DYB Podcast: Recent Episodes
Steve Burnett (DYB Coach)
DYB Podcast is a weekly podcast produced by DYBCoach and hosted by Steve Burnett. He interviews successful entrepreneurs revealing their stories and strategies on how they grew their successful businesses to help you double your business. You'll learn their marketing, hiring and team building, sales, and how they streamline their processes to free up time for their families and how they also make an impact in their communities. DYB Podcast combines the DYB System strategies developed at DYB Coach with the real-life implementation experience of DYB Members. Listen to real stories of business owners just like you and how they overcame struggles with hiring, generating a consistent flow of high-value leads, closing jobs on the spot, and then streamlining it all with the latest tech, for your business.
Tired of juggling team troubles and financial headaches? Join us on Episode 152 of the DYB Podcast as we dive deep into the strategies that will propel your painting business to new heights.
Discover how to:
- Revitalize Your Team: Learn how to build a rockstar team, delegate effectively, and navigate the complexities of employee vs. subcontractor models.
- Conquer Your Finances: Unravel the mysteries of P&L statements, tame overhead costs, and streamline your bookkeeping.
- Handle Challenging Clients with Grace: Master the art of setting boundaries, addressing scope creep, and closing projects on a high note.
- Ignite Your Motivation: Tap into powerful mindset shifts and practical strategies to overcome obstacles and stay motivated.
Tune in to Episode 152 and unlock the secrets to achieving financial freedom, work-life balance, and a thriving painting business – and doubling your business!
Book a complimentary call with Steve today: https://scheduleyourfreestrategycall.as.me
Welcome to the DYB Podcast!
In this engaging installment, we dive into the world of contracting and project management with insights from Sonia Garcia, Craig, and Florian Spahiu.
Sonia shares her evolution from feeling taken advantage of by contractors to mastering hands-on involvement and quality control, a skill honed from her father's meticulous nature.
Florian emphasizes the necessity of hiring independent, reliable contractors while likening the decision to choosing quality over convenience—much like opting for healthy food.
We also explore Sonia's unique door-to-door sales strategies and the role of appreciation in reducing stress and enhancing work dynamics.
Tune in as Florian highlights the power of consistent client check-ins and creative team management techniques inspired by "The 5 Love Languages," enhancing team morale and productivity.
Plus, hear firsthand successes such as securing high-value jobs and fostering a positive team environment through strategic bonuses and personalized motivation.
Whether you're interested in business growth strategies, effective team dynamics, or the art of client relationships, this episode is packed with valuable insights to help you double your business and impact your community.
Book a complimentary call with Steve today: https://scheduleyourfreestrategycall.as.me
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.
Don't forget to share this with someone it might inspire, and remember, Steve offers free strategy calls to elevate your success journey. Let's dive in!
Book a complimentary call with Steve today: https://scheduleyourfreestrategycall.as.me
Welcome to Episode 148 of the DYB Podcast where we dive deep into game-changing business strategies and success stories with our esteemed guests Sonia Garcia, Florian Spahiu, Jesus Garcia, and Chris Petkau.
In this episode, Florian Spahiu shares key insights into the importance of using sample pieces for finishing work and avoiding free labor for color rework. He also sheds light on the professional benefits of digital business cards from dot.cards.
Sonia Garcia talks about her exciting upcoming door project and praises the utility of digital business cards and QR codes for seamless client interactions. Jesus Garcia shares his breakthrough, surpassing the $300,000 revenue milestone, and proposes innovative ways to manage deck warranties.
Chris Petkau introduces us to his new fitness routine and his success with SendOutCards and SEO, while also providing tips on using platforms like Canva and Piktochart for impactful marketing materials.
We also delve into critical discussions on warranties, effective sales follow-up strategies, and the must-have tools for sales tracking and scheduling.
Join us as we help you dream big and hustle smarter towards financial freedom, family time, and community impact and double your impact.
Book a complimentary call with Steve today: https://scheduleyourfreestrategycall.as.me
Welcome to another episode of DYB Podcast, where we dive deep into game-changing business strategies and success stories with our esteemed guests Sonia Garcia, Florian Spahiu, Jesus Garcia, and Chris Petkau.
In this episode, Florian Spahiu shares key insights into the importance of using sample pieces for finishing work and avoiding free labor for color rework. He also sheds light on the professional benefits of digital business cards from dot.cards.
Sonia Garcia talks about her exciting upcoming door project and praises the utility of digital business cards and QR codes for seamless client interactions. Jesus Garcia shares his breakthrough, surpassing the $300,000 revenue milestone, and proposes innovative ways to manage deck warranties.
Chris Petkau introduces us to his new fitness routine and his success with SendOutCards and SEO, while also providing tips on using platforms like Canva and Piktochart for impactful marketing materials.
We also delve into critical discussions on warranties, effective sales follow-up strategies, and the must-have tools for sales tracking and scheduling.
Don't miss our offering of free copies of my book, "How to Double Your Business," and exciting resources like the DYB System PDF. Join us as we help you dream big and hustle smarter towards financial freedom, family time, and community impact and help you double your business.
Book a complimentary call with Steve today: https://scheduleyourfreestrategycall.as.me
Welcome to the DYB Podcast where we dive into the world of door-to-door sales, virtual estimates, and effective managerial strategies for fieldwork and crew training.
Our speakers discuss the power of building rapport, using Google Earth for targeted leads, and the significance of community spotlights and networking.
From tackling accounting and logistical challenges to leveraging social proof and public speaking skills, our speakers share valuable insights to help you double your business's impact.
Tune in for advice on client acquisition, employee retention, tax deductions, and so much more.
And don't forget to share with fellow entrepreneurs for a dose of motivation.
Get ready to be inspired to dream big and hustle smarter with this power-packed episode to help you double your business.
Book a complimentary call with Steve today: https://scheduleyourfreestrategycall.as.me
Welcome to the DYB Podcast, where we dive deep into strategies for doubling your business and making a positive impact in the community.
In this episode, we explore the importance of branding vehicles for marketing, managing debt on work trucks, organizing equipment, and targeting specific clients for painting services.
Our speakers share their big wins, from increased community engagement to improving the customer experience and handling employee challenges.
We also delve into tools and methods for estimating, appointment booking, and managing conflict.
Join us as we discuss the power of marketing to higher-income clients, finding recurring revenue, and engaging in "stay interviews" to maintain a positive work environment.
Stick around for valuable insights and practical advice to help you double your business.
Book a complimentary call with Steve today: https://scheduleyourfreestrategycall.as.me
Welcome to the DYB Podcast, where we dive deep into strategies for doubling your business and making a positive impact in the community.
In this episode, we explore the importance of branding vehicles for marketing, managing debt on work trucks, organizing equipment, and targeting specific clients for painting services.
Our speakers share their big wins, from increased community engagement to improving the customer experience and handling employee challenges.
We also delve into tools and methods for estimating, appointment booking, and managing conflict.
Join us as we discuss the power of marketing to higher-income clients, finding recurring revenue, and engaging in "stay interviews" to maintain a positive work environment.
Stick around for valuable insights and practical advice to help you double your business!
Book a complimentary call with Steve today: https://scheduleyourfreestrategycall.as.me
Welcome back to the DYB Podcast!
In this episode, our speakers come together to share their insights, challenges, and successes in the world of painting and entrepreneurship.
From building $1,000,000 businesses to cultivating effective leadership, these conversations are filled with valuable tips and strategies for business growth and development.
Join us as we dive into discussions on scaling the business, the evolving advertising landscape, attracting high-value referrals, managing employee vacation time, the complexity of cabinet painting, handling employee accountability, and setting goals for a first-year painting business.
Get ready to be inspired and gain actionable takeaways to help you double your business!
Book a complimentary call with Steve today: https://scheduleyourfreestrategycall.as.me
Welcome back to the DYB Podcast!
In this episode, our speakers come together to share their insights, challenges, and successes in the world of painting and entrepreneurship.
From building $1,000,000 businesses to cultivating effective leadership, these conversations are filled with valuable tips and strategies for business growth and development.
Join us as we dive into discussions on scaling the business, the evolving advertising landscape, attracting high-value referrals, managing employee vacation time, the complexity of cabinet painting, handling employee accountability, and setting goals for a first-year painting business.
Get ready to be inspired and gain actionable takeaways to help you double your business!
Book a complimentary call with Steve today: https://scheduleyourfreestrategycall.as.me
Welcome to the DYB Podcast, where we dive deep into strategies for doubling your business and making a positive impact in the community.
In this episode, we explore the importance of branding vehicles for marketing, managing debt on work trucks, organizing equipment, and targeting specific clients for painting services.
Our speakers share their big wins, from increased community engagement to improving the customer experience and handling employee challenges.
We also delve into tools and methods for estimating, appointment booking, and managing conflict.
Join us as we discuss the power of marketing to higher-income clients, finding recurring revenue, and engaging in "stay interviews" to maintain a positive work environment.
Stick around for valuable insights and practical advice to help you double your business.
Book a complimentary call with Steve today: https://scheduleyourfreestrategycall.as.me
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.
Book a complimentary call with Steve today: https://scheduleyourfreestrategycall.as.me
Welcome back to the DYB Podcast!
In this episode, the team discusses the power of courtesy canvassing and the importance of engaging in this activity with resolve and determination.
They share success stories and practical strategies for maintaining focus, building business relationships, and achieving financial growth.
From tracking time and prioritizing tasks to handling client interactions and seeking business opportunities, this episode is packed with inspiring stories and valuable insights for painting contractors looking to break through to higher success.
Tune in to hear about effective networking, time management, client relationships, and the pursuit of financial freedom.
Join us as we explore strategies and stories to inspire growth in business and in life and Double Your Business faster!
Book a complimentary call with Steve today: https://scheduleyourfreestrategycall.as.me
Welcome back to the DYB Podcast! In this episode, our speakers have a candid and insightful discussion about crucial business decisions, software recommendations, and personal challenges.
Speakers share invaluable advice on using project management software and maximizing the role of an admin, while also strongly advising against hiring family members for the business.
The speakers also touch upon the importance of staying focused, handling growth challenges, and managing personal commitments.
Get ready for a great new episode to be inspired as we take a deep dive to help you Double Your Business faster!
Book a complimentary call with Steve today: https://scheduleyourfreestrategycall.as.me
Welcome to the latest episode of the DYB Podcast!
In this episode, we dive into a range of topics that will resonate with business owners and entrepreneurs.
From discussions about project safety and client communication to the challenges of managing subcontractors and the intricacies of social media usage for business, our speakers provide valuable insights and practical advice.
You'll hear success stories, struggles, and tips from our community members, as well as candid conversations about hiring processes, employee management, and building trust with clients.
So tune in and get ready to be inspired as we take a deep dive to help you Double Your Business faster
Book a complimentary call with Steve today: https://scheduleyourfreestrategycall.as.me
Welcome back to the DYB Podcast, where we dive into strategies and stories to inspire you to double your business, achieve financial freedom, spend time with family, and make an impact in your community.
In this episode, we share practical insights that are meant to empower you and equip you with the tools to overcome challenges and seize opportunities in your entrepreneurial journey.
From tips on communicating value over price to advice on maintaining motivation and driving business growth, we cover a wide range of topics to propel your business forward.
Join us as we explore the crucial elements of success and provide actionable takeaways to help you Double Your Business faster!
Book your free strategy call with Steve today: https://scheduleyourfreestrategycall.as.me
Welcome to the DYB Podcast, where we dive deep into the world of painting contracting and business growth.
In this episode, we cover a wide range of topics, from social media strategies for engagement and the importance of personal connections on Facebook to personal development insights and tips for improving business communication and operations.
Learn the latest business successes, challenges, and strategies to inspire growth and success in the painting contracting industry to help you to Double Your Business, faster!
Book your free coaching call with Steve today: https://scheduleyourfreestrategycall.as.me
Welcome to the DYB Podcast, where we dive deep into the world of the painting business.
In this episode, Handling Customer Disputes and Building Integrity, we are in for an insightful and dynamic discussion.
The episode covers various topics, from the intricacies of hosting a giveaway to time management challenges and handling upset customers.
We'll also hear success stories from members of the Mastermind Group who have achieved remarkable milestones in their businesses.
Join us as we explore the nuances of business, share experiences, and seek valuable advice from seasoned entrepreneurs.
Let's dive in and learn from the experiences and wisdom shared in this enriching conversation to help you Double Your Business faster!
Get your free coaching call with Steve today: https://scheduleyourfreestrategycall.as.me/
In this episode, this DYB Mastermind Group dives into the importance of pre-qualifying potential clients, protecting company culture, and the significance of liability insurance and workman's comp.
The conversation encompasses experiences of managing deadlines, hiring practices, and the challenges of running job listings.
The mastermind group shares their big wins, challenges, and tactics for improving the customer experience.
With insightful stories and practical advice, this episode offers a wealth of knowledge for painting contractors and entrepreneurs looking to Double Your Business, faster!
Book a complimentary call with Steve today: https://scheduleyourfreestrategycall.as.me
Welcome to the DYB Podcast, where high-impact strategies and invaluable insights are shared to help painting contractors achieve success.
In episode EP133, a wealth of knowledge and experiences are discussed by host Steve Burnett and a dynamic group of speakers.
The episode delves into the essential aspects of pricing, sales processes, team management, and community impact.
From discussing the importance of knowing your numbers and valuing your services to managing team performance and giving back to the community, this episode is packed with practical advice and real-world examples.
Join us as we explore the keys to building a thriving painting business and making a meaningful difference in your community.
Book your free coaching call with Steve today: https://scheduleyourfreestrategycall.as.me
In this episode, we delve into the world of painting business strategies and management, as our mastermind members share valuable insights and experiences.
From focusing on the 3P's to tackling the challenges of cabinet work and transitioning from fieldwork to business management, our participants engage in candid discussions about the intricacies of running a successful business.
Join us as we explore the importance of networking, the significance of small wins, and the power of building strong long-term business relationships.
Book your free strategy call with Steve Burnett here: https://scheduleyourfreestrategycall.as.me
Welcome to the DYB Podcast, where we explore strategies and stories to inspire the doubling of businesses for financial freedom, family time, and community impact.
In today's episode, "Building A MIllion Dollar Painting Business," we dive into the ins and outs of hiring, stress management, business operations, and networking.
From discussing the importance of culture in hiring and the Chick-Fil-A principle of interviewing, to personal wins and challenges in business operations, DYB Mastermind Members share their experiences, seek advice, and offer valuable insights.
Join us as we navigate through the dynamic world of business, aiming to empower and inspire our listeners to achieve their entrepreneurial goals.
Book your free strategy call with Steve today! https://scheduleyourfreestrategycall.as.me
Welcome to the DYB Podcast, where painting contractors come together to share their insights and strategies for business success.
This episode delves into various topics, including lead generation, business challenges, and growth opportunities.
They discuss important themes such as mastering business practices, addressing compliance issues, and leveraging technology to streamline operations.
From sharing their wins and challenges to seeking advice on networking groups and managing tech tools, the episode offers a wealth of valuable insights for painting business owners.
Tune in as our guests open up about their experiences and explore the secrets behind making their businesses thrive.
Schedule your free strategy call with Steve today: https://scheduleyourfreestrategycall....
Welcome to the DYB Podcast EP129 "Mastermind Secrets," where we delve into the strategies and successes of business owners in growing their enterprises.
From networking with key decision-makers to mastering the art of delegation, our speakers share their insights on taking businesses to new heights.
Join us as we explore the importance of setting standards, hiring for character, and addressing pricing concerns to propel your business forward.
Listen in as our speakers reflect on key mind shifts and personal changes necessary for business growth, and gain valuable tips on maintaining motivation, handling scheduling, and mastering the art of selling.
Tune in to uncover the secrets behind propelling your business from 0 to 1,000,000 in sales revenues.
Get your FREE copy of my How To Double Your Business “DYB”.
It sells for $37 on Amazon, but I’d like to give you a copy for free, just cover the $6.95 S&H
https://dybcoach.com/free-dyb-book/
In this episode, we dive deep into the strategies and stories that are vital for doubling businesses, achieving financial freedom, and making a positive impact on the community.
From discussing the importance of defining roles in a company to sharing personal wins and challenges, we share valuable insights and practical tips for business growth.
They explore topics ranging from motivation and productivity to delegation, networking, and pricing strategies, providing listeners with a wealth of knowledge to help them navigate and overcome the hurdles of entrepreneurship.
Tune in to this episode for engaging discussions, success stories, and actionable advice, and join us on a journey of dreaming big, hustling smarter, and reaching for higher success in the business world.
Get your FREE copy of my How To Double Your Business “DYB”. It sells for $37 on Amazon, but I’d like to give you a copy for free, just cover the $6.95 S&H
https://dybcoach.com/free-dyb-book/
Welcome to the latest episode of the DYB Podcast! In this episode, we dive deep into the challenges of leadership and employee management within the painting contracting industry.
From handling employee issues and pricing challenges to seeking business connections and finding healthy lunch options, our diverse group of participants shares their victories, struggles, and valuable advice.
As we explore the ins and outs of managing a painting business, we'll touch on the importance of clear communication, system development, and business documentation.
Along the way, we'll also discuss personal and professional development reading material and the top-rated podcast dedicated to painting contractors.
So, whether you're looking for insights on leadership, pricing strategies, or employee management, join us for this enriching and insightful episode of the DYB Podcast!
Welcome to the DYB Podcast! In this episode, we dive into the world of pricing with thought leader Per Sjofors, author of "The Price Whisperer."
Per discusses the most common pricing mistakes companies make and shares valuable tips for painting contractors to effectively price their services.
He emphasizes the importance of differentiation and building value to avoid being seen as a commodity. Per also provides a unique method for contractors to determine the price range that potential customers are willing to pay.
Tune in to learn how to strategically price your services and maximize profitability.
Get your free copy of Steve’s book, just cover the $6.95 S&H: https://dybcoach.com/free-dyb-book/
In this episode of "Mastermind Secrets," we dive into a wealth of insights like limited-time offers, networking opportunities, pricing strategies, and customer surveys. From leveraging social media to managing time effectively and expanding business operations, this episode is packed with actionable advice and inspiring stories. Tune in as we uncover the secrets to business growth and success from in a DYB Mastermind Group!
Get your free copy of Steve’s book, just cover the $6.95 S&H: https://dybcoach.com/free-dyb-book/
In this episode we answer: 00:00 Stepping out, creating a solid environment, and successful hiring.
03:49 Winning projects in winter, securing historic theater jobs.
08:43 Restaurant owner declines offer to promote business.
09:45 Seeking advice on painting cabinets without a shop.
14:38 Professionalism elevates customer interactions and improves efficiency.
18:15 Seeking feedback on buying a used truck/van.
19:49 Vehicle longevity, financial choices, and branding considerations.
24:55 Value of on-site color consultant for free.
27:03 Negotiate deals with new decorators for referrals.
30:28 Comparing payment processing fees and exploring alternatives.
34:27 Integrated phone tracking system for $100/month.
38:07 Seeking confidence and clarity through the process.
39:58 Successful freelance work, high rates, repeat clients.
43:31 Networking is important for meeting influential people locally.
Get your FREE copy of my book, How To Double Your Business here: https://dybcoach.com/free-dyb-book/
In today's episode, we have a special guest, Danny Brassell, joining us to discuss the power of reading, leadership, and success. Danny, a renowned speaker and coach, is on a mission to bring joy back to education and the workplace. With his reading engagement program and expertise in communication skills, he has helped countless businesses thrive. We will delve into Danny's strategies for finding time to read, his favorite sales and leadership books, and the importance of storytelling for success. So grab a cup of coffee, sit back, and get ready to be inspired as we explore the fascinating world of personal growth and professional development. Let's dive in!
Get your free copy of my book, How to Double Your Business, Just cover the $6.95 S&H: https://dybcoach.com/free-dyb-book/
Chris Miles, the Cash Flow Expert and Anti-Financial Advisor, is a leading authority teaching entrepreneurs how to get their money working for them TODAY!
Book a complimentary call with Steve today: https://scheduleyourfreestrategycall.as.me
In this episode, we delve into the power of human-to-human connection with special guest Bryan Kramer, a renowned business strategist, author, and speaker. From discussing the importance of authenticity in communication to exploring the impact of technology on human connection, we uncover invaluable insights that can elevate your business and relationships. Join us as we uncover the keys to authenticity, human-centered marketing, and the competitive advantages of being human in today's digital age. So sit back, tune in, and let's embark on this journey towards higher success together.
Check out Bryan Kramer’s H2H Business Accelerator here: https://bryankramer.com/h2h-business-accelerator/
Get your free call with Steve here: https://scheduleyourfreestrategycall.as.me
In today's episode, we have a captivating conversation with Brandon Barnum.
We also explore the referral partner blueprint, where we learn how to build trust and add value to our target audience through strategic partnerships.
Let's get started!
Book your call with Steve today https://scheduleyourfreestrategycall.as.me
Our special guest Ryan Englin is passionate about supporting growing businesses, sharing his proven process for hiring rock star employees and offers valuable bonuses to listeners who purchase their book.
Get ready to enhance your hiring and retention strategies in this informative episode of the DYB Podcast!
Book your free strategy call with Steve today https://scheduleyourfreestrategycall.as.me
Welcome to the DYB Podcast! In today's episode, we have a special guest, US Army veteran Derek Johnson, who will share his insights on how to take control of your mind and body to thrive in today's fast-paced world.
We dive into the reasons why people struggle mentally and how the constant distractions of technology and media affect our attention spans. Derek offers practical tips on how to regain control of your attention and make intentional choices about where you invest your time and energy.
So grab your headphones and get ready for an eye-opening discussion on how to find balance in the digital age. You won't want to miss this episode of the DYB Podcast!
Book your free strategy call with Steve today: https://scheduleyourfreestrategycall.as.me
In this episode, we have a special guest, Roger Pearson, the Chief Business Education Officer of Seagull Technologies. As a master tax advisor and IRS enrolled agent, Roger has witnessed countless small business owners losing unnecessary amounts of money.
He is on a mission to educate entrepreneurs and provide them with the knowledge to build a solid foundation for their businesses, keeping more money in their pockets and giving less to the government.
In this insightful conversation, Roger shares the most common mistakes small business owners make that end up costing them a lot. From not educating themselves about running a business to commingling personal and business funds, he sheds light on critical aspects such as legal, paper organization, and tax considerations.
Take a listen to learn how to avoid these costly mistakes and set your business up for success. Let's get started with this episode of the DYB Podcast!
Book your free call with Steve today https://scheduleyourfreestrategycall.as.me
Brad Ellison of Ellison Painting shares his story from start up to $2.75M in just 2 short years.
Get your free strategy call with Steve here: https://scheduleyourfreestrategycall.as.me
"Brain Glue: The Glue that Sticks" - Discover how James I. Bond introduces Brain Glue as a powerful tool to differentiate your brand and attract customers. Through their extensive experience in advertising, they advocate for leveraging familiar phrases and names to make a lasting impression on your audience. Get your free strategy call with Steve here: https://scheduleyourfreestrategycall.as.me
Join us as Brad discusses facing fears, unleashing your potential. Stay tuned for an inspiring and informative episode of the DYB Podcast!
Get your free strategy call with Steve here: https://scheduleyourfreestrategycall.as.me/
Do you ever feel alone? Like nobody understands the struggles you're going through?
I used to also.
Until I joined a mastermind group…
The ideas, encouragement, and accountability made doubling my business much easier.
Listen or watch this and the get your spot in a DYB Mastermind Group,
where you'll meet every other week via Zoom to share the latest strategies and solve your biggest challenges...
We currently have a few seats open in MG4 which meets every other Wednesday at 10:00 am EST via Zoom.
Get your spot before it fills up for just $147/m, now.
https://dybcoach.thrivecart.com/dybmastermind
On this episode hiring expert Suman Cherry provides insight to:
- What are the pros and cons of different hiring practices?
- How can you tie your company culture and core values into your hiring practices to create best practices?
- When is it more beneficial to use internal recruiting compared to hiring recruiters?
- How do cost and time impact retention in the hiring process?
- What are some strategies for dealing with the shortage in hiring?
Get Steve’s book, How to Double Your Business for free. Just cover the 6.95 S&H: https://dybcoach.com/free-dyb-book/
Talk to Steve: https://scheduleyourfreestrategycall.as.me/
Welcome back to another exciting episode of the DYB Podcast! In today's episode, we dive into the world of elite paint and home renovations with our special guest, Nick Kelley. Nick's journey is one of determination, growth, and success in the painting industry. From starting with just four employees to now leading a team of eleven, Nick has seen his business, Nick Kelley Elite Paint & Home Renovations, thrive in a remarkably short period of time.
In this episode, Nick shares invaluable insights into his strategies for scaling his business, implementing training programs, and prioritizing customer service and integrity. We'll hear about his experiences with employee development, marketing tactics that yield great results, and the systems he utilizes to streamline operations and increase efficiency.
Join us as we learn about Nick's personal journey, from humble beginnings to building a thriving enterprise. Discover the key lessons he has learned along the way, the importance of work-life balance, and the role of faith in his entrepreneurial endeavors.
So, get ready to be inspired and gain practical tips as we dive into the amazing story of Nick Kelley's Elite Paint & Home Renovations on this episode of the DYB Podcast!
Get your free strategy call with Steve now https://scheduleyourfreestrategycall.as.me/
In this episode, Brendan Ryan shares how he runs not one but two businesses: painting and roofing, generating $2.5M.
Get your FREE call with Steve here: https://scheduleyourfreestrategycall.as.me/
Listen to Corrie’s remarkable story from startup to success and all the trials along the way.
Get your free strategy call with Steve now: https://scheduleyourfreestrategycall.as.me
Join Steve Burnett as he presents at the Blast Off Event and learn how to Double Your Business Without PAYING for LEADS.
Steve has said it before, “Paying for leads is a racket,” and he can tell you why. But you need leads, so what do you do? Listen to this podcast to find out!
Get your free strategy call with Steve here: Https://scheduleyourfreestrategycall.as.me
In the episode PJ shares his remarkable story of huge success only to start all over and succeed again.
Get your free strategy call with Steve now: https://scheduleyourfreestrategycall.as.me
In this episode Scott shares his start up story of becoming one of the most sought after paper handlers in his market.
And the mind shifts he’s made to building a painting business that scales.
Schedule your FREE strategy call with Steve here: https://scheduleyourfreestrategycall.as.me/schedule.php
In this episode, Paul Dybdahl shares his wild adventures painting for music artists like Snoop Dog and The Game, while also sharing about his identity change from being a master faux artist to building a painting business.
Schedule your FREE strategy call with Steve here: https://scheduleyourfreestrategycall.as.me/schedule.php
Today’s guest is an entrepreneurial force from MN (the silicon valley of painting.)
He started with a student painting franchise in college and then started his own painting business after graduating with an Economics degree.
And it grew fast, and his quick growth led him to found a holdings company with 4 of his best friends where they now make investments in other painting companies around the nation as well as investing in multifamily real estate.
His job title reads 'synergy and memes' and he serves as an active board member at Aleph, his holding company and a volunteer board member at the PCA.
And as quick aside, I first joined the PCA which was called the PDCA 26 years ago, and he’s been instrumental in the turnaround that has happened with the PCA.
But beyond business he is interested in
- realizing human potential through ultra endurance races,
- founding family legacy by making family meetings cool again,
- and conquering the fear of mammon, which we’ll need to unpack for everybody, by building assets in the trades and volunteering a the PCA.
Quite simply, he embodies innovation, leadership and commitment to making a positive impact.
A few of the topics we cover in this episode are
• Keys to Paris Painting breaking the $10M mark
• Investing in painting businesses. What is Aleph?
• Ultra endurance races
• Heath regiments - Breakfast smoothies, cold tub, etc.
• Current bible reading
• Current thesis on how to improve the painting industry.
Schedule your FREE strategy call with Steve here: https://scheduleyourfreestrategycall.as.me/schedule.php
In this special Episode 100, you get a live recording inside scoop of what it’s like to be in a DYB Mastermind Group. This is Mastermind Group 11 with members from the US, Canada, and Australia!
Get your FREE strategy call with Steve here: https://scheduleyourfreestrategycall.as.me/schedule.php
In this episode Cameron Loughlin comes back onto the show to share all about how he became the president of a brand new painting franchise!
Get your FREE coaching call with Steve here: https://scheduleyourfreestrategycall.as.me/schedule.php
In this special Episode 100, which I reserved for Jon Ray because he bought one of my first coaching clients John Peek’s business, we unpack the adventure for you here from Jon’s start up, to rebuild / join DYB, doubling profits, and then the acquisition of Peek Bros. Painting putting him on track ot hitting $3.5 Million this year.
On this episode of DYB Podcast, Branden Sewell shares how he turned his business sound in just 4 short months by discontinuing to pay for leads and implementing the DYB system.
He unpacks his takeaways from Extreme Ownership and Thou Shall Prosper, and how he overcame his scarcity mindset around money.
They share how he transitioned from a subcontracting model to an employee model and the importance of culture and values in their business.
Finally, he shares his journey of taking care of their health and fitness and how it has helped sharpen their leadership skills.
On this episode of DYB Podcast, our John Neubert discuss professional sales training and negotiation skills. The importance of having a visionary and implementer, a new business idea for kitchen cabinet refinishing, the power of customer service, and delegating responsibility for growth.
John Neubert also shares succession plan for the company and the importance of finding the right fit for different roles. Don't miss this episode's insights and tips to help you to Double Your Business!
Get your free strategy call with Steve here: https://scheduleyourfreestrategycall.as.me/schedule.php
In this fun & inspiring episode, you’ll hear all about Tanner Mullen’s adventures in sales, and entrepreneurial ventures, through to his thriving painting business, Premium Painting of Ocala Florida, while developing the new hit CRM estimating program, DripJobs!
Get your (exclusive to DYB only) FREE 75-day trial to DripJobs here.
Schedule Your Free Strategy Call With Steve
On this episode of DYB Podcast, Steve Burnett interviews ClikWiz Mike who shares the latest tips and strategies for painting businesses looking to utilize Google Local Service Ads and SEO services to increase their online presence and generate leads. Topics covered include the importance of positive reviews, the benefits and drawbacks of Google Ads and SEO, the use of an automated feedback system, the new focus on E-E-A-T, strategies for optimizing website content, the importance of learning AI, and the effectiveness of funnels and calls to action. Tune in for valuable insights and practical advice to improve your online presence and Double Your Business.
Schedule your complimentary strategy call with Steve here: https://scheduleyourfreestrategycall.as.me/schedule.php
SUMMARY: The DYB Podcast is BACK! Steve, April, Seth, and Ron take us back to Step 1 of the DYB System: All-Star Team. How can we accomplish having an All-Star Team in today's market with today's challenges in hiring? Is it just a pipe dream? Not at all!
PS - check out the giveaway below!
Listen to Episode 90 and learn what you need to do to create an All-Star Team in spite of today's challenges!
WHAT YOU'LL LEARN:
- The mindset of hiring
- How to hire
- Where to hire
- How to automate the on-boarding process when you hire
Thank you very much for joining us today! If you received value, would you take a quick moment and leave us a review on Apple Podcasts (iTunes), please?
GIVEAWAY: Would you help us get to 100 reviews? Just 16 reviews to go! The 100th reviewer will receive a complimentary Onboarding Automation built in ActiveCampaign mentioned in the show! Woohoo! SHOW NOTES: Press and hold to visit the SHOW NOTES Page
DYB Podcast EP89 Pat Coye's Sober Path to $1.5M and Beyond SUMMARY: Where does grit come from?
For Patrick Coye, one could say it started at the young age of 10, when his father passed away in front of him and he became the man of the house.
He began taking odd jobs in the neighborhood —grunt work from digging holes to picking up job sites— just to help put food on the table.
While attending college, he honed his boxing skills and continued working near his home town.
Then a new business venture was offered.
Would his time and talent in the boxing ring over-ride the new business he was starting with a friend? Would it last?
Listen to Patrick’s story as he shares his journey with us today to find out!
WHAT YOU'LL LEARN: * The bottlenecks and eventual turning point for Patrick going solo and breaking through to 1.5 million dollars in sales * The pattern of behavior Patrick discovered that was holding him back * The book that was pivotal in his discovery and life change to catapult him to 1.5M and beyond * The people in Patrick's life that change his trajectory
QUOTES: 10:10 Steve Where does your drive come from? Pat I'm just really striving to be the best possible version of myself. I want to uplift others around me. I'm just trying to give 100% of myself. When I go to bed at night, I want to be fulfilled with my day. That's where really where it comes from. I look at my past and I wasn't fulfilled with my days--at the end of the day, my weeks, my years. And so just feeling fulfillment every single day.
11:24 I would go out with friends on the weekend. Friday night, Saturday night-- if it was football season, we're definitely drinking Sunday, but Monday would come rolling around. I'd be lethargic. I'd get some of my work done, the bare minimum of what I had to do. Tuesday, I'm trying to play catch up. Wednesday, starting to feel somewhat normal, but still playing catch-up. Thursday, feeling good. Friday. Wait. The same routine happens over again. So, once I completely eliminated alcohol from my life, I really took a hard look at myself and I listened to a book called Can't Hurt Me by David Goggins. Absolutely. Life-changing; he talks about the 40% rule. Majority of people, they give 40% of themselves and they leave the rest on the table because they've never pushed past that. So, I looked at myself and I was like, really, why do you leave it on the table? And I realized I had a whole lot left.
12:22 Pat At the end of 2018, we were doing $600,000. The next year, the first year after I quit drinking, 2019, $1.1 (million) and then, last year, $1.5 (million). So I basically tripled my business once I quit drinking. Steve Yeah. Nothing short of remarkable.
22:56 Steve With everything you have going on now. What do you do to stay focused? Pat Power of routines. It is extremely important. I feel if I can go to bed at a certain time and wake up or I can go to bed by a certain time and wake up right around that same time, every single day, everything else just flows together. So my morning routine stretch, meditate, read workout. If I can get those four things done, I'm golden, but, really, if I had to eliminate three things there, I would say, and you just do one thing-- it's just working out. There's so many studies that say working out is so good for your mental health, your mental clarity, and releasing endorphins.
LINKS & RESOURCES MENTIONED IN THIS EPISODE: Can't Hurt Me by David Goggins Living With a Seal by Jesse Itzler Little Red Book of Selling by Jeffrey Gitomer Compound Effect by Darren Hardy Vision Driven Leader by Michael Hyatt ADDITIONAL FREE RESOURCES: Above The Line PDF WHY Exercise is So Underrated (Exercise and the Brain) YouTube Video Schedule Your Free Strategy Call With Steve Burnett
SUMMARY: Seth never saw himself as an entrepreneur, until his mind shift.
What was the mind shift?
What processes did he implement to take him from 0 to 700K in less than 2 years on track for $900K in sales at the end of this year? - (Covid hasn't stopped him)
How did he do it?
What did he implement?
What horror stories did he have to learn lessons from along the way?
Listen to EP88 as Seth Peek shares his story of working for painting contractors to building his own successful painting company in less than 2 years- even amid Covid-19.
WHAT YOU'LL LEARN: * The first hire horror story from hiring out of desperation instead of hiring All-Stars * How Seth implemented the DYB System to grow so fast without overwhelming himself * The Superman Complex that Seth defeated and how it drastically improved his business * Knowing how to be profitable, not just busy * What kind of divorce does Seth recommend?
HIGHLIGHTS 13:48 The Keys: Persistence, Follow Up, DYB System
14:06 How to Implement the DYB System without Overwhelming Yourself
14:29 What the 3P Process Delivered
15:53 Knowing Your Numbers, Watching Profitability, and using the hiring All-Stars System
16:21 How Seth Got "Out of the Bucket"
20:20 "The Gift of Desperation"
30:25 Divorcing GC's - but remaining good friends!
28:55 Right Way to Network
30:25 Step 3 of Owning the First Page of Google
34:31 Final Point: Seth's Team Appreciates This
LINKS & RESOURCES MENTIONED IN THIS EPISODE: DYB System PDF (9 Steps to Double Your Business) Comfort Zone/Magic Zone
ADDITIONAL FREE RESOURCES: 3P's Process for Finding Your Target Market
Schedule Your Free Strategy Call With Steve Burnett Thank you very much for joining us today! If you received value, would you take a quick few seconds and leave us a review on iTunes, please? Press and hold to visit the page: Show Notes Page
SUMMARY: Is your community a raving fan?
Last week we published part 1 in the series of how you can dominate your target market WITHOUT paying for leads or advertising.
By implementing these strategies, not only CAN you, your community will be THANKING you after you implement these strategies and they will become raving fans of your business.
We are not against ADVERTISING, we are against paying for advertising. When we talk about ABA's, we are referring to ads that look like Anything BUT Advertising. ABA's is Step 6 in the DYB System (of 9 Steps to Double Your Business).
This is the 2nd part in our series: How to Dominate Your Target Market WITHOUT Paying for Advertising or LEADS.
Let's talk about strategies 6-11, so you, too, can dominate your target market WITHOUT paying for ads or leads AND create raving fans within your community.
We will bring you what to do AND tell of many examples and RESULTS from those who have implemented these strategies.
*Again, each of these strategies is discussed in the DYB Community Facebook Group. There are also courses with checklists and step by step instructions on how to go about implementing these amazing strategies for DYB Members in the DYB Cafe. Not a DYB Member? Join today!
Let's do this!
WHAT YOU'LL LEARN: * Details on how to implement the strategies for becoming a lead generating machine, WITHOUT paying for advertising or leads * Case studies on contractors who implemented the strategies * Convincing details and steps to gain trust, build momentum, and grow your business while having fun with your community * The 2nd set of strategies you won't want to miss!
QUOTES: 01:46 If you're wrapping vehicles, if you have service vehicles on the road, don't fill them up with a bunch of design. You only have like a split micro-second to grab somebody's attention and communicate instantly who you are, what you do. Boom. So keep it clean.
05:43 You do these awesome things. You change a person's life. You add value to your community and your team feels better about themselves. And again, your name continues to spread. Genesis up in New York, he says, "Just got the newspaper, the article's full page! Completely free! Talk about ABAs! It's awesome! And ABA is what we refer to as anything but advertising. Because we don't believe in paying for ads.
09:11 Ads that look like Anything But Advertising and it just keeps going. And so what the (Facebook) contest is, it's like, "Hey, take a picture of our car. Tag us; you score a can of cookies." Chris Eaton, he's an awesome insurance rep in Venice and he takes it a step further. When he finds the vehicles, he goes up there and he records a video. He says, "Show me the cookies!" Everybody really enjoyed that --easy, easy way to give value to the community. Have fun and just continue to get your name out there and dominate your market without paying for ads.
12:17 I grabbed this (post) and, and it says, "Best painters ever! After pictures coming soon, but first- this. Final walk around yesterday with Jeffrey Sommers of ESP Painting Oregon. Not only was he intent on making sure everything was perfect with our exterior paint and stain job, he also gave me a card with all the paint colors listed (so thoughtful) and a "Gratitude" paint can filled with cookies from Blue Moon bakery. Seriously?? Beyond impressed." That's awesome. Easy, easy, fun ways to give value and stay out there. And Jeff, like the others, is dominating his market without paying for advertising.
12:56 Set a new record. Okay. So this is one of my favorite ones, because it was fun is creative. And so, now, as you're looking through this, you say, well, this might not be for me. And so you may be tempted to drop a C bomb, but please let me encourage you just to ask how, how can you, what's something you're passionate about that you may be able to follow this strategy, right? So that you can receive all the exposure that we did. Okay. So again, ask how-- what's something that you're passionate about, that you can do what I'm about to show you --set a new record.k
23:22 They're going to come up to you and say, "Hey, congratulations. One thing I find interesting is that everybody knows you, but I've never seen you advertise." Yeah.
33:05 So keep doing good things, right? Think of some other charities, some other things that you can be putting out there and then you can be giving value to your community because the law of reciprocity is true, through and through. So the more value you give out there, the more you help out, the more handsomely you will be rewarded. And more likely and quickly you will dominate your market and they'll come up to you, too. And they'll say, "Hey, congratulations! (when you've been awarded Business of the Year) But one thing I find interesting, is everybody knows you, but I've never seen you advertise either."
HIGHLIGHTS 01:46 Strategy 6: Unique Vehicle, Clean Design
03:08 Strategy 7: Pay-It-Forward/Paint-It-Forward 2.0
07:38 Strategy 8: Facebook Contests - "Capture the Vehicle", "How many gallons?", etc. win Gourmet Cookie in a Paint Can
12:56 Strategy 9: Set a New Record
16:45 Strategy 10: The Club
18:33 Strategy 11: iClass
24:29 MINDSET
LINKS & RESOURCES MENTIONED IN THIS EPISODE: DYB Community (complimentary for members only)
ADDITIONAL FREE RESOURCES: DYB System PDF (9 Steps to Double Your Business) Gourmet Cookie Paint Can Label to Take and Tweak Set a Record - Front Page Schedule Your Free Strategy Call With Steve Burnett Press and HOLD to visit:
SHOW NOTES PAGE
Thank you very much for joining us today! If you received value, would you take a quick few seconds and leave us a review on iTunes, please?
SUMMARY: Paying for leads is a racket.
You can dominate your target market WITHOUT paying for leads or advertising.
Not only CAN you, your community will be THANKING you after you implement these strategies.
In this 2 part series, you will learn what to do AND hear many examples of the RESULTS from those who have implemented these strategies.
Part 1 today, will cover the first 5 of 11 community building, lead generating, time tested strategies for you to learn how to dominate your target marketing WITHOUT paying for advertising or leads.
*Each of these strategies is discussed in the DYB Community Facebook Group. There are also courses with checklists and step by step instructions on how to go about implementing these amazing strategies for DYB Members in the DYB Cafe.
Let's do this!
WHAT YOU'LL LEARN: * The psychology behind WHY these strategies works * The 2 rules to making each strategy work * Details on how to implement the strategies for becoming a lead generating machine, WITHOUT paying for advertising or leads * Case studies on contractors who implemented the strategies * Convincing details and steps to gain trust, build momentum, and grow your business while having fun with your community * The first 5 strategies: REMARKable Presentations, Young Entrepreneur Scholarships, Community Spotlights, Paintball Charity Tournaments, & Video Testimonials (Part 2: Strategies 6-11 )
QUOTES: 01:24 Imagine what it would feel like to have high quality leads constantly coming in and closing sales with, with almost no pressure at all. And you don't need to really study any sales techniques. And that's kinda what I meant about my book and how to double your business without making a sale is you do all this--if you implement this stuff and you try these ideas that worked very, very well for us, you don't have to worry so much about the sales strategy, sales techniques, and imagine that your community loves you for this.
I mean so much that, you're featured in the paper times. You are given awards. So you have a community awards, you're given Business of the Month Award and awards from the paper, from the magazines. And then you win Business of the Year. Imagine this because this is what happened for us.
06:30 After we won Business of the Year, he (Joel) had come up to me to congratulate my wife April and I that night.
And he says, "You know, congratulations, you guys," he says, "I'm so happy for you."He says, "You know, something I find interesting--everybody knows you, but I've never seen you advertise." Well, here's why.
29:36 Our team loved this stuff. They love the paintball charity. They got in. They got to have fun. We even created a group chat, between all the teams, so they could talk smack to each other, you know, about how they're going to beat each other.
So when it came to a tournament, right, but at the end, everybody wins and everybody loves it. And again, and your name just gets spread and spread and spread in good favor--in the paper. What would a half page ad cost? Right. If you ran an ad, what would it cost? So there's the upfront cost and a half page ad, but not just that, how much does it really cost? Because we ignore advertisements, we ignore ads, right?
So if that would have been a great big ad about our business, everybody would have ignored it and went straight to the article or the stories.
HIGHLIGHTS 07:06 Two RULES for the right mindset for success
10:35 FIRST Strategy: REMARKable Presentations
21:25 Others implementing REMARKable Presentations
23:27 SECOND Strategy: Young Entrepreneur Scholarships
25:22 THIRD Strategy: Community Spotlights
28:15 FOURTH Strategy: Paintball Charity Tournaments
30:22 FIFTH Strategy: Video Testimonials
LINKS & RESOURCES MENTIONED IN THIS EPISODE: DYB Community (complimentary for members only)
ADDITIONAL FREE RESOURCES: Video Testimonial Checklist Finding Your Target Market (3 P's Exercise) Schedule Your Free Strategy Call With Steve Burnett Press and HOLD to view:
SHOW NOTES PAGE
Thank you very much for joining us today! If you received value, would you take a quick few seconds and leave us a review on iTunes, please?
SUMMARY: Having provided a Young Entrepreneur Scholarship three years running, Matt Jansen knows the benefits such a program has on his business as he makes this particular impact in his community.
In this episode of the DYB Podcast, Matt and Steve discuss the benefits or running the Young Entrepreneur Scholarship.
The outline is simple: 1) Announce the Young Entrepreneur Scholarship, 2) Promote and Gather Contest Applications for 6-8 weeks, 3) Host the interviews with your team for judges, and 4) Announce the winners!
Though simple, the step by step course walks you through all the details that make a huge difference in the success or flop of the program.
Young Entrepreneur Scholarships are just one of the many ABA's talked about at DYB. What is an ABA? It's an ad that looks like ANYTHING But Advertising. The Young Entrepreneur Scholarship is one of the many detailed, step by step courses available when you become a DYB Member. Matt Jansen of Matt the Painter out of Billings, MT, has become a Y.E.S. fan, just like his whole community! We hope this podcast inspires you to step out and provide a Young Entrepreneur Scholarship in your community.
