The Power of Constraint: Why Less Marketing Works Better with Tyler Blankenship

Summary

Episode Overview

Podcast: Grow Your Local Business
Episode: The Power of Constraint: Why Less Marketing Works Better with Tyler Blankenship
Host: Leslie Presnall
Guest: Tyler Blankenship
Release Date: January 27, 2026

This episode explores how constraint and simplification in marketing can lead to greater business growth, confidence, and fulfillment. Tyler Blankenship, a technology contractor, joins host Leslie Presnall to share his journey from "panic marketing" and feeling stuck to steady business growth. They break down the mindset shifts and practical actions that helped Tyler achieve his best results yet, focusing on the power of doing less—but better—in your local marketing.

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Key Discussion Points & Insights

Tyler’s Starting Point: Overwhelm and Panic Marketing

• Empty Calendar Blues: Six months ago, Tyler faced an empty client calendar and was taking on any and every job, feeling desperate and overwhelmed.
  • "I was filling the days, really. I wasn't thinking about what needed to happen. I was like, 'I gotta do all this stuff, and this is what it takes.'" (Tyler, 05:58)
• Hamster Wheel of Tactics: Attempted a laundry list of tactics—posting on all platforms, cold calls, paid ads, blogs, outreach, and even gig work—without sustained results.
  • "I tried to make a list, but I stopped when the list got too long." (Tyler, 05:41)

The Mindset Shift: Realizing He Wasn't Alone

• Seeing Himself in Others: During an Academy group call, Tyler recognized his own struggles in another business owner and realized the importance of self-compassion.
  • "I was listening to her...and I realized I was saying all the same things that she was saying. That was the look on my face." (Tyler, 01:08)
  • "I need to be the one saying, you know, you're doing great. Don't worry about it. Don't, like, beat yourself up." (Tyler, 01:28)
• Loneliness in Entrepreneurship: The value of community and sharing struggles.
  • "Just listening to other people talk about how they're also struggling...just makes it so much less lonely." (Tyler, 01:51)

Embracing Constraint: The Power of Doing Less

• Local Marketing Plan: Leslie guides Tyler to focus on a handful of marketing activities and commit to six months of consistent effort, breaking the cycle of constant switching.
  • "We really constrain down your marketing and...create what I call your local marketing plan...just get really good at [a few] over a six-month period." (Leslie, 08:03)
  • "I picked five or six things...and I was like, these are the things I'm gonna do every week or every month...I'm gonna stick to it." (Tyler, 09:17)
• Results of Narrow Focus:
  • Outreach to architects and builders led to continuing education sessions—a secret weapon that landed his biggest project ever.
  • "Even this is still too much. I'm still doing too much stuff. So I started to eliminate things." (Tyler, 10:12)
  • Peace of mind came from saying no to other opportunities. "I'm confidently going to say, I'm not going to do that." (Tyler, 10:28)

The Temptation of Instant Gratification

• Staying the Course: Tyler admits he still felt tempted to give up on strategies that didn’t yield instant results or to over-focus on a single tactic once he started seeing wins.
  • "Especially when I started to see success in one...I was like, well, I should dedicate all my time to this...But that's...not healthy either." (Tyler, 11:59)
• Embracing Incremental Progress: Recognizes that mastery comes over multiple six-month periods, not overnight.
  • "If you think about it like that, a lot of progress gets to be made over six month increments." (Leslie, 13:37)
  • "It's crazy to think that that was six months...I was panicking...now...I'm super confident." (Tyler, 13:55)

Simplifying Business Offers

• Cutting Unprofitable Work: Tyler previously offered a huge menu of services for both residential and business clients, much of it “low-hanging fruit” with low revenue.
  • "It was almost like a holdover from when I was first starting the business: I want to do whatever the market says I need to do to make money." (Tyler, 15:47)
  • "Doing the offers that are easy prevent you from learning how to sell the offers you want to sell. That was a huge like, oh, wow moment." (Tyler, 17:24)
• Saying No: Begins intentionally focusing on larger, whole home, new construction projects and letting go of one-off, smaller jobs—even if it's uncomfortable.
  • "I said no to a client the other day and I called my wife right after and I was like, I told him no. And I, I'm so happy I did." (Tyler, 19:47)
  • "Those smaller jobs were taking up that time for me to be able to...learn those skills and to find those people." (Tyler, 17:52)

