Prime Partners Podcast: Recent Episodes
Business Development Resources (BDR)
BDR’s Prime Partners podcast delivers insight on services, resources, and business practices that can help your company succeed – faster.
In this episode of the Prime Partners podcast, Peter Capuciati, Chairman and CEO of Bluon, discusses the challenges faced by technicians in the HVAC industry and how owners and managers can provide a lifeline through innovative data access and support.
The conversation explores the evolution of technician training, the generational shift in the workforce, and the impact of Bluon's solutions on business efficiency and technician performance.
Listen and discover how investing in technician support leads to happier customers, more technician retention, and more successful business returns.
Time Stamps* 00:00 Introduction and Background * 07:47 The Challenges of Technician Support * 13:30 The New Way to Support Technicians * 22:16 The Impact of Equipping Technicians with Resources * 24:58 Implementing Bluon in Your Business and the Benefits * 31:06 Conclusion
In this episode of the Prime Partners Podcast, Matthew and Jacob Abbott from Abbott Family Insurance join the show to talk about insurance planning for contractors. They discuss the importance of starting early, understanding coverage options, and the challenges of navigating the insurance industry. The Abbott brothers emphasize the need for education, personalized solutions, and the benefits of offering comprehensive benefits to employees. They also address common barriers to change, such as paperwork and resistance. Overall, they highlight the importance of putting employees first and building a culture of trust and support.
Time Stamps* 00:00 Introduction * 06:38 The Importance of Understanding the Trades * 09:37 The Right Time to Start Insurance Planning * 13:52 The Challenges of Insurance and the Need for Education * 24:46 Factors to Consider in Insurance Planning * 32:54 About Abbott Family Insurance * 36:08 Advice for Contractors in Evaluating Insurance * 39:58 Conclusion and Final Thoughts
In this episode of the Prime Partners Podcast, Paul Redman, VP of Sales at Contractor Commerce, shares how shifting consumer preferences are shaping the future of the home service industry. The discussion focuses on the importance of e-commerce and online shopping in the industry, as well as the challenges and benefits of implementing an online store. Paul emphasizes the need for contractors to adapt to changing consumer behavior and offers insights into how Contractor Commerce helps contractors integrate e-commerce into their businesses. Discover the future of the consumer journey in the home service industry and where to start in getting a leg up in your market.
Time Stamps* 00:00 Introduction and Background * 03:39 Shifting Consumer Preferences and the Future of the Industry * 08:28 Challenges and Benefits of Implementing an Online Store * 13:28 Common Early Challenges and Solutions * 18:37 Feedback and Reaction from Contractors * 26:54 Contractor Commerce Elevator Pitch * 28:42 Advice for Hesitant Contractors * 32:40 Conclusion and Next Steps
In this episode of the Prime Partners Podcast, Jordan Cordero of Live Oak Bank shares the importance of strategic succession planning for small business owners and how leveraging business loan options can facilitate the smooth transfer of business ownership.
The conversation highlights key insights into how proper financial planning and understanding different loan structures can significantly broaden potential buyer pools, making the transition more manageable for sellers and buyers. Whether you’re currently contemplating the future sale of your business or just want to be prepared for when the day arrives, learn how staying on top of business loan options can position you to one day make a smooth exit from your business.
Time Stamps* 00:00 - Introduction * 03:16 - The importance of succession planning * 09:00 - The economic impact on succession planning * 11:35 - Pain points in obtaining business loans * 25:05 - What sets Live Oak Bank apart? * 32:31 - The first step in proactive succession planning * 35:14 - Closing remarks
In this episode of Prime Partners Podcast, Alec Stevanovski from Homepros discusses 2024 trends in the home service industry, highlighting the impact of the economy, private equity, and technological advancements.
The discussion dives into the evolving role of private equity in the industry, noting a shift from aggressive acquisitions to more strategic investments. Alec suggests that independent contractors can still thrive by leveraging their unique value propositions and investing in marketing and community relationships.
