0:00:01.209 –> 0:00:02.189
Is it true, Anthony?

Are we live or are we Memorex?

0:00:04.990 –> 0:00:07.110
Glenn, you know that saying,

0:00:07.131 –> 0:00:08.510
if you want something done,

0:00:09.111 –> 0:00:12.151
give it to a busy person?

0:00:13.371 –> 0:00:13.833
Yes.

0:00:15.872 –> 0:00:16.292
Okay.

0:00:17.294 –> 0:00:18.353
Then why haven’t we gotten

0:00:18.414 –> 0:00:19.213
live shows done?

0:00:19.914 –> 0:00:20.434
I’m Anthony.

0:00:20.614 –> 0:00:21.914
Welcome to No Vacancy Live.

0:00:22.234 –> 0:00:23.114
That’s my friend, Glenn.

0:00:23.274 –> 0:00:24.036
You’re watching the number

0:00:24.135 –> 0:00:25.455
one show in hospitality.

0:00:39.087 –> 0:00:41.209
Hey everybody, welcome to No Vacancy Live.

0:00:41.250 –> 0:00:42.390
That’s Anthony Melchiorri,

0:00:42.731 –> 0:00:44.412
I am Glenn Hausman,

0:00:44.834 –> 0:00:46.354
and we are really putting

0:00:46.396 –> 0:00:49.759
back the live in No Vacancy Live today.

0:00:49.840 –> 0:00:50.901
Great to see you, Anthony.

0:00:50.920 –> 0:00:52.563
Sorry we haven’t been around.

0:00:52.582 –> 0:00:53.564
Great to be seeing you

0:00:53.584 –> 0:00:54.865
talking off camera saying

0:00:54.905 –> 0:00:55.966
that we haven’t spoken and

0:00:56.027 –> 0:00:56.646
I’m blaming him.

0:00:57.368 –> 0:00:59.048
And I refuse to call him

0:00:59.107 –> 0:00:59.908
when he doesn’t call me.

0:01:00.308 –> 0:01:00.548
Now,

0:01:00.709 –> 0:01:01.948
I also want to remind him that when

0:01:01.969 –> 0:01:02.609
you want something done,

0:01:02.628 –> 0:01:03.409
give it to a busy person.

0:01:03.469 –> 0:01:04.269
He said, busy.

0:01:04.689 –> 0:01:05.069
I’m busy.

0:01:05.109 –> 0:01:05.629
We’re all busy.

0:01:05.870 –> 0:01:06.670
But I will tell you,

0:01:06.750 –> 0:01:08.811
my busiest friends that

0:01:08.850 –> 0:01:10.631
have the busiest companies

0:01:10.891 –> 0:01:12.231
are the ones that get back to me quicker.

0:01:12.471 –> 0:01:12.971
You know that?

0:01:13.191 –> 0:01:15.072
I always get back to people, right?

0:01:15.393 –> 0:01:17.033
But everybody who follows my

0:01:17.093 –> 0:01:18.552
life knows that I’m really

0:01:18.612 –> 0:01:20.013
horrible at calling or

0:01:20.073 –> 0:01:23.034
talking to anybody ever.

0:01:23.174 –> 0:01:24.155
And I’m terrible at it too.

0:01:24.194 –> 0:01:25.234
But there are a few people, like,

0:01:25.555 –> 0:01:26.394
you know yeah friends

0:01:26.454 –> 0:01:27.896
business partners you know

0:01:27.915 –> 0:01:29.115
I know you know you think

0:01:29.156 –> 0:01:30.117
I’d be better at that but

0:01:30.156 –> 0:01:32.257
to be fair I got swept up

0:01:32.436 –> 0:01:34.278
in the spectacle of being

0:01:34.298 –> 0:01:35.257
in the incredible toledo

0:01:35.337 –> 0:01:36.558
ohio last weekend I’d like

0:01:36.578 –> 0:01:37.519
to thank the good friends

0:01:37.618 –> 0:01:39.019
over at first hospitality

0:01:39.379 –> 0:01:40.359
for allowing me to deliver

0:01:40.379 –> 0:01:41.740
an all-new keynote speech

0:01:42.001 –> 0:01:43.460
that I uh put together how

0:01:43.480 –> 0:01:44.981
was it how was it it was a

0:01:45.022 –> 0:01:45.921
lot of fun it was fun

0:01:45.962 –> 0:01:47.423
because I got to uh I don’t

0:01:47.442 –> 0:01:48.203
think you’re um you’re

0:01:48.222 –> 0:01:49.403
right microphone is working

0:01:49.423 –> 0:01:51.623
there um anthony um it was

0:01:51.664 –> 0:01:54.305
fun because um I got to do a better

0:01:55.061 –> 0:01:55.887
Yeah, I don’t think it’s on.

0:01:56.129 –> 0:01:56.712
Click it, tap it.

0:01:57.691 –> 0:01:58.171
Tap that mic?

0:01:58.590 –> 0:01:59.132
Yeah, it’s not on.

0:01:59.451 –> 0:02:00.212
Okay, so go ahead.

0:02:00.531 –> 0:02:01.453
Keep going.

0:02:01.653 –> 0:02:03.293
So it was really cool

0:02:03.332 –> 0:02:04.134
because I really got to

0:02:04.194 –> 0:02:04.974
talk about some of the

0:02:05.054 –> 0:02:06.054
issues that you and I

0:02:06.134 –> 0:02:07.375
discuss here on the show

0:02:07.454 –> 0:02:09.596
about how if you can get

0:02:09.716 –> 0:02:11.295
more engaged with yourself,

0:02:11.355 –> 0:02:12.317
with your community,

0:02:12.396 –> 0:02:13.957
with your people that you work with,

0:02:14.478 –> 0:02:15.457
that is what’s going to

0:02:15.497 –> 0:02:16.938
help develop and bring some

0:02:16.979 –> 0:02:19.979
of those more profits and

0:02:20.020 –> 0:02:21.099
happiness and all of that

0:02:21.219 –> 0:02:22.760
to your property.

0:02:22.820 –> 0:02:24.741
So that was a whole lot of fun.

0:02:25.899 –> 0:02:27.640
so um I’m sorry for some

0:02:27.681 –> 0:02:29.602
reason this might aha is

0:02:29.622 –> 0:02:31.003
that better yeah that’s I

0:02:31.144 –> 0:02:31.783
think that’s better hit

0:02:31.804 –> 0:02:32.764
that tap the mic again real

0:02:32.784 –> 0:02:35.507
quick yeah that’s better

0:02:35.526 –> 0:02:37.109
it’s working yeah just try

0:02:37.128 –> 0:02:37.808
to turn up your volume a

0:02:37.849 –> 0:02:38.689
little bit more put the mic

0:02:38.729 –> 0:02:39.371
a little closer to your

0:02:39.390 –> 0:02:40.312
face and we’ll be good to

0:02:40.331 –> 0:02:45.015
go so um what’s that how was high tech

0:02:45.592 –> 0:02:46.451
High-tech is in June.

0:02:46.812 –> 0:02:49.193
I mean, where did you just come from?

0:02:49.573 –> 0:02:50.252
I came from the first

0:02:50.293 –> 0:02:51.573
hospitality event last week.

0:02:51.652 –> 0:02:54.334
The week before that, I was at ALICE,

0:02:54.373 –> 0:02:55.313
the America’s Lodging

0:02:55.354 –> 0:02:56.215
Investment Conference.

0:02:56.414 –> 0:02:56.735
How was that?

0:02:56.775 –> 0:02:56.914
Right.

0:02:57.875 –> 0:02:58.534
ALICE was great.

0:03:00.034 –> 0:03:00.975
For those of you who have

0:03:00.996 –> 0:03:02.395
seen all of my ad nauseum

0:03:02.475 –> 0:03:03.376
coverage on that,

0:03:03.415 –> 0:03:04.396
you already know that the

0:03:04.437 –> 0:03:06.016
general consensus was that

0:03:06.437 –> 0:03:07.657
it looks like the new

0:03:07.697 –> 0:03:09.298
construction pipeline is picking up,

0:03:09.377 –> 0:03:10.538
at least when it comes to a

0:03:10.737 –> 0:03:12.177
lot of talking about new

0:03:12.258 –> 0:03:13.338
properties and early

0:03:13.419 –> 0:03:14.459
planning of properties.

0:03:14.899 –> 0:03:15.479
Additionally,

0:03:15.498 –> 0:03:17.800
a lot of deals weren’t done

0:03:17.840 –> 0:03:18.881
at the end of last year,

0:03:19.001 –> 0:03:20.241
but a lot of people seem to

0:03:20.282 –> 0:03:21.901
believe that throughout the year,

0:03:22.342 –> 0:03:23.443
those deals are going to

0:03:23.603 –> 0:03:24.804
ramp up and we’re going to

0:03:24.843 –> 0:03:26.563
be seeing a lot more

0:03:26.663 –> 0:03:28.264
success getting deals

0:03:28.425 –> 0:03:29.265
closed throughout the year.

0:03:30.225 –> 0:03:31.646
Expect us to be a little bit

0:03:31.766 –> 0:03:34.008
right now in a lull when it

0:03:34.068 –> 0:03:35.769
comes to demand out there.

0:03:35.829 –> 0:03:36.248
But again,

0:03:36.308 –> 0:03:37.469
through events and through

0:03:37.509 –> 0:03:38.991
leisure travel and through

0:03:39.031 –> 0:03:39.770
business travel,

0:03:39.811 –> 0:03:41.072
that should increase again

0:03:41.372 –> 0:03:42.271
throughout the year.

0:03:42.673 –> 0:03:43.133
Finally,

0:03:43.573 –> 0:03:44.693
even if you’re looking a little

0:03:44.734 –> 0:03:46.995
bit of pricing pressure out there,

0:03:47.014 –> 0:03:48.096
it looks like inflation is

0:03:48.195 –> 0:03:49.256
easing and the power to

0:03:49.295 –> 0:03:50.437
charge more for rooms is

0:03:50.477 –> 0:03:51.796
still there in aggregate.

0:03:52.217 –> 0:03:53.138
So it looks like it’s going

0:03:53.157 –> 0:03:55.278
to be a happy year for everybody.

0:03:55.299 –> 0:03:56.360
A friend of mine that sits

0:03:56.419 –> 0:03:57.219
on the board of one of

0:03:57.240 –> 0:03:58.401
these major hardware stores,

0:03:59.183 –> 0:04:00.044
We all know who that is.

0:04:01.745 –> 0:04:03.786
Literally called me this morning and said,

0:04:04.945 –> 0:04:05.826
what’s going on?

0:04:06.567 –> 0:04:08.627
Things are slower in the

0:04:08.668 –> 0:04:09.828
hardware store business.

0:04:10.489 –> 0:04:11.088
And things,

0:04:11.588 –> 0:04:12.689
because I guess they did some

0:04:12.750 –> 0:04:14.289
really incredible analysis.

0:04:14.670 –> 0:04:15.751
And the analysis showed that

0:04:15.790 –> 0:04:17.672
the hospitality industry is

0:04:17.711 –> 0:04:19.031
doing gangbusters.

0:04:19.151 –> 0:04:20.252
And it’s not slowing down.

0:04:20.312 –> 0:04:21.192
But the hardware store

0:04:21.273 –> 0:04:23.074
industry is doing better.

0:04:23.134 –> 0:04:25.035
And I said, yeah, because COVID.

0:04:25.375 –> 0:04:25.634
Right.

0:04:26.035 –> 0:04:26.696
Exactly.

0:04:26.836 –> 0:04:26.995
Yeah.

0:04:27.935 –> 0:04:28.375
Yeah,

0:04:28.456 –> 0:04:30.407
everybody redid their houses from 2020,

0:04:30.407 –> 0:04:30.918
21, and 22.

0:04:30.918 –> 0:04:33.158
They’re done with that.

0:04:33.218 –> 0:04:34.399
Now they’re out and traveling.

0:04:34.418 –> 0:04:36.540
But it was interesting that

0:04:36.620 –> 0:04:37.680
he called me and said,

0:04:37.701 –> 0:04:38.680
we’re just taking all our money.

0:04:38.841 –> 0:04:39.502
I was like, good.

0:04:40.021 –> 0:04:40.182
Right.

0:04:40.422 –> 0:04:41.083
But it’s funny that you

0:04:41.103 –> 0:04:41.882
should mention COVID

0:04:41.903 –> 0:04:42.603
because I think that

0:04:42.642 –> 0:04:43.843
started to really usher in

0:04:43.863 –> 0:04:45.404
a whole new way of thinking.

0:04:45.545 –> 0:04:46.404
And one of the things that

0:04:46.425 –> 0:04:47.605
we always talk about here, Anthony,

0:04:47.625 –> 0:04:50.687
on No Vacancy, is it really didn’t –

0:04:50.687 –> 0:04:52.288
create new trends and sped

0:04:52.367 –> 0:04:53.249
up a lot of trends.

0:04:53.288 –> 0:04:54.569
And in independent hotels,

0:04:54.870 –> 0:04:56.610
we’re seeing more and more

0:04:56.810 –> 0:04:58.632
and more desire for people to stay.

0:04:58.692 –> 0:05:00.653
So today’s guest is really awesome.

0:05:00.994 –> 0:05:02.634
We’ve got Saxon Sherrod.

