Changing The Industry Podcast

Lucas Underwood 0:00
You gotta watch this guy he takes forever doing. Just say yeah,

David Roman 0:04
mentally prepare.

Lucas Underwood 0:06
Gotta mentally prepared

Aaron Woods 0:07
greatness takes time.

David Roman 0:11
Yeah, I'm gonna remember that for every single time I'm late. Absolutely anything takes time. What's up,

Aaron Woods 0:20
man? I am. I am just here enjoying some beautiful weather all day it is St. Pete Florida. You know, just because it's, it's Florida doesn't mean it has to be nice. That's sure it'd be raining it could you know, yeah, it could be chilly. But, uh,

David Roman 0:38
so what's your name and do a shopper? Yep.

Aaron Woods 0:41
So my name is Aaron woods. I own a shop called EXTRA MILE Auto Care in Stillwater, Oklahoma. And I originally started as just a shop owner, as part of the will the time it was RLO. Yeah. And then, of course, that merged in with the Institute. So, you know, Kate stayed on board with with that process and, and was recently approached by the Institute to, you know, potentially become an into their facilitator program. And so we, but you didn't

David Roman 1:15
start out like you're in a tech and then became a shop owner, what were you doing before you became a shop owner?

Aaron Woods 1:21
Full time musician, actually. Yeah, I traveled around and played guitar and,

David Roman 1:28
and seems to to open a shop.

Aaron Woods 1:31
Well, I'd been a service advisor before, at some dealerships, and really about the, you know, I was in the fire service in college and got out of that and went to work at a Chevy dealer in Hutchinson, Kansas. And I, from there, I went into the music industry, and I'll never forget, I was, uh, you know, I had I had the opportunity to do a lot of great things in the music industry and enjoyed a lot of it, but when not, I was, uh, I was sitting on a bar store, a bar stool in McAlester, Oklahoma. Never forget this moment. And I was playing and I got a video sent to me from my son's mom. And, and it was my son hitting his first home run. Oh, man. And I, at that point in time, I mean, it was, you know, he was six, five, you know, and I thought to myself, I have to make a decision. And, and that decision that I'm going to make is what's going to be the, the future, right, of how many more things like this and my okay to miss. And is that worth missing? And I decided that it wasn't. Yeah. And so at that point in time, it was kind of that catalyst, right, we always we always talk about those, those defining moments that, you know, act as a catalyst for change. And that was kind of that was kind of my moment. And as successful as we were in the music industry. I mean, we gosh, we had, you know, I had a I don't know if you guys familiar with the Texas country music scene, you know, but we were doing really well, I got to play with Toby Keith, Joe Nichols, and yeah, in a lot of these guys. But at that moment, it was that didn't matter. And that was no longer what was important to me. Yeah. And so I just, you know, I made a commitment that I I wanted to make, I wanted to change what I was doing. And but the time I mean, at the time, I still live in Stillwater, Oklahoma and my son's in Kansas, I still have a house in Kansas, I'm up there all the time. And, and so I knew I needed to go into something that still allowed me to have the flexibility to maintain my relationship with my son being in a different state because I was married in Stillwater. So it's not like I could just go back to, ya know, go back to Kansas. And, and so I was like, Well, you know, I really can't go to work for anybody, because, you know, it's not gonna give me the flexibility that I need to be able to travel back and forth between Oklahoma and Kansas and maintain that relationship. And so I said, Well, I guess I'll open up a shop problem is I don't really know how to work on cars. Right. So I said, I guess I'd better figure out a way real fast to get in a position where I have to business but I'm not, you know, the technician. Yeah, yeah. No, and just you know, I've I've been around cars enough. I mean, obviously, I can I can, you know, do an accent I got to where I was fairly competent technician, really. But that was that wasn't my path. Right. And, you know, my path was to be successful in a life that would be rewarding to me in the opportunity. entities that, that I can still continue to have that relationship with my son. And one thing led to another and, and, you know, now we're, we're we're entering our fourth year as a shop. So we're still young, you know, it's still a young business, but we hit 1.1 million this last year. I think we're on track for 1.4. So far this year ever, you know, and it's, it's been exciting. It's been rewarding as well.

Lucas Underwood 5:26
So let me ask you this. When you when you went out and you started the business, right? How did you What did you put in place to build the systems to build the process?

Aaron Woods 5:36
Right, people? People have to be the fundamental to it. All right.

David Roman 5:43
Yeah. Oh, hold on. Hold on. Timeout. Sure. Time out. You need customers first, dear. Where in the hell did you find customer customers that quickly?

Aaron Woods 5:59
I think you're right, you absolutely you do need customers. But anybody can call a business wants. Right. But your people was what is the difference between that person calling in your business once? And calling your business twice? Yeah. Right. So I get

David Roman 6:19
that, but you're not paying that person unless you got paid? No, did you walk in with a trunk of money like Did you know A quarter mil burning

Aaron Woods 6:30
full time musician man I started in a 250 square foot shop that didn't even have a heater air. Like I say shop wasn't even a shop, it was like, you know, like, sure holes in the roof. I remember, I would come to work in coveralls in the garage door didn't close all the way it was like that big of a gap. And it was on the north side, right and didn't have a lift. So I'd have this car on jack stands. And I'd be underneath the car in the wind from the door becoming older, to where there's a room that at least had electricity. So I put a space heater in that front room, and I'd go up there and I get to where I could feel my hands again. And I go back and work on cars again. So no, I didn't. I didn't start with money. I didn't do anything. I think that what I did is I was also a sales rep for Jasper engines. And so I've always kind of been associated with sales and you know, and things like that. And the and the need for that b2b, you know, type of way. And so I went to all the tow companies, I took business cards to tow company. So I I went, you know, partnered up with some, you know, car lots at the time, and, you know, not not super profitable work, but it's what you need to get started. And it's what at least starts generating that car count. Yeah. And that workflow, right. And then at that point, that's where you start building the systems and the processes and the people and things like that. And, you know, fortunately Stillwater, Oklahoma, I love living there. But the the bar was never set real high for auto repair. And you know, and it was like one of those things. It was like, Well, you have a service advisor, like, you know, you might have to tell me, I didn't have to step over a transmission went to talk to somebody. Yeah, dude,

Lucas Underwood 8:17
that's my hometown. Yeah, exactly. Like,

Aaron Woods 8:21
I don't know if that's helped us. But at the same time, we, and I just had this talk today with my staff. I said, I don't it doesn't matter what the bar is. We hold ourselves accountable to our own bar. Yeah, right. But car count, you know, well,

Lucas Underwood 8:38
how many staff do you have right now? Nine. So how many base? Six? Very nice. And so how did you make that transition? Right? Because, like, that's something

David Roman 8:48
that a lot of people was that that's a lot of people

Aaron Woods 8:52
to service advisors, office manager, three technicians. An apprentice technician clued us out of our apprentice program now and then a GS? Holy moly. What do you do? How for come for you

Lucas Underwood 9:03
got three, seven.

