Experts Speak
Experts Speak

Episode · 2 months ago

Build Your Team to Grow Your Business (with Dave Molenda)

ABOUT THIS EPISODE

Entrepreneur and #1 Amazon best-selling author, Dave Molenda, talks about the importance of building your team and honoring your clients as you grow your business. Dave is the founder of Positive Polarity and shares about how he successfully grew a business to $10 million in sales, and then sold it so that he could help other business owners model what he learned. Dave offers a free DISC Profile ($150 value) that will help you understand yourself and your team - request yours by emailing him at: dave@positivepolarity.com. He also has a number of resources available to you at his website.

Welcome to the experts speak podcast with Michael Delan. Each episode features a leading expert who shares helpful insights, practical tips and memorable stories that will inspire you, educate you and help you enjoy more success, freedom and purpose in your life. For the next few minutes, enjoyed listening to experts speak with Michael Delan and welcome to another episode of experts speak. I'm Michael Delan. Today I am talking with Dave Molinda. Dave is in the snow covered sit city up in Wisconsin somewhere today. Dave, thanks for thanks for braving the snow and being my guests. Hey, you weren't supposed to tell me where I am. My pro officer might not know where I am. True. Now, now I'm in trouble, so thanks a lot, Michael. Hey, just come down to Arkansas. He'll never find you here, ha ha ha, absolutely sounds good. What well, I get that accent tour do I got so little? Yeah, we can make sure we transfer the accent, because that's half the deal, right. Good, absolutely welcome. We's you having out with you. We'll teach you how to say y'all. There you go. Good. Seas to be the phrase down here. But anyway, Dave is wow, you got all kinds of things going on. Number One Amazon Best Sing author. Congratulations. Love that. His books book is growing on purpose and we're going to talk some about that. But Dave's has been like you know, he's been in business for a long time. been thirty years or so, grew a company over ten million dollars nanual sales, then sold it. Now we help small business owners build business, but building teams and thanks. So that's really what I want to dive into. They are because you really approach it from a different angle. But as we get in there, talk to us. Tell us about how did you get to what you're doing today? Sure, absolutely so, way back to two thousand and twelve or two thousand and eight, when the you know, everything crashed, we had a business that was heavily involved in construction and our building permits up here went down about ninety percent. So just imagine your you know, your ninety percent of your sales are gone overnight. So we had seventeen people on our team and we thought, you know, we can either close we can you know, what are we going to do? And I had a business partner at the time and so we decided to actually grow and and part of that growth was the thought was, if we can teach our customers to stay in business, will stay in business. So we help them with everything to keep them in business, marketing, sales, you know, just teach them whatever they could. And fast forward to two thousand and twelve. We got through the tough patch. We actually grew forty seven percent during that time and we were just about a ten million and annual sales. And that's when I realized I had a huge passion to continue that training piece. So I sold my interest in my business and started positive polarity and I just love coming alongside people and help them grow on purpose as well. That's awesome. That is so cool and I love the name of the blood growing on purpose, because so many times we get, I mean entrepreneurs were, I did, generating guys right, and you put yourself in circles, you go on the NA and it's all about money, money, money, money, money, money, money, and it's like yeah, I mean, money's a factor, we got to have it in there, but if that's what you're chasing, you're going to end up hollow. Yep, growing on purpose. The money can come. But you're really focused there and I love what you're doing, because business owners typically, I find, are really good at what they do, but there's they don't have a lot of strengths many times in marketing, sales, automation, hiring, building a team. So let's talk about that once you what you found and how do you help people? Yeah, absolutely so. I run into a ton of people, Michael, that grow by mistake. You know that. If you ask them, how did you get here? Ask them what path you know, if I if I want to follow in your footsteps, what would I do? Well, I tell you what, very few people have a really good plan. So I thought,...

