In Detailing the Grind Is Not Optional. This Is the Truths That No One Tells You About Growth
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Talkin’ Paint Podcast: How to Embrace the Entrepreneurial Grind: Business Growth Strategies That Work
The episode of Talkin' Paint Podcast, Gabe Fletcher is joined by his operations partner Tyler Lordi to discuss the essential mindset needed for business growth in challenging times. They dive into why embracing the struggles of entrepreneurship is non-negotiable, emphasizing that execution is the solution to most business problems. The conversation highlights the critical importance of building effective referral systems and delivering exceptional service that goes beyond customer expectations to drive sustainable growth.
Timestamp:
0:35 - Embracing Business Challenges
3:08 - The Grind Isn't Optional
7:16 - System That Got You Here
10:54 - Building While Flying
14:24 - Marketing vs Growth Agency
18:38 - Execution Is The Solution
21:46 - Focus On Your Path
24:33 - Process Improvement Matters
29:14 - Building Trust Currency
32:40 - Humanizing Business Conversations
35:53 - Your Truth vs The Truth
38:00 - Detailer OS Community
Links referenced in this episode:
Companies mentioned in this episode:
- Detailing Growth
business growth, grind mode, entrepreneurship tips, business coaching, detailing industry, local SEO, referral systems, marketing strategies, execution in business, overcoming challenges, business mindset, consulting services, systems implementation, building trust in business, business automation, small business advice, growth agency, effective advertising, building brand experience, embracing the struggle
Transcript
Finally, you know, warmer weather is approaching and we're starting to get messages about people who are like, I'm ready to start.
Speaker A:Well, you know, truthfully, we should have been doing that months ago.
Speaker A:Like the grind isn't optional at the end of the day.
Speaker A:Like grind mode isn't optional.
Speaker B:It's going to find you sooner or later.
Speaker B:If it hasn't hit you, I don't care whose advice you take, just take advice and barrel through the system that.
Speaker A:Got you to where you are doesn't, does not get you to where you want to go next.
Speaker A:The Talking Pain podcast is brought to you by Detailing Growth.
Speaker A:That's Detailing growth dot com.
Speaker A:Detailing Growth is the industry's only US based full stack agency that provides you with full custom web design, ongoing SEO, local SEO via Google business profile, ad management for Google and Meta, and an entire business suite of automations with our Grit suite CRM.
Speaker A:Detailing Growth also helps businesses with consulting and business coaching and systems implementation.
Speaker A:Head over to detailing growth.com and sign up for a free strategy session.
Speaker A:Thank you for tuning in.
Speaker A:This is going to be our first live episode of the Talking Pain podcast.
Speaker A:Today I'm joined by my partner Tyler, who is our ops guy who kind of runs the, the, the back end here.
Speaker A:And if you're working with us, you know him very well.
Speaker A:You're talking to him on a daily basis.
Speaker A:Him and the, the rest of the ops team, we're hoping to inspire the masses, bring some ideas to them.
Speaker A:Finally, you know, warmer weather is approaching and we're starting to get messages about people who are like, I'm ready to start.
Speaker A:Well, you know, truthfully we should have been doing that months ago to, to keep your foot on the gas.
Speaker A:But you know, that's just kind of how she rolls.
Speaker A: more shops struggled through: Speaker A:So like, everybody's kind of unsure about that.
Speaker A:But I think that, I think that you and I were talking earlier and we were just like, this is one of those times where you've just gotta embrace the suck.
Speaker B:That's right.
Speaker B:I mean it's.
Speaker B:Business is as hard as it, you know, as it's been ever.
Speaker B:Business isn't easy, I think, you know, in any industry, but definitely this industry, they kind of rode the wave for a while and didn't maybe have to embrace the suck.
Speaker B:And you could just start a business and kind of roll with it and got a bunch of good Wins and cool.
Speaker B:But now they're really starting to hit and people are having to get out of their comfort zone and do different things that they never had to do.
Speaker A:I can't tell you how many times we've heard the, you know, I never have to advertise, I never had to advertise thing.
Speaker A:Right now we're, we're, we're seeing, you know, people are popping up shops left and right and they're doing work for cheap because they're not informed.
Speaker A:And you know, the truth is like, those shops don't ever last long, but at the same time, it makes it difficult for these guys because they don't know what they're dealing with.
Speaker A:In the last three weeks, I fielded more frustrated operators in my DMS that are just kind of like, they're kind of in a position where they don't, they've never been here before and they're like, I didn't sign up for this.
Speaker A:And, and I think the first point on this list I have here, because we ran a little bit of prep here, but just kind of what we were going to talk about is, and that's, you know, the suck is non negotiable, man.
Speaker A:The suck is non negotiable.
Speaker A:You, you don't get to skip it, don't get to not do it and not deal with it.
Speaker A:It's just, it's just a part of it.
Speaker A:Like, the grind isn't optional at the end of the day.
Speaker A:Like, grind mode isn't optional.
Speaker B:It's going to find you sooner or later if it, if it hasn't hit you.
Speaker A:Exactly.
Speaker A:I think everybody has heard the, I want my, you know, I want to have work life balance and I don't want to work all day and all night.
Speaker A:Well, the reality of that is, is that you're gonna have to work your ass off during the build stage.
Speaker A:That's where you're, you're in, you're in build mode and that means grind mode and that means other has to suffer.
