The Huddle - Episode 170 - Tech Talk: How Digital Tools Are Revolutionizing the Flooring Industry
This week on The Huddle, Paul, Daniel, and Jose are joined by James Hatfield from LiveSwitch to explore how technology is reshaping the flooring industry. From streamlining communication and project management to automating workflows and improving collaboration, this episode dives into how digital tools are transforming the way flooring pros do business.
What You’ll Learn in This Episode:
How tech is changing the flooring industry from the ground up
The digital tools that save time and increase profitability
How innovation can help installers and business owners scale smarter
Why embracing new technology is key to staying competitive
Whether you’re a contractor, installer, or flooring business owner, this episode will inspire you to think differently about how you work and how technology can elevate your success.
Why This Episode Matters: At The Huddle, we’re all about Forward Progress—helping flooring professionals grow through honest, real-world conversations. This episode is packed with practical insights to help you modernize your operations and stay ahead in an evolving industry.
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What is up team? Welcome to the huddle, your weekly playbook helping you gain forward progress in your career. Simply
put, we're here to help you guys win. For all our new viewers, welcome to the team.
Want to give a quick shout out to Shag Tools as a sponsor for today's video. Don't forget to go to our socials, check
us out, give us a like, subscribe. We always appreciate that. Also remember to
give us any uh topics or uh tools you need to uh you know work through or have
us get an expert on for today's topic tech talk. We brought you guys a lot of technology
recently and today's topic is how to how to kind of leverage digital tools and how they're revolutionizing the flooring
industry and actually all the trades. We're here with James Hatfield with Live
Switch. James, welcome to the huddle, sir. Paul, thanks for having me. I'm excited to be here with you guys.
Yeah. Awesome. As always, Mr. Daniel and Jose Gonzalez are in the house and uh
before I get going, I wanted to uh to say all of our wishes and prayers. Um,
you know, we have a friend that's that's struggling. Daniel, you said you have an update. I I'm Yeah, I'm going to pop up a QR
code in a little bit after I get it set up. So, as many of you know, they're going to do
Yeah, they're going to do a raffle. So, I'm I'm trying to get everything together so I can I can pop that up. And
they're, you know, they just said that everyone does like the GoFundMes and stuff. And now
they're just like, at least you if if you're going to be spending some money on something, at least you try and get
something back. Whether or not you need the tools, it's neither here nor there. You know, raffle
them off again. Do whatever you got to do, but at least you're getting something. Yeah. Well, as many of you know, Dan
Churchill, a great friend of the industry and and uh CFI and uh of the huddle, has suffered um
some medical issues. I believe that they were strokes if I'm uh thinking
correctly. And just want to take a a quick second and keep Dan in your
thoughts. Um and it's a really really tough situation him and his wife are
going through. Um, so keep Denise in your thoughts and and uh in your prayers
and Dan as well. So, hate to start these off somber, but uh Dan is a really good
friend and I I hope he's uh he has a a good road to recovery. So,
with that, we are going to uh get going here. Um, I thought a great place to
start, James, is give you just some some
time to tell us a little bit about you. You're an old It sounds like you were a tradesman
uh turned technology guy. Uh, I can really resonate with that. I was a
flooring guy and and I I own a flooring company and I started a tech company about five years ago and that's been a a
heck of a journey. But um when we're talk we've talked about technology a
lot. I I did a a speech at our last convention about how AI can impact a lot
of things. Taking that center 80% of busy work that a lot of us do as tradesmen. Uh whether you have a
flooring store or you're an installer, there's this 80% of stuff that you really don't want to do. you just kind
of want to sell and then take care of the customer and then uh collect some money for that service. And uh I think
you're a big part of this center 80% that's getting taken over by technology. Oh yeah, definitely. I want to make AI
practical and tactical for the trades. You know, AI for the rest of us is what I coin it because I, you know, you hear
all this AI stuff and I'm like, yeah, I mean, I guess that's cool, but and it can be, but it also kind of sounds like
magic beans at times, too. So, I I want to make it real. like where is it really going to help me in my business and where's it going to help my team
otherwise it's just another thing I got to learn I ain't got time for that. So um you know that that we'll talk a
little bit about AI today though and kind of bring the plane in for a landing on that. Nice.
Yeah. So making AI practical and tactical. I think you just said I like that one.
Yeah. Um, you know, a lot of the trades, whether you're landscaping or flooring or
painting or whatever, you know, they're out doing their thing, and that's going to be around for quite a quite a while.
You know, we're not going to have robots running around doing the the hardest work. uh uh these um the idea uh our
stance here on the huddle is that the idea that it's going to come start taking over the trades is possible but
it's uh many decades away. Um there's a lot of uh other jobs that are getting
eaten up. I think we can see that in our most recent jobs report. Our GDP's up and our job reports down. um that only
that's the first time that's happened and um that happens that is happening as
a result of a lot of these um I would say lower skilled data entry kind of
jobs although important um are getting eaten up by that kind of thing and um so
you ain't got to worry about it if you're a really good skilled tradesman. So like we always say on the huddle go get trained and uh do great work and and
be a professional and you're going to you're going to be around a long time earning money. So, James, tell us a
little bit about your background, kind of a little bit about James and how you
got into all of this. Uh, so so people can get to know you a little bit. Yeah. So, uh, I come from a blueco
collar background. My father built the house we lived in. You know, he taught me how to work on the car, work on the
house. You know, grandfather was the same. Never even graduated high school. His father died young, so he had to go get a job. He was the oldest of six. And
uh big dream for me, for my family is to go and own and operate a painting company, which is what I did. I knew how
to paint a house head to toe. Uh and now I could make a business out of it and feed my family with it. And that's what
I did. Hired multiple crews, did commercial, residential painting, resulted also in a power washing company
because a house, you got to power wash it. So that was good margin money as well. And the only reason I ever
changed, I actually never thought I would because I loved it. I love running my own company. I love being an entrepreneur. I love putting people to
work, paying salaries, making sure people are eating, and you know, really contributing to my community. Uh I
always felt a sense of pride, uh that I wasn't selling crack to kids, and that I was out there really trying to make a a
name for myself and do it the right way. And I pride was adults. That's right. Only adults, never the
kids, you know, looking out for our community. That No, I mean, I didn't want to do that, you know. I just I didn't feel good about it. Um and I I
thought the way that I could better my community was through the trades, and I did. And the only time I felt like I
couldn't handle it cuz I think a lot of us we became accidental business owners, you know what I mean? Like I'm good at
paying the house when oh dang it, now I've got to make sure payroll is made. And so I'd go to my bookkeeper because I
didn't know how to do all that stuff. And they would really I was telling you guys earlier, they'd speak English to me and I'm like, I don't understand a word
coming out of your mouth. And I didn't like that. I didn't want someone to like take advantage of me because I didn't know. So I was like, I'm going to go to
business school while I run my my company. So that's what I did. That way I could be ready to rock. And plus, I
thought if I could get an arm on my books, I could watch not only my my worker, my teams, my my quality of work,
but I could uh definitely make it better. Nothing like a better margin or growing my revenue or maybe eventually
selling the company. U so as I was doing that, I met a guy. He had owned landscaping companies, laundry mat
companies, and he was doing the same thing. And he was a kind of a whiz kid. And so he created this technology way
before AI that could analyze your income statement and balance sheet and you could run it through it and it would tell you in plain language what that
meant. And I was like that is my problem. I love that. And he's like well do you think you could sell it? I'm like I don't know. I mean I I've I've gone
door too when we didn't have jobs the next week during the weekend like I got bills to pay. I'd hit the street. So I'm
like how how different could it be? Uh and we took that company from nothing I
mean nothing to Inc. 500. We were one of the fastest growing companies in the country for three years and then we became and sold it to KKR and it's a
multi-billion dollar company that's still around today. So that kind of worked out. Um getting off it got me off.
