Generating Leads: No Leads, No Problem Home Service Business Success podcast

21:22

“I need to speak to my spouse.” That’s an objection that many home service salespeople fear – you hear that, you’re doomed… Why do some people bring that point up during an appointment and what can you do to conquer that objection to successfully close the sale? In today’s episode of the Home Service Business Success Show, hosts Kenny Chapman and Chris Crew discuss how to prevent the “I need to speak to my spouse objection.” You’ll hear about the mindset needed, the reasons for that objection, and strategies you can use (like alternative closing and the “be-back appointment”) to overcome it. This episode looks at what home service companies can do leading up to and during the “I need to talk to my spouse” objection they may face. For Chris Crew, the intake process whenever a phone conversation about the estimate for a big ticket item is taking place is key for setting up – and ultimately closing – the sale in person. One of the key steps of the process is to understand who the main decision maker is and ensure that they will be present at the time of the in-person appointment. Additionally, it’s imperative to communicate to prospects that there’s an expected time commitment, which will help when meeting them in person at their home. Chris shares a simple strategy you can use to increase the chances of all parties being present at the time of your visit. The “I need to talk to my spouse” conversation typically arises toward the end of an exchange – Kenny Chapman believes that it should occur earlier, rather than later. Kenny believes that every big purchase (of $1,000 or more) is a decision that people should discuss with their spouse/significant other. Chris and Kenny talk about the fact that, as a high-performing salesperson, you’re going to have to do some nights and weekends. Kenny touches upon how COVID not only changed the way millions of people work but also the impact of those changes on the sales process of home service businesses. Chris brings up the concept of the so-called “be-back appointment” into the conversation – including when to rely on it. Chris and Kenny discuss the mindset needed and the steps you can take to facilitate the “I need to speak to my spouse” conversation and turn the momentum your way. Chris provides a breakdown of the “alternative close” strategy that you could leverage when having sales conversations. “Alternative closing goes back to consultative selling when I’m more involved with identifying what the customer wants, instead of me telling them what they need,” says Chris. Mentioned in This Episode: HomeServiceBusinessSuccessShow.com/s2e2 The Blue Collar Success Group Sales Specialist Academy IFTTT – If This Then That…

Home Service Business Success

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Price Is Too High! - Objection Obliteration 31:24

9 days ago31:24

31:24

In the first episode of season 2 of the Home Service Business Success Show, hosts Kenny Chapman and Chris Crew tackle one of the most common objections in sales: “The price is too high!” They break down why many home service business owners struggle with the pricing confidence needed, what you need to know to truly understand value, option closing, and how to stand clear of the tug of war that often takes place between buyers and sellers. Plus, you’ll learn about a simple gesture that will help you understand whether a prospect potentially trusts you – or not – and how to best approach the price object many people have. Tune in to learn how you can handle pricing objections and close deals like a pro. Kenny and Chris address the “the price is too high!” objection. Chris explains that the price is established by the company based on the profit margins that they desire. One of the challenges home service businesses face is the fact that not all team members believe in the price. An important reminder for you to go back to, from time to time, is that you are NOT your own customer – therefore, the price objection that shows up in your mind is an illusion. “The #1 price objection we have is the person delivering the price!”, says Kenny. Feeling as if we aren’t worthy of the price we’re charging is one of the biggest mental challenges home service business owners face. Kenny shares the psychology behind what a prospect saying “The price is too high!” may be thinking. Remember: everyone carries a different perspective of value. Chris goes through the concept of option closing – something they teach over at Blue Collar Success Group. Chris suggests really paying attention to how a customer welcomes you into their home, because, without realizing it, people tend to give you a visual cue that will determine whether they trust you or not. When it comes to selling, you should have an outcome-based approach, says Chris. As a technician or in-home salesperson, you need to tap into the emotional drivers of why people buy. Kenny touches upon the price always being too high unless it touches the “buying buttons” of the potential client. Shy away from the buyer-seller tug of war, focus on embracing the pricing conversation (and objections) instead. Chris sheds some light on a couple of strategies you can use to address the “the price is too high!” objection. Kenny brings up a huge mistake salespeople make that negatively impacts the buying process. Social proof and before & after pictures are excellent tools you should be using in your sales presentations. Mentioned in This Episode: HomeServiceBusinessSuccessShow.com/s2e1 The Blue Collar Success Group Professional Tech Academy…

