And we are live. Welcome back, everybody, to Behind the To olBelt episode 303. I am your host, Ty Cobb Backer, and thank you for joining us on this Wednesday edition of Behind and The To olBelt. We will be back after our short intro from our sponsors. What do you say? Remember Fat Albert? . We're back. We're back. We're live. We're raw, and we are uncut to talk about the wins, the struggles, the strains, the pains, the growth, the wins, and the successes. Love this. Love this podcast. Um, it's become a platform for us to promote charitable charity events and and for me to talk about my personal development, my my journey, where I'm at. Usually, for those of you that know know me, know us, know that we try to keep it authentic as hell. Uh, try not to pull any punches, speak the raw truth. And usually a lot of it's just my experience of trials, tribulations, ebbs, flows, all that good stuff. But before we get started here, I want to plug uh the golf outing real quick. Myself, Rocket, Glenn, and John got to participate in Steven Spence's swing for recovery last Monday down in Baltimore. And what a joy, what a treat to have the opportunity to participate in such an amazing event that Steven Spence has put on for three years now. Last year, we jumped on board with him to try to help raise some money for Roofers and Recovery. Paul Reed and Kimberly Reed of uh Roofers in Recovery and Hope in the Valley treatment facility. And this year, I think we're between both of our outings, we're gonna we're gonna raise a lot, a lot of money, surprisingly. I mean, it's just it's amazing. And Steven, Stephen has done such a wonderful job facilitating, organizing, sticking to it, you know, not giving up. After the first year did it, I think they raised about two grand last year. I think we raised between both tournaments about 30,000. It takes 15 to send somebody to rehab. So two lucky people, two fortunate, two blessed, two blessed people are able to, you know, attend a treatment facility, whether it be, you know, for emotional purposes, addiction reasons, what it whatever the case might be. But somebody in our industry was blessed last year. We should probably find out who they were, see if they want to come on the show or something and talk, tell us about their their experience, their journey thus far, and when they went through treatment and what they're doing today, what it was like, how they got here and what it's like now. That would be, I think that'd be a good, that'd be good maybe get Steve to come on to or Paul. Paul, we need to get Paul and Kim on the show. Shit, I forgot. We got to get those guys, guys and gals on the show. But big shout out to Steve, man. Thank you for for letting us, you know, participate in in these activities to help our industry be a better place, you know, and and talk, have those uncomfortable conversations, given giving people a place where they can have these uncomfortable conversations where maybe they didn't know where to go or who to talk to, and and and being able to create a space for an area for them to go to and and uh get some shit off their chest and get some help. So um, so there's that. And ours will be tomorrow, uh, next Monday. Next Monday, Regents Glen uh shotgun tea time is at 10:30. Anybody wants to come out and give us a hand or show up with a pocket full of cash? We'll have a bunch of raffles and and a lot of good stuff. Our sponsors, man, not today didn't step up last year, but they definitely, man, we just mind blowing of the support that we received this year. And and you know, to for us to be able to participate in that. And most importantly for for locally, not even most importantly, secondly, second, second important thing is that we're teeing up a an atmosphere of of networking with with businesses that don't even know that they do business with each other through us. We we're the conduit, uh just about everybody there, probably everybody there somehow touches each other's businesses in one way, shape, or form through us. A lot of our friends, a lot of a lot of partners, a lot of people we do business with, a lot of people that do business with us will will be attending. Um, you know, and a lot of worthy rivals will be there, distribution, manufacturing, all stepped up, you know, put put all the bullshit aside. And uh they came out, they're showing up, they're showing up, suiting up and showing up and and participating in in such a an amazing uh charitable, you know, charity event like this. So anyhow, um my topic for today, I I thought about it, I've been thinking about this. Those that are close to me know, you know, what's been on the forefront of my mind and stuff and and uh here lately and and uh unfortunately or fortunately, they get to go through the seasons with me. Especially my close loved ones, you know, and they they know I'm a nut job. And I think they love me for it and they know I'm a neurotic mess. And and I honestly believe if it wasn't for being neurotic and driven and and uh don't know when to quit, you know, we wouldn't be here and have the opportunity to surround myself around like-minded