Head Heart & Boots

Bill Zipp, an international expert sales trainer and sales consultant to Fortune 500 sits down to talk with us about sales management and the ideal profile of a sales person. This is such an important, emerging topic in our restoration industry, because the game is changing. With the agency side of the insurance business becoming less and less engaged in the claims service, and of course the rise of TPA's and desk adjusters, operators that want to grow are learning how to pursue more commercial business. This requires a different sales strategy. And a different kind of sales professional. And you have to lead them, which for many of us who've been focused on the operations side of things, and just letting our marketing people "do their routes", is a difficult transition to make. There are so many gold nuggets in this episode, plan to listen to it twice- once in your truck in between calls and QC visits, and once back at the office with a pen and notepad in front of you. Enjoy!  Thanks for listening! If you enjoy the podcast please be sure to leave a review, follow the show (don’t forget to turn on your notifications!) and share with a friend. Your continued support is what makes this mission possible.   Thank you sponsors!   Xcelerate Restoration Software Xcelerate is an innovative restoration job management solution that brings many of the tools you need to succeed into a single, more intuitive platform.  Xcelerate is designed specifically for the restoration contractor industry Increase your operational efficiency Improve your profitability Elevate both your job and team management  www.xlrestorationsoftware.com/mrm   Actionable Insights (Xactimate and restoration technology training) Actionable Insights is an educational non-profit that’s helping contractors and carriers settle claims with Xactimate and Matterport.  Are you looking for the best ways to invoice in Xactimate? Check out their 3700+ page database of Xactimate invoicing templates known as the Insight Sheet Database.  Not finding the right line items? It’s probably in their Commonly Overlooked Line Item Database - you can’t use a line item if you don’t know about it! Are you using Matterport right now? Do you want to make sure you’re not left behind as the industry goes digital? Actionable Insights has the training and resources you need to find success today and going forward  value.getinsights.org/FCG   Floodlight Consulting Group Equipping restoration business owners to establish processes, develop their teams, increase revenues and grow their profits. MIT/RESTO Mastery Community  The MIT/RESTO Mastery Community is designed to empower restoration business owners and key leaders through education, training, coaching and community engagement.   Weekly Training Sessions Open Office Hours Expanding Partnerships Of Industry Professionals Customer Segment Leaders Continually-Updated Content Library Rich Non-Market Competing Community  https://www.floodlightgrp.com/mrmleadershipcircle   Individualized Operations Consulting and Training  The Floodlight team provides customized consulting and training support for restoration companies looking to grow and scale their business. 100% Tailored to each client Formal consulting sessions for owners and key leaders Full one-on-one access to the Floodlight team and their network of industry experts https://www.floodlightgrp.com

We spend the vast majority of our lives working, building our businesses and delivering our services. The reality is we will face good times and bad times, ups and downs. It's far too easy to fall into a place of "Quiet Desperation". A place where we are not necessarily motivated or working towards goals and aspirations. We are merely surviving.  Dr. Nick Sotelo brings us some insights on how to better develop our Mindset, Mission and Movement so that we can remain hyper vigilant in our pursuit to our goals, continue to remain motivated by our mission even when times get hard and establish some practices that will increase the likelihood of our future successes. In addition to developing ourselves for the long haul, we have the rewarding opportunities to develop these pillars in our team members and future leaders.  Join us as we try to continue to change our culture by changing the conversation.  Thanks for listening! If you enjoy the podcast please be sure to leave a review, follow the show (don’t forget to turn on your notifications!) and share with a friend. Your continued support is what makes this mission possible.   Thank you sponsors! Xcelerate Restoration Software Xcelerate is an innovative restoration job management solution that brings many of the tools you need to succeed into a single, more intuitive platform.  Xcelerate is designed specifically for the restoration contractor industry Increase your operational efficiency Improve your profitability Elevate both your job and team management www.xlrestorationsoftware.com/mrm    Actionable Insights (Xactimate and restoration technology training) Actionable Insights is an educational non-profit that’s helping contractors and carriers settle claims with Xactimate and Matterport.  