CFO Insight: Essential, Not Optional

Find out why excluding your CFO from major decisions is a costly mistake you can't afford to make. This episode highlights how CFO involvement leads to more informed, effective choices that save you money and drive sustainable growth. When your team is guessing costs or modeling out scenarios without considering all financial implications, you’re missing out on crucial insights. Tune in for practical advice on leveraging your CFO’s financial and operational expertise to avoid pitfalls and ensure long-term success.

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Transcript

Jeff Winters: 0:00

hopefully remember to have kids your life is miserable. I'm sure it will be I want you to have a fucking miserable life.

Eric Watkins: 0:07

Okay, and on that note, let's kick it off. Are we started? Were started. Great, thanks. Piece of fucking shit.

Jeff Winters: 0:15

I just want to hope you have that's what I wished for you.

Eric Watkins: 0:17

Okay. Welcome back to the growth show. I'm here with my partner in growth. Jeff winters. Jeff, how are we doing today? Um,

Jeff Winters: 0:27

I know is it rusty? Right. We've talked about this before, we've been off for a little bit and extended Spring

Eric Watkins: 0:32

Break extended spring break.

Jeff Winters: 0:35

Which I think is lovely.

Eric Watkins: 0:38

Everyone needs a little rest from time to time.

Jeff Winters: 0:41

You need to rest you gotta recharge. I mean, I know I personally am tan. You can't see obviously. I'm golden brown.

Eric Watkins: 0:48

Golden brown. Yeah, I haven't. Well, Jeff and Scott had been on vacation. I've been here hard at work. You know, I don't have that talent. But someone's got to do it. Right.

Jeff Winters: 0:57

Somebody's got to do it. So one of us one of us needs to be around. You can't have no partners in growth here. Yeah, one

Unknown: 1:04

drosha How

Jeff Winters: 1:05

do you think we're gonna do today?

Eric Watkins: 1:06

I think we're ready to roll. I think we're ready to rock we're gonna miss Scott today. He's out today celebrating graduation, undisclosed locations. Yeah. undisclosed location. Yeah, for if you heard Scott talked about his son on the show, you may not think he was gonna graduate but he is in fact graduating and we're very proud of him. Congratulations. I'm

Jeff Winters: 1:27

telling you like, as a parent it It must be incredible to have a child graduate from high school. I mean, you you have to do so many things right? Oh, I hope

Eric Watkins: 1:41

so. Yes. Well, and that's why you dropped out right? That's

Jeff Winters: 1:45

credit to my this is my take and then I'll we can move on to the segment's when you hear like athletes or Nobel laureates or whatever think their parents and you're not a parent, you're like enough get on with it. But when you are a parent, you're like, that ain't enough whatever they say keep going. Well my kid wins anything like the yearbook photography contests like that better be a loan. Thank you to me.

Eric Watkins: 2:12

The yearbook photography contest. Is Charlie out there taking pictures

Jeff Winters: 2:16

a day now. To everyone you can do whatever you put your mind yeah. Okay

Eric Watkins: 2:22

to the show. Well, here's the deal. We're we're rested. But also, there's been a little there hasn't been many arrests on LinkedIn right now. Oh, I see what you did there. See what I did there. Honey. They've been just running yesterday been run. And you have quite some LinkedIn posts to go through to keep them under under wraps. So we're gonna pass it to the LinkedIn sheriff. He missed that sound.

Jeff Winters: 2:55

Did no one missed that.

Eric Watkins: 2:56

I missed that.

Jeff Winters: 2:57

i Well, I didn't because I play it when I get up in the morning. When I come home from work, put

Eric Watkins: 3:02

your boots and your stirrups,

Jeff Winters: 3:05

Dad turn off your themes on LinkedIn Sheriff patrolling the pastures of LinkedIn separating truth from life fact from fiction. Our first truth today costs is right in your wheelhouse. I'd really I'm excited for this. I know you want to talk I want you to talk. Fran Kalinsky the ice bath slash call come on ice bath slash cold plunge is a catch all for the new era of mental resilience, quote, do this. And you'll increase longevity, speed up metabolism, build muscle, become more resilient. Truth.

