You're asking that question You have not been taking care of your employees So the the point uh, tom is it's not actually abstract the the survey proved that on average On average it costs a company every time they have to terminate $15,000 per employee that's terminated Now, where do they get those numbers? They're getting it from the amount of time it takes to find right? You've got to put the ads out. You've got to do the interviews. You got to then um hire You got to then train. I mean think about all the people think about Alonzo's time, right? If he puts in three months into someone pours in and gets all the other resources the system the software and they quit It's not a hundred bucks So so that's right. If you if you really follow the numbers You know, you talk about turnover rates in the house cleaning industry of 200 air maybe more But if you break it down, you've got some people that have been with the company for a long time And you've got others. I mean you're hiring a ton of people just fill those last couple of positions Right, so, you know, and there's a thinking about well, gee and I can't afford to invest too much in training I can't afford to invest too much of my people because you know I've got all these people I need to hire and they're investing everything getting people on the top of the funnel rather than focusing on You know what happens once they get them in the funnel and and making it a successful, you know Venture for them. So how do I invest that money in my people though? What do I you know, just some some Examples of what you see from from from from your clients in terms of opportunities are being missed and If they've got some money, what are some smart things to do with it in terms of investing in your people? So I have so much I could share on this topic. So the first thing I'm going to share is We need to stop being mind leaders And we need to do something that we rarely see we need to ask people what they really want Now what we can provide because the game has changed This is now a market where employees get to choose where they want to work and I say look if you've got the The four higher sign Right what you need from me you're going to switch it up What I can do for you Alonzo, what can I do for you to persuade? You to join my team. So first you got to ask that question I have a power question. I ask on every single interview and when I tell you this power question The first thing you're going to think is Why do you ask that question? I mean, that's just not a question. I would ever think of asking But I'm going to tell you if you ask this one question First of all, it's going to make you a lot of money because you're going to know right up front Everything you need to know about that person before you hire them. Do you have any idea what that question is? What's the one question of all the possible questions we can ask in the interview? What's the one question I would ask Tom she know he's older than me I'll give you each one shot. Maybe you get it Alonzo one question You only get one question in the interview, but that one question is going to make the determination Of what's going to bring them on board?  You know because you know, I don't know. Maybe their goal is to go back to school Maybe their goal is to maybe start their own business. I don't know But I think if I understand exactly what they want or what they after then I position myself from a position of Being able to guide or fulfill Whatever they're looking for is seeing if I'm if it's possible on my cable walk. That's a great. That's a great question It's definitely my top list. It's not the top question, but it's great I would say yes to that 9.5 on that Tom what would be your question? Then I'll share any what would be the one question Something along the same lines. I'm always curious as to why are You even talking to me about being a member of my team? So if I give you a blank piece of paper and a pencil and say just write Perfect job for you. What would that look like? I love that. Perfect job. What's what's your awesome job? So here's my one question If I'm interviewing Alonzo, I'm going to say Alonzo. I have one key question If you get hired on with this company Tell me the reasons That you would quit or walk out of this company That's powerful. I like that. Yeah Whatever they say It is your job To make sure that never happens So if Alonzo says I would walk out of this company if I was disrespected in front of others Okay, write it down. I will walk out of this company if you don't give me the training I will walk out of this company Whatever that is. They are giving you the clues To never have them walk away That's your number one question And if you don't have the systems to actually figure out how to fix that You got to go back to the drawing board Maybe you shouldn't hire that person if you don't have the tools to fix it Maybe you shouldn't hire me or maybe what you say is Alonzo Man I'm going to commit you don't have that right now I'm going to commit to you if you stay on you work with me in the next six months I will guarantee you this will happen, but I'm going to need you on board to help People never walk away from situations where they feel that they are part of the problem of the solution The community they won't they won't so if you ask them right up front So if you ask me what would make me quit I wouldn't be even buying I would just say I would quit Alonzo If I came into work And nobody valued what I brought to the table. What does that tell you you better be valuing what I bring to the table Whether it's cleaning a hole Whether it's getting education because I've just told you the answer to what motivates me Yeah, okay, so now You talked about the second part Tom, which I'm going to talk about is what do you do when you have cash there? What should you spend it on first thing you want to do send out a survey? I don't care if you have five