He Buys Companies Everyone Else Is Running From — Nate Moore

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Good day, everybody.

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Welcome to the Deal Podcast.

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On today's show, we're gonna have a a conversation with a guy who was brought here by Scott, our co-host.

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Scott, you actually did a great job at lining up today with tons of great guests.

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So why don't you uh kind of give a a quick intro to who this guy is sitting across from me and why did you invite him?

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Yeah, so Nate Moore, I'll tell you why I invited him and I'll let him tell you about him.

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But he uh man, he's one of those guys.

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I've seen him do some some speech speaking engagements.

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He's uh charismatic, he gets your attention, just seems like he knows what he's doing.

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Um and he's accomplished some pretty cool things in the world of child care, which is uh pretty impactful.

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Um so yeah, that's why.

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Cool.

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So as you're listening in, fellow deal makers on the deal podcast, our our mission is to inspire a future generation of deal makers, and we like doing deals.

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If you have a deal that you'd like to talk about, or maybe a mid-market company that you'd like to sell, head over to thedealpodcast.com, fill out a quick form, and maybe help you exit.

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Cool.

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Let's dive in.

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So, Nate, why don't you kind of kick off and tell us who you are and what do you do?

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Yeah, thanks for having me.

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I uh uh this is pretty cool stuff right here, but I'll explain, I'll try to do it in one sentence.

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And so basically, what we do, we're an acquisition company.

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We buy distress child care companies, and we also buy distress home care companies and turn them around.

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I've been doing that for 20 years, uh the childcare side, and then 10 years on the healthcare side.

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And so that's been a bit of our focus for the last 20 years.

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Got it.

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So an acquisition company, explain what that looks like.

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And you know, for for people kind of listening in, they're like, well, you you buy them, you run them, you operate them, like kind of map that out for us.

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Uh it's really a fancy word for just buying a company.

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Uh we go in and buy the entire group, and so we manage them, we operate them, but we take over full ownership, and then after that we uh we structure um some type of buyout uh with the sellers, and then we operate the company.

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Yeah, cool.

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All right.

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So walk us through the the story of you know how'd you get into buying companies.

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You've been doing it a long time.

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You said how long?

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20 years.

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Dude, you do not look 20 years.

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How old are you, man?

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Yeah, that's I get that every time.

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Yeah.

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So I started buying companies at 22, but I was doing business prior to that.

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Um uh short story is I I dropped out of uh college and got into car sales.

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And within that first year of car sales, I was like, you know, I I really enjoy uh the conversations, the sales side of things, but I really wanted to make a bigger impact on people.

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And the only way to do that was through buying businesses.

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But initially started by a quick quarter ad that it was a little thing in the quick quarter that said how to buy and sell companies confidentially.

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And I was thinking, huh?

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What does that mean?

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So I called the number and uh started talking to a broker, and I was thinking, you can you have all these companies listed, you can actually buy a company as the same way you can buy a piece of real estate, and they were just explaining it to me.

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I was just like floored by that.

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And um, I didn't initially start at buying companies at the time, I started buying and flipping houses, and um, and that went well.

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And so went from flipping houses to uh buying fourplexes, and then eventually bought my first company at 22, and I still had a day job, and so that's kind of how I jumped into it.

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Uh was flipping, then commercial fourplexes, and then um got right into buying businesses.

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No kidding.

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So you saw this ad, you called it, which is cool, and then you you started like the a new idea popped in your head.

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Like, I can actually go buy businesses or I could buy things that that run and operate.

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I don't have to like go in my garage and and start something from scratch.

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Yeah.

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Like as you were exploring buying businesses, what were some of the you know the the concerns that you had about it?

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What were some of the thoughts?

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What were some of the maybe the insecurities, you know, going into buying your first business?

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I think that's a great question.

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I think um my personality uh it's just to kind of do before worrying about all of that stuff.

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I find, you know, every deal has got a stress to it, um, but a lot of that stress is made up before you actually deal with the reality of the business.

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And so I don't I don't think too much about the stressful side of things or the things that make me insecure or nervous about the business, because that more or less will restrict me from making a good decision on the business.

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And so the deals that I buy are never pretty deals.

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Most people are running away from them.

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So it just becomes hey, do I believe in my skill enough and do I believe in myself enough to be able to turn that company around?

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And so that deal looks different to me from that perspective than everyone else because I'm betting on myself, and so that's really been the focus for me.

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It's like, can I do I feel personally that I can number one lead this company, number two, turn it around, number three, identify a team and leadership that can carry that mission out?

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And that answer is yes.

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Did you always have that belief in self or was that developed over time?

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And you know, as you go through this, yeah, let's just start there.

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Did you always have that belief in self, that strong confidence?

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No, I did not.

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And so, which is another great question.

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Um, I didn't always have that belief.

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And so what I did have was that this is a good deal, this is something that I want to do.

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And coming out of the car sales, the impact that I made was great, and the real estate was great, but I I really felt this desire to like I want to impact more people, and I started realizing, hey, there's some things about me communication-wise that uh relates to people, simplifying difficult situations through communication.

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And so I figured if I can lead at my age, uh in the sales position, at a management position, then I can definitely do it for myself.

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And so really I didn't know what I didn't know, and I think that was the best part.

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Now that I speak confidently, it's because I know what I do know through experience.

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But at that time, it was really just taking the step and saying, hey, if I really want to impact people, if that really is important to me, then I have to make a move.

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And so I just believe in building that plane on the way up, you know.

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Yeah.

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Why was helping people impact like creating an impact?

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Why was that even important to you?

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Yeah, at the time, I really the job that I worked for, you know, when you start getting people to that are messing around with your paychecks or uh your payday is the worst day because you don't know if you're gonna get all the money that you're supposed to get or not.

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You know, I was taking journals, I was journaling at that time.

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Like, hey, I know I want to own a company one day.

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I I want to make sure that I'm not gonna be the same type of employer I'm dealing with right now.

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So to me it was important, like, hey, if these people can make these decisions that really, I mean, cause this problem in my personal life and other people's lives, I don't want to be that same person.

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And so to me, it was like, hey, I need to really focus on this, I need to really remember these moments.

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So whenever I get into business for myself, I can do something uh better than what I was experiencing.

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But it was really just more or less, I wanted to invest in people.

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I want to give people an opportunity uh that they wouldn't otherwise have.

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And I was most of the time overlooked as a person because I didn't have the experience.

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So I wanted to get into something that I can start giving people that opportunity before they believe they were even ready for it.

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All right.

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So what I'm hearing, let me just share back what I'm hearing, is you know, I think a lot of times people get into a business to really focus on serving the end user, the customer of like down the path.

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Like we've interviewed a bunch of people, but you know, they're like, Oh, I really like helping people with their lawns, whatever the case may be.

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What I heard from you is I really want to help impact people because I didn't have great employment situations.

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So I want to become a good employer.

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That's right.

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Yeah, I I think it is important to satisfy the end user, but you can never satisfy the end user if you're not investing in number one yourself or the people that operate that company or that business.

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And so it's always been my focus on is look, let's pour into those people, let's really develop them, let's really build their confidence because in return they're the one that is communicating to that end user.

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So it was very important to me that uh, you know, people were the first part of that before the service.

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It was can I find the right people?

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Can I identify the right people?

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But first, can I be that person that is worth uh being led or worth being followed?

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And that was kind of the focus.

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Curious, and in your business in childcare, do you view the end user as the parent or the child?

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The child.

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Yeah, the child's definitely the end user.

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Um and the the the staff or my team members are who they connect with.

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I feel like we're on a team with the parents.

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So I see them as the same.

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The end user is the child.

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Yeah.

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Unique situation where the customer is not the one paying.

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Yeah.

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Right.

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Let's wrestle with that for a second.

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It's a great point, Scott.

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The the the kid doesn't pay your pay, you know, paycheck.

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And I think a lot of schools or daycares or people they'll they'll cater to maybe the parents because they're the ones striking the check every week, every whatever, how often you get paid.

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When did you come to the realization that the kids were your customer, not the parents?

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And is there does that ever create conflict?

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I don't think so.

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Um I think the nature of the business is education.

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Uh we were not, we I never got into the business for a babysitting service.

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I got into it uh because I really wanted to make a difference and an impact in a young child's mind that would literally shape the future and and our community.

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And so to me, it was like, hey, how do we evolve with the user that we have right now, which is the child?

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What are those behaviors?

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What are some of the those things, techniques that we can use in the classroom?

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What are, and now it becomes, hey, the things that we have learned is now something that we can also uh communicate with the parents.

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And we just decided that we're gonna focus on our staff and how they communicate with the family so that way we're a team to make sure that our goals meet and match, and the end user, which is the child, gets what they ultimately are paying for.

