Zac: Okay, well this is Built by Liquidation, a reselling and liquidation podcast. Today we've got Tom Schultz from Liquidation Motivation on. Tom, really quick, the basic intro, give us a little bit of a backstory history of Tom, how you got started, and what exactly is Liquidation Motivation.

Tom- Liquidation Motivation: Well, I mean liquidation motivation is a I mean it's kind of a plethora of things right now. It's you know, it's evolved over the years. You know, I started out in just the resale industry, which led me to liquidation, which led me to starting a YouTube channel, which led me to bin stores, which led me, you know, which led me into TikTok, led me into whatnot. So, you know, currently, you know, we're a YouTube channel. We own a bunch of bin stores. We do truckload sales, we do pallet sales, we do TikTok live, whatnot live, live auctions, high bid auctions, and and it's you know It's like w we've just kind of evolved into how many different revenue sources, eBay, can we can we make, you know, in the liquidation business? And I think right now we're up to like fourteen different revenue sources. And you know, the business is good right now and everything seems to be working. So that's a quick synopsis.

Zac: That's awesome. Yeah, no, that's perfect. I mean, listen, you you're doing every just about every aspect of the industry. I don't think there's a single thing. I don't think you mentioned like FBA or anything, but other than other than Amazon, I think you're touching on just about every which way you can possibly move product in this industry. And you know, we've we've touched on every every bit ourselves throughout the years. We've pivoted and tried new things. I think at one point we were doing all of those at once and I know how difficult it is on the inside. so let's with all of those things going on, how many employees do you currently have?

Tom- Liquidation Motivation: Probably between all the stores, maybe about a hundred employees? You know, between

Zac: Okay. Well that's not a small business anymore, is it? You get to call yourself like a big business, I think, after a hundred. So how do you find a hundred people that are capable and competent? That's over we've done this for thirteen years and one of my biggest struggles and I've I've every now and then it clicks for us, right? We have like a good strong team and then it's it fizzles out or whatever, whether we close that part of the business or those people, you know, graduate to something else. How do you How do you maintain a hundred people across all these businesses and find these, I assume, competent people to work for you?

Tom- Liquidation Motivation: Well, I mean I think that we have different levels in our company, you know. I mean at the at the top we have super strong, competent people. You know, I'm a big I'm a big fan of partners and finding, you know, if I I build a business and I find a partner to run the business who's super competent, but below them, you know, we might have a little bit of a revolving door. I mean we we try our best you know, to take care of all of our employees and and, you know, make sure they're happy. You know, I I don't rule as an executioner, you know, as far as my management style. I'm just a super nice guy. I mean that doesn't mean that I can't terminate somebody or or

Zac: Yeah.

Tom- Liquidation Motivation: or or or take on, you know, a situation that might be challenging. I'm fine doing all that kind of stuff. But, you know, I'm just a nice guy. I I can f I can hire you, I'm nice, but when I fire you I'm nice too and just say

Zac: Yeah.

Tom- Liquidation Motivation: we gotta separate ways. So it's not the easiest thing You know, I I mean especially in our business where, you know, the majority of people are making minimum wage or or or just above minimum wage. You know, in Florida minimum wage is fifteen dollars an hour, you know, so it's a it's a lot more than some of the other states.

Zac: Yeah.

Tom- Liquidation Motivation: so they they are making a pretty fair wage as a beginning person. But but you know, I mean I encourage all my employees to leave me, you know. You know, I I I'm gonna teach you the business. You're gonna learn this business while you're working for me, and then go do it on your own. If you think you can be successful, go do it on your own. And we encourage people to do that. You know, I mean I I want everybody to win, everybody succeed. Now, you know, my my management, anybody who's working in management for me, I have a good manager at my warehouse, you know, I've I have a good managers. and all my bin stores, you know, they those are the people that I really focus on trying to take care of and making sure that they, you know, they live they they earn a fair wage, right? That they that they can enjoy the things that that they really produce for me, right? Like, you know, that they should be you know, last year we t we we took our warehouse on a cruise. You know, th we we do things like that to try to make people

Zac: Yeah.

Tom- Liquidation Motivation: want to work there and and happy to work there. And I mean the job's not always easy. The job the job can get tough sometimes and and sometimes if you don't get a load on time you might be loading bins until midnight, you know? I mean that's just part of the business. And and

Zac: Yeah.

Tom- Liquidation Motivation: as long as you treat your employees fairly, they're gonna they're gonna they're gonna reciprocate that. Now there is a little bit of a revolving door like I said. and and you do lose the minimum wage workers every once in a while, you know, but for the most part, you know, we just just grow a business that everybody's happy. They do their job. If you do your job, there's going to be no problems. And if you're not going to do your job, we're just going to smile and say, hey, we're going to move on from you and hire somebody else in their place. You know, it's tough when you, you know, they always say like you lose 50% of your employees a year, but I think that that's your first year in business. You're going to lose a lot of people 'Cause we don't know how good a workers they are, right? You never know how good a workers are. I don't care how good the interview is. Man, I had a guy who told me he went to Harvard and I'm like, why the hell you applying with me? You know? He wanted to be a manager for me. And you know, and he was the worst worker I've ever seen in my life. Never you never know how anybody's gonna be when you hire But after after six weeks, eight weeks, you know exactly who they are. So you you you you know, you get rid of the bottom ten percent and you just y until you get a whole staff that's pretty good, you know. And we don't gotta be great. This is liquidation. We're dumping shit in bins and selling it for more money than we bought it for. You know,

Zac: Yeah.

Tom- Liquidation Motivation: we just gotta be pretty good at what we do and and I think that you know that's how that's how we've built some good teams and and have successful successful stores.

Zac: Yeah. No, I think you get the nail on the head. I mean, it's it's definitely it's not a difficult business, but you have to be willing to put in the work and just have hustle. I tell people all the time, I can teach you what you need to know. I can teach you how to process, I can teach you how to fill the bins. I just I can't teach hustle. You either come with it or you don't. And I can't use you if you don't have hustle. That's everything else is teachable, it's learnable, but having like giving effort and having hustle just it's not a teachable thing. You just you have or you don't.

Tom- Liquidation Motivation: Yeah, without a doubt. I mean you know what I love is I love hiring like people that worked in fast food, but th that they work somewhere for like two years. Because if you work fast food, you are busting your ass the whole time. There there's no downtime. You're just there's always a line of customers and you you gotta you know, you gotta flip the burger, put the fries down, take take the cash

Zac: Yeah.

Tom- Liquidation Motivation: register. You you're always busting and if you can do a couple years in fast food, you can work just about in any hustle business and you know, so I I I like that mentality, you know, of hiring

Zac: Yeah.

Tom- Liquidation Motivation: these people. people that have proven themselves to you know, to be able to put in the hustle.

Zac: Hundred percent. so you've got a a bunch of employees which I I commend. 'cause I I have kind of pivoted our business to the complete opposite and we've completely shrunk our footprint on how many people that we need and in the warehouse space. but one thing, you know, when I when I talk to people and when when your name comes up in conversation, usually good things, but it's always the bin store, right? It's always the size of the stores. Now I am not a fan of the bin store model at all. I've never been. We've got a bin store today and we only have it because the product aligned with the building that we were able to purchase and it is it it has a lifespan to it. I already have an end date. I know when that store is going to close. It is simply a tool for the short term to pull out a lot of cash. But You've got a bunch of stores and you've got stores that are massive. I think the last time we talked, the last video I saw, I think was like 86,000 square feet. And then you were talking about like a hundred thousand square feet plus. So I want your opinion or I want I guess, yeah, your opinion was why why the big store? How do you fill the store? And then how do you keep these locations from getting burnt out, right? Like We're selling stuff that people don't necessarily need, right? This is all crap that people want. Or you know what I'm saying? It's not, it's not, it's not paper towels typically. It's not food unless you do food days. But we are selling items that are not necessities. And how do you keep at that size? I mean, you gotta tell me how many loads you're using per store. how do you keep these people coming back every single week and keeping that like excitement going?

Tom- Liquidation Motivation: Yeah, I mean so I'm sitting right now in the world's largest I'm calling it the I think it's the world's largest bin store, hundred hundred and ten thousand square feet. You know, we have two hundred and fifty bins. It probably takes us four plus truckloads to fill a week. But I mean w you know, everybody thinks bigger is harder. I think smaller is harder. I mean, you know, everybody everybody talks about how the bin store idea is dead, the bin store concept is dead, but it's not. It's one hundred percent not. It's that people are underfunded, undercapitalized, and they're too small. So I don't know how many bins you have in your bin store, but if if you're running you know, if you're running a bin store with twenty bins and it takes you 12 pallets a week to fill the bins. First of all, you're scrambling to get those 12 pallets because you're not a you're not a big buyer, right? You're not buying I mean, you're normally not buying truckloads. And anybody, anybody smaller than a truckload has to go do the scramble. I call it the scramble. That means you call Tom and say, Tom, what do you got for loads? And I say, I don't got nothing this week. And then you call Zach. And then you go buy a process load that nobody wants, and you do horrible on it, so you lose money. And you you continue

Zac: Mm-hmm.

Tom- Liquidation Motivation: to do that day in and day n you know plus you maybe you run the operation poorly which a lot of people do. You know, we offer we offer advice on our channel all the time on how to operate it. And then people call me up and say, hey, we're failing, we're losing money. I'm like, are you operating it like we're telling you? Like, no, we're

Zac: Ha.

Tom- Liquidation Motivation: not. Well, I mean, I don't I don't know what else to tell you. We've done hundreds and hundreds and hundreds of videos on how to operate these stores, and all of our stores are successful. And, you know, I mean, I I think size matters, man. I mean,

Zac: Yeah.

