Rob Wood on the Job Costing Gap That Drains Contractors

BCS - 18 - Rob Wood ​[00:00:00] Hugh Hornsby: [00:00:05] [00:00:10] [00:00:15] [00:00:20] [00:00:25] [00:00:30] Hello, this is Hugh Hornsby, the founder of a new podcast called Blue Collar [00:00:35] Smart. Blue Collar Smart, built different, underdog proven, and trades tested. I'm [00:00:40] thrilled to be here today with Rob Wood of Wood and Sons Accounting. But [00:00:45] before we get started, I just wanted to kind of talk to you about our [00:00:50] audience, about why we're doing this podcast. I'm excited to have Rob on here because one of the [00:00:55] things that we're doing is that we are really promoting the trades and everything [00:01:00] that's going on with the trades. The other day somebody asked me while I was in the grocery [00:01:05] store, "Hugh, what, what are you doing now?" And I said, "Well, I've started a podcast and a business, and it's [00:01:10] called Blue Collar Smart." And they asked me, "Well, why do you call it Blue Collar Smart?" I [00:01:15] went on to tell them a little bit about my story, that when I was 10 I fell and hit my [00:01:20] head, was diagnosed with epilepsy, had a learning disorder, and I had [00:01:25] a teacher that tried to send me to special needs. I realized then that I didn't [00:01:30] really fit into anybody else's box, but what I could do was to look at the world [00:01:35] from a different place. So when I call Blue Collar Smart, it's not about how you [00:01:40] dress, it's about how you think. And today we've got Rob Woods. Rob Wood of [00:01:45] Wood and Sons Accounting. Rob, you wanna tell them a little bit about yourself? Rob Wood: Yeah. First of all, thank you [00:01:50] for having me. My name is Rob with Wood and Sons Accounting. I'm originally from Michigan. I grew up [00:01:55] very blue collar in the cornfields of Michigan. My [00:02:00] dad was a race car mechanic. We had a dynamometer in our shed, so we [00:02:05] would have a lot of race cars come and go, and we'd test a lot of engines. [00:02:10] I grew up with a fourth generation entrepreneur. [00:02:15] Had the Wood and Sons name. It'll be around for 100 years next year, so I'm very proud [00:02:20] to carry that legacy. We started ... My great-grandparents had a [00:02:25] building in Williamson, Michigan, that was erected that's still in my family name I [00:02:30] call it, in accounting, I got into it because I wanted to [00:02:35] learn what was actually under the hood, no pun intended, because I've had [00:02:40] a big race, drag racing background, and I wanted to see how businesses [00:02:45] actually operate. So , I have 15 years experience in the accounting and tax [00:02:50] industry, have my own firm, and just excited to share what [00:02:55] specifically a lot of blue collar tradespeople can do to benefit [00:03:00] themselves. Hugh Hornsby: Four generations of entrepreneurs and founders and I guess you just [00:03:05] decided to lean in that direction because that, that takes a different type of mindset, don't you [00:03:10] think? Rob Wood: It really does. Originally in college it was go to college to get a good job, right? We all had [00:03:15] W-2s, and then the reality right now, the, the trades guys are the ones that are [00:03:20] actually winning these days. I've always felt like I had a higher calling, and I really wanted [00:03:25] to make a difference, so I got on my own to be able to practice in the [00:03:30] accounting and tax world, specifically with trades guys. Hugh Hornsby: You have [00:03:35] offices all over the United States, Rob. I think you shared with me you have five or six offices [00:03:40] across the United States. Rob Wood: Uh, it's, uh, working on five or six right now. We [00:03:45] have three for sure. We're working on a fourth in Los Angeles right now. We have [00:03:50] one in Houston and one in East Lansing, Michigan, and one in Tampa, Florida. Hugh Hornsby: Very [00:03:55] nice. And so you traded Michigan for Tampa. I guess that was a weather situation. Is [00:04:00] that correct? Rob Wood: Yeah, it was. I went to school at Northern Michigan [00:04:05] University in the Upper Peninsula of Michigan, and I saw three foot of snow in a day, and I [00:04:10] was done with it. So then I decided to go as far south as I [00:04:15] could. Have been homeless and Found my first job at a [00:04:20] local accounting firm in Palm Harbor, Florida Hugh Hornsby: Oh, wow. Now talk about the homeless side of it, [00:04:25] because the people that we have on here have had a tremendous amount of success, but somewhere [00:04:30] along the line, there was something that happened to them that also triggered them [00:04:35] to to move from where they were to the next step. Can you talk about that a little bit? Rob Wood: Yeah, so what [00:04:40] it was, was my mother and father told me [00:04:45] after I graduated college to get out and that there was no home for you here. [00:04:50] So I've had a survivalist type mentality and just have been [00:04:55] hustling ever since. So it hasn't been the greatest. I really wish I would have had a lot [00:05:00] of more family dynamic. My mother was quite abusive [00:05:05] verbally. So yeah, it definitely messed with me mentally. So I've had to dig deep [00:05:10] a lot and definitely summon the blue collar roots of getting your hands dirty [00:05:15] into actually making a career. Hugh Hornsby: Rob, as we talk about the [00:05:20] trades, and I know it's something you and I have had some conversation beforehand, [00:05:25] how the trades are kind of near and dear to your heart, that your blue collar [00:05:30] roots that you started with it's really something that as you [00:05:35] say, a, a calling. When you take a look at what's going on in the trades right [00:05:40] now, what is, what is your thoughts about the challenges that, that [00:05:45] everybody's looking at? Everything from the person that wants to enter the trades [00:05:50] to the person that is running a business and has been re- running it for a while. Is there [00:05:55] one or two challenges that you think they really need to look at and just really [00:06:00] identify? Rob Wood: I think the biggest challenge for most of the trades guys is to actually be, get [00:06:05] to being organized in their business and to understand specific job costing. [00:06:10] That's one of the biggest things is I've seen, especially with electricians, they [00:06:15] have the, uh ideas of am I going residential or commercial, [00:06:20] but if you don't know truly what you're losing your money on, you can't exactly [00:06:25] make those educated decisions. I think the other one for the guys going in is [00:06:30] initially trades were initially started, the [00:06:35] trades were initially considered the help, but in reality right now the trades guys are the ones that [00:06:40] actually go to, like, local trade schools, right? And then they actually are [00:06:45] ones that don't have a, a load of debt.[00:06:50] So that's the crazy part about it. Hugh Hornsby: I was just on [00:06:55] with the president of the PHCC, and that was a big conversation [00:07:00] that we had. I went to college, you went to college, and a lot of people have come out [00:07:05] of college, but people are coming out of college with incredible amounts of debt. [00:07:10] And one of the things that we're looking at now with the trade schools or the trades is that there's [00:07:15] an opportunity to earn earn to learn, I think is what they call it. Are you seeing more of [00:07:20] those type schools pop up? Rob Wood: Oh, yeah. There's a bunch of schools by me in the, [00:07:25] you know, in the St. Pete area, where it's a lot of them you can apprentice and [00:07:30] essentially go work and learn and still be able to go to school in the [00:07:35] evening. It gives you a lot more hands-on experience. Especially in the plumbers, there's a lot [00:07:40] of big plumbers around the New Port Richey area that will actually bring you in [00:07:45] sight unseen and give you a good career and give you a job that [00:07:50] everyone's gonna need. Because essentially you're not gonna call someone with [00:07:55] a degree to be able to fix your toilet. It's gonna be a plumber that knows [00:08:00] exactly how to do it. Hugh Hornsby: Are you seeing more of those schools [00:08:05] starting to talk about financial acumen? And we'll get into that because that's what you [00:08:10] do. The financial acumen of not only- Rob Wood: Go, I wish the, [00:08:15] I wish a lot of schools did. A lot of them just teach, teach you how [00:08:20] to, what, do the job, not, like, beyond the job. Essentially [00:08:25] the moniker of work on the business versus in the business. It's essentially understanding what your cash [00:08:30] flow is. You know, you look at your profit and loss. I've had businesses that are like, "Okay, [00:08:35] we're making money, but we have no cash, we have no cash flow." I think of it with the [00:08:40] profit and loss tells you, are you making money? The balance sheet tells you where the money's going. [00:08:45] So sometimes with that, that's the secret to success right there, and then you actually [00:08:50] look at the cash flow to see if you're able to sustain, too. Hugh Hornsby: The other crisis that's in the [00:08:55] industry, which is the 65 and overs or the 60 and overs that [00:09:00] have small or medium sized businesses and really haven't planned [00:09:05] on an exit strategy to go with that. Do you have some thoughts on how they can go about [00:09:10] it? And do you have a plan over with