HOW TO DOMINATE BUSINESS IN 2026: WHAT NO ONE’S TELLING YOU || JASON VON PAYNE || EPISODE 068

This is what I want versus what I was willing to give. And I'm like, nope. So I put in my two weeks, lasted one, and I left. And that's when I knew I wanted to start my own business. I didn't have the business side because in blue collar space, you have the construction side of like how to do it. It, whatever it is, HVAC, plumbing, roofing, whatever. Or, and then you have the business side. I knew the roofing side. I knew everything there was to know about roofing from scheduling a job to getting it done. But I didn't know the other side, taxes and audits and insurances and all that stuff. So I went and sold for random company that I know and did outside sales. When you look back at that period of time, when did you decide that you wanted to start your own roofing business? Was it taking over from your uncle or was that a completely different business that you started off? No, I started at State 48 on my own. But after about nine years, because I climbed the ladder, right? Blue collar is no ladder to climb, but if you had to create one, that's what it was. So I did production and then I want to make more money. So he's got to do this thing called is we can sell roofs. He's like, but you can't stop doing production because nobody wants to do your job. What are the steps or ways that have helped you try and not only recruit, but maintain people within your organization? Train your people so well, they can leave. Treat them so well, they don't want to. Do you think people are born leaders or can they develop the trait to become leaders? You're not born leaders. Absolutely not. The only thing you're born with is a heartbeat and a law of gravity. And I just wanted to add on that and concur that leadership is just so important. Before I came here, I drove to Paradise Valley, 43 minutes one way, got on one roof. It was 111 degrees. Got on one roof, did my inspection, got off, uploaded the picture, sent the bid, did the whole thing, came back here, right? Showing my team. And I sold $200,000 this month. We cleared $1.3 million in June of this year. I'll show you my CRM when we're done. But I sold $200,000 of that. I didn't sell zero. The code to winning insights you need today to seize the world tomorrow. Today, we have a special guest, the man, the myth, the very legend himself in his very own building. I'm going to give you a brief introduction of who we have. I want to start off with the most important attributes and traits. He is a husband, he's a father. Above all, he's also an owner of State 48 Roofing, also the founder of Scale Mastermind, also a host of the Sexy business status podcast people like me would qualify for that respectfully absolutely so without further ado i'm going to introduce right now jason von payne how are you doing brother i'm good i'm good how are you i'm doing great thank you very much doing great i'm grateful for the opportunity to be able to just dive in deep be raw unfiltered talk a lot about success but one of the things i like about the podcast is the fact that as much as it's the coat winning it's not just showing people like the success they've gained but also creating almost like a blueprint of how they gain that success as well so i'm grateful for um crashing in in your wonderful uh you know um building right now people have been getting lost i've been getting like spammed kg you told me this and you told me it's actually not seven it's two one but you know what save the best you know so i'm grateful the opportunity show up yeah yes sir i actually put my laptop down because we're going to have a normal discussion you know no questions uh good i hate that so it's good here's nine questions we're gonna ask you i'm like bro that ain't real that ain't raw than authentic but go for it only two people i never gave questions them them them two there and you so it was just and i often feel sometimes those are the ones that are just a bit more raw and just very real as well because now you don't have your rehearsed answers as well so i want to talk just about your journey like when you started like in the space have you were you born in a wealthy family no okay where are you from originally down the street born and raised in gilbert okay my entire life 38 years oh wow yeah one i'm uh one of five kids family of seven uh we weren't like poor like we weren't rice and beans you know povers but we were also weren't you know in a multi-million dollar home and whatnot my dad's blue collar been blue collar for 42 years so i mean we always had everything that we needed but i mean it wasn't like i said it wasn't you know scraps but it also wasn't the cream of the crop either just traditional middle class family awesome and i often love blue collar stories because obviously i schooled in utah and idaho as well and especially in idaho there's a culture of um just my mission present i gotta tell you a secret he's obviously from hopa utah which is the border but he whenever he started seeing missionaries coming from Idaho. Last six months I was his assistant. He always got so excited because I'm like, President, what's the thing? It's like, there's just something about people that are just in the fields and that, you know, working with potatoes and just that hardcore, like, you know, hands on. Callous on your hands. Exactly, callous on your hands, whether it's resting or so forth. So are you from that background as well, where you guys were like, just pretty much like working hard and from a young age, parents kind of like instilled that kind of behavior with you guys? Yeah, so I grew up on an acre and a third on Elliott between Greenfield and Val Vista on an acre and a third. And it took me three hours to weed eat my parents' house, our backyard. So from all of our citrus to our sidewalk, around our pool, driveways, everything took me three hours. I'd have to go into figure eight because I'd run out of gas and then run out of string on my weed eater. So it took me three hours. And then my dad would hop on the writing lawnmower and take him 45 minutes to mow the whole entire yard. and we did that every i did that every two weeks for 10 years but we had cows we had chickens we had ducks we had i think we caught a snake once pigs um and uh so a little a little mini mini farm right but yeah we were i mean screens and electronics and stuff wasn't a thing i mean this is the late 90s early 1000s so like electronics were there but not like they are now but yeah like if you found me i would have a you know i'd have a shovel in my hand and i'd be looking for something to do outside of my family my dad would be we'd be doing diy probably he is the hgtv in 2000 in 1995 to 2000 was my dad everything diy he did everything himself and it was very handy um but and that's where i learned it from so yeah me me breaking a sweat like i said just before we came on here i'm on 75 hard it's 111 i think right now and i just i had praise the Dakota too. I told him, I was like, hey, we either go right now or in like 45 minutes because I have to get my second workout in. I don't want to do it tonight at like 11 PM. He's like, I'll go with you. And I'm like, you're psycho like me. Come on, let's go. So sure enough, 111, we go 45 minutes. Like me breaking a sweat and getting my clothes