On this episode of The Kee To Growth Podcast, host Jen McKee welcomes powerhouse guest Danielle Putnam, CEO of The New Flat Rate, to dig into what sustainable, non-reactionary growth really looks like for leaders in the trades. Danielle shares her unique perspective as someone whose entire family is immersed in contracting and trades, offering a relatable take on daily business realities. They unravel the mindset shifts and actionable systems that empower owners—and especially their teams—to earn more consistent, confident income without resorting to pressure-based selling or undervaluing hard-earned expertise.

The conversation moves from the nuts and bolts of pricing and revenue clarity to the bigger picture: how to stop leaving money on the table and start embracing simple technology, systems, and authentic relationship-building. Danielle explains how The New Flat Rate's dynamic menu pricing tool gives everyone from technicians to apprentices the structure they need to present honest, high-value options that customers actually appreciate. The key isn't arm-twisting sales, but enabling homeowners to say yes to what they genuinely want—while techs feel less sales pressure and more clarity in their role.

Jen and Danielle also dive into remarketing and follow-up—the low-hanging fruit that so many businesses overlook. From practical file folders to top-tier automations, the discussion gets tactical about building intentional boundaries so teams consistently nurture past leads, re-engage warm relationships, and maximize ROI on every marketing dollar. They also touch on the emotional and leadership aspects of entrepreneurship: why even the best leaders need systems, how small incremental changes compound, and how involving your team in goal-setting can unlock new levels of execution and visibility.

As the episode closes, Danielle connects the dots between entrepreneurship and her recent experience running her first marathon, drawing parallels between building endurance, setting the bar, and embracing the messy middle of business growth. Jen wraps up with a powerful reminder: you don't need to fake it—authentic growth comes from knowing your numbers, believing in your brand, and aligning your team around a strategy, not just hustle or luck.

Timestamps & Key Topics:

• 00:00 - Introduction and overview of The Growth Experience Conference

• 02:04 - Meet Danielle Putnam and her background in the trades

• 03:30 - What is The New Flat Rate? Menu pricing explained

• 05:31 - How better pricing systems increase revenue (beyond just tracking costs)

• 06:50 - Stretching your marketing dollars and the connection between sales/ops

• 07:52 - Scripts for upselling ethically and building best friend customer relationships

• 10:25 - Upsells, options, and why customers make surprising choices

• 11:15 - The fear of raising prices, undercharging, and incremental value ladders

• 13:17 - Systems and tools for remarketing and lead follow-up (with tech advice)

• 15:12 - Why automation (not manila folders) should run your remarketing

• 18:38 - Consistency in marketing: planning ahead and the importance of strategy

• 22:57 - Getting out of reaction mode and mapping out your marketing levers

• 28:29 - Leveraging resourcefulness and local alliances for consistent growth

• 33:26 - The value of community, referrals, and Danielle's experience with Women in HVACR

• 37:20 - Danielle's key to growth: always be growing, evaluate and elevate little by little

Meet Your Host: Jen McKee

Jen McKee is the founder of Kee Hart Marketing & Events, specializing in award-winning social media strategies for trade services. With expertise in content creation and personal branding, she helps businesses forge authentic connections with their audiences. As the host of the "Kee to Growth" podcast, Jen simplifies marketing strategies and empowers businesses to thrive. Tune in for actionable insights and inspiring stories to elevate your brand!

Connect with Jen on Facebook: https://www.facebook.com/jennifer.hartman.73/ or LinkedIn: https://www.linkedin.com/in/jen-mckee-72114824/

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Podcast Details

The Kee to Growth Podcast is Powered by: Kee Hart Marketing, the social media company for the trades. Learn more at www.keehartmarketing.com

This episode was produced and brought to you by the Skilled Trades Syndicate @ServiceBusinessMasteryPodcast https://www.servicebusinessmastery.com/