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This podcast is dedicated to changing the automotive industry for the better, one conversation at a time.
Whether you're a technician, vendor, business owner, or car enthusiast, we hope to inspire you to improve for your customers, your careers, your businesses, and your families.
Lucas Underwood [00:00:00]:
Ah.
David Roman [00:00:01]:
Hello.
Lucas Underwood [00:00:02]:
Hello. Hello, Clarice.
David Roman [00:00:06]:
How do you do? Super source. There's a button. I know.
Lucas Underwood [00:00:08]:
Yeah. But you would have to hook it up to your PC, so that's not gonna happen. We're gonna sit here and look at Michael the whole time.
David Roman [00:00:13]:
The whole time.
Lucas Underwood [00:00:13]:
The whole song. It's not gonna record a supersource. You recording? I'm recording, yes.
Mike Allen [00:00:17]:
50% off my onlyfans this weekend only.
Lucas Underwood [00:00:22]:
Is that, like, 50% your only?
Mike Allen [00:00:24]:
Is that, like, a marker for when he's post production, the clapping?
Lucas Underwood [00:00:28]:
Yeah, so he can sync the audio and the mic.
David Roman [00:00:30]:
It makes it super convenient you remember to clap.
Mike Allen [00:00:34]:
I mean, you didn't. He didn't.
David Roman [00:00:36]:
Yeah, well, he's done a good job. I'm proud of him.
Mike Allen [00:00:39]:
I've heard fighting about if he clapped or not. A couple times I make fun of his clap. It was kind of a.
Lucas Underwood [00:00:46]:
It's so funny because he kept complaining and saying that nobody clapped, and then. And then he would, like, in the middle of the episodes, so I started clapping. He's like, dude, I forgot to clap. I ain't complaining about it. Not like David complains or anything. Right?
Mike Allen [00:01:02]:
Like, every three minutes. Will it jack you up?
David Roman [00:01:05]:
No, no, no. It doesn't mess up.
Mike Allen [00:01:07]:
You just go to the first clap.
David Roman [00:01:08]:
Yeah, you just go to the first clap, and it all sucks.
Lucas Underwood [00:01:10]:
And so now he complains, and he's like, you didn't clap. And I'm like, I did clap. He's like, no, you didn't. And so we'll record ourselves arguing on the show, and then he calls me, like, later in the week. He's like, I always laugh because I realized that you were right and I was wrong. And, I mean, that happens more than you would. You would like to admit.
Mike Allen [00:01:25]:
You should start recording your private phone conversations just so you can splice those conversations out.
Lucas Underwood [00:01:29]:
That would be hilarious.
Mike Allen [00:01:31]:
We don't really talk certain sound bites.
Lucas Underwood [00:01:32]:
I just send him text messages, and it really pisses him off.
David Roman [00:01:35]:
You just voice the text.
Mike Allen [00:01:37]:
No. Yeah. You send five minute long voice to text.
Lucas Underwood [00:01:40]:
No, it's a minute.
Mike Allen [00:01:41]:
God, it's the worst.
Lucas Underwood [00:01:42]:
It's just a minute. Just a minute.
Mike Allen [00:01:44]:
You sent one that was like 90 seconds just the other day.
Lucas Underwood [00:01:46]:
Well, I know, but there should be.
Mike Allen [00:01:48]:
A 32nd Max on voice memos.
Lucas Underwood [00:01:50]:
When I'm driving, I can't. I'm sorry. I can't text and drive at the same time.
Mike Allen [00:01:54]:
I'll be in a meeting, and I'll get out, and I'll have, like, 14 missed voice memos. Yeah, they're just you monologuing while you're driving.
Lucas Underwood [00:02:01]:
Yeah, it's pretty awesome, isn't it? Not as bad as what David gets. I do things intentionally to piss David off, you know? Hey, I don't know if you know this, so yesterday we went to wild Florida in the morning, got up fairly early, and then at 930, we were still going. And we, you know, we went to dinner with his family, and we're doing all this stuff, right?
David Roman [00:02:19]:
We were working in between there. It was like business discussions, business meetings, serious work.
Mike Allen [00:02:25]:
In case the IR's is ever listening to this episode during your audience.
David Roman [00:02:28]:
No, that's nothing to do with it.
Lucas Underwood [00:02:31]:
Oh, I see how it is. Are you seeing this?
Mike Allen [00:02:34]:
He's drinking a $38 bottle of water.
Lucas Underwood [00:02:36]:
Everybody else has been pouring it into a cup, and he's got a light.
Mike Allen [00:02:38]:
He's just like, rubbing his lips all over it. It's weird.
Lucas Underwood [00:02:41]:
It's pretty consistent.
Mike Allen [00:02:44]:
Look, I'm just saying, typically, it's bigger though, right?
Lucas Underwood [00:02:51]:
No.
David Roman [00:02:56]:
I prefer the female penis. It's 2024. Females can have penises.
Mike Allen [00:03:01]:
I thought that was just an. I'm not. I'm not diving into that.
David Roman [00:03:04]:
I'm gonna splice the ad right in right after I said it's 2024. Females can have penises. Buy shopware.
Lucas Underwood [00:03:15]:
I am.
Mike Allen [00:03:16]:
Is. Can you order one? Can a female order one on parts tech?
David Roman [00:03:21]:
Can they? I know you can. You can order them. That became a viral thing. The. The. You can buy fake bulges on, like, Amazon, but they started making them in kid sizes. Yes. See, that's the reaction a lot of people had.
David Roman [00:03:38]:
Like, what? Why. Why is this a thing? Well, it's because, you know, preteens and teens, the percentage that are, you know, shifting around on their identity is huge. It's in way double digits. And so they're like, hey, we're making this available.
Mike Allen [00:03:54]:
The marketing. More than 10% of preteens are having.
David Roman [00:03:57]:
It is like, 25% are.
Lucas Underwood [00:04:00]:
No.
David Roman [00:04:00]:
Yes, it is. Look at the numbers. Look at the numbers.
Mike Allen [00:04:03]:
Look at the source.
Lucas Underwood [00:04:04]:
Where you getting your numbers?
Mike Allen [00:04:05]:
Yeah.
David Roman [00:04:05]:
Oh, my goodness. The statistics are out there, dude.
Mike Allen [00:04:08]:
Well, there's everything out there.
Lucas Underwood [00:04:10]:
Doesn't mean they're accurate.
David Roman [00:04:13]:
Do you think somebody's just coming up with this number?
Mike Allen [00:04:16]:
I 100% think that somebody's coming up with that number to elicit the reaction that we just gave. There's no way that 10% of twelve year olds don't know what sex they are.
David Roman [00:04:30]:
It is. It's not just twelve year olds. I think they're looking at 13 to 17 year olds. This was from 2020. This is from 2022.
Mike Allen [00:04:42]:
And what's the source?
David Roman [00:04:44]:
New York Times.
Mike Allen [00:04:50]:
How to lose all credibility. In two words.
David Roman [00:04:55]:
It's New York.
Mike Allen [00:04:56]:
One word. Two words.
David Roman [00:04:57]:
Okay, maybe I'm mistaken. Maybe I'm over exaggerating the number.
Lucas Underwood [00:05:00]:
You know, his wife said three times at dinner last night. David exaggerates a little bit.
Mike Allen [00:05:05]:
I think it was hyperbole is no stranger.
David Roman [00:05:09]:
I think it was the increase of like, from previously, from 30 years ago to now. The percentage increase is huge. Yeah, but I mean, story is why more teens feel identifying, feel safe identifying as trans because.
Mike Allen [00:05:32]:
It'S an instant friendset, because it's a cool card in certain schools and.
Lucas Underwood [00:05:37]:
Yeah, I could see that.
David Roman [00:05:39]:
Well, is it very much that there? It's the angsty teen that used to be emo or used to be like anti culture, you know, tried to be different or. Now that's. That's what the thing is, is I'm gonna.
Mike Allen [00:05:53]:
There's probably some of that.
Lucas Underwood [00:05:54]:
Yeah, I know it.
Mike Allen [00:05:56]:
I think USDA, as old guys trying to understand or imply we understand what children are dealing with today is probably folly.
David Roman [00:06:05]:
You know, we went through it ourselves. Right.
Mike Allen [00:06:07]:
I think it's magnified now.
David Roman [00:06:09]:
No.
Mike Allen [00:06:10]:
Yeah, we didn't have.
David Roman [00:06:12]:
How so?
Mike Allen [00:06:13]:
This right here changed everything.
David Roman [00:06:16]:
I think you say that, but the problem is that now you can find your community online. There was no finding your community. If you. You were in your school with your friend group. If you didn't have a friend group, just wait it out till you get out of high school and see what happens. That was it.
Mike Allen [00:06:38]:
I'm not sure that finding a friend group that you never meet personally and you never.
David Roman [00:06:43]:
You don't know that you could. I was. I was in a town, I think it was like 4 sq. Mi. So it wasn't very much to just go to the next town. But you stayed. You stayed in that town. You wouldn't go to the.
David Roman [00:06:57]:
It's 1.2 miles over and you're in the next town, and then another 3 miles over, you're in another town. And if you go this way, another town. I mean, everything's just right on top of each other. Right. Metro. Typical metro area.
Mike Allen [00:07:08]:
Okay, where do you grow up?
David Roman [00:07:09]:
Massachusetts. And so you didn't make friends in Wakefield, you didn't make friends in Sonoma. You stayed in your town. That was it. You stayed with your friends in your town. And if you had friends somewhere else, it was.
Lucas Underwood [00:07:22]:
It was weird.