people that are just as crazy, just as nutty, just as neurotic as I am. Man, we can accomplish some amazing things, man. I mean, man. And the list goes on too, and it and it gets bigger of the amazing people, you know, who who we get the the privilege to work alongside every day, and and and our biggest fans, you know, the Zach Fishers of the world and and uh his whole entire family and and tribe over there shouting TC Backer from the rooftops and supporting everything that we do and the David KXs and and all everybody, you know, everybody. So thank thank you for thank you for this. My family, Jana and Rocket and Jacob Quinn and McKenzie and Joel and Skylar and everybody you guys make that make it worthwhile, you know, and the support make me makes me just want to be a better human being in general. So anyhow, uh topic for today, uh build, build your own momentum. I want to talk about that a little bit, some some things that I've experienced over the years and seasons that that I've gone through. And and uh, you know, I think right now is is a perfect time to kind of talk about, you know, uh the economic global economy and and what that can do to business owners and and managers and and leaders in our industry, not necessarily just owners, you know, because everybody gets affected by by leadership, poor leadership, negative leadership, energetic leadership. It it can rub off both good and bad, can rub off on your teams and not necessarily just the owner's energy. It could be you know the energy of the co-leaders that that are rubbing off on you know people under their management. And and uh so I I thought, you know, I'd talk about you know, a time where I almost bought into the narrative, you know, that uh the global economy would decide our year, right? And I I talk a lot about not necessarily probably on on the podcast here, but it's like, you know, we've never paid much attention to the external economy. It's it's more about the internal economy, you know, and and getting caught up in what everybody says. It's slow, you know, and it's like, you know, and and and I think this is a really good time of year to talk about it too, because I think most salespeople in this position already set themselves up, set set themselves up for failure because you know, they think we're coming into a slow period, and and a lot of that has to do with their mindset and they're already starting to pump the brakes and and things like that. And really now's the time to, you know, double down on your efforts and and more follow-up and and stuff like that. But, you know, I I too have gotten caught up in uh it's slow. And, you know, I let it let it get in my head and my self-esteem dropped and activity stalled, and the team felt it. And I didn't realize that I I think, I think for me, it's like I don't want to call control, but you know, dictating our future, a lot of that has to do with momentum and and positive energy, and somebody has to bring it. Somebody has to bring it, and it has to be built by somebody. Like it's not gonna be given to us. Like we we we have to do our part. And and then um, you know, it because it it it really boils down to just mindset and positivity and habits, habits that you form, right? Even through bad times, keep up the good habits because all good things will come to fruition if you work hard enough for them, sometimes quickly, sometimes slowly. But for me, yeah, it it clicked for me during that downtime where momentum um momentum just doesn't arrive. It's something and it's it's not something that's handed to you. It's it's built daily intentionally by me. And and what and what if I told you the biggest threat to your business is you know, the big and and then this is what's crazy because it's not the biggest threat to your business, isn't, you know, interest rates, inflation, weather, the feds, um, it's it's you. You know, uh, you know, and today we're gonna talk about that. We're gonna talk about um, you know, the internal economy, the mindset, the daily actions that determine whether your business grows or stalls. It it isn't a theory, you know, it is it's real talk from from the middle of a slow season that that you know almost ate my my confidence alive. Um, and I'm gonna I'm gonna give you what what I think uh is a good playbook that that could turn things around and and step by step. Um and uh, you know, I'm sure I'll share a couple of stories with you. Um, and and uh, you know, that way hopefully it'll galvanize with somebody. Um, but uh what I can do is is I'll try to break down how how we're gonna fight through, you know, whatever global, you know, I'm not saying you don't pay attention to it, right? But you gotta you gotta pay attention to more internally. So um, you know, I caught myself, you know, outsourcing the momentum to the headlines, right? How I flipped the loop and rebuild confidence. And the seven-day, I'm gonna call it the seven-day momentum sprint that reignited our pipeline. Okay. And here's the thing anybody can do this. Um, even if the market's soft, things are starting to slow down. And really what I'm gonna