Tom- Liquidation Motivation: everybody would probably agree, size matters. When you get to be bigger,

Zac: Yeah.

Tom- Liquidation Motivation: this one store takes four truckloads a week, which is what, fifty, sixty thousand? With the merchandise.

Zac: Yeah.

Tom- Liquidation Motivation: You know, what if I came to you, Zach, and said I need to spend sixty thousand dollars a week, are you gonna take my phone call? You're definitely gonna take my phone call. If

Zac: For sure.

Tom- Liquidation Motivation: I come to you and say I need to spend, you know, I want I want six pallets because I got a tiny bin store, you I mean, you're gonna take the deal, but it's nothing that's gonna, you know, gonna change your business. It's it you there's

Zac: Correct.

Tom- Liquidation Motivation: zero impact on these smaller stores on guys like you and me in the business and the bigger sellers that that want to move loads that have Have the good loads, right? You gotta be

Zac: Yeah.

Tom- Liquidation Motivation: big enough. So I'd I recommend you have to buy put at least one truckload a week in your bins. I like bigger. I think bigger the better. And who it you know, in our in our town right here, I think there's four or five bin stores. You know, we have five hundred people lined up every every week because we're the biggest, because we have the most product. We don't pick the product, it's not processed. So you're gonna find

Zac: So you're straight dumping raw product.

Tom- Liquidation Motivation: straight don't get me wrong i see a thousand dollar macbook i'm pulling that out don't get me wrong but but we're

Zac: Gotta okay.

Tom- Liquidation Motivation: not we're not we might pull four items a week out of the bins where the rest is going in there i mean the impact on the customer is just incredible that the you know if a customer finds a two hundred dollar item for twelve bucks I mean they're gonna tell thirty people

Zac: A hundred percent.

Tom- Liquidation Motivation: They're gonna tell so many people and that's worth more than pulling it out and trying to s you know, have it sit on a shelf, a retail shelf. I don't do retail. We do zero retail in our stores. No hybrids.

Zac: Don't do any retail. So no hybrid models in the store at all. When I walk into your store, it is pure bins the whole way out.

Tom- Liquidation Motivation: Pure bins. I mean, I listen, Black Friday down the road, just shut down. They they you know, th they're supposed to be one of the biggest and the most successful bin store companies in in the nation, you know, but they pull fifty percent of the stuff off the brent bins, price it and put it on the shelf. When they do their showcase, that stuff's not in the bins, that stuff's on the shelves. You know, everything you see in our showcase, I don't care if it's a three hundred dollar shark vacuum cleaner, it's in the bins. It's in the bins. We did a commercial when we first opened. It's in the bins. It's in the bins.

Zac: Yeah.

Tom- Liquidation Motivation: We throw everything in the bins. And and when you when you stray, we have a a pricing model that goes all the way down to 50 cents. You know, we we empty the bins every week. People that leave their stuff in the bins every week are making mistakes. You know, the leftovers. We throw it out. We literally throw it in the garbage or we or we give it away. We we have people come And picking up the pallets of our leftovers. You know, it's fresh product every week. It's large. It's more than a truckload. It's, you know, and I think those are the kind of principles that make a successful bin store. Everybody tries to do it differently. And I'm not saying my only concept works. There's other concepts that work too. It's just all my stores are successful. We when when we bought our bin store in in Atlanta, you know, we walked into a lady that said they're they lost money two years in a row. Two years in a row and that store is like thirty thousand square feet.

Zac: Yeah.

Tom- Liquidation Motivation: we you know they they flew me up there to to to pick my brain and give them advice. By the end of the

Zac: Mm-hmm.

Tom- Liquidation Motivation: conversation I said, listen, if you guys if you can't make it work, I'll buy the store.

Zac: Just by the store. Yeah.

Tom- Liquidation Motivation: And you can buy a bin store for just about nothing because it's if if if you've got a bin store and you're losing money and you got three years left on your lease. which is

Zac: Yeah.

Tom- Liquidation Motivation: twenty thousand dollars a month or whatever it is, right? You know, you you don't want to be in you you're willing to give it away almost, you know. And so we go in there, we we make what we think is a fair offer. We buy the bin store, week number one, we make ten thousand dollars profit. And that's net

Zac: Yeah.

Tom- Liquidation Motivation: profit. And if I could touch on that real quick, Zach, you know, I'm gonna

Zac: Yeah.

Tom- Liquidation Motivation: talk real numbers here. Mega bin store.

Zac: Well, hey, before we do numbers, I wanna I wanna clarify and I 'cause I I do love numbers. That's one thing that this industry is not known for is giving numbers. And 'cause you know anytime I give real numbers, I get so much crap about the numbers

Tom- Liquidation Motivation: Yeah.

Zac: because people are offended that I make like our model is so much different than anybody's and it's 'cause I, you know, it's the way I am, but I c they hate my profit. Like They're insulted by the fact that I made X amount of money on somebody and I I don't understand it. So I love people that give numbers, but you I want to make sure this gets highlighted to people because I never really thought about it that way. but I I mean, obviously the small, small stores like 3,000 square feet do not work. You start you made a great point with b if you're unable to buy the underfunded part, right? A lot of people and we've we've talked about this in videos also. I think it's the easiest concept in liquidation to start a bin store is because the concept is literally dump your crap into the bins. But and it's one of the cheapest concepts to start overall, because I mean you can almost get bins for free if you don't want to build them. And that's really the store is bins and a register and bags. But what people don't understand is you have to have the ability, whether you and we can go back and forth on how much product to put out, but regardless of what How much you're putting out, you have to be able to buy at the very least in truckload quantity. Because to your point, yes, I would rather have your phone call for multiple reasons. One, it's 60 grand. Two, I get no complaints from you. You don't care when like you want the product to show up on time, but guess what? You probably have a backlog. So no matter if my stuff shows up this week or next, you're covered. You're not waiting to the last minute. Not only is that six pallet order, you know, probably less than three thousand dollars. But if the it doesn't show up, they call me on a Wednesday and they need it Thursday afternoon and if they don't get it, their business is closed that week. So not only are you the like the smallest purchase in my Rolodex, whatever you want to call it, you're also the biggest headache and my biggest stress. Cause I I ne I I I won't take those deals anymore. Not because of the money. I'm I wanna help anybody no matter the size, but when you put your lack of preparation on me and it causes me undue stress. Listen, here's Tom's number. He would love he would love to help.

Tom- Liquidation Motivation: Yeah.

Zac: he'll take the stress. Like, I'll pass that buck down the road to somebody else. No, be able to buy if you don't start the business with enough to buy a week or at least I think the week you're on and the following week, you're not ready to start the business. I mean, that's just find something else. Start slower, buy like save your capital and invest it when you're ready. Don't don't rush into it. But To your point, going back to yours opening weekend, it's a ten thousand dollar net profit. Share some numbers with people watching.

Tom- Liquidation Motivation: I mean so I mean that particular store does maybe between forty and fifty thousand dollars a week in sales now that ever since the day we opened. You know, they were

Zac: Okay.

Tom- Liquidation Motivation: the store before us was like loading loading the bins right to the top and making it level with the top, and they were sorting the shoes and sorting everything out and putting the food in and separate bins and spending all this time

Zac: Categorizing it almost.

Tom- Liquidation Motivation: all this time and labor doing that. Where we walk in there, we fill the bins full. And then we

Zac: well.

Tom- Liquidation Motivation: we don't sort nothing. I don't I I don't like I'm not a fan of sorting nothing. Now, don't get me wrong, I give my my partners, you know, freedom to do whatever the hell they want, right? We start the store together, you're running it, you do whatever the hell you want. This is my recommendation. Don't sort anything. Don't sort anything. Just dump it. Just dump it. You're gonna cut down on labor. People people will be digging through the bins. If they find a c a case of soda and they're a Red Bull, they're gonna buy it. You know, they it doesn't need to be all in one section. I like the treasure hunt part of bin stores, you know. So that I mean that store does, you know. somewhere between forty and fifty thousand, but like in this big store that we're in right now, and this is my model that I want to keep opening is large stores like this. We're working on working on another large location right now. You know, this store will do a hundred thousand dollars in sales a week. $100,000 in sales a week. And there's some weeks we've done over $120,000 in sales. Now, when when your cost of goods is $60,000, your rent, you know, might be five or ten thousand. Ours, ours is a we have a very favorable rent here. You know, it's we we priced it right. We look for temporary rental spaces that I think aren't gonna be rented out anytime in the near future. You can walk in kind of like a spirit Halloween thought pattern and do a You know, you can get at a very favorable rate. you know, when you when you do the math, where you know, we have a good staff here. Our staff might cost us I think it costs us thirteen or fourteen thousand dollars a week for all the labor, but that includes paying me and that includes paying the manager. I mean my partner that runs the the store. You know, when everything is done, you know, w we've we profit between twenty-five and thirty thousand dollars a week. When thing let me let me make something clear.

Zac: Okay, I was doing the math. I was like, Okay.

Tom- Liquidation Motivation: When when the Yeah. When the loads are right, we make twenty-five to thirty thousand dollars a week net. Net. Not gross. Everybody says gross. No, not gross. Net. Now, are there weeks where, you know, something gets delayed or or you get a maybe you get an FC load that's all food, you know? Does that happen? Yeah. Are there weeks where we've I don't I don't even I mean we've been open here almost one year in this big store. I don't know if we've ever lost money, but we've we've made nothing a few weeks. So I don't wanna say

Zac: Broke even weekend.

