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- [00:01]
A
Every successful home service business needs effective marketing. The kind that drives new leads and keeps your current customers coming back. That's where mailshark comes in. They strategically analyze your market and help target the right homes using postcards, magnets, plastic mailers, and even letters powered for formats that truly make your marketing different from your competitors. Their ROI dashboard brings complete transparency to your marketing, showing exactly how your direct mail is performing so you can make smarter, data driven decisions. Whether you want to send all of your marketing at once or spread it out widely, mailshark has a plan that fits your schedule and your budget. Best of all, they handle everything for you and there are never any subscription fees. Just done for you. Direct mail that works. If you're ready to grow, mailshark is the direct mail partner that delivers.
- [01:03]
B
This is H Vac Masters of the Hustle with your host, Jacob Moneymaker. Looking at the city like I already own it multiple years. Yeah, I'm a hustler, cuz I'm a hustler. Woo. What is up? You are listening to H Vac Masters of the Hustle podcast. Here's your host, J Dub Moneymaker, and welcome to episode 319. And I'm coming live on this beautiful Saturday. And as y' all are coming in, I gotta tell you, make sure that you share this podcast because we are going to be talking about obstacle, challenges, fear, facing, all this bullshit, right, that people are scared of to get them to the next level. We're gonna talk about these challenges and I'm super excited to come alive. So make sure you all share this. I don't think you all are ready for this message today. I don't think you're ready for the gentleman that I got in the hot seat. I'm super excited. But before I introduce who's in the hot seat, I just got to let you all know this podcast is brought to you by Mel Shark. Mel Shark is something that we're using here at Royalty Heat in Air and here locally we have the Sacramento A's and our mailers. This week or this month is the A schedule, the magnets that go on the fridge. And I'm telling you, it's getting our phones to ring, it's getting us opportunity. And I'm super excited because that means growth and getting yourself in front of the community as a new H VAC contracting company is what you want to do, especially in the summertime. And also Nuva Thermostat. This is a thermostat. That man, I gotta drink some water. Hang on. Aquafina no, this is an ad re. But this podcast is also brought to you by Nuva Thermostat, the thermostat made by the contractor for the contractor. And I just got to tell you all, we've been installing the thermostat for about a year now, and it retains your clients. Right. The thermostat is right there. And how many of our clients that we already installed dealing with real estate agents that sell the home and they don't know who the contractor was. Right. So this retains your contractor or your client. Sorry. So you don't give it away to the contractors out there, your competitors out there. Hey, y', all, make sure to share the podcast. We're going to be talking and dropping bombs again. And let's go ahead and welcome. Who's going to be in the hot seat. Drum roll, please. Let's go ahead and welcome the one, the only, Mr. Juan Tia Jr.
- [04:15]
C
Thank you for having me here.
- [04:16]
B
Oh, dude. So I gotta first tell everyone listening to the podcast right now live, we're gonna be dropping some bombs. Juan has a n. A wealth of knowledge, right? And, you know, I had the opportunity to meet you. I want to say it was about three years ago. Was about three years ago in Vacaville.
- [04:37]
C
That sounds about right.
- [04:38]
B
We had an event there at Title 24, company shout out over there. And what we did was we had a full, I'd probably say 50 to 100 contractors all across the country. And this gentleman stood out to me. The reason why is because a mutual friend, he was actually working for the company at the time, and. And he was like, dude, I got this rock star. And all of a sudden, I ran into this rock star roughly about a month and a half, two months ago. And his journey and his venture from three years ago to where he is today is absolutely amazing. And obstacles and challenges and fear, right? Things that people are scared of. And first off, Juan's young. How old are you, Juan?
- [05:28]
C
28 years old.
- [05:29]
B
28 years old. And don't let that fear you all, because this guy has so much knowledge. So one, how you first off, start in the trades of H Vac?
- [05:41]
C
Well, if I'm completely honest, I start off in the trade of H Vac by complete, utter mistake. I just got out of high school, to be honest with you. I didn't even graduate from high school. I actually had to go to an adult school to be able to get my. My high school diploma. So right around after high school, right? Like, I saw most of my friends graduate and all of that And I just started working with one of my uncles. He's an iron worker, and he just makes custom doors. And out of the blue, my neighbor that actually had his own H Vac company, he called me and he was like, hey, man, I know that you're a pretty good worker. You've helped me out around here at the house. Do you want, like, an actual job? And around that time, I was like, man, I don't even know what I'm going to do with my life. So, yeah, why not? Let's. What do you got for me? And he's like, well, you got two options. Either one, you could be an H Vac technician, or you could be a plumber. And I'm not gonna lie to you, plumber does not sound like it's fun at all. So I was like, I don't know what H Vac tech is, but that sounds a more better than being a plumber.