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And so that's really what the parent is interested in is so it's just identifying the needs of the parent, what the parent is desiring and saying we have the same goals, ours may sound a little different, but they are the same.

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And so our our focus is now together on how do we better provide the best care for your child and peace of mind.

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Yeah, so give us an idea of in 20 years, how many businesses have you bought?

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And give us a some type of idea on maybe how many kids have gone through your program or locations.

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Give me give me some idea of of where you've come from.

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Yeah, that that's that's man, you have some good really great questions.

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Yeah, thank you.

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You know, so we're we're 25 companies in now under management, 20 on the child care side and five on the healthcare side.

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Um the childcare side, we're in two different states.

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So we have seven in Texas and we have 13 here in Louisiana.

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Um cool fun fact is we're one of the top 25 child care companies in the country, and most people don't know that here right here in Acadiana.

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And so we serve 1,500 plus students every day in our enrollment.

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Um we have um, I would say, man, it's been probably I will say tens of thousands of children have come through our program um over the years or 20 years.

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And so it's been uh it's been quite a work.

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It's been a good work.

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Uh the healthcare side, we service uh central Louisiana and pretty much all of South Louisiana.

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Um probably have, you know, maybe 300 to 400 uh clients that we serve, seniors that we serve.

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So we're we're caring on both sides of the spectrum.

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Uh but you know, we've been pretty aggressive over the last several years in acquisitions, especially in Texas.

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And so those facilities are a little bit bigger, the care is a little bit different, the people a little bit different, but uh we've we've managed to kind of innovate and and grow as we as we acquire.

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What's your attractiveness to distressed companies?

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There's a lot of people out in the world of private equity buying, but very few entertain any company that's had struggles.

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Yeah, so it started off whenever um I was 22 and I was getting into buying my first company.

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Uh I didn't have a lot of cash at the time.

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So I had to find something that I can just put my skills to, you know, and so the opportunity always went, whereas, you know, the best ones are not really on paper from a financial standpoint.

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The best ones for me was they were really distressed, they owed money to taxes.

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I mean, it was just all the things that looked terrible that caused a lot of people to run away, which allowed me to be really one of the only players to negotiate and to get in a deal uh with little to no money down.

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And so it's just kind of been my focus.

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And I did the same thing in real estate of how to buy real estate with no money down.

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So I've always been the kind of guy that's like, how do I get this deal done?

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How can I be more resourceful uh and not have a bunch of resources?

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And so I just keep that same philosophy today.

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Yeah.

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Uh Robert Allen, I think it was back in the day.

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No, Carlton Sheets.

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I I found at a garage sale how I got into real estate and uh real estate investing, buying houses, no money down, right?

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It was a binder.

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How to buy houses, no money down.

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How in the world do you do that in the world of business acquisitions?

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You know, it's funny.

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Now people pay me to buy their companies.

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All right, walk us through that.

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I don't even pay for companies.

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The last seven businesses I bought, I got paid.

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So let me back up a couple steps because I'm sure you're saying, how does that happen?

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Yeah, for sure.

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I don't you want to hear.

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You know, I so I really car sales taught me how to negotiate very well and to read body language.

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And so I really was like, okay, I'm gonna separate myself from all these other people that are approaching these sellers.

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I need to figure out how to really negotiate and really how to how to read body language and how to relate to people and identify hot buttons.

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And the car business really taught me that.

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So I'm gonna just apply the same things that I've learned there and books that I've read on those type of things.

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And so when I go in a meeting with a seller, I I'm 10 steps ahead of them because I'm reading the body language, I'm listening to hot buttons, and so we relate pretty quickly.

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Fast forward, um now I'm negotiating these deals where the real estate's worth more than the business.

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So the business is really uh, I mean, I I get it for free because I I find a broker that wants to buy the real estate, a wreath company.

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So they buy the real estate, and the price that they pay for the real estate is a spread between the business and the real estate.

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So in that spread, I negotiate a cash back, working capital, TI money, and so I'll get that per deal now.

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So the business comes for free.

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I get all the assets, I get the buses, I get all the transportation, and the wreath company, the real estate company pays me TI money and working capital money to operate the business.

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So I get it for free and I in return sign a lease.

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Yeah.

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Yeah, it's super interesting.

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Um now you talked about when you were selling cars and you said I didn't have money.

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I'm just making an assumption.

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You you probably have a little bit more money now than you did then.

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Sure.

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Okay.

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What were some of the changes in mindset once you started to gain some level of success and you started making money and started buying businesses and you went from car salesman to business owner to multiple business owner?

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What were some of the mindset shifts that happened along the way?

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And where did you need to grow?

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Yeah, it's two different works.

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So in the beginning I didn't have money, right?

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So I didn't I didn't have to fake that.

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I just didn't have it.

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Now that I have money, the work is still operating under that same mindset.

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And so that's really been the focus.

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And if you if you continue to operate under that similar mindset, you look at every expense differently, you look at relationship differently, you communicate better, you invest in yourself because the most creative we all are is when we're in these distressed situations.

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And I always put myself in those distressed situations to make sure that number one, I'm not comfortable, number two, I'm not passive, number three, I'm staying aggressive and I'm rolling the dice.

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And that's been a big thing for me.

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And so as time has gone on, I put myself in situations that I have to learn something new.

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That what I knew is expired up until this point, you got to learn something else.

00:17:24.880 --> 00:17:42.319
And so thousands of books later, and audio books and uh podcasts and tens of thousands of hours of that, you know, here I am today saying, Hey, that all information's great, but it expires every single day, and there's something else new to learn the next day.

00:17:42.640 --> 00:17:46.079
What was your most costly um mistake?

00:17:46.480 --> 00:17:50.559
It was in Houston about that's probably three or four years ago.

00:17:50.799 --> 00:17:52.400
We decided to expand in Houston.

00:17:52.559 --> 00:17:53.839
We bought a location.

00:17:54.240 --> 00:17:57.279
Um, I actually wrote a check for it, which I'd never do.

00:17:57.359 --> 00:18:03.440
Uh it was the first one I did that on, and the business had more kids than it had staff.

00:18:03.839 --> 00:18:14.160
So what we've learned was is we'd never had to deal with illegals, are people that were um not US citizens in Texas.

00:18:14.240 --> 00:18:15.759
So we've never had to deal with that here.

00:18:15.920 --> 00:18:22.000
So when we got into the business, half the staff that's been there for years were were not even citizens.

00:18:22.079 --> 00:18:29.599
And so when we were out interviewing, we we had a very challenging time finding people that were citizens to work the business.

00:18:29.759 --> 00:18:48.559
And it was just one location at the time to manage uh a location three hours away and not have proper management over there, it's very hard because you can call and say, hey, so-and-so didn't show up, but we need a staff member, and somebody's got to drop through hours to make it there to make sure the business meets its needs.

00:18:48.720 --> 00:18:49.759
Like, we couldn't do that.

00:18:49.839 --> 00:18:56.480
And we realized after six or seven months that we got more kids and we got staff, we don't have the proper management, we got to take a haircut.

00:18:56.720 --> 00:19:03.759
And that was one of my biggest ones that I had to take a step back and say, okay, just because you have the resources doesn't mean you need to do stuff like that.

00:19:04.079 --> 00:19:07.920
And so that's that's again a reminds you of that work that I was talking about earlier.

00:19:08.000 --> 00:19:12.000
It's like, okay, you have cash in the bank, I can write a check for this, I'm gonna go do it.

00:19:12.400 --> 00:19:19.200
If when you don't have the money, you really pay attention, you really hustle, and you really make sure things are taken care of and and you look at it completely differently.

00:19:19.279 --> 00:19:21.920
So I'd take a step back and say, let's do that work again.

00:19:22.240 --> 00:19:25.359
Let's not get ahead of ourselves because there's money in the bank.

00:19:25.519 --> 00:19:30.079
Let's let's look at this every deal the same way um and approach it the same way.

00:19:30.160 --> 00:19:33.039
So that was that was a$250,000 haircut right there.

00:19:33.200 --> 00:19:34.240
Yeah, that doesn't feel good.

00:19:34.400 --> 00:19:36.319
No, can't do too many of those.

00:19:36.640 --> 00:19:39.039
Uh yeah, Nate.

00:19:39.200 --> 00:19:41.920
Uh I like your I like your style, man.

00:19:42.160 --> 00:19:47.519
Um you've done a lot of work on self, thousands of books, podcasts, like those things.

00:19:47.680 --> 00:19:49.039
What's your internal driver?

00:19:49.200 --> 00:19:51.039
What are you striving for?

00:19:52.160 --> 00:19:55.119
Just personal growth and impact of others.

00:19:55.279 --> 00:20:00.000
And I know that I have to a great leader, somebody that makes a great difference.