Are you looking for the best ways to invoice in Xactimate? Check out their 3700+ page database of Xactimate invoicing templates known as the Insight Sheet Database.  Not finding the right line items? It’s probably in their Commonly Overlooked Line Item Database - you can’t use a line item if you don’t know about it! Are you using Matterport right now? Do you want to make sure you’re not left behind as the industry goes digital? Actionable Insights has the training and resources you need to find success today and going forward value.getinsights.org/FCG Floodlight Consulting Group Equipping restoration business owners to establish processes, develop their teams, increase revenues and grow their profits. MIT/RESTO Mastery Community The MIT/RESTO Mastery Community is designed to empower restoration business owners and key leaders through education, training, coaching and community engagement.  Weekly Training Sessions Open Office Hours Expanding Partnerships Of Industry Professionals Customer Segment Leaders Continually-Updated Content Library Rich Non-Market Competing Community  https://www.floodlightgrp.com/mrmleadershipcircle   Individualized Operations Consulting and Training The Floodlight team provides customized consulting and training support for restoration companies looking to grow and scale their business. 100% Tailored to each client Formal consulting sessions for owners and key leaders Full one-on-one access to the Floodlight team and their network of industry experts https://www.floodlightgrp.com

How many of us feel like the ups and downs of our businesses and our day-to-day lives toss us around like the waves of the ocean? Often times we find ourselves responding to challenging situations in ways that leave a negative impact or we over celebrate a small win and allow it to distract us from the bigger goal.  In this episode we explore some of the tools we can use to build a stronger sense of self awareness that ultimately helps us create stronger emotional fortitude. By keeping our eyes firmly planted on the horizon we can be less moved by the smaller battles we face daily and ensure our team's remain in a more consistent state of forward progress. We grow more resilient and more capable of handling the challenges we face and feel less tossed around by the environmental conditions around us.  Thanks for listening! If you enjoy the podcast please be sure to leave a review, follow the show (don’t forget to turn on your notifications!) and share with a friend. Your continued support is what makes this mission possible. Thank you sponsors! Xcelerate Restoration Software Xcelerate is an innovative restoration job management solution that brings many of the tools you need to succeed into a single, more intuitive platform.  Xcelerate is designed specifically for the restoration contractor industry Increase your operational efficiency Improve your profitability Elevate both your job and team management www.xlrestorationsoftware.com/mrm Actionable Insights (Xactimate and restoration technology training) Actionable Insights is an educational non-profit that’s helping contractors and carriers settle claims with Xactimate and Matterport.  Are you looking for the best ways to invoice in Xactimate? Check out their 3700+ page database of Xactimate invoicing templates known as the Insight Sheet Database.  Not finding the right line items? It’s probably in their Commonly Overlooked Line Item Database - you can’t use a line item if you don’t know about it! Are you using Matterport right now? Do you want to make sure you’re not left behind as the industry goes digital? Actionable Insights has the training and resources you need to find success today and going forward value.getinsights.org/FCG   Floodlight Consulting Group Equipping restoration business owners to establish processes, develop their teams, increase revenues and grow their profits. MIT/RESTO Mastery Community The MIT/RESTO Mastery Community is designed to empower restoration business owners and key leaders through education, training, coaching and community engagement.  Weekly Training Sessions Open Office Hours Expanding Partnerships Of Industry Professionals Customer Segment Leaders Continually-Updated Content Library Rich Non-Market Competing Community  https://www.floodlightgrp.com/mrmleadershipcircle   Individualized Operations Consulting and Training The Floodlight team provides customized consulting and training support for restoration companies looking to grow and scale their business. 100% Tailored to each client Formal consulting sessions for owners and key leaders Full one-on-one access to the Floodlight team and their network of industry experts https://www.floodlightgrp.com