employees Or a hundred employees Send out a survey. Let's do a quick survey gula form find out what they want What you you know, this is the mind reader's time that drives me crazy because we think What we want is what they want right that's We talk about this in coaching Alonzo, right when a coach like man We will see that right. That's right. We went through it. I'm frustrated. Why are you frustrated? Man, I don't do this. I'm gonna do that and they're not doing that. Well, sounds like that's what you want What do they want? Well, I haven't asked what they want. Well, how about you ask them? You make it sound simple It's like we're going to send out an email to everybody say hey What do you want? But I'm sure it need to be a little more tactical than well Not really so it could be it could be a simple one But I'd like to do it as a survey so one of the questions could be You know, um, you know, we're thinking about adding benefits Um, and maybe it could be multiple choice. What would you love to have? So maybe maybe you don't have maybe you have health care. Maybe you don't have massages, you know I want some massages.  Maybe they've been wanting a pedicure. They're like, well, why would they want that? You don't have to worry about that. Maybe that's what they want. Maybe they want more time with their children Maybe they want to go back to school. Maybe they want a trip to to Puerto Rico The point is instead of us pretending. We know what they want We've got to ask the customer Because your most important customer top Is not the people you're serving At the homes your number one customer Is your employees and if you have to figure that out You're not making enough money Companies are not asking enough. I'm going to tell you right now because what I'm seeing Someone's reading a book. They went to a seminar They went to a convention and they're coming back with something that they heard what someone else was doing And it doesn't mean that works inside your company or with your culture Amen You know, you know, let's go ahead and let's rebuild the you know PTO policy or let's implement a 401k plan and all of that's kind of the borough plate textbook stuff But it's like I don't want a 401k, but I'd really like a manicure or something Exactly and you want to be listening. So one of our one of our clients in conquer He's doing about 2 million pest control company Because we serve as all home service. Here's what happened. He came to me. He's like, what should I do cadmah to help my My employees? I said tell me more instead of saying here's the answer Tell me more. We have a problem in our society. We're not actively listening. We're actively telling But we need to first listen. Tell me more He says well, I have um, I have about, you know, 50 percent of My technicians they work late at night. Tell me more. They work late at night. They get tired And you know, then then you know after they finish the shift, they're heading home I said, well, let's think about this If you're working late at night and then you got to get home. You're tired Do you think that you're picking up mcdonald's on the way or you think you're doing a healthy meal?  I said, but that's what they need, right? He said, yeah So why not partner With the company that will have homemade meals ready for them During their night shift that customized guess what he did I wrote it in entrepreneur this week because I write for entrepreneur. He did that Tom he partnered with a healthy organic company that made custom Meals for his technicians to take home I mean my heart is so big because he gave them what they needed And it didn't cost him a lot of money And it had nothing to do with, you know, oh raising the hour. It was like Yeah The long run or even probably the short run it's making him money because Small investment compared to having all those open positions Yeah, the gratefulness Alonzo where his team is like, man, thank you for a healthy meal Thank you for accommodating that I have a you know heart condition. Thank you for making a vegetarian thing He he made it personalized To their needs But we would have never got there if we didn't ask the question So when you ask Tom what can you do you can do as much as you want and be as creative as you want But first ask what do they want? What do they not want what they do they really want? What do they really want? so, um I've seen a lot of unique things. I've seen everything from Spending one day a month at their charity paid for by the company, you know I'm passionate for autism Alonzo knows this two on my three kids have autism Man, you give me a day where I can go to the autism society paid day From your company doesn't have to be everyone does it but maybe you treat, you know, you work the thing Okay, Alonzo goes uh month june Let's celebrate for that and Tom's gonna go november You give me a day to spend all day to give back to a cause. I believe in I'm not gonna leave you Not You know, I had another another another person where you know, he was dealing with um, uh debt from his college Things, you know and trying to get back wasn't a lot of debt left. I think it was three thousand dollars Company went and gifted it now. They could have gifted it They could have gifted it, you know every single month. I'm putting two dollars here an hour But to say we've chosen this person Right, we are writing off the three thousand dollars They may have got it in the pay over the year, but the impact of how they did it to celebrate You know, that's newsworthy So it's it's you know, again, I can I can speak ours on this but We are not doing a good job In finding out about the people that work for us. We really are not we're really not When you just look for the aspect, okay, when we have the pandemic come on, okay? So when this happened These companies that weren't listening the companies that didn't show that they cared were the companies that had the most difficult time