Additionally, the conversation explores the rapid advancements in AI and automation, making sophisticated technology more accessible to small businesses. Alec underscores the potential for contractors to adopt and experiment with new technologies to stay competitive quickly.
Discover how to stay informed about industry trends and developments to adapt and thrive in a changing market.
Time Stamps* 00:00 - Introduction and background on Alec Stevanovski * 07:00 - Impact of the economy on the home service industry * 17:50 - Changes with private equity over the last year * 29:15 - Increasing role and opportunity of technology in the trades * 38:40 - About Homepros
In this episode of the Prime Partners podcast, Daniel Burrus, a leading futurist and business strategic advisor, shares how to gain a competitive advantage by anticipating future opportunities through trends and disruptions. Daniel emphasizes the importance of being an anticipatory organization rather than a reactionary one and outlines the concept of hard trends vs. soft trends that give us insight into the future. Discover resources and insights on how your business can take advantage of opportunities in your market with an anticipatory mindset.
Time Stamps* 00:00 Introduction and background on Daniel Burrus * 01:10 What is a futurist? * 03:42 What does it mean to be anticipatory? * 08:08 The power of AI and getting started with it * 16:01 The difference between hard trends and soft trends * 20:10 Is every trend an opportunity? * 25:20 How can businesses start moving from reactionary to anticipatory?
In this episode of the Prime Partners Podcast, Shaun Black, founder and chief analyst at PIVOTL, discusses the concept of business intelligence and its three key components: asking the right questions, getting clear answers, and making smart decisions. Discover the starting point for your businesses in implementing business intelligence and the impact it can have on team performance and business growth.
Key Takeaways* Business intelligence involves asking the right questions, getting clear answers, and making smart decisions based on data. * Transparency and accountability are crucial in creating a culture of business intelligence. * Implementing business intelligence can lead to improved team performance, growth, and profitability. * Getting started with business intelligence requires having the right field service platform and analytics solution in place.
Time Stamps* (00:00) - Introduction to Shaun and his background in data and analytics * (05:08) - The importance of clear answers * (08:34) - The Three S's: Sales, Services, and Strategic Decision Making * (12:15) - Descriptive Analysis vs. Diagnostic Analysis * (18:38) - The benefits of analytics and business intelligence * (27:13) - Visible business intelligence leads to increased accountability * (31:51) - Getting started with business intelligence * (40:17) - The impact of business intelligence on team performance and business growth * (41:09) - About PIVOTL
In this episode of the Prime Partners Podcast, Oksana Vlasenko, Vice President at Recruit4Business, discusses the importance of assessments in the hiring process. In this short conversation, we explore the difference between assessing for personality and ability and how assessments can provide valuable insights into a candidate's fit for a specific role. This episode also covers the ongoing use of assessments in team building, employee development, and management. Oksana emphasizes the need for consistency and legality in using assessments and highlights the services offered by Recruit for Business in the HR and recruiting space.
Time Stamps* (00:00) - Introduction and Background * (02:52) - The Importance of Assessments in the Hiring Process * (06:26) - Assessing for Personality vs. Ability * (09:20) - Using Assessments in the Hiring Process * (12:15) - Analyzing Assessment Results * (13:55) - Continued Use of Assessments in the Workplace * (18:28) - Overlapping Assessments for Team Collaboration * (22:13) - Assessments as a Retention Tool * (23:02) - Assessment Scores and Interview Questions * (26:31) - Legal Considerations in Using Assessments * (30:26) - Overview of Recruit4Business and Assessments * (34:37) - Why Every Team Member Should Go Through the Assessment Process
In this episode of the Prime Partners Podcast episode, GoodLeap Managing Sr. Director of Business Development Chad Martin and Managing Sr. Director of Home Improvement Rick Cupples dive into the topic of "Leveraging the Power of Financing in Your Service Department."
In this engaging conversation, we explore the current consumer demand for financing and dissect how contractors are currently using financing - or not using it - on service calls. While financing might be more common in install and new system purchases, Chad and Rick share how important financing can be on the service side of your business and how to use it as a daily tool for both customer satisfaction and company growth.
