Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:00):
You know, entrepreneurship came very early because I just wanted
something different than the environment that I came from. It
was more of a need and a necessity.
Speaker 2 (00:08):
So you're just trying to make a more direct connection
between the supplier and then the user.
Speaker 3 (00:12):
YEP.
Speaker 2 (00:13):
Instead of it hitting being marked up in price five
different times by five different people, you're just trying to say, hey,
this is the manufacturer, here's a developer.
Speaker 4 (00:20):
Let's connect you guys.
Speaker 3 (00:21):
That's it.
Speaker 2 (00:22):
I just started a podcast consulting business and it's been
going really well.
Speaker 4 (00:25):
I knew.
Speaker 2 (00:26):
The stat is eighty percent of podcasters don't make it
past twelve months. That's the stat And I have a
mentor that's just like they didn't. Just make sure you're
solving a problem. If there's a problem that you can solve,
you're probably going to create a successful business. When people
can find their unique ability, I find what they're going
to lean into that, It's amazing the opportunities that opens
up for them. It's amazing how much they could change
the world.
Speaker 1 (00:46):
But I have a tattoo. Environment it says related by blood,
family by choice.
Speaker 3 (00:52):
So family is a choice. You're gonna make me cry,
bro Well, you'll make me cry. Bro.
Speaker 4 (01:00):
Do you know your name?
Speaker 3 (01:02):
Paul?
Speaker 2 (01:02):
What can I think his last name? I was thinking
of it as Walker, but it's not. He's doing a
walk across Africa right now called the Walk for Water.
Speaker 1 (01:08):
No, and that's amazing because I should know him. I
have a water project myself in West Africa, so I
would love to.
Speaker 3 (01:16):
Know him, but I don't know him now.
Speaker 2 (01:18):
Yes, Paul, I think it's Paul Brown. But yeah, he
has a Walk for Water. He's literally doing it right now.
You can see his Instagram water. Yeah, and he and
so he's built wells in Africa before. And one of
the biggest issues that I'm learning when it comes to
drilling wells in Africa is not the drilling of new wells,
(01:38):
it's the maintaining of the current ones.
Speaker 1 (01:40):
So I have a project called Kenzos Well. It's a
project we so before our first trip to god Or,
my wife and I went, we wanted we knew we
wanted to do a project. We wanted to do something
that would make sense, and we talked with our tour
guide who we become friends with, and he suggested, well, no,
(02:03):
before that we looked into like what people were doing.
So there was somebody over there building wells. I am
a do it as efficiently as possible kind of person.
So when she gave us a quota like six thousand dollars,
it was it wasn't absurd, but I was like, I
don't think that's right, like, you know, just from an
economy's scale, and it just kind of knowing and so
(02:27):
what we encountered in the central region in Africa, Like,
so I got that price down to you know, a
few thousand dollars out of pocket, which is which is fine.
And of course you do the engineering and do the
ground study, and then you do the drilling, uh, and
then you put the borehole. What we had an opportunity
right then, is this going to be a generated borehole?
We chose to do a hand pump well. And the
(02:50):
reason why is because we knew it sustainable if anything
had to replace some nuts and bolts, yep. But for
you know, for you know, tens of miles around. People
can come now and water from this this well and
come fetch water from there, which is still but sometimes
it's as simple as not introducing a diesel generator because
(03:10):
now I'm gonna have to sustain that de generator and
then keep putting the the the the fuel, which is
another problem in it of itself.
Speaker 3 (03:19):
Right.
Speaker 1 (03:20):
So this this well is in the central region, I said,
about forty five minutes by the drive time from a car,
I mean from a Cape coast, and it's right at
the edge of where like a power and u other
amenities like that start to end and you're really getting
in the rural areas. So in my experience with that,
(03:43):
the issue has just been like really understand what's there
on the ground. And so what we did do as
a follow up is we did send a generator in
a television you know, because it's something that the chief
wanted in order to stand understand what's going.
Speaker 3 (03:58):
On in the world. In the world, right, But that's
something more.
Speaker 1 (04:01):
It's not necessarily that vital connection to clean water.
Speaker 3 (04:06):
It's just more of a nice to have, right.
Speaker 1 (04:09):
And so if they're able to, you know, through selling
you know, some of the wares that they do with
inside the village usually you know, around farming and stuff,
that they're able to you know, support their own diesel
habit if you will.
Speaker 2 (04:25):
So, yeah, because the wealthing is actually a massive problem
because you'll have these corporations that we we just made,
you know, put a thousand wells in and they did, right,
but like five hundred of them are functioning a month later. Right,
And so that's what Paul was telling me when he
came on the podcast, because she knows his stuff, and
he's like, the issue is a lot of companies they
go and they drill. They don't train anyone on them.
(04:45):
They don't tell them how to maintain it. They drill,
hey we made it. Well, hey look at us, We're awesome.
And then a month and then you also deal with
you have bad characters that might want to steal parts. Sure,
you have like other things that are just it's just
a and to train someone locally on a brand new
like then, we were seeing tech like this a lot
of times.
Speaker 4 (05:05):
You know, it's just a big lift. So the handpump
makes a lot of sense.
Speaker 2 (05:07):
It's simple, it works, it's functional, and it lasts for
a long time and if it does break, I mean, right,
take a few things and you're ready to go.
Speaker 1 (05:15):
And then the only thing that then, the other thing
that you worry about in that instance is just you know,
was the engineering correct as far as like where the
water is and how deep they needed to go. So
I think that's probably the most critical and just a
simple and maintainable and sustainable of a of a solution
as possible. So and sometimes it's simplicity, right, So.
Speaker 4 (05:40):
Where did you get your start with entrepreneurship? Man? Like
you're talking about.
Speaker 2 (05:43):
Drilling wells and you have Takas and Tequilo the big
event and I can tell your guy that likes to
give back, you have your chamber thing that you do,
But like, where did this journey start for you so
that now you have the financial freedom to able to
do stuff like this?
Speaker 1 (05:54):
So I think the journey started more out of necessity.
So I will in and out of foster care throughout
my young life. I'm adopted to Oh wow, okay, so well,
so we have that that journey or I wasn't adopted.
I was, but I certainly was blessed by having foster
(06:18):
parents in different capacity and those that looked out for
me along the way and understood my journey where I'd
be in and out of my mother's custody and then
ultimately emancipated at fifteen. So I was emancipated minor at fifteen,
and I was able to make some decisions for myself,
and I did have that two hundred and fifty or
(06:39):
three hundred dollars a month social Security card or Social
Security check for my mom that was assigned over to me.
