1 00:00:18,480 --> 00:00:22,040 All right, I'm excited this subject tonight and some things 2 00:00:22,040 --> 00:00:25,760 and I dug in my archive and found a tool that I'm going to 3 00:00:25,760 --> 00:00:28,680 hand out to each of you and just explain it a little bit. 4 00:00:29,000 --> 00:00:34,880 One that I've used proficiently made me seriously millions of 5 00:00:34,880 --> 00:00:39,640 dollars, OK over the years that once I got involved in it in the 6 00:00:39,640 --> 00:00:43,280 early 90s. And so I'm, I'm excited to share 7 00:00:43,280 --> 00:00:45,040 that. But let's go ahead and pray and 8 00:00:45,040 --> 00:00:48,240 then we'll just, we'll get into a little bit of a lesson. 9 00:00:48,240 --> 00:00:50,880 Father, we thank you and praise you in Jesus name. 10 00:00:50,880 --> 00:00:55,680 That is, we get together in our once a month opportunity to just 11 00:00:56,120 --> 00:00:59,600 impart some things that we need to think about and maybe, you 12 00:00:59,600 --> 00:01:03,360 know, focus on for a little bit or, or fine tune or tweak. 13 00:01:03,360 --> 00:01:06,080 And, and you know, in the operations, we have the 14 00:01:06,080 --> 00:01:09,160 development of systems and, and the things that you've got for 15 00:01:09,160 --> 00:01:12,360 us, We just thank you and praise that in Jesus name that you'd 16 00:01:12,360 --> 00:01:16,320 assist us and help us because we know that relying on you is the 17 00:01:16,320 --> 00:01:19,320 only way to succeed in anything that we are doing, because that 18 00:01:19,320 --> 00:01:23,320 was the plan that you had, that we would be dependent upon you 19 00:01:23,480 --> 00:01:26,680 helping us fulfill the destiny that you have for us to fulfill. 20 00:01:26,680 --> 00:01:29,440 So we praise you and thank you tonight for the outcome and, and 21 00:01:29,440 --> 00:01:31,800 what we'll be discussing and we'll give you thanks in Jesus 22 00:01:31,800 --> 00:01:34,680 name, Amen. I want you to jot this down. 23 00:01:34,760 --> 00:01:36,640 However you're taking notes or whatever. 24 00:01:36,640 --> 00:01:38,360 Somebody's missing a computer, man, what's going on? 25 00:01:38,560 --> 00:01:45,280 OK, and I want one thing is when we talk about sales, OK, I 26 00:01:45,280 --> 00:01:48,080 learned a philosophy about sales years ago. 27 00:01:48,080 --> 00:01:52,640 I was struggling in business and most of you that have read my 28 00:01:52,640 --> 00:01:57,520 book know that I, you know, I had a, an employment problem. 29 00:01:57,840 --> 00:02:01,440 Hey, sis, and I had employment problem and I had to, I had to 30 00:02:01,440 --> 00:02:04,960 remove somebody from my organization and it was one of 31 00:02:04,960 --> 00:02:06,800 the hardest things that I ever had to do. 32 00:02:07,240 --> 00:02:11,160 And you know, somebody recommended that I read a book 33 00:02:11,480 --> 00:02:14,360 and I did. And I, you know, I didn't read 34 00:02:14,360 --> 00:02:16,440 books. I hate books. 35 00:02:16,520 --> 00:02:18,960 I, I, I wouldn't read them. And matter of fact, all through 36 00:02:18,960 --> 00:02:23,040 high school, I lucked out and I was able to read one book as a 37 00:02:23,120 --> 00:02:28,040 as a freshman and did the same book report all the other years 38 00:02:28,240 --> 00:02:31,920 till I graduated and nobody ever found out about it. 39 00:02:32,200 --> 00:02:34,240 And it was one book, little bitty thin book. 40 00:02:34,800 --> 00:02:37,760 Did a book report all my English classes, didn't have to do 41 00:02:37,760 --> 00:02:38,920 anything else, didn't have to read. 42 00:02:39,680 --> 00:02:42,560 And so anyway, I, you know, somebody recommended you need to 43 00:02:42,560 --> 00:02:46,440 read this book and, and most of you, you know, it was, it was 44 00:02:46,440 --> 00:02:49,120 the book called Swim with the Sharks Without Being Eaten Alive 45 00:02:49,120 --> 00:02:51,560 by Harvey McKay. He was the number one bestseller 46 00:02:51,560 --> 00:02:54,840 for over a year with that book on the New York Times bestseller 47 00:02:54,840 --> 00:02:57,720 list. And his story on how he did it 48 00:02:57,720 --> 00:03:00,080 was phenomenal, absolutely phenomenal. 49 00:03:00,080 --> 00:03:02,520 I don't I'm not going to go through the time of that 50 00:03:02,840 --> 00:03:05,160 tonight. But I also heard another one, 51 00:03:05,160 --> 00:03:08,040 number one best selling author that had come to me. 52 00:03:08,040 --> 00:03:10,000 And I want you to jot this phrase down. 53 00:03:10,640 --> 00:03:16,960 It's it's people don't care. People don't care how much you 54 00:03:16,960 --> 00:03:20,920 know until they know how much you care, right? 55 00:03:23,760 --> 00:03:27,560 And when we talk about sales and we talk about, you know, 56 00:03:27,720 --> 00:03:31,440 developing relationships and and developing relationships where 57 00:03:31,440 --> 00:03:36,400 people are wanting to part with their money for something that 58 00:03:36,400 --> 00:03:39,560 you have to offer. All right, it's going to be 59 00:03:39,560 --> 00:03:44,320 something a little deeper than just a financial exchange in the 60 00:03:44,320 --> 00:03:46,040 Kingdom of God. Why is that? 61 00:03:46,280 --> 00:03:51,160 Because I'd hate to think that I did a transaction with somebody 62 00:03:51,640 --> 00:03:57,360 that was not a believer in God and see them on the white, you 63 00:03:57,360 --> 00:03:59,760 know, white throne judgement, the day of the white throne 64 00:03:59,760 --> 00:04:01,400 judgement. And them asked me said you never 65 00:04:01,400 --> 00:04:05,320 said nothing. OK, so that tells us as a 66 00:04:05,320 --> 00:04:08,840 Kingdom citizen, there's something a little more deeper 67 00:04:09,520 --> 00:04:13,920 than just being a good salesperson, OK. 68 00:04:14,440 --> 00:04:17,480 And so one of the things that I learned, and I'm going to tell 69 00:04:17,480 --> 00:04:21,200 you stories that some of you have heard before is, you know, 70 00:04:21,440 --> 00:04:23,680 and and one of the most important things, and we've seen 71 00:04:23,680 --> 00:04:27,360 that in the information age that we're now in is that data 72 00:04:27,360 --> 00:04:28,920 collection. All right. 73 00:04:28,920 --> 00:04:31,280 And she don't bother me. I mean, and Sheila, she's 74 00:04:31,280 --> 00:04:37,560 missing with you. Pastors trained me well, OK, If 75 00:04:37,560 --> 00:04:39,640 she's saying something, she might have something to say. 76 00:04:39,640 --> 00:04:42,960 I don't know. OK, all right, if and if the 77 00:04:42,960 --> 00:04:46,120 rest of your boogered out by it, I don't, I can't help you after 78 00:04:46,120 --> 00:04:48,760 all these years, right? We we all kind of sit on the 79 00:04:48,760 --> 00:04:53,080 side where it's happening, you know, OK, so when we when we 80 00:04:53,080 --> 00:04:56,560 talk about the the the relationship and the thing that 81 00:04:56,560 --> 00:05:01,000 intrigued me about Harvey McKay was he was a Jew, OK? 82 00:05:01,000 --> 00:05:03,720 So immediately when I heard that, I thought, well, you know, 83 00:05:03,720 --> 00:05:06,280 he's got a covet. He may not or may or may not 84 00:05:06,280 --> 00:05:08,400 know about that. God's going to bless him. 85 00:05:08,400 --> 00:05:11,200 Welcome to find out. He didn't know about it, but he 86 00:05:11,200 --> 00:05:15,240 had a secretary that I got to know via the phone that was a 87 00:05:15,240 --> 00:05:18,520 Christian. And she would tell me when we, 88 00:05:18,520 --> 00:05:21,320 you know, I let her know and I asked her questions about him. 89 00:05:21,400 --> 00:05:23,120 You know, I said, is he a believer? 90 00:05:23,440 --> 00:05:26,000 No, he's not not in in the Messiah. 91 00:05:26,000 --> 00:05:29,440 He's not a believer in Jesus. But he is Jewish and he attends 92 00:05:29,440 --> 00:05:31,480 synagogue and the different things like that. 93 00:05:31,600 --> 00:05:34,120 She goes, let's just pray for him, OK? 94 00:05:34,120 --> 00:05:36,480 And I said, that's great. Well, the dude's in his 90s now 95 00:05:36,480 --> 00:05:40,840 and all he does is play golf. Because I, I, after it was 96 00:05:40,840 --> 00:05:44,160 probably about 15 years ago when Melanie had the brain aneurysm 97 00:05:44,160 --> 00:05:47,080 rupture. I called Harvey's office to see 98 00:05:47,080 --> 00:05:50,440 if he had a particular doctor that he could recommend that I 99 00:05:50,440 --> 00:05:52,880 could get her to. And they said not for 100 00:05:52,880 --> 00:05:55,120 neurological sciences and stuff like that. 101 00:05:55,120 --> 00:05:58,320 He didn't have, well, I hadn't talked to them in 15 years. 102 00:05:58,560 --> 00:06:01,320 OK, well, 2006, that's almost 20 years. 103 00:06:01,720 --> 00:06:04,840 I called him the other day and I said, hey, Greg. 104 00:06:04,960 --> 00:06:07,680 And, and he's chief of staff. All right. 105 00:06:07,760 --> 00:06:11,120 And I go, this is Randy Clay. And he says, you sound like 106 00:06:11,120 --> 00:06:13,920 Randy Clay. I said, you Remember Me? 107 00:06:14,160 --> 00:06:16,800 And he goes, who can forget you, man? 108 00:06:17,600 --> 00:06:20,280 And I told him what I needed, because what I was going to do 109 00:06:20,280 --> 00:06:23,440 is I was going to bless the students that I was teaching in 110 00:06:23,440 --> 00:06:26,200 Washington with a set of his books signed. 111 00:06:26,840 --> 00:06:30,360 OK. And and so they, they got those 112 00:06:30,360 --> 00:06:34,920 to me and, and, and we had that. But you know, knowing that he 113 00:06:34,920 --> 00:06:37,080 had that. And when I read his book for the 114 00:06:37,080 --> 00:06:40,840 first time, the question that I had in myself is, Lord, there's 115 00:06:40,840 --> 00:06:48,920 something in this book that has a, a, a spiritual flair about 116 00:06:48,920 --> 00:06:50,240 it. What is it? 117 00:06:51,040 --> 00:06:57,800 And the Lord told me He said He has learned the Golden Rule to 118 00:06:57,800 --> 00:07:01,880 do unto others as He would have them, and did it so proficiently 119 00:07:03,240 --> 00:07:05,800 that He has seen profit because of it. 120 00:07:06,000 --> 00:07:07,360 And you know what blew my mind about him? 121 00:07:07,600 --> 00:07:12,960 He's an envelope manufacturer. He makes envelopes. 