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David McHale is a Principal at HailBytes. In this episode, David McHale shares his 22-part onboarding process for ramping reps quickly and building business acumen. He also shares lessons learned from sending 1,600+ video prospecting emails. Connect with David on LinkedIn here and Hailbytes here.  Resources mentioned in the episode: Reply Method Guide https://blissfulprospecting.com/reply-method/ --- Show Notes Page https://blissfulprospecting.com/podcast

Billy Bateman is a VP of Operations at ChatFunnels. In this episode, Billy Bateman shares prospecting plays you can run through chat. You'll hear actionable tips to engage prospects through chat when they visit your website or content. And plays you can run through cold outreach to get prospects to look at pages with chat functionality. Connect with Billy on LinkedIn here and ChatFunnels here.  Resources mentioned in the episode: Reply Method Guide https://blissfulprospecting.com/reply-method/ --- Show Notes Page https://blissfulprospecting.com/podcast

Erika Fuchs is a Sales Development Representative at Falcon.io. In this episode, Erika shares how she's been able to hit 300% of quota in her first two months on the job! Connect with Erika on LinkedIn here and Falcon.io here.  Resources mentioned in the episode: Reply Method Guide https://blissfulprospecting.com/reply-method/ --- Show Notes Page https://blissfulprospecting.com/podcast

Jeff Bajorek is a Consultant and Podcast Host at Parabola Consulting. In this episode, Jeff Bajorek and I dig into these three topics: call reluctance, empathizing with your prospects, and prioritizing opportunities. Connect with Jeff on LinkedIn here and Parabola Consulting here.  Resources mentioned in the episode: Reply Method Guide https://blissfulprospecting.com/reply-method/ --- Show Notes Page https://blissfulprospecting.com/podcast

Ned Arick is the Head of Sales at Canny. In this episode, Ned digs into three main areas: his process for empathizing more with his prospect's problems, how he organizes his messaging, and his step-by-step sequencing strategy. Connect with Ned on LinkedIn here and Canny here.  Resources mentioned in the episode: Reply Method Guide https://blissfulprospecting.com/reply-method/ --- Show Notes Page https://blissfulprospecting.com/podcast

In this episode, I share 3 tips to improve your cold calls and 3 tips to improve your discovery or demo calls.   This episode is brought to you by Wingman. Capture the winning moments from your sales calls and cold calls.    Resources mentioned in the episode: Wingman http://trywingman.com/ --- Reply Method Guide https://blissfulprospecting.com/reply-method/ --- Show Notes Page https://blissfulprospecting.com/podcast

Jeff Bajorek is a Consultant and Podcast Host at Parabola Consulting. In this episode, Jeff Bajorek and I dig through accountability vs. micromanagement, why you should stop trying to find out what's new in sales, and how to balance your time between prospecting and selling. Connect with Jeff on LinkedIn here and Parabola Consulting here.  This episode is brought to you by Wingman. Capture the winning moments from your sales calls and cold calls.  Resources mentioned in the episode: Wingman http://trywingman.com/ --- Reply Method Guide https://blissfulprospecting.com/reply-method/ --- Show Notes Page https://blissfulprospecting.com/podcast

Kevin Clark is the SVP of Revenue of Synup. In this episode, Kevin shares how he and his team have created a great coaching culture at Synup. We dig into what the weekly cadence of coaching should look like and how you can create a culture where reps self-coach. Connect with Kevin on LinkedIn here and Synup here.  This episode is brought to you by Wingman. Capture the winning moments from your sales calls and cold calls.  Resources mentioned in the episode: Wingman http://trywingman.com/ --- Reply Method Guide https://blissfulprospecting.com/reply-method/ --- Show Notes Page https://blissfulprospecting.com/podcast

Nick Cegelski is an Enterprise Account Executive at SurePoint Technologies. In this episode, Nick does a deep dive into his weekly routine. And we dig into cold calling a ton. You're going to enjoy this one. Connect with Nick on LinkedIn here and SurePoint Technologies here.  This episode is brought to you by Wingman. Capture the winning moments from your sales calls and cold calls.  Resources mentioned in the episode: Wingman http://trywingman.com/ --- Reply Method Guide https://blissfulprospecting.com/reply-method/ --- Show Notes Page https://blissfulprospecting.com/podcast

Andy Paul is the Founder of The Sales House. In this episode, we dig into habits and how you can coach yourself to be a better rep. Andy also shares his tips for how managers can more effectively lead their reps. Connect with Andy on LinkedIn here and The Sales House here.  This episode is brought to you by Wingman. Capture the winning moments from your sales calls and cold calls.  Resources mentioned in the episode: Wingman http://trywingman.com/ --- Reply Method Guide https://blissfulprospecting.com/reply-method/ --- Show Notes Page https://blissfulprospecting.com/podcast

Have you ever had to lead people that don't really want you to? Awkward! But this can be quite a common problem in leadership, because there are lots of potential reasons why people might be resistant to your leadership. In this episode, I cover some of these situations, the root cause that is often behind this resistance and of course, what you can do to overcome this tricky problem. Don't forget to subscribe to the podcast and please leave a review on Apple Podcasts if you like it! Oh... and tell your friends and colleagues to spread the word! Show Links:  Article: How to Lead People Who Don't Want Your Leadership. Article: 3 Simple Tips For Successfully Managing Experienced People. Shownotes Page: https://www.thoughtfulleader.com/podcast/95/

In this episode, we break down a cold call from Tim Vickers. Resources mentioned in the episode: Wingman http://trywingman.com/ --- Reply Method Guide https://blissfulprospecting.com/reply-method/ --- Show Notes Page https://blissfulprospecting.com/podcast

    Have you ever considered how much is spent befouling our attentions with ads? In other words, how much do people pay to get your attention? I'll examine an article that attempts to discover that in this Episode 163: The Sheer Amount of Space in Our Day.   For Links at the Show Notes Page, head to:   https://attackadspodcast.blogspot.com/2020/11/episode-163-sheer-amount-of-space-in.html   (Hey, Pim!  Jim here.  I've put the link to the Show Notes page both embedded in the first description and separately below it, in case your pod feeder doesn't like embeds.  Let me know which one works best!  —Jim.)      