dirty, like a lot of people, like I love that. Like there's, that's sexy to me. I love that so much. And I think discipline is such an important trait as well. um them two are my coaches and so i haven't been in the gym consecutively for such a long period of time and i think just seeing the level of consistency that they have it's such an attractive thing to be surrounded by people that are just pushing as well i know i've been doing shout outs for them the whole pretty much like the whole day pretty much but like you know they're my brothers if you notice we're triplets but you got to look deep to see the resemblance can you see real deep can you see it like dna yeah yeah under a microscope yeah under a microscope but no i'm grateful for them and i want to touch on about business you know business is such a i often tell people this is the capital of capitalism like obviously being an immigrant myself um obviously permanent resident right now legally but like in terms of of of when you entered the the market and in terms of what was the first business that you started doing so my first business i was probably 12 to 15 years old. And I had a 21 speed red mountain bike and a radio flyer wagon. And I put an ice chest on the wagon and strap it down. And inside I put frozen chimichangas and Coke soda pop cans. And my buddy carried the other ice chest. So I would carry the chimichangas. He would carry all the soda pop. So Pepsi, Coke, dark pepper, Sprite. And we drove across the street off of Elliott to the north, Southern side of Elliott, which is called Finley Farms, the neighborhood when it was being framed. And I would literally go sell chimichangas and coax and whatnot to the stucco guys, to the framers as they're building that neighborhood. And I didn't even know what we sold them for, you know, a $1.50 or whatever type deal. And then as I got into high school, I played sports year round. And so during the summer, so during the school year, I didn't have time to work or I chose not to work. And I played sports. But during the summer, I owned a landscaping business. So I'd go cut all the local lawns around where my home was. Wow. So that was one job that I had. And at the same time, I was a lifeguard. So I'd either teach swim lessons or dive lessons or just lifeguard. And then I also owned a hay distributing business. So my uncle worked for Fort Medall Casino, the tribal land over there for 40 years. And he would deliver a squeeze of hay. It's hundreds of bales. I forgot how many it is. And he'd drop it off at my parents' house. and i'd have to hop up to the top and pull bales of hay down and put them on a wheelbarrow and a flatbed trailer and drive my dad's truck around to the houses and drop off anywhere from one to five six bales of hay a week for my neighbors for their cows and their horses and their animals and i did that for most of high school every every summer uh until i went on my lds mission and uh mexico city okay so fluent in espanol and uh um yeah and there's that's work ethic in and of itself, you know, every day for, you know, 12 hours a day for two years. And then yeah, came back, continued doing landscaping for a year, making 12 bucks an hour. And my uncle, not my uncle, but my cousin reached out and said, Hey, I'm going to go, I'm moving. I need someone to fill in for the roofing portion of my uncle's business, my dad's business. Do you want to come work? And I said, sure. I said, well, I don't know roofing at all. He's like, not a problem. You need a clean driver's license. You speak Spanish and good work ethic. And I said, well, I have all three of those. I said, let's go. And so he was like, we'll pay you $14.50 an hour. And I'm like, bam, I'm out of here. And so January 2010, started doing roofing for $14 an hour. Wow. And so you've obviously been in the field for 15 years, if obviously math says it correctly. And so when you look back at that period of time, when did you decide that you wanted to start your own roofing business? Was it taking over from your uncle, or was that a completely different business that you started all? No, I started, I started to save 48 on my own, but after about nine years, um, cause I climbed, I climbed the ladder, right? Uh, blue collar is no ladder to climb, but if you had to create one, that's what it was. So I did production and then I want to make more money. So he's got to do this thing called sell roofs. And I'm like, okay, well, he's, he can sell roofs. He's like, well, you can't stop doing production because nobody wants to do your job. So you have to do production and you have to sell. I'm like, okay. So I would do production for 60 hours a week. Then I would sell for 30 hours a week. And then I was like, wait, I don't do this anymore. So if I hired somebody to replace me. So I went into full-time sales. And then I was like, wait, I want to make more money, but not just me selling. I want to have, I want to get a rip or an override off of other sales reps. So he's like, you will need to go hire these sales reps. So I found sales reps and trained them. And I got to override all off of all of them. And then I was like, I want to make more money. And he's like, okay. He was like, do you want to be a GM? So then I became the GM. And then we got so big that my uncle kind of froze and fired everybody and demoted me. And I was like, yeah and i wanted ownership too so at this point in time i was like hey here's a couple different options want to buy in and he's like no this is my baby this is my retirement and this is what i want versus what i was willing to give and i'm like nope so i put in my two weeks lasted one and uh i left and that's when i knew i wanted to start my own business i didn't have the the business side because in in blue collar space you have the the construction side of like how to do it. Yeah. It, whatever it is, HVAC plumbing, roofing, whatever, or, and then you have the business side. I knew that I knew the roofing side. I knew everything there was to know about roofing from, you know, scheduling a job to getting it done. But I know the, the, the other side taxes and audits and insurances and all that stuff. So I went and sold for a random company that I know and did outside sales. And I said, but I do, I've been doing posts. I've been posting once a day every single day on social media since january 2010 because i told it was it was dumb and it wouldn't work i said jason like we're not doing that here so if you want to do it on your own i said okay so i'm gonna start this this this this instagram handle called jason the roofer so january 2010 i started that and just every day hey guys jason paying up on the roof need a roof call me all right so you got instagram 2010 2010 you got it a year before me because i was one of the first few um back at home like among my friends i got a 2011 and i remember just starting a handle there i may not have had instagram i think it was facebook first because facebook bought instagram eventually right so i had facebook and then whenever instagram came out i got that but yeah january 2010 um is when i actually started doing i could try trace it back all the way there but anyways so we my uncle and i said hey i have i'm strong i feel confident enough that my phone will ring i don't want your leads give me two more percentage points for sales