Tom- Liquidation Motivation: that happens every week. But right now the loads are plentiful, the loads are everywhere. You you know, everybody's selling loads, the prices are coming down, you know? So

Zac: Prices are not even coming down. They're hitting rock bottom right now.

Tom- Liquidation Motivation: Rock bottom, maybe everybody. I'm telling you if you want FC right now, they're everywhere. And I've I've been and I've s I've you know pe the you know one year ago we were paying six percent for FC. We they went up to eight, you know, some people were higher than eight. They went down to seven, now it's at six, and I don't even know if it's gonna drop lower than that. But they're back down to reality, and you can make a lot of money in a bin store. You can make a lot of money in the bin store. Just just stay out of my cities, that's all I ask.

Zac: Yeah. Just now you primarily work in the malls too, right? So you're going into the big mall spaces and and getting and getting those

Tom- Liquidation Motivation: I find that the malls so the malls you have the parking. You know, I know that you know, you don't want to get open a bin store in a place without parking with with with limited parking. I know I know there's a lot of people out there that have had problems with parking. Some people the city have got on them because people are parking in the streets. You know, you you wanna be with you know, h thousands of parking spots. And you know, on s we our first day here at this store is Saturday when we have five hundred people in line, you know, you need a lot of parking. You need a lot of parking.

Zac: It's an incredible amount of people. How are you getting those people? But are you doing any kind of Facebook advertising? I know you've mentioned marketplace before, but what kind of advertising are you doing to get these people in and get it keeping them coming back every day?

Tom- Liquidation Motivation: Yeah, I think we do something that most people don't do is so we have two paid actors that come in every

Zac: Okay.

Tom- Liquidation Motivation: week and we do a we do a showcase video every week of the product that's going in the bins. And they're spectacular. They're they're fantastic. And then after we do the showcase video, we we we do a commercial. We film a commercial every week. So we have new commercials every week and then we have the new showcase every week. So then we do paid ads on the commercial, you know, during the week so people can see it. And we t try to make it funny and witty and, you know, you know, entertaining. the talent I mean the talent, you know, I think we As far as costs, I I I forget it's I think we pay like three hundred dollars for the night to to come in and do all the filming. But you know, they're professionals, th they know what to do. They can they can play a country girl or she can play a city slicker, you know. He he's he's a you know, he's a talent the guy we have a guy and a gal, the guy the guy's a singer. So, you know, if we did like an Elvis commercial one time.

Zac: Ha ha.

Tom- Liquidation Motivation: You know, so so we do a lot of promotions. So we we do a lot of promotions, but when your revenues that high you can afford to

Zac: Yeah.

Tom- Liquidation Motivation: do Do these kind of promotions. Facebook we we do a lot on Facebook, promoted ads on Facebook. We enter, we put all of our ads into all the local groups, you know. Like our local yard sale group has 50,000 people in it. So we'd put the posting in there. we we promote it. So I think a hundred bucks a day we promote our commercial for. So we're always putting the message out there. We do TikTok videos. When you do Facebook, it also goes on Instagram. So we're hitting all the socials that we can in order to drive customers. customer flow into the store. But but it's ri but you're right, it's really the the product. You know, I I just think the product People will make people buy, but you still gotta remind them that you're there. You know, somebody you know, if you're if you're not seeing s some form of advertising for us every week,

Zac: Yeah.

Tom- Liquidation Motivation: you know, we wanna r we wanna remind people that the deals are here at Ben Chasers. You know, you're gonna get the best bargains. Coming on Saturday, there's fifty thousand new items at twelve bucks. It's a super bargain. So we do a lot of promotions. that helps us out with our success. And people, you know, people that aren't doing marketing, you know, are just missing the boat, you know, they just They have a 80,000 square foot bin store. They only did TikTok for their opening and they had,

Zac: Wow.

Tom- Liquidation Motivation: I don't know, seven, eight hundred people in line. I did a video on

Zac: Yeah.

Tom- Liquidation Motivation: that. They were that was an incredible opening, you know, and you know, it's so so there's there's a lot of ways to skin a cat here, but you have to

Zac: Yeah.

Tom- Liquidation Motivation: be marketing, you have to be promoting. You know, what what we found out is like, you know, our our our our demographics were like thirty To 65 was our and it's women, 35 to 65 women. And so we do a lot of our targeted ads at that age group. 35,

Zac: Those people.

Tom- Liquidation Motivation: 65 women, because a woman sees the ad, you know, sees the deals, tells her husband, let's go down to Ben Chasers on, you know, on the weekend, or let's go on Dollar

Zac: Yeah.

Tom- Liquidation Motivation: Day. I mean, our our dollar, between Dollar Day and 50 Cent Day, we do we sell 20,000 items on those two days in this store. You know, so you know, we we found a model, I mean, all of our medium sized. bin stores work and make money, but nothing

Zac: Yeah.

Tom- Liquidation Motivation: like the big one. And so now this is my new model. This is what I only want to do. And you know, w would I do a fifty thousand square foot bin store? Probably. You know, but my real goal is to do the as big as I can get them. Yeah. Yeah.

Zac: The big ones. So how many what's the plan? We'll get away from bin stores maybe for a second. I have one other question. But how how big? How many stores? What's the what's the end goal for bin stores? Are you just gonna keep going until

Tom- Liquidation Motivation: I I think it's more of an opportunity thing, right? I'm I'm I'm

Zac: huh.

Tom- Liquidation Motivation: working on opening one in Jacksonville, Florida, a mega bin store right now, just because I moved there this weekend, I moved there. So I plan on putting one there. but other than that, like if if somebody were to call me and say I have a forty thousand square foot bin store and my rent is fifteen thousand a month and we're failing and I'm losing money. I would try to buy that business out and open a new store. I really don't care where it's at, what location it's in. I don't care if it's in a bad part. I've I have been stores in a the worst town of America and they do

Zac: Yeah.

Tom- Liquidation Motivation: great. I have been stores in rich parts of America, they do great. I don't care where it's at. When people say you want to be in lone comarias, they're crazy. It doesn't you

Zac: Yeah.

Tom- Liquidation Motivation: know it's the price conscious consumer that buys at bin stores. It's not poor people. I don't know why people have this fallacy that it's poor people. It's not. It's price conscious consumers. You know, when I had no money, I was a bargain shopper. Now I have quite a bit of money and I'm a bargain shopper. It doesn't change. It doesn't change.

Zac: Yeah.

Tom- Liquidation Motivation: I can afford more expensive stuff, but I'm still looking for a bargain. I'm not paying retail on anything. You know, I mean

Zac: Yeah, I have a like we're the like when I when i when I was younger and I didn't have any money, I was always y pinching pennies to make things work and now we've got money. I can afford to do just about anything I want and I still like it bothers me to pay retail to some degree. And there's some days when I'm like, screw it, I want I wanna make sure this item works. I don't wanna have any issues when I get home. I just wanna pay retail or I don't even wanna see people just order stuff to the house. but no I agree you know the Yeah. I don't think it's poor people buying at bin stores. I think you're right. There's a there's a level of like price conscious people that want and some people just want to friggin' bargain, right? Like some people just want like they that's their thrill, that's their drug, is like the thrill of the hunt. I think it's kinda wild. I'm sure you have the same customers every week that aren't resellers. Like I have my resellers, I know you're reselling, I love you, I don't like have any problems with it. We had a I had someone come on that had an issue with resellers in their bins. I didn't understand why. but there's some people I know they're not resellers and I know they're just s hoarding this crap at home. Like, what like why? I hate stuff. Like, I don't like stuff at my house. I don't want if I don't touch something for three months, I throw it out 'cause why do I need it? it just baffles me. Some of these people, like, they come in week after week and they're what are you doing with this stuff? I just put it in the closet. Okay.

Tom- Liquidation Motivation: Yeah.

Zac: Well, you know, you do you.

Tom- Liquidation Motivation: Or they're they're shopping for Christmas all year long or they're you know, I know one time I I had this lady that bought a lot of stuff from me and and I knew her her name was Rosie and sh unfortunately she passed away and I went to a storage unit auction and I bought a s I bought a whole bunch of storage units, like seven units, and one of them I get in there and and I find mail and it's this Rosie lady. And this thing was packed to the s everything she ever bought from me was in a storage unit. She she must

Zac: Yeah.

Tom- Liquidation Motivation: be buying and just putting them in the storage unit. Some people People got I mean, I think some people have addictions to you

Zac: Yeah.

Tom- Liquidation Motivation: know, those are the hoarders or all the shows that we've seen. Some people are are are looking for bargains. Some p I love resellers. I mean I would I would take a room full of resellers in a second, you know, let them find the bargains here. But you know, people just love bargains and the we get Christmas shoppers all year round. We get you know, I mean I mean obviously we get a big boost in the in the holiday time, but You know, I mean I mean there's so many different reasons why people shop in these stores, but the bottom line is it's you know, if you're price conscious, you're price conscious. You you go go to the Salvation Army. Go to the Salvation Army or Goodwill and look at the cars in the parking lot. I guarantee you you see a BMW, a Mercedes-Benz, you see car payments everywhere. You don't see beat up cars in the parking lot. That's not who shops there, you know. That you know, typically a poor person is looking to to to try to look richer than they are. You know, I mean I

Zac: Yeah.

Tom- Liquidation Motivation: this shirt is four. And eighty eight cents from Walmart. That's you know, that's all I wear. I mean, I'm gonna

Zac: Yeah.

