What If Your Follow-Up System Matters More Than Your Leads

Facebook Marketplace can feel like an endless stream of “Is this still available?” messages and half-interested shoppers. I sit down with shed dealer and Digital Shed founder Caleb Becker to show a different path: a simple, teachable sales system that qualifies fast, builds trust, and moves serious buyers into an email and text funnel you can actually control. If you’re tired of chasing leads across Messenger threads, yellow notepads, and spreadsheets, this will click. 

We dig into the real mechanics of conversion: asking one clear question at a time, adding just enough friction to filter tire kickers, and delaying price-only replies until you understand intended use. Caleb explains how he gets Marketplace shoppers off Facebook, into a CRM workflow, and then into a “preliminary pricing” step that feels personal but stays repeatable. The centerpiece is his quote request confirmation email, a short, businesslike message that summarizes what the customer asked for, attaches simple visuals, and ends with a clear question that drives replies. 

We also talk about a brochure-based lead capture strategy, value-first nurture emails, and a five-minute scripted call that sets everything else up for deposits through email and text. To make it practical, we end with a quick cold-call role play that shows how cadence and clarity move a buyer from vague curiosity to a specific shed solution. Subscribe for more shed sales training, share this with a dealer who lives in Marketplace chaos, and leave a review with your best qualifier question for weeding out weak leads.

For more information or to know more about the Shed Geek Podcast visit us at our website.

Would you like to receive our weekly newsletter?  Sign up on our website: shedgeek.com

Follow us on Twitter, Instagram, Facebook, or YouTube at the handle @shedgeekpodcast.

To be a guest on the Shed Geek Podcast visit our website and fill out the "Contact Us" form.

To suggest show topics or ask questions you want answered email us at info@shedgeek.com.

This episodes Sponsors:
Studio Sponsor: Shed Pro

CAL
PlayMor Playsets
Cardinal Leasing
Velocity 360

Transcript

INTRO 0:00

Hello and welcome back to the Shed Geek Podcast. Here's a message from our studio sponsor. Let's be real. Running a shed business today isn't just about building great sheds. The industry is changing fast. We're all feeling the squeeze, competing for fewer buyers, while expectations keep climbing. And yet I hear from many of you that you are still juggling spreadsheets, clunky software, or disconnected systems. You're spending more time managing chaos than actually growing your business. That's why I want to talk to you about our studio sponsor, ShedPro. If you're not already using them, I really think you should check them out. ShedPro combines your 3D configurator, point of sale, RTO contracts, inventory, deliveries, and dealer tools all in one platform. They even integrate cleanly into our Shed Geek marketing solutions. From website leads, to final delivery, you can quote, contract, collect payment, and schedule delivery in one clean workflow. No more double entries, no more back and forth chaos. Quoting is faster, orders are cleaner. And instead of chasing down paperwork, you're actually running your business. And if you mention Shed Geek, you'll get 25% off all setup fees. Check it out at shedpro.co/ShedGeek. Thank you, ShedPro, for being our studio sponsor and honestly for building something that helps the industry.