and i will never take a lead from your team from your office he's like done so his marketing expense for my leads were zero well two percent give me two percent but if it costs him seven and i'll ask for two he makes five so i'm i'm his most profitable sales rep exactly from day one i sold 1.8 million dollars in 13 months. Wow. In revenue. Apart from 500,000 cash under the table. Don't tell anybody. Yeah. And then that's what helped me bootstrap State 48 Roofing. What inspired the name State 48? So it actually was going to be Roof 66. So Route 66 goes through Arizona, right? If you watch movie Cars, you kind of see there is, right? And I actually was going to call it Roof 66. And we had the whole like, the interstate little logo and all that stuff. and I didn't know where it came from, but we were just like on the internet looking it up. And so Arizona is the 48th state and that where it came from So state 48 And then my uncle was a painting sons construction for the longest time but construction is such a vague coverage term I like dude like we were going to head up for additions and remodels and kitchens and bathrooms and garages and detaches. And I'm like, we only do roofing back in the day he did. So I rebranded him to say pain roofing. What do we do? We do roofing. Like whatever you do has to be in what you do. Right. Like that's, that's, that's kind of my marketing tool and so i said whatever it is found out so i got sued six months into owning state 48 everything i get sued for trademark infringement from the the apparel brand called state 48 and they're like hey you're uh you know you're using our likeness our domain you know i want your phone number i want your domain i want all your stuff i want your cell phone number i want everything so i had to hire a trademark attorney and when you're six months into business you don't know what trademark is at least i didn't especially coming from blue collar not from corporate america and i had to hire an attorney and i'm like i don't know any attorney so i literally googled i just asked my cpa and he gave me one and uh long story short anyways i said found out there's 104 different entities of state 48 and you can't trademark it so told him to pound salt and kept going and i want to just add on that as well one of the things that's different compared to white collar or corporate america and blue collars affect them blue collar as much as it may have the work ethic and as much as it may have the grit and resilience as well sometimes it may lack in terms of like um financial education business education running a business stuff like that so often you see people that do construction and just stay there their whole life just like building homes and stuff like that yep what what was that turning point for you when you realized that okay if i'm only running a business i gotta learn the business aspect of things so i'm i'm a I'm a unicorn. The being, I do not, I did not start doing roofs. So I wasn't, I didn't grab my shingle gun and pop, pop, pop, pop, pop, pop, pop, pop, pop. I didn't do, I didn't start there. I started in management because my cousin left and he wasn't the dude doing the shingles or doing the repairs. He was the one dispatching the, I think we had like two or three crews. So he'd be the wanted to go do that and he would go sell and he would go pick up the trailers so that i started in that middle middle management from day one so i to this day i still have not installed an entire roof by myself ever but i i know how it goes on i know code to put it on and i know what it should look like to make sure it doesn't leak but like me actually doing roofs because a lot of them they do that right i've been doing hvac for 25 years okay right but you don't know how you don't know how to spell p l right or you don't know how to you know what does crm stand for you know that kind of stuff and so uh that would be my my like i said the unicorn dust that i get to bring to the table is that i didn't grow i didn't i grew up in the blue collar but i didn't grow up in in roofing i grew up in flooring but i saw what my dad did and what he made and and his business structure and i saw my uncles and his and i thought well i don't i don't want to ever put on a roof i don't ever wanted to somebody cut me a check for me actually doing the labor to put on the roof because I know what those guys make and actually make decent money. My foreman's make six figures a year, but they also kill themselves in the heat. And if they're not up on a roof with a nail gun, they don't make any money. And so, well, how can I make money not killing myself up on a roof? Well, go sell it. Well, in order to sell a roof, you have to be up on a roof, even if it's for five or 10 or 15 minutes. Okay. Well, what's the next tier of doing that? No. Will you go build a sales team to go get on a roof to get the guys to go put the roof on exactly so you need to be the leader to go and hire those people so hire and delegate hire and delegate hire and delegate the only thing you can't hire delegate is push-ups right only you can't hide you cannot outsource push-ups so contact david goggins push-ups or one of my navy seal veteran guy that i had on the podcast ray cash care right ray cash care yep you can't can't do it sean whalen you name it those like it don't it don't matter garratt why it doesn't matter you cannot outsource push-ups everything else you can outsource no i love that but i think one of the hardest things as well is not only establishing a team but it's people seeing a vision and understanding when you're recruiting is maintaining the right people as well and i see it a lot especially in the sales industry considering that i've been in past and solar and all that is the fact that some companies just burn through guys you know they burn through what what are those of the uh what are the steps or ways that have that has helped you trying not only recruit but maintain people within your organization so i forgot what quote it came from so i'm not going to take credit for it but it was train your people so well they can leave treat them so well they don't want to and i just had this conversation today with my marketing team when you were walking by to go get lunch and that was my marketing team in there and one of my gals was being recruited by another roofing company literally last week she even showed me the video from another one of my competitors that said hey we know you do business development for state 48 do you want to come work for us we'll pay you more we'll give you this we'll give you that whatever and she's like no i'm good thanks because i take care of her and i take care of her husband and i take care of her family and it's here it's not just a job it's and it's i very i say very very carefully we're family but not everybody likes their family and not oh yeah right so like we're all family it's like i fucking hate my family it's like yeah you probably don't want to you know like so you'll be careful i say that right but my thing is more of like treat treat people well and take care of them but it's you're not just here for a job because if they're here for a job they'll leave for a job but when i invest in you and your spouse and your kids and your family and i want the best for all of them you'll never leave me and i think it's