The Entrepreneur Effect

The Entrepreneur Effect

You are dedicated and devoted to a life of developing new ideas and innovations. Willing to take calculated career risks achieving independent wealth and success. Then you are ready to experience…The Entrepreneur Effect. The Entrepreneur Effect will highlight opportunities for entrepreneurs in digital marketing through interesting, practical and thought-provoking interviews and monologues on strategic topics such as product, positioning, pricing, packaging and promotion. No matter the economic outlook, increase your income and be your own boss by listening to the Entrepreneur Effect.

Dush Ramachandran

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00:00                                     Want to learn how to do

00:01                                     to be an entrepreneur. You are dedicated and devoted to a life of developing new ideas and innovations, willing to take calculated career risks, achieving independent wealth and success. Then you are ready to experience the entrepreneur effect. Little highlight opportunities for entrepreneurs in digital marketing through interesting, practical and thought provoking interviews at monologues. Increase your income and be your own boss by listening to the entrepreneur

00:38                                     effect.

00:38                                     Please welcome your host, a 25 year veteran in sales management and business development. Josh Rama Shaundra. Hi, welcome to entrepreneur effect.

00:52                                     This is Josh from Chadron. My guest today is Jerry Brazy and he is, he’s got one of the most interesting stories I’ve ever heard, so I’m not gonna spoil it by trying to tell you what Jerry has done or whatever. Um, we’ll get into that during our conversation, but please join me in welcoming Jerry Brazy. Hi Jerry. Hi Doug. How are you? Doing well, thank you. Good. So you have an incredibly interesting story. Um, so without spoiling it for the audience, uh, I didn’t want to steal your thunder. So why don’t you tell us a little bit about how you started. Uh, you’ve, you’ve operated many businesses, so tell us how you got started and how you got into business. I got thank you for the opportunity. I got into business.

01:42                                     Uh, I come from, I have eight brothers and sisters and come from a very poor background. Uh, and so as a kid I spent a lot of time with my little brother and my older six brothers and sisters are less than a year apart. Um, my parents had six kids when they were 22 and then I came along seven years later and I have a little brother and little sister. So my little brother and I were a couple of partners in crime. And when you have that many brothers and sisters and you have a family that with, uh, with that many years in between, uh, the little guys, it’s a little hard to get food when there’s not a lot of it already. So my brothers, my little brother and I spent a lot of time, uh, stealing to eat and just kind of be in latchkey kids, uh, making, uh, making a life out for ourselves as much as we could, um, as, uh, as we were as we were young.

02:28                                     And then when we got to be 11 years old, I got my first job. So I had my first tax paying job as an 11 year old, if you can believe that Washington dishes at a local restaurant. And from then on, uh, I had money and every job I took, you know, I moved from that job to another job, any job that would pay me more money. As a 12 year old, I was getting on the bus at five 30 in the morning in uh, uh, in Portland, Oregon here to go downtown and to wash dishes all day, all Saturday and Sunday, the local international house of pancakes. And so they took that job because it paid me more. So while I was going to school during the week, I would go all weekend and I would work. And so when I got to be 28 years old, uh, I was working for different companies and, uh, it was managing the dispatch and operations of a transportation company.

03:20                                     And I was approached by, uh, an outside, um, group of investors that wanted to invest in me and to start a new company. I had gained a bit of a reputation around Portland, uh, for somebody who could do that. And so I took them up on it. And that was really, um, my, that’s really my, the beginning of you will for, for my entrepreneur spirit and kind of where I came from before that I had just worked for, for people. And again, I should say, um, as a 17 year old, I was living on the streets, uh, in a flop house, uh, that I shared with hookers and heroin addicts with one bathroom, you know, straight out of a bad seventies movie. Um, and that’s kind of my life until I was probably in my late teens, early twenties. And that’s when I really kind of settled down, got full time work.

04:10                                     And the, for me work and food have always been the same thing, right? You go to work, you get to eat. If you want to eat, you have to go to work. And so my background, if you will, in being an entrepreneur and really in doing what I’m doing here and talking to you is to, to let people know that there, that there is the possibility of a way out and there is a way to get there. And for me I was lucky because I knew how to work. And so my entrepreneurial journey started simply because I was not worried or scared about what might happen, mostly because of where I come from and I will. And I was not a scared, I was not scared of the work. And so that’s a, uh, 28 years old sitting in an office and I was staring at a, they had sent me a pro forma and they had sent me a, a, a the financials for what they thought this business would look like.

