Six Figure Sales System-wide

EP 141 : Six Figure Sales System

Introduction :

Welcome to the DYB Podcast, where we explore business strategies and stories to inspire your own business growth.

In today’s episode, our speakers engage in a dynamic discussion covering a wide range of topics, from personal and business development strategies to sales process challenges, streamlining operations, and expanding business opportunities.

They share valuable insights on self-talk, motivating teams, implementing automation, and more.

Join us as we dive into the nitty-gritty of business growth and development, and discover practical tips and inspiring experiences to double your business.

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Transcript :

Speaker A [00:00:00]:
Welcome to the DYB podcast where each week we share strategies and stories to inspire you to double your business so that you can have financial freedom, time for your family, and make an impact in your community. Don’t waste your time going on leads that you don’t want to do business with. Drive only to high value leads. Make sure you use the prequalifying process. Check it out backslashdybhyphen prequalifying hyphen process. And now this week’s episode.

Speaker C [00:00:32]:
Hello. Welcome to Mastermind. Our mission is to build $1,000,000 businesses so that we can have financial freedom, time for our families, and make an impact in our communities. Let’s kick it off with some big wins. Isaac, lead the way, please.

Speaker D [00:00:44]:
Good morning. I think my big win this week is I took a risk. I the newest guy that I hired showed some interest in learning fine fine finishing work and cabinetry, And I’ve been tiptoeing around whether I wanted to lean into cabinets or not just because I didn’t feel confident with our systems. And I invested in some different stuff and some new product, and so we just finished a cabinet job with those different systems and processes and, man, it turned out amazing. And so the client’s super happy and we’re already on another one. We’re about ready to start doing the same thing. And the product I started using is a 2 k Centurion coatings product, and the finish on it, I’m I told the customers, I I feel like if glass and butter had a child, that would

Speaker C [00:01:36]:
be that

Speaker D [00:01:37]:
was smooth. The the finish is turning out. It’s just like, yes. I’m so glad this went well. So that was just really encouraging. And I don’t think we’re gonna make cabinets our main thing, but just knowing that when we do them, we’ve got a good system and we know we’re gonna pump out a great product is is pretty awesome. So I’m excited about that.

Speaker C [00:01:57]:
Fantastic. Very cool. Thank you, Isaac. Hey, Jesus.

Speaker E [00:02:01]:
Good morning. Yes. My big win here is having to think about more about hiring than actually winning jobs. So winning jobs is good. Now I’m thinking about hiring even more.

Speaker C [00:02:15]:
We’re putting a

Speaker E [00:02:15]:
pressure on this week on hiring.

Speaker C [00:02:19]:
There we go. Okay. Fantastic. Remember, analogy we used a few months back? It’s which one I focus on? Both. You lean left into more customers, like, scan downhill. Yeah. And then right into hiring, and then you gotta lean both. We should be going downhill.

Speaker C [00:02:33]:
Right? Getting after both of them. So we’re leaning right now to hiring. Way to be, I see. Glad to hear that. Alright. Darrell?

Speaker F [00:02:40]:
Yeah. I’ve been off and on on this on 2 of these big jobs that we started this year. One of them was the pomp and theater, and it was, about $67,000. And my guys wrapped it up on Friday without me. And it was a little bit of a tough one financially. I made really good on it. I’m probably, like, $15 an hour at least. I haven’t figured it all out, but $15 an hour more than my hourly sell rate on a job that’s about 800 man hours.

Speaker F [00:03:09]:
So that was a huge thing, but I’ve got a little over 50 $1,000 that I got coming probably this week on that. So I’ve been shoveling money from this account to that account, and I’ve not been late on anything. I still got money in the savings for all that, and so I’m gonna have a Mhmm. Good check this week. So it was a struggle, but I made it.

Speaker C [00:03:28]:
Way to go. That’s awesome, Daryl. Thank you. Florian.

Speaker G [00:03:33]:
Hey. Good morning, guys. Deepgram for me. I mean, since 2 weeks, so we’ve been together. Couple jobs, which it’s funny because it doesn’t go more than $10,000. So it’s 2 jobs there, $7,000, which I’m working right now, one of them. So we start on Friday, and we’re gonna finish today, which is, like, my guys are doing so great. And, start, I’m gonna start another 2.

Speaker G [00:04:01]:
1 is garage floor and also the garage walls and ceiling, which I’m gonna start tomorrow. I have another is gonna start tomorrow as well. So I’m gonna split in 2 crews. Other than that, I have a guy which I hired a helper to start from scratch. And this guy is doing so great. This time, after 90 days, he’s gonna get a dollar raise, which is

Speaker C [00:04:22]:

Speaker G [00:04:23]:
I was talking to him yesterday going through the all the steps we followed the company. He was very happy about it. So he’s making a lot of improvement, which I’m like, really? It’s it looks like he’s gonna have a long run-in the company because he loves to work with us, which is great. And I had another job, which is referral to one of my clients. I did this, like, a month ago. I was talking to, like, lady, like, last week, and all of a sudden, on Saturday, she put a deposit for 25%. So I’m gonna follow this job is, like, around $10,000. Mhmm.

Speaker G [00:04:58]:
So pretty much, like, in 4 weeks, I’m booked like crazy. Other than that, crew is doing very well. It’s crashing. Whatever I’m saying, they are doing it. It is not sometimes, actually, they come a little bit late, like 8 to 5 or 8 to 10. But 8 to 10. But what’s happened is they’re a little bit late to finish the job. It’s not like sometimes, hey.

Speaker G [00:05:19]:
Come on time. It’s very important, but they take responsibility, though, which is the main thing. Understand they wanna finish whatever they have to do. Other than that, that’s what I have. It’s a big wins. A lot of them.

Speaker C [00:05:31]:

Speaker G [00:05:32]:
Yeah. And I know a lot.

Speaker C [00:05:34]:
Yeah. Fantastic for me. Glad Glad to hear it. Thank you for sharing all those. Very encouraging. Craig.

Speaker H [00:05:41]:
I guess, big win is the exterior calendar is pretty pretty booked. It’s booked up for a couple of months now, so just filling in with some interior jobs too. That’s a big win, keeping the crews busy.

Speaker C [00:05:54]:
Yes, sir. Awesome. Way to book them, Daniel. Alright. Chris. Good morning.

