Why Contractors Stay Stuck (And How to Actually Scale)

What up, people? We are back. Rewired episode 13. This is a pop-up live. I didn't tell you guys that I was gonna do this, but I'm excited to be back in Guatemala for 6 weeks and the Wi-Fi was terrible. Now I'm back in St. Pete. I'm at a different place and I'm actually just testing to see how good the Wi-Fi is, so I think it's going to be good. Um, I got a— my buddy Carter Grooms coming on. Carter is crushing it, um, great sales guy, was in the home improvement space doing sales himself for a paint company for a while. Now he works for a company called Search Click Grow, um, which helps contractors stop guessing, start growing. It's kind of the goal, um, and full-service digital marketing agency built exclusively for contractors. So we'll get into all that stuff. Um, first we'll talk about Carter, his— how he rewired himself, his own kind of mental journey, and then kind of getting into that, some of that stuff. You guys have questions in the meantime, you can put up comments. Built School Community, we are chugging along on that. So the mission: build from peace instead of pressure. How do you build your life from peace instead of pressure? How do you have those tools? Because I was there for 3 years, stressed out of my freaking skull, hating my life. Didn't even want to be an entrepreneur. And now the business is bigger than it's been, but I've never had more internal peace because I did the inner work, what I call the inner work. So we got to do the inner work no matter what. Um, without further ado, Mr. Carter Groves.

Hello, hello.

What's up, bro?

Oh, happy Sunday. It's a good day.

It is a good day. Good day for lives. Weekends, weekend's a good day. People probably at church right now, actually.

So yeah, um, cool.

What's going on with you? Tell me, catch you up to speed on Carter Grooms's internal journey.

Yeah, that's a whole book, but, uh, it's something that's always forever continuing on, uh, but same thing, you know, I've went through those trials and tribulations of ups and downs, very stressed. Um, one of mine was when I got into a leadership role and, you know, building up a sales team. I took a lot of out of me because I, I thought I'd just be selling a lot and teaching how to sell, but it ended up turning into, you know, a lot of rehiring, babysitting, and then figuring out I hired some of the wrong people, then have to go back to the drawing board. So it was just a lot more than I think. Um, I think that kind of goes for anyone though when they're starting a business or getting into something. It's a lot of figuring it out as you go.

So that, so that experience, so you, so you start out wholesaling actually?

Yep, yep, definitely.

How about wholesaling though, and what the transition, how is wholesaling though kind of internally, that experience? Was it just freaking chaotic as hell, or?

I mean, it was good. I liked it a lot because I thrive in a lot of chaos. You know, if the day gets boring, I get bored and I'll just sit around. So I can't do that. I have to always be doing something. Uh, but wholesaling definitely taught me a lot. I mean, that's what got me into the home improvement space in general, because at the end of wholesaling, I did a few fix and flips. And, you know, hiring some contractors, getting presentations, having people come in and out of the house, I was like, huh, this side of the business is pretty interesting. Um, you know, when you start— I, for instance, I did it in a market that I'm not from or know people. So down here in Florida, I just had to get on Google, type in painter near me, Electrician near me, plumber near me, and that's how I met contractors. So, um, that transition, I think it happened for the better. I liked wholesaling a lot, but a few things just slipped up at the end with the market, with a few fix and flips we had going on. And that's when I realized, I'm like, hey, I really got to step back and get into a sales job again. But I really liked that side of the home improvement because, you know you come in, you do your work, and you get paid, and you go on. With the, the flippers got to sit there, and they got hard money loans, they got to wait for the house to sell, they're dealing with realtors, clients, so much more. But yeah, that's kind of what led me right into, you know, home remodel and home improvement sales was wholesaling in general though. I've always loved residential houses, you know. I kind of know now anything to do with a residential house Wouldn't consider myself a commercial expert. Some of our guys do a lot of commercial work that we work with now, but residential is definitely where I thrive and what I know best. Love it.