00:20:00.160 --> 00:20:05.599
Uh I don't want to say the world, it's kind of big in your community and your surrounding.

00:20:05.680 --> 00:20:08.319
Um, it's a person that's worth being followed.

00:20:08.559 --> 00:20:21.680
And to me, it's that I I I want to be a guy always that's worth that's a guy that's worth being followed, that's a guy that uh transparent, vulnerable, that is open to sharing everything he's learning, and that's really a driver of mine.

00:20:21.920 --> 00:20:26.319
Um, I guess because I was overlooked when I was younger.

00:20:26.559 --> 00:20:43.920
Um, and I identified as being shy and all of these different things, and to see what I've been able to do with my life and having that identity most of my life, half of my life, to see where I am today, I it's like I know that other people can experience the same thing.

00:20:44.160 --> 00:20:45.519
And so that's a driver for me.

00:20:45.680 --> 00:20:49.839
So keep getting better, keep doing, keep learning, and keep sharing.

00:20:50.000 --> 00:20:52.240
Um, the more that I share, the more I can refill.

00:20:52.480 --> 00:20:55.039
And so that's really a driver for me personally.

00:20:55.759 --> 00:20:59.200
When when failing, it's easy to share.

00:20:59.279 --> 00:21:03.680
Like I I made a promise to God that I would share my story, right?

00:21:04.160 --> 00:21:13.599
And you know, a part of that, the sharing is like, oh yeah, when you're doing well, when you just got that new whatever, or when you, you know, when you're hitting the highs, sharing is easy.

00:21:14.000 --> 00:21:25.920
It's when you're going through the dips, when you're going through a broken relationship, when you're going through a bankruptcy, when you're going through the the on the way down or at the bottom, sharing is hard.

00:21:26.240 --> 00:21:28.799
That's also when we need to do it most, I think.

00:21:29.039 --> 00:21:29.279
Yes.

00:21:29.519 --> 00:21:30.160
What are your thoughts?

00:21:30.480 --> 00:21:31.519
I agree with that a hundred percent.

00:21:31.759 --> 00:21:32.559
All right, unpack it.

00:21:32.720 --> 00:21:45.680
Yeah, I think you know, people the the there's a bigger impact whenever people know when they perceive you to be something, but you go through similar situations and challenges just like them where they are.

00:21:45.920 --> 00:21:57.119
I think that makes a bigger impact than I I think social media and I think our society has enough of people bragging about their goals being met and all the things and the false success.

00:21:57.359 --> 00:21:59.759
For me, the real impact is is sharing those.

00:22:00.319 --> 00:22:03.680
Moments that are not really that fun.

00:22:04.079 --> 00:22:16.880
And some of those details of how did I get out of that or where I where I am right now, I think that makes a bigger impact than all the thrills and the and the frills of all of that.

00:22:16.960 --> 00:22:24.160
And so to me, it's really more it's it's really important to share those things in the vulnerability because people can relate to that, number one.

00:22:24.240 --> 00:22:29.759
And number two, you know, being transparent and vulnerable also keeps you humble.

00:22:30.160 --> 00:22:34.960
And the more we talk about our successes, the bigger our egos get and our pride get.

00:22:35.039 --> 00:22:46.000
But the more we talk about I feel personally, the more I talk about, and I'm transparent about some of my struggles and failures and all of these things keeps me humble and keeps me uh grounded.

00:22:46.079 --> 00:22:48.400
And and that's really a big focus of mine.

00:22:49.279 --> 00:22:51.519
You grew up shy, overlooked.

00:22:51.759 --> 00:22:56.799
These are you know your words that I'm just uh resonating back to you.

00:22:57.039 --> 00:23:02.400
Um and then to a point where success, but uh a reminder of stay humble.

00:23:03.279 --> 00:23:10.880
What was it that that you know the what was it that made you go, all right, I need humility in my life?

00:23:11.279 --> 00:23:15.599
Uh it was my first it was not my first job, but my first job whenever I dropped out of college.

00:23:15.680 --> 00:23:17.279
I got into car sales.

00:23:18.240 --> 00:23:20.559
The first month I was absolutely terrible.

00:23:20.720 --> 00:23:27.599
I mean, I I had the full identity of the shyness, the communication, just uh what am I gonna do type of thing mentality?

00:23:27.759 --> 00:23:31.519
And um fast forward to the third month, I was a salesman of the month.

00:23:31.759 --> 00:23:36.079
And so I I I really had to take a step back and was like, how did that happen?

00:23:36.240 --> 00:23:39.519
What did I do to get to that position?

00:23:40.000 --> 00:23:47.839
Long story short, it's podcast, listen to some things 24 hours a day and saying, hey, let me apply some of these things that I'm learning.

00:23:48.000 --> 00:23:54.799
And so as I was learning these things, it gave me a little bit more confidence, but it gave me words to say that I didn't otherwise have.

00:23:54.960 --> 00:24:03.759
So I was just borrowing other things that I heard, applying those things, and the result three months later was I was a salesman of the month.

00:24:04.000 --> 00:24:11.440
And so what humbled me was is that I thought I was somebody that I was not with this new success.

00:24:11.920 --> 00:24:15.920
At 18, 19 years old, I thought I was somebody that I wasn't, you know.

00:24:16.000 --> 00:24:18.799
So I was mistreating people that were making my license plate.

00:24:18.880 --> 00:24:23.359
I didn't want to wait, I don't want my cars to wait in line whenever it was time to get them cleaned.

00:24:23.519 --> 00:24:24.960
My cars need to be in the front.

00:24:25.119 --> 00:24:31.119
So just having those conversations and then just really influencing people in a negative way uh got me fired.

00:24:31.200 --> 00:24:37.039
You know, that the the actual owner of the dealership sat me down on a Saturday morning and fired me.

00:24:37.119 --> 00:24:38.079
And people were shocked.

00:24:38.160 --> 00:24:40.000
I was the top three sales guy there.

00:24:40.160 --> 00:24:49.680
And I'm thinking, you'll fire me, but you got these people that are, I don't even know how they got a salesman's license, you know, with drugs and all the other things, and you're gonna fire a guy like me.

00:24:49.839 --> 00:24:52.559
But he told me one thing that that made an impact on me.

00:24:52.640 --> 00:24:56.960
He said, Nate, I want to I want to tell you I appreciate everything you've done for this company and everything that you sold.

00:24:57.119 --> 00:25:01.519
He said, But unfortunately, your ways have influenced others, and that's why I have to let you go.

00:25:01.680 --> 00:25:02.559
And that was it.

00:25:02.720 --> 00:25:06.559
So I had to sit on that and say, wow, my head was bigger than the door.

00:25:06.799 --> 00:25:10.640
And the people that I was communicating with, I was influencing them.

00:25:10.799 --> 00:25:13.119
I had an impact on it, but it was in a negative way.

00:25:13.279 --> 00:25:17.680
So I had to really focus on myself and say, okay, my next opportunity, I can't be that guy.

00:25:17.759 --> 00:25:19.279
How do I not be that guy?

00:25:19.440 --> 00:25:21.200
And that's where that started.

00:25:21.759 --> 00:25:26.160
Is that what influence you you've referenced important of your employees so many times already?

00:25:26.720 --> 00:25:28.079
Was that story pivotal moment?

00:25:28.400 --> 00:25:28.960
It's all part of it.

00:25:29.039 --> 00:25:30.640
It's all part of that time in my life.

00:25:30.799 --> 00:25:34.480
It was just a lot of that was just self-reflecting and self-evaluating.

00:25:34.720 --> 00:25:44.960
I do it every day, you know, just self-evaluating and learning more things about myself, um, and just applying new things every single day.

00:25:45.119 --> 00:25:45.759
Yeah.

00:25:48.319 --> 00:25:49.519
I'm gonna wrestle with you.

00:25:49.680 --> 00:25:50.720
Do you like wrestling a little bit?

00:25:50.960 --> 00:25:51.519
Please, let's go.

00:25:51.680 --> 00:25:52.400
All right, cool.

00:25:52.720 --> 00:25:58.559
Uh in that story, there's you know, that that that story arc is awesome, and I love it.

00:25:58.880 --> 00:26:00.559
And I and I believe it and I trust it.

00:26:01.039 --> 00:26:04.480
The guy's telling you, hey man, this and this and this, right?

00:26:04.640 --> 00:26:08.880
Did you have a relationship with that that person who fired you, or was it just a manager?

00:26:09.039 --> 00:26:10.400
Like, what was what was that relationship?

00:26:10.799 --> 00:26:11.279
No relationship.

00:26:11.359 --> 00:26:11.920
He was the owner.

00:26:12.079 --> 00:26:12.240
Okay.

00:26:12.480 --> 00:26:13.119
Zero relationship.