Home Service Business Success

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From “If Only…” to Business Success: Mindset and Techniques for Personal Growth and Professional Wins 53:03

5 weeks ago53:03

53:03

For the season finale, hosts Kenny Chapman and Chris Crew sat down in person at Acceleration Days to talk about the mindset needed to go beyond the “If only…” mindset and achieve both business success and personal growth. Learn about the career-defining moments Kenny and Chris went through, the 3 Ps the Blue Collar Success Group teaches its clients, and what you should consider – and do – to navigate through business challenges and come out successfully on the other side. You’ll also hear about who you should focus on if you want to gain energy and who to focus on if you want to lose that energy! Kenny starts this in-person episode by sharing that the first edition of Acceleration Days took place in August of 2015. Chris and Kenny bring up the “If only…” statement – and the deep meaning behind this “dangerous” association of words. In the early 2000s, while working as a consultant for Michael Gerber, Kenny learned that being good at your trade and profitability have nothing to do with each other. Chris and Kenny talk about the dangers of building a “prison” around yourself as a new business owner. To get out of that situation, Kenny believes that utilizing the pain is key. Several studies have shown that we do more to get out of pain than we do to gain pleasure. Trying to be the best is something you should strive for. But are you able to bring your best version when you’re in pain and are NOT enjoying what you’re doing? That's valuable advice Kenny got when he was 27, while hating what he did, and wanting to get out of that situation. Chris recommends asking yourself this: “What if the way is actually through the dragon?” “The moment that you focus on the business is the moment the business changes” – this is something Chris has heard from several very successful entrepreneurs. A key distinction you need to make is understanding the difference between suffering and being in pain. Wise words from Kenny: “Wherever you are today, be in it!” Wanting the result without going through the process is a mindset Chris has seen in many people. Kenny opens up about what led him to return to the home service business space after he had left him to focus on speaking in a different industry. Chris shares a story showing you why, even though you are the owner, you may not necessarily need to run the company. Back in 2005, Chris went through a defining moment that really made him understand that he was undervaluing himself and that unlocked his potential. Never forget this: “Low goals, low results.” Kenny and Chris go into what could happen if you don’t want to be average and set a bit of a stretch goal. At Blue Collar Success Group they teach the central role of the three Ps – parents, peers, and previous experiences – play in forming your belief systems. Chris and Kenny bring successful business owners who are “printing cash but are in pain” into the conversation. 97% of lottery winners not only are broke in 5 years but most of them are in further debt and pain than they were before – and some even commit suicide. Kenny explains why “What you compare yourself to can be incredibly dangerous.” Want to give yourself energy? Compare yourself to your PAST self! Want to rob energy? Compare yourself to your FUTURE self. Remember: the only person you can really be is yourself. Mentioned in This Episode: HomeServiceBusinessSuccessShow.com/13 The Blue Collar Success Group Blue Collar Success Laws: Your No-Nonsense Guide to Problem-Solving, Productivity, & Profit by Kenny Chapman The Six Dimensions of C.H.A.N.G.E. 2.0: The Proven Plan for Getting What You Want by Kenny Chapman Michael Gerber The E-Myth Revisited: Why Most Small Businesses Don’t Work and What to Do About It by Michael Gerber John Moss Linda Gilmore Bless the Broken Road by Rascal Flatts Garrett J. White Patrick Kennedy Jim Carrey Bob Marley…

Home Service Business Success

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Power Down to Power Up: How to Recharge and Avoid Exhaustion 36:40