Our tactical processes and procedures are absolutely mission critical and must be prioritized; however we must be equally driven to help our teams understand the true “WHY” behind those processes. By consistently speaking into our teams and casting a clear vision for where we are headed and why we focus on the things we focus on, we better equip them to push through challenges and overcome obstacles.    In order to communicate at this level you have to know your people which requires the development of a real relationship. As leaders we have to pursue solid professional relationships with our people so that we can learn how to communicate the “WHY” in such a way that it has deep meaning and application to them as an individual. We have to be able to hear our people in such a way that it helps shape what we communicate in order for it to have the maximum level of impact on equipping our teams for success.   Thanks for listening! If you enjoy the podcast please be sure to leave a review, follow the show (don’t forget to turn on your notifications!) and share with a friend. Your continued support is what makes this mission possible.   Thank you sponsors! Xcelerate Restoration Software Xcelerate is an innovative restoration job management solution that brings many of the tools you need to succeed into a single, more intuitive platform.  Xcelerate is designed specifically for the restoration contractor industry Increase your operational efficiency Improve your profitability Elevate both your job and team management www.xlrestorationsoftware.com/mrm   Actionable Insights (Xactimate and restoration technology training) Actionable Insights is an educational non-profit that’s helping contractors and carriers settle claims with Xactimate and Matterport.  Are you looking for the best ways to invoice in Xactimate? Check out their 3700+ page database of Xactimate invoicing templates known as the Insight Sheet Database.  Not finding the right line items? It’s probably in their Commonly Overlooked Line Item Database - you can’t use a line item if you don’t know about it! Are you using Matterport right now? Do you want to make sure you’re not left behind as the industry goes digital? Actionable Insights has the training and resources you need to find success today and going forward value.getinsights.org/FCG Floodlight Consulting Group Equipping restoration business owners to establish processes, develop their teams, increase revenues and grow their profits. MIT/RESTO Mastery Community The MIT/RESTO Mastery Community is designed to empower restoration business owners and key leaders through education, training, coaching and community engagement.   Weekly Training Sessions Open Office Hours Expanding Partnerships Of Industry Professionals Customer Segment Leaders Continually-Updated Content Library Rich Non-Market Competing Community   https://www.floodlightgrp.com/mrmleadershipcircle   Individualized Operations Consulting and Training The Floodlight team provides customized consulting and training support for restoration companies looking to grow and scale their business.  100% Tailored to each client Formal consulting sessions for owners and key leaders Full one-on-one access to the Floodlight team and their network of industry experts https://www.floodlightgrp.com

COVID, TPA’s and carrier consolidation have changed the landscape of our industry. It’s harder than ever to remain front of mind and to develop professional relationships, especially with agents.  Join us as we get key insights from Gerry Edtl (more than 40 years in the industry!) as he shares his perspective on relational selling, looking at the claims relationship through the eyes of an agent and creating true value for our referral sources not just cheap talk.  www.GerryEdtl.com Gerry@GerryEdtl.com Thanks for listening! If you enjoy the podcast please be sure to leave a review, follow the show (don’t forget to turn on your notifications!) and share with a friend. Your continued support is what makes this mission possible.    Thank you sponsors! Xcelerate Restoration Software Xcelerate is an innovative restoration job management solution that brings many of the tools you need to succeed into a single, more intuitive platform.  Xcelerate is designed specifically for the restoration contractor industry Increase your operational efficiency Improve your profitability Elevate both your job and team management www.xlrestorationsoftware.com/mrm   Actionable Insights (Xactimate and restoration technology training) Actionable Insights is an educational non-profit that’s helping contractors and carriers settle claims with Xactimate and Matterport.  Are you looking for the best ways to invoice in Xactimate? Check out their 3700+ page database of Xactimate invoicing templates known as the Insight Sheet Database.  