05:00                                     And I had no idea what I was looking at. Um, and that was an eye opener for me. And it was right there that I sat down and I said, you know what, I need to just shut up and listen. Pay attention to what everybody else was telling me. Cause I think I know everything. And in reality, I, I knew I knew a lot about one little thing and didn’t know anything about a lot of things. And so I kind of had that epiphany. Uh, I sat down and from there on, uh, the rest has been history. We started a business. Uh, I was in my almost 29 years old. The first business did $3 million. The first year. The investors didn’t have the money. They said they would. And so I retool. They came in and fired me exactly a year later. Uh, even though I had ran, I, like I said, I had done $3 million in revenue.

05:43                                     Uh, this was in a, uh, in a transportation company. And so they fired me. And 20 days later I went to all of my customers and I told them, look guys, I know I just moved you from the one company I used to work for. And then in to this new company, and I do a good job, you, but here’s what happened and I need to reinvest and I need to build a business all over again and I need you guys to let me work for you, but I need you to prepay me. These are banks, big banks, but I didn’t know any better. Right. I didn’t know, you know, as far as I was concerned, the question never asked is always no. So I went to them and I went fine. I’ll never forget. I went five for five that day and five for five.

06:21                                     I got these big banks to prepay me to go into business, uh, for, for the beginning month. And that prepayment went on for years and years. Finally, it died off, uh, probably a decade ago. But that was kind of how I got started. So at that point I was 29, almost 30, and we just celebrated our 20th year in business. Uh, and along the way, I’ve owned real estate to convenience stores, car washes, gas stations, uh, residentials, developments, you name it. If I thought I could make money, actually I should say if I thought I could make or lose money as the case may be, I did it. So, you know, in five minutes, that’s kind of my story and how I got started. Wonderful. So with that, with that background, um, I mean you’ve, you’ve learned a lot of things. You’ve, I’m sure you’ve made some mistakes and you’ve, you’ve won more than you’ve lost for sure.

07:17                                     Um, so if you were to, if you were to encounter your 17 year old self, what advice would you give him? As I had an inherent, I don’t know where this came from, but inherently I knew to work and to work hard and I also didn’t care and I don’t know where this comes from and this is probably if I could bottle something and sell it, uh, as advice for people who want to be successful. I did not care what everyone else was doing. So for me, I would take a job and I don’t know that I ever had a job that I didn’t get promoted at. I don’t remember not having one. And so no matter what somebody needed to do, regardless of whether or not it was my job to do it, I went and did it. And so if I were to offer advice to even the 17 year old me, I would do that probably much more strenuously than I then even I did it cause we get so caught up in whose responsibilities are what and who’s supposed to do what work.

08:22                                     And then, uh, when that doesn’t happen, there’s a whole bunch of drama and a whole bunch of emotion behind it and a whole bunch of bad feelings and all of these things that have no value. But as a street kid, uh, who again, who, who stole food to eat, I didn’t, I was, I didn’t have any of those hangups because I always saw work as food. And so the, I figured the harder I worked in, the more I did, the more money I was going to get. I didn’t realize it again inherently that this was going to be a three or a five or a 10 year process before you really see that take shape. But slowly, incrementally I was making improvements on my income simply because I was always willing to do whatever was asked of me with no concern about what anybody else was doing.

09:06                                     So probably if I could bottle something, if I could go back to the 17 year old Jerry, I would take that and try to put that on steroids. Okay. And so would you, would you advise this 17 year old Jerry to, to not worry, um, I mean, what, what have you discovered now that looking back you say, gosh, I wish I hadn’t, you know, worried so much or uh, done this so much or done that so much or I wish I had done more of this, or whatever. Anything that you would change, like, yeah, that’s it. That’s a great question. I would, when you, when you’re poor and you grow up the way that I did, you’re, you’re taught that you can’t get anywhere. The system teaches you, society teaches you. And I think it’s even worse today because, but you’re taught and told that you can’t get anywhere.

09:56                                     So when you’re faced at and you come out of that poverty and all you do is see people around you who are just like, just like that. Um, it’s very hard to see outside of that. That’s why we have, you know, I call it, uh, institutional, generational poverty. I mean, this poverty never changes. And I know great grandparents and grandparents and parents and children and then a gray and then grandchildren and great grandchildren. I mean there’s, I just turned 50 years old and I know people who, uh, have great grandchildren that are my age because you’re just taught, it’s the system, right? Every 16 years, a new child is born in every 16 years a new child is born. So you’re talking about teenage mothers and you’re talking about, uh, you know, fathers that, uh, that before they’re 18 or 19 years old, none of that benefits you in the long run, but, but no one’s really telling you that that’s the way that the system is going to work against you.

