The Honor of Taking Responsibility for Your Results

BY: Julie Crisara

The Honor of Taking Responsibility for Your Results

The job of a top professional is doing what seems impossible, on a regular basis. While there might be a few truly unworkable situations, the vast majority of the time solutions to the most difficult, stress-inducing obstacles really do exist- and we see evidence of this all around us.

When’s the last time you had occasion to hire, say, a great mechanic or a computer tech? You know, the type that remain cool under fire in the most seemingly “throw-up-your-hands” predicaments. The kind that patiently, methodically pokes around under the hood of your broken down car or zips through the operating system and file registry of your crashed and buggy laptop. When either machine is finally, magically restored to its perfect working order your sense of relief and appreciation can hardly be described by words.

The best performance-delivering professionals almost never make excuses, almost never give up and almost never put the problem on insurmountable external issues. It’s always on themselves. Although the problem may a challenging doozy, it’s always “What am I not thinking of?”, “What am I not seeing?” or “What angle or tool have I not yet employed?”

By the time we encounter any top professional, no matter the field, they have equipped themselves for the challenges to be faced and brought the precise tools for success. They have the discernment to know that perhaps not every single challenge can be won, but the vast majority of important ones can be, if one is prepared.

Continue reading “The Honor of Taking Responsibility for Your Results”

How 5 Winning Strategies From the Trump Campaign Can Benefit Your Business Now

BY: Joe Crisara

trump_post

You can love him or hate him… but regardless of which side you fall on, Donald J. Trump is our next President.

The Electoral College results were undeniable.  But on election night, a lot of people were surprised by what was unfolding in front of their eyes. Dumbfounded might be a better word for it.

The other side was certain of their victory even before the first vote was cast. But “The Donald” seemingly came out of nowhere, winning one key state after another until much of the world was left in shock, wide-eyed and open-mouthed.

What happened?  How did he come out of “nowhere” and win a decisive electoral victory like that?  It wasn’t happenstance, it wasn’t a miracle, and it wasn’t dumb luck.  It was strategy.

Continue reading “How 5 Winning Strategies From the Trump Campaign Can Benefit Your Business Now”

Job Descriptions: The Overlooked Key to Running a Profitable Contracting Business

BY: Joe Crisara

job-descriptions

In business, there’s a huge game-changer that most bosses totally ignore. In fact I’ll bet you have one stuffed in the bottom of your desk drawer or in the back of a filing cabinet right now… that is, if you even bothered to make a hard copy.

What if I told you that one simple sheet of paper could make your hiring, onboarding, training, managing, and coaching multiple times easier and more efficient? And what if that same piece of paper could cause your employees to do a higher quality, more profitable job? Continue reading “Job Descriptions: The Overlooked Key to Running a Profitable Contracting Business”

Doggone Good Sales Advice: The Cesar Millan School of Selling

BY: Joe Crisara

doggone

Have you ever watched a guy on TV named Cesar Millan? He has two shows you might have seen: The Dog Whisperer and Cesar 911. I admit it. I find myself kind of addicted to watching him work.

It’s a reality show, so each week you get to see Cesar go out to families with “troubled” dogs and fix them.

This guy is really skilled at dog training – but what’s incredible to watch is that he’s even more skilled at training people. In fact, At the beginning of each show, he says, “I rehabilitate dogs… I train people.”

He uses his vast knowledge of dogs to teach dog owners how to relate to their dogs in a way that is most meaningful to the dog. And the results are phenomenal.

Think about it… do you know anyone who goes out to see families with “troubles” on a regular basis?

(Hint: check the mirror!)

And do you think that person in the mirror would be even more successful if they used their knowledge and expertise to relate to their customers in a way that is most meaningful to the customer?
Continue reading “Doggone Good Sales Advice: The Cesar Millan School of Selling”

Why Increased Competition is NOT The Problem With Your Business

BY: Joe Crisara

increased-competition

Think about the last time you had a conversation with a group of other shop owners at a meeting, training session, or some other kind of industry get-together.

What was the “shop talk” like?

Ok, so that’s a rhetorical question because unless you were at one of my training sessions, I KNOW what the shop talk was like.

