Prime Resources Podcast – BDR: Recent Episodes
Business Development Resources (BDR)
BDR
Succeeding with an Online Store
In this episode of the Prime Resources Podcast, BDR Head Coach Gwen Campbell discusses the concept of an online store for contractors and provides insights on how to succeed. She explains that an online store can be anything from a simple cart system to a builder system where customers can customize their purchases.
The key is determining what type of online store to offer and what options to present to customers. Gwen also emphasizes the importance of having a sales process and involving the entire team in the online store setup.
Discover how to capture more opportunities in your market and reach a growing number of consumers who prefer to purchase online!
Listen here:
Key Takeaways
- An online store for contractors can be a simple cart or builder system where customers can customize their purchases.
- A well-defined sales process and involving the entire team in the online store setup are crucial for success.
- The online store presents an opportunity for contractors to reach a growing number of consumers who prefer to purchase online.
- Selling systems online requires the right technology and software, such as load calculation and pre-qualification tools, to support them.
- Pre-qualifying customers before they go through the online store can help increase sales conversion rates.
- Working with third-party platforms or marketing companies can simplify the setup and maintenance of the online store.
- Regularly reviewing and updating the online store, including product offerings and pricing, is essential to stay competitive.
- Exploring financing options that offer pre-qualification features can enhance the customer experience and increase sales.
Succeeding with an Online Store Time Stamps* 00:00 – Succeeding with an Online Store for Contractors * 04:04 – The Opportunity of Online Stores for Contractors * 06:06 – System Selling and Technology in Online Stores * 07:56 – The Importance of Pre-Qualifying Customers * 10:41 – Setting Up and Maintaining an Online Store * 13:29 – Communicating with the Sales Team * 15:58 – Enhancing the Customer Experience with Pre-Qualification * 18:02 – Regularly Updating the Online Store
About Gwen CampbellGwen Campbell boasts a 15-year career in HVAC, excelling in various roles from sales and marketing to service management and accounting systems. Rising through the ranks, she introduced innovative sales strategies that significantly boosted profitability and morale. Gwen’s dedication to building a sales culture and client trust has been a cornerstone of her successful career, which fuels her passion for sales planning, building processes, tracking the numbers, the ritual of the sales process, and winning referrals.
About Prime Resources PodcastBDR’s Prime Resources Podcast is dedicated to providing you with the knowledge you need to help your business achieve Prime results—Prime being the most flourishing stage or state.
Listen to more episodes of the Prime Resources Podcast HERE
You can also listen to all episodes of the Prime Resources Podcast on Spotify
The post Succeeding with an Online Store first appeared on BDR and is written by Erin Kunz.
BDR
Things to Consider Before Investing in Field Service Software
In this episode of the Prime Resources Podcast, BDR Accounting Coach and Service Software Integrator Brittany Baimbridge discusses the considerations and challenges of investing in field service software.
Brittany shares the benefits of field service software, essential features to look for, the importance of customization and integrations, finding the right vendor partner, and common pitfalls to avoid. Discover valuable insights and tips for successfully implementing field service software into your business.
Key Takeaways
- Field service software is a centralized platform that helps contractors manage resources and streamline administrative and field operations.
- When choosing field service software, consider current and future needs, ensuring it can support the business for at least three to five years.
- Data collection and reporting, integration with accounting systems, and maintenance agreement tracking are essential features to look for in field service software.
- Involving the entire team in the decision-making process and carefully planning the implementation can lead to successful outcomes.
- Pitfalls to avoid include rushing the decision-making process, going for the ‘shiny object’ without considering the foundation, and not properly planning for change management.
- Successful implementation of field service software can result in improved reporting, timely financial statements, and the ability to make data-driven decisions.
Things to Consider Before Investing in Field Service Software Time Stamps* 00:00 – Introduction and Expertise of Brittany Baimbridge * 02:24 – Essential Features to Look for in Field Service Software * 06:09 – The Importance of Customization and Integrations * 18:15 – Finding the Right Vendor Partner for Field Service Software * 21:23 – Common Pitfalls to Avoid in Field Service Software Implementation * 25:55 – Success Stories and Benefits of Field Service Software
About Brittany BaimbridgeBefore joining BDR, Brittany Baimbridge was a BDR client for five years, working with service-based companies in a financial role. As a former client, she experienced the impact made by establishing strong processes and tracking results while working with her coaches. As a BDR Financial Coach, Brittany is extremely organized and detail-oriented, with a focus on financial reporting, strategic business planning, and process management. She loves helping clients develop their businesses and empowering them with the tools to achieve success.
About Prime Resources PodcastBDR’s Prime Resources Podcast is dedicated to providing you with the knowledge you need to help your business achieve Prime results—Prime being the most flourishing stage or state.
Listen to more episodes of the Prime Resources Podcast HERE
You can also listen to all episodes of the Prime Resources Podcast on Spotify
The post Things to Consider Before Investing in Field Service Software first appeared on BDR and is written by Erin Kunz.
BDR
Creating an Avatar for a Sales Professional
In this episode of the Prime Resources Podcast, BDR Head Coach and Trainer Shaun Weiss discusses the concept of creating an avatar for a top-performing sales professional. An avatar embodies the characteristics and qualities that make a salesperson successful. Shaun identifies five key traits of a successful salesperson’s avatar:
- Sales drive
- Empathy
- Toughness
- Observance
- Being process-driven
In this discussion, he emphasizes the importance of being competitive, needing achievement, staying optimistic, and mental and physical toughness. Shaun also highlights the significance of empathy without going to extremes and the value of being observant and process-driven in sales. He suggests using the avatar as a checklist for self-assessment and seeking feedback from coaches or managers to improve performance. Shaun encourages continuous learning and adaptation to stay fresh and avoid falling into a comfort zone.