So yeah, a lot of experience in the, in the home improvement space. I want to really dial into like— I'm gonna, I'm gonna hammer you here. All right, all right, but it's okay, you're ready for it. I want to talk about the difference, like, when, when you were operating in the wholesale business, or even, um, as you went into this other position, what are the biggest things you battled with internally? Internally, whether it's like overthinking, belief systems, and what have you done to put yourself in a better position now?

So it was definitely some overthinking with wholesaling, um, and a lot of always you're kind of in— when wholesaling, there's a lot of moving parts always, and a lot of times you're not in control anymore because you're kind of stuck in the middle. You know, title could slow down, buyer could slow down, hard money could have not approved the buyer the day before closing. Like, there's so many factors, and I think I let that get to me too much. Like, if I just would have let it go, closed my contracts, gave them to Dispo let the deals get sold. Like, if I would have simplified it like I've done with my life in the last 2 years, I would have had a lot more success. Like, I think I just— I was so tied up in when's this going to close, why didn't they get the money for this, why isn't this going at this rate, why is the contractor not done at this house? Like, rather than just letting it happen, because everyone in a big business has those same things happening and I think, you know, age had to do with it a little bit. Being younger and now like getting into more— like, I wasn't really tapped into my brain at all back then. It was kind of just like hustle. Like, that was really what it— my whole wholesale company and experience was just built on hustle and like grinding. It wasn't— I didn't really have much mental clarity because I was just in chaos all day long. I think that was one of the best ways to explain it. And, you know, we did have like the good months where you're like, huh, everything's going a little too perfect right now, something's gonna happen here soon. Yep.

So the body's used to that stress.

Yeah, exactly. And I had to learn how to like detach myself from that. And like, the way I break down my days now are very simple. Like, I need to eat, I need to go to the gym, I need to take care of my dogs, spend time with my girlfriend, and do my job. I have 5 things I have to do every day. That's it. As long as I do those 5, there's not a stress in my body. There's no anxiety because like anxiety comes from what you know you need to do, but, um, you're kind of pushing it off a lot. So yeah, that's, that's really helped me a lot. And wholesaling was kind of like, you know, you wake up, you're like, what's gonna happen today? Like, now I know for the next 2 weeks what's gonna happen every day. Like, I might get someone on my calendar random here and there, but like my next 2 weeks are planned out and And it's very simple, very smooth, very— it's not easy, but like, I put in the work to figure out how to do this and how to simplify my weeks and stuff.

So yeah, I think that's an impor— really important point you bring up there is, you know, detaching from the outcome, it does cause a lot of stress and anxiety. We're trying to control something that's uncontrollable, so naturally that creates a lot of stress. There's an interesting term called cognitive diffusion. In psychology from ACT therapy. Stephen Hayes did a lot of research on this, but it is changing your relationship to thought. Basically understanding that you are not your thoughts. So you're the one who observes your thoughts. So as your thoughts go, what if this happens, what if that happens, when you are fused with your thoughts, it's like you're in the middle of a tornado. You have no control, right? Your brain is designed to think thoughts. So it's not about reframing. Yeah, you are not your brain. Right? Reframing that— your mind's always going to think thoughts. We have to step out of that freaking blender. Yeah, just observe the thought and let it go. Because what happens, we have a thought, 8 AM, oh my God, what is that? Is that deal going to go through? Is this— and we keep our awareness stuck on those thoughts. It puts us into a dysregulated, anxious state, and we're hanging on to that thought for all day long, 6 hours, 5 hours, when we could have just literally let it go and return to what we needed to do. So I think wholesaling puts you in that position. Entrepreneurship in general, there's so much uncertainty, puts us into that position. But yeah, I think developing that skill is huge. Yeah.

And I wish I would have had it then. And I have these thoughts sometimes now. I'm like, "Huh, if I would have known some of this stuff then, maybe things would be different." But I think I was put through those things to be here.

Yeah.

