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What We Learned in 2015

Checkout what some of our biggest takeaways from 2015 were and how you can use them to Get Better in 2016




Shane: In the past when we have made it to repair dents in double panels, along edges or inseams, we’ve used rather imprecise and, dare I say, ineffective methods of tooling. Screwdrivers, awls and hammers were all we had. Now with the development of the Edge Jack from, that has changed.

Using the power and precision of a mini lifter, we can now effectively repair these damages with control. It takes interchangeable tips so you can vary the tip that you need depending on the damage and what you need to lift. Again, crazy control, crazy power. You’re gonna fix dents in double panels and seams that you struggled with before in half, quarter, one-tenth of the time. Grab these bad boys and start making some extra money, fellas.


Keith: I’m Keith Cosentino, and he’s Shane Jacks, and this is the PDR College podcast, your most trusted source for paintless dent removal excellence. This is our world, and we wanna bring you into it. We’re gonna share all of the tips, tricks and techniques we have learned in our 20-some odd years of paintless dent removal and condense them down in here into a format that you can use, action that you can take today to help make more profit in your business tonight. We do it in the pursuit of giant, enormous, ridiculous stacks of cash.

Shane: Good morning, afternoon or evening, whatever it is, wherever the heck you are in this world doing paintless dent repair and learning more about paintless dent repair and how to get better and how to make your business better and just how to crush it each and every week anew. I am your host, Shane Jacks, and normally I’m here with Keith Cosentino, the other host, my co-host, but he is, as you can hear, he’s not here today. I have no, nothing funny to say other than his in-laws are over. I guess that’s funny/excuse enough for him not to be here, and he is enjoying time with his family over this holiday weekend. We’re just gonna give him the week off, and we won’t say anything to him about it.

I will, but you guys are not gonna get the chance to do that, but taking some well-needed time off. And this is going to be the last show of the 2015 season, and man, a lot has happened over the last year in 2015. A lot has happened with PDR College, a lot has happened with the PDR industry itself and a lot has happened in your personal lives and in my personal life and in Keith’s also. So just wanna kind of look back, reflect and talk about what we have learned over the last year or what was learned by all of us over the last year. Some of it will be personal. Some of it will be kind of broad-reaching that’s gonna touch all of us and be true of all of us.

So first off before we talk about what was learned, let’s talk about some of the things that happened with PDR College just here over the last year. We had our first advanced skill seminar back in January of 2015, and that was a huge success, and we’ve got another one coming up here in January of 2016 that is also going to be an even huger success, and a little grammar there for you guys. It’s gonna be an even bigger success this year, the advanced skill seminar, so if you got in on that, good for you. If you did not, well, sucks to be you, but it’s gonna be a good time coming up here in just a few weeks now actually, so we are gearing up for that.

Also we had the mobile tech expo in this last year, and Keith and I talked to a lot of you at the expo outside of the advanced skill seminar and made a lot of new friends, met a lot of you guys that we did not know before, and we were excited to do so. Several people pop in my mind that come up to Keith and myself at our booth where we were selling our tools and spoke to us. It’s fun to see a lot of you guys that I talked to this past year that I was like, “I know the name, but I don’t know who this guy is.”

And then I’d seen your name on Facebook or heard it from a friend or whatever, and one guy I didn’t even know. I’d never even heard of him, and now he’s an absolute superstar in the world of PDR and not because of us or anything, just because of himself, and I didn’t even know who he was last year. Now he’s one of the leaders in this thing, in this world of PDR as far as repairs are concerned and things like that, and so that was really cool to put a face to the names of some of you guys out there that are listening to the show and that are just out there that nobody knows about, and that’s exciting in the world of PDR because we’ve spoken about this before.

