$7M Landscaping Company Owner Reveals Genius Method for Closing Deals
Summary
TLDRIn this engaging transcript, the host joins Steve, owner of a multi-million dollar landscape business, for a sales meeting. Steve shares his proven 'Price, Amount, Close' system, emphasizing the importance of demonstrating value and differentiating from competitors. He details his company's unique selling points, including their commitment to quality and customer service, and the hard-won knowledge that has made them successful. The conversation also touches on the benefits of attending industry expos for business growth and employee morale. For those seeking to elevate their business, Steve offers advice through his company PMS on Instagram.
Takeaways
- 🚚 The speaker is joining Steve, who owns a successful landscape business worth seven million dollars, and they are discussing sales strategies.
- 📞 Steve shares his sales tips and emphasizes the importance of a structured sales meeting, which they hold once a week on Tuesdays at 5:30 a.m. for two hours.
- 🔑 The sales approach they use is 'Price, Amount, Close', focusing on demonstrating the value of their services and differentiating from competitors.
- 🛠️ Steve has developed a comprehensive sales system, including a slideshow on an iPad, which covers topics like reputation, guarantees, warranties, and avoiding costly mistakes.
- 🏗️ The script highlights the importance of quality in construction, with Steve explaining the technical details of building a patio, such as using geo ties and proper drainage systems.
- 💼 Steve's experience and knowledge in the industry are evident, as he discusses the pitfalls of poor construction practices and how he learned from past mistakes.
- 📈 The speaker suggests that attending the Equip Expo can be beneficial for business owners, as it offers new tools and equipment to improve their work and boost company morale.
- 🤝 Steve's commitment to his employees is clear, as he emphasizes the importance of investing in the company and the team to ensure high-quality work and customer satisfaction.
- 📈 The speaker encourages others to reach out to Steve for advice on growing their businesses, highlighting Steve's success in building his company from the ground up.
- 📱 Steve can be contacted on Instagram for advice, and the speaker promises that attending one of his sales training sessions can be life-changing.
- 🚴♂️ The conversation ends with a light-hearted anecdote about Steve buying a high-quality mountain bike for a fraction of its original price, showing his savvy nature.
Q & A
What is the value of the landscape business owned by the person mentioned in the script?
-The landscape business is valued at seven million dollars.
What is the name of the company that the person in the script is associated with?
-The company's name is PMS, as mentioned in the script.
What is the typical time and duration of the sales meetings in the company?
-The sales meetings occur once a week on Tuesdays, starting at 5:30 a.m. and lasting for two hours.
What sales approach does the company follow, as described in the script?
-The company follows a sales approach called 'price amount close,' emphasizing the value of their service and differentiating from competitors.
How does the company present their sales pitch to clients?
-They use a slideshow on an iPad that covers various aspects such as reputation, guarantees, and the importance of hiring the right contractors.
What is the significance of the '5:30 a.m.' sales meeting time mentioned in the script?
-The early morning meeting time is chosen because it is quiet, allowing for better focus and absorption of information in a theta brain state.
What is the importance of the 'School of Hard Knocks' in the context of the script?
-The 'School of Hard Knocks' refers to the learning through failures and tough experiences that the person has undergone to build their business knowledge and expertise.
What is the main reason for attending the equip Expo as suggested in the script?
-Attending the equip Expo is suggested to learn new ways to improve job efficiency and to boost company morale by investing back into the company.
How does the script describe the company's approach to building a quality patio?
-The company focuses on reverse engineering and understanding common failures, then overbuilding with proper support, geo ties, and stress relief to ensure quality and longevity.
What is the role of the sales training mentioned in the script?
-The sales training is meant to provide insights and strategies that can help attendees take their businesses to the next level, building a multiple six or seven-figure business.
How can someone reach out to the company for advice or sales training?
-Interested individuals can reach out through PMS on Instagram or visit their website weretheguys.com for more information on sales training and company advice.
Outlines
📈 Business Growth and Sales Strategies
In this paragraph, the speaker joins Steve, who owns a multimillion-dollar landscape business, to discuss sales tips. Steve shares insights about his company's weekly sales meetings held every Tuesday at 5:30 a.m., focusing on the 'Price, Amount, Close' approach to sales. The process involves presenting a slideshow to clients, emphasizing the company's value proposition, reputation, and the importance of quality in their work. Steve also discusses the technical aspects of their installations, such as avoiding slag sand and implementing proper water mitigation techniques. The speaker expresses admiration for Steve's deep commitment and expertise in his field, which has been built over 25 years, including a period of economic downturn. The importance of understanding and communicating the value of the investment to clients is highlighted, as well as the company's focus on quality and customer experience.
