Hi, good afternoon everybody. Tom Stewart here. I'm with Liz Trotter. Hey Liz Hey Tom. Hey Bridget. Hey Carolina. It is Friday afternoon fifth day of What month is this Jim? June already Good grief Today is a day somebody's birthday or uh-oh. I love it. What did I miss? I hope it's not my anniversary It's not it's not my anniversary. I was like, oh, oh, I know I feel like it's an important day I just can't think of what it is Somebody's I bet guess a better fit up Facebook. Yes. I'm with you with it Yay, thinking this is Friday after Friday everybody Oh looks like we have a question here. I don't know if it's Carolina or Carolina Tom do you want to speak to why she's not able to sign our system up right now? Yeah, that is we're Silent at the moment the the the whole platform. We're transferring over from the old one to the new one And we sent an email out actually a couple of them today. We kind of goofed one up a little bit and heading but anyway, we got all that straight and um If you go to the website, it tells you too that we're gonna be silent until Um Let me let me do this. I'll just bring this up here We're moving everything to the new platform. So if you go to school of modern cleaning calm It's got to tell you that we're going to be down until monday morning at 10 o'clock we're And we sent an email out today basically explaining why we pushed all the data over and we kind of got Most of everything together that we need to get together on the new platform But it struck us that it's completely different in the old one and it's really Um, it's got more functionality, which is good But in order for you know, the people who are managing this platform for their company Is they're going to need training that we haven't offered them yet because You're going to be able to log in to this platform and sign your own people up for the class And it's going to give you more control over tracking their progress. It's going to be good Um, but if we just turn this on without any guidance or support over the weekend It would be it wouldn't be fun for either one of us So we're getting ourselves together and we're going to go to turn all this on monday morning at 10 o'clock There'll be an email going out to everybody who Has an account with more detailed information as to what they need to know and what they need to do And uh, we'll we'll be off and running then I think Steph is over here clapping. She gets it She's like me. Yes. More more support is better hate launching something new on a friday. I'm so glad That um, everybody agreed to do this. It was so much better, I think On friday the first friday of every month the uh, department of labor releases the unemployment statistics for for for the prior month And if you remember we've been talking about all the insurance claims unemployment claims that that come in we report those every thursday And I don't know that number is over 30 million now something like that but a lot of you know, you showed none of those Those claims some of them are for just a loss of work, but they're still working But maybe part-time as opposed to full-time that can still result in a claim and some of those claims people have gone back to work There were a lot of people predicting that the unemployment uh number today would be a lot worse than Uh, what it actually was because uh, there were some people that were thinking that we may have lost up to another 8 million jobs over the month of may but they were wrong by a fair amount we gained about I think it was 2.4 million So we gained jobs The unemployment rate went down today to still 13 point something percent, so that is You know 30 percent higher than what it was at the worst point of the recession So it's still really bad but people were shocked that uh The unemployment rate and yes Stephanie's talking about the uh stock market You know, I meant to check that I didn't see where it closed, but I bet it was seemingly high um anyhow a lot of The jobs that were gains Were basically people who were furloughed that went back to work the way they track these numbers. They can they can can Give you a pretty good idea as to What industries what sectors and most of those jobs were people that were furloughed that went back to work thinking a lot of that was PPP money that was was at play um Getting a rest and you see what this looks like moving forward. There's a lot of people thinking that Getting that unemployment rate down from 13 percent some numbers lower. It's going to be You know, they're going to hang fruit right now But as time goes on that number is going to be high for a long time and it's going to be hard to drive it Down in the months ahead. So we're just going to have to watch that but um It was crazy and a really big surprise not many people were expecting it to go that high Or don't to go that long Yeah, did you see it was the biggest increase in jobs in one period since the 30s Yeah, so I like that completely opposite spin and what we've been seeing is like I guess the only way we could have this really big increase in jobs is because the the loss was so devastating It was what was it time? unprecedented I think it was unprecedented I'm not we I'm not leaving it to you anymore Um And now this is also unprecedented the biggest increase in jobs in one period since the 30s So that's crazy. I know when I saw that I was like, wow Who is expecting that? I sure as heck wasn't expecting that. So That's some great news. Yep. Find the good. I like it yeah, and We don't know what's going to happen, but do you have a prediction Tom? Are you thinking that Things are going to kind of stay at the 13 level. You think they're going to drop off just a little maybe 12 11 and stick there or what are you thinking? Because not everything's open yet. I'm I'm thinking that Things are going to be rocking along and looking good and people are going to be feeling good through the summer as long as There aren't any significant spikes in in you know, covid where people start Getting fearful for their health again because right now it just kind of seems like you know It wasn't that long ago, but it seems like it was just a long time ago that we were worried about actually you know spreading the disease or catching disease or You know people lining up in the hallways of the hospitals because there were no beds and you know, we're out of ventilators and a whole You know Armageddon thing that was coming just uh is a distant distant memory Numbers are better than last year the automobile. Yeah, Stephanie They the automobile and they're selling especially like larger vehicles trucks. I mean they got deals though I mean like 84 financing with no interest Yeah, now tim was saying i'm getting a new car. Hopefully next month and or this month in june So I was like yay. Okay. That sounds exciting but It stands to figure that You know the mark stock market is going to keep keep clunking along and in an upward direction because you know The federal government keeps you know, they can't fight the fed is what they say and they keep dumping More money the more money they print, you know, that's just gonna gonna keep that rolling for a while. Um But same flip side of it structurally You know, there's some jobs that just I don't see them coming back You know the whole cruise industry You know the the airlines some of the hospitality travel leisure Restaurants even if they come back It's going to be hard for them to come back looking the way they did before as long as we're worried about social distancing and In those things so You know, maybe coming back is we've been talking about this the other day Maybe it looks like 90 but the 90 is not going to be spread across all industries It's going to be impacting some more than others and the ones that are more technology related and aren't really Driven by you know, face-to-face interaction. They're gonna they're going to do the best So tom I have a cruise and I think it's november Are you thinking i'm going or not going are they going to be up and running or Well, there's you got a couple a couple of headwinds there one probably cruise industry is is In the deeper hole of anybody in terms of figuring out what social distancing looks like on a cruise ship And there's concerns that you know, the virus is going to come back into fall the way the flu does and other You know Like that. So you're all two of those together I would would Probably say no Have they What's their story? I mean, what are they? I mean, I'm assuming you've already paid. So what is their story now? There's people who had cruises scheduled last week. I'm assuming they get their money back, right? Yeah Um, I'm not sure so my sister-in-law who's set up this cruise for all of us. There's a huge group of people going she is a not a cruise director a uh travel director and so She's her thing is hey guys. We're just on hold. We're just on we're just on hold. Okay Steph is betting that i'm going Thanks Steph Okay, let's hope you're right and tom's wrong. You guys want to take bets here On on whether or not this is going to happen So she's saying hold. We don't know what's going to happen the people Different airlines are happening handling it in different ways the same as the airlines are handling it different ways, right? Some are giving me back some are saying you have a year I also have a disney trip that is Like I had to miss and they're giving us a year disney is doing us a for more than a year through 2021 to do it So we're planning on going there too and I think