Raw Dairy for Pets + Constantly Search For Ways to Add More Business Value

0:04 Hi, you have Donto sensu. Wow crazy you. Wake up America. It's time for. The Adventures of pipe Man on W four c y com. West Poon Beats is number one Internet radio station. Here's your host, the vipe Man. It's the pipe Man here on the Adventures pipe Man W four C y Radio with the Positively pipe Man segment of the Adventurous pipe Man. And we're here with our resident pet health Guru, who is also a human health guru and has some great advice for us about raw dairy for pets. Let's learn those right choices.

0:55 Bill. Hey, you know rawdrry of course is all over the place, you know, as far as in news, how terrible it is. I saw a news I saw a report this past week. I guess it was that we're looking at causes of death and there were two hundred and fifty thousand deaths that we mentioned in articles that had we're talking about ramel. But oh there was a slight problem with that. That was a number of deaths caused by medical malpractice mistakes. Wow, in one year. In one year, so we looked up the numbers on a number of deaths on raw dairy products for the last fifteen years it was zero.

1:52 Wow. But yet it's dominating the news. You know, they're rating farms or shutting down, you know, dairy farms, rating stores. I mean, we had it happening right down here in Boca at one of the grocery stores that used to sell ramel where they actually came in with a squat team to confiscate ramelk. I mean okay, but when you stop and think about it, every mammal on the face of the earth starts life with rawmelk h. It's a substance of life. And yet we've been brainwashed that rawmelt is dangerous. Why. It's very simple. It's a very simple thing.

2:43 Big food doesn't. They're looking to save money on expenses but maximize profit. In order to have rob dairy to be safe, according to what the government and tells us, we have to have it pasteurized, sterilized, whatever, because it's coming in contaminated. Well, if your food supplies coming in contaminated, where's the contamination starting on the farm. Yeah, okay, you know, so if you're you know, if your barn is dirt, you know, if your dairy barn is dirty and you've got sick cows, and they're un you know, antibiotics and hormones and steroids and things of that nature. Okay, and on bad feed, bad sheep feed, gmo, corns and soys and things like that. I can produce a lot of milk, or at least a white substance that looks like milk and send it over to a factory basically that which is what the dairyes are, and but filters on there and take out those parts that I want, you know, parts of heavy cream. We can sell that stuff. I can take out the way and we can sell that as a supplement for the you know, the workout people.

4:07 I can take out the lact lace, which is the enzyme that's in milk that allows us to digest it. So now we're all lactose intolerant, we all have dairy allergies that sort of thing because we can't digest it properly. But that that enzyme was processed, put into a jar, into a bottle sold at the pharmacy. So you can now that just milk again where and the raw product it's there, it's complete, and it's it goes back even farther than that is the economics of it, Okay, if I'm producing a ton of milk literally cheaply, I'm going to make more profit that sort of thing. Now, the typical dairy cow that you see on commercials and on you know, all of brochures, programs, everything else. You see these huge black and white whole steam cows suckers make up to fifteen gallons a day. They're nothing more than they're not producing machine. But there's no nutrition of value to it because they've been fed bad, they've been given hormones, enzymes, that sort of thing. But they provide a large quantity. Now, when we go into farms are basically specialize in raw milk. Okay, those barns are spotless, those milking powers are spotless. They're generally small individual farms as well. You know, I mean

5:38 a good sized farm might have one hundred and fifty one hundred head of dairy cows that they're taking care of. The average whole steam dairy might have a thousand or two thousand or three thousands that are milking every day. So the quantity of milk is going to be tiny because there are these raw milk people. Are you using Jersey or Guernsey cows, which are about half the size. They produce about seven or eight gallons of milk a day. However, when you buy that melt, when you consume that melt and you you have it in your glass jar, your you know, your milk jug, there is one up to one third of it is cream butterfat. Wow, nutrient dense, completely different product than what we're getting out of those whole scenes that have almost no cream at all. And but when you look at the price, raw milk is going to be more expensive. Yeah, and because it's nutrient dense, because it's a clean product, we don't have to process it.

6:44 And of course that it's not processed, the government makes no money because they're you know, they don't have their inspector at the dairy, they don't have it at the farm. So we just lost we just lost a whole bunch of government employees, which is probably the worst thing in the world that could ever happen. You know, we need those governments employees all the time, those inspectors that are standing there looking at the milk coming out. Yes, exactly. And of course we're running the same thing with slaughter and everything else. But it's a pure product and it's healthy, and of course who complains about people selling rammelk a and the big dairies, the big food companies that own them, okay, because they can't sell their product against a good quality of product. And of course on the other side of that, you've got all the medical people that are jumping on the back side of that because we're selling a product in ramel that has natural antibodies in it, probiotics in it, prebiotics in it. Okay, So we're actually healing the body and we don't need we don't need a doctor. It's funny and a little bit of the history on how this whole phenomenon happened back in the late eighteen hundreds when cities started to come together. You know, the farms were out outside the cities obviously, and the big you know, the more population there, the more demand there is for product. Well,

8:17 we didn't have refrigeration back in the ages played eighteen hundreds, so we had to basically carry the milk into the cities if that's what they wanted. Well, chances are, no refrigeration on a wagon several hours in the sun, bad product is already starting to ferment. But actually that's not actually bad. In raw dairy because now you have basically the formation of what we call today either kiefer or yogurt. That's funny because I was going to ask you about that that goat milk that you buy called kiefer that I've tried and I cannot drink that. It's either do I. But that's a fermented milk. I mean, I literally have climients that leave their raw milk on the counter up to a month and we think it's souring.

9:06 But it's not souring. It's not bad, it's not turning bad. It's just changing form. But how does all happened? Because we could not get the milk into the cities in the big cities. The biggest industry in the big cities at that point in time, with the exception of some manufacturing jobs, is you know, we started to produce cars and bicycles and stuff like that, was distilleries making booze if you will, alcohol, Okay, breweries, distilleries, all of that, and they use a tremendous amount of grain, and of course that's how they make it. They ferment that. But after the fermentation process, as they extracted liquid, we have to dispose of the grain that's already basically very very bad.

9:56 They found that they could feed that to cattle as a feed and they would survive. I'm not going to say the drives it was good food for them, but they could survive. So the breweries actually built dairy facilities basically just warehouses where they kept dairy cattle and to compete against the farmer. They can't bring it in. So now I've got fresh milk in the city that from cows that are dying because we're feeding poison. The conveyor comes right out of the out of the distillery and into the barn literally at some of the reports were that they were actually had to string the cows up from the rafters because it was so weak that they couldn't stand up. The food was that deficient. The milk was gray color, you know, just putrid, smell everything else.

10:50 And actually it's of some of them will actually adding white paint to the milk to make it look quite a lot, the molasses to make it sweet, all kinds of other additives and that sort of thing. And people did get sick because of that, and of course they were blaming it on milk, on the good milk coming in without refrigeration, not the bad milk that they were selling. Wow, And I want to know. I want to know too. Okay, So, like you go into the grocery store nowadays, and almond milk is a big thing, okay, But they have almond milk that is in the same place as the other milk in a refrigerated section, and they have almond milk that's not refrigerated, same brand.

11:39 How does that happen? How do you have unrefrigerated. Well, of course, because what's called tetra packs and different packaging and preservatives, they had to it. They can do it either way. Now on the same side of that, it goes into the refrigerator because we're trying to make it an equivalent to real milk, which, by the way, in a supermarket there's not even milk that's a chemical coction because they've already stolen all this stuff out I mentioned before, So we have nothing more than chemical concoctions in both of them. And by the way, you know, when we look at the alternative milks, you know, the oat milk, the almond milk, cashiw milk, swoy milk, all of that, I still haven't figured out how to melk them.

12:25 Don't have it, don't have the right equipment to do that. And of course there's also that whole part about past you know, you have to kill all the germs, the pasteurization. We can't have it without pasteurization. Well, my question is a calf is born, Okay, they don't drink pasteurized milk. They go right to mommy and start nursing. No washing, no sanitizing, nothing else. You know, Same thing with sheep, same thing with puppies, kittens, and even mom when baby is hungry, we just whip it out. We don't Disin fact, we're not cleaning and we're not washing the baby. Just nurses in our life. Can you imagine that without that, without man putting some sort of chemical or process into it, that we could actually live?