also the genuine concern and understanding people's situations like the small things that people care about birthdays and and just like what they're going through understanding because i feel like i genuinely i think i was speaking with him earlier on today one of the things i care the reason why i never ever ever under no condition will i ever do a virtual podcast. The only situation I would do it is for one person. That's because he's so old. It's like Warren Buffett because he's like 97. I told myself, that's the only exception I'm going to ever do in the podcast. If there's anyone else, I'll drive, fly, it doesn't matter because I value connection. I value being next to you, understanding, look at you, feeling the energy because I feel like it goes such a long way. Like being here has been like, it's been amazing because like you can get so many stuff through Zoom and it does work and stuff like that. but in the no it doesn't it's absolutely dog shit i'm trying to be politically correct gosh dang yeah you're in the wrong space bro you're in the wrong office in the wrong building you're going to be politically correct bro that is not how it works here but but you have you have a point like there's connection that's why like dude covid screwed over the entire world so bad when they made people stop talking and stop connecting in-person events in-person concerts in-person meetings it like in like people need that connection they needed it since adam and eve adam and eve we're not born on zoom right nor should we be there's there's connection there's tangible connection that's why like uh the tony robbins of the world knows guys they throw events and there's millions of people online have you ever been to a grant cardone event or been to an alex hermosi event face to face and the like just the the room the atmosphere it's game changing you You cannot create the atmosphere via a digital space. You can't. Yeah. No, speaking of that, I went to the last and final 10X in Vegas. I was there too. I was, yeah. It was electrifying. We had good seating there. Started seeing, obviously, the grand birthday party. But it's a certain guess that I'm not social media presency, like the billionaire lady that made it from ground up, but like Jim Rohn. I mean, not Jim Rohn, Jimmy Johns. Jim Jones. you know and martha stewart eric trump yeah eric trump blew my mind like i know people like liked uh to the charlie kirk and stuff but when i heard eric trump's thing because we often have this thing of like hey trust fund baby blah blah blah but everyone's breaking down the logistics and stuff like that and then speak he's a trust fund genius is what he is i like that but yeah no just speaking about that like you don't get that like you know online and stuff with events and like you know podcast and it's just it's connection is some of the most beautiful and i value that so much and and i think i want to try that's why i do these podcasts because i feel like people give so much feedback in understanding um how important that actually is as well do you want to share an example like from your networking and the people that you engage as well how important connection has been for our audience so i actually get made fun of for for my mastermind which is okay because mine's face-to-face. And I have a buddy and others that only do theirs via Zoom or whatever, you know, digital way. And I'm like, no, you will physically come to my office. We will physically meet face-to-face every single week and we'll shake hands and we will connect together. 10 times more powerful than meeting once a week on Zoom. I don't care who you are. Go watch the recordings all you want. Take all the notes you want. When you are in the room with me and my mastermind, it'll change your life and i have dakota how many testimonials you just sent me today 30 something yeah tangible face-to-face testimonials that meet every single week in that room on purpose because i know the power because i've been to hundreds of conferences and i've been on hundreds of podcasts and i personally hosted hundreds of podcasts and there's nothing more powerful than live face-to-face there's nothing beats it which it doesn't so that's and so that's my testimony there is like i do it face face on purpose you you can reach more people digitally obviously right but you never greater impact face to face um and you know speaking of leadership um do you i like this question so much do you think people are born leaders or can they develop the trait to become leaders you're not born leaders absolutely not the only thing you're born with is a heartbeat and the law of gravity i don't know captain moroni it looks like the guy was must have been you know predestined the guy was that dude was on trt from when he was like 13 years old come on dude is freaking jacked all the pictures you see that dude is like a beast he was him bro he was definitely him i'm telling you the ladies back then like 600 beasts you were like oh my gosh he i want him yeah and he was like seven eight I mean, it was huge. Anyways. He was LeBron back then. Yeah, there you go. You say LeBron. Get out. Freaking LeBron. You say LeBron. You're trying to be politically correct. No, that's my guy. LeBron's my guy. I will defend LeBron to the last sword. Okay. I'm going to stamp a 23 on your ass on your way out of here with my foot. Jeez, freaking LeBron. Anyways, we won't go into that. But no, I do not believe leadership is, I don't believe you're born with it. I don't. I believe leadership is a skill because anything learned is a skill. You're not gifted a skill. You practice a skill. Things that you're gifted with. You're gifted with a language. You're gifted with a skin color. You're gifted with height. You're not like, I'm 5'9". I have to own it. I, no matter what I take, I'm not magically going to be six, three. Right. And I have like green, brown eyes. I don't have beautiful blue hazel eyes. I'm never gonna have it. Cold to sacks, bro. See these things? Boom. They're getting bigger. Okay. We're gonna, I got real estate setting up here. I got like seven properties. I'm never going to have beautiful head of hair like these guys. Right. Ain't going to happen. But like, and I can't change those things, but like becoming a leader, I can learn the traits of other great leaders. I can learn like great leaders like jesus christ or captain morona if you want to go down the religious card right joseph smith right you you name them as you go pop pop pop pop doesn't matter jesus christ dude martin martin luther king trump you dude you know yeah you you lbj there you go yeah there you go oh my gosh no i'm just being silly no no for real though but and and i'll and i'll just to follow up on that you know i one of my favorite stories i it always gives me i'm a visual learner so every time i read stuff i just always paint a picture in my head but um often you know when you hear about the the vikings and and conquering land and the whole like we're gonna burn the bridge i mean sorry we're gonna burn our boats because we either conquer or we die yep and form of mentality but it's not just that whole story or scenario but it's the ferocious way and how people literally leaders back then were followed like to the sword you know what i'm saying like it was like strict obedience in a way and back