David Roman 9:06
I'm doing something wrong.

Lucas Underwood 9:08
Well, I mean, we knew that

David Roman 9:10
we had to like, overworking my people.

Lucas Underwood 9:13
Maybe a little bit. How many do you have?

David Roman 9:17
Like five? But you know, I mean, I kind of work part time all of them.

Lucas Underwood 9:25
They're there 40 hours a week, but they work part time.

Aaron Woods 9:28
39.9

David Roman 9:31
It is. It has become 40 ish draws me 40 ish. Yeah.

Lucas Underwood 9:37
Well, I mean, so how did you like help me understand the transition? Because that's something that comes up a lot. Right? Because you

David Roman 9:43
said it. Everybody's dirt floor. And he's like, look, I have a floor. Whoo. I hate you both is what I'm telling you. All right, man. I

Aaron Woods 9:53
will. I will take that all day. Yeah, I was stupid.

David Roman 9:56
I should have looked for some like hick town. On on the middle of nowhere Hey, what do you got for shops?

Lucas Underwood 10:03
I'm offended by that I got HC

Aaron Woods 10:06
I see I'm not because I grew up in Kansas so I'm good with that. Like that's not mountain HC,

David Roman 10:11
Kansas HC

Lucas Underwood 10:12
Oh okay. okay as long as you're talking Metro I'm fine

Aaron Woods 10:19
how many times have you heard the Dorothy in the oz comment? That's everywhere I go. I only did you Hey, did

Lucas Underwood 10:26
you know that the Wizard of Oz was partially filmed? And I even had a theme park right next to my hometown for Wizard of Oz robots robots Yeah, same people that started Tweetsie started that thing for sure enough anyway.

Aaron Woods 10:45
Now liberal Kansas is the city that actually like claimed the Wizard of Oz and it wasn't that liberal had anything to do with it. It was like Well, nobody's really

David Roman 10:55
like the yellow brick road. Road was in warm ego and that's why that's why something

Aaron Woods 11:01
could be but I know liberal claimed it up. And so they you know, it's it's a tourist thing, right. Yeah.

Lucas Underwood 11:06
I didn't know that. Kansas had tour. Amigo,

David Roman 11:09
Kansas.

Aaron Woods 11:10
Yeah. That's well, they like they have Kansas doesn't have Zoom's Kansas.

David Roman 11:15
winery things

Aaron Woods 11:16
to do why you stop on i Seven?

David Roman 11:20
No, no, don't say that. Listen, you haven't driven through the central Illinois. If you want to see some dirt towns with nothing for miles. That's Illinois. depressing, nice place to live.

Lucas Underwood 11:34
So hey, I just, you know, I just want to point this out.

David Roman 11:36
Like, where Greg lives?

Lucas Underwood 11:40
Greg Ritter Ritter? Yeah, he's been an awesome shop.

David Roman 11:44
He is, but you know, why? Why. So he's gonna build that shop for probably a third of what you've built, because he's in a hick town, because he's in a hick town with nothing, right? Nothing. And he's gonna He's gonna kill it. He's awesome. Why everybody's gonna drive three hours to come to him. Because he's the only one that has a roof. Everybody else is doing that. That's what I should have done. Like, I'm gonna build a shop in the middle of Queens, six other shops and whether it be the shop in the middle, but that's how I start. There's

Aaron Woods 12:16
there's also a, you know, I know we're joking about it. But that's also a joke. Very serious. How many? How many shop owners out there, that they're not having the success that the you know, that they desire, or whatever it may be? And there's more than one reason for that answer. But how many of them think about when they go to start a shop? Like, what's, you know, do are they? Are they talking about? What's the average median income of this area? Are they talking about how many other shops and of those other shops? How many of them are my no business model?

Lucas Underwood 12:51
Of course not. And so here's the thing is, I think you had a leg up? Because Jasper educates its clients. Absolutely. And so you had the ability to get some information. And you had been given information to help your clients that you didn't, that many others don't have, sir. Right. And so the thing of it is, is like, what we see the trend being is that somebody who is a technician will go and start a shop. And so they go start a shop, and they think that what makes them good at fixing cars is gonna make them a great auto shop owner. And that's just not true. Even if, and and so the thing is, is like, how do we help those guys? Because there's a lot of guys, you know, we talked about the technician

David Roman 13:33
discount when he hustled

Lucas Underwood 13:36
I really did. I'm not saying that at all. What I didn't do,

David Roman 13:39
I didn't do any little things that you said. I'm not walking in.

Aaron Woods 13:43
But yeah, here we are in the same room together, which means I started a podcast, there's more there's more than one way down a road, sir. You have nine

David Roman 13:51
employees. Yeah, but

Aaron Woods 13:52
you act. You act like that's all a great thing. Like, did you I have nine employees, which means I somebody asked me said what do you do? So I never left the fire service. That's it. You basically said I've just I still put out fires. But no, I mean, I agree with what you're saying. But at the same time, it's, there's there's a middle ground there. Like I agree with you. It's the it's the Michael Gerber E Myth. Right. It's, you know, you there's a difference between working in a bakery and knowing how to bake cupcakes and then owning a business that makes cupcakes. Yeah. And we see it time in a timeout. And I think that there's some obviously some some truth and some validity there. I came from the sales side, right. And so when I approached the business, obviously, I still had a lot to learn from the business aspect, but I did already kind of have that natural ability to communicate with people. Yeah. Which ultimately, is how people value that transition, right?