Speaker I [00:06:00]:
I’m trying to think of a big win. I feel I feel like we’re moving the ball forward in general. That book, The One Thing, has been really helpful for me, and

Speaker C [00:06:09]:

Speaker I [00:06:10]:
I have a lot of different little things moving along. I’ve I’ve got April doing, setting up the tech stack. I’m in the I’ve ordered my labels for my cookies and interviewing bakers, interviewing interior designers. Lots of nothing nothing done. Lots of things moving forward.

Speaker C [00:06:28]:
That’s good. Okay. Yes, sir. Glad to hear that. Sonia.

Speaker A [00:06:34]:
Texas. Go on vacation and you get calls, and get a little bit busier. But, just, this the tech stack or just the email thing, you know, and that I’m working on that. And it’s moving forward. I’m just I’m coming to have I have the last part of it to be able to hand to April. The the list that I’ve been given is very helpful in that arena. Just trying to get to it has been crazy. But a positive thing is I’ve got somebody to help me in the office, frees me up once a week, and that’s all I need right now.

Speaker A [00:07:07]:
And just the books of the self, the one that you had suggested, Steve Mhmm. Helping with that. It’s been a little, you know, that self talk and just getting that belief system because because that’s always the to struggle with, but it’s happening and things are happening here. And I’m in the office a little bit more because it’s getting a little more organized and and how that helped. It does pretty much what’s helping me move forward. Sorry. So I can get go forward in the field.

Speaker C [00:07:32]:
Yeah. Right on. And for those who might be wanting the book is What to Say When You Talk to Yourself by Shad Helmstetter.

Speaker F [00:07:39]:
Never heard of that one.

Speaker C [00:07:41]:
Yeah. It’s a cool book. It’s I went through it, like, 15, 20 years ago. And, yeah, makes you get all your self talk straightened out. So Shad Helmsetter. What to say when you talk to yourself. Thank you, Sonia.

Speaker A [00:07:53]:
Thank you.

Speaker C [00:07:54]:
Alright. Isaac, you’re up. What’s the one thing we could brainstorm for you to help you to double your business faster?

Speaker D [00:08:00]:
It would be wondering what are some things I could do to help motivate my guys to have a little bit more fire under them and move a little faster. Like I was telling you, I feel like all 3 of my guys are just a little bit slower and but they’re providing a great customer experience. They’re super kind. They show up every day on time. My lead, I feel, is maybe setting the tone for that, and he’s got so much going on in his life just with his marriage and his oldest son and his health and it just he’s got some of that negative self talk going. And it’s just, man, I’m working on culture. I’m doing the monthly breakfast. I’m bringing them stuff throughout the day here and there, encouraging them, giving them bonus opportunities.

Speaker D [00:08:55]:
But I feel like there’s more that I could be doing or maybe it’s just that’s their character and I can’t put that on myself to change them and help them to be a little bit more motivated to go faster. I don’t know. What do you guys

Speaker C [00:09:12]:
think? That looks like

Speaker A [00:09:13]:
that you mentioned, Steve, about putting on them. Like, how is it that they can improve? If they’re aware of it, what can they do to to fix that? I don’t know. I’m not sure Steve’s better with words, but I was just remembering something that, like, make let it that give them the ownership more. Yeah.

Speaker C [00:09:29]:
So what what you should refer to there is sit down with, say, your lead. Right? So it needs to be lead because that’s where it comes from. Everything rises and falls on leadership, and you connect to them. And as you say, this project is the goal is a 100 hours, and it took a 110. Can you help me understand what’s going on? And so one is we’re looking for ownership. Does he take ownership, or does he blame it on circumstances? If he blames it, then all you do is ask, is that above or below the line? Hopefully, he catches himself, Say, okay. Thank you. How could we be above the line? So now he takes ownership and thinks of ways to increase production productivity.

Speaker D [00:10:08]:

Speaker G [00:10:09]:
So the other thing you have to do I mean, what I’m doing with my crew leader, the 4 month, I showed to him, like, the SOP, how many hours we have. So in order to move forward, I said, listen. We have a 120 hours. Right? So it’s a dollar per hour. So if you finish and done, that’s your bonus. 1st of all. 2nd, I will talk to your crew leaders and say, okay. Because your crew leader is level a.

Speaker G [00:10:34]:
And maybe the other guys level b. Okay. How are you gonna bring the level b and level a? You gotta talk to level b and say that. Listen. Nobody from level a wants to work with guys in level b. Right? Mhmm. So every everybody wants to move forward in level a. So just do those things and see how it goes, but you start from the format and give those bonus more than a portion.

Speaker D [00:10:56]:
Can you explain that bonus again?

Speaker G [00:10:58]:
It’s a dollar per hour?

Speaker D [00:11:00]:
Under the goal?

Speaker G [00:11:01]:
Yes. You have okay. You have $10,000 job, for example. Right? And you said, well, like, 35% is only my labor and everything. 15% is material. So 35%, you divide how many hours you have them. Let’s say, like, 150 hours. Right? And you show it to him.

Speaker G [00:11:18]:
That’s what I have. You know? And let him do his bonus, and he’s gonna move the rest of the crew because he likes the bonus. How many people, how many people, whatever it is. Makes sense?

Speaker D [00:11:28]:
I think so. So you’re just saying after so you, like, calculate the percentage of the total and then whatever is left over if they’re under budget?

Speaker G [00:11:38]:
No. What what I’m saying is, like, 35% of your total. Right? That’s your labor. Right? Calculate how many hours do you have on that 35%. And I’m saying, like, it’s 150 hours to finish the job. Right? And that’s the bonus for you for me.

Speaker D [00:11:53]:
Okay. I think I’m following.

Speaker F [00:11:55]:
Yeah. I get that.

Speaker I [00:11:57]:
I get that. Yep.

Speaker D [00:11:59]:
Appreciate it.

Speaker A [00:12:00]:
Yeah. No

Speaker C [00:12:01]:
problem. Alright. Thank you, Florin. Hey, Jesus. What’s the one thing we could brainstorm for you to help you to double your business faster?

Speaker E [00:12:09]:
Yes, Steve. So one thing I noticed I’m falling on, it reminds me when I was doing estimates a while back when I was first starting. I’ll let them all

Speaker C [00:12:18]:
pile up, and then

Speaker E [00:12:20]:
I’ll send them all by email. And that was bad. But now it was the opposite. It’s the opposite.