00:26:13.279 --> 00:26:14.559
Oh, the owner, okay.

00:26:14.799 --> 00:26:18.400
From the time when you were sitting there, what was going through your head as that was happening?

00:26:18.480 --> 00:26:20.319
You you said you you had like, why me?

00:26:20.400 --> 00:26:21.359
You know, like, are you kidding me?

00:26:21.440 --> 00:26:27.039
Like, on the best from that moment, when was there that that shift in terms of like, all right, maybe it is me.

00:26:27.200 --> 00:26:28.400
Maybe I need to change.

00:26:28.559 --> 00:26:31.839
Maybe I, you know, like was it immediate or did did it take some time?

00:26:32.400 --> 00:26:35.440
It was pretty uh not during the conversation.

00:26:35.599 --> 00:26:40.960
I remember after it was over, I went down and was cleaning out my desk, and people are like wondering what's going on.

00:26:41.119 --> 00:26:46.160
And my brother at the time was working with me, and uh, and he was like, Man, that's messed up, man.

00:26:46.240 --> 00:26:46.880
Blah, blah, blah.

00:26:47.039 --> 00:26:55.359
You know, and then people are like coming to my aid, and I'm thinking, I've influenced some people here, you know, and who are those people?

00:26:55.759 --> 00:26:56.880
And what did I do?

00:26:57.039 --> 00:26:57.839
How do I do it?

00:26:57.920 --> 00:27:00.319
And so I'm starting to evaluate, like, this sucks.

00:27:00.480 --> 00:27:06.079
But through the adrenaline, I'm cleaning out my stuff, and then I get back to my apartment and I'm thinking, I don't have a job right now.

00:27:06.799 --> 00:27:09.839
You know, like I I don't have a job right now.

00:27:10.079 --> 00:27:24.000
I'm thinking about what he told me, and then I realize that I don't, it doesn't matter how successful you are in your job, if you're influencing people in a negative way, overall, you're just self-seeking.

00:27:24.240 --> 00:27:28.960
You're not thinking about the company, you're not thinking about others, you're thinking about yourself and what's best for yourself.

00:27:29.039 --> 00:27:37.759
And it was in that moment that I had to realize that, okay, I'm gonna get another job because I need another job, but I can't do the same things that I'm doing right now.

00:27:37.920 --> 00:27:41.920
But I can still be successful, but I need to do it in a different way.

00:27:42.160 --> 00:27:53.119
And as soon as, I'm telling you, as soon as I came to that resolve, it wasn't two days later I got a phone call from another dealer that was offering me, you know, a sign-on bonus to come and work at their company.

00:27:53.279 --> 00:27:58.559
And so I just think opportunity shows up and it matches the person that uh is ready for it.

00:27:58.720 --> 00:28:01.839
And so I had to do some work and that opportunity showed up.

00:28:01.920 --> 00:28:03.039
I didn't have to call anybody.

00:28:03.119 --> 00:28:08.799
I just sat for two days on my couch thinking I can't be the same guy I was at this past job.

00:28:09.440 --> 00:28:12.880
When when you make a life change, a a choice, I decide.

00:28:13.119 --> 00:28:18.720
Decide is like I I'm I I draw a line in the sand and I'm gonna be a new dude going forward.

00:28:19.200 --> 00:28:22.640
There's also some things that you have to go backwards and fix, right?

00:28:22.799 --> 00:28:26.240
To move forward in a healthy way, sometimes you gotta go backwards.

00:28:26.400 --> 00:28:34.400
And that could be cleaning up your own junk in your head or making amends with relationships or or maybe just saying, hey, this is what I'm going to do moving forward.

00:28:34.559 --> 00:28:40.319
Like, how did that decision for you change the way you showed up in the world?

00:28:40.640 --> 00:28:41.920
Yeah, I think reasons.

00:28:42.079 --> 00:28:46.880
I think you good enough reasons will cause you to make some really strong decisions.

00:28:47.039 --> 00:28:54.559
And at that moment, it was financially, it was, you know, I have a strong reason that I I have to find another job.

00:28:54.720 --> 00:28:58.960
Uh, I have a strong reason of why I was fired, so I got clarity on that.

00:28:59.359 --> 00:29:03.119
And it it was, hey, you have to do something different.

00:29:03.279 --> 00:29:06.720
Like there's no other choice, or you'll get the same result.

00:29:06.960 --> 00:29:07.119
Yeah.

00:29:07.279 --> 00:29:17.920
And so I I just made a decision at that moment that, hey, these reasons are pretty good enough for me that I uh, you know, I gotta act on these things, but I don't want the same result, so I have to do something different.

00:29:18.000 --> 00:29:20.240
And I think that's just kind of how I approach life.

00:29:20.319 --> 00:29:20.480
Yeah.

00:29:20.640 --> 00:29:27.119
It's that once I learn that it's not good and I can do something different, well, I do that.

00:29:27.359 --> 00:29:28.720
And I try that.

00:29:29.039 --> 00:29:30.880
Man, I respect that.

00:29:31.920 --> 00:29:34.400
I'm a little bit more of a harder head.

00:29:35.119 --> 00:29:35.440
Right?

00:29:35.599 --> 00:29:42.240
Uh my mentor was, you know, talking to me and I was sharing books and talking, you know, like I have knowledge.

00:29:42.319 --> 00:29:51.440
I've interviewed a lot of people and I have a lot of knowledge, but some of the things that I'm having a hard time doing is taking that knowledge and putting it into application and wisdom.

00:29:51.599 --> 00:29:56.000
It's like the the guy who makes shoes who has no shoes on his feet or his kids don't have shoes.

00:29:56.240 --> 00:30:01.680
So I'm learning to apply knowledge, which you get for books and podcasts and stuff, and that's great.

00:30:01.839 --> 00:30:02.640
Knowledge is great.

00:30:02.799 --> 00:30:07.119
But I think wisdom is taking that knowledge and applying it.

00:30:07.839 --> 00:30:08.160
Right?

00:30:09.119 --> 00:30:17.519
What is some advice you have for me and some of the audience on how to, you know, maybe it's stop listening to so many podcasts, or maybe it's applying it.

00:30:17.599 --> 00:30:19.359
Like what advice do you have for a guy like me?

00:30:19.599 --> 00:30:22.720
Yeah, I think the one word I can sum it up is intention.

00:30:23.279 --> 00:30:32.720
You know, you can listen and listen and listen, but if you don't set aside time to be intentional about what you want to work on, then you're off to the next thing and you're not applying anything.

00:30:32.880 --> 00:30:34.880
And I call him an educated person.

00:30:35.039 --> 00:30:37.839
You know, that's great, but you you don't really make an impact.

00:30:37.920 --> 00:30:47.200
You you're smart and you checked off some boxes, but I think that the most important thing about learning this information, this new information, it's how do I apply it?

00:30:47.440 --> 00:30:49.680
And so for me, it's it's intention.

00:30:49.759 --> 00:31:04.559
It's saying, okay, every morning I'm gonna remind myself before the chaos of the day starts, before social media, before the emails, before anybody else is up, I'm gonna identify a couple things that I'm gonna be intentional on today that I've learned.

00:31:04.640 --> 00:31:10.079
That so one of those things for me every day to be to remind myself is that everybody deserves a greeting.

00:31:10.319 --> 00:31:11.359
Everybody deserves that.

00:31:11.519 --> 00:31:15.039
That I'm gonna say hello and good morning, whether they say it back to me or not, doesn't matter.

00:31:15.119 --> 00:31:16.799
I just believe that that person deserves that.

00:31:16.960 --> 00:31:22.720
So that's me saying I want to be kind and generous and in how I see people and treat people.

00:31:22.799 --> 00:31:23.839
That's intentional.

00:31:24.000 --> 00:31:25.519
The same thing with leadership.

00:31:25.680 --> 00:31:27.920
I'm gonna read some leadership material in the morning.

00:31:28.079 --> 00:31:29.359
Okay, what did I learn there?

00:31:29.440 --> 00:31:31.039
And what can I apply today?

00:31:31.200 --> 00:31:36.400
What can I so these are all intentional decisions after learning the new information?

00:31:36.559 --> 00:31:44.880
And it's not a big step, it's small steps, it's these little bitty steps every single day that I just take in order uh to play out for that day.

00:31:44.960 --> 00:31:48.799
And again, it's only good for that day because none of us are promised tomorrow.

00:31:48.880 --> 00:31:57.039
So I'm really focused on today, learning the little things, applying those things, and saying, here are the things that I'm gonna focus on, and just applying those little bitty details.

00:31:58.400 --> 00:32:07.680
The the question that pops up in my head is um it's kind of a outside of the the normal conversation of business and stuff.

00:32:08.000 --> 00:32:14.799
There's uh the question pops up is what song is impactful to you, at least in this moment and why?

