Ty Cobb Backer: 0:00

Right and we are live. Welcome back everybody to Behind the Tool Belt, episode 295. I am your host, ty Cobb-Backer, and thank you for joining us on this Wednesday edition. We will be back after a short intro from our sponsors.

Speaker 2: 0:32

Welcome to Behind the Tool Belt, where the stories are bold, the conversations are real and the insights come to you live, raw and uncut. Every week, host Ty Cobb-Backer sits down to bring you the stories, the struggles, the lessons learned and theut. Every week, host Ty Cobb Backer sits down to bring you the stories, the struggles, the lessons learned and the wins. No filters, no scripts, just the truth. Please welcome your host of Behind the Toolbelt, ty Cobb.

Ty Cobb Backer: 0:56

Backer. Hey, hey, hey, and we are back. Welcome back, everybody, to Behind the Toolbelt where we bring the best in the business right to your earbuds. I'm your host, ty Cobb-Backer, and today I'm excited to sit down with a true sales powerhouse, a motivator and roofing industry influencer, deshaun Bryant. How are you doing, buddy?

DaShaun Bryant: 1:19

I'm phenomenal baby. It's a pleasure to be back. Ter himself, I'd be. I'd be having to um remind myself ty cobb, back is your name. I'm so used to saying tc, you know what I mean. So the pleasure to be back, man yeah, man, it's so good.

Ty Cobb Backer: 1:34

Like we were saying earlier, you were on episode 95 and that that marks a special moment for us. This is that, whether you know or not, you helped shape and set the new trajectory of this podcast because when we started it out, we were promoting TC Backer. We were actually promoting a charitable event that we were not hosting, but it's called Workforce Now Program, which encourages students to get into the trades, and they were trying to raise some money. So we decided to build these gazebos and then auction them off at a local home show. So we started promoting it. We didn't know how to promote it. Somebody said do a Facebook live. So we decided to get the iPhone 8 out and do a Facebook live. Like, hey, come on down to the York Home and Garden show. We're, we're auctioning off these gazebos. And then we went live the entire time we were at the home show and we noticed that we were reaching more people outside the home show than we're actually showing up to the home show. We're like, wow, this is pretty cool.

Ty Cobb Backer: 2:37

So when the home show ended, we decided to continue the podcast and we you know, we were, you know promoting TC backer and whatever other charitable events that that we were, you know, had going on at the time and, uh, we were running out of content. You figure 90, some episodes every single Wednesday. Actually back then it was Tuesdays and then it switched to Wednesdays. We can only talk about shingles and nails and drip edge and step flashing. You know so much and much. And uh, you came on the show and it was like, wow, we, we kind of just like tapped into something new and uh, so thank you for for that. And then, ironically enough, 200, exactly 200 episodes to date. Later, here you are again back on, you know, behind the tool belt, 200. You know episode 295, like years later.

Ty Cobb Backer: 3:25

But now we have stayed in touch. You have came on our little 10, 15 minute clips that we do at the, at the conventions and stuff like that, and obviously we've stayed in touch. We've ran into each other and we follow you and we kind of thought you know, why not get him back on? So thank you for carving out, you know, some time out of your day. I know you're busy as hell. You know from from door to door sales, you know nationwide state stages and and all that stuff and and so thank you for for coming on and I got to say, and I don't know when, I heard it from you, but you, you said, you know, I'm I hope it it was you, I'm pretty sure it was you winners win. You know that that has come become like this, this catchphrase that that I've used um, so what? What does that mean to you? Like when winners win?

DaShaun Bryant: 4:18

well. First and foremost, once again, I just want to say thank you for having me back. Yes, um, it's a few times I've saw you at the trade shows and I avoided the podcast on purpose. And my mindset and I tell everybody, even though you know I'm pretty strong with mindset I'm a certified mental performance coach Like we all have our own thoughts and our own things that we need to be aware of, and sometimes I fight myself with this thought process that people are of seeing me. I'm like man, people tired of seeing this dude man. So I try to avoid certain things to give other people an opportunity. So when y'all got me offering me back, I'm like nah, man, it's been a while, so I'm excited to get back on. I'm excited to tap in with. I view y'all as family, like the the behind the tool, back tc, back like the whole squad. Just view everybody as family. So I just want to give a shout out to the whole. You know the family, like everybody. That's a part of what you do. Just let them know I love them and I just want to say what's up?

DaShaun Bryant: 5:13

But winners win, right? What does that mean by that? Because winners do win and you know the difference between winners and losers? Right, it goes. Winners never quit and then quitters never win, right?

DaShaun Bryant: 5:23

So when I say winners win, I mean once you understand the formula for winning and what it takes to win, whether that's preparing, developing the mindset, falling in love with the process, learning how to be present Right. Establishing your BFF, which is your beliefs Right, that's half the battle. What is more, to have the battle, believing in yourself and believing you're the person capable of achieving these certain results. The F is your focus, right. What is focus? Being hyper aware in the present moment, not being too caught up on the future, not being too caught up on the past. And then the F is freedom. And what does freedom mean? The ability to take big risks without you know, holding nothing back. So when you establish your bff and you understand what it requires to win, it's easy to win at a consistent level. Because this is the thing about it most people want to win, but most people don't want to put in the time that it takes to prepare to win right so the thing that makes it easy for winners to keep winning is they know what it looks like.

DaShaun Bryant: 6:23

Even when it don't, even when they don't think they're going to win, they still come out with the W Versus quitters or people who aren't used to winning. When it looks like they're not going to win, they'll take their foot off the gas. They'll start doubting themselves. They'll start finding every reason why it shouldn't work. Versus a winner will say I done been here before. This ain't nothing new. We've been in this position before. This ain't nothing new. We've been in this position before. We've been down $200,000 and we got a month left. We've been in the field for two hours. We've had zero deals and we know that we got two and a half hours of sunlight left.

DaShaun Bryant: 6:54

Or we got X amount of neighborhood left to canvas or knock or get in front of, and we're going to come out with something I always tell people when you operate from the mindset of a winner, you know you're going to win, you just don't know when. So you know you're going to win, you just don't know when. And when you got that winner's mentality. You show up every day knowing that, hey, the W's going to come, we just don't know when they're going to come. And then also, another thing that I've noticed that winners do consistently is they define their wins, and the wins isn't always in the results. Most people only put their wins in the results. So when you learn how to redefine your wins, and then when you understand that you're going to win, you just don't know when. It's about just falling in love with the process, it's about being present and it's about enjoying every interaction, every moment that you get on a day-to-day basis. And then winners just don't come out on top baby. That's what they do.