WHAT YOU'LL LEARN: * What is a Young Entrepreneur Scholarship, Y.E.S. * How providing the Y.E.S. makes a huge impact in your community * Why the Y.E.S. is a powerful ABA that effectively grows your business
QUOTES: 07:51 We had, I think, it was about four or five contestants and we just had a good time. What I liked, as well with it in the past, we have had some of our team members sit in and judge, and they just, they get a kick out of it.
And sometimes they brought in their kids just to kind of show them the entrepreneurial path, what we're doing. Just besides, you know, we're not just painters, we're connecting and giving back to our community and making that impact. So it's huge that way and there's nothing more gratifying than at the end of these, you're standing there with your big dry erase board check and the kids are all excited and it's got their name right on it.
Their parents are just beaming. They're just proud of their kids and you're getting pictures and shaking hands and that creates all sorts of memories for the parents and for the kids.
LINKS & RESOURCES MENTIONED IN THIS EPISODE: DYB Membership
ADDITIONAL FREE RESOURCES: Schedule Your Free Strategy Call With Steve Burnett Press and Hold to go to:
Show Notes Page
Thank you very much for joining us today! If you received value, would you take a quick few seconds and leave us a review on iTunes, please?
SUMMARY: When you lose your entire team in the course of 24 hours, it may seem you'll never recover.
Hear from David Cook in this week's episode of the DYB Podcast as he shares his story of recovering from that very thing, to easily hiring a team with the same mindset and values and how he trains his team and builds his company culture up.
David will share the mind shifts he has made in order to hire, train, and build his team around his values and high standards.
WHAT YOU'LL LEARN: * David adds the 12th question to the 11 Interview Questions - and this helps him match the potential hire to his team and standards * How being told he "owns a job" kick started David to building a successful painting company * What David had to let go of, in order to bring a team of like minded people to his company * How training is done with David's team * One thing David took control of during Covid-19, to help direct his team and culture * The software David uses to train his employees and, therefore, give control of raises to the employee (earn at their rate of learning) * One thing David added to his hiring ads that made hiring a cinch * The importance of working a spouse who supports the mission of their company
QUOTES: 07:15 Finding the right people to do that, you have to find the people that are patient and using the questions you came up with for, interviewing, we actually added one and it was kind of a hit and miss people either resonate with, or they don't. And we use the question, "Do you like puzzles," as part of our interview process.... No one immediately answers that everyone immediately sits there and kind of looks at you. Like, why you asking me this question? So it really throws them off for one. So, I love that fact, but you know, usually they'll kind of sit there and look at you, then they kind of relax a little bit more and they'll say, yeah, you know, "I like Sudoku or jigsaw puzzles." ... So if they really enjoy puzzles, for me, that signifies that they'll be good at problem solving and ... there's always problem solving (on the jobs).
10:30 He said, "I think you own a nice job." He says, "If you want to learn how to own a nice business, why don't you call me next week and join the mastermind group. That kinda set with me all weekend of, "I own a job. I own a job. I own a job." And here this whole time it's been me and one other person, I thought I had a business. The more it sat with me, the more it resonated, "I don't want to own a job. I want to own a business." So when my parents are sick or when the time comes that they pass away or when something happens that I need to take off, I have that freedom.
13:07 Be the leader. Don't live in somebody else's wins. Develop your own wins. Develop your own leadership. Develop and take ownership for your influence with your family.
19:27 Our newest one is using RingCentral. So I'm actually taking that leap of my personal cell phone becoming the company number. And so all the phones will go through there versus, me being the one to answer the phones. We'll be able to have other people to answer phone calls, which is a big one of something you're giving up again--- trusting the process, trusting that this is, this is what we need to do to grow. (Let go to grow.)
23:39 Read. Read every day. Because your life is determined by the people you associate with and the books you read and the most influential people are because of what you've read. Forgiving often, praying. It's where you share your thoughts, problems, and praise, and never allowing yourself to get in your way of what's possible for yourself." (Quoting S. Truett Cathy, founder of Chick-fil-A)
HIGHLIGHTS 07:15 David's added question to the 11 Hiring Questions that makes it easy to decide who to hire
10:30 David decides he doesn't want to "own a job" -- he wants to build a successful business.
12:01 Create your own victories, don't live off someone else's.
14:22 Hiring forces the "Superman Complex" out of you; you have to let go and let others try and let them make mistakes so they can learn, too.
16:02 How David took control after Covid-19 began and how it built his company culture up
19:32 How David trains his team successfully, putting them in the drivers seat of promotions
20:51 The tweak David made to his ads for hiring that makes hiring so much easier
21:44 The impact David's wife has on the business
LINKS & RESOURCES MENTIONED IN THIS EPISODE: Start With Why by Simon Sinek
Michael Hyatt Books
Kingdom Man by Tony Evans
Motivation Myth by Jeff Hayden
American Ladder Institute
Paint Scout
QuickBooks Online
Pipeline Deals
Google Drive
Ring Central
David Cook Facebook
ADDITIONAL FREE RESOURCES: 11 Interview Questions PDF DYB Mastermind Group - Find out if MG is right for you Schedule Your Free Strategy Call With Steve Burnett Press and hold to visit the page: Show Notes Page Thank you very much for joining us today! If you received value, would you take a quick few seconds and leave us a review on iTunes, please?
SUMMARY: Jeff Walters joins Steve for EP83 of the DYB Podcast and discusses his life's story of drug addiction to being a successful painting contractor.
Jeff became the man of the house at a young age, which put pressure on him, though he had a very encouraging mom.
He began playing in a band at the young age of 11 and worked hard --whether working hard for drugs or as he now does, to help give others a second chance.
Not only does he have a wonderful, thriving business, but Jeff strives to give felons a second chance as he hires them and helps them to work hard to overcome their previous life choices to be successful, clean, and sober.
WHAT YOU'LL LEARN: * How Jeff started out in a band at a young age and painted on the side to make money * What the catalyst was that helped Jeff out of drugs and into being a successful businessman * The hope Jeff offers to other convicted felons--helping them see beyond their past and work hard for their futures. * The interesting start the 12 step program gave Jeff for his painting company and the encouragement he has for hiring today
QUOTES: 1:34 Steve: "How did you get started in this crazy business?"
Jeff: "Well, the funny part about it was, whenever I couldn't find anything else to do, I could always find something you paint. And this goes clear back from, in my teens, at that point I'm supposed to be an entertainer. So, I mean, I never thought of the painting business as a career. It was just a way to always make some quick, easy money."
3:04 Steve: "So you started playing music very young and then you figured, 'All right, well, I've got to actually generate some income.' How old were you?"
Jeff: "17, 18. It was just kind of a side thing, when I was playing five nights a week and I did the holiday circuit and we had a band that traveled about five States. We did college one nighters for a few years, so I started pretty young. One of the neat things that there is, as I see some of the new young guys come in, now they're all 'gung ho' about starting the business and stuff. That wasn't how it was for me. I wasn't looking at it as a business at all, it was just a way to make decent money relatively quickly, but I didn't really look at it when I started, as that being a business or career."
3:52 "It was basically me and my mom growing up. So I didn't meet my dad until I was in my thirties. So it was me and my mom growing up and I was kind of the man of the house, but with that came a lot of, a lot of pressure. Mom was always supportive of everything that I did, but I turned to drugs, really, at a pretty young age and battled with some addiction issues for a huge chunk of my life. I'm thankful that I don't have to live that way today. I've been clean since, October the 6th of 2001. And it's something that I work on, really, every day."
5:29 Steve: "So you started off in new construction."
Jeff: "I did. Yeah. Like most of us, right? Easy leads. Just usually no profit, unfortunately. But at that point, I wasn't looking at any of that. We're just trying to get some money to continue the lifestyle."
7:32 Jeff: "One of those things, Steve, where birds of a feather flock together, you know?" Steve: "Oh yeah. It's so true. That's one of my favorite quotes. You are the average of the five people you spend the most time with-- Jim Rohn."
9:43 "When I got clean, that was almost a full time job for me -- just to try to find a whole new way to live and not associate with the people that you...that's why I took the halfway house for awhile. Cause that way, at least, I had someplace safe to go. I didn't have any money, I didn't have anything. So, finding a job sounded like the logical answer, except nobody would hire me. I'm a convicted felon at that point, I'm at a halfway house. I wasn't having very good luck finding a job. So I start up the business."
10:26 "Of course, at first...I didn't have any kind of advertising or anything else. As I would go to these 12 step meetings, I would tell them, say, "Hey, here's the thing. I just got out of treatment. Anybody has anything to paint, I'd like to do it." And at that point, I was just trying to keep the phone on."
11:29 Jeff: "An old timer once told me, "Look, all you need to do is stay clean till your next meeting." So that's how come I was attending three or four a day because I wasn't sure if I could make it til tomorrow, but I could make it to my next meeting. Then the days started turning into weeks and the weeks into months and then years. And here we are today." Steve: "These referrals from the meeting, they had a vested interest. They wanted 1) to support you, because it's like a brotherhood. And then 2) they were kind of there as accountability, too, after they pay you. They're like, "So Jeff, you're going to use this to pay bills and buy equipment, right?" Jeff: "Exactly...a whole new set of birds to flock together."
16:50 "I would way rather have some really good people that don't know how to paint. I can teach them how to paint. (Verses) somebody that comes in and says, "Oh, I got 27 years worth of experience." I'm like, "Yeah, I got 27 years worth of bad habits to break." Steve: "Isn't that the truth!"
18:23 Steve: "Now, for our listeners who are not DYB Members, yet, you mentioned Monday. I just want to pack that a little bit. So, Monday is the new production management & admin management program that we have rolled out. And what Jeff's referring to is, we (in our 1-1 Coaching Meetings) built out an All Star Team CRM now, so that it's created its own application form. And so, then when he posts that link with his hiring ad, everybody drops into that form and it makes the process streamlined. Plus he's building his list, right, Jeff?" Jeff: "Right. Correct. And , the nice thing about doing that is now, they can fill out the app off of a cell phone. Before, I used to have him come in, fill out an application... I wanted to see if they could read and write and follow instructions, you know, and a lot of them couldn't do at least parts of those. But now, we've tried really hard to streamline a bunch of those processes and we see the benefits of doing that."
24:01 "I just wanted to, let some of the people know that there's some really good people there (felons) that really want to work hard and just want to do, want to change their lives and given the opportunity, some of them do that. We've had some really wonderful success stories over the years. And that's part of why, why I still do this. You know, God is good. He's given me some tools here where I can make a difference in some people's lives. So for me, I'm at an age where the money is important and I live comfortably, but that's not really the big motivator for me. So if anybody has any questions on that ever, they can sure contact me."
HIGHLIGHTS 0:18 Jeff meets his wife, who mistakes his employee, Johnny, for the owner as Jasmine thinks, "If Walters Painting will hire, Jeff, then maybe they will hire me." Little did they know, they'd get married a few years later!
01:45 Jeff starts playing in a band at a very young age and gets into the drug and alcohol scene. He then paints on the side to make quick cash for his lifestyle.
05:29 Jeff starts off painting in new construction for the easy leads. In 1988, Jeff is busted on drug charges and taken to prison. In 1991, is when he really started a painting business.
08:10 Jeff goes back to prison from 1995-1998, but he does work for the Department of Corrections eventually, painting about every correctional facility there was in Nebraska.
09:43 At a half-way house, Jeff tried to find employment, but as a convicted felon, no one would hire him. Jeff decides to start up his painting business.
10:26 Jeff begins asking for painting work at his 12 step meetings and landing work.
16:29 Jeff shares how he took his company culture to the next level, working with convicted felons and then having them all read business books together and discuss.
18:23 Jeff talks about how he has streamlined his business.
24:01 Jeff talks about his key motivator for business in giving hope to those who need a second chance.
LINKS & RESOURCES MENTIONED IN THIS EPISODE: Receipt Bank
QuickBooks Online
Monday: Project, Hiring, and Admin Management
QBQ (The Question Behind the Question)
Dave's Killer Bread
ADDITIONAL FREE RESOURCES: Jim Rohn Jeff Walters Facebook Schedule Your Free Strategy Call With Steve Burnett Thank you very much for joining us today! If you received value, would you take a quick few seconds and leave us a review on iTunes, please? Press and hold to visit the page: Show Notes Page
SUMMARY: Working with your spouse can be challenging, but in this episode of the DYB Podcast, Steve and April bring you 9 Steps to Working With Your Spouse, Effectively and Enjoyably.
Starting with a confession of needing marriage counseling themselves and how that changed their marriage for the better and how you can, too!
They start by laying the foundation and end with the best tools they have found, so far.
Whether you are married or not, Steve and April share relatable stories and easy to use tools for growth in your relationships and team members.
WHAT YOU'LL LEARN: * How their struggles in marriage led to learning great tools * How you can communicate with your spouse even better * Key questions for personal growth and happiness in your marriage and life * Specific steps you can take to make your marriage to the next level * If you're not married, what to look for before you consider saying, "I do!"
QUOTES: 0:47 "Let's say on a scale of 1 to 10, your expectation was a five. That's what it was (in your marriage) before. Let's just say. And so I was coming in this marriage with an expectation of 10, and let's just say it was a seven. So you were super happy. You were stoked. And I was like, (deflated), "Wow. Yeah." So we decided to go to marriage counseling."
2:18 "How you can have a thriving marriage, a great marriage. Okay, this is possible. We just have these tools that we need to use. And so we want to share these with you guys. Not because--and this is why, well, one of the reasons why, it's taken us so long to produce this podcast is because for me, a fear of listen to this podcast because we've got it all together and this is perfect and this is what you should do, too. But rather, this is what worked for us and if it can at all help you guys, we want to share that to help other marriages. Or even if you're not married, this would be a great podcast to listen to if you're not married so that, you know, when you are thinking that direction, what you can use and some tools and things you need to think about before you get married..."
8:12 "What we're missing in the world today is understanding. That doesn't mean that you agree with the other person, but you can see where they're coming from and you can have empathy. Again, it doesn't mean that you agree with them, but you can understand where they're coming from."
13:51 "It's not fair to expect something if we haven't discussed it or had an agreement first. (In) so many sitcoms, you see the wife is like, "Well, you should know what I want. I shouldn't have to tell you." I just, I don't understand that --that's not logical. It doesn't make any sense."
17:22 "So extreme ownership, taking ownership, even when it wasn't something that was in your control. If you just blame it on someone else and say, "No, I'm a victim of this circumstance or of this person doing this." You've given all the power away, but taking back ownership saying no, what could I have done differently? How did I contribute to this? I own this. How can I change it? That shifts you from a victim and this marriage will never get better mentality to, wow. We can do this. Let's figure out how this works. Let's do this. It's so powerful."
HIGHLIGHTS 4:27 Step 1: Supporting the Mission
7:43 Step 2: Knowing Personality Types & Languages of Appreciation
13:55 Step 3: Expectations vs. Agreements (Steve Chandler)
15:56 Step 4: Ownership vs. Victim (Mentality)
19:22 Step 5: The List of ____ :)
21:41 Step 6: Foregoing This
23:49 Step 7: Empty This
27:44 Step 8: Four Tools
43:28 Step 9: The Golden Question
LINKS & RESOURCES MENTIONED IN THIS EPISODE: Steve Chandler
Jacko Willink Extreme Ownership
Love and Respect by Emerson Eggerichs
ADDITIONAL FREE RESOURCES: DISC Personality EP75
Languages of Appreciation Podcast EP 76
9 Steps PDF of How to Work With Your Spouse Effectively and Enjoyably Schedule Your Free Strategy Call With Steve Burnett Thank you very much for joining us today! If you received value, would you take a quick few seconds and leave us a review on iTunes, please? Press and hold to visit the page: Show Notes Page
SUMMARY:
The DYB Podcast is connecting with our mates Down Under as we bring you Rob Vuckovic, owner of Fusion Painting in Canberra, Australia!
Rob shares many mindset changes he went through after starting his business, Fusion Painting.
Like many of us, he learned painting from his father, but unlike many of us, his dad had him working from the age of 12 so that he would be persuaded to never paint, but to work hard in school and avoid manual labor and get an office job.
Rob’s father taught him how to work hard and he excelled. Rob became a mechanical engineer only to hate it and want nothing more than to be out painting.
Rob then worked for his dad until his dad recommended he start his own company, which Rob willingly and excitedly did.
Feeling like he couldn’t fail, he took on what he thought was the best job and best market for him on millionaires lane—only to find it was nightmare lane.
After losing $27,000 on that job, receiving no referrals, and not even being remembered by the home owner, he went to work for many GC’s. Having an awful time with them, his amazing paint rep help him and told him he should break into the residential market (avoiding the Big House on the Hill clients from then on!).
This was one of many mindset changes or mind-shifts Rob went through and he shares them with us today.
WHAT YOU'LL LEARN: * Many mindset changes for Rob that we can, no doubt, relate to, including: from painter to business man * How Rob curates his culture amongst his team * How Rob pre-sells so that the estimate is almost sold before he gets there * What Rob does to focus on the customer experience, leading to Endless Referrals, as Bob Burg taught him * The importance of following up and how his mindset changed from dreading it, to feeling helpful in doing so * How Rob takes lessons from Jacko Willink's on Extreme Ownership and applies them to his company * Rob's mindset change from Superman Complex to Delegator and how that builds up his team and morale in his company
QUOTES: 09:14 "After a little while, I was able to join a group and learn about the business side of painting. That was the thing that was a real mind shift: learning about knowing your numbers, understanding a profit and loss, understanding how to track jobs and learn costs and things like that, learn how to read a balance sheet, print out a profit and loss statement at the end of every month and read it and study it and understand it. That was really the shift, the transition from a craftsman painter into a businessman."
12:05 "I think it was Richard Branson who said, "Look after your staff and they'll look after your customers." And really, really the team is everything to our business and it should be to everyone else's business. They are really the engine room of the business. You know, I go out and sell a job and do all that and generate leads and stuff, but really, at the end of the day, if you can't produce a job, you're not gonna make any money. So these guys are out there, they're at the coalface, really producing the job. They are the ones who are interacting with our customers day to day, they are the face of your business. They're the guys that have got the branding on the tee shirts, branding on the vans. They are really everything in a business, you know, without them, we don't have a business really. ... Really that is so important to me that's where the company culture has to come into it. So it's strong, it's a very strong thing. And I've always, always, always valued that."
12:58 "(Following Up) This is something you read about in books, back when I started, many years ago: follow up, follow up, follow up. It was something that I was resistant to do. I could have given you 20 reasons why. I didn't want to do it. It was only when I had people come over and bid to do things around my own home. And the guys that followed up, it really, really left an impression on me. And that was it. That was my mind shift. The way I felt when I got followed up, because I almost (used to feel) it was a bit cheesy or a bit almost like a used car salesman thing, but really, it's the way you do it. And these people will follow me up because they were genuinely interested in the job. It really left a great impression on me. And I tell you from that moment, I'm following up."
HIGHLIGHTS 09:14 Learning the Business Side
09:49 Good Painter, Bad Businessman
12:05 Company Culture Strategies
14:50 Traveling to US and comparing US to AUS businesses
16:04 Pre-selling to Clients
17:15 Focus on Customer Experience
17:58 Importance of Following Up
19:06 Influence
20:02 Endless Referrals by Bob Burg and the impact on Rob's business
20:37 Extreme Ownership by Jacko Willink and the impact to Rob
22:56 Overcoming the Superman Complex
LINKS & RESOURCES MENTIONED IN THIS EPISODE: Endless Referrals by Bob Burg
How to Win Friends and Influence People by Dale Carnegie
Extreme Ownership by Jacko Willink
Rob Vuckovic
ADDITIONAL FREE RESOURCES: House on the Hill Article Above The Line Philosophy Schedule Your Free Strategy Call With Steve Burnett Press and hold to visit the page:
Show Notes Page
Thank you very much for joining us today! If you received value, would you take a quick few seconds and leave us a review on iTunes, please?
SUMMARY: In this episode of the DYB Podcast, Seth Peek of S. Peek Painting out of Atascadaro, California and Mike Gallagher of Gallagher Painting out of Winchester, Massachusetts, join me to discuss the power of finding their target market. They, like other DYB Members, found it is vital to know your target market if you want to grow a successful painting company peacefully.
Like a majority of painters when they begin their journey, they didn't want to turn down any work and that is the way you may have to start, just to get some jobs on the calendar. However, the first goal should be to --as quickly as possible-- shift your calendar to only work with your target market and referrals of your target market, as you'll hear about from Seth and Mike.
Also, I'll give you step by step directions on how you, too, can find your target market to increase your profitability and streamline your company.
WHAT YOU'LL LEARN: * How Seth and Mike's companies ran before working with Steve to find their target market * The negative side effects of not knowing your target market * Seth and Mike share the peace of mind and confidence they have in working within their target market * Strategic success Seth and Mike experienced after finding their target market and the positive shift in their company team morale. * Step by step how to find your target market using the 3P's Process of the DYB System
QUOTES: 08:09 When scheduling things come up with them now, I feel more confident in the current jobs we're in just to put my foot down and say, "We can't be there till this date." It gives them opportunity to reflect whether or not they want to get a bid out to somebody else or if they just want to wait for us to do it, but I'm no longer going to cater to another contractor in order for our work to get done.
10:01 We're going to just keep going with what works for us and, in turn, those referrals will just bring in more of the jobs that fall within our 3P's. I'm feeling confident and I'm feeling pumped and I'm stoked for the new frame of mind I've gotten. It feels really good as a business owner to finally have the confidence to say no to certain clients.
11:12 So you're getting similar jobs from similar people in similar neighborhoods because they're all referring to their friends who live in similar houses. After a while, as long as you do your job and you're friendly and your guys take care of the process, it kind of just works on its own after that.
12:49 At that point, I just realized something had to change. Year after year, I was like, "This is the year I can make this work." And it just never did. I found that I had guys, when I would bring in a crew that, towards the end of the job, they could tell a customer was frustrated. I was frustrated. And it just really set a low moral standard amongst my employees. when we first started talking and we realized that this was my biggest thing was affecting me. The very first thing you said to me is just cancel those jobs.
13:51 Knowing that I could then focus on jobs that I could finish on time that I could make a profit on and that my crew would be satisfied with at the end, was such a big game changer for me.
HIGHLIGHTS 15:04 Step by step, how to find your target market
16:21 The 3P Process Distinction
17:28 The compounding of referrals in the target market
18:55 What happens when you find your target market
LINKS & RESOURCES MENTIONED IN THIS EPISODE: 3P's Process to Finding Your Target Market Worksheet (FREE)
Seth Peek
Mike Gallagher
ADDITIONAL FREE RESOURCES: Schedule Your Free Strategy Call With Steve Burnett Thank you very much for joining us today! If you received value, would you take a quick few seconds and leave us a review on iTunes, please? Press and hold to visit the page: Show Notes Page
SUMMARY: DYB Podcast EP78 brings Ben Campbell of Campbell Painting and Drywall in Anchorage, Alaska to the show. From the very beginning, his family started a couple of paint retail stores in the 1950’s in Alaska. Then Ben started his company in 2006 with his brother and went solo in 2009. He shares his very relatable early mistakes to his current successful company with 15+ employees, on track for $1,000,000 revenue for 2020.
Ben shares how overcoming huge adversity helped build his drive and grit. Though he wouldn’t want to go through the obstacles again, he looks for the positive and what he can learn from each situation to learn and grow and not give up. He also shares his strategy for hiring and keeping a great team.
WHAT YOU'LL LEARN: * How Ben uses his individual USP (Unique Selling Proposition) to set him apart and grow his clientele * Ben's strategy for hiring painters and keeping a great team * How technology helps Ben streamline his business * Ben's organizational strategy for crew leaders * How to empower a team to do their best work * How to avoid and overcome the negativity around you * Lastly, an encouragement to those who are working "in the bucket" and want to get "out of the bucket" to run a streamlined business
QUOTES: 04:39 "(When you started) How did you generate your leads? Word of mouth was basically it at the beginning. We had yard signs and did some networking at church, but it was mostly word of mouth."
21:01 "Keep grinding, you know, that's all I wanted to say. Just keep grinding and it will get better, but learn from your mistakes. You know, if you did something wrong once, don't do it again. If I'm bidding a job and I didn't make money on it, well then why didn't I make money? Ask that question."
09:02 "Why don't you do much new construction? There are a lot of great builders, but the bottom line is, painting is an expense to them. They want to keep their expenses down, so they don't use the highest quality paint that we do or want to spend time making the job perfect, like we do."
21:28 "There's good money in what we do."
LINKS & RESOURCES MENTIONED IN THIS EPISODE: TSheets GPS Time Tracker
Quickbooks Online
Compound Effect by Darren Hardy
Ben Campbell
ADDITIONAL FREE RESOURCES: Schedule Your Free Strategy Call With Steve Burnett Thank you very much for joining us today! If you received value, would you take a quick few seconds and leave us a review on iTunes, please? Press and hold to visit the page: Show Notes Page
EP78 How to Stay Productive in Tough Times SUMMARY: This episode of the DYB Podcast is called "How to Stay Productive in Tough Times" and today, Steve and April start by sharing 6 strategies to keep your mind and body primed for productive work amidst the drastic changes happening today.
These practical tips include basic things like getting lots of sleep and exercise, and more profound acts like listing down what you are grateful for and sending words of encouragement. None of these are hard to do, but as Jim Rohn said, “What’s easy to do, is easy NOT to do.” So make sure you don’t just listen, but actually implement these 6 strategies when you are needing motivation to stay productive and positive in tough times.
Steve and April also talk about protecting your mind, from the music you listen to and the people with whom you associate.
They wrap up by sharing practical activities that businesses which have temporarily closed, can engage in now.
WHAT YOU'LL LEARN: - 6 Strategies on how to stay productive during tough times - Why the strategies are effective - How to protect your mind from negative influences - What to focus on for maximum achievement and development - What action steps you can take today, even if your business is shut down currently, to continue to build your business during this time and help out your community - How to gain positive momentum to keep moving forward in this challenging time QUOTES: 02:14 The American Economy is the most resilient economy in recorded history. ~ Dave Ramsey
03:02 People to keep an eye on: Michael Hyatt, Darren Hardy, Dave Ramsey - Dave Ramsey because he’s a money guy.
04:02 We are going to talk about some ways to be PRO-active, not RE-active.
04:57 One (thing) I appreciate, is that you (Steve) built the DYB System during a recession, when everyone was saying, “The sky is falling. Cash in your chips now. This is it,” and many businesses did roll over and, unfortunately, did not come back. But YOU didn’t have that option. You had two little kids, single father. You HAD to figure it out.”
05:59 You’ve got a list of 6 things you do, when you are needing motivation in tough times. What do you do?
06:35 The number one most important thing on my list for staying productive is….proper sleep.
08:03 Good point, so if you’ve not had enough sleep, let your spouse, your family know, so if you react rather than respond, they’ll know ahead of time, “Okay, this isn’t intentional; this isn’t personal.” …They’ll have more grace with you.
10:50 “That’s brilliant; here is what you are doing. The hardest thing is just getting started. And if you can just get yourself started, that’s really the goal. Somebody says, “I want to start jogging.” Have your goal to be put on jogging shoes and step outside."
14:20 “Send a text message of gratitude, inspiration, or encouragement to 20 people. A text message is more personal than a Facebook message because any stranger can shoot you a Facebook message. But not everybody has your cellphone number."
23:00 "Write down on paper before you go to bed, 20 things you are grateful for. It can be in a journal, notebook, whatever it is. Write it down on paper, 20 things you're grateful for. And this primes the pump, if you will, for your subconscious to think about everything you're grateful for, priming you to wake up feeling great."
026:30 Get the highlights, but you don’t need to fill your mind with fear by hours and hours of commentary. Get the data, get the facts, but don’t feed the fear, skip the commentary.
32:51 "Protect your mind, protect your heart for it is a wellspring of happiness by who you associate with; make sure that being associated with this person is helps you to be more productive, they encourage you, they help you along the way, they build you up."
33:13 You can only help people when you, yourself are in that positive mode; if they are bringing you down, take a step back until you can help them.
HIGHLIGHTS: 06:36 Tip #1: Get proper sleep
09:08 Tip #2: Exercise (preferably in nature!)
13:48 Tip #3: Send 20 messages of encouragement
Tip #4: Saved for last!
16:43 Tip #5: Create something
22:22 Tip #6: Write down 20 things you are grateful for
24:53 Tip #4: Protect and guard what you feed your mind
34:16 IE: Fill yourself with positive music & people & messages
42:22 Activities that closed businesses can engage in NOW
LINKS & RESOURCES MENTIONED IN THIS EPISODE All links and resources mentioned in this episode are found on the Show Notes Page. Show Notes Page [Press and hold to visit the page]
SUMMARY: This episode of the DYB Podcast is called "Fanocracy: Turning fans into customers with David Meerman Scott". Today, Steve Burnett and David sit down to discuss fandom culture and how any business can grow by cultivating a devoted and loyal group around fandom culture.
David shares that showing your passions to your existing and potential customers is the key to creating a genuine human connection. In this way, you gain positive brand recall that makes you stand out from the crowd. He also shares 3 actionable tips that you can apply to your own painting business today.
WHAT YOU'LL LEARN: * 3 Strategies to Implement in Your Business Today to Build Fanocracy * How Fanocracy Builds a True Human Connection and Why * How One Contractor Built a $20 Million Business Utilizing Fanocracy
QUOTES: 07:12 "Building fans is all about a true human connection. We spoke with neuroscientists to find out what's going on in our brains when we become a fan of something and it turns out all of us are hardwired in our DNA, in our ancient brains, to want to be part of a tribe of people, to be part of a group of people because that's when we feel safe."
08:16 “Passion is infectious-even if you don’t share the same passion.
09:05 "Here's what this means for painting contractors is, the more you can share what you love with your existing and your potential customers, the more they have an opportunity to bond with you as a human being, not just as a painter."
13:21 "The lesson here, I think, for painting contractors is... it doesn't have to be skateboarding obviously, it should be whatever you're passionate about. But show what you do in your off time. Show what you do in your life. Show perhaps what your family does. What do you do when you go on vacation? Show that on social networks, show that on your website."
17:34 "Everybody listening in here probably has something they love, whether it's a sports team they love or a hobby they have or some physical activity they love to do or whatever it is on their off time that, should you be able to showcase that, allows you to stand out from the crowd. And you're not just the painter. You're the painter who loves to birdwatch or whatever it is."
26:08 "I mentioned earlier the closer you get to someone, the more powerful the human connection. So video and photographs are very powerful if they're shot within about 4 feet away and you're looking directly at the camera and because our brain processes that, intellectually we know it's on a video or photograph, but our ancient brain, our subconscious brain, processes it as if you were right next to that person. Which is exactly why we feel we know movie stars because of mirror neurons."
27:27 Matt Risinger in Texas built his contracting business from zero to 20 million and he credits me completely with the advice to record videos from 3 feet away or less. He has more than ½ a million subscribers to his YouTuber channel.
30:39 "The [first thing] I would do right away is, number 1, take a look at your externally-facing website, your social media and make sure, number 1, that you're eliminating all the images and words that make you generic. If you're using stock photos of houses and buildings, you should be removing them. You should use real photos of buildings and houses that you've painted."
31:16 "I actually recommend going from third person that's talking like, “We are such and such a painting contractor and we operate in the Boston area, that kind of thing, to 'I'. I've been painting for the last 20 years. I've been running this business. My customers etc. Go from third person to first person."
HIGHLIGHTS: 04:08 Create fans with a true human connection
10:08 Show what you love to your customers
15:03 Get attention: your passion makes you different
19:38 Avoiding politics and religion
21:25 Questions from the community
26:44 YouTube: make your audience know you
30:24 Top 3 steps to achieve Fanocracy
LINKS & RESOURCES MENTIONED IN THIS EPISODE: Fanocracy.com
David Meerman Scott: LinkedIn & Twitter
Matt Risinger’s YouTube Channel
ADDITIONAL FREE RESOURCES: Schedule Your Free Strategy Call With Steve Burnett
Thank you very much for joining us today!
If you received value, would you take a few seconds and leave us a review, please?
- Press and hold to visit the show notes page
SUMMARY: In this episode of the DYB Podcast called "How to Grow an All-Star Team with the 5 Languages of Appreciation," Steve and April Burnett define the 5 languages, how to recognize each one, and share how to communicate between them so every person on your team feels appreciated. Why? Because "70% of employees say they receive little or no appreciation at work" according to Gary Chapman and Paul White in their book entitled The 5 Languages of Appreciation in the Workplace: Empowering Organizations by Encouraging People.
They share examples of how to know your own language of appreciation, how to know one another's language of appreciation, and tie it back to the workplace to strengthen your relationships to grow a strong team as well as utilizing this information to close more sales. Steve and April also touch on how the 5 languages of appreciation can be applied to other relationships, such as family and friends, as well.
WHAT YOU'LL LEARN: -What are the 5 Languages of Appreciation -How to Know Your Own Language of Appreciation -How to Find One Another's Language of Appreciation -How the Language of Appreciation Helps to Build Strong Teams -How to Close Sales Using the Language of Appreciation QUOTES: 03:36 "One: Words of Affirmation. 'You did a great job!' is an example of Words of Affirmation.
05:57 "Two. Quality Time. Take your team out to lunch. Connect with them. Maybe grab a tool and work with them for a little bit. Maybe ask them to ride along with you on a sales call. (That's) Quality Time."
15:37 "Three. Acts of Service. Providing assistance, ask, "What can I do to help?" Make sure that they win by setting them up to succeed. So ask (your team), how can you serve them? How can you help them?"
18:43 "Four. Gifts. Tangible gifts. I believe this is Ron's. Ron Ramsden. He is awesome. So we have that retreat a couple of years ago. He bought all the coaches a branded DYB hat. He is so thoughtful like that."
26:56 "Five. So here's the last one and it's kind of interesting. Physical Touch. Okay, so this one, we have to have a huge caveat here because there's appropriate workplace touch and there's inappropriate and you do not want to cross the boundaries here. Handshakes, fist-bumps, and high fives are all great and appropriate forms of Physical Touch."
HIGHLIGHTS: 01:49 Lack of appreciation in the workplace
03:37 Language of appreciation 1: Words of affirmation
05:57 Language of appreciation 2: Quality time
10:24 Quality time in the workplace
15:32 Language of appreciation 3: Acts of service
18:43 Language of appreciation 4: Gifts
21:23 Gifts in the workplace and marriage
26:56 Language of appreciation 5: Physical touch
LINKS & RESOURCES MENTIONED IN THIS EPISODE: The 5 Languages of Appreciation in the Workplace:
Empowering Organizations by Encouraging People by Gary Chapman and Paul White
ADDITIONAL FREE RESOURCES: DYB System PDF Download Video Testimonial Checklist Schedule Your Free Strategy Call With Steve Burnett (Press and hold to visit the page) Show Page Notes
SUMMARY: In this episode of the DYB Podcast called "How to Close More Sales and Build Stronger Teams with DISC", Steve Burnett chats with April Burnett and together they walk through what DISC is and how these personality types mix with each other AND, most importantly, how you can use this knowledge to close more sales and build strong teams!
Steve and April share real-world examples of how DISC works and its benefits-—from applying it to sales jobs to dealing with your team to improving family relationships. In particular, they share how they apply DISC to their work and marriage to build a better company and stronger family.
WHAT YOU'LL LEARN: - DISC - How each of the 4 personalities related to one another - How to communicate with other personalities different from your own - How to play a game to increase your skill of recognizing others' personality - Stories to illuminate just how this all works QUOTES: 03:48 "First is Dominance. The High D. I'll open with a story. I remember before I learned this, I was working on job site and there was a guy there that I felt was so rude to everybody. He was inconsiderate and interruptive and just rude and domineering. So, dominance through and through. After I studied DISC, I learned, oh my goodness, he's just a high D. He doesn't mean to be insensitive. He doesn't mean to be rude."
06:36 "High I's. They want everybody to be happy and everybody be okay. They avoid conflict. There's a book, I think it's Strengths Finder 2.0, that calls it WOO. Winning Others Over. And that's huge for high I's, I believe, across the board."
07:56 "S is the steady, loyal, even-tempered, accommodating, patient, humble, tactful person. They're the golden retriever if we're talking about the animal for each personality. They're very loyal."
09:41 "C's are the conscientious, analytical, reserved, precise, private, and systematic."
19:25 "But for sales, you had this system of Peg, Pace, and Mirror. You taught me this. So Pegging is being able to say okay, now you know the personality profiles, all four of them--can you peg that potential customer, at the estimate, can you peg their personality? Peg their personality and then pace. Can you then keep up to their pace? And then, of course, mirroring that back to them, speaking their language in a sense."
32:30 "This is all about increasing your ability to communicate with your team, which then builds your team. The better communicator you are, the more money you make."
43:19 "Whether you work with your spouse, if you don't, just personally, I encourage you to consider it. If you feel like, you know April said hey, I would never work him. Well, recently she's learned a few tools, a few strategies, and we're going to go over those. If you do work with your spouse, like many of our clients do, and they build successful businesses."
HIGHLIGHTS: 03:48 D for dominance
05:27 I for influential
07:57 S for steady
09:39 C for conscientious
18:33 Application to sales
23:07 Interacting with other personality types
32:30 DISC in the team and other people
38:05 DISC in the family and marriage
LINKS & RESOURCES MENTIONED IN THIS EPISODE: DISC Personality Quiz by DYB Coach You'll need to Make a Copy to take the quiz so everyone can use the same link here. :) ADDITIONAL FREE RESOURCES: Schedule Your Free Strategy Call With Steve Burnett Press and hold to visit the page Show Page Notes
How Kevin's Maller Painting Doubled His Business last year from $500,000 to $1,000,000! SUMMARY This episode of the DYB Podcast Steve Burnett chats with Kevin Maller himself to discuss his amazing journey in the painting business.
Kevin starts by telling his roots in painting and eventually branching out to pave his own way with his own company.
In here, he learned hands-on how to grow from word of mouth to doubling with Facebook marketing
From making 100k annually, he has now grown his business tenfold past the million-dollar mark...
QUOTES 21:57 "Everything was word of mouth. I basically had a bunch of contractor friends that I had called around and... my dad actually had some residual phone calls.
Paintegrity, the company I was working for was kind of, you know, sending me anybody that called their old number.
So... everything was word of mouth all the way up from 2012 to 2016.
And I prided myself on being a word of mouth painter."
24:32 "Indirectly or directly, most of these extra leads were coming from Facebook. So I really got inspired to start marketing to generate more leads.
And from 2017 to 2018, we jumped another 100k to half a million that year and that year I really...
I feel like it was right around when I got around 400 or 500 likes to my page is when my Facebook really started working for me."
26:09 "So I would take before and afters or I would take a bunch of really quality photos, I'd post them up on Facebook,
I would add really catchy lines, use great words like 'imagine' or 'ask a question' or if a rhetorical question and try to get people engaged."
34:06 "With before and after, I always like to put the after photo first because the first photo is the biggest photo.
So you want that photo to be kind of your wow photo. And then you would put the before photo second.
So it may say before and after is up there but you always want to put the after first. You don't want the old dingy photo to be the biggest photo in the box."
39:33 "Really, if you have enough leads coming in, you're not going to care if you get that job or not. You're going to price that job accordingly and you're going to spend that job off and it's up to them to figure out how they're going to come up with that money to pay for that job. Not you.
So by getting more leads, you're sending more higher dollar bids out and you're doing actually less work and you're making more.
If that makes $ense."
49:49 "You know, all of my competitors are my friends. I've really made it a thing to befriend everybody in the area.
I know all the big contractors around. First name basis. We all have each others' phone numbers. We all call each other, bounce stuff off each other.
We pass jobs to each other if we can't handle it..."
HIGHLIGHTS 03:20 Kevin's professional history and introduction to the painting business
11:45 Getting lost, returning as an estimator, and learning how to hustle
18:35 Founding his own company and growing leads
23:00 Facebook as a main marketing tool
35:48 Motivation, a thirst for knowledge, and cultivating leads
44:26 Kevin's reading list and apps he uses
RESOURCES
Schedule Your FREE Strategy Call With Steve Burnett Maller Painting Co on Facebook
The E-Myth Revisited
Traction
How to Win Friends and Influence People
The Culture Code
One Million Followers
Estimate Rocket (60 day free trial)
Acuity Online Appointment Scheduling
PipelineDeals: Sales CRM
Mailchimp Email Marketing Platform
QuickBooks accounting software
mallerpaintco@gmail.com
WHAT YOU'LL LEARN: In this episode of the DYB Podcast, Steve Burnett and Scott Lollar sit down and talk about planning for the upcoming year and why you should do it too for your business. From reviewing your vision to performing an honest SWOT Analysis to investing in marketing, there are many ways to move your business forward depending on which stage of development you are currently at.
Some key things that are universal across businesses, however, are the preference to outsource and automate and to streamline the budgeting process.
Improvements in these areas will definitely have an impact on one of the most important key performance indicators of your business: gross profit.
QUOTES: (04:16) "If you say want to triple your business in 5 years, there's implications for that vision for your 4, 3, 2, and now, right? So we can't just say we want to be a 3 million dollar business and have 6 painters, right? We know that math doesn't work so the vision helps bring clarity to all aspects of your business."
08:44 "And we find people cannot achieve a company that exceeds a million if they're not willing to delegate and let go because if you're gonna keep it on your plate, your plate is just not big."
12:11 "When you grow over a million dollars, we usually see an increase in investment in marketing. DYB is a total advocate of anything but ads to doing things that are organic and free.
But there's gonna come a point in time when you wanna go from say 900,000 to 1.5 million, you're going to need to put some gas on that fire. So how are you gonna do that? And you need to do an analysis of your current lead flow."
17:27 "A budget's important for several reasons. First of all I want to start at top line revenue. We know from the power of attraction, the science around goals, that to have a goal really activates the brain to achieve it and to get after it.
So if you don't know how much you need to sell for January, how are you going to hit that target? You need to know the target clearly."
19:21 "Really start looking at some KPI's which are some key performance indicators so you know you should be looking at lead to sales ratios. You need to look at backlog. You should be looking at revenue per direct labor hour. Absolutely, gross profit is key here.
We could care less how much money you do in revenue if you're not putting it in your pocket. So we know that we need gross profit to run our business and to pay ourselves."
HIGHLIGHTS: 01:55 Review your vision
05:08 Perform a SWOT Analysis
10:36 Create positions & invest in marketing
14:36 What to outsource?
17:20 How to budget? LINKS & RESOURCES MENTIONED IN THIS EPISODE DYB Scoreboard & SWOT Schedule your free strategy call with Steve Burnett Schedule your free strategy call with Scott Lollar
EP72 Rick Bruno From Start-Up to $3M SUMMARY: In today’s episode of the DYB Podcast, Steve welcomes Rick Bruno.
Rick is the head and founder of Bruno Painting, based out in Newport, Rhode Island.
In this podcast, Rick tells his journey of how he got into the painting business, learned from working for companies and eventually built his own, starting from scratch.
He talks about how integrity and hard work helped him generate leads and got Bruno Painting to where it is today.
Rick talks about the importance of company culture and giving back to the community.
Rick also shares his challenges over the years with finances and involvement with the IRS and how he overcame those ordeals.
WHAT YOU'LL LEARN: * How to get word-of-mouth referrals * How hiring a coach will grow your business significantly * The importance of culture in the foundation of a business
QUOTES: “I remember visiting some of my dad’s job sites and walking through and thinking it was the coolest thing ever.”
“I knew if I could get people’s trust, and work with integrity, they were gonna tell their friends and they were gonna tell their friends and that’s just how the company ran for the first seven to ten years.”
“If you want to grow, hire a coach. So that’s what I did.”
“Culture is everything. To me, it’s the oil of the company, like having a well-oiled machine.”
HIGHLIGHTS: 3:39 How Rick got started in and grew the business
7:46 Generating leads at the start
11:30 Employment structure and company culture at Bruno Painting
14:31 Books
15:42 On coaching
LINKS & RESOURCES MENTIONED IN THIS EPISODE: Join DYB
rick@brunopainting.com
How To Make Friends and Influence People by Dale Carnegie
Crucial Conversations: Tools for Talking As Stakes Are High by Kerry Patterson
Pipeline Deals
Estimate Rocket
Automate your business with Zapier
T-Sheets
ADDITIONAL FREE RESOURCES: Schedule Your Free Strategy Call With Steve
Connect with Rick Bruno on Facebook here
Connect with Steve on Facebook here
Press and hold to visit the page
Show Page Notes
Thank you very much for joining us today! If you received value, would you take a quick few seconds and leave us a review on iTunes, please?
EP71 Nick Lauro of Lauro Painting Shares How he is Making the Shift from Intense Commander to Patient Leader SUMMARY: In this episode of the DYB Podcast, Steve welcomes back Nick Lauro of Lauro Painting to talk about perspectives on improving oneself in order to improve one’s business and relationships. Nick shares his own challenges in shifting his character for the better, from being an intense commander to a patient leader.
In the podcast, Nick points out his own shortcomings and what he used to do in certain scenarios. He shares how to effectively approach these situations by pausing and reflecting before reacting. Nick explains how he’s managed to improve communication with his employees.
Nick goes on to share how these habits crossed over into his personal life and points out important realizations he’s had along the way. Nick was the guest on episode 31 of the DYB podcast.
QUOTES: “Work harder on yourself than you do on your business.”
“Something that I try to do every time there’s a challenging situation is that I remember to pause, think or reflect on what it is that’s exactly going on.. and some things you can control, and some things you can’t and then I decide how I’m going to move forward.”