00:32:14.960 --> 00:32:19.680
Like what what song plays in your head and you're like, man, it's that's meaningful to me today and why?

00:32:20.000 --> 00:32:20.400
Song.

00:32:20.559 --> 00:32:21.119
Song, yeah.

00:32:21.279 --> 00:32:21.839
What do you mean?

00:32:22.000 --> 00:32:22.319
Music.

00:32:22.480 --> 00:32:22.960
Like music?

00:32:23.039 --> 00:32:23.200
Yeah.

00:32:23.440 --> 00:32:28.960
I listen to a lot of instrumental music, so um I don't do a lot of music with words.

00:32:29.200 --> 00:32:31.519
Uh I listen to a lot of instrumental music.

00:32:31.680 --> 00:32:39.039
Uh there's um there's one that's called Inspire Chill, there's one that's called uh mindfulness.

00:32:39.279 --> 00:32:44.079
Um that's on Apple Music, and it's already um a playlist, a set playlist.

00:32:44.160 --> 00:32:48.720
And so to me, it's settling the mind, it's the biggest thing for me.

00:32:49.359 --> 00:32:55.359
And in trying to create an environment that I can continue to grow positive thoughts and be intentional.

00:32:55.519 --> 00:33:01.759
And so a lot of times I'm not listening, I'm either not listening to music or I'm listening to music that's super instrumental.

00:33:02.000 --> 00:33:04.160
Um, it's kind of been my thing.

00:33:04.480 --> 00:33:10.079
Is there uh uh a specific frequency or beats per minute that you kind of tend towards?

00:33:10.799 --> 00:33:12.319
That's specialized stuff now.

00:33:12.400 --> 00:33:15.119
You you're getting into some real serious details.

00:33:15.200 --> 00:33:23.920
Uh I don't know any of the beats per minute or anything like that, but it's it's mostly instrumental music that it's like um it's got a chill type beat to it.

00:33:24.079 --> 00:33:24.400
Okay.

00:33:24.799 --> 00:33:29.920
Um I don't even know how to describe the type of music that it is, uh, but most of the time.

00:33:30.799 --> 00:33:36.559
Yeah, uh most of the time I'll put in like chill or like um and it'll give me different options of that.

00:33:36.720 --> 00:33:36.960
Right.

00:33:37.119 --> 00:33:41.039
So I have several of those that are saved and I'll listen to those.

00:33:41.359 --> 00:33:42.880
Can you listen to them while working?

00:33:43.200 --> 00:33:43.680
Absolutely.

00:33:43.839 --> 00:33:44.079
Okay.

00:33:44.319 --> 00:33:45.440
I don't, but I can.

00:33:45.680 --> 00:33:45.920
Okay.

00:33:46.400 --> 00:33:48.960
I I can't listen to things while while doing work.

00:33:49.039 --> 00:33:50.880
Uh my my brain doesn't operate in that.

00:33:50.960 --> 00:33:53.279
So I'm always curious as to how people operate.

00:33:53.519 --> 00:33:55.359
Now, back to how you operate.

00:33:55.440 --> 00:34:00.400
What are some tools of the trade that you use on a day-to-day basis?

00:34:00.480 --> 00:34:03.759
It might be software, it might be a technology, might be a tool.

00:34:03.920 --> 00:34:07.839
Like what's something that you just use often in your life?

00:34:08.159 --> 00:34:19.679
Uh, I would say when I'm sitting at my desk, I'm looking um at spreadsheets, Excel spreadsheets, um, that other people that work with me have put that data in.

00:34:19.920 --> 00:34:27.519
And so I'm always looking at um that type of information because I believe that those numbers tell a story.

00:34:27.760 --> 00:34:30.000
Um, and so that's very important to me.

00:34:30.159 --> 00:34:32.960
It's how to operate a company with three spreadsheets.

00:34:33.119 --> 00:34:34.960
And that's kind of been my philosophy.

00:34:35.039 --> 00:34:36.480
It's let's just keep it simple.

00:34:36.639 --> 00:34:46.800
Let's identify the things that are really important and let's let other people put that information in there so that way you're free of that and you can just make decisions.

00:34:46.960 --> 00:34:53.840
And so that's really important for me is that I get this information and that I can make decisions.

00:34:54.239 --> 00:35:01.039
So looking through all of the different information and and metrics, most of the companies you've bought are been distressed.

00:35:01.280 --> 00:35:07.440
Is there a common thing that they they as businesses have done wrong or what has put them in that position?

00:35:07.760 --> 00:35:09.039
Yeah, it's a great question.

00:35:09.119 --> 00:35:14.960
Uh most companies that I buy, they are um led by an older generation.

00:35:15.199 --> 00:35:21.039
And so nine times out of ten, they're the limiting factor of um that business.

00:35:21.199 --> 00:35:31.199
And what's incredible about uh that generation is that using the leader that has been working with them for the longest, become our new director, our new leader in that company.

00:35:31.280 --> 00:35:33.599
And they are always just shocked by that.

00:35:33.840 --> 00:35:36.079
And that person's been there the whole time.

00:35:36.239 --> 00:35:38.960
The difference is that they don't empower that person.

00:35:39.199 --> 00:35:40.639
They, in their mind, don't think.

00:35:40.800 --> 00:35:45.920
Most times they'll say, they don't want to work, they don't know how to work, uh, this new generation or that.

00:35:46.079 --> 00:35:50.079
So they're blaming all of these things, and it's from their perspective and where they come from.

00:35:50.239 --> 00:35:53.199
And so for us, when we come in, it's a leadership change.

00:35:53.360 --> 00:35:58.880
Once the owner's out, we're identifying, observing, and identifying who's there that can step up and invest in.

00:35:58.960 --> 00:36:01.599
And nine times out of ten, that person's already there.

00:36:01.760 --> 00:36:04.639
So the biggest thing is just the leadership and the structure.

00:36:04.960 --> 00:36:08.960
Is that something you identify, or is that someone on the team identifies?

00:36:09.199 --> 00:36:10.239
It started off with me.

00:36:10.320 --> 00:36:12.960
Okay, now the team does identify that.

00:36:13.119 --> 00:36:13.360
Okay.

00:36:13.519 --> 00:36:26.320
And so I've been able to kind of uh taught and train uh people that I work with, my team, to go in and identify those things and do their observation and do their one-on-one talks and meetings and stuff like that.

00:36:26.480 --> 00:36:27.840
But the other thing is marketing.

00:36:28.000 --> 00:36:36.079
Marketing is uh it's ever evolving, and so it's usually the last thing that uh that generation of people in distress are doing.

00:36:36.159 --> 00:36:40.400
It's kind of like when you drive by a house, the gutters are full, the lawn scare is not really mowed.

00:36:40.480 --> 00:36:42.800
So I'm like, oh yeah, that's a house, that's an opportunity.

00:36:42.960 --> 00:36:52.880
You know, it's the same thing with the business on their marketing footprint, is they're they're not checking all of those boxes, and those are boxes that help them grow their business, but they're not paying attention to it.

00:36:52.960 --> 00:36:56.320
So that's another thing that we use that's a lot of upside in it.

00:36:56.639 --> 00:37:05.280
Going back to the the director that you identify, are there certain traits that you see over and over again that make these people good at that job?

00:37:05.599 --> 00:37:07.760
Uh a positive attitude.

00:37:08.000 --> 00:37:12.800
I sum it up to a positive attitude because a positive attitude determines their belief system.

00:37:13.039 --> 00:37:16.880
You you can't have a negative belief system and be a positive person.

00:37:17.199 --> 00:37:20.239
And so I'm focused on one thing.

00:37:20.480 --> 00:37:21.280
Did you greet me?

00:37:21.360 --> 00:37:22.159
Did you smile?

00:37:22.320 --> 00:37:23.360
How's your personality?

00:37:23.519 --> 00:37:26.719
Did you light up the room because nobody made you or told you to do that?

00:37:26.960 --> 00:37:30.079
If you do that on your own, uh that's a big deal.

00:37:30.239 --> 00:37:39.280
And so I'm looking at seeing, you know, who's making an impact in that company, who's got the influence in that company, but they don't realize they have it.

00:37:39.599 --> 00:37:43.199
And so those are the people that we usually navigate to.

00:37:43.360 --> 00:37:49.679
Uh, and they they're very observant, they have really good observation on things and they have really good details on what things are wrong.

00:37:49.760 --> 00:37:56.960
So those are things that I've learned whenever I was working with for someone else, is attitude, observation, all of these different things.

00:37:57.039 --> 00:37:59.280
And so that's really important, is what I'm looking for.

00:37:59.440 --> 00:38:03.119
You know, even today when they walk into my uh my foyer, I check.