Ty Cobb Backer: 7:45

I love that, I love that, I love that. So when did you start using that mentality Like, when did that occur to you?

DaShaun Bryant: 7:53

I probably developed a mindset of like stepping into that winner's mentality, probably like my second year into the industry, because my first few years I was just pure charisma. I was very result driven. I would go out there If I had a good week, I was on 10. If I had a bad week, you know I'm down in the dumps. And about two years into the game I started developing a different mentality, and that came from investing, that came from studying, that came from reading, that came from getting around other winners. I stopped relying on just my thought process, my mindset, my intelligence, and I started tapping into other people's intelligence.

DaShaun Bryant: 8:28

And then osmosis is real, right. So you're the sum of the five people that you spend time with. Whether you believe it or not. If you hang around five broke people, you'll become the sixth. If you hang around five winners, you'll become the sixth one as well. So then I made it my responsibility to control my I call it your circle of success, right? Who do you decide to allow into your world that feeds you information consistently. So I started getting around other top performers, and you know whether that's, you know, eric Thomas, the Myron Goldins, the Grant Cardones, just all of those guys, even though they didn't sell what I sold.

DaShaun Bryant: 9:03

That energy, that thought process, that mindset, once it starts to become a part of you, what's always tell people if it ain't in you it can't come from you. So once I started putting in, putting it in me, it started coming out of me. And then that's when I started developing that winner's mentality. So everywhere I go, man, I think I'm going to win. I always tell my kids I got, got a 10-year-old and an 8-year-old. And if you ever meet them you can ask them what's your last name and they'll say Bryant. And you ask them what it stands for and they'll tell you greatness. Everywhere I go train I say the way I'm trying to die. I'm trying to die Kobe Bryant, then I'm trying to up there in the same level as Kobe. And Kobe had a witness mentality.

DaShaun Bryant: 9:48

Kobe rookie year. It was like towards the end of the season he was playing in the game and like he shot like four air balls. He shot like four air balls and everybody was like, oh, rookie, you shooting air balls. And he said, nah, I expected my legs dead. Like I haven't built up my stamina to be able to do this shit. But that's a winner's mentality when you don't take that shooting air ball so personal, but you're like, oh, it's just a part of the game, that's just what we do, and then you grow from there. So I would say, once I started changing my environments and the people that I learned from, I changed my mentality.

Ty Cobb Backer: 10:26

Yeah, I love that. I love that. I use that analogy too. When I was growing up as a kid and we talked about this a little bit before we got live here I always hung out with older people on the street corner so I wanted to show out for them. I looked like them, I dressed like them, I talked, I spoke like them and then obviously, that took me down one path. But then when I got older and I realized that I had to change pretty much people, places, things because my atmosphere wasn't conducive to where I wanted to go, you know, and where they were shit. Still some of those people if they're even still alive are still doing the same stuff and in the same place that they were.

Ty Cobb Backer: 10:59

So I fully believe that you are the sum of those that you surround yourself with and we have that choice today. You know who we choose to hang around and and sometimes that's uncomfortable, that can be uncomfortable surrounding yourself around smarter people, surrounding yourself around people who will push you, not because they're jealous of you or because they envy you. They're pushing you because they want to see you succeed and they'll question you and hold you accountable. They're pushing you because they want to see you succeed and they'll question you and hold you accountable, and a lot of times that can be very uncomfortable being around somebody who has been someplace you want to be or where you want to go. You know, like you named a couple of people and Eric O has been one of those people for me who has pushed me outside of my comfort zone, not because he's mean, not because he doesn't like me, but because he loves me and he sees something in me and wants to see me succeed, wants nothing but good, good and greatness from and out of me.

Ty Cobb Backer: 11:55

So I completely agree that if you're hanging out with five broke people, you're going to be the sixth. If you're hanging out with with five successful people, you're going to be the sixth. If you're hanging out with five successful people, you're going to be the sixth successful person. And I try to be that inspiration. I try to empower people and help them and coach them along. For you know, just to see them succeed, not because I want anything out of them or from them, but just to watch them grow and succeed makes you know me happy. You know more than I can even imagine and it's come back tenfold.

DaShaun Bryant: 12:29

Amen, I say. The ultimate goal is to be aspirational right.

DaShaun Bryant: 12:34

Like my ultimate goal when I die, like before I die. For me, if people say, deshaun, how you know you made it, I say I know I made it. If my son and my daughter just say I want to be like my daddy, I just want to be aspirational, right, I think you got motivational, which is external. You get people going, you get them motivated, get them ready to run through a wall. You got inspirational, which is internal, where you got to pull it out of yourself. You got to continually keep yourself inspired.

DaShaun Bryant: 13:03

And to be inspirational means you're in spirit, right, which means you know how to tap into that internal power force and pull it out of you on a day to day basis to keep yourself inspired to go accomplish your goals and dreams. And then the highest level is aspirational, where you model a behavior that other people want to become. So that's my ultimate goal just to be aspirational, mainly for my babies, though If anybody else, get it cool, but I mainly do vast majority of the things I do for my kids. I just want to be a phenomenal example for them. So that's why.

DaShaun Bryant: 13:35

I show up the way I show up in my life, you know.

Ty Cobb Backer: 13:37

Yeah, I love that. I love that. So when did you know that you were called to lead and inspire other people in our space?

DaShaun Bryant: 13:45

To be honest with you, I didn't, I didn't know. Somebody else saw it in me early, which was my first sales manager, because he's the guy that told me he was going to be my trainer. So he saw that I had that potential to potentially lead and train people before I even did. And then, once I started training my sales team and they started winning and they started achieving results, it's crazy how, when you get to a place of being selfless which is stepping away from being self-centered because it's okay to be selfish, it's not okay to be self-centered and the difference between those two are self-centered people think the world revolves around them. Selfish people take care of themselves first so they can take care of other people, and I think the word selfish got a negative connotation to it. So I encourage people to be very selfish. And then, once I started becoming selfless and giving myself to other people, that's actually when you start living life right, that's when life gets beautiful, when you do things to help other humans. Go to that next level. And I want to be very clear I'm not on that level. I don't know too many people on this level, but I'm saying like we start operating like a martin luther king, or you start operating like a gandhi, or you start operating like those guys that give themselves up for other individuals. They start seeing other people win. Now you get addicted to the success of other people, and it's not because you help them get there, but but to watch somebody else achieve something is a euphoric feeling that you don't get from achieving your own goals. So once we watched the sales team start winning, I just sat back and thought to myself I'm like I can't be the only guy that got brought into this roofing industry, that didn't get formal training, that didn't really get the information they needed to be successful and that didn't really get the information they needed to be successful. So I was like, if other people probably went through the same thing I went through, what if we just put out free information to help these guys be successful? Whether you know at work or not, let's at least try it and put it into the marketplace.

