Changing The Industry Podcast

Lucas Underwood [00:00:00]:
You gonna hit record on the atem now? You did it. What'd you do?

David Roman [00:00:12]:
I recorded for like seven minutes straight, and it was zero problems.

Lucas Underwood [00:00:16]:
Reach up there and hit record. Did you change cords or something?

David Roman [00:00:20]:
Changed cords, but I thought I put the better chord on there.

Lucas Underwood [00:00:25]:
That's the chord that I'll. Oh, no, that's the good cord.

Kim Walker [00:00:30]:
Oh, my gosh. The cord fight. Every single time anything ever goes wrong in my car, Brian is like, it's record. I don't know how many new cords I've had. No, it's the car.

Lucas Underwood [00:00:43]:
What kind of car do you have? And you've got a Dodge now, right?

Brian Walker [00:00:46]:
Yep. She drives a Lincoln Nautilus.

Lucas Underwood [00:00:50]:
Oh, yeah. It's definitely the. Definitely the cord.

Brian Walker [00:00:53]:
Her. Her cords. Every one of them. Yeah, you look at the. The lightning connector.

Lucas Underwood [00:00:58]:
I got a snap. Hang on. Okay, continue.

Brian Walker [00:01:02]:
The lightning connector on her chargers all have a little black streak on them.

Kim Walker [00:01:08]:
Where they're like, this goes back to my last car.

Brian Walker [00:01:12]:
And it's. It's every time.

David Roman [00:01:16]:
The cord. What do you mean by cord?

Brian Walker [00:01:18]:
What was the charging cord for?

Kim Walker [00:01:20]:
Like, phones for Apple Play or carplay or whatever.

David Roman [00:01:22]:
Uhhuh.

Brian Walker [00:01:23]:
A little lightning connector. Yeah, yeah, they have a little black streak on them where they're burnt. And anytime I plug my phone in.

David Roman [00:01:30]:
Where are you getting these cords from? 7 11.

Brian Walker [00:01:32]:
And I have to, like, flip it 100.

David Roman [00:01:34]:
He's buying them from Amazon.

Kim Walker [00:01:35]:
Buys me a new one every single time from Amazon.

Brian Walker [00:01:37]:
And then she burns it up again.

Lucas Underwood [00:01:39]:
So I was talking to Alex the other night. I'm laying in bed when we got here, and I'm. I'm texting her and talking to her, and. And then we call and talk for a few minutes. My phone starts beeping. I'm like, that's weird because it's plugged up. Look at it. And it's not charging.

Lucas Underwood [00:01:53]:
And so I'm, like, messing around with it, and I reach over and I, like, grab where it's plugged into the charger, and it, like, I can hear the oil in my fingers sizzle, right? And I'm like, what in the world? And I pull it up and it's all, like, gooey and stuff, Stripping out of it. I'm glad I found that before I went to sleep, you know.

Kim Walker [00:02:09]:
Alarming. Yeah, no, this goes back to our. My last vehicle. It's just stuck in his head that it's your cord.

David Roman [00:02:18]:
You know how many parasitic drains we've had come in? And it's the charging port or whatever they plugged in. They bought one off of sketchy.com and they plugged it in.

Kim Walker [00:02:29]:
I'm married to a car guy, so I'm like, fix it. Like, can you fix my car plate? So, you know, I have to dismantle the entire vehicle.

Lucas Underwood [00:02:38]:
Listen, the thing that I enjoy most and like the most ASMR thing you've ever seen is those people taking wax and pouring it in iPhones and then pulling it out to like, get the stuff out of the ports. Have you seen that? Oh, that's crazy. It's like a professional phone guy, and he fixes phones and he's always showing them disassemble and stuff like that. So he takes a special kind of wax. He holds the phone up and like, he cleans out the speakers and the mic and everything. And it's a wax. And he puts in there just like you're, you know, waxing your nose or your ears or whatever, and he pours it in and pulls it out and all the stuff comes with it.

Kim Walker [00:03:08]:
I can't wait to ask Michael and Justin about this. My first cousins own a computer. What would you. They're an IT company.

Brian Walker [00:03:16]:
They're independent Apple Store. They're authorized Mac, Apple.

Lucas Underwood [00:03:22]:
That's kind of cool. Like Apple Juice or something like that there.

Brian Walker [00:03:26]:
Well, Nortech is the name of it.

Lucas Underwood [00:03:28]:
Yeah. There's one in town called Apple Juice.

Brian Walker [00:03:30]:
Okay.

Lucas Underwood [00:03:31]:
And that's. That's the same thing. Yeah, very.

David Roman [00:03:33]:
You know, it's a good name.

Lucas Underwood [00:03:34]:
Yeah. That's awesome.

Kim Walker [00:03:35]:
They go out and they, like, do I t. For all kind of big companies. And they're always the ones I text for.

Lucas Underwood [00:03:41]:
Right.

Kim Walker [00:03:42]:
You know, you have those family members who text you about car stuff. So I was.

David Roman [00:03:45]:
Do you reply to those? I don't.

Kim Walker [00:03:47]:
I can't wait.

David Roman [00:03:48]:
Take it to a good shop.

Brian Walker [00:03:50]:
Yeah. Tell him I have not turned her into.

Kim Walker [00:03:52]:
She's like, oops, new phone. Who this?

Lucas Underwood [00:03:55]:
Right. I'm not related to you anymore. Don't ask those questions.

Kim Walker [00:03:59]:
Oh, man.

Lucas Underwood [00:04:01]:
You asked about.

David Roman [00:04:02]:
Stop recording.

Lucas Underwood [00:04:03]:
Did it? Oh, well, I don't.

David Roman [00:04:06]:
I don't know what in the hell is going on with it. I really.

Lucas Underwood [00:04:10]:
I think it's you. I think you're the problem.

David Roman [00:04:12]:
You think?

Lucas Underwood [00:04:12]:
Yeah, probably. I'll deal with it later.

Kim Walker [00:04:15]:
I mean, that's a lot of cords.

Lucas Underwood [00:04:17]:
Yeah, he set it all up.

Kim Walker [00:04:18]:
It's probably the cord.

Lucas Underwood [00:04:24]:
We've just had a discussion that the T7 drives give this exact issue with this particular.

David Roman [00:04:30]:
Okay, but I told you that we recorded at Apex the entire time with that T7. Zero issues.

Lucas Underwood [00:04:36]:
Zero. Look, I'm just telling you, like, it's a known thing.

Kim Walker [00:04:40]:
Apex was in November. It was like, a year ago.

Lucas Underwood [00:04:42]:
Yeah.

David Roman [00:04:45]:
That was last year.

Lucas Underwood [00:04:47]:
Yeah. Yeah.

David Roman [00:04:49]:
Really? You what the T5 is.

Brian Walker [00:04:52]:
Because I saw a problem with it, but. Because when I was buying the hard drive and I was in the ATEM group, it said not to use the.

Lucas Underwood [00:04:58]:
Yeah, yeah, for sure. The one we had was a T5. Well, this goober gives the T5 to somebody else. And I don't have my T5 with me.

David Roman [00:05:08]:
How do I change this?

Lucas Underwood [00:05:09]:
Change what?

David Roman [00:05:10]:
This.

Kim Walker [00:05:12]:
Picture of their faces. Like that. Right now?

Lucas Underwood [00:05:22]:
Yeah.

David Roman [00:05:22]:
Go over to output the. I am. I'm there. Capture still. I don't know how to use this thing.

Kim Walker [00:05:32]:
He's the tech scare medium.

David Roman [00:05:36]:
Okay, I'm there.

Lucas Underwood [00:05:39]:
No, because there should be.

David Roman [00:05:42]:
Do I need to switch the doodads? I can switch the doodads.

Brian Walker [00:05:46]:
Switch the doodad.

Kim Walker [00:05:48]:
I'm just waiting for the perfect.

Lucas Underwood [00:05:50]:
I know, right?

Kim Walker [00:05:51]:
Like.

Lucas Underwood [00:05:55]:
Do this.

Kim Walker [00:05:56]:
That's a picture right here.

Lucas Underwood [00:05:58]:
And so you do one. Camera one. We're never gonna let this down, David.

Kim Walker [00:06:08]:
I'll take a Facebook Live in here.

Lucas Underwood [00:06:13]:
Okay.

Kim Walker [00:06:14]:
Did he just say bitch?

Lucas Underwood [00:06:16]:
No, I said bad. I would never say that. My God.

Kim Walker [00:06:24]:
Only because they're not recording right now.

David Roman [00:06:26]:
Oh, we're recording.

Brian Walker [00:06:29]:
Oh, you see the red light over there?

Lucas Underwood [00:06:34]:
You gotta go here. And then you go to.

Kim Walker [00:06:39]:
Oh, that's the picture right there.

Lucas Underwood [00:06:44]:
General There's a button right here where you can set it to what you want your output to be.

Kim Walker [00:06:51]:
I'm just gonna put in our office chat, Say, caption this output. That's gonna be fun.

Lucas Underwood [00:07:03]:
So now just go right here and just. There you go. Make sure that's what you see there. Make sure you're not on the wrong hdmi.

David Roman [00:07:17]:
I'm on the wrong hdmi. That's what I was saying.

Lucas Underwood [00:07:20]:
Oh, no. He's gonna touch something. He's gonna break it. Okay, so it's already broken.

David Roman [00:07:26]:
It's not gonna get any worse. That's why you always hit the buttons. Slapping buttons.

Lucas Underwood [00:07:33]:
I see. Okay. There you go, David.

David Roman [00:07:37]:
Not true. Of a car. You can. You can really mess up a car.

Lucas Underwood [00:07:44]:
But. So you. You asked me or you said that. This sounds really stressful. It is. I'm not saying it's not stressful, but I think if there's anything in life that I have developed with or come away with, with Mom's death and everything else happening, if there's one thing I could take away from it, it's that, like, you don't know how strong you are until you have to go through it. And so then you just. You say, okay, I'm just going to do what I got to do, right? Like, I.

Lucas Underwood [00:08:17]:
I'm not going to stop. I don't have another option, so I'm just going to do what's got to be done. I'm not going to fail. That's not an option. So I'm just going to go. So that's what we're doing.

Brian Walker [00:08:29]:
Sounds like Kim's theme lately.

Lucas Underwood [00:08:32]:
Yeah, I heard.

Kim Walker [00:08:33]:
Yeah, you only heard a little bit.

Lucas Underwood [00:08:35]:
Oh, no.

David Roman [00:08:36]:
What's the theme? What does that mean?