Eric Watkins: 3:47

1,000%. Who was that? Fran? Kolinsky. Thank you, Fran. Thank you for spreading the truth. I have an ice bath. I got one. I got a plunge tub early in this year. And I'm not gonna say I've been doing it every day. But I bet on 90% of days, this year when when I've done it, and there is no better way to start your day than a nice cold plunge. You don't have to sit in there for five minutes. You know, I get about two to three minutes. And I'm out. But man, it's a great way to start your day. I will say people have been sending me stuff about like, why they're bad for you. And there's like some things that are a little scary out there. But I don't believe no.

Jeff Winters: 4:26

And you know, I mean, you're in marketing, if anybody knows what's real from a health perspective,

Eric Watkins: 4:32

that's Eric Watkins. So yeah, not not health advice.

Jeff Winters: 4:35

You're not a doctor.

Eric Watkins: 4:37

Have you ever done a cold plunge before?

Jeff Winters: 4:39

I have? Not I have for a while I was taking a very brief cold shower like I would take a regular shower like 10 seconds. Yeah. And it did nothing for me. I just read it.

Eric Watkins: 4:51

I will say that I did the cold showers before I got the cold plunge and I will say it is a lot better and a punch that but honestly, it's Not too much different if you put it on really cold if your if your water gets cold enough and you stay under it long enough, yeah, I

Jeff Winters: 5:06

give this cold plunge fat and other 12 minutes I find it. I'm sure it's fine or whatever, but it's the new diet of the month the new. You know how I know somebody does cold plunge, I just ask them how they're doing and that's a meeting. I'm doing my cold plunge this morning. But okay, hey,

Eric Watkins: 5:23

hey, here's my thing. I've missed it. This week. I'm redoing my basement. And so I got dust flying everywhere. And that's where the The tub is. So I haven't been my same self this week. I gotta say,

Jeff Winters: 5:33

I have noticed that. I have noticed that so but we're gonna go with truth. Eric is the man with the experience. I'm merely speaking. Just in the abstract. Brian Heil, hot take wireless bluetooth headphones are not as good. As wired headphones. I think 90% of why people like wireless headphones is because they look cool. They do look cool, by the way. From Brian. They

Eric Watkins: 5:59

do look cool. But

Jeff Winters: 6:03

they are not nearly the old. My crazy. By the way. We are on Wired. Yeah, phones. Yeah. wired headphones are better. Why? Because you don't pay them. You don't need to charge them. The Bluetooth connectivity never goes. And by the way, are you do you

Eric Watkins: 6:22

have you connected you already gave up on your reasons why? Because you don't have any good ones. I

Jeff Winters: 6:26

have really good ones. It's a sound quality's better. The microphone, the sound quality is not better, sound quality's better to me, and also see look, by the way the audio engineer shaking his head. Yes. What do you know? I mean, give me another one to you ever on your wireless headphones all sudden they cut out and then someone else using a different device near you that you have connected to in the past? I can't. That's what's going on. The misconnection the connecting to the wrong device a metaphor for life. You don't think that's true?

Eric Watkins: 6:58

What are you What do you use headphones? I use a workout. Will you do workout? I

Jeff Winters: 7:04

wasn't gonna say that. But now I feel like I should say that. So yes, of course when I work out obvious

Eric Watkins: 7:10

you don't want a cord hanging around while you're working out. Okay,

Jeff Winters: 7:13

that's not the use case we're talking about here. This is LinkedIn this business context. Okay. This isn't you know, men's health. So

Eric Watkins: 7:20

you're sitting at your desk listening to something. Yeah. You want to wired or,

Jeff Winters: 7:24

or the microphone, the old Apple headphones with the microphone. Like halfway down. That was better.

