Tanner Mullens DripJobs Journey - Building A World-Class CRM for Concrete Coating Contractors

Audio Transcript

Hey there. Welcome to another episode of Your Concrete Success podcast. This is your host Danny Barrera, owner and founder of concrete marketing crew. And today we have a very special, very special guest here, the owner of Painting Premium, as well as founder of Drip Jobs. And we're gonna talk about the ultimate CRM for concrete coding contractors and out of this call, let me, let me just say this. Just get ready, buckle up because what we're gonna share with you is a revolutionary system that's changing the game in helping concrete coding contractors and painting contractors for all that matter, for different trades, sell more jobs efficiently with the CRM system.

So, Tanner, welcome aboard. Welcome to your Concrete Success podcast. How's your day going so far, man? We're doing good, man. I'm, I'm thankful to be here, Danny, um, here to serve your clients. Um, man, I'm just excited to dive into what we're gonna chat about today, man. Beautiful, beautiful, great to have you here with us. So, uh Tanner, 11 question I'd like to ask is, uh, just give us the, the brief rundown here into your background and how you ended up uh creating drip jobs. Yeah. So it like any good, what I believe to be a good idea.

You know, it all starts out of wanting to solve a problem, which usually comes from frustration. Um You know, so my background starts, you know, just uh just working my way up the ladder. I started as a bus boy if you want to go back that far, kind of just learned customer service, learned uh hospitality, um which are two very valuable skill sets, you know, in our industry. Um Believe it or not, right? If you want to separate yourself. Um So for me, uh you know, found my way into uh restaurant management, picked up that skill, got into car sales, learned sales, got into life insurance sales, then got into banking.

So I kind of gathered this really wide array of uh experience just really by just through hard work, just kind of pushing it through. Um And uh it got to a point where I wanted to, to help my, my family. Uh you know, they were in a tough position financially and my father was dealing with some things that uh I felt if I were home, I'd be able to, to help him with and uh be, be in a way kind of in college, kind of just thinking, hey, you know, I think I'm gonna work full time.

I think this is what I wanna do. I wanna work up the corporate ladder. I made the decision to start a painting business because that's what he used to do and, and, uh, I needed to help him out. So, um, that's kind of where this kicked off was, you know, part of it was for me selfishly because I, I wanted to own a business. I wanted to be free, you know, from the 9 to 5. And on the second hand, it was to really help my family. It was to get my dad back working again, help out my little sister.

Um and, and really just try to make an impact back home. So, um I subleased my apartment in the college town, I was living in and I moved back home, uh moved in with my dad and my sister and, uh, you know, that started my painting business journey. Was it pretty? No, absolutely not. Uh It didn't turn out the way I thought it would. But what did come out of it was I come from a sales background. I wanted to bring sales, customer service, hospitality to an industry where that was kind of unheard of.

I mean, now it's getting a little more popular, but 78 years ago, uh the standard was pretty low. Um And I stumbled across, um, and I know we don't talk about this here, but I stumbled across home advisor. Um And that was what I used really to get going because I didn't have guys like you. I didn't have uh a network of individuals that uh did a lot of marketing. So I kind of just used the resources that I had and uh that's where it all began. It was the frustration of chasing down leads.

Uh that, that inspired me to, to embark on this software journey. That's where, that's where it began. Wow. So that, that's, that's beautiful. And we do talk about home Advisor Angie's List. Thumb tack. I, I think the, the more diverse, the, the lead source and more importantly, being able to quantify closing ratios and the cost per acquisition by lead source is what matters at the end of the day uh as a business and, and you would understand this. Uh you, you know, Dan Kennedy talks about the worst thing that you could do in business is uh rely on one.

So if you're only relying on one lead source, uh you're pretty much uh setting yourself up for uh at some point in time for uh a big headache. Uh So we do encourage uh diversification of lead uh sources. Obviously, not everyone has the sales capacity and capabilities to be able to handle leads from different sources. But we do empower our, our listeners and our clients to learn how to handle the leads, how call leads back from different sources so that they can engage them and convert them into opportunities.

Uh But that's great. So let me, let me ask you a question when when you started the painting business, you came from a sales background, sales experience and then you went into the trades, you see, uh the majority of contractors kind of start out on the other way, right? Uh They, they're born in the trades or they just happen to find an opportunity opportunity in concrete coatings or, or decorative concrete. They get into it and they have this mindset of, let me learn the craft and the craftsmanship.

How do you go about when you started the business? Do you focus in the craftsmanship or do you have a crew or just share a little bit about that and what that uh how you transition into growing the business and scaling it? Yeah. You know, it's interesting. I worked alongside of the restaurant tour. Um He was kind of a mentor to me, you know, he owned this really, really good sushi and steakhouse restaurant and that's kind of who gave me my, uh the opportunity to manage uh the restaurant at such an early age.

And watching the way he ran his business inspired me in a way that made me understand that if I were going to be successful, I needed to learn how to cook. And uh if he is an owner of a restaurant and he doesn't know how to cook, his restaurant is gonna fail. And I say that because ultimately, um we can't rely on our team to deliver uh at the expense of a potential bad review not showing up, especially early on and you don't have the leverage that we do now as a company, we have the resources now.

But early on it was, hey, uh, are you coming in today? Type of questions to the people I had around me? Right. So I knew early on number one, I was not gonna compromise my reputation. So I had to learn quickly. My father didn't pan out to be what I thought it would be with his uh mental state at the time and just what he was dealing with, it wasn't a good recipe for success because I was coming in hot. I'm like, look, we need to do this, we need to do this.