Tom- Liquidation Motivation: sweat through it anyways every day. Why am I buying a hundred dollar shirt? I can afford a hundred dollar shirt any day I want, but that's not I'm I'm a price conscious consumer. I don't want to I I I work my ass off for my money. I don't want to spend blow my money on on stuff I don't need. You know, I've I I've really learned that principle in life. And you know, maybe I mean we I grew up in a in a frugal family, right? My dad was a military man, an army man, and we didn't make any money back in the 80s, man. He didn't you can

Zac: Yeah.

Tom- Liquidation Motivation: look that up. They didn't get paid nothing.

Zac: Yeah, it's it's already hard enough to make it. Let's not make it harder on ourselves by buying crap that we don't need. you know, I don't need to look rich if I like I know what I'm worth and I don't if you you know, you don't need to know or if you do like it looks different to other peop to different people. so the last question I had about the bin store is and you you kinda answered it, but do you a lot of people they mix LP and they mix F C Y it sounds like you're right now with the price of F C just dumping straight raw F C. Are you blending any programs together? Is there a certain mix that you like to do, or is it just all one program all the time?

Tom- Liquidation Motivation: No, we we we mix some programs. We we get some lower value lower price stuff truckloads also. So we we buy like some Home Depot truckloads that I think you know are pulled off of so so the the buyer probably takes all the larger tools in that and then we buy all the smalls for for

Zac: Okay.

Tom- Liquidation Motivation: a good value. We we mix that truckload in, we buy an auction Leftovers, so medium size auction so we have an auction house that that you know if they can't scan an item they won't put it in their auctions and then we buy their leftovers at a good price. Now I see those loads out there for fifty five hundred dollars. I'm I'm not paying anywhere near that. I found a good price.

Zac: Yeah.

Tom- Liquidation Motivation: And and you know th this is another thing that I that I do when you find a good load, you hold on to it for dear life and you never let go of it. You never let go of it and you gotta buy it all out. You gotta buy it all out. So I mean that's why we We have the different facets of our business where we sell truckloads, sell pallets, and then you know who gets the loads first? Our bin stores. Our bin stores gets the loads first. But we have extra loads because we bought out a contract or we bought out a you know a supplier or a 3PL and we're getting loads every week that we don't need, so we have to sell those off. But we buy them out. When you get a good load, you gotta buy the hell out of it. You can't you can't let anybody else buy it. You can't let anybody else foot in the door. If you're buying one load If they're getting two loads a week and you're buying one of you know, somebody else is buying the other one, that other other that other person can take take the deal from you. You gotta buy it all. So

Zac: Yep. No, you make a good point. I I hear you preach that a lot and it's a fair point. And 'cause as soon as you get rolling on a program in this industry, you can I mean, in my experience over the last twelve years, you can put an end date on that. I don't know what the end date is, but somewhere down the road that program is ending or it's changing in a way that you're not prepared for or whatever. So we talk about the sweet spot, I think that's your terminology for it. I I think it's a fair enough a fair enough term. but when you when you're in these sweet spots and you have these programs, that's when you can feel yourself and it feels like you're just printing money every week, that like take advantage of it because in two months, in a month, nine whatever, it's going away and you're gonna have to re reevaluate and find a new program. that's just what happens. I mean, I've done this for for so long. We rode the target case pack wave. We we've ridden several Amazon we we I don't know if you ever bought Phoenix 6 out of Arizona, the LPN program. We rode that way for almost a full year at like 4% of retail. I mean, it was the best LPN I've ever seen in my entire

Tom- Liquidation Motivation: Yeah.

Zac: life. The amount of top-in on that on those loads blows everything away. I was spoiled. At at 4%, right? Like you you will never see that again. That is that is gone. And we have to accept that move on, but When we print money, and this is my, you know, our advice is we pull that money out, let's put it somewhere else. It's a little more stable. We buy a ton of real estate with it. Every single year we buy as much as we can, and it's been growing and growing. But when you're in these sweet spots, don't assume it's there forever. Don't I watch a lot of people you can tell when they're in a sweet spot because they start immediately expanding their overhead. They start moving into bigger buildings, and then their sweet spot ends and they're stuck with. The buildings and these leases that it sounds like you're taking over for some people because they sign these five-year leases from these bin stores. They they sign personal guarantees, which a lot of people don't always realize when they're signing a lease. You need to make sure if you can avoid signing a personal guarantee, avoid it at all costs. Because if your business fails, you're still on the hook yourself after after trying to get out of that lease. so That's our bin store portion. unless you have anything you wanna add about bin stores and opening or closing or you know, a pitch to people.

Tom- Liquidation Motivation: Well, I mean I I I to touch on what you just said there, you know, that the there was a time when I when I had a load that I made a lot of money on, about ten thousand dollars profit a week. And I relied on that income as my livelihood and source of source of income. You know, that went away. And then I was stuck, you know, trying to scramble. And, you know, I even had conversations with my staff about what happened. And, you know, do I need to lay people off? Do I you know, so you gotta position yourself where you have several lines of income in your business. And and you know, that's why I talk about the 14 different incomes we have I will never let that happen to myself again that was you know that that ate up 80% of my income and now you know now we have FC LPN we do e scrap we do you know we do a lot of different things in the industry and and so if one goes down for a little while you know we we can we can absorb that so yeah don't rely on one load you're right you're a hundred percent right you're gonna lose you might get outbid or you might have to you know who knows what you know the worst thing in the business I think is like you're buying a contract regularly for a year and then somebody else comes in and pays more for it but you know and maybe they don't offer it to you for more or match the price or whatever and

Zac: Yeah.

Tom- Liquidation Motivation: all of a sudden you don't have the load anymore. You j we just need the loads. We just need the the loads to dump in there. So

Zac: Just need product. Well, it's like the Target, right? Like the Target I mean, we used to make a ton of money on Target and Target at the retail level has changed how they process and give us their returns. And that's not someone on the the liquidation side going, Hey, I'm pulling all the good crap out of the loads. That's Target saying, Hey, we've we've gotta find a better way to recover our money and we're gonna start changing the way we do our returns or we we we let this stuff go to liquidation. So even if it's not a situation of someone outbidding you, I mean these retailers, it is their it is someone's job to recover as much money as possible from their returns or from their overstock. Like they're not just giving it to us at five, six percent out of the goodness of their hearts. That's the only option they currently have. The day comes when Amazon has has some way of getting 12% for FC or 15% for FC, say goodbye. Like it will go away. I don't see it happening for a very long time, but you never know. The second they figure it out, we will all be made aware very quickly because we won't get those loads anymore. so we have 14

Tom- Liquidation Motivation: Yeah.

Zac: 14 other streams of revenue. We've spent 30 minutes talking about the main one, obviously. but throw throw me a couple other ones. I know we we've you've talked palette sales, we I kind of consider whatnot and TikTok almost the same because they're both live selling. Let's touch on those is I think last year every reseller and their brother flooded to whatnot, or every liquidator did at least. I mean everybody I know was gung ho one hundred and ten percent. I mean I think everybody changed their business model to to hit on whatnot. TikTok seems to be about the s similar, I guess, right now, but how's whatnot going? How has it changed over the last year? How much of your business is coming from that, or is it more Hey, we need another stream to move these F C loads and whatnot, TikTok are taking that over.

Tom- Liquidation Motivation: Well, so my live streaming we bring in, you know, somewhere between probably ten and twenty thousand dollars a week in sales on the on the two platforms. We we started off heavy and whatnot and I think we have like fifty thousand followers on that. It might be more now, I I haven't looked at it in a while. Because my daughter kind of manages that. And then when TikTok started their live selling, you know, they reached out to us to partner with them and try to promote the TikTok. So we s we we were doing whatnot and TikTok at the same time. What we found is that we were getting about 25% more revenue out of TikTok than we were whatnot. And

Zac: Over.

Tom- Liquidation Motivation: you know, so it just made sense to not do whatnot and just do more TikTok. Now I will say now TikTok is very challenging for liquidators because TikTok kinda has a has like an Amazon policy, you know, you know, being ungated in categories where whatnot

Zac: Okay.

Tom- Liquidation Motivation: doesn't. So you can You can sell something on there and find out you're not ungated and then get suspended from TikTok real fast. And that happened to us a lot. And so, you know, and we have a direct lines of communication with corporate TikTok and we're explaining them that, you know, you you want us to promote TikTok to other liquidators, but yet this

Zac: Yeah.

Tom- Liquidation Motivation: is not liquidation friendly. And and they say in about a week they're gonna come out with new rules for liquidators where we can,

Zac: Okay.

Tom- Liquidation Motivation: you know I mean when you buy a when you buy a an FC truckload, you have literally every category. category in the world in there, right? But yet

Zac: Correct.

Tom- Liquidation Motivation: we can't use those invoices to get ungated in them. So they're gonna come out with new rules. I mean I understand why they do this. They did this because TikTok shops, you know, branding just like Amazon. You can't sell Heinz catch up on Amazon because the Heinz company makes sure that they're the only ones who sells it, right? TikTok had the same thing with TikTok shops, but now they're in the live selling and they brought the same rules over and it's kind of screwed up their whole live selling scenario. So now we're back on what not And when we're not suspended, we are selling on TikTok. But we're we've s opened up a second whatnot channel now. So now we have three channels going all the time. Two whatnot, one TikTok. We'll open another TikTok channel when they get everything figured out. So when it's

Zac: Yeah.

Tom- Liquidation Motivation: a little more user friendly. But but it it really is i it's you you don't make How do I want to say this? You don't make a lot of return as far as a percentage wire on your product, but it's just volume. How fast can you move products through the the live selling app? How fast can you sell things and and how much can you can you go through? And you know, w I mean we ship I mean we have problems with the post office 'cause we ship too much. Their trucks

Zac: No.