🚴♂️ Personal Growth and Industry Insights
The second paragraph shifts focus to personal growth and industry insights. The speaker reflects on the importance of learning from failures and hard knocks, as exemplified by Steve's journey in building his business. The conversation also touches on the value of attending industry expos like the Equip Expo, which can improve job efficiency, boost company morale, and demonstrate commitment to employees. The speaker invites viewers to connect with Steve for advice on growing their businesses, promoting his Instagram handle and website. The paragraph concludes with a light-hearted anecdote about Steve purchasing a high-end mountain bike, showcasing his success and the speaker's admiration for his achievements.
Mindmap
Keywords
💡Landscape Business
💡Sales Tips
💡Sales Meetings
💡Value Proposition
💡Price Amount Close
💡Selling System
💡iPad
💡Quality
💡Experience
💡Equip Expo
💡Investing Back
Highlights
Introduction to Steve, owner of a seven million dollar landscape business, discussing sales tips.
Steve's sales meeting routine: Weekly on Tuesdays at 5:30 a.m. for two hours.
Sales system explanation: Price, Amount, Close method focusing on value and differentiation.
Use of a slideshow on an iPad to demonstrate the company's value proposition to clients.
Importance of showcasing the company's reputation, guarantee, and unique selling points.
Avoiding costly mistakes by hiring the wrong contractors and the impact of slag in the industry.
Steve's personal experience and the value of hard-earned knowledge in the landscape business.
The significance of building a quality patio and the importance of load support and geo ties.
Steve's approach to overbuilding to ensure the longevity and stability of patios.
Innovative water mitigation techniques to prevent wall pressure and ensure proper drainage.
The client's investment not just in the patio but in the company and its people.
Commitment to quality and the experience of the builders who are experts in their field.
Steve's personal journey from zero to a successful business, including overcoming the 2008 economic crisis.
The importance of investing in the company and the benefits for employees and morale.
Advice for business growth and reaching out to Steve for guidance on building a successful company.
The value of attending the Equip Expo for learning new tools, equipment, and improving job efficiency.
Steve's personal anecdote about purchasing a high-quality mountain bike for a fraction of the cost.
Transcripts
so I'm hopping in the truck right now
this guy owns a seven million dollar
landscape business Steve to hunt PMS
we're the guys what up bro how are you
bro
good to see you oh
you like being on it you're gonna give
us some sales tips man okay I'm not
doing quotes you're all doing quotes we
just met up real quick and when I'm on
the phone with Steve and he's literally
ran me through some sales stuff in my
business blows my mind some of the stuff
he talks about first I want to say how
often do you have sales meetings in your
company and what is some of the stuff
you go over and where like have you
created a selling system that you guys
do the same thing every time and you
tweak it can you talk about that for a
minute sure so once a week on Tuesday so
I hope hope to see you there tomorrow
one time 5 30 a.m 5 30 5 30 a.m We go
for two hours and what we do is it's
called price amount close so you have to
give them the price the amount and then
you try to close the deal and it's all
about value so you have to show your
client the value of what you're doing
what is different about you than
everybody else and how long you've been
around and how you're going to back it
up our system I'll pull up right now
just to give you a quick
oh that's sweet
so here's our little system so oh so
you've created a whole slideshow that
you show the clients on a straight up
iPad correct so this goes through the
tough choice what to look for our
reputation how much did you plan to pay
what's the difference between a
guarantee and a warranty is
exclusive guarantee How We Do It
how you know who you're working with
trust and then avoiding costly
maintenance and Repairs by hiring the
wrong contractors
what slag does which in our industry
especially in Michigan it's a iron ore
byproduct that just corrodes the pavers
destroys them should not put anything on
slag sand the way we install
water mitigation big thing with building
we go through all this
and that's how we start so we have to
know these Pages they roughly take about
45 minutes to go through with the client
there then we ask for the business
because we know we're the most qualified
we know that we're going to do the best
job and we ask for the business because
you built your business from the ground
up over 25 years you started with
nothing nothing and back in 2008 you
whenever the economy was falling apart
you went all the way down and built it
back up again correct 2011 I lost
everything did not go bankrupt but I got
crushed took me about four years to come
back work for free so when you speak to
a client and you train your sales guys
to speak you have so much knowledge and
authority and because you've made the
mistakes and you like you know exactly
what goes into your building a quality
patio what is the importance of having