We need to do this. And uh and so I had to kind of figure it out on my own, you know, and uh it required a little bit of resourcefulness, youtube Idaho painter. Um You know, uh anything that I can get my hands on to figure it out, but the good news is is that, uh it taught me a lot. You know, I painted alongside of my crews for uh for six months. Uh I had painter's pants on and uh there's a few reasons why it was important to me.

Number one, again, referencing that restaurant tour that I worked for. I knew that I was learning the process of how to cook in case my chef wasn't gonna be in the next day. Right. I didn't want to be at the mercy of anyone on my team. The second one was because I wanted to properly estimate the job times. I felt like if I did the work, I would have a really good understanding of how long things take and how to accurately estimate. Um So those two reasons in and of itself for me were keys to success early on.

It's just being humble enough to say, you know what? Yeah, I'm a sales and marketing guy, but I am not afraid to learn this trade and it will show to my team that, hey, this isn't just some guy that comes in and sells jobs, you know, he'll get, he'll get down and dirty, he'll get greedy. And uh I've never been that type of leader to just point fingers and tell people what to do. It's more so you better work at my pace are faster. You know, that's how it's got to be.

So, you know, that kind of helped out. That's, that's amazing. And, and I completely agree. Uh Same thing here. Our concrete marketing crew is I know how to run every single role in the company. And it does help out in troubleshooting, especially like our crew values are we're committed to being the best version of ourselves first for ourselves so that we can be the best version of ourselves for the rest of the world's clients, our loved ones the next one is, we're responsible for everything we do.

But the, the third one is excellence and there, there's no way to achieve excellence a point of excellence or world class, which is the last one, if I don't know, digital marketing or lead generation. Well enough. So today I spent some time with my team. We have a sabbatical every eight weeks. Uh One team A and team B, they're both teammates but uh we split out the teams in half and uh they get a break entire week paid off. But guess what? This is my week to step in and, you know, just swim with the team and uh help them out, whatever we have to help them out with, but it certainly helps out because they have questions.

Uh timing is another thing you cannot optimize if you don't, you're not tracking. So those are very good. Uh Key takeaways here. Um Walk me through. How do you manage to wear the sales hat? Plus installer hat. How do you transition? How do you make that transition? Do you hire a sales person, an appointment setter for you? How do you manage uh to get out of the installer position into sales? How did that look like for you? Yeah, I mean, so delegation uh is key. I think we all know that and I think one of the detriments of the craftsperson who's good at this trade is that he's stepping into to shoes that, uh, he hasn't worn before.

A full-time salesperson. This is usually foreign to individuals that have made their living uh, on the tools. So I think for me, it was a lot easier to get in and get out. Um, as opposed to someone who's been in and, and really swimming in unfamiliar territory because you can be an average sales person and still do really well in this business. But chances are you have a really small team and you're working a lot, right? You have, in order to grow, you have to be an above average sales person and not only that you have to be a master delegator because if you're gonna convert leads in a way that is exceptional, you've gotta be in full time sales person.

That's right. That's right. If you're, if you're grinding out a garage floor and the phone rings and you leave that thing on Idol, it's not gonna be a very proactive engaging conversation. You're probably gonna want to get them off the phone so you can get back to what you're doing and every area of business requires its due focus, every area of business. And I think the most crucial area of the business is customer relations, communication, tonality. Um The feeling that we convey to a customer. So for me, you know, I never put painting first at all ever, it was to learn it so I could teach it like you said, knowing everything I gotta know how to do it.

And if I don't know how to do it, I don't know how to teach it and I can't hold it accountable. So, really, I mean, it was just a matter of planning ahead of time, but I don't want to leave those guys hanging the people that are in the tools heavily and just kind of confused about the sales role and this marketing role, you know, I would say, ultimately, the thing is, is you're gonna attract who you are. If your standard is high, then you're gonna attract another individual who has a high standard.

It's just about first. Number one being ok for them to make mistakes, you know, and I think that's something that a perfectionist, usually a craftsperson, somebody that's a, a tool junkie, you know, is, is a perfectionist. Um So that's gonna be the hardest thing. It's really just identifying, you know, people are gonna make mistakes, but you're gonna be there. Number two is you graduate from technician installer to supervisor in that moment? And, uh, and I think you gotta give yourself a promotion. Oh, that's beautiful. So what would you recommend?

What would be some key action items as we start heading into the sales conversation, key action items, someone that's still in the weeds, installing grinding floors and wants to get into the two crew phase and they realize, hey, I need a sales person full time or I need to become a full time salesperson. What, where, where would they find these sales reps? Where would you have found, uh, good luck in, in, uh, finding good people for this role? Well, the problem here's the problem. The problem is, is the confidence behind the hiring.

You know, we're talking about concrete companies. You gotta bust out a lot of jobs to justify two crews. Right. So, I think the first thing is, is, you know, you gotta identify a leader and if you're struggling with leadership yourself, it's gonna be hard for you to see something in someone that you don't have within yourself. So the first step is, you know, i identifying where you are in terms of a leader and a manager and a true delegator, right? Um And if you're struggling with that, you know, the best time to start is now and I think I look back at a few attributes of a great leader, a great leader, uh is, is just that someone that leads from the front, right?

