Big Brian and Laredo Conversions - Mornings in D Minor

0:00You are listening to the Horse Radio Network, part of the Ecline Network family. We are going to be a great one when you start your day with mornings and demies. And the breast lounge. Oh, here we are. Hey, we got the giggles again already. The giggles again. It's too early. Man, I thought we were going to stop Giggling. I thought we were going to stop Giggling. Hey, everybody, welcome out to Mornings and D minor. I'm Drew Stucent along. Side Shane Minor and Big Brian. Big Brian. Man, today's a big day, dude. Yeah. It is. For Laredo.

1:00We're doing something we've never done, really, at the finale before. What's that? And it's because of Brian and his crew at Laredo conversions. Look at you, Brian. Are you going to let me in on it? I'm big time now. Kind of a big deal. Kind of a big deal. What are you guys going to do? Well, we're going to have a little nine jackpot right now that's going on. Right. It's going to be probably close to a $3 million jackpot. Mm-hmm. Here in the area at 9.5. I just love saying jackpot. That's great work. That drive's Connie crazy. Where is Connie? She's over there. Yeah. Filling out my walking papers. Well, today is the 9.5 finale. It's the biggest, usually the biggest. I mean, it will be. Yesterday, the 10 was the biggest 10 in history. Right. In the history of the sport. And this number nine was going to do that same deal. Wow. And then in the middle of the night between the end of the last rotation and running the short round, we're going to do the biggest premier truck open that's ever been done.

2:05And we're giving one of your trucks away. That's incredible. Fantastic. Yep. So talk to me about the whole. How did this even come about? They just, Connie, just give your ring and say, hey, I want to do this or what? No, actually, one of my competitors, I think, got first shot at it. And I don't think they were happy with, in general, with what they were offering. And so actually, Laurie called me and said, hey, if we offered this to you, what would you do? Just left it open. Yeah, just like, hey, just, yeah. Yeah, left it open. And I said, I said, heck, Laurie, I said, I'll, I'll just build a full blown hauler. Yeah. He was, what? And I said, yeah, we'll do a full blown hauler. Yeah, not a truck open. A halt like this is a. Yeah, yeah, not a base truck giveaway truck, you know, where we're doing an XLT or something or an XLT. Yeah, like most truck rope and the team rope or what. Right. You know, just truck rope. Yeah. Yeah. Yeah. So I said, I'm going to build up. He said, you mean, it's a hauler bed and everything. And I said, oh, yeah, we're going to do crocodile interior. Everything.

3:05Yeah. He's like, done. I see it. Prosh, throw that sucker out. Picture. I think we've got some pictures of it. Let's, we got to take. Oh, my lord. Yeah. That is. Yeah. Yeah. That's sharp. Yeah. Lacey and the girls in the office did the custom wrap. They did the artwork, sent it down to Justin Watts at graphics house. Right. Look at that. Oh, baby. Stay right there for a minute. Look at that interior. Yeah. Little crocodile, huh? Yeah. Man, oh man. How long does it take to convert one of these like this? Uh, if I have everything in house ready to go on the truck, I, we can do it in about three weeks. Three weeks. Yeah. So, you guys building the beds and everything right there. Yeah. You guys just building right there. Yeah. Yeah. Yeah. My big problem is the backlog, you know, isn't really. Yeah. We have such a big, I mean, right now like folks that have been buying trucks here at the, at the team rope and are looking at, you know, February march for they get their trucks. Gotcha. You know, you said he's had a pretty dang good show, huh?

4:05Oh, yeah. Yeah. It's been awesome. That's so cool. Yeah. The last two years here have been really, really crazy. Yeah. But, uh, at, on our current pace right now, we got two solid, two more, no, we got actually two and a half days. Yeah. I think we can pull 15 to 20 out of here. You're kidding me. Wow. He's already in the teens. He's already sold that many of those trucks. Well, it's all these ropers and winning all these $200,000. Yeah, they, they've only got two weeks to spend. It's tax, tax, tax, tax, tax, tax. You better have a farm account. You better buy it. You better spend it. Yeah. That is so cool. So, like, oh, go ahead. I was just going to say, so take me back to the beginning. Like, what, how did it all start? Because I don't, you and I haven't sat down and talked about your story at all. So, uh, what, uh, I was actually working, I'm on my background.

5:05Uh, I've actually got a degree in health physics. So I used to work in the nuclear industry. Really. Yeah. And, uh, I got burnt out and then I went and, uh, uh, I'd always buy a new truck every year because I traveled all over the country. So the guy that I used to buy my trucks from became a general manager of a Chevy dealer in Phoenix. And, uh, he said, uh, man, what you getting the car business? And I'm like, there's no way, no way I'm ever getting in the car business. I'm not going to be a car salesman. And, uh, I was like, well, I guess I, I quit the nuclear business. I said, now what am I going to do? I'm going to go be car salesman. I'm going to be car salesman. Yeah. And I'm never saying ever. Yeah. So, uh, I did that and then, uh, uh, did that for several years and then, uh, uh, I got hired away into the, you know, custom van, custom truck business as a salesman there. Okay. And learned a lot about the business. It made a lot of friends and high places with the OEMs, that sort of thing. Mm-hmm. And then, uh, I was actually working for a guy in Fort Worth that he wanted to get building