Speaker A:Like, it just, it just has, like, it's just can't be the primary focus.
Speaker A:Like, you can't let outside distractions pull you in for every little thing.
Speaker B:I think, you know, you certainly can, but you have to accept the reality of what that's going to, you know, do.
Speaker B:There's a lot of people that are like, hey, I want to grow, but I'm not willing to do this to make it happen.
Speaker A:They're not willing to put the work in.
Speaker B:Right.
Speaker A:Yeah, that frustrates the hell out of me.
Speaker A:Because if I know that I've got to do something and I know I have to like, do a specific thing or put a system in place in order to achieve said outcome, I'm gonna do it.
Speaker A:I'll die otherwise.
Speaker A:I'll.
Speaker A:Otherwise I'm the type of person that's like, if I have to put the system in place and I have to do the specific work, I'm gonna show up to do that.
Speaker A:Because at the end of the day, you, you don't get it.
Speaker A:You don't get a chance to have what you truly want without it.
Speaker A:So what do you do?
Speaker A:You just sit there and, and cry.
Speaker A:You cry about it.
Speaker A:You don't put the time and energy into doing it.
Speaker A:Like, that's like, I don't, I don't know what else to say other than, you know, you said it or you said it already.
Speaker A:Casey, Casey Richardson said it best to me.
Speaker A:He was like, oh, business is hard.
Speaker A:Business is hard.
Speaker A:Yeah, it's very hard.
Speaker A:And like, you know, I, I just, I can't help but.
Speaker A:But just not feel bad for him.
Speaker B:Yeah.
Speaker A:Anymore.
Speaker A:Like, there's some, some guys that work with us that have just genuinely been handed a really shitty stick.
Speaker A:But like, and like, some of them get a pass.
Speaker A:But for the vast majority of a man, it's just like.
Speaker A:I don't know if it's stubbornness or I don't know if it's just like, what do they call that?
Speaker A:Where, where once you, once you hear something and you believe it is truth.
Speaker A:That's the only thing that you believe and you can't be told something else.
Speaker A:That's a real thing.
Speaker A:And we deal with that all the time.
Speaker B:Yeah.
Speaker A:Like, you can't tell anybody anything else.
Speaker B:People think they have their own truths and there's just, there's just truth.
Speaker B:There's no my truth and your truth.
Speaker B:There's just truth.
Speaker B:And the truth is that you have to embrace the suck like we're talking about again.
Speaker B:It's going to find you at one point in your journey.
Speaker B:And I think a lot of people are finding it now where it's finding them now.
Speaker B:And so they just have to get over anything that happened in the past.
Speaker B:Things are not like they were.
Speaker B:And look at, look at everyone that is succeeding.
Speaker B:They're.
Speaker B:They're not looking backwards, they're not making excuses.
Speaker B:They're just moving forward.
Speaker A:They're just 10xing on execution.
Speaker B:Yeah.
Speaker B:And like the people that are listening to advice that, you know, we give, not that, you know, all advice is great advice, but like, I don't care whose advice you take.
Speaker B:Just take advice and barrel through and you'll, you'll find wins as long as you're consistent with it.
Speaker A:There's this, this thing where guys just continue to say, make the same mistakes, and they make them over and over and over and over and they never learn from them.
Speaker A:And I think at the end of the day, your roster of mistakes defines you because if you run into the same issue, whatever that is, over and over and over, maybe just for one minute, we consider that you might be the problem.
Speaker A:Now listen, that's.
Speaker A:Not.
Speaker B:Careful.
Speaker B:Be careful there.
Speaker A:Yeah.
Speaker B:You might hurt some feelings.
Speaker B:Right.
Speaker A:And, and like, and listen, I know that we and, and us as an agency are very, very.
Speaker A:And most marketers, I think, are very quick to ask, what is the process?
Speaker A:What are you doing to prevent this from happening on your end?
Speaker A:Before we look into what we're doing as an agency, and that's.
Speaker A:Every agency out there will.
Speaker A:Will immediately ask you, first, tell me about what your process is and everybody.
Speaker B:You mean that's what they should be doing Every just.
Speaker A:He does it, I think, I think.
Speaker A:Right.
Speaker A:They should be doing that.
Speaker A:They should be asking what the process is so that they can understand if there's something that needs to be fixed inside of that.
Speaker A:And you and I have done this at every single level, all the way from, you know, making zero dollars all the way to doing eight figures a year.
Speaker A:The one universal truth is, is that we, we always, we always ask about the process.
Speaker A:And I would say almost nine times out of ten, we find the process broken.
Speaker A:The process is, is, is not just slightly broken.
Speaker A:It's very broken.
Speaker A:Very.
Speaker A:And that's why, like, you hear us harp on systems all day.
Speaker A:How can you expect to have a good outcome and to say, I'm showing up and I'm doing everything I can if you don't have the bare minimums in place.
Speaker B:Don't get me wrong, I know a lot of business owners, I'm sure you do too, that have gotten to seven figures and beyond with broken system.
Speaker B:Oh, yeah, you can make, you can make a ton of money, right?
Speaker B:But when you get to a point, no matter what point you're at in business, Whether you're making 5,000amonth or 500,000amonth, you get to a point where, like, I'm tired and I want this thing to grow the right way.
Speaker B:Right.
Speaker B:You have to make a decision right then and there of, am I going to keep doing what I'm doing and Burn myself out?