A lot of the times we are in our own little bubbles, or we are in our reality. We create our own realities, so we’ve created this reality around us that we are the best that there is, and the reason that is a reality is because we are all that we know about, and we’re in our own little bubble in our own little section of the world. Well, guess what, yeah, you are the best. You’re the best according to you because there’s no other reality around you, but seeing PDR grow and seeing – I don’t even know if it’s seeing it grow as much as it is realizing how big the industry really is. Yes, we are a very small industry, a niche market. My mind tends to think smaller than in all actuality, though.

When I think of Greenville, South Carolina, and I think of the amount of cars that are there, I don’t think of there being in this metropolitan statistical area being millions of cars. In my mind I see 50,000 or whatever, but I sit on one of the busy highways, and I count for two minutes cars going by, and I’m like, “Holy crap, there are a lot of automobiles in this area and a lot of them that need to be fixed.” So I’ve tended to think small in the past, and I did the same thing with the PDR industry.

Yes, it is small, but it’s bigger than I thought it was, and I enjoy seeing this thing take on kind of a new direction, a new life. We see guys coming out of the woodwork that are absolute studs that are crushing it on the money side of things, and we see people that are crushing it on the repair side of things, and we’re seeing the dissemination of information come to the forefront and change things in this industry, and that’s what we are about here at PDR College, of course, is disseminating this information so that we all can get better.

So that has happened. Again, we had our advanced skill seminar in 2015, another coming in 2016. We met a lot of you guys that had been listening to the podcast and come up and shook our hands. You know what else happened in 2015, and we’re going to actually get to this, touch on it in kind of a different sense, but this whole pricing guide thing has come out. We see some guys that are absolutely, completely 100 percent changing the game in the PDR industry on that side of things. It coming out was, yes, that’s a big deal, but it’s not the biggest deal. The biggest deal is people have taken this thing, and they’ve run with it.

The first time that I believe I saw it, I’m 99.9 percent sure was at the advanced skill seminar, and our buddy Paul Kordon whips this thing out on a dent on the fender that we created in a minivan that we had rented. One of our good buddies, Danny, he kicks the fender in for me to repair and to show my techniques, and we threw a price out there, and Paul was asked about his pricing guide, and the price that he threw out there was about nine times higher. I’m exaggerating quite a bit, but it was way higher than the other prices that were thrown out there. A lot of guys, including myself to be honest with you, were thinking, “Man, that is just too much,” and maybe you’re right if that’s your reality.

If you think you’re worth X, and that amount is way higher than X, then you’re probably right. You’re going to create that reality. That is all it’s going to be worth, but if you learn, then you’ll find out that this pricing guide can be very, very, very effective. So we saw the emergence of that thing. We saw the emergence of the pricing guide, and then again, just the information that’s coming out on Facebook. Tooling. There are new tools that have come out that are absolutely, completely changing the game. We’re kind of going through, I guess you would say, a technology burst here in PDR over the last several years with the lighting. You guys know this.

Lighting is light years ahead of – I didn’t even think about it, light years. Lighting is light years ahead of where it was just a few short years ago, and it’s because the market is calling for it, and guys are stepping up to the plate, and they’re making new stuff, making cool new lights and tools and everything else to make our job easier and to make our repairs better and more efficient, which in turn makes us more money, of course, and that is what it’s all about. So those are some of the things that have happened in 2015, and there are probably many more than I’m completely missing, but those are some of the things that have happened.

Now let’s talk about what we learned in 2015, and we can touch on that pricing guide, of course, because that is one thing we learned about. But what was learned in the year of 2015? Some of the stuff is kind of abstract. You guys know normally when I’m on here by myself, I get a little touchy feely and abstract, but we’re gonna try to keep it as far away from that as we possibly can, but that’s just the guy I am. So if it falls into that, it does. Don’t be offended, and don’t raz me about it.

What was learned in 2015? 1) Excellence is not easy, but it is attainable. Excellence is not easy, but it is attainable. “Excellence in what?” you ask. Immediately your mind is probably going to the actual repair side of things, and yes, that is one of the areas. On the repair side of things, excellence not being easy, but it is attainable – a lot of times that is just pushing yourself that last 10 percent even though you don’t wanna spend that last 30 percent of time getting that last 10 percent out. It’s not easy. What we do is not easy.

