The Human Side of Business Growth

Episode Transcript
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Ty Cobb Backer (00:00):
Welcome back everybody to Beyond the Tool
Belt, episode 281.
I am your host, Ty Cobb Backer.
Thank you for joining us onthis Wednesday edition.
Today we have another specialguest.
Stay tuned and we will be backafter our short intro from our

(00:26):
sponsor.

Speaker 2 (00:32):
Welcome to Behind the Tool Belt, where the stories
are bold, the conversations arereal and the insights come to
you live, raw and uncut.
Every week, host Ty Cobb-Backersits down to bring you the
stories, the struggles, thelessons learned and the wins.
No filters, no scripts, justthe truth.

(00:52):
Please welcome your host ofBehind the Tool Belt, ty
Cobb-Backer.

Hey, hey, hey.
Welcome back everybody toBehind the Tool Belt, the
podcast where we dive into theminds of industry leaders who
are changing the game inconstruction contracting and
beyond.
Today we have another specialguest, my friend David Bruno.

David Bruno (01:12):
Hi Ty and Vic.
Good seeing you, gentlemen,again, it's been a minute, so
this is good stuff.
I've been looking forward tothis.

Yeah, man, it's been a minute I mean it's got to
be over a year, right sinceyou've been on the show.
Yeah, it's been a minute I meanit's got to be over a year,
right since you've been on theshow.
Yeah, it's been a little while.
Yeah, normally you come on acouple times a year, um, with
whatever reason that is, I Imean, obviously you're one of my
favorite guests on the show, soI appreciate that.

Yeah, always we always have good conversations.

Yeah, it's always good stuff yeah, and you
were an earlier a doctor, Ithink.
I mean you were probably one ofour first in-studio guests
outside of like Chris Markey orMark Jones or somebody, but you
got to be one of the very firstones that come into the office.
You and Mike came in that onetime, I think right, that was

(01:59):
down at the old shop in the oldstudio and we've always had a
good, great conversation,usually pertaining to you know
marketing and stuff like that,and you're always great to to
have around and pick your brainabout ideas and stuff and market
trends and all that good stuff.
And you know when we say youknow industry trailblazers and
game changers and stuff.

(02:20):
You've always been in themarketing and sales space, so
that's where you kind of getrolled into the fold.
You know for us, you've helpedus along the way, you know
several different times andpotentially you know in the
future as well.
And now that you're with adifferent company, you know

(02:40):
you're with ABC 27.
For those that maybe haven'tseen you on here or following
you on social media, and pleasedo, because David kicks out a
lot of content.
He hosts these events, these,what are they called?

Business professionals of Harrisburg and
Central PA.
That's my networking group.
I've been doing that.
I pretty much started thatthing, like I told you before,
when I came here from California.
Yeah, I just started to get myname out there so that people
could see who I was, and that'sbeen about nine years now, and
so it's up to about 3,500members on Facebook and another
3,500 on LinkedIn, and thenwe've got enough people engaged

(03:15):
now to where those monthlynetworking mixers draw about
anywhere from 35 to 45 people onaverage, and so I use those
again for personal branding forme, but also to take a small
business or somebody who's got ashowroom or events coming up.
They can just benefit from someadditional eyeballs on what
they have going on.
So they're fun.

They're good, they are fun.
You hosted one here with us,yep, and is that what's the
after hours mixers?

That's what those are.

That's what that is, okay.

And I just rotate them.
I try and do a Harrisburg,Lancaster, York.
We just rotate them again.
I have a business as a showroomLike last month I did it a good
all pools and spas up there,Mechanicsburg.
It's a big season for them.
Obviously they're going tothere to just kind of see what

(04:09):
they're all about and engagewith the ownership and things,
Kind of like what we did here.
You know people see, hey, we'vegot a new sales office here.
This is what our people looklike.
This is what we got going onbehind the scenes, Right.

It does change the perception of a business
when you do that.
Yeah, no, most definitely.
I mean, I think it's veryimportant to one get out of your
, get out of your shell a littlebit and open up your
establishment right and bringother entrepreneurs or leaders
or salespeople to your place.
But I think it's also importantto to get out and get into
other.
You know the whole networkingscene and and I applaud you for
for creating that space forpeople, because those, those
that were here, get it.

(04:49):
I could.
I could tell that they werehere and and there nobody was
like pushy, because there'sbooks out there how to network
and you know, story brand talksabout it.
I think that's um donald millerhas a nice book out there and
and, uh, there's a couple booksout there about networking right
, and I've read them, of course,over the years and stuff.
And, uh, there's a couple booksout there about networking
Right, and I've read them, ofcourse, over the years and stuff
.
And it's like I've been tonetworking events where people

(05:11):
were just so pushy.
You know, and this is what I doand you should use our product
and just come right out and justlike vomit all over you opposed
to you know, like going thereand introducing you to other
people and you know, and, and,just kind of like, modestly, you
know, introduce who you are,what you do, exchange contact,
information, but not even rightaway.

(05:33):
Just kind of like more, more,so just trying to create
relationships and and and andthat network right, because
we've talked about it before,your network is your net worth
and but what you've done withthat?
You've taken it to a wholenother level in the consistency.
Nine years, that's a long timeto to host, you know, a

(05:53):
networking event like that, orevents, I guess.
So how many do you say, wouldyou say that you've done?

Well, what's happened is I've had those
groups that I've managed onthose online platforms for that
number of years.
The networking eventsthemselves have finally just
come to fruition, like the pastthree years.
Okay, so I've been doing aboutthree years, because it took the
group to grow to a certainpoint.
And then when the membership issuch, then people start to say,
hey, you know, we've got anumber of members in this group.

(06:22):
How do we go about?
Do you do any networking events?
Are there any opportunities tomeet people in person?
And so then it comes around andthen it just continues to grow.
First it starts out there mightbe 10 or 15 people and then it
just grows now to a moreconsistent 30 plus people.

Do you think it's the same people that are
showing up, or is it a mix?

It's a mix.
Okay, there are some people whoobviously travel from York up
to Harrisburg and from York toLancaster and vice versa, but
then there are some that, hey,you know, it's kind of out of
the area, which is fine, becausethen we get a new influx of
people as well, of course, whichmakes it definitely worthwhile.

What do you think the biggest thing that
somebody would get out of goingto one of your events?

You learn about a new business and you get to have
that engagement with peoplebecause now that I've come to
know a fair amount of people atthe events, you know me I'm a
facilitator of making sure thateverybody knows who everybody
else is and what's going on andtrying to see where there are
some synergies for people towork together and where they can
intermingle with some thingsthey have going on.
Even from a competitivestandpoint, like we were talking
about earlier, there's stillsome opportunities where times a

(07:27):
year, seasonality, focuses ofeven an industry competitor
might be a little bit differentat that point in time and you
can team up with somebody else.
So, that's kind of what it'sabout, where I can see those
sort of things coming into play.
I'll make sure that I introducethose people Now.
Do I do that to everybody?
No, I don't, because there'ssome people we work with, but
there are more that I trust morethan others, and those are

(07:49):
people that I'll put out there.

