EP 150 : Building Business Relationships
Introduction:
Welcome back to the DYB podcast!
Here, we dive deep into actionable strategies for doubling your business growth and creating a meaningful community impact.
In this jam-packed session, we’ll explore negotiation tactics and pricing strategies with Daryl and Isaac, as they share insights on effective client engagement and leveraging high-demand periods like Thanksgiving.
We have Sonia Garcia, who provides a glimpse into her journey combatting burnout with successful networking and valuable book recommendations.
We’ll also touch upon innovative marketing techniques, such as utilizing door canvassing programs and alternative hiring practices, along with integrating personal connections to build stronger business relationships.
Join us as we uncover the secrets of career path mapping, leadership development, and maintaining team morale to propel your business to new heights.
Whether you’re tuning in for growth strategies or leadership insights, this episode has something for every entrepreneur looking to scale their impact and double their business.
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Transcript :
Jesus Garcia [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. We sell the DYB poster for $100, but you can get a printout of the DYB system PDF for free. Get your copy at dybcoach.com backslashdybhyphen system. And now this week's episode. Speaker B [00:00:30]: Welcome to Mastermind. Our mission is to build $1,000,000 businesses so that we can have financial freedom tied for our families and make an impact in our communities. Let's kick it off with some big wins. Daryl, lead the way, please. Daryl [00:00:42]: Yeah. I've been noticing a lot of different contractors painting as well, but different contractors posting on the community pages on Facebook about hiring and stuff. And so the same old spiel, it needs some of the experience and this, that, the other, and blah blah blah. So I got on there. I've been wanting to hire too, and so I got in with my bird. I put my bird up on my shoulder, and I did a Facebook video or I did a video, and I put it on Facebook and talked about our culture and what we're doing for hiring, had chat on my bird chat. And I got a lot of interaction, and, a lot of people were commenting, were asking questions about the bird, and then ended up getting a guy that I interviewed. And this is not good, but I did it this time. Daryl [00:01:20]: I bypassed 11 interview questions completely because this guy was referred and I by a guy used to work for me and the guy that one of my team lead knows him really well. Like, all the character questions, we already knew. And he got tired of working in the environment that he was in, and he's he heard that we were hiring, and he's on there. And he's only been with us for today is his 3rd day, but I reached out to him yesterday, and he says he loves it. It's just he's so happy. So it's really cool to have that. So all from a video. Speaker B [00:01:51]: Yes. Yes. So what happened here this is really cool, Darrell. Great job. You took pretty much the remarkable ABA principle and just applied it to recruiting. It's the same thing. Yeah. And so if we can't get that so we get that we need to be remarkable in network and use ABAs to attract the right customers. Speaker B [00:02:08]: It's the same principles for attracting the right team. Florian Spahiu [00:02:11]: It's the Speaker B [00:02:11]: right team players. Daryl [00:02:12]: Really well. And plus, it also lets it lets the the public know that you're hiring. So it's doing an ad without doing an ad. Speaker B [00:02:19]: Yeah. ABA, buddy. Yes, sir. Right on. That is awesome, Darrell. Thank you for sharing. I'll be looking forward to seeing the rest of your guys' videos with birds as well. So, Isaac. Isaac Mumma [00:02:31]: Yeah. So I've been loving my new full focus wellness planner, their new one they just came out with. And there's a lot more things in there for tracking, like, exercise and what you're eating and how much water you're drinking and stuff. And that's been super cool, which is also paired in with helping me get back into the gym. Super pumped about that. I've been more diligent with putting out my newsletter, and I hired a new guy, and he's doing fantastic. And then I was able to leave in the middle of the day on Friday for Kansas City with my son to take him on a 1 on 1 trip, and that wouldn't be doable without a great team. And I'm just, yeah, really excited for how good the team's doing. Speaker B [00:03:15]: That's awesome. Fantastic. And looking forward to seeing you posting your workouts in the mastermind chat. Isaac Mumma [00:03:22]: Yeah. Absolutely. Speaker B [00:03:23]: Right on. Sonia. Sonia Garcia [00:03:26]: I I've tried doing that ABA community spotlight with one of my network groups, so that was fun. And what was the other thing? Oh, yeah. I just was like, okay. I'm not Isaac, but, hey. This is Sonia's version. Yeah. Speaker B [00:03:42]: Way to go. Way to go. Okay. Yeah. Just get it out there. Mhmm. Isaac Mumma [00:03:47]: And you Speaker B [00:03:47]: did that, so that's fantastic. Well done. Florian, big wins. Florian Spahiu [00:03:51]: Hey. Good morning, guys. Big wins. Like I mentioned before, I hired that previous employee, which he was fired, like, 2 years ago. Yeah. That kind of problem. It didn't show up in a week. And conversation was like, hey. Florian Spahiu [00:04:04]: What's happened? You haven't contact me. You haven't say anything. That time it goes, oh, you go on vacation. I have to go on vacation too. I said, really? Excuse me? Oh, you get out for the job site without notification, anything. So all the time, we are not fighting, but they said it doesn't work for me. So and then go. And then he's coming back. Florian Spahiu [00:04:25]: So when he came back, I said to him, you have usually, I do it for the guys and you guys, like, a week just to look at them, how they work, and then I put them in 90 days. But let's say this guy, I'm gonna put 2 weeks to see. So I mentioned