How One Warrior Turned His Work Culture Around and Nearly Doubled His Revenue
by Mike J. Agugliaro
PLUS – Three Things You Can Learn From Him
You want A-players in your business. But to get them, you need an awesome culture.
Here’s how CEO Warrior helped one Warrior build a powerful work culture
that helped him skyrocket his revenue.
You don’t need a plumbing business coach to tell you that your workplace culture is essential.
Every business owner knows that you’ve got to keep your people happy to run an awesome business.
Your problem is that you don’t know how to improve a plumbing business. You’re struggling to get the culture down, which means your business is suffering.
CEO Warrior can help you turn it all around.
And to prove it, I want to tell you about how CEO Warrior helped one of our Warriors build a revenue-driving culture.
Glenn Dickey Goes From Worrier to Warrior
Glenn Dickey runs a business called Marshall Services. They offered several services related to plumbing, HVAC, and heating oil delivery.
Glenn came to CEO Warrior in 2015 having just completed the purchase of the business. He needed a plumbing business coach to help him stabilize the ship because Marshall Services had a whole lot of problems.
Glenn points to three challenges that define his early months with his new business.
He struggled with the concept of plumbing business marketing from the start. I know that a lot of people in the service industry have the same problem.
You’re an expert in what you do, but you don’t know how to get more clients.
Glenn worried that he wouldn’t be able to generate the calls that lead to more business.
He also had an issue with processes.
Namely – he didn’t have any.
Or at least he didn’t have any processes that were going to help him to scale his business. If he stuck with what he had, the business would just spin its wheels.
Finally, there was the culture issue. Glenn hit a brick wall when it came to understanding his own people.
He didn’t really know what they wanted or how he could help them get better.
That meant he wasn’t getting the best out of them.
He needed a plumbing business coach to show him the way.
The CEO Warrior Solution
We focused on his culture. That was the root of all of Glenn’s problems and he needed to get a grip on it before he could do anything else.
The plumbing business coach team at CEO Warrior showed Glenn that he needed to evolve his mindset to get past those cultural issues.
It wasn’t easy. Glenn faced a ton of resistance when he started implementing his new ideas.
That’s common too. A lot of your people can end up pretty stuck in their ways. They don’t want change and they’re going to hate you if you try and do things differently.
The process showed him that some of his people just didn’t fit into how he wanted to do things. Others just weren’t in the right place.
The big mindset shift came when Glenn realized he needed to hire for culture instead of need.
Glenn’s results took a little time to come. That internal resistance slowed him down.
But in the end, he transformed his culture and turned Marshall Services into a business that people want to be a part of. Glenn loves going to work now because he knows he’s got all his people pulling in one direction.
But what does that mean for the bottom line?
After working with his plumbing business coach, Glenn drove annual revenue up from $1.89 million to $3.3 million.
He’s also got more trucks and more people. Plus, he’s added a bunch of new services to the business.
And his relationships with his people are stronger than ever. His personal growth means he’s attracting the A-players who want to work with a Warrior!
Glenn’s Personal Takeaways
Glenn didn’t just learn how to improve a plumbing business with CEO Warrior.
He actually got a ton of benefits that stretch beyond his day-to-day work.
Glenn tells us that working with CEO Warrior means he has a better relationship with his family. He’s not sinking every waking hour into trying to make his business work.
He’s got the process and he’s got the culture. That means he’s spending more time at home with his wife.
He also knows that there’s always someone on the other end of the phone when he needs some help. Glenn’s business will evolve, so having someone there to help him steer the ship is awesome.
Finally, he points to the Warrior community. Glenn knows there are plenty of people fighting the fight just like him. He gets and gives support in a community full of like-minded people. Plus, the community provides him with a ton of plumbing business marketing materials.
What Can You Learn
Glenn’s story shows us just how much a plumbing business coach can help your business. Since becoming a Warrior, he’s built a powerful culture that’s bringing the A-players to him.
And he’s spending less time working in the business and more time working on it.
So, what can you learn from his story? Here are three Warrior lessons.
Tip #1 – Use Content Marketing to Your Advantage
I touched on the plumbing business marketing materials that Glenn has access to now that he’s a Warrior. That includes all of the “Done For You” marketing materials in our the Warrior Den (CEO Warrior’s proprietary knowledge base and resource library for our clients).
These are all pieces of content that Glenn can use to tell people about his business.
Why’s that important?
It’s because content marketing is such a powerful tool. But so few businesses in the services space actually use it.
Here’s a cool stat for you.
Content marketing generates 3 times as many leads as outbound marketing. And it does it while saving you over 60% of the cost.
Your content tells people why you’re awesome. That makes them want to talk to you, which means you’re pulling in more leads.
Plus, you’re using a marketing tactic that loads of your competitors haven’t latched onto yet.
It’s one of the best plumbing and HVAC marketing strategies going.
Tip #2 – Build a Community Around You
Here’s an uncomfortable truth.
You can’t do it on your own. If you could then you wouldn’t even be here. You’d be living the high life sipping martinis on a beach somewhere while your business runs itself.
You need help and that’s okay.
Glenn recognized that, which is why he hired a plumbing business coach in the first place. He lucked out with CEO Warrior because he didn’t just get a coach.
He got a community!
That community gives him a boost when he’s struggling and provides him with people to bounce ideas off of. Glenn’s constantly learning, which can only be a good thing for this business.
You need the same. Whether you become a Warrior or not, you need to have people around you who can help show you the way.
Tip #3 – Hire for Company Over Personal Fit
Glenn’s hiring practices weren’t doing him any favors.
He found that out when he tried to make changes and a few of his people stood in his way.
That taught him one key lesson. You have to hire for company fit over personal fit. Hiring the wrong person will cost you. In fact, it’s better to have no-one at all than to hire someone who doesn’t fit your vision for your company.
How do you do that?
It’s down to your recruiting marketing. You’ve got to sell your company as a place that people want to be. That’s how you get the A-players into the interview room. It’s plumbing business marketing with a whole new twist.
After that, it’s all on you to figure out if the person’s right.
Look past the skillset and into the personality.
You can always train good people. But an a**hole’s going to spread their stink all over the company and damage your culture in the process.
A crappy culture’s going to hurt your business. That’s what Glenn learned and it’s why he hired CEO Warrior as his plumbing business coach (and more).
You have to get your marketing right to make sure you’re pulling in enough leads to give your people stuff to do.
You’ve also got to take a look at your recruiting marketing. Sometimes, people just don’t fit. It’s your job to weed out the good from the bad.
Then there’s the most important thing.
Admit that you need some help. That’s what Glenn did and he’s now got a whole community of Warriors who have his back.
You can get the same with CEO Warrior.