DaShaun Bryant: 15:40

So then, two years into the game, that's when we started Roof Hustlers and we just started putting out free content with no permission. We didn't wait for anybody else to tell us if it was good or not. We just started doing the things that work for us. So that was working for other people. And then I probably would say, about eight months into me creating my YouTube channel, then it started creating momentum.

DaShaun Bryant: 15:59

People started DMing me man, I love your information, man, this helped. Man. I ain't never heard nothing like this X, y and Z. And at that point I took like two months off from posting content. And then I came back and I had like 800 subscribers. And once we gained those 800 subscribers, at that point I was like I got a responsibility. This is no more just like a cool putting out content, but you got a responsibility because people have bought in now and I would probably say, yeah, about two and a half. Technically, the exact date was May 17th when we started Roof Hustlers, so I would say probably late May 17, early 2018. And then people started reaching out and I'm like man, we own something.

Ty Cobb Backer: 16:43

And it's our responsibility to continue to feed the community. Yeah, I love that. I love that. You know, and a lot of people you know, I've sat in the position where I just busted my ass to make ends meet in in my mindset was completely different than compared to where it is today, and it's like my mind shift. My mindset has shifted, my paradigm has shifted to more helping people Like this is what we're doing here. It's like it's not about me. This isn't about me trying to make ends meet, but, more importantly, how can we make others make ends meet or provide value, whether it's putting a roof on their home or providing employment for somebody and watching them succeed? And when you can change that, it just seems like things get easier.

Ty Cobb Backer: 17:19

Okay, when, when, when you're, when you're not just chasing a paycheck yourself, but you're helping, try to provide paychecks for other people, something happens right, and it's not always easy to stay there, especially when you're during, you know, uh, stressful times, or or you're playing firemen and you're running around and you're putting out fires and stuff all the time. And it's like and I think where, where it started happening for me was is when I took on too much responsibility and I was a very poor delegator and and I'm speaking in terms of, of, of, you know, operating a business, you know internally, where I was wearing 15 hats and I did have a good group of people that that were working with me, but the problem was is that they were sitting outside my door waiting for me to tell them what to do, opposed to, you know, empowering them to to do right and allowing them to make mistakes. And when I, when I had that paradigm shift of, like, empowering people to make decisions and and and inspiring them to do great things within the organization and having my dream big enough for their dreams to fit in, and then, as years go on, I'm like, okay, screw that. Like dreams are one thing, but how about their legacy? How is my legacy going to be big enough for their legacies to fit in Right and and and in the atmosphere that we're in?

Ty Cobb Backer: 18:37

It's kind of hard to do that sometimes, especially in sales, because egos are so big and everybody thinks they can do a better, you know, quicker, faster, better job. But if you can create an atmosphere and you pay people good money where they're, they're, they're happy, and not just happy but in content, but they're inspired because of what we're doing here. The goal is much bigger than just a paycheck. The paycheck is just a tip at the end of the week, because we're providing services for people and we get to do this right, and we get paid to inspire people. We get paid to improve the quality of people's lives. We put roofs over their head, we protect their biggest investments.

Ty Cobb Backer: 19:15

And when you can have that mindset throughout an entire organization right, because it starts here first, and if your team can replicate exactly what we're coaching them and and then that radiates out onto homeowners, homeowners want to be a part of that stuff too. When your people were bought in right, because they're so inspired and then they go out and inspire people. Right, that's where that true ripple effect and that legacy starts to be created, and it just it, it. It spreads like wildfire that positive energy.

DaShaun Bryant: 19:48

Well, I just think you always got to live for something bigger than yourself.

DaShaun Bryant: 19:52

And in general it like keeps your cup full, it keeps you energized and life gives you who. You are right. So when you show up for other people and you put other people first and you make sure other people can eat and you make sure other people can thrive, you make sure they stepping into that best version of you I mean of them and they chasing it consistently. Naturally, the way the universe is wired like, you're going to get that in return in some form or fashion. And I'm a big energy guy. I'm a big principle guy. I don't believe in using my feelings to like operate throughout my day. It's based off the principles that I've got set in place, and one of my principles is we always take the high role. I don't believe in matching energy. I know people who say that, well, I just, whatever energy they bring to me, I give it to them back. No, I always give better energy Right. I believe in treating I always do. I believe in doing more than what you get paid to do. I believe in tipping off principal, not service. So I tip 30 percent minimum when I go out to eat and if the service is fire, I give you 35, 40 percent. So when you operate out of those principles by default, you're going to get it in return tenfold.

DaShaun Bryant: 21:01

We was just in Vegas for my birthday and it's just how funny this stuff work. I wake up on the 9th or whatever and we about to go get the day started and I say I need to pay my video guys. I'm like I need to pay my video guys. So I sent my video guys like 400 bucks and I'm like, hey, I need to put some good energy out into this world. Because you know, when I, when I pay people, people love to pay me that same night I paid. That same day I paid my camera people 400 bucks. I went to the casino. I won four grand a night and it's like it's just that fast sometimes and you can't look for it, Right. So the principles are what govern my behavior and I'm a firm believer once people get principles in their life over feelings like the game change.

Ty Cobb Backer: 21:43

Yeah, for sure, For sure. Now I agree, I, and I also agree with you too. You know, on the selfish part of things, being selfless, and you know the difference between selfless and or selfish and self-centered, selfless and or selfish and self-centered. We have to take care of ourselves first and foremost. It starts here whether we're educating ourselves, getting good rest, exercising, eating right, because it's like that analogy If we're on an airplane and we're crashing, we got to put our oxygen mask on first, because if we don't, we won't be able to help the person sitting next to us or anybody else.

Ty Cobb Backer: 22:15

And if we're not taking care of ourself now, we're just playing the martyr. I'm 300 pounds because if I didn't have to take care of you all the time, you know what I mean. You're just playing the martyr at that point in time and it's like but we do have to take care of ourselves, and the most selfish thing you could do is not take care of yourself, to be here for a long time for your kids and your family 1000%, 1000%, and you got to overcome the guilt of doing what's best for you before you do what's best for others and parents, especially parents.

DaShaun Bryant: 22:44

They fight that all the time and I tell them I'm like I'm the most important person in my life People are like it ain't your kids.

Speaker 2: 22:51

I'm like no, because if I don't take care of me at a high level.

DaShaun Bryant: 22:53

I can't take care of the babies at a high level. So I love my kids but they come second behind me. But since I'm putting me first, they always get the best out of life.

DaShaun Bryant: 23:09

I love that. I love that. So, speaking on energy, how do you protect your energy and what fuels you? Oh, so I'm a very simple guy, right? So I'm going to tell you what fuels me, because I'm a big believer in God. I have no religion, but I believe in God at a very high level. So I'm going to tell you what fuels me because I'm a I'm a big believer in God. I have no religion, but I believe in God at a very high level. So the thing that fuels me is so I got a mantra that says I am happy, healthy, wealthy, focused and dangerous. I'm a pro. Every day, I'm taking a system with my family for right, changing lives everywhere I go, making connections to get keys to open new doors. I inspire, I empower, I make impact. We see the best in people. We help them get to it. We don't run from challenges. We embrace them.

DaShaun Bryant: 23:40

I am love. Everywhere I go, I spread love and I show up. And when I show up I show up big right. So that's just my daily mantra when I wake up and get every day started, and I always tell cats the day you learn how to wake yourself up, let me know so I can do it consistently. Nobody know how to wake themselves up. God, just wake you up every single day, right, every single day. Think about it. Sometimes you wake up three in the morning, four in the morning, five in the morning. Sometimes you wake up and you be like man, I ain't even want to wake up yet, but you woke up.

DaShaun Bryant: 24:10

So just the ability to wake up every single day alone just gets me geeked up, because tomorrow ain't promised and people say that, but they don't believe it, they don't live it. So the fact that I woke up today and I got another opportunity to beat life ass excuse my language, but the fact that I woke up and I got that opportunity, I'm geeked up like I'm geeked right. Not to mention, I woke up in america. I could have been born in like africa. I could have been born in like anywhere, but I was born in America, by the graces of God. So the fact that I get to wake up, pursue my dreams every single day. I'm just geeked up. My energy be on 10. You can't catch me having a bad day. One time my car broke down and this lady walked by. She was like there's just one of them days, huh. I said no, ma'am, it's just the moment. She was like oh, I like that Right Because.

DaShaun Bryant: 25:04

I'm just geeked up every single day, so that's what naturally energizes me, right, like I energize myself. I don't need to listen to no motivational music, I don't need to be just getting up out of bed. For me. Me is that oh, I'm on 10, and then how do I protect my energy is I'm very selective with the people that I allow to be close to me, like on a regular day basis. So I don't hang around negative people. I don't hang around pessimistic people, unless you are, unless you're a positive, pessimistic person and people say what you mean by a positive, pessimistic person. When you're a person that sees way thing, the way something could go wrong, and I didn't think about that, that's a positive, pessimistic person. Well, it's like, hey, that's a good idea, but what if this happened? Thank you, I didn't think about that. Versus you continuously telling me how things gonna go wrong, I keep you away from me, right? So I'm just really big on protecting my peace.

DaShaun Bryant: 26:01

Some people call them energy vampires. Yeah, people that drain you so, like, even if you call my phone and the first few words out of your mouth is just telling me about how something going wrong and x, y and z, I'll start the conversation over. Oh, excuse me, oh, whoa, whoa, whoa, whoa, whoa. First and foremost, let's restart this thing. How you doing today? Ask me how I'm doing, right? So let's just get the energy right before we even start this conversation, because you're already coming in on some negative stuff. So I just try to do, I try to do my best to protect my energy and and then, most importantly, I just have high levels of gratitude of the most simplest things, and every day you wake up it's a blessing. I got a homie that died in February, man, 33 years old. I'm pretty sure he thought he was going to make it to 34, right?

DaShaun Bryant: 26:48

So, the fact that you got another day on this earth is the only thing that get me energized, man, and everything else that come after that, that's a plus.

Ty Cobb Backer: 27:01

Yeah, no good, good stuff. Man, I love that, you know. I, I agree with you so much and it's like I, I know I've gotten caught up in some negative shit and today I do understand that I have, I have the toy. I have a choice today to either surround myself around negative people, right, and get sucked into that, whether it's gossip or just pure negativity, or I have a choice today to surround myself around positive people and I protect my time. You know, a lot better than I used to.

Ty Cobb Backer: 27:26

I used to think that you know, like I used to accept unacceptable behavior and that could. That can range, you know, all over the place. But you know, today I really try, especially like on on Wednesdays, wednesday mornings. You know I'm usually pretty jacked up, I'm usually pretty fired up. You know about the podcast and stuff like that. So I don't book like a bunch of meetings and stuff like that where potentially something negative could pop up, right, because being an entrepreneur, being a leader, being being in a position of of authority at times, you know we don't hear all the good, positive stuff. A lot of times I I get, I get the bad calls right well, that's what you get, 80 of the time, if we're being 100 yes, for real so

DaShaun Bryant: 28:06

in the position we in is people calling to complain, people calling how something ain't working, people calling how somebody didn't do something right. It's rare you get people that just call to celebrate with you?

Ty Cobb Backer: 28:15

yeah, exactly so I try to protect my time and today I get to put a buffer in between. I have an assistant, you know, who handles some calls for me, that takes care of emails and stuff like that, because you know my time is more precious than it ever has been. It's always been precious, but it seems like the older I get, the more I want to protect and and choose wiser on those that I allow into my space, just because I don't want negativity, I don't want drama in my life today. I'm not saying that I can't deal with adversity and things like that, obviously, or else I wouldn't be standing here today but it's like I can kind of pick and choose my battles a little better today, um, and and take a high road right. Like it's not worth. It's not worth the stress and Jana and I were talking last night about you know how, how, how great life is, and it's like you know we've made it in all those times that I've stressed over stuff, but it's always worked out.