that, man, it's 2 weeks. I have to see how you work, and then you're gonna join the program for 90 days. And still, everybody has to watch you how you work. And yesterday, he started 90 days, and he's doing awesome. He comes on time. He works. Florian Spahiu [00:04:51]: He's friendly. He doesn't punch forward, like, all that kind of level. So I'm very happy with him. It's just it's a big win for me to join our company. I closed the cabinets over 85100. I have a previous client, which his wife also sell the house. I went on Saturday because that's what they want with me to meet him inside. So I closed the job for 66100. Florian Spahiu [00:05:14]: Crew is doing great. Today, I'm starting another one, which is 14 hun 14 I got, like, 4 garage doors and 1 front door. So I'm doing very nice so far. Yeah. Good numbers. Daryl [00:05:28]: You know? Speaker B [00:05:28]: Okay. Word on. That's fantastic. Alright. What is the one thing that we could brainstorm such that make everything else easier and or unnecessary for you, Darrell? Daryl [00:05:39]: I've got a couple of things, but my main one is and I should know this, but I'm sure I've never I've not had, like, team leads where I've paid them for the team lead position. And so I'm paying around 19, $20 an hour for all my guys. That's what I'm paying. But and I've talked with you, Steve, about my guy, Will. He's really been stepping up, and he's really been taking on the team lead role. And my team pretty much knows to go to Will for everything, and Will is great. My whole team actually right now is amazing. But I wanna get him in the actual physical role, which I know how to do that, but I'm wondering about the the pay scale for a team lead. Daryl [00:06:20]: Is it usually a couple dollars more an hour? I don't really know how that would work. He's not asked for more money. He's not been he he hasn't had that attitude at all. Mhmm. I wanna I wanna retain him, and so I'm just wondering how to Mhmm. Go about that without offending him. Speaker B [00:06:36]: Yeah. Good question. So a few things here. One real quick, just for context for our podcast listeners or viewers on YouTube, Daryl lives in a very rural area because we're gonna get some comments like, what? I give my guys $30 an hour. It's a different market. Okay? So different markets have different values. It's also cheaper to buy a home and buy groceries in this market. Okay? So there are different economies across the country. Speaker B [00:06:58]: Every market's different. So I just wanna throw it out there before the comments come in. And now when it comes to Truly, yes. There so what you wanna do is outline your your employee path to mastery. Right? A helper or apprentice needs to know these skills, and they get paid this range. And then a painter needs to know these skills in addition to the the apprentice or the helper, and he gets paid this range. And then a crew lead, needs to know these skills, but it's also responsible for projects coming in profitably. It needs to it needs to know the previous, and then they get paid this range. Speaker B [00:07:35]: So what is the range? It's going to it's gonna vary from the context of what you have. So if your painters are at 20 an hour, your crew leads might make 25. Right? Or the range might be 22 to 25 per crew lead. But it's important that they know that it carries more responsibility. Florian Spahiu [00:07:54]: Yeah. Speaker B [00:07:54]: Right? The crew lead is responsible for that project coming in profitably. That's his responsibility. He needs to figure that out if he's and then that's why he earns that money. So I would map it out, sketch it out on a sheet. Career path. Thank you. Okay. Yes. Speaker B [00:08:09]: The career path. Mhmm. Yeah. So you need to map out your career path. And, again, roles and responsibilities for each one, the pay ranges. Also use this when you interview painters and use this to make sure your team is aware of this too. And because one of the takeaways from the book drive, which talks about driving culture, the acronym was MAP. If you guys remember, we were hosting leader classes a few years ago, and Drive was one of the books, and the acronym is MAP, m a p. Speaker B [00:08:39]: And so to drive culture, you need mastery, autonomy, and purpose. In mastery, we we get that by showing them a career path of how they can master the career path. What's the next stage when they beat this boss to the video game or whatever? How do they get to the next stage? And how can they learn? What can they learn and earn to get to the next stage? And so we map that out in a career path for them. And then we put the pay ranges in between that, but it also includes the responsibilities. So don't just give them a raise and a title of crew lead without letting them know you're responsible for this job coming through. And also as a leader, I expect you to be reading, which includes, like, Maxwell's 5 levels of leadership, also a QBQ. Have them read QBQ as well. That's what leaders are readers. Speaker B [00:09:22]: And audiobooks are fine. These guys are on the run, so you can listen to it while they're driving. But, yeah, just map out a career path for them. And if your painters are at 20, you you might put your leads at 22 to 25. And so you would also introduce him to the position with the position agreement. Right? Rather than just hand it to him position agreement, if he accepts that responsibility, then he gets paid this. If he doesn't do it, here's these are the four stages of the progressive disciplinary procedure. And if you guys don't have a copy, of those, just, email me and okay. Speaker B [00:09:55]: I'll send them to you. Yeah. Daryl [00:09:57]: Thank you. No. Speaker B [00:09:58]: That is a lot. Alright. Isaac? Isaac Mumma [00:10:02]: Yeah. So I am, like, way slowed down on leads, and I'm really trying a lot with just, like, different video postings and, like, going through my scoreboard and hitting all my items that I need to do. And I did get 2 leads that came in from one of my recent testimonials, which was