talk about is like the basics. And if you never leave the basics, you don't ever have to go back to them. Like I don't have, I'm not gonna share with you, you know, a silver bullet or or the secret sauce. Um I'm just gonna share with you some basic stuff that uh, you know, I did early on and uh how we really need to stick to that and and and never leave it, you know, even in even in the the greatest of times. And I think that's where we start to slip. You know, I think that's the corners, that's where we stop inspecting things and and we become complacent and a little too comfortable. And it's like it, these things don't like it doesn't happen overnight. It's like a series of events that that happen over time that I think eventually at some point in time catch up and um it's it starts messing with you, right? Um it starts, I don't know, just and when it starts messing with you, it starts messing with everybody else. So, anyhow, the seven-day momentum sprint. Um, and you know what? Any, anybody, anybody, anybody, anybody in organization, your organization can can do this. So I'll be straight with you. So I've had plenty of small small losses over the years, but there was one particular season that um that just hit a little different. And it it was it was probably my first big, my first big one. It hurt uh financially, um, emotionally, it messed up my chi, right? It it stole my energy. And I was already, I caught myself already waking up, um, you know, already thinking about what was going wrong instead of what could I build for the day. And like a lot of business owners, I started doing what felt harmless at first, right? Doom scrolling headlines, reading article after articles about interest rates, inflation, seasonality, soft demand, all the reasons why things were slow. I started buying into the bullshit. And somewhere in that mess, I forgot what my real job was, right? And my real job is, and again, this goes for anybody, right? Like I had to, I I I gotta sell myself. I have to sell our project, our products. And um, I gotta get busy getting busy, right? I gotta fill that calendar up, I gotta get out, I gotta network, I gotta, I gotta, you know, stay positive, I gotta bring that positivity to the office every day. Um, and if you've ever had one of those seasons where the story in your head is is louder than the plans in your hands, right? And I I literally felt that, right? You know exactly what I'm talking about. And um, you know, if you've ever felt like the market was deciding your destiny, right? Like you, you were like you like you were just along for the ride, you know. I was kind of you know, drifting along, right? That's exactly where I was. And but something had to shift, something had to give, okay. And here's what pulled me out of it. I'm gonna share a little bit. There, there's two economies, okay. And I I touched on that. There's the macro economy, the global economy. That's the big picture, right? Interest rates, inflation, political cycles, all the excuses, right? All the stuff we can't control. And then there's the internal economy, your mindset, your habits, your energy, okay. And this economy, this one is a hundred percent in your control. 100%. I realize something important. Self-esteem is a leading indicator, okay, and and and complacency, right? I feel like maybe I was asleep at the wheel, um, was getting complacent, was was getting potentially um, I don't know, I don't want to say a little soft. Um, but my confidence dropped, activities dropped. Um, and when activities drop, the pipeline dries up. And when the pipeline dries up, opportunities start to disappear. And then confidence drops even further. Like it was like a vicious cycle for me. It's a brutal loop. Vicious cycle that I was going through. I was living in it. I was literally living in that. So I needed to to counter loop. I needed a a momentum loop, like a look, like, like the flywheel stopped. Like I had to, you know, Jim Collins wrote a book about the flywheel. It's a good short read. And I believe that there's a a document, a PDF document in there too, that you can print out and actually work while you're reading the book. It's I haven't done it for a while. I might have to do, might have to dig that back out. And uh, but I can tell you this positivity with consistent action, early wins creates opportunities. Opportunities create confidence, right? And and the team can multiply that, but that spark has to start with me. And I'm not trying to make this about me, but I do know being at the top, you know, shit rolls downhill. And um, and I found myself just not as energetic, um low self-esteem, all that, all that crap. It, you know, and for me, I have to learn things the hard way, right? Leadership is uh is energy viral. We'll call it energy viral, okay? Good and bad. I've walked into rooms, man, the energy was just off. I've walked into rooms where I was off when I walked in that room, but when I left that room, my energy was just skyrocketing, you know, and it's and it's it's the people, it's the vibe, it's the conversations, it's the attitude, it's the