In this episode, we break down a cold call from Jon Mahan. Resources mentioned in the episode: Wingman http://trywingman.com/ --- Reply Method Guide https://blissfulprospecting.com/reply-method/ --- Show Notes Page https://blissfulprospecting.com/podcast

In this episode, we break down a cold call from Jordan Greek. Resources mentioned in the episode: Wingman http://trywingman.com/ --- Reply Method Guide https://blissfulprospecting.com/reply-method/ --- Show Notes Page https://blissfulprospecting.com/podcast

Mary Grothe is the CEO of Sales BQ. In this episode, we talk about BQ. You’ve heard about IQ and EQ. Behavioral Quotient is the third element of sales success. Connect with Mary on LinkedIn here and Sales BQ here.  This episode is brought to you by Wingman. Capture the winning moments from your sales calls and cold calls.  Resources mentioned in the episode: Wingman http://trywingman.com/ --- Reply Method Guide https://blissfulprospecting.com/reply-method/ --- Show Notes Page https://blissfulprospecting.com/podcast

Shruti Kapoor is the CEO of Wingman. In this episode, we dig into COVID trends from their analysis of over 2 million minutes across 222,577 sales calls. You'll learn a ton about what prospects are bringing up more and what they aren't. Connect with Shruti on LinkedIn here. This episode is brought to you by Wingman. Capture the winning moments from your sales calls and cold calls.  Resources mentioned in the episode: Wingman http://trywingman.com/ --- Reply Method Guide https://blissfulprospecting.com/reply-method/ --- Show Notes Page https://blissfulprospecting.com/podcast

Chris Hatfield is the founder at Sales Psyche. In this episode, we talk about burnout. This one's on mental health. If you're feeling burned out, you'll find tons of actionable tips and strategies in this episode. Connect with Chris on LinkedIn here and check out Sales Psyche here. This episode is brought to you by Wingman. Capture the winning moments from your sales calls and cold calls.  Resources mentioned in the episode: Wingman http://trywingman.com/ --- Reply Method Guide https://blissfulprospecting.com/reply-method/ --- Show Notes Page https://blissfulprospecting.com/podcast

Belal Batrawy is Head of Sales for Stratifi and community leader at Death2Fluff, a Bravado community. This is an audio excerpt from his talk on the Think Outside the Script summer virtual tour. We dig into sales psychology and important concepts for you to master as a sales professional. Connect with Belal on LinkedIn here. This episode is brought to you by Wingman. Capture the winning moments from your sales calls and cold calls.  Resources mentioned in the episode: Wingman http://trywingman.com/ --- Reply Method Guide https://blissfulprospecting.com/reply-method/ --- Show Notes Page https://blissfulprospecting.com/podcast

Jeff is a sales trainer, speaker, and consultant at Parabola Consulting. He's also the host of one of my favorite podcasts, the Why and the Buy. This is an audio excerpt from his talk on the Think Outside the Script summer virtual tour.  Connect with Jeff on LinkedIn here and check out Parabola Consulting here. This episode is brought to you by Wingman. Capture the winning moments from your sales calls and cold calls.  Resources mentioned in the episode: Wingman http://trywingman.com/ --- Reply Method Guide https://blissfulprospecting.com/reply-method/ --- Show Notes Page https://blissfulprospecting.com/podcast

Thibaut Souyris is the founder of SalesLabs. He's a sales coach and trainer who came up with a really cool concept called the T-shaped SDR. In this episode, we dig into how you can supplement cold outreach with networking and content creation. Connect with Thibaut here on LinkedIn and check out SalesLabs here. This episode is brought to you by Wingman. Capture the winning moments from your sales calls and cold calls.  Resources mentioned in the episode: Wingman http://trywingman.com/ --- Reply Method Guide https://blissfulprospecting.com/reply-method/ --- Show Notes Page https://blissfulprospecting.com/podcast

Nate Branscome is a Strategic Account Executive at Chili Piper. He started his career in outside sales and then moved into inside sales selling software. They have a very unique approach to cold emails and using GIFs to demo snippets of their product to prospects. We discuss that and more in our interview together. Connect with Nate on LinkedIn here and Chili Piper here. This episode is brought to you by Wingman. Capture the winning moments from your sales calls and cold calls.  Resources mentioned in the episode: Wingman http://trywingman.com/ --- Reply Method Guide https://blissfulprospecting.com/reply-method/ --- Show Notes Page https://blissfulprospecting.com/podcast

David Priemer is the founder and Chief Sales Scientist at Cerebral Selling. I've learned a TON from this dude and he really knows his stuff. We talk all about empathy-based discovery and how to run a really great discovery call with a prospect. Connect with David on LinkedIn here and check out his new book Sell the Way You Buy. This episode is brought to you by Wingman. Capture the winning moments from your sales calls and cold calls.  Resources mentioned in the episode: Think Outside the Script Summer Virtual Tour https://tour.blissfulprospecting.com/ --- Show Notes Page https://blissfulprospecting.com/podcast --- Reply Method Guide https://blissfulprospecting.com/reply-method/

Grant Horvath is a recently promoted Account Manager at LivePerson. Prior to becoming an Account Manager, he crushed his quota by 200% at LivePerson. We talk about the importance of being comfortable with being uncomfortable, starting from the intent, and always asking why. Connect with Grant on LinkedIn here and check out LivePerson here. Resources mentioned in the episode: Think Outside the Script Summer Virtual Tour https://tour.blissfulprospecting.com/ --- Show Notes Page https://blissfulprospecting.com/podcast --- Reply Method Guide https://blissfulprospecting.com/reply-method/

John Barrows is CEO and founder at JB Sales Training. This is an audio excerpt from his talk on the Think Outside the Script summer virtual tour. We dig into his 12 life principles for success and what he's learned about mindset from his experience of over 20 years in sales. Connect with John on LinkedIn here and check out JB Sales Training here. Resources mentioned in the episode: Think Outside the Script Summer Virtual Tour https://tour.blissfulprospecting.com/ --- Show Notes Page https://blissfulprospecting.com/podcast --- Reply Method Guide https://blissfulprospecting.com/reply-method/

