1 00:00:00,040 --> 00:00:03,879 Another interesting one today going one on one with Greg Conners. Now he's been 2 00:00:03,919 --> 00:00:07,240 on the podcast a lot, but what are his keys to success? We'll 3 00:00:07,240 --> 00:00:11,119 get into that, but first bTB wood Fire Pizza, Grill and the Malock 4 00:00:11,199 --> 00:00:14,119 Reas Ridge. You've heard us talk about the delicious food, the ten dollars 5 00:00:14,160 --> 00:00:19,600 pizzas and talking ten dollars large wood Fire pizza with one topping on Tuesdays and 6 00:00:19,800 --> 00:00:23,079 Fridays. What a way to kick off the weekend. They've got fifty TVs 7 00:00:23,120 --> 00:00:26,920 there, so it's not a bad seat in the house to see any game 8 00:00:27,280 --> 00:00:32,280 you want to invest your time in. Monday Night the Buffalo Bills the New 9 00:00:32,359 --> 00:00:37,679 York Jets live from MetLife Stadium. We're gonna be doing the podcast out at 10 00:00:37,679 --> 00:00:41,119 bTB wood Fire Pizza Grill, so come by and join us. It's going 11 00:00:41,159 --> 00:00:44,719 to be a blast. Find out more about our pick him contest that we're 12 00:00:44,719 --> 00:00:48,600 having. We'll give you the link to that. Everything happening Monday Night, 13 00:00:48,759 --> 00:00:54,320 September eleventh. bTB wood Fire Pizza and Grill in the Moloch Reas Ridge. 14 00:00:54,600 --> 00:00:57,640 Hope to see you there. Mack of All Trades, the name says it 15 00:00:57,719 --> 00:01:02,039 all. THEO is the official bakery Delhi and Cafe of Bilified has the perfect 16 00:01:02,119 --> 00:01:07,599 after school or school lunch snack for the kids. Cookies. Leo's twelve packs 17 00:01:07,599 --> 00:01:11,719 of collies are made from scratch right in the Leo's Bakery. You can choose 18 00:01:11,719 --> 00:01:15,840 from chocolate chip, marble sprinkle or oatmeal raisin cookies. And while you're there, 19 00:01:15,959 --> 00:01:19,599 pick up meals to go from Leo's Deli. And remember, Leo's has 20 00:01:19,680 --> 00:01:25,719 fresh baked French bread for just two dollars a loaf every day. What's the 21 00:01:25,799 --> 00:01:30,599 best thing about Leo's Everything on Despatch Drive in East Rochester and open every day 22 00:01:30,680 --> 00:01:36,519 manscape dot com. Get twenty percent off your purchase with code Bill twenty at 23 00:01:36,560 --> 00:01:41,280 manscape dot com. Victor Chrysler dodgeteep Ram Root ninety six in Victor. I 24 00:01:41,280 --> 00:01:46,959 am driving around in a Ram Laramie. This is where luxury meets hard work. 25 00:01:47,000 --> 00:01:52,439 The twenty twenty four Ram fifteen hundred Laramie is incredible. Let me just 26 00:01:52,439 --> 00:01:55,680 give you some of the features. When you sit in this, you just 27 00:01:55,760 --> 00:02:00,599 feel so comfortable. But you also have charging plates for your phone, so 28 00:02:00,719 --> 00:02:02,560 you just right, you know how you're messing with chords all the time. 29 00:02:02,640 --> 00:02:07,039 No, you're charging plates right there, so your phone is always charging. 30 00:02:07,039 --> 00:02:10,879 You don't have to worry about the depleting battery. You need directions. You 31 00:02:12,000 --> 00:02:15,919 got your navigation system. It goes right over the radio, so usually you 32 00:02:15,960 --> 00:02:17,879 have to have it tuned into your device that's giving you directions. You know, 33 00:02:17,919 --> 00:02:21,719 this will talk right over the radio and on the screen in front of 34 00:02:21,719 --> 00:02:27,680 you give you the countdown in mileage to your next turn or your next direction. 35 00:02:28,520 --> 00:02:31,599 How great is that RAM has taken technology to the next level when it 36 00:02:31,639 --> 00:02:36,240 comes to these cars and trucks, and they put the focus where it needs 37 00:02:36,280 --> 00:02:38,360 to be on driving. I always say that driving has become the secondary activity 38 00:02:38,400 --> 00:02:43,240 while you check your voicemail, text your friend. All of that can be 39 00:02:43,280 --> 00:02:46,280 done, you know, just by a push of a button on the steering 40 00:02:46,280 --> 00:02:49,599 wheel and then you can talk, text, have your text read to you, 41 00:02:50,080 --> 00:02:54,039 make a phone call, or ignore everything and just enjoy the piece and 42 00:02:54,120 --> 00:02:59,919 quiet and luxury of your Laramie, I'm telling you. And so easy to 43 00:03:00,080 --> 00:03:02,599 go from two wheel drive to four wheel drive. So if you're towing something, 44 00:03:02,960 --> 00:03:06,400 if you're down in the mud, you need to get out of there. 45 00:03:06,520 --> 00:03:08,960 It's just a click of a dial where luxury meets hard work. The 46 00:03:09,039 --> 00:03:15,199 twenty four fift hundred Laramie. Find it at Victor Chrysler Dodge jeep Ram and 47 00:03:15,280 --> 00:03:19,520 online at Victor c DJR dot com. It's just like the old radio show 48 00:03:19,759 --> 00:03:23,719 with the additibility to swear a lot from the Mac of All Trade studio in 49 00:03:23,800 --> 00:03:30,400 Fairport and driven by Victor Chrysler Dodge jeep Ram. It's bilified the Bill Moran 50 00:03:30,599 --> 00:03:44,759 Podcast. Well, hello and welcome. Thanks for getting your pot on. 51 00:03:44,879 --> 00:03:47,000 Thanks for telling a friend. That's how we spread the word about the pirate 52 00:03:47,080 --> 00:03:52,520 ship. It's like we're only coming in on one channel. I don't know 53 00:03:52,599 --> 00:03:55,039 what's going on here audio technical wise, but that's all right. I cannot 54 00:03:55,080 --> 00:03:59,639 help you with best. That's all right for the audio portion. It'll be 55 00:03:59,680 --> 00:04:02,120 fine for the video portion. I don't know. I've been trying to do 56 00:04:02,159 --> 00:04:06,240 different things with the cameras and move things around and get sorry. I have 57 00:04:06,280 --> 00:04:12,560 a face for Radio Soto I, so that's fine with me. Greg Connors 58 00:04:12,639 --> 00:04:15,800 was kind enough to come in today, and I thought it'd be interesting just 59 00:04:15,839 --> 00:04:18,600 to not so much talk about because you've been on the podcast a lot. 60 00:04:18,720 --> 00:04:21,879 We know a lot about you. People are familiar with you. You do 61 00:04:21,920 --> 00:04:26,319 an awful lot in the community, both here and in Buffalo and all that, 62 00:04:26,720 --> 00:04:30,240 but more to get kind of I'll call it your Keys to Success, 63 00:04:30,519 --> 00:04:35,959 but we'll kind of go meander through that with a variety of different questions, 64 00:04:36,079 --> 00:04:40,959 including one I would I don't know if you'll even be comfortable answering, but 65 00:04:41,360 --> 00:04:43,920 what do you think people say behind your back? And we'll wait on that 66 00:04:43,959 --> 00:04:48,160 one because I think that you know a lot well. I think that I 67 00:04:48,199 --> 00:04:53,000 think a lot of people probably say nice things, but I don't know if 68 00:04:53,040 --> 00:04:57,040 that it's over time you have been. I think the only thing you can 69 00:04:57,079 --> 00:05:00,680 be in life if you really want to see where somebody stands, is their 70 00:05:00,759 --> 00:05:06,800 consistency. And I gotta say, Greg, you're consistent in your philanthropy, 71 00:05:06,480 --> 00:05:11,680 in everything. There's there's no change. And I go, that's when you 72 00:05:11,680 --> 00:05:15,120 know somebody's the real deal in my opinion. Yeah, and for and with 73 00:05:15,160 --> 00:05:18,920 me, with my kids and and even my business partners and family. It 74 00:05:19,040 --> 00:05:21,720 really it's you know, how have you act in the past, what's your 75 00:05:21,720 --> 00:05:26,000 track record? You know, how have you treated others? How do you 76 00:05:26,040 --> 00:05:31,000 act? And to answer the question from from the perspective, would others say 77 00:05:31,000 --> 00:05:33,439 about me? I think it's a matter of what setia sit in. You 78 00:05:33,439 --> 00:05:38,680 know, what's your perspective of me and what is our relationship like? You 79 00:05:38,720 --> 00:05:43,279 know, I think there are I think there are colleagues of mine that sit 80 00:05:43,319 --> 00:05:48,360 across the table from me that think I am a you know, they've accused 81 00:05:48,399 --> 00:05:54,839 me of being a lying, cheating, stealing, manipulative ben the rules lawyer. 82 00:05:56,360 --> 00:06:00,439 But I'm not. I'm I'm I'm a guy who just does my job. 83 00:06:00,480 --> 00:06:02,439 I don't do their job for him. They don't ask the right question. 84 00:06:02,519 --> 00:06:05,319 That's their fault. It's not my fault. Right. I do with 85 00:06:05,360 --> 00:06:09,040 the law. I do it the rules of ethics in New Yorks they require 86 00:06:09,079 --> 00:06:12,800 me to do. I don't do one thing more for them. And so 87 00:06:13,160 --> 00:06:18,120 but you know, for me, integrity and character is critical. So you 88 00:06:18,160 --> 00:06:20,879 know, I've been accused of things, but none of them have an example 89 00:06:20,920 --> 00:06:26,040 of the accusations. You know, I've been accused of hiding medical reports for 90 00:06:26,240 --> 00:06:29,040 really oh yeah, and I was like, give you one case it's happened. 91 00:06:29,079 --> 00:06:30,879 Well I've heard, Well there's no evidence. Yeah, because I haven't. 92 00:06:31,079 --> 00:06:33,959 I mean, I'm not going to jeopardize my career. This sounds like 93 00:06:34,240 --> 00:06:39,639 to me sore losers, if that can be the case like people who have 94 00:06:39,800 --> 00:06:41,720 lost and said, well, I know they did that, but yeah, 95 00:06:41,759 --> 00:06:46,639 there there's no evidence, and it feels like like that do you let these 96 00:06:46,680 --> 00:06:49,759 things? Do they bother you? Because I've I've said, and it's very 97 00:06:49,800 --> 00:06:55,560 easy to say, it very hard to practice when anybody else's opinion is of 98 00:06:55,600 --> 00:06:59,240 you is none of your business. And if you can kind of live that 99 00:06:59,279 --> 00:07:04,120 way, you can be more authentically yourself and not be bogged down or brought 100 00:07:04,160 --> 00:07:09,439 down by others. It's not easy to do, so I would it's a 101 00:07:09,480 --> 00:07:13,480 two part answer for me. For the first twenty years of my career. 102 00:07:13,560 --> 00:07:17,279 It bothered me, sure, because it's so important to me because of my 103 00:07:17,360 --> 00:07:19,560 family in the way I was brought up to have. You know, my 104 00:07:19,680 --> 00:07:24,000 dad just talked about character. Don't talk about yourself. Let others talk about 105 00:07:24,000 --> 00:07:27,160 you. If it's really important, somebody's gonna talk about it, he says. 106 00:07:27,199 --> 00:07:30,000 But the one thing you have is your character and your integrity. So 107 00:07:30,040 --> 00:07:33,120 if that's the thing you have to you have to focus on and cherish the 108 00:07:33,160 --> 00:07:35,560 most. So when people would call that in the question, I would get 109 00:07:35,639 --> 00:07:41,720 very defensive, and I would then lower myself to their level in many respects 110 00:07:41,759 --> 00:07:46,879 and I became overly concerned with it, and then so certain decisions I would 111 00:07:46,879 --> 00:07:49,639 make, I think early in my career were really trying to be preventative to 112 00:07:49,680 --> 00:07:54,240 it as it being as opposed to being proactive. I've gotten to the point 113 00:07:54,279 --> 00:07:57,800 now where I look at it and I'm like, I've got twenty five plush 114 00:07:57,879 --> 00:08:01,160 years of a track record. So you can saying that you want about me, 115 00:08:01,240 --> 00:08:03,160 but just look back at my career and then that I'll tell you whether 116 00:08:03,240 --> 00:08:07,600 what you're saying is accurate or not accurate. Yeah, but that's taking me 117 00:08:07,600 --> 00:08:09,279 a while to get there. There's been a lot of therapy sessions that helped 118 00:08:09,279 --> 00:08:13,560 me along the way. And you know it's yeah, I would say, 119 00:08:13,600 --> 00:08:16,600 also, sometimes with age comes wisdom, right, and you start to see 120 00:08:16,600 --> 00:08:22,079 what's really important, and uh, you know you I know, and I 121 00:08:22,199 --> 00:08:26,399 was I was actually going to ask you what is sacred to you? And 122 00:08:26,480 --> 00:08:30,600 I feel like I know the answer. Yeah, it's the character and integrity. 