00:38:03.199 --> 00:38:10.079
I don't do the interviewing anymore, but you know, one of the main things I check with my front desk, galus, is that hey, did they greet you?

00:38:10.719 --> 00:38:12.880
Because this is the best we're gonna get if they're on an interview.

00:38:13.039 --> 00:38:14.719
This is the best that we're gonna get right now.

00:38:14.880 --> 00:38:16.159
It only goes downhill from here.

00:38:16.239 --> 00:38:20.400
So if they didn't greet you, they didn't say hello, they won't say it to our families.

00:38:23.119 --> 00:38:25.199
How many employees do you guys have?

00:38:26.800 --> 00:38:28.480
Six to seven hundred now?

00:38:28.719 --> 00:38:29.119
Wow.

00:38:30.079 --> 00:38:32.000
Heavy wears the crown, right?

00:38:32.079 --> 00:38:39.360
There's a saying that heavy wears the crown of the responsibility of 700 souls that you are personally responsible for hitting payroll.

00:38:39.760 --> 00:38:43.199
But then the 1500 kids per day, right?

00:38:43.280 --> 00:38:49.360
You're responsible for a lot of lives per day in terms of safety, provision.

00:38:49.840 --> 00:38:53.599
Um, how do you manage that level of responsibility?

00:38:54.000 --> 00:38:57.360
You get to a place where it's bigger than your own personal self.

00:38:57.840 --> 00:39:13.440
And not from just like uh um uh it's more or less you you have to really focus on the structure and you have to believe the structures and the policies that you put in place because the size that we are is bigger than just one person.

00:39:13.599 --> 00:39:14.559
One person can't do it.

00:39:14.639 --> 00:39:22.159
And if I thought about all the things that can possibly go wrong at this very second, I I would be a one-center type of guy.00:39:22.480 --> 00:39:41.679


But it's it's really putting the time into identifying what are some guide rails, some boundaries that you can easily teach people to do behavior-wise, habitually, and if you can trust them to continue to do those things, then all of those things work together to create an environment that's safe.00:39:42.000 --> 00:39:47.199


Now, the problem is, or the challenge is, is that people are imperfect people.00:39:47.360 --> 00:39:51.519


And so you'll get bad actors, you'll get people that will say, Hey, I'm gonna cut this corner.00:39:51.679 --> 00:39:54.960


Well, when you cut one corner, it's a ripple effect for other things.00:39:55.039 --> 00:40:01.360


And so that's where the management side of it comes in, is saying, Hey guys, when I want you showing up to a location, I want you to focus on these things.00:40:01.440 --> 00:40:02.960


I want you check marking.00:40:03.199 --> 00:40:05.679


What are you seeing from a safety standpoint?00:40:05.840 --> 00:40:09.280


You know, and so they have these things that are they're focused on when they walk in.00:40:09.360 --> 00:40:11.679


And hey, is that teacher in the right position?00:40:11.840 --> 00:40:15.039


Or what is their posture like, or where's the director when you walked in?00:40:15.280 --> 00:40:16.000


What does it smell like?00:40:16.079 --> 00:40:16.800


What does it sound like?00:40:16.880 --> 00:40:21.599


All of these things are indicators to determine how that operation is running.00:40:21.679 --> 00:40:27.119


I can drive up to a business and know exactly what's going on in the inside just from driving up to it.00:40:27.199 --> 00:40:32.400


And so I'm just constantly leading my team on seeing the same things the way that I see it.00:40:32.639 --> 00:40:38.400


And not because of the way I see it, it's because of, hey, let's share the same importance of why it should look a certain way.00:40:38.559 --> 00:40:41.599


And so that's my job, and that's kind of the thing that I do.00:40:41.679 --> 00:40:47.360


And so I rely heavily on my people and trust them to the greatest extent.00:40:47.599 --> 00:40:51.440


Otherwise, you know, I I would be a one-center pony right here.00:40:51.519 --> 00:40:54.800


You know, I'd be it, one center circus, you know.00:40:54.960 --> 00:40:59.599


So the only way to multiply is trusting people and trusting your policies and procedures.00:41:00.559 --> 00:41:04.719


Yeah, there's a proverb that says, if you want clean stables, go at it alone.00:41:04.800 --> 00:41:08.800


If you want to harvest, you need people, but it's gonna be a dirty uh stall.00:41:09.039 --> 00:41:09.280


Right.00:41:09.920 --> 00:41:13.599


Um, as you as you build this out, two questions.00:41:13.760 --> 00:41:17.039


I I always try to remember not to ask two questions too bad.00:41:17.119 --> 00:41:18.239


I'm I'm doing it.00:41:18.400 --> 00:41:22.800


Is uh, man, you had a podcast for a while, and that's I you're a great communicator.00:41:22.960 --> 00:41:24.480


So mad props to you.00:41:24.719 --> 00:41:24.960


Thank you.00:41:25.039 --> 00:41:28.079


Uh, what was one of the favorite questions that you like to ask people?00:41:28.239 --> 00:41:29.760


And what was the name of your show?00:41:30.079 --> 00:41:31.840


So I didn't really interview anybody.00:41:31.920 --> 00:41:33.519


It was a Nathaniel Timore show.00:41:33.599 --> 00:41:33.760


Okay.00:41:33.840 --> 00:41:42.320


And so it was just me jumping on and just sharing um some of the things I still do today on social media, I just do it through words and not audio right now.00:41:42.480 --> 00:42:01.199


Um, so I was just sharing uh the thoughts and carrying along the thoughts that I've learned in my morning walk or my workout or my time, my quiet time with myself, and just really sharing those intimate moments um and talking about how I apply those things in my life and what was the result of that.00:42:01.519 --> 00:42:04.400


And so that's really what the whole show was was about.00:42:04.559 --> 00:42:20.719


And so I I didn't really get on the show to interview anybody, it's really just saying, hey, I'm gonna put myself on the market and say, hey, if I'm somebody that's worth following and there's something that is connecting you to me, I'm just gonna be as transparent and vulnerable as I possibly can, and just and you can grow with me.00:42:20.880 --> 00:42:23.119


And I just shared that openly.00:42:23.440 --> 00:42:24.800


Why did you stop?00:42:25.199 --> 00:42:26.320


That's a great question.00:42:26.559 --> 00:42:32.880


So when I went through a divorce, this is probably four and a half years ago.00:42:33.119 --> 00:42:40.400


Um I turned the mic off and said, hey, there's something about me that caused this divorce.00:42:40.639 --> 00:42:48.639


I played a part in that, and I just didn't feel like I was a guy worth following at that moment.00:42:48.880 --> 00:42:54.000


Um, so I had to take a step back and say, well, what about me caused this?00:42:54.159 --> 00:42:56.079


What about me played a role in this?00:42:56.320 --> 00:42:59.519


And when I come out of this, then I can start sharing again.00:42:59.760 --> 00:43:08.079


And so that's really why I took a step back from all of the videos through a lot of speaking engagements all over, through the podcast.00:43:08.480 --> 00:43:11.440


I just really took a step back and said, Let me focus, let me realign.00:43:11.519 --> 00:43:17.039


Maybe there was too many things going on that I was that that kind of stripped my focus from what was really important.00:43:17.280 --> 00:43:22.239


And so the podcast is one of those things where it's on my back burner saying, Hey, it's gonna come back.00:43:22.320 --> 00:43:23.599


It's just not right now.00:43:23.760 --> 00:43:26.320


Uh the focus that I have right now, I need to focus on.00:43:26.400 --> 00:43:32.719


I have a lot of responsibility with people, and I need to really focus on that right now, and that's the impact that I need to make right now.00:43:34.000 --> 00:43:42.400


So that's the second event you've referenced where you really take a step back and reflect the first being the termination from the the dealership.00:43:42.719 --> 00:43:47.199


Is that a natural tendency to to bounce back and and and fight?00:43:47.760 --> 00:43:47.920


Absolutely.00:43:48.400 --> 00:44:01.920


A lot of people who just you know, they want to sit there and sulk and Yeah, I I um I again it's one of those things where you just you learn over time and through experience that Things are going to work out.00:44:02.000 --> 00:44:03.760


You get to determine how you're going to go through them.00:44:03.840 --> 00:44:04.559


What's your attitude?00:44:04.639 --> 00:44:05.840


What's your mentality?00:44:06.400 --> 00:44:08.960


And so again, I I mentioned something earlier.00:44:09.119 --> 00:44:16.559


It's like creating those moments in your life that are hardships that are not really hardships.00:44:16.719 --> 00:44:23.119


Like when I work out, I'm pushing myself to the limit because I'm telling myself at those moments, like, this is hard, isn't it?00:44:23.280 --> 00:44:24.639