convincing their people to come back Right, right. They were the ones that struggled because all they were they felt is that they were just a body A warm body in a seat Right companies that have showed that they really care were the companies that were able to convince their people And show them that um, they were trustworthy because that's a big thing about coming back was do I really trust this company? Exactly, right. And so these companies are still struggling And some some of them are moving it back because they really know Realistically those people are not going to just come back that easy. I'm amen You know and and let's think about it from the money thing because I said to you tom Look, you have a very important customer that if you don't take care of this customer You're going to lose $15,000 this month. It's going to walk out the door Because this customer is having problems. They're not happy with the house. Something went wrong You I guarantee you'd be out there Somebody important and you'd be out there and yet we don't realize That the very important customer Is right in our own backyard. It's the it's the employee You're not treating them like the vr. You're not thinking that way. And how far do I go when I'm working my employee? It's non-negotiable. They're my number one. Whether it's in conquer or outside of conquer. Here's an example Sam sprosin Sam sprosin was my ops manager Many years ago. Unfortunately. She was killed um In a bad situation. However prior to that she said to me kedma I she had been working for me for about four years and she said and i'm in oregon She said kedma. I want to move to to california. I said, why? Why you have me here? She said I need this one Who needs the sun? I need the sun. Okay. What else? I need the beach. I still we have a beach somewhere in oregon No, no the the beach here is in oregon. There's not only you know, it's cold All right, what else? Well, I you know, I it just I need to To kind of feel free, you know, and I need some sand I said, now, how do I compete with that ton of lawn? So, how do I compete with someone who wants to relocate that? I need them. I want them.  I'm not god I'm you know a superhero, but I'm not god.  To keep people You willing to fight for them If you're willing to fight for them Then we're in a whole different leadership category. You wouldn't see what I mean And when people walk out the door nobody fights for them How do I know that? Because I do the exit interviews For conquer Nobody fights for I fight for them And that's why my my my closing ratio is very very high. They don't know this But when they show up to try to leave They're not leaving They're not leaving. I will do whatever it takes I have about 60 percent if not 70 closing ratio to bring them back into conquer That can never happen unless you're fighting for them. Whatever it takes That's where the problem is tom and elonso. I don't think we're as employees and employers I don't think we're fighting for them. I think we're letting them go and saying we need another body We need another body Right Do you think part of it is we just don't understand the economics of it? Like the lifetime value of a good employee and the amount of revenue And gross profit that they generate over the course of the year Compared to you know any customer that you would have in the home service industry That's I mean, it's no comparison. I don't think that we understand that I I don't think we understand it. However That to me is not a game changer. I think what we really don't understand Is how to deal with human capital? We know how to deal with equipment We know how to deal with our truck We have all the systems there There's a manual on the glove box that says change the oil every 5000 miles Right, we do training upon training, but let's be honest if we invested the same amount of time in human capital And understanding what makes human tick as we do with all of our cleaning supplies and an inventory and an equipment We'd be different people Do you find this becoming more important as You know inflationary pressures wage inflation everybody's having to pay more and who knows where that's going to be a year from now That it is the number one game changer study what's happening in the industry. I always study trends There's a reason why mental health Is at its highest need. There's a reason why companies are building transparency There's a reason why companies are talking about diversity and inclusion. This is not a coincidence There is if you study the millionaire You know the the fortune 100 companies. They're already doing this This is already doing this. This is not new. They're hiring people that are managing The relationships internally to build great people to build the warriors as Elena would say You're not building warriors If you're letting people go You do you ever do you see that series? It's on show times called billions And I haven't I've heard tell us more Yeah, one of the main characters is wind is wendy and wendy Wendy is in charge of making these guys warriors, but she understands they need to be coached They need to be counseled, you know, they have they have their different psychological issues But she's there to hear them You know and and she's there she takes it all in and she analyzes uses her analytics It says you got this you got this you got this one of my Very first just just to bring it home. Tom and Alonso Is is I will never forget this this is Etched in my brain and I talk about this when I'm sharing I was working for a day labor company So we did did everything a lot of times people would say, you know, I need a cleaning cleaning tech, you know I lost one, you know subbing out and we had promised To the community That we were doing drug testing for every person who comes in we drug test, right? Because that was our selling point. We made sure listen if you need a day labor Okay, what the issue is and you need someone