Shed Geek Podcast

CRM Made Simple For Shed Dealers with Carolyn Miller

• Shed Geek Podcast • Season 5 • Episode 102

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Stop guessing your way through sales. We sit down with Carolyn Miller—builder’s daughter, top-performing dealer, sales trainer, and CRM implementer—to map a simple path from chaotic follow-up to a clean, scalable system that grows shed and post‑frame sales. Carolyn’s Ask, Listen, Solve framework anchors the conversation: ask smarter questions that surface real needs, listen for budget, timing, and site constraints, then solve with a clear next step that moves the deal forward. From there, we translate that human process into technology your team will actually use.

You’ll hear concrete examples of how a right-sized CRM becomes more than a contact list. We talk automations that text prospects within minutes of a configurator submission, task sequences that keep quotes alive, and post‑delivery check-ins that trigger five‑star Google reviews and referrals. Carolyn shares a client win where automation alone revived a lead the salesperson had written off, turning it into an $800 profit carport sale. We also open the hood on integrations—connecting IdeaRoom or Digital Shed Builder to capture high-intent leads, syncing orders to QuickBooks Online to eliminate double entry, and pushing projects to monday.com so production and delivery stay in lockstep with sales.

If your tech stack already feels crowded, this chat will help you make it act like one system. We cover when to use APIs, webhooks, and Zapier, and why a simple front end matters more than a flashy dashboard. Most importantly, we focus on adoption: weekly coaching, tight feedback loops, and small refinements so your team starts the day in the CRM and never loses the thread with a customer again. Ready to replace “winging it” with a repeatable process that frees your time and lifts your close rate? Hit play, then tell us your biggest follow-up bottleneck—we’ll tackle it in a future installment. If you find value here, subscribe, leave a review, and share this with a dealer who needs a cleaner system.

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Studio Sponsor: Shed Pro

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Cord Koch:

Welcome back to another episode of the Shed Geek Podcast. I'm your host Cord Koch. Coming to you today from a uh slightly rainy southern Illinois. I just want to remind everyone that the uh direct way to get a hold of Shed Geek is 618-309-3648 by phone. Of course, you can email us at infoshedgeek.com, or you can fill out the contact form on www.shedgeek.com. And don't forget, if you're a Facebook user, go check out our Shed Geek Facebook page and also join the Shed Sales Professionals page administered by Shed Geek. For any of you listening who know uh someone in the playing community who would possibly be interested in listening to the show, don't forget to share with them our call-in line 330-997-3055. With that, um I would like to introduce the first in our series of three Understanding CRM series, Miss Carolyn Miller, the founder, uh business consultant, sales trainer, CRM implementer, uh all over at CSM Synergy. Carolyn, am I getting all those titles right? That sounds like a big job.

Carolyn Miller:

I think you got it right there, Cord. Uh it does take a lot. It does take a lot sometimes to uh handle all of those things.

Cord Koch:

Yeah, absolutely. And in a uh, this is obviously a business that you have uh founded and started for yourself. Um I think some of our listeners would probably be familiar a little bit. Uh you actually come from a uh shed and portable building family, uh, if I'm if I'm correct about that. Um you know, usually a good place to start is it just kind of tell us, Carolyn, how you have uh grown up in and wound up in the shed and portable building industry.

Carolyn:

Absolutely, absolutely. So, my dad started building storage sheds when I was in a teenager. Um, so uh he'd always been a carpenter up to that point in time, and he wanted to get into the shed industry, and so we did. I, you know, yeah, as a teenager, I would help customers that came in, buy a building, and even worked in the shop one summer helping to build the buildings as well.

Cord Koch:

Very good.

Carolyn:

So that was kind of my intro uh into sheds.

Cord Koch:

Right.

Carolyn:

And then um 2003, uh no, 2006, my apologies. 2006, I um joined classic buildings. My brother was the running uh that company and uh I was there for 18 years helping build that company from I think we were at around 500,000 in sales when I started, and I think at our peak, around 15 million.