then if i make a similitude right now what would you say leaders can do right now to have that level of impact where people can say listen i trust you and i'm willing to go all the way with you right now you have to be a man of truth because if you're not a man of truth what do you stand for and one of my favorite saying that came from garrett white one of my favorite um quotes or sayings is caught versus taught we can hop on podcasts we can write stuff down we can record videos on instagram do this do that do this do that but if we aren't doing the this and we aren't doing the that we're hypocrites and what person wants to follow a hypocrite right don't cheat on your wife and i see him at the club cheating on his wife don't drink alcohol and i see you shit face on the weekends don't do you know don't eat don eat mcdonald and you have a membership to wendy like bro you know i mean and pick anything in life and that my biggest thing is like show people right I call it show teach watch Show people how to lead right Then teach them how to lead and then watch them lead. But you have to be the example first. Plain and simple, right? If you're not putting in the reps, why should I? You think as a business owner, if I'm not putting in the reps, why do you think any one of my team members should do as many reps or more reps than me. It doesn't make sense, right? Teach your kids, hey, don't say bad words and you're dropping the F-bomb every other word. Like that's why Andy Vercel can't have kids. I'm just kidding, right? But like his, dude, F-word is like a verb for him, right? So he probably wouldn't teach his kids not to say the F-word because that's like his favorite word. But the point being is you have to be an example of what you want and what you don't want. and what you want and what you don't want people will follow or not follow that example does that make sense that makes perfect sense so but like that's and that's been my biggest thing is like you dude your people are always watching sean wayland taught me this never let someone else raise your kids don't let someone else raise your kids be the example show up for them show them what's right show them what's wrong show them what honor looks like show them what respect looks like show them what right chivalry looks like how to treat a woman how to treat kids how to treat a spouse how to treat the elderly you have to show them show watch them have your kids watch you open the door for somebody else not hey go pick up that piece of trash no no i'm gonna go pick up that piece of trash a watch as i pick up this trash but you don't say watch you just do it and then randomly you look in the fries parking lot a little bit later and you see your six-year-old your eight-year-old picking a piece of trash and running to the trash can to go put in the trash i love that i love that but in all aspects of life i agree and matter of fact i know you said in one of the scenarios and examples you're giving you said trump as well i saw a g20 summit recent video so um there's a video that's been circulating when i think it was with baron trump and he said like don't drink alcohol don't smoke don't do drugs and no tattoos right and in the g20 summit it's so funny they all had wine there and he had his like coke uh coke zero what is it called like coke like and my point is the fact that the reason why he was so passionate about a topic such as that is the fact that i think if you read his books he talks about his older brother that was like his role model that end up like dying from that and he ended up like standing on principle by teaching that to his kids as well my biggest role model uh to this day is still my dad because I feel like not only is a man of integrity, but he just always chooses to go the higher route as well. And we have our family group chats when there's like a bit of a misunderstanding or quarrel. We don't like something. You always say away the most Christ-like thing that is very exemplary. And sometimes like you don't want to hear it, but you have to hear it. And I think if somebody is living that way, it's easy to teach that. But if you're not living that way, you being a hypocrite you know what i'm saying you being a michael jordan you know what i'm saying you're going out there gambling in vegas yeah and you just you trip and fall and become a billionaire yeah just crazy how that works yeah and lebron's playing could fit inside one of one or three of jordan's man yeah and what's defense how do you spell defense d with the the fence like in high school at a high school high school basketball again the d and the painted fence right that's how lebron plays i'll open up a can of worms i better stop with a six six rings six defensive player of the year six mvp okay he didn't play six seasons we have to get that he played 15 so which means he lost he had a losing season nine times out of the six you know i'm saying oh yeah terrible terrible thing yeah the rings the rings they tick when you touch stuff metal on yeah those rings every time you touch doesn't matter he can't do this on he has to no matter which hand he doesn't on you'll hear it no matter what because he doesn't it's not just on one hand, it's on two. That's fine. I put two to this side. You know what I'm saying? Yeah, one's your ring finger though. Oh, that's awesome. I love it. I love it so much. No, now I want to talk about the mastermind. I know like time has been going by so quickly. When did you start the mastermind? So I started, actually I was talking with the twins and Dakota and dude, like three years ago, it was, it was me and two other business partners and, yeah I just I don't know it came together real quick and within 12 months of being together we threw a 700 person event and we had people like Bradley and Sean Whalen we had Ed Milet on there we had I mean uh you know Natalie and Brandon Dawson were on there uh Josh Snow you name it like we had all these all these speakers uh Pace Morby like you there's a lot of a lot of influential guys up on that stage Jamil's coming tomorrow by the way to the studio oh really yeah tell us pace is just way into montana but we plan to he just yeah but anyway he's cutting his grass this morning i saw him yeah they uh but it's no it's been um the whole reason for the mastermind is not to make millions i'm sure that it'll get there one day but my thing is more of the the irony that plays into this because you've been asked a lot of you've been asking a lot of leadership questions i feel like especially in the blue collar space there is a huge gap in leadership because the leaders that we learned from in the blue collar space, all the baby boomers, they were trained and taught differently than our generation. And it's not the same. It's just not. They didn't have iPhones and internet and all these other things that we do now. And so it's just different. It's not harder. It's not faster. It's not smarter. It's just different. But I feel like a lot of us, my age, we are we are begging to be led and we and i've been blessed and even garrett why i was talking with him the other day like when you are called you cannot deny that calling and nobody can deny it right no matter what you say or he says or she says like if i believe that i was give i was given i was called to do that to call to help men become