Lucas Underwood 15:01
Well, well, I think I think it comes back to the curse of knowledge, right? Because when you're a technician, you look at it and you say, I know how much this part is sure. I know how much time it's going to take me to fix this car. I know I can get it done for this, right? And if it was my car, this is what I think a fair price would be. They don't come at it with a logical sense of, here's how much it should be to face this. Here's how much profit I need. They just approach it and say, here's what I'd feel comfortable with. Right? Yep. And so when they go at it in such a way, right, there's no strategy behind it. Whereas you worked for Jasper, you worked in other fields first. So you approached it and said, Hey, I know that that engine, this is what I pay for it. And it's got to make profit. I got to sell it for this. Right? You understood that? It didn't. When you were selling the Jasper product you didn't like? Well, it should be cheaper. Great. I love it. But what do you want me to do with it? Right, like you had

Aaron Woods 15:57
you had to be able to? And I agree with you 100%. What what Jasper taught me is that there is a difference between price and value. Yeah, of course. And I think that's that's huge, because I think that a lot of technicians that turned into shop owners or really just people in general. They think that price is what matters. Yeah. And they don't know the difference between the two. And the difference between the two is, price is what you pay for something. Value is what you get. Yeah, exactly. And, and I think that we what we have to do is that we have to understand that Miss Johnson isn't as concerned about the price, as she is concerned with what do I get for that price? Right. And we have to position ourselves with the ability to give Miss Johnson and really on a repeated thing. Right? Yeah, a systemized transactional way are getting away from transaction and I guess more of a relationship but right getting Miss Johnson more value. Yeah. And so I think that making that transition into the the 1.5 to the $2 million shots, if you look at those guys, and you look at those players that are in those markets, I think they've that's one of the characteristics they may share is that ability to transcend past that transact. Yeah, exactly. Exactly.

Lucas Underwood 17:36
I mean, that's how they retain clients. That's how they grow and continue to amass clients, if you will make deferring to us. Exactly. Right. And you know, we just talked about that in the group the other day, is that, that it's beyond just, you know, and I guess my explanation was, somebody was mentioning firing clients. Sure. And I'm like, Look, you don't want the wrong client in the shop. Because they're not going to be happy. You're not going to be happy. I called no Gandalf, right? Nobody's gonna be happy. Why are we why are we continuing this relationship?

David Roman 18:06
Sure. The Gandalf. Yeah, from Lord of the Rings. Yeah, you don't remember

Aaron Woods 18:10
that scene. I'm not even a huge Lord of the Rings guy. But I just know the scene where like, where he's like, he's bank is battling a call. And it's where he dies. Right? And he, he, I work with some advisors, right. And I call it the you know, if you are the advisor, you are the Gandalf of your shop. And that what I mean by that is like, you stab that staff down who you will not pass. Yeah, you have to be that right. So looting your point there. Well,

Lucas Underwood 18:37
I mean, here's the thing is that that I think in a small town, it takes longer to accomplish that process. Because those those clients coming to the door, you may see less clients initially, right. And it's, you know, the used car thing, right? In a lot of ways. I've got a great friend of mine. His name's Chad Estrie, owns autoworld. It's a car dealership, and they do a really good job with their cars. But But I helped Chad and Chad help me, Chad brought me a lot of work. Sure. But his profit that he has to make to sell those cars is tied up in the work that I'm doing too. Absolutely. So at some point, we had to come to a point where we went different ways, right,

Aaron Woods 19:15
but And that's okay. Yeah, there's nothing wrong with that. It served a purpose at the time that it did and it fed my family you want 100% You know, and so I think the thing is, is that it's not with

David Roman 19:27
Chad though, but it is exploitive, exploitive

Aaron Woods 19:32
explosive.

David Roman 19:33
No. Oh. I think I said it right the first time. Say it again, just to avoid the Tiv exploited

Lucas Underwood 19:42
it. There are a lot of car dealers it is right.

David Roman 19:46
I think it's all of them. Not Chad, everybody else.

Lucas Underwood 19:49
No, no it listen, Chad is an epic business person, and he will push right he's about growth he's about and he's built a and I mean to say that he's built an empire. As is close to accurate as you can know,

David Roman 20:02
they all all his all the auto worlds there's one in Kansas City.

Lucas Underwood 20:06
No, no, no, I'm saying all of his little empire in our area, right he's he's built a he's built a massive brand or

David Roman 20:12
they go from shop owner to shop owner they go to like, you know, that kind of just opened up. Yep, he needs cars. They slip in there and like, Hey, we got a $500 budget on this car. Can you fix as much as he can? Yeah,

Aaron Woods 20:24
I'll bring you the parts. Yep. Yeah, it's we have we have that in our areas called Karmart. Yeah. You know, they're headquartered out of Fayetteville, not Fayetteville. Bentonville, Arkansas. Yeah. And you know, of course, callmart Walmart. Yeah. But, uh, they're the same way. You know, and it's car count. And it's, you know, it's a it's a, it's a steady check. Yeah. And and at the time that you're, you know, you're first starting your business. That, you know, with the time I think when I first started out with Karmart, it was like 70 bucks an hour. Right? For a one two man operation that just started. It can be the difference between buying and you don't have that overhead yet? You betcha. Absolutely. You know, so you've got some room to work.

David Roman 21:03
But what I've seen happen, though, way too often is they they get tied up with those cars, the shop. That's all they're working on. And they don't have the phone skills. They haven't set up those systems. They don't have anybody else working up front, or it's them maybe a helper, maybe another technician and a helper. But they're just banging out used cars at 60 to $70 an hour with no parts margin. And at real customers call phone doesn't get picked up. The voicemail. phone gets, maybe they call back. Maybe they don't. Or they actually start putting advertising out there. This happened to a shop owner in Alabama nice guy. And he had gotten to the point where he's like, Hey, I'm working like 70 hours a week here. My wife is upset because I'm their home. And and you know, he blamed it on car count and all this other stuff. The problem was like, Dude, you're not answering the phone. Yep. Like, you want to fix this problem? Answer the phone. I'm just really busy man. It's like, okay, well, doing what? Well, I got this used car law that brings me 70 cars a week Kevin's busy cooking cupcakes. And it's cupcake minutes.

Lucas Underwood 22:22
Exactly. Right. Well, and it's the same thing with advisors, right? Because they'll get a bunch of tickets to right and they will feel busy. And so what do they do? They're not as attentive to each one. Exactly. And they're not working appointments. They're not trying to get more people in, we're really busy. We're really busy. We're really busy. Exactly. And so that like, that's why I built a system with acuity in my shop is like you don't you don't decide if we're busy or not. You decide when you click New Appointment. When the next date is, that's when you click the button and you type in their name and their information. And if if we get full, you need to come talk to me and tell me hey, the schedule is full, you want to take a look at it. Make sure that's right. You know, and I'll open up more room if we need to, and we'll work it out. But it's not full until it says it's full. Right? Because it's built on our capacity. You'll

David Roman 23:10
the only the only time it'll block it off is for somebody trying to self schedule.

Lucas Underwood 23:19
Oh no, my mind will tell you you cannot schedule this. You're too full. You have to ask for manager authorization to override

David Roman 23:28
override I want to know

Aaron Woods 23:28
my my workflow Say yes. Say no is say yes. figure the rest out.

