Is Salesforce really worth 20k a month? | Season 4 Episode 5


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I love young entrepreneurs.  They inspire me.  I started my business when I was young.  But I made a ton of mistakes along the way.  It took my a long time to become a success.  That’s why I’m so impressed when I meet a young person who is already a success.  That’s why I wanted to invite Michael Morozov onto the show this week.  Michael founded his company when he was still in University.  By his second year he was making over six figures.  Now his business Aurum Property Care is one of the largest window cleaning companies in North America.

In this episode Michael and I talk about how he managed that explosive growth.  He reveals why he had to design his own software system to manage all the moving parts of his buisness.  That investment cost nearly $500 thousand.  Eventually his company outgrew that system.  So he decided to move to Salesforce instead.   That decision wasn’t easy.  And it wasn’t cheap.  So was switching to Salesforce worth the expense?  Find out more!

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Tim loses his mind while giving sales advice | Season 4 Episode 4


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It’s time for a little Timology!  Today I’m talking about preparing for the worst.  Every salesperson has heard the same things.  “Your price is too high” or  “I can’t understand your quote.”  There’s a laundry list of excuses that you have to contend with.  Instead of dreading those moments you need to come prepared!  I’ve developed some perfect comebacks to each and every one of those annoying excuses!

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Do you really need to go to school? | Season 4 Episode 3


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Friends, let me say it this clearly.  University is a giant waste of money!  Well, not always, of course.  If you’re a doctor or a lawyer or an engineer after spending $75 thousand that’s probably a wise investment.  But what I’m talking about is the BA in Lithuanian basket weaving that costs your parents more money than their first house.  It’s a degree in sweet fuck all as far as I’m concerned!

Today on the show we debate the merits of a post-secondary education.  We discuss why I think you learn way more in the real world than you ever could in a classroom.  Not everyone agrees with you, mind you.  I’d love to hear your opinions!

Guest: Dylan Gosine

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S03E31 – Tim vs. Corporate Bullshit – SEASON 3 FINALE!


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I have a serious allergy.  I’m allergic to bullshit.  BS is everywhere in business.  Most sales people talk like they have a PhD in bullshit. I couldn’t just release this episode without some kind of commentary.  I’ve peppered the interview with some reactions recorded after the fact.

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S03E26 – How to climb to the top and have fun along the way


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Tracey Caville knows how to do it right.  She has been a business warrior for over two decades.  She clawed her way into important positions in two successful companies.  And she never lost her sense of humor along the way.  I loved talking with her.  Over the next 30 minutes you will here Tracey and I discuss her current role at Scandinavian Building Services.  We also talk about why working in an office is better than working from home.  And the toll working long hours can have on your home life.  But mostly we just goof around!  Tracey is really funny and I had a great time recording this interview with her.

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S03E24 – The Oracle Speaks with John Mollenhauer


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When John Mollenhauer speaks, I listen.  And so should you.  John has been working in the Toronto construction industry for decades.  Since becoming CEO of the Toronto Construction Association 13 years ago he has become something of an oracle.  I invited him back on the show this week to hear his thoughts on the state of the economy.  I boldly predicted earlier this year that we were headed for a recession.   That hasn’t happened yet and John tells me why.  We also talk about:

  • The state of the Canadian and US construction industries
  • Why gold is topping $1400 an ounce
  • Whether Trump and Trudeau will get re-elected
  • Why construction companies are so terrified of new technology

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S03E23 – Cash Crunch – How to survive when your clients don’t pay


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It’s every contractors worst nightmare. Your client isn’t paying. So, what do you do? The practice of big companies delaying payment to their contractors has become so widespread that it’s threatening the survival of a lot of small businesses. In today’s episode I talk about the problem with Doug Macy from Trust 1 Security. I share some horror stories from my 35 years in business. Including the story of what happened when I put a lien in a building owned by one of the biggest developers in Toronto. It wasn’t pretty!

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S03E10 – Unions, Carbon Tax and Lack of Labour


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I always get into trouble when I talk about politics. But this week I just couldn’t resist. There are big changes afoot in Canadian politics that I just had to comment on.

I invited Julie Kwiecinski, the Director of Provincial Affairs, Ontario at the Canadian Federation of Independent Business onto the show this week.

The new Ontario government is changing the way municipalities contract construction companies making it easier for non-union companies to get work. We talk about why that’s a good change for businesses like Stadia.

We also debate the effectiveness of a carbon tax. I argue that it’s manufactures not consumers that should have to bear the brunt of reducing our carbon footprint. Not everyone is going to like this conversation but it is going to get you thinking!

S03E08 – The REMI Show: A fresh face for trade shows


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I love that the Real Estate Management Industry and ISSA are hosting a trade show in June.  Property managers know that it’s the spring and summer when they start to think about their year end purchases.  So gathering together some of the biggest players in the industry to sell their wares is going to be awesome.