122 00:07:13,320 --> 00:07:18,280 Did you hear me when I first started reading after him? 123 00:07:18,360 --> 00:07:20,960 And, and, and I would call his office every year. 124 00:07:20,960 --> 00:07:23,840 Is Harvey going to be here, you know, doing a speech at any 125 00:07:23,840 --> 00:07:26,280 university in Oklahoma, which I would have gone to. 126 00:07:27,200 --> 00:07:29,800 And he goes, no, not this year and he's not going to come this 127 00:07:29,800 --> 00:07:30,640 year. All right. 128 00:07:31,120 --> 00:07:35,200 At that, when that that time started, he was doing $40 129 00:07:35,280 --> 00:07:40,240 million in envelopes. You know how many envelopes 130 00:07:40,240 --> 00:07:42,680 that's got to be? I mean, they're pennies. 131 00:07:43,240 --> 00:07:47,120 Envelopes are pennies, and he's doing $40 million. 132 00:07:47,440 --> 00:07:51,440 Well, I'm, I'm, I'm cruising with him in the early 90s. 133 00:07:51,440 --> 00:07:53,440 All of a sudden, e-mail shows up. 134 00:07:54,000 --> 00:07:57,720 I was alive when e-mail showed up. e-mail shows up and I 135 00:07:57,720 --> 00:08:01,640 thought, what's he going to do? We don't need no more envelopes. 136 00:08:02,360 --> 00:08:06,000 Fax machines came before e-mail. And I said, you know, you get a 137 00:08:06,000 --> 00:08:07,720 fax machine. Why do you need to e-mail? 138 00:08:07,720 --> 00:08:09,520 I mean, an envelope for anything. 139 00:08:10,240 --> 00:08:15,400 All right, he was sharp enough to know where the envelope 140 00:08:15,400 --> 00:08:18,000 business was and guess where he found it? 141 00:08:19,960 --> 00:08:28,400 Credit cards, full color printing, advertising in them, 142 00:08:28,880 --> 00:08:34,240 the whole bit. Now his business is over 100 143 00:08:34,240 --> 00:08:39,559 million. OK, and I'm and I'm scratching 144 00:08:39,559 --> 00:08:44,680 around trying to make a sticker, you know, and this dude is 100 145 00:08:44,720 --> 00:08:49,560 million and he ended up a guy that came to work for him. 146 00:08:50,080 --> 00:08:53,560 He sold him the business and the guy wanted to keep him in in the 147 00:08:53,560 --> 00:08:55,640 arena stock and the chairman and the whole bit. 148 00:08:55,640 --> 00:08:59,400 So Harvey still got a job. All right, but it's a McKay 149 00:08:59,680 --> 00:09:03,800 Mitchell envelope now and he he tells the story. 150 00:09:04,200 --> 00:09:05,920 All right. Well, one of the things that he 151 00:09:05,920 --> 00:09:10,320 had in his first book was Harvey and McKay short course on sales. 152 00:09:11,280 --> 00:09:16,000 And when I read that, I that was where I got, I said this dude 153 00:09:16,120 --> 00:09:19,720 has figured it out as far as how to treat people. 154 00:09:19,920 --> 00:09:22,720 All right, Seth, come here and just hand these out. 155 00:09:22,760 --> 00:09:24,720 Everybody can have one. I made enough for everybody. 156 00:09:25,200 --> 00:09:30,560 This is called the McKay 66 customer profile. 157 00:09:32,520 --> 00:09:39,000 All right, and it's 4 pages. I used it proficiently, all 158 00:09:39,000 --> 00:09:42,160 right, because I thought it was the best thing I'd heard of at 159 00:09:42,160 --> 00:09:47,080 the point at that time. And it's very, very interesting 160 00:09:47,080 --> 00:09:50,800 because he is the one that coined the phrase. 161 00:09:50,800 --> 00:09:52,520 It's more important to know something. 162 00:09:52,520 --> 00:09:54,880 Listen to me. It's more important to know 163 00:09:54,880 --> 00:09:58,600 something about your customer than it is to know everything 164 00:09:58,600 --> 00:10:05,720 about your service or product. It's more important to know 165 00:10:05,720 --> 00:10:09,000 something about your customer than it is to know everything 166 00:10:09,200 --> 00:10:13,840 about your service or product. And man, I latched on to that 167 00:10:14,400 --> 00:10:18,600 because I said, you know what? When it comes down to being a 168 00:10:18,600 --> 00:10:25,720 citizen of the Kingdom, we need to know more about people then 169 00:10:25,720 --> 00:10:29,480 we knew we do our product and finding out what makes them 170 00:10:29,480 --> 00:10:31,040 tick. How can we get to them? 171 00:10:31,040 --> 00:10:37,240 How do we get an opportunity to present the gospel right? 172 00:10:37,440 --> 00:10:39,600 Because we have something and we don't have to sell it. 173 00:10:40,400 --> 00:10:46,880 Even though, you know, Doctor Mary Francis. 174 00:10:46,880 --> 00:10:49,520 Mary Francis, that's where I say has two first names. 175 00:10:49,520 --> 00:10:52,680 You know what I mean? Mary Francis, I'd be like my 176 00:10:52,680 --> 00:10:54,440 Mama, call me Randall Allen, I guess. 177 00:10:55,280 --> 00:10:58,480 And you know, and, and listen to her how she, she ministered to 178 00:10:58,480 --> 00:11:01,040 people with the $100 bill. Did you hear about that? 179 00:11:01,160 --> 00:11:03,320 Give them $100 bill. Can I pray the sinner's prayer 180 00:11:03,320 --> 00:11:05,120 with you? You know, I thought that's that 181 00:11:05,120 --> 00:11:06,200 easy. I didn't. 182 00:11:06,480 --> 00:11:08,440 Well, I should have got $100 bill. 183 00:11:08,800 --> 00:11:12,360 And but, you know, when we talk about, we talk about, you know, 184 00:11:12,360 --> 00:11:17,760 the way that that we, we develop relationships with people is 185 00:11:17,760 --> 00:11:22,640 important that they know we care more about them than we do our 186 00:11:22,640 --> 00:11:24,880 product. Because I don't go into 187 00:11:24,880 --> 00:11:28,200 businesses in the days that I was building the company. 188 00:11:28,200 --> 00:11:30,600 And even in the real estate business, Melanie and I have, 189 00:11:30,880 --> 00:11:34,720 we're not what we don't go in and think, OK, they're worth 190 00:11:34,720 --> 00:11:36,640 this much. They're worth that much to me. 191 00:11:36,640 --> 00:11:38,120 Oh, they're worth that much to me. 192 00:11:38,840 --> 00:11:43,200 I mean, God would slap that to the ground, you know, because 193 00:11:43,200 --> 00:11:45,800 we're not paying attention to who they are. 194 00:11:46,120 --> 00:11:51,680 And so I, you know, there's 6666 questions and I love his story 195 00:11:51,680 --> 00:11:55,040 when he talks about it. That's why he calls it them 666 196 00:11:55,080 --> 00:11:57,800 bits of information that you need to go and look, he talks 197 00:11:57,800 --> 00:12:00,600 about customer information. He wants to know things that all 198 00:12:00,600 --> 00:12:02,960 of us would want to know. All right, you know, business 199 00:12:02,960 --> 00:12:04,680 phone, anything. And I thought it was funny 200 00:12:04,680 --> 00:12:07,520 because one time I was teaching this to a sales group and they 201 00:12:07,520 --> 00:12:09,760 said, So what do you do? You go in there, you take them 202 00:12:09,760 --> 00:12:12,680 to lunch and you start asking questions and fill out the form. 203 00:12:13,440 --> 00:12:18,800 No, dummy, not in front of them, you know, he said. 204 00:12:18,800 --> 00:12:22,200 You know, you this is, this isn't a we get all we can the 205 00:12:22,200 --> 00:12:25,600 first time we meet, all right? It's kind of like a dating 206 00:12:25,600 --> 00:12:27,720 relationship. You don't everybody spill their 207 00:12:27,720 --> 00:12:30,880 guts, you know, on what's going on in their lives. 208 00:12:31,200 --> 00:12:33,960 All right, while we're on our first date, that could cause 209 00:12:33,960 --> 00:12:38,400 some problems, all right, but it, but you, you use this as a 210 00:12:38,400 --> 00:12:43,280 collecting item now, you know, I, I narrowed mine down to a 211 00:12:43,440 --> 00:12:47,560 Rolodex card and had Rolodex cards with some of this data 212 00:12:47,560 --> 00:12:49,840 that I wanted to remember, especially when I was flipping 213 00:12:49,840 --> 00:12:52,480 through it. He came up with a program called 214 00:12:52,480 --> 00:12:56,160 Sharkware and he didn't, he's somebody else did, said Harvey. 215 00:12:56,160 --> 00:12:58,440 We can convert all this to digital if you want. 216 00:12:58,800 --> 00:13:02,400 And he did and it was awesome. I bought it and, and, and it was 217 00:13:02,400 --> 00:13:04,560 just all digital. It'd give you reminders who had 218 00:13:04,560 --> 00:13:07,640 the birthday today, who had the anniversary today, you know, but 219 00:13:07,640 --> 00:13:10,080 you find out. And he said, he said, I know 220 00:13:10,080 --> 00:13:15,120 more about my customers than the IRS does just from this little 221 00:13:15,120 --> 00:13:17,880 questionnaire because it has everything, educational 222 00:13:17,880 --> 00:13:20,200 information. The next thing on the bottom, 223 00:13:20,200 --> 00:13:23,680 family information, you know, I'll tell you how I used that 224 00:13:23,680 --> 00:13:27,080 information in one particular time, business background. 225 00:13:27,080 --> 00:13:29,360 You want to find out. And you know what is most of 226 00:13:29,360 --> 00:13:31,320 that I used in scanning an office? 227 00:13:31,440 --> 00:13:34,280 He said you got to become proficient reading upside down, 228 00:13:35,800 --> 00:13:39,000 OK, you got to be, you know, you kind of, you got to, you got to, 229 00:13:39,000 --> 00:13:41,520 got to figure out, OK, reading upside down, what are we, what 230 00:13:41,520 --> 00:13:43,800 are we doing? And, and then he said special 231 00:13:43,800 --> 00:13:47,200 interest that they had anything political, you know, their 232 00:13:47,200 --> 00:13:49,400 lifestyle. You see lists of things there. 233 00:13:49,400 --> 00:13:52,160 Then you turn the page over to the back one and the customer 234 00:13:52,160 --> 00:13:55,080 and you and he's just talking about, but what you're doing is 235 00:13:55,080 --> 00:13:57,480 you're getting information to find out where there's a 236 00:13:57,480 --> 00:13:59,600 connection. We do that. 237 00:13:59,600 --> 00:14:03,480 I do that every Sunday. I'm talking to people. 238 00:14:03,720 --> 00:14:06,720 And if I, I see somebody and I don't go to all those that love 239 00:14:06,720 --> 00:14:10,960 me, you know, and, and hang out with him for a little while and 240 00:14:10,960 --> 00:14:12,760 go stand up next to the wall with him. 241 00:14:12,760 --> 00:14:14,480 I don't do that, you know, I'm looking for. 242 00:14:14,480 --> 00:14:16,120 I don't, I've never seen that face ever. 243 00:14:16,840 --> 00:14:19,680 And I go over there and I introduce myself to him and, and 244 00:14:19,880 --> 00:14:23,160 and and I go back to my seat and I write their name in my phone. 