Overcoming Imposter Syndrome

• Established Competition: Tyler started his business in a new area numerically dominated by long-established competitors, leading to early self-doubt.
  • "I was like, why would anybody hire me?...There's so many people here." (Tyler, 21:26)
• Abundance Mindset: Over time, direct feedback from clients and general contractors helped him see his unique value.
  • "Just because there's a company that provides those services and does a great job doesn't mean that they want to go with them every time." (Tyler, 22:10)
  • "There's plenty of people out there who need products and services. And just because someone else does it doesn't mean that you can't." (Tyler, 22:33)
  • "I beat them on that bidding war. So I think that gave me a lot of confidence." (Tyler, 24:06)

Authentic Sales & Confidence

• Selling as Service: Tyler’s confidence in selling stems from loving what he does, focusing on customer outcomes, and relating as a genuine, caring professional rather than following a script.
  • "If I can just get somebody on the phone, I can sell them." (Leslie quoting Tyler, 25:54)
  • "I love what I do...I try to get that to come across." (Tyler, 26:44)
  • "There's no, like, sales phrase...it's sort of just like almost like talking to a friend or neighbor or something." (Tyler, 28:10)
• Empathy as a Connector: Relates to client frustrations and offers real solutions.
  • "You focus on the results, like, what they're really going to feel at the end of all this and the experience they're going to have, but also it just feels like such a service for you to sell." (Leslie, 29:48)
  • "Seeing where they are and what they struggle with and trying to say, like, you know, we're going to make a big difference in your day to day life." (Tyler, 29:57)

Takeaways from the LocalPreneur Academy & Advice for Listeners

• Mindset is Everything: Tyler emphasizes that mindset, confidence, and belief in yourself and your offer are 80% of success.
  • "Mindset is a much bigger part of owning a business that you're proud of than anything else." (Tyler, 30:47)
  • "Believing in yourself and your business is 80% of building a successful business." (Tyler, 32:19)
• On Joining the Program:
  • "If you're on the fence, then you're probably already past the point of making decision. So just do it now." (Tyler, 32:35)
  • "How much would you pay to have confidence in your business?...I would absolutely do it again." (Tyler, 33:29)

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Notable Quotes & Memorable Moments

• On Self-Compassion:

  • "I need to be the one saying, you know, you're doing great. Don't worry about it. Don't, like, beat yourself up." – Tyler (01:28)

• On the Trap of Busywork:

  • "I was filling the days, really. I wasn't thinking about what needed to happen." – Tyler (05:58)

• On Embracing Fewer, High-Impact Activities:

  • "Having that hyper focus was nice...I could almost look at something like paid ads and feel, okay, that could be an opportunity at some point, but it's not something I'm looking at right now. And that peace of mind was nice." – Tyler (10:28)

• On Saying No for the First Time:

  • "I said no to a client the other day and...I'm so happy I did." – Tyler (19:47)

• On Authentic Sales:

  • "There's no, like, sales phrase...it's almost like talking to a friend or neighbor." – Tyler (28:10)

• On Mindset:

  • "Believing in yourself and your business is 80% of building a successful business." – Tyler (32:19)

• On Investing in Yourself:

  • "How much would you pay to have confidence in your business? ... I would absolutely do it again." – Tyler (33:29)

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Timestamps for Key Segments

• 00:00–01:52 – Tyler’s starting point: panic marketing, desperate for clients, and initial mindset shift
• 05:06–07:50 – The exhaustive list of marketing attempts and why none truly worked
• 08:03–10:50 – Adopting the “Local Marketing Plan” and committing to fewer, strategic activities
• 11:42–14:21 – The urge to chase instant gratification vs. the value of sticking with the plan
• 15:03–18:43 – Simplifying offers, moving away from low-value jobs to higher-ticket work
• 19:39–20:47 – Saying no to small projects and freeing up resources for better opportunities
• 21:26–25:06 – Battling imposter syndrome and developing an abundance mindset
• 25:54–30:31 – Building confidence in sales and reframing selling as service-based, authentic, and empathetic
• 30:47–33:29 – Key lessons from the Academy and advice to hesitant listeners

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How to Find Tyler

• Company: Elevate Technologies
• Website: elevatehometech.com
• Instagram & Facebook: @elevatehometech
• Service Area: Durham, North Carolina; Raleigh-Durham Research Triangle

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Final Thoughts

Tyler’s transformation illustrates the immense value of focus, mindset, and giving yourself permission to do less, but better. By simplifying both his marketing and his offers, embracing incremental mastery, and investing in support, Tyler now leads a business with confidence and clarity. This episode is a powerful reminder: for local business owners, growth comes not from doing more, but from doing the right things deeply and with belief in yourself.