Speaker B:Or am I finally going to stop my stubbornness and change my ways to be able to scale?
Speaker B:Because there's difference in growth and scale and most people don't understand that.
Speaker B:Right.
Speaker B:And I love the like, kind of the quote, what, what got you here is not going to get you there.
Speaker A:I agree.
Speaker A:You know, that was, I put a post out maybe three or four months ago.
Speaker A:I think it was the, your clients hate cars post that, that was the most engaged with piece of content that I've ever put out ever.
Speaker A:And I refer back to that all the time because might be the most synonymous and truthful thing related to this.
Speaker A:The sector that we work with, just detailers and auto film shops, is like the system that got you to where you are doesn't, does not get you to where you want to go next.
Speaker A:And that kind of comes.
Speaker A:And I think that comes down to one, Are you willing to be accountable for mistakes you've made and for actions you need to be taking?
Speaker A:And are you disciplined enough to, to show up for it and be accountable every day?
Speaker A:And if you're not, then what are we relying on?
Speaker A:Is it just you trying to brute force motivation?
Speaker A:Because motivation isn't it.
Speaker A:That's not enough.
Speaker A:It has to be disciplined.
Speaker A:Maybe the bigger picture here that I'm getting on is, is that everybody believes that there's one way to do something.
Speaker A:There's not two ways.
Speaker A:There is no other way to, to move, to like go up the ramp.
Speaker A:I think a lot of people are building, they're building the plane or they're, they're on the Runway and they're like bolting the wings onto the plane as they're taking off.
Speaker A:Yeah, Like, I think that's most, that's most businesses though, like you learn as you go.
Speaker A:Any, any entrepreneur, you're like learning that lesson as you go.
Speaker A:Right.
Speaker A:Just occasionally you might want to just glance ahead to see if there's more Runway in front of you.
Speaker A:You may want to just like stop turning the ratchet and bolting the wings onto the plane and look ahead just maybe once.
Speaker A:I don't know how many times you and I have to have this conversation with people and, and I don't know what else I can say to them.
Speaker A:And it's frustrating for me.
Speaker A:And that's why I'm, I'm hitting on this like that.
Speaker A:It's very frustrating for me because I find myself repeating myself a lot.
Speaker B:I think we kind of talked about it the other day or I made a post I can't remember.
Speaker B:It was like the difference between like a marketing agency and a growth agency, right?
Speaker B:And like, what's hard about this is like a marketing agent.
Speaker B:Just do the marketing work and wipe your hands clean.
Speaker B:It's kind of like a 9 to 5, right?
Speaker B:You go in, you clock out, you're done, right?
Speaker B:Growth agencies, you got to deal with all the shit, you know, and if you care, which we do, you know, we gotta, we gotta cut through all of it and really, you know, find the root of the problem and dig deep.
Speaker B:That's where, I mean, you and I know that's where the breakthroughs happen.
Speaker A:I think that's really important that you hit on that is there's a big difference between a marketing agency, a growth agency.
Speaker A:Like you said, there's a massive difference.
Speaker A:There's like the marketing agency is just willing to punch the clock and like, say you're delivering, like these are the deliverables that I'm doing.
Speaker A:You and I have been through enough masterminds and educational programs and marketing and training courses from Meta and Google and all of that to know that, you know, the biggest thing that they teach everybody is deliverables.
Speaker A:You hit your deliverables list and that's a big reason why we don't have it.
Speaker A:We don't have a hard deliverables list list because every business and their needs is different.
Speaker A:And that's why we do this the way that we do, because there's no other solution out there.
Speaker A:Because truthfully, if we're really honest, most marketers don't want to deal with this because this is frustrating.
Speaker A:Having to, to like rip people's businesses apart and find the broken pieces, look.
Speaker B:At AI and everything that it's, it's, you know, able to build and things.
Speaker B:The dream is build it once and put it on repeat and you know, wipe your hands clean a bit.
Speaker B:Right?
Speaker B:So yeah, this is so much harder.
Speaker B:So much harder.
Speaker B:And you know, I, I, I have conversations about it.
Speaker B:I'm like, man, wouldn't it be easier, I think we've talked about this.
Speaker B:Wouldn't it be easier if we just did this, this and this and then done.
Speaker B:And the answer is yes, but I don't know that that's who we are.
Speaker A:So people genuinely think that most marketers are going to solve their problems and like that just doesn't happen, that like, even as a growth agency we can't solve all the problems.
Speaker A:Like we can point them out and make sure that they're glaring super bright and that you understand them at the end of the Day, it's on the business to take action.
Speaker A:And like you, you as a business owner, it doesn't matter if you're a detailer or another entrepreneur, if somebody highlights and tells you this is fundamentally broken.
Speaker A:And all you do is come up with excuse after excuse after excuse as to why you can't or won't or shouldn't make that change.
Speaker A:What the, like, what else can that agency do for you if, if you, if, like factually, if, if you're presented information that is correct, you just refuse to hear it and don't understand it.
Speaker A:What else can.
Speaker A:Can a marketer or a mentor or you're even, even your own team, what can they do for you if you're not willing to make the change?
Speaker B:I didn't want to obviously, you know, come on here to, to talk about, you know, agency stuff and, you know, the difference and all that stuff.
Speaker B:But I kind of want to get back to obviously, the business.
Speaker A:I went down.
Speaker A:Yeah, I went down the rabbit hole.
Speaker B:No, I mean, that's, I mean, it's important to.