Of course.
I'm sure you've seen me do thatas well.

So that's kind of the way I operate, yeah no doubt
, and it's just, you know, I'veshifted some of the way that I
engage with people over thecourse years, even from when you
and I first met.
I'm more of arelationship-oriented person now
because when it comes to thebusiness like when you mentioned
ABC 27, great company.
I think there's a lot of valuethere.
But for every award that I cansay, oh hey, we've got this,

(08:16):
we've got these partnerships, wewere number one here.
My competitors can kind of comein there with something else
that we might not be as strongin.
So it's not about that.
I view it as more about hey,let's find out what the
businesses or the people thatI'm engaging with are about.
What are they really trying todo?
What's important to them andhow can I play into that, not go

(08:37):
in there and say we're all this, this is why you should do this
with me, and half the time noteven know what's going on and
what I'm trying to engage with.
So I've taken a differentapproach.
And that's the same thing withthese networking events.
When I network, I don't gothere with any set thing in mind
to say I'm going to talk to Xamount of people.
I just want to have someconversations and over the
course of these meetings I'llsee them.
They'll see me there more oftensooner or later, if people know

(09:04):
like and trust you.
They'll say hey, you know,let's work on a project together
, or maybe somebody else I'dlike to introduce you to, and
that's what it's all about.

Absolutely, absolutely.
What do you think the biggestthing is?
That you've actually gotten outof hosting them.

Just, uh, it's learning for me.
There are a number of thosebusinesses Some of those are my
clients that I've worked with inthe past or that I'm working
with currently, but there's anumber of those that they really
don't do anything with me, andthat's and that's fine too.
It's just a platform to helpthem out.
And I learned about some ofthese other businesses.
So some of those I'm notfamiliar with at all Some of
them I've just seen recentlyengaged them and said hey, would

(09:36):
you like to put some eyeballson what you have going on here?
And then I just it just helpsme to learn.
You know what does that spacelook like?
You know where?
Can I maybe impact that fromnot only this, but something
else that we might be doing, orpeople that I know that might
not be aware of these businessesas well?
So that's kind of that, that'swhat I'm, that's what I get from
it.

Right on.

No, that's good, that's good.
What do you think the biggestmistake companies make when
trying to scale their marketingefforts?
The biggest mistake?
I think you can spread yourselftoo thin.
Um, there's, there's so manyplaces to be seen.
Now, I mean, when you'relooking at marketing, I mean I
remember it used to be, you know, newspapers, tv, radio,
billboards, right.
And now, yeah, you've got thephones, you've got the
technology, the devices.
There's so many places to beseen and you want to be seen as

(10:23):
many of those places as you can.
And and uh, the scaling portionis, I mean, there's only so
many things you can do at onepoint.
But, um, that's, that's whereinlies the challenge, but that's
wherein lies the fun of it aswell.
Right, just trying to figure itout Exactly, exactly, so you
just surround yourself with theright people that you trust and
know that you believe can getyou to where you want to go and

(10:45):
do the things you want to do,and that's yeah, and then you
just kind of work it out thatway.

No, that's good.
That is a great response tothat, and I do.
You think that somebody couldactually over market themselves?
You think that's possible?

Absolutely, absolutely there's too much.
There's too much of a goodthing, absolutely there's too
much of a good thing.
Yeah, because I notice thatthere are.
Sometimes, when I look atmyself as a consumer, when I'm
looking at things, I can tellhow it goes.
And then sometimes again, whenyou're looking at digital
marketing, you have so manyimpressions that you want to

(11:18):
serve and if the pacing is off,I can tell.
Sometimes, when I see things, Ican tell oh, pacing was off.
They're just trying to feed asmany impressions as you can,
because when I look at anarticle and it's the same
advertiser for the entirearticle.

Yeah.

To me that's a little.
That can be a little bit ofoverkill at times.

Yeah, Do you think people suffer from like
fatigue?
Viewer fatigue.

I do believe that's a real thing as well, yeah.

Yeah, yeah.

Yeah, and it's kind of.
I even view that when I do mysocial media, I even view that
from.
Do I just want to put businessposts on there constantly, right
?
Or do I want to mix it in therewith, like a visit with my dad,
you know, out there on the golfcourse, or you know being at a
baseball game, or something likethat?
I just mix it in because Ithink that the viewer fatigue is
real and it can be on a socialmedia side.
It can be on a marketing side,on campaigns you're running.

(12:08):
It can be the same thing, toomuch is, and you just, if you
just mix it up and let peopleknow some other things you're
doing, like the things you'redoing here, with a lot of the
community engagement, it's notjust all about, hey, these are,
these are the services we'redoing for our customers.
It's, it's these are theservices we're doing for our
customers.
It's these are things we'redoing for the community as well,
and that kind of breaks the.
It's like a pattern.
Interrupt, if you will.

And it just shows some people some other
things that you have going onbesides just your core business,
right?
No, and that's, that's a,that's a good, good point that
you just brought up theretowards the end.
You know, you know gettinggetting involved with the
community and stuff like that.
You know getting gettinginvolved with the community and
stuff like that.
It's, it's, you know.
But I think the thing that yougot to be careful of is, you
know, as heavily as we arecommitted to to our community

(12:53):
and stuff, we don't want peopleto not know what what it is that
we do either, right, youunderstand what I'm saying.
Like the first thing on ourwebsite can't be that.
You know.
You know we, we we help lessfortunate people.
Correct Right, cause we are aroofing company.
Absolutely, you know we're aroofing company that's heavily
invested in our community andstuff.

(13:13):
But we and so, like we got tojust make sure that the.
You know, we've been around longenough but I could, I've, I've
seen, I've gone on the people'swebsites already that almost
appeared to be like a culinaryschool, when actually they sell
paint products.
You know what I mean.
Like they have this big pictureof their building and it looks
like a restaurant and like I Ididn't even know what was going

(13:36):
on.
It's like and it was a lessonfor me to to view this like oh
wow, because we're so heavilyengaged with the community that
I don't want people to like notknow what it is that we do and
like make that like the focalpoint because it is nice what we
do and a lot of peopleappreciate what it is that we do
.
But like I always try to makesure, like, if we're hosting an
event, it's like, you know we're, like we are a roofing company

(13:59):
that this has been the vehiclefor us.
Yep, first and foremost, if itwasn't for the roofing industry,
we wouldn't be able to do whatyou do for the community and do
these other.

these other events?