Kim Walker [00:08:38]:
That's the theme of my life for the last. Where are you going? Y'all see how bossy he is?

Lucas Underwood [00:08:48]:
He's not bossy. Hey, listen, I shot a commercial with this guy once. I don't even want to talk about it. I'm still traumatized.

Kim Walker [00:08:54]:
Yeah.

David Roman [00:08:55]:
Was he bad at it?

Lucas Underwood [00:08:56]:
Oh, I'm terrible. You know I'm no actor, right? I told him that I.

Kim Walker [00:09:01]:
Wait, did you tell him to act, or did you tell him to just be himself?

Lucas Underwood [00:09:04]:
No, Brian. Brian knows better than to tell me to be myself.

Kim Walker [00:09:09]:
Point taken. Point taken. Yeah.

Brian Walker [00:09:14]:
Now, I haven't seen the final product yet, but I think it's going to be just fine.

Kim Walker [00:09:19]:
I saw the one before editing and it was. I was pretty impressed.

Lucas Underwood [00:09:22]:
Yeah, it was what I've seen of it. It is. Y'all did a miraculous job. Especially the shot that I love the most is JR sliding in from the side. I only wish we'd have made him just wear socks, take his shoes off so he could like actually slide. You know what? That would have been like the. For full effect.

Kim Walker [00:09:43]:
He would have totally done it, too.

Lucas Underwood [00:09:44]:
Or, or we could have got him like a skateboard and I could have just pushed him over there. That would have been.

Kim Walker [00:09:51]:
You know, Today is his 10 year anniversary with us.

Brian Walker [00:09:54]:
Yep.

Lucas Underwood [00:09:55]:
That is crazy.

Kim Walker [00:09:56]:
10 years of junior.

Lucas Underwood [00:09:58]:
He's a hoot. He's really a hoot.

Kim Walker [00:10:00]:
Do you know how we met him? You know how that came about?

Lucas Underwood [00:10:02]:
Huh?

Kim Walker [00:10:03]:
So when we were five stones and doing local marketing on a local level, we were teaching. And I would be on the. On the circuit teaching stuff. And this guy shows up teaching SEO stuff. And I'm like, who. Who is this coming up in my space?

Lucas Underwood [00:10:21]:
Yeah.

Kim Walker [00:10:21]:
Who is J.R. portman? So I started asking around about him, and everybody loves him. And I think it was the chamber director who introduced us for the first time, or maybe the sbdc. And anyway, met him, fell in love with them. Super great guy, right? And realized we could be friendlies. You know, like, we could help one another. And then, I don't know, a couple years pass, and he's. He reaches out and he's like, hey, can we.

Kim Walker [00:10:48]:
Can we have lunch? Like, yeah. So I go sit down at Kate Street Seafood Station, and he tells me, I am tired of doing the solo entrepreneur thing. Yeah. I really need people. I need to be on a team, and I'm looking for a job, and I'd like to be on your team.

Lucas Underwood [00:11:07]:
Oh, that's awesome.

Kim Walker [00:11:09]:
Yeah.

Brian Walker [00:11:09]:
Except when no position for him.

David Roman [00:11:11]:
Right.

Lucas Underwood [00:11:12]:
You had to develop one.

Brian Walker [00:11:14]:
We hired him, and he developed it. We literally hired him. He came into work, and we're like, find a place to set up.

Lucas Underwood [00:11:21]:
Yeah.

Brian Walker [00:11:22]:
And figure out what you're going to do.

David Roman [00:11:23]:
Pick a corner.

Brian Walker [00:11:26]:
That sounds so crazy.

Lucas Underwood [00:11:29]:
Yeah.

Brian Walker [00:11:29]:
But I look back on that decision, and it's like, man, if we had not made that decision.

Lucas Underwood [00:11:34]:
Oh, yeah. It would be completely different.

Brian Walker [00:11:36]:
That's my. Like, he. He's my integrator.

Lucas Underwood [00:11:39]:
Yeah.

Brian Walker [00:11:39]:
We're EOs, so he's my integrator now as our chief revenue officer, basically runs the business.

Kim Walker [00:11:46]:
And he's done nearly every job in the business, pretty much. And we just. Remember, we sat down and we were like, we don't have a job, and we don't have the funds either. Like, he had been offered a big position at this big agency down in New Orleans. He was like, I don't want to go to New Orleans. I don't want to. I don't want the drive. I don't want the hassle.

Kim Walker [00:12:07]:
And we were working in the office at the time, but, you know, there's just those moments that. That are just divine and, you know, you just can't pass.

Lucas Underwood [00:12:16]:
It was the right thing at the right time.

Kim Walker [00:12:18]:
Yeah, we. We bit the bullet, and I don't know how we found the funds for it, but we hired him, and literally, he walked in. We hadn't even carved a seat for him. We literally were like, find a place to sit and figure out what your job is.

Lucas Underwood [00:12:34]:
Right. And just go at it. Let's see what we get. That's pretty cool. I did not know that.

Brian Walker [00:12:39]:
Apparently, he wanted to, like, run the business, so.

Lucas Underwood [00:12:42]:
Worked out. Yeah, it worked out, because that definitely.

Kim Walker [00:12:46]:
I mean, you've met him. He's phenomenal.

Lucas Underwood [00:12:48]:
He really is. He's a. He's a really cool guy, and he's really chill and really easy to get along with, and he handles, like, most of the. Is it just onboarding or is it, like, the.

David Roman [00:12:57]:
What.

Lucas Underwood [00:12:57]:
What part does he have in that?

Kim Walker [00:12:59]:
There's been a little bit of a shift.

Brian Walker [00:13:01]:
Yeah. I mean, yeah, he was doing all of the sales.

Lucas Underwood [00:13:05]:
Yeah.

Brian Walker [00:13:06]:
But now and operations over the years, we. We've always done inbound sales.

Lucas Underwood [00:13:12]:
Yeah.

Brian Walker [00:13:12]:
We've never had any kind of outbound sales effort at all. And early in the business, I always wanted to keep it small because I felt like, you know, keeping.

Lucas Underwood [00:13:19]:
Yeah.

Brian Walker [00:13:20]:
Keeping the business small allows us to continue to. To serve the clients.

Lucas Underwood [00:13:24]:
Right.

Brian Walker [00:13:24]:
In the capacity.

Lucas Underwood [00:13:25]:
Yeah, for sure.

Brian Walker [00:13:27]:
And then I finally had the realization, you know, that, like, Disney serves thousands or tens of thousands of people every single day and provides an incredibly high level of service. And it was like, okay, so why in the world are we going to hold ourselves?

Lucas Underwood [00:13:43]:
Yeah.

Brian Walker [00:13:44]:
So we have. We've started doing a lot more outbound sales now, and Junior is leading. He's overseeing that team, training them how to do what they're. What they're doing.

Lucas Underwood [00:13:56]:
Right. So that's pretty cool.

Brian Walker [00:13:57]:
It's been a. We've. We're only a couple of months into that, and it's. It's an interesting and fun. You know, it's an exciting transition, you know, for us.

Lucas Underwood [00:14:09]:
What, what's your key takeaway right now from that transition into that.

Brian Walker [00:14:14]:
That it's. It's hard.

Lucas Underwood [00:14:16]:
Yeah.

Brian Walker [00:14:17]:
Yeah. I mean, the. The people who. Who run outbound sales teams and do it successfully.

Lucas Underwood [00:14:22]:
Yeah.

Brian Walker [00:14:23]:
They're special.

David Roman [00:14:24]:
Like.

Lucas Underwood [00:14:25]:
Yeah.

Brian Walker [00:14:26]:
There is special or skeezy. Well, you know, so. All right, that. That's where, you know, like, you got. You got Dutch that, like, Dutch hates sales.

Lucas Underwood [00:14:37]:
Yeah.

Brian Walker [00:14:38]:
And, you know, I. He talks about being a customer advocate, and I know that you're. You're big on the whole customer advocacy thing, and I think that customer advocate advocacy is nothing but ethical sales.

Lucas Underwood [00:14:53]:
Yeah.

Brian Walker [00:14:54]:
And to me, there's only one way that we would do sales and that would be ethically. Right.

Lucas Underwood [00:14:59]:
Right.

Brian Walker [00:15:00]:
So, yes, there. There is a sleazy way of. Of doing sales. There's no doubt about that.

Lucas Underwood [00:15:05]:
Yeah.

Brian Walker [00:15:05]:
But if you have a product that you believe is going to help somebody, I feel like you're morally obligated to sell that product to them.

Lucas Underwood [00:15:11]:
Of course. Of course. And so, like, I guess my question is that. That I don't want to say it takes no like and trust and turns it on its head. That's not what I mean. But to a degree, like, it's a completely different aspect of know, like, and trust. Right. Because, like, right now, the people who come to you already know like, and trust you.

Lucas Underwood [00:15:30]:
You're part of the family that's different when you get into trying to call them.

Brian Walker [00:15:34]:
It's very different.

Lucas Underwood [00:15:36]:
And earn the trust then.

Kim Walker [00:15:37]:
Well, the thing about that is that as we're building and growing a sales team, we're bringing on. So some of them are from in house, but. Right. There's new people, right?

Lucas Underwood [00:15:48]:
Yeah.

Kim Walker [00:15:48]:
Appointment setters, account managers, that sort of thing. And we have killed ourselves. Whatever. Feet on the ground, whatever you call it, you know, like in the industry, making a name for ourselves and making sure that people know who we are. You just said that they know like and trust us. And so you. There are some people that may get a call and have heard of us. So when you bring on those new people, my biggest fear was them not grasping who we are, like really speaking our speak and really connecting in the way that we would want them.

Lucas Underwood [00:16:28]:
Almost seeing you like all the others that have called and offered that service.

Kim Walker [00:16:32]:
Right.

Lucas Underwood [00:16:33]:
How did you differentiate?

Brian Walker [00:16:34]:
Well, I think you're talking about the new people on our team.

Kim Walker [00:16:38]:
I'm talking about the new people on our team. When they call, they're representing us and they call XYZ shop owner who maybe they have heard of us and they know. But then this. This salesperson or this appointment setter does not match that. That was my biggest fear, is just making sure that we're training them up in exactly who we are.

Lucas Underwood [00:17:01]:
One of the things that frustrates me about salespeople is if they call and like, do you know how many sales calls I get for organizations that I'm already working with? And they're like, they don't know. And it's like, dude, that kind of hurts my feelings a little bit. Like, he throws the.

David Roman [00:17:16]:
Do you know who I am?