- [06:48]
B
Literally more.
- [06:49]
C
Right, Exactly. So I was like, yeah, dude, let's do that. And he's like, okay. He's like, well, for you to be an H Vac technician, you actually have to go to a trade school. And he told me, he's like, go to this trade school out of Fairfield. And he's like, yeah, just go there, do the classes. And then, you know, once you're done with the classes, then, you know, let me know, and then, you know, we'll start looking at your employment. Well, I went and my whole journey, man, from the beginning, it was just like, I kind of said it a lot with what I was doing. So people coming up to me and saying, hey, you know, I work for this distributor. I know a lot of contractors looking for work. Are you interested? And I just said it, let's get it done. What do you got for me? And they started kind of connecting me with people. I met people, met owners. And some owners, you know, they. They took, I guess, a chance with me, and little by little, they taught me stuff. And from there, I started kind of moving around with different companies and learning a lot of things from each. And one of them, made a lot of friends in each one of them. And, well, I got to here to finally get on your podcast. So it's been pretty good so far.
- [07:56]
B
Well, and we'll talk about this in a second, but one thing that you were talking about was manifesting, right? Actually, let's talk about it. Manifesting. The importance of manifesting, because we were out at topgolf the other day celebrating Jeremy's birthday, right? And you and I were Sitting at the restaurant and you're like, hey, you know, one thing that I was talking about was, go for it.
- [08:19]
C
Yeah. So, you know, so in this journey, like I said, I've met a lot of people, and a lot of people that I met have their own mentality, and it's a. It was a different mentality than what I was used to, especially coming from my parents that, you know, they came over, got their papers, got everything in order, but from that sort of mentality of a, I guess, like a broken environment to, like, okay, like, you know, we're gonna cross over to the U. S. And. And search for a better life. They were just very scared in a lot of stuff. So when I would run into people that were like, look, man, you have to change your mentality. Your mentality is. Is your foundation to be able to do a lot of, you know, good things for them. It sounded crazy, but for me, I'm like, well, hold up, like, what. What are we getting at here? And just starting to go down that rabbit hole. I found out, like, man, like, you know, there's a lot more than just waking up and just going to work. You actually have to focus and, like, kind of get, like, a game plan going. Like, okay, this is what I want. This is what I want out of life. I have to put in this much effort to be able to get it. And one of the things I. I wanted to do was I wanted to meet high rollers. I was like, man, I just. I want to meet people that have that. That mentality of, you know, I know my potential is a lot more than what life has given me. And only because life gives me so much, it doesn't mean that I have to be happy with that and I have to go out and actually, you know, get what I really want. And one of the things was, you know, get on podcasts, meeting high rollers, you know, making friends and. And, you know, up there. Just because I thought, like, man, wouldn't that be so dope? Like, just, like, being able to meet someone like, well, like, people that you've had on here, right? Like, one of the. My biggest mentors that he doesn't even know he's a mentor. Mr. Bradley, you know, him, he was a huge, huge part of me changing my mindset. And then obviously, Mr. Weldon Long, he's another one, you know, that. A huge motivator to. For sales. And then Also we have Mr. Andy Frisuela that. Him too, man. Just his. His passion for helping people and all of that. All of the. All of their teachings came together to form my. My mindset. And one of the things, you know, that they push a lot was manifesting. Like, okay, you know, you have to manifest. What do you want? You have to see it. If you could dream it, then it could become reality. But you need to know what that is. And, yeah, you know, I was just like, you know what? What's the worst of dreaming the most craziest things ever? Saying it out to the universe, saying, you know what? This is what I want. Like, the worst thing that could happen is that you just come a level shorter, but it's still an incredible life. So that's kind of what I did. I'm like, you know what? I'm gonna just dream the biggest I can. Something that really, really just scares the out of me. And hey, man, like, you know, let's give it all that.
- [11:13]
B
That's what I like right there is you talk about manifesting, right? And not just manifesting, but dreaming really big. And not just dreaming really big, but dreaming really big, right?