Cord Koch:

Oh wow. So wow, and what were what was your kind of what was your roles? Uh I mean, of course, over 18 years, like everything else, I'm sure that they changed a bit as they went, but what did you do there for the better part of two decades?

Carolyn:

Uh absolutely I like to say I've done pretty much everything in the shed industry. Uh I mean in the shed world that can be done except deliver a shed and run a mule. I have not done that yet. And I think that, yeah. We can make that I actually don't think I'm going to. I don't think I'm quite there that I want to do that. I don't know. Um, so how did I start? I started out in the office, um, and just sit uh, you know, doing paperwork, uh helping with the dealers and um scheduling deliveries, all of this stuff. You know, we were a very small company then at that point starting out. And then 2008 I shifted and I was um had my own dealership.

Cord Koch:

Oh wow.

Carolyn:

So took on that role, um, selling specifically for um class of buildings.

Cord Koch:

And where was where was that located, Carolyn?

Carolyn:

Uh Arnold, Missouri, south part of St. Louis.

Cord Koch:

Yeah, yeah. Very good uh town. In fact, um I've been to Arnold a lot. My daughter played volleyball tournaments up there.

Carolyn:

Oh, really? Yes, okay, cool.

Cord Koch:

I really like Arnold. Uh that's a nice, you know, it's a it's a little removed from the city, right? It doesn't feel like you're in the city, but it's uh seems like a good community. Was it uh was it a good market for shed sales?

Carolyn:

Yeah, it was. It was the number one um that year um that I started there. It was the I was the number one dealer for the entire company. Um, and I think just uh speaking of that, uh the area that it's in in the southern part, in this kind of the suburb area of St. Louis, you're out in a little bit of farming country, you know, go a little bit further south. You've got you know, lake areas where people like to go hang out at. Um, so it was a really good uh place for selling storage buildings and cardboards. I had carports as well.

Cord Koch:

Very good, very good. So, you uh became a dealer and immediately found success, it sounds like straight to number one. Um I know that that when you and I have talked before, um, you know, you've really been um passionate about you know the shed sales process and really honing in on um making that work for um other dealers, of course, in your role, you know, at CSN there as a as a sales trainer, business consultant. Maybe um maybe just talk us through, I mean, those years, obviously you found success. I have a feeling it's be because you found a good process. Am I right about that?

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Carolyn Miller:

Well, I think the cousin.

Carolyn:

ALS standing, ask, standing for ask, listen, and solve. Um, that is something that was developed over those 18 years of me being in sales. And I think um it really was it came from being boots on the ground, working customers, what works, what doesn't work, right? And how can I um just you know grow the sales.

Cord Koch:

Right.

Carolyn:

Um, so it really it started there, um, figuring out what it takes first to um engage with the customers, asking the right questions, and then how to lead them into where I wanted them to go, uh, where I needed them to go to ultimately purchase.

Cord Koch:

Right.

Carolyn:

And um, you know, just trying certain trying different things that worked, um, figuring it out as I went. Yeah, absolutely.

Cord Koch:

Well, you know, we're right here um just uh several weeks now, I suppose, but not long after the Shed Sales Summit. Um do you mind kind of sharing, I guess, both your feedback um, you know, on that event itself, but then maybe also um where you feel like uh in those kind of specific uh whether it's the ALS framework or just your kind of best tips, you know. I think we have um, you know, a lot of listeners who have been listeners for years, but I think each week, each month we continue to pick up the new viewership that are just kind of coming into the industry, maybe a new dealer, whatever that might be, maybe speak directly to them and then uh maybe even uh your thoughts on Shed Sale Summit as well.