Transcript

[A]

Six months ago, Tyler was staring at an empty calendar, doing panic marketing and doing as much as he could just hoping anyone would call him as a technology contractor. But today, he's booked out one month consistently for the last three to four months. He's landed his biggest project ever by 10 times. And his ultimate result is just his level of confidence he's gained in himself as a business and. And where he's taking his business. So in this episode, you're going to hear what changed for him, like, his mindset shifts and the exact moves that he made in his marketing. So, Tyler, welcome.

[B]

Thank you. I'm excited to be here.

[A]

Yeah, me too.

[B]

I've been listening to podcasts for so long, it feels weird to be a guest on here.

[A]

You know, I love it. It's going to be great. So take us to the exact moment in your business when, over the past six months, when you're like, this is actually working.

[B]

Yeah. It was actually the. The first weekly call that we had in our local Preneur Academy, and I was listening to a business owner in the academy talk about what her. What her experience is right now, that she's struggling and that she's been doing this for so long, but she's not paying herself as much as she thinks she's worth, and. And this is what's going wrong. And it's just really hard. And you could see the look on her face and what she was saying, and you could tell she was just beating herself up about it. And I was looking at her as if I was looking at myself or listening to her as if it were me, because I realized I was saying all the same things that she was saying. That was the look on my face that I probably have when I talk to my family about my business. And so I was, like, listening to her and forgiving her, like, no, you're being too hard on herself. Like, in my mind, you. You should, like, relax. It's going to be okay. Like, you're doing great. And I was like, wait, I need to be saying that to myself. I need to be the one saying, you know, you're doing great. Don't worry about it. Don't, like, beat yourself up. And so that was a huge mindset. Mindset shift that I had. I mean, really, that was, like, week one. And so I remember telling my family and friends, like, whoa, this is. This is crazy. Like, just listening to other people talk about how they're also struggling, like, just makes it so much less lonely. That it was. It was. Made a huge difference yeah.

[A]

How are you able to take that mindset shift instantly and actually implement change?

[B]

I think it was like being able to take a step back and like, one, say, stop beating yourself up. But two, like, forgive myself for like thinking that I need to, to be a certain way or achieve a certain goal and that everybody's situation is different and to say that like, you know, everything's gonna be okay. Like, you're, you've been working for a long time, you're still in business, and it's like, it's like when you're trying to climb a mountain and you're at the base of the mountain and you don't, and you look up at the top, you're like, there's a long way to go. There's no way I'm gonna get all the way up there. But then, and you realize you've hiked to the base of this mountain and that's, that's a big, that's a big thing. And so to be able to turn around and look back at that was, was huge. To be able to say like, you know, you've, you've been doing a lot of work and it's not all for not. And you, you got a ways to go, but that doesn't mean that you're not making progress.

[A]

Yeah. How long? Tell us a little bit about your business and how long you had already had your business.

[B]

So I joined midway through last year. And so at that point it was four years. I had had the business and we had just completed a move to a new area. So I basically had to like, throw away all the clients and relationships that I had back in our original area. And so that transition took a while, but it was, it was also much harder than I thought it was going to be. I knew it was going to be tough, but I mean, being seven, eight, nine months out from our move and I was still like, empty calendar, desperate for anything. Felt like, you know, I've been in this business for four years, why do I have an empty calendar? Like, this is crazy. And then you start to compare yourself to other business owners and it can be like a spiral.

[A]

Can you tell us exactly what a technology contractor is?

[B]

Yeah, that's a good question. There's a lot of different names. Some people call us like home technology integrators, but basically we do like audio, video, security, WI fi, that sort of thing for homes and businesses. We are sort of the go to one stop shop for all things technology related, usually in your house. That's mostly what we do. So when people need a home theater system or they need a camera system, security system, they can do all of that through us, so.

[A]

Good. Okay, so I know when we first started working together, you were on the hamster wheel, like, doing all the things like panic marketing, like you said, and you really had this ebb and flow of clients. Like, some week you had, some weeks, you had clients, and you would be looking at the empty calendar. Weeks would go by without any calls. But you were doing a lot in your marketing. So can you just tell us, like, all the things you were doing and trying and how that wasn't really working for you?