0:05:02.675 –> 0:05:05.997
He is the founder and CEO of

0:05:06.177 –> 0:05:07.538
Revival Hotels.

0:05:07.577 –> 0:05:08.939
Now, he’s been around,

0:05:09.259 –> 0:05:11.360
and I know you’re still a young guy,

0:05:11.401 –> 0:05:12.761
but you’ve been around career-wise.

0:05:13.081 –> 0:05:14.523
Not only did you found this company,

0:05:14.543 –> 0:05:16.124
you were at Graduate Hotels,

0:05:16.343 –> 0:05:18.285
you were at AJ Capital Partners, you

0:05:18.285 –> 0:05:19.946
We’re at Hotel Ave.

0:05:20.305 –> 0:05:21.766
So you’re probably really

0:05:21.927 –> 0:05:23.968
itching to kind of redefine

0:05:24.007 –> 0:05:24.908
where you’re at after all

0:05:24.947 –> 0:05:25.627
that experience.

0:05:25.928 –> 0:05:26.288
Absolutely.

0:05:26.329 –> 0:05:27.369
Thank you so much for the

0:05:27.408 –> 0:05:28.250
great introduction, Glenn.

0:05:28.449 –> 0:05:29.550
Anthony, thanks for having me on.

0:05:29.589 –> 0:05:31.190
No, excited to talk about it.

0:05:31.370 –> 0:05:31.831
Young guy.

0:05:31.850 –> 0:05:34.012
I feel less and less young by the day.

0:05:34.031 –> 0:05:37.973
But no, it’s amazing.

0:05:38.014 –> 0:05:39.295
You know, touching on COVID,

0:05:39.334 –> 0:05:40.194
touching on everything.

0:05:40.295 –> 0:05:41.915
It’s not the same game anymore, right?

0:05:42.956 –> 0:05:45.458
You know, it’s… And you see the pro…

0:05:46.319 –> 0:05:47.360
all the brands and

0:05:47.480 –> 0:05:48.822
everything we have going on.

0:05:49.023 –> 0:05:49.562
It’s, you know,

0:05:49.583 –> 0:05:50.584
we really wanna make sure

0:05:50.663 –> 0:05:51.605
that how do we offer

0:05:51.685 –> 0:05:53.127
differentiated experiences

0:05:53.346 –> 0:05:54.028
and how do we offer

0:05:54.067 –> 0:05:55.988
something that’s new and

0:05:56.009 –> 0:05:57.170
hits today’s travelers needs.

0:05:58.035 –> 0:05:58.214
Right.

0:05:58.495 –> 0:06:00.117
And I do want to apologize

0:06:00.137 –> 0:06:01.877
to Saxton publicly because

0:06:01.898 –> 0:06:02.798
we were supposed to do a

0:06:02.858 –> 0:06:04.120
show with him last month.

0:06:04.480 –> 0:06:05.300
But I had some Internet

0:06:05.800 –> 0:06:07.822
issues and we were unable to go live.

0:06:07.843 –> 0:06:09.843
So it’s great to have you back over here.

0:06:10.404 –> 0:06:11.324
This is one of your hotels

0:06:12.346 –> 0:06:14.327
in Massachusetts,

0:06:14.487 –> 0:06:15.689
which is pretty cool and

0:06:16.088 –> 0:06:17.310
really speaks to the

0:06:17.529 –> 0:06:18.891
independent nature of where

0:06:18.911 –> 0:06:19.872
we’re going right now.

0:06:19.932 –> 0:06:22.293
So I’d love for you, Saxton.

0:06:23.093 –> 0:06:24.134
Share a little bit about how

0:06:24.173 –> 0:06:25.595
this hotel is reflective of

0:06:25.634 –> 0:06:26.314
the trends that you’re

0:06:26.355 –> 0:06:27.975
seeing and why you think

0:06:28.036 –> 0:06:29.136
Revival Hotels is able to

0:06:29.156 –> 0:06:29.956
capitalize on that.

0:06:30.295 –> 0:06:32.497
Groton Inn, extremely special hotel.

0:06:32.557 –> 0:06:34.197
It’s Groton, Massachusetts, not Groton,

0:06:34.237 –> 0:06:34.716
Connecticut.

0:06:35.617 –> 0:06:36.637
Really amazing story.

0:06:36.677 –> 0:06:38.098
So the old Groton Inn was

0:06:38.158 –> 0:06:39.959
actually one of the longest running,

0:06:40.598 –> 0:06:42.100
actively running hotels in the U.S.

0:06:42.319 –> 0:06:43.120
and it burnt down.

0:06:44.321 –> 0:06:48.346
Two great owners built the

0:06:48.365 –> 0:06:49.588
Groton Inn in the same

0:06:49.648 –> 0:06:50.668
style of the old hotel.

0:06:50.709 –> 0:06:51.730
So everything from the wood

0:06:51.790 –> 0:06:54.113
planks to floors to the way

0:06:54.394 –> 0:06:55.295
you walk inside,

0:06:55.355 –> 0:06:55.995
you think you’re in a

0:06:56.055 –> 0:06:57.838
classic old New England Inn,

0:06:57.879 –> 0:06:59.461
but it has all the amenities of today.

0:06:59.480 –> 0:07:00.302
So small property.

0:07:00.322 –> 0:07:00.762
That’s pretty cool.

0:07:02.202 –> 0:07:02.963
60 room property.

0:07:04.124 –> 0:07:05.264
But in addition to the Groton Inn,

0:07:05.283 –> 0:07:06.504
you’ll see below Forge and

0:07:06.543 –> 0:07:08.264
Vine is our restaurant on site,

0:07:08.285 –> 0:07:11.665
which has a gorgeous view of Gibbet Hill.

0:07:11.685 –> 0:07:12.665
So all of the history of

0:07:12.745 –> 0:07:15.725
Gibbet Hill in Groton, Massachusetts.

0:07:16.466 –> 0:07:18.166
And that’s a super popular,

0:07:18.206 –> 0:07:21.346
incredibly busy restaurant.

0:07:21.406 –> 0:07:22.348
So, you know,

0:07:22.367 –> 0:07:23.747
this isn’t your sleepy old

0:07:23.807 –> 0:07:25.668
New England Inn between the

0:07:25.708 –> 0:07:26.927
quality of the room product

0:07:27.168 –> 0:07:28.968
and the Forge and Vine restaurant.

0:07:29.468 –> 0:07:30.970
we are really a destination

0:07:31.009 –> 0:07:32.331
type property and you know

0:07:32.391 –> 0:07:33.610
why this is reflective of

0:07:33.630 –> 0:07:35.733
the hotels we manage uh

0:07:35.892 –> 0:07:36.973
again all of our hotels

0:07:36.992 –> 0:07:37.874
that we manage and work

0:07:37.894 –> 0:07:39.214
with are small independent

0:07:39.254 –> 0:07:40.795
hotels so I’m defined as

0:07:40.915 –> 0:07:42.637
under 150 rooms with no

0:07:42.697 –> 0:07:44.557
brand affiliation we have a

0:07:44.577 –> 0:07:45.497
little bit more fun in that

0:07:45.557 –> 0:07:46.379
space and we think that’s

0:07:46.399 –> 0:07:47.598
what people are looking for

0:07:47.658 –> 0:07:48.459
people are looking for

0:07:48.500 –> 0:07:49.579
something different uh

0:07:49.639 –> 0:07:50.920
postcode they want unique

0:07:50.940 –> 0:07:52.002
experiences they want to

0:07:52.062 –> 0:07:53.723
learn uh they want to see

0:07:53.762 –> 0:07:55.663
things um what’s great

0:07:55.704 –> 0:07:56.423
about this hotel is

0:07:57.937 –> 0:07:59.240
In addition to being a

0:07:59.362 –> 0:08:00.403
regional destination,

0:08:00.644 –> 0:08:01.245
like a lot of our

0:08:01.286 –> 0:08:02.187
properties where we really

0:08:02.228 –> 0:08:03.552
take a lot of that drive to

0:08:03.612 –> 0:08:05.456
leisure travel and bring people from

0:08:06.536 –> 0:08:07.656
the surrounding areas.

0:08:08.156 –> 0:08:10.137
This hotel also does a great

0:08:10.197 –> 0:08:11.617
job of servicing the community.

0:08:12.517 –> 0:08:14.237
You have a community in Groton, Mass.

0:08:15.278 –> 0:08:17.718
Great demographics.

0:08:17.759 –> 0:08:19.838
You have an artistic history.

0:08:19.879 –> 0:08:21.600
You have two of the greatest prep schools.

0:08:22.680 –> 0:08:23.319
Both were rivals.

0:08:23.339 –> 0:08:24.139
I didn’t go to either of them,

0:08:24.160 –> 0:08:25.339
so it’s hard calling them the greatest,

0:08:25.379 –> 0:08:27.141
but Groton Academy and Lawrence Academy,

0:08:28.100 –> 0:08:28.721
they’re in market.

0:08:28.901 –> 0:08:30.581
Newly opened Groton Hill Music,

0:08:30.620 –> 0:08:33.241
which is a world-class music venue.

0:08:33.361 –> 0:08:34.322
It really makes for

0:08:35.361 –> 0:08:37.062
Where can I go spend two, three,

0:08:37.163 –> 0:08:38.264
four days and have a

0:08:38.283 –> 0:08:39.264
world-class destination

0:08:39.304 –> 0:08:40.865
experience that isn’t a

0:08:40.885 –> 0:08:42.746
gateway market or isn’t the place?

0:08:42.767 –> 0:08:43.447
It isn’t Miami.

0:08:43.486 –> 0:08:44.128
It isn’t New York.

0:08:44.168 –> 0:08:45.008
It isn’t San Francisco.

0:08:45.028 –> 0:08:46.089
It’s how can I do something

0:08:46.129 –> 0:08:47.210
different and tell my

0:08:47.269 –> 0:08:49.530
friends about it and still

0:08:49.571 –> 0:08:51.753
have world-class art, world-class food,

0:08:51.873 –> 0:08:53.033
world-class experiences,

0:08:53.094 –> 0:08:54.995
but not be in that type of place.

0:08:55.235 –> 0:08:55.534
Anthony?

0:08:56.655 –> 0:08:57.216
No.

0:08:58.236 –> 0:08:59.618
Those are harder and harder

0:08:59.638 –> 0:09:00.558
to find when they’re not

0:09:00.599 –> 0:09:01.899
brand-affiliated because…

0:09:03.004 –> 0:09:04.443
There’s all the soft brands

0:09:04.563 –> 0:09:05.605
now are taking these

0:09:06.164 –> 0:09:07.325
beautiful little properties

0:09:07.784 –> 0:09:08.904
and putting them in the system,

0:09:09.326 –> 0:09:09.946
which is great,

0:09:10.066 –> 0:09:11.905
which is great for the brand.

0:09:11.985 –> 0:09:13.346
It’s great for them if they

0:09:13.366 –> 0:09:14.187
want to do it that way.

0:09:14.547 –> 0:09:15.986
But they lose a little bit control.

0:09:16.907 –> 0:09:18.087
Are you finding that as well?

0:09:18.548 –> 0:09:19.567
Like there’s few.

0:09:19.607 –> 0:09:19.847
Listen,

0:09:19.888 –> 0:09:20.967
I’m in the same business you’re in.

0:09:20.988 –> 0:09:21.168
Right.

0:09:21.288 –> 0:09:23.389
I don’t I don’t really manage the hotels.

0:09:23.448 –> 0:09:24.589
I’m a consultant for hotels.

0:09:25.288 –> 0:09:27.789
And, you know, they’re becoming, you know.

0:09:28.451 –> 0:09:29.692
Thank God I can consult on

0:09:29.751 –> 0:09:30.692
hotels that also have

0:09:30.712 –> 0:09:32.594
brands attached to them.

0:09:32.754 –> 0:09:34.275
But the independent hotels

0:09:34.696 –> 0:09:37.138
are fewer and further between.

0:09:37.756 –> 0:09:38.157
Absolutely.

0:09:38.277 –> 0:09:39.918
And for those who know me or

0:09:39.999 –> 0:09:40.859
you don’t see me sitting down,

0:09:40.899 –> 0:09:41.720
I’m six foot seven.

0:09:41.740 –> 0:09:42.660
So I really do people.

0:09:42.721 –> 0:09:43.480
No way.

0:09:43.721 –> 0:09:43.961
Yeah.

0:09:44.001 –> 0:09:45.102
So really people don’t refer

0:09:45.123 –> 0:09:46.443
to me as David very often,

0:09:46.524 –> 0:09:49.385
but it is the David versus Goliath model.

0:09:49.505 –> 0:09:50.647
That’s the world we live in today.

0:09:50.687 –> 0:09:52.087
And revival,

0:09:52.388 –> 0:09:54.269
Glenn mentioned some of my experiences,

0:09:54.750 –> 0:09:56.270
the whole revival concept,

0:09:56.410 –> 0:09:57.030
everything we do,

0:09:57.071 –> 0:09:58.351
whether it’s the management side,

0:09:58.392 –> 0:09:59.352
the consulting side,

0:09:59.393 –> 0:10:00.653
some of the new things we’re launching,

0:10:01.215 –> 0:10:02.596
everything we do is how do

0:10:02.615 –> 0:10:03.676
we empower these

0:10:03.775 –> 0:10:06.839
independent hotels to compete with

0:10:08.230 –> 0:10:09.331
and offer a great product

0:10:09.371 –> 0:10:10.832
that goes up against the big brands,

0:10:10.913 –> 0:10:11.113
right?