David Roman [00:07:22]:
You just didn't go see them.
Lucas Underwood [00:07:26]:
I'm not saying that. I don't care about the impacts of this on the future of our society or our children or whatnot. Our country. However, I am just going to alert you both to the fact that if you want to find other things to worry about, you should build a ten bay shop and then you won't have time to worry about this.
Mike Allen [00:07:48]:
It's cute how I tried to get us back on track. You like that?
David Roman [00:07:51]:
There's just no track.
Lucas Underwood [00:07:52]:
No, there's no track to that at all. I'm just sitting here thinking, like, where do these guys have the time to think about this?
David Roman [00:07:58]:
We have children around. Like, we have kids in school. Like, I put my kids in public school because. Or in private school because I didn't want them exposed to too many differing ideologies. You throw them in a public school and depending on the area, I don't know where your kids are in, but depending on what area you're in, you throw them in a public school and you're going to school with whoever's in that town. And maybe not even then, because sometimes they bring kids in from other areas. You have no idea who they're around. You have no idea what they're exposing themselves to.
David Roman [00:08:32]:
You have no idea what home life that person has, what they believe, what they believe to be true. You have no idea. You're exposing kids to anything and everything. And I'm just telling you it is. It can be. It can weigh on. You think worrying about that the ten bay shop becomes irrelevant because your kids are more important?
Lucas Underwood [00:08:53]:
I'm not disagreeing. Your kids are more important.
David Roman [00:08:55]:
Well, you don't have to worry about it.
Mike Allen [00:08:56]:
Well, he's made a choice in the way that they're raising their kids that they've removed that variable.
David Roman [00:09:02]:
Yeah, yeah, I have to a certain degree as well. Just paying an arm and a leg for private school.
Mike Allen [00:09:08]:
My wife is not given to, like, savage sarcastic humor very often. And so one of the worst cuts she ever gave me is hilarious. When our oldest was getting old enough to go to school, where it was time to get him registered for school or whatnot, we were having this debate over public school. Private school. I'm subject to public school. She's the subject of private school. And she said, mike, I love you, but when you go to work people say, hey, Mike. And when I go to work, people say, excuse me, Doctor Allen.
David Roman [00:09:43]:
So was that supposed to be a flex? Was she flexing on you?
Mike Allen [00:09:46]:
And it's so out of character for her. She never makes jokes like that.
Lucas Underwood [00:09:50]:
I like her more and more every single time she opens her mouth, she's legit, people. I don't know how you pulled that off. I really don't.
Mike Allen [00:09:57]:
I mean, yeah, it was a moment of weakness for her, so it's lasting her a lifetime. 20 years later, she's like, fuck, what did I do?
David Roman [00:10:07]:
That can't be true. That can't be true. Well, it can't be true that she would regret it.
Mike Allen [00:10:13]:
No.
David Roman [00:10:13]:
No. At all. You're super successful. You give away free diag.
Mike Allen [00:10:19]:
It's a whole thing for life, baby.
Lucas Underwood [00:10:22]:
Really?
David Roman [00:10:23]:
He banned poor JK Walker because he was trying to make memes out of you. And he's like, what?
Mike Allen [00:10:27]:
JK is not in the group anymore.
David Roman [00:10:29]:
He kicked them out. He did?
Mike Allen [00:10:31]:
Really?
David Roman [00:10:31]:
He was. He was ragey. I don't know. That's why I told JK, I said, hey, he gets into, like, moods.
Mike Allen [00:10:37]:
Sorry, that's kind of a dick move, dog. Like, he was sharing the memes with me first, and we were laughing about him, and I was giving him input on, like, edits. I was like, no, make it more savage like this.
Lucas Underwood [00:10:52]:
I'm not. I'm not banning anybody over you, Michael Banhammer. No, it's not gonna happen. It's not gonna happen.
Mike Allen [00:10:58]:
Can you. Will you make me an admin so I can ban people? Bet beta clicks don't make him an admin.
David Roman [00:11:06]:
Oh, yeah, go for it. I'm good with that.
Lucas Underwood [00:11:08]:
I don't care.
David Roman [00:11:09]:
Less work for me.
Lucas Underwood [00:11:11]:
Bet within hours.
Mike Allen [00:11:16]:
So. But, yeah, free diag for life.
Lucas Underwood [00:11:23]:
You know, we're doing this panel at Ratchet and wrench later, and your last comment makes sense because we're at the.
Mike Allen [00:11:30]:
Ratchet and wrench conference in beautiful Orlando, Florida.
David Roman [00:11:34]:
They gave us a room, a boardroom to record. I appreciate that.
Mike Allen [00:11:38]:
This is a pretty bougie room.
David Roman [00:11:39]:
Hey, we've been to shows that they don't even give us a room. They want us to pay for the room, and when we say, no, we're not paying for the room, they kick us out and they make us record in a hotel room.
Mike Allen [00:11:49]:
Which show is that?
David Roman [00:11:50]:
I'm not mentioning names. I'm just saying. I'm just saying, in general, things like that have happened.
Mike Allen [00:11:54]:
Especially if it was, like, really close to where you live.
Lucas Underwood [00:11:58]:
No, it was Asta first.
Mike Allen [00:12:00]:
No, we gave you guys room eventually.
David Roman [00:12:03]:
Yeah, the very first time we recorded the hotel room.
Mike Allen [00:12:06]:
You weren't big enough yet to justify a room. You know, you had to grow into it.
Lucas Underwood [00:12:10]:
Yeah.
Mike Allen [00:12:11]:
There's another guy who got a room that year.
David Roman [00:12:15]:
Who had a room. What? Who? What? Somebody got a room that year.
Mike Allen [00:12:19]:
We're not allowed to talk about competing businesses on the podcast, right?
David Roman [00:12:23]:
No, this podcast, you can say what the hell you want.
Mike Allen [00:12:26]:
That was an attempt at a subtle reference.
David Roman [00:12:31]:
I got you.
Lucas Underwood [00:12:31]:
You gotta hold your hand up. It'll hit it and run down.
Mike Allen [00:12:37]:
Anyway, anyway, so, yeah, we're at Ratchet.
Lucas Underwood [00:12:40]:
And wrench, and so we're doing this panel, and I originally had intended on sitting between you and Dutch. I don't think that's gonna happen now.
David Roman [00:12:50]:
I mean, why?
Lucas Underwood [00:12:51]:
I'm gonna sit off to the side. I'm worried he might choke you.
Mike Allen [00:12:57]:
It's gonna be fine.
Lucas Underwood [00:12:58]:
You think so?
Mike Allen [00:12:58]:
Dutch and I love each other.
Lucas Underwood [00:13:00]:
I know you do. Yeah. I was a little surprised to hear that he agreed with you in some instances. I mean, that's what I. It's the chiclets.
David Roman [00:13:14]:
All right.
Mike Allen [00:13:14]:
Boom. Hower.
Lucas Underwood [00:13:15]:
It's the chiclets. He gets in trouble with the chiclets sometimes.
David Roman [00:13:19]:
I got up really early this morning. I've only had one caffeinated drink.
Lucas Underwood [00:13:23]:
I asked you if you wanted another.
David Roman [00:13:25]:
I know. I'm trying to cut back on the caffeine. Too much caffeine is not good for you.
Mike Allen [00:13:28]:
Lola wants to know if Ratchet and Wrench has a TikTok page.
Lucas Underwood [00:13:32]:
Not that I'm aware.
David Roman [00:13:33]:
What?
Mike Allen [00:13:34]:
Lola wants to know if the conference itself has a TikTok page that she can tag. Evidently, she's making some content. Whatever.
Lucas Underwood [00:13:42]:
I don't know.
Mike Allen [00:13:43]:
Yeah.
Lucas Underwood [00:13:44]:
I have no clue.
David Roman [00:13:44]:
Is she dancing? She doing, like. No.
Mike Allen [00:13:48]:
How's it going? One more time.
David Roman [00:13:51]:
Hey, I am up on my. I'm not at all. I have no idea. I say the hell off of TikTok.
Lucas Underwood [00:13:57]:
Yeah. Is what it is.
David Roman [00:14:01]:
Is it?
Lucas Underwood [00:14:01]:
Yeah, I mean, it's an okay platform. It's just me.
David Roman [00:14:04]:
That's me.
Lucas Underwood [00:14:05]:
It's me.
David Roman [00:14:06]:
It's, like, 70% women, you know?
Mike Allen [00:14:07]:
You say it's mid. Is that what the kids say?
Lucas Underwood [00:14:11]:
Yeah, it's mid.
Mike Allen [00:14:12]:
The situation with the ownership and the background data mining is sus.
Lucas Underwood [00:14:17]:
Hey, let me just tell you.
David Roman [00:14:19]:
You gotta. Which generation are we talking about?
Mike Allen [00:14:22]:
I don't know.
David Roman [00:14:22]:
I don't know any of them, because I think it's. They say, like, scuba divo. Toilet now, or it's Ohio.
Mike Allen [00:14:30]:
What is Ohio? I've heard that one.
David Roman [00:14:31]:
It's trash.
Mike Allen [00:14:38]:
I learned that guyot is butt, right? Like. Yeah, like, nice. Nice ass.
David Roman [00:14:45]:
I didn't know that one.
Mike Allen [00:14:46]:
Yeah.
David Roman [00:14:46]:
Yeah.
Lucas Underwood [00:14:47]:
Dude, I can't keep up with it. I'm not even trying to keep up with it.