Interested in learning the skills of the industry’s top-producing sales professionals? Discover proven sales processes by reserving your spot in BDR’s Top Gun Sales Excellence training workshop!
Key Takeaways
- Creating an avatar for a top-performing sales professional involves identifying the characteristics and qualities that make them successful.
- Key characteristics of a successful salesperson’s avatar include sales drive, empathy, toughness, observance, and being process-driven.
- Competitiveness, need for achievement, optimism, and mental and physical toughness are essential traits for sales professionals.
- Empathy is crucial, but it should be balanced and not taken to extremes.
- Being observant and process-driven helps sales professionals adapt to different situations and improve their performance.
- Using the avatar as a checklist and seeking feedback from coaches or managers can help sales professionals assess and improve their performance.
- Continuous learning and adaptation are essential to stay fresh and avoid falling into a comfort zone in sales.
Creating an Avatar for a Sales Professional Time Stamps* 00:00 – Defining the Salesperson’s Avatar * 05:10 – Sales Drive and Competitiveness * 06:38 – Balancing Empathy * 08:32 – The Importance of Toughness * 11:26 – Being Observant and Process-Driven * 13:26 – Using the Avatar as a Checklist
About Shaun WeissShaun Weiss has nearly 20 years of experience in the HVAC and Plumbing industry, spanning several operational, management, and sales roles. He has successfully managed staff sizes of 40 employees and more, turned failing, unprofitable departments into profit centers, grown profitable business relationships, and created a sales and customer-service culture.
About the Prime Resources PodcastBDR’s Prime Resources Podcast is dedicated to providing you with the knowledge you need to help your business achieve Prime results – with Prime being the most flourishing stage or state.
Listen to more episodes of the Prime Resources Podcast HERE
You can also listen to all episodes of the Prime Resources Podcast on Spotify
The post Creating an Avatar for a Sales Professional first appeared on BDR and is written by Erin Kunz.
BDR
Why Residential Contractors Should Consider Expanding Into Light Commercial
In this episode of the Prime Resources Podcast, BDR Head Coach and Trainer Chris Koch discusses the opportunities and challenges of expanding into the light commercial market for residential contractors.
In the discussion, Chris highlights the vast size of the market, with nearly 6 million commercial buildings in the US, and emphasizes the potential in smaller owner-occupied buildings like medical offices, professional office buildings, veterinary clinics, and office conversions. He also stresses the importance of knowing your numbers, managing budgets, and not underselling your capabilities.
Key Takeaways
- The light commercial market offers a huge opportunity for residential contractors to expand their business.
- Smaller owner-occupied buildings, such as medical offices and professional office buildings, are ideal targets in the light commercial market.
- Starting with maintenance contracts is a great entry point into the market, leveraging existing customer relationships.
- It’s important to know your numbers, manage budgets, and not undersell your capabilities.
- Building strong customer relationships and asking for referrals are key to success in the light commercial market.
Why Residential Contractors Should Consider Expanding Into Light Commercial Time Stamps* 00:00 – Introduction * 02:18 – The Opportunity in Smaller Owner-Occupied Buildings * 08:24 – The Benefits of Commercial Maintenance Contracts * 12:51 – Utilizing Existing Team Members for Sales * 23:15 – Avoiding Pitfalls and Knowing Your Market * 29:58 – Taking Action: Getting Started in the Light Commercial Market * 33:13 – Conclusion
About Chris KochChris Koch brings 25 years of HVAC industry experience to BDR’s business coaching clientele. While Chris has focused primarily on the commercial service arena, he has a significant amount of residential HVAC and plumbing experience, including “mixed-use buildings” that blend commercial and residential markets. He has gained experience across a spectrum of operational-level service, installation, and sales roles which were the springboard for his success across a spectrum of management roles. He has executed a start-up as a business owner and gained invaluable work experience at five different companies, completed two acquisitions, assimilated cultures, executed financial turnarounds, and developed divisions into significant profit centers.
About Prime Resources PodcastBDR’s Prime Resources Podcast is dedicated to providing you with the knowledge you need to help your business achieve Prime results—Prime being the most flourishing stage or state.
Listen to more episodes of the Prime Resources Podcast HERE
You can also listen to all episodes of the Prime Resources Podcast on Spotify
The post Why Residential Contractors Should Consider Expanding Into Light Commercial first appeared on BDR and is written by Erin Kunz.
BDR
The Power of Consistency in Employee Communications
In this episode of the Prime Resources Podcast, BDR Head Coach Adam Skorstad shares how consistency in communication can result in success with your business and your team.
Adam tackles the lack of communication in most contractors’ businesses, the importance of group communication, setting clear expectations, and how to communicate with employees who are not meeting the standards that have been set.
Discover how to level up communication within your business and best practices in building effective communication habits with your team!
Key Takeaways
- Most contractors do not communicate enough with their employees, leading to a lack of change and growth.
- Consistent communication is crucial in the trades where employees are often isolated and need guidance.
- Group communication is effective in addressing issues and setting clear expectations.
- Being hard on the problem but soft on the people helps maintain a positive work environment.
- Proactive communication and consistent training are essential for improving performance.
- Leaders must lead by example and be disciplined in their communication efforts.
