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How Shane Lost $786 in 6 min!

We don’t always win! Come hang out with us for a while and learn from our mistakes.

Lots of CASH will slip through your fingers during a normal work week. Let’s close those holes together and stop the bleeding.

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Keith Cosentino: I’m Keith Cosentino, he’s Shane Jacks, and this is the PDR College Broadcast. You’re No. 1 source for paintless dent removal excellence. We are here to help you take your pdr career to the next level and jam, your pockets full of cash. Shane tell these boys why we need so much dang cash.

Shane Jacks: I’m gonna go all Zig Ziglar on you today, Keith and give you a Zig quote: “Money isn’t the most important thing in life, but it’s reasonably close to oxygen on the gotta have it scale.”

Keith Cosentino: I can agree with that.

Shane Jacks: Yes, the guy was a genius.

Keith Cosentino: He really was. There was an interview I heard with his son, and I was like, “Oh man, this guy’s not Zig Ziglar. It’s his son. He’s probably an alcoholic.” He’s actually a pretty good guy. Turns out if you spend thirty or forty years around Zig, you turn out all right.

Shane Jacks: Is his name like, Mig?

Keith Cosentino: No. I don’t remember what his name was, but I know it wasn’t Mig.

Shane Jacks: Well, Keith how was your week?

Keith Cosentino: Amazing. I can’t believe how many things I accomplished.

Shane Jacks: Mine was amazing too. I can’t believe all of things I accomplished being as angry as I was most of the week.

Keith Cosentino: You guys are knee deep in it over there aren’t you?

Shane Jacks: Yeah, very much so, and it’s really not that big of a deal. It’s worse when we’ve got hail here, as you know, some may not. So I guess 400 people come flooding into the area after listening to this, but it’s just a tiny little storm and that’s worse because I really can’t bring anybody in, you know?

Keith Cosentino: Yeah, it’s not enough work to bring guys across town. Unless you’re a broker and just lie to everybody.

Shane Jacks: Precisely.

Keith Cosentino: Hey come on down, there are 500 cars.

Shane Jacks: Come on down. Cars everywhere.

Keith Cosentino: Start off with these three.

Shane Jacks: Start off with these three, they don’t come in until next week, but they’re on the books.

Keith Cosentino: In the meantime you can play with my sword signed by Randy Jackson.

Shane Jacks: What would you do if you were standing in front of Randy Jackson? The same thing. Oh man, but a crazy week on my end, but hey it was productive. I’m actually caught up, which is odd.

Keith Cosentino: Yeah?

Shane Jacks: Yeah. I sure am. I’m not gonna know what to do with myself this weekend. I guess I’ll go home and spend time with the family.

Keith Cosentino: Some storm that is.

Shane Jacks: Yeah. Caught up. Oh, there’ll be seven or eight rolling in Monday morning to get going on.

Keith Cosentino: And I didn’t get the call to come and work on any of them.

Shane Jacks: No, you did not.

Keith Cosentino: It’s because my hail work sucks.

Shane Jacks: That’s part of it.

Keith Cosentino: My hail work’s extremely good.

Shane Jacks: It’s more because I mean, holy crap, I’d have to have like nineteen cars here ready to go. Tickets of like eight grand a piece.

Keith Cosentino: Yep, just to make it worth my while.

Shane Jacks: Exactly. So that’s kind of what I want to go into today, Keith.

Keith Cosentino: Yeah, went in without joking that really is the truth and why I can’t go and work on hail there, or anywhere else because my company is so busy here it’d be foolish of me to go and chase a storm even if I could double my gross for the week. I still, I’m gonna go backwards by the time I have travel costs and all the angry customers back here that I didn’t get to service. It’s not a profitable deal for me. My business is too big here to leave it. It’s something to think about for a lot of the guys on the fence for whether or not they’re gonna stay in their own town and run their company or go and chase hail.

We’ve talked about that a little bit in the past, but what are you gonna do? You gonna run your company, or you gonna go chase hail? Some of the guys think, “Oh, I’m gonna do the retail stuff here, then when the hail hits, I’m gonna go there.” Well, you can’t do that when people start calling your phone and nobody’s there and your cousin picks up the phone and says they should wait for a month or go and use this other guy, you’re not gonna be the presence you want to be. You gonna be a hail chaser or not, but you can’t do both.

Shane Jacks: It’s very difficult.

Keith Cosentino: A lot of guys will argue with me. Say: “I do both all the time.” Yes, you can and you do. Now I know plenty of people who do and are happy, but don’t think that your retail business is gonna be as good as it could be, if you’re gone half the year.

Shane Jacks: Right. It’s not gonna be anywhere close to where it could be.

Keith Cosentino: No.

Shane Jacks: And that’s one of my deals here. I haven’t chased this year. I chased very little last year. It was within two hours of the house where I went last year. But I enjoy that hail, so I mean, my retail business is not what yours is, Keith.

Keith Cosentino: No.

Shane Jacks: And you know that.

Keith Cosentino: And you were just turning and burning at that storm so I would have left for that one too, if it was that close to my house.

Shane Jacks: It’s kind of a pay off. It’s – you know, you go out and make x amount of dollars in a month or two you make up 30 percent of the customers you lose over the year. I mean some guys, and I’m not arguing with you here, Keith – I hope you understand that – with your premise that you stated a few minutes ago.

Keith Cosentino: But there are always exceptions.

Shane Jacks: No, this isn’t an exception, because I know my retail business isn’t what it could be because of my chasing in the past. However, the payoff to me, I’m okay with it. You know what I mean?

Keith Cosentino: Yeah.

Shane Jacks: So, again, my retail business is not what Keith’s is and a lot of it is because I have not been here 100 percent of the time. Some of that mentally. Some of it I’ve been here physically, just not mentally.

Keith Cosentino: That’s not easy, man. I mean, working as much as we work, it’s a grind.

Shane Jacks: Yes it is.

Keith Cosentino: Not everyone wants to work this much. Some guys want to work for a few hours then go fishing and they’re probably happy. That sounds amazing to me.

Shane Jacks: There was a little crackle to your voice, “They’re probably happy.”

Keith Cosentino: I just can’t turn this stuff off, man. It’s a blessing and a curse.

Shane Jacks: It is.

Keith Cosentino: Everybody says, “Wow, you get a lot done.” That’s all I do though.

Shane Jacks: Yep. I get a ton done. Yes. I made a lot of money this week myself, Keith, but man I had no life. Virtually. So, that’s why I wasn’t here last week. Just had too much going on. You know? I needed to get caught up.