Lucas Underwood 23:37
Well, I mean, a when you grow, right, like I used to be against if somebody

Aaron Woods 23:40
wants to call my business and come to me and want my services. I I'm sorry. I won't say no. I'm against those guys that are like, oh, man, I'm two weeks. It's I don't want to be two weeks. Well, and

Lucas Underwood 23:57
here. But here's the thing, right? Here's what you got to think about. Nine people, me and you are in similar shoes now. But I was in two and a half bass. And so I would do that when I was on the front counter. Yeah, bring it now. Yeah, bring it down. And occasionally I'd look up and I'd have 60 cars in the parking lot. And I could not get through them. And I was upsetting people and I wasn't doing Sure. My clients justice, right. However, when I moved now, it's like, you need to bring it all that mortgage, whether I feel busy or not, like I would love a day off. Great. Sorry, we'll get it done right now. Right. And so it changed my philosophy Now that being said, I'm there's there's a whole premise of folks and there was a whole comment cycle that happened in our group the other day and it was the it comes back to whatever it takes to get the job. I'm not that guy, right I'm not I'm not the yes and I'll just say

Aaron Woods 24:57
it has a we have one of our core values is a Everybody has to win. Yeah, the company has to win, the individual has to win and the customer has to win. Yeah, if one of those doesn't win, then we don't do the job.

Lucas Underwood 25:09
Right? Well, I mean, and that was the conversation that was had is we'll just, you know, use a cheaper part and cut the price down and maybe knock some hours off of it and bring it back a little bit. So you don't, you know, and the argument was, as well, she's a she's a single mom, right. And she doesn't have a lot of money. And as usual, single

David Roman 25:26
moms, it's always the single moms Well, and,

Aaron Woods 25:30
but it's always a mentality issue, right? Because you could flip that around, and you could say, the single mom needs you to fix that car the right way more than ever

Lucas Underwood 25:40
Well, and here's the thing is at the end of the day, right, when you fix it cheap, you're not really doing her any favors, because it's going to fail again,

Aaron Woods 25:50
she leaves with a false impression that her vehicle is safe, and

Lucas Underwood 25:53
we're going to lower our warranty so she can afford it. Well, we're going to lower our price. And we're going to go beat up the technician, where'd the technician shortage come from? Right, we're going to use a low quality part. And now our stores just stocking quality parts that lasts six months to a year where they close

David Roman 26:07
in the book was in that book that we had there was lower than warranty down. Yeah.

Lucas Underwood 26:15
I mean, and look, I don't necessarily have a problem with providing options, right? I don't have a problem with providing options and saying, Here's what the options are. Because maybe twice a year, right? Well, I mean, what I do, though, is I explained to him, I will I will present it. And I will say here, here's why we do it this way. Right? This is and what do they do, they always come back and say I was rather save the money up and do it the right way. Because I see the value in this, I see it's got a three year warranty, I see that, you know, it's gonna last 36,000 miles or more, I see that you're doing what's right, you're standing behind it, and we know it's gonna last as long as their original partner. So if it doesn't, and it only lasts for 12 months for the lower warranty, and I have to do this again, how much money did I spend on the same job? It was way more than you would have spent buying the better part the first time. Right? Like, and the problem is, is you keep you keep bringing it down. And you know, somebody in that comment thread said, I found it very interesting, because they said that it was they had convinced themselves that they were self righteous, right that they were righteous and doing this because they're helping the client. But the reality is, is they're just trying to get more dollar bills. It's not serving client, it's not educating client, it's not helping the client, it's helping them get the sale.

Aaron Woods 27:27
Well, and they're saying that to him, even if it doesn't come off that way. Let's dig into the psychology a little bit. The reason why that comment is on there is because that person is trying to justify it to themselves above all, right? If you weren't trying to justify it to yourself, then you wouldn't even post it. Right? Exactly. Because you know, you're gonna get thrashed for it. Absolutely. So you're looking for that justification within yourself. And that's, that's okay. But the same time, I agree with you like, why? If you're if you're truly trying to help the customer, it was at helping the customer, right. And if your intentions were truly where they were, then why do you need to post about it?

Lucas Underwood 28:12
Yeah, exactly. And, and at the end of the day is is I mean, I've heard people say, Well, they're not technicians. And they're not like long term service advisors. They they're business owners. Sure. And so they don't really understand. But then you look at stiff anger. How do you say his name? He's always mad at me because I say it wrong. I'm sure. I'm a country boy. But you know, you look at him, and we've had conversations. He's like, I wasn't a tech. I wasn't a service advisor. And I know that's wrong. Right. Like, I know, it's not what's best for the client. I know, it's not serving the client. And so I don't think it could be that.

Aaron Woods 28:50
You know, but somebody, somebody did make a call. And I think I know what thread you're talking about is on a solid Facebook page. I follow that. But there, there was another guy that said something I don't necessarily agree with how he said it, but I understand what he's saying. Is that he said, Well, look, there's there's other shops that do that. Right. And yeah, and I agree, you know, there's, there's, there's other places that do doing things differently, whether it be a lower quality part or a lesser quality service, or, you know, maybe they don't have handwritten thank you cards in the cars when the customer comes to pick up and, and they serve a lower price point of our industry. Right. And that's okay, you can still do that with ethics. Yeah, you can still do that with integrity. And so I whenever I look at you know, things like that, I'm like, do you still serve your people with integrity? Yeah. And if you do that, okay,

Lucas Underwood 29:59
right. Well That's, that's fine. And you know, it comes back to a discussion we had the other day because I was talking to somebody and I said, look, they were saying, Well, how do you do this in a small town, right? Like, I'm in a small town here. And I'm like, Well, hey, you know, the economics of business work the same way, no matter where you're at, right? The percentages are the percentages. So if you're, if your rent is only $900 a month, and you're saying, Well, you know, how can you guys charge that much? Well, yeah, if your rents only $900 a month for a five day shop, you may not need to charge that hourly rate, right? Because you don't have to have that for the numbers to work. However, if you go somewhere, and it's $5,000 a month for that same five day show, man, guess what, your labor rate is going to be more expensive? Yep.

Aaron Woods 30:41
I was always something I always thought that was funny is like, people base their labor rate around other people,

Lucas Underwood 30:47
right, dude, man, I've got somebody in my town, we never called anybody nasty delivery. I've got somebody in my town. $45 an hour. And like, that $45 An hour and they they've got a bunch of technicians and and it's all kind of like, GS CB level works are and they do great. They make a fortune. They do fantastic. Is it where I would get my car fixed? No, it's probably not great people, great human beings. But at the end of the day, you gotta gotta say, like, Dude, I mean, it. If you didn't know in the property, and you didn't own the building, then it was sitting on. And you didn't have years and years and years, right? Like this was

David Roman 31:31
probably self over like like that. He screwed himself out of you on the property and like, Hey, I don't have any history of pitting yours as property.