Mike Allen [00:14:50]:
Like. Like, if a dude who must work out, like in dumb and dumber walks by, you know, look at the butt on that one. He's like, yeah, right. He must work out. Does not skip squat day.
Lucas Underwood [00:15:06]:
I mean, that's not happened to any of us. So, I mean, how did you figure that out?
David Roman [00:15:11]:
Squats don't target the glutes. I'm just telling you.
Mike Allen [00:15:13]:
Shows you how much I know about working out. I'm allergic to working out.
Lucas Underwood [00:15:17]:
He ripped another muscle the other day.
David Roman [00:15:19]:
I did?
Mike Allen [00:15:20]:
Which one?
David Roman [00:15:21]:
Calf muscle. Popped it.
Mike Allen [00:15:22]:
What did you do that for?
David Roman [00:15:25]:
I wasn't trying to. It just happened. I made a mistake. I made a boo boo.
Mike Allen [00:15:29]:
Were you, like, at a gym working out?
David Roman [00:15:31]:
Yeah, I was attempting to, and apparently my right calf muscle decided, nope.
Mike Allen [00:15:38]:
Pop, you know how to keep that from happening, right?
David Roman [00:15:42]:
It's. Yeah, but the problem is, the alternative is I have a heart attack and die.
Lucas Underwood [00:15:48]:
I don't know that this is changing anything.
David Roman [00:15:50]:
It's the. It's not the I'll have a heart attack. I'll crap myself, and, oh, that's a bad one.
Lucas Underwood [00:15:56]:
That's a bad one.
David Roman [00:15:56]:
And then I will. I will still be alive, but unable to wipe my own ass.
Lucas Underwood [00:16:03]:
Could you imagine David just, like, laying there, not being able to get any words out? Just like, laying there, all the bad things. Because all the thoughts will still be in there.
David Roman [00:16:12]:
That's the best part.
Mike Allen [00:16:13]:
Just the raid.
David Roman [00:16:14]:
Yeah, the thoughts will still be in there, but I'm not going to be able to get them out. So I'll just be like.
Lucas Underwood [00:16:19]:
I mean, like the number of complaints and insults he hurdled between parking the car last night and walking into the restaurant.
David Roman [00:16:26]:
Eh. What are you talking about?
Lucas Underwood [00:16:27]:
And he complained half the time through the meal.
Mike Allen [00:16:29]:
Where'd you go last night?
David Roman [00:16:31]:
I didn't complain at all. What are you talking about? I was super. Like, I was happy to eat. I was hungry.
Mike Allen [00:16:36]:
Where'd he go?
Lucas Underwood [00:16:38]:
Don Julio's. Or what was it?
David Roman [00:16:39]:
Don Julio's, Uncle Julio's? Something like that.
Mike Allen [00:16:41]:
It's not super good. How was it? The one in North Carolina is not super good.
Lucas Underwood [00:16:45]:
No, it was okay. The service sucked, but the food was good.
David Roman [00:16:47]:
Yeah, the service was not great. The tortillas, they were mid. They were a little Ohio tortillas are not good.
Lucas Underwood [00:16:54]:
I'm sorry. They were not.
David Roman [00:16:56]:
You gotta put some flavor in the tortillas. Obviously, we're going to put some flavor in the tortillas.
Lucas Underwood [00:17:00]:
We're going to Charlie's one night. Should we do that tonight?
David Roman [00:17:03]:
I'll see if I can get reservation sure.
Lucas Underwood [00:17:05]:
You want to do Charlie's? Sure. Charlie's is good.
David Roman [00:17:07]:
Okay. So what I was going to ask you is what happens when they don't buy anything? It just rolls. You're just taking that number, spreading it across all of the Ros and saying.
Mike Allen [00:17:21]:
I'm taking that number and spreading across all the ros whether or not they buy. So it happens when they do buy, it happens when they don't buy. Technician gets paid and we don't collect any revenue on that one.
David Roman [00:17:30]:
So you're tracking the percentage of diags that leave with zero dollar tickets?
Mike Allen [00:17:37]:
I mean, I could. I'm not tracking it, but I'm not tracking it. No. Why? I know my revenue, I know my arrow, I know my car count.
Lucas Underwood [00:17:47]:
I mean, arro would reflect. Right, because how are you billing it? How are you, how do you bill the zero die? It's got 1 hour on it at zero dollar rate. So it would bring his ar o and his elr down. What happened to your elr?
Mike Allen [00:17:59]:
It stayed the same because of the way that I changed my labor rate when I made the switch. It's like literally within a dollar. I think it's up like $0.75 or something this year.
Lucas Underwood [00:18:09]:
Okay, what happened to the arro?
David Roman [00:18:15]:
My concern, it wouldn't be that my concern would be the marketing. You're hitting a very specific area. What if for whatever reason, the demographics in the area, that you're hitting shifts and you're coming in and you're seeing your arro drop and you're going, why is my arro dropping?
Mike Allen [00:18:34]:
Well, you need to have your thumb.
David Roman [00:18:36]:
On your marketing processes.
Mike Allen [00:18:37]:
Yeah. You need to have your thumb on your marketing continually. Right. So quarterly to a certain degree, yeah, quarterly. You need to be looking at your market penetration, you need to be looking at return rates per carrier routes and things like that. But I'm not marketing free diag and our mailers. I'm focusing on other things in our direct mail. The free diag is somebody calls in and says, hey, I got a check engine light on.
Mike Allen [00:19:02]:
And anytime you're experiencing check engine light, it's important to have one of our aSE certified technicians inspect that for you, give you a complete written estimate at no charge. Is now a good time to bring it in? So you're removing the and you don't tell them.
David Roman [00:19:15]:
That includes the testing.
Mike Allen [00:19:19]:
We're inspecting it, giving you a complete written estimate at no charge for the repair.
David Roman [00:19:25]:
I say the exact same thing. Everything you just said, I say the exact same thing. Except that I'm giving them a written estimate for required testing and then we can discuss repairs.
Mike Allen [00:19:35]:
So I'm giving them a written estimate for the repairs that they need. Now, if they come in and they've got a myriad of different problems on their twelve year old five series and different modules, and they need 8 hours of testing, they're going to get 1 hour of testing to write a full report on all the different things that we see and the different processes that we need to go through, and then they need to authorize the additional investment for testing beyond that. So I'm only giving away an hour.
Lucas Underwood [00:19:59]:
But my thing is, is like I use that initial conversation, initial approval to qualify my clients. Right. And so if I qualify, in what sense?
Mike Allen [00:20:11]:
If they're dollar 190, qualify, thank you.
David Roman [00:20:15]:
If they're calling me, I've qualified them. The only reason why the qualification would be, would be they don't want anything to do with the way we do.
Mike Allen [00:20:25]:
Things well, and they figure that out. So it's just a cost of marketing, right?
Lucas Underwood [00:20:29]:
Yeah, but I mean, wouldn't it drive your review counts lower? Wouldn't it, like, wouldn't it cause other negative, like doesn't it increase stress on the staff in that instance?
Mike Allen [00:20:39]:
No. An inbound call, first time caller. They haven't been into our building, they haven't met us, they haven't experienced our level of service yet. They don't know I can trust us. So invariably their shields are up. They just moved to town and they don't have anybody they can trust. The guy they've been going to for ten years, they perceive that they just got screwed, or maybe they did just get screwed. And so their shields are up.
Mike Allen [00:21:01]:
The guy they've been going to for ten years can't get them in until Thursday of next week, and they're going on a road trip. And so they're worried about cheating on their guy and getting screwed by some stranger.
Lucas Underwood [00:21:10]:
Right?
Mike Allen [00:21:10]:
So their guards up, right. And so they've called three places. The first one didn't answer the phone or put them on hold for eight minutes or some shit. Right. The second one said it's gonna be $200 to get started, or 150 or whatever that number is. We were 196 when we made the transition. And they don't know that what we do is different than what autozone does. Right.
Mike Allen [00:21:32]:
And a good service advisor can educate and inform and overcome that. Most of the time.
David Roman [00:21:37]:
Most of the time it just comes up as they are.
Mike Allen [00:21:39]:
And they will lose some potential long term good customers by not overcoming that educational hurdle upfront. First and then maybe they've called a couple other shops and they said, I can get you in next Thursday. Well, that's the problem they're dealing with. I can get you in in three days. That's the problem. So I'm removing the trust hurdle of. They're charging me $200 to do what autozone does for free immediately. And I'm removing the.
Mike Allen [00:22:01]:
I can get you in next Wednesday immediately by saying, bring it in right now. I'm not saying I'm gonna fix it right now, but I'll do my initial inspection and get them a report today.
David Roman [00:22:11]:
Yeah, we say the same thing and.
Mike Allen [00:22:13]:
Then you control the time frame from there. Right.
Lucas Underwood [00:22:15]:
So the. The thing I notice about this, or the thing I think about it is the fact that, you know, in the three bays, I would have never even considered this, right. Because I was a boutique type shop.
Mike Allen [00:22:25]:
Yes.
Lucas Underwood [00:22:26]:
There was no way I could have done this.
Mike Allen [00:22:27]:
If you're. If you're at facility capacity, max capacity, and you have no desire to grow, why would you give anything away, right? If you're running that red line, don't give shit away charge for every second of your time. If you're trying to grow your business, trying to grow your volume, trying to grow your facility, you need more cars.