Continue reading “Why Increased Competition is NOT The Problem With Your Business”

Take Responsibility To Be Part Of The Solution

BY: Joe Crisara

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See if this sounds familiar…

You’re frustrated with the way things are going at your shop.  It seems like the harder you work, the more difficult it becomes to make a profit.  When calls come in, it seems more often than not they result in low-priced, low-level tickets… or even worse, dispatch only fees.

At times it’s hard for you to see the silver lining, and it’s even harder to imagine things improving if something doesn’t change in the near future.

Now, if that DOES sound familiar, I have two things to tell you…

Continue reading “Take Responsibility To Be Part Of The Solution”

3 Keys To Get Your Team To Take Action

BY: Joe Crisara

3 KEYS

I firmly believe that to have a successful team, you first have to understand the individual players in detail… and then use your understanding of the players to forge a winning culture.  But once you’ve taken the time to get to know each player, how do you get each individual begin to do something different, change their results and start moving in the right direction? Continue reading “3 Keys To Get Your Team To Take Action”

From Hired To Quit In 60 Minutes!

BY: Joe Crisara

aaa-hired to quit

My First Day At Work

Ah my first day at a new job. You breathe in and inhale all of the possibilities. Everyone in your family is excited about your prospects at your new place of employment. Even your Mom said how proud she was about you landing work so you could provide as everyone should for your spouse and kids. Continue reading “From Hired To Quit In 60 Minutes!”

Be a Student To Be a Great Leader

BY: Joe Crisara

Be a Student

 

As a leader in your organization, and as a coach to your team, you do your best to make sure that your team has the proper knowledge, training and support to succeed.  You hold meetings and training sessions. You ride along with them on calls and share everything you know so that the lessons you’ve learned along the way might help your team members become more successful. Continue reading “Be a Student To Be a Great Leader”

If Nick Saban Was Your Manager: The Recipe For a Winning Team

BY: Joe Crisara

The Recipe For a Winning Team

Now, everybody always says there’s no ‘I’ in team, but there is an ‘I’ in win, because the individuals make the team what it is, and how they think and what they do is important to the team.    

— Nick Saban

Continue reading “If Nick Saban Was Your Manager: The Recipe For a Winning Team”

Why Your Team Needs a Coach – Not a Manager [VIDEO]

BY: Joe Crisara

Coach Not Manager

If you’re someone who regularly follows ContractorSalesCoach.com, I can only assume that you’re dedicated to growing your business. And you can’t achieve that without creating a level of greatness in your team.

You know your product, you watch the numbers like a hawk, and you do your best to hire the right kind of people into your organization.  And yet there’s one mistake you might be making that holds your team back and keeps it from being as productive and effective as it can be. Continue reading “Why Your Team Needs a Coach – Not a Manager [VIDEO]”

5 Keys to Creating a Profitable Planned Service Agreement

BY: Joe Crisara

5 Key Components to Creating a Profitable Planned Service Agreement

Recently, we published an article on why your company needs to abandon the old-school emergency culture of this business and adopt a Planned Service Agreement Culture instead. If you missed it, you can get all the details here.

If 67% of your calls on a month to month or year to year basis are emergency calls (meaning people who called you when something crucial breaks), then your company is operating in an emergency-based culture.

I get it.

We’re in a traditionally seasonal business. One month you’re starting early and working late trying to get to all your calls, and the next month you’re lighting candles and holding prayer vigils to try and make the phone ring.

Maybe that’s just the way it is. You’re stuck with that wild scramble one month and then sitting on your hands hoping someone calls the next month. You just have to accept it, right?

It may feel that way sometimes, but I assure you do not have to accept it.

A Planned Service Agreement (PSA) can not only help you smooth out those seasonal ups and downs, but also make your business more profitable, and create a more positive company culture in the process.

33 Point Ribbon Blog Native Ad 1200x153 Continue reading “5 Keys to Creating a Profitable Planned Service Agreement”

3 Things That Can Boost or Destroy Your Contracting Business

BY: Joe Crisara

3 Things That Can Boost or Kill Your Contracting BusinessWhen you own and run a contracting business, it seems like there’s always something urgent to handle.

There are always emails, phone calls, meeting, employee questions, customer concerns… the list goes on and on. From the second you walk in the door to the second you power off your phone at night (if you even get to do that), there’s no shortage of urgent matters for you to handle.

So when exactly is someone in your position supposed to get anything BIG done… like grow the business?

Well, honestly, if you keep spending your time on those urgent things, maybe never.

