EP 164. How to Structure Your Roofing Business to Maximize Productivity - Danny Kerr, BTA

EP 164. How to Structure Your Roofing Business to Maximize Productivity - Danny Kerr, BTA

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and we are live with episode 164 of the start build grow show [Music] randy brothers my friend we are back in action we missed you last week it just was not the same we had mike claudia on the show we talked about his book and everything he's got going on but we have another great guest today so randy what's up what is up man thank you as usual for holding it down i mean life gets crazy in the in the world of entrepreneurship so there's things come up sometimes and and my man nick holding it down i appreciate you mike for if you're listening to this appreciate coming on the show i did read the book and it was awesome man it was a great book like you know inspirational learned a lot from it and uh got all motivated right so that's the idea you know you got to win fast and win often so it was awesome to have him on and then again we just keep kind of stacking the line up here and uh the the best of the best some of the most influential people some of the sharpest minds and in this partic particular case one of my closest friends in the industry uh kindred spirit mr danny kerr with the breakthrough academy uh man i can't tell you this guy has been an inspiration a friend confidant and uh we've had many of great times long nights so we could just talk about the most random crap for hours and hours and hours and and uh in our world right this is a show for by entrepreneurs for entrepreneurs as many of you know entrepreneurship can be a lonely place it can be a lonely journey and and when you do find those people that are just like-minded in kindred spirits you gotta you know surround yourself there and bring them closer and do whatever you can to maximize the time you have with them so i'm grateful for your time here my man thanks for joining us again for i don't know what third time fourth time something like that something man it's good to see it yeah we uh we all get busy and we don't talk as much as we used to because i'm not traveling so i'm happy right now you traveled a little bit though didn't you have a little bit of an american road trip for a second i was three weeks social and it looks like yeah you're hitting some spots they finally let you back in hey i had a three-week road show uh i got covered along the way and no quarantine and it got crazy trying to get back it's it was yeah it was started out great and near the end it was just a gong show so i'm actually currently in quarantine at home you're quarantined right now how are you feeling are you feeling good yeah i mean i'm always young and healthy and obviously everyone says it affects everybody differently but i was like that was it like that's what we've been freaking out about for a year and a half and like i get affects different people differently was barely anything for me so i was just like thank god i got it got some antibodies now i guess and uh definitely freaked myself out a little bit though so yeah so where do you oh hey did you you went to ire then or where do you all go yeah we went to ire vegas uh i was in new york for a concert actually and then uh where we go for that we went to atlanta um then i went to colorado man there's like a few other places i'm missing in my mind but we went around we got around a lot who did you see in a concert in new york it's great yeah it's it's edm music so you have to kind of be into that genre which you know it's an acquired taste i think for some people but matt it was awesome it was cool louis the child if you know that guy and then elder brook and a bunch of other people that i didn't know but it was really neat nice man well good glad that you they let you back in america you had a great time and that you're doing healthy after getting covet while in america but you know so you know for those who don't know danny's with breakthrough academy you've been doing some unbelievable things you know you're working with hundreds of contractors throughout you know canada and america and everything like that where did the whole idea of breakthrough academy kind of get started and how did that kind of get going yeah um so since i was 18 actually i both owned and ran a franchise and then i actually ended up working for corporate in this franchise system called college pro painters so it's basically a system for your you know student university students to learn how to run a small painting company and they're basically thrust into the environment of what it takes to be an entrepreneur and it's a for-profit business it works with universities obviously a little bit to help you know bring in young people to do this stuff but at 18 i started my first franchise with them and until i was about 26 27 and uh basically worked for corporate for them for a little while as well and just learned about what it takes to run a contracting business but from like the business standpoint right so like if you looked at me back then like i'm when my friends always ask well can you contain my house i'm like you don't want me to paint your house like i'm a terrible painter but i had you know 150 franchises and a thousand painters underneath you know me and another guy named james dale running western canada at one point and you learn a lot right you learn a lot about leadership and how to create layers and how to create you know basically a business process or a structure that's replicatable and how to onboard people into that process to expand your you know your kingdoms or your whatever your business right so for me sitting in my last couple years at college pro i was like i saw the benefits of franchising i could see like when you're onboarding somebody new how to ramp them up quickly how to get them value how to make them help them make money pretty quickly how to create like a predictable revenue source out of new recruits right and bringing people in but i also saw the long-term almost like downfalls of franchising where you know people can't expand their turf because maybe you sold all their turf around them people are building their brand but it's not even their brand it's your brand people are paying royalties which might actually impede as they grow in their ability to hire middle management and so what was a great relationship at the beginning often isn't and that's this is different for different franchises but often isn't the greatest thing five years into a relationship with a franchisee because you're starting to realize like we're holding you back at this point and i thought wouldn't it be cool if there was a way to build an organization where we did all the things we do with our franchisees we do coaching calls we have like cool getaways we have all your systems and strategic management of how to run the company pre-templated out and done but without the franchise you just pay monthly for a subscription and you get into it and you like it cool you stay you don't like it you get out and you you're around as long as it suits you and you know with you know the online world coming online you know and just seeing everything kind of happening with between like just online education packages and coaches and i thought there's a definitely a space to do this right because if i'm honest most of the stuff online that's offered for coaching and development and training a lot of it's crap a lot of it's just a person in their basement that made something quick and then they thought they could sell whatever it's crap and i was like i could bring real