Keynote Speech- Your mouth Makes you your money 2/4 . 4 k video

we went from 1.5 million to 750,000 dollars and they had the exact same profits because I spoke asan profitable work we're going to teach you how to do that right now become the person that hears the most about their project and price becomes secondary it's no longer primary okay this is how impactful this is I've lost jobs because I've been a little bit do you listen to the radio radio yeah do you listen to it I don't I don't listen to the radio when I'm driving all I do is think when I'm laying in bed all I do is think anytime anywhere I'll I do is think and I think what is the things that I've got to focus on what do I gotta build who do I want to be like what aren't they doing I'm never going to reinvent the wheel I'm going to always look to somebody else that's doing it better than me and I'm gonna analyze that guy or gal right down to the nth degree I'm gonna find out what makes them tick and then I'm gonna do that until they figure out how to do that better what time I gotta quit but there's something that I want to get into it is called the seasonal nature of bidding and estimating and I think this is one of those nuggets that I really want to share with you guys because it starts right now all right you guys we're back with our listen while you work series and this is a video series that it's designed to let a guy strapped on a set of headphones and not necessarily have to see the video to be able to follow along and understand what's happening in it now the overall success of this video really depends upon you guys interacting with it all I'm asking you to do is hit the like button if you think information like you're about to see is helpful come on my flying squirrel can't fly very far so yes I am raising baby flying squirrels so the overall success of this series really is dependent upon you guys interacting with the video if you could come did you really just bite my thumb did really did you bite my thumb don't do it it's not gonna end pretty don't do it don't look in he's already jumped on my face like sad times today and this is just one of the five anyway you guys yeah I think you're gonna enjoy this video today alright guys you know what let's just get into today's video maybe God was saying yeah 2008 it's gonna crash anyway we cut the business in half and we kept the exact same profits we went from 1.5 million to seven hundred and fifty thousand dollars and they had the exact same profits because I spoke astana profitable work we're going to teach you how to do that right now 100% okay I will now I would even I've got my commercial contractors they still call me they still ask me but you know what my commercial contractors do like the LS blacks and all the guys that run the multi-billion dollar businesses they call me and they ask me to come over to their house and work on their house they do they do because they know they're going to get quality work go for it right so the next question commercial work has been concentrated on for so long we're gonna fix that right now so commercial is residential Bennigan's is titus commercial only if you compete at the lowest possible dollar amount see in commercial work it's all about the dollar that's all they care about they don't care about building a reputation when you work on residential work you've got to become their job partner you are not an estimator you don't just go out and hand them a quote and walk away you become their partner on their project you have to make them feel like you have their back you guys understanding what I'm saying because when a homeowner is looking at you like a deer in headlights they don't know their job they don't know how to do what you guys are going to do for them what they want is they want a feeling of I am in good hands become the person that cares the most about their and price becomes secondary it's no longer primary okay this is how impactful this is I've lost jobs because I've been a little bit because I didn't communicate effectively with the customer I did connect with them I gave them a bid because they were one of five or six or seven that I had to do that day and I couldn't really allocate the amount of time necessary to really make that interpersonal connection with them and I turned it in now remember I'm a commercial contractor I can build retaining walls with 14 feet of geogrid that are 20 foot tall for about 16 to 18 dollars per square foot I can do it so when I build that same retaining wall for 40 or 48 dollars a square foot you know what I'm doing putting a crap ton of money in my pocket but here's where we're going backwards when my next guy comes in and he's at forty five fifty dollars a square foot and I'm at 40 the homeowner is looking at me like I don't know what I'm doing because I didn't connect with them I didn't relate to them that I did know what I was doing and they're thinking I'm missing something in the bid and they're gonna get bit in the butt so they're typically going to have none of the three contractors that they hired or they brought out if none of the three contractors connects with them they'll maybe go for the low bid but potentially go for the middle bit because they don't want to pay top dollar they don't want to pay low bottom dollar because that guy may not know what the heck he's doing I hear that all anybody else