“People don’t remember what you said, they remember how you made them feel.”
“What I like to have is more dialogue and understanding and have them (foremen) be a part of the decision because that’s how they’re growing.”
“I’m not walking into the house on the phone, I’m walking into my home as the father, the husband that’s willing to spend time and be there with them, and I shut everything else out.”
LINKS & RESOURCES MENTIONED IN THIS EPISODE: Join DYB
ADDITIONAL FREE RESOURCES:
Schedule Your Free Strategy Call With Steve
Connect with Steve on Facebook here
Thank you very much for joining us today! If you received value, would you take a quick few seconds and leave us a review on iTunes, please?
EP69: Tax Strategies and Deductions with Beth Wilson of Taxsavers SUMMARY: In this episode of the DYB Podcast, Steve is joined by Scott, April, and special guest, Beth Wilson. Beth is the president of Tax Savers, a company based in Florida that helps businesses move forward by offering simplified accounting and advisory solutions and great tax planning strategies.
In the podcast, Beth differentiates between LLC, S-Corp and C-corp and clarifies which one is right for a given type of business. She tackles tax strategies, the do’s and don’ts of tax preparation, and how to make the best out of a company’s earnings, deductions, and accounting.
Keep listening to the end for her favorite way to help clients reduce their tax burden!
WHAT YOU'LL LEARN: * Differences between LLC, S Corp, and C Corp * Tax strategies for your painting business * The do’s and don’ts of tax preparation * How to make the best of your Company Earnings and tax deductions
LISTEN HERE: XXXXXXX
QUOTES: “If you’re a corporation, you then have a choice to be an S-Corp for taxation purposes where you can make an election or you are taxed as a C-Corp. An LLC is a real chameleon..”
“You need to have a partnership that is only husband and wife or a sole proprietorship that is one parent to be able to pay your children tax-free.”
“The motivation generally has to do with controlling the second tier of tax that most people don’t think about consciously, and that’s social security tax. Your bottom line as a sole proprietor is a hundred percent taxable for social security tax.”
“If you’re an employee, there’s no such thing anymore, under the tax code for employee business deductions.”
“You generally want somebody who’s federally licensed, like a tax attorney or an enrolled agent or a state license, which is a CPA.”
HIGHLIGHTS: 1:53 LLC, S Corp, and C Corp
6:12 Children as tax deductions
11:29 How should an owner be compensated?
15:01 Tax deductions
24:22 Charity as a business expense
25:56 Reliable tax preparers
Bonus: Her favorite tax-saving strategy that she loves to use!
LINKS & RESOURCES MENTIONED IN THIS EPISODE: Join DYB
ADDITIONAL FREE RESOURCES: Schedule Your Free Strategy Call With Steve
Connect with Beth Wilson on Facebook here
Connect with Steve on Facebook here
Press and hold to visit the page
Thank you very much for joining us today! If you received value, would you take a quick few seconds and leave us a review on iTunes, please?
How to Market Your Painting Business Now to Stay Busy all Winter Schedule Your Free Strategy Call With Steve
QUOTES: “One of the most valuable groups you can join to grow a successful business is rotary.”
“When you get a room full of entrepreneurs and business people, it happens and it happens in a
big way.”
“Unfortunately some people think if they show up at two meetings and something doesn’t
happen and then it doesn’t work for them. It’s the world of instant gratification.”
“Give what you can give and it will come back to you tenfold.”
“As people do their online booking, they atomically get Zapped, their email get Zapped into a
Mailchimp.”
SUMMARY In this episode of the DYB podcast, Steve is once again joined by Scott, Greg, and Ron to talk
about marketing for winter time. They share tools and marketing techniques painting businesses
should consider if they want to be busy during the holidays.
The team talks about different ways to network within a community to generate friendships and
leads. They go over different organizations that may be present in a certain locale and discuss
how to properly navigate through these groups and establish good relations with members.
The DYB team talk about ways to market a painting business through creative and valuable emails, newsletters, and networking.
HIGHLIGHTS 1:40 Networking
7:54 Building relationships in organizations
11:40 What are ABA emails and newsletters?
16:35 Managing customer contacts
19:20 Work in medical offices
25:30 Other marketing methods
RESOURCES Thou Shall Prosper by Daniel Lapin [book]
www.infousa.com (information resource)
ADDITIONAL RESOURCES: Schedule Your Free Strategy Call With Steve
Thank you very much for joining us today! If you received value, would you take a quick few seconds and leave us a review on iTunes, please?
You didn't win the bid. Instead, you hear, "...their price was lower than yours." Ugh...
The only thing worse than losing a job or bid that you really wanted, to another company, (especially when you know that your company provides a better experience), is thinking that you lost it because their price was lower…
Why?
Because, in believing that you lost the bid because their price was cheaper lets you off the hook of being responsible and mistakingly gives you license to complain and criticize them.
When, instead, what you should do, is take full and complete responsibility by taking the position that either:
A) you did not prequalify well enough or
B) that you did not educate your prospect to explain the value that your company provides by differentiating your self.
“But they said my price was too high!”
Right. That’s what they said.
Here is what they mean.
Of all the painting companies we had come out to give us a bid, they all seemed to offer about the same experience; therefore, price was our only differentiator and so it only makes logical sense to go with the best price as long as they were likable. (By the way, being likable is very important.)
If you continue to blame the other company for underbidding you, you’re stuck. There isn’t much you can do about their pricing. Well, except complain and get angry, which will get you exactly nowhere.
Plus, when you blame others, you’re practicing mental laziness. When you blame others for your situation, your brain stops working to help you find a solution.
Here’s what to do when you keep getting underbid.
Take complete ownership and say to yourself, “Ok self, this feedback means that I didn’t communicate enough value for my quoted price."
Once you do this, taking complete ownership for your result and not blaming anybody else, now you have the power to change future outcomes.
Your brain will go to work thinking of ways to help you to step up your game, to explain the value you provide, to educate the client on the experience they will have with your company.
I have to confess, I can only share this with you now in full confidence, because I was once a full-blown victim. Until I was introduced to the concept of Above The Line by my Best Man, Ron Mann. Literally, he was my Best Man at our wedding. I digress...
Here is how to create the new habit of taking ownership.
- Look for others who seem to experience a set back of sort and see if they respond positively with ownership or if they react with blame and criticism. This will help you keep your new habit top of mind.
- Give those close to you permission to hold you Above The Line. Meaning any time they hear you blame others, make excuses, or deny responsibility, they can ask you're if you being below or above the line.
This mindset will serve you in every area of your life, not just in winning bid, but winning bids is a great place to start. :)
You are your only real competition and if you work harder on yourself than you do on your business, as the late Jim Rohn would say, success is inevitable.
In my next post, I'll show you some ways to stand out making it much easier to show why your company provides a much better experience and why your price, even though it may be the highest, is the best value.
Until then, let's agree to keep it Above The Line!
P.S. Bid Painting Jobs Profitably with this FREE Estimating Bundle:
https://dybcoach.com/estimating-bundle/
EP68: Using Benefits to Build a Winning Team SUMMARY: In this episode of the DYB podcast, Steve is once again joined by Greg, April, Scott, and Ron to talk about using benefits to build a winning team. They dive into topics like insurance, paid time-off, and special types of benefits such as tool acquisition and training.
The DYB team talks about what should count as a company benefit and how to make sure it is something that carries value, advancement, and opportunity. They share their own business experiences in providing different types of benefits to employees and discuss what’s in store for the future.
WHAT YOU'LL LEARN: * How to use company benefits to built a winning team * What should count as a company benefit * Types of benefits you can leverage leverage
QUOTES: “People want an opportunity for growth, so showing them a clear path for advancement and tying that up in your hiring ads is critical.”
“These [conferences] cost you money because you have to pay [employees] to go do it, but it can be really helpful and they can come back and train others on the material they learned.”
“Not everyone’s gonna take you up on all of your benefits; you have to find out what’s important to each of your employees.”
“I recommend that we allow people to enjoy some part of their lives without worrying about the paycheck.. what we recommend is that it is an earned benefit..”
“You should tell people, “We offer training!” It’s a benefit and you should put it out there as one.”
HIGHLIGHTS: 1:19 Insurance and Aflac
8:05 The case of paid time-off
10:52 Tools as benefits
14:46 Training as a benefit
19:03 Credit unions and gym memberships
22:12 Conferences as benefits
26:44 What’s important in the future?
LINKS & RESOURCES MENTIONED IN THIS EPISODE: Join DYB
ADDITIONAL FREE RESOURCES: Schedule Your Free Strategy Call With Steve
Connect with April Burnett on Facebook here
Connect with Ron Ramsden on Facebook here
Connect with Greg Miller on Facebook here
Connect with Scott Lollar on Facebook here
Connect with Steve Burnett on Facebook here
Press and hold to visit the page
Thank you very much for joining us today! If you received value, would you take a quick few seconds and leave us a review on iTunes, please?
EP67: How to Handle the Seasonal Crush SUMMARY: In this episode of the DYB podcast, Steve, April, Ron, Greg, and Scott talk about how to handle seasonal crush. The team tackles the important things to consider when things are or about to get really busy.
Steve and the gang discuss how to properly plan ahead and focus on priorities during the busy season. They stress the importance of communication, affirmation for employees, having time off and setting boundaries in order to be on top of the chaos. The team also gives some professional advice regarding growth pains during challenging times.
WHAT YOU'LL LEARN: * How to properly plan ahead and focus on priorities * Importance of communication, having time off and setting boundaries * How to keep growing your company even during difficult times
QUOTES: “Right now we have blinders on, all we’re thinking about right now is the busyness of the season...what we really need to do, as leaders and CEO of our business, is work our plan.”
“Don’t make it your painters’ fault that this happened or that you got here. This is your business; you created this chaos and you have to uphold the culture.”
“If I’m doing something and my phone is ringing off the hook, I will pause and let people leave messages and make sure that I’m focusing on what I’m working on because it can get pretty chaotic this time of the year with your phone.”
“You always need an opportunity for people to make an appointment.”
“There’s so much freedom when someone isn’t tethered to cash flow.”
HIGHLIGHTS: 1:00 Importance of planning
5:49 Handling appointments
10:10 How do you insulate your team from the seasonal crush?
16:56 How to take care of oneself during the chaos
19:42 How to scale and forecast
LINKS & RESOURCES MENTIONED IN THIS EPISODE: Join DYB
ADDITIONAL FREE RESOURCES:
Schedule Your Free Strategy Call With Steve
Connect with April Burnett on Facebook here
Connect with Ron Ramsden on Facebook here
Connect with Greg Miller on Facebook here
Connect with Scott Lollar on Facebook here
Connect with Steve Burnett on Facebook here
Press and hold to visit the page
Thank you very much for joining us today! If you received value, would you take a quick few seconds and leave us a review on iTunes, please?
EP66: John Gallman of Behr Paint SUMMARY:
In this episode of the DYB Podcast, Greg interviews John Gallman, of Behr Paints.
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LINKS & RESOURCES MENTIONED IN THIS EPISODE:
Join DYB
ADDITIONAL FREE RESOURCES:
Schedule Your Free Strategy Call With Steve
Connect with Greg Miller on Facebook here
Connect with Steve on Facebook here
--------------
Press and hold to visit the page
Thank you very much for joining us today! If you received value, would you take a quick few seconds and leave us a review on iTunes, please?
EP65 Nick Cuttonaro, CEO of The Link Builders Discusses The Importance of Online Presence and Branding SUMMARY: In this episode of the DYB podcast, Greg brings in Nick Cuttonaro of Link Builders, a firm that works with companies to control and improve their brand narrative. Nick talks about the Link Builders, how it started as an SEO company, and how it eventually transitioned to brand reputation management as its niche.
Nick tackles the importance of online presence, branding, and what is actually visible about a company in social media outlets. He gives some advice on how to take care of online reputation, especially in this world of likes, dislikes, and reviews. Nick also highlights the do’s and don’ts of social media management and gives pointers on how to properly execute a press release.
WHAT YOU'LL LEARN: * The importance of online presence * The ins and outs of Link Building * Branding and brand reputation * The do’s and don’ts of social media management * How to Properly execute a Press release.
QUOTES: “Google your name. What is discovered? Like is there great content? Is there no content? And do that for your brand name as well. I think you’d be surprised...”
“It all revolves around controlling what someone would see on search in social media.”
“Look at the top competitor and your market because, in most instances, a top competitor is doing all they can to be as competitive as possible.”
“You need friends in media because you’re not paying for a press release and so there’s got to be a ‘what’s in it’ for the media company.”
“Most businesses and most business owners are wired this way— they’re wired to give but the hardest thing is articulating what you’re doing to the media or even getting a press release because no one wants to brag or boast.”
HIGHLIGHTS: 2:38 What is link-building?
5:57 Nick talks about his firm’s services
7:54 Pointers on online presence and brand reputation
16:46 Greg and Nick talk about paid review services
26:13 How press releases work
LINKS & RESOURCES MENTIONED IN THIS EPISODE: Join DYB
ADDITIONAL FREE RESOURCES: Schedule Your Free Strategy Call With Steve
Connect with Nick Cuttonaro on Facebook here
Connect with Greg Miller on Facebook here
Connect with Steve on Facebook here
Press and hold to visit the page
Thank you very much for joining us today! If you received value, would you take a quick few seconds and leave us a review on iTunes, please?
Ron Gerharz of Hi-Tech Painting & Decorating of Sheboygan WI SUMMARY: In this episode of the DYB podcast, Steve welcomes painting expert, Ron Gerharz. Ron has been in the business for 31 years and owns Hi-Tech Painting and Decorating, a successful company based in Sheboygan, Wisconsin.
In this podcast, Ron shares his inspiring story of working at a factory when he was young and the journey he made that led to founding a million-dollar company. Steve and Ron tackle topics about the workplace, motivation, faith, and family. Ron also shares some insights he has learned along the way by joining DYB and shares some advice on life, tech and even good books to read.
WHAT YOU'LL LEARN: * Ron's painting business startup journey * Work, faith, and family balance * Ron's insights and lessons learned from DYB * Tech in painting
QUOTES: “I started and I kinda faked it ’til I made it so to speak because I’m a go-getter.”
“I was always just telling myself, I’m just gonna do it… and once I did it, I just never looked back.”
“Motivation and determination say a lot and can do a lot for oneself.”
“You know, when we joined the DYB, that was the big paradigm shift.”
“One thing is having the knowledge, it’s knowing what you’re talking about, it’s standing different from the rest of your competitors, that you know what type of product would be best for a particular situation for the customer.”
HIGHLIGHTS: 2:14 How Ron got started in the business
10:40 Ron talks about the early stages of his company
12:08 The workplace, family and faith
13:16 Ron shares some major paradigm shifts
14:44 Ron talks about tech
LINKS & RESOURCES MENTIONED IN THIS EPISODE: Lead for God’s Sake by Todd Gongwer (book)
The 10x Rule by Grant Cardone (book)
The Magic of Thinking Big by David Schwartz
The Compound Effect by Darren Hardy
Join DYB
ADDITIONAL FREE RESOURCES: Schedule Your Free Strategy Call With Steve
Connect with Ron Gerharz on Facebook here
Connect with Steve on Facebook here
Press and hold to visit the page
Thank you very much for joining us today! If you received value, would you take a quick few seconds and leave us a review on iTunes, please?
EP63: How to Optimize your Website with Clik Wiz Mike Williams SUMMARY: In this episode of the DYB Podcast, Steve, Greg, Scott, and April bring in Mike Williams of Clik Wiz, a digital marketing platform for painting companies. Mike and the team cover a range of topics regarding website optimization.
Mike differentiates between commonly used web tools and explains how to utilize them for marketing a painting business online. He explains how conversion rates and optimization work. He also points out which data to look out for and track using Google Analytics. Mike goes on to give some tips on search engine optimization and how to improve online presence to ultimately increase lead generation.
WHAT YOU'LL LEARN: * How website optimization and conversion works * Available web tools for marketing a painting business online * Important data to track in Google Analytics * Search optimization and lead generation
QUOTES: “A conversion rate would be, if I get a hundred visitors to my website, how many leads do I get? If you get five leads, that would be five percent.”
“People like to do business with people they know right? And so adding some authenticity and some personality to the site would be one way to improve.”
“I like to see search engine traffic as the biggest number and so one of the things that we really look at is how many visitors are you getting from the search engines today versus a year ago.”
“Make sure you’re tracking not only the leads, but tracking the visitors and then we can get the conversion rate and increase the rate to get your website to be a lead generation machine and it’s possible and doable, it’s the goal.”
“There’s thousands of online directories out there where you can submit your business to, the biggest thing with doing that is making sure your name, address and phone number and your website are all consistent on all of those directories.”
HIGHLIGHTS: 3:20 The differences between Wix, Wordpress and other website providers
7:50 What is conversion optimization?
12:25 Utilizing Google analytics
19:51 How to know if the website is performing well
23:30 Risks of website modification
26:35 Search engine optimization and online reviews
LINKS & RESOURCES MENTIONED IN THIS EPISODE: Top 50 Citations
Hostgator.com (website hosting platform)
Wix.com (website service)
Wordpress.com (web tool)
CallRail (app)
Join DYB
ADDITIONAL FREE RESOURCES: Schedule Your Free Strategy Call With Steve
Connect with Mike Williams on Facebook here
Connect with Steve on Facebook here
Press and hold to visit the page
Thank you very much for joining us today! If you received value, would you take a quick few seconds and leave us a review on iTunes, please?
EP62: Managing Client Expectations from Estimate to Referral SUMMARY: In this episode of the DYB podcast, Steve brings in Greg and Scott to talk about managing client expectations. The team takes a close look at the customer experience and how to improve it, from estimates to referrals.
Greg and Scott break down the communication process with clients and highlight the necessary practices in setting up appointments, showing up properly, building rapport and dealing with the details of the transaction. They also share gestures that can surely leave clients happy and satisfied.
WHAT YOU'LL LEARN: * How to improve customer experience * Communication process * How to build rapport with clients * The little gestures that leave clients happy and satisfied
QUOTES: “One of the big things that I think people are missing out on is the follow-up phone conversation that happens after the appointment is booked. Anyone that is booked on your website, you need to call.”
“The customer is really looking for you to direct the process.”
“You should talk very little in the process, you should listen.”
“Take the time to listen to the customer and understand their pain”
“Quality is a baseline, elevate the company in the experience.”
HIGHLIGHTS: 1:06 Communication process
5:45 What are good practices for salespeople?
14:33 What to do after getting the job?
22:27 End of job practices
LINKS & RESOURCES MENTIONED IN THIS EPISODE: Youcanbookme (calendar app)
Acuity (calendar app)
Join DYB
ADDITIONAL FREE RESOURCES: Schedule Your Free Strategy Call With Steve
Connect with Steve on Facebook here
Connect with Greg Miller on Facebook here
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EP61: How to Save Thousands in Admin Expenses Via Virtual Assistance with Nadia Burnett SUMMARY:
In this episode of the DYB Podcast, the DYB team welcomes virtual assistant and entrepreneur Nadia Burnett. Nadia and the team discuss virtual assistance and modern online technology that can be employed to streamline the business and possibly save a lot of money in administrative expenses.
Nadia explains digital marketing, automation via Zapier, and other important tools that can and should be used today. She also sheds light on some modern technological concepts and services (which her company offers) such as search engine optimized blog posts and Zapier workflows. The DYB team also talk’s about delegation and having a clear vision so as to properly take advantage of these powerful technological advancements.
WHAT YOU'LL LEARN:
- How virtual assistance & modern online tech can save you money
- Importance of digital marketing
- Zapier and other automation tools
- The Importance of delegating with clarity
QUOTES:
“Normally, between the different workflows, I would say it normally starts from your scheduling tool or however the lead enters your funnel.”
“A zap can look like this: when I get a new thing in program A, I want it to do this other thing in program B. So the first part is called the trigger and the second part is the action and zapier will run the workflow automatically based on the trigger without you having to do anything”
“I use so many Zaps myself, so really it’s a matter of asking yourself ‘What do I do every single day that makes me wanna pull my hair out; I don’t want to do it over and over again and so how can I automate this?”’
“Automate, delegate and focus on only what you can do.”
“There’s just so much powerful work that can be done, so many solutions but we need clarity, super clarity, about what we’re trying to accomplish so that we land right on the dot.”
HIGHLIGHTS:
1:27 How Nadia learned digital marketing
7:53 What is Zapier?
10:46 When and how to use a Zap
13:57 Nadia talks about other services her team offers
21:06 On delegation and clarity
LINKS & RESOURCES MENTIONED IN THIS EPISODE:
Join DYB
Automate Your Admin | Zapier Flowchart for Painting Contractors
www.dybvirtual.com
nadia@dybvirtual.com
ADDITIONAL FREE RESOURCES:
Schedule Your Free Strategy Call With Steve
Connect with Nadia Burnett on Facebook here
Connect with Steve on Facebook here
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EP60 The Most Popular Tech to Streamline Your Painting Company SUMMARY: In this episode of the DYB podcast, Steve is joined by Scott, Greg, and Nadia to talk about technology. They discuss how it has changed over the years, why it’s crucial to the painting business and more importantly, what are the most useful and popular tech today that can help streamline any painting company.
The DYB team members dive into different types of technology available today. They talk about important apps and automations that help them and also critique and compare certain tools that offer the same services. The team also share insights on technological progress and its effect on customer relationship management and other aspects of the business.
WHAT YOU'LL LEARN: * Why technology is important to your business * Types of tech that can help you streamline your painting business * An overview of the most popular apps and automations
QUOTES: “One of the biggest opportunities that most people miss, that I’m just obsessed with, is following up.”
“People put these lofty goals, ‘I want to do this much in sales’ but how what does that translate to as far as your lead flow and what is your close ratio and how do you track that? And it [CRM and PipelineDeals] gives you a very precise and strategic way to keep track of these people and connect with them..”
“From a scalability standpoint, CRM plays such a crucial role because you’re absolutely able to see what your sales performance is for all your employees.”
“Technology is the new economy.”
“Technology is meant to improve our business, it’s not to take the substitute of customer service.”
HIGHLIGHTS: 1:40 Types of technology
4:20 Basecamp and PipelineDeals
7:14 Time-tracking software and customer relationship
14:30 Nadia talks about the most common programs used via Zaps
16:45 Quickbooks and other financial services
20:08 Clock-in utilities
LINKS & RESOURCES MENTIONED IN THIS EPISODE: Estimate Rocket (app)
Basecamp (app)
PipelineDeals (app)
TSheets (app)
PetCloud (app)
Zapier/Zaps (app integration)
Youcanbookme
Quickbooks
Veryclock (app)
Bill.com (financial service)
Join DYB
ADDITIONAL FREE RESOURCES: Schedule Your Free Strategy Call With Steve
Connect with Nadia Burnett on Facebook here
Connect with Greg Miller on Facebook here
Connect with Scott Lollar on Facebook here
Connect with Steve on Facebook here
Press and hold to visit the page
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EP59: Time Management Strategies For the Busy Season SUMMARY: In this episode of the DYB podcast, Steve is again joined by Ron, Greg, and Scott to talk about time management strategies during the busy season. The team tackles the challenges of the busy season from different perspectives.
The DYB team members discuss productivity, time management and ways to implement methods for proper communication with clients and employees. They also talk about delegation and prioritization and how a ‘jam session’ can help out with plans and strategies. They give valuable time management as well as tips for personal well-being in order to operate not only with efficiency but also with integrity.
WHAT YOU'LL LEARN: * Time management strategies during the busy season * Proper communication methods with both clients and employees * Delegation and prioritization during a busy season * Personal wellness tips for maximum efficiency and productivity
QUOTES: “Set up your system so employees allocate the proper time for each task, and another huge thing is that as we start getting really busy, a lot of people throw away their operational systems and that’s just a big no go!”
“Do the estimate on the spot and be done with it.”
“A lot of things that end up in your idea graveyard are things that just never got the proper focus.”
“When I can get out there and when I do get out there early morning and get my exercise in first, ideas start flowing, things make sense, the answers come in and everything just flows.”
“If you don’t honor a commitment to yourself, nobody’s going to respect your boundaries as well.”
HIGHLIGHTS: 3:41 Challenges with employees and coming up with estimates for clients
9:48 What is a jam session in DYB terms?
14:12 Scheduling and prioritization
16:15 Exercise, daily routines, and personal well-being
21:30 Delegation and keeping track of business activities
LINKS & RESOURCES MENTIONED IN THIS EPISODE: Join DYB
Free to Focus by Michael Hyatt (book)
ADDITIONAL FREE RESOURCES: Schedule Your Free Strategy Call With Steve
Connect with Ron Ramsden on Facebook here
Connect with Greg Miller on Facebook here
Connect with Scott Lollar on Facebook here
Connect with Steve on Facebook here
Press and hold to visit the page
Thank you very much for joining us today! If you received value, would you take a quick few seconds and leave us a review on iTunes, please?
EP58: The Challenges of the Seasonal Crush SUMMARY: In this episode of the DYB Podcast, DYB team members talk about the challenges of the seasonal crush, specifically, when exterior jobs start kicking off. Given that Steve, Ron, Scott, and Greg work with different companies, they exchange various perspectives on seasonal crush, the challenges and the strategies to deal with it to maximize opportunity.
The team dives into the important aspects of the business when things get busy, such as qualifying, price adjustments, and staff management. They discuss proper communication with clients and some things to be considered regarding overtime and expenses. As any DYB podcast, the team gives valuable tips, tried and tested by experience, on how to stay on top of things during seasonal crush and ultimately achieve financial freedom.
WHAT YOU'LL LEARN: * The challenges and the strategies to deal with a busy season. * How to qualify your leads, adjust prices and manage your staff during seasonal crush. * Proper communication with clients. * How to handle overtime and expenses.
QUOTES: “Don’t take every lead that comes in.”
“If you can’t even give them an estimate for two weeks, they may assume that you will never get to the actual paint job. You need to have open slots in your schedule for estimates and pre-qualify deeper.”
“If it’s an A-plus customer referral, we need to take a pause and follow through and communicate and understand their situation to find a way to do that estimate.”
“You really should adjust your pricing according to the demand when you’re getting that kind of backlog because the fact is, you’re not able to do any more work and you’re gonna be stuck at those prices.”
“I think that when it gets crazy busy, especially for emerging or growth contractors, they can really lose sight of the reality of their business… I think sometimes, we get lulled into a sense of profitability.”
HIGHLIGHTS: 3:58 Analyzing leads and qualifying properly
10:12 Price adjustment
14:23 Hiring and managing staff
17:07 Scheduling and communication with customers
24:27 Dealing with overtime, numbers, and expenses
LINKS & RESOURCES MENTIONED IN THIS EPISODE: Join DYB
ADDITIONAL FREE RESOURCES: Schedule Your Free Strategy Call With Steve
Connect with Ron Ramsden on Facebook here
Connect with Greg Miller on Facebook here
Connect with Scott Lollar on Facebook here
Connect with Steve on Facebook here
Press and hold to visit the page
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EP57: The Pro's and Con's of Adding Commercial Work SUMMARY: In this episode of the DYB podcast, the team tackles the differences and similarities between a residential and commercial painting contractor and how to move between the two especially if one would like to expand to the other, which is usually from residential to commercial.
The team discusses the advantages and disadvantages of taking on commercial projects. They share their company processes and give valuable advice on handling new construction projects, getting paid, dealing with general contractors and other challenges involved in commercial painting jobs.
WHAT YOU'LL LEARN: * The differences and similarities between a residential and commercial painting * Pros and cons of commercial projects * How to add commercial painting to your business * Challenges involved in commercial painting and how to handle them
QUOTES: “Residential is not always about the price, it’s about relationship and quality.”
“In the commercial world most of the time they’re not spending their own money, so they’re really just looking for the best result
“There is this misconception that, you need a better painter to do your residential than you do your commercial and I’m not sure that’s completely accurate.”
“When you’re working with a management company or a business owner, there’s no reason not to get a deposit because it’s really a similar transaction as to what you do day in and day out.”
“If it [a project] sounds too good to be true, it is too good to be true.”
“Having a credit line, I realize is a real tool for business.”
HIGHLIGHTS: 0:55 What makes a commercial project and what are HOAs?
5:50 Product quality in commercial projects
11:20 Relationships in both the commercial and residential worlds
19:37 New construction projects, general contractors and how to get paid
29:06 Other reasons for doing commercial work
LINKS & RESOURCES MENTIONED IN THIS EPISODE: Join DYB
ADDITIONAL FREE RESOURCES: Schedule Your Free Strategy Call With Steve
Connect with Scott Lollar on Facebook here
Connect with Ron Ramsden on Facebook here
Connect with Greg Miller on Facebook here
Connect with Steve on Facebook here
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EP56: The Components of Gross Profit SUMMARY: In this episode of the DYB Podcast, the DYB team discuss job profitability. They give a rundown on how to properly track the right information for growth and profit as these are the real indicators of a successful business. The team tackles this from different angles on what should and should not be included in job costing.
The DYB team also share their company processes and some details on how to do job costing properly, what should be taken into account for each job, from labor costs and overheads such as employment taxes and insurance to other things like Porto-johns and sundries. They give practical tips and tools to streamline paperwork and ensure better job profitability.
WHAT YOU'LL LEARN: * The job costing process * How to properly track the right information for growth and profit * How to track and account for business overheads * Lead sources that provide the best profitability
QUOTES: “If we don’t job cost and there are a few jobs going on, it all kind of blends together and then you realize, or you don’t realize the job that you shouldn’t be taking.”
“From time to time, depending on the job, because we have what we call ‘per diem’ which is travel-work where we pay out for meals and also for hotel stays and we will include that in the larger projects because it’s part of the bid process.”
“One of the things about job costing is that it’s not an exact science, sometimes you adapt for it and really, at the end of the day, what matters is figuring out who your top performers are.”
“I find that people work better with different people.”
“Where do we want to invest our time and money in marketing? Well, you would definitely put it into your most profitable lead sources and so if you don’t keep track of that, then you’re not going to have any clue.”
HIGHLIGHTS: 1:10 Ron’s process on job profitability
6:37 Greg shares his job costing process
8:55 Accounting for sundries and vendor relationships
18:46 The labor portion of job costing
23:00 What’s the use for all the job costing data?
25:59 What lead sources provide the best profitability?
LINKS & RESOURCES MENTIONED IN THIS EPISODE: Join DYB
ADDITIONAL FREE RESOURCES: Schedule Your Free Strategy Call With Steve
Connect with Scott Lollar on Facebook here
Connect with Greg Miller on Facebook here
Connect with Ron Ramsden on Facebook here
Connect with Steve on Facebook here
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EP55: Drumming Up Your First Leads When Starting a Painting Company From Scratch SUMMARY: In this episode of the DYB podcast, Steve, Ron, Scott and April talk about how to start a painting business from scratch. The DYB team shares their backgrounds on how they started and what prompted them to do so, providing some insights on starting the business.
The team also dissects the necessary attitude and mindset in building up the business rooted on being hardworking, frugal and positive. They discuss practical ideas on how to go through the uncomfortable phases as an entrepreneur and share perspectives on the essential aspects such as business visibility, social media utilization, following up on the work, and setting up a business strategy not just to start but keep the business going successfully.
WHAT YOU'LL LEARN: * How to start a painting business from scratch * The necessary attitude and mindset required to grow the business * How to navigate uncomfortable business phases * Protecting your mindset from negativity * How to set up a business strategy that will keep your business going successfully
QUOTES: “Most of us start as tradesmen, we learn the trade first and we learn how to paint first.”
“It’s about thinking through the process and spending just a little time making some lists, getting some advice and doing it right from the scratch when you can.”
“We have to embrace a growth mindset rather than a fixed mindset.”
“We don’t say ‘how’s the job going?’, we’d say ‘how’s the customer experience?’”
“All of the activity is critical, together as an aggregate it’s what makes you successful and gets people to call you.”
HIGHLIGHTS: 3:06 Steve and friends share how they started their businesses
9:51 Networking and looking sharp
12:03 Looking at the corporate structure and business visibility
16:08 Friends and family referrals
20:16 Closing deals and following up
37:47 Protecting one’s mindset from negativity
41:27 Knowing the numbers and setting a budget
LINKS & RESOURCES MENTIONED IN THIS EPISODE: Join DYB
ADDITIONAL FREE RESOURCES: Schedule Your Free Strategy Call With Steve
Connect with Ron Ramsden on Facebook here
Connect with April Burnett on Facebook here
Connect with Scott Lollar on Facebook here
Connect with Steve on Facebook here
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EP54: Ron Rice Painting & Consulting SUMMARY: In this episode of the DYB Podcast, Steve, along with fellow DYB members Ron and Scott, welcome Ron Rice.
Ron is the man behind a successful painting company, Ron Rice Painting & Consulting.
Ron tells his interesting story on how he moved to Southern California to restart a painting business and the lifestyle he transitioned from.
He shares the important life lessons he’s learned along the way and gives life tips on how to balance life with other passions.
Ron also talks about how the mastermind groups and the DYB podcast have significantly changed his business.
WHAT YOU'LL LEARN: * How Ron Rice started his painting business * How to balance life with other passions * How mastermind groups and the DYB Podcast changed Ron's business
QUOTES: “It was so satisfying for me to take something that looked bad and make it look great and I could just focus on what’s in front of me and the rest of the world just melts away.”
“I learned how to price things and I got beat up and scraped up and people asked me how do you get started and I just went out and did it and I got beat but what I always did was that I finished what I started, no matter what.”
“My success is my responsibility, my failure is my responsibility, there is nobody to hide behind.”
“We keep what we have by giving it away.”
“I try to be truly present with what I’m doing.”
HIGHLIGHTS: 2:29 How Ron Rice got started in the business
7:55 Ron’s lifestyle before getting married and setting up a business
15:28 Where and how did Ron Rice get his business education
17:30 Mind shifts that helped Ron make some changes
22:18 Ron shares a pivotal moment in his career
29:08 How Ron balances his life with his other passions
LINKS & RESOURCES MENTIONED IN THIS EPISODE: Join DYB
ADDITIONAL FREE RESOURCES: The One Thing by Gary Keller and Jay Papasan (book)
The Compound Effect by Darren Hardy (book)
Schedule Your Free Strategy Call With Steve
Connect with Ron Rice on Facebook here
Connect with Steve on Facebook here
Press and hold to visit the page
Show Page Notes
Thank you very much for joining us today! If you received value, would you take a quick few seconds and leave us a review on iTunes, please?
EP53: The New Mindset of Hiring to Build Your Team SUMMARY: This episode of the DYB podcast features the DYB team consisting of Steve, Ron, Greg and Scott to talk about the new mindset of hiring and building a team.
The team dives into the challenges of hiring new employees and things that should be considered and taken into account when employing new people. They also talk about different platforms to connect with possible employees and share stories and scenarios that can help any entrepreneur successfully build his or her team.
WHAT YOU'LL LEARN: * Challenges of hiring new employees * Things to consider when hiring new employees. * Platforms to connect with potential employees * How to successfully build and retain a good team
QUOTES: “Part of the reason why some guys aren’t showing up is because they’re working jobs and they’re considering leaving them.”
“Anything you can do to lower barriers in order to get the higher people it will benefit you.”
“You should be addressing culture and purpose in your ads and what people want to know is if there’s a place to grow in your company.”
“It’s worth learning a little bit about the generations that are today’s workforce, work-life balance, for instance, is very important.”
“If we’re gonna grow our company, we need to be comfortable being uncomfortable, it’s the only feeling towards success.”
HIGHLIGHTS: 3:00 New hires not showing up
5:55 How to make people comfortable during an interview
10:25 Character and behavioral issues
12:40 Platforms to connect with people
15:50 Discussion on payment
21:38 What is the Jack Welsh concept?
28:30 How to communicate company culture?
LINKS & RESOURCES MENTIONED IN THIS EPISODE: Join DYB
ADDITIONAL FREE RESOURCES: Schedule Your Free Strategy Call With Steve
Connect with Greg Miller on Facebook here
Connect with Scott Lollar on Facebook here
Connect with Ron Ramsden on Facebook here
Connect with Steve on Facebook here
Press and hold to visit the page
Show Page Notes
Thank you very much for joining us today! If you received value, would you take a quick few seconds and leave us a review on iTunes, please?
EP52: How and Why to Pre-Qualify Leads for Maximum Profits SUMMARY: In this episode of the DYB podcast, Steve once again brings in the DYB Coach team consisting of Ron Ramsden, Greg Miller, and Scott Lollar, to talk about how and why pre-qualifying jobs and clients can save a lot of time and lead to maximum profits.
This is thoroughly illustrated through the team’s exchange of stories, ideas, and scenarios.
Steve and the team discuss how to properly engage clients with regards to proposals, turning down a job or referring them to other companies.
They emphasize transparency and setting a healthy boundary on when to say no or yes to jobs.
They also dive into determining the target market for a company based on profitability, value alignment with employees and determining the projects that can be most efficiently set up, executed and closed out in a given time frame.
WHAT YOU'LL LEARN: * Why pre-qualifying leads can save you a lot of time * How to Pre-qualify jobs and clients * When to say "No" or "Yes" to jobs * How to determine your target market
QUOTES: “It’s about delivering the right experience so when you’re a misfit then the experience is gonna be poor for the customer but is also very difficult for your team.”
“One way I was able to identify this [target market] is by tracking our lead flow, and our wins, losses and job profitability.”
“People are looking for the work you do on Facebook.”
“I ended up developing fantastic relationships with other painting companies around here by referring them jobs that weren’t in our wheelhouse and then, in turn, they would reciprocate.”
“When we can turn bias into just conversation, in respect, everybody wins every time.”
HIGHLIGHTS: 6:07 Why pre-qualify in the first place?
9:02 How does a company know its target market?
12:54 Referrals to and from other companies
18:50 The job process, pricing, estimates
28:30 Ownership of the business
LINKS & RESOURCES MENTIONED IN THIS EPISODE: Join DYB
ADDITIONAL FREE RESOURCES: Schedule Your Free Strategy Call With Steve
Connect with Greg Miller on Facebook here
Connect with Scott Lollar on Facebook here
Connect with Ron Ramsden on Facebook here
Connect with Steve on Facebook here
Press and hold to visit the page
Show Page Notes
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Hi there, Greg here from DYB Coach, also Green Pro Painting, out of Greenville, South Carolina.
I wanted to share a little bit of a cheat for your schedule as a painting business owner, on how to prioritize as your company is growing.
In my previous post I had shared a little bit about how to free up some of your time from going to get paint and making sure that this is happening, from a project management standpoint.
But now, I am going to talk to you about an owner’s standpoint and what’s important for you, depending on what your roles are in your company.
So, here is what you do;
Break Down and Prioritize the Things You Need To Complete What I do is, I take a simple Excel spreadsheet, and I break out and prioritize the things that I need to complete.
Here is how I have broken up my week for me;
• Mondays –Marketing, Client follow up & Biding: On Mondays I follow-up on sales from the previous week, and maybe completing some bids.
• Tuesdays & Thursdays –Job Site Visits & Field Estimates: Tuesday is going to be job site visits and field estimates. So, if you are going to be out doing residential stuff, you got to do your measuring, I set those up for Tuesdays, and Thursdays as well are kind of the same day.
• Wednesdays –Payroll & Billing: Wednesdays are payroll and any type of billing item that needs to be completed.
• Fridays –Follow-up on clients & employees: And then Fridays are just follow up for clients and employees or anything of that nature.
Really simple… just break it down like that.
Be Flexible with Your Schedule If you open up your schedule for Estimates every single day, that’s totally fine, this is what worked for me, and if there was an area where I needed to make an adjustment, it was no problem, we could totally do that on the fly.
If the client couldn’t see us on a Tuesday or a Wednesday, we will do it on a Monday, but I would always present it as Tuesdays and Thursdays were my days are available.
Very rarely did I ever have to make a change because of somebody not being able to come in with that.
If they want to have work done at their house… they usually make themselves available.
I hope that was helpful for you guys?
If you have any questions, feel free to drop a hint in the comment of what you need some help with.
Also check us out on YouTube, because we have plenty of videos that could help you guys when your business is growing…
You can do this!
P.S. Get the free PDF download for 3 Steps To Get Leads on Facebook, without paying for ads:
https://dybcoach.com/3-steps-to-get-leads-on-facebook/
EP51: Ron Ramsden Interviews Steve Burnett with DYB Member's Questions SUMMARY: In this unique episode of the DYB podcast, the tables have turned on Steve Burnett, founder of DYB, as he is the one interviewed by fellow DYB coach Ron Ramsden.
Ron asks Steve some deep and not-so-deep questions pooled from listeners and mastermind groups.
Steve answers and explains some thoughts regarding coffee and music but more importantly, he shares his vision and perspectives on God, life and business based on serving others while doing what you love.
Steve also shares his inspirational background and how he started DYB with his wife, April.
Through Ron’s softball and curveball questions, we get a peek into Steve’s life and mind, and all things DYB.
WHAT YOU'LL LEARN: * How Steve & April started DYB Coach * God's role in the expansion of DYB Coach * The importance of serving others
QUOTES: “To relax is more of an opportunity for me to get into my creative process.”
“I feel like we just shared, helped as much as we could, and the market created the company.”
“Greatest accomplishment? So nothing comes to mind straight away, I feel like the daily discipline, of mastering daily discipline is big.”
“Our mission is to be the ultimate resource, hands down, no brainer, for ten thousand paint contractors throughout the US, Canada, and we’re making our way through Australia already.”
“Blessings are tucked inside of problems.”
“Get yourself to do what you don’t want to do whether you feel like it or not, it’s really the key for everybody.”
HIGHLIGHTS: 2:35 Steve’s definition of relaxation
4:25 What was the catalyst for DYB?
10:33 Coffee
13:00 Steve on failure and accomplishment
14:31 God’s role in Steve’s business life
19:35 Steve’s mentors
26:55 What is the future for DYB?
28:24 Steve’s background and how he changed his life
LINKS & RESOURCES MENTIONED IN THIS EPISODE: Join DYB
ADDITIONAL FREE RESOURCES: Schedule Your Free Strategy Call With Steve
Connect with Ron Ramsden on Facebook here
Connect with Steve on Facebook here
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Show Page Notes
Thank you very much for joining us today! If you received value, would you take a quick few seconds and leave us a review on iTunes, please?
EP50: The DYB Coaches Share Their Top Strategies to Establish Rapport to Win People Over SUMMARY: In this special episode of the DYB podcast, Steve is joined by the whole team of industry experts from different states.
They talk about a very essential aspect of business: Rapport.
Steve and his colleagues dive into how to establish good rapport with employees, vendors, clients and everyone else involved in the business.
The members gather and share their insights and perspectives on building real, genuine business relationships.
The group also exchange stories about their own business relationships and how their genuine efforts and rapport have gone a long way.
They also discuss correct approaches to networking and even practical tips on how to make great impressions to make sales happen.
WHAT YOU'LL LEARN: * Why Rapport is an essential aspect for your business * How to establish good rapport among employees * How to build real and genuine relationships
QUOTES: “I think rapport also has to come in a natural, humble way, it can’t be self-serving or arrogant or for other purposes and so that’s what makes it kind of genuine and without that genuine humility, it doesn’t work.”
“When it [rapport with employees] comes out in a genuine manner, it gives you an additional level of care and empathy and interest in the life of your employees and that can really drive culture.”
“Do take care of your vendors, your vendors are your partners, they’re part of your team and when you ask them, you know, how can I be a better customer of yours, that’s gonna blow them away.”
“Vendor service trumps 2-5$ per gallon, all day.”
“It’s a transactional business, but ultimately it’s all about relationships.”
HIGHLIGHTS: 4:38 What is rapport and why do we need it?
6:13 Rapport and company culture
13:49 Dealing with new employees unaccustomed to the culture
16:33 Rapport with vendor relationships
22:02 How important is networking?
34:27 Rapport in sales
LINKS & RESOURCES MENTIONED IN THIS EPISODE: Join DYB
GroupMe (app) Little Things Matter by Todd Smith (book) 6 Principles of Persuasion by Robert Cialdinin (book)
ADDITIONAL FREE RESOURCES: Schedule Your Free Strategy Call With Steve
Connect with Ron Ramsden on Facebook here
Connect with Scott Lollar on Facebook here
Connect with Steve Burnett on Facebook here
Connect with Greg Miller on Facebook here
Press and hold to visit the page
Show Page Notes
Thank you very much for joining us today! If you received value, would you take a quick few seconds and leave us a review on iTunes, please?
SUMMARY: This episode of the DYB podcast tackles the history behind The Monday 20, the original Mastermind Group.
Steve shares how they created the support group for fellow entrepreneurs, gained momentum and eventually, more groups were born.
Mastermind Group’s coaches share the different styles they use in their respective groups that foster a meaningful community of go-getters.
For Mastermind Group Members, there are multiple benefits offered like cafe access, courses, and the exclusive Facebook group.
WHAT YOU'LL LEARN: * What exactly a Mastermind Group consists of * Where the idea of the Mastermind Group came from * What value you receive from a Mastermind Group
QUOTES: "Every one of them agreed that I reached out to. And so we show up at Lewis' cafe, 6am, Monday morning and we establish an outline. We establish an agenda. We establish an agreement."
"And then we also agreed that, as we set tasks for each other, we would show proof that we followed through and completed it or we would throw $20 in the pot. We hadn't decided what the pot was for but we agreed that it was not going to any of our pockets."
“I think my favorite thing about all of these is that not only does everybody remain above the line, but it’s a positive and safe place to share real stuff and if we’re all honest, we always have stuff going on.”