sweet, but went around and courtesy canvassed the whole neighborhood that I'm in now. And I definitely feel everything I've been doing is going to pay off, like, within some amount of time. But I'm just wondering for for more immediate results. I know we talked about this a little bit, but I'm just wondering if anybody else is experiencing a slowdown in leads and any other kind of creative things they're doing. Daryl [00:10:51]: Shake your head yes. Sonia Garcia [00:10:54]: Yeah. Yes. I'm doing, I haven't done it as much, but I've been doing the door knocking and, got a every and for every I was watching this one training. I think he posted a little script for it, and that script is very helpful. I also looked I don't know who it was, but anyways, I started using that just to keep it simple and then try to get master the getting people's phone numbers and getting following up with them. But one of them I was able to I'm I'm showing this very it's not immediate all the time, but it's just at least you get to converse with people and see if there's a project in there and just, yeah. And again, stronger in that. It's taken a lot of grit to have all those no's, but when I'm consistent with it, I noticed there's some traction. Sonia Garcia [00:11:39]: So that's free, but your time or find somebody. So right now I'm in the midst of interviewing somebody to try to help me do that. And cause I've seen that help, but it is a lot and you have to have the the questions I'm working on the questioning so that I'm not just saying, okay, you don't want one. All right. Next. It's more, I'm trying to make sure they're there and I'm going between time. Now that it's cooled down a little bit, it's easier for me, But from 4 to 8 is, like, an ideal time or finding those communities, which I looked and I you can find in there where the communities are into and map it. Isaac Mumma [00:12:16]: Now when they don't answer, are you leaving door hangers? Sonia Garcia [00:12:20]: Yes. Isaac Mumma [00:12:21]: Okay. Yeah. And what's, like, the main kind of hero statement of the door hanger? What's yours because I've never designed one. I didn't know if you did yours a certain way. Sonia Garcia [00:12:34]: I just did it all basic. So I'm kinda like finishing those off, but I noticed that whatever you're stronger in, whatever you like doing the most, whether it's interior painting, we can do, like, one on each side, exterior, interior. But something about, like, I mine are the interiors, So that I do well with. So I have an interior photo of it. Yeah. Yeah. Those are my hero ones. Like saying, we're doing 1 in in the neighborhood, but or just putting one thing, not putting everything on there. Sonia Garcia [00:12:59]: Just something like you have beautiful photos. You have beautiful shots that in your website and your just the how you just you, yourself, you have a nice image. And I think just showing that and showcasing that is nice. So that way they're not seeing that you're just like, what is it? Chuck in a truck coming around, can do every single little thing. So just Florian Spahiu [00:13:18]: Right. Sonia Garcia [00:13:18]: Thing. Yeah. Isaac Mumma [00:13:20]: I wondered if you guys have ever because I'm just, like, thinking of this. Hey. We're working at and then it's blank, and you can, like, write in the address and, like, of their neighborhood when you're courtesy canvassing. You could leave it there and see. And then it could be like a courtesy canvassing door knock or door hanger where it just says if any paper or plastic blows over, give us a call. So it's not asking for a lead or anything. I didn't know if that'd be worth. Sonia Garcia [00:13:49]: I've seen that. I've seen that in because I'm part of a Hispanic painters group as well, a chat, and they posted something like that. And they said, yeah. Dude, those are good too so you can have a Daryl [00:13:58]: cup You're you're Mexican? Sonia Garcia [00:14:01]: I'm Hispanic. Just Hispanic. Colombian. But, yes, I am I am Mexican heritage. Yeah. And, but it's cool seeing that community come through because but they did have 2. They said there's some that you can leave for your so like I was saying, winter is my forte. But you have your exterior, interior. Sonia Garcia [00:14:20]: You have your what you're asking Isaac as far as fill in my mind working at so and so's neighborhood. Those are good too. The there's about they show those examples as well, especially when you're in the neighborhood. Isaac Mumma [00:14:32]: Yeah. Okay. Is there a certain question that you're responding to the noes with that you find is actually pretty helpful? Sonia Garcia [00:14:41]: Yes. So the one with, oh, no. I don't have any so I'll just say, hi. I'm Sonia with I'll just say, hey. How's it going? And they're like, oh, great. If they did some, not some of them didn't even say that and say, oh, I'm Sonia with, palatable painting and I'm here offering, free estimates for interior and exterior and cabinet painting. And what, what kind of projects can we help you with this year? I don't ask them, would you like do you need an estimate? Would you like an estimate? What kind of project? So you're looking for a project. And so and so as soon as they say, I don't have anything on the moment, I go, what? Because that might be, what was there? Somebody say, looking for something. Sonia Garcia [00:15:14]: I go, oh, okay. We know Who is it? What was the next thing? That's the one thing with the objection when they say no, I don't have anything at the moment or no, I've already painted it and say, oh, that's great. What did you have painted? You just make some conversation and just get them to, like, talk to you. Isaac Mumma [00:15:29]: That's good. Sonia Garcia [00:15:30]: And so once they start speaking to you, then you can just listen out for a project, but have your questions prepped to where it stares that way, look out for it. But also they have a cute little dog. I address it just quick and then just it just, oh, I see, don't ever say, oh, I see you have this and that. That way, if they do