Building Culture for Excellence: Sam Struthers And Landen Smith, Crest Exteriors

By The D2D Experts

29 Min Read

Last Updated: May 11, 2018

Speaker 1: (00:02)

Bill, Can I help you?

Speaker2: Hey listen up, I’m bringing you the best content to ever exist in the door to door industry from sales leadership, recruiting, impersonal development.

Speaker 1:

Why would I need that?

Speaker 2:

Because never before have we been able to collaborate with the top experts in their industries, sharing their secrets and techniques and what makes them the best.

Speaker 1: Wait, who? Who are you?

Speaker 2:
I’m your host. Sam Taggart, creator of the D2D experts in D2Dcon. Is there a place we can sit down?

Speaker 1:
Well come on in.

Speaker 3: (00:33)

My name’s Sam Taggart and this is the D2D podcast. And I’m with Sam Struthers And Landen Smith – Crest Exteriors Building Culture. And Sam is the CEO of crest exterior’s and Landon as the general manager of Fort Worth.
And these guys are all stars. So I’m going to give you a quick little background, uh, like this, if you know them, if you know them, share this. Uh, this is going to get wild. So just a quick little intro. What we’re going to be talking about today is going to be about how culture attracts, how we create a culture to get new customers, new people to buy in. So people are out hustling and they’ve created this really strong brand around what they’re, what they’re all about. So I think what’s unique and what I’m excited about is these guys have done what few roofing companies have done as far as growing their sales organization, having bigger and loftier goals instead of being complacent at the four guys.

Speaker 3: (01:25)
And we did our 4 million last year, you know what I mean? Um, so Sam is best year was 3.5 million personally and they did 25 million last year. Landon has had a three point $2 million a year. So if you have not done that, you probably have something to learn on this. So super excited. So the best roofers in the industry right here at Chris Tussle, baby Hashtag. I love it. I mean, they got me, they got me a band, so we’d been out. I’ve been out here for us. Yes. It sounds like you gave me like, Whoa, yeah, you got to show that. Take this, take this up. So one thing that’s unique, I’m gonna, I’m gonna throw this out there. I come here and he’s like, yeah, we’ve got a few people with tattoos of even Chris Tussle on our freaking thing as assistant had crest hustle on her butt last yesterday. I was like, no kidding. Like you’ve literally on his arm and how many people first had to first tattoo? But I had seven guys with the Graham Tattoo Parlor. That’s insane. Some people on our team, good tattoos. So I want to know how do you not get a tattoo? It was the seat tags. Hey, tag somebody on here. If they’ve tattooed their company on, texted me on, you know, where’s Kenny? Odell. Kenny Odell. He literally had a pinnacle Tattoo here. Clinical doesn’t even exist anymore.
Speaker 3: (02:37)
um, anyways, so they’ve done a phenomenal job. Like it was so funny. They’re handing out these bracelets at top golf. Yesterday I did a training for over here and literally the entire top golf, Florida verbal crest also bracelets and I, what is this about? Can I have one lose? So good. Give it to one person that likes to go. I was like, Hey, I want one of those. What is it? What’s Crow? And all of a sudden if we do it, we go. And one thing that he’s done phenomenal is a lot of their business comes through social media referrals. You know how much, what percent of your businesses are facing

Speaker 4: (03:08)
65% is still referrals, but everything is referral. So I’m, yeah, so how much more new business we can get. And what I’m excited about wearing with you is how much more referral we’re going to get off that new business. Yeah. So, so all of it’s going to keep coming in with our culture and once they, once they meet our guys and see our positivity and that culture, that’s where it grows our business. Not only our team, but it grows your business model, right? Cause your customers see it too. If you have happy, have your sales reps, you get more exact, get more deals. That’s the goal

Speaker 3: (03:33)
part of their culture. And that’s what we’re going to dive into. We’ve got a lot of people on here listening. If you’re listening on audio, audio, soundcloud, iTunes, whatever, um, like this, share this comment. We’d love to hear your feedback and anybody that’s got a tattoo, tag them because I’m curious, but, but here’s, here’s the question that, um, and this is really the topic and the thread that we’re really going to discuss is kind of what, what that culture means to you, why, what it’s done, you know, the results from it and how it’s expanding and attracting and you just kind of hit this momentum phase. Um, so that’s what we’re going to really focus on today. But before we dive into that, I want to know a little bit about how you guys got into this space. You know what I mean? You guys are the big wigs in the roofing space. Yeah,

Speaker 4: (04:14)
we started, yeah, a lot. A lot of the roofing industry is a insurance restoration work. So, um, there’s, there’s a big portion of new construction is a big portion of retail, but insurance restoration is still probably the largest chunk, especially specifically in Dallas, Texas. So I started as an insurance adjuster. I was working claims for the carriers and a young age. My Dad did that. He brought me into that. And 15, he’s still here. Still here you got me into that space. Me and my wife traveled the country. Um, in turn and adjuster you meet a lot of roofers, right? So you’re going to insurance inspections and the roofers there, you so I could get a large network throughout the country, meaning roofers learn their business model, had a small piece at home on the one side. And then, um, Chris also started, I mean we just sort of decided to build our own thing and I saw it and I heard pain points from other roofers across the country and thought I would do it different.