245 00:14:24,000 --> 00:14:27,040 OK, so that if I see him again, you know, and there's one 246 00:14:27,040 --> 00:14:29,200 particular, they introduced me to him and, you know, I thought 247 00:14:29,840 --> 00:14:32,120 I need to remember this man, you know, So I went over there and 248 00:14:32,120 --> 00:14:34,680 wrote his name down and, and I saw him again. 249 00:14:34,680 --> 00:14:38,280 The next service called him by name, you know, and said, hey, 250 00:14:38,280 --> 00:14:39,520 man, I'm so glad it is. What is this? 251 00:14:39,520 --> 00:14:44,120 Is this #4 #5 you know, and, and you're, you're listening to 252 00:14:44,120 --> 00:14:46,280 people to find out, you know, where is it? 253 00:14:46,280 --> 00:14:49,000 Where is it that, you know, on the planet now that we've met, 254 00:14:50,640 --> 00:14:54,280 that we can connect? You know, and I've had I've had 255 00:14:54,280 --> 00:14:56,720 so many opportunities. The one is the my favorite and I 256 00:14:56,720 --> 00:15:00,640 wrote about it is, is basically the all about them lunch. 257 00:15:01,280 --> 00:15:02,800 That was the title of my chapter. 258 00:15:03,320 --> 00:15:07,120 And what I did was there was a company and it was 1 oak in 259 00:15:07,120 --> 00:15:10,040 Oklahoma. They were an oil gas company and 260 00:15:10,040 --> 00:15:13,360 they had a, they had a safety director and somebody had told 261 00:15:13,360 --> 00:15:15,960 me, Oh yeah, you gotta go over at 1 Oak and 1 Oak's big. 262 00:15:15,960 --> 00:15:20,440 My father-in-law worked in that building for, for years. 263 00:15:20,800 --> 00:15:23,000 And, and they said, yeah, they've got a new and this is 264 00:15:23,000 --> 00:15:26,560 his name, stuff like that. And I just, I sent him an e-mail 265 00:15:26,560 --> 00:15:29,360 or a, you know, call him and ask him and said, Hey, would you be 266 00:15:29,360 --> 00:15:31,320 willing to go to lunch? It's Randy Clay and with USA 267 00:15:31,320 --> 00:15:33,880 sign decal. And he said, yeah, man, I'll go 268 00:15:33,880 --> 00:15:37,280 to lunch with you, you know? And so we went to lunch and we 269 00:15:37,280 --> 00:15:40,480 just had a great conversation. Now, I got one of these sitting 270 00:15:40,480 --> 00:15:43,880 in the car and I'm going to try to get some information just to 271 00:15:43,880 --> 00:15:46,040 get to know him. So, you know, and here's the 272 00:15:46,040 --> 00:15:48,960 thing. I didn't sit there and tell them 273 00:15:48,960 --> 00:15:53,640 all about my stuff and how good of a product I had and that, you 274 00:15:53,640 --> 00:15:54,600 know. Have you ever bought one of 275 00:15:54,600 --> 00:15:56,760 these? And how did it work out? 276 00:15:56,760 --> 00:16:00,120 Because ours does this. And I not one time mentioned 277 00:16:00,120 --> 00:16:05,360 anything about what we did. I just started to question, 278 00:16:05,600 --> 00:16:08,440 where are you from? He said, Liberty, Kansas. 279 00:16:08,440 --> 00:16:11,080 I go, oh, really? Up there close to Kansas City, 280 00:16:11,080 --> 00:16:12,720 right. He goes, yeah. 281 00:16:13,160 --> 00:16:16,520 And then I just, I got kept asking question after question. 282 00:16:16,680 --> 00:16:19,160 Found out he was a big Kansas City Chief fan. 283 00:16:19,520 --> 00:16:25,560 Fan when Kansas City was 0. Pitiful, you know, made a note 284 00:16:25,560 --> 00:16:28,200 of that, you know, and I was listening to him. 285 00:16:28,200 --> 00:16:31,560 He said he had two girls that were, you know, into sports. 286 00:16:32,200 --> 00:16:36,000 And he said, oh, as a matter of fact, my wife and I next week 287 00:16:36,000 --> 00:16:37,880 are celebrating our 10th wedding anniversary. 288 00:16:38,600 --> 00:16:39,960 And I said, well, that's awesome. 289 00:16:39,960 --> 00:16:42,040 And he said, yeah, we found a little bed and breakfast outside 290 00:16:42,040 --> 00:16:44,240 of Oklahoma City and we're going to stay. 291 00:16:44,240 --> 00:16:46,040 Really. What I said, you know, I said my 292 00:16:46,040 --> 00:16:48,480 wife and I, you know, I've heard about all these bed and 293 00:16:48,480 --> 00:16:50,160 breakfasts and stuff. What's the name of it? 294 00:16:50,160 --> 00:16:54,640 And he told me the Armada or something and, and I said, OK, 295 00:16:54,640 --> 00:16:56,480 that's great. You know, and, and so, you know, 296 00:16:56,480 --> 00:17:00,320 I'm, I'm doing the best to keep all this information in my head. 297 00:17:00,320 --> 00:17:03,240 And I get into the car and I fill out, I start filling out 298 00:17:03,240 --> 00:17:05,240 some stuff on him because I'm going to create a file, 299 00:17:05,240 --> 00:17:08,319 obviously. And so, you know, the main thing 300 00:17:08,319 --> 00:17:12,000 is, is when I got back, I said, I got an idea and I, I called, I 301 00:17:12,000 --> 00:17:15,359 called and found this, this bed and breakfast. 302 00:17:16,000 --> 00:17:18,440 And I asked him, I said, would you, could you tell me? 303 00:17:18,440 --> 00:17:21,200 And you know, it's no big deal. We parted. 304 00:17:21,240 --> 00:17:22,880 I, I took him back to the office. 305 00:17:22,880 --> 00:17:25,200 I picked him up from the office, took him back to the office. 306 00:17:25,200 --> 00:17:28,400 Still didn't tell him nothing about, you know, USA Design, 307 00:17:28,400 --> 00:17:30,640 didn't even mention it. OK. 308 00:17:30,960 --> 00:17:33,560 And so I get back to the office. I call the bed and breakfast and 309 00:17:33,560 --> 00:17:36,240 I said, do you all have a like, a florist or a basket maker or 310 00:17:36,240 --> 00:17:39,840 something that makes, you know, gift baskets and stuff close to 311 00:17:39,840 --> 00:17:42,480 you All's bed and breakfast? They said, yeah, we use this one 312 00:17:42,480 --> 00:17:44,720 company all the time. And I said, can I have the 313 00:17:44,720 --> 00:17:45,920 number? Gave me the number. 314 00:17:46,160 --> 00:17:48,720 I gave them a credit card. And I told them I said a really 315 00:17:48,720 --> 00:17:52,080 a really nice basket and I want you to deliver it to that bed 316 00:17:52,080 --> 00:17:55,080 and breakfast, OK, With their name on it for me. 317 00:17:55,080 --> 00:17:57,080 OK, no problem. Credit card done. 318 00:17:57,360 --> 00:17:59,480 OK. I didn't hear from the guy for a 319 00:17:59,480 --> 00:18:04,200 couple of weeks and when he called me, he uses colorful 320 00:18:04,200 --> 00:18:09,480 language, OK. And I, you know, I no big deal 321 00:18:09,480 --> 00:18:12,200 there. I said, you know, and he said I 322 00:18:12,200 --> 00:18:16,040 thought it was from the bed and breakfast And my wife pulled the 323 00:18:16,040 --> 00:18:19,880 card off of it after we'd eaten on it a couple of days and, and, 324 00:18:19,880 --> 00:18:22,840 and said, do you know of Randy Clay? 325 00:18:23,200 --> 00:18:25,480 And he ran over to give me that and he looked at it. 326 00:18:25,480 --> 00:18:30,880 He goes, my God, we thought we what, how did you what you know, 327 00:18:30,880 --> 00:18:34,560 the whole bit and, and I'll never forget, you know, all of a 328 00:18:34,560 --> 00:18:37,720 sudden, you know, after that whole bit, well, you know, 10's 329 00:18:37,720 --> 00:18:40,120 a big deal, 10 years is a big deal. 330 00:18:40,120 --> 00:18:43,120 And, and I wanted you guys to have a good time and hopefully 331 00:18:43,120 --> 00:18:45,600 you enjoyed that. He said we did, man. 332 00:18:45,600 --> 00:18:46,920 He said, but I just couldn't believe it. 333 00:18:46,920 --> 00:18:48,480 But he said, can you come down to the office? 334 00:18:48,520 --> 00:18:50,840 Because I've got some things that I need to talk to you about 335 00:18:51,120 --> 00:18:56,800 in some product we need to buy. And then, you know, as a matter 336 00:18:56,800 --> 00:19:03,680 of fact, I can't tell you that had to be early 2002 thousand 25 337 00:19:03,680 --> 00:19:06,040 years ago. He called me the other day. 338 00:19:07,640 --> 00:19:11,800 He said you've heard I took another job and I said I have. 339 00:19:12,440 --> 00:19:16,560 And I said you're closer to me. And he said, he said, well, he 340 00:19:16,560 --> 00:19:19,200 said I'm trying to get you on the vendors list here because 341 00:19:19,200 --> 00:19:23,080 everywhere he moved after One Oak, he got me on the vendors 342 00:19:23,080 --> 00:19:25,520 list and list and want to do business with me. 343 00:19:25,640 --> 00:19:28,160 I can't tell you how many hundreds of thousands of dollars 344 00:19:28,160 --> 00:19:32,640 I did with this one guy. And it was a lunch and a basket. 345 00:19:33,960 --> 00:19:38,880 Best marketing deal I ever did. Cheapest and the most rewarding, 346 00:19:39,840 --> 00:19:43,080 you know, but I showed. But our relationship went on and 347 00:19:43,080 --> 00:19:46,760 on after that because he had a couple of girls and they grew up 348 00:19:47,400 --> 00:19:49,840 and they were playing softball in high school. 349 00:19:50,120 --> 00:19:52,400 And he said, hey, can you make some stickers for their team? 350 00:19:52,400 --> 00:19:55,040 And the whole bit, yes, Sir, no charge. 351 00:19:56,800 --> 00:19:59,680 OK. And and and and then I found out 352 00:19:59,680 --> 00:20:01,160 that he was in a horrible car wreck. 353 00:20:01,160 --> 00:20:02,680 And I said, why didn't you call me? 354 00:20:04,040 --> 00:20:06,800 You know, I said, I apologize that, you know, I hadn't checked 355 00:20:06,800 --> 00:20:08,040 in with you. You were in a car wreck. 356 00:20:08,040 --> 00:20:09,320 He almost died from the car wreck. 357 00:20:09,320 --> 00:20:12,920 And he said, yeah, it's pretty. I said you look good, though. 358 00:20:13,760 --> 00:20:17,080 And he said, he said, I'm, I'm rehabbing, you know, and, and 359 00:20:17,080 --> 00:20:20,000 the whole bit. Well, he ended up moving from 360 00:20:20,000 --> 00:20:22,640 Enid, OK? He moved to, I believe it was 361 00:20:22,640 --> 00:20:24,920 Louisiana. And he couldn't stand it. 362 00:20:24,920 --> 00:20:27,000 He didn't like the culture. He didn't like it. 363 00:20:27,000 --> 00:20:31,040 So he looked for another job and and he found one in Mississippi 364 00:20:31,480 --> 00:20:36,480 and, you know, wanting me to, you know, to cater to their 365 00:20:36,480 --> 00:20:41,920 company and take care of it. But if I hadn't changed my 366 00:20:41,920 --> 00:20:46,960 mentality and this is before I knew about the Kingdom, but if I 367 00:20:46,960 --> 00:20:50,920 hadn't changed my mentality on that guy's worth a lot of bucks 368 00:20:50,920 --> 00:20:57,120 to me and really get to know him as a person and spend time with 369 00:20:57,120 --> 00:20:58,920 him. And we went to lunch frequently. 