...you know, rather than grow by mistake, I want to grow on purpose. And so the purpose really came about with two pieces where, you know, there's three parts to our business. There's the product or service that we sell, there is the people that we sell to and then there's the people that do the work to get that done. Our team. My focus is on the customer and on our team, because there's a lot of research done on hunt team, there's a lot of research done on improving your customers experience, but we didn't have a lot of research connecting the to. So my book connects the two and it's pretty much boils down to this, Michael. A disengaged team most likely provides a poor customer experience. Well, the opposite is true. An engage team tends to provide a really solid experience, and we all know as consumers when we've had a good experience or a bad experience, and usually it's pretty tied into how good or bad the team is. So I just enjoy helping business owners make that connection between their customers and their team. Yeah, and that's huge, because so many you know, I I think the number one myth and business, the one that I hear the most, is I know, I just need more leads. So we get leads and then they get popped into let's say, a sales call or a consultation, whatever you call it, with a an employee who's not dialed in, not bought in, not something, and you lose that sale. Well, maybe a better way to grow your business is to work on your team. Let's talk about let's talk about their team aspect. And what are some things business owners should be looking at? Yeah, absolutely, well, interesting. The big blind spot that business owners have is gallop does a poll every year and they ask how many of your people are engaged in Your Business and your job? How many people show up every day engaged in their job? And unfortunately, in the WHO ask, about one and three people show up every day engaged, which means if I have, you know, ten people on my team, that means really only three people on my team are looking out for me, looking out for my customer and looking out for my business. The other seven, you know, are trying to say hey, it's not my job, they're trying to do as little as possible, they're trying to skate through the day so that they can get home, and it's sad because that's the state. I mean, that's according to Gallop. That's not like something I just made up. Gallop does this every year. So we have a big disparity between where we are and where we want to be, and so there's a ton of things that we can do to engage our team and a lot of it that we work with that doesn't even cost money. I mean, think about the last time, if you're listening, think of the last time and you have a team, think of the last time you told somebody on your team great job for doing acts I mean that doesn't cost anything, but boy tell you what's statistics show, Michael, that that is such a huge motivator and engager is catching people doing the right thing. It's super easy, right to say hey, get back to work. Could you know you're taking too long in the bathroom, you're doing this wrong, whatever. It's super easy to do all that and we tend to struggle as entrepreneurs and business owners to actually catch people doing something right. So the first thing I would strongly encourage everybody that has a team is go back the next time you see somebody, go out of your way to say what a great job they did, not just in general, but hey, sally, you did a great job with that customer on the phone the other day or whatever it is. Make it very, very specific. Yep, that's that's awesome. I want to jump in here. One of my one of my favorite software is that my audience knows is loom lkom and it's a video software where I can do video, short video messages to what I and and a couple stories real quick. You know, we built a great team and I'm really good...

...at encouraging because it's one of my gifts. So we have a we have a va in the Philippines who does a lot of work for frank and she did something there and it was awesome. I sent her a loom video to Jay, thank you for doing this, you did great your I got an email back, not from her. Well, I did get email back from her, but a day later I got an email back from her manager saying she was beaming. Yep. I thought, okay, she'll work for that, for the name. Yep. You know, we will work for a compliment of Kudos way better than money. So a little thing like a loom video or stopping by and saying you know day. Thank you. I really appreciate how you took the extra effort on that one thing. I think, yeah, you're not absolutely yep. And what that cost you right? I mean three months. I'm five minutes of time. And if you if you build a habit. Okay, so I'm old fashioned, Dave. I send thank you to people personal. I mean you're hand written thank you, and I have stacks of them here. And what if somebody, a business owner, just had a stack of got you cards? Sure are caught you. I caught you doing something great and you start handing absolutely super simple. Sorry. Yeah, no, and the funny thing is is I'm sure there's people listening right now, Michael, that are like, Oh, I got a great idea, I'm going to have my assistant send out. Thank you. You know. Yeah, right, it's like you know, because I have my own podcast and I interview people every week, business owners, entrepreneurs from around the world, and the same thing comes up as I don't have time, I don't have time, I don't have time. I get that you don't have time. The reality is is, if you don't have time, then don't be upset when your people leave and you have high turnover, because high turnover and disengagement go hand in hand, because who wants to hang out on a team that's not engaged and doesn't have any clue where they're going, doesn't understand what part they play on the team? They just show up and, you know, again, get as little done as possible. That's right. And I don't know if it's Gallop, but one of those big organizations talk did research on how much more expensive it is to find a new employee than to keep a current one. Yep, absolutely, yeah, you may not have any time, but you're spending a lot of money. Yeah, absolutely, and it's the same with a customer, because you know, the teams not engage in the customers not engaged, they're not coming back and it's seven or eight times easier to sell something to an existing customer than it is to go find a new one. So there's a significant amount of money savings right here. That plus the referrals you'll get from a great customer experience. You know, it's just it's mind blowing and that's why people need to read you book, because it's not all about facebook ads and webinars. I mean, those are all good at they have their place, but if you're missing these components and not thinking about your customers. So let's we've talked a little bit about team. Yeah, and if you're our listeners, would do that one thing on their team. Give affirmations to your team, catch them doing something right. I think Zig Ziggler wrote a book one time. He wrote a couple books, but he would it was that be a good finder. Sure, was his theme and I thought that is really good. So let's talk about the customer experience and how you help them with that aspect as well. Sure, I mean it's really similar scenario in that I always think of my customer as my external customer and then my team is my internal customer. You know. So I mean I'm really kind of treating on the same the same thing to the entrepreneur. When's the last time that you, you know, reached out to your customer for no reason other than to say thank you, or no reason other than to say, you know, I'm so appreciative, I value what's going on here. You know, it's so easy to get stuck in all I'm going to look my aar and I'm going to call about a bill or I'm going to call about a ship ment. There's always a reason like that. And again they appreciate just getting that call saying you know what, we were talking about you today, where your ears ring?...