It worked out a little bit I would say. Yeah. Yeah. It worked out really well actually. So th this tech this piece of
technology this gentleman uh put together would uh read an income
statement and give you when we say layman's terms I mean most of us what you were talking about earlier are just
that we're we're technical we're technicians we we do the thing and so we
think with these guys right here yeah let's go start a thing that does the thing uh you know I was a flooring
installer I went and started started a flooring company when uh you know we all have our stories as to why but um you
know you go you you don't have all the other soft skills or even uh you know
accounting skills that are needed and this sounds like it would just take a simple uh give you a simple format uh in
return off your balance sheet and income statement. That's right. That's right. Just tells you what it like what I couldn't do it
was doing for me. Right. And so from that we collected all this private company data and then the banks started
using it to lend against and the rest is history. I mean it it worked out great. Um sold that company got into
philanthropy uh started doing inmates to entrepreneurs taking incarcerated women through our programs. We go into jails.
We teach we love seeing second chances. We even hire folks in our current company for that. L tons of great
stories. So much so that it became an ABC television show called Free Enterprise. And I can't believe that my
business partner's a a movie star or whatever TV star. I'm like, you gotta be kidding me. Like, but anyway, he is. And
it's great. And uh you know, we graduate so many folks. I can't even go to graduations anymore. It just kind of
chokes me up because of what people have been through through justice issues and things like that. Um but it's a lot in a
lot of ways it's it's it's been really cool. Um but we were feeling too young to hang our boots up, but we didn't want to start from scratch and we had a
little bit of capital this time. So, we went and bought a company uh and we took that company. We bought it five years ago and that's where we are today with
Live Switch. We'll walk all through that, I'm sure. Um but, uh we were ready to uh give it another go and we ended up
back in the trades again, which I just think it's home for us. Like, I think we're supposed to be in the trades because that's where we come from. And I
really feel like I'm more with my people now compared to where I was with other stuff we're doing as a tech company.
Like, we did the Super Bowl the last three years. Like if you go to MLB ballpark and scan a QR code and they put you on the Jumbotron. We did that like
during the COVID when the NBA had the bubble, WWE wrestling had all the virtual fans. We powered all that stuff.
So, um that's really cool and I I I enjoyed being behind the scenes in a lot
of the sports events. Um but you know, that still didn't get me with my people.
Uh the only reason I got back is because we were reinventing the 911 phone call with the chief of police in Washington
DC. just having to figure out a way to tap into people's cameras when someone's compromised to be able to stream since
everyone's got three cameras in their pocket now. Stream that to the police car, firet truck, emergency medical, so those teams can see what they're driving
into. It's called situational awareness. I was like, well, who else could use this stuff? Lo and behold, back in the
trades, and you know, we'll talk all through that, but we just follow the bouncing ball, but sometimes I think,
you know, you're just where you're supposed to be. Yeah, that's that's kind of funny because uh we we talk about it
in in our industry all the time that once you get like sucked in, you you
might venture away a little bit and then you're right back in it. Uh it's it's
that way in the trades in general. We have a running joke in the flooring industry. Um, we're we're one of the,
you know, we're a very, I would say, a goodsized industry that's not very well
like known. I we talk to people all the time who are like, "Yeah, I never even thought, you know, well, the the
materials only in our industry is 26 billion and then, you know, you got
another 28 billion in in labor value that's attached to that.
and then the ancillary uh items that are purchased because of it. And uh so you're you're you're well over a 50 plus
billion dollar industry and um in that it's a really tight-knit community
though. It's really it's really kind of nuts. I found that in the other trades as well. Did is that your experience
when you were doing painting and such? Oh yeah. I mean everyone knew who we were watching. You know who we wanted to
be like when our business grew up a little bit, right? and we wanted to try to save a bunch of errors. I remember
when paint sprayers first came out. I mean, we were rolling handbrushing homes and paint sprayers were like the thing
and I was like, "Oh my goodness." Uh, so, of course, we bought one because I was like, "Well, if it's going to save me a ton of time and make me margin,
let's get it." So, we got one and oh my goodness, the first five houses were a disaster. You know what I mean? We're
we're laying roofs. We're like painting the wrong color. I'm like,
"Oh my gosh, I mean, it was so bad." I mean, you want to make mistakes. We did. But, you know, that's the way with any
new technology. In that case, it was paint sprayers. You play with it a little bit, then you get it down, then you implement it in the workflow, and
all of a sudden, you're like, I can't live my life without this thing. Like, I could never go back to rollers and hand brushers now. Just give me a shield and
a sprayer, and it's off to the races. Oh, man. Now they got backpack power
washers. I'm like, and soft washing. I'm like, I wish I had all that back when I was I mean, but you know, times change.
And I still remember doing carbon copies for my bids, you know, where you had to go through the white, pink, and yellow sheets to like go into
Yeah. I mean, my goodness. I mean, I I've got But all that stuff really um taught me everything I needed to know in
every business that I've ever run or every nonprofit that I've ever run or any board that I'm sitting on now. All of those skills really have helped me
become who I am today. And I'm so grateful. And that's just where I came from. I can always just remember my young self looking at a mower or looking
at a power washer or looking at the tools and seeing like, man, I can make a living off that. You know, I can go and
I know I can learn the job. I can do the job. I can teach it to others. And I always just saw opportunity, not, you
know, that's what I just saw. I just saw business and I love entrepreneurship and that's what we live and breathe uh every
day, which is why we started our nonprofits because we just love it. It's always half full. I love that, man. Absolutely.
