80% Of The Office's Billings. Fired Over 8 Words.

But before we go anywhere else, you've been doing this for 25 years.

Forbes has you as one of the best recruiting firms in, in the country, and yet you said a year ago it almost felt like you were starting your business all over again from the, from-

Yeah

... literally from the bottom.

How are those things the same-

Yeah

... true at the same time?

It's because I can tell you, a- and it's interesting that you should ask me that question, because I was going through a, a time in my life where there was a lot of things going on, sick parents, kid getting ready to go to college, running a foundation, a lot of distractions.

And so I called Danny Cahill, which is one of my, one of my friends, and, and he mentors a lot of people, so I said, "Well, let me just give Danny a call." And, and we, you know, we talked about him mentoring me.

So that started out.

We had one meeting.

We had a video meeting, and I realized that after meeting with him for about an hour, that I really didn't need a mentor.

I needed to get busy and get back to the things that I know how to do.

You know, there's a scripture that says, "He who knows the right things to do and does not do it, that's sin to him." So I had to go back, refocus, you know, look at what I was doing, what I wasn't doing, and then we were having some challenges with the business in terms of, you know, our niche.

And not, not really our niche, but just being a generalist.

And then we decided, okay, we really need to focus in, become more of a niche player, and really lock and load and build a business that way, or retain business.

So it was really like starting all over again, but it was almost like just readjusting and making some changes in what we were already doing.

Was it something that, that Danny told you that really just made you, like, a wake-up call, or is it, like, a self-realization that, that hit you during that conversation?

It was.

So, um, basically what he does, you know, Danny's a very much a process guy, right? Um, you know, he's into, "Tell me what you're doing.

Let me see your numbers," you know, "Let me see your activity.

What's going on with you?" And, and what I realized is that I stopped measuring.

I even wasn't really measuring my team as much as I should, right? And I think what happened, the wake-up call was that I'd tell my team, I said, "Look, if you look at videos..." So I came from the MRI system, right? "So if you look at videos going back 20 years from now," and I always tell them, "Listen to the videos," but when you listen to the videos, they're all the same.

There's real- It's a different flavor to each one, but they're basically, principally they're all the same.

And so what Danny told me was basic- principally the same, right? He has a nice colorful way of telling you.