Learn best practices for implementing financing in your service department, along with how to train your team to offer financing at every job, and discover the indirect benefits that can boost your business.
Chad and Rick also shed light on what sets GoodLeap's financing platform apart and how it facilitates service call financing, making it a game-changer for your business.
Don't miss this opportunity to gain valuable insights and learn how to harness the potential of financing in your service department.
Time Stamps* (03:10) - What is the consumer’s need for financing today? * (05:25) - How do most contractors use financing today, or do they? * (07:08) - Financing as a daily tool and the indirect benefits of financing * (10:28) - What are some best practices for implementing financing in the service department? * (15:05) - How GoodLeap provides training to support contractors in offering financing * (18:11) - What makes the GoodLeap platform unique? * (22:08) - What does the process look like for implementing financing on a service call? * (27:25) - Final thoughts
In this episode of BDR's Prime Partners Podcast, we delve into the world of AI and machine learning (ML) with Chief Product Officer Bashir Abdallah of XOI Technologies. Bashir discusses the evolving landscape of technology and the impact AI and ML have on the contracting industry.
How can contractors use AI to be more efficient in their day-to-day processes? What emerging trends do contractors need to be aware of?
Whether you consider yourself tech-savvy or not, listen to gain valuable insights on how you can begin to leverage AI and machine learning to take your company forward.
Bashir also introduces us to XOi and how their products and services are tailored to assist contractors in harnessing the power of AI and machine learning. Contractors can incorporate their cutting-edge technology to enhance efficiency and productivity within the contracting business.
Time Stamps* (00:50) - About Bashir, his background, and XOi Technologies * (02:01) - What are some new AI-related technologies currently on the market? * (05:54) - How will AI and machine learning impact the contracting field positively and negatively? * (11:20) - How do contractors who are not tech-savvy utilize AI in their business? * (18:09) - Is XOi utilizing Machine Learning in their products, and if so, how? * (22:42) - Can we build out a more detailed work summary invoice to make the process easier? * (27:54) - How can contractors (BDR coaching clients and non-BDR clients) contact you to learn more about what XOi offers? * (29:22) - Final thoughts
In this special episode of the Prime Partners Podcast, BDR Client Relationship Specialist & Trainer Mike Cunningham discusses the need for parts counter training, the challenges distributors face, and what an optimized parts team looks like.
Listen and discover the three things you and your team can work on for an optimized performance!
Time Stamps* (00:41) - About Mike and his industry background * (02:14) - What drives the need for parts counter training in today’s climate? * (04:00) - Are distributors training new hires properly or are they feeling challenged? * (06:18) - What would an optimized parts counter team look like? * (08:45) - What about the sales aspect of an optimized parts counter team? * (09:51) - What are three areas that distributors need to train their parts team on for optimized performance? * (15:12) - What BDR solutions are available for parts counter training? * (21:10) - Final thoughts
In this episode of the Prime Partners Podcast, Free2Grow co-founders Nathan Keller and Charlie Felker provide insights into the power of outsourcing your back office. In this short discussion, they dive into understanding what back office refers to, its functions, the advantages of outsourcing, and how the process works.
Discover how outsourcing your back-office functions can be a game-changer for your company's success!
Time Stamps* (01:17) - What do you mean when you say back office? What functions are those? * 02:18) - Why are these functions suitable to outsource? * (04:17) - How does the outsourcing process work? * (07:02) - What happens if there’s an issue or something doesn’t go as planned? * (09:01) - What type of benefits can a contractor see from outsourcing? * (11:32) - What is the background of the Free2Grow team? * (13:47) - What types of companies are utilizing back-office outsourcing (how big does the company need to be…)? * (17:31) - What options does your company offer? * (21:06) - How can listeners get in contact with you? * (22:13) - Final thoughts?
