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

This is what I want versus what I was willing to give. And I'm like, no. So I put in my two weeks, lasted one, and I left. And that's when I knew I wanted to start my own business. I didn't have the business side because in blue collar space, you have the construction side of how to do it.

It, whatever it is, HVAC, plumbing, roofing, whatever. Or and then you have the business side. I knew the roofing side.

I knew everything there was to know about roofing from scheduling a job to getting it done.

But I didn't know the other side, taxes and audits and insurances and all that stuff. So I went and sold for for a random company that I know and did outside sales.

When you look back at that period of time, when did you decide that you wanted to start your own roofing business? Was it taking over from your uncle or was that a completely different business that you started off?

No, I started, say, 48 on my own. But after about nine 10 years because I climbed the ladder. Blue collar is no ladder to climb, but if you had to create one, that's what it was. I did production, and then I wanted to make more money. So I got to do this thing called, is you can sell a roof. He's like, But you can't stop doing production because nobody wants to do your job.

What are the steps or ways that has helped you train, not only recruit, but maintain people within your organization.

Train your people so well they can leave.

Treat them so well they don't want to.

Do you think people are born leaders or can they develop the trade to become leaders?

You're not born leaders.

Absolutely not.

The only thing you're born with is a heartbeat and a law of gravity.

I just wanted to add on that and concur that leadership is just so important.

Before I came here, I drove to Paradise Valley, 43 minutes one way, got on one roof, it was 111 degrees. Got on one roof, did my inspection, got off, uploaded the picture, sent the bid, did the whole thing, came back here, showing my team, and I sold $200,000 this month.

We cleared $1. 3 million in June of this year.

I'll show you my CRM when we're done. But I sold $200,000 of that. I didn't sell zero.

The code to winning. Insights you need today to seize the world tomorrow. Today, we have a special guest, the man, the myth, the very legend himself in his very own building. I'm going to give you a brief introduction of who we have. I want to start off with the most important attributes and traits. He's a husband, he's a father. Above all, he's also an owner of its State 48 Roofing, also the founder of Scale Mastermind, also a host of the Sexy Business Status podcast. People like me would qualify for that respectfully.

Absolutely.

Without further ado, I'm going to introduce right now Jason Von Payne. How are you doing, brother?

I'm good. How are you?

I'm doing great. Thank you very much. Doing great. I'm grateful for the opportunity to be able to just dive in deep, be raw, unfiltered, talk a lot about success. But one of the things I like about the podcast is the fact that as much as it's the quote to winning, it's not just showing people the success they've gained, but also creating almost like a blueprint of how they gain that success as well. So I'm grateful for crashing in in your wonderful building right now. People have been getting lost. I've been getting like, spam, KG, you told me this, and you told me It's actually not seven, it's two, one. But you know what? Save the best. So I'm grateful for the opportunity. Show up? Yeah. Yes, sir. I actually put my laptop down because we're going to have a normal discussion. No questions. Good.

I hate that, so it's good. Here's nine questions we're going to ask you. I'm like, Bro, that ain't real, that ain't raw, that ain't authentic, but go for it.

Only two people I never gave questions, them two there and you. I often feel sometimes those are the ones that are just a bit more raw and just very real as well, because now you don't have your rehearsed answers as well. I want to talk just about your journey. When you started in the space, were you born in a wealthy family?

No.

Okay. Where are you from originally?

Down the street. I'm born and raised in Gilbert. Okay. My entire life, 38 years. Oh, wow. Yeah. I'm one of five kids, family of seven. We weren't poor. We weren't rice and beans, pauvres, but we also weren't in a multimillion dollar home and whatnot. My dad's a blue collar, been blue collar for 42 years. So we always had everything that we needed. But like I said, it wasn't scraps, but it also wasn't the cream of the crop, either. Just traditional middle class family.

Awesome. And I often love blue-collar stories because obviously, I schooled in Utah and Idaho as well. And especially in Idaho. There's a culture of just my mission present. I got to tell you a secret. He's obviously from Hopea, Utah, which is the border. But whenever he started seeing missionaries coming from Idaho, last six months, I was his assistant. He always got so excited because I'm like, President, what's the thing? It's like there's just something about people that are just in the fields and working with potatoes and just that hard core hands on.

Callous on your hands.

Exactly. Callous on your hands, whether it's resting or so forth. Are you from that background as well, where you guys were just pretty much working hard and from a young age, parents instilled that behavior with you guys?

Yeah, so I grew up on an acre and a third on Elliott between Greenfield and Valle Vista on an acre and a third. And it took me three hours to weed eat my parents house, our backyard. So from all of our citrus to our sidewalk, around our pool, driveways, everything, took me three hours. I'd have to go in a Figure 8 because I'd run out of gas and I'd run out of string on my weed eater. So it took me three hours. And then my dad would hop on the riding lawn more and take them 45 minutes to mow the whole entire yard. And we did that I did it every two weeks for 10 years. But we had cows, we had chickens, we had ducks, I think we caught a snake once, pigs. And so a little mini, mini farm, right? But yeah, we were, I mean, screens and electronics and stuff wasn't a thing. I mean, this is the late '90s, early '1000s. So electronics were there, but not like they are now. But yeah, if you found me, I would have a shovel in my hand and I'd be looking for something to do outside of my family.

My dad would We'll be doing DIY. He is the HGTV in 1995 to 2000 was my dad. Everything DIY. He did everything himself, and it was very handy. And that's where I learned it from. So, yeah, me, me, breaking a sweat. Like I said, just before we came on here, I'm on 75 hard. It's 111, I think, right now. I had praised the Dakota, too. I told him, I was like, hey, we're there to go right now or in like 45 minutes because I have to get my second workout in. I I want to do it tonight at 11: 00 PM. He's like, I'll go with you. And I'm like, You're psycho like me. Come on, let's go. So sure enough, 111, we go 45 minutes.

Me breaking a sweat and getting my clothes dirty, a lot of people, I love that.