Justin Welsh coaches and consults with SaaS founders and sales leaders to accelerate recurring revenue toward $50M+. This is an audio excerpt from his talk on the Think Outside the Script summer virtual tour. We do a DEEP dive into personal branding in this episode and answer tons of listener questions. Connect with Justin on LinkedIn here and check out his website here. Resources mentioned in the episode: Think Outside the Script Summer Virtual Tour https://tour.blissfulprospecting.com/ --- Show Notes Page https://blissfulprospecting.com/podcast --- Reply Method Guide https://blissfulprospecting.com/reply-method/

SUMMARY: Seth never saw himself as an entrepreneur, until his mind shift. What was the mind shift? What processes did he implement to take him from 0 to 700K in less than 2 years on track for $900K in sales at the end of this year? - (Covid hasn't stopped him) How did he do it? What did he implement? What horror stories did he have to learn lessons from along the way? Listen to EP88 as Seth Peek shares his story of working for painting contractors to building his own successful painting company in less than 2 years- even amid Covid-19. WHAT YOU'LL LEARN: The first hire horror story from hiring out of desperation instead of hiring All-Stars How Seth implemented the DYB System to grow so fast without overwhelming himself The Superman Complex that Seth defeated and how it drastically improved his business Knowing how to be profitable, not just busy What kind of divorce does Seth recommend? HIGHLIGHTS 13:48 The Keys: Persistence, Follow Up, DYB System 14:06 How to Implement the DYB System without Overwhelming Yourself 14:29 What the 3P Process Delivered 15:53 Knowing Your Numbers, Watching Profitability, and using the hiring All-Stars System 16:21 How Seth Got "Out of the Bucket" 20:20 "The Gift of Desperation" 30:25 Divorcing GC's - but remaining good friends! 28:55 Right Way to Network 30:25 Step 3 of Owning the First Page of Google 34:31 Final Point: Seth's Team Appreciates This LINKS & RESOURCES MENTIONED IN THIS EPISODE: DYB System PDF (9 Steps to Double Your Business) Comfort Zone/Magic Zone ADDITIONAL FREE RESOURCES: 3P's Process for Finding Your Target Market Schedule Your Free Strategy Call With Steve Burnett   Thank you very much for joining us today! If you received value, would you take a quick few seconds and leave us a review on iTunes, please?   Press and hold to visit the page: Show Notes Page

Nick Dixon is a Senior Sales Development Rep at Falcon.io. In his first 90 days on the job, he was able to secure a spot as the top SDR at the company. In this episode, he outlines eight keys to his success. Connect with Nick on LinkedIn here and check out Falcon.io here. Resources mentioned in the episode: Think Outside the Script Summer Virtual Tour https://tour.blissfulprospecting.com/ --- Show Notes Page https://blissfulprospecting.com/podcast --- Reply Method Guide https://blissfulprospecting.com/reply-method/

Kristina Finseth is Growth Marketing Lead at Interseller. This episode is full of great cold email tips. We talk about her process for getting 20%+ conversion rate into meetings, what to leave out of your cold emails, and why getting prospects to look at your website is key. Connect with Kristina on LinkedIn here, and check out Interseller here. Resources mentioned in the episode: Think Outside the Script Summer Virtual Tour https://tour.blissfulprospecting.com/ --- Show Notes Page https://blissfulprospecting.com/podcast --- Reply Method Guide https://blissfulprospecting.com/reply-method/

At the time of recording, Becc Holland was Head of Sales Development at Chorus.ai. She recently turned her Flip the Script tour into a business where she's doing putting out some killer outbound content. This is an audio excerpt from her talk on the Think Outside the Script summer virtual tour. She digs into learning more about your prospects, sequencing best practices, and how to scale any sales technique. Connect with Becc on LinkedIn here, check out Flip the Script here, and watch the webinar we did together here. Resources mentioned in the episode: Think Outside the Script Summer Virtual Tour https://tour.blissfulprospecting.com/ --- Show Notes Page https://blissfulprospecting.com/podcast --- Reply Method Guide https://blissfulprospecting.com/reply-method/

This is the audio excerpt from the live webinar we did together on the Think Outside the Script summer virtual tour. We have two special guests on the podcast for this one. Alexine Mudawar carries 7+ years of SaaS sales experience backed by numerous President’s Club awards, quarterly high achievement recognitions, and a consistent track record of surpassing quota. She is an Account Executive at Displayr. Connect with her on LinkedIn here. Jeremy Leveille booked 69 meetings in a single month as an SDR - in his second full month at the company. He's now an Account Executive at LeadIQ. Connect with him on LinkedIn here. Resources mentioned in the episode: Think Outside the Script Summer Virtual Tour https://tour.blissfulprospecting.com/ --- Show Notes Page https://blissfulprospecting.com/podcast --- Reply Method Guide https://blissfulprospecting.com/reply-method/

Calvin Patterson IV is an Account Executive at Concert. He's a super solid dude and we talked about how to be more memorable during the job hunting and/or prospecting process. We also dug into two badass guides he created that you should definitely check out: New Sales 101 Interviewing 101 Connect with Calvin on LinkedIn here and check out Concert here. Resources mentioned in the episode: Think Outside the Script Summer Virtual Tour https://tour.blissfulprospecting.com/ --- Show Notes Page https://blissfulprospecting.com/podcast --- Reply Method Guide https://blissfulprospecting.com/reply-method/ --- Become a Think Outside the Script Member https://community.blissfulprospecting.com/

Marcus Chan is the President and Founder at Venli Consulting Group. He's hired, trained, and developed teams that have sold $700M+ over the last 10 years. We had a great discussion around confidence bank accounts, getting out of slumps, and routines critical for sales success. Connect with Marcus on LinkedIn and check out Venli Consulting Group. Resources mentioned in the episode: Think Outside the Script Summer Virtual Tour https://tour.blissfulprospecting.com/ --- Show Notes Page https://blissfulprospecting.com/podcast --- Reply Method Guide https://blissfulprospecting.com/reply-method/ --- Become a Think Outside the Script Member https://community.blissfulprospecting.com/