The Power of Consistency in Employee Communications Time Stamps* 00:00 – Introduction * 01:20 – Do most contractors properly communicate with their team? * 02:00 – What impact can consistent communication have on our team? * 07:00 – Scenarios that require group communication * 10:05 – Communicating to employees not meeting our standards * 15:55 – How can we be proactive in our communication? * 19:55 – Building the muscle of consistency in communication * 25:45 – Final thoughts
ABOUT Adam SkorstadAdam Skorstad boasts an illustrious career journey within the HVAC industry, marked by remarkable achievements and pivotal leadership roles across various companies. Beginning as a Commercial Installer in 1997, he swiftly climbed the ranks to assume senior management positions, demonstrating unparalleled expertise in sales, operations, and general management. His proven business development track record underscores his strategic insight and operational excellence. Adam’s extensive experience includes spearheading successful turnarounds, driving revenue growth, and implementing innovative business strategies that have propelled companies to unprecedented success. His unwavering commitment to professional and personal development is evident in his BDR clients’ success within the HVAC and Plumbing industries.
About Prime Resources PodcastBDR’s Prime Resources Podcast is dedicated to providing you with the knowledge you need to help your business achieve Prime results—Prime being the most flourishing stage or state.
Listen to more episodes of the Prime Resources Podcast HERE
You can also listen to all episodes of the Prime Resources Podcast on Spotify
The post The Power of Consistency in Employee Communications first appeared on BDR and is written by Erin Kunz.
BDR
Stop Chasing Revenue, Start Banking Profit
BDR Head Coach Paul Grizzle joins Prime Resources Podcast to discuss the importance of focusing on profit rather than just revenue in your business. Paul gives an overview of how these two key elements are different and outlines the breakdown of what makes up your revenue. Discover the importance of understanding the difference between the revenue and the profit your company generates and the action steps you can take to maximize profit – leading to freedom for you and your team!
Key Takeaways
- Profit provides freedom and better resources for the company, the team members, and the owners.
- Understanding the difference between revenue and profit is crucial.
- Profit impacts provisions, rewards, opportunities, family, individuals, and teams.
- Focusing on profit rather than revenue leads to a more sustainable and fulfilling business.
Stop Chasing Revenue, Start Banking Profit Time Stamps* 00:00 – Introduction * 01:00 – Definitions of Revenue and Profit and How the Two Relate to Each Other * 09:30 – Why It’s Important to Move From Chasing Revenue to Banking Profit * 14:11 – Understanding What Makes Up Your Revenue – Cost of Goods, Gross Profit, Overhead, and Net Profit * 24:05 – Developing a Financial Understanding and Setting Baselines * 26:51 – Summary and Conclusion
ABOUT Paul GrizzlePaul Grizzle‘s HVAC career spans 24 years of total industry experience with 15 years as a successful business owner, six years in a leadership role within the Air Conditioned Contractors of America (ACCA) organization, and two years working with BDR as a client in the Profit Coach program. After joining the Profit Coach program, he leveraged to refine his business processes, install HVAC-specific financial accounting and performance analysis, and then built a BDR-caliber business plan for his company. Within the year, Paul sold his business to a respected local HVAC business owner, and it remains a Profit Coach client. Paul now brings his vast knowledge, experience, and success to BDR’s clientele as a Profit Coach.
About Prime Resources PodcastBDR’s Prime Resources Podcast is dedicated to providing you with the knowledge you need to help your business achieve Prime results – with Prime being the most flourishing stage or state.
Listen to more episodes of the Prime Resources Podcast HERE
You can also listen to all episodes of the Prime Resources Podcast on Spotify
The post Stop Chasing Revenue, Start Banking Profit first appeared on BDR and is written by Erin Kunz.
BDR
The Benefits of Adding Ductless to Your Sales Offering
In the ever-evolving landscape of HVAC solutions, ductless systems have emerged as a versatile and efficient option for residential and commercial applications.
In this episode of BDR’s Prime Resources Podcast, listeners gain invaluable insights from BDR’s Distributor Relationship Specialist and Trainer, Candy Cunningham. With her extensive expertise in the field, Candy delves into the burgeoning trends surrounding ductless systems and their remarkable impact on the market. She also provides actionable strategies for contractors to effectively highlight ductless options during the sales process, emphasizing the profitability potential that comes with incorporating these systems into their offerings.
Throughout the episode, Candy addresses key questions such as consumer awareness of ductless options, optimal residential applications, and the diverse range of ductless products.
Join us on the Prime Resources Podcast as we discuss ever-evolving consumer preferences, their sustainability concerns, and how to integrate ductless solutions into your sales arsenal that can unlock new opportunities for profitability and customer satisfaction.
The Benefits of Adding Ductless to Your Sales Offering Time Stamps* (00:56) – What trends are you seeing in the market around ductless? * (03:00) – Are most consumers aware of the ductless options available? * (05:45) – What are some of the best residential applications for ductless? * (11:17) – What are some of the different ductless product choices available? * (14:19) – How should contractors highlight ductless options during the sales process? * (21:28) – What can be the profitability impact of adding ductless to your sales offering? * (25:09) – Final thoughts
ABOUT CANDY CUNNINGHAMCandy Cunningham is BDR’s Client Relationship Specialist. She is BDR’s primary contact person for its distribution training sales channel and provides ongoing resources to BDR’s distribution partners to help them host successful classes that drive their business forward.
Candy has a deep background in distribution sales and territory management and was recognized in the Top 10 of National Distribution Sales on three separate occasions.
About the Prime Resources PodcastBDR’s Prime Resources Podcast is dedicated to providing you with the knowledge you need to help your business achieve Prime results – with Prime being the most flourishing stage or state.
Listen to more episodes of the Prime Resources Podcast HERE
You can also listen to all episodes of the Prime Resources Podcast on Spotify
The post The Benefits of Adding Ductless to Your Sales Offering first appeared on BDR and is written by Erin Kunz.