6 weeks ago36:40

36:40

Kenny Chapman and Chris Crew go over mental health strategies for the home service business industry. From understanding who you really are and following morning rituals to protecting your brain from distractions (and addiction!) and powering down to power up – this episode is a crash course in mental health that will make you a better professional and, overall, a better person. Listen to learn how you can really take control of your life, so that you can control your business and bring your A game in everything you do. Kenny Chapman touches upon what it means to be in the energy management, as well as in the attention management, game – and its repercussions. There are types of addictions that seem to be acceptable today: business addiction, social media addiction, career addiction… It’s up to you, and only you, to create the necessary boundaries to tackle those addictions. Chris Crew discusses the importance of being truthful to yourself and who gets hurt when that doesn’t happen. Knowing yourself – where you thrive, what drains your energy, and everything in between – is key. Kenny opens up about the epiphany he had in his 40s about not having to be burnt out all the time. Kenny and Chris bring the importance of health into the conversation and remind everyone that “Your body is just on lease.” Joe Polish’s million dollar racehorse question will change how you think about your well-being. Ask yourself this “If I was given a million dollar racehorse, how would I treat it?” Sure, you may be focused on getting advice to grow your home service business… but you should never forget that the home service business is a PEOPLE business. Remember: the business starts to change when you change. Sometimes, the only way you can power up is by powering down. Kenny breaks down the three levels of “life happening to you.” Chris and Kenny go over the impact of social media and other attention-eating things on your brain and overall performance. Kenny has a morning ritual that he follows, come hell or high water. It includes a mental download and a mental upload process. Most people overestimate what they can do in a year and underestimate what they can do in 10 years. As Chris puts it: “When you take control of your life, you’re taking control of your business.” Mentioned in This Episode: HomeServiceBusinessSuccessShow.com/12 The Blue Collar Success Group HSBS episode 11 - HomeServiceBusinessSuccessShow.com/11 Dan Sullivan Kolbe A Index Def Leppard Genius Network Joe Polish Forrest Gump Krista Clive-Smith Sean Stephenson Vince Lombardi…

Home Service Business Success

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From Chaos to Control: Staying Energized as a Home Service Operator 38:55

7 weeks ago38:55

38:55

Kenny Chapman and Chris Crew dive into the critical role of energy management, boundaries, and clear communication in avoiding chaos. They share personal experiences and actionable strategies for creating a productive work environment, setting healthy boundaries, and staying focused on what truly matters. Tune in to discover how saying “no” and prioritizing your energy can transform your business and improve your relationships. Kenny Chapman kicks things off by stating that life is simply an energy management game and that emotion is energy in motion. When it comes to your energy, there’s a series of questions that will help you understand how you approach yours. Contrary to what you may believe, doing things that drain your energy don’t translate into you bringing value to your team… Kenny and Chris Crew pull back the curtain on an example of candid communication that happened with a Blue Collar Success Group lead. Remember: when you’re the owner, you CAN’T interrupt the process or the flow, whether you like it or not. Kenny brings up a teachable moment of an owner-service manager interaction that didn’t go as most people would think it should’ve gone. Processes play a key role because they create space and boundaries – they are the operating system of the business. Chris opens up about how he and his wife Chelsea, who works with him from home, ultimately created the ideal working environment for them. Chris and his wife created boundaries by establishing the difference between personal conversations and relationship-related matters and professional ones. It’s imperative that you don’t let relationships bleed over into all conversations…otherwise, you’ll have plenty of blurred lines! Kenny shares a series of key questions he and his wife Christy have asked themselves throughout the years. Boundaries are positives for two reasons: they keep things in and they keep things out. Always keep in mind that what adds to your energy and what takes away from your energy are different for everybody. Chris suggests asking yourself “What are the things I need to know? And what are the things I need to ‘NO’?” Kenny and Chris discuss the overcommitment trap – and why you should avoid falling into it. Chris shares an exercise that will help you approach tasks, as well as your effectiveness in dealing with them, differently. Never forget this: chaos ensues because you don’t learn to say no. Mentioned in This Episode: HomeServiceBusinessSuccessShow.com/11 The Blue Collar Success Group Blue Collar Success Laws: Your No-Nonsense Guide to Problem-Solving, Productivity, & Profit by Kenny Chapman HSBS episode 10 - HomeServiceBusinessSuccessShow.com/10 Management Growth Academy Jack Stack Dan Sullivan Covey Planner…

Home Service Business Success

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Exhaustion: Calming the Chaos 37:07