I don't mainly truly believe that that was intended for me to do forever, was the wholesaling, and even the company I ended up going to after. So Yeah, I look at them all as lessons now, and I think like, I don't know, all the— because you read a lot of these books and you watch a lot of these videos, and like, you know, me and you have both done thousands of courses and, you know, paid for mentorship, all this stuff. And like, for a few years I was kind of betting against myself. I'm like, why is none of this working? And then I felt it all click in in the last year. Like, I'm like, oh my gosh, all those years of this training and watching and all this stuff, I can feel it working now. Like, it's so weird how to explain it, but like, you go through a year or two— I guess it happens anytime when you first decide to change. Like, if you decide to change, and this could be like physically, religiously, like, you know, however you feel, you go through something harder first. It's like a stock chart goes up and then it slams you right down just to go back up higher. So, um, I had to get good at realizing those situations too, you know, like, hey, I'm in one of these situations, this is happening because of this, and this is going to get me to this next point.

So yeah, I think, I think part of it too is that you, you need the experience to be able to apply the information to. Yes, because if you just go read those courses, fundamentally it makes sense, but you don't really get it at your core until you've suffered and you've gone against what these things have told you. And then you go back to the material and you're like, oh, this is what they were saying right there. This is what that means. I actually experienced that. I totally get that now. I think that's when we change.

So true. And I, I, that's what I meant earlier too, like when I'm like, I think I had to go through that, like the wholesaling stuff, and then like, you know, some good ups too, because we had very, a very successful year for a long time, and then like, you know, some bad downs after that. So I, I completely agree. I think if I just would have read it in a book it just wouldn't have done that real life experience. And that's, that's a good point too, because I talked to a lot of friends that, like, maybe friends I grew up with or something, that we don't talk as much anymore, but we'll catch up. We'll catch up like an hour on the phone. So a lot of them, like, they got out of high school or college and they've only worked like one normal job in one position. And like, I'll start talking to them about stuff like, how do you know that? Or like, how have you like like, how do you know that's the way? Or how do you know that, like, you cannot do that? Like, all these things. I'm like, dude, just going through 35 different things and trying stuff. And like, I guess a lot of what I'm referring to is like lead generation, marketing channels, different types of sales, like what to do, what not to do, how to hire VAs. Like, I think people just go get a job out of college, they never get those skills or figure out— like, I'm sure you've been burnt by a VA company before, you know, hiring someone that was working for 5 other companies. So it's, uh, it's common. And the best way to do it is just to go through it. I really believe that.

It's okay. You got to be in the mud to get out the mud, you know? Like, it's like one thing to know, hey, go into the mud, you know? But a lot of times you don't realize you're in the mud. You read a book about, oh yeah, like, when you get stuck in the mud, this is what you have to do to get out. Oh yeah, that makes sense. But yeah, to yourself you're like, oh, but you know, I'm not really there. But until you realize like, oh shit, I'm in the mud, I'm neck deep, I gotta get out the mud. Yeah, that's when you go back to the books and you start doing the work. So I think, I think life's a beautiful thing in that sense. It gives you that perspective, you know. It's, it's really so much growth in that because I look at my journey, it's— I would not even be doing Build for Impact now. And all the people that have already been helping and impact that it's you know, having, and you're having, it's like, we wouldn't even be able to do this. I wouldn't have been able to do this if I didn't suffer, if I didn't go through those 3 years of entrepreneurship that was absolutely miserable. So it's like, I needed to do that to get that perspective so that I could connect and relate to people so that we can now help. And that's really the beauty of life. It's like, nothing is either good or bad, we just make it so. At the end of the day, all life just is. It just is, right? I think a lot of our suffering though does come from again, cognitive fusion, which is, you know, fusing with our thoughts, understanding like, oh, I am anxious. Like, the thought I am anxious, shifting that to, oh, I'm noticing the thought that I'm anxious. That helps you regain control in your life. 100%. Feeling of anxiety, understanding you're separate from the feeling of anxiety. So you're going into a sales call, you're going to make a presentation, you're doing a thing, you're going to feel anxiety. That's normal, right? Our body is designed to keep us in the familiar. So as we approach unfamiliar situations. It's a natural reaction to the body. So like letting ourselves know, like, oh, that's a normal feeling. Like your mind is crystal clear, you feel the anxiety, but you're comfortable with it, right? It's basically you've reframed what that feeling means. Instead of it meaning that you're not capable and you can't do it, and what if I'm not ready, it's, oh yeah, that's just what happens. And then, right, the second you get into it, it goes away.