In this episode of the Prime Partners podcast, Hetter Heating General Manager and author Mike Graessle shares the business wisdom that led him to write his latest book, "One Day, One Job, One Call at a Time." He explains how the title came to him as well as how readers can use the book to bring about positive change in their lives and businesses.
Discover his number one rule, which is a key principle that has guided him throughout his career and could help guide yours. He also introduces the concept of "one percenters" and why they are essential to achieving success.
Time Stamps (00:57) - Mike’s industry background and current professional path * (03:02) - What made you want to write a business book? * (05:14) - How did you come up with the title: One Day, One Job, One Call at a Time* * (06:51) - Who is the intended audience for the book? * (08:31) - How did you intend for readers to use the book? * (12:23) - The book has many quotes, what are some of your favorites? * (14:49) - Chapter one is about benchmarks. Why is that the first chapter? * (18:16) - In the book you share your number one rule. What is it and why is it important to you? * (20:33) - Who are the one percenters? * (26:30) - Who were some of the people who influenced the book and your career and why? * (30:51) - How can people get the book? * (33:34) - Final thoughts
In this episode of the Prime Partners Podcast, Luke Schar, General Manager of Schar Heating & Cooling Inc., sits down to discuss carrying on a family legacy, gaining his employees’ trust, challenges and goals, and the company’s growth opportunity.
Join us in discovering what it's like to be the second generation in a family business!
Time Stamps* (00:59) - About Schar Heating & Cooling * (01:39) - How did you first get involved in HVAC? * (02:44) - When did the family business begin and what is the founder’s current role? * (03:40) - Did you always want to be a part of the family business and are other family members involved? * (06:33) - What are your company’s biggest challenges and what does Schar Heating do really well? * (08:33) - Is it difficult to find people who fit your company culture? * (10:42) - What are the challenges in the transition of taking over the family business? * (12:39) - What are you doing to earn your employees’ trust? * (14:34) - What have you learned from your dad that has helped you in business? * (17:49) - As your role expands, are there things you’d like to change about the business? * (20:36) - Do you have an endgame? * (24:16) - Where do you see the company in the next five years? * (26:17) - What is the timeline for you to fully take over the business and what do you see your father’s role being? * (28:09) - What’s your vision for yourself? * (29:14) - Final thoughts
In this episode of the Prime Partners Podcast, PuriFi Labs Chief Revenue Officer Michael Hunter discusses the importance of indoor air quality and the need for a residential air purification system.
Listen as he demystifies good versus great air quality and explains how it is measured.
Episode Timestamps:
(00:47) - About Michael and his industry background
(01:42) - What is PuriFi Labs and what is your role at the company?
(03:20) - Why is indoor air quality important?
(05:13) - How is indoor air quality measured?
(06:44) - What is particulate matter?
(09:43) - What’s considered good indoor air quality?
(11:50) - What are the different ways and how do we improve indoor air quality?
(16:11) - How is purification different from just improving indoor air quality?
(18:15) - How does the PuriFi system work?
(20:34) - How many sensors does a typical home need?
(21:55) - Are pollution triggers preset or can they be customized?
(23:30) - Based on your experience, how easy or difficult is this product to install?
(24:35) - What sets PuriFi apart from similar competitor products?
(30:33) - How can contractors get your product?
(31:23) - What is the best way for listeners to learn more and how can they connect with you?
(32:54) - Final thoughts
In this episode of the Prime Partners Podcast, Angie Swartz, BDR University Training Advisor, shares the importance of training in a business and explains how to build a training journey for your employees that benefits both the company and your team.
Angie shares how training drives employee engagement, builds up team member skill sets, and drives improved results for the company. Discover how to build a compelling training journey for your employees while increasing employee morale and retention!
Episode Timestamps:
(00:57) – About Angie and BDR
(03:05) – The importance of training to a business and its employees
(07:24) – Engagement of employees
(09:46) – Customer service experiences
(11:44) – Building skill sets and team morale
(13:15) – Role of Training Advisor
(18:35) – Identifying a company’s training needs
(23:20) – What does it mean to build a training journey?
