Jason Phillips: [00:00:00] Welcome to the Contractor Freedom Podcast. I'm your host, Jason Phillips. This show exists to help small business owners like you escape the tyranny of contractor prison and enter the bliss of contractor freedom so you can have the time, money, and freedom to live your life with purpose beyond your business.

As a certified human behavior consultant in DISC personality styles and motivators, I'll be sharing with you skills for life and business. I'll also be connecting you with experts that can help you scale your business and your life. So if you want to build the business and life of your dreams, then you are in the right place.

Let's go! All right, welcome back, everybody. Today, I'm thrilled to introduce a special guest who is truly a beacon of innovation and leadership in the home service industry. Billy Kline, the owner of YourNewDoor. com is here with us. Billy runs a family business. Metro area and Billy and I have been online friends for quite a while now, but we recently got to spend some time talking in [00:01:00] person when he, uh, generally offered to take me to the airport in Austin, rather than me hailing an Uber.

So I really appreciate that, Billy. And Billy made a choice to a few years ago to eject the status quo in his business and to, and to change the game. And since then, he's made some impress impressive strides in his business. And I'm sure that you are going to be inspired by his story. One of the things that I really.

Appreciate about Billy is how humble and hungry he is. And plus he's got a heart to give back and to help others. So Billy, welcome to the Contractor Freedom Podcast. It's fantastic to have you here with us today.

Billy Cline: Hey Jason, I appreciate you having me on. It's an honor. There's one thing in this world I like to talk about is business, right?

I'm very awkward a lot of times when we get into social events or settings, right? Like, I don't want to talk about much. I don't like talking about baseball or sports much, but I want to talk about business. So if I can corner someone at a party or something like that, it wants to talk business, you know, they can't shut me up.

But otherwise, a lot of times I sit around and don't say much. So I enjoy these,

We

know

Jason Phillips: if we revisit that. That little [00:02:00] talk we had on the way to the airport, you know, you told me where the way your business used to be. Can you just give me a, give us a, give the listeners a glimpse of, of how did things used to be with, with your company and you?

Billy Cline: Well, you know, we spoke a little bit and I referenced that, you know, the path that you're on and what you do and what you speak about, contractor prison and breaking out of that. I was the epitome of that, right? Like my, my business owned me. I didn't have a, I didn't have a business. I had a job really.

Right. And my number one goal every week was to sell enough jobs to make payroll. Right? And it was really one of those scenarios where I couldn't afford to take a day off. I couldn't miss a day. If something went wrong on a job where we didn't get paid for that job, we were going to miss payroll. And you know, it was always something, right?

Like it was literally what you hear and what you think when someone talks about being a firefighter in their business. If, you know, you know, Honestly, it's probably was a good exercise for me to go through because now when something's on fire around here, I just sit around and, you know, it doesn't, I don't get excited about it because I've been through way worse.

Right. [00:03:00] So, but it was literally, you know, five alarms every day, just trying to keep the wheels on the bus. Somebody doesn't show up, you know, somebody messed up a project, something was missold or whatever....

Jason Phillips: [00:00:00] Welcome to the Contractor Freedom Podcast. I'm your host, Jason Phillips. This show exists to help small business owners like you escape the tyranny of Contractor Freedom and enter the bliss of Contractor Freedom so you can have the Time, Money, and Freedom to Live Your Life With Purpose Beyond Your Business.

As a certified human behavior consultant in DISC personality styles and motivators, I'll be sharing with you skills for life, love, leadership, and business. I'll also be connecting you with experts that can help you scale your business and your life. So if you want to build the business and life of your dreams, then you are in the right place.

Let's go.

Jason Phillips: Hello Contractors, we've got a great episode for you today. I have with me today Mr. Joe Covarrubias. He is the, the shy, quiet type. No, for those of you that know Joe, no, he's not the shy, quiet type. Joe's our VP and he has been, training the salespeople at our home improvement company for, I [00:01:00] think, eight years now.

Eight years. And so we're going to learn some insights from Joe so that you can take your sales organization to higher levels. Hey Joe, welcome to the show today.

Joe Covarrubias: Thank you so much. I'm excited to be here. I always love Visiting with you on a different level other than a boss employee relationship.

I love just sharing and chatting. So thank you for having me.

Jason Phillips: I'm glad you were able to take some time out of VP prison. No. So you've, you know, you've trained quite a few salespeople. And the reason we're doing this episode today is because so many of our business owner friends.

are at the place where they've hired their first salesperson and the new salesperson for whatever reason can't seem to close the deal like the business owner. And I thought we might diagnose for them some possible things of what could be going on. So, you know, what would be the first thing, you know, if a guy comes in, Hey Joe, my new salesperson, he's not closing deals like I was.