Not finding the right line items? It’s probably in their Commonly Overlooked Line Item Database - you can’t use a line item if you don’t know about it! Are you using Matterport right now? Do you want to make sure you’re not left behind as the industry goes digital? Actionable Insights has the training and resources you need to find success today and going forward value.getinsights.org/FCG   Floodlight Consulting Group Equipping restoration business owners to establish processes, develop their teams, increase revenues and grow their profits. MIT/RESTO Mastery Community The MIT/RESTO Mastery Community is designed to empower restoration business owners and key leaders through education, training, coaching and community engagement.  Weekly Training Sessions Open Office Hours Expanding Partnerships Of Industry Professionals Customer Segment Leaders Continually-Updated Content Library Rich Non-Market Competing Community  https://www.floodlightgrp.com/mrmleadershipcircle   Individualized Operations Consulting and Training The Floodlight team provides customized consulting and training support for restoration companies looking to grow and scale their business.  100% Tailored to each client Formal consulting sessions for owners and key leaders Full one-on-one access to the Floodlight team and their network of industry experts  https://www.floodlightgrp.com

We tend to think about integrity as something we identify ourselves or our businesses with, ie. "I'm a person of integrity" or "Integrity is one of our core values." What we've found, is that integrity is a moment by moment choice. We're constantly choosing throughout our life, "Am I going to choose integrity in this moment, or am I not." In today's show we dive into the roles that discipline and integrity play in the growth of all leaders. How can we become better aligned between what we say about ourselves, and how we're actually living on a moment by moment basis. It changes everything.  Thanks for listening! If you enjoy the podcast please be sure to leave a review, follow the show (don’t forget to turn on your notifications!) and share with a friend. Your continued support is what makes this mission possible. Thank you sponsors! Xcelerate Restoration Software Xcelerate is an innovative restoration job management solution that brings many of the tools you need to succeed into a single, more intuitive platform.  Xcelerate is designed specifically for the restoration contractor industry Increase your operational efficiency Improve your profitability Elevate both your job and team management www.xlrestorationsoftware.com/mrm Actionable Insights (Xactimate and restoration technology training) Actionable Insights is an educational non-profit that’s helping contractors and carriers settle claims with Xactimate and Matterport.  Are you looking for the best ways to invoice in Xactimate? Check out their 3700+ page database of Xactimate invoicing templates known as the Insight Sheet Database.  Not finding the right line items? It’s probably in their Commonly Overlooked Line Item Database - you can’t use a line item if you don’t know about it! Are you using Matterport right now? Do you want to make sure you’re not left behind as the industry goes digital? Actionable Insights has the training and resources you need to find success today and going forward value.getinsights.org/FCG Floodlight Consulting Group Equipping restoration business owners to establish processes, develop their teams, increase revenues and grow their profits. MIT/RESTO Mastery Community The MIT/RESTO Mastery Community is designed to empower restoration business owners and key leaders through education, training, coaching and community engagement.  Weekly Training Sessions Open Office Hours Expanding Partnerships Of Industry Professionals Customer Segment Leaders Continually-Updated Content Library Rich Non-Market Competing Community  https://www.floodlightgrp.com/mrmleadershipcircle   Individualized Operations Consulting and Training The Floodlight team provides customized consulting and training support for restoration companies looking to grow and scale their business. 100% Tailored to each client Formal consulting sessions for owners and key leaders Full one-on-one access to the Floodlight team and their network of industry experts https://www.floodlightgrp.com

What can we learn from iconic business leaders? The Steve Jobs', Elon Musks' and Warren Buffets' of the world? In this episode we pull some insights from great leaders we admire:  Building a mission people want to be a part of  Get comfortable doing more with less. It's amazing what a small team of loyal, dedicated, driven and thoughtful people can do together.  Never stop being engaged with what's happening in the field. Inspect what you expect, know what's happening in your business.  Thanks for listening! If you enjoy the podcast please be sure to leave a review, follow the show (don’t forget to turn on your notifications!) and share with a friend. Your continued support is what makes this mission possible.   Thank you sponsors! Xcelerate Restoration Software Xcelerate is an innovative restoration job management solution that brings many of the tools you need to succeed into a single, more intuitive platform.  