Woods and Sons, is that something that you [00:09:15] work with individual companies? Rob Wood: Yeah. So usually what it is, I've seen a lot [00:09:20] of the trades guys, they treat their business as their piggy bank. But in [00:09:25] reality, especially in a sale, you need to keep things buttoned up [00:09:30] tight because the more profit you show, yes, you're gonna pay more tax, [00:09:35] but it's about a two to three-year runway to be able to have the proper mechanisms, [00:09:40] mechanisms in place to be able to truly show and keep [00:09:45] separate what's your, what is truly business expenses and the [00:09:50] second thing is what's personal expenses. You need to keep those separate, especially in [00:09:55] about a two to three-year period Hugh Hornsby: Right. Well, if you wanna [00:10:00] sell it, right? Because- Mm-hmm. Rob Wood: Oh, yeah ... Hugh Hornsby: sam who owns HVAC [00:10:05] companies, is always saying that the last thing he wants to do is to buy a company that [00:10:10] has an owner that runs everything, and the owner wants to get out, and he hasn't really, [00:10:15] number one, managed his financials the right way, especially if he's not paying [00:10:20] taxes and he's not keeping it separate. And number one he's not looking for a job. [00:10:25] Any thoughts to what Sam says about having the business run the business? Rob Wood: Give [00:10:30] yourself a proper salary. Don't abuse anything with [00:10:35] it, you know? You need to essentially work on the business and be able to [00:10:40] actually know exactly what's going on. I think Sam is definitely right too, [00:10:45] because you need to definitely pay your tax, but it's also need to look at proper [00:10:50] tax planning techniques in order to be able to legally [00:10:55] not pay tax. It's not just changing a six to a nine. It's actually proper [00:11:00] strategy throughout the year, which is what we like to do with a lot of business owners. Hugh Hornsby: Do you have any [00:11:05] thoughts as far as with contractors that maybe are [00:11:10] five years away from maybe exiting their business, whether that's private [00:11:15] equity or Whether that's selling it to the employees or [00:11:20] whatever that next step is. You have any thoughts with those people on what they [00:11:25] really need to do and really what they need to start doing to make sure that [00:11:30] they're put in a position to exit the way they wanna exit and not necessarily just shut the [00:11:35] business down? Rob Wood: Yeah. The first thing is definitely get a handle on your books, because you should be c- talking to your [00:11:40] accountant more than once a year. You-- I do have a lot of businesses that come to me, [00:11:45] especially in April, and they're like, "Yeah, I don't owe any tax." I'm like, "No, sir. You have not [00:11:50] done any proper tax planning at all. I can't really help you. I'm not gonna do [00:11:55] anything illegal." The second thing, which I actually learned from a young plumber, is make sure you're on [00:12:00] ServiceTitan, especially if you are looking for private equity. [00:12:05] ServiceTitan gives you six to seven times more EBITDA for private [00:12:10] equity because it's a lot easier to convert versus if it's in, let's say, Housecall Pro [00:12:15] or Jobber. Hugh Hornsby: You say ServiceTitan is the one to really take a look at? Rob Wood: Yep. [00:12:20] ServiceTitan for the CRM is usually what most private equity companies are working with. Hugh Hornsby: As long as you've [00:12:25] been in the business what is it that you can share that you've learned that [00:12:30] can really help the companies that are out there to kinda move forward with their [00:12:35] business? Rob Wood: Get a grasp on your accounting function. If [00:12:40] you're just grabbing receipts, putting them in a box, handing them to your accountant and then at the end of [00:12:45] the year, that's not ideal. You need to be doing at least monthly or quarterly bookkeeping [00:12:50] functions. You need to do proper tax planning too, to es- essentially [00:12:55] forecast what's going on as well with the business. You need to make sure that if you're [00:13:00] an S corp, you need to actually be able to take a [00:13:05] W2 as well, because the IRS rules state that you [00:13:10] can't just take distributions So that's a [00:13:15] couple of the biggest nuggets right there. Definitely make sure to use [00:13:20] your business credit cards, business accounts, and don't put anything on the personal [00:13:25] account, and start to separate your business from your personal expenses. That's [00:13:30] one of the biggest red flags that get put in, especially if you're looking at an exit. [00:13:35] A lot of the brokers are gonna look at a thing called the seller's discretionary