Art Sobczak is a highly sought after sales trainer and best-selling author of Smart Calling (my favorite prospecting book). This is the audio excerpt from the live webinar we did together on the Think Outside the Script summer virtual tour. In this talk, he digs into how to make Smart Calls instead of cold calls, conduct proper pre-call research, and how to eliminate rejection. You'll also learn about the origins of Smart Calling, the culmination of nearly four decades of teaching inside sales teams around the world. Connect with Art on LinkedIn here and check out Smart Calling here. Resources mentioned in the episode: Think Outside the Script Summer Virtual Tour https://tour.blissfulprospecting.com/ --- Show Notes Page https://blissfulprospecting.com/podcast --- Reply Method Guide https://blissfulprospecting.com/reply-method/ --- Become a Think Outside the Script Member https://community.blissfulprospecting.com/

Kevin "KD" Dorsey is VP of Inside Sales at PatientPop. This is the audio excerpt from the live webinar we did together on the Think Outside the Script summer virtual tour. This is a masterclass in how to write great cold emails from the man himself. Learn personalization strategies, copywriting, and effective ways to follow up. Connect with Kevin on LinkedIn here and check out PatientPop here. Resources mentioned in the episode: Think Outside the Script Summer Virtual Tour https://tour.blissfulprospecting.com/ --- Show Notes Page https://blissfulprospecting.com/podcast --- Reply Method Guide https://blissfulprospecting.com/reply-method/ --- Become a Think Outside the Script Member https://community.blissfulprospecting.com/

Lou Casados III is an Account Executive at ChannelAdvisor. In this episode, we talk about something pretty unique for the podcast: how to become a strategic advisor. In other words, how do you get prospects to see you as a resource instead of a salesperson? We dig into how he approaches cold outreach, sequencing, and multi-threading into enterprise accounts. Connect with Lou on LinkedIn here and check out ChannelAdvisor. Resources mentioned in the episode: Think Outside the Script Summer Virtual Tour https://tour.blissfulprospecting.com/ --- Show Notes Page https://blissfulprospecting.com/podcast --- Reply Method Guide https://blissfulprospecting.com/reply-method/ --- Become a Think Outside the Script Member https://community.blissfulprospecting.com/

Andy Duwe is SDR Team Lead at Ambition. In this episode, we talk primarily about cold calling. Ambition used to be a client at his previous employer, which is how he got the job. We dig into how he cold calls and engages prospects with questions that get them to stop and think. Connect with Andy on LinkedIn here and check out Ambition here. Resources mentioned in the episode: Think Outside the Script Summer Virtual Tour https://tour.blissfulprospecting.com/ --- Show Notes Page https://blissfulprospecting.com/podcast --- Reply Method Guide https://blissfulprospecting.com/reply-method/ --- Become a Think Outside the Script Member https://community.blissfulprospecting.com/

Richard Smith is co-founder and head of sales at Refract.ai. This is the audio excerpt from the live webinar we did together on the Think Outside the Script summer virtual tour. He digs into real recordings of him using the OPTICS™ cold calling framework they created from their work analyzing and making tens of thousands of cold calls. Connect with Richard on LinkedIn here and check out Refract.ai here. Resources mentioned in the episode: Think Outside the Script Summer Virtual Tour https://tour.blissfulprospecting.com/ --- Show Notes Page https://blissfulprospecting.com/podcast --- Reply Method Guide https://blissfulprospecting.com/reply-method/ --- Become a Think Outside the Script Member https://community.blissfulprospecting.com/

Sarah Brazier from Gong.io and Sarah Jane Hicks from Predictable Revenue join us to share everything about their approach to prospecting. This is the audio excerpt from the live webinar we did together on the Think Outside the Script summer virtual tour. This was a KILLER interview and they dug into empathy, cold calling, cold email, LinkedIn, and how to use a metric-based approach to planning your week. Connect with Sarah Brazier here and Sarah Jane Hicks here on LinkedIn. Resources mentioned in the episode: Think Outside the Script Summer Virtual Tour https://tour.blissfulprospecting.com/ --- Show Notes Page https://blissfulprospecting.com/podcast --- Reply Method Guide https://blissfulprospecting.com/reply-method/ --- Become a Think Outside the Script Member https://community.blissfulprospecting.com/

Josh Braun joins us in this episode to talk about diffusing objections. This is the audio excerpt from the live webinar we did together on the Think Outside the Script summer virtual tour. If you're looking for a different way to handle your most common prospecting objections, this is a must-listen. Connect with Josh on LinkedIn here and check out his website here. Resources mentioned in the episode: Think Outside the Script Summer Virtual Tour https://tour.blissfulprospecting.com/ --- Show Notes Page https://blissfulprospecting.com/podcast --- Reply Method Guide https://blissfulprospecting.com/reply-method/ --- Become a Think Outside the Script Member https://community.blissfulprospecting.com/

We're mixing it up this episode and interviewing two brothers both in sales. Darren and Erik McKee come from very different career backgrounds, sell different products, and sell to very different-sized businesses. In this episode, we talk about prospecting as an introvert vs. extrovert, motivation, and sales styles. Connect with Darren on LinkedIn here and check out Insperity here. Connect with Erik on LinkedIn here and check out 15Five here. Resources mentioned in the episode: Think Outside the Script Summer Virtual Tour https://tour.blissfulprospecting.com/ --- Show Notes Page https://blissfulprospecting.com/podcast --- Reply Method Guide https://blissfulprospecting.com/reply-method/ --- Become a Think Outside the Script Member https://community.blissfulprospecting.com/

Dale Dupree is the founder of The Sales Rebellion and the host of the Selling Local Podcast. In this episode, we dig into creating experiences for your prospects. Dale also talks about why it's important to know the ins and outs of the businesses you're prospecting to, pattern interrupts, and how to be more curious when you're prospecting. Connect with Dale on LinkedIn and check out the Sales Rebellion here. Resources mentioned in the episode: Think Outside the Script Summer Virtual Tour https://tour.blissfulprospecting.com/ --- Show Notes Page https://blissfulprospecting.com/podcast --- Reply Method Guide https://blissfulprospecting.com/reply-method/ --- Become a Think Outside the Script Member https://community.blissfulprospecting.com/