That's sexy to me.

I love that so much. And I think discipline is such an important trait as well. Them two are my coaches, and so I haven't been in the gym consecutively for such a long period of time. And I think just seeing the level of consistency that they have, it's such an attractive thing to be surrounded people that are just pushing as well. I know I've been doing shout-outs for them the whole day, pretty much, but they're my brothers. If you notice, we're triplets, but you got to look deeper to see the resemblance. Can you see it? Yeah, real deep.

Can you see it? Like DNA, yeah. Under a microscope, yeah. Under a microscope.

But no, I'm grateful for them. And I want to touch on about business. I often tell people this is the capital of capitalism. Obviously, being an immigrant myself, obviously, permanent resident right now, legally. But in terms of when you entered the market, in terms of what was the first business that you started doing?

So my first business, I was probably 12 to 15 years old, and I had a 21 one-speed red mountain bike and a radio flyer wagon. And I put an ice chest on the wagon and strap it down. And inside, I put frozen chimichangas and Coke soda pop cans. And my buddy carried the other ice chest. So I would carry the chimichangas. He would carry all the soda pop. So Pepsi, Coke, Dark Pepper Sprite. And we drove across the street off of Elliott to the Southern side of Elliott, which is called Finley Farms, the neighborhood, when it was being framed. And I would literally go sell chimichangas and Cokes and whatnot to the stucko guys, to the framers as they were building that neighborhood. And I didn't even know what we sold them for, a dollar fifty or whatever type deal. And then as I got into high school, I played sports year round. And so during the summer, so during the I didn't have time to work or I chose not to work, and I played sports. But during the summer, I owned a landscaping business. So I'd go cut all the local lawns around where my home was.

So that was one job that I had. And at the same time, I was a lifeguard. So I'd either teach swim lessons or dive lessons or just lifeguard. And then I also owned a hay distributing business. So my uncle worked for Fort Midale Casino, the tribal land over there, for 40 years, and he would deliver a squeeze of hay It's hundreds of bales. I forgot how many it is. And you drop it off at my parents house. And I'd have to hop up to the top and pull bales of hay down and put them on a wheelbarrow in a flatbed trailer and drive my dad's truck around to the houses and drop off anywhere from one to five, six bales of hay a week for my neighbors, for their cows and their horses and their animals. And I did that for most of high school every summer until I went on my LDS mission. Mexico City.

Okay.

So I flew in Espanol. And that's work ethic in and of itself, every day for 12 hours a day for two years. And then came back, continued doing landscaping for a year, making 12 bucks an hour. And my uncle, not my uncle, but my cousin reached out and said, Hey, I'm going to go.

I'm moving.

I need someone to fill in for the roofing portion of my uncle's business, my dad's business. Do you want to come work? And I said, Sure. I said, Well, I don't know roofing at all. He's like, Not a problem. You need a clean driver's license, you speak Spanish and good work ethic. And I said, Why have all three of those? I said, Let's go. And so he was like, We'll pay you 14. 50 an hour. And I'm like, Bam, I'm out of here. And so January 2010, started doing roofing for $14 an hour.

Wow. And so you've obviously been in the field for 15 years, if obviously, my answer is correctly. And so when you look back at that period of time, when did you decide that you wanted to start your own roofing business? Was it taking over from your uncle, or was that a completely It was a different business that you started off?

No, I started, say, 48 on my own.

But after about nine years, because I climbed the ladder, right?

Blue collar is no ladder to climb, but if you had to create one, that's what it was. So I did production, and then I wanted to make more money. So he's got to do this thing called sell roofs. And I'm like, Okay, well, is he can sell roofs? He's like, But you can't stop doing production because nobody wants to do your job. So you have to do production and you have to sell. I'm like, Okay, so I would do production for 60 hours a week, then I would sell for 30 hours a week. And then I was like, Wait, I don't do this anymore. So I hired somebody to replace me. So I went into full-time sales. And then I was like, Wait, I want to make more money, but not just me selling. I want to get a rip or an override off of other sales reps. So he's like, You will need to go hire these sales reps. So I went and found sales reps and trained them, and I got an override off of all of them. And then I was like, I want to make more money. And he's like, okay.

He was like, Do you want to be a GM? So I became the GM. And then we got so big that my uncle froze and fired everybody and demoted me. And I was like, yeah. And I wanted ownership, too. So at this point in time, I was like, hey, here's a couple of different options I want to buy in. And he's like, no, this is my baby. This is my retirement. And this is what I want versus what I was willing to give. And I'm like, no. So I put in my two weeks, lasted one, and I left. And that's when I knew I wanted to start my own business. I didn't have the business side because in blue collar space, you have the construction side of how to do it, whatever it is, HVAC, plumbing, roofing, whatever.

And then you have the business side. I knew the roofing side. I everything there was to know about roofing from scheduling a job to getting it done.

But I didn't know the other side, taxes and audits and insurances and all that stuff.

So I went and sold for a random company that I know and did outside sales.

And I said, But I've been posting once a day, every single day on social media since January of 2010, because I told it was dumb and it wouldn't work. I said, Jason, we're not doing that here. So if you're not doing it, do it on your own. I said, Okay. So I'm going to start this Instagram handle called Jason the Roofer. So January 2010, I started that.

And just every day, Hey, guys, Jason Payne up on the roof.

If you need a roof, call me. So you got 2010?

2010. You got it a year before me because I was one of the first few back at home, among my friends, I got a 2011. And I remember just starting a handle there.

I may not have had Instagram. I think it was Facebook first. Facebook bought Instagram eventually, right? So I had Facebook. And then whenever Instagram came out, I got that. But yeah, January 2010 is when I actually started doing it. I could trace it back all the way there. But anyways, so we met my uncle and I said, Hey, I feel confident enough that my phone will ring. I don't want your leads. Give me two more percentage points for sales, and I will never take a lead from your team, from your office.

