Jason Phillips: [00:00:00] Welcome to the Contractor Freedom Podcast. I'm your host, Jason Phillips. This show exists to help small business owners like you escape the tyranny of Contractor Freedom and enter the bliss of Contractor Freedom so you can have the Time, Money, and Freedom to Live Your Life With Purpose Beyond Your Business.

As a certified human behavior consultant in DISC personality styles and motivators, I'll be sharing with you skills for life, love, leadership, and business. I'll also be connecting you with experts that can help you scale your business and your life. So if you want to build the business and life of your dreams, then you are in the right place.

Let's go.

Jason Phillips: Hello Contractors, we've got a great episode for you today. I have with me today Mr. Joe Covarrubias. He is the, the shy, quiet type. No, for those of you that know Joe, no, he's not the shy, quiet type. Joe's our VP and he has been, training the salespeople at our home improvement company for, I [00:01:00] think, eight years now.

Eight years. And so we're going to learn some insights from Joe so that you can take your sales organization to higher levels. Hey Joe, welcome to the show today.

Joe Covarrubias: Thank you so much. I'm excited to be here. I always love Visiting with you on a different level other than a boss employee relationship.

I love just sharing and chatting. So thank you for having me.

Jason Phillips: I'm glad you were able to take some time out of VP prison. No. So you've, you know, you've trained quite a few salespeople. And the reason we're doing this episode today is because so many of our business owner friends.

are at the place where they've hired their first salesperson and the new salesperson for whatever reason can't seem to close the deal like the business owner. And I thought we might diagnose for them some possible things of what could be going on. So, you know, what would be the first thing, you know, if a guy comes in, Hey Joe, my new salesperson, he's not closing deals like I was.

Can you help me diagnose it? You know, what's the first thing you would look at?

Joe Covarrubias: Well, the first thing I would look at [00:02:00] is, you know, I've been real fortunate to kind of go on this journey with you of the behavior profiles. And when I first started as a sales manager here at Phillips, I didn't have, I wasn't as educated as I was, and I was just hiring guys who had the gift of gap, you know, just sales guys, right?

But as I've been along on this journey with you, With regard to behavior profile, that'd be the first question I ask. What is this guy's, is he in a seat that, is he in the right seat? I mean, be great guy. He may be a, his, it is this profile may be a sales profile, but it could be a long sales cycle. There's different sales.

And here at Philips, you know, we work, we try to nurture a one call close environment. And there's a certain profile that. That does that. So if they're not closing OTS on the spot, that's probably the first place up.

Jason Phillips: Is the personality profile. Interesting. Something near and dear to my heart. Yeah, exactly.

You know, it makes me think about if we look at external things and we look at like sports. Right. You know, there's a typical physique of someone who's winning medals in swimming.

Joe Covarrubias: Right.

Jason Phillips: And [00:03:00] you know, from their height, their leg length versus their upper body length. And then their lungs. This is the same thing for like marathon runners.

Sure. And let's say basketball players or sumo wrestlers or boxers. Right. Or it's like in any professional sport for, let's say individual sports for now, there are. Some typical physiques or body makeups that put you at an advantage automatically. The other guys can still outwork you and work harder than you, but there's things that give you the edge.

And it's kind of like that, it's like personalities. And you know, I'll never forget when one of the times that this really hit me. Hit home to me was when we were initially teaching the team how to knock on the door and, you know, and our, one of the things we want to do is we show up with a clipboard with our paper, right?

And it's got, you know, it's got both property owners on it, typically a husband and a wife, and we don't know who's answering the door. But in a scenario, you know, if the husband answers the door and our paperwork says that we're supposed to meet with [00:04:00] John and Jane, then we need to, you know, say, well, Hey, Mr.

Krubitsch, I see I'm supposed to be meeting with a you and Jane, is Jane available? And that question, when I was working with people that had the wrong personality style, that question scared the crap out of them.

Joe Covarrubias: It can, it, if you don't have the right profile, it can be uncomfortable.

Jason Phillips: But it's such a simple.

Joe Covarrubias: It's simple, you know, with a with ourselves, there's a series of what we call soft. And every, in our last, at our last boot camp that we had here, that you guys were at the boot camp, you remember us talking about trying to get three yards at a time, and, or three and a half yards at a time.

And throughout the sales, at the end of each, let's just call it a step, there's a soft close, and that's your three yards. And your first soft close is getting both people at the table. That's their full focus of all owners. That's the first soft close and if you start your appointment or you start your set off or whatever you call it, without being able to get that first commitment, the other six commitments are gonna be really tough.

Because at the end, you're [00:05:00] gonna ask them to get on your schedule. And if you can't ask for the for the second party, it's going to be real hard to ask for a 40, 000 interior, you know? Yeah,

Jason Phillips: exactly. So, you know, you've hit on something else, is if we don't line up a great appointment, if we can't get there, if we can't get their focus, the kids are running around, or they're distracted by taking, you know, their animal, or a phone call.

If we can't have their focus, it's going to be hard to get any commitments to get the project done, to trust us, to want it our way. You know, our value, all of that.

Joe Covarrubias: It is, and you know, the beautiful thing about, you know, our workflow here at Phillips is, which you quoted it today to the leadership team, it's reinforcement.

You know, we start that process of getting both parties there as soon as the customer calls in. And by the time we knock on the door, whether it's that day, many times it's the same day, which guys prefer because they're ready to buy if it's a same day appointment. We reinforce that importance. The importance of having all parties.

Jason Phillips: So what, Joe, what are some, let's say you hire a sales guy and we're in this plays into the, why your new [00:06:00] guy isn't closing like he should. What are some telltale signs on day one or week one that this guy or gal really, we're not, we say salesmen, but saleswomen do really well in this industry as well.

What are some early warning signs that you shouldn't ignore? Okay.

Joe Covarrubias: I do things, I probably do things a little bit. It may be, and it may come across as harsh. What I do is when I feel like I have a strong candidate to join the superstars here at Philips, I invite them on Friday to come in. That's our, that's a sales meeting day right now.

And to just join the sales meeting, help the guys. At that Friday meeting, I introduce them to their first script, that doorknock. And I go over the script with them. I actually let them video me. I have them record me, and basically what I tell them is to learn it on Friday, love it on Saturday, and be able to live it on Sunday.

Because I'm not teaching them a task, I'm teaching them a way of life throughout their career here at Phillips. And I tell them they have until 9 o'clock Monday morning. They're welcome to call [00:07:00] me over the weekend. They're welcome to, and I remember they're walking away with a video recording in the actual script.

There have been a number of times where I've let the candidate go at nine o'clock because he did not study the script. It may seem a little harsh, but you know, right, right now, I think the last Facebook live we did, we talked about the cost per lead in those assets. You know, before we start sinking 1, 000 1, 500 a day in these candidates, we have to know they're going to do the homework.

First sign. If they don't get that first script over the weekend.

Jason Phillips: Will they put in the work?

Joe Covarrubias: Will they

Jason Phillips: put in the work. So, Joe, are you giving them like a whole book? Tell everybody, I know what you're giving them but, I mean, are you giving them a whole script book? What, how big is this? I'm

Joe Covarrubias: giving one, I should count the words, I don't know.

It's like 10 sentences. Yeah, it's just 10 sentences. The purpose of that script is basically to get the prospect's time and attention. Yeah. That's all we're trying to do.

Jason Phillips: So, so you're saying that if a guy shows up and he hasn't given it the effort over the weekend at 9 o'clock, you're cutting him loose.

Because if he's I pay hi...