Yes, exactly, and what we've also have tried
to do too is is is share otherpeople's stages right, whether
it's a virtual stage or or theirbusiness, their, their place of
business, their locations.
And most recently this timewith our food drive this year,
we were actually going out toother businesses and asking them

(14:31):
if they want to participate inour food drive this year and the
benefit and the value in thatis it's like yeah, of course
we're trying to accumulate asmuch, you know, non-perishable
foods and health and hygieneproducts and stuff like that,
but we want them to share ourstage as well and vice versa.
So you know they'll get a copyof their link on our website and

(14:55):
you know, and things like that,and vice versa.
You know we'll post that.
We were there, we dropped thebin off, thank you for, and
Primo Pizza had already filled,you know, their, their container
that we we put out there.
So it's kind of like we'replugging them the whole time and
wanting them to be motivated towant to help us, because we've
discovered too, because thefirst two years like this is

(15:15):
something like we kind of triedto do on our own, you know,
thinking that more people wouldjust come out of the woodwork
and it's's like it's almost likethey were.
They were waiting for like aninvitation, a personal
invitation from us Like hey,would you like to help us in
this food drive.
And it's like now.
The approach that we're takingnow is the same way that we kind
of do marketing, and you knowthis from working with us is

(15:38):
that we kind of do the fishnetapproach and we just throw the
fishnet out there and we kind ofwant to see what sticks.
So now we're kind of doing thatapproach with our, with our
food drive this year, like we'rethrowing the fishnet out there
to everybody because, ultimatelyand truly and sincerely, like
we are trying to make thebiggest impact this year for
these school students.
And the reason why we're doingit June 27th is because that's

(16:00):
when school's out.
Most people will donate stuffaround the holidays.
Everybody's caring, everybody'sgiving, but nobody thinks about
when these, when these andthat's what goes through my head
is the students, these, thesechildren that are still in
school that you know come from.
You know not such a greatsituation that usually get a
meal or two during school seasonbut then school lets out during

(16:22):
, during the summer months.
That's when food pantriesactually start to dry up, and
I'm throwing that out there justto encourage anybody that you
know.
If you're ever in a caringgiving way and you're familiar
with a local food pantry oranything like that, just keep in
mind, not saying don't donateover the holidays.
That's just as important as anytime of year, but I think most

(16:46):
importantly is is over thesummer months, when, when the
kids and students are out ofschool, um, that's when families
are probably struggling themost.
Um, just in my opinion, but butanyhow.
Um getting back to the viewer,uh fatigue.
I definitely wanted to plug thefood drive, but not, not to
that extent, but um, anyhow.
So the other thing about viewerfatigue is that also those that

(17:07):
create content suffer fromcontent fatigue.

Well, see, one of the things that we, when I look
at that, one of the things thatI think about it there are a
number of platforms and thereare a number of places to market
a number of tactics andtechniques and these sorts of
things.
However, within all those, it'sthe content, it's the
creativity, it's the engagementpart, that's, you know, you can
say, okay, you're going to seeme so many places, but what are

(17:33):
we going to fill that with?
What's going to resonate withthe people we're trying to, and
what type of messaging are wetrying to do?
And that's where I think a lotof things get lost.
Is that we just kind of setthings up?
Yes, let it ride?

Yeah.

And and and then eventually it you know there's a
diminishing return on thesethings.
So that's a refresh and makethe most of it.
These platforms that you're onand the different things that
you're doing is is is big andcritical and to your point as
well.
You know, when you do thesecharitable things, you don't
want that to be at the top of,to where people that say, okay,

(18:09):
you do a lot of charity stuff,but what, what is it that you
actually, what do you actuallydo over?

there.
Right, we have to install roofsin order to be able to do these
things Correct.
Right, right, right.
So, no, no, that's, and it'sit's great.
I mean, without the communitywe wouldn't be who we are today,
and that's why I think we, Iknow, that's why you know we do
the amount of stuff that we do,but we also kind of compliment
our marketing and branding.
Like I said, sharing stages withother local businesses.

(18:34):
It's kind of like a form ofnetworking, not at the scale
that you do it, but just at adifferent level, I guess, of
trying to bring in other localbusiness owners that, quite
frankly, some of them I don'tknow who they are, you know what
I mean, but now we've created arelationship with them and
anything that they're gettinginvolved with, they're more
likely to ask us to help themout with things too, and then,

(18:56):
vice versa, we know who we needto go back to next time.
We're doing something else too.
We're trying to raise money forsomething, but and speaking
real, quickly of networking andyou and I talked about this
again.

Belmont Bean oh yeah, I was over there earlier.
I spend I'm there about once aweek Great venue.
I've conducted numerousmeetings in there.
It's a great spot to meet andhave conversations and you know,
I just saw today it's a Jasonand Chrissy's wedding
anniversary, so congrats tothose two.
Yeah, big congratulations tothem.

Yes indeed Over there, yeah, and they serve
excellent coffee too.
Jason's a big supporter of us.
They donate coffee and alsowork the booth at the home show
and down at the 21 Turkey Salute.
Yeah, that's awesome.
And then there's probably acouple other things I'm not even
thinking about.
But when it comes to um, youknow, marketing and brand

(19:48):
awareness and things, what, whatdo you?
What would you say?
Your core principles andphilosophies are that that guide
your?

approach.
It just has to be all customerfocused.
I mean, I know that there'swhen we talk about our core
business, like what you werejust saying, the things that
you've got going here there arecertain goals and certain
metrics that we're trying toattain.
When I look at all that, if Ido things, I figure if I do
things the right way by myclients, if I do what's going to
help them to get where theywant to go, I'm going to

(20:13):
eventually fill the buckets thatI need to fill for myself.
I try and do it that way versussaying, okay, I need this, this
and the other thing, let me gotry and find it that way.
Versus saying, okay, I needthis, this and the other thing,
let me go try and find somebodythat I can squeeze this out
there to.
That has not.
That was the way I used to dothings.
I mean, I think anybody who'sbeen in sales has probably done
that.
If they haven't there, or ifthey tell you they haven't, it's

(20:34):
probably a mistake, but so I'vedone that.
But now I'm saying you knowwhat?
That's not going to get me along-term, that's more of a
transactional type of deal.
That's not the things that aregoing to get me a long-term
relationship or a long lastingclient.
So I'm saying what do they needto do?
Is there something?
Maybe there is, maybe there'snot.
If I can't help them and do itthe right way and help them to

(20:57):
maximize the money they're goingto invest with me, then it's
it's probably not even worthworth delving into.
So that's kind of the way I doit and that's what the way I
conduct myself.

Yeah, yeah, that's good.

That's good and that comes from experience.