So I had something at fifteen, but it wasn't enough,
right if I lived in at that time, I was
in the northwest suburbs of Chicago, but a very kind
of blue collar kind of situation, but on the cusp
of a kind of a It's interesting it's called Elgin, Illinois.
(07:03):
I remember Money Magazine did an article about Elgin years ago.
I talked about being a microcosm of the macrocosm. Right,
it broke down along you know, five or ten percent Asian,
twenty percent Latino, five or ten percent African American, fifty
percent White Americans. There was different income levels. So I
(07:25):
lived in a I lived in a housing project in
the suburbs that still Cook County.
Speaker 3 (07:31):
You know.
Speaker 1 (07:31):
I would go to school with kids that had horses,
right that lived yes, you know, So I had this,
and then in the foster care system, you'll move around
from say very inner city stuff to being There's a
town called Plano, Illinois that at the time was extremely
rural and I think I was. There was a there
(07:52):
was one other Hispanic family there that their two children,
and I was the only African American in the school
at like in first grade. Then I'd end up on
the South side of Chicago, and so you have this
different thing. So but I think what entrepreneurially, what got
me started was it was sheer necessity, right. I wanted
(08:13):
better for myself. You know, we had these jeens we
really liked and when I was in middle school called
Cavaichi's or Jibo jeans that you know, I wanted to wear.
I didn't want to stink. I didn't want to not
look good. I wanted to be presentable. I wanted opportunities.
And I realized at eleven if I had a paper route,
(08:36):
and by thirteen I had my first job, you know,
washing dishes, and I would take that check and go
to the liquor store with my library card. And that
liquor store owner cheesed me about that later on and said,
you were that was pretty That was pretty funny, right, like.
Speaker 3 (08:55):
You would come up.
Speaker 1 (08:56):
So I think first I learned the power of work
without being an entrepreneur. But then, you know, entrepreneurship came
very early because I just wanted something different than the
environment that I came from. So it was it was
more of a need and a necessity. And I think
very early on I started playing around with event promoting.
Speaker 3 (09:18):
Uh.
Speaker 1 (09:18):
I remember getting in trouble in high school because I
did au did flyers for a party. I was promoting,
you know, with of course with alcohol and all that
kind of stuff uh in it and uh we had
some kegs and all that, but I left the the
I paid, you know, the copy machine, and I left
(09:40):
the original flyer on top of the copier. So of
course the administration found out about it. But it was
post party, so I'd already got a party out of it,
and I made I made several several thousand dollars.
Speaker 3 (09:55):
I hope I don't get in trouble.
Speaker 1 (09:56):
But we were out in this field west of west
of Chicago and got a couple of kegs and I
was charging five dollars per red cup and twenty dollars
to part.
Speaker 3 (10:07):
Wow. So you know, Nor was born baby.
Speaker 1 (10:11):
So the entrepreneurship was more initially around entertainment and some
other things that helped me just realize that I could
change my personal condition and the unfortunately economics are a
big part of that. You know, some people focusing on education,
which I've always had a respect for, but I just
(10:33):
knew that the share economics, it would be what was
going to help me make a difference early on.
Speaker 3 (10:37):
And what are you doing?
Speaker 2 (10:38):
So tell me a little bit about your companies or
what do you got going on right now, like a
quick just synopsis of who you are so or listener
to know kind of like, oh, like what is he
doing now?
Speaker 1 (10:46):
So I think primarily I found myself in international trade
over the last fifteen years as it relates to building material.
So I own a company called Force Energy Group and
a subdivision company which has really become our you know,
in the last several years, the pivoting has been pivoting, right,
and so we've pivoted into building material for new construction
(11:11):
and major renovations around the country. We could talk later
about maybe how I got into all that, because that's
part of the entrepreneurial journey as well. But we Force
Global Supply provides building material for multi family units, for
large office developments and redevelopments.
Speaker 3 (11:30):
And what our general.
Speaker 1 (11:33):
Proposition is we go directly to OM manufacturers and purchase
there and then ship that stuff directly to the job site,
drop it in a container, or if they need like
a three pl support or there, maybe their subs subcontractors
will have the material directly. You know, as we've been
(11:55):
learning through the tariffs and understanding even to the supply chain.
What most people don't realize is that each step along
the way, there's so much that's added from the time
that it's in the factory to then a value added
reseller adds their branding and marketing to a product. Why
(12:16):
stop right there? So for example, if these lights were
provided by I say a company called Acuity, right, Acuity
doesn't have a dedicated factory to make this light right,
and you know they I'm assuming you don't want to
be careful, but let's just say pretty much is this example,
(12:36):
but that probably this sum lighting company doesn't have this
and and they most likely have a partner that manufacturers
US for them right, and they white label it. So
I buy that white label equivalent wherever I can from
OEM and ODM, which is original equipment and original design manufacturers.
(12:56):
And that can be the true of the faucets in
your bathroom, the toilets, uh to to just about everything
and of course it has the same durability, and it
has because it's the same product, right, but it has
a different name on it. So that's often the kind
of the secret sauce. But it could be something simply
(13:19):
as working with a company right here in Allen, Texas
that's a true metal Manu fabricator. So when we want
to build EV chargers, we can do them right here
in Texas.
Speaker 3 (13:31):
Right.
Speaker 1 (13:32):
So, I don't you know, a lot of what I
do is say international trade are global, and it seems
like most of what we focus on is in Asia,
but really it's wherever those manufacturers are we connect them
to our buyers.
Speaker 4 (13:45):
Gotcha.
Speaker 2 (13:45):
So then for the for the listeners that are brand
new to this, I'm going to try to break this
down and see if I'm right. Okay, basically, you have
a manufacturer that makes it part ye, they're not a
sales company, they just manufacturer, right right. You are the
one that has people that are asking for this. You
then find the product, as you know, and you brand
it as your own.
Speaker 1 (14:07):
No or I did that, I went through that stage.
It's it's that there's that's not necessarily level of what
I'm what I'm doing is maybe solving for Let's say
you're a commercial real estate developer and in your typical world,
what will happened for you is that you would you
have this new project, you send it out to bid,
(14:28):
and let's just say it's right here in the Texas area.