6:07living quarters for horse drivers. Okay. And I was researching that and I was looking around and I saw all these cool trucks. Yeah. At that time, it was Western hauler. Basically, Western hauler was kind of, I mean, that's what, yeah, there's still, there like the Kleenex of the hauler work, right? Like, that's a Western hauler. That's like, you're all Western haulers because they were kind of that first brand, right? Yeah. And I said, well, with my background in the automotive industry, I might be able to make it run at this thing. Yeah. So, uh, I went back to my boss at the time and I was all excited. I was like, hey, I got an idea. You know, let's do this. And he's like, oh, yeah, that's great. He had no clue. He was an engineer. If you guys know anything about engineer, nothing against engineer. No, no, no, no, no, no, no. They're engineers. They're engineers. Yeah. And, uh, so he goes, uh, he says, uh, he goes, yeah, let's, you know, let's do it. I said, okay, I'm gonna put a business plane together. I got a friend at Ford. I'm gonna send it to him. Well, that was like, summer of 96, maybe.

7:08And, uh, I'll never forget. It was, uh, January of 97. He comes in and shuts the door with an envelope in his hand. And I was like, oh, God, here we go. I've been through this before. Yeah. And they said, I can't afford you. Yeah. I was like, okay, so I got, went back into the van business. Yeah. I was married at the time. I got home one day and my wife said, hey, Ford called. They want you to call him. And I'm like, we're not like with truck payment, are we? Yeah. Yeah. Yeah. Was it Ford or Ford financial? Yeah. Yeah. Yeah. Yeah. Yeah. She goes, no, I don't think it was Ford financial or Ford credit. Yeah. She goes, yeah, I think it was Ford Ford. I was like, oh, so I look at the guy's name. I was like, yeah, it is Ford. Yeah. So I called him up and he says, hey, we got your business plan here. We love it. We want to do something. And, uh, so I aligned myself with the proper people, got the money lined up and started the Colorado. Really? Yeah. And that was, uh, we built our first trucks on the, on the, well, not the first trucks,

8:10but the very, when we really kind of started was, uh, the 99 model year at the very end of 98. Gotcha. So like I was at the paint world show in the summer of 98, doing, uh, doing trucks. That was my first, you know, type deal. And we, I grew up on a ranch and Arizona. Sure. And you're, you got to know what guys wanted. Right. And, uh, so I, I was like, all right, here we go. And I just remember being happy as a pig and shit when we were, uh, uh, you know, I got in the shop and see one truck being built. Yeah. You know, and then we eventually, we eventually got to the point, I think in 2005, 2006, uh, we had all the manufacturers and we were doing, uh, about eight to 900 trucks a year. Wow. What? Good Lord. You were doing that. Yeah.

9:11Right now I honestly had no, I don't know how in the world it was, it was like a printing press man. I bet. Yeah. Yeah. Yeah. Yeah. It was, it was that, well, and we had, we were really tied in with the, with the, with the dealers too. So, yeah, with our agreement was we would sell the dealers as well as retail. Sure. You know, keep everybody happy. Yeah. Every, every, every, every, every, every, we had to run our retail deals through the dealers and that sort of thing. And then so what we did is we, uh, um, you know, we just kept rocking and rolling and then in08 when the big crash happened. All the dealers, they lost our number. Really? Yeah. Yeah. Yeah. Yeah. We don't want to mess with this stuff anymore. It could get financing that kind of thing, you know. Yeah. Yeah. But the thing that was good that was smart is I kept my, uh, retail side rolling, kept in touch with all the customers, all that. And I was, I just went in. I don't know, I guess in 2010, I had, I had a partner. And in 2010, he did the same thing and came, comes in, shuts the door, says, hey, I'm

10:15done. I don't want to do this anymore. Yeah. I'm like, oh crap. What am I gonna do? Mm-hmm. Yeah. Uh, I went back to my roots, started stall building them again, one at a time. Wow. And, uh, got, eventually got back. Uh, you know, we, we started coming out to the NFR in 2005. Yeah. No, three. Three. Three. Yeah. And, um, I still, I brought one truck. Yeah. And it sold like for a day. Really? Oh, yeah. Yeah. What do you know? You know Randy Stamper? Boy, sure sounds familiar. Yeah, this sounds familiar. The both Stamper boys, they were, uh, the, uh, regional sales managers for heart trailers. Oh, okay. Okay, gotcha. Gotcha. All right. And Randy convinced me to come out. Yeah. To the NFR. And he's like, man, and at the time I was all, I was all about the, uh, the pleasure of horse crap. Sure. Sure.