Eric Watkins: 7:30

I will say that you don't know where you're talking. The new world. Yeah, that's what I'm saying. Now it picks you up wherever you're talking. But I guess we won't let that go into play. I did like talking in the little thing I loved

Jeff Winters: 7:41

I always felt like putting that little microphone like closer to my mouth. I was like, nice. Now I'm like really saying something important. I got this tiny piece of plastic real close to my mouth. I'm gonna close this deal.

Eric Watkins: 7:53

Is that how it worked? Was the microphone. Where was the microphone on that thing?

Jeff Winters: 7:57

It was in the thing? It was just in the plastic. It wasn't no no, no, no, he you know, there's like a tiny chunk of plastic that you put up to your mouth.

Eric Watkins: 8:04

I know what you're talking about. I don't know where that wasn't there. Like a metal. Neither here nor there. I would say that's a lie.

Jeff Winters: 8:13

You just he's wrong. I mean, at the gym. Okay, I get at the gym you're drew running around and that thing gets on your chin or whatever, then you that's an idiot. Yeah, but in a work I mean, do this in a LinkedIn work context, which this is? It's

Eric Watkins: 8:27

true. Here's you played the wrong angle. Here's what should have played. You ready for this? I think you forgot how this web you're wired headphones ever died.

Jeff Winters: 8:38

Did I say that?

Eric Watkins: 8:39

You didn't say that? If I didn't say that. I should have said that. That's the number one thing that's the number one thing because whatever as long as whatever you're plugged into, has battery you have battery. Yeah. And I have been at the gym multiple times where my heavy kit

Jeff Winters: 8:52

you work out you cold punch. Good Lord. As everybody. Truth, you're healthy.

Eric Watkins: 9:00

Oh my god, despite my best efforts

Jeff Winters: 9:03

when I'm working out all the time, which I do. And then I admit it. Okay, and I call play. You're such a hypocrite. cowardly. Wait. Yeah.

Eric Watkins: 9:12

Well, what what diet are you on right now?

Jeff Winters: 9:14

I'm really I'm sticking to this one I'm on. It's great. I don't want to bore the audience. And now we move to the lie. The lie lies. Ben Yameen. I wouldn't have to say the last that's the only name one is the only one named Ben yummy Oprah Ellen Chapelle if you have an SDR source the deal. Your manager negotiates the discount on the deal. Your sales engineer does the technical validation on the deal. So think about okay, so SDR sources IT manager negotiates it. Sales Engineer does the technical validation. You are a project manager, not an account executive. You're not Got a salesperson. If you're marshaling resources, you're a project manager. Interesting. Isn't that interesting?

Eric Watkins: 10:06

That is interesting. This is

Jeff Winters: 10:08

insane and a lie. And yeah, awful. But it's thought

Eric Watkins: 10:12

provoking. Yeah, I would say that is maybe one piece of it. But at the end of the day, somebody's gotta get the deal signed. And that sales, the

Jeff Winters: 10:23

best. Listen to me out there, listen to me. The best salespeople are not only the best sellers, they are the best at understanding strategically, all the levers you gotta pull to win a deal. That is what great salespeople do, they marshal resources, especially at the enterprise level, like at the enterprise level, it's not it is so important. And by the way, no easy task, to get the sales engineer on with the technical lead at the prospect, and to get your manager on with their manager. That's like the nuance. That's the goal. That is a complete fundamental misunderstanding of anything about sales, selling, especially at bigger accounts, or much more complex products,

Eric Watkins: 11:13

right. And here's how you test it, you do the reverse, put your best project manager into sales and see how much they sell. Oh, that's interesting. And it won't be what people should think. And there'll be great. They'll have it all organized.

Jeff Winters: 11:26

But But it's so but but this is why we do this segment, you know, because Because stuff like that somebody could read and go That's That's right. Yeah,

Eric Watkins: 11:34

I should. We should start training on project managers pair salespeople less.

Jeff Winters: 11:37

Why do we even need managers on calls? Why do we? Why would we there's just a project manager. Let's put a project manager in that spot. Makes no sense. That's a lie. It makes no sense. It's a lie. But it's believable. It is believable to the untrained eye. Yep. And fortunately for us, even if you are the untrained eye,

Eric Watkins: 11:57

I'm here. I'm back. You're back. The sheriff. Give it

Jeff Winters: 12:01

cue the music cue the music one more time.