Lucas Underwood 31:43
They don't realize that they don't they do they even care about that. But if you want

Aaron Woods 31:47
to like, I'm all about like, let's, let's go a level deeper, right? Like, what is and I'm going to toss out my suggestion that I want to hear you guys as well. What is the common denominator of those shops? And I thought about that for a while, right? Because when I worked for Jasper, I stepped in and out of 1000s of repair shops, right? And so you, you start to think about, what what are these five shops that are every time you walk in there, they're busy, and they've got a lot of grind on right? And then you walk into these five shops? Like they're not like, what's the common denominator? And again, then there's more than one, right? But you know, you think about and this goes, Look at the owner. Because the owner, what what does the owner do? Does the owner work on cars? Or does the owner own the business? And what I was able to find is that in these situations where the owner was back in the back working on cars, was the $45 an hour shop?

Lucas Underwood 32:55
Absolutely. They were so tied to the work that they did, that they never realized that it was so much bigger than that. Absolutely. Right. Absolutely. And so my question then becomes how do we educate the A? How do we reach those that have been doing it? And I don't know that we can they come in, they come into the groups and they say you guys are ripping everybody off, I can't believe you charge them that it has

David Roman 33:20
seen one guy say that in the group

Lucas Underwood 33:24
six or seven in a saga last month?

Aaron Woods 33:28
Well, to feed that to feed that observation. You know, we had a we had a car at our shop two weeks ago, and needed to transmission to Honda. And, you know, I want to say I don't remember what the price was 6000 something like that, you know, put a transmission in this thing. And I saw that, that the the, you know, because we're on a cloud based shop management systems, you know, I could not get sharpened, see. And so I saw that, you know, the work had declined. So, you know, I was just passing by the service advisor. I was like, hey, you know, like, what, what the customer ended up deciding to do or

Lucas Underwood 34:04
so. So your employees hate you as much as well. Yeah, so

Aaron Woods 34:07
anyways, uh, he started laughing. He goes, Well, I got a call about that. I said, it kind of struck me as well tell me about this call. Right, right. And he said, Well, turns out that this this customer that had the vehicle in our shop and got, you know, needed to transmission, their aunt and uncle own a shop that's in this other town that's 30 miles away or whatever. And I happen to know these other shop people for my days with Jasper, I haven't seen him talk to him in 10 years, but I just know who they are. Yeah, it's a husband and wife. Guess what husband's the mechanic wife is the service advisor. Right? And so she calls and talks to my advisor and rips my advisor up one side and I can't believe you guys would charge that type of we are at five dollars an hour, and I just don't have the heart to charge more than that in this economy. And I mean, it. I almost wanted to call that shop owner because I'm like, first off, don't call my shop and talk to my price that way. But yeah, I'm just gonna play the neutral ground. Right. But it's not just in that's feeding into him like, that happens. Yeah. And it's, it's, if you look at what is the common denominator, the common denominator is that owner either has a job, or they own a business. And if they're immersed in that day to day, then they don't see what's going on around them.

Lucas Underwood 35:43
Of course, of course. And my my frustration, though, is how do we reach them? Right? Because A is, you know, it's it's kind of like, it goes back to the high school in the middle school argument, right? Like, if we want to bring apprentices in we need to start earlier. Right? We need to get them in soon, sir. But in the same respect, like so we can reach owners before they start. And that's a lot of the hope of what we'd like to do is these guys, these texts that are going mobile and other things, you still have to be profitable. Sure, right. Just because you're mobile doesn't mean you can do it without making money have to make money. And mean, you can't do free diagnostics. Just did all this. Just add all that out there. Just it all is on it's fine. It all is on. David loves always. Yeah, I can tell. But how do we reach the ones that are already there doing it? Is Is there no hope as we just were going to educate the ones coming in? Is that the plan?

Aaron Woods 36:37
Well, I think that it's there's a couple of ways that you can look at that. One way is that you don't know what you don't know. Right? We've all been there. Oh, yeah. You were there. I was there. Hey, I'm still still there every day. But I think that you have at the same time, there has to be that that moment in that person's life, like we talked about earlier, the catalyst, right, like, yeah, what, what is your moment? And some people don't ever have that moment? Or they had the moment? And they didn't know that it was the moment? Yeah, like, my moment was, I need somebody else to fix this car, because I'm headed to Kansas for three days. Right? Right. So I can't be here fixing the car and be in Kansas, and already made a promise to myself that I'm going to be in Kansas, right. You know, you had a catalyst right. At some moment. You said, Okay, I have to transition from baking the pie to owning the business, right? Maybe those people don't, they don't know what that moment is.

Lucas Underwood 37:45
And so they never compensate. They never, they never, they never grow. Right.

Aaron Woods 37:49
And so, but at the same time, it's like, okay, well, but the information is there.

Lucas Underwood 37:54
Yeah. Well, they, I think a lot of it is, is that it's uncomfortable. You know, I was last night, we were sitting in here, and I was showing Kent a video that I really like, and it's talking about the mountain of average, and right. And that at the end of the mountain of averages the cliff. And and so the way the guy in the video talks about this, he said, The cliff is how did he describe that said that it is productive discomfort? He said it is both very productive. And it is also very uncomfortable. Sure, right. And if you can embrace the discomfort, that there are big gains on the other side of it, it's how you get from average to elite. Sure. And so I think about that, and I'm like, you know, a lot of these owners, they get right there. And they the first five or six clients rip them a new one, because they've not refined their client database. They don't have the right clients, and they haven't done a Gandalf, right, exactly. Well, they've not they've not worked to ensure they are there, right. And so all of a sudden, they're still fighting the bad client, they're maybe bad is not the word, but the client who doesn't want what they say aligned with their business core values, right. And so now the next thing, you know, they're like, Wow, just go back to the way I was doing it before. And so they continue to, to live in this life of, of, I can barely feed my family. Or, you know, I'm not going to go on vacations or my vacation. I can't imagine a life where I don't work in the shop. I mean, I guess it was like a year ago, I was in a shop and the dude was like, Hey, I said, Why don't you go to this training with us? And he's the man. He said, I'm gonna be honest with you, I'm gonna die in the shop. And I'm like, what he's like, I mean, they're gonna commit suicide, or I'm gonna die in the shop. And I'm like, What do you mean? Like, I don't understand. And he's like, nodding. He's like, there's no way out. I'm confused. What do you mean, there's no way he's like, Nah, he's like, I have to fix all the cars. Dude, the purpose the business is not to fix all the cars. It's to be as profitable as you can be in 40 hours a week not. I got all these cars I gotta fix. You're focused on the frickin car. The car is not your focus the the

David Roman 40:03
mean, he still needs to fix the car, of course.