optimistic. The glass is half full and not half empty. And I think as human beings, yeah, just on cruise control. Just like Zach said, you know, and I think we I I watch it, I see people just kind of come in, clock in, clock out, forget the purpose. Why are we here? You know, and then you throw a couple golf turnies in the mix, you throw a 21 turkey salute in the frying pan. Next thing you know, man, spirits are lifted back up. And we do that intentionally because I know spirits get down, I know things get tough. We never know what someone's going through in their personal in their personal life. And and sometimes work should be one of the positive places people go. I would, I would like to think so. Okay. I know it's not, it's called work. Shit's not always, you know, tiptoeing through the tulips. Sometimes we got to trudge the road to happy destiny and pull our weight and meet our team members halfway. It's not always easy. Half the battle's just suiting up and showing up. Okay. And um, so if I walk in tight, discouraged, uncertain, they feel it. They mirror it. But if I walk in there clear, energetic, they catch that too. And that's that's kind of where I need to stay. And some days I know I I'm I'm not fit to be around. And I know those days I gotta figure out what the hell, because usually if something's wrong, something's wrong with me, if I let something bother me. This usually means that's a it's a clear like outside circumstances should not dictate how I feel on the inside. If I'm having issues with the inside, it's because there's something I've done, something that I need to do. Usually I need to get off my dead ass and do something. Um and just like that, I stopped waiting, stopped waiting for the momentum. And I talked to Vic about this a lot. I talked to Vic and John about this yesterday. And uh we needed to start manufacturing momentum. Okay. And I was talking about the uh at the last podcast a little bit about brand and personal brand and company brand. And the company brand should just about be every salesperson's start of their personal brand, I would I would think. So let's talk about something that that get gets overlooked. And and that's that's that's personal brand, you know, and especially during slow seasons. How important is the brand? Because brand should radiate trust. And trust, obviously, you know, going through the do I know them, do I like them, do I trust them? Because that's that's who people do business with. So brand isn't your logo, it's not your colors, brand is your reputation at scale, essentially. Okay, it's the answer to the three simple questions every buyer asks. Do I like you? Do I know you? Do I trust you? Okay. And the truth is, the truth is that it isn't built by just posting on social media. It's earned by delivering. Okay. It's earned by delivering, suiting up, showing up, communicating well. And I'll give you just a small synopsis, a little example of uh, you know, where we had a job where everything went good. Everything went right, clear communication, on time, and one little extra surprise that delighted the homeowner at the end of it. Okay. And that can be anything. That could be you get it done a day early. We didn't have to replace all the plywood. So we're giving you some of the money back, you know, whatever little delight at the end that you can give to a homeowner. Um, and if you can do that, then next thing you know, right, two weeks later, we're not chasing leads. And why is that? Because everything went smooth. The neighbor called us, then their cousin called us. That isn't luck. Okay, when that happens, all right. That's what trust is, you know, that's what trust is. Trust then is doing the heavy lifting. Okay. Trust is huge. Trust is huge. Okay. Your brand can become a magnet if you build it deliberately. Okay. Referrals. Referrals should be the standard. A lot of us hope for just referrals to just start coming in and the phone rings, but it takes a good team to actually be asking for referrals. That should just be the standard all day, every day. Okay, it needs to be a habit. Okay. We have to turn asking for referrals into a habit. And I came up with three simple moves. Okay. Create, create referral moments. Okay. How do you do that? I just explained a little bit, right? That means clear communication, on time delivery, and one surprise that delights the client or the homeowner. Okay. Number two, capture proof. Okay. Ask for the reviews. Okay. That's another thing that I know a business owner, a manager just wishes that their team would do. But I'm telling you, if you do this framework, okay, especially during down times when everybody else is backing off, okay, ask for the reviews. Get testimonials, ask for permission to share the outcome of the project with the homeowner. Okay. Make it easy. Make it easy for them to say yes. Okay. Now, if we're out there and it's like we can't, we keep rescheduling the job, and then when we get out there, we're short materials, and then we get out there and it's all these problems, there's nails all over the place and all that stuff. That's not making