Carolyn:

Yeah, absolutely. So, yeah, speaking of you know, new people coming in and uh listening for the first time, um, I think one of the things kind of going back to what I discovered in my process of having my own dealership and then later, and then actually going on later, like a year and a half later, and selling it to a salesperson that I'd hired. I think one of the main key things that I learned there was the need to have a process. And when you actually have a process for yourself, and when you're selling, you know, speaking to those listeners that are selling, and you have a process that you can use always the same steps, step by step with every customer that comes in, it makes your job easier, number one, but secondly, it also uh gives you something that works so that you're not just winging it. Because when we're just winging it in sales, then our sales numbers are also gonna look just like that. It looks like we just winging it, right? And so, I would say that for anybody in sales, and then those that are listening, that um maybe you're a builder, you have your own business, and you've got dealers, and you're obviously always looking for how can we grow sales? I mean, you might have you might also have the issue of uh let's make sure that our shop can build everything that comes in. And if that's you, awesome, good job that you're there. But as we know, in every business, sales is what drives the business. If you don't have the sales, you don't have a business, and so um, I think one of the things that I've seen in my year, 18 years of you know, being in the shed industry is um how many dealers that are don't get the training that they need, and really no fault to the builder, the per person having the their own business. I mean you started your own business because you wanted to build sheds, right? Not because you wanted to train dealers and train people how to sell. Um, that has been my discovery, uh, you know, in many of my conversations, you know, I never I started building sheds because I wanted to build sheds. You mean I need to figure out how to like train uh people how to sell, um, you know, they should just know how to do that, and I find so if you are in those shoes of I really want to grow, but how do I do that? I do think that having uh regular dealer meetings and training and giving them uh information, not just information about the buildings, which is super important, they need to be informed on that. But what is the best process to go through to get as many buildings sold as possible?

Cord Koch:

Right, right. So maybe kind of take us through what your process is, uh, whenever you kind of whenever you approach uh a dealer or maybe it is a builder, right? Who is wanting to improve sales across their network. What is your process? What does that sort of onboarding look like? Because like you're saying, I think there are lots and lots of those situations uh in the industry. Um, but I think a lot of times, you know, people are a little hesitant um, you know, to jump into something when they're not sure what the commitment is or what that process looks like. So maybe just kind of talk us through um, you know, how you how you think about that part of it.

Carolyn:

No, absolutely. Think, yeah, that's a great question there. Um, I think one of the things that probably sets me apart a little bit um is this kind of comes back to my sales training as well. It's very important for me to understand what where you're at with your business. You know, having been in the shed industry for 18 years, um, there's a lot that I've experienced and a lot that I understand. And so what does it look like to work with me? Um, if you go to my website, csmynergy.com, up in the top right corner, it's there's um a link for you to click to do a brainstorming session. And in that brainstorming session, we talk about what those gaps are in your business. You know, because we talked early on when you introduced me, we talked about me being a sales trainer, a business consultant, slash um CRM implementer. What is it that your business needs? And so, and then we can focus on that.

Cord Koch:

Right, right.

Carolyn:

Very good, very customer approach, yeah, very customized because what works for one person doesn't always isn't always what the other person needs. And so that's very important to me is that we focus on a personal level on what it is that is needed.

Cord Koch:

Yeah, the circumstances are so important, right? I mean, you know, what is the goal? Um, what is the situation, where is the lot, how close is it to the next, right? Like all, I mean, all of these very particular details uh actually inform you know exactly how you will uh approach that. So, you know, I've spent um well, you know, my career uh bouncing back and forth a little bit and doing both sometimes, as you'll appreciate, uh, between uh sales and marketing. Um, you know, so I certainly um agree that that approach has to be very tailored because whether you're thinking about bringing the leads in themselves or whether you're thinking about um selling those leads, you know, you really do you really do have to consider where that person is, what their goals are, where they're going, um, how much time do they have to dedicate to it? How many things need to be automated? Um, and maybe that kind of brings us, it feels to me like, um, and you correct me if I'm wrong, but it feels to me like your passion for sales and sales process and helping to make other people successful has sort of naturally led you into this CRM space because that is the next step in a lot of people's um, you know, in a lot of people's implementation, in a lot of people's scalability, uh, efficiency in their sales process. So maybe just um, you know, you tell me, is that it seems like your passion is sales, and then as an offshoot of that, you've wound up creating some systems.

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Carolyn Miller:

Well, yeah, you know, and I kind of probably go back and forth between is it systems or is it sales? Which am I more passionate about?

Carolyn:

Because I can talk very passionately about either one of them.