0:10:11.192 –> 0:10:13.094
It shouldn’t be a roll of the dice, right?

0:10:13.134 –> 0:10:14.313
We’ve all rolled that dice, right?

0:10:14.474 –> 0:10:18.015
We bring our partner, we bring our wives,

0:10:18.056 –> 0:10:20.157
we bring someone and it’s, oh my God,

0:10:20.256 –> 0:10:20.998
is it going to be as nice

0:10:21.018 –> 0:10:22.158
as the pictures are online?

0:10:22.298 –> 0:10:23.639
Or, oh my God, you know,

0:10:23.719 –> 0:10:24.458
what’s it going to be like?

0:10:24.860 –> 0:10:25.480
It’s hard.

0:10:25.679 –> 0:10:26.620
Obviously the brands have a

0:10:26.701 –> 0:10:28.562
huge advantage in that consistency level,

0:10:28.741 –> 0:10:28.961
right?

0:10:29.001 –> 0:10:29.841
That we don’t have in the

0:10:29.861 –> 0:10:30.503
independent space.

0:10:30.942 –> 0:10:31.962
But to your point, Anthony,

0:10:32.062 –> 0:10:33.163
in the independent space,

0:10:33.604 –> 0:10:35.245
We don’t have those handcuffs, right?

0:10:35.384 –> 0:10:36.046
Or we don’t have those

0:10:36.086 –> 0:10:37.606
things that we have to be

0:10:37.647 –> 0:10:39.087
forced into doing things certain ways.

0:10:39.607 –> 0:10:41.609
So we can create a more unique product,

0:10:41.749 –> 0:10:42.789
I find, a lot of ways.

0:10:42.970 –> 0:10:45.030
And it’s how do we focus on that?

0:10:45.072 –> 0:10:45.991
How do we do it, right?

0:10:46.331 –> 0:10:47.033
And the last thing is,

0:10:47.493 –> 0:10:48.693
if we try to operate a

0:10:48.734 –> 0:10:50.294
hotel the same way that a

0:10:50.355 –> 0:10:52.535
big brand operates a hotel, we’ll lose,

0:10:52.836 –> 0:10:52.996
right?

0:10:53.017 –> 0:10:54.216
We’re going to lose every day of the week.

0:10:54.658 –> 0:10:56.158
The big brands are amazing

0:10:56.318 –> 0:10:56.918
at what they do.

0:10:56.979 –> 0:10:59.140
Hilton, Hyatt, Marriott, Wyndham,

0:10:59.181 –> 0:10:59.600
insert here.

0:10:59.980 –> 0:11:01.302
they are incredible they

0:11:01.361 –> 0:11:02.302
have an army they’ve been

0:11:02.341 –> 0:11:03.322
doing it forever every

0:11:03.361 –> 0:11:04.543
piece of technology they

0:11:04.602 –> 0:11:06.884
know it all right how do we

0:11:07.803 –> 0:11:09.144
if we try to operate the

0:11:09.205 –> 0:11:10.784
exact same way they operate

0:11:11.284 –> 0:11:12.225
they’re going to be better

0:11:12.365 –> 0:11:13.966
so to me is making

0:11:14.005 –> 0:11:15.626
different their technology

0:11:15.866 –> 0:11:17.168
some some brands I will

0:11:17.187 –> 0:11:18.268
just say it’s not up to

0:11:18.288 –> 0:11:19.248
where it needs to be oh I

0:11:19.327 –> 0:11:20.749
agree technology is crazy

0:11:20.788 –> 0:11:21.609
anthony we know that we’ve

0:11:21.629 –> 0:11:22.269
been we’ve been in this

0:11:22.288 –> 0:11:23.350
business long enough right

0:11:23.350 –> 0:11:24.629
10 years ago you had three

0:11:24.649 –> 0:11:26.030
choices and you had to use it now

0:11:27.272 –> 0:11:29.193
between PMS, POS,

0:11:29.793 –> 0:11:31.076
revenue management software.

0:11:31.556 –> 0:11:32.537
How do you build these best

0:11:32.576 –> 0:11:35.019
in class tech stacks that are lightweight,

0:11:35.120 –> 0:11:35.700
more interesting?

0:11:35.759 –> 0:11:36.240
And you know,

0:11:36.260 –> 0:11:37.000
there’s some out there that

0:11:37.020 –> 0:11:39.023
we work with and we try to, to me,

0:11:39.082 –> 0:11:40.345
it’s when we meet most of

0:11:40.365 –> 0:11:41.044
these small owners,

0:11:41.905 –> 0:11:42.726
Most of these small owners

0:11:42.826 –> 0:11:44.168
aren’t hotel people, right?

0:11:44.207 –> 0:11:44.967
They don’t even know the

0:11:45.008 –> 0:11:46.849
difference between PMS or PLS,

0:11:46.869 –> 0:11:48.571
never mind who the systems are, right?

0:11:48.591 –> 0:11:50.392
So it’s how do we first

0:11:50.552 –> 0:11:52.232
introduce them to these systems?

0:11:52.953 –> 0:11:53.974
And then how through our

0:11:54.014 –> 0:11:55.294
network can we provide them

0:11:55.335 –> 0:11:56.096
with pricing and

0:11:56.135 –> 0:11:57.216
opportunities that allow

0:11:57.255 –> 0:11:58.317
them to have it at the same

0:11:58.356 –> 0:12:00.197
cost that a large hotel

0:12:00.238 –> 0:12:01.519
brand has it at so that

0:12:01.538 –> 0:12:02.320
they can stay competitive?

0:12:03.136 –> 0:12:04.018
Yeah, absolutely.

0:12:04.337 –> 0:12:05.238
So what are some of the,

0:12:05.918 –> 0:12:07.360
when you go in and start

0:12:07.379 –> 0:12:08.700
consulting and working with

0:12:08.779 –> 0:12:10.041
one of these independent hotels,

0:12:10.160 –> 0:12:11.121
what are some of the most

0:12:11.221 –> 0:12:12.503
common problems that you

0:12:12.602 –> 0:12:14.323
see throughout all of these

0:12:14.423 –> 0:12:16.664
properties that are out there?

0:12:16.684 –> 0:12:17.865
And how do you think that

0:12:17.926 –> 0:12:19.947
compares to the more

0:12:20.407 –> 0:12:22.307
sophisticated working with

0:12:22.368 –> 0:12:23.589
systems in the branded kind

0:12:23.609 –> 0:12:24.529
of universe problems?

0:12:24.909 –> 0:12:26.471
Well, I think the funniest thing is, again,

0:12:26.510 –> 0:12:27.270
to the point I mentioned,

0:12:27.331 –> 0:12:28.152
most of these owners,

0:12:28.892 –> 0:12:31.274
aren’t hotel people, right?

0:12:31.374 –> 0:12:32.174
So when they have this

0:12:32.215 –> 0:12:33.235
chance to build a hotel,

0:12:34.076 –> 0:12:35.317
they start to think of the hotel,

0:12:35.356 –> 0:12:37.058
whether it’s the product or

0:12:37.119 –> 0:12:38.120
the offerings or the

0:12:38.220 –> 0:12:39.581
systems or the org chart,

0:12:40.000 –> 0:12:41.763
they start to say, well,

0:12:41.783 –> 0:12:42.543
how does Hilton do it?

0:12:42.722 –> 0:12:43.423
How does Marriott do it?

0:12:43.443 –> 0:12:44.304
Or how do the hotels I’ve

0:12:44.325 –> 0:12:45.284
been to in the past do it?

0:12:45.304 –> 0:12:46.426
So let me try to do it the

0:12:46.446 –> 0:12:47.667
same way they do it, right?

0:12:48.687 –> 0:12:49.509
Again, you’ll lose.

0:12:50.168 –> 0:12:51.429
You’ll automatically lose.

0:12:51.770 –> 0:12:52.691
So rather than saying,

0:12:52.792 –> 0:12:54.293
how can I offer a different product?

0:12:55.105 –> 0:12:56.806
It’s how can I offer a

0:12:58.346 –> 0:13:00.466
product that is uniquely us?

0:13:00.746 –> 0:13:02.288
How can I take advantage advantages?

0:13:02.628 –> 0:13:03.607
I don’t need the same

0:13:03.687 –> 0:13:05.248
management structure that a

0:13:05.248 –> 0:13:06.567
300 room Hilton has,

0:13:06.889 –> 0:13:08.509
if I’m a 50 room independent.

0:13:09.188 –> 0:13:11.149
I don’t need the same

0:13:11.289 –> 0:13:13.730
check-in process that the, you know,

0:13:13.750 –> 0:13:14.330
I used to be the hotel

0:13:14.350 –> 0:13:16.311
manager at Caesar’s Palace, 1500 in,

0:13:16.311 –> 0:13:17.110
1500 out every day.

0:13:17.510 –> 0:13:18.230
I don’t need the same

0:13:18.270 –> 0:13:19.931
process if I’m a 50 room hotel.

0:13:19.951 –> 0:13:21.532
So how can I start to break

0:13:21.572 –> 0:13:22.312
down the barriers

0:13:23.052 –> 0:13:23.832
And do things right.

0:13:23.972 –> 0:13:24.854
One of the greatest things

0:13:24.894 –> 0:13:26.635
of our industry is meritocracy.

0:13:26.975 –> 0:13:27.155
Right.

0:13:27.317 –> 0:13:28.477
You can be a housekeeper.

0:13:28.518 –> 0:13:29.698
You can be a front desk agent.

0:13:29.979 –> 0:13:31.080
And if you want to be a GM,

0:13:31.201 –> 0:13:33.042
you work your way up and you can do that.

0:13:33.222 –> 0:13:34.663
That is what’s fascinating

0:13:34.683 –> 0:13:35.325
about our business.

0:13:36.145 –> 0:13:38.847
The risk with that is and

0:13:38.868 –> 0:13:39.668
the risk of growth in our

0:13:39.688 –> 0:13:40.690
business is you do things

0:13:40.730 –> 0:13:42.052
the way they’ve always been done.

0:13:42.917 –> 0:13:44.278
My boss did it this way.

0:13:44.399 –> 0:13:46.600
I worked at a hotel 10 years ago this way.

0:13:47.461 –> 0:13:49.403
Small hotels cannot afford to do that.

0:13:49.543 –> 0:13:50.745
Independent hotels cannot

0:13:50.785 –> 0:13:51.385
afford to do that.

0:13:51.546 –> 0:13:52.447
So, you know,

0:13:52.486 –> 0:13:54.048
we push our teams to ask why.

0:13:54.389 –> 0:13:55.490
Why are we doing things the

0:13:55.510 –> 0:13:56.071
way we’re doing them?

0:13:56.412 –> 0:13:56.851
Right.

0:13:56.912 –> 0:13:57.613
Try it differently.

0:13:58.212 –> 0:13:59.815
My guess is a lot of people

0:13:59.914 –> 0:14:02.116
just are just comfortable

0:14:02.136 –> 0:14:03.317
with the way things are.

0:14:03.778 –> 0:14:05.119
And they also don’t know

0:14:05.178 –> 0:14:06.379
what they don’t know.

0:14:06.941 –> 0:14:08.422
And there’s probably a whole

0:14:08.461 –> 0:14:10.043
lot of confusion out there.

0:14:10.102 –> 0:14:11.784
I get all of these pitches

0:14:11.884 –> 0:14:12.904
every single day for how

0:14:12.946 –> 0:14:13.645
people could help my

0:14:13.706 –> 0:14:15.827
website or market this show and all that.

0:14:15.847 –> 0:14:16.128
And I’m like,

0:14:16.148 –> 0:14:17.489
I don’t even understand what you do.

0:14:17.950 –> 0:14:19.711
Tell them not to email me either.

0:14:19.750 –> 0:14:20.772
Please go on.

0:14:21.331 –> 0:14:22.393
My box is full of it.

0:14:22.493 –> 0:14:22.774
And like,

0:14:23.993 –> 0:14:24.773
If you don’t know,

0:14:25.234 –> 0:14:26.933
you kind of get so much

0:14:27.594 –> 0:14:29.034
that you shut down.

0:14:29.294 –> 0:14:30.336
It’s paralyzing.

0:14:30.576 –> 0:14:32.836
And not only that, if you don’t know,

0:14:32.856 –> 0:14:34.116
one of the things we find

0:14:34.136 –> 0:14:35.096
when we go into these companies,

0:14:35.498 –> 0:14:36.177
the other thing about our

0:14:36.258 –> 0:14:37.038
management group that’s

0:14:37.057 –> 0:14:38.198
different is our management,

0:14:38.418 –> 0:14:40.700
our fees are actually based on GOP,

0:14:41.100 –> 0:14:41.899
a share of profit,

0:14:42.360 –> 0:14:44.081
rather than traditional top line fees.

0:14:44.360 –> 0:14:45.121
So we care about

0:14:45.162 –> 0:14:46.842
profitability just as much as our owners,

0:14:46.883 –> 0:14:47.043
right?