10:52                                     So battling that, uh, understanding that, again, I use the word inherently all the time. I don’t know where I got it, but for me that is probably one of the critical pieces was overcoming what I had been taught, which is that there’s no option. You know, you’re told there’s some fat cat in a far away city that controls everything that you do and the reality is is that that there are a lot of excuses from that perspective. I never had any because I was in survival mode all of the time, so I never, I never made any of those excuses. Got it. Absolutely. Yeah. Great. Well, we’ll come back and continue our conversation with Jerry Brazy. Stay tuned. We’ll be right back after a short break. Stay tuned for more of the entrepreneur effect when we return

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14:08                                     you are experiencing the entrepreneur effect only on webmaster radio dot. F that is good. Robuchon

14:18                                     welcome back. This is dish Ramachandran with entrepreneur effect. My guest today is Jerry Brazy

14:24                                     who started a poor and built amazing businesses. And this is a fascinating conversation. Um, so Jerry, before the break we were talking about, you know, how, how you grew up, you know, from, from a very modest family background and then, uh, you worked your way to, uh, owning businesses and creating, creating wealth. Um, so tell us now, is there anything that you’re doing today? Uh, it was probably a lot of things that you’re doing today that you had absolutely no concept of. Maybe 20 years ago. Is there anything that has changed so profoundly in your life, whether it’s, you know, things you enjoy or the work that you do or anything like that, that 20 years ago you had absolutely no concept of has, has the world changed so dramatically?

15:24                                     I think personally, yes. I, uh, and that again, a great question because I, when I was 21 years old, I just understood I needed to buy a house. I wasn’t even sure why I needed to buy a house. And I can tell you as a, as a 21 year old, I didn’t know what interest rates were. I didn’t know how mortgages work. I didn’t know how reifies worked. I had no idea how the financial industry worked at all. I mean, I was an uneducated, again, a poor kid that had no direction. But again, it seemed to make sense that I needed to buy a house. And so I bought a house at 21 years old when I was sitting there staring at financials. I had no idea what those were. I didn’t know how numbers work. I didn’t know how refiles work. Like I said, I used my house to refi my business originally three different times I was learning on the fly.

16:13                                     And that’s such a good question too because part of my message is that you don’t have to know there’s, you know, you can be like me and, and literally not understand anything put in front of you as a 20 year old. But I was a sponge. Anything I could get ahold of I was hungry for. And so I would read or listen to whatever it is that I thought could help me get ahead. And my education came as I worked. I was patient. I didn’t know it at the time that I was patient, but I just took the next job and paid attention and the next job and paid attention. And every job that I took taught me more and more and more and prepared me for the world and tell, like I said, at 28 years old, that’s when my education really began. And so the amount of things that I, man, I honestly, I didn’t even know what the term entrepreneur meant.

17:00                                     I’d never heard that as a kid. I didn’t know what that, what that word. I knew what rich and poor was, but I had no sense of what an entrepreneur was. So this has been for me, a huge learning curve, but at the same time, I’ll tell you the key to that for me was that I never said I was too dumb to know what I didn’t know. I was too dumb to know that you couldn’t do $3 million your first year in business. We did 3 million. Our first year. We did 6 million. Our second year we did 9 million our third year and 14 million our fourth year. I had no sense that the average business size was 450 $500,000 a year. And so part of not knowing anything, I think helped me from that perspective. Uh, for what I didn’t know. So I didn’t know how, you know, again, I could go on and on.

17:44                                     I know how developments happen. I don’t know how gas stations were ran. I did any of the things that I, management companies, investments, any of that. I had no idea. I learned as I went, made my mistakes, learn from them, and then move forward. So a lot of what, uh, of the person that I am today has come from that practical experience that I, that, you know, really started as, as, as a very young kid, uh, that was fairly independent. Uh, it didn’t have a lot of people watching what he was doing, uh, and was able to kind of navigate through life and learn lessons the hard way.

18:16                                     Excellent. And so now, today, with all of the things that, uh, you’re engaged in, um, are there any lessons learned, any skills developed during your early days of struggle that you still use to this day? So I say,

18:35                                     uh, I’ve told this story many times when I was 16 years old, I took a job at McDonald’s and working at McDonald’s, McDonald’s limits you to no more than 32 hours. So they, they didn’t do well, at least this was when I was 16 years old and they did because they didn’t want to have any full time employees. So there was always a, for people who wanted to work, you are doing everything you can to get hours. And so I would put my hand up for anything that needed to be done. If they needed a shift covered, call me. Uh, if you need somebody to stay late, my hand would go up immediately. I just never said no. And next thing I know I got promoted and then, you know, they needed the vats cleaned. If you can imagine cleaning bats at a, uh, uh, at a McDonald’s, uh, and not only did I clean the vats, but I did it in half the time and then they need the shake machine done so, and then they need somebody to work at midnight in the, in the, you know, minus 30 degree cooler.