11:15And, uh, anyway, he says, you know, you need to go out to the NFR. And I go, man, them cowboys ain't got no money. They're broke. Rightfully so. Yeah. I said, you lost your mind. Yeah. Said I'm not going out to Vegas for two weeks and sit out there and, you know, just sit there. Yeah. Spend my money. Yeah. Yeah. So, so I sold the truck the first day. And, uh, that I brought out when you set up in the heart booth with them or not was, not was too, wasn't very far. This was over at the old sands. Yeah. Okay. Yeah. And, uh, anyway, uh, so I sold the truck and then I had people coming by. They were mad because I sold the truck. Yeah. They're like, uh, yeah. What do you mean you sold them already? You know, I mean, you know, what, what do you got right now? What do you know? I was like, holy shit. You know, so the next year I brought two trucks. Sold them. So for a second. Yeah. Yeah. And then, uh, by then, I think we started bringing, we had, we started bringing eight trucks out.

12:16We had a huge booth. Yeah. We had a bar. We had a bar in our booth. A little bar. Like a literal, literal, literal bar. No wonder he sold some of these. And we were, we were serving cocktails to our customers and, you know, highly frowned upon, of course, because it wasn't involved. The hotel was involved, but it worked. Absolutely worked. But, uh, anyway, but, uh, yeah. So back in 10, my partner decides to pull out and then I go back to the, my rear. And, uh, but I kept working it, working it, working it and, uh, you know, um, uh, you know, and this is kind of a thing too, you know, I gave, uh, I was, I just remember sitting in my office and many things were going okay. Yeah. But I just said, uh, uh, I was sitting there and I said, you know, I was always stressed, stressed out constantly, you know, like, oh, man, you know, and I said, you know, I said, I'm just going to give it to God. Yeah.

13:17Yeah. Absolutely. And, uh, so I sat there, said a little prayer, said, Lord, I'm going to keep working my butt off, but I'm going to be a good student with my money and I'm, and I'm not going to worry about it anymore. It's in your hands. Yeah. And I, uh, I think it was a month later. I got my first real big deal with a dealer again. And we, I built on that. And, uh, you know, now I'm, I mean, but I'm study, we're doing about 110 trucks a year right now. I'm happy to. That means, yeah. And we're fixing to expand. We're, uh, uh, going to build a new facility and try to get to where we can build more trucks. Yeah. I'd like to try to get it to 150, 160. Gotcha. I'm going to guys you have working for you right now. Uh, right now we've got, oh, let's see, eight, nine, ten, thirteen, fourteen on that range. So I'm the, I'm the whole sales staff for the most part. Yeah. My son, Scott, he's, uh, uh, thirty and he's holding down the fort at home now.

14:21Sure. And, uh, what I'm, I'm trying to get him, you know, going to and get him accustomed to what we're going to do. Right. And, uh, you know, I've had a couple people make a run and try to buy me. They weren't serious. Yeah. Uh, and, uh, so I just said, you know what? They'll just, I'm at a point now where he can run it. And I'll just, you know, at some point, I'm going to take a step back and, and, you know, come do the fun stuff like this. Absolutely. You know, so amazing. It's an acidity. You know what? We had, we had the Colonel here yesterday. Yeah. And we have Brian and both of them have this common thread of, they're in a crossroad. And Lord helped me, right? Right. That's absolutely. And it just, it worked out. Yeah. He was there. He was good. I think all could say that in our lives. There's been that pivotal moment where I know I can, you know, and, just amazing, amazing story. It's amazing to watch.

15:22And you look back, you probably see, you know, you're the effects of your hard work. And we're probably the good Lord probably carried you through those things. Oh, yeah. And dodged a few bullets. That's why you were doing it. Oh, yeah. For sure. Yeah. For sure. And, and taught me, you know, taught me some lessons. You know, oh, eight, oh eight was, uh, I learned, I learned that I was never going to be in that position financially again. I mean, like I was telling you, you guys early, you know, we first started, started coming out here. I'd party like a rock star. Yeah. You know, yeah. I mean, we, uh, yeah, it was, it was completely ugly. I didn't watch my money, you know, and now it's a whole nother ball game. Yeah. I love that. I love that. I love the whole, the, the entrepreneurial side of it. That's true. What you and I were talking about over here. I remember that we were just talking about, you know, the, the difference between, between having a salary and building your own deal. And when you go and do that and there's, you know, everybody, everybody looks at the success today of selling 15 trucks here, but they don't, you know, what, what do they say?

16:26It's an overnight success that took 20 years to build. Right. You know, and I mean, the people that have never, that have never gone, I've, man, I had a great marketing business that it was just running myself that I tanked. Same deal. You know, and until you go through and live through, you, I don't think it's possible to be successful without the failure. 100, I agree. I don't think it's not. It's not. It's not. And if it is, that's like 1% of 1% of 1% that may just look out. Agreed. That just get lucky. Yeah. But I don't think you can do it without, you know, you don't learn to fly the plane without auger and a couple into the hill. That's exactly right. Well, when I moved to Nashville, I had more doors slammed in my face and told no, I got chewed up and spit out. Yeah. And then the same people that did it to me and told me to go home. Are the ones now or the ones that I had numerous number ones with afterwards. And I'm like, why did you, why did you want them specifically? It was a guy named Joe Galani who's retired. Now he was a great guy. He was a big powerhouse mogul at RCA records.