123 00:08:30,759 --> 00:08:35,000 Yeah, it's it's you know, it's treating others like you'd want your 124 00:08:35,000 --> 00:08:37,919 family to be treated. Well, I was gonna say, so I might 125 00:08:37,960 --> 00:08:39,480 have been a little off, but family to you, I think is very 126 00:08:39,559 --> 00:08:43,799 very important and very sacred, and I think that when you start to as 127 00:08:43,799 --> 00:08:48,799 you get older, you start to prioritize things those are that's what's important. 128 00:08:48,840 --> 00:08:52,519 And one of my what is what am I doing for the community, and 129 00:08:52,559 --> 00:08:54,559 what am I doing here? And and that all that stuff is just noise. 130 00:08:54,879 --> 00:08:58,759 But it takes a while to get to play above the noise, so 131 00:08:58,799 --> 00:09:01,080 to speak. Yeah, it takes for me. It took a while to 132 00:09:01,120 --> 00:09:03,480 have the comfort and confidence that what I was doing was the right thing. 133 00:09:03,919 --> 00:09:09,799 And there were a lot of people that said a lot of things about how 134 00:09:09,840 --> 00:09:13,679 Tom and I did things to start, and you know, we didn't have 135 00:09:13,720 --> 00:09:16,559 a track record. We were I was thirty one years old, and you 136 00:09:16,600 --> 00:09:20,440 know, I was viewed as the young punk who was you know, just 137 00:09:20,080 --> 00:09:24,679 I was a bull in a China store. And I didn't have that track 138 00:09:24,720 --> 00:09:28,799 record. And now as I look back at what we have had guiding principles 139 00:09:28,799 --> 00:09:33,440 and decision making, that has been the same throughout and a lot of it 140 00:09:33,480 --> 00:09:35,440 stems from my family of giving back to the community. And that's one of 141 00:09:35,440 --> 00:09:39,039 the reasons why Tom and I actually started the office was we had a philosophical 142 00:09:39,120 --> 00:09:46,039 difference about how we wanted to be involved in the community. As well as 143 00:09:46,159 --> 00:09:50,879 what some of our values were, which was, you know, taking care 144 00:09:50,960 --> 00:09:56,639 of our families and having the decisions we make and furtherance of that and being 145 00:09:58,799 --> 00:10:01,679 you know, giving back that that that that was the That was the one 146 00:10:01,759 --> 00:10:05,919 thing that always struck me as I wanted to do more. My my family 147 00:10:05,960 --> 00:10:09,559 had always in Hornell had always been involved in non for profits. My dad 148 00:10:09,600 --> 00:10:13,799 was involved in the y MCA. My dad was involved with the Girl Scouts 149 00:10:13,840 --> 00:10:18,039 and my sister was twenty five years old. Wow, because it was just 150 00:10:18,039 --> 00:10:20,440 something that was important that they didn't have a lot for young girls, and 151 00:10:20,480 --> 00:10:24,080 so he felt was important and so he did those things. And uh, 152 00:10:24,600 --> 00:10:28,960 and when he and I talked when I was in my after law school in 153 00:10:28,960 --> 00:10:31,279 my twenties and thirties, and my mom was also involved in a lot of 154 00:10:31,360 --> 00:10:35,000 non for profit work down there, and uh, it was always about what 155 00:10:35,000 --> 00:10:37,480 are you doing? You know? Yeah, because I was gonna say, 156 00:10:39,080 --> 00:10:43,759 you know, knowing that integrity, values, family, giving back all important 157 00:10:43,759 --> 00:10:46,879 things too. Who had the biggest impact on all that? Would it? 158 00:10:46,919 --> 00:10:52,240 Would it be your dad? Oh? Yeah, wholeheartedly? Yeah, that 159 00:10:52,240 --> 00:10:56,120 that was you know, my It's funny if people that my dad passed away 160 00:10:56,120 --> 00:10:58,879 in two thousand and one. My dad was a six foot two, two 161 00:11:00,080 --> 00:11:03,440 hundred and ten pound, gray haired guy Irishman and all the passion that I 162 00:11:03,480 --> 00:11:09,360 have. My dad was one of the quietest, most cerebral, laid back 163 00:11:09,639 --> 00:11:13,600 guys you'd ever meet. Now, my mom, she's a five foot four, 164 00:11:13,840 --> 00:11:18,159 passionate, sparky Italian woman who you know that? And so I kind 165 00:11:18,200 --> 00:11:22,919 of got more of that side of the personality. I always tried to that's 166 00:11:22,039 --> 00:11:26,399 natural, that's my instinct. My mom is my instinct. My dad is 167 00:11:26,440 --> 00:11:30,559 my aspirational self, gotcha and uh, And so as I when I have 168 00:11:30,639 --> 00:11:33,440 times a reflector, I set goals and I think about future and planning. 169 00:11:33,840 --> 00:11:39,600 A lot of is probably more governed on my dad's life and my dad's career. 170 00:11:39,559 --> 00:11:43,879 My dad was My dad was a great, uh planner, a strategic 171 00:11:43,919 --> 00:11:46,960 planner. That was I remember being. And I was in my in my 172 00:11:48,080 --> 00:11:52,120 college days and had to interview somebody for one of my classes in healthcare class. 173 00:11:52,200 --> 00:11:56,120 My dad was in healthcare. So I interviewed the CEO of the hospital 174 00:11:56,200 --> 00:11:58,600 who was there at the time, and she told me that, you know, 175 00:11:58,639 --> 00:12:01,519 one of the greatest attributes of your father is that he is a great 176 00:12:01,960 --> 00:12:05,440 strategy planner for future future growth. And I was like remember talking to him, 177 00:12:05,440 --> 00:12:09,240 I'm like, how do you do that? What is that skill? 178 00:12:09,320 --> 00:12:11,080 And he's like, well, you have to think about you know, different 179 00:12:11,120 --> 00:12:16,559 things of like you where you are today, you planned two to five years 180 00:12:16,559 --> 00:12:20,080 prior, because you can't get somewhere without knowing where you want to go and 181 00:12:20,080 --> 00:12:24,559 then having a path to get there. And so as I then wasn't at 182 00:12:24,600 --> 00:12:26,600 Alfred University and thought, okay, I want to be a lawyer. What 183 00:12:26,639 --> 00:12:31,600 how do I get there? And that's a three year process and then you 184 00:12:31,600 --> 00:12:33,879 know, and then once I got my job and I thought of where do 185 00:12:33,919 --> 00:12:37,399 I want to go from here? You know, I talked to my dad 186 00:12:37,399 --> 00:12:39,360 about it and he said, okay, these are the steps you have to 187 00:12:39,399 --> 00:12:41,279 take. These are the reasons why you should take these steps. And my 188 00:12:41,399 --> 00:12:48,320 dad. One of the things that I took from my father and I try 189 00:12:48,360 --> 00:12:52,360 to live that to this day is don't make decisions based on money because you 190 00:12:52,399 --> 00:12:54,600 can always have more, and you can you will always have can always have 191 00:12:54,720 --> 00:12:58,519 less. But who you are as a person and the reasons why you do 192 00:12:58,559 --> 00:13:03,320 it, that's that define who you are as a person and h and so 193 00:13:03,679 --> 00:13:07,559 those are the things that I try to always go back to is I try 194 00:13:07,559 --> 00:13:11,320 not to make money, make decisions based purely on money. Unfortunately, in 195 00:13:11,360 --> 00:13:16,399 the last five years with COVID, I probably have made more decisions based on 196 00:13:16,440 --> 00:13:20,279 money than I probably should have. Really, yeah, and I would think 197 00:13:20,279 --> 00:13:24,759 that most people would. But to hear say than I should have, Well, 198 00:13:24,799 --> 00:13:28,279 you say this all the time, and I agree with you. What 199 00:13:28,320 --> 00:13:33,759 happens to you is based upon the decisions and where we are in our business 200 00:13:33,799 --> 00:13:37,080 right now in terms of you know, we've had a we've had a departure 201 00:13:37,120 --> 00:13:43,279 of attorneys from our office that went to very went to the other side of 202 00:13:43,279 --> 00:13:48,000 the table do the exact opposite of what we do. And part of that 203 00:13:48,039 --> 00:13:50,960 departure were decisions that I made. I mean, I can only blame myself 204 00:13:52,000 --> 00:13:54,200 for that. Could I have done things differently? I probably could have. 205 00:13:54,840 --> 00:13:58,399 Were they based on money? Some of those decisions probably were. Some of 206 00:13:58,399 --> 00:14:05,480 them weren't. But you know, there are times where we get into it 207 00:14:05,600 --> 00:14:09,200 and I think oftentimes you think more about profit and loss, and when you 208 00:14:09,240 --> 00:14:13,159 make decisions based purely on profit and loss, it's only going to end up 209 00:14:13,159 --> 00:14:16,559 in a loss in the long run. Well, yeah, I always think, 210 00:14:16,600 --> 00:14:20,320 like when you look at some venture capitalists right or who are investing in 211 00:14:20,399 --> 00:14:24,000 companies and startups and things, and if the startup is doing it just for 212 00:14:24,039 --> 00:14:28,360 the money and not so much for what the business or study is about, 213 00:14:28,960 --> 00:14:31,720 they usually lose. And I think eighty five percent of venture capitalists don't get 214 00:14:31,720 --> 00:14:35,240 their money back. I think that's a study I writen Forbes, and I 215 00:14:35,279 --> 00:14:39,840 thought that was very interesting in that, yeah, you're doing something. Everybody 216 00:14:39,879 --> 00:14:43,840 needs money. It's the currency by which we get things and buy things and 217 00:14:43,879 --> 00:14:48,279 do that. But when you start to lose the sight of the goal, 218 00:14:48,320 --> 00:14:52,799 and I've had that a couple of times examples of that in my own life. 219 00:14:52,799 --> 00:14:56,759 I remember when I was at CMF and we were doing really well and 220 00:14:56,799 --> 00:14:58,919 the general manager said to me, well, I can't sell you guys. 221 00:15:00,039 --> 00:15:03,240 We're number one with men from eighteen to fifty four years old. Well I 222 00:15:03,279 --> 00:15:07,120 can't sell men. And I remember that like drove me nuts, and I'm 223 00:15:07,159 --> 00:15:09,120 like, all right, Well, so now I changed my focus and I 224 00:15:09,159 --> 00:15:13,039 had meetings with the salespeople and we started designing content around sales, and the 225 00:15:13,080 --> 00:15:16,679 ratings went down, and I go, when you start focusing on just the 226 00:15:16,720 --> 00:15:20,960 money and not together, it will come, you know. I mean it's 227 00:15:20,000 --> 00:15:22,919 a kind of a corny phrase to say, but if you build it, 228 00:15:22,960 --> 00:15:26,159 they will come. And if you do it well, they will come. 229 00:15:26,279 --> 00:15:28,120 If you do it with the pure and general intentions. Yes, yes, 230 00:15:28,559 --> 00:15:33,960 it's an even better way to say it. And it's when when I think 231 00:15:35,000 --> 00:15:39,200 back to, you know, the foundation of what Tom and Chris and I 232 00:15:39,799 --> 00:15:43,960 you know, had ideas of doing it was actually just providing the most responsive 233 00:15:43,000 --> 00:15:46,919 service, uh and then and then and being the most preparative anybody in our 234 00:15:46,960 --> 00:15:52,320 space. That was it. It was pretty simple, and it worked, 235 00:15:52,360 --> 00:15:56,399 and it resonated uh and uh and then we just kind of began to add 236 00:15:56,440 --> 00:16:00,759 and we and it. Nobody told us to do it. And that's the 237 00:16:00,919 --> 00:16:04,559 thing that we've learned over time, and we've had to grow. I mean, 238 00:16:04,600 --> 00:16:10,399 I'm a first generation business yea, And so you know, learning to 239 00:16:10,440 --> 00:16:15,519 adapt and understanding the changes in society and the changes in the workplace probably has 240 00:16:15,559 --> 00:16:19,279 been the most challenging because we do we had done things initially not based on 241 00:16:19,320 --> 00:16:22,200 money, just because the guys we had were great people and we just we 242 00:16:22,279 --> 00:16:26,240 loved them and it was like a family to us. Well, now you 243 00:16:26,360 --> 00:16:30,840 fast forward ten fifteen years and we're doing the same thing we did for those 244 00:16:30,879 --> 00:16:36,200 guys, but different people are there and they don't take it. They expect 245 00:16:36,240 --> 00:16:41,639 it because it's already been given and they think that they're owed it as opposed 246 00:16:41,639 --> 00:16:45,320 to have been there and earned it. And then you do it because of 247 00:16:45,399 --> 00:16:51,840 out of appreciation, and it's become more of an expectation because of the history 248 00:16:51,840 --> 00:16:56,080 of what we've done for others, and that has been that's been challenging. 