And um I think if you work alongside someone each day, you need to ask yourself, does this person represent someone that I believe to take my position? And it's, it's interesting in my walk of business in my journey, there's been people that, you know, I would look at and I'd say, I don't know if they're gonna be a manager, you know, and um when they got the opportunity, they took it and they I've, I have four managers in my painting business. None of them have ever managed anything before.

Actually, one of them has, but not in the trades, you know. Um, and, uh, you know, it's interesting because, you know, you, you, you could potentially have someone right next to you that could, you know, full and well take, take the bull by the horns and do the work that you think that you need to be there to do. Uh, and you're not doing it. And, um, I think that's one of the major attributes of growing a great company is identifying leaders from within. You know, if you continuously outsource leadership, you're gonna really kill the morale of your team.

Um, they're gonna feel as though what's the point, right? If you just bring in a manager or bring in a crew leader, um, and you have an individual that maybe they're a little introverted, but in their heart, they want to lead and you're not opening the door because you're always in the way. Get out of the way. Oh, that's so good. That's so good. And moving now into, hey, now you're stepping out of the weeds. There is space and time to devote yourself into, uh, closing more jobs and, and just going back, let's take one step back here.

If you're in the weeds and you're grind the floor you're in, you're in the way of your company's growth and you're recognizing that empower other individuals and something you, you uh mentioned here is the leader within you. How, what do we need to do to identify where you're at right now and how to activate the next level of leadership within you, you're leading, like there's a face right now that you're leading from. And the question is, how do we get to that next level? And uh what you mentioned is surrounding yourself with other leaders, people who are doing better than you who have figured some things out and are, are great at leading their crews.

Uh Those are very good takeaways here. Um Moving into, into the, the sales conversation, right? If you're grinding the floors and you get a home advisor lead and leads and you're not able to pick up and call them up right there on the spot. You're done. That's where all the money gets uh uh gets wasted uh but made there and it gets lost there about a couple of minutes. You only got about three minutes before they forget where they submitted the information from. Um And about eight years ago, I was working in uh uh in this company that they, they would broker leads, they would generate leads for uh for transportation companies, long distance movers, etcetera.

And I would notice and I would say we generate leads for from seo thousands of leads per week. And one of the key things was it was that is what was the lead connection uh ratio. What, what did it look like in the first three minutes in the 1st 30 seconds? And you would see these companies making millions of dollars by just having someone waiting on the phone. When a lead came, came in, it would go right into the dialer. Someone would be ready to pick up the uh let's talk about where drip jobs now comes into the picture because now there's some cool things that are happening within drip jobs uh that enable the contractor, enable this coding contractor as they're getting leads to start engaging the leads.

So, drip jobs, ac RM, uh you built it yourself and you wanna tell us a little bit about the story of how the idea came to be and where is it at right now? And how are you helping these contractors engage the leads and make sure that they're connecting with these leads as they come in? Yeah, man, like I said earlier, it came out of, uh, you know, really out of frustration. You know, I started growing a little bit and I was buying these leads at 233 to $100 a pop.

And, um, you know, back when I used to sell cars, they used to hand me a stack of papers and they say, ok, here's everyone that came in uh to service last month, here's their vehicle, here's how many miles, here's, here's what they're paying on their, their payments, try to get them in and sell them a new car. Ok. So every Tuesday I get a stack of 100 leads. And, uh, I hated that, you know, I hated it because they did not want my service. They didn't know that I was calling and, uh, they didn't like me very much.

Ok. Can you imagine, Dan, if you got a call from a car dealership, like you, it wouldn't even, it doesn't matter what that guy says to you, you know, you're not calling Ice Cold. So when I got into this business, man, I'm like, these are not leads, these are just people that want me to come give them an estimate like this was a major shift for me. So when they didn't answer the phone, I got kind of confused. I'm like, wait a minute, you reached out to me, you inquired.

This was my first experience of inbound uh leads. So for me, this was like, wait a minute, I just paid 100 bucks for this. You wanted my service and now you're not gonna answer me or you're gonna, you know, so I'm, I'm kind of confused here. So this kept happening. I mean, you know, we'd get some and we, you know, we'd lose some. So I'm like, you know, first of all, this is what I need to do, right? So if you're not gonna answer me, I'm gonna assume you're busy.

So I'm gonna send you a text message. So what I did was after I'd get done on my ladder. Um I'd get down and I'd wipe my hands clean and that was 10 minutes, 15 minutes, you know, finally, 20 minutes later I sent a text message. Hey, just got your request. Would you like an estimate? Um No response, right. So at the end of the day, I'd be like, hey, I got like three leads today. I need to go into the Home Advisor app. You know, first I gotta open it up and I got to send them some emails.

So I kept typing out emails and I'm like, well, I should probably, like, write down a template and copy it and paste it in there because I'm tired of doing. So, you know, there'd be days where I'd wake up to two or three leads if I go to bed at 10 and somebody puts in a request at 11 or 12 o'clock, you know, then like, I'd be busy in the morning and I couldn't reach out and I mean, it doesn't take long for like, you to get really disorganized. Like, like it give me 233 to 7 leads and you're just like, I don't know who's who anymore because most of us forget what we ate for breakfast two days ago. Right?

So, so that's kind of where it started. It was like, first of all, hold on a second, I'm a sales professional. I know if I'm a sales professional, I need to know two things. Number one who I need to contact and then number two, how I'm gonna contact them and a sales professional strikes when the iron's hot, everyone knows that. Right. We're, we're capitalizing on emotion in the epoxy industry. More than any industry. There's never an epoxy emergency. No one really needs the service. So the only thing you can do is capitalize on the emotion of getting this the service. right?