"Above the line is a philosophy of ownership, accountability, and responsibility. So the acronym is oar, O-A-R. And we agree, in everything we do, we take ownership, accountability, and responsibility even if something isn't our fault. We still choose to take that position because by taking that position now we have the power to change the situation."
"I've gotten so much out of them over the years and it's such a great environment to just bounce ideas off of people that are out there with you in the trenches and just trying to learn the same things that you are and can totally resonate where you're at."
"A lot of times you're in this and you feel so alone. You feel isolated. And when you don't have people to talk to that are in similar situations, it gets out of hand sometimes and you could be really hard on yourself. And it's great to have people to be accountable with and to hear other people's stories and know that you're not alone."
HIGHLIGHTS: 00:04 The original Mastermind Group is born
06:53 Mastermind coaches talk about their groups
16:44 What is Above the Line Philosophy
18:54 Mission statement and other goals
22:23 Membership benefits
LINKS & RESOURCES MENTIONED IN THIS EPISODE: Join DYB
ADDITIONAL FREE RESOURCES: Schedule Your Free Strategy Call With Steve
Connect with Steve on Facebook here
Press and hold to visit the page
Show Page Notes
Thank you very much for joining us today! If you received value, would you take a quick few seconds and leave us a review on iTunes, please?
How frustrating is it when you present your proposals and are told something along the lines of
"Oh, you're much higher than the other guy."
Then, to make matters worse, they tell you who the other guy is and you know he is a hack.
Infuriating right!
I used to feel that way, too.
I'd call them all sorts of names, to myself, of course, not to the prospect.
You know the names: hacks, low ballers, blow and go. (I'm not proud admitting to that. It was very wrong.)
We'd see them in the paint stores buying the cheap stuff and then complaining about their customers or about their painters, who they cannot get to show up for work.
I knew we provided much better services than they did.
We showed up on time. We completely covered and protected their home. We prepped properly. We used premium products. We actually did what we promised them we would do and more.
You know you provide a better service than they do, too.
But that's what the other guys are saying at the estimate,too.
But then it all changed When I stopped blaming them and I started to take ownership for not communicating our value up front or, much better, ahead of time. Once I took 100% ownership for not clearly communicating the distinction between the service we provide compared to theirs,
I started to see opportunities to do just that, everywhere. Fortunately, I tracked and measured which opportunities paid off.
Let's start with...
Strategy #3: It's Not Who You Know, It's Who Knows You. When you need a local service, what is the first thing you do?
Usually, you'll ask yourself, "Do I know somebody who does this service?"
Then, your second thought is, "Who do I know that might know somebody?"
We are all busy and would much rather take the recommendation of a friend then have to call on a stranger and take a chance.
That is why it is so important for you to always be connecting. That's what the real ABC's of selling stands for: "Always Be Connecting." Not closing, that came from a really bad movie portraying salesmen as scam artists and that is not the truth for you and me, is it? No!
ABC's of selling: Always Be Connecting.
Every successful entrepreneur, business owner, painting contractor, and CEO of major companies are all great networkers. It's your number one job to be one, too.
Here are 3 great networking places for you to get started. 1. BNI - for breaking into any community (stands for Business Networking International). 2. Local Chamber of Commerce - for vast exposure. 3. Rotary Club - for the highest level of connecting and giving.
Strategy #2: Prove your value and price no longer becomes the focal point. Jeffery Gitomer, author of The Little Red Book of Selling, said it best.
If you say it, it's bragging. If others say it, it's proof. -Gitomer
There are a few great ways to prove you provide a better service, aka: are a better value.
Easiest Way to Prove You're a Better Value: written testimonials When starting out all over again here in Southwest Florida, after all of the hurricane work was painted, then the housing bubble popping, and then the Great Recession, I had a problem: I hadn't built up a sustainable network nor customer base to carry us through the turbulent times.
So I asked all of those great customers, whom I had painted for since moving to Florida, for a written testimonial and they were happy to do so.
I collected them all and put them together in a binder and took it with me when I went door to door asking if I could write an estimate. About 1 in 20 didn't slam the door in my face or tell me to get lost and actually allowed me to write them a proposal.
At that point, I would pull out my binder, hand it to them, and say, "Please look through this binder to see what others have to say about the level of experience they received from my company and you might even recognize someone in there.
The last part always piqued their curiosity and very often would be the case - they knew someone who had written a testimonial for me!
I would measure their home, either the inside or outside, and write up the proposal while there. Even though this was technically a cold lead because I was going door to door, I was awarded every job that allowed me to provide them an estimate, except for 2! The power of social proof was on the move!
The second way to prove you are a better value will also help you to stand out on the first page of Google And won't cost you a dime!
Ask for Google reviews. The key here is to get 5 reviews because then Google lights you up with 5 orange stars. Being lit up with these 5 orange starts helps your listing to pop out among the page of listings.
Your best chance at accomplishing this is to first get the link to your Google Local or Google Plus page. One quick way to do this is to go to Google Maps, log out, and then search for "Exterior Painting in (your city)."
Once your business pops up, click on it, then copy the link from the address bar.
Now, open your email and paste the link into a new email.
You'll need to write a personal email, not a group email and paste your link into it for each one. Writing a personal email to 10-20 customers, whom you have serviced, and asking them, individually, if they would be so kind as to leave a very short review for you, please.
Following these steps, making sure you included the link to your Google local/Google Plus page, and emailing 10-20 customers individually, will most likely light you up with 5 orange stars like this.
The third way has closed so many jobs before I ever showed up. I arrived at the Scott's residence. I met them, listened to what they would like painted, presented my proposal, and it was accepted on the spot.
Moments later we scheduled and I collected the deposit. I asked them, as I ask upon every awarded job, "You could have went with another company; why did you choose us?"
Mr. Scott said, "Steve, once we saw all of those video testimonials on your website, you had the job before you even arrived. We didn't call anybody else."
After the job was complete, as you see above, they were happy to add to the growing Testimonials Page and gave us a video testimonial, as well.
This was not the only time I heard this.
Video testimonials are AWESOME, and many of our DYB Café (Double Your Business Café) members are on a roll capturing them. I'll write a more in depth article about them at a later date. Or if you want to see the step by step strategy you can check it out here: Get The DYB Video Testimonial System
The final strategy is the best and I saved it for last because it has so much power.
Strategy #1: Provide your proposal on the spot! Hey, guys, have you ever had a miscommunication with your wife, girlfriend, or anyone? How about a misunderstanding over text messaging each other?
Well, this happens so much when sending or emailing a proposal later, after an estimate.
You must provide your proposal on the spot and go over it in detail with the prospect. This was so important to me that even when I starting out, cold calling door to door, in July and August with 95° weather, with one hundred percent humidity (the typical Florida heat)---I would STILL carry around a backpack with a laptop, HP printer, with the paper in it, going door-to-door! Sounds crazy?! Well, this is where the crazy magic happened!
I had an excel spread sheet program that had all of my production and spread rates on. I would just measure the job, then ask them if I could sit down to write it up. I would print it out and then go over the proposal.
Here is the kicker. While I thought I listened very carefully every time, there was almost always a misunderstanding in it somewhere. It may have even been a small one, but small enough to not get the job if I wasn't there to see the confused look on their face while they read it over.
Because I was still there and got to watch their reaction in person, I could clear it up on the spot.
Then because they were also very impressed that I could provide a professional proposal, clearly communicated with their expectations on the spot, that alone would win me the job, too.
In order to be able to provide your proposal on the spot, you need two things. The obvious one is an estimating program. There are a few available like PEP and One Step.
But first, to quote properly and with complete confidence, you must know your break-even and then your profit margin for every job.
Does that sound overwhelming?
Well, I have great news for you.
I have a very simple spreadsheet, just for you to do so, and I'm giving it to you for free.
Get The Estimating Program That I Used Here For Free
So, there you have it. The top 3 strategies for raising your prices and winning bids are: 1. ABC - Always Be Connecting. 2. Prove your value ahead of time. 3. Provide your proposal on the spot.
Download the FREE Estimating Bundle here: FREE Estimating Bundle
May you Double Your Business!
#KeepItCaffeinated - Steve
P.S. You can still get all of my strategies for just $1, no risk.
Get It ALL For Just $1. CLICK HERE!
SUMMARY: Steve Burnett features Nathan Rust from Baton Rouge, Louisiana in this week's episode of the DYB Podcast.
He is a partner at Prestigious Painting and runs the day-to-day affairs of the business--but it was a long and bumpy road to reach this height.
Nathan shares his diverse background, from learning the ropes of DIY from his father, to reaching middle management in real estate development, and finally establishing himself with the Residential Division of Prestigious Painting.
The wealth of knowledge he accumulated over the years through mentorship, experience, and books had proven vital to propel Prestigious Painting as a prosperous business with an even brighter future.
WHAT YOU'LL LEARN: * The importance of having a conversion funnel based website. * Which books and tools helped Nathan and his partners advance their painting business. * The impact of Steve Burnett's on-site intensive with Nathan, Thadius, and Benjamin while reviewing and implementing the entire DYB System.
QUOTES: "We realized quickly that, while we could have answers to questions, that the solutions required execution."
"I think the biggest thing, impact-wise, for me and the business and our sales processes has been our website."
"But if you choose to be someone that's looking to serve others first, then it's going to come back to you in ways that are going to make you prosperous."
"You can only be as big as the amount of capital that you can float."
"Take the advice of those around you and make smart decisions but don't be afraid to let go of the things that you're comfortable with."
HIGHLIGHTS: 05:27 Nathan pursues different interests until stumbling upon Prestigious Painting with Thadius Hawkins and Benjamin Blanchard
21:56 Nathan seeks out Steve Burnett for guidance
26:55 The tools that streamlined Prestigious Painting
30:45 Talking about books and influences
38:31 Managing a business with Thadius and Benjamin
LINKS & RESOURCES MENTIONED IN THIS EPISODE: Join DYB
Basecamp - Project management tool that helps to manage projects and collaborate with clients
Quickbooks Online - Accounting software for small businesses to aid in growth
PipelineDeals - Customer Relationship Management (CRM) software
Estimate Rocket - Online estimating and invoicing software
ClickFunnels - Tool to build different types of marketing funnels
YouCanBook.me: Online scheduling tool for customer bookings
Google Suite - Gmail, Drive, etc
Todoist – Task management app
Adobe Sign - Legally, securely, and digitally sign documents with E-signatures
Influence - Robert Cialdini
The Go-Giver - Bob Burg
80/20 Sales Marketing - Perry Marshall
Extreme Ownership: How U.S. Navy SEALs Lead and Win - Jocko Willink and Leif Babin
Shoe Dog: A Memoir by the Creator of Nike - Phil Knight
Sell Or Be Sold: How to Get Your Way in Business and in Life - Grant Cardone
ADDITIONAL FREE RESOURCES: Schedule Your Free Strategy Call With Steve
Connect with Nathan Rust on Facebook here
Connect with Steve on Facebook here
Press and hold to visit the page
Show Page Notes
Thank you very much for joining us today! If you received value, would you take a quick few seconds and leave us a review on iTunes, please?
EP47: Shawn Derby Half Million Dollar Painting Business in Just 2 Years Shooting for $1.5M SUMMARY: In this episode of the DYB Podcast, Steve shares the mic with Shawn Derby of Sir Paints a Lot, a painting business that set its roots in Montana and flourished in Oregon.
Shawn discusses the different elements that turned his high school gig into a successful business, including faith, love for his family, and a work culture that empowers his employees.
WHAT YOU'LL LEARN: - Leadership and Team-Building Tips
- How to build an exceptional culture that empowers employees
- The role of marriage and family in the success of a business
- How to plan the path forward to tripling revenue in 2019
QUOTES: [03:22] "You just don't hire the first person that you like in an interview. You need to vet them and make sure they have a hunger and a drive to get a job done even if it's not something that they don't particularly enjoy."
[25:14] "I think the biggest paradigm shift has been switching my mind from a technician's background... and really working on your business and trying to empower people to make the choices themselves and let this be their success."
[26:21] "If you're just directing them, all they are is a bunch of go here, go there people. You're not going to deliver the right experience if you have to tell your crew lead to talk to your client and make sure they're happy."
[38:07] "These books that these authors write really are peering into the minds of these geniuses so I've been digging through every book I possibly can."
[39:10] "Take pause, capture at least three takeaways and implement them."
HIGHLIGHTS: [04:30] Shawn's life before Sir Paints a Lot
[19:48] Revenue breakdown from year 1 to present
[29:10] A “secret sauce” both Steve and Shawn share
[31:29] Shawn discusses the successful programs that he implemented
[36:57] Shawn targets 1.5 million in revenue
[40:34] Books that had an impact on Shawn
LINKS & RESOURCES MENTIONED IN THIS EPISODE: Join DYB
Burnett Growth Team - Virtual Assistance
Estimate Rocket - Estimating software
PEP Cloud - Estimating software
Grasshopper - Phone service
Basecamp - Project management software
GroupMe - Team chatting and segmenting work
Pipedrive - CRM system
Full Focus Planner by Michael Hyatt - Goal-setting planner
The Richest Man in Babylon by George S. Clason
The Go-Giver by Bob Burg
Who's In Your Room by Dr. Misner
ADDITIONAL FREE RESOURCES: Schedule Your Free Strategy Call With Steve
Connect with Shawn Derby on Facebook here
Connect with Nadia Burnett on Facebook here
Connect with Steve on Facebook here
Press and hold to visit the page
Show Page Notes
Here's the pictured Shawn mentioned at [2:13] when he worked a 24-hour shift, went home for a 4-hour nap and then got right back up and did another 32 hours of sanding cabinets!
The day started out at a Florida theme park.
The second ride of the day, which my grandson was looking forward to, had a 90-minute wait but we proceeded to wait in line.
Within 10 minutes, the wait was 120 minutes. We waited and waited.
The line crawled along and seemed to stop more then it moved.
A couple of announcements came over the speakers stating they were running at minimum capacity and trying to correct it.
Now we were in it for two hours, so we waited and waited not knowing if the end was near or far.
A few more announcements of running at minimum capacity.
We ended up being only inches from the amusement car about four hours later, I know we sound crazy but my grandson wanted to ride it, and then BOOM.
They closed the ride...
We were standing there in awe, frustrated and not as much as an, "I am sorry," from any worker.
She just stood there and said, "it happens".
I told her four of us just waited in line for four hours, we got a shrug and were pointed to the exit.
My next stop was customer service, a quick explanation, and we were offered one VIP pass to go to the front of the line if and when it was fixed.
Fours hours wasted in line, 30 minutes wasted talking to the customer service representative and nothing.
We left frustrated and not really wanting to experience the next 3 and a half days at the park.
On our way out after walking around a bit, we stopped at a restaurant to eat and the waitress asked us, "How has your day been?"
When we told her about what had happened, she apolagized.
At this point, we just wanted a meal and to put it behind us, but it would leave a bitter taste in our mouths.
Once we finished eating a manager came over and told us the waitress explained our day to her and she was also apologetic and told us the meal was on the house, that was the least she could do.
WOW, What a great way to end the day!
We were now leaving with a better taste than before the meal.
Imagine if the gatekeeper had the power to make a customer smile or make a decision that would make a customer feel at ease?
As I recall this scenario I ask myself, "how do we empower our employees to make the right decision?"
Here's what we do:
- Allow them to say "YES" to questions and requests by customers.
- We treat everyone as if they were our parents, with the respect they deserve.
- If something needs to be done or should be done, we do it regardless if it is on our work order or not.
- Empower our employees to make every project a win-win scenario for our customer and us.
- Embrace our employee's ideas and discuss during team meetings.
- Perpetual education for the entire company to grow and challenge ourselves with new opportunities.
Every person on your team can make or break a customer's experience.
Imagine completing a project and on the way out the door, the last employee leaves a mess.
The customer will share the story of your project with a, "but, they left a mess."
Empower your team members to make the decisions that are right for your customer and your team.
Keeping all decisions and actions above the line is the only way to go.
Click here to learn about staying "Above the Line" with this free PDF.
An employee who is trusted with the decision-making ability will feel important and valued.
Make your employees valuable and in turn, they'll have value to give back to customers.
P.S. Get our Free Above the Line pdf download!
I recently heard of a contractor that had a generator stolen from his job site. The question was asked; will his insurance cover the loss? Well, will it?
My name is Scott Lollar, and I'm a DYB coach and I want to talk to you today about the options you have to insure your company against everything from damaging someone's property to yes, having equipment stolen from a job site.
Insurance can be challenging to understand, both what you need and what it will cost you.
There are many classifications, codes and reporting agencies. Insurance is something you hope you never use but if you need it, you better have the proper coverage.
So, the first task is to find an insurance professional that has the expertise in construction insurance.
Not every insurance broker even offers the insurance you need, but more importantly, some insurance agents have more experience in consumer lines like auto and home.
So, even though they might be capable of writing your business policies, I find that an agent experienced in Business Insurance has an advantage, so you can get the right coverage and that the agent is available should you ever need to file a claim.
I have to highlight Federated Insurance. Federated only writes business insurance and I find that they have a very competitive quote and their agents are unmatched in my experience.
They know their industry and also know a lot about yours. So I'd always include them when you're requesting proposals.
Now, let's look at some of the coverages you might consider. The most basic and foundational coverage is General Liability.
This is the most standard coverage and many small or entry level contractors that say they're insured often only have this coverage.
General liability covers any claims or losses due to any damage or injury to a third party as a result of your work.
This could be damage done by anyone employed by your company, to anything on a job site like a furniture or a car.
I once saw an inexperienced painter, not mine, lose control of an extension ladder and drop it on the top of the minivan.
It also would cover medical costs if the customer or any other third party is injured due to your work.
It will not cover your employees or your assets. You can purchase policies with limits that match your exposure and are paid based on your annual projected revenue.
First, there is a rating system that tracks other businesses like yours and comes up with a rate that is based on historical loss rate of other contractors in your industry.
There is a multiplier and outcomes your annual rate or cost. There are also different deductible amounts you can select for these policies.
So, if you have a great cash flow you could insure the first, say $10,000 of losses and your rate would be lower because the insurance company might determine in your industry the claims over that threshold are infrequent.
I will say that increasing deductibles do not typically save you a lot on premiums, but if you happen to have a lot of smaller frivolous claims, you might consider self-paying some of these to protect your long-term rate.
So if you work on multi-million dollar houses, a $500,000 policy limit might not be enough for the work you do.
Typical policies are between $500,000 and a million dollars, especially for residential contractors.
There are also different deductible amounts and you can select for these policies. If you do commercial work, these limits will need to be much higher to cover your risk of loss.
Most commercial clients will tell you the limits required to work on their properties and will require a certificate of insurance providing these limits.
In order to insure your employees for lost wages, medical expenses and disability resulting from an accident while working for your company where they sustained an injury, you will need Workman's Compensation Insurance.
This insurance is the most-costly of your policies and it is billed based on your estimated payroll for the year.
Similar to the liability rating, Workman's Compensation has a bureau that collects and reports data on premiums and claims called the National Council on Compensation Insurance or NCCI.
NCCI is owned by the insurance companies to gather data and determine modifications and classifications in order to determine risk levels and premiums for insurance companies to use when quoting Work Comp. policies.
NCCI performs this role on behalf of the insurance companies in 36 of the 50 states.
14 states either have their own reporting bureaus or have a state-run Work Comp. program.
The primary report that they create, that affects your company is the experience modification rate.
An experienced mod is a determination of your claims and premium history compared to the industry you are in.
The average of the loss experience in the industry is 1. So you'll pay more or get a credit based on your Work Comp. claims history or mod rate.
The criteria for determining this rate is simply to gauge the future chances of risk, based on the past cost of claims by your company.
So, below 1 you'll see companies offer you credit based on your low mod or if over one, you'll see a higher cost of insurance.
In addition, there are a couple of benchmarks required in order for you to get an experience modification. That's right… Experience.
In Illinois, a company needs $3,000 of premium, per year for 3 consecutive years or $10,000 of premium in any one of the previous 3 years to get an experienced mod.
Each state can be different in the amount of premium and timeframe so find out yours in your state.
So those that are new to the business or have never had a Work Comp. insurance policy will get dinged until they can get an experienced mod because the insurance industry does not know if you are a high or low risk.
Now at this point, I want to talk about the difference in estimated and actual premium.
When you request a quote and go through underwriting, you are stating what you expect to have in the next 12 months in both revenue and payroll.
This will be the estimated amount of premium that you will pay.
After the 12 months, the insurance company will do an audit of your accounting file and will bill you for what you actually should have paid.
If you've paid too little, then it seems like you almost always do, they will bill you for your shortfall.
This is called an Audit Premium. This additional money you can owe can be a killer.
I have seen contractors owe $10,000, $20,000 and $30,000. And it can be a financial disaster.
You should be tracking monthly what your actual is to your estimated and if you have underestimated for the month, I would take the money and put it into a separate savings account.
This will ensure that when your audit is complete, you will have money set aside to pay the bill without a crisis for your company.
I also want to address those that use subcontractors to perform their work. Subcontractors need their own coverage and you will need a Certificate of Insurance, a COI for your audit.
If they do not have coverage, your insurance company will add that premium to your audit.
Make sure you have proof of full coverage before you ever hire them to do any work for you.
Of course, there's Auto Insurance, to cover your company vehicles.
It is important to make sure you ensure all of the vehicles that are primarily a business vehicle, on a business policy.
Sometimes owners have a vehicle that they ensure personally because it's usually cheaper, but use it for work.
You need to discuss this with an insurance professional, to make sure there is proper coverage to shield you personally from any exposure should you have an accident.
At this point, it is important to look at an umbrella policy, instead of raising individual limits on your policy, an umbrella policy can raise your limits on any one occurrence in several policies where you have liability, specifical liability in auto and if written properly, can sit over parts of Work Comp.
Talk to your insurance broker about the details of this policy. But, it is an inexpensive way to get more coverage in several places.
Moving on, how about insuring your tools and equipment?
There is coverage for that, it is called Inland Marine Insurance and it covers your equipment wherever it is; on a job site, on a truck or in your shop.
There are limits that you need to determine as well as deductibles, so you can determine what makes sense for your business.
And yes, this is what would have been required to pay for the replacement of the generator in my example. Without this insurance, you have no coverage.
A less common insurance is Errors & Omission.
This coverage is a professional liability insurance that covers you, in case there is a failure due to inadequate work.
This is less common for painters, but you can ask about what it would cover and the cost. It typically is not an expensive item.
In addition to these common policies, there is also pollution coverage that might protect you in case of contamination to the environment due to say paint runoff or lead during the course of your work.
Find a good broker which I am not, and look at all the options to see which policies are best for you.
They will help you determine what the proper coverages are and to manage your risk at each point in your journey, and you can determine the amount of risk you can tolerate and how much it will cost you for the peace of mind to know you are covered.
I hope this is helpful, and as always if I can help you in any way build your business. I'm here to help so if I can serve you in any way, email me at scott@dybcoach.com. Till next time.
P.S. Here's our Free Sundries Spreadsheet to help you save money! https://dybcoach.com/sundries-cheat-sheet/
SUMMARY: In this episode of the DYB Podcast, Steve shares the mic with Cameron Loughlin;
CEO and Founder of Mountain Skyline Painting in Denver, CO.
Originally from the San Francisco Bay area, Cameron got a degree in Atmospheric Science and previously held a career as a morning-time meteorologist. After becoming jaded by the industry, he then decided to move to Denver to begin his painting business, starting with zero experience and a burning commitment to make it work.
Enjoy this episode as both discuss how big a difference systems-thinking played in the business, as well as multiple testimonies to the power of the DYB System.
WHAT YOU'LL LEARN: * How the DYB System has completely transformed Cameron’s Business * How to build a REAL sales process (instead of paying for leads) * How Cameron built a Painting Business with ZERO Experience * The importance of a “Go-Giver” Mindset
QUOTES: “I didn’t know a whole lot about painting. But I knew customer service, and approached the company as a customer service company that happened to do painting.”
“If I could describe the early days; I was full of excitement, adrenaline, and fear...following the hustle mentality. Saying ‘I don’t know what I’m doing, but I’m going to knock on some doors and see what happens.’”
“I think to an extent there’s management involved, but when you have guys who just do things the right way and want to impress, then things go well.”
“Every day I have this idea of who I am and where I’m going now that I’m following a system, instead riding a horse and just trying to hang on as it runs as fast as it can.”
HIGHLIGHTS: [3:16] What does Cameron’s business look like as of now, Q4 of 2018?
[12:49] Going back, what did Cameron’s business look like in 2016?
[21:37] What were the big mindset shifts Cameron went through after joining DYB?
[26:15] Cameron’s advice to contractors stuck in the “Pay for Leads” racket
LINKS & RESOURCES MENTIONED IN THIS EPISODE: Join DYB
The Go Giver -- Bob Burg
What Does a Great Painting Experience Look Like? -- DYB Blog Post
The Obstacle is the Way -- Ryan Holiday
Rotary International
BNI
ADDITIONAL FREE RESOURCES: Schedule Your Free Strategy Call With Steve
Connect with Cameron Loughlin on Facebook here
Connect with Steve on Facebook here
Press and hold to visit the page
Show Page Notes
Thank you very much for joining us today! If you received value, would you take a quick few seconds and leave us a review on iTunes, please?
SUMMARY: Today’s guest is Tom Lopatosky, the owner of Lopco Contracting out of Providence, Rhode Island. During college, Tom was presented with the opportunity to run a student painting franchise and grabbed it.
He was 18-years-old at the time and had to find a way to pay for school.
Though Tom encountered many difficulties in his first year, he continued to run the franchise every summer and gained more confidence each time.
Upon graduating with a major in marketing and finance, Tom was faced with making the decision of going to work for someone else or starting a business on his own.
He chose to be an entrepreneur but ended up on a peculiar path which allowed him to both work on his own business and continue running the franchise.
Tom discusses how he came to an agreement with the franchiser that enabled this unique situation, which was heavily influenced by Tom’s strong work ethic and desire to always exceed customer expectation. He also shares tips about networking and how he runs his business day-to-day.
WHAT YOU'LL LEARN: * How Tom found flexibility from the franchise he worked under. * How to get the mindset of “deliver every time.” * How to overcome nervousness and meet people at networking events. * Marketing tactics that are working for Tom. * Believing in something and following it through.
QUOTES: “Everybody’s conditioned with ‘you have to go to school’…In the grand scheme of things, I can say it was great for putting a foundation in place…But, I learned a lot more just getting out there and running my business on my own…than anyone would have ever been able to teach me in school.”
“You’ve got to stack the deck. In other words, you need to put the chips so far in your corner that when you ask them something, it’s like they don’t have a choice but to work on something with you.”
“At Business Network International, if you find the right group, it works better than anything else from a networking standpoint because it’s so structured. If you follow their system, you will get business.”
“I love to talk about myself. I’ll talk about myself all day, but I have to discipline myself to stay on the line…Find out everything you can about this person. That’s your goal…You want to get them to talk about themselves as much as possible.”
“If you can, as a business, help your clients out by introducing them to a solution for a problem they have, they’re going to pay you to do it if they have that kind of trust in you. I think that’s a big part of the growth of a business.”
HIGHLIGHTS: [02:47] How did Tom get started in painting?
[06:03] What was it like when Tom graduated and decided to start his own business?
[09:58] Where did Tom’s mindset of exceeding expectations and providing a great customer experience come from?
[13:27] How did it go when Tom tried negotiating with the franchiser?
[15:47] What does the mindset of “deliver every time” look like?
[17:28] What was it like for Tom to run a franchise and start his own business at the same time?
[19:10] Has Tom found that he’s had to do a lot of reprogramming to grow his business and himself?
[20:47] Had Tom dove into personal business development early in his entrepreneurial life?
[22:18] How did Tom generate leads when he was starting to break away from the franchise?
[26:37] What does Tom’s business look like today?
[28:17] What is Tom’s system for open networking?
[36:45] What advertising methods are working for Tom?
[39:22] How does Tom find employees?
[42:52] What else is Tom involved in besides the painting business?
[44:48] What is the administration of Tom’s painting business like?
[48:09] Where does Tom’s drive come from?
[53:22] What are some resources that inspire Tom?
[56:31] What final points would Tom like to make?
LINKS & RESOURCES MENTIONED IN THIS EPISODE: Join DYB
Influence: The Psychology of Persuasion, Revised Edition
Purple Cow: Transform Your Business by Being Remarkable
Endless Referrals
No B.S. Business Success
Magnetic Marketing
How to Win Friends & Influence People
The 7 Habits of Highly Effective People: Powerful Lessons in Personal Change
No B.S. Direct Marketing: The Ultimate No Holds Barred Kick Butt Take No Prisoners Direct Marketing for Non-Direct Marketing Businesses
Gary Vaynerchuk
I Love Marketing
http://www.lopcocontracting.com/
https://www.facebook.com/CheerUPAthletics/
https://www.instagram.com/cheerupathletics/
https://www.youtube.com/channel/UC_TIHhdcLe_z45bMLTcTuzg
ADDITIONAL FREE RESOURCES: Schedule Your Free Strategy Call With Steve
Connect with Tom Lopatosky on Facebook here
Connect with Steve on Facebook here
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Show Page Notes
Thank you very much for joining us today! If you received value, would you take a quick few seconds and leave us a review on iTunes, please?
6 out of the last jobs that came in were from a salesperson that I do not pay any money to, no commission, no base, nothing.
I am Ron Ramsden, I am a DYB Coach, and I am a painting contractor north of Boston Massachusetts.
No commission, no perks, no gas, no phone, no residuals, nothing, I don’t pay this person at all, actually, it’s not even a person.
What is it then?
It's a blog.
2 years ago, January this year, I didn’t even have a website, I did get a website that year, I built out a beautiful website and they told me I should start blogging for SEO purposes, I didn’t even know what SEO was.
Well, I started blogging, very basic blogs at first, in fact, my first blog was, "what do you do with old paint, how do you get rid of it?"
I started there and now here it is, 2 years 5 months later, I have about 165 blogs out there, plus a couple that are half-done.
Tag words, special words that are good for the community around here, interior painting in my community, exterior, blogs or anything from the proper paint to use, how do we restore a front door.
In fact, the last 6 out of the 8 as I said, 4 of them put exterior painting.
1 of them was for front door restoration and 1 of them was for kitchen cabinet re-paint.
These are all found on the internet through one of our blogs for the SEO power we have there.
You have to check this out, we don’t pay anything, we own this, this is ours, so, if we were paying for something and we stop paying, it will go away, but we own this forever and it’s just going to build and build.
People ask me, where do I get my crazy ideas of these blogs, well I like going for hikes.
A lot of times when I am hiking out there, my mind is clear, I get to clear my mind and think.
It's a great time, I also go for my bike ride in the mornings.
With our jobs we take pictures before and after, my crew leaders take pictures, we all share them and it’s also an inspiration for a lot of blogs that come across.
Imagine that, 6 out of the last 8 jobs weren't from a salesperson that you have to pay a commission.
If you are thinking of doing some blogging but have no idea what to blog about, download these 52 free blog post ideas.
So, anyways, blog, blog, blog, no-fee salesperson, what a great contract.
I am Ron Ramsden, I am a DYB Coach, I am also a painting contractor north of Boston Massachusetts.
Have a great day!
P.S. Here's 52 Blog Post Ideas: https://dybcoach.com/52-blog-post-ideas/
SUMMARY: Jim Kaloutas, owner of Kaloutas Painting in New England. Jim immigrated to the USA from Greece with his family at a very young age. His father got a job with Jim’s entrepreneurial uncle as a painter, which exposed Jim to the painting industry early in his life.
Jim went to college after high school only to drop out after one month of class. He felt that he wasn’t ready for college and didn’t have the discipline necessary, so he returned to what he knew: painting.
He started the business with his father over thirty years ago, and while they did have sporadic arguments, it was a great partnership.
Jim learned a lot from his father, but the most crucial thing passed down was his father’s work ethic.
Jim says that people sometimes compliment him on his own work ethic, but he argues that his does not compare to that of his father’s.
From startup in 1987, in took ten years to go from $0 to $1,000,000 in revenue, and then ten more years to increase revenue to $10,000,000.
This year, Jim expects the business to generate over $20,000,000 in revenue.
Jim shares what each of these stages of growth looked like in his company, as well as what he has learned along the way.
One of the most important factors that Jim credits his success to is his employees and creating a great company culture that reflects his own values.
WHAT YOU'LL LEARN: * The importance of a strong work ethic as an entrepreneur. * Jim’s process for investing in himself and his employees. * The hiring process Jim uses to hire people with values that align with his. * How to keep your business efficient. * The method Jim uses to help his employees realize their goals.
QUOTES: “The wake-up call was when we would do a job and we would actually make less than our employees. We didn’t know any better. We didn’t price it right.”
“I always believe in investing in myself. It’s where I should spend most of my money… in the past seven to ten years I’ve realized ‘it’s not just me running this company; I should invest in my employees, too.’"
“Being able to understand my values and start to define them in the early years was very helpful for me to realize [how to grow the business]. Then, it became easier and easier because I attracted people who were similar to me.”
“’Could I ever become a level five leader?’ Have it not be about 'me'; have it be about the people and the organization. That’s what drives me now. I’ve been fortunate to be surrounded by the people that I have on my team and watching them grow gives me more fulfillment than the money.”
“Sometimes when I’m talking to the people that I work in the company, I can almost see their potential a little bit better than they can. I think sometimes they’re drawn to me. I say ‘listen, you have it. You need to start believing in yourself as much as I do.”
HIGHLIGHTS: [01:42] How did Jim get involved in painting?
[02:32] When Jim first started, how did he generate leads?
[04:11] How did Jim and his father continue to grow their business?
[07:16] What are Jim’s process and habits for investing in himself?
[10:01] How quickly did Jim’s business grow from startup and what did the different stages of growth look like?
[14:24] How has culture played a role in Jim’s success?
[16:59] What does Jim’s company do to make sure they hire people with similar values?
[18:21] What is the company’s structure and how does it remain efficient?
[21:46] What are some difficulties in operating a company of this size?
[23:45] What books have inspired Jim?
[26:34] When Jim gets his employees to write down their goals, what growth does he see?
[29:36] What final comments would Jim like to make?
LINKS & RESOURCES MENTIONED IN THIS EPISODE: Join DYB
Good to Great: Why Some Companies Make the Leap...And Others Don't
Generations, Inc.: From Boomers to Linksters–Managing the Friction Between Generations at Work
Outliers: The Story of Success
https://www.kaloutas.com/
jaykaloutas@kaloutas.com
ADDITIONAL FREE RESOURCES: Schedule Your Free Strategy Call With Steve
Connect with Jim Kaloutas on Facebook here
Connect with Steve on Facebook here
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Show Page Notes
Thank you very much for joining us today! If you received value, would you take a quick few seconds and leave us a review on iTunes, please?
SUMMARY: Our guest today is Sam Reuter. He owns Painter Pro, a painting company based in the Greater Indianapolis Area.
Sam comes from a family of entrepreneurs, leaning a lot from seeing his father run a successful plumbing business in his childhood.
Sam started working a summer job when he was 13-years-old, then added a second job when he got his driver’s license.
He liked to stay busy, which he credits to the work ethic he learned from his entrepreneurial family.
At 16-years-old, he started to knock on doors to generate customers for a lawn care business he started with his cousin.
Sam eventually went away to college for civil engineering but returned home after one year.
At this time, he started doing landscaping again. One day, he was on Craigslist looking for work and found an ad looking for painters.
He applied and landed the job, but later, a friend’s father offered Sam a job at his lumber company.
Working under this man, Sam bounced around a few different companies, working up the ladder and eventually going into sales.
Sam started Painter Pro in 2015 while holding on to this job until 2017, meaning that he often worked 50-60 hours a week while knocking on doors for his own company on the weekends.
Sam has grown his business exponentially, with both his own entrepreneurial drive and help from DYB.
Join us as we listen to Sam talk about the hard work that he has put into his business, how he applied skills learned at other jobs to his success, and how he takes care of his subcontractors.
WHAT YOU'LL LEARN: * The entrepreneurial traits that helped Sam start his business and find success. * The usefulness of grassroots lead generation techniques. * Sam’s experience of growing his business with the help of DYB. * Building a positive company culture by talking to your employees. * How to accept and grow from failure.
QUOTES: “I loved the people I worked with; that was a good environment. But, [the company’s] culture… if there was an issue, they’d always want to find out first who made the mistake… It was “who messed up, who made the mistake” and not “how can we fix this?”
“I looked online and I found some articles on running a painting business and I had done that myself before. I thought “low overhead, low startup” like everyone does, and thought “this can’t be that hard.” Boy, did I not know.”
“We didn’t really have much a website until this year. So, our lead generation wasn’t from SEO or anything like that. It was really just networking, and that was our main source of revenue.”
“The plan has worked so far. I’m very happy with it. A lot of it is from working with DYB, with the insane amount of knowledge I’ve gained.”
“Once you hit 18, it doesn’t matter what your parents were, who influenced you, it’s you. It’s your life now. You don’t get to play the card of “I had a rough life.” That doesn’t do anything for anybody; it just makes it harder on you. The sooner you realize that, you’re going to experience a lot more happiness in your life.”
HIGHLIGHTS: [01:54] When did Sam first start working? Did he always have an entrepreneurial spirit?
[10:48] Why did Sam leave his job?
[13:42] How did Sam get started with his business? What was his initial lead generation process?
[20:34] What sales number is Sam on track to hit this year?
[22:45] What was it like for Sam to work with DYB?
[24:23] Where did Sam’s entrepreneurial drive come from?
[27:33] What was the paradigm shift that helped Sam reach this level?
[28:46] What software has made the biggest change in Sam’s business?
[29:42] What does Sam to do elevate the culture of his company?
[31:09] Are there any books that made a big impact on Sam?
[33:22] What final thoughts does Sam have for this episode?
LINKS & RESOURCES MENTIONED IN THIS EPISODE: Join DYB
ClickWiz
The Pumpkin Plan: A Simple Strategy to Grow a Remarkable Business in Any Field
Clockwork: Design Your Business to Run Itself
Secret Service: Hidden Systems That Deliver Unforgettable Customer Service
https://painterpro.com/
sam@painterpro.com
https://www.facebook.com/PainterProIndiana/
ADDITIONAL FREE RESOURCES: Schedule Your Free Strategy Call With Steve
Connect with Sam Reuter on Facebook here
Connect with Steve on Facebook here
Press and hold to visit the page
Show Page Notes
Thank you very much for joining us today! If you received value, would you take a quick few seconds and leave us a review on iTunes, please?
Who is your number one competition?
Hi, I'm April with DYB coach. If you just answered anyone other than yourself and your company, let me give you a mind shift.
The only competition you have is yourself and your company.
How can you improve from last year?
How can you improve by the end of the quarter from the company that you are right now and the person that you are right now to become someone who is better?
How can you make yourself the competition and crush yourself and be so different because you are constantly and never endingly improving?
Using the slight edge principle which that book talks about, in the Slight Edge by Jeff Olson.
In the DYB system, we talk about in Step 1 called the Above The Line philosophy.
If we are going to be Above The Line in our company and with ourselves, that's taking ownership, being accountable and taking responsibility for ourselves and our company. Exactly where we are now and where we are going to be.
So, what is your goal by the end of the quarter for your company?
What's your goal for the end of the year for your company, for yourself?
Take ownership, be accountable.
Take responsibility for exactly where you are.
We are going to be exactly who we are and have the same company we have today-- if we continue to do the same thing.
So how can we continue to improve, constantly and never endingly improve on our business? In this way, we'll be using an OAR (Ownership, Accountability, Responsibility) to accomplish our goals, moving upstream towards our goals.
Otherwise, we are below the line and we are stuck in BED (Blame Excuses Denial live in BED). You have to get out of BED and use the OAR to go upstream and accomplish your goals.
For example, remember the epic picture of Michael Phelps and the guy swimming against him in the 2016 Olympics? In this photo, the guy is looking at his competition, Michael Phelps, as he beats him.
That guy had his eye on the competition instead of where it should be; on his goals.
So keep your eyes on your goals for your business and for yourself. The only competition you have is YOURSELF and for your business to not be the same as yesterday.
Today be better. Constant And Never-ending Improvement (CANI - Tony Robbins)
So, who is your number one competition?
Yourself and your company.
So go ahead and crush the competition, yourself. Be different. Work towards your goals so you are a totally new looking company in the next year.
I'm April with DYB coach. You've got this!
SUMMARY: In this episode of DYB, Steve shares the mic with Rick Holtz;
Owner & Operator of HJ Holtz & Sons in Richmond, Virginia.
As a multi-generational family business, HJ Holtz & Sons started in the early 1900’s by Rick’s grandfather.
As Rick grew up, he eventually inherited the business and ran with it.
As HJ Holtz & Sons grew, however, there were multiple snags Rick ran into.
Enjoy this episode as both dissect ways to prevent others from tripping up while transitioning from small family business to a large business.
WHAT YOU'LL LEARN: -How to start thinking bigger about your company
-How to keep a grip on your business as it continues to grow
-How to take the first steps toward finding reliable people to run your business for you.
-How Rick executed the transition from Family Business to “Real” Business
QUOTES: “2008 was when I decided I needed help. I needed somebody to be objective, to hold me accountable...somebody who wasn’t emotionally tied to this family business.”
“Something I didn’t realize was that this company was my dad’s model. I was trying to run a very large company as if it was a small company.”
“Being more deliberate with different parts of the company...finding people who could be owners of those parts of the company was a huge shift.”
“Once you get to a certain level, you can’t survive and lead a healthy lifestyle without learning how to rely on other people.”
“I’m a big proponent of hiring within. If you have a structure to progress people into higher leadership positions, then I think that’s a great thing.”
HIGHLIGHTS: [1:40] How was HJ Holtz & Sons started?
[9:40] At what point did the business expand once Rick increased his involvement?
[17:21] How has Rick’s culture shifted from 2008 to now?
[22:10] What KPIs are Rick measuring internally?
[25:38] What type of work does HJ Holtz & Sons take on?
LINKS & RESOURCES MENTIONED IN THIS EPISODE: Join DYB
The E Myth Revisited -- Michael Gerber
Built to Last -- Jim Collins
Ownership Thinking -- Brad Hams
Quickbooks Online
TSheets
Group.me
ADDITIONAL FREE RESOURCES: Schedule Your Free Strategy Call With Steve
Connect with Rick Holtz on Facebook here
Connect with Steve on Facebook here
Press and hold to visit the page
Show Page Notes
Thank you very much for joining us today! If you received value, would you take a quick few seconds and leave us a review on iTunes, please?
EP41 Ray Rahni: Computer Engineer from Iran to Successful Painting Company SUMMARY: In this episode of DYB, Steve shares the mic with Ray Rahni, Owner & Operator of Paint Track in New York.
Originating from Iran, Ray Rahni moved to the United States in the early 2000’s to attend college in his early 20’s.
While attending college, he would often paint on weekends and through every summer.
After receiving his degree in computer science, however, he quickly realized that he hated working in a cubicle coding all day.
Ray resolved to starting & growing Paint Track into a huge commercial success.
WHAT YOU'LL LEARN: -How to establish core values for your company.
-Starting & growing your painting client base organically.
-The importance of developing a company culture.
-The best books Ray has ever read.
QUOTES: “The 8-year war (in Iran) was rough, but it helped build my character.”
“Just because you have a big job, doesn’t mean they’re always profitable.”
“I enjoy helping people feel good about their homes.”
“You need to know how to build a business more than knowing how to sling a brush.”
“I would encourage all painters out there to reach out to other painting companies and contractors. You’d feel like they’re competitors, but they’re really not. We can all learn from each other, and there’s plenty of work out there.”
HIGHLIGHTS: [4:15] Where is Ray originally from?
[8:32] Why did Ray start his painting business?
[11:15] How did Ray survive the Great Recession?
[13:14] Where does Ray’s drive come from?
[14:57] What’s the biggest paradigm shift Ray has had?
LINKS & RESOURCES MENTIONED IN THIS EPISODE: Join DYB
Prequalifying Prospects (DYB Free Download)
E Myth Revisited -- Michael Gerber
Traction -- Gino Wickman
Outliers -- Malcolm Gladwell
Trello
T Sheets
CONTACT:
Ray@painttrack.com
ADDITIONAL FREE RESOURCES: Schedule Your Free Strategy Call With Steve
Connect with Ray Rahni on Facebook here
Connect with Steve on Facebook here
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Show Page Notes
Thank you very much for joining us today! If you received value, would you take a quick few seconds and leave us a review on iTunes, please?
EP40 Mike Katounas: Family Confrontation, Combating Cancer with Faith, while Succeeding in Business SUMMARY: Today we sit down with Mike Katounas. He is the owner/operator of Home Works Painting in northern Virginia, just outside of DC.
Mike’s father was a painting contractor and therefore, Mike gained a lot of experience painting. However, when Mike was younger, he had absolutely no interest in being involved in painting long-term.
After completing a master’s degree in health education, Mike looked at job prospects and was not impressed at the pay those jobs offered or what they entailed.
He then received an offer from his father to go back and work for him and eventually take over the business.
Mike accepted, but ten days into working with his father again, he got fired.
After multiple more hardships, Mike eventually decided he wanted to become an entrepreneur by starting his own painting company.
However, the tough times were not over, as Mike was diagnosed with cancer a few years after starting his business.
Mike tells us the story of his business from the beginning to where it is today.
It has gone through an abundance of changes due to Mike’s battle with cancer, the recession, and Mike’s realization that his company’s culture had to change.