BDR
How and Why to Take a Break From Your Business
In this episode of the Prime Resources Podcast, BDR Head Coach Gwen Campbell joins the discussion on the importance of taking breaks while running a business. From defining the concept to practical tips for implementation, this insightful episode navigates the landscape of work-life balance for business leaders.
Defining a Break from Business
Gwen kicks off the conversation by clarifying what it means to “take a break from your business.” More than physical detachment, it involves embracing activities like family dinners, attending kids’ events, or indulging in a well-deserved vacation.
The Importance for Leaders
Contrary to the perception of breaks as a luxury, it is crucial for leaders to take a step back. Highlighting the personal and business benefits, the discussion emphasizes how breaks contribute to mental well-being and stress reduction, ultimately leading to a more productive and innovative workforce.
Challenges for Contractors
While we address the prevalent culture of constant hustle in the contracting industry, we also explore why many contractors find it challenging to take breaks. It challenges the mindset that views breaks as a hindrance to success and advocates for a shift toward recognizing breaks, big or small, as essential for long-term sustainability.
Overcoming the “Can’t Take a Break” Mindset
We provide practical solutions for those who feel unable to take a break or consider themselves “workaholics.” Delegation, effective time management, and setting boundaries emerge as key strategies, urging leaders to prioritize their well-being as a responsibility to themselves and their businesses.
Shorter Breaks for Sustainable Leadership
Short breaks offer micro-strategies that leaders can incorporate into their routines, even during busy periods or peak seasons. These short breaks, whether a brisk walk or a brief meditation session, contribute significantly to preventing burnout and maintaining optimal productivity.
Planning for Extended Breaks
Trust and communication within the team are crucial, from meticulous planning and preparation to setting clear expectations and implementing effective systems.
Prioritizing well-being is not just a personal responsibility but strategically imperative for sustained leadership success. This episode serves as a guidepost, urging leaders to navigate the nuanced landscape of breaks and, in doing so, fortify their businesses and personal well-being.
How and Why to Take a Break From Your Business Time Stamps* (00:50) – About Gwen and her industry background * (01:59) – What does it mean to “take a break from your business?” * (03:37) – Why is it important for leaders to take a break? What are the positive impacts (personally and for the business)? * (08:42) – Do most contractors do this? * (10:56) – What do you tell someone who says they are a “workaholic?” * (17:09) – Are there ways that leaders can carve out little breaks during the work week? * (21:08) – What needs to be put in place to allow leaders to have more free time? * (24:10) – Final thoughts
About Gwen CampbellGwen Campbell boasts a 15-year career in HVAC, excelling in various roles from sales and marketing to service management and accounting systems. Rising through the ranks, she introduced innovative sales strategies that significantly boosted profitability and morale. Gwen’s dedication to building a sales culture and client trust has been a cornerstone of her successful career, which fuels her passion for sales planning, building processes, tracking the numbers, the ritual of the sales process, and winning referrals.
About the Prime Resources PodcastBDR’s Prime Resources Podcast is dedicated to providing you with the knowledge you need to help your business achieve Prime results – with Prime being the most flourishing stage or state.
Listen to more episodes of the Prime Resources Podcast HERE
You can also listen to all episodes of the Prime Resources Podcast on Spotify
The post How and Why to Take a Break From Your Business first appeared on BDR and is written by Erin Kunz.
BDR
How Reframing Your Mindset Can Lead to Greater Success
In this episode of Prime Resources Podcast, BDR Head Coach Sean Schmidt delves into the transformative power of reframing one’s mindset. What does it mean to reframe your mindset? What are the tools or methods that can help others use this process? How do we avoid falling back into old mindsets?
Understanding Mindset
Mindset encompasses the set of beliefs, attitudes, and assumptions that influence how individuals perceive and respond to the world around them. It is the lens through which we interpret challenges, setbacks, and opportunities, ultimately shaping our behaviors and decisions.
Reframing Your Mindset – Unveiling the Concept
To “reframe your mindset” means deliberately changing your perspective or mental framework. It involves challenging and altering existing beliefs and thought patterns, fostering a more positive, growth-oriented approach. This intentional shift opens doors to new possibilities, empowering individuals to overcome obstacles and achieve previously unforeseen success.
The Imperative Need for Reframing
Why is reframing essential? An outdated or limiting mindset can hinder personal and professional growth, limiting one’s ability to navigate challenges and seize opportunities. Reframing the mindset is not just beneficial; it is imperative for unlocking untapped potential.
Getting Started Personally – Practical Tips
For those ready to embark on the journey of personal mindset reframing, setting clear goals, practicing mindfulness, and seeking continuous learning are highlighted as effective strategies. These actionable steps empower individuals to initiate and sustain the process of mental transformation.
Taking Others Along
Successfully reframing mindset isn’t solely an individual endeavor; it involves leading others through the change. In this episode, we explore reframing the mindset of technicians from a purely technical focus to a customer-centric approach is necessary. Strategies for effective communication, training, and providing tangible benefits are discussed to facilitate a smooth transition.
Avoiding Relapse into Old Mindsets – Sustaining Change
Consistent self-reflection, accountability mechanisms, and fostering a culture of continuous improvement are just some ways to ensure that positive changes endure over time.
By understanding the intricacies of mindset, embracing the need for change, and navigating the challenges with resilience, individuals can embark on a transformative journey toward lasting success. Join us as we explore the nuances of changing one’s mindset and its profound impact on achieving greater success.