eight in the march So right actually right after foundation stop. So i'm going to come back from foundations I'll be normal week and then i'm going to disney aren't some of the parts are opening now like universal They're open, but they are not not everything is open They're opening like some of the attractions not all of them Some things don't aren't conducive to social distancing. So they don't have that open But I've heard that they're having some pretty good turnout Okay, so Stephanie has one coming up too. That's why she's like all about all about it for me, right? Fingers crossed that Her amusement park opens on Monday Yeah, so they're all opening up I don't know. I guess we're we're gonna see how how things are going I don't know. It's I I'm confused by the way it it works with the heat because things were growing like crazy In areas where it was really really hot Yes, right and it didn't seem to be slowing it down. So I don't Not see how seeing how the heat is connected as much Like maybe that's what's making me think. Well, maybe this is real this because it's Not necessarily connected So I don't know. Is it better than you think? Either we're not going to get the downturn and it gets damp and cold or I don't know. I'm with stuff my fingers crossed Yeah, we we have a A team member that basically runs the office and in greenville her name's hillarane and her Husband works at the local hospital Local hospitals in greenville, South Carolina, and they're seeing an uptick in cases. They're Starting to take People who have like elective surgeries scheduled and sending them home and making more beds there They're they're gearing up like Like right now like they think they're going to be getting more People admitted with with with with covid here over the next couple of weeks. They've already seen it and they're attributing it to They've opened up, you know restaurants and more outside activities and people are getting more relaxed and they believe they haven't yet started to see any potential Spread that could be attributed to, you know, some of the protests and those activities, but You know, they're they're at least planning for that. So it'll be interesting to see over the next week or so where their numbers go But like we talked about yesterday, we talked a little bit about that being outside. It seems, uh, you know better Better than a lot of the inside activities, but you're right. They are opening up a lot of stuff Beauty parlors are opened up, you know, yeah Some social distancing stuff in place, but they're open but some things never really shut down like where we are, uh Fred Meyer, I don't know if you guys have that grocery store that we have They never shut down and there was never a social distancing in place there except at the check stand so We didn't have to wait to get into the store like at Walmart. You have to stand on those little those big blue dots Right before you can even get into the store and they only let blend if people left But the Fred Meyer they never did any of that and A lot of our stores were like that target nothing, you know, they're just Again, we don't have that many stores small city We don't have that many restaurants. So small city So I don't know if that's the difference, but you know I don't know because I just There are a number of articles that we've posted on the resource page that you know speak to, you know, it's it's a matter of Being exposed to the virus for for a more prolonged period of time and Typically that has to be indoors in a more confined setting Yeah Being a going to a retail, you know, a establishment grocery store just walking, you know around your you're you're you're fairly safe now No, if I'm working there and if I'm at the cash register for eight hours a day I guess it just depends how many people are coming through that that that might be contagious And and how much face time you have with them And some are there's no way that that nobody is that's just I can't imagine that that's possible that none of the people that are contagious are going to Fred Meyer That makes zero sense No, Matt Matt joined us yesterday. He was sharing. There was a I guess a Hair stylist a great clips I think it was and in Missouri that they had two stylists that were that tested positive They've been working the whole time, but they weren't able to trace any Cases from that That he was expecting I think he said, you know The typical haircut at a great clips last about 10 minutes. So maybe that wasn't long enough Yeah, what was it sustained enough exposure? And not and he also said they only have like three stations or four stations are great clips Does it better work than his does? They actually wash your hair and everything there then again Maybe Matt, I don't know does Matt go there to get his hair that maybe it only takes him 10 minutes He said he's been doing haircuts at home the big buzz, right? Tom, we should share Our agenda for next week. I was I forgot to Mention this earlier. My thought was on fridays. It would probably make good sense for us to share that in the beginning of God The show Of the facebook live The really big On that shoe, right? Really big shoe Who was that? As that's all of them Ah, yeah Yeah All right. So for those of you that were not on yesterday We are making a little bit of a format change You how we're going to manage these calls When we were in the midst of covet 19 problems We really Everybody just needed to have more information about safety and how to be safe in a covet 19 world And there was a lot of financial stuff going on concerns And and everybody just needed more information. So we were doing our best to Fill that need Now that a lot of that has dropped off. We thought hey Maybe we should stop moving these facebook lives or maybe go every other day or maybe Have them back to a half hour and we have a lot of pushback on that. No Give them going every single day for an hour and just figure out a different format So that's what we're doing now. I'm gonna let i'll tell you a little bit more about that. Go ahead Tom Sure. Well, you know starting on monday the uh eighth of of june We're gonna have more of a structured structured approach to this we're going to cover a broader range of topics than just covet 19 um No concerns. We're still going to be keeping an eye on ppp and the small business administration and um We're going to have a lot to talk about that over the next couple of weeks waiting for the sba to come out with more Guidance so it's not like that. We aren't going to be keeping up with that and sharing the latest information We will but we're going to be adding to that. We're going to Be scheduling more daily guests and we want to give you heads up in advance as to what we're going to be doing So You can plan and use your time better if we're covering a topic that doesn't have a particular You know add value to you at this point that you know, maybe you want to skip And if we're doing something next week that is really important to you You would want to mark your calendar and make sure that that you're here because I mean He can go back and watch it later But we try to answer all the questions that come in and being here and being able to answer you get your questions Asked and answered would uh would you know, we believe would create more value. So, um for next week Starting on monday sconday is going to be joining us and he's going to be Sharing some some of the best practices that they've learned for recruiting Sean works with with the company blue sky services. I'm sure some of you You guys know that and uh, they do recruiting for service businesses they recruit for cleaning companies. They you know A lot of different industries. I don't I don't even know all of those and He's gonna and they've learned some tricks and he's gonna gonna share that some of that information with us. So If any of us are Struggling getting our headcount where we need it to be and I know that that we are in our business I'm looking forward to hearing what he's able to to share Tuesday we're gonna black out more for just uh current events and you know If anything happens over the weekend that's related to ppp. We're gonna get you that information monday, but Tuesday is going to be a lot more to get caught up on what's happened over you know over the prior week Wednesday, we're going to be lucky to have martha woodward come in She's with quality driven software. She's also a cleaning business owner been in industry for a long time has a lot of Good knowledge on a lot of topics, but she's going to be sharing with us About culture building specifically at a time when we're reopening our businesses and trying to To ramp up. It's a unique opportunity for us and she's got some some insights. I think they're going to be uh useful Thursday, we have a gentleman paul. We were this is an acquaintance of of of liz's does he uh live out there in in in olympia He does he lives, uh, i'm not sure if he's here in olympia, but he's fairly local He might be into coma or somewhere So he is he is local to me in washington state Yep and he's going to be giving us information as business owners that we can use to share with with our team members our employees on financial planning and um, I really believe that that's going to be a value add that as as employers, you know the We have an obligation to help help all of our employees be successful and in and in every dimension that we can and There's an opportunity for us to help help our work for better understand what money is and and and how they can use it and how they can build wealth and Create a better present and a better future as well and um, I'm really excited about that I'm I'm hoping that uh, we're able to walk away without this really useful information And friday is going to be on the spot and On the spot is a kind of a q&a drill fast Pace exercise that we do in our foundations class and we have an on the spot timer that basically counts down 60 seconds and You you know our audience will ask the question and Liz gets a minute to answer the question.  