[B]

Yeah, yeah, I was. I tried to make a list, but I stopped when the list got too long. But I was, like, doing the. Posting videos, like, doing shorts and reels. I was doing regular social posts in addition to those, email marketing. I was cold calling local architects and builders. I was doing paid ads. I was doing blogs on my website. And then I started looking into, okay, maybe I need to get posted on, like, these thumbtack and other pages like, that. I need to do this and that, and I need to do independent contractor work, like, gig, gig work. I was even getting into that, and it was getting to the point where, like, I was so busy with doing all. All of that stuff that I. I was just. I was filling the days, really. I wasn't thinking about what needed to happen. I was like, I got to do all this stuff, and this is what it takes to. To be the business that I want to be is you got to do all these things all the time. Um, and at the same time, I was taking really small jobs, like, anything. Like, for. For most of my jobs, they're, you know, usually a whole home project, but I was taking things. Like, I would come over for 20 minutes and fix something for somebody, and that's just not. That's just not what we do. I was so desperate for anything, and I was jumping from thing to thing on. On the marketing side, like, I would try something out. I would do email marketing for a month at most. I'll send two emails. And then when the open rate's not as good as I thought, or no one emails me back, I'm like, all right, that doesn't work. And then I jump to something else. So paid ads was that way. I would run a paid ad and be like, wow, I got two phone calls, and neither of them called me back after I called them or whatever. And like, okay, paid ads don't work. And so that's. That was the Rabbit hole I was going down. Same with the posting videos. I was getting some good traction for me, but it's. I wasn't getting any calls so I stopped doing that. So at the end of the day, all those things I were doing, none of them were really successful. And so it was again like a spiraling feeling of like, why am I doing all this stuff? I'm working so hard, but nothing is working. Surely there must be something I'm not doing.

[A]

Yeah, yeah. So a plus for effort. Like your, your effort was for sure high. And that's honestly like where I find so many people. Like they come to me doing all these things. But it is that cyc of I'm starting a hundred things and it's like, I'm going to try this, but I'm only going to do it for one, two, three times maybe. And if I don't have that instant gratification, it's like I'm going to stop that and I'm going to jump to the next thing. It's like this vicious cycle that you're right. Like it does cause that spiral to happen. So one of the main things that we do inside the academy is we really constrain down your marketing and we really just simplify things and, and we create what I call your local marketing plan. And I want it to essentially be a checklist of things that like a few core things that you can just get really good at over a six month period. And it really stops people from this cycle of like start, stop, abandon, like ghosting all the things. So what did you decide to constrain down to and commit doing? And then I guess like how did that really make a difference over the past six months?

[B]

Yeah, yeah, I think that was, that was a big key for me. I think I picked like five or six things I was gonna do, which is still a lot. I picked like five or six things and I was like, these are the things I'm gonna do every week or every month and that's what I'm gonna do for the next six months and I'm gonna stick to it. I'm not gonna jump between something else. I'm not gonna uh, try something new. I'm not gonna like six months. I have to try it for six months. Um, just like you were saying with the, the plan. So the things I was doing was, was outreach to local trade partners like architects and builders. Um, I was doing two weekly social posts and one of them should be a video and then send out a monthly newsletter and then post on my Google business profile and I think maybe like one other thing and doing that every week, I definitely got better and better at each thing. Specifically the outreach to those trade partners. I was finding how they talked and what they responded to. And eventually I got into doing continuing education sessions for them, which was a huge benefit for me. And that really what landed me that really big project and continues to be a benefit. But even then I started to still cut back some of those things on that plan because I was like, even this is still too much. I'm still doing too much stuff. So I started to eliminate things. And yeah, having that hyper focus was nice. I could almost look at something like paid ads and feel, okay, that that could be an opportunity at some point, but it's not something I'm looking at right now. And that peace of mind was nice to be able to say, like, I'm confidently going to say, I'm not going to do that.

[A]

Yeah. And that's really the purpose of the local marketing plan is it's like you do have. You have these things you're focusing on for six months, but in six months, if you have the capacity, if you want to add in something else, like, you get to do that. But it really is about mastering these core things. And that was what. I always get it wrong. What was the thing we said early on? It was like the.

[B]

You were the minimum baseline.

[A]

Well, no, no, well, that, that too. But we. You always said you were like a jack of all trades.

[B]

Oh, jack of all trades. Yes. Jack of all trades. Master of none.

[A]

Yeah, yeah. With like your list of 100 things. And this, this is that it's like I'm really constraining down to these few things so I can like master them. And I think within that process, you are still able to identify. It's like, oh, the outreach thing is like my secret weapon.

[B]

Yeah.

[A]

Was there, was there ever a time? Because I know people get caught up in the instant gratification of this because again, it's like, oh, well, I've been doing this a week or two and nothing's happening. Did you ever still feel that impulse to like, abandon any of these things?