Yeah. So, um, as I was saying earlier,
this, you know, the spray, your paint sprayers and yours, uh, in the painting
industry and ours, it's, you know, uh, uh, just even tile saws and and how
they've evolved over the time and and tile breaker boards and stuff, uh, you
know, have really changed our industry as well as like we talk about all the
tools of the trade on here a lot, But that's shortening that that installation
uh time frame, your efficiencies so to speak on a project. What I think that
technology is doing as as I stated earlier is really getting rid of that middle stuff that none of us want or
have time to do. Um, for example, in commercial side of the world, you're
always dealing with submittals and then you're getting the submittals back and you got ordering materials and tracking
materials and all this stuff. Well, that part uh my company right now, we're
working on some narrow agents to just do one job, treat it like an employee,
build it out, and have it do one job. Um, and that's what I my speech was kind
of around at the last convention was just getting rid of that 80%, how it's
starting to go just go away. And it sounds like Live Switch does uh, you know, participates in that and will be a
big player in this uh, evolution of allowing I think building building
relationships on the front side and on the back side and then just doing really
good work. If we can focus on that and get rid of this middle stuff, um I think
first off it's the more enjoyable parts and secondly um you know if you're
whether you're a people person or not, we all like to see our clients smile. So the reward is there for that. So tell us
a bit how you could see Live Switch um you know working on that center part
that that 80% of stuff that you know we don't necessarily love doing.
Yeah. Well, a lot of different things. You mean you don't love entering all your notes and information in your CRM? You mean you can't get your guys to do
that after every job? I'm so shocked. My guys hate that stuff. You know what I mean? So um any way that we can help our
customer or our team member save time and do it in a way that is efficient and
effective then you know that's what we're trying to do. So first thing we wanted to do was speed to lead race.
I'll go around and I'll speak on stages and I will on stage secret shop your
business, right? I will go to Google and I will Google floor near me, flooring
near me, whatever state I'm in, you know, and then we'll pull up all the, you know, 766 fivestar reviews. I'll
whip out my phone and I'll hit speaker phone and hit call. I did this the other month in Orlando and the first one, 766
reviews, went to voicemail after nine rings. Second one went to an AI agent
and it was terrible because I was like, "Hey, I'm gonna pretend that I'm about to have a pool party tomorrow. I got a lot of money and I'm willing to pay
double if they can come and do it now." Right? So, I I said that the AI, hey, great to hear that, but before I transfer you to a live person, let me
take a few information. I said, I got a lot of money. You don't need any more than that, and I'll pay double. Oh,
well, thanks again for it. Was terrible. Yeah. So much so, the next person on stage the next day, it's like, "Hey, did
you hear about the guy secret shopping those businesses yesterday?" And um the
one guy in the crowd's like, "Oh, yeah." And the guy he called sitting right here who didn't pick up the phone.
Oh. And of course, this guy is like 6 foot five and built like a tank. And he comes and finds me after. And I'm like,
"Okay, so this is how I die. I didn't draw that. This guy's going to kill me." you know, and he came over with his
marketing guy who was also like built like a tank and the business owner was like, "Did you call me at one o'clock
yesterday?" I'm like, "Oh, yeah, absolutely." And the marketing guy is making all these excuses. And the guy's like, "No, no, we just didn't pick up
the phone." You know, so one, for everyone listening, I'm sure we all pick
up the phone, right? And if you don't, cold call and see, you know, secret shop. Let's make sure when that quote
comes in, how fast are you getting to it when that phone's ringing? How many rings until you pick it up, right? because that you're on the clock. You
are that is money. Nobody just wakes up in the mornings like, "Oh, I just want to call, you know, Daniel at the
flooring company just to say hello and check the weather, you know, like they call they're calling Daniel because they
want work done and they want to know how much is it and can you do it?" And they've got questions, right? Like
they're not calling just to shoot the breeze. Daniel a lot of calls about his extended warranty on his vehicle. I do up until
this recent update on uh iOS and then it just blocks everything. I don't get any
calls anymore. So, you'll probably call me and it'll go to voicemail. So,
I'll be in I'll be that guy in the front row that didn't answer the phone. That's right. That's right. But don't
worry, we there's solutions out there for that and you will be able to answer the phone and take every warranty person
and say, "Hey, no thanks." But then when the real call comes in with the real money, now what we're going to be able to do is instead of saying, "Hey, I can
be out there to give you your free estimate, which is not free for me as a contractor, you know, I'm got to pay.
The most expensive thing I do is that actually I got to pay someone hourly in one of my vehicles burning up my gas,
going across town, and I'm not even guaranteed to work. I mean, we close a lot, but I didn't close 100% and nobody
does." Right? Then you got the people that are tire kickers who have no business calling you because they're like, "How much is it?" No, I'll just
get two pizza boxes and all my boys and we're gonna get over there and do the flooring, right? So, we never happened
to you guys, right? Take advantage of expert advice. Okay. Um, but so what we're trying to do and
what we do every day now and we've doing it for years is when that call comes in now, you can send a text message.
There's no app. Remember the 911 phone call. The customer or future customer can now hit just all they have to do is
tap a text. That's it. There's no app. There's no nonsense. If you can tap a text, we're good. And then you're live
on video with your estimator or with the owner, whoever answers the phone. And now you can one connect because the face
closes. Even if mine isn't that pretty, it still has a higher close rate than just a phone alone or chatting on it. It
doesn't. I always ask like whose chat robot closes all their none. No, nobody. It doesn't happen. Who who's blind
bidding? You might do something discovery like how much do you have set aside? When are you wanting to do this?
And that might rule somebody out. But if you can see them and they can see you and now you can see the job. You're
going to get a lot of information as a contractor. You're going to see their home, right? You're going to see if they're serious. They're going to see
you to build trust. And then you're going to have three kinds of customers. You have the first kind of customer who's a tire kicker who you are not
going to see and you just saved your time. Like that is not somebody. So, we're going to rule them out. Second
person, thank you Amazon. I bet all you guys are Prime members, right? Are everyone listening? Oh, yeah. We're all
Prime members. You don't have to be a Prime member. You actually don't even need to pay for Prime. The only reason
we do it is because we don't want to wait for our boxes in two weeks. We want our boxes not in two days. We want them in two hours.