Speaker 5 (14:30):
So you're building like a hotel, building a hotel. So
you're going to send it out to bid. You're going
to choose a GC. You're going to after bidding that
process out, then that GC is going to then onboard
a bunch of sub contractor, yeah, to thank you for
me and so, and then that that general contractor is
going to go out to a bunch of subcontractors get pricing. Okay, Well,
(14:53):
ninety nine percent of that is going to happen on
a very local basis, sure so, and all that pricing
is going to come in within three or four five
percent of each other, because that's the way we've been
building for years. So they depend on a local supply
house to potentially have some stuff in stock and price
it against whatever their current model is. Well, by the
time those supplies reach this place, they've already been marked
(15:17):
up hundreds of percent. Sure, Okay, And so what I'm
saying is that that process, that system is broken. We
are trying to Amazon, if you would, deconstruction business by
just going directly as we can to these manufacturers and
bringing those products, those same products to the end user.
(15:41):
Who I think is the most important is the developer,
especially in this where we have cost constraints, we have
the increased cost of capital, we have issues with supply chain.
Something shouldn't have to touch five hands to get to me.
Speaker 1 (15:55):
If I'm the one the developer spending all this money
and putting all this scout to put this beautiful hotel together.
Speaker 3 (16:03):
So we have the.
Speaker 1 (16:04):
Technology and the ability to vet product and get it
from place to place, but it shouldn't have to change
so many hands.
Speaker 2 (16:10):
Right, So you're just trying to make a more direct
connection between the supplier and then the developer the end user.
Instead of it hitting being marked up in price five
different times by five different people. You're just trying to say, hey,
this is the manufacturer, here's a developer.
Speaker 4 (16:26):
Let's connect you guys.
Speaker 1 (16:27):
That's it and so and where we smart and even
if we're even obviously we're making money in that margin
of course, but we're figuring out something that you would
think at least, I thought like, why aren't developers doing this, like.
Speaker 3 (16:43):
They have the wherewith all that?
Speaker 1 (16:45):
But you would think, I think that goes back to
the entrepreneurial spirit, right, like you find a problem and
you start to solve it. That's initially what most of
us do as entrepreneurs, right We identify problems and we
figure out ways to solve them. And I couldn't believe,
and I think to backtrack, I had two instances in
(17:07):
my entrepreneurial journey where I had problems that were kind
of cost per hit and drove me to find who
the actual manufacturers were. In my early twenties, there I
was in UH working in cell phone industry, and I
worked for a gentleman that had two cell phone shops
(17:27):
at the time in UH in Chicago, and we were
selling Nokia thirty three hundred, which was a very popular
little square mom if you remember, yeah, and what you
look like a young guy. So I wasn't sure.
Speaker 4 (17:46):
Motoral Razor remember came out. Those were so slick.
Speaker 3 (17:50):
They were Everyone was like you know, yes, yeah.
Speaker 1 (17:54):
I worked for what was called an indirect dealer, so
we had sell one next tell at the time, Vota
phone was called voice stream and now is known as
T Mobile, right, so our t and when you're an
indirect dealer or you're a direct dealer that you know
kind of only sells one brand, what you're the relationship
(18:18):
that you want is that you're you're basically almost giving
the phone away and you're making money on the contract.
So there wasn't much margin in the phones, and there's
even less now, right, So there's no margin than the phones,
but there's margin in the service, right. And so at
the time that thirty three hundred, what Voice Streams offer was,
they had a it was one hundred dollars phone with
(18:40):
a fifty dollars rebate if you you know, if you
had the higher level of credit so you could qualify
for that. And as a as a as a retailer,
we were purchasing that phone for one hundred and twenty
five dollars plus the simcard. So we're already in the
negative on the phone. And then you wait for the
(19:01):
payment cycles in the service to come out product well, right,
so the more phones you activate, you're actually kind of
in this money. You're losing money, but then waiting.
Speaker 3 (19:11):
Months, right, and so there's this cash flow issue. And
then if you want to grow.
Speaker 1 (19:16):
So what we discovered after first bungling a couple of
attempts to purchase internationally, you know literally, you know, even
before there was a large online predatory kind of stuff,
just simply wiring money Western Union to some group and
losing some money. But my, my, the entrepreneur that I
(19:41):
was working for, trusted me and gave me shots, you know,
at eighteen nineteen years old, and we were able to
figure out that if we bought that phone in pieces
including the OEM box and the even.
Speaker 3 (19:54):
The the instruction manual they.
Speaker 1 (19:57):
Don't have instruction manuals anymore, the charger, the phone case,
the keyboard, all of those things, we could buy it
for about twenty five dollars.
Speaker 4 (20:07):
So then you're making twenty five bucks on every phone.
Speaker 3 (20:10):
No, we're making seventy five dollars.
Speaker 4 (20:12):
You weren't doing the fifty dollars.
Speaker 1 (20:13):
Right, Well, remember that rebate came from the service, the service, right, Okay,
So now I could well, or I could even go
we would have stepped crazier and we want to say, okay,
fifty dollars with a fifty dollars rebate, And so we
were starting to get thousands of activations right, And eventually
after a few months and we went from two to
eleven stores and probably a period of a year and
(20:35):
a half.
Speaker 3 (20:36):
Wow, and the you know.
Speaker 1 (20:39):
T mobiles like you know at the time Voystream, you
guys aren't buying phones. Why are you getting all these activations?
So all I have to do is buy SIM cards
from you, right, you know I don't have to We're
on your service. And I could fully warranty these phones
because we had thousands of parts and bins and what
we used to do on Fridays we'd grab some some
(21:00):
drinks and we would put phones together in the back
of the main store. So figuring out how we could
be and as long as I know these are all
OEM parts, they are all great parts, you put them
all together.
Speaker 3 (21:12):
We just put our own phones together.
Speaker 1 (21:14):
And that was the first time that I realized that
if we there's a different way to do stuff in
order to make make a little bit of an impact.
Speaker 2 (21:26):
And that's every good entrepreneur, right, there's a problem. It
needs to be solved. I've I just started a podcast
consulting business and it's been going really well. And when
I was building it, because I knew the stat is
eighty percent of podcasters don't make it past twelve months.
That's the stat And so that's I mean, it's like
a when you start a company, right, eighty percent of
(21:47):
people don't make it past the first three years.
Speaker 4 (21:49):
It's just the stat that it is.