Speaker B:It's important because I think it leads into like, what you said just recently.
Speaker B:It's up to the business owner, right?
Speaker B:It always is, it always will be.
Speaker B:I, I always joke with people like, you know, if, if we help grow a business, you know, let's say 10x, we're only like 10% of that.
Speaker B:You know what I mean?
Speaker B:What's going to make the difference is these business owners scenario.
Speaker B:The other day was when I had a conversation with someone about, you know, ads and SEO.
Speaker B:I was like, oh, well, just, just do this first and then see what happens.
Speaker B:And then it clicked.
Speaker B:They did it and then it clicked and now they're booked out next week.
Speaker B:And it's like, it's, it's that simple of a concept where if you just take action, you'll see results.
Speaker A:Execution.
Speaker B:That's it.
Speaker A:Execution is the solution.
Speaker B:That's right.
Speaker A:Clip it and ship it.
Speaker A:Yeah, execution is the solution.
Speaker B:Something important really to kind of go off of that though is like, some people are gonna do it and get it and it's gonna work right away.
Speaker B:Other people, they're gonna do it and they might get it, but it's not gonna work right away.
Speaker B:And that's where social media is a killer, right?
Speaker B:Not just in business, but in life too.
Speaker B:Like, you see, you see the grass is greener over there and you're like, well, why isn't my grass greener?
Speaker B:Doing the same thing, right?
Speaker B:That's super important.
Speaker B:Like, you're, you're on your own path.
Speaker B:Don't look over here like my, my.
Speaker B:My son plays T bar baseball.
Speaker A:Right.
Speaker B:And they're getting into coach pitch and all that.
Speaker B:So when he runs from home plate to first base after hitting the ball, he's always, like, looking at where the ball is and, and like.
Speaker B:No, put your blinders on.
Speaker B:Put your blinders on.
Speaker B:When you're running from home plate to first base, put your blinders on.
Speaker B:When you're running from first to second or second to third, you got to be aware.
Speaker B:Right.
Speaker A:Yeah.
Speaker A:Because you're taught to run through the bag on first.
Speaker B:Exactly.
Speaker A:And to run it full flat out.
Speaker B:The problem is most people are still running to first in business, but they're looking around.
Speaker A:Yep.
Speaker A:They haven't gotten to second base yet.
Speaker A:Yeah.
Speaker A:They haven't even rounded first yet.
Speaker B:That's what.
Speaker B:Right.
Speaker B:That's what I mean.
Speaker B:Yeah, they haven't yet.
Speaker A:That's a really.
Speaker A:That's a really solid analogy, actually.
Speaker A:And I really like that.
Speaker A:You know, when, when you've quoted.
Speaker A:Clip it.
Speaker A:Clip it and ship it, baby.
Speaker A:Clip it and ship it.
Speaker A:Clip it.
Speaker A:You know, all I do is work.
Speaker A:I don't.
Speaker A:I don't do any family stuff.
Speaker A:I don't have kids.
Speaker A:All I do is work.
Speaker A:So you have all the real world experience.
Speaker A:I just live here.
Speaker A:I think that's a really, a really solid point, is that if you know that you have a mission in front of you and you know that you need to reach that destination.
Speaker A:Right.
Speaker A: ou're taught to run flat out,: Speaker A:Right.
Speaker A:The analogy is, is that if you're supposed to be running all the way to first and you're looking at the ball, see where the ball is, that immediately tells me that, number one, you're distracted.
Speaker A:Right.
Speaker A:And you're looking for the.
Speaker A:I think you might be looking for the easier path.
Speaker A:People want the.
Speaker A:The quick win.
Speaker B:Yeah.
Speaker A:When the quick win isn't the sustainable win and the quick win isn't the smart win, and the quick win also isn't going to be the one that pulls on any growth levers and scale levers whatsoever.
Speaker A:And I think that's most frustrating for me.
Speaker A:I've always been laser focused as much as I can be with, as an ADHD based Individual.
Speaker A:I'm neuro spicy as they say.
Speaker A:When I know that I need to go somewhere, I make sure that I'm focused on it and I don't let anything else distract me.
Speaker A:But at the same time it's easy to always be glancing around and looking.
Speaker A:And I think that's what a lot of these guys do is they're operating from such a swivel headed position that they never really truly realize how focused they need to be.
Speaker B:Yeah.
Speaker B:On the price shortcut like you said, if we're talking baseball still they're, they're trying to utilize the torpedo bat that's out there right now.
Speaker B:They're looking for the torpedo bat that's gonna hit em a home run when you know, in reality they don't even know how to swing it.
Speaker B:And that's where now.
Speaker B:Oh, oh my gosh.
Speaker B:Now I gotta run to first, Right?
Speaker B:You're right.
Speaker B:You were and still are right, laser focused.
Speaker B:So I kind of picture back on like when you were mobile and you went so fast from mobile in your suburban right to the shop and grew the shop.
Speaker B:Like not many people can say they did that.
Speaker A:I was laser focused on that man.
Speaker A:I didn't wanna hear nothing from, I didn't want to hear nothing from nobody else.
Speaker A:I heard the right advice from people and I put that into action.
Speaker A:I was learning in hiring and I was learning management and I was learning like how to manage contractor costs and, and all of those things.
Speaker A:I definitely don't regret it.
Speaker A:I don't.
Speaker B:It wasn't, it wasn't just learning though.