mention something like there's some, fascia or something that's needing some kind of, to be addressed, just, they might mention, just say, oh, my can't help, but my painters eye is noticing blah, blah, blah, blah, but only when it doesn't sound like you're like have that segue in there. Or if they mention, oh, you already had somebody paint, oh, what'd they do for you? Oh, and then say, or whatever they might say is, oh, that looks wonderful. That's one that looks great. And just say, what other what other pro what are you, you're always looking for a project. So as soon as you hear that word or something going on, like an interior or an exterior, say, oh, you know what? We were thinking of down the road, maybe doing a great. Sonia Garcia [00:16:25]: We, we can we can help with that. Were you looking to do a color change? What were you looking to do in there? Just see what they're doing. What look for them. Yeah. And they say, oh, what's your name? And then then and they're like, oh, dah dah dah. Okay. Great. And what's your, phone number? Because I can check back with you at another time. Sonia Garcia [00:16:39]: We're trying to get to see if you can get an interaction because you give them something. Don't ever give them something until you have you at least tried. And I can see if I can send you some I have some things written down that I was working with, and it's right now, it's not coming out. But Isaac Mumma [00:16:54]: No. You're good. You're doing great. That's awesome. Don't give them anything until you have a decent interaction first. Sonia Garcia [00:17:01]: Interaction. Look for the project. Always look for that project. See if there's a project. Isaac Mumma [00:17:06]: So don't just give them your card and run. Sonia Garcia [00:17:08]: No. No. No. Florian Spahiu [00:17:10]: Course around. Never back. Isaac Mumma [00:17:15]: And it takes Sonia Garcia [00:17:15]: a lot of noes. You're gonna get a lot of noes. But it's fine because you get to get feedback on yourself as, oh, you know, what could I have done better there? How could I have, you know, overcome that objection? And then you just go through your bank of how what would you do to your estimates, like, when they say something. And just a lot of it's a really good feedback and a good learning curve. I just would love to have been be more consistent with it. And but I was studying back on it again yesterday what to what I wanted to say, but I see, you know, I go need I need to hire somebody to help me with this in all honesty. Yeah. Isaac Mumma [00:17:46]: No. For sure. No. It's helpful. I appreciate it. Speaker B [00:17:49]: That's awesome, Sonia. Tony Ingrassia used to run a remodeling company. He built a remodeling company back 20 years ago, and he was a data enthusiast like me. So he tracked and measured everything. And he ended up building out a door canvassing program that helped him take his business to 5,000,000, then eventually he sold it. And he said over everything else he was doing, and this is back when traditional marketing was big, this just crushed everything. In fact, he, excuse me, made a program, and he sells it now at $650. And I went through this program with a friend of mine about 15 years ago for his tile company, and it's really cool. Speaker B [00:18:32]: Now some of the things need to be updated, like the rates you pay, and that's really it, some of the strategies. But for the most part, it's it can it's a great playbook. You can pick it up at remodelingstrategies.comforward/canvassing. It's 650, and it's fantastic. If you need any help, you can reach out to them. It's an awesome program for getting canvassers, getting door to door guys going. So this this would be the cold approach, right, versus courtesy canvassing. So you guys do the courtesy canvassing. Speaker B [00:19:02]: But if you wanna hire some college kids and and pay them bonuses and commissions for the leads that they bring in for you. This this ROI is really well. It's a really cool program. In fact, Daryl's got a copy. Have you opened it up yet, Daryl? No. I'm not even busy. Team and I and Daryl [00:19:17]: my team has already been notified that we're gonna be doing that. They're excited. I'm still on the air of whether or not I wanna do it in house or get college kids. So Isaac Mumma [00:19:25]: Yeah. Daryl [00:19:26]: I've got a relationship with a wrestling coach here in town. Florian Spahiu [00:19:30]: Mhmm. Daryl [00:19:30]: So I thought about getting with them. They do men's and women's, and they do odd odd jobs. So I'm actually been thinking about getting involved with them and having them doing it versus our team. I was gonna do door to door last year, but we were so busy. I didn't wanna even do it because we're just swamped. Florian Spahiu [00:19:46]: It started Daryl [00:19:46]: to be that way again this year, but I wanna get I think I wanna do the college students. Speaker B [00:19:51]: Yeah. Yeah. I think so. Because if they're out there bringing the leads in, you're gonna need your painters painting. Plus, they're really competitive. You don't have to pay them as much as you would pay your painters as long as you keep your your painters busy. And, again, yeah, it's a great program. Tony ingrasia, ingrasia, and the website is remodelingstrategies.comforward/canvassy. Isaac Mumma [00:20:11]: Hey, Darrell. Where are most of your closed leads? Where's the lead source from? Daryl [00:20:18]: My my geographic is a little different, and people know about me very easily. You guys in in the bigger areas, you drive all over town and nobody will see. My my clients, they tend to see me 2 or 3 times a day. So my visual presence is is really what it is if they don't know me. But basically, the, the referral, the repeat referral, repeat and referral, that's 80% of my work. I get some off of Google. And Google's been picking up a little bit, and I've been, really playing on that one because there's a lot of people moving into town that don't know me. I actually going back to your question earlier, about getting leads, I have a lady