Speaker G [00:12:26]:
So I

Speaker E [00:12:26]:
would say now I’m winning jobs on the spot.

Speaker G [00:12:29]:

Speaker E [00:12:30]:
And I’m letting all those jobs that I’m winning on the spot get stocked up by updating pipeline deals,, all those other things. So that was a problem I noticed I was going through. So I’m thinking either I do that type of Zapier or I just do it once I’m done talking to them, go on the truck, and just update everything and just have my computer with me instead of letting it all stack up. And once I get home, work on it for an hour, so that takes too much time.

Speaker C [00:13:01]:
Yeah. Good question. It all comes down to time and money. And if it’s taking too much time and we have some money, absolutely have the automations zapped because all that entry, double entry, triple entry from app to app, it adds up. And if you don’t stay on top of it, that’s what you’re getting. You’re getting stockpiles at this app and stockpiles at that app. Right? So one of the options is I would reach out to April, talk to her, show her what you have, show her your tech stack and where you’re at, and maybe get an idea, get a budget of what it would be to put the automations together. And also in the meantime, maybe create a checklist or take my sales tracker template for so it’s got the the checklist for the sales call, but maybe build it out for the rest of the life of a lead to make sure you push them all through.

Speaker C [00:13:48]:
So it’s a habit tracker for life of a lead is what you’re building essentially. But, again, this is low value. These are low value tasks. Right? You should be hiring. Like, we were talking about me. You should be hiring and generating business and building a team, generating business, build a team, and then manage the systems rather than data entry.

Speaker G [00:14:09]:
Mhmm. Does that make sense?

Speaker E [00:14:10]:
Yep. For sure.

Speaker C [00:14:12]:
Okay. Go ahead. You had a question?

Speaker E [00:14:14]:
No. This is something I try to ask my wife for help on that.

Speaker G [00:14:18]:

Speaker E [00:14:19]:
Sometimes it makes no sense because she’s working at her part time job, and then we I tell all this information when she gets home. By that time, it’s a little too late updating pipeline deals and all that. So it’s a miscommunication, I feel, is is going on with that.

Speaker C [00:14:33]:
Yeah. That could be hard too if she’s if she’s already working. So what you might wanna do is maybe depending on budgets, talk to April and see what are the 80 twenties of those that you could automate for now.

Speaker E [00:14:46]:

Speaker C [00:14:47]:
What what’s the one thing you can do such that we don’t make everything else easier and or necessary? Right. Back to the one thing question. So what’s the 1 or 2 zaps out of the 10 or so, I don’t know, that you could have built that would take 80% of the workload out for you, 80% of the task off for you. K?

Speaker E [00:15:04]:
Okay. Appreciate it, Steve.

Speaker C [00:15:07]:
K. You’re welcome. We can dive into a little bit more when we meet later on today or this morning.

Speaker G [00:15:13]:
Sounds good.

Speaker C [00:15:14]:
Okay. Okay. Right on. Daryl. Yeah. You’re up, buddy.

Speaker F [00:15:19]:
So my my thing’s not so much as a it is a one thing, but it’s an accountability thing. Because

Speaker G [00:15:24]:

Speaker F [00:15:24]:
It’s I’ve been unusually I don’t wanna say usually, but I’ve been really busy with work. I’ve been not so busy on myself. I’ve been taking Fridays off, but I get to where it’s like you’re doing everything cool when you’re dating your girlfriend, and then you get married and you start slacking on some things. And

Speaker C [00:15:40]:
Never. Ever. Never. That’s never happened.

Speaker F [00:15:43]:
Noticed since November, and here we are in May, I’ve been slacking on step 9, because I’ve taken advantage of of my blessing. And so I really need to start going back and doing the things that I did in the beginning. Mhmm. I know. I was looking at so I have it written down. So can you

Speaker C [00:16:04]:
It’s for everybody else. It’s wait a minute. Hold on. I don’t remember what step 9.

Speaker F [00:16:09]:
Stay top of mind.

Speaker C [00:16:10]:

Speaker F [00:16:11]:
Yeah. I was so excited in the beginning. I was sending every time I go on a on an estimate, I’d go and I’d fill out that note card, and I’d drop in the mailbox in town. And I go I haven’t done that in a few months, and that’s horrible because those are the things that got me to where I am. And so I need to continue doing those things, get me to where I wanna be. So I’ve just been thinking about that because the bottom can drop at any given time, and then we’re gonna look back and we’re like, wow. Step 9. I think that step 9 is gonna be a lot of where it’s gonna be at when we look back and be like, we’re not busy right now.

Speaker F [00:16:41]:
It’s because we weren’t doing step 9 4 months ago. And that’s where I’m at because for 4 months, 5 months, 6 months, I haven’t really done step 9. And so I just need some accountability on that and and also getting my mind focused on winter even though we just got out of it because I wanna get some I don’t have anything inside for rainy days right now. So that’s a step 9 thing because if someone says, yeah. I got a room I can paint, or I could stick them in a I could stick them in for a couple days on a rain day. And but we’ve been inside for so long. It just hasn’t been my top of mind. So Mhmm.

Speaker F [00:17:18]:
All I’m saying is I need some accountability, maybe even for all of us. But step 9, when we’re so busy, is the hardest, easiest thing to do. I need to really focus more on step 9 in my busiest time because winter’s coming.

Speaker C [00:17:35]:
Yes, sir. It is. I just went ahead and shared the habit tracker in the chat, and I recommend just printing out page 2. You can print out page 2, fold it in half, and then you have 2 months’ worth there. It’s, simple, streamlined, easy to use. So that’ll help. And it’ll encourage you too as you see yourself. Check that off.

Speaker C [00:17:56]:
You wanna keep going. And motivation comes from realized achievement. Right?

Speaker F [00:18:00]:
Yeah. That’s that’s where I am. I don’t have that stuff written down, and I just I’m, like, busy. What the heck? Who cares? And and that’s not the attitude to have.

Speaker C [00:18:07]:
We’re gonna care because, like I said, winter is coming. Yeah. Yeah. And then I usually keep it, the habit tracker, as a bookmark in my full focus planner. Okay. Fold it in half, and it fits perfect.

Speaker F [00:18:20]:
Yeah. Okay. Good. But I just I wanna encourage

Speaker C [00:18:24]:
Plus the accountability.

