DYB Podcast

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?

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!

• 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

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.

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.

• 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?

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

Comfort Zone/Magic Zone

3P's Process for Finding Your Target Market

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!

• 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!

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."

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

DYB Community (complimentary for members only)

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SHOW NOTES PAGE

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!

• 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 )

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.

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

DYB Community (complimentary for members only)

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SHOW NOTES PAGE

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 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

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.

DYB Membership

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Show Notes Page

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.

• 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

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)

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

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

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.

• 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

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."

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.

Receipt Bank

QuickBooks Online

Monday: Project, Hiring, and Admin Management

QBQ (The Question Behind the Question)

Dave's Killer Bread