tangible hard like say good just like really robust systems to the contracting space which i know is lacking it and do it in a way that would blow anybody currently in the space away that's what we did yeah you guys are doing some unbelievable things randy i mean you know right breakthrough gaming is the real deal that's it's kind of funny like the story of how you know danny kind of roped me in same way you did like to this day guilty i don't even i'm not even on like social media that much but when i just was i was you know trying to get some things going and i'm growing my business right and uh and uh i jumped onto some message on linkedin on hey do you ever think about you know do you run your business like a franchise or you thought about like implementing franchise systems into your roofing business i'm like i don't know it could be interesting let's see what's up and then next thing you know this this young dude danny kerr gets on the phone and is like trying to sell me something i'm like all right well well let's uh let's talk right and then you know randy that's one of the reasons though i mean we went through we worked with you guys for quite a bit and learned a ton and implemented a ton and and we were you know it was an incredible experience and uh you know really kind of shaped myself my company like it shaped who we are as people and as entrepreneurs and as a business um all because you know you had some crazy idea to message some random dude online and here we are you know that's just kind of how things work you know totally man and that's been cool watching you too like i mean you you definitely took what we did and drove it home like you didn't just take the class and la dee da like you implemented almost everything and you went really far with it and you were definitely a star kind of like example for what can be done so it was really cool like i yeah i think it was really cool not only to do that with you but also just to meet you and get to know you and some people know us a little bit but like we are very much kindred spirits and uh we've had many well if you do know us you'll know that i can't neither can danny i can't sit here and he not freaking oh you two you guys can't sit still like i have no idea i'm not even sitting i'm standing because i can't sit so so no he was like you took it and took it home right here's the deal like i'm blessed to surround myself just like danny like we know our strengths we know our weaknesses and we surround ourselves with implementers and people that are just like can take that idea and take that mission and take that navigation direction and they're the ones who bring it home so i can't even take the credit man my team and the people that that that uh that we've surrounded ourselves with uh you've met many of them they now to this day they're helping coach and doing things running a business growing businesses and and it's incredible that it all kind of started you know five five or so years ago now with with you guys and uh it's been pretty cool but i can't take credit man it's it's surround yourself with with great people that the same values that that can really help accentuate your strengths totally man yeah i was like i got a good idea and i can sell it can anyone help me with this right and that's hidden yeah so i mean obviously you know my business partner igor trinidad super well who's the most incredible implement i've ever met in my life um james dale who's one of the best leaders he was actually my boss for a lot of years at college pro and then we've got maybe i think we're 30 31 staff now people on the team which if you look at the team like i'm you know my my cards my my stats on my baseball cards are not that good anymore compared to the team like they are leaps and bounds ahead of me and i'm just happy to be around them to be honest it's really neat to watch did you know pretty recently or pretty early on in your career that that you were the visionary and you were able to think of great ideas but you needed that that team and those implementers it did take you a little while to realize that it took me a while if i'm honest like i you know i was in a franchise system since i was 18 so i was used to just following a system like i'm a grinder and i'll do things but i used to coin myself what i would call an entrepreneur right somebody who works really well within somebody else's system but can just drive their own results within it and so for the longest time i was like that's me and i never really gave myself a ton of credit about being a creative or a visionary because i just didn't use that much that part of my brain until this one idea really just it took me over and i was like this is this has to happen and you know year by year as we got more and more into building this thing out i started to realize like this vision i have in my head isn't just a bunch of crazy ideas like they actually work they just needed they needed an igor to help implement them if i'm honest right and then bring them to reality and then you know i think what's neat about the entrepreneur brain is it has a unique ability to take a lot of random chaos and build and see patterns in it and when you start to see those patterns you start to see a path and the clarity on like what the direction actually is moving forward and where most people need to look at facts and just analyze spreadsheets and look at like what's the most optimal solution we feel it like we physically feel the path and um that's a gift that i didn't work for right it just was it was a part of me and to be honest i didn't even know it was in me until i started to exercise it properly mm-hmm yeah i mean look what you guys are now i know you at one point you guys were one of the fastest growing companies in canada you know what i mean so think about what you were able to do with that vision didn't you have some some issues too with like reading or something like that and you end up getting somehow getting like an unbelievable gpa still dyslexic or something like that right i still can't read but yeah but yeah i am you know diagnosed dyslexic and actually the last part of my grade 12 year i got diagnosed as a dyslexic and was given extra time in my exams and the ability to use spell check and all these things which really helped me um because with that i was able to basically get you know a 4.0 gpa graduating like what are the top grades you can get and it was mostly because my weaknesses weren't scored against me which they had been for so long and finally i mean i was a hard-working smart kid but like my spelling was atrocious my ability to like you know read was gone like i you know the last book i read and it took me almost a year to do it was harry potter that first book that came out that's a big one though so congrats on yeah it was a good one that's a good one to take down it was years ago and people always ask me like what do you read like you know you're in business you must read these i'm like i don't if i'm honest i listen audiobooks i watch a lot of different like videos on movies on things that help educate me in documentaries i can't read i can read i can read sentences and email and but i have to get through life in a different way and and it's interesting too like when i talk not all entrepreneurs but i talk to a lot of entrepreneurs a lot of them are dyslexic or 80d and what's kind of happened to a lot of us is we had to find alternate ways to get through society because the standard way wasn't working and it forced us to think differently and we found this thing called run your own business right be an entrepreneur and it opened up a lot