Speaker 2 (21:50):
And I have a mentor that's just like DIALD and
just make sure you're solving a problem. If there's a
problem that you can solve, you're probably going to create
a successful business. And then for you, guys, what you
were doing is just saying, like this model is broken,
and that's what you're now doing with your current company, Like.
Speaker 4 (22:04):
This model is broken.
Speaker 2 (22:06):
Sure, and it sounds like in your life you have
this ability to say this isn't working the way everyone
says it should work. Let me let me tinker with
this model. You did it for the phone, you're not
doing that for your current supply company. And that's been
and has that just kind of come naturally to you,
that like problem solving and being willing to go against
the status quo.
Speaker 1 (22:26):
I think I was early on. I was blessed with
a desire to find and be resourceful. So the Dewey
decimal system right going down to the library trying to
figure out where everything was and doing a little bit
of research. Right now, we can kind of zap that,
you know, into instantaneous when we chat with say a
(22:48):
large language model.
Speaker 3 (22:49):
Right.
Speaker 1 (22:51):
So, I think that the ability to not only identify
a problem, but then be willing to research it, figure
out what can you do and asking the question like
trying to get outside of it and trying to figure out, okay,
not being so immersed in it, but how can I
break this up? And again for me, I think it
(23:13):
was driven by necessity. So the second time, and I
didn't realize I necessarily had that skill. So for that
that company that I was with, the eleven stores, they
sold them to a company called us Cellular. I got
my first kind of sweat equity little you know, little
check right as that happened, and just kind of went
(23:36):
on into kind of back into almost worker bee mode.
I had a sun at at twenty where I became
a custodial parent of very early kind of you know,
so you kind of get into just take care of
the take care of my family and do the things
that I need to do. And then I found myself
at about thirty two realize and I was still an
entrepreneurial with you know, like the nightlife and some of
(23:59):
the stuff I was doing around concerts and promotions. But
I was like, man, what when the advent of LED
was really taking off in the early twenty twenty tens,
same problem came up. So I was like, well, hey,
I want to get as close to this as possible.
If I'm going to be in this LED wave and
(24:19):
utilize these rebates and incentives that at the time commet
in Illinois, where I'm from, had, how can I get
I don't want to buy through I knew enough to
say I don't want to buy from like a local
supply house. How can I at least get a distributor
ship on my own? Well, when I would reach out
(24:40):
to the Cooper's, Creed Slovenia's, you know, they would say, hey,
in order for you to be a distributor, you need
to carry you know, a million dollars in inventory, you
have to have warehouse all these things, and oh, by
the way, you got to carry high pressure totium and
MRK your metal halid and all this kind of what
I view at the time is absolutely technology. Like I'm
(25:03):
a green energy company at this point, right or an
energy efficiency company, and I don't want to do it.
And so that's what drove me to get on a
plane and go to Shenzhen and really start to understand
where this stuff came from. And so and it was
the same that kind of skill set that I had
(25:24):
from ten or fifteen years earlier when we're playing around
we're in the cell phone business. Was like, hey, there's
a different way to do this. So I think of
those skill sets is something that evolve over time, and
sometimes we forget some way we're able to overcome a
problem that was actually directly linked to something in your task.
Speaker 3 (25:49):
Exactly.
Speaker 1 (25:50):
Even when I'm challenging folks that are not entrepreneurial, say
I want to be an entrepreneur, and perhaps they're a
school teacher or they're you know, an electric.
Speaker 3 (26:01):
And say I've never been entrepreneurial.
Speaker 1 (26:03):
I was like, yeah, but you have a unique set
of skills, yes, And you have a unique set of
skills that you can apply in a way entrepreneurially that
you just maybe don't know it, maybe you're a little
scared to do. But when you jump out there, you're
going to find it and you're gonna be able to
solve some problems for people with your unique, unique perspective
that you don't necessarily.
Speaker 3 (26:22):
Know that you have.
Speaker 2 (26:23):
Yeah, my buddy calls that everyone has a unique ability.
So he always says, like, podcasting conversations my unique ability. Sure,
and then other people have and it takes time for
people to find that.
Speaker 4 (26:33):
Like I didn't know that I had.
Speaker 2 (26:35):
An ability to host conversations until I was twenty nine
years old, okay, and it just came later in life.
Speaker 4 (26:41):
And then leaning into that.
Speaker 2 (26:42):
He texted me right before our first show yesterday and say, hey, man,
don't forget you're in your unique ability, like lean into it.
Because I'm a very self deprecating person. I'm very as
Isaiah knows. I always joke like, why am I here?
I'm a nobody from Detroit the sells insurance, Like why
am I interviewing awesome people like you?
Speaker 4 (26:58):
Why do they fly me out here?
Speaker 2 (26:59):
I'm very like, probably too negative on myself. But when
people can find their unique ability, they find what they're
gonna they lean into that, It's amazing the opportunities that
opens up for them. It's amazing how much they can
change the world when they find Like, so you mentioned
a teacher, right, there are certain skill sets and things
that teacher has that maybe a business.
Speaker 4 (27:18):
Entrepreneur doesn't have.
Speaker 2 (27:19):
Right, And that's what makes the world a beautiful place,
is the fact that everyone has different abilities, and it
sometimes just takes time for people to find that, and
it might take hard experiences, it might take failures to
find that. And that's kind of pivots to the next
I want to ask about ten minutes left.
Speaker 4 (27:34):
It's crazy how time flies.
Speaker 2 (27:36):
I want to ask you a question about your the
fostering situation and how you kind of came out of it.
So I live in Detroit, or fifteen minutes south of
Detroit in Lincoln Park.
Speaker 4 (27:46):
And when I first moved there, I had a friend.
Speaker 2 (27:50):
He was a black cop, and he just gave me
a tour of the city, okay.
Speaker 4 (27:54):
And because I just wanted to know.
Speaker 2 (27:55):
I'm like, hey, bro, like give me, give me a tour,
like I want to see because I just moved there.
And then he showed me the parts of Detroit when
people think of Detroit, you know, here's burned down houses,
here's this, here's that, and then show me the good parts.
And he was telling me, he's like, hey man, most
of the kids here are amazing kids. Sure they're good kids,
(28:15):
but most of the kids here don't think they can
get out and make a difference. They just think this
is this is where their life is, this is where
they're staying. And when you said at a young age,
you're bouncing in foster, you know, different foster homes, and
you were like, I want to make a difference.
Speaker 4 (28:31):
I want to just do something.