19:25                                     And I took all I just said yes constantly. And every time I said yes and I took on the work and I didn’t complain and I improved on the time that it was done previously. And I went on to the next thing. I saw this huge benefit. So I took that, that I learned at McDonald’s, the, the program, the, the, the, the lessons I learned at McDonald’s. And I have instituted those across every company. I’ve either worked for every company I’ve owned. And I’ll tell you that I still use skills. I learned at McDonald’s when I was 16 years old running my companies today. And I have since the beginning and this year we’ll top a $500 million in revenue, uh, for the 20 years. So a lot of work has come through the door in those years and a lot of it was learned doing those kinds of, if we’ll call them menial jobs, which I think are critical and have a ton of benefit, um, may not be immediately right. But you derive it in the short and the longterm.

20:19                                     Right. Now what I’m, I mean, given your varied skills and your background, what kind of, what aspects of your work do you enjoy the most? Do you enjoy planning or is it the actual rolling up the sleeves and getting the work done? Uh, what do you prefer? What do you really, really enjoy?

20:37                                     I’m, I’m a, I’m a little bit biased about this. I enjoy working in the business and, and I’m not one of these that believes about working on your business, not in your business because I’ve not been able to figure out how to really have my finger on the pulse of the company without actually working in the company. And so I spend probably 50 or 60% of my time working inside of my operating companies, uh, and maybe 40% on the outside doing the periphery work. And I find that, uh, that for me that seems to be a perfect match. The times that I have kind of listened to popular thinking and, and taking myself out of it and working more on the business than in the business the business has suffered. So as a small business owner, if you will, that’s owned as many businesses as I have. Anytime I tried to turn that over to somebody and this could be reflective on me at for sure. Anytime I’ve tried to turn that sentence over to somebody a hundred percent, um, it never worked out as well as if I was involved. Not necessarily run in it, but if I was involved.

21:43                                     Okay. And so, uh, tell us about your current business. What, what is, what is the current business that you’re engaged in?

21:50                                     So I own, uh, currently I own a large transportation company. We work, uh, in Oregon, Washington and Idaho, and we have everything from big trucks on the road that, uh, that run line hauls all the way down to bikes in downtown Portland. So I have a, uh, about 160 odd employees that work in 60 some cities, uh, all over the Northwest. Um, and that’s been the business that I started 20 years ago. We also have a fairly significant, uh, um, development business, uh, you know, where we build residential lots for national, uh, national builders. Uh, and then of course I have a fairly significant commercial and industrial real estate portfolio that we manage in house.

22:34                                     Okay. And all of these businesses you’ve built from the ground up, obviously, did you, did you grow your businesses through acquisition at all? Were there any other businesses or companies that you acquired along the way? Yeah, we’ve had small ad-ons, I think I’ve bought six

22:52                                     sure. Seven businesses in the 20 years. So there have been nothing really significant. Probably the biggest, uh, chunk I took, the biggest bite I took, I would say a is I bought a three and a half million dollar company when we were doing about 13 and a half million dollars a year. Uh, so, you know, a good sized, uh, business for us, uh, based on my history. Uh, the thing was about that business though, I spent a lot of time looking at it in three and a half million dollars. I really only bought about a million dollars of the revenue and the rest had to go because it was a, it was unprofitable, but that’s probably the biggest one we’ve done. Then most of the other ones are nice add ons, you know, six or $800,000 million dollar a year companies.

23:34                                     Okay. And so all your businesses fall under either, uh, real estate, um, as in ownership of, um,

23:46                                     commercial, residential real estate or it is a transportation, uh, whether it’s big trucks on the highway or um, bike messengers or whatever, it’s all in those two categories. Would that be a fair thing to say? Yeah. Up until the last, uh, let’s see, a couple years ago I divest. I owned, like I said, car washes and gas stations and convenience stores, uh, for the better part of a decade and made many acquisitions in that, in that area, and then sold it all here a couple of years ago. Okay, great. Well, we’ll take a short break and come back. We’ll continue our conversation with Jerry Brazy. Stay tuned. We’ll be right back.