Lucas Underwood [00:17:17]:
I do not.

David Roman [00:17:19]:
I hear it constantly.

Kim Walker [00:17:21]:
Or you're thinking, how much money do I pay you a month? And you don't.

Lucas Underwood [00:17:24]:
Don't even know who I am.

Brian Walker [00:17:25]:
That's the. That is actually one of the things though that we've had to have conversations about is how do we keep that from happening.

Lucas Underwood [00:17:32]:
Yeah.

Brian Walker [00:17:32]:
Because, you know, we. We just hired Michael Dougherty recently, who was one of my service advisors at Peak Automotive, to be.

Lucas Underwood [00:17:41]:
He's one of our podcasters.

Brian Walker [00:17:42]:
Yeah. So he is now one of our salespeople, shop marketing pros. Well, he doesn't know all of our clients.

Lucas Underwood [00:17:50]:
Right.

Brian Walker [00:17:51]:
And. And one of the things that we do part of the outbound is that, you know, as we have content that we've created because we create a ton of content. Content that we try to. We try to make really just super valuable Content for people to download, and if somebody downloads it, then we'll reach out to them.

Lucas Underwood [00:18:07]:
Right.

Brian Walker [00:18:07]:
And, well, you know, he, he doesn't. If they're not using the same email address that we have in our CRM format or something like that, he doesn't know this person's already a client. So. So that could be happening. And that's one of the things that never happens when you're doing just inbound marketing.

Lucas Underwood [00:18:25]:
Right.

Brian Walker [00:18:25]:
But you can only grow a business so much if you're only doing inbound.

Lucas Underwood [00:18:30]:
Yeah.

Brian Walker [00:18:30]:
And I mean, I have, I've got a responsibility to my team and even to my existing clients to make sure that my business, you know, is successful.

Lucas Underwood [00:18:38]:
Absolutely. And.

David Roman [00:18:38]:
But there's a difference between, you know, are you cold calling, though? Like cold list 10,000 shops one by one?

Brian Walker [00:18:49]:
No.

David Roman [00:18:50]:
Yeah, no, that's different.

Brian Walker [00:18:51]:
However, that's not off the table.

David Roman [00:18:54]:
Yeah. I mean, you're going to have to eventually, but you're doing this like you're sending, here's a free offer, something of value. Now you have a warm lead, now you're doing follow up.

Brian Walker [00:19:08]:
And the majority of this, it's more of a hybrid. It's not true outbound, but the majority of this is us doing Facebook advertising. You've probably seen our Facebook ads. They're probably driving you nuts by now, because I love them. We do a lot of them. We do them at a high frequency and, and people are. Are reaching out to us, you know, saying, hey, I would, I would like to talk to y'all. And when that happens, somebody is calling them, you know, within minutes, usually setting the appointment, and then we do our digital marketing inspection and then we have our call with them.

Lucas Underwood [00:19:46]:
You know, I'm a huge believer that every shop should be working with shop marketing pros, because, like, I am as well, I bet. So, you know, I guess my point is that it did make a tremendous difference in my business. I was just talking to somebody the other day and we were commenting back and forth and he said, I don't believe in marketing, I don't believe in doing that, blah, blah, blah, blah. And I said, like, until you work with a good marketer, you just don't understand. You don't see it. And I'm going to upset people. The people who say that you don't need to market and you don't. They're the ones that don't have performing shops.

Lucas Underwood [00:20:22]:
Right, right. Like, hey, did you see that person.

David Roman [00:20:24]:
Complaining about their marketing, that they were spending a bajillion dollars? I dropped your Name. But then I'm like, I hope they're not with.

Lucas Underwood [00:20:33]:
No, no, no. He. I had already. They already did a marketing evaluation with them.

David Roman [00:20:38]:
Oh, good.

Lucas Underwood [00:20:39]:
He had already set that up beforehand because we were talking and I told him, like, hey, go do this. There have been. I upset. Poor Tony Mercury sent me this long Facebook message and says, I can't believe you.

David Roman [00:20:51]:
Did he really?

Lucas Underwood [00:20:52]:
Yeah. I was like, hey, dude, there's only one marketing company left doing decent SEO. And.

David Roman [00:21:01]:
Hold on, hold on, hold on, hold on. Aren't they with Velocity?

Lucas Underwood [00:21:05]:
Look, I was throwing. I was not throwing shade at Tony, okay? I was not throwing shade at Tony. I was throwing shade at somebody else. Because the person commenting, the person who made the post was saying, like, hey, I'm spending $4,000 a month on SEO. Nothing's happening. And they're telling me it's because I don't have the right type of clients in my neighborhood. And so this whole, like.

David Roman [00:21:28]:
Did you guys see that post?

Kim Walker [00:21:30]:
I don't think I'm.

Lucas Underwood [00:21:30]:
It's multiple posts. It's multiple posts. It's one company. It's one company. And they're getting known for saying that over and over and over and over again. They just keep. Yeah, they're telling all of their clients, oh, it's your demographic, man. I'm really sorry, but there's not that many people here.

Lucas Underwood [00:21:44]:
But, you know, we could up your ad spend, and that would probably help. And then they're like, dude, I've been doing this for months and nothing's happening. And so, like, all these people have been messaging me, and I'm, like, starting to see a trend here. It's one company. I'm not going to.

Brian Walker [00:21:58]:
I don't have a clue who it is that you're talking about.

Lucas Underwood [00:22:01]:
There.

Brian Walker [00:22:01]:
There are. Look, I very much appreciate what you're saying. Yeah, we're not. We're definitely not the only company in the industry that's doing, like, legit and good quality SEO. There are some others out there who. Who are doing.

Lucas Underwood [00:22:15]:
You're the only company. You're the only company that's, like, really close to our hearts and, like, really part of our family and, like, really part of the automobile.

David Roman [00:22:23]:
They're already sponsoring us. It's fine.

Lucas Underwood [00:22:24]:
Like, I'm not even bullshitting. I wish I was.

David Roman [00:22:27]:
You guys see that thing that happened with the Haibu?

Brian Walker [00:22:30]:
No.

David Roman [00:22:31]:
So I posted. You guys. You guys don't hang out on in the Facebook group. It hurts my feelings. It hurts my feelings. 1. Because I want to take credit for all of the times that we spam your name, I want credit for that. One and two till Haibu comes in.

David Roman [00:22:46]:
I had a bad experience. Haibu, like, years ago, gave him, like, my last $2,000 that I had. And I'm like, oh, this. This is gonna turn around my business. It did not. Anyway, it was the last, like, $2,000 I had turned in the whole thing. Anyway, they come in, they're like, yeah, we can sell you this, and we got this. And who's doing your website? And then I said, well, I'm with a company that.

David Roman [00:23:09]:
That just does automotive shops, and they specialize in all over the country. And this, that, and the other. And they're like, oh, okay. Well, I understand. And I'm like. And I'm not gonna switch. I'm sorry. I'm really happy with what they're doing.

David Roman [00:23:20]:
I love my website. Yada, yada, yada. So as they're walking out the door, there was a trainee and a trainer. And as the trainer is walking out the door, she turns around, she's like, I will say your SEO rankings are very good. So whatever they're doing, it's working. I'm like, yeah. Thanks, Haibu.

Kim Walker [00:23:41]:
Oh, man.

Lucas Underwood [00:23:42]:
So something that is close to where I've been here lately that I want to ask about, because I think this is something that people don't think about.

Kim Walker [00:23:51]:
Do you get nervous when he, like, leads in like that? Like, nervous.

Lucas Underwood [00:23:55]:
What.

Kim Walker [00:23:56]:
What do you think?

Lucas Underwood [00:23:58]:
So. So here. Here's my question, because we've talked about ownership, right? Like, multiple times, and. And we've even had talks about, like, hey, if somebody asks for your Facebook login, you don't give them your password, right? And there's reasons for that beyond just like. Like, I. I just shared my password with everybody in the room a few minutes ago. I don't care if y'all have my password. There's nothing I'm worried about, right? Like, y'all can have it says that.

David Roman [00:24:21]:
Now, but wait till I start posting some interesting content.

Lucas Underwood [00:24:25]:
But. But my point in saying that is, is that, like, there's other reasons not to share that login. There's reasons to create accounts and do those kinds of things. Oh, buddy. Let me just tell you how I have learned about that lately. Tell us a good way to manage. You've got a website, you've got a Facebook, you got an Instagram, you got a Twitter, you've got a LinkedIn. You've got all of these assets right? Now, ultimately, the company should own those, right? That's the Way it should be set up, the company owns them.

Lucas Underwood [00:24:57]:
And then if a manager or somebody moves in or out of that position, they would get an account, but the company retains the ownership. Now, let me tell you, I'm going through something where the company does. Does not have anything in its name. It's all in this other person's email address. And so none of it is owned by the company. So Google my business, Facebook. Now, there have been accounts created, but guess what? To market or advertise, you have to put your credit card number into that. And if they own the.

Lucas Underwood [00:25:27]:
What is it the enterprise is it. What is it that Facebook calls that now?

Kim Walker [00:25:31]:
Meta.

Lucas Underwood [00:25:32]:
Yeah, but it's like the they in business suite. Oh, yeah, yeah, but they call like your series of businesses something, right? Like if you have multiple businesses. You know what I'm talking about? No, there's a button in there and it's like Facebook enterprise or something like that. And so if you have multiple things, it's in your business suite and it's like all those different things. Well, they can take that credit card and run ads on their other businesses or do whatever they want and spend that money. And you can't do anything about it. You can't respond to your reviews, you can't work on your website. You can't do anything.

Lucas Underwood [00:26:10]:
And so I have seen four marketing companies in our space that when they come in, they ask for your login for those things, and you say, well, no, I don't want to give you my login. I'll create you a user. They say, no, we have to have your login. What do you think about that?

Kim Walker [00:26:28]:
Yeah. So first of all, there are different levels of administratorship, if that's even a word.

Lucas Underwood [00:26:35]:
Yeah.

Kim Walker [00:26:36]:
Right. And so over the past several years, meta. Right. Has changed. I mean, we've logged in to the back end of Facebook pages, and one is in the business account manager and. And then one is the meta business suite. Like, there's all these. Even the.

Kim Walker [00:26:53]:
Just yesterday, I was in the back end of three different Facebook pages and they looked three different ways. Right. But when you say go with a new company, you can make someone. I just did it yesterday for a client that I still work with in Five Stones. Our original company, they needed to add a new director who is taking over the organization, needed to add them as an admin. So I'm having a private conversation with the guy who's over everything. I'm like, do you want this person to have full admin access so that they can add and remove Other admins, do you want them to have full access for everything? Except that there's advertiser access, there's different levels of access, and I think that's the most important conversation to have. We generally don't ask for passwords because we're just adding that person.

