Built To Win: Marketing, Sales, Faith, and Building a Life That Matters

In this episode, Jonathan Watkins and Brent discuss the exciting launch of JBX Strategies' new technology and advisory divisions, aimed at enhancing client success beyond traditional marketing. They share insights on the importance of technology, real-world client success stories, and the role of AI and cybersecurity in modern business.

Takeaways

• New technology division launched
• Advisory services enhance client success

Chapters

• 00:00 Introduction to JBX Strategies' New Chapter
• 02:47 The Importance of Technology in Business
• 05:59 Real-World Client Success Stories
• 10:00 The Role of AI and Cybersecurity
• 12:00 Advisory Services for Sustainable Growth

The conversation with Gustavo Baltazar covers the importance of reputation, the impact of marketing, and the value of referrals and recommendations. It also delves into the lessons learned from entrepreneurship and the transition into the trades. Communication and the quality of leads are highlighted as key factors in business success.

Takeaways

• Reputation Matters
• Quality of Leads
• Communication is Key

Chapters

• 00:00 Building a Reputation
• 03:00 Transition into the Trades
• 11:53 The Impact of Marketing
• 21:12 Referrals and Recommendations
• 28:59 Lessons from Entrepreneurship

The episode features a discussion with Alex Bulmer from Three Pillars Accounting and Business Services, focusing on the topic of business valuation and the importance of understanding the value of a company. The conversation delves into the key factors that contribute to a company's valuation, the impact of financial management on business success, and the significance of regular evaluations for business owners.

Takeaways

• Valuation
• Financial Management

Chapters

• 00:00 Introduction to Three Pillars Accounting and Business Services
• 01:26 The Importance of Business Valuation
• 02:24 Understanding the Numbers
• 03:28 Factors Affecting Business Valuation
• 04:11 Realistic Valuation and Case Studies
• 05:20 The Role of Valuation in Business Transactions
• 06:18 The Significance of Business Valuation
• 07:20 Factors Influencing Company Valuation
• 08:09 Valuation Methods and Buyer-Seller Perspectives
• 11:03 Growth and Valuation
• 12:18 Buyer and Seller Perspectives on Valuation
• 13:16 Valuation and Sales Process
• 14:25 Red Flags and Mistakes in Valuation
• 23:26 Financial KPIs and Business Success
• 26:04 Preparing for a Successful Exit
• 33:03 Business Consulting and Financial Management
• 38:35 Offering Business Valuation Services

Use code JBX to receive $500 off a business valuation from Three Pillars Bookkeeping & Accounting.

Learn more: https://www.threepillarsbookkeeping.com/

The webinar covers the seven pillars every home service business needs to know, focusing on sales and marketing strategies. It emphasizes the importance of understanding the ideal customer, building a strong marketing foundation, generating consistent leads, and measuring marketing efforts. The sales process, including speed to lead, discovery questions, proposal presentation, and nurture campaigns, is also discussed. The webinar concludes with a focus on integrity in business dealings.

Takeaways

• Understanding the ideal customer is crucial for home service businesses.
• Consistent lead generation and effective sales processes are essential for business growth.

Chapters

• 00:00 Introduction and Webinar Overview
• 05:20 Pillar 1: Know Your Ideal Customer
• 09:39 Pillar 2: Build Your Marketing Foundation
• 13:00 Pillar 3: Generate Consistent Leads
• 15:47 Pillar 4: Measure Your Marketing
• 18:04 Pillar 5: Speed to Lead and Sales Process
• 20:23 Pillar 6: Discovery Questions and Proposal Presentation
• 27:15 Pillar 7: Nurture Campaign and Reactivation
• 31:24 Pillar 8: Integrity and Conclusion

Kurt Larson shares his career journey from finance and accounting to operations and sales, culminating in his role as president and CEO of Viking Engineering. He discusses the impact of EOS on the business and the benefits it brings to the leadership team. The conversation delves into the challenges of leadership, the implementation of EOS, and the transformation it brings to the organization. The conversation covers the challenges of business growth, the importance of leadership development, and the role of authenticity in leadership. It also delves into the significance of accountability and the need for change as a company grows. The conversation concludes with insights on faith, adversity, and the value of seeking counsel in business and life.

Takeaways

• Career evolution
• Impact of EOS on business growth Business growth can lead to complexity and challenges that require simplification, better systems, and leadership development.
• Authenticity in leadership is crucial for building trust and creating meaningful connections within an organization.
• Adversity and challenges in business and life can lead to personal growth and character development.