Yeah. We are no different as contractors. Nobody wants to wait around for you to come and show up on the property and get
their kids there or come from work or it's kind of inconvenient, right? So we and sometimes we forget
what our customers go through dayto day. But if they're calling now show me, all
right, now you can see it. And those Amazon Prime type customers, they might already have the money. They might have
already done AI review on you. They might have done a Google search on you. They may be a referral. They already
know how much you're going to cost because they probably even put it through AI. And they're kind of in the
ballpark. And you've probably seen if it's a small job, you've probably bid that in your sleep. We could wake Jose up in the middle of the night and he's
like, "Yep, that's a two grand job. That's four grand." Yeah, you've seen it, right? So, that's that bucket. So,
you're gonna when you close your first deal virtually, if you haven't already, you're going to get addicted to it and
your customers going to be like, "Why isn't I'm telling your customers, why isn't everyone doing this?" Well, here
we are. We're here now. So, the middle layer, the last one, second bucket, is the customers that have the money and
are worth you driving out for. Maybe it's a larger job or more complicated job or custom job. Now you know they're
worth it and they've seen you. So hopefully, oh, I got to get three more bids and we got to go around the dinner table and I got to ask everyone in my
family before we, you know, those types too where you all hate those. But I mean, I'm just
talk I'm just preaching to the choir here. But that's what we're trying to do. Get your face, see the job. And that's role
number one. And that's just the first part of what we're doing. And we're going to talk about operations, marketing, next, recurring revenue, all
those great things to modernize your business. And of course, AI because after that video is done, you can laser
guide people around. You can share your screen and walk them through a bid. And you can take that entire recorded video and put it push it through AI and say,
"Hey, this is a salesperson. Tell me what I did well. Tell what I can do better. Tell me how to upsell more." And
it'll give you an whole report. And AI doesn't have emotions. So it will slap your people around in a good way because
it when you're good, you want to get better, I think, right? So AI will most unless you're just kind of lazy,
but whatever. And then the other piece is, hey, run it for pre-existing damage. Because you've never had a customer go
and you do a beautiful floor and you're like, oh well these marks on the wall, your guys put that on there
and now you got to clean that up and you're like, uh, let me check the instant replay. Uh, I wasn't even on your property and your the marks were
there. It happened to me all the time when I painted. Hey, you dinged up my gutters. No, you just hadn't looked at your gutters for five years because your
house looked terrible until now it looks like a be it's shining like a diamond, right? Yeah, we we get that quite a bit
in our uh we'll go in, you know, replace carpet or um you know, tile and all of a
sudden the the ding on the front of the cabinet was and and the way we battled it before is,
you know, you rely on a human to take the picture uh and throw it um you know,
record that and make sure that the that the
homeowner knows later. But like if your guy forgets or misses something
like that's that's a heck that tool by itself is is a great uh you know great
uh archive to have in those instances. Absolutely. You know, and then it's keeping everybody accountable, not just
the team, but the customer, right? Because you you've never had a team member who got a sale who sells world
peace, right? where the kitchens go and they're like, "We did what for what and how much?" You
know, like, "No." Or the customer like, "Oh, well, you're already carpeting the living room. Your sales guys said they'd
be happy to carpet the the, you know, the dining room as well at no extra charge." Like, "Well, let me check my
instant replay." We're happy to carpet the dining room, but it's not in this bid. You know what I mean?
Question for you. Um, of course that the video you talked about as far as grading the the salesperson, can that video be
ran through AI and then turn be turned into a work order if you are awarded a project? Yeah, you can turn it into anything you
want. Oh, and I want it in Spanish or I want it in German or I want it in French or hey, examine it for pre-existing
speak Spanish. So, we'll just we'll So, so um walk us through a a typical
say a painting call. Uh I think we're all um curious of how how you would use
something like this in the real world. Um, obviously you gave us the example
of, you know, the the homeowner calls in. It's a uh I'm familiar with this
type of technology, uh, where it's a a text message that they click on, enter
their name, and they're they it's a two-way video. Uh, I'm assuming you can
do some marking on the video, that kind of thing. Um, but then as they're
walking you through the project, you start to does it do measuring
from because there's like the IDAR or LAR from uh from Apple where you know
you can just scan like scan a room and it it takes other known things chairs
and table heights and counter t counter heights and such and scales the video
and and turns it into a takeoff uh for the project. Is there that kind of
thing? Tell us a little bit more. Yep. So, we want to crawl, walk, and then run, right? Like if you try to eat
the whole elephant at once, it ain't happening, right? And this is not just for your team, but it's for your customers, right? Customers are now
getting more adapt to being like, "Oh, we can do this virtually now, right?" Which is why they say, "Why isn't
everybody doing this?" Because there's an adoption piece of this. So the first thing we're trying to do is to take the phone from my ear and put it to my face,
right? Three feet from the ear to the face, right? You get that first. And again, this is all encrypted. I mean,
this is safe. It's sock 2 certified, meaning um it's safer than the phone calls. When you go to video, uh phone
call is ancient, you know, we still have phone numbers. And it's terrible, right? We'll get rid of that one day from
the 1900s, bro. It's terrible. It's the worst part of our phone. And it's because it is
ancient technology. So when you switch to video now it's safer. It's encrypted and then you they can see you see what
they see and it's all tuned up. This is not a FaceTime call for the customer. It's the reverse of a FaceTime call
because some of us like Jose and I have these things on our face called glasses because I can't see anymore and they give you these when you get into tech
and they take your lunch break. I'm a big part of it. Yeah, it's just part of it. And so it's
flipped for them because now they're gonna um turn their camera and they're going to walk around the job site.