So for me, like I looked at it like this. I said, OK, well, these people, people want it, but for some reason, we're not converting them and I have no clue where everyone is. So I created a solution. It was called trade Thrive. And what I did was is I found an auto responder. It was like an S MS app or whatever and I used the web hook and I connected it through an app called Zaia. And then from there, I connected Zaia to home advisor. So I did a bunch of research one night, figure out how to do this.

So, you know, lo and behold when that lead came in within seconds, it triggered the zap and it shot out a text message to the customer. And at that point, I felt like I had discovered like gold game. Like this was something that you just, you know, this wasn't happening. And I just felt like I cheated the system and I won because what happened was, is I threw a link in there, you can book me link and what would you know it, they booked the appointment. So I said, ok, I've narrowed that down. Ok?

Because it was automated. There was a time I was climbing a ladder, a lead came in the quarters. All shot up. I was getting a little nervous because I had to get the, the $100 back or get a credit. And then by the time I got down on that ladder, Danny, I had a booked appointment and I said, all right, this is good. So I wanted to take it a step further. I wanted to create email campaigns because some people still weren't converting. And again, as a sales professional, I know that we need to follow up with people.

They might not be ready right now, but somebody's gonna paint their house, somebody's gonna do their garage floor. And just so, you know, I'm qualified. I used to do Epoxy. So I'm, you know, I'm not, I'm gonna do it now. I used to, right. So I'm, I, I'm, I'm part of the, I'm part of the team here in a sense. So uh created drip campaigns as soon as that customer came through. So what what happened is I'd tack on another ZAP. Subscribe them to this campaign and drip it out.

So this was called Trade Thrive. And you know, long story short, I connected like five different apps together. It was one for like invoicing one for um you know, the Zaia one for texting and, and then I would build out all the emails and uh I would brand them with the company's name and I would sell this service to, you know, people that were in my network, my friends, you know, other business owners that um I had, you know, been, been chatting with and talking to and it kind of became a thing.

And then, uh I was like, you know what, I need a custom solution because I kept getting requests for things like, hey, how do I create a calendar? How do I, you know, do this? How do I do that? And I was like, uh we don't, we can't do that. Um So 2021 came around, my wife and I had a really, really strong talk about uh investing in a software company. This is my first uh experience at this, but I was so I was so convicted that uh I had so much conviction around this idea that I was like, you know, whatever, let's do it because I know it's gonna, I know it'll work and I know it'll sell and I know it'll create massive impact if we can get it, right.

Um So it's been uh well, June 2021 2022. No, June 2021 was our first customer. Um And we're two years in, uh we have grown tremendously. We have uh uh 10, 10 employees now in the company. And over a th we have over 1000 companies using this software now. So, uh it's uh it's been great. It's, it's been awesome. We've added so many things and now our goal isn't just really, I mean, we're called drip jobs. We have some great functionality in the system surrounding drip messages. That's the core of what we do is that automatic communication, Danny.

Um But I will say that uh our goal is to be an all in one solution. Everything that you would need to run your business is gonna be in drip jobs. We're almost there. Uh Aside from job cost thing and uh a crew function that uh is, is coming soon. But one of the cool things that we've done is pipeline automation. You need a pipeline. Now, Danny, I'll ask you, do you, do you have a pipeline when it comes to uh organizing your marketing customers? Absolutely. Absolutely. We have from all types of leads that come in referrals, networking events.

Um You name it, Facebook leads organic leads. They get tagged and they get segmented based on that segmented. And then you have a pipeline. Would you, would you agree that every sales person should have a pipeline? Oh, you need to, you need to know where, where the visual representation. So back in the day, Danny, what they used to do these contracting companies, these heavy hitters back in the nineties what did they have in the office? They had a huge whiteboard, right? They had the big one and what they would do every day is they'd erase those names and they would draw them on the next level.

So one of the things that people don't really know about drift jobs until they see a demo is that we automate the pipeline out of the box. Now, you can appreciate this because you probably built out your automation when this happens, move it to this stage when this happens, move it to this stage. Well, we know what our customers do and we know what the, you know, the triggers are, we know what the actions are, right? So in other words, if you get someone that comes in as a cold lead and they book an appointment, well, they start on the cold lead stage, Danny, and then they automatically move to the estimate scheduled stage.

And that's the theme throughout the entire software. So our contractors that use this, they don't need to worry about spending time moving those cars. It's all automated, which saves people a ton of time and they don't have to worry about it. And that's how we trigger the automated communication because we know that we can trigger automated communication because we know exactly where the customer is in the buying process. Oh, I love that. Uh One of my mentors, Dean Jackson, who's a legend in email marketing out of all things.

Uh, we, we, I went through a workshop and what we worked on is in figuring out what does it look like for a homeowner? And just this is as a whole in combined, uh, conversions. What does it look like in a three year journey for a homeowner to buy? And it was an interesting fact, only 233% only 15% of all the combined leads will buy. Now, meaning now from now in the next 30 days, 85% go for the next three years. So if your sequence, if your sequence is and, and he's got a book now called Get Leads.

Now, I think it is, I'll tag you on it. Uh But you gotta read that book uh and he walks you through it and he didn't make these numbers up like there's actually research behind it and what it looks like. So there is so much awaiting in the nurturing of the leads as they come in. Some will convert. Now, uh some will probably convert in the next 2100 days and then the rest are gonna convert in the next three years without nurture without touch points, guess what? You just spent that money.

