next up em so easy hope I pronounced that okay he’s saying he designed smart
that okay he’s saying he designed smart
that okay he’s saying he designed smart homes he’s saying he agrees that when
homes he’s saying he agrees that when
homes he’s saying he agrees that when he’s working in b2c market all they want
he’s working in b2c market all they want
he’s working in b2c market all they want to hear about as a story and why he
to hear about as a story and why he
to hear about as a story and why he created his business when he’s selling
created his business when he’s selling
created his business when he’s selling to builders and his in b2b all they care
to builders and his in b2b all they care
to builders and his in b2b all they care about is price they don’t care about a
about is price they don’t care about a
about is price they don’t care about a story all they care about is offering
story all they care about is offering
story all they care about is offering something cheap how do I overcome this I
something cheap how do I overcome this I
something cheap how do I overcome this I want to make more money selling b2b yeah
want to make more money selling b2b yeah
want to make more money selling b2b yeah i think it’s the case a little bit in
i think it’s the case a little bit in
i think it’s the case a little bit in some even in houses I think there’s kind
some even in houses I think there’s kind
some even in houses I think there’s kind of blurring between kind of b2b and b2c
of blurring between kind of b2b and b2c
of blurring between kind of b2b and b2c and yeah everybody wants to store in
and yeah everybody wants to store in
and yeah everybody wants to store in terms of big you know you think about
terms of big you know you think about
terms of big you know you think about you’re gonna buy a house it’s your dream
you’re gonna buy a house it’s your dream
you’re gonna buy a house it’s your dream isn’t it especially if it’s your first
isn’t it especially if it’s your first
isn’t it especially if it’s your first house I can remember the day we walked
house I can remember the day we walked
house I can remember the day we walked in until the keys on our first house and
in until the keys on our first house and
in until the keys on our first house and I still remember as if i’m there today
I still remember as if i’m there today
I still remember as if i’m there today how it just kind of thought wow you know
how it just kind of thought wow you know
how it just kind of thought wow you know what a sense of responsibility did I
what a sense of responsibility did I
what a sense of responsibility did I really make this this is my own place
really make this this is my own place
really make this this is my own place you know and and the level of the clean
you know and and the level of the clean
you know and and the level of the clean rooms the the Hoover and all that sort
rooms the the Hoover and all that sort
rooms the the Hoover and all that sort of stuff went up through the sky now
of stuff went up through the sky now
of stuff went up through the sky now builders obviously they’ve got an
builders obviously they’ve got an
builders obviously they’ve got an economic model they’ve got to make money
economic model they’ve got to make money
economic model they’ve got to make money they’ve got to be profitable and in that
they’ve got to be profitable and in that
they’ve got to be profitable and in that business kind of builders can live
business kind of builders can live
business kind of builders can live hand-to-mouth they’ve got a lot of
hand-to-mouth they’ve got a lot of
hand-to-mouth they’ve got a lot of subcontractors they’ve got a lot of
subcontractors they’ve got a lot of
subcontractors they’ve got a lot of people that need pay like every week and
people that need pay like every week and
people that need pay like every week and a lot of their payments in that business
a lot of their payments in that business
a lot of their payments in that business are staged on kind of milestones of
are staged on kind of milestones of
are staged on kind of milestones of completion of building the house so I
completion of building the house so I
completion of building the house so I think you have to be sensitive to that
think you have to be sensitive to that
think you have to be sensitive to that but also I don’t know anybody in
but also I don’t know anybody in
but also I don’t know anybody in business and builders are the same they
business and builders are the same they
business and builders are the same they don’t want to do a great job they want
don’t want to do a great job they want
don’t want to do a great job they want to build great houses they want to they
to build great houses they want to they
to build great houses they want to they want to make people proud and that’s the
want to make people proud and that’s the
want to make people proud and that’s the story you could connect to wis because
story you could connect to wis because
story you could connect to wis because so that not only you know great house
so that not only you know great house
so that not only you know great house builders get talked about in communities
builders get talked about in communities
builders get talked about in communities that everybody wants one of their houses
that everybody wants one of their houses
that everybody wants one of their houses and it’s no good you know when they go
and it’s no good you know when they go
and it’s no good you know when they go to the golf club or a dinner party or
to the golf club or a dinner party or
to the golf club or a dinner party or kind of some sort of chat room and
