Podcasts about ryno strategic solutions

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Think your customer service reps are “just answering phones”? Think again. In this game-changing episode of Can't Stop the Growth, Chad Peterman sits down with Liz Patel, Manager of Customer Service Coaching at Ryno Strategic Solutions, to reveal how your call center can drive explosive growth—without spending a dollar more on marketing. From handling pricing objections like a pro to converting one call into multiple booked jobs, Liz shares real strategies that HVAC, plumbing, and electrical companies can implement immediately to boost booking rates, improve customer experience, and create lifelong customers.

Send us a textMichael Venidis makes a triumphant return to the Successful Life Podcast, sharing his journey since the acquisition of RYNO Strategic Solutions and providing fresh insights on the revolutionary impact of artificial intelligence in business. Get ready to learn how AI tools like Claude, ChatGPT, and Perplexity are set to transform the way industries like home services process data and make decisions. We dive into the critical role of quality prompts and the balance between AI and traditional search engines in optimizing business processes for unparalleled efficiency.Next, we explore the evolving landscape of AI and digital advertising, focusing on how these technologies are reshaping strategies, especially for sectors like HVAC. With kids growing up in a digital-first world, the trust and use of AI are changing rapidly, pushing search engines towards obsolescence. We discuss the potential for ads on platforms like ChatGPT and the need for businesses to craft compelling value propositions that resonate with consumers' values. Discover how AI can help businesses establish a more robust online presence by accurately representing their services and meeting customer needs.Finally, our conversation turns to the broader implications of AI on human roles and leadership. As AI takes over certain jobs, it simultaneously opens new avenues for opportunity, pushing us to retain the irreplaceable essence of human interaction. We share personal stories highlighting the importance of passion, empathy, and authenticity in this AI-driven world. Through leadership and digital marketing, I aim to inspire and motivate others to embrace AI innovations, drawing parallels to past technological shifts and underscoring the importance of trust in integrating AI into our lives. Join us for a thought-provoking discussion on the future of AI and its potential to change the business landscape.https://www.facebook.com/share/152FEuyzCm/?mibextid=wwXIfr Support the show https://www.audible.com/pd/9-Simple-Steps-to-Sell-More-ht-Audiobook/B0D4SJYD4Q?source_code=ASSORAP0511160006&share_location=library_overflowhttps://www.amazon.com/Simple-Steps-Sell-More-Stereotypes-ebook/dp/B0BRNSFYG6/ref=sr_1_1?crid=1OSB7HX6FQMHS&keywords=corey+berrier&qid=1674232549&sprefix=%2Caps%2C93&sr=8-1 https://www.linkedin.com/in/coreysalescoach/

Chris Yano is the CEO of RYNO Strategic Solutions and has been leading the company since 2008. He is an experienced business owner, investor, and philanthropist with a heart for the trades and a successful history working in the home services digital marketing and advertising industry. Chris is also the host of the popular “To The Point Home Services Podcast,” which offers marketing solutions to help more companies grow. In this episode, we talked about data-driven business decision-making, digital marketing, private equity…

In this gripping episode of The Big Fish Cares Podcast, host Benny Fisher sits down with Michael Venidis, the Chief Experience Officer at RYNO Strategic Solutions. Michael shares his incredible journey of resilience, self-discovery, and unwavering dedication to helping others. From a harrowing near-death experience to rebuilding his life and career, Michael's story is a testament to the power of perseverance and the human spirit. Tune in as he recounts the life-changing moments that shaped him, his passion for personal growth, and his mission to inspire others to live their most fulfilling lives. Michael Venidis's incredible journey is one you won't want to miss. Don't forget to like, comment, and subscribe for more inspiring stories and valuable insights! Key Moments: 00:03:52 - A Terrifying Encounter on the Streets of Phoenix 00:07:28 - Confrontation on the Street 00:11:18 - The Curious Incident of the Misfired Gunshot 00:14:25 - Being Pistol Whipped in the Head 00:17:27 - Surviving a Shooting Incident 00:20:58 - Overcoming Adversity and Finding Work 00:24:10 - The Career Journey 00:27:17 - The Power of Community and Problem Solving 00:30:43 - The Importance of Grit and Determination 00:33:46 - Overcoming Challenges in School 00:36:50 - Becoming a Rock Star 00:40:18 - Overcoming Adversity and Creating Success 00:43:33 - Reflections on Family and Loss 00:47:27 - The Impact of My Wife on My Life 00:50:53 - The Power of Discipline and Inspiration 00:54:19 - Conclusion of the Arizona trip Connect with Michael Venidis: https://www.linkedin.com/in/mvenidis/ Connect with RYNO: https://rynoss.com/ Connect with our Host Benny Fisher: https://www.bennyfisher.com/

Chris Yano is the CEO of RYNO Strategic Solutions and has been leading the company since 2008. He is an experienced business owner, investor, and philanthropist with a heart for the trades and a successful history working in the home services digital marketing and advertising industry. Chris is also the host of the popular “To The Point Home Services Podcast,” which offers marketing solutions to help more companies grow. In this episode, we talked about customer relationships, private equity, lead generation…  

Get the latest industry updates about Marketing with expert Jeff Bowab from RYNO Strategic Solutions! Listen to him and David Reed talk about all things digital marketing.    

Why are so many HVAC contractors still unwilling to embrace the modern customer journey? We welcome back To The Point legend "Tall Paul" Redman, VP of Sales and Success for Contractor Commerce to talk about the way your customers shop, why offering some pricing and products online can still be profitable, and how to differentiate yourself from the market!     YouTube | Instagram | Facebook | TikTok   04:18 Bob Sager Birthday message for Tall Paul 12:36 Adding on the pillar content: filters 13:54 Going from selling in person to online - E-commerce 16:00 Giving online estimates 23:20 What is Contractor Commerce 26:43 What can I do with my business' website and E-commerce 28:00 How to engage with your customers 31:20 American home comfort study 38:44 Benefits of direct mail 50:07 Sales by education 55:00 Giving a ball park price over the phone

With demand leads down and contractors searching for answers, we're re-releasing our famous episode with Michael E. Gerber and Ken Goodrich. Whether you heard it years ago or you haven't heard it yet, this episode is one you don't want to miss!   YouTube | Instagram | Facebook | TikTok   00:00 Intro 18:16 Does it feel equally as good to know successful people keep coming back to you? 24:10 How did you (Ken) and Michael meet and become close like you are? 49:27 What are some of the top rules for success? 57:50 Does your marketing percentage go up when you are going into a new market and what is that percentage? 1:10:15 What advice do you have for contractors through the slow season?

CSRs are your first line of defense…and offense! We bring on Liz Patel to talk about call coaching your CSRs to boost your bottom line and make sure you aren't losing out on valuable leads in the highly competitive home services and improvement industry. Listen now!   YouTube | Instagram | Facebook | TikTok   05:15 How did you get into the trades? 08:27 How did the beta experiences go with such big companies? 14:52 What are some of the KPIs that these contractors should be looking for to measure success? 19:33 How do you handle varying skill levels? 24:44 What are some red flags to be aware of in CSRs? 29:25 Is there a good cadence that people should be paying attention to for training? 32:18 How important is roleplaying in training your CSR? 35:04 What are some ways to motivate your CSRs? 37:56 What is a good frame of reference on cost for a good CSR coaching service? 40:38 How to get ahold of us to get any information?

In the home services industry and most markets, demand leads are down across the board. We bring on Joshua Crouch, CEO & Founder of Relentless Digital, to talk with host Chris Yano about the state of digital marketing, the real numbers around leads, and what contractors can do about it!   YouTube | Instagram | Facebook | TikTok  

On today's episode, Chris and David Lord talk about the history of Nexa and what it takes to make a successful customer service call with your customers.   YouTube | Instagram | Facebook | TikTok 6:40 what did you come in and change to make Nexa so successful? 12:50 What all are you able to do for the contractor? 16:37 What is the size of Nexa? 18:20 Are your agents overseas or in the U.S? 22:22 How is your cost comparable to others? 24:21 What are some good averages? 29:22 Phone call with Nexa CSR 42:56 What are you seeing these home services companies that are the biggest pain points? 49:30 Do you have to go back and reschedule? 51:58 What are you doing with the out bounding calls? 54:30 Is text messaging apart of this?

Host Chris Yano speaks to an audience at the 2023 Vertical Track event about his journey through the trades, and why getting the attention of your audience is paramount to success. Listen to hear why return on investment isn't the only ROI you need to pay attention to! YouTube | Instagram | Facebook | TikTok 4:40 95/5 Rule 11:40 return on influence 14:00 Branding 15:40 6 P's of Marketing 22:04 KMART Commercial 24:00 Social Media Influence 29:10 Pay attention to market 34:00 pay attention to results 41:00 Pay attention to your people 45:31 Pay attention to giving back

Host Chris Yano speaks to an audience at the 2023 American Dream Event in Houston, Texas. Chris tells the story of RYNO Strategic Solutions, detailing his journey from his start in Indiana to running the #1 digital marketing agency for the home services and improvement industries. YouTube | Instagram | Facebook | TikTok 00:00 Intro 1:02 The 95/5 Rule 6:52 The beginning of RYNO 13:24 Yellow pages 16:18 Brickyard Marketing 24:47 When things started to change 33:43 closing remarks

Special host Jeff speaks with CEO & Founder of Perimeter Roofing, Jeff Price live from Win The Storm in Dallas! We dive in to how Todd made the transition from the gym industry to the world of roofing, how he's grown his business, and what sets him apart from the competition.  YouTube | Instagram | Facebook | TikTok 00:47 Is there any part of your body that is not tattooed? 01:15 Tell us about how you got into the trades? 03:12 When did you know that you have really made it? 04:29 How did you start to differentiate perimeter roofing to your competitors? 08:36 What is the best way you have attracted customers to your business? 09:57 From a digital marketing standpoint how have you guys attracted customers? 11:58 How important is your branding and your brand in your marketing strategy? 15:15 Talk to me about your core values 17:21 Does your team see how disciplined you are and do you think that drives them to be more disciplined? 18:04 Give me an example of when you were so disciplined a customer was impacted by your team picking up their game? 22:08 What was the biggest mistake you have made and how did you overcome it? 28:25 What is some advice you give some of the younger guys? 30:15 What is next for you and perimeter roofing?

Planning to sell your business or just sold? Hearing that you're going to have to pay 30% or more in taxes? What if we told you that simply wasn't true…We welcome Vince Annable, CEO and Founder of VFO Advisory Group to talk about how business owners can successfully navigate taxes, estate planning, retirement and more to MAXIMIZE how much money they're keeping for themselves and their families.   YouTube | Instagram | Facebook | TikTok 00:00 Intro 4:47 Tell us a little about your history 8:50 Give us an overview of the financial services you offer 11:10 What is the lead time for people to be thinking about this? 13:58 What can some of these early companies do to get them in a better position with their finances? 17:33 Can you explain how in your model you are providing legal representation and the accountant of record for your client? 22:13 How do you get compensated? 27:17 What options do they have? 30:35 what is one thing they can do THIS WEEK even without your help? 35:01 How do you approach situations that could involve an economic downturn? 38:15 With your tax planning are you looking at any off shore jurisdictions? 40:21 with your minimization structures have those been tested through the legal system with the IRS? 42:24 Could you offer the to the point listeners a 30 minute discovery session with you and your team? 45:15 How do people get in touch with you or your organization?  

Join an esteemed panel of movers and shakers in the home services industry at the 2023 ACCA Conference! Host Chris Yano speaks to the panel about how you can not just survive, but THRIVE in a recession or downturned economy.  YouTube | Instagram | Facebook | TikTok 00:00 4:35 Is there a market correction coming? 10:15 How to prepare for a recession 19:20 Adding services to your company 32:50 Should you lease or finance services? 50:30 What pre-qualification questions to ask your customer 54:30 How to navigate high interest rates    

Live from the 2023 ACCA Conference and Expo for HVACR Contractors and Businesses, host Chris Yano speaks with two West Coast Home Services Titans. Join CEO of Goettl, Ken Goodrich, and CEO of Service Champions, Frank DiMarco, for a great conversation about the state of the industry!   YouTube | Instagram | Facebook | TikTok  

It doesn't have to be hard to make your millions in the home services industry…we welcome Brad Lea, Founder & CEO of Lightspeed VT to To The Point! Host Chris Yano and Brad discuss why keeping it simple can be the secret to success you need, and talks about his journey of building 8-figure brands and businesses.    

From a coil cleaning HVAC apprentice to President of Morris-Jenkins, Jonathan Bancroft joins To The Point for part two! We continue our conversation with Jonathan about how he helped grow the organization from 3.5MM to the 150MM powerhouse it is today.    

From HVAC Apprentice to President of Morris-Jenkins, Jonathan Bancroft has helped his organization grow from 5MM to 100MM+ over the last few decades. Tune in to this incredible journey to find out what has made Jonathan and Morris-Jenkins one of the most successful family-owned, single-location home services companies in the country!    

Join us for part two of our conversation with Jeremy Hansen, the Operator that helped grow Any Hour from 3.5MM to a 400MM+ operation! We dive into the challenges of entering a new territory, building brand equity, day-to-day operations, and what has made Any Hour Services so successful over the years. Listen now!

How does a contractor go from 1.5MM to over 400MM? We bring on Jeremy Hansen, COO of Any Hour to talk with host Chris Yano and guest co-host Wyatt Hepworth about taking Any Hour Services from a small new construction electrical company to a multi-service, multi-state behemoth through a 10-year plan! 

Host Chris Yano joins a group of digital marketing competitors for part two discussing the current state of digital marketing, what contractors need to know about digital marketing partners, the future of the industry, and more!

We're joined by Tommy Mello, Owner of A1 Garage Doors to talk about his journey turning his garage door company from in debt to a multi-million dollar powerhouse. If you're in the home services industry and ready to elevate your game and win, listen in today!    

