Small Business, Big Growth

Greta Bajrami is the co-founder, CEO and visionare of The Golden Group Difference and the passion that started the idea to seek change within the roofing industry. Golden Group Roofing is an national and local award winning powerhouse roofing company providing local roofing services to both residential and commercial clients in MA. Being awarded a GAF President's Club Master Elite Contractor, a Certainteed Select Shingle Master and A GAF Certified Solar Installer, Golden Group is worth the consideration in your next estimation process.

Top takeaways:

- How motherhood has changed her outlook on career

- The insights into the roofing industry and what it takes to succeed

- Tips on providing value to clients through service

Episode Highlights:

[00:00] Intro to Greta’s background

[03:23] Career over motherhood or motherhood over career 

[04:45] How she enrolled in business administration and I really fell in love with business

[06:25] Experience of really make the customer feel empowered,

[07:25] The first year of owning a roofing business and getting that off the ground

[08:45] How to use the right lens to look through the industry 

[10:53] What can be done differently because of that extreme desire to want to delight the customer

[12:42] Ways to become a leader in the industry

[13:56] Understand your industry that it takes a different level of dedication

[16:43] Skills needed to stay in your own lane and be authentic.

[21:46] Identifying what is your purpose for wanting to be a leader

[27:15] You can't become better because your competitor might have 20 year advantage but you can be unique

[31:16] Realize you are a service provider

[33:04] Don't switch proposals and price modules every week

Stand-Out Quotes:

“I'm a big believer that it's not passion that always leads us to success, sometimes it's skill.”

“And I want people to realize that this is a trillion gazillion dollar industry, where you are welcomed and you can make an incredible living and then you can have a successful career.”

Connect:

https://goldengrouproofing.com/

https://www.instagram.com/goldengrouproofing/

https://www.facebook.com/GoldenGroupConstruction/

Michael O'Connell is truly passionate about business development and always eager to connect with other entrepreneurs and sales professionals. He is always interested in hearing from former colleagues, managers, or just interesting creative folks. 

Accomplished sales and management professional with a solid track record in sales, product representation, product positions, and new business development. Skilled in maintaining integrity, strength, and a strong public image. Equally strong qualifications in general management and organizational development.

Top takeaways:

- Defining your hustle and being self-aware

- How to get great financing for your business

- Going forward in life and connecting with others through networking

Episode Highlights:

[00:00] Intro to Michael’s background

[03:23] How he turned that business model into a ground sky's franchise

[04:45] Reaction when hearing other sales guys be wildly successful 

[06:25] Experience of getting picked up as a regional sales manager for service finance company

[07:25] Financing in the home improvement industry

[08:45] How to leverage financing in a sales conversation

[10:53] Use the bank's money vs an affordable monthly payment with less risk

[12:42] Knowing your customer, knowing your client

[13:56] Truly know commissions, your marketing, your overheads.

[16:43] Skills needed to run the business for long term

[19:46] Identifying what is your purpose for wanting to be a leader

[22:15] Why he decided to advertise that free roof inspection,

[34:16] Methods to cut back on employees when needed

[47:04] The need to talk longterm affordability

[50:13] It's okay to call out a promotion offer, but also offer a monthly installment operation.

[53:29] Benefits to the contractor as a credit card company

[56:29] Advantage when everything's done electronically it's instant approvals

Stand-Out Quotes:

“Birds of a feather flock together. I'm a firm believer that entrepreneurs who want to grow their business, seek out other entrepreneurs who want to grow for their business.”

“what we're seeing with, with homeowners in America is that all politics aside there's been an economic shift as far as income versus previous generations. And so we're seeing the savings accounts be less and less.”

Connect:

https://www.linkedin.com/in/michaeloconnellsells/

Tim Bollinger is the CEO of MVE Group which delivers quality electrical, energy, and security solutions to meet the unique needs of its customers (businesses, government agencies, and homeowners). 

They attribute success to small business roots, where hard work, unique skills, and the creative ideas of their staff have allowed them to develop long-lasting relationships with satisfied customers. 

The company began in 1973 as Meadow Valley Electric, an electrical contracting firm, and has grown to include ESCO (1984) commercial and home security and fire protection systems; KWReduction (1999) energy-saving lighting solutions; and MVE Solar (2009) solar PV systems. In 2011, the companies united under a single corporation, MVE Group, and their employees became employee-owners through an Employee Stock Ownership Plan (ESOP).