249 00:16:57,360 --> 00:17:00,399 Well, because the bar is set, there's the standards there. I'm going 250 00:17:00,440 --> 00:17:03,440 to come in and this is what I'll get where the others grew with you. 251 00:17:04,000 --> 00:17:07,839 Yeah, he came in probably with the same mindset of hey, we're 252 00:17:07,880 --> 00:17:10,559 going to do this. And the key to in my opinion, the key 253 00:17:10,599 --> 00:17:12,039 to a successful business. I don't care what it is. It's the little 254 00:17:12,039 --> 00:17:15,240 things. Yeah, it's truly little things, and it's and it's doing it 255 00:17:15,279 --> 00:17:21,680 for the right reasons. And you know, they talk about generational family, 256 00:17:21,799 --> 00:17:26,160 you know, generational businesses. One of the hardest reasons why generational businesses fail, 257 00:17:26,240 --> 00:17:32,000 particularly the third generation of business, is because they don't have the same 258 00:17:32,440 --> 00:17:37,480 reasons or rationale or drive or pushed to do it. The right way because 259 00:17:37,519 --> 00:17:41,160 to them it's their right way is different than my right way. I mean 260 00:17:41,240 --> 00:17:45,240 I grew up as an Irish kid in Hornell whose grandfather worked the railroad and 261 00:17:45,279 --> 00:17:48,200 had three fingers because he lost him as a brakeman. That's what I grew 262 00:17:48,240 --> 00:17:52,880 up with. My kids grow up with me with their life experiences. I 263 00:17:52,920 --> 00:17:56,480 didn't get on an airplane build until I was twenty two years old. Yeah, 264 00:17:57,359 --> 00:18:02,599 it's find it interesting because I offer didn't think when you look at great 265 00:18:02,640 --> 00:18:06,559 athletes, whose kids come next, not always does it? You know, 266 00:18:06,799 --> 00:18:10,039 some of them get there, but sometimes they never reach the same level. 267 00:18:10,440 --> 00:18:15,480 And I don't know if it's a hunger or whatever, but they didn't have 268 00:18:15,559 --> 00:18:18,759 to fight as hard to get there. It would be my thinking, Like 269 00:18:18,799 --> 00:18:22,079 if I look at Michael Jordan, he could provide the best nutrition, is 270 00:18:22,079 --> 00:18:25,000 the best. It's just expected. It's just my life. I mean, 271 00:18:25,160 --> 00:18:26,680 I think his one of his kids said, they you said you didn't fly 272 00:18:26,799 --> 00:18:32,039 to you or twenty. I think that kid didn't fly public. It was 273 00:18:32,079 --> 00:18:36,559 all private right until he was twenty. So it's a way different lifestyle where 274 00:18:36,599 --> 00:18:40,359 Jordan, we know, came from you know, North Carolina, working class 275 00:18:40,359 --> 00:18:45,039 family, good family, mom and dad both they're supporting but working. And 276 00:18:45,079 --> 00:18:48,559 there's something about that that I do think plays a big part in success. 277 00:18:48,920 --> 00:18:52,799 I really do. It's drive, it's discipline, and it's drive. Yeah. 278 00:18:52,799 --> 00:18:56,359 Where does the drive come from for you? That hunger to failure, 279 00:18:56,640 --> 00:19:03,680 failure, fear of failure. Yeah, yeah, I I've you know, 280 00:19:03,720 --> 00:19:07,000 I've never been the tallest, I've never been the most athletic. I've never 281 00:19:07,039 --> 00:19:10,440 been the smartest. And so for me, it was all about preparation. 282 00:19:10,480 --> 00:19:12,400 It was always about in order for me to succeed on the football field, 283 00:19:12,759 --> 00:19:17,039 I need to be stronger than everybody else. So I worked, I lifted 284 00:19:17,039 --> 00:19:22,079 more, I ran more, and and academically I was never the smartest. 285 00:19:22,160 --> 00:19:26,559 You know. My older brother had like a genius IQ. He can remember 286 00:19:26,759 --> 00:19:30,880 anything. He didn't apply himself, he didn't study. He just remember things 287 00:19:30,880 --> 00:19:34,319 and he didn't care well. I had to study because if I didn't, 288 00:19:34,480 --> 00:19:38,160 I had some core based intelligence. But everything I had to do I had 289 00:19:38,200 --> 00:19:41,640 to earn. And so when I was in law school, I went from 290 00:19:41,680 --> 00:19:45,559 lifting and doing sports, you know, eight to ten hours a day to 291 00:19:45,720 --> 00:19:49,079 just reading and writing eight to twelve hours a day. And it was about 292 00:19:49,160 --> 00:19:53,240 preparation. The one person that I can think of that had success as who 293 00:19:53,319 --> 00:19:59,880 grew up around success professionally, who then had that drive and even more as 294 00:20:00,079 --> 00:20:03,400 Kobe Bryant. Yes, yeah, that's a great point because his dad was 295 00:20:04,640 --> 00:20:08,200 played basketball. Yeah, that was a professional athlete, and then Kobe was 296 00:20:08,200 --> 00:20:14,039 a professional athlete. And when when you look at and I didn't and surpassed 297 00:20:14,039 --> 00:20:17,160 his dad because his dad, I thought, played more internationally, right, 298 00:20:17,279 --> 00:20:18,759 didn't. I don't know that he did he play in the NBA. I 299 00:20:18,799 --> 00:20:22,720 don't think so. I think he might have gotten a sniff really, But 300 00:20:22,759 --> 00:20:26,640 then so when you look at when you look at and I was not a 301 00:20:26,720 --> 00:20:30,799 huge Kobe Bryant fan when when he was playing basketball, because I didn't, 302 00:20:30,799 --> 00:20:33,200 you know, social media wasn't around. He didn't get to see all these 303 00:20:33,200 --> 00:20:36,119 clips about him and all these things he did, and when he was playing, 304 00:20:36,160 --> 00:20:37,839 well, the only thing I remember he was playing was his incident and 305 00:20:38,799 --> 00:20:42,200 right, sure, yeah, because you were you heard of that stuff because 306 00:20:42,200 --> 00:20:49,039 it made headline news. And Kobe was also I think seeing his standoffish, 307 00:20:48,799 --> 00:20:53,319 yeah, seeing his and instead of focused and I think like the Dream Team, 308 00:20:55,359 --> 00:20:59,319 the second Dream Team or Dream Team too or whatever they did, it 309 00:20:59,400 --> 00:21:03,759 was him That changed the whole thinking of the guys because I thought it was 310 00:21:03,799 --> 00:21:07,400 like Lebron and stuff. They were just coming in right right from a night 311 00:21:07,440 --> 00:21:11,240 out in Europe, and then here comes Kobe and they're like, where are 312 00:21:11,240 --> 00:21:15,039 you going? He goes, I'm going to the gym And as they were 313 00:21:15,160 --> 00:21:18,319 coming in, he's going to work out like four or five in the morning. 314 00:21:18,440 --> 00:21:22,240 Yeah, and it and and that sort of trickled down. It was 315 00:21:22,279 --> 00:21:25,000 like, oh shit, I should do that, and it is once in 316 00:21:25,000 --> 00:21:26,599 a while. And there was no like, hey man, you guys are 317 00:21:26,640 --> 00:21:32,640 out party. No, nothing said. Just that example and that drive to 318 00:21:32,680 --> 00:21:36,559 win. And I can tell you of all the people I know they have 319 00:21:36,720 --> 00:21:41,359 met professional success. Whether it's sports, whether it's business, whatever it is, 320 00:21:41,799 --> 00:21:45,960 they all have one thing in common is their work ethic. You know 321 00:21:45,079 --> 00:21:48,440 a good friend of mine, here's a business mentor and investing mentor, mind 322 00:21:48,480 --> 00:21:52,720 Rick Abb. I don't know anybody that works harder than him. I mean 323 00:21:52,839 --> 00:21:57,680 he's he's had a forty plus year business career and he still works twelve fourteen 324 00:21:57,680 --> 00:22:03,160 hours a day. Now. If you want to talk about work life balance, 325 00:22:03,519 --> 00:22:06,440 I can't say that people that are success will have a good work life. 326 00:22:07,039 --> 00:22:10,799 I have several questions that I was going to ask you, so I 327 00:22:10,839 --> 00:22:14,000 just jotted down notes because I wanted it to be a free form conversation, 328 00:22:14,559 --> 00:22:18,039 and I did write down is there such a thing as work life balance, 329 00:22:18,680 --> 00:22:22,559 because I don't know that there is? If you yet, I think you 330 00:22:22,640 --> 00:22:26,160 do a very good job, greg with from what I've seen, I really 331 00:22:26,200 --> 00:22:30,480 do. If you ask my if you ask my former wife, she would 332 00:22:30,519 --> 00:22:33,240 say, that's probably my biggest struggle work life, and mine too. Always 333 00:22:33,279 --> 00:22:37,839 mine it, uh, you know for me in terms of prioritizing is you 334 00:22:37,880 --> 00:22:42,039 know, it's always family for me, yes, But when I say that, 335 00:22:42,119 --> 00:22:47,759 it's you know, work is what drives me. Work is where I 336 00:22:48,160 --> 00:22:51,680 and that's one of the things I enjoy because I can see results. I 337 00:22:51,759 --> 00:22:53,519 can, I can see impact, I can, I can give back, 338 00:22:53,559 --> 00:22:56,759 I can. You know, it's it's a rush. It's an adrenaline rush 339 00:22:56,839 --> 00:23:02,559 for me. The competitiveness. Now, when the kids had sports, the 340 00:23:02,599 --> 00:23:04,680 kids had games, the kids had stuff at school, I would always carve 341 00:23:04,799 --> 00:23:08,240 that stuff out, but then I was right back to work. So I 342 00:23:08,240 --> 00:23:11,920 would coach, you know, I would. I would they'd have games at 343 00:23:11,920 --> 00:23:15,640 six at night or practice and I would coach every sport. Anything I could 344 00:23:15,680 --> 00:23:19,160 get involved with the kids, I did it so it would be practiced, 345 00:23:19,160 --> 00:23:22,839 and sometimes I coached Will's basketball team and Luke's basketball team. I'd have practice 346 00:23:22,839 --> 00:23:26,119 from six to nine at night. While we get home at from Will's practice 347 00:23:26,119 --> 00:23:29,799 at nine o'clock at night, he'd go to bed. I'd be right back 348 00:23:29,799 --> 00:23:32,599 at the computer. I'd be working until twelve one o'clock in the morning. 349 00:23:33,160 --> 00:23:40,240 And so the balance of some of the other relationship side of things for me 350 00:23:41,400 --> 00:23:45,400 is I think those suffered. I don't think I probably spent the time that 351 00:23:45,559 --> 00:23:51,599 others in society do on some of those parts of it. You know, 352 00:23:51,680 --> 00:23:55,400 even even like with my mom or my sister and my brothers, I probably 353 00:23:55,599 --> 00:24:00,000 when we're together we spend the time. But it wasn't as always delivered early 354 00:24:00,079 --> 00:24:03,440 in my career as it probably should have been, or that others who don't 355 00:24:03,519 --> 00:24:10,720 necessarily have that goal or drive in terms of their business of their profession to 356 00:24:11,039 --> 00:24:15,640 commit to it. But you have to. The separation for anybody in the 357 00:24:15,640 --> 00:24:21,720 professional goals you have is what are you willing to put in there's a sacrifice. 