expenses, [00:13:40] and the seller's discretionary expenses is essentially, quote-unquote, "the slush [00:13:45] fund," right? That's what a lot of businesses use as far as their piggy bank, which [00:13:50] is never, it's never the most ideal thing. You just want to [00:13:55] essentially do that, focus on the actual job costing and make sure you're not losing yourself [00:14:00] in it. It's essentially, are you making money? The second thing is, are you keeping some of the [00:14:05] money? And the third thing is, are you legally paying as little tax as possible? That's where [00:14:10] tax planning comes in, and that's where having a good accountant is gonna be [00:14:15] one of the biggest partners that you have. Hugh Hornsby: Yeah, and I think one of the things you talk about that, [00:14:20] I've seen, that you've shared is that before you go out and make any big [00:14:25] expenditures really make sure that you're working with your tax accountant to figure out what [00:14:30] expenditures you're taking, whether it be equipment or people. Can you [00:14:35] expand on your thoughts about that? Rob Wood: Yeah, especially with equipment, usually the biggest thing to [00:14:40] look at is the one big beautiful bill, right? One of the best things about it was the interest [00:14:45] deduction for vehicles that are made in America. Also, there's the [00:14:50] 100% bonus depreciation as well for vehicles. It's not just to buy a [00:14:55] vehicle every year and recycle it. It's like, do you need it? That's the biggest thing. We look [00:15:00] at, especially during tax planning time, which is October 21st to the end of the year, is [00:15:05] what- Can you do to legally pay as little as [00:15:10] possible? You think about it this way, right? Is do you want to [00:15:15] use your profits to benefit yourself, to benefit the business, or do you wanna pay [00:15:20] Uncle Sam? If you wanna pay Uncle Sam, then let's do it as [00:15:25] little as legally as possible. That's usually what I look at. Hugh Hornsby: And then, and just kinda figure it [00:15:30] out whether you're investing in the business to grow or whether you're just trying to figure out [00:15:35] the best way to keep your taxes down. Is that, did I read that the right way? Rob Wood: Oh, [00:15:40] absolutely, 'cause sometimes, especially in the trades world, you're looking at what the projects that you have [00:15:45] going on too, and looking at, let's say, are you accrual basis, or [00:15:50] are you cash basis? That's one thing to look at, right? The, if it's [00:15:55] accrual basis, there's accounts payable, accounts receivable, which means that you need to [00:16:00] recognize it when the expense is incurred, not when it [00:16:05] actually hits the bank. That's where cash basis is, is when everything hits the bank. [00:16:10] So that's usually the biggest thing, especially now during this time, is to actually [00:16:15] Be looking at proper tax planning, 'cause without proper tax planning toward the end of the year... [00:16:20] Think of us, think of us like Tony Stark and Jarvis, right? We're essentially putting all the pieces [00:16:25] together in order to be able to, you know, show as [00:16:30] little as legally possible. Hugh Hornsby: As far as the tax planning itself, [00:16:35] can you share what you think really somebody needs to do, whether it's [00:16:40] with you or somebody else to... 'Cause I think you've said if they come in at the end of the [00:16:45] year and just drop a bunch of stuff on you, that's not who you really wanna deal with. You [00:16:50] really wanna be a part of their business from the very beginning. Can you talk to the audience on [00:16:55] what it is that they really need to do? Rob Wood: Biggest thing is to look at accelerating expenses. That's [00:17:00] the biggest thing I would say. You look at a lot of your normal expenses. Are they fixed or are they [00:17:05] variable? Are there any vendors that you can actually prepay expenses on as well? Because if you can [00:17:10] essentially get ahead of everything, it's a lot easier than what it could [00:17:15] be also. And usually, like, the scariest thing is me having to tell a business [00:17:20] owner, "Hey, you owe $50,000," and he's like, "Well, why didn't you tell me before?" And I say, "Hey, [00:17:25] sorry, you didn't talk to me until after the y- after the year end." The [00:17:30] biggest crucial time for businesses is to, A, start to clean up your accounts [00:17:35] receivable. I've seen a lot of businesses with accounts receivable, let's say in Housecall [00:17:40] Pro that go to QuickBooks, that they're not even synced, so that's probably one of the biggest problems.