Xcelerate is designed specifically for the restoration contractor industry  Increase your operational efficiency Improve your profitability Elevate both your job and team management www.xlrestorationsoftware.com/mrm   Actionable Insights (Xactimate and restoration technology training) Actionable Insights is a foundation that exists to preserve the health of the property insurance ecosystem by advancing education and clarifying globally recognized billing standards. value.getinsights.org/FCG   Floodlight Consulting Group Equipping restoration business owners to establish processes, develop their teams, increase revenues and grow their profits.  MIT/RESTO Mastery Community The MIT/RESTO Mastery Community is designed to empower restoration business owners and key leaders through education, training, coaching and community engagement.  Weekly Training Sessions Open Office Hours Expanding Partnerships Of Industry Professionals Customer Segment Leaders Continually-Updated Content Library Rich Non-Market Competing Community  https://www.floodlightgrp.com/mrmleadershipcircle   Individualized Operations Consulting and Training The Floodlight team provides customized consulting and training support for restoration companies looking to grow and scale their business.  100% Tailored to each client Formal consulting sessions for owners and key leaders Full one-on-one access to the Floodlight team and their network of industry experts https://www.floodlightgrp.com

Rachel Stewart, CEO and Co-founder of Xcelerate Restoration Software and past EVP of Titan RestorationWe cover a lot of ground in this episode with Rachel:  The importance of surrounding yourself with people that are smarter and more successful than you. (If you're feeling like an imposter or like you're in over your head, that's probably the group you need to be in)  Discovering that other leaders "don't know what they're doing either" 😉 The importance of working with great partners- CPA, coaches, consultants, etc How to give your team a deep sense of ownership over their role and contribution to the company Knowing what your personal core values are and then aligning your hiring and management style with those values Visioneering, creating a vivid vision- how to create and communicate a vivid picture of the next 5-10 years that your team can rally behind and own their piece of it.  Thanks for listening! If you enjoy the podcast please be sure to leave a review, follow the show (don’t forget to turn on your notifications!) and share with a friend. Your continued support is what makes this mission possible.   Thank you sponsors! Xcelerate Restoration Software Xcelerate is an innovative restoration job management solution that brings many of the tools you need to succeed into a single, more intuitive platform.  Xcelerate is designed specifically for the restoration contractor industry Increase your operational efficiency Improve your profitability Elevate both your job and team management www.xlrestorationsoftware.com/mrm Actionable Insights (Xactimate and restoration technology training) Actionable Insights is an educational non-profit that’s helping contractors and carriers settle claims with Xactimate and Matterport.  Are you looking for the best ways to invoice in Xactimate? Check out their 3700+ page database of Xactimate invoicing templates known as the Insight Sheet Database.  Not finding the right line items? It’s probably in their Commonly Overlooked Line Item Database - you can’t use a line item if you don’t know about it! Are you using Matterport right now? Do you want to make sure you’re not left behind as the industry goes digital? Actionable Insights has the training and resources you need to find success today and going forward value.getinsights.org/FCG   Floodlight Consulting Group Equipping restoration business owners to establish processes, develop their teams, increase revenues and grow their profits. MIT/RESTO Mastery Community The MIT/RESTO Mastery Community is designed to empower restoration business owners and key leaders through education, training, coaching and community engagement. Weekly Training Sessions Open Office Hours Expanding Partnerships Of Industry Professionals Customer Segment Leaders Continually-Updated Content Library Rich Non-Market Competing Community  https://www.floodlightgrp.com/mrmleadershipcircle   Individualized Operations Consulting and Training The Floodlight team provides customized consulting and training support for restoration companies looking to grow and scale their business. 100% Tailored to each client Formal consulting sessions for owners and key leaders Full one-on-one access to the Floodlight team and their network of industry experts https://www.floodlightgrp.com