Uh And it's just gonna go to waste or you can uh take advantage of it and activate those leads as they come in and nurture them. So I love that. Um Walk me through how this system is. It's different than lead connector. Go high level what everyone else is offering. How is this system different man? I mean, I, first of all, it's, I, I'll tell you that, you know, in the same way, um you would say, you know, and II I want to use you Danny because I know that one of the best things about people working with you is you.

Um So what's different about your jobs is me, you know, I'm a game changer. You know, I'm passionate um I know how to lead a software team better than anyone else in the market. And I know how to connect with my audience and my users better than anyone else in the market. You know, people see me and they understand that, hey, that guy walks the walk because he also owns a painting business and he's using it every day and we're building it together. And that's the kind of feeling that I wanted to create in this software is that people have a voice.

You know, we don't, we don't know everything but you know what, guess what? You will have a voice, it will be heard because we understand something and, and Danny, you only really understand this until you hit a certain plateau. Um not a plateau but a certain point uh in software development where we have so many people using the software and you get to a place where you realize that everything that you do from this point forward is either going to help a company grow to the next level or keep them stable. Right.

So, it's so interesting because if we add a new feature, I've just unlocked a new level for every company that uses the software. And uh it's, it's such an honor. It's such a privilege, I think. So, those are my intrinsic differences. Like, just because it's, it's who's leading it. Right. Do you know the CEO of job? I haven't never seen him put a Facebook post out, you know, do you know the CEO of any of these other? I don't know where they are, what they're doing, right.

I mean, chances are they don't own a painting business. Chances are they started their software from a place of, hey, I see an opportunity rather than I'm trying to solve a true problem that they experience and they want to share that with everyone else. So, I mean, that's the first thing is software is now becoming so transparent with who's running it, who's doing it, the community behind it. That ultimately, I think that that's one of the things that sets us apart. Um, now in terms of functionality that sets us apart from some of these other Softwares go high level.

First of all, we have two different customers, Danny, you're one of our favorite customers because you work directly with contractors and you send them leads. Right. Well, one of the problems that you go through is the fact that your contractors probably want more contractor related functionality and a few that are, that they're missing right now. Work orders. Ok. Go into the team change order function, right? So if they go to a house and the, and the customer wants the epoxy done, you know, we can whip up a quick change order in two minutes to the same proposal and it gets consolidated to the existing invoice.

All the money works out perfect. And uh it's a sweet transition. Um Another feature that, you know, again could be missing in there is proposal templating. Um the ability to add optional items, right? And when we go in and we Upsell, you know, I, when I, when I talk to Epoxy guys, I always say you guys got to figure out how to paint the walls in that place. That's such an easy Upsell paint the walls first or send somebody in to do it. You know, it's 2101 to 2100 bucks on every single garage.

We sell it all the time, right? Why wouldn't they want fresh paint on their walls when they're getting their concrete done at sea? Are, are, you know, staining the the driveway? I mean, you, you name it so many Upsell opportunities ups opportunities, a job schedule. Um I mean, you know, I mean, so so many, so many contractor related functions um that I feel like are missing. So think of that lead connector software that go high level software amazing software. However, think of those same functions that you're using that you like that automatic follow up that nurturing the appointment setting, all that stuff, the two way texting, all that's in drip jobs, plus all the contractor features beautiful.

So it's the contractor features bringing in the sales and marketing component, engaging the leads and helping you convert those leads as far as um the the visual effect. What, what does it look like? What are some of the key features that you, you have epoxy and concrete coding contractors leveraging the most in your software? Do you wanna give us a brief uh walk through? Yeah. Yeah. So you know, and, and I'm glad you asked because again, that visual appeal is so important. Um You know, I'll tell you there's a time where, you know, my schedule wasn't as full as it is now and it would be Thursday, Danny and I had maybe two or three guys working for me and that schedule was empty on Monday, right?

So, you know, if you're again leadership, right? I mean, us leaders aren't ok with that. Um And for me as a salesperson, it was imperative for me to have this right here and I'm circling something over your right? Ok. See that stage there. That's called the proposal sent stage, ok? And now it's not circled anymore, but you get the idea what this is is a list of 2100 customers, Danny that I have given a proposal to and they haven't told me yes or no. They haven't told me if they've gotten the job done and they haven't told me if, if, uh I'm not the contractor for them.

So to me, I have 223 opportunities to follow up sitting right here. So this is just a short example of some of the power behind this app. But what if I wanted to send um these people a message now without a software like this, chances are all of these individuals would have to be tagged or they would have to be queried or there would have to be some sort of again, manual work to, to garnish this list and not only garnish it, you'd have to tie it to your proposal software or else creating work for the customer and let me just show you how easy this is.

So I'm gonna go here to my list view. I'm actually gonna go here to proposal sent and now I have a list of every single customer that I've given a proposal to. That hasn't yes or no. And what is almost the last two years? But what I wanna do is I wanna go to the most recent one. So I'm gonna go ahead and change the uh the filtering to the, the most recent ones and I'm gonna select the last 223 and maybe I deselect a few people that maybe I don't want to give a discount or an offer to.

So I'm gonna hit bulk actions here and hit, send message. And what D drip jobs is able to do is allow me to send a targeted message to the people that I need to send a message to most. And what's cool is we worked in some A I. So we can actually change this here to say epoxy installation, right? So let's say that's our service and we can say write a follow up message to a lead, asking them to move forward with the proposal in 1003 words or less in a eager tone.