Host Chris Yano joins a group of digital marketing competitors to discuss the current state of digital marketing, what contractors need to know about digital marketing partners, the future of the industry, and more!    

A strong female leader in the home services industry, Mary Jean Anderson joins To The Point! Mary Jean is CEO of Anderson Plumbing Heating & Air, a top 1% contractor. Join host Chris Yano to talk to Mary Jean about Nexstar, business growth, fighting inflation, and what it takes to turn a company from over 1MM in debt to almost 60MM with double-digit profitability!

  Jeff Bowab joins Allen Mick for Season 2 Episode 4 of Commercial Roofing Radio. RYNO Strategic Solutions has made itself a major player in Roofer Marketing. Many would say they are #1 for scaling, multiplying and refining your company's message. We discuss the hottest topics in Roofing, Marketing and a nail-biting game of Who Wants to Be a Millionaire make this is a MUST WATCH episode!

Michael Venidis [00:00:00] Welcome to the Successful Life Podcast. I am your host, Corey Berrier, and I am here with my man, Michael Venidis, right? You got it, Corey, man. Oh, man. But I feel you should feel super, super special because I mess up Smith, typically. . Hey man, I feel special to be here. It's a privilege. . I appreciate you being here, brother. [00:00:22] What's going on, man? I'm super excited to dig into this conversation with you. So first, just tell everybody a little bit about who you are and what you do for the Home Services community. Yeah, man, I'd love to do that. Thank you. Yeah. My name's Michael Venidis, and I'm our CXO here at RYNO Strategic Solutions for some people. [00:00:43] That's your Chief Experience Officer. I've been here with RYNO, a digital marketing agency that exists solely for the trades, for 11 years now. And a lot of my role is not just internal, but external when we use that word, experience. Listen, truth be told, I walk around and treat everything like it's my [00:01:00] responsibility. [00:01:00] That's how I like to operate. Treat it like you own it. I think it always FARs well for you when you genuinely care about what you do and who you do it with. But to be clear, I'm solely responsible for the experience of our clients here, making sure they get a world-class experience, but also the knowledge of the team members, and the employees to build something truly remarkable; genuinely caring is one of seven core values that we have. It's essential that I create an environment where they feel cared about and something that they can believe in and be passionate about, right? [00:01:29] Because when we're passionate, it ultimately reflects in great quality work and happy clients. The rest is history. A hundred percent, dude. And when you pour into people with a genuine heart, People can tell that. And even if things, and here's, this is really important. Even if things go sideways, heaven forbid if you are, if you approach your customers and clients like you all do with that servant's heart, things don't go so sideways when they go sideways.[00:02:00] [00:02:00] So true. Listen, I can easily give you an example. I remember having a compliance company come out to my home, and try and fix the dryer after I tried to fix it myself three times, right? Totally. Finally gave up and charged me a fee comes out; he gets nothing done and doesn't resolve it. [00:02:16] What do I do? I'm the Google guy. Like I leave a review. I'm that jerk. But I get a phone call on a Sunday from the owner himself as I'm walking through Walmart, and he proceeds to tell me that he sees this one-star review and that he doesn't believe that I should be charged a fee in which they came out and could not accomplish what they were hired to do and that he's going to fully refund me. [00:02:36] How do you think I responded to that, right? Yes, it was an inconvenience, but I literally like instantly, without him even having to ask me, go back to Google, update my one star to a five star, and then proceed to write this extreme paragraph about why I'm going to continue to use this company the unforeseeable future, simply because of how they chose to conduct business in a negative environment, right? [00:02:57] Because how we react in negative [00:03:00] environments and when times are tough, that's our true colors. And listen, man, we're not perfect; we're people, right? You either you you basically learn, or you grow, or you succeed, or you learn, right? And a lot of those things, come with opportunities. [00:03:16] Which opportunities are really just mistakes that you capitalize on, right? A hundred percent. A hundred percent. I, yeah, dude I totally agree with you. And we've, look, everybody's made mistakes. Everybody's had lessons that they've learned. I hope that you learn something from it because if you didn't I guess it's not really a lesson. [00:03:34] So you, you said that you keep, that you're also in charge of the experience for the team. So I want you to drive home something really quick. Now, obviously, To the point podcast is your guy's podcast, which is one of the dopest podcasts. I talk about it all the time. I love it. And so partially I think you all talk about everything that I talk about all day long. [00:03:57] In addition to that, Chris is ADHD. [00:04:00] And I'm ADHD. And most people that we work with in the trades are ADHD. And that's not a negative thing. It's actually a great thing. But what I think is important, and what I think I felt in that conversation with you a moment ago is that. [00:04:15] You, you're the integrator to the visionary to a degree. And I want you to talk about that for a minute because that is such an important part for somebody like Chris and for somebody like me to have that person execute on these badass ideas or to say, you might want to hold off on that badass idea right now. [00:04:37] Yeah. Yeah, man. You've got some great points there, right? Like Chris is, by all means, a visionary. And the gifts and talents that he has are endless. I've learned so much from him over my 11-year career here. But I'd be ashamed if I didn't also give credit to his wife Anna. [00:04:51] She's our coo hides behind the scenes. But she's who I work with the most closely. And I joke, and if you've ever had a chance to work with her or get to know her she's [00:05:00] an alien amongst humans. She just operates at standards and levels that I think are. [00:05:04] Hard to put into words, and in, in every great way that you can imagine. I've been very blessed and fortunate to work alongside her for those reasons. She's, she's a pivotable member in the development of me and my career and how I operate in the standards that I personally have. [00:05:18] But to your point, I will say this to any business owner that is fortunate enough to listen in to this podcast is that your core values are huge. And I speak from the lens that I'm not owner, an owner, right? I am on the C-suite of this team. It's a three-piece executive team. And I worked my way into this part of the company from the very, very bottom. [00:05:39] So when I speak from the lens of being on the opposite side of a table. And as a business owner, when you develop the business, and you create your core values, your mission statement, and your vision you see it do one lens, but at the time I was on the opposite side of the table. I was a. I was the result of that. [00:05:57] And if there's anything that I've learned [00:06:00] is, those core values are crucial. One thing I'm passionate about, we have seven of them here. I literally wear 'em on my wrist regularly, and it's because I believe in them, right? Like when we all worked and picked the values, we wanted to pick values that were applicable not just to our professional careers, but to our personal life. [00:06:17] To be clear, Corey, like I get up, I walk out of this room, I shut down for the night when I go home, I'm still trying to be all seven of these things. And that's what I think is crucial are you creating a culture and environment for your team in which they can truly believe in what we are trying to do and accomplish? [00:06:34] And that ultimately just challenges them to be a good, genuine human being in. to just being a great employee, right? Because let's be real if you're happy you can stand behind what we're trying to do here and you build a culture and a picture and a system that we can be proud of. It's gonna naturally reflect in the quality of the work because they're proud and happy to be here. [00:06:55] They're ambitious, driven, and motivated to not only grow but to deliver results [00:07:00] that their supervisors and the rest that the company can be proud of. And results for their family, right? Cause if you're happy at work, guaranteed you're gonna be way happier at home. But before we dive into that, I really want to go back for a second cuz you mentioned that when you started here, you start at the bottom and I don't know that we've dove into that yet. [00:07:20] So can you walk me through what you mean by that? Yeah, absolutely. At RYNO we are very we try to hold ourselves to a higher standard, in comparison to a lot of the other marketing agencies out there. One thing we've always been passionate about is not just generating a lead, right? [00:07:36] But what is a lead? , right? Because arguably a lead is any type of revenue that comes in from marketing efforts. But we take more of this mentality of a leader isn't just that revenue; it's revenue that comes from an actual new customer, right? What would you rather have Corey, new revenue or new customers and new revenue? [00:07:54] Because if I grow my customer base and I retain them, and I give them world-class, they stay. And [00:08:00] obviously the average ticket of a lifetime customer, 10 x is when they continue to stick around. So for me, I want to generate more bodies, more new customers that never intended on using me, rather than just trying to get repeats to come back and do additional transactions and look at it from the revenue perspective. [00:08:19] So we have a tool called the RYNO Tracks that we use to try and measure that and help us really hold ourselves accountable. To new customers, but to your direct question. In order to give that tool, to provide that tool, we needed to have every single call that was recorded as a lead, be literally listened to and not artificial intelligence. [00:08:42] Like we needed people to listen to those calls. They were trained to listen to those calls and try and distinguish who did or did not do business before. What type of service, was this a service, a sales call? Was this a plumbing lead? And we needed the context so that we can get the reporting data at a [00:09:00] level that was unmatched, giving us an upper unique differentiator on why we should be the best digital marketing choice for a home service contractor. [00:09:10] And all that is being said because that's where I started. I was that call listener. I had a pretty close call with life, and a wild kind of situation that helped me fall into this environment where I was immobile and in need of work and I got fortunate in being offered this opportunity to literally just listen to calls and transcribe them. [00:09:28] That's where I began. You can provide the best lead on the planet for everybody that you work with. But if that CSR drops the ball that leads to worthless, right? Or if the technician, there are so many steps along the way after you do your job that is, that this tied to, or perceived to be tied to your result, that you have zero control. [00:09:58] Yeah, you hit the nail on the head, man. It's [00:10:00] like every digital marketing agency's nightmare, right? Hey, I'm generating all these leads. This report says you got a hundred new customers. And then it upset contractors says, I don't see a single nickel, and they're blaming us for it and accusing us. [00:10:13] And it's but the data's here. And I think we often figure out, yeah, there are a lot more moving parts, right? I can make the phone ring, but yes your CSR, your customer service representative has a responsibility to close it. And we still got a tech right or a comfort advisor that needs to get out there and do their work on the doorstep too. [00:10:30] So yeah, there are a lot of moving parts that don't have control over it definitely makes me cringe when I have to have that conversation. So let me ask you, a question that perplexes me often is how many businesses in the home services space, That don't focus on their CSRs? Typically, and I'm sure you'll agree with this, CSRs are typically the lower-paid individuals in the group in the company. [00:10:59] So [00:11:00] you've got the lowest paid person in your company handling the very first conversation with your new customer that you just spent. God knows how much money to drive to that phone call. I don't understand how that makes sense. Yeah, I'm with you on that, Corey. It's a passionate subject for me. I could literally spend this whole episode talking about it, but the analogy I like to use is, it's like a book. [00:11:25] I don't know about you, right? But even a movie per se, like my wife and I, we go to the movies and if I'm like five to 10 minutes late, I feel cheated. I'm like, This movie's incomplete. I don't know how it began. Like it's like trying to tell me to read the alphabet and skipping a, B, and C books the same way, man. [00:11:42] Look at your business, right? Like you don't wanna read half of the. I also don't want half of an experience like this as your front line of defense. It's your first impression. The first impression to me is just as important as the last impression and how you're going to close the [00:12:00] deal. So I couldn't agree with you more. [00:12:01] It's, it never makes sense to me how CSR reps are some of the lower-end pay-based employees and some of these organizations when really like the amount of control and impact that they have on an organization is mind-blowing. I'm a, I'm personally a fan of incentivized motivational pay scales. [00:12:16] I know that's a topic that's been discussed in some organizations, and, if some of these contractors can develop that, I think they would be quite impressed. When I typically see the amount of bleeding that happens on a CSR team and how many times leads are lost, I wouldn't be far-fetched to say the amount of revenue you would regain. [00:12:36] That is lost just by creating some type of incentive that would essentially pay for itself a thousand percent. It would, not only would it pay for itself, you're gonna make a ton more money because of the revenue from those extra efforts. I'll tell you one of the things that I'm probably most proud of is I took them, I took a CSR, and I trained her to do nothing [00:13:00] but follow up. [00:13:01] The happy calls, right? A lot of people call 'em happy calls. Yeah, most of those calls hardly ever get done, and they certainly don't get done the right way. And so I implemented that inside of a company in Vegas, and dude, she pulled in, I think it was 50 some thousand the first month, 90 the second, I think it was 120. [00:13:20] The third, don't quote me on the exact numbers, but either way, we're looking at, around 300 plus thousand dollars in 90 days. 90 days, dude. 90 days, right? It's crazy. One person, right? Imagine if you had a whole system designed to fight that. I do have a system, but so, in fact, it's funny you say that because, and I'll just tell you exactly how I get 'em to do it. [00:13:43] Send a voicemail drop, right? Because the phone's not gonna ring. Sorry, we missed your call. I wanted to let you know this is what we're doing. And then a text message, Hey, sorry we missed your sorry. A text message saying, Hey, wanna make sure you got the message? Email. Hey, just wanna make sure you got the message right.[00:14:00] [00:14:00] You hit 'em three times in the way you do it. In a sequence like that, if you do it to the white sequence, it doesn't feel threatening, it feels helpful, and it makes the customer feel like you give a crap about what they're, what you're doing, which you should give a crap. And it worked. Hey, and you know what I'm hearing for the listeners I'm gonna go ahead and coin Chris onto the point, right? [00:14:22] You've got your ambition without action is useless found. Corey might have just given away some really simple solutions that could improve your business. So make it happen. That's what I heard; it's really not hard, dude. It's really not the biggest hurt. It's the biggest hurdle is typically the people that are in that position. [00:14:45] And this is nothing against most of the people are younger, and I'm sure you, I had no idea how old you are, but my, I guess as you'll agree that most younger people don't have, a lot of the younger people don't have the phone skills. I'm 44, so, like, I grew up talking on the [00:15:00] phone. It's just normal for me to make a phone call; it's less normal than it was three years ago, right? But it's still normal. But a lot of people have zero experience. Just have normal conversations, and they get put in these roles. That's a good point. And they're jammed up. So I would argue why are you pulling in people that may be from a different company, that here's where I'm going with this, hire people that maybe are not in the home services industry, that are great on the phone, or maybe great service people, like in a restaurant, pay the amount, performance-based pay, and they will work their ass off for you. Yeah. I think you hit the nail on the head, Corey. Incentivize them. Drive them Because when they're driven, they will find the solutions and improve themselves to the level and the expectations that you set. But more importantly, yeah, a position like that look for your soft skills, right? [00:15:49] Like it's, that's something that I'm passionate about here at RYNO, right? Like we do, we hire for character and not skill. We treat our business like a. Like we are constantly doing education [00:16:00] here, always trying to stay in the know and stay up to date with Google, the algorithm, what it's doing, so that we are ahead of the rest of the competition and, changing along with the algorithms to make sure that the leads keep coming through. [00:16:12] But a lot of that is done because we've created an environment that, once again, incentivizes the team members to grow and learn core values here. Education, that's number two. I've called out, right? The first one, genuinely care. But we're trying to cultivate something here that incentivizes them to just constantly grow, learn, be driven, and focus on soft skills. [00:16:33] Trust you can be the greatest person in the world, whatever it is you do. And if I can't trust you and count on you, it's just gonna be a bad experience regardless of how skilled you are. I have no interest in babysitting and chasing you down. Like, I've gotta be able to trust you to your point. It's the same thing, right? [00:16:51] Like with your CSR reps, it's the front line of defense. If I own this business and I know that they have the ability to make me lose that lead. [00:17:00] It's cringeworthy, man. It's gotta be someone I trust and train, and I go for the soft skills to your point. Yeah. What you just really made me think of something too. [00:17:09] How many managers rip these people, a new asshole, and then expect them to go on back on the phone and be happy with their customers? Look, people can feel the smile through the phone. They can also feel if you're upset through the phone, the tonality, even then, your body language, you can feel it through the phone. [00:17:31] Yeah. I will tell you this, I'm a huge advocate of catching what they're doing. Yes, that gets them what they're doing wrong. All right. This is a very simple lesson learned from a book called The One Minute Manager. It's a very short, quick read. It's usually the first go-to book. I recommend anyone who's not a reader, especially when they have an interest in leadership, and I'm an advocate of that. [00:17:51] I run around here, and anytime someone does something right, I look for the opportunity to go that awesome, nice work so that they can [00:18:00] feel that positivity and train themselves to continue to replicate and do this. Now, that doesn't mean that I don't call out negative scenarios, to your point, like there will be instances because I think the timing is a factor too, right? [00:18:12] It's crucial if someone makes me hate calling it a mistake, right? I prefer to call it an opportunity. As I said, it's about learning. If we're not succeeding, as long as we're growing, I'll gladly take a mistake. I use air quotes for our listeners, and gladly take a mistake if I know that's the cost which it's going to result in their growth. [00:18:32] So, to be clear, I might have a negative instance, but I usually try to catch it in the heat of the moment so that they can literally observe right then and there while it's fresh in their mind, talking to them two weeks later. It's is it worth it? Is it worth demotivating them, throwing them off their A-game, and having a difficult conversation when enough time goes by? [00:18:52] I think the timing, I think how you go about it all, that's a whole different subject I could talk about forever. You said something really important. If you don't have [00:19:00] that conversation right then and you say, let's just say that you, these are one of the time, this is one of the times that you did wait two weeks, During that two weeks, that whole two weeks, there's a piece of your brain that's getting the energy sucked out of it from that negative thing that's lingering in the back of your mind. [00:19:18] And you know it's there. Yeah. And you need to take care of it, and it's not going away. So it's just easier just to nip it in the bud right then and there. Yeah. But I know, that's the thing is, I think there's a, and everyone's got a different preference, like for