[B]

Yeah, absolutely. Especially when I started to see success in one of, one of the things. I was like, well, I should dedicate all my time to this. I should be doing nothing else. But that's. And, and I don't think that's, that's healthy either. But, but yeah, I started to, to reduce my time in other things or start to like, like, especially with even Social media content. I just really have not gotten results from social media. Just not. Maybe it's the content. It could be 100 things. Why I haven't. But I've, I've definitely felt that as, as a, as a area where I'm like, you know, I, I don't think this is working for me. Like I should try something different or I should, you know, maybe I should stop posting and, and do it on something else. Maybe I should stop posting on LinkedIn and maybe I should focus more on this one. And I think little tweaks like you said, are like you've always said, is, is sort of where we, where we improve. And I definitely did not do enough, enough of that. So I think even in that, even in those things that I was doing, I could have been improving them and doing them better. But yeah, when you start to, you start to see success in one and maybe not success in the others, you're like, well, why am I wasting my time on these other things?

[A]

Yeah. And I think that's also part of the process and remembering like, oh, it's only been six months. And like seeing the massive growth you've had in six months. And then it's like, okay, here's another six months. Now I can really hone my skills in this specific area.

[B]

Yeah.

[A]

And then I know I'm going to have another six months. And if you think about it like that, a lot of progress gets to be made over six month increments.

[B]

Yeah. If I think about like, I was just talking about where I was when I first joined and where I am now, it's crazy to think that that was six months.

[A]

Yeah.

[B]

Like a year ago. I leaving less than a year ago. I was like panicking. I was like, I gotta quit the job, I gotta do something else. Like, this isn't working.

[A]

Yeah.

[B]

Here I am like, like, oh, yeah, this is, this is great. Like, I'm super confident, you know, it's amazing.

[A]

Yeah. And I think it's also a lot to ask of yourself, to be like, well, yeah, I'm gonna master outreach and I'm gonna master social media and I'm. Or Instagram, LinkedIn, like all these. And email. I'm gonna master all of that in six months.

[B]

Yeah, like what?

[A]

Yeah, like, hello. Like, that is why the academy is lifetime access, you know, like why we redo this every six months. Like, that's a lot, that's a lot of pressure to put on yourself. But it's like, hey, I, I did find this one thing that clearly has Worked really well for me. So it's like I can really focus on that while now going in and working on the other things. It gets to be all of it, you know.

[B]

Right. Keep that tool as my, as a really powerful thing that I can continue to work on and while also supplementing that with some other things. Maybe swapping out some things I had on my previous plan that will be on my new plan.

[A]

Yeah, yeah. So I know we've also kind of recently discussed you making like a change in your business with like some of your offers and things. And you just mentioned you would go do like 20 minute project like here or there. Can you talk about, like, can you just talk about that, like all the offers you have and maybe how that kind of tripped you up sometimes? Yeah, like, cost of having too many offers. I'm just letting you talk on that.

[B]

Yeah. I think you and I went through my website once and you, you were like, wow, you have a. I think I said it. And you find you were like given the permission basically be like, you do have a lot of on here. It's a very busy website. Basically I have all my residential services listed out. WI fi, av, security, surveillance, custom low voltage wiring, every single thing. And then you go to business and then business has WI fi, security, surveillance. It's like all this stuff. And then I work with trade partners and we do custom things. And it was almost like a holdover from when I was first starting the business. Like, I want to do whatever the market says I need to do to make money. I need to make money. And so therefore I need to do what, what people will buy. And so that will change based on like a customer will tell me, like, you should do this. I would, that would be awesome. I'm like, oh my gosh, you're so right. And I do that and I add it to my list of services and. Or I do something for a while and it works well. And so that becomes like a core service of mine. And then I stop doing it or it's not worth it. And so what the, what it hurt was that I was doing all these small jobs and to get to the revenue goals that I wanted. I was like doing the math. Like, oh wait, I would need to do 300 jobs a year or something like that to meet this revenue goal that I want. I was like, that's one heck of a machine that I need to build to be able to pump these out. And it just really wasn't where I wanted the business to go. And one thing that, that you said, or maybe it was in a, in a session or something. But that doing the, the offers that are easy prevent you from learning how to sell the offers that you want to sell. That was a huge like, oh, wow moment because I, I realized like I was taking these really small jobs because it was quick money. It was, I could, you know, pump it out in two days and I knew they would always be there and it was easy to find. And um, and then I would like look back at my week like, man, I was working my butt off this week and I feel like I barely did any, made any money this week. And, and so then I realized like, wait, this, I'm almost using these smaller jobs as a crutch to prevent myself from saying I only do these big things and I'm going to learn how to sell it and how to find the people who are paying that thing to buy and they want that and they're looking, they're building the new house. I got to find those people. And those smaller jobs were taking up that, that time for me to be able to, to learn those skills and to find those people. So I've been doing that. And like you said, the change that I'm doing now is even bigger. We're really hyper, focusing on new construction, whole home services, not even like system wide services, like really the entire house, the entire building, working with architects, really highly custom bespoke kind of services. And even that has been a hard transition. And we just talked recently about how saying no to the smaller jobs still.