Speaker 2 (28:33):
You had a mentality to you that wasn't like, I
guess I'm just stuck here the rest of my life.
That's what drove you to entrepreneurship is to change it.
How do you think or what do you think was
the driving force that didn't allow you just to say,
I guess this is my life. I guess I'm just
bouncing home to home and just kind of lay back
and just life sucks, this is where I'm at. Like
(28:55):
what gave you that hunger to like go take the
next step forward? And how can young people have that
same mindset?
Speaker 1 (29:01):
Well, I think the thing that comes to mind first
of all as entrepreneurs, I think one of the things
that we can do to help expose young people to
in those inner city situations and or rural America wherever
is visualization right. My wife says this, oftentimes you can't
be what you can't see, right, And so I think
(29:22):
that there were glimpses for me of for example, I
didn't have a father. I didn't have you know, my
mother is white, my father's biological father's African American. I
would see the random black male teacher and kind of
(29:43):
secretly say, man, like, I like things about him. I
admire when he talks lovingly about his family. I would
identify with a pastor that spoke lovingly about his family,
about his relationship with Christ, or you know whatever it
was like. So I think there was a part of
that yearned again from maybe even coming from those foster situations.
(30:04):
But as a when I've ever had a chance to
give back, we have to create an exposure situation, right
if they can. You know, a lot of there's a
lot of stories where people have done. There used to
be this rural city exchange that used to go on
for folks where they would kids from the city would
(30:25):
would would would would would go out into the country
and vice versa. So I think even in those moving around,
I was exposed that there was a different way to live.
I remember going to a friend who in hindsight they
were very lower or very solidly middle class, that in
(30:47):
my mind when I would come home to my mom,
she would say, you're at your rich friend's house, you know,
because and these rich friends and I have another story,
of a personal story, its perspective, my own flesh and
blood sisters. Right, we're at you know again, we grew
up very humbly. You know, all the you know, you know,
(31:08):
all the things you can imagine and as you know
from and I want to learn more about your adoption story.
But like we, we grew up in extreme poverty, you know,
food stamps, all the stuff. Mother who was mentally ill.
And I remember my sisters coming to my house in
Frisco and I had the one of my son's rooms
(31:32):
set up with a couple of blow up mattresses, I mean,
because it was a big you know, we had a
bunch twenty people in the house or something, so we
had to figure all this stuff out between the extra
rooms upstairs and the guest rooms and stuff. And my
sister who you know, whose sisters who live in rural Kentucky,
they had moved there when I was when I was
about fifteen, they moved with my when I became emancipated,
(31:53):
they moved with them. My mom down there and their dad.
They said, it got an air innocent and I want
to skin. I don't want to curse, but they said okay.
I said wow. Uh, it's like wow, it's just fucking rich, right,
And I'm like, we're not. I mean, we're we're we're again.
(32:14):
These are my all white sisters right in the Kentucky
I want to make fun of them. I heard her
over the baby monitor right that's in the room, and
I'm just like, you know, we're in the same we
came from the same womb.
Speaker 3 (32:26):
We're womb mates.
Speaker 1 (32:27):
Right, but we have a very different perspective on life, right,
And it's like, uh, you know, unfortunately, you know, their
life trajectory and stuff just kind of kept them in,
you know what where they came from Chicago and went
in to rural America and they kind of their perspective
was that, you know, mine was like, no, we just
work really hard, we're doing things. We're in we have
(32:50):
challenges at every income quote unquote level or whatever. There's
new challenges. You know, there's there's oh, you made a million,
you know what. It feels like to lose million dollars
like that's that's it's crushing, right, Like so you know,
there's there's all these different things. But my wife works
very hard in corporate America. I'm trying to build companies
and do stuff. And it's like, no, we're not, we're not.
(33:13):
We're not this extremely rich family. We're just working our
asses off and we we we live in you know, God,
we're living this great place in Frisco, Texas.
Speaker 3 (33:22):
But it you know what I mean.
Speaker 2 (33:25):
Like it's a perspective on life. And that's the thing
where and I want to get myself in trouble either
you attacked life and said I don't care. I'm not
going to play the victim card, right and like my
my story is like five minute, give you the overview.
I was born to a mom at eighteen out of wedlock. No, no,
(33:49):
that I mean she's you know whatever, the guy had me,
which I'm grateful for that she even had me and
then was or fostered by my parents. So my parents,
it's my adopted parents. They fostered like fourteen to fifteen kids,
oh wow, just themselves and they would help a kid
out and then the kid would get placed again back
into whatever. But I think it's about fourteen kids totally fostered, okay,
(34:12):
and I was the very last one. They adopted my
sister three two years before me, not biological sister, so
I grew up with one sibling and she was adopted
from a different family. And I kept bouncing back and
forth my mom's house back to them, my mom's house
backed again, and I got doctored when I was three,
So I don't remember most of the stuff. So it
(34:32):
wasn't like I just bounced around the foster system. It
was had one foster family that ended adopting me, and
then my mom would be like, oh, I want to
I want to change, I want to I want to
take care of him.
Speaker 4 (34:42):
I wanted this.
Speaker 2 (34:43):
I'd go to her house and I'd come back dirty, malnourished, unfed,
and like I'd like cling to my adopted mom like sleet,
like like subconsciously I was two, you know, but like
my mom would be like you'd come back, and you
like we wouldn't. We couldn't put you down for a
whole like eight hours because you were just so like
whatever happened in that home, like you did not want
to go back there, and then the state came in
(35:05):
multiple times because I was just not being fed.
Speaker 4 (35:07):
Sure, and so I made up for lost time. You know,
did I eat good the rest of my life? Screw you, mom?
Speaker 3 (35:16):
Yeah?
Speaker 4 (35:16):
Anyway, and so are you my half brother?
Speaker 3 (35:20):
Yeah, my dad.
Speaker 2 (35:24):
So I'm just saying, you know, and I was really
good at basketball, so maybe there's a correlation there, but
I uh yeah, no, I I my my parents wanted
to adopt me, and then my mom had to get
another sudden change of heart. So my case was the
first case to go to the High Supreme Court for
adoption case.
Speaker 3 (35:41):
Oh my god.
Speaker 2 (35:42):
And when it came time for the cork date, my
mom didn't show up. My biological mom didn't show up.
And so my dad was like, we were ready to
run to Canada with you because we were not.