Cord 1:33

Welcome back to another episode of the Shed Geek Podcast here from Metropolis, Illinois, on an absolutely beautiful, sunny, temperate day. Spring is just so nice, so nice to be here, both for the weather and for the shed sales that we know are going to start rolling in. Before we get going here, just a couple ways to stay plugged in with us. Of course, the Shed Geek call-in line, aka Shannon cell phone number. Feel free to use and abuse that. That is 618-309-3648. The email here at Shed Geek, Shed Geek Info@ shedgeek.com. Of course, we have contact forms on the website. And for anyone out there listening, we are really trying to make a point to continue to say the plain community call-in line. Make sure that if you have a neighbor, if you're hearing this, uh if you're a hauler and you deliver to uh any plain community customers, just pass it off to them. It is 330-997-3055. Again, that is 330-997-3055. Um, as always, go and check us out on Facebook and in the Shed Sales Professionals page, uh, which incidentally is uh a place where my guest today uh is very active and is doing a lot of good work for people. I can't wait to tell you about that. Uh, that is Caleb Becker. He will be joining us here in just one second. But first, I want to talk about our partners over at Velocity360. Of course, as you all know, they are the exclusive CRM provider of Shed Geek and the Shed Geek Media Network. Um, and similarly to today's guest, they just speak Shed. It's that simple. No overblown technical language, just what works for your business. You know, this is a personal mantra of Joe. Uh, he says it to me on phone calls, video calls, even in emails. He'll say, I just want to do what works. And that's how I am, and I love him for it. I appreciate him so much. And that really is how they do business at velocity 360. Um, as you probably know, you've heard him say before, they are salesman first. They were door-to-door book sales. I mean, how much more of a sales job can you have than cold knocking on somebody's door while they are trying to get through their day? The point is they know what works, they know how to close, and they help you and your sales team convert more leads in less time and without the hassle of searching for that yellow notepad or trying to find where you saved that spreadsheet. Or um, gosh, you just have to hope that that spreadsheet did not, you know, wind up in the uh mystery wonderland of your of not saving properly on your computer, right? But the best thing of all is that this is a Velocity 360 is offering a turnkey solution. This is fully configured out of the box with all of the workflows, automations, and reporting that are proven to work in this industry. And with their true white glove experience, you don't have to worry about uh is the data, is are the contacts, the leads, even the prior sales, all that data that you have in your current tech stack, their true white glove experience is going to make it so that all that is migrated seamlessly. It is operating from day one. So if you want to know more about velocity360, obviously you can always reach out to myself or Shannon here at Shed Geek. We'd be happy to make that connection. Or if you would like to go to www.velocity360crm.com, uh you can go to them directly, fill out the form. Just be sure to tell them the shed geek sent you. So all that having been said, I feel like um that's uh a lot of a lot of air to use in the first 90 seconds. All that being said, I would I am so happy to introduce the guest today, Mr. Caleb Becker, coming to us from Newfoundland, Canada. Um uh coming to us actually on a two and a half hour uh um time difference, which I believe is one of those unique things about Newfoundland because it is so far out to the east that you actually get that extra hour. So, Caleb, welcome. Uh it's a it's obviously two and a half hours later in the day for you than it is for me here, but uh but uh welcome to the Shed Geek podcast. And man, introduce yourself. I'm sure everybody's seen you on the Shed Sales Professionals page, but give us give us the gusto, my friend.

Caleb Becker 6:19

Awesome. Well, Cord, well, thanks for having me. Glad to be able to be here and spend this time here with you. Uh so yeah, like you say, I'm in Newfoundland, uh in Canada, so it's an island out here in the Atlantic Ocean. And I'm a dealer, shed dealer up this way, and the founder of Digital Shed.

Cord 6:38

Very cool, very cool. Well, you know, I I've I have come to know you through your videos on the Shed Sales Professionals page, and I guess a little bit through you and I working through technical difficulties before we got the podcast going, but I've really come to know you through a screen um and through your kind of straightforward uh delivery and just really, you know, I don't want to make it seem um too easy because there's a lot of thought and a lot of work that goes into these things, but really straightforward and simple and effective um techniques and strategies that you are presenting on Shed Sales Professional. So I guess maybe give us a little background um because obviously it takes time to work up to all of those uh to be able to give easy solutions. You usually have probably gone through and figured out how some of the harder solutions or even things that didn't work in the first place. So, what got you uh to where you are today? Uh what got you to digital shed? Um kind of, you know, what has what has this journey been like? Because you seem like you seem like a marketer. You seem like a fellow like me, the way you very uh plainly put some of these concepts into practice, but maybe you just have a mind for it. You know, I've I went I went and spent uh too much money in a in a school that I'm not sure taught me really anything. But what about you, Caleb? How did you how did you how did you uh how did how have you how have we gotten to this point?