Yeah, you know what I mean.
It's.
It's not I don't want to sayit's sales one-on-one, but I
think, as a seasoned veteran asyou are, you know with helping
other companies in multiplefacets in different industries
and things like that, and youknow I've, I know for me
personally, I've relied on youheavily, you know, for questions
to be answered or ideas.
You know, and, and and to helpwith that creative flow you know

(21:31):
of, of getting our name outthere and getting that brand
recognition and and, uh, one ofthe one of the things that you
know channels that we chose waswas our charitable event, um,
and.
And you know channels that wechose was was our charitable
event, um, and.
And.
You know, and, but, but on, onmany levels, how it has helped
us.
It one it it has helpedgalvanize our culture.

(21:52):
Okay, with pulling together theteam for for such a a bigger
cause than just installing rooms.
Right, like we, we build morethan just brews and windows and
houses and and things like that.
Like, we hope that we're tryingto build and and and make a
stronger community.
You know in, in, in itsentirety, whether it's, you know

(22:13):
, supporting other localbusinesses, supporting families
that that may need a new roof,supporting families that are
less fortunate and making surethat their food pantries and
shelves are are filled, and thefeeling that that gives our team
, knowing that they're being apart of that.
It's much bigger than just a job.
It has created a brand that youknow it's not me anymore, it's

(22:35):
the team that has created ourbrand and those people that
we've impacted or have doneservices for is now has become
our brand and, and because ofhaving conversations with you
and you know we've talked aboutthis for hours it's been a while
and I kind of miss those, thoseconversations, um, but you know
, with those conversations andrealizing what it is that we've

(22:57):
built here, it is.
It's it's much more than justthe roofing industry and it's
much more than just being amarketing company that does
roofing and it's much more thana charitable company that does
roofing.
It's what it has done for thepeople that have come to work
here and have been able to be anexample for other companies
that want to kind of model whatit is that we're doing.

(23:19):
That's that's true impact.
That's real impact.
That's that's the legacy thatyou know creating a culture that
that people want to work forcreating a company that that
people are striving to be likeand and that like that.
When we started this, thatwasn't my intent at all,

(23:39):
whatsoever.

But, like I've told you before, when I, when I
attend your events and I've beenover the course of the time
that I've known you it's thebuy-in and the uh, the
engagement that you have fromyour team.
They they trust and theybelieve in what you have going
on there and it makes it morethan just uh, here I go into
work again.
Right now.

(24:06):
I mean they're, they're, they'rewearing your logo where they're
they're.
They're.
Kids are wearing, you know, thebehind the tool belt, the TC
backer shirts.
They're, they're in and theybelieve it and they have fun and
they want to, they want toengage in those things and
having a company culture likethat, I mean you don't see that
all all the time and that is.
That is something pretty big.

You know, in culture.
You know, now that we'retalking, now that I brought this
up cause I, I love talkingabout it and the thing that I've
discovered about culture is isthat it's it's, it's not, it's
not static, okay, it's, it's notjust there and it stays there.
It kind of kind of swerves alittle bit.

(24:36):
It's like it's here's the sweetspot, but you know, we kind of
get off over here and we kind offorget, and we get back over
there and we kind of forget.
So I discovered that and, youknow, a couple several years ago
, it was kind of like all right,what are we going to do to like
re-recruit our team?
Like how are we going to keepeverybody engaged and how are we
going to make them feel likethey're a part of something much

(24:57):
bigger than just coming here towork every day?
And I think that has been oneof the hardest challenges for me
is like how are we going toone-up this?
How are we going to one-up this, how are we going to make this
one more special?
How are we going to get more ofthe team involved?
Cause I can kind of see peoplestarting to fade back into the
shadows and stuff like that.
And, like you know we're.
We're getting ready to attendthe peak achievement Awards

(25:20):
tonight hosted by the YorkBuilders Association, and I know
for a fact that I'm hoping Ishouldn't say I know for a fact
that was pretty arrogant of me.
I'm hoping we walk out of therewith some awards.
And when I say meet we, I amemphasizing the word we, because
everybody that's going to beattending now we can only bring

(25:41):
30 of us and that list.
We put the list out there.
It had filled up within a weekOur team, from productions to
operations to finance.
They're in the whole team.
I wish more of us could come,but I was talking to Colin.
He's on our production team.
He's actually delivering tablesout there.
They asked if they could borrowour tables from the home show
that we use and I was was like,of course.

(26:07):
So I was on the horn with colin, like, are you and station
coming?
And he's like, absolutely,we'll be there, like they.
It was already and I'm surethat now he's excited, he knows
what this is about, right, andand it's because of not just the
awards but them being able toattend it, not just janna and I
going out there and absorbingall of the, the greatness that
the team.
You know, last year, jana and Ididn't even go I think we were

(26:27):
traveling someplace and theentire team went.
Now, rocket was there and theyforced him up on stage to get
the, the, the awards and stufflike that.
But it's it's because of thosespecial moments where now it's
time for me to step back and letthem.
You know, and the thing was iswhen, when we would have
achievements and we wouldreceive awards, I thought I was

(26:49):
being humble by just settingthem on a shelf, you know, out
in the showroom, or hanging onthe wall or something like that,
not posted on social media andnot, you know, let the team
celebrate the win.
And what I didn't realize butthen I came to discover was is
that I'm not I'm keeping it tomyself.

(27:09):
Really, I'm not allowing theteam to celebrate in that win
with us by taking a group photowith everybody holding the
plaque or trophy or whatever thecase was.
You know what I mean it was,and I don't know if it was out
of fear, but I was.
I was thinking I was beinghumble, right, by not
broadcasting that, hey, we'rethe best roofing contractor in
New York, pennsylvania.

(27:29):
And up until about a year agowe started putting something on
one of our billboards for thebest of the best, three years
running in your County, you know, and when you were talking
about you know, and when youwere talking about you know,
viewer fatigue and stuff likethat, the point of that was is
to switch up our billboards,because after a while you don't
even see it anymore.
So we have to switch it aroundevery now and again.
But you know, that has been thechallenge of trying to keep the

(27:52):
team fully engaged because, yes, the 21 turkey is huge and yes,
we served a thousand plateslast year.
But it just becomes redundant.

It just becomes, I will say, York is a different
animal when it comes to that.
I don't know how much viewerfatigue comes with the those
best of York things, becausepeople in York love I mean more
so than many other places.
I think central Pennsylvaniawith these awards programs, it's
people love their people lovetheir awards.
There's a lot of pride goes inwith that and the competition is

(28:25):
stiff.

Oh yeah, there's a lot of great roofing
contractors in your county that,especially ones that that
participate in in these awardsand things like that, and you
know, and I don't know, you knowroofing exterior contracting
you, there's a lot of us in thisindustry.
I mean there's a lot of peoplenot exactly sure why that is,

(28:49):
but I know for our area there.
I mean I could probably list 10between Adams, franklin and
York counties that that are, Iwould recommend you know that
are participating in the same.
You know best of the best, youknow with us, and so that's what
makes that even more special.