Speaker 4: (05:07)
Right? So I went into sales, I had a great word for a great company, town and country, Ralph Harris show out to Ralph. He’s still, my guy was a great company in Frisco. Um, showed me basically what a leader is and then, uh, decided to do it on my own and help other people develop a model that I would want to be a part of as a sales rep. So my whole business model was based on all my sales team. Right. Cause that’s where the whole business starts and stops at sales. If you don’t see it as, I can’t put a good roof on your house. If I don’t have sales, I can’t create a big culture. I can’t, I can’t help more sales people come in here without sales. So developing a business model around what it would be like if I was, if I was a sales guy, where I would want to go is what I did.

Speaker 4: (05:48)
I make it fun and make it exciting. I get the swag, I get all the culture, I stay positive. I don’t want to Boston nagging on me, I don’t mind him helping me. Right? So we, we, we the whole industry, um, the whole business model like that. Like as if I was a top producer, how would I want to be treated and how would I want my company to treat me? And we treat our top producers are to every producer that way. And that’s how we develop top producers, right? You’ve got to keep it, got to keep a starter around to make him a top producer. You can’t just treat everybody the same either. So you have to go through and build on the culture. I mean, that’s what, that’s how we, how we blew up and it’s attracted to people. Success attracts success.

Speaker 3: (06:26)
Yeah. And that’s what we’re going to dive into. I’m excited. Just tell me more. I know. So, so what about you Elaina, and how’d you get into this? Uh, tell us a little bit of your story.

Speaker 5: (06:34)
My start was a little different. I’ve always just been a hands on type of person and uh, you know, I got into the contracting world after being in sales and telemarketing and that whole industry, um, with wireless and all that. So I came from, from, uh, more of a business type sales point and then came into contracting and kind of blended those two and, you know, sold for some smaller companies, uh, in, in the beginning and didn’t learn much. Pretty much was just kind of the, the canvasser, you know, so I’ve Kinda done started there, um, and then had opportunities to work for other companies, um, quick and, uh, learned a lot. I’m in a big operation and, uh, put all that skillset into dealing with customers. I mean, at the end of the day we meet people and we solve problems and we create solutions and you know, all these different skill sets that I’ve used in other industries kind of blended into this.

Speaker 5: (07:33)
So I just kind of naturally got into it, started, um, you know, be, become proficient with being a salesman, trying to soak up all the little bits and pieces from different people that I could associate with. Um, kind of like how he did with adjusters, you know, being an adjuster and dealing with different roofers. I dealt with my peers and just soaked up all the information I could. So along the way, um, hard work and dedication to something that’s important to me. Um, and I work hard. I mean, you know, so that, that kind of a company with the opportunity in knowledge that I’ve learned to put me in a platform where here I am. So

Speaker 3: (08:10)
stop man, I’m awesome. I’m great. six o’clock. We’ve got a five hours.

Speaker 5: (08:19)
We’re in the, we’re in the biggest market in the country. It happens all the time. There’s, there’s so many people to help. And so, you know, one of the things that’s important to me is helpful. Helping

Speaker 4: (08:29)
people see, I’m sure that’s part of her. So part of our culture. So you’re going to hear to help some of our big hashtags we like to use it means more than just helping customers. To me, to me it means helping sales reps means helping everybody. But um, Richard Branson said the best, right? You take care of your employees, they’ll take care of your customers. So what we tell our sales team, so we talked, we talked a lot about door to door this week while you’re here. Um, well we, we tell our sales team is going out and try to get the five contracts today. Go out and find, find five people you can help today, right? Get out there and not just if, if this, the answer’s no at the door, no problem. How can we help you? Right? Maybe there a future customer, maybe we can fix their gait.

Speaker 4: (09:06)
You forget what, if you had a wrench in your thing and there are gates and you see someone outside, go try to help him. If you can make five new friends every day and all this, at least on five new contracts, you might have five new customers in the future, so we’ve learned a lot more from you on the door to door and had to go get the that door business, but we’d like to get the yard business too. They’re on the front yard talking, we’ll go help him. We’ll go, we’re going to change some shit. But helping people is, is 100% our goal. That’s the fun part, right?