Are you going to quit?00:44:25.119 --> 00:44:28.480


Because life's going to throw you some curveballs and it's going to be really hard.00:44:29.039 --> 00:44:31.519


Are you going to determine are you a quitter right now or you're not?00:44:31.599 --> 00:44:32.239


Are you going to finish?00:44:32.320 --> 00:44:38.159


You're going to go an extra minute than what your goal was, or are you just going to break even and walk away?00:44:38.480 --> 00:44:43.679


And so it's just creating those moments in my life of saying, I know life is going to life.00:44:54.079 --> 00:44:55.199


I love this, ma'am.00:44:55.519 --> 00:44:56.480


Do you need water?00:44:56.719 --> 00:44:57.199


Yeah, sure.00:44:57.599 --> 00:44:58.960


Saw you eyeballing it.00:44:59.440 --> 00:45:03.280


One of the great joys we have in this podcast is connecting guest to guest.00:45:03.360 --> 00:45:06.480


And we do that through leaving a question behind.00:45:06.960 --> 00:45:10.559


So Scott's going to read off the question for you.00:45:12.079 --> 00:45:13.760


And this is a question I'm answering.00:45:13.920 --> 00:45:16.400


Yeah, this is from Wade, who came on right before you.00:45:16.559 --> 00:45:16.880


Okay.00:45:17.199 --> 00:45:19.039


And this is his question to you.00:45:20.960 --> 00:45:21.599


All right.00:45:22.000 --> 00:45:23.039


Good one, Wade.00:45:23.280 --> 00:45:28.559


What is the greatest challenge you've ever failed and overcome in your business life?00:45:28.719 --> 00:45:30.639


And how did you overcome it?00:45:34.320 --> 00:45:36.639


I will say it's it's twofold.00:45:37.760 --> 00:45:58.000


Um number one was leadership, being a CEO, you know, identifying clearly um what is the responsibility of a CEO, number one, and what is the role that I need to play as a CEO in my own environment.00:45:58.320 --> 00:46:05.920


And that was hard because I went through some leaders that um I identified with and wanted to promote too early.00:46:06.079 --> 00:46:11.280


But when your company gets to a certain size, there's a level of responsibility that's required.00:46:11.360 --> 00:46:14.000


Uh that's bigger than just taking a chance on some.00:46:14.159 --> 00:46:18.000


Um, it's really getting to know and hone in, like, what are my responsibilities?00:46:18.159 --> 00:46:19.599


How should I be observing that?00:46:19.760 --> 00:46:22.239


How should I approach this situation?00:46:22.559 --> 00:46:25.280


Um, and just really doing the self-work.00:46:25.519 --> 00:46:28.880


And so that's helped me become a better leader.00:46:29.039 --> 00:46:33.440


Um, giving multiple people chances that shouldn't have those multiple chances.00:46:33.599 --> 00:46:36.239


I my team knows that about me.00:46:36.639 --> 00:46:39.599


And so uh I've gotten I had to get better at that.00:46:39.760 --> 00:46:41.280


Like it's time to cut them loose.00:46:41.440 --> 00:46:47.519


Like, you know, I've we we have this relationship, but you know, putting them back on the market is not a bad thing.00:46:47.599 --> 00:46:52.000


It's giving them a new opportunity and applying the things that they learned under my leadership.00:46:52.159 --> 00:47:04.159


And so I've learned that over the years that you can hold on to people, but those people will always uh uh create a limit in your company that would just keep hitting the lid and fall back down.00:47:04.320 --> 00:47:13.039


So it's just making necessary changes when you should in personnel because I am a people believer, and so that's one of the hardest things for me.00:47:13.599 --> 00:47:17.920


Yeah, I I love um yeah, great question, Wade.00:47:18.000 --> 00:47:18.639


That was good.00:47:18.960 --> 00:47:22.480


And I I really uh appreciate how you show up today.00:47:23.519 --> 00:47:28.159


Studying body language, what inspired you to study body language?00:47:29.199 --> 00:47:32.239


You know, when people tell me no, I want to know why.00:47:32.400 --> 00:47:32.960


Yeah.00:47:33.280 --> 00:47:36.880


And I also don't want to know just why they told me no.00:47:36.960 --> 00:47:39.360


I want to know what led them to that no.00:47:39.599 --> 00:47:40.880


So, what are those signs?00:47:40.960 --> 00:47:42.159


What are those signals?00:47:42.400 --> 00:47:48.400


And then in reading that and studying that information, you know, America's one of the worst negotiators in the world.00:47:48.559 --> 00:47:53.599


And so when I learned it, I'm thinking, wow, all my businesses are in the United States.00:47:53.760 --> 00:47:59.280


If I can get an edge there that nobody's really paying attention to, that gives me just a slight edge.00:47:59.440 --> 00:48:02.239


And so in sales, I needed to make more money.00:48:02.559 --> 00:48:09.840


So I had to figure out ways to do that outside of my regular guys that are great salespeople that have a line of list of customers.00:48:09.920 --> 00:48:12.480


So I'm like, how do I get an advantage here?00:48:12.639 --> 00:48:16.239


And so it's just like, how do I close more customers?00:48:17.039 --> 00:48:19.440


Because I don't have as many as they do.00:48:19.760 --> 00:48:27.760


So I had to figure out how do I relate to them, how do I identify whenever they're telling me those subtle no's through their personalities or through their body language.00:48:27.920 --> 00:48:31.920


And so I got really good at that, and that helped me get a little advantage.00:48:32.159 --> 00:48:34.400


Yeah, I can tell that's a joy of yours.00:48:34.559 --> 00:48:40.079


Give us some give us some uh tips that you've learned about reading body language specifically.00:48:40.320 --> 00:48:40.800


Oh yeah.00:48:40.960 --> 00:48:50.480


So when people are uncomfortable, the one of the first moves that they do is they cross their arms, and especially if you ask them a question about themselves, they'll cross their arms and not even realize it.00:48:50.639 --> 00:48:52.320


I have a buddy of mine that did it the other day.00:48:52.400 --> 00:48:56.159


He's going into a different role, and I asked him, Hey, how's it going, man?00:48:56.320 --> 00:48:57.440


And are you killing it?00:48:57.599 --> 00:49:02.320


So he sits back and he crosses his arms and he tells me, and I said, But you don't really believe that, do you?00:49:02.639 --> 00:49:04.000


He said, No, man, why?00:49:04.079 --> 00:49:04.800


How do you know that?00:49:04.880 --> 00:49:07.039


I said, You crossed your arms and didn't even know you did.00:49:07.119 --> 00:49:09.199


So you're very uncomfortable about that question.00:49:09.440 --> 00:49:11.440


So I'm just telling you, look, just be real with me, man.00:49:11.519 --> 00:49:16.880


I'll I'm asking the question because I really want uh to see if I can just listen and help.00:49:17.039 --> 00:49:20.880


Another thing is is when people are being deceptive, they always look to their left side.00:49:21.039 --> 00:49:23.039


And so they're it's a very quick motion.00:49:23.199 --> 00:49:28.239


And so if you look at their eyes, they'll very quickly do it and they don't even realize it's being done.00:49:28.639 --> 00:49:37.280


So that's when I nail, it's like, okay, well, then you're not really telling me the truth right now, and maybe you're uncomfortable, so let me ask the question in a different way.00:49:37.599 --> 00:49:41.760


Or it's they immediately go from intense to laid back.00:49:41.840 --> 00:49:44.320


It's like, hmm, why'd you get laid back there?00:49:44.480 --> 00:49:46.159


You're telling me something there, you know.00:49:46.239 --> 00:49:51.840


It's like you're you're overcompensating for something that you're feeling that's probably not true, but I see it.00:49:52.000 --> 00:49:55.199


And so that also helps me communicate in a different way.00:49:55.280 --> 00:49:59.440


And I'll tell you what started that was that I would say things.00:50:01.039 --> 00:50:06.239


It may have been right, but it's said number one in the wrong way and at the wrong time.00:50:06.880 --> 00:50:25.840


So just because you're right doesn't make it to be the right thing to do at the time, and so I had to learn that okay, let me identify when I'm reading these people, how do I properly communicate that simplifies it in their mind, builds trust, and that we can relate on that thing, and then we can move forward.00:50:26.000 --> 00:50:30.800


And so that was really the the core of why I had to shift that up a little bit.00:50:31.119 --> 00:50:32.639


Have you seen the show Lie to Me?00:50:32.719 --> 00:50:40.239


It's it's discontinued now, but it it it the guy studies microexpressions and he's studying body language and he he becomes like a detective of some sort.00:50:40.320 --> 00:50:42.000


It was it's a really great show.00:50:42.320 --> 00:50:42.960


I've not seen it.00:50:43.039 --> 00:50:54.239


Oh, dude, it it so it's it's probably 10 years old, but it was so cool because I I too like studying body language and microexpressions and and why people do things because that could lead to better conversations.00:50:54.639 --> 00:50:55.039