0:14:47.062 –> 0:14:48.004
We believe in partnership

0:14:48.043 –> 0:14:48.884
and aligning that way.

0:14:49.365 –> 0:14:50.245
The amount of times we go

0:14:50.264 –> 0:14:51.686
into a hotel and they’ve

0:14:51.745 –> 0:14:52.927
added on all these tech

0:14:52.966 –> 0:14:53.668
stacks or these

0:14:53.707 –> 0:14:54.828
affiliations or these

0:14:54.928 –> 0:14:56.429
memberships or these pieces

0:14:56.870 –> 0:14:59.812
that aren’t necessary, right?

0:15:01.673 –> 0:15:04.816
They don’t add value or you

0:15:04.855 –> 0:15:05.655
have two things doing the

0:15:05.716 –> 0:15:06.537
exact same thing,

0:15:06.596 –> 0:15:08.258
but the owner doesn’t know that, right?

0:15:08.317 –> 0:15:11.500
That cleanup saves massive amounts,

0:15:11.519 –> 0:15:11.721
you know?

0:15:13.101 –> 0:15:15.464
of profitability to these

0:15:15.484 –> 0:15:16.644
hotels right out of the gate.

0:15:17.144 –> 0:15:18.105
But you can’t fault them

0:15:18.166 –> 0:15:18.926
because if you told me

0:15:18.966 –> 0:15:20.226
tomorrow to go run a dental

0:15:20.248 –> 0:15:22.528
business or go run a law

0:15:22.568 –> 0:15:23.809
firm or go do something like that,

0:15:23.890 –> 0:15:24.791
I would fail as well.

0:15:24.951 –> 0:15:27.373
One thing you would do

0:15:28.173 –> 0:15:29.315
before you opened up that

0:15:29.394 –> 0:15:31.496
office building or whatever it is,

0:15:31.956 –> 0:15:34.019
you’d go to the expert and say,

0:15:34.519 –> 0:15:36.160
tell me everything I shouldn’t do.

0:15:37.081 –> 0:15:38.601
And that’s why I hope people come to you,

0:15:38.802 –> 0:15:39.761
Glenn, Anthony, me.

0:15:39.782 –> 0:15:40.562
I hope they come to us

0:15:40.581 –> 0:15:41.543
because that’s what we try

0:15:41.562 –> 0:15:42.923
to be in our space, right?

0:15:43.243 –> 0:15:44.004
I hope they don’t come to

0:15:44.043 –> 0:15:45.384
Glenn to manage their hotel.

0:15:45.964 –> 0:15:46.703
No, not at all.

0:15:46.965 –> 0:15:47.524
However,

0:15:48.144 –> 0:15:49.565
I work with a bunch of different

0:15:49.605 –> 0:15:50.785
companies that are entering

0:15:50.846 –> 0:15:52.667
the hospitality space, for example,

0:15:52.787 –> 0:15:54.027
and I act.

0:15:54.226 –> 0:15:55.726
as a shortcut for them to

0:15:55.787 –> 0:15:56.767
get to a place of

0:15:56.888 –> 0:15:58.528
understanding how they know

0:15:58.548 –> 0:15:59.528
how all the rules of

0:15:59.587 –> 0:16:00.727
engagement work in our

0:16:00.768 –> 0:16:01.988
business and how all of the

0:16:02.048 –> 0:16:04.149
systems work and all of that.

0:16:04.408 –> 0:16:06.009
And by having somebody to

0:16:06.048 –> 0:16:06.948
come in and help you and

0:16:06.989 –> 0:16:08.429
give you a database of

0:16:08.490 –> 0:16:10.110
knowledge for whatever it is,

0:16:10.169 –> 0:16:12.309
in this case, small independent hotels,

0:16:12.730 –> 0:16:14.311
you can save so,

0:16:14.471 –> 0:16:17.431
so much time and resources.

0:16:18.431 –> 0:16:20.692
It prevents you from being a

0:16:20.812 –> 0:16:21.511
hotel ambassador.

0:16:21.932 –> 0:16:22.432
That’s right.

0:16:22.452 –> 0:16:23.052
People don’t realize how

0:16:23.072 –> 0:16:24.354
small the network is, right?

0:16:24.474 –> 0:16:25.615
I mean, think about it.

0:16:25.635 –> 0:16:26.316
You mentioned the companies

0:16:26.355 –> 0:16:26.756
I’ve worked for,

0:16:26.797 –> 0:16:27.937
the companies you all have worked with,

0:16:28.018 –> 0:16:28.217
right?

0:16:28.258 –> 0:16:29.759
Like, it’s a small network.

0:16:29.779 –> 0:16:30.440
You go to Alice,

0:16:30.460 –> 0:16:32.361
you see the same 20 group

0:16:32.402 –> 0:16:33.763
of people everywhere, right?

0:16:34.985 –> 0:16:36.546
And it’s, you know, I always say I’m,

0:16:36.865 –> 0:16:37.086
you know,

0:16:37.106 –> 0:16:38.628
forget six degrees of Kevin Bacon,

0:16:38.868 –> 0:16:39.889
I’m five degrees of sex.

0:16:39.928 –> 0:16:41.149
And you call somebody in this space,

0:16:41.169 –> 0:16:41.971
I’ll get you in touch with

0:16:41.990 –> 0:16:43.251
the person you need to be in touch with,

0:16:43.351 –> 0:16:43.533
right?

0:16:43.552 –> 0:16:45.433
And that’s the value you can bring.

0:16:45.453 –> 0:16:45.534
Yeah.

0:16:46.034 –> 0:16:47.355
Two degrees of good houseman.

0:16:47.836 –> 0:16:48.716
Two degrees of good houseman.

0:16:48.756 –> 0:16:50.077
I think that should be your next podcast,

0:16:50.118 –> 0:16:50.318
right?

0:16:51.460 –> 0:16:52.500
Yeah, for sure.

0:16:52.821 –> 0:16:53.841
I think that’s really funny.

0:16:54.662 –> 0:16:56.823
So you get to this point

0:16:56.864 –> 0:16:58.205
where they don’t know what

0:16:58.384 –> 0:17:00.927
they don’t know, right?

0:17:01.087 –> 0:17:02.849
So how do you get in there

0:17:03.269 –> 0:17:05.431
and think about advising

0:17:05.471 –> 0:17:06.853
them in order to educate

0:17:06.893 –> 0:17:08.213
them so they could be off

0:17:08.314 –> 0:17:10.395
on their own being successful?

0:17:10.415 –> 0:17:10.675
Yeah.

0:17:11.007 –> 0:17:13.208
So I’ll always say, you know, my partner,

0:17:13.509 –> 0:17:14.548
when I started Postgres,

0:17:14.568 –> 0:17:16.130
my partner at Hotel Ave, Michelle Russo,

0:17:16.170 –> 0:17:17.270
had this line that said,

0:17:17.330 –> 0:17:18.372
good people want to do good.

0:17:18.912 –> 0:17:19.112
Right.

0:17:19.152 –> 0:17:20.492
Like kind of kind of easy.

0:17:20.553 –> 0:17:20.732
Right.

0:17:20.813 –> 0:17:21.953
Good people want to do good.

0:17:22.575 –> 0:17:23.615
You know, first off,

0:17:23.634 –> 0:17:24.276
what we have to do is we

0:17:24.296 –> 0:17:25.375
have to make sure we have good people.

0:17:25.856 –> 0:17:26.057
Right.

0:17:26.136 –> 0:17:27.377
And not that we go in and call.

0:17:27.778 –> 0:17:28.117
Frankly,

0:17:28.397 –> 0:17:30.640
we have we keep everybody in the

0:17:30.660 –> 0:17:31.079
organization,

0:17:31.700 –> 0:17:33.461
but we want people to know what good is.

0:17:33.682 –> 0:17:35.222
I think part of our business is.

0:17:36.144 –> 0:17:37.625
It’s so repetitive, right?

0:17:37.685 –> 0:17:39.048
It’s the same check-ins every day.

0:17:39.088 –> 0:17:40.590
It’s the same cleaning rooms every day.

0:17:40.631 –> 0:17:42.232
It’s the same making entrees

0:17:42.292 –> 0:17:44.817
every day that you start to

0:17:44.836 –> 0:17:45.919
forget what is good.

0:17:46.460 –> 0:17:47.580
And with so many people

0:17:47.601 –> 0:17:49.223
having little visibility to

0:17:49.284 –> 0:17:50.865
P&Ls or understanding the

0:17:50.925 –> 0:17:51.827
goals of the business,

0:17:52.926 –> 0:17:54.648
There’s no it’s complete immeasurability.

0:17:54.989 –> 0:17:55.189
Right.

0:17:55.229 –> 0:17:57.391
Like what made me do well today?

0:17:57.590 –> 0:17:58.731
So the biggest thing we

0:17:58.751 –> 0:17:59.553
start with is actually

0:17:59.573 –> 0:18:01.173
showing someone what are our goals?

0:18:01.775 –> 0:18:02.335
What is good?

0:18:02.615 –> 0:18:03.276
What isn’t good?

0:18:03.777 –> 0:18:05.198
And then how do we get to good?

0:18:05.337 –> 0:18:06.699
And what that does is, first off,

0:18:07.240 –> 0:18:09.221
it gets people tracking in that direction,

0:18:09.381 –> 0:18:10.301
thinking the right way.

0:18:10.663 –> 0:18:12.203
But that’s where the creativity starts.

0:18:13.005 –> 0:18:13.204
Right.

0:18:13.404 –> 0:18:14.506
That’s what we play.

0:18:14.586 –> 0:18:14.786
You know,

0:18:14.806 –> 0:18:15.967
we do a bunch of games and

0:18:16.027 –> 0:18:17.127
exercises and starting to

0:18:17.347 –> 0:18:17.949
make people think.

0:18:18.652 –> 0:18:22.252
How can I think if I want to get to X,

0:18:22.913 –> 0:18:24.354
what can I change to get there quicker?

0:18:25.173 –> 0:18:26.574
What can I change to get there better?

0:18:27.233 –> 0:18:28.815
And it’s that process change

0:18:28.894 –> 0:18:30.654
mindset that is really what

0:18:30.694 –> 0:18:31.976
we install that start to

0:18:31.996 –> 0:18:33.536
get people in place.

0:18:33.576 –> 0:18:35.316
Things like tech stack, super important.

0:18:35.675 –> 0:18:36.817
Things like partnerships,

0:18:36.896 –> 0:18:38.317
purchasing partnerships, all of that,

0:18:38.356 –> 0:18:38.997
it’s super important.

0:18:39.277 –> 0:18:40.438
But I can layer that in over

0:18:40.478 –> 0:18:41.337
the first couple months.

0:18:42.097 –> 0:18:43.117
What I can’t layer in are

0:18:43.137 –> 0:18:44.439
people who are naturally curious,

0:18:44.499 –> 0:18:45.298
who want to be better.

0:18:45.957 –> 0:18:46.657
And that’s kind of the

0:18:46.698 –> 0:18:47.959
culture change that has to

0:18:47.979 –> 0:18:49.039
start out of the gate.

0:18:49.079 –> 0:18:49.759
You just said it.

0:18:49.940 –> 0:18:51.761
And if there’s a key for

0:18:52.082 –> 0:18:54.243
anyone to hire anyone is

0:18:54.523 –> 0:18:56.305
forget about experience,

0:18:56.664 –> 0:18:57.925
naturally curious people,

0:18:58.767 –> 0:18:59.488
but make sure they’re

0:18:59.528 –> 0:19:01.189
naturally curious about the things.

0:19:01.409 –> 0:19:02.210
I don’t want people who are

0:19:02.230 –> 0:19:03.329
naturally curious about birds.

0:19:03.691 –> 0:19:04.290
I want people who are

0:19:04.310 –> 0:19:05.751
naturally curious about

0:19:05.791 –> 0:19:06.712
making people happy or a

0:19:06.752 –> 0:19:07.773
hospitality business or

0:19:07.814 –> 0:19:09.234
learning about wine or food

0:19:09.295 –> 0:19:11.676
or what makes hotels successful.

0:19:12.057 –> 0:19:13.538
And what we talked about off screen,

0:19:14.838 –> 0:19:18.123
Mike, was when I said something, you said,

0:19:18.163 –> 0:19:19.704
yeah, just getting people here on time.

0:19:19.724 –> 0:19:21.507
And then when you get them here on time,

0:19:21.527 –> 0:19:23.288
they want a Bentley, a condo and,

0:19:23.368 –> 0:19:23.650
you know,

0:19:24.210 –> 0:19:25.852
and first class airfare to Vegas

0:19:25.912 –> 0:19:27.213
because they showed up on time.

0:19:28.595 –> 0:19:29.876
That’s a real problem.

0:19:29.916 –> 0:19:31.398
But where I find the real problem is,

0:19:31.479 –> 0:19:33.401
is the acceptability of that behavior.

0:19:33.641 –> 0:19:33.840
Yep.

0:19:34.342 –> 0:19:34.642
It is.

0:19:34.842 –> 0:19:35.142
Yes.

0:19:35.321 –> 0:19:36.603
And people say to me, well,

0:19:36.643 –> 0:19:37.304
you don’t want hotels.

0:19:37.324 –> 0:19:39.726
Well, yes, I do because I am consulting.