[00:17:45] Because if you have a, let's say, an extra 100,000 accounts receivable that's not actually [00:17:50] there and no one catches it, you're paying an extra, let's say, $20,000 on tax. [00:17:55] So that is not ideal. Hugh Hornsby: So making sure that your accounts [00:18:00] receivable is correct, because if it's not and there's a bunch of other money coming in that, that's [00:18:05] behind there that's where they're really gonna get hit. Rob Wood: Yeah, that's usually, like, the biggest problem, and [00:18:10] that's ... I'd never like to be the bearer of bad news. It's kind of like, what are we doing [00:18:15] as business owners to actually keep the bottom line, prepare for next year, [00:18:20] and look at the tax advantage strategies? Also, the other thing I also look [00:18:25] at too is, like, a holistic approach. You think of, like, let's say as an S corp. An S corp gives [00:18:30] you your K-1. The K-1 is the profit or loss from the business. It's not taxed at the S [00:18:35] corp level. It flows through to your personal return. And then we like to also look at the [00:18:40] 1040 and all the revenue activities from there. Are you married? Do you have kids? Do [00:18:45] you have any interest or dividend accounts? Do you have any stocks, bonds, mutual funds, or ETFs? [00:18:50] If there are, we then hope that your financial advisor would be able to do [00:18:55] some, uh, co- some, uh, uh, capital loss harvesting is [00:19:00] usually what the term is for there. So you're looking to essentially see, like you have your [00:19:05] 1040 and you have all these little spokes with it, so you're trying to make that as little as possible too [00:19:10] so that it, uh, it keeps your bottom line as little and, uh, safe as possible and [00:19:15] less scary, so. Hugh Hornsby: Is there anything that you can share with people coming into the [00:19:20] trades that you feel like could be helpful in really encouraging them, [00:19:25] them to seek out those opportunities that are there? Rob Wood: I would [00:19:30] say seek a good accountant early because it's a lot easier to break bad [00:19:35] habits early instead of be 60 or 70 and you're always used to your [00:19:40] old ways and then I have to come in and have a lot of tough conversations with individuals. So if they're [00:19:45] 25 or 30, it's a lot easier. I think my greatest success story was there was a [00:19:50] young plumber, he's now into year three. I remember him coming into my office absolutely [00:19:55] scared because I knew the other guys. And I said, "Hey, I'm not gonna say anything because you're [00:20:00] here. That's not what I do." Is you wanna find someone, an accountant that you can [00:20:05] mesh with, that you can have a beer with as well and just be real because your accountant is gonna [00:20:10] know the, the good, the bad and the ugly. Hugh Hornsby: And for those people that maybe they've [00:20:15] decided not to go to college or maybe they've decided they gotta figure out a way to pay their [00:20:20] debt and you can go and get a job for $100,000 a [00:20:25] year and start paying off that debt can you have a conversation with them [00:20:30] about the trades and about the opportunity that's in front of them [00:20:35] versus, where it maybe was 10 years ago? Rob Wood: Oh, absolutely. I think my greatest success is [00:20:40] definitely that young plumber. He's in year three. He should clear about his top line three quarters of a [00:20:45] million dollars and he's making a Hugh Hornsby: quarter million dollars a year net profit Rob Wood: So it's [00:20:50] like that's real, real money. We like to also go into the [00:20:55] metrics of it as well, just to be like, hey, everyone needs a good [00:21:00] plumber or a good electrician or a good general contractor or a good pool contractor [00:21:05] as well. And that's like one of the greatest things with it. And also [00:21:10] with the accountant, whoever you choose, make sure they can practice in front of the Internal Revenue Service. [00:21:15] What I like to do is anyone that works with me, I have them sign a [00:21:20] power of attorney, a Form 2848, because it's a lot easier for myself to [00:21:25] answer IRS letters versus them. Hugh Hornsby: We had [00:21:30] Lieutenant Colonel Robert J. Darling on last week, [00:21:35] and he came out of the Marines. And he was talking about the Marines and the [00:21:40] Navy as being pretty much a trade school and how he was [00:21:45] equating it to what's going on with HVAC, electrical, home services, plumbing [00:21:50] as almost being a trade school because after that, they [00:21:55] start taking you through the financial acumen of it all and maybe becoming an [00:22:00] entrepreneur. You have any thoughts on that? Rob Wood: Don't be afraid of being an [00:22:05] entrepreneur. Have you ever heard of the part that you're either going to pay rent to