Lucas Underwood [00:22:45]:
Well, so that was my next thought is, like, I'm in ten base, and, like, right now we have cars out the yin yang, right? There's no way I could take another car. But in the same respect, if, let's say I was slow, and there's been times I've been slow, I've just not had enough work. Like, in the slower months, it was really slow a couple times. The problem was, is the phone was not ringing at all. There wasn't anybody to get in, right. So I don't know how much it would have helped me. But then let's say that I get to the point that I'm now busy again and now the shop is full. Now I'm.
Lucas Underwood [00:23:16]:
I'm like, okay, do I go back on this? Do I start charging for the testing again? Now that I am at that capacity.
Mike Allen [00:23:22]:
How many texts do you have?
Lucas Underwood [00:23:23]:
I'm nowhere near what I can do right now. I've got five. Right now.
Mike Allen [00:23:26]:
You've got facility capacity, but you don't have. You don't have staff capacity. So you need to increase your staff capacity, but there's no reason that you can't flex, right? Just like airlines have different pricing based on demand, Amazon has different pricing based on demand, or whatever their pricing algorithm is. I don't see any reason why you can't flex.
Lucas Underwood [00:23:43]:
I could see that. That would make sense.
Mike Allen [00:23:45]:
I mean, if somebody, if you're just slammed to the gills and somebody comes in and says, I have to have this tomorrow, and you just don't have the capacity, they say, I'll pay you $500 an hour if you can get this done by tomorrow. I'm going to call Miss Jones and say, hey, Miss Jones, I'm sorry. I'm going to give you a big discount. I need to push you back by a day. We had some stuff pop up. And then she's going to be okay because she's getting 30 or 40% off or whatever it is. And then homeboy is going to pay me $500 an hour to do the job.
Lucas Underwood [00:24:14]:
Great.
Mike Allen [00:24:15]:
It's demand based pricing. Right.
David Roman [00:24:18]:
Seems like a lot of moving pieces.
Lucas Underwood [00:24:19]:
That's what I was going to say. It's a lot of work. And how do you keep up with it and how do you train yourself?
Mike Allen [00:24:23]:
That scenario is not going to happen. Right. But I'm talking about during the slow month of the year. I know that February and September are slow, so I need more cars. Well, okay. Well, then market more to get more cars during the slow periods. And July and August, we're going to be slammed to the gills. All right.
Mike Allen [00:24:40]:
Market less.
Lucas Underwood [00:24:40]:
Yeah. Save some of that money back.
Mike Allen [00:24:42]:
Free diag is marketing.
Lucas Underwood [00:24:44]:
Yeah.
Mike Allen [00:24:45]:
And to be clear, this is not my idea. I learned this, a lot of this I learned from Todd Hayes and auto shop answers. So they deserve credit for it. I don't want people to think that.
Lucas Underwood [00:24:56]:
This is my gallon. Yeah, yeah.
David Roman [00:24:58]:
We all know you're not the giving away 1 hour for free just to overcome the hesitancy.
Mike Allen [00:25:04]:
Yeah. Just bring it in right now. I'm not going to charge you anything to inspect it. I'm going to give you a complete written estimate and you're gonna have that opportunity. Then you get to give them a tour of your shop. They get to meet your team. They get to see that you got a nice facility.
David Roman [00:25:15]:
I don't do any of those things. I don't have a nice facility. That's okay.
Mike Allen [00:25:19]:
You're also running kind of at capacity, right?
David Roman [00:25:22]:
No, no, no.
Lucas Underwood [00:25:25]:
David's idea of capacity is, do I have to go to work today? And if it is a no, David's in good shape. He doesn't care about any other capacity.
David Roman [00:25:35]:
I want to pay the bills. That's it. I don't want to have to stress that. Hey, oh. I'm gonna have to kick back this bill another week that I don't like but pass if I.
Lucas Underwood [00:25:48]:
Unless it's a tax bill, you like kicking those back.
David Roman [00:25:51]:
It stresses me out. I don't mean to. I pay all my tax bills eventually, so I just don't want to worry about it. So if the car count is there, I'm more relaxed, even though it does stress the shop length. There's a lot of moving pieces and just more work there to be done or whatever.
Lucas Underwood [00:26:17]:
You quit doing the 300% rule too, right?
Mike Allen [00:26:19]:
Correct.
Lucas Underwood [00:26:20]:
And so you only estimate red?
Mike Allen [00:26:24]:
We inform about everything, but I only spend time estimating the red stuff. And when we get to the point that we're informing about the yellow stuff, then if they want estimates, we'll go back and build estimates. At that point, you know, you got 110,000 miles on your struts, and none of them are leaking. But their performance is not like they were when they were new, and it probably would be beneficial to replace those. Am I gonna build out a $3,500 strut estimate, roundhouse struts, and spend that five minutes or whatever, that few minutes sourcing parts and whatnot to build that estimate that has, like, an 8% close rate.
David Roman [00:27:03]:
That sounds like a shop management system problem, because you can just go to pass services and just click a click, and then you're done. But that assigned 5 seconds, right? All of 5 seconds, assuming you built.
Mike Allen [00:27:14]:
That estimate before on that car with that trim level. Right.
David Roman [00:27:18]:
But even then, like, 99% of struts, the repair is the same. So even 99%. Yeah.
Mike Allen [00:27:25]:
Like, is this another one of those made up stats like you were talking about earlier?
David Roman [00:27:29]:
That. That is slightly hyperbolic, but most of your front wheel drive cars. What did. What are you going to do? It's rare, unless you're doing euro euros out the window. But, you know, two 2.1 to 2.5 hours ish for quick struts, you just slap up the part number like it's. It's not. It doesn't take that long. The.
David Roman [00:27:54]:
I will say that what your process eliminates is the overwhelm. Because if it isn't, if it's that situation, 110,000 miles performance is at 60% to 75% of what it should be. They're not leaking. Okay, maybe it's a japanese car. Struts last, not a Toyota, but, like, on a Honda, you're gonna get 100, 5175 thousand miles out of a yemenite set of struts before you start to really feel them. If you throw the struts on there, it's going to tack another nine to $1100 onto that ticket. And now that $2,000 job turns into 3300 or $4,400 and they view their vehicle differently.
Mike Allen [00:28:39]:
And on the whole, your closing rate on the red stuff will go down because they're overwhelmed by all the yellow stuff.
David Roman [00:28:45]:
Yeah.
Lucas Underwood [00:28:45]:
And I can see logic in that.
David Roman [00:28:46]:
Yeah, I can definitely see the problem. The problem is in being, what do you decide is red versus non red? That has to get hyper specific because you are no longer estimating everything out.
Mike Allen [00:29:01]:
Well, you have to try to adopt map standards is a good place to start.
David Roman [00:29:06]:
Map standards are overly specific on the really weird stuff.
Mike Allen [00:29:10]:
Here's a big key, is the customer has to know about everything before you start doing anything. Like, they have to know about all the yellow stuff before you've pulled the first part off.
Lucas Underwood [00:29:21]:
That's what I was getting to say, is that my fear would be the liability aspect of it. Well, there's been a few shops I can think of two that I've talked to in the past who have experienced something kind of similar to, hey, we gave them an estimate for what was broken on the car, and then the car was in an accident. Their insurance came back and said, you didn't, you didn't tell them about this? They said, well, no, no, we told them. And one of them was a case where it wasn't written down, but they verbally told them the other one. It was written down, but they did not.
Mike Allen [00:29:56]:
If it's not written, it didn't happen.
Lucas Underwood [00:29:57]:
Exactly. The other one was a. Was a case where it was written down, but they did not provide an estimate for the client to decline. Now, when Carolyn lawyer. Well, when Carolyn was at Shopware, that was one of the things she pointed out, was that in California, because of the approval process being so specific, like, you had to get them to decline it, you couldn't. Because I kept calling and getting approvals and declines. And so she said, no, no, no, you really shouldn't do that, because if you look at the way it's happening in California right now, if you do that, you'll end up getting sued by somebody who says, no, they didn't tell me about that. Where's your doodle pad? I thought you were going to use your remarkable so you could upset David.
Mike Allen [00:30:39]:
Can you get up and go get it? I mean, it is far superior to pen and paper.
David Roman [00:30:49]:
That is a tech toy for someone who doesn't know what else to buy. Like, I want that dopamine hit. What am I gonna do oh, this.
Lucas Underwood [00:30:58]:
Ad, it was a gift.
David Roman [00:30:59]:
From who? You.
Lucas Underwood [00:31:01]:
No.
David Roman [00:31:01]:
Did you buy it?
Lucas Underwood [00:31:02]:
Wasn't it from Neil?
Mike Allen [00:31:04]:
I don't know.
David Roman [00:31:05]:
I don't know who that was.
Lucas Underwood [00:31:05]:
Oh, that is like a slap in his face.
Mike Allen [00:31:08]:
Neil had one and he was showing me how he uses it and that's what led me to purchase one.
Lucas Underwood [00:31:14]:
I thought he gave you one.
Mike Allen [00:31:15]:
Yeah.
Lucas Underwood [00:31:16]:
Oh, I was just.
David Roman [00:31:17]:
Do you want all of the inconvenience of having to hand write something out, but none of the aesthetics and the feel of paper and pen? Yes, yes, I do. I want the impersonality of computerized everything but all of the.
Lucas Underwood [00:31:36]:
We had a.
Mike Allen [00:31:37]:
So what you were saying, lucas, is fear based management is. I mean, you need to document it, but believing that you have to estimate everything to cover your ass.
Lucas Underwood [00:31:47]:
No, I'm in the same boat. Right. I typically recommend that they. I typically recommend that people estimate everything and then decline. Have them decline it. Right. Like, that's my recommendation. Because it's a foolproof way.