- [11:24]
C
Yes, sir.
- [11:25]
B
If y' all would have asked myself, and I always talk about this on the podcast. Fifteen years ago, walking into the trades of H Vac as, you know, a warehouse shop, cleaner, duct cleaner, whatever you want to call it, the grunt of the grant to 15 years, being able to elevate, help the industry, show people what's possible, right? I would have said, no way. But what I like about you, Juan, is you took the risk, right? You've worked at other companies, you developed all these different skills, communication and everything, and you're willing to take the risk as well and manifest. And like you said, you should always want to surround yourself with better people, right? I always tell people, man, I'm a dummy. And I always want to be probably the dumbest person in the room that I'm in, because why be the smartest one out there, right? And sometimes, sometimes people like to be the smartest one in there because they like to chirp and talk, right? But at the end of the day, surround yourself with winners and people that are going to elevate you to the next level. So talk about real quick. Let's kind of rewind. You know, you're talking about going to adult school, being able to. To graduate, and then kind of just going inside the trades of everything. But as you've been learning and developing, okay, I want to ask you, because a lot of people across the nation is going to be listening to this podcast. Has the venture been easy?
- [12:53]
C
Oh, hell no. Hell no.
- [12:57]
B
Talk about it.
- [12:57]
C
Let me repeat that. Hell no. Just because, like. Ah, man. So I've been in the trades for almost eight years now. And like I said, ever since I got out of high school, it was just like, I was confused. I was like, okay, well what now? You know, in high school, they just. All they teach you is you gotta do enough so you can get into college and then start a life. But that's it. You know, it's like, okay, but how they don't teach you, how they just say, hey, just get into college, right? So when I didn't go to college, I was like, like, what now? Where am I gonna go? So, you know, it was a lot of, like I said, I. I don't think if I didn't have that it mentality. I'm like, you know what?
- [13:38]
B
I'm.
- [13:39]
C
I can't go any lower, so why not just try something then? You know, it's like, that pushed me to do a lot of things out of my comfort zone, you know? So, yeah, just growing up, you know, in the trades, meeting people, learning a lot. You know, a lot of people that I work with that were good mentors of mine that pushed me to be. To be faster, think better, think what's the best for the customer. And obviously, you know, helping out the company grow. And slowly, when I started becoming better at this, I started getting a little bit of. A little cocky with myself. Like, you know what? Like, I know that I could do good work. So, you know, just that swagger that I would walk into the office every single day, like, I know I got this helped me a lot with cells, I'm not gonna lie. But after I wanted to take a little break from H vac and kind of get into general contracting, that whole thing was just a whole nother monster. Just because, you know, I thought, like, in my mind, right, I thought, I only know H Vac, so for me to get into general contracting, I'm gonna have to learn a lot. So I thought, you know what? The best thing for me to do starting off the company is just start bringing in people, bringing in people that I knew. One of them was an uncle of mine that I was very, very close to. But, you know, that's another thing, man. You have to make sure you guys are on the same page, same mentality, because they could be someone that's like, I'm just glad I'm working. But that doesn't mean you're making anything, any. Any profit, right? Like, you could be moving a lot, but you're just Moving. You're not actually bringing anything in.
- [15:20]
B
I wonder how many people listening to the podcast right now are in the same situation, the same scenario. For those of you that are listening right now, comment. You know, let's see. We got Mr. John Gonzalez says, what's up, Trevor? What's up? The freeze. We got Austin. What's up, Austin? They said dropping bombs. So let's talk about this real quick. So we'll go into the H Vac to general contracting real quick. But talk about mentorship. Okay. Having someone to be able to lean on, on those times of fear. Right. Or having those people to lean on with mentorship that I've already done it and executed and already laid out the. The roadmap for you. Right. Really, all you got to do is execute and listen.