This week I’m joined by Chuck Nervick from Media Edge, the company hosting the show.  Chuck has put the REMI Show together in a very short amount of time and has been doing an incredible job.  In this episode we talk about the future of marketing in the digital age and how the old trade show pitch just doesn’t work anymore.  We also talk about the best ways to prepare your business for an economic downturn. (HINT: It’s all about marketing!)

S03E04 – Women Are Better


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Things are changing in the trades. It’s still rare to find women working in construction or as an electrician. But there are some and the numbers are growing.

This week Tim speaks with two of these trailblazers. Both Stephanie Brown and Trish Mickelson trained at Skills College Canada as electricians. That’s where Tim spoke with them about everything from sexism on the job site to the struggles of finding a clean bathroom. This one is not to be missed!

S03E03 – Skilled Trades College: Having the skills to pay the bills


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I hated school.  I was dyslexic and wrote backwards.  I was always made to feel like an idiot.  When I was 15 I left and never came back.  It took me years to realize that I wasn’t stupid.  I eventually came to realize that the problem was with the school – not me.  I was thinking about that recently while touring the Skilled Trades College campus in Vaughan, Ontario.  My friend Ralph Cerasulo founded STC a decade ago to provide a place for young people to get the skills they need to succeed.

When I was a kid there was a “trades” school for teenagers that was universally regarded as the place where the dumb kids went.  In some ways that perception of the trades has never really went away.  A university degree is the holy grail for many parents who push their kids into getting one no matter the cost.  But the irony is the best way to become one of the top income earners in this country is to enter the trades.  Kids with  four year bachelor degrees often find themselves unemployable and laden with debt.

In this episode Ralph and I talk about why the education system is letting kids down and why the trades are so important.  It’s one of the best conversations I’ve ever had.  And, I think, it’s one of the most important.  STC is an amazing place and I think you’re going to be as impressed with it as I am.

 

S02E25 – Why being an asshole is bad for business


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Tim is joined this week by Doug Macy from Trust 1 Security. The pair talk about how to create a unique identity in a crowded marketplace. Tim has tried to center his business around his own personality. Making yourself the brand is a great way to generate some name recognition but it has it’s downsides too. Doug thinks Tim has succeeded because he is fiercely loyal and refuses to abandon his friends when time’s get tough. “If someone falls and your don’t offer a hand, you’re just an asshole.” Tim says.

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S02E20 – QuadReal with Cheryl Gray Part 2


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Cheryl Gray is a titan in the Toronto real estate industry. In the second part of our conversation we discuss the looming recession and about how to build real relationships in a digitized age.

I was also extremely eager to talk with Cheryl about how young companies can get a foothold in the industry. Cheryl is untouchable to the average trade or vendor. She explained how an up-and-coming company can get the attention of a big player like Quadreal. This is must have information for start-up companies!

S02E18 – The Avison Young Episode with Steve Ichelson


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I’ve been looking forward to this one for a long time.  Steve Ichelson is a major player at Avison Young, the world’s fastest growing real estate services firm.  Steve is also a very old and dear friend.  Together we shine a light into some of the lesser known parts of our business.  Vendors don’t have a clue how the big property management companies operate.  Today’s show is all about changing that.  You’re going to come away with a much better understanding of how the big real estate firms operate and why they are so hard on their vendors.

 

 

S02E14 – Sex, Lies and Videotape


 

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For the first time ever Tim Byrne Almost live is actually live!  We broadcast today’s episode on Facebook and Instagram in real time.  It was a bit of a disaster.  We haven’t really figured out all the equipment yet.  Luckily Anthony Vinzi from Promain Exterior joined me to soften the blow.

Timology 4 – Tim’s Tips for Sales Guys


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Tim needed an audience for this week’s episode so he invited Stadia sales guys Dylan and Andy into the studio.  The three had just attended a sales seminar together.  There was plenty Tim liked about workshop but, naturally, there was also a lot he disagreed with.  So he invited the boys to join him for a post-mortem.

Tim says that a good salesman focuses on what the customer wants.  People in sales too often worry about what they want.  Dylan has been working sales for Stadia for 2 years while Andy has just started working for the company.  Tim says there are about 5 tiers of experience that a sales guy will move through during his career.  In the first 3 months of a sales career everyone is totally focused on making as much money as possible.  The problem is that creating new clients often means giving away free favours.  The problem is a new sales person has no favours to give away.  It’s all about who you know when it comes to favours.  It takes at least 2 or 3 years to get there.  Those first 3 months are a long haul.

Sales workshops always emphasize the importance of knowing everything about the product that you’re selling.  Tim thinks that’s a lot of horseshit.  You don’t need to know much about your product.  You do need to know a lot about people, the resources you have around you and how to make them fit together.  If you can put a sentence together and communicate an idea in 30 seconds or less, you’ll do just fine.  In the first level of a sales career you need to learn how to communicate, how to pick-up on social cues and begin to build your network.