[A]

Yeah, no, I know. And this is, this is like hard work to do. Like when you have that low hanging fruit and it's so number one, it is hard to tell people no, especially if there are people you've worked with in the past or it's like, I know I can help them. Like it, it is hard to tell people no or to stop selling things that you know you could sell easily. But there is a cost to that when you know, you want to become the person who can sell the bigger package or the higher cost thing or maybe it's something completely different for some people, you know, so it is work. Like it really is like becoming someone new in your business with new beliefs and new thinking about your customers in a different way, new messaging. So, so it is a lot of work and I'm, I mean I'm excited to just get to support you through that like this year as through that transition.

[B]

Thank you. Yeah, I'm excited too. I've already started editing the website and starting to say no. I had a. I said no to a client the other day and I called my wife right after and I was like, I told him no. And I, I'm so happy I did. So that's great.

[A]

I mean even. That's huge.

[B]

Yeah. Yeah, it was. I mean, yeah, it worked out. And I was, I had to hype myself up. I was like, I was like in an attic looking at where we were going to run these wires and I was like, I gotta. I have to say no. This job is gon be awful.

[A]

Yeah.

[B]

Finally did. It was great.

[A]

Yeah. And what were we talking about recently? Was it like finding time to market or something? And it's like, well, hey, you're gonna. Oh, no. For you changing all the offers over on your website.

[B]

Yeah.

[A]

And you're like, it's just gonna take so long to like take all these offers off my website. I was like, hey, guess what? If you stop taking all these little one off jobs, that's really gonna open up some time for you to like change the website.

[B]

Exactly. Yeah.

[A]

Fascina works.

[B]

Yeah. Right. It's like catch 22. I need to stop selling these offers and I need to edit the website so that I can stop selling the offers. Right.

[A]

Okay. So another thing I know we've talked about is when you started your business or even when you moved to, to where you are now, like there were other big companies that were already like very established in your area who did what you did, things similar to what you do. Like they had been there for decades. I think you said somebody had been there for like 75 years or something. So I know there was like some imposter syndrome, some uncertainty, kind of like, why would anybody hire me? So I guess, like, why would they? Or like, like, how have you been able to overcome that so quickly?

[B]

Yeah, yeah. When I was. To reiterate, when I was first starting the business, I was, I was looking at competitors like, like these in the area and I was like, I. Why we even start the business? There's so many people here like, what am I, what am I gonna offer? And that would be crazy for me to try to say that I'm gonna do a better job than them. Like whatever, whatever. And, and really I think it came down to like an abundance mindset. Like the more that I got into the bit into doing these jobs and meeting people and talking to them and like actual homeowners who are having these issues that people, people want these services and just because there's a company that provides those services and does A great job doesn't mean that they want to go with them every time. Maybe they had a bad experience. Maybe that company is a really big company and I'm a small company and they prefer to work with a small company. Or maybe they just like the way my website looks better than that other company or whatever it was. And. And all I have to say that, like, people, there's. There's plenty of people out there who need products and services. And just because someone else does it doesn't mean that you can't.

[A]

Yeah.

[B]

And I think a big hurdle for me was that I looked at these competitors and, like, they have the exact ideal customer that I do. Like, they are looking at the same person bidding on the same jobs. And I have to. Even when I would go into these architect and general contractor firms, they would say, how are you different from this one company? And so, I mean, oh, my gosh.

[A]

You really have to be clear.

[B]

Exactly. Like, right in your face, like, here's your competitor. Tell me why you're better. So I've gotten caught off guard a couple times like that. But. But really it's. It's different ways to serve the same customer, and that's okay. Some people may want to serve one way, some people want a different way. I will always. Every company will have a different way that they serve somebody. And I have my way of doing it. I have what I think is a benefit over me to them, and I will recognize things that they have that I don't. They may have like 10 locations. Of course, I don't have that. But it's okay. Like, I will basically say, here's who I am, here's what I do. If you like it, let's work together. If you don't like it, then there's another company and you can, you know, you get your. Get your thing done. And that's been a big part of being able to make these change in offers and say no to people and say, like, look, there's. I can't do this for you. But there's a company right down the road that I know will do a great job, and here's their phone number or here's what their name is, and that's okay.

