Q&A - Charging For Qutes From: Dave at David Ferrari Constructions Expert: Adrian Fadini from Trained to Sell Overview

David sent in an email asking if we might be able to record a podcast on how to go about charging for quotes. He is a builder and he currently spends a lot of his time stuck in his office, working on intricate quotes for potential clients. The problem is that when Dave does a quote, he goes into a lot of detail, including things like material lists, hour breakdowns, etc.

Often when he loses a job for one reason or another, he has not only lost his time (which he has not charged for), he is also equipping the owner and potentially competing companies with a detailed list of what needs to be done.

To help me answer this question, I have called on sales guru, Adrian from Trained To Sell once again, as I know he is fresh in everyone's mind after the previous series. We put our minds together in this episode and I believe we have come up with a great strategy for Dave. It involves some 'repackaging' of his quoting process, in a way that he can effectively turn it into a product.

Let us know you think that might work. Also, if you have any cleaver ways of charging for a quote, I'd love to hear it.

 

See omnystudio.com/listener for privacy information.

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Have you ever actually worked out what your hourly rate is? Series: Selling With Confidence. Cohost: Adrian Fadini from Trained to Sell Selling With Confidence Overview.

Sales is NOT a dirty word! This is part three of the Selling With Confidence series, named Selling To The Right Customers, with Adrian Fadini from Trained to Sell.

As a former plumber himself, Adrian has a very unique approach to sales. Adrian founded and sold a Sydney based maintenance plumbing company, named Plumber To The Rescue and since he left that company, he has been able to focus on his true passion of sales.

To hear more about Adrian's story, go and check out episode TSS059.

In this series, I have asked Adrian to enlighten us with some of his knowledge and teachings relating to sales within the trades. I hear a lot of people tell me they don't like selling, or they don't know how to sell correctly, however every trade based organisation on the planet is in the business of sales, so being 'good at it', or 'not liking it' is of little relevance.

We all need to get over our fear of selling. As Adrian says, "selling is about providing a solution to a problem". This series of podcasts are coming from a man that has certainly been in the trenches as a tradesman. Adrian managed to achieve in his plumbing business, what most business owners only dream of one day being able to do. Building a business that can be acquired.

Episode 3, Selling To The Right Customers In the last podcast, we spoke about finding the right customers and in this podcast, we dive into how to sell to the right customers.

Adrian went down that path himself back when he was running 'Plumber To The Rescue' and he confirms the turning point for his business was when he was able to re-position himself, so that he targeted a different audience.

"It's okay to turn away work", Adrian says.

Understanding who you want to be serving is a valuable revelation as it allows you to not only position yourself a certain way, it also allows you to focus on serving that market with your full attention. You don't need to be everything to everyone. Often by doing so, you'll end up being nothing to anyone.

Sit down and work out who it is you want to be working for and then form a strategy around making that happen. if you don't know what it is you want however, then it's nearly impossible to work towards it.

Episode 1 - Knowing your hourly rate.Episode 2 - Finding the right customers.

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Have you ever actually worked out what your hourly rate is? Series: Selling With Confidence. Cohost: Adrian Fadini from Trained to Sell Selling With Confidence Overview.

Sales is NOT a dirty word!

This is part one of the Selling With Confidence series, named Knowing Your Hourly Rate, with Adrian Fadini from Trained to Sell. As a former plumber himself, Adrian has a very unique approach to sales. Adrian founded and sold a Sydney based maintenance plumbing company, named Plumber To The Rescue and since he left that company, he has been able to focus on his true passion of sales. To hear more about Adrian's story, go and check out episode TSS059.

In this series, I have asked Adrian to enlighten us with some of his knowledge and teachings relating to sales within the trades. I hear a lot of people tell me they don't like selling, or they don't know how to sell correctly, however every trade based organisation on the planet is in the business of sales, so being 'good at it', or 'not liking it' is of little relevance.

We all need to get over our fear of selling. As Adrian says, "selling is about providing a solution to a problem". This series of podcasts are coming from a man that has certainly been in the trenches as a tradesman. Adrian managed to achieve in his plumbing business, what most business owners only dream of one day being able to do. Building a business that can be acquired.

Episode 2, Finding The Right Customers

I'll admit that it took me a good couple of years to find my ideal customer. When we start out in business, we don't always have the luxury of turning away work, so we tend to take whatever comes our way. As our business matures however, we get a better feel for the type of work that we want to be doing and also the type of customers that we want to be working with.

Finding the right customer is more of a journey, than a destination. Things change, we change, business changes and as a result, so do the variable that influence us.

In this podcast, Adrian talks about the factors that we need to consider when we're trying to find the right customers. For you it might mean finding more of the customers similar to the ones you have, or it could mean looking for a completely different customer avatar. Either way, it's a worthy exercise, so enjoy.

 

Episode 1 - Knowing your hourly rate.

 

See omnystudio.com/listener for privacy information.

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Have you ever actually worked out what your hourly rate is? Series: Selling With Confidence. Cohost: Adrian Fadini from Trained to Sell Selling With Confidence Overview.

Sales is NOT a dirty word!