And John, because, I tell you what, we love working with you guys. You guys are awesome in these ways. I mean the likelihood of John now telling somebody else in his company and all of a sudden your positivity is pretty much spreading everywhere. Yeah, absolutely. I I mean a mastermind group. And one of the guy said something he's done for years is to get a list of your best clients right, and he says, I just text them and I so I would text you and I say, Dave, I just wanted to say thank you. Yep, that's it. He's at and they're said they're going for what? And it starts a conversation back and forth and I thought that was pretty brilliant. He's like, do it heartfelt, do it honestly. Yep, but how many times do we hide from our clients because we don't know what to say? Right, you can say thank you too. I appreciate Your Business. Thank you absolutely. And I think we also tend to forget to look at this from the customers perspective, you know, and and it's so easy, especially today's world, there's it's sold divided, there's one side or the other, and so, you know, try and sit on the same side as your customer, you know. I mean if you look at a six and it's either a six or nine, depending on what your perspective and they're both right in that perspective. So I always challenge business owners, you know what, come around on the other side of the table and sit next to your customer rather than across from them, because you're going to see that your nine is his six or vice versa, and it's really hard to, you know, continue to argue or take a stance or disagree or try and one up your customer when you're sitting next to him looking at the problem the same way. Really is. Yeah, that's fascinating. I teach my wife and I've done a lot of biblical marriage counseling things, and their teach that principle. They did in marriage. Don't have a conversation about an issue across the table because your eyeball to eyeball. Yep, get along the same side, shoulder to shoulder. Put put something out in the middle of the table and say that's the issue, whatever it is, let's talk about that. You're totally right that it just deflates things and now we're a team together, we can fix that, whatever that is. Well, you know, Michael, this doesn't work in marriage. Come on, this is is just works in business. So, yeah, totally different playbook. Exactly know, and that's how I learned it, because my wife and I have all places where I McDonald's and we're sitting across from each other and all the sudden we're enjoying life and for whatever reason I remember what it was and argument showed up and I'm just like, oh my gosh, I teach this. So I got up and I literally sat next to her in the booth and I said, you know what, let's look at this from the same side. And it did. It really deflated what was going on, and so why not do that with your customer? I think that that's just UN unfortunately, that empathy piece and that vulnerability piece are two piece is that are really missing in today's business world. It is and it's fascinating because it's ingrained in us from the very beginning of sales training or anything. You know, there's me, there's the desk and there's you. Yeah, versus. Let's come in. One of the financial advisors we've worked with, I'd walk into his office and there was the waiting room and all, and then he would take me back to another room and had like a little love seed and two chairs and it look like a living room here, and he says this is where I always do my meetings. Sure, as I take notes and things, he's and he had all the equipment, but he's like people feel so much more comfortable here than back in mind. I thought that was brilliant. Yeah, absolutely well we've been taught to keep the cards close to the vest. Don't let him see a sweat. You know I mean in negotiation it's always a bad thing to show them a weakness. And so you how do you go from that to being a vulnerable, empathetic leader? That's why teams are struggling because that's a really hard transition. You learn this,...