ever heard that come on you guys you've know you've heard that right so they're gonna go with the mid bid and i bent a little bit and lost the job and I'm like I lost a job because of me not because of my price I can beat anybody else under in the residential market because I'm using commercial techniques so I know exactly where the price needs to fall do you guys follow me with us so what's the next thing you're gonna do in the next customer you're gonna talk to what are you gonna do Adam come on what are you gonna do Freeza Freeza what else connect with them connect with them okay I'm still I'm sorry I'm still back on that partner on their project partner on their project so we're you need to become their partner to you going to take the weight off from their shoulders okay you're gonna put the weight on your shoulders you were going to be the authority on that job site I don't care if you're doing a furnace install you're doing a landscaping if you're doing lawn maintenance I don't care what it is you got to do but you've got to have some foresight you've gotta think what is my one-up on everybody else in the market what can I do what can I offer how can i connect what is the needs of my customers inside of my industry what are they typically saying to you guys so once you understand that you need three four five sales pitches Thanks because what you're gonna do is you're going to start to identify what your main calls are coming into your office for us swimming pools I wanted to niches guys niches Rich's are in the niches right so I said to my crew in 2007 we're gonna concentrate on two areas swimming pool removal because I like wrecking stuff without building anything and then retaining walls cuz there's a ton of profit because we're gonna use the same systems that we built on commercials retaining walls and apply it towards the residential retaining walls and we're gonna have profit margins way over 50% way over because we're going to use all the same the purchasing techniques I learned the the going going into a site and looking at a six foot tall wall and going yet we've got an engineer this wall and without batting an eye I can engineer the wall while I stand there with the customer I can explain the entire process from how many blocks were going to embed to what the geogrid lengths are how many layers of geogrid are in there and why that's important to the customer but what I've done is I've become an authority because I know the next landscaper is probably hoping that day not over four feet tall so he doesn't have to engineer it and pull a permit when I talk to my customers I'm like my engineer is right here on my phone what's cedar you sit here you in your in Eagan the city inspector is this guy and this guy and this is what they want and when you start to get that much confidence that you can relate that to the customer they become confident that they don't have to make any more decisions except for when to write your deposit check okay partner that's what partnering on a job means that partner on a job you get that okay see how important that is right and so this may not be comfortable for all of us and that was never comfortable for me farm kid he'll know what I got to do what I got to talk to people about their stuff all right I'm gonna learn what we've talked about this inside of our mastermind group we learned everywhere subline at Subway the gas station what's up Travis did you decide what your niches we're gonna be based on what I like to do what I'd like to do there's two things I like to wreck things and I'd like to make money okay so I can wreck swimming pools I can make money doing that I don't like building retaining walls cuz that's hard stuff you guys skews a little Facebook live people but it's hard work okay but I know I do like making money and so that trumped the fact that I didn't like to actually do a lot of hard work okay so are we all together on how I picked my two niches and why that's important I mean you guys got to pick your own to like that doesn't just come to you yeah do you listen to him I don't I don't listen to the radio when I'm driving all I do is think when I'm laying in bed all I do is think anytime anywhere I'll I do is thinking I think what is the things that I've got to focus on what do I gotta build who do I want to be like what are they doing I'm never going to reinvent the wheel I'm going to always look to somebody else that's doing it better than me and I'm going to analyze that guy or gal right down to the nth degree I'm gonna find out what makes them tick and then I'm gonna do that until they figure out how to do that better that's right taking the wheel putting tread on it that's right that's it and one of the things I learned as a red introvert I'm an introvert this is going to exhaust me you guys are gonna be out partying tonight I'm gonna be in bed with the lights off okay I can't handle too many people all at once but being a red introvert I mean I learned that I had to push myself outside of my comfort zone at the times when my mouth was not making me money with people you guys and there's no money on the line so who cares what you say have some fun have fun see what you can get out of people sometimes just walk up to a person see if you can make them smile just that's it see if you can make them smile that's it my challenge today is that stranger I'm gonna see