Tile Money

This is the full hour-long episode I recorded with Ron Nash where we discuss counter-tactics to common negotiation strategies, this is Defence Against the Dark Arts! See the timestamps below with the tactic names.

People buy outcomes, not features, remember this when you are selling and negotiating.

You are selling outcomes!

Say it with me,

“I sell beautiful tile installations that last a lifetime”

This episode of Tile Money is brought to you by the National Tile Contractors Association and Sponsored by Laticrete International.

https://laticrete.com/

https://www.tile-assn.com/#

This interview with Adam Wilson, owner of Icon Tile out of Sacramento is on fire!

Adam brings tons of value bombs during the interview!

Learn how he came back stronger and better after the recession and how he continues to provide massive value for the general contractors he works for.

Members of the NTCA have expressed their interest in the association offering benefits programs such as 401K, dental, vision and health insurance.

Effective August, 2019, NTCA is very pleased to offer a comprehensive, high quality benefits platform to members in good standing.

This is a great tool for recruiting new talent to your company.

You can elect medical, dental, vision, life and disability benefits as well as supplemental benefits and Lifestyle products. There are no eligibility restrictions or minimum participation.

Go to www.tile-assn.com for information on the NTCA Sponsored Health, Life, Dental Programs and more.

For more information join the Webinar Sept. 11 2019 This webinar does not require registration.

Click JOIN THE WEBINAR to join from your computer, tablet or smartphone.

https://global.gotomeeting.com/join/380791397

https://www.pon.harvard.edu/faculty/daniel-shapiro/

Review of Tile Money

Shawn Lord:

“I absolutely love what your doing for the tile industry and especially for tile guys like myself who get caught up in the game of business. But know in the back of ours minds that the work is what shows in the end.  thank you”

In this episode, Ben Santos and I talk about Google My Business and getting reviews.

Here are a few of the topics we covered.

*Getting Started; go to www.google.com/business

*The similarities between Google my Business and FB. Post Often!

*Making quick videos right inside the app.

*Doing your own market research to know what to talk about. Target Your Customers!

*The difference between Google Reviews and Yelp

*Reviews are “Social Proof”

*“Emotional Bank Account” Make a practice to do little nice things for your customers, this adds up and results in being willing to take the time to write a review for you.

*Follow up for that review! Ask for a 5-star google review. 

*

**14:05 Manufacturer News sponsored by Laticrete.

Check it out! We have a live in person event happening in Minneapolis MN Sept. 26th 2019.

If you want us to come to your city, let us know!

*

**38:28 Tile Money Tip, Negotiating over the Phone, when to and when not to.

“Appeal to a higher authority” 

People don't buy Features, they invest in Outcomes.

**Tile Money Tips are sponsored by Laticrete.

*

This episode of Tile Money is brought to you by the National Tile Contractors Association and Sponsored by Laticrete International.

*

https://laticrete.com/

*

https://www.tile-assn.com/#

Ben and I discuss the Power and Importance of YouTube for your Tile Installation Business.

We recently spent some time together to plan some content and put some great things in motion for Tile Contractors who want to grow a profitable business. We also enjoyed some downtime hiking up Mt Lassen and Ben got to see some of Northern CA.

5:10 Industry News sponsored by the NTCA 

The National Tile Contractors Association is proud to announce that after several years of content development and application procedures, it has received formal acceptance into the National Apprenticeship System from the U.S. Department of Labor. The NTCA Apprenticeship Guidelines can now be used by NTCA Members to recruit new workers into their company, as it combines field experience with online learning through NTCA University as well as designated classroom training, and can be managed by all levels of membership, from one apprentice through multiple students at any one time.  

For more information on this program contact Becky Serbin, NTCA Education and Curriculum Director, at [email protected] 

6:31 The Importance of creating local business content on YouTube

8:10 Choosing a title for your video

9:20 Importance of keywords and easy keyword app

11:05 How to edit your video

15:00 Power of a website and vetting customers

18:27 Optimization of Video

22:35 1 minute videos for Google My Business Profile

23:40 Quickest way to get started

25:30 “The Great Equalizer”

27:52 Tile Money Tip “The What IF” Sponsored by Laticrete International

This episode of Tile Money is brought to you by the National Tile Contractors Association and Sponsored by Laticrete International.

https://laticrete.com/

https://www.tile-assn.com/#

Episode #59 

In today’s episode I talk to you about confidence and its importance to you the business owner!