Ty Cobb Backer: 29:07

It's like, why do I continue to put myself in a position or in a mind set of like a negative space? It's going to work out? It has always worked out Like we've been blessed beyond, beyond belief. And it's like here we are, just like, take a look around. Like we got a roof over our head, there's food in the refrigerator, even just those little things. Right, it doesn't have to be some grandiose brand new vehicle out in the park, like it does. It's the little things, it's the micro things that, if you can really stop for a minute, take a look around and find that gratitude instead of being so ungrateful all the time. And I think that's what it comes down to. That's why people are so negative, because they can't see the light at the end of the tunnel, they can't see what's actually in front of them of like you know, like you can walk right, you're not in a wheelchair. Yeah, I can, I can walk. Can you run? Yeah, I can. Are you standing vertical? Did you wake up this morning? And it's like just getting yourself in little small habits of like thanking God for just waking up in the morning, like you were talking about. It's like my morning routine. Like I've, I've, I've trained myself to thank God.

Ty Cobb Backer: 30:14

I'm not a religious guy Okay, I think I've been to church three, four, maybe five times in my whole life but but I do believe, you know, in God you know, and and you can cut that up in any, any, many, many, many metaphors like good, orderly direction, a group of drunks, a gift of desperation. However, you want to split that up, I believe that there is a power out there greater than myself, and he's given me the opportunity today to you know. He's given me that second chance. And what am I going to do with this second chance? Am I going to live in misery and negativity and create drama and participate in gossip, or am I going to spread light? Am I going to spread the joy? Am I going to bring the energy? I even went as far to the extreme. I read a book, john Gordon. It's called the Energy Bus.

DaShaun Bryant: 31:03

The Energy Bus. Yeah, man.

Ty Cobb Backer: 31:05

I love that right, so I never went. I'm not real big on titles and stuff like that, but in my email signature I am the CEO and not real big on titles and stuff like that but in my email signature I am the CEO and it says below chief energy officer. It is my job today to bring the heat, to bring the energy Right and not in a negative light. Bring the heat. But I'm talking about like inspiring people and letting them know how enthusiastic I am about what it is that we're going to do today and what it is that we're doing every day here 1,000%.

DaShaun Bryant: 31:33

And people ask me how like I go train companies and they're like man you always like on 10, like this.

DaShaun Bryant: 31:40

Like every way you go, you just always like this. I say the difference between me and y'all is I'm an energizer. You need people like me. Like I get your energy up. I don't. I don't. I don't have no source that I go to every day that gets me geeked up and then I go step into my day. I'm the guy that people come to for energy, so I always got to protect mine at the highest levels that way. It's always why I need it to be for the other people in my life. So I know I'm an energizer. So everywhere I go people in my life so I know I'm an energizer. So everywhere I go, I'm just boom, spitting out little spurts of energy everywhere I go, because I need to leave environments better than how I found and that starts with the intentions that you bring into the environments that you are.

DaShaun Bryant: 32:24

So I'll be at the airport and I'm just like I just want to leave. I just want to sprinkle good energy everywhere I go, just leave people feeling amazing.

Ty Cobb Backer: 32:32

Yeah, no, I love that. I love that. I'm going to change gears here a little bit. What advice would you give someone who is winning but doesn't feel fulfilled?

DaShaun Bryant: 32:41

Oh, that's a really good one. What advice would you give somebody who is winning? But they don't feel fulfilled.

Ty Cobb Backer: 32:48

Yeah.

DaShaun Bryant: 32:50

So typically, I would say, if you're winning but you don't feel fulfilled, it's because you very this is my opinion anyways I think you're very superficial, which means you chasing all of the desires of the world possessions, accolades, validation Like you chasing these external things that are out of your control and then people are never going to give them to you. You're going to get them, you're going to get them and you're still not going to feel that feeling of being fulfilled. To do a callback, I think you're going to find that fulfillment the day you find something bigger than you that you're working towards every single day. I think that's where the purpose comes from. Right, that's where fulfillment comes from when you're working on something that's bigger than you, because you know humans, my personal opinion and based off the stuff I've studied, it's our responsibility To serve each other, like we all got to be connected in some form or fashion.

DaShaun Bryant: 33:53

So, yeah, you might be winning, but how do you get that fulfillment? Go help somebody else win. Go serve at a soup kitchen. Go give back in some form or fashion to the community, to the locals, to family friends, whatever it may be. Last year I did a bunch of speaking engagements, I did a bunch of trainings and people say what was your favorite training of the year, my favorite training of the year.

DaShaun Bryant: 34:15

Last year I had the opportunity to go speak back to the high school I played football at and I got to go back and tap into the youth and just give them some mindset, training, some thought process, and that filled my cup more than any check anybody could have wrote for me. And what made it even more special, my kids got to come see me do it. So my daughter and my son came with me and that, right there, just gave me so much fulfillment. So I think, if you winning but you're not fulfilled, you chasing these external things, you chasing trophies, you chasing checks, you chasing validation, you chasing possessions, you chasing validation and they going to give it to you, and even when you get it, it's still not going to be enough to fulfill you, because that fulfillment, like I said, it comes from serving other people, to watching somebody go from zero to this, watching somebody else that was struggling get into a better position, right. So I think you got to figure out a way to give more of yourself to more people or more things, and I think that's where fulfillment come from. Because the reason why I love doing Roof Hustlers because people ask me all the time you're making YouTube money I say, no, I don't monetize it right. Like I'm not this, I'm not Dimitri, like I'm not Lee, I don't care about views. That's not what I'm chasing.

DaShaun Bryant: 35:27

What I'm chasing is putting out quality information that every time somebody go look at my YouTube, they can come back away with something practical and go get new results. And then shoot me a DM and say, hey, bro, I tried that new thing that you just put out and I just closed the deal. That's the fulfillment for me. It ain't the numbers, I don't care about the numbers. That's why I'm put out. That's why my content is very consistent. It's educational. It's educational content that you can apply and go get results, because people like, man, you should record yourself in the field and get all of these type of I'm like, no, no, no.

DaShaun Bryant: 35:57

The purpose is to educate, inspire and uplift the roofing community. So I don't want to make it about antics. It ain't about antics, man, it's about practical information you could take, go apply and get some results. And I just trained a company in Ohio this past weekend, taught them some new strategies, techniques, just simple things. Right, dude text me after I leave this weekend, literally yesterday hey man, just close the deal on the spot file the claim just because of this little technique you taught me, man. Thank you so much. Another dude hey, man sat down with a homeowner today, gave him a retail price, asked him what they needed to be. I got the number to where it needed to be. Profits were still at a healthy margin. Sold them on the spot. Thanks for you know teaching me how to control the sales process. That's where the fulfillment comes from. It wasn't the check that they gave me, it's the fact that sales reps reach out to me after I leave to show me how this information is still allowing them to thrive and step into that next level.