370 00:20:59,240 --> 00:21:02,880 I mean, I, I met him at Charleston's one time and he 371 00:21:02,880 --> 00:21:06,200 came into town for Enid. He was in Enid, OK was his next 372 00:21:06,200 --> 00:21:10,080 job after he left 1 Oak. He went to Enid, OK and went to 373 00:21:10,080 --> 00:21:12,800 work for a company called Highland Oil and Gas. 374 00:21:13,160 --> 00:21:15,640 And he said, man, I'm going to be in Tulsa today. 375 00:21:15,640 --> 00:21:17,320 Can you meet me for lunch? Absolutely. 376 00:21:17,920 --> 00:21:19,960 I mean, I, it was weird. I didn't have anything to do. 377 00:21:20,240 --> 00:21:22,640 I met him for lunch. We and he had a couple of guys 378 00:21:22,640 --> 00:21:26,000 with him and just had a great, you know, great time catching up 379 00:21:26,000 --> 00:21:28,520 with the kids and the girls and the wife and the whole bit, you 380 00:21:28,520 --> 00:21:31,600 know, and, and and didn't talk about decal stickers, safety, 381 00:21:31,600 --> 00:21:35,800 nothing. OK, just say people, you know, 382 00:21:35,800 --> 00:21:39,880 they want to be they have a I'm looking for those that have a 383 00:21:39,880 --> 00:21:45,200 life outside of where they work because I'm going to show them 384 00:21:45,200 --> 00:21:50,360 an additional part of that life when it comes to being able to 385 00:21:50,360 --> 00:21:54,360 share the gospel or to get now, you know, everybody calls me Rev 386 00:21:54,720 --> 00:21:58,440 OK, and it seems nowadays. All right, so hey, Rev, what do 387 00:21:58,440 --> 00:21:59,920 you think of this? Hey, Rev, what do you think of 388 00:21:59,920 --> 00:22:01,040 that? All right, so everybody knows 389 00:22:01,040 --> 00:22:04,920 I'm a Rev all right. And I, and so that brings a 390 00:22:04,920 --> 00:22:06,920 whole new level. But I, I'm excited about it 391 00:22:06,920 --> 00:22:10,280 because it gives me a better opportunity to visit, you know, 392 00:22:10,720 --> 00:22:12,840 and, and, and talk to people because they know how I'm going 393 00:22:12,840 --> 00:22:14,560 to respond. It's kind of automatic now. 394 00:22:14,560 --> 00:22:17,480 It's interesting. But when, when I go through 395 00:22:17,480 --> 00:22:22,040 there, another thing with, with Kent, I was in an airport and I, 396 00:22:22,040 --> 00:22:26,600 I don't remember, you know, what trip it was. 397 00:22:26,760 --> 00:22:28,480 And I think it's a speaking engagement. 398 00:22:28,480 --> 00:22:33,720 I think it was when I was in Miami and flew down to Miami and 399 00:22:33,720 --> 00:22:38,000 there was a particular, it's called Moto Photo and it was a 400 00:22:38,000 --> 00:22:43,080 studio photo studio back in the day where you take your kids, 401 00:22:43,080 --> 00:22:46,760 your dog, whatever you wanted. And they had a a storefront 402 00:22:46,760 --> 00:22:49,600 where they took photographs and stuff professionally done and 403 00:22:49,600 --> 00:22:52,440 the whole deal. Well, somebody was at a meeting 404 00:22:52,440 --> 00:22:54,720 that heard me speak and they went and told the president of 405 00:22:54,720 --> 00:22:59,160 the company and they flew me down to Miami to do do the 406 00:22:59,160 --> 00:23:01,880 program that I had called The Great Life, which I showed you 407 00:23:01,880 --> 00:23:07,480 guys in my box, OK. And the president said he was so 408 00:23:07,480 --> 00:23:09,160 funny. He said, man, I've heard her. 409 00:23:09,160 --> 00:23:10,560 Harvey McKay. I think you're better than 410 00:23:10,560 --> 00:23:12,920 Harvey McKay speaking. I started laughing. 411 00:23:12,920 --> 00:23:17,240 I said, man, you know, I said, I appreciate that. 412 00:23:17,760 --> 00:23:19,120 I'm probably cheaper too, aren't I? 413 00:23:20,360 --> 00:23:23,800 And he goes, he goes, man. He said at the, at the, the 414 00:23:23,800 --> 00:23:26,400 round table that we had with all of our, you know, company 415 00:23:26,400 --> 00:23:31,280 owners, they said this guy knows more of what we're going through 416 00:23:31,280 --> 00:23:33,400 a small business than anybody you've ever had. 417 00:23:33,920 --> 00:23:36,320 And it was just simple things because I had just four points 418 00:23:36,320 --> 00:23:38,960 that I wanted is 1. If you're going to be a success 419 00:23:39,880 --> 00:23:42,680 in your business, you're going to need to be a problem solver. 420 00:23:43,560 --> 00:23:47,680 If you can't solve problems, you're in trouble because a lot 421 00:23:47,680 --> 00:23:51,360 of business that I've seen is, has its set of problems. 422 00:23:51,760 --> 00:23:53,800 And the second thing I said, if you're also going to be 423 00:23:53,800 --> 00:23:56,800 successful, you're going to have to be a self starter. 424 00:23:57,720 --> 00:23:59,840 We can't wait till everybody come in here and go over here 425 00:23:59,840 --> 00:24:02,200 and do this, do this. You've got to look in the room 426 00:24:02,640 --> 00:24:05,400 and say that needs to be done, that needs to be done, that 427 00:24:05,400 --> 00:24:08,640 needs to be done, and I need to do all of it because I don't see 428 00:24:08,640 --> 00:24:11,800 anybody else. And then, you know, the next one 429 00:24:11,800 --> 00:24:16,880 after that was, let's see, I had, oh, effective 430 00:24:16,880 --> 00:24:19,040 communication. And I've taught that here on 431 00:24:19,040 --> 00:24:22,280 understanding effective communication is the ability to 432 00:24:22,280 --> 00:24:25,080 paint pictures in the mind that'll bring a desired result. 433 00:24:26,120 --> 00:24:28,760 And I and I and I talked about how important it was to 434 00:24:28,760 --> 00:24:30,880 communicate. And I had some stories to let 435 00:24:30,880 --> 00:24:32,400 them know. I know what it is to 436 00:24:32,400 --> 00:24:34,720 communicate, right? And I know what happens if you 437 00:24:34,720 --> 00:24:36,960 don't communicate properly. All right? 438 00:24:36,960 --> 00:24:39,040 And then the last one was how to network. 439 00:24:39,320 --> 00:24:42,680 That was my last phrase in there of letting them know how 440 00:24:42,680 --> 00:24:46,200 important it is that when you get to know people, it may not 441 00:24:46,200 --> 00:24:51,560 be for business, it might be for life, you know, and, and, and I, 442 00:24:51,560 --> 00:24:54,000 I told about that, you know, when Melanie had her brain in 443 00:24:54,000 --> 00:24:57,680 your reserve rupture in March of 2006, I got a phone call with 444 00:24:57,680 --> 00:25:00,160 one of the guys in my network, which was my attorney. 445 00:25:00,840 --> 00:25:03,760 And he heard about it. And he told me if if it was my 446 00:25:03,760 --> 00:25:07,600 wife, this is what I do. And I thought, well, OK, you 447 00:25:07,600 --> 00:25:10,840 probably could do that. I have no clue how to do it. 448 00:25:10,840 --> 00:25:13,800 And he said, I've got a phone call ready for you. 449 00:25:13,800 --> 00:25:17,840 Somebody at the end of the phone, the line, you call them 450 00:25:17,840 --> 00:25:22,040 and, and they'll talk to you. And so I was so thankful, you 451 00:25:22,040 --> 00:25:25,000 know, for that, that, you know, he didn't just look at me as a, 452 00:25:25,080 --> 00:25:27,920 you know, client or neighbor, because he was one of my 453 00:25:27,920 --> 00:25:31,240 neighbors and we all lived in three acre plots and everybody 454 00:25:31,240 --> 00:25:35,120 had their own little acreage. And, and, but he told me, hey, 455 00:25:35,120 --> 00:25:38,240 you know, do this, do this, do this and everything that we did, 456 00:25:38,640 --> 00:25:40,920 you know, got Melanie to where she needed to go at the Mayo 457 00:25:40,920 --> 00:25:45,480 Clinic in Rochester, MN. So getting the information and 458 00:25:45,480 --> 00:25:46,680 knowing. But one of the things I was in 459 00:25:46,680 --> 00:25:48,280 an airport, that was my point, I think. 460 00:25:48,360 --> 00:25:54,200 And, and I saw the coolest looking Kansas City Chiefs mug, 461 00:25:55,280 --> 00:25:57,080 coffee mug. It was cool, man. 462 00:25:57,080 --> 00:26:00,440 I mean, I, I don't know how to describe it, but the, you know, 463 00:26:00,480 --> 00:26:03,800 their logos of Casey inside of an Arrowhead and Arrowhead was 464 00:26:03,800 --> 00:26:06,960 embossed and sticking out from the edge of the on both sides of 465 00:26:06,960 --> 00:26:09,640 the mug. And I mean, it was cool, bright 466 00:26:09,640 --> 00:26:11,560 red. I said, I got to get that. 467 00:26:11,560 --> 00:26:15,080 And I bought that thing and I sent it to Kent, you know, And 468 00:26:15,680 --> 00:26:19,640 he goes, he calls me, he goes, where did you get that mug? 469 00:26:19,640 --> 00:26:21,800 And I said Miami, FL, as a matter of fact. 470 00:26:22,400 --> 00:26:24,080 And he goes, man, that was so awesome. 471 00:26:24,080 --> 00:26:25,640 And I can't believe you were thinking of me. 472 00:26:25,640 --> 00:26:28,920 And I said second, I saw, saw it, I was thinking of you, you 473 00:26:28,920 --> 00:26:31,880 know, and, and, and it's just multiple, multiple people over 474 00:26:31,880 --> 00:26:35,200 the years that, you know, that I, I, I've looked at and there's 475 00:26:35,200 --> 00:26:38,600 been some that I've been able to throw a little bit, you know, in 476 00:26:38,600 --> 00:26:40,760 there. I had another woman and, and 477 00:26:40,760 --> 00:26:43,920 she's no longer with us and I had an opportunity. 478 00:26:43,920 --> 00:26:47,640 I wanted their business. I wrote about her in Next in 479 00:26:47,640 --> 00:26:51,400 Line where I wanted this one particular business from this 480 00:26:51,400 --> 00:26:56,120 one company and they manufacture truck utility cranes. 481 00:26:56,520 --> 00:26:58,680 And then the name of the company is auto crane. 