That’s one of the reasons why so many companies in our industry seem to grow like crazy for a while and then hit a ceiling. At some point, their growth stalls because they’re in a constant mad dash to handle all the urgency.

The question then, is… what can you do about it?

Continue reading “3 Things That Can Boost or Destroy Your Contracting Business”

The Culture Flaw That’s Killing Your Company

BY: Joe Crisara

CultureFlawWould you say your company has a “customer first” culture?

Would you agree that providing the best possible customer experience, and preventing as much stress and hassle as possible for your customers is at the very top of your priority list?

Is it safe to say that providing for the safety, health, and comfort of your customer and your community is “Job One”?

I really believe that if you asked them, most owners and managers in our industry would say that describes the way their company feels toward their customers, and I’m sure you feel that way about your customers, too.

Now, I don’t want to be the guy to rain on your parade, burst your bubble, or do unspeakable things in your Cheerios – but I may have some bad news for you. Continue reading “The Culture Flaw That’s Killing Your Company”

Here’s Why Your Company is Losing Opportunities (and How to Fix it!)

BY: Joe Crisara

Do It NOW

Coming together is a beginning; keeping together is progress; working together is success.

I wish I could take credit for that one, because it’s dead-on accurate, but it was actually Henry Ford who said that.

And when you look at what today’s contracting business is like, it really hits home for us, too.

To be truly customer focused in our business means that you have to meet the needs of your customer in terms of the quality of your communication with them, the service you provide, and the timeframe in which you deliver that service… even when the opportunity comes in after hours.

Continue reading “Here’s Why Your Company is Losing Opportunities (and How to Fix it!)”

4 Awesome Benefits To Walking Out On Your Business

BY: Joe Crisara

BurnoutAs a business owner, you feel the daily weight and responsibility for the success of your business and your life.

So on most days you power through, endlessly pushing yourself to get more done, meet deadlines and manage fires to keep your customers happy.

You keep going even as the pressure, stress and overwhelm builds and then it happens…

Your productivity begins to wane, your creativity begins to suffer, your resilience starts to falter and…

You burnout. You’re done. Toast.

And when you burnout, you cause a stress damaging ripple effect that negatively affects your employees, your customers and your bottom line.

You’re no longer present in your business. Your employees are weary of interacting with you. You’re tired and frustrated and your customers can tell.

Then where is your business? And what happens to the life you are trying to build by being a business owner?

Continue reading “4 Awesome Benefits To Walking Out On Your Business”

Give Your False Assumptions A Knockout Punch

BY: Joe Crisara

boxing_glove_512x512We face seemingly unlimited obstacles when trying to manage and grow our businesses.

Some bigger than others. Some more persistent than others, but none the less our job is to navigate these obstacles.

Large or small, some of these obstacles can be more obvious than others, like…

You need a bigger location to continue to grow your company. Or your budget doesn’t allow for investing in staff with a needed skill set.

But what about the obstacles that are far less obvious?

What about the obstacles that we put in front of ourselves that maybe aren’t actually there?

Continue reading “Give Your False Assumptions A Knockout Punch”

Take action, feel the fear and try it anyway

BY: Joe Crisara

You’ve heard of the many behavioral conditioning experiments in which animals in a laboratory are rewarded with sugar pellets or punished with an electric shock for pushing for a particular button.

What if the animal was randomly shocked with no regard to which button was pushed? 

The answer is that the animal will take no action because they are not sure what will happen.

Basically it becomes to risky to do anything therefore they go into a stressed out shell and wait for something to happen. Eventually the stressed out subject of this type of experiment loses the ability to think clearly due to the environment they find themselves in.

Continue reading “Take action, feel the fear and try it anyway”

Lead Like Martin Luther King: 5 Values to Embody

BY: Joe Crisara

Lead-Like-Martin-Luther-King-5-Values-to-Embody1Martin Luther King Jr. would have been 87 years old this year. In his short but inspiring life he left an incredible legacy on our nation and people.

I’m a believer that the values we honor in ourselves are often found in our heroes or people we admire.

MLK is one of those people for me.

While not a perfect man, he did embody 5 core values that I cherish and try to live by everyday. The impact of living these values can be large or small, but in all cases, I know living by them will make a difference.

Martin Luther King led a bigger life to create a greater world and I believe it’s within each of us to do the same. His courage, vision, compassion, integrity and inspiration changed history.