me, and again, this is just me, it's my personal approach, we can all handle things differently. [00:19:37] But I often look at that as a selfish approach. Just because I'm sitting here and something is in the back of my mind, and it's making me uncomfortable, it would be a selfish approach to rush the situation, not find the right time, or address it the correct way strategically. Not weighing out the cause and the damage that creates. [00:19:55] Just because I wanna make myself feel better as a leader. I'm trying my best to think about how it's [00:20:00] going to make the recipient feel. I try to catch them at the right time, right? Like I will strategically sometimes have conversations on a Friday, knowing they're going into the weekend rather than a Monday [00:20:09] I might do it at four o'clock in the afternoon versus eight o'clock in the morning, right? I try to put myself in your shoes and go, Is what I'm about to share? Really going to rattle them and throw them off for the entire day? And is the damage and the result of that worth the weight that I'm carrying of something in the back of my mind? [00:20:26] Now for me, like that's just how I operate. It's one of these things, too, where I also take a parade principle effect. And what I'm trying to do is say to myself, All right, what's bugging me? Is this an error that is going to continuously keep happening, then I know we've got some long-term damage. [00:20:45] But if this is like a one-time thing, and I'm selfishly just wanting to get a word out and correct something. And the truth is it's not going to happen again. You better believe me; I'm gonna say we should eat our losses here. Like it's not worth demotivating them, it's not worth disrupting, [00:21:00] what they're thinking and they're feeling the confidence level. [00:21:01] Because it's a thing, it's a psychological thing. If I sit here and I call something out and bash them for something that isn't gonna continue to occur, it could literally impact, the rate at which they're confident and comfortable sharing ideas and thoughts and, ultimately, something that could change the entire trajectory of your business just because they had an environment comfortable enough to share an idea. [00:21:26] Cause sometimes an idea is just to transition into a bigger thing. So you're right. And you're strategic, I was thinking more alone if I make a mistake, right? If I make a mistake with you and I say something that I know I shouldn't have said, got it? And I should have handled it. I should have said, Michael, look, dude, I shouldn't have said that. I should have X, Y, Z. Instead of me holding onto it for two weeks and eating at me a little bit, maybe wasn't that big of a deal. Got it. So two perspectives, but you're right, [00:21:53] as far as is from a, a business owner or boss to an employee or whatever you wanna call it? Yeah. You have to strategically [00:22:00] do it for sure. Good. Yeah, super good point. Definitely misunderstood what you meant by that. But yeah, like if I'm carrying a weight on my shoulder like I'm a total advocate of positivity, man. [00:22:10] I definitely don't want to operate in a scenario where I've got a weight of anything on my shoulders. , listen, if we're running our operations or our business as well, it's an environment in which that employee feels like they can come to us and have a conversation directly and say, I'm feeling this way. [00:22:27] I wish I didn't say that. Wish I didn't do this. To your point, yeah, like I think that they should get that off of their shoulders right away in those instances. But I also think it's our responsibility to create something that lets them feel like they can do that. Like I have some of the most candid, authentic relationships with my teammates because they understand, in business, I'm not judging them by their character. [00:22:46] I'm simply judging them by a. As characters, we've got all the respect in the world for each other, and they don't feel attacked personally. They just understand that there's an obstacle that needs to be, met you. A challenge that needs to be met for lack [00:23:00] better terms. Yeah. Because it's not personal if somebody's made, I won't even say the thing. If they're learning a lesson and it's something that was genuine, slip up or whatever, it, it's not, it's completely reputable. We're human beings, right? These things are gonna happen. Yeah. It's so true, man. It should never feel personal, but if we are operating correctly, I think when we take the soft skills that I've referenced, It becomes easier to not cross, that line. [00:23:26] I'm gonna credit the real frank he's an operation. Have you heard of him? I always butcher his last name. It's like back, I think Frank. I took a course of his, and he's an ops guy. I took a course of his in during the pandemic, and he taught me the art of how you tee up a difficult conversation. [00:23:44] And I'm going, Holy smokes. This is brilliant. Because obviously, the difficult conversations are where they feel personally attacked, right? Like they take it personally. So it's like how do you create this again, like a culture in which you can have those candid conversations without the [00:24:00] result of feeling personally attacked. [00:24:02] And a lot of that's just expectation. It's really just, Hey, this is, do you know why you're in here? Give them the chance to share that, right? Okay, let's get across that. Make sure they understand what that is. All right, things happen. What are we gonna do to correct it? When are we gonna do it by? [00:24:16] It's that simple, right? Hey, I understand mistakes happen. How, what's your plan to fix this, so it's not happening again? When setting a calendar reminder, come back in on that date; hey, this is still occurring. Is it safe for me to say, you guaranteed that we would have this result and a resolution by the state? [00:24:35] Do we don't? Am I the bad guy here? Because I feel like I was pretty negotiable and pretty understanding and trying to give you the ability to see you have an opportunity here. Don't make it a mistake. Make it an Opportunity, and then what happens? Ah, I shit the bed again. [00:24:50] Hopefully, I'm a lot of curses on the show. I apologize; you're totally fine. At that point, it gets to a point where, like the dates here, the expectation is set. [00:25:00] Like at what point do I finally say Corey, what would you do if you were me bud? It's been three times we're going in this circle, man. [00:25:07] It's nothing personal, but the bar has been set, and we continue to fall short. What should I do? Yeah. I, here's here, first thing I thought of is, what is the expectation if the situation or the issue is not met? In other words, if it's, if they don't fix the problem or whatever it is, what's the next step? [00:25:26] And maybe that could eliminate having a second or third time. That would be the goal, right? What are you gonna do differently, and when are you gonna do a buy? Ultimately, by that date comes, it's, Hey, nice work. You were a man of your word. You were impeccable. You made a suggestion, you saw it through, and it looks to me like you've had this great learning and growing opportunity. [00:25:45] You're now greater because of it. Thank you. Thank you for doing that. But if you fall short, like all you're doing is creating a factual, evidential path in which the end result from it's gonna get you. And listen, if it comes down to that, [00:26:00] I'm not the bad guy. Like we had this expectation in advance, and it becomes very easy for me to say What would you do if you were me? [00:26:07] This isn't what I want, but it's what I gotta do. They know it's coming, right? It's not like it's a surprise. Typically, it's not a super big surprise when somebody knows they're getting ready to be let go. They typically know. Too, we take a while. I think we're all our own worst enemies in the sense that we wait too long. [00:26:23] I think it's some of the worst things is like we as leaders, we care, and we drag our feet a lot longer than we should, but. What are you gonna do when you got a good heart? That is probably one of the hardest things that, that, especially everybody that we work with in here in the trades. It is hard because we do have a big heart, and we do want to give people, this, I feel like most people wanna give people shirts off their backs, but at the end of the day, you also have to figure out the fine line, you're in business to make money not to support everybody around, around your community. So you gotta think about that when you're pricing yourself out. You gotta really, and you also got, there's a lot of things you gotta think about when you, [00:27:00] but it's, but that's super reputable cuz I see this a lot, I see a lot of companies at Under Price. [00:27:08] They're just to try to stay relevant, and it's a race to the bottom. I would agree. Yeah. I'm definitely in alignment when I say, Hey, you charge what you're worth. It's, doesn't look at it as, I'm trying to be the cheapest, the most expensive. It's just you've got a set of standards for the quality that you're going to promise to deliver. [00:27:26] And let's be real, man, Reputable people will pay atrocious amounts. Like just to again, be able to trust and rely on you, right? I'm not looking for the cheapest guy to do my roof right now. I'm just looking for the guy. I can count on the guy that I feel good about. Like, at the end of the day, that's what it's about, right? [00:27:41] As a consumer, I just wanna feel good, right? Yeah. There are gobs of money in the world, and what each of us is willing to pay for different things varies. But I think one thing that we all have in common is we want to feel good about it. And how we feel good varies. Like what your priority [00:28:00] is different than what my priority is and what equates to that positive feeling. [00:28:05] But I can tell you, you're I totally agree with you, but I can tell you one thing that's not gonna leave a positive feeling is. Not being empathetic with your customer and trying to mow them over and try to charge 'em for everything in the world. You gotta think about it, you're talking to a human being. [00:28:20] They're human beings that have stuff going on them. And you gotta really think about that. And I believe in my heart, you're better off going and making, a friend with these people. You're better off approaching it that way. And I'll tell you, this is an absolute fact when people say that they have a hard time selling; here's why they have a hard time selling because you're trying to sell something that you shouldn't either be selling or you're selling something you don't believe in, or there's some incongruence in whatever it is you're doing. [00:28:48] Because if you were doing it with a good heart, there wouldn't be any selling involved in it because the person would wanna do business with you a hundred percent. Yeah. I couldn't agree more, right? We [00:29:00] often. Overcomplicate things. We overanalyze it. Sometimes the ambitious goal gets in the way of what the true value is. [00:29:07] We're all people, and the quicker we can understand that all people are either mothers, sons, fathers, daughters, whatever, right? Like we all have something in common. The key is to develop a relationship with them as human beings. The rest comes naturally, man. I just wanna feel good about, who you are under my roof. [00:29:25] And this is the thing, man is like a house is a significant investment, whether it's trades and air conditioning, whether it's roofing, electrical, all of it. I'm calling you for a reason. It's intimidating. I don't know how to solve it myself in most cases. So by the time you get to the door, the odds are already stacked against you in the sense that, one, I don't know enough about what's going on, and I don't like that you have that leverage. [00:29:47] I don't like that. I cannot trust you. I'm skeptical. I'm sitting here going when you go up there, are you telling me the truth? I don't know you. I need to feel like I can count on you. I think sales associates and techs, they would get a [00:30:00] lot farther if they focus on developing trust and making sure that the consumer feels really good about the relationship before they dive in. [00:30:08] And some of the ways of doing that is show them pictures of what you're seeing, try to educate them without overanalyzing and complicating it, because then I just feel overwhelmed. I'm like, Listen, man, like you're not making me feel good. You're making me feel confused. So dumb it down for me, but I also gotta feel as if I can count on you. [00:30:26] So to your point, yeah, I think it's very important, like you have to develop that relationship. That should be the priority when you get to that doorstep. The sales should just be a byproduct. Really it should organically come from a general friendship that is being developed because I'm here to help. [00:30:43] I just want to get to know you while I'm here trying to make your life better. That's it. Yeah. And here's the thing, like a lot of times, I think that we gotta think about from a customer standpoint here, because how many times, I don't know, I don't think I've ever had to call an [00:31:00] HVAC company or a plumbing company in an emergency. [00:31:03] So my point is that most people don't have that phone call in their brain or repertoire. So when the CSR is answering the 50000th call for the day, and it's just the next call, it may be that customer's first call ever calling a service company ever. And to your point, that makes 'em nervous; it makes people uncomfortable. [00:31:27] And you're right, it makes 'em super uncomfortable cuz you have something. That if leverage, you have a lot of leverage. Absolutely. Yeah, You hit the nail on the head, man. It's for sure something that we have to be aware of that. We have to remember to think, and that's what I do, right? [00:31:44] I'm a marketer if there's anything I'm doing, I'm constantly analyzing the psychological components of, hey, when I'm a consumer, why do I look at this billboard? Why does my eye go to the color orange versus green? Like, why is red associated with an emergency in danger? [00:31:59] I have to think of [00:32:00] that. So I get into this common habit of, hey, if I'm gonna grow businesses using search engines, that's why we exist. We exist to grow businesses, period, right? That's our mission statement here at RYNO. How do you expect me to successfully grow a business without having a general understanding of what the company does and offers? [00:32:17] So I, that's one thing I'm just gonna throw out. I'm changing gears a little bit here, but, I think it's a, it's hard for me to understand when we bring in marketing agencies that have zero experience in what it is that I actually offer. Hire someone that understands what you do. [00:32:30] But more importantly, you have to make an a, an attempt to understand the way the consumer thinks, right? When I go to Google, why am I typing in what I'm typing and when would I use something like this? In comparison to a desk or a laptop like this, right? Like psychographics, right? [00:32:47] That's what you're talking about. What's that? Psychographics, that's what you're talking about. Hundred percent, man. Okay. That was one of my questions for you, actually. I can't even believe you brought it up. I want you to, I want you to actually explain that for people because I don't know [00:33:00] if most people understand what that means. [00:33:03] So it's situational awareness, right? I'll give you an example. I commonly teach the team here. I'm gonna use air conditioning. Even roofing, right? Like when I am going to make a large investment, a purchase, right? If I'm gonna spend $8,000 on a new system it's a commitment. [00:33:19] It's a lot of money. Let's be real. And it's gonna be a lot harder for me to just hand you eight k. It's different when I'm buying a candy bar from the grocery store for a dollar and change. We don't feel the impact. , for instance. Is my AC unit broken, or is it still working? Is it 120 degrees? [00:33:40] Is it 70, and the windows are open? What is the rush component? Do I have the ability to sit here at this laptop and do some research? If I'm looking for a Lenox system or a training unit, am I sipping on my coffee and just trying to feel like I'm doing my own education so that I can feel better about that tech experience that we just discussed? [00:33:59] [00:34:00] How I act in that situation is different than when I have a newborn baby in the home. It's 120 degrees in Phoenix, and The AC breaks. This is now an emergency, so what am I going to do? Everything changes psychologically. The rush factor comes in. I start using this device. All those people say, Hey, I scroll past the PPC ads on Google. [00:34:22] They stop scrolling past the PPC ads. They're panicking from this tiny screen, and they literally click the PPC ad, not even knowing what they clicked, because they just clicked the first guy on the list, right? Can you be here? Can you be here now? How much is it? Okay, I'll be glad we play 30 more dollars for that initial fee, and I would, because right now I just desperately need someone to come and I talk called two guys that are booked out for two weeks. [00:34:45] Get here now. So my entire. Changes 100%, which is where we have to be aware. When I go into Google, and I look at tools like Paper Click versus SEO or lsa, the situational components that we are describing [00:35:00] with each other vary dramatically. PPC starts to generate more leads in certain types of scenarios, and you can set it up so that the ads show at the right time on the right device type, right? [00:35:13] Like maybe I shouldn't push PPC ads on a desktop or a laptop computer in this exact example where I'm saying, Hey, if someone's in like a rush case and I'm going for the rush, lead them sitting down and opening up their laptop isn't really a rush type scenario. The cell phone, is that kind of like what you're asking me to describe? [00:35:31] Yeah, totally. Yeah, totally. Because yeah, it's so important to understand those things specifically. Alright. If, and this is such a good segue if let's just say I go hire ABC marketing company, and they say, Yeah, we're gonna do, we're gonna, we're gonna run traffic to your site, we're gonna get you leads. [00:35:51] I'm like, Great. We do plumbing, and we do HVAC. Cool. We can do that. All right, great. So here's where the conversation we just had comes into play. Are [00:36:00] you running traffic for emergency leads? Are you making sure that at my I'm on top of the page for Google? Or are you running? Are you sending me leads for service work? [00:36:08] Are you sending me leads for repair service work in re a whole house re-pipe is vastly different, right? Hot water heater and a whole HVAC you are totally different. . So this is why it's important if you are not consecutively meeting with your marketing agency on a regular basis. [00:36:27] You now understand why that is a problem. You literally just exposed to that because theoretically, what should be happening, Corey Wright, is if you are the client and IMD agency, realistically, we need to get together regularly. And I need to ask you things like Corey, how far out is your service tech booked? [00:36:43] Because if you're booked out three weeks, nobody's gonna wait three weeks for a repair, right? That's just not the case. If, in most cases, something's broken. Now it depends conditionally on what we're talking about, right? But theoretically, why am I running PPC ads for a service that if you can't get to it right away, you're gonna pay for the [00:37:00] click, and you're not going to convert? [00:37:01] Meaning it's not gonna result in. You should be shifting those marketing dollars and doing something in the area of your business where you've got quicker bandwidth times, right? Like maybe you've got a comfort advisor sitting around, and they can get to you within 48 or 72 hours, right? Okay, pour the money into a sales campaign. [00:37:18] That's funny. I'm actually doing a webinar in the C tomorrow morning, all about pay-per-click. PPC is your best friend because you can meet consistently and get an alignment on your goals and leverage it to the point that I'm trying to make SEO; you've got a little bit of a different component there, right? [00:37:34] Like it's the bang for the buck is the ultimate holy grail after time prevails. And it's like a tree. It grows and generates fruits of its labor, but you gotta keep watering it. And that's the analogy I use like PPC buys you the. By having some control and strategy to generate leads while you're waiting for the SEO to saturate and do what it's designed to do. [00:37:55] But to your point, absolutely, my man, like you're gonna have different areas of your company, and [00:38:00] your marketing agency can control things from the location. You could tell me, Hey, the average lifetime of this unit's 20 years; let's just say that 15, whatever you believe it is, it varies across the country based on the next of the year. [00:38:12] Sure. But if you turn around and say that, and I can easily pull a report that this neighborhood was newly constructed 15 years ago, doesn't it make sense for me to run a PPC campaign to that particular zip or set of radius around that neighborhood so that you are at the top of the page cap capitalizing on a probably higher ratio of change out. [00:38:34] You get what I mean? These are, I literally just had this conversation today, I said, actually a potential client. And I said, let me ask you, what is your, what do you make the most money on? Repipes? I said, Oh, that makes sense. I said, How much traffic do you, I said, Let me ask you a question. [00:38:49] How much traffic do you run to get re-pipes? We don't run any traffic. I said why don't you, why don't you geo fence a neighborhood? And I'll just use an example, as I [00:39:00] know, like out in Vegas, right? But you got, you're near Vegas hard water, or I don't know if it's called hard water, but your water's definitely different than it is in North Carolina. [00:39:08] It's in your hot water heaters. Last fraction of the time, Almost half the amount of time, like seven years. We're in Phoenix, but it's a similar environment. Yeah. I get what you mean. Yeah. So I may have; I actually forgot where I was going with that. Oh, I was asking him, and I said why don't you find, I said, why don't you just do a search and look at neighborhoods that are built in 1960 or below and just blanket them with a small ad saying that we could do your re-pipe your house. [00:39:36] Is that time or whatever. I said, Guess what, dude? You'll have every re-pipe in that neighborhood. Cause nobody else is doing that. A hundred percent. It just has purpose and intent. That's really what it is. It's like you can do the same thing By looking up the average income or the house values. [00:39:52] There are a lot of strategies you can do. And, to your point, to my point, like meeting with your marketing agency on a routine basis is key. You [00:40:00] shouldn't just be evaluating performance. You should strategically tell them, " Hey, I want to push this type of lead. I wanna scale back on that type of lead and give them this type of information. [00:40:08] Because they do have the ability to be strategic and help you drive call types where they can. Like it's possible. I'm glad you brought that up meeting with your marketing. That was one of my questions. How, All right. So how often? What's a good amount of time? Once a month, once every two weeks. [00:40:26] What's a solid amount of time where there shouldn't be much lapse if there, if things, a campaign goes sideways, Heaven forbid. Yeah. Yeah. So listen, I like the magic metric we like here is a month, but I want to elaborate, right? We meet with clients once a month to discuss results. [00:40:43] That doesn't mean that you can't shoot an email back and forth whenever the hell you want, right? And make tweaks and adjustments. But I say that cautiously because any season seasoned PPC analyst is going to also remind you that there is artificial intelligence involved. It's not like you. [00:40:59] [00:41:00] Whoever bids the most on a click wins, okay? The quality of the page can determine the amount of spend. For instance, if I got a complete trash landing page that the ad points to, the cost per click is going to be higher because the quality score of the page is lower. It's Google's way of saying, Hey, the user might have a bad experience going to your crappy website. [00:41:22] So just to cover my ass, I'm gonna charge you more for this click. So what you're really trying to do right is get a high-quality score so that you can get the cost per click as low as possible, but you're still bidding against your competition, right? If I've got three ads at the top, the quality score does have a component, but I still need to outbid the guy above me if I want to rank higher than him. [00:41:43] So, like all of that being said, the algorithm is there. To answer your direct question, how often do I like a month? But the reason I do that is that you need to make decisions with data. Yes. So I wanna elaborate on that. Is it because in [00:42:00] PPC, yes, like you have a lot of moving gauges and things that you can do, but let's be clear, you need enough data to populate and generate for you to observe a trend and really have a formalized decision. [00:42:13] Like you move the needle too much, you may have moved it prematurely, is essentially what I'm trying to say. But you need to give it time to saturate and really justify the decision that you're going to make. So I often tell clients like, I'm looking for two to three months to really get it going. [00:42:28] It's like a, the analogy I always use, you wake up a child like it's cranking and morning man he, she's gotta get their feet underneath of them and may wake up and, just get into the groove before they're even enjoyable to be around if ever. But, jokes aside, it really comes down to. [00:42:46] Let the wheels get spinning and see what it does before you prematurely make moves and adjustments. Because every time you reshift it, it's trying to relearn and rethink. And the key is to get it to find some [00:43:00] traction and then fine-tune and adjust it. So to answer the direct question again, I meet monthly performance-wise with my clients, but listen, like we're having conversations, some of them every other day, like weekly. [00:43:13] It happens. I tell clients to tell me anytime the board is a little light in one area versus the other. If it's g packed like it's booked out multiple weeks, like I just teach them, Hey, if you're a consumer, would you be willing to wait this long? Because if the answer's no, I should know. That's really So what, why is it important? Why is it important for a company to let you know when they're really heavy? Let's say they're doing, their techs are booked out, and they've got a ton of hot water heaters, right? But they've got texts that can do but re-pipe, right? [00:43:44] And so they're not utilizing these other techs for really bigger jobs cuz they're cranking out all these hot water heaters. They should contact you and say, Hey, we're heavy on hot water heaters. We need to move; I'm guessing we need to move some of our money to a different area. Which I think you were saying earlier [00:44:00] Yeah, that's exactly it, right? [00:44:01] Like you're just trying to control the bandwidth by what is the type of opportunity you're pushing through the advertising. Now let's be clear there are some caveats that, Like the risk you always run is like your consumer doesn't understand. You talk to your average Joe and say re-pipe, he's gonna scratch his head and be like, What does that mean? [00:44:18] I don't get it. Yeah. So then, what you have to think about is that guy is probably typing into Google Plumber Plumbing. Like he doesn't know specifically what he wants. And the thing with that right is if I target that ad, that word, there's just no way your digital marketing agency knows contextually what you're gonna get. [00:44:36] Let's be real like you want to target the ad because you want to generate the lead and you want to get the opportunity, but it's like you never know what you're gonna get a box of chocolates, will forest. Yeah. Unless you geofence an area that you know needs pre-pipes. That's the only way that you could, really. I'd guess that's the only way you could really track and measure something that specific, that niche. Yeah, and the geo-fence is a little different than pay-per-click, [00:45:00] but there's the same like the general concept of understanding, theoretically, how it works. [00:45:04] Like in PPC, when we target the keyword rather than necessarily just trying to target an area, put in specific job types and categories and things of that nature. The example might be in PPC, I can target an exact word. I can exclude a word. I could literally make it so that the ad only shows up if someone types in a letter word for word re-pipe and then say, this ad should not show up if someone types in a plumber and the cost of the word is gonna be higher or lower based upon the popularity of it, right? [00:45:33] If I've got barely anyone searching for the word re-pipe, it's not gonna cost much for me to target that because it's just not commonly utilized. Word amongst your consumer type on search engines. And just a side, this is a really important lesson when the, if you're an owner and you've got technicians, you got CSRs and they're talking to the customer, and I literally, I witnessed this not long ago, a guy, he, he said we need you to need to change out. [00:45:59] Your [00:46:00] angle stops. And I'm like. I'm sitting here, I'm dying inside. Cause I know damn well that customer has zero ideas about what an angle stop is. And so they're like, Yeah, I don't need two angle stops for 300 bucks. Get the hell out of the house. I'm like, Dude, did you, you think about what is, I said at the time I was like do you think they knew what an angle stop was? [00:46:18] What else could you have caught it? He said it was just a shutoff valve. I'm like, Just say shutoff valve. You don't say; I know you wanna sound important. And I wouldn't say this like a negative thing to 'em. I'm like, I know you went to school to learn all this shit and learn all these. [00:46:31] Terminologies, but. Leave that shit at home when you go or leave that at the door when you go in somebody's house, cuz they don't know any of that stuff. Yeah. As if I, when I put myself into consumer shoes, really gosh, I'm trying to remember who taught me this the other day. [00:46:44] Like, literally, I heard someone say this the other week, and it resonated with me so much. It's like you just dumb it down. Just tell me, if I was trying to be cheap and just get by this, if I was looking to I [00:47:00] guess what I'm trying to say right now is ask me more questions. What is my goal? [00:47:04] Am I staying in this house for five years? Am I staying in it for the rest of my life? Cuz sometimes, literally, what I want to know, Corey, is, Hey, what would you do if this was your mom's house? Yes. What would you do if you loved this person and you cared about them? What would you suggest? [00:47:19] If you actually gave a shit about this person. Now, if you're doing your job, you've convinced me you give a shit about me, right? But let's be real because sometimes that's all I want to know is when I ask you that, it means I care. I want you to care I want to do the thing you know that you are saying is in the best interest of someone you care about. [00:47:37] And then explain to me why, Like, why would you do that? That's the way that I want to hear it, man. I don't fuck what an angle stop is, right? That's right. Like again, to my point earlier, it just overwhelms me. It makes me sit here and say, Man, like you're talking to me about this stuff. I'm just trying to understand how long this is going to take. [00:47:56] Is this gonna be fixed? And are we gonna be okay? Like, when can you fix this spot? Do I need to [00:48:00] get a hotel? There are so many other things in my mind that I'm worried about. How much has this gonna cost? Can I afford it? So the minute you drop an angle stop term, or just a complex term on me, all it's gonna do is make me more frustrated. [00:48:11] I got a million other problems, man. I hired you. To simplify this, don't overcomplicate it. Yeah. And you gotta think that customer is most likely, potentially in distress or even, they're just thinking about so many different things, and they've already used up a lot of brain energy, let's call it on this problem. [00:48:30] And now you're making them think harder about the problem they don't wanna think about anyway. Yeah. That is not drawing you; it's not drawing you any closer to the sale, I promise you. Yeah. And again, these are all just opinions, like to each your own. And I think that you're gonna get a lot of people who may disagree with some of these theories. [00:48:48] But at the end of the day, my goal is, I always just try to think about. What would I do if I was angry in this situation? What would I do if I was intimidated or if I didn't trust anyone, or if I had all the money in [00:49:00] the world? Cause I think these are all different types of consumers that you're gonna deal with that are different. [00:49:04] But at the end of the day, my sole purpose is to try and think like all those consumers and then make sure that the clients of RYNO strategic solutions are growing. But the only way I can do that is to never count someone out. Like I have to think about every type of person, how they are, how they might be, not just what I personally think and some of the opinions that I'm sharing, right? [00:49:23] There are really just opinions. They're not facts, But that being said, I try to keep every type of consumer in mind because if I'm really gonna grow businesses and be the most reputable digital marketing agency in-home services, I use the keyword reputable, right? As CXO, experience is my key. [00:49:41] We don't look at the dollars here; we look at the experience; the dollars come organically. , we do things right. We genuinely care. We treat clients like their families. We want them to feel like we are a marketing agency right there under their arm and that we are conveniently ready and capable of helping them at all times. [00:49:59] And when I [00:50:00] say all this to you, the only way you're gonna successfully do that is by trying to be considerate and thoughtful of what these consumers are dealing with, how they're feeling, and how they might go into the search engines and interact with them before they make the choice of giving you guys a chance. [00:50:18] That's what it's about. I wanna, you're right. And one thing that I think is also really important when you think about inviting somebody into your house is like that's the most personal space in your whole life. And if you're the technician walking into the house, you should be grateful that the person allowed you in their house. [00:50:37] You're a. True. So true. You get memorized too, man. I love hearing about the unique differentiator. I'll challenge every listener to ask themselves that too. I've heard it. All right. The dog treats bring the dog treats for the dog. That's a good one, right? I think I heard one where they lay out a mat, literally, so that when you open the door, it's like this shining experience. [00:50:57] Here's your tech in his suit, standing [00:51:00] on the mat with the dog treat, right? But I would challenge you to ask yourself, like, how do you become the most memorable? Because if I'm gonna have three different guys pop into the door, right? The memorable one is the one who did something that made me feel special. [00:51:16] It was unique. It was different. They stood out. That's another thing I always like to call out too. , there are 10 of you. Why you, And I'm not saying like the traditional we take the best care of them. Cuz that's too vague, man. How, what specifically are you doing? It's like when I have an employee, and I say, Hey, what's your goal? [00:51:36] And they say, I'm gonna become smarter. How are you gonna do that? What is your strategy? Give me something that is measurable, not something that is opinionated. Challenge business owners. Think about that as contractors when they go into these homes. Like how can you truly do something like it's tangible? [00:51:53] That is legitimate; you're gonna go out there and do something, measure it, and be uniquely different from [00:52:00] everybody else in the valley. Just something I always do. I wish I could say I asked you to ask me that question cuz I'm actually gonna answer that question. Cause you love it. [00:52:09] You've done it perfectly because I'm, I'll give you and everybody else listening the answer to that question shut your mouth and listen to the customer. That's a really good point. That's how you make 'em feel valued, right? [00:52:22] And that's really the key is I think the greatest coaches in the world they're the greatest listeners, right? The greatest learners in the world and greatest listeners, right? You've got two ears and one mouth. Listen twice as much as you speak. I could say it a million different ways, but I would definitely note that one down. [00:52:39] Man. It's a great point. Yeah, I appreciate that. And it really is true, and this is something that I've not always been great at; active listening is really what we're talking about here. And just an I'll just we'll wrap up with this, the active listening is listening, not so you can respond, not so you [00:53:00] can tell people what is on your mind, but listen to respond to the person that's talking to you about what they're talking about. [00:53:07] And it's amazing if you take a step back sometime and pay attention, say how many people don't do that? It's pretty crazy. Oh yeah. I'd say even deep listening, I try to take it to a level in which I go, Okay, listening to respond is definitely not the goal here. And listening to listen is one thing, but I challenge you guys to take it even further. [00:53:29] And that's, listen to where you're hearing what they're not saying. I do think that there is a component. Listening at such a level in which you're really trying to decipher and see what isn't necessarily there, what is being said, think about every time you ever did an interview a, with a team member. [00:53:46] Listen, like that. Like literally listen and look for what's not being said or what is not there present. I think that if I could have this ambitious goal like to be the greatest listener in the world like we all have things we've gotta work on, [00:54:00] right? That would be a superpower worth having. [00:54:02] I wish that I could easily go and be that great of a listener at all times. It's tough. Humans. What is our attention span? It was something dramatic. I can't remember what the statistic is. Definitely takes a special person to be a great listener. Gosh, my wife is the best one that I know. [00:54:17] It's reason 884. Why I married her. I don't think my life has many choices, but be a good listener because I just I, I do talk a lot, I, it is something you have to train yourself on and anyhow, so I do wanna ask one last thing. So I do want you to; you guys have roof con coming up, right? [00:54:38] We do. You're gonna be doing some cool stuff at Roof Con. Personally, You're gonna be doing some stuff there. Can you tell us? Yeah, man, I'm excited about them, and thanks for bringing that up. Yeah. As I was telling you earlier like I'm an operations guy. I work a lot with the strategy here at RYNO. [00:54:51], one of my many roles is to understand Google, right? It's to really make sure the team's in alignment on what our actual strategies are going to be and how we're going to grow [00:55:00] these businesses. Using these search engines. So it's funny, anytime I go out to these shows, these trade shows, these events like I feel like I'm on a field day. [00:55:07] Like, I'm not in sales. I don't commonly go to these events. So when you see me at one, it's because we're there to educate. And that's a service. World Expo was so fun last week cuz, literally like the goal was to go in there and just teach people how to do things that we do, right? So that they don't need us, right? [00:55:20] But yes, to your point, Roof Con is, it's one of those opportunities. I'm getting the opportunity and the privilege to attend Orlando. Get out there with our VP of sales, Jeff, where he's got a keynote presentation. I'll be running a marketing panel just to try and share all the wisdom I can, especially about digital, and just help businesses accomplish their goals. [00:55:41] But I'll also be doing a breakout all about Google Maps. I could literally spend a whole episode on this query, but I would just tell everyone this, like Google Maps, it's the easiest. Free, 100% free tool that, if you just try, you can easily generate leads without the need [00:56:00] of a digital marketing agency. [00:56:01] And I'd love an $18,000 roof with zero cost just because I'm paying attention to Google Maps and following some of the steps I'm gonna share. For those of you that have been kind enough to sit through this past hour, I hope to see you at Roof Con. I'll be doing a breakout and giving you all of those tricks and step-by-step tutorials on what you can take back to your organization and how to do it yourself. [00:56:21] And a very easy way to look at a report and literally say, Hey, all those things Mike told me to do resulted in X number of new roots. Dude, that's awesome. That's probably the best thing that you could have said, because look, I, and I don't even know the information that you're talking about, but I'm super interested, so I can't wait. [00:56:38] I can't wait to hear you talk about this. It's gonna be dope, dude. Yeah, I hope you're in there, man. Sit in, I'll, and We'll make sure it's fun. If there's anything I can promise, it'll be entertaining, No doubt. No doubt. Listen, tell everybody where they can find you and all that good stuff. Any information you wanna tell everybody about you, yeah. [00:56:55] Yeah, man. So listen to our website RYNO s s.com. That's [00:57:00] r y n o s s.com. That's just to learn more about what we do and who we are. But this is my passion and like my, I literally sleep and breathe this stuff. I love having the ability to change the trajectory, not just of my employees here, but of businesses too. [00:57:18] I get that business owner, this is their life's work. And for them to put their trust and faith in us to help them grow it is a gift in itself. I'm blessed. So I say that to tell you guys, please don't ever hesitate to reach out to me directly; I literally will give you my email, direct email here. [00:57:31] It's m as in Michael Venidis, that's V E N I d I s@RYNOSS.com. And I'm always talking to stuff, Man. If you got some simple questions, don't hesitate to reach out and utilize me. It's literally a hobby. So you're not a burden. And I'm here to help, and I wanna see everyone succeed. That's what I love about life. [00:57:52] It's all about being positive and helping lift each other up. You're the man. I appreciate it, brother. Absolutely. Thank you so much for your time, Corey. Dude, this was [00:58:00] fantastic. Thank you so much. I appreciate you, man. We see ya. Relevant Links: Michael Venidis CXO RYNO Strategic Solutions mvenidis@rynoss.com https://wwwrynoss.com     You can TEXT Corey at 919.896.9999 or go to https://www.hvacplumbingsales.com   Please join my free Facebook group https://www.facebook.com/groups/thetradeschools  Follow me at: https://www.instagram.com/coreyberrier/ www.linkedin.com/in/coreysalescoach  9 Simple Steps to Sell More $H!T! http