We make it look easy if we know what we’re doing, but it’s not that easy to do, and it is very easy to just let it go, let that last 10 percent go because the customer will not see it, and I do that a lot when the time calls for it. You’ve heard me speak about that ad nauseum. I’m a chameleon. I can flip it on and off. It is something that I do, that I like to do. However, a lot of the time, I’d venture to say most of the time, dang near 100 percent of the time on retail especially, excellence is what you are striving for. Perfection is what you’re wanting, and it’s not easy.

It is really easy to let it go when the customer can’t see it sitting there in the bright sunlight, and they come out of their house, and they say, “I don’t even know what you’re working on.” You yank the tool out of the door, and you say, “Well, the reason is because it’s gone,” and you know it’s not. You know you’ve got 5 percent left or whatever, and they may see a flicker later on. They may not, but most of the time you wanna get it. Get it right. Get it completely gone, so that’s on the repair side of things for excellence.

Another way is just in your business dealings. In running your business, are you still on paper, or are you paperless yet on your billing? Are you sending e-mails to your customers thanking them? Some of you have not even ever even thought of that, something that I’m going to be doing very soon. Do you deal with your customers in a friendly manner, or are you Shane Jacks circa 2008 and before and after, honestly, a good bit after? Or are you dealing with your customers, are you speaking to your customers in a way that you want to be spoken to? Are you providing a boutique service? Are you providing them a service that is special in any way above and beyond what your competitors are doing?

If you’re not, you’re just another dent guy. You’ve gotta set yourself apart from those other guys, whether it be you performing as a boutique service, and when I say boutique service, I mean something that’s special, a little above and beyond. One of our good buddies spoke the other day about this boutique service. It’s Sports Clips, I believe is the name of the franchise, where you go and you get this tingly shampoo. You get a hot towel at the end, and I think that’s it. You guys have seen my head. There’s no occasion for me to go into a boutique hair cuttery, but I believe for those two extra tiny – oh, scalp massage. Scalp massage with tingly shampoo and a hot towel at the end.

He pays three times as much for that. Can he get any of those at home? Of course he can. His wife could massage his scalp, and he could throw a wet towel in the microwave and have a hot towel. It’s not that big of a deal. It’s the service that’s connected to it and the fact that they are trying. They’re attempting to give you a boutique service. Are you a boutique service, or are you just a guy that – Bob’s Dent Repair. “Yeah, I can fix that dent for $45.00 and be over there in 30 minutes.” Is that the way you speak? Is that the way you talk? Do you treat your customers like they are just something for you to get something from, you’re just trying to get money from them in return for a dent repair?

Give them a service. Give them a boutique service. That may not be your thing. That may not be your schtick. That may not be your angle that you wanna go for, but you’re gonna have to set yourself apart. Maybe it’s just that you’re the best guy in the area that does the big smashes. Maybe that’s all you need. One way or the other you’re gonna set yourself apart, and you’re gonna have to be excellent in one area or many. I personally wanna be excellent in many areas. I wanna be the guy that fixes the smashes, I wanna have boutique service, and I wanna treat people like they are Numero Uno, okay.

Personally Keith and I, we have been diligent in providing quality service and products in our pursuits. Man, we have been working crazy hard on this website launch coming up for you guys, and we are working our tails off on this thing. Excellence isn’t easy, and Keith said it to me the other day. We were speaking of something. This thing isn’t gonna make us rich, I can guaran-freakin’-tee you that. He said, “Man, being rich is not easy. People think it’s easy.” He and I both run three different companies: the service company in our respective areas, the tool companies that we run and then this PDR College. I know you guys think we just get on here for an hour and throw stuff out.