What's going on? They're going to see you small with a virtual background so you can look pro. A lot of my guys work
out of their trucks. They're working at the job site trying to win the next job. Uh and then the customer's walking
around. But for me as a contractor, I can see you on my screen or my tablet, whatever I'm doing. I can take remote
photos. I can laser guide you around. Like go that way. Go hold still. Let me get a picture of that serial number. Let
me get a picture of this and that. Oh, let me share my screen and walk you through this. And all that'll get
recorded where you can share it with the spouse. Maybe if they're not there, oh, I got to talk to my spouse before we buy
because that never happens. It happens every time. So, I want them to see me as a professional what I walked them
through. Then maybe I need to submit it to insurance if it was a damage claim. Uh, right. And then I can tag it for
training. Maybe it's bestin-class. Oh, man. That's exactly how we do a training call. So when I hire new people also you
can document your process if you ever want to sell your business one day you should everyone should be reading this
book making money is killing your business because we all work in our businesses but now we need to learn how to work on our businesses and free
ourselves from freedom mapping right so you go to that part and now we got to document our process and no longer do we
need to be Ernest Hemingway or a great writer we can now just take a video talk to it and have the AI produce our
process documentation from these videos, right? So now I've got a recorded video of how we do things. So not just sales,
but operations. Got a recorded video of my of everything we're doing in our
business. I've got a documentation written and video. And so if I ever need need to go sell my business, that's
going to increase your exit. If you ever want to exit, you need to document all your process. I know what the
That's a huge part. Absolutely. Hu huge part of a service business is
why are you successful? they're looking at you to purchase because you're successful, but if you don't have your
processes documented, and there's a lot of companies that uh have uh, you know,
really train and a lot of LMS uh uh learning management systems out there
that have really kind of niche nit niched into this that market of like
process documentation. We talk about that a lot even at the very beginning level of uh doing it in Google Sheets,
something that's free and and that everybody can can get to in your organization and process documenting and
putting live video in there even. Um, so that's great that you're skipping. What
I see with technology, what's really cool is that just a couple years ago,
what seemed like a shortened process, you just can't imagine what another 10
years does or five years, two years, it just shortens the process even faster. Um, having a video turn into your
processes and your pol your policies and procedures for doing your your business
and you don't have to physically document that anymore. um just getting
someone to do it. Yeah, I bet it is, man. It's all about, you know, it's really
all about having the right tools. And speaking of the right tools, I want to get to our sponsor for the day and do a quick video for Shag Tools. Shag Tools
is our uh, you know, your number one place to go for all the professional tools in the flooring industry. You
know, make sure to go visit them at shagtools.com and uh show them some love. Don't forget
Huddle 10 is your promo code to get uh 10% off of that. And we'll show you a
quick video here from Shag Tools.
[Music]
[Music] Heat. Heat.
[Music]
All right, thank you Shag Tools for sponsoring today's episode. Like I said, it's all about having the right tools and James is here talking a little bit
about live switch and really on a broader perspective, how the tradesman can uh how we can really leverage
technology. It doesn't have to be scary. He said tactical and practical. I love that language. So, we're going to
continue the good conversation we got going here. Um, so once they you um
once you we talked about the the video and how we can turn processes and
procedures. Tell me about how you've experienced or how some of your clients have
experienced like, you know, a tradesman wanting to get a job. They do the video,
they're able to maybe bid that job uh elsewhere, but you did break it down
into a few distinct categories. You can tell with your tire kickers, like how
and save money. You we know the old saying, a penny saved is better than a penny earned, and it's because there's
no cost associated with saving money. So, you know, if you can get rid of those tire kickers and get your quick
estimates out and then also pre-qualify the the nicer, larger, maybe custom type
jobs, what's the next process on something like that? Like a a larger, nicer kind of project. You just did
this. What's the experience for the customer and the user? Yeah. So, for the larger custom jobs,
first thing you're going to do is when they're calling you now, you're going to video connect with them, right? because now they're getting ready to spend five
figures, right? Or more, okay? And so they're going to connect with your sales team or you, the owner, whoever's
picking up the phone. Now you're starting to see them. You're presenting yourself as a bit tech forward, right? They don't expect that from trades
companies. And now, wow, look at this guy. And here we're going through it. And then you're doing your discovery. You're seeing, okay, that house is the
house I want. Uh then you're scheduling that time where you're going to come out. So then when you get out on property, you're going to take your
phone out and we're going to start video documenting everything. And I want you to start envisioning yourself as Iron
Man with Jarvis. Right there. Like you said, the trades AI is not taking Iron Man out of there. Right. But you're
going to have your co-pilot. So as you're walking around this the site, you're going to start talking to it. All
right, we're going to do that here. We're doing this here. Here's the dimensions. Here's the sizing. You're talking about measurements. You're going to take your measurement tool and you're
just going to talk to the video while you're walking around looking uh to document a job, looking for pre-existing damage, everything. And then you're
going to have a one-click AI report that is going to come through and hey, document our entire job. We got it even
down to where you can pick the Home Depot that you shop at or the Lowe's and it'll go I have a guy in Canada. He's
electrician and it had a link to every single thing he had to pick up at Home Depot with the cost in Canadian that he
could built right into the It's It's mind-blowing. It's so mind-blowing, guys. Like, I literally had my wife saw
our HBAC unit was full of water and the water pan and and dripping everywhere. And the guy is starting to come down.
She called a technician. I'm like, "Hey, before you walk in there, I'm going to send you a text and I want you to act
like an ignorant customer and walk in there and just tell me what you see." And in 30 seconds, this guy had a really
thick southern country accent. He's like, "Well, there's water in the water pan. It's dripping. There's condensation
on the line." He was in my basement on a cellular signal taking a video. We ran it through diagnose the HBAC.
The report came out said, "Hey, this is very common. Uh, in fact, most likely because of the condensation and the the
um the water pan full of water that you've got algae in your drain line. Just go and clear the drain line." He
goes over to the drain line, opens the drain line up, algae's flying everywhere, drains everything, and he
looks at me, he's like, "Can I buy stock in your company?" Because it was that mind-blowing. We had a restoration guy
come through and he's talking to it like I was telling you. He's talking to it. He's like, "I see surface mold. I see this. I see that." And it put together
an entire the AI in one click put together an entire remediation plan, what safety gear he needed to wear, what
equipment he needed to leave. Uh, and then everything boom, all documented. and he could hit the copy paste button
and boom. Think of it as a sidekick. He was needed as the expert to speak because the AI is looking at the video.