Top takeaways:

- Defining and developing servant leadership

- How to construct a team that works together from the start

- Going forward with biblical values

Episode Highlights:

[00:00] Intro to Tim’s background

[03:23] Learning to work together as a team while making transitions

[04:45] Servant leadership from a biblical standpoint

[06:25] How he devoured tons of business books

[07:25] Tips on learning leadership through self-study

[08:45] How to overcome difficult times in business

[10:53] Ways to pushing the core values out there

[12:42] Freedom to make mistakes.

[13:56] Applying faith foundation that helped

[16:43] Skills needed to run the business for long term

[19:46] Identifying what is your purpose for wanting to be a leader

[22:15] Why he decided to go to a more traditional model

[24:16] Methods to cut back on employees when needed

[27:04] Understand the need for leadership potential within that structure

Stand-Out Quotes:

“Servant leadership is really putting my employees first. And one of our mantras within our core values is after each of the areas we say, do not make the bottom line the most important thing.” [08:19]

“My life verse is Galatians 2:20 I've been crucified with Christ. I no longer live, but Christ lives in me and the life that I now live, I live by faith in the son of God. And so, you know, as a surrendered child of God “ [12:23]

Connect:

https://www.mvegroup.com/

https://www.linkedin.com/in/tim-bollinger-06347514/

Growing up on a farm, when Sam Martin decided to go all-in selling residential and commercial roofing with no previous sales experience, he never anticipated achieving the kind of success that could change his financial future—let alone give him the tools
to empower others to do the same.

Today, as the CEO of Winner Circle, he’s working to guide other
young people to follow in his footsteps and become six-figure
earners.

Listen in to hear how he built a successful career in roofing sales straight out of high school. Get his insights that he’s picked up along the way about hard work, taking action, and developing perseverance. Also, hear his unique perspective on creating a
culture in your own business that will attract the right kind of talent.


Top Takeaways:
○ How Sam Martin built a six-figure income while in sales.
○ The work he’s doing today to teach others to do the same.


Episode Highlights:
• [00:11] Meet Sam Martin
• [00:59] Growing up on a farm in search of opportunity
• [02:24] Finding his way to the roofing industry
• [03:04] Getting started in sales
• [04:43] Implementing standards of operation
• [05:42] Habits he had to teach himself
• [07:57] Finding momentum with roofing sales
• [09:27] His most satisfying sales experience
• [11:57] Low moments and highlights
• [14:05] His purpose in life and overarching goals
• [15:26] Helping others and keeping motivated along the way
• [18:49] Discipline and creating consistent focus
• [20:10] Staying persistent and staying true to his dream
• [21:57] Breeding a healthy culture that attracts talent
• [25:34] Founding Winner’s Circle Training
• [31:27] Contacting Sam Martin
• [32:08] Outro


Stand-Out Quotes:
∙ “Once you hit that level, you start to realize that there is more to life
than money and that money is just a tool to be able to go out and do
bigger things and to be able to help more people and give back.” -Sam
Martin [15:01]

∙ "The results that you're getting today are a delayed indicator of the
efforts, the actions, the results that you did 3-months ago, 6-months
ago, a year ago. Oftentimes you don't really see those results until down
the road.” -Sam Martin [19:27]

∙ “Action leads to insight more often than insight leads to action...So
many people are sitting on the sidelines waiting to figure it out, trying
to figure it out. Trying to get all the right tools, the right info so that
when they do it it's gonna be great when in reality, you just have to take
action in the direction of it and be able to fail quickly and fail forward
and that's what's going to lead you to more insight.” -Sam Martin [21:10]


Resources Mentioned:
• Winner’s Circle Training
• Boost Point


Connect:
Find | Sam Beiler
At boostpoint.com
On Instagram:@sam_beiler
On Twitter: @sambeiler

Find | Sam Martin
At winnerscircletraining.com
On Instagram: @sammartinsuccess
On Facebook: @sam martin

Ryan Groth is the CEO of Sales Transformation Group where he helps companies build healthy organizations for growth-minded contractors that really want to win in the long game. In this episode, they talk about how to have a consultative sales process, focused on valuable relationships. Ryan also shares on how to teach your team how to ask the right questions to get your clients' to pay more for your work

Top takeaways:

- Gain the right mindset

- Have a scalable, repeatable program

- Have a predictable enough pipeline to develop and train more salesperson

Episode Highlights:

[00:00] Intro

[03:23] Meet Ryan Groth 

[04:45] How Ryan build a sales organization based on relationships

[06:25] Importance of core values and philosophy in life

[07:25] Tips on growing strong, healthy sales organizations

[08:45] How to be known as the brand who services clients the best

[10:53] Ways to establish local presence

[12:42] Being intentional about the right business model

[13:56] Applying special skillset and a commitment level

[16:43] Creating brand awareness via word of mouth

[22:15] On building healthy sales system for an organization

[24:16] Methods to give sales team the milestones

[27:04] Understand that everyone has a need for approval

[29:46] Identifying any limiting beliefs holding back their potential

[31:25] How to motivate, inspire action and hold people accountable

[33:23] Building rapport with your salespeople 

[36:29] Practical ways to staying connected as a sales leader 

[39:11] Things in common you when get under the hood of successful individuals

Stand-Out Quotes:

“Networking is still alive, whether it's social or you know, locally sales reps who are relational, those close at a much higher rate, you know, closing a deal. That's a referral that's generated. “ [16:23]

“I want to create sales athletes and sales humans, not sales robots. So when I say, let's sell the process, I don't want to build a script with mechanics that say do this or else.” [22:19]

Connect:

https://training.salestransformationgroup.com/quiz

https://www.linkedin.com/in/grothryan/

Topics Discussed and Key Points:

●      Why Malachi chose to start a marketing business

●      How Malachi ended up partially owning a roofing company

●      Best practices for putting together a marketing strategy as a roofing company

●      Crafting an Unique Selling Proposition

●      Choosing appropriate marketing channels for your specific business

●      Traditional versus digital ads

●      Proving ROI via Brand Awareness

●      The best way to spend $5000 on marketing in a single month

●      How to build an effective sales team

●      The differences between a marketing-driven and a sales-driven company

Episode Summary:

Today on Small Business, Big Growth, Sam speaks with Malachi Makin, the owner of Professional Choice Network, which helps contractors grow by providing them quality leads and marketing systems to grow their business. Malachi also recently launched ProChoice Roofing, a Florida-based roofing company.

With over four years of marketing experience under his belt, Malachi reflects on the unusual path that led him to where he is today. Prior to founding Professional Choice Network, Malachi managed operations at a private gym. Feeling unfulfilled at that point in his career, he decided that marketing was his best option to pay it forward. He found a business partner with a large clientele in the roofing industry, who practically handed Malachi the opportunity to start a business serving this particular segment.

Beyond being a service provider, Malachi sought to become a partner to those he did business with. To this end, he makes it a point to put himself firmly in his clients’ shoes in order to provide the best marketing solutions that will maximize their respective ROIs. He places heavy emphasis on brand awareness, explaining that building an audience essentially equates to increasing returns.

During his solopreneur days, Malachi depended purely on the tried-and-true lead generation method that is cold calling. Upon realizing that he needed to find a way to scale, he put systems in place to leverage his time and greatly expand his network all the while. This led him to find a partner who offered Malachi partial ownership of his roofing company in exchange for his expertise in lead generation.

Adding to the success of ProChoice Roofing is Malachi’s understanding of the necessity of marketing and how it can contribute to exponential cash flow if the right investments are made. “Your objective is not to sell a roof,” says Malachi. Instead of advertising the features of the shingles that your company specializes in, it is infinitely better to expose homeowners’ fears of potentially losing more money in the future if they do not invest in better roofing today.

By creating that sense of urgency, you do not have to “sell” because they will have already “bought-in”. Specifically, they go to you because they do not see services for their roof—they see solutions to their problems.

Starting a commission-based career in any industry can be unnerving. But for Ken Stoltzfus, thanks to some financial prep and strategic planning, his new role in roofing sales is off to a promising start.

Listen in to hear why Ken decided to pursue a career in roofing and how he’s adjusting his plans in response to the COVID-19 pandemic. As a salesperson, he talks about what he looks for in company culture and the driving force behind his motivation to sell. Hear the steps he took to prepare for a safe career change. He shares just what it was that made roofing sales the right fit for him and what he’s looking forward to most about the challenge ahead.

Top Takeaways:
○ What makes a roofing sales career appealing.
○ How Ken Stoltzfus is preparing for a high earning job in roofing
sales and repairs.
○ How he chose the right roofing company to work for.