[A]

It sounds like you're just so at peace with that too. It's just like what I'm hearing, like, it just is.

[B]

Yeah, it took a while. And I think honestly, one big win was this biggest project ever that I won. I was in direct competition, bid a bidding war with this, with that main competitor, and I beat. Beat them on that bidding war. So I think that gave me a lot of confidence. But even before that, it was. It was. It was hearing people say how much they needed my help and help from people like me and having general contractors who. When I started the business, I was like, there's no way any general contractor will work with me. They've clearly already established their relationship with that company. I've had them call me and say, I don't know anybody else who does this thing that you do. Like, I don't know who else to call if, like, if you can't do it, I don't know who else to call. And that. I think that, I mean, whether I do the job for them or not, that just tells me that, like, there is demand for this. And just because there's multiple companies that can do it, again, abundance mindset. There's plenty of work out there to go around.

[A]

Yeah. And I think that's so important. Like, you have people saying that directly to you. I don't think a lot of people do. So I think this. This is just important work for everybody to be doing on their own. Like making a list every single day, like, adding something new to it every single day. Like, why would somebody hire me? Like, what else do I bring to the table that nobody else does? And, like, pushing your brain to come up with something new every single day.

[B]

Yeah, that was. That was on. I have a worksheet around here somewhere from. From one of your lessons that was like, daily or weekly challenge of, like, why your services are important. I filled out the thing. It was great. Yeah.

[A]

Yeah. Okay. So another thing I know that we've talked about is your confidence in selling.

[B]

And.

[A]

And I can just hear it already in you. But one thing I remember you saying is if I can just get somebody on the phone, I can sell them. And. And. And I know you've talked about your ability to be able to connect with people, and I know a lot of people listening probably struggle with this, and I know a lot of people feel the opposite. Like, they don't feel like they can just sell people. They don't feel like they connect with people. They probably feel very awkward, like, very disconnected, very salesy. So can you just walk us through this? Like, what are you thinking when you talk to people? Like, what are you feeling like? Just tell us all. All the things.

[B]

Yeah, Yeah. I. Like you said, I think I enjoy connecting with people, but I think a big part of it is I love what I do and I love what I install for People or the systems that I bring them. And I think I try to get that to come across. Like, if someone calls me, says, you know, my TV isn't working, or like, I need a new sound system my house, because this one's really old, like, I can talk to them, how amazing this new sound system is going to be. And like, when I, like, I had this in my own house and when I sit down, like, it sounds super great and you can do this and that. And I think about, like, how I would do it if I were in their shoes. What. How would I. What will be my things that I'm complaining about? Like, having multiple. Multiple remotes. Like, that's something I could tell them about. Like, this is going to be so great. You're going to have one remote and you're like, sister's not going to call you and tell you about this. Or, like, complain that you got too many remotes or something. And. And that. That I think comes across. And also I think it's the level of, like, care and detail and knowledge that I put into every customer that comes across. Like, I don't. There's nothing that I'm saying. There's no, like, phrases or structure that I have when I call somebody. And I think that makes it a lot easier for people to, like, feel comfortable. I don't have, like, a script.

[A]

Yeah.

[B]

Or I don't. Or, you know, like, I have to make sure I say this. It's sort of just like almost like talking to a friend or a neighbor or something. Like, yeah, show me what you got. Let's see if we can help you out. And it's. I love that there's no. There's no, like, sales phrase or like, salesy thing I'm trying to do. It's just like, yeah, this is what we can do. And trust me, it's going to be awesome. I do the same thing in my house, and it's going to be great. And. And I think that, like, trying to, like, relate with people and level with them and try to make a. Create a trusting relationship is, like, the first thing. And then you tell them about the new system that they're going to have. That's almost my. My goal.

[A]

I love that. So I'll say this first, and then I'll tell you what I'm hearing. My toddler, when she was a baby, was obsessed with remotes.

[B]

Yeah.

[A]

And I don't know how many remotes she had. Like, a lot. And we would. They went everywhere with us. And so somewhere along the Way we lost a lot of remotes, and so now we have one remote for, like, the whole house. And so if you're watching TV in the living room, you have to come borrow. And like, so if my husband's watching TV and I'm in the bedroom, I have to go borrow.

[B]

Oh, wow.