Tom- Liquidation Motivation: can't, you know, can't hold enough product. You know, they they sent us

Zac: You know.

Tom- Liquidation Motivation: a small one to start and then a bigger and bigger. Now they're on great big trucks and we still don't have enough room under trucks to ship all of our products every day. So I mean I I love the live selling platforms. I really wish hope TikTok will get everything fixed so that we can go more on there. It's just it's just a bigger platform with more follower, more

Zac: Yeah.

Tom- Liquidation Motivation: users and you know, so we we really want to to build on TikTok I mean right now we're having to do whatnot also. So I mean th th you know, it's not it hasn't been a smooth road, a smooth sailing w with with what with TikTok, but you know, I I hope someday we'll get there.

Zac: For sure. So you mentioned twenty-five percent more revenue on TikTok than whatnot. When you say twenty-five percent more, you're s physically selling, you're able to sell through twenty-five percent more, or you're getting a twenty-five percent higher recovery on your item on TikTok.

Tom- Liquidation Motivation: No recovery.

Zac: So when we did whatnot, we did what not for about four months. We ran no three months, we ran like half million dollars in sales through the platform, which s to anybody watching is a lot of money that's a lot of revenue. And I think anybody else would have been probably Content with the numbers. My problem is like we make more money doing other things with less time and overhead. But our average recovery was about 32% of retail across the board. That's having electronics in the mix, that's having so I some stuff would obviously go for 60, 70%, some stuff 10% of retail. But our average recovery over a three-month time span was about 32, 32.5% of retail. What are you guys seeing on whatnot? today versus TikTok. Are you s are you tracking that metric or how do you track

Tom- Liquidation Motivation: Well, everything that we buy we don't buy anything that's manifested, so we really don't know what our what what percent of retail we're even buying at. We you know, I mean, you know, the loads that we get are all unmanifested, you know, fifty thousand items in a truckload. You don't know what's maybe not fifty thousand, twenty five thousand items in a truckload, we don't know what's in

Zac: Yeah.

Tom- Liquidation Motivation: there. We don't know what are we just know what we paid overall and, you know, we do we do a P and L every week on on the live selling platform and, you know, we're consistently making, you know, three to five thousand dollars a week at it, you know, and and I have to put zero time and effort into it, unfortunately.

Zac: Yeah.

Tom- Liquidation Motivation: Fortunately the company can pay managers to manage it and and and you know, talent to to we call talent, the people that are on screen. And then we have sorters that just sort all day long for the for the three channels. you know, it it it's a profitable endeavor and as long as I'm making money at it, I'll you know, I'll keep doing it. And you know, it's I I mean I I you know, everything seems to be profitable right now. As long I mean loads are plentiful. So as long as loads are plentiful, life is good, right?

Zac: Yeah, there's a lot of product on the market right now. As long as you have it it comes back to having the right the right staff and the right team in place. 'Cause if you have the right team and it's no obviously it doesn't sound like it's any effort to you on your it's not taking any stress on your day or any extra work on your day, it doesn't really matter as long as it's profitable, you're content. w I I mean we we we struggled for three months to build a team that could handle me stepping away. Like I'm in the mix with you. I when I when we start something, it's go bigger, go home, I'll be in the mix. I will do every aspect of the job while we're training new people. And then at some point I have to build it like pull out, hand it off to you, and after a few months of trying to get different teams in place, we just couldn't. And as much revenue as we were running through it, my time is is spent better in other aspects of the business. So we it came down to us just not not thinking not really feeling that the value is there. but I know a lot of people having a lot of success. You know that that it is their full it is their full business is is live selling. So on the

Tom- Liquidation Motivation: Zach Zach, if I could say like like you know, I my my goal in business is that I don't wanna have to be anywhere. You know, I don't wanna be accountable for anything. And and you know, and so I've gotten so every facet of my business, I'm not I don't have to do anything. I mean I'm I am the the the upper level manager that's that's that's steering the ship. I'm the captain of the ship, but everybody else down below is working. And and I and I you know, I don't you know, like the only thing I on my schedule every week is I do a podcast every week, you know? And and I'm never on time for that. So it's like

Zac: listen, if Esteban hadn't texted me, I I don't know why what was in my mind. I had four o'clock. I it's on my calendar for th for three, but in my mind it was four o'clock and if he hadn't texted me at two fifty eight, it would have j the day would've just gone and kept going and it would have been

Tom- Liquidation Motivation: Yeah.

Zac: a hundred percent missed. So

Tom- Liquidation Motivation: Yeah. So and I think it's important to get, you know, you everybody can get to that level. You can get to that level. It takes a long time. I mean, for twenty years I worked seven days a week and never stopped hustling, man. Never stopped I own lots of businesses, restaurants, nightclubs, liquidation business. You know, I just never stopped hustling, but I built it up to where now, you know, I can afford to pay people decent money to run and then I can pull myself out. You know, I you know, there I envision myself, you know, working, you know, working from home, working, you know working from the beach, working from vacation or on a cruise ship, you know. I mean, but but it it took twenty years to get here. It took a long time to get here and and you know I'm finally at that level and I I try to pull myself out of everything. If I can't make money at something and build it with these other people, I'm not you know, I'm not building it. I'm not building it.

Zac: Correct. Yeah. No, I mean that's my philosophy and I don't I have not I mean we've we've tried for twelve years to to keep building teams that can take it over and you know, I'm I'm so grateful to my nineteen year old self that had the like the the capacity to realize that for me real estate was that vehicle versus trying to build teams to build this liquidation business because we've had teams, we've had great teams and then the product changes and then we have to pivot. Right. And we'll get into pallet sales. That's how we started Initially we obviously we bought individual items and and resold, but we got into the palette business and we had great team for that. I mean we had the same lines you hear about you have for your for your bin store. We had our we had the same we had two hundred people in line every Tuesday for our pallet sales. I mean massive. And I mean I felt the the industry kind of changing to where I didn't think pallet sales would be as profitable, right? And we made we we made that pivot from pallet sales to brokering truckloads and that was for the time that we did it, that was the most profitable thing. I mean b during COVID, you could sell I mean I tell people it's you could it literally like you could sell it didn't matter. If I had a truckload at five thousand dollars, didn't matter what was on that, we could sell it. And is we've had teams for us it's just every time we've had to pivot and change our business to reflect what the industry's doing, it seems like we lose the team that was doing the previous thing. Like the people that helped us and did really great doing pallets, they didn't translate well to they couldn't sell truckloads. so for me it's it's very d it's been very difficult to like to build a team to keep a team. And so the real estate for me has helped us get to a point where if if I want to take the week off or the next two weeks off and not answer my phone and not sell a single freaking load, I don't have to. You know, we we make enough money, we're happy, we're more than content with the money we make on that side. So, you know, there's there's I love how you you guys are doing it. You're building building a team. If I guess my point is if you're not if that's not your strength, if you're struggling, there's other avenues to get to that beach and sip on that margarita without having to to expand

Tom- Liquidation Motivation: Mm.

Zac: and and and create, you know, twenty different businesses to do it. and if that if you're like me and that's not either that's not your strong suit or maybe it's just it's the place that you're in. I don't know. It's 'cause liquidation's a tough business, right? It's it's a tough business to find people. Is it takes a lot of common sense to work in any kind of liquidation business, whether it's bin store or pallet warehouse, you need folks that have some common sense. Cause there's a lot of there's a lot of there's never a dull moment, but there's a lot of like what can I do next kind of work. And if it's hard to give somebody like the same repetitive task over and over, unless you're even a bin store. Right? Like it's it seems like a repetitive task every day, dump crap in bins. But then you have to have some kind of common sense to go, Well, hey Tom, there's twenty thousand friggin', you know, erasers in this palette. Should I dump all the erasers in the palette? Well, maybe we don't dump that. But you gotta have the people with some common sense to go, Let me maybe let me just put a case of erasers out and put the rest of the palette back for later. you gotta have some of that. But back to your other streams of revenue. We talked about whatnot and and TikTok. are you doing any kind of eBay sales? I know that's where we actually got our start was eBay and I think I've run through and gotten banned from about twelve different eBay accounts over the course of the last few years. We we kind of gave up on it. but w are you doing any kind of e commerce sales that way?

Tom- Liquidation Motivation: So you know, a long time ago, I was a big eBay, big Amazon seller. Private labeling on Amazon, Amazon arbitrage, truckloads, you know, I did a lot of Amazon, a lot of eBay. And since then I've been kicked off both sites. You know, both sites. I I got kicked off Amazon for selling stuff that I bought from Amazon back on Amazon. I'm like, that doesn't make any sense. I bought it from you guys and now I can't

Zac: Yeah.

Tom- Liquidation Motivation: sell. You know, even though I was ungated in in the you know, in the in the product. They they said it was counterfeit, but I got it from them. And and I got kicked off

Zac: Make that make sense.

Tom- Liquidation Motivation: of eBay just because of I don't even know. Probably I got I mean I got sued on eBay. I got you know I got sued for selling a life proof case on eBay. The life proof company hired some some scam attorney to just go sue

Zac: Yeah.

Tom- Liquidation Motivation: everybody and we had to settle out of court for twenty thousand dollars for that for one phone case. One phone case on on on eBay. so you know, do I do eB now I have an account in my wife's name on eBay? And I do very moderate sales. I don't do anything on Amazon. Very much I mean I it it would have to be like you know like like we got in-home water filters or something, right? This whole kit,

Zac: Yeah.