He was like, Done.

So his marketing expense for my leads was zero. Well, 2%, give me 2%, but if it costs him seven, and I'll ask for two, he makes five. So I'm his most profitable sales rep from day one. I sold $1.

8 million in 13 months. Wow.

In revenue. Apart from 500,000 cash under the table. Don't tell anybody. Yeah. And then that's what helped me bootstrap State 48 roofing.

What inspired the name State 48?

So it actually was going to be Roof 66. So Route 66 goes through Arizona, right? If you watch movie Cars, you can see there is. And I actually was going to call Roof 66. And we had the whole the interstate little logo and all that stuff. And I didn't even know where it came from, but we were just on the Internet looking it up. And so Arizona is the 48 state, and that's where it came from. So state '48. And then my uncle's was a pain in the sense, construction for the longest time.

But construction is such a vague coverage term. I'm like, dude, we're going to head up for additions and remodels and kitchens and bathrooms and garages and detaches. And I'm like, we only do roofing. Back in the day, he did.

So I rebranded him to say pain roofing.

What do we do? We do roofing. Whatever you do has to be in what you do.

That's my marketing tool. And so I said, Whatever it is, found out. So I got sued six months into owning State 48.

Everything I got sued for trademark infringement from the apparel brand called State 48.

And they're like, Hey, you're using our likeness, our domain. I want your phone number. I want your domain. I want all your stuff. I want your cell phone number.

I want everything.

So I had to hire a trademark attorney. And when you're six months into business, you don't know what trademark is. At least I didn't, especially coming from blue collar, not from corporate America.

And I had to hire an attorney, and I'm like, I don't know any attorneys.

So I literally googled. I asked my CPA, and he gave me one. And long story short, anyway, I said, I found out there's 104 different entities of State 48, and you can't trademark it. So told him to pound and kept going.

I wanted to just add on that as well. One of the things that's different compared to white color or corporate America and blue colors affect them, blue color, as much as it may have the work ethic and as much as it may have the grit and resilience as well, sometimes it may lack in terms of financial education, business education, running a business, stuff like that. Often you see people that do construction and just stay there their whole life, just building homes and stuff like that. What was that turning point for you when you realized that, okay, if I'm going to be running a business, I got to learn the business aspect of things.

So I'm a unicorn, being I did not start doing roofs. So I didn't grab my shingle gun and I didn't start there.

I started in management because my cousin left and he wasn't the dude doing the shingles or doing the repairs. He was the one dispatching, I think, Two or three crews.

So he'd be the one to go do that, and he would go sell, and he'd go pick up the trailers.

So I started in that middle management from day one.

So to this day, I still have not installed an entire roof by myself, ever. But I know how it goes on. I know code to put it on, and I know what it should look like to make sure it doesn't leak.

But me actually doing roofs, because a lot of them, they do that, right?

I've been doing HVAC for 25 years. Okay, right? But you don't know how to spell You don't know. Right? Or you don't know how to... Precisely.

What does CRM stand for?

That stuff. And so that would be my... Like I said, the unicorn dust that I get to bring to the table is that I didn't grow... I grew up in the blue collar, but I didn't grow up in roofing.

I grew up in flooring.

But I saw what my dad did and what he made and his business structure and I saw my uncle's and his. And I thought, well, I don't want to ever put on a roof.

I don't ever want to... Somebody cut me a check for me actually doing the labor to put on the roof because I know what those guys make and actually make a decent money.

My foremen make six figures a year, but they also kill themselves in the heat.

And if they're not up on a roof with a nail gun, they don't make any money.

And so how can I make money not killing myself up on a roof?

Well, go sell it. In order to sell a roof, you have to be up on a roof, even if it's for 5 or 10 or 15 minutes.

Okay, well, what's the next tier of doing that? No, you go build a sales team to go get on a roof to get the guys to go put the roof on. Exactly.

So you need to be the leader to go and hire those people.

So hire and delegate, hire and delegate, hire and delegate. The only thing you can't hire and delegate is pushups, right? The only thing you can't hire, you cannot outsource push-ups.

So I can't take David Gargan's push-up. So one of my Navy SEAL veteran guy that I had on the podcast, Ray Cashcare.

Ray Cashcare? Yeah. You can't do it. Sean Whalen, you name it. It don't matter. Garrett White. It doesn't matter. You cannot outsource pushups. Everything else, you can outsource. No, I love that.

But I think one of the hardest things as well is not only establishing a team, but it's people seeing a vision and understanding when you're recruiting is maintaining the right people as well. I see it a lot, especially in the sales industry, considering that I've been in past and solar and all that, is the fact that some Companies just burn through, guys. They burn through. What are the steps or ways that has helped you try and not only recruit, but maintain people within your organization?

So I forgot what quote it came from, so I'm not going to take credit for it, but it was, Train your people so well they can leave. Treat them so well, they don't want to. I just had this conversation today with my marketing team when you were walking by to go get lunch. And there was my marketing team in there, and one of my girls was being recruited by another roofing company, literally last week. She even showed me the video from another one of my competitors that said, Hey, we know you do business development for State 48. Do you want to come work for us? We'll pay you more. We'll give you this. We'll give you that, whatever. And she's like, No, I'm good. Thanks. Because I take care of her, and I take care of her husband, and I take care of her family. Here, it's not just a job. I say Very, very carefully, we're family, but not everybody likes their family. Oh, yeah. Many people are like that. We're all family. It's like, I fucking hate my family.

It's like, yeah, you probably don't want to... You got to be careful when you say that, right?

But my thing is more of like, Treat people well and take care of them.

But you're not just here for a job, because if they're here for a job, they'll leave for a job.

But when I invest in you and your spouse and your kids and your family, and I want the best for all of them, you'll never leave me.