If it were that easy, everybody’d be doing it, but it’s not. It’s not easy finding the time. It’s not easy taking the time. It’s not easy getting on here every single week and providing content. However, we are willing to do it to provide an excellent product for you guys. It’s more excellent sometimes than others, and you know what? Every single week we are striving for that excellence. Excellence is not easy, but it is attainable. We don’t always reach it. We’re not always making every customer 100 percent happy, but man, you better be trying. You better be doing everything you can to reach excellence. So No. 1, excellence is not easy, but it is attainable.

No. 2, knowledge is around every corner, but you’ve gotta walk to get around those corners. So what I’m telling you here is staying where you’re at, you’re not going to learn any more than you had before. I was this guy. I was that guy. I thought I knew it all, and I was not willing to turn any corners to learn anything else. Snoop around, man. Just look around. Ask questions. Don’t be afraid to ask a question. That’s one thing in this business that is abundantly clear is that everybody is so flippin’ prideful that they don’t wanna ask questions. Even if they have a question, you’re too prideful to ask somebody.

I see that turning, okay, and that’s why I’m saying we’re learning this in 2015. I’ve seen guys that used to, man, they would really, really push this kinda stuff away, the podcast away, push questions on Facebook away and just kind of roll them under the run and say, “Aw, what an idiot.” “He thinks he knows everything,” yada yada yada, or “That question is too stupid to ask.” But we’re seeing that here lately that over the last year, maybe a little more than a year, but I’m seeing it a lot. There are a few guys in particular that come to mind that I’m like, “Wow, they’re asking questions, and they’re wanting to get better. A year and a half ago they were saying it was stupid to be asking questions, but now they’re wanting to get better.”

So snoop around. Ask questions. Listen. If you’re gonna ask questions, you better listen, right? You better listen to the answers to those questions you’re being asked. There are so many other resources out there for you guys or for us. I say you guys. I should say us. Podcasts. I’m not just talking about this one. I’m talking about business-related podcasts. I’m talking about personal-related podcasts. Some of these podcasts that I listen to, they’re more on the personal side about making your personal life better, and it just spills over into your business life.

If you’re a happier person in your personal life, you’re gonna be a better person in your business life and a happier person in your business life, right? Only makes sense. You can’t be unhappy personally and have a great personality in your business. So there are podcasts out there to listen to that are business-related and personal growth-related. Soak it up. Soak it up, fellas. Books. Books on tape, downloadable books, whatever format you wanna read or listen to. There are so many books out there for us to get into, to dive into and to learn so many different things from, so guys, get in those books.

How about this? How about people that are smarter than you? Oh, that is hard. That is hard, hard, hard to admit, but people that are smarter than you. Just admit it. You don’t have to admit it to them honestly. I’m not doing that crap. When I say that, I’m not admitting they’re smarter than me. I’m just asking them questions, and I am listening to what they have to say. There are people smarter than you out there, and listen to them. You’ll be smarter for it, I can guarantee it.

[Sound effects]

Keith: You know you’ve got a lot of options when you decide what to do with your invoicing and your data capture for your dent removal or other reconditioning business, but the choice I’ve made for my company is ReconPro by AutoMobile Technologies. This stuff has proven invaluable. I had a mountain of paper invoice books stacked up in a room in case I wanted to look something up. It was archaic, ridiculous.

Now all of my technicians are on iPhones. They scan the VIN of the car. They enter a few pieces of information, including capturing the e-mail for your customers. It’s 2015. You need to be building a mailing list for your customers so you can keep them updated if you wanna run specials. You wanna reach out and touch them; you need an e-mail. This prompts you to capture their e-mail so you can send them the receipt, which comes via e-mail, no paper in the truck to get lost.

Guys, this is the way to do it. There’s a lot of options you can take. There’s lots of competitors, but this is the one I’ve chosen. Check them out online: The product is called ReconPro. It’s not one guy who’s also a PDR tech building software. It’s a team of nerds dedicated to making your life better, and that’s what you want. Check them out. Tell them we sent you over there. ReconPro.