Can you help me diagnose it? You know, what's the first thing you would look at?

Joe Covarrubias: Well, the first thing I would look at [00:02:00] is, you know, I've been real fortunate to kind of go on this journey with you of the behavior profiles. And when I first started as a sales manager here at Phillips, I didn't have, I wasn't as educated as I was, and I was just hiring guys who had the gift of gap, you know, just sales guys, right?

But as I've been along on this journey with you, With regard to behavior profile, that'd be the first question I ask. What is this guy's, is he in a seat that, is he in the right seat? I mean, be great guy. He may be a, his, it is this profile may be a sales profile, but it could be a long sales cycle. There's different sales.

And here at Philips, you know, we work, we try to nurture a one call close environment. And there's a certain profile that. That does that. So if they're not closing OTS on the spot, that's probably the first place up.

Jason Phillips: Is the personality profile. Interesting. Something near and dear to my heart. Yeah, exactly.

You know, it makes me think about if we look at external things and we look at like sports. Right. You know, there's a typical physique of someone who's winning medals in swimming.

Joe Covarrubias: Right.

Jason Phillips: And [00:03:00] you know, from their height, their leg length versus their upper body length. And then their lungs. This is the same thing for like marathon runners.

Sure. And let's say basketball players or sumo wrestlers or boxers. Right. Or it's like in any professional sport for, let's say individual sports for now, there are. Some typical...

Jason Phillips: [00:00:00] Welcome to the Contractor Freedom Podcast. I'm your host, Jason Phillips. This show exists to help small business owners like you escape the tyranny of Contractor Freedom and enter the bliss of Contractor Freedom so you can have the Time, Money, and Freedom to Live Your Life With Purpose Beyond Your Business.

As a certified human behavior consultant in DISC personality styles and motivators, I'll be sharing with you skills for life, love, leadership, and business. I'll also be connecting you with experts that can help you scale your business and your life. So if you want to build the business and life of your dreams, then you are in the right place.

Let's go.

Jason Phillips: Hello, contractors. I ignored these resources. For so many years, and I kept hearing about all the amazing resources that the PCA had available for its members. And even though I've been a member for a long time, I had been a member for a long time, I never really took the time to check these things out because I was always busy running my [00:01:00] business.

Well today, I've got great news. We're opening the closet turning on the light in today's episode We're diving in with the PCA's own Janelle Roedl the PCA member advocate I want you to stick around till the end because I guarantee you're gonna discover one or more multiple resources that you can use To solve your business challenges, stand on the shoulders of the giants that have gone before you, save you time, money, and headaches.

Janelle, welcome to the show.

Janell Roedl: Thank you, Jason. I am honored and it's a pleasure to be here.

Jason Phillips: Well, I am so glad that we connected. Janelle, would you, would you take a moment to share with everybody, you know, what's your role? What, what is, what is the member coordinator at the PCA?

Janell Roedl: Absolutely, I'd love to. So my title now is Member Advocate and I kind of gravitate more towards that title because it really shows that my role is on the side of the painting contractor. Not [00:02:00] PCA, but I'm here to create a premier experience for PCA members. , we do that in a variety of ways by providing resources and connecting our contractors with those resources.

We have so many that it's often a challenge. One of the biggest challenges is, Finding those resources. So it's my role to help do that. , to answer questions, troubleshoot just problems, issues, connect with you. Take feedback. I would love any feedback on, the PCA, the resources we offer, the member experience, because I just want to make it better.

My heart is service. I love people. I love connecting with

Jason Phillips: Well, you know, I, I love, I love that. And I appreciate you sharing that. One of the things that's frustrating is when you're working within as a business owner, or let's just say as a consumer at all, you're working with an organization or you're working with, with a, with a company and. You're like, who do I call for this?

Who do I call for that? I mean, just recently my company, we had been working with another company that was going to deliver some [00:03:00] stuff to us and, some digital goods to us. And they had so many departments and people, we didn't really have a single point of contact. And so hearing you just say, look, that's my job. So I think that is,

Janell Roedl: Yeah. I'm your girl.

Jason Phillips: so before the end of this episode, you guys are going to learn how to get in touch with Janelle so she can answer, any questions, that you have. So let's, you know, the, the, the PCA, the Painting Contractors Association, for those of you that aren't familiar, significant anniversary this year?

Janell Roedl: There is, this year marks our 140th anniversary and that...