482 00:26:58,680 --> 00:27:02,080 And they make a little utility truck and on it has a crane that 483 00:27:02,080 --> 00:27:04,280 they can lift stuff on and put in the truck and the different 484 00:27:04,280 --> 00:27:05,400 thing. And they make them big too 485 00:27:05,400 --> 00:27:08,000 giant. And they have Dick decals all 486 00:27:08,000 --> 00:27:10,480 over them. They just tons of safety stuff 487 00:27:10,480 --> 00:27:12,320 on them. And I thought, I want that 488 00:27:12,320 --> 00:27:14,560 company. And so one day I got a phone 489 00:27:14,560 --> 00:27:17,200 call from that company that wanted to know if I could make 490 00:27:17,200 --> 00:27:22,800 decals to put on trash cans. OK, well, I got to know her and 491 00:27:22,800 --> 00:27:24,800 what all she liked. And there wasn't a whole lot of 492 00:27:24,800 --> 00:27:27,240 things that I thought I could buy for her 'cause it was 493 00:27:27,240 --> 00:27:32,080 obvious from the ashtray in her office that she was a chain, 494 00:27:32,080 --> 00:27:36,760 very nervous smoker, you know, And to the extent that when I 495 00:27:36,760 --> 00:27:40,280 left, you know, I kind of smelled like I'd been doing a 496 00:27:40,280 --> 00:27:44,680 little myself, right? And, but, you know, I just fell 497 00:27:44,680 --> 00:27:47,840 in love with her And, and, you know, and I remember, you know, 498 00:27:48,120 --> 00:27:50,560 just talking to her a little bit about the Lord and some of the 499 00:27:50,560 --> 00:27:53,520 anxiety that she was, you know, facing and family and stuff. 500 00:27:54,000 --> 00:27:57,240 And I said, you know, I said, I, I know someone that could help 501 00:27:57,240 --> 00:27:58,880 you with that. I said, has anybody ever, you 502 00:27:58,880 --> 00:28:00,920 know, talked to you about the relationship with the Lord and 503 00:28:00,920 --> 00:28:03,720 how it's made a difference? And she goes, no, not really. 504 00:28:03,720 --> 00:28:06,600 And I said, well, I said, as we grow the relationship, I said, 505 00:28:06,600 --> 00:28:08,200 you can ask me any question you want. 506 00:28:08,440 --> 00:28:11,480 And I guarantee you that, you know, I can help you, you know, 507 00:28:11,480 --> 00:28:14,200 with some of that. And so, so funny. 1 you know, 508 00:28:14,200 --> 00:28:20,360 one time she let off a color word, a colorful word and, and 509 00:28:20,360 --> 00:28:24,240 she looked at me and she said, she goes, and it was, it was God 510 00:28:24,240 --> 00:28:28,920 blank, whatever. And I said, she goes, that I 511 00:28:28,920 --> 00:28:30,440 really want to apologize for that. 512 00:28:30,440 --> 00:28:32,080 And I said, well, don't worry about it. 513 00:28:32,240 --> 00:28:35,560 And she goes, she goes, does that not bother you when people 514 00:28:35,560 --> 00:28:36,960 talk? Like I said, no, it doesn't. 515 00:28:37,440 --> 00:28:40,240 I said, because, you know, she says, well, I took the Lord's 516 00:28:40,240 --> 00:28:42,920 name in vain. And I said, well, you know, I 517 00:28:42,920 --> 00:28:46,680 have a teaching on that. And I said, you really didn't 518 00:28:47,440 --> 00:28:53,240 because God's not his name, OK? And that just, you know, and I 519 00:28:53,240 --> 00:28:55,480 sat there for a few minutes and I just shared with her, his name 520 00:28:55,480 --> 00:28:57,920 is Jehovah. And he has a lot of, he has a 521 00:28:57,920 --> 00:29:01,760 lot of titles with his name. And, and if we make a decision 522 00:29:01,760 --> 00:29:05,960 not to believe in those titles, that's where we start taking his 523 00:29:05,960 --> 00:29:08,560 name and making it. Cause the word vain means empty, 524 00:29:08,560 --> 00:29:11,960 idle, non productive. OK, so if you're, if you're 525 00:29:11,960 --> 00:29:14,280 going to say God really doesn't do this or he doesn't do that no 526 00:29:14,280 --> 00:29:16,960 more, or he's not interested in that, you know, concerning your 527 00:29:16,960 --> 00:29:20,360 life, you're real, real, real close to saying your name's, it 528 00:29:20,360 --> 00:29:22,640 equals nothing. You know, she was really shocked 529 00:29:22,640 --> 00:29:25,080 by that. And I said, so it doesn't bother 530 00:29:25,080 --> 00:29:27,440 me. I said, you know, and she goes, 531 00:29:27,440 --> 00:29:30,440 well, I just, I just feel bad, you know, I said, it's OK. 532 00:29:31,160 --> 00:29:33,520 You know, I'm not offended. I'm not hurt by that. 533 00:29:33,600 --> 00:29:35,560 You didn't hurt my my father either. 534 00:29:35,560 --> 00:29:37,560 OK, you're good. And so, you know, there's 535 00:29:37,560 --> 00:29:39,040 opportunities that, you know, through that. 536 00:29:39,040 --> 00:29:43,640 But the in the in the, you know, sharing with people when I had 537 00:29:43,640 --> 00:29:47,840 opportunity to meet him and speak to him and, and especially 538 00:29:47,840 --> 00:29:50,440 when I told the testimony, because that was the last part 539 00:29:50,440 --> 00:29:54,080 that was that was that was the get em when I did, you know, I 540 00:29:54,080 --> 00:29:55,960 spoke all over the state of Oklahoma. 541 00:29:55,960 --> 00:29:58,880 I, I spoke to one particular meeting, all the postmaster 542 00:29:58,880 --> 00:30:02,720 generals in the entire state, because every city has one, OK. 543 00:30:02,920 --> 00:30:05,080 I spoke to all the mayors and all the commissioners. 544 00:30:05,360 --> 00:30:09,480 They had an annual meeting. I spoke to them, you know, and, 545 00:30:09,480 --> 00:30:13,560 and the last part of the message was talking about, you know, 546 00:30:13,560 --> 00:30:17,720 Melanie's aneurysm rupture and how, you know, how the Lord 547 00:30:17,720 --> 00:30:19,920 blessed us and we got to the right doctor. 548 00:30:19,920 --> 00:30:22,160 And here's the miracle of the phone calls and the different 549 00:30:22,160 --> 00:30:24,920 things like that. So your network, you never know 550 00:30:25,080 --> 00:30:28,080 who you're going to have in your network, but you need to treat 551 00:30:28,080 --> 00:30:30,640 each one as a prize. You know, and I had people, 552 00:30:30,640 --> 00:30:33,480 women been coming up and bawling and talking to me, you know, Oh, 553 00:30:33,480 --> 00:30:35,520 my, my husband died of an aneurysm. 554 00:30:35,920 --> 00:30:38,680 And when you were telling that story, Oh my gosh, you know, 555 00:30:38,680 --> 00:30:41,280 and, and just, you know, your heart just ripping out, you 556 00:30:41,280 --> 00:30:44,160 know, listening to them give the, you know, the, the 557 00:30:44,160 --> 00:30:47,240 heartbreak that they had and you're just hoping to giving 558 00:30:47,240 --> 00:30:51,160 them light saying, you know, listen, we can't control 559 00:30:51,160 --> 00:30:54,040 everything that's going on here. And God isn't in control of 560 00:30:54,040 --> 00:30:55,120 everything. OK. 561 00:30:55,400 --> 00:30:58,440 But, you know, what I want you to know is you need to surround 562 00:30:58,440 --> 00:31:03,080 yourself with people of faith. And, you know, and I never had 563 00:31:03,080 --> 00:31:06,560 anybody come and rebuke me, you know, for, for talking about 564 00:31:06,560 --> 00:31:08,200 that. Any of those that got a copy of 565 00:31:08,200 --> 00:31:10,960 my book, they read it in the first chapter, you know, and 566 00:31:10,960 --> 00:31:15,040 talking about that, I was in my pastor's office when, you know, 567 00:31:15,040 --> 00:31:17,640 I saw Harvey Mckay's book sitting on his desk. 568 00:31:18,160 --> 00:31:21,160 And I thought I might want to read that book. 569 00:31:22,080 --> 00:31:24,320 He's got a copy. Where do you get that copy? 570 00:31:25,320 --> 00:31:28,160 Why has he got that book? You know, I mean, just sitting 571 00:31:28,160 --> 00:31:31,800 there on his desk glowing, and I thought I better read that book. 572 00:31:32,520 --> 00:31:36,760 And so with with Harvey and, and the things that he had, I just, 573 00:31:36,920 --> 00:31:38,760 you know, I loved looking through these. 574 00:31:38,760 --> 00:31:41,200 And then, you know, and you add you find out something new about 575 00:31:41,200 --> 00:31:43,960 somebody. You know, he has what he calls 576 00:31:43,960 --> 00:31:47,520 in his book war stories on how he got to know people, you know, 577 00:31:47,520 --> 00:31:50,240 getting people tickets, finding out about kids, what they liked, 578 00:31:50,240 --> 00:31:53,560 what they didn't like. You know, I've helped so many. 579 00:31:53,560 --> 00:31:57,600 You know, I think it's funny here at Washington, right, that 580 00:31:57,600 --> 00:32:02,680 we have, we have science projects and you all know it's 581 00:32:02,720 --> 00:32:05,840 it's parent against parent, right? 582 00:32:08,560 --> 00:32:11,600 You have very little, very little part of the kids working 583 00:32:11,600 --> 00:32:13,360 that. I mean, you know, my 584 00:32:13,360 --> 00:32:18,040 daughter-in-law is over at the house using my printer for their 585 00:32:18,200 --> 00:32:23,680 wax museum thing, right? And the kid is clueless. 586 00:32:24,680 --> 00:32:26,160 They just know they're going to dress up. 587 00:32:26,400 --> 00:32:28,680 And they got to know a few things about what's on this 588 00:32:28,680 --> 00:32:29,920 board. Right? 589 00:32:30,200 --> 00:32:33,240 But it's parent against parent. I just, that's the way science 590 00:32:33,240 --> 00:32:36,200 projects are. Even when I was a kid, I mean, 591 00:32:36,200 --> 00:32:37,440 you know, it's my dad to come up. 592 00:32:37,440 --> 00:32:40,280 Well, let's do this. OK, That's cool, Dad, I don't 593 00:32:40,280 --> 00:32:42,160 even know what that is, but that's cool. 594 00:32:42,280 --> 00:32:45,720 I just tell him I had a tornado maker one time and I had a, a 595 00:32:45,720 --> 00:32:49,400 little engine that he had made. He was an electrician and, and, 596 00:32:49,400 --> 00:32:52,240 and the different things. So, you know, when when it comes 597 00:32:52,240 --> 00:32:53,920 down. But I, I've done projects for 598 00:32:53,920 --> 00:32:57,760 other kids, not my own. You know, someone, one of my 599 00:32:57,760 --> 00:32:59,640 customers will come in and say, hey, he's got to make this 600 00:32:59,640 --> 00:33:00,920 board. And we thought it'd be cool if 601 00:33:00,920 --> 00:33:03,880 we had this and could you make us some of these stickers to put 602 00:33:03,880 --> 00:33:05,960 on there and, you know, to show whatever they Yeah, man, no 603 00:33:05,960 --> 00:33:10,360 problem, no charge. You know, because they, they, 604 00:33:10,720 --> 00:33:13,280 you know, you find out they, they, they love their kids. 605 00:33:13,280 --> 00:33:16,280 They love the soccer, you know, had some soccer kids and we big 606 00:33:16,280 --> 00:33:19,320 deal was soccer with the kids names on it. 607 00:33:19,520 --> 00:33:23,680 And, and so I'd created one that was in full color and put the 608 00:33:23,680 --> 00:33:27,040 kids names on it and, and gave them to, and it kind of caught 609 00:33:27,040 --> 00:33:29,680 on like wildfire. Everybody wanted one because 610 00:33:29,680 --> 00:33:31,800 most of the time they were vinyl cut out and put on the back 611 00:33:31,800 --> 00:33:35,200 window of your van, your your soccer van, right. 