358 00:24:21,759 --> 00:24:26,920 Anybody that owns a private plane, anybody that that has that high level 359 00:24:26,920 --> 00:24:30,559 of professional success. I can tell you that there's a there is a sacrifice 360 00:24:30,599 --> 00:24:37,640 and a trade off for it. And sometimes it's sometimes it's you know, 361 00:24:37,759 --> 00:24:41,680 the work life balance isn't there, and you overcompensate by doing some of those 362 00:24:41,720 --> 00:24:47,039 things. Uh. And sometimes it's it's a sense of loneliness because you don't 363 00:24:47,079 --> 00:24:48,960 have people that you can trust that are around you, because you haven't invested 364 00:24:49,039 --> 00:24:53,480 in the relationships to trust people. Yeah, I know that. Even for 365 00:24:53,519 --> 00:24:57,400 myself, it was always a drive to win, right, And I knew, 366 00:24:57,759 --> 00:25:02,720 I'll just I guess I can just say it in radio. You knew 367 00:25:03,039 --> 00:25:06,759 there were guys that were just gonna win because they showed up. Right, 368 00:25:06,759 --> 00:25:11,200 brother Weis was always going to be a huge personality, unique talent, really 369 00:25:11,279 --> 00:25:15,880 unique, that's what made him great. Had a different way of speaking, 370 00:25:15,759 --> 00:25:21,599 spoke to the common man pretty well, right, had a cool look, 371 00:25:22,039 --> 00:25:26,680 was different and also smart, intelligent guy. So I knew, like when 372 00:25:26,839 --> 00:25:30,240 there was that shift, I'm like, I gotta I'm not I have to 373 00:25:30,279 --> 00:25:34,400 work, I have to do I can't be as good as I gotta be. 374 00:25:34,519 --> 00:25:38,799 I gotta make this significantly better than And it was that kind of thing. 375 00:25:38,839 --> 00:25:42,279 And I also knew, you know, because of the way the science 376 00:25:42,319 --> 00:25:45,880 behind the ratings and stuff, there would be confusion. So I just poured 377 00:25:47,000 --> 00:25:51,319 all in. But I mean there were times I would work till to go 378 00:25:51,400 --> 00:25:52,960 to bed, get back up at four or five, and go to work. 379 00:25:53,319 --> 00:25:56,960 And I don't know that that was a smart thing or not. I 380 00:25:56,559 --> 00:26:00,200 you know, and I try now, like you know, the word is 381 00:26:00,279 --> 00:26:02,880 grind. You know, it would always be uh, you know, grind, 382 00:26:02,920 --> 00:26:06,319 wrench, repeat, and I go, can we change that word to 383 00:26:07,000 --> 00:26:10,319 I get to you know, because even you know, I'm here last night 384 00:26:10,359 --> 00:26:12,400 and the studios are really late or early this morning, and I go, 385 00:26:12,480 --> 00:26:15,240 but I get to do this and I love it. Yeah, and that's 386 00:26:15,279 --> 00:26:19,440 okay. Well, and that's one of the biggest differences that I learned when 387 00:26:21,200 --> 00:26:23,440 you know, we started the own business is at you know, the one 388 00:26:23,440 --> 00:26:27,400 thing if you're going to invest in something, uh, invest in yourself. 389 00:26:27,559 --> 00:26:33,039 Yeah. And the investment in yourself will always pay off. And even if 390 00:26:33,039 --> 00:26:37,720 you start a business in the business fails, you learn so much from what 391 00:26:37,759 --> 00:26:41,240 you're doing to either redirect or or realize, you know what, maybe me 392 00:26:41,400 --> 00:26:45,359 owning a business isn't right for me, and I should focus on being a 393 00:26:45,400 --> 00:26:49,200 support person or doing a different thing, which then allows you to have balance 394 00:26:49,240 --> 00:26:52,880 in other parts of your life that you don't necessarily have when you're the business 395 00:26:52,880 --> 00:26:57,799 owner. But you know, a very wise man uh said to me when 396 00:26:57,839 --> 00:27:00,240 I was younger, you know, when I was in my twenties. He 397 00:27:00,279 --> 00:27:03,519 says, when you have an opportunity, to always invest in yourself. Yeah. 398 00:27:03,559 --> 00:27:08,960 Well, that's funny, because I would always say to even my son's 399 00:27:08,960 --> 00:27:12,279 I would. Now I'll say to them, you know, you're gonna get 400 00:27:12,319 --> 00:27:17,960 a career at some point, but work on yourself because if you, no 401 00:27:18,000 --> 00:27:21,200 matter what it, make yourself rough, you know, take those edges and 402 00:27:21,240 --> 00:27:26,599 smooth them out a little bit, learn things about your personality, keep yourself 403 00:27:26,640 --> 00:27:30,799 in shape, eat well, work on yourself because all that then translates to 404 00:27:30,880 --> 00:27:34,200 whomever you're working for or whatever you're doing. It just makes you better and 405 00:27:34,319 --> 00:27:37,640 better to be around and a better employee and you can think clear. And 406 00:27:38,039 --> 00:27:41,400 I think that's like the biggest investment you can make. And and for me, 407 00:27:41,720 --> 00:27:45,759 any the advice I would give to anybody that's in that, you know 408 00:27:45,880 --> 00:27:52,720 from Luke's age sixteen seventeen to thirty is find someone who you trust that will 409 00:27:52,759 --> 00:27:56,880 be honest with you, yeah, because everybody thinks that they're funny, everybody 410 00:27:56,880 --> 00:28:00,559 thinks that they're the life of the party, and that they are smart, 411 00:28:00,680 --> 00:28:03,160 and they you know, are a great people person and all these things. 412 00:28:03,160 --> 00:28:07,680 But you know, sometimes you're offensive and you don't appreciate it. We were 413 00:28:07,720 --> 00:28:12,000 just talking about somebody off the air. We know that thinks he's hilarious and 414 00:28:12,119 --> 00:28:17,839 he yes, you know, is offensive at times, and you know, 415 00:28:17,920 --> 00:28:22,200 having a self awareness, but sometimes self awareness as you grow immature. From 416 00:28:22,240 --> 00:28:26,799 eighteen to twenty five and thirty, that's when I became more self aware, 417 00:28:26,480 --> 00:28:33,400 and Jenny helped me learn that. And being around people and learning their personalities 418 00:28:33,000 --> 00:28:37,880 and how they were successful or didn't quite meet the success that they wanted or 419 00:28:37,920 --> 00:28:42,559 thought they were having helped me become more appreciative of myself and the people around 420 00:28:42,599 --> 00:28:48,240 me. And those lessons in my mid twenties were priceless, absolutely priceless. 421 00:28:48,400 --> 00:28:52,240 What do you do when you don't feel like it, when you don't feel 422 00:28:52,240 --> 00:28:55,799 like let's say, working out, or you don't feel like taking on this 423 00:28:56,519 --> 00:29:00,240 whatever it is today, or you don't feel like meeting with this perspective investment? 424 00:29:00,680 --> 00:29:03,559 And what do you do when you when you don't feel like it. 425 00:29:03,440 --> 00:29:08,599 So U two answers. If I have a time, if I have if 426 00:29:08,599 --> 00:29:11,640 the reason I don't want to do it or can't do it is because I 427 00:29:11,680 --> 00:29:14,400 have a time commitment, I have someplace else I have to be or do, 428 00:29:14,960 --> 00:29:18,319 then I go to whatever that commitment is. If it's if it's a 429 00:29:18,359 --> 00:29:21,880 Saturday, or I have nothing on my schedule for the rest of the day 430 00:29:21,960 --> 00:29:25,200 and that comes up, I do it. You do it. I do 431 00:29:25,279 --> 00:29:30,079 it because to me, just doing it get you one step close for whatever 432 00:29:30,119 --> 00:29:37,599 your goal is. And for me, you know, the discipline to do 433 00:29:37,720 --> 00:29:41,920 things and the drive to do it get you there. But I know a 434 00:29:41,000 --> 00:29:45,119 lot of people are really smart and people who are driven. Some of the 435 00:29:45,160 --> 00:29:49,240 difference between those who are ultimately successful and those that are close but not quite 436 00:29:49,240 --> 00:29:55,000 there is actually taking this step to do it. Just one quick story I 437 00:29:55,119 --> 00:30:00,119 was. I was at Alfred University senior year. Was in political science and 438 00:30:00,160 --> 00:30:03,359 business classes with a couple of my buddies. All of them were super smart, 439 00:30:03,519 --> 00:30:07,559 three nines. I was like three four. I thought I was doing 440 00:30:07,599 --> 00:30:11,000 pretty well, and at the end of this senior year they're all like, 441 00:30:11,039 --> 00:30:11,680 hey, what are you doing? Where are you going next? Year. 442 00:30:11,799 --> 00:30:14,720 What you know you got a job. I'm like, I'm going to law 443 00:30:14,759 --> 00:30:18,160 school. And they're like you you we thought you were gonna be a high 444 00:30:18,160 --> 00:30:22,559 school football coach. And I'm like, well, yeah, no, I'm 445 00:30:22,640 --> 00:30:23,960 going to law school. And they're like, how did you get into law 446 00:30:25,000 --> 00:30:27,799 school? And I said I applied yeah, And I was like, well 447 00:30:27,799 --> 00:30:30,440 how about you? Guys were like, yeah, I'm going back to Long 448 00:30:30,480 --> 00:30:33,200 Island. I'm going to Philly. I'm going back to my dad's company. 449 00:30:33,240 --> 00:30:36,240 I'm like, I thought you guys are going to law school. They're like, 450 00:30:36,279 --> 00:30:37,599 yeah, no, I go. Why didn't you go? And they 451 00:30:37,640 --> 00:30:40,480 go, well, we didn't feel our applications and I was like, oh. 452 00:30:41,240 --> 00:30:44,839 That was the first time in my life I was like the difference between 453 00:30:44,839 --> 00:30:47,319 me and them because they were smarter than I were than I was. They 454 00:30:47,319 --> 00:30:51,960 had a much different upbringing, they had much more opportunity than I had in 455 00:30:52,119 --> 00:30:56,839 terms of finances and access to people. The what separated me from them at 456 00:30:56,920 --> 00:31:00,599 that point in time was I did something they didn't do, and I was 457 00:31:00,680 --> 00:31:03,960 like, holy shit, It's all about actually putting your mind to it and 458 00:31:04,000 --> 00:31:08,359 then following through. And from that point forward, I was always like I'm 459 00:31:08,359 --> 00:31:11,640 gonna say I'm gonna do something. I consciously made sure I did it. 460 00:31:12,240 --> 00:31:15,960 One is because people are going to rely upon you, and then if you 461 00:31:15,000 --> 00:31:18,880 don't do it, you then become you develop a pattern, or you develop 462 00:31:18,880 --> 00:31:22,000 a reputation of not following through it, which means you're not trustworthy, you're 463 00:31:22,000 --> 00:31:26,519 not honest, you don't have that character or integrity that people say something that 464 00:31:26,559 --> 00:31:30,119 they do. But also differentiated me and I actually got things accomplished and done 465 00:31:30,160 --> 00:31:33,480 that other people didn't just merely because I took the steps to get it done. 466 00:31:34,119 --> 00:31:37,680 So working out, you know, yeah, I do stuff with the 467 00:31:37,759 --> 00:31:41,440 boys, and I got stuff I need to get done. I could put 468 00:31:41,440 --> 00:31:42,200 it off or tomorrow, but it's like, you know, if I have 469 00:31:42,240 --> 00:31:47,400 time tonight, I'm gonna get it done. So yeah, any instead of 470 00:31:47,400 --> 00:31:51,480 sitting down and binging a Netflix show, Yeah yeah, I get it done. 471 00:31:51,599 --> 00:31:53,960 And I have binged in the past, and I have felt awful about 472 00:31:55,000 --> 00:31:57,559 myself, awful, I go what did I do? I watched for four 473 00:31:57,680 --> 00:32:01,000 hours. This is the same at it that I felt I felt like, 474 00:32:01,599 --> 00:32:06,440 honestly like I can't I don't know if it's dirty or just loser, Like 475 00:32:06,640 --> 00:32:09,160 I'm like, oh my God, So it was depressed. So at this 476 00:32:09,200 --> 00:32:15,480 stage of my career, in my life, I've come to learn that I 477 00:32:15,519 --> 00:32:19,079 should have done more of that at times with the people that I care about. 478 00:32:19,200 --> 00:32:24,839 Yes, because what I've learned about myself is that in relationships, you 479 00:32:24,839 --> 00:32:29,279 know, me being in the same room as my kids I'm okay with. 480 00:32:29,960 --> 00:32:34,680 I don't need to have sitting at the kitchen table and talk about philosophy of 481 00:32:34,759 --> 00:32:37,759 life and you know, what are your goals in life when they're seventeen, 482 00:32:37,839 --> 00:32:42,160 eighteen, and twenty years old. I tried to force that a bit at 483 00:32:42,200 --> 00:32:45,519 times, and I remember I didn't. I didn't like that. So for 484 00:32:45,559 --> 00:32:49,279 me, just being in the same room as my kids was enough. But 485 00:32:49,519 --> 00:32:52,400 as as in different statas of life, people want different things from you, 486 00:32:52,559 --> 00:32:58,480 and sometimes you know, sitting with my mom on Sunday nights after dinner and 487 00:32:58,559 --> 00:33:05,680 just talking around or on dessert is more meaningful for her in many regards that 488 00:33:05,720 --> 00:33:07,799 I took the time to do that, which as a parent I know now 489 00:33:07,839 --> 00:33:12,279 with my kids I love. Yeah, So I didn't do that as much 490 00:33:12,839 --> 00:33:15,319 at that at certain times in my life where I probably should have. It 491 00:33:15,319 --> 00:33:19,680 probably would have meant more to her and and ultimately more fulfilling for me. 492 00:33:21,160 --> 00:33:23,519 And so you know, when I had the time with the boys, now 493 00:33:23,559 --> 00:33:28,359 I try to actually, you know, put the phones away and we do 494 00:33:28,400 --> 00:33:31,279 some traveling. Uh. And that's because it's just us and now they're locked 495 00:33:31,319 --> 00:33:36,160 in with me. So binging in those things, you know, if it's 496 00:33:36,160 --> 00:33:43,160 with somebody and it's and you're the programming itself isn't always necessarily the goal. 497 00:33:43,799 --> 00:33:46,160 It's the it's the experience that you're sharing or the time you're sharing. Right. 