Ty Cobb Backer: 36:53

No, I love that, I love that Given, giving yourself to others is definitely a great way you know, and giving back you know is is a great way you know cause you can give money, you can give, you know, monetary things and possessions and stuff like that to people. But I don't think you get true fulfillment until you actually give your time you know to to somebody else, especially when you feel like you don't have time. That's especially that, especially then, when you feel like you don't have the time, that's when you need to be given back. You need to give back, you need to pour into other people and there is no more fulfilling, rewarding feeling than when they come back to you and let you know what advice or what, what, what time you gave them you know really helped them along the way. So I agree with you. I agree everything, everything that you just said.

DaShaun Bryant: 37:38

great response to to that, that question and just to add a little cherry on top to that, it's like if you killing the game, right, you making money, you, that sales rep, you killing the cane, killing the game it's still a sense of hollowness there because, like you winning. But the day you help the other people around you start winning. Because I tell cats, the worst part about making money, when you're the only one in your crew that started making money, that's the worst part about making money. But when you get the people around you, everybody else start eating at the same time. You so fulfilled, not only because all of your friends making money, but it's because you went out of your way to help them start winning. Now we all winning together. Now we got an energy and a synergy of success and winning and all that's going to do is spill over into other people's lives.

Ty Cobb Backer: 38:24

No, I agree, I agree. What would you say are the top three traits that you see in the most successful sales reps?

DaShaun Bryant: 38:33

It's really good. It's so many things I've heard, but I'm going to go with the ones that I believe right.

DaShaun Bryant: 38:40

Because, obviously you like a guy that's competitive, you like a guy that's you know, like achievements and a guy that's optimistic. Right, people would say those things, but I would say that the top three traits that I see in highly successful sales reps. First one is they got self-awareness. They got the ability to know what they good at, what they not good at, the parts of the game that need improvement, the parts of the game that's good that just need slightly enhancing. Um, they understand if they're a good listener, they understand if they talk too much. Like they got high levels of self-awareness. And once you, because when you lack awareness you can't improve nothing, right? So when you're not self-aware, you can't improve.

DaShaun Bryant: 39:17

Second trait I would say they got big energy. Like they got a lot of energy. You need energy to win man, because what it takes to accomplish big things in life it requires a lot of energy. Like you're gonna go out there and sell two million in a year. You know what you got to do. You got to have enough energy to get up and do that shit again next year and then do it the next year. You got to have enough energy to go out here and crush it, have an eight-deal day and wake up again and have the energy to go do a seven-deal day. I'll be on the road coaching and training. Come home on Sunday, got an event on Monday. I kick it with my game for a little bit. I'm back on the plane Monday morning. I got enough energy to show up Monday and just empty the tank Right.

DaShaun Bryant: 40:00

So, you got to have high levels of self-awareness. You got to have big energy.

Ty Cobb Backer: 40:11

And I think the third trait and quality that I've seen, the highly successful sales reps is they got the ability to get back up when life beat them up.

DaShaun Bryant: 40:14

Yeah, I love that Resiliency. Resiliency they can deal with adversity. They got that grit. You know they'll have a bad month and instead of making a big deal about it, they're like oh, let's get up and go do it again. You know they have a bad day. Oh, let's go get up and do it again. They can just keep showing up even though life isn. Life isn't playing in their favor, because they understand life is like a game of basketball. You don't have runs Right, it's going to be. Sometimes you miss five shots in a row, but that don't mean you stop shooting Right. That don't mean you go home and have a pity party. So I would say self-awareness. They got enough energy to show up and do big things on a consistent basis and when life start beating them up, they get back up.

Ty Cobb Backer: 40:48

I love that. I freaking love that man. Love that, I freaking love that man. No, I agree, resiliency is big Self-awareness, self-development and not, like we talked about earlier too, not being selfish and self-centered, wanting to serve and everything that you talked about, because I hear a lot of people say outwork everybody. But what I think what they're talking about is that what they're working on is all the negative stuff.

Ty Cobb Backer: 41:15

It does take a lot of work to show up, be the first one at the office. It takes a lot of work to be the last one at the office. It takes a lot of work to hit 100 doors a day. That's what that means. To outwork anybody and bounce back. When you knock on 100 doors and you don't get any inspections, like those are tough days. And to be able to bounce back from something like that, consistently bounce back and and not let it get to you, not let not let it wear you down, you know, and always show up and not go home and take it out on your family Right Like that, that takes a lot of work. You know to to kind of shake it off. You know you're going to strike out, there's going to be a lot of strikeouts, you're going to miss field goals, right, but, but.

Ty Cobb Backer: 41:59

But it's the things I think. I think it's the reps that you put in consistently and you just keep coming back and suiting up and showing up and putting into work. Good things over time are going to happen, and there's a lot of guys, too, that don't understand, especially when it comes to knocking doors. It's like, once you've knocked doors for so long, like you won't have to continue to knock as many doors because you've created raving fans, you've created referrals, you've created repeat clients and stuff like that. So like, if you can put in like the first two to four years of like knocking doors, like you I'm not saying you won't have to go back to knocking them every now and then, but don't, yeah, and don't ever forget where you came from, because there will be moments where you might have to go out and knock some doors, but once you put in all that up work front, you're not gonna have to knock doors for the rest of your life well, I'm glad you just said it, because you said two to four years, right.

DaShaun Bryant: 42:50

You didn't say six to eight months, no, you didn't say one year, right. Two to four years. And guys are getting a game one year, get a little bit of referrals coming and they stop knocking doors. And you're right, man, you've got to have a certain mindset, because you said everything right. You're going to build that referral pipeline, but another reason why you won't have to knock as many doors is your skill set going to increase. You're not going to need as many conversations. You're going to talk to 10 people and get three versus it used to be you have to talk to 10 to get one.

DaShaun Bryant: 43:26

And you increase your skill set, you build your mental fortitude, you develop your mental toughness, you develop your ability to deal with high levels of adversity and that's why my analogy right African lions versus zoo lions Right. And what people fail to realize is the thing that makes African lions so deadly is they wake up every day and they hunt, whether they get a kill or not. Lions don't. Lions don't go two days without a kill and they say, man the hell with hunting, bro, I'm about to go to the zoo, like I'm about to go. I'm about to go to the zoo where they feed you every day. Lions don't say that. They say, well, we got to get up again tomorrow and go and go chase it again.