612 00:33:35,200 --> 00:33:37,600 Well, mine were full color with the color of the teams and the 613 00:33:37,600 --> 00:33:39,120 name of the team on it and the whole bit. 614 00:33:39,120 --> 00:33:44,120 I mean, it look like NFL or, you know, ASL, what is that American 615 00:33:44,120 --> 00:33:46,280 Soccer League or whatever it is National Circuit League. 616 00:33:46,560 --> 00:33:50,000 And and so, you know, made those, gave them to the, the, 617 00:33:50,400 --> 00:33:53,200 the kids or the parents that, you know, were our customers. 618 00:33:53,520 --> 00:33:56,280 And again, it's just finding out, knowing something about 619 00:33:56,280 --> 00:33:59,560 them is more important than knowing all, you know, you know, 620 00:33:59,560 --> 00:34:03,160 because we want to connect level to level with people to be able 621 00:34:03,160 --> 00:34:07,880 to, you know, find out what it is that they like. 622 00:34:08,120 --> 00:34:11,000 And, and, you know, just so many different things that that I've 623 00:34:11,000 --> 00:34:14,639 learned in, in, in, in the same way people that Melanie and I, 624 00:34:14,639 --> 00:34:19,080 quote, call into the Kingdom. All right, we see somebody and, 625 00:34:19,080 --> 00:34:23,280 and we, you know, very cordial, whether it's at the real estate 626 00:34:23,280 --> 00:34:24,920 office or whatever the case may be. 627 00:34:24,920 --> 00:34:27,120 And I'll look at her and I'll say we're going to call them 628 00:34:27,120 --> 00:34:29,320 into the Kingdom. I'm going to call them into the 629 00:34:29,320 --> 00:34:30,760 Kingdom. And the Lord is going to give us 630 00:34:30,760 --> 00:34:33,960 opportunities to share with them and talk to them and tell our 631 00:34:33,960 --> 00:34:37,760 stories and all that stuff to be able to develop a relationship. 632 00:34:37,760 --> 00:34:41,000 But here's the thing. I want to know about them, you 633 00:34:41,000 --> 00:34:44,120 know, and I want to ask questions about them because 634 00:34:44,120 --> 00:34:47,239 they remember, they don't care what you know, They want to know 635 00:34:47,239 --> 00:34:49,840 how much you care. What's this relationship about? 636 00:34:49,840 --> 00:34:51,960 Is it all about money? Is it all about sales? 637 00:34:52,719 --> 00:34:56,120 Or is it about, you know, I care for you as a human And why don't 638 00:34:56,120 --> 00:34:57,840 you tell me a little bit about yourself? 639 00:34:58,440 --> 00:35:00,960 And I, I just, I, I get thrilled. 640 00:35:01,000 --> 00:35:05,280 I mean, you know, we have one particular educator in the, the 641 00:35:05,280 --> 00:35:10,480 real estate side of it. And I fell in love with him the 642 00:35:10,480 --> 00:35:11,680 very first time I heard him speaking. 643 00:35:11,680 --> 00:35:14,720 He was our instructor and we had to deal with him. 644 00:35:15,320 --> 00:35:18,360 Not only what was the first was it, it was a whole week, wasn't 645 00:35:18,360 --> 00:35:22,600 it 8 hours a day for the first week to, you know, get your 646 00:35:22,600 --> 00:35:25,440 test, OK, and you're going to take a test at the end of it. 647 00:35:25,440 --> 00:35:29,840 But he, he's just so funny, kind of military kind of pastoral 648 00:35:29,840 --> 00:35:31,560 coach, like, you know what I mean? 649 00:35:31,840 --> 00:35:36,200 Like y'all get upset, you know, when you know, I, I correct you 650 00:35:36,200 --> 00:35:39,040 about something, but you know, you let your, your kids get out 651 00:35:39,040 --> 00:35:41,600 there and get yelled at because they missed a, a ball or 652 00:35:41,600 --> 00:35:43,480 whatever the case may be. And you don't have no problem 653 00:35:43,480 --> 00:35:45,840 with that. And I have to agree that is 654 00:35:45,840 --> 00:35:47,880 weird. I don't know why we would do 655 00:35:47,880 --> 00:35:50,680 that. But so, you know, I hear, and I 656 00:35:50,680 --> 00:35:54,600 call him coach because he said he's using, you know, football 657 00:35:54,600 --> 00:36:00,040 vernacular in the class and, and, and I just hearing him and 658 00:36:00,040 --> 00:36:04,400 how he could quote the law and how he knew, you know, what 659 00:36:04,400 --> 00:36:09,000 chapter and what dot and what you know, Dash, it was in the 660 00:36:09,000 --> 00:36:10,680 law. And I just thought, man, this 661 00:36:10,680 --> 00:36:12,720 dude's a genius. I mean, you know, just being 662 00:36:12,720 --> 00:36:15,320 able to let us know. And he'd always get everybody 663 00:36:15,320 --> 00:36:18,280 back in center because every well, what about it it? 664 00:36:18,440 --> 00:36:22,960 And he goes, hey, hey, hey, hey. He said here's the book. 665 00:36:24,720 --> 00:36:29,320 I told you to put a blip on the notes that I'm telling you, 666 00:36:29,680 --> 00:36:32,520 'cause I'm here to help you pass a test. 667 00:36:33,240 --> 00:36:36,000 I'm not here to give you all the knowledge to be the world's 668 00:36:36,000 --> 00:36:39,760 greatest realtor. He said I want you to pass the 669 00:36:39,760 --> 00:36:41,680 test. That's what I'm going to do. 670 00:36:41,920 --> 00:36:45,200 So, you know, we quit asking dumb questions and we started 671 00:36:45,200 --> 00:36:49,360 putting blips little little little star or something by the 672 00:36:49,360 --> 00:36:52,400 points that he said would be on your test, because a test in, in 673 00:36:52,400 --> 00:36:58,600 real estate is it's 5000 questions, but you're tested on 674 00:36:58,600 --> 00:37:06,400 100. Now I did the odds on that on 675 00:37:08,080 --> 00:37:14,240 how would I know? I was studying what I needed to 676 00:37:14,240 --> 00:37:19,360 pass 100 questions out of 5000. You know, it's kind of reminded 677 00:37:19,360 --> 00:37:21,000 me. I, I went a little hitch in 678 00:37:21,000 --> 00:37:26,200 college and I took a class on art history and we looked at 700 679 00:37:26,200 --> 00:37:31,160 slides and we're tested on 7. Now should not have been a 680 00:37:31,160 --> 00:37:35,160 surprise to everybody that I made straight FS every test 681 00:37:35,920 --> 00:37:40,040 cause for some reason the seven I studied were somewhere mixed 682 00:37:40,040 --> 00:37:44,600 in that 700, but they weren't on the test day, right? 683 00:37:45,200 --> 00:37:47,960 So I'm thinking the same thing. I mean, I'm sitting in this 684 00:37:47,960 --> 00:37:52,840 little cubicle and they this is like military guards in this 685 00:37:52,840 --> 00:37:55,240 room. You know that you're taking you 686 00:37:55,240 --> 00:37:58,560 can't be looking around, you know, wondering what everybody 687 00:37:58,560 --> 00:38:00,240 else is doing. You're on a computer, you're 688 00:38:00,240 --> 00:38:02,360 doing it. And I I take the first one I get 689 00:38:02,480 --> 00:38:05,240 I and they say it's hundred hundred question test. 690 00:38:05,480 --> 00:38:14,000 Well, mine hits one O 1 answer that question. 691 00:38:16,080 --> 00:38:28,800 One O 2, answer that question. One O 3, raise my hand. 692 00:38:29,440 --> 00:38:32,160 In comes the monitor. Is there a problem? 693 00:38:32,280 --> 00:38:35,160 I said, am I taking the right test? 694 00:38:35,880 --> 00:38:40,200 Because I've been told this whole time it's 100 questions, 695 00:38:40,760 --> 00:38:45,920 I'm already on 104. And they said, well, we give you 696 00:38:45,920 --> 00:38:48,320 some questions, you know, to warm them up on. 697 00:38:49,280 --> 00:38:50,840 OK, well, I didn't see that anywhere. 698 00:38:51,160 --> 00:38:56,520 Didn't say it nowhere, you know, and I'm thinking, good night, 699 00:38:56,520 --> 00:38:59,320 man. I mean, you know, I'm just 700 00:38:59,320 --> 00:39:01,640 trying to make it through this deal and, you know, and I 701 00:39:01,640 --> 00:39:04,360 thought I probably failed, man. I probably did. 702 00:39:04,440 --> 00:39:08,040 And you know, Melanie's already out there, just a grinning, you 703 00:39:08,040 --> 00:39:09,760 know, she's already and found out. 704 00:39:09,760 --> 00:39:11,480 I didn't know you found out right then. 705 00:39:12,120 --> 00:39:14,800 And and I thought, and she goes, what's the matter? 706 00:39:14,800 --> 00:39:18,080 And I said, there's just a couple questions I don't think I 707 00:39:18,080 --> 00:39:22,240 got right, you know, And she goes, well, you passed and said, 708 00:39:22,520 --> 00:39:24,160 do I ever have to take this test again? 709 00:39:24,760 --> 00:39:28,240 That's what I wanted to know, you know, but The thing is, is 710 00:39:28,240 --> 00:39:31,680 that when I met coach and he was educating us to get this thing 711 00:39:31,680 --> 00:39:34,960 passed and we did. I just, you know, I, I just kept 712 00:39:34,960 --> 00:39:38,640 going to classes, CE classes with, with him in mind. 713 00:39:39,160 --> 00:39:41,400 And we started developing a relationship. 714 00:39:41,920 --> 00:39:45,280 And you know, and one time I was up there with a bunch of guys, 715 00:39:45,280 --> 00:39:48,520 we were asking some questions and he goes, Hey, I want to tell 716 00:39:48,520 --> 00:39:51,400 you guys a joke. And I said, is it an off color 717 00:39:51,400 --> 00:39:56,080 joke? And he goes, he goes, no, I 718 00:39:56,080 --> 00:40:00,840 said, well, I, you know, I said, I have a, a life that I'm 719 00:40:00,840 --> 00:40:02,840 living. And I said, I'm one of the 720 00:40:02,840 --> 00:40:04,480 leaders in the local church around here. 721 00:40:04,480 --> 00:40:06,240 And I'm standing and listening to those kind of jokes. 722 00:40:06,240 --> 00:40:07,800 He goes, what was the football joke? 723 00:40:08,320 --> 00:40:10,680 And it's not nasty. And it was, it was hilarious. 