0:19:39.746 –> 0:19:41.006
So I take it very seriously

0:19:41.027 –> 0:19:42.968
and I know and I feel the

0:19:43.008 –> 0:19:44.009
problems that people have.

0:19:44.388 –> 0:19:45.470
But at the end of the day,

0:19:45.490 –> 0:19:47.951
the one person that is

0:19:48.192 –> 0:19:49.633
showing up on time is really good.

0:19:50.133 –> 0:19:51.773
We’ll stop doing that if you

0:19:51.794 –> 0:19:53.134
let two and three people not do that.

0:19:54.277 –> 0:19:55.178
You’ve got to protect that

0:19:55.298 –> 0:19:55.878
one person who’s a

0:19:55.919 –> 0:19:57.501
superstar and go a little

0:19:57.541 –> 0:19:58.363
light like everybody’s

0:19:58.403 –> 0:19:59.203
going light right now.

0:19:59.545 –> 0:20:00.625
And we’ve got to show that

0:20:00.646 –> 0:20:01.728
that is unacceptable.

0:20:02.189 –> 0:20:03.770
Flexibility is acceptable.

0:20:04.807 –> 0:20:06.147
Having a schedule that works

0:20:06.167 –> 0:20:07.087
for you is acceptable.

0:20:07.647 –> 0:20:09.788
Giving us your opinion is acceptable.

0:20:11.209 –> 0:20:12.829
My job is acceptable.

0:20:13.250 –> 0:20:15.750
What’s not acceptable is making a contract,

0:20:15.790 –> 0:20:16.692
verbal or otherwise,

0:20:16.771 –> 0:20:19.813
with an employer saying, yes,

0:20:20.032 –> 0:20:23.213
I work three days from the

0:20:23.294 –> 0:20:25.095
hotel and two days from home,

0:20:25.115 –> 0:20:26.474
and I will be available

0:20:26.515 –> 0:20:29.296
from 8 o’clock to 4 o’clock, whatever.

0:20:29.875 –> 0:20:30.717
That’s a contract.

0:20:31.586 –> 0:20:32.488
Just abide by that.

0:20:33.087 –> 0:20:35.470
Everything else, we have to, as the older,

0:20:35.549 –> 0:20:37.111
at least me, the older generation,

0:20:37.230 –> 0:20:38.811
understand that the

0:20:38.893 –> 0:20:39.932
freedoms that are allowed

0:20:39.992 –> 0:20:41.974
now by technology are the

0:20:42.055 –> 0:20:44.336
freedoms I wish were available to me.

0:20:44.977 –> 0:20:47.239
I’m able to do today, just today.

0:20:47.259 –> 0:20:50.121
I am able to mix my family

0:20:50.161 –> 0:20:51.481
personal life with my

0:20:51.541 –> 0:20:53.103
business life flawlessly.

0:20:53.383 –> 0:20:56.226
I’m busy until 6 o’clock tonight, but…

0:20:56.986 –> 0:20:58.385
About three quarters is

0:20:58.425 –> 0:20:59.166
business and about a

0:20:59.247 –> 0:21:01.666
quarter is personal stuff

0:21:02.386 –> 0:21:04.488
because of the flexibility of technology.

0:21:04.847 –> 0:21:06.327
However, so all that’s right,

0:21:06.689 –> 0:21:08.628
but we’ve got to stop

0:21:09.169 –> 0:21:10.348
allowing mediocrity.

0:21:10.670 –> 0:21:13.829
You know, it’s when you want that,

0:21:13.849 –> 0:21:15.330
you know, you want it both ways.

0:21:15.351 –> 0:21:16.310
You can’t have it both ways.

0:21:17.079 –> 0:21:18.339
I work with this amazing owner.

0:21:18.400 –> 0:21:19.601
He owns these two luxury

0:21:19.661 –> 0:21:20.961
properties in Belize, actually,

0:21:21.000 –> 0:21:22.601
which got to go down to Belize recently.

0:21:22.681 –> 0:21:22.961
Awesome.

0:21:23.000 –> 0:21:24.301
Matachika and Gaia Resort.

0:21:24.362 –> 0:21:24.761
Beautiful.

0:21:24.781 –> 0:21:25.701
What did you say?

0:21:25.741 –> 0:21:26.642
Live show from Belize?

0:21:26.662 –> 0:21:27.541
I’m sorry.

0:21:27.561 –> 0:21:28.883
Yeah, I think it’s great.

0:21:28.982 –> 0:21:29.442
I’m down.

0:21:29.502 –> 0:21:30.262
Live show from Belize.

0:21:30.282 –> 0:21:30.762
We should do it.

0:21:32.242 –> 0:21:33.203
What’s the name of the place?

0:21:33.584 –> 0:21:35.203
So Matachika is on the beach.

0:21:35.824 –> 0:21:36.284
It’s great.

0:21:36.324 –> 0:21:37.644
And their sister property is Gaia,

0:21:37.684 –> 0:21:38.704
which is actually located

0:21:38.825 –> 0:21:39.444
in the rainforest.

0:21:39.644 –> 0:21:42.306
Two beautiful, experiential, high-touch,

0:21:42.365 –> 0:21:43.567
high-design resorts.

0:21:44.067 –> 0:21:45.508
And I was speaking with my client,

0:21:45.528 –> 0:21:47.188
the owner, who’s amazing, yesterday.

0:21:47.669 –> 0:21:48.868
And we were talking just about this.

0:21:48.929 –> 0:21:50.269
The second you let one

0:21:50.349 –> 0:21:53.310
person start to slide from accountability,

0:21:53.550 –> 0:21:55.071
you lose a culture of accountability.

0:21:55.132 –> 0:21:56.071
And accountability doesn’t

0:21:56.092 –> 0:21:56.873
mean discipline.

0:21:56.893 –> 0:21:58.113
Accountability doesn’t mean

0:21:58.833 –> 0:21:59.693
any of that bad stuff.

0:21:59.713 –> 0:22:00.713
But to your point, Anthony,

0:22:00.733 –> 0:22:01.595
you make a contract.

0:22:01.755 –> 0:22:03.556
People need to be held accountable, right?

0:22:03.996 –> 0:22:06.257
I’ll make a commitment to you.

0:22:06.376 –> 0:22:07.277
Please make a commitment to

0:22:07.317 –> 0:22:08.278
me so then I can make a

0:22:08.317 –> 0:22:09.157
commitment to my guests.

0:22:09.738 –> 0:22:12.801
As someone said to me last week,

0:22:13.982 –> 0:22:16.125
it was actually the provost of FIU.

0:22:16.644 –> 0:22:19.387
It’s about impulse control.

0:22:19.709 –> 0:22:22.751
If you allow people to have

0:22:22.791 –> 0:22:23.792
the impulse control they

0:22:23.833 –> 0:22:24.874
have in their personal life,

0:22:25.294 –> 0:22:26.835
to come into business, it doesn’t work.

0:22:27.255 –> 0:22:28.635
So you just got to modify

0:22:28.695 –> 0:22:29.236
that a little bit.

0:22:29.355 –> 0:22:30.717
You can still do things quickly.

0:22:30.876 –> 0:22:33.298
Again, it’s really important that,

0:22:33.317 –> 0:22:34.597
in my opinion,

0:22:34.999 –> 0:22:36.159
that everybody understand

0:22:36.538 –> 0:22:38.420
if you don’t move fast and

0:22:38.460 –> 0:22:39.441
if you don’t get with the

0:22:39.480 –> 0:22:41.121
times and you’re not where

0:22:41.182 –> 0:22:44.423
people want to be from flexibility,

0:22:44.442 –> 0:22:45.222
technology, whatever,

0:22:45.462 –> 0:22:46.124
you’re going to lose them.

0:22:46.723 –> 0:22:49.346
That is not an excuse to

0:22:49.728 –> 0:22:51.650
allow people who come in

0:22:51.690 –> 0:22:53.491
with their uniform dirty or

0:22:53.692 –> 0:22:55.375
to suck their teeth when

0:22:55.394 –> 0:22:57.257
they’re talking to you.

0:22:57.396 –> 0:22:59.400
And that’s what I’m finding.

0:22:59.420 –> 0:23:02.002
Anthony, you have no idea how hard it is.

0:23:03.044 –> 0:23:04.164
I work with a company right now.

0:23:04.224 –> 0:23:05.086
They don’t allow any of that.

0:23:05.105 –> 0:23:06.027
And they have a great company.

0:23:06.047 –> 0:23:07.107
They have loyal people.

0:23:07.528 –> 0:23:09.329
But they know there’s expectations.

0:23:09.450 –> 0:23:11.511
And it is very much a

0:23:11.712 –> 0:23:14.875
task-focused company that

0:23:14.895 –> 0:23:15.536
take care of people.

0:23:15.816 –> 0:23:16.696
And some of the children,

0:23:16.717 –> 0:23:17.577
people don’t want that.

0:23:17.718 –> 0:23:18.980
They want the structure.

0:23:19.119 –> 0:23:20.461
I was just going to say that.

0:23:20.500 –> 0:23:21.642
They need to know what the

0:23:21.721 –> 0:23:22.883
rules of engagement are in

0:23:23.022 –> 0:23:24.365
order to know what you have

0:23:24.404 –> 0:23:25.986
to do for this level and to

0:23:26.046 –> 0:23:27.268
succeed and exceed.

0:23:27.861 –> 0:23:28.642
Correct.

0:23:29.261 –> 0:23:30.482
Every kid at a high school

0:23:30.502 –> 0:23:31.442
should either be in sports

0:23:31.482 –> 0:23:32.384
in college if they go to

0:23:32.423 –> 0:23:33.484
college or go in the

0:23:33.505 –> 0:23:35.046
military for a short period

0:23:35.066 –> 0:23:36.767
of time or go into theater

0:23:37.166 –> 0:23:38.367
because you can’t.

0:23:38.428 –> 0:23:39.709
You’ve got to be part of a

0:23:39.769 –> 0:23:41.029
team to understand.

0:23:41.509 –> 0:23:42.830
You can’t like you don’t

0:23:42.851 –> 0:23:44.491
want to be the guy who has

0:23:44.511 –> 0:23:44.951
a bad attitude.

0:23:44.971 –> 0:23:46.113
There’s a thing on TikTok,

0:23:46.292 –> 0:23:46.952
my favorite thing.

0:23:47.354 –> 0:23:48.413
It was a basketball player

0:23:48.954 –> 0:23:49.835
and his friend must have

0:23:49.855 –> 0:23:51.556
made his teammate must have

0:23:51.576 –> 0:23:52.317
made a bad play.

0:23:52.656 –> 0:23:53.738
And the teammate was walking

0:23:53.998 –> 0:23:55.617
down the court with his face like this.

0:23:55.958 –> 0:23:57.298
And the kid comes up behind

0:23:57.338 –> 0:23:59.380
him and takes his face and picks it up.

0:23:59.940 –> 0:24:02.840
And that, to me, is everything.

0:24:03.201 –> 0:24:04.501
It’s like he didn’t allow

0:24:04.541 –> 0:24:05.903
him to be negative on himself.

0:24:06.343 –> 0:24:08.804
And that, as managers and executives,

0:24:09.144 –> 0:24:10.765
we have to say, pick your face up.

0:24:11.384 –> 0:24:12.346
And we’re in this together.

0:24:12.487 –> 0:24:13.248
And I thought that was a

0:24:13.288 –> 0:24:14.910
beautiful way for business

0:24:14.950 –> 0:24:16.893
or sports that your job as

0:24:16.972 –> 0:24:18.234
a teammate is to pick the

0:24:18.295 –> 0:24:19.435
other person up and don’t

0:24:19.496 –> 0:24:21.398
accept their negativity

0:24:21.419 –> 0:24:22.079
towards themselves.

0:24:23.080 –> 0:24:24.083
When you make a mistake,

0:24:24.482 –> 0:24:27.467
you have to have pride.

0:24:27.507 –> 0:24:28.469
I make mistakes all the time.

0:24:28.848 –> 0:24:30.289
Things are good and bad sometimes, right?

0:24:30.769 –> 0:24:31.871
But the one thing I don’t do

0:24:31.951 –> 0:24:32.771
is give up on myself.

0:24:32.832 –> 0:24:34.232
The one thing I don’t do is

0:24:34.272 –> 0:24:35.713
hold myself to a lower standard.

0:24:36.193 –> 0:24:38.234
I’m going to fail in life,

0:24:38.695 –> 0:24:40.537
but that doesn’t take away

0:24:41.237 –> 0:24:43.078
my feeling of myself and my

0:24:43.138 –> 0:24:44.239
credibility to myself.

0:24:44.859 –> 0:24:46.361
And when you start to see people like that,

0:24:46.381 –> 0:24:47.300
you got to hold them up and

0:24:47.340 –> 0:24:48.962
mentor them to say, listen,

0:24:49.343 –> 0:24:50.303
just because this was

0:24:50.343 –> 0:24:50.903
allowed in your last

0:24:50.943 –> 0:24:52.305
company doesn’t mean you’re

0:24:52.325 –> 0:24:53.766
going to be allowed in this company.

0:24:54.246 –> 0:24:55.866
And they want, to your point,

0:24:56.428 –> 0:24:58.528
they want that structure.