13:21 Hm? Wow, what a concept. Yeah, and I mean something think about you know, even some of these teenagers and of course homeless women and things like that. You know that you're living on the street, you're pregnant, you give birth, are they what are these babies exposed to you? Yet they're healthy because because the nutrition is in, even as bad as mom's nutrition could be, the body has a way of pulling out what it needs and moving it around to sustain life. That's why it's called a miracle of life. I also don't see uh cows going around and milk and humans no, because.

14:04 They don't they don't have to. But you know, and there's always that argument, you know, well, you know, we're not supposed to be you know, after well, like we look at dogs, okay, we wean them at six weeks of age. Why convenience? We want to sell a puppy? Yeah, okay, why do why do women quit breastfeeding at two three five months, six months because big, big milk replacer companies that make profit off of soy and corn and all kinds of garbage chemical solutions want to sell them an artificial milk because it's convenient. Mom doesn't have to nurse anymore, you know. But yeah, when you start looking in the archives and looking through personal experiences and that sort of thing, there's a lot of women that are so nursing at three four five years old. You know, it's not the main part of the diet, but that nutrition, that that again, that energy of life is something you can't get out of processed food, process baby foods, you know, any of that stuff. And you know, people you know when especially infants, kids and that sort of thing that have been fed raw milk generally don't have allergy problems, and you know some of the other things. You know, and of course when you.

15:33 Look at people on kids on formula do though, yes. Exactly, And when you look at it, Okay, why do we have to add vinamon d to supermarket milk because they stole it? You know lenamon d? Well, here's a perfect thing. Is like with anything, you know, why we wouldn't need supplements if you would just give us the real food. Yes, yeah, all our nutrients have to come biologically, should be coming from our food, you know. And I've had people come in even with our diets for animals and stuff like that. It's like still unfeeding a raw diet to my dog. You know, it's been six months, it's been a year. Where are they getting the nutrients? I mean, if there were no nutrients in them, they better be in the food otherwise your dog is dead.

16:26 Well. And also, the nutrients that are in a food opposed to that are manufactured and supplement are definitely much better. The only reason people need supplements is because they're not putting good stuff in their body. It's like a perfect example is iron. So a lot of people don't realize that iron the body does not have ability to expel it. So if you take iron supplements because you're iron's low or you think your irons low, you're actually poisoning your body. Whereas if you ate food. That had iron in it, that would be very difficult to do.

17:12 The point body from too much iron from food. Well. In fact, just to kind of give you a little bit of an example on that, on the pet Health Cafe this past week, I had Morley Robbins, who was is a mineral specialist actually sixty fifty years in the medical field doing research everything else. Everybody was everybody has a kneemic according to the doctor because they're testing blood, there's very little iron in the blood quite often because it's stored in tissue, which is. Why the body can't expel it. Exactly, it's got to be free. But it's also blocking the copper on top of that, and that, you know, I recommend that people go on and listen to that interview on pet Hell's Cafe because it tells you a lot about that, and it's it's the truth. We're actually poisoning ourselves with these medications and that sort of thing.

18:10 The iron nature has a way of making it perfect. Bioavailable supplements are not they're synthetic. The body doesn't know what to use it. And of course the problem with that, because it doesn't know what to do with it, it has this use it, you know, in nature to use it or lose it. You know, any excess is going to come out of your body. Yeah, and synthetics, the body says, I don't know what the hell to do with this. Why is he giving this for me? Let me store it in my body for later on in case I find it, use for it. Let's sort in fat cells. I'll I'll give you sorry, go ahead. What's the biggest issue that people are dealing with today?

18:50 Being overweight? Fat? And you know the body is are storing all this stuff for later exactly. And here's the funny part about it. I talk about all the time. Our body is like women with shoes. You know, when they get too many shoes in the closet and it's full, they don't throw any out. They have somebody make them another closet for more storage. Debut, It's the same way when I'm filled with toxins, I build more fat cells to store it. You know, It's it's that simple. I'll give two examples too, okay personally. Okay, So one is, first of all, when your body's storing it for later use. It's kind of like it's like when I have these folders in my outlook and I store the emails that are not important to me that they take up a lot of space. I probably never even look at them.