Cord Koch:

Right.

Carolyn:

But that kind of leads me also to um say that I think kind of going back to that builder that has, you know, is building a business and is like, uh, you know, I just wanted to build sheds, I wasn't really planning on how do I grow this and maintain all of that. So, what I want to say to you as a builder, first off, before we dive into the CRM side of things, is if you find yourself in the position where you have a business and you are where do we go from here? And this is not how I expected what I was looking for when I started out, I want to say this. One of the things that I found that is probably the most important is that when you have a good process and you have systems in place, people can run your company for you. But if you don't have a good process and good systems in place, you will find yourself wearing every hat every day. And so that kind of brings us into we talked a little bit about the sales process and really having that. That being said, let's dive into systems, CRM system, as we're talking about. Such a key thing in um that process in actually and in having that system. And uh what does a CRM do for you? A CRM is gonna help you stay in front of your customers at the right time and make sure that you stay in front of your customers. One of my most current uh most recent um clients that I set up C set up a CRM for. Um just after about two weeks of using it. I get a text from him one evening and he's like, Oh my gosh, I just made an eight, just sold a carport. I made an $800 profit on a sale that I would not have gotten if I wouldn't have had the CRM. Why is that? Why would he not have gotten it if he didn't have the CRM? Because when the customer walked in, he didn't think that they were very serious. And so he would have never reached back out to them, he said to me, would have never done anything, but he has a CRM, so we put that customer into the CRM and we have automation set up to automatically communicate with that customer to do the follow-up for him. So, you know, we've all been in that situation. I don't think that customer's gonna buy. We just kind of uh, you know, why would I call him back? I didn't think he was serious. But that is one thing that a CRM can do for you is do that automated follow-up to stay in touch with a customer, and all of a sudden the customer reaches back and says, Hey, I'd like to buy an $8,000, $10,000. I don't know what his commission rate was there, but and that would have never happened now. Also think about it, you probably paid for the CRM for a couple of months, you know, easily by having just that one sale alone, and so if you have multiple sales like that, the investment is 100% worth it.

Cord Koch:

Yeah, oh yeah, certainly, certainly. And it so, you know, I mean, we're talking about several different kinds of elements there. Um, you know, organizational, obviously. Uh, you know, CRMs are keeping everything organized. They are letting you know when your last contact was, what it was, whether that be um automated or if you're doing a good job of entering information, then that can even be keeping up with when that person was uh on the lot when you dialed the phone to them, all of those things. Um but then it also, you know, the sort of function as you continue to scale them um can then become uh volume, right? Then you can handle a higher volume um than your salesperson or salespeople uh could ever have uh on their own, having to physically type out messages, physically make those phone calls. So maybe just uh what I kind of like to talk about and think about with CRM people is just what are your sort of favorite functionalities, right? I mean, there's a bunch of different ways. You can have like in internal uh reminders. Um you of course you can have uh all the outbound messages. Some people even use those outbound messages to uh continue to qualify. So maybe those messages are trying to get people responsive in a way that qualifies them. Maybe that question is uh something like would you be looking for payment options or would you be um uh wanting to be a cash buyer, right? Like questions along those lines. So maybe just kind of take the floor here for a minute and tell me about your favorite uh functions that you have been able to utilize yourself and put into place for your customers.

Carolyn:

Great question. Well, it's gotta be automation, hands down.

Cord Koch:

Yeah.

Carolyn:

A CRM is only a fancy Rolodex if it's not set up correctly. And uh who's gonna enter contact information in consistently in a fancy rolladex that you're paying for. So, automation, hands down. I like to think of myself as the automation queen. I when I started doing automations back in 2008, I was like, oh my gosh, this is the coolest thing ever. I'd like to dump some of my life problems in here and just click the automation button and it's gonna fix it.

Cord Koch:

Right. Right.