This is part one of the Selling With Confidence series, named Knowing Your Hourly Rate, with Adrian Fadini from Trained to Sell. As a former plumber himself, Adrian has a very unique approach to sales. Adrian founded and sold a Sydney based maintenance plumbing company, named Plumber To The Rescue and since he left that company, he has been able to focus on his true passion of sales. To hear more about Adrian's story, go and check out episode TSS059.

In this series, I have asked Adrian to enlighten us with some of his knowledge and teachings relating to sales within the trades. I hear a lot of people tell me they don't like selling, or they don't know how to sell correctly, however every trade based organisation on the planet is in the business of sales, so being 'good at it', or 'not liking it' is of little relevance.

We all need to get over our fear of selling. As Adrian says, "selling is about providing a solution to a problem". This series of podcasts are coming from a man that has certainly been in the trenches as a tradesman. Adrian managed to achieve in his plumbing business, what most business owners only dream of one day being able to do. Building a business that can be acquired.

Episode 1, Knowing Your Hourly Rate

What are you worth? No I mean, what are you actually worth? Have you ever actually sat down and worked out what you hourly rate needs to be in order for you to make money?

It's really simple to start a business and think that by charging less than your competitors, you're cleverly outsmarting the rest of the market, however the reality is far more confronting. The majority of business today do not succeed due to the fact that they are not charging the right amounts of money. It might feel like they do, however once they dive in and look at the numbers, at the end of the day their often losing money.

Understanding your true overheads is paramount in the success of any business. If you're out there charging $80/hr, are you taking into consideration things like:

• Office expenses
• Tools
• Vehicle costs
• Staff
• Insurances
• Phone and internet
• Marketing
• Travel time, etc.

In this awesome podcast, Adrian breaks down the hourly rate barrier and pitches it perfectly towards tradies and contractors. Coming from that background himself, he knows how to make it very relatable and applicable.

Enjoy episode one and leave us some comments if you l

Your Next Step:

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Series: Why most family businesses DON'T work. Cohost: Al Levi from Appleseed Business Series Overview.

Al Levi, author of 'The 7 Power Contractor' returns to the microphone once again to invest his time and knowledge into educating us all about the vast business knowledge he has acquired over the years. Al has been an amazing asset to The Site Shed podcast, already appearing in the following episodes, which you should definitely go check out.

We get to learn about about Al and his background as a plumber in New York City in this podcast. Episode 46. From A-B with Al Levi

The 'Powering Your Business' Series offers an amazing insight into three of the seven specific areas of business that Al teaches in his book, 'The 7 Power Contractor'. Episode 56. Planning PowerEpisode 57. Operating PowerEpisode 58. Staffing Power

In this series, Al is teaching us all about family business and why so few of them work out. Al grew up working in a family business with his Dad and his two older brothers in Long island, New York and like any family run business, he experienced problems. It was these experiences that led him to develop amazing processes around making family businesses run optimally. This is first hand knowledge, from a very experienced expert.

Episode 3. Who's steering the ship?

In the first two episodes, we discussed the importance of both creating an organisational chart and then defining the roles of everyone within the organisation.

In this episode, Al talks about the importance of everybody understanding what direction the ship is heading in. If employees and family by into the same goal, then they're all on board in working towards that goal, however if there is a one person making that decision, then it's likely that everyone else will not share the same passion towards achieving that goal.

Al is a master at communicating to every person the significance of what they do in the bigger picture. By doing this effectively, he's able to build a culture rich with accountability and drive. 

Check out episode one on setting an Org Chart.Check out episode two on Defining Roles.

See omnystudio.com/listener for privacy information.

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Series: Why most family businesses DON'T work. Cohost: Al Levi from Appleseed Business Series Overview.

Al Levi, author of 'The 7 Power Contractor' returns to the microphone once again to invest his time and knowledge into educating us all about the vast business knowledge he has acquired over the years. Al has been an amazing asset to The Site Shed podcast, already appearing in the following episodes, which you should definitely go check out.

We get to learn about about Al and his background as a plumber in New York City in this podcast. Episode 46. From A-B with Al Levi

The 'Powering Your Business' Series offers an amazing insight into three of the seven specific areas of business that Al teaches in his book, 'The 7 Power Contractor'. Episode 56. Planning PowerEpisode 57. Operating PowerEpisode 58. Staffing Power

In this series, Al is teaching us all about family business and why so few of them work out. Al grew up working in a family business with his Dad and his two older brothers in Long island, New York and like any family run business, he experienced problems. It was these experiences that led him to develop amazing processes around making family businesses run optimally. This is first hand knowledge, from a very experienced expert.

Episode 2. Defining roles in your family business.

In a scenario where you have multiple family members working in the same business, it's critical that everyone knows what their job is. Defining roles and allocating them to specific family members, or employees for that matter is a concise way of making sure that there is no crossover with work that is getting done, while at the same time making sure that everyone is accountable for specific tasks.

For example, if you have someone that is good with numbers, then it makes sense for them to manage account related tasks. While if you have someone that is excellent with people, then it probably makes sense for that person to be in charge of customers service and sales.