You need to have your questions ready and the kind of questions that you're looking for are any questions that You would consider a smart business mode and let me give you an example So I had somebody asked today in our success mastermind group there they got kicked out of their office and she wanted to know right now Like and she has to leave really really quickly So should she get her office an office that is only eight minutes away from her home? that doesn't have laundry facilities And is not as close to her employee base as she would like But it's only eight minutes. She'll be able to her kid will be able to stay in the same school and It's convenient very very convenient for her on a personal level and um, yeah And that and then her other option is almost 40 minutes away 15 miles almost 40 minutes And her child would probably have to change schools because she wouldn't be able to Drive three minutes and drive back and to pick him up and then bring him back And then she'd also probably end up working less Um, but they have washer dryer. It's a nice location. Oh, it's recommend in the reds And the rent at one location is close to the 800 and the rent at the other place is 1400 so her on the spot question was to The nine people that have been on this call today, which one should I do? number one or number two and just a quick answer and so that that's an example of what you might want to know for On the spot a question that is unique to your company That you just don't know what should you do or what do what does somebody else's company did you? Oh to do that was an interesting turn of phrase in the head right there Some Some questions Over the years we've gotten Wow So many questions and the questions that I remember because I like them Uh You are Your top 10 favorite books Right or your top two favorite books or tell us all your favorite books for a minute Um, we've gotten Your best culture building activities. You know, what are how many can you give us in in a minute? Um, Tom, you like the ones on insurance and stuff, right?  You know questions about insurance questions about, you know pay plans questions about Buying a car, you know you know Hiring hiring of anybody in your office just kind of fill in the blank and when do I do it? How much do I pay them and I mean? Some of the questions Are I mean we'll give you our best answer. It might not give you the exact Okay, well now I know what I'm going to do but you'll have Uh much better Information to work with as your your your your sorting things sometimes we can give it the answers. Yeah, this is crystal clear This is what you need to do, but um It's it's it's it's a good exercise and once you get into it. Um, usually there's there's Always an ample number of questions There's more questions than we will have time to answer Foundations we do it after dinner and it's kind of late in the day and You know, we get up early and we work hard throughout the entire day and Usually starts getting late and it's like come on guys. We've got to we've got to shut it down, you know one more one more and Yeah, that that is one thing Probably the hardest part about foundation is Believe me, you know We have to travel after we leave the class we have to travel a half hour to get back to tom's house And then we're going to have to travel again in the morning So if you're there at what times we usually get there tom About seven thirty seven eight five We're going to be out of there by seven thirty eight o'clock at night, but they're like one more question No Yeah, so that there will be plenty of questions so start thinking about your questions earlier in the week versus later And usually what the questions are also is um, they're more like what would you do in this situation and we'll tell you our perspective because Our our surprise guest as well runs their company differently than tom or i run our separate companies so Yeah, it's it's a good exercise. You get lots of different ways of thinking All right, so that's the agenda i'm glad it sounds like a lot of you guys like the agenda dine in Bridget People that I know yay Sarah foundations is the best. Yeah I've gotta finally I did a I um in the mastermind group today we did uh train the trainer And so it was a long Uh call and my window just popped up said my recording has finally finished schooling and that call It was long are you coming to foundations again this year or I guess next year in March Uh, I know we've got a lot of alumni coming I don't know if I told you I love to do my numbers when we send every found out. Oh We should get that for you sarah Yes, we should get her those numbers She wants to see where the numbers were when she signed up for foundations a few years ago We should get everybody those numbers. That's awesome. Really? Okay. Yeah like the the initial like assessment where we get all the kpis Yeah, oh, that's a great idea Yeah, that's a great idea Yeah, you can do that We um sarah, I don't know if you are coming or not this year. I thought I heard I'm sorry next year. Um Is because this year the alumni were getting one hotel for everybody to stay in so that you have your own kind of version of Of the man and maybe I was being in separate rooms, but it's not that much different, right? So after you go back At 10 o'clock at night Then you guys can still work because we know how you are crazy unless you're in um Whose group was it that played cards against humanity? Remember they played all night long Yeah It was a couple of years ago Paul maybe Oh, maybe it was paul. Yeah Paul free I knew I wish I was there when they were playing. Oh, it's so funny Uh, okay. Well, we will find yours sarah. Well, we'll dig that out. That sounds cool Uh, anything else today? What else is going on? Anybody have any questions? Anything going on We did have I did have an article that I sent over to tom That was like I just thought we might pop up for people to look at as we're opening So one of the things I like to do I'm not sure if you guys like to do this But hopefully you do is I like to look at things that are outside of our specific industry Like what are other companies doing? What are other industries doing? How are they? Maneuvering through You know this this pandemic. What are they doing that might be different or the same because One of the things that's really awesome about our industry Is that we're all really connected and and we talk about everything with each other But that's also a little bit of a Whole fact for our industry because we talk so much with each other and we share and we we Network so much Within our industry. I will last time the same ideas just go around and around and around So I like to see what other industries are doing. How are they? Moving forward. Anyway, I um, I found this You can remember was this HR HR network, maybe or oracle oracle. Yeah, I found a son oracle and Yeah, uh, yeah next week and so just seven actions that businesses need to take now And and over here on the right hand side It talks about what you know other other businesses are doing the first thing it says is business model assessment Which to me makes great sense. You need to you need to assess your business model right now What do you have to change? Because of the pandemic. Do you have to change anything? Does it make sense to change anything? I know a lot of companies in our industry are having to change something How they're doing things. I know a few companies that went from teams down to solos They're now operating as solos. I know some companies that were Operating independent contractors They found out that just did not work out the way they had hoped when things went a little wonky And so now they're looking at trying to switch over to an employee model, but um Lots of different business model Things that you might want to look at You know, that's one of the things we do one of the very first things we do in foundations. Tom remember the Wow, let's say I do you don't happen to know where that is. You know, I promise somebody and um In the success group that I would find that and send that over to him Anyway, I'll It's on share point. Oh, that makes sense. Okay um The next thing is A financial check. I think that's kind of a given right Yep Do you want me to go down and yeah, maybe So, oh, yeah, I like this. Here's the checklist now that the checklist doesn't say anything that was specific to us Tom, I don't remember. I like that there's checklists on all of these review KPIs Established or modified baseline metrics that you use to measure change examine year over year numbers Thurman determine what your customer's settings are buying and engaging We love all our customers, but some more say the letters um sales channels Uh customer segments business models, um Talk to customers and prospects. Hmm I think You guys notice that all of that stuff is stuff that we're doing right that we've all been doing in our industry as well So it's just stuff that makes