Chapters

• 00:00 Career Evolution
• 07:32 Transition to EOS
• 10:07 Implementing EOS
• 20:47 Impact of EOS on Business
• 25:47 Challenges of Leadership
• 27:48 Challenges of Business Growth
• 29:44 Leadership Development and Authenticity
• 32:28 Accountability and Change in Business Growth
• 44:34 Faith, Adversity, and Seeking Counsel

Kurt Larson shares his career journey from finance to operations and eventually becoming the President and CEO of Viking Engineering. He discusses the impact of implementing EOS on the business and the benefits it provides to leadership teams. The conversation also delves into the certification process for becoming an EOS implementer and the challenges faced by companies when they hit a revenue plateau. The conversation covers topics such as breaking through growth ceilings, leadership challenges, issue resolution, and the importance of authentic leadership. It also delves into the role of faith and adversity in personal and professional growth.

Takeaways

• Career evolution from finance to operations to CEO
• Impact of EOS on business growth and culture Breaking through growth ceilings requires simplification, better systems, and improved leadership.
• Self-reflection and the willingness to change are essential for becoming better leaders.
• Effective issue resolution requires identifying root causes and taking decisive action.
• Authenticity and openness are key to building trust and successful leadership.

Chapters

• 00:00 Introduction to Kurt Larson
• 01:20 Career Evolution
• 02:47 Transition to Operations
• 03:31 Becoming President and CEO
• 07:32 Implementing EOS
• 10:07 Impact of EOS on Business
• 22:40 Certification Process for EOS Implementer
• 25:47 Benefits of EOS for Leadership Teams
• 27:48 Breaking Through the Ceiling
• 29:44 Leadership and Self-Reflection
• 31:06 Issue Resolution and Accountability
• 44:34 Authentic Leadership

Before you can grow your business, you need to know your numbers.

Many contractors track what's in their checking account, but that doesn't tell the full story of a healthy business. In this episode of Built to Win, Jonathan Watkins and Brent Killen break down the five key metrics every home service business owner should know to make smarter decisions, improve profitability, and build a stronger company.

Whether you're running a landscaping company, roofing business, HVAC company, plumbing business, electrical company, or another home service business, these numbers will help you measure what matters and identify opportunities for sustainable growth.

✔️ Why lead generation is the foundation of business growth
✔️ How improving your close rate can increase revenue without more marketing
✔️ Ways to raise your average job value through better customer service
✔️ Why gross profit matters more than revenue alone
✔️ How customer lifetime value creates long-term business success
✔️ Advanced metrics every growing contractor should begin tracking, including Cost Per Lead (CPL), Customer Acquisition Cost (CAC), and Marketing ROI

The conversation delves into the power of vision and goal-setting, emphasizing the importance of behavior-based goal setting and the value of being present. It also explores the significance of strategic relationships and identity, the role of perseverance and trials, and the value of mentorship and wisdom.

Takeaways

• Vision and goal-setting
• Behavior-based goal setting
• The importance of being present
• Strategic relationships and identity
• Perseverance and trials
• The value of mentorship and wisdom

Chapters

• 00:00 The Power of Vision and Goal-Setting
• 06:03 Behavior-Based Goal Setting
• 07:59 The Importance of Being Present
• 17:08 Strategic Relationships and Identity
• 33:39 Perseverance and Trials
• 34:37 The Value of Mentorship and Wisdom

The conversation delves into the significance of follow-up in sales, emphasizing the use of CRM systems, building brand visibility, and the power of persistence. It also highlights the importance of nurturing and retargeting prospects, providing valuable insights into the sales process and customer relationship management.

Takeaways

• Consistency in follow-up
• Building brand visibility

Chapters

• 00:00 The Importance of Follow-Up in Sales
• 05:57 The Power of Follow-Up and Persistence
• 12:00 Building Your Brand and Staying Visible
• 17:00 Understanding and Utilizing CRM

The conversation delves into the sales process, emphasizing the importance of setting appointments and conducting discovery meetings. It also highlights the significance of pre-call preparation, the presentation stage, and the follow-up process. The closing of the deal is discussed, with an emphasis on nurturing leads and avoiding the hard close approach.

Takeaways

• Sales process is crucial
• Setting appointments is key

Chapters

• 00:00 Introduction to Sales Process
• 05:29 Discovery Meeting and Pre-Call Preparation
• 13:13 Presentation Stage
• 23:21 Follow-Up and Closing the Deal