 Want to learn digital marketing? Look no further than the Successful Life Podcast. Hosted by Corey Berrier, this podcast features interviews with top experts in SEO, PPC, and other digital marketing strategies.   Welcome to the Successful Life Podcast. I am your host, Corey Berrier, and here with my man, Jeff Bowab. What's up, Jeff? Corey, man, it's nice to see you again. Nice to be on the show. Yes, sir. It's been a. We've been trying to get this thing going for a couple of months now. I got to meet; I just want to tell a quick story. I got to meet you, Jeff, at the revolt event, and, For I'm not going to call out how old you are. You're probably in your late forties, but you moved quicker than any dude on that. I will say I enjoyed it, I'm glad we were on the same team for football, and I wish I were the age you called out. I'm a little bit older, so you know, you pay the price the next couple of days. The hamstrings were screaming the next couple of days. Yeah, without a doubt. Jeff, tell everybody a little; I know you're the vice president of Sales for Ryno Strategic Solutions. If you want just to give a little bit of a high-level overview of who you are and what you do and a little bit about Rhino, that'd be great. For sure. Thanks. So we are a digital marketing company for the trades. We aim to be the most reputable digital marketing company in the trades to all English-speaking Lang. Company or countries. So been in the trades for about 15 years. Our specialty started out as HVAC, plumbing, and electrical. I know some verticals near and dear to your heart as well. In the last year or so, we recently got into the roofing space, which is where we met again. We do some other things as well. Garage doors, stuff like that. But that's been our niche over the last 15 years. We also have, as we were talking about before, a podcast the point is probably currently the number one podcast in the home services space. Cory, not to plug another podcast on your podcast cause I love yours as well. I'll be honest; Jeff probably has two shows a month. I talk about something that you guys are doing because I love listening to the people you bring on because I get to learn something from everybody. And I'll just tell you, as of recent Ryan. This guy was on, and he may have been on the last time or show before last; as soon as I heard him talking and understanding what the problem is that our friend Dan Antonelli, he's a year out, I thought I needed to connect with this guy because I need this guy in my back pocket. So I.  And because of your guy's podcast, I connected with this gentleman, and now we have a strategic partnership. That's because of you guys. I would've never, and it would've never happened if I hadn't been for you guys. I love Ryan. I got to meet him at we did an event in Nashville together. First time I met him in person, and he's so intentional. His thought process is so systematic. And then his designs are unique. When he did, I'm sure he showed you some stuff. When he sent us his playbook on, how he went to market, what his thought process was, and then ultimately, how some of the design looked. I like him, and his core values align with ryno's core values. So I was glad I could make the introduction for you guys. Yeah, for sure. He's super, and his brother's super too. I got a chance to chat with him for a little while, and they're just good people. And I think they've got something. Anyhow. I guess that was just a quick note to add to that, which I enjoy. I do enjoy the show. So you guys have got some exciting things coming up. I know. I know you've got some exciting things coming up in November, right? Are you referring to my vacation or the first show that we go to? Maybe both. Yeah, I'm going to. I will be taking a long-needed vacation here in a coup next Saturday. But after I get back, we've got some things going on. One is both roofs related this year. We're returning for our second year as a VIP sponsor at Roof Con in Orlando, roofing.com. November 6th through the. We'll be in Orlando with our friends from Revolt and Roof Con. Super excited about that. And if anyone's listening and has never been to that event, I can tell you it's a banger. Then we'll go to the first week of December to the Roofing Process Conference with Dimitri Lapinski. He's putting that on out in Las Vegas. And that is December 1st and second. I believe it's at the MGM. Don't quote me. But we'll also be partying on the third because that's my birthday, and someone else's for rhino's birthday. So we're probably going to stay a day over, hang out in Vegas, and have a good time. That's going to be awesome. Need, that's going to be remarkable. Is Dimitri, do I know Dimitri? I think I know. He's pretty; he's an influencer on Facebook for sure. I'm sure you've seen his stuff with Dmitri Lapinski. You could look him up. He does many great things for the industry, so we're excited to do Roof con and that. Then we'll come back around in early next year. Rhino in. It puts on, I believe, the most reputable H V A C plumbing electrical event in the industry. We've just recently announced, I know you've seen Nelly will be performing at the event. We have not announced our main headliner yet, but last year we had Mike Tyson, the Great Mike Tyson, and Larry Fitzgerald from the Cardinals. Going to be a first-time Hall of Fame, first-ballot hall of Famer. The year before that, we had Gary Vaynerchuck and Terry Nicolson. So this year it's going to be amazing. 50. Of the country's top plumbing, electrical, and HVAC contractors. It's essentially like a day-and-a-half think tank. Everything that's going on in the industry, how you can get better, and how you can scale your business will have some great speakers. Terry Nicholson from practice S10 will be there. Dave Geiger from Horizon will be there. I think Ken Goodrich will be back from the ghetto. He'll be there, and I believe Ken Haynes from the Wrench Group will be back. He was at our first one as well. So man, really fantastic lineup. Super man. That sounds awesome. It's so funny. I was just talking to John Miraca yesterday. We were just talking about him coming to the event this year, and he was just telling me how much he enjoyed it last year. So on and so forth. I didn't think about that when we were talking earlier. It's invite-only, correct? It's you have to purchase a ticket. So we make it very exclusive. The tickets are expensive, but I can tell you the return on investment that people have walked away from relationships to the strategies that they've learned. I don't want to, you. Give it away. But Ken Goodrich gave some excellent tips last year on how to negotiate with suppliers and things like that. It has changed the game, I believe. There are a lot of significant events. I'm probably a little biased, but I think this is the best one out there. It's almost like magic. It's tough to explain what happens in those groups. It's tough to explain. The conversations develop once you get in that room, and it's hard. It's hard even to imagine because I think a lot of those conversations start, from a place, because most people are there because they want to help one another. I would be willing to bet everybody's there to help one another. So when you have that many people with a servant at heart in one place, it's incredible what can happen. Agreed. I think Ryno tries to be a servant leader in the market. We're a for-profit business like everybody. One of our core values is genuinely caring and giving back we want to be able to do those things for people. So I think just edifying the industry has been our goal. And I think our thought process is, to your point, if you're a servant leader, Zig Ziegler said, If you help enough people get what they want, you will automatically get what you want. So I think Rhino believes the same. We want to give back. We want to serve the industry, and we know because of that, people will be drawn to what we do. A hundred percent. That is an excellent lead-in for my next question, which I wanted to ask you. I hear Chris talk about this a lot. And you and I have talked about it. You guys do one day a month, and I can't remember what day it is or how the structure is, but can you just talk about the service that you do that one day a month? I think it's imperative to highlight that. Because most comp, I think most, I don't know if most companies do that. I guess they probably do not I haven't run across too many that consistently provide. Service like you're about to tell us about. So I'd love to hear about that. Yeah, and I know we talked about this kind of off, off the show, and we're excited about we do service days. It used to be one day a month, but rhino's gotten so big we had to split it up into two days because most non-profits we volunteer at can't handle the number of people we have. So what it is, again, one of our core values is, giving back. To be a ryno, you must be on board with us to give back to the community. I was just out in Phoenix last week and participated in a service day there, and we worked at a wildlife refuge for animals and most birds, but they do have some other things. So we got to see some bald eagles, some condos, So they're doing a cool thing and so our team probably of about, 30 or 40 people on this day. We gave back, cleaned up, cleaned cages, cleaned, trimmed things, and picked up trash just to support this organization. Because Ryno wants, we do believe in serving our local community. And then, for those of us that are remote, like me, I live in Virginia. We go out and serve our local communities. So, I've got a church that I like to volunteer at. So that's what I do. A couple of other people work at Parks and things like that. So it's a huge part of what we do at Rhino. And we also like to align ourselves with potential clients who believe in giving back. Like one of my favorite clients that we work with, they give back at any hour. So we like to align ourselves and walk the. Sure it makes sense. It breeds a pretty great company culture when you do things like that. Yeah. One the items, if someone has seen our website and, we try to send out our recruiting videos that touch on all of these things, the culture at Rhino, the giving back, how we treat our teammates and care for them, we are a big believer in that because of you. Of course, we go to work for a paycheck, but people want to be part of something bigger than just that. Most people, especially younger people, are not necessarily motivated by money. It's. Sense of accomplishment, culture, and working for a great team. The team cares about their work; their work is essential. And I think that Rhino checks all of those boxes from the giving back and the employer standpoint. So if people are looking for a great company, I feel Ryno is an excellent place to be a part of. It certainly sounds that way. I think that you mentioned something, and then I just drew a complete blank. That's all right. It'll come back to me. Oh, you mentioned that people want more than money. That this is precisely what I just talked about at Connect for PHCC. You're right. You're a hundred percent right, and I wonder. Chris is about my age, so I wonder if he understands this because I get it. I understand I'm an old soul, but I also appreciate the younger generation cause I'm right there in the middle. And he's, I think he's the, I think he's the same age as I am. And so I guess that makes it really, I think it makes it a lot easier to swallow both cols, Generations, The old, like the boomer generation, so to speak, and then the Gen Zs and the millennials. But I think a lot of folks in the trades don't think, I know it's really hard to get their head wrapped around bringing these younger people in and doing things a bit differently than how they've been doing them. Yeah, I agree. It's funny, even though I'm on the sales side, we'll talk to a lot of sales folks that want to come on board to Ryno, and their number one driver is also not money, which is, crazy to me growing up in kind of the Glen Gary, Glen Ross, type of generation boiler room, things like that where you want to be able to serve people. One of the great things about what we do at Rhino is, yes, people want to. By, by our marketing services, but we're serving them. We talk a lot in our meetings. Hey, if it's Corey's, H V A C, Corey's gotta pay his people, and Corey's gotta put food on his table. So we're very mindful of that. We're here to serve those folks. We want to go above and beyond for them because we know whatever investment they make with us, it's a lot for them. Yeah, it is crucial. Like money is essential. Don't get me wrong. We all need to pay our bills, and people wanna make money. But I do think people. To be a part of a team and the greater good of something. So that's, again it's a cool thing about what we do, and I think it resonates with many of our customers. I'm sure it does. I'm sure it does. It is as it should be, and I think it's a good representation of how companies should look at things because I do believe that if you have a good company culture If you have core values, you hire and fire by your core values. I think that you got a good org. You've probably got an excellent organization. . Yeah, I agree. And then plus Rhino throws the best Christmas party anyone's ever seen. So if anyone ever filed us on social media last year, we had Flow Rider at our Christmas party the year before we had Julio rest in peace and tone lo, and even if you remember, way back, we had a young mc who sang Bust to move. So yes. We do some incredible things. We are big believers. Work hard, but we're going to reward our team and play hard. Our Christmas parties are pretty legendary. We have a lot of clients that want to come, and it's just to reward the Rhino team. That is super. So, Corey, you can't go. No offense. I can't come. Dang, it. So I was waiting for you to say, but Corey, you could come. That is fantastic. So Jeff, let me see here. Let me just look at my notes here. I was going to ask you about a couple of other things. I know people want to know about shifting a little bit over to more of the business. You know this, Every marketing company says they can do a million different things. They all say they can do this, that another, and they can do it better than everybody else. So why? Why would somebody? What makes you all different? Yeah, I think that's a great question because I believe our contractors get asked the same thing by homeowners, right? Hey, somebody came out and looked at my HVAC system. How are you guys different? And I don't, I think, I don't know if that's the correct question. It understands what the customer needs because we all have strategies like, I'm a huge sports guy, and look at quarterbacks, right? Some throw the ball better than others, but they have different mechanics. Some are running quarterbacks; some are throwing quarterbacks. Some move around the pocket, and some don't. There are always other ways you can do things, but the most important thing, as a marketing company, is understanding what the client wants and their cadence. The company is honest, the marketing company, being honest and saying, yes, we're excellent at that. I often think the same way in the industry and with contractors. They will tell people what they want to hear to acquire their business. Knowing that they don't, that they're not excellent in that. And I can tell you; there are a lot of times that I'll tell customers like, We would love to serve you as a client, but we're not excellent in what you're asking us to do. Or, That's not what we do. I'd be glad to refer you over to somebody else of the people that we work with. But if I'm being frank with you, That's not what we do. So I think one thing Rhino is excellent at, and I'm constantly talking to our team about, is another core value, transparency. Be transparent. Tell them if someone asks you to do something that doesn't align with what we do. And. 99 times out of a hundred, they'll appreciate that. They're going to say, Thank you for being so honest. Other companies have just tried to grab my money and wanted to sign me up as perfect examples. Many customers will come to us and say, I'm unhappy with what's going on currently with my other marketing company; we'll take a look and say, Hey, look that. We can't work on it, or it will not convert correctly. It's not going to deliver the highest ROI now, but I'll say other companies will take it because they know there's a lot of money in the marketing, not necessarily in the website. So we'll tell people, Hey, if you want to work with Ryno, here's the solution, and it's probably going to include a new website. You don't have to do that. Everyone else will take your money and take your business without doing. And then what's going to happen is you'll be back in the same boat you were in right now, unhappy with your results. And then you'll come back to Rhino a year later and go, I should have listened to you guys because now it costs me double because I had to go through another lousy scenario. So I think that's what makes us different. A couple of other things. We've been in the space for 15 years, and all we do is trades like plumbing, electrical, HVAC, and roofing garage doors. That's all we do. If you said to me, Hey, we also own a restaurant in our local town. We couldn't help you. We don't know the restaurant game; it's slightly different. We're going to be fully transparent with them. We're also not going to push them to sell them anything. We'll educate them on what's going on with their marketing, and they could leave that meeting with us and be much more educated. It probably improved some things without signing up for Rhino. Back to the enlightenment. We want to edify and educate the industry, and hopefully, people will say, I align with that. That's how we treat our customers. We would like to do business with you. Absolutely. Interestingly, you say it. I and I didn't, I didn't know that's exactly how you did it, to be honest with you. But that's precisely how I work with people. I in, in, I, I used something similar to what you guys do, not with the team you do, but. So I listen to people's calls, right? That's how I understand what the problems are. I listen to CSRs, and I listen to the technicians, and I figure out where the problems are, and there are always problems with every single company out there. I don't care who you are; there's always a problem, and I'm not saying that it's a big problem that you need to fix, but there are always problems, and there are always things you can improve on. And so that gives me a perfect look. Exactly what's happening, and then I can give you the exact solution to fix that problem instead of just giving you a blanket solution, as many people do. I just don't; I don't believe in that anyway, so I provide that report after I do all the calls and do all my analysis, then I provide that report. And then, if the customer wants to move forward, then great if then we could talk about that. But if they don't, you've got a pretty good amount of information to go off of. . Yeah, agreed. A hundred percent. We're believers of the old sales; school was transactional. Hey, would you like to buy this widget? How much does it cost? It cost $5. Would you like to buy it? Yes or no? Now we've moved into because we have so many resources at our hands to be consultants. Tell me your pain points because, no offense, Mr. HVAC contractor, there are 50 people. Within 10 miles of you, that also do HVAC. So, people aren't buying your box; they're buying your solution to their problem. So we want to be consultants to people that call in and give them some good advice, whether they go with Rhino or not. We want to be suitable to the industry and treat the industry well. Eventually, all, we always say, all roads lead back to Ryno. Eventually, they're going to come back to us regardless. If we've done an excellent job for them if we've cheated them correctly, and if we've stood by our values of educating the customer versus trying to sell them to do something. The excellent news is that RYNO is in a position. We don't need to sell anybody anything. We're, we do well. We've earned our reputation in the industry. So we try to educate folks; even if you want to call us up and ask us some questions and you have no intention of coming over to Rhino, we'll still help you. I love that. I think it's crucial too. That resource. I think it's important, and I agree with you. You know this because I talked briefly with you the other day. And just like I mentioned with Ryan, it makes sense for me to be aligned with people who can do the things that I can't do because that helps everybody around me and makes me look good. And it helps my customer. Yeah. It also makes me the. Is that why you wanted to be on my football team? Because you couldn't catch the ball. That's right. . I'm just playing with you, man. I really can't see the ball. I really could not grab the ball. I'm really; you're an excellent pass rusher. You're an excellent pass rusher and a blocker. I could block a little bit. There you go. Yeah. That was so much fun. Poor Josh's leg was destroyed. We'll never forget that weekend. We will never forget that week. It's so impactful. I believe they just finished up the other one, right? They did. They do 3, 4, 5 of them a year. I think I've been to like five of 'em now. So always love going and just the brotherhood. That's how we met. And it's almost like your college roommate or something. You just stay in touch. Yeah, it's probably the, it's, it is by far the most impactful event that I have been to for sure. Yeah. Yeah. I enjoyed it, and to anybody, and I, you don't even have to be a roofer to go and get something out of this event. I think if you're any trades for that wrong era, hell, if you're a man and you want to go into a group where you can learn from other men in your industry, this is that's where I would recommend people go. Yeah. Personal development was just as significant as business development. Yep. So anyone listening, Revolt is a great group. And there are other folks outside of HVAC or roofing contractors who are on in the group. For sure. So you all alright, so you said that Roofing's reasonably new to RYNO, and I know that, so you've been dabbling in that space for about a year now, right? Yeah, we've been a little over a year now. Chris and I went to, I think, our first introduction; we went to I e a couple of years ago, which was in Vegas, to see just check out the landscape. We sat in it on some marketing breakout groups there and thought, Wow. They are behind when it comes to digital marketing. So we thought it was an excellent place to be able to serveBleed as we do in HVAC, plumbing, and electrical. We started making some key meetings with some industry leaders, like Hunter at Revolt and John died, the American contractor. I bled over to Roof Con last year. We got to meet some incredible people. Aaron Christie with Indy Roof, Paul Reed, and Eric Opim with, Roofers in Recovery. A great group. So it's just been amazing how it's steamrolled; it's been like an avalanche picking up. And we are super excited, here in Wow, three weeks to be back in Orlando to do that. We've. Chris will be on the marketing panel there. Mike Venidis he's our chief Experience officer at Ryno. He will be doing a breakout, and then this year, I'll be doing a keynote on the main stage. So we got three people from Rhino talking about some great stuff. So we're super excited. That's incredible. I'm, yeah, I'm excited. I'm excited for you. It will be a huge event, and I believe they've sold out all the sponsorship. I'm pretty sure that sold; I saw that not long ago. I think. Are you going to be going, Corey? I'm planning to be there, yes. All right. I will sneak you into the v I p. Party last day. But yeah, it's a great event. Very intentional. Touchdown. Tim Tebow's going to be there speaking. John Maxwell will be back. You can't get better than John Maxwell. So I'm humbled that I will be on the same stage as those guys. I bet that's super. I think Tim Tebo is at the event that's going on right now. I think he is he's pretty in demand. You talk about a servant leader that gives back. He's got great faith; he is a big believer in giving back. So I like touchdown Timmy, and I think he got a raw deal in the NFL. I'm just going to go on record and. I don't remember exactly, to be honest. I don't know exactly what happened, but I did; I do remember he things went sideways for him. Yeah. I don't know. Yeah, it's okay. He's doing; I think his calling was, serving the world and giving back and things like that outside of football. The good news is I think football gave them the platform to be able to do that. I think you're; I think that's probably a fair assessment. For sure. So you mentioned Michael's, the chief cust say, what was he again? Does experience officer go into? Can you explain that to me real quick? Yeah. We're big believers of, So Mike, man, Mike's got an incredible story. I want to tag him in this so he can see it. But Mike started off on our call listening and reporting team, right? So one of the things that we provide for all our clients is we listen to all the calls that come in for many reasons to tell you what campaign it comes from at SEO, Pay Per Click, and Google Guarantee. What cities did it come from? Was it a repair job? Was it a new roof job? So we want to give you a lot of valuable data to help you determine your return on investment. So Mike started in the call listening and reporting team, and he has moved up. He's been with the organization for over ten years now. That says a lot about him as far as his staying power goes and you. We are such a believer in giving that customer a great experience. So Mike heads that up now. He and I work closely on a couple of projects together. I can't, can't say enough great things about him. He's at Service World right now, as we discussed. He does a great job within Rhino to make sure that our customer-facing teams and teams that give our customers experience, that he makes sure that runs super. That is, that, that's, that, that's a great story. I've interacted with Mike a couple of times. And he seemed to be super friendly. Yeah. Super nice guy. Yeah, he's excellent. He was giving me a hard time at about six o'clock this morning, texting me about something. So Mike's a great guy. He lives and breathes the core values of Rhino, and again, he started off at the very bottom to work his way up to the executive team at Rhinos. So great. That is, that's a super story. So  I want to go back for just one second. You mentioned something said when we were at one of the events a couple of years ago, we noticed that the roofing industry was a bit behind your current HVAC, plumbing, and electrical. So what are you seeing now? It's fast forward a couple of years. What are you seeing now? How and are. Are there other areas in which roofing's also behind, or are they catching up? How does that look now? I think on the job estimation side, some of the software people are still debating on the best software out there to do roof estimations and send out proposals. So that's something that I've seen. I just think, for whatever reason, they've just seemed to be a little behind. And I think some of the guys I've talked to would agree. And I can only really speak from a marketing standpoint. They've been doing some just rudimentary, some beginning marketing. And it's like many roofers we talk about haven't experienced Google, right? Like they just haven't taken. Leap into Google, and I always ask everyone when I talk to them, I'm like, All right, forget roofing for a second. What do we do if we need something in life, clothes, vacations, or home services? We pull out our phones and start to do a search. So I tell people like, you're not there representing on Google. in your personal life, you just told me you use Google for everything. Why would roofs be any different? They wouldn't be right. Even if. People will say I chase storms, it's insurance work, and things like that. Guess what? If you knock on their door, if you leave a flyer, if you make contact with them, they're probably still, when you leave their house, they're going to Google you. And if everything you've said about your business, if your website does not match up to those words, they're going to be like, Man, this guy's like a slick salesperson. Not only crucial for a direct lead that comes in, but really for the protection of your brand, your current business, and then all of your word of mouth, you want to make sure that website is set up so it's going to convert. And again, this is. Also, profit's going to be one if someone needs a roof. There's no storm damage or anything, but the roof is 18, 20 years old, and it's had some leak. Now it's time for a roof. They're going to Google like roofing contractors, roof repair roofers near me in the market where you're in Fort Lauderdale, Virginia Beach, Raleigh, North Carolina. You've got to be there, right? Not only for the people looking for you but those who don't know they're looking for you. They haven't made a decision on who they're going to use. It's starting to get a little bit better, right? And that's, again, why we're here and why we speak so much and why we try to do education. So I think it's gotten better, but I still think there's work to do in the industry. . I'm glad you are helping those guys out. You brought up Google, you said when you brought up Google, ago, I want, I want to ask you, have you seen issues with Google? My business, And I'll tell you why I'm asking this question. My Google, my business got flagged, and it has taken me six months to figure out what happened. And guess what? I just pulled something out of the air, and that's what I think happened. It's a pretty solid guess that's what happened. But are you seeing that with a lot of your local companies? Is Google my business action funny for you guys? Cause I hear this more often than not. There have been a couple of hiccups here recently, and Google, my business, believe it or not, changed its name to its Google business profile now. So that's the new thing. But there have been a couple of hiccups, and I think that's why it's essential to have a marketing company that, you know, has access to Google because, as you probably know, Google. It is not on a timeframe like you might be on a timescale. Google is not on your timeframe, and they're hard to get ahold of sometimes. So you want to have a marketing company that understands how the maps work and the Google business profile, like how you tag things in there. Like you want to make sure you're with a company. It's like me saying, Eh, there's a roof. My roof has a. I could probably go watch some YouTube videos and bump my way around, but that's not what I do. I would call a roofer. So I always tell roofers, Why do you treat your marketing differently? You should outsource it to an expert because Mr. Roofer, you would tell me, Don't get up on your roof and try to fix that roof. You're probably going to do some additional damage you don't know. I tell the roofers the same thing. Stop messing around in your marketing; you're probably doing some ancillary damage you don't even know about. Call an expert. Yeah. And really, and for anybody that's listening, and this is, if this resonates with you like it's not a, it's not a call. The marketing's not really; it's not a cost. And I think a lot of people look at the market. As a line item, as a cost. But I wouldn't argue; I would guarantee that pouring money into marketing should net you more money. That's why you pour money into marketing to make more money. If you've had an experience with someone that hasn't happened, then maybe I can understand being frustrated because I've been there. I think we've all been there at some point. At the end of the day, you have to find somebody you can trust to show you what those results will be. Yeah. Agreed. And I often tell the business owner, " Forget your business for a second. Let's see how life operates, right? I have been to Dunkin Donuts before, and for the most part, they nail my coffee all the. But there have been times they messed up my order and gave me the wrong coffee. It wasn't what I wanted and didn't taste as consistent as the other hundred they had provided me. But that doesn't mean that all coffee places are wrong. It just means they just messed up. Conversely, contractors are the same way, right? So I had to replace my roof and HVAC over the last couple of years. Talk to a bunch of people. Just because I talked to one roofer who's not, Legitimate or is telling me things that aren't true. It doesn't mean that all roofing companies are evil. Inherent marketing is the same way, right? So many people get those, that tunnel vision, the roofers get tunnel vision and go, If I've had a bad experience in marketing, that means all marketing companies are evil. No, it's no different than any other ecosystem we deal with. I've got a guy that cuts my grass like he's fantastic. The person before him was not unique. That didn't mean I should give up on trying to have my grass cut. This guy's amazing. So marketing is the same way, right? You. Just because you've had a bad experience doesn't mean that all marketing companies are evil. And I always chuckle to myself, and I giggle with the contractor. I'm like, you realize that the contracting space doesn't always have the best reputation, right? Now you're one of the good guys, and you must overcome that. Marketing is no different. Coffee is no other. Going out to a restaurant is no different, right? I've got my favorite. They have served me a stake one time. That was not great. But the overall experience with them it's been amazing. So treat your marketing the same way. Get your blinders off for a second, right? And realize that just because you've had a bad experience doesn't mean the industry is terrible. That's right. And ask, ask a lot of questions. If you don't understand something, just ask the. And if you don't understand it, then ask it. Ask it a different way. But if you ask enough questions to enough people, you'll get the answer. Agreed. And again, you want somebody with some teeth in the game that's been around for a while, Rhino, 15 years. We've been in the digital space really since digital has been a thing. So that's super important. And you want to ensure you're getting an education again, not just somebody selling you because. Some of the most challenged clients are people that go with the cheap marketing solution, right? Or the affordable marketing company. Our best customers spend hundreds of thousands of dollars. Our most challenged customers sometimes are someone who tries to go the cheap route, and I would also assume that's the same in roofing and HVAC and plumbing, right? If you need to do a roofing job for $12,500, let's say, and the guy's trying to get you down to $9,900, I would bet my life that's going to be a challenging customer, right? Cause the only thing they see is cost, they don't understand the value. And look at bottled water. You'll sometimes pay $2 for it at the grocery store. In a vending machine, sometimes you might pay $4 for it. If you go to a football game, you might pay $7 for it. Yeah. Why is that? The water's no different, right? It's the perception of value. So marketing is the same way. Make sure you're getting with a company, even coaching, right? You're in the coaching space. We talked about this off the air. Some coaches don't do things the right way. But, it'll take clients to know they can't provide what they're looking for. And I know that you want to align yourself. Corey wants to align himself with customers that are trying to scale, wanna do things the right way, and are looking for good positive feedback on the coaching side; it resonated with me what you said when we were talking about you can always find opportunities. And Tiger Woods had a swing coach, right? Like he was the best golfer. Debatable, but I think he was the best golfer to walk the planet. But in the beginning, he had a swing coach who still did not because the swing coach is better than him at golf, but because they could see things that he couldn't see in the heat of the moment. So I think what you do is fantastic because it ties into what we do, and we have a lot of people who will come to us and say, Hey, we're not getting enough leads, and I'll go a hold. Let me go into your Ryno Tracks reporting and say, " Wow, did you realize that your closing percentage is 20% lower than the industry average? I don't think it's a lead issue. I think it's turning that call into an appointment issue, and you can also do that. On your end. So I like that we're able to align that way and show a customer like, Hey, here's something that we're seeing, and this is good coaching for you like we like. Right? That's right. Yeah, a hundred percent in you. You can't be everything to everybody. If you can't do something, just tell somebody you can't do it because you will have a better result. Yeah. Why would you try to sell somebody something you can't do? How can you even imagine that's going to turn out well? Yeah. I don't know. Maybe it's a, perhaps that's a risk something people take. I don't understand it. It seems like a not a good recipe if you ask me it. It's a recipe for short-term gain but long-term pain. Agreed. A hundred percent. And people can see right through that. And this, you said, you mentioned, our brain. The way we grew up was to go for the money because we, we watched all of these crazy movies when we were younger, and that is, it is different, it is an extra time and it is hard separating that, those two right there, there was a time, I'm sure for you when you realize I've got a shift how I'm approaching customers because this old sales crap that we were taught is just, that's just not working. Yeah. Times have changed. Again, it was easy in the seventies, eighties, and nineties to be very transactional. Hey, do you need this? How much does it cost? Here's how much it costs. Yes, I need this. And look, transactional sales still play a part. And where we're at in life. The real successful relationship builders are the ones that find out about your business and your core values, and how you're trying to connect with customers. Because again, no offense, plenty of roofers out there, plenty of HVAC contractors, plumbing, and electrical contractors. People want more, and they want to consume content. They want to feel good about doing business with you. They want to connect with you from a digital perspective, right? And they know that you do plumbing; they know that you do HVAC, right? No, no offense. And so I think that move to the. The consultative selling process has come a long way in the last 20 years. I agree. I agree. It's, it is the way to sell at this point. And it's interesting when I tell people that I work with people in sales, I have to clarify what that means because it's not what you think it means. It's just not; it's; I'm not going to come in and teach your people how to beat Grant Cardone because that's just not how I roll. Yeah, It's not, and if that's what you want, I'm not your guy, and I'll tell you that, and I'm cool telling you that; I don't think it's anybody; it's not worth my time or yours for me to tell you I can do something that I can't. Yeah. Anyhow. I think it's a great I, yeah. I love that, and I'm glad that everybody, I feel like people are looking at it that way a lot more now, and that makes me feel good. It makes me feel like people are changing the way they're the lens I'm looking through. Which is good. Jeff, this has been a fantastic conversation. I appreciate this show today. And if you could if you wanna tell any, if you wanna leave everybody with where they can find you or the last word or whatever you'd like to say, have at it. Yeah. One, I want to say thank you, man. I enjoy following your stuff on social media. I think you are bringing some much-needed emphasis on coaching to the industry. So anyone listening, if you have thought about doing some coaching or getting some diagnosis, reach out to Corey. He's also entertaining to follow on social media. So thank you for that. Thanks for having me on. RYNO, again, if you're interested in just talking with us to get an education on your digital marketing or just some opinions like, " Hey, run some stuff by me. I think our team is excellent for that too. You can find us on social media. Ryno. You can look us up on Facebook, Instagram, and LinkedIn to the Point Home Services podcast. If you want to reach out to me specifically, you could J B o w a b rhino ss.com. That's my email address. I'll also throw my cell phone out there because our clients are our family, and they can reach me pretty much. I sleep a little bit more than you, Corey, but they can reach me 20 hours a day, let's say. So if they want to text me or call me seven five one zero two one one six seven one. Most of our rhino clients have my cell phone anyway, but as I said, I'm not up 24 hours a day like Corey is. But you'll probably get a response pretty much till 10:00 PM Eastern and then back up at 4:00 PM Eastern. There you go. Jeff, thank you by man, and yes, we definitely, we both do agree on how little we need to sleep to perform every day. That's it, man. That's I'm dead. Thank you, man. I appreciate you. Thanks, Corey. Appreciate it. Yes, sir. www.Roofcon.com Use code "Corey" for 10% off.  I educate and develop sales teams in your home services businesses, specifically plumbing and HVAC. You can go to www.hvacplumbingsales.com. Text me 919.896.9999   You can also visit the Successful Life Podcast at www.Successfullifepodcast.com.     You can download my #1 best-seller on Amazon. Relevant Links: Please join my free Facebook group https://www.facebook.com/groups/thetradeschools  Follow me at: https://www.instagram.com/coreyberrier/   www.linkedin.com/in/coreysalescoach   https://thetradeschools.com/  9 Simple Steps to Sell More $H!T! https://www.amazon.com/dp/B0B2C3HHMC Jeff Bowab Vice President of Sales at RYNO Strategic Solutions About Jeff Bowab: Jeff is the Director of Business Development at RYNO Strategic Solutions; a leading Digital Marketing company focused on the home services industry since 2008. He has been in Sales and Leadership for the past 25 years and is a proven leader in the Advertising / Digital Marketing Space. Jeff started his career in telephone sales and has worked his way into leading several organizations as Vice President of Sales. His specialty is leading teams and growing revenue. When Jeff is not working, you can find him with his family, on the golf course, or exploring the latest and most excellent restaurants around Virginia Beach. Discussion Topics:Leadership,Sales, Business development and Team Building Social: LinkedIn http://linkedin.com/in/jeff-bowab-95b35514a Contact: Phone: (757) 510-2671 Email: jbowab@rynoss.com 22601 N 17th Ave, #250 - Phoenix, AZ 85027 | (877) 964-2233 | 