How Reframing Your Mindset Can Lead to Greater Success Time Stamps* (01:16) – About Sean and his industry background * (02:41) – What are we referring to when we say mindset (ex. outlook, attitude, mentality) * (09:00) – What does it mean to “reframe your mindset?” * (14:18) – What are the challenges to reframing your mindset? * (20:50) – What are the tools or methods that can help others use this process? * (25:11) – How do we avoid falling back into old mindsets? * (30:21) – Final thoughts
About Sean SchmidtFollowing an exceptional multi-decade HVAC career, Sean Schmidt has held various management and leadership roles in HVAC & plumbing wholesale distribution. His expertise in designing and implementing unique operational systems to support new business methodologies, developing processes and procedures, streamlining communication, and reducing callbacks have helped many clients find more profit and growth.
About the Prime Resources PodcastBDR’s Prime Resources Podcast is dedicated to providing you with the knowledge you need to help your business achieve Prime results – with Prime being the most flourishing stage or state.
Listen to more episodes of the Prime Resources Podcast HERE
You can also listen to all episodes of the Prime Resources Podcast on Spotify
The post How Reframing Your Mindset Can Lead to Greater Success first appeared on BDR and is written by Erin Kunz.
BDR
Launching a Shared Services Model for Your Company
In this episode of the Prime Resources podcast, BDR Lead Head Coach John Michel dives into the intricacies of launching a shared services model in your company. We’ll explore the concept of a shared services model, shedding light on its meaning and the numerous benefits it can bring to your organization.
What exactly is a shared services model? We’ll demystify this term, breaking down what it entails, and navigate through the landscape of the benefits of embracing a shared services model.
John also shares how this model can revolutionize the way your company operates. Considering the decision to expand into shared services is a pivotal step, and we address key considerations before taking this leap. We explore readiness indicators and when a company should apply the shared services model.
Our conversation goes deeper into the practicalities of implementation – from the importance of having a solid business plan to developing expertise in a new service area.
No journey is without its challenges, and we identify the pitfalls to avoid when adopting a shared services model. By drawing on industry insights and experiences, we offer guidance on mitigating risks and optimizing the advantages of this transformative business approach.
Join us on the Prime Resources podcast as we navigate the complexities of launching a shared services model and provide an overview for businesses aiming to enhance efficiency, reduce costs, and drive sustainable growth.
Launching a Shared Services Model for Your Company Time Stamps* (01:07) – What do we mean when we say a shared services model? * (03:20) – What are the benefits of a shared services model? * (05:45) – At what point does a company start thinking about applying the shared services model? * (08:52) – Should a business plan be in place before expanding your company? * (13:20) – What pitfalls need to be avoided? * (16:31) – Final thoughts
About John MichelJohn Michel built a highly successful career in the HVAC, Energy Services, Plumbing, and related contracting fields, with extensive experience in both the Residential and Commercial markets. In all of John’s roles, he was heavily involved in developing corporate organizational structure, including people, processes, and other resources necessary to drive personal and company success. He understands the relationship between sales growth and the organizational structure required to effectively support and manage growth… while maximizing profitability.
About the Prime Resources PodcastBDR’s Prime Resources Podcast is dedicated to providing you with the knowledge you need to help your business achieve Prime results – with Prime being the most flourishing stage or state.
Listen to more episodes of the Prime Resources Podcast HERE
You can also listen to all episodes of the Prime Resources Podcast on Spotify
The post Launching a Shared Services Model for Your Company first appeared on BDR and is written by Erin Kunz.
BDR
Learning to Nurture Leads to Harvest Great Opportunities
In this engaging episode of the Prime Resources podcast, BDR Service Coach & Trainer Catherine Bares discusses how to take advantage of great opportunities in your business through lead nurturing.
Catherine outlines why lead nurturing is so important for home service businesses, what the different types of leads are and how to track them, and nurturing strategies to make the most out of every opportunity. She also discusses how different departments and team members play a role in the lead nurturing process, along with the necessary tools and resources for effective lead nurturing.
In this critical podcast episode for HVAC business owners, sales managers, and service departments, you’ll gain insights into measuring the success of nurturing efforts and discover practical tips for embarking on the lead nurturing journey. Discover how better-nurtured leads can revolutionize your business’s growth and success through invaluable opportunities you might have otherwise missed.
For more information about the classes discussed in the podcast, go to:
- Customer Experience University
- Top Gun Sales Excellence
Learning to Nurture Leads to Harvest Great Opportunities Time Stamps* (01:03) – What do we mean by lead nurturing? * (03:28) – How does buying disposition fit in with the different types of leads? * (07:09) – What impact can lead nurturing have? * (09:29) – What are the ways to nurture a lead? * (13:16) – Who in the company can nurture leads? * (17:30) – What tools, strategies, or resources should be developed to facilitate lead nurturing? * (24:15) – How do you measure success? * (25:58) – What’s the best way to get started? * (31:07) – Final thoughts
About Catherine BaresCatherine Bares has over two decades of HVAC experience, primarily focused on service operations and sales. She held numerous positions over the years, from a dispatcher to a service manager and working her way up to general manager. While service is her passion, Catherine has proven total-company operations knowledge and has demonstrated her ability to manage, coach, train, and inspire.
About the Prime Resources PodcastBDR’s Prime Resources Podcast is dedicated to providing you with the knowledge you need to help your business achieve Prime results – with Prime being the most flourishing stage or state.
Listen to more episodes of the Prime Resources Podcast HERE
You can also listen to all episodes of the Prime Resources Podcast on Spotify
The post Learning to Nurture Leads to Harvest Great Opportunities first appeared on BDR and is written by Erin Kunz.
BDR
Connecting Generations in the Workplace
In the latest episode of Prime Partners Podcast, BDR’s Training & Instructional Designer, Scott Tinder, dives into the significant challenge of connecting generations within the workplace. Given the presence of multiple generations actively engaged in the workforce, this podcast provides invaluable insights into comprehending and forging connections that bridge the generational divide.