of doors for me included and a lot of people i work with to this day and randy you're no different right don't sugarcoat it it's called being unemployable yeah i did get fired from a few jobs yeah i feel that so when you're unemployable with 80d you just got to figure it out right you got to make money somehow i mean geez like these people won't pay me so i got to go do my own thing that's always been my challenge it's like i can read but the problem is i can't come comprehend yeah so i'll have to read something like oh that's exactly what it is before it's like that's exactly what that's what it is and and it's interesting because going through the 75 hardly you're forced to read but like what i what i found with that is the small chunks helped so if i'm not sitting there trying to just read like a long just 10 days 10 pages all right very intentional 10 pages with a highlighter and a notebook to try to like intentionally read stuff and if i read something and i read it over i'd highlight it and and uh that actually was probably the most influential reading that i've ever done in my entire life right yeah what you just described is exactly what goes on in the dyslexic brain it can read the words on the page but it's putting so much work into figuring out those words it can't retain the actual like knowledge that's coming off of those words and so one trick i learned when i was younger was just to read out loud and that did help a bit but if i'm honest what helped even more was just to listen just to listen to somebody else talk and be able to consume it in a different way but um yeah anyways a lot of us are like that it's creativity well it says that 35 of entrepreneurs based off the article i'm reading are dyslexic which is pretty unbelievable so a lot of people struggle with that so then what so is it video content then like how do you focus on continued development as an entrepreneur and a leader so i again i'm probably not the best person to like it and see a lot of randomness so like my interests are in like science and technology and biology and religion and law and history and like i have such an eclectic interest in so many different things but what's unique about that is i can then go make a business decision based on like what i know understand about psychology from the human brain what i understand about politics what i understand about you know money in the financial system and i can make a very unique decision based on many different facets of the world that arguably had didn't come from a business book at all but it came from i would just say general knowledge of the planet we live on and the human condition that we're all in and that has lended itself to make some very unique and different decisions that have worked really well and i think businesses kind of like that like people want to read business books great but like they bore me if i'm honest yeah but what interests me is like the future and technology and like god and like how those all interact mm-hmm and i think we don't understand under be able to understand people too right and understand just humans in general and common sense and everything like that that some people who are very smart don't necessarily have you know i mean in different areas i think that's another big thing too yeah so and and and with all that said structuring what we do and building out even what we teach i can't do that right so it's like i can talk about it i can i can just cast the vision but somebody needs to be able to structurally be able to draw these forms up make everything is physically work and excel like and that's that's my business partner that's equal and that's a large part of our team and so it's like it's okay almost in a way where i'm like i've surrounded myself with people that fulfill on my weaknesses and i'm able to just fully be my strengths which is actually a big part of what we should probably be talking about today so yeah yeah that's where we're going i mean uh you know as as you know a friend and mentor of mine i've watched you and execute that and learn from you and that's my soul that's where i'm at too it's like as i'm as i'm kind of coaching people i'm like surrounding myself with implementers and integrators that can that can really apply things way better than me i'm i can talk vision strategy navigation all day long but when it comes to like x's and o's and all that it's like we need somebody that's been in the trenches that that can really execute that and you gotta you gotta learn that it's one of those learned skills as an entrepreneur is you kind of learn how to develop yourself and build yourself into a role that i mean so a lot of us you can get to your strength zone sometimes but once you get to a place where you're in your strength zone all the time it's amazing what starts to happen totally and and helping other people being their strengths when people look at entrepreneurs especially north america people look at entrepreneurs and they see the visionary and they say man that person is amazing and then they always say wow they're so modest because they say like it's not them it's their team what they don't realize is it is their team and we kind of do suck at a lot of stuff and it's almost kind of embarrassing and like the truth is like we're just really vocal so we get all the attention but like that doesn't mean we we are the masterminds behind everything that's being created there's so much cool stuff that our team does that comes from them i'm just the vocal one that gets to speak about it yeah yeah just the the face right and sometimes that has its own challenges like i don't do it for credibility like i don't really care i just you know i just love the journey right i love you know watching and helping others develop while i'm developing it's just it's just putting those puzzles together is is just a lot of fun and really and just enjoyment for me to wake up every day and tackle the challenges that come with entrepreneurship on a day-to-day basis but it it does come down to the team you're only as good as your team right yeah and yeah they need to get more credit than us goofy goofy idiots that are just the talking heads of the organization totally and it's good to get real about that because like there comes a point in business where you like your ego is going to get in your own way and it does all the time but it gets like there is a point where you're going to be like i am not that useful in my own organization yeah and the more i try to assert myself and try and feel useful actually the worst the team is doing it's such a weird feeling it's such a weird feeling and it's like you have to let go a little bit and be like that's actually okay that's actually natural and when you realize that and you can own that it's the most freeing feeling in the world because all this pressure comes off you and you don't want to give your life up for your business anymore there's actually this gift waiting on the other side which is like good job like go use your mind for other things now stop trying to like be in every part of your business all the time and trust me like even i go through this like i went through this even with bta the last like probably two years ago and i started to feel it and now i'm kind of at this place where i'm like wow like i let go and it's just thriving and all i need to do now is speak about it bring on some members every once in a while be there for my team we're working on some cool future projects that i'm just a part of some meetings in and i like to work so i'll work you know 40 hours a week but i don't need to work 80 i don't need to work 60 i