Fear (often just a lack of proactive engagement) can cause us to not properly equip our teams for success. It’s critical that we ensure our teams have the right level of information. Yes, even the financials! so that they can have the highest chances of bringing big WINS in their role on our team. when we provide the appropriate amount of information based on each individual’s position, we empower our employees to have a real and significant impact on the future of our company. As leaders, we have to use our actions to show our team members THAT WE TRUST THEM and that we believe they have the power to help us move the ball down the field. So by Establishing clear and measurable goals regarding revenue, gross profit margins and closing rates, our A+ players can set their priorities around the things that will have the highest impact. Thanks for listening! If you enjoy the podcast please be sure to leave a review, follow the show (don’t forget to turn on your notifications!) and share it with a friend. Your continued support is what makes this mission possible.   Thank you sponsors! Xcelerate Restoration Software Xcelerate is an innovative restoration job management solution that brings many of the tools you need to succeed into a single, more intuitive platform.  Xcelerate is designed specifically for the restoration contractor industry Increase your operational efficiency Improve your profitability Elevate both your job and team management www.xlrestorationsoftware.com/mrm   Actionable Insights (Xactimate and restoration technology training) Actionable Insights is a foundation that exists to preserve the health of the property insurance ecosystem by advancing education and clarifying globally recognized billing standards. value.getinsights.org/FCG   Floodlight Consulting Group Equipping restoration business owners to establish processes, develop their teams, increase revenues and grow their profits. MIT/RESTO Mastery Community The MIT/RESTO Mastery Community is designed to empower restoration business owners and key leaders through education, training, coaching and community engagement.  Weekly Training Sessions Open Office Hours Expanding Partnerships Of Industry Professionals Customer Segment Leaders Continually-Updated Content Library Rich Non-Market Competing Community  https://www.floodlightgrp.com/mrmleadershipcircle   Individualized Operations Consulting and Training The Floodlight team provides customized consulting and training support for restoration companies looking to grow and scale their business. 100% Tailored to each client Formal consulting sessions for owners and key leaders Full one-on-one access to the Floodlight team and their network of industry experts  https://www.floodlightgrp.com

Very few things will actually help us differentiate our companies from the competition. At the end of the day the technical aspects of what we do are often interchangeable. So if that’s the case what can we do to actually stand out in the crowd? We focus on how we make our clients feel when delivering our services. OMG did we just say “how we make them feel”? Simply said, we have to focus on our client experience if we are going to get wins and create cheerleaders for our businesses. Is your team prepared to meet and exceed your client’s needs even when their needs are unspoken? Let’s jump in and see how we can build a team that always has their antennas up and their radars on.   Thanks for listening! If you enjoy the podcast please be sure to leave a review, follow the show (don’t forget to turn on your notifications!) and share with a friend. Your continued support is what makes this mission possible. Thank you sponsors! Xcelerate Restoration Software Xcelerate is an innovative restoration job management solution that brings many of the tools you need to succeed into a single, more intuitive platform.  Xcelerate is designed specifically for the restoration contractor industry Increase your operational efficiency Improve your profitability Elevate both your job and team management www.xlrestorationsoftware.com/mrm Actionable Insights (Xactimate and restoration technology training) Actionable Insights is a foundation that exists to preserve the health of the property insurance ecosystem by advancing education and clarifying globally recognized billing standards. value.getinsights.org/FCG Floodlight Consulting Group Equipping restoration business owners to establish processes, develop their teams, increase revenues and grow their profits. MIT/RESTO Mastery Community The MIT/RESTO Mastery Community is designed to empower restoration business owners and key leaders through education, training, coaching and community engagement.  Weekly Training Sessions Open Office Hours Expanding Partnerships Of Industry Professionals Customer Segment Leaders Continually-Updated Content Library Rich Non-Market Competing Community   https://www.floodlightgrp.com/mrmleadershipcircle   Individualized Operations Consulting and Training The Floodlight team provides customized consulting and training support for restoration companies looking to grow and scale their business. 100% Tailored to each client Formal consulting sessions for owners and key leaders Full one-on-one access to the Floodlight team and their network of industry experts https://www.floodlightgrp.com