Speaker F [00:18:25]:
Yeah. I want us to all be encouraged to to continue to be top of mind because I’ve been busy this 25 years, and I’ve been where I don’t even know what I was gonna do because I was so busy. And 4 months later, I’m struggling for work. And since I’ve been in DYB, I haven’t been like that, but I’m starting to lose a little bit of traction. But it’s on me, so I can change that.

Speaker C [00:18:45]:
And to for encouragement, your customer list, everybody, is your biggest opportunity. That’s your gold mine. You’ve already won them over. They already know and trust you. Most of them are raving fans. Now it’s our responsibility to just stay top of mind. Just stay top of mind.

Speaker F [00:19:01]:
Yeah. Mhmm. Oh, anyways, that’s funny.

Speaker C [00:19:04]:
Okay. Right on. Accountability for Daryl to stay top of mind. Alright. Awesome. You’ve got it, Daryl. Thank you.

Speaker B [00:19:10]:
We’ll continue with the rest of this week’s show in just a moment. But first, do you have your copy of Steve’s book, How to Double Your Business? It’s for sale on Amazon for $37, but we want to give you your free copy instead. Just cover the 6.95 for shipping and handling. Get your free copy of the dyb backslashfreehyphentyb hyphen book.

Speaker C [00:19:36]:
Florian, you’re up.

Speaker G [00:19:38]:
I’m gonna do a garage store today, which I don’t do very often. I have my process, of course, epoxy floors, flakes, and top coat. So I’m okay with this now, but the garage floor, it’s a little bit hard work. The thing is but you have a lot of lot of profit because it’s less pretty much 2 days job. The garage I have right now is, like, 34 a month. So in 2 days, they have to finish. So talking about, like, crazy profit. I was thinking yesterday, like, I’m not doing a lot, but I wanna do a lot now.

Speaker G [00:20:11]:
How can I extend that part of the business in garage doors? Or what’s what things I have to do in order to get more work when it comes to that, how to advertise about the garage floor, how to approach people about the garage floor. And garage floor is another thing because it’s not you do only the garage floor, but it’s in the walls and the ceilings. So and I tried to sometimes I said people wanna buy a house. Today, now is the opportunity to do the garage floor and everything, whatever it is, the garage. Because the main thing you do when you come, you move in the house, everything is down in the garage. That’s it. Mhmm. And you are not gonna be able to do it anymore.

Speaker G [00:20:50]:
So now is the opportunity. Mhmm. So I’ve been lately on those things. I know it’s I closed business section and garage door and completely garage as as a project. I’m just thinking how to approach people, how to extend my business on that side. So what do you guys think?

Speaker C [00:21:06]:
Yeah. So I just had this conversation with a really handsome painter yesterday. What was his name? Chris. Yes. The cow, I believe. And but his is a different niche. And so what you wanna do is you want to, 1, all your social media is about garage doors. Right? All your social media is about garage doors.

Speaker C [00:21:29]:
When you go networking, all you talk about are garage doors. And email your customers and say, oh, by the way, did you know that we also specialize in garage doors and post some pictures or some videos in it as well. Okay. So all your efforts, all your marketing efforts, all your networking efforts, you’re talking about garage doors. And you’re showing pictures and you’re showing videos and examples and and and fun or interesting information about them that people don’t know. And then you just keep thinking, what else can how else can I present garage doors? What’s what would be remarkable about this garage door that garage door?

Speaker G [00:22:11]:
Okay. Okay. Thank you.

Speaker H [00:22:13]:
Sorry, Florian. Were were you talking about garage doors or garage floors? I didn’t hear you correctly.

Speaker G [00:22:20]:
I do garage doors. So when it comes to wood grain and stuff like that Oh, it’s just floors. Garage door. But either way, it doesn’t matter. It’s part of the garage. It’s a storage part of the garage.

Speaker C [00:22:30]:
Oh, I’m sorry. Okay. Floors, doors. Yeah.

Speaker G [00:22:32]:
The one that It’s okay. I know it’s either way, I’m giving you a better idea actually right now because I was doing the past a lot of wood graining, which is even the garage doors is, like, quit moving. Base code will come on 2 hours. You put your wood graining, whatever you have to do. It’s gonna be, like, a little bit more. It’s not a lot of profit when it comes to garage doors, actually. Garage doors is a lot because you finish as a project complete as a garage. And it’s I feel, like, very comfortable when it comes to that because that project I have is not gonna go more than 4 days, and I’m out.

Speaker H [00:23:05]:
Because the only difference, I would think, in terms of marketing for garage floors versus a regular interior of a house is it might be more of a decision on the man instead of the wife or on the husband instead of the wife because, Raj, that’s my domain. Right? Where so I I only think that the decision making process might weight a little heavier on the on the husband’s side of things than than the wife, whereas the house is or whatever she wants to do.

Speaker C [00:23:33]:
That’s a really good point. Yeah.

Speaker G [00:23:34]:

Speaker C [00:23:35]:
That’s a great point. Do you have your own diamond grinder, or do you rent 1?

Speaker G [00:23:40]:
No. Right now, I don’t. It’s not like I don’t have mine. And I was thinking about it because those machines are expensive.

Speaker C [00:23:47]:
Very expensive. Yeah. I would wait until you’re really cranking them out before you invest in 1. Yeah.

Speaker G [00:23:53]:
Keep it up. Probably if I get 2, 3 garage doors like that, and then I’ll buy the machine. But when you buy the machine, you have to advertise more after that. Mhmm. So right now, we’re at I have a friend of mine that ran for me. That’s it.

Speaker C [00:24:05]:
You know? There you go. Okay. Yeah.

Speaker F [00:24:08]:
I do have one one thing for Florian.

Speaker G [00:24:10]:
Yes. Mhmm.

Speaker F [00:24:11]:
We in our area, I’m sure it’s an area, but they have these Facebook groups. There’s, like, man cave Facebook groups. We have couple of those out here

Speaker G [00:24:18]:

Speaker F [00:24:19]:
Joining those and then putting that out there on the man cave Facebook groups. That sounds Mhmm. It would be really profitable.

Speaker C [00:24:26]:
And wood graining seems like it would be a hot topic too for Bonita Springs. He’s in a he’s in a really nice market, really high end market where, keeping up with the Joneses is the thing. He’s a big thing. And so I think wood grain garage doors would all as well as the floors. Don’t wood grain floors. Paint the floors, epoxy floors, whatever, and wood grain those garage doors. I think that would really be a hit for you as well down there.