sense. It's good business moves regardless of the industry This is the financial checklist What what's this say tom anything good? Yeah, um talking about calculating And I answer two fundamental questions. What is your operating expense run rate? so I guess we we spin a lot of time on this in foundations actually breaking down your your your your P and L in terms of separating cost of good sold from your operating expenses and Showing how we use that to calculate, you know, your break-even revenue and break-even jobs and stuff like that So basically what they're talking about is After you cover all your your cost to good sold How much money do you need on a monthly basis to cover your normal operating expenses? If you remember we had to go through those calculations Or we're supposed to go through those calculations to apply for your idle loan Yeah If you're a profitable, what is your cash burn rate? And that's the situation where you want to your break-even revenue I mean that's that that's important stuff to know And really a cash flow is a big deal in our industry because of The the cash the way it comes in we can feel like we have money when we don't I've worked with companies like that, right? We've worked with a lot of companies like that Tom that didn't even know they were going big price And you know with all these SBA loans and programs floating around out there You know, this is even in my mind. This is even more important because You might be burning Cash you may be burning a lot of cash and you just don't see it because it's it's lost in all this extra money that the SBA has has loaned you So Yeah, if we're spending more money, then we're we're generating in normal operating activities every month You really want to figure that out before it becomes obvious Is that Yeah, I mean there's a lot there's a lot of uh, you know, they all saying how did you go broke? And it's like well slowly at first and then very fast at the end By the time you figure out that you're you're spending more money than you're making if you aren't managing it by the numbers It's uh, sometimes it's kind of a moot point. It's too late Cash flow projections and uh working capital needs. How long can you survive with current cash and credit? Yep, at all. These are all kind of in the same area code in terms of being related to each other Explorer ways to defer payments at least towards suppliers. Basically just helping with cash flow People owe you money. You want it as soon as you can get it and money you owe other people You want to wait as long as you can before before you pay them exam examined Reexamine customer acquisition costs and total customer value Yeah, that's important. We um, we do a lot of that in main central actually That's one of the things that that we do particularly well, but we we talk about this in foundations where On a job by job customer by customer basis, we look at the revenue we generate and then we look at the labor content Or other costs to actually figure out. What is your gross profit for a customer if you do that You're going to find typically That you have a few customers that you would actually wind up with more money to bank it into the month if they just weren't even a customer that It doesn't mean you fire them But it means that you may need to go back and renegotiate your your your terms with them Maybe a different scope of work. Maybe you know increase your rate Change, you know, there's schedule Ways that you can take a customer make them profitable But if you aren't looking at this on a on a house by house basis, you're probably You're probably cleaning more homes and have less to show for it than than than than what you should be the other thing I really like about this too that I'm using main central as an example is it doesn't mean that every single customer has to be profitable either But you need to know which ones are and which ones aren't you need to know that you need to be making that decision Intentionally, you need to be like, yeah This customer is not profitable for me and it actually cost me two dollars every time I clean her But you know what? She has referred 12 people this year And all of those people turned into customers and I make bank over that two bucks that I spend every time I clean So that would be a time when you might want to keep that that Unprofitable Or you know, we You know donate cleanings for various reasons as well. So I mean, it's all over the board in terms of of What your what your gross gross profit is on a job basis? And you're right. There are times when you might for either benevolent reasons or Strategic marketing reasons make a decision to to do a job with it with a negative gross profit, but You need to be doing that Purposefully and in knowing Yeah, absolutely actions towards Expediting receivables. Yeah, I mean a lot of house cleaning companies don't get into receivables that much if you do commercial you do Typically have to deal with that people owe you money. You need to be keeping up with that especially If the economy starts to go down and right now everybody's feeling really good They've got money in the bank Let's see where we are six months from now If you have receivables get them now Get your money right now from everybody put that as job one Because right now people have the money to pay We don't know where we're going to be in six months, right? So get paid now get caught up so I actually deal with a lot of companies tom that They do have receivables even in residential because they'll now It made central you don't have this because made central kind of controlled that they're like no can't clean there They didn't pay but a lot of companies have receivables, you know, uh, she hasn't paid like three times I know she's good for it. We've been cleaning for a long time A lot of you know what i'm talking about you've heard this and you don't really understand how much those receivables are costing you It's not just that that amount of money the whole the way cash flows Really really um takes a tool so anyway I'm much larger conversation, but receivables Don't have them if you don't have to have them and if you do have some right now Get them all paid job one And you know depending on what tools you have in place and what systems you have in place I mean we've worked with with companies before where We're like digging into to their quick books trying to help them figure out why they're not not getting the return that they would hope to get and Point out it's like gee it looks like yet, you know, you've cleaned this home a half a dozen times and they haven't paid you And it's like what I didn't know that it's like wow. Okay. Well I know about your company was watching that yeah Uh, they're talking about keep looking for funding avenues draw a line of credit to extend your runway It's for vendor financing. We've talked about this a lot during you know early on in the coveted, you know Crisis you want to make sure that you have plenty of working capital and If you've got your idle monies and your ppp monies and you know, some of us were going out to banks to get more lines of credit and Two schools of thought all this and there's a lot of people that like the idea of I'm not having debt And I'm I'm down with that too. Just Make sure that you've got you know enough cash available to carry you through any any unexpected downturn. It's kind of hard to imagine that right now with the Adding 2.4 million jobs over the month of May. Everybody's feeling really good. Um Yeah, I don't know Well, I I can't remember if it was Leslie or Steph Leslie turned her Idle monies back one. Yeah, she put her money back So, you know, it's not that you have to be keeping that but looking at it is what they're saying, right? Yeah Make sure that you're paying attention to what different funding avenues are out there for your specific company There's a lot companies Didn't do that weren't ready and there are companies now that couldn't make it until we reopened So you don't want to be caught in that situation but We're um Kind of tight on time. So we're going to kind of Michael clear the rest of these quickly health safety legal examine And examine and work within city all our local, you know laws basically a facility plan for your warehouse plan We've talked about these before PPE health safety And really training falls into this as well, right? Your safety Yeah, COVID-19 training Well, we're I think we're more up on this than most other industries. I think this is one that we do really well in scenario planning Sensitivity analysis sales and profit forecast that's a fancy word for what if analysis just a simple spreadsheet where You change the revenue to see how it impacts the bottom line gross profit and net profit Adjust the amount I actually have our what if spreadsheet right on my desktop tom. You want to share? Yeah, because I pulled it up. Let's see if I where is it? Here it is Yep Let's see On my screen. I remember it's hard to share. I gotta do the application window Share What did I just do? I'm trying to pull it up Um, okay. I gotta stop sharing mine. I guess now I'm gonna share yours Did did it flash for a second all yellow and peach? No, it's just all white and white Hmm. Do you see it now? No What do they call it a polar bear in a snowstorm? Yeah, let's see. I wonder I know what I'm doing wrong here But you're sharing something that you're trying to maybe you've just got the wrong screen selected I only have one screen.  