Confidence is believing in your product, your abilities and what you are selling. 

You sell with Influence which comes from Confidence.

Don’t make the Mistake of Trying to Convince people to Believe what you’re Saying.

True Influence is when People believe that You Believe What you’re saying is True!

In Episode #58 for the Industry News I talked to you about the Dangers of Silica and how NTCA has their Online University set up to train your employees on subjects like this.

Today I want to elaborate on this because Laticrete is Leading the Pack in Manufacturers when it comes to dealing with this problem.

“Laticrete has been working diligently for years on the health and safety aspects of our bagged products.

We’ve hired an independent industrial hygienist to evaluate key skus in our line and we have a report* that shows that they are fully compliant with OSHA’s new workplace standards.

Products representative of the Tile and Stone Installation System, Masonry Veneer Installation System and the Specialty Products Division were tested.

Key products included 257 TITANIUM, TRI-LITE, MVIS Premium Pointing Mortar, and NXT.

In addition we have added the new MultiMax Lite and PermaColor Select to the mix.

MultiMax Lite and Titanium are completely Silica free.

We are working hard to make our products even safer, but still strongly believe that PPE should be used at all times on the job.

Protect yourself from all possible exposure.

We care about your health.”

*Here is the link for the report 

https://cdn.laticrete.com/~/media/files/innovation-and-impact/osha-silica-dust/report-on-overall-sampling-results.ashx?la=en&vs=1&d=20171117T142520Z&hash=F0C24E59E927EF358C4A38D6B43237A9117AA607

The more Certain Person Always Influences the Less Certain Person!

Be Certain and Believe that you are The Only Option for Your Potential Customers!

Be Energetic! For a couple of real life examples of how this stuff works;

Ron Nash and I are discussing Negotiation Tactics

In this tip we discuss two counter tactics; “The Crunch and Escalation” Kung Fu Moves!

This episode of Tile Money is brought to you by the National Tile Contractors Association and Sponsored by Laticrete International.

https://laticrete.com/

https://www.tile-assn.com/#

Hello Tile friends! If you're having trouble with your phone sales you definitely want to check out this podcast episode and subscribe to my weekly email list, head over to tilemoney.com to subscribe.

This episode of Tile Money is brought to you by the National Tile Contractors Association and Sponsored by Laticrete International.

https://laticrete.com/

https://www.tile-assn.com/#

Show Notes with Minute Markers:

Email me at [email protected] for access to my Media Kit

You need to get used to being rejected regularly, but never lose your enthusiasm or get discouraged. Every ‘no’, gets you closer to someone saying ‘yes’, according to YOUR TERMS! 

You are selling yourself and an initial phone conversation is the First Impression which you cannot get back.

“May I ask you a few questions to get to know you a little bit better and determine if we are a good fit for each other?” 

What’s the point of this question?

1. You don’t want the phone conversation to seem like an interrogation.

2. You are subconsciously indicating to the potential client that YOU are in control of the sales conversation and that you’re to be taken seriously.

“Could you tell me a bit about the scope of your project? 

What would you like to have done?”

You’re going to want to listen closely. Most people are going to really TALK here.

“Mirroring” repeat back to them what you heard them say.

This is going to signal to them that you are ready to LISTEN to their needs and that you understand what they want to be done.

Recently on FB, there's been some talk about safety at work, or lack of it. A thread started about lung safety and the danger of Silica. 

It's 2019 and it should be obvious that we should all be wearing masks. 

Are you taking unnecessary risks? Worse yet are you asking your employees to take unnecessary risks?

Do you train your people about the dangers and risks? How would you and where to start?

NTCA has the Online University that does just this, close to 100 lessons, this is a combination of lessons for the Business Owner as well as for the employee.