Speaker 3: (09:29)
Yeah, because it’s like, I think the biggest problem in sales, and correct me if I’m wrong, most salespeople sometimes almost feel guilty. I’m taking their money. It’s like, ah, I don’t like to be sold, so pushing a product, I’m pushing a product versus if you can shift your paradigm to I’m here to serve.

Speaker 4: (09:48)
Yeah, we for that. I feel a home percent that I’m helping somebody. Every time I said I’m in, the team has to believe in that. Or Sally, right?

Speaker 3: (09:55)
Ellucian. Mary. Hell yeah. I remember when I did alarms, um, you know, there’s a lot of, lot of people probably watching this. We got over, we’ve got a ton of people on your but like people around us. So anyways, so we’ve got, you know, I look at it and I was, I would do alarms and I had to, I had to change my mentality of like, well these guys have never been rubbing your time in west Texas and they’re still all or texture. Everybody has guns, dogs and you know, and never been broken into and I was always beating on me because I’m like, man, I’m just selling a product that the pride don’t need and I would, it would beat me up and then all of a sudden I kind of switched my mentality to that whole like kid hypothetically if this person got their broken into and guy comes in to take their daughter in two years and they didn’t have this, like what? Like that could happen. And I’m like likelihood super low, but approach it should totally shifted. Like, I’m here serving you in a hypothetical situation and if I don’t, if I don’t do it then it’s going to be on me in two years. When you’re like I see in the newspaper and I think like any product, I think as long as their sales rep can shift that. Like what you were saying,

Speaker 4: (11:11)
it’s a mindset. I mean controlling the mind is one of the hardest things we do every day, right? I get up everyday they have to sell myself that I’ve done, I’m going to do something great today, I’m going to get up and I’m going to do it from my team. And I love what I do. That’s it’s, it’s easy to, it’s a, it’s one of those, those switches you just have to turn on. You have to say it out loud. Say it’s not everyday, you know, sage routine, I get up, motivates, rotating. You don’t always want to, I don’t always want that, but I go, yes

Speaker 3: (11:36)
the kid that, let’s kind of transition to that cause that’s a, that’s actually a good thread. So what keeps you, what gets you up when you do wake up and it’s like, ah, it’s one of those days. You know what I mean? Everybody’s about to go start their big seasons, right? Everybody’s going to storms hit and some restarted

Speaker 5: (11:54)
everybody like your why, what’s the one were like, what do you do? You’re sitting there like man and made great. Yeah,

Speaker 3: (11:59)
money. You sell $3 million of roost. It’s not like you’re hurting for change. You know what I mean? It’s like, but how do you shift it on every day? Like how do you stay on,

Speaker 5: (12:09)
there’s multiple, multiple reasons. Um, I, you know, I’ve, I’ve got a family to support. Most people see my girls, you know, that’s very important to me. That’s number one. Number two, you know, I do really enjoy helping people and I do get to see face to face when they get to help people restore their homes, your most prized possession. So that’s actually legitimately a very strong motivating factor for me. So you took it as like, I have to do your roof because your TV, your jewelry. Yeah. I mean, we actually made the mold grows, your kid’s going to get sick in the hospital. That the same way you’re talking about getting the obituary from somebody getting broken and things in their life. I mean that’s real. I’ve got a job right now. It’s got them all over the ceilings, you know, kids, the ceiling falls in because it’s got a pool.

Speaker 5: (13:01)
So you know, we’ve got to take care of that. And so yeah, there’s, there’s a real need to help people. And this is an industry where there’s not a lot of, there’s there, there’s a lot of honest people. Um, you know, less than honest, whatever you want. What else on this honor? I know we’ve got a couple buddies out there. Hang me out Sammy, and a lot of words up in the today, yesterday. And literally you’re like, that’s nice. That’s not how you spell guys. Have any Spanish writing guys are, it will just put trends. If you don’t, if you follow me in your lane and you don’t follow the same, you should it. You guys are rocks. Tell us a lot about scaling. Yes. So, you know, you were really important to me. Um, uh, you know, helping teach and lead others has it become very, very important to me. Um, as this was all kind of taken on, I didn’t really expect that to be such a motivator and it has become that and everybody that wakes up every day and sits there and comments and they interacts and puts their 2 cents in and it’s like they push me. You know what I mean? It’s like, even though even the bad ones are usually the ones that counting on you for that we got a selfie on the roof and it’s almost in

Speaker 3: (14:15)
almost like you’re, you’re almost taking the fact that you’re like, I need to inspire others. Am I

Speaker 5: (14:23)
no hype, I’m not out there. Then it’s like, that’s demotivating because actually counting on that. Yeah. And I mean, I, yeah, I struggled with procrastination. I, I mean, I still do. Everybody does. You know what I mean? Where there as much as I do, there’s things in that aisle. That’s my struggle. So that was great. The kind of the mindset is like, I’m going to hold myself accountable. I’m going to start putting it out there. And it’s like, if I can’t get it done, then I’m kind of almost, I look like a liar, right? So fake. And then a lot of those, I don’t like to be fake. I don’t like to, you know what I mean?