Episode Highlights:
• [00:00] Intro
• [00:14] Meet Ken Stoltzfus
• [01:48] Committing to roofing sales
• [04:03] His research process
• [05:49] The training experience
• [07:26] Why roofing?
• [10:09] His 4-week plan to get to 19-contacts a week
• [11:27] How he stays motivated
• [14:54] Deciding what company to work for
• [17:24] Ken's definition of success
• [18:50] Preparing for a 100% commission based role
• [21:31] What his success will be based on
• [24:35] His biggest fear heading into roofing sales
• [25:23] What he's most excited about
• [26:30] Outro

Stand-Out Quotes:
∙ “One of the things that I think is super important is, never work for a
company that you wouldn't sell that [company's product] to your
grandmother. So, if I can't be confident that yes, they're going to do the
job for my grandmother's roof- I don't want to sell it to anybody. -Ken
Stoltzfus [22:00]

∙ “I get to eat what I kill. I've been the killer for a while but didn't always
get to eat what I've killed and I'm really excited about the fact that I'm
gonna be able to have commissions and I'm gonna be able to benefit
directly from the effort, I put in.” -Ken Stoltzfus [26:15]

Resources Mentioned:
• Boostpoint

Connect:
Find | Sam Beiler
At boostpoint.com
On Instagram:@sam_beiler
On Twitter: @sambeiler

Find | Ken Stoltzfus
At theexteriorcompany.com

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Facebook ads can help boost lead generation for any business.
When you’re a small, home service business, that boost becomes
all the more important. So, where do you start? And once you’re
up and running, how can you tell you’re running in the right
direction?

Today, Small Business Big Growth host and Boostpoint CEO, Sam
Beiler breaks down the Facebook ad process. Learn how you can
tweak your approach and start promoting your home service
business in the most effective way possible.

Sam shares how you can get strategic about your use of photos, video, and text as well
as what you need to think about when it comes to targeting.
Find out the metrics that matter most when it comes to your ROI
and how to figure out what platforms are deserving of your
advertising dollars. Also, learn how the Boostpoint platform can
help you to generate leads painlessly.


Top Takeaways:
○ Tips and tricks for using Facebook ads as a small business owner.
○ How home service businesses can leverage their unique business
and clients for ads.
○ How Boost Point can help to advertise your business on
Facebook.


Episode Highlights:
• [00:00] Intro
• [00:13] How to grow with Facebook ads
• [00:51] The story behind Boostpoint
• [02:03] Pros and cons of Facebook ads
• [07:38] How to make it work for small home service businesses
• [08:24] Targeting the right audience
• [10:49] Photos and the importance of depicting human emotion
• [11:49] Videos why typical promo videos don't work well
• [15:31] Defining campaign objectives
• [17:31] Ad text and lead generation
• [20:28] Using customer stories
• [21:19] Converting traffic into leads
• [24:43] ROI expectations and knowing where to invest
• [29:51] Branding and referrals
• [30:34] How to get started
• [31:00] #1 DIY using the Facebook ad manager
• [32:37] #2 Using an advertising/marketing agency
• [34:26] #3 Using the Boostpoint platform
• [35:29] Outro


Stand-Out Quotes:
∙ “Put this effort into your various lead generation channels and this will
really help you to determine which ones are working... If you do this
math correctly... it'll give a lot of insight into where you should be
spending your advertising dollars.” -Sam Beiler [26:24]


Find | Sam Beiler
At boostpoint.com
On Instagram:@sam_beiler
On Twitter: @sambeiler

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Josh Jerge didn’t always have things easy growing up. However,
the financial struggles of his youth and the examples set by his
hardworking family, are responsible for where he is today—
founder and CEO of SmartRoof, a multimillion-dollar roofing
company.

Transitioning from venture to venture, Josh eventually found a
sweet spot with roofing that has allowed him to achieve financial
stability and provide support for his family. Hear what he has done
to create a flexible company that is weathering the storm of a
pandemic with positivity and generosity.


Josh shares why setting ambitious goals is part of what sets
SmartRoofs apart and the role community and culture play in
keeping them ahead of the curve. Sitting down with the Small
Business Big Growth podcast, he opens up about his personal
journey as an entrepreneur and what's responsible for his
unshakable positivity during uncertain times.