who lives in another state who posted our community page, and I normally don't interact with those because they're usually cold leads. Daryl [00:21:07]: But I decided I wanna start coming into winter, and she had she I reached out to her. She called me back, and she's I'm getting a few different bids because, you know, that's just how I roll. I'm like, no. That's fine. It's fine. But then what I did to to to make it more easy on me is she talked about a realtor. I'm like, oh, I've known her since she was in high school. You know what? Her dad I just bought a building, a commercial building. Daryl [00:21:31]: Her dad was the one who closed the deal for us, and she was talking about other things that she needed done. She needed tile done. She had floor done, a countertop. I'm like, I know the perfect guy for each one of Isaac Mumma [00:21:42]: those. Yeah. Daryl [00:21:43]: And so just the the the knowledge that we have, the expertise, and the referral that we have to get somebody that she doesn't know but she can trust because she knows us and we you know, she can trust us. That's what I'm doing to sell this job. I haven't sold it yet, but I'm getting her involved with other trades. So I'm building relationships with other trades very well. So I've got this and so there's this floor refinishing company. They don't use me. They they don't they I don't think they refer me. They used to, but they work with this other guy all the time. Daryl [00:22:14]: They're always interacting on Facebook when they're commenting on each other's stuff, and here's Watermark Painting out here. Now I'm not involved in any of that. They're the they're a good floor refinishing company. So I started commenting from my business page on their stuff. I started interacting. And then in the last month, I've referred 2 people to them. And so the guy reached out to me, says, man, I need to take you out to lunch. I said, I'll buy you lunch. Daryl [00:22:38]: And so my point is, although I'm trying to get my customers involved with good trades that are not me, now I'm building relationships with those trades, and I'm getting those. And so it's Yeah. On everything. So that's Isaac Mumma [00:22:50]: what I'm doing. Yeah. No. That's great. I think this Yeah. Daryl [00:22:55]: I've known getting good relationships with different trades, and I've only got maybe 2 flooring companies, 1 hardwood flooring company, 1 countertop company, 1 or 2 cabinet building companies. I have very few people in that list. But then what I do, I interact with them on their pages a lot. Whenever I see those guys post on their Facebook, I'm always on there commenting, man, that looks beautiful. You guys do amazing work. And so it took almost a year of commenting on this guy's Facebook and then referring a couple jobs. And now it's pretty close to where I'm gonna start getting some leads from their guy. Yeah. Isaac Mumma [00:23:34]: That's awesome. Yeah. Cool. Jesus Garcia [00:23:35]: 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 book atdybcoach.com backslash free hyphen dyb hyphen book. Speaker B [00:24:01]: Alright. Sonia, you're up. Sonia Garcia [00:24:04]: What's that one thing? Because I go, yeah, just Speaker B [00:24:06]: We can circle back if you like. Sonia Garcia [00:24:08]: Okay. Yeah. Speaker B [00:24:10]: Just like that. Florian, you're up. Florian Spahiu [00:24:13]: Okay. It's not one. There's 3 things, but let's figure out the first thing, which is, like, yesterday in the job site. We don't do new construction during modeling. For that new construction, they did the steps which but they were finished by us. And then they call us yesterday. I said, I want my foreman to take a look. All that step is pretty much destroyed completely. Florian Spahiu [00:24:37]: So we have to start with scratch and design over there. They're trying to figure out the schedule. I said, that thing is gonna take me, like, 6 days because there are steps. Every day is a step. It has to be 24 hours to drive. But I said, because people are going to 2nd floor, you are not gonna be able to go 2nd floor for 2 week for 1 week at least. And she goes, something will gonna be very busy, but the week of Thanksgiving, nobody's gonna be here. You can come here. Florian Spahiu [00:25:03]: I said, hold on a minute. I said, I gotta check the schedule. I'll be more than happy to help you. And she was demanding. It's now you got the companies and that and talk to the foreman to the superintendent saying, the flooring is here. You have people around. You have to put lift outside. People go to the floor to work, wallpaper guys, and everybody was like, woah. Florian Spahiu [00:25:24]: Woah. Woah. She's a good designer. I'm not saying no when it comes to that. She does a lot of high end. And the thing is I don't wanna disappoint her. Okay? So that's what I said to her. Let me see what is my schedule, and I'll come back to you. Florian Spahiu [00:25:39]: But she's yesterday, no. You have to come this week, that week because most of people are not gonna be in the house. I don't know how to because my week that time, I was checking yesterday, and I'm very busy. Probably, I'm a send the guy is not gonna be enough because it's very high quality job when it comes to that. They are, like, 5 steps on staying to do all the steps. So how can I approach her? How can I find her a better solution and say, okay? Something is busy, but I have another plan b for you, which seems like the 1st week in December, people are coming inside the house. And the worst part now in Naples is, like, everybody comes back. Everybody wants a house by Thanksgiving. Florian Spahiu [00:26:20]: You know? I don't know how to approach her because she's gonna be disappointed, so I have to give them a plan b probably. I said, okay. I have these days or these days. What do you guys think? Isaac Mumma [00:26:30]: I have So is Daryl [00:26:31]: it few things I would do, and one is not be afraid to say no because if you can't get to it, nobody other no. I don't think everybody else that's as good as you in the quality can