Carolyn:

You know, didn't work quite like that. But anyway, I just I felt like my world opened up when I uh discovered the key to automations, and that is one of the things that I really focus on. It was a CRM. When you when I work with you um within the CRM and getting it set up, it really is um my focus is to get it set up to uh function for you in your business automatically, and that could be like you mentioned, automated text messages, automated emails. It could be just setting up tasks for the next step. It depends on the individual and how are you running your business, or how would you like to run your business? You might find yourself in a position where you're just wanting to get I know automation is really good, but I don't know how to do that. Or so what I do is I help you walk through the process of understanding what's in your head or how you would like to actually have it function and then put that into place because um and I think you mentioned you asked me what is my kind of favorite thing. Um I mean, I I would say just for myself, it is um seeing that CRM system run for the client in a seamless way within their business. The back end can be full and have a lot of things going, but the front end of what you see and use is smooth, straightforward. Everybody knows exactly how to use it. When I do this, this happens. Um, I think that's important to me. And I think too um integrations. So, I talked about automations, but integrations is the other thing that I'm huge on. Um no one system, this is my belief, no one system out there does everything really well. But there's many ways that we can integrate, and I have a plugin that integrates with other softwares to where when you do something in one software, it automatically sends the information into the CRM and it follows it, so it's back and forth. So, we could say automation is my thing that I really like, but I think integration as well, making sure that what happens in one is reflected in the other, and vice versa, back and forth. With that, you can have a one system, two different programs acting as one system, and that's very important to understand when we talk about systems. We're talking about not a program, not a software program. We're talking about a system that takes the customer from either a phone call in or coming to your website all the way through to when the Customer when the salesperson sells the building, obviously now it comes back to the builder to build that to deliver it. Now back in the CRM, we want to check and see how that delivery went to make sure it's really good. And then kind of touching in on marketing a little bit. I don't consider myself a marketer, but it's gotta talk to it. It's gotta talk to it. It's got to. And those Google reviews are so important. So after the customer has their building, you want to send them um uh an invite to leave us a five-star uh review on Google. Huge. It's a that alone can really help grow your business. Yeah, and so if you have everything synchronized across the board, and that that's what's why I say streamline construction system that's right from point A to point B. That is what I'm passionate about.

Cord Koch:

You've got to be, right? I mean, you know, this is the business you're in, and uh you know it shows.

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Cord Koch:

Putting that in a post-sale success automation is a lot of times what it those things get called in the sort of marketing world. Hopefully get referrals. You tell me about it. I feel like I'm not sure.

Carolyn:

I love that you touched on that, Core, because in my experience in you know managing multiple sales locations, multiple sales people, and using systems and using processes when um people don't understand how something works, they're not gonna use it. So you can set up an amazing program, amazing system, I should say, that works well. But if people don't understand it, they're not gonna use it, and then it doesn't do any good. So yeah, you're absolutely right. When I set up a um a system for um a company or a dealer, I do both, um we work together for at least three months, and we start um obviously determining how it's going to be set up, and then I do all the setup, and then you ask me to talk about the training. We spend once we get on a call um once a week, and I want to make sure that you understand exactly how it works. So after things are set up, let's start using it now. Okay, how's it working? What are you missing? How are you using it? Let me understand how that is working for you, and then we'll look at oh, I see now what's in your head, how you're using it. Maybe we need to tweak how some of the automation is working so that it works for you. Or it could be just explaining how it's set up um so that they understand and so that they're you know able to use it. But uh you touched on it, like I just people if they don't understand it, they're not gonna use it. Like hands down, like there's no point in it. Like, why would why would we do why would we if we don't understand it?

Cord Koch:

Right. And it sounds like you continue to find really custom solutions, like you're saying, if you if you dig into it and the end user, the customer, the dealer, uh, you know, whoever that person might be, is having trouble um or is using it in a way, right, um, that maybe was not exactly how you had envisioned it, but that's how they've sort of that's how they've been able to feel their way through it. It sounds like from what I'm hearing, you're willing to even say, okay, well, let's actually stick with that, right? Let's, you know, if that can work, then let's tweak the way the rest of the system is pushing data around or whatever it might be, um, so that you feel comfortable getting into the rhythm where you actually use it. Because just like you're saying, like these things can be so powerful and so useful, but if you're not in there, if you're not in it daily, if that's not where you are starting your day, you know, like all of us think about those first 15 minutes when we get to work and we're just getting ourselves uh, you know, into the day. If that's not starting in that CRM, then there's probably you know a problem, right? Like that's where your day needs to start.