17:29I'm like, well, why'd you tell me that back in the day? He goes, I saw, I saw your instinct in writing songs. He goes, I want to see if you had the tenacity and the toughness to hang in with it. And he goes, here we are at your number one party. Obviously did as he elbows me. And I continue to have songs with that, man. First guy to tell me, go home. Go home, kid. Well, the first guy that told me to go home was one of my competitors. Really? Yeah. How about that? Yeah. And you know, he cut out for it. You know, he's, I won't say who was, we're friends now, obviously. But he said, he sat back in his chair and he goes, Brian, I've seen guys like you come and go in the time I've been in this business. He goes, you won't be here next year. Oh, wow. All I got to do is wait you out. Yeah. And so I was like, that little fire under me. Oh man. See? Oh man. It can go the other way. It can either make your break you to a little fire under his butt.

18:29And that's what I love. Yeah. I mean, I sat, I sat back and pouted, you know, in my booth at the time. And Randy Stamper came by and he's like, you know, we were sitting there drinking a beer and he goes, Brian, let me tell you something. You build a pretty nice truck. He said, if you'll sell a few trucks here and there and take care of your customers, look, keep coming back. Yeah. You know, but you got to take care of your customers. And I was like, okay, okay. And then see that was in that was in 99. Sure. And in probably O3, same show. I would, my booth was next to that other, my competitors booth. And we're sitting there and he comes by and he goes, he has a seven and seven. Now that'll probably give it away to a lot of people watching, you know, has an extra seven and seven with him. And he says, he goes, Brian, let me tell you something.

19:30I didn't give you credit. You already painted my eyes. He goes, but he says, you've done pretty well and he goes, your customers love you. He goes, I haven't heard anybody say they've had about you. Yeah. How cool was that? And I said, I appreciate that. That's great. That's all about you. Good on him. Yeah. That's great. Yeah. That's the deal. A theme that has come up here a lot is the people side of it. So we were talking about Courtney Hagen's here a little bit ago and shamelessly plug him and a guy that is in the middle and nowhere to build that business. It's not about the trailers or the truck's yourself and it's 100% about how you treat your customers. Because it's the only way that works. Because everything else is against you. Everything else. You know, just like you start out, everything's against you. 100% against it. It's about that bottom line as the customer service and treating those people right. And you have a high, you guys are selling, you know, they're investing $100 plus thousand

20:31dollars into a piece of your equipment for them to drive and, you know, having a little bit of love for them goes a long ways. Right. Really. It really does. That's great. Yeah. When you say that guy, who are you saying that does the trailers? Courtney Hagen's. Courtney Hagen's. Yeah. When you say he lives in the middle of nowhere. I mean it. The people think they know the minute like this is, you've been there, right? So my grandmother went to Hammond High School, which was like the old one room would schoolhouse out there. This is an Eastern Montana and the southeast corner of Montana. It's 18 miles of dirt road to his house where he runs rodeo rigs. So you're telling me that his dealership, where he, his lot where he keeps his traders is eight. You got to go 18 miles of dirt road to get to it from Ekelac. When you got to want to go to Ekelac, first.

21:32It's not just the 18 miles of the house. It's literally, I mean, I'm telling you, you've probably never been in the middle of nowhere like this. Like the first time I went, I've known him a whole life. And the first time I drove out there, I'm like, you're kidding, right? Like you're kidding me. Yeah. But it baffles me that he would have that much success living in customer service, right? Yep. Customer service. It is. It's customer service. Wow. No magic. Hard work and customer service. Good for him. Yeah. Yeah. That's the same thing. I don't know if anybody that ever says anything bad about the guy. Yeah. Yeah. You know, takes care of him. Yeah. Take care of him. Good on you. 100%. So talk to me about like, now I want to get into talk Turkey a little bit about like building the beds and all. We're, we're the designs and everything. I mean, because they are sharp looking. Like, how is the guy sit down and even figure out the frame and the angles and making it look appealing to the eyes? Because that's important. Very important. Well, you know, again, it's kind of our bed is kind of that industry, Western hauler,

22:38quote unquote, look. Yeah. Yeah. You know, and of course, one of the things that we did and wanted to do is be different a little bit. We didn't want to be copy somebody else's bed. Sure. So our bed's a little different than theirs. You know, there's other guys in the industry too, and some others. And so, but we just try to do something a little different. You know, so that's all that's basically all that came down to is just kind of keep that look, but don't be, don't make it just like it. Sure. You know, don't copy the exact. Yeah. Yeah. And there's, you know, there's a lot of mass produced beds out there like that, like CM and some others. Sure. Sure. But, you know, the main thing is again, quality. You know, if you go, you know, you've obviously looked at our trucks, but, you know, you, the, I tell people, it's not only having good welders and that sort of thing, but you got to have a good paint, paint body people. Yeah. The finishing, yeah. The finish work is where the cost is.