The good thing about it, too, is there's a lot
of I mean, even though you're inthe same space there are.
Your focuses in many cases aregoing to be different.
I mean, you're looking at adifferent type of a different
type of customer.
You might be looking at adifferent type of build or a
different type of a roofingscenario, and so there's plenty
of business to go around andlike.
When I look at the things thatI'm doing marketing, I mean heck

(29:33):
, I mean who?
It seems like everybody's doingmarketing now, and why would
somebody contact me?
And it's because we do a lot ofthe same things.
But sometimes you just meshbetter with somebody or just
certain scenarios to where, youknow, I might play a little
nicer than somebody else, orvice versa.
Somebody might play withsomebody a little bit nicer than
me, and that's fine.
There's plenty to go around andthere's just.

(29:54):
There's never a shortage ofwork for us to do.

Not if you do it right, correct.
If you're doing it right andyou're treating people fair and
you're providing value, you'llalways have work.
It doesn't matter what line ofbusiness you're in and, of
course, your network and thepeople that you know and the
relationships that you buildover the years.
If you can partner with goodclienteles, good human beings,

(30:22):
you know and that's been one ofour strong, strong suits is you
know there's people that we'vedone business with for for a
very long time.
You know when times are good,you know things are great and
when things aren't so good,because they're such a rock
solid company, we still tend toget through it with them.
You know what I mean it's reallytruly become.
You know partnerships.

(30:42):
It has really truly become.
You know partnerships.
You know what I mean and and Ithink that says a lot about a
human being it says a lot aboutcompanies too.
If you can have, you know,relationships over 10 years,
whether it's a friend, marriage,a partnership you know over 10
years.
That says a lot about bothparties, absolutely.
You know, not a lot of peoplecan do that.

(31:02):
Most, you know, 80% of roofingcontractors go out of business
in their first four years.
Okay, and a lot of people don'tknow that.
So, and I, I, I say that, youknow, to those that have made it
, a big shout out, to those thatmade a past, you know their,
their, their four year markbecause, trust me, I've been
doing this a long time and Iknow it's not easy.

(31:24):
It's not an easy industry.
There's a lot of overhead.
You're dealing with the generalpublic.
You know it's just tough andyou know there's a lot of things
that we can't control, andweather's one of them.
Right, okay.
And to try to massage, you know, clients and homeowners, and
it's tough.
And then to take it one stepfurther, most businesses I think

(31:47):
90% of businesses go out ofbusiness in 10 years, first 10
years.
Do you know what I mean?
So, to be in business longerthan 10 years and have the same
relationships that you're doingbusiness with today, when you
first started out, that alsosays a lot about and that's the
thing, if I would, you know,hindsight's 20-20.

(32:09):
If I would start over inanother industry, I would start
doing networking, probably oneof the first things I'd start
doing Now.
Fortunately, I did that, butunintentionally.
I joined the executivenetworking referral.
I met John Stauffer there 20years ago.
I started to just put myselfout there and again, there

(32:34):
wasn't social media, therewasn't YouTube, there wasn't all
these things.
And half these books that Iread today weren't even around
yet.
They're 10, 15 years old, not20, 25 years old.
Now there are some really goodbooks out there Dale Carnegie
and that are probably 50 yearsold, that just withstand the
test of time.
Yeah, the test of time and howto win friends and all that

(32:57):
stuff.
But I wasn't reading like thatback in those days.
It was just kind of like ballsto the wall and just try to
figure out.
You know, let people know who Iam, but networking and
relationships have been thecornerstone to TC backer
construction and anything thatI've ever had my my hands
involved with, even with leadscout.
The relationships that we havebuilt, the partnerships that we

(33:18):
have built, actually put us onthe map today, whether it's GAF,
certainty, um, you know, manyof our partners have helped us
along the way and it's like whatI can't do by myself, we can do
together.
Right, you know.
But what are we?
What are we reciprocating tothem as well?
Oh, absolutely.
This isn't just a one-waystreet, like you know.

(33:46):
I'm thinking of.
You know several people thatwe've done work for and how many
times where we've taken a lossbut, you know, hung it out,
stuck in there with them andjust kind of waited around, you
know, and and weathered thestorm with them.
I mean, covid was, was was ahard time 2008, nine, 10, 11,
was was a hard time.
But because of my early Chuckand jive and networking of of
the years, you know, 2005, sixand seven we were able to make

(34:10):
it through.
You know, the great recessionbecause of our partners, not
necessarily anything that or themagic wand that I waved around
and got through it.
It was literally because of therelationships that I had with
one of the national buildersthat actually carried us through
.
And then, shortly after that, Imet Craig Rich with CR Property
Group.
That also carried us throughand have built, helped us build

(34:35):
what it is that we have today.
And both companies we still dowork for an investment company
and a new construction homecompany.
We both, we we do work for bothof them still today.
And then the people that theyknow, that they referred us to,
you know we still do work forthem too.
You know what I mean and that'skind of how that has blossomed
into, you know, and there'sthere's a couple other things

(34:56):
that that played into what hashelped us become who we are.
But really the the cornerstoneand the foundation of who we are
today is from our partners.

Yeah, and and that's, and that's the thing,
because we're all here trying toestablish new relationships,
get new business from, frompeople, a lot of people, in many
cases, that we don't know.
And that's where I think thenetworking helps, because the
networking kind of puts you inplace, lets you be known by
people to where they have theopportunity to know what you're
about and to build a little bitof trust in it, because there
are so many people just callingand hammering doors and knocking

(35:29):
and that's going to work.
Because there are many peoplethat when they do a job or they
get a new customer, they justassume that the customer is not
going to go anywhere with littleor no legwork attached to it.
It's just like any otherrelationship.
You have to make the thing work, you have to be there, you have
to talk, you have to engage.
You can't just say, okay, hey,you're signed on, now we're

(35:50):
going to do this, and thenyou're not going to go anywhere
because we're just that good, itsigned on, now we're going to
do this and then you're notgoing to go anywhere because
we're just that good it's.
It doesn't work that way,unfortunately, and they may stay
with you for a while, but ifthey don't hear from you, they
don't know you.
Yeah, the next person thatcalls especially if there's been
some problem or you seesomething that hasn't quite
worked out the way but youhaven't done anything about it
but somebody calls you a lot ofthe times those, those

(36:11):
representatives, don't evenrealize that yeah, that that's
going away Right and yeah, Ithink I've kind of done my best
to get beyond that, to where therelationships I've established,
you know, hey, are they alwaysperfect?
No, they're not always perfect.
There are always things thatcan be tweaked or some things
that we can adjust, little bumpsin the road, but hopefully the
relationship aspect of it givesme the opportunity to make

(36:35):
things right, to fix some stuff,to keep things on track, versus
just they just disappear andvanish and say, oh well, that
person you know, bruno, willnotice that we're not there when
there's a zero on the invoicefor the month Right right, you
know no, that doesn't happen.
Because I'm in touch with people, I stay and do my and do my
diligence to make sure that I'mdoing right by those, by those

(36:56):
clients and those relationships,and that's yeah.
Again, it takes work, it does.