Speaker 4 (35:51):
Going to put you back in that situation.
Speaker 3 (35:53):
Oh my goodness.
Speaker 2 (35:53):
And so uh he like he's like, if you know
my dad, so he's a critical school principal and we
grew up middle clas like he probably made thirty five
forty thousand dollars a year.
Speaker 4 (36:03):
Sure, you know, it's really frugal.
Speaker 2 (36:05):
Like when all my kids my friends were getting like
dls Wi Fi. We didn't have Wi Fi. We had
like so like we didn't grow up poor, but we
didn't grow up with any of the nice things. And
like literally my dad's school was like one hundred kids
K four through twelfth grade. So it's a small little
Christian school at Ohio and he's been faithfully serving there.
(36:27):
And but like that's my adoption story. And it's so
funny because like I forget I'm adopted, Like I just forget.
And my wife were randomly asking like, oh, yeah, did
your parents do this? And I've never met my biologic
come mom. Okay, for a while, I never wanted to
because she obviously didn't want me.
Speaker 4 (36:46):
She didn't act like she wanted to care for me.
Speaker 2 (36:48):
My life was very traumatic, like just a terrible thing,
and I just didn't want to And so I didn't
really have disdain for her, but I just didn't care.
Speaker 4 (36:55):
Like I have new parents, like they're my parents.
Speaker 2 (36:57):
Like when you get adopted, at least foray I view it,
it's like it's not like these are like your parents
with a band aid, like these are your parents, Like
that's it, Like I don't have another parent, like these
are my two parents. But then when I was in college.
I was sitting in a class and my Instagram like
buzzed or whatever this random chick. This is the message.
It just said, random question. Were you adopted this random
(37:22):
chick named Becca? And I'm in like a sophomore in
college and I'm like someone's playing a joke on me,
like she.
Speaker 4 (37:29):
And I'm like yes, why, Like I have no idea
who this chick is?
Speaker 2 (37:33):
And she said, well, you see, my brother Dylan was
adopted when he was three, and I'm trying to find him.
I just turned eighteen and my parents just gave me
the records of like the state records or whatever for
my siblings.
Speaker 4 (37:46):
And I'm like okay.
Speaker 2 (37:48):
So I started asking her like all these open end
to questions, like I wasn't trying to feed it, like
I wasn't gonna be like was he born in Newark, Ohio?
Because then she could be like yes, you know. I
was like where was he born? She's like Newark, Ohio.
I was like, okay, like when was his birthdays?
Speaker 3 (38:02):
Ago?
Speaker 2 (38:02):
I just know you know, it was in March of
ninety four and I'm like, oh, that's my birthday.
Speaker 3 (38:06):
And I was like okay.
Speaker 2 (38:08):
And so apparently what happened is my mom had a
I think his name is like Kenny, my dad like
my biology dad name like Kenny, added.
Speaker 3 (38:15):
Something like that.
Speaker 2 (38:15):
Okay, then cheated on him, right, but they had two
more kids, right, so apparently I have two other half
siblings yep, never matter, Okay. Then cheated on him back
with my original dad. You have my only full blooded sister.
Speaker 3 (38:28):
Okay.
Speaker 2 (38:29):
And then she literally sent me pictures of the docs
and it was like Dylan Michael, you know whatever, blue eyes,
great personality, funny like all of my She sent me
all of my foster records from when I was in
the system.
Speaker 3 (38:42):
Wow.
Speaker 4 (38:42):
And so that's how I found my only like full
blooded sibling.
Speaker 3 (38:46):
Okay.
Speaker 4 (38:46):
It was just a random text for Instagram.
Speaker 1 (38:51):
We are this is kind of eerie like that. Our
origin stories are very will have to nerd out on
this on a on another uh more, and but just
I think having that kind of story, first of all,
it's it's interesting to hear it from from somebody else.
(39:15):
I remember being in a foster home and with my
mother very sounds very similar to your mom. My mom
suffered from mental illness, She had horrible partners. Uh, who
are you know? Not good men, uh and uh. She
(39:36):
she went through a lot herself and her own journey
and her own family. I remember being like six, and
I'd be back in her custody and I said, Mom,
you know, why did she adopted on a girl before me?
Speaker 3 (39:50):
And after me?
Speaker 1 (39:51):
And I said, Mom, why did you keep me? In
my six year old brain, well she said, well, I
loved you so much. And then know in my I'm like, oh,
like I could have been like Arnold, I could have
been like with mister Drummond. You know what I mean,
like why did you keep me? You know, that's what
I really wanted. I didn't understand why did you keep me?
(40:12):
Because when I'm in your custody, I'm in extreme danger,
I'm an extreme fear, I'm outnourished, I'm left in an
apartment building for you know, weeks at a times or
days at a time, defend for myself. So I think
that there was a level of trying to understand, and
God bless her, like so much of what she suffered
(40:33):
was kind of that multi generational thing. So I'm grateful
that she adopted out a sister before me, especially understanding
what her father was like, and then immediately adopting out
inside the hospital. The sister my sibling who right underneath me,
and they have three younger ones that were with the
(40:55):
same father. Well, I found my half sibling on twenty
three and me immediately she's the spinning image of my
mom and a lot of her mannerisms and everything are various, like,
you know, you weren't raised around us at all. And
then I think about my own stories like, well, okay,
I'm the only one that had clearly had a black dad, right,
(41:18):
so I'm a little I'm a little bit different that way.
But what's been refreshing is as I've reached out, I
haven't found out who my biological father was. And that's
a whole nother story because I thought I knew that
for most of my life, and then the twenty three
and me blew that up a few years ago.
Speaker 3 (41:38):
So there was that.
Speaker 1 (41:40):
And what I found is that I've talked to met
some cousins and really dug in with them where I
haven't found my biological dad yet, but I've grown to
know how much how many similarities that I have with
these cousins. Yeah, you know, it is right, And so
where the where the blood line protect perhaps was. I
(42:05):
hate to say good, but like there was some some
folks that were redemptive on that side of the family.
Speaker 4 (42:11):
Did you want to find your dad your whole life?
Speaker 1 (42:14):
Well, I always saw I knew who he was because
he was a man that my mom had interactions with,
had known for ten years, and had claimed me as
his son. Then when I so there's another crazy story.