Speaker 4: (14:52)
I like to win and, and I liked it and seem important. Accountability, right? You see, you get up about why do you get up in the morning? Because not only did you hold yourself accountable in today’s age of social media and everything else, man, rolling ourselves accountable by setting our goals so high in what we plan on doing a crest is, is this next level right? I want to, I want to, I’ll work the work. We say it a lot too. Um, I have to hold myself accountable to what I’ve said I’m going to do. You get kind of serious about it. It’s like I got to show up. I gotta show up. You can’t go knock on these people’s doors and I’m going to do this, this and this. And this and then just not do it. That doesn’t work. Then just don’t write your goals down. Say them out loud to yourself everyday. You’ll hold yourself accountable. I love that. That’s what I do.

Speaker 3: (15:31)
So let’s kind of shift gears because you are so outspoken. A lot of people on social media see Kras, they see you guys posting

Speaker 4: (15:38)
five days. So there was, I used the fibers today. Like what you say, you’re like, I post literally every written office. I was like, yeah, I was telling her what I post like a ninth grade girl posts everything. Like, I mean, the more content you can get, this free content. I mean, social media is one of the best marketing tools that we have at Chris. Not only for, um, for our customers, but for recruitment for, we’re going to talk about culture, right? We’re gonna talk about how that affects our company. It helps, helps our company recruit, helps us build a sales team. It helps our sales team get affirmation that their company they’re working for is doing great things, right? So they want to know they’re part of something bigger than themselves. A lot of the sales guys don’t want to, they want to compete against other roofers to, so if I close to all these other guys, excuse me, we’ve got a hundred sales, you’ll probably was five for yourself, sales reps, roofs, and the other 95 are like, hey, you didn’t share my roof. I’m going to put my roof’s on Facebook. It starts, if we have a culture, well I’m on Facebook, I’m working on it.

Speaker 3: (16:35)
So how do, how do you, how do you, have you seen the results of like being almost like over the top on Facebook? You know, and I don’t think

Speaker 4: (16:43)
there is a thing is over. I don’t think it was either dislike or unlock. Not only see down volume, but it doesn’t, it doesn’t hurt my feelings. You, sorry I posted too many risks. But how does that help with customers? Let’s go to the customer out and then we’re going to, so when I started doing, I, you know, I started kind of having people fall out and like, oh my guys for your February, stop posting that. And then now, you know, right now, so people aren’t talking about that with my traffic and it’s not going to happen.

Speaker 4: (17:16)
um, so, you know, my thing was, is that I started posting for just, I kinda liked the photography side of it, you know, and so the pictures just kind of started happening and I started realizing that the interesting ones would gain traction and get comments and links and you know, discussions going and all that stuff. And so it just kind of started snowballing. Um, but when I started putting more jobs in, you know, my customers, I’ve got a lot of customers or pending or future customers, past customers, friends of customers and the, the whole links of everything that watch

Speaker 5: (17:50)
my day to day. And so when the need comes up, I have automatic network that comes, yes, storm hits. I already know what to expect. They know what’s going to happen. They know I’m going to show up and I’m going to do the inspection. They know I’m going to take care of anything that needs to be covered. They know when to walk them through the process and know that my crew’s going to come in and make it look easy sometimes, you know? Um, and we’re going to put on better quality. We’re gonna, we’re gonna go through there. So the customer base sees all that. The other side of it was the development of my pure base. And that was really the, you know, that was cool because it’s like, you know, when you, you get an kind of a, not a gratification but like a reassurance that you’re doing what you should be doing.

Speaker 5: (18:33)
So it’s like you create this network that automatically feed you every day. And so it’s like, I was focused on the customer side of it at first, and so I was like, let me try this. Let me see if this age of technology is gonna work. You know? And apparently people were watching so I’ll keep going. Um, but as I started getting the confidence with my peers, that’s where I really started learning. I mean, I learned a lot about the industry, just, just on social media and interacting with people. People call me all the time. My numbers all over my Facebook page. You can go back on my newsfeed and find my number and just call me anytime

Speaker 4: (19:07)
in front of customers on Facebook. What was the original goal? Right there was the original thought process until you started seeing how we were building a culture behind it. We’re getting getting customers on Facebook. Y’All off from the North Texas area. This is my hometown. My stomping grounds of you up.