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26:44                                     go to well, you’ll have to see for yourself. You can’t win if you don’t enter. Deadline for entries is May 31st, 2019 go to web and sign up today. You are experiencing the entrepreneur effect only on webmaster radio dot F at is, gosh, Robuchon and welcome back. This is [inaudible] with entrepreneur effect. My guest today is Jerry Brazy, who has had phenomenal success, this building

27:15                                     many, many companies in a wide variety of areas, including transportation, real estate and so on. And I’m coming from a very poor background where, uh, as he himself tells the story, had to steal to eat when he was, uh, when he was a young boy and built all these businesses. So, uh, Jerry, you know, before the break we were talking about, um, you know, your growth, uh, of the business, um, and you know, the, the, the various things that you’ve accomplished. So if you were to single out one character trait in yourself, um, that really you, you would, you would say was responsible for your success, what would that be? That is, uh, there it’s a tie, but I’ll give you one in that saying yes. So I, I never say no to work. Uh, I’m a, I’m a very hard worker. I don’t mind putting in the hours, but every job that I’ve had, uh, and I alluded to this earlier and that has led me to where I am, is that I just say yes, I’m not, I’m not.

28:29                                     Um, I’m not, I guess I’m not scared to say yes. I’m not scared to go into some place that I don’t understand. I’m not scared to be wrong. And so for me saying yes and looking at everything, regardless of whether or not I knew anything about it and my willingness then to accept that I didn’t know anything about it and to learn from others as probably is what’s taken me into other areas and, and, and has, has, has given me the experience that I have. So I would say just even as a young kid working, like I said, I just always said yes, if you needed help, I just say yes. Um, and that has benefited me probably as much as my work ethic, which really is, uh, is second to none. I would say for my, just speaking for myself, um, because building these companies over the years has required significant amount of time. Sure. And so, uh, you know, the question that always comes up when somebody is a very hard worker and has created so much from so little a, the question that always comes up is how did you balance work and life? I mean, surely you’ve built a family, you’ve, you’ve had, um, you know, personal

29:42                                     relationships. How do you balance, uh, in a world that requires, I mean, to, to, to achieve everything that you’ve achieved. You’ve had to have worked extraordinarily long hours, um, you know, learning the different businesses and becoming successful at them. How did you balance that out with a personal life or, um, you know, a social life or anything like that?

30:03                                     The, the, the best thing that I did, the smartest decision I’ve made probably in my career that’s helped me get where I am is that I didn’t get married until I was 28 years old. So I was old enough to have a little bit more maturity. I did get married, like most of my friends and most of my family got married as teenagers. I waited until I was 28 years old. And then the person I married, uh, understood who I was. And I’ll tell you what the, for me, there was only work in home. That’s the other thing. So there was nothing ever in between. It’s either I was at work or I was at home and my wife understood, uh, what I was trying to do and she’s very independent herself. And so she’s very supportive of what I’m doing. Uh, as an example, when my kids were little, I just graduated my third child and, and that’s the last one in the house.

30:50                                     He’s 18 years old. And my wife would, would load them all up in the car and she would bring them to me wherever I was at work and would bring a little picnic lunch and all summer long we would spend all this time together, uh, doing these picnics and then they would leave. And, and, and I would go back to work. And I say the answer to that question is that it is quantity over quality. And I always went for quality time, uh, at the expense of quantity time. But I think quantity time is a, is is a misnomer because so many times we say, I have to get home only to put the kids to bed and sit down and watch television. I never did that. And I’ll say, I never missed a sporting event. I never missed herbicidal. I never missed a dance, I never missed anything.

31:32                                     I would leave work, go to it, be there and make sure I was known and then turn around and come back. And the other thing I did was I was always, I was always home at eight 30 at night because that’s what time Mike, my kids went to bed. And so I made a point to make sure I was home. Now I may go back to work, I may go downstairs and work, but I always made a point that my children saw me every single day, got a kiss on the forehead, sing them a little song before they went to sleep. And I saw them every single day. So my kids I don’t believe suffered from a lack of time from their dad. Even though I was working 16, 18 hour days, I made sure that I made time for them across the board and, and my children are fantastic and I think the benefit, uh, has proven out over the years. And again, it’s that quality, that quality time, uh, over quantity time. And I really concentrated on making sure that when I was giving them, when they had time, it was my time. You know, they’ve got 100% of my time and my wife the same. The same would be true. So quality over quantity is really what I went for in my personal life and that seems to have worked out.

32:34                                     Wonderful. Jerry, thank you so much for taking the time. This was fantastic and I appreciate your sharing

32:40                                     your, your knowledge and your wealth and wisdom with us. Thank you. Appreciate it. Thank you very much. Thank you.

33:03                                     [inaudible] [inaudible] [inaudible] the

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