[A]

The remote from the living room to turn on. Or if it's like the TV in the living room is on at night or we've left it on, he has to come get the remote for me in the veterans, like, turn off the tv. So we should probably get that fixed. But anyway, what. Okay, so what I'm hearing from you is you focus on, like, the results, like, what they're really going to feel at the end of all of this and the experience they're going to have, but also it just feels like such a service for you to sell.

[B]

Yeah, yeah. Like, like seeing the look on their face of like, man, I've been struggling with this for so long. Or like, I've really been working on it and like, empathizing, being like, man, that sounds really hard. Or like, yeah, I can't believe you've been living with this for so long. Like, let's get that changed right now. Like, it's going to be so great and you're going to love it. You're going to sit down, you're going to like, do this and that and, and, yeah, like, seeing where they are and what they struggle with and, and trying to say, like, you know, we're going to make a big difference in your day to day life.

[A]

Yeah, I love that. Okay, are there any other, like, takeaways that you've had from the local preneur Academy that you want to share with us today? Like any aha's mindset shifts anything else that you're like, people need to know this.

[B]

Yeah. Yeah. I think mindset is a much bigger part of. Of owning and owning a business that you're proud of than anything else. I think when I was first starting out and doing all of these things, like a, like a hamster wheel, like you were saying, it's. It's easy to think, like, well, yeah, I have the, the energy to keep doing this and I have the, like, the drive and I want to. I want to be successful. Like, I have the mindset. And then you realize that it's not just like energy and it's not just, it's confidence. It's like belief in yourself and what you sell and how much you're going to help people and really Entrepreneurship is, like. It can be really lonely, especially as a local small business owner. It's usually just you, especially when you're just starting out, you can talk to friends and family, but they may not fully understand. And so hearing other people talk about the same exact struggles that you've been going through and the. The things that you've been telling yourself, that was a huge, huge part. To sort of relieve some pressure for myself to be able to say, like, I can. I can do this, and I'm good at this, and this is what I'm gonna put out to the world, and we'll see what happens. And, and having that was a huge part. Like, past all of the tactics and strategies and planning and. And executing, it's like believing in yourself and your business is. Is 80% of building a successful business.

[A]

Yeah, I love that. It's like, everything for sure. So what would you say to someone who's on the fence thinking about joining us?

[B]

Well, I'd say if you're. If you're on the fence, then you're probably already past the point of making decision. So, like, just do it now. It's just like. Like, bite the bullet, I guess, is not a good term. Like, make the leap and you'll be so glad you did. I've gotten more value out of. Out of the last six months than I have any other. Marketing, sales, anything that I've done. Paid for unpaid YouTube videos, talking to people, hiring certain people. Like, this has made such a huge difference in my business and my confidence. And, and you really, like, can't put a value. Like, how much would you pay to have confidence in your business? You know, like, what. What is. How can you put a price on that? And, And I would go back and do it again if. If knowing what I know now, I would absolutely do it again. Like, it's, it's so worth it, and I'm so glad to be a part of this and, and be able to talk to people on a regular basis and to. To always have you, Leslie, and these people and these. And the knowledge and the tools and, and the consistency. I mean, that's. It's, It's. It's so worth it, and it's. I wish I had done it two years before that. So I'm so glad I did.

[A]

Yeah. And it's gonna be just so good for you too. Like, with this whole new, like, iteration and direction that you're going now in your business, it'll be kind of. I mean, not like, starting fresh because you're bringing everything with you, but it's like a whole new thing that we get to do now because you've been forever, you know?

[B]

Yeah. It's like revisiting some of the things that you're like, I checked that box. I did that module, and now I go back like, well, now I'm looking at this from a different lens.

[A]

Yeah. And it's like, hey, these are still the skills that I know I need to work on.

[B]

Yeah. Right.

[A]

Because we've identified them now. Okay, so last question. How can we find you?

[B]

Okay, my company is Elevate technologies. Website is elevatehometech.com I'm on Instagram and Facebook, [e-mail] or Elevate Home Tech. And yeah, I'm in Durham, North Carolina. We serve the Raleigh, Durham Research Triangle area. So.

[A]

Amazing. I'm going to put all of that in the show notes too.

[B]

Okay.

[A]

Thank you so much for being here, Tyler.

[B]

Yeah, thanks, Leslie. It was a blast.

[A]

Hey, if you enjoyed today's episode, I want to invite you to check out my program, the LocalPreneur Academy. This is the only program for small business owners who want to become the local go to in their industry with a steady stream of clients. You can find more [e-mail] and I'll see you inside.