Speaker 5: (19:24)
I’m actually from Allen. We, yeah, go ahead. Yes. So um,

Speaker 4: (19:29)
you know, obviously I have a bunch of what Facebook was originally created for. It was for friendships, right? You can follow your friends, you follow any people from your past and I don’t think any of them, no, don’t know what I do for a living or I can go on there. I don’t know what they do for a living. They post their kids the most of their food, their clothes, which is great, right? But I started posting pictures of roof. If a friend from high school and you’d have needs a roof, they noticed that guy that saves posting. They know that guy that always was mixing the roofs. Right. So that’s how you get customers is through Facebook. You know on the, on the micro scale, on a macro scale and as he was sitting in the green room we have techniques we use for media buys, for actual commercials, for lead funnels, stuff like that. But as far as organically on Facebook it’s just through friends and everybody sort of constantly posting roofs. Everyone knows I’m a referring. Yeah cause most people

Speaker 5: (20:15)
really growing. Yeah I was going to say like that’s the thing. I don’t think people realize it’s like it may not be the friend that buys but it’s the friend’s friend had like five degrees of separation. I’ve had somebody call me like, so I saw this post on my uncle, he called, said the neighbor had a son that was a roofer and he’s working for this other company now and the larger we girl those are with are

Speaker 4: (20:35)
those the more likes we get on a phone, a page and someone posts on that, like say say a friend from high school posts on her. Her uncle may see that post because she commented on it may say, Hey, your niece posted on this page or liked this page. And that’s why you get more degrees of separation. And also the more we scale, those likes to scale them, number of years, the scale, you know, all of that creates those algorithms that come out of larger degrees of separation to get organic growth. For customers that are listening or watching this,

Speaker 3: (21:04)
I would invite you guys to say, how can I leverage social media more to help supplement the doors? You know, how do you say, let’s play two or three the two yet. So like what you’re talking about, like where do you create, what I call is just free energy. You’re already out there, you’re already out on a roof, you’re already out of the customer. They’re already know, they have friends and it’s like why not post about it? Why not stories route? Why that’d be proud of your stores.

Speaker 4: (21:31)
Do, do, do some, do some selfies, texting, take some videos, let everybody know that’s what you do. And if they want to come recruit and build teams than recruit some guys and show them, be proud of what you do. Right. I mean, I’m proud of being a roofer. It’s a, it’s not necessarily the highest on the pecking order.

Speaker 5: (21:46)
He’s so proud of you made a crest hustle gun. Whether they got a lawyer I got to hit to get one you’re going to say, well, you know, I think even with the customer,

Speaker 4: (22:01)
what about the, the ultimate intention of you knock on that door and that person opens the door and goes

Speaker 5: (22:09)
or, or whatever, or her song, they recognize the brand because maybe they were on Facebook and that algorithm of scrolling our feed because their sister in law down the street used us as in neighbors tend to have neighbor friends on Facebook. Yeah. So you get the neighbor’s posting about you, my family seen that sign, that logo on such and such post last night. And it’s like, and it’s a subliminal knock on the door. It’s like, Hey, I’m a crest.

Speaker 3: (22:35)
Any of my guys stopped by and exactly. You know what I mean? So it’s, it’s, I, I love Kate. Let me talk about culture with taking a neighborhood by storm. This is my favorite storm chasers. They’re going to take neighborhoods by storm. So if you had a truck, I want to see a big smiley face, give it a smiley face if you have a big truck, because that is one thing about the roofing industry. I pulled her a portable, I pull, I pull into the parking lot and I’m like, wow, this is like, you know, a sales companies that like where I come from with BMWs and Audis and stuff like that. There’s some big tracks. I mean you tell them hunters and stuff, but like, dude, it was just trucks. Like there’s no other thing, blood trucks. But like what I thought was cool was how wrapped they were. How um, and then you took that picture of that neighborhood where seven trucks on could crest razor of fricking trailer. I mean, I’m like, holy cow. But like, um, so what, like tell us about kind of your philosophy behind this whole tape, neighborhood by storm and how that’s benefited you guys.

Speaker 4: (23:32)
The, the hardest decision that I’ve seen the customers have is choosing who use. And at the end of the day, thousands of roofers, you go out in the same neighborhoods. It’s not a secret where the damages, they can find it in 24 and

Speaker 5: (23:46)
they all go beating on these doors and they go through the same pitch and it’s the same thing every day. It’s groundhog day. It’s just they’re standing at the door listening to the same guy, run, run through the deal, um, who, if we hit the doors a little bit more originally and we go with as a team than they don’t just see one individual with a brand on their shirt. They see a team interacting as a team.