Sales Mindset And Learning By Reps

Caleb Becker 8:10

Well, awesome. I didn't know I was uh connecting uh so well with a with a fellow marketer. So uh we could uh we could talk a long time about marketing. Yeah, absolutely. Uh yeah, so I mean, like to me, uh it's all about sales, right? Like uh and the uh the whole part about sales is it's not something that you know people will say, hey, there's a natural salesman, you know. And I don't agree with that. I agree, I think that I think that it's something that has to be learned, has to be learned with intention, and it takes a lot of trial and error. And so uh you don't you don't do it unless you actually get out there and start putting in the reps. Yeah, right. Same thing with marketing, like marketing and sales again, they're two different skills. It takes two different types of uh you know frame of mind to be able to do either or. But same thing there, like marketing, you know, it's uh if you're gonna speak a message out there, it's gotta be a message that is clear, right? Like before you start, like what's the clear action that's gotta be that that that I think should be the best approach for someone to take the next step. Uh and then like you gotta start with that, and then then that's where you start building your marketing around. So, the message can bring it to that level, right? So yeah, I mean that's uh I wasn't I didn't go to school for marketing or sales. Uh it was literally just something that uh I was I was growing a business and I had to get I had to get good at it and started just reading a bunch of books, learning. Uh I mean, literally like reading as many books as I could put my hands on, uh audiobooks, just textbooks. I mean, not textbooks, but just uh, you know, just book in hand, you know. This is getting less, it's still getting less these days. Yeah, right. Yeah, yeah, yeah. Old school book. That's the word. There you go. That's what we should talk about. Old school books. But uh, but yeah, you know, but like just like it's just part of the uh part of the whole learning phase and just and then and then really you can do all that learning, but really putting it out there into and testing it out there and just seeing how it sticks, right? Is it working? So, I've had many failed attempts uh and other things. The uh shed part came up uh into our area, uh, and they were looking for a shed dealer. So, I was right in a transition phase, and I thought, you know what? I think this is gonna be an interesting challenge. I'm gonna I wanna try this. So, I was like, well, I'd like to be a dealer, right? So, I went ahead and uh you know applied for it, and they granted me, you know, the dealer rights, uh, and uh I was able to set up a dealer. And yeah, I just started applying my uh marketing and sales skills to that and testing it and trying this and that and the other, and you know, like A-B testing scripts and A-B testing, you know, uh phone scripts, uh, emails, uh, even the approach on how we do what I'm doing at the lot. Anyways, one thing led to another. Uh I got three lots now that that I've been up to this point have been uh running solo by myself. And the uh lots are five hours driving distance from one to the other. So, I'm not there every week at every lot. You know, I kind of stagger my time there. So, I've done a lot of uh like uh remote type uh setups where you know like if you want to meet me here, let's set up a day and time. Uh and we can do that. And yeah, sales, sales happen, sales work, people will send deposits, uh, even though we've never met, but I don't promote the um the remote sales part. I think it's also great and good. I'm just promoting just the part of sales in itself. So, whether it's at the lot and what you're doing there, it's no different than what I have to do sometimes from the office.

Cord 11:41

Yeah.

Caleb Becker 11:41

So just applying it across all spectrums.

Cord 11:44

Yeah. How do you how do you translate that experience, right? Um, you know, I think that is uh that is ultimately what uh marketers try to do, right? You try to you try to capture whatever that uh that feeling. Um, you know, obviously you want the customer to be in the right frame of mind, um, be in the buying mood, right? You want to capture their feelings really around what that buying process would look like. Um, you know, and I think one of the most underrated or under talked about maybe things about marketing is I feel like what makes you a good marketer is the same type of qualities that make you a good entrepreneur, which is like a high tolerance for failure. Yeah, right, because a lot of things don't work, but you have to A B test, you have to continue to uh evaluate, you have to sharpen the sword, right?

Caleb Becker 12:37

Yeah, absolutely, absolutely. Yeah. No, you can't you can't be afraid of failure. Like that's just it's gonna happen, right? So yeah, 100 100.