Keith Cosentino: You remember that quote by Larry Winget where he’s like, “You’re not gonna have balance. Your life is gonna suck if you want to be a millionaire.”

Shane Jacks: That guy is a lot like me. So I can’t figure out whether I like him or dislike him. Just to be honest with you.

Keith Cosentino: I haven’t listened to too much more of his stuff, but I probably should.

Shane Jacks: I’ve listened to a few, and like I said, there are times when I go, “Man this guy sounds just like me, I like – man I hate that guy.”

Keith Cosentino: “You’re fat because you want to be fat. You’re broke because you want to be broke.”

Shane Jacks: “Your life is gonna suck.” So, uh, what I want to talk about this week, again with this hail going on, Keith, running 900 miles an hour and getting a lot done, but also running at that pace you, at times, get a little bit lazy, a little complacent, and you don’t do exactly what you should do in every situation. And before we get started on how I lost $783.75 in like six minutes this week, Keith, I want to tell everybody a little story. Day before yesterday I go up to my big body shop, right?

Keith Cosentino: Yeah.

Shane Jacks: They have a concierge for one big insurance company, okay? I can say the name of it. It’s Travelers. They’ve got a concierge there –

Keith Cosentino: He said it. Oh, he said it.

Shane Jacks: Yeah. So, the Travelers concierge is right there in that body shop. It’s a separate little room and there are three adjusters that sit in there for Travelers. Well, one is more of a customer service kind of person –

Keith Cosentino: Side note: I have Travelers. You guys can suck it. Try to put an aftermarket windshield in my car. It’s got computers in it and heaters and alien blood runs in the middle of it to sense when rain is come in an hour then it turns the windshield wipers on. They want to put some Chinese glass in my car.

Shane Jacks: Name an insurance company that wouldn’t try to do that.

Keith Cosentino: Travelers can suck it. I fought them all the way too and I still lost.

Shane Jacks: You still lost? What’s the difference in the price of the two?

Keith Cosentino: $300.00.

Shane Jacks: So did you come out of pocket?

Keith Cosentino: I came out of creativity.

Shane Jacks: Oh. So that was illegal. We’re gonna leave that one alone.

Keith Cosentino: I no longer have that vehicle and unfortunately I still have Travelers, but I am looking to switch because they punked me.

Shane Jacks: Yeah. Man insurance companies are tough. They’re out there to make money just like you and I so they’re cutting corners unlike you and I.

Keith Cosentino: I was swinging for the fences on this one though. I brought in my agent, her manager. Brick walls everywhere. It came down to: The contract says – because my agent was swinging for me – he said, “The contract says of equal – of like size and quality.” Don’t quote me on the size part, but the quality word, and he said, “How can you prove that this is the same quality? It’s not made by the manufacturer.” And they’re like, “Well –”

Shane Jacks: Certified.

Keith Cosentino: Certified that you can’t do sh – All right. All right. I’ll play your games.

Shane Jacks: Keith just went out and sold the car. Screw it.

Keith Cosentino: I did sell that car actually, but they got supplemented on broken moldings and all other kind of stuff they broke when they took the car apart.

Shane Jacks: The way insurance companies work, they’re okay with that. With the moldings and everything, you know? They’re just like, “Oh okay, yeah we’ll pay for that.” Just freaking do what I wanted you to do to begin with and everything would have been alright, you know?

Keith Cosentino: Right.

Shane Jacks: And that’s kind of what happened to me with this. I walked in –

Keith Cosentino: Sorry, I hijacked your story.

Shane Jacks: No, that’s okay. That’s all right.
Keith Cosentino: Sons of biscuits.

Shane Jacks: I’m gonna be doing a lot of talking during this episode.

Keith Cosentino: You know, a lot of times we think, “All right if it has to do with plumbing or solar roofing I better call a pro, but if it’s in the body world, I got this one handled. You know, this is the only thing I talk about all day, every day. I know exactly how this scenario is gonna play out. Just give me the phone, and then when you hit the same brick wall that your dumb customers hit, it’s frustrating. Wait a second, I know what’s going on here and the adjuster – I’m like, “Well, here’s the deal. I’m in the business. I know what’s going on.”

She’s like, “Oh, I remember you. I used to do accounts payable for one of your body shops.” I was just like, “Arrghhhh. Dang it. I got nothing here.” It’s like she wanted to brick wall me even harder because she knew I was in the business. So it would have been better if I was just a law student who has a professor with lots of time on his hands. All right Travelers.

Shane Jacks: Okay, so –

Keith Cosentino: It’s you and me out back.

Shane Jacks: So I walk –

Keith Cosentino: I didn’t get a concierge room either.

Shane Jacks: Yeah, it’s no different. So, um –

Keith Cosentino: Yeah, I know it.

Shane Jacks: So this body shop –

Keith Cosentino: I can’t stand the same crappy snacks in a wicker basket and the stupid CNN on the wall.

Shane Jacks: No CNN on the wall in this one. No TV actually.

Keith Cosentino: Fox.

Shane Jacks: Nothing. No TV. So, uh, they’re a Direct Repair, of course. They’re on the Direct Repair program there at the body shop for Travelers. So one of the guys that used to work over on the body shop side before he moved over to the Travelers side – every time I called him on a supplement, I called him and I’d say, “Hey, Ryan we need a supplement on this Maserati.” We don’t have Maseratis here. We have a few – “I need a supplement on this Avalon.”

Keith Cosentino: Because I can’t say it. Some guys want to buy it; they just can’t figure it out. Can’t spell it. M.A.Z.

Shane Jacks: It sounds like cheese.

Keith Cosentino: Ah, forget it, let’s get a Chevy. M.A.Z.U.R. – hottie.

Shane Jacks: Would you shut up and let me talk? Oh man. That’s actually how they spell it. What’s finny is you’re right. That’s how –

Keith Cosentino: All right, I’m done interrupting.

Shane Jacks: Porches.

Keith Cosentino: Making me tear up.

Shane Jacks: So I go into this – I call Ryan and every time I’ve got a supplement on a hail car, “Hey, Ryan I’ve got a supplement on this car,” and I’ll start going through the litany of things that they missed, you know? And most of the cars he writes, himself, outside. He understands. He knows he’s not seeing everything, right? So I say, “Okay, Ryan. We missed this on the roof, this –” “Don’t worry about it send it in and fix it.” “Take a couple pics –” No. They never even told me to take pictures. Very rarely anyway. Sometimes take pictures, the rest of it, “Just write it up and fix it, dude.” “Okay, cool.”

