Chapter Highlights

• 00:24 - Brainstorming ideas 
  “I want every project to have a personality that represents the customer and makes them comfortable. Makes them feel like they got something special. Not just what the neighbor has.”
• 01:43 - Analyzing customer preferences 
  “I think you have to analyze what the customer is interested in. When you’re talking to them and you give them an idea, do they look like they’re receptive? Or do they look kind of like, Hmmm, that’s not my thing.”
• 02:58 - Paying attention to details 
  “I don’t want to be the guy that just does the job and goes, ‘Well, we did what we could.’”
• 05:03 - Being honest with customers 
  “To be honest with the customer gives them a better comfort level—they know we’re not just coming in to make money. We care about them and that will pay forward down the road.”
• 05:40 - Assessing the site 
  “You can get a real feel for where your customer wants to go based on what you see on their property before you even step foot onto what they’re considering SUNDEK to be applied to.”
• 07:59 - Providing value to the customer 
  “Even if it’s a job I can’t do, can I provide value to them, so they remember that Sundek went above and beyond to assist them in some capacity?”
• 10:08 - Communicating your value through attention to detail 
  “I had a client down in Columbia, TN, and we bid their contract against a couple of other contractors. We got the job even though we were the most expensive because there was detail in my walk-through.”
• 13:01 - Creating detailed & descriptive plans 
  “My drawings get my crews to get the job done the way it’s supposed to be.”
• 16:27 - Staying motivated 
  “It’s knowing that I can take something that I have a vision for and have people that are true artisans and craftsman turn that into a reality.”
• 18:32 - Becoming an effective salesperson 
  “The most I learned was actually being out in the field with crews and asking questions.”
• 21:51 - Finding inspiration in the world around you 
  “I like to go to breweries. But when I’m there, I’m looking at the floor going, ‘Hey, I wonder if we can replicate that?’”
• 23:58 - Learning from mistakes 
  “You can’t be afraid to make a mistake. We’ve all missed square footage, we’ve all missed a crack, we’ve all missed something on a job at some point.”
• 25:18 - Connecting with people
  “I don’t take myself too seriously… my belief is that being just an average, ordinary person is something that everybody can relate to.”

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