Speaker 2 (37:00):
Yeah, it does Absolutely A lot of work.
No, I tried to.

I tried to take the transaction piece out of it,
because that's where people saythat people don't have multiple
people like you deal with manymarketing people, yeah, people
and that, and absolutely nothingwrong.
I just like to be a piece ofthat and be able to provide some
insight and have you reach outto me once a while and say, hey,
you know what's your take onthis, which I've always
appreciated that, yeah, that'sbeen good stuff and that's one
of the reasons why we continueto talk over the years.
Yes um, but it's well beyondthat.

(37:30):
But, but, uh, that that'sthat's kind of my take.
I also like to golf with youtoo, yeah well you, you crush me
, although I will say when I wasout with my dad, with my dad
the other week, that was some ofthe best golf I played.
Quite some time yeah, I playedwith the same ball for the
entire wow, for the entire round.
Didn't lose one ball.
Wow, he had even stocked up myuh, my bag with you know, a

(37:52):
couple dozen balls, thinkingthat I was going to go through
that, but it was good.

That's awesome.
That is a great thing.
I typically stock up prettygood too.
I at least get one box it'sabout, you know 12 balls burned
through.
At least half of them.
Yeah, yeah, no, that's, that'sa good round.
Yeah.
Okay, so what would you say?
What?
What marketing or sales tactics?
Not necessarily sales tactics,not necessarily sales, because
we're we're kind of on themarketing kick right now.

(38:17):
Would you say that that used towork or is dead now?

oh boy, that's dead now.
Yeah, I don't know.
Aside from like yellow pagemarketing, which are still play,
I still believe that there's aplace for that, and when I did
Yellow Page Marketing when Ifirst got into advertising, it
was kind of coming down the homestretch, and now what it's done
is there's still always a placefor it If you can get on the

(38:44):
back cover of a Yellow Page bookor on the spine of it, yeah.
If it's sitting on somebody'scoffee table or flipped upside
down on a stoop somewhere in themiddle of town and people are
walking by it all the time,that's still a spot to be.
Whether, even if people use theprop up, you know you could
prop up the speaker here, but ifyou're on the back, right there
you are, yeah, and so there'sstill a lot of things like that.

(39:05):
But with the ingenuity and theinventive technology and things
constantly coming about, ai nowis a big thing, obviously, yeah.
So staying on top of thesethings is huge, yeah, and having
as many partners as you can tokind of keep you on track with
all these things, yeah.
You know, whether it'snewspapers, television, I'll be
honest, the thing I like aboutTV is that there's still

(39:27):
personalities who have been onTV that sit behind the desk.
They've been there for yearsand years and years.
And the people who watch, theyhave developed a level of trust
in those personalities.
So there's that and they, theythe people who advertise on
there there's a level of trustand kind of a they they

(39:48):
associate it with the peoplethey've seen on there forever.
So it's fun, yeah, but more orless it's, it's.
It's just a matter of being oneAvenue for people to advertise.
There's many places to be seen.
You want to be seen as many ofthem, and TV, and you know some
of the digital components arejust a part of that.
Yeah, for sure it all.
It all works, it all playstogether and it's just a matter

(40:09):
of the creativity that goes intoit.

Yeah, no, that's a good point.
And you know, in a phone book Imean think about the shelf life
.
I mean that thing's not goinganywhere, I mean it's going to
be sitting there for years, evenif it is three years old.
Yep, you know what I mean.
So the shelf life, so that's agood point.
That's a good point.
What do you think mostbusinesses are sleeping on right
now and not utilizing enough?

I would say on the sales side, social media.
Okay, I'm saying I use like,for instance, linkedin.
I use LinkedIn all the time, Ilove it.
I just keep it up in mybackground.
I don't spend as much time aspeople think.
People would think, man, youmust be on there all day.
I'm not.
I spend maybe about 10 minutesa day, 10 or 15 minutes, but put

(40:56):
my content on there, um, but Ithink that's a great way for
salespeople to get in front ofother people, I agree, and just
to let businesses know whatyou're about before they even
meet you.
I think that warms up calls ina big way.

Yeah.

Yeah, and so I've been spending time more on
working with my LinkedInconnections than I have really
doing much else.

Do you get a lot of traction out of LinkedIn?
Is that still?
That's not dead yet.
No, okay, no, I think.

LinkedIn is still kind of on the upswing.

Okay.
You know, wow.
Yeah, that says a lot aboutthem because they've been around
for a while.
Linkedin, like, is it olderthan Facebook?

No, I think Facebook's been around a little
bit longer than LinkedIn, butLinkedIn's managed to maintain
their status as a business.
Yeah, networking.

Yeah, Professional professional
networking yeah, yeah, for sure.

Again, just like anything else, you'll start to
see politics creep in there,boatload of spam.

I get people hitting me up all the time.
I don't spend much time, but Iget the notifications in my
email inbox and I just delete it.
Man, there's just so manycreeps and scammers out there.
I feel and same with Facebook.
I get hit up all the time.

So that's why, on LinkedIn I use if I'm going to
introduce myself to somebody Isee too many times to where you
get a connection invite fromsomebody and the second you
accept it.
There's a full paragraph salespitch on it and I'm just, yeah,
turned off, yeah, right, like me, if I connect with people,
after some time I'll say, hey,I'll go grab a coffee and just

(42:25):
have a conversation.
If you're ready for it, ifyou've got some time available,
let's do that.
It's not about my sales pitchand trying to squeeze people
that way, because that's thequickest way to from my network
and sphere of influence to takea nosedive.
So that's kind of what I viewthere.
But yeah.
LinkedIn, and I take advantageof the video feature on that as
well.
Video messaging on LinkedIn ispretty good, at least for now.

there's a small window with that.
I'm not on social as much muchas I used to be.
Yeah, you know I.
I just, you know again, it, it,I find it to, I find it, I
don't know it gets me anxious,you know, like like a, like a
neurotic anxious for some reason.
So I mean, obviously we do thisweekly and and I'll post stuff

(43:09):
every now and again and andtrying to encourage the team
because, you're right,salespeople, you don't even have
to be in sales to post stufffor the place that that you know
they should be sharing stuff.
But again, I think your teambecomes fatigued with just
sharing, cause we bust out somuch content.
It's kind of like you just rollover, you just scroll over,
because it's so much stuff thatwe're we're continuously putting

(43:33):
out there.
But you touched on AI therejust for a second.
What's your take on, you know,on AI in sales and marketing?
Is it overhyped, is itunderused?