Lucas Underwood [00:31:59]:
Like, if you do that, there's no chance. Right.
Mike Allen [00:32:03]:
But it just takes time and you're. The higher your car count, the more time that requires.
Lucas Underwood [00:32:07]:
Well, I mean, that. That's what I keep telling people is the difference between the business that I used to run and the business I run now. Right. Like a lot of people keep saying, I want to go from, you know, two or three bays and I want this massive organization. I want this massive shop. I don't, I don't think a lot of people understand what goes with that. I mean, some do, right? Some of the msos and some of the bigger operators have a grasp on what it takes to do that. But it is a very different machine.
Lucas Underwood [00:32:33]:
It's a different animal than running a three base shop. Yeah.
David Roman [00:32:39]:
I told you not to build that monstrosity.
Lucas Underwood [00:32:42]:
I mean, I don't mind the shop. It's just. I'm just looking at you to see what you've got to say about it. You know?
Mike Allen [00:32:49]:
I think you're more stressed out now than you are with three bass.
Lucas Underwood [00:32:51]:
Oh, yeah. But there's a lot of other stuff happening.
Mike Allen [00:32:54]:
Yeah, yeah, but before, a lot of the other stuff started happening too.
Lucas Underwood [00:32:58]:
Yeah. Oh, yeah. Oh, for sure. For sure.
Mike Allen [00:33:00]:
I think the desire to grow from, like, super busy, blown out, maxed out three base where you were putting a ton of money to the bottom line to go to the ten base shop. I think that was ego driven.
Lucas Underwood [00:33:12]:
Yeah, no, no, you're probably right. But also beyond ego driven is there were some other things that I wanted to accomplish there some of them, I will talk about it. For one, there was a potential that for one day there could be a property dispute. Right. And my dad.
Mike Allen [00:33:31]:
Where the building was? Yeah.
Lucas Underwood [00:33:33]:
My dad came to me and said, hey, listen, here's what, how I think we should handle this. Right. And so that was, that was one. Now, do I wish I had gone with five or six bays? I think that would have been more sustainable and I think it could have had a nicer shop than what I have now and had a more manageable shop than what I have now and be a lot happier and a lot more comfortable.
David Roman [00:33:51]:
Six bays would have been perfect, would have been ideal. Three techs, six bays, one G's.
Lucas Underwood [00:33:57]:
I had a business coach tell me, go as big as you can. Go as big as you can. Go as big as you can. Right. And so that, that played into it some.
Mike Allen [00:34:04]:
Was it the business coach that you had at the time?
Lucas Underwood [00:34:06]:
Yeah.
Mike Allen [00:34:07]:
Really?
Lucas Underwood [00:34:07]:
Yeah.
Mike Allen [00:34:08]:
And so antithetical to most of his customers? Most, most of his clients are smaller shops.
Lucas Underwood [00:34:12]:
Yeah. Well, I mean, I think he's trying to build into bigger shops.
David Roman [00:34:15]:
I think he wants bigger shops there.
Lucas Underwood [00:34:17]:
But I mean, and I think, like.
Mike Allen [00:34:18]:
He wanted you to be his poster child.
Lucas Underwood [00:34:20]:
No, I think he was. I think he genuinely was being thoughtful. I think his, in his head, he saw the potential and I think we'll grow into that potential. Right.
Mike Allen [00:34:28]:
Well, I think if you didn't have all the other stuff that you've got going on in your life and all the other things that you're involved in, if you were just there to run the shop every day, you'd be blown out just like the small shop was.
Lucas Underwood [00:34:39]:
Now, the, here's the other thing, is that some of the numbers. Right. Because I used the potential calculations and I looked at some things and one of the things that my dad said to me when we built that shop was, son, listen, the family business, when the economy turns down or you get into the slow winter months, slows down. And so I need you to be able to help offset that because in the, some of the slower winter months, you're busier and, and when the economy turns down, you're busier. So you can help if the family business needs help so we can balance each other out. Right. And so those were the two underlying things that were happening in there. Did the new shop add to the stress level? Yes, absolutely.
Lucas Underwood [00:35:23]:
Like, no if, ands or buts about it. A lot happened right after we built the shop. Right. Like one service advisor left. We knew we had an idea something was up and something had to change. Right. Another service advisor left, which was my fault. Completely burnt them out.
Lucas Underwood [00:35:37]:
Right. No if, ands or buts about that was on me. And so navigating that and going through that all at the same time. Right. As my mom got super sick and then my mom died, and then I. Family business issues popped up within that. So, like, all that happened at once.
David Roman [00:35:50]:
The problem is that that kind of stuff always, always happens. What, they'll never be a perfect scenario. They'll never be like, everything is just running smooth.
Lucas Underwood [00:36:01]:
Yeah. No, I mean the shop stuff, like the shop ebbing and flowing and. That's a really good point because I think a lot of people look at their shop and it's like losing employees, man. They're not there forever. Right. And they say, oh, no, I love my team. My team loves me. We're, you know, I want to find the forever team.
Lucas Underwood [00:36:17]:
No, that doesn't exist. Right. You love your people and you want to take care of them and you want to keep them as long as you can, but. But you need to have a little bit different perspective of it because they're going to come and go, but to.
David Roman [00:36:29]:
A certain degree, sure. But you are stressful.
Lucas Underwood [00:36:34]:
Yeah.
David Roman [00:36:35]:
Very demanding. You are.
Lucas Underwood [00:36:38]:
Am I?
David Roman [00:36:39]:
Yes, you are.
Mike Allen [00:36:40]:
I would imagine that you probably have very high levels of expectations of your team, and you have very specific systems that you want them to follow.
Lucas Underwood [00:36:47]:
Yeah, for sure.
Mike Allen [00:36:48]:
And it's probably unlike almost every other shop they've ever worked at. Right. So they come in new and they just get dropped in the middle of this system that they've never seen. It can be.
Lucas Underwood [00:37:00]:
It probably doesn't make a whole lot of sense.
Mike Allen [00:37:03]:
And then you're there five days a month maybe. Right?
David Roman [00:37:06]:
Yeah, no, he's there all the time. He's there quite. He works a lot more than I do at the shop. But I'm saying, it's not that you're like, you're a big personality. I've told you this before. You're a big personality. You tend to hire pleasers. They come in, they want to please, and they feed off of you and your energy.
David Roman [00:37:28]:
And all they do is they're not working the system. They're working to please you.
Lucas Underwood [00:37:34]:
Yeah, yeah.
David Roman [00:37:35]:
And so that is a constant. Like, what's he think about this? And they don't want to step out of bounds or push back or fight you on something because they want to please you. That's it. And so that then becomes damn near impossible to scale because it's not a system that you can just throw somebody in. Hey, just work that system. You've got to, you've got to set it up like the, the fry station. Go work the fry station. That's it.
Lucas Underwood [00:38:05]:
That's why I've hired a manager. And I'm going to do my very best to like, go as hands off as possible. Cause I.
Mike Allen [00:38:10]:
When did that manager start?
Lucas Underwood [00:38:12]:
He starts in November.
Mike Allen [00:38:13]:
Okay.
Lucas Underwood [00:38:13]:
So I won't even be there when he starts. Here you go. And I have some fears about that. Right. He's coming from a very transactional type of world.
David Roman [00:38:22]:
He's, that's not a bad thing. I don't. You need to not worry about that. You know, what you need to do is you need to let them, let like a coach or someone deal with the manager and the manager. That coach be the intermediary between you and the manager.
Lucas Underwood [00:38:36]:
Cecil's going to coach him and Rena's going to coach on the sales and management side, too.
David Roman [00:38:40]:
Yeah, that'd be the best way. That way he can go to the coach and not you and the coach can kind of instruct and then you can get the feedback from the coach going, hey, watch for this. Or, hey, he's doing this.
Mike Allen [00:38:55]:
Or, hey, does Cecil do one on one coaching with managers? Or is it just because of the nature of y'all's relationship?
Lucas Underwood [00:39:00]:
I think it's just because the nature of our relationship, I think he'd be.
Mike Allen [00:39:03]:
In high demand for that.
Lucas Underwood [00:39:04]:
Yeah. And there's a, there's, they have a manager program, too, that he'll probably go into. Right. Is the game plan. And, you know, I think you're right, David. I think everything you just said is, is 100% accurate.
David Roman [00:39:16]:
I am always right. Unless it's statistics.
Mike Allen [00:39:18]:
Apparently he's right 97.8% of the time.
Lucas Underwood [00:39:25]:
But, you know, he's a really cool guy and he's very, very much in line with, like, my belief systems. But now he's coming from a dealership that has $190 aro. Right? Dude, they run 120 cars a day just as hard as they can go.
Mike Allen [00:39:42]:
He's gonna be bored.
Lucas Underwood [00:39:43]:
Yeah. Oh, yeah. I know.
Mike Allen [00:39:46]:
But maybe when I've hired people in from high volume dealerships and they come in, they're like, because they can't just instantly start doing thousand dollar arrows. It's just a totally different skill set they've got to learn. And so for a while, the tickets they have their hands on, they're going to be three and $400 tickets. And they're going to be like, what do I do? I'm so bored. I've only done eight tickets today. Well, your eight tickets tomorrow need to be $1,000 a piece, and you slow the hell down. Build relationships and get to know them.
Lucas Underwood [00:40:15]:
It's a really cool story. He went down a bad path, kind of similar to myself, and some things happened, and he's like, I'm gonna go a different direction. He was kind of estranged from his father and made a connection back with his dad. And then he said, you know what? I'm gonna go work. I'm gonna go work for corporate. He said, I was gonna become a police officer initially, and this opportunity presented itself. And he said, I was a big video game guy. And he said, so I really took to the corporate world of being able to manipulate a system and make it do what I wanted to do.