to step in for your admin Or you need someone to do some labor stuff. We do drug testing except We didn't do it We didn't do the drug testing. So here I am Fresh out of college new to the game. I find this out This is goddamn. I can't even make this up and I go. Oh my god. I'm out selling Oh my god. I'm closing deals and we don't do this And I walk into my manager's office. Who was a female? Okay, this makes it worse. Who is a female? And I said to her I just found out that I'm out selling and closing deals to get jobs Saying we do drug testing and we don't do drug testing. We don't do drug testing And she looks at me. This is what she said tommy lulanto. I will never forget the words she said What do you think she said before I tell you what do you think she said when I said we don't do drug testing? That was my question. We don't do drug testing. It's not in the budget. It's not in the budget It's not in the budget. Okay, lulanto. Okay, tell them. What do you think she said? Don't worry about it. Just sell it. Don't worry about it. Very close.  She started looking for another job I gave my resignation there and then because there is no price for my character for my ethics for my soul And the reality is Is that some of the people that have left your company If you're listening right up. I'm gonna give you the hard news left because of you You were the problem Not them It's about leadership It's about leadership So wow You just covered both ends of the spectrum though because you know on one end it's like Check your brain at the door and just do what we're telling you to do But with all these changes that you're seeing happening in the marketplace and in the workforce As leaders we need to be thinking about, you know, how do we unlock the true economic potential of our workforce? You use the term human capital That's something that that we use a lot because it's an investment just like, you know Your vehicles and all the other stuff. How do we unleash the true economic value of our people? And for most of us we're just scratching the surface and we're This is this whole thing's evolving too as as an industry We're just beginning to figure out how to do that and and tom you want to know where I would take someone first I would say straight up You cannot Teach leadership If you yourself are not a leader And just because you own the company does not mean you're a leader it doesn't So you need to be coached first Owners not the same thing as being a leader. Very good. No, that's I mean, that's perfect because she's right There's so many companies right now that are missing Leaders they're waiting for the leaders. They're waiting for them to show up They're waiting for them to show up And you can't teach what you don't know This is where you've got to do the hard stuff And open up who you are. How do I level it up? I was working with another Conqueror they're in the pressure washing industry. They do pressure washing and window cleaning Uh, they're they're they're doing about 1.5 million when we started working together over a year ago In the span of three months. He lost 22 people And his attitude for us was like man, they're just a body man. Nobody listens man. They're not going And I had to have given them the hard news Those 22 people are not the issue And he says, well, what's the issue? I said, well, it's only you and me in the room What do you think it is? He said, am I the issue? I said, well, you said it. So now let's talk about it That's a hard mindset for people to get though. I mean, that's hard. It is hard I'm not saying it's easy, but I'm going to tell you the results today He is loved and admired by his team because he changed So much so they actually celebrated and gave him a birthday present And all the years he's been in business. They wanted to just celebrate his and I want to say his funeral Let me just say he was pretty close to that. You know what I mean? We just talked about it. I said, man, you have changed So tom You can't expect other people in your network and community and your employees to change And you're not be the first to change You can't all onto you as a coach. How much you have to grow in order to coach others You gotta have a growth mindset to start with, you know, and whatever I go into and as a leader You know, like like Lincoln, you know the one thing about Lincoln He was always learning looking to improve looking to get better And even though he was a president, he was still looking for that And I I think sometimes people get comfortable And they think that you can give them a manual or you can send them to a program or seminar and that's good enough And they don't think they need to lead But the biggest thing what's happening is what where I'm going with this is the learning part the leader stops learning They're no longer learning. They're no longer being coached. They're no longer growing Right. They feel they don't need it anymore. They basically have reached the apex and they don't need those things anymore Absolutely Yep I I would say, you know, I first of all, I want to disclose I've I've lived in in two different countries. I've lived in the middle east I can't you know, I was born here for citizenship reasons, but I grew up in the middle east and let me tell you in the middle east You need to learn how to communicate or you're not going to make it Okay, and one of the things I think we have an issue with not everyone But a fair bit is people don't know how to communicate Straight up. They really don't They don't know how to negotiate and they certainly don't know how to do conflict management and I don't care how many books you read They're not living through it. And so what I tell people is We have a problem right now with these companies. It's not that we are I'm not knowing how to communicate. We're not over communicating when I'm listening to Alonzo I'm listening to Tom. I'm listening to every word. I'm listening to