Now, I’m honest with this stuff. I’m not gonna – now I do fudge on the ha – and we’re gonna go over some of that stuff here in just a minute, but it’s really not fudging. It’s taking advantage of what they’re going to give you, and there is absolutely nothing wrong with that. So I go in and I take the billing down there and I’d spoken with Ryan. Well there’s this guy that sits in front of Ryan. He’s filling in right now, and he and I have had run ins in the past. I believe I spoke about a Camry hood last year that he said, “We’ll put one on it for $700.00, and don’t blend the fenders.”

We got into it and went around and around. So I said, “Okay, put a hood on it, I don’t really care.” And he says, “You’re not gonna back off?” “Uh, no.” And so he comes back in about 30 minutes later after sitting in his car. “Yeah, my boss said just go ahead and fix that thing.” “Okay. Thanks, dude. Bye-Bye.” So he’s sitting there and he goes –

Keith Cosentino: You rolled over to your boss like that, you little punk?

Shane Jacks: So he goes – that guy, he turns around and he said something kind of smart, “You can’t just be fixing these cars and then turning the bills in.” And I said, “I’m not. I’m calling and telling they need a supplement and your people are telling me roll with it write what you need.” Then he just kind of, “Uh, uh, but I – You know I’m fair, Shane, but – but – I.” You know. So I was in a bad anyway and I knew he was gonna be gone after yesterday so –

Keith Cosentino: That bad of a mood, huh?

Shane Jacks: Yeah. So I told him, I said, “All right Mr. Wayne.” I was being real smart alec/treating him like a child. “From here on out I will send pictures to you, I will call you, I will email you, and I will get your approval before I start.” “Well you ain’t gotta be like that.” I just walked out while he was speaking to me. So anyway, what we’re gonna talk about today is how I lost $783.75 in about six minutes because of laziness, and then we’re gonna look at how I made like $415.00 this week in six minutes because I wasn’t lazy, and I used my brain, and I thought about these things that I missed in the first six minutes. Make sense?

Keith Cosentino: I’m ready to hear it.

Shane Jacks: Ready to hear it. Okay.

Keith Cosentino: I could use an extra $1,100.00 this week.

Shane Jacks: Yes. $1,198.75. So, the first one was not as much laziness as it was ignorance. So I’m gonna put that asterisk beside this one. This was a 2015 Ford Escape, right? The left quarter panel on this thing — had I known that it was double oiled like it is, I could have 25 percent upcharged it, but I didn’t know. It’s not a ton of money. They were only a few dents on it. So instead of it being $125.00 bucks, times the 25 percent that would have been $31.25 more on a 25 percent upcharge because of double panel.

What guys – what techs often fail to realize, Keith, is that that double panel thing – it’s more than just the rails. You can get it for more than just the rails. See so many hail guys out there, that’s the only thing they’ll write double panel, right? Is the rails. That’s it. They’re not gonna write anything else double panel. Maybe on the door frames and stuff, but when the – let’s say the dents were in the upper portion of the door right below the waste belt molding, okay?

Keith Cosentino: Yeah.

Shane Jacks: That’s always double panel on 99 percent of cars, right?

Keith Cosentino: Yeah.

Shane Jacks: Yes, there are holes there on some cars.

Keith Cosentino: Yeah, it’s not impossible.

Shane Jacks: It’s not impossible, but is it still double panel? Yes, it is. I’m gonna get 25 percent on that bad boy.

Keith Cosentino: The whole panel or just that section?

Shane Jacks: Well, on hail, normally, it’s all right there.

Keith Cosentino: Yeah, right. Stragglers.

Shane Jacks: If there are fifteen dents on it, thirteen of them are gonna be in that area.

Keith Cosentino: That’s true.

Shane Jacks: So on hail, that’s the case.

Keith Cosentino: So you just write the whole panel?

Shane Jacks: You just write the whole panel plus 25 percent. So this 2015 Escape, you would think that you would take the tail light out and it’s open, but not so much. So mental note fellas, these new body style Escapes, Ford Escapes, the quarter panels are pretty much inaccessible. There’s a little bit of access, but –

Keith Cosentino: The old Escapes sucked for the quarter panel.

Shane Jacks: Oh, yeah. Everything. Yeah, yeah they did. Yeah those quarter panels, you could – Explorers were the same way. You just can’t get in them, just very little access. So that left quarter panel, I lost $31.25. Not that big of a deal, right?

Keith Cosentino: Not yet.

Shane Jacks: Not yet. Not until you start adding all this crap up. 2015 Ford Focus, very few dents on this roof. I started working with this thing and holy crap that metal is weird. It was a hatchback Focus. I’m guessing it was high-strength steel. I actually didn’t check it out, but I could have gotten 25 percent. Whether it was high-strength steel or not that stuff worked really strangely. There were only a few dents on it and I tried to glue-pull them and, man, it took me so much more time than it should have on this thing. Stupid right? That was $250.00 I could have gotten 25 percent on that and that is another $62.50. So be mindful. It doesn’t have to be high-strength steel for you to justify 25 percent upcharge on some of these panels.

Keith Cosentino: What do you say though? “This one’s taking me way longer than it should. Twenty-five percent upcharge.”

Shane Jacks: You don’t have to say it’s taking me way longer than it should because they can throw that back at you. That’s the most unprofessional –

Keith Cosentino: I know. I’m being facetious.

Shane Jacks: I know you are.

Keith Cosentino: But what do you say?

Shane Jacks: Well, the curvature of the panel – there is something there that you can use. If it’s freaking black, I don’t care. It’s black because I have to glass it. You know what I mean? Again, those matrices, or however you want to say it, that they use are guidelines and if it’s gonna be more difficult, dude, it’s more difficult. I’m sorry but it is, and I’m gonna argue it all day long if I have to. So you can get a little more money out of those. Do I do the color thing? No, unless it’s like a completely slick glass paint job, and then I’ll use that. Or you could say there’s too much orange peel. “Ah, look at all that orange peel. It’s gonna be hard for me to get this thing right.”

Keith Cosentino: These dents are coming out to easy.

Shane Jacks: I’m gonna undercharge. So this ’15 Focus roof, I’m pretty sure it was high-strength steel though, Keith, because it was working stupid-funky. If you’ve got a lot of the Ford roofs and a lot of the – I think it’s Kia, have that ribbon –

Keith Cosentino: Oh that crap.