724 00:40:10,680 --> 00:40:13,320 OK, He went ahead and told it and he said, I just and he goes, 725 00:40:13,760 --> 00:40:17,760 so are you a reverend? And I go, as a matter of fact, I 726 00:40:17,760 --> 00:40:21,560 And now he calls me Rev. We've been to dinner with him and his 727 00:40:21,560 --> 00:40:24,360 wife several times. That's how the relationship 728 00:40:24,360 --> 00:40:26,800 grew. And they always look forward to 729 00:40:26,800 --> 00:40:30,000 going with us. And he always calls me Rev. And 730 00:40:30,000 --> 00:40:33,480 in class, he calls me Rev. He says Rev. Is that true or true? 731 00:40:34,920 --> 00:40:35,560 You know? Yeah. 732 00:40:35,560 --> 00:40:37,440 I asked a question. Is it true or true Rev? 733 00:40:37,840 --> 00:40:41,320 I said it's true, you know? And, and he and he goes, Rev, 734 00:40:42,400 --> 00:40:44,480 Why are you the only person shaking your head at this 735 00:40:44,480 --> 00:40:48,080 question? Cause that ain't the right 736 00:40:48,080 --> 00:40:52,440 answer. He goes true Rev and everybody 737 00:40:52,440 --> 00:40:55,880 else he goes Rev, got it. But you know, because I follow 738 00:40:55,880 --> 00:40:58,440 him close, you know, I want to know what the law says. 739 00:40:58,440 --> 00:41:01,120 I don't want to be out here messing around and then wind up 740 00:41:01,120 --> 00:41:03,160 with one of these people that, you know, had a great career and 741 00:41:03,160 --> 00:41:05,800 all of a sudden, next thing you know, DBPR is coming in and 742 00:41:06,000 --> 00:41:07,840 revoking your license for the rest of your life. 743 00:41:07,840 --> 00:41:12,760 And that'd be hard, you know, and, and it's happened and he 744 00:41:12,760 --> 00:41:14,520 tells the horror stories of it happening. 745 00:41:14,520 --> 00:41:17,680 And I'm thinking, oh, Lord Jesus, help me walk the the 746 00:41:17,800 --> 00:41:21,280 straight and narrow way, you know, and that but again, 747 00:41:21,280 --> 00:41:23,760 getting to know people, you know, talk to him. 748 00:41:24,720 --> 00:41:29,640 This is the biggest opportunity that anybody should have at 749 00:41:29,640 --> 00:41:35,080 Anchor Faith Church is that I know we all drawn to our 750 00:41:35,080 --> 00:41:39,040 friends, OK, that we're all drawn to, you know, those that 751 00:41:39,040 --> 00:41:42,280 that, that love us and we want to talk to him. 752 00:41:42,800 --> 00:41:45,400 But you got to get out of that. I mean, you know, Seth and I are 753 00:41:45,400 --> 00:41:47,680 talking about, you know, bringing some networking 754 00:41:47,680 --> 00:41:50,640 opportunities, you know, to Kingdom first Business Alliance. 755 00:41:50,920 --> 00:41:54,640 And but the first opportunities of networking you need is to 756 00:41:54,640 --> 00:41:56,920 greeting those people that are coming for the first time. 757 00:41:57,120 --> 00:41:59,600 And I'm telling you what, I'm seeing more people that I don't 758 00:41:59,600 --> 00:42:04,520 recognize in ages, and I'll go up and I'll introduce them. 759 00:42:04,760 --> 00:42:07,080 And then those, you know, that I've noticed have been coming 760 00:42:07,080 --> 00:42:09,800 and coming and coming, you know, and they're, you know, I said 761 00:42:10,160 --> 00:42:12,440 how many times you been here? You know, I'll start the 762 00:42:12,440 --> 00:42:14,000 conversation. My name is Randy Clay. 763 00:42:14,000 --> 00:42:17,160 I don't even introduce myself as Reverend, you know, I just say, 764 00:42:17,160 --> 00:42:20,880 hey, my name is Randy Clay. And yours is training Titus to 765 00:42:20,880 --> 00:42:23,720 do the exact same thing. Titus is hilarious. 766 00:42:24,160 --> 00:42:27,160 I mean, he goes into the county Commissioner's Office, walks up 767 00:42:27,160 --> 00:42:29,080 to one of the highest ranking dudes in there. 768 00:42:29,880 --> 00:42:32,000 My name is Titus Clay. What is yours? 769 00:42:33,240 --> 00:42:35,520 And and he drags, he drags Titus in. 770 00:42:35,520 --> 00:42:38,240 He says, why don't you meet a young man you we ain't got and 771 00:42:38,240 --> 00:42:39,560 we never seen around here before? 772 00:42:40,440 --> 00:42:41,920 I said. He asked me. 773 00:42:41,920 --> 00:42:44,280 He said he asked me my name, shook my hand and asked me if he 774 00:42:44,280 --> 00:42:47,440 could hold the door open for me. Where are these kids? 775 00:42:48,120 --> 00:42:51,240 You know? And, and so he sees, he sees 776 00:42:51,240 --> 00:42:52,840 enough to get it. He says, listen, listen, don't 777 00:42:52,840 --> 00:42:56,280 be afraid of people, all right? I don't care what they look 778 00:42:56,280 --> 00:43:00,280 like, how many tattoos they got, all right, what hairstyle they 779 00:43:00,280 --> 00:43:05,600 have or don't have. And we greet them and we get to 780 00:43:05,600 --> 00:43:08,480 know something about them. Because, see, people seem to 781 00:43:08,480 --> 00:43:15,280 gravitate to places they're celebrated, not tolerated. 782 00:43:17,760 --> 00:43:20,280 You get that. People will gravitate. 783 00:43:20,280 --> 00:43:25,040 They'll come to places that they feel celebrated, not tolerated. 784 00:43:25,440 --> 00:43:29,720 Because, you know, it's sad, sad to say that I have been in 785 00:43:29,720 --> 00:43:34,720 churches where, you know, they have their little cliques and 786 00:43:34,760 --> 00:43:36,880 their little groups over here, their little groups over here, 787 00:43:36,880 --> 00:43:41,400 and they don't let anybody in those groups and people come and 788 00:43:41,400 --> 00:43:44,800 nobody touch them. OK, that I'm looking for that. 789 00:43:45,640 --> 00:43:47,680 I'm looking for somebody that comes down, sits down by 790 00:43:47,680 --> 00:43:52,800 themselves, OK, Nobody during greet times going over and 791 00:43:52,800 --> 00:43:56,240 greeting or talking to them. I'm going to find a way to get 792 00:43:56,240 --> 00:43:58,520 over there one way or another. OK? 793 00:43:58,520 --> 00:44:01,080 If I'm over here, I'm just looking around, all right? 794 00:44:01,080 --> 00:44:02,920 Yeah, I'm. I'm hugging people, but I'm 795 00:44:02,920 --> 00:44:05,320 looking for the guests, you know, those that I don't 796 00:44:05,320 --> 00:44:09,080 recognize their faces because everyone in here ought to have a 797 00:44:09,080 --> 00:44:12,080 pretty good recognition system on them. 798 00:44:12,080 --> 00:44:15,600 Now, you've been here long enough that when people come in, 799 00:44:16,000 --> 00:44:18,040 you got an idea, I haven't seen them before. 800 00:44:19,080 --> 00:44:23,640 And then you go to them and all the busyness that you got right 801 00:44:23,960 --> 00:44:26,640 and you make them glad because I tell them, I said, I said this 802 00:44:26,640 --> 00:44:28,520 first time with this. And I've had several said, yeah, 803 00:44:28,560 --> 00:44:31,680 yeah, that's for our first time. I said, I am so honored you 804 00:44:31,680 --> 00:44:33,560 came. You could have gone anywhere 805 00:44:33,560 --> 00:44:37,160 today, but yet you chose came to be and come to be with us. 806 00:44:37,400 --> 00:44:39,040 I'm honored. And I thank you for coming. 807 00:44:39,120 --> 00:44:41,560 I want you to come back if you feel like it, all right? 808 00:44:41,720 --> 00:44:44,760 And just encourage them. Well, do you think they come 809 00:44:44,760 --> 00:44:46,440 back? Maybe. 810 00:44:47,240 --> 00:44:50,440 But if they sit there all alone and nobody said nothing to them, 811 00:44:51,400 --> 00:44:54,000 you know, but then, you know, there's been, you know, several 812 00:44:54,000 --> 00:44:57,360 that I've had an opportunity to talk to without the hall out. 813 00:44:57,360 --> 00:44:59,880 Out in the hall. They had it had one couple set 814 00:44:59,880 --> 00:45:03,280 back over here. And I didn't realize that, you 815 00:45:03,280 --> 00:45:05,200 know, they were getting pretty involved. 816 00:45:05,200 --> 00:45:08,800 I've just seen them and I remembered their names and they 817 00:45:08,800 --> 00:45:10,280 couldn't believe I remembered their names. 818 00:45:10,560 --> 00:45:12,560 I've got so many stories like that. 819 00:45:12,720 --> 00:45:18,240 Just the name because I had one little girl in Oklahoma and she 820 00:45:18,240 --> 00:45:21,160 was friend, She was a niece of a friend of ours and she came 821 00:45:21,160 --> 00:45:24,640 during the summer stay with her aunt and she was troubled. 822 00:45:24,640 --> 00:45:27,000 There was stuff going on in the family, the different things 823 00:45:27,000 --> 00:45:28,280 like that. But I remembered her name 824 00:45:28,280 --> 00:45:30,720 because the same as my Mama was the name Sherry. 825 00:45:31,840 --> 00:45:37,520 And she came six or so months later for a visit and I walked 826 00:45:37,520 --> 00:45:41,560 up to her and I said Sherry, it is so good to see you. 6 months 827 00:45:41,560 --> 00:45:44,760 later she just broke down and started bawling. 828 00:45:45,600 --> 00:45:50,000 She goes, I can't believe you remembered my name. 829 00:45:51,760 --> 00:45:56,920 I mean people, they just want to know, are they, are they noticed 830 00:45:56,920 --> 00:45:58,480 at all? Anchor Faith Church ought to be 831 00:45:58,480 --> 00:46:03,040 the place that we notice when people come in. 832 00:46:03,480 --> 00:46:07,480 We take that same thing into our business, you know, I mean, you 833 00:46:07,480 --> 00:46:09,600 know, getting to people that know people on a first name 834 00:46:09,600 --> 00:46:12,840 basis, you know, and when they come in, Melanie and I have been 835 00:46:12,840 --> 00:46:16,600 eating at the Calico Cactus. We go in. 836 00:46:16,600 --> 00:46:18,840 I know all of them by name, all right? 837 00:46:18,840 --> 00:46:20,480 They all greet us when we come in. 838 00:46:20,480 --> 00:46:24,840 They all yelling at us when we leave, you know, and I got to 839 00:46:24,840 --> 00:46:27,080 know the owner. I said I need to meet the owner. 840 00:46:27,320 --> 00:46:29,840 Well, he's not here. He lives in Tennessee. 841 00:46:29,840 --> 00:46:32,320 I said, does he ever come here? Yes, every other week. 842 00:46:32,600 --> 00:46:35,360 Great. So I'm sitting there, Melanie 843 00:46:35,360 --> 00:46:37,960 and I are having our little breakfast and our little coffee 844 00:46:38,400 --> 00:46:43,560 and all of a sudden in between us is a hand with a little they, 845 00:46:43,560 --> 00:46:47,400 they call them churro bars. And it, it's like a churro, you 846 00:46:47,400 --> 00:46:48,920 know, a little stick, but it's a bar. 847 00:46:49,120 --> 00:46:50,400 It's, and it goes right in there. 848 00:46:50,720 --> 00:46:54,160 And this man says, I noticed that you guys, you know, were 849 00:46:54,160 --> 00:46:57,600 saying grace and praying over your food and giving thanks. 850 00:46:57,800 --> 00:47:00,320 And he said, and I just wanted to say thanks for coming in 851 00:47:00,320 --> 00:47:02,800 today. I, I, dude, I whipped around. 852 00:47:03,640 --> 00:47:06,640 Are you the owner? And he goes, I am. 853 00:47:07,400 --> 00:47:10,440 And I said in your name in he says Scott Moore. 