[Sound effects]

Shane: So again, No. 1 excellence: not easy, but attainable. No. 2 knowledge is around every corner, but you’ve got to walk around those corners to find that knowledge. No. 3. How about this one? Groups or an accountability partner help you grow. What I mean by this: I’ve got this huge accountability partner. I’m not talking size-wise. I’ve got this massively smart, intelligent, articulate and effective accountability partner on the West Coast out there in Keith Cosentino. He keeps me going, okay. You can have that personal accountability partner. If you don’t have one, I suggest you get one.

They really keep your feet to the fire, and when I say a group that holds you accountable, I’m gonna walk on this lightly here because I’m not calling this an accountability group, but what it does is it holds you personally accountable even without it being targeted directly at you. But these Facebook groups, these web pages, these forums, everywhere that you can go that you are interacting with other people that are doing the same thing as you are, they’re gonna keep you kind of accountable. If everyone in there is doing X, and that is better than what you’re doing, you’re gonna wanna do that, or you’re just gonna stay quiet, and that’s just the fact of the matter.

When you’re in a room full of people that are smarter than you, what do you tend to do? You tend to be quiet. You tend to not want to show your idiocy, and it may not be idiocy. They may just be smarter than you. You just tend to stay quiet and listen, so these accountability groups, what they do is they make you stay quiet. You listen, and then when you’re better, you can give advice also. You know why? Because there’s gonna be another kid or another guy or another tech, another lady, whatever it is, is gonna come in behind you that is gonna be in the same position that you were before you got better.

So these groups especially in the year 2015, they grew from a whining, moaning, the Facebook groups mainly is what I’m talking about, and they’re still that way a little bit. There’s a lot of whining and moaning in there, but these Facebook groups have gone from just something where you can complain and moan and talk about another tech or whatever to a place where people are trying to help each other, and that is exciting. They’ve become an accountability group. There are some limitations to Facebook, of course, huge, massive limitations. The history, not being able to see everything going back, but still, you get on there daily, and there’s some encouragement.

There’s guys that are trying to help other guys get better, showing their prices, explaining why. By and large the whining has kind of gone away, so but having someone challenge you in all aspects of your life. You may have different accountability partners for different parts of your life. You may have church life, business life, personal life, and I know they all spill over together. Some of them are more interconnected than others, but having an accountability partner for each one of those aspects of your life is a big deal.

You need to do that to grow not only in your business but personally. Again, I go back to this. If you’re growing personally, and if you’re happy personally, then your business is gonna be the same way. It’s virtually impossible to separate the two. It’s kinda like drugs. If you’re on drugs, you can’t be an effective husband. You can’t be an effective father. You can’t be an effective business owner. You can’t be an effective anything. You can’t be as effective as you can. It spills over into every aspect of life.

Happiness and effectiveness is the same way. If you’re not dialed into your personal life, you’re not going to be dialed in your business life also. Virtually impossible, so these accountability partners, big deal. Get you one or several for different aspects of your life. So No. 1 again, excellence is not easy, but it’s attainable. 2) Knowledge is around every corner, but you’ve gotta walk to get around those corners. 3) Groups or an accountability partner can help you grow, and No. 4, we are worth more, and this is where I said I was gonna bring the pricing guide back in later on.

I struggle with this one at times, and I excel at this one at times. I am up and down on this bad boy, but we are worth more. I excel sometimes. I fail sometimes, and there’s no rhyme nor reason as to when each is going to happen, all right. Yeah, it can be at any time at any point during the day, week, month or year, and a lot of it goes back to understanding your self worth and not only understanding it, but challenging that each and every day. If you have a hard time believing that you’re worth $500.00 an hour, then you’re gonna have a hard time billing something that’s going to give you $500.00 an hour, that’s going to make you $500.00 an hour.