Shane Jacks: That crumbly crap in the roof. Charge for that. It’s gonna take you twice as long, honestly, to fix a typical hail dent in that crap because you’re having to push through it or scrape it away, or whatever. So upcharge for that.

Keith Cosentino: So you start into the roof, one dent or two dents start pushing funny, you stop; call in a supplement for it? Or you finish and try to supplement later?

Shane Jacks: I’m typically gonna finish and try and supplement later.

Keith Cosentino: Okay.

Shane Jacks: Because I mean, if it’s high-strength steel it’s gonna be on record as high-strength steel. So they don’t have to come out and look at that.

Keith Cosentino: Yeah.

Shane Jacks: You know what I’m saying? If it’s something subjective, then you may want to stop and get a – had I known to begin with, that it was high-strength steel, I could have went in from the get-go. You know what I’m saying?

Keith Cosentino: Right.

Shane Jacks: I just didn’t even go back. This was something that I had just thrown out a price to a customer. It was actually a wholesale, but I was not treating it as a wholesale customer. So long story, but anyway I could have gotten more on that, another $62.50.

Keith Cosentino: But sometimes – is it worth fighting for $60.00? You know if you feel like you have to stop working on the car and they want to come and look at it. Wouldn’t you just keep working and hope you’ll get it later?

Shane Jacks: Again, on both of these instances, the 2015 Escape and the ’15 Focus, both are cut and dried high-strength steel, double panel. You see what I’m saying? So they looked at the dents, they know there are dents in the left quarter panel. All you’ve got to do is prove to them that it is double panel which is not that hard to do. So actually stopping is not necessary.

Keith Cosentino: Got it.

Shane Jacks: Does that make sense?

Keith Cosentino: Yeah, it does. Unless it’s damage they need to see before you fix it, then you can just keep motoring through.

Shane Jacks: Um, a 2000 CRV.

Keith Cosentino: 2000?

Shane Jacks: Yes. We talked this guy into fixing it. One of my guys that works for me talked the guy into fixing it. It’s a $2,600.00 hail estimate. They had originally written it for like a grand, the insurance company. We ended up at $2,600.00.

Keith Cosentino: Did he get a free flat screen?

Shane Jacks: No. He got a free broken grab handle, or three. We have to order those.

Keith Cosentino: Do you mean he got brand new grab handles with the repair?

Shane Jacks: He has brand new grab handles with the repair.

Keith Cosentino: See how I did that?

Shane Jacks: They are not in yet. They have been ordered. So this 2000 CRV –

Keith Cosentino: So rare they don’t even exist.

Shane Jacks: This 2000 model CRV, um, I’d told the adjuster when he came out, “You know the paint is hazy on this thing.” It was. It was worn through on the hatch on the plastic pieces, and rust on the edges of the metal hatch piece on the top. Yeah, I mean the guy was like well – the customer, he came in for an estimate, and was like, “I don’t even know if I want to turn it in on the insurance.” My guy talked him into it. Now it’s a $2,600.00 repair later. He’s dropped by twice to check on the status of it. He’s a nurse and he’s like, “I know it’s old; it’s kind of a piece of junk, but it’s nice inside and it’s my runabout vehicle and every time I jump in it I’m gonna see those dents. “Okay, thanks for bringing it!”

But the adjuster came back out, and I really thought about it and we were running so hard, I thought about asking the adjuster, or pushing to get more money because the thing was hazy and it was hard to see through, and it was a much harder repair. I could’ve gotten it, looking back the adjuster was really easy to work with, but again we were running so hard, and we had several other cars and a couple more adjusters coming in to do supplements on cars.

Now this is kind of a subjective thing so you would want them to look at this, Keith. Again, this paint was hazy and it makes it a lot harder to see, right? We had to buff a good bit of the car. We could’ve gotten more out of the repair because of the hazy paint. I mean it would be like, do you charge more for, Keith, for –

Keith Cosentino: Yes.

Shane Jacks: For working on flat paint?

Keith Cosentino: Yes. You know what? Believe it or not, I haven’t done one yet.

Shane Jacks: You haven’t done one?

Keith Cosentino: No. There’s plenty running around, one of them just hasn’t landed in my lap yet.

Shane Jacks: I’ve done a couple of Allroads. The Audi Allroad roofs, you know?

Keith Cosentino: Are those flat?

Shane Jacks: Mhm. They sure are. The older ones are. I don’t know about the newer ones, but the ones five, six, eight years ago they were a flat gray or black. I can’t remember. It’s a flat paint. I charge for that. It’s like a 50 percent upcharge if I’m doing one dent on it. You can’t see. Yeah, you put a plastic packing tape on it, but in my opinion, you’re running a risk there any time you do anything extra. So I really should have upcharged. I could have gotten 15 percent more out of the entire vehicle had I sold it, right?

Keith Cosentino: The CRV?

Shane Jacks: Yeah, the CRV. I could have gotten that much more out of it. I could have talked him into it. So, that would have been $390.00 more bucks right there. Okay? The last one that I had, Keith, was an ’08 Edge and I did not mark up for the top of the doors, where the braces are at the top, for 25 percent, below the waist belt molding that we were talking about earlier.

Keith Cosentino: Yeah.

Shane Jacks: I just let it slip my mind. Completely let it slip my mind and I didn’t not upcharge the 25 percent. So that was $75.00 bucks. For all four doors, it was like $300.00 bucks between those. So that is how I lost $783.75 this week because of laziness basically. Those are just, what, four cars?

Keith Cosentino: Uh, yeah.

Shane Jacks: Yeah, that was just four cars and I’m sure there are some that I missed that I could have gotten more out of that I just didn’t see. Oh, I’m sorry. Yes, there’s one more. My bad. That doesn’t equal $783.75. I’ve got $225.00 more dollars here. A 2014 Mazda, the reason I lost $225.00 on it is, I lost about $100.00 on the roof, and I lost an entire rail, $125.00. Really light rail that had like three tiny little, less than dime size, dents on it because I looked at the freaking car outside. I didn’t pull it in.

Keith Cosentino: It was like a couple episodes ago. Get out your light for the estimate.

Shane Jacks: Yeah, I completely disregarded that. And again, it’s running hard and these are all excuses that I’m giving here.

Keith Cosentino: Right.