Tom- Liquidation Motivation: like it was like eighteen hundred bucks. Like nobody's gonna buy that in my store. Nobody's gonna, you know, it's not worth you don't wanna put it in the bins. Where can you sell this kit? eBay. You put it on eBay.

Zac: Yeah.

Tom- Liquidation Motivation: Somebody in the country needs one of those kids. You know, that's the kind of stuff we put on eBay. We don't do a big business. I mean we you know our our our live selling is a much bigger business. We do high bid. Our auction business is a pretty good business. So we do high bid, which is an online auction that we do once a week and that's we we run mediums through that. And then we do a live auction, which at first I I was a I was against doing a live auction, but man, there's still a huge crowd of people out there that that that want to go show up in in person and bid on stuff. And and so now we have two auction houses, one here at this store and then one in down there in the other in the warehouse area, where you know, we'll get a hundred and fifty people every Saturday and or Sunday and you know, they'll spend fifteen thousand dollars on a weekend at your auction. So, you know, we we kind of look for every avenue to move product. You know, and

Zac: Yeah.

Tom- Liquidation Motivation: and and as long as they're making money, we're gonna keep doing it. Now, I you know, like I I don't have any problem closing any one of them down. you know, if they become

Zac: Yeah.

Tom- Liquidation Motivation: you know, I probably our high bid auction is the the least profitable running the mediums through it. But you know, I see other people out there killing it on auction platforms. And you know, I I just think maybe I need to do more mark, you know. If if it if anything fails, it's it's this guy's fault right here. Any one

Zac: For sure.

Tom- Liquidation Motivation: of my it's my fault. And I need to do do better at it in order to make sure it doesn't fail. So you know, but but right now that I mean the hybrid I think makes a couple thousand dollars a week. But my live

Zac: Yeah.

Tom- Liquidation Motivation: auction, you know, maybe I can you know I can my portion of it's like seven thousand dollars a week. You know, because

Zac: Okay. Is that palette sales or is that individual sales or is it a mixture of both?

Tom- Liquidation Motivation: Individual sales, you know. Like we have an auctioneer, they bring in stuff, we take consignments from the community and we get a percentage of the sale, percentage of the buy, so we make

Zac: Yeah.

Tom- Liquidation Motivation: money off other people. But then but then, you know, one you know, you gotta think of the mentality. The the reason why I have so many businesses is that I can buy most loads and have a spot for it. Right? It d does it go in in TikTok. Does it go on whatnot? Does it go in hybrid? Does it go in the live auction? Does it go in the bins? I have a place for everything. You know, there's some sellers that are that only have, you know, people that come in people that want to buy a pallet from me and sit and I say, How do you sell? And they say, Facebook Marketplace. I'm like, I don't if that's the only place

Zac: huh.

Tom- Liquidation Motivation: you sell, I don't know if this is gonna be the right bit. Because you're only gonna find thirty

Zac: Yeah.

Tom- Liquidation Motivation: items in here to put on marketplace. The other two hundred and fifty, you know, what are you gonna do with those? You gotta do a yard sale, you gotta go to a flea market, you gotta You gotta figure out how to move all the products in a bit. And I think when you diversify yourself in the liquidation business, you can move these truckloads in no matter what it is. No matter what it is. And you know what I mean? We buy every load there is out there on the market, just about. We buy LPN, FC, we buy bulk, we buy mediums, we buy furniture. A lot of people don't deal with furniture. That's why we deal with furniture. We love dealing with stuff.

Zac: Mm-hmm.

Tom- Liquidation Motivation: When people don't like moving stuff, we we like to deal with it. And and you know what loads are the most most available out there? I mean Obviously FCs are live right now, but but you know, bulk and furniture are everywhere and they're cheap and you can make good money out of them.

Zac: Yep. They are cheap. Yeah. Furniture's a c category that think a lot of people sleep on because they don't want to mess with it or it's bulky or whatever. But you know, I think too many people, we we've done some content about this. Everybody wants like the cool fun stuff. They want electronics, they want tools. And they want to know why they're not

Tom- Liquidation Motivation: Yeah. yeah.

Zac: making any money. Well, because that's the most oversaturated categories out there. You gotta make money on the stuff that's boring, that's unappealing to most people, because there's buyers for it. I mean, home improvement's a massive category. Everybody wants the tools out of it. But kitchen cabinets, I got a great deal on kitchen cabinets right now. I mean, full kitchen sets, right? So find the categories that most people want to get away from because it's not exciting or appealing. I told people all the time, I'll sell dirt. We actually we sold dirt a few weeks ago, officially. I I said that for years. I'll sell dirt if I can make money. And I finally like I got pallets of soil in, and it was funny because I sold dirt. I made money. Yeah, so

Tom- Liquidation Motivation: Nice.

Zac: don't be afraid to Try new categories. Doesn't have to be the most exciting ones for sure.

Tom- Liquidation Motivation: Yeah. I agree.

Zac: a couple other things, and we'll we're at fifty-six minutes, and like I always say, I like to wrap up around an hour. Most people's attention span can't afford past that. I know mine, like, I struggle. I don't know about you, but you do more, you've done more of these podcasts than I do. And it seems like two guys just sitting here having a conversation. been a lot of fun and you know, you said this in your last one and you you haven't made any money from it or you don't you don't make my or you don't make much money for w I forget how you worded it. And you know, this is I think number eighteen for us and obviously we have no sponsor, we have nothing, but we a last week I had a lady called me and she said, I just started watching your podcast and this recycling company called me up with a deal and it was three hundred pallets and I it's too big, I can't do anything with it. And she called us and we closed we closed that deal from the podcast. So like officially it makes money. Like I can officially say

Tom- Liquidation Motivation: Yeah.

Zac: our podcast makes some form of money because that deal came from it. but last topic that we'll we'll touch on and that's trying to find a new supplier. I think I s this I c I see this comment on just about every Facebook group and Everybody is scared to to send money, right? Because it's all wire transfer. I mean, very few people do credit cards or sell or whatever. It's it's normal. Wire transfers are normal. It's not, it's not well, it's is sketchy for whatever reason, but it's not out of the norm to wire people. But what are what's your advice to people looking for a new supplier? Obviously, call Tom Schultz and we'll drop your number.

Tom- Liquidation Motivation: Yeah.

Zac: and he'll tell you who's good and who's not. But if you don't have if you don't want to call Tom, what are some like red flags that you've you look for 'cause I'm sure I mean twelve years for us, we've gotten scammed. We still you know, we still get the the the deal

Tom- Liquidation Motivation: Yeah.

Zac: where we got screwed on, but what do you look for to avoid getting scammed?

Tom- Liquidation Motivation: Well I Yeah, let me let me make something clear on Tom Schultz. I don't sell other people's loads. I'm not a broker. You know, I buy out deals and sell off my excess. I have

Zac: Yeah. Okay.

Tom- Liquidation Motivation: contracts with people that get loads and they call me and I sell off their loads. I don't

Zac: Got it.

Tom- Liquidation Motivation: I'm not gonna you know, I'm not gonna see a load on Facebook and then sell it to somebody else. I don't do that. That's not my my my gig. Yeah.

Zac: Do. You own the product before you sell it. We're the same way. We don't we don't want it was I mean we've we did the broker thing for a super long time. Like year, we made a lot of money on it. Like I I enjoyed my time doing it, but I want one, I want the control over the program, right? And a lot of what we do now is close out inventory. So I there is no other deal. There is no like backdooring us. We own it. There's no more gonna happen because it was a brain that went out of business. But We own it outright before we put it on the market. And it just it avoids a lot of unnecessary issues that come up. you know, one of the biggest things that I tell people as a question to ask your liquidation supplier is, hey, can you afford this load if it goes to shit? Because there's a lot of it there is no barrier to entry to getting on your phone, going on Facebook s and seeing a target truck and marking it up two grand and selling it to somebody else. Anybody can post a target load or whatever, Walmart, not trying to single out target, but how many guys have the extra twelve grand in the bank if that money if that load goes to hell? And that's an important I mean some people will be honest with you, some people won't, but know that your broker has the money before you send them yours. Cause that's I see a lot of people getting screwed and load didn't show up or load was bad. Not even load was bad but didn't show up and the broker doesn't have the capacity to refund his buyer. and then go deal with the problem.

Tom- Liquidation Motivation: Yeah. Yeah, I I mean I wanna s I I mean I deal with a bunch of brokers. I like brokers. I I mean brokers work twenty four seven to find me loads. I love guys like that. You know, and they make a small commission in the middle, you know. I mean most of my guys make like five hundred bucks a load. And they tell me. They tell me, hey, this is the cost, I'm gonna mark it up five hundred bucks, you know, and I'll sell you this load. And and you know, you're talking about new people finding new loads. I mean it it's It's it's like a treasure hunt, I would say. You know, y I don't know how many times first of all, scamming is one issue. I've been scammed three or four times in my life. But buying bad loads, I bought hundreds of bad loads.

Zac: I don't know.

Tom- Liquidation Motivation: Hundreds of loads that weren't worth the money, hundreds of loads that that I lost money on. But as a large consumer of truckloads, I have to keep buying because what I'm doing is I'm searching for the good loads.

Zac: Yeah.

Tom- Liquidation Motivation: And you buy I might buy five loads or ten loads and only one of them are a good load. But when I find that load, I buy the hell out of that load. I buy the whole thing out. And that's where my truckloads come from. And then I can s I can I can supply my stores. I can source for you know, I I supply probably 20 other bin stores, you know, in in this in the southeast, you know? I mean, you you have to try loads and and they're not gonna be great. And you can't be mad about that. I don't I've never I don't call bro listen, unless you unless it's not as described unless it's not as described, I don't call you. So

Zac: Yeah.