i've got three girls i'd hang out with them a lot and you know i've even had some of our members who get to the stage where they start to realize like what do i do and i'm like one guy's like i got this other business idea i'm going to go after him like bro like go hang with your wife and kids for like a year and then go then go do that if you want to go do that go go do another business but like re reap some of the benefits of what you put into this and step back and let others just own it for a bit so for those of you listening to this like this is stuff that you don't hear right these are the things that he talks about this sort of stuff it's all about hustle hustle hustle work all day be the man ego this ego that like that's not what this journey is all about and i can relate to that like i've been teetering on all that like you get to a point where you're like wow everything's just operating and it's great and then you're like then you know i get start to get bored then you start inserting yourself into things and start messing with the joke around our business is like you know my job break things yeah i know and it's like now it's like you gotta i'm listening i mean that's that's good we've gone we and we go through it's like a cycle you kind of get to this place where you're like all right the team's in place like things are humping on all cylinders and then you get bored and you start tinkering and then what things break but not always sometimes some ideas come out that that can take you to another level but i think being in that zone to where and then having people that can tell you that hey not a good idea hey yes it's a good idea we're to run with this one that that's what kind of helps streamline the the success and growth of an entrepreneur's mind right they're just different stages and they're just important to be aware of like man i ground out my like everything to grow this business to grow the previous business too in franchising like i worked so hard and i was proud of it and it was like it was like a badge of honor that i would wear like i may not outsmart you but i will not work and outwork you yeah exactly and i say that a lot when i speak and it's true it's like that's how i drove myself every day and i do think i think kids is a big part of this like having kids and having like real solid relationships in their life that are like not about you anymore like it's not about you when you have kids like you have to give everything to them and it actually feels really good and you start to realize like man this this like warrior mentality i had in my 20s even part of my 30s it's not who i'm going to be in my 40s and 50s and if i am going to do that then i'm going to sacrifice a large part of my life that i'm going to regret later right you talk to old people who are on their deathbed i mean i've lost both my parents and so i've had time to like actually like especially my mom who died from cancer i had a lot of time with her to talk to her about her life one of the biggest things she told me she has a ton of regrets that she didn't spend enough time with me you know what's funny she was on welfare for most of her life and she spent a ton of time with me and she still didn't feel like it wasn't wow right yeah that's all don't forget that stuff i have so i i have another question to follow up with everything but i wanted to give a couple shout outs here matt collins says what's up and then um tony tony green i thought this was cool he said i agree i'm the same way with dyslexic dyslexic and adhd and i'm over coming in and starting my own business and having success have been successful without being having to read um he said i'd love to hear that you guys are having the same problem and then tone anthony trans that i suffered from i suffered because i couldn't trust people because i had so many guys just quit changing your approach makes a huge difference because you can't do everything yourself being able to have the right people on your team will give you more time to work on your business rather than in it yeah would you do you want to get into some of that and we'll get into some of what we came here to talk about yeah 100 100 so i mean one of the biggest things that we'll be talking about today is how to maximize productivity right how to structure your business to maximize productivity for your roofing business what what bottlenecks are you seeing let's say that you know you start to work with somebody in bta you get you know you get a new client with a roofing company you know what are some common areas or bottlenecks you're seeing that you're like that's what's causing a major issue in terms of productivity yeah it's i mean everybody i hate to say it but 90 of the people i sit down with are the exact same problem how do i recruit train and operate human beings right and recruiting is the biggest issue because the beginning of that train but when you start to solve that problem then it's like how do i actually like onboard and train these people effectively and then how do i maintain them so they don't leave me just recruit training what recruit train and operate and operate okay cool yeah so i mean we could get into recruiting a little bit i talk about it a lot but i think generally one though because everybody says they can't find good people let's be honest yeah yeah i mean generally people don't understand what we're in right now we are in the recession of people right 2008 we're in the recession of dollar bills now we're in the recession of people and yet we still act and talk about sales as if it's a finite resource we got more money coming into the economy than we don't know what to do with i don't know if everyone knows this and i think the stats are a little higher now even but in 2020 the united states government in canada too printed 40 of all the money that was in currency since the the beginning of the country while it's wild right you have more money in the economy than you have people to do the work and then you have inflation happening in people's homes you have speculative value and suddenly everyone has even more money because now they can go and use that and borrow against it and they want the contractor to go to work on their home and everybody in contracting is overwhelmed right it was already a problem prior to kovid it was already a pretty big problem actually and it got exasperated to the point of like this is this is literally a risk of people and you paid everyone to stay home you paid everyone else to stay home so you got nobody right yeah inflation's 5.4 i think oh yeah i still think that's [ __ ] yeah but but here's the thing so like if that's the case if we're in the recession of people why are we not obsessing over recruiting why are we still obsessing over sales like everyone wants to be the best sales organization why are we not obsessing being about the best recruiting organization what kind of time and money and effort and tactics and thought have we put into our recruiting process versus our sales teams um begs to think right because i i i get to sit down and look at everybody's financials i get they'll go through their business in detail right i have hundreds and hundreds every single year i sit down with and i see it not everybody but like 80 90 of them it's like whatever i always use this example but it's you know 20 000 a year on google adwords and 500 bucks a year on recruiting ads and yet they're like telling me i have more work than i can handle if only i could find more people to take care of it so anyways all that all that to say like recruit there's a lot i could say about recruiting net net like