Summary

In this episode, David Reed interviews Lance Ziegler, a growth consultant, about his experience working with small businesses in the contracting industry. They discuss the unique challenges contractors face when transitioning from a solo operation to running a full-fledged sales operation. They also talk about the Roof Warrior event, which focuses on door-to-door sales in the roofing industry. Some key takeaways from the event include the importance of scheduling, effective onboarding processes, role-playing, and following up with prospects. They also discuss the strategy of focusing on building relationships and nurturing referrals within specific neighborhoods.

Takeaways

Contractors face unique challenges when transitioning from a solo operation to running a full-fledged sales operation.

Effective scheduling, onboarding processes, and role-playing are crucial for success in the contracting industry.

Following up with prospects every week is a key strategy for building relationships and closing deals.

Focusing on building relationships and nurturing referrals within specific neighborhoods can lead to significant revenue growth.

Contractors should be proactive in creating systems and strategies to set themselves up for long-term success.

Summary

Luke McCormack, CEO of McCormack Partners, shares insights on recruiting and leading in the roofing industry. He emphasizes the importance of investing in employees and developing their skills and personal growth. Luke highlights the need for a strong cultural fit when hiring and suggests using personality tests to assess compatibility. He also stresses the significance of having a clear vision for the company's future and communicating it to the team. By focusing on these areas, businesses can attract and retain top talent and drive growth.

Takeaways

Invest in your employees' skills and personal growth to retain top talent.

Prioritize cultural fit when hiring to ensure team cohesion and success.

Use personality tests to assess compatibility and make informed hiring decisions.

Have a clear and compelling vision for the company's future to inspire and motivate the team.

Summary

In this episode, David Reed interviews Andy Hobica from Hobica Services, a family-owned HVAC company in Phoenix, Arizona. Andy shares the history of his company and how they have expanded their services to include plumbing, electrical, and wine cellars. They discuss the importance of building relationships with customers and the power of online reviews. Andy also shares his sales process, which includes calling customers on the way to their homes, wearing booties, and engaging in conversation to build rapport. In this conversation, David Reed discusses the importance of mirroring customers and actively listening in sales. He also shares his approach to building relationships and going above and beyond for his customers. Additionally, he talks about the value of giving back and his nonprofit organization, One Bag at a Time. Overall, the conversation highlights the significance of understanding and meeting the needs of customers, as well as the impact of philanthropy on personal and professional fulfillment.

Takeaways

Building relationships with customers is crucial for long-term success and referrals.

Online reviews can greatly impact a company's reputation and credibility.

Calling customers on the way to their homes and wearing booties shows professionalism and attention to detail.

Engaging in conversation and showing genuine interest in customers helps build rapport and trust.

Small gestures, like offering a free drink or promotional products, can make a big difference in customer satisfaction. Mirroring the customer's interests and avoiding controversial topics can help build rapport in sales.

Actively listening to customers is a crucial aspect of the sales approach.

Going above and beyond for customers, such as conducting thorough assessments and providing additional services, can leave a lasting impression.

Building relationships and rapport with customers is essential for success in sales.

Giving back and engaging in philanthropy can bring joy and fulfillment to both personal and professional life.

Summary

In this episode, David Reed and Martin discuss the next evolution of sales and how technology can improve sales training and coaching. They highlight the importance of having the right characteristics, knowledge, and skills for successful selling. They also emphasize the value of real-time feedback and learning from the best reps in the organization. The conversation explores the challenges in coaching and training sales reps and provides insights on how to effectively implement a coaching program. They discuss the benefits of recording and analyzing sales conversations and how it can lead to improved team performance and customer satisfaction.

Takeaways

The next evolution of sales involves leveraging technology to improve sales training and coaching.

Successful selling requires the right characteristics, knowledge about the product and buyer, and skills to drive great outcomes.

Real-time feedback and learning from the best reps in the organization are crucial for improving sales performance.

Recording and analyzing sales conversations can provide valuable insights for improving team performance and customer satisfaction.

Chapters

00:00 Introduction and Overview

01:03 Understanding Conversation Intelligence

06:24 Coaching Strategies for Sales Teams

08:40 Coaching for Small Contractors

11:33 Time Investment in Coaching

16:44 Actionable Insights from Conversation Intelligence

22:49 The ROI and Market Adoption of Conversation Intelligence

26:14 First Mover Advantage and Data-driven Coaching

31:03 Action Items and Conclusion

34:32 GMC Pod OUTRO.wav

Summary

In this episode, David Reed discusses the second half of the week one onboarding process for sales professionals. He focuses on three primary areas: presentation, discovery process, and follow-up nurture strategy. He emphasizes the importance of establishing a large gap during the presentation to create a sense of urgency for the prospect. In the discovery process, he highlights the need to understand the prospect's compelling reason and quantify the cost of not taking action. He also emphasizes the importance of effective follow-up and communication throughout the sales process, as well as the significance of requesting referrals.