100%.00:50:55.679 --> 00:51:08.320


And um, especially if like as you're as you're talking to someone, you know, something pops up and you could see a sadness emotion or a happiness emotion or uh uh curiosity, you could kind of like learn more about people and and dig in.00:51:08.480 --> 00:51:14.000


It's a it's a great tool for um really building a great relationship.00:51:14.800 --> 00:51:18.559


Um so like that it's a really it's a really cool show.00:51:18.639 --> 00:51:19.679


I think I think you'd enjoy that.00:51:19.840 --> 00:51:21.280


Scott, I think you had a question.00:51:21.760 --> 00:51:22.480


More of a comment.00:51:22.559 --> 00:51:26.400


I think it's really interesting what what you just said about using body language.00:51:26.639 --> 00:51:28.559


So my past life I I played poker.00:51:29.199 --> 00:51:30.639


Body language is a huge component.00:51:31.440 --> 00:51:37.840


It's amazing how many things people subconsciously do with their movements and expressions.00:51:38.159 --> 00:51:43.280


But in most things, people are using body language to manipulate or take advantage or win a poker hen.00:51:43.679 --> 00:51:48.639


I've never heard the angle of using it to be better at communicating and asking things in a different way.00:51:48.800 --> 00:51:49.760


I think that's really cool.00:51:50.400 --> 00:51:52.800


Yeah, it's humility, it requires humility.00:51:53.039 --> 00:51:58.159


You know, never heard that to not be right, but to figure out how do I relate to the person on the other side of me.00:51:58.400 --> 00:51:59.360


Do you play poker?00:51:59.599 --> 00:52:00.079


I do.00:52:00.239 --> 00:52:01.760


Oh I don't play a lot.00:52:01.920 --> 00:52:05.360


Yeah, I used to play a lot, but uh not a whole lot anymore.00:52:05.440 --> 00:52:08.400


We have a guy's poker night uh once a month, and our next one.00:52:08.559 --> 00:52:09.440


Scott was pretty good.00:52:09.599 --> 00:52:10.960


And so I'm not playing him now.00:52:11.199 --> 00:52:13.360


I'm gonna be scratching my ear or something.00:52:14.960 --> 00:52:15.280


Man.00:52:15.840 --> 00:52:18.880


Um Nate, what a fun time.00:52:18.960 --> 00:52:24.639


Um, for entrepreneurs out there, um actually, this is the I'm gonna leave this up to you.00:52:24.800 --> 00:52:25.519


Choose your own path.00:52:25.599 --> 00:52:26.960


Here's some pills in front of you, right?00:52:27.119 --> 00:52:32.159


Uh that's a matrix, not a not any other type of reference.00:52:32.400 --> 00:52:38.320


Uh do you want to talk to give some advice for people who are getting started?00:52:38.559 --> 00:52:45.119


Someone who's maybe scaling, or maybe someone who had like a major life change and they need to repivot.00:52:45.199 --> 00:52:49.280


You get to pick one of those stages of life, and then I want you to give some advice to them.00:52:49.599 --> 00:52:56.239


Uh I'll probably speak to the person that um was probably scaling their business.00:52:56.480 --> 00:52:58.719


Um God, but all of those are so good.00:52:58.800 --> 00:53:02.079


I just want to just navigate into all of that, but we don't have the time for that.00:53:02.239 --> 00:53:02.400


Yeah.00:53:02.639 --> 00:53:06.960


The scaling part of it is because it's it's really relational or relatable to where I am.00:53:07.039 --> 00:53:07.280


Yeah.00:53:07.440 --> 00:53:14.639


Um, is that just because the bank tells you no doesn't mean the opportunity needs to be shelved.00:53:15.360 --> 00:53:26.079


You know, um banks, I don't have lines of credit and all of these banks that line up to loan me money to do these deals.00:53:26.239 --> 00:53:28.320


Nine times out of ten, they're telling me no.00:53:28.559 --> 00:53:34.320


And so for the person that's listening to this and saying, hey, I have a really good product and I want to scale my business.00:53:34.639 --> 00:53:39.920


Number one, learn how to be resourceful and not depend on the resources.00:53:41.440 --> 00:53:45.199


Number two, when a bank tells you no, that doesn't mean it's the end.00:53:45.280 --> 00:53:48.639


It means, hey, let me figure out a different way of doing that.00:53:48.880 --> 00:53:58.559


Um, and number three is that really just hone into what you're already doing and saying, okay, I have a current customer base.00:53:58.639 --> 00:54:02.000


If I multiply it, where do I multiply it at?00:54:02.239 --> 00:54:03.599


What are my customers telling?00:54:03.840 --> 00:54:08.880


Use your current customer base to tell you where's your next expansion opportunity.00:54:09.119 --> 00:54:17.760


Find out their zip codes, where are they coming from to do business with you, and that will help you identify some sites or some places for you can you can go in the future.00:54:18.079 --> 00:54:19.199


Yeah, super cool.00:54:19.360 --> 00:54:21.440


Scott, why don't you close this out, man?00:54:22.239 --> 00:54:24.639


Where is Nate gonna be in five years, first of all?00:54:24.719 --> 00:54:26.880


How many how many locations will you have?00:54:27.679 --> 00:54:29.039


You know, that's a good question.00:54:29.199 --> 00:54:32.400


I would say um, I don't know.00:54:32.639 --> 00:54:33.360


I don't know.00:54:33.519 --> 00:54:41.920


It's funny, my my corporate meeting, we have a corporate meeting every month, and last year one of my newer staff members that came on, she actually said, What's the goal for this year?00:54:42.079 --> 00:54:44.320


And I looked at her and I said, I don't have one.00:54:44.719 --> 00:54:46.000


I don't I don't have one.00:54:46.159 --> 00:54:47.599


That is not up to me.00:54:47.760 --> 00:54:52.719


Um, my job is to focus on what we can do today and be the best today.00:54:52.880 --> 00:55:00.400


It's God's job to operate behind the curtain and say, Hey, I feel like you can handle this.00:55:00.639 --> 00:55:11.199


So I never place goals on things because it comes from my own natural and normal mindset with those current limitations that are there and perspectives that I may not see in blind spots.00:55:11.440 --> 00:55:13.039


So I really have a lot of desires.00:55:13.199 --> 00:55:41.760


So the thing for me is that where I want to be in five years, I desire to have at least exited something to a company that can grow it and multiply it and take it to the next level and apply the things that I've learned from growing some of these companies that I've been involved with and helping and partnering with other people like myself that banks overlook, um, that people can't really afford at the time.00:55:41.840 --> 00:55:43.920


They're investing every dollar back into their company.00:55:44.079 --> 00:55:45.280


How do I span my business?00:55:45.360 --> 00:55:46.559


How do I grow my business?00:55:46.800 --> 00:55:55.360


What are some little things and little details that I'm missing that I can help grow my business that can make a huge impact on the customer base that they operate?00:55:55.519 --> 00:56:04.239


So it's really just changing and shifting the way that I maybe take off the CEO hat and maybe put on investor hat, uh, mentor and coach hat.00:56:04.480 --> 00:56:08.639


And so that's really what my desire is in the next five years.00:56:08.960 --> 00:56:09.440


Awesome.00:56:09.599 --> 00:56:12.559


Well, Nate, thank you uh for sharing your story.00:56:12.800 --> 00:56:17.280


Thank you for the lessons of uh reflection and improving.00:56:17.519 --> 00:56:21.679


Very cliche, but you actually do it, which is cool.00:56:22.000 --> 00:56:26.400


Um and I I love the focus on making an impact.00:56:26.639 --> 00:56:28.559


I think that's a great life mission.00:56:28.639 --> 00:56:30.480


So thank you for sharing.00:56:30.719 --> 00:56:31.840


Josh, take us away.00:56:32.079 --> 00:56:34.559


Yeah, fellow deal makers, as always, reach out to our guests.00:56:34.639 --> 00:56:36.800


Their contact information will be in the show notes.00:56:37.039 --> 00:56:42.239


If you have a mid-market company that you'd like to uh sell, reach out to our group.00:56:42.320 --> 00:56:45.519


You could head over to thedealpodcast.com, fill out a quick form.00:56:45.599 --> 00:56:47.119


We would love to take a look at it.00:56:47.199 --> 00:56:52.559


Uh, because that's why we do this, man, is to inspire future entrepreneurs, but to do deals.00:56:52.800 --> 00:56:59.760


If you have a uh a business story that you'd like to maybe share on here, reach out to us same place, and maybe we'll have you on the next episode.00:56:59.920 --> 00:57:01.039


Till then, cheers.