all of us need to have a bit of a check on what we perceive like effort because the effort we're putting into sales and marketing is probably for a lot of us higher than recruitment and i give you lots of tactics on facebook and how to build ideal candidate profiles and they do that on lots of different podcasts maybe you can call me if you want to go through that but generally it's your own mentality that's holding you back yeah for sure well how much time do you think that people are actually spending like legitimately when they're doing recruiting like how much time and effort into their ads and their whatever they're doing it can't be too much go on indeed go on indeed and read them they're all yeah yeah right they're all just writing this is what we need do you have these things you know and then they post try and post and post and post and post and try and get you know especially on the craigslist if they try and like be the top post here's the thing they treat recruiting like they treat sales as a numbers game sure right they're like oh i don't know no matter how good you have to be at sales that's this if i knock on 100 or i get 100 people to click on my ad 10 of them are gonna be interested it's a numbers game let's just rinse and repeat that same thing with recruiting they think it's a numbers game and just like you mentioned we're not in that situation you can't look at it as a numbers game yeah it's a it's a big relationship piece it's a big strategy piece there is still a numbers component to it and i think like when i look at recruiting i'm like okay i've got a batch of resumes that have come over the last year these are all leads that i can remarket to right why don't i put like a monthly newsletter together that i send out based on what our company's up to that i keep all these leads informed about and warm them up for when we're recruiting the next season right are you losing your crm then for for like recruiting or like so we do it manually right now in excel but we're actually it's funny bring that up we're looking around we're shopping right now for a recruiting crm specifically for our flow that's pretty cool yeah and so like now we've got a database like back at college pro we would go do class talks and we would basically go to university professors ask if we could do a five-minute presentation handle the clipboard get named numbers and emails all these students i would get like two to three thousand names a year of interested students across western canada i keep i keep all those names and i text and email i text them every time i'm on campus they have a booth if you want to come check it out i email them and let them know what's coming up like they are my lead flow they're in the leads for recruitment totally yeah so i could go on for a whole podcast on recruiting but trust me if you're having trouble recruiting it's because the market's changed and you haven't adapted like a good entrepreneur should mm-hmm no it's not that's not hard that we haven't adapted and i think people don't pay attention to the style of recruiting i mean there's so much we can dive on this on so much but like if you don't even know who you are if you don't know who your business is you don't know what your values are you don't know what your purpose is and what what what's the core of the business how are you going to like intentionally find someone to fit within that core of the business yeah and it starts right here right you asked about bottlenecks i mean look at a coke bottle where's the bottleneck it's at the top bottlenecks always start at the top yep totally yeah people's people's brand isn't often thought about how it attracts people like it's more thought about how it attracts a customer how does your brand look to the marketplace when people are looking to work somewhere right and how do you treat your people and how is that impacting your brand when you're not around because man i've heard some ugly things about some roofing businesses that i you know i'll agree to repeat right but like the word is out on certain businesses and it's like no wonder you have trouble recruiting because you don't even hear it because no one will say it to you but they'll say it to each other oh yeah and one more thing on this and this is something randy you do a really good job of is like in that rat's nest of people get out of it stop trying to recruit within the industry start finding people externally there's a ton of great people that you can train internally if you have a good training process but you have to get your head out of like i need people with roofing experience or roofing sales experience go bring people external which is randy something you do a phenomenal job which i think works really well so what about what about a retention standpoint because i feel like a lot of people are just like churn and burn i've been i mean i've worked at a software company that was hey it's definitely trying to burn you're going to burn me out and then it's going to go right hey i need bodies i need some of the pulse i need someone to fill this roll churn and burn turn and burn how you know first off how important is it to have a high quality retention in terms of your employees and how can you make that happen so i mean obviously everyone knows it's important because it costs a ton of time effort money to bring somebody in so it's like a most painful thing yeah you're like i put a year into finding you and you lasted six weeks and you're gone and yeah they keep doing it now you know what i mean it's like jeez so everybody knows that i don't need to beat that to death but yeah true what i will say is like how much are you setting up an environment where you're having a transactional relationship with your employees versus a more like community-based relationship or a high-performance team-based relationship like what is the vibe when somebody's coming in is it here's your job here's how much we're going to pay you go it's up to you figure it out i don't care or is it welcome to our community there's welcome to our family this person cooks this person cleans this person does the dishes this person you know everyone's got their role and together we're a stable community here's your role here's what you do to contribute to the greater good of all of us we all believe in you and you're going to need to believe in us we're going to put everything we can into your development we're going to help you make good money we're going to take care of your you know we're going to help you learn and help you grow and whatever goals you have are important to us as well right and setting up that type of an environment for your entire team makes a massive difference to retention because most young people today they have options right they don't need to work for you they choose to work for you and especially the top performers in the industry like they're interviewing and looking at you and analyzing you just as much as you might be to them and if your environment sucks and it's not structured and there's not a ton of support and they don't fully trust that they're going to get paid on time or even fully get their commissions from you well then good luck right yeah but if it's we are a family and we are here together and you're a part of something bigger and together we'll do this together like that that like that word together i think means something to a lot of people they want to be a part of something they want to be developed they want to have goals they want to be have somebody who believes in them they want to have trust and security in their job and know that things aren't going to be changing