Speaker G [00:24:51]:
It’d be a nice project.

Speaker C [00:24:52]:
Yeah. So that’s cool. Okay, Don. Craig, you’re up.

Speaker H [00:24:56]:
I can see the headlines now. Florida man, epoxy garage floors. Actually, much like Daryl, just staying top of mind, I think, is a good reminder because I booked a number of exterior jobs, quite a few exterior jobs, but I also need to be focused on interiors just because rain happens sometimes.

Speaker C [00:25:19]:

Speaker H [00:25:20]:
And I don’t have enough I don’t have enough backfill with interior jobs to

Speaker G [00:25:24]:
Mhmm. Keep

Speaker H [00:25:25]:
the crew busy if bad weather happens over the next couple of months. So, yeah, I just need a little bit of double down on top of mind.

Speaker C [00:25:34]:
And So you might even just throw this out as an email to your list. Say, hey. Would you like to be on our rainy day list? And just think of a creative way to write up some copy. And you have some interior work that you’re thinking to get done, but it’s not urgent. We’re offering a deal for a rainy day list. Right? If this works out for you, let me know, and then we can go over the details.

Speaker H [00:25:53]:
What type of incentive do you think I should offer? Obviously, not a discount.

Speaker C [00:25:58]:
Yeah. This is something that would

Speaker F [00:26:00]:
be a

Speaker H [00:26:00]:
color consult or something like that?

Speaker C [00:26:02]:
Yeah. Go to

Speaker H [00:26:03]:
the color consult route. Anything else that you’d think would

Speaker C [00:26:07]:
be great? No charge for, no fee for credit card. Okay. Any other ideas, guys?

Speaker E [00:26:12]:
Would small bonuses work out, Steve?

Speaker C [00:26:16]:
Small bonuses for customers to book on rainy days?

Speaker E [00:26:19]:
Yeah. Like, let’s say that I’ll add a little door or something like that.

Speaker C [00:26:23]:
Oh, added value? Yeah. Yeah.

Speaker H [00:26:25]:
Only if the door’s little.

Speaker I [00:26:27]:
Yep. And those Yeah.

Speaker C [00:26:29]:
It would just be Like a cat door. You know, you might throw in. We’ll include ceilings for every full room. Something to consider. It would just have to be general enough, but, yeah, absolutely. We can add more value. It’s a good idea, Jesus.

Speaker A [00:26:42]:
And only for the inside? Because sometimes we’ll say, hey. We’ll do your little that small sidewalk for you on your entryway for pressure washing or something like that. That’s something that Yeah. One one thing I do with exteriors

Speaker I [00:26:56]:
is I’ll add as optional items in my drip jobs quote is I’ll add make it optional for to throw, like, an insecticide additive or throw a mildew additive. And I actually mark it up pretty high because it’s really whatever. And it’s actually a really good way to you know what? I’ll just throw in oh, you want you wanted that mildew side? I’ll throw that in, and it looks side.

Speaker H [00:27:24]:
So it’s like an insect repellent paint.

Speaker I [00:27:26]:
Yep. And it’s safe for pets and kids, and it’s just an additive that you mix into the paint. And I like, yeah, I like always having some type of ad on every single estimate. And it’s like a I it’s like a small little upsell, but it look it feel it’s eve I don’t know. It feels even better when you’re just throwing that in. It was an optional item and, oh, you know what? Would you be you mentioned something about mildew. You know, this will actually, you know, help you with that. So that’s I mean, if you’re using, like, a emerald rain refresh or something, then it’s different.

Speaker I [00:28:01]:
But, like, on a super paint, it’s totally an option.

Speaker H [00:28:05]:
Yeah. I found the rain refresh to be a little bit of a strange beast to work with in that once it dries, it doesn’t stick to itself for subsequent coats.

Speaker D [00:28:15]:
Oh, really? I was just getting ready to try it.

Speaker H [00:28:19]:
Yeah. Just be careful about the the recoat time. I don’t know if anybody else has had that issue with it.

Speaker D [00:28:24]:
Does it, like, peel off, or what do you have experience with as far as it not sticking to itself?

Speaker H [00:28:30]:
No. It just it creates a really slick surface. And once it comes up to, like, optimal hardness, it’ll repel itself. Like, there there’s a few stains that do that too. Like, they’re, like, one coat stains. And you have to

Speaker D [00:28:43]:
right away?

Speaker H [00:28:44]:
Yeah. And you have to recoat, like, within 24 hours or something like that. Otherwise, it hardens up. And the next coat, it’s like putting a latex on top of an oil. You need to break the surface, like, scuff it up if if you wanna do a second coat after it’s cured. Gotcha.

Speaker F [00:29:03]:
Yeah. I did a house, Craig, about 4 years ago. I did it at 30,000 or interior of a house. I thought it was waterborne product on the trim work, and it was lacquer. And I didn’t do proper tests, and about 3 months later, paint started peeling off the trim. It cost me, like, cost me, like, $8,000 to fix all that trim. It was it’s definitely something to to know how to test for from now on. Yeah.

Speaker H [00:29:29]:
Oh, yeah. We’ve all seen the latex over a while.

Speaker I [00:29:31]:
And Yeah. Yeah.

Speaker F [00:29:33]:
It’s no

Speaker H [00:29:33]:
Yeah. It’s just a nightmare to fix because you gotta scrape it all off.

Speaker F [00:29:37]:
Yeah. As as Jesus would say, no.

Speaker C [00:29:41]:
Yes, sir. Alright, Chris. You’re

Speaker I [00:29:44]:
Just a lot of the stuff that’s been talked about, Jesus, going with the ebb and flow of sales and marketing versus production and, yeah, just, I don’t know. I mean, just learning to, yeah, see one area. I know what you focus on, you know, is where all your attention goes to. And so and so, you know, when you’re trying to get, you know, back in one direction, just start focusing in that direction. You’ll start going that way. And so for me, that’s more sales. I want more sales. But I don’t know if I have any questions about it or right now, like, just continuing to, like I said, to my big wins, like, making incremental progress, putting one step in front of another, having I’m using that one thing chart or I’m using a chart similar to the one thing chart with different goals on it.

Speaker I [00:30:31]:
And as long as I move the ball forward or something in a day, it doesn’t not even necessarily something has to get done, but you know what? Even if it’s something simple, labels have to get ordered, something like that, for a paint can, something like that. But I think, yeah, I don’t know if I have any questions this morning.