As you go from level 1 to level 2 the most important thing you can do is try to gain knowledge.  That might sound easy but it’s harder than it sounds.  Most people are asking questions not to learn something but to defy authority.  Especially in a male dominated industry like construction there is a lot of bravado.  Try and shut-up and listen once and a while!  You’re going to have a meltdown around 9 months in when you realize you don’t know what you’re doing.  Read, listen to podcasts and watch YouTube videos constantly.  You have to be self-aware and be willing to recognize what you have to improve.

 

 

 

 

 

 

 

 

Episode 14 – The second coming of Big Chris


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It’s been a strange week in Nashville.  The PRSM conference is a lonely place for a Canadian boy like Tim Byrne.  Shunned by his American counterparts he’s been left to wander, listlessly through the dizzying array of display booths.  The PRSM crowd are a grim lot. Ashen-faced they stagger through the crowded hall with frozen smiles smashed across their dull faces. Tim starts to fear for his very soul.  Luckily, redemption is at hand. For there is one man that strides across this ocean of despair like the savior himself.

“Is that Fat Jesus?”  He asks.

Indeed it is.  Or rather it’s Christopher Blount.  President of Filtrex Services.  Chris is an old friend of Tim’s and agreed to appear on this edition of TBAL.  He earned his nickname because of his large stature and even larger beard. Being a generous soul he’s forgiven Tim for coining that hateful moniker.

Like any divine being Chris has been gifted with the power of prophecy.

“I can predict who what companies are going to make it and which ones won’t.” He says.

Everyone knows and likes Chris at PRSM but that sometimes doesn’t translate into sales.  

“Is it because your afraid to sell yourself?” Tim asks?

“Sometimes.” Chris answers.

At his first PRSM conference years ago Chris went all out.  He brought in Harley’s for prospective clients to ride. He hosted parties.  He shook every hand. And he didn’t get one piece of business. That was a big lesson for him.  He has since learned to let his technology speak for itself.

Unsurprisingly, Tim digresses from this important conversation about business.

“You’re one of the sweetest men I’ve ever met,” he says. “But you’re scary as shit from a distance.”

Chris is big and tough looking.  But it took a long time to try and portray himself in a more friendly way.  Stopping drinking was a big part of that. But so was not caring so much about what other people thought of him.

The conversation eventually drifts into politics.  Tennessee is deep Trump country and Chris is an avowed Republican.  He’s taken a lot of shit from his Democratic friends for voting for Trump but he now regrets it, admitting that he is a total embarrassment.  

The episode wraps up with a discussion about the horrors of Ron Jeremy the importance of choosing the right lane.

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http://www.byrneondemand.ca/

Episode 11 – Engineering Gravity with Gord Bendus


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Tim is especially excited for this week’s guest. To be fair, he would have been excited to have any guest this week. The stunning list of people who have refused to appear on this podcast continues to grow daily. Luckily, Tim really fluked out when, for no apparent reason, wildly successful engineering wunderkind Gord Bendus agreed to be interviewed. Gord is one of the founding partners of Gravity Engineering in Toronto. The firm has racked up an impressive list of projects in just a few short years. It’s success if even more impressive when you realize that Gord is just 33 years old. He has made very few mistakes in his decade long career but appearing on this podcast is definitely one of them.

For reasons that remain unclear, however, Tim chooses to start this episode with something totally unrelated to Gord. The podcast begins with a five minute long story that some have called “shocking”. Others have denounced it as “disgusting”. The details of this story are too vile to commit to print but suffice it to say it will almost certainly end in a mass exodus of listeners and, very possibly, a major lawsuit. The story – which we will only refer to as “The Smart Car Shit Story” – is easily one of the most horrifying yet undeniably hilarious stories Tim has told yet.

The episode manages to recover after that horrifying interlude when Tim finally gets around to starting the interview. He does so in his usual tactful manner.

“I hear that most engineers are alcoholics,” he says.

“Where did you hear that?” Gord asks.

“From a bunch of engineers I know,” Tim replies

The conversation moves into the horrors of trying to recover money from clients. The engineering business is just like any trade. Having clients ghost on you happens for them too – though not nearly as often that contractors have to deal with. Tim shares a business near death experience from early in his career. After doing $140 thousand of work for a client they immediately went into receivership. Tim’s company faced insolvency and he was facing total bankruptcy. He got the money though.

“I know a guy that can collect money from anyone,” he says.

The episode ends with yet another shocking story. Tim reveals one of the few times he fired a client. Tim couldn’t stand working with the guy running the job. It was a constant battle. The guy wouldn’t stop screaming at Tim. He worked up the courage to march into his office and declare that he would no longer work for him. After leaving the office Tim realized he has left his tool belt in the office. He had to work up the courage to go back to the guys office to get his tools the following Monday. When he went back in the receptionist had a surprise. The guy had died on Friday. Needless to say Tim decided not the fire the client after all.

Connect with Gord
https://ca.linkedin.com/in/gord-bendus-p-eng-a7590355
https://www.gravityenginc.com/

Sponsors
http://stadia.ca/
http://www.byrneondemand.ca/