A few Topics Include;

These courses are accessible on phones, computers, tablets. 

I recommend having your employees study these NTCA UNIVERSITY courses, you could set up a rewards system for employees who take it seriously.

This is good for your company morale and a great way to differentiate yourself as a top employer candidate for quality employees.

Want to win swag? Two ways to enter;

1. Share your Tile Story and tag @tilemoney, dm me if necessary.

2. Get Creative with your Tile Money IG or FB photos tag @tilemoney

24:25 Tile Money Tip with Ron Nash

Sponsored by Laticrete. “The Salami Slice Approach”

*Get subscribed to my weekly email

*Like and share this podcast with another Tile Installer.

*My mission is to assist as many Tile Contractors as possible

What a great Interview!

I’ve been listening to Tom for a good while now and his advice has helped me improve my contracting business as well as shape Tile Money.

I love Tom’s mission, to Bring Respect Back to the Trades!

You’re definitely going to want to listen to the whole episode, and for those of you returning to look for a particular point here are some highlights with minute markers.

*4:00 Tom’s Mission

*7:30 How to pick a niche

*14:00 How to find and hire an FW employee

*21:55 Help your employees get what they want

*23:50 Be a student of the business game

*27:50 Secrets to selling

*29:00 Why you need to Anchor High

*34:00 Two reasons why people buy, pain or pleasure

*35:00 Get rid of your head trash

*40:28 Power of affirmations

*47:30 Manufacturer News, Laticrete has a new technical rep for Alabama.

*48:40 Tile Money Tip with Ron Nash.*** Make pricing an Event, slow down!

Manufacturer news;

Please join me in welcoming Jack Mullins to the LATICRETE Gulf Coast Region. 

Jack joins the team as a Technical Sales Rep for territory 186 where he will be responsible for sales in Alabama. 2nd week with Laticrete

Jack has spent the last 15 years as a Distributor Representative in Alabama and East Tennessee. Prior to his time as a Distributor Rep, Jack installed tile and stone. 

Jack's Father taught him the tile trade, his father is a Tile Contractor

Jack said it’s the people that he is enjoying the most thus far in the Laticrete Family Business.

He is looking fwd to developing new relationships and strengthening old business relationships.

In his free time, Jack enjoys riding motorcycles, golfing, and working on old cars.

This episode of Tile Money is brought to you by the National Tile Contractors Association and Sponsored by Laticrete International.

https://laticrete.com/

https://www.tile-assn.com/#

https://thecontractorfight.com/

Tile contractor, tile work, tiler, tile job, tile money, tile installation, tile business, tile life, tilers pride, muddawgs, tile estimate, tile guy, tile girl, tile geek, global tile possee, tile installation business, ntca, national tile contractors association, laticrete, spectralock, tom reber, the contractor fight,

I really enjoyed this FB Live interview with Michelle Hamilton!

She shared a lot of value and knowledge with us and it was fun to have some live interaction inside my FaceBook Group.

3:00   Offering Solutions to problems

10:00 Overcoming Hard Lessons

12:30 Never give a price on the spot

23:40 Start tile conversations, everywhere you go!

30:00 Working with your spouse in the business

34:00 Be different! Sell the difference

38:00 Expanding the business and setting goals

47:05 Industry News

48:50 Tile Money Tip; "Difference between Needs and Wants"

***Industry News*** Sponsored by NTCA

"Members of the NTCA have expressed their interest in the association offering benefits programs such as 401K, dental, vision and health insurance.

NTCA is working hard on all of these programs, and recently announced a new 401K Program that is easy to administer, compliant, risk managed and cost competitive. This program is great for those members seeking to establish a 401K if they don’t have one currently, or to switch over an existing program.

This is a great tool for recruiting new talent to your company. 

 NTCA expects to announce health, vision, and dental programs for members very soon as well. "

Go to www.tile-assn.com for information on the NTCA 401K Program.  

This episode of Tile Money is brought to you by the National Tile Contractors Association and Sponsored by Laticrete International.

https://laticrete.com/

https://www.tile-assn.com/#