every single week based on your random ideas right they want stability you nailed it i mean people want to be a part of something bigger than themselves yeah right and and we have to own that and create that and and and build that from from leadership all the way on down you know and uh and by creating opportunity and having that vision and values and all the things that we've chat we've touched on is it's the formula you gotta you gotta have all of it together to to really create that culture that attracts people that culture where you know where people want to come to you versus you are trying to sell them on you coming to your company you know changes the dynamic tremendously i mean entrepreneurship 101 probably the most easiest said but not done thing but if you're going to build a team a great team and grow a successful business you want to surround yourself with top talent eight players one of the most difficult things to do in in entrepreneurship but we're definitely touching on a handful of things that if you take and implement some of these it will make a big difference yeah let me show you let me share if i share a screen people will be able to see it yes sir let me see users do you have a share on the bottom yeah share screen tips monitors um just let me just check it out boom now we got it let me get rid of this real quick oops that's not the one i wanted to get rid of we get rid of there we go just want to make sure it looks nice there we go nice yep so like and it's not all about kumbaya like let's all feel better and i'll help you advance in your career it's like let's like literally work out like who does what and even numerically who delivers on what right so this is like the cornerstone of a lot of you know the beginning parts of what we do at bta is help every owner identify like what are the actual goals of the company like what are the things the production metrics the sales metrics the gross profit metrics the quality metrics that define whether or not you you did a good job this year and then how do we bring those metrics down to each individual person who can be in charge of what they can be in their role right so the sales guys may be trying to book a certain amount of work with a certain closing ratio and a certain gross profit margin because they're the ones booking the job the production managers may be trying to produce a certain amount of work with a certain customer satisfaction rating or maybe even a certain amount of hours you know produced versus hours budgeted the crew leaders are trying to make sure they take care of their portion of that production with a certain amount of quality rating and a certain amount of you know crews hitting budgets everybody has a piece to play but in relation to what they have direct control over and they should always be working towards helping the person above them hit their goal right so if you think about it free download i don't want to interrupt just that free download the reclaim five hour uh let's see if by the end we can pull some links out but uh we do have some free downloads we'll give you for sure cool so thanks go ahead um yeah but like net net with this it's it's it's realizing like the president's job is to help these three people hit their goal that's literally like all their job is like i'm trying to help my sales manager my office administrator and my project manager hit their goal by your end and they're not going to do it by doing it for them right your hands are tied behind your back you cannot go book work for that the sales manager you cannot go produce work for the production manager and you cannot go do invoicing for the office manager all you can do is lead them and when you put yourself in that type of a position it's a very powerful thing to say what is it going to take for me to get you across the line and you're going to transition from being somebody's boss to somebody's coach and now you're setting up a much more like healthy leadership environment yeah that's good stuff man and i also i put this other link in here as well uh one big takeaway though is notice this deliverables right everybody has some kind of kpis that they're getting tracked and graded with right giving some kind of expectations to their team i mean i feel like that's something big as a lot of people you know i hear you know bosses get get frustrated with some of their employees but i don't know if they really have good direction or expectations of like what success is even in their role yeah totally it's like i didn't know i wasn't doing a good job or you keep yelling at me and it's pissing me off which is like hey like you're you're you know whatever your gross profit margins that you've been booking are at 20 and we need to get you at least a 35 to make this profitable otherwise you're losing the company money and this was what was in the next big point right which is in your employment agreement so if you don't have it you know documented in this way you don't have it baked right into the employment agreement like you are in charge of 1.5 million dollars in production this year at a 44 margin with a 9 out of 10 quality rating score from the customer that's good stuff yeah all right clear as day this is what you need to do to deliver an roi to the organization my job is to help you get there maybe we might get our hands on some of these downloads over here danny i got one though i put the link over for the reclaim five hours per week uh tools i'm sure that one's great too so i put that in the comments so uh maybe if we get any more let's drop that in there because that's good stuff let me get you so for those of you listening on the podcast driving around you're like what the heck this is good what is this so so yes this is archived on our youtube channel at yeah at the star bill grow show and then as well as the facebook channel start book grill show as well yeah or maybe jump hey if you're listening to the podcast come jump on and see our pretty faces you know randy's a good looking dude and i mean he's looking lean now after he lost the weight from the 75 hard i don't know come check him out go check out the new randy brothers over here um so let's see here oh awesome perfect link i just gave you is a pretty cool link it's actually going to take them to a resource section on our contractor evolution podcast site and within that it has 10 different resources that um are all downloadable with how-to videos and it'll cover a lot of what we're talking about here so they can actually just pick like you know stuff on interviewing training strategic planning you know employment agreements budgeting reclaim five hours a week compensation incentive packages it's all free cool so awesome so for those on the on the podcast it is www.btacammy.com backslash contractor