Cord 12:46

You know, but um you know, one of the things, um uh so have you, you know, just as you were talking there, I mean it sounds like you came into this seasoned in some way. Do you mind to tell us kind of it had you been doing you know sales and marketing kind of previous to jumping into sheds?

Caleb Becker 13:06

Or yeah, so like I was I had I had a business that I was doing there for a while that I was uh actually helping up, helping businesses with uh marketing, uh especially like even into like email marketing. It was something I created on my own, my own business here, and I was just offering the services to others. So yeah, like in that space there, I had to, you know, like find a customer and had to get them, you know, get them results, and then it had to be had to be good. And so, like that was that was where uh you know building websites, uh landing pages, uh lead forms, and just all the whole funnel structure of like what happens, right? When the leads do come in and where how we how we channel them through. Uh so you know, I did, you know, I've tested several different things, whether it was a physical product or a uh a digital product or even a uh like a service, right? So, I had a I had a drafting business for a while where we were uh we were doing uh uh like structural steel drawings. Oh yeah. And uh yeah, and so like you know, but I had to build a team of people to get that to happen and um find the customers to bring them in. And yeah, and it was it was good for a time. It was it was actually really good before it was actually before COVID uh came full bore, but uh it seemed like a time at that point to switch over. So yeah, it was kind of it's been in that it's been in that growth phase, I would say, ever since you know, 2015. I've been dabbling into the uh uh online marketing space.

Cord 14:28

Yeah, well, I can tell you you're comfortable with it. You have great presentation uh in your videos, uh, you do a very good job of delivery on all of your messages. Um, but that maybe in that sort of lead funnel process uh is a good place to start because I was predict particularly um impressed by, and these are the type of things that that I try to advocate for here on the podcast. Um there's always this debate. In fact, I think just this week um there was a poll uh on shed sales professionals that was something to the effect of Facebook leads versus Google Leads. And it feels like every, you know, every you know, two or three months kind of a version of the same question comes up. And you know, what I always try to say is is you don't want to, yes, Google leads are better higher response leads because those folks have intentionality within the nature of what they are actually doing on the internet, they are searching specifically for something that is on the top of their mind. Um, so they're much more likely uh to be intentional buyers. Whenever you're doing the disruptive style, now you could argue that marketplace actually is in between there, right? I think a lot of people use it for entertainment. I know that I do, right? But at least at least there is some version of intentionality, even though you are scrolling, you are looking at certain things, and specifically if you type in shed, you know, or shed for sale, you you're effectively conducting uh you're conducting a Google search, just you're doing it through Facebook Marketplace. So one of the things that I really liked, uh Caleb, and I'll just give you the floor because I thought that right from your approach to the listing all the way through to the um, I think you called it a oh gosh, I tried to I tried to write down a quote request confirmation. Is that am I saying that right? Like the you're sending an email that is actually confirming the details of what they say they wanted, because as we know, some people are just some are bots, some are people just whatever. And so maybe kind of walk me through because what I found in your the way that you talked about it was that you're being so um in you are being intentional in making the customer be intentional, right? Like you want them to come to you slowly, you may have to pull them a little more than you do with a Google lead, but talk me through your thought process there, man.

AD-CAL 17:05

Are you a dealer who sells multiple products at your shed lot? Are you tired of sifting through clunky or overcomplicated softwares to simply sell a product? If so, it's time to call Cal. Consumer Aligned Logistics is the affordable, simplified, and scalable solution for your shed, carport, or even RTO company. We are partnered with Idea Room and Shed Pro for configurators and have multiple RTO partners to choose from. From JMAG to Heartland to Shed Geek Rentals and Scott's RTO. And if your partner isn't listed here, just ask. We are happy to add more. Give us a call at 425-359-3279 or visit calcanhelp.com. That's C-A-L-C-A-N-H-E-L-P dot com.