Yeah, no, it's a great— you got to kind of reframe yourself too. Like that's how you have to walk through these. And I feel like Using the word anxious is so much better than anxiety because like everyone gets anxious, so therefore everyone's got a little anxiety, you know. Like, I don't know, before you go try something new, or I mean, say you're about to go like bungee jumping for the first time, everyone's gonna have a little bit of anxiousness when they're looking over that ledge about to jump down. Like, it's just— yeah. But yeah, knowing, okay, I am anxious, that's okay, this is going to go away, is, is very, very good.

Like, and even a reframe on that is, you know, I know I am having anxiety versus I am anxious. That helps. Yeah, it helps even more, I think, is, oh, I'm feeling anxiety. Yeah, I'm experiencing this energy of anxiety or this feeling of anxiety. It allows you to separate from it even further because a lot of times, you know, everything flows downstream of our identity. So if you're saying I am blank, it's like we're almost identifying with a thing, which makes it harder to separate ourselves from it. Yeah, so there's different levels to it, but I've noticed with myself, um, and a lot of the research I've done with this is like that simple verbal switch from I am, I am stressed, I am anxious, I am this, I am that, to I am noticing XYZ really helps create that, that distance. But even the frame you said helps too. So anything you can do to really separate yourself and not get overcome by it. Because I think that's what happens, we get overwhelmed by anxiety and then we're just in a panic attack. We're lost, we have no control. It's like the wheel is just spinning out of control, like we got to catch that thing. Yeah.

And a lot of times people get into— because I've done this— like, oh, why do I feel this way? It's only me. It's only this one side of their house, you know, refinish or needs new wood, when really it's all rotted and it's all going to cause more problems if it doesn't get solved now.

100%. Painting that thing. Separate note, dude, completely. I noticed everyone from Ohio says that. Like, they say, um, it needs painted instead of it needs to be painted.

Really?

It needs power wash. Everyone says that. You, Keegan, I have someone on my team is from Ohio. I've noticed that you guys say that all the time.

It's like, that's so funny.

It's like, oh, it needs pressure washed, it needs painted. Instead of it needs to be painted. Have you noticed that from like other Ohio people?

Like, what about this? I need dinner rather than saying I need to eat dinner?

No, I need dinner would work, but it's like it needs— it needs pressure wash. It would be like it needs to be pressure washed, right?

No, no, I know what you mean.

Painted.

We just skip it. That's so funny.

It's interesting. I wonder if it's like a Midwest thing because I was like, because a manager of my company says the same thing.

We'll have to ask Claude.

Dude, it's a thing, bro, because I'd be like talking to random people from Ohio and everyone like talks like that.

That's so funny. Claude might know.

That's funny. Anyways, no, that's good. I want to talk about, so what's the biggest gap you see though, like in search click grow? Talk about like what it's doing for contractors. Um, my thing, my thumbnail on this YouTube is don't waste money on ads. I think you help them do that.