Shane Jacks: But, I’m just being real with you. So I looked at it outside and I lost $225.00 on that car because I did not bring it in. Tiny dents. I mean I was like, “Ah, I can see everything outside.” Yeah, no you can’t. You’re gonna miss some stuff.

Keith Cosentino: It’s amazing, I mean we look at dents, it’s all we look at, and we still miss stuff.

Shane Jacks: For sure.

Keith Cosentino: You just have to have the right angles outside, and if you don’t have the right angles you can’t see anything.

Shane Jacks: That’s right. So I missed those, and I kicked myself. And I did. I was like, “God.” It was like two weeks ago we were talking about, bring the freaking car inside and put a light on it. People are listening to me; I’m not listening to me. Now, do you have any questions or anything more to add to that, Keith, before I go into how I made 415 extra dollars this week because I took six extra minutes?

Keith Cosentino: No, it really is just a lesson in slowing the whole process down a little bit when you’re talking about estimating a car. You can’t go too slow. You think your – it’s kind of like car racing, and I’m not a racer. I wish I was. I love driving cars fast, but it’s never been something I could do in my life for mostly time constraints. But, if you guys that I’ve talked to about go cart racing or larger car racing; the more that you’re sliding the car around, the more it looks fast, the slower you are, and it’s the same way with these estimates. The more you’re like running around, and you’re writing stuff down super fast, and you’re jogging form car to car; the more you look fast, the slower you are because you’re missing stuff. Smooth is fast.

Slow it down and get the lights out. That’s fast, and fast in our world means profitable. So the slower you are the more profitable you’re gonna be on the estimate. The repair? Throttle down. You can be done with it, but the estimate? You can’t go to slow. You can’t check the panel closely enough because you’re always gonna miss something. I mean, you know, you could spend two hours going around and looking up if every panel is high-strength steel. There’s a point of demission where it turns, you can’t spend twelve hours on an estimate but it’s better than the one that took you one hour. But the one that took you one hour is better than the one that took you one minute. I can promise you that much.

Shane Jacks: Yes. I’m living testament to that. So I gained $415.00, and all of that was on two of these cars that I just mentioned.

Keith Cosentino: Oh, really?

Shane Jacks: Yeah. So the 2000 CRV had a dent on the hood that was fairly large. It was not a hail dent. It was a, “Tree limb fell on the hood during the storm,” which is also covered. So this dent was about three and half to four inches long is what I would guess. Okay, so it’s like double, triple oversize, right?

Keith Cosentino: The hood was hit with hail too.

Shane Jacks: Yes, the hood was hit with hail really light on the hood.

Keith Cosentino: Like five or ten shots?

Shane Jacks: Um, no. Probably more like sixteen to thirty, in the twenty range. So that’s insanely light for a hail guy. And they were all small. There may have been two or three – there were no oversize on that car – there were two or three quarters, the rest of them were dimes and nickels.

So I wrote it up for quarters of course, and this one dent was, again, three and half to four inches long, and he asked me, he said, “Why do you have six oversize on this hood?” I went, “Oh! They’re all right there in that one dent.” And he looks at me funny and he goes, “That’s one oversize.” And I went, “Not if you put six oversize together that equal about that dent.” I said, “I’m not fixing a dent for $40.00 bucks.” When you break it all down, basically you’re making $50.00 bucks off of that dent off the matrix. So I said, “I’m not repairing that dent for $50.00. I would get $250.00 to $300.00 retail on that, so I’m asking you for $240.00.” He said, “Okay,” and that was it.

Keith Cosentino: That was it.

Shane Jacks: That was it. So I got 240 extra dollars on one oversize dent. It was a light crease. It was three to three and half to four inches long. Probably two inches wide, so it was not so much a crease as – very minimal creasing. But, all I had to do was explain it, and not get an attitude with him which was very hard for me this week. Not get an attitude with him.

Keith Cosentino: Well you freaking paint it then.

Shane Jacks: Paint it. I don’t care.

Keith Cosentino: Get this thing out of my damn shop.

Shane Jacks: This ain’t no “Mazur-hottie.” So that was $240.00 right there. Now, on the Ford Edge that I missed the tops of the doors, the 25 percent on top of the – below the waist belt? The door frame above the window is painted on those things. It’s a part of the door, and there was one shot on that thing that I knew was gonna take me – well it wasn’t a shot, it was only like a half inch wide, but I was like, “This is gonna take me 400 glue pulls to get this stupid thing.” So I upcharged $175.00 on that one dent because I knew it was gonna take several glue pulls, and I didn’t even get questioned on that. The adjuster looked at it and went, “Oh that looks like a terrible spot.” I said, “Why yes, it is.”

Keith Cosentino: He handed you a black plague smooth tab?

Shane Jacks: Yes, he did. He goes, “Here try this, uh,” and I pulled it out. That is actually what I used. I used a crease tab on it, a black plague smooth crease tab. One of the – not the smallest one, but the next one up. I’m terrible with the numbers.

Keith Cosentino: A CT32.

Shane Jacks: Something like that. But, um, that was another $175.00. So I gained $415.00 on those two dents that a lot of techs would not have even bothered with trying to “argue,” and I use that term incorrectly because you didn’t want to argue with them off the bat. If you have to go that route, then you’ve probably already lost. So I explained to them why I needed what I needed in a fashion that wasn’t offensive or degrading to them, and just explained why I needed what I needed and everything was cool.

Everything was cotton. Now had I just used my head and taken a little bit of time, those six extra minutes on those four cars, to literally write one number down and think about those areas of the car, I would have made another $783.00. So that’s a $1,098.00 swing right there in twelve minutes basically. I mean we may be off by a few minutes on each one, but you get the idea.

Keith Cosentino: Oh yeah, and you know it’s really making me think because we can make these same – this is a hail scenario and a lot of guys initially will say, “Well that’s different for hail, you know we’re doing – ”

Shane Jacks: It’s not.

Keith Cosentino: “– retail and stuff,” but it isn’t different. The adjuster is the customer, and there’s been plenty of guys that have helped me learn lessons over the year about how to break down the cost of what you’re charging and how to get those numbers up, and I’m gonna share those in a second, but a thought that popped into my mind that I don’t want to forget is, I might make myself a check list to go over when I’m estimating a car. Do you have to take anything apart to get to this dent? What is the material? Is it steel or aluminum? Is it factory paint, and I have a paint gauge now so I can answer that definitively.