0:24:59.509 –> 0:25:00.470
I know this isn’t all about

0:25:00.529 –> 0:25:01.171
employee engagement.

0:25:01.191 –> 0:25:02.352
We’ll get to whatever else.

0:25:02.531 –> 0:25:04.973
There’s an amazing book that I read,

0:25:05.094 –> 0:25:06.414
got blessed that a mentor

0:25:06.434 –> 0:25:07.675
gave me when I was really

0:25:07.695 –> 0:25:09.176
young called The Three

0:25:09.217 –> 0:25:10.577
Signs of a Miserable Job by

0:25:10.637 –> 0:25:11.519
Patrick Lencioni.

0:25:11.538 –> 0:25:13.359
If you haven’t read it, it’s amazing.

0:25:13.500 –> 0:25:15.882
And the three pieces are immeasurement,

0:25:16.122 –> 0:25:17.403
irrelevance, and anonymity.

0:25:17.643 –> 0:25:18.463
Those are the three things

0:25:18.483 –> 0:25:20.965
that create workplace unhappiness.

0:25:21.046 –> 0:25:22.227
It isn’t little pay.

0:25:22.287 –> 0:25:24.387
It isn’t no time off.

0:25:24.448 –> 0:25:25.108
It’s those three things.

0:25:25.128 –> 0:25:26.028
So if you can let someone

0:25:26.068 –> 0:25:27.830
know that what they’re doing matters,

0:25:29.061 –> 0:25:29.804
If you can let them know

0:25:29.844 –> 0:25:31.247
that they’re more than just employee one,

0:25:31.267 –> 0:25:31.828
two, three, four,

0:25:31.868 –> 0:25:32.971
and really get to know them

0:25:33.030 –> 0:25:34.054
as a person and let them

0:25:34.094 –> 0:25:35.738
not be just an anonymous other number.

0:25:36.078 –> 0:25:36.921
What are those words?

0:25:37.040 –> 0:25:37.823
What are those words?

0:25:38.423 –> 0:25:38.984
In measurement.

0:25:40.019 –> 0:25:41.961
Irrelevance and anonymity.

0:25:42.101 –> 0:25:43.121
Those are the three parts of

0:25:43.181 –> 0:25:44.441
a miserable job.

0:25:44.682 –> 0:25:47.742
And I think, again, you know, 401k,

0:25:47.803 –> 0:25:49.522
work from home, all this is important.

0:25:49.542 –> 0:25:50.423
But if you can really get

0:25:50.482 –> 0:25:51.544
your staff and you can play

0:25:51.604 –> 0:25:52.304
on those three things,

0:25:52.324 –> 0:25:53.203
you’ll have a very loyal

0:25:53.223 –> 0:25:54.045
staff that give great

0:25:54.184 –> 0:25:54.904
service to our guests.

0:25:55.005 –> 0:25:55.585
It’s interesting.

0:25:55.625 –> 0:25:58.806
In my book, Show Up, I have five words.

0:25:58.905 –> 0:25:59.326
And one of them,

0:25:59.625 –> 0:26:01.487
the most important one is relevancy.

0:26:02.166 –> 0:26:03.827
Because if people don’t know you exist,

0:26:04.307 –> 0:26:04.969
it doesn’t matter.

0:26:06.469 –> 0:26:09.790
And sometimes I want to be irrelevant.

0:26:09.830 –> 0:26:10.770
I just don’t want to be around.

0:26:11.230 –> 0:26:12.372
And sometimes I want to be relevant.

0:26:12.412 –> 0:26:13.471
But I choose that.

0:26:13.491 –> 0:26:15.853
But you cannot be successful

0:26:16.554 –> 0:26:18.234
and not let people know you exist.

0:26:18.954 –> 0:26:20.556
And even in the job market,

0:26:20.615 –> 0:26:22.195
even if you work in a hotel in the county,

0:26:22.876 –> 0:26:23.856
every once in a while,

0:26:23.876 –> 0:26:25.238
you got to show up.

0:26:26.137 –> 0:26:28.159
And you got to let people know, hey,

0:26:28.219 –> 0:26:28.499
I’m here.

0:26:28.538 –> 0:26:29.779
Come out of your cubicle and

0:26:30.160 –> 0:26:31.221
I don’t know, go to the water cooler,

0:26:31.240 –> 0:26:32.780
go to the lunchroom or whatever.

0:26:33.342 –> 0:26:34.923
It’s critical.

0:26:34.942 –> 0:26:36.884
So, Glenn, I’m going to do what you do.

0:26:37.104 –> 0:26:37.743
What else, Glenn?

0:26:38.104 –> 0:26:38.605
Yeah, so…

0:26:42.000 –> 0:26:42.180
Yeah,

0:26:42.200 –> 0:26:44.121
that’s – if I’m done talking and I

0:26:44.161 –> 0:26:45.442
know someone else wants to speak,

0:26:45.481 –> 0:26:46.301
I’ll just throw it to them

0:26:46.582 –> 0:26:47.522
and then leave them hanging,

0:26:47.762 –> 0:26:49.022
particularly Anthony.

0:26:49.323 –> 0:26:50.483
But what I want to talk

0:26:50.523 –> 0:26:52.025
about is why did you choose

0:26:52.605 –> 0:26:53.984
to get in there and work

0:26:54.066 –> 0:26:56.326
with hoteliers that don’t

0:26:56.406 –> 0:26:57.047
have the level of

0:26:57.106 –> 0:26:58.287
experience that the folks

0:26:58.346 –> 0:26:59.288
you and I would be hanging

0:26:59.367 –> 0:27:01.548
out with at Alice or other places?

0:27:01.749 –> 0:27:02.148
Well, it’s funny.

0:27:02.189 –> 0:27:03.971
This is my third year not going to Alice,

0:27:04.211 –> 0:27:04.372
right?

0:27:04.392 –> 0:27:05.313
And I’ll probably go next

0:27:05.333 –> 0:27:06.354
year just because I miss my friends.

0:27:06.374 –> 0:27:07.234
Sure, people will be like, hey,

0:27:07.255 –> 0:27:08.316
it was great seeing you at Alice.

0:27:08.336 –> 0:27:08.476
Yeah,

0:27:08.556 –> 0:27:09.757
I still get the calls and the test

0:27:09.797 –> 0:27:10.038
questions.

0:27:10.077 –> 0:27:10.837
Where are we meeting for dinner?

0:27:10.857 –> 0:27:12.079
Where are we meeting for drinks, right?

0:27:12.160 –> 0:27:13.201
All my REIT buddies.

0:27:13.221 –> 0:27:15.442
No, I mean, at the end of the day,

0:27:15.462 –> 0:27:16.364
if you look at the U.S.

0:27:16.384 –> 0:27:16.964
market right now,

0:27:17.847 –> 0:27:20.009
there’s 5.3 million rooms in the US.

0:27:20.990 –> 0:27:22.490
Would you guess that 1.5

0:27:22.490 –> 0:27:24.752
million of those rooms are independent?

0:27:25.252 –> 0:27:26.834
So 29% of the hotel rooms in

0:27:26.854 –> 0:27:30.876
the US are non-brand affiliated, right?

0:27:30.916 –> 0:27:33.057
Those hotels, those owners,

0:27:33.358 –> 0:27:35.160
those properties need

0:27:35.279 –> 0:27:36.701
someone to help them level

0:27:36.740 –> 0:27:37.801
the playing field, right?

0:27:37.862 –> 0:27:40.262
And that’s where we want to offer.

0:27:40.343 –> 0:27:42.505
So whether it’s

0:27:43.208 –> 0:27:43.887
distribution?

0:27:43.948 –> 0:27:45.169
What’s our answer to points?

0:27:45.249 –> 0:27:46.849
What’s our answer to being

0:27:46.869 –> 0:27:47.769
able to get purchasing,

0:27:47.809 –> 0:27:48.470
as we talked about?

0:27:48.490 –> 0:27:50.211
The tech stack, the right tools,

0:27:50.652 –> 0:27:52.372
the right marketing, the right awareness.

0:27:52.771 –> 0:27:54.232
How do I find the right talent?

0:27:54.373 –> 0:27:55.574
How do I make sure that the

0:27:55.614 –> 0:27:56.574
talent is appropriate for

0:27:56.594 –> 0:27:57.555
the property that we’re running?

0:27:58.335 –> 0:27:59.316
That’s the stuff that we

0:27:59.355 –> 0:28:00.816
want to work with properties on.

0:28:00.836 –> 0:28:01.856
It’s how can we do it?

0:28:01.957 –> 0:28:04.238
And again, to me, more than ever,

0:28:04.557 –> 0:28:05.659
it’s really understanding.

0:28:05.699 –> 0:28:06.358
When I said 5.3 million

0:28:06.398 –> 0:28:07.779
rooms and 1.5 million are independent,

0:28:07.799 –> 0:28:07.920
I also

0:28:11.416 –> 0:28:12.596
completely excluded from that,

0:28:12.636 –> 0:28:13.717
the one point three million

0:28:13.737 –> 0:28:14.498
short term rentals.

0:28:14.577 –> 0:28:14.958
Right now,

0:28:14.998 –> 0:28:16.377
that’s a big word in our business.

0:28:16.438 –> 0:28:17.557
But you know what?

0:28:17.617 –> 0:28:18.678
Those are independent as

0:28:18.718 –> 0:28:19.758
well in a lot of ways.

0:28:20.259 –> 0:28:20.719
And, you know,

0:28:21.019 –> 0:28:21.979
when you start to think of

0:28:22.078 –> 0:28:23.919
consumer wants and consumer

0:28:23.959 –> 0:28:26.940
needs and post-COVID, it’s changed.

0:28:27.079 –> 0:28:28.279
What is somebody looking for

0:28:28.319 –> 0:28:29.200
in a hotel stay?

0:28:29.460 –> 0:28:29.640
Right.

0:28:29.759 –> 0:28:31.560
How can we reflect in that

0:28:32.681 –> 0:28:34.181
and give somebody something unique?

0:28:34.240 –> 0:28:34.401
Right.

0:28:34.441 –> 0:28:36.060
If I have a white horse and again,

0:28:36.141 –> 0:28:37.801
I’d argue the big brands of

0:28:37.821 –> 0:28:38.362
thoroughbreds.

0:28:38.422 –> 0:28:38.582
Right.

0:28:38.622 –> 0:28:39.221
So they are the

0:28:40.805 –> 0:28:42.404
American Pharaoh of horses, right?

0:28:42.424 –> 0:28:43.165
I was there for the triple

0:28:43.185 –> 0:28:44.766
crown at Belmont with that horse.

0:28:44.806 –> 0:28:45.326
Very impressive.

0:28:45.365 –> 0:28:46.665
I was going to go with Seattle slew.

0:28:46.685 –> 0:28:47.807
Oh, that’s a good one too.

0:28:47.967 –> 0:28:48.807
That’s a good one too.

0:28:48.886 –> 0:28:51.248
But if I have this great big white horse,

0:28:51.268 –> 0:28:52.688
that’s a thoroughbred, that’s great.

0:28:52.728 –> 0:28:53.567
But if a guest says they

0:28:53.587 –> 0:28:54.387
want something unique,

0:28:54.428 –> 0:28:55.689
I can’t paint black stripes

0:28:55.729 –> 0:28:57.068
and say it’s a zebra, right?

0:28:57.709 –> 0:28:58.628
I need a zebra.

0:28:59.049 –> 0:28:59.369
And to me,

0:28:59.430 –> 0:29:00.529
that’s what we want to work with.

0:29:00.549 –> 0:29:01.829
So how do we empower these

0:29:01.890 –> 0:29:04.790
groups so that A, they’re known.

0:29:05.523 –> 0:29:07.086
B, to the point we mentioned earlier,

0:29:07.365 –> 0:29:08.586
that it’s not a roll of the dice,

0:29:08.626 –> 0:29:11.288
whether it’s clean and up to standard,

0:29:11.348 –> 0:29:11.549
right?

0:29:11.589 –> 0:29:13.131
There’s that level of

0:29:13.211 –> 0:29:15.272
confidence for the consumer,

0:29:15.893 –> 0:29:17.075
but then also not only

0:29:17.134 –> 0:29:18.836
managing the top of the page on revenue,

0:29:18.855 –> 0:29:19.896
but how can we work on the

0:29:19.936 –> 0:29:20.938
middle of the page to make

0:29:20.958 –> 0:29:21.699
sure that you can actually

0:29:21.739 –> 0:29:23.119
create profitability, right?

0:29:23.200 –> 0:29:25.241
One of my dearest friends,

0:29:25.281 –> 0:29:26.603
I think one of the best

0:29:26.682 –> 0:29:27.624
operators in the industry guy,

0:29:27.663 –> 0:29:28.644
Mike Hoover is now the

0:29:28.845 –> 0:29:29.665
general manager over at the

0:29:29.726 –> 0:29:30.567
Moxie in Williamsburg,

0:29:30.606 –> 0:29:31.607
does an amazing job.

0:29:32.347 –> 0:29:33.368
worked with me at Graduate.

0:29:33.730 –> 0:29:35.191
He was with Blackberry Farm for a while.