DaShaun Bryant: 44:08

And the part that lions develop obviously I don't know how a lion think, but I'm just talking about from a perspective is that's why, if you notice the African lion, they're more stout, they got more muscles, they're more fierce looking and, yeah, we're afraid of a zoo lion because we know it's a lion. Right, it's a lion, but you can see their ribs. They look skinny, they don't look healthy. Why? Because they wake up every day and they don't go chase nothing, and that's how I tell sales reps. The purpose of going out there and going on the doors every day or prospecting. Let's just say prospecting right Every single day is because it builds up all of the intangibles it's things you can't see. That gets developed when you go out there and hunt every single day, and if you don't do that, you typically won't last long in this industry.

Ty Cobb Backer: 44:58

Isn't that the truth? You got to kill what you eat, man, or, if you want to eat, you got to go out and kill, that's right.

Ty Cobb Backer: 45:04

That's right. Yep, for sure. Yeah, it's not I and I get it. This, this lifestyle, isn't for everybody, and that's's OK. There's, there's a place in this world for for you. But, like you said it, this overnight success happens in about, you know, 10 years, at least from from my standpoint of you, or maybe I'm just, you know, a late adopter or some shit. You know, it takes time and, like you said, a lot of people want to come into this industry and they think in a couple of months they knock. They had one good storm, you know, and they made it, and they've arrived and they got the big jack up, jacked up trucks and the big 80 inch TVs. You know, save your money, man, save your money, but you got to get back after it, all right. So, before we run out of time here, because this is such a great conversation, man, it is man, I enjoy it.

DaShaun Bryant: 45:56

I enjoy it.

Ty Cobb Backer: 45:57

Yeah, I got some, some personal questions for you. What? What is one book that you read that that has changed your life?

DaShaun Bryant: 46:05

It's so many, but if I had to like point out the one book that changed my life, this is a book called Awareness by Anthony D. That changed my life. There's this book called Awareness by Anthony D Mello, and Anthony D Mello was known as a mystic, and a mystic is kind of like people that reach the highest level of consciousness, kind of like Buddha, Jesus, people like that. And this was the last speech he gave before he died and they transcribed it into a book and me and my kids and mom we separated five years ago now, which is crazy. I remember when I used to only say a year, but it's only been like five years now and that book is what helped me get through my separation and I read it every year, at least once a year, twice a year, and it's just the epitome of what it is to be aware.

DaShaun Bryant: 46:44

Awareness, right, Because that's the number one trait you need to develop as a human, as a sales rep, as a father anything just awareness. And as you become more aware in life, it sales rep as a father, anything, just awareness. And as you become more aware in life, it's bittersweet because you don't date the same. Once you become aware, you don't even befriend people the same once you become aware of things. But then on the flip side, it's like life is more beautiful because they say the life not worth living is the sleep. Life Going through life's sleep is not worth living. So raising your level of awareness.

Ty Cobb Backer: 47:17

But it's called Awareness. So raising your level of awareness, but it's called awareness. By anthony d mellow, it will blow your mind right on. I'll have to check it out. I have not read that yet. Mine was uh start with why simon sinek um, I think it's actually um up for it's like 15th anniversary. It's been around 15 years, but uh it it basically is. It covers everything that we've talked about giving giving back, making other people feel important, feel special, empowering them to make decisions and encouraging them to win Great book for me. I love Simon Sinek. Yeah, man, he's good, good stuff.

DaShaun Bryant: 47:48

Good author. That and the Infinite Game, both of them by Simon Sinek, just fire.

Ty Cobb Backer: 47:51

Yep, yep, nope. I agree, man Leaders eat last all that stuff. I think he had like 65 million views on his TED Talk back in the day. He was like number two. But anyhow, if you weren't in sales, what do you think? What would you do?

DaShaun Bryant: 48:10

If I wasn't in sales man, I'd probably be rapping dog. I probably would be full blown into the music thing. Love making music. Me and my homies them just put out a new album uh, august 1st because our homie died and he inspired us to get back in the booth, which that's another reason. That's how powerful it is when you live life for other people, when you do things for other people. We make music together as a team for like 12 years and we're still good friends. We just never came together and put a body of music together as soon as our homie passed away. We put a whole album together in four months because it was bigger than us. We was doing it for somebody else, but I probably would be making music man. Music was my first love.

DaShaun Bryant: 48:49

I've loved making music since I've been like eight years old, elementary school like we was in the library center and my library teacher used to let me get up in front of class and read my raps in front of my classroom. I used to do battle raps. I was like 11 years old. I was battle rapping like high school. So I probably would be making music if I wasn't fully committed to coaching and training and helping people grow fully committed to coaching and training and helping people grow. And just a quick little side note on that the day Door to Door Sales got like extremely fun for me was the day I connected the two dots of like. Making music and performing is the same thing as sales, but instead of performing in front of crowds of like people and you singing songs, I just get to do a one-on-one performance. And once I adopted that mindset, oh my goodness, my sales went through the roof.

Ty Cobb Backer: 49:37

I love that. I love that. Why don't you sing us something?

DaShaun Bryant: 49:43

I got one for you Cause you know we did the Roof Hustler song, but I give you a few bars from that, something from that, but it go. Excuse my language. You probably forgot all the shit that I done taught you the epitome of a hustler. And you're looking at the altar. I'm considered one of the best, but I don't really like the boast. I'm on them planes every week, catching flights from coast to coast. Started off on them does, but now I'm doing keynotes. Started off as an old, but now I'm more like a kilo. When I first first started this shit, man, they was looking at me crazy. Now I'm all across the country, mama, like look at my baby. Couple ups and downs, but man, that's part of the journey. If my name ain't in that shit, then it really don't concern me. Couple, I go, chuck T's on and a couple gold chains Hustlers, hustlers, hustlers.

Ty Cobb Backer: 50:34

Bitch. You know what I'm saying. Dude, that gave me goosebumps. That was so good, good, good, good, good, good, good, cool. One more question for you, man, before we get off here what has been the best advice that you were ever given?