better men become better spouses become better business owners become better parents and that is what i've been asked to do apart from owning and growing a roofing company then that's what i need to do and that's why i did it because it's right now it's it's i'll say it's not profitable but it's not there like i couldn't just live off of my coaching program right now and pay my bills with my family and i think that's the reason why is because it's not but there's something fulfilling there there's something when you can help somebody else change their legacy and that came from a really really rough upbringing like i wasn't beaten by my mom or my dad i know people that were literally beaten and terribly terribly treated by their siblings or their aunts and uncles you're talking about being molested as a kid and drug abuse and all those things i didn't grow up with that i didn't yeah i grew up in a beautiful picket white fence stereotypical lds home i did so i can't relate to that but what i do know is that people have been and they need help and they want help and they're looking for help and the internet and the society and the way we see ourselves right now is so whack that people don't know what to look and what to trust and what to believe in. And I've been blessed to put my money where my mouth is and put my foot where my mouth is and really show people like I I built a $10 million company in 40 months from zero. No investors, no partners, no loans, just straight grit. But I've also had exceptional mentors help me along the way. Yeah, my mom, my dad, a little bit, sure. But other external influences and with the success that I've been able to have in building a team and having dozens of employees and a building like this, it didn't come overnight. But a lot of people, their dreams are suppressed by the people that they grew up with. Team members, family members, parents, community members, church members, school. A lot of people have given up on their dreams, so they make it give up on theirs. And so that's why if I'm trying to chase my dreams and you get up on yours, you definitely don't want me to hit mine. Right? It just doesn't make sense. If I've given up on my dreams, like go get them tiger. No, you wouldn't be like, dude, like, yeah, don't wait too risky. Don't worry about it. Don't do it. Don't push. I was talking to code on her walk earlier. Like, don't do like, no, if that person, like your spouse or those around you are not pushing you to be bigger, better, faster, stronger, you're hanging around the wrong people. Precisely. No, and I couldn't agree more. And I think I'm glad you stressed on that. And we were talking about it earlier on. and in the first podcast that sometimes right now not only are men like lacking that form of like direction sometimes but because there's no connection it's harder to open up and talk but it's harder to also have like leaders and mentors that are out there willing to actually take you in the right path because naturally even back then with the greatest warriors they had a leader that was leading them the right path when i made that viking example yes they were they lived their whole life training for that one specific purpose but there was still a leader leading them in the right path let me give an example so i watch these three movies once a month you guys think i'm crazy i watched troy brad pitt i watched troy so burn the boats right yeah i burn the boats but take it down and build a horse potato potato i watched troy once a month the new space jam sorry oh my yep once again we can't we can't beat the original so let's make a sequel with some other dude so you have troy right then you have uh the last samurai tom cruise the last samurai and um one of my other favorites 300 oh which one though not the not the second not the like the prequel to like the way they got there the original 300 beautiful right and i forgot what his name is but the if you pay attention all three of those movies their leader was present their leader was not in another continent or sitting back saying go get him tiger they were on the battlefield they were 300 he died with his 300 guys troy brad pitt literally they're killing dudes right first one off the boat like let's go get him not like hey uh hopefully you guys don't die and i'll you know let me know when you get the you kill everybody and i'll go up to the top right and the last samurai tom truce no teach me your ways why are these people doing what they're doing right and he almost he almost died in in battle at the very very end you have to be you and i did i made this mistake by the way those who are listening i made this mistake i stepped out of being in the trenches with my people being in the trenches doesn't mean that i have to be the one that does everything either but your leader has to be in the thick of it with you tommy mellow taught me this he's like your people need to see you need to see your truck in the parking lot your people need to see you in your office you can go on trips and you can have nice stuff totally fine but if you're truly going to war to build something great people need to see you doing something great i think it's so exemplary and i'm glad you said that 300 gives me the chills each time because they knew best movie ever they could potentially die but they're like man eat drink could be merry for tomorrow we die that feeling of like listen i'm dying and there with like my my captain my leader knowing that we're dying on a good course we're not going to be slaves to like the you know the other guy that the you know and so i think it's such a good principle because not only was he leading but he was leading from the front each time he's like listen i'm going to die with you in the field but either way we're not going to be subjected to another ruler we're going to live for our freedom and what we stand for it's and it's a great example And I think sometimes what happens, I notice, especially in the sales aspect, people just want to quickly get those leadership positions that they can easily delegate. Like, listen, you go knock and set appointments, I'll come and close the deals. You go do that thing. And I feel like it's such a common trend, especially right now, because we want to delegate so much. That's why I feel solar industry has become disastrous over time. It's just been rumbling. And I just wanted to add on that and concur that leadership is just so important. Before I came here, I drove to Paradise Valley, 43 minutes one way, got on one roof. It was 111 degrees. Got on one roof, did my inspection, got off, uploaded the picture, sent the bid, did the whole thing, came back here, right? Showing my team. And I sold $200,000 this month. We'll do. We cleared $1.3 million in June of this year. Wow. I'll show you my CRM when we're done. Wow. But I sold 200,000 of that. I didn't sell zero. I sold 200 of that, right? And I could have sold more, but I was just trying to be nice. right i gotta gotta let my guys win but you know kind of like lbj yeah yeah so so yeah like like you go to the playoffs but then you like just you know the bed you can't like win you can't win but like you showed up right cleveland yeah this is for you miami d wade just kidding um but the uh i want i want to finish on this though one of the biggest things that we that we forget though So Troy, he was single. Last Samurai, he was single. 