19:41 At some point I have to delete them anyway because I ran out of storage, right, you know, or I have to upgrade my storage for stuff I don't even use. Yes, And then you know, the thing. Is is that you know, you're right, your body needs to know to expel stuff you know it needs to These are foreign things, even though there's supplements going into your body, like so you don't know, And how do you know what's in those supplements either, Like you know, you go to buy these supplements, most of them are garbage, yes.

20:22 You know, And do they do anything? Most of the time they don't, you know, unless it's for a very specific reason, Okay, very specific. But the thing is like, okay, so people love to load up on viamin B which I'm all for viamin b. But what happens is is when you pee and it's so bright yellow, it's because you just took a bunch of stuff your bite in need and it was a waste. Okay. And there's so many examples of that, you know, even certain things you were talking about before that it can cause you to be sick. These things are supposed to be good for you can cause you to be sick because it's too much. And there's so many of them, okay, like you know, every perfect example. Every time I get B twelve shot, I freak out. Why do I freak out?

21:23 Guess guess why I freak out. It's not natural number. I freak out when. I p I freak out when I pee because it's the same color as was in the injection, this bright red. But I forget for a second that I got the injection. If I am in B twelve and I'm like, oh shit, I'm bleeding, you know, you know, And and of course when I'm bleeding, I'm thinking, oh shit, it's my kidney stone. Okay, So let's go with kidney stones too. We were talking about them, okay, And the fact is is that and we talked about that in the previous episode. But listen, kidney stones sometimes and a lot of time are from taking too much supplements like viamin C. Like multiple times that I've gotten kidney stones, it was because I was sick and I pumped myself with viamin B, I mean vitamin C or you know, the the Colbys or the or the airborne and like, does it not a does it not even occur to somebody when they read the label that you're getting.

22:37 Ten thousand percent of the daily allowance that you don't that's not good. Why do people think that's good? They think the more the better. No, the more not better. Because again, like you're saying, okay, if your by takes away needs from it and doesn't know what to do with anything else it stores in, that causes all it's a problem. And that's what happens. You take too much vitamin C. It calcifies, which is a kidney stone. Yes, you know, it's you know the other part of that. Okay, As a supplement, we're trying to isolate something like you mentioned, we don't know how it's made, we don't know how it was extracted, we don't know whether it's bio available whether the body can actually use it. If it can't use it, it stores it in fat cells. But when we look at all foods, and I worked in a couple of research projects where we were doing you know, trials and that sort of thing with supplements, and the problem is is that everybody's trying to extract a certain compound that's going to be the catch off, if you will, that we can pat and make a ton of money on it. Well, we find it when we do these extractions and make these different minerals and these different vitamins and all of that, the power of the actual product that does the thing, the plant, the animal, whatever, f it's about using the synergy of the whole. Every single compound's got little little triggers and if you will, and

24:09 little plugins, like if using a computer, I need this plug in for this to work. If I take that plugin out, this doesn't work. It's the same thing with nutrients. You need different nutrients for synergy, make them utilize properly. And when you look at the supplements too, if I take and I've been doing a lot with bioidenticals with women, and it's like that's the biggest lie that's ever been out there, I think in a medical community because they're not identical number one, they're all synthetic. Number two, they are actually adding in if oh, mice compounded, I go to a specialist, Well, they're still also putting in chemicals that are going to suppress the symptoms that you know, a metopause woman would have. And that's the problem. Because we think we're always balancing us out. It's throwing you further off in the long range. And when you replace one vitamin. Let's just take the calcium for instance. You can't use calcium if you don't have phosphorus, magnesium, and manganese.

25:13 So if one, when we pulling one in, it throws off the balance on the others. Yeah. And of course the other thing is vitamin C. What they sell is vitamin C is not vitamin C. It's not even close to it. So you're not getting into the benefit. You know, B vitamins. A kid with clients all the time, I wasn't going to be twelve shot. Okay, that's great, okay, B twelve. The B vitamins are in liver. Nobody wants to eat liver though, because that's. A you know, except my dad. He loved liver. Yeah, I love liver and onions and chop liver exactly. But I can't do that. Well, stop and think about it though. If that be twelve shot made you feel that much better, what would the real thing do? Maybe heal the body so you don't need to extra be twelve.