And I can hit generate there. And we've built some A I in here that lets you get a message out and clear your customers and I been demoing this for two minutes um at the right time. So again, our focus is communication. We have a really awesome uh uh message being written here. Uh which opportunity now what's even cooler is. And again, this is why all in one matters, this isn't anything new. You can use this with the email app or anything like that. But what's cool about this is we have the ability to integrate the proposal within this email, making it a one stop shop for your customers.

So we just pop in the keyword here, takes them right to their portal and then they can take the action that we're asking them to take right there. So we don't just build a software for contractor, we build a software for your customers. We want it to be easy, we want it to be clean, we want it to function properly and we want to, we want them to feel like they are getting the better end of the deal at all times. And that might even be just them looking at your software and saying, you know what this company uh is the better company based on the interactions I've had with them.

And in most cases, those interactions are automated. So, you know, that's, that's one part, Danny, we could do the same thing with leads that have just been sitting, we could do warm leads. I have 2100 warm leads. These are, these 2100 people have all told me, Danny and this relates back to that little statistic. You told me they've told me that they're not ready yet and I would, I would question any contractor out there. Have you heard anyone tell you that they're not ready yet? You had bought the lead or you had gotten the lead from Danny or another or another marketer, right?

What have you done with that lead? Did you just write it off? Leave it in Facebook and just forget about it. No, I didn't. I just put them in the warm lead stage and again, they are being nurtured as we speak. I drips going out to these people as we speak. So again, so much to cover and I can't do that. All right now. But these are just some of the powerful features we have, man. Oh, that's awesome. That's awesome. I, I love uh what I saw there and you see it if you're a concrete coding contractor, concrete contractor, and you're listening to this, this podcast and you're in the trades and you're looking for a solution that you can integrate so you can start tracking.

Uh One of the questions we get is like, hey, does your uh CRM integrate with X? Can you tell a little bit about integrations? Where can we spit out the leads from and, and all of that? Well, I'll be honest, you know, we are taking the Epoxy company by storm and I'll say that with uh with love because I love those guys. You know, they're, they're, they're, they're fun to cold call. Actually, they actually answer more than anyone which we appreciate, but they give us a shot because the estimating process for epoxy is generally pretty easy.

My mission going forward with the next two months is to make it to where it can be systematic. We already have production estimating for house painting. My goal is to tweak it to make it work for epoxy. This is something that's not in the market right now. OK. So what we wanna do is we wanna, we wanna lead the way there for epoxy companies when it comes to uh creating production rates so you can go in, take a measurement and it's not just $2100 a square foot. No, it tells you exactly how much product you're gonna use.

It tells me, it tells you exactly how much time it should be allocated to preparation. How much should be allocated to applicate what the markup is on your product. I mean, this is how you scale so you can send anyone to a job and all they got to do is punch in the numbers and you're able to not only pro uh price the job, but with our job costing features, you'll be able to compare that pricing to what you you, you know uh to what actually happened.

Um So, so to be honest man, yeah, I mean, the Epoxy, the epoxy industry is uh is a great industry to be a part of. Um and again, you know, these the epoxy uh companies are a perfect fit for this. Beautiful, especially because estimating is simple, beautiful, beautiful. So you got uh lead nurture pipeline management and S MS and email. Does this integrate with Messenger on Facebook or Google business listing? So, yeah, absolutely. So we would just zap it in. So integrations are zap company cam um Quickbooks online.

So we have a, you know, pretty much the basic integrations that you would need to get going. Um Danny, I'm gonna give you an example right here of just some of the automation real quick and this will, you know, Danny, you'll really appreciate this. Um So I'm gonna actually showcase to you a customer. Now following up is a big deal, especially when it's to a customer that is on the fence, right? So I'm gonna showcase you just kind of this little case study here just to give you an example of what you're missing out on, right?

So those of you listening, I'm showcasing an example of uh a customer that I forgot about. Ok. And uh you know, this is why software and automation is gonna move your business forward. So for an example here, uh we gave her the quote it looks like um on the 19th, which was seven days ago, um there was a follow up that went out on the 22nd. I did not get an answer. Ok? So it was four days ago, right? Well, I know better than to only follow up one time and that was an automatic follow up and then I threw in an incentive. OK?

I think any one of us listening to this would take a job for a 250 hour discount. Ok. All of us would do it. So automate it, right? So I have an automation. I hope my customers aren't listening to this seven days after we give the quote which fell on today at eight o'clock in the morning to tell Danielle that I am willing to take $250 off the quote. Ok. And I forgot about Danielle, to be honest with you. I mean, again, we do a lot of quotes just like many of the people listening to this too.

Hey, Danielle thought I'd reach out to you and let you know, we have one more opening that we're trying to book for one of our crews. So when I do a follow up, I don't sound desperate. I make it sound like a win, win. We never want to make it sound like, hey, can I, you know, know it's like, hey, listen, I'm only doing this because I have an opening. You know, this isn't, this isn't normal. Just let you know, this would benefit me greatly. Um If I take $250 off of the proposal, would you allow us to earn your business?

And here she comes with her response, we really would like to go with you guys. We got a few quotes from other companies. Uh and she even gave us the price of the quote. So this is a customer that wanted us, but she had got some comparable quotes and maybe felt as though ours was a little high, which hm I don't know, maybe all of our customers usually do and we have to build value. Um In this case, I was able to identify that the quote she got was missing trim and doors and that was something that I quoted ok.