WHAT YOU'LL LEARN: * How important it is to persevere * Mike battling cancer while balancing his business * Marriage advice for people who run a business and their spouses * Dealing with “hitting a wall” and assessing your company’s culture * When to decline a job, including getting past approval addiction
QUOTES: “The best advice I got was from a roofing contractor that I met in my first year of business…He said, “do whatever you have to do to survive [a recession], because if you come out on the other side, you will be a lot stronger and a lot better.’”
“When you’re actually wrestling with the idea of ‘you may not be around a year from now, or months from now,’ you start getting a perspective of what’s important and what’s not.
“It just felt like an ‘every man for himself’ kind of culture…I decided I was going to change that and really try to change everything we were doing to make it a place that I wanted to be at and create a team environment.”
“My first ten years of business, I was running based on what my dad taught me. A lot of it worked, but it wasn’t going to help me scale and last for a long time.”
“Never stop learning. No matter how old you get or how long you’ve been doing this, the moment you think you’ve got it figured out is the moment you’re moving backwards.”
HIGHLIGHTS: [03:53] How did Mike get started in this business?
[14:14] What were Mike’s thoughts and feelings when his father did a total 180 and started helping him out?
[22:47] Mike gets told he has cancer yet doesn’t freak out?
[32:10] What does it look like with four employees and the leads starting to come again?
[44:15] What did the future look like after growth began? Catching us up to today, is Mike still making the same amount of revenue he was around 2011?
[49:48] What are some things Mike did to make the shift to a better company culture?
[54:45] What does Mike think the biggest paradigm shift has been for him?
[1:01:22] What has made the biggest change in Mike’s business?
[1:12:23] Is there a final point that Mike would like to make?
LINKS & RESOURCES MENTIONED IN THIS EPISODE: Join DYB
Traction
Crucial Conversations
Necessary Endings
QuickBooks
TSheets
MailChimp
PipelineDeals
Smartsheet
Basecamp
Yesware
Estimate Rocket
Wunderlist
Schedule Your Free Strategy Call With Steve
mike@homeworkspainting.com
ADDITIONAL FREE RESOURCES: Schedule Your Free Strategy Call With Steve
Connect with Mike Katounas on Facebook here
Connect with Steve on Facebook here
Press and hold to visit the page
Show Page Notes
Thank you very much for joining us today! If you received value, would you take a quick few seconds and leave us a review on iTunes, please?
EP39 Nick Slavik: The Importance of Exceptional Customer Service & Asking Yourself "Why" SUMMARY: In this episode we are joined by Nick Slavik, owner/operator of Nick Slavik Painting & Restoration and new member of This Old House.
Nick started working in his family’s painting business at 10-years-old. His father would get Nick to help with the business any time that he wasn’t in school.
After serving in the Army, during two-and-a-half years at university, Nick got a bachelor’s degree and two minors.
Along with these credentials and his painting experience, he wanted to become a partner in the family business alongside his father and brother.
However, he faced resistance from his father which caused a huge argument. Eventually, this led Nick to start his own business.
Nick takes us through how he has grown his business into what it is today, including how he provides customer service, how he selects employees, and how he builds a great company culture.
WHAT YOU'LL LEARN: * The importance of providing an excellent customer experience * Why you should keep asking yourself “why” * When you should begin hiring employees * A successful approach to social media * How to build a great company culture
QUOTES: “My business plan was basically ‘crush your father,’ which was a horrible way to go through life and a very, very immature thing to do.”
“I painted a house, I made a list of ten ways to make it better and faster, and not only did I act on those: I found another five on the second house.”
“I just put cool stuff out there [on social media] in the hopes that people will understand ‘this guy also owns a painting business and he loves his job.’”
“Nobody who has ever worked for me went on to work for another painter or started their own painting business. Everybody has gone on to something that I would usually consider bigger and better.”
“Over the last eighteen months, I’ve gone through a self-imposed rehab on myself trying to say “How am I acting like my father? How am I acting like a poor businessperson? How am I acting like a poor leader? A poor human?”
HIGHLIGHTS: [02:25] How did Nick get into this business?
[07:12] What did Nick’s “glorious experiences” look like that opened his horizon to the business?
[15:20] What did the first and second years of Nick’s company look like?
[21:30] Moving forward and bringing on employees.
[26:52] How was Nick generating leads?
[31:39] What types of projects is Nick working on?
[37:22] What has been the biggest paradigm shift for Nick to get to the level he is today?
[44:54] What is Nick’s vision moving forward?
LINKS & RESOURCES MENTIONED IN THIS EPISODE: Join DYB
Schedule Your Free Strategy Call With Steve
Nick Slavik Painting & Restoration on Facebook
EP36: Highlights from 2018 AST from the DYB Coach Team
EP37 Doug Imhoff: The Importance of Delegation in Order to Maximize the Growth of Your Painting Business
EP07: Marc Poulos
EP38 Jason Paris: $3M + 31yrs old = CRUSHING Millennial Stereotypes
ADDITIONAL FREE RESOURCES: Schedule Your Free Strategy Call With Steve
Connect with Nick Slavik on Facebook here
Connect with Steve on Facebook here
Press and hold to visit the page
Show Page Notes
Thank you very much for joining us today! If you received value, would you take a quick few seconds and leave us a review on iTunes, please?
SUMMARY: In this episode of the DYB podcast, Steve shares the mic with Jason Paris;
Owner & Operator of Paris Painting in Minneapolis, Minnesota.
Formerly in the corporate world and tired of the 9-5 grind,
Jason decided to leave his job and start his current business;
which is estimated to pass +$3 Million in sales this year.
As a young founder at the ripe age of 30, Jason has gained a lot perspective on leading & growing a team of millennials through the years, as well as the amount of opportunity in the trades. Enjoy this episode as both talk culture, tech, and the future of painting!
WHAT YOU'LL LEARN: - The struggles businesses hit in different stages of growth
-
How to overcome the mental hurdles that inevitably come from running a business
-
How to form company values that work for you & your team
-
How to cultivate a unique, unreplicable company culture
-
Tips for sourcing incredible, young talent
QUOTES: “Just my lack of perspective was probably the biggest hindrance to growth.”
“Don’t let the head games or head trash get to you. Head trash happens through lies that you tell yourself -- and the best way to combat it is truth.”
“If you’re an entrepreneur, you’ve got to have passion.”
“Company culture is the only thing that can’t be replicated or stolen.”
“Decide on the level of success you want to work for.”
“The result of an experiment, whether a failure or success, is a successful experiment. An unsuccessful experiment is when you don’t know what the results were and don’t know why.”
HIGHLIGHTS: [9:57] Why was 2015 the most difficult year in terms of growth for Paris Painting?
[18:29] Jason goes over some of his team’s background
[21:49] What is Jason’s vision for the company?
[30:38] What is Jason’s company values?
[33:50] What has been Jason’s biggest paradigm shifts that led to his success?
LINKS & RESOURCES MENTIONED IN THIS EPISODE: Join DYB
Foundation Series -- Issac Asimov
Book of Ecclesiastes
Allan Watts
7 Habits of Highly Effective People -- Stephen Covey
Google Sheets
https://paris-painting.com/
jason@parispainting.com
Connect with Jason on Instagram
ADDITIONAL FREE RESOURCES: Schedule Your Free Strategy Call With Steve
Connect with Jason Paris on Facebook here
Connect with Steve on Facebook here
Press and hold to visit the page
Show Page Notes
Thank you very much for joining us today! If you received value, would you take a quick few seconds and leave us a review on iTunes, please?
SUMMARY: In this episode of DYB, Steve shares the mic with Doug Imhoff, owner/operator of Imhoff Fine Residential Painting.
Doug started working at a young age. He was paid $1 an hour to work as a busboy in his father’s restaurant – that experience led him to entrepreneurship later on.
After doing a couple of businesses like trading internationally, and after marrying his wife, Doug’s father called him up for help in his painting business.
Doug flew his new family over to Minnesota and served the family business for 9 years before finally setting out on his own in Denver in 2006.
Today, Imhoff Fine Residential Painting is known to be one of the most professional painting contractors in Denver with a specialty in re-toning wood finishes.
WHAT YOU'LL LEARN: - The importance of recognizing and embracing vulnerability
- How female employees change your business
- The importance of delegation in teams
- How the owner/manager affects team culture
- Why entrepreneurs need to give themselves compassion and generosity
QUOTES: “It was one of the first times in my business life, and in my life in general, that I recognized, embraced, and employed the concept of total vulnerability.”
“I worked in dad’s painting business, started in the field, and eventually moved in to estimating for about 9 years.”
“Having women employees has changed how I think of my company, and our position in the market and what we’re doing im my philosophy about being a business owner. [It] has had a lot to do with who have I become in a way.”
“You just can’t grow beyond a point if you insist on being everything. You just can’t be everything.”
“Entrepreneurs and particularly, painters, in the building trade are super hard on themselves. And I think that they are richly deserving of some self-compassion and some generosity.”
HIGHLIGHTS: [00:25] How did Doug recognize the concept of total vulnerability?
[07:35] When did Doug started working for his dad and it’s psychological effect to him?
[10:41] What was the start of Doug’s entrepreneurial stint?
[17:24] Why Doug’s father called him for help?
[18:15] How AST - Advanced Shop Talk helped Doug in starting his business?
[22:27] Why Doug changes his business owner philosophy?
[26:12] What was the role of DYB in Doug’s business?
[30:08] How did DYB help in changing the team culture?
[36:31] What are the effects of having women in a trade environment?
LINKS & RESOURCES MENTIONED IN THIS EPISODE: Join DYB
The 7 Habits of Highly Effective People
How To Win Friends & Influence People
The Closers
Blue Ocean Strategy First, Break All the Rules
First, Break All The Rules
Essentialism
T Sheets
Quickbooks
Basecamp
Zapier
Estimate Rocket
Schedule Your Free Strategy Call With Steve
Email: doug@imhoffpaintingcompany.com
Imhoff Fine Residential Painting Website
ADDITIONAL FREE RESOURCES: Schedule Your Free Strategy Call With Steve
Connect with Doug Imhoff on Facebook here
Connect with Steve on Facebook here
Press and hold to visit the page
Show Page Notes
Thank you very much for joining us today! If you received value, would you take a quick few seconds and leave us a review on iTunes, please?
EP36: Highlights from 2018 AST from the DYB Coach Team SUMMARY: In this episode of the DYB Podcast, The DYB Team including Steve, Ron Ramsden, Scott Lollar, Dalton Tomlinson, and Nadia Burnett, discuss highlights and favorite moments from the AST conference this year.
You’ll be able to hear all about the panels and speakers, including talks from famed DYB members!
Enjoy this episode as we step into the shoes of AST attendees this year.
WHAT YOU'LL LEARN: -What’s in store for the future of painting
-What it’s like to attend AST this year
-Details of the next upcoming AST conference
-Biggest takeaways from the AST conference
QUOTES: “What gets you to the next level will eventually break, and you’ll have to go to the next step.”
“Culture is your ultimate key differentiator.”
“If you focus on your culture by trusting and tracking, you will have the ultimate advantage.”
“I was truly blown away by everyone’s story at AST.”
HIGHLIGHTS: [6:57] Rick Holtz -- Culture & Hiring
[10:42] Mark Paulos -- Be The Hero
[14:12] Jack West -- Drive Safe
[18:02] Sponsors Speed Dating
[20:13] Tech in the Workplace Panel Discussion
[24:42] Sherwin-Williams Lake Minnetonka Cruise
[26:43] AST Awards & Election of Officers
[27:52] Contractor Spotlight -- Nick Legrazio
[29:52] Nick Slavik -- The Modern Apprenticeship
[32:39] Contractor Spotlight -- Jason Parris
[38:08] Big vs Small Panel Discussion
[41:23] Jeff Sommers -- Systems for Growth
LINKS & RESOURCES MENTIONED IN THIS EPISODE: Join DYB
Mark Poulos’ Podcast
“The Big House on the Hill” Video
Workplace by Facebook
Quickbooks Online
G Suite
Pipeline Deals
Estimate Rocket
ADDITIONAL FREE RESOURCES: Schedule Your Free Strategy Call With Steve
Learn more about AST here
Connect with Steve on Facebook here
Connect with Scott on Facebook here
Connect with Ron on Facebook here
Connect with Dalton on Facebook here
Connect with Nadia on Facebook here
Press and hold to visit the page
Show Page Notes
Thank you very much for joining us today! If you received value, would you take a quick few seconds and leave us a review on iTunes, please?
FREE!
How many of you like free stuff that is actually worth something?
I am Ron Ramsden, a DYB coach, and a painting contractor in Massachusetts.
I like things that are free, as long as they are going to help me save time or help my business down the road.
What am I talking about?
I am talking about Banana-Tag.
Some of you might be thinking, “What is Banana-Tag?” and some of you might be thinking, “I already use Banana-Tag.”
There are 3 different perks of Banana-Tag.
I am only going to talk about the free version today, to get the most out of it.
What is Banana-tag?
Banana-Tag tracks emails, lets you schedule emails, and it also gives you email templates.
These are the three points we are going to look at today.
What is it and where do you find it?
Go to Google chrome store and type in “Banana-Tag”.
You open it and you just hit install.
It works both with Gmail and Outlook.
I use Gmail but you can also use it for Outlook.
When you’ve installed the plugin, it will automatically sync with your Gmail account.
You can turn it on and off anytime.
You’ll find the Banana-Tag symbol right at the top and if you want to turn it off, you can slide the little bar and it would shut itself off.
What is it going to do for you that’s going to make your life easier?
The following are a few points that will help you understand it better:
1. Schedule Emails
Why would you want to schedule an email?
Maybe you’re up late at night or up early in the morning and you are doing your jam session.
A jam session is a time when you really concentrate on a few things in your business and get them done without any distractions.
So maybe you send something out at 5 o’ clock in the morning, there is a good chance that the person you are sending it to might have gotten 30-50 emails over the evening, depending on what kind of job they have, and yours could possibly get lost in the shuffle.
You might want to send it at 8:15 or 10:30 or 11 o’ clock.
You might be typing something which is not important and they shouldn’t actually get it until Wednesday or Thursday of this week, you can schedule it out to be sent at that time.
It’s free and it works great!
2. Track Emails
When you have installed the Banana-Tag plug-in and you see an email, there is going to be a little check box at the bottom you check off for tracking an email or not.
For the free version you can use this 5 times per day.
If you want to do it more than that then you would have to upgrade.
I believe it’s $20 a month and that will give you 200 emails tracked per day. You might have 5 emails that you think are the most important ones, you can track them using this plug-in.
You might be sending someone an invoice and you want to make sure that they got it.
You are not only tracking it but when they open that email, Banana-Tag is going to send you an email back and tell you that they have opened it.
Whether you are sending a proposal, an email, payroll or you’re sending something to your lawyer, and you want to make sure that they’ve received it, it’s only the click of a button.
It’s a possibility that you might have sent a proposal through Gmail, for whatever reason, and you haven’t heard from them in quite a long time.
If they ever open up that email again, you are going to find out that they’ve opened up that email again, automatically.
They might have opened it up 6 months ago, but if they open it up now you’ll be notified by Banana-Tag immediately.
I have actually received email notifications of opens that are over a year and a half old. When you get something like that, maybe it’s time to send that person an email at that point and say, “whoa, what a coincidence!”
3. Templates
If you are like me, some of the emails you write will be the same.
Today I was asking someone for a Google review and the subject of my Google review email says “Could you do me a small favor?”
After that I tell them how important reviews are and then I put a link in there so they can easily click through it.
A few years ago, I used to have this format and I would just copy and paste it.
Now, I just write a template for it and when I want to send an email, I just put their name in the subject line, go over to the template bar and I click the template.
It drops down the few emails I have I there.
I click on it and it auto-fills the entire email for me. So easy!
It’s a great way to save time if you are sending the same emails over and over.
It might be an email you only send once a week, or an email to your payroll company.
It can be an email to your entire crew, it can be a newsletter, or it can be something you want to send to your past customers.
It might be a “thank you,” email or something like that and you are sending the same one over and over, then why write it?
It’s a template and it’s free.
These were the 3 different points I wanted to explain.
You can track your emails.
You can track them from now and as long as you have that tag on it, it will just keep telling you every time they open it.
You can schedule an email.
Great times so you don’t get lost in the midst of things.
Then last but not the least, your template, so you are not writing over and over again.
If you do use Banana-Tag, check these out and make sure you are utilizing these three options.
If you haven’t used it, please check out Banana-Tag. It’s free.
If you have any questions or you want to talk about something in your business, send me a message.
I am Ron Ramsden and I am a DYB coach.
You can find me at ron@dybcoach.com
You can find out more about DYB at joindyb.com
Find me on Facebook and we can chat there as well.
Save your time with a little tip from Ron here.
Have a great day!
P.S. Here's 52 Blog Post Ideas
EP35 Saulius Bertulis From Lithuania to $1M Commercial Painting Co. with his Partner Eivydas Phillips
SUMMARY: In this episode of DYB, Steve gets to chat with Saulius Bertulis; Co-Owner of Painters Inc. in Chicago.
Originally from Lithuania, Saulius immigrated to the United States to seek a better life.
Although he didn’t speak a word of English when he moved, Saulius took every opportunity he could find -- eventually landing into the painting trade.
Eventually, Saulius worked up through the ranks of the first company he was working for before deciding to go off on his own.
Shortly after, Saulius teamed up with another colleague to form Painters Inc., which has grown to become a successful commercial painting company at $1.3MM in sales in 2018.
WHAT YOU'LL LEARN: -The challenges of creating a partnership, and how to overcome them.
-The importance of selling a product you believe in.
-How to classify clients based on their quality.
-How to elevate your company’s culture.
QUOTES: “David and I both have very different personalities, and this is what makes Painters Inc. Successful.”
“The biggest challenge in our partnership was figuring out who does what best, and let him take over the task.”
“Our biggest strength is our employees. We have wonderful people and the culture helps a lot.”
“Every time you sell a product...You are making a promise to your client. It’s much easier to make promises when you know you can deliver.”
“If a client believes in you, you will have no problem selling a job.”
HIGHLIGHTS: [4:13] How did Saulius get started in painting?
[11:24] What were Saulius’ thoughts going into a partnership?
[14:10] How did the business grow after the partnership?
[16:57] How did Saulius meet the DYB team?
[26:40] What are the 3 P’s of Saulius’ Business?
LINKS & RESOURCES MENTIONED IN THIS EPISODE: Join DYB
Group.me
Unshakable -- Tony Robbins
Evernote
T Sheets
Pipeline Deals
Quickbooks
ADDITIONAL FREE RESOURCES: Schedule Your Free Strategy Call With Steve
Connect with Saulius Bertulis on Facebook here
Connect with Steve on Facebook here
Press and hold to visit the page
Show Page Notes
Thank you very much for joining us today! If you received value, would you take a quick few seconds and leave us a review on iTunes, please?
EP34 Greg Miller Explains How Being Patient and Trusting the Process Leads To Building A Successful Business SUMMARY: In this episode of DYB, Steve gets the chance to chat with Greg Miller; Owner & Operator of Green Pro Painting in Greenville, South Carolina.
Originally hailing from New York, Greg moved south to start his painting company and take advantage of the lower cost of living.
After starting with residential repaint, Greg has converted entirely to commercial painting and continues to grow.
WHAT YOU'LL LEARN: -The importance of taking on the right jobs.
-How to overcome the mental hurdles of being called “painter.”
-The difference in northern & southern painting markets.
-How to grow a painting crew properly without overwhelm.
QUOTES: “EQ is more important and more valuable than IQ.”
“If you keep an eye on your pennies, your dollars will take care of themselves.”
“Trust the process and be patient.”
“The only one you’re in competition with is yourself.”
“You’ve gotta do what you’ve gotta do.”
HIGHLIGHTS: [8:52] How did Greg get started in painting?
[27:28] What part does culture play in Greg’s company?
[30:42] How to vet employees from within the company
[32:31] What book are Greg’s favorite right now?
[40:40] How to read books faster
LINKS & RESOURCES MENTIONED IN THIS EPISODE: Join DYB
Scott Loller DYB Episode
Built to Sell -- John Warrillow
Blink -- Malcolm Gladwell
Outliers -- Malcolm Gladwell
The E Myth Revisited -- Michael Gerber
The 4 Hour Work Week -- Tim Ferris
Rich Dad, Poor Dad -- Robert Kiyosaki
TECH:
Audible.com
Google Suite
Vericlock
Onscreen Takeoff
Docusign
Quickbooks Online
CONTACT:
Book a Coaching Call with Steve
Greg Miller’s Instagram
ADDITIONAL FREE RESOURCES: Schedule Your Free Strategy Call With Steve
Connect with Greg Miller on Facebook here
Connect with Steve on Facebook here
Press and hold to visit the page
Show Page Notes
Thank you very much for joining us today! If you received value, would you take a quick few seconds and leave us a review on iTunes, please?
The workforce is changing... are you adapting to the changes?
The millennial generation is here and the current workforce is already compromised with 1 out of 3 being a millennial.
(A millennial is considered anyone between the ages of 19-34 years old)
But more importantly, within the next ten years, Millennials will make up 75 % of our workforce...
Are you ready to adapt?
Millennials are considered tech-savvy employees with an attitude to work for a mission.
What does this mean for you? * A workforce that is growing by the day (over the next 10 years the fast growth in the workforce is mainly due to immigration and the swell of the younger population). * Employees that want to work for a company with a mission. A mission could be a charity or any bigger purpose mainly to make the world a better place. * Employees of this generation have almost been born with some sort of tech device in their hands. From instant messaging, cell phones, tablets, GPS, ect... They do have the desire to wait for something that there is a simple techy solution to. You may not be ready for the change but they are expecting it.
It is Our Time to Adapt. As you're reading this you're probably thinking (as I was when I first performed my research) "Why should I adapt to them?" If you do not change you will be the 72 Pinto Toyota Prius that nobody wants to work on or with a Ford Pinto.
Here's What We Can Do to Change: 1. Embrace a strong company culture with regularly scheduled team meetings, team building days or events, and most importantly, daily encouragement through technology with everybody such as GroupMe or text.
-
Learn a new language as with the influx of immigrants a new language will enhance the communication level and welcome new employees with the ease of communication.
-
Throughout the company create job descriptions, levels, and achievements to advance within the organization.
-
Build a company that has a reason for someone to come to work. They are looking for and need a purpose.
Provide assistance regularly to a charity chosen by the workers that compliments the organization.
Award employees time off for volunteer days.
Embrace ideas to give back to the community and make it happen!
We are venturing into a new era of a new workforce. You can either sit on the sidelines and resist the change, or you can embrace it, learn from and adapt to it, and allow your company to thrive.
P.S. Here's 11 Interview Questions to Use When Hiring All-Star Millennials
SUMMARY: In this episode of DYB, Steve interviews John Neubert of Neubert Painting; Located in Cleveland, Ohio.
John has been in the painting industry all of his life, since the 70’s when he initially opened up shop at the ripe age of 18.
Since then, Neubert painting consistently staffs close to 80+ painters at all times.
John reveals his unique strategies for hiring and retaining excellent painters, despite the current labor market.
In addition, John covers how he’s managed to operate a business with so many staff.
WHAT YOU'LL LEARN: -How the painting industry has changed since the ‘70’s
-Tips for hiring better quality painters in a tough market
-How to become a better manager of people
-The mindset needed to break out of managerial dysfunction
QUOTES: “The good thing is we can get high achieving college students that are motivated, because they’re going somewhere with their lives. They pick up our system very fast."
“With our culture, and the fact we give them everything they need...we’re really there to help them succeed.”
“If you have a problem it comes down to you. It starts at the top.”
“There are certainly companies out there with good strategies and bad cultures that still succeed, but they’re not great places to work. I personally want a place where I go in every day and I like the people I work with.”
“Treat your people really well. THink of them as an asset, not a liability.”
HIGHLIGHTS: [1:50] How did John get started in the painting industry?
[3:40] John’s method for generating leads when he first started
[7:51] John dives into his unique model for hiring contractors
[12:54] What’s the biggest paradigm shift John had that’s led to his success?
LINKS & RESOURCES MENTIONED IN THIS EPISODE: Join DYB
[BOOKS]
Good to Great
The Motivation Myth
[APPS]
Group.me
Constant Contact
[CONTACT]
john@neubertpainting.com
Book a FREE Strategy Call with Steve Here
ADDITIONAL FREE RESOURCES: Schedule Your Free Strategy Call With Steve
Connect with John Neubert on Facebook here
Connect with Steve on Facebook here
Press and hold to visit the page
Show Page Notes
Thank you very much for joining us today! If you received value, would you take a quick few seconds and leave us a review on iTunes, please?
EP32 Matt Orme: From Zero to $1M in just 1 Year! SUMMARY: In this episode of DYB, Steve gets the chance to chat with Matt Orme of PR Painting, a company focusing mainly on commercial painting in the Philadelphia area.
In his career, Matt has risen from the bottom the ranks as a painter to project manager, and eventually setting out on his own.
Steve and Matt cover a wide variety of subjects applicable to any growing painting company; from mindset, starting out, and establishing infrastructure.
WHAT YOU'LL LEARN: -The biggest challenges Matt faced when scaling his commercial painting business
-How making systems helped reduce the man-hours Matt puts into his business
-How Matt was able to overcome the mental hurdles of going out on his own
-The importance of finding a “Tribe of Mentors” to help propel your success
QUOTES: “The whole idea of Personal Record, or ‘PR’ Painting is ‘What’s my best?’ I won’t really know that until I push myself.”
“I think sometimes we don’t step out [on our own] because we don’t see everything ahead of time.”
“I was tempted to go small, because I didn’t know what I didn’t know. But because of the tools I’m given now, I’m not tempted to go that direction.”
“The struggles you’re experiencing -- You’re not the only one.”
“Don’t compare your beginning to someone else’s middle.”
HIGHLIGHTS: [2:40] How did Matt get started in the painting industry?
[18:13] How did Matt generate business in the beginning?
[21:52] What were some of the challenges Matt faced when scaling up his business?
[30:01] Matt gives some pointers on how to scale more effectively
[39:33] What does Matt’s tech stack look like?
LINKS & RESOURCES MENTIONED IN THIS EPISODE: Join DYB
[BOOKS]
The E-Myth Revisited
5 Levels of Leadership
Make Today Count
Little Red Book of Sales
Go Giver
Endless Referrals
Mindset
[APPS]
Basecamp
Group.me
Quickbooks Online
Planswift
Pipeline Deals
[CONTACT]
mattorme@prpainting.biz
ADDITIONAL FREE RESOURCES: Schedule Your Free Strategy Call With Steve
Connect with Matt Orme on Facebook here
Connect with Steve on Facebook here
Press and hold to visit the page
Show Page Notes
Thank you very much for joining us today! If you received value, would you take a quick few seconds and leave us a review on iTunes, please?
EP31: Nick Lauro Shares How To Build A Successful Company By Holding Your Team Above The Line SUMMARY: In this episode of DYB, Steve Burnette interviews Nick Lauro; Owner & Operator of Lauro Painting in the greater Philadelphia area.
Lauro Painting is a story of a business falling apart and coming back stronger than ever before.
After suffering Lyme's disease -- Bedridden and without a team to depend on -- Nick made the decision to cut his losses; scaling back his team from 8 painters at the time and starting from scratch.
Nick now runs a crew of 10 painters built on solid character and efficient processes never before seen in his business.
WHAT YOU'LL LEARN: - What it means to always "stay above the line"
-
The Importance of Hiring Hands for Character
-
How to get out of the insidious trap of saying "yes" to all work
-
The difference it makes in a company to elevate your culture.
QUOTES: "I encourage business owners to look at themselves and their business. Ask, 'Is this where I want to be?'"
"It's amazing what you can do with people who stay above the line."
"Instead of complaining, you need to hold yourself accountable and ask 'What have I done to improve my situation?'"
"Sometimes problems are a really good opportunity to go above and beyond for a client."
"We forget sometimes that it's not just as simple as working hard running a business. You can't forget to appreciate your wife, or forget to do things around your house. It's just like any other business."
HIGHLIGHTS: [5:33] How Nick got into the Painting Business
[13:00] What was the breaking point for Nick, and how did he turn his company around?
[29:35] What is the concept of "Above The Line?"
[35:24] What is Nick doing now to help improve his company's culture?
[59:05] Nick's Closing Remarks
LINKS & RESOURCES MENTIONED IN THIS EPISODE: Join DYB
[BOOKS/PDF]
DYB "Above The Link" PDF
The E-Myth Revisited
How to Double Your Business Without Making a Sale
The 7 Habits of Highly Effective People
[APPS]
Basecamp
EstimateRocket
WhenIWork
TSheets
Group.me
[CONTACT]
http://lauropainting.com/
nick@lauropainting.com
ADDITIONAL FREE RESOURCES: Schedule Your Free Strategy Call With Steve
Connect with Nick Lauro on Facebook here
Connect with Steve on Facebook here
Press and hold to visit the page
Show Page Notes
Thank you very much for joining us today! If you received value, would you take a quick few seconds and leave us a review on iTunes, please?
EP30 Rich Groark: How to Implement Tech, Methodology, & a Culture of Respect to Grow Your Painting Business Beyond $1 Million Dollars SUMMARY: In this episode of DYB Podcast, Steve interviews Rich Groark, owner, and operator of 360 Painting of North Georgia.
Rich’s business started out on the wrong foot, but he was and is always learning from the mistakes he makes.
Today, he has implemented technology, methodology, and a culture of respect in his business to create an environment where everyone thrives.
WHAT YOU'LL LEARN: -How you can stay focused on the backend of the business while your employees do the labor
-The give and take of romantic relationships in business
-How to assess who you hire during the hiring process
-How to push culture forward
-Selling without being a "salesy" person
QUOTES: "I knew I could do better than what was provided. That’s why I started."
"I needed to know the business to know what questions to ask."
"Culture is respect for everybody."
"The biggest thing that pushed culture forward is showing respect for others."
“I ask them what their needs are rather than telling them how I’m going to paint their house.”
HIGHLIGHTS: [03:59] How Rich got started in painting and the slump of the first two years
[08:53] The collaboration of Rich and his wife, Peggy, within their business
[11:39] How rich hires and why he tries to get outside input when hiring his employees
[16:45] The paradigm shift that has gotten Rich where he is today
[18:45] Why culture makes a big difference in every company
LINKS & RESOURCES MENTIONED IN THIS EPISODE: Join DYB
[SERVICE]
Career Plug
[APPS]
PEPmoney
Basecamp
Google Notes
[EMAIL/WEBSITES]
Connect with Rich on Linkedin
Contact Rich
[BOOKS]
Who Moved My Cheese? by Spencer Johnson
Eat the Frog by Brian Tracy
The Compound Effect by Darren Hardy
The Art of Closing the Sale by Brian Tracy
The Lost Art of Listening by Michael P. Nichols
ADDITIONAL FREE RESOURCES: Schedule Your FREE Strategy Call With Steve
Connect with Rich Groark on Facebook here
Connect with Steve on Facebook here
Press and hold to visit the page
Show Page Notes
Thank you very much for joining us today! If you received value, would you take a quick few seconds and leave us a review on iTunes, please?
EP29: Scott Lollar Shares Strategies To Scale to Million and Multi-Million Dollar Revenues SUMMARY: In this episode of DYB, Steve gets the opportunity to talk with Scott Lollar; A Former Commercial Painting Contractor, Operations Manager and Consultant to Multi-Million Dollar Painting Companies, PDCA Board Member, and New DYB Coach.
Scott covers the challenges painting businesses face as they grow past the $1 Million Revenue Mark, developing relationships with Commercial Clients, and many nuances of Commercial Painting.
WHAT YOU'LL LEARN: * Keys to establishing relationships with Commercial Clients. * The Advantages and Disadvantages of Commercial Work. * Similarities of Commercial Work to Residential Work. * The typical demographic of a Commercial Painter’s Customer.
QUOTES: “You have to grow every part of your Business together. If you’re great at Marketing but terrible at Culture and Hiring, you have a problem. If you’re great at Sales but have no Employees or Capital to support it, you have a problem.”
“If you develop a relationship with a Property Manager that manages millions of square feet of property, they’re going to need you all the time. You don’t have to get 20 people to fill your January, you only need one. The residual work you get from a Property Manager is the secret sauce.”
“Some people are natural marketers, and some aren’t. If you want to network, this is somewhere you’ll have to get out of your comfort zone if it’s not your strong suit.”
“The standard is a little different for Commercial Work, but it doesn’t mean we can’t be great craftsmen. The purpose of what we do is just different”
“Even in bidding, relationships are still key. When you get a relationship with someone, you’ll be 1 out of 2 bids, as opposed to 1 out of 50 in the GC world.”
HIGHLIGHTS: [2:31] How did Scott get started in the painting industry?
[13:01] Scott describes his experience with the PDCA conferences.
[20:14] What are the biggest snags painting businesses run into as they scale revenue?
[25:50] What are the advantages of having an outside-looking-in perspective of your business?
[37:26] Scott explores many of the nuances of Commercial Painting.
LINKS & RESOURCES MENTIONED IN THIS EPISODE: Join DYB
PDCA
scott@dybcoach.com
ADDITIONAL FREE RESOURCES: Schedule Your Free Strategy Call With Steve
Connect with Scott Lollar on Facebook here
Connect with Steve on Facebook here
Press and hold to visit the page
Show Page Notes
Thank you very much for joining us today! If you received value, would you take a quick few seconds and leave us a review on iTunes, please?
SUMMARY: In this episode of DYB Podcast, Steve interviews Annie Newton, owner and operator of Four Seasons Color.
Annie started her business with her brother at her side.
Annie’s attitude toward her business is always family oriented as she aims to give her employees the helping hand they need to move up.
She has been able to overcome some of life’s toughest curveballs and turn her life lessons into teachings that lead Four Seasons Color to success.
WHAT YOU'LL LEARN: -Why you need to find and utilize the strength of your employees
-How to learn from your business and use those lessons in your everyday life
-How to create a space for meaningful work in your business
-The different types of technology that Four Seasons Color utilizes
-The ways Annie taught herself to push through and how that benefited her business
QUOTES: "I think to become healthier, we needed to be less in those roles and a lot more in coaching. We needed to be really clear and up front. ‘Where is our target? How are we going to get there? What is it we want?"
"We had no backup plans. It’s just how we were rolling."
"We need to demand the personal side of life to serve us in business and vice versa."
"When I leave the house, I’m crystal clear about why I’m leaving. [...] It’s to go make a profit."
"If we speak of opportunity, we speak of coaching."
HIGHLIGHTS: [05:21] The combination of a good sibling relationship and a thirst for a better way to do things that created Four Seasons Color
[14:33] The traumas in life that changed Annie’s way of thinking, creating a culture of honor
[17:41] Seeing the difference between good and great
[23:42] Accentuating family in the culture of Four Seasons Color
[32:51] The technology behind Four Seasons Color
LINKS & RESOURCES MENTIONED IN THIS EPISODE: Join DYB
GROUP ME
PIPELINE DEALS
SPLASHTOP
BASECAMP 2
GOOGLE DRIVE
T-SHEETS
QUICKBOOKS
SCANBOT
LAST PASS
Contact Annie
Work the System: The Simple Mechanics of Making More and Working Less
Virtual Freedom: How to Work with Virtual Staff to Buy More Time
Boundaries: When to Say Yes, How to Say No to Take Control of Your Life
The One Minute Manager
The Coaching Habit: Say Less, Ask More & Change the Way You Lead Forever
Team of Teams: New Rules of Engagement for a Complex World
H3 Leadership: Be Humble. Stay Hungry. Always Hustle.
The Ideal Team Player: How to Recognize and Cultivate The Three Essential Virtues
The Five Dysfunctions of a Team
ADDITIONAL FREE RESOURCES: Schedule Your Free Strategy Call With Steve
Connect with Annie on Facebook here
Connect with Steve on Facebook here
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Show Page Notes
Thank you very much for joining us today! If you received value, would you take a quick few seconds and leave us a review on iTunes, please?
I have to admit, I did not like Estimate Rocket (ER) when I first started using it.
Kind of like anything new, I'm just used to my old ways, but because of the automated emails feature, I continued.
Estimate Rocket is a CRM and an estimating program that is very customizable.
I'll unpack how I use it, and all of its cool features in the next DYB All Community Webinar, but first...
After using ER, I expanded the use of the automated emails and really started seeing the advantages of using the program.
The estimating took a while for me to get acclimated to, but at the PDCA, DYB Coach Jeff Sommers, showed me a trick that I didn’t know and it made the estimating process better.
After Jeff enlightened me, I started exploring more into the estimating portion of the program and found so many other options that I now can say...
Estimate Rocket is a game changer!
The CRM has automated emails as I said and they can be sent to the client, your team members, your accountant, or grandmother.
The emails can relay information to potential clients or customers.
You can add attachments to the email for things like “What to do to prepare for exterior painting” or introducing your company to the client in the beginning.
After the work has been completed, I email them a Google Form to rate their customer experience.
The emails can also be reminders to your team and/or office staff to do a certain task depending on which step in the selling/working process you are at, (i.e. fill out paperwork, enter their info into Basecamp, get video testimonies, or hand out cookies).
The estimating function is also extremely customizable.
You can use production rates, hourly rates or square foot pricing or a combination of all of them.
It can do lump sum pricing, line item pricing, or by room pricing.
One of the important parts of the DYB System is to know your numbers.
Yes, your P&L, but also your close ratio, and your top 10 lead sources.
Estimate Rocket can do that and has many more reports that can be done.
All reports can be exported to a .csv or excel file.
For myself and DYB Coach Ron Ramsden, we've found Estimate Rocket is the easiest to use for contractors.
Join DYB for just $1 today!
EP27 Brian & Amber Yaussy: How to Build a Successful Company With Your Spouse SUMMARY: In this episode of DYB Podcast, Steve interviews Brian and Amber Yaussy, owners of Creations by Brian.
Brian started his life in business by immersing himself in a family business.
However, Brian felt the need to establish his own presence through his own business, and with the help of his wife, has created something special that is set for success.
Brian and Amber talk about what their business brings to the table, how they put communication at the top of their list of priorities, and just how they keep their business and personal relationships with one another healthy.
WHAT YOU'LL LEARN: * The Upsides and Downsides of Working within a Family Business * How Bryan and Amber are capable of Creating Synergy in their Business * How to keep communication open while staying tactful * What it’s like Running a Business as a Couple.
QUOTES: "Working for the family business, you get fired a lot."
"We’re still learning our lessons."
"We try to be intentional about every 6 months to do something just for our marriage."
"It’s about communicating. It’s about recognizing our strengths and our weaknesses. We have to make sure that relationship is protected first and foremost because that is going to be there after the business."
"Our goals were quite limited by what we thought possible. We didn’t know what was possible."
HIGHLIGHTS: [04:08] How Creations by Brian started by creating a family business
[09:31] Why Brian had to move on and start his own business and the diligence and passion that eventually pushed him to success
[19:24] How Amber came into Brian’s business and how her work behind the scenes added a new level of sophistication to the business
[25:34] The ways Brian and Amber work on their marriage while running a business together
[36:10] Hiring for character over just hiring painters
LINKS & RESOURCES MENTIONED IN THIS EPISODE: Join DYB
Basecamp
Contact Creations by Brian
The Hope Project
Going Deep and Wide: A Companion Guide for Churches and Leaders
The 5 Love Languages: The Secrets to Love that Lasts by Gary Chapman
The 5 Languages of Appreciation in the Workplace: Empowering Organizations by Encouraging People by Gary Chapman and Paul White
Family Life Weekend to Remember Retreat
ADDITIONAL FREE RESOURCES: Schedule Your Free Strategy Call With Steve
DYB System PDF
EP01 9 Steps to Doubling Your Business Part 1
52 Blog Post Ideas PDF
YouCanBookMe VIDEO
Pre-qualifying Questions PDF
Video Testimonial Checklist PDF
3 Steps To Get Leads From FB PDF
11 Interview Questions PDF
9 Ways To Get HOA Work PDF
Sundries Cheat Sheet
Above the Line Poster
Connect with Brian & Amber Yaussy on Facebook
Connect with Steve on Facebook here
Press and hold to visit the page
Show Page Notes
Thank you very much for joining us today! If you received value, would you take a quick few seconds and leave us a review on iTunes, please?
EP26: Kim Garst, Social Media Expert, Shares Strategies to Get More Leads, for FREE SUMMARY: In this Episode of DYB, Steve chats with Kim Garst; an International Keynote Speaker, Consultant, and Thought Leader in the Social Media Space.
Her work includes consulting with brands like IBM, Microsoft, and Mastercard to help them identify opportunities to improve their Social Media Presence.
Kim dives into the latest trends in Social Media and dissects valuable Social Media strategies that DYB listeners can implement in their marketing efforts today.
WHAT YOU'LL LEARN: -How to Run Effective Giveaways
-The Biggest Trends and Tools in Social Media Today
-How to Decide Which Social Media Platform you should build a presence on
-Effective Uses of Stories and Social Media Tools for Painting Contractors
QUOTES: "Before & After Comparisons Are Huge; Some people can't visualize how great a transformation it can be with a simple coat of paint."
"Bringing people into your world is a huge opportunity to build relationships and connection."
"Some of the conversations I've had -- Some of the business I've generated based on taking the time to actually talk to someone -- Has been incredible."
“If you could highlight moments in your day, I think those moments of relatability is such a huge opportunity for creating awareness. Your customers may not need you today, but since they feel they know you, it makes it easier to do business later.”
“The beautiful thing about a giveaway is that even if someone doesn’t win, you still have leads.”
HIGHLIGHTS: [2:30] What are the biggest Social Media Trends For Businesses Right Now?
[6:45] What are "Stories," and how can Service Providers Leverage Them?
[15:19] What are the benefits and best practices of running a contest?
[19:12] How can Service Contractors Engage in More 1-1 Conversations?
[26:45] What are some Strategies for Linkedin Users?
LINKS & RESOURCES MENTIONED IN THIS EPISODE: Join DYB
Ripl (Video App)
Adobe Spark
Wave.Video
Animoto
22 Social
Kim's Facebook Page
Agorapulse
ADDITIONAL FREE RESOURCES: Schedule Your Free Strategy Call With Steve
DYB System PDF
EP01 9 Steps to Doubling Your Business Part 1
52 Blog Post Ideas PDF
YouCanBookMe VIDEO
Pre-qualifying Questions PDF
Video Testimonial Checklist PDF
3 Steps To Get Leads From FB PDF
11 Interview Questions PDF
9 Ways To Get HOA Work PDF
Connect with Kim Garst on Facebook here
Connect with Steve on Facebook here
Press and hold to visit the page
Show Page Notes
Thank you very much for joining us today! If you received value, would you take a quick few seconds and leave us a review on iTunes, please?
EP25 Bob Burg The Go-Giver Influencer: A Little Story About a Most Persuasive Idea SUMMARY: In this episode of DYB, Steve gets the opportunity to talk with Bob Burg; Personal Friend and Coauthor of The Go-Giver series of business books.
Bob tackles the paradoxical advice that to get what you want in life, it will depend on giving to others.
His new book, "The Go-Giver Influencer" expands on this subject by teaching how to ethically influence others positively.
WHAT YOU'LL LEARN: -How to Master Your Own Emotions
-How to Actually Step Into Someone Else's Shoes
-How to Reframe Another Person's Emotional State
-How to Communicate with Tact & Empathy
-How to Let Go of All Attachment to Having to be Right.
QUOTES: "Great Influence is About Attraction, Not Push."
"Positive Persuasion is a matter of tapping into what matters to the other person."
"By All Means, Take your emotions along for the ride. But make sure you are driving the car.
"Tact is the Language of Strength"
"Everyone seeks happiness. That is the motivating factor of all people."
HIGHLIGHTS: [2:46] What is Influence?
[5:38] What's the difference between Persuasion and Manipulation?
[7:38] What are the 5 Secrets of Genuine Influence?
[26:36] What's the One Sentence Guaranteed to Prevent Misunderstanding?
[30:11] How do some rude people seem to thrive?
LINKS & RESOURCES MENTIONED IN THIS EPISODE: Join DYB
The Go Giver - Bob Burg
The Go Giver Leader - Bob Burg
The Go Giver Influencer - Bob Burg
Art of War - Sun Tzu
ADDITIONAL FREE RESOURCES: Schedule Your Free Strategy Call With Steve
DYB System PDF
EP01 9 Steps to Doubling Your Business Part 1
52 Blog Post Ideas PDF
YouCanBookMe VIDEO
Pre-qualifying Questions PDF
Video Testimonial Checklist PDF
3 Steps To Get Leads From FB PDF
11 Interview Questions PDF
9 Ways To Get HOA Work PDF
Connect with Bob Burg on Facebook here
Connect with Steve on Facebook here
Press and hold to visit the page
Show Page Notes
Thank you very much for joining us today! If you received value, would you take a quick few seconds and leave us a review on iTunes, please?
EP24 Miljce Donev: On His Way to $3M+ By Playing To His Strengths SUMMARY: In this episode of DYB Podcast, Steve speaks with Miljce Donev, owner of First Choice Professional Painting of Boca Raton, Florida.
Miljce talks about how to build a strong team by playing up your strengths, how to influence and be influenced by the people around you, and just how to keep your culture alive and well as the number of your employees grow.
WHAT YOU'LL LEARN: -The importance of doing what you say you’re going to do
-How to maximize your strengths to benefit your business
-The ways you can keep the culture of your company alive while your company grows
QUOTES: "Whatever we said, we did. It was never an issue."