26:06 I know. What a concept, right, Yeah? What a concept. We're getting our nutrients from our food and whatever is left over the body says I know what to get rid of. I don't have to store them. And what concept healing? We're healing ourselves? What a concept? Listen, you're talking about money before, Like, there's so many things in the world we can. Make money off of. Why does it have to be off of somebody's health? You know, yeah, I agree. I mean it's there was a bit, you know, the business model that was developed at like I said, in the late eighteen hundreds, early nineteen hundreds, when we eliminated you know, homeopathic and holistic hospitals and healers. You know, we had to go to a medicine based health system. So we have to demonize anything that's going to challenge that. Ra Melk does challenge that, you know, it challenges that whole model because we're getting the nutrients we need, we're getting rid of what we don't need, you know, and when we look at the synthetic forms, okay, that's when the allergy start up. You know, like you said, lectose intolerance, you know, all these secondary issues, and they don't just stop there. Of course that you know, the telcium formula that's in raw milk, that's what builds your bones, your structure. Without structure, you're just a blob, you know, your teeth. I mean, dental stuff is rampant because of that. And it's not actually the it's not about the tooth in the dental area. Dennis are nothing but our cosmetic surgeon. Basically in the reality of all

27:43 dental problems are because of bone loss. Yeah, okay, so why do we have bone loss? We don't have Kelcia make these a manganese phosphorus in a usable form. We need in order for that complex to work. We need vitamin D, We need me in K two. We need a bunch of hormones. Our hormones are all screwed up because we put synthetic hormone based milk, synthetic hormone based milk in that product. So we screwed up the whole system we did. That's what blows my mind is we have to buy stuff that's uh, you know, poison free, hormone free, blah blah blah, and pay more for it. That's stupid, like it should be cheaper actually, you would think. But how do people find out more info about you the Pet Health Guru advice they can get from you and your show and end all of your great real food for pets.

28:46 You know, they can always go on to on a live show on Thursday nights eight o'clock and all of our channels here Pet Health Cafe and listen to me rant like this on agular basis, spreading the word Pet Health Cafe. The Pet Health Guru is there, that's me, and we give the information an ongoing basis. Eighteenth season unprecedented way before podcasts we were doing podcasting and internet radio. But the information is there so you can you can at least you know, if you want to go down that road. That's a place to start, because then you can start. When you hear the concepts here, what we've brought forth for the last eighteen years, it'll trigger the questions.

29:34 When you do that, you need to do a up a personal con consultation with me, or you can go to my Paleo pat and Mypaleo pet dot com the store and the website and look at the products that are there and then start to do your selection. Have a great team behind that me that can help you sele make the selections for the health issue that you may have have. We don't make health advice. We just feed the body so that it can it can do it and your body actually does make those choices. And yes, we do carry raw dairy, raw milk products in there. We have to label them because of labeling laws for not for human consumption, because Heaven to help us that something that is living, it's a living product is going to go into your body and heal you, I know, and then we do. We do various forms of it.

30:28 We do the milks. We do probably the best raw chocolate milk that you could ever have. And actually it's been proven that those of you that work out in the gym and everything else, raw chocolate milk, maybe with real cocao. This is what we sell is the best recovery supplement that you can give. And it's been scientifically proven. I mean it's out in research. Now we also do yogurts and you know keepers and raw butter. I mean nothing better to the cookie, and I mean it's unbelievable to taste in the flavor and it doesn't cause high cholesterol, contrary to popular belief. So I maybe we'll be reached there the store number nine five four nine seven one twenty five hundred. Like you say, consultations are available there as well Pet Health Cafe to listen to all the background stuff, formulate your questions, and I'm here to.

31:26 Help well once again, great help to everybody and all of our listeners, and we look forward to more from you. I think next week we'll be talking about some home remedies I will help people out, So everybody make sure to tune in next week. But stay tuned here because we're doing some festival ticket giveaways coming up next and then we will have our resident business expert, Michael Barberita give us some powerful business strategies that will help your business grow in twenty six So state tuned, we'll be right back. Incarceration America's Rock, Metal and Tattoo Festival returns this summer with Lift Biscuits, Disturbed, WoT.