So don't make the mistake, which I believe to be a crucial mistake. Um Don't make the mistake of thinking that your customers are educated buyers, right? It gets confusing, especially those of you that are out there doing great work grinding the floors, using the poly aspartic coatings. I mean, again, most people think you just slap paint on it right until you guys come in and, and you know, lay down the good stuff, right? So our customers are educated, they don't really know what to look for. They think they're comparing apples to apples, but every contractor uses different software, different ways of writing up proposals.

They have different sales pitches. It gets confusing. So have it follow ups even if it doesn't convert the cost customer off of the follow up, it gives you another opportunity to communicate and try to win the job. In this case, I was able to do that. And Danny, if you wanna uh check this out uh at the bottom, it says, OK, we have decided to go with you guys and that was today at two o'clock, you know, I mean, that's the beauty of follow ups right there.

So um you know, I can't, I can't say it anymore, man. This is where the passion comes from is because if you can rely on automation to do things that you're not doing right now that you want to be doing. Uh That's just like having a an a full time employee in your pocket. Oh, that's I, I love it. And you know, in business, one key word is efficiency. And what you're witnessing right now is efficiency. And on top of that, you stack up technology and A I and you are ahead of the competition and, and with efficiency comes speed, you see when you're trying to put 23 soft tours together, you're losing momentum just in the thought process of.

Let me enter this or wait a second. Let me just make sure the data is consolidated, integrated the right way. What if a breaks, which happens to some of, of our clients is like, hey, the broke here and uh leads are not coming through in my other software happens all the time. So this is where a software like Dr Jobs comes into play. I'm looking at at the website right now. Uh You guys do, you could do digital signatures, uh collect deposits. I mean, just a whole bit.

You wanna just give us a rundown into all these different features. Absolutely proposals, invoicing work orders, uh lead tracking, obviously the drip messaging job schedule, a jobs, pipeline work orders. Um I mean, you name it, it's in there whatever you need to run your business again, we have a couple cool feature coming out, job costing and crew dispatch, uh which are really those two features that make us a 1003 60 you know, solution. Um I mean, we're right there, you know, and, and one of the things, here's one of the biggest bottlenecks, ok, that I experienced, there was a time where I would be answering the phone in my business.

Many of the people listening to this are still doing that. This is very common and, uh, one of the big bottlenecks was getting customer information and you're probably gonna laugh at this Danny because you probably know. Right. So the customer calls, maybe you're driving and you get to the red light and you, you find your pen, you find your paper, you have to write it down. Right. Right. You're busy. You don't even get all that. You just, you, you don't even, you can't even really hear the email, you just like guessed.

Um, and, uh, you know, you get that right. And then you, you agree on a date and a time which usually takes a few minutes, like, hey, and then you have to look at your calendar and then you go, ok. Well, I could do two o'clock on Wednesday. Oh, I have a doctor's appointment. They always got a doctor's appointment. Right. And then it's the next day, you know, Friday. And then you're like, ok, I can do Friday. Right? So then Friday hits, you don't put that anywhere, you leave it on your pen and paper.

Ok. Customer gets no communication, Danny. Nothing until Friday. Right. So, let's go back to the contractor. So he has that piece of paper in there, right? What does he do? He then goes, oh man, I gotta get that customer into my calendar for Friday. So he gets go late at night. He goes outside gets, gets the piece of paper, pops it in his phone. I didn't get the email, you know, whatever. So he puts it in there, right? So from there he goes and greets the customer.

Now I'm gonna compare you. I'm gonna pair that to me and what that would look like. So let's say that was Tuesday customer then meets with me and this other gentleman on Friday, Friday hits. Ok. That's what's happening. So customer called me on Tuesday. I have a link in drip job. So my conversation is a lot more fluid. It's a lot more confident. They think that I'm sitting there waiting for the phone to ring and that's how you want people to feel. Thank you for calling Premium Painting.

This is Tanner. How may I help you? Yes. Awesome. You know why? Because I'm not stressing about finding my pen and my paper or typing in their information. I could be driving skydiving. I could be at Disney and I say Mrs Jones, we would love to help you out. Hey, I'm gonna send you a link. If you could just fill out the form we'll get you scheduled in. How does that sound great? Every customer says great. Why? Because they're used to this in other sectors of our economy, this is normal.

So we send them the link, they fill out the form, they get a follow up immediately that says, hey, we received your form. I go back to doing what I'm doing throughout my day, Danny, and I don't have to worry about it. I know that the customer received communication. Now at night time, I can review what came in that day and I can accurately dispatch because on my form, it asks the customer what their preference is. So they said Thursday or Friday, I went ahead and picked Friday.

So this gives me four days in between Danny and this is what's so important. It give me three days. Ok? Again, we talked about that first contractor. It's radio silence, nothing's happening. Second contractor. What happens me, Mrs Jones gets a follow up and it says, hey, Mrs Jones, allow us to tell you our story and I go into detail about how we got started and why I'm so passionate about concrete coating or house painting and what they can expect when I get to the estimate. And then I leave a little cliffhanger and I tell her tomorrow, I'm gonna send another email that tells her five questions she should ask me as the contractor.

I'm gonna educate my customer during this time. I want her to ask me how I'm gonna prepare the floor. What the warranty is on the product? How long, how long the job should take with the, uh, who's gonna be working on the job. Employees are subcontractors and that's, but not least. And my license and insured, and I'm gonna give her a bullet point list and I'm gonna answer those questions in the email. So when I knock on her door, she knows me now and that's the power of drip messaging.