Tom- Liquidation Motivation: if you send me a shitty load, I'm not I don't care. I I'm

Zac: Ha.

Tom- Liquidation Motivation: I'm just taking I I I under you know, you you said it was Twenty four pallets, seven foot tall, unclaimed mail. That's what I got. When I get it, it's sure nuts, it's all unclaimed mail, but maybe it's you know, who knows? Food. I don't even know. You you you described it and it's came in that way. Yes.

Zac: Sure. As long as it's not misrepresented, then that's fair like everything else is fair game and I think, you know, this industry has gotten away from that. When I first started back in the Kmart days, you didn't complain. I mean, it had to be either egregious, like something was wrongly shipped, or you sold me on Walmart and I got Kmart. You know, vice versa. You otherwise you just you got a bad load, you took it on the chin, you and you kept pushing. I think a lot of people today they ex they have these high expectations and whether whether the broker wrongly set them, which is a different topic altogether, I think most of the time these buyers ha they they build the expectation themselves and then when they get the load, they're disappointed. You know, they they pick and a lot of customers they pick and choose what they hear when we have a conversation, right? We what's on an Amazon truck and you go, Well, there's, you know lawn and garden there's home there's houseware there's electronics there's food and what did they hear? I heard electronics and that's what the whole load

Tom- Liquidation Motivation: Yeah.

Zac: should be and then now I'm upset that I didn't get electronics. No, it was the whole kit and caboodle and you might get more or less on some loads. no you're absolutely correct. There's a difference in scamming and getting just a bum load. I mean it's it is liquidation for a reason. You have the chance to get a great truck and a chance to get a bum truck. And if you want wholesale go out spend more money and and buy wholesale. It there there's an option out there for you.

Tom- Liquidation Motivation: Let me tell you that. One time I bought a palette of hairdryers and in the middle of it was like a white box. It was only about this big, but it was one layer of this white box. And

Zac: Okay.

Tom- Liquidation Motivation: And in that was the Apple cord to hook to your TV. You know, you could plug

Zac: Okay.

Tom- Liquidation Motivation: back when you can use HDMI to hook to your TV.

Zac: Yeah.

Tom- Liquidation Motivation: and there was a thousand of And at the time the retail was fifty nine ninety nine. I put on eBay for thirty bucks and I sold all one thousand of in two days. Do you think I took

Zac: my god.

Tom- Liquidation Motivation: that money back to the guy I bought it from and said, Hey, thank you. Thank you for no, no. So when I take when

Zac: Ha ha.

Tom- Liquidation Motivation: I hit a home run, I love home runs in the business and I hit all the time.

Zac: No.

Tom- Liquidation Motivation: Because I buy a lot of loads. We buy a lot of loads. We we buy a lot of product. We we deal with a lot of people. So it's easy to hit a home run when you're moving a lot of loads. But when when you get a bad load, you just take that knot, you take that hit. I mean most I mean most loads, even if it's bad, you can make your money back. Your goal is to make money, but you can make your money back. You know, or you gotta find ways to move, you know, specific products, you know. Sometimes you know, who knows what you're gonna get. One time I got a load of firewood in Florida. Now, if I was in New York, that would been fine, but I'm in Florida. Nobody uses firewood

Zac: Yeah.

Tom- Liquidation Motivation: in Florida. So, you know, you just gotta but you know, they didn't lie about the load. They said it's coming from CBS. It's seasonal leftover product from CBS. It was all firewood. Yeah.

Zac: I just didn't say it was all Yeah, that's

Tom- Liquidation Motivation: Yeah, I mean

Zac: funny.

Tom- Liquidation Motivation: it's just you just deal with the bad loads. But if you li you know, like you said earlier, if you're underfunded, undercapitalized, you can't take those hits and and that's why I recommend to everybody have get your money right before you get into this business. Or start you know, or start maybe a small pallet warehouse, small warehouse. You know, you can start selling mediums out of a small warehouse for for pretty inexpensive and and build that up, do the right marketing, build a good business and then expand from there. But other than that, stay out of the bin store business. Stay out of the liquid, you know. You gotta start small if you if you

Zac: Correct.

Tom- Liquidation Motivation: wanna do it, if you if you don't have the capital. Other than that, gotta have the money, man. Gotta have the money.

Zac: You gotta yeah, and I think you get the nail on the head with the with the pallet. That's where we got started. We I mean, we literally built our capital up from selling pallets and built it to a w place we can take chances and take those risks. I think if there's a title to this podcast, it should be make sure you have the correct amount of funding before you get started. Just because you can start with maybe five thousand doesn't mean you should. You should get your money right, figure out how much money you're prepared to lose in the beginning to get started. But I think funding And the correct amount of funding should definitely be is like the theme that I've kind of picked up on of of of our conversation today.

Tom- Liquidation Motivation: Yeah, yeah. I mean I think people people message me all the time. Tom, how do I start a bin store on a shoestring budget? Tom, how do I start a bin store? Should I get an investor? Tom, you know, I'm like, you haven't put in the work yet. You

Zac: Yeah.

Tom- Liquidation Motivation: haven't put in the work yet. And you're not responsible enough to save your money when you make money. So, you know, d don't ask me to partner with you because hey Tom, will you fund my bin store? I'll split the profits with you fifty fifty. No. No, because I already know you're not a hard worker. I know you don't got

Zac: Yeah.

Tom- Liquidation Motivation: your money right. I know you're not, you know, you're you you you you d you haven't to learn the lessons that everybody talks about. Every influencer talks about it out there. You know, earn your money. You know, you you you you you I if I was to do it over again I would do a little more like you did. Now I own a bunch of real estate but it's like restaurants and breweries and stuff like that, houses up in New

Zac: Yeah.

Tom- Liquidation Motivation: York. But you know I would have done more if I if I was to do it over again I'd do more like you did. And I I'm impressed what you what you talk about you your real estate portfolio. But I'm a crypto guy you know when I get extra money I buy crypto. It's a roller coaster

Zac: Yeah.

Tom- Liquidation Motivation: ride but I'm telling you I'm winning I'm winning and I'm winning big and you know that's

Zac: Yeah.

Tom- Liquidation Motivation: I put all my extra money into now. I mean I mean I there's no work. I just sit back and watch the market go up and down every day. And you know, but every year it goes up more than it goes down. So I'm a happy man

Zac: For sure. Until I buy it. I tell you what I t to people all the time if you want to buy crypto or buy a stock, wait for me to buy it and then give it two days and then you buy. I did that with

Tom- Liquidation Motivation: Yeah.

Zac: silver. I well I bought a bunch of silver and then I bought more silver and I bought more silver and then, you know, it it corrected. it'll you know, it'll always all that stuff always it corrects and goes back up. But yeah. Wait till I buy and then

Tom- Liquidation Motivation: Right. But I'm a fan of buying the when it goes down, I'm a big fan of buying the hell out of it when it goes down. When every you know, I don't I never give anybody crit I mean, if you came to me and asked me for crypto advice, I'd give it to you. But I don't freely open and say, Hey, you guys should buy this and people come

Zac: Yeah.

Tom- Liquidation Motivation: to me, you know, I'll go to them and say, Hey, I I made a hundred grand on this this crypto and they're like, Well, why didn't you tell me? I'm like, Because you don't want to take the risk. Because you wouldn't take the risk that I take.

Zac: Yeah, 'cause if I if you if I lost a hundred, I'm y you're gonna blame me for it.

Tom- Liquidation Motivation: Yeah, I don't I I don't wanna be I don't wanna be responsible for that. So it's it's

Zac: Yeah.

Tom- Liquidation Motivation: a double edged sword, but I I've done really well with it. But but I think the the message is I don't care what you wanna invest in, invest in something. Invest

Zac: Yeah.

Tom- Liquidation Motivation: in something. Invest in assets. You gotta put your money in assets. You gotta put in in high growth assets. It couldn't be stocks, it could be stocks, it could be real estate, it can be crypto, it can be any of these things, but you know, who who's gonna be the biggest companies of the future? You know, obviously these AI companies, the you know, the the the Yeah.

Zac: Exactly.

Tom- Liquidation Motivation: Trillions of dollars? What's space worth? If they're the only company out there doing what they're doing, you know, at the level that they're doing it at. I mean, there's no way that company is not gonna be worth, you know, hundreds of trillions of dollars in the future. What's space worth? I mean, put your money in a growing asset. That's that's all you gotta do. That's all you got. It's

Zac: Yeah.

Tom- Liquidation Motivation: it's a simple it's a simple equation. And you know, and I try to teach my kids that they they got I made I made my kids put fifty percent of anything everything they ever earned up to the age of eighteen in a bank account. You know, and now they sit on a A lot of money for a kid, for an eighteen year old. They have a lot of money. But do you think when they get a j you know now that they're earning money on their own that they're putting money away? No, they're not. I don't know what it takes to convince somebody that, you know,

Zac: Yeah.

Tom- Liquidation Motivation: I didn't save a penny till I was forty-four. I was buying real estate, you know, but I didn't save a penny until I was forty-four. And

Zac: Yeah.

Tom- Liquidation Motivation: you know, it and once I started, once I became smarter, now I can open up new businesses and not have to worry about investing fifty, hundred, two hundred grand into something. It's no problem now. It's no problem now where before it was. And once you can get to that level, that mentality, my nephew's like twenty. He saves every damn penny. He's got like a hundred grand in a bank. He saves every

Zac: Yeah.

Tom- Liquidation Motivation: penny he gets, and he doesn't work at a high price job. He he sorts baseball cards for a living for a major baseball card company.

Zac: wow. Yeah.