Billy Sturgis does mid-market sales development for SalesLoft. In this episode, we talk about the importance of not reinventing the wheel. Odds are someone at your company is crushing quota. Or someone is putting out content on how they're crushing quota. Billy shares how you can copycat their strategies and tactics, while still learning how to make things your own. Connect with Billy on LinkedIn here and check out SalesLoft here. Resources mentioned in the episode: Think Outside the Script Summer Virtual Tour https://tour.blissfulprospecting.com/ --- Show Notes Page https://blissfulprospecting.com/podcast --- Reply Method Guide https://blissfulprospecting.com/reply-method/ --- Become a Think Outside the Script Member https://community.blissfulprospecting.com/

SUMMARY: When you lose your entire team in the course of 24 hours, it may seem you'll never recover. Hear from David Cook in this week's episode of the DYB Podcast as he shares his story of recovering from that very thing, to easily hiring a team with the same mindset and values and how he trains his team and builds his company culture up. David will share the mind shifts he has made in order to hire, train, and build his team around his values and high standards. WHAT YOU'LL LEARN: David adds the 12th question to the 11 Interview Questions - and this helps him match the potential hire to his team and standards How being told he "owns a job" kick started David to building a successful painting company What David had to let go of, in order to bring a team of like minded people to his company How training is done with David's team One thing David took control of during Covid-19, to help direct his team and culture The software David uses to train his employees and, therefore, give control of raises to the employee (earn at their rate of learning) One thing David added to his hiring ads that made hiring a cinch The importance of working a spouse who supports the mission of their company QUOTES: 07:15 Finding the right people to do that, you have to find the people that are patient and using the questions you came up with for, interviewing, we actually added one and it was kind of a hit and miss people either resonate with, or they don't. And we use the question, "Do you like puzzles," as part of our interview process.... No one immediately answers that everyone immediately sits there and kind of looks at you. Like, why you asking me this question? So it really throws them off for one. So, I love that fact, but you know, usually they'll kind of sit there and look at you, then they kind of relax a little bit more and they'll say, yeah, you know, "I like Sudoku or jigsaw puzzles." ... So if they really enjoy puzzles, for me, that signifies that they'll be good at problem solving and ... there's always problem solving (on the jobs). 10:30 He said, "I think you own a nice job." He says, "If you want to learn how to own a nice business, why don't you call me next week and join the mastermind group. That kinda set with me all weekend of, "I own a job. I own a job. I own a job." And here this whole time it's been me and one other person, I thought I had a business. The more it sat with me, the more it resonated, "I don't want to own a job. I want to own a business." So when my parents are sick or when the time comes that they pass away or when something happens that I need to take off, I have that freedom. 13:07 Be the leader. Don't live in somebody else's wins. Develop your own wins. Develop your own leadership. Develop and take ownership for your influence with your family. 19:27 Our newest one is using RingCentral. So I'm actually taking that leap of my personal cell phone becoming the company number. And so all the phones will go through there versus, me being the one to answer the phones. We'll be able to have other people to answer phone calls, which is a big one of something you're giving up again--- trusting the process, trusting that this is, this is what we need to do to grow. (Let go to grow.) 23:39 Read. Read every day. Because your life is determined by the people you associate with and the books you read and the most influential people are because of what you've read. Forgiving often, praying. It's where you share your thoughts, problems, and praise, and never allowing yourself to get in your way of what's possible for yourself." (Quoting S. Truett Cathy, founder of Chick-fil-A) HIGHLIGHTS 07:15 David's added question to the 11 Hiring Questions that makes it easy to decide who to hire 10:30 David decides he doesn't want to "own a job" -- he wants to build a successful business. 12:01 Create your own victories, don't live off someone else's. 14:22 Hiring forces the "Superman Complex" out of you; you have to let go and let others try and let them make mistakes so they can learn, too. 16:02 How David took control after Covid-19 began and how it built his company culture up 19:32 How David trains his team successfully, putting them in the drivers seat of promotions 20:51 The tweak David made to his ads for hiring that makes hiring so much easier 21:44 The impact David's wife has on the business LINKS & RESOURCES MENTIONED IN THIS EPISODE: Start With Why by Simon Sinek Michael Hyatt Books Kingdom Man by Tony Evans Motivation Myth by Jeff Hayden American Ladder Institute Paint Scout QuickBooks Online Pipeline Deals Google Drive Ring Central David Cook Facebook ADDITIONAL FREE RESOURCES: 11 Interview Questions PDF   DYB Mastermind Group - Find out if MG is right for you   Schedule Your Free Strategy Call With Steve Burnett   Press and hold to visit the page: Show Notes Page   Thank you very much for joining us today! If you received value, would you take a quick few seconds and leave us a review on iTunes, please?  

