45 episodes

This podcast will help you take the guess work out of how to be successful selling to homeowners. Making you a Stud at identifying who your market is, where to find them, how to qualify them, and what to do to close the deal.

Big Stud Sales Mike Claudio

    • Entrepreneurship
    • 5.0, 24 Ratings

This podcast will help you take the guess work out of how to be successful selling to homeowners. Making you a Stud at identifying who your market is, where to find them, how to qualify them, and what to do to close the deal.

    Ep. 43 - Onboarding process

    Ep. 43 - Onboarding process

    BSS Podcast Ep. 43 – Onboarding Process
    On this week’s episode Mike and Ryan along with guests Lindsey and Nik, chat about onboarding protocols. Everyone does it different, but there needs to be some sort of systems, processes, and documentation around hiring a new team member.
    Ryan admits his faults and things he needs to work on regarding being a boss. The way in which he works, he likes to hire somewhat fresh personnel that will work hard to learn and fail along the way. Compared to hiring someone with a lot of experience but stuck in their ways of their own systems. It is a challenge for any busy business owner such as Ryan, to pause on things that make money for the business to train a new employee. He acknowledges its not the best move if he wants to move the needle up, but it is the nature in which he currently operates.
    Mike, opposite of how Ryan hires, likes to explain the mission, vision, and core values of the company first as part of his onboarding process. Nik speaks about the structure and layout plan that he has with Mike as starting as a business development manager. Additionally, Mike approaches tasks for employees with having a mission of a specific goal of the activity but gives the staff member leeway on how you get to that goal. It is important to provide a lane for them top operate within.
    They all agree that proper expectations and standards are a necessary given. You cannot hold people accountable later down the line if they did not have the expectations to begin with.
    How you manage people, toxic work culture, business leadership decisions and more on this week’s episode – check it out!!!
    Comment, DM, call, tag us – we want to hear from you!
    The School of Construction Selling Online Course:
    https://learn.winrateeducation.com/socs-online-course
    Follow Mike on his YouTube Channel HERE

    • 26 min
    Ep. 42 - Meet the team at WinRate Consulting

    Ep. 42 - Meet the team at WinRate Consulting

    BSS Podcast Ep. 42 – Meet the team at WinRate Consulting!
    This week Ryan is entertaining, and Mike is introducing his staff at WinRate Consulting.
    This week and next week we will be discussing how it’s a great time period to build your pipeline of employees and tweak your onboarding processes. There is a pool of highly qualified, talented, and loyal workforce out there right now due to COVID-19 shutdowns, family or location transitions, lifestyle changes or other reasons. You may have to think outside the box to get to them, but they are out there!
    On this show we get to meet Lindsey, his operations manager and Nik, his business development manager. We have heard Mike say before, when your day to day and weekly admin tasks become overwhelming and inefficient for yourself to work on the business, it’s time to scale, hire and offload those tasks. This is where me meet Lindsey, who has experience in small business, business ownership (B2C) and back end operations of leading a distributor network (B2B) in the bedding and furniture industry. If you listen to the show, you’ll know who’s typing this!
    Next up is Nik, from Traverse City, MI and Mike’s newest Business Development Manager. Nik will be pounding the pavement, searching for contractors and businesses that could benefit from hiring a coaching service that WinRate can provide. Nik also comes from extensive experience in the small to mid-size business within the asphalt and paving world.
    The ability to align your staff with a similar background, experience and who can identify with your clients is one of the first things Mike looked for when needing to scale his personnel. We can’t wait to introduce to find out more from them, so tune in now!
    Comment, DM, call, tag us – we want to hear from you!
    The School of Construction Selling Online Course:
    https://learn.winrateeducation.com/socs-online-course
    Follow Mike on his YouTube Channel HERE

    • 28 min
    Ep.41 - Mike's newest business venture

    Ep.41 - Mike's newest business venture

    BSS Podcast Ep. 41 – Mike’s newest business venture
    This week Mike and Ryan chat about Mikes newest business venture of starting a residential grading and demolition company. Partnering with a good buddy and former co-worker, turned general contractor, they are excited to prove themselves.
    Proof of concept is the goal for rest of this year. However, a need was identified by both parts as the general industry was lackluster at best, still stuck in the dark ages of mailed invoices and subpar communication skills.
    His partner is strong in operations and on-site management and Mike is spearheading the front end, client facing, business side to conglomerate into a modernized approach to this niche in the industry.
    Mike missed being back in the mix a bit and this was a way of re-entering, partnering up and building a business that he could one day pass on. He reiterates that it’s coming down the pipeline, but they want to do it right without needing the immediate money by starting to quickly.
    For more information, contact mike@winrateconsulting.com
    Comment, DM, call, tag us – we want to hear from you!
     