- [16:10]
C
Yeah. So, you know, that's another thing with at least me personally, I think that mentorship, you have to be careful who you consider a mentor, you know, because not everybody is fit to be a mentor. You know, when I was. When I was one of my companies, there was a salesman. I don't want to say his name, but I knew him from another company I used to work for, and he was an incredible salesman. Incredible. Like this guy, amazing, amazing closing rates. And I never got to work with him until I got with another company. So by the time he came to that company, I was already a technician with that company. I've been asking my boss, I was like, man, I just, I. I want to learn how to do sales. I want to learn how to become really good at it. What can I do? What sort of programs do you have? And he's like, nah, man, you just need experience. That's it. And that was just not good enough for me. I'm like, no, no. Like, I. I need more. I deserve more. So I went out of my way, got programs to learn, and the programs that I did, you know, they covered sales on, like, a base level, but not for H Vac. So when this guy came in, oh, man, I looked at him and I was like, oh, my God. Thank you, God. Like, this guy's going to teach me how to sell like him. So I approached him and I was like, hey, you know, I would really like it if you could teach me sales. Like, that's something that I've been looking forward to. And he looked at me and he was like, look, man, I'm. I'm not nobody's babysitter. And I was like, okay. But, like, there's no. No sort of reference that you could give me or anything. He's like, nah, man, just, you know, just. That's not me. And if you want to look at my playbook, that's like 15,000. And I was like, 15,000, dude. I could barely even make ends meet. Like, like, you're expecting to just drop all this money and then.
- [17:54]
B
And this was just an employee working that just came. That was a big shot. Yeah.
- [17:59]
C
Oh, yeah. You know, so, you know, if I would have, I guess, take. Taken him as a mentor, those bad habits, I would have probably, you know, got them too. So I have to be aware of myself and be morally correct and be like, you know what? Like, I don't really like how, you know, he took that and do I really want to learn from a person like that? And having that sort of attitude made me, like, focus on who am I really listening to and what are they saying? Are they saying something that actually resonates or with my morals? And if they don't, then why am I listening to that person? You know, So I feel like someone. Anybody that's, you know, listening, if someone like Jason that you could, like, really relate to and you feel like, you know, what, morally I feel like what Jason says, I do resonate with that. And that is something that is the type of tech, of a sales tech that I want to be someone like Jason, then all four, you know, go for it. But you just have to be aware, like, who are you listening to? Who's the advice coming from? You know, and don't be scared of restarting and being like, okay, you know what? Well, it didn't work out with this guy who I thought was going to be my Hail Mary, but it just. It is what it is.
- [19:07]
B
Yeah. I think what we really got to understand is when we fail, we got to fail forward or fall forward. Right. A lot of people look at failures and obstacles and challenges as barriers when really there's just leveling you up. Right. And so what are some obstacles and challenges? You know, minus the. The first partnership, what are some other challenges that you were. Were able to overcome and conquer or that you're still dealing with?
- [19:41]
C
Yeah, so one of the things that I had to overcome, the second company that I was with, I don't want to say their name, but, you know, they taught us how to install, like, complete monsters. And what I mean by that is, you know, we had a procedure down. They told us, this is what you do. This is all the material you need. They just did not want us thinking. They just wanted us to just do so when I came over from a company like that that they gave you all the materials, they gave you everything so you never have to go to the store. Going to a company that's like, hey, you know what if we don't have materials, go and get them. It was a huge like learning experience that I had to do because I was like, okay, well where's my collars? Where's my duck? Or where's this? Where's that? And they're like, oh yeah, well you know, we did a job walk, but it wasn't that great. So you, you know, you take care of it and just that like, wait, what do you mean I have to take care of it? Like, yeah, you take care of it. So that jump where it was like, okay, so now this job is falling on me. Now I have to step up and now I have to, you know, crush that, that nervousness or you know, that, that fear of like, man, what if I fail? What if like these guys after this, they're like, you know, you came in saying like, oh, you're a badass at installing and you can't even like get your own materials in order. And so that, you know, that boss, you know, he really teach me like, hey, you know what? You have a problem, figure it out. Don't just stand there, figure it out. What's going to happen? Are you, you're just going to be standing there waiting for me to give you an answer? I'm over here running a 15, 20 million dollar company. You want me to drop everything just to like tell you what you need to do. And you know that it just, it put a lot of things in perspective where I was like, you know what, I gotta just stop being a. And just get up and. All right, let's, let's figure this out. And that taught me and it's still teaching me that whenever I come into any problems, it doesn't hurt for me to pick up the manual. What the. These units come one that come with and, and, and read it. Reading a little bit. And obviously, you know, using technology nowadays that could help you out a lot. You know, it doesn't make you less of a man to do any of that stuff. So that's something where I'm still practicing and it's benefiting me a lot. But in the beginning, you know, it was something where I was like, fuck man, do I really have to read this manual? I don't want, I don't want to do this shit in 120° attic, you.