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33:16 Roses and Bring Me the Horizon. Lost, Sorry, Style, five Finger Death, Pale Spring Breaking, Venamin Data, Remember, Tod Smack and so many more. Welcome to Rockville May seven through Tents. Passes on sale now for as low as one dollar down and Welcome to Rockville dot com. Is the Pipe Man here on the Inventors Pipe Man W four c Y Radio, the Positively Pipeman segment with powerful business strategies from Oh Michael Barbarita, the Next Step CFO Guru and uh welcome to the show. Thank you Date, thanks for having me. So today I want to talk about adding more value. And you know, if you go back to a couple of episodes that we had, we talked about you know, what are the components of a compelling offer. Well, there was scarcity in urgency, there was risk reversal, there was bundling which we're going to talk about next week there, and there was being indifferent to the outcome and being more transformational versus transactional.

34:25 But today another another, the fifth component is adding more value to your product or service. So I think, as I mentioned in a previous show, when I was in the frozen cookie dough business, you know, I went in there with no experience and there were four thousand competitors and I was looked at like just another cookie dough. It didn't really matter how great it was the actual product because there were four thousand other choices. And so to try to differentiate myself from the competitors, I offered that one of the problems that they had is they wanted to offer cookies. If they didn't, or even if they did, they really could never bake them nice and fresh because they didn't want to utilize their ovens for something like the secondary or tertiary product like cookie dough they wanted. If they were Pizza Polla, they wanted to use their ovens for pizza, or if they're a subshop, they wanted to use their ovens for subs. So what we did is we gave them a free convection oven and that added that added value immediately to the cookie do product and made it total difference in my ability to get into doors. And so by simply adding that value, and so today I just wanted to give some examples for roofing companies. I happened to pick roofing companies because they're kind of in the same boat. They're very, very competitive, and because of that, they're always negotiating lower prices. You know,

35:58 it's it's I don't know why, what it is where they've conditioned the consumer to never accept the first volley, you know, the first estimate, because they've done a great job of conditioning and scaring the heck out of business owners in the roofing industry by virtue of always asking or getting a competitive bid that's the lower price, and just being price shoppers, which you know, it just doesn't work in business today. And uh, by the way, price shoppers are the most difficult customers to deal with anyway. But anyway, yeah, so. Here but here it is. So some of the things that a roofing company could say is that, you know that that would show that they add more value to the to the product, or show that their product has more value. Is things like, you know, a lot of roofing companies take your you know, take your insurance money and disappear, and so basically, especially in an insurance situation.

37:07 So one a roofing company could say that we don't take a single dollar until you see materials on your roof, and you keep half of the of the of the value of the job until the job is done, right, So something like that adds more value. The other thing is we guarantee your final price before we touch your roof, no surprises, no add ons, and no we found it another problem fee. So that's saying something like that starts to resonate with the customer because they're looking at it where you know that the estimate could change, you know, because oh, we found another problem, but this company is guaranteeing that if they find another problem, that's tough luck on the on the roofing company. And so just another example.

38:01 People never they promised a certain date and they don't deliver, they don't come to do the work on that date. And what the roofing company could say is we complete your roof on the scheduled date, or you don't pay full price period. And so that's another thing that reinforces the value that you deliver. Customers are worried that the crew installing their roof got hired last week, and so what the business owner can say, as long as they have these type of workers. Every installer in your job has at least five plus years of certified experience. We verify their background before they even step on your property.

38:45 And so that's another area that they add value. Now, this is a very competitive business, keep in mind, but these are things that you can say that will add value to the customer. Get the customer away from price tied of roof who never return calls, Well, your dedicated project manager returns every call within two hours or your next service call is free. So that's another another added value. Worried about your landscaping, driveway and windows surviving your roofshop, We photograph your property before and after and fix any damage that we cause at no cost to you guarantee.

39:28 How do you know how do you know they're not using how do you know that roofing company is not using cheap shingles and pocketing the difference? Well, at our roofing company, we show you exactly what goes on your roof before installation. Uh, manufacturers direct, full transparency, no substitutions. So these are these are things that you can do. You can say or you can message to the customer or actually say it in your sales presentation. That adds more value and gets the away. From the. Transaction. Yeah, yeah, and into the transformation.