The discussion covers common issues that cause friction between different generations and explores what each generation needs to know about the other to foster better understanding. Additionally, listeners will gain practical advice on how older and younger generations can connect more effectively with their peers and leaders in the industry.
Listen in and discover how leaders can ensure they communicate and connect with all generations, fostering a more harmonious and productive work environment in the trades. With insights like these, the generational divide can become a source of strength rather than friction in the workplace.
Connecting Generations in the Workplace Time Stamps* (01:00) – How many generations are currently active in the workplace? * (04:31) – What are the common issues that cause friction between different generations? * (14:15) – How can older generations and leaders build connections between the different generations? * (29:15) – How can younger generations and leaders connect with older generations? * (44:10) – Final thoughts
About Scott TinderWith over 30 years of HVAC industry experience, Scott Tinder has worked with contractors, distributors, and manufacturers throughout the United States and Canada to drive profitable growth in their businesses. He brings a genuine passion for helping the companies and individuals he works with to implement and achieve a higher level of success.
About the Prime Resources PodcastBDR’s Prime Resources Podcast is dedicated to providing you with the knowledge you need to help your business achieve Prime results – with Prime being the most flourishing stage or state.
Listen to more episodes of the Prime Resources Podcast HERE
You can also listen to all episodes of the Prime Resources Podcast on Spotify
The post Connecting Generations in the Workplace first appeared on BDR and is written by Erin Kunz.
BDR
Podcast: Becoming a Labor Management Tyrannosaurus rex
In the newest Prime Resources Podcast episode, BDR's Shaun Weiss explores how effective labor management profoundly impacts project efficiency and profitability, offering strategies for fostering team buy-in, transparent communication, and accountability. Tune in for expert insights on optimizing timelines, reducing costs, and enhancing client satisfaction through empowered labor management.
The post Podcast: Becoming a Labor Management Tyrannosaurus rex first appeared on BDR and is written by Erin Kunz.
BDR
How to Organize a Team-Building Event
Discover how events create opportunities for team members to personally connect and build trust, leading to a more cohesive and productive work environment. Gain insights into the key elements for organizing successful team-building events, including proper planning, involving diverse stakeholders, effective budgeting, venue selection, and implementing a well-structured plan. Enhance your company's relationships, communication, morale, and teamwork through the power of team-building events.
The post How to Organize a Team-Building Event first appeared on BDR and is written by Erin Kunz.
BDR
What AI Can & Can’t Do For Contractors Today
How can you use AI resources right now? What tools and services powered by AI might be available in the future? If you don’t know much about AI, listen to learn best practices to apply as you investigate Chat GPT and other new AI-based tools. If you’re already crafting detailed prompts for generative AI, listen to learn pitfalls to avoid and for new ideas on how the home services industry may be impacted going forward.
The post What AI Can & Can’t Do For Contractors Today first appeared on BDR and is written by Erin Kunz.
BDR
Surviving and Thriving in a Family Business
Learn how to prioritize communication, establish transparent structures, implement well-defined policies and procedures, embrace professional management, and create a solid plan for succession and continuity with BDR Head Coach Jay Crowe.
The post Surviving and Thriving in a Family Business first appeared on BDR and is written by Erin Kunz.
BDR
How to Write a Better Hiring Ad
Are your job ads getting enough attention? In this episode of BDR’s Prime Resources podcast, Head Coach Josh Taylor discusses the importance of writing effective hiring ads to attract and recruit top talent for contractors. He highlights common ad mistakes and provides tips for getting into the right mindset for writing and posting successful ads
Discover the best time and place to post ads, appropriate response times for applications, and other strategies for spreading the word about job openings in your business!
Time Stamps* (01:16) – About Josh and his industry background * (02:40) – What role do hiring ads play in the process of attracting and recruiting employees? * (05:38) – What are some common mistakes that contractors make with their ads? * (09:35) – Where and when should hiring ads be posted? * (11:50) – How do we get in the correct head space to write and post hiring ads * (19:42) – What is an appropriate response time once you receive an application? * (22:08) – What else can companies do to get the word out about their job openings? * (27:31) – Final thoughts
About Josh TaylorJosh Taylor’s two-decade-long career has leveraged his education in process and financial performance analytics to drive considerable efficiency improvements and focused upselling techniques. His expertise helped his clients generate a significant portfolio of financial success and personal freedom
About the Prime Resources PodcastBDR’s Prime Resources Podcast is dedicated to providing you with the knowledge you need to help your business achieve Prime results – with Prime being the most flourishing stage or state.
Listen to more episodes of the Prime Resources Podcast HERE
You can also listen to all episodes of the Prime Resources Podcast on Spotify
The post How to Write a Better Hiring Ad first appeared on BDR and is written by Erin Kunz.
BDR
How to Make a Great Exit From Your Business
In this episode of the Prime Resources Podcast, BDR’s Head Coach, Ronda Chaney, talks through what it means to make a great exit in your business, important factors in the process, and what contractors should start doing now to prepare for their eventual exit.
Whether you’re gearing up for a sale now or still have decades ahead in your company, listen as we dig into the resources available to you in preparing to make a great exit from your business!
Check out BDR’s Company Value Builder!
Time Stamps* (00:57) What does it mean to make a great exit from your business? * (03:09) QUIZ: What does EBITDA mean? * (07:06) How do most contractors exit their business? * (08:33) What is the biggest surprise to most contractors once they start thinking about exiting? * (12:33) What two factors are highly crucial to the exit process? * (19:33) How far in advance of exiting should contractors start their preparations? * (21:30) What resources are available to help contractors through this process? * (22:43) Final Thoughts
About Ronda ChaneyRonda Chaney’s HVAC experience spans over a decade in administration, sales, customer service, and departmental and division-level management roles. Interlacing her people skills and mission to help her clients develop and grow, she credits their success as a direct driver for her success.
