So how did you even end up in the plumbing trade?

Um, I was 17 years old.

I think I was about to turn 18 years old, um, and I was looking for a job.

I was working, I think, uh, where was I? Oh, I was working at a auto, uh, uh, auto, uh, uh, parts distribution center for, like, a year or so, and I was getting p- I, I think I was getting paid m- minimum wage at the time.

I was 17, 18 years old, and I was just looking for a, a change.

I knew that was, like, a dead-end job and, you know, I needed to make a little bit more money.

Um, I was, I was, I was on my own at that time already.

Right.

¿Qué buscas tú? ¿Cómo, cómo identificas a la gente que va a aguantar el ritmo que quieres para lograr tus metas?

Las competencias que hacemos, fíjense, una cosa que les-- sí les voy a enseñar.

No, no, no, no-- les voy a tratar de enseñar cosas acá, eh, mientras estoy aquí, pero fíjense, la-- cuando están haciendo una-- cuando están creciendo una empresa y la quieren, eh, la quieren, ah, crecer más rápido, el, el-- la cultura dentro de la empresa debe que ser muy competitiva, muy competitiva.

Y la competición debe que se-- debe que, eh-- y pa-- y para, para que la competición siga, siga, ah, ah, fuerte, eh, adentro de la empresa, la, la recompensa debe que ser, debe que ser muy, muy buena, ¿verdad? Ah, el problema que muchos de ustedes tienen con sus empleados es que, ah, ustedes hacen unos bonos o la paga o, o, o el tipo de paga que le están haciendo, y ellos no los mo-- lo, lo, lo, lo motivan para, para que puedan a darle el 100 % a ustedes.

Nosotros-- les voy a dar un ej-un ejemplo.

Ah, la, la-- personas que, que trabajan ahorita en NUVE, ah, tienen el privilegio de, de agarrar de cinco a veinticinco mil dólares, dólares, ah, de bonos mensuales.

De cinco mil dólares a veinticinco mil dólares, pero deben que escalar muchas métricas y muchas KPIs de, de, de que-- de... de ventas, de, de closing, de, de, de llamadas, de todo eso.

Después que ya llegaste a la meta y sigues con más metas y más metas, ¿cómo conservas esa esencia y ese-- como que seguir siendo el que eras antes de llegar ahí? Esas serían mis preguntas.

I really want to go somewhere that's going to give me a little base.

Bro, if anybody walks into your operation and they're asking for hourly or a cushion or a salary and they're calling themselves sales reps, they're not sales reps. They're not sales reps.

Real sales reps Kill, what do they say? Kill what they eat or eat what they kill.

That's what a real sales rep does.

You know what a real project manager or sales rep does? They negotiate a percentage of what they're trying to earn.

They don't negotiate.

They don't care about their hourly.

If someone listens that wants to get into the home service business tomorrow, would you say go start from the ground up, start from scratch? Or would you say go buy an existing home service business and then build it from there?

Compared to other conferences, what do you think?

Okay.

I'm gonna say it in Spanish, and I'm gonna say it in English because I don't...

I want people to start, I, I, I want people to start following you.

I want more of, of, of, uh, of, uh, of our roofing, of, of our roofers to start following you because you have a certain following in roofing, and I don't think people realize how ba- how badass of an operator you are.

So I want from the installers to the, you know, the, the sales reps to every-- the CEOs, everybody.

Everybody needs to follow Lance because this fucking conference, when I walked in, number one, the fucking hotel is dope as fuck, man.

Were you selling at the time? Were you, were you a technician?