Lucas Underwood 40:08
But I mean, if he's the only one working says I can't find tags, and I've got to be the service advisor and I gotta be the parks guy and I, you know, no, no, no, but that's not true.

Aaron Woods 40:18
They don't know what they don't know, they don't know that there's another thing out there. And I'm going to go back and circle back and I'm going to answer your question. And I think it's going to answer your question. What how do we reach those people? You are? Right,

David Roman 40:35
no more now. than that, that

Aaron Woods 40:39
next shop owner that that takes your your scholarship and goes division. Is is reaching that person. Yeah. Right. Yeah.

Lucas Underwood 40:49
And because it's

David Roman 40:51
actually gonna happen, I was very, he's very positive. And that's very nice. But that shop that is the the, the wife is the service advisor and the husband, so they're just gonna go out of business. So what we're gonna do, is we're just going to wait them out. Three to five year

Aaron Woods 41:10
acquisitions are coming. No, no, I agree with that. But that's, you're gonna probably get in trouble for saying this. But listen, take my mind doesn't listen to the by my dad. My dad told me this a long time ago. And he said, looks on. Noah's Ark wasn't built to save everybody.

David Roman 41:35
So you saved eight souls. That's it.

Aaron Woods 41:37
So at the same time, like, there's going to be people, you're right, there's going to be that, that those people that say, I'm gonna die in my shop, and you in doesn't matter what we do. That's what they're there. That's who they are. Right. But then there's also these people see, I knew this guy one time, that was a driving down the road. And he was listening to, you know, this radio or podcast or whatever. And he got home and he was thinking that night and he said, he, he was telling me this story. And he said, I went on this Facebook page, I just typed in auto repair groups, right. And came across a couple and joined a couple and kind of was following along and, and he said, I posted on here about some podcasts, said, Man, I do a lot of driving, you know. So I did listen to podcasts. And I said, I posted on this Facebook page and Astra podcast and somebody gave me the remarkable results radio with calm, right. So you said I started listening to comms podcast. And he said, there was one podcast out there that said, it was an episode where he did with some coaches. Yeah. And he has some coaches get on there. And he's listening to it. And, and by this time online, you know, I'm like, okay, yeah,

Lucas Underwood 43:04
I want to hear what you got to say. Yeah,

Aaron Woods 43:06
he says, he says, so. I decided when I got done, listen to that episode that I needed to coach. Yeah. So he said, I went back to that Facebook page that I originally had posted about podcasts, right. So I asked people, what what do I find a coach, I need a coach. So people were commenting, you know, oh, this group and this group and this group, and one of the groups was arelho. Yeah. So he said, I contacted arelho. And I said, I need a coach. He said, Well, you're not ready for a coach yet. Because you're only doing $15,000 a month. Right? He said, but we do have this gorilla shop management program that you should probably take and then we can build you up to a coach or to you know, get into a coaching group. And so he did that. Right. And he took the gorilla shop management course. And then kept growing his business, and then joined a 20 group and kept growing his business. And then guess what? He became a facilitator. Yeah, you wonder who that guy was. Me. Right. Exactly. So I was a guy that was listening to a podcast. Yeah, that sought out the information for change. Yeah, those people are out there. And Noah's Ark was built to save everybody. Right? But the one scholarship that you get in you send that guy to vision, you send that guy to apex or you know, right SD, amen. Somebody out there is is taking that information and is going with it and you can't let the other people that aren't shadow the people that are right, he's got to

Lucas Underwood 44:49
find them. And that's a that's such a valid point. Is like that. If we

David Roman 44:55
let someone if they're listening, we need to close the shop. Close the shop.

Aaron Woods 45:00
Oh well we did well

David Roman 45:02
you know look here's my shut it down it's not worth

Aaron Woods 45:07
oh I don't get close the shop go to vision. No I'm listening.

Lucas Underwood 45:11
If you're ready for another shot half a honeymoon you can buy he's had a very interesting few days he's

David Roman 45:19
been a cars. I like to people like the business aspect of it I like the numbers. I hate cars in the wrong business I should have sold chili I told you I was gonna open chili truck right? How much stuff?

Aaron Woods 45:36
Chili truck is a truck which is an automobile which you said you hate? Yeah. All right. Well, then you better not drive that chili.

David Roman 45:44
Chili truck but it would have been a trailer that I can pull was like that you hate. Yeah, well, I

Lucas Underwood 45:51
hated it. I hated the chili.

Aaron Woods 45:55
I love chili, but I hate everything. I hate tomatoes. Yeah, I hate everything in Chile, but I like chili.

Lucas Underwood 46:03
And it's gonna next it would be honey buns. I hate honey one so much.

David Roman 46:08
There was a I hate shirts.

Aaron Woods 46:11
I like to wear but I hate him.

Lucas Underwood 46:14
You know what? I just realized that you are clearly a listener of this show. In fact,

Aaron Woods 46:20
listen to the very first episode on phone shoppers by the way.

David Roman 46:25
First one, he didn't make it past episode one. 120 episodes later. He's

Aaron Woods 46:29
like, I didn't say that was the only episode I've listened to. I'm saying I guarded the Oh geez. I got the one. You know. So so I've been on the streets since the streets were paved, sir.

David Roman 46:45
There was a donut truck shop. Donut truck. They sold doughnuts. Yeah. They got a special permit to pull up to the spot in Overland Park. Yeah, they could sell their donuts ain't got wildly popular. They really wanted these donuts. I don't know what's special about the donuts a donut, whatever.

Aaron Woods 47:04
He said, That's not true. But I'm gonna let you continue.

David Roman 47:07
What? How do you there was another place. You got me on a tangent, sorry. Anyway, they put lawn chairs, little tables in front of the truck. The city ends up shop shut them down. They're like, hey, we became popular. Well, no, they they said, Hey, you can have this truck. And you can have a special permit. But you got to move it at night. Like when you're not open. You got to move it. We don't want it permanently parked here. Now I don't know why he didn't just like pull it up down the street and park it there and then pull it right back in. Maybe it was too difficult. I don't know. But he wasn't moving. He was like, I become an institution. Everybody comes downtown, but hang out eat my doughnuts. And what did what and what ended up happening? May they came in? They shut him down. No. Like, we're not gonna let you operate any longer. You have to find a permanent building. So people can have their doughnuts. That's what would have happened. Did he get it? No, he shut down. Just like that. I'm done. What he What's he supposed to we can't solve the donuts.

Lucas Underwood 48:15
I mean, why not get a permanent building? It maybe maybe he didn't buildings available? By the time he was done. He did find? That seems like a pretty common theme around you. Dave.