Tom- Liquidation Motivation: So anybody can do it. Anybody can do it. You just got to get your mentality right, you know. I mean, I I think

Zac: Yeah.

Tom- Liquidation Motivation: they say in like all the all the teenagers now are spending all their money on betting on sports and stuff like that. You know, which is crazy. And I see my sons doing it, you know, and it bothers the hell out of me. But until you make that mind shift, you're not going to be successful in. this world because you know when when you can afford vacations, cruises, trips, you know, anything you want. What whatever makes you happy, losing thirty grand at a casino, whatever you whatever makes you happy, when you can afford those things that it doesn't affect your your your you know your the money you have, man you you it's a different level of living man and you know you know spend the money where what makes you happy. I mean that's that's

Zac: Yeah. No, there's a you know, I'm not I don't agree with all of it, but you know, growing up, my parents listened to Dave Ramsay like on the the AM radio or whatever, there's always the Dave Ramsey show in on the truck or in the truck with my dad. And one of my favorite things he says is live like no one else now, so you can live like no one else later. And it's just it's it's about sacrificing a little bit today so down the road you can really like you can really enjoy it. I think so many people, and whether that's my generation and and and you know, younger, you know, everyone wants the instant gratification. They want all the success today. They don't wanna work for it. They wanna look like they're successful. You and you just you I don't know how to dis I don't know how to explain it to people, but like you really have to change your mindset and sacrifice early on. I mean, we I bought my first house at I think nineteen and I took and we had we saved up, scraped fifteen thousand dollars together for a down payment and that's what that money went to, right? I've and ever since then, I mean, for the last ten years, every extra dollar. I didn't really get to start enjoying my money until the last like two years and I finally like I feel it and it's fun and I get to like do things that other people don't get to do that are my age and we get to go s you know, we vacation multiple times a year, like we get to enjoy it now and I still feel like I want more. So I still you know, we're still buying, we're still saving, we're still

Tom- Liquidation Motivation: Got it.

Zac: trying to like be frugal where we can. But sacrifice today Or you're gonna be sac if you don't sacrifice early on, you're gonna be sacrificing a lot harder the older you get. Compound interest is r is a real thing, compounding anything is a real thing. So start, it's never too late to start, but the best time to start is yesterday. And the second best time to start is today, so get started. outside it get there's a lot of money to be made in liquidation. There's a ton of money to be made, but take that money out and put it into something that's a little more structured, a little safer. That'll just keep growing for you even when you're not working.

Tom- Liquidation Motivation: I couldn't imagine if I started when I was twenty, man. I couldn't imagine.

Zac: Well, I started seventeen w pregnant and married. So it was it was it was a struggle start. It wasn't like rainbows and unicorns. It was a very difficult start. It was either make it reselling or work for my dad for the rest of my life. And I love my dad. Don't love he you know, but I I can't work for him. You know, we we get along now but didn't get along then. no, it it was it just sacrifice. You I wanted it bad I know what I wanted and I Yeah, we just we keep building till you get it and I don't know if you f if you're the same way, but my needle keeps moving, right? I had a I had an idea for what I wanted and I hit that number, but before I hit the number, the number got bigger and the number keeps moving and it keeps shifting and it keeps getting bigger. I don't know when the number stops, but it keeps going. So we keep working.

Tom- Liquidation Motivation: I agree. I agree a hundred percent. I I call it levels, right? You get up to different levels. You know, they even say like there's You know, you can be worth five hundred million dollars and you can't get into some rooms in this country, some meetings in this country because you y your unit worth doesn't start with a B, right? So everybody's got different levels, you know, and everybody's got different expectations and you know, you just you just gotta make the decision in life when you're gonna start get going heading that direction. And unfortunately for me, I started at forty-four. I started at forty-four. I'm telling ya, I couldn't I couldn't have put fifteen thousand dollars down on a house when I was forty-four. When I was for You know, and now you know, now you know you know I don't wanna I live in a great big house. Let me just say that. Yeah. So

Zac: I love it. I love it. It was it was a I had a similar and it's it's it's it's very weird topic, money, right? 'Cause it's like it's a it's a very sensitive topic. but I had a I have a had a moment a few years back. So the very first house I bought and I've been lucky, first of all. I always tell people like I have I don't know w what I stepped in. My my mom has like she's the she does so much for people and she gets like so much shit, like she's I think I've like karma bypassed her and I got all of her karma 'cause I've just been like the luckiest guy in a lot of aspects. But our first house that we bought was it was eighty nine thousand dollars. So we put fifteen thousand dollars down and it zero percent interest for thirty years with owner f owner financing, right? So I I still pay this guy two fifty a month. I rent the house for twenty four hundred. actually I write him a check once a year for three grand. I say thank you very much and I collect my rent every month. but it was a s kind of a s it was a it was a surreal moment one time I a few years back, I I finally after like a long time, I bought myself a Porsche, bought a Panamera, you know, real nice car. and I drove up to collect the rent, the like the deposit, the rent for a new tenant moving into this eighty nine thousand dollar house. And I realized I paid more for my car than I did for my first house. And it was just like I

Tom- Liquidation Motivation: Yeah.

Zac: kind of felt like I made it after such a long time and like you know, we we busted ass, right? It wasn't like nothing was handed in this in especially in this this industry you know, it's none of it's easy. Like you have to be willing to put in the work, put in the hours. And so like when you finally feel that like I've made it moment, it was just it was a cool time. But no, I love the I couldn't I couldn't put the fifteen together, but I've got the I've got the big ass house now. That's it's really all that

Tom- Liquidation Motivation: Mm-hmm.

Zac: matters. Not where you start, it's where you wind up. well listen,

Tom- Liquidation Motivation: That's right, baby. That's right.

Zac: I was gonna ask you for advice to close it out. You just gave a ton of of good stuff. I'll I'll open it, I'll leave it open to you. I'd like if you have advice for a beginner reseller or beginner in the liquidation space and then after that throw out where people can find you. 'cause you've got a lot of content out there that is super valuable for people.

Tom- Liquidation Motivation: Yeah, I mean I I would say, you know, just get started. Just get started, go to bin stores, buy stuff for twelve bucks or whatever their opening day is, resell it on eBay, Facebook Marketplace. Because I think once you get in the business, you will find your path. Everybody finds their path. And so let's say that you're just a hustler going to thrift stores and buying stuff. You know, eventually you'll find a product that let's just say you find this Sharpie, right? And you find a thousand of them at a thrift store, you can buy them or a hundred of them, you can buy them and make money on them. But then you might find The distributors of Sharpies or close out on Sharpies and then you you you take your business or maybe you private label the Sharpie. Maybe you know you never know what there there's a million ways to make money in the liquidation space and the resale space, but you just gotta start the journey, right? You start the journey and and I've had I've had success. I I I private labeled a tape company and sold that. I you know I've done so many things in liquidation and you know and then you know now I'm I'm bigger, you know, what I've grown. to but you can get you everybody can get there if you're willing to work hard you know 20 years I work seven days a week because I had my restaurants my liquidation store my bars my nightclubs you know my my older daughters didn't know really know me and and come you know you you can you can grow this business and be super successful so it's just a matter of you know like you said you know the best day to start is yesterday the second best is today so start today start today guys

Zac: Hundred percent.

Tom- Liquidation Motivation: You can grow it. And yeah, anybody can reach out to me. It's Liquidation Motivation is my company. You can go to YouTube liquidation motivation motivation liquidation motivation.com. You know, we we we started making stupid videos seven years ago, and now it's now it's like what I'm known for, and and you know, it's just

Zac: Yeah.

Tom- Liquidation Motivation: fun and and it's it's opened up the doors. Everybody's gotta be marketing, everybody's gotta be doing their own YouTube channel, their own Facebook, their own TikToks. You gotta start. If you don't, I mean that's how people get to know you. And when people know you in this business, that It opens up so many more doors. So many more doors. I've gotten 90%

Zac: Hundred percent.

Tom- Liquidation Motivation: of my business because of my YouTube channel.

Zac: That's great. You know, I wish the same thing goes for content, right? Start start today. You know, we used to have a hundred fifty thousand square feet of pallets and trucks and all this stuff, and now I have officially no warehouse space that I'm not using like we are completely going to using three PLs and other people's buildings to to house product. I wish I had all my my done all my content back five, ten years ago, right? I had all the pallets, I had all the It had everything and now it's it's very difficult to shoot content, create content of this stuff from home. I'm hoping to start traveling and doing some content with people doing palette sales in the near future. But yeah, start your content, right? It's nobody knows who you are at all. Like you they just don't. I mean, even when we post videos, we get five hundred viewers, and that's a great video sometimes, right? You're proud of five hundred views. Post it again. 'Cause only five hundred people saw it, and there's how many millions of people in this country, right? So to your point. great one. No one knows who you are. Don't stop marketing. Don't start aver don't stop advertising. Just keep putting yourself out there because it w I could I picked up a 300 palette deal last week because I I had a conversation with someone on a podcast on a computer, right? That's that's where they found us and we'll make a great number on that. I'm gonna I'm gonna send you an email with some of that product here in a second because it's good. It's good it's good stuff at a cheap price. But Tom,

Tom- Liquidation Motivation: Sounds good.

Zac: I appreciate you coming on. it's Second week in a row I've talked I don't think we've talked in twelve years that I've been in the space. We've talked twice in the last week for an hour at a time. So I appreciate you coming on. yeah, and I'm sure we will I'm sure we'll talk again soon.

Tom- Liquidation Motivation: All right. Thanks, Thanks for ha thanks for having me.

Zac: Yeah, for sure.