Speaker C [00:30:49]:
So I do. What’s not working or what’s missing?

Speaker I [00:30:53]:
What’s not working and what’s missing. For me? Mhmm. What’s not working and what’s missing? What’s not working and what’s missing?

Speaker C [00:31:02]:
Or what’s missing. Mhmm.

Speaker I [00:31:04]:
I know with my sales process, one, I wanna really nail down my production rates. Like, really just, like, nail down a real system for that because it’s I’m still real I’m still I’d say it’s a hybrid right now between or whatever and really having it nailed down by production rate. I’m getting more into the production rate, but I’d like to have a system that’s really laid out for that. I’d also really like to be locked in with a real solid process, which I’ve done your which I’ve done Steve’s estimating course. So I have it, but just really implement and create the pattern of it, the habit of it. There might be, like, bad habits still in my sales process, maybe a little bit, not closing on the spot immediately, stuff like that. And that’s connected to production rates of not being a 100% confident. Mhmm.

Speaker I [00:31:59]:
That’s one. Yeah.

Speaker C [00:32:00]:
Okay. Okay. What can we do to nail get those production rates nailed down? What’s the next step?

Speaker I [00:32:06]:
Practice. Right? Practice. Keep going with it. I’m using your interior and exterior estimate calculators. Keep using on them. Keep working on them. But I’m tempted to if it’s a big project, I’m more tempted to walk away, wanting to walk away from it to regroup, gather my thoughts on the project, think about it, not necessarily worrying if I trust these numbers. Do I trust these numbers? Do I don’t Yeah.

Speaker C [00:32:32]:
And so let me jump in. For the larger ones, that’s understandable. Right? Anything that’s when I say larger that’s outside your typical scope, that’s understandable to go back and to really think through it. But the ones that you just you’re turning over like hotcakes, right, that you used to do on those ones, are you able to present on the spot?

Speaker I [00:32:49]:
Yeah. I think so. I think so. If I’m in yeah. Like I said, if I’m intimidated by something for whatever reason, then I definitely want to withdraw from it. If it’s something, if it’s like my bread and butter then yeah. Then then I don’t even find production. I guess that’s the point is I gotta get in the habit of it.

Speaker I [00:33:07]:
But if I know it, the production rates seem less required to me because I’m because I’m because I know it. I know we’ve done this before. I know how much this costs. I know how much I get this done for. But that’s a bad habit, especially with with wanting to scale in the future and stuff like that. So, yeah, maybe it’s even partly with these small jobs you want going ahead and doing it. With my sales process, I like to really flow with the customer. And so doing things that don’t necessarily feel organic to me, like going around with a laser, tape measure and doing an oh, can you just give me one moment? Like, I don’t know.

Speaker I [00:33:45]:
I wanna stay in that connection with the customer. I don’t wanna I don’t wanna walk away. So there there’s just things about, I guess, the pro about combining the production rates with the sales process that aren’t feeling organic yet. That, as far as I can tell, it just I just need practice.

Speaker C [00:34:06]:
Okay. Yeah. Sounds like everything else is is rolling. We just need to get our reps in.

Speaker I [00:34:11]:
Yep. And, yeah, just and, like, I don’t know. That you have your your in a sale you’re very particular in a sales process because you I don’t know. You’re trying to hold on. You’re trying to get these sales. And so I don’t know. There you get it might even just be wrong thoughts, but you just got thoughts in your head. So, oh, well, I don’t wanna stupid.

Speaker I [00:34:29]:
I I don’t wanna walk away and do measurements. Not that they care. But for me, like, I don’t know. We’re having a conversation, whatever we’re talking about. I wanna keep that conversation going. You know what I mean? I don’t know. Just getting into the habit of it. Yeah.

Speaker C [00:34:43]:
Mhmm. So here’s what I do is I’ll just say, okay. Great. I believe I understand the whole scope. I just need about 15 minutes to go around and measure everything up, and then I’ll be then now this homeowner then if it’s okay, I can actually write this up for you while I’m here. If I can come in and sit down, I can, you know, write this up while I’m here. Right? So those 2 things for you gives you 10, 15 minutes to be alone to write them up, get accurate measurements so that we’re not multitasking or measuring. And then it then they, also invite you in to sit down, right, at the dining table so that you can write it up.

Speaker C [00:35:13]:
And we all know that’s where we wanna be. That’s the end goal. Right?

Speaker D [00:35:16]:
Chris, are you using the production rates add on and drift jumps?

Speaker I [00:35:21]:
I’m not. I’m just using Steve’s calculator, and I’ve seen that they have that. And and, yeah, that that’s are you using it? How’s it going for you?

Speaker D [00:35:32]:
Yeah. It’s going good. I think the only thing that it just requires, like, yeah, just a little bit of tweaking for your specific production rates for, like, square footage per hour. And then the thing that I haven’t figured out with it is, like, how to add on different things like wallpaper removal. I need to figure out how long that takes my guys and get that adjustment made. But other than that, it’s really nice to just click add area, 12 by 15, ceilings, walls, trim, 4 doors. And in 4 seconds, it pumps out a number that’s based on your sell rate and your production rate. Yeah.

Speaker D [00:36:10]:
I’m liking it. It’s a $100 a month.

Speaker I [00:36:13]:
I think I’m just

Speaker F [00:36:14]:
getting used

Speaker I [00:36:15]:
to I I don’t think I wanna. I think I’m I’m fighting change because I don’t think I wanna do it. You know what I mean? Careful.

Speaker C [00:36:21]:
You’re too young to be fighting those feelings. Wait till you get to the age. Age. We’re talking to money

Speaker I [00:36:27]:
and you’re pricing a job. Right? And if and I and I think really what it is is I’m not confident enough in my numbers to really let it go. And so it’s that’s just being honest. So so I think that if I was really comfortable in my numb like, because, obviously, like, once, you know, you don’t even have to once the numbers you’re certain about the numbers, you could probably completely focus on selling. You don’t even have to like, get actually out in the sales process. Right? Okay. Yeah. I’m gonna I’ll I’ll I’ll get that production.

Speaker I [00:36:58]:
Yeah. Yeah. I was been meaning to set up an appointment and ask them to walk me through that and and do that. So

Speaker C [00:37:05]:
Have you signed up yet for, Drip Jobs?