I think it's also the genuine concern and understanding people's situations, the small things that people care about, birthdays and just what they're going through, understanding. Because I feel like, I genuinely, I think I was speaking with him earlier on today. One of the things I care, the reason why I never, ever, I'm ever under no condition will I ever do a virtual podcast. The only situation I would do it is for one person. That's because he's so old. It's like Warren Buffet because he's 97. I told myself, that's the only exception I'm going to ever do in the podcast. If there's anyone else, I'll drive, fly, it doesn't matter because I value connection. I value being next to you, understanding, look at you, feeling the energy because I feel it goes such a long way. Being here has been amazing because you can get so many stuff through Zoom, and it does work and stuff like that, but in the-No, it doesn't.

It's absolutely dog shit. I'm trying to be politically correct. Gosh, dang. Yeah, you're in the wrong space, bro. You're in the wrong office, in the wrong building. You're going to be politically correct, bro. That is not how it works here. But you have a point. There's connection. That's why I like, dude, COVID screwed over the entire world so bad when they made people stop talking and stop connecting. In-person events, in-person concerts, in-person meetings. People need that connection. They need it since Adam and Eve. Adam and Eve, we're not born on Zoom, right?

Nor should we be. There's connection.

There's tangible connection. That's why the Tony Robbins of the world knows guys, they throw events, and there's millions of people online.

But have you ever been to a Grant Cardone event or been to an Alex Hormozy event?

Face to face, and just the room, the atmosphere, it's game-changing.

You cannot create the atmosphere via a digital space. You can't.

Yeah. No, and speaking of that, I went to the last and final 10X in Vegas. I was there, too. Yeah. It was electrifying. We had good seating there. Started seeing, obviously, the grand birthday party. But it's a certain guess that I'm not social media presency, like the billionaire lady that made up from ground up, but like Jim Ron. I mean, not Jim Rohn, Jimmy Jones. Jim Jones? Martha Stewart. Eric Trump. Eric Trump blew my mind. I know people liked to the Charlie Kirk and stuff. But when I heard Eric Trump's thing, because we often have this thing of, Hey, trust fund baby, blah, blah, blah. But when you're not breaking down the logistics and stuff like that, and then speak of-He's a trust fund genius is what he is. I like that. But yeah, no, just speaking about that, you don't get that online and stuff with events and podcasts. It's just... It's connection is some of the most beautiful, and I value that so much. I think I want to try. That's why I do these podcasts because I feel like people give so much of feedback in understanding how important that actually is as well.

Do you want to share an example from your networking and the people that you engage as well, how important connection has been for our audience?

I actually get made fun of for my mastermind, which is okay because mine's face-to-face. I have a buddy and others that only do theirs via Zoom or whatever digital way. I'm like, No, you will physically come to my office.

We will physically meet face-to-face every single week, and we will shake hands, and we will connect together.

Ten times more powerful than meeting once a week on Zoom. I don't care who you are. Go watch the recording. It's all you want. Take all the notes you want.

When you are in the room with me in my mastermind, it'll change your life.

And I have, Dakota, how many testimonials did you send me the other day? Thirty something? Yeah, 30. Yeah. Tangible face to face testimonials that meet every single week in that room on purpose. Because I know the power, because I've been to hundreds of conferences, and I've been on hundreds of podcasts, and I've personally hosted hundreds of podcasts. And there's nothing more powerful than live face to face.

There's nothing beats it, which it doesn't.

So that's my testimony there is like, I do it face to face on purpose.

You can reach more people digitally, obviously, right? But you never have a greater impact face to face.

And speaking of leadership, I like this question so much. Do you think people are born leaders, or can they develop the trade to become leaders?

You're not born leaders.

Absolutely not.

The only thing you're born with is a heartbeat and the law of gravity.

I don't know. Captain Morona, it looks like the guy was predestined.

The guy was since... That dude was on TRT from when he was 13 years old.

Come on. There's just freaking jacked. All the pictures you see, that dude is like a beast.

He was him, bro. He was definitely him. I'm telling you, the ladies back then, like 600 beast. They were like, Oh, my gosh, I want him.

Yeah, and he was like seven, eight.

I mean, it was huge. Anyways.

He was LeBron back then.

Yeah, there you go. You say, get out. Freaking LeBron.

You say LeBron. You're trying to be politically correct. No, that's my guy.

Lebron is my guy. I will defend LeBron to the last sword.

Okay. I'm I'm going to stamp a 23 on your ass on your way out of here with my foot. Jeez, freaking LeBron.

Anyways, we won't go into that.

But no, I do not believe leadership is...

I don't believe you're born with it. I don't. I believe leadership is a skill. Because anything learned is a skill. You're not gifted a skill. You practice a skill. Things that you're gifted with. You're gifted with a language. You're gifted with You're a skin color. You are gifted with height.

You are not getting... I'm 5'9.

I have to own it. No matter what I take, I'm not magically going to be 6'3.

I have green-brown eyes. I don't have beautiful blue-hazel eyes. I'm never going to have it.

Coldestacks, bro.

See these things? Boom. They're getting bigger. I got real estate sitting up here. I got seven properties. I'm never going to have beautiful head of hair like these guys. It ain't going to happen. I can't change those things.

But becoming a leader, I I can learn the traits of other great leaders. I can learn great leaders like Jesus Christ or Captain Marona.

You're going to go down the religious card, right? Joseph Smith, right? You name them as you go. It doesn't matter. Jesus Christ. Dude, Martin Luther King, Trump. L-b-j.

Dude, you know... Yeah, you...

L-b-j.

There you go. Yeah, there you go. Oh, my gosh.

No, I'm just being silly. No, for real, though. Just to follow up on that, one of my favorite stories, it always gives me... I'm a visual learner, so every time I read stuff, I just always paint a picture in my head. But often when you hear about the Vikings and conquering land and the whole, we're going to burn the bridge. I'm sorry, we're going to burn our boats because we either conquer or we die, a form of mentality. But it's not just that whole story or scenario, but it's the ferocious way in how people, literally, leaders back then were followed, like to the soul. You know what I'm saying? It was strict obedience in a way. And back then, if I make a similitude right now, what would you say leaders can do right now to have that level of impact where people can say, Listen, I trust you, and I'm willing to go all the way with you right now?