"I put a lot of pride in doing what we say what we’re going to do with our customers. "
"I think maximizing your skills and then getting people around you whose strengths are your weaknesses is how you build a team."
"Do what you’re great at in your business. Recognize what your skills are."
"Get help. Plug yourself into a mentor, a business coach, community."
HIGHLIGHTS: [03:34] The paths that lead Miljce to the painting business
[09:50] How Miljce grew his business through responsiveness and always sticking to his word
[18:46] Learning what you’re great at to maximize your skills to help your business
[24:45] How Miljce worked through the “Superman complex” to
[39:07] The biggest changes that have recently benefited Miljce’s business
LINKS & RESOURCES MENTIONED IN THIS EPISODE: Join DYB
[APPS]
Planswift
Estimate Rocket
Basecamp
Job Rocket
[EMAIL]
Contact Miljce
[BOOKS]
Beyond the E-Myth: The Evolution of an Enterprise: From a Company of One to a Company of 1,000! by Michael E Gerber
The 7 Habits of Highly Effective People: Powerful Lessons in Personal Change by Stephen R. Covey
ADDITIONAL FREE RESOURCES: DYB System PDF
EP01 9 Steps to Doubling Your Business Part 1
52 Blog Post Ideas PDF
YouCanBookMe VIDEO
Pre-qualifying Questions PDF
Video Testimonial Checklist PDF
3 Steps To Get Leads From FB PDF
11 Interview Questions PDF
9 Ways To Get HOA Work PDF
Connect with Miljce Donev on Facebook here
Connect with Steve on Facebook here
Press and hold to visit the page
Show Page Notes
Thank you very much for joining us today! If you received value, would you take a quick few seconds and leave us a review on iTunes, please?
EP23 Bill Carlson: How to Build a Trustworthy Team To Get You Past $1M, Profitably SUMMARY: In this episode of DYB Podcast, Steve interviews Bill Carlson, owner of Brush and Roll Painting.
Bill has figured out how to run his business through mostly trial and error, and today he’s sharing this invaluable information with us.
After a certain spiritual spark in the early 2000s, Bill has been running his business with the help he can provide others in mind.
Bill talks about how he approaches each business relationship, how he chooses only the best team members, and the importance of knowing where you stand with your numbers.
WHAT YOU'LL LEARN: -What to look for when building a trustworthy team
-The value of your work and how to make other recognize the worth of your work
-Why you need to know your numbers all of the time
QUOTES: "The beauty is, all my eggs are not in one basket. If we have an issue with one customer, it’s one customer."
"We know what our customer looks like; that’s the big thing."
"I’m not letting him tell me my price is too high. I’m explaining to him the value we’re going to give him."
"You follow-up until either they’re dead of we’re dead. Follow up. Follow up. Follow up."
"A big process is, you have to know your numbers."
HIGHLIGHTS: [03:43] The spiritual revelation Bill had about the service he can provide for others through his business
[11:29] Bill’s experience growing a good team with the help of humility
[20:35] The big changes Bill was forced to make to allow his business more profitable
[25:12] How Bill uses the value he can provide to sell his higher priced services
[40:20] The tools Bill utilizes to help manage his business
LINKS & RESOURCES MENTIONED IN THIS EPISODE: [TECH]
Basecamp 2
QuickBooks
GroupMe
PipelineDeals
Google Suite
Evernote
Estimate Rocket
[BOOKS]
Sell or Be Sold: How to Get Your Way in Business and in Life by Grant Cardone
The Entrepreneur Roller Coaster: Why Now Is the Time to #JoinTheRide by Darren Hardy
Insane Productivity Course
The Compound Effect by Darren Hardy
The E-Myth Revisited: Why Most Small Businesses Don't Work and What to Do About It by Michael E. Gerber
Secrets of Closing the Sale by Zig Ziglar
ADDITIONAL FREE RESOURCES: Join DYB
DYB System PDF
EP01 9 Steps to Doubling Your Business Part 1
52 Blog Post Ideas PDF
YouCanBookMe VIDEO
Pre-qualifying Questions PDF
Video Testimonial Checklist PDF
3 Steps To Get Leads From FB PDF
11 Interview Questions PDF
9 Ways To Get HOA Work PDF
Connect with Bill Carlson on Facebook here
Connect with Steve on Facebook here
Press and hold to visit the page
Show Page Notes
Thank you very much for joining us today! If you received value, would you take a quick few seconds and leave us a review on iTunes, please?
I used to get SO frustrated when I would lose jobs to cheaper bids. This used to happen over and over. Not anymore and I’ll show you how along with a few other examples of DYB members taking it to the next level, but first,
I pulled up to the estimate and saw Ohio State logos all over the place. I loved this because it set me up for a great icebreaker that never fails.
While wearing my smiley face name tag, I walked up and rang the doorbell at the exact time of the estimate.
They opened the door and greeted me; I kindly replied with a warm smile, while shaking their hand,
I paused with the most serious tone and said, I’m sorry I need to let you know something right up front…
They paused looking to themselves wondering what it might be,
Then I said, “I’m from Michigan.”
They laughed and laughed!
See, there is a fun rivalry between Michigan and Ohio State fans.
Now, I’ve tried this a few times with Michigan State fans and well… They don’t seem to think it’s so funny. (Lighten up MSU guys).
After the icebreaker, she said,
“We already know that. I read your story on your website and loved it. I also loved that you have your pricing on your website, too.
In fact, I already measured our home and if you find my measurements accurate, according to your pricing on your website, you’ve got the job.
...we didn’t even call anybody else.”
BOOM! #PTL
Or take Mr. Scott. I arrived at his 3rd story condo on Venice Beach, FL on a sunny afternoon.
After I measured his condo, I presented my proposal and he looks at Mrs. Scott, looked back at me and said,
“Ok, when can you start?”
We looked at the schedule, picked a day, Mrs. Scott wrote a check for the 20% deposit to get on the schedule and then I asked him my “why us question”.
I learned this from Jeffrey Gitomer the author of The Little Red Book of Selling.
It goes exactly like this:
“Thank you. You could have went with another painting company; why did you choose us?”
In fact, it’s this exact question that lead to the discovery of most of the DYB System.
Mr. Scott replied, “Well, we liked your website. Especially all of your video testimonials. Then when you made it so easy to book an estimate with you right on the website, I didn’t even call anybody else. You pretty much had the job before you arrived.”
Then they graciously provided a video testimonial.
Good marketing, helps you to bond with your prospect by showing them you will provide the experience they are looking for, and makes it easier for them to decide.
How cool would it be if YOU could win bids before arriving to the estimate?
Well, you can.
Check out what our DYB member, Aaron Steininger, shared into the DYB Community
Now this is just a clip of his entire post. He also shares the emails he sent for other DYB Members to use like,
“Before You Hire Any Painting Contractor, Make Sure They Can Answer YES To All 25 Questions”.
Then there's Ron Ramsden, who sends a video to let them know what to expect when he arrives to provide them their estimate.
Ron Ramsden’s Pre-Estimate Video
This allows them to get to know Ron ahead of time, and sets him heads and tails above the rest!
Just imagine, you too, can build value into your estimate so that you are not competing on price-- so much that, in fact,
You’ll find yourself winning bids before you arrive to the estimate.
Whatever you do, don't be boring.
You can become the person with amazing plans for the weekend and be fully present with your family or hanging with the guys watching the game,
because you’re not trying to get caught up on your estimates.
In short, you’ve taken the antidote to boring.
Bottom line — what are you doing to win the bid before arriving to the estimate? Is it something new and interesting?
A website with your story, your pricing, video testimonials, and then access for them to book you IS the antidote to boring.
Then sending a few emails and/or a 2 minute video — can change your life.
If you’re tired of putting all the work into driving to the estimate, meeting the homeowners, taking notes, writing up the scope of work, then compiling it all into a nice proposal only to lose it to a cheaper bid,
I’d love to show you a different approach. Learning how to win bids before arriving to the estimate can be fast, effective and fun.
I have a whole site of courses in the, DYB Cafe, where you’ll see how to learn fast — even if you’re already busy.
There’s no need to stick to that old routine: doing the same old things everybody else is doing (competing on price). We can show you how to change your life like Aaron, Ron, Dalton, and many others today so tomorrow looks even better. The confidence to win bids— on the spot — is the ultimate gift.
Join DYB now
You’ve Got This!
Steve Burnett
Founder of Burnett Painting
Pres. DYB Coach
P.S. If you even think you might be interested, do me a favor. Take 3 minutes to check out the info page and decide if it’s right for you.
If not, no prob. At least you made the decision instead of missing out by default.
(And as always, you're protected by my 30-day, 100% money-back guarantee. I kept the price very low and made trying all of the courses risk-free because I want to share this course with as many people as I can.)
Start Winning Bids Before Arriving To The — Join DYB now.
EP22 Aaron Steininger: From Retail to a Thriving Columbus Ohio Painting Business SUMMARY: In this episode of DYB Podcast, Steve interviews Aaron Steininger of Sunlight Housepainting.
Housepainting wasn’t always on Aaron’s radar for a career path, but one unexpected moment while working in retail changed his course. Today, Aaron knows what his customers need, and it’s care. Aaron gives us some of the most useful information on just how to generate leads, give customers our undivided attention, and create business relationships that will last for years and years.
WHAT YOU'LL LEARN: -Why creating a personal connection with others goes a long way
-How to turn bad situations into the driving force behind your business
-Making your customers feel comfortable with you and your business
QUOTES: "Try and connect with them outside of what you’re trying to sell them."
"I was hesitant to change for a long time. [...] We’ve come a long way."
"I was hungry. I could not wait to learn how to do sales."
"I kind of got the feeling of ‘I want to go a different direction,’ but I wanted to stay in painting."
"I try to talk to people. I want them to know I’m interested in what project they might have."
HIGHLIGHTS: [03:06] How Aaron went from working in women’s retail to taking his first step into painting
[17:33] How to boost sales and raise your customer service by connecting with your clients on a personal level
[27:27] The day Aaron got fired that pushed him to start his own painting company
[37:35] Aaron’s surprise of being sued over a non compete during his first year in business
[45:14] The different ways Aaron generated leads for his business
LINKS & RESOURCES MENTIONED IN THIS EPISODE: Tsheets
GroupMe
Basecamp 2
Google Suite
DYB App
[BOOKS]
The Go-Giver: A Little Story about a Powerful Business Idea by Bob Burg
The Go-Giver Leader: A Little Story About What Matters Most in Business by Bob Burg
Summary: The 10X Rule: The Only Difference Between Success and Failure
Sell or Be Sold: How to Get Your Way in Business and in Life by Grant Cardone
The Compound Effect by Darren Hardy
ADDITIONAL FREE RESOURCES: Join DYB
DYB System PDF
EP01 9 Steps to Doubling Your Business Part 1
52 Blog Post Ideas PDF
YouCanBookMe VIDEO
Pre-qualifying Questions PDF
Video Testimonial Checklist PDF
3 Steps To Get Leads From FB PDF
11 Interview Questions PDF
9 Ways To Get HOA Work PDF
Connect with Aaron Steininger on Facebook here
Connect with Steve on Facebook here
Press and hold to visit the page
Show Page Notes
Thank you very much for joining us today! If you received value, would you take a quick few seconds and leave us a review on iTunes, please?
Are you consistently being awarded your projects before you even get to the estimate?
The DYB Sales Process was developed by Steve and actually closes sales before the estimate even occurs, hence the title of his book, How To Double Your Business Without Making A Sale ...
- and here is a text-book example - this works! AND it makes us better people in the process. Win - win! Let me tell you what happened in one particular case...
I got a call from a lady that was referred to us by the paint store. We use the pre-qualifying that I learned in the DYB System, to make sure we were a good fit before scheduling the estimate and driving out there.
We talked over the phone for about 30 minutes. She talked about her situation and a little about the job.
During the conversation, I listened and pegged her personality using the DISC profile and determined that she is a high “S”.
Because she was an “S” and loves to talk, she talked about her life and I paced and mirrored her by talking about my family. Peg, pace, and mirroring during estimates allows you to "speak their language".
If you have a High C prospect, you'll want to give all the details for how the job will be done. If you give all the details to a High D, you will lose them, their patience, and possibly the project.
She told me that she only had a phone number and did not have any information about us. I gave her our website address so she could know a little bit about us before our meeting on Saturday at 10 a.m.
Being my website is designed using the DYB Website Conversion Funnel, inviting her to go to and through it builds tons of value into my estimate so that I am not competing on price.
Saturday I showed up about 8 minutes before 10, waited until 10 o'clock and knocked on the door at exactly 10 a.m. I could hear her approaching the door and I heard her say “Here is Mr. Punctuality” as she opened the door.
She said I knew it was you because I saw your picture. I wondered how she saw my picture and thought maybe she was referring to my Facebook profile.
She then started talking about the picture of my family next to a truck with a bullet hole in the windshield and that is when I realized she saw my family picture on my website from the "Our Story" tab, which is a key component of the DYB Website Conversion Funnel
Then she saw it, my name tag, and started shrieking, “I LOVE SMILEY FACES!!!"
BOOM!
Or as we say in the DYB Community ( our Facebook Group ) #DYBBOOMSHAKALAKA!
That is when I knew, this job is sold before I did any selling. I talked a little about what she would like done, my family, and gave her my website address again.
That’s it… AND SOLD!
She invited me into the living room and pointed to a chair for me to sit down we started talking and we talked for about 45 minutes before I even started measuring.
The premise of the DYB Sales Process is to close a job before you even show up, which was what happened and was confirmed 3 minutes after walking into the front door.
Because of the fun chatter, there was no on the spot estimate, but I knew that would be okay. This was confirmed when she called to tell me that she received the estimate and was so excited and was ready to sign, pay the deposit and schedule the job.
The whole process of closing the deal before you arrive to the estimate starts with proper pre-qualifying and building tons of value ahead of time with your DYB Website Conversion Funnel.
Do you struggle to complete on price, or are price objections still a battle for you?
Start prequalifying your leads now with this our FREE 7 Step Prequalifying Checklist NOW!
EP21: Marc Miles Discusses 7 Things Every Painting Contractor Must Know To Protect Their Business SUMMARY: In this episode of DYB Podcast, Steve interviews Marc Miles, his business attorney based out of Venice, Florida specializing in defendign against IRS and state collections.
Marc shares a plethora of useful knowledge about finding real solutions to the unknowns that could potentially hurt your business. From employee timesheets to written agreements, Marc talks in-depth about how to navigate the different undesirable situations you and your business may face.
_______________
WHAT YOU'LL LEARN: -How to protect yourself and your business from unknown factors
-The legal standing of your business and your money
-Understanding the goals of your business in advance
_______________
QUOTES: "If you do have something in writing, you’re bound by it, so you need to make sure you’re comfortable with it."
"If you’re going to form a business entity, 95% of the time, LLC is the way to go."
"A written agreement isn’t ‘I don’t trust you,’ it’s clarifying expectations and giving yourself a chance to void if something unfortunate happens."
"If you want just your books done right, and you have no worries, your EA is irrelevant."
"When you form the business, think about what your succession plan is going forward."
_______________
HIGHLIGHTS: [03:25] The big unknowns that can hurt your business and how to prepare for those unknowns
[09:33] Proper ways to protect yourself from false claims from employees
[15:14] What to stay on top of regarding the IRS and what to do when dealing with tax issues
[26:16] The difference between sole-proprietors and corporations
[34:15] Partnerships, establishing trust, and understanding what your expectations are from the beginning
_______________
LINKS & RESOURCES MENTIONED IN THIS EPISODE: [APPS]
TSheets
DYB App
[GROUPS]
BNI
The Florida Bar
DYB Coach Special Offer
Contact Miles
Join DYB
ADDITIONAL FREE RESOURCES: DYB System PDF
EP01 9 Steps to Doubling Your Business Part 1
52 Blog Post Ideas PDF
YouCanBookMe VIDEO
Pre-qualifying Questions PDF
Video Testimonial Checklist PDF
3 Steps To Get Leads From FB PDF
11 Interview Questions PDF
9 Ways To Get HOA Work PDF
Connect with Marc Miles on Facebook here
Connect with Steve on Facebook here
Press and hold to visit the page
Show Page Notes
Thank you very much for joining us today! If you received value, would you take a quick few seconds and leave us a review on iTunes, please?
_________
STEVE: What happened?
MARC: So, I had this client, he was behind on his IRS payments, he had an ex-wife and had some issues, things didn’t work out well, she left him high and dry, he was in another relationship, he was trying to make that relationship work, but the IRS kept following him, he had a car, he had a business he was trying to start and his soon-to-be wife was like, "I am not marrying you till you get this fixed, if you don’t get this fixed, I am leaving you," so he is like, you’ve got to help me, I said I can do that, so he comes to me, he said, where are you at, we took a look at this whole situation, we said no problem, we can do this, this and this, we set everything up, I talked to the revenue officer, she was fine, we submitted the paper work and he ended up paying about, maybe $8,000 on what had been a $110,000 liability… And his girlfriend at the time married him afterward, saying we got together and if it hadn’t been for you, while I was doing this, she would not have stopped there…
STEVE: Woah, okay… Hello and welcome Marc Miles of the law offices of Marc J. Miles P.A, welcome to the show.
MARC: Thank you, Steve.
STEVE: Marc, what does P.A mean?
MARC: P.A stands for Professional Association, and it’s a designation that is able to be used by individuals who are licensed by the county moral of the States, when they formed a business entity that says, they can only practice with the entity that which they are licensed for. So, if you see a lawyer with P.A or PLC, you know that is their business, all they do is the practice of law, they don’t serve Mc Donald’s fries on the side…
STEVE: Ah… okay, glad to have you on the show. For everybody listening, Marc Miles is our business attorney, and he has been, for years, he helped us when we were at Burnett Painting, he wrote the agreement when we sold Burnett Painting and he has worked with us ever since, for everything we’ve done, without going in details… and Marc is outstanding keep him close cause he’s a great guy to know and I was kidding around with him before we get into this. Marc, you are too big to be an attorney… it’s not hard and I kind of wonder how you got into this industry… But, fortunately, he is really good at what he does and so I thought, Marc, we’ve got to get you on the show and let’s share somethings that some business owners, painting contractors out there need to know, to protect themselves, protect their businesses and the unknowns right, so we know, what we know and we don’t know what we don’t know, that’s really the dangerous part huh…
MARC: And that’s what I try to help people to say, here’s what you are not aware of, let me ask these questions, you decide, but I hope you can get there so you can think about these things that you might not otherwise think of.
STEVE: Hmm… Absolutely, so for example, what are some of the big unknowns?
MARC: Okay, so the big unknown… the biggest thing especially with trade contractors and painters is, whether your clients are going to pay you or not, a lot of times whether or not you are having an agreement or non-agreement to sign, that states the payment terms and other terms of agreement, you have no idea what the client is going to go, are they going to try to want to stiff you, do they want to change? Do they say no? I am not paying until you repaint the whole thing? So, one of the biggest unknowns is try to eliminate the ways the client has not to pay you.
STEVE: Uh… Okay, now this is really good, this is especially used for high contract or long contract work like commercial, industrial or even residential for your construction, absolutely… So, what are some ways? How can you…?
MARC: The first is, you put the total price in the writing in the contract, not just a quote, the quote says, here’s my estimate, here’s your price, but when you have them in a contract say, this is the price and what’s paid, you are also saying what you do it for, and you haven’t signed, people don’t think an estimate is binding, people sees a paper says, estimate, sign, yeah, I agree to that amount, but they don’t see it as, this is a contract I am… subject to, there are legal remedies to it and that’s one of the easiest ways to sort of… that’s how you do it, so you have a little, it doesn’t have to be a 10-page contract, it can be a 1-page contract, but it looks like a contract, so it impresses upon them, the seriousness as opposed to, here is my quick book invoice, sign here, that says I agree…
STEVE: Uh, woah. Okay, so this is a really good point is and I know opinions to this is very common practice, quick books, invoice, estimates, whether it’s an estimating program, they all say estimate stuff. If I heard you correctly, you were saying it should say, to set the it should say contract, what about agreement? Can it say agreement?
MARC: Absolutely, you could say agreement, no problem. And then it should contain a couple other things that… you people have seen in contracts before, you’ve seen references to if the contract is breached or if not paid in x days or you know, choice of law, if we disagree, we go to court here, you know… throw some of those things in there, you know… Now, don’t be smart about it, don’t put something that is going to hurt you because you don’t really know what it is, but throw some other things in there, so it looks like an agreement or contract, more than just an estimate.
STEVE: So, silly question here, I put this together when I was in L.A, is if we should have a lawyer take a look at it?
MARC: Have someone take a look at it, over, just see it and ask some questions, yeah. Because every state is going to be different and some things you maybe find difficult to put in one state versus another, so…
STEVE: Okay. Thank you. What are some ways that business owners… because you know, I mean you run your own practice, it’s a ton of work and you take all the risk? Now if something happens to you, you can sue them for free, and if something happens to us, the owner… how can business owners protect themselves against faulty claims. Like here is an example, I was talking to a friend of mine and he had paid on of his guys an extra day, it was a holiday or something and it ended up being 48 hours and he isn’t paying five and a half and there was a day he didn’t even work, he was just being generous and paying the next 8 hours, well he came back and sued him, ended up causing him $30,000, because he didn’t pay him five and a half for that extra 8 hours that he paid him…
MARC: And he brought the state in as well, I am sure, because the state came in and probably said, let’s take a look at your records as well… Absolutely, so yes, so one of the things you want to do is, some people use independent contractors, while some people use employees, and there’s two different ways you have to handle it, you have an independent contractor, you need to clearly meet… First of all, if you are using an independent contractor, you need to have an agreement, end of story, why? Because if you have good insurance, your insurance might have clause for not having an agreement. I’ve got a situation right now, a client of mine that is relatively large painting company has got major insurance, that’s $100,000 job, $300,000 jobs, had a job where the sub he used, ended up screwing up, causing maybe $1,500 or $1,900 worth of damage, but if he wants to go through his insurance, they are like you didn’t use sub-contractor agreement, even though I drafted one for him. And now they are saying, if you are going to use the insurance, it’s going to cost you $15,000… So, now he is going to pay it out of the pocket or pay the $15,000. So, if you are going to use a contractor, make sure the insurance always have an agreement, even for that reason, but the agreement contains a schedule, the schedule says, here is how I pay you, and you will be specific in that schedule, this is how I get paid and then you only pay by that schedule… that’s for contractors
STEVE: For sub-contractors, so if you are working with subs, you have subs, make sure you have a written agreement?
MARC: Yes, absolutely…
STEVE: Okay, what should be in that agreement? The schedule? The payment schedule?
MARC: The schedule, their insurance and their compliance with the law basically says, you agree you have x amount insurance and your license etcetera, whatever you have with the state, failure to do so is a breach. As well as the fact that if you don’t get paid, they don’t get paid, so you want to make sure that if you are doing the job and your sub and you get stiffed by the owner, you are not going to have to pay your sub out of pocket or not. Now, some people, they say that’s a little hard to get, maybe fair, but if you take a look at almost every big GC contracts that’s out there, from the big players, I would guarantee you that is in there.
STEVE: Hmm… I wouldn’t be surprised actually… So, what about employees, what are some proper things, what are some, things we need to be doing to protect ourselves, faulty claims against employees, just making sure all our basis are covered?
MARC: The biggest thing to do is, the time-tracking of hours, you have to have a system where their hours are tracked and you can see that, relatively easily…
STEVE: Okay…
MARC: Then the best thing to do is, if you are doing payroll, maybe you have someone else doing payroll, maybe you are doing it yourself. If you have someone else doing payroll, they will automatically know the hours when you calculate to get to know, are we yet over-time? Is it a holiday? Do we pay 5 and a half? Now, if you use QuickBooks payroll, it will usually do the calculation for you, but if not, they will know, it will let you keep track, because once you get that 40 hours, the rules change, once you hit the holidays, the rules change, and they are different in every state, but wherever the state, you need to know that. So, you need to be able to keep track of hours because what happens if they put, we’ve worked this time and you are like, hey you’ve worked 42 hours already, based on this job in here, you only really worked 32 hours, you know, something… I don’t know, I mean God forbid… few hours here and there a day. Track hours to be able to track the hours consistently, that’s number one…
STEVE: There is an app we like to… that we used with Burnette Painting and that many DYB use, we call it T-sheets, I don’t know if you are familiar with it, but…
MARC: Not a lot but okay… as long as it is hours that are recorded and you can see those hours on a regular basis so that you can catch anything, you have to still review and catch everything at a time, because what a lot of people do is, they think overtime is time and a half, that’s the only thing they think of, they don’t think about, sick or vacation, whether it’s state mandate, certain things, and that should be talking to… even talking to a payroll person they know, you know good idea of that, if a not local attorney is what makes that. And that’s just actually a brief conversation just to get some conversations to help make sure that you don’t blow that. The other thing is don’t do a written agreement, depends on what state you are in, lots of state are at will, which means as long as you don’t have it written, you can sort of do what you like with their employment and how they are employed and how long they are employed. So, very few rules such as over-time, wages, etcetera, but if you do put something into writing, you are bound by it, so you need to make sure you are really comfortable with what you have, if you have something in writing.
STEVE: Interesting, so you have more liability with the employee…
MARC: Potentially it is because you can be held to everything that you held them to, you can be held if you don’t do it, so you have 6 employees, and the rule states that employees do not get vacation until they have worked at least 3 months and ask for two weeks in advance and you let one guy have his one week in advance, now everybody gets to have one week in advance because you let them do it, despite the fact that the agreement, Emmanuel or whatever says two weeks
STEVE: Hmmm, now you mentioned at will, can you impact that for us please?
MARC: Sure, absolutely I will…
STEVE: Okay
MARC: So, a lot of states… actually I am not sure, I think it’s less states… at will, which means, whenever you go to work for somebody, there are no set terms, there are no set agreements, you can work whatever you agree to, if it’s in written then it’s a great upon, if not, it’s really tough and you can let them go at any time for any reason, subject to of the course federal discrimination, you can’t let the person go because they are black, you can’t let them go because they are female, you know, those kind of stuff you can’t do, no matter what, that’s a federal law that overrides. But if you don’t like the way the person drives his car, you don’t like the way he looks on the job, done… goodbye…
STEVE: About tattoos…
MARC: Absolutely… Sorry, I don’t like tattoo, done… You don’t have to give him a chance to rectify, you are done, goodbye…
STEVE: Okay…
MARC: So, everybody needs to find if they are in at will state or not, so if you are, great, if not, then you need to check with the local attorney there, because I can’t tell you what some of the restrictions on firing somebody can be, sometimes you have to give them notice, you have to give them opportunity and it just depends on that state.
STEVE: Okay, makes sense, interesting. So, how about IRS? What are some?… I don’t know if I can ask you this…
MARC: You can ask whatever and I have to answer it…
STEVE: How do you feel, like where does the IRS ranks and your Christmas card list?
MARC: Actually, believe it or not, the IRS ranks decently, the problem is congress, they are the ones, that are so low, I am like don’t ever pay them in front of me when I have a baseball bat… Because all of these since about say 1999, most of the issues we really have with IRS, is really congress issues, it says, you know what, we have come up with this plan, we are not going to spend a lot of time specifics here, you, IRS, figure it out, if we don’t like it, we will tell you, you are wrong and then go implement it without any real guidance from us and then when people complain, deal with it until they complain too much then we will try to address it, and that brings the IRS into doing things that they really shouldn’t be involved in, and having to make decisions that really shouldn’t be made by them, but congress doesn’t do it, so…
STEVE: So, IRS has been taking the wrap the whole time
MARC: They take the wrap a lot of time. Now, back in the early 1990s and late 80s, IRS deserved the wrap, they were doing stuff, it was like, we don’t care about you, you aren’t human, done, done, done… Now, it’s a little better, I mean most of the people I work with at the IRS are very reasonable, they are not push-overs unfortunately, but they are reasonable, at least, so…
STEVE: So, what are some things that we need to stay on top of, to protect ourselves with IRS?
MARC: The biggest, most important is if you have employees, you need to make sure you are paying those payroll taxes on time. So quickly, when you have an employee, you pay them their wage, you withhold a certain amount based on their W4, plus you pay 7.65% of the social security at one point, something percent, whatever… 7.65% total between the two and social security, Medicare, that federal withholding plus the Medicare and social security withhold from the employee’s pay, is not your money, that’s their money that goes to the government, failure to pay that, and the government can come after you, personally for that amount, regardless of what you think you set up, business protection-wise.
STEVE: So, are these the 941s that we file?
MARC: Yes, everything you file, the 941, the payments you are making, the 941, you need to make sure you pay those employee taxes first and foremost, end of story, pay those, it’s not your money, people try to say, I won’t pay this week and I will try to do next week and catch up, they can still be very, very dangerous game, it’s sort of like gambling, like oops, I didn’t hit black this time, I will get black again, alright Mr. black, I will bet it one more time, maybe eventually I’ll get to black and try to win. You know… do you really want to take that risk? You probably don’t. Number two is, for those in some states… if you have sales tax, file and pay that sales tax as quickly as possible. In Florida, I tell people, if you are a Florida resident and you don’t pay your federal taxes, IRS can come after you and take 90-120 days, and they will start coming after you, Florida department revenue… 90 minutes if they get serious… the state can move like that, and most states can move like that, most states have far more strong to grab and attach to people, for non-payment of state taxes than the IRS does. So, whatever your state tax is, if you have sales tax and… or similar collection taxes, pay those, because they are the people that can go after you ASAP. IRS, you can buy time, you can do stuff, a lot more than you can with the state.
STEVE: Okay, that is really good to know. Now, what’s the first thing somebody should do if they received one of those dreaded letters from the IRS?
MARC: The one that says, we think you owe something?
STEVE: Yes, that one…
MARC: Okay, there is a lot of letters from the IRS that people dread… So, there’s two types of letters, there is the one that says that, excuse me, we want to look at your return, because we don’t like this $200,000 in supplies that you put and then we know you owe us money, now if you don’t do something within 30 days, we are going to take action. So, there’s two different letters, one is on one side and one is on the other, if you get that first letter that says, we don’t like this on your return, go back and make sure you check you have your receipt and your documents, in that statement. Once you have those, then decide, do I want to talk to my CPA if my CPA can help or if it is something simple. Sometimes it’s as simple as, we just need to see what your travel is, and your travel was, for example, that year was just twice as large, because you went to two more conferences and you’ve got plane tickets and the thing, you probably have to go and say, here, sure, no problem, plane ticket… here and as long as all your receipts match up to what’s on the return, you know, you are probably fine. Now if they go and say, we want to see your bank statement, everything on the return, now you probably need to talk to that CPA, because they need to know what limits there are, when they are doing this, not you.
STEVE: So, that’s a great point, CPAs… about Florida, that’s fantastic. What does somebody look for in a CPA? How would somebody know a great CPA from a forum floor?
MARC: The first thing usually is to check whether they have the CPA designation, those that have CPA, which means they’ve got the license, have undergone a higher level, 99 times out of a 100, a higher level of training education to know what has to be done. Now, does that means they are going to form that they have education? No, obviously not, so the best thing to do is have an interview with them, phone or face, it doesn’t matter, and then ask them questions about your stuff. Say, what can I do about this? What can I do about that? And see how they answer, and if they are one of the people that goes, oh you can do A or B, and that’s it… and they are probably one of these people that is following up on the forum or it depends, like what are we looking for, or they can give you a little more and say, well, what are you trying to achieve? They will ask you, what are you trying to obtain? What are you trying to achieve? What’s the ultimate goal to fit it in, that’s one part, instead of saying, just oh, well, keep your receipts or make sure the mileage checks, those one line answers to three or four questions indicate the person is probably not, either is engaged and they are going to give you the time, or they are probably more about, here it is.
STEVE: Okay, so this is really good, we are going to pause here for a moment, because… this is really good, if I heard you correctly, what you are saying is if they have a simple A or B answer, that’s no good?
MARC: Usually, yes…
STEVE: Okay, usually… these situations are dynamic…
MARC: Yes, and they depend on the overall… So, obviously once have a CPA in your account say, hey, Marc, can I deduct this? And he goes, no, that’s okay, that happens, this time you are not asking stuff, the answer is simple, no you can’t, okay do this, yes you can. But when you are interviewing a CPA and in this interview, don’t just say, oh, I know somebody, okay, here you go, stuff… talk to them, interview them, so, I say interview attorneys too, don’t just… whenever you have a professional, especially a professional, interview them and talk to them, make sure you think that they can do it, they are engaged and you can work with them.
STEVE: Fantastic. What about these small shops who… maybe just a couple of employees, but theand for one thing I know about myself and I know about most entrepreneurs is, we hate the books…
MARC: Yes, so that is why you have a good CPA or a book keeper and ask them to do a monthly or quarterly book keeping and here is the thing, they are going to give you a quote, they are going to ask to see some stuff that can give you a valid quote of how much it is going to cost per month to do everything. And what you do when you get that quote and you shop around, you go to a couple of different accounts of CPAs and get quotes, then you ask yourself and you do an exam that I am sure you tell everybody to do, how much time does it take you, as the business owner to do this, this and this and you add up all these hours to do all these stuff that they are doing in this proposal. Now, ask yourself, how much money you could have earned with those hours in your business, which is what you are good at, as opposed to doing this and work it out.
STEVE: Absolutely, we have a video, we have a link to it in the show notes called “Ownership Responsibility Value” and work through that exact formula. So, that’s great, how would… how does somebody know, so okay, find a couple of 2, 3 book keepers, how do you interview them and what do you do to open up your books... do you say what do you think?
MARC: No, when you go to them, you talk to them, you ask them a little bit… hey Marc, how have you been down here, how long have you been doing this? You know if they are a CPA, you know how long they have been a CPA… and then they say, so, here is my situation, give a brief overview of my situation, I have this, I do that, and see what they say, some people may go straight to, hey, can I see the tax return? Some people may ask questions, there is really not a right or wrong there, because especially if you start getting a little long-winded, they are going to say, just give me the tax return, at this point you are explaining all that stuff and it’s like you are probably going to a little more extraneous details than they actually need…
STEVE: Okay…
MARC: But, bring the tax returns, bring the bank statements and you ask them questions about… do you feel comfortable with them? Ask them some basics, hey dude, do you… how many other painting companies do you deal with? How many of your clients are under 3 employees? How many of your practice is business versus personal? Because all CPAs do 10, 40 individual tax returns. So, how much individual do you do? If the person does 95% individual and has 3 businesses, maybe you say, okay, may we look at someone else, maybe you are like, hey I am going to be the forth, I don’t need a lot of handholding, okay, or you can go to someone who’s got 85% of the businesses and most of the individuals in the business. And then, the thing is more of a judgement at that point, how much does that matter to you? What’s the feeling you got from that? Because there is no right or wrong answer at that point, now you sort of feel, what are they doing in there, in their field and then how many employees they have, because if they’ve got several employees, the chances of you actually getting to them or them actually really looking at your stuff are probably slim than none and they may be awesome, the junior who they’ve hired, may not be at the same level that they are, and if you are going to get junior doing your tax return, do you have the same confidence that… you know…
STEVE: And would you say it’s just as important to check and refer us as we would prior an employee?
MARC: Absolutely… who we know, if you go find a CPA, have 2 or 3 people, that’s why I like BNIs, it’s a great resource, because most probably if someone isn’t BNI, they’ve got testimonials, hope… if nobody is giving testimonials then there should be a problem, they should begin there, that’s the start, so if you can get testimonials from people, ask people, if you know somebody says here, go and ask on… or do the whole Facebook recommendation thing, go and ask Facebook, what is recommended for CPA and see who comes up with it, if you got somebody come up with 6 names, then name 17 times out of 40, that’s probably a good one to start with…
STEVE: Yeah, absolutely. Now, what is an EA? And how important is that a CPA is an EA? And I believe you are an EA
MARC: No, I am not… An EA is an Enrolled Agent, and that is an individual who has taken the exam that the IRS puts out, to be able to practice before the Internal Revenue Service. Me, being an attorney and CPAs being the CPA are automatically granted that by right, nature of our license to do so as long as we are in good standing in A state.
STEVE: Interesting, that’s why I though you are an EA
MARC: Yeah, because I can do it. So, if you want just your books done right and you have no worries, your EA is irrelevant, because the EA is when you have tax issues and need them resolved. Hopefully you are not getting to that point…
STEVE: Okay, absolutely… let’s circle back a little bit… we talked about corporations, what is the difference between sole proprietor, LLC, S-corp, C-corp and impact this slowly for us, for those who want to know if they are in the right one or they should make a shift
MARC: Well, and that’s going to be after some consultation, that’s really hard to make, a sole proprietor is somebody who has nothing, but use their name… Steve Burnette painting, not Burnett 1800 painting, Steve Burnette painting, Donald Robert CPA, those are sole proprietors, they don’t have any requirements to deal with bank accounts or whatever, they do have to get an EIN, if they have employees, and everything they earned on their profit is subject to self-employment tax, which is an extra tax above income tax… On the net profit, corporations and LLCs are business entities, why do people say C-corps, S-corps… at the state level, it is a corporation, you form a corporation or you form a limited liability company, and people form these for two reasons, tax or protection, 99 times out of a 100, there are some exceptions to the rule and each day it is a little different, but a corporation is the vehicle designed for large companies, they are going to have public shareholders, make large amount of money, have a lot of certain deductions and have to pay out to the members and there was a way to keep the protection inside the company, so that members that were buying in weren’t at risk. The cost of that was paying an extra inside tax on the money, before the money got out to people, who received it and had to pay their tax, so S-corporation decided to say, we are going to make a difference, we are going to give you the corporation and give you the protection but the income will just flow out so you only pay tax once. But there are some restrictions on that, for example, you can’t have two different classes of stock when people invest, like you had a preferred shares, but you can’t have preferred shares in this corporation, you can’t have more than a hundred people, you can’t have a non-US resident, alien or citizen be a shareholder and the most important in an S corporation, if one partner takes money out, the other partner has to take their share out as well…
STEVE: Interesting…
MARC: Whether you like it or not…
STEVE: What’s the difference in protection between S and an LLC?
MARC: Okay, whether it is S or C, protection on the inside level doesn’t matter… so, corporation and LLCs, doesn’t… corporation… when you hear S or C, that’s a federal, sometimes state tax issue only, it has no effect on the protection of a corporation or not, whether it is C or S, the protection from the corporation, from a legal stand point is the same, no matter what… So, there’s two types of protection; inside and outside. Inside protection is simply that you are doing something on the job, within the job… something goes wrong and you get sued and that keeps your personal assets from being attached, you close down the business if you have to, but walk away, that’s within the business, no matter what, you are covered, you are protected, that’s what we call inside protection, there is no difference if you do it right between a corporation or an LLC, you get the same either or…. It’s the outside protection that there’s a huge difference, so outside protection is, something happens to you outside of the business, such as you many have back alimony you haven’t paid or child support that you haven’t paid, your behind done or you have a judgement from when you were trying to get your life together, say you have your house closed, they are not going to forgive the loan and they are still going to come after you for the money, it is outside your business, but they are going to come after you. A corporation does to protect you from that, your corporate shares are assets and they can attach those.
STEVE: Okay, but how relevant are corporate shares to a painting company?
MARC: Really, because most states require shares to be issued if you have a corporation and your share is your evidence of ownership, so if you are the 100% owner, you are supposed to have shares and if you have shares and they get attached, guess who owns the company, the corporation now, not you, your creditor…
(After the Break)
STEVE: How much protection does a sole proprietor have?
MARC: None… Zilch in any which way he performs, no inside, no outside, end of story.
STEVE: Okay, so if somebody started a painting company and maybe they are a sole proprietor, they are just getting going, should they go? What should they do? Should they… I heard you say it was dynamic…
MARC: Yeah
STEVE: So, any guidance what they should do?
MARC: Yes, so basically, look about… first and foremost, if you are just starting, are you going to have employees and contractors or not? If you are going to have employees and contractors, most especially employees, form an entity, end of story. No matter what, form the entity, it’s not a question of anything else, because if that employee or that contractor does something wrong and you get sued, no entity, no protection…
STEVE: Okay
MARC: End of story, if you are not going to hire or use anybody else, it’s just you and your truck and your paint brush, your ladder, it’s probably cheaper to just get some insurance for what you are doing and make sure you have some decent insurance, and go forward…
STEVE: So, just some liability or…
MARC: Yeah, liability insurance, or if they don’t have an umbrella policy, if they are on the house, once they get an umbrella policy, because if you are just one person doing everything yourself, you don’t really get much protection from the company and what are you really going to do to cause the damage as obviously as the painter, I mean at what point are you going to cause more than two million dollars for the damage, it’s pretty hard, as a sole proprietor, just going around. Now, once you have contractors, a lot of the people, they are driving around or they are doing different things, and their effect is going to affect a whole lot more people rather than you, now you are going to get more risk.
STEVE: Okay, you’ve mentioned partnerships a couple of times, so partnerships can be sticky for example… there is a common statistic that marriages will have 50% chance of ending up in divorce, what is it for partnership, do you know?
MARC: No, I don’t have a number, sorry…
STEVE: That’s okay, I was just curious, I didn’t think there might be one, but what are some things… I think it was just the last episode, we had four brothers on and they are partners, unfortunately they are brothers and they are just awesome Christian, so they’ve got a strong understanding and character and values, but that’s not the case for most partnerships, right? They all started off great, hey 50-50, it’s going to be awesome, we are going to make a ton of money, it’s will be great…
MARC: Correct, so there’s two part to it, one, there is a part that is themselves and there is a part after… So, let’s take a part that is themselves, you are going to go into business with somebody, could be your wife, significant other, it could be your brother or somebody you have just known for 5 years that says, hey, let’s walk together, the biggest thing in the world is expectations. Before you can get started, what are your expectations for the company? And what are your expectations within this company, what are mine? What’s the work load split? How much work are we putting in? how much are we expecting? Can I afford to live on what we have as a budget while we are putting this together, before it grows to be the next billion-dollar company? Set those expectations down and talk about them, you don’t even need to get the attorney involved yet, because if you don’t agree that, hey, I thought you were going to put in 50% of the money and I am going to put in 50% of the money and you are now like, no you are going to put in 90% and I am going to put in 10% and I was going to work this amount. Well, that’s a direct split you can’t reconcile, end of story, you don’t even need the attorney, so expectations starting off, what are the expectations to find them? And then what’s the work load going to be? As an example, I had somebody call me, he was like, hey, my friend wants me to go and work for him, he wants me to be a partner in his business, and I would handle the finance and the contract etcetera and he would do the marketing and customer and actual web production, he was like, but I don’t trust him, he was like, because I don’t know if he is going to be straight with the money and I tell him to stop, my first response was, don’t go into business with him, he was like, no I want to do this and I said okay, fine, I will draft a disagreement, he is like, okay, no, change it, I want to do a new LLC and I am like, really? I am like, I can do this, but I am telling you, from your friend and as a client, it’s not a good idea, so I went and did it, he’s like, okay, let’s work on this, he comes back to me and says, no, I changed my mind, I am not going to, after realizing. You have to be able to trust this partner, I tell people all the time, you are going to business with this person, okay, do you trust them with the key to your house and with your wife and child? If the answer is no, you need to rethink this, or at least think it over seriously before you move forward… if you don’t trust this person, it’s ultimately a matter of trust in the beginning, do you really trust this person? Now, people change and you don’t know, but you ask that question, you could think you trust this person, but again, we don’t know what happens until the going gets rough sometimes, when people show what they are made of, that kind of stuff…
STEVE: Absolutely, that’s really good… So, expectations, and do you trust them enough to keep them with your wife and children…
MARC: Yes, once you’ve got to that point and you are sure, that’s when you go to the attorney and you say, we want this and we want this, in writing as to what we are going to do, well, is this a corporation which has a shareholder agreement or an LLC which has an operating agreement? You can put this stuff in there, now what people don’t realize is corporations, generally, people hear corporations, they hear bye-laws, bye-laws don’t address all these issues that I talked about and in an LLC, you have to do an operating agreement, that has addressed everything, you address those if you do it right. Of course if you don’t, if you put a trained monkey don’t do one, you basically got nothing, but if you put a you can do a shareholder agreement to address all these, an LLC will not need to address everything and if you don’t address it, I tell people, if you don’t address it with your business partner now, you are going to end up paying ten times what it would have cost you to have done this right in the first place, to have the courts tell you what you are going to be doing. And most people don’t usually like that, that’s not a win-win situation…
STEVE: Speaking of win-wins, most partnerships start as 50-50, why might that be a really bad idea?
MARC: One of the reasons is because a lot of partnerships are like 50-50, but at the end, we are going to go vote, and are going to try to make decisions, at 50-50, you are deadlocked, so how do you break that deadlock? And if you can’t break that deadlock you can’t move forward. So your company can stall without proper mechanism; 50-50. Second, a lot of people want to do something where they can get minority preferential treatment in bids and contracts, if it’s female or other minority owned, so all you can do is make a 51-49 or 60-40 split, but if you create an LLC, you can put all these protections in, just because you are the 40% person, you are not getting screwed by the person that has the majority votes, that’s one of the things that I love… I am doing that for a company right now, he’s got this product that he’s selling out, you know he wants to get the minority preference, he wants to put his wife as the majority owner, he wants to preferred himself in case of anything happens with him and his wife, that she runs the company and makes all the decisions, and she doesn’t really get the company. So, I as a good attorney can fix that, you can play with that, in an LLC, it’s a lot harder in a corporation.