Yeah, I mean, so of course people have to pay us to do marketing, so, but we don't look at it as spending money, we look at it as an investment. And, um, I guess the biggest thing is there's a lot of great contractors out here and there's a lot of people that are great at the trade but no one knows who they are, so it doesn't matter. So when someone comes to us now, we won't just take on any client. Like, if you come to us, say, I got a lawnmower and I started a landscape business yesterday, I'm gonna be like, look, bro, like, I'll give you some tips and tricks, but you need to be at XYZ revenue before we even consider bringing anyone on. Like, we need some form of, you know, track record. And we look into a few things too, because if not, you just have a bunch of headache clients. So It's really just about being seen. And of course nowadays it's online a lot, but we also do professional branding. So we take someone's website and we completely rebuild it to where it optimizes correctly with Google. Um, sure, people are gonna think you can use AI to do that, but their AI website will never be found by anyone. If Google— if someone types in painter near me, they're not going to optimize. You can use it to build, you can use it to like, you know as a, as like a tool, like a hammer to build a house, but you can't live in a hammer, you know what I mean? So it's, it's just another tool at the end of the day. Um, but when a lot of guys come to us, they're either struggling with Google Ads, um, Facebook Ads, not being seen. Um, a lot of people have been burnt by other marketers too. That's like kind of what you guys hear in wholesale a lot, like all this, I've been, you know, 3 people told me they're gonna buy it and no one ever ended up buying it. Now that's like something else you got to overcome. Yeah. Um, so that's something I face sometimes, but we have a good name in the industry and we don't run ads for anything besides our coaching program. We don't run ads for agency stuff. Everything's organic. So like all of our leads come to us organically through social media or, um, referrals or other people in the business. And that's why I've been focused on personal brands so much this year. I'm in a big game of attracting rather than chasing. And that's another thing we teach contractors, you know. So for instance, the company I was for, we did their branding and everything, that the company I'm at now, or their website. And, um, so when people would like see our brand, lower-end clients or like in cheaper homes and stuff, they would know to not even call us because they're like, I can't afford that company. You know, like just by seeing the branding and the representation online and everything, they would maybe think, oh, maybe I need to go like the handyman route, like it's just a little bit different. Or, um, yep, I don't know if you've ever been driving and like you're getting off an exit or something and you see a sign, there's a white picket sign that says painting interior exterior with a phone number. Yeah, do you think the person in the mansion on the beach is calling that person? Probably not. Probably not. Never. So kind of like what I'm trying to do, the way I want to get clients is the same thing we teach our clients. Like, of course we run ads and we do stuff, but you still have to be attractive enough to where people want to call you because we're selling something that no one can see yet until it's done. Yeah. So the upfront presentation is so big. Like, if I were to say this funny joke, but like, this pen You could touch and feel this pen and look at it. I could even write something real quick to see if you like it. People have no clue what this paint job— like, they have an idea of the color they want, but like, I can't let them physically touch it till it's done. So, uh, that's why the upfront presentation is so big in being, um, having a good reputation online is because it's not like— of course, like, say their neighbor's house got painted by you and then they call you, they're like, I see you guys do good work. Like, that's, that's a little different. That's like in the, you know, 1%. We don't really focus on that. We think it's very important to have a good reputation up front, a good brand online, and a good profile that Google trusts to put you at the top. When someone types in painter near me, our guys pop up at the top. So that's mainly what we do. But, you know, we have to adjust a lot of things at first when someone first comes to us. Like, if their website sucks, we have to rebuild their website so that way it actually optimizes. And then You know, depending on their systems they have in place. That's why we have our coaching program. You can't come to me, owner-operator, and tell me you want this many more leads now, because I would be like, okay, who's going to answer the phone? You're the only one answer the phone? No, you need an admin. Like, 90% of our clients, 95%, they have an admin. Like, it's a one-off situation where maybe someone doesn't, but you're like, we're not going to give you Google Leads when you don't have anyone to answer the phone for when they call.

Yeah.

Because then Google is going to start dropping you, and then who are you going to complain to? Us.

So we make an ecosystem of stuff because you have the, the SEO drive traffic, that's credibility because you're popping up, you have a good brand to capture that traffic, and then you are helping them with the mindset to be able to convert the leads better. That's a big thing, right? Because you have all these contractors coming to you like, oh, I can't get sales, this and that. It's, you know, you're giving them the leads, but you also want them to do well with those leads. You understand that it was a mindset and a sales problem. Yep. So now you're providing that. So it's really like an ecosystem for a contractor to be able to come and just blow up their business. Yep.