- [21:56]
B
Know, but last thing you want to do Right. Is read a manual in the attic or in the garage, whatever, when it's hot. Right, Right. When it's go time.
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C
Exactly. Yeah. And then, you know, just all of that, you know, just made me like, okay, you know what? Like, you could either stay and. And complain the whole time, or you'd be like, all right, you know what, this is hard. But it. Let's get it done. And just like I said, that go get it attitude it has. Really?
- [22:23]
B
How'd you get the go get it attitude?
- [22:28]
C
I probably have to say some of it comes from my dad. My dad at a very. Well, yeah, so my dad's a photographer. He had his business, and for many years, I was always the one with him. I think ever Since I was 5 years old, you know, he gave me a little small camera, and I was next to him the whole time. So whenever we would go do weddings or Ginses, sweet 16 teens, any of those parties, you know, I was there next to him. Many people in our area, they actually know me by Sanson, which is pretty much, you know, like the. The legend of almost like Hercules, but, you know, they cut their hair and then he loses all his strength or whatever. He called me that because when I was a little baby, I had very fat hands. And when he would, like, put his finger for me to grab it, I would guess I was really strong. And he was like, oh, yeah, he's. He's my Samson. He's my Samson. So when other people, when they would hire him, you know, I would be right there taking pictures, and it'd be like, someone come over here. Do this. I'm so do that. And people are like, what the hell you really name yourself? He's like, oh, no, that's just his nickname. But he was always on my ass, like to the point where. And I mean, a lot of the customers, they know this because now when they see me, they actually. They apologize. But back then, my dad. And you know, it's just the way my dad was brought up. He was brought up in an environment where. Where you either did what you did and if you either did what you needed to do, what they told you to do, and if you didn't do it, you would get your ass whooped. So my dad came from that sort of background, so he. He didn't know any other way to raise any of his kids than that, right? So in front of people, in front of all the guests, he would whoop my ass. He would pull my ear. One time he actually no one call, you know, CBS or whatever the company on my dad because, you know, it happened. It just, it's part of the past and made me be a better person now. But yeah, he just grabbed me from my ear and threw me to the ground, started yelling at me in front of everybody. And I was so embarrassed because of what had happened that I just grabbed the camera, threw it on my face and just started bawling out crying. Later on, that lady, she actually ran into me at a store and she's like, you know what? Like I still remember that to the day. And this is, I'm talking about like 15 years ago. And she's like, I'm just so sorry. Like, I just felt like I didn't do anything to stop your dad. Like that wasn't okay. I was like, yeah, well, you know, it is what it is. Like, you know, it happened. We can't go back in time. We can't change anything. But now that I have matured and that I have read these books on self healing, manifestation and all that sort of stuff, I understand that, you know what that was what my dad had, that was his tools. He thought that that was him. He thought that was the best way to raise a kid. Now I know that that's not. You know, there is definitely better ways to raise a kid and still teach them. Like, hey, there's. You could still be a performer without having to get your ass whooped or yelled at in front of a big old audience. But that was just my dad's. That's what he could do at that moment, you know.
- [25:37]
B
Yeah. And so I shout out, I see Miguel actually jumped on. Miguel is actually a mutual friend of ours, a business owner out here within our market as well. And that's what I like too is, you know, a lot of these old dogs within our market of Sacramento and the surrounding areas, they still like, you know, if you ask them questions or anything or you want to get like a group together, they don't want to participate. Right. But then you got these young guns that are actually showing what the market is, right? And how. How to. To create great culture and processes and procedures and use technology and AI and all this stuff based off resources, right. And there's a. And a lot of them are younger generation, right. Are willing to share information and I think that's really what the adapting of what our, our market's going to. But I mean, shout out to Miguel, he's one of the young gun hustlers out there, right within our market. You with your company as well, which let's Talk about that. So going from H VAC to general contracting, K. Talk about. What was it? You know, you talked a little bit. The mindset, the flip. But talk about going in, taking your general license contracting test, what the experience was like. Because there's a lot of people that's going to be listening to this podcast that are going to be wanting to take that journey. Right. My journey that I publicized was, man, hardest test I ever done for my C20. Took me three times to pass. Passed the first one on business. But on the trade side, man, you talk about panic attacks, this and that. Like, shit's stressful.