...but now you need to do that. So it's really challenging. Well, and it is. You know, I'm looking behind you and I see the disc sortified thing on the back and a lot of times entrepreneurs are the behid that drivers and know, everything you're talking about is fluff. Come on, man, get on with it, but get your job is like. You know, you've got to be able to play the other game and if you can't, you need to hire somebody who can. Absolutely so I love the disc profile and all that, and people need to take that. I just took the other one. I mean, I've done disk because, yeah, hoobe and so many of us, all, so many other I think they all are good too, as snapshots and to say who am I. and the thing I love is whenever I get the report back, it's like, how do they know that that is me how they exactly, but that helps me communicate with my team. Yep, for sure. And you realize your team has all different personalities. Yep, and the likelihood that they're driving into work trying to find ways to irritate you as the business owner, usually doesn't happen. It shows up once they get there. Something irritates them, something sets them off, something provides, you know, instability, and a lot of times it's us as leaders. I mean you know this. Statistics show that about three out of four people right now leave their job because of the leader. So that's on us, you know, that's really on US too as leaders to provide the best environment we can for our team. Yeah, and it it just, you know, I just it is funny. We're at the end of one of our book publishing things for a client and I was on a conversation with him and he was praising my teammates, you know, the different people he had worked with through the process, and at the end he's like you've really put together a great team, and I said back and said thank you. Yep, it didn't happen by accident, right, you Jesus right, absolutely, and most of my team have been with me for a long time, because, I mean encouragement is in affirmation. That's one of the things I'm only good at for things, Dave, you don't know that my Audas, I'm only good at four things. Sure, affirmation is one of those things. Good. Well, that's good. It is good for a leader to do that, because I'm always looking for ways to say well then, thank you for that. And and it plays out because my team treats my clients that way as well. Right, absolutely, because, I mean, if you show up every day and you are totally getting, you know, abused. Why? I mean it affects your family, it affects your personal life, physical life. I mean, who wants to be in that scenario? So I mean, even if leaders don't want to provide a good environment because they don't know about it, they don't care whatever. I mean you almost have to in today's world. Otherwise, like you said before, the expensive turnover is just astronomical. It is and I'd really encourage business owners at all levels. But if you're not in tune, make sure you have either get into and yourself or find a way to do it. Because I was at a organization before I started my company. Yep, big organization, three hundred fifty people there and there was this gap between leadership and the people. Sure, but leadership didn't see it because whenever they would walk around, everybody's like, Oh God, I get busy right, and and hi, how are you day? But when they left, holy there was this gap of communication because leadership. So you got to fix that right, Yep, and that will help your business grow more profits because you're going to have better team, who's serving clients better, who's on board with what you're doing because they have job security and they love what they do and is like this isn't rocket science, this is pretty simple stuff, right. Yeah, and it's funny. I do tend tips to better communicate. Travel around the country and do that in two groups, and so it's funny. One time a guy comes up to me after and I remember where I was. I think it was in I think it was in Arkansas. Great place...