It's looking at the photos and it's listening to all the audio and it's taking all of his expertise and it's
like your wingman where he's coming in and and now he's got a full report that he can build into his proposals and
contracts and documentation and process. Does it happen to factor in like local
um uh like we we live in Kent County, right? So, some of our hospitals have uh
some standards that aren't typical of someone in Ottawa County. Does it factor
in any of the local uh guidelines or anything like that? All you have to do is tell it
and then put it in your prompt. Tell them where you're located, where your jobs are, and it it is this is big AI,
guys. This is not I mean, we're using we're building the same platforms as Netflix and all the others. So, you're
able to leverage the power of live video, which is why you don't see that in any platform, why we're going under
the hood. and you'll see us under hood. We're already on a service site and then jobber and all the rest, right? Where
you can just launch these things right through the platform you're already at. Just click a button and go, right? Our
whole thing is one-click solutions. I like starting my truck with one push button. I like starting my paint sprayer
with one pull. And I like the job like tools that get the job done simply. Everyone says, "Oh, the contractors are
like the knuckle draggers of technology." I'm like, "No, they're not." Here's the problem we got is that we got a bunch of," and I make fun of my
computer scientists. I'm like, "Y'all got a bunch of soft hands. Y'all ain't never spent a day on a ladder, right? And I got a coder who's never done what
I've done, coding for me." And you know what engineers like to do? Overengineer stuff, right? So, they want to put all
this fancy pants stuff in there where I got to take two months of training just to learn how to use it. And my team has
no patience for that, right? So, anytime I can do a solution that's one click for my customer or one click for my team and
does a good job, then I'm I'm in for it. Right. So, go ahead. We have a a
question right here from Rin. He says that he likes what you're saying, but his question is would is how would you
see underlying concerns without going into the home? And I think that's more cuz we we are flooring based, right? So
you can there's a feel when you're walking through spaces and you know you
can feel oh it's spongy over here, it's spongy over there. I can see some kind of water damage over here. So how do how
does that factor in? Right. So, in some cases, you do need to go out, right? And you're going to have
your sidekick and you're going to have your video. I'm feeling some sponginess. I'm seeing some of this and it's
documented. But give your remote tool a chance. Like, you're going to be blown
away because it can see in the photos where you might even miss it, where it might even see water damage. We you can
submit photos of the work and have AI review that photo for water damage for
these pieces. Can it get everything 100% of the time? No. But if it can get you 90% of the way there, just like when you
send a guy out there, they're probably missing five 10 percent things you didn't see before you rip that flooring up. So even when we go on property, we
don't catch everything. We try to we're we're pros were the best in in the breed around the country. But you're you're
going to a, you know, let the customer know, hey, we're doing this all virtually. I need to bid as I bid this
when we get on property, know that if we pull some things back, I might have to do a change order and I'll show you that and we'll document that. So if we we
pull stuff back, we see surprises, right? When I roll over the rock, there might be some roaches coming out, right? So you gota you might not even see that
when you get on property. You gota Well, one of the things one of the things that comes to mind is not that
it's going to solve the problem for you, but it does document uh one of the like
in our business, it's like, well, I thought I thought I told you that we were going to do that or this or the
other. It happens in commercial a lot. like, "Well, we had a phone conversation and you were going to put uh, you know,
some some tile on or your estimator told me he's going to put some tile on this back wall even though it's not on the
drawings." And I'm like, we we always go back to our bid. And we're like, well,
it's pretty clear what we have included, what we have excluded. When you boil that down to a a retail kind of um um uh
interaction, this is your, you know, well, not only did I not see that during the, you know,
first virtual kind of meeting, but also as I documented uh while I was going,
there was no indication about it. Um and so that's why it's not included, Miss
Smith, you know, and and why I I do deserve a change order for this. additional work. It is additional work.
Um, of course, uh, you'll never get away from, well, if I would have known that, I wouldn't have done the job, you know,
kind of thing. I don't know that you can ever get away from that. So, I hope that answers your question, Rand. Um, I don't
think you're going to ever necessarily be able to uh uh get get that whole get
the whole picture. You can get it on the easier jobs, probably your backsplashes or, you know, hey, I just need some new
carpet and this this a this single living room kind of thing. Um, but you
can see what kind of furniture you're getting into, what kind of bookshelves and and that kind of stuff. So, I see
value there. One of the guys uh also asks here, James, what about the uh
flatness of the floor? So, could you um do you train this ahead of time or does
it train as it goes as far as like, hey, I want you to notice if there's any um
elevation change between the ceiling line and the floor line or something of
that nature. It's got to have something to compare to, right? And you know, I I want everyone to look at this as a one-two punch.
Like, when in doubt, drive out, right? We're trying to get rid of those tire kickers. some of the small jobs where you're just replacing a section of the
floor, you know, like it cost you more to drive out and drive back than just drive out and do the job, right? So,
we're going to go and nail those small jobs, right? That you're trying to fit in between like, "Yeah, I guess I'll try to schedule in between here if I'm out
in the neighborhood again." Because it's just the margin isn't enough, but if if you could just drive out and do it,
you'll get it. It's that middle layer that I think Doyle's talking about, and I agree with him where it's like, "Hey,
I've done virtually. I've looked at the stuff. I've connected with the customer. I see they have money. I need to drive
out and check out for the flatness. I need to check out for the moisture condition. Exactly. What you're doing is you're you're
eliminating you can do 10 of these at your desk in the same amount of time. You can do one or two in a day or two,
right? I mean, technology is going to come a long way. I see thermal imaging coming in for moisture and all that in the future. There's there's a lot of
different things that could happen in the future, but I see the benefit to saving a lot of time. Um, man, this sure
beat the little uh form that I made for people to fill out to eliminate them cuz he followed that up with he uh we
can still take the concept out that you don't have to pre-qualify the property for the type of flooring they want through testing such as moisture meters
and out of flatness conditions. And I think it's um kind of that that
pre-qualifying and getting in there and getting it something accepted right away and then going in there and saying,
"Hey, by the way, you also have this." Cuz I see that a lot on the commercial side when you're doing bids, right? Cuz
it's everyone wants to bid the same thing. But then once you got that contract, it's hey, these things need to
be addressed before we can continue. Well, let's not forget the point that James made earlier about
person to person. The fact is is you are starting to build trust immediately as
you're going out there. I I love video. That's uh I'm not we're not sponsored by
Live Switch or anything, guys. We're just having James on talking about technology, but anytime you have video
and you could put face to face um you know, it's just like a picture. If you get a picture of your completed work
that that speaks highly if you can get the homeowner going like this in the same picture and then you post it to
Facebook, look at the difference that that will bring you in in uh interaction
and in um in people's um desire to to
get more of your content, their their their need for we love the human face as
humans and so you build that trust just upfront. And uh from a from a technology
standpoint, it's clear that Life Switch has some technology differences. But if
you even interacted this way with your client in some other video format, it's
going to benefit you than um than just,
you know, going out seeing and and the first time you see them is when you knock at their door. and the first time
that uh you see their property is when you open the door. So, uh it's I think
it's about really flattening that curve out. And not that there's still not a
curve, it's just flattening it out a bit. That's how I kind of view it. Yeah. I think what we're trying to get
customers to not do is go down to the next Google listing, right? If I'm top of the Google list or if they if I'm a
referral, right, from someone else, they know me. When they call me, I don't want them going down that list. So when I
video connect with them, I build that trust. I find out, hey, I'm driving out. I got to check flatness. I got to check
moisture. Great. Now I'm already more committed to them. Right? And in
addition, what we're trying to do is have them not Google at all. So how do we do that? QR codes. Recurring revenue
is the liquid gold of any trades person's business. So, what our trades folks are doing is now taking QR codes
and when they're actually on property doing a job, they'll say, "Hey, I'm going to hang a QR code up here,
wherever you're going to put it on the house. There's so many different places. If you ever need future flooring done, or if you have an issue with the work
we've done, just there's my name, there's my phone number, but now you can scan a QR code and take a video of the
work at any time. A person doesn't even have to be on the other end and saying, "Look, you guys did a great job, you
know, in my garage. Now, I'd like my kitchen to get done. Here's the kitchen. Here's everything we're doing. and now you're getting pinged. You can run that
through AI and then when you call back, you're armed uh with them not going to Google. I want them to think, "Oh, this
is my flooring person." So maybe a new tenant moves in, maybe a new resident, maybe a new business owner. Oh, I guess this is who does our carpeting in the
office. Yes. Right. I got my my roof redone two years ago and my neighbors
are like, "Oh, that's a great roof. Who did it?" I forgot. I'm just getting old, I guess. But they didn't leave any leave
behinds. Or if you want to proactively get ahead of people, and that's really it's a race to claim property is to send
out mailers, things with magnets, things people can put up. If you ever have flooring needs, you know, call us or scan this QR code, take a video, and we
have all industries that are doing this. I've got serve pros that are doing this. I've got college junk selling junk, one
time plumbers, all of these different franchises that are already doing this kind of canvasing to get into those
properties and paste QR codes around it to be the Amazon Prime of whatever your trade is.