Kim Walker [00:27:49]:
So for example, shop marketing pros. Right. We are the owners of the page.

Lucas Underwood [00:27:54]:
Yeah.

Kim Walker [00:27:55]:
And then we have a business account manager that is also over the page. So it falls under that whole meta background when you log in. And we have Caroline. Y'all know Caroline.

Lucas Underwood [00:28:07]:
Oh, of course.

Kim Walker [00:28:08]:
So Caroline is in there as an admin. But we're very particular about all of, all of, you know, knowing who is an admin and who's not, what level of.

Lucas Underwood [00:28:18]:
Yeah.

Kim Walker [00:28:18]:
Admin rights they have. So depending on who you're adding in there will determine what level of access you're going to give them. And just to take it a little bit further, we actually did a pod. One of our podcasts is all about marketing security.

Lucas Underwood [00:28:35]:
Okay.

Kim Walker [00:28:35]:
We created a marketing security checklist, has all of this stuff on there. And. And then we also, like he asked you a little while ago. So we use a program called LastPass. Yeah, there's a bunch of different ones out there. That's the one that we use. And so when we say hire a new employee, we don't give them passwords to anything. Oh, our employees do not have password access.

Kim Walker [00:29:02]:
We just add them to last pass. And when we add them, you can remote. They can say go to this website and it automatically will fill in the login and the password, but they can't see the password.

Lucas Underwood [00:29:19]:
Dude, I'm getting that asap.

Kim Walker [00:29:21]:
Yeah.

Lucas Underwood [00:29:22]:
And I did not catch on that. That's what that did.

Kim Walker [00:29:24]:
Yes, it does a lot, but that's like the main thing. And then, you know, I think a big, A big security issue is really that business owners, one, they, they don't know who is on their page or profile or whatever. They don't remember who they gave a log into and they fire someone or someone quits. Maybe they leave on good terms, but let's talk about. They leave on bad terms.

Lucas Underwood [00:29:51]:
Right.

Kim Walker [00:29:52]:
And you forgot that you made them an admin with full access.

Lucas Underwood [00:29:57]:
And so they go in and they.

Kim Walker [00:29:59]:
Remove you and now they, they're taking over your profile.

Lucas Underwood [00:30:02]:
I talked to a shop that happened to one time.

Kim Walker [00:30:04]:
Oh, it's more common than you think. They regularly reaching. I, I get people on a, on a pretty regular basis. It's like, oh my God, this happened. And that's why I Y'all probably see me, I don't know, maybe once a month I'll go post on my personal profile. I'm like, please, for the love of God, go through our security checklist and make sure. So when you hire someone, do you have an onboarding checklist that you are following when you bring someone on and then when you let them go?

Lucas Underwood [00:30:34]:
Yeah.

Kim Walker [00:30:34]:
Do you have an off boarding checklist? I mean, there have been times where I fired people and literally I'm on zoom looking at you in the process of firing you. And while I'm telling you, I'm letting you go, here's why I've got this screen up over here. Remove, remove, remove. By the time we get off the call, they have access to nothing.

Lucas Underwood [00:30:56]:
Right? So the, the whole situation, we all know the situation I've been in and I'm, I've shared a little bit here and there and we won't rehash it. But, but I asked the person involved, I said like, hey, they have acts, they, they own the access to everything. And the person in charge said like, I trusted them. I'm like, well you trusted them until you didn't. Right, right. And like there was no reason to ever think this was going to happen. And so. Well, why'd you do that? Well, I didn't know anything about that stuff.

Lucas Underwood [00:31:30]:
And like we get this fatigue from all these different websites and all these different logins and all of these different things. And the thing in question, I was telling David, there's probably 75 subscriptions right now of different things. And it's Wix and it's WordPress and it's Cloudflare and it's Notion and it's Zoho and it's just like one thing right after another and everything is spread across all these platforms. Well, if you're an owner, that's a lot to manage. Right. And so like I think about shopware and I think about autoflow and think about the things that we use in shop marketing pros. It's all fairly integrated, right? Like it's all fairly tight together. I don't have all these different logins and all these things to do, but I mean like that particular business has four point of sale systems in it and to try and figure out who's the admin and who owns this and who can do something about it.

Lucas Underwood [00:32:21]:
Do you know how much work it is to call somebody and prove to them that you're the owner of something?

Kim Walker [00:32:26]:
Yes.

Lucas Underwood [00:32:27]:
And you do that with Facebook and they're like, sorry, you do that with Google, they're like, hate it for you, man. Like, I really do. Yeah.

Brian Walker [00:32:34]:
To gain access to something. But it, I think normally what, what gets people into a situation like this is they go, they assign an employee with, hey, go create a Facebook page or, you know, us, or, you know, let's, let's get on Google Suite. Go set up, you know, Google Suite for our, for our email.

Lucas Underwood [00:32:55]:
Yeah.

Brian Walker [00:32:56]:
And when that person is doing it, they're not sitting there thinking to themselves, oh, I could steal this one day.

Lucas Underwood [00:33:02]:
Yeah.

Brian Walker [00:33:02]:
They're sitting there thinking to themselves, this would be easiest for me to just set it up with my email address, since they tagged me to do it. And, you know, they're, they're backup email addresses, their personal email address. And before they, you know, before you know it, they own your company's email platform.

Lucas Underwood [00:33:22]:
Right.

Brian Walker [00:33:23]:
Or they own your social media page. And if something happens where they get hit by a bus or if they do, like, if, if there's a falling out and they decide that they want to use it.

Lucas Underwood [00:33:36]:
Right.

Brian Walker [00:33:36]:
To do bad things, there, you can't do anything. Yeah. There's nothing that you can do.

Lucas Underwood [00:33:41]:
And truthfully, it's theirs.

David Roman [00:33:43]:
Right.

Lucas Underwood [00:33:43]:
Like, at the end of the day, it's theirs.

Brian Walker [00:33:45]:
I think legally it belongs to the company.

Lucas Underwood [00:33:48]:
Right.

Kim Walker [00:33:49]:
You know, but they were an employee when they did it.

Brian Walker [00:33:51]:
Proving that.

Kim Walker [00:33:52]:
Yeah.

Lucas Underwood [00:33:52]:
That's a whole different ballgame. Right. Because that's what, that's what I'm talking about, having to go through all this.

Brian Walker [00:33:57]:
And there are cases where that could put you out of business in the time that it took you.

Lucas Underwood [00:34:01]:
Yeah.

Brian Walker [00:34:01]:
To. To gain control over.

Lucas Underwood [00:34:03]:
Well, and like, in the instance I'm talking about, there's credit cards. Right. And so all these subscriptions have credit cards on them. Well, you know, and you never go in. Andy Andrews says, like, hey, I don't think we're wired with the ability to make good decisions all the time. In fact, I would say that we typically don't make good decisions. And he says, you know, but we are wired with the ability to go about setting them and making them right if we make the wrong one. Because your best thinking got you into the worst place you've ever been.

Lucas Underwood [00:34:32]:
Right. Like, you don't go into this thinking this person is going to do this or we're going to blow up this relationship at some point. Like, in the case I'm talking about, like, there's a lot of trust and a lot of love and a lot of like, hey, I'm not even, even if you do, I Don't care. Right. Because I love you. I care about you. I want the best for you. Right.

Lucas Underwood [00:34:50]:
You don't ever think that's gonna happen, but it does.

Brian Walker [00:34:54]:
Yeah.

Kim Walker [00:34:54]:
I think the scariest word that's been said here today is trust. And we talk about know like trust all the time. But I, I can think of five different business owners right now who some were in the industry, some are not, who had someone that worked for them that they trusted like as much as you could, like Brian said, until they couldn't. And there was one in particular one day it was a general manager, like top level person that decided to part ways and it should have been an easy no problem, but in the process of it, it turned bad. And it was someone that the business owner just adored, never in a million years ever thought, but had none of that security in place. And you were talking about the credit cards, like in LastPass. We have credit cards in LastPass, but just like the passwords, we can give access to a credit card to someone but they can't see anything. And it's only certain people that we allow to have access to that.

Kim Walker [00:36:00]:
But it's also a certain level of access. So it's. And I'm talking about our credit cards, we don't have, you know. Well, no, we do have our, our client credit cards are in there, but people are not allowed to access.

Lucas Underwood [00:36:12]:
Yeah, they're for like the ad spend and stuff.

Kim Walker [00:36:14]:
Yeah, yeah. Hey, because we don't just have credit card like even papers, like we don't have papers of credit card numbers. It's all put into, I don't even remember the name of the program but you know, an E signer E document kind of thing, I don't mess with that.

Lucas Underwood [00:36:31]:
So I don't know, but like DocuSign or something.

Kim Walker [00:36:33]:
Yeah, it's something like that.

Lucas Underwood [00:36:35]:
But I mean, I think you look back in the instance that I'm talking about and you try and figure out like, where did we go wrong and how did this happen? And there's a documentary on Netflix or Prime and it's called all the Queen's Horses. Have you ever heard of it?

Brian Walker [00:36:58]:
No, I've heard of it.

Lucas Underwood [00:37:00]:
Crazy. Absolutely crazy. And so it's this woman who everybody loves and thinks she's wonderful and she's a controller, a financial controller for a town. And somewhere in the middle of her job, another town sends a letter and says, hey, just think it's really odd, like we have the same size town, we have the same size population, have the same size budget. You are borrowing millions of dollars and you're in massive amounts of debt and we're stacking cash. Just think, maybe you should look at it. The letter went to the lady, didn't go to anybody else. And so one day, I'm not going to spill the beans.

Lucas Underwood [00:37:40]:
You should go watch it. Right. But I'm not going to spill all of it. One day, there's this lady who works in the office, and the other lady was out on vacation or something, and she was told to fill out a report, and she's going down this list, and she's like, that's odd. Never seen that bank account before. What is that bank account? She goes to the mayor and she says, I don't know that this is a problem, but I just think you need to know that we've moved $52.6 million through this account. Can you look into this? And he said, well, don't say anything to anybody. Let's just keep it between me and you, and I'll see what I can do.

Lucas Underwood [00:38:15]:
Three days later, the FBI rolled in.

Kim Walker [00:38:17]:
Whoa.

Lucas Underwood [00:38:18]:
And the story is insane.

Kim Walker [00:38:19]:
Is this a true story?