(28:33) – Recommended starting points
(37:20) – The owner’s role
(44:00) – Lifecycle of a skill
(47:56) – Building career paths
(49:48) – Training classes that BDR has to offer
(51:25) – Final thoughts
In this episode of the Prime Partners Podcast, we invite you to take an in-depth look at the components of a press release and discover how you can use public relations to tell the story of your business.
Join us for our informative conversation with Heather Ripley, the CEO & Founder of Ripley PR, as she shares how developing a PR relationship can create a competitive advantage.
Learn how a PR strategy can help you craft a journalist story and watch how it can diversify your marketing mix. Heather will help you to discover the benefits of PR and explain the kind of positive effects it can have on your business.
Episode Timestamps:
(02:35) What is public relations & how can it apply to the average home services contractor?
(04:24) Blending communications: How do you add PR to your marketing mix?
(06:14) How to build a successful press release
(08:34) Small Business: Finding the natural PR starting point
(12: 27) Building the relationship with a PR firm: How to find the right company for your business.
(15: 40) Next level now: PR Secrets to Drive Explosive Growth for your Home Service Business
(24: 09) The most important element of a PR strategy
(27: 44) The broader reaches of PR and how it can impact your business
(30:21) understanding the process of introduction when working with a PR professional
About Heather RipleyHeather Ripley is CEO and Founder of Ripley PR, an elite, global public relations agency specializing in home service, building trades and franchising, and the public relations agency of record for Business Development Resources (BDR). The agency was named to Forbes' America's Best PR Agencies for 2021 and has been recognized by Entrepreneur Magazine as a Top Franchise PR Agency for five years in a row. Heather Ripley is also the author of NEXT LEVEL NOW: PR Secrets to Drive Explosive Growth for your Home Service Business. The book is available on Amazon, Barnes & Noble, and Target.
LinkedIn ProfileHeather Ripley
Company WebsiteRipley PR
Contact Informationhripley@ripleypr.com
(865) 977-1973
Time Zone: EST
In this episode of the Prime Partners Podcast, Brandon Bolen - Head of Service Contractor Lending at Live Oak Bank - shares how financing can help small business owners support their company’s growth and expansion. Brandon discusses some of your options when it comes to applying for a loan, selling a business, buying a business, and much more. Be ready to capitalize on opportunities and stay a step ahead of your competitors by learning the options you have to finance your business growth!
Episode timestamps
(00:48) – About Brandon and Live Oak Bank
(04:42) – How financing can help contractors support their business growth
(09:43) – Overview of SBA 7a loan
(10:27) – SBA 7a loan vs conventional loan
(14:53) – Importance of cash flow
(16:19) – The process of preparing for a loan
(19:51) – Merger and acquisition process
(22:16) – Selling a business and succession plans
(27:40) – How to contact Brandon
ABOUT ANGELA KIELBrandon Bolen is the Head of the Service Contractor lending team at Live Oak Bank, dedicated to businesses in the HVAC, plumbing and electrical service industries. Brandon was included in The NEWS’ 40 under 40 in the HVAC industry in 2021. Since April 2019, Live Oak’s Service Contractor team has provided over $160MM in financing to the home service industry. Brandon joined Live Oak in 2015 as a business advisor where he managed a portfolio of loans for existing customers. He then served as an underwriter and underwrote over $250,000,000 in SBA loans
LINKEDIN PROFILEBrandon Bolen
COMPANY WEBSITELive Oak Bank
CONTACT INFORMATIONbrandon.bolen@liveoak.bank
(540) 908-6561
In this episode of the Prime Partners Podcast, Angela Kiel, Senior Marketing Coach from BxB Media, explains why it's crucial for contractors to have a great website and shares ways to leverage your website to attract more clients. Angela discusses what makes a good website, the functions you should have, the common mistakes to avoid, and more. Discover how to maximize your website’s potential and stand out from your competitors!