So at fifteen, when it became emancipated, I changed my
last name to pain because I thought that I was like, well,
(42:36):
I don't want either one of my two step dad's
last names, even I don't know him or really have
a real relationship. So I changed my name to Lucas
Michael Payne. I want, I want, I want to have
my dad's last name. And then only a few years
ago find out that mister Paine is.
Speaker 3 (42:54):
Not my father.
Speaker 1 (42:55):
I don't know what I'm supposed to learn in that
met but through the ancestry, and so I'm on a journeys.
Speaker 4 (43:03):
Dude claimed that you were, but.
Speaker 1 (43:04):
Because he had a relationship with my mom at one
point they were both going to leave their spouses and
get married. They had known each other off and on
ten years. No, and my mom actually, you.
Speaker 2 (43:15):
Know know that he wasn't well, so in twenty okay, so.
Speaker 3 (43:22):
Your father.
Speaker 1 (43:23):
So my mom passed in twenty nineteen. In twenty eighteen,
I have a pain cousin who was also biracial. She's
the only child of who was I thought was my father,
Willie Payne. Willie had dated my mom first before my
before press Pain, who I thought was my father, And
(43:45):
so my cousin and I. She was joking, she said,
you know, do you think there's a chance that we're
brother and sister and not cousins?
Speaker 3 (43:52):
So I don't know, is possible?
Speaker 5 (43:59):
Right?
Speaker 3 (44:00):
So I asked my mom.
Speaker 1 (44:02):
Yeah, And you know, in my mom's typical, there's some
level of you know, mental illness, and all these things
are they're complicated, right, because it's not as clear cut
as uh, you know, you're you're you're running down the
street but naked, which actually happened with my mom. She
was severely you know, manic depressive at the time that
(44:23):
they call it a bipolar.
Speaker 3 (44:26):
Probably for fun ye, the same reason.
Speaker 1 (44:30):
So if so, you know, like ultimately my mom says,
I said, Mom, you know, is it possible I'm Willie's
And she says, well, I said, what do you mean, well,
right and try to dig in, and she's like, well
it's possible, and that I leave it alone. Fortunately, you know,
a few months later, my mom passed away, and you know,
(44:52):
I then I revisited. I said, well, let me do
that twenty three and me. So I sent my cousin
a twenty three and me test and I do one.
I'd already done the an and I wasn't connecting anybody
on ancestry, but I didn't think any of my I
saw some cousins from northern Mississippi like origin, so I
assumed that from the Memphis in northern Mississippi area where
the Pain family was from, these are probably some distant
(45:14):
cousins I don't know yet, so I didn't think about it,
and I didn't see any first level siblings or any
of that. So when we took the twenty three and me,
I found a sister immediately, one of the half sisters
that was adopted out before me or after me. And
then I also found out that I'm not a Pain
because none of the Pains that had taken a twenty fine.
(45:35):
I found out who my grandfather was, and I started
talking to cousins on both twenty three and me and
ancestry now to start to under this, yeah, like cause
you know, so is it important?
Speaker 3 (45:46):
I don't know.
Speaker 1 (45:47):
I mean, I think I didn't have a functional father
throughout mind. So I think I was always in search
of fatherhood, of masculinity, of what it meant to be
a man, what it meant to be a father, what
it meant to be a husband, because I didn't have
any of those models role models, right, So I think
in the in the grandiose sense, even though I didn't know.
(46:08):
And then even mister Payne wasn't a part of my life,
right so, you know, but and I've been able to
question him. He's still living, Like why did you claim me?
He's like, well, you know, I wasn't sure. You know,
your hair was curly and I didn't think you looked
but you know, your mom said, you know, and I
loved your mom, and you know, I kind of believe
(46:30):
that they had this kind of on again, off again relationship.
Speaker 4 (46:34):
It sounds like.
Speaker 3 (46:37):
That's why I was like, dude, this is super weird, like.
Speaker 4 (46:41):
Like that for my brother, let's go like half brother
right here now.
Speaker 2 (46:46):
And I think what adoption did for me, and this
is going to be like really controversial for a.
Speaker 3 (46:51):
Lot of people. Okay, let's do it.
Speaker 4 (46:52):
But like people are like, man, it's all about the blood.
Speaker 2 (46:55):
I gotta get you know, my blood, and people just
it's all about blood relatives.
Speaker 4 (47:01):
And I get it.
Speaker 2 (47:03):
I have my own two children now, and I will
say there's something very very sweet and special about blood
and seeing your features and seeing like I have dimples.
My daughter has two dimples, and I'm like, that's sweet, right,
And I get it to a degree. On the flip side,
my parents want to raise me are more blood like
(47:26):
then I could pot like they're the like my blood
parents were jerks, evil people, yep, drug addicts. My parents Christians,
loving kind they are. They are more blood to me
than any of this past crap that I came out of.
And so for there are and that's how I view it.
(47:49):
And now people disagree. I have other friends that we
are adopted. They are like, I just need to go
find my blood. I need to go find my blood.
And I'm like, my blood is who adopted?
Speaker 3 (47:56):
Sure?
Speaker 2 (47:57):
That like and to me, like I'm a Christian, Like
that's a picture of the gospel too, Like when we
get adopted in a Christ's family like that is the
picture like we are his. It's not like so so
so for me, Like that's why I never really wanted
to find my mom. That's not I didn't want to
ever find my dad because I'm like, yeah, we have
this similar DNA or whatever, but you didn't raise me.
(48:18):
You didn't like, I don't care. I think the one
thing that changed my mind though, kind of a little
bit on this is I didn't I didn't have disdained.
Speaker 4 (48:30):
For my mom. My dad was.
Speaker 2 (48:32):
I didn't even care, Like I'm like this dude was
everything around right, And I had a great role model
growing up, so I didn't I wasn't searching for that.
But you know, the woman that birthed to me, there's
always that like, you know, kind of connection there. But
I'm like, I just don't care, like you just want me,
you're a jerk.
Speaker 4 (48:46):
I don't care.
Speaker 2 (48:47):
But if someone looked at me and they said, Dylan,
she had you, like she birthed she made the choice
to carry you and birth you, and and I'm not
trying to get over political I'm not trying to get
whatever today's culture.
Speaker 4 (49:01):
Yeah, an eighteen year.
Speaker 2 (49:03):
Old mom scared out of her mind, sure, with no
father figure, the statistical probability that she carries that child
and her situation is not very high, right, And I'm
just like, Mom, like, thank you. She had one job
and she did it right, and she gave me life.