Speaker B:Like you did all of that, right.
Speaker B:Most of these people are just like, they got all these Facebook groups and they got all these resources and all these gurus and they're just taking all the information in and they don't know what's what and they're not doing anything.
Speaker B:And so like I told someone the other day, like just, I don't care who you pick, pick somebody that you trust.
Speaker B:Listen to them and go do it.
Speaker B:Don't listen to anybody else, don't do anything else.
Speaker B:Just that.
Speaker A:And that's like we're in the age now of where information is aplenty.
Speaker B:Oh yeah.
Speaker A:Like you can, you can, you can teach yourself to do anything that we do.
Speaker A:Truly.
Speaker A:Like none of that is inherently a secret.
Speaker A:The implementation, you know, there's some secret sauce to that.
Speaker A:And a lot of things that though we hold close because it's come from years of worth of experience at the same time, like if you want to learn how to Manage your SEO.
Speaker A:You can go talk to AI and learn that.
Speaker A:You can go take any number of Coursera courses that are free or jump into Google's own like SEO courses and learn that stuff if you really want to.
Speaker A:But at the same time, like, how do you realistically expect to execute them effectively?
Speaker A:You have to bring a certain level of excellence to each anything that you do.
Speaker B:Yeah, right.
Speaker B:I know you love this joke.
Speaker B:We're all out here selling potatoes, right?
Speaker B:We're all here selling potatoes.
Speaker B:But how are you gonna, how are you gonna dress it up, right?
Speaker B:It's gonna be a french fry or baked potato.
Speaker B:I actually saw a picture the other day.
Speaker B:It was, I'm sure it's been floating around.
Speaker B:Most people, it's like entrepreneurship versus businessman.
Speaker B:It was like the watermelon stand, right?
Speaker B:And it was just like a bunch of watermelons, uncut, just plain boring looking watermelons.
Speaker B:And then the guy, the entrepreneur had like the cut open watermelon so you could see the juice on the inside.
Speaker B:He had some, some in a cup like watermelon juice.
Speaker B:Like.
Speaker B:And so like that's the difference between, you know, playing Jane, right?
Speaker B:And, and then executing and you know what I'm saying?
Speaker B:That's a dressed up potato, I think, kind of, you know, making sure that we, we hit on, you know, maybe the listener that is struggling.
Speaker B:Because I, I mean, I can't tell you how many conversations I have, and I know you have two of every single week of people looking for advice and just struggling overall, maybe.
Speaker A:I think everybody is obsessed with growth.
Speaker A:Like business, business growth is, is something that happens and can happen over time, right?
Speaker A:And, and those, that's the bet, truthfully, that's the best kind of growth is, is the organic style of growth.
Speaker A:But everybody wants to grow faster.
Speaker A:And I think one of the bigger pieces is that most people, they don't understand that they're over leveraged and they don't, they don't foresee that.
Speaker A:So they're asking, they're asking for growth and wanting growth.
Speaker A:They don't have any sustainable measure or system to ensure that what they have stays fulfilled.
Speaker A:And you and I have talked about this all the time.
Speaker A:Previously on Like.
Speaker A:Scaling on ads is like not the way to go as a newer shop and a newer business.
Speaker A:And I think I may have just finally figured out how to word this for people because I've been struggling to put it into words other than you're all a bunch of jerks.
Speaker A:And that's not right because truthfully, just you don't know what you don't know until you know it.
Speaker A:And, and that's okay.
Speaker A:But what's not okay is to once you know it, continue being a jerk and doing the bad thing.
Speaker A:What it comes down to is, is that if you're in a position where you need ads to survive, you need ads to keep your team employed.
Speaker A:That tells me that you are, you are punching up, you're punching above your weight in terms of what your capabilities are, right?
Speaker A:And like the goal is always be punching up, right?
Speaker A:Like the goal is to, to always swing upwards.
Speaker A:But you, it can't be a haymaker upwards every single time because then you're just, you're just gassed and exhausted and you have nothing that you can do except just walk around exhausted all the time.
Speaker A:And what that means is, is that you've usually put too much into growth before you were ready organically for it.
Speaker A:Because it all comes down to have you been around and at it long enough.
Speaker A:Because if you haven't been there and you have, you don't have enough.
Speaker A:We call this trust currency.
Speaker A:If you don't have enough trust currency in your market and you haven't been there to deliver and grow that trust and build brand trust, then there's truly no reason you should be spending an absorbent amount on ads just to push for growth.
Speaker A:Right?
Speaker A:It's great to use ads to start to do that.
Speaker A:But if you're building prematurely and you're not executing on what those opportunities bring, and this is the next component that I get into is what everybody is missing, is that if you're not executing on the referral that you're getting from those opportunities and those closes, if you don't have that referral ask lined up, that's why you largely end up over leveraged and you've got too much overhead and you don't have enough work coming in and the referral only comes if you deliver an amazing experience, like over the top brand experience, unexpected level of service that people are genuinely surprised by.
Speaker B:Right?
Speaker A:Because that's what really moves the referral needle forward, asking for them.
Speaker A:You have to ask for referrals.
Speaker A:Like you have to have a system for referrals.
Speaker A:It doesn't mean you need to have software, right?
Speaker A:The system isn't software.
Speaker A:A system is strictly a method or mechanism that you rely on repeatedly that you can do and always get a repeatable outcome.