get to it either. So that's one thing that you have some leverage on. But what I I do a lot of projects like that actually, not the high end part, but the the urgency from the client's perspective. Mhmm. And I charge my time and a half rate, and I just have my team go in there on on they'll work, and then they'll work on Saturdays to make up for something. I may know that may not be in your issue because you got several steps. But that's one thing that I do is I charge I'll charge it. Daryl [00:27:06]: I don't tell my client I'm charging time and a half because they'll never justify that in their mind about that unless it's a commercial job. But justify that in their mind about that unless it's a commercial job. Florian Spahiu [00:27:13]: But I just charge a a higher rate and make sure Daryl [00:27:13]: my team knows that they're gonna be working, that they're willing to work on Saturday and work an extra hour or 2 on during the day, without burning my team out. I'm very careful with that. My team loves to work overtime because they like to see those checks. But so that's what I do. I'm doing one that I'm starting probably tomorrow. We're already busy, but he had a water damage job. Florian Spahiu [00:27:37]: And he's Daryl [00:27:37]: obviously gonna get paid from the insurance. Wasn't gonna get paid, but we've worked for him before. And I charged, like it was, like, a $45100 job, but I charged $400 more than I normally would have because I know I'm gonna be paying a few extra hours of overtime over the next couple days. And so that's what I do. Florian Spahiu [00:27:55]: No. That's a good idea. I never thought about this emergency call, like, pretty much, like, emergency service. Like, you call the AC guy on Saturday or Sunday, they pretty much is gonna charge your time and a half no matter what. It's after our service pretty much. Daryl [00:28:09]: But I don't tell my clients I'm trying. Isaac Mumma [00:28:11]: Oh, Daryl [00:28:11]: no. But Isaac Mumma [00:28:13]: No. And Daryl [00:28:13]: that you'll get some kick you might get some kickback on the price, but then I qualify that I have to pay my guys quite a bit extra to work overtime on these projects, and their quality is gonna be superb. And so this is what I have to do. This is my only option. Unless you wanna wait. If you wanna wait until whatever it was on your schedule, then it's gonna be, like, $400 less or whatever it is you have. I'd give them a a hard price. I wouldn't say $400 less. So I'd be like, it's $24100 if we do it now. Daryl [00:28:41]: But if you can wait until when I have a a good schedule open up, it's gonna be a 1900. That puts a decision on them. Florian Spahiu [00:28:49]: I don't know about the money because it's the builder is involved, let's say. So when I send the, invoice, I'm gonna send to the builder. So I have to talk to him first what's going on. Gabe, you want me to do that day? That's how much. If he's another day, it's gonna be that kind of money. Because it's a Thanksgiving. My guys, they are not I'm gonna talk to my guys first. Figure out with them first what is the schedule. Florian Spahiu [00:29:11]: Let's say if they're gonna be able to work that week. Because Thanksgiving is Thursday, so they're gonna work on Friday and Saturday too. So I'm gonna ask today how you can how we can make that project happen. And if they agree about it, so I'll pay them some extra, which I mean, go a lot together extra. Okay. And then all the pros are built and said, hey. There's 2 options you have. If you're only the day, that's the money. Florian Spahiu [00:29:36]: If you're only the other day because people are going vacation, they have to cancel whatever. Let's see what's he's gonna do, but design doesn't have any clue. He wants to finish it up. Already, the client is paying for less steps, like, pretty much 2 times that. Now is the 3rd time. So instead of her bill is, like, pretty much, like, 11,000. It's gonna go another 5,000 in top. She's gonna go crazy probably, but she wants the house down. Florian Spahiu [00:29:59]: So in that case, like I said, Saturday, Sunday, people come to your home. You pay extra service. Right? Yeah. Okay. Thank you. Daryl [00:30:07]: I can't see your book, Steve. Speaker B [00:30:08]: I can Crucial conversations. Oh. Sonia Garcia [00:30:11]: Yeah. That one I just read. That's a really good one. That one helped a lot with this one project that's similar with it's still it's I'm still married to them. Doggone it. But I was trying to divorce him and they were like, yeah. Yeah. Just having to run over people in those projects is just and communication is so key. Sonia Garcia [00:30:32]: But that one's really helpful to not even get in those pickles in the first place. Just even but at least I we got to some I get that. It's I'm in one of those right now, but at least I'm at a pause, and I'm coming back on my terms now, which is nice. Speaker B [00:30:46]: Yeah. I'm gonna grab a link and, post it in the chat here. It's a must read if you're working with designers. Sonia Garcia [00:30:55]: A different it's a different book than crucial conversations? Florian Spahiu [00:30:57]: Or is Speaker B [00:30:58]: it Nothing more crucial conversations. Yeah. So there it is. I put the link in the mastermind chat too. Alright. Sonia, you're up. Sonia Garcia [00:31:07]: Alright. Suffering a little bit from burnout again from wearing so many hats. For we fortunately, I know that one of the wins that I received was from a referral final I received of from the networking group. I've been in since April, and I've I've had a couple of leads, but, or referrals that haven't come to fruition. I'm still following up on one and which I forgot that I had them on the date and I go, oh my gosh, I forgot to call them. Cause I was being consistent with that. But I received one and it was nice. It was one of those emergency ones. Sonia Garcia [00:31:35]: And so I did price it in. They were super grateful. Only thing was I had to hop on the projects. And so my body's still like out right now from it. And somebody