DaShaun Bryant: 50:45

Oh man, that's a really good question. The best advice that I was ever given? Yeah, I've been given so much great advice, so much great perspective, but I'm going to give a one and a 1.2. The best advice I was ever given was by this dude named Mr D. He was a teacher friend of my kids' mom. He was a gay dude, awesome guy, but he was gay back in the days when it wasn't cool to be gay so he had to hide it. He just was an easy dude to get along with because he wasn't flamboyant and all those things. He sat down with me and the best piece of advice he ever gave me he said Deshaun.

DaShaun Bryant: 51:23

The thing that made my relationship so fruitful is when I was young. Somebody told me do you want to be happy or do you want to be right? It's like, if you always rather be happy, give up being right, because being right doesn't usually lead to you being happy. So I've always took that piece of advice. In anything that I do Like, even with me and my kids, the mom, I ask myself I'm like, am I fighting to be right? And if I'm fighting to be right, I probably need to give it up.

DaShaun Bryant: 51:51

And then the 1.2,. It would be probably from the good homie Adam Binsman. He done turned into a brother to me and I got into some legal issues a few years ago, had to do a little bit of time in jail nothing crazy, had to do like 60 days and we powered through it. But he sat down with me and the piece of advice that he gave me. He said Deshaun, I want to let you know your decisions don't just affect you.

DaShaun Bryant: 52:12

He's like I know you used to just like taking care of you and moving, because I've always been like that in my life, like I didn't really care about what other people thought, I just do what I wanted to do. And he taught me that every decision you make affect at least three to five people around you. So before you make decisions, think about the three to five people that's going to be affected by that decision. So that piece of advice since that day has made me like I pause on a lot of decisions that I make. Now, instead of just saying yes, now I take a step back and I'll be like okay this is going to affect my kids.

DaShaun Bryant: 52:42

Mom, this is going to affect my kids. This might affect my assistant. This could affect my business partner. Okay, let's think about how they're going to be affected by this decision. Okay, Maybe we need to put off this decision. Go talk to everybody, then come back and say yes. So I would probably say them little. Two pieces of advice changed my life, man.

Ty Cobb Backer: 52:57

No, that's good, that's good and that's how you live, with peace too. You know the first thing that you said do you want to be right or do you want to be loved? And I've used that analogy. And do I want to love, right, and do I want to be loved? How important is it that I need to be right? How important is it that I just need to die on that hill? And sometimes it's not even worth the fight, because I just want to love you know I want to be man.

DaShaun Bryant: 53:20

Yeah, ego, uh, the ego don't want to be embarrassed, it don't want to be bothered, it don't want to be ridiculed, so that ego gonna fight to be right all the time yeah, yeah, and the decision making man.

Ty Cobb Backer: 53:31

I had to work on that too, man. A A lot of times when I especially when, when I was a kid I I didn't even think about consequences, I just did things, you know, and I, I sure as hell, didn't understand that. My actions, you know, affected everybody, especially those around me, and it seemed like I always hurt most the ones that loved me always, you know yeah, because of my decision-making.

Ty Cobb Backer: 53:54

my decision-making skills were bad and uh, you know and I think that a lot of that comes with, you know, growing up and maturing and things like that and and seeing myself in other people right, when I, when I see myself in somebody else right and they're acting out or or they're making poor decisions, it's kind of like, oh you know, when I can get to that point and see like I've done that, I've said that and I don't want to look like that or sound like that.

DaShaun Bryant: 54:20

And you just said something crucial right, like maturing right. And if you ask most people, you ask them what is maturity? They can't give you a clear, defining answer like what it means to be mature. And maturity is having obedience, which is compliance to an order with gladness you got to be able to submit. Right, which is the fact of accepting or yielding to a force with excitement and enthusiasm. And the third key to maturity is acquiesce, which means to reluctantly accept the thing without protest. So when you're obedient and you submit to people and you possess acquiesce, you usually do things you normally wouldn't want to do, but it's the right thing to do. And maturity is more about what's right. Immaturity is about who's right.

Ty Cobb Backer: 55:08

Right on so good.

DaShaun Bryant: 55:10

Some things I just do to always keep myself in a good headspace. I know we about to wrap up soon. Can I give a shameless plug before we get up out of here?

Ty Cobb Backer: 55:17

Absolutely Go for it.

DaShaun Bryant: 55:23

Ladies and gentlemen, boys and girls all around the world, you know what I mean To all my shinglers and my shingals, right? If y'all out there hustling, listen, november 13th and 14th is going down in Atlanta, georgia, baby, the best hustler experience. We're doing a two-day event. It's the first event that I've ever hosted that we're putting on Me, my business partner, bruce Nick Brandon, the coach in our academy. We got Brandon Guyer, phenomenal mindset coach, coming to coach and train. Listen, it's going to be different than anything else in the roofing industry. It's an experience. It's not a conference. We're not talking at you, but we're going to work with you. It's only room for 120 seats, so it's not going to be no big event. But listen, if you want to learn and grow and tap into that next best version of you, meet us in Georgia November 13th and 14th. Ticket's only $200, right? So it ain't no way you can get that type of information at that price. So don't wait too long, pull the trigger.

Ty Cobb Backer: 56:15

we'll see you in Atlanta man, good stuff, good good, good, good show man, thank you. So, november, what 13th?

DaShaun Bryant: 56:23

and 14th baby 13th and 14th.

Ty Cobb Backer: 56:25

Okay, we'll have to do. You have a link that we can get off of your Facebook page?

DaShaun Bryant: 56:30

yes, sir, we can get you the link. We can do all that good stuff.

Ty Cobb Backer: 56:32

Yes, okay good, good, we'll put that in the comments and, man, thank you, huge thank you, deshaun, for bringing the fire, the wisdom, the winning winner's win energy. We all needed that today, man, I know I did, and if this is an episode that got you guys fired up, please make sure you follow Deshaun on the social media. He's always dropping gold for sales pros and leaders. Man, I I still I watch your stuff, I love your stuff, and I forgot to tell you this too last year or it might even have been this year's uh, roof con. Um, we take we we normally take a good group of our team down there, but everybody from our team said that you were fire on that stage down there at roof comment. I forgot to tell you that, thank you so much.

Ty Cobb Backer: 57:15

Yeah, I wanted you to know that. So, man, if you enjoyed this show, do us a favor. Man, leave a review, share it to your team and make sure you subscribe for a more powerful conversation coming your way. Until next time. Keep knocking, keep growing and remember behind every tool belt is a story worth sharing. I'm Ty Cobb backer and this is