Continue reading “Lead Like Martin Luther King: 5 Values to Embody”

Review The Past, Then Let It Go

BY: Joe Crisara

Review The Past & Let It Go_Review The Past & Let It Go_Randy HeinitzUnderstand the Past So You Can Let It Go

One of the things that hurts the possibility of creating more success is the stubborn habit of clinging to the past. Because we relive our past experiences for years both in reality and in our retrospective minds, it feels like a very comfortable place to be.

Placing a high value on certain legacies we have achieved can be fine…

However, when those legacies are toxic they can be outright dangerous and can ruin your business and your life.

Continue reading “Review The Past, Then Let It Go”

Beyond New Year’s Resolutions & S.M.A.R.T. Goals: Part III Discovering Core Values

BY: Joe Crisara

Beyond New Years Resolutions-Part-IIIValues are who you are.

They are your beliefs, morals and philosophies that serve as guideposts towards the actions you take to achieve the results you desire.

They are your internal reference points for decision-making.

Discovering, refining and understanding your core values is an integral part of business ownership and critical to successful planning and goal attainment.

The exercise below is designed for you to discover your core values as they are right now.

Discover core values through your peak moments in time

Discovering your core values takes place in two parts.

  1. The first is broad level unearthing of values.
  2. The second is condensing and refining these values to 7-10 core value strings.

Part I: Identify three special peak moments when life was especially rewarding or poignant

This is just a “moment” in time, not an entire experience but a snapshot. We are seeking experiences that are particularly rich and fulfilling. For example: closing a big sale, successfully completing a large project or completing a live event.

Ask yourself the following questions regarding each of your peak moments:

  • What was happening?
  • Who was present and what was going on?
  • What were you doing?
  • What other factors contributed to your happiness?
  • What need or desire was fulfilled?
  • How and why did the experience give you meaning?
  • What were the values being honored in these moments?

Write out as many key words/values that you felt in these moments. You will feel certain energy around the words that feel right. It is more valuable if you use your own words to describe your values.

Part II: Condensing and refining your values into strings

Use several words together to form a string describing the value. Grouping similar values together allows you to not have to find the perfect word for whatever value/emotion. For example:

  • Integrity/Honesty/Truth
  • Loving/Caring/Empathy
  • Leadership/Collaborative/Empowerment
  • Place the most significant word at the beginning, such as integrity and leadership above
  • Take your time and create your 7-10 value strings

Values can change over time

These values may take some time to flush out and fully develop but this is a great place to start to visualize and verbalize the core values in your life.

Of note, core values are usually stable, yet they don’t have strict limits or boundaries and can change over time.

For example: what was success to you when you first entered the workforce may be different now as a business owner.

As your definition of success changes, so do your core values, therefore, revisiting and updating your core values is a lifelong exercise.

Up next we start putting your plan together with a very cool vision exercise and goal setting based on your core values.

Listen, if you haven’t done your year end review click here and do that now. Doing your year end review will help you with discovering your core values, planning and goal setting.

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Beyond New Year’s Resolutions & S.M.A.R.T. Goals: Part IV Visioning and Goals

BY: Joe Crisara

Beyond-New-Years-Resolutions-SMART-Goals-Part-IV-Visioning-and-Goals“Clarity precedes mastery” – Robin Sharma

In order to achieve success you must first envision what you want.

Having finished the year end review and discovered/refined your core values, you are now ready to start vividly picturing what you desire in the upcoming year.

From this compelling vision, you have the raw materials to set your goals and put your plan together for an amazing year.

This post will take you through a simple yet powerful visioning exercise and the S.M.A.R.T. goal framework. Continue reading “Beyond New Year’s Resolutions & S.M.A.R.T. Goals: Part IV Visioning and Goals”

Beyond New Year’s Resolutions & S.M.A.R.T. Goals: Part V Achieve Success

BY: Joe Crisara

Beyond-New-Years-Resolutions-SMART-Goals-Part-V-Achieve-SuccessCongratulations!

From the previous posts in this series, you’ve discovered your core values, lined up a vision and set audacious SMART goals for yourself.

Now comes the most fun, yet challenging part of the journey: doing the work and staying on track towards success.

Where “the rubber meets the road” is the true test of your plan. Continue reading “Beyond New Year’s Resolutions & S.M.A.R.T. Goals: Part V Achieve Success”