It's probably underused, but that's turning
real quickly and it's almost ata scary rate.
I did not think that it wouldbe.
I mean it's progressing much,much more quickly than I would
have anticipated, than I wouldhave anticipated, like when you
can see these live avatars nowof people.
It's scary the thing about AIalways when you look back at
like the Terminator movies backin the 80s, I'm thinking you
know people now, technology-wise, is somebody just sitting there

(44:08):
.
I want to create that, I wantthat to happen.
I want to be the Skynet of youknow the 80s.
Yeah, right, but I think therewas a time I said that stuff's
never going to even be, it'snever going to be there in my
lifetime.
But I'm starting to change mymind on that.
It's just advancing way, way,very, very quickly and I think

(44:29):
that there's.
It probably is underutilizedright now, but I think it's kind
of catching on to where ourbusinesses are saying, hey, we
need to incorporate this intowhat we're doing, for sure From
a marketing standpoint, from theoperations and sales standpoint
.

Yeah, yeah, and there's so many different ways
that it can be used.
Now, you know artificialintelligence, I mean buyer
behavior algorithms and just Imean it can go so deep to
writing blogs for you keeping upon SEOs, and I mean there's
just so many things and I thinkit's one of those things.
I think there's two things thatyou know businesses need to

(45:03):
jump on the bandwagon right nowis virtual assistants right?
I think that's something bigthat I think a lot of people are
sleeping on right now.
You know that.
You know, especially anybody ina management position not
taking advantage of a virtualassistant and delegating things
to them so they can focus onhigher level things and making
the business better Right, andthat's something that we've

(45:26):
leaned into.
I've actually got I got anin-house assistant, but we also
use SMA I'm just going to givethem a plug real quick Joe
Huffman's team over there at SMAand and AI.
You know, I think AI don'tthink that your competitors
aren't using it.
You know, to some extent orform, or the marketing company
that they're using isn't usingit.

(45:48):
I mean, you don't be scared ofit.
It is what it is.
It's just like when Facebookcame out, right, people were
like, oh no, it's a datingwebsite.
Well, it was so misunderstood.

Yeah, you know what I mean.

I even thought that Jana reminded me of that
the other day, because, when Ithink my first Facebook account
was joint with Jana, like, Idon't think either one of us
knew how to use it.
I think we both thought it wasa dating website, and not that
we didn't trust each other, butit was just kind of like, well,
everybody seemed to be doing itand it's kind of like all right,

(46:20):
well, let's start a Facebook,you know page, and, and we did.
But that that was short livedand I think it was shortly after
her, you know, our parents, our, our moms, passed away.
Um, that was you know, 12,almost 12 years ago Now.
Um, we were like, you know,people didn't know who you know,
cause it was weird, cause mymom passed.
Then, six months to the day,her mom passed away.

(46:42):
So, people, so we were kind oflike why don't we just, you know
, separate our?
You know, by that time westarted to grasp what Facebook
it was.
Much more it was.
It was it was social commerce,right, it wasn't, it wasn't a
dating website.
Like, I'm trying to think ofthat one app that was out there
before Facebook.
Oh man, I can't even remember.

Was it the MySpace thing?
Yeah.

MySpace, yeah, myspace, yeah, I think that's
what we thought it was and Ithink a lot of people thought.
But my point is is, like youknow, ai is not the dating
website or app that we thoughtyou know Facebook was.
This is actually.
You know, there's so manythings that you can use it for
that, you know, either findsomeone that knows how to use it

(47:24):
or knows how to dabble with it,at least because it will change
the trajectory of your businessor your content creation.
I mean, there's so manydifferent ways that you can use
AI today that I think thatpeople need to stop sleeping on
it.

But and, like these platforms the Facebooks, the
LinkedIn it's just a matter ofwhat you want to use them for.
You can filter out all thenoise, right?
So we are all noticing thatthere's all these, these bots
now getting in there and justsending them.
You just have to get past that,and that's just the unfortunate
thing.
But there's still a lot of goodcontent on there and a lot of

(48:02):
good information to be drawn outand not the truth, yeah.
Yeah, I mean this makes alittle few more weeds to go
through these days, but it canstill be decent.

It's still a relevant activity.
What's one, I guess, what's onemarketing idea that most people
would disagree with, but youbelieve in?

Marketing idea that people disagree with that.

You don't like you're all in on it.
But you hear most people sayyeah, it's dead.
Like some people might say doorknocking is dead.

Oh, I don't think door knocking is dead?

I don't either, but is there something that and
I've said it just to be a dickum to people like dornach is
dead, you know, but it it trulyisn't.
It's the oldest form of salesoutside of prostitution, um, but
, and it still will both work.
Obviously, both of them can bevery lucrative, but I was.

I was waiting for that.
I was waiting for this to tokind of go.

Yeah, you know me um my mind doesn't take me
long to get there, but is theresomething that you've always
been like, no, you gotta, yougotta, you gotta make sure
you're doing this and and, andpeople have doubted.
Maybe, maybe that's a betterquestion.
Is there something that you'vetried to implement into
somebody's company that they'vedoubted and it and it it's.

(49:17):
It came to fruition?

it's.
It's it's like the social mediathing and the cold calling
beyond doing what I do.
So obviously, you see there theuh, the abc 27 good day, pa,
and all that stuff.
The tv is a vehicle, yeah, um,but the ideas that I try to
convey are not always aboutthings that specifically abc 27
is doing.
That's just part of what we do.
I just want to try and helpbusinesses too, so I'll help

(49:42):
them.
With the LinkedIn page, forinstance, I'll say hey, if your
salespeople are not usingLinkedIn, you know, after we
have a conversation here about,about things we're doing, let's,
let's, you know, let's sit downwith some of your salespeople,
get them set up on there, showthem how to utilize a little bit
, show them how to utilize thesocial media.
Talk about some, maybe somedoor knocking techniques or some
cold call techniques, becausethat's the big thing too, cold

(50:03):
calling.
A lot of people think coldcalling is dead.
You got to.
It all has to be social media.
It all has to be some sort ofmarketing or branding and I
think that the, the cold callingaspect is a huge part of that,
if you do it correctly.
Yeah, but you can't just make itcookie cutter.
It can't just be.
You have to have some sort ofsomething that's a, that shows
people you have an idea of whatthey're doing, challenges

(50:23):
they're facing.
It can't just be, hey, this isI'm with this business, this is,
we're great at everything.
There's no reason you shouldn'tbe working with us.
Yeah, that I don't.
I think those kinds of days aregone because there's so much
information available about anindustry or business If we're
not bringing that to the table,saying, hey, we know what some
of these things are Right and Ican utilize our platforms to

(50:46):
help impact that for you and getyou a share of that market.
That that's what it has to beabout.
It can't just be saying we'reawesome.
Yeah, you know you, you need tobe doing stuff with us.
It's, it's, it's well beyondthat now.
So so the cold calling?
Yeah, I think a lot of peoplethink cold calling and stuff you
got to take advantage of allthe technology.
Yeah, I think.
I think that there's still roomfor cold calls man.