kind of some sort of chat room and
kind of some sort of chat room and they’ll be there and someone will say
they’ll be there and someone will say
they’ll be there and someone will say something awesome about that house that
something awesome about that house that
something awesome about that house that was built by then they will be swelling
was built by then they will be swelling
was built by then they will be swelling up with pride so I would find the story
up with pride so I would find the story
up with pride so I would find the story that connects to them being very
that connects to them being very
that connects to them being very cognizant that they have to make money
cognizant that they have to make money
cognizant that they have to make money out of it and the sensitivity of you
out of it and the sensitivity of you
out of it and the sensitivity of you standing in their shoes
standing in their shoes
standing in their shoes and to Evans point of going where the
and to Evans point of going where the
and to Evans point of going where the audiences with a builder and understand
audiences with a builder and understand
audiences with a builder and understand their business model and it’s very kind
their business model and it’s very kind
their business model and it’s very kind of cash constrained and they got to kind
of cash constrained and they got to kind
of cash constrained and they got to kind of make money and that comes down to
of make money and that comes down to
of make money and that comes down to cutting costs it but more than that
cutting costs it but more than that
cutting costs it but more than that everybody I know everybody who’s an
everybody I know everybody who’s an
everybody I know everybody who’s an entrepreneur and everybody’s dialed into
entrepreneur and everybody’s dialed into
entrepreneur and everybody’s dialed into this yeah you want to do things great
this yeah you want to do things great
this yeah you want to do things great few customers you want to do things in
few customers you want to do things in
few customers you want to do things in terms of treating the company’s money as
terms of treating the company’s money as
terms of treating the company’s money as if it’s your own and making sure every
if it’s your own and making sure every
if it’s your own and making sure every expense dollar gets her kind of return
expense dollar gets her kind of return
expense dollar gets her kind of return on investment but more than that you
on investment but more than that you
on investment but more than that you want to do it the right way you want to
want to do it the right way you want to
want to do it the right way you want to build awesome products you want to build
build awesome products you want to build
build awesome products you want to build awesome awesome houses I think the
awesome awesome houses I think the
awesome awesome houses I think the echoes Stevens Point from the very top
echoes Stevens Point from the very top
echoes Stevens Point from the very top of the show as long as you’re dealing
of the show as long as you’re dealing
of the show as long as you’re dealing with a human stories matter people care
with a human stories matter people care
with a human stories matter people care people are guided by their emotions they
people are guided by their emotions they
people are guided by their emotions they want to feel connected to you now not
want to feel connected to you now not
want to feel connected to you now not every customer will be able to afford
every customer will be able to afford
every customer will be able to afford what you’re doing right if you’re if
what you’re doing right if you’re if
what you’re doing right if you’re if you’re dealing with a high end product
you’re dealing with a high end product
you’re dealing with a high end product and you’re dealing with very price
and you’re dealing with very price
and you’re dealing with very price sensitive customers they may love your
sensitive customers they may love your
sensitive customers they may love your story but it doesn’t mean they can
story but it doesn’t mean they can
story but it doesn’t mean they can afford it right the stuff that I do ah
afford it right the stuff that I do ah
afford it right the stuff that I do ah not everybody can afford it and that’s
not everybody can afford it and that’s
not everybody can afford it and that’s fine so I think I don’t think the story
fine so I think I don’t think the story
fine so I think I don’t think the story hurts you but it’s not everything right
hurts you but it’s not everything right
hurts you but it’s not everything right like the stories is not going to the
like the stories is not going to the
like the stories is not going to the story will win some clients over that if
story will win some clients over that if
story will win some clients over that if there’s a credit of situation you’ll get
there’s a credit of situation you’ll get
there’s a credit of situation you’ll get the business but you also have to give
the business but you also have to give
the business but you also have to give them a good business case right if you
them a good business case right if you
them a good business case right if you have a bad product or your you are to
have a bad product or your you are to
have a bad product or your you are to overprice the story is not going to be
overprice the story is not going to be
overprice the story is not going to be enough just to get you over that hurdle
enough just to get you over that hurdle
enough just to get you over that hurdle so I think it’s just understanding