Lucas Underwood [00:38:20]:
Yeah.

Kim Walker [00:38:21]:
Stop it.

Lucas Underwood [00:38:21]:
Yep.

Brian Walker [00:38:22]:
On a much lower level, the base. Basically, that thing happened in Peyton's elementary school.

Kim Walker [00:38:27]:
I. That was the.

Brian Walker [00:38:28]:
The principal who went right. Wind up bank accounts and started having the parents writing checks that were going into this bank account that she owned. And.

Lucas Underwood [00:38:39]:
Holy crap.

Brian Walker [00:38:40]:
When it came time, and you know, this has to do with all of the DEI stuff and all of that, when it came time, instead of them taking the action that they should have taken against her, which would have put her in prison.

Lucas Underwood [00:38:53]:
Right.

Brian Walker [00:38:53]:
They just quietly let her go.

Lucas Underwood [00:38:55]:
Oh, my God, Brian.

Kim Walker [00:38:57]:
This is off topic, and I know y'all don't care, but I. I have to say one thing about this human.

Lucas Underwood [00:39:03]:
Right.

Kim Walker [00:39:04]:
I don't know if I can even call her. But anyways, I'm not going to take too long because I know that's not what we're here for. But Mama bear, I'm just going to say this lady is the one who looked across the table at Brian and I one day. Can I tell it?

Brian Walker [00:39:22]:
Yeah.

Kim Walker [00:39:23]:
And said, let's. This is a laboratory school connected to the university. So it's like we're soon to be teachers are doing teaching. Right. I mean, there's regular teachers there, but this is where they're getting their practicum stuff. And it's right. Right across the street from us. We.

Kim Walker [00:39:41]:
He walked to school and Peyton was a great kid.

Lucas Underwood [00:39:45]:
Yeah.

Kim Walker [00:39:45]:
Like, he's a great kid. And she looks across the table and says, let's just face it. Peyton is not Ivy League material.

Lucas Underwood [00:39:56]:
I'd have probably knocked her teeth out.

Kim Walker [00:39:58]:
He probably should be at a different school, not like a. Just not that school. And I was an educator. Brian usually like he was with me, but he's like, you're the educator you handle. And they know that. If I say, my head is tingling like we're about to go to war, right? And I say, look over at him. And I said, my head is tingling. And I took a breath and I looked at her in her eyes and I said, so.

Kim Walker [00:40:26]:
And so you will leave this school before Peyton will leave this school. This is my school. This is Peyton's school. This is our community. You do not live here. He will not be leaving this school. Fast forward. Where is he today?

Lucas Underwood [00:40:43]:
Yeah, exactly.

Kim Walker [00:40:44]:
I wanted to send her a graduation announcement, basically, in an Ivy League school so bad.

Lucas Underwood [00:40:50]:
That would have been awesome. Well, you know, anyways, we. We had.

Kim Walker [00:40:53]:
She's not there anymore.

David Roman [00:40:54]:
We had school, but he has to do a lot of running.

Brian Walker [00:40:57]:
Yeah, yeah, yeah. It's the military.

David Roman [00:40:59]:
That's the worst kind of school.

Lucas Underwood [00:41:00]:
What are you talking about?

David Roman [00:41:02]:
It's like, hey, we have really strict academic standards and you're gonna run?

Kim Walker [00:41:07]:
That had nothing to do with the conversation. But he just lit me on.

Brian Walker [00:41:10]:
I started going somewhere in the beginning of this conversation, though, she might get mad at me for. For circling us back around.

Lucas Underwood [00:41:15]:
She doesn't get mad.

David Roman [00:41:18]:
Her head tingles.

Brian Walker [00:41:21]:
But you were, you were talking about how, what are you going to do, just give up when all of these things are coming at you? Yeah, she just blessed through a series of. I mean, just in the last few weeks, losing her mother and, you know, it seemed like after that happened, just one thing after another after another.

Lucas Underwood [00:41:39]:
Yeah.

Brian Walker [00:41:40]:
You know, has. Has continued to happen. And it's like you say you. You can't just be. You can't just quit. And Cecil was talking about that this morning, you know, in his. In his opening session about how, you know, being in business is.

David Roman [00:41:58]:
It's.

Brian Walker [00:41:59]:
Yes, it is. It's a roller coaster.

Lucas Underwood [00:42:01]:
Yeah.

Brian Walker [00:42:02]:
And if today is a great day, probably going to be raining tomorrow. Yeah, it's raining today. The sun's probably coming out tomorrow. But the resiliency that it takes to do this is like, it can be off the charts.

Lucas Underwood [00:42:19]:
You know, when I first started working with Rick years ago, I would get into these negative cycles and I couldn't break them. Right. And it was, everything's wrong and nothing's going to work. And so he sent me some videos.

David Roman [00:42:36]:
Did you stop doing that? Because you're still doing that now?

Lucas Underwood [00:42:39]:
No, I was way worse. Way worse. I need to. Yeah. Perfect. Thank you. Good, good. The David side.

Lucas Underwood [00:42:52]:
But I. I built a habit in myself that it didn't matter what it was. If this is the worst thing that happens today, today's gonna be a good day, right? Because, like, you can't do anything about it. You really can't. Like, and he hears my whining and bitching and complaining, and Kim does, too, but, like, you know what I'm saying? You can't control it, so you can't get focused on it. And you can't. The overly positive will eventually wear you out, too, right? You can't be overly positive because, like, eventually your mind just says, are you effing blonde? Right? Like, this is bad, you know? And, like, in my dad's situation, my dad is extraordinarily positive and always is, right? And there's been a few times where he's been like, what in the hell are we doing? Why are we even trying to do this? Like, this is crazy. Why? Why should we be doing this? But at the end of the day, we pick up the pieces, pick up whatever it is we got, and we march forward and we say, it's going to be what it's going to be, right? I don't think failure is an option.

Lucas Underwood [00:43:57]:
I don't think giving up is an option. Because, like, the. I sent it to you a long time ago, and it was Jordan Peterson. My cross to bear, right? And the video, I've sent it to you, too. But the video that made Jordan Peterson so famous is one where he's just walking around in this one little room.

David Roman [00:44:19]:
Sorry I was the tail.

Lucas Underwood [00:44:21]:
The ADHD is bad. And so he's walking around this room and he said, you're oppressed, and you're oppressed, and you're oppressed and you're oppressed. And he's like, you can break this down for years and years and years and years, and you can find all these reasons that all of us are oppressed. He said, the reality is life is not fair and it never will be. And so you have a choice to make. Are you going to lay down in the corner and cry? Are you going to pick yourself up and go on? Because that's the option, right? Like, you're going to give up or you're going to go. And so I don't think that giving up is an option. Like, I get that it's hard And I get that it sucks.

Kim Walker [00:45:01]:
Yeah.

Lucas Underwood [00:45:02]:
But I can't find myself laying in the corner crying about it.

Kim Walker [00:45:08]:
Right.

Brian Walker [00:45:08]:
And the people who, who live easy lives, we wouldn't want to trade lives.

Lucas Underwood [00:45:13]:
No.

Kim Walker [00:45:14]:
But they don't think they live an easy life. You know what I mean?

Brian Walker [00:45:16]:
But we, you know, that is exactly right. They have no idea with entrepreneurship in general and just how difficult it is. It also, you know, if you run a business and run it well, it affords you a life that you would never be able to have otherwise.

Lucas Underwood [00:45:31]:
Right.

Brian Walker [00:45:32]:
But you, you don't get to like it. You don't just take the good with the good.

Lucas Underwood [00:45:37]:
Right.

Brian Walker [00:45:37]:
You know, you have to take the bad with the good for sure. And it's just part of it.

Lucas Underwood [00:45:43]:
Right.

Brian Walker [00:45:43]:
And the, you know, the more things that you have going on with running a business and the more people that you make yourself responsible for, which is what we do every time that we take on an employee.

Lucas Underwood [00:45:52]:
Yeah.

Brian Walker [00:45:53]:
You know, we're up to 41. Well, 40. 41 just quit this morning.

Kim Walker [00:45:59]:
You know, so literally, while Cecil was talking about good day or bad day.

Brian Walker [00:46:06]:
Someone we hired on on Wednesday. Her first day was Wednesday of last week. And today decided it just Thursday.

Kim Walker [00:46:15]:
The story is she was interviewing with two companies and we offered first, and then she just got the offer with the other company. And the schedule's more flexible for her family.

Lucas Underwood [00:46:25]:
And so she'll be back in a couple months is what you're telling me.

Kim Walker [00:46:27]:
No, she won't.

Brian Walker [00:46:28]:
She might be back, but she won't get hired.

Lucas Underwood [00:46:30]:
Right.

Kim Walker [00:46:31]:
The funny thing about that is that sometimes people leave and they think the grass is greener and then they realize, oh, crap, what did I do? And so there are times when I'm like, that's the best person to bring back. But that won't happen with her. She just. I feel like it was just dishonest, like.

Lucas Underwood [00:46:50]:
Yeah, yeah.

Kim Walker [00:46:50]:
You know, that's a lack of commitment.

Lucas Underwood [00:46:53]:
Yeah.

Kim Walker [00:46:54]:
I literally got her long slack message smack in the middle of Cecil talking, and my face just drained of blood probably. And I'm like, oh my gosh, I cannot even deal with another thing right now. And this one Casey and Vi is not watching on the video. See my eye roll, eye roll taps my shoulder and says, are you listening to what Cecil just said? And we're sitting on the doghouse four rows back or something on the edge. And I'm thinking, okay, you have choices. What are you going to do?

Lucas Underwood [00:47:38]:
Smack Brian right here in front of God and everybody.

Kim Walker [00:47:41]:
But you know, Dan Clark said, today I Think it was Dan.

Lucas Underwood [00:47:44]:
Yeah, he was a phenomenal speaker.

Kim Walker [00:47:46]:
Really incredible. But he said something like that. Something that, you know, people are watch. Like, how. What's your capacity? Or what's your high point? Like, how. How high can you jump?

Lucas Underwood [00:47:59]:
Yeah.

Kim Walker [00:48:00]:
Well, everybody around you knows they're watching you. They see what you can do every day. And so I do feel like we're kind of in the public, you know, like, people all the time are approaching us that I don't know, but they know us, and so you have to always be on. And we're big believers that to whom much is given, much is required. So I just kind of play that in the back of my head all the time. I've got a tattoo favoring fair on my arm.

David Roman [00:48:30]:
See, the key is to act unhinged all the time. Well, then people leave you alone, and then when they come at you, you just act unhinged, because that's what they expect.