someone that risked it [00:22:10] or you're going to be the one that has people paying rent to you? [00:22:15] Think of it like Monopoly. Hugh Hornsby: And what a great place [00:22:20] in the trades right now to become a part of something that at one [00:22:25] time was probably looked down on, and now all of a sudden it's becoming a [00:22:30] go-to place. And I just wanted to say, Robin, I've got a couple more [00:22:35] questions for you, but I just wanted to say thank you because you are that [00:22:40] person that is not only doing it because you understand the [00:22:45] accounting side of it, but it is something that's near and dear to your heart, and [00:22:50] it really comes through. So I want to say thank you for that. Rob Wood: I worked [00:22:55] with doctors and dentists for the last 12 years, but I wanted to actually help people that build [00:23:00] America. And growing up in the sticks of [00:23:05] Williamston, literally around four cornfields in the middle of the woods, you definitely [00:23:10] have an appreciation of what being a part of the American dream truly is. Hugh Hornsby: And [00:23:15] you know what? Coming from a founder-based entrepreneur family, [00:23:20] you understand those people and you understand them well. [00:23:25] One of the things, Rob, when I was younger, [00:23:30] my teacher tried to send me to special needs back in the ninth grade. [00:23:35] I remember going home And talking to my mom and telling her what was going [00:23:40] on. And so She used to throw me a yellow pad and give me a [00:23:45] pencil and she said, "Okay, take 15 minutes for a pity party, and then go [00:23:50] upstairs and write down what the situation is and what you're gonna do about it, and then [00:23:55] come back and tell me what action you're gonna take." So I ask [00:24:00] everybody if you had a yellow pad moment, what would that yellow pad moment be? [00:24:05] Rob Wood: Take your five minutes and feel sorry for [00:24:10] yourself, but recognize that you have 23 hours, 55 minutes to have a [00:24:15] better day too. Hugh Hornsby: Last, I just wanted to say, a lot of times with the [00:24:20] podcast when we jump off of here or somebody jumps off of there and they listen to what you [00:24:25] have to say and they say, "Boy, I wish you would've asked this question," [00:24:30] what question would that be? Rob Wood: Why are you doing what you do? That's probably [00:24:35] the biggest thing I would say is I like to help [00:24:40] people. I don't ever do it for the money. I do it to be able to educate [00:24:45] businesses and give them sound strategic decisions. Because without [00:24:50] sound strategic decisions, we can't really do much these days. Hugh Hornsby: That is really [00:24:55] well said. Can you share with them what the best way is to get ahold of Rob [00:25:00] Wood? Rob Wood: I would say woodandsonsaccountingandtax.com [00:25:05] or on my email is [00:25:10] admin@woodandsons.net. That's [00:25:15] W-O-O-D-A-N-D-S-O-N-S.net. Or feel free to contact me at [00:25:20] 727-602-6910. And anyone that really needs the help, [00:25:25] I just love the opportunity because I believe I was on this earth to actually [00:25:30] give businesses that actual no BS approach and be the [00:25:35] accountant that the blue collar world actually needs, that isn't [00:25:40] stuffy, is actually covered in tattoos and looks like a normal person. Hugh Hornsby: The [00:25:45] conversation I had with Rob before the interview was that Rob was in a severe [00:25:50] accident just recently, and he made himself available [00:25:55] and that's just the type of person he is. The Blue Collar World and Blue [00:26:00] Collar Smart community just wanna say, Rob, thank you for being the [00:26:05] person you are. I think it's a gift for me to have met you [00:26:10] and for you to be a part of the Blue Collar community. Thank you and once again- [00:26:15] Those that wanna get ahold of Rob, please reach out to him. It will be in the show notes, and we [00:26:20] will also have, um, a newsletter that goes out that will have all that [00:26:25] information in it. Rob Wood: Yeah. Thank you. I'm just blessed to be alive. [00:26:30] That's what it is. The driver, one of my really good friends that runs my Houston location, [00:26:35] is in the hospital, Dallas Methodist, for the next three months, and I just hope [00:26:40] and pray that she's okay. Her name is Sarah Gill, and I just ask that everyone prays for her. Hugh Hornsby: [00:26:45] We will send the prayers out from the blue collar community. And once again thank [00:26:50] you for being the kind person you are and being a part of this community. Rob Wood: Hey, thank you, Hugh. [00:26:55] It's a pleasure to be here, sir ​[00:27:00] [00:27:05] [00:27:10] [00:27:15] [00:27:20] [00:27:25]