8 weeks ago37:07

37:07

Kenny Chapman and Chris Crew talk about how leaders can get rid of exhaustion and calm the chaos in their service business. From mental aspects and key questions like “Am I serving my business or is my business serving me?” to the difference between boundaries and barriers, and common mistakes leaders make – you’ll get a crash course on preventing inefficiency caused by mental fatigue. This episode addresses a topic that’s very much present in the home service business industry: calming the chaos and dealing with exhaustion. Chris opens up about dealing with different types of exhaustion – and how they differ from one another. Following a pace that drives you to mentally feel exhausted ends up crippling you physically. Kenny believes that, in society, there’s a collective agreement that burnout is not only acceptable, but it’s kind of expected. Chris explains how his why – the reason why he got into the industry in the first place – has allowed the chaos not to get out of hand. Remember: the business isn’t going to create boundaries for you, it’s going to be you who needs to set them! Kenny touches upon one of the laws for blue collar success: essential self-care. A key question you should ask yourself is “Am I serving my business or is my business serving me?” Kenny shares his thoughts on his current situation, while Chris stresses that, oftentimes, it’s not the business itself but who’s in the business that drains you. “Magnified Agitation” is one of the first signs of a condition that could lead to burnout. “Your emotional quotient (EQ) or emotional intelligence allows you to be emotionally regulated (ER),” says Chris. Chris and Kenny discuss “the grind” and the impact it may end up having on you. Having unclear boundaries is one of the “sins” managers who operate in chaos are guilty of. If you’re a leader who’s focused on being selfless, you’re making a big mistake...you should be “self-full” instead. Kenny goes over the difference between boundaries and barriers – and why it’s important to have clarity on this distinction. Chris shares a powerful delegation tip that will help you become a better leader, while Kenny talks about why many leaders who are “firefighters” tend to be “arsonists” too. Never forget that success is sustainable only when you’re calm and you’re focused on keeping yourself in control. Mentioned in This Episode: HomeServiceBusinessSuccessShow.com/10 The Blue Collar Success Group Blue Collar Success Laws: Your No-Nonsense Guide to Problem-Solving, Productivity, & Profit by Kenny Chapman University of Notre Dame 50 Cent Joe Rogan…

Home Service Business Success

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Cashflow: Make it Rain with Cash 38:06

9 weeks ago38:06

38:06

What’s needed to actually “make it rain” in your business? Positive cash flow and the right mindset are key, if you want your home service business to grow. But what goes into creating the right conditions to make it happen? Kenny Chapman and Chris Crew dive into the mental and emotional sides of cash flow – including a key lesson that will help you overcome challenges, the power of your Unique Ability, and why you shouldn’t overextend yourself. This episode of the Home Service Business Success Show addresses positive cash flow – making it rain with cash. Co-hosts Kenny Chapman and Chris Crew talk about what you may or may not hear when things go well in your business…and when they don’t. Kenny touches upon the mental and the emotional side of money and cash flow. Chris shares his great-grandfather’s message about facing challenges in life (and business). Whenever you earn money, it’s up to you to decide whether you want to pocket it to pursue something in your personal life or inject it back into your business to grow it. Kenny opens up about a mistake he made with his team years ago, while Chris explains why business doesn’t have to suck. An important lesson Chris learned from Dan Sullivan: “When other people make things look easy, it’s because they’re in their Unique Ability. Something key for you to remember: some seasons you’ll be in a “season of suck” but you’ll get back to making it rain! Chris and Kenny discuss the role of cash as a tool, the danger of predatory loans, and the starting point needed to “make it rain.” Kenny brings cash flow confidence into the conversation – and why you should be looking at your model as something that’s always moving, always evolving. Overextending yourself can be risky, Chris explains why. As Kenny puts it: “Process allows Unique Ability.” Focus is key. “What you focus on grows, what you ignore dies,” says Chris. There’s a common question home service business owners are confronted with – picking a specific answer to it can lead to you blocking future cash flow generation. Many home service business owners make the mistake of forgetting that profit doesn’t equal cash. Mentioned in This Episode: HomeServiceBusinessSuccessShow.com/9 The Blue Collar Success Group HSBS episode 8 - HomeServiceBusinessSuccessShow.com/8 Dan Sullivan…