you. I'm looking at your non-verbals You may not know this, but I am paying attention Because I want to make sure I'm over communicating What has to be said So that we don't have any confusion On what needs to be done So, you know, Tom to your point, you know, do we look at the balance sheet? Do we go take a class? Do we look at the investment? I think the first thing we need to invest in Is ourselves Very good very good You know if we're the leader and By default, you know, we are the owner of the company more More more times than not for lack of a more qualified candidate. We are the leader We are the leader step up and learn How to be the best leader that we can be Amen Third most important question to ask Tom most important question asked third one Would you work for yourself if you were an employee? Would you work for yourself? And if you can't stay resound? Yes You need to go in for coaching So let's let's let's talk about that for a minute because we've got just a couple of minutes left before we make it to the top of the hour and you know for those for those of you who Spend time with us on smart business moves, you know that we try to bring value and it's not like trying to pitch anything really but in certainly there's Nothing in this for me other than just trying to be helpful. Yeah, I can tell you that, you know coaching A lot of times you look at that and say, well, gee, that you know Is some money that maybe I could spend for something else or maybe that's a lot of money But a you're sitting on a lot of money the odds are good to that and you know I promise you if you are participating in a in a quality coaching program You're going to get that money back 10 times over. I mean you mentioned 10, you know 10xing your investment But it's not hard to stretch your imagination when you actually look at the financial side of your business Just learning marginally how to be a better leader in the key areas I mean, that's the difference between getting out of bed every day and having a job that you hate and actually building a successful business That's you know, you have the opportunity to create awesome jobs You're able to provide awesome service and you're able to build something of real value for yourself And I mean if you're already there, god bless you, that's awesome But if you're struggling take a hard look at coaching and I've known Alonzo for ever Kedma, I've I've admired your work from a distance. This is the first time I've ever had the pleasure of speaking with you Oh, wow. Thank you. It's awesome Um, could you tell me just a little bit or our audience really? I mean, I'm kind of interested too I want more information. How does your coaching program work? And if I want more information about it What do I know? Well, first of all you can come to me. I'm happy to always talk about it second of all, I would say that What's the best way what's the best way what's the best way to get get in touch with you Kedma? Um, you cannot well first of all, I love linkedin. I have 38 000 connections. So make sure if we get on linkedin Uh, that you let me know you met me here. You connected to tom alonzo I want you to know second of all you could literally key in kedma on google And you will find me if you if you find another kedma run, there should be one of me Only in the world. I mean really it's just enough, but you can reach me out at kedma at targetfunding.com Uh, I'm not here to sell anything I want you to know though straight up tom that Any successful person in my circle Has or is ongoing receiving coaching and anybody who says I don't know the value You know what they're in they're in this phase that we call you don't know What you don't know you think you know Because you're working with your lens, but your lens is not my lens because I have keys To doors that you can't open You don't even know the doors exist You don't even know the doors exist. So how can you even open them? But I have them But I have them I know that because I've been doing this for so long So we have to get out of our head that we think we know everything we don't The smartest person in the room Should leave the room Because they shouldn't be in that room Right. So how do we work invitation only? Um, you can learn more, but um, if you you know, um, if you get onboarded You can either do solo so you would like work with a coach like either Alonzo myself We've got other we have 15 other coaches and it's just one on one, right? Or you can go into a group situation Four people in a group pretty intense. You can't hide there. There's only four every single week Uh, and it's for an entire year people go come a tire year a tire. How could you do that? I go look, you know what, tom?  I need a year to get into your head to give you the systems, right? So, um, we do require a year because that's what it takes and the number you want to leave with is 77 percent 77 percent is the average income increase in revenue For conquerors who enter the program over the course of two years. They see a 77 percent increase in their business So so do the math on that that's kind of a no-brainer It's a no-brainer We are at the top of the hour Kadma, this is the first time you've been on smart business moves. Promise me. It's not going to be the last Thank you so much. Thank you everyone. Thank you Alonzo As always as always my friend you're you're you're awesome. You guys are doing good work over there You're doing good work in the industry. You're Helping professional as the residential cleaning industry. It's something that um, I know you have a passion for Thanks for having me on And Liz's shoes are big shoes to feel so if this was awesome. Yeah, great. Great died Well, we will be back Wednesday Hopefully Liz will be on the ground by then. She's had a nightmare traveling for the last week or so and I Think she's on her way home So we'll see you Wednesday five o'clock eastern. Take care guys. Great. Thank you Bye