23:38Just like a house, right? Yeah. Yeah. Yeah. And so, we, you know, we kind of focus on that. And I was telling somebody yesterday I had a customer in booth and I said, you, we're kind of talking about this very same thing. And I said, I said, I just, my thing is I don't, I want it, if I were, if I were buying the truck myself, that's how I look at it. Yeah. So when we get a truck done, you know, what I want to do is go out and look at the truck and it's like, okay, is that going to fly with, with that fly with me? For me. Yeah. Yeah. That's awesome. And the guys hate me sometimes for it. But, you know, I mean, I would just, I mean, I've been just running around. I would put up here screaming and yelling at my son down there. You know, we had a truck that needed to be done a long time ago, like two weeks ago. And customer would want to pick it up Wednesday. Then he said, I said, that's not going to be Wednesday. It's going to be Thursday. And he's like, and I said, I finally had to call him Thursday and say, or call him Wednesday

24:40and say, look, man, let's just do it Friday. Friday morning. You know? And he's like, okay, the customer's really nice about it. And he calls me yesterday and he says, hey, we don't have any wood for this truck. You know, for the wood trim with that we inlay the crocodile in and stuff. And I'm like, oh my God. So this was yesterday morning, actually. And I said, I called, so my wood guy is 83 years old. Oh man. I've been doing my wood since I started. And I imagine it's not just something we run down the lows and pick up. Right. You know, so I called him and I said, I said, quick emergency. Do you have any wood made up for me? Because I usually have them always out. Yeah. And he says, yeah, I got some and I said, okay, how quick can you inlay it and have my son pick it up? Pick it up. And he goes, well, I don't know.

25:42You know, probably Monday and I said, how about tomorrow morning? You know, he got it done. He got it done. Man, his Brian is pushing on me a little bit. Well, I never push him. I never push him. And I just, I was like, man, I said, I hate to do this to your brother, but I need some hell. I need some hell, but I say, because this guy's going to twist off if I tell him, I got to wait, he's got to wait till Monday again. Yeah. And anyway, and he's a friend of another customer. Sure. You know, so I'm just like, and anyway, he got, but we got on the way over here today. Yeah. It's like, okay, he's done, done deal, delivered. He's happy. Awesome. And then the customer called me says, hey, beautiful, beautiful truck. Beautiful truck. Yeah. So when you talk about customer service on, on, I'll back on the business side of an entrepreneurship, that guys, you're, it's not just the customers that buy the trucks. That's all of these people that help the trucks do. And you've got it, like that guy is so important because you can make that phone call.

26:44Yeah. You start, you start stretching guys out and all of that stuff. You're vendors on the vendor side of it. Well, they're in this a long time ago. I work, it was actually a lumber guy that I worked for. And he would, in the lumber business, 1% 10 was always a deal. If you could get 1% off, if you paid in 10 days. And he was a huge, huge lumber business, but this is the one thing he taught. Anytime we buy a load of lumber, we pay for it within 10 days no matter what. We could call any mill in the country and say that we were with Fox lumber and we jumped to the front of the line. Yep, there you go. We jumped to the front of the line because they knew that they were getting a check basically that day. That's right. They weren't getting strung out for 90 days or 30 days or 45 or 120 or whatever. And that was so important. And he taught, he's like, look, any, you know, because corporate America will do that. Yeah, corporate America because what they're, the, the CFO's run the books. And how, what Tom said is that 1% that 1 or 2% 10 that I save on the front side is worth

27:47way more than stretching it out for 120 days and what you think you're going to make at the bank, which is a fraction of that. First of all, and you're pissing off your guy. Right. And, and that was just like the biggest takeaway. And that's cool. That's why you can call this man and be like, hey, yeah, I'm in a bind. Yeah, and I pay, I pay him, I pay him and all my other vendors, COD, when I pick it up, I hand them a check. How about that? And that again, that helps, you know, and, yeah. Those little things are what make it on the business side though that people don't think about. That's right. That's real. That's real. Those are your, those people have got to be in your corner, especially when you need them. Oh, yeah. And people don't, you know, that's the thing about business. A lot of people don't understand, too. And it's, you know, and I always, you know, if you guys, I don't know, you need to probably follow me on Facebook. But if you want a good laugh, you need to follow us on Facebook. Okay. Because I always get to know it all.

28:48Yeah. Yeah. Just like we were talking about when you're in the whole equine. Oh, boy. Oh, oh, yeah. Oh, yeah. Oh, yeah. I don't know if you see my post on my Facebook about it. I don't know if I'm viral. Oh, that's right. Oh, yeah. Oh, yeah. I'm going to, you, Clinton Anderson ain't got shit on me. I mean, I had every barrel racer in the country, man. Oh, really? Yeah. Cause, you know, they're all, they need to cancel the NFR. Oh, yeah. They need to cancel the, they need to cancel the world, the world sure as a team open. And I said, look, look, y'all, you don't understand how much money you're talking about. And well, that makes you, that makes you a terrible person. Yeah, because all you care about is money. Yeah. And I said, I said, you know, we're talking, this is a, you know, you know, you're talking this is a billion dollar billion dollar, three point five billion to be exact for, for Las Vegas. Yeah. And people don't realize that. Yeah. And I said, I said, now, now keep in mind, Vegas is run by the mafia. The barrier in the desert up to your neck for 10 grand.