Takeaways

Establish a large gap during the presentation to create urgency for the prospect

Understand the prospect's compelling reason and quantify the cost of not taking action during the discovery process

Implement an effective follow-up and nurture strategy, including providing value-add content

Set clear expectations for handoffs and communication throughout the sales process

Request referrals consistently to increase revenue

Overview

• Introduction: Brief introduction to the company’s vision, goals, and key values.

• Systems Setup: Instructions for logging into company systems and understanding the Perform Platform.

• Initial Expectations: Overview of daily, weekly, and monthly expectations for new hires.

• Mindset and Culture: Importance of a positive mindset, commitment to excellence, and integration into the team culture.

Host Information

• Name: David Reed

• Title: VP of Sales, Sales Transformation Group

• Instagram: @_dreed86_

• Email: [email protected]

Key Topics

Module 1: Getting Started on the Right Foot

• Company Overview: Introduction to the company’s story, vision, and core values.

• Logins and Systems: Setting up logins and understanding the Perform Platform.

• Expectations and Mindset: Emphasis on daily, weekly, and monthly expectations, commitment to excellence, and maintaining a positive mindset.

• Book List: Recommended readings include “Fanatical Prospecting,” “Way of the Wolf,” and “GAP Selling.”

• Structuring Your Day: Time management, role-playing, and social selling.

• Team Culture and Communication: Importance of partnerships and effective team communication.

Module 2: CRM + List Building

• CRM Overview: Introduction to CRM terms, definitions, and statuses.

• Analyzing Leads: How to filter and analyze leads for high-priority opportunities.

• List Building Flow: Process from creating big lists to cherry-picking smaller, targeted lists.

• Best Practices: Strategies for reaching out, including using Google Reviews and marketing activities.

Module 3: Cold Calling/Door Knocking Theory

• Ideal Customer Profile: Identifying green and red flags in potential customers.

• Tonality: Emphasis on the importance of voice tone and delivery during calls and door knocking.

• Call/Knock Structure: Framework for opening, body, and closing of cold calls and door-knocking interactions.

• Questions: Key questions to ask during calls and door-knocking to uncover pain points and qualify leads.

Module 4: Cold Calling/Door Knocking - Qualifying Questions

• Script Development: Crafting effective cold-calling and door-knocking scripts.

• Execution: Best practices for making calls and door-knocking, including role-playing and reviewing recorded interactions.

• Advanced Strategies: Techniques for pacing, pausing, and getting past gatekeepers during calls and door knocking.

Module 5: Cold Calling/Door Knocking - Objection Handling

• Common Objections: Strategies for handling typical objections like “not interested,” “no time,” and “email me” during calls and door knocking.

• Role Playing: Practicing objection handling through role-playing exercises.

• Mindset: Maintaining a positive and curious mindset during calls and door-knocking.

Call to Action

Request your complimentary copy of our leadership ebook by emailing [email protected]

Contact us for more information

For more insights and resources, visit our website at salestransformationgroup.com, or email David directly at [email protected] Let’s transform your business together!

In this episode of Growth Minded Contractor, hosted by David Reed, we delve into a crucial update regarding the Fair Labor Standards Act (FLSA) and the changes that have taken place as of March 11th 2024. Tune in as we explore the latest developments, implications, and how they impact businesses and employees alike. Gain valuable insights to ensure compliance and navigate changes effectively in this ever-evolving landscape. Join us for an informative discussion that promises to shed light on essential updates shaping the future of labor standards.

In this episode, David Reed's got your back as he breaks down how to brace yourself for the upcoming insurance changes. Get ready to learn all about what you need to do. Let's get it!

Ask yourself this question: is the culture of your company family-like? Or is it like a professional sports team? Because trust us, there's a difference. In this episode, Ryan and David touch on the importance of company culture... and how it directly impacts business success. Believe us, you DO NOT want to miss this episode!

Upcoming events: https://salestransformationgroup.regfox.com/roof-warrior-2024

More info: https://www.salestransformationgroup.com/

In this episode of Growth Minded Contractor, we delve into the world of roofing with a special focus on Hostetler Roofing, a leading name in the industry. Join Ryan as he sits down with Jake Faulkner, Residential Sales Manager, to uncover the secrets behind their success. From their humble beginnings to their current status as a reputable company in our industry, Jake shares valuable insights into the strategies, challenges, and innovations that have propelled Hostetler Roofing to the top. Whether you're a seasoned contractor looking for inspiration or a homeowner in need of roofing expertise, this episode promises to deliver invaluable knowledge and inspiration!

For more information on us: https://www.salestransformationgroup.com/

For more information on Hostetler: https://hostetlerroofing.com/about/

UPCOMING EVENTS: https://salestransformationgroup.regfox.com/roof-warrior-2024