That— and that's why we named it like the Contractor Acquisition Boot Camp. That's our program.

Yeah.

Because like you can acquire the client, that's one thing, but then like what's after that? And it, you know, it's funny, last week on our coaching call what we talked about was appointment setting. People overlook this position a lot. They'll just hire any VA or any person in their town to sit there, answer phones, and book appointments. So we had someone come to us last week, one of our clients, like, hey, our leads are down, our leads are down, you know, so you guys are doing something wrong, you guys at marketing are doing something wrong. We're like, okay, okay, let us look, you know, we peel back, and of course we make mistakes, so we look at that first. This guy has been on us for a while, so we know we're not making any mistakes. Everything's perfect. And we're like, what is the next factor here? We start— we use— we give all of our clients CallRail so we can listen to every single call. We started listening to the calls that came in. Their appointment setter dropped the ball on probably 25 good leads that would have been great deals because they just— they don't treat that position like a sales position when it 100% is a sales position. You are still selling them to book the appointment with you. They might have 10 other contractors about to call after you. How are you going to stand out and be different? Like, that is so big. And so now we— I built a whole new call script for this company and everything, and like, they're changing that. But man, I mean, they had— you're talking $50,000 to $200,000 worth of work just by answering the phone wrong for one week straight. It's so important, so big.

And, uh, you guys have that ability to get in there and help diagnose that. Yeah, who doesn't know anything about business or sales or the industry you're in, they can't really give you that insight. But when someone knows the industry, they can come in and help you and give you that additional insight, which I think is huge. Yep.

Yeah, I mean, no, I mean, I'm gonna do a whole video on like how important that role is. Door knockers take it a little bit more serious, but it's same with the door knocker, you You know, they need to know sales. You can't— I know it's an entry-level sales position a lot, but you can't— you still have to know some stuff. Like, you cannot just go through the motions and, you know, say your first door you knock and the client answer, oh, um, yeah, we do need something done, but my husband's not home, so I can't— I can't make a decision right now. All right, we'll see you. Like, no, you don't stop there. Like, that's— you don't stop at one objection. Like, that's someone who just said they wanted work done. And like, but now you're gonna walk away because they said their husband's not gonna be home till later. That happens so much on the phones too. And like, you got to be a trained salesperson to overcome that, to then book.

Fundamental skills are the same. Fundamental skills of— because even in appointments, I think you have, you have to have a process. Like, you have a little process to get someone from A to Z, right? Yeah. On setting that appointment. And your tone matters. How confident do you sound? Your ability to handle objections, your ability to guide them. You're instilling confidence in them, all those things. Now you're not, you know, you're just doing part 1 of maybe 6 parts as the appointment setter, whatever it is, but you better be doing it as good in part 1 as they're doing it in parts 5 through 6.

100%. And all these things and trainings and, you know, things we dive into and analyze and do are just to help us help people grow, and then it helps us retain all of our clients. Like, if I'm help— if I'm giving you leads but I'm also teaching you how to close those leads, why would you go to any other agency?

You wouldn't.

