Episode 186 — Stop Selling with Mark Stewart

Chase and Fat Pat explore the often-complex landscape of change management. Change within an organization requires more than just fresh ideas; it demands a well-executed plan and consistent momentum. Decision-makers must be resilient and somewhat shielded from daily challenges, allowing them to focus on long-term goals rather than immediate hurdles. This "immunity" to the daily grind is key to sustaining momentum and reaching successful outcomes, even when facing resistance. How can leaders create the right conditions to stay focused and maintain momentum during challenging times? The duo delves into first-order thinking, a strategy that strips problems down to their basic elements, enabling organizations to innovate by building solutions from the ground up. This approach results in truly effective and impactful change rather than simply repurposing old solutions. Chase shares how Go-Forth used this approach to design a unique, customer-focused program tailored specifically to client needs. In Chase’s view, first-order thinking is essential for identifying fresh, effective strategies that align with long-term objectives. How might organizations cultivate a culture that encourages this level of foundational, creative thinking? Chase brings up his perspective on employee turnover. While turnover is often seen as a negative, he explained that it can serve as a natural part of organizational growth, especially when underperformers are replaced by top talent. Embracing turnover as an opportunity to strengthen the team and foster resilience can make change feel less disruptive and more like a constructive evolution. For Chase, fostering a culture that adapts to change, rather than resisting it, enables organizations to thrive despite disruptions. How can companies reframe turnover as a positive force, and what steps can they take to make the transition smoother? Audio mixing and editing by www.verbell.ltd.

Wall Street equity analyst, Jamie Clement, joins Paul and Patrick and takes a hard look at the current state of the economy, focusing on how it impacts both consumers and the pest control industry. With rising costs hitting American households—particularly those in the lower income brackets—the discussion centers on how this economic squeeze could affect pest control operators. As consumers feel the pinch, businesses might face challenges with customer retention and acquisition. Could economic pressures fundamentally change consumer behavior in sectors like pest control? Jamie dives into the potential impact of tariffs and tax reductions on inflation. He makes it clear that tariffs are inflationary, leading to higher costs for everyday items, which are often passed on to consumers. Speculating on future economic policies, Jamie warns that it might be premature to declare inflation under control, given the potential for more price hikes. How might further inflation affect industries that rely on a stable consumer base? Jamie reflects on the challenges of managing businesses, especially in industries like pest control, where regional and cultural differences can complicate operations. Jamie stresses the importance of clear, honest communication with investors and warns against assuming everyone understands industry specifics. As companies navigate these complex times, how can businesses better tailor their strategies and messaging to align with market realities?

Nephi Julien and Shad Teerlink, co-owners of Evolve Pest Control, shared their remarkable journey from 323 clients in Nowhere, Nevada to a multi-million dollar exit. With no prior experience and limited resources, they leveraged door-to-door sales, persistence, and creativity to rapidly grow their customer base, overcoming significant financial challenges to build a thriving operation. What unconventional growth strategies could you implement in your business to achieve similar rapid expansion in its early stages? As Evolve expanded, Nephi and Shad systematically tackled the common challenges of scaling—recruiting the right talent, maintaining service quality, and managing multi-location operations. They developed a structured hiring process that prioritized alignment with the company's core values, emphasizing that a strong, consistent company culture was essential to their success and sustainability. By focusing on building robust systems and processes, they maintained consistency and excellence in their services, allowing them to scale effectively while preserving their company culture. What specific systems or processes could you implement in your business to maintain quality and culture while rapidly expanding to new locations? Ultimately, Nephi and Shad decided to sell their company, citing the competitive and increasingly expensive nature of door-to-door sales, coupled with attractive market offers. They candidly reflected on the stress and personal sacrifices made during their journey, as well as the rewards of building a successful business. Their story underscores the importance of adapting to market conditions and recognizing the right time to exit. Now exploring new ventures, they exemplify the ongoing entrepreneurial spirit. As you contemplate your own business journey, what key indicators would signal to you that it's time to consider an exit strategy, and how might you prepare for that possibility? Audio mixing and editing by www.verbell.ltd.