Caleb Becker 18:01

Yeah, awesome. Yeah, no, I mean seriously, I could talk about this all day long. So, but I want to I want to get something right out the gate. There's so many different types of buyers at different kinds of stages. So not it's not a one size fits all. So when somebody shows up and they're ready to buy, like let them buy. I don't care what we talk about from this point forward, and this is like, you know, industry standard, this is like three percent. There's three percent of the people, whether they show up to the lot, call you on the phone, that are gonna be ready to buy, right? So forget anything else that's like systemized, whatever, just like take that credit card deposit or whatever they're gonna, whatever they have there and get them in order and get them, get them going, right? I've been that type of buyer before. I've showed up somewhere and like I just want to buy this thing, you know, like kind of get it to the pickup as quick as possible. Uh, and so I know what it feels like, but I've also been the other type of buyer where like right now we're looking for a van and uh we're just kind of like you know, we got a family of five children, so uh we're looking for we need a van, we want something that's gonna be good. And anyways, so I'm kind of in this like exploratory stage. I don't want somebody just calling me, texting me, and blasting me with all kinds of stuff right now. I don't, right? So, we have to like take it from all sides. So, I want to get that out of the door first. Uh just to say that.

Cord 19:15

Make the soul. Do not send the person who wants to give you money, you know, unnecessary communications.

Caleb Becker 19:22

Take their credit card number. Don't make them don't make them go through any more hoops, right? Like, and it's like you're gonna serve them better by just yeah, here's the here's okay, deposit here. Here's a work order sign, boom, we've got your delivery scheduled. Let's do it, right? Yep, yep, just do it. Yep. So, anyways, uh, but yeah, so that being said, so like where what's happening out here all in the landscape, right? So, like, like I said, uh, we have Digital Shed. I strategically called it digital shed because like this is a digital storefront that we're facing in today's world, and we just gotta just accept that fact. People are on their phones scrolling things, that's where they're finding their answers, that are going to chat GPT, they're going to Google, they're just that's just that's where people are living, and right. So it's a digital world. Let's just face the reality that's we gotta be in the digital space. So, how are we showing up in that in that nature, right? So, like we can talk about all kinds of ways that we call top of funnel. Where are people seeing you from first? And from that point forward, where are we taking them through? So, the most important part of all this is every interaction somebody has is going to be it has to be super crystal clear of the message and what they need to do next. All right. So, you mentioned marketplace, all right. Uh so uh just to walk us through that a little bit here. Let's say, you know, like leads are happening in marketplace, and people, I hear this a lot with other shed dealers. I talk to several of them, and you know, oh, marketplace isn't a good place for leads, they get poor quality leads, and all of a sudden, I'll get somebody say, Oh, that's I get all my best leads for marketplace, right? So, uh I look at marketplace as a way of like that's where people are searching and looking, might as well use it, right? So instead of saying it doesn't work, I like to rather say, no, how can I systemize marketplace so that it works for me? So it works for like I can serve them. My model is for marketplace is I need to get them off of marketplace as quick as possible. Okay. And I'm not gonna force them.

Cord 21:18

Stop the search, right? Because on marketplace, they're going to continue to be inundated with three, you know, another eight sheds. You flick your thumb one time and eight more sheds have passed, right? Like get them exactly, get them, get them into a communication funnel, right? That you can actually control. And yeah, okay, keep going. I'm sorry. I'm just trying to add flavor here, add color.

Email Confirmation That Builds Trust

Caleb Becker 21:41

Yeah, yeah. No, no, absolutely. You can just you can as much as you want. That's perfect. Yeah. So, like, so marketplace, like the, you know, like you have to like add a little bit of friction sometimes because sometimes they are just gonna be tire kickers. Like the sentiment that every shed dealer is gonna laugh at is oh, here's another message that says, is Still available, right? Like we all grown, like when you got 50 of those to face, right? Um, so my I don't like we can go we can go really deep into just that in itself, and I don't we don't want to spend our time here on this one thing.

Cord 22:14

Oh, I don't know. Caleb, I'm just being honest. Like this is this is something that people like it infuriates people. I mean, like, just do you mind to just talk me through like what your approach to the is this still available? Like what are you saying? What are what's your approach?