Eric Watkins: 12:08

It sounds it's different when you haven't been in the studio for a while. All right, it's time for 5050.

Jeff Winters: 12:17

The whip? Why?

Eric Watkins: 12:19

Oh, there it is.

Jeff Winters: 12:20

Why did you miss sound? Yeah,

Eric Watkins: 12:21

why do it? Hey, we haven't been the only one that's been out for a while oil

Jeff Winters: 12:25

boy knock the rust off? Yeah,

Eric Watkins: 12:27

come on, easy guy. 50 for 50. Today, I'm gonna tee you up for this one. So we were talking and what are some of the things that we've done as a business that helped us helped us get to 50 million and help really steer the business in a huge way. And one of the things we were discussing was using our CFO or our finance department to be at the end of every decision you're going to make as a business to make sure it aligns with your budget. And your plan has been something that we've really integrated, I would say over the past couple years. It's just been a huge improvement. And I know it's not necessarily something that you did through the entirety of your business. Why is that such a big deal? I

Jeff Winters: 13:09

so I think it is so easy to look at finance, especially in the in the earlier stages of the business, finance and accounting, they make sure the invoices go out, they make sure the money gets collected. They tell you generally what the financials are at the end of the month, maybe they do some budgeting. As you get more mature, I think people and companies lag on how much they can and should use finance and accounting to help make business decisions. It's easy to use finance and accounting to make finance and accounting decisions. That's obvious. But making business decisions, you're going to be shocked if you're not doing it now. Now first, let me take a step back. You gotta have a great thought partner. In the CFO seat. We're very fortunate you guys had one here before. And he subsequently retired. And now we have a tremendous CFO. And she knows the business inside and out from a financial perspective, but she knows it really well, operationally, too. And just because your CFO knows the business financially does not mean they cannot contribute. When you're talking operationally more often than not if they're good, they really can. And so for us what we've started doing more, we probably should have done it before, frankly, but we've started doing is really reflexing to we're going to have a business level decision. We're going to integrate the CFO to both model out the impact financially of that decision, which is super important. But also as you get better you don't see everything cross functionally. And that person does so in our case, she sees the impact of this decision not just financially, but also operationally because she's the one getting the budget requests. Sure. She's the one doing the payroll overall look, she's the one doing sales commissions. She's the one looking at account management bonuses, new vendors, new vendors, she sees so much that people underestimate and I think, bring your CFO, your accounting team in earlier for thought partnership to make sound decisions financially, model it out, always model it out. But also operationally,

Eric Watkins: 15:30

yeah, there's two main reasons that really come to mind here that have been super, super helpful. First one is a keeps you honest. And it keeps you honest, from not in the the obvious way of just adhering to the budget, not overspending. But oftentimes, when you're in the fire of it, you're looking at the problem that you have right in front of your face, and you're really not looking at anything else. And then you'll make a decision of oftentimes, it's easy when you have a problem to just throw money at. And it always helps to have that, that voice or that background of, well, hey, you're you're gonna throw money at that, but you already allocated$50,000 to this, are you going to increase the results by way of throwing money at this? And then if not, where you're going to take it from another place in the budget, which is just, it's the worst question to get, because you're like, Well, no, this is what we need to do. But it really keeps you honest, when you're planning for your business. And then the second thing is, it mitigates unnecessary change, and where it has helped us, because change is tough. And you're already if you're a growing business, and you're trying to go from 10 to 20, or 20, to 40, or 40, to 50, you're gonna have a lot of change, it's just going to be imposed on you. So you want to mitigate all the unnecessary change you have. For example, if you roll out a Pay Plan, without running it through the calculations with your CFO, what you're going to have to do is you're going to run out the pay plan, they're gonna blow it out of the water, and it's gonna blow up the budget. And then you're gonna be back in a spot where now you're gonna have to change the comp plan for a group of people that were just motivated and really like this. Whereas in the beginning, if you do the right things, and you get your CFO involved, you can crunch those numbers to make sure that you have a fair and equitable equitable pay plan from the start. And then you never have that. And that's just one example of different changes that you avoid. Here's how