A lot of times my “worth” is connected to whether an insurance company is going to pay for it. Makes no sense whatsoever, and that’s not actually what I’m thinking when I say it, when I’m billing it, but if the insurance company’s paying for it, this is a legit repair cost that’s going to take me four hours, and I’m going to make $4,000.00 on it, and I have no problem with that whatsoever. I can legitimize it. I can rationalize it –not rationalize it – I mean it’s legitimate. I take their matrix. I use it to its fullest. I upcharge, I do, and bam, that’s the number I come up with, and that’s the money that I’m going to make on that, and I have zero problem with it whatsoever.

But then when it’s a personal, or I’m sorry, when it’s a retail customer and they’re there, and they’re 75 years old – I don’t even have to finish this narrative for you. You understand where I’m going, I’m sure, and I just think my price starts to go down. It’s not what I’m worth at that point. It’s what I can do it for to help somebody else out. Are they gonna pay for this? It’s hard to disconnect, and it’s hard for me sometimes to understand exactly what I’m worth and what my skill is worth, but we’ve started to see over the last year in 2015 that guys are just grabbing this thing by the horns and taking off with it, that we are worth more.

We’re worth more than a body shop. Man, that’s hard to say. I believe it. It is true. Let me take that back. I don’t know that I completely believe it because of the time involved in a body shop. Is the repair better? Yes, infinitely better. They’re not out of their car a long period of time, no rental, factory paint, bla bla bla. It is a 100 percent better repair, but our minds fall back to it’s a time involved thing, and the body shop has a lot of time involved in the same repair that we have time involved in. But guys, again, I don’t believe it sometimes myself. I’m just being dead honest with you. That’s one thing I am. I try to be as honest as I possibly can, but other guys are taking this thing by the horns, man.

They’re getting, on their retail and heck, sometimes on their frickin’ wholesale, they’re getting conventional costs. They are realizing that we are worth more than what we think we’re worth, and I applaud you guys that are doing that. Sometimes I counter you guys with prices, and I’m not doing that to argue. I can promise you that. What I’m doing is saying, “You know what? Sometimes I can do that dent for $400.00, and it’s going to take me an hour and a half. Maybe I could’ve gotten $800.00 out of it, maybe not. I’m gonna keep my shop full. I’m going to make money.”

But we’ve gotta balance that. I need to balance that, okay. I need to take my mind out of that sometimes and not worry about losing a customer. I lose them all the time. I lose quite a bit of them because of price. I need to stop worrying and be able to lose a few more than I do now and make that price go up, and still my bottom line will be better because my prices are higher.

[Sound effects]

Keith: Let’s talk a little bit about hot glue specific for paintless dent removal. What kind are you using? You can get a decent pull from any type of glue, I mean any. You can go get some stuff from the craft store. You can get stuff from Wal-Mart. In fact I used Wal-Mart glue for a long time. Before I really got into the manufacturing side of PDR, Wal-Mart glue was my glue. You know what I thought? “All these colored glues are fancy ways to trick me out of money. How much better can they work?” Well, to some degree, I was right. Some of those colors suck, and they’re there just to take your money.

However, once I opened my eyes and got some of the samples of glues that were the real deal, glues that really did work better, I thought, “Holy smokes, here I am again doubting the technical progress of our trade. Just because something looks different doesn’t mean it’s not better. It doesn’t mean it’s a scam.” So I started using colored glues. I found two that worked amazingly: green glue and the pink glue, and we stock both of them on, but I wanted a glue that worked even better than that. Now can a glue work too good? Yes, super glue and Liquid Nails work too good. They will take the paint off the car. That’s not what we’re after.

It’s a fine line of maximum adhesion but not going over the top and ripping the paint off the car, putting us further back than we started in the first place. We wanna leave the paint on the car, so we need something that doesn’t have maximum adhesion for a hot-milled glue. There’s a lot of glues out there that are made for construction and manufacturing that’d make this glue look like it doesn’t work, our glues that we use, but we have a specific purpose, and we need to find the maximum adhesion we can get out of those conditions. That’s what we’ve done with our new line of glue, TabWeld.