300, he wasn't single. He's married, right? And when he left, and this is my wife, when she left, when he left, she didn't say, come back or I miss you or don't go. She said, leave. She said, come back or come back on your shield. Come back dead, but come back. And there was no selfishness there because she knew the mission she knew the goal she knew what he was there to do and that is the level of selflessness that if or when you have a spouse that is the kind of spouse you want to attract and that is the kind of spouse that you need to be and my wife is that person wow the number kind of crazy you can't you don't get to choose your parents do you know that like Don't get weird like all spiritual on me. You're like, oh, and the premortal is this. And like, don't go that route. I'm dead serious. Don't go that route. But like, you don't get to choose your parents. Like you're born and like those are your parents, right? You don't get to choose your siblings. You just, as I grow up, like that's my brother. That's my sister, right? You don't get to choose them. You get to choose your spouse. The one thing you get to choose in life is you get to choose the person you want to spend the rest of your life with. And it is the number one decision that will make you into a warrior or that will crumble you and your goals and your creation of what God called you to be. So be very, very careful and very intentional of who you choose to spend the rest of your life with. Wow. Wow, that's very powerful. I'm grateful for you sharing that. And I wanted to also kind of segue a little back and talk about, I want you to help me in this aspect. And now I'm talking about like a problem and I struggle with a lot is the fact that I take way too much responsibility because I trust less. And so I do everything where, and then when I try to delegate, I overly become micromanager. like it's such a it's a it's a it's a fault to the point it's like listen instead of like micromanaging like let's say media team i want these podcasts done and this i'm like you know let me just do anything by myself then i end up spending way too much hours because i want things to come out just the way i wanted to come out what example would you give because i know that it can become it can be a blessing but also some of your biggest blessings can become a curse as well what advice would you give someone like me or someone that may be facing with that level of like just wanting things micromanaging and just not allowing people to just flourish in their specific skill so this is where you need to be more like lebron instead of jordan because jordan was perfect six for six so but like lebron like he got it done but in a bubble right so that's what it comes down to so done is better than perfect right so he left the people around him you know what i'm saying so i don't care who you are everyone just went down and they became that needs to go vital that needs to go viral done is better than perfect perfect six for six or you can be like lebron and just kind of like come and go when you want to and you know if you want to ring you don't but if not people still talk about that bubble was the most mentally draining kind of like thing i think that's equivalent to like three of like jordan's like titles yeah yeah right right oh man so uh to answer your question about that though micromanaging and delegating and whatnot A lot of it is we didn't grow up being trained on what to do in our job. We just kind of like had to go figure it out. You have to fix that. You have to train people exactly what you want them to do and exactly what you want them not to do. And a lot of the times it's a lack of training on our behalf. So we don't trust our people to go do X because we haven't trained them and watched them to do X. So there's a trust factor there. It's not that they're good people that do it right. We haven't trained them to do it correctly. So you micromanage them because you didn't train them correctly because you didn't train them because you didn't do your job as a leader. You didn't train them to where you can be like, here you go. Or you don't trust them to fail. Brandon Dawson teaches that you can train anyone to do 80% of your job. Anything you do, I can train somebody to do 80% as well as you. That 20% is the magical unicorn dust, right? Your personality, who you are as a person, right? And that little it factor, that's that 20%. 80% of it, four out of five, 80% of it, you can train. Wow. If you train them and train them correctly and hold them accountable and you teach and then show and then watch, that is how the micromanaging part goes away. I don't have to, like today, we're doing probably 20, 25 roof inspections. I'm not like, how did they go? Did they diagnose it? Did they look at it right? Did they ask the questions? Did they ask for the clothes? Did they overcome the objections? Did they, uh, uh, uh, did all that stuff? No, no, no. go do your job. And if they fail, I have, I look inside first. Whenever somebody leaves my company, I say, what did I do wrong? Not what did they do wrong? It's easy to blame people. What did I do wrong? How did I fail them in production, in sales, in admin, in marketing? How did I fail them? I could have done this and this and this better. Okay. We're going to turn that into a training opportunity. We're going to train the people that are still here to where they don't leave because of the things that I did not implement into that team member before they left. Because what if I would have trained them due to those things? Would they still be here? And that's what it comes down to. Training, training is everything. Training is a daily, just like brushing your teeth, it is a daily thing. Personal development is a daily thing. You don't work out once a week, you'll be fat. You'll be fat. And you'll be sore for five days. Stupidest thing in the world. I did it, by the way. Work out once a week, hard, max out, cool. sore for like five days, go do it again. You don't get any more fit and you're sore for five days. Stupidest thing ever. Just take that into sales. Only train once a day, mastering your craft. Do you think 300 or the last samurai or Troy, do you think any of them, oh, I'm going to like work on killing people and shooting arrows. And I'm just going to, I'm going to train on that, you know, one, you know, for a few hours, you know, once a week, no, every single day, hours, every single day. That's what you have to do. You have to train your people because when you became a master of your craft. How did you do it? Every single day, hours and hours every single day. So why do you think these people should get any shortcuts? They should be doing it just like you did, right? Hours a day, every single day, non-negotiable if you expect them to get the 80% of the results that you get. Love that. I love that so much. And then as we can, I have just two more questions I wanted to ask. Obviously, the success that you've gained over time, switching in the blue collar and then incorporating a lot of the business aspect as upscaling your business what's probably been one of the biggest lessons you've learned as like being an entrepreneur uh ironically the last the previous question is hire and delegate so i have this