so I think it’s just understanding
so I think it’s just understanding understanding your customer base I would
understanding your customer base I would
understanding your customer base I would I would disagree that all b2b people
I would disagree that all b2b people
I would disagree that all b2b people only care about price I think there’s a
only care about price I think there’s a
only care about price I think there’s a lot of emotion that goes into every
lot of emotion that goes into every
lot of emotion that goes into every business deal that happens just looking
business deal that happens just looking
business deal that happens just looking at my own business I get opportunity to
at my own business I get opportunity to
at my own business I get opportunity to work with a lot of different companies
work with a lot of different companies
work with a lot of different companies and brains and the ones that I say yes
and brains and the ones that I say yes
and brains and the ones that I say yes to are the ones that I connect with the
to are the ones that I connect with the
to are the ones that I connect with the leadership and their story and what that
leadership and their story and what that
leadership and their story and what that are all about and I think they connect
are all about and I think they connect
are all about and I think they connect with me because of my store when i’m all
with me because of my store when i’m all
with me because of my store when i’m all about and it’s not just hey can you do
about and it’s not just hey can you do
about and it’s not just hey can you do it for a thousand dollars cheaper and
it for a thousand dollars cheaper and
it for a thousand dollars cheaper and then that’s what you know mix the mix
then that’s what you know mix the mix
then that’s what you know mix the mix the shift as long as you’re doing with
the shift as long as you’re doing with
the shift as long as you’re doing with people stores are going to be important
people stores are going to be important
people stores are going to be important whether you’re selling to customers in
whether you’re selling to customers in
whether you’re selling to customers in the b2c space or b2b space i have it i
the b2c space or b2b space i have it i
the b2c space or b2b space i have it i think on that as well the power what you
think on that as well the power what you
think on that as well the power what you said
said
said it’s when your story becomes the
it’s when your story becomes the
it’s when your story becomes the audience’s story and the connection
audience’s story and the connection
audience’s story and the connection between your story and this is where the
between your story and this is where the
between your story and this is where the heart kind of kicks in I I don’t know
heart kind of kicks in I I don’t know
heart kind of kicks in I I don’t know and a story could be a question as well
and a story could be a question as well
and a story could be a question as well so if you asked a house builder how did
so if you asked a house builder how did
so if you asked a house builder how did you feel when you took the keys to your
you feel when you took the keys to your
you feel when you took the keys to your first apartment or your first house that
first apartment or your first house that
first apartment or your first house that individual will go back 20 30 years ten
individual will go back 20 30 years ten
individual will go back 20 30 years ten years and the emotions will flood in and
years and the emotions will flood in and
years and the emotions will flood in and secondly I think it’s really important I
secondly I think it’s really important I
secondly I think it’s really important I don’t know any house builder if you ask
don’t know any house builder if you ask
don’t know any house builder if you ask them the question what was the first
them the question what was the first
them the question what was the first house that you built how did that feel I
house that you built how did that feel I
house that you built how did that feel I guarantee they put the best taps on they
guarantee they put the best taps on they
guarantee they put the best taps on they would have been really proud of the
would have been really proud of the
would have been really proud of the house they would have wanted that has to
house they would have wanted that has to
house they would have wanted that has to be the best house the best home
be the best house the best home
be the best house the best home experience that was on the planet and
experience that was on the planet and
experience that was on the planet and they’ll remember that first house they
they’ll remember that first house they
they’ll remember that first house they bill just like as an entrepreneur I
bill just like as an entrepreneur I
bill just like as an entrepreneur I remember the first sale i made i
remember the first sale i made i
remember the first sale i made i remember the first customer we had I
remember the first customer we had I
remember the first customer we had I remember the first employee we hired
remember the first employee we hired
remember the first employee we hired because those things connect your heart
because those things connect your heart
because those things connect your heart totally and your head in your memory and
totally and your head in your memory and
totally and your head in your memory and you get flooded with emotion and that’s
you get flooded with emotion and that’s
you get flooded with emotion and that’s the way you unlock the human
”
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