Speaker 4: (24:08)
Yeah, we’d like to go on with the energy. I don’t know. We do a lot of your triangle. We love what you do. But if you saw us the day after the storm, we don’t know the bell’s going along. Who’s going? We’re not, we’re not lazy roofers. We’re not just taking Saturday off. No, it’s pouring down rain outside here in Dallas. So tomorrow and Sunday we have a, we have a blitz, we call them blood, so we have blitzed planned, we’ve got a 53 foot RV and you’ve seen the trucks there. They’re big trucks. So we’re going to have probably 1520 trucks in the neighborhood and you’re 2030 40 canvassers out and there’s an 800 houses in the neighborhood. We’re going to hit every single one of them tomorrow. And that energy, they get that that neighborhood gets when they new opened the door to talk to a roofer and there’s three roofers on roofs across the street. You can reference the sats.

Speaker 5: (24:48)
You yelled out or they’re already on the roof talking to Ms. Johnson, you know,

Speaker 3: (24:52)
it was great. And then another by himself.

Speaker 5: (24:56)
Oh, they’re driving through and they’re just like] street and they’re like, oh no.

Speaker 3: (25:02)
Oh, welcome to part of Charlie deliverables in next door. That’s such a cool strategy because you know your dudes like even for the knockers, they’re kind of like, man, I don’t know if any. It is like they’re all knocking. I should be knocking.

Speaker 4: (25:19)
Yeah, it’s accountability. Accountability is just showing us how we can take that to the next level. But, um, that’s what we’ve done in the past. We want to be like the culture. We bring that high energy. We’ve got a UTV that’s wrapped in some flags. Play some Christmas. We have a rap song first. The rap song.

Speaker 3: (25:39)
Well can you wrap it up? I can’t wrap it. play this. I want to hear this rap song. Go find it on. Zach sent home. I turned my phone off. Turning on. Okay. You’re good enough for it. So let me, let me ask you this. What, um, what do you do while this turning on? What do you do when there’s other roofers and when you are the fifth guy and you haven’t taken it by storm, because I think I get that question a lot. Or you’re the, you know, everybody’s out there. They’re going to get this. Oh, you’re the fifth alarm dude. You’re the third pest guy. You’re the 10th Solar Guy, you’re the 50th roof.

Speaker 5: (26:14)
Oh, there’s some can lead with, hey, let me guess I’m number 15 and they’re laughing. It’s like, okay, well it’s obviously somebody you know you’ve got eight people have looked at your roof. Somebody hasn’t done their job well enough because you’re still looking. So what is it that you’re still looking for? Other eight people didn’t give you that you need to know so that you can get this fixed. Because I can tell that it’s done. I drive a nine foot truck, I can see,

Speaker 3: (26:44)
you know, so I was on your neighbor’s roof behind you. I can see your house, I, and it has the same deal. So what did they not do for you that I need to do? That’s, so what did they, yeah, what were they missing? What are the mess like, you know, you’re going to do this, you know you need it. And I think that works with any product. It’s like, you know, you have bugs, you know you’re going to get a system anyway. Like one day, you know everyone’s going to go solar. Do you know that you’re going to where you’re watching TV in the first place, you already are paying for TV, you know, whatever it is. And it’s like, what was it that didn’t phones coming on? It didn’t, whatever. Right. Just to tell us. I want to hear this. Uh, yeah. Let’s do this rap battle like this. If you want to hear their crest rap song,

Speaker 6: (27:25)
then you talk about culture we got to link with can drop and here’s the audio.

Speaker 3: (27:30)
Yeah, I want to hear this. I want to hear this wraps. I am, but it kind of close to this so we can,

Speaker 6: (27:34)
okay. This is fun. This is our, this is version one listened to us. We got too old. Did, uh, did. What is asthma? Is this you meant? Yes. I know, right? I’ll send it to you. I want to see some video in your environment. In the craft, right? Where’s your bracelet? You got that bracelet? So I want to, I want to see a video. You tag me in the video. You were back home. I was missing bracelets or free Nelson. George, if you’re listening, as we refine this, I want to hear the best. I want to hear other people make rap songs like, yeah, where’s your rap song at? Where’s your rapper’s rap saying crazy shit. Here. I’m gonna send this to you, right. You talked earlier and I was impressed with him. The

Speaker 3: (28:39)
culture from a solo, some of the door to door guys. Yeah, I want to hear, okay, so I want to keep going on some podcasts. Things are kind of fun. I know they’re fun. So first the stars time. I’ve done one of these guys. So now what we need, so I want to keep diving into culture a little bit. So that was back off. Turn it back up. So if you’re listening to this, this is all about culture, right? So basically when you, how do you start a culture? Let’s see. Like when you first started, it wasn’t like there was some crust culture. Sure. So like I’m, let’s call me a little guy. I’m the little combat, I’m a little team. I’ve got three or four guys cause I’m sure he started small. Right. What were the simple steps you took to develop culture? Sure. Identifying core values. Okay, sure. Right. You have identify what you want that to be. It’s hard for me to, I can tell you what Michael O’reilly’s. Um, but everyone’s going to have their own core values. Positivities first and foremost for us, we don’t do negative negativity. We like everyone to be positive. Sure. We have problems right when we saw him in a positive way. Right. Do that, do that first. Teamwork. The dream work is another one of

Speaker 4: (29:42)
our core values. Uh, working as a team, never being afraid of, I’m trying to try to ask him to split commissions or do this other crap. We need help. We help others. And it started from the top right. I go out as the CEO if you don’t have to do sort of that are coming out there though that or I’ll do the inspection, signed the deal for you, hand it to you, walk you through the whole process. Um, the team started doing that for each other and even as a small group, we started helping each other in a small group and as the team got bigger, others would join and they’ll follow. Right. If, if, if, if the other 20 people that are already in the company are all helping each other, this guy’s not gonna. No, I don’t do that. I don’t get paid commission while the other 20.

Speaker 4: (30:16)
I’ll help each other. Eventually the, the molds going to help itself, but it starts at the beginning. It starts with leadership. Um, if you don’t have, if you don’t have a core structure, like a core, the core values of positivity to helping others and teamwork, then you’re not going to get what you wanted. The loudest person in your company is going to create the culture. If you don’t set that intentionally, right? If you don’t intentionally create a culture, the most vocal person in your company, we’ll set the culture fit right? You, you want it to be the leader. So as the leader you want, you want to call out negativity is what we do, right? We will. Negativity or positivity, I’m sorry, positivity, teamwork and helping others are our three core values. Integrity before profits. Our mission statement, and we live that and we call people out on that, right?

Speaker 4: (31:00)
If you come in, if we you have or how you’re doing today, if you say you’re having a good day, we’re going to jump on you. So it was to take, to go from good to great in this company, right? We want you to come in and have a great day every day. At least trick your mind into having a great day, right? It’s all mental, so of course we all have bad days, but you can’t just don’t show it. You’re not in the Donald, the workplace, right? We, this is a positive atmosphere. We want positivity in my workplace and everyone, and I feel like our employees come here to get that right. They get negativity. How they get, you know, if you’re depressed until they can come to work and have a good time, they know they’re going to come in, they’re going to have the energy in the workplace and then let them stay here longer.

Speaker 4: (31:34)
They work harder, they’re more productive, they enjoy their job, right? All of those things are, are, are important to us and that’s how we did it. Or you can, you can do, like I said, some people have different values but that’s what, that’s what our values are. I think it’d be doing to, to reiterate that, but it’s like get with their leadership core like the CEO and whenever this started that knows as well. Yeah, exactly. Let’s say what are our core values from, what are we going to do to intentionally make these core values for others? How are we going to hold them accountable? Not Positive and negative. We hold people accountable to being positive in the office. Like we will call you out and now once you do that, the first you said there was three of us, right? We are positive when we call it the third guy and every time I was negative he started being positive.

Speaker 4: (32:16)
When there was a fourth guy, he would start calling out a guy because he got caught out a bunch and he was like, well, he used to get called on, I got, so I’m going to call them out. So now the whole team, like now there’s, now there’s 10 of us or the 11th guy comes in, you don’t have to teach the 11th guy. The other 10 people are going to teach that 11th guy. And then the, now the 12th guy comes. We’ll just stay love with guys who can jump on the next thing you know you’ve built, you’ve built a court. I love, it’s something that you have to do in the company and you have to do it intentionally, in my opinion, something he did very well from outside looking in as they were developed, how business partners will make the big role.

Speaker 4: (32:47)
And I know there’s no slogan graphs. It was an f, it’s an infectious, um, vinyl, you know, um, when, when you build the right system and the foundation if you will, and things work well, it attracts people. We work in a very stressful environment. Our workload is extreme. And when you can simplify that for people and you can make it fun and inviting and positive and knowings are extremely good, anyone in the company will pick the ball up for you if you ask them to not just say we’re behind in supplements. If anyone else on the team, those that arise. So all of more raise their hand to be like, I’ve got a free second. Come over here, I’ll write this up. Yeah. If we’re doing production and production is backed up and maybe you need a, you need a sub or anyone in the room come to come to you, introduce your schedule it for you and help you walk you through that process. Um, but that’s, that’s all started cause when they come in and they see the whole group was doing it right, that’s always been the whole group thing. So

Speaker 3: (33:43)
I love it. I love that. So starts with just kind of duplicating the culture that supports making sure oyster that to be part of, it’s making that new guy. Make sure these on your culture level and then he’ll, he’ll, he’ll hold the next guy accountable. And the group just always then interest. It’s like sourdough bread. Yeah, but what do you feel, so this is, this is going to happen. I don’t care what sales company you’re at, what do you do with the bad apple? There’s just like fighting the ground. Like how do you handle the, it’s not fitting on one was going to call him out. Um, we don’t, we don’t like to use the word fire. We don’t like to fire anybody.