Kyle Waltz, the owner of Conserv Wildlife Services, steps into The Boardroom with Patrick Baldwin and Nick Bartolo. It's clear that this isn't Kyle's first rodeo in the wildlife arena. Kyle shares about the challenges and opportunities he faces, and what he's learned along the way. With so many moving parts, how can businesses ensure they have the right structure and expertise to navigate this specialized field? Kyle shares the story of his company's strategic shift from wildlife control to pest control, focusing on the need to increase recurring revenue. There were challenges, particularly in retraining technicians who are used to selling higher-ticket wildlife services. To tackle this, Kyle’s team introduced higher commissions for pest control sales which helped motivate the technicians and drive results. What creative approaches can businesses take to incentivize and support their teams during periods of operational change? In discussing business growth, Kyle highlights acquisitions as a powerful way to scale. He stresses the importance of thoroughly analyzing potential acquisitions, including comparing financial metrics and pricing models, to ensure the acquired businesses align with existing strategies. This careful evaluation helps identify growth opportunities while minimizing risks. With so much at stake, what should companies focus on when assessing acquisition prospects? Audio mixing and editing by www.verbell.ltd.

This week, Nick Gifford, president of Radix and founder of Diamond Lawns, joins Nick Bartolo and Patrick Baldwin as he shares his entrepreneurial journey—a story of grit, resilience, and teamwork. Building a business is no solo effort. Gifford attributes much of his success to the strong, dependable teams he’s built over the years. He emphasizes that finding the right people, who share your values and work ethic, can make or break your business. Hiring based on gut feeling and fostering trust among team members are strategies that have worked for him, but he admits there’s no foolproof formula. How do you know when you’ve found the right team for your business? Gifford’s experience in door-to-door sales has been a defining factor in shaping his business philosophy. He believes there’s no better way to build resilience than by facing constant rejection on the front lines. To him, knocking on 100 doors a day wasn’t just about sales—it was about developing the grit to keep going despite setbacks. This relentless perseverance is essential not only in sales but in the broader world of entrepreneurship. How can facing rejection and failure more often prepare you for long-term business success? Gifford reminds us of the importance of understanding your numbers. He’s seen too many businesses fail because they didn’t have a handle on their financials. Being proactive about your business’s financial health, from cash flow to profit margins, can prevent unnecessary risks and help you make informed decisions. Are you paying close enough attention to the numbers that drive your business decisions? Audio mixing and editing by www.verbell.ltd.

Jonas Olson, CEO of Pest Badger, joins Paul and Patrick to share his entrepreneurial journey from lawn care to pest control. When the pandemic shut down his lawn care services, he saw an opportunity to pivot into pest control—a more recession-proof and scalable industry. It was such a pivot that he rebranded from Lawn Badger to Pest Badger. His existing expertise in sales and marketing allowed him to quickly grow this new venture while maintaining both pest and lawn care services post-pandemic. How can you identify opportunities in times of crisis, and what factors should guide a strategic pivot? Jonas highlights the importance of recognizing when to shift strategies in response to challenges. His success, he says, comes from focusing on core strengths, empowering his team, and fostering a strong company culture. By aligning his team's growth with the company’s goals, he’s created an environment that encourages retention and long-term expansion. Effective delegation and mentorship have been key to scaling his business sustainably. What is the role of leadership in empowering teams, and how can you foster a culture that supports both individual and company growth? Franchising and partnerships have been part of Pest Badger’s growth strategy, but he underscores that these models require careful planning, strong legal frameworks, and strategic decision-making. Whether franchising is right for every business depends on a variety of factors, but his experience shows that leveraging mentorship, professional development, and strategic planning can pave the way for sustainable growth and success. What should leaders consider when evaluating franchising or partnership opportunities, and how can they ensure these models align with long-term goals? Audio mixing and editing by www.verbell.ltd

Charlie Church, owner and president of Getem Services Termite and Pest Control, joins Patrick Baldwin and Nick Bartolo to share his journey of unexpectedly taking over his family's pest control business. Through this, he highlights his experience with perseverance, adaptability, and a self-starter mentality. Drawing from his background in wrestling, Charlie developed discipline and resilience—traits that have proven invaluable to the success of Getem Services. What steps can you take to improve your discipline to step up, learn, and evolve as a leader? Charlie delves into the importance of early financial planning and investment, explaining how he began investing in real estate shortly after joining the family business. He emphasizes that diversifying assets—whether through real estate, stocks, or other means—builds long-term financial security. Early investments can lay the groundwork for future success in both business and personal wealth. How are you leveraging early financial strategies to build a foundation for lasting success and wealth growth? Community engagement has always been central to Charlie’s values, and Getem Services exemplifies how a commitment to local causes can enhance both reputation and growth. When businesses invest in their communities, they foster stronger relationships, build brand loyalty, and amplify their societal impact. How can businesses strategically integrate community involvement into their core operations for sustainable success? Audio mixing and editing by www.verbell.ltd.