498 00:33:47,039 --> 00:33:52,680 So with all that stuff and all that you do, and the kids 499 00:33:52,720 --> 00:33:55,640 and trying to balance everything, how do you get away from it all? 500 00:33:57,759 --> 00:34:00,400 Do you get away from it all? Is it? Is it possible? 501 00:34:00,200 --> 00:34:04,599 Can you kind of turn it off? You know what I mean, like 502 00:34:04,680 --> 00:34:08,360 kind of turn off your head? Right? So h I would say yes, 503 00:34:08,480 --> 00:34:15,320 yes, but my actions in my past say no, yeah. Uh 504 00:34:15,920 --> 00:34:19,920 you know it's it's it's like I've been to Hawaii once, okay, and 505 00:34:20,000 --> 00:34:25,480 I went for the NFL All Star Game. Okay, all right, right 506 00:34:25,719 --> 00:34:30,519 that it was a great trip, but it was based on something that you 507 00:34:30,559 --> 00:34:36,119 know, was had work relatedness to it, yes, and so you know 508 00:34:36,159 --> 00:34:37,360 it's like, oh, here you're doing these great things. Let's go. 509 00:34:37,440 --> 00:34:42,079 You know, went on a trip to Greece and it's like, Okay, 510 00:34:42,119 --> 00:34:45,280 hey, let's go to Greece. Well, we went with one of our 511 00:34:45,320 --> 00:34:47,960 marketing partners, so it was work related. So it's like, you know, 512 00:34:49,159 --> 00:34:52,159 I like to think that I do take time off. I do take 513 00:34:52,159 --> 00:34:55,440 a break, but when I'm gone, I'm thinking about it. Yeah. 514 00:34:55,519 --> 00:35:00,159 You know, when you you took a trip this year to Europe with your 515 00:35:00,159 --> 00:35:04,519 sons the summer, do do you do any work while there? I mean, 516 00:35:04,679 --> 00:35:06,920 and I don't. I don't, not even because here's my thing, 517 00:35:07,039 --> 00:35:09,920 Greg, I'm going to go away this week and that's where we're taping this 518 00:35:09,960 --> 00:35:15,280 today and it will run early next week. And I'm thinking of I just 519 00:35:15,360 --> 00:35:19,840 need at least two hours a day. They don't have to be consecutive hours. 520 00:35:20,199 --> 00:35:22,440 Or I can sit down and go through stuff because I have to do 521 00:35:22,480 --> 00:35:27,920 that every day. And there's something about that that is almost comforting. Yeah, 522 00:35:27,960 --> 00:35:30,239 And I don't know why that is. It's yeah, sanity, I 523 00:35:30,239 --> 00:35:36,119 would say. Early in my career I did the same thing. Yeah, 524 00:35:36,199 --> 00:35:39,000 and I really couldn't get away from the office. I always had a tether 525 00:35:39,199 --> 00:35:42,920 and part of it was I felt responsible for everybody that was there, and 526 00:35:42,960 --> 00:35:45,960 I wanted to make sure the little things were done. And unfortunately I have 527 00:35:46,000 --> 00:35:52,199 a bit of a control personality where sometimes relying upon someone isn't quite me doing 528 00:35:52,239 --> 00:35:55,599 it or did they do it the way that I would expect Ro'd want it 529 00:35:55,719 --> 00:36:00,119 to be done. Our trip to Europe was in thing in that you know, 530 00:36:00,159 --> 00:36:04,880 your six hours ahead, and so we would get up in the morning 531 00:36:05,159 --> 00:36:07,800 at you know, eight o'clock, it's two o'clock back here in Rochester. 532 00:36:08,280 --> 00:36:12,679 By the time we get done with dinner at six, it's noon. And 533 00:36:12,960 --> 00:36:17,679 so for me it was we were having just interacting and having so much fun 534 00:36:17,719 --> 00:36:22,519 and activities together that we wouldn't get back to the room until nine ten o'clock 535 00:36:23,119 --> 00:36:27,480 Europe time, which is four o'clock here, and then I'm calling and sometimes 536 00:36:27,480 --> 00:36:30,960 the office was closed and there was nobody there after five o'clock, so it 537 00:36:30,000 --> 00:36:32,239 was like, oh, jeez, I missed today. And then I'm on 538 00:36:32,239 --> 00:36:35,639 the computer, check in my email, check in the you know, what's 539 00:36:35,679 --> 00:36:40,760 any messages and stuff. So I still did do that, and it it 540 00:36:40,920 --> 00:36:49,599 made me more relaxed knowing that you know, there wasn't a fire or something 541 00:36:49,639 --> 00:36:52,559 didn't blow up that all of a sudden, I didn't I didn't have some 542 00:36:53,519 --> 00:36:58,559 ability to make sure that in my mind everything was okay, and I need 543 00:36:58,559 --> 00:37:00,280 to have some of that comfort I know things are okay for me to be 544 00:37:00,320 --> 00:37:04,840 able to relax. Yeah, do you get like, do you have an 545 00:37:04,840 --> 00:37:08,119 opportunity to actually sleep? Because I know there are times you're work until early 546 00:37:08,159 --> 00:37:12,440 in the morning, and then do you try to I mean, is that 547 00:37:12,599 --> 00:37:15,199 something that let's go back to the words sacred, But is there anything that's 548 00:37:15,239 --> 00:37:19,800 almost like this has to happen? And I know working out as a daily 549 00:37:19,880 --> 00:37:22,840 thing for you, it is, Yeah, So is there do you do 550 00:37:22,880 --> 00:37:24,960 the same thing with sleep or is that more like me where it's like if 551 00:37:24,960 --> 00:37:28,039 I get it, I get it. If I don't know, look like 552 00:37:28,119 --> 00:37:34,079 shit, Well, you know, for me, as I've gotten more experience 553 00:37:34,119 --> 00:37:37,599 and older in life, if I don't get a bare minimum amount of sleep, 554 00:37:37,840 --> 00:37:44,400 Yeah, then my ability to my ability to actually decision make like I 555 00:37:44,440 --> 00:37:49,119 want to be able to in terms of capacity becomes impaired. Yeah, meaning 556 00:37:49,199 --> 00:37:53,239 that I make some of the decisions I make are are not as good when 557 00:37:53,280 --> 00:37:57,440 I'm tired. If I don't get if I don't get six hours of sleep, 558 00:37:57,559 --> 00:38:00,440 I get less than six hours asleep, which unfortunately I do a couple 559 00:38:00,440 --> 00:38:05,440 of times a week with everything I've going on the next day, My decision 560 00:38:05,440 --> 00:38:07,400 making is always good, which is great having partners like you know, Chris 561 00:38:07,400 --> 00:38:09,880 and Tom is because they're like, I come in to talk to me, 562 00:38:10,000 --> 00:38:14,039 like whoa, whoa, you know, yeah, let's let's this is take 563 00:38:14,039 --> 00:38:19,000 a different perspective on this. So but uh, yeah, for me, 564 00:38:19,440 --> 00:38:25,000 sleep is important, but it's it's it's not It's not something that I overly 565 00:38:25,000 --> 00:38:29,880 focus on. Yeah, I mean, I have that kind of same problem, 566 00:38:29,920 --> 00:38:34,039 and I often look forward to opportunities where I know I can kind of 567 00:38:34,079 --> 00:38:37,480 shut it down a little bit and get a little bit more and then try 568 00:38:37,519 --> 00:38:43,039 to gain the perspective because I always think probably seven is a really ideal number, 569 00:38:43,079 --> 00:38:46,440 but I'm more than that five to six range for myself, and I 570 00:38:46,480 --> 00:38:51,840 can at times feel it. I can I find myself getting shorter with people. 571 00:38:52,400 --> 00:38:55,719 But I knew, like years ago, I saw it might have been 572 00:38:55,760 --> 00:39:00,039 sixty minutes or something. They did a whole thing on a drug, a 573 00:39:00,039 --> 00:39:05,840 new tropic and it was called Provigil, and Provigil was like this guy's like, 574 00:39:05,920 --> 00:39:07,039 yeah, he goes, I'm running a business. My kids are a 575 00:39:07,039 --> 00:39:10,159 little I don't want to miss a moment. So this is one of these 576 00:39:10,199 --> 00:39:14,559 things. And it was prescribed for people who had narcolepsy, so it would 577 00:39:14,559 --> 00:39:17,039 help keep you awake. But I've also had these functions for your brain, 578 00:39:17,159 --> 00:39:21,280 like you were sharper and all this stuff, right, So this guy's like 579 00:39:21,360 --> 00:39:22,800 yeah. So I'm like, fuck, man, I gotta get a hold 580 00:39:22,800 --> 00:39:25,760 of this. What is this stuff? And I went to my doctor and 581 00:39:25,760 --> 00:39:29,400 I convinced him to write me a prescription, but it wouldn't be covered by 582 00:39:29,400 --> 00:39:30,840 insurance. And I think at the time it was like fifteen hundred dollars a 583 00:39:30,880 --> 00:39:32,920 month for a month. Yes, So I'm like, well, obviously, 584 00:39:35,639 --> 00:39:39,159 So I went on. I started searching new tropics and stuff and this isn't 585 00:39:39,199 --> 00:39:44,760 an ad and I haven't been and I know that there's a guy who's all 586 00:39:44,760 --> 00:39:47,320 over the internet. I been talking about this for years, but probably around 587 00:39:47,360 --> 00:39:54,440 twenty ten I found Alpha Brain from on it and it's just and it's a 588 00:39:54,480 --> 00:39:59,280 new tropic and I take it on a daily basis and I've been taking it 589 00:39:59,320 --> 00:40:01,360 for years years, And now I know Joe Rogan pushes it a lot, 590 00:40:01,440 --> 00:40:05,639 and that I've never done that I've never even talked about it, but back 591 00:40:05,679 --> 00:40:07,320 when I was doing the breakroom, I started it, and then there was 592 00:40:07,360 --> 00:40:09,880 a time I went laid off and I go, I feel like it makes 593 00:40:09,920 --> 00:40:13,400 me sharper. Now it could be the placebo effect, do you know what 594 00:40:13,400 --> 00:40:15,760 I'm saying, Or it could be completely But I'm looking for anything that's gonna 595 00:40:15,800 --> 00:40:21,440 give me not so much the edge, but the ability to just do more. 596 00:40:21,639 --> 00:40:25,039 Yeah, do more. My mini tropic is called anxiety. Yeah, 597 00:40:25,079 --> 00:40:30,760 well I get that too, and that you know. I don't drink coffee. 