048 - Sell Value Not the Job with Craig Bouthiette
Heart Centered Tradesmen
Heart-centered Tradesmen know that homeowners aren't dollar signs; they're human beings. They understand that the ultimate root of a sale is building a relationship with the homeowners. If you build that relationship and build that rapport, your service is only a byproduct. And as promised, my guest this week knows how to add value to gain the trust of homeowners. This week, I am talking with Craig Bouthiette, Area Sales Manager at Owens Corning, about the importance of bringing value to the homeowner. Craig has been in the Trades Industry for 10+ years, and he credits his success to...
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047 - Communication Upfront Saves Headaches on the Back 9
Heart Centered Tradesmen
Communication is vital, and if you are not effectively communicating with your clients (and potential clients), you will spend more of your time on the phone playing catch up than actually finishing the job. This week, I share the keys to getting paid in full before your jobs are completed, how to book clients out for months on end, and how to stop your phone from ringing non-stop. As I shared in Episode 46, setting criteria for your appointments creates the standard of who you want to work with. The next step is communicating how you want to work with them. Gone are...
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046 - Not all Appointments are Created Equal
Heart Centered Tradesmen
It's no secret that not all appointments are created equal. Anyone in a service-based industry will tell you that not every lead is golden. However, there are automations you can set in place to ensure you're not wasting more of your time (and potential homeowners' time as well). This week, I am sharing the KEY to setting notch sales appointments in the trades industry: Pre-qualifying your appointments. Most tradesmen that have a lack of appointments become focused on lead generation. It's not uncommon to fill a calendar with bs appointments; this is why...
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045 - 1 Automation That’s Getting OVER 85% of Homeowners to Reply with Their Availability
Heart Centered Tradesmen
Even in the Trades Industry, sales are a process. But it doesn't have to be a long, complex, tiring process. Homeowners aren't looking for the "cheapest" service; they're simply looking for contractors they can know, like, and trust. And it can be as easy as setting up a simple automation. This week, I am going to share the strategic text automation that is getting over 85% of homeowners to reply with their availability for an appointment. The best way to scale your company? Customized and thoughtful automation. Gone are the days of reaching for your phone and impatiently waiting...
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044 - We Scaled Again Without Making a Hire…We Actually Fired a Team Member
Heart Centered Tradesmen
Did you know you can scale your Trades company without making a hire? In fact, you can scale your company without being on your cellphone all day, every day. Gone are the days of interrupted date nights with your spouse. Heart-centered Tradesmen (and Tradeswomen!), it’s time to grow and scale your company without missing your son’s Tee-Ball game or your daughter’s dance recital. This week, I am sharing the number ONE thing we perfected in my Roofing, Siding, and now Solar Company that has increased our revenue way more than making a couple of hires would. I also share how we...
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043 - You Don't Own a Company, You Work for Your Business
Heart Centered Tradesmen
Heart Centered Tradesmen, do you own a company? Have you put the work in to build a company or do you work for your business? If your business can't survive without you, you have a business, not a company. Many tradesmen believe that they are an entrepreneur because they own a business. But, they don't realize that to be an entrepreneur, they must work on their business, not inside of it. Many of these tradesmen are actually just employees of their own business. This week, I am dispelling the myth behind “entrepreneurship” and why a “business” isn’t a...
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042 - Dashboard Receipts to Cash Flowing: Why Bookkeeping is Crucial to Minimizing Tax Bills with Andrea Gray of the Lenwood Hazel Group
Heart Centered Tradesmen
One of the biggest misconceptions in the trades industry is that the more job offers you take, the bigger the pocketbook. However, that is simply not the case. It doesn’t matter if you are selling 20 roofs or 100 roofs. If you aren’t keeping track with your finances and fully optimizing your profitability, you could be losing thousands of dollars. When it comes to tax planning, many tradesmen wait until tax season to gather their dashboard receipts and hire someone to put all together. But at the end of the day, they end up owing thousands of dollars to the government where...
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041 - “There are No Employees”… No, Your Vision Sucks
Heart Centered Tradesmen
There’s this idea in the trades industry that there aren’t good workers or that all the reliable employees are already taken. But this mentality is the reason why it’s hard to find “good help”. Many tradesmen believe that they can’t seem to retain employees or that they’re always chasing more dollars an hour. But, it’s not money they’re after, it’s security and purpose. Your ideal employee is out there. You just have to paint the picture for their future success. This week, I am sharing the difference between an “employee mentality” and an individual building a...
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040 - Josh Ross: From Crippling Anxiety & Depression to Time Freedom & a Clear Headspace
Heart Centered Tradesmen
When you’re not hammering boards or nailing down the roof on the jobsite, how do you spend your “free time”? Odds are, most individuals in the Trades Industry worry about meeting deadlines, paying employees on time, and catching up on last minute errands for their business. Working long hours, stressing about income, and finding time to eat a decent meal in between job sites isn’t what most tradesmen envision when they start their business. However, it doesn’t have to be this way. Tradesmen, it’s time you take back your schedule and start showing up for your...
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039 - Leverage: NO Paid Marketing Beats The Power of Relationship Building
Heart Centered Tradesmen
What is the NAIL Method? N A I L - Leverage In this episode of Heart Centered Tradesmen, I share the last step of the NAIL Method: LEVERAGE. After you’ve checked your Numbers, set your Automations, Implemented strategic systems, now you can focus on Leveraging your business. Above all else, building new relationships and nurturing the relationships you already have is the most important aspect to your business. Whether it’s through organic marketing or simple follow-up calls with potential customers, honoring the relationships you have built is the key to owning a successful...
info_outlineIt's no secret that not all appointments are created equal. Anyone in a service-based industry will tell you that not every lead is golden. However, there are automations you can set in place to ensure you're not wasting more of your time (and potential homeowners' time as well).
This week, I am sharing the KEY to setting notch sales appointments in the trades industry: Pre-qualifying your appointments.
Most tradesmen that have a lack of appointments become focused on lead generation. It's not uncommon to fill a calendar with bs appointments; this is why prequalifying is essential. Your sales team can only take so many appointments in a week, and you better ensure they are the highest quality appointments in your schedule.
Heart-Centered Tradesmen, stay tuned for next week as I'm diving further into the specific prequalification and specific processes we are engaged within ongoing communication with customers.
Topics Discussed:
- 5 prequalifying questions that set my sales team for optimal appointments
- Don't be afraid to say no to a potential job; Get clear on your parameters
- The 1 question we ask every call to tell if the customer is ready to move forward
- How to build rapport with your homeowners; Their problem is your solution
The Nail Method is the step-by-step blueprint on how to increase revenue, decrease expenses so that you can gain more clients, and give uninterrupted time to your family…
...Without the stress of having to check your phone for new jobs or follow-ups before bed.
Get access to the FREE NAIL Method here: