Background
Why I sell like an owner.
In March 2020 I bought
a junk-removal company.
It came with a commercial route and not much else. I expanded it into residential, set the pricing, ran the P&L and the scheduling, and handled every customer relationship myself. By the end of 2021 I had added more than $100,000 in revenue to it.
I did that while selling full-time. Through the same stretch I was presenting in-home flooring for Empire Today, where I finished my first year at more than $800,000 in net revenue and closed 80% of pre-set appointments on a single visit.
That is the experience I would want to know about a candidate. I have signed the front of a paycheck, not just the back of one. So when I sit down with an owner and talk about margin, payroll timing, or what a contract really costs over a year, I am not working from a script. I am working from the same set of worries.
It is also why I have never needed a lead handed to me. When the pipeline was my own livelihood, I learned to build it from nothing, and I have worked every territory since the same way.