598 00:40:30,960 --> 00:40:32,400 I drink water. When I get up in the morning, I drink 599 00:40:32,400 --> 00:40:37,039 water. It gives me energy. I drink a lot of water. I 600 00:40:37,039 --> 00:40:40,079 also drink coffee, but I drink water first. I don't like to drink 601 00:40:40,119 --> 00:40:45,440 my calories. So I got you. And the thing I've come to learn 602 00:40:45,599 --> 00:40:52,119 is is I've been able to sleep a little better once I understood kind of 603 00:40:52,159 --> 00:40:53,840 what my brain was telling me and why I did a lot of things I 604 00:40:53,880 --> 00:40:58,000 did, and a lot of it was just anxiety. It was again the 605 00:40:58,000 --> 00:41:01,840 anxiousness of not succeeding, and that drove me. I always want to win, 606 00:41:02,519 --> 00:41:08,239 but for me, it was not failing. That was because you know, 607 00:41:08,960 --> 00:41:12,920 with my family and you know, cousin Tim, you know, so 608 00:41:13,000 --> 00:41:17,280 of my family. When you win, that's a definition of whoever the persons 609 00:41:17,480 --> 00:41:22,599 perceiving the victory because I've wanted things and they've ripped me a new ass, 610 00:41:22,599 --> 00:41:25,639 like I was the biggest loser you ever met. So for me, defining 611 00:41:25,679 --> 00:41:29,559 what winning is is really personal in nature. I mean, when you play 612 00:41:29,559 --> 00:41:30,679 a football game, you know the person has more points at the end, 613 00:41:31,719 --> 00:41:35,480 but you know, and that was always a lot of what the goal was. 614 00:41:35,519 --> 00:41:37,960 But when you start talking about professionally and you start talking about in your 615 00:41:38,000 --> 00:41:42,800 family and all these other things, it's really a mindset of winning. And 616 00:41:42,880 --> 00:41:46,840 so I was always like, I'm going to define what it is not I 617 00:41:46,840 --> 00:41:51,079 know what it is not to lose, but and I'm gonna win no matter 618 00:41:51,199 --> 00:41:54,320 what. But that's my definition, not yours. And some people look at 619 00:41:54,360 --> 00:41:59,440 money definds winning or certain other things, and really it's a matter of what 620 00:41:59,559 --> 00:42:01,760 is your goal. Your goal definds whether you win or not. So my 621 00:42:01,800 --> 00:42:07,039 anxiousness of just not losing and just being the best at what I do what 622 00:42:07,159 --> 00:42:10,079 is what has driven me for thirty years of my professional career. Oh how 623 00:42:10,119 --> 00:42:16,199 important our goals and when I asked that, I would think clarity of the 624 00:42:16,239 --> 00:42:22,159 goal more important than the goal. Sometimes, you know, we can have 625 00:42:22,199 --> 00:42:27,079 these vague goals, but you almost have to have a defined clarity and sort 626 00:42:27,079 --> 00:42:30,760 of envision it in your mind and then go, yeah, well, I'll 627 00:42:30,760 --> 00:42:36,119 almost start at the end and work back to where you are and work that 628 00:42:36,159 --> 00:42:40,320 way. Yeah, And for me, it's always been trying for me setting 629 00:42:40,320 --> 00:42:44,679 a goal and then understanding what the path was to achieve it. And if 630 00:42:44,679 --> 00:42:46,800 you don't have a clear definition on what that goal is, then you're gonna 631 00:42:46,880 --> 00:42:51,159 meander through and you're never gonna get to where you don't know where you want 632 00:42:51,159 --> 00:42:54,519 to go. I have set goals, like for the office, for example, 633 00:42:54,840 --> 00:42:59,960 Tom and mine. Chris's goal and we started the office was just provide 634 00:43:00,159 --> 00:43:02,840 the service, just having fun, doing a great job, making an impact 635 00:43:02,840 --> 00:43:06,639 in the community we live in, and make enough money where we can provide 636 00:43:06,639 --> 00:43:09,400 for our families. It was never to be in four different cities. It 637 00:43:09,440 --> 00:43:15,480 was never to have you know, you know, fourteen attorneys or twenty attorneys. 638 00:43:15,480 --> 00:43:17,360 It was none of that. It was all that stuff was based upon 639 00:43:17,480 --> 00:43:24,119 demand and then business opportunities. And so we would get to a goal and 640 00:43:24,159 --> 00:43:28,400 then we would be doing something and opportunities would come up and that would then 641 00:43:28,480 --> 00:43:31,880 redefine a new goal. One of the things that gets brought to my attention 642 00:43:32,440 --> 00:43:37,079 quite regularly is when is enough enough? Okay, you know, is there 643 00:43:37,079 --> 00:43:40,920 an answer to that for you? Because I don't know if there would be 644 00:43:40,960 --> 00:43:45,320 for me. I mean I really don't. I think that that's where you 645 00:43:45,360 --> 00:43:49,880 and I may different a little bit. I don't know that there is an 646 00:43:49,880 --> 00:43:52,239 answer to that for you. Where for me, I would go out, 647 00:43:52,280 --> 00:43:54,679 well, enough would be this, and I could kind of put a cap 648 00:43:54,760 --> 00:43:59,360 on it. Although well, if I talk to you, I'd go, 649 00:43:59,519 --> 00:44:02,440 oh, yeah, when when we started and we were working through it, 650 00:44:02,760 --> 00:44:07,000 that was more than enough for me. Sure, you know, I had 651 00:44:07,039 --> 00:44:09,199 a great family, I had a great business, I had great partners, 652 00:44:09,199 --> 00:44:13,400 I had great people I worked with. Life couldn't get any better, right, 653 00:44:13,599 --> 00:44:16,039 it was the It was the best. And then with that success, 654 00:44:16,119 --> 00:44:19,719 other opportunities came along and it was like, hey, wow, this would 655 00:44:19,760 --> 00:44:22,920 be great. We could do we could even do more, we could even 656 00:44:22,960 --> 00:44:28,239 help more people. We could do and within our business model, you know, 657 00:44:28,360 --> 00:44:31,480 it was scalable where we could have a bigger impact in people's lives. 658 00:44:31,480 --> 00:44:35,159 And family's lives as well as the community. So why not do it? 659 00:44:35,400 --> 00:44:38,079 Well, now it's on the goal changes. Yeah, and so for me, 660 00:44:38,519 --> 00:44:43,880 you know, when is enough enough? I answered, I give to 661 00:44:43,880 --> 00:44:46,519 you as I'll give to the person who asked how quite regularly is I don't 662 00:44:46,519 --> 00:44:50,320 know. It hasn't been. I mean for me, because it is enough, 663 00:44:51,079 --> 00:44:53,639 but something else comes along and now you're chasing that. Well. I 664 00:44:53,679 --> 00:45:04,440 always think that on a simple you look at like men who retire and then 665 00:45:04,559 --> 00:45:08,519 they die shortly after, right, And I often think I wonder if that's 666 00:45:08,920 --> 00:45:15,159 because there was always the contrast and wanting more. Right, we always want 667 00:45:15,199 --> 00:45:20,519 more in life and we never want it to end, right, nobody wants 668 00:45:20,519 --> 00:45:22,079 it to end. And people go, wow, if I could just stop 669 00:45:22,079 --> 00:45:24,480 time. You don't want to stop time. You want to keep moving through 670 00:45:24,559 --> 00:45:29,679 time. You want to keep living this life experience. You want the contrast 671 00:45:29,760 --> 00:45:32,119 and the change and the idea to get more. And that's what it always 672 00:45:32,119 --> 00:45:35,679 That's what it always is. That's what life is. That it's you know, 673 00:45:35,760 --> 00:45:37,639 wanting more, wanting more, And I think that that's the key to 674 00:45:37,719 --> 00:45:44,719 living and always growing and changing in a positive way for the positive you know, 675 00:45:44,960 --> 00:45:46,880 and you talk about you use a word that is very important to us 676 00:45:46,880 --> 00:45:51,239 in our business is experience. It's a life experience. And for me, 677 00:45:51,320 --> 00:45:55,119 it's always about sharing these life experiences as a as a as a husband, 678 00:45:55,239 --> 00:45:59,800 as a father, as a business owner, as a lawyer, and you 679 00:45:59,800 --> 00:46:02,320 know, as a bills fan. These are the things that that give me 680 00:46:02,480 --> 00:46:06,039 energy. They give me the drive, they give me the passion to kind 681 00:46:06,039 --> 00:46:08,719 of do the things that I do. And so you know, when is 682 00:46:08,840 --> 00:46:15,440 enough enough? Is I don't for me right now is enough? Yes, 683 00:46:15,360 --> 00:46:20,639 But I'm living it and I want to share it with the people who mean 684 00:46:20,920 --> 00:46:22,400 a lot to me and who I care about, and I want to have 685 00:46:22,440 --> 00:46:27,360 another experience. So I'm going to the next experience because they just don't stop. 686 00:46:27,719 --> 00:46:30,480 Because when it stops, it's over. I wanted to be. That's 687 00:46:30,519 --> 00:46:32,079 sort of what I don't want it to be over. And I've told you 688 00:46:32,119 --> 00:46:35,599 a bunch of times when we talked about at the time about you know, 689 00:46:35,639 --> 00:46:37,920 my dad died at fifty nine. Yeah, very young, and he was 690 00:46:38,079 --> 00:46:44,960 vibrant and active and just met a tragic circumstance. And so my whole thing 691 00:46:45,079 --> 00:46:47,400 is I'm living large to fifty nine. I'm getting as much in as I 692 00:46:47,440 --> 00:46:51,639 can, because after that, it's just gonna be frosting on the cake and 693 00:46:51,679 --> 00:46:53,079 we're gonna have a good time. We're gonna have a great birthday party at 694 00:46:53,079 --> 00:46:57,840 fifty nine and a bigger one at sixty. I can't what would be the 695 00:46:57,880 --> 00:47:02,239 best advice you have ever received? And then I'll ask you what's the best 696 00:47:02,280 --> 00:47:09,000 advice you think you've ever given. The best advice I probably ever received was 697 00:47:09,400 --> 00:47:14,760 I was probably nine years old. Is treat others as you'd want to be 698 00:47:14,800 --> 00:47:16,119 treated, or you want it your family to be treated, and if you 699 00:47:16,199 --> 00:47:20,719 do that, you'll always be successful. Always. I don't I can't think 700 00:47:20,760 --> 00:47:24,880 of one business where if you take that philosophy of life and put it into 701 00:47:24,880 --> 00:47:29,440 a business that you will fail. I don't care. If it's pizza, 702 00:47:29,559 --> 00:47:31,079 I don't care. If you're a surgeon, yeah, I don't care. 703 00:47:31,079 --> 00:47:35,880 If you're a lawyer, if you're telecommunications, I don't care. If it's 704 00:47:35,880 --> 00:47:39,039 Amazon. You treat someone like you want your family to be treated, and 705 00:47:39,440 --> 00:47:44,320 you provide that you're going to be successful whatever you do. It's funny because 706 00:47:45,639 --> 00:47:49,679 Arnie Roth's child will be coming up on a future pod. He and I 707 00:47:49,760 --> 00:47:52,400 sat down and he said something very similar. He likes to work with people, 708 00:47:52,440 --> 00:47:59,039 and he talked about the Palmer family of services and how Kip Palmer is 709 00:47:59,480 --> 00:48:04,679 really somebody he I don't know if you necessarily a mentor was the right word, 710 00:48:04,719 --> 00:48:07,960 but someone he admires in that during COVID and everything, it was about 711 00:48:07,960 --> 00:48:12,719 the people that worked for him, and it was about all, you know, 712 00:48:12,960 --> 00:48:15,960 doing not so much about the business, but the people that make the 713 00:48:15,000 --> 00:48:20,360 business and making sure they were okay and keeping that and they were able to, 714 00:48:20,639 --> 00:48:22,480 you know, work through all that. Everything worked out for them, 715 00:48:22,679 --> 00:48:27,440 and it was almost a different thing because you do have to look at your 716 00:48:27,480 --> 00:48:30,840 bottom line if you've got to see what's happening. And you know, yeah, 717 00:48:30,079 --> 00:48:37,719 and I'll tell you our philosophy during COVID was very different than most businesses. 718 00:48:37,800 --> 00:48:43,880 Most businesses kind of contracted and did cost cutting and you know, didn't 719 00:48:44,119 --> 00:48:49,360 didn't invest in advertising and didn't invest in different things. And you know, 720 00:48:49,559 --> 00:48:52,400 we tried to be smart in terms of business handling, in terms of safety, 721 00:48:52,480 --> 00:48:57,159 health. We did come back. We did have employees that came back 722 00:48:57,639 --> 00:49:00,280 and worked in the office a love. It was just out an assass city 723 00:49:00,320 --> 00:49:02,920 of how our model is in the responsiness to clients and how we handle paperwork. 724 00:49:04,000 --> 00:49:07,119 But one of things that we did very differently is our business runs on 725 00:49:07,360 --> 00:49:12,760 eighteen to twenty four month revenue cycle. So the cases that we were dealing 726 00:49:12,760 --> 00:49:16,039 with and resolving in twenty and twenty twenty one came in in eighteen and nineteen. 