29:49What are they going to do to you for three point five billion? You know, well, I'm glad somebody else took some. Yeah. I got a lot of barrel racer friends out of that deal. Oh, we had a lot of customers. Yeah. And I said, look, you guys, I mean, I don't understand, but this is not going to get canceled over this. This is something that's out there anyway. Right. You know, you're just, I said, everybody said, run and ask if there wouldn't have been social media. Never never, never, never, never. It wouldn't have been a thing. That's right. You know, in these, I mean, the whole bunch of opinions on this whole deal, and I'm going to keep to myself. Yeah. I so like rest. Guys. Show restraint. Show, show, show. Show you. Show you three things. So like, you see them, they called me devil worship. Yeah. Yeah. Yeah. Yeah. Yeah. The six six six. I'm like, no, that's third down. That's three things because I can't do this very well because I'm very uncoordinated. Yeah. And I've, and I've got a little bit of auctioneer background. And that's what we're doing. Yeah. Yeah. But, yeah, but I'm a devil worshipper.

30:49Yeah. Well, I know you personally, and I know you're not a devil worshipper. Maybe I am. No, no, no. Maybe I am. No. You just don't own me well enough. I know you pretty dang well. You know what, unreal. But anyway, I get all these guys on here. $160,000 for a truck. Anybody that buys that stupid, you know, or anybody, you're crazy. All what you do, just throw a CM bed on it and some some of this that and the other. And I said, look, I have the same saying. Look, I'll tell you what, why don't you just take your bed on over to the local Ford house by yourself $106,000 truck by a couple thousand pounds of metal. You know, get to cut and break in and welding and let me know what you got when you're finished and then we'll compare them. It's true. It's true. It's true. It's true. It's true. It's true. You know, I mean, we deal with like in the team, we're open world. It's like people that complainers, please go put one on. Yeah. Please go put one on. It's tough. Your opinion matters to me when you do what we do.

31:51Yeah. You know, I mean, I mean, that's a blanket statement, but people in an event. Right. Go ahead, just go try. The inner workings have put in one of these all. Yeah. I wouldn't want to do it. No. I got no desire. I'm with you. Yeah. There's no way. Yeah. But that's the way business is no matter what. Sure. Like no matter what, it's you said the deal about the fly by night. As my dad was a dirt worker back in Western Montana and had a boutique. What we would call a boutique dirt work business, all of the not all of, but most of the premier homes in Western Montana and they shot Yellowstone right there. Like it's nice places where I'm from. And that was my dad's deal is like everybody that everybody that buys a dump truck in a backhoe thinks they can go operate it. Right. Yeah. Just because you buy one doesn't mean you can operate it. Yeah. And you just wait out the fly by nighters. Keep your head down. Okay. They're going to outbidget. My his favorite saying his favorite saying is you may not have money to do it right the first time I.e. hire me but you'll have money to hire me the second time to fix it.

32:56You're going to pay for it twice. It's good. No, it's true. And I've been it since I he told me that when I was a kid he'd tell somebody you may not have the money to hire me but you'll have the money to hire me the second time to fix it. Yeah. You know, so. Well, go ahead and do the quality. Go ahead. Yeah. Yeah. Well, it's just like, you know, I'm building, you know, we're building our new facility. And I thought, well, I'm going to, I'm just going to GC it myself. Yeah. Yeah. Say myself, you know, 20, 25 percent, right? I'll never do that again. So we're building the house right now. And my, I mean, that's my background, right? Yeah. Yeah. And my wife's like, you want to GC it? And I'm like, part of me just because of what part of me was, yeah. And then then the reality part of me was like, that is the best 25, 30 percent. I will spend it. Yeah. Because the shingles are on right now. Got it. Got it. Got shingled while we were here. And guess what? I didn't even know about it. Perfect. That to me is worth every nickel. Let the pros do what the pros do.

33:57Yeah. And it's okay if somebody else makes a living. Yeah. It is okay with me if you make a living. Want them to make a living. I want you to make a living. Absolutely. Yeah. I want you to make a living. Yes. Absolutely. Absolutely. The only thing that I have done on my house that I am proud of is those guys are out there building on Thanksgiving and I went down and bought three cases of Modello and a couple of cases of Corona. And then boys were happy. They love you. Yeah. I mean the walls might be crooked. That's what I was going to say. Right. But that's as far as my GCN went. That is as far as I went. I delivered a bunch of Corona and Modello and like boys were happy. But you're exactly right. Yeah. Let the pros do what the pros do. Absolutely. You know, that's the deal. So. Yeah. Thanks for coming up here and sharing your story. I appreciate it. I appreciate it. Give me an opportunity. Absolutely. What would you say to that young entrepreneur out there, that guy that's been there just like you, we all we all kind of start off over here and then God brings us wherever we're supposed to go.