Home Service Business Success

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Cashflow: Why Cash is NOT King 30:34

10 weeks ago30:34

30:34

How many times have you heard the saying “cash is king?" But what if someone told you that that’s just a myth ready to be debunked? In this episode, Kenny Chapman and Chris Crew tackle the myths surrounding cash flow and discuss cash confidence, creating a 90-day cash buffer, having an abundance mindset, and explain why “cash is NOT king.” Tune in to learn how to keep your business thriving no matter the economic climate. In today’s episode co-hosts Kenny Chapman and Chris Crew talk about cash flow and why cash ISN’T king. Kenny touches upon the shift that’s currently taking place in the blue collar trade. Chris shares what “cash is king” meant to him in the 1990s – and explains why POSITIVE cash flow is king. Kenny brings up the concept of cash confidence, the confidence in your ability to generate the cash that you need. Chris doesn’t believe that knowledge is power…it needs to be turned into action. Remember: truth is knowledge but wisdom is the application of knowledge. If you’re saying “my business is debt-free!”, there’s something you’re forgetting. Kenny opens up about what a friend from the financial planning space told him about being afraid to “party with his cash.” Not being able to manage cash is something Chris sees as a cause of many blue collar businesses going belly up. Following Chris’ 90-day cash “buffer” is an advice that saved one of the Blue Collar Success Group’s clients from having his business being forced to close its doors. Are you looking for a way to take cash and let it still be working for you without it being tied up? Look at money markets! Chris invites you to avoid having such a scarcity mindset that you end up sitting on cash all the time. Unlocking an abundance mindset will become a game-changing move for every home service business owner. Kenny takes back the curtain on what the “best operator” he had ever met told him. Mentioned in This Episode: HomeServiceBusinessSuccessShow.com/8 The Blue Collar Success Group Frank Blau HSBS episode 7 - HomeServiceBusinessSuccessShow.com/7 Square Venmo Atlanta Falcons New England Patriots Happy Money: The Japanese Art of Making Peace With Your Money by Ken Honda Dave Ramsey Blue Collar Success Laws: Your No-Nonsense Guide to Problem-Solving, Productivity, & Profit by Kenny Chapman Home Depot Robert Kiyosaki…

Home Service Business Success

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Margins: Muscle Up Your Margins 36:21

11 weeks ago36:21

36:21

Margins are the backbone of a profitable business, but are you managing yours effectively? And what comes to mind when you think about breaking even – yay or nay? In this episode, Kenny Chapman and Chris Crew dive into essential strategies for muscling up your margins. From understanding gross margin dollars per hour to setting the right prices for your services, and all the way to the steps needed to go into hyperprofit mode…these actionable insights will help you boost profitability and avoid common pitfalls! Chris Crew brings up Under Armour and introduces the importance of visualization in business into the conversation. Kenny and Chris make the example of exercising and how approaching that the right way is how one should look at “muscling up” margins in business. Being driven in your business is key – but you need to make taking care of yourself one of your, if not THE, top priorities. Chris explains how profitability is 100% boiled down to gross margin dollars per hour…but he also emphasizes that there’s a challenge with it. Incorrect pricing is one of the main reasons why businesses fail – to avoid that trap, there’s an important question home service business owners should ask themselves. The second reason why businesses fail is the inability to get clients willing to pay the price they’re actually asking for. Chris believes that your close rate on the phone and in the field is a multiplier or a divider of your marketing dollars. Chris breaks down the minimum billable hour formula, something you can use even if you’re running a start-up. Working on picking the right price? “Your technicians and sales people have to buy the price first”, says Kenny. Chris and Kenny talk about the importance of focusing on your break-even point and its relation to being in hyperprofit mode. Kenny explains how a $100M company operates incredibly similarly to a $2M company. When it comes to wanting to be in hyperprofit mode, it’s important to keep in mind that, if not approached correctly, the strategy could backfire big time. Mentioned in This Episode: HomeServiceBusinessSuccessShow.com/7 The Blue Collar Success Group HSBS episode 6 - HomeServiceBusinessSuccessShow.com/6 Under Armour Les Brown Layne Staley Kurt Cobain Tony Robbins Microsoft Phoenix Suns…