Stop sharing or hide Let me pull up Again, I bet I picked the wrong option We're sharing. It gives you a lot of options for sharing here. I'll try one more time Application window Let's try this nothing. Yes No Um, there you go finger Yeah, so this is the what if this is model And you want to explain it time you're going to be much clearer talking about numbers than I am Oh so Which the peach the convention that that that we use with with, you know, all the material that that liz and I do with Spreadsheets is the peach colored cells are the variables that you can change. So um, and you've got like a base A baseline and I guess three different scenarios So you can assume your your customer loss rate per month Baseline is is is five percent. But if you want to see What happens if you change that to say four percent scenario two you can do that Switch it over to percent so they can see how the numbers shift Yeah So depending upon what you plug in those peach colored cells for, you know, customer loss rate um Percent leads that book in the first clean percent This is new by the way. I haven't seen this. How long have you had this? Oh, this is old tom. Look at the copyright on it 2010 Really? Yeah Really? We got so much stuff. It's so old. You don't even remember it So yeah number number of leads per year So for so depending on how you change those peach colored cells determines what happens in all the white colored cells Which is what you're really interested in number of customers Um in revenue You see how you can just grow these numbers by changing one thing So these are cool little spreadsheets that you can Create and work with that have a lot of great information Look at the like this, you know, I didn't create this look at the spelling on regular number of regular customers This is the protected sheet it says All right. Well, I know we have other stuff we're looking at I'll get rid of this and I'll stop sharing I just thought it would be interesting to see what we're talking about and then they're actually talking about this in this article is you know run run some of these and and find out What what what opportunities you have in your business and and what talent is you might have and where you're going and You know just sort of running different scenarios. Well if things do get bad in september what might that look like? Yeah, right if they don't what might that look like and this all ties in together back to the financial sheet you know, what is your You know operating expenses on a on an average month you need to know that because you need to know And and you need to to be able to do sensitivity analysis to figure out how many homes you need to clean in order to cover that And if you're only at say 80 to revenue, are you making money? Are you losing money? What do you need to change in order to get yourself to the level of profitability that that you need to be? Or you know, if you can't hire enough people, you mean the questions go on and on and on but you You know You know your ability to pay the bills and and and make money and accomplish The things that you set out to accomplish the whole reason you're in business to begin with Yeah Yeah, all right. Well, we've only got about five minutes here. Tom. Did you was well, can we get hit that? That thing one more time. Just go through the rest of the questions. I think what were we on number five? Yeah, our customer retention and acquisition I think is number six Maybe we can jump on this Tuesday since it's going to be kind of an open You know catch it for the week. We can back this because this is awesome. I like this. Yes, good stuff pricing You know, is this a good time to be looking at all your customers and what your? Bill rate per hour and gross profit is on a per home basis. And is this a good time to consider price increases? And really just thinking about it in terms of strategy not in terms of Tom, are you raising your prices? Liz?   What's your strategy for your company? How are you thinking about what you're going to do? Whatever your strategy is you'll be able to justify It's gonna be really hard for you to justify my strategy Right if if you're like, well, I know this other cleaning business and they raise their prices five percent When your customer calls to complain It's not gonna fly Then I don't really care how much I raise in my customers Organizational line is the last one which kind of makes sense because I mean some of us Had shut down completely for a while and you know, I think all of us had seen some loss of income that You know made us take a look at our organization and make some adjustments on the indirect labor side When we're piecing it back together and ramping up again, what's the most it's an opportunity You know, how do how do we get our organization put together in a way to perform at a higher level? We're Into this here for the last few minutes. So what was being back to this? Well, we'll play with this some more next week um Want to share again our schedule for next week since this is gonna be um be new for us You're also not sharing your screen time if you think you are Yeah, you're right. I knew that because I was and then I wasn't yeah, then I was So I was like showing that I'm glad we didn't spend more time looking at the uh, I would have called you out on that That's sweet I can see it I could tell because you were looking over there Sean's going to be be with us monday and we're going to be Learning some tips to help with recruiting. You know, I think a lot of us We're in a situation now where where that would be useful. So i'm excited about that Yeah, me too He's a great guy too. So for those of you that don't know Sean and not only are you going to really love this information? He's actually a really great guy. He's really interesting And I I think everybody's going to really enjoy having him on On the case with live next week. He's uh full of energy dynamic Yeah cleaning business owner he um out of out of cleveland Cleveland, Ohio and he's done a lot of stuff too. He hasn't just you know, he's not like a one-trip pony Yeah, you're right. You're right. He's uh So, um We're we're about out of time here. Does anybody um have any any questions? I just want to hit on real quick Tom about um, just a reminder that you can't sign anybody up for for classes, but create your Your schedule you guys next week you'll be able to and you're going to be able to organize it You're going to be able to manage that really well. So get your list of people figure out who's taking what classes How are they going to do it? And you know, how are you going to how are you going to implement that make make your plan now? Get that done, but don't do much more than that because it's Friday Right enjoy the weekend.  Thanks guys I'll be taking a poll on monday. I want to know how many people got haircuts over the weekend. I'm just curious Bye y'all


The conversation between your dad who is effectively a co-founder and his view on social media versus your view on social media. It even happens in this podcast where it's like, I'm in my 30s, the team here is in their early, early 20s and it's so much different. But to me, I'm convinced it's everything for brands today, especially as we enter a recession. It's your best, I think, investment you can make in a business. I agree. But I feel like some of the older generations are like, what is this TikTok thing?


Hi everybody. I wanted to introduce myself. I know some of you, a lot of you, have seen my videos before. Today I want to be a little bit more serious about this channel and I want to give you some information. We're going to start doing these videos on a regular basis. And I want to start by introducing myself. And my name is Lisa Larson. I run PawsTalk, Animal Communication in Reiki. I'm an animal communicator. I'm a Reiki master, a shaman. I'm an author of PawsTalking, of course, in communicating with animals. And this channel is going to be not so much about how to talk to animals, but the things that I've learned about animals so that you can learn to understand your animals better and understand animals in general better. So the thing that's exciting about this is that I am going to have a partner in this. And we lovingly call him podcast Pete. And I'm going to introduce him to let him introduce himself. So podcast Pete, take it away. This is podcast Pete. I'm an animal communicator. Unfortunately, I only went one way. I always thought if I made a communication to them, that was it. We're done.  