- [27:26]
C
Oh, yeah, yeah. So pretty much what made me even want to do that change was, you know, after being in the trade for roughly six years, I just felt like, man, like, this is just getting repetitive. Like, I can't. I can't figure out how to. How to be more creative with a track. You know, like, with a track and basic. It's kind of the same thing. You know, it's just different applications when you come to, like, houses on where it's done, but it's kind of the same thing. So I was kind of, like. I was kind of let down. Like, man, I'm. I'm a very artistic person. I want to show my art. And I just. I couldn't figure out how to do it with H vac back then. So I was like, well, I have uncles that are in construction already. They have pulled me to go work with them on summers when I was, you know, 12, 13, 14 years old, going in there doing remodels and renovations and all that. And now that I had experience the trades and I learned so much from the trades, I said, you know what? I'm actually curious. How good would I do if I was to actually put my own spin and actually, like, unleash my creativity with these customers that I go talk to. So that's what kind of got me, like, interested. Okay, you know what? I want to do something different. So. Because I still wasn't fully aware of, you know, the. The codes and what you should do, shouldn't do, how to even start any of these sort of jobs. I started, you know, going online, getting as much information as I could, and I started taking courses. I took a course here in Marin county where it was for construction, and it was really made for people who wanted to go into the construction field and wanted to get, like, some sort of certificate so then you could show an employer, like, look, like, I know the basics of construction. I know how to measure do all this sort of stuff, you know, give me a shot. I took it and I became really good friends with the instructor. And he told me, he's like, Juan, like, why did you take this, this course? You know, you're actually very, very far advanced. And I was like, dude, honestly, I'm surprised because I didn't think I knew that much, you know, Like, I just thought that all my knowledge was just on a track because that's where my majority of my working experience was at, right? But he's like, no, dude, like, you're really good at this. Like, you know, like, it's actually very surprising that you haven't worked for a construction company in full time. And I was like, well, yeah, no, I'm not. So he gave me the confidence that just with that like, man, like a professional that's been doing this for over 20 years told me that I look like I'm actually experienced when I'm green greener than any than, than ever, you know. So that gave me a lot of confidence, a lot of push, like, okay, you know what, like there is something I can do here. And so then after that it came to the test, the test again. Since I didn't really know codes or anything like that, I got in touch with the company out in LA that they're like, oh yeah, you know, we'll help you get your, your license, whatever license it is, you know, we'll help you out. Called them, told them, hey, I'm trying to get my generals. They said, okay, we'll get you going. And then they told me we actually have a class for, for the trade section for that test, but you have to come down here to Anaheim. And I was like, damn. And I'm okay for how long? And they're like, this is just a, like a one day event. I was like, all right, cool. So I drove down there to Anaheim out there.
- [30:45]
B
Anaheim, seven hours from here.
- [30:47]
C
I don't think it's that much. I think it's a little less. Well, I got there in a little bit less.
- [30:53]
B
Straight drive. I mean, straight and boring, right?
- [30:55]
C
Oh yeah, Well, I went at night time, you know, so there was a, it was pretty clear, man, I was pulling over. Any, any little slip up. I'm like, now I need to pull over, just wake myself up a bit. But you know, I went all the way down there. I got there probably like around 4 o' clock in the morning. And how's around that time? I didn't really have that much money either. So I was like, well, I'M just gonna stay out here outside the, the school and I'm gonna sleep in the car until they open the doors and go in there and learn as much as I can. I took a little, a pen recorder, a notepad, and I was like, I'm going to try and get the most I can out of this class. So yeah, I went there. We started at I think 7:00 in the morning. We, they didn't end the class until probably like around 5ish around there. And you know, I was just in the front of the class and for the people that, that know me from high school, they know that I'm not a front of the class type of person. I'm all the way in the far back type of person. So this is another thing where I was like, I need to get out of my comfort zone. I need to go in the front of the class because this is, this is where my life changes and I need to, to actually put in the effort to change it. And I got there, listen the whole time, took a lot of notes, learned a lot of stuff, but it wasn't everything. So, you know, he just showed us just enough for us, I guess, to get an understanding of what the general part of the trade was. So, yeah, after that, came right back home and started studying a little bit more. I think I didn't go out to really any crazy place for a whole year just because I was like, no, I want to make sure that when I go in there to take the test, I pass it the first time. So I just tried, kept trying and trying. People invited me to parties and everything. I'm like, no, I can't do that. This is, this is where I change it. And I think the reason why I decided that is because, you know, a lot of people, their high point of their life is when they're in high school, college party in those days, right? But I just kind of thought to myself, like, man, I don't want my good days to be high school and college. I want my good days to be, you know, when I already have a company going or when I have all these things going. And I just get blessed with all of these, all of these opportunities to be able to do this sort of stuff. I want those to be my good days. So if I have to sacrifice the partying from high school and college and all that sort of environment, then I was willing to do it because like I said, I just, I don't think I was born to be average. So I'm, I shouldn't be treating my life as someone else that probably, you know, thinks that that's a. That's the way to live life.