Home Service Business Success

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Margins: Profit Suckers 34:37

12 weeks ago34:37

34:37

When it comes to profit, most home service business owners seem to be asking the wrong questions and focusing on the wrong things… …and that can have COSTLY consequences. In this episode, Kenny Chapman and Chris Crew look at the critical aspects of profitability and operational efficiency. They challenge traditional thinking about business margins and touch upon the most common “profit suckers” many business owners completely overlook. And to help you protect your profit margins, you’ll hear a couple of real-life examples too! Chris Crew shares a story that relates to wanting to drive profitability into a business – there’s some other stuff going on and you have to be aware. Kenny Chapman touches upon a couple of examples of so-called “profit-suckers.” The real question shouldn’t be “What kind of margin are you running?,” rather “What do you account for direct cost in your business?,” says Chris. Chris and Kenny discuss the things that can start eroding profit margins – starting with gross margin. Never forget: when you know who you are, you’ll know what to do. Chris believes that the very first thing anyone should do when they want to strengthen profit margins is to first look at gross margin. Did you know that in most services businesses, 50% of the revenue is in field labor, office labor, overhead labor, material and equipment? Chris explains why he believes that the process in your business should NOT be built around people. Chris and Kenny talk about operational inefficiencies, AA, “closing the loop”, and how Chris built his business off of other people’s money by leveraging his relationships. “We defend what we know because uncertainty is so scary,” says Kenny – don’t fall victim to this! Chris and Kenny share an example of how much operational inefficiency can start to eat up your profit margin. Mentioned in This Episode: HomeServiceBusinessSuccessShow.com/6 The Blue Collar Success Group Frank Blau HSBS episode 5 - HomeServiceBusinessSuccessShow.com/5 HSBS episode 1 - HomeServiceBusinessSuccessShow.com/1…

Home Service Business Success

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Top Line Revenue: Top Line Intoxication 37:49

13 weeks ago37:49

37:49

Mindset plays a crucial role in navigating the challenges of running a home service business. In this episode, Kenny Chapman and Chris Crew dive into the dangers of "top line intoxication" and how it impacts profitability, culture, and quality of life. You’ll learn about balancing intuition with systems, understanding true costs, creating a business that’s true to your values, and why you should approach your business as if you’re going to sell it…even if that’s not actually the case. Co-hosts Kenny Chapman and Chris Crew share their desire to give back to the home service industry. Chris compares the relentless chase for top line revenue to “an addict looking for the next high” and breaks down the neurological cycle behind it. Chris breaks down the neurological process that takes place when the top line revenue “cycle” occurs. Focusing solely on revenue growth – while ignoring profitability and margins – can lead to dangerous consequences for your business. Chris and Kenny discuss the intoxication around income – and what impact it can have on your quality of life. A client of Blue Collar Success Group chose not to scale his $3M company to $10M – Chris discusses the main reason behind his decision. Beware: top line intoxication can lead you to not only sacrifice profits and margins, but company culture too! Kenny and Chris talk about bringing together different ways of approaching life, the role of intuition in business, and running at your own pace. Thinking about your business as if you’re planning to sell it will lead you to having systems in place, quality leadership, and you driving profit. Here’s a powerful “mantra” for home service business owners: when the business isn’t right, it’s because something isn’t being done right on the basics. Chris unpacks the concepts of understanding your true cost to open the doors and pricing your services for the business you want to become, not the one you are today. There’s a healthier "dopamine rush" every business owner should chase: clarity on daily costs and a sustainable path to success. Chris lays out the key metrics to track at different revenue stages, from $250K to $10M+, and how they can guide your growth journey. Mentioned in This Episode: HomeServiceBusinessSuccessShow.com/5 The Blue Collar Success Group HSBS episode 1 - HomeServiceBusinessSuccessShow.com/1 HSBS episode 4 - HomeServiceBusinessSuccessShow.com/4 Dopamine Nation: Finding Balance in the Age of Indulgence by Dr. Anna Lembke Tony Robbins Alan O’Neill…