Lucas Underwood [00:48:42]:
Well, there's a couple times it's not worked out in his favor.

Kim Walker [00:48:45]:
Yeah.

David Roman [00:48:46]:
When.

Kim Walker [00:48:46]:
I mean, we're friends on Facebook. You see, I'm not the. Everything's glorious. I put real life out there. I just believe I'm supposed to. You know, people need to see that life's not easy all the time. Here's how I handle it. But he also talked about, you know, just kind of.

Kim Walker [00:49:04]:
To your point, I literally did. There was a couple of days ago where I just wanted to. I wanted to crawl up in a ball in the corner, just hide, cry. I can't because I'm menopausal and I'm on testosterone. So, like, I just can't cry anymore, really. And sorry if that's too much for y'all.

Lucas Underwood [00:49:23]:
No, no. Listen, princess over here got his. His numbers all out of whack. We cried over movies, and we cried over music, and we cried over.

Kim Walker [00:49:32]:
Oh, my God. I mean, there's times when you want to have a good cry, and I just. It just doesn't come like that. But anyways, I wanted so badly to just ball up in the corner and just escape for a while, and I don't know, just something. It was like, that is not a choice.

David Roman [00:49:50]:
Instead, you wanted to go bench press. Yeah, there you go. It's that testosterone.

Kim Walker [00:49:57]:
Baby wanted to deadlift. I can't because of stupid back surgery. So, you know, like, I'm limited on every corner, but, you know, you just get to the point, I guess, depending on your mental strength. Like, how are you going to handle when everything is coming at you? Because, I mean, you started this, Brian Walker. But I had major back surgery in October. My mom had a major fall in November. We put her on hospice in December. She passed away January 15th.

Kim Walker [00:50:26]:
My sister, who lives next door, had severe, nasty flu. Ended up in the hospital first week of January while my mom was on hospice. She got fine. She got out. My niece, who's 32, without getting into that whole long story. She's 32. She had to have open heart surgery.

Lucas Underwood [00:50:43]:
Oh, my God.

Kim Walker [00:50:44]:
There's a whole thing with that. That's a whole nother thing.

Brian Walker [00:50:47]:
Addiction.

Lucas Underwood [00:50:48]:
Oh, man.

Kim Walker [00:50:49]:
I didn't say it. Yeah.

Brian Walker [00:50:52]:
So she doesn't listen to this podcast? No.

Lucas Underwood [00:50:55]:
I mean, I think it's. I think it's important to talk about.

Kim Walker [00:50:58]:
Yeah.

Brian Walker [00:50:58]:
I mean, she's using, you know, dirty needles and got a bacterial infection in the hospital long enough to get well because she needed to get out to get to the drugs. And addiction is a nasty thing.

Lucas Underwood [00:51:10]:
One of my wife's friends, her son, lost his girlfriend to the exact same thing.

Kim Walker [00:51:16]:
It's outrageous. Well, she ended up with an infection that went to her heart and damaged a valve. And they had to replace a valve. That's a very rare. You don't really ever replace that valve. And that just happened literally two weeks ago. She's still in the hospital today. Then my sister, her mom, the same one that had the flu, ended up with a seizure a couple days ago.

Kim Walker [00:51:39]:
She ended up in the hospital. Just found out today my brother has pneumonia. Am I leaving something out?

Brian Walker [00:51:45]:
There's probably more, but also, it's.

Kim Walker [00:51:46]:
And we've hired five people.

Brian Walker [00:51:48]:
It's not just that these people have this going on. It's that Kim, you know, because of some disabilities and stuff, Kim helps them with a lot of stuff. And it just puts more and more.

Lucas Underwood [00:52:02]:
And she. The thing about Kim is she internalizes so much of that stuff. Right. Not in a bad way, but I think she. She says, I'm gonna fix this, and I'm gonna be part of solving this problem. And because she does that, it's like, okay, I'm gonna fix this. But you can load yourself up so much that when so many things come at you, it can be hard to fix everything that's coming your way.

Brian Walker [00:52:25]:
She's a fixer.

Kim Walker [00:52:26]:
I'm a fixer, but that's also a problem. Like, I mean, I have control issues. There's no doubt. This is like a chem therapy session up in here. I have control. I'm trying to, like, control all the things and fix all the things and handle all the things. But I'm also trying desperately to figure out boundaries. Like, do I really need to do that? Because it has just been a lot lately.

Kim Walker [00:52:51]:
But you can't do the thing.

David Roman [00:52:53]:
What you got to do is like, stop caring.

Kim Walker [00:52:56]:
Oh, that's.

David Roman [00:52:57]:
You get to a point, it's like, you know what? I got problems. You need to handle your business. I understand if they are like old people. I understand old people. Because, you know, they get to the point, like your mom falling, it's always after the falls, right? You got to be really careful with those falls. They fall and something happens and you gotta take care of them. Okay, fine. I'm okay with that.

David Roman [00:53:20]:
Like grown adults that are perfectly capable of taking care of themselves. But there's always some drama or some BS or this happened, or it's always something. He's just like, you know what? I don't care.

Kim Walker [00:53:35]:
That's the perfectly capable part.

David Roman [00:53:37]:
Yeah, Perfectly capable. You're like, you could handle this, but just.

Brian Walker [00:53:41]:
But these.

David Roman [00:53:42]:
Dump it on something else.

Brian Walker [00:53:43]:
They're not perfectly capable.

Lucas Underwood [00:53:46]:
You know, I don't know. I think that we all have these challenges. And I think back about a client of mine who's very, very well to do, right? Super nice guy, one of the greatest human beings you'll ever meet. And he comes to pick up his car one day, and he's standing in front of me, he's getting ready to pay. And this was at a time when, like, if I had 50 bucks in the account, buddy, we were rolling, right? Like, I thought we were doing good and I was depending on that money, right? And he gets a telephone call and he just gets this look on his face, and he turns around, he walks right out the door, and he doesn't come back for two weeks. And I'm. This is one of the first times I ever worked for him. And I was like, that was weird.

Lucas Underwood [00:54:27]:
And so I'm already, you know, we. We get into the shop owner groups, and we're talking about, like, I'm going to fire him and I'm going to tell him never to come back. And a couple weeks later, he walks back in and he said, son, let me tell you something. Said what? He said, with a business that earns substantial revenue, the more money it earns, the more liability and the more challenges you'll face in your life. And I said, okay. He said, I'm sorry for walking out on you like that the other day, but I had an incident. And I said, what was the incident? He said, we had an employee that had been fired And I told my team not to bring him back, but we, we brought him back because we were shorthanded. And he said, I just had a bad feeling in my gut not to bring this person back.

Lucas Underwood [00:55:10]:
He said, now I have a team of over 1800 people. And he said, so they have to have autonomy to make decisions and do as they need to do. And he said, this man broke a valve off of a 20,000 gallon propane container full of liquid propane, doused himself and his co workers in liquid propane, and no longer is with us on this planet. And he said, I had the responsibility of going and telling his family about it. And he said, so just remember that money is great, but the more money you make, the more responsibility that comes with that and the more challenges that you'll find. He said, you'll get through it and you'll be okay. But you need to know that. And the Tim Kite video, everybody bitches at me for talking about all the time.

Lucas Underwood [00:55:51]:
He talks about the pathway to greatness. And he's like, you get to the edge. And he's like, it's both productive and uncomfortable. And he's like, it's productive discomfort to go across that and get to excellence and get to that next level. And so you think about that and you think about these people who have really gained that excellence, and you think about these shop owners who have done great things and these marketing companies who have done great things. They've all had to fight through some really tough stuff to get there, right? And one of the things that Tim Kite says is he said, a lot of people get right up to that edge and they say, ah, that's pretty hard. I think I'll just go back. And he said, there's nothing wrong with that.

Lucas Underwood [00:56:29]:
But it's not where greatness happens. It's not where excellence happens. You've got to push through that. The last summit, there was a man here and we were interviewing him. And I tell this story all the time. And he says, I just opened my QuickBooks and I saw how many employees I'd been through, and I said, I'm going out of business. I just can't do this anymore. I just don't have the heart for it.

Lucas Underwood [00:56:51]:
There comes a time when you got to make that decision. You say, I'm gonna go or I'm gonna stop. Right. My problem is, even when I should stop, I tend to go, yeah, you.

Kim Walker [00:57:02]:
Know, something we've started doing that has made a big difference, I think, for you as much as me, I think is so we have 40 employees today at this moment. And we started counting up how many people are in each household.

Lucas Underwood [00:57:20]:
Yeah.

Kim Walker [00:57:22]:
Now, we just hired five people last week, so I don't have my updated number yet, but, you know, like, for us it's three people.

Lucas Underwood [00:57:30]:
Yeah.

Kim Walker [00:57:30]:
Right. So I started tallying it up and now we share that number on a fairly regular basis with our entire team. You just did it in your video, I think recently is to say, you know, there's 40 employees here.

Lucas Underwood [00:57:44]:
Yeah.

Kim Walker [00:57:45]:
But it represents 150 mouths. They're being fed. And it, it was a big mind shift for people, for sure. Sometimes when there are things in the business that just get frustrating, I'm like 150 people eating.

Lucas Underwood [00:58:00]:
Yeah.

Brian Walker [00:58:01]:
I had to fire someone that everybody on the team loved.

Lucas Underwood [00:58:04]:
Yeah.

Brian Walker [00:58:05]:
And I think that was when, when I talked about it. And that's, that's been, that's been a little while.

Kim Walker [00:58:10]:
Is it the one you had to fire because I refused to do it?

Brian Walker [00:58:12]:
Yeah. Yeah. It's probably been six months ago. Great. Great guy.

Lucas Underwood [00:58:16]:
Yeah.

Brian Walker [00:58:17]:
Just serious lack of attention to detail.

Lucas Underwood [00:58:20]:
Yeah.

Brian Walker [00:58:21]:
And over and over and over, you know, and it's like we're not going to, you know, do 200 edits after you develop a website, like.

Lucas Underwood [00:58:31]:
Right.

Brian Walker [00:58:31]:
We can't continue doing that kind of stuff. But really amazing human being otherwise. And I had to, I had to fire him. When I was talking to the team about it, it's like I can look at it and say, I don't want to let this one person go.

Lucas Underwood [00:58:49]:
Yeah.

Brian Walker [00:58:49]:
But I'm going to put the, the hunter. At that time, it was around 135 people in. In jeopardy.

Lucas Underwood [00:58:57]:
Yeah. Because of one person.