it easy. Okay. That makes it even more difficult for us to ask for it. But that's key because that's that's 90% of the battle. Nobody's asking for it. Okay. So the key part is to ask for it. Okay. And you don't just say, hey, if you know anyone, no. You simply ask if you were me, okay, who who is one person, okay, I should talk to? Be specific, be natural, make it easy to answer. Okay. And by asking it that way, who's one person I should talk to? If you were me. And if the job went well, if the production team cashed that check that your ass wrote when you first showed up at the doorstep, it should be easy. You should be able to catch capture proof. You you should be creating a referral moment. But if you're not asking, you you're not going to get any of that. You know, and this is what's crazy. One referral can cover payroll. One referral. Okay. One warm intro can change an entire month, not just for the sales rep, but for the entire company. And I think that's half the problem too with the sales reps. They're out for themselves. They don't understand how important it is for them to do a good job so everybody else at the table can eat. Okay. From production to administrative to the finance department to to the guys that are out busting their ass to market the business to make that phone ring. Right? Like, like we're back here busting our ass to make the phone ring. Now it's time for you to go out and make a freaking referral moment. The rest of the team needs to cash that check that the marketing department, okay, has so diligently prepared, teed up, okay, for that phone to ring, for that said salesperson to go out there and offer value, right? I mean, really, it it's it's that simple. Okay. If you can oper operationalize this every single day, okay, your past clients become your biggest promoters. Okay. I've seen it, I've done it. When I was out in the field, when I installed shingles, when I sold the jobs, okay, your promoters will fill your pipeline. Easy peasy, easy peasy. Okay, now let's be honest. When business gets busy, that's when corners get cut. Okay, I've watched it, I saw it, I've seen it, I've experienced it, I've been a part of it. The complacency, the comfortability, the corners get caught. We stop inspecting. People stop expecting, whether it's the dirty ass truck to the oil change, to not caulking the end caps on gutters. If we're not inspecting jobs, if we're not inspecting vehicles, if we're not following up with our teammates, and I don't even want to say holding them accountable, but just holding the standard, right? Things things can get out of control. Those little things turn out to be very costly at the end. Okay. And for us, it showed up. It showed up loud and clear. We were so focused on the volume that inspection slipped. Quality started eroding in little ways, right? That little things ended up costing us big over time. So, how are we gonna fix this? One simple habit. One simple habit. And I talked to Jeremy Bender the other day about this. And a weekly quality audit. Every week we pick one job site, okay? We inspect it against the checklist, we close the gaps, and we document the fix. Okay. Scorecard, right? Because quality, reviews, referrals fills the pipeline. It's cause and effect, it's not luck. It's not luck. That's just organically what happens. Okay. But it's a lot of responsibility, it's a lot of work. And that's how we end up outworking everybody. Because we cross those T's, we dot those I's and we inspect. We inspect everything. We inspect how the how the sale was made. Did they miss anything? Did they get the color selection sheet signed? Because that's where that's where some of the chaos begins. When it hands it hands off to operations and then over to production, and production gets out there, it's like there's no pictures. What area am I doing? It's like, and then that creates complete chaos. And then that ripple effect affects the client. Here's the facts when margins are compressed, we can't panic. Okay. There's been many times over the years where I wanted to hit the panic button. Sad reality of it is nobody's coming to save us. Nobody. Okay. You increase volume without lowering the standards. Okay. And you do it through daily rhythm, not random hustle. And I've been there too. I'm working on the wrong things. I'm just hustling, grinding, not getting anything done, and I can't see the delay at the end of the tunnel. But here's the new standard. And I hope a lot of our team's listening right now. Okay. The new standard is on the sales side. Of things on the retail side of things and and even in the new construction side of things, some of this will apply there too. But but uh I'm gonna call it the 10 touches, 10 touches a day, okay. Four past clients, three current client clients, and three prospects. Okay, if we're not following up okay with past clients asking for referrals, if we're not if we're not um reaching out to three current clients and or following up with three prospects, 10 touches there, okay. One referral ask a day, okay. One brand post teaching something, showing something, or shared