Home Service Business Success

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Top Line Revenue: Sales Solves It 38:00

14 weeks ago38:00

38:00

There’s no denying it: sales can make or break a home service business. However, mastering it requires more than just a good pitch… Kenny Chapman and Chris Crew dive into the mindset, strategies, and processes that drive successful sales, even in a challenging market. From overcoming industry resistance to creating repeatable systems, you’ll hear game-changing insights that will help put your business on “fast forward.” Co-host Kenny Chapman reveals his initial focus when launching Blue Collar Success Group and how it shaped his approach to sales. Kenny and Chris Crew talk about the power of doing things differently in sales and how sales can “cover up a multitude of sins” in a business. Kenny is a firm believer of the fact that businesses are ruined when things are good – it just doesn’t show up until things slow down. Chris brings up the sales resistance that seems to be present within the home service business industry. As a home service business owner, you’re a sales and marketing person…whether you like it or not. Chris touches upon what happens when you’re more focused on sales as a practice instead of as a tactic. Kenny talks about an impactful phenomenon that’s just starting: the so-called blue collar tsunami. Chris and Kenny discuss the importance of people and processes – and the mindset business owners should have when it comes to their staff. When it comes to sales, there’s an important lesson home service businesses can learn from Hollywood. Want to really put your business on “fast forward”? Get a repeatable, duplicable, sales process in place. Chris illustrates the role of TTQ (time to quote), number of options, and number of line items per call within the sales process and the art of mastering it. Chris spills the beans on a couple of different strategies he leverages whenever he’s confronted with objections by a potential client. Chris shares an analogy between sales and medicine. Mentioned in This Episode: HomeServiceBusinessSuccessShow.com/4 The Blue Collar Success Group Leadership in a Nutshell Podcast Frank Blau Jim Rohn Nick Nanton Paulding County High School Blue Collar Success Laws: Your No-Nonsense Guide to Problem-Solving, Productivity, & Profit by Kenny Chapman…

Home Service Business Success

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Generating Leads: Magic to Marketing 39:48

15 weeks ago39:48

39:48

What can be done to plan and run an effective marketing campaign, and add magic to it? In this episode, Chris Crew and Kenny Chapman from The Blue Collar Success Group provide an overview of different strategies home services businesses can use to get the word out. From ways to create organic content at scale, to pay-per-click, understanding your marketing budget and tapping into “old school” and innovative marketing channels – no stone is left unturned here! Tune in to learn how to best attract your target clients. Chris Crew starts by explaining what he actually sees when looking at magic to marketing. Want more effective lead generation strategies? Look at how to create a scalable process. Chris and Kenny Chapman do a quick recap of the previous HSBS episode – which talked about “no leads, no problem?” Chris doesn’t believe in set-it-and-forget-it, rather in making a plan, executing it, and then making adjustments. “Look at the numbers” doesn’t mean what you probably think it means, says Chris. Chris and Kenny look at “the most undervalued marketing channel there is” – social media. Organic content vs. paid ads – here’s what you should know about using them in your home service business. Chris believes that Google and pay-per-click ads will become the Yellow Pages of marketing. Got a website? It will probably become more important than ever, especially with A.I. Chris talks about what you should do if or when you’re not the expert. Kenny touches upon the importance of mindset and a surprising thing about the change happening today. For Kenny, marketing is simply an exchange of information. Remember this: resisting change is NOT a good idea… Chris and Kenny discuss change, the role of testing, and why “where there’s attention, there will be ads.” Chris shares the questions he asks any vendor before doing any paid advertising work together, as well as a couple of strategies and resources to add magic to your marketing. Kenny breaks down the etymology of the word “ignorance”, and what home service business owners can do to potentially fill gaps in their marketing approach. Chris and Kenny touch upon some psychological hack and strategies that can make your marketing more effective and increase sales. Mentioned in This Episode: HomeServiceBusinessSuccessShow.com/3 The Blue Collar Success Group HSBS episode 1 - HomeServiceBusinessSuccessShow.com/1 HSBS episode 2 - HomeServiceBusinessSuccessShow.com/2 The Six Dimensions of C.H.A.N.G.E.: The Proven Plan to Getting What You Want by Kenny Chapman Nextdoor Thumbtack Pandora YouTube Music Vizard.ai The Next 100 Years: A Forecast of the 21st Century by George Friedman…