- [33:35]
B
Yeah. No. Who wants to be average, right?
- [33:37]
C
I don't.
- [33:38]
B
Do you?
- [33:38]
C
Do you?
- [33:39]
B
Do you? Do you. I'm talking to you. Tell me. You know, talking about sacrifice, something that you just mentioned, right? I mean, you're a young guy, 28 years old. A lot of your friends are going out right now. You're focusing on growing a business, a company, you know, being different than everyone. You understand that you're sacrificing today in order to live the life that you want to tomorrow, right? Talk about some of the sacrificing that you have to do.
- [34:10]
C
Well, for starters, I can't go on, like, crazy trips like how I see a lot of people do, you know, And I'm a type of person that I like to be very social. I like to be, you know, very outgoing. So for me to kind of, like, put that arrest, to focus, like, hey, I need to learn all this knowledge. I need to put that to the side. It could get to you. You know, you have to be careful with that. Because I'm not gonna lie. Even me being locked away for that year, trying to learn, like, the most that I could for my generals, I. There was a point where I got depressed. I got depressed because I was like, man, I like to be surrounded by people. I hate being alone. But it was just that thought, like, okay, you know what? Like, I just need to calm myself down, you know, Just try to imagine myself like, okay, why are we doing this? We're doing it because eventually, when the day comes and we have a family or whatever, I just don't want them to suffer. I don't want them to be like, man, like, dad couldn't buy me this or dad couldn't buy me that because he didn't have the money. If anything, I want them to be like, damn, that's a badass. Like that guy, we heard his story, and I want to be like someone like him. So just having that in the back of my head is like, okay, I gotta. I gotta sacrifice whatever it is, my time, my youth. I don't care. That's completely worth it for then, you know, the day tomorrow comes when I could come home to my kids. Not even have kids right now, but I just imagine that. I visualize it, and I just come home to big house, gorgeous wife and two kids running at me yelling, daddy. And then me picking them up and giving them a kiss. And then me knowing that she's taken care of, they're taken care of, and we're gonna have a good life.
- [35:51]
B
What I think is game changer is that when people realize that you work for the next generation, not for yourself.
- [35:59]
C
Yeah.
- [36:00]
B
I mean, let that sink in. For those of you watching the podcast, when you understand that when you show up to work and that's opportunity. Right. When you're not selfish and showing up just for yourself, but you're showing up for everybody else. Right. That's the.
- [36:17]
C
That's the pinnacle. And, you know, I think that being a man, that's. That's something, you know, that kind of defines you too. Like, okay, how do you react? Like, are you going to be someone that's so selfish and thinks about yourself only, or are you going to be someone that is a leader, a provider, and that, you know, shows like, hey, you know what? Like, I'm here for my family. I'm here for the people that ride with me, and I'm willing to ride and die for them just because I know that they're willing to do the same for me. So, you know, life is a lot better when it's not just about yourself. Absolutely. When you can enjoy the fruits of what you've done with other people and you see their smiles, you see them having a great time, it's just. It. I think it becomes something addicting when you're like, I just want to see more of those smiles and you want to try hard more.
- [37:00]
B
Absolutely. Let me ask you a question. What's next for you?
- [37:07]
C
So right now I'm actually in the middle of trying to get my C20 license. I should have done it when I did the. The generals just because, you know, I was still fresh with everything. But it is what it is. So right now, yeah, I'm in the middle of doing that, and hopefully once I'm, you know, get the test and start advertising, I actually want to go and focus a little bit more in the Bay Area, and I want to be able.
- [37:30]
B
Why I gotta. Why the Bay Area? Why not Sacramento? Why not the surrounding?