Jeff Winters: 17:19

you know, you need to start doing this. It's when you and your functional leaders are modeling things out in a room by yourself. Because that's what happens, hey, pull up in your spreadsheet. Let's throw it up on the computer. Let's model this out. And what happens inevitably when you do that, you forget, you forget, payroll, taxes, insurance, this that the other purse, there are so many little hidden things that you forget, just technically from a financial perspective that you need the chops for. And also, you know what happens? You're wrong. I've how many models have you screwed up doing back of the envelope math, you did it for six hours, you made a change. You went oh, shoot my cell three didn't work. Yeah. Now we're over by $100,000. My bad when

Eric Watkins: 18:10

you start asking questions like, well, what, how much do you think that would cost? And the answers are like, Well, it probably would be around. That's when you need to stop. If that's your sign, then quit. Quit just taking a stab at it. That's great. Great. 5050. Yeah,

Jeff Winters: 18:25

we've been very fortunate on that. Yeah. Shout out to Mike Cepi. And now shout out to Alicia Can I introduce this one? Are

Eric Watkins: 18:34

you gonna go ahead introduce. I've talked a lot. Yeah. Well, you'd like talking a lot. But let them let the music play. Did you lengthen that wind up?

Jeff Winters: 18:45

He did is he he knows he's trying to make up he's gonna cut out the Miss sound effect he had. But he can't know because I just said it.

Eric Watkins: 18:53

That was about 20 seconds. Very quiet. I would say like we could really ramp that volume up a little bit. It's odd

Jeff Winters: 19:01

to hear in the summer. Like in the winter makes him like, Oh, okay. It's winter. Sounds like a winter. Yeah, I

Eric Watkins: 19:08

hear what you're saying.

Jeff Winters: 19:11

Let us now move on. We are going to talk about what we do. Which is growth. And Eric, in your mining for growth gold segment. What exciting tales do you have for us today? Yeah,

Eric Watkins: 19:27

well, Tails is your neck of the woods. You know, just trying to encourage you to make an entertaining. Okay, well, I'll try my best. But this one's simple. And this is going on anybody who is making cold calls. If you are having, let's say your average STRS having 1015 conversations in a day, let's say it's 15 this is happening on 12 of those conversations. You get into the conversation, you ask them about the service or product that you're calling for, and 95% Have people say what?

Jeff Winters: 20:02

Not interested,

Eric Watkins: 20:03

got it covered gotta cover it not interested in what we do in sales development is we trained a lot on intro, you got to nail this intro, you got to have it memorized, you got to have the right tonality. And then we train a lot on how to carry a conversation and how to close a lead. And what we don't train enough on is what happens in 95% of calls, which is early resistance and calls, it should be expected, you should know that you are running into this, even if you start with the permission based opener, you're gonna go through it, and they're gonna say, yep, we have somebody already, we're good. What I'm going to give you is one phrase to say to every single person that will free you up to ask all those questions and keep that conversation longer, right. And it's as simple as this. It's what I assumed as much. That's exactly why I call it like that. So hey, I'm reaching out. I was curious how you're currently handling your it? Oh, well, we're all good. We've worked with the same company for 20 years. Oh, I assumed you did. That's actually exactly why I called. And then you go into your next question and ask a question that's going to make them think, like, ask a question. And you can add a little context. And, you know, I've talked with a lot of people who have been working with their providers for quite a bit of time. But it seems like they really didn't have a feel of what else was out in the market. How are you currently evaluating you have the best solution. I am now into a conversation. But what happens is majority of reps are making that call. They're like, Yep, I'm good. I've been with the same company for 10 years. Okay. Well, thank you have a nice day. And I've listened we've been training on this. And I've been listening in or I can go through the transcripts of calls shadow, no free shout out. Yeah, shout out no free shout outs. I mean, I'm listening to multiple conversations that are starting like that. And these calls are asking, or lasting five, six minutes. And they're uncovering problems, that they just didn't want to talk to you today. Like that's the reality. That's what that objection is. This is I don't want to talk to you today. And there's an easy way, instead of giving up to keep that going.