the highest quality so when you speak
what you're talking about like is it's
the real deal
versus somebody who can't sleep at night
after a year or two because they're
afraid what if we didn't make the base
deep enough if we didn't make the what
if the water is draining the wrong way
like what are all these things that you
know what I'm saying it's just
experience so it really it's when we
started and I started I just started
removing patios taking them apart seeing
why they failed and every single time it
was almost the same thing it was load
support grid there wasn't Geo ties there
were slag sand which slag essentially
swells every time it gets wet and gets
Frozen and then it pushes the walls over
so we reverse engineered how to build a
patio so we watched the way it was built
improperly and then we wanted to over
build so we'll for instance when we're
burying a block we'll bury two block
we'll type we'll do geo tie backs to
hold that wall into place and make it
homogeneous so that way the weight of
the patio is pulling the wall in and
then we have stress relief where you
have hydrostatic pressure pipes that go
around we call them obviously just drain
tile and then we have ports that exit so
when water moves up the wall it's not
putting pressure on the wall it's able
to escape that wall just like you do
with your basement
so and you're expressing all of that to
the client oh they see it all we go
through every way we're going to build
it because we want people to know where
their money's going it's not just hey
this is here's the price here's your
brick we want you to know what you're
investing and you're not just investing
in your patio you're investing in our
company and our company invests in the
people that we work with so the people
that are actually building your patio
are going to give you an experience
unlike any other company they're going
to care about it more than most owners
care about it because not only do that's
all they do and they're hyper focused on
building they're the best at it so they
catch things on the field and say we're
going to need another two pallets of old
wall because it's Clay so we're gonna
have to bury this this block deeper to
make sure this thing does not fail see
I'll see how committed and deeply
invested this guy is in his business so
if people want to take their business to
the next level where can they get some
of this training some of this knowledge
so they can step up their game build a
multiple six or seven figure business
and
I mean I would go to you first to be
honest I mean I have a startup guys yeah
you're zero to 100K but you've helped me
take my business to the next level I
don't do a lot of training but um you
can always reach out at PMS uh on
Instagram PMS were the guys if you have
if you want any advice on building your
company
um I don't really do very much no I'm
not I'm not well what I mean is like did
you learn all this stuff School Hard
Knocks it's all School of Hard Knocks
yeah I got I got destroyed on every
single thing I did anything that I've
learned is because I failed at it
everything I I had to learn every single
thing the hard way everything yeah okay
equip Expo yes I love the Equifax you
were there last year you you brought
your crew with you you guys saw all the
new tools and equipment why should
somebody go to the equip Expo
number one the equip Expo is gonna show
you ways to do your job better it's
gonna build morale because you're
investing back in your company so you're
going to take that money that you make
instead of putting it in your pocket
you're gonna put it into the company to
make your guys that are building this
job their lives are going to be easier
when their lives are easier they're
going to be able to think more not just
with their backs with their heads to
build this better the morale of your
company is going to boost by tenfold
because they're going to see that you're
committed to them and when you commit to
your guys your company's going all the
way no matter what this is all the way
bro thanks so much Steve dehat PMS
weretheguys.com I'll put us Instagram
below you can take a look at some of the
reels and some of the work they do it's
absolutely beautiful and I want to check
out your sales training yeah tomorrow
I'd love to have you do 5 30 in the
morning yes please I I promise you if
you come to just one it will change your
life you will see that 5 30 in the
morning you just awoke so you're in
Theta brain State you're not going to be
all revved up phone calls it's quiet and
you're there and you're going to be able
to listen and take what the information
that you're receiving and you're going
to be able to implement it because
you're going to hear it you're going to
feel it you're going to write it down
and you're going to be able to go out
and apply it pretty quickly Perfect all
right bro I'll be there
thanks man
look what we got here Steve de hunt in
the house what's up bro how are you the
brick paving master I wouldn't say that
yeah bro
you just bought a three thousand dollar
mountain bike I just bought yours for a
hundred bucks this is all I need I was
in the market for a mountain bike three
grand why would cause I'm a lunatic dude
let me try this dude it feels so direct
it's this is like the BMW of mountain
bikes bro
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