got, it was finished. It was like on a, it started on a weekend and it ended on a Thursday. So it was like like, fast, fast and all day long. But aside from that, just working more on on the referrals from the groups. Sonia Garcia [00:31:56]: But the next one I have is the chamber. That's what I was I wrote it down. I, have a chamber that, my networking group has been I went to visit, did a mingle with them. And it isn't an area that I like, and there's no painters in there. Isaac Mumma [00:32:10]: I'm Mhmm. Sonia Garcia [00:32:10]: Whether to go into it or not. It seems really friendly, and they are excited to have a painter in there. Isaac Mumma [00:32:18]: Dew chamber. Sonia Garcia [00:32:19]: Chamber? Okay. That was Speaker B [00:32:21]: pretty Absolutely. I I had painters in my chamber, and I still went in. Absolutely. Chamber is huge. Chamber is more of a branding play than a lead gen, but there's overlap from me and I in Rotary. Okay? Also, here's what else Chamber's gonna do for you. It's gonna take those relationships, help you to drive them deeper, and it's gonna initiate new relationships. Then you follow then you follow the follow-up process, like, with for men's referrals for the new relationships. Speaker B [00:32:47]: But it's also they provide networking lunches. And that's where my remarkable presentations crushed. Sonia Garcia [00:32:54]: Okay. Speaker B [00:32:56]: Like, 10 times better than BNI. It was just weird. I don't understand the dynamic, but people at Chamber loved them 10 times more than BNI. Maybe because BNI, you get to know everybody so well. Like, okay. Here we go. You know? But at Chamber, a lot of people weren't expecting it because some are new and they come and they go or whatnot. Maybe that's why they did so much better there. Speaker B [00:33:12]: The response was far more received there. Also, it was the chamber that that awarded us business of the month and eventually first painting company business of the year. And then once you, like, become the who's who, they they then they invite you to come and emcee, and they, they invited April 9 and our friends, Dallas and and Katie to coimcee the annual banquet, which is a big deal. And that was really cool. We had a lot of fun with that. And then you get invited to emcee other things because they're just like, who are we gonna get? Oh, Sonia. Sonia is everywhere. Chamber is where it started. Speaker B [00:33:44]: So absolutely get involved in Chamber. Sonia Garcia [00:33:47]: Okay. And when you mentioned okay. One Chamber. That's it? Or Speaker B [00:33:52]: Yes. Just one in your target market. Now as you build your business and when you get to 1.5 and whatnot and you bring on another salesperson, if you decide that you want to own another market nearby and it makes sense logistically, then, okay, then put them in a a BNI and a rotary and a chamber in that market. Right? Okay. If not, if you're staying within there's still plenty of opportunity in a greater market, then, yeah, that salesperson could stick within your chamber. Sonia Garcia [00:34:17]: Okay. Speaker B [00:34:17]: But then still join another BNI. Sonia Garcia [00:34:20]: Okay. Okay. And I'm also taking advantage of visiting other BNIs as well, other than mine. And so they're like, oh, we don't have a painter, and so it's nice. I'm getting out now. And that's like you. Because I'm I'm not I'm an extrovert, but I'm IS, but I'm a disc, but I'm still an introvert at the same time. Ambivert. Sonia Garcia [00:34:37]: I'm an ambivert. I am Yeah. Speaker B [00:34:39]: Yeah. It's a sliding scale. It's a sliding scale. For me, I'm 70% introvert and, like, 30% extrovert, but I just drink more coffee to to pull that slide back to the extrovert. Sometimes I would hit I'd shoot a double espresso before I went to a networking event. Turn it on and then crash afterwards and take a 3 hour nap. You're gonna take things. Get it done. Sonia Garcia [00:35:01]: I crash at the end of that. Like, on Tuesdays are, like, my networking days, and I'm just like, but I'm done by at by noon. Speaker B [00:35:09]: And that's okay. That's okay. Go take a big old power nap. You earned it. Okay. Sonia Garcia [00:35:13]: Alright. So I'm working those better. Okay. It's the chamber, and I know which one now. And it isn't in a good art market. And they were, right away, they're like, oh, a painter. I'm just like, oh, oh, oh. And then somebody's, I know you. Sonia Garcia [00:35:24]: I've seen you. And I wear my I don't have my glasses with me, but I have these black glass my glasses that I like, my signature. Okay. Thank you. That was my Speaker B [00:35:33]: You're welcome. Alright. Any final comments, thoughts, or questions before we roll out with takeaways today? Isaac Mumma [00:35:39]: I have one. I just wanted to quickly, if I could, share my screen and show Daryl my career path just for a example to look at? Yes. Florian Spahiu [00:35:48]: Is that okay? Speaker B [00:35:49]: Just a friendly reminder, this is gonna be on YouTube. Isaac Mumma [00:35:51]: Okay. That's fine. Speaker B [00:35:52]: Would you rather do it after the meeting or you're okay? Alright. Just wanna make sure you're fine. Isaac Mumma [00:35:56]: Yeah. Florian Spahiu [00:35:57]: Okay. Cool. Isaac Mumma [00:35:57]: Is that okay that I do? Speaker B [00:35:59]: Yeah. Absolutely. Isaac Mumma [00:36:01]: Okay. Can you share her? Speaker B [00:36:05]: Beautiful. Oh. Isaac Mumma [00:36:07]: Can you see that? Is it changing for you guys when I do that? Yes. Okay. Wait. Is it still sharing? Because I just see you guys, so I don't know what I'm I see. We go. Okay. Florian Spahiu [00:36:22]: So for every, like, apprentice painter, do you have certain house? Like, apprentice has to have or pages has to have Does that make any sense? Say, okay. For apprentice, we don't know. And we know how brand is like they don't have any experience. Okay? But when it comes to pain, they're probably they do have experience. So instead of 17 to 18 hours, $18 per hour, It belongs to the panel. We have a kind of experience, let's say, 1 