Carolyn:

One 100%. Somebody asked me, uh, how often, like, how many hours do you think it'll take me to use the CRM? And I'm like, um, your CRM should be open and you should be in it the whole entire day. Like it's not like, oh, let me get my CRM. It is your book of business. Yeah, 100%. It's your book of business. And uh I like what you shared or talked about earlier, touched in about you know, me changing, you know, you know, depending on what they are doing or how they're using it.

Cord Koch:

Right.

Carolyn:

I say this on the brainstorming session or when we're doing the training. I like to think of I want to get inside your head and understand how you're thinking and how you're processing things so that it can be set up to work for your business, not just here, use this.

Cord Koch:

Right.

Carolyn:

It'll do wonderful things for you. You don't have to understand it.

Cord Koch:

Well, hey, look, I've I mean, I've seen that, you know, um in my experience, like all these systems, and you kind of even touched on, and maybe this is um something just to go back and maybe dig in a little bit. Um, but you had touched on uh the difference between automations and integrations, right? And I think I totally agree with you the fact that you know any of the softwares, any of the programs that claim to do everything well, like it's just it doesn't work, right? I mean, I would much prefer to have the absolute best, and I and this is where I kind of want you to elaborate the absolute best point of sale, right? Uh I want it to be so smooth for the customer that they have zero friction in the actual, you know, uh uh uh transaction process, right? Um I think maybe giving some examples of some of those integrations that you've done or that you're capable of doing would probably give some of the listeners, especially the ones who are maybe not as techy, um, an idea of just how what types of systems can be um brought together, because at this point it's truly incredible what these API uh connections and webhooks and even Zapier and tools like that, how much uh information you really can just push here and push there.

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Carolyn:

Right, absolutely. No, I'm glad you asked that. So, I think um you mentioned a lot of them, you know, and what it can do. Um, I think one of the and all of those things are awesome um to be able to utilize those and connect the data across. One of the things, like I mentioned earlier, that I am I have a plug-in that um is mine that I use to do these integrations to make it more seamless. Because yes, we can go into Zapier and use a web hook to go from here to here, or some of the CRMs have that availability to do use the web hooks. But um I'm building this plugin out, starting out with some of the key um some of the key um programs that I'm most familiar with at the time, and I want to continue to build it out um for others as I get more clients in on uh that are using different platforms. And some of those platforms are um obviously Shed Suite, Idea Room, um and um this comes goes a little bit more. I also work in the post-frame world, so I'm also integrating with Smart Build as well. Um I forgot to show you.

Cord Koch:

I've actually got my construction role for me.

Carolyn Miller:

I noticed that earlier, yeah.

Cord Koch:

This is I've been trying to wear one of Shannon's hats. This is actually the newest edition. We were just up, so we're uh you know, uh in that post-frame steel world as well. So yeah, absolutely.

Carolyn:

Yes, I am, and that's kind of that's where I started with the plug-in. Um, I started there in the with Smart Build, is was my was the first one, but now I'm adding on others um as well to seamlessly work, and so it doesn't matter which software that you're using, we can integrate it, and it's much more user-friendly than um than having you know going into Zapier, and then it's like, oh, I gotta do this and then this and this. So Zapier is uh amazing platform as well as make as well. I don't have I've used make some, but um you gotta you don't have to be a programmer to use it, but you really have to understand how. What my goal is with this plugin is um it's very specifically for the construction world, but to make that integration very smooth and painless and user-friendly for anybody to just set up for themselves. Now that being said, um that doesn't mean somebody has to, because I help set that all up as well.