On this episode of To The Point, host Chris Yano joins a panel with Josh and Laura Kelly of Clover Marketing along with Chief of Experience Officer Michael Venidis of RYNO Strategic Solutions to discuss what your digital marketing strategy SHOULD be.

Communication breakdown is costing you millions In this episode of the Successful Life Podcast, I will discuss communication's importance in business. We discuss poor communication with your CCRs and service techs and how they cost you millions of dollars annually. You'll learn how I secret shop my customers and  how communication can increase or decrease your business's revenue by 20-30% a year.  Roy H. Williams, the wizard of Ads, was interviewed on  "To the point- home services podcast" with Chis Yano, CEO at RYNO Strategic Solutions. was so good this week! Roy and Chris discuss the cost of mass media, SEO, and Diamonds.  Roy H. Williams is the owner and creative director of Wizard Academy, an advertising agency in Austin, Texas. He is also the author of several books on marketing and advertising, including "The Wizard of Ads" and "Secret Formulas of the Wizard of Ads." Communication is Crucial It's no secret that communication is key to success in any business. But for HVAC and plumbing companies, communication is crucial. That's because poor communication can cost these companies big time – in terms of both money and customer satisfaction. Consider this: A recent study by the home services review website Angie's List found that communication problems are the number one reason customers are dissatisfied with their home service providers. In fact, 70% of survey respondents said they were unhappy with the way their provider communicated with them. And nearly half (45%) said they would never use that company again because of communication problems. What's more, those communication problems cost HVAC and plumbing companies an estimated $75 million annually in lost business, according to the study. So what can these companies do to improve communication and avoid losing customers? Here are a few suggestions: - Make sure your customer service representatives are adequately trained in communication. This means teaching them how to be clear and concise when speaking with customers, as well as how to listen actively. If you're in the home services industry, communication is key to keeping your customers happy. That's why it's essential to have a customer service representative available 24/7 to answer customer calls and emails. However, even with excellent communication with your customers, there's always the potential for hiccups in the process. One of the most significant hiccups can occur when it's time to follow up with customers. It's essential to have a system in place to ensure that all customers are followed up in a timely manner. This may mean utilizing a call center or answering service outside of regular business hours. No matter what system you use, communication is essential to keeping your customers happy and ensuring that they'll use your services again in the future. Key Talking Points of the Episode 1:50 Roy H. Williams- The Wizard of Ads 4:55 Importance of 2-way communication in dealing with business. 6:05 What's the benefit of it to HVAC, Plumbing, or any home services? 9:02 Engaging builds relations 11:42 After engaging, follow-up comes next 13:43 CSRs/CCRs wins customers through empathy- lack of it, they will lose them 16:45 Good communication reduces cancellations at the same time, increases business Empathy wins every time In business, communication is critical. Good communication can help to build rapport, trust and understanding between parties, while poor communication can lead to misunderstanding, mistrust, and even conflict. When communicating with customers, businesses should aim to add empathy, acknowledgment, and assurance to their communications in order to build strong relationships and achieve positive outcomes. By doing so, businesses can create a positive customer experience that leads to repeat business and referrals. Empathy involves putting yourself in another person's shoes and understanding their perspective. It's important to remember that everyone has different needs and wants, so it's essential to take the time to understand where they're coming from. Acknowledgment involves recognizing someone else's thoughts or feelings. This can be done verbally, non-verbally, or through actions. For businesses, acknowledgment can be a powerful tool for building customer rapport and trust. Assurance is about providing reassurance and instilling confidence. This can be done by communicating clearly and concisely and following through on promises made. By providing assurance, businesses can build customer loyalty and create a positive reputation. Good communication is essential for businesses of all sizes. By understanding the importance of empathy, acknowledgment, and assurance in communication, businesses can create strong relationships with their customers and achieve positive outcomes. Please join my free Facebook group https://www.facebook.com/groups/thetradeschools YouTube: https://www.youtube.com/channel/UCrPl4lUyKV7hZxoTksQDsyg Follow me at: https://www.instagram.com/coreyberrier/ www.linkedin.com/in/coreysalescoach https://thetradeschools.com/ Download my #1 bestseller, "9 Simple Steps to Sell More $H!T" with this link: https://www.amazon.com/dp/B0B2C3HHMC