STEVE: So, somebody should have insured a majority, but just because you get the majority doesn’t mean you can’t protect yourself.
MARC: Correct. And sometimes you can say, you know what? There’s a majority for voting, there’s a majority for money, so in a corporation, you are sort of stuck, but in someone, especially if passed to an S-corporation, but in LLC, you could say, listen, you are going to put in more money in, fair enough, we will give you more money back out, ahead of me, but I want 50% control, so we have to agree, or 51-49 and I want the control, you can do that split. Now, a lot of times, what I do, I tell people, if you have the deadlock, I put in the agreement, you find the third party that knows that area and ask him, because people go, oh, let’s come to the attorney and I am like, well that’s all fine and good, but if you guys are discussing a painting issue or growing your painting company, why are you coming to me to ask for expert opinion? I don’t know, I don’t know about painting, like I am not going to help you out on that, go to somebody else that knows that and ask them. Now, legal stuff, yeah, come to me and ask, and say hey, we need financial advice? Come ask me, but… so, I say, find an expert and talk to them… but if you don’t put anything in, then you are going to be screwed, because then you can’t make a decision, and essentially if you don’t agree, you have no recourse but to go to court…
STEVE: That’s awesome, that very helpful. Now, selling a company, what does somebody need to know, how do they prepare, what… so Marc I come to you, say Marc, we’ve got this… April and I had this weird idea, we are going to sell our company…
MARC: Okay, so first thing I ask is, how much are you going to sell it for? Then I say, where did you come up with that number? Because, what’s going to happen is you need someone objective who knows what they are doing, to look at your books and say, this would merit a price increase of x or a price of y, to sell the business, all things been equal. Now there’s always certain things that are out of the box, that you have this unique packing system, that there is a big craze for? That hey, that has the value that you are buying the business for, for that, as opposed to the business, as a business-operating-bringing-cash. So, actually the first thing I do is, I tell people, when you formed the business, think about what your succession plan is, going forward, what’s your ultimate goal with this business, do you want to be a 100? Do you want to sell it out to somebody else? Do you want to give it to your kid? Because based on that you need to prep, I usually prefer, when people want to go sell their business, start prepping, a year to two years in advance, because as we know with a lot of the trades and restaurants, cash flows through, cash doesn’t always get recorded on the tax, right or wrong, we all know it happens, cash is king. Well if a lot of your cash is king, then you can be very hard to ask for a price on your business, because people look at your numbers and say, why do you want this? Well, I take $40,000 of cash in a year, well, okay, do you want me to believe that, I tell you one horrible story, one restaurant here in Venice, the individual who sold the restaurant was putting money in for fake sales, paying the sales tax on it, so the number looked higher for the buyers. And the buyers bought it and paid more because they thought the sales were higher than they actually were…
STEVE: Oh no. That’s bad
MARC: Yeah… So, that’s why you do your prep, you do your work, so you can be prepared to show, this is why I deserve what I am asking for…
STEVE: Okay, NDA; how important is NDA, what is an NDA?
MARC: So, an NDA is a Non-Disclosure Agreement, it’s different from a Non-Compete, which is different from a Non-Solicit, people use these terms interchangeably and they are not. One, Non-Compete, the person who works for you cannot work in the same field at a certain period of time, doing what you do, Non-Compete. Non-Solicit, whoever leaves you cannot come back and go after your clients.
STEVE: Interesting, so that one is not very popular or common?
MARC: No, not common and then Non-Disclosure means you cannot disclose any information you obtain for any reason, except for the purpose you’ve received it, this is used often when people are looking into buying or selling a business, you sign a Non-Disclosure, hey, let’s see the financial so we don’t use it, etcetera. But you can also use it, if you don’t have the proprietorial system, such as a DYB coaching for example and someone is interested in the coaching program, you want them to sign this Non-Disclosure because if they decide not to buy in, and they have gotten some information, you don’t want them going and taking it elsewhere. So that’s a Non-Disclosure, and so you can do an agreement that has all three, but sometimes you don’t need all three, I have had somebody say listen, if somebody comes work for me, I don’t care if he works in a set of shops next door, I just don’t want him to go after my clients, Non-Solicit, fine, Non-Compete, I don’t care if he works for another company, I don’t care if he dissolves the company up, I don’t care, I just don’t want him to go after my clients, that’s a Non-Solicit, so it depends on what you want, what are you concerned about? then you know, get that.
STEVE: Awesome. Very good, so as we wrap this up, Marc, this has been awesome, is there a question I should have asked or another point or comment that you would like to share with me?
MARC: Yes, two of them actually. One is that, if you are going to form a business entity, 95% of the time, an LLC is the way to go, so picture your state change and talk to somebody, but it’s going to give you more flexibility if you need it for what you want to do, because you can always choose to be treated like a corporation with an LLC, but you can use its flexibility for elsewhere. Two, if you do want to use an attorney, every attorney who is licensed to practice in the state you are in, has to have passed the bar and your local bar has a list of every attorney, so if someone says they are an attorney, or you are looking at an attorney, you can go to your local bar, in this case it is floridabar.gov, you can look up the person, it will tell you how long they have been practicing, if they are licensed to practice in that jurisdiction and it will show disciplinary history, if any. So, anytime somebody says, I am an attorney… look them up on Florida bar or the bar or maybe they were dis-barred and maybe they are retired, I can’t tell you when we looked through sometimes, and I hate to say this but… look through the disciplinary hearings for fun sometime, seeing what people are doing… and a lot of times, what it is, is people are practicing without license because they have been dis-barred and they still continue to take people’s money to quote and do work, they are not licensed anymore, so always go to your local bar, check out say, is this guy licensed? Is there a disciplinary history? What is his story? How long have they been working? And CPA is by the way the same thing, if they have a CPA designation, go check with the state, state has information for CPAs.
STEVE: Okay, fantastic, very good. Anything else we should have asked or you like to share?
MARC: Yes, last thing, sorry…
STEVE: No, it’s good…
MARC: License is an insurance, a lot of times, when you use a sub, they are going to ask… you are going to want to make sure they have an insurance, a certain type. Always understand that the first step is asking for a certificate of insurance and don’t let them give it to you, make sure it comes from the insurance agency who has their policy. People take it and modify it and play around with it, and you can’t trust it if it doesn’t come from the insurance agency.
STEVE: So, the certificate must come from the insurance agency?
MARC: Should come from the insurance agency and you have them send you the certs…
STEVE: Become listed…
MARC: Yeah, so list the person… so the agency says, here it is, here is the person, it’s valid. Now, again, could they have cancelled that insurance? Yes, they could have, afterwards, but at least it’s not fraudulent, it’s legitimate and a lot of time people don’t realize what it is, so they don’t even know how to give it, but that’s why this part two is have that written agreement, because if you get that insurance and you have agreement say they will keep your insurance and they violate it, now, A, potentially your insurance may say, screw you, but B, you now have them on hook of being in the wrong.
STEVE: Okay, fantastic, if there could be one more things that you would have shared, what would it have been?
MARC: The last thing I am going to say is, in general rule we all want to believe the good in people, so, we give people chances, we do things sometimes without as much structure, because we don’t think of the negatives and I want people to understand that the reason you go to an attorney or somebody is if something goes wrong, yes it may go bad, go well, nothing ever needs to be done, and that’s great, I hope so, but if it does and things happen, this is what you are trying to protect. So, as much as I like kelvin, the person I am sharing my office with and it might be compartments, our agreements in writing, as much as I like people or certain things, the agreement is in writing, it clarifies the expectations and just in case something happens… what happens if someone gets Alzheimer’s… this person will never betray me, no, now they got sick, now they have Alzheimer or something, now they are doing something that they wouldn’t have done, but they are, so now what? Didn’t expect that? Too bad.
STEVE: So, written agreement is not, I don’t trust you, written agreement is clarifying expectations…
MARC: And giving yourself a chance to avoid, when something unfortunate happens.
STEVE: Okay, very good, that is awesome. So, Marc, I am going to share your contact information here in just a moment for those who would like to reach out to you…
MARC: Okay
STEVE: But first, how about some fun questions, because…
MARC: Sure…
STEVE: Alright, you are a dangerous, not just legally but physically and have a black belt in…
MARC: …Taekwondo
STEVE: How many countries have you lived in?
MARC: Lived in? 1, 2, 3, 4, 5…
STEVE: Five, how many languages do you speak?
MARC: How well do I speak them… I have studied six different languages…
STEVE: Six different languages, which is the most difficult?
MARC: German was the most difficult for me…
STEVE: German, interesting… okay, and food. You are a food kind of… I have been trying to encourage you to start like a food blog…
MARC: I know and I have been starting and I have…
STEVE: You will be the ultimate ABA for Venice, Florida as far as food blogs, I mean like, anytime we have a question about food, I just call Marc, food this, food that… what are some of your favorite dishes or types or styles of food?
MARC: Sushi…
STEVE: Okay
MARC: Duck…
STEVE: What’s the strangest thing you have ever tried with all the different countries you have lived in?
MARC: The strangest thing was probably eating a fish that’s still living and breathing as you pull the flesh off the bone.
STEVE: Okay, that good… that’s awesome. So, what countries? Germany, Japan?
MARC: No, Demark, Switzerland, Japan, South Korea, United States.
STEVE: Awesome, fantastic… Marc, it has been great to have you on...
MARC: Thank you Steve…
STEVE: For those who have been listening, more to value, we have tons of take away here and looking forward to hearing feedback from this episode, it has been very, very helpful, for those who like to follow up with you, how can they best reach you?
MARC: Email is the best way to go, my email should be… I think marcmileslaw.com, that’s the best way, because I am running around, I am not always in the office and stuff…
STEVE: So, I have that here, and that’s mmiles@marcmileslaw.com
MARC: Yes, awesome
STEVE: Fantastic. Marc, thank you so much my friend.
MARC: No problem, my pleasure Steve, anytime, take care…
EP20: Justin & Aaron FLora - How Two Brothers Are Crushing It In Indianapolis
SUMMARY: In this episode of DYB Podcast, Steve interviews Justin and Aaron Flora, owner/operator of Flora Brothers Painting of Indianapolis.
Justin and Aaron are brothers who started their company during college and haven’t stopped since. Today, they have grown their business to encompass all things exterior. For Justin and Aaron, the heart of their business is in their clients, always ensuring satisfaction regardless of how big or small the job.
WHAT YOU'LL LEARN: -What it’s like running a company with a fellow family member
-How to keep a company culture strong - even with subcontractors
-The techniques Justin & Aaron use to go the extra mile for clients
QUOTES: "We feel like we’ve done very well with the stuff that we have. We have a really good core of guys. Our culture is strong."
"We take lots of pictures. We make notes. We bring things to a potential client’s attention that they had no idea about."
"We know where we need to be profitable."
"Surround yourself with good people. Surround yourself with winners. Surround yourself with people that are persistent and have that ‘go get em’ mentality."
HIGHLIGHTS: 07:34 How brothers, Justin and Aaron, decided to start and navigate a business together
18:57 The first year of Flora Brothers Painting
22:52 Why Justin and Aaron use subcontractors over employees and how they keep up the culture
31:40 What customer service looks like and how to exceed the expectations of clients
42:23 How organizational systems and technology help keep the business moving forward
LINKS & RESOURCES MENTIONED IN THIS EPISODE: Flora Brothers Painting
Basecamp 3
PEP Paint Estimating Program
GroupMe
QuickBooks
DYB App
ADDITIONAL FREE RESOURCES: Join DYB
DYB System PDF
EP01 9 Steps to Doubling Your Business Part 1
52 Blog Post Ideas PDF
YouCanBookMe VIDEO
Pre-qualifying Questions PDF
Video Testimonial Checklist PDF
3 Steps To Get Leads From FB PDF
11 Interview Questions PDF
9 Ways To Get HOA Work PDF
Connect with Justin and Aaron Flora on Facebook
Connect with Steve on Facebook here
Press and hold to visit the page
Show Page Notes
Thank you very much for joining us today! If you received value, would you take a quick few seconds and leave us a review on iTunes, please?
EP19: SCOTT SHELDON DISCUSSES HOW TO KEEP YOUR CUSTOMERS BY GOING ABOVE AND BEYOND SUMMARY: In this episode of DYB Podcast, Steve interviews the inspirational Scott Sheldon, owner/operator of Sheldon and Sons, Inc.
Scott started his business from scratch, only to grow it to a successful company that focuses on the satisfaction of his customers.
Scott discusses thoroughly how other paint contractors can go above and beyond to make their customers happy, ensuring they come back time after time.
WHAT YOU'LL LEARN: * Scott’s Processes for Recruiting & Hiring Outstanding Labor. * Why Hiring doesn’t stop after the interview, and the importance of Training & Re-Training staff to maintain quality. * How Scott is able to stay top-of-mind with his customers and close more sales. * How shortages of labor has affected Scott, and how he’s been able to overcome those shortages.
QUOTES: "Hire all-year around. Keep recruiting, keep hiring."
"Ongoing training reinforces everything. The more it becomes second-nature and they don’t have to think about it, the more seamless things are."
"After the initial sale, it’s so important to follow-up."
"I think a lot of people have to get past that psychology … it’s okay to make money."
HIGHLIGHTS: 01:53 Scott Sheldon’s journey to becoming a paint contractor
08:09 What Scott is doing to find employees during the American labor shortage
10:31 Where Scott generates most of his leads and how he keeps his customers satisfied
20:46 The biggest challenges Scott has faced in growing his business
26:23 The struggles Scott sees other painting contractors facing and the strategies they can use to close more sales
LINKS & RESOURCES MENTIONED IN THIS EPISODE: Contact Scott Sheldon
Sheldon and Sons, Inc.
American Society of Interior Designers
Maryland Multi-Housing Association
Premier Painting and Construction
The Millionaire Mind by Thomas J. Stanley
Thou Shall Prosper: Ten Commandments for Making Money by Rabbi Daniel Lapin
Tools of Titans by Timothy Ferriss
Eat That Frog! by Brian Tracy
Rework by Jason Fried
The ONE Thing: The Surprisingly Simple Truth Behind Extraordinary Results by Gary Keller
Influence: The Psychology of Persuasion by Robert B. Cialdini
Barking Up the Wrong Tree: The Surprising Science Behind Why Everything You Know About Success Is (Mostly) Wrong by Eric Barker
Purple Cow, New Edition: Transform Your Business by Being Remarkable by Seth Godin
ADDITIONAL FREE RESOURCES: Join DYB
DYB System PDF
EP01 9 Steps to Doubling Your Business Part 1
52 Blog Post Ideas PDF
YouCanBookMe VIDEO
Pre-qualifying Questions PDF
Video Testimonial Checklist PDF
3 Steps To Get Leads From FB PDF
11 Interview Questions PDF
9 Ways To Get HOA Work PDF
Connect with Scott Sheldon on Facebook here
Connect with Steve on Facebook here
Press and hold to visit the page
Show Page Notes
Thank you very much for joining us today! If you received value, would you take a quick few seconds and leave us a review on iTunes, please?
SUMMARY:
In this episode of DYB Podcast, Steve interviews Matt Jansen, owner/operator of Matt the Painter.
Matt talks about the different ways he has grown his company over the years including the culture of his workplace, the tech he implements throughout, and the ways he helps keep his community thriving through giving back.
--
WHAT YOU'LL LEARN:
-Why Matt gives back to his community, and why you should too.
-Why always taking more care of your current clients pays dividends.
-How Matt has gone about delegating portions of his business.
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QUOTES:
"You always have to be out there to make your business a success."
"I love to give back to our community because we’re small businesses all community-made."
"There’s enough stress with running the biz and trying to make payroll, but if you can have a strong financial reserve that alleviates the financial pressures, [...] that’ll be a big thing you can take off your plate."
"You can’t delegate all those things that are difficult when you see other people doing it."
"Right now, I’m taking good care of our existing clients. [...] Staying in touch is big."
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HIGHLIGHTS:
02:51 How Matt tried to take different routes in his career, but ended up doing what he knew best
11:00 The methodology Matt used to grow his business
15:32 Matt’s choice to use employees to control his company’s culture
32:00 How Matt gives back to the community through Paint-It Forward
36:25 The tech and books that Matt utilizes to run a successful company
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LINKS & RESOURCES MENTIONED IN THIS EPISODE:
DYB SYSTEM
SendOutCards
BNI: Business Network International
Ryan Painting
DYB App
Paint-It Forward
TSheets
ClockShark
GroupMe
Basecamp 2
Estimate Rocket
G Suite by Google Cloud
Zapier
Todoist
DYB App
EntreLeadership: 20 Years of Practical Business Wisdom from the Trenches by Dave Ramsey
Peak Performance: Elevate Your Game, Avoid Burnout, and Thrive with the New Science of Success by Brad Stulberg
The Go-Giver, Expanded Edition: A Little Story About a Powerful Business Idea by Bob Burg
Profit First: A Simple System to Transform Any Business from a Cash-Eating Monster to a Money-Making Machine. by Mike Michalowicz
ADDITIONAL FREE RESOURCES:
Join DYB
DYB System PDF
EP01 9 Steps to Doubling Your Business Part 1
52 Blog Post Ideas PDF
YouCanBookMe VIDEO
Pre-qualifying Questions PDF
Video Testimonial Checklist PDF
3 Steps To Get Leads From FB PDF
11 Interview Questions PDF
9 Ways To Get HOA Work PDF
Connect with Matt on Facebook here
Connect with Steve on Facebook here
Press and Hold to Visit the Page:
Show Page Notes
Thank you very much for joining us today! If you received value, would you take a quick few seconds and leave us a review on iTunes, please?
EP15: Mark & Nicole Black: From Start Up To $1M As Men In White But first, get the FREE DYB App today on your...
iPhone here www.DYBCoach.com/iPhoneApp
Android here www.DYBCoach.com/AndroidApp
SUMMARY: In this unique episode of DYB, Steve invites his wife April Burnett in a joint interview with Mark and Nicole Black of 'Men in White Painting;' a Husband-and-Wife team based in Mount Vernon, Illinois. The couple's story begins with both involved in the Black's family business, selling medical equipment. With a strong desire to branch off and create something of their own, Mark and Nicole started "Men in White Painting." Along the journey, however, there were severe challenges that threatened the Black's financial stability multiple times, from several moves to different cities, to Mark slaving away at 16+ hour workdays to make ends meet. Join us for a ride through the Black's Past: Stories of intense hardship, mistakes, and how it all made the couple's marriage stronger. -- WHAT YOU'LL LEARN: -Why 'working harder' is not always the right answer to business problems -What it's like to work with a spouse in the business, and how to make it work. -Why the city you choose to operate in is paramount to the success of the business. -- QUOTES: "If your wife is scared, or nervous, or not on board with a decision, it's not time." "In the beginning, every day we woke up passionate about building something for our future." "I couldn't fail. It wasn't an option." "Know your numbers." "Always exceed expectations." "Customer Experience supersedes even the completion of the job." -- HIGHLIGHTS: 10:38 How did Mark get his first customers? 15:54 Where did Mark's sense of ownership come from? 29:26 What were the darkest times for Men & White Painting? 39:40 What were some paradigm shifts that allowed Mark and Nicole to succeed? -- LINKS & RESOURCES MENTIONED IN THIS EPISODE: Postplanner TSheets Basecamp 2 Estimate Rocket Start With Why - Simon Sinek 5 Levels of Leadership Turn This Auto Drip on to Create Your Own Line of Credit ADDITIONAL FREE RESOURCES: Join DYB
DYB System PDF
EP01 9 Steps to Doubling Your Business Part 1
52 Blog Post Ideas PDF
YouCanBookMe VIDEO
Pre-qualifying Questions PDF
Video Testimonial Checklist PDF
3 Steps To Get Leads From FB PDF
11 Interview Questions PDF
9 Ways To Get HOA Work PDF
Connect with Mark and Nicole Black on Facebook here
Connect with Steve on Facebook here
Press and hold to visit the page
Show Page Notes
Thank you very much for joining us today! If you received value, would you take a quick few seconds and leave us a review on iTunes, please?
SUMMARY: In this episode of DYB Podcast, Steve interviews Rob Youness, founder of Great Lakes Contracting & Painting, better known as 1.800.PAINTING. Rob talks about his early start in business and the different parts of his company, such as employees and marketing, that he has targeted over the years to gradually scale it to the success it is today.
WHAT YOU'LL LEARN: * The benefits of starting a company in a small town * The type of employees you need to grow your company * Why you should utilize Facebook for your business
QUOTES: “The one thing I would say is no one teaches you how to run a business. It’s something we’re all learning on the fly."
"For those of you guys and gals that are just getting started, or maybe even five or six years in, but feel like you’re spinning your wheels, I think we’ve all been there and in some way shape or form are still there."
"We’re not going to all have the same strengths."
"There’s going to be ups and downs. Just try to implement a new thing every couple weeks to get your team on board. At the end of the year, you can say ‘I did this, this, this,’ and we had a better year because of it."
"We’re all going through the same struggles, so don’t feel alone."
HIGHLIGHTS: 01:21 How Rob was able to start his business by taking many side jobs during his teenage years
11:15 The struggles and successes Rob faced when starting his business
24:28 How Rob created a bigger business by investing in his employees
38:18 The niche markets Rob deals with and who he’s competing with
43:24 How to easily book an estimate with Rob
LINKS & RESOURCES MENTIONED IN THIS EPISODE: Basecamp 2
1.800.PAINTING
Little Red Book of Selling by Jeffrey Gitomer
The Compound Effect by Darren Hardy
GroupMe
YouCanBook
Mike Williams - Clikwiz
Google Calendar
Estimate Rocket
Great Lakes Contracting & Painting LLC
Contact Rob
ADDITIONAL FREE RESOURCES: Join DYB
DYB System PDF
EP01 9 Steps to Doubling Your Business Part 1
52 Blog Post Ideas PDF
YouCanBookMe VIDEO
Pre-qualifying Questions PDF
Video Testimonial Checklist PDF
3 Steps To Get Leads From FB PDF
11 Interview Questions PDF
9 Ways To Get HOA Work PDF
Connect with Rob on Facebook here
Connect with Steve on Facebook her
Press and hold to visit the page
Show Page Notes
Thank you very much for joining us today! If you received value, would you take a quick few seconds and leave us a review on iTunes, please?
EP17: Christian Militello Shares How Building Company Culture Increases Bottom Line
SUMMARY:
In this episode of DYB, Steve Interviews Christian Militello;
Owner and Operator of Militello Painting & Pressure Washing.
Since his youth, Christian has always taken after his grandfather in handyman work.
When Christian decided that college wasn't his desired path, he ended up leaving to begin painting and pressure-washing for a friend.
After-hours, Christian built up a client base large enough to quit his job, growing Millitello Painting & Pressure Washing up until today.
Enjoy this episode as we dive into Christian's background, Company Culture, and implementation of the DYB System.
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WHAT YOU'LL LEARN:
-How has Christian created an exceptional company culture at Militello Painting?
-How has the implementation of the DYB system significantly helped Chrisitan's hiring process?
-What tools and systems does Christian use to help streamline his business?
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QUOTES:
"Some shifts for us were to be more structured. Having a repetitive system, and starting from basics."
"Go with your Gut."
"Stay top of mind."
"When guys would start complaining about someone else, instead ask 'what can you do to help this person?' Immediately nip the negativity in the bud."
"Really your company culture comes from yourself."
--
HIGHLIGHTS:
4:54 What was Christian's biggest challenge when starting the business?
9:04 What was the biggest paradigm shift for Christian in running the business?
13:39 Which DYB system led to the greatest results for Militello Painting?
16:17 How does Christian get most of his leads?
19:00 How does Christian instill a great company culture?
33:22 Christian leaves the listeners with parting advice.
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LINKS & RESOURCES MENTIONED IN THIS EPISODE:
The DYB App DYB 11 Interview Questions Traction - Gino Wickman E-Myth - Michael Gerber Go-Giver - Bob Burg The 10x Rule - Grant Cardone YouCanBookMe Acuity Scheduling Zapier PEP Estimating Software Responsabid Pipeline Deals Allclients CRM Group.me Basecamp 2 Wunderlist Grasshopper Hubdock TSheets ReviewBuzz ADDITIONAL FREE RESOURCES: Join DYB
DYB System PDF
EP01 9 Steps to Doubling Your Business Part 1
52 Blog Post Ideas PDF
YouCanBookMe VIDEO
Pre-qualifying Questions PDF
Video Testimonial Checklist PDF
3 Steps To Get Leads From FB PDF
11 Interview Questions PDF
9 Ways To Get HOA Work PDF
Connect with Christian Militello on Facebook here
Connect with Steve on Facebook here
Thank you very much for joining us today! If you received value, would you take a quick few seconds and leave us a review on iTunes, please?
SUMMARY: In this episode of DYB, Steve interviews Lisa Moon, Co-Owner of Paper Moon Painting based in San Antonio & Austin, Texas. Owned and Operated by a Husband & Wife Team, Paper Moon's story begins humbly, running exclusively by subcontractors out of the Moon family's home. Over the last six years, Paper Moon has grown to an award-winning $3Million+ company, providing a high-quality painting service that exclusively serves family homes in upper-class neighborhoods. Enjoy this conversation as Lisa dives into her methods for acquiring leads, opening a satellite location in a new town, and maintaining a company culture as they grow. -- WHAT YOU'LL LEARN: -Lisa's methods for ringing up business immediately in a new location -Paper Moon's experience with opening a satellite location in a new city, and what they'd do differently -The importance of Culture in growing a painting company sustainably -- QUOTES: "We're a systems company that delivers painting projects." "Trust and Delegate." "Change takes time. Be patient and trust everything will be better in the end." "Culture eats strategy for breakfast." "In growth mode, you'll take almost any warm body. We have work, we need guys. But then we realized we want to keep the culture strong. We don't want C Players who will keep us down." -- HIGHLIGHTS: [1:59] How did Paper Moon get started? [10:05] What has Lisa's experience been hiring Hispanic workers? [20:58] What did Lisa learn from opening a satellite location, and what would she do differently? [32:36] What change made the biggest difference in Lisa's Business? [36:47] What part does culture play in Lisa's company? -- LINKS & RESOURCES MENTIONED IN THIS EPISODE: 11 Interview Questions to Hire for Character DYB System Chart TSheets You Can Book Me Estimate Rocket Work The System The E-Myth Revisited - Michael Gerber Good to Great The 5 Dysfunctions of a Team -- ADDITIONAL FREE RESOURCES: Join DYB
DYB System PDF
EP01 9 Steps to Doubling Your Business Part 1
52 Blog Post Ideas PDF
YouCanBookMe VIDEO
Pre-qualifying Questions PDF
Video Testimonial Checklist PDF
3 Steps To Get Leads From FB PDF
11 Interview Questions PDF
9 Ways To Get HOA Work PDF
Connect with Lisa on Facebook here
Connect with Steve on Facebook here
Press and hold to visit the page
Show Page Notes
Thank you very much for joining us today! If you received value, would you take a quick few seconds and leave us a review on iTunes, please?
In this episode of DYB, Steve interviews Tony Isgrove, Owner/Operator of Isgrove Painting and Decorate based in Australia. Tony grew up in the painting industry by working with his father, who was also a painter. By the time Tony left school at age 16, he continued to work with his father until age 19, when he started his own painting business. Although Isgrove Painting and Decorate was a challenge to get off the ground in the beginning, Tony was able to persist through and grow his company sustainably by focusing on creating an outstanding customer experience, one person at a time. With a solid client base and over 40 painters strong, Tony has since won numerous awards for his business. Enjoy this conversation as both dive into the importance of a superior customer experience, company culture, and hiring a solid team. WHAT YOU'LL LEARN: -The importance of better serving your current clients, instead of looking for new customers -The regulatory differences for painting companies in Australia vs the USA -How to create an amazing customer experience QUOTES: "You should really be looking after your current clients better." "Do what you say you're going to do and be honest with your clients, always." "Everyone I did work for had a great experience, and they would recommend their family and friends." "Look out for your first clients from the start." HIGHLIGHTS: [5:40] Why you should look after your current clients before considering advertising [8:27] What are some things Tony does to stay top-of-mind for customers? [16:43] What have been some of Tony's biggest paradigm shifts along his journey? [39:53] The biggest difference between building a company in Australia vs. the USA? LINKS & RESOURCES MENTIONED IN THIS EPISODE: Delivering Happiness - Tony Hsieh (Book about Zappos) Group.me Deputy Tom's Planner The Great Game of Business - Jack Stack The E-Myth Revisited - Michael Gerber Tony Robbins Jeffrey Gitomer The Magic of Thinking Big - David Schwartz The Entrepreneur Rollercoaster - Darren Hardy The 7 Habits of Highly Effective People - Stephen Covey ADDITIONAL FREE RESOURCES Join DYB
DYB System PDF
EP01 9 Steps to Doubling Your Business Part 1
52 Blog Post Ideas PDF
YouCanBookMe VIDEO
Pre-qualifying Questions PDF
Video Testimonial Checklist PDF
3 Steps To Get Leads From FB PDF
11 Interview Questions PDF
9 Ways To Get HOA Work PDF
Connect with Tony on Facebook here
Connect with Steve on Facebook here
Press and hold to visit the page
Show Page Notes
Thank you very much for joining us today! If you received value, would you take a quick few seconds and leave us a review on iTunes, please?
In this episode of DYB, Steve interviews Michael Hopkinson,
Owner/Operator of Hopkinson Painting based in Australia.
Growing up, Michael has always been a painter; Getting into the trade as soon as he was old enough at the ripe age of 17.
After a few years working in a large corporate environment, he left and moved on to start his own painting business.
Although he struggled at first, Michael eventually grew the business to the point of hiring 10+ staff members.
Enjoy this fascinating conversation as both dive into the cultural differences between the USA and Australia, the differences in business practices in both countries, Hiring, Leadership, and developing a custom tech stack for Michael's company.
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WHAT YOU'LL LEARN: -How to stop micromanaging your team
-Sowing the value of ownership into an organization
-How Learning Body Language helps you become a better leader
-Differences Between The USA and Australia; Culturally and Business-Wise.
-How business operates differently in smaller communities
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QUOTES: "You can't just say 'We'll just get started and see how it goes.' You need to put a price on your work."
"Give your painters freedom to do what they do best."
"If you love it, stick with it."
--
HIGHLIGHTS: [20:18] What are the differences between the United States and Australian painting industries?
[26:54] What kind of Painting does Hopkinson Painting provide?
[31:06] What was the biggest paradigm shift Michael made that altered his business?
[38:50] What does Michael do to help elevate his company culture?
[42:42] What is in Michael's Tech Stack, and how he went about creating a custom application for his business.
--
RESOURCES: Join DYB
Michael's Cathedral Project: See pictures below
Who Moved My Cheese - Spencer Johnson
https://www.amazon.com/Moved-Cheese-Spencer-Johnson-M-D/dp/0743582853
Blink - Malcolm Gladwell
https://www.amazon.com/Blink-Power-Thinking-Without/dp/0316010669
Paul Ekman
https://www.paulekman.com/
ADDITIONAL FREE RESOURCES: DYB System PDF
EP01 9 Steps to Doubling Your Business Part 1
52 Blog Post Ideas PDF
YouCanBookMe VIDEO
Pre-qualifying Questions PDF
Video Testimonial Checklist PDF
3 Steps To Get Leads From FB PDF
11 Interview Questions PDF
9 Ways To Get HOA Work PDF
Connect with Michael on Facebook here
Connect with Steve on Facebook here
Press and hold to visit the page
Show Page Notes
Thank you very much for joining us today! If you received value, would you take a quick few seconds and leave us a review on iTunes, please?
There's a definite process for reaching $1,000,000.00 in sales. It's not easy to come by, it's not easy to do. More so, it's not what's most important!
What matters more than a million in sales is a very healthy bottom line. "Sales are for show, profits are for dough." - Unknown
However, once you master these 9 steps, you'll start making profits that you never even knew were possible.
The 9 Step process you'll read today is exactly what I did to build, and then sell my highly profitable painting company, and you can too!
This is your chance to own DYB Coach's treasured collection of business growth courses. Join over 150 other painting contractors, and other business owners and access our proven marketing trainings, checklists, templates, and more for only $37 monthly membership. Learn more now.
DYB SYSTEM: How to Double Your Business, in 9 Steps... You’ve finally found it…
This resource is designed for those unfamiliar with DYB Coach — and for those DYB Members that want a refresher course on the foundational principles of the DYB SYSTEM.
It’s also a roadmap of sorts.
You see — all painting contractors, contractors, and business owners, are at various levels of STUCK. There’s just so much to learn.
From a one man show, to a company with multiple crews — we are all looking to get better at what we do — always looking for an edge. It’s our defining characteristic.
This page is here to help you master this contracting business.
And by “business” we mean…
The System
It’s the same system I used to quintuple (5X) my painting company, Burnett Painting, inside of 3 years. Unpacked and laid out for you step by step, in checklist form, located in the DYB Cafe.
We call it the DYB SYSTEM.
Read this page carefully. Read it multiple times and commit it to memory.
This is the stuff they don’t teach in business school or even high school… or so I’ve heard, being I didn’t graduate myself.
Learn the Steps to the DYB SYSTEM
The following image outlines the DYB SYSTEM.
Click Here to Download PDF
Print this PDF version and tack it to the wall next to your desk. If you would like the full poster size, you can buy it here: DYB SYSTEM 24" x 36" Wall Poster
If you plan to execute this plan, you’ll need to reference it often.
When you’re learning new tactics like capturing video testimonials, closing on the spot, owning the first page of Google, you’ll need to constantly remind yourself of the DYB process. Otherwise, you’re wasting time and money.
This is a warning: There is little profit in understanding, for example, Ads the don’t look like Anything But Ads ( ABA’s ), or owning the first page of Google in and of itself. There is enormous profit in understanding how to apply these high value, lead generating, business growing strategies to the DYB SYSTEM.
Here is the DYB SYSTEM…
Lean into this article and pay close attention — we’re about to reveal the exact process we used to build and then be able to sell Burnett Painting.
Let’s begin with…
Step 1 –
Is the most important step and. yet most over looked so we'll save this for later...
Step 2 – Finding Your Target Market With The 3P’s
9 times out of 10, if you ask a painting contractor what a great referral for them would be, they will reply:
“Anybody who needs some painting done.”
Here is the major problem with that.
When you read that, who came to mind for you?
Nobody.
What if, instead, they replied with:
“Exterior home repaints of homes no older than 15 years, of retirees, with stucco siding ranging from 2,000 - 4,000 square feet, in gated & golfing communities, within 10 miles of XYZ city/neighborhood.
Now, we have a 1,000X better chance of some visuals coming to mind and generating a whole fleet of referrals!
But how can we absolutely know who our Target Market should be?
The DYB 3P’s process…
1ST People
Do you like to work for difficult people? Of course not. If we had our choice, we would only work for awesome people, right?!
We classify them; A, B, C, and D.
A clients are Awesome! They fully respect the value of our services and do not ask for a discount.
B clients are good people, but they just have to have a little discount, or added value into the job to feel like they got an even better deal.
We don’t ever advise giving discounts. Doing so only discredits the value you are bringing to the table. Instead, offer additional value, if needed.
As a simple example, if you are painting the walls of a bedroom, and the B customers ask for a discount, politely decline, but then offer to include painting his ceiling or baseboard, if he signs today.
Here we offered additional value in exchange for closing the sale on the spot. (**Always collect a deposit in order to get on the schedule.)
If you are going to include additional value, make sure you trade it for the sale.
C clients, while polite, only care about the price, and will work hard to negotiate it down for as long as it takes.
Here is a classic example of the negotiation style of a typical C client, from one of our newer DYB Members, who shared in our members only Facebook group: DYB Community…
So if that was a classic example of a **C client,** how could it get any worse? Well, I am glad (and sad at the same time) you asked.
D clients, will negotiate like a C Client, but are not polite about it, or many times seem polite during the negotiations, then after you agree to drop your price and do the job, their true colors come out and they are some of the most unreasonable people to ever have the displeasure to work for.
From my experience, generally speaking, not all, but most General Contractors/Builders (Dirtbag Builders) and Trial Lawyers.
Only service, and stay T.O.M (Top of Mind) with A & B Clients.
2ND Profit
This one seems obvious, right?
Well, you would be very surprised just how many companies continue to take on types of jobs, or types that they are just not best set up or suited for.
For us, one was high-rise condo buildings greater than 3 stories. We just weren’t set up properly to execute them profitably.
Could we have changed our processes and made that niche profitable for us? Absolutely. But we didn’t because we made a decision to focus on those exterior stucco homes I mentioned earlier.
3RD Process
By process, we are referring to the admin side of the project as well as technical.
We ask these 3 simple questions to qualify the Process:
- Will this project be easy to set up and to service?
- Will this project be easy to execute?
- Will the job be easy to close out and settle up?
If the answer is a “yes” for all three questions, only then do we qualify the 3RD P.
THE 3P EXERCISE: YOUR TURN.
We have gone through this exercise with many of our members and again at our DYB Seminars.
This could be very revealing to you, like it has been for many others…
Here is the worksheet we use that you can download.
List the last 10 jobs that you have completed.
- Put a check by each one that was awesome to work for.
- Add a check if you made your profit margin that you were shooting for.
- Add a check if the process was easily executed from sale to completion.
How many of them have all 3 checked off?
CIRCLE the ones that have 3 checkmarks.
Congratulations…
You just discovered your Target Market!
You did the exercise, right?
The first time we ran through this with our DYB Members, they have on average 3-4 with all 3 checked off.
If that's what you found, don't feel bad; that's average.
We go through this again with our DYB Members 6 months later, and on average, they have 8 with all 3 checked off, and you can too, if you do the exercise.
Now that you are on your way to being the “Curator of your culture”, and you know who your Target Market is, let’s start generating some high value leads…
Step 3 – Owning the First Page of Google
This might shock you, but SEO is not that complicated.
Well, not if you leverage the Pareto Principle that is, better known as the 80/20 rule.
80% of your results come from 20% of your efforts.
Because I have “OCG” (Obsessive Compulsive Gift-- messy people call it a disorder), I love to not just organize, but track and measure.
I’m talking miles, and miles of spread sheets.
And you get to benefit from one of my OCG tracking and measuring with the 80/20 of SEO.
If you just focus on these 3 elements, you, too, will Own the First Page of Google!
The First Step is to get Google to light you up...
...with the 5 orange stars, so that you will not only rank in the “3 Pack”, but stand out like the above screen shot of Burnett Painting.
The key to getting 5 Google Reviews, is to send the Google Review link to your customers who already have Gmail addresses!
Next, is the Second Step of Owning the First Page of Google, but first,
Here are 2 screenshots from search results page for “exterior painting Venice Fl.
Notice how we are ranked #1 organic, which is right after the paid Ad spots?
Also notice how the rest of the first page is LOADED with paid lead services!
Let me go on the record here…
“Paid lead services are a racket!” - Steve Burnett
Racket according to Wikipedia:
Why?
When other companies pay for ads, not you because you know better pay them, they are actually funding their SEO to knock you off the first page!
Plus, these racketeers typically attract bargain hunters and many of them are unreasonable.
Or as we classify them, C & D prospects, from our A-D scale.
Paying these racketeers is using the Pareto Principle - 80/20, against yourself.
If you are currently caught up in one of these rackets, I strongly suggest you implement the strategies we are laying out here ASAP, and then slowly wean yourself off of these thugs.
Fair warning, the Racketeers will keep calling and threatening you about all the problems you will supposedly have if you don’t pay them for their “protection” services of keeping you ranked so they can keep sending you crappy leads.
So, implement the second Step Owning the First Page of Google
Which is writing just one 300 to 500 word blog post a week.
This is so easy to do.
So easy, in fact, Ron Ramsden, who didn’t even have a website shortly before signing up for 1-1 Coaching, now has well over 100 blog articles in just over a year's time.
He receives multiple bookings on his website every week.
So many, he has Doubled his Business, makes a healthy profit, all while taking vacations away with his wonderful wife, Patty, hiking locally and around the country…
and is now a certified DYB Coach, helping other painting contractors do the same.
Here is a free download 52 Blog Post Ideas
If you want our 52 Blog Post graphic for plenty of ideas to keep you ranked on Google
Click here to get the free download now.
The Third Step Owning the First Page of Google,
Are NAPs.
Not those kind of naps, while I am a firm believer in 25 minute power-naps right after lunch, what I am referring to here is the acronym of NAPs
Name
Address
Phone
We take these NAPs, not after lunch, but to all of the online directories.
We register them with online directories such as, but not limited to:
- Yahoo
- Bing
- Yelp
- BBB
- Angie's List
- YP.com
And on and on they go.
Now, unless you are just starting out, like we were when we started all over back in Florida in early 2006, I strongly suggest you outsource this step as the ROI is not worth your time to look all of these up yourself.
I’m happy to point you in the right direction, just shoot me an email with the subject line, “Steve, I need a NAP please!” , and I’ll point you in the right direction: steve@dybcoach.com
Step 4 – DYB Website Conversion Funnel
Your website should serve 2 specific funnel functions:
- Pre-close qualified prospects.
- Detour unqualified prospects.
I know what you’re thinking, “Steve, seriously, how do we pre-close qualified prospects?
I’m glad you asked…
The very first thing we do is set up the Home page properly, and we do this by setting the stage with the most important element on your whole site and that is the Header Image.
Your header image should give all visitors to your site an instant idea of --not just the type of job you service, but the experience they can expect.
Because, really, it all comes down to your clients’ experience.
They already expect you will provide a good service. What they are most concerned about, if they award you the project, is if you will do everything you promised you would do and will it be a great experience for them.
We answer this with the static header image of a beautiful job that perfectly represents your target market.
But how will they know ahead of time that they will receive a remarkable experience?
That’s another great question!
Jeffrey Gitomer said, “If you say it, it’s bragging. If others say it, it's proof!”
So, the panel directly following the Header Image must have testimonials. But not just written testimonials.
For your DYB Website Conversion Funnel to Pre-sell your prospect, you must have video testimonials.
To help you, I made a free checklist you can download and even add your own logo to, then print out and take with you and or hand out to your team here: Free Testimonial Checklist Download.
We have a whole course in the DYB Cafe on capturing video testimonials and many of our DYB Members are racking them up!
Another big question your prospect has is…
“Have you painted in our area?”
This is another opportunity to show a ton of social proof, by displaying on the next panel, a map with pins from all of the jobs you have completed.
This gives them another instant visual and will pre-sell many of your qualified prospects!
The icing on the cake is the last panel. The CTA or Call To Action. The simple Booking Calendar integrated right into your website.
Clients love the fact that they didn’t have to go through the hassle to call you, so much in fact, that many of them won't even call another contractor, leaving you to be the only estimator!
This is just the Home page, and if you only get this one thing set up properly, you will in fact have leveraged the Pareto Principle again, because 80% of them will scroll down these 4 magical panels on your home page and book you!
After closing 100’s, maybe 1,000’s, of jobs on the spot, I thank every one of them, then I asked them why they chose us.
Many of them replied, “After we saw your website we didn’t even call anybody else. IN FACT, Steve, you had the job before you ever arrived for the estimate.”
And this will be true for you too if you implement the DYB Website Conversion Funnel...
#DYBBOOMSHALAKALAKA !
DYB Café Member's Access your ‘[COURSE] How To Build Your DYB Website Conversion Funnel in DYB Cafe.
Learn the exact process to build into your website - so to preclose jobs before you even arrive to the estimate!
Click here to access your course
Not a DYB Café member? Click here to learn more about DYB Cafè
Step 5 – The ABC’s of Sales…
Always Be Connecting.
Market Buster,
Is exactly what the DYB ABC’s Sales is… Always Be Connecting.
After we decided exactly what our Target Market was using the 3P’s process, we decided to focus on Venice, Florida.
There was just one problem…
We didn’t have any market share there. In fact, up until that time, we had only serviced 1 home in Venice, FL!
We really needed to break into this new territory and break we did.
Take a look at this before customer map of the Venice FL area from 2011
Here it is again just 3 years later in 2014
And you can too...
Just like the DYB Website Conversion Funnel, I have tested and measured all of my efforts. I know exactly what got us and which strategies will get you the greatest ROI for your effort and dollars invested.
The First ABC’s of Sales is BNI
BNI is the first step to breaking into any market. This is a great group that meets weekly and where the members are held accountable for passing referrals.
Strong groups are around 40 members. Some get as high as 60 and 70 which is pretty amazing!
Strong groups also get together for monthly socials. These tend to be at different member’s offices and are a great time.
Strong groups also have Christmas parties, which are also a great time.
When you join one, your first mission is to have as many one on one coffee or lunches with the members as possible.
You are going to get to know these 40 business partners very well and will very likely become great friends. April and I have really great friends from our days back in the Venice, FL Tuesday morning BNI.
The quicker you can get to know the members, the faster you can start referring them business and the sooner you start referring them business, the Law of Reciprocity kicks in and #DYBBOOMSHALAKALAKA! You are getting tens of thousands of dollars worth of great referrals from them as well.
The Second ABC’s of Sales is your local Chamber of Commerce
...or Chamber for short.
The relationships in BNI grow very deep and strong as they are kind of limited to the 40 or so members. Which is good, because that’s what makes it so strong.
To cast a very wide net, we join and attend all of the Chamber functions.
This is a great opportunity for you to greatly expand your brand awareness. Especially if you are not safe about it.
We can just attend the networking breakfast, lunches, and After 5pm Events and get togethers, but that’s what average people do and DYB Members are not average.
In this situation, there are 2 ways to operate in the Magic Zone.
1ST When meeting other business owners (networking) for the first time, focus solely on them.
I know this sounds so simple, but it’s can be very difficult to consistently do, because we want to build our business.
Here is where we trust the Law of Reciprocity to kick in and believe me, it will!
Ask them questions like:
- So how did you get into this business?
- What’s your favorite thing about it?
- What advice would you give somebody just getting into your business?
Now they will ask you a question or two so, be polite and answer it, but immediately roll right into another question to keep it about them.
Then ask them the Value Question that will knock their socks off…
"How would I know a great referral for you when I come across them?"
Chances are very high that you are the only person who has ever asked them this and you have just made a very big impression!
But don’t stop there…
To really knock it out of the park, we follow up immediately with a handwritten note card.
So immediate, in fact, that we keep them in our truck or car, complete with envelopes, a blue pen, and remarkable stamps, like Batman stamps and such.
Then we send them a note card with our picture on it to help them immediately make the connection from our meeting and write them a note like this…
Have a goal to connect with 3 people at each event, follow this process, and you too will CRUSH IT!
The 2ND way to operate in the Magic Zone, is to give Remarkable Networking Presentations - aka 60 second commercials.
And by Remarkable, we don’t mean great or awesome, but that they stand out in such a way that others with Remark about them.
Here is the very first one that I did, but first, this is the quote I read that inspired me to attempt this crazy thing…
“If the market place isn’t talking about you, there is a reason. The reason is you are boring and you’re boring on purpose because it’s safe.” - Seth Godin
Here is the very first Remarkable presentation:
Swimsuit Body Paint
[video width="1280" height="720" mp4="http://dybcoach.com/wp-content/uploads/2016/07/Steves-Burnett-Painting-Venice-Chamber-body-paint-commercial..mp4"][/video]
It was such a hit that I continued to do them at all of the chamber lunches.
Here is the most popular one that got mass attention:
Hulk Hogan
[video width="1280" height="720" mp4="http://dybcoach.com/wp-content/uploads/2016/07/Funny-Video_-Hulk-Hogan-Invades-the-Venice-Florida-Chamber.mp4"][/video]
Yep, DYB members are doing these to and also CRUSHING IT in their Target Markets and you can too!
The 3RD ABC’s of Sales is your local Rotary Club
How would you like to know your town’s movers and shakers? I mean the good ones.
"Good" meaning, these movers and shakers come together weekly to make their town and the world a better place.
And when you get a room full of successful people, networking naturally happens.
WARNING: Do not join Rotary, if you don’t have heart to serve. You must truly care about others first.
But if you are here reading this on DYB, then chances are very high that you are a person who does truly care about others, so let’s continue.
Rotary provided the highest level of networking, and when you get into this network, you are pretty much set.
The Fourth ABC’s of Sales are your local Associations
This is going to vary, but a few examples are:
- Board of Realtors
- CAI
- HOA Access.
- Charity
- Boys and Girls Club
- Historical Society
- Habitat For Humanity
- Church
Again like, Rotary, get involved, lead with a heart to service, and you will do very well.
Find one to join that speaks to your values and take action today.
The 5TH ABC’s of Sales is Facebook
Facebook is the biggest and easiest opportunity to leverage your network and build relationships deeper, but yet, most do not take advantage of this…
Some say Facebook is a waste of time because everybody is on it wasting time.
And there-in lies your opportunity!
Did you see it?
“Facebook…everybody is on it…”
To me, bars are a waste of time, but do businesses advertise about them and in them?
Oh yeah. Big time!
Is it possible to advertise in a bar without getting drunk every night?
Absolutely!
And you can be on Facebook not wasting time, too, except don’t advertise.
Why are people on Facebook “wasting time” anyway? To be entertained. To be engaged in something interesting to them.
So be there and engage and entertain.
One of the ways we did this with Burnett Painting, and the new awesome owners, Jenn & Kurt, are still doing this -- is through fun contests.
Like, the CPW (Capture Post Win) Contests.
If one of our Trucks or HHR’s is spotted, captured in a photo, posted to FB with Burnett Painting tagged, the one posting will win a can of delicious gourmet cookies! The town loves it!
They are one of our sweetest ABA’s which we will unpack in the next section but first,
If you don’t have your can of gourmet cookies set up yet, you can do a $10 give card to Starbucks, Amazon, you name it. Just keep it simple and fun.
You can also run “How many gallons” contest where your town will guess how many total gallons it took to paint a project.
This also gives you an opportunity to showcase some of your work.
Most importantly, the more engagement you receive, the more you will show up in your community’s Facebook feed which is AWESOME because…
“Facebook…everybody is on it…”
Step 6 – ABA’s (Ads That Look Like Anything But Advertising)
“An Ad is the price you pay for not being remarkable.” ~ Seth Godin
Ouch, right…
The truth is, nobody really likes ads anyway.
We have tech available now that allows us to skip commercials or even binge watch a whole season of our favorite TV program.
So, we started finding ways to get our name into the community. And then deeper into the community.
And we did this until we became the preeminent painting company in our area for our target market, and if you follow implementing these, you can too!
We call them ABA’s
Ads that look like Anything But Advertising
One of them being: Community Spotlights
Now these are a really easy and fun way to provide both your community and business / networking friends tons of value.
All you do is take your smart phone and a $12 tripod from Amazon or a local store and call a few of your friends. Offer to give them a quick interview to share with their community.
Almost everybody I asked was all for it and very grateful.
The interview pretty much goes like this:
- I arrive at their place of business.
- Set the tripod up with my phone to record. *Remember to turn airplane mode on!
- I send 3 questions to them ahead of time so they can be thinking about their replies.
- I also let them know that we only do 1 take. If we make mistakes, that’s cool and actually builds trust through transparency.
- Have fun!
My script is as follows.
“Hello and welcome to another segment of Community Spotlight. I’m your host Steve Burnett of Burnett Painting and I am here with [GUEST NAME] owner of [GUEST BUSINESS]
Then go into asking my 3 questions:
- So tell me about your business. What do you do?
- How did you get into the business?
- What’s something nobody knows about you?
This last one is supposed to be fun. It draws your audience/community closer to you and the interviewer.
After it’s recorded, we:
- Load it up to YouTube
- Email it to our customers with an intro like
- If you’re looking for a great mechanic, you might be interested in this Community Spotlight interview I just recorded.
- I email the YouTube video to the person interviewed to share it with their network, also.
- Then we upload the raw video file directly to Facebook.
- We do not post the YouTube link in Facebook, because Facebook considers YouTube a competitor and will not give you much algorithm or exposure in others feeds.
- We also do not add it to our website, because our DYB Website Conversion Funnel is specifically designed for one purpose and one purpose alone, to pre-sell your target market before they book you and to deter those who are not your target market. I guess that’s technically 2 functions, but you get the idea.
One of my interviewees, Mark Smith CPA, who runs a successful CPA firm with his partner, Adam Wanner, went an extra step and had his interview added to the home page of his website…
Which was very smart of him and to this day he says he get's 3-4 calls a month saying,
“We called you because we like your interview on your website.”
#DYBBOOMSHALAKALA
Who do you think just might be his favorite painting company?
Another one of our powerful ABA's are handing out the delicious Gourmet Cookies in our very own branded paint can!
DYB Cafè Members Access your ‘[COURSE] Gourmet Cookie Cans.
Learn this sweet process to be the talk of the town!
Click here to access your course
Not a DYB Cafè member? Click here to learn more about DYB Cafè
Step 7 – DYB Sales Process
If you follow the 6 previous steps in the DYB System and then apply the DYB Sales Process, you, too, could have an 84.5% close ratio…
Many of them will be pre-sold “...Without Making A Sale,” but not all.
While each step is very important, the 2 most powerful steps or the 80/20 of the DYB Sales Process are the Prequalifying and Providing Proposals on the Spot.
Prequalifying is so important, yet the vast majority or painting contractors do not distinguish one prospect from another. Therefore, they find themselves driving all over town or from town to town, trying to get as many estimates in as they can, only to be frustrated and burnt out from the lack of bids won.
You can download our DYB Prequalifying Process for free right here.
GET IT HERE.
The second most powerful step is Providing Proposals on the Spot.
One of our DYB members, Paul Schmidt, took his close ratio from low 30’s up to 75%, in large part to providing proposals on the spot!
I asked him to confirm this and this was his reply:
“Yes, it was at 33% and at my high point was at 75%. Providing proposals on the spot was a large part of that IMHO. That combined with the other changes I made (website, uniform, name tag, etc.) built social proof.”
~ Paul Schmidt of Schmidt Painting Co.- Chicago
Paul knows and can track his exact close ratio because he uses a CRM called Pipeline Deals, which we walk you through in an online training program we created called The 30 Hour Work Week.
The 30 Hour Work Week is an online video program, with my wife April, walking you through all of the tech we used in Burnett Painting to get my hours down to just, you guessed it, 30 hours a week in the business. She is also funny so it’s educational and entertaining. Love you, babe! Had to give a shout out to her. :)
Here are a 3 free videos from the 30 Hour Work Week program, here.
This gave me time to teach my son to swim and also to write my book. If you would like a copy, just pay towards shipping, $6.95, and I’ll give it to you for free here.
One of the biggest things keeping guys from providing proposals on the spot, is the confidence that their price is solid.
Most contractors look at a job and guess how long it’s going to take them. By estimating this way, they lack the confidence to present on the spot. Let’s face it, they don’t know their numbers and won’t be confident until they do. Then they are really in trouble when it comes to negotiating with the prospect.
Don’t worry, if this is you - we can help you!
To help you to know exactly what your labor rate should be to the exact penny, including your overhead and the profit you must make to be successful, we have an Instant Labor Rate spreadsheet you can get here for FREE.
A 3rd step I’ll touch on briefly here is Following Up.
You have already done all the work to get the lead, drive out and measure the project, write up and present the proposal.
Now you must follow up!
If I had to guess, more than 90/100 contractors do not follow up.
2 Reasons
1ST They forget because they are not using a CRM to keep all of their opportunities top of mind.
2ND Stinking-Thinking. You have self-talk. We all do. Our greatest challenge is to control our self-talk and whip it into shape every day.
When our stinking-thinking says, “Oh, they probably went with another bid”, take action and follow up anyway!
Email is good, but a phone call is best.
What are they going to say, “NO”? We are already at no at this point. We can’t get any more “No” than we are right now without the sale closed!
So follow up and call them.
Somebody asked Harvey Mckay how many times we should follow up. He replied, “Until one of you dies.” (**Remember to always leave unclosed estimates and phone calls with, “May I follow up with you in 2 days at 9am?” Ask permission to follow up or it’s called spam.)
Step 8 – DYB Video Testimonial Process
“If you say it, it’s bragging. If others say it, it’s proof!”
~ Jeffrey Gitomer - Little Red Book of Selling
The Ultimate Social Proof…
About 6 months after I moved to Florida, because every contractor and his brother also drove in to help out with the relief, everything was all painted in the area.
So, I had to drive 45 minutes away or more to a neighborhood that wasn’t affected by the hurricane damage and literally go door to door.
If you have ever done door to door sales, then you know how tough it is.
To help, I collected letters from everybody I helped through the hurricane and compiled a binder, but what I noticed was nobody was reading it.
And that was a big problem.
It’s a big problem because, they didn’t read it, then they wouldn’t have a better understanding of the value I was offering compared to the “other guy” and that left me competing on price.
Competing on price is not the way to create a successful business. Not a fun way anyway.
After a few years of struggling to find ways to build value into my offering, we finally captured our first video testimonial.
Actually, my wife, April did.
We used a Blackberry to record it and the quality of the video and audio is very poor...
[video width="240" height="176" mp4="http://dybcoach.com/wp-content/uploads/2016/07/Bernadette-LaPerle-North-Port-Florida-Burnett-Painting-Interior-Testimonial.mp4"][/video]
But, we got started!
And we just ran with them, because the ROI on Video Testimonials is AWESOME!
And by awesome, like I mentioned back in the DYB Website Conversion Funnel step, I mean that many would:
- book us online from our site.
- I’d arrive.
- Establish report measure.
- present my proposal.
- they would look at it, and maybe ask a question or two.
- offer a deposit, and ask how soon could we start.
...in large part because we had so many Video Testimonials.
3 phases of capturing Video Testimonials.
- Just get your first one any way you can to break the ice. Start with a Raving Fan or somebody you have done work for in your networking group.
- Get 3 Video Testimonials and then create a Video Testimonial page on your website. Now you are heads and tails over your competition, because they do not have any Video Testimonials and this positions you as the more valuable contractor.
- You are now on your way, so just keep going until you break 100. Once you break 100 you can then humbly say to your prospect,
- "Mrs. Prospect", I truly believe we have the best team and I can prove it if you are interested.
- Say, "Now you would agree that most people are not comfortable speaking on video right?" They almost always agree.
- Then you show them your iPad, and say,"Given that, we still have rows and rows of Video Testimonials because of the experience our team provides time and time again."
- Offer to let them watch any of them.
- They will decline, and simply ask you, “How soon you can start, and would you like a deposit?”
#DYBBOOMSHALAKALAKA
To help you get started, I have my Video Testimonial Checklist as a free download for you that you can put your own logo on.
It will help you to know
- The Best Time To Ask For The Testimonial - There is a critical moment when your customers are most excited about you - find out the right time to ask for the testimonial.
- The 3 Simple Questions to ask that make even the most boring people light up and give a glowing review.
- The 1 Mistake You want to Avoid. I learned this the hard way, now every time I make a video testimonial this is my first step
DOWNLOAD IT HERE
… and you, too, will Double Your Business Without Making A Sale.
Step 9 – Stay T.O.M (Top of Mind)
Here is 1 of 4 ways you, too, can become the Guinness Book of World Records as the world's greatest salesman but first,
You may remember the Joe Girard’s story I shared in my book, but it goes something like this…
In 1963, 35-year-old Joe walked into a Detroit car dealership and begged a skeptical manager for a job as a salesman.
He needed to get groceries for his family.
So he gave him an office upstairs, with a phone, and a phone book, because they didn’t want him taking any sales away from the salesmen on the showroom floor.
Well, he sold a car.
By the second month, he was so good. Some of the other salesmen complained and got him fired!
His next job was at Merollis Chevrolet in East Pointe, Michigan, which he held until his retirement in 1977, the year I was born.
There, he set consecutive sales records over a twelve-year period, selling 6 retail cars a day when the industry average was 6 a month!
Having sold 13,001 cars at a Chevrolet dealership between 1963 and 1978, Girard has been recognized by the Guinness Book of World Records as the world's greatest salesman.
Here is how you too, can CRUSH IT in your market, if not become the next Guinness Book of World Record holder…
By staying T.O.M. ( Top of Mind )
Joe Girard, would stay T.O.M. by sending every person he sold car to a card every month.
Sounds expensive and complicated, right?
It’s not though.
We use Send Out Cards. And with this system, we are able to create card, upload a client list, and send it to everybody for about $1.50 a card, including postage.
We send these out every 3 months, but here is the key,
Only send G.I.E. messages.
Gratitude
Inspiration
Entertainment
You have already won them over with your remarkable services, they don’t need to be resold. They just need a warm reminder that you are still here.
Do not send discounts or coupons. And please, do not say “We’re never too busy for your referrals”.
They know we are in business and would love a referral from them. We don’t want to insult them.
Of the 3 types of cards that we send, the Entertaining cards get the best response, but make sure you mix it up.
It is an MLM/Networking company, so you have to sign up under a “distributor”.
Check your local BNI, or Chamber for one, but make sure they won’t harass you about “building the SOC business.”
If you don’t have somebody in your area, you can sign up on ours here.
We unpack the other 3 ways to effectively stay T.O.M. in the DYB Cafe
Not a DYB Member? Learn more here.
Step 1 – Building Your All-Star Team
Do your employees drive you to drinking? I’m kidding. Well, kind of…
I know they used to, for me.
I’m going to show you what took me years to finally figure out, but first...
When it finally clicked! Once the light finally came on, doubling my business became so much easier!
I could finally step back or leave for vacation and not have to worry.
I mean like a cruise, where we were out on a big boat in the middle of the ocean where there is no texting or phone calls and I was able to relax.. Without drinking!
The team now takes care of the customers, who in turn take care of the business, and then the business takes care of the happy owner. :D
The process starts with Hiring For Character, not skill.
If you were like me, for so many years I would hire skilled painters and then beat my head trying to teach them proper manners and hygiene.
I mean, if I could just get them to tuck their shirt in, that would be a major accomplishment!
One Saturday morning, after breakfast in Naples, Florida (thanks to Mike Euler’s invite), Peter Schultz former CEO of Porsche, said to me, “... you are the curator of your culture.”
At first I brushed it off.
My self-talk said, I’m just a painting contractor, they are just painters, and we are not a large corporation with educated executives.
Boy was I wrong and what a bunch of head trash that was.
It was that one Monday morning…
When we had 5 jobs going. 3 exteriors and 2 interiors.
Then, at about 7am sharp, a typical SW Florida tropical like rain storm started pouring like no other!
While these storms are not uncommon, they were uncommon at 7am. They don’t usually start pounding until the late afternoon after we have all gotten a good days work in.
At that instant, what would have happened in the past were phone calls and text messages pouring in-- informing me of ALL the problems this brought.
Even interior crews would have found a reason why they couldn’t paint that Monday morning!
But not THIS Monday morning, as I gaze out the window at the downpour…
My phone never rang. Not one call.
I didn’t even receive a text. No, not one.
Instead, I watched it all go down.
Crew Leaders were chatting it up on our company chat.
They pulled up all of the jobs we had on our Basecamp Calendar and could see instantly where the crews could be rerouted to.
They called the customers of the exteriors and explained the obvious. (It’s crucial that you call them while it’s raining. They are not typically as understanding after the warm sun comes out and the sky is a blue as can be, without a cloud in the sky. )
They called up another interior customer on the calendar and ended up rerouting all the crews to 3 interiors that Monday morning, and ordered all the necessary paint needed as well.
All of this took place in about 20 - 30 minutes time, and without one phone call or text to me.
I sat in amazement as I watch it all go down on our team chat!
Step 1 to building an All-Star Team
Hire for Character
To help you get started, we have a free download of the 11 Interview Questions I used that would reveal their character to me. Almost without them knowing, they were letting me know who they truly were before I hired them. Get it here.
Upon hiring them, you must show them the Above the Line Philosophy.
For a team to grow and improve, just like rowing upstream, they need an OAR
Which stands for:
Ownership
Accountability
Responsibility
If not, we might as well stay in BED
Which stands for:
Blame
Excuse
Denial
We give our team permission to hold us accountable to “being” Above the Line, as well as agreeing to hold each other accountable.
What does this look like?
When we hear one of our team blame or make an excuse, we pause and simply ask,
“Is that above, or below the line?”
This helps them to realize the old habit. Then follow up with this question:
“How could it be Above the Line?”
Then BOOM!
Or, #DYBBOOMSHALAKALAKA, as we say in the DYB Community.
Having a company policy in place is foundational.
DYB Cafè Members Access your ‘[COURSE] Employee Policy Manual.
Just edit accordingly, add your logo, and BOOM!
Click here to access your course
Not a DYB Cafè member? Click here to learn more about DYB Cafè
You are well on your way to taking your culture to the next level!
Now that you are on your way to being the “Curator of your culture,” let’s discover who your Target Market is...
So there you are... the 9 Steps to the DYB SYSTEM.
- Build an All-Star Team
- Discover your Target Market
- Own the First Page of Google
- DYB Website Conversion Funnel
- ABC’s of Sales (Always Be Connecting)
- ABA’s (Ad’s that look like Anything But Advertising)
- DYB Sales Process
- DYB Video Testimonial System
- Stay T.O.M. (Top of Mind)
Get your FREE DYB System PDF here: DYB System PDF
QUOTES: "Do not discount without budgeting!”
"Get workers worthy of his wage.”
"Ask for help, but at the same time trust in your own ability.”
"Do not shift your responsibilities of your business onto other people.”
“Praise Publicly and Discipline Privately."
SUMMARY: John Peek is the owner and co-founder of Peek Brothers Painting and is
one of DYB’s first mastermind group members.
Peek Brothers Painting, a 37-year-old painting contracting business in
San Diego, is lauded for offering their customers a neat, clean and
well-ordered job site along with a quiet, efficient, well equipped and
courteous crew.
John and his brother Ned began Peek Brothers to augment their income
during their college internship period in business school. After doing
so, John realized he did not want to go back to school and continue to
pursue their painting company.
In this episode, Steve explores John’s business journey, successes, and
challenges that he experiences when he became the sole owner of their
business when his brother moved out of the partnership. John also shares
his tech stack that helps him in leveraging his business.
WHAT YOU'LL LEARN: - The challenge of business partnerships with family members.
-
The Importance of finding a mentor group.
-
How to treat your subcontractors properly.
-
The importance of knowing your numbers.
HIGHLIGHTS: [01: 56] John’s personal and his painting contracting business.
[06: 06] Importance of having a good service price offer, bookkeeping,
and budgeting system.
[10: 41] John’s experience when he and his brother Ned ended their
business partnership.
[13: 48] How John’s parents instilled his great business ethics and
values, and his father’s impact on him as a business person.
[19: 50] What was the paradigm shift that helped John improve and level
up his business?
[29: 11] What John’s tech stack looks like and what programs he uses in
his business to help him free up his time and focus on production and sales.
[34: 30] John’s business advice and encouragement he can give.
[35: 58] How to connect with John.
RESOURCES: JoinDYB.com
• Shop Class as Soulcraft: An Inquiry into the Value of Work -
Matthew B. Crawford
https://www.amazon.com/Shop-Class-Soulcraft-Inquiry-Value-ebook/dp/B00273BHPU
• Travels with Charley in Search of America
https://www.amazon.com/Travels-Charley-Search-America-Steinbeck-ebook/dp/B001BC6GN6/
• Cannery Row- John Steinbeck
https://www.amazon.com/Cannery-Row-John-Steinbeck-ebook/dp/B001BC6GUO/
ADDITIONAL FREE RESOURCES DYB System PDF
YouCanBookMe VIDEO
52 Blog Post Ideas PDF
Pre-qualifying Questions PDF
Video Testimonial Checklist PDF
3 Steps To Get Leads From FB PDF
Free DYB Book (Just pay 6.95 S&H)
11 Interview Questions PDF
Find Your Target Market PDF
9 Ways To Get HOA Work PDF
EP01 9 Steps to Doubling Your Business Part 1
Connect with John on Facebook
Connect with Steve on Facebook
Press and hold to visit the page
Show Page Notes
Thank you very much for joining us today! If you received value, would you take a quick few seconds and leave us a review on iTunes, please?
Press and hold to get your Free DYB System PDF: http://dybcoach.link/DYBSystem
INTRO: In this episode, Steve chats with Michael Murray, owner and operator of Textbook Painting; A painting company in Cleveland area.
Michael started his painting career when he was in high school, assisting in masking window and lifting spray equipment during summer breaks. Being exposed to the trade eventually developed his skills in painting, estimating and managing the crew.
Later on, he decided to put up his own painting business: Textbook Painting.
In this episode, we'll dive into Michael’s business journey, including how Michael has conquered the unique challenge of managing crews of Millennials.
Michael also shares the importance of a support system and the impact of a great business culture for the company's operation.
WHAT YOU'LL LEARN: - The unique challenges of managing a team of Millennials.
-
How Michael is able to continually invest in his employee's education.
-
How to build a strong company culture.
QUOTES: "Take challenges and obstacles like a buffalo.”
"Spend a little more time planning and a little less time doing, doing,
and doing.”
"It is really hard to grow a business if you cannot make as much money
on every project that you could be.”
"Give those millennials the opportunity and real responsibility. I do
not think it is enough to just have a job and make a paycheck.”
"You show the client that you are the expert by educating them.”
HIGHLIGHTS: [01: 48] Michael’s personal background and how he started his painting business.
[04: 30] What were the paradigm shifts that helped him improve and levelup his business?
[06: 10] The vital role of his wife's help in his business.
[09: 56] What was his experience in managing millennial workforce?
[19: 35] Importance of building up a strong business culture.
[27: 00] Michael’s love for books, organizing a book club, top book that he would recommend every business owner to read.
[44: 22] What Michael's tech stack looks like and what programs he use in his business.
[53: 06] How his lowball service pricing transitioned to premium charge value pricing.
[57: 23] Michael’s advice to struggling business owners.
RESOURCES: Mindset: Carol S. Dweck
How to Win Friends & Influence People by Dale Carnegie
The E-Myth Revisited: By Michael E. Gerber
Traction: Get a Grip on Your Business by Gino Wickman
Scaling Up: By Verne Harnish
JoinDYB.com
ADDITIONAL FREE RESOURCES DYB System PDF
YouCanBookMe VIDEO
52 Blog Post Ideas PDF
Pre-qualifying Questions PDF
Video Testimonial Checklist PDF
3 Steps To Get Leads From FB PDF
Free DYB Book (Just pay 6.95 S&H)
11 Interview Questions PDF
Find Your Target Market PDF
9 Ways To Get HOA Work PDF
EP01 9 Steps to Doubling Your Business Part 1
Connect with Michael on Facebook
Connect with Steve on Facebook
Press and hold to visit the page
Show Page Notes
Thank you very much for joining us today! If you received value, would you take a quick few seconds and leave us a review on iTunes, please?
Get your FREE DYB System PDF INTRO: In this episode of DYB, Steve gets the chance to chat with Joe Elmore:
Owner & Operator of Armor Tough Painting out of Detroit, Michigan.
Joe's business success so far is stemmed from one simple concept: Focus.
Joe fleshes out how Focus has completely transformed the success of his
business forever, enabling him to double his profit this year -
consistently reaching at least 65% profit margin in a unique niche.
Joe also delves into this niche, unpacking the unique
challenges that comes with running Armor Tough Painting.
WHAT YOU'LL LEARN: - The unique challenges and differences between this unique niche vs
typical painting jobs.
-
How to approach getting video testimonials from clients.
-
How to properly delegate tasks to team members by leveraging their
strengths
HIGHLIGHTS: [5:55] What is Joe's target market?
[8:46] How does industrial painting differ from residential or commercial?
[13:35] What is the biggest changes that Joe made to bring his business
to the next level?
[26:36] How much value has video testimonials brought to Joe's business?
[31:02] What is Joe's biggest piece of advice to share with the DYB
Community?
QUOTES: "It doesn't pay to be a jack of all trades."
"If you talk about yourself, it's bragging. But if others talk about
you, it's proof."
"Play into your strengths. Delegate the rest."
"Focus. You can't do everything at once."
RESOURCES: Double Your Business - Steve Burnett
Compound Effect - Darren Hardy
The Everything Store - John Stone
TSheets
JoinDYB.com
Basecamp 2
Google Apps for Business
Wunderlist
ADDITIONAL FREE RESOURCES DYB System PDF
YouCanBookMe VIDEO
52 Blog Post Ideas PDF
Pre-qualifying Questions PDF
Video Testimonial Checklist PDF
3 Steps To Get Leads From FB PDF
Free DYB Book (Just pay 6.95 S&H)
11 Interview Questions PDF
Find Your Target Market PDF
9 Ways To Get HOA Work PDF
EP01 9 Steps to Doubling Your Business Part 1
Connect with Joe on Facebook
Connect with Steve on Facebook
Press and hold to visit the page
Show Page Notes
Thank you very much for joining us today! If you received value, would you take a quick few seconds and leave us a review on iTunes, please?
Get your FREE DYB System PDF
In this episode of DYB, Steve Burnett chats with Brendan Ryan, Owner, and Operator of Ryan Painting in Philadelphia.
Brendan’s first exposure to the painting world came in the form of summer jobs through his college, although it would never re-enter his periphery as a career opportunity until later in life.
Brendan eventually graduated with a Masters in Philosophy, and immediately applied his knowledge, in his words, to “Spending time in deep contemplation on unemployment.”
One day, an epiphany descended on Brendan for him to go back to college to become a Teacher,
which once back in the workforce, led unsurprisingly to a downhill spiral of drinking.
Frustrated with his trajectory, Brendan started Ryan Painting, which grew to be a fairly successful company.
Ironically, although Ryan Painting was doing well, Brendan eventually got bored with painting and purchased a Roofing Company, with ZERO experience in the field!
Although this seems like a rash decision, Brendan became incredibly more grateful of the Painting Business – a new perspective as a result of seeing how difficult it is to run a profitable Roofing Business.
Since selling his roofing business and focusing 100% on painting, Ryan Painting has reached heights unimaginable.
Needless to say, Brendan’s story has been a roller coaster of absurdity, and profound life lessons that everyone can apply.
YOU WILL LEARN: * How to Actually Achieve your Goals (Simply by Writing Them Down). * The Importance of Focusing on ONE solution (or Business) at a time. * The parallels between the Painting Business and Brendan’s Roofing Company. * How to Sell your Services when Starting Out.
QUOTES: “The Harder I Work, the Luckier I Become.”
“If you aim at nothing, you will hit it every time.”
“Don’t be busy being busy.”
“The Painting Game is a Mental Game. It is Won or Lost in your Head.”
“You have to have a vision of what you want to accomplish.”
HIGHLIGHTS: [7:45] How did Brendan Market his Painting Business in the Early Days?
[12:22] What are some big paradigm shifts Brendan made that enabled his business growth?
[20:50] What differences & challenges are there in Roofing vs Painting?
[335:52] One thing Brendan does that makes the biggest impact in his life.
RESOURCES: DYB System FREE PDF
Get Everything You Can Out of All You Can Get – Jay Abraham
Basecamp 2
Pipeline Deals
PEP:
DYB Coffee
ADDITIONAL FREE RESOURCES JoinDYB.com
DYB System PDF
YouCanBookMe VIDEO
52 Blog Post Ideas PDF
Pre-qualifying Questions PDF
Video Testimonial Checklist PDF
3 Steps To Get Leads From FB PDF
Free DYB Book (Just pay 6.95 S&H)
11 Interview Questions PDF
Find Your Target Market PDF
9 Ways To Get HOA Work PDF
EP01 9 Steps to Doubling Your Business Part 1
Connect with Brendan on Facebook
Connect with Steve on Facebook
Press and hold to visit the page
Show Page Notes
Thank you very much for joining us today! If you received value, would you take a quick few seconds and leave us a review on iTunes, please?
Free DYB System PDF: http://dybcoach.link/DYBSystem
In this episode of the DYB Podcast, I get the chance to chat with Marc Poulos,
Owner and Operator of Marc Poulos Painting in the Chicago area.
Marc is a former employee of Ritz-Carlton, where he experienced first-hand what exceptional customer service looks like.
This "Customer First" mentality has heavily influenced his painting business on every level, and inspires his employees to carry it forward.
In addition, Steve and Marc discuss General Self-Development Topics, Mindset, and Hiring.
QUOTES: "We always ask ourselves, how can we make this better?'"
"You can only be a hero to so many people - and when you have the support of the people you want to be a hero to, there's no stopping you."
"You should want to become a millionaire - not because of the money, but who you have to become in order to get that million."
"Processes make what seems difficult very easy."
HIGHLIGHTS: [4:16] How Marc's experience working at Ritz-Carlton has contributed to the success of his business
[18:34] What are the greatest Paradigm Shifts that Marc made that improved his business
[36:30] How did Marc create the culture his company has today?
[46:11] What Does Marc's hiring process look like?
In this episode of the DYB podcast, Steve gets the chance to chat to Marc Poulos,
Owner and Operator of Marc Poulos Painting in the Chicago area.
Marc is a former employee of Ritz-Carlton, where he experienced first-hand what exceptional customer service looks like.
This "Customer First" mentality has heavily influenced his painting business on every level, and inspires his employees to carry it forward.
In addition, Steve and Marc discuss General Self-Development Topics, Mindset, and Hiring.
RESOURCES: DYB System PDF
Earl Nightingale - The Strangest Secret
Tony Robbins - Unlimited Power
Bob Burg The Go-Giver
Carol Dweck - Mindset
Jeff Olsen - Slight Edge
Darren Hardy - Compound Effect
Marshall Goldsmith - What got you here won't get you there
Marshall Goldsmith - How to get your mojo back
I Love Marketing Podcast
11 Interview Questions PDF
TSheets
Group.me
https://groupme.com/en-US/
Wunderlist
PEP (Painter's Estimating Program)
Basecamp 2
ADDITIONAL FREE RESOURCES: DYB System PDF
YouCanBookMe VIDEO
52 Blog Post Ideas PDF
11 Interview Questions PDF
Pre-qualifying Questions PDF
9 Ways To Get HOA Work PDF
Video Testimonial Checklist PDF
3 Steps To Get Leads From FB PDF
Free DYB Book (Just pay 6.95 S&H)
EP01 9 Steps to Doubling Your Business Part 1
Connect with Marc on Facebook
Connect with Steve on Facebook
Press and hold to visit the page
Show Page Notes
Thank you very much for joining us today! If you received value, would you take a quick few seconds and leave us a review on iTunes, please?
Free DYB System PDF: http://dybcoach.link/DYBSystem
INTRO: In this episode of the DYB Podcast, Steve gets the chance to chat with Ryan Anderson;
Owner of Alliance Painting in the Dallas-Fort Worth area.
Disillusioned by his previous career as a Manufacturing Plant Controller,
Ryan moved to the Dallas area to start his painting business.
Since then, Alliance Painting has seen massive success:
Selling $750K in the first year, and growing to $1.2M the next year.
In this conversation, Ryan will unpack the history of the business and the secret to its massive growth:
Proper positioning in the local market to pre-qualify leads.
QUOTES:
"If you do your marketing the right way, people will qualify themselves instead of you qualifying them."
"The best thing I did for the business was hire a coach. It's really easy to get lost in the woods by yourself."
"Sales are for show. Profits are for dough."
"Appreciation and Encouragement [for employees] go much further than Money and Bonuses."
HIGHLIGHTS:
[13:00] How did Ryan get the "Entrepreneurial Bug?"
[23:31] Learn about Ryan's biggest source of support and encouragement.
[35:57] What was the biggest paradigm shift Ryan made to get where he is now?
[49:39] How important is culture to Ryan's company?
LINKS & RESOURCES MENTIONED: JoinDYB.com
They Ask, You Answer - Marcus Sheridan
How to Win Friends and Influence People - Dale Carnegie
Influence - Robert Cialdini
Basecamp 2
Zapier
Acuity Scheduling
http://paintestimating.com/
Quickbooks
Pipeline Deals
Hubdoc
Grasshopper
PostPlanner
C25K Running App
ADDITIONAL FREE RESOURCES DYB System PDF
YouCanBookMe VIDEO
52 Blog Post Ideas PDF
11 Interview Questions PDF
Pre-qualifying Questions PDF
9 Ways To Get HOA Work PDF
Video Testimonial Checklist PDF
3 Steps To Get Leads From FB PDF
EP01 9 Steps to Doubling Your Business Part 1
Connect with Ryan on Facebook
Connect with Steve on Facebook
Press and hold to visit the page
Show Page Notes
Thank you very much for joining us today! If you received value, would you take a quick few seconds and leave us a review on iTunes, please?
Free DYB System PDF: http://dybcoach.link/DYBSystem
INTRO:
Dalton Tomlinson is the Owner & Operator of Supreme Painting and a DYB Coach.
At the ripe age of 21, Dalton began his first painting business starting with newly constructed Tract Homes in the Dallas-Fort Worth area. Since then, Dalton re-launched his business as Supreme Painting and has seen massive success by changing his mindset from working 'in' the business to working 'on' the business.
Enjoy this incredibly insightful conversation into the inner workings of his business, including Dalton's Sales Process, Story, and Apps that help he and his team work effectively.
QUOTES: "I try to do as much preselling before I show up as I can." - Dalton Tomlinson
"I always try to call the customer. Not many people in different industries do this enough." - Dalton Tomlinson
"99% of the time, people don't really think a job is too much money. You just haven't communicated the job's value well enough yet." - Dalton Tomlinson
"Nobody knows everything. Get out and talk to people, and get as much help as you can." - Dalton Tomlinson
HIGHLIGHTS: [7:05] What gave Dalton the courage to go after painting at such a young age?
[15:12] What was the biggest paradigm shift Dalton had that created his success?
[19:20] What is Dalton's sales process, and how did he get to that point?
[40:45] What is Dalton's favorite marketing and networking avenue?
[51:00] What are some books that has left a big impression on Dalton?
LINKS & RESOURCES MENTIONED IN THIS EPISODE: Join DYB
Estimate Rocket
Basecamp 2
Group Me
Audible
Dashlane
Skitch
Zillow
Grasshopper (VOIP Phone)
SendOutCards
The Compound Effect - Darren Hardy
Sell or Be Sold - Grant Cardone
Connect with Dalton Tomlinson
Connect with Steve Burnett
ADDITIONAL FREE RESOURCES JoinDYB.com
DYB System PDF
EP01 9 Steps to Doubling Your Business Part 1
52 Blog Post Ideas PDF
YouCanBookMe VIDEO
Pre-qualifying Questions PDF
Video Testimonial Checklist PDF
3 Steps To Get Leads From FB PDF
11 Interview Questions PDF
9 Ways To Get HOA Work PDF
Press and hold to visit the page
Show Page Notes
Thank you very much for joining us today! If you received value, would you take a quick few seconds and leave us a review on iTunes, please?
Free DYB System PDF: http://dybcoach.link/DYBSystem
Is it possible to be a painting contractor and make a ton of money?
"Oh YEAH!" says Jeff.
Did it happen immediately?
Let's find out...as you may have guessed from the title...not for Jeff.
Jeff Sommers is the owner of ESP Painting and business coach at DYB. In this conversation, Jeff opens up about real struggles he had to go through while building his business over the years - from a massive IRS bill, to moving back in with his parents (with a wife and a kid!).
In addition, you will learn how he was ultimately able to overcome these excruciatingly difficult challenges by changing his core mindset, implementing systems, and never giving in.
QUOTE: “Half the struggle of getting what you what in life is believing you can achieve those things.” - Jeff Sommers
HIGHLIGHTS: 8:55 Jeff explains some of his initial struggles in building the business
13:18 How Jeff was able to learn more about painting
17:28 How was Jeff able to generate his leads?
26:28 How Jeff was able to get out of his funk by using his "Deliver It Creation" worksheet
33:12 How Michael Gerber's E-Myth changed Jeff's business when he re-launched
LINKS AND RESOURCES MENTIONED IN THIS EPISODE: Join DYB
DYB System PDF
E-Myth Revisited by Michael Gerber
10X by Grant Cardone
Scaling Up by Vern Harnish
3 P's to Find Your Target Market
Acuity Scheduler
Google Business Suite - G-Suite - Priority Inbox
Prosper Works
Basecamp/2
Estimate Rocket
VeriClock
GroupMe
Zappier
YouCanBook.Me
jeff@esppaining.com to contact Jeff Sommers
LINKS TO ADDITIONAL FREE RESOURCES EP01 9 Steps to Doubling Your Business Part 1
EP02 9 Steps to Doubling Your Business Part 2
52 Blog Post Ideas PDF
YouCanBookMe VIDEO
Pre-qualifying Questions PDF
Video Testimonial Checklist PDF
3 Steps To Get Leads From FB PDF
11 Interview Questions PDF
9 Ways To Get HOA Work PDF
Press and hold to visit the page
Show Page Notes
Thank you very much for joining us today! If you received value, would you take a quick few seconds and leave us a review on iTunes, please?
Free DYB System PDF: http://dybcoach.link/DYBSystem IN THIS EPISODE YOU’LL LEARN: In this episode of the DYB Podcast, Steve chats with Ron Ramsden; Serial Entrepreneur and owner of Ramsden Painting.
Since his early 20's, Ron has an insatiable appetite for various entrepreneurial ventures, beginning with Real Estate Investing in his early twenties, and eventually landing in painting and managing a large team of painters.
In addition, you will get a glimpse into several life-changing events that, although painful in the moment, helped shape Ron's future in a positive manner. Enjoy this insightful and entertaining discussion. You will fall in love with Ron's Frank and Friendly attitude toward life.
LINKS AND RESOURCES MENTIONED IN THIS EPISODE:
Join DYB
DYB System PDF
EP01 9 Steps to Doubling Your Business Part 1
EP02 9 Steps to Doubling Your Business Part 2
52 Blog Post Ideas PDF
YouCanBookMe VIDEO
Pre-qualifying Questions PDF
Video Testimonial Checklist PDF
3 Steps To Get Leads From FB PDF
11 Interview Questions PDF
9 Ways To Get HOA Work PDF
Influence by Robert Cialdini ron@DYBCoach.com Press and hold link to visit the page
Show Page Notes
Thank you very much for joining us today! If you received value, would you take a quick few seconds and leave us a review on iTunes, please?
In the second part of the DYB System series, we'll cover the remaining steps to Double Your Business.
Book your free strategy call with Steve now:
https://dybcoach.com/TalkToSteve
This includes Building your Sales Process, How to Capture Video Testimonials, Creative Strategies for Staying Top-of-Mind, and closing with Building a Quality Team
Each step will help you dramatically improve the quality of the interactions you have with clients, ultimately improving the chance that they walk away with a positive experience and impression from your company.
QUOTES:
- "Success is Simple. But what's simple to do is also simple not to do." - Jim Rohn
- "Life is all about relationships." - April Burnett
IN THIS EPISODE YOU'LL LEARN:
- Step 7: Build your Sales Process
It's undeniable that sales are the lifeblood of every business.
In this step, we completely flesh out Steve's process for pre-qualifying leads and selling;
Leading every interaction with a focus on delivering a positive customer experience.
* Step 8: Video Testimonials
This section covers capturing the most important and effective form of social proof: genuine video testimonials of clients.
We'll cover how to ask for a testimonial, and the best timing to do so while they are in a peak emotional state.
* Step 9: Stay Top-of-Mind
On average, It costs 5x more to get new clients than to stay top-of-mind with current and past clients.
Steve will unravel simple ways he's able to stay top-of-mind;
Doing so in a non-intrusive way by offering Gratitude, Inspiration, and Entertainment
* Step 1: Building a Quality Team
We've saved the best for last! There is incredible importance of creating an exceptional culture.
In this section, we cover hiring for character, and training for skill.
The ultimate destiny of your business depends on the team;
If you develop the culture, the company takes care of itself.
LINKS AND RESOURCES MENTIONED IN THIS EPISODE:
EP01 9 Steps to Doubling Your Business Part 1 http://dybcoach.link/01
Join DYB http://dybcoach.link/joindyb
DYB System PDF http://dybcoach.link/DYBSystem
52 Blog Post Ideas: http://dybcoach.link/52blogPostIdeas
YouCanBookMe Video: http://dybcoach.link/YCBM
Pre-qualifying Questions: http://dybcoach.link/PreQualifyingQuestions
Video Testimonial Checklist: http://dybcoach.link/VideoTestimonialChecklist
Send Out Cards: http://dybcoach.link/SendOutCards
3 Steps to get Leads From FB: http://dybcoach.link/LeadsFromFB
11 Interview Questions: http://dybcoach.link/11InterviewQuestions
9 Ways To Get HOA Work: http://dybcoach.link/9WaysToGet-HOA-Work
80/20 Salse and Marketing by Perry Marshall
PipeLineDeals CRM
Influence by Robert Cialdini
Press and hold link to visit the page
Show Page Notes
Book your free strategy call with Steve now:
https://dybcoach.com/TalkToSteve
In the first episode, Steve and April share the 9 Steps to Double Your Business by unpacking the DYB System, but it was too much to get into just one episode, so this is part 1 or 2...
Book your free strategy call with Steve now:
https://dybcoach.com/TalkToSteve
IN THIS EPISODE YOU'LL LEARN:
- The importance of niche-ing down to the best qualified and profitable jobs, and the 3P process to get there.
- How to own the first page of Google without paying for leads or SEO.
- The system for qualifying leads (your target market from Step 2), as well as pre-selling leads by creating a website conversion funnel that is designed to do both.
- How to dominate your local market without advertising by following the "ABC's" of Sales: Always Be Connecting
- Expanding from Step 5, you'll also learn a series of 'ads' that look like Anything But Advertising "ABA's", as they share the ROI and how to leverage this system.
LINKS AND RESOURCES MENTIONED IN THIS EPISODE:
Join DYB
DYB System PDF
YouCanBookMe VIDEO
52 Blog Post Ideas PDF
11 Interview Questions PDF
Pre-qualifying Questions PDF
9 Ways To Get HOA Work PDF
Video Testimonial Checklist PDF
3 Steps To Get Leads From FB PDF
Free DYB Book (Just pay 6.95 S&H)
Connect with Steve on Facebook
Send Out Cards
You Can Book Me VIDEO Influence by Robert Cialdini Endless Referrals by Bob Burg
The Go-Giver by Bob Burg and John David Mann
Thou Shall Prosper by Daniel Lapin
Order your gourmet cookie from PaintCanLabels.com or Roger Ritch Toastmasters EP02 9 Steps to Doubling Your Business Part 2 http://dybcoach.link/02 Book your free strategy call with Steve now:
https://dybcoach.com/TalkToSteve
Press and hold link to visit the page
Show Page Notes
Thank you very much for joining us today! If you received value, would you take a quick few seconds and leave us a review on iTunes, please?
Free DYB System PDF: https://dybcoach.com/dyb-system
Welcome to the DYB Podcast I’m Steve Burnett, and we’re going to be sharing the latest money-making strategies by interviewing other success painting contractors from coast to coast. They will be sharing their struggles as well as how they succeeded so that you too can double your business, have more time with your family, and make an impact in your community. Now make sure you hit subscribe, and I’ll see you on episode 01. You’ve got this!