Jeff Winters: 22:06

That's a really elegant phrase to, I assumed as No, you didn't say it exactly that way when you did your little roleplay. But I assumed as much is so elegant. It's just a nice turn of a phrase. And it implies research. It implies pre work, it implies I know what I'm doing. I know what I'm talking about. Because the worst situation you can get in is Okay, sounds good. I'll talk to you later. But the second worst situation you can get into me is what most reps do if they don't do that, which is they start going Oh, yeah. Well have Have you thought about, you know, what happens when your internet goes down? Or? Yeah, we well, we were in a relationship with a current provider, we're happy Well, we offer a free consultation is like then you're just your arm wrestling. Here

Eric Watkins: 22:53

is where we're in listening to these and why we started training on this specifically is here's where the conversations were going. People fall back on really easy questions to ask that add no value into getting into a conversation. So they'll say something to the effect of Okay, how's that relationship going? It's going great. I've been with them for 10 years, right? Or they'll say, Are you under a contract? Yes. Wins your contract up. Okay. 2040 Yeah, yeah. When do you reevaluate? Never Yeah, like that without saying eat those questions would even be better after you give them that phrase. But until then you are backpedaling through a call. And whenever you are backpedaling you're not handling the call in the right way.

Jeff Winters: 23:38

You're on your heels. That's a great tip. I figured as much elegant, lovely. Good tip. That was great. Thank you.

Eric Watkins: 23:45

Thank you. But now we're setting these opportunities, because we're getting past that early resistance. We're having great conversations, and we're teeing up our salespeople. What do you get from sales from sales?

Jeff Winters: 23:59

Is that my thing? Huh? I didn't remember that either. Just a cash register, sort of downplays the very

Eric Watkins: 24:06

transactional nuance of the sales. Yeah. We help people solve problems.

Jeff Winters: 24:11

We make money. Good lord. Okay. We'll work on that for next week. Again, we gotta knock the rust off. You know what rested, rested? Somewhere in the middle. Um, you know, a phrase, people might say it's an older phrase, but it's still constantly used. And I want it I like it, but I think it's being misused. And I'm going to tell you how to use about consultative selling. We're a consult. I'm a consultative seller. We're looking for consultative sellers. I wish you would be more of a consultant. Yeah. Agreed. It ain't that easy. Like you can't go into a sales call. That's with somebody who you've called off a cold call or a Hold email, who's barely interested to talk to you, and consult with them?

Eric Watkins: 25:06

Why am I here today?

Jeff Winters: 25:07

Why am I here today? Tell me why? Why have you given up your time to join me on this consultative call? Well, because you called me a bunch and told me I should. Okay, now you're not a consultant. And I think the Miss and as I was, I was really thinking about this. I think the Miss is, people think that you enter a sales call as a consultant, you don't you enter as a salesperson, you have to weave your way into being a consultant. And the most important facet of being a consultant, in my mind, is objectivity. You are objective, yeah, you pay me some money to consult. But at the end of the day, I am objective in terms of what you do, I'm just looking at your business. I'm giving you what I think I'm telling you what I think about what you should do. And the salesperson doesn't have that luxury, because they are not objective. Because as the cash register theme song, so elegantly pointed out, they make money based on if they convince you to do a thing. So it's a tough trick to turn, that's tough. How do you sound objective, so you have to find yourself getting to a place of objectivity. That's the most important thing you can do in consultative selling. And here is how I like to do it. I coach our team, and I do this, you must vehemently either disagree, or say something that puts you in a spot where they know, it could be going against your self interest. You got to say something that goes against your own self interest. And this is a hard thing to do. And it's not natural. And I'll give you an example. Someone will say, Jeff, you know, I'm reviewing three vendors. And whichever one gets me the most meetings is gonna get my business. How many meetings? Can you get me? And if I say, I'm not entirely sure, I don't know. Maybe somebody else will tell you exactly what they're gonna get you. But if I did that I'd be lying to so maybe, maybe we're not gonna get this one. I totally understand. Now I am objective.