SUMMARY: Jeff Walters joins Steve for EP83 of the DYB Podcast and discusses his life's story of drug addiction to being a successful painting contractor. Jeff became the man of the house at a young age, which put pressure on him, though he had a very encouraging mom. He began playing in a band at the young age of 11 and worked hard --whether working hard for drugs or as he now does, to help give others a second chance. Not only does he have a wonderful, thriving business, but Jeff strives to give felons a second chance as he hires them and helps them to work hard to overcome their previous life choices to be successful, clean, and sober. WHAT YOU'LL LEARN: How Jeff started out in a band at a young age and painted on the side to make money What the catalyst was that helped Jeff out of drugs and into being a successful businessman The hope Jeff offers to other convicted felons--helping them see beyond their past and work hard for their futures. The interesting start the 12 step program gave Jeff for his painting company and the encouragement he has for hiring today QUOTES: 1:34 Steve: "How did you get started in this crazy business?" Jeff: "Well, the funny part about it was, whenever I couldn't find anything else to do, I could always find something you paint. And this goes clear back from, in my teens, at that point I'm supposed to be an entertainer. So, I mean, I never thought of the painting business as a career. It was just a way to always make some quick, easy money." 3:04 Steve: "So you started playing music very young and then you figured, 'All right, well, I've got to actually generate some income.' How old were you?" Jeff: "17, 18. It was just kind of a side thing, when I was playing five nights a week and I did the holiday circuit and we had a band that traveled about five States. We did college one nighters for a few years, so I started pretty young. One of the neat things that there is, as I see some of the new young guys come in, now they're all 'gung ho' about starting the business and stuff. That wasn't how it was for me. I wasn't looking at it as a business at all, it was just a way to make decent money relatively quickly, but I didn't really look at it when I started, as that being a business or career." 3:52 "It was basically me and my mom growing up. So I didn't meet my dad until I was in my thirties. So it was me and my mom growing up and I was kind of the man of the house, but with that came a lot of, a lot of pressure. Mom was always supportive of everything that I did, but I turned to drugs, really, at a pretty young age and battled with some addiction issues for a huge chunk of my life. I'm thankful that I don't have to live that way today. I've been clean since, October the 6th of 2001. And it's something that I work on, really, every day." 5:29 Steve: "So you started off in new construction." Jeff: "I did. Yeah. Like most of us, right? Easy leads. Just usually no profit, unfortunately. But at that point, I wasn't looking at any of that. We're just trying to get some money to continue the lifestyle." 7:32 Jeff: "One of those things, Steve, where birds of a feather flock together, you know?" Steve: "Oh yeah. It's so true. That's one of my favorite quotes. You are the average of the five people you spend the most time with-- Jim Rohn." 9:43 "When I got clean, that was almost a full time job for me -- just to try to find a whole new way to live and not associate with the people that you...that's why I took the halfway house for awhile. Cause that way, at least, I had someplace safe to go. I didn't have any money, I didn't have anything. So, finding a job sounded like the logical answer, except nobody would hire me. I'm a convicted felon at that point, I'm at a halfway house. I wasn't having very good luck finding a job. So I start up the business." 10:26 "Of course, at first...I didn't have any kind of advertising or anything else. As I would go to these 12 step meetings, I would tell them, say, "Hey, here's the thing. I just got out of treatment. Anybody has anything to paint, I'd like to do it." And at that point, I was just trying to keep the phone on." 11:29 Jeff: "An old timer once told me, "Look, all you need to do is stay clean till your next meeting." So that's how come I was attending three or four a day because I wasn't sure if I could make it til tomorrow, but I could make it to my next meeting. Then the days started turning into weeks and the weeks into months and then years. And here we are today." Steve: "These referrals from the meeting, they had a vested interest. They wanted 1) to support you, because it's like a brotherhood. And then 2) they were kind of there as accountability, too, after they pay you. They're like, "So Jeff, you're going to use this to pay bills and buy equipment, right?" Jeff: "Exactly...a whole new set of birds to flock together." 16:50 "I would way rather have some really good people that don't know how to paint. I can teach them how to paint. (Verses) somebody that comes in and says, "Oh, I got 27 years worth of experience." I'm like, "Yeah, I got 27 years worth of bad habits to break."  Steve: "Isn't that the truth!" 18:23 Steve: "Now, for our listeners who are not DYB Members, yet, you mentioned Monday. I just want to pack that a little bit. So, Monday is the new production management & admin management program that we have rolled out. And what Jeff's referring to is, we (in our 1-1 Coaching Meetings) built out an All Star Team CRM now, so that it's created its own application form. And so, then when he posts that link with his hiring ad, everybody drops into that form and it makes the process streamlined. Plus he's building his list, right, Jeff?" Jeff: "Right. Correct. And , the nice thing about doing that is now, they can fill out the app off of a cell phone. Before, I used to have him come in, fill out an application... I wanted to see if they could read and write and follow instructions, you know, and a lot of them couldn't do at least parts of those. But now, we've tried really hard to streamline a bunch of those processes and we see the benefits of doing that." 24:01 "I just wanted to, let some of the people know that there's some really good people there (felons) that really want to work hard and just want to do, want to change their lives and given the opportunity, some of them do that. We've had some really wonderful success stories over the years. And that's part of why, why I still do this. You know, God is good. He's given me some tools here where I can make a difference in some people's lives. So for me, I'm at an age where the money is important and I live comfortably, but that's not really the big motivator for me. So if anybody has any questions on that ever, they can sure contact me."   HIGHLIGHTS 0:18 Jeff meets his wife, who mistakes his employee, Johnny, for the owner as Jasmine thinks, "If Walters Painting will hire, Jeff, then maybe they will hire me." Little did they know, they'd get married a few years later! 01:45 Jeff starts playing in a band at a very young age and gets into the drug and alcohol scene. He then paints on the side to make quick cash for his lifestyle. 05:29 Jeff starts off painting in new construction for the easy leads. In 1988, Jeff is busted on drug charges and taken to prison. In 1991, is when he really started a painting business. 08:10 Jeff goes back to prison from 1995-1998, but he does work for the Department of Corrections eventually, painting about every correctional facility there was in Nebraska. 09:43 At a half-way house, Jeff tried to find employment, but as a convicted felon, no one would hire him. Jeff decides to start up his painting business. 10:26 Jeff begins asking for painting work at his 12 step meetings and landing work. 16:29 Jeff shares how he took his company culture to the next level, working with convicted felons and then having them all read business books together and discuss. 18:23 Jeff talks about how he has streamlined his business. 24:01 Jeff talks about his key motivator for business in giving hope to those who need a second chance.   LINKS & RESOURCES MENTIONED IN THIS EPISODE: Receipt Bank QuickBooks Online Monday: Project, Hiring, and Admin Management QBQ (The Question Behind the Question) Dave's Killer Bread ADDITIONAL FREE RESOURCES: Jim Rohn   Jeff Walters Facebook   Schedule Your Free Strategy Call With Steve Burnett   Thank you very much for joining us today! If you received value, would you take a quick few seconds and leave us a review on iTunes, please?   Press and hold to visit the page: Show Notes Page

