In this episode of the Prime Resources Podcast, BDR Head Coach Darby Shumway discusses how outbound calling is a powerful lead-generation strategy. Darbi shares the importance of understanding the target audience, the role of effective scripting, and the qualities that make a successful outbound caller. Darby also emphasizes the need for training, the significance of handling objections, and the potential pitfalls teams may encounter. Learn how to maximize opportunities year-round in your business by implementing an outbound calling strategy that drives leads!

• 00:00 Introduction and Background
• 02:43 Using Outbound Calling Throughout the Year
• 05:15 Crafting Effective Scripts
• 08:21 Training and Incentivizing the Team
• 11:45 Using Psychology in Outbound Calling
• 14:20 Incorporating Texting in Outbound Calling
• 18:00 Target Metrics and KPIs
• 24:47 Pitfalls in Outbound Calling to Watch Out For
• 28:31 Summary and Final Thoughts

In this episode of the Prime Resources Podcast, BDR Head Coach and electrical expert Joel Bruch discusses the trends and opportunities in the electrical services industry and the increasing demand for electrical services due to the electrification of daily life. Joel highlights the need for contractors to understand their customers' needs and provide solutions to ensure their safety and convenience, along with advising contractors to start with a solid foundation - such as hiring a qualified master electrician - and have the necessary resources and tools for the trade. Discover how to expand your market by moving into electrical services and the steps necessary to hit the ground running with a new product offering.

• 00:00 Introduction
• 03:19 Trends and Demand for Electrical Services
• 07:34 Opportunities in Electrical Services
• 10:42 Assessing Customer Base for Electrical Services
• 21:57 Discussing Energy Savings with Customers
• 25:01 Preparing to Expand into Electrical Services
• 28:20 Pitfalls to Avoid in Expanding into Electrical Services
• 34:01 Final Thoughts

In this episode of the Prime Resources Podcast, BDR Head Coach Gwen Campbell discusses the concept of an online store for contractors and provides insights on how to succeed. She explains that an online store can be anything from a simple cart system to a builder system where customers can customize their purchases.

The key is determining what type of online store to offer and what options to present to customers. Gwen also emphasizes the importance of having a sales process and involving the entire team in the online store setup.

Discover how to capture more opportunities in your market and reach a growing number of consumers who prefer to purchase online!

• 00:00 Succeeding with an Online Store for Contractors
• 04:04 The Opportunity of Online Stores for Contractors
• 06:06 System Selling and Technology in Online Stores
• 07:56 The Importance of Pre-Qualifying Customers
• 10:41 Setting Up and Maintaining an Online Store
• 13:29 Communicating with the Sales Team
• 15:58 Enhancing the Customer Experience with Pre-Qualification
• 18:02 Regularly Updating the Online Store

In this episode of the Prime Resources Podcast, BDR Accounting Coach and Service Software Integrator Brittany Baimbridge discusses the considerations and challenges of investing in field service software.

Brittany shares the benefits of field service software, essential features to look for, the importance of customization and integrations, finding the right vendor partner, and common pitfalls to avoid. Discover valuable insights and tips for successfully implementing field service software into your business.

• 00:00 - Introduction and Expertise of Brittany Baimbridge
• 02:24 - Essential Features to Look for in Field Service Software
• 06:09 - The Importance of Customization and Integrations
• 18:15 - Finding the Right Vendor Partner for Field Service Software
• 21:23 - Common Pitfalls to Avoid in Field Service Software Implementation
• 25:55 - Success Stories and Benefits of Field Service Software

In this episode of the Prime Resources Podcast, BDR Head Coach and Trainer Shaun Weiss discusses the concept of creating an avatar for a top-performing sales professional. An avatar embodies the characteristics and qualities that make a salesperson successful. Shaun identifies five key traits of a successful salesperson's avatar:

• Sales drive
• Empathy
• Toughness
• Observance
• Being process-driven

In this discussion, he emphasizes the importance of being competitive, needing achievement, staying optimistic, and mental and physical toughness. Shaun also highlights the significance of empathy without going to extremes and the value of being observant and process-driven in sales. He suggests using the avatar as a checklist for self-assessment and seeking feedback from coaches or managers to improve performance. Shaun encourages continuous learning and adaptation to stay fresh and avoid falling into a comfort zone.

• 00:00 - Defining the Salesperson's Avatar
• 05:10 - Sales Drive and Competitiveness
• 06:38 - Balancing Empathy
• 08:32 - The Importance of Toughness
• 11:26 - Being Observant and Process-Driven
• 13:26 - Using the Avatar as a Checklist

In this episode of the Prime Resources Podcast, BDR Head Coach and Trainer Chris Koch discusses the opportunities and challenges of expanding into the light commercial market for residential contractors.

In the discussion, Chris highlights the vast size of the market, with nearly 6 million commercial buildings in the US, and emphasizes the potential in smaller owner-occupied buildings like medical offices, professional office buildings, veterinary clinics, and office conversions. He also stresses the importance of knowing your numbers, managing budgets, and not overselling your capabilities.

Discover how to take an intentional, strategic, and customer-focused approach to entering the light commercial market.

• 00:00 - Introduction
• 02:18 - The Opportunity in Smaller Owner-Occupied Buildings
• 08:24 - The Benefits of Commercial Maintenance Contracts
• 12:51 - Utilizing Existing Team Members for Sales
• 23:15 - Avoiding Pitfalls and Knowing Your Market
• 29:58 - Taking Action: Getting Started in the Light Commercial Market
• 33:13 - Conclusion

In this episode of the Prime Resources Podcast, BDR Head Coach Adam Skorstad shares how consistency in communication can result in success with your business and your team.

Adam tackles the lack of communication in most contractors' businesses, the importance of group communication, setting clear expectations, and how to communicate with employees who are not meeting the standards that have been set.

Discover how to level up communication within your business and best practices in building effective communication habits with your team!

• 00:00 - Introduction
• 01:20 - Do most contractors properly communicate with their team?
• 02:00 - What impact can consistent communication have on our team?
• 07:00 - Scenarios that require group communication
• 10:05 - Communicating to employees not meeting our standards
• 15:55 - How can we be proactive in our communication?
• 19:55 - Building the muscle of consistency in communication
• 25:45 - Final thoughts

BDR Head Coach Paul Grizzle joins Prime Resources Podcast to discuss the importance of focusing on profit rather than just revenue in your business. Paul gives an overview of how these two key elements are different and outlines the breakdown of what makes up your revenue. Discover the importance of understanding the difference between the revenue and the profit your company generates and the action steps you can take to maximize profit - leading to freedom for you and your team!

• 00:00 - Introduction
• 01:00 - Definitions of Revenue and Profit and How the Two Relate to Each Other
• 09:30 - Why It’s Important to Move From Chasing Revenue to Banking Profit
• 14:11 - Understanding What Makes Up Your Revenue - Cost of Goods, Gross Profit, Overhead, and Net Profit
• 24:05 - Developing a Financial Understanding and Setting Baselines
• 26:51 - Summary and Conclusion