Paul, Chase, and Fat Pat explore the intricate dynamics of company management, emphasizing the crucial role of understanding what employees value to build a high-performance culture. By recognizing individual needs and preferences, leaders can significantly boost employee satisfaction and engagement, ultimately benefiting the business. They highlight the importance of offering thoughtful, low-cost perks that enhance the perceived value of employment. Additionally, setting clear goals and tapping into what drives each employee is key to unlocking their full potential. How can leaders effectively identify and cater to the unique motivations of their team members? The trio discusses the role of technology and automation in acquisitions. Through personal experiences, they share that integrating new systems often made certain roles redundant, underscoring the need to evaluate the cultural fit between companies during mergers. Chase explains how Go Forth handles newly acquired office and branch managers, highlighting the company's technology capabilities and organizational structure. Strategic planning and adaptability are crucial in the acquisition process, so what steps can businesses take to ensure smooth cultural integration when merging or acquiring companies? Effective management hinges on striking a delicate balance between empathy and performance expectations. While understanding and meeting employee needs is important, overindulging in perks that don’t genuinely enhance their work experience can backfire. Perks like free lunches and other bonuses are appealing but should not come at the expense of maintaining high-performance standards. A successful management approach thoughtfully balances employee support with a focus on results, driving both satisfaction and strong business performance. How can companies find the right equilibrium between supporting their teams and upholding rigorous performance expectations? Audio mixing and editing by www.verbell.ltd.

PCT Top 100 CEO Brian Goldman of Big Blue Bug Solutions joins hosts Fat Pat and Chase Hazelwood in the Boardroom this week. Brian shares the story behind their famous mascot, Nibbles Woodaway - a giant blue termite that has become an unofficial symbol of Rhode Island. The discussion explores how unique marketing can forge a deep bond between a business and its local community. Did you know Big Blue Bug wasn’t always Big Blue Bug? The chat takes an intriguing turn as the three explore different perspectives on remote work. While Brian advocates for increased efficiency through careful time management, Chase grabs a stopwatch to measure his own processes. Despite the focus on productivity, Big Blue Bug Solutions maintains a positive work culture through events like their annual "State of the Bug" meeting. This sparks a thought-provoking debate: how can companies strike a balance between boosting efficiency and fostering a strong, supportive company culture? Listeners are treated to insights into the Goldman family's four-generation success story, delving into their operational strategies and decision-making processes. From remote work challenges to sales model adjustments and process optimization, Brian's experiences offer valuable lessons for businesses of all sizes. As the episode wraps up, viewers are left to ponder: what's your biggest takeaway from this interview with Brian? Audio mixing and editing by www.verbell.ltd.

Patrick and Nick step into The Boardroom with Mark Stewart, consultant, sales coach, and author of Stop Selling, to uncover how businesses can get the most out of their sales teams. Mark has experience helping companies double and even triple in size and keep the same talented people. They dive into what makes the next generation of employees tick, sharing unique tips and tricks for hiring them and keeping them motivated. Once you've recruited this workforce, how do you take them to the next level and mentor them to greatness? Fat Pat and Nick challenge Mark with some curveballs, and you'll appreciate the insights he shares from his personal experience. Mark highlights the importance of empathy and understanding in the future workplace, especially in sales roles. Forget about just being a boss - today's employees need mentors who can help them grow, both in their careers and as individuals. With the right guidance, they can experience less stress and more success, finding clarity in their professional and personal paths. To make mentorship a natural part of your leadership, create a culture of continuous development where mentoring is an ongoing practice, not just a one-time event. So, how can companies adapt to this more human-centered approach and set themselves up for long-term success?  Go pick up a copy of Mark’s new book at markjstewart.com Audio mixing and editing by www.verbell.ltd