You wouldn't. Yep. And it's, uh, I don't know, I— it's much more than that too, you know. Like, I give people my personal cell. If they can call me and I can answer, I'll take it. Um, I don't want to be used for my time, but I also don't want to be that guy that's like, oh, I'm going to send you my calendar and I don't have an opening till 2 weeks out. Like, yeah, you know, the problem might disappear by then, or they might not. They might forget about it and sweep it under the rug, and then it comes up again in 6 months. So Um, you know, I jump on 3 to— I leave time blocks in my day. It goes back to scheduling. Like, I time block, and then I have a few, um, buffer hours throughout the day for random calls, or yeah, if someone wants to jump on and, you know, do something quick. So yeah, but yeah, I mean, that's our main focus is, um, not only providing the leads but teaching people how to actually close those leads too. I mean, we've literally changed some people's lives completely. Like, I have a guy, Dylan, that came to us 9 years in business, still was painting every day, running everything on spreadsheets, man. This dude's got— he looks like he's going golfing every day now. He's wearing a polo, he's buttoned up, he don't have paint on him nowhere. He's got a system, he could present on spot. So now he's spending 5 extra hours with his daughters every day. Like, he used to go around all day, work, give and go to houses, and then come home and build out the bids to send over. No, no, no. I got him building bids on spot now, presenting, closing on spot, collecting money on spot, and then going to hang out with his family after. Like, it's just— it's such a game changer. And you wouldn't believe how many contractors still operate that way or are stuck in their way. Oh, you know, referrals work for me for 30 years. Like, dude, this isn't the economy anymore, or, um, we're not in the world anymore. You could knock on your neighbor's door and ask for eggs. They're gonna be like, they're gonna be like, these eggs are $9 a dozen, you're not getting one of them. Like, yeah, it's just a, it's just a different world now. And I think that goes a lot of contractors. Contractors used to just get the job because people knew them. It just doesn't matter now. Like these, I mean, there's people coming into markets of guys that have owned a, say, I've owned a painting company in Tampa for 20 years. There's some new guys coming in 2 years older that understand sales and marketing that are doing 3x what I've done in 20 years. Like, it's just, it's just not the same anymore. And I think people have to accept it, have to adapt. Um, same with AI. I think you have to adapt or just get left behind, I guess, or always be kind of behind in general.

Yeah, no, I completely agree. It's because before, like, now it's like a marketing and sales industry, you know? Like, you need to have a marketing sales department or you're gonna get crushed people who are doing that.

Yep, we tell them all, hey, you're just a marketing— and you're a marketing company that happens to paint. Yep, that's all it is.

The mindset has to be it. Cool, man. Well, appreciate you coming on. Um, any last thoughts here leaving our people with? Um, a little bit of Sunday inspiration here. A little Bill— this is a little, little YouTube church here.

I think everyone is in sales whether they believe it or not. I think you're always selling. It's whether you have a wife, you got kids, like you always gotta— like, I think understanding that, but not, you know, the screaming closing, like that's not sales anymore. I think understanding, like, you know, like the Chris Voss way, Jeremy Miner, or who did you mention earlier, um, who's really good as well? Sandler. Sandler. Like, those are the methods that work nowadays, and I think that's what people have to figure out is how to detach from the outcome and just do it. Like, dude, I go hard all day. I'm— I know, and like we've talked about this in the past, like I'm changing some people's lives and they're seeing the results, like, you know, like say financially, dude, I'm not gonna see some of this stuff for a year or two. Like, and it's, um, but like I've completely— I don't care. Like, I just don't.

I— it's—

there's not a care in my body. Like, I have a roof, I got food, I got everything, I got my gym, I got my car. Like, I, like, I check those 5 boxes every day. Spend time with girlfriend, take care of dogs, go to the gym, eat my food, do my job.

And yeah, it's great. I like that. Simplifies it.

Simplify it and just know that you are in sales even if you don't want to be. And mastering it, just, I guess mastering the art of communication is the best way to live. Like I mean, you travel to countries a lot. You could be in a whole different language and like, as long as you're friendly, know how to deliver something, they can somewhat still understand you. You know what I mean? Like, it's crazy. It's just communication though. So yeah, that's what I'd leave people with. Master that. I'm not a master. I'm a student. That's what I always consider myself, just a student of systems, a student of sales, student of the mind.

You know the game, baby. Yep. I'm on that 10,000-hour grind right now.

Well, great, Jake. I appreciate you having me on. I love what you're doing with the content. It's definitely pushed me to start doing mine more too. So great stuff.

Bang, baby. All right, folks, um, we'll start getting these Rewired Lives coming up. I got another one coming up on Wednesday with, um, a guy named Michael. Actually been in business for about 30 years. He's done a lot, but he's talking more about the internal work, um, Wednesday at I think 9 AM. But, uh, until next time, folks, all the peace, all the power.

Take care.