But if you go down this checklist, and you answer these things, “Yes, I’ll have to take off the tail lamp and the inner trim to get the lamp out. It’s aluminum. It’s a re-paint.” I can now factor these things into my estimate properly and get paid for that extra work because it’s real extra work. You know, too often we get so ahead of ourselves and we say, “Oh yeah, I can do this. $300.00 bucks.” You think, “Ah, shoot. I’ve got to drop the bumper. Take the light out. All right, I’ll just get to doing it.” Well, take that vehicle to any other establishment in town that had an address and ask them to drop the bumper and the tail light. How much is it going to be?

Shane Jacks: A lot.

Keith Cosentino: Right. Take it to the dealer and tell them, “Hey just drop the bumper and the tail light and put it back together and bring it back around.” It’s a couple $100.00 bucks. That’s just the way it rolls. There’s no reason we should be doing it for free. Just because it’s easy, doesn’t mean it should be free, and it doesn’t have to be a couple $100.00 of bucks either. It could be $40.00, or $50.00, or $60.00 or $100.00. It can be whatever you want it to be, but it needs to be something. So I might make myself a little check list just until I get in the habit of charging properly for all of those things.

Another thing that the way I can relate this to a retail environment where you’re doing smashes and beat up panels, is a lesson I learned from my buddy Sal Contreras down in the San Francisco Bay area, but not the gay part. He said when you’ve got a big old smashed up dent – his prices are really high right? But you think how did he get to this really high price? Well he’s just breaking it down in sections. Look at this one dent here, there’s no way I’m doing this for less than $300.00 bucks. This one here, this is a $400.00 dent, and this crease here, this is a $250.00 crease. You add all that up, it gets expensive.

But when you break it down like that, it’s really easy to justify to yourself because if you say $400.00 bucks for the whole smash and then you break it down to yourself that means you’re doing this dent for $100.00, this dent for $100.00, and this dent for $200.00. You’re thinking that’s way too low. I would never do any of those dents for those prices.

Well, price them all individually like you would by themselves, and that’s what the real price of that repair should be, and it’s much easier to justify to yourself so you can feel confident saying that big number, and it’s much easier to explain to the customer. This area takes this much work, this takes this much, this takes this much. Oh and not to mention we’ve got to take these three things a part and that’s not free either.

But they’re not gonna beat that number by going somewhere else. You take it to a body shop, they’re gonna have line items. The difference is, it’s written in computer code so you can’t understand what they’re gonna do to your car. It’s all point one, point two, point three. Nobody knows what it means because there are no dollar values assigned until you get to page four to the total on there, a Hieroglyphic estimate. I’m in the business and I can’t even read those things. Of course that’s on purpose, you know, nobody’s estimates are as plain as ours. Fix dent. $150.00 bucks.

We could probably learn a lesson from the guys that have, you know, multi-million dollar businesses, and us who generally do not have a multi-million dollar business. Make the estimate bigger, and more expensive, and more complex because it works. It just works. They wouldn’t do it if it didn’t work.

Shane Jacks: PDR estimate, it’s like four pages.

Keith Cosentino: Is it?

Shane Jacks: Mhm. It looks a lot like a body shop estimate.

Keith Cosentino: That’s Mr. Raymond Saps program right?

Shane Jacks: Mhm. Yep.

Keith Cosentino: Maybe we need to have him on the show. He can tell us all about it.

Shane Jacks: Yeah, it’s a good – I’m enjoying it. I know I’ve said it three or four times, I do like it a lot.

Keith Cosentino: Samantha, will you go ahead and get that scheduled? With Mr. Sap?

Shane Jacks: Samantha. I’m expecting her to bark because we can’t afford a real secretary. Samantha. Rowf.

Keith Cosentino: Just get him to send his writer over and we’ll make sure we can present the conditions that he requires.

Shane Jacks: Yes, sir.

Keith Cosentino: Hey, you’ve talked about that software a lot in the past few months so maybe we need to dive a little deeper into it and see what’s going on with it.

Shane Jacks: I am digging it, for sure.

Keith Cosentino: All right. As long as he’ll do it, then I will promise that show happens.

Shane Jacks: All right. I can contact him. Not Samantha.

Keith Cosentino: So it’s really similar – oh by the way, you weren’t here last week.

Shane Jacks: No, I were not.

Keith Cosentino: Marshawn Lynch was on the show.

Shane Jacks: You know, I heard about that.

Keith Cosentino: Yeah?

Shane Jacks: Yeah.

Keith Cosentino: My buddy told me about it. I didn’t know too much about him. My buddy told me about his other video where he said, “I’m just here so I don’t get fined.”

Shane Jacks: Yeah.

Keith Cosentino: For five minutes straight.

Shane Jacks: I’m just here so I don’t get fined.

Keith Cosentino: Good because the guy apparently doesn’t understand where his income comes from, and doesn’t want to do interviews after his multi-million dollar football game.

Shane Jacks: Yeah.

Keith Cosentino: Yeah. You ought to just drag that dude by his ear and say, “You know who pays for all this stuff? The dudes that want to watch this stupid show, and hear about why you ran instead of, you know, didn’t run.”

Shane Jacks: They get all principled as soon as the ink dries.

Keith Cosentino: I know. It’s ridiculous. But then I think, “Okay, maybe I don’t know the inside story. Maybe no one else has to do that but he does because he’s popular so he’s pissed because you know, it’s unfair that no one else has to do it, but he does.

Shane Jacks: No. That’s not it.

Keith Cosentino: I know, but I always give people the benefit of the doubt, but mostly it’s a pretty douchey move.

Shane Jacks: Yeah, and I kind of see – his is a principled thing as far as the stuff that’s being asked or something that’s happened on the team or in the media or whatever. I’ve often said – you know how people say, “That actor’s such a jerk because he won’t give an autograph?” I’d be the same freaking way. People are all up in my grill 24 hours a day asking me to – shoving a pen in my face? Ugh. I’m sorry, a pen, a pen in my face. I would probably be a douche also.

Keith Cosentino: Yeah but, you know, people will rattle your cage and say, “Hey you know that Bentley that you just painted bright yellow?”

Shane Jacks: I know. I know. It’s because of that guy that wants the autograph.

Keith Cosentino: This dude makes 35 K a year and he just spent $500.00 bucks to come and sit at this stupid game so you can drive a yellow Bentley for catching a ball. You can probably sign his stupid shirt, you know? There’s some guys that get that and – I’m not that big of a sports guy but, there’s some guys that get it and there’s a lot of guys that don’t.

Shane Jacks: Yeah. Skittles.