    The School of Construction Selling Online Course:
    https://learn.winrateeducation.com/socs-online-course
    Follow Mike on his YouTube Channel HERE

    • 17 min
    Ep. 40 - Just call them back

    Ep. 40 - Just call them back

    BSS Podcast Ep. 40 – Just call me back!
    Buckle up! This week’s episode Mike expresses his aggravation with contractors who do not do the simplest task of calling people back!
    He knows personally and recently of people, many people, who are doing quality projects $20-150K+, where clients have called contractors either before, during or after a prospecting process and they just do not get communicated back to.
    Regardless if you are 6 weeks or 6 months out, your business and its reputation and pipeline will suffer from not doing the basic and easiest task of returning a phone call.
    Ryan shares his personal experience of how he has a non-immediate project of $150K he wants work on. Out of the five quality referrals, only 2 called him back and 1 already rescheduled. It is understood that contractors are remarkably busy right now, given the “stay at home” period. However, why is it that no phone call is ever returned? You being busy in not an excuse. Even if just to say “Sorry we are swamped, if you are still interested and we can help you in 6 months we will.”
    People need to be communicated with, do not assume that they will not wait for you. You need to think about the trickle effect of returning or not returning a call. Especially from a referral partner and word of mouth outcome. It is ok to say no and be transparent if that is the case.
    There is business out there in the remodeling, home service provider, contracting world. Yes, confidence, hard work and grit are needed, but also the basics will get you EXTREMELY far in today’s industry. The simplest businessman or woman who can successfully communicate, good, bad, or indifferent for 30 min a day to prospects, will already have a leg up on their competition.
    Do not get caught being just a worker for your own company with no one to report to. Simple growth is possible, but you need to stop being lazy.
    You own a business, act like it!
    Tune in to hear Mike get heated! 
    Comment, DM, call, tag us – we want to hear from you!
     
    The School of Construction Selling Online Course:
    https://learn.winrateeducation.com/socs-online-course
    Follow Mike on his YouTube Channel HERE

    • 23 min
    Ep. 39 - Niching down your offering

    Ep. 39 - Niching down your offering

    BSS Podcast Ep. 39 –Niching down your offering
    Ryan and Mike share their approaches to how to niche their offerings to screen projects that you really want to dress the part for.
    They discuss how it’s a misappropriation of efforts for business owners who say they “Do it All.” It is destroying your known, like and trust factor, your earning potential and marketability.
    Afraid to miss an opportunity? Change your mindset, stop thinking about the misses and more about the potential wins!
    You cannot connect with anyone if you are doing punch list items north of the city to keep the payroll going all while really wanting the big kitchen renovation in south Charlotte.
    Give yourself an exercise on analyzing your business: Who is your best client? What are the worst jobs or clients you have had? What are the commonalities? What makes you the most amount of money or the lowest amount of profit? What brings you the most or least joy? See if there is some consistency either way, so you can start to filter out the good and the bad and head into a certain direction.
    Still afraid to say “No” to a job?
    If you can focus on a “few” things than you become more desirable and can be labeled a self-proclaimed expert. Yes, it may be the same or similar day in and day out, however, find the silver lining. You become more efficient across the board. Being systematic could make your turn around projects faster which would maximize dollars and decrease time. Precious time that could be reallocated to marketing, educating or your next move to level up your business.
    From a marketing effort, it simplifies the content you spit out, your messaging is more targeted. You would no longer have to do everything to everyone, which can be awfully expensive. It all plays a role in your bottom line and referrals both B2C and B2B.
    Tune in to learn more! 
    Comment, DM, call, tag us – we want to hear from you!
     
    The School of Construction Selling Online Course:
    https://learn.winrateeducation.com/socs-online-course
    Follow Mike on his YouTube Channel HERE

    • 18 min
    Ep. 38 - B2B in the construction industry

    Ep. 38 - B2B in the construction industry

    BSS Podcast Ep. 38 – B2B
    This week’s episode we are primarily discussing Business to business in the construction industry.
    You may have done residential and commercial and are now getting into B2B or already involved with it. In our opinions, its a different approach when going after business to another business instead of a homeowner.
    How do you get to them? How do I differentiate myself? How do I price?
    Be prepared to be a hunter if going B2B vs B2C where leads can come to you. Estimators and project managers are better to chase vs trying to contact the CEO right off the bat. Utilizing LinkedIn, isqft.com and building a referral network are also great uses to source contacts. Most businesses are too busy to go and research to find you, you need to go outbound and find them.
    Do not be afraid as a sub trying to get in with a general contractor or property management companies, to just make yourself known to get a foot in the door. Offer a free bid on a project or an offer they can’t refuse or similar depending on what kind of work you do.
    Above all else, you need to be proactive and communicate above and beyond. They have deadlines and permits and limited time. Therefore, you need to be hyperresponsive and build yourself up from bottom up without expectations of getting their best work.
    Be prepared as the opportunity to have a higher bottom line may be there, but it can come with its challenges. Typically, there can be issues with cash flow, pay schedules, back end operations and the like. Price yourself to win and make money. I would not recommend discounting your normal service more than 5-10%. Stay happy about doing the project and it will be a lot more enjoyable for you!
    Tune in to learn more! 
    Comment, DM, call, tag us – we want to hear from you!
     
    The School of Construction Selling Online Course:
    https://learn.winrateeducation.com/socs-online-course
    Follow Mike on his YouTube Channel HERE

    • 20 min

Customer Reviews

5.0 out of 5
24 Ratings

24 Ratings

Jenny Connolley ,

Get your notes out!!!

Mike has endless nuggets of gold to grow and scale your business. Thanks for sharing your knowledge, I’ve been in the roofing industry for 3 years and this is some of the BEST training!
Appreciate you!

Tonytrapsthedon ,

Awesome

Great stuff. Tony from Husky Seal and Stripe out of Connecticut. Heard you on Brian Hess podcast and you sounded like the real deal! I’m learning tons thanks!

BMcKittrick ,

Not Just for Construction

I was referred to this podcast from a business group. I enjoy the format of two professionals from different businesses giving tactical advice that’s simple to implement. I will keep following and look forward to future episodes.

Brian McKittrick
of InsuranceofTexas.net

Top Podcasts In Entrepreneurship

Listeners Also Subscribed To