You have to be a man of truth, because if you're not a man of truth, what do you stand for?

And one of my favorite sayings, that came from Garrett White. One of my favorite quotes or sayings is caught versus taught. We can hop on podcasts, we can write stuff down, we can record videos on Instagram.

Do this, do that, do this, do that. But if we are doing the this and we are doing the that, we're hypocrites.

And what person wants to follow a hypocrite? Don't cheat on your wife. And I see him at the club cheating on his wife. Don't drink alcohol.

And I see you shit-face on the weekends.

Don't eat McDonald's and you have a membership to Wendy's. Like, bro, you know what I mean?

And pick anything in life. And that's my biggest thing is show people. I call it show Each watch, show people how to lead, right? Then teach them how to lead and then watch them lead. But you have to be the example first, plain and simple, right? If you're not putting in the reps, why should I... You think as as a business owner, if I'm not putting in the reps, why do you think any one of my team members should do as many reps or more reps than me? It doesn't make sense, right? Teach your kids, Hey, don't say bad words, and you're dropping the F bomb every other word. That's why Andy Vercelio can't have kids. I'm just kidding.

But dude, F-word is like a verb for him, right? So he probably wouldn't teach his kids not to say the F-word because that's like his favorite word.

But the point being is you have to be an example of what you want and what you don't want. And what you want and what you don't want, people will follow or not follow that example.

Does that make sense? That makes perfect sense. And that's been my biggest thing is like, dude, people are always watching. Sean Whalen taught me this. Never let someone else raise your kids. Don't let someone else raise your kids.

Be the example. Show up for them. Show them what's right.

Show them what's wrong.

Show them what honor looks like. Show them what respect looks like.

Show them what chivalry looks like. How to treat a woman, how to treat kids, how to treat a spouse, how to treat the elderly.

Just show them. Watch them. Have your kids watch you open the door for somebody else. Not, Hey, go pick up that piece of trash. No, I'm going to go pick up that piece of trash, a watch as I pick up this trash. But you don't say watch, you just do it. And then randomly, you look in the Fries parking lot a little bit later and you see your six-year-old, your eight-year-old picking up a piece of trash and running to the trash can to go put in the trash.

I love that.

But in all aspects of life.

I agree. And matter of fact, I know you said in one of the scenarios and examples you were giving, you said Trump as well. I saw a G20 summit, recent video. So there's a video that's been circulating when I think it was with Barron Trump, and he said, Don't drink alcohol, don't smoke, don't do drugs, and no tattoos. And in the G20 summit, it's so funny, they all had wine there, and he had his Coke Zero. What is it called? My point is the fact that the reason why he was so passionate about a topic such as that is the fact that I think if you read his book, he talks about his older brother. That was his role model that ended up dying from that. He ended up standing on principle by teaching that to his kid as well. My biggest role model to this day is still my dad because I feel like not only his amount of integrity, but he just always chooses to go the higher route as well. We always have our family group chats when there's a bit of a misunderstanding or quarrel. When we don't like something, he always says a way, the most Christ-like thing that is very exemplary.

Sometimes you don't want to hear it, but you have to hear it. I think if somebody's living that way, it's easy to teach that. But if you're not living that way, you're being a hypocrite, you know what I'm saying? You're being a Michael Jordan, you know what I'm saying? You're going out there gambling in Vegas.

You trip and fall and become a billionaire. Just crazy how that works. Lebron's plane could fit inside one of three of Jordan's.

Jason, man.

Yeah. And what's D-Fence? How do you spell D-Fence? D with the fence. He's not going to stop at all. At a high school basketball game, the D and then the painted fence, right? That's how LeBron plays D-Fence.

I'll open up a can of worms.

I better stop it if he didn't.

Six rings, six defensive player of the year, six MVP. Okay. He didn't play six seasons.

We have to get that. He played 15, so which means he had a losing season nine times out of the six. You know what I'm saying?

Oh, yeah. Terrible thing. The rings, they tick when you touch stuff. Metal on...

Yeah, those rings. Every time you touch, it doesn't matter. He can't do this. No matter which hand he does it on, you'll hear it no matter what, because it's not just on one hand, it's on two.

That's fine. I put two to this side. There you go.

Yeah, one's your ring finger, though. Oh, it's awesome.

I love it. I love it so much. Now, I want to talk about the mastermind. I know time has been going by so quickly. When did you start the Mastermind?

I started it. Actually, I was talking with the twins in Dakota and do Three years ago, it was me and two other business partners. And yeah, I just, I don't know. It came together real quick. And within 12 months of being together, we threw a 700-person event, and we had people like Brad Lee and Sean Whalen. We had Ed Milet on there. We had, I mean, Natalie and Brandon Dawson were on there. Josh Snow, you name it. We had all these speakers, Pace Morby. There's a lot of influential guys up on that stage.

Jamal is coming tomorrow, by the way, to the studio. Oh, really? Yeah. Tell us that he- Pace is just waiting to Montana, but we planned to... Yeah, but anyway, Jamil is coming.

He's cutting his grass this morning. I saw him. But it's been...

The whole reason for the Mastermind is not to make millions.

I'm I'm sure it'll get there one day. But my thing is more of the irony that plays into this because you've been asking a lot of leadership questions.

I feel like, especially in the blue-colour space, there is a huge gap in leadership because the leaders that we learn from in the blue-collar space, all the baby boomers, they were trained and taught differently than our generation. And it's not the same.

It's just not. They didn't have iPhones and Internet and all these other things that we do now.

And so it's just different. It's not harder, it's not faster, it's not smarter, it's just different.

But I feel like a lot of us, my age, we are begging to be led. I've been blessed. And even Gary, I was talking with him the other day.

When you are called, you cannot deny that calling. And nobody can deny it, right?