...to be. Guy Comes up and he says, you know what, Dave, didn't learn a thing and I'm, you know, like yeah, I was kind of taken back by but fortunately I thought about it for a second. I said, you know what, these are not really to learn. The question is not how many? Do you know? How many are you doing every day? And then the lights clicked on for them and it's like, you know what, yeah, it's communication isn't like this really mysterious thing. It's just a matter of a couple simple things that we tend to forget and then when we forget, we go ahead and just go off in our own direction in the communication doesn't go nearly as good as it's supposed to. Absolutely, yeah, I was in my master my group today and somebody brought out of statistic and we were talking about selling and things and they said statistically, all the research comes out that the best sales people in a in a sixty minute conversation, the best salespeople speak for about like it was like eighteen minutes, sixteen and because we need to be listening and hearing to say, are we even a good fit? Can I solve your problem? The only way I all know that is by listening. Absolutely, if you're not talking, if you're talking more than the third of the time to your point in sales, you're you're in trouble at work. At a business perspective, if you're a business owner, hopefully you're listening. Way More than you're talking, because that, you know, I love what Steve Job said. You know, he didn't hire, you know, smart people are dumb people and tell them what to do. We hired smart people so they would tell them what to do, and that's just so cool, because I don't know everything. So I really want to listen way more than I'm talking. Absolutely and to empower your teammates to run their department right, and that's what we've tried to do, is like, okay, you're over the writing stage, right, and they'll come back to me and ask me some questions. I'm like, well, here's what I would do, but at your decision. I want you to run that because you're much better at that than I am during yeah, that's outside of my four things, so you go do that. But yeah, but I know I'm the boss. The Buck starts here, so I can guide and direct, but really, and it's empowering them, loving them, finding ways to say Kudo's way to go and notes, looms, verbal affirmations out of boys. It's not hard. And whether you do that with your team and or your clients and or your vendors. I sent a loom to a vendor today as I thank you so much. It came in. This is awesome and she said Manima Baxit. Thank you. I mean it's every way often forgotten, aren't they all they really are, and many times we can't do what we need to do without them. So they are integral part of our of our company. How can how can people reach you in what would be a good next step for somebody? You've intrigued us a little bit around, and I love this, around building team. How do you do team? How do you do how do you take care of your clients? What do you have? What do you have the big business owners? Can can find helpful? Well, couple things, I mean. I would say we talked about disk. So we have a forty eight page assessment that like you answer some questions and you look at that and you go, how in the world did you know that about me from those questions? Right, so I'd be more than happy to provide a free assessment for your for your listeners. They just email me at Dave at positive polaritycom and we will send a link and then you take fifteen minutes of your life and invest in it and then you get the results and you never hear from me again, unless you want to. But this all really starts with us. It's really hard to build your team if you don't understand your strengths. Your weakness is how to communicate with you know you how you want to be communicated with. So it really starts with us as leader. So if you're thinking, Hey, I'm going to do this for my team and I'm not going to be involved at that doesn't work for me because we can't really fix something. You know, that's like going to the doctor and the guy says, so you...

...know what's going on today, and you're like, you tell me, and the guy says, well, what hurts? Will you tell me? I mean that just you know, Doctor. Yeah, you're the doctor. Come on, Michael, you tell us what's going on. I don't know. You know. So that's you know, at least the guy says, Hey, my elbow hurts, so at least they push you in the right direction. You gotta start with Self Awareness. You got to start with yourself. That's great. That in the disc is the disc profile is very, very helpful and that's a phenomenal resource. Yeah, I mean then, that's so. Normally we charge like a hundred and fifty bucks for these. So this is not, you know, something like you can get four page ones online for free and stuff like that, which work great. But if you want to dig deep into yourself, it really is, you know, a cool place to start. So that would be my suggestion to start their Michael, awesome. Well, we'll have that in the show notes. I just email you and get that and and reach out. Obviously your books on Amazon right and they can find get a copy from from that, read about it. I Know You do coaching. So website. What's the best website if they wanted to go to find you online? Or is it just email? Or what's the best? NOLENDACOM, super easy. So I love complex websites. Yeah, exactly. Hey, and you know somebody's read your book when you go on Amazon and there's used copies and you know it's like, oh my gosh, somebody actually like bought the book. So it's pretty cool. It is very cool. So well, day, thanks for as many some time with me and sharing some things. You're really approaching it from a different perspective, which I appreciate, because it really is valuing people. It's starting with yourself, valuing and building your team, your clients, your vendors, and when you build that little habit it's going to pour over into your family life, your church, wherever in you're going to see the radical changes when you apply I love this positive polarity to how you operate. I love that that's a good name. Cool. Well, brother, thanks for the time. I appreciate it and we will stay in touch, I am certain. Absolutely thank you, sir. You're welcome. Thanks for listening to expert speak with Michael Delan. If what you've heard today was helpful to you, reach out to our expert guest and see how they can serve you to bring you more success, freedom and purpose in your life.

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