Time to eat. You want to go out? And fortunately, you know, this didn't represent me as well as it possibly could have. And I've been lucky enough to be invited to join in this podcast. And we're all going to learn together, apparently. Some of you will learn faster than I. And some of you will be at my speed, but we'll enjoy it. I'm glad to be here. Fabulous. Okay, well, Pete, you want to take it away? We're going to start with what animal communication is. I think some some people don't really understand what animal communication actually is what I do for a living. But we're going to start with that. So we're going to just give you an intro on animal communication. Well, you know, I'm sure that a lot of people would love to know how you got started. I've known you for a long time. I've known your husband for a long time. I went to your wedding and I never knew how in depth and how proficient you are and have become in the realm of animal communication. A lot of people, including me, don't really know what animal communication is other than are, you know, my history is limited. You know, I grew up with Rintin, Tin and Lassie. They solve the episode every time. And, you know, that's about it. But as far as really enjoying affirmative back and forth, I've never even known it could exist, did exist. And yet I've known you for years. And apparently, now we're going to delve into that. And it's exciting. Very good. Yeah, well, it's interesting, because when we first met, I wasn't doing it. I was doing tarot. I knew how to do tarot. And I think we had that connection, you know, because we both had that metaphysical connection. But I didn't start, we've known each other. Oh, my God, 30, 40 years. We met when we were just babies. We were just babies. When I was in the world, he helped me through it. Okay, well, how I got started is that I had a cat named Cairo, and he was just the love of our lives. We found him on the street. And at one point, we realized that he wasn't doing well, and we were going to have to... Well, I heard somebody the other day say we shouldn't say put them down, we should say lift them up, because that's what we're doing. We're lifting them up when we euthanize them. But we had to make that decision to lift him up and euthanize him for his own good, so he wouldn't suffer. And I had called a woman who had helped me rescue him.  And at that point, I had heard about what it was, like I said, I had done tarot, I had, you know, was into metaphysics. And I'd seen it, I had even thought about getting a animal communicator for our cats. But like anybody else, I didn't know who to call who to trust or anything else. And she came over, and she was so helpful, and gave us such peace and such comfort, that after it was over, I thought, you know, if I could do that for other people, that would just be the greatest thing in the world. And it is. And she and I became friendly. And she found out that I did tarot, and she found out we had other similarities. And she said, You know, if you can do that, you can do this. So I started reading just, you know, my book wasn't out yet, obviously. So I picked up a couple of books at that time, there were very few books out about how to do it. And then I chose someone to take I chose several people to take classes from I've taken classes from Carol Gurney, I've taken classes from Marta Williams. And little by little, I just practiced I started a forum and just did.  And it wasn't anything serious. But it was, I did that for about three years before people started telling me, you know, you're really good, you really need to be doing this professionally. And after that, we had made a move. And I used to be a college professor. And I lost my job in the crash of 2008. And just never looked for another job, because people just at that point, it was almost like it was meant to be because people at that point just started calling me. And I've been doing it ever since. So it's it's just something I love. I specialize in animals and speaking to animals in spirit, because I'm a psychic medium for humans as well. And and Cairo, I always credit Cairo for helping me push me in that direction. So your profession blossomed. And like, like any other beautiful rose, there has to be ingredients, there has to be reasons, there has to be factors, there has to be the fertility of earth, there has to be the sun, there has to be the rain, there has to be hardships, there has to be the little struggles good for a plant, there has to be reasons why the rose is. And in this case, what would you say are the reasons for your business and your profession and your help with other people to blossom? So in other words, the reasons that people call me? Yes. Yeah. For a number of reasons. Well, like I say, I talk to animals in spirit. So a lot of people call me after their animals have passed. Some call me to help their animals pass because I work with animals who are fatally ill and seriously ill. But they also call me for behavioral problems. They call me if they're if their animal is having a problem with inappropriate elimination or aggression or anxiety, things like that, things to help the animal feel better, helping people understand their animals better. I had one woman who called me, she had she had a horse and she had him for about a year and a half. And this horse was just kind of really agitated all the time and just angry all the time. And as I was talking to him, I asked him, well, your mom really loves you and wants wants to have a relationship with you. And he kind of, you know, did one of these things like, yeah, oh yeah. And I said, you don't think so. And he goes, well, I said, doesn't she come and feed you? Doesn't she brush you? And he goes, yeah, she comes and feeds me and brushes me and cleans out my stall. And it's all like a chore for her. She comes, she does it, and it's all a chore for her. And as I was on the phone, telling her this, I could hear her start to cry on the other end of the line. And she said, you know, he's exactly right. How am I expected to, how do I expect him to love me and show me that kind of compassion when I'm not doing the same to him? So I gave her the suggestion of going in and doing it with a purpose, you know, brushing him with a purpose of doing this out of love, feeding him on doing this out of love, and then just sitting with him and sitting in his energy and connecting with his energy. And a couple of months later, she emailed me and she says, I have a whole new horse on my hands. We have a completely different relationship. So that's so very satisfying in that respect. My hope is that I help people understand animals through their perspective so that they can look through their eyes. I think it's amazing that that people have an opportunity to even understand that this sort of level of beautiful communicating even exists. We've all been around animals. We've all have considered ourselves communicators, even though it's just been one way send. And I hope you get it. And I tried and good enough and I got to go do something else. And, you know, I, you know, to to understand that there could be an interchange to understand there could be a deepening and to feel that there can be a furtherance of a relationship with a non speaker. You know, this is this is all so very new to me. And I'm sure to a lot of people. So it's exciting that this can be not only explained, but also maybe illustrated and maybe even demonstrated and possibly help people get a little deeper into their love of their animals. Absolutely. And it's interesting you said about a non speaker because I had spoken with animal and animal and spirit for this one woman. And she took it to the next step and she called me later on. She was so happy with the reading.  And she wondered if I could connect with him. And so I said, Sure, I'll give it a try. And I did. And it and it helped immensely. Help her helped her understand what her son needed, what what made him happy and and all of that. So, yeah, I mean, this is I look at this as something that transcends species. It's it's all of our spirituality and the connection and the love that that we that we want to connect with other souls with. Well, it's an acceptance that it can be done. And many, many of us haven't even ever considered it. So, this is obviously a well of opportunity here. As far as how to do it, that's that's going to be in your hands. As far as how well it can be done, that's going to be in your hands. And just I'm glad to be sharing it with you. Oh, that's wonderful. Thank you. Thank you. This book can be purchased where? It can be purchased at Amazon in hardback and ebook. It can be purchased on ebook, on Apple books and on Barnes and Noble. And and yeah, let me let me tell you a little bit about the book because what I really love about the feedback that I've gotten from this book is that even though it was written primarily for people who want to learn to speak to animals, I've gotten so much feedback from people who don't necessarily want to speak to animals, but want to understand animals better. And because of the stories that I put in there, I've gotten feedback that it just really helped them understand better. And I got a wonderful comment back from a client a few weeks ago. One of her cats had passed and this was a long term relationship. And believe me, I feel like I develop relationships with the animals as well as the humans, as well as their guardians and their their their moms and dads. But anyway, after the session was over and she was really pleased, she said, I just needed to tell you that one of the reasons I was able to make the call to the vet was because I had picked up your book. She says, I read your book when it first came out three years ago. But I remembered the chapter on animals and spirit and the transition and helping them transition in euthanasia and I went back and read it. And reading that gave me the insight and the courage to call the vet at the right time. And that just made me so pleased. I felt so honored that that I could help her in that way. It's a very difficult call to make. It's a call and it's a decision that I'm sure everybody needs help with in some way. The reason I asked where the book could be gotten is because I'm halfway through it. I don't know that I'm a communicator yet, even though I've always wanted to communicate well with the quadrupeds of the world, etc. However, what I've gathered, what I'm gathering from the book now being a little over halfway through it, is a humanness. And