I think you can even get an AI bot to cold call
for you and answer questions.

Yeah, well, I know that you we're versus doing it
with my colleagues, right?
You know because that thatthere there is a sometimes a
fear or a little bit ofhesitancy in doing cold calling,
trainings and and, um, you know, role plays and things with
your colleagues, because theyknow what you're supposed to be
saying to people.

(51:30):
Uh, but if you do it with thechatbot, you can just be
yourself.
That chatbot is not going tohold anything against you.
It's not going to hold anythingagainst you.
It's not going to let you knowthat, yeah, yeah that hey, you
messed up or whatever the caseis, and it's just going to help
you learn.
So, yeah, there are definitelygoing back to the.

I think, yeah, there are definitely things you
can do yeah, or even with ai, um, you know text messaging and
things like that.
It's kind of like cold callingsending out all these.
You know spam text messagingtoday, um, that will actually
continuously respond back to you.
I mean, we, we kind of havesomething set up I can't
remember her name, there's aname, she has a name but if

(52:05):
people you know hit us upthrough messenger, our AI bot
picks up until one of us can getto it, but it's literally
answering their questions forthem.
Yeah, you know what I mean and,again, that's what I'm talking
about with this AI thing that somany people are sleeping on
right now.
That was just one of manythings that I just just came to
my head on how we utilizeartificial intelligence to you

(52:27):
know, because if we're, if we'resleeping and and a message
comes to a 2am and I'm a bigstickler on like, look, we need
to respond now, like, not likeseven, 30 tomorrow morning.
So that's one avenue that we'veutilized it.

so that's a comfort , that's a comfort level for
people, um, I think when theyvisit your website or whatever,
if they have questions, thatthat's just sort of a little bit
more personal aspect, eventhough a lot of people really
okay, I'm talking to an ai,chatbot or whatever the case is,
but it's a level.
They see, hey, this realbusiness you know they're
implementing these sorts ofthings this is somebody, a real
player.
This is not a fly by nightoperation, yeah, so there.

(53:04):
So there's that.
But then also, it's a.
It's great the more, the morelead capture you have to, where
you can get that information andgive yourself a reason to call
these people back or contactthem.
That's that's, that's what thesethings are all designed to do
and that's all marketing isdesigned to do.
You know, word of mouth,referrals, quality of work that
you do that's obviously the bestmarketing.

(53:26):
But all these other things TV,radio, newspapers, flyers and
signs that is all just anotherto support the referrals and the
relationships that you have inthe marketplace and the
reputation and the relationshipsthat you have in the
marketplace and the reputation,the brand that you have,
absolutely, and to, uh, to helpyour feet on the street.
So yeah, that's really it, butother than that, if you don't,

(53:46):
if you don't do good work, youdon't have a good reputation
yourself.
All the marketing and brandingyou got that doesn't really mean
a whole lot.
It doesn't.
The word is on the street isthat you're just no good at what
you see you got to cash thatcheck your ass has been writing
Yep For sure, and so that's oneof the things I guess, as we
kind of, we'll be on here awhile now time just flies man
being on here with you.

It really does.
It really does.

But as I'm spending my time out there out and about
doing the networking and putmyself out there, let people see
me talking all this talk and ifI don't deliver on these things
, yeah, that can come back andyou're not always going to be
able to deliver it.

It's, I think.
I think a lot of it has to dowith, too, like how you respond
to that If something goes wrong.
You know what I mean, andthat's something, cause not
everything's going to go overthe way that it's supposed to.

But I think when you suit up, show up and take
care of the issue, you giveyourself a chance to correct and
work things out, whereas, likewe talked about earlier, if
there's no conversation, there'sno relationship.
Something goes wrong.
Hey, I got enough peoplecalling me bringing me up to
want to come in here and talk tome.
Maybe I'll just give them ashot, because I don't even
really know this other person,so there, we are Absolutely.

Before we get off here, I got one personal
question for you.
It's not too deep, but if youhad to start all over today,
okay, with zero dollars, zeroconnections, what would you do
in the first 30 days?

The first 30 days I would try and find as much
organic marketing as I can.
How can I get my name out there?
And a lot of that's just oldschool, just hitting the street,
hitting the pavement, you know,showing up at people's
businesses, trying to getinvolved in some of the
activities that they're doing,trying to engage them on levels
of things that are important tothem not just me and just meet

(55:29):
people.
Just meet people, get them tokind of market and brand you for
with them, for you, yeah, andjust create some good, genuine
relationships.
And then again, with all thetechnology, as much of that
organic as you can do, look foras much free things as you can
do.
And then when you get yourbusiness rolling, then you look
at the paid opportunities.
What can I do to take this tothe next level?

(55:50):
What can you do to really getthis rocket ship kind of off the
ground Right on, but to startout, yeah, the ground right on,
but, but the start out, yeah,the grassroots stuff, networking
, get your face out there, showup at people's people's door,
show up at their events and justjust genuinely just be part of
what they, what they do, andthen and let them know who you
are, what you're about, right ontime.

That's it yeah, great answer great response, yes
, and great response, and andthank you for everything you've
done for us.
Thank you for coming on theshow, obviously, and, uh, you
know, thank you for everybodythat is tuned in week over week.
If there's anything on this umpodcast that you heard today
that you feel somebody shouldknow, please share it with them.
Let them know.
Like love, subscribe if youhaven't already.
Um and again, thank youeverybody.

(56:31):
Thank you for all the gueststhat have come on the show.
You know, episode two, two 80,two, 81.
That's, that's like almost fourand five, five and a half years
.
That's awesome that we've beendoing this and we've had some
amazing guests.
We've had some some amazinglisteners and viewers post
comments in there and you knowquestions and we've been able to

(56:52):
answer and help them out.
So thank you guys for forengaging as much as you have and
, david, thank you foreverything you do, Awesome.

And if there's anybody who has any questions or
thinks that I can help out orassist in any way, shape or form
with some of their marketingbranding efforts, yeah, let's
just have a conversation.
Again, I'm always down there atthe Belmont Bean at least once
a week for a coffee.
I try to do my best to letpeople know when I'm going to be
there.
So, hey, just stop in and justhave have a conversation.

Yeah, that's about it.
Do you?
Do you want to put your emailor website or something to
what's the best way for someoneto get ahold of you?
You can reach me on LinkedIn.

That's good.
Just just my name, david Bruno.
I got my email address, dbrunoat abc27.com, or my cell phone
Just call, text me 949-742--2.
Nice, that's it.
Good deal.
This has been great, man.
Thanks so much.
Good to see you, vic, as always.
Thanks a lot, ty, it's beenawesome.

Thank you, Thank you everybody, for watching.

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