Home Service Business Success

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Generating Leads: No Leads, No Problem 38:21

16 weeks ago38:21

38:21

Chris Crew and Kenny Chapman dive into strategies to generate more quality leads and drive sustainable growth. Tune in to hear about practical tips for filling your pipeline with quality lead generation, how to approach sales calls and spend your marketing budget, and brand awareness, as well as market domination and the role your mindset will play in all of this. The episode kicks off with The Blue Collar Success Group president Chris Crew and founder Kenny Chapman addressing the question “No leads, no problem?” Chris shares a story of what happens with his past business that led them to go from not having enough calls to having too many calls with leads. Kenny explains why the way you’re probably thinking about leads right now is short-sighted. A common mistake people make with leads is putting away the “digging tools” as soon as things go well. Chris discusses something you can do, from an operational standpoint, to truly see what’s going on in your business. On a call, do you tend to give a long list of the services you provide? “Do things differently,” says Chris Crew. “List only what you don’t offer.” Chris and Kenny address the aspect of budget in relation to leads and marketing, and the reasons why businesses struggle with lead generation. Remember: a part of your marketing is about testing things. Some business owners forget to track the effectiveness of what they’re already doing marketing-wise. Kenny takes back the curtain on one strategy that helped him dominate his market. Chris and Kenny go over why you shouldn’t put all of your eggs in one basket, as well as how to go about actually testing your efforts and strategies. When it comes to brand awareness, ensure that all of your marketing looks and feels like your brand. For Kenny, leads are like speaking languages – make sure that you’re speaking the right language to the right lead. Chris identifies the type of leads you shouldn’t buy first when using a lead aggregator. An important lesson to remember: it may feel boring at times but, as Kenny says, “When it comes to your brand, boring is brilliant!” Mentioned in This Episode: HomeServiceBusinessSuccessShow.com/2 The Blue Collar Success Group HSBS episode 1 - HomeServiceBusinessSuccessShow.com/1 Angi (formerly known as HomeAdvisor) Yellow Pages Family Feud Steve Harvey Coca-Cola Pepsi…

Home Service Business Success

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Pace Not Race: How to Run a Successful Business Without Exhausting Yourself 35:28

17 weeks ago35:28

35:28

Co-hosts Kenny Chapman and Chris Crew of The Blue Collar Success Group share some of the fundamental principles of healthy business ownership. They explore mental health and pacing yourself to avoid burnout, all from a business owner’s standpoint. You’ll also hear about seasonality in business, how to manage the pressures of growth and what you can do to avoid the “Bannister Effect.” Kenny Chapman, founder of The Blue Collar Success Group, kicks off the episode by sharing an important truth: “It’s about pace, not race.” The Blue Collar Success Group President and co-host Chris Crew explains how sharing the right thing at the wrong time…is actually the WRONG thing! There’s an ongoing mental health crisis, which is even exacerbated in business ownership. Just like in sports, business too has seasonality. Chris touches upon what it’s needed for you to really achieve work-life balance. Kenny and Chris discuss consciously doing things, the type of pressure you would want to have, and the role that pressure and fatigue can play in your business. Chris shares a deep race-business ownership analogy that will probably help you put things in a different perspective. For Chris, one of the big issues has to do with people tying self-worth to the size of their company. The “Bannister Effect” is a danger for business owners – Chris and Kenny explain why. If you want to set a pace to avoid “playing a game you can’t win,” having a plan is key. Feeling fatigue? It’s probably because your race seems never-ending, says Chris. Kenny goes over why, in business, “boring” is really powerful. Chris and Kenny share how to avoid becoming a victim of the game that you designed. Mentioned in This Episode: HomeServiceBusinessSuccessShow.com/1 The Blue Collar Success Group Dan Sullivan’s Strategic Coach Roger Bannister Start With Why by Simon Sinek…

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