No matter what you say or he says or she says, if I believe that I was given, I was called to do that, to call to help men become better men, become better spouses, become better business owners, become better parents.

And that is what I've been asked to do apart from owning and growing a roofing company, then that's what I need to do.

And that's why I did it, because right now, I don't say it's not profitable, but it's not there. I couldn't just live off of my coaching program right now and pay my bills with my family.

And I think that's the reason why is because it's not... But there's something fulfilling there. There's something when you can help somebody else change their legacy. And that came from a really, really rough upbringing. I wasn't beaten by my mom or my dad.

I know people that were literally beaten and terribly, terribly treated by their siblings or their aunts and uncles. You're talking about being molested as a kid and drug abuse and all those things.

I didn't grow up with that.

I didn't. I grew up in a beautiful picket white fence, stereotypical LDS home. I did.

I can't relate to that.

But what I do know is that people have been, and they need help, and they want help, and they're looking for help.

And the Internet and the society The internet and the society and the way we see ourselves right now is so whack that people don't know what to look and what to trust and what to believe in.

I've been blessed to put my money where my mouth is and put my foot where my mouth is and really show people like I built a $10 million company in 40 months from zero.

No investors, no partners, no loans, just straight grit.

But I've also had exceptional mentors help me along the way.

Yeah, my mom, my dad, a little bit, sure. But other external influences and with the success that I've been able to have in building a team and having dozens of employees in a building like this, it didn't come overnight. But a lot of people, their dreams are suppressed by the people that they grew up with.

Team members, family members, parents, community members, church members, school. A lot of people have given up on their dreams, so they make it give up on theirs. And so that's why if I'm trying to chase my dreams and you get up on yours, you definitely don't want me to hit mine. Right? It just makes sense. If I were to give it up on my dreams, go get them, Tiger.

No, you wouldn't be like, Dude, yeah, way too risky.

Don't worry about it. Don't do it. Don't push. I was talking to Coda on our walk earlier.

Dude, no, if that person, your spouse or those around you, are not pushing you to be bigger, better, faster, stronger. You're hanging around the wrong people.

Precisely. No, and I couldn't agree more. And I think I'm glad you stressed on that. And we're talking about it earlier on in the first podcast that sometimes right now, not only are men lacking that form of direction sometimes, but because there's no connection, it's harder to open up and talk, but it's harder to also have leaders and mentors that are out there willing to actually take you in the right path. Because naturally, even back then, with the Greatest Warriors, they had a leader that was leading them in the right path. When I made that Viking example, yes, they lived their whole life training for that one specific purpose, but there was still a leader leading them in the right path.

Let me give you an example. So I I watch these three movies once a month. You guys think I'm crazy.

I watched Troy, Brad Pitt.

I watched Troy, Burn the Boats, right? Yeah. Not Burn the Boats, but take it down and build a horse. Potato potato. I watched Troy once a month.

The New Space Jam. Sorry.

Oh, my.

Yeah. Once again, we can't beat the original, so let's make a sequel with some other dude. So you have Troy, right? Then you have The Last Samurai, Tom Cruise. You're what's that one? The Last Samurai. And one of my other favorites, 300.

Which one, though?

Not the prequel, the way they got there, the original 300. Beautiful. Right? And I forgot what his name was. But if you pay attention, all three of those movies, their leader was present. Their leader was not on another continent or sitting back saying, Go get them, Tiger.

They were on the battlefield.

They were 300.

He died with his 300 guys.

Troy, Brad Pitt, literally there killing dudes. First one-off the boat. Let's go get him. Not like, Hey, hopefully you guys don't die. Let me know when you kill everybody and I'll go up to the top. And the last Samurai, Tom Truce.

No, teach me your ways. Why are these people doing what they're doing?

And he almost died in battle at the very, very end.

You have to be... And I made this mistake, by the way. Those who are listening, I made this mistake. I stepped out of being in the trenches with my people. Being in the trenches doesn't That doesn't mean that I have to be the one that does everything either. But your leader has to be in the thick of it with you.

Tommy Melo taught me this.

He's like, your people need to see you, need to see your truck in the parking lot. Your people need to see you in your office. You can go on trips and you can have nice stuff, totally fine.

But if you're truly going to war to build something great, people need to see you doing something great.

I think it's so exemplary. I'm glad you said that 300 gives me the chills each time because they knew-Best movie ever. They could potentially die. But they're like, Man, eat, drink, or be married, for tomorrow we die. That feeling of like, Listen, I'm dying in there with my captain, my leader, knowing that we're dying on a good course. We're not going to be slaves to the other guy. And so I think it's such a good principle because not only was he leading, but he was leading from the front each time. He's like, Listen, I'm going to die with you in the field. But either way, we're not going to be subjected to another ruler. We're going to live for our freedom and what we stand for. And it's a great example. I think sometimes what happens, I notice, especially in the sales aspect, people just want to quickly get those leadership positions that they can easily delegate. Listen, you go knock and set appointments, I'll come and close the deals. You go do that thing. I feel like it's such a common trend, especially right now, because we want to delegate so much. That's why I feel the solar industry has become disastrous over time.

It's just been crumbling. Joke. And I just wanted to add on and concur that leadership is just so important.

Before I came here, I drove to Paradise Valley, 43 minutes one way, got on one roof, it was 111 degrees. Got on one roof, did my inspection, got off, uploaded the picture, sent the bid, did the whole thing, came back here, right? Showing my team. And I sold $200,000 this month. We cleared $1.

3 million in June of this year. Wow.

I'll show you my CRM when we're done. Wow. But I sold 200,000 of that.

I didn't sell zero. I sold 200 of that.

And I could have sold more, but I was just trying to be nice. I got to let my guys win.

But LBJ.

You go to the playoffs, but then you just shut the bed. You can't win, but you showed up, right? Cleveland. This is for you. Miami. D. Wade. Just kidding. I want to finish on this, though. One of the biggest things that we forget, though, Troy, he was single. Last time, he was single.