Lucas Underwood [00:40:52]:
And he said, so it was a crazy video game idea that I took and implemented. And he said, I worked for Lowe's corporate for a number of years. He said, it came down to, he said, I was making my way up the organization. He said, it came down to, you're going to move. He said, I've got a family. I'm not moving.
Mike Allen [00:41:09]:
Is that when they moved headquarters away from Wolkes Brom?
Lucas Underwood [00:41:11]:
Yeah. And he said, I'm not moving. I'm not doing that. And so he went to work for a car dealership, went in sales first and went through us, you know, a little stint in sales and didn't really like sales, and then moved into service and went from an advisor into an assistant service manager. And his current employer is a listener of the show and just an absolute killer human being. Right? Like, really cool guy and has saved our butt at the dealer that he works at a couple times by, like, just, just, you know, being legit, not.
Mike Allen [00:41:40]:
So how does he feel about the fact that you're hiring away one of his dogs?
Lucas Underwood [00:41:44]:
I, due to a personal friend snafu with hiring somebody from a friend, I decided that I had to say something. Right.
Mike Allen [00:41:55]:
It's a delicate conversation.
Lucas Underwood [00:41:56]:
Yeah. And so I was really torn up about it. I was like, man, I was like, I really want to hire this guy, but I also want to alert my friend to the fact that he's thinking about moving. And I said, I don't know what to do, but I feel like I need to call him and tell him. And so I sent him a message and he calls me and I said, hey. And I, and I told I had already asked him. I said, hey, I really kind of feel like I need to say something. Or I need to talk to him before we go too far.
Lucas Underwood [00:42:28]:
And he said, I'll definitely talk to him. Don't worry about that. I'll talk to him. And I said, okay. And so I put it on the back burner, and I wasn't gonna call and say this person's name to him. I was just gonna call and say, hey, I know you've got a key staff member that's thinking about moving, and they've interviewed, and I'm thinking about hiring them. I just want you to know. And so I called, and he said, yeah.
Lucas Underwood [00:42:50]:
He said, so he's thinking about coming to work for you? And I said, yeah. And I kind of hinted at who it was, but not like, said his name or anything. He said he's, well, yeah, he told me. He's like, I told him that would be a great career move for him. He's like, that would be a really cool opportunity. He said, if I wasn't where I was. He said, I'd love to come work for you. You know, it's like, I've been listening to the show, and I really believe in what you're doing.
Lucas Underwood [00:43:11]:
And a few minutes later, he called me back and he said, I just want you to know that you passed the test. And I'm like, what are you talking about? He's like, I wasn't going to come work for you if you didn't call him and tell him because he's like, I wanted to make sure that you were, like, an honest and ethical guy. He said. So I just. He's like, I wanted to know, like, were you gonna call him and tell him the truth about it? And I said, well, yeah, I kind of felt bad. He's like, so it was pretty cool.
Mike Allen [00:43:33]:
Definitely some, you know, I'm a very aggressive recruiter, and there's definitely some delicate places, and I've put my foot in the shit a couple times over the years. Yeah, yeah, a couple times.
Lucas Underwood [00:43:47]:
I can think of two. One was shared mighty publicly all over the Internet a couple weeks. I mean, what? He deleted the post.
Mike Allen [00:43:53]:
He did. I mean, he realized he was.
David Roman [00:43:56]:
I wasn't involved in it. What happened?
Mike Allen [00:43:58]:
No, the poster deleted the post.
Lucas Underwood [00:44:00]:
That's what I'm saying.
Mike Allen [00:44:00]:
But did we realize the following week and, like, hung out?
David Roman [00:44:04]:
But was the guy calling you out for you?
Lucas Underwood [00:44:07]:
He called president of Asta on a public forum.
Mike Allen [00:44:11]:
So one of my technicians. So there's question about this, and it comes down to me failing to. I was wrong. We'll start with that. It comes down to me failing to get all the details and insisting on total details from one of my team members. And I'm guessing that when this guy, my guy moved from out of state to North Carolina, when he came to work for me, he also submitted a resume and interviewed at this other guy, and he ended up coming to work for us. And I guess the other guy has a funnel for touching people that he wants to hire again every few months. Right.
Mike Allen [00:44:53]:
And just staying top of mind, right?
David Roman [00:44:54]:
Yeah.
Mike Allen [00:44:55]:
There's nothing wrong with that.
David Roman [00:44:55]:
Yeah, that's great.
Lucas Underwood [00:44:56]:
That's what everybody teaches.
Mike Allen [00:44:57]:
And my employee was unhappy with a couple of things that were going on, and so he went and interviewed again because the other employer reached out and was like, hey, knock, knock. Just come have a conversation if they're not rubbing your feet enough or whatever it is, right. And gave him a really competitive job offer. And my guy came back to me and was like, hey, man, I got this job offer. I hate this. It happens to me all the time where I get somebody a really big pay raise to stay where they are. So that's what happened. I was like, you can't leave.
Mike Allen [00:45:33]:
I'm sorry. The only way you leave out here is in a box. So I gave him a big ass pay raise to stay. Cause he's a valuable guy. He's a good human being. He's good with his coworkers. He's good at what he does. And so I was kind of salty that this dude, to me, it was the version that I had was, hey, this shop has reached out to me.
Mike Allen [00:45:56]:
A recruiter called me, and I went and interviewed with him, and I was like, he's a member of the association, and he's trying to poach my bros. I was kind of salty about that. And I was like, you know what effort I'm going to call up there, and I'm going to recruit one of his bros. Difference is that I called, and I was like, hey, man, I hear you're a total badass, and I think you should come work for me. Let's talk. He was like, great, let's talk. Let me get your phone number. And then he turned around and went to his boss and was like, hey, this guy just called me at the shop to try to recruit me.
Mike Allen [00:46:32]:
And so good on him, one that his employee has no interest in leaving and is loyal to the business he's at. So that's good for him, right? And the guy was like, hey, I think you should all know that the president of ASta is out here recruiting employees of other ASTA members.
Lucas Underwood [00:46:54]:
At the time, you didn't know the part where this employee had already interviewed with him and everything else.
Mike Allen [00:46:59]:
So first place that I was wrong is I should have just called the dude and be like, hey, man, I don't appreciate you recruiting my guys. Let's go get coffee and talk, you know, and I shouldn't have lashed out, right? And then. So when he posted it online, I was like, hey, bro, you want the screen? I got the screenshots. Do you want the screenshots of you recruiting my guy or the copies of the offer letters? And, you know, he didn't back down and I didn't back down. And I was like, wait a minute. We're getting in a public pissing match here. This is probably not a good look. And so I sent him a direct message, and I was like, hey, man, if I you recruited my guy, then I stand by my actions that you were wrong.
Mike Allen [00:47:37]:
And maybe I was wrong in recruiting your guy, too, but two wrongs don't make it right. But if my guy applied to your job, well, then I was 100% in the wrong, and I will give you a public apology. And he said, we talked back and forth, and then we ended up getting coffee, and he was like, I don't want a public apology, dude. And he deleted the post after I dmed him.
Lucas Underwood [00:48:00]:
Yeah.
Mike Allen [00:48:02]:
And it was getting all the. All the Michael Jackson eating popcorn memes, everything else.
Lucas Underwood [00:48:11]:
And that's why you're the perfect president for ASTa, because you're like a no frills, no bullshit kind of dude, right? Like, you're not the conventional 80 year old president of an association that's like, I'm doing this. Legacy.
Mike Allen [00:48:25]:
How'S it going? One more time.
Lucas Underwood [00:48:28]:
One day you will be. I promise.
Mike Allen [00:48:30]:
But dare to dream.
Lucas Underwood [00:48:31]:
Yeah, exactly. Now, the other situation is the. Is the sting of that one worn off to where we.
David Roman [00:48:36]:
Hold on. I gotta ask you, what drove you to, like, to do the tit for tat thing?
Lucas Underwood [00:48:43]:
Oh, whoa, whoa, whoa. Immaturity, let me tell you. It's because he has an older brother that, like, picks on him nonstop. And from the time he was very little, his older, older brother was much supreme to him. And so he's always just, like, looking.
Mike Allen [00:48:56]:
To go.
David Roman [00:49:00]:
Don'T you have, like, somebody you can go, hey, this just happened. I think, you know.
Lucas Underwood [00:49:07]:
You know what I would do? I'd recruit the dude.
Mike Allen [00:49:09]:
So I thought I talked.
David Roman [00:49:10]:
That's what you told him to do.
Mike Allen [00:49:11]:
So I did. I talked to, like, ten or 15.
David Roman [00:49:14]:
People about nobody stopped you and said, hey, you should probably let that go.
Mike Allen [00:49:18]:
I got like. I got like, half of the people were mature adults, and they were like, nah, bro, just.
David Roman [00:49:23]:
Just call him up if it's bothering you, and we'll have a conversation.
Mike Allen [00:49:26]:
And the other half were like, you know, hey, go full nuclear. And so I listened to, this is like, you had the angel and the devil on your shoulders. I listened to the devil and I.
David Roman [00:49:36]:
This is really concerning to me that it was. Half of the people that he talked to were telling him to go fool. Nuclear.
Mike Allen [00:49:43]:
Nuclear.
David Roman [00:49:44]:
Nuclear.
Mike Allen [00:49:45]:
Nuclear.