727 00:49:16,760 --> 00:49:21,719 So if we didn't bring cases in and during COVID in twenty and twenty 728 00:49:21,760 --> 00:49:27,039 one, where we would hit where our business hits the bad side of it 729 00:49:27,079 --> 00:49:30,280 is twenty two, twenty three, twenty four, And so when that was 730 00:49:30,320 --> 00:49:36,039 going on, we actually invested more into advertising and marketing because of the number 731 00:49:36,079 --> 00:49:39,360 of people who were who needed our services were contracting because they weren't working and 732 00:49:39,400 --> 00:49:43,840 they weren't people weren't out and about, which is where our business essentially comes 733 00:49:43,840 --> 00:49:46,599 from. So the marketplace shrunk. So we had to be more competitive in 734 00:49:46,679 --> 00:49:51,800 order to get that client. And one of the reasons why we did is 735 00:49:51,840 --> 00:49:53,400 that we had people that work for us. We didn't want to have to 736 00:49:53,800 --> 00:49:57,360 let them go. We wanted to keep them busy, we wanted to do 737 00:49:57,400 --> 00:50:00,880 these things, so as everything else is contracting or on us, we actually 738 00:50:00,920 --> 00:50:04,119 invested in those things. So when we came out of it, where we 739 00:50:04,159 --> 00:50:07,199 are you know last year now that people had, you know, ability to 740 00:50:07,639 --> 00:50:12,159 provide for their families and live and have work, and it worked out well 741 00:50:12,199 --> 00:50:16,840 for us. There's other things that emerged outside of that. But you know, 742 00:50:16,960 --> 00:50:21,480 when you think about for me, it's it's really about if you try 743 00:50:21,519 --> 00:50:24,760 to treat people like you'd want your family be treated. Now. You know, 744 00:50:25,400 --> 00:50:29,360 I can't say I always get along with my with my brother or my 745 00:50:29,480 --> 00:50:32,119 sister or my aunts and uncles. You know, it's family, you always 746 00:50:32,159 --> 00:50:36,840 some people don't process things the way you process things, or process things the 747 00:50:36,840 --> 00:50:40,559 way that you think they should process things. But you know, and and 748 00:50:40,599 --> 00:50:45,920 so that for me just kind of using that as a as a core kind 749 00:50:45,920 --> 00:50:50,920 of mantra and uh. And then the other thing, which kind of is 750 00:50:50,960 --> 00:50:53,199 a part of this, uh treating others of your family, is that the 751 00:50:53,239 --> 00:50:59,840 little things make the biggest impact. Little things in terms of what like what 752 00:51:00,400 --> 00:51:05,280 for example, like an our business, if you have a spouse, knowing 753 00:51:05,320 --> 00:51:09,039 the spouse's name, yea, if when when they have kids, you know, 754 00:51:09,519 --> 00:51:14,840 treating the kids and acknowledging the kids and talking to the kids. You 755 00:51:14,880 --> 00:51:20,480 know, there's uh, there's nothing more important to a parent than their children. 756 00:51:21,119 --> 00:51:24,159 And so just little things of that nature and making sure that on your 757 00:51:24,199 --> 00:51:30,440 preparation that you look at every element of what's going on and you respond to 758 00:51:30,159 --> 00:51:35,119 the questions, and that you have the thoroughness and your preparation that you have 759 00:51:35,199 --> 00:51:38,719 contemplated everything that should be done, as opposed to just what you're thinking. 760 00:51:39,000 --> 00:51:44,239 People come in and have very specific questions. Well, but there's so many 761 00:51:44,280 --> 00:51:46,559 other things around that that if if you don't pay attention to the little things 762 00:51:46,559 --> 00:51:50,440 that are around it, then you'll miss it. Yeah, and that can 763 00:51:50,480 --> 00:51:52,840 have the biggest impact, and sometimes it's driving that, Yeah, the question. 764 00:51:53,480 --> 00:51:57,639 I even think the little things, you know, Uh, it is 765 00:51:57,639 --> 00:52:00,239 the little things, even in personal relationships, you know, the phone call, 766 00:52:00,719 --> 00:52:05,960 the flower, the note, the whatever. I mean, those are 767 00:52:06,039 --> 00:52:12,639 simple little things that sometimes we get so busy or forget about or I'm not 768 00:52:13,239 --> 00:52:15,320 yeah, I'm not saying, I'm just you know, I think that those 769 00:52:15,360 --> 00:52:21,440 are all very important and something to even remember. I mean from it's the 770 00:52:21,519 --> 00:52:24,159 little things in life that yeah, really kind of connect the most, It's 771 00:52:24,199 --> 00:52:27,880 true. And getting back to the life experience, right, I mean, 772 00:52:28,000 --> 00:52:30,920 it's the little things that make the life experience that much more memorable and that 773 00:52:31,000 --> 00:52:36,719 much more of an experience, you know, for us, like with Bill's 774 00:52:36,760 --> 00:52:40,599 Training Camp, we do a lot of outreach to our community partners, you 775 00:52:40,639 --> 00:52:46,280 know, the Boys and Girls Club, Big Brother, Big Sister Compere, 776 00:52:47,559 --> 00:52:52,360 you know, and it's having the kids there. But it's not just having 777 00:52:52,360 --> 00:52:53,960 the kids there, it's you know, we try to get We give them 778 00:52:53,960 --> 00:52:57,880 a T shirt, we give them a gift bag, and it's those little 779 00:52:57,880 --> 00:53:01,000 things that when when that experience of the moment is over, but they have 780 00:53:01,440 --> 00:53:06,639 something that they can remember from. It just continues the experience and enhances the 781 00:53:06,679 --> 00:53:10,400 experience. And you know, one of my one of you said, and 782 00:53:10,440 --> 00:53:15,119 then the other party question is what advice have I given somebody that I think 783 00:53:15,199 --> 00:53:20,119 is I've I've refined this throughout my life, but I think I've got it 784 00:53:20,280 --> 00:53:23,480 down pretty good right now. Is that everybody should have core happiness. Yeah, 785 00:53:23,760 --> 00:53:29,000 that you are happy regardless of who is in your life or what is 786 00:53:29,039 --> 00:53:30,679 in your life, whether you have money, you don't have money, something 787 00:53:30,719 --> 00:53:36,519 that gives you joy and happiness you have and that is your core base happiness. 788 00:53:37,079 --> 00:53:40,239 It's your happiness. Should not be contingent or dependent upon someone or something 789 00:53:40,280 --> 00:53:44,599 else, shouldn't be based on a car, or a house or a person. 790 00:53:45,000 --> 00:53:49,360 I mean, I lost my father. He was, you know, 791 00:53:49,719 --> 00:53:52,880 the most influential person in my life. He left, not out of his 792 00:53:52,960 --> 00:53:57,880 choice, not out of my choice. But you have to maintain that happiness. 793 00:53:58,039 --> 00:54:00,199 Now, what you need to do is then build the people around you 794 00:54:00,199 --> 00:54:05,079 that enhance that happiness. Yeah, but people that are there that you have 795 00:54:05,280 --> 00:54:08,280 should enhance your happiness. If people aren't enhancing your happiness, then then you 796 00:54:08,320 --> 00:54:12,559 shouldn't. Then they don't belong or deserve to be in your life. Right. 797 00:54:12,880 --> 00:54:16,119 And so when you when you can get to a point and appreciate or 798 00:54:16,199 --> 00:54:21,360 identify what is your core happiness, and then I think it makes it easier 799 00:54:21,400 --> 00:54:23,639 to have the people around you that enhance that. And then when people are 800 00:54:23,679 --> 00:54:28,440 around you that aren't enhancing it, it's easier for you to direct your time 801 00:54:28,440 --> 00:54:31,119 to those who do and then take away from you know, minimize or get 802 00:54:31,159 --> 00:54:34,920 those people out of your life that aren't. And that's the hardest thing to 803 00:54:34,960 --> 00:54:37,559 do for people, is people who you care about. Sometimes it's family that 804 00:54:37,639 --> 00:54:43,280 aren't enhancing your happiness. You know, sometimes you need to give your time 805 00:54:43,320 --> 00:54:46,280 to someone else who who appreciates it, and that enhances your life because life 806 00:54:46,320 --> 00:54:50,840 is too short. Yeah, well that's very true. I always think, 807 00:54:50,920 --> 00:54:55,480 yess unconditional happiness. I always think the word unconditional is impossible for human beings, 808 00:54:55,559 --> 00:55:00,400 right, It's almost impossible, like we because you think about if this 809 00:55:00,440 --> 00:55:04,159 person just changed, I would be so much happier. But you can't do 810 00:55:04,199 --> 00:55:07,559 that. There's no assertion. You can't really do that. And at the 811 00:55:07,599 --> 00:55:10,039 same time, you shouldn't change for somebody else, and you've got to be 812 00:55:10,079 --> 00:55:15,719 happy in spite of those conditions. I like to think we should all evolve, 813 00:55:15,800 --> 00:55:17,440 we should all move towards You should all evolve, and I, you 814 00:55:17,480 --> 00:55:21,719 know, try to enhance other you know, your own life through that evolution. 815 00:55:21,760 --> 00:55:25,920 The closest thing I can say in terms of unconditional love is the love 816 00:55:25,960 --> 00:55:30,920 you have for your child. Yes. I will always love my kids. 817 00:55:30,039 --> 00:55:35,719 Ye always. I mean not like them, I mean not like their decisions, 818 00:55:35,960 --> 00:55:37,719 yes, but I will always love them. Yes. And there have 819 00:55:37,800 --> 00:55:43,440 been times where I've told them I love you unconditionally, but I don't necessarily 820 00:55:43,440 --> 00:55:46,079 like the decision you've made. I don't necessarily like this, but it doesn't 821 00:55:46,159 --> 00:55:50,840 change my love for you. My love for you is unconditional. Unfortunately, 822 00:55:50,880 --> 00:55:53,760 outside of children. You know you talk about your parents. I love my 823 00:55:53,840 --> 00:56:00,400 mom. I don't can't say it's unconditional because sometimes she drives me crazy about 824 00:56:00,719 --> 00:56:02,519 you know so, but I love her to dad. It's just you know, 825 00:56:02,559 --> 00:56:07,599 it's unconditional. No, it's it's it's actually conditional. It's based upon 826 00:56:07,719 --> 00:56:09,440 how do you you know? How is the how how am I feeling, 827 00:56:09,440 --> 00:56:13,880 how is she feeling? What can I tolerate? What is my mindset? 828 00:56:13,920 --> 00:56:17,039 What is going on in my life? You know, I would do anything 829 00:56:17,039 --> 00:56:20,719 for my mom or my family. But you know, when you talk about 830 00:56:20,719 --> 00:56:25,920 true unconditional love, I've only really experienced that in my in my kids. 831 00:56:27,119 --> 00:56:34,400 Sure, and uh it's it's a great feeling. You know, that vulnerability 832 00:56:34,440 --> 00:56:36,480 that you have for your kids. You just want to protect them. You 833 00:56:36,480 --> 00:56:39,320 don't want to see him fail. But unfortunately, probably the biggest thing our 834 00:56:39,400 --> 00:56:44,840 generation does is we don't allow our kids to fail. And I've always been 835 00:56:44,880 --> 00:56:47,880 a big like stand back kind of let your skin your knee and learn. 836 00:56:49,159 --> 00:56:52,920 Yeah, you know, I'm gonna let you fall off the edge. I 837 00:56:52,039 --> 00:56:55,440 liked I like to if I think back, I would like to think that 838 00:56:55,480 --> 00:57:00,360 I've done that. Yeah I don't. I think I'm I think I've intervened 839 00:57:00,400 --> 00:57:05,480 and done more than I should have for them at times, or or prevented 840 00:57:05,519 --> 00:57:10,800 that where perhaps they should have skin their knee a little bit more, you 841 00:57:10,840 --> 00:57:15,519 know, and that's probably me overcompensating on my work. Uh. You know, 842 00:57:15,559 --> 00:57:17,760 I spent so much time there, so when this happens, I want 843 00:57:17,760 --> 00:57:22,119 to intervene to prevent that, so they you know, it's not as hard 844 00:57:22,119 --> 00:57:24,400 of a fall because you know, had I been there, maybe they wouldn't 845 00:57:24,400 --> 00:57:30,199 have made that decision. But you know, both my kids are are are 846 00:57:30,760 --> 00:57:34,960 are wonderful, well intended, bighearted. Uh. Some of them are a 847 00:57:34,960 --> 00:57:38,480 little stubborn, but you know they are my kids. So uh. But 848 00:57:38,800 --> 00:57:44,920 yeah, unconditional love is uh, it's I just think it's something that people 849 00:57:45,079 --> 00:57:50,079 love to say, and in theory it's yes, and we should try, 850 00:57:50,239 --> 00:57:54,360 but it's almost impossible. Well, I've gotten in trouble in relationships because I 851 00:57:54,400 --> 00:57:59,079 agree with you, but I need my As Luke told me just this past 852 00:57:59,079 --> 00:58:05,519 weekend, Dad, you got to be quiet, okay, because you know, 853 00:58:05,599 --> 00:58:07,840 if you ask me a question, I'll give you the answer. You 854 00:58:07,880 --> 00:58:10,239 may not like the answer, yes, but it's the way I feel. 855 00:58:10,239 --> 00:58:14,400 It's what I think if you don't want what I think or what I feel, 856 00:58:14,400 --> 00:58:19,119 then don't ask. And what happens with people is that when you give 857 00:58:19,199 --> 00:58:22,480 them your answer and it's not what they expect, they become disappointed in you, 858 00:58:22,599 --> 00:58:25,639 which then impacts the way they feel about you. Yes, and that's 859 00:58:25,679 --> 00:58:29,519 unfortunate because you ask me for my opinion, you ask me how I feel 860 00:58:29,519 --> 00:58:31,519 when I give it to you. Is that one of the things you value 861 00:58:31,519 --> 00:58:35,840 most in another person is is I don't want to call it brutal honesty, 862 00:58:35,960 --> 00:58:38,719 but honesty like a true perspective, you know where you were saying, even 863 00:58:38,960 --> 00:58:45,039 a mentor to kind of tell you how you really are, or and we 864 00:58:45,079 --> 00:58:47,280 never see ourselves the way we are. I remember reading a book when the 865 00:58:47,280 --> 00:58:52,639 boys were little. You should videotape how you interact with your kids, because 866 00:58:52,000 --> 00:58:55,639 you never you think this in your head. And it's a different thing. 