0:29:35.351 –> 0:29:36.251
And to me, Blackberry,

0:29:36.551 –> 0:29:39.334
I think it’s probably, if not the best,

0:29:39.374 –> 0:29:39.894
in my opinion,

0:29:39.954 –> 0:29:41.316
one of the best resorts in the country.

0:29:41.336 –> 0:29:42.817
Amazing experiential property.

0:29:43.417 –> 0:29:44.419
But that hotel lost money

0:29:44.459 –> 0:29:46.300
for 30 years before it became profitable,

0:29:46.381 –> 0:29:49.163
despite having a $3,200 ADR today, right?

0:29:49.542 –> 0:29:50.703
At the end of the day,

0:29:51.184 –> 0:29:53.446
if you want to offer an independent hotel,

0:29:53.507 –> 0:29:54.768
you want to offer a great experience,

0:29:55.188 –> 0:29:55.469
you know what?

0:29:55.489 –> 0:29:56.950
You should also want to make money, right?

0:29:56.970 –> 0:29:57.691
You don’t want to have to

0:29:57.730 –> 0:29:59.112
lose money for 30 years to get there.

0:29:59.132 –> 0:29:59.192
So

0:29:59.719 –> 0:30:00.680
How can we come in?

0:30:00.880 –> 0:30:01.961
How can we work together?

0:30:02.480 –> 0:30:03.301
How can we partner?

0:30:03.382 –> 0:30:05.002
How can we bring our relationships,

0:30:05.482 –> 0:30:07.424
our experience, our network,

0:30:07.924 –> 0:30:09.507
and start to give you the

0:30:09.586 –> 0:30:10.847
tools that you can start to

0:30:10.887 –> 0:30:12.048
manage the middle of the page,

0:30:12.388 –> 0:30:13.549
just like a big brand does,

0:30:13.890 –> 0:30:15.711
without the 8%, 9%, 10% franchise fee?

0:30:15.790 –> 0:30:16.711
You know,

0:30:16.991 –> 0:30:18.593
what I found to be successful in

0:30:18.613 –> 0:30:20.275
my business is don’t have

0:30:20.315 –> 0:30:22.256
all the answers and don’t

0:30:22.276 –> 0:30:23.017
give all the answers.

0:30:23.868 –> 0:30:25.711
is to work as a partnership.

0:30:25.871 –> 0:30:26.912
Ask a lot of questions

0:30:27.271 –> 0:30:28.472
because not everything happens.

0:30:28.512 –> 0:30:29.233
And I’ll tell you what

0:30:29.453 –> 0:30:31.316
people want more than anything today.

0:30:31.435 –> 0:30:33.337
As all travelers, especially me and Glenn,

0:30:33.837 –> 0:30:34.919
we’re in a hotel every week.

0:30:35.819 –> 0:30:38.182
I have to do one next week

0:30:38.201 –> 0:30:38.843
and the week after.

0:30:39.563 –> 0:30:41.444
The one thing that people want,

0:30:41.884 –> 0:30:43.946
whether you’re an owner or

0:30:43.967 –> 0:30:45.028
hiring a management company

0:30:45.147 –> 0:30:46.730
or whether you’re a guest

0:30:46.769 –> 0:30:48.030
staying there or your employee,

0:30:48.451 –> 0:30:49.031
friction-free.

0:30:49.551 –> 0:30:50.813
We talked about that,

0:30:50.893 –> 0:30:52.054
but everybody wants

0:30:52.114 –> 0:30:53.434
friction-free everything.

0:30:53.755 –> 0:30:54.635
The reason we like our

0:30:54.695 –> 0:30:55.615
benefits on the airline

0:30:55.635 –> 0:30:57.196
that we fly is because

0:30:58.057 –> 0:30:59.338
you’re in a Delta Skyloud

0:30:59.838 –> 0:31:02.540
and you’re upgraded without asking.

0:31:02.881 –> 0:31:05.001
You’re just there.

0:31:05.063 –> 0:31:06.123
The reason I stay at certain

0:31:06.163 –> 0:31:07.163
hotels is because I’m there.

0:31:07.604 –> 0:31:08.865
The clients I have,

0:31:09.285 –> 0:31:10.625
I stay with or they stay

0:31:10.645 –> 0:31:12.467
with me because there’s no friction, man.

0:31:12.847 –> 0:31:14.189
I just want to make this easy.

0:31:14.249 –> 0:31:15.609
At a point in my life,

0:31:16.809 –> 0:31:18.211
I have the flexibility to do that.

0:31:19.372 –> 0:31:21.173
that a lot of businesses,

0:31:21.212 –> 0:31:22.153
a lot of management

0:31:22.193 –> 0:31:23.154
companies and consultants

0:31:23.775 –> 0:31:25.155
want to prove their value

0:31:25.415 –> 0:31:27.397
by giving information just

0:31:27.438 –> 0:31:28.238
to give information.

0:31:29.078 –> 0:31:30.159
And if you’re comfortable in

0:31:30.179 –> 0:31:31.220
what you do and you know

0:31:31.259 –> 0:31:31.901
how to move the needle,

0:31:31.921 –> 0:31:32.621
and I always say it,

0:31:33.201 –> 0:31:34.001
if you know how to run a

0:31:34.041 –> 0:31:35.323
P&L and you know cash flow,

0:31:37.144 –> 0:31:38.444
that’s 90% of the battle

0:31:38.765 –> 0:31:40.547
because all your decisions you’re making,

0:31:40.866 –> 0:31:42.347
you’re tying into that and

0:31:42.367 –> 0:31:43.949
then you can make valuable decisions.

0:31:44.484 –> 0:31:45.945
So if somebody says, should I have,

0:31:46.346 –> 0:31:47.445
should I have, you know,

0:31:47.465 –> 0:31:49.907
turndown service in the four star hotel?

0:31:51.008 –> 0:31:51.807
What’s your P&L look like?

0:31:51.827 –> 0:31:52.269
Let me see.

0:31:52.628 –> 0:31:53.409
We’re not going to get there.

0:31:53.709 –> 0:31:54.430
We’re not going to get there,

0:31:54.450 –> 0:31:54.970
but I want it.

0:31:55.089 –> 0:31:55.390
Okay.

0:31:55.990 –> 0:31:57.070
Can we raise rates by 20%?

0:31:57.671 –> 0:31:59.092
No, we can’t.

0:31:59.332 –> 0:32:00.813
Not in this market, not this hotel.

0:32:00.873 –> 0:32:01.373
We can’t do it.

0:32:01.653 –> 0:32:02.993
But if we give turndown service, we can’t.

0:32:03.034 –> 0:32:03.513
No, we can’t.

0:32:04.638 –> 0:32:05.858
You have to be realistic, right?

0:32:05.898 –> 0:32:06.480
Like you have to be

0:32:06.519 –> 0:32:07.539
realistic with what you have.

0:32:08.019 –> 0:32:09.059
Anthony, you are speaking.

0:32:09.560 –> 0:32:11.141
And I think that’s, again, you know,

0:32:11.161 –> 0:32:12.501
the REIT owners aren’t thinking that way,

0:32:12.781 –> 0:32:12.922
right?

0:32:12.961 –> 0:32:14.021
In most cases, you know,

0:32:14.082 –> 0:32:15.001
your big institutional

0:32:15.083 –> 0:32:16.563
owners are looking at profit, you know,

0:32:16.682 –> 0:32:17.762
what their quarterly

0:32:17.942 –> 0:32:19.584
returns and their investment reports,

0:32:19.624 –> 0:32:19.763
right?

0:32:19.804 –> 0:32:20.324
But a lot of these

0:32:20.344 –> 0:32:22.085
independent properties will

0:32:22.125 –> 0:32:23.045
go to a hotel and they’ll

0:32:23.085 –> 0:32:23.825
come back and say, oh,

0:32:23.904 –> 0:32:24.945
I just went to this hotel

0:32:24.986 –> 0:32:25.965
and they had this amenity.

0:32:25.986 –> 0:32:26.826
I want to bring it here.

0:32:27.686 –> 0:32:28.606
Sometimes you can do that.

0:32:28.866 –> 0:32:29.247
It’s great.

0:32:29.507 –> 0:32:30.488
But other times you have to

0:32:30.528 –> 0:32:30.988
say to yourself,

0:32:32.268 –> 0:32:33.951
not that hotel right your

0:32:33.971 –> 0:32:34.771
point you can’t have turned

0:32:34.791 –> 0:32:35.532
down your market won’t

0:32:35.553 –> 0:32:36.394
support the right to do

0:32:36.433 –> 0:32:37.916
that and others you can you

0:32:38.156 –> 0:32:39.338
have to listen and and I

0:32:39.378 –> 0:32:39.880
think one of the other

0:32:39.900 –> 0:32:40.359
things you talk about

0:32:40.380 –> 0:32:41.761
listening we do a lot of

0:32:41.781 –> 0:32:42.683
process change and my

0:32:43.088 –> 0:32:44.589
The consulting firms I’ve run in the past,

0:32:44.670 –> 0:32:45.589
whether it’s Postscript or

0:32:45.630 –> 0:32:47.151
I worked for Carpedia, you know,

0:32:47.171 –> 0:32:48.291
a lot of process change.

0:32:48.892 –> 0:32:50.432
I never came up with the great ideas.

0:32:50.913 –> 0:32:51.732
I still don’t come up with

0:32:51.752 –> 0:32:52.314
the great ideas.

0:32:52.634 –> 0:32:52.814
Right.

0:32:52.854 –> 0:32:54.454
The great ideas come from the team.

0:32:54.634 –> 0:32:56.035
It’s listening to the housekeepers.

0:32:56.095 –> 0:32:57.496
It’s listening to the agents.

0:32:57.816 –> 0:32:58.215
It’s listening.

0:32:58.576 –> 0:32:59.457
What are the things to me?

0:32:59.497 –> 0:33:00.116
If you want to know what

0:33:00.136 –> 0:33:01.357
someone likes on a dish or

0:33:01.417 –> 0:33:02.278
doesn’t like on a dish or

0:33:02.298 –> 0:33:03.679
your portion size is appropriate.

0:33:04.019 –> 0:33:05.039
Talk to the dishwasher.

0:33:05.900 –> 0:33:07.279
That person knows every plate,

0:33:07.319 –> 0:33:08.861
what’s being thrown away on every plate.

0:33:09.060 –> 0:33:10.320
Those are the people to get

0:33:10.361 –> 0:33:11.961
that information from and listen to.

0:33:12.402 –> 0:33:14.001
So you can actually make decisions,

0:33:14.362 –> 0:33:15.082
Anthony, to your point,

0:33:15.122 –> 0:33:15.942
that make a difference for

0:33:15.981 –> 0:33:18.083
that bottom line.

0:33:18.623 –> 0:33:20.022
Great example, Droughton Inn.

0:33:20.063 –> 0:33:22.183
We have these awesome water

0:33:22.223 –> 0:33:23.523
stations on every floor to

0:33:23.644 –> 0:33:24.584
save the environment.

0:33:24.784 –> 0:33:25.724
Plastic bottles in the room.

0:33:26.045 –> 0:33:26.805
When we took over,

0:33:26.944 –> 0:33:27.944
every room was set up with

0:33:28.005 –> 0:33:28.744
a glass bottle.

0:33:28.865 –> 0:33:30.046
So you would take your glass bottle,

0:33:30.066 –> 0:33:31.185
you would go to the water station,

0:33:31.205 –> 0:33:31.786
you would fill it up.

0:33:33.509 –> 0:33:33.848
First off,

0:33:33.888 –> 0:33:35.109
it’s a pain for the housekeepers

0:33:35.130 –> 0:33:36.412
to bring the glass bottles to the room.

0:33:36.551 –> 0:33:36.991
Second of all,

0:33:37.011 –> 0:33:37.893
when I come back from my

0:33:37.932 –> 0:33:39.134
great dinner at Forge and Vine,

0:33:39.453 –> 0:33:40.515
I now have to go to my room,

0:33:40.595 –> 0:33:42.837
get my glass bottle, go to the station,

0:33:42.938 –> 0:33:43.778
fill it and come back.

0:33:44.378 –> 0:33:45.779
So the housekeepers were like,

0:33:45.839 –> 0:33:46.641
why do we keep it there?

0:33:46.820 –> 0:33:48.522
So I said, why do we keep it there?

0:33:48.863 –> 0:33:50.003
So we simply moved all the

0:33:50.044 –> 0:33:51.384
bottles to an area near the

0:33:51.423 –> 0:33:52.045
water station.

0:33:52.105 –> 0:33:53.425
You go fill it, you bring it to your room.

0:33:53.746 –> 0:33:54.605
Now, the housekeepers,

0:33:55.006 –> 0:33:55.826
their job is easier.

0:33:55.846 –> 0:33:56.626
They’re not setting every

0:33:56.666 –> 0:33:57.788
room with these bottles.

0:33:58.307 –> 0:33:59.628
My the guest experience is

0:33:59.729 –> 0:34:00.429
better because they’re not

0:34:00.469 –> 0:34:01.829
going to the room to retrieve the bottle,

0:34:01.869 –> 0:34:03.111
to bring it there, to bring it back.

0:34:03.770 –> 0:34:04.551
Everybody wins.

0:34:05.071 –> 0:34:05.311
You know,

0:34:05.751 –> 0:34:06.972
I took over the hotel when I took

0:34:07.012 –> 0:34:07.692
over the hotel.