Yeah. And you know, one of the most important questions is,
can you make Rollin look younger? So Rollins has been in the flooring
business for 182 years. Oh, that's pretty funny, Ran. Uh, yeah.
I I look at like when you when when Doyle's talking about the the moisture
and the recommendations you have, when you build uh if you're on the other side of the video and you've already built
some trust and already positioned yourself as the industry expert, then
your recommendations when you come on site are much better perceived and better uh received by the by the user,
by the homeowner. Um, I do this with in the commercial world. Uh, I do like
speeches with architectural firms on the chemistry of flooring and I do all that. Well, the next time I get a call from
someone, they're like, "Hey, I seen you up there speaking." If you can align yourself with being the industry expert
and you do that by having uh a what a lot of trades people don't have is a
piece of technology and kind of get you out ahead and and flatten that curve.
Well, you're you're setting yourself up for better success. So, yeah, it's pretty cool.
Yeah. I mean, at the end of the day, you know, and I understand technology is great and all these things, but once you
start dabbling with AI and you can actually see what it can do to be your co-pilot, um, your customers are doing
it, too. They're going into these big AI. They're they're they're doing this stuff. The the the average customer is
going to becoming a lot more educated because of these things. So, what's the differentiator? If everyone's got the
same data, if everyone's got the same remediation plan, the only difference is going to be the people, right? So that
human connection, who do you trust? I got all the data. I know how to do it. I even have the AI report if I wanted to
do it myself, right? I don't. Right? So now, who am I going to hire? Right? It's
going to be, do you have the credentials? Do you know what you're talking about? Does this AI report that either you generated or I generated as a
homeowner make sense? And and what I'm saying to your point, uh, Paul, is like,
hey, this person speaks the lingo, this person has the reviews, this person has the referral, now they have earned the
business, right? Even if I might be more expensive, right? Because Yeah. We we buy trust. That's what a lot of this
comes down to. As a homeowner, we're buying trust. Not more expensive. You just offer more value. Exactly. And more expertise, right? And
so, but these pieces of technology are here to help speed things up for you. make sure you've got, you know, an audit
because sometimes we do miss stuff even as pros. I I'm I'm I've messed up plenty of times uh in my business as a pro. Um
it just stuff happens. Like literally, we had our paint sprayers out. We we painted a whole house. It just happened
to be a cloudy day. I go to do the final walkound and it happens to be a sunny day and we're looking at the house and
it's like, "Man, your house is shining like a diamond. What is going on?" Sherwin Williams or my painting company,
probably should have said, uh, put it, they shot glossy into my flat.
I didn't see it. My guys didn't see it. It wasn't on the label. We just stuck, you know, the paint into the the sprayer
and we went to town because we're fast, right? Stuff happens, right? So, yeah, it's just kind of things that come up
where we miss the moisture meter, miss the level, miss all the stuff. But, you know, we need that audit. We need that
additional eyeballs or additional tech to wrap around the good work that we're already doing.
Yeah, that's pretty awesome. I I agree that the more that you could have uh
well, you do if you did have a human next to you be like, "Hey, did did you remember seeing X, Y, and Z?" You know,
you do it anyway. So, having something that kind of records and documents for you as you're on site. That's another
key aspect to all of this. What we're trying to say, guys, is embrace technology. It's here. uh if you're if
you frequent the huddle, you know that we uh consistently tell you to embrace
because you're either going to embrace it or be left behind. It's not stopping. That that is 100% clear. uh you you take
something like this and you you uh you leverage that and your VTI and you show
by documented data that you are a professional uh that your expert level
or your master level or even if you're proficient level and and then you have something where you are also building
trust face to face and then you have the credentials to prove it. I mean, you're going to land most of the work that you
go up against a guy that is just trying to jump in his truck, go out, take a
quick measurement, and give a cheap bid. Um, you may be more expensive, but your credentials and your the experience that
you deliver to your customer, those two things are the two things that you you
have to leverage to set yourself apart. Those are the differentiators. how the experience you deliver to your customer
both at the very beginning of the sales cycle to the end of the project and close out and the the your credentials,
who you are and what you have um what you can prove from a you know experience
and expertise level. Those are the things that you have control over. Um and this is just going to allow you to
showcase those things even further. We do have a couple more comments. Um, I
just want to interrupt just real quick because I am going to throw this QR code up for Dan and Denise. Um, there is quite a bit
of stuff to to be raffled off. So, there the what's on there right now is valued
at $6,500 and it's $20 a ticket. So, you
guys make sure you uh show up for Go support our friends. Yeah, support
every support these guys and um you know $20 is will go a long way and you get
some cool stuff. Uh I did want to get this um
comment right here too cuz I think you touched on this earlier because he says it's you know technology is great but
they need to be trained and that's what you you were you you touched on earlier is that you want to make it easy one.