rule called the 2500 rule so 20 an hour versus 500 an hour so you write down everything you're doing on a daily basis from 5am to 10pm. Everything we'll do on a 30 minute or hour long increment. What do you do? What am I doing? Write it all down and write and do it for a week and document what you're doing for those 30 minutes. I'm doing this. I'm calling these people. I'm picking up dry cleaners. I'm walking the dog. I'm looking, I'm doing this bit. I'm dropping off this trailer. I'm ordering this material. I'm doing whatever it is, right? Whatever, whatever industry you're in. At the end of the week get a yellow notepad right my boomers get a yellow notepad right or i'm 38 get a remarkable draw a line down the middle and you write down the tasks that pay 20 an hour it's about 40 grand a year 41 000 a year and write down all those tasks that you did that week that were 20 an hour and then write down all the tasks that cost about 500 an hour and then all those ones that are 20 an hour you hire and you delegate those as fast as you can because if you want to make a million dollars a year that's 500 an hour 40 hours a week 50 hours a week 50 50 weeks a year or if you continue to do the 20 hour an hour weeks stuff 20 hours an hour right 800 a week 41 000 a year that's what you deserve to make because those are the type of tasks that you are doing and then there's, as you get going, you'll, you'll feel like you realize that there's a $50 an hour and a hundred dollar an hour. Those are your different managers in your different positions, right? Like Dory, my CEO, she does, she's not a $20 an hour person anymore. She's like $150 an hour person, right? And she makes great money. But the tasks that I give her, she can't be doing the $20 an hour tasks because then I have to pay her $40,000 a year because that is the value that she brings by doing those tasks. Every task has a duller amount attached to it, big or small. Now, if you do it, like Ryan Stumann, if you know the hardcore closer, if you interviewed him, he's a great guy. No, I haven't. He's here in Arizona, isn't he? Texas, Dallas. Super good dude and great on podcasts. But he cuts his own grass. I'd be like, dude, you cut your own grass? Why don't you pay somebody? He's like, it's therapeutic for me. I love doing it. It's very fulfilling. I love the smell of fresh cut glass. It makes me happy. so i choose to do that right but in business hire delegate hire i can only get on so many roofs a day you can't do a million dollars a month in roofing and be the number one sales rep i don't know anyone not commercial not hail storm chasing residential retail i don't know anyone on planet earth that can sell 12 million dollars of roofing in a year it doesn't exist average sales rep does two to two and a half million. Okay, cool. You immediately have capacity issues if you do the math of how much they make. Okay, so I need more sales reps to go and sell more roofs. Grant Cardone teaches the two things that you don't delegate or that you delegate, but you still are the number one at marketing and sales. Two things you never give up. You guys are growing and as you're scaling, never go up sales. So continue selling, keep it, keep pounding those doors, knocking those doors, right? Selling those roofs. And number two is always never let somebody in your business out promote you no that's powerful um i often ask i've been um one of the things i actually like is when i conclude the last question i always ask people because it's the code to winning so insights people need today to seize the world tomorrow um for jason pain um what defines winning and don't say michael jordan so what defines winning so yeah so not michael jordan but 23 no i'm just what defines what what defines winning so the definition of winning in in my opinion is to be able to do what you want where you want when you want with the people you want with no restrictions so if i want to leave tomorrow and go to the bahamas for 30 days with my wife and my kids. I buy plane tickets. I fly out there. I go there for 30 days. I go there and I come back. That is winning. I love that. It might be that week. It might be I want to go sell $100,000 in roofs that week. And I'm going to go get on a shit ton of roofs, talk to a ton of homeowners, sign a ton of contracts, and pick up a lot of checks. And that is my goal for the week. And that is me winning. But I get to decide. when, where I want to go and what I want to do. I want to come on this podcast at five o'clock. I can move my calendar. I don't have to ask for PTO. Like I didn't know what that stood for until I was like 35 years old. So in my life, didn't come from corporate America, right? Like PTO, I'm like, what's, I was like toilet paper, literally. I was like PTO. I literally no idea what it meant. So in my life, I had no idea what PTO meant. And my brother-in-law works in corporate America. And he's like, oh yeah. He's like, oh, I can't take this three day weekend enough to go up north to the cabin because uh i don't have that much pto or to save pto for christmas and i'm like what a shame to each their own to each their own what a shame that some somebody another human gets to decide how much time you get to spend with your kids and when you get to spend time with your kids and where you get to spend time with your kids or your spouse or whatever it is that thing that makes you tick that makes you win or it makes you feel fulfilled right that's that's my thing so i work my ass off every single day to where i can and there's processes and levels of there's tears of that right knowing that like i can go wherever i want do whatever i want and my credit card won't bounce right and my team will still be here and we'll still make money while i'm gone right and i get to create experiences with the ones that I love whenever I want, wherever I want, no matter the cost. That's powerful. Jason, if you could let our viewers know where they could get a hold of you, um, if they want to try and jump in the mastermind or learn anything about your coaching or any course or anything you may have, can you let our viewers know, please? Yeah. So, uh, easiest thing is Jason, the roofer on Instagram. That's literally it. Everything else doesn't matter. You'll figure, you'll figure it out from there. Like it's, if you, if you go there, you will, you will, if you follow that page, there's over 7,500 posts all from this iPhone or the iPhone, you know, two, four, six, eight, nine, 11, 12, as I go up, but literally 7,500 posts from my phone. Wow. All from me, not from a social media. I mean, he'll clip it, but I still post it. Right. But most of those are from me on a roof in a podcast studio at a, at an event, whatever. And all I'm trying to do is just add value and educate people on how to be a better spouse, how to be a better parent, how to be a better business owner, how to be a better team member, how to be a better man of God. Am I a perfect at it? Absolutely not. But I am trying. And people can learn from your failures and your wins. But if you don't share it with the world, they don't know. I love that. I love that so much. Ladies and gentlemen, the code of winning insights you need today to seize the world tomorrow. The man, the myth, the legend, LBJ himself. I was like, Jason Payne. Thank you very much, brother. Go Bulls!