300, he wasn't single. He was married. And when he left, and this is my wife, when he left, she didn't say, Come back or I miss you or don't go.

She said, Leave. She said, Come back or come back on your shield.

Come back dead, but come back.

There was no selfishness there because she knew the mission.

She knew the goal. She knew what he was there to do.

And that is the level of selflessness that if or when you have a spouse, that is the spouse you want to attract, and that is the spouse that you need to be.

And my wife is that person.

Wow.

The number... Kind of crazy.

You don't get to choose your parents. Do you know what?

Don't get weird, like all spiritual. You're like, oh, and the pre-mortal existence. Don't go that route. I'm dead serious. Don't go that route.

But you don't get to choose your parents. You're born and those are your parents.

You don't get to choose your siblings. As I grow up, that's my brother, that's my sister.

You don't get to choose them. You get to choose your spouse. The one thing you get to choose in life is you get to choose the person you want to spend the rest of your life with. It is the number one decision that will make you into a warrior or that will crumble you and your goals and your creation of what God called you to be. So be very, very careful and very intentional of who you choose to spend the rest of your life with.

Wow. Wow, that's very powerful. I'm grateful for you sharing that. I wanted to also segue a little back and then talk about I want you to help me in this aspect. Now I'm talking about a problem I struggle with a lot is the fact that I take way too much responsibility because I trust less. I do everything way and When I try to delegate, I overly become micromanaged. It's a fall to the point. Instead of micromanaging, let's say, media team, I want these podcasts done at the I'm like, Let me just do anything by myself. Then I end up spending way too much hours because I want things to come out just the way I wanted to come out. What example would you give? Because I know that it can be a blessing, but also some of your biggest blessings can become a curse as well. What advice would you give someone like me or someone that may be facing with that level of just wanting things micromanaging and just not allowing people to just flourish in their specific skills?

This is where you need to be more like LeBron instead of Jordan, because Jordan was perfect, six for six.

So But like, LeBron, he got it done, but in a bubble. That's what it comes down to. Done is better than perfect.

He had left the people around him.

You know what I'm saying? I don't care who you are.

When he left, everyone just went down and they became a collaterate team.

That needs to go viral. Done is better than perfect. Perfect six for six, or you can be like, LeBron, and just like, Come and go when you want to. If you want to ring, you don't. But if not, people still talk about it.

That bubble was the most mentally draining thing. I think that's the equivalent to three of Jordan's titles.

Yeah, right. Oh, man. To answer your question about that, though, micromanaging and delegating and whatnot, a lot of it is we didn't grow up being trained on what to do in our job. We just had to go figure it out.

You have to fix that. You have to train people exactly what you want them to do and exactly what you want them not to A lot of the times it's a lack of training on our behalf. We don't trust our people to go do X because we haven't trained them and watched them to do X. There's a trust factor there. It's not that they're good people that they do it right. We haven't trained them to do it correctly.

So you micromanage them because you didn't train them correctly, because you didn't train them because you didn't do your job as a leader.

You didn't train them to where you can be like, Here you go. Or you don't trust them to fail.

Brandon Dawson teaches that you can train anyone to do Eighty % of your job.

Anything you do, I can train somebody to do 80 % as well as you. That 20 % is the magical unicorn dust, right?

Your personality, who you are as a person, right?

And that little it factor, that's that 20 %. Eighty % of it, four out of five, 80 % of it, you can train. Wow. If you train them, and you train them correctly, and hold them accountable, and you teach, and then show, and then watch, that is how the micromanaging part goes away.

I don't have to... Like today, we're doing Probably 20, 25 roof inspections.

I'm not like, How did they go? Did they diagnose it? Did they look at it right? Did they ask the questions? Did they ask for the clothes? Did they overcome the objections? Did they do all that stuff? No, no, no. Go do your job. If they fail, I look inside first. Whenever somebody When I talk to my company, I say, What did I do wrong? Not, What did they do wrong? It's easy to blame people. What did I do wrong? How did I fail them in production, in sales, in admin, in marketing? How did I fail them? I could have done this and this and this better. Okay, we're going to turn it into a training opportunity. We're going to train the people that are still here to where they don't leave because of the things that I did not implement into that team member before they left. Because what if I would have trained them due to those things? Will they still be here? That's what it comes down to. Training is everything. Training is a daily, just like brushing your teeth, is a daily thing. Personal development is a daily thing. You don't work out once a week, you'll be fat.

You will, and you'll be sore for five days.

That's the stupidest thing in the world. I did it, by the way, Workout once a week, hard, max out, cool. Soar for five days, go do it again. You'll get any more fit, and you're sore for five days.

Stupidest thing ever.

Just take that into sales.

Only train once a day, mastering your craft. Do you think 300 or The Last Samurai or Troy, do you think any of them? I'm going to work on killing people and shooting arrows. I'm just going to train on that for a few hours, once a week. No. Every single day, hours, every single day. That's what you have to do. You have to train your people. Because when you became a master of your craft, how did you do it? Every single day, hours and hours, every single day. Why do you think these people should get any shortcuts? They should be doing it just like you did. Hours a day, every single day, non-negotiable, if you expect them to get the 80% of the results that you get.

Love that. I love that so much. Then I have just two more questions I wanted to ask. Obviously, the success that you've gained over time, switching in the blue color and then incorporating a lot of the business aspect as upscaling your business, what's probably been one of the biggest lessons you've learned as being an entrepreneur?

Ironically, the previous question.

Is hire and delegate.

So I have this rule called the 2,500 rule. So $20 an hour versus $500 an hour. So write down everything you're doing on a daily basis, from 5: 00 AM to 10: 00 PM.

Everything I'm going to call you on a 30-minute or hour-long increment. What do you do?

What am I doing? Write it all down and do it for a week and document what you're doing for those 30 minutes. I'm doing this. I'm calling this people. I'm picking up dry cleaners. I'm walking the dog.