Eric Watkins: 27:32

But wait, oh, wait, no, no, no, I'm still interested. Yeah. Well,

Jeff Winters: 27:36

now I am in Objective C, because I've said something that goes against my self interest is something a jarring or shocking in the way that you say it is so important. Suddenly, it goes against your self interest. That's then now I'm consulting what Now you tell me because consulting is them asking you questions. There's never been a consultant in the history of consulting, who did a great job and got no questions from whoever they're consulting with. Yeah. Now that well, what about this? What about this? What about this? Now I'm consulting. Yeah, but you can only get there, in my opinion, not only the best way to get there, if you're not some amazing expert, is to earn your way there by saying something in that call that goes against your own self interest.

Eric Watkins: 28:11

I love this tip. I think this makes a ton of sense. And I think the people talk about trust in sales a lot. And it's really hard to establish trust on a first call of someone who doesn't know you at all. But this is a really good way to do that. Because before you can. We've had consultants come in and you trust certain ones and you don't trust others and the ones you don't trust, it doesn't matter if they're saying the best thing ever. You're not listening, and you're not asking questions, and you don't care about their opinion. So this is a great way to get a little bit of trust to open up the consultation and

Jeff Winters: 28:42

people and salespeople don't. It's so hard to do this. Because you have such a you have in your mind, you have a perceived you have very few at bats. You don't want to ruin an at bat, you're better off kind of just getting to a 75% Maybe I'll win this then you are risking zero. That's the wrong mindset risk zero to get into a consultative place. You'd be way better off.

Eric Watkins: 29:03

Good stuff consultant hit that cash register one more time. He's on it now. Opposite of consultants. We caught him slipping earlier. He's on he's back in this game. You just need a little warm up. Little warm. I think he's using wireless headphones. So

Jeff Winters: 29:18

I was such a great take. If you didn't listen to that part of this episode. If you just fast forward to now.

Eric Watkins: 29:23

Yeah, don't go back. Go back. Okay. Everyone's favorite section. So, little breaking news. You may have heard already. What there's a little incident today. Well, you can't say today at the P G A with this isn't going to be released today. Well, maybe we can get it out. Who knows?

Jeff Winters: 29:47

I mean, he screwed up three sound effects. We're not getting this. Yeah, that's true. That's very true. A lot of it okay.

Eric Watkins: 29:52

There was a very important incident that happened a week ago. But actually today at our A PGA event, the number one golfer in the world, Scottie Scheffler thought he was above the law. And there was an accident and he was trying to get around. I don't typically someone very tragic. Yeah, someone died. And I'm assuming he wasn't aware of that. But that may be giving him the benefit of the doubt. Yeah, regardless. He got locked up. Felony charges. Now. He's on the course right now, as you would assume. Yeah. Because they probably stopped tournament if he couldn't play, right. But it just, it begs me to ask the question, boy, this guy makes how much year? Many? 10s of millions? Yeah, like probably$50 million a year, maybe. Maybe less, maybe more? I don't know, a lot of money. The number one thing he doesn't need to be doing is driving himself around. Oh, if you are famous or rich, and I'm talking you're making multi millions a year. Should you drive yourself or not? That is the question.

Jeff Winters: 31:04

Oh, that's good. First of all, you alluded to it earlier we talked about I mean, tragic situation. Yeah.

Eric Watkins: 31:08

Very tragic. feel nothing to make like Yeah, but it brings up the point. Like, why is this guy driving him? So why

Jeff Winters: 31:13

is it net? And that is a really good thought. Am I gonna drive myself? I, I think I think yeah, really? I think yeah, I mean, I get I get the other side of it. I I think I am. I like driving. I think like a lot of people. I think it's cathartic. I like I like driving and I don't like talking to people. You know, I'm gonna sit in the back. Don't you get such an age old? Silly Hackney or sit up front?