Hear the show where I talk to roofing contractor, solar installer and all around great guy Josh Howard about how he's built a million dollar business on social media marketing. Josh Howard is a sales manager with RYNO Strategic Solutions. He's been in the Home Services digital marketing platform for 15 years now and our target audience are roofing contractors or solar installers, which he says has made him 3 million dollars last year! To hear his story, listen to this podcast episode where I interview Josh about how he created such success using these platforms " Key Talking Points of the Episode: 00:34 Know more about Josh Howard 01:39 His Journey on earning Millions of revenues 05:05 Deeper understanding of Digital Marketing 07:51 How The leads are being worked on 10:24 Systems and processes- How it works. 18:47 How visualization really help set things straight under any circumstances 21:37 Forced to change-Breaking Through Unforeseen events 29:29 When you're doing the right thing Magical Quotes “When you're the business owner, and you have the sales hat, and you h ave to be the production guy and you have to be the project manager” There's always just going to be an alternative route, depending on who t he customer is and trying to practice what I preach on that. Just be focused on helping enough people get what they want, and you'll get what you want” “I realize that building a character like this is my opportunity in life wher e I am going to be forced to change. And it sucks that that has to happen that way sometimes, where something tragic has to happen” “But you get in the system and you get, um, on the hamster wheel. And t hat's where sometimes you encourage people like, hey, take a step off a nd try to think about being a kid again and chasing what really makes you happy.” Relevant Links: Please join my free Facebook group https://www.facebook.com/groups/thetradeschools YouTube: https://www.youtube.com/channel/UCrPl4lUyKV7hZxoTksQDsyg Follow me at: https://www.instagram.com/coreyberrier/ www.linkedin.com/in/coreysalescoach https://thetradeschools.com/ Follow Josh Howard https://www.facebook.com/jhoward.ece https://www.instagram.com/findaway217/ https://www.eastcentralenterprises.com/ https://www.linkedin.com/in/josh-howard-312b4362/ Download my #1 bestseller "9 Simple Steps to Sell More $H!T" for free with this link: https://www.amazon.com/dp/B0B2C3HHMC https://www.linkedin.com/feed/update/ urn:li:activity:6960274883259883520/Josh Howard Show notes