Ronda has been through a lot of training over the years in human psychology, leadership, and counseling skills. She says that her mission, which far precedes her HVAC career, was and continues to be to “have a positive impact on people.”
About the Prime Resources PodcastBDR’s Prime Resources Podcast is dedicated to providing you with the knowledge you need to help your business achieve Prime results – with Prime being the most flourishing stage or state.
Listen to more episodes of the Prime Resources Podcast HERE
You can also listen to all episodes of the Prime Resources Podcast on Spotify
The post How to Make a Great Exit From Your Business first appeared on BDR and is written by Erin Kunz.
BDR
Clearing Your Head Trash
In this episode of the Prime Resources Podcast, BDR’s Lead Head Coach and Trainer, John Michel, discusses what head trash is, the tools you need to identify it, figuring out your triggers, and ways you can stop it.
How can you challenge yourself and your thought processes in a positive way to get through and clear out your head trash? Listen and find out!
Clearing Your Head Trash Time Stamps (00:57) – What is head trash? * (03:28) – Where does head trash come from? * (05:22) – Is that real or is it head trash? * (10:49) – How does it hold us back? * (12:53) – How does our head trash hold back others we interact with? * (15:46) – How do we clear our head trash aka taking out the trash*? * (21:11) – How often do we need to take out the trash? * (23:26) – Final thoughts
About John MichelJohn Michel built a highly successful career in the HVAC, Energy Services, Plumbing, and related contracting fields with extensive experience in both the Residential and Commercial markets. In all of John’s roles, he was heavily involved in developing corporate organizational structure including people, processes, and other resources necessary to drive personal and company success. He understands the relationship between sales growth and the organizational structure required to effectively support and manage growth… while maximizing profitability.
About the Prime Resources PodcastBDR’s Prime Resources Podcast is dedicated to providing you with the knowledge you need to help your business achieve Prime results – with Prime being the most flourishing stage or state.
Listen to more episodes of the Prime Resources Podcast HERE
You can also listen to all episodes of the Prime Resources Podcast on Spotify
The post Clearing Your Head Trash first appeared on BDR and is written by Erin Kunz.
BDR
Making the First Minutes of a Sales Appointment Count
In this episode of the Prime Resources Podcast, BDR’s Head Coach and Trainer, Shaun Weiss, breaks down when the first five minutes of your sales call begins, how to approach and build a rapport with the customer, and the specific things you can do to make your appointment successful.
Are you taking all the correct steps? Listen to find out!
Making the First Minutes of a Sales Appointment Count Time Stamps* (01:45) – When do the first five minutes begin? * (03:22) – What should happen in those first five minutes? * (09:47) – How do we build a relationship in those first moments? * (13:37) – What are some specific things we can do to help build trust? * (20:00) – What happens next? * (24:44) – What things can a salesperson do to be better in those first five minutes? * (26:50) – Final thoughts
About Shaun WeissShaun Weiss has over 19 years of experience in the HVAC and Plumbing industry spanning several operational, management, and sales roles, with a concentration in Service Management & Service Operations. He has built and grown service, installation, and sales teams from scratch and has improved operational performance in Service, Installation, and Plumbing operations for each company he has worked for.
Shaun is a natural at business development and has transformed “independent-minded” departments into cohesive interdepartmental partnerships by implementing mutually-beneficial efficiency-focused processes that improved company-wide morale, the customer experience, and bottom-line profitability. He has 11 years of experience in business coaching from the client’s perspective so he’s very knowledgeable about BDR business management practices & BDR’s industry-specific financial performance analytics.
About the Prime Resources PodcastBDR’s Prime Resources Podcast is dedicated to providing you with the knowledge you need to help your business achieve Prime results – with Prime being the most flourishing stage or state.
Listen to more episodes of the Prime Resources Podcast HERE
You can also listen to all episodes of the Prime Resources Podcast on Spotify
The post Making the First Minutes of a Sales Appointment Count first appeared on BDR and is written by Erin Kunz.
BDR
Building a Business Foundation with Your Mission, Vision, and Values
In this episode of the Prime Resources Podcast, BDR’s Head Coach, Ronda Chaney, shares her expertise and guidance on establishing, communicating, and maintaining your company’s mission, vision, and values.
Does your company have a mission and vision? What about values? Why are these important to a new, growing, or well-established company? Discover if your company has everything it needs to communicate its goals to its team members and customers.
Building a Business Foundation with Your Mission, Vision, and Values Time Stamps* (01:01) – About Ronda and her industry background * (01:46) – What are a company’s mission, vision, and values? * (02:29) – QUIZ: Which company do this vision and mission belong to? * (04:26) – Why is it important for a company to have a mission, vision, and values? * (10:27) – How and when do we create a mission, vision, and values? * (13:41) – Who within a company needs to know the mission, vision, and values? * (16:11) – What do we share with external individuals, clients, or customers? * (17:09) – Revenue Goals: Do we include them? * (18:02) – QUIZ: Which company do this vision and mission belong to? * (20:04) – Are they set in stone or do they evolve? * (21:02) – When’s a good time to review the company’s mission, vision, and values? * (21:41) – How do I create these if my company doesn’t have them? * (23:46) – Breaking it down * (24:41) – Brainstorming terms and words to build a refined mission, vision, and values * (25:51) – Final thoughts
About Ronda ChaneyRonda Chaney’s HVAC experience spans over a decade in administration, sales, customer service, and departmental and division-level management roles. Interlacing her people skills and mission to help her clients develop and grow, she credits their success as a direct driver for her success.
Ronda has been through a lot of training over the years in human psychology, leadership, and counseling skills. She says that her mission, which far precedes her HVAC career, was and continues to be to “have a positive impact on people.”
About the Prime Resources PodcastBDR’s Prime Resources Podcast is dedicated to providing you with the knowledge you need to help your business achieve Prime results – with Prime being the most flourishing stage or state.
Listen to more episodes of the Prime Resources Podcast HERE
You can also listen to all episodes of the Prime Resources Podcast on Spotify
The post Building a Business Foundation with Your Mission, Vision, and Values first appeared on BDR and is written by Erin Kunz.
BDR
Protecting Your Small Business From Cyber Attacks
In this episode of the Prime Resources Podcast, BDR’s Logistics & Operations Support Manager, Mark T., explains what cybersecurity is and how to protect yourself from cyber-attacks.
Whether you are taking all the precautions at home or in your business, there is always a weak link. Discover what it could be and what appropriate steps you can take to defend yourself and your business.
Protecting Your Small Business From Cyber Attacks Time Stamps* (01:07) – About Mark and his cybersecurity expertise * (02:35) – What is cybersecurity? * (05:12) – Why should small businesses be worried? * (07:14) – Are small businesses becoming a target? * (09:32) – What are specific cyber attacks that small businesses should be aware of? * (11:59) – Did you really win the lottery in Nigeria? * (13:58) – How can a business protect itself? * (16:28) – What are phishing and other types of attacks? * (19:06) – You’re only as strong as your weakest link * (20:54) – How do we educate our team? * (25:42) – Does cyber insurance coverage exist? * (28:23) – Cybersecurity resources * (30:07) – Final thoughts
Resources For Protecting You and Your Business* Federal Trade Commission * Federal Communications Commission * National Institute of Standards and Technology
About Mark T.Mark is BDR’s Logistics & Operations Support Manager, focusing on operations and strengthening BDR’s cyber securities program. After graduating from the University of Washington in 2005, he pursued various management positions in different industries, such as risk management, recycling, private health care, and tech. During his time in the tech industry, Mark’s work with tech giants like Unity, Stripe, Lyft, and Qualtrics led him to pursue a degree in cyber security at Purdue University Global.
About the Prime Resources PodcastBDR’s Prime Resources Podcast is dedicated to providing you with the knowledge you need to help your business achieve Prime results – with Prime being the most flourishing stage or state.
Listen to more episodes of the Prime Resources Podcast HERE
You can also listen to all episodes of the Prime Resources Podcast on Spotify
The post Protecting Your Small Business From Cyber Attacks first appeared on BDR and is written by Erin Kunz.
BDR
Developing Your Company’s Social Media Presence
In this episode of the Prime Resources Podcast, BDR's Senior Marketing Communications Specialist, Tyler Gunhus, tackles the subject of how to develop or enhance your company's social media presence.
The post Developing Your Company’s Social Media Presence first appeared on BDR and is written by Erin Kunz.
BDR
Offering Accessory Products and Services in Plumbing
In this episode of the Prime Resources Podcast, BDR Lead Head Coach and Trainer John Michel shares the power of accessories to drive profitability, enhance the customer experience, and increase worker pay in residential plumbing.
The post Offering Accessory Products and Services in Plumbing first appeared on BDR and is written by Erin Kunz.
BDR
Fine-tuning Your Month-end Process for Financials
In this episode of the Prime Resources Podcast, BDR Lead Financial Coach Adriane Woodrum explains how to build a consistent month-end process for financials that ensures accurate and timely financial reporting.
The post Fine-tuning Your Month-end Process for Financials first appeared on BDR and is written by Erin Kunz.
BDR
How to Improve Employee Retention
In this episode of the Prime Resources Podcast, BDR Head Coach and Trainer Chris Koch discusses ways companies can improve their employee retention.
The post How to Improve Employee Retention first appeared on BDR and is written by Tyler Gunhus (BDR).
BDR
How to Make the Most of Your Business Plan
In this episode of the Prime Resources Podcast, BDR Lead Head Coach and Trainer Jeff Plant provides strategies to maximize the results from your business plan through periodic reviews and updates.
The post How to Make the Most of Your Business Plan first appeared on BDR and is written by Tyler Gunhus (BDR).
BDR
How to Think Like a CFO
In this episode of the Prime Resources Podcast, BDR Financial Coach Brittany Baimbridge shares how you can fine-tune your financial and management reports and utilize them as strategic, decision-making tools.
The post How to Think Like a CFO first appeared on BDR and is written by Tyler Gunhus (BDR).
BDR
Self-Leadership and Goal Setting
In this episode of the Prime Resources Podcast, BDR head coach Paul Grizzle shares how to practice self-leadership and goal setting.
The post Self-Leadership and Goal Setting first appeared on BDR and is written by .
BDR
How and Why to Document Procedures
In this episode of Prime Resources, BDR financial coach Laura Irons Finley discusses the importance of creating and documenting procedures.
The post How and Why to Document Procedures first appeared on BDR and is written by .
BDR
Safeguarding Your Company From Embezzlement
In this episode of the Prime Resources Podcast, BDR financial coach and trainer, Kasey Stanley, explains how embezzlement can occur within a business and how to prevent it.
The post Safeguarding Your Company From Embezzlement first appeared on BDR and is written by .
BDR
Defining Your Target Market in Commercial Maintenance
In this episode of the Prime Resources Podcast, BDR senior service coach and trainer, Jennifer Shooshanian, discusses the importance of identifying your target market and focusing your marketing on key segments that need your service.
The post Defining Your Target Market in Commercial Maintenance first appeared on BDR and is written by .