David Roman [00:49:46]:
No, not nuclear.
Lucas Underwood [00:49:48]:
Most of them were extra accounts that I had just seen if I could get him to do it. Okay.
David Roman [00:49:55]:
I don't believe all my time. Did you really tell him? Did he really tell you to? Yeah, I did.
Mike Allen [00:50:00]:
You are one of the people that I talked to about. I don't remember what advice he got me.
Lucas Underwood [00:50:03]:
I told him I did not give him a direction. I said, hey, I can see this side and I can see this side. I probably would just leave it alone and go on about my way.
Mike Allen [00:50:12]:
It sounds right. And that sounds like you.
Lucas Underwood [00:50:14]:
Yeah.
David Roman [00:50:15]:
That is the most politician answer ever.
Mike Allen [00:50:18]:
That's why it sounds like him.
Lucas Underwood [00:50:19]:
Yeah, exactly.
David Roman [00:50:20]:
Nobody said, hey, it's wrong. Like, it's very wrong. They had it to at least convince you, hey, this is wrong. You shouldn't do that.
Mike Allen [00:50:29]:
Nobody said it was wrong. They said the mature, high road thing to do is what you should do.
David Roman [00:50:33]:
The mature thing or the right and wrong thing.
Mike Allen [00:50:36]:
What ended up happening was in a moment of weakness. I was salty, and I chose to be petty, and it was a mistake.
David Roman [00:50:43]:
You should call these people out. Who's. Who is telling you to go sleep with his wife and punch the disabled son in the head? He's got a son in a handicap chair. You should go punch him in the back of the head. He's not gonna be able to chase you.
Mike Allen [00:50:58]:
Just Dutch.
David Roman [00:51:04]:
At the. At the thing today. That's what you need to do. Like, why would you tell him to go sleep with his wife? Why would you tell him to do that? That's terrible.
Lucas Underwood [00:51:14]:
The other one, though.
Mike Allen [00:51:16]:
One of my guys just texted me and asked if we could use the company account to buy pizza for everybody today.
Lucas Underwood [00:51:21]:
Oh, telling you. Absolute pizza party 100. Well, I mean, only one topping, though.
Mike Allen [00:51:27]:
This store that he's from, only little Caesars.
David Roman [00:51:30]:
This is the biggest dick move ever. It's like, yes, but only one topping.
Lucas Underwood [00:51:36]:
See if they have any specials first.
Mike Allen [00:51:40]:
Just little Caesars lunch specials only.
David Roman [00:51:44]:
Bet that's how my staff knows, we had a bad week the week before. It's like, hey, what are we doing for lunch this week? Pizza. Oh, yeah, I guess it was a bad week last week. Yeah.
Mike Allen [00:51:53]:
Sorry, that's all we can afford.
David Roman [00:51:56]:
That's all we can afford this week.
Mike Allen [00:51:59]:
What were we talking about?
Lucas Underwood [00:52:00]:
We were talking about the other me.
Mike Allen [00:52:02]:
Doing stupid shit and being a poor reflection of what the president of the association should be.
Lucas Underwood [00:52:07]:
The other situation where there was, like, massive hurt feelings. Should we just drop it and not even talk about it?
Mike Allen [00:52:13]:
Well, so in that one, I. That was hurt. I would say that I did not do it wrong in that one, but it still caused hurt feelings. But, yes, that is water under the bridge, and we have a good working relationship now.
Lucas Underwood [00:52:28]:
Yeah, we'll just leave that be, then.
Mike Allen [00:52:29]:
That's fine.
Lucas Underwood [00:52:30]:
We just won't touch it.
Mike Allen [00:52:31]:
It was also three years ago, so.
Lucas Underwood [00:52:33]:
Yeah, and that was a. That was a bit of a funky situation, because I really. I really think what was funny about it was, is like, we're about to.
Mike Allen [00:52:42]:
Break down this whole fucking thing.
David Roman [00:52:44]:
I don't know what he's talking about.
Lucas Underwood [00:52:46]:
Mike went.
David Roman [00:52:47]:
Nobody listened.
Lucas Underwood [00:52:47]:
Mike went hardcore after an employee, okay. And hires this employee, there were hurt feelings involved with their previous employer. The employee turned out to be a complete shitback. And he called the employer. Dude would have been like, yo, don't do that.
Mike Allen [00:53:01]:
No, no. We're obviously thinking about something totally different then. Because the employee had been coming after me for years.
Lucas Underwood [00:53:13]:
Yeah. Oh.
Mike Allen [00:53:14]:
I mean, I wouldn't take him. And then he was like, look, I'm leaving no matter what. I am not staying where I am. So if I'm leaving, I might as well come work for you. And I was like, all right. Yeah. And then the place that he left was really unhappy with me about it. And then it turns out, and they were like, he's, like, one of our best people.
Lucas Underwood [00:53:35]:
Oh, right, right.
Mike Allen [00:53:37]:
The dude made it less than three months with us. He was not good.
David Roman [00:53:41]:
Oh, man. The shop thought he was great and wonderful. Oh, man.
Mike Allen [00:53:46]:
So I've talked about you setting really high standards. I probably ruin a lot of good employees by having unrealistic expectations.
Lucas Underwood [00:53:54]:
Yeah, I know. I do. For sure. That exact same person I had talked to about an employee that had applied for a position, and they were very blunt, right. Like, hey, might be okay for this, but would not. Not be a good for what you're looking for. Right. Really honest about it.
Lucas Underwood [00:54:15]:
And I really appreciated that. And I think that. I think our little group of friends and little group of associations and whatnot in the state. Learned a lot from that, that scenario, right? I think we, I handle things differently because of your experience.
Mike Allen [00:54:31]:
Well, every time I get scarred, I make different new stupid mistakes instead of the same old stupid mistake.
Lucas Underwood [00:54:37]:
Yeah, for sure. I'm reading a book right now while I'm listening to it. The only time I ever have time to do anything is when I'm driving. But it's the talent code. Have you ever read that? It's really cool because they talk about like, how the brain works and neurology.
David Roman [00:54:53]:
Works and how long have you been listening to this? I think at the last conference you.
Lucas Underwood [00:54:57]:
Were like, no, that was a different book.
Mike Allen [00:54:59]:
It's like seven minutes at a time. Have you seen how fast he drives?
David Roman [00:55:02]:
Yeah, yeah, that's true. Anyway.
Lucas Underwood [00:55:05]:
Oh, man, I got my. Nevermind. I really will incriminate myself. When we were leaving yesterday, that little Carl run dude.
David Roman [00:55:12]:
I think it's a piece of crap. Yeah, it is. Anyway, how the brain works. What?
Lucas Underwood [00:55:17]:
So he talks about myelin and how we teach ourselves. And he was talking about deep practice and how musicians practice and what it does differently in the way the brain learns. I think maybe you need to participate in some deep practice or deep learning next time you make some of these decisions.
David Roman [00:55:34]:
Mike, what are you talking about? He learns from them and he doesn't make the same mistake twice.
Mike Allen [00:55:38]:
Make exciting new stupid mistakes.
Lucas Underwood [00:55:43]:
This one seems like to be a deal with Tiger.
Mike Allen [00:55:45]:
Apologize publicly. You know, these are very different ways that I put my foot in the ship. One was a right foot, one was a left foot.
David Roman [00:55:53]:
Yeah, those scenarios are different. Definitely different. You know, you get to a certain size and prominence.
Mike Allen [00:56:00]:
Yeah.
David Roman [00:56:00]:
You have in your area, like, people are going to come to you. And the rinky dink shop down the street has one location. They're going to have employees that look at three shops.
Lucas Underwood [00:56:11]:
Two, I have found myself in a little bit different situation.
Mike Allen [00:56:15]:
You get people coming to you because of your online Persona.
Lucas Underwood [00:56:17]:
Well, and I've got people who get really upset when I don't, like, hire them and like, it really hurts feelings. And I'm not trying to be mean. And like, right now, I'm not hiring anybody aside from this manager. Right. But I'm like, I'm not trying to be mean to you. I'm not. I'm just saying, like, if the manager.
Mike Allen [00:56:33]:
Works out, you need to stop hiring the manager to start hiring for sure.
David Roman [00:56:37]:
I don't disagree completely.
Lucas Underwood [00:56:39]:
I don't disagree. I can't believe you just opened a water after everybody else is being polite and pouring it into cups, and you just, like, taking liberty with the whole bottle.
David Roman [00:56:48]:
This thing is glass.
Mike Allen [00:56:50]:
Yeah.
David Roman [00:56:50]:
Well, that's $30 for it. It doesn't have the bpas and the microplastics. The microplastics? Yeah.
Lucas Underwood [00:56:59]:
Just don't ask.
David Roman [00:57:00]:
Those microplastics get trapped in your balls, dude. It's terrible. Then your balls shrivel. That's the thing.
Mike Allen [00:57:06]:
Is that why they keep getting bigger and hanging lower, or is that just a.
David Roman [00:57:08]:
No, no, they shrivel. They go the other way.
Mike Allen [00:57:10]:
I need more microplastics, apparently.
Lucas Underwood [00:57:12]:
Right.
Mike Allen [00:57:13]:
My enormous testicles.
David Roman [00:57:17]:
That's a condition, dear. You should go get that checked out. Next.
Lucas Underwood [00:57:22]:
Next conference, Mike's gonna be walking around like Randy from South park with the wheelbarrow.
Mike Allen [00:57:30]:
I'm gonna need you to cut that bite out. That's just not. It's unbecoming.
Lucas Underwood [00:57:33]:
Going to KFC.