Here it is. Boom. And then it it gives you that output. Right.
That's right. And there's a key piece in that language there. Need to be trained. How are you training? What are you
training on? Right now, as maybe your senior technician can go in with their
camera and talk about all the work they're doing and it can document it, show the video. So, when I do train my
future technicians or future people, this is how we start to get out of our business, right? when you're ready to sell, if you're the key man of your
business, uh the value of your business goes down. Uh right, so if you can show all the process, if you can remove
yourself from the business, that value goes up. So being able to document that training, have that training, it's
coming from this, as much as we want to sit there and, you know, type away all of our processes. We don't, right? Like
we do need checklists. We do need things to follow, but who creates that checklist? Who's where is that coming
from? Are we enhancing that? as it as things change as new materials are coming in as new processes are happening
how is that happening you can now simplify all of that again I don't want people because that's his next comment was you
need a checklist and that's just something that you have to enter in there and it's constantly evolving right
absolutely and this is the audit trail of of what we do and I want people to not fear AI and no one's going to say
that right it'll come up in different ways but a lot of times we just avoid technology because we don't I want to
learn it. I don't want the next thing. And if it ain't broke, don't fix it. You know what I mean? Like we kind that way.
So I always tell folks if you haven't really interacted with AI, that's okay. Most people are just starting to figure
out what the heck it does anyways, right? Go to a chat GPT or a Gemini or a Grock. Pick your favorite flavor and
play with it. Like when I got the new paint sprayers, my team, we played with it first. We played with the new tools when they came out and they're always
coming out. They're fun. So go and play with it. But then what happens is you play with it. Then you see where it fits
in your workflows and your business process. Then you implement it and then you can't live without it. Right? At one
point in time these phones didn't exist. Right? And remember when people like ah I don't want that Steve Jobs thing that
came out. Now they issue these things when you're born. Right? So that's natural way of
technology. Where did AOL go? Where did the CDs go? Where did the DVDs? Where
did all this stuff go? But we we we we learn, we implement, and the good stuff stays and the other stuff gets thrown
away with, you know, the yester year's technology. Well, and questions, uh, sorry, Daniel,
Joy's questions, too. Like, all you're doing is help solving the issues before they even come up, right?
Like, these are all the things that they're going to fix through AI. And pretty soon, you could have someone brand new with a standardized checklist
go and do this. And then AI is going to fill in the gaps. And guess what? If something gets missed or something gets
overlooked, it's going to correct it. It's going to teach. And that new employee, that new person is going to
learn step by step through the process that AI is creating as well. Essentially, they're going to learn
faster and get smarter than what it took some and they're going to watch the video. Don't we all? When something breaks,
where do we go first? YouTube. Why? Because we're visual, right? And Rolanda Roland's still using AOL. Sorry.
That's what I was gonna say. I said a cool story is I just emailed someone like a couple weeks ago that was still using an AOL email.
But hey, we can call those the final adopters. You go from early final adopters. Someone's got to be the caboose on the train. It's all good.
Well, there's certainly a a ton of ways that we can leverage remote access,
i.e. video learning. Um I know that we've this is kind of talking about
manufacturers and how their tech departments are are using um you know
could in involve some of this technology. I think um you know at the
end of the day I would encourage you to like James said get you know try some
stuff out. Um would you mind kicking up his um please support Dan and Denise to
QR it buy a few um uh raffle tickets and and let's uh let's support Denise and
her and her support for Dan. But just check out Live Switch. They've got a you
know go do a demo, see what it's about. Like go through that process. Don't be scared of this stuff is what we're
trying to get through. and we're going to continue to bring you, you know, kind of things that are going to push you,
things that push me. And if it pushes me and I I feel like it's something of
value, we want to kind of uh bring that to the forefront and continue to push
our community to um you know, maybe step out a little bit, get some more experience, and then provide a better
experience to our customers. At the end of the day, that's what it's about. I got I got several tabs open on
different uh parts of the website right now. It's pretty clean and easy to navigate. I will say that made it really
simple. Well, I want to uh we have uh creeped up
on our quick hour here. I want to thanks J thanks for uh you know coming on
giving us some uh access and some insight into live switch and more importantly just kind of start to expand
uh our community's mind on to this stuff. We talk a lot about it but uh having somebody who's lived through this
journey as well and uh is using uh real world application of some of the
technology that's out there to you. Um, you know, I know Rand has a store and being able to pre-qualify a customer for
him would be like key, right? I mean, why why go out if it's a tire kicker and
why go out if it's a job you don't want to do because it's not in your wheelhouse, it's too small or whatever.
So, you know, uh, check out Life Switch. Go give it uh, you know, do a demo and
see what it's about and uh, check them out. I want to thank James again always. Thank you, Jose and Daniel, for being on
and and uh driving this podcast and helping helping our community to get
better. That's our goal every single week. We'll be here again next Tuesday at 3 p.m. Central and uh 4 Eastern. And
um yeah, we look forward to everybody uh giving it a shot. James, thank you so much for joining us today.
Thanks, man. Yeah, thanks for having me to close it out. Yeah, with the raffle you guys got
going. Um, you can add a live switch license in there if you want. I'd be happy to give a winner a free year of of
the software. No problem. At least a minimum two grand. Appreciate that. I think right now so
the with what they have right now. Um, they packaged that up and I think they're also they also have more stuff
that's coming in. So, we may end up doing another package as well. So, that way we'll we definitely appreciate that
and we'll uh put that in there. Yeah. anything we can do to support and the best thing that people can do to
support not only help Dan what he's going through I mean god forbid you know if that was our number that got called
you know uh we all go through it that's human experience right but I also want to encourage everyone listening to not
be at dead end what's a dead end a person who doesn't share about what they're learning I don't think Paul Daniel or Jose are making millions doing
this show I'm sure they're doing it because they care about their industry they care about you who are listening and if you can just share whether this
episode another episode don't doesn't matter to me just share the show pay it forward forward. Don't be a dead end. Be a rel show someone in your company.
Share it on your socials. Um, they didn't ask me to say that stuff, but you know, I'm always appreciative of people
in the trades putting themselves out there to teach and coach and help us all get better. So, Jose, Paul, Daniel,
thank you so much for what you're doing for our industry. Oh, thanks, James. Appreciate it. Appreciate you. All right, guys. Adios. We'll see you
guys next week. Thank you, everyone.