Keith Cosentino: One of my customers, this guy had tons of money but super cool guy. Real laid back guy. He had all these classic Porches that he was restoring and he had this giant show room, looked like a car show. You know, he had a bar in it and everything. His business, before he retired, was the sports memorabilia business, and it was really interesting talking to him because I didn’t know anything about that business.

When someone says that to me, I picture like a guy who also has a comic book store, or a pawn shop. It doesn’t seem like a professional deal, but he would actually hire the talent, the – in this case he was talking about Joe Montana, and I have no reason to believe the story is true but I have no proof that it is, or not true rather, but he said they would pay him per day, you know, something like a quarter million dollars or something.

They would have him for eight hours, and they’d have, before he got there, a big, giant conference room set up in one of these hotels with a big, giant U-shape set-up of tables and just gear laid out all over from the top to the bottom, all over this U. He would sit there in a chair with wheels and just go down and sign everything. He’d just sign all day, signing stuff. And they didn’t pay him per piece, they paid him to hang out for a day and sign stuff for a quarter million bucks.

Then of course he’d take all that stuff and remarket it and make a profit on that somehow. I thought that was really interesting. I always thought that stuff was gathered here and there. I didn’t think they’d hang around in a room all day and just sign ten Sharpies worth of stuff.

Shane Jacks: Oh, yeah. They do it quite often, sometimes with college athletes and it’s not legal.

Keith Cosentino: It should be.

Shane Jacks: It’s against – I’m not gonna argue with you there.

Keith Cosentino: Those guys make so much money for those schools and they’re not necessarily gonna get a pro deal.

Shane Jacks: Nope.

Keith Cosentino: And even if they do –

Shane Jacks: And they’re not allowed to have a freaking job at all.

Keith Cosentino: It’s retarded.

Shane Jacks: Yeah, it is. We’ve been off on a tangent here.

Keith Cosentino: College sports are popular with our demographics Shane.

Shane Jacks: They’re very popular with me. I freaking love college sports. College football.

Keith Cosentino: I couldn’t give a crap care less.

Shane Jacks: It’s like a drug.

Keith Cosentino: But I know you like it.

Shane Jacks: I freaking love it.

Keith Cosentino: I’m just as likely to go and watch a flag football game down at the elementary school as I am to watch a college football game on TV.

Shane Jacks: I grew up, as the crow flies, just a few miles from Clemson University, and oh the orange and purple, those two colors. I love that sport and I love that team. I turn into a different being. I’m irrational during college football.

Keith Cosentino: It’s not that different.

Shane Jacks: Okay, you can shut up. I become very irrational and don’t think.

Keith Cosentino: All right, we’ll bring it back to the dent world for a second because there’s a story that I wanted to share from this week. I’ve been using, like I said, the depth gauge and the paint gauge in my estimates and I’m really starting to come to terms with how deep of a dent is gonna come out nice. We’re talking about round, you know, sharp dents.

Not necessarily sharp like an ice pick but not collision stuff, just deep stretch dents and it seems like now that I’ve got the gauge, they’re all over the place but it’s because they were always all over the place. You just get to fixing some. You get some perfect and some you don’t. But now I’m starting to get a reading on what I think is gonna come out and what I’m proving to myself isn’t gonna come out.

The other day I had collision damage – a door, a TSX – a 2011 TSX rear door, and some dude backed into it with a truck, a Ford F150. It wasn’t crushed, it’s almost like they skipped around it. It had a dent on the bodyline, a little crease, a little area pulled against the brace, and the impact dent. I knew I could fix everything surrounding but that impact dent was deep. So I thought, “Okay, let’s measure this thing and see where it comes out.” It was 1.76 millimeters deep.
I know from our training that we held in Florida at the Mobile Tech Expo when we measured the dental impact dents and we were whacking stuff with hammers and measuring how deep they were, I know 1.7, there’s almost a zero chance I’m gonna glass that. It’s stretched. Those dental impact dents are really hard to do. They are .9. So this is almost double.

I thought, “Man okay, I don’t know if I’m gonna get it.” So I prepped the customer for a little bit of a wait and, anyway, the repair was not that important it was actually the process, but suffice it to say I didn’t glass it. I got paid on it but it wasn’t completely flat, and I know that’s not coming out at 1.7. 1.76. 1.0, 1.2, Shane, I think you’ve got something flat in the training at 1.4. Is that right?

Shane Jacks: Yeah, it was one-four, one-five. It was somewhere around there.


Keith Cosentino: And it was flat.

Shane Jacks: But it depends on the diameter also.

Keith Cosentino: It does but generally these round shots you can’t get that deep without getting so big around.

Shane Jacks: Right.

Keith Cosentino: Because it’s not getting hit with something the size of a brick. Impact point – even if it’s a brick, the impact point is a corner or an edge. It’s not the whole surface area. So that one you got flat, but you wouldn’t tell anybody it was flawless.

Shane Jacks: No.

Keith Cosentino: It was flat and it wasn’t canted.

Shane Jacks: Right.

Keith Cosentino: But you’re an exceptional technician. I don’t think, I personally, would have got that dent as flat as you did. You’ve done a lot more deep, round dents on flat panels doing as much hail as you have. So at 1.5 I don’t know if I have – I don’t recall doing one of those recently. I think I had a 1.2 and I got that perfectly flat. A 1.29 or something, but that middle range, I haven’t done. It seems like I’ve just been in the seven’s, eight’s, and two’s. So I learned that lesson. I took it to heart and said okay we’ve gotta remember this super deep stuff is not coming out clean.

So fast forward to the next estimate I had. It was a one year old Lexus ES Hybrid with what I would call an ugly color, but a complex color. Like a black metallic brown. It almost had a pearl in it. Ugly, but it is what it is. Something whacked this driver’s door so hard that it left these two perfectly round, deep dents. One of them was about the size of a baseball. The other was about the size of a tennis ball. The baseball one was dead center in the door. The tennis ball one was all the way up in the front edge, pulled the fold into the front of the door and everything from the edge of the door. That car’s flawless. The paint is perfect. Everything’s perfect on it and he doesn’t want to paint this car. It was a real nice old guy.

So I go, “Oh man, I don’t know if these are coming out. Let me get the gauge and measure them. One of them was 1.8 and the other one was 2.2. And I thought, “There’s still something in me that want to try to fix this car.” Because the one, you could see the bottom. It wasn’t like an ice-pick dent. From the first push, you’d know exactly where you were. But I’ve been doing this a long time, and my instincts are always, all right that’s probably not coming out but I’m gonna try it, and that’s how you get good, by trying everything. But at some point, you have to realize that you can’t fix everything, especially if you have a lot to do that day. You’ve gotta let it go if you can’t get it right.