Speaker A:A system is as simple as putting your polishing pads back in the same place.
Speaker A:The system is like every day you come into the shop, you Turn the, you turn the lights on in a specific order, you unlock the door.
Speaker A:Right.
Speaker A:That's a system.
Speaker B:Yep.
Speaker A:And all, all of that comes full, full circle too.
Speaker A:If you're hitting all those points and if you're delivering on, on the experience for the brand and the client, making them feel like they can trust you, they trust you enough to give your information out in a referral, those are the opportunities that the ads provide for you that are free multipliers.
Speaker A:And that's what you need to scale is you need the multipliers.
Speaker A:It can't just be one to one opportunities because like the conversion doesn't work that way.
Speaker A:You're never going to convert enough people to grow.
Speaker A:It has to be on referrals and you have to have a system to make those multiply.
Speaker B:Yeah.
Speaker A:And that's the piece that I think everybody is missing.
Speaker A:And you know who does it best?
Speaker A:Grant Menard.
Speaker A:Grant Menard built himself a referral based business and I have heard Grant's pitch for referrals so many times and I've seen the cards that he uses.
Speaker A:I've seen him do it in person.
Speaker A:I've seen, seen it like at his tacos and tailpipes event, which is like the best version of a cars and coffee you could ever think of.
Speaker B:I just had a taco for lunch.
Speaker A:Coffee sucks and tacos are better.
Speaker A:Okay.
Speaker B:It's true.
Speaker A:Print it, clip it and ship it.
Speaker A:That's why Grant's been able to do this without relying heavily on advertising like Google Ads where the costs are out of control.
Speaker A:So maybe the takeaway from today is the gold nugget is you better figure out how to get those referrals and because if you can't, you need to fix the business and make it start delivering in a way to where people bend over backwards to give you referrals and that is how you grow and scale.
Speaker A:Because if you're just scaling on hard income, you run into the issue where your, your burn rate on cash is going to flip over and you're going to be hedging against yourself and there's not, there's just not enough capital for that.
Speaker A:When you're like not doing 12 figure, like eight figures a year.
Speaker B:People can't refer business to, you know, subpar service.
Speaker A:So yeah, listen, hold on now.
Speaker A:Subpar is like you say subpar and people might think like, I'm not giving subpar service, I'm giving them exactly what they asked for.
Speaker A:Right.
Speaker A:And exactly what they asked for isn't stellar service.
Speaker A:That's Acceptable service, stellar and exceptional and amazing service is always right.
Speaker A:Expected service is not exceptional service.
Speaker B:Yeah, there's a big difference there.
Speaker B:The levels of.
Speaker B:Levels of service.
Speaker A:Oh, yeah, hold on.
Speaker A:That's a great pivot.
Speaker A:And I think you should start.
Speaker A:You should hit on that.
Speaker B:I can't remember all the levels, but, you know, the, the concept is super simple, right.
Speaker B:You guys, you know, criminal, right.
Speaker B:And then you have like unbelievable at the top.
Speaker B:Right.
Speaker B:And most people fall at the expected in the middle.
Speaker B:And if you give the expected, your referrals aren't going to come in.
Speaker A:Exactly.
Speaker B:So you have to go above and beyond.
Speaker B:The unfortunate part about the levels of service is they're always moving.
Speaker B:And so once you go above and beyond, that's eventually going to become expected.
Speaker B:Right.
Speaker B:And the market's going to meet that.
Speaker B:Now you got to go above and beyond again and again and again and.
Speaker B:Right.
Speaker B:That's where you get people to undercut the price wars and all that stuff.
Speaker B:But guess what?
Speaker B:You still got to go over.
Speaker B:Above and beyond service will beat out pricing anytime, right.
Speaker B:If the.
Speaker B:For the right client and for your business.
Speaker B:So, yeah, you got to make sure you're building that foundation before you can, you know, confidently ask for a referral.
Speaker A:I think maybe that's truly what I build out next is I build a concrete, like one to one, this is how you do it.
Speaker A:Referral system.
Speaker A:Because it's like, I say these things and people, they can't see through the middle, right?
Speaker B:Yeah.
Speaker A:And like see, see through to the implementation steps.
Speaker A:And truthfully, like, if you don't.
Speaker A:And I think that maybe if you don't have that mindset and you don't know what you don't know, then it's hard to implement.
Speaker B:Although it goes back, it goes back to what we've started to talk about in the beginning.
Speaker B:It's not necessarily.
Speaker B:They don't have a mindset.
Speaker B:You're not willing to have that mindset.
Speaker B:You're not willing to make those changes to do it.
Speaker B:Right.
Speaker B:Full circle, full circle.
Speaker B:Right.
Speaker B:So there's seven people that aren't willing to change that can't get past that expected stage, man.
Speaker B:Right, so.
Speaker A:Damn.
Speaker A:Son of a.
Speaker B:It's almost like we should put a podcast together or something, bro.
Speaker A:I know.
Speaker A:What if.
Speaker A:Wouldn't it be wild if we had a podcast?
Speaker A:Holy cow, man.
Speaker A:That blows my ever loving mind that.
Speaker A:That we just came full circle like that.
Speaker A:That's wild that we just.
Speaker A:We just did that.
Speaker B:So I think the, the moral of the story is you have to Change, man.
Speaker B:I.
Speaker B:I can't get over.
Speaker B:I can't get over.
Speaker B:I promise this is.