I'm I'm dropping this bid. I'm dropping off this trailer. I'm ordering this material. I'm doing whatever it is, whatever industry you're in.

At the end of the week, get a yellow notepad, my boomers. Get a yellow notepad, or I'm 38, get a remarkable. Draw a line down the middle and you write down the tasks that pay $20 an hour.

It's about 40 grand a year, $41,000 a year. And write down all those tasks that you did that week. There were $20 an hour, and then write down all the tasks that cost about $500 an hour.

And then all those ones that are $20 an hour, you hire and you delegate those as fast as you can.

Because if you want to make a million dollars a year, that's $500 an hour, $40 hours a week, $50 hours a week, $50 weeks a year. Or if you continue to do the $20 an hour a week stuff, $20 an hour, $800 a week, $41,000 a year. That's what you deserve to make because those are the type of tasks that you are doing. And As you get going, you'll feel like you realize that there's a $50 an hour and $100 an hour. Those are your different managers in your different positions.

Dori, my CEO, she's not a $20 an hour person anymore. She's like a $150 an hour person.

And she makes great money. But the tasks that I give her, she can't be doing the $20 an hour tasks because then I have to pay her $40,000 a year because that is the value that she brings by doing those tasks. Every task has a dollar amount attached to it, big or small. Now, if you do it like Ryan Steumann, if you know the Hardcore Closer?

Yeah. Have you interviewed him? He's a great guy.

No, I haven't. He's here in Arizona. Texas.

Okay. Super good dude and great on podcast.

But he cuts his own grass. I'm like, dude, Can you cut your own grass? Why don't you let me pay somebody? He's like, It's therapeutic for me. I love doing it. It's very fulfilling. I love the smell of fresh cut glass. It makes me happy. So I choose to do that. But in business, hire Delegate.

Hire.

I can only get on so many roofs a day. You can't do a million dollars a month in roofing and be the number one sales rep. I don't know anyone.

Not commercial, not hailstorm chasing, residential retail.

I don't know anyone on planet Earth that can sell $12 million of roofing in a year. It doesn't exist.

Average sales rep does two to two and a half million.

Okay, cool. You immediately have capacity issues if you do the math of how much they make. Okay, so I need more sales reps to go and sell more roofs.

Grant Cardone teaches the two things that you don't delegate or that you delegate, but you still are the number one at, marketing and sales. Two things you never give up.

You guys are growing, you guys are scaling.

Never give up sales, so Continue selling. Keep pounding on those doors, knocking on those doors, right? Selling those roofs.

Number two is always never let somebody in your business out promote you.

No, that's powerful. I often ask, I've been... One of the things I actually like is when I conclude the last question I always ask people because it's the quote to winning. So Insight people need today to seize the world tomorrow. For Jason Payne, what defines winning? And don't say Michael Jordan. So what defines What defines winning?

Yeah, so not Michael Jordan, but 23. No, I'm just kidding. What defines- I'll say 23.

What defines winning?

The definition of winning, in my opinion, is to be able to do what you want, where you want, when you want, with the people you want, with no restrictions. If I want to leave tomorrow and go to the Bahamas for 30 days with my wife and my kids, I buy plane tickets, I fly out there, I go there for 30 days, I go there and I come back.

That is winning. I love that. It might be that week.

It might be I want to go sell $100,000 in roofs that week.

And I'm going to go get on a shit ton of roofs, talk to a ton of homeowners, sign a ton of contracts, and pick up a lot of checks. And that is my goal for the week, and that is me winning. But I get to decide when Where I want to go and what I want to do.

I want to come on this podcast at five o'clock. I can move my calendar.

I don't have to ask for PTO. I didn't even know what that stood for until I was like 35 years old. So in my life.

I didn't come from corporate America, right? Like, PTO, I'm like, what's?

I was like, toilet paper. I was like, PTO? I had no idea what it meant. Soar my life. I had no idea what PTO meant. My brother-in-law works in corporate America. He's like, Oh, yeah. He's like, oh, I can't take this three-day weekend off to go up north to the cabin because I I don't have that much PTO. I just have PTO for Christmas. And I'm like, what a shame. To each their own. To each their own. What a shame that somebody, another human gets to decide how much time you get to spend with your kids and When you get to spend time with your kids and where you get to spend time with your kids or your spouse or whatever it is that thing that makes you tick, that makes you win or makes you feel fulfilled.

That's my thing.

So I work my ass off every single day to where I can, and there's processes and levels of there's tiers of that, right? Knowing that I can go wherever I want, do whatever I want, and my credit card won't bounce, right? And my team will still be here and we'll still make money while I'm gone, right? And I get to create experiences with the ones that I love whenever I want, wherever I want, no matter the cost.

That's powerful. Jason, if you could let our viewers know where they could get a hold of you if they want to try and jump in the mastermind or learn anything about your coaching or any course or anything you may have. Can you let our viewers know, please?

Yeah. So easiest thing is Jason the Roofer on Instagram. That's literally it. Everything else doesn't matter. You'll figure it out from there.

If you go there, if you follow that page, there's over 7,500 posts all from this iPhone or the iPhone, 2, 4, 6, 8, 9, 11, 12 as I go.

But literally, 7,500 posts from my phone. Wow. All from me, not from a social media I mean, he'll clip it, but I still post it, right? But most of those are from me on a roof in a podcast studio at an event, whatever. And all I'm trying to do is just add value and educate people on how to be a better spouse, how to be a better parent, how to be a better business owner, how to be a better team member, how to be a better man of God.

Am I a perfect dad at it? Absolutely not. But I am trying. And people can learn from your failures and your wins. But if you don't share it with the world, they don't know.

I love that. I love that so much. Ladies and gentlemen, the Coda winning insights you need today to seize the world tomorrow. The man, the myth, the legend, LBJ himself. I was like, Jason Payne. Thank you very much, brother.

Go Bulls.