40:10 I think a lot of times people focus on price only because you haven't presented any value to them yet, and so that's the only thing they can go by. That's exactly right, and that's and and so we keep reinforcing. You know, one of the one of the clients, a couple of the clients we have are in the roofing industry, and it's a very competitive. But I'm it's very hard to get the business owner not thinking about price, you know, and and dropping their price and how much because sometimes it's endless. You know, they're dropping their price. But and they're looking at the gross profit. Here's something that they get that can trick them. They look at the gross profit dollars that they'll get on a job. If the job is fifteen thousand dollars, they might get three or four dollars thousand dollars of gross profit at the bending over and on the price, they'll say to themselves, that's three to four thousand dollars that I could use. It's just not the way to look at.

41:11 It, you know. It's just not you know, because if you look at if you do those jobs in high quantity, you're not going to cover your overhead. And that's what's happening with a lot of these roofing companies. Their margins have then to begin with. Yet they're bending over just to get the jobs. And that can't that can't happen. And that's just roofing. There are other industries. Look the frozen cookie though business. There were four thousand competitors doing the exact same thing. There was only one way to differentiate, and it opened so many doors and I even lost money on the on the opening order. But I understood, I believed in my product, and I understood the long term value.

41:53 Well that's and that's the bottom line too. With any thing you're gonna buy is it's not what it cast, it's what the value of it is, you know. Right, But the mindset of the business owner, and this is why mindset is so important in business. The mindset of the business owner is they're putting themselves in the position of the customer, and they're using either their wallet or a lower end wallet, and they're saying, oh, they probably can't afford it, let me give them a break. That kind of thing. It just doesn't work a long term. It's just a disaster strategy.

42:33 When I train salespeople, one of the things I train them on is exactly that, because of the fact that you know, listen, I mean, sales is a transfer of emotion. I don't think any salesperson should get in the mindset and they do all the time what they would do if they were the customer, because not everybody's just you know, so if you go in with that attitude you're, like you were just describing, You're gonna have an issue. That's number one. Number two is. The fact that you know, basically you have to find out what's valuable to those prospects and provide that value to them. And that value doesn't necessarily and most of the time doesn't just mean price, like you said, incentives something that gets them to act. Listen, I've bought stuff before just because it's something stupid, like oh, you're giving me this, you know, like if I get I'll give you a perfect example. There's one restaurant on their dinary wards.

43:46 Every time you don't come for a while, they send you ten dollars, okay, you know, to use. So of course I'm constantly going back to the place because they keep giving me ten dollars. But I'm not saying about is the fact that I'm spending more than I would other places. Even though I'm getting that ten dollars, I just think of, oh, I'm not gonna and I do think of it as I'm not gonna throw away a free ten dollars or giving me a free ten dollars? Why am I going to throw it away? And then sometimes when I don't take advantage of it. I'm smart enough to realize, Oh well, I just spent ten dollars on my dinner at home opposed to spending fifty dollars to get ten dollars off.

44:31 Wow, incredible. Yeah, that's it's psychology, right. And that when you add more value, it gets the customer away from thinking about price and more. In the situations that I described, they might have heard, you know, stories about people, you know, people not showing the contract is showing up, like most most people understand that. They might have heard stories about when their insurance claims they take you know, one hundred percent of the money up front and then they just sit on it and you know, do the job like six six, seven weeks later. All of those things, all of those horror stories get you away from the transaction and into uh, you know, understanding the real value that's being offered.

45:18 Totally, and how did I reach out to you to find out your real value? Okay, well, then go to next step CFO dot net. You can download a free copy of a book called Powerful Business Strategies. Uh, we also do. We also update our book by providing book interviews. So go to the next step CFO dot net forward slash contact. Love to interview business owners for the next edition of my book. Uh And the quick pro quote quote is is that you've learned strategies that your competition isn't doing. Go to next step CFO dot net forward slash contact, fill out the contact form and in the message sect write the words book interview and I've sent you a calendar like nice.

46:04 Well, thanks again for some amazing advice for our businesses out there, and thanks for being on the Adventures of Pipemin. Thanks for having me again. Thank you for listening to the Adventures of Pipemin on w for CUI Radio.