She she and so that for and like I'm like,
(49:26):
you know what, I think one day I want to
thank her for that. I don't want to thank her
for anything else, but thank you forgiving me life.
Speaker 1 (49:32):
And I've had to carry those same levels of reconciliation,
you know that I've had where I obviously I know
my mom. I was in and out of her care
in times that I could remember, and she made poor
choices with her the men that she chose to be
in her life that made me feel like, well, I
can't be here if they are because they're endangering me
(49:54):
and my siblings.
Speaker 3 (49:56):
Right.
Speaker 1 (49:57):
So, but I ultimately have to thank her for me
being here. And another thing I think about, So, I
have a twenty myself, I'll be I'll be forty seven
next month, my son will turn twenty seven. We're twenty
years apart. He has an older brother named Malik. So
my son's my twenty seven year old's mateo So Malik
is about two years older than Mateo and Malik and
(50:23):
I had a strong bond where he didn't know I
wasn't his father too. He's about twelve years old. So
even though my son's mom and I didn't last long,
I nurtured that relationship and I always thought that God
wanted me to be a part of their lives. And
they even have two other brothers older, so their mom
(50:44):
was a lot older than me. But I have a
tattooed environment and says related by blood, family by choice.
So family is a choice.
Speaker 4 (50:52):
Are you gonna make me cry?
Speaker 3 (50:53):
Bro?
Speaker 1 (50:54):
Well, you make me cry, bro. So we make this
choice of family right now. I have my two younger
chill and Kenzo and KaiA uh six and two. We
have to make a choice. Family is a choice we
make of is a choice, it is.
Speaker 4 (51:09):
Partnership is a choice. Everything's a choice. It's a choice.
Speaker 2 (51:13):
You can be related by blood and hate each other
like but even with blood, you have to choose every day.
I'm gonna love you like my wife, I'm gonna care
for her even if we fight, like I'm gonna love
you and I choose you, you know, and that like
that's what love is.
Speaker 4 (51:26):
That's a choice.
Speaker 2 (51:27):
And you have to choose it daily, like even I mean, look,
how many parents have blood kids and they abuse them
every day? Sure blood like it's it doesn't matter, like
it's it's and like I said, there are cool things
about it at the end of the day.
Speaker 4 (51:40):
Man, it's it's a choice. And man, that's sweet.
Speaker 3 (51:42):
Man.
Speaker 2 (51:42):
I'm gonna oh, like I just I'm this was special.
Speaker 3 (51:47):
Man.
Speaker 2 (51:47):
I appreciate this conversation a lot and meant a lot
to me. So I appreciate you.
Speaker 1 (51:51):
No, thank you, thank you for sharing your journey. I
can't believe we're twining like this and had no idea
what fix back coming in.
Speaker 5 (51:59):
I'm like, oh, I.
Speaker 2 (52:00):
Talk whatever, And all of a sudden, I'm like, oh,
I'm screwed up.
Speaker 4 (52:04):
Now they come gonna need a moment.
Speaker 2 (52:06):
Well, hey, i'll tell you what. Next time in Dallas,
we'll get you back on the show. I'd love to
keep chatting with you, and then we can keep talking
about this subject. We could talk about more about your
experiences and entrepreneurship. Oh my's waiting, she's next up, she's here,
so we're going to wrap this up. But man, I
appreciate you a lot. This was I've had one other
conversation like this, and two years of podcasting where another
(52:28):
guy he was going through the adoption process with his
daughters and we were able to talk like this. Awesome,
and so this is what authentic conversations are about. Like
this wasn't planned, like this is just where it ended
up and it's a special thing.
Speaker 4 (52:39):
So I appreciate you. Before we leave.
Speaker 2 (52:41):
I always give my guests an opportunity to promo plug
anything you want for my listeners, and then I'll also
make sure that's in the description of this video. So
if you want to promote talk with Tequila, you want
to post whatever, this is your opportunity to promote whatever
you want.
Speaker 1 (52:55):
All right, Well, I'll talk about two things that I'm
super passionate about. One First, while as forced Global Supply
Force Global Supply dot Com, we bring that connection between
wherever material is in the world and linking directly to developers.
Speaker 3 (53:12):
And general contractors.
Speaker 1 (53:13):
So if I can help bridge that gap for anybody
that's building going vertical on anything, I would say project
size five million dollars up, but prefer the ones fifty
million in and up, just because we can do things
at that scale that are pretty incredible. And then from a.
We have been in the entertainment space here in North Texas.
Speaker 3 (53:36):
We have an upcoming event in.
Speaker 1 (53:40):
October fourth here in Littleelm, Texas called Tacosandbeats dot Com.
So Tacos and Beats should be a lot of fun
and we're going to take that tour around the country
and just have a good time with music and fun.
Being bi racial, coming from an interesting background, one of
(54:01):
the things I'm always passionate about is bringing people together.
I trade in human capital, all those things that I
talked about when you mentioned like, hey, where did this
come from? Where did that come from? Ultimately, it was
the relationships that I had with manufacturers in Asia fifteen
or twenty years ago that allowed me to navigate the
pandemic and sell Ppe during the pandemic because I had
(54:26):
real boots on the ground relationships. Right as I've tried
to navigate Texas or different changes in my life, I've
been able to rely on those solid relationships. And I
made a choice, yep, to keep those relationships and nurture
them and be a good steward of the relationships that
(54:46):
I have.
Speaker 2 (54:48):
Even business is relationships, that's it. Entrepreneurship is life is relationships.
And that's what podcasts like mine like, that's what this
exists is to hope, hopefully my job as a host
is to help create a relationship between my audience and
the guest. And then that way, who knows who's listening
to this that's going to be encouraged, Maybe some Texas
(55:08):
people that might be able to show up to your
vent now, and then I think a lot of probably
you know, a couple thousand people just made a new
friend today, and so I appreciate you coming on man,
and yeah, anyone that is in the Texas area. Tacos
in Beats October fourth, October fourth, and then also check
out his company as well. Man, I appreciate you, Thank you,
and thank you guys. This is an episode I don't know,
episode five of season two, I think, and it was
(55:30):
one of those episodes. But thank you for coming on
and listening to this episode of Dylan England Show. Pleas
like comment, share with a friend, Lucas. Appreciate you man,
Thank you for coming to the show.
Speaker 3 (55:37):
Thanks for having me.
Speaker 4 (55:38):
Awesome man, all right, see you guys.