if I can get them to smile i'ma see if I can get them to laugh and pretty soon you start to figure out what makes people tick and when you continually practice over and over and over and over and never stop practicing everywhere you go you practice it becomes second nature okay it almost becomes like an obsession you then learn to use your mirror new neurons neutrons neurons whatever you can actually start to mirror people where it gets too much where I was sitting in an uber the guy was talking some foreign language and the next thing you know I'm talking back to when his own accent and I'm like when did I pick up that accent because you start to figure out what makes people tick and you fired that right back in them because they're most comfortable with the reflection in the mirror they're most comfortable with whatever however they act whoever they are that's really where their comfort level lies and you've got to push yourself outside of your comfort zone because it's not going to come naturally is it right so then you push yourself if you identify your comfort zones what am i what am i cycling myself where am I limiting myself because I'm not willing to do this and then you start to grow when you identify where you're weak you begin to grow okay I want to get into something I don't know how much what time I got to quit but there's something that I want to get into it is called the seasonal nature of bidding and estimating and I think this is one of those nuggets that I really want to share with you guys because it starts right now my phone started ringing yesterday with calls from people to calls no no the seasonal nature of bidding an estimating means that my phone was ringing yesterday with calls from people asking can I get them in this year I love those words because that means the dollars go up right because they can't get anybody else and I listened in between the lines and they can't get somebody else to come and service them they're worried about not getting their project in for the year and a lot of companies slow down their bidding and estimating in the fall and they speed it up in the spring because that's when the wolves are the hungriest but the exact opposite is true what I want you to do is the owners the proprietor the whatever the shop keeps of your business you need to ramp up how many sales calls you do every single time that phone rings you follow up very hardcore because what you're attempting to do right now with the seasonal nature bidding and estimating is you are trying to overbook yourself on purpose does anybody don't understand what that's going to mean to their business when you over booked yourself on purpose you you're squinting tell me the only reason I Wanderers out of Denver it all over book myself and then all of a sudden I'll get two cancellations okay so what jobs will cancel between Nancy hardscapes two retaining walls bread-and-butter vs. cherry pick we've got to understand this concept you're writing butter jobs and the jobs that you'll do day in day out same price same everything and then what you're going to do is you know your schedules fall you're still going to go out and bid the next job that's gonna be a bread and butter job with an extra 10% extra 20% because you don't want to need that job do you so you're gonna bid it at ten or twenty percent and this is where it sounds a little bad then this is job you're gonna do you're gonna do the ten or twenty percent then you're gonna get sole booked that you're out late six months twelve months you're a really far I'm not it's what he made that observation because I got a guy most thrill for us here at prior service military and I got a guy he has a peaking job and I can talk to those meaning I kept saying when are you gonna come over to my house in two years he's doesn't gonna lose my house on top of that he's charging almost double for any other painter in the area and he's still looking out a year in advance that's what you want that's where your profits are gonna be go for it when you are trying to schedule in landscaping jobs and whatnot Wendy decide if we charge a consultation feature you have to be a customer oh okay so there's two things one I don't like to go out to any job unless I know how much money the customer has it's gonna sound bad of me but I don't did come on up here I need you to be my customer so you have a retaining wall down and you want you call me up you're the customer I'm the contractor so ring ring hello alright you guys this conclude our part two of our mouth makes you your money series and this is in our listen while you work and I hope you guys are actually enjoying this concept I'm putting it out there just as a feeler for you guys because this is something you like I'm going to continue to try to interview other people and kind of do stuff that I haven't done a whole lot on my channel but you guys have been asking for and there goes my squirrel and with that being said guys comment down below hit the like button because those things actually mean a world of difference in fact they mean a world of difference on all my videos so I really appreciate you guys interacting with the videos and letting me know what you think of them and with that being said do me a favor check out this video here and this video over here and you know what as always guys god bless and go get up and I gotta go get a squirrel