0:34:07.712 –> 0:34:09.293
I wouldn’t have known that.

0:34:09.893 –> 0:34:10.114
Right.

0:34:10.335 –> 0:34:10.614
I mean,

0:34:10.934 –> 0:34:12.076
but it took me to listen to a

0:34:12.096 –> 0:34:13.596
housekeeper to say, why do we do this?

0:34:14.097 –> 0:34:15.577
So the more you can listen, Anthony,

0:34:15.597 –> 0:34:18.039
I think that was huge and so insightful.

0:34:18.617 –> 0:34:19.780
The more you can listen to

0:34:20.041 –> 0:34:21.264
everyone in the organization,

0:34:21.324 –> 0:34:22.467
the better product you’re going to have.

0:34:22.949 –> 0:34:23.130
All right,

0:34:23.150 –> 0:34:24.791
I got one last question for you

0:34:24.811 –> 0:34:25.490
because we got to head

0:34:25.510 –> 0:34:27.090
towards wrap up time.

0:34:27.391 –> 0:34:28.831
So there’s this weird

0:34:28.851 –> 0:34:30.431
dichotomy that I see out there.

0:34:30.733 –> 0:34:32.592
Everybody loves independent hotels,

0:34:32.652 –> 0:34:33.833
but all the major brands

0:34:33.853 –> 0:34:35.454
says loyalty is everything.

0:34:35.494 –> 0:34:37.135
And a lot of times we go to

0:34:37.175 –> 0:34:39.054
that reset of what we’re loyal to.

0:34:39.494 –> 0:34:40.795
How do you think about that

0:34:40.835 –> 0:34:42.655
particular issue and break

0:34:42.675 –> 0:34:43.436
through it for success?

0:34:43.456 –> 0:34:44.476
Well, we’re thinking about it a lot.

0:34:44.577 –> 0:34:45.878
And honestly, right now at Revival,

0:34:45.898 –> 0:34:46.617
we’re actually working on

0:34:46.737 –> 0:34:47.637
potentially developing a

0:34:47.657 –> 0:34:49.998
brand with a product that addresses this.

0:34:50.838 –> 0:34:51.659
We were talking earlier

0:34:51.699 –> 0:34:52.920
about being guys who spend

0:34:52.960 –> 0:34:53.900
a lot of time on the road

0:34:54.400 –> 0:34:55.382
and our points and our

0:34:55.402 –> 0:34:56.402
million mile club and

0:34:56.481 –> 0:34:58.603
Anthony just mentioned his lounge, right?

0:34:58.824 –> 0:34:59.764
At the end of the day,

0:35:00.605 –> 0:35:01.744
our business for better or

0:35:01.784 –> 0:35:02.965
worse is still built on,

0:35:03.085 –> 0:35:04.766
let me stay five nights in Sandusky,

0:35:04.847 –> 0:35:05.807
Ohio for work during the

0:35:05.847 –> 0:35:06.688
week so I could bring my

0:35:06.748 –> 0:35:08.829
family to Hawaii for the holidays, right?

0:35:09.030 –> 0:35:09.409
Until…

0:35:10.697 –> 0:35:12.157
Hotels either can create a

0:35:12.338 –> 0:35:14.579
better reward experience or

0:35:14.619 –> 0:35:15.880
a better points experience.

0:35:16.179 –> 0:35:17.300
That will always be a

0:35:17.380 –> 0:35:18.961
massive disadvantage.

0:35:19.001 –> 0:35:19.762
There’s a couple of groups

0:35:19.802 –> 0:35:20.603
out there that are working

0:35:20.663 –> 0:35:21.362
on it right now.

0:35:22.764 –> 0:35:24.585
Frankly, pre-COVID,

0:35:24.804 –> 0:35:25.706
I was working on creating

0:35:25.746 –> 0:35:26.626
something at Graduate that

0:35:26.646 –> 0:35:27.626
I think could be brought to

0:35:27.666 –> 0:35:28.686
a larger market or brought

0:35:28.708 –> 0:35:29.307
to our collection.

0:35:30.097 –> 0:35:30.896
But first off,

0:35:31.356 –> 0:35:31.938
I want to create an

0:35:31.978 –> 0:35:32.918
experience that people are

0:35:32.998 –> 0:35:33.898
choosing that experience.

0:35:33.958 –> 0:35:34.697
I want to give people the

0:35:34.717 –> 0:35:36.958
freedom to stay where they want to stay.

0:35:37.239 –> 0:35:37.478
Right.

0:35:37.860 –> 0:35:39.039
Regardless of the fear of

0:35:39.159 –> 0:35:40.179
I’m giving up the points

0:35:40.340 –> 0:35:41.940
because points are a valuable commodity.

0:35:41.981 –> 0:35:42.121
Right.

0:35:42.141 –> 0:35:43.460
We all we all we all have them.

0:35:43.481 –> 0:35:44.581
We all have that memberships.

0:35:45.041 –> 0:35:45.942
But if I can create an

0:35:46.001 –> 0:35:47.141
experience or I can create

0:35:47.182 –> 0:35:48.382
a program that allows

0:35:48.402 –> 0:35:49.483
people to make the choice

0:35:49.503 –> 0:35:50.523
that they want in their

0:35:50.583 –> 0:35:51.724
heart and have that unique

0:35:51.764 –> 0:35:53.143
experience without feeling

0:35:53.164 –> 0:35:54.005
they’re foregoing that,

0:35:54.945 –> 0:35:56.766
that’s when we get the kind of the magic.

0:35:57.005 –> 0:35:57.246
Right.

0:35:57.525 –> 0:35:57.666
And

0:35:58.769 –> 0:36:00.010
uh in today’s world I hope

0:36:00.030 –> 0:36:00.891
that the hotels that you

0:36:00.911 –> 0:36:01.791
stay at independently and I

0:36:01.833 –> 0:36:02.693
hope the hotels that I said

0:36:02.713 –> 0:36:03.474
independently even if I

0:36:03.514 –> 0:36:04.574
have to forego it I hope

0:36:04.594 –> 0:36:05.375
that the experience

0:36:05.896 –> 0:36:07.597
outweighs that but man

0:36:08.317 –> 0:36:08.958
wouldn’t it be great to

0:36:08.998 –> 0:36:09.958
have my cake and eat it too

0:36:10.179 –> 0:36:11.199
right like wouldn’t it be

0:36:11.239 –> 0:36:12.380
great to have both sides

0:36:12.681 –> 0:36:13.740
both sides of that and I

0:36:13.782 –> 0:36:14.722
think there’s a way to do

0:36:14.782 –> 0:36:15.742
it and uh you know at

0:36:15.802 –> 0:36:16.583
revival we’re going to be

0:36:16.603 –> 0:36:17.384
spending a lot of time

0:36:17.443 –> 0:36:18.724
working on that and would

0:36:18.764 –> 0:36:19.646
love to keep talking to

0:36:19.666 –> 0:36:20.326
people about it so

0:36:21.373 –> 0:36:21.753
Beautiful.

0:36:22.153 –> 0:36:23.494
I absolutely love that.

0:36:23.755 –> 0:36:24.155
Saxon,

0:36:24.175 –> 0:36:26.217
how can we learn more about what you

0:36:26.436 –> 0:36:27.217
are up to?

0:36:27.237 –> 0:36:28.358
Yeah, so first off,

0:36:28.458 –> 0:36:29.358
I am a completely

0:36:29.458 –> 0:36:30.659
self-described hotel nerd.

0:36:31.280 –> 0:36:32.400
I love talking to people,

0:36:33.300 –> 0:36:34.661
even when I don’t charge consulting fees.

0:36:34.902 –> 0:36:36.143
I’m not that type of consultant.

0:36:37.322 –> 0:36:38.422
Whether it’s a phone call,

0:36:38.603 –> 0:36:39.563
even on our website,

0:36:39.744 –> 0:36:41.164
it’s my direct cell phone number.

0:36:41.284 –> 0:36:42.443
I love talking to people

0:36:42.463 –> 0:36:43.143
about this business.

0:36:43.664 –> 0:36:44.885
My fifth grade yearbook says

0:36:44.945 –> 0:36:46.184
I was going to own and operate hotels.

0:36:46.204 –> 0:36:46.784
No way.

0:36:47.425 –> 0:36:48.746
Yeah, I grew up the son of a chef.

0:36:48.766 –> 0:36:49.965
This is what I’ve always wanted to do.

0:36:50.126 –> 0:36:51.226
I love this business.

0:36:51.266 –> 0:36:53.686
So I’m happy to talk to anything, anyone,

0:36:53.706 –> 0:36:54.286
anytime.

0:36:54.806 –> 0:36:56.588
Our website is www.RevivalHotels.com.

0:37:03.150 –> 0:37:04.813
very basic website, but really designed.

0:37:04.853 –> 0:37:05.833
So you get my information,

0:37:05.873 –> 0:37:07.175
you call me up and we’ll

0:37:07.195 –> 0:37:08.115
create something and try to

0:37:08.135 –> 0:37:09.356
create a partnership going forward.

0:37:09.396 –> 0:37:10.998
So that’s beautiful.

0:37:11.438 –> 0:37:12.159
Thank you, Saxton.

0:37:12.179 –> 0:37:13.722
Really appreciate you being here.

0:37:13.742 –> 0:37:15.362
And that was fun, Anthony,

0:37:15.382 –> 0:37:16.264
because I really love

0:37:16.463 –> 0:37:17.525
independent hotels and I

0:37:17.565 –> 0:37:18.766
want to see more properties

0:37:18.806 –> 0:37:20.347
like this Groton Inn, for example,

0:37:20.367 –> 0:37:20.909
be successful.

0:37:21.494 –> 0:37:22.253
And the difference between a

0:37:22.273 –> 0:37:23.074
hotel like that being

0:37:23.094 –> 0:37:23.735
successful and not

0:37:23.775 –> 0:37:25.235
successful is just a few

0:37:25.356 –> 0:37:26.956
don’t dos or a few dos.

0:37:27.536 –> 0:37:29.016
And it’s not rocket science.

0:37:29.197 –> 0:37:31.137
And it really works every

0:37:31.157 –> 0:37:32.878
single time in every single hotel.

0:37:33.539 –> 0:37:37.400
The basic strategies are the same.

0:37:37.940 –> 0:37:39.961
And it’s just the enthusiasm

0:37:40.001 –> 0:37:40.681
for your product.

0:37:41.344 –> 0:37:43.126
the pride, the quality,

0:37:43.586 –> 0:37:44.748
and the profitability, right?

0:37:44.788 –> 0:37:45.389
And you can’t get the

0:37:45.409 –> 0:37:46.750
profitability and have fun

0:37:47.771 –> 0:37:49.231
if you have two or three

0:37:49.271 –> 0:37:50.092
things out of sync.

0:37:50.233 –> 0:37:52.094
So anyway, yeah, great conversation.

0:37:52.114 –> 0:37:52.175
Hey,

0:37:52.215 –> 0:37:53.356
and if you want to have all your

0:37:53.376 –> 0:37:54.335
things in sync, well,

0:37:54.376 –> 0:37:55.056
make sure that you’re not

0:37:55.097 –> 0:37:56.137
only watching us,

0:37:56.297 –> 0:37:57.498
but listening to us

0:37:57.539 –> 0:38:00.141
wherever you download your podcast.

0:38:00.161 –> 0:38:01.342
Come on, subscribe to the show,

0:38:01.643 –> 0:38:02.523
show us a little bit of love,

0:38:02.824 –> 0:38:03.704
and why not keep watching

0:38:03.764 –> 0:38:04.885
us wherever you watch the show,

0:38:04.925 –> 0:38:05.686
all shows are housed at

0:38:05.726 –> 0:38:07.568
NoVacancyNews.com for your

0:38:07.688 –> 0:38:08.367
viewing pleasure.

0:38:08.728 –> 0:38:09.748
Anthony, great seeing you.

0:38:09.809 –> 0:38:10.429
Tomorrow,

0:38:10.449 –> 0:38:12.610
we’re back with another live show.

0:38:12.650 –> 0:38:15.291
We’ve got our friend Chris Manley.

0:38:15.351 –> 0:38:17.293
He’s with Five Senses Management.

0:38:17.393 –> 0:38:18.014
I’m looking forward to

0:38:18.034 –> 0:38:19.835
having him on out of Colorado.

0:38:20.215 –> 0:38:21.556
And then we’ve got the

0:38:21.896 –> 0:38:23.376
president of Seabourn

0:38:23.436 –> 0:38:24.938
Cruises on Thursday.

0:38:24.958 –> 0:38:26.177
That’s going to be a lot of fun as well.

0:38:26.478 –> 0:38:27.199
Very excited.

0:38:27.639 –> 0:38:27.798
Yeah.

0:38:27.818 –> 0:38:28.599
All right, everybody.

0:38:28.619 –> 0:38:29.280
We’ll see you later.

0:38:29.340 –> 0:38:30.420
Remember, you’ve got one life,

0:38:30.440 –> 0:38:32.641
so blaze on and be kind to yourself.

0:38:32.981 –> 0:38:34.322
Bye-bye.

0:38:34.782 –> 0:38:35.844
Bye-bye, Glenn.

0:38:35.903 –> 0:38:36.264
See you.