David Roman 48:28
Did you find a building? Yeah. Yeah, exactly. They're not that easy to

Aaron Woods 48:34
have to build one. He had the opportunity. No, no, no,

David Roman 48:37
no, no, no. He looked okay. He couldn't find a building that also had running water septic system, you know, it was owned by the building spec. No, he couldn't find something that fit those things are

Lucas Underwood 48:51
options. Now. They are. And now now that I look back on it. I do have to say like, you know, a big part of that is I didn't like any of the buildings that I couldn't walk to work from.

David Roman 49:02
I could see that.

Lucas Underwood 49:03
I just, you know,

David Roman 49:05
I'm just saying that my chili truck would have been would have been shut down by the city. Probably.

Aaron Woods 49:10
There was that where that story was going?

David Roman 49:13
Yeah, okay. I want to make sure you stay with me all the way. I'm glad we went full circle. He got it. See that keeps up. I like him.

Lucas Underwood 49:23
There was a one of my clients has a cookie company. And he makes cookies. Really nice guy. Really cool guy.

David Roman 49:30
This is the cookie so giveaway to your customers. And so he made it look legit. You should see these cookies. You're gonna look like eat a lot of cookies.

Aaron Woods 49:37
I like a cookie. Yeah. A cookie. Yeah, no, no, here's the thing. Dude, if I ate a cookie

Lucas Underwood 49:42
once a year, I'd look like Yeah, some people like

Aaron Woods 49:45
Word is takes more

David Roman 49:46
than one cookie. Like, this is a this is a whole thing. My girl

Aaron Woods 49:50
will work out because she genuinely likes to work out. Right? Like, she'll be like, Hey, let's go run a bunch today. And I'm like, okay, so your girlfriend Yeah, but she But she likes to run.

Lucas Underwood 50:02
Should I point out that one

David Roman 50:03
not an X? That would be a quick X, you go work out. But

Aaron Woods 50:07
here's the thing. So there's two different types of people that work out. Okay, I'm the other type of people that work out. I don't work out because I love to work out. I work out because the whole time I'm Boston, my you know what, and I'm sweating it out. I'm going all right. There's one makers and there's two makers and coats. Hey, man, I work out so that I can eat cookies. Yeah, I should probably be doing that myself.

David Roman 50:34
That's a healthy balance. Some people just eat the cookie. And lots of them.

Aaron Woods 50:39
Like, I'll be like, you know, I do like, you know, Orangetheory fitness, you know that one of these like high intensity interval training. And I'm like, you know, to get done. I'm like, Yep. All right. I can have three makers and cokes tonight.

Lucas Underwood 50:49
No, look, look here. I've got this figured out. You just go get that little shot from them. People like the celebrities getting as long as you don't stop getting it. You know, I mean, look, yeah, that's gonna give you thyroid cancer and everything else, but you like lose a ton of weight and never gain back. As long as you keep taking the shot.

Aaron Woods 51:02
You'll never gain it back. Because you can't gain weight when you're dead. Is that one of the things that's how that works? Oh, shit. Yeah, cows and 10 year

Lucas Underwood 51:13
olds, where do I go to Olympic or whatever?

David Roman 51:16
I like a real thing.

Lucas Underwood 51:18
No, it's real. It's real. So all these celebrities have been like injecting themselves with his it's a diabetes drug. And so what they don't like they tell you, but it's in that river where you've ever heard the word at the end of the advertisement, is they just qualified it for weight loss and doctors were giving it to everybody. And they're like, oh, by the way, it's got like a 50% chance you're gonna get thyroid

Aaron Woods 51:40
cancer. Come on, though. I mean, let's think about this. I'm going to walk into a doctor's office and they're going to give me a shot that's going to make me lose weight and my first thought would

David Roman 51:49
be like crash your blood sugar and then like I have no idea how to release this ketones.

Lucas Underwood 51:54
If you heard the story about about me getting sick in Texas

David Roman 52:00
I don't think so. So I got only heard the first episode.

Lucas Underwood 52:04
I got this really terrible sinus infection three.

David Roman 52:10
There's this really

Aaron Woods 52:13
was the one I listened to right before I walked down. That's it. Today, but let's let's let's let's talk about the real elephant in the room. And the real elephant in the room is that Lucas obviously hangs out with much more socially like another level than we right because we didn't even know about this shot.

David Roman 52:36
Yeah, that is a fantastic Yeah. Yeah. That you must be here with these. Yeah, whoever he is Robin, Robin.

Aaron Woods 52:43
Some some high class people than we are.

Lucas Underwood 52:46
I know. I'm just I know that. I've got to do something about this. Yeah.

David Roman 52:49
And your friends, your celebrity friends were like, hey, just get this shot and you start looking up going, Hey, this will give me a thyroid cancer. Did you know that? It's just gonna look great. He's dressed.

Aaron Woods 53:01
If he I bet you if he holds up a wineglass that pinkies out. Yep, that's a every time

David Roman 53:06
every bourbon drinker Yancey bourbon.

Lucas Underwood 53:08
I do like fancy bourbon. I do like fancy bourbon.

Aaron Woods 53:11
I found a bottle of Blanton's the other day really in Stillwater at this liquor store that like did you off the wall? How

Lucas Underwood 53:19
much was it? 70 bucks. So you know what that is online right now right? Yes, double across. Oh, yeah. Easy. She didn't know what she had. Right? Well, but see, that's just it. It's like they'll sell them in the store for nothing. You can buy a bottle of of Eagle rare for 60 bucks. That's actually not

Aaron Woods 53:35
true. The only bottle of blends that I have found in stock on the shelf. Now this one was in the back. I just happened to ask and she's like, oh, yeah, I think I got a bottle yesterday. You know, like this one was like on the shelf. You could walk in and buy two $300 Really that's why nobody had bought it

Lucas Underwood 53:49
was a $300. So here's the thing is like when you like in North Carolina, right, you've got the ABC stores that are that they get an allotment of Bartlett's ABC stores. And we got our chi Euro, whatever, it's the only place you can buy liquor. Right? It's an ABC store. You can't go to a normal store and buy something

David Roman 54:07
I think that's that's in Missouri too. So it's all controlled or maybe in Kansas and they can like a liquor store.

Aaron Woods 54:13
Yeah, you can't go to a gas station to buy liquor.

Lucas Underwood 54:16
Yeah, so they they you they can't mark their price up their part their price is what the manufacturer sets the list price is or was it a government organization so you just go in and buy it for whatever so you can buy all models that are super expensive, but now they're hard to get and so you get to be friends with the people at the liquor store you have to in there yep. So you walk in and they got the allotment and it's been put on the shelf and you grab your

David Roman 54:38
How are you not a reseller? Can you not resell the product online?