TabWeld is the new standard for PDR. You don’t think it can get better because what you’re using works now, but if you want to function at the highest level, you’ve gotta squeeze the last 2, 3, 5, 10 percent of performance out that everyone else is leaving. It’s just like racing cars. Everything has to be dialed if you wanna go faster than the other guy, and if you wanna do a better repair with less pulls or do a repair that someone else said couldn’t be done, you’ve gotta have the best tools, and glue is so stinkin’ cheap for how much you use. I did a $600.00 repair the other day. I was on it for four hours, and I used two sticks of TabWeld the whole time, and I glue-pulled the whole time.

It’s not a lot of money to put in, and there’s almost no other expenses in our business. Stop being shortsighted. Buy the glue that’s gonna make your life easier and more profitable. Don’t forget that’s what I’m all about in this business, making more money, and if you’re using the right tools, you’re gonna make more of it. I can promise you that. You’ve got the right lights, you got the right tools, you got the right tabs and the right glues, and you know how to use it all, magic happens. So that’s what I’m trying to tell you about.

There’s a glue that works better than what you’re using now, and it’s called TabWeld. Check out the website: You can bop yourself onto our mailing list there. We’ve got some exciting stuff coming out with that. You are going to be impressed, I promise you, and if you don’t like it, I’ll buy it back because I use it every single day. I can’t have enough of it, so buy it. Enjoy it. Make more money.

[Sound effects]

Shane: So those are the four things that we have learned in 2015, so what are we gonna do with these things? What are we gonna do with these four things that we’ve learned, okay? No. 1, excellence is not easy, but it’s attainable. No. 2, knowledge is around every corner. No. 3, have an accountability partner or group, and No. 4, we are worth more. What are we gonna do with these? Now that we’ve learned them, have we put them into action? Completely no, you’re never going to completely put these things into action because business and personal, your life is nothing but growth, and it is constantly evolving and constantly getting either better or worse. Which one are you going to be?

My suggestion is you take each and every one of these things, along with anything else you’ve come up with or that we have taught or someone else has taught over the last year, and put them into a plan of action for the first of the year. If you wanna pursue excellence, well, dang it, make your repairs better. Make your service better. Become a boutique service of sorts. Offer something that no one in the area is offering, okay. That sound like a good go? I’m actually going to do that myself in a few different ways.

No. 2, knowledge is around every corner. That’s pretty easy. Just start listening to people. Start listening to podcasts instead of listening to Three Doors Down or whatever it is you’ve got on your headphones music. Start listening to podcasts to make you better personally and to make your business better. Either one or both are going to help you in your business. Even those personal, those motivating podcasts that teach you how to grow personally will help you in your business, I can guarantee it, okay. Find y’all an accountability partner if you don’t have one. If you do have one for one aspect of your life, find one for the other aspects of your life.

And the No. 4, we are worth more. Just hey, start charging more. Start pushing the envelope on what you’re worth, and it’s not just that easy. It’s not just saying, “I’m just gonna start charging more.” You need to change your noggin. You need to change your mind. You need to change what’s going on in that gray matter before you can confidently sell, before you can believe that you are worth that. Zig Ziglar said, and I’m completely paraphrasing here, you’re not gonna sell anything you don’t believe in. You have to believe in what you’re selling, so if you don’t believe that you’re worth what you’re worth, then you’re not going to sell it. So you’re gonna have to change your mind.

So all these kind of intermingle. The knowledge, if you find out, if you listen to Zig Ziglar, and you listen to other people, and then you start actually figuring out that hey, I’m good at what I do. I provide great service. I’m good with customer. I am worth X amount of dollars. That helps you in the side of sales and of understanding that you are worth more. So guys, put a plan of action together for 2016. That way we can all get better.

I’m gonna do it myself. I’ve been trying to do it more and more. I’m still not as effective as I wanna be, but with this accountability partner, Mr. Cosentino, across the country, I am getting better, and that’s what we want you guys to do. We want you to get better. See you in the New Year.

[Music] [End of Audio]

Duration: 41 minutes

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