Speaker 4: (34:21)
Do we want to help people? Right? I mean, if you’re not helping somebody by cutting him loose, I think most people can see the value in it. It can show them if you can prove someone, a successful model works right, they’re going to keep, they can be hard nosed all they want, but eventually they’re going to give the for not being successful in their model. And I can show him that this model of being positive and being more successful with more suggestible, we’d like to work one on one of them. There have been some bad apples that we didn’t have to again, but it’s not usually the case. Most people, people

Speaker 3: (34:50)
will follow a successful model, not just the positive one, but if you show positivity works and positivity is happy and positive, he’s one. Yeah. There’s probably like, there’s like a barrier and it’s successful and they make money doing it. It’s, it’s not just blindly pops and gumdrops it’s like dollar bills. Do I think this, I think if it there, put it simply what you’re saying, it’s like I’m over here in my own world sucking and mating life and whatever and I’m trying to be successful. Yeah. My path, right. There’s a wall here and we’re over here. Yeah. There’s a bunch of people over here successful. It’s like, Geez man, like just come over the wall man. It’s like, you know, and I think a lot of times they just can’t even see it kind of behind the wall and we try to go over and open the door for him several times and I’m just going to cut him loose and say you didn’t fit. Exactly. We’re going try to get him over

Speaker 5: (35:37)
and I’m not, mostly it’s going to be the perfect fit for this culture, you know? Um, I wasn’t the perfect fit in the whole culture. You know? Sometimes you just got to find your right culture, you got to turn your right fist. Sure. No one, we’re going to talk about recruiting and that’s kind of how we got to, they’re like, it works like if you show your positivity and if it works because there’s a lot of people that are stuck there not just to be positive. You say your culture is meatheads and Jim Lifters, you may find a roofing sales guy that just loves to hit the with the weights and wants to come work out with you. Right. There’s different, there’s different cultures never ruined buildings, but if you, if you’re, if that’s your culture, if your old team likes to go work out together, Jim and y’all like to get up there and throw the shingles up on the roof of one arm at a time.

Speaker 5: (36:17)
Then finally other roofers and like to do that and hang out. It was him and Andy and recruit into your team. Do social media do with your culture. And I don’t necessarily know what cancers are high focus on mine and I don’t, I don’t think anyone’s the right answer. I just knew what mine is. I know my vision is and I’m going to execute. I love that. Honestly, I appreciate you guys and being on the show like this has been awesome. Like great. Two days I can go, I can go for another week. Wait, let’s ask them cell phone. So I want to hear just for elders is the first time in any environment. I’ve been out talking to people though. I’ve been enjoying it. I mean I just, I, you know, just kinda like watching them from the weekend. You know, we’ve done two big trainings.

Speaker 5: (37:00)
Like what did you guys learn from, uh, you know, the, is this last couple of days like how’d you guys, I’ll watch you interact with the team and watch the light bulbs pop off on these guys. You know, and while we’re trying to teach the model and the whole system of how they get paid and get jobs done and all that, it all starts with finding some guy that you know. So that was very important. I’m very thankful that you called and wanted to do this with us cause that was, that was something that, you know, I knew it was going to impact the team. Yeah, I was more excited about that. Then podcast during a lot of great feedback too. Yes, everyone, everyone had to pay was very low. Everyone said they’d run and I know I did. I could learn more. I do store some was followed and learned.

Speaker 5: (37:42)
It just kept yarn sales meetings different, just merging these two different fields, like what y’all doing? Door to door. Door door is a fundamentals of what it does in our, and he’s got the very unique networking marketing side of it that really didn’t exist. You know what I mean? And so the hybrid in the middle is 100% so big announcement. These guys will be speaking at DDD virtual. So we’re going to have some big guys and say, I would probably be on the big stage in 29 January, so it’ll be fun. Awesome. Basically, if you guys like this, like, uh, what’s up Cody? We’re going to see them on the big stage and we’re going to see them playing, playing, playing a big part in helping, maybe even, we’re

Speaker 3: (38:36)
going to actually just fell a little bit, me and Landon with the, uh, university of real quick. So if you guys, uh, have you guys like this, uh, share this. We love you guys and thank you guys for being on the show.

Speaker 7: (38:45)

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