Sarah talks with Michael Venidis, Vice President of Digital Marketing at RYNO Strategic Solutions about how it is crucial to spend time on digital advertising like paper click and ads. He talks about SEO and all the components involved when dealing with home services marketing specifically.

Here's Episode 28 of The Rise Above Show! In this Episode we talk with Jeff Bowab, Vice President of Sales at RYNO Strategic Solutions. Jeff is a proven Sales-Leader with over 20 years of experience & a specialty in leading teams & growing revenue. Listen in to gain some insight on growing your own revenue through marketing! -- The Rise Above Show Presented by Roofing.com! Roofing.com is a personal and professional development company that provides coaching and events for roofing and solar professionals of high-integrity to learn from top industry leaders, network with other like-minded individuals, and connect contractors with the best resources necessary to succeed. Our purpose is to help these professionals increase revenue, grow their businesses, and develop as leaders and individuals. Join Our Free Facebook Group: https://www.facebook.com/groups/1667966683493967 Attend RoofCON: https://www.roofcon.com/ Join Our Mastermind, REVOLT: http://roofing.com/revolt Find Out More: roofing.com

Chris Yano, Host of To The Point and CEO of RYNO Strategic Solutions gives you the blueprint for how to not just set your personal and professional goals for 2022, but to absolutely CRUSH them.

You should place these 6 Ps prominently on your home service website: product, place, price, promotion, people, and personality. Yeah, we said price. In this episode, I chat with Chris Yano, CEO at RYNO Strategic Solutions, about what he's learned from his depth of 14 years' experience marketing for home service businesses. Here are some topics we highlight in the conversation: - How Chris finally got the attention of Gary Vee - Two common themes from coaching and marketing in the trades - The 6 Ps of a website that will please prospects - Why price belongs on your website - Reasons Chris is grateful he started a podcast Check out these resources we mentioned: - Chris's podcast is To the Point - Traction by Gino Wickman - The New One Minute Manager by Ken Blanchard and Spencer Johnson If you want to hear more stories from the trades, subscribe to Toolbox for the Trades onApple Podcasts,Spotify, orhere. Listening on a desktop & can't see the links? Just search for Toolbox for the Trades in your favorite podcast player.

Tom "TJ" Hartnett, Director of Coaching and Training for RYNO Strategic Solutions joins To The Point! TJ dives in deep with host Chris Yano about his philosophy of training and coaching in the trades, why he joined the RYNO team, and what has him so excited about Traxion.

Can't Stop the Growth welcomes special guest Chris Yano from RYNO Strategic Solutions! Hear all about his journey as a leader and how influential culture has been to growing his business.

Are you giving your team an experience, or simply chasing the bottom line? Anna Yano, COO and Co-Founder of RYNO Strategic Solutions joins To The Point to talk about how she balances client fulfilment with making RYNO the best possible place to work. If you're more concerned about your P&L sheet than whether your employees are grateful and happy, this is an episode you don't want to miss.

This week we finish our chat with special guest Chris Yano, CEO of RYNO Strategic Solutions and host of the To The Point Home Services Podcast. In this episode we talk more about Chris' podcast, get into some family stuff and learn all about Brown Friday. Not to mention an endless supply of number 2 puns. Listen now on Apple, Spotify or your favorite podcast platform. Or visit ComedyFoodTruck.com for more info and links to listen.

This week, the guys welcome their special guest Chris Yano, who is the CEO of RYNO Strategic Solutions and host of the To The Point Home Services Podcast. We look back at the history of RYNO, where the company and the podcast are headed, and have some fun with Chris along the way.

What better way to celebrate Valentine's than with a special edition that's all about the perfect blend of love and business?I'm joined by the brilliant mind behind RYNO Strategic Solutions and, more importantly, my incredible wife, Anna Yano. She serves as the COO of RYNO and has played a huge part in the success of the company.Anna manages the strategic and financial decisions, employee growth, and overall service execution.She's also got some leadership tactics up her sleeve that she'll be sharing.Picture this as our Valentine's gift to you—an inside look into the dynamics of working side by side with your spouse, sharing complementary strengths, leadership philosophies, and the strategies that have driven our business's success.So, grab your headphones and join us for a heartfelt exploration of love, business, and everything in between. Key TakeawaysIntro (00:00)Prioritizing employees and customers in business growth (06:00)Effective communication and feedback in a workplace setting (10:24)Leadership, communication, and change management (16:40)Mentoring and delegating tasks to your team (21:39)Team meetings to set goals and hold each other accountable (32:45)Company goals and incorporating feedback from employees (37:40)Digital marketing costs and competition (44:28)Improving lead generation for a home services business (49:45)Additional Resources ➡️ Schedule a FREE consultation here: https://rynoss.com/contact-us/To The Point Home Services Podcast is a home services podcast that gets to the point! Focused on helping HVAC, plumbing, electrical, roofing, and many other HS companies grow exponentially.