Speaker I [00:37:08]:
Yeah. I have Drip Jobs. I don’t have the production rates.

Speaker C [00:37:11]:
Mhmm. Okay. Okay. Very good. So there we go. Yeah. Sign up and take a look at that and see if that’ll streamline it for you.

Speaker I [00:37:18]:
Okay. Thanks, guys. Alright. Thank you for helping me

Speaker E [00:37:21]:
explore my mind.

Speaker C [00:37:23]:
Alright. Sonia, keeping above the line back there. It looks nice.

Speaker A [00:37:27]:
Alright. Cool. Thanks. The Jesus knocked that one out for me. Thank you.

Speaker C [00:37:32]:
Great. Meeting adjourned.

Speaker A [00:37:34]:
So I guess I was just trying to so I was I’m listening to everybody. I’m like, okay. What’s that one thing? Just like Chris. I go,

Speaker I [00:37:38]:
I don’t know what

Speaker A [00:37:38]:
that was. So it’s it’s basically I need to sell. I need to get out there and I need more sales because I’m my cash flow

Speaker C [00:37:44]:
More sales or more leads?

Speaker A [00:37:47]:
Both. Yeah. I mean, more leads. There we go. I’m just trying to because I don’t have I don’t get on the tools, but I am struggling with because we let that other the painter go. And then and so we have these other 2 that are that need a lot of polishing. And I haven’t been able to even though I’m not like, y’all I’m I always admire you guys and always have that imposter syndrome in the group, but not as much anymore. Y’all make me feel very comfortable.

Speaker A [00:38:11]:
Thank you very much. And the just knowing, okay, that’s not a good job. You know? Like, how do you not know that it’s like okay. You know? So I’ve had this one project when I was gone. We did this, small project, then we ended up, earning the house project of the exterior. And so there’s a few things that, I mean, I had a hit. I had something that I goofed on and I told him I I messed up, but we’re gonna make up for it and we’re gonna just let’s just get this finished out. However, does the trim work and how do you know if it’s rotted or if we need to change it out or not? I didn’t put in my drip in my estimates, I didn’t put the specifics of only if we find we’re only gonna replace these items that I saw.

Speaker A [00:38:50]:
And if anything extra comes up, then we’ll do I left that out. And so I was like, oh, dog on it. So then Mhmm. But then so we had I have that issue of the details. Like, I have to work on my details, a little bit more. And I struggle with that when I’m out. Like, I’m like Chris where I start talking and so I can’t walk and talk and chew gum at the same time. So I have to say, oh, give me a second.

Speaker A [00:39:12]:
I gotta go off of myself and I’m a measure and I’ve gotten used to that now. But the details and then so then when I’m supposed to the the crew that I have, they’re not as polished. And so I can’t be out there all the time explaining it. And even sometimes I’m not even my husband’s we don’t have to. I go, yes, we do. That’s us. That’s on us. He goes, no, it’s not.

Speaker A [00:39:31]:
I go, yes, it’s on us. And we have to make sure we communicate things. But so then that shies me away from making going out and getting leads because I’m afraid of that I can’t match up to what I say we’re gonna do and then it doesn’t happen. And then, we but we’re doing it. I don’t know how many times we’ve been back with this. We were there last night till 8:30 trying to show the guys, look. This is what needed to happen. And I went out there and I sanded and I did everything and go, look.

Speaker A [00:39:55]:
This is what you needed. We gotta redo this door. It’s it looks bad. How can you say that was good? And then she didn’t say and she didn’t say anything. It’s not about that. You wanna do it first before you do it. So I was like, we gotta show them what quality looks like. And so that’s been a struggle trying to get them you guys to come up to par.

Speaker A [00:40:12]:
But my but the the whole thing is that’s given me a fear of going out there and selling or getting leads. And so I’m hesitant. I’m like, oh, just that.

Speaker C [00:40:22]:
That’s a catch 22. Yeah. That’s tough. That’s tough. We’ve all been through it. What what do you guys think?

Speaker D [00:40:28]:
So the main thing just that you’re worried about not producing the quality, so that’s hanging you up on going out and trying to get leads?

Speaker A [00:40:36]:

Speaker D [00:40:37]:

Speaker A [00:40:38]:
I see some of that. Thank you. I have a crew that’s doing right now that a separate crew that I work with, but my husband wants to develop this crew. And so I’m trying to figure out, like, I gotta go sell certain projects for that specific crew. But I’m like, no, I don’t. I wanna still stick to the group that I’m hit target where I can just show them this is what in order to be on these kind of projects, we need this to happen.

Speaker D [00:41:01]:
Are they experienced or are they pretty are they learning the trade?

Speaker A [00:41:05]:
They’re learning like one of them isn’t all you, like every you can, I can, he’s a handyman for the most part? And and he’s really fast and really good. I think that’s another thing he’s really fast. And so he’s a speed beaming and just goes through it like bulldozes through it. And then, but the quality is very shot on the painting. He’s not very he’ll do it fast, and then he’s not taking his time on in that. So I have the opposite of you in this situation, but then you have to come to the details. So, and then of course it’s con he’s not an employee, but he’s very positive. He’s really nice and he lists he’ll is okay.

Speaker A [00:41:42]:
But then we go back and and he comes out, they’re all happy. And it’s hard to it’s hard to keep them, which is good. I’m glad. And he does it. But then I had yesterday when I was watching them, I I was literally just staying watching them. And then, they’re saying, oh, no. The reason why it’s like this is because it has years years of paint. I go, no, this house has only been painted one time.

Speaker A [00:42:01]:
That was not like that when we first painted it. And so I I showed them, I went and grabbed what I needed to do. And I was like, let’s sand it all off. It’s all you needed. It’s it’s all in the prep. It’s all in this and all. And I go, at least I know all that. And because I’ve done it myself, and this is how you do it.

Speaker A [00:42:15]:
And so they’re like, the other guy goes, that was on me. And I was like, oh, well, I’m glad you came. We came forward. He says, no, I didn’t. Whatever I go, this is an oil base. You need to put it like this additive or this meat thinner to make it flow better. And so I showed them and it, it was smoother and it looked much better. Didn’t look, curly and all that.

Speaker A [00:42:33]:
Like it was looking and then, but that was one of the things I was like, okay, so we need a little more train on these guys. That’s on us. It is just for just throwing them out there and just saying, okay, let’s see how it goes. Yeah. But yeah. But I don’t have that’s the thing where the ties those things tie me up as well. And and I get real lots of sleepless nights.

Speaker C [00:42:54]:
Yeah. So it’s either train them up. 1 is to do have the character. That’s key. Right? If you have the character, let’s train them up. And as long as you have the character, great attitude that should learn really fast and or hire for character.

Speaker A [00:43:06]:

Speaker C [00:43:07]:
Get that locked in so that you can sell with confidence and integrity. Those roadblocks would be gone.

Speaker A [00:43:13]:
Okay. That’s pretty much what it with my my my pressing thing was for today.

Speaker C [00:43:21]:
Okay. Okay. Right on. Awesome. Fantastic. Alright. Let’s close out with takeaways. We’ll start at the top of the list here.

Speaker C [00:43:31]:
Isaac, lead the way, please.

Speaker D [00:43:33]:
Yeah. I think mainly just everything rises and falls on leadership and just taking that ownership myself, but then also giving my leads some more ownership and asking, can you help me understand what’s going on? How can we improve on, number of hours it’s taking? And then also, same with me for top of mind, just getting this email newsletter sent out. I’ve got I keep letting myself get so distracted just with jumping back into the field to train on the cabinet front and then my nightmare client situation, but I, I’m not gonna let excuses hold me back. So I’m just gonna keep plugging away on that. And, yeah, lots of other good points, but those were the main ones.

Speaker C [00:44:15]:
Okay. Right on. There you go. At any point, you decide time is more valuable than the expense. I think April’s team sends those out for a 100 a month or something. Yeah. I see

Speaker D [00:44:24]:
what you’re saying.

Speaker C [00:44:25]:
And and they’re all JIE just as an option to consider. Yeah. Jesus?

Speaker E [00:44:30]:
Yeah. So mine is reaching out to April about Zapier options. So that would be good.

Speaker C [00:44:37]:
Okay. Right on. Send me an email right after this or April. Send send April 9 email right after this to to get that ball rolling. Okay?

Speaker E [00:44:44]:
After the meeting?

Speaker C [00:44:45]:
Okay. Daryl?

Speaker F [00:44:46]:
Yeah. Yeah. Step 9. That’s my big thing because I’ve

Speaker C [00:44:50]:
Yes, sir.

Speaker F [00:44:51]:
I’m waking up in the lab, like, credit. I need to do that. So stay

Speaker C [00:44:54]:
There you go. Right on. Don’t forget what to do. Yeah. For those who have this is for you, Dale. And then for everybody who has the system up on their wall of the poster, whenever you’re focused on a certain area of the system, grab a Post it and put a big star in the Post it and then put that Post it right on that step. So every time you walk in, you’re like, oh, yes. Step 9.

Speaker C [00:45:11]:
That’s the one thing for today or for this week or for this month. K. Florian?

Speaker G [00:45:18]:
Yeah. How to be motivated? Like, Isaac was saying, the b ownership. Step 9, Gotta go back to website because sometimes it’s so busy, and it’s like has not been there for 2 months. So I have to go back. How to advertise the garage doors and tours too. Social media as well. Rainy day, caffeinated Canadian guy came with a good idea. Because rainy day is coming very soon here.

Speaker G [00:45:46]:
It’s every day. You gotta follow-up with the client and ask them what kind of option they wanna be and hire for character. That’s it. That’s what I have for the day.

Speaker C [00:45:55]:
There you go. Right on. Alright. Thank you, Florian. Caffeinated Canadian guy?

Speaker H [00:45:59]:
Exactly, I’m not caffeinated at this point in time. I didn’t have time for my espresso before the meeting.

Speaker C [00:46:05]:
Woah. And you still made it a big win.

Speaker H [00:46:08]:
I stayed I stayed in it. That’s my big win, actually. I I made it without caffeine. But stay on top of mind is definitely the takeaway. And just, like, it’s such a good opportunity at this point of the season that people are like, people have, like, home rentals on their mind, spring cleaning on their mind. And, yeah, just putting a little extra effort in now, it will pay off, and hopefully jobs in the fall throughout the winter too.

Speaker G [00:46:34]:

Speaker C [00:46:35]:
Yeah. And graduation, clean up for graduations too Coming in graduation season. Alright. Chris?

Speaker I [00:46:42]:
Check out the book, what to say when you talk to yourself, do rainy day offers, and I think that production rate calculator on trip jobs, I think it’s time to do that.

Speaker C [00:46:53]:
I think it’s gonna be And get it all automated. Fantastic. Thank you, Chris. Sonia, close us out with your takeaways, please.

Speaker A [00:47:00]:
Train them up or hire for character.

Speaker C [00:47:03]:
Yes, ma’am. Right on. Fantastic. Alright. Ladies and gentlemen, I wanna encourage you all to continue to dream big, hustle smarter. You’ve got this. Yes, you guys.

Speaker A [00:47:14]:
Have a great day.

Speaker B [00:47:16]:
I hope you enjoyed this episode. If this was helpful, please share it with a friend to help inspire them to double their business. Again, this is April Burnett. Steve and I are the founders of Burnett Painting and DYB Coach. We want to take a moment and thank you for making us the most rated podcast dedicated specifically to painting contractors. To celebrate, we want to help you break through to higher success. So Steve is now giving away free strategy calls. Just click the link below in the show notes that says free strategy call.

Speaker B [00:47:45]:
There are only a couple of openings on his calendar each week, so get your free call with Steve now. Thank you so much for listening, and remember to dream big, hustle smarter, You’ve got this.

About the Author

As a newly single father of two from MI, he struggled to start over as a paint contractor in FL, going door to door. His situation was so bad, even the IRS had mercy on him.

 Feeling completely hopeless, he remembered the story of King Solomon praying for wisdom. Could it be so easy? 

He felt he had absolutely nothing to lose. So, as a bankrupt, divorced, high school dropout, single father of 2 young kids, now living 1250 miles away from all friends and family, started to pray for wisdom.
 And while he continues to wait for the wisdom to arrive, what did come was an insatiable desire to learn and read books… 
Thanks to God for giving him the burning passion to read books, and attend seminars, (oh and winning the wife lottery) he not only cracks the success code and overcomes the struggle, but also streamlines his painting business in less than 3 years, published a how to book, then sold the company. Now he leads a business coaching company for painting contractors so he can help other businesses, like yours, to do the same. Hear more... Or