So with a lot of hesitation, I had to tell him, “These aren’t gonna be flat.” I had to convince myself. It wasn’t that hard, I just had to measure again. I tried to imagine a scenario where I could make a 1.8 millimeter deep shot on the door look flawless. I know I can’t do it. It pained me to say that because you never really know, but with a dent like that, you do know. It’s not coming flat. It just isn’t. There’s gonna be – even if you’ve got it close, there’s gonna be a swell in it and it’s gonna be a little more floppy than it was when you started. Then the other one was all the way up in the front of the door, it was gonna be a mess.

So I just let this job go. It was the best job I didn’t take all week because I would have wasted two hours on this car and still not delivered. So I’m thanking the gauge for that because I promise you, I would have tried it otherwise. But seeing that number, I your face, making you deal with that, that’s something I haven’t had before and now I’ve got that. So I’m huge on the gauge and I’m having my guys use them all the time in the estimates. Sometimes that job you don’t take is the best job of the day because you either ruin your reputation, upset the customer, or at the very minimum you just waste time that you don’t get paid for.

This is the kind of guy that would have paid me anyways. I know he was just a nice guy, but that sucks too. I got his money and he still has to get his car fixed somewhere else. That’s a bad deal.

Shane Jacks: Yeah. I’ve had three different techs this week send me snapshots of them using the depth gauge on hail damage.

Keith Cosentino: Yeah. How deep of stuff?

Shane Jacks: Um, one was .85. The deepest hail dent I’ve done this week was .85. You know different areas are different, this was like a three minute dent, you know that deep? It was still a really easy dent. Near the front of the roof on that Ford Edge where that roll is. The rounder the panel, the easier it’s gonna come out without any stretch problems, and right up front there it’s fairly round. But anyway, I had another tech send me one, it was like .85, and then one of them was 1.47.

A hail dent that was 1.47. So I was like, “That looks like a crazy upcharge to me.” The guy that sent me the .85, or 8 whatever it was, I told him I said – he asked, “What is a deep dent?” I said, “Well, the Dent Olympic stand is like .87 to .9 or whatever.” So I said, “To me anything over .5 would be a deep dent –”

Keith Cosentino: Yeah.

Shane Jacks: “– for hail.” And he said, “Okay, thanks.” So I don’t know if he upcharged for that or not, but then the 1.47 I was like, “Man, that looks like a $300.00 upcharge on that dent.” He goes, “Well, it’s supposed to be a conventional roof anyway, so.” It’s kind of a moot point on that situation. They were pushing the roof to save it for conventional cost.

Keith Cosentino: The gauge is cool, man. If you have it it’s cool, and you know what? I’m gonna do something retarded because I want more guys to have them I their hands. There are a lot of guys that listen to this show who listen like the very first day that it comes out, so I’d like to reward those guys and give them a cool discount or something neat that only lasts for the day the show comes out. So it’ll be live on Monday. What is that date, Shane?

Shane Jacks: The 4th? Is that correct?

Keith Cosentino: Yeah. Monday the 4th, this show will go live. If you buy a depth gauge on the 4th, I will give you a discount code that takes $100.00 bucks off the purchase price. So it’s normally $168.00 bucks and change. It’ll be $68.00 bucks.

Shane Jacks: It’ll be the May the 4th be with you sale.

Keith Cosentino: Did you just come up with that?

Shane Jacks: I wish I could. I wish I could claim that but, no.

Keith Cosentino: Because I’ve got, I don’t know how many left, twenty or something. So I’ll probably sell them out, but I want more guys to have them, especially in hail season, and I want them to get in the habit of using them because it’s not you think you need because you’ve went so long without it, but it helps you. It helps you a ton. It’s exciting and the more guys that use it, the more information we all have about it. Deep stretch dents will start having numbers that make more sense to more people, and it’ll help us get the money that we deserve on the stuff that’s deep and really just walk on stuff that’s not coming out.

Or maybe some stud out there’s glassing 2.0’s and he’s gonna be teaching a seminar because he can show me a 2.0 on the gauge and then show me a glass and then I’ll show him a $1,000.00 check so he can show me how to do it. But, there’ll be a coupon code. Let’s see, we’ll just call it ‘gauge’. G.A.U.G.E. So put the coupon code gauge and you will take $100.00 bucks off your depth gauge, and you will enjoy it. I promise you. So that’s my gift. May the 4th be with you. I guess that’s kind of a tool review. Did you have something in mind, Shane?

Shane Jacks: No, I did not.

Keith Cosentino: Well, perfect then.

Shane Jacks: There we go.

Keith Cosentino: That is the tool review and an update on Tab Weld Glue: it is still rockin’ like crazy, okay? They’ve got samples out all over the place now. I believe we have gone international with our samples and I have not had one person tell me they do not love it. So, really excited about Tab Weld Glue. That’s our new glue. It’s a dark gray color, and it is the glue of choice now. It will be ready for purchase in the next three weeks, approximately. We have some really neat packaging coming for it that’s gonna keep it sealed off from the elements when you’re not using it. Keep it fresh and ready to go when you do need it.

So we’re kind of waiting on that stuff and waiting on everything being put together, but three weeks out or so. You can still get a free sample for every order you put on blackplaguepdr.com with the new smooth series tabs or the new steel core knock down which has been really popular. That one comes with a little dent technology plastic tip that’s made from some new plastic that doesn’t mushroom out as poorly, and a polished steel neck craft tip because I’m using a lot more steel knock downs these days.

It’s really, really important when you want to drop a little high spot right in that area and no effect the rest of the metal. Steel knock down is the way to go. Very important addition to my repairs in the last year or two. So that comes all together.

Shane Jacks: Yeah that Tab Weld Glue and the smooth series tabs as well, I used on that Edge, that Ford Edge, the door frame dent. It still took a lot of pulls but I don’t think anything could have pulled it the way that did so.

Keith Cosentino: That’s really good news.

Shane Jacks: Super Glue. Super Glue, maybe.

Keith Cosentino: Pull it right out. All right fellas slow down, fix those estimates. Get everything you’re owed, and make more money.

Shane Jacks: Learn from my stupidity. And –

Keith Cosentino: What?

Shane Jacks: Get better.

[End of Audio]

Duration: 61 minutes

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