Daryl
speaker
360 appearances
8 recordings
2 series
first heard Dec 2024
last heard 22 Jan
Daryl’s voice in public audio — every appearance, attributed to the second.
Trend
recordings per month · last 12 monthsRecordings per month over the last 12 months — 1 in all, peaking in Jan 2026 with 1.
Appearances
He goes, we're in a recession.
But the fact is, people are like, who do you want to win the election? I'm like, of course I have a side I'm taking, but I'm like, I don't care. I'm going to win either way. I'm like, I don't care because if it turns into a buyer's market or a seller's market, I'm winning. I'm going to, if it turns into a buyer's market, I'm going to buy real estate cheap. I'm going to buy companies for cheap.
And if it turns into a seller's market, I'm going to have more clients than I know what to do with either way. I'm not going to let Ukraine or Israel or anything else, only what I can control. I can't control the traffic. So what's in my control? And people say, you know, you got to understand Christmas is coming up. And it was a hot, the summer didn't hit right for HVAC. Everyone's got a reason.
And they say, you don't understand my industry. You don't know my market. It's not like that here. These people are offering it for cheap. I'm like, and you're competing on price? You can compete on three things. Be the cheapest, be the best warranty with the best parts and time. Same day. We're going to be out there when you need us most. And so many people pick, I'm going to be price.
And Alex Ramosi, you know him well. You know him better than I do. He talks about this. Most of the people that are competing on price are broke. They're making barely a living. And literally you're copying the company that's been doing this for 30 years that doesn't have a business that they can sell their phone number, not their business. And these businesses come try to sell to me.
And I'm like, I look at their financials and I go, well, you pay yourself $180,000 to replace you is going to be $100,000. So you found $80,000. and your business makes a hundred grand on top of that, 180, I could only give you a million dollars for this business. They're like, are you crazy? I got 40,000 customers. They don't believe it. They don't understand.
And I'm like, no one wants to pay you for your goodwill and your bullshit. Like, look. We need hard EBITDA, baby.
We need some cash. So I take out, the way PE works is we take out loans. Right. That makes the numbers way better. Yep. And it's gotta be able to pass what's called a quality of earnings. And you get some ad backs in there. And some of those are questionable. You could add back your daughter's pay. You could add back the car you're driving. Some of them, though, are like ridiculous.
And then you say, you know, there's all these questions. Are you going to roll equity? How's this going to work? But other than that, there's really no questions. It's like black and white. And everybody wants to live in this color area. Well, you know, and here's the worst thing. They say, imagine what you're going to do with this. You've got a higher price. You've got a higher conversion rate.
And I'm like, so you want me to pay you for what I'm going to do with it? It's like, you want me to pay you? So I'm going to buy your house that's in horrible shape. And I've got to fix it up. I've got to repaint it, redo the roof. You want me to pay you for what the ARV is going to be?
And they really think they're like, but this is you got to understand this is their life. This is their largest asset. And other people go like this. They go, I'm not going to spend $30,000 on a brand. I'm getting my brand right. You're betting the farm on this. You don't get the brand right. You know, if I said you're going to sell in six months, what would you do?
They say, well, I definitely cut these two guys and I top grade this and I do this. Why don't you do that? Like, you know what you need to do with Uncle Joe that's been milking for the last five years. Why don't you start thinking I'm going to be selling in three months, even if you're not. Do the right things. Take the hard choices. You'll meet this big dude tatted up.
like drives a Harley, he's afraid to fire. He's a manly man, but he won't make the hard decisions. What if you manned up or womaned up and made these hard, hard decisions today and realized, I need to get this to this and there's nothing going to stop me. No excuses. even with getting in shape, I got a guy, you don't know what happened to my shoulder. I can't lift. Dude, you don't even walk.
I watched you drink a 12 pack last night. You are making excuses, thinking in a 12 step process, I'd never been through one. What's the first, what's the first thing you do? Admit that you've got a problem. Exactly. And most people are going, oh, this, this. You don't understand this.
I'm not good at it to this day.
Here's the deal. This is where everybody gets confused. A lot of my coaches, a lot of different people, they go, do you realize how much this guy's made? And they go, he should be running more jobs than two a day. And I go, he spent 10 years to master the craft to be the best. Tom Brady doesn't have to play every scrimmage. He just needs to play in the Super Bowl.
And I said, he's earned the right to make 400 grand. You know why? Because he's earned the right. And guess what? He makes more than me without equity. But he makes more than me. Any sales job. it's called performance pay. And when you're the best and you're very good at it, you don't put a limit. You know how many owners I meet that they're like, my guy makes more than me.
I'm like, did you really reverse engineer and pull out a pivot table and say, if your guy's making 500 grand, that means I make it a million. Right. And if you make, I tell my guys all the time, I hope you make $10 million next year.
But owners are like, well, he's not working as hard. He's not doing this. You built the pay structure. What do you mean?
I'm like, then you – here's the keys. You could go have that job. You could have any, you want to be in a store, they're making a lot of money. You go take that job. Oh, but you don't get to be in an air conditioned office. Oh, you got to pick up a night shift. Oh, you got to work weekends. Oh, you have to pick up on Christmas because that guy picked up on Christmas. And guess what?
Showing 261–280 of 360 · page 14 of 18
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