dash quick dash tools so check that out there oh yeah pretty good stuff there um so one thing i wanted to kind of talk about too was you know we talked about recruiting we talked about having kpis and you know getting people excited to work for you you know one thing that we kind of intertwines with that is we want high retention we want people to stay with us for a long time right now how do you get someone to be pumped up right to work for you and then let's say that you you retain this person how do you get them to continue to be motivated and pumped up in your three year four and and so on sure i mean let's talk about a couple things first off every goal that gets set with somebody isn't just like here's your employment agreement sign it go hit it see you next year it's hey every week we're going to have a meeting right so what we call them in breakthrough academy is something called gsnr it stands for goal setting and review and so every week i'm helping you how did last week go what was your goals what did you hit would you miss by how much kate what's next week's goal and you're there to support them the entire year right hey you're really struggling with closing ratios and you got to track all this stuff right so we have like live trackers for all of our members we can see hey this guy's closing ratios are down by 10 versus the rest of the team why don't you go in the field and do some field and do some buddy interviews or buddy estimates with this guy and just help him identify what's going on you know you get in there you realize hey you know what you're not asking objections questions so when people object you're just accepting it and leaving here's let's work on this for the next week together and try and get your objection handling up suddenly the guy's closing ratio goes up and he's like whoa like i'm booking more work because of you it's like yeah dude like i care like i need to help you hit your goals at the end of the year and it's that constant like motion of like every two weeks or every week we meet we set goals i come on the field that i very intentionally help you in areas i can see that numerically we're struggling with and so that all the way to the end of the year we've gone through this battle together to get to the promised land you know whether we make it or not we can we can reflect on how we did and we can basically say hey what did you learn from this year what were the biggest things you improved upon what were some things you need areas of improvement on that i can work with you on next year and as we rebuilt build our new strategic plan for the year here's your part to play in it here's what i'm going to do personally to help you right we usually do a performance review at the end of the year and that gives them something new to try for and now we're constantly keeping on that like the train of like development and growth and like goal setting and review and every year we have a celebration about how we did and then we reset and go for another year how about you randy how do you keep people pumped up i mean it's hard not to just agree because i learned a lot of that from danny you know we implement a lot of that um but i think you break it down quarterly right i mean you got your quarterly 90-day sprints 90-day goals um and then weekly bi-weekly monthly however you want to do that but at the end of the day you also i really focus on like trying to do some sort of um you know out of the office you know team event at least quarterly right whether it's a a barbecue or a sports game or a trip or those sort of things too are just so incremental i think in driving culture because you get people out of that work environment you get them to they kind of relax a little bit and you really to know people go know if you're at a deeper level and that's where those deep relationships start to build mm-hmm yeah you know in the beginning of the show we we talked about you know being a visionary you guys found all these people there's great people around you um and you almost got to stay out of their way right the company's always better off if you're not actually doing the implementation of the stuff so if you're not really doing a lot of the implementation stuff right i know obviously leaders have a big impact on the culture and productivity of the company what what what is it the the leader's role like what is a visionary leader's role in a company it's it changes at different stages right so in the beginning the leader's role is to kind of do a bit of everything is to get involved and like prove the sales model prove the marketing model prove the like quality of like product that can be delivered like prove it all out go make mistakes get dirty be willing to try stuff and and find what works and then document that right so once you figure out the way this is we know this is how we can get leads in a predictable manner because randy brothers went out and pounded his head against the concrete four years until he figured out this is how we get predictable leads into the system yes we know this is our sales system because randy brothers went and paid you know tons of money for a sales manual and a bunch of help and made a bunch of mistakes and figured out how to get the closing ratio at 42 and make that a predictable sales process in all day all day long right we know how we you know so it's like you need to know that stuff so that people can take it off your hands and if it's not known if you're hiring people to be like can you go figure it out you're setting people up for failure you need you need an entrepreneur to go do that right in the beginning that's your job is to go figure that stuff out once that stuff gets figured out your big job is to go find people that can operate it can manage it can maintain that and hopefully give a bit of creativity to it to evolve it as things grow right so now you're on a people play i need to go find the people that can take these levers and keep moving them because i've now made the levers right someone's gotta move them you know what what's that movie where's that song it's like hey joe something about button factory like you need someone to like keep pressing the button right and so that's the next phase is like you're heavy in recruitment you're heavy in development and training of your staff and then really working on them being able to take over the role and hopefully develop it as well to the next level and when you've done a really good job of that that's what it gets to the point where me and randy are talking about where you get to this place where it's like you actually need to let go of the levers yourself too and step back and trust and let the team take on and let them grow into their role right because if you're constantly managing them and you're kind of like i know you're holding the lever but i'm going to hold it two with you and we're going to pull it together right it's like at some point you have to like let go and be like you got this let me make it you're gonna make some mistakes and i'll be there with you while you do but i'm gonna slowly step back let me oil the lever every once in a while for you with that extra brain sprays your job is to now go make sure that the decisions that are made for the future of the company are positively influencing the 10 20 30 100 people that you work that work for you because if you think about it every hour you work if you have 30 i have 30 staff right now every hour i work that's 30 hours of my team's time that's happening at the exact same time so how many hours a week am i putting into helping make sure those 30 hours are put in the most productive projects possible versus just trying to be one of those hours myself that that's a transformation that happens right yeah just to sum all that up i mean i guess i was i was going to kind of go with this on at the end here when nick picks on me but um you know really what you're talking about and that's my philosophy and the same thing and even a mentor mind really talks about this quite a bit is at its core as a leader we have we we have to lead we have to teach we have to inspire and you just went you just elaborate and all that we have to lead by example we have to leave we have to do we have to prove we have to you know make sure it's working we're leading the right way and then we have to shift to teaching and we got to teach it to others we got to teach share coach others and then we got to inspire inspire our team to to take and