34:58What would you tell that person? My biggest advice is don't give up. You know, and you got to believe in it. If you don't believe in it, then don't do it. You know, because that's said, don't do it for the wrong reason. Start with. You got to believe that and I believed in it. You know, that was my thing. You know, and when we started off down this little path earlier, I said, I was going to tell you, I remember, you know, working until three o'clock in the morning, going home, going to bed and getting back up at six, seven o'clock in the next morning and doing it all over again. And then again, you know, a lot of the, a lot of the, a lot of you, I'll see you in the Clinton Anderson's outtake videos and stuff where he's like, hey, you, you got to do it. You got to be able to, you got to do with other people aren't willing to work, work the holidays, work the weekends. You know, and that means time away from your family. I sacrifice there is there the work life balance that he, that whole deal that he says about work life balance is it, there's, that is a, I don't know what that is, but it's,

36:03it's a falsity that has been preached to, to average people. I mean, I hate to say it like that. Yeah, but around a bunch of extraordinary people. Right. You know, you're not, if you get to come to the finale, you've done, you've done something. Yes. You know, I mean, we're very fortunate in this industry, but to preach work life balance. And yes, we want to be around our kids and raise our kids and everything, but it's not without a, a, a, a sacrifice. Yeah. A ton of it. Yeah. So get ready, right? Yeah. Believe it, believe in what, believe in your dream. Yeah. And be willing to do what other people aren't willing to do. Yeah. You know, that's the biggest, that's the biggest thing I can tell somebody, you know, and the other off of the wall thing, be a good stuart with your money. Yeah. And, you know, trusting God too. That's, that's the other thing. Trust him. Yeah. Yeah. And that's a huge part of it. Oh, absolutely.

37:03Takes the anxiety, you were talking about the anxiety, the anxiety of business, the anxiety of knowing that you're doing the right thing is a, is a huge detriment to success because that it drags you, why are you worried about it? Yeah. And when you can finally give that away, it's a huge release. Right. Yeah. It's funny because I know that, you know, uncertain because we all go through things, right? Yeah. You're successful. You have those moments where you're successful and you forget that whole trust issue with God. Yeah. I'm guilty of that. Because I'm like, wait, is that, I don't need to have that anxiety and I'm probably the worst. I'm probably worse than YouTube. Real, it's crazy. It is. It's crazy. I like building this house, scared to death and I've only had it like, right? Like, because you think about it, right? You're like, hey, all right, here I, all right. I got whatever, 15 trucks, I could go home and build. If you were worried about it, sure. I was like, every, it, it's always worked out. Why is it not going to work out this time? Exactly. You know what I mean? It's worked out every time. Yeah, there's been dips on the road, but it has generally worked out.

38:06Yeah. Right. So just for sure, just keep grinding. Have you ever looked back in your life and things that you worried about as you look back like that? So it really wasn't that big. So dumb. Stupid. And I, I try to remember that going ahead. I'm like, yeah, I'm not going to make this. Most of them weren't even worth it. Exactly. They weren't even worth it. Exactly. But I think that's the deal it comes with age too because then you have that experience to follow where you didn't have that before because it was the first time. Right. You know? This is a great Danny Gentry insert quote here times. So Danny's been my mentor forever. And I would call him with these, you know, man, I'm 30 and I'm not making it. I'm 35. I'm not making it. Like he's heard this a million times. I'm 45 now. Like 42. I'm like, 42 and I'm just not making it. He just laughs every time. He's like, so he tells me, he said, look, Drew, here's the people. Your 20s don't even really count. Like your 20s, you're going to be doing something. But in the grand scheme, your 20s don't count. He said your 30s, you're just working.

39:07You're grinded. You're just working. You're smarter than you were in your 20s. He said your 40s, you kick it into overdrive, but he said, you're not going to make any money until your 50s. So don't even think about it. Don't worry that he said, don't you will not make any money until your 50s. And I'm like, what? And he said, it's not the reason why is not because you learn what to do. You learn what not to do. That's right. It will make all of your financial gains in your 50s plus. Yep. And that's 100% true. I mean, that's even for me. He's told me that for years. He's like, just fine. Yep. It's pretty huge. It's huge and it's hard, but it's hard to choose. He's literally told me that for the past 15, 20 years. Like, no, quit chomping at the bit. Just keep working. Yep. Just keep working and be smart. Be smart. Be smart. But keep working. It's fine. Yep. He's from Danny. Wow. He's, you can't deny that. No. I think he was 39, 40 years. So you think this USTRC thing that turned into this, right?

40:10That him and Connie started it, you know, when they were 18. It was Danny, I think, was 40 or 39, 30 right in there. Like, just a few years younger than I am right now is when they started the USTRC. You know what I mean? Yeah. So put that into perspective. There's time. Yep. There's time. There is time. Yeah, that's the work hard. Yeah. Yeah. That was awesome, Drew. Yeah. Thanks for sharing that. Yeah. You know what though, you're passing along. Thanks for sharing. That's great. Yeah. I love that. I'd never heard that. Yeah. So it's true. 100%. Yeah. 100%. So now that I'm in my 50s, I'm, I can, oh, I don't know, Shane. You might have to struggle on that. You're a songwriter, buddy. You're going to be a strong writer for a long time. It's not for everybody. You would do that for a certain type of folks. It's just the entire type of folks. Never. It's to apply to everyone. Oh, my gosh. It's true. I love it. That's terrible. That is the playlist of people... No love at all. That is the playlist. That is the playlist. That is the playlist. Because I mean...