Problems arise, when there is a lack of communication in the space of who does what and who is responsible for what. By defining those roles and applying them to the different areas of the Org Chart that we spoke about in the last episode, there is little confusion.

 

Check out episode one on setting an Org Chart.

See

Your Next Step:

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This coming Saturday, the second of July, 2016 there is a federal election in Australia.

Every Australian over the age of 18 is obligated by law to vote however there is a lot of us that don't really understand what we are actually voting for.

In this podcast, I have asked Michaela from The Tradies Business Show to join me on Toolbox Talks, so that she can share with our listeners her insight on the upcoming election.

Michaela is a self confessed 'political nerd' and not only does she follow it like a hawk, she also absolutely loves it. I, on the other hand, have no idea when it comes to politics, however I do appreciate it's importance and also the importance of our votes when it comes to an election. We all have to do it, so I think it's valuable that we do it in a way that makes our votes count.

Too many scenarios occur, where people are either guessing, not voting at all, or voting for someone, not understanding that that vote actually goes to another party.

In this podcast, Michaela fills us in (generally) on what the two major parties represent and she also has sound sound advice as to how to go about choosing who it is that you want to vote for.

If you're like me and you're not politically minded, hopefully this podcast sheds some light on what is for a lot of us, a typically confusing and inconvenient event.

I know for myself, if it was clearer to me what it is that the various parties represented, it would make voting a lot easier, so I'm hoping this podcast arms you with the knowledge to make your vote count.

See omnystudio.com/listener for privacy information.

Your Next Step:

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Series: Why most family businesses DON'T work. Cohost: Al Levi from Appleseed Business Series Overview.

Al Levi, author of 'The 7 Power Contractor' returns to the microphone once again to invest his time and knowledge into educating us all about the vast business knowledge he has acquired over the years. Al has been an amazing asset to The Site Shed podcast, already appearing in the following episodes, which you should definitely go check out.

We get to learn about about Al and his background as a plumber in New York City in this podcast. Episode 46. From A-B with Al Levi

The 'Powering Your Business' Series offers an amazing insight into three of the seven specific areas of business that Al teaches in his book, 'The 7 Power Contractor'. Episode 56. Planning PowerEpisode 57. Operating PowerEpisode 58. Staffing Power

In this series, Al is teaching us all about family business and why so few of them work out. Al grew up working in a family business with his Dad and his two older brothers in Long island, New York and like any family run business, he experienced problems. It was these experiences that led him to develop amazing processes around making family businesses run optimally.  This is first hand knowledge, from a very experienced expert.

Episode 1. Org Charts (Organisational Charts)

Having an Org Chart (Organisational Chart) in your business provides clarity around what everyone needs to be focussing on to help the business move forward to reach it's goals.

In this podcast, Al talks about back when he was working in his family business with his brothers, there were many scenarios where more than one person was doing exactly the same task because they thought it was their role. By communicating what each individual was responsible for and in what specific area of the business, Al was able to make the business far more efficient and far more profitable.

Interestingly, Al believes that every business of every size needs to have an organisational charts implemented, even if it's just a single man band because as the business grows, it makes it clear, what roles someone needs to fill.

 

See omnystudio.com/listener for privacy information.

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Author, world renowned heating expert, husband, father & grandfather – Dan Holohan. Fair to say that Dan Holohan is a qualified ‘expert’ when it comes to heating. Living in Long Island, New York, Dan has had an impressive journey.

Following in the footsteps of his father, Dan entered the world of heating when he came to a cross road in his life. Like many of us, he was unsure what to make a career out of, however his Dad left an impressionable thought with him.

“Dan, get into heating, because wherever there’s snow, there’s going to be a need for heating”.

It’s funny how small things and passing comments can have such a life changing impact on us. I myself probably would never have become a plumber if I hadn’t of mentioned my interest to the mechanic at the garage station I was working at when I was 17. That comment in passing inspired him get on the phone and get me a meeting with the boss of the plumbing company that his brother worked for. Next minute I was serving a plumbing apprenticeship.

Where Dan’s story is extraordinary is in the space of his vision.

Dan was working with heating systems in New York that were hundreds of years old and all of the people that knew how to operate and maintain them were checking out…permanently. With limited people who were armed with the knowledge of how to work on these systems, Dan started researching. The more problems he’d discover, the more research he’s have to do and before long, he was becoming the go-to man for heating information.

Wanting to document his findings so that his knowledge could be passed down, Dan started writing a book. However in order to get the book published he needed to come up with a huge sum of money which he didn’t have. His Friend Al Levi (who you may remember from episodes 46, 56, 57 & 58) loaned him the money in good faith to get going and the rest is history.

Dan Holohan, the internet wizz

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It's not easy to stand out in a competitive market and it doesn't get much more competitive than being a maintenance plumber in Sydney.

In this podcast you'll get to meet plumber turned sales training guru, Adrian Fadini as we learn about his journey from running a successful plumbing company, through to when he was acquired and then into what he does today with his company Trained To Sell.

Adrian is a true 'guerrilla marketer' and you'll be amazed to learn about some of the amazing things he's done in the past to build a brand, grow a reputation and stand out against the competition.

See omnystudio.com/listener for privacy information.

Your Next Step:

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