There are scientifically proven ways to generate and sustain true happiness. In this podcast, we will talk about a few of them and why you may not be consistently achieving them. Grab Jonathan Haidt's book The Happiness Hypothesis.Join Bryant's Good Life Playbook Program. Show Notes:Page 2 - Human thinking depends on Metaphor. The way we perceive something new is often by comparing it to something we already know. (I used to review video games professionally)The Metaphor Happiness Hypothesis uses is a Child Riding an Elephant where the Elephant is the primitive emotional brain and the Child is the rational and verbal mind. Imagine a child trying to steer an elephant. Page 3 - Freud said that the mind is divided into the ego (conscious, rational self), superego (the conscience, which sometimes holds us in contempt unnecessarily), and the id (the desire for pleasure NOW). Page 29 - Negativity Bias - we are wired to pay attention to negativity.Page 38 - Depression - for example, if you take a look at depressed people, we are often caught in a feedback loop in which distorted thoughts cause negative feelings. Those feelings further distort thoughts. And so on. Page 47 - Reciprocity - is a deep human instinct; it is the basic currency of social life.Page 60 - WHY THE NEWS IS SO ENTICING (AND EVIL) Scandal is great entertainment because it allows people to feel contempt, a moral emotion that gives feelings of moral superiority while asking nothing in return.Page 61 - APPEARANCE OVER SUBSTANCE - The great majority of mankind are satisfied with appearances, as though they were realities, and are often more influenced by the things that seem than by those that are.Page 82 - THE PROGRESS PRINCIPLE - King Solomon would be the happiest man in the world ever if money and success were the answer. Yet, he spent much of his later life battling the disappointment of success. That's because the pleasure of getting what you want is often fleeting. True pleasure comes more from making progress toward goals than from achieving them. Shakespeare said it right: Things won are done; joy's soul lies in the doing. Page 87 - EARLY HAPPINESS HYPOTHESIS - Buddha and Epictetus believed that true happiness comes from within, and it cannot be found by making the world conform to your desires. Page 88 - HAPPINESS CAUSES MARRIAGE - Happy people marry sooner and stay married longer than people with a lower happiness setpoint. Both because the mates are more attractive to one another and are easier to get along with. Page 91 - HAPPINESS FORMULA - H (Happiness) = S (Happiness Set Point) + C (Life Conditions) + V (The Voluntary Actitivites You Do)Page 92 - CONDITIONS THAT AFFECT HAPPINESS - Noise, Commuting, Lack of Control, Flow (being immersed in a challenging activity that is well matched to your abilities)Page 96 - PLEASURE MUST BE SPACED OUT TO MAINTAIN POTENCY - Pleasure sued by both savored and varied.Page 135 - THE PURPOSE OF ADVERSITY - Read Meng Tzu's quotePage 152 - WHY I AVOID IGNORANT PEOPLE - Ignorant people see everything in black and white--they rely heavily on the myth of pure evil--and they are strongly influenced by their own self-interest. The wise can see things from other's points of view. THERE IS HAPPINESS IN WISDOM - The best place to find wisdom is in the mind of your opponents. Support the show (https://patreon.com/bryantchambers)

SUMMARY: Working with your spouse can be challenging, but in this episode of the DYB Podcast, Steve and April bring you 9 Steps to Working With Your Spouse, Effectively and Enjoyably. Starting with a confession of needing marriage counseling themselves and how that changed their marriage for the better and how you can, too! They start by laying the foundation and end with the best tools they have found, so far. Whether you are married or not, Steve and April share relatable stories and easy to use tools for growth in your relationships and team members. WHAT YOU'LL LEARN: How their struggles in marriage led to learning great tools How you can communicate with your spouse even better Key questions for personal growth and happiness in your marriage and life Specific steps you can take to make your marriage to the next level If you're not married, what to look for before you consider saying, "I do!" QUOTES: 0:47 "Let's say on a scale of 1 to 10, your expectation was a five. That's what it was (in your marriage) before. Let's just say. And so I was coming in this marriage with an expectation of 10, and let's just say it was a seven. So you were super happy. You were stoked. And I was like, (deflated), "Wow. Yeah." So we decided to go to marriage counseling." 2:18 "How you can have a thriving marriage, a great marriage. Okay, this is possible. We just have these tools that we need to use. And so we want to share these with you guys. Not because--and this is why, well, one of the reasons why, it's taken us so long to produce this podcast is because for me, a fear of listen to this podcast because we've got it all together and this is perfect and this is what you should do, too. But rather, this is what worked for us and if it can at all help you guys, we want to share that to help other marriages. Or even if you're not married, this would be a great podcast to listen to if you're not married so that, you know, when you are thinking that direction, what you can use and some tools and things you need to think about before you get married..." 8:12 "What we're missing in the world today is understanding. That doesn't mean that you agree with the other person, but you can see where they're coming from and you can have empathy. Again, it doesn't mean that you agree with them, but you can understand where they're coming from." 13:51 "It's not fair to expect something if we haven't discussed it or had an agreement first. (In) so many sitcoms, you see the wife is like, "Well, you should know what I want. I shouldn't have to tell you." I just, I don't understand that --that's not logical. It doesn't make any sense." 17:22 "So extreme ownership, taking ownership, even when it wasn't something that was in your control. If you just blame it on someone else and say, "No, I'm a victim of this circumstance or of this person doing this." You've given all the power away, but taking back ownership saying no, what could I have done differently? How did I contribute to this? I own this. How can I change it? That shifts you from a victim and this marriage will never get better mentality to, wow. We can do this. Let's figure out how this works. Let's do this. It's so powerful." HIGHLIGHTS 4:27 Step 1: Supporting the Mission 7:43 Step 2: Knowing Personality Types & Languages of Appreciation 13:55 Step 3: Expectations vs. Agreements (Steve Chandler) 15:56 Step 4: Ownership vs. Victim (Mentality) 19:22 Step 5: The List of ____ :) 21:41 Step 6: Foregoing This 23:49 Step 7: Empty This 27:44 Step 8: Four Tools 43:28 Step 9: The Golden Question LINKS & RESOURCES MENTIONED IN THIS EPISODE: Steve Chandler Jacko Willink Extreme Ownership Love and Respect by Emerson Eggerichs ADDITIONAL FREE RESOURCES: DISC Personality EP75 Languages of Appreciation Podcast EP 76 9 Steps PDF of How to Work With Your Spouse Effectively and Enjoyably   Schedule Your Free Strategy Call With Steve Burnett   Thank you very much for joining us today! If you received value, would you take a quick few seconds and leave us a review on iTunes, please?   Press and hold to visit the page: Show Notes Page