Lucas Underwood 54:44
I mean, you could but like then you have to have because it's liquor you have to have license to sell it and ship it out of state.

David Roman 54:50
Okay, how hard can that be? Can to be based out of a VA for your state the the what's the rules in South Carolina,

Lucas Underwood 54:58
the guy who are The crunk Galton the the dude who did the bourbon tasting. He worked for 10 years to get a bill passed just to be able to sell bottles of alcohol that were older models and like a year old, like it is unbelievably regulated. It's

David Roman 55:17
like North Carolina. No, it's actually to the country. It's a free for all.

Lucas Underwood 55:22
It's still regulated, like how they distribute the alcohol and everything else.

Aaron Woods 55:26
But what's the weird part though, is like you get out here into the Midwest. And we'll have like, out here in the Midwest, Honey,

Lucas Underwood 55:33
we're in Florida, our in Florida that's in Florida. They have drive through liquor stores. I've seen those.

Aaron Woods 55:40
I actually I played a, I played a concert one time in New Orleans. And the first thing that we did it was like was big fest. Like we were not like a big name act by any means. But it was one of those when we got off the airport, like somebody was like standing there with a sign on what like, so like the first day, so we they picked us up the airport shuttle on us to this this concert grant. And they said, Well, we have to stop somewhere to get something for you guys. Okay, so we went through and it was a drive thru daiquiri liquor store. They live in I have a picture on my phone. They yes, no, no, it's a gallon. They hand you this gallon of this Daiquiri. Okay, so it sounds great. But it's actually not because the problem is as that it's really good. And we drank the entire gallon. Before we took stage. Oh, so we I mean, it was like it was yeah, it was black out bad time. But the idea of it,

Lucas Underwood 56:45
did it turn out okay. Like, how did it turn out? What did the fans think?

Aaron Woods 56:49
I don't remember.

David Roman 56:52
The blacked out.

Lucas Underwood 56:55
What did the people tell you? The fans thought? Well,

Aaron Woods 56:57
we actually got to open up for Joe Nichols is what the show was. And Joe's band thought we were great. But I don't have a clue. I don't.

Lucas Underwood 57:05
Do you know who? Adam churches, Adam

Aaron Woods 57:09
church. I don't know that.

Lucas Underwood 57:13
He's one of those who hot new country singers. A bunch of them went to Upstate, some of the newer Kids on the Block went to Upstate. And so there's a couple of videos that that were their first music videos that there's jars of moonshine being tossed around. And there was conversation about like, Hey, guys, don't know that. That's illegal. Just don't tell anybody where you don't know anything about you can't trace it. Like yeah, exactly. Thank God until they listen to the podcast. or edit that out.

David Roman 57:50
On the podcast, good.

Aaron Woods 57:52
Nobody listens to the first episode. That's exactly

David Roman 57:55
the first episode.

Lucas Underwood 57:57
So where we go from here?

Aaron Woods 58:00
Man, I think that there is I, I love the the direction that it's going. And I think that just because everybody isn't here to be saved doesn't mean that there's not people out there that need it.

Lucas Underwood 58:19
If we, if between all of us, collectively, we make sure that one person doesn't feel like I felt when I started fixing my business. Because I didn't I didn't feel like I had purpose. I didn't feel like I had vision. I didn't feel like I was going anywhere. Sure. And I wanted to leave something more for my kids. And I was stressed out and I was going home and I wasn't being a dad. Sure I was going home and I wasn't being a husband. Right? If we can keep one person from feeling that way. To me that's successful. Because like our world for us feels enormous. You know what I'm saying? Sure. Like as a human being what we face every single day feels like a giant problem. And now to us, we look back at those same problems that they have. And we think Man, that was so small. Why was I even stressed about that? That's not even a big deal at all. Sure. But but to them as they're going through it feel like a big deal. And so if we can help them get from the point that it feels like a big deal to where life goes on. I feel like it was a success.

Aaron Woods 59:29
I'll tell you another quick story is because I love stories. So I meet this this motivational speaker kind of like a you know, Chip type of guy and we meet for coffee. You know in Hutchinson, Kansas. I just talked with him a couple months ago. And he told me a story he said I used to go out and with my granddaughter and go catch like butterflies and little insects if this little nature place, right? Yeah. And he said one time, we used to take this jar, you know, big pickle jar type thing, and we'd go out and we'd drag the net through the, through the bushes. And, you know, you get your net out and you'd see what you caught, you put it in the door. And he said, we we used to catch these little fleas that we put in this jar. And he said that we had, you know, four or five of them that we, you know, my granddaughter had had gotten and she had put in this jar, and we went home and in this jar went up on the dresser, and that's where they stay. And he said, on the way back from leaving the nature center. And for the first couple of days that they had these fleas. He said it was it was annoying, because he would keep hearing this, like all the time. And so he's trying to figure out what what is that noise what what it was was these fleas were jumping up in the jar, and they were hitting the lid on the jar. And so that was that pickle jar lid, you know, that rapid noise. Instead, after a couple of days it stopped. She said he went back in there in the room and it looked in the jar and the fleas were still in there. But they just weren't jumping up and hitting the lid. They were still kind of jumping a little bit, but they weren't hitting the lid. And he says, after a month or so we we decided that we were going to let these please go. And so the granddaughter went out in the backyard, you know, and the granddaughter took the lid off the jar and set the jar there. And they waited, anticipating that these fleas were going to jump out and go right and then ever did. And he said I thought about that. And he said that's almost an analogy to people. When when we have this lid, or what we feel like is a lid that is over the top of us. And it kept us from growing. Well, sometimes we forget to stop. We stopped jumping. Yeah. Right. And we always feel like that lids there. And sometimes when we take that lid off, we still don't know. Amen, that we can jump out of that jar. And I think where do we go from here? I think we teach as many people how to jump as possible.

Lucas Underwood 1:02:18
Yeah. Because they're great. They're passionate jump.

Aaron Woods 1:02:20
Yeah, the lid can come off. And the lid is the information. The information is out there, right. Like you as a shop owner. It doesn't take but a quick Google search to like 50 years ago. Right, exactly. It doesn't take a quick Google search to find the information. Correct, right. But if you don't know how to jump out of that jar, yep. You know, then you're never going to get there. That's it. So we got to figure out, we got to get that lid off. And we got to help them jump. And I think if we can figure out how to do that. That's how you change the industry.

Lucas Underwood 1:02:57
Amen, buddy. I couldn't think of a better place to end

David Roman 1:03:01
or fill that whole jar with bleach or some killed everything while I'm pleased

Transcribed by https://otter.ai