Brian Walker [00:59:00]:
You know, I've, I've done that before. You know, you go back to our story of 2008. Well, not, not the exact. I didn't choose one person over this, but I have, I've lost a business because of, for other reasons. And I don't want to ever do that again. I don't, I don't want to, to cause, you know, 135 people to lose the, the source of income that's putting food on their table. Because I chose one person that I, that I didn't want to fire.

Kim Walker [00:59:36]:
What was said?

Brian Walker [00:59:37]:
People do that every day.

Lucas Underwood [00:59:40]:
For sure.

Brian Walker [00:59:40]:
I hear, I hear shop owners talk about, oh, I should have fired this person a long time ago.

Lucas Underwood [00:59:45]:
Yeah.

Brian Walker [00:59:46]:
And that's what they're doing is they're choosing that one person over all of the other people in their business. And the people that are depending on them.

Lucas Underwood [00:59:53]:
Yeah.

Kim Walker [00:59:53]:
Well, it was said in, you know, we're here at the summit with the institute. Twice it was said by two different speakers today. What are you tolerating?

Lucas Underwood [01:00:01]:
Yeah, you permit what you. Or you promote what you permit. You know, along those very same lines, a little bit different. One of the things that this deal that I'm going through in life right now has really, really painted a picture for me is that as leaders, we have tremendous responsibility, whether we want it or not. Right. And I admire David for a lot of reasons. But one of the reasons is instead of trying to, like, expand this thing into this big, huge thing, it's like he's got it where he's comfortable with it, and he's got the people there that he wants to work with and the people that he wants to engage with, and he wants to be part of his family. Right.

Lucas Underwood [01:00:43]:
Because they're a family. When I stepped into this situation completely by accident, had no desire to do what I'm doing right now. I'm just going to do what I can to make things the best that I can make them. I started talking to all these people, and I realized they had all been made promises, and they had all been told these things, and they had all been given this idea, and then there was no leadership. There was no thought leadership, There was no cultural leadership. This is what we believe, and this is where we're going, and this is why we're going here. Right. And the really sad thing is, I've seen how it's negatively impacted their personal lives because there was no vision.

Lucas Underwood [01:01:25]:
Right. They didn't feel like they had meaning. They didn't feel like they had purpose. And when we go to work every day, it was one of the saddest things I've ever seen. When I look and I see on the survey results, every single one of these people come back and say, well, I'm just here to earn a paycheck. I'm just like, you don't think that you're impacting someone else's life. You don't think that you're making someone else's life better? We are at work eight hours a day. And so much of your life, the meaning of it is derived from what you do on a daily basis.

Lucas Underwood [01:01:57]:
And if you're telling me, like, I literally get up to get a paycheck every day, that's a really sad place to be, you know? And so I recognize.

David Roman [01:02:06]:
Think about how little time you spend outside of work.

Lucas Underwood [01:02:08]:
Yeah.

David Roman [01:02:08]:
You mean you're getting ready for work? You Going to work, then at work, then you leave and then you gotta unwind and you're thinking about work. And so what do you got, like maybe four to six hours, maybe of like a wake per day. And so you don't care about the eight to 10 hours that you're at work dealing with work stuff, you're giving that away to, then what? Enjoy your four to six hours and the two weeks vacation. That is the stupidest mentality.

Kim Walker [01:02:38]:
Yeah.

Lucas Underwood [01:02:38]:
And in this instance, right, the person who was leading all this, when you go back and you look and you, you saw what they did. They, they saw human beings as numbers. It was all an attempt to get somewhere. Right. And when, when you see the impact, because these people have never been asked, how do you feel about this? How do you feel about work? What do you think your purpose is? Like what? Right. I. At mom's funeral, a man named Johnny Reese came up to me with tears streaming down his face. He came up and he gave me a hug and he said, you know, if it wasn't for your mom and dad, I would have committed suicide.

Lucas Underwood [01:03:17]:
And I'm like, why? He said, well, he said, I had a rough relationship with my dad and my mom had died and I was 14 years old and I came to work at Mystery Hill and they brought me in as their family and they treated me as family. Now he went on to be a captain of the Police Department for 10 years, influenced all these other people and shaped the way the community grew and shaped people that he had interactions with and made their lives better. And so I was talking to my dad the other day and I said, you know, I said, what's a shame is that we have a responsibility, these people that work for us to guide them and shape them. The same way you did for him. Right. We have a responsibility to give them vision and give them purpose and show them even if they're not going to be here, like, this is not a dead end job. You're learning skills and talents and things that you can take into the rest of your life. And sometimes as leaders, we get so focused on what's wrong and what it is we need to do and all the problems that are present with the business and how am I going to pay the bills that we forget that our ultimate responsibility is to human beings, not dollar bills.

Lucas Underwood [01:04:20]:
Right. And I tell people all the time, like, I'm the legacy. My family left had nothing to do with money, had to do with the way they made people feel. Money, because you're not taking it with you. It evaporates into thin air when you're gone. Right. Like, if you're only focused on that, how do you develop? How do you become somebody that your children can be proud of? Is the question at the end of the day. Right.

David Roman [01:04:48]:
All that's far easier when you're not selling automotive repair and services. I'm just telling you right now, you're not wrong. I can understand. That all makes sense. I'm putting them through this tour and this interesting thing and teaching them, and they'll leave happy and they're going to have these memories spending time with their families. They're going to enjoy their vacation time up in the mountains and all that. And it's beautiful out there. All that is fantastic.

David Roman [01:05:17]:
But when I have to tell them that, hey, your clapped out cruise is leaking oil from the oil cooler and it's going to be $1,800. I don't have that money. I don't. I can't make them feel good about getting a working car. Like, they're not gonna be happy about it. They're gonna be like, oh, I got a working car, but I'm out eighteen hundred dollars. Man, I hate spending money on this car. If I were selling tattoos, they'd be happy.

David Roman [01:05:41]:
They'd get this crazy tattoo and they'd leave and look at this crazy tattoo. $1,800. They wouldn't care. They'd be happy about it. Stupid car. See, he was smart. Hell auto fixing cars.

Lucas Underwood [01:05:53]:
You know, I'm gonna tell you this. Of all the things that I can imagine David doing, being a tattoo artist is just not one of them. And really for one reason, because I know what happens when you give him creative control. Okay, it's, it's bad. I mean, it's really bad.

Brian Walker [01:06:11]:
People walking around with some interesting things on their pockets.

Lucas Underwood [01:06:14]:
Oh, you wanna, you wanna heart on your back with your girlfriend's name on it? She's a giant. I'm gonna show you.

David Roman [01:06:22]:
How would I do that? That's messed up.

Kim Walker [01:06:24]:
That is.

Lucas Underwood [01:06:24]:
Just know you do. Well, it's exactly what you want.

David Roman [01:06:27]:
I don't know, I'm trying to screw people over.

Kim Walker [01:06:28]:
I'm glad if they came to him and said, I want a tattoo, but I don't want, I don't know what I want. You just pick.

David Roman [01:06:34]:
Ah, see, that's different. We'll do something fun.

Lucas Underwood [01:06:40]:
Thank you for being here, guys.

Brian Walker [01:06:42]:
Thanks for having.

David Roman [01:06:43]:
Oh, we done?

Lucas Underwood [01:06:44]:
Yeah. Do you want to talk about something else, love bug?

David Roman [01:06:48]:
I just. You know what I'm gonna do? I started told My employees. I'm gonna start an E commerce business where I just sell stuff on the Internet. That's it. I don't even make it. Just stuff. Just buy it on the Internet. Just run ads.

David Roman [01:07:04]:
That's all I'm gonna do. You know, there's a company. You'd appreciate this. There's a company in Lee's Summit, Missouri, which is like 20 minutes away from me. Okay. They sell these. Their barbell handles. Okay.

David Roman [01:07:17]:
They're the rubber things they slip over the top of a barbell, but they position your hands. I mean, you pick up bar, and it can put a lot of strain. If you're like bench pressing or anything like that, any pulling or pushing movement, it can strain. Put a stress on your elbows and your shoulders. It can hurt. Exactly. Okay. Ingrips, right? That they just run.

David Roman [01:07:42]:
They don't. The ads are so bad. They're AI voiceover ads. Like, I bought these and, you know, it's that AI voice, right?

Lucas Underwood [01:07:51]:
And.

David Roman [01:07:51]:
And the only reason I. The ad is popping up on my Facebook, but I see what it does, and I'm like, I think that's my help. So I buy them. They're like $100 for a piece of rubber. It's $100 for a piece of rubber. I happily bought them, used them, absolutely love the crap out of them. I can bench press again. I'm so happy because my shoulder hurt.

David Roman [01:08:17]:
I really couldn't push. Oh, man. Anyway, I want to do that. I don't want to make them. I just want to take their product, run better ads, slap my name on them, and that's it. That's all I want to do.

Brian Walker [01:08:30]:
You know, why so many things out there like that?

Lucas Underwood [01:08:32]:
Yeah.

David Roman [01:08:33]:
So I'm saying, what the hell am I doing selling automotive repair for?

Kim Walker [01:08:36]:
I don't know. But I just want to say, when you were doing that, I saw the calluses on your hand, and I appreciate that.

David Roman [01:08:43]:
What you like? I pick at them.

Kim Walker [01:08:46]:
Oh, I used to. Mine are not. They're gone now because of the back surgery and razor. But I don't know if other CrossFit life like I do.

David Roman [01:08:56]:
Oh, I don't do CrossFit.

Kim Walker [01:08:57]:
My daddy told me I can't do that. Don't ever date a guy who has soft hands. He would shake their hands and would be like, no. Right.

David Roman [01:09:08]:
I feel like I'm going to do the exact same thing to my daughter. You should be like.

Kim Walker [01:09:12]:
I mean, that's like. It's a sign of hard work.

Lucas Underwood [01:09:18]:
I don't know. There's some Pretty wealthy people out there that have pretty soft hands. That's why our hands are rough as hell, I guess.

David Roman [01:09:26]:
Because we're poor.

Brian Walker [01:09:27]:
Yeah.

Lucas Underwood [01:09:27]:
Because we're not counting all that money and it's not rubbing them smooth, right?

Kim Walker [01:09:31]:
Oh, my gosh.

Brian Walker [01:09:32]:
No.

David Roman [01:09:32]:
You just go find other ways to rough up your hands and stuff. And it gets bad because you pinch the calluses. Get pinched while you're gripping.

Lucas Underwood [01:09:42]:
Oh, yeah.