(05:06) The benefits of a great website for contractors
(07:14) Good website vs. bad website design
(11:55) Angela’s role as a marketing coach
(15:50) Website functions that Contractors must have
(18:36) Chat function on websites
(25:40) Common mistakes with Contractor websites
(34:24) Showing up in Google rankings
(38:23) Google My Business listings
(42:32) How to get started with Google My Business
(47:56) Future of websites
(53:25) How to contact Angela
ABOUT ANGELA KIELAngela Kiel is the Lead Senior Marketing Coach with BxB Media. She holds the distinction of being BxB’s second employee and very first coach. Angela has 20-plus years in the customer service and hospitality industry and over seven in HVAC marketing. She started with BxB in Detroit, and since 2020 is working remotely from Pennsylvania when she moved with her seven-year-old daughter.
What Angela loves most about working in the HVAC industry is its heroes—from owners to technicians to office staff to even her clients’ families. Everyone works together, day in and day out, to keep the surrounding world comfortable and happy. Angela feels blessed to be part of this complex team.
LINKEDIN PROFILEAngela Kiel
COMPANY WEBSITEBxB Media
CONTACT INFORMATIONangela@bxbmedia.com
c. (313) 401-3014
o. (313) 651-7157
In this episode of Prime Partners, BDR Client Relationship Specialist & Trainer Candy Cunningham discusses the importance of training and how it can enhance dealer growth and loyalty for distributors. Candy shares the impact of dealer growth, the right amount of training you should have, and how training can drive distribution sales and market share goals. Discover how to build a training journey for your customers that will drive you ahead of your competition.
(02:15) – Primary ways to grow a distribution business
(05:32) – Profile of average dealer
(08:20) – How training helps both dealers & distributors
(14:03) – Other ways to support dealer growth
(18:06) – Impact and role of training in dealer loyalty
(27:26) – What is the right amount of training?
(31:08) – Assessing dealer needs for training
(36:12) – How BDR supports and educates your team
(38:41) – Where should distributors start with building out training?
(46:28) – Final thoughts
ABOUT CANDY CUNNINGHAMBIOCandy Cunningham is BDR’s Client Relationship Specialist. She is BDR’s primary contact person for our distribution training sales channel and provides ongoing resources to BDR’s distribution partners to help them host successful classes that drive their business forward.
LINKEDIN PROFILECandy Cunningham
COMPANY WEBSITEBDR
CONTACT INFORMATION(206) 249-0607
Time Zone: CST
Today’s home services market is competitive, and many businesses struggle to figure out how to keep their edge. In our first episode of Prime Partners Podcast, BDR’s Director of Dealer Recruitment Matt Baker will navigate us through the various solutions that business coaching can offer. Join us as we take a look at how quickly your business can grow when you develop a coaching relationship. Learn practical applications to taking your business in the direction you want to go and discover how you can stabilize your place in the home services market.
(04:14) What is business coaching and who benefits from it?
(06:03) The four ingredients for a successful business coaching relationship?
(08:02) Business coaching and the small company: A look at size and scalability
(09:53) Finding a company that tailors it’s coaching to fit your business
(12:38) Business coaching and the larger company: Success to its highest potential
(15:04) What is the average lifespan of a coaching relationship?
(17:28) Beginning stages of a coaching relationship: An in depth look in coaching in practice.
(23:54) Meet our experts: What kind of talent does BDR have on staff?
(27:08) The BDR difference: The process and procedures of a consistency driven company.
(32:44) Where can you get more information about BDR?
ABOUT MATT BAKERBIOMatt has over twenty years of experience spanning sales, sales management, and business ownership. As the Sales Manager for a software company in Seattle, Matt trained and managed a team of 20 sales representatives. As the same company’s Director of Financial Services Vertical Market, Matt developed the sales strategy and all marketing content, and traveled nationally assisting the field sales force in closing business. Matt has also logged 3 years as an independent business owner.
LINKEDIN PROFILEMathew Baker
COMPANY WEBSITEBDR
CONTACT INFORMATIONmattbaker@bdrco.com
206.429.3845 ext. 2100