867 00:58:55,960 --> 00:58:59,960 And I think you said early on you know someone who can tell you, 868 00:59:00,320 --> 00:59:04,679 hey, you think you're really funny, but you're pretty inappropriate. Is that 869 00:59:04,760 --> 00:59:07,679 something you value most in somebody else? I do? Yeah, I do. 870 00:59:07,840 --> 00:59:10,960 And those are probably people the relationships that I cherish and value the most, 871 00:59:12,039 --> 00:59:14,599 or the people that say, look, you know you're a good person, 872 00:59:14,639 --> 00:59:17,159 but when you do this and this, you know, you may think 873 00:59:17,639 --> 00:59:21,000 you see it this way, but others see it that way, and then 874 00:59:21,000 --> 00:59:23,320 it's like, oh jeez, I never thought of that. That's the part 875 00:59:23,320 --> 00:59:30,559 of self awareness. And I'd like to think that with the candidate of my 876 00:59:30,639 --> 00:59:34,000 family growing up, they made you self aware because they were so critical of 877 00:59:34,039 --> 00:59:39,079 you. And you know, the more success you have in life, the 878 00:59:39,119 --> 00:59:43,440 more people pander to what they think you want to hear as opposed to the 879 00:59:43,480 --> 00:59:46,679 honesty of it. And so for me at this stage in my personal life 880 00:59:46,719 --> 00:59:52,760 and professional life, having people that are actually honest and candid with you about 881 00:59:52,880 --> 00:59:55,599 now again doing it in a polite, respectful, you know manner is important 882 00:59:57,840 --> 01:00:02,960 and not being critical negatively critical, but you know, saying you know, 883 01:00:04,039 --> 01:00:07,800 look, you know you do this in the community, but how about also 884 01:00:08,039 --> 01:00:13,039 I trying to do you know, deliver in this manner? Oh okay, 885 01:00:13,039 --> 01:00:16,000 you know, I've never thought of that. So that to me is is 886 01:00:16,320 --> 01:00:21,639 I probably value that more today than I did ever in my life. Did 887 01:00:21,719 --> 01:00:24,639 you know you talk about goals? I've always joked that you will be the 888 01:00:24,639 --> 01:00:29,280 future owner of the Buffalo Bills. Would there ever be a goal of that 889 01:00:29,559 --> 01:00:34,400 or is you know, is there would that be something that you drive more 890 01:00:34,480 --> 01:00:38,559 commas I got, I need to have more comments. You know interesting, 891 01:00:38,559 --> 01:00:43,360 I don't know that I know anybody else who has the passion, but not 892 01:00:43,400 --> 01:00:46,199 just the passion but also the insight and the knowledge of the game and the 893 01:00:46,719 --> 01:00:51,079 you know decisions. You could be a coach on we have to be on 894 01:00:51,159 --> 01:00:54,239 the podcast Big because you're great at that. Well, thanks for me. 895 01:00:54,440 --> 01:00:59,639 When I think of when I think of like my my goals professionally in business 896 01:00:59,639 --> 01:01:05,679 wise, investing wise, investing in myself and investing the people that are around 897 01:01:05,719 --> 01:01:12,840 me, uh will give me the riches that will allow me do whatever my 898 01:01:12,960 --> 01:01:15,880 path has in front of me. Would I like it to be the Buffalo 899 01:01:15,960 --> 01:01:24,159 Bills? I have throughout my career looked into purchasing some professional sports teams here 900 01:01:24,199 --> 01:01:31,159 locally and a lot of those models. Essentially, if you if you ever 901 01:01:31,199 --> 01:01:37,039 want to lose a lot of money, invest in a a sports team that's 902 01:01:37,079 --> 01:01:42,119 not one of the top four. And I've looked into it. Uh, 903 01:01:42,159 --> 01:01:47,159 it's it's it's a challenge, it's a struggle, but you know, to 904 01:01:47,239 --> 01:01:52,159 get to that level of wealth comes with a lot of sacrifice. And the 905 01:01:52,239 --> 01:01:54,559 interesting thing for a lot of these guys that own NFL teams, they acquired 906 01:01:54,559 --> 01:02:00,400 most of their wealth from their mid forties to their mid to late fifties. 907 01:02:00,320 --> 01:02:04,119 Uh. And Terry Pagoula acquired his wealth. I think he was in his 908 01:02:04,199 --> 01:02:09,880 late sixties when he went from being a successful entrepreneur oil and gas to monetizing 909 01:02:10,559 --> 01:02:15,280 that twenty five year investment he had himself and turn himself into a billionaire. 910 01:02:15,159 --> 01:02:17,960 So being fifty three right now, I still think I got a little bit 911 01:02:19,000 --> 01:02:22,000 of sunway left, so I certainly wouldn't rule it out. Yeah, I 912 01:02:22,119 --> 01:02:25,920 like I like that a lot. I think that's very good. Is there 913 01:02:25,920 --> 01:02:30,960 goals like do you ever set even now? Or the I guess in an 914 01:02:30,000 --> 01:02:34,400 interview of the last things like where do you see yourself in five years? 915 01:02:34,519 --> 01:02:38,119 Is there anything like that for you? Or is it just you know, 916 01:02:38,519 --> 01:02:43,800 whatever whatever opera, be open to whatever opportunity may come along next. So 917 01:02:43,920 --> 01:02:46,920 I I kind of I kind of break things out in my life, you 918 01:02:46,960 --> 01:02:53,880 know, between personal family business Connors and Ferris as well as investing. And 919 01:02:53,920 --> 01:02:58,480 so with respect to the Connors and Ferriss business, is that you know, 920 01:02:58,800 --> 01:03:02,480 we I try to play in three to five years ahead. We are here. 921 01:03:02,480 --> 01:03:06,360 Where we are right now is not where I planned we were going to 922 01:03:06,400 --> 01:03:12,199 be three years ago, or in with COVID and kind of an evolution of 923 01:03:12,199 --> 01:03:15,079 the workforce and remote working in some of the other stresses and strains in the 924 01:03:15,119 --> 01:03:20,000 workforce. We're not where I wanted to be or where I hope we would 925 01:03:20,039 --> 01:03:23,039 be at this juncture. We're working towards that right now, and so as 926 01:03:23,119 --> 01:03:28,280 I look as we look forward, you know, three to five years in 927 01:03:28,360 --> 01:03:32,079 terms of business is really just fortifying our position here in Western New York, 928 01:03:32,079 --> 01:03:37,679 in Central New York and providing the service. It's our business is getting harder, 929 01:03:37,679 --> 01:03:43,119 it's not getting easier, and so it's trying to make sure that the 930 01:03:43,119 --> 01:03:49,079 people who are working in Western New York have the representation and the responsiveness to 931 01:03:49,119 --> 01:03:53,320 protect them because benefits in New York State and what we do are is significantly 932 01:03:53,320 --> 01:03:57,159 harder today than it was five years ago, and it's only going to get 933 01:03:57,199 --> 01:04:00,039 worse. So so we have to kind of change our model to adapt to 934 01:04:00,079 --> 01:04:04,360 that. I think there's going to be contraction in our space just because it's 935 01:04:04,400 --> 01:04:08,280 so much harder. It's harder to do the job, it's harder, the 936 01:04:08,360 --> 01:04:14,440 demands are harder. You know. Outside of Connors and Ferris, I you 937 01:04:14,480 --> 01:04:18,519 know, have friends and mentors within the investing and entrepreneurial side of things business 938 01:04:18,519 --> 01:04:25,599 wise, and so I'm always looking at business ventures and opportunities within Western York 939 01:04:25,639 --> 01:04:30,360 as well as outside of Western New York where where I can have an impact, 940 01:04:30,440 --> 01:04:33,320 not only in Rochester and Buffalo in the Finger Lakes, but you know, 941 01:04:33,719 --> 01:04:36,480 we're anywhere. In fact, one of the companies I invested in here 942 01:04:36,480 --> 01:04:43,440 locally, we had hope that would would revolutionize how you do alternative fuels with 943 01:04:43,480 --> 01:04:46,119 sweetwater. Unfortunately, sweetwater hasn't didn't go the way we were planned, but 944 01:04:46,679 --> 01:04:50,920 part of part of the attraction to it was their commitment to give back to 945 01:04:51,039 --> 01:04:56,079 Rochester. Again, didn't quick go as we had hope, because there were 946 01:04:56,079 --> 01:04:59,719 a lot of hopes and aspirations that I could kind of bring an attention to 947 01:05:00,079 --> 01:05:04,079 Chester and wealth to those who had invested that could help the community. But 948 01:05:04,199 --> 01:05:09,119 just opportunities of that nature. Yeah, that's interesting. You kind of help 949 01:05:09,159 --> 01:05:12,679 people reach their goals, you know. I mean it's one of the things 950 01:05:12,719 --> 01:05:15,840 just when you're investing in something and believing in it, and I think there 951 01:05:15,840 --> 01:05:19,239 are standards by which you judge that. But I think that that's, uh, 952 01:05:19,280 --> 01:05:23,639 that's admirable. And the one thing I've come to learn through this, 953 01:05:24,079 --> 01:05:29,159 you know, ten year evolution of that is when you you know, you 954 01:05:29,199 --> 01:05:31,239 look at the business model, and you know, you look at the P 955 01:05:31,400 --> 01:05:34,679 and L, you look at you know, the revenue streams they have, 956 01:05:34,800 --> 01:05:39,079 and you know, how do they manage the expense? Is the one thing 957 01:05:39,079 --> 01:05:43,760 that differentiates a successful business from the ones that aren't successful in many instances, 958 01:05:44,079 --> 01:05:49,239 again borring things like COVID is uh, you bet on the individual who's running 959 01:05:49,239 --> 01:05:53,519 it right, Whose vision is it, who's directing it, who's running it? 960 01:05:54,320 --> 01:05:58,159 The ones who've been successful that I've invested in, it's the person. 961 01:05:58,519 --> 01:06:00,760 It's the person who's the CEO, the founder who had that vision, had 962 01:06:00,800 --> 01:06:04,760 that drive, was able to push through those you know, you ask the 963 01:06:04,880 --> 01:06:06,760 question, you don't want to get up, you don't want to work out, 964 01:06:06,800 --> 01:06:09,880 you want to do that? Who's going to get up and actually get 965 01:06:09,880 --> 01:06:13,199 that done? Right? Uh? And and the people that do that are 966 01:06:13,199 --> 01:06:16,719 the ones that ultimately in those instances have been successful, very very good. 967 01:06:16,760 --> 01:06:19,239 I enjoyed this a lot. Yeah, this for Habit, it was a 968 01:06:19,239 --> 01:06:23,800 really great conversation. Great Connors. Give them a call at two six to 969 01:06:23,960 --> 01:06:29,480 comp for Connors and Ferris and uh opportunities. Man I I love it. 970 01:06:29,719 --> 01:06:39,119 Be open to all those opportunities. I'm Bill Moran. Well see tomorrow the 971 01:06:39,960 --> 01:06:47,960 tale didn't know what to do. I'm trying to TV. Myer's RV reminds 972 01:06:48,000 --> 01:06:51,920 you summer is not officially over yet and you can still take advantage of the 973 01:06:53,079 --> 01:06:58,280 endless summer savings. 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