Cord Koch:

Right. Yeah, and like you're saying, the ease of use, right? I mean the way that you approach it. Um sounds like everything you everything you do, right? You're really trying to consider the fact that uh the end user has to be able to comprehend, navigate, um, um, and even discover, hopefully, right? I mean, in the best case scenario, you get people so excited about um you know these automations or um the organization itself or whatever it might be, that they are then actually going in and discovering a function that they would like to utilize, you know. But to get people excited, they have to be in it, understanding it, seeing the value in it. And it sounds to me like that's what you really prioritize above all else, uh, is let's make this thing simple, let's make it straightforward. Um, you know, so I mean that seems like a an ethos that you really that you really exude uh in all these things.

Carolyn:

So one of the things that we did not touch on, but every company needs an accounting software. So also I also integrate with QuickBooks to when the order is complete or is sold, the building is sold. We can create that invoice in your if you have QuickBooks online, or there's other softwares, other accounting softwares that um I use as well. But QuickBooks I think is what most people use.

Cord Koch:

Almost universal at this point, yeah.

Carolyn:

Yeah, exactly. And then Jabber is another one that I think some people use. Um, and when you get into project management, I also um integrate with Monday.com um as well. So, there's anyway, I might be kind of going up and above for some people are like, what are you talking about on these, you know? Don't worry, that's where I come in to help figure out what it is that you need.

Cord Koch:

Yeah, no, I think that's good because you know, we do have um listeners at all levels, right? We have listeners who have who have um never had a CRM, right? I mean, it's been uh maybe their even their dealer network, uh, if we're thinking about a builder, maybe their dealer network has done that completely independently and off of a notepad, right? And you know, that's just how it's worked. And then of course some of our listeners have uh had a CRM for a decade and have switched twice, right? And are still unhappy. Right and so, you know, there's people are coming at this, and I mean, obviously, there are people out there who are who are very happy and are satisfied with the way CRMs is working as well. But you know, obviously we want to try and speak to those people um, you know, who need solutions, who are investigating, um, and who are just unsure about what approach or what company or what individual um you know they would want to trust to do those things because as you said, it really is your book of business. Um, you know, so if you're trusting someone to take that book of business and automate it and put it into an organizational tool, um, you know, you really need to feel good about how they are uh approaching that process and everything else. So, um Carolyn.

Carolyn:

I'm glad you mentioned that. I think one of the things I want to touch on that is yes, it is a CRM. And like you said early on, people are starting to realize that we really need a CRM for our business. Um, I think that is true, but what I like to um reiterate is more than just a CRM, there are so many other systems as well, and how do they speak to each other? And so I do think, like you said, you have many different listeners at listeners at different levels, so you might find yourself in a position where you're like, I've got all these systems, I've got this one and this one and this one and this one, and they're not speaking to each other. Come talk to me. I'd love to have a conversation.

Cord Koch:

Yeah, yeah, right. Yeah, even if you even if you have the systems that are already in place, like you're saying, maybe they're just not synchronized, right? They're not uh matched up.

Carolyn:

Um and I also think I want to come back and kind of tie in, if I may.

Cord Koch:

Yeah, of course.

Carolyn:

Um the need for a process. When you have a system, the need for a sales process. Because I also want to understand what is the sales process, because I don't know what you say to your customers when they first come on the lot or when they call in. You know, so some of those things are also key and important as well. Um so I think you know, honing in on that sales process can be a really key thing. When you start working with me, you're gonna get more than just a CRM setup, you know. Hey, what is your sales process like? What about doing this? Um, and I also run I also run a weekly um group call for shed sales people, people that are in shed sales, who meet once a week, talk about what's working, what's not working, and then you know, mention the ALS framework. I I'm doing another boot camp. I just did one last week, and I'm doing another one in um January.

Cord Koch:

Yeah, very good. Actually, Shannon and I had had talked about, of course, he wound up um he was actually doing uh the man up um adventure camp, like a uh uh biblical uh you know, men's retreat basically over the weekend. But um, I know that um we talked about uh getting up there to actually see the one that I know, I know. Hopefully, hopefully January we can make that work because um it really sounds like you know almost your CRM customers are at least getting some benefit of just the fact that you are a sales trainer and a uh you know uh uh business consultant. Some of that is just going into the natural course of building that CRM out of saying, well, hey, you know, how do you approach this situation? Right, and maybe there's room for improvement right there, you know. Sounds like there's no multi-fast.