Speaker B:This will relate, but I can't get over the people that.
Speaker B:Because this happened, like, all week long.
Speaker B:I had a call to business, and.
Speaker B:And the.
Speaker B:The person on the other end answered and they got hello.
Speaker B:That was it.
Speaker B:Not.
Speaker B:Not like, hey, this is so and so with so and so.
Speaker B:How are you doing today?
Speaker B:It was like, hello.
Speaker B:And then there's also another business that.
Speaker A:Oh, yeah, you got it.
Speaker A:You got it.
Speaker B:I told you this earlier.
Speaker B:I texted them, and I.
Speaker B:I'll be honest.
Speaker B:I wasn't after their services.
Speaker B:I was fishing.
Speaker B:Okay.
Speaker B:And so I texted them three days later or two days later.
Speaker B:They texted me with a wall of just pricing all the services.
Speaker B:They didn't even know who I was.
Speaker B:They didn't know what I needed.
Speaker B:Nothing.
Speaker B:And, like, all these little things will never get you a referral.
Speaker B:They'll never get you the business you want.
Speaker B:But they're the same people that are like, well, it's not.
Speaker B:It's working for them, but it's not working for me.
Speaker B:I'm.
Speaker B:I'm putting in the work.
Speaker A:No, the.
Speaker A:You're not.
Speaker B:No, you're not.
Speaker A:No shot, dude.
Speaker A:No shot.
Speaker B:It just blows my mind that there's.
Speaker B:There's actual business owners out there that.
Speaker B:That do that and that, you know, don't answer their phone or they don't think they can call back.
Speaker A:Oh, that guy you told me about.
Speaker B:Today, I don't even want to go down that road, you know?
Speaker A:Oh, my God.
Speaker B:It's like when a lead calls, you better call them back.
Speaker B:Yeah, dude, you better ask them what they had for breakfast and what they're eating for dinner.
Speaker B:Right?
Speaker B:Like.
Speaker A:Yep.
Speaker B:You know what I'm saying?
Speaker B:Like, build.
Speaker B:Build a short relationship with these people so that way you can deliver that unbelievable service.
Speaker A:That's it.
Speaker A:And it's just that little bit of humanization that you bring to every conversation.
Speaker B:Yeah.
Speaker A:That's all it takes.
Speaker A:Truly humanize the converse.
Speaker A:Every conversation that you have.
Speaker A:Even if you're having a bad day and you're not happy, I don't give.
Speaker B:A.
Speaker B:Yeah, that's got.
Speaker B:You have to put that on pause.
Speaker A:Yeah, dude, you have to pause that.
Speaker A:Because if you carry that into every conversation and every lead conversation that you have, you let that.
Speaker A:That attitude carry through in.
Speaker A:In calling the next person when you, like, figured out, like, you didn't get a proposal or you.
Speaker A:You.
Speaker A:You didn't win a bid.
Speaker A:You know, listen, I understand.
Speaker A:Things happen.
Speaker A:It's okay to feel shitty and like it's okay to be upset about those things.
Speaker A:Right.
Speaker A:But what is not okay is to pick up the phone and then transfer that into the conversation with the next person 100%, because that comes off in tone, speaking speed, like reply speed, inflection, all the things that make people feel uncomfortable.
Speaker A:Even if you don't explicitly, like, you don't explicitly think that that person is a bad person or they're not causing you any anguish if your previous is now flowing through how you speak, the sales monster knows that.
Speaker A:Right.
Speaker A:Because the sales monster is a living, eating and a breathing thing.
Speaker A:And if you don't believe me, you are going to be very sorely mistaken once you start spending big money on leads.
Speaker A:Because the sales monster knows that's what I'm just going to call it.
Speaker A:Sales knows the second that you need it.
Speaker A:And you've heard me say this before, the sales monster knows that when you need it, the second it senses that, it runs far away.
Speaker A:Because the sales monster understands that desperate people are not to be trusted.
Speaker A:That's what sales thinks and understands.
Speaker A:Desperation equals low or no trust.
Speaker B:Again, coming back around here talking about trust and building up that brand experience, I think an important thing that we didn't really touch on too, is people might be hearing this, right?
Speaker B:Or they will hear this and they go, oh, well, I have my logo and I have my website and I have these little things that there's my brand and people should trust me.
Speaker B:No, absolutely not.
Speaker A:No.
Speaker B:And it doesn't take a week, it doesn't take a month.
Speaker B:It does.
Speaker B:Sometimes it doesn't take six months, sometimes it takes years.
Speaker B:And that's what people, especially younger business owners, aren't willing to put in.
Speaker B:They're not willing to grind it out for years.
Speaker A:Although.
Speaker A:And truthfully, like, the world has changed a lot.
Speaker A:A lot of them don't have that opportunity.
Speaker A:And like, that's a whole nother issue in and of itself.
Speaker A:Like, that's, you know, just how worked out I get it from that standpoint.
Speaker A:But you're right, there's a lot of people who aren't willing to take the time to understand that.
Speaker A:And what they'll do is that when you and I give them that information and like, say, like, look, you got some more work to do, they'll go somewhere else to just find somebody else that's willing to agree with them.
Speaker B:Yeah.
Speaker A:Instead of hearing somebody who's seen it happen and seen what happens when you don't have it.
Speaker A:Right.
Speaker B:Yeah.