to basically center and concentrate and dwell and affix and settle upon humanness is quite quite a beautiful position that I'm sure animals feel. And we as people in our busy schedules don't stop long enough to consider it often enough. No. Yeah. Oh, thank you. I yeah, no, I don't think that we do. I think so so many times people just they take animals for granted. We don't even understand why they named the place the humane society until I'm reading this book and I realize, aha, it had to be named that because if you're humane and you have humanness, then you're likely going to enjoy learning how to communicate better. Yeah. And this segues into talking about things that we will talk about in the future. I mean, we have a list a mile long of topics that we want to share with all of you guys. We're going to do a little series about taking a few chapters from my book. I would love that. And we're going to talk about that. And I love that you're that you're right in the middle of reading it so that we can we can talk about that. And I also want to know want you guys to know that I teach classes as well. So I've got classes coming up and we'll as we we put out these these podcasts, video casts, we'll we'll let you know and we'll put the information down in the and wherever this is on YouTube. Frankly, whether I communicate deeply and well or not is going to be something that's going to have to just remain to be seen. But I have learned so much about humanness and I've learned so much about the extra consideration of the extra things that affect the Union that affect them individually that affect us individually. You know, I think it's going to be something that will open my heart, open my mind and my intelligence, but also hopefully open myself to them. You know, and that's the whole point, beautiful beings. That's the whole point. And I love the way that you said that. Thank you. So I hope that the people watching, I hope that that's what they get out of this too. So I think it's probably time for us to close here. This is honestly, this was a test run for us. But if I can clean it up a little bit, we will put it up. I think it went well. And I am looking forward to talking to all of you guys again with podcast Pete. I'm really, I really hope that if you guys enjoyed this, please give it a thumbs up and please hit that subscribe button so that you will maybe the bell so that you know that when we put other videos out and it may take us a little bit longer to get started, but we're going to try our best to get things out every week or every couple of weeks. And also, if you have questions, if you have topics about animals that you would like us to address, please put them in the comments. Please feel free to comment and let us know what you're thinking, what you'd like to hear. And we really appreciate that you coming around and joining us today. And I'm Lisa Larson. This is podcast Pete. I guess I have to give myself a nickname of some sort now because podcast is such a cool name.  Okay, very good. Well, thank you so much, Pete. I love you and I will look forward to doing this again and thank you all for joining us. I will look forward to seeing you all again. Thank you for writing here. Bye bye. This is podcast Pete and now we've come to my favorite part of the segment when I get to ask questions about what's on my mind and possibly on the minds of others about the animal experience. Number one, having started this book, I realize I've been more animals in the book than I have been the people that had the animals.   I have to consider that animals in their very nature are possibly born and created humanely and they're humane. And maybe we have to get out of our own little small worlds sometimes and join them in it. You know, I mean, I've meant well, you know, with animals, I've tried to give them gifts. I figured that's a good entrain to possibly a bond. But I had no clue that they actually can communicate back on levels other than do I look hungry, hungry because I am. Well, you know, what you said was just is so important about you being the animal, because that is exactly what I am what I strive to do in helping my clients understand animals experiences through their eyes through their perspective. And it's so important because when you do that, when you put yourself in that place, because I will do that a lot of times to help people understand.  How would that make you feel? E not so good, you know, so if we put ourselves in the in the positions of how we treat animals with most times without even thinking, then all of a sudden they become more sentient to us. They become those emotions become more real to us because they don't experience emotions any differently than we do. They just express them differently. I suppose that's really the key in the lesson is that we have built in potentiality and the possibility of more access to them to enjoy more things with them on levels other than are you hungry? Do you want to go out and stop barking? I've got to go to sleep. So or stop whining or whatever. And and this interaction is, you know, is new to me. You know, I was always happy with what I was doing, not realizing I wasn't doing anything. I was just kind of like walking the same path, but never interacting and enjoying a deeper communication. Yeah. And that deeper communication is so important. And it's what I realize it's what what I call a soul contract. And a soul contract is when we're on the other side in spirit, we make agreements with one another that we're going to come back into the into a physical lifetime and and teach each other things through our experiences, our relationships, our behaviors. And so often it is my firm belief and I'm not saying that mine is the only right belief by any short by any stretch. But is my firm belief having done this this work that animals come to us for a reason, they come to teach us things, they are our teachers. And we are theirs. So when I talk to somebody, when I talk to an animal on the other side, one of the the main questions I ask on each side is, what did you come into your parent's life to teach them? And what did your parent teach you in this lifetime? What do you come into this lifetime to learn? And and it's it becomes so much deeper. And as a as a psychic medium as well, because I talked to humans on the other side. What I find is that with with a mediumship reading with humans, a lot of the time the evidence is the message itself, because human lives are so large, we've got work, we've got travel, we've got friends, we've got family extended family and all of these other things that we do. But when you think about it, animals, we are their entire life. We are their entire world. So I can go into an animal reading and I can get information. But that will be I can do that fairly quickly because their lives are so small. But once, and I'm talking about talking about to an animal and spirit, but once I've gotten past that evidential information that helps the person know that I'm talking to their animal, there are times when animals can give the most amazing spiritual messages. And I did a talk on this at a spiritualist church and I can link that someplace here, here, wherever it is on YouTube that I do that. But they they sometimes have the most spiritual messages that apply to everybody that can can apply not just to their person, but to everybody, because it is my belief. And again, I don't I don't put my my belief above anybody else's I know that everybody has a lot of different belief systems. But give given this work, it is my belief that in the whole process of reincarnation, we have to be a human before we can come in and become an animal. Most people think of it the other way around. Most people think you have to become an animal first. But I think animals are more spiritual. So I think we have to live that that that kind of down and dirty human experience before we can rise ourselves up to to have the spiritual experience of becoming an animal in a reincarnated sense. Well, the term reward is going to assume some new dimensions from what the norm is as far as just the not the superficial, but the superficial, as far as things and, and places and treats and, you know, and and comfort because communication is a whole another level of love and beyond that, as far as something that rewarding. Yeah, really is. So let's let's stop it here. If you want to hear more about animals, if you're enjoying listening to me and podcast Pete, please hit that like button, hit that subscribe button and join us again. And we will be talking about all sorts of different topics and you can if you're interested in my book, you can get it in Amazon. I'll put some links down below for where you can get the book. And if you and please comment, if you if you if this inspires you what you think about animals, if inspires you in any way, please let us know what you're thinking and and let us know some other topics that you would like to hear from this. This right here was just kind of a back and forth that we wanted to put out there, but we're going to have some very focused topics, some from the book, some just from my experiences and all all hoping to give you the experience of of helping you understand animals better. So thank you, Pete. I love you as always. And thank you guys for being here. We really, really appreciate it and we will look forward to seeing you next time. Lisa, I love you and we're going to enjoy learning this together. Yes, we will love you. Bye bye.