41:11You kick me when you're down. You kick me when I'm down. Yeah. Yeah. I mean, what he just said was true. Right. I mean, I don't know. I didn't start making real money until I was 50. Oh wow. Yeah. I mean... I've got five years to figure this deal out of here. But I didn't really, but hey, I didn't see it coming. Right. I just woke up one day and I said, and I checked, that's the other thing, I checked my bank account every day. Yeah. You know, you know, part of the reason you know we're talking about COD, I said, I want, when I open my check, or when I look at my bank account, I don't want to go, oh, I forgot I got a $20,000 check that's gonna go out or a $100,000 check that's gotta go out. So, and I just opened up my bank account one day and I was like, oh wow, I'm pretty fluffy there now. Yeah. Do you have teenage daughters? No. See, that's why. No. No. I prayed when I had my son, I prayed, please let it be a boy. Because I don't want to lock her in the way.

42:11Yeah. One of my God didn't hear me. I didn't want to lock her in the closet until she was 18. Yeah. Yeah. I love it. Love my daughters. But they will, they will, that whole rule that DINNY said, it might make it to your 60. Yeah. It might move you number it. Yeah, yeah, yeah. Yeah, with us with our daughter, right? Right, right, right. Right, right. Right, right. They've deal. Yeah. Oh, man, well great. Well, thanks, pal, thanks so much. Appreciate it. Today's gonna be a ton of fun. Yeah. It's gonna be very, very cool. We're gonna give that truck away. It's gonna be fun. And Connie, Connie came up with a whole deal on how it's gonna work. So, the winner of the rope and the winning team, as we're gonna wheel that truck in here, we're gonna bring it out, bring it out in the arena. We're gonna have that blackjack table that we had custom felt made for. We're gonna set it up there. We're gonna do a high-car draw for the truck or $100,000. I mean, how cool is that? That is so cool. How cool is that? That is so cool. And you're a part of that, man. Yeah. Look at that. Another reason we're doing it. The reason we're doing it right here.

43:12Yeah. So, high-car draw for a truck with $140,000 truck. Yeah, $140,000 truck. Yeah. So, yeah. I'm proud of you, Brian. That's awesome, man. That is cool. So, if somebody was to buy that truck, like say, say I knew where a Drew's checkbook was, and I could forge his name. Yeah. It would cost me $140,000. Well, it would cost me $140,000. Yeah, plus the $25 bounce checkee. Yeah. And I think $125 is a federal offense. Dang it. Yeah, let me think, anything over $500 in Texas is a felony. Yeah. That's what I can't go back. I couldn't do it though, Cloma. Yeah, $140,000 for that. Yeah. That's awesome. Well worth it. Yeah. It's a beautiful truck. Nah, it's going to be a great job. A really cool deal, and I'm proud to be part of it. Awesome. Well, thank you, pal. Yeah, thank you, Brian. What do we got, Shane? Do we got one more or two more of these? We got one more, right? One more or two. But we've got two more days of team rope movement.

44:12I think I don't think we do the Sunday deal. Okay, so we got the last show. I got you one more day. We all have our crosses to bear, Brian. Just kidding. I love this, man. You've introduced me to so many cool people. That goes both ways though. You have. That goes both ways. We've had a lot of this has been fun this year. Yes. And we've had a common theme that totally came out of nowhere. Right. Because we didn't preschedule anybody. I'm preschedule, it was like, hey, Brian, come up here. This is how every show went. Right. And it just like with Steve yesterday, we just went with Richard, with Dustin and Devon. Like nothing, it was just like, it wasn't planned. It was none of it was planned. No, no. And the theme this year was leaning into yourself, leaning into business, like it's cool. And it was like every, every where we end, and give the gifts that God gave you away. It's been a huge theme up here. And just trust in it. And that's been cool how that completely happened organically. 100%. 100%.

45:12Like every conversation kind of hit those same deals. It's true. That's been very interesting. I'm gonna make it up. Isn't that funny? They all did that. They all did that. They all did that. They all did that. Unplanned. Unplanned. Yep. Everyone. Amazing. Yeah. Yeah. And then some of your dumb jokes fell in there. Well, it's early Drew. I haven't told my dumbest jokes. We'll do that tomorrow. Tomorrow might be just you and I and dumb joke days. That's okay. We'll do that. Yeah. We'll just end it on a real low note. Maybe we'll get somebody male play guitar and get somebody that can't sing to sing. We'll get Eddie Prefer. He can't sing. He can't sing. He just can't sing.

46:45I'm gonna give you a few. It's been a good time. One more tomorrow. Make sure you tune in. Hey, everybody. If you're out there, you need to go to WSTRopen.com and watch what we've got going on. It's the number nine open. This is always the biggest open in the finale. And then we're gonna be doing this truck open right before the short round. And it's gonna be fun. It is limited entries. It is like the high roller deal. High roller. High roller. And it is gonna be high card draw for a truck for a Laredo conversion here later today. So we'll catch everybody in a little bit. On behalf of Shane, I'm Drew Stub will seen a little bit everybody. Grab your cup of coffee. Heck, you never look fine. It's gonna be a great one when you start your day with mornings and a minor.