Eric Watkins: 31:48

You sit in the back. You're like you're above the person sit up in the front.

Jeff Winters: 31:51

Oh, you think Oh, so your take is he shouldn't be driving. And he should be sitting in the front.

Eric Watkins: 31:58

That's what I would do.

Jeff Winters: 32:00

I can tell you this, though. To your side of this. I get so anxious before any tiny whether it be golf game. Yeah, meeting my mind somewhere else. Anyway, so I played for millions. If I were playing for millions of dollars, I think in that scenario, I would but if I was like it, okay, that's what I would do. I would, but if I were if I'm at home, I'm not having somebody like shirt

Eric Watkins: 32:26

you show for it. He says store things like that's what

Jeff Winters: 32:29

I'm thinking I'm going to Sam's Club Costco by myself,

Eric Watkins: 32:33

but I will say this. Let's say you make $10 million a year. Yeah. How much do you think it would be to hire a full time driver?

Jeff Winters: 32:41

I bet you it is a bedsit full it's a full time employee

Eric Watkins: 32:46

$80,000 Let's say this $80,000 which is what a month six grand 860 $800 Chuck I math 60 568 Oh yeah. 80 grand? Yeah, yes. Six is 72 Seven is 84 so 660 700 Check that math. I said

Jeff Winters: 33:09

60 887 Yeah, well,

Eric Watkins: 33:11

what was the exact counting on your fingers the exact answer my goodness. Because it was 67 was asked anyway nine year old Danny way. That is a fraction that is one what boy, oh boy. That is less than Yeah, it's just a fraction of what you're making. I think it's worth hiring a full time driver in any I can see like driving to the store for fun. Yeah, but other than that I'm having somebody drive me everywhere. I'm going if I'm making $10 million here.

Jeff Winters: 33:45

You're not going to the cold plunges really hurt your math. I can see you over there. You're struggling now 10 million on that cold plunge 1%

Eric Watkins: 33:53

is 100,000 This is 80 grand. It's what 4/5 of a percent tax pre tax pre tax. Okay, so Brad the tax is coming. I guess that it you know, you're getting around 1% You get in that conversation for I don't know maybe it's got to be a little more than

Jeff Winters: 34:10

that at night. Okay. At night I am

Eric Watkins: 34:13

at nighttime any trip over a block. Someone's driving me. If I'm Scottie Scheffler because it's not even 10 million. It's like 40. And also liability, liability. Like I don't know how that works. I'm sure they're covered and have all the insurance but there's a like if he God forbid he got into a really bad accident. He was at fault. And not to mention how many famous people have you seen get in trouble for drinking and driving and athletes?

Jeff Winters: 34:45

I'm going to tell you this. He's very famous and I know people come up to his car I've I'm experiencing a little moment myself, not to be braggadocious but got a certain recruiting video. It's gotten a lot of views on LinkedIn and Instagram. nobody's coming to your driver nobody's coming out to my car yet but if you see me Just don't forget I'm I'm a person we might need to get you a driver I'm a person just like everybody else just trying to have dinner please

Eric Watkins: 35:10

no pictures no pictures what your wife think about your recruiting video she thought it could have been better

Jeff Winters: 35:18

how do we do not

Eric Watkins: 35:19

bad not bad? Not bad could have been better. Yeah missing one leg of the stool. Yeah

Jeff Winters: 35:24

leg of the stool and it's tight. I mean, you know, this is a thing you got to do.

Eric Watkins: 35:28

You got to do it. You got to keep in it but we this is worth a listen. This is worth a listen to. There's some good stuff.

Jeff Winters: 35:34

You can say that now.

Eric Watkins: 35:37

I hope you enjoyed the episode. Hey, go. Yeah. Until next time,

Jeff Winters: 35:42

let's grow up. Let's grow