Okay, oh, there's with the happy feet and jump. Oh, don't do that there. That's your teammate. All right, there's Brian, line up with Anthony. Oh, Anthony, Avery, no, don't let him do that to you. Oh, man, oh, crucial. Looks like 88 still got it. Don't get mad, it's just what it is. It's what it is. Yeah, we talkin' sport shot, I think gravin' been. The YouTube team keep it clean. Before we get into why there's Brian, might not be the biggest G-Roll fan. I gotta give a huge shout out to all the team keep it clean patrons. I appreciate y'all, again, just being willing to do what you do. Thank you for that. And we will be doing another episode of the team keep it clean patron only questions from subscribers soon this week. So on today's Brian, who really doesn't seem like he's the biggest fan of Raven's offensive coordinator, Greg Roman. Now, I know you have all seen the Instagram post by now that he put out yesterday. And it was very interesting because his caption didn't even really say too much, but it was the, his reply to the comments under the caption that really told the whole story. Now, the caption again is said, I'm gonna post clips from time to time while being with the Ravens. We don't talk about the things we can't control. We work on the things we can. And he also said, three gorgeous passes from Lamar Jackson. Watch the whole video. No OTAs, no mini camp, no training camp for three years. Let that marinate. So that's basically there's Brian saying, hey, we can't talk about the things we can't control. We just gotta work on the things that we can. And that's true because when you get caught up too much on the things that you have absolutely no control or no power over, it's almost a waste of energy. But when you work on yourself, continue to work on yourself, that's a much more valuable way to spend your time. But then it goes on because somebody commented, they said, the QB is dropping you some nice dimes too. And that QB, of course, was Ravens Lamar Jackson. And there's Brian responded. He said, yeah, that's Lamar. I'm posting this because I'm tired of hearing that he can't throw whenever he's not getting a real opportunity. But wait a minute, how does that make any sense? How would Lamar Jackson not really be getting an opportunity to throw the ball? Because usually when you think about somebody not getting an opportunity, you think about maybe a backup, maybe somebody who may be third string, maybe somebody who has all the potential in the world, but they're just really not getting on the field like that. But then wait, Lamar Jackson is none of those things. He's not a backup, he's not a third string quarterback. No, he's somebody, he's a starting quarterback for the Baltimore Ravens. So how would a starter not be getting opportunity? How would a starting quarterback not be getting opportunity to throw the ball? Well, that will go to play calling my friends, that will go to play calling. And then if you look at the passes that Lamar was throwing in those videos, you know, there's Brian, he put those passes intentionally because he was showing that Lamar can do, because there still seems to be this strange narrative. I see it all over, I see it in the media, I see it in the comments section, I see it on Twitter, Facebook, all of that stuff. There still seems to be this strange concept in this narrative that Lamar Jackson just can't throw the ball.  I continue to still see that same narrative, but this is there's Brian, somebody who only played with Lamar Jackson for half a season. And even though he didn't get, there's Brian himself didn't get many opportunities. And when you look back at it, it almost seems like the Raven signing him was just for show, when you really sit down and think about it. Because yeah, he had his, what do you have? Like two touchdown catches, I think. And, but he just, he was not used much at all. And I really thought that, initially when he first came on, I was like, okay, they signed there's Brian. Yeah, it ain't like he about to go off from jump. It ain't like he about to go come in the game, get signed, come in the game, put up like eight catches for a hundred yards, anything like, no, I didn't expect that. But I certainly expected a little bit more than what we got. Little bit more than what we got because they signed there's Brian. He came in the game and then the following game, he was inactive and then for the rest of the season, he was active. But you just really never saw him on the field too much. But so it was just strange. But anyway, back to Lamar Jackson, with there's Brian showing those fade routes, those jump balls in the end zone, that a lot of people say that Lamar Jackson for some reason can't throw. He was certainly throwing them there. So what is this lack of opportunity that there's Brian is talking about? Well, you know that has to be directed at Greg Roman. It has to be because Greg Roman is the Ravens offensive play caller. He's their offensive coordinator. So with the Ravens offense, and it's something that we've talked about before too, and we're gonna talk about it extensively later on, but it just seems like this Ravens offense continues to, and they kept having the leashes on Lamar Jackson. They kept on doing it. And that has got to go. You gotta stop doing that. You have to. Because one thing that I really thought was going to be involved in the Ravens offense this year, both before and after there's Brian got there with the jump balls in the end zone. Cause you got a Miles Boykin. That's what he's there for. Mark Andrews too. And Mark Andrews gets some opportunities for those, but Miles Boykin as a wide receiver, you ain't seen none of that. I remember, I think it was week one. It was week one. We saw like a comeback play in the end zone intended for Miles Boykin. Initially I thought Lamar Jackson through the ball too early, but I know a lot of people who know the X's and O's a lot better than me. They said Miles Boykin broke on the route too late. But to my memory, if my memory serves me correctly, and y'all of course correct me if I'm wrong, but that is literally the only comeback route I remember being called this entire season in the end zone. And let me know if I'm wrong. But it's like, you try something and it doesn't work so you stop.  What's that? What does that do for your quarterback? What does that do for your receiver? What does that do for your entire offense? That just basically lets them know like, hey, we tried this once, didn't work out. You know what? Accent. Throw it away, this garbage. How is that helping your quarterback grow? How is that helping your offense grow? How is that helping your receiver grow? And then even if you scratch the whole growing receiver, you got a receiver that's already grown and there's Brian. That's a man. That's a man. So with there's Brian, you know what type of receiver he was before you signed him. You knew that. You knew that already. You knew who he was before you signed him. You know what type of receiver you know what he thrives at. You know what he was good at. You knew what he was bad. You knew all that stuff before you signed him. So why would you sign a day as Brian and not involve him, not play his game? See, and this is something else that for me personally, it frustrated me about this Raven's offense. If y'all were here last year, y'all heard me say it going into this off season. Y'all heard me say it so many times. One of the biggest things that I was expecting from this offense was that they continue a lot of the running, but they upped the passing game though. I expected them to take a jump forward in the passing game and I expected this offense and I quote, to evolve.  One of my biggest worries, again, another reason why I say I know Ravens need a true number one wide receiver, but I don't want them to drive somebody is because I am scared that with the Ravens and their coaching staff, that they are not going to use players to the best of their abilities. They don't do that. They don't do that. It took them forever to actually have Hollywood in the slot and they of course had him as an outside receiver too. He can do well in both just depending on the situation, but with Devon DuVernay, it's like with Devon, the physical guy, physical receiver, speedy receiver too. I think Ray Lewis just said it best in a video. I'm not sure when the video was from. I know it was recent though. Ray Lewis just said, hey, the only deep threat receiver that the Ravens use is Hollywood Brown. That's it. And that is it. And it's either all or nothing when it comes to the Ravens and those deep passes because if it's either only Hollywood going out for the deep pass or it's all of them.  Everybody, just go. Everybody. And we've seen so many different breakdowns. We saw, excuse me, we saw JTO Sullivan's breakdown. We saw Kurt Warner's breakdown. And that will continue to be more, but it's just the Ravens and the staff, they do not use players to the best of their ability. And that's why it's so frustrating. You bring in a Dez Bryant, and you notice dude amazing with the comeback route. The back shoulder throws. That's him all day.   Did Dez Bryant get even one of those? No. He didn't. He sure didn't. There were plenty of opportunities for him too, but he didn't. So Dez Bryant is just pointing out like, hey, there's a problem with the Ravens playcaller. He's letting it be known. I guess this is like over this past week and a half, you got Steve Smith senior, you got Ray Lewis, you got JTO Sullivan, you got Kurt Warner. You got a lot of, a lot more people too. That this is just national call out the Ravens offensive play calls week. This is it. So with Dez Bryant, it's no different. It's no different. He's just saying what everybody else knows, but he's speaking from somebody that was literally right there. He's not an outsider looking at, no. He was right there. Right there. In the middle of those play, well actually, not in the middle of those play calls because he wasn't involved much in those play calls. So he knows. And Dez Bryant, now real quick, Dez Bryant also said that he's not retiring. He said that he's gonna play at least two more years. That was also in the comment section. But somebody asked him about G-Roll. Somebody in the comment section said, yet this is never called in the game. G-Roll has to go. And Dez Bryant responds. He said, I haven't posted anything yet. Stay tuned. So he let it be, like he didn't defend G-Roll at all. And when he said, I haven't posted anything yet, that's letting you know like, oh, I got way more to tell than just this. So with Dez Bryant, I know a lot of fans have been kind of on defense on whether he should return to the Ravens or not, whether he should come back to the Ravens or not, whether the Ravens should resign him or not. But I really think that, I think Dez Bryant will love to play for the Ravens again. I really do. But I do not see it happening if G-Roll remains the offensive coordinator. I don't. I do not. And I think that not only goes for Dez Bryant, but that could go for a lot of other receivers as well. It really does. Because the offense does not use players to their best ability. Miles Boykin, again, we talked about him already. We talked about DuVernay. Proche.  And again, I know that you can't involve every single receiver in every single game. We get that.  Those were your starters. So DuVernay, he was used seldomly. Proche, he started being on the inactive list. Dez Bryant was just hanging around, chilling. So yeah. And then this offense is already, that little amount of passes to go around as is, but still, these guys, they just, they don't get used to their full potential. And that's what's so frustrating. So, just like I expect Dez Bryant to be, if Greg Roman remains the offensive coordinator for the Ravens, I'm out.