win, one quality audit a day. Okay, and one 45 to 60 minute pipeline block. I'm calling it a block, like blocking out time on your calendar, okay? No slack, no meetings, no distractions, just outreach and offers. Okay, if you got three in your bucket and you haven't closed the deal yet, call them, follow up with them, email them, and offer them something. What are we offering? Okay. Has something changed? Has materials gone up? Has materials gone down? Can we give them something free? What can we do to help facilitate your decision making to go with us? Okay. Again, that is a huge problem. Nobody's following up with anybody. Okay. Past clients, current clients, future prospects, whatever the case might be. Okay. Follow up, follow up, follow up, follow up, follow up. Okay. Big time. 40 to 60 minutes a week. You cannot tell me we don't have people on our sales team that don't have 40 to 60 minutes a week or a day. You know, a day. Do that for a week and the math will change. Activity creates opportunity. Opportunity creates um options, and options rebuild confidence. Okay. If your calendar doesn't show pipeline, time block, don't expect your bank account to change either. Basically. That's the bottom line. I think my getting a sore throat. That sucks. Oh god. Of course we did golf in the rain on Monday. So anyhow, let me show you how simple this can be. Okay. I'm gonna break it down Monday through Friday. Okay. Doesn't have to be the this exact way, but just I went back through and I started thinking about things that I used to do, things that I wish were happening, things that I've tried in the past, but let's use Monday for an example. Called four past clients, right? One said, Okay, this just happened to me two weeks ago. No exaggeration. Sorry, somebody keeps calling me here. I call them, they said to me, funny timing. My friend needs this. They didn't need it, but their friend needed it, okay? That single warm intro covered one week's payroll. Just random called a client, called four clients, okay? One of them, three, four, one out of the four, said, you know, because timing is everything. I mean, it really, truly, really, truly is. Okay. Tuesdays, quality audit, found a handoff gap. Okay, we have a weekly meeting where we talk and stuff like that. We build a checklist and prevented future mistakes. Wednesday, one brand post, sparked DMs. DMs started coming in. How many times have we posted on social media, especially down south, that the the DM box, something fresh, something new, something that caught somebody's eye? Like, and they're tagging other people's names in there. The issue with that is that's great, but if no one's monitoring that and no one's paying attention, because so many people in that in those, if you look at the comments in any post, especially if it's a paid ad, there's so many people in there asking questions. Do you guys cover this area? Do you guys do Windows? Do you guys do this? Or they'll tag an individual's name in there. That's great. You're getting people to notice you, but if you don't have anybody following up with that, then we're the problem. We're the issue. That's the problem right there in itself. Okay. Thursday, a referral ask. Turns into a meeting. Okay. Friday, we build a roof, ask for the do, shared the wins with the team. No magic, no secret sauce, just rhythm. So Monday through Friday, look at your calendar. Okay. Mondays, you know, call clients, past clients, previous clients, soon-to-be prospects, whatever the case might be. Tuesday, we need to do better quality, you know, checks on the job sites. Wednesday, a brand post. Anybody can do that. Anybody can do that in the organization. Okay. Thursdays, ask for a referral. Call up 10 past clients. And I'm saying, and if you haven't been doing this, okay, once you get into a rhythm after each job is closed out, then that you should go right into the trifecta. Okay. It's the referrals, the reviews, and repeat clients. You should go right into the trifecta. Like you shouldn't have a pipeline of referrals you should be asking for. Hopefully, you do have some so you have a place to start. Okay. But everybody should be calling their past, previous, current clients and asking for a review and referrals. If you were me, who would you recommend? Okay. No magic, no secret sauce, just rhythm. Once you get into that rhythm and like stop being such a fucking lead, baby. Like stop waiting for the momentum to happen and like create your own momentum. And that's the problem. Everybody's just waiting around for momentum, magic wand to just smack them over the fucking head. And it's not going to happen. Okay. It's never going to happen. We got to go out and build our own momentum. Okay. So here's what I've learned watching my team during the season. Okay. My local self-esteem wasn't just in my head. It was, it was in our numbers. I saw our numbers, you know, drop. Okay. Because my momentum, my my courage, my my self-esteem, all that stuff was in the shitter. Okay. People don't need a cheerleader. I do know that. But what they need is a thermostat. Ed Milette talks about a