And it doesn't always have to be marketing to customers. It could be customer service, it could be building relationships, it could be engaging with your customers. This is the power of automated communication. Uh I love it. I love it. And we talked about um here marketing crew and our podcast past episode. It's the pre sell. What happens bef before you show up at the door. So there is, you know, the 1st 100 hours when a lead comes in that is critical, what are we gonna do to convert them into a booked appointment?

And then what happens from there? Booked appointment to the moment you show up at the door? What kind of communication? How are you building value? How are you giving them assignment selling? How are you differentiating yourself? Like this is time, the prime time like emotions are high, you know, they wanna check out different projects, reviews testimonials, you know, the the difference in product or quality warranties. I mean, you could just name all the benefits and then just look at every problem you've gotten every complaint and just by the mere fact you're giving them questions to ask, you guess what if they have someone else coming in, uh, giving them an estimate, they're probably gonna ask those questions that they're gonna, they're probably gonna flop because they're not the ones creating the questions.

So that's where they're gonna be. Like, where did this come from? There you go. Right. Right. And now a smart buyer, you know, now you have an educated buyer. You need educated buyers. That's right. I love you that good stuff. And that's why we put together this uh shows here at your Concrete success podcast. We like to dive in and bring you resources, people, individuals who are leading the way in the concrete coding and executive concrete industry. And what you're witnessing here is Tanner with drip jobs.

Make sure you check them out. And any concrete marketing crew client, this is concrete marketing crew, clients or clients who join us at the Co Master at the Coat Master Lab. You're going to get something very special. How many days are you gonna give my guys Tanner to uh give, listen, listen, I'm gonna do something I have done. I'm gonna give anyone that comes in off of this podcast 100 days for file. Wow. How many days? 101 100 days? 100 days? OK. And you're gonna, you're gonna use promo code C MC 23.

Boom, that's your promo code. Concrete marketing crew. 23. C MC 23. And uh if that, if that promo code is still valid, I don't know, I might be out of business, Danny after that, but if it's still valid, I want you to use it. We're gonna activate that coupon today. Beautiful. Thank you so much for uh bringing uh so much value here to our listeners. If you have any questions, type them into the comments. If you're listening to this on Spotify on Apple, make sure that you leave us a comment.

Let us know how this show um was for you. Give us some ratings here to let us know how we're doing on the shows. And if you're listening to this or watching this on youtube, make sure that you share this podcast through your social media feeds. Let your friends know anyone that would find this valuable, share it with them. Maybe you have a spouse and you guys are chatting about, hey, I need to get my act together when it comes to the sales and marketing. Maybe this is a piece, a component that's missing right now.

I'm lacking certainty in the way that I'm handling leads. Maybe you've got Angie's leads coming in or Facebook leads or whatever is happening in your world. You think you got it together. It isn't until you start working with systems that are proven, uh that you start realizing the power conversions, the power and money making the power in profitability and it's the small pivots that you make what makes you lethal in the marketplace. So speed to lead coming out as a professional, regardless how big or small integrating communication right out of the gates is gonna help you stand out in today's competitive marketplace.

Tanner, thank you so much for coming over today. Anything, any last words here, for any listeners? I just want to encourage anyone that uh finds themselves each day uh struggling. um You know, maybe waking up being like, man, I wanna, maybe I, maybe I should give this thing up. Um The fact that you listen to this podcast says a lot about you. This is not an easy thing to do to, to grow beyond and, uh, and to, to an area that you're uncomfortable in. Uh I certainly didn't know what the heck I was doing when it came to starting a software business, didn't know what the heck I was doing when it came to starting a painting business.

But what that allowed me to do was to, uh to fail forward, to make, you know, decisions that aren't practical, but, you know, ultimately kind of risky. And uh I think the moment you stop making um risky decisions in your business and when, when you stop having faith in, in, in yourself, in God, in whatever your mission is to, to impact your customers and the people around you, I think a lot of us have a why behind why, what we're doing uh that is beyond ourselves. And I think that the minute you shut that light off and you stop using that as fuel is the minute you're gonna hang up the towel.

So I would say chance and all that stuff take risks and rely on people like Danny, good resources, good people to uh to, to give you guidance, trust in the process. You know, people who go on this podcast are giving you their best stuff. So listen to it, relisten to it because people usually don't hide their secrets on podcasts. That's why you're here. So uh so take advantage of it and that, that's what I have to say to you. Boom. Thank you so much for the value uh Here, I really appreciate your time and anyone listening again, Drip Jobs 100 days of a trial now 100 days is a long time.

It's over three months here. So you've got runway to make this software, make you money and uh it take it seriously because if I was like, there was a point in time where I was sleeping in my car and I didn't know what to do. And I'm like, God Lord, send me something. Let me see what the next step should be. And I'm like, who should I associate myself with? Guess what? You join Drip Jobs? You get together with concrete marketing crew, you're going to have success.

We're gonna point you in the right direction. Even if you don't become clients, we're going to lead you in the right direction, which is what matters. So 100 days to give this software a shot and uh look double down on yourselves. Uh You got a dream, you got a vision, you got a mission, do it for your family, do do it for your loved ones and most importantly, do it for yourself. You got nothing to lose. Thank you for listening to your Concrete Success podcast. This is Danny Barrera.

Leave us a review here if you like this show, leave us a comment right down below and we'll see you in the next one. Thanks for listening.