Top Takeaways:
○ The story behind SmartRoof and founder Josh Jerge.
○ How their approach to culture is helping them thrive.
○ What is keeping them positive and productive during the
COVID-19 pandemic.

Episode Highlights:
• [00:00] Intro
• [00:57] Meet Josh Jerge of SmartRoof
• [01:30] Growing up with an entrepreneurial spirit
• [03:35] Failing forward and getting started in roofing sales
• [07:25] Leaving sales to start his own roofing business
• [09:13] Surpassing the goal of $500k his first year
• [10:22] His companies motto of impacting, innovating and improving
• [12:07] What SmartRoof is doing in communities
• [13:31] Developing the culture and learning from the mistakes of others
• [16:47] Setting high goals and bolster sales
• [19:01] Attracting talent and building a winning team
• [20:44] Finding success during times of adversity
• [25:02] Why his outlook remains positive during the COVID-19
pandemic
• [28:44] The vision he has for his company
• [30:48] Finding Josh and SmartRoofs
• [31:19] Outro

Stand-Out Quotes:
∙ “Why isn't anybody asking what do I need to avoid? You wanna learn
from other people's mistakes if you can, that's a shortcut... That's why
you need a mentor. Learn from what they did wrong, don't learn from
your own mistakes if you can help it -Josh Jerge [16:33]

∙ “It's not accepting mediocrity... it's challenging each other to be the
best version of ourselves that we can be and setting goals that
sometimes may seem unrealistic... That is ingrained in our culture.
Amazing job yesterday, how can you be even better today?” -Josh Jerge
[18:11]


Resources Mentioned:
• SmartRoof
• Mastering The Rockefeller Habits
• Boostpoint

Connect:

Find | Sam Beiler
At boostpoint.com
On Instagram:@sam_beiler
On Twitter: @sambeiler

Find | Josh Jerge
At smartroofinc.com
On Instagram: @joshjergens


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When you're a small or local business your website can be an
enormous asset— if you’re careful.

Today, Adam Grim of Sparrow Websites breaks down the formula
to a winning website. He shares the elements you need to be
mindful of when looking to create an SEO optimized, lead
generating site for your small business. With an extensive
background in marketing, Adam and his partners have worked
with over 500 clients on website development, management and
hosting.

Listen in for his valuable advice on creating the kind of digital
presence you need to compete. Get his recommendations for
creating clear messaging, copywriting and more. Find out which
route you should take when it comes to doing things yourself as
Adam offers a roadmap for every budget.

Top Takeaways:
○ Why websites are so important for small and local businesses.
○ Advice from Adam Grim of Sparrow Websites.
○ Tips and tricks for creating an effective website.

Episode Highlights:
• [01:32] Meet Adam Grim
• [02:01] The purpose of having a website as a local business
• [02:53] 500 websites and other hosting and managing work
• [03:20] How Adam got his marketing start
• [04:52] The dream behind Sparrow Websites in 2016
• [06:47] Working with small businesses
• [08:54] The makings of a good website
• [09:56] Map out your customer journey
• [12:55] Finding success in the follow-up process
• [17:02] The importance of clear messaging
• [22:05] Getting strategic about website layouts
• [24:59] The importance of copy on a website
• [30:53] Copywriting and Facebook ad tips
• [33:58] Tips for creating a good website
• [35:46] Google rankings and speed preferences
• [38:16] Security certificates
• [40:04] Considering your budget: DIY or hiring out
• [43:43] Sparrow Websites Launch Kit
• [44:48] Tips for finding an agency
• [47:57] How Sparrow Websites is serving their clients
• [49:49] Collaborating with business owners
• [53:34] Outro

Stand-Out Quotes:
∙ “A website should not be something that you as the business owner
really love as much as it needs to be something that your client falls in
love with and it makes your client fall in love with you.” -Adam Grim
[09:12]

∙ "This is a great time right now as things are a little slow for some
people, to bring some new life to their website. Take that opportunity
and run with it.” -Adam Grim [54:01]

Resources Mentioned:
• Sparrow Websites
• Boostpoint
• Building a StoryBrand
• They Ask You Answer
• Hubspot
• Calendly

Connect:
Find | Sam Beiler
At boostpoint.com
On Instagram:@sam_beiler
On Twitter: @sambeiler

Find | Adam Grim
At sparrowwebsites.com
On Instagram: @sparrowwebsites

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