David Roman [00:57:34]:
We're gonna. What are we. Minute 57. They're not listening. It's the last five minutes. I never listened to the last one. Because we see some foul things in the last five minutes of every single podcast. Nobody's ever called us out on it.
David Roman [00:57:47]:
Yeah.
Mike Allen [00:57:48]:
Do you have, like, a fixed time that you want each episode to be.
David Roman [00:57:51]:
1 hour, 1 hour ish? Yeah. Depends how the conversation's going. Cause sometimes, like. Like doing. You're like, yeah, like, I like.
Mike Allen [00:58:00]:
On a scale. On a scale of one to 6.9, how would you say this one's gone?
David Roman [00:58:04]:
One point. They'll be good.
Lucas Underwood [00:58:06]:
Yeah. This is a. This is in the. The 6.95 range. I mean, somewhere up there.
Mike Allen [00:58:14]:
Perfect.
David Roman [00:58:16]:
No, this is fine. What? What's wrong with it?
Lucas Underwood [00:58:18]:
I didn't say there was anything wrong with it.
David Roman [00:58:20]:
Anytime. We mentioned, well, swollen testicles. It's a good podcast.
Lucas Underwood [00:58:28]:
You're the only swollen testicle anybody in this room knows.
Mike Allen [00:58:31]:
When's the last someone. Last time someone soiled themselves live on your podcast?
David Roman [00:58:36]:
Soiled themselves two, three years ago. What?
Mike Allen [00:58:39]:
Didn't it happen at Asta? Somebody soiled themselves the year that y'all were in the hotel room?
Lucas Underwood [00:58:45]:
No, no, no. This was the only time that's happened was remote.
Mike Allen [00:58:50]:
Okay?
Lucas Underwood [00:58:50]:
And.
Mike Allen [00:58:51]:
And, David, we're not allowed to talk about this. Is this embarrassing?
David Roman [00:58:53]:
Talk about this?
Lucas Underwood [00:58:54]:
We're not gonna say.
David Roman [00:58:55]:
I had pushed this into the back of my mind to the far, far deep recesses.
Lucas Underwood [00:59:00]:
You know that I don't know why. You see this reflection up here. You could see everything on David's face is interesting, right?
David Roman [00:59:10]:
Kids don't drink. It's terrible for you. It makes you do stupid things. Including expose yourself on the Internet. Don't do it. Don't do it. Did you see Shannon Sharp? He decided to go live on IG. I saw the headline, clapping cheeks just.
Mike Allen [00:59:27]:
To prove that he wasn't.
David Roman [00:59:29]:
Well. That's a rumor. That's a crew. He looks a little zesty. He's an enormous man. But, you know, walking around with his little teeny tiny dog, super tight shirt, nips all hanging out, he looks a little zesty. That's all I got.
Lucas Underwood [00:59:43]:
Little dogs. I like my little dogs, man.
David Roman [00:59:45]:
You can walk around with little bow and like. Like this. Specifically like this. Do you?
Lucas Underwood [00:59:51]:
No.
David Roman [00:59:52]:
Okay. That's what I'm saying.
Lucas Underwood [00:59:54]:
Little dogs are badass, man. Most loyal creatures ever.
David Roman [00:59:58]:
Or you could be like Drake Snake, all hanging out and stuff. What, on IG?
Mike Allen [01:00:05]:
I don't know.
David Roman [01:00:06]:
Yeah, these people go on IG live. Or Paul Pierce, you know, strippers at his party. He got fired from ESPN right afterwards. Cause he had, like, strippers hanging out and dancing in the background. Decided to go live on IG. He was like, hey, what's going on? Completely drunk, of course. Strippers hanging out in the background.
Lucas Underwood [01:00:24]:
Boomers use IG these days.
Mike Allen [01:00:29]:
I asked Pollock and Kokonis this the other day. I said, every generation has decried the lack of whatever of the younger kids these days while they're shouting at clouds and telling eat off their lawn, right? Is this the first time that there has been almost an equal level of vitriol thrown back up at the old people? Because, I mean, we go boomers just as hard as kids these days, right?
Lucas Underwood [01:00:52]:
I think this is a very interesting topic because in all reality, right, it's never stopped. It has been generation after generation after generation. Kids these days. Kids these days. Kids these days. And I guess I referenced myself in it, because if I look back at 16 year old me, if I look back at 18 year old me, even 21, 23, 24 year old me, yeah, I would probably say that sitting here.
Mike Allen [01:01:18]:
Right now about myself, I didn't think back at old people and be like, they're the reason that this country is so fucked up and they failed us as parents.
David Roman [01:01:26]:
That's because this is the first generation. They actually ruined the country. They've made things so bad. Then they continue. They don't go away. They keep making it worse. They stick around. That's the problem.
Lucas Underwood [01:01:39]:
There's a documentary on because they live.
Mike Allen [01:01:41]:
Longer because of modern medicine.
Lucas Underwood [01:01:43]:
That's possible. Maybe there's a documentary on parenting, and it shows, like, these infants from the time they're born and how different cultures raise their children, right? And they talk a little bit, but for the most part, it's just watching the kids, right. And I'll never forget, there's this one, and it's this, like, six or eight month old baby. And they're, I want to say they're in Ireland or something like that. And the baby's just, like, walking or crawling around underneath the cows. And the cows are, like, trying not to step on it and, like, just out doing its thing. And they walk them through life. And they were talking about that.
Lucas Underwood [01:02:18]:
They see much, much more sustainable human beings, much more self sufficient, self sufficient and ability to handle challenges out of the children that are left to their own devices. And there's a. There's a video. I've looked for it before on YouTube, and I can't find it.
Mike Allen [01:02:35]:
We're two generations deep of nobody gets told to go play outside and come back at dark.
Lucas Underwood [01:02:40]:
Right, exactly. Well, and I mean, like, I remember when I was a kid, I used to. I used to, like, walk to Tweetsie. I'd go to Tweetsie at nine or ten years old, seven years old, six years old, and walk in, show my pass, and go on and spend the entire day over there. Right. I was never supervised. I was five years old. My dad found me on top of, like, a 62 foot scaffolding bug.
Lucas Underwood [01:03:00]:
Right. Just, like, dangling off of it, whatever. And so, yeah, I mean, I'm sure some kids died from that.
Mike Allen [01:03:06]:
Well, but that's why the ones that survived are a little more efficient.
Lucas Underwood [01:03:11]:
Well, the video that I'm just don't.
David Roman [01:03:13]:
Want it to be your kid. Okay.
Lucas Underwood [01:03:14]:
Yeah.
David Roman [01:03:14]:
There's a lot of sketchy people out there with Vansen, and I don't want them pulling up and grabbing my kid. Like, grab the ugly kid from down the street. Don't grab my kid.
Mike Allen [01:03:24]:
Do you think that there's more sketchy kid people in vans now than there used to be, or you think we just hear about it more now?
Lucas Underwood [01:03:29]:
I think we hear about it more now.
Mike Allen [01:03:30]:
I think there's always been such a.
David Roman [01:03:31]:
No, I think it's. It's. I think it's more prevalent now. I think it's more prevalent.
Lucas Underwood [01:03:38]:
Well, I mean, there's population.
David Roman [01:03:40]:
I think our society. Yeah. Has gotten far more twisted. Look, just. Just look at how often you could leave. There's still communities like this. You could leave your car unlocked, keys in the ignition. You jump out.
David Roman [01:03:55]:
You walk in, go grab yourself, come back out, car still there. Okay. That was much more common. 30, 40 50 years ago. That is unheard of.
Lucas Underwood [01:04:06]:
Crazy story. So have you ever heard of the Durham family murders? Ever heard of that? So it happened in our town. And there were all kinds of. They're writing a book about it. They say they've solved it. But there were all these claims that it was the mob and all this stuff that killed this guy. He owned a car dealership. It was 76.
Lucas Underwood [01:04:24]:
I think my dad knew him. Right. And they were very well, very prominent, well to do people. And long story short, this man from a mob or a mafia called the Dixie Mafia has taken blame for killing them. But, like, they were assassinated, right? Like in a very gruesome, very aggressive way. The night that that happened, my mom had walked out behind their house on Chestnut street, had opened the door and she thought she saw like a cigarette ember glowing in the night. And it scared her. So she went back in, she locked the door.
Lucas Underwood [01:05:01]:
The next day she went out and somebody had tried to take their car. Somebody had tried to start their cardinal. And they lived just down the street from where all that happened. But they ended up taking the dude. The dude owned a Chevrolet and Buick dealership in town. Ended up taking his car. But they're doing a documentary on it because they say that it doesn't make sense, the way that they were. The way that they were murdered.
Lucas Underwood [01:05:21]:
And it was like the whole family was murdered and they were tied up and they draped their necks over the bathtubs and it was slaughtered them like hogs. Yeah, it was pretty rowdy.
David Roman [01:05:33]:
Anyway, so that. That was really isolated incidents in the seventies. Now they just shoot.
Lucas Underwood [01:05:41]:
I think you just get more population. And the more population you get, the higher percentage. Yeah, it's a percentage of what's there.
David Roman [01:05:48]:
So there's just a pure number. There's just more deviance than they were back then.
Lucas Underwood [01:05:53]:
I like my friend Mike Allen, but I don't know that I like him enough to spend more than an hour and ten minutes looking at him on that screen behind you.
David Roman [01:06:01]:
There you go.
Lucas Underwood [01:06:02]:
Oh, my God, those are awful.
Mike Allen [01:06:07]:
I think that was Lucas Sage.