thermostat. Your job, my job, okay, is to set the thermostat and hold it there. Okay. It's hard. It's crucial. It's it's it's nerve-wracking. But I need to stay calm. I need to stay focused and be urgent about the right things, is what I'm learning here. You know, I can't just hit the panic button just over any little situation. It's also called um leadership equity. If I'm barking at every single thing, then it just tends to fall on death ear. So, anyhow, yes, other people in your organization can spread positivity. Okay, and that's important. That's important. Okay. But it starts with you, it starts with me. All right. Nobody hands you momentum. We have to create it. And here's the exact sprint. I'm going to call it a seven-day momentum sprint that I'd also like to share with anybody. If anybody wants a PDF of this, I'll have Vic put it in the comments or DM me. DM me the word momentum, and I will send you a PDF of a seven-day sprint. Copy it, steal it, make it your own. I give two shits. Okay. But I'm going to pretty much review what I just went over. It was, it's, it's the 10-day, 10 touches a day, one referral ask a day, one brand post a day, one quality audit a day, pipeline block. That's a 45 minute to 60 minute. Share a win, two minutes, one win, one lesson shared with your team. Do this for one week and you will feel the momentum come back. Not because the economy changed, but because I did. And I'll share that with anybody. Anybody that wants that? DM me momentum and I'll share that with you guys. Okay. Now, I'm not saying ignore the market. Okay. I'm not saying that whatsoever. Okay. Just adjust to it. Tighten, tighten your offers up. Okay. Improve your services. Price things intelligently. Okay. But never outsource your results to the headlines. Don't get caught up in the bullshit. Stop watching TV. Okay. Your pipeline doesn't read the news. Okay. Pipeline doesn't read it. All right. So get your head out of the clouds. All right. Your clients don't care about in inflation charts. Okay. They care about whether you can deliver value right now. Okay. We all know it's become an Amazon world. I mean, it truly has become an Amazon world today. Okay. And these are things, these this is my my experience. I'm sharing my experiences. I'm sharing the standard that we're going to hold here at TC Backer Construction. Um, and again, that's what's so groovy about us doing a podcast because our team gets to listen to this stuff. Okay. We get to impact, you know, other local contractors global, globally. Um, my my experience, strength and hope. You know, I almost fell for the the macro trap. You know what I mean? I almost fell for it. And uh, you know, through pain comes growth. And I know that I was looking, I was seeking like that next level, that next gear. And I'll be honest with you, it's like I'm so fixated on like getting rest, working out, eating right. And it was like the one thing that was slacking my life. I'm not afraid to say this on on on you know um on the podcast here, but it was where I feel like I was really struggling was with my spirituality. You know what I mean? Like I put everything else in front of it and and kind of started to feel like I was in a whole entire room filled with people, but I was standing there all by myself. I don't know if anybody can relate to that, but when you can walk into a room filled with people but still feel alone, you know, and then really I wasn't. I I wasn't. It was it was me, it was it was the only thing that was wrong was the six inches between my ears at the time. And it it dragged us all down. It wasn't just me, it was dragging us down. And it's probably not as big as I I portray it in my head, but it was enough pain for me to get off my dead ass and do something about it, you know, and we are, we are today, you're right, and we we can change this. Anybody can do exactly what I'm talking about right now, you know, and God forbid somebody needs somebody to talk to. You know, I'm always available, I talk to people all the time, you know, but we can control our internal economy, built, built by trust, you know, creating that trust engine, you know, inspecting our craft, inspecting our jobs, okay. Um, momentum isn't given. It's not given. Nobody's gonna give it to us. We have to build, it's built, it's built by our team, it's built by me, and it starts up top, you know, and shit rolls downhill. And I understand that. And I need good co-leaders with it to spread that that that inspiration and that positivity. And and when I'm down, hopefully they can lift me up like they have. Um, and I think I'm just about done. If this episode has helped anybody, help how how much 42 minutes, plenty of time. Plenty of time. Okay. So, anyhow, build, you got to build your own momentum. Okay. If this episode helped you, share it with share with somebody that you feel that has been frozen by the market or outside conditions that they allow to to affect their insides and and DM me. Okay. DM me the word momentum. Okay. I'll send you the seven day sprint checklist. You just need to build your own. We'll see you next time.