Speaker A:So they go to the next person, whether they're more expensive or less expensive, they go to the person that, that is willing to hear them.
Speaker B:Right?
Speaker B:Your truth versus my truth.
Speaker B:Not the truth.
Speaker A:Oh, your truth versus my truth is not the truth.
Speaker B:There's only one truth.
Speaker A:There's only one truth.
Speaker A:Bro, how are you just spitting fire today?
Speaker A:Quote it, clip it and sh.
Speaker A:Ship.
Speaker A:Holy cow, that's good.
Speaker A:We're getting on so many gold nuggets here that are going to be repeated for as long as we continue to do this.
Speaker A:You know, coming off of this, because we're going to be wrapping up here shortly.
Speaker A:I think that maybe the bigger, the bigger picture here is that I ask everybody, be willing to hear what somebody else is truly saying to you and like be willing to examine it from a student's perspective instead of from a defensive operator or a defensive business owner.
Speaker A:And even if you've been beaten down and you've been beat on and you're just worn down, approach it as a student and seek like minded people around you.
Speaker A:And that's why we've kind of built detailers os and that's a really great segment opportunity is that we built detailers OS as a free Facebook group to cut out all the negative horseshit and BS that we see going on in these groups.
Speaker A:Don't get me wrong, there's going to be people that have different opinions about things, but what's not, what's not going to be is we're not going to let people post toxic infectious garbage anymore and we're going to keep it above board.
Speaker A:Nothing held back, business wise and just real, real honesty and actionable stuff.
Speaker A:Just to give you guys a safe haven and to give you guys a place to go.
Speaker A:Please join our free group.
Speaker A:It's called detailer os.
Speaker A:Nothing held back.
Speaker A:Please join.
Speaker A:We want to see you there.
Speaker A:We want to see you ask questions and actively participate.
Speaker A:We're not going to make you feel bad.
Speaker A:We're not going to like put you on blast.
Speaker A:We're not going to like make you feel like a piece of crap.
Speaker A:Although I've been guilty of doing that to some other people and I acknowledge I need to get better.
Speaker A:And that's why this is here.
Speaker A:So that I have a place to say don't do that here.
Speaker A:Our job is to make people feel, really make it feel like you, you have a place to go and ask questions.
Speaker A:That's why we, that's why we want to see you there.
Speaker A:So please join Detailer os.
Speaker A:Join us in the conversation and if you have the Opportunity jump up to detailers os magnified growth as we continue to roll out new features for detailer os.
Speaker A:Because at the end of the day, we're just trying to give everybody a system and a reliable place to go that they can truly ask for help without being judged.
Speaker A:And did it best there.
Speaker B:I don't have anything.
Speaker A:Nothing.
Speaker B:Not at all.
Speaker B:You shouldn't do it alone.
Speaker B:You can't do it alone.
Speaker B:You shouldn't do it alone.
Speaker B:And that's what the community's for, right?
Speaker B:No drama.
Speaker B:Just, just, just value, just real, honest feedback and, you know, hopefully everyone can.
Speaker B:Can utilize some of the things in there and just grow, literally.
Speaker B:I was on a conversation today and I said I don't care about, like, and of course I care about our company, but, like, I care about less about our company than your company.
Speaker B:Like, I want.
Speaker B:I want to see business owners profitable and thrive because obviously if that happens, then you'll work with us one day.
Speaker B:So someone was like, why are you messaging me?
Speaker B:And I was like, well, one day I want to work with you.
Speaker B:I'm just flat out honest.
Speaker B:Like, that's, that's how we are.
Speaker B:But at the same time, I'd rather give all the free advice like we're doing in detailer os.
Speaker A:That's it.
Speaker A:Nothing held back.
Speaker A:No in detailer os.
Speaker A:Nothing at all.
Speaker A:Listen, guys, Tyler, thanks for hanging out with me.
Speaker A:Hopefully we'll do some more of these.
Speaker A:We're going to be doing some more live streams.
Speaker A:We're going to be rocking some webinars soon.
Speaker A:We truly appreciate you guys hanging out with us today for episode one of the live series for talking paint.
Speaker A:You know, maybe we'll just keep doing them live.
Speaker A:Who knows?
Speaker A:Thank you very much for being here, Tyler.
Speaker A:Thanks for hanging out.
Speaker A:Make sure you can find Tyler and I both on Facebook.
Speaker A:Feel free to send us a message or add us.
Speaker A:We appreciate everybody.
Speaker A:Tyler, thanks for hanging out.
Speaker A:Jump over to Spotify and Apple Podcasts.
Speaker A:You can find the Talking Pain podcast on both platforms and basically everywhere you purchase your podcasts.
Speaker A:That's a little bit of a joke because you can't pay for pot.
Speaker A:You don't pay for public podcasts, right?
Speaker A:So I appreciate you guys being here.
Speaker A:The messages that I get on a daily basis and the messages and emails that I get from people who have been listening for a long time and who have been truly appreciative of the time and energy that myself and Tyler have put into this.
Speaker A:I just want to say thank you to all of you.
Speaker A:The feedback from you and the messages from you truly mean a lot to me and they mean a lot to Tyler.
Speaker A:So thank you so much for listening and being willing to show up as a student and being willing to want to be better.
Speaker A:So thank you so much for being here.
Speaker A:And I'm going to roll some ad roll here on the way out.
Speaker A:I appreciate you guys.
Speaker A:Thank you so much.