year or 2 years, so full certain hours or years experience. Isaac Mumma [00:36:51]: Does that make sense? What I've realized is that people overshoot their experience, so they could say they have 3 years. But I I wanna start them as low as possible on and then give them room to grow. Because if they're like, yeah. I got 5 years experience. I'm like, sweet. We'll bring you in at 19. And then it's, holy crap. You don't then, man, I wish I would've brought them in at 17 and and give them room to grow. Isaac Mumma [00:37:14]: And so that's something I've been learning just as I'm hiring more guys. It's like before, I think I started a little too high. So now, like, with my lead right now, actually, to win the sale because I snagged him from somewhere else. But I think he was only making $15 an hour where he was, but I I he had his own contracting business before. And at the time, as, like, an in between, was working for the parks department at the city. I think they were only paying him, like, 15. So I brought him in at 19 and then for the 1st month and then bumped him up to junior crew leader because he was just killing it. And I made that as, like, a in between thing, and I paid him 21 there. Isaac Mumma [00:38:00]: And then he just hit his 90 days yesterday, and we had a great meeting and bumped him up to 23. And he was just, like, super stoked where I probably he's good enough. I probably could've brought him in at 23, but I built value there by staggering it or he's just feeling really taken care of. And I have no problem paying him 25. So it's, like, giving me room to grow while he's still feeling appreciated. So I'm still trying to figure it out, but Speaker B [00:38:28]: this is Mhmm. Isaac Mumma [00:38:29]: I change this probably every few months just because I'm as I'm like, okay. Where does this make sense? What hour range? But the crew leader manager pay has the biggest range because I want to increase responsibility with each stage. So if they're up to making 29, I want them to be, like, doing everything for me pretty much. And so it's like, alright. Here's something I've been doing that I'd like to offload. If you're up for the responsibility, here's more pay. It gives me more range there. Speaker B [00:39:05]: Isaac, this is beautiful. Great work. May I offer one suggestion? Isaac Mumma [00:39:09]: Yeah. Absolutely. Speaker B [00:39:10]: Make the distinction. Responsibility required. Daryl [00:39:14]: That's good. Speaker B [00:39:15]: And then make sure you have a position agreement for each position. Isaac Mumma [00:39:19]: As far as that goes because I've heard that referenced. Is that just like a thing that they sign that says, here's my KPIs, and here's what I'm gonna be responsible for? Or what's that look like? Speaker B [00:39:32]: Email me. I'll send you Isaac Mumma [00:39:34]: Okay. Speaker B [00:39:35]: I'll send them to you. Isaac Mumma [00:39:37]: Okay. Cool. Okay. Hope that's helpful. Speaker B [00:39:41]: Yeah. Great work. Well done. And wonderfully designed, of course, mister designer. Florian Spahiu [00:39:48]: No. It's very nice. Yes. It's very nice. Isaac Mumma [00:39:50]: Yeah. Yeah. Florian Spahiu [00:39:51]: No question. Thanks. Thanks. Speaker B [00:39:54]: Alright. Time to roll out. Lady and gentlemen, takeaways. Daryl, lead the way, please. Daryl [00:39:59]: Definitely Isaac's thing in the career path. I'm gonna I don't have that written out like that. No. Isaac Mumma [00:40:05]: I'll email it to you. Just you don't have to, like, do exactly what it has, but just for something to reference. Daryl [00:40:10]: Thank you. Isaac Mumma [00:40:12]: Yeah. Speaker B [00:40:13]: Thank you. Isaac? Isaac Mumma [00:40:15]: Yeah. I want to be my community's referral and just talk just, Daryl, you're talking about interacting with other contractors on Facebook. That's huge too. But I feel like just you mentioning that even if she's getting 3 estimates and you're like, yeah. Totally. And then she's talking about these other projects. You're like, oh, I know them. I know them. Isaac Mumma [00:40:35]: I know them. Let me give them to you. It's like, you just immediately raise your value, and so I wanna really lean into that with other trades specifically. And then the door knocker stuff was super crucial, all the book recommendations. I'm gonna check out Tony's door knocking course. Mhmm. Yeah. Good stuff. Isaac Mumma [00:40:56]: ABA for hiring with the bird. That was clever. Speaker B [00:40:59]: Yeah. Heard a nice long list there. Thank you, Isaac. That's great. Sonia? Sonia Garcia [00:41:05]: Hey. The the outline your path curve the career. And then also, I mean, the culture by design roles and respond responsibilities and the five levels of leadership. Speaker B [00:41:15]: Right on. Okay. Very good. Thank you. Florian, and close us out your takeaways, my friend. Florian Spahiu [00:41:20]: Yeah. Definitely gonna get that book, close this conversation, and I really, really need it. Yeah. So I'm gonna look at it. Speaker B [00:41:27]: Right on. Florian Spahiu [00:41:27]: And, that's it. Speaker B [00:41:30]: Okay. Fantastic. Thank you, guys. I wanna encourage you to continue to dream big, hustle smarter. You've got this. Florian Spahiu [00:41:37]: Thank you. Isaac Mumma [00:41:38]: Hey. Good seeing you guys. Speaker B [00:41:40]: Thank you. Sonia Garcia [00:41:40]: Hi, Zach. Harris. Speaker B [00:41:41]: Thank you. Sonia Garcia [00:41:44]: What's up? $25 thing that came in when you were talking about it, that test. Isaac Mumma [00:41:50]: Oh, the working genius. Sonia Garcia [00:41:52]: Working genius. Okay. Cool. Isaac Mumma [00:41:54]: And what's the author's name again, Steve? Speaker B [00:41:56]: This is from the book, 6 types of working genius, Patrick Lencioni, l e n c I o n I. Isaac Mumma [00:42:06]: Okay. Nice. Cool. Sonia Garcia [00:42:09]: Alright. See you, guys. Bye. Jesus Garcia [00:42:11]: 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. Jesus Garcia [00:42:41]: 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 Sonia Garcia [00:42:51]: got this.