continue on what we started so you know that's kind of what i live by you know that's that's my philosophy as a leader and i take ownership of that each and every day it's one of my internal core values of you know as a leader a job my job and as i teach others and coach others it's your job is to lead teach and inspire in that order you know it's awesome it's a much simpler way of putting it in my complicated rant i like the evolution though of entrepreneurship because you can kind of like think about that right in different stages and whatnot so that's pretty cool um one thing i had a question about though was you know goal setting is such a big deal right i mean if you're able to uh get people excited about goals and kind of drive people forward towards that goal a lot of good things going to happen how do you create in you know as for people in the organization like a desire and excitement almost like an attachment to want to go achieve that goal that is you know your company well great i think i don't hear just say too but i think first and foremost you got to kind of understand the person and where their what their driving motivations are you know through that interviewing onboarding process you're going to know if they fit your values if they fit your goals as a company if they fit the culture of your company and if they fit all that it becomes a lot easier to to drive those goals forward but you got to understand what kind of motivation they i mean we got all different types of motivation there's three key ones you got altruistic entrance intrinsic and extrinsic i mean some people are purely motivated just i want to dangle that carrot of of a grand cash and i want to beat everybody and give me that thousand bucks some people just want to stand on that pedestal and be recognized and have the whole team clap for them some people just want their effort to feed and feed the feed the hungry and they just want that altruistic you know they just get inspired by that altruistic you know motivation you got to kind of figure that out by getting to know and then through the process of bringing people on and and be able to adjust and adapt a little bit of that based off that knowledge yeah yeah like step one is do they have attainment the preference to set and hit goals in their life and interviewing for that and looking for past experience to see how they do with that is huge and i think secondly is are the goals of the organization and are their pers are their personal goals aligned is there real tangible alignment or are you just kidding yourself right so there's people on my team that want to be you know my sales team they want to they want to learn to be better sales people they want to grow in that career they want to make more money doing it they want to have more responsibility in those areas they want to like they want to grow they also really like being a part of something that has like a bit of a mission statement and a five-year b hag and like we're all growing we're changing the industry and they like that they also want to buy a house have kids and like get a nicer car and so they've got all these different things that matter to them and i'm aligning their job with their ability to go hit those things right caitlyn kaufman i always talk about her in my talks but she's the first person i ever hired and she works to us with us to this day actually she's going on maternity leave in december because she's having her baby but you know when i met her she was she didn't have you know anybody significant any significant other in her life she didn't have any property she didn't have much savings she was just like i have all these goals and i'm like cool like i can't do all that for you but i can provide an environment where you can grow in that area she got married do you want a condo she has an awesome you know awesome husband new baby coming and she's like fulfilling on all these life goals and i'm there to kind of hold the space and make sure that she has the support from her work life to be able to do that and she does right and for that reason you know she feels like she's here for a long long time and she'll probably continue to be here for a long time because i'm not getting in the way of that i'm trying to help her get there in every way i can yeah that's great man awesome stuff well great great episode today i i you know you guys have been bringing heat and honestly that the time has been flying by but we're gonna start to bring this thing to towards the close you know this is where we always ended with um kind of a golden nugget right and randy i know you're always bringing the fire but i i try to squeeze as much as i can from you man so that way we can share with our audience so what what's a golden nugget that you want to leave the audience with and then after randy goes we'll let danny go now with the gold nug it'd be something to implement something to avoid it could be a quote for all i care whatever you want to leave them with so randy you go first so the golden nugget is hey uh listen to this episode again because the reality is like you know you get a guy like danny who's a wealth of knowledge and wisdom and experience and just a genuinely hearty guy like i can listen all day and learn something every single time you know that's a part of it right but i think i like to try to have a nugget that's kind of a takeaway from you know something from the show we kind of went pretty deep in a lot of things but really at the end of the day we are in the people business okay any way you look at it from sales to recruiting to leadership to the economy to everything this is people to people human to human interactions and and if we can focus our energies and understand the value of of people and being a genuine person ourselves and treating other people from from your family life to your business life to your sales life you know and being going all in on you know really understanding the value of growing and supporting and educating the people and creating opportunities for other people around you you know everything in life is gonna start to fall into place and and really make a lot of sense so just value the people you have around you like life is short right everyone around you is there for a reason and uh and and without people none of this would would happen so people that's the most important most valuable commodity we have amen brother well time time time may actually be the most valuable commodity you have you yes and i've said that many times but i agree thanks yeah um this is good do we okay so so we i think we were gonna give away download on this actually so i might as well make this my big thing is we talked a lot about a lot today and 280d guys 380d guys on the line together you know this is what we're gonna do a little bit so for those who held on for the ride thank you um one thing i know that all of us do struggle with is like good allocation of time and most of the entrepreneurs i work with it's like these are all really good ideas i've got more ideas myself it's like ideas are great but they're useless until they're actually implemented and one of the best things i've done for myself my business partner is very good at this is like allocating time for what's really important and getting rid of the stuff that's not right and the most simplest exercise that i could explain to you in how to do this every year as an entrepreneur as long as your business is moving and shaken you should be writing up a new job description for yourself and how you should do that is you just star

2021-09-06 02:26

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