Kim Walker [01:09:43]:
When you're doing pull ups and you rip it.

David Roman [01:09:45]:
You know, I've never ripped it. Oh, oh.

Kim Walker [01:09:47]:
I've ripped it before.

David Roman [01:09:48]:
It's the callus, really.

Kim Walker [01:09:50]:
Picture.

Lucas Underwood [01:09:51]:
Oh.

Brian Walker [01:09:52]:
That's why I'm a crossfitter. Look at, look at my scars. You know, with. With the.

Kim Walker [01:09:57]:
Oh, you're talking like you're not a crawl. You haven't been a crossfitter.

Brian Walker [01:09:59]:
Well, no, I. I used to live that life for sure. But it's. It's crazy the things that. That we would get all excited about.

Lucas Underwood [01:10:09]:
Look, I ripped.

Kim Walker [01:10:10]:
Well, I mean, I just told you. I have a picture of it on Facebook.

David Roman [01:10:12]:
They're happy about it. That is insane.

Brian Walker [01:10:14]:
No, it's. It's like I have so many pictures of on Facebook now. My bleeding hands.

Kim Walker [01:10:22]:
You should.

David Roman [01:10:22]:
Listen, I appreciate you put a picture of Facebook. You had like this crazy pump and you had eaten some carbs or something. I don't know. You had some mad. And he's like. And that is cool. Like, hey, I ripped a callus off my hand doing backflips while balancing a ball on my hand. Like, I don't get that.

David Roman [01:10:41]:
That doesn't make any sense. Me.

Kim Walker [01:10:43]:
It was an accomplishment. I did all those pull ups. I was like excited pull ups.

David Roman [01:10:48]:
That's not CrossFit. Those are just pull ups. Or good back exercise. Isn't CrossFit like, then you got to drop down and do a bunch of burpees and then you have to like, push something. I don't know.

Kim Walker [01:10:59]:
I haven't done CrossFit in what, two years now? So I'm still acting like I'm a CrossFitter.

Brian Walker [01:11:04]:
She's about seven months away from being back at it.

Kim Walker [01:11:06]:
Yeah.

David Roman [01:11:07]:
She can't CrossFit.

Kim Walker [01:11:08]:
I love it.

David Roman [01:11:09]:
Just do some deadlifts. It'll be good for you.

Kim Walker [01:11:11]:
I did deadlifts this morning.

David Roman [01:11:12]:
Did you?

Kim Walker [01:11:13]:
Yeah. It's nice when you were at home about in the gym here.

David Roman [01:11:16]:
Yeah, I know. Where you wouldn't have any space.

Kim Walker [01:11:19]:
Find the column in one teeny, tiny little spot and don't get excited. It was only. I can't. I can't lift more than 35 pounds. So I just had 15s in each hand doing a little bit.

David Roman [01:11:31]:
Well, you gotta start. Ooh, I started lower than that. You kidding me? When I had my bad back, I.

Kim Walker [01:11:34]:
Started lower than that.

Lucas Underwood [01:11:35]:
But, yeah, I just want to point out that here we are after all this time, and David just can't figure out what's wrong with the hard drive. Could. Could everyone turn and look and see if there's anything that might indicate what's wrong with the hard drive?

David Roman [01:11:53]:
I tried 16 different cables, every single cable through the same error message.

Lucas Underwood [01:11:58]:
Could you clean the port?

David Roman [01:12:00]:
Not what.

Lucas Underwood [01:12:00]:
What.

Kim Walker [01:12:01]:
Oh, you have to put. You have to pour wax in there.

Lucas Underwood [01:12:03]:
Yeah, yeah. Or, hey, could you get back there and just go.

Kim Walker [01:12:08]:
Oh, my God. You referring to the red splat that says disc cable?

David Roman [01:12:13]:
Yes, that one. I'll let you handle blowing into the thing. Here are the people that really annoy me because we're at the end, and nobody listens to the end part. You know what people? The yoga people. The yoga that we're in a busy gym. There's, like, 200 square feet of space and 800 people in this room. And you know what I'm gonna do? Gonna roll out a flipping. Do you guys yoga before I start criticizing you.

Lucas Underwood [01:12:37]:
Okay, cool.

Kim Walker [01:12:37]:
Had a mat rolled out this morning doing some back stretches.

Lucas Underwood [01:12:40]:
That was your mat that he was so upset about.

Kim Walker [01:12:43]:
But I am very thoughtful about placement. Yeah, for real.

David Roman [01:12:50]:
I. I don't. I just. I'm like, what are you doing, dude? What are you doing? Like, you're doing the dog thing.

Kim Walker [01:12:55]:
Like, the dog thing.

David Roman [01:12:57]:
I don't. Yeah, you. He's doing the weird stretches, and then he's doing the pointing thing. And I want to tell the guy, like, this elliptical right behind me, like, dude, it won't hurt your joints. I've got bad knees. Like, you can get on the elliptical and go for hours, not raise your heart rate to the point where you have a heart attack, and it won't hurt your joints. What are you doing with the yoga on the ground?

Kim Walker [01:13:21]:
You're supposed to stretch. David.

David Roman [01:13:23]:
That is not true. You do. He knows. He's nodding his head like he knows.

Kim Walker [01:13:30]:
Let's not even.

David Roman [01:13:33]:
Listen, listen, listen, listen. I'll send you. I'll send you the literature. I'll send you the literature.

Kim Walker [01:13:38]:
And I'm like, yeah, no, that's the fun part.

David Roman [01:13:41]:
That's the fun part. Right? Like, when.

Kim Walker [01:13:43]:
No, these are not fun parts.

David Roman [01:13:45]:
No. Oh, not the good kind of hurts.

Kim Walker [01:13:46]:
Hamstrings are so chronically tight. It is Outrageous. I don't know how his legs aren't in the shape of an S. Because he refuses to stretch anything out. No, David, you should be stretching.

David Roman [01:13:55]:
No, no, you can stretch. You can stretch, but not, not in.

Kim Walker [01:13:59]:
Like full gym where there's not enough full gym.

David Roman [01:14:01]:
But if you're about to lift, it is before. What? Yeah, you don't like. What you do is you start with the working weight, use the 20, whatever your 20 rep max weight is. You start there and then you step up two or three weights to your working set, do a few of your working set, and then you get into your set and then you're done. That's it. Your warm up stretch. Everything you need, go. That's it.

David Roman [01:14:25]:
I'm just telling you, even at the gym that I go to these guys that come in and they spend like 20 minutes of their. They're only there for 45. I'm there for a lot longer than they are. I wear that as a. Like I got here before you. Even after. Anyway, you don't understand. I'm just telling you.

Kim Walker [01:14:42]:
This is why we have a gym at our own house.

David Roman [01:14:44]:
Yeah.

Kim Walker [01:14:46]:
What I want to do without me.

David Roman [01:14:49]:
Going, what are you doing? I'm just saying for 20 minutes, you're there for the gym.

Lucas Underwood [01:14:53]:
That's the reason most people don't go to the gym. I'm very judgmental.

David Roman [01:14:57]:
I am. Look, I understand. You only got so much time. You're there for 45 minutes. What are you doing spending 20 minutes doing yoga? Stretching. Like, you look stretchy enough. You look like you're fine. Go lift some weights.

Kim Walker [01:15:11]:
So I have a question. I hope I haven't missed this episode, but has there been an episode where you brought on some gym bros and y'all did like a gym venting session of the things that you hate your pet peeves, which we just did it now.

David Roman [01:15:28]:
What are you talking about?

Kim Walker [01:15:32]:
I'm one of the gym bros. You're a gym bro. I can't.

David Roman [01:15:35]:
Jim, bro, listen, listen. The minute that you recognize and appreciated the scars or the. The calluses, hey, not a lot of people could identify that and go, I know how you got those.

Kim Walker [01:15:46]:
I do know how you got those.

Lucas Underwood [01:15:47]:
It damn sure wasn't holding a shovel for you, big boy.

Kim Walker [01:15:50]:
And it was not stretching either.

David Roman [01:15:52]:
Yeah, on the ground with a stupid yoga mat. I hate it. I'm just telling you, I hate it.

Kim Walker [01:15:59]:
Like, note to self, great gift idea for David. Yoga mat.

Lucas Underwood [01:16:03]:
Yes.

David Roman [01:16:04]:
Do not send me a yoga mat.

Lucas Underwood [01:16:05]:
Hey, do not. Now he can fuss all he wants, but me and you have something in common on that. And so, like, this old dude knows better than to not stretch the back, right? I know better. I've learned.

David Roman [01:16:17]:
Hey, what are you talking about? I've had a bad back. I'm just telling you, I fixed it. And even then, like, it gets sore. Then sometimes it's the hip. Right. Now it's the knee. My knee is killing me. Shoulder stretch.

David Roman [01:16:29]:
What's that?

Kim Walker [01:16:30]:
Stretch.

David Roman [01:16:32]:
You know, I've gone to those stretching, like, stretch zone. I went to a stretch. Yes. Because I'm like, hey, maybe I've taught you hamstrings. Whatever nonsense you just said. I'm just saying, like, I went there, and they're like. They're like. And they got my leg up here.

David Roman [01:16:48]:
And this leg is over here.

Kim Walker [01:16:49]:
Maybe you don't need to stretch if your leg went all the way there.

David Roman [01:16:52]:
Well, they. They work you up. You ever been to one of those?

Kim Walker [01:16:55]:
No, but I would love to go.

David Roman [01:16:56]:
So they. They show. Have you been?

Brian Walker [01:16:57]:
No, no.

David Roman [01:16:58]:
So you show up and they're like, hey, so we're gonna put you a baseline. They're there to sell you packages, by the way.

Kim Walker [01:17:03]:
Sure.

David Roman [01:17:03]:
Okay. So you go there for freezies, and they put the leg on top of you, and they. They're shoving you, and they're like, hey, when this hurts, tell me to stop. And so they push. So they got your leg in a pretzel and whatever. Or you can do arms or whatever. And then they're like, okay, well, you're at right here, but we need to get you over here. So it's going to be over two or three sessions.

David Roman [01:17:25]:
They will get your leg there. They will get your leg there. The problem is you feel great for 30 minutes, and then you're tight again.

Kim Walker [01:17:35]:
It's like a chiropractor.

David Roman [01:17:36]:
You got to keep going for forever, you know? Screw that.

Kim Walker [01:17:41]:
Well, that's why you do your regular daily yoga. Stretching. Love you, David.

David Roman [01:17:50]:
All right, now we're done.

Kim Walker [01:17:52]:
He said we're done.