Carolyn:

We do go into that for sure, for sure. Can't help myself sometimes, you know. You know, being in it for 18 years, running multiple sales lots and training brand new salespeople and you know, all of that, you know, it's just it's kind of a natural thing for me. Yep.

Cord Koch:

Well, maybe that's a good a good spot here, Carolyn, to just kind of ask. I mean, you know, being reflective on your time in the industry and up to this point, you know, where do you see um CSM going in the next year or two years, right? Like where do you want to be? Um, you know, is it is it uh breakout sessions, you know, at the at the events? Is it uh continuing to grow into uh the sales training? And it sounds like you have a peer group, right, going on that. Um obviously we know that that part of that is CRM, but you know, maybe um, you know, we know where your 18 years have got you to, so tell us where tell us where CSM Synergy is going, Carolyn. How about that?

Carolyn:

Oh, that's a good question. I think uh I'm gonna say this. Number one is um my goal and mission with CSM Synergy is to know that we're making a difference in the individual uh person and in the individual companies. Um so that hands down key number one most important thing for me. If I'm not making a difference within the companies that I work with, then what are we doing? I mean, that literally is what drives my me in my life from made that decision at 17 years old, is I need to know that I'm making a difference. And um, that is what drives me even today. And so, you know, really my focus 100% is in the construction industry. That's what I've done for a long time. It's what I know, it's what I'm passionate about. Um, and just helping um those individuals. I find, you know, in the construction world, sheds and post-frame. It's like we're builders out building. Um, what is all the rest of this jargon about? Um I put on a nail pouch and a hammer and you know, a saw, and you know, that's what I'm doing every day. Um, I want to simplify it, make it easier for people to understand that it's not as scary as it feels, um, and just help them grow their businesses, really ultimately help people grow their businesses and you know, in the sales training and um in the in the CRM and integrations, really it's systems and processes and people. Those three are the components that run every business, and some of that also can be, you know, mindset, how we view the world, it's a big part of it as well. So self-development and growth is another, you know, that's the that's the people portion, right? Then you have the processes, and then you have the systems, and those three components is the focus of CSM Synergy.

Cord Koch:

Yeah. Well, I think that is a beautiful way to wrap it up. Uh, Carolyn, thank you so much. Um, I'm so excited um to see uh you know the growth of CSM. Excited, uh hopefully we can make the schedule work for January because I'd love to just come in and see one of your boot camps. I think that would be uh incredible. Um, you know, and just really um excited to see the next the next couple years because I can tell that your years of experience um have really shaped um you know the way that you approach this. And like you said, at the end of the day, it is it's about the people, it's about the making, helping to make people uh successful, sharing your experience. And I just think that it's so awesome. Um as a reminder, absolutely okay.

Carolyn:

Absolutely no, I appreciate that. And I was just gonna say, love to talk with any of you listening, go on my website, csmynergy.com, and click on the brainstorming session. Book a call. I'd love to hear about your business.

Cord Koch:

Yes, absolutely, absolutely. As a reminder uh to the listeners, uh, this will be the first of uh three in a series of uh understanding CRMs because we do know that this is needed and we want to uh continue to put that out. Uh of course, uh just as Carolyn said there with her website, uh, you can always get in touch with us and we will put you in touch with Carolyn 618-309-3648 is our phone number. Info @ShedGeek is the uh email. And um uh and then you can always go on to www.shedge.com and fill out a contact form, and we can also help to put you uh in contact with Carolyn. So, Carolyn, thank you so much for your time. I have thoroughly enjoyed this. Uh um, not just obviously I appreciate it. Appreciate the opportunity. Yeah, business side is great, but it's been great to get to know you as well. Um, so very much look forward to uh seeing you in person and shaking your hand.

Carolyn Miller:

Awesome, awesome, fantastic.

Cord Koch:

Thank you very much.

Carolyn Miller:

Me too, me too.

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