- [37:35]
C
Like, so the reason why I prefer the Bay Area is because it's so saturated with people. I just feel like there's a lot more opportunities to do a lot more stuff there. You come here to Sacramento and you still have people, you know, that have good, you know, money, but you have a lot big plots of land. So the amount of people, your population goes down quite a bit. So I feel like I just want to go to a place where I could have the most Amount of opportunities to be able to sell, you know, because I just, you know, that's, that's. I want to.
- [38:04]
B
How big do you want to be? Like, talk about growth real quick. 10 years. How big are you from now?
- [38:09]
C
Oh, man, in 10 years, you know, and dream big. So when I was still planning all of this out, I got a sketchup. Pretty much a lot of people use it for architecture and all that sort of stuff. I got it because I wanted to design kitchens and renovations for, for our customers. One day I was just like, you know what, man? Like, let me dream, Let me dream big a little bit more right now. And I go on there and I start designing the main headquarters for Lionheart, which is the name of my company. And, and I designed it, man. I made it like a four story high, complete, you know, glass everywhere. Right when you walk in the lobby, you see a big line right there with water coming down the sides. You know, big, nice water feature, some big stairs coming up to the side for the second level. And then from there it's like an elevator to go the way up. I imagine the whole thing under the building. I wanted to be like a big, big shop where we could have our trucks and we be able to work on projects. I just, that was my vision of the headquarters. So there's this property in Fairfield and it's a big plot of land and it's right next to the freeway. And I seen it and I was like, man, that's going to be mine one day. And I know exactly where I'm going to make that building. We're going to make that building. And I'm going to put it right, exactly, right there. And I put it exactly where I needed it. And I told my friends about it and they're like, man, that's. That's a pretty big dream. You know, those. A whole building out of the glass. And I'm like, hell yeah, just a whole glass. People seen it and won't be able to like not notice it because it's just, it stands out. And yeah, man, like I just, the more I thought about it, even the name of the road, I didn't even realize it, but the name of the road is actually called Lions Road. And I was like, man, if that's not a sign, I don't know what it is. But that's, that's my goal is in 10 years, I want to grow to a point where I will be able to build that building, be able to have at least a good 3 to 400 employees and hopefully be bringing in anywhere from 50 to 80 million a year.
- [40:22]
B
All right, so we got a lot of listeners from business owners, technicians, dispatchers, sales professionals. What would you like for them to get on this episode of H Vac Masters of the Hustle?
- [40:37]
C
Just don't be scared. That's it. Like, you know, fear is the thing that it's gonna happen regardless whether you're working for yourself or you're working for someone else. You know, the risk is always going to be there. So just don't be scared. Just, you know, try it out. If it doesn't work, there's always a different angle to approach it. And, you know, that sort of mentality, it's gonna always keep you interested. Like, okay, like, I can't just give up. I have to figure this out. I have to find out how we could do it. It might not be the best possible way, but if you figure it out, those are just, like, little coins that are going into your piggy bank of confidence. And the more that you do, the more conf. Your confidence grows, the more people resonate with you, the more people like you because they feel it. They feel that confidence, and they're like, man, I don't know what it is about you, man, but when you come in, you have this aura that just makes me want to do business with you. And I've used that to my advantage multiple times. I know that if I go into a customer's house and if I'm just there talking to them, I know that I'm gonna really make them open up themselves to me and them tell me what their problems are. And it's my job to be like, okay, you have a problem, I have a solution. Now let's see how we can make this work. And, yeah, that's just it. Just don't be scared. Fear, it's always going to be a thing. So be friends with it. Be friends with being with. With fear. And just know that if you feel fear, that's your chance, your opportunity to grow as a person, as a professional, and you should welcome it. Don't be scared to fail. You know, like I said, that's one thing. Well, that's one thing that my dad told me. Like, man, you can't. You can't be failing all the time. I'm like, hey, man, like, I'm not failing. I'm learning. Like, it sucks, but what do you expect? Someone that comes into a trade not knowing a goddamn thing and trying to figure it out? You're not gonna have your first couple of years making a ton of money. It's going to be first couple years of making nothing but mistakes, and you're probably gonna have to borrow money just to make it work. But if you don't give up, eventually you're gonna get to a point where it's like, okay, my sacrifices, even just me, like fearing stuff. It was really just all in my head and I didn't have nothing to worry about.
- [42:45]
B
I love it a hundred percent, y'.
- [42:47]
C
All.
- [42:47]
B
Until next time, make sure y' all share the podcast. Subscribe let's go, Juan. Absolutely can't wait to continue to watch your journey late.