SUMMARY: In this episode of the DYB Podcast, Seth Peek of S. Peek Painting out of Atascadaro, California and Mike Gallagher of Gallagher Painting out of Winchester, Massachusetts,  join me to discuss the power of finding their target market. They, like other DYB Members, found it is vital to know your target market if you want to grow a successful painting company peacefully. Like a majority of painters when they begin their journey, they didn't want to turn down any work and that is the way you may have to start, just to get some jobs on the calendar. However, the first goal should be to --as quickly as possible-- shift your calendar to only work with your target market and referrals of your target market, as you'll hear about from Seth and Mike. Also, I'll give you step by step directions on how you, too, can find your target market to increase your profitability and streamline your company. WHAT YOU'LL LEARN: How Seth and Mike's companies ran before working with Steve to find their target market The negative side effects of not knowing your target market Seth and Mike share the peace of mind and confidence they have in working within their target market  Strategic success Seth and Mike experienced after finding their target market and the positive shift in their company team morale. Step by step how to find your target market using the 3P's Process of the DYB System QUOTES: 08:09 When scheduling things come up with them now, I feel more confident in the current jobs we're in just to put my foot down and say, "We can't be there till this date." It gives them opportunity to reflect whether or not they want to get a bid out to somebody else or if they just want to wait for us to do it, but I'm no longer going to cater to another contractor in order for our work to get done. 10:01 We're going to just keep going with what works for us and, in turn, those referrals will just bring in more of the jobs that fall within our 3P's. I'm feeling confident and I'm feeling pumped and I'm stoked for the new frame of mind I've gotten. It feels really good as a business owner to finally have the confidence to say no to certain clients. 11:12 So you're getting similar jobs from similar people in similar neighborhoods because they're all referring to their friends who live in similar houses. After a while, as long as you do your job and you're friendly and your guys take care of the process, it kind of just works on its own after that. 12:49 At that point, I just realized something had to change. Year after year, I was like, "This is the year I can make this work." And it just never did. I found that I had guys, when I would bring in a crew that, towards the end of the job, they could tell a customer was frustrated. I was frustrated. And it just really set a low moral standard amongst my employees. when we first started talking and we realized that this was my biggest thing was affecting me. The very first thing you said to me is just cancel those jobs. 13:51 Knowing that I could then focus on jobs that I could finish on time that I could make a profit on and that my crew would be satisfied with at the end, was such a big game changer for me. HIGHLIGHTS 15:04 Step by step, how to find your target market 16:21 The 3P Process Distinction 17:28 The compounding of referrals in the target market 18:55 What happens when you find your target market LINKS & RESOURCES MENTIONED IN THIS EPISODE: 3P's Process to Finding Your Target Market Worksheet (FREE) Seth Peek Mike Gallagher ADDITIONAL FREE RESOURCES: Schedule Your Free Strategy Call With Steve Burnett   Thank you very much for joining us today! If you received value, would you take a quick few seconds and leave us a review on iTunes, please?   Press and hold to visit the page: Show Notes Page  

Are you a leader who would love your team to be more proactive? I'm sure you're not alone! Having proactive team members is great because it reduces the "fire-fighting" reactive mentality that often builds up in our teams and workplaces. In this episode, I share some of my tips for cultivating a more proactive team, that you can try for yourself. They aren't rocket science, but you do need to be consistent to get results. Try them out and let me know what happens! If you like this episode, I'd be ever so grateful if you could please leave a review on Apple Podcasts here. It really helps other leaders find the podcast so we can help create better workplaces around the world. Thank you in advance! Don't forget to join the Thoughtful Leader Community forum at www.thoughtfulleader.com/community/ to have your say on this episode, share your experience or post a question which I might answer on an upcoming episode! Links: Article: 5 Ways to Encourage Team Members to Be More Proactive. Article: Everyone is stupid, except for my team! Audiobook: Check out the Motivating Your Team Audiobook. Show Notes Page: https://www.thoughtfulleader.com/podcast/74/

SUMMARY: DYB Podcast EP78 brings Ben Campbell of Campbell Painting and Drywall in Anchorage, Alaska to the show. From the very beginning, his family started a couple of paint retail stores in the 1950’s in Alaska. Then Ben started his company in 2006 with his brother and went solo in 2009. He shares his very relatable early mistakes to his current successful company with 15+ employees, on track for $1,000,000 revenue for 2020. Ben shares how overcoming huge adversity helped build his drive and grit. Though he wouldn’t want to go through the obstacles again, he looks for the positive and what he can learn from each situation to learn and grow and not give up. He also shares his strategy for hiring and keeping a great team. WHAT YOU'LL LEARN: How Ben uses his individual USP (Unique Selling Proposition) to set him apart and grow his clientele Ben's strategy for hiring painters and keeping a great team How technology helps Ben streamline his business Ben's organizational strategy for crew leaders How to empower a team to do their best work How to avoid and overcome the negativity around you Lastly, an encouragement to those who are working "in the bucket" and want to get "out of the bucket" to run a streamlined business QUOTES: 04:39 "(When you started) How did you generate your leads? Word of mouth was basically it at the beginning. We had yard signs and did some networking at church, but it was mostly word of mouth." 21:01 "Keep grinding, you know, that's all I wanted to say. Just keep grinding and it will get better, but learn from your mistakes. You know, if you did something wrong once, don't do it again. If I'm bidding a job and I didn't make money on it, well then why didn't I make money? Ask that question." 09:02 "Why don't you do much new construction? There are a lot of great builders, but the bottom line is, painting is an expense to them. They want to keep their expenses down, so they don't use the highest quality paint that we do or want to spend time making the job perfect, like we do." 21:28 "There's good money in what we do." LINKS & RESOURCES MENTIONED IN THIS EPISODE: TSheets GPS Time Tracker Quickbooks Online Compound Effect by Darren Hardy Ben Campbell ADDITIONAL FREE RESOURCES: Schedule Your Free Strategy Call With Steve Burnett   Thank you very much for joining us today! If you received value, would you take a quick few seconds and leave us a review on iTunes, please?   Press and hold to visit the page: Show Notes Page  

Vanina Howan - Host of the "Ecopreneur Show" discusses her Podcast, as well as realistic use of consumer products, and how the narrative around them is changing. Please see the link below to check out her show! https://open.spotify.com/show/4KmY3xdMgSTeA7xYZtV36c?si=hG2p7u84RhG_tlaU-UWYVgLink to the Show Notes Page: sustainablesavings.org/podcastFor questions or inquires, please email: sustainablesavingspodcast@gmail.com