854 00:47:10,840 --> 00:47:12,160 Scott Moore. I'm Randy Clay. 855 00:47:12,920 --> 00:47:14,880 And I said, I'm it's a pleasure to meet you. 856 00:47:15,040 --> 00:47:16,880 Can we visit for you with you for a minute? 857 00:47:17,480 --> 00:47:22,040 Because see, he was one of the founders of the Maple Street 858 00:47:22,040 --> 00:47:25,920 Street Biscuit Company downtown. And he was telling us, he said 859 00:47:25,920 --> 00:47:32,200 we sold it the last couple of months of 2019. 860 00:47:33,520 --> 00:47:35,840 He said if we'd have gone through COVID, we'd have lost 861 00:47:35,840 --> 00:47:39,040 everything. But we sold it to the Cracker 862 00:47:39,040 --> 00:47:41,960 Barrel. And I thought, that's not good. 863 00:47:42,440 --> 00:47:44,720 I said, you know, 'cause one, they're going to change it to 864 00:47:44,720 --> 00:47:46,960 their old stuff and whatever they want and they're, we going 865 00:47:46,960 --> 00:47:50,320 to lose, you know, the flavor and everything else in that. 866 00:47:50,560 --> 00:47:53,560 But he got, he said, he said, yeah, it was a miracle. 867 00:47:53,880 --> 00:47:55,840 He said that we were able to do the deal. 868 00:47:55,840 --> 00:47:58,600 They wanted it and see, they got the pockets to be able to make 869 00:47:58,600 --> 00:48:01,000 through something like that. But we didn't have that. 870 00:48:01,280 --> 00:48:04,520 So he said I took the money and my part and he said, and I want 871 00:48:04,520 --> 00:48:07,680 to open up this little Taco shop and I said, well man, that's 872 00:48:07,680 --> 00:48:10,360 great. Well, he now we all text basis. 873 00:48:11,600 --> 00:48:13,960 All right, he texts me how you doing? 874 00:48:14,080 --> 00:48:16,360 I appreciate you looking over my store for me. 875 00:48:16,360 --> 00:48:19,040 I told him, I said, listen, I'm starting something new and we 876 00:48:19,040 --> 00:48:22,120 need to talk about this. I I said, I'm starting something 877 00:48:22,120 --> 00:48:27,000 new called area chaplains. I said, if your company ever 878 00:48:27,000 --> 00:48:31,560 needs a chaplain, I'm your guy. He goes, that's a great idea. 879 00:48:31,560 --> 00:48:34,000 Thanks. You know, 'cause let's say that 880 00:48:34,000 --> 00:48:36,360 some of his employees have a meltdown about something and 881 00:48:36,360 --> 00:48:38,080 they need to talk to somebody spiritual about it. 882 00:48:38,280 --> 00:48:41,680 I'll be your man. And I learned that from Peter 883 00:48:41,680 --> 00:48:46,360 Daniels because he said, go to go to a company and tell them 884 00:48:46,560 --> 00:48:49,520 that, you know, that you're available, you're from anger 885 00:48:49,520 --> 00:48:51,200 fake church and that you're available. 886 00:48:51,200 --> 00:48:53,880 That if anybody ever, you know, we have a catastrophe, we have 887 00:48:53,880 --> 00:48:57,400 something going on that if you need somebody to talk to them 888 00:48:57,400 --> 00:48:59,360 about it, you volunteer to do it. 889 00:49:00,640 --> 00:49:03,000 I said, it's a great idea. You know, it's a great idea. 890 00:49:03,240 --> 00:49:06,120 So, you know, looking at I told him, I said, I'll do that 891 00:49:06,120 --> 00:49:08,800 because he's got some, he's got some, some people that work 892 00:49:08,800 --> 00:49:14,120 there that you know, or living in, in lifestyles that the Bible 893 00:49:14,120 --> 00:49:16,320 doesn't approve of. But that's OK. 894 00:49:16,320 --> 00:49:19,200 Don't bother me. I said, because I'm going to be 895 00:49:19,200 --> 00:49:22,120 a light. And if I mess up on your 896 00:49:22,960 --> 00:49:26,440 pronoun, I don't know that I'm going to apologize. 897 00:49:26,880 --> 00:49:29,320 I'm just going to be an old man that don't know what he's 898 00:49:29,320 --> 00:49:32,960 talking about. I look really ignorant, OK, But 899 00:49:33,440 --> 00:49:36,360 you know, and, and you know, just having an opportunity. 900 00:49:36,560 --> 00:49:39,160 What you know, the manager of the store, there's two of them 901 00:49:39,520 --> 00:49:43,120 and one of the managers we were able to connect a little bit 902 00:49:43,120 --> 00:49:45,680 with and come to find out he loves going deer hunting. 903 00:49:45,880 --> 00:49:48,720 And when Melanie said I, I love the deer hunt. 904 00:49:49,040 --> 00:49:52,080 And, you know, this is what I and they started a conversation 905 00:49:52,080 --> 00:49:55,400 which I was totally left out of because I don't do no deer 906 00:49:55,400 --> 00:49:59,640 hunting and, and I just pay for the, you know, processing and, 907 00:49:59,840 --> 00:50:02,440 and drag them out of the woods after they're dead. 908 00:50:02,880 --> 00:50:05,480 OK. And, and, but they had a great 909 00:50:05,480 --> 00:50:08,280 conversation. But that was one more point that 910 00:50:08,280 --> 00:50:10,520 we got to know about him that we didn't know before. 911 00:50:10,840 --> 00:50:12,640 So, you know, we'll keep that in our minds. 912 00:50:12,640 --> 00:50:15,040 And the same thing, you know, just getting to know each of 913 00:50:15,040 --> 00:50:16,400 them, what they like, what they don't. 914 00:50:16,640 --> 00:50:19,720 And and there'll be times. I mean, you know, if I find out 915 00:50:19,720 --> 00:50:22,200 birthdays, I'm big on, Hey, happy birthday. 916 00:50:22,240 --> 00:50:23,440 What? How did you know it's my 917 00:50:23,440 --> 00:50:24,880 birthday? Well, I heard somebody talking 918 00:50:24,880 --> 00:50:29,040 about it, you know, or whatever. So really guys, that's in, in 919 00:50:29,040 --> 00:50:33,400 taking a look of understanding sales and and the importance is 920 00:50:33,400 --> 00:50:38,440 that that we need to think more about people than we think about 921 00:50:38,440 --> 00:50:40,600 the money. Because here's the bottom line 922 00:50:40,840 --> 00:50:44,520 is if we think about the people, the money will come people. 923 00:50:44,800 --> 00:50:49,720 If you show genuine care, you do things above and beyond the, the 924 00:50:49,720 --> 00:50:53,280 ordinary, what they expect from any other business type person 925 00:50:53,560 --> 00:50:57,240 and you do something that goes beyond that, that's remembered. 926 00:50:57,760 --> 00:50:59,520 And again, they'll want to do business with you. 927 00:51:00,080 --> 00:51:03,320 And, and so, you know, I just had it, you know, those few 928 00:51:03,320 --> 00:51:05,720 stories and everybody got a, you got an outline. 929 00:51:05,880 --> 00:51:08,280 Just look those over. This is just a reminder sheet of 930 00:51:08,280 --> 00:51:11,880 how you can get to know someone and, and, and spend some time, 931 00:51:12,600 --> 00:51:14,400 you know, just praying over them. 932 00:51:14,400 --> 00:51:17,200 You can use it to pray over them if they tell you something. 933 00:51:17,200 --> 00:51:19,800 I mean, I can't tell you how many times, you know, we showed 934 00:51:19,800 --> 00:51:22,040 interest in somebody and then they really opened up their 935 00:51:22,040 --> 00:51:25,440 heart and we were able to minister and talk to him about 936 00:51:25,440 --> 00:51:27,760 this is what the Bible says about your situation. 937 00:51:28,240 --> 00:51:31,200 And I do believe that if I'm not mistaken, that you want to see 938 00:51:31,200 --> 00:51:33,720 this result happen in this situation you're going through. 939 00:51:33,960 --> 00:51:37,600 So can we pray with you? And, you know, and I've never 940 00:51:37,600 --> 00:51:39,760 had any said, ah, you ain't praying for me. 941 00:51:40,240 --> 00:51:44,840 You know, never, I have never experienced somebody that was 942 00:51:44,840 --> 00:51:48,480 just, you know, hostile against showing that I care about your 943 00:51:48,480 --> 00:51:51,840 situation, you know, and I think I have something that might 944 00:51:51,840 --> 00:51:54,800 help. And so, you know, and, and and 945 00:51:54,800 --> 00:51:57,840 I'm, I'm here to help you if you want it, you know, and it may 946 00:51:57,840 --> 00:52:02,000 not be a bumper sticker or decal or a sign, but I may have 947 00:52:02,000 --> 00:52:05,040 something else that you need. And everybody needs Jesus, 948 00:52:05,040 --> 00:52:06,880 right. So that's what we've got. 949 00:52:06,880 --> 00:52:08,600 We've got to focus on. All right, let's pray. 950 00:52:08,920 --> 00:52:11,720 Hey, Father, we thank you and praise you that as tonight as we 951 00:52:11,720 --> 00:52:14,280 talk about the thing that is the most important to you is the 952 00:52:14,280 --> 00:52:18,320 lives of people. I'm appreciative of the the the 953 00:52:18,320 --> 00:52:21,240 opportunities and the things and looking forward to more and more 954 00:52:21,240 --> 00:52:23,920 of it as we're building the church, we're growing and the 955 00:52:23,920 --> 00:52:28,280 ministry itself. And I thank you that we're able 956 00:52:28,280 --> 00:52:32,520 to see the importance of people that that's what you came and 957 00:52:32,520 --> 00:52:34,400 died for. When it's all said and done, 958 00:52:34,400 --> 00:52:36,800 that's all you're going to have up there with you as people. 959 00:52:36,800 --> 00:52:39,160 And that's who we're going to be around is people. 960 00:52:39,720 --> 00:52:43,000 So Father God, let us take that same heart that you have is, is 961 00:52:43,000 --> 00:52:46,160 to see where people are and see how we can be a blessing and the 962 00:52:46,160 --> 00:52:49,200 things that you've blessed us with that we can, we can show 963 00:52:49,200 --> 00:52:53,320 them and share with them that we might be a light to their life. 964 00:52:53,880 --> 00:52:56,200 And Father, we want to thank you in advance for helping us grow 965 00:52:56,200 --> 00:52:59,120 this church and the businesses involved and that we can 966 00:52:59,120 --> 00:53:03,720 continue to see your, your harvest to us and, and, and the 967 00:53:03,720 --> 00:53:07,320 things that you want to see come to pass in our life individually 968 00:53:07,560 --> 00:53:09,960 and corporately. And so, father, we just blessed 969 00:53:09,960 --> 00:53:11,800 the, the those that attended tonight. 970 00:53:11,800 --> 00:53:14,760 We thank you for your blessings on their house, their bills are 971 00:53:14,760 --> 00:53:17,360 paid, their income needs are met. 972 00:53:17,560 --> 00:53:21,040 And in Jesus name, everything you said that we could have, we 973 00:53:21,040 --> 00:53:24,280 have in Jesus name, Amen. Amen.