Caleb Becker 22:32

Yeah, okay. So, like again, so we got we got to systemize our actions, right? So, uh what I what I say here now is like uh I can I teach somebody else to do the exactly the same thing, or can I teach myself to do the same thing? Uh so my message now that I'm gonna we're gonna talk about now forward, it's gonna be in that level is like this is this is teachable, it's and it's also scalable, and it's also without confusion, all right. So, and again, A-B testing, this is definitely a way to go. So, like in our area, we have lots of like far deliveries, okay? So people pay for delivery fees because it goes outside of the area. But this could work for here and it could work could work for people where they don't have delivery fees. But one thing you can say is yeah, this is still available. Where do you need delivery? Right? Instantly, that's gonna offend somebody if they're not very interested. I don't know if offend, but they're gonna be disinterested. Right. But if somebody is interested, they're gonna be okay to say where they're where it's going, right? So in that question right there, you've took somebody who's a tire kicker who doesn't respond, and I don't need to worry about them anymore to somebody now who responds, and like that's another layer of a bit more interest, all right? Yep. Just adding that one simple question of like, oh, I didn't mean to meant because they'll get this like I didn't mean to hit that button and hit it by accident. Okay, perfect. You know, no worries. I don't so again, and the caveat before I even start with this is the thing that we have to remember is we're so limited on time. Like, time is our actually if you can control time, you've got you've got a winning game, right? So we don't want to spend time with people who are not interested, okay? We want them to be in our funnel other places where they can learn more things. Absolutely. Check out your website and maybe you got a brochure, whatever, absolutely. But if they're not in the stage of wanting to communicate yet, let's not try to keep doing things or let's talk. So, I'm always in every step who's responding and who's replying with certain types of replies, and then it's worth stopping what I'm doing. All right. So is it still available? Where's your delivery location? And okay, finally get delivery location. Well, now we're gonna keep that conversation going. And again, remember, my motto is get them off of marketplace as soon as I realize that there's somebody who's interested, all right? A full, full, full on interest. Right.

Cord 24:52

So now in the third, are you using a third party or you have the sort of the auto reply just sent right into your Facebook?

Caleb Becker 25:01

You can't do auto reply on personal Facebook. So, marketplace um is only a personal uh posting, personal account, and you can't connect third-party tools to it. So, it's uh it is a grueling uh manual task, it's got to happen. Yep. Um, but it's necessary, right? So, I mean this is only just one layer, like there's many more of other channels, but let's just focus on marketplace for now. Right? So, now when we know that they're replying back to us and they we can tell that they are have genuine interest, right? They might be asking for payment plans or they might be asking for the price of a building. Well, I don't like to give them the price of a building, all right. I just I don't like to do it, not on marketplace. I will, but I want to make sure that we're talking to somebody who's got full on more interest, all right. And that some people listening to this be like, oh, but there's the you know, like they want to know the prices of things. Yeah, absolutely. Well, the funny thing is they can see the price of the shed, the one that they might even be talking about in the thing. So they can see it, right? Right. So, so you know, I like to kind of keep a little hidden thing, like, you know, well, what is the price? You know, yeah, absolutely. I'll let you know what the price is, you know. Um, what's your intended use for the building? Because here's the challenge. When you just start throwing prices out there, they might be needing uh a building that's got a garage door because they got a side-by-side, yep. Uh, and you're talking about one that's got double doors. So why spend any money more time on that one with double doors when we need to meet more on the garage style?

Cord 26:27

Or throw a price out there that then instantly doesn't match whatever their genuine need is. So, somebody else has come in, you know, five, six, eight hundred dollars below you, but you're un unwittingly you are sitting here quoting different sheds, right?

Caleb Becker 26:44

I mean, this happens exactly all but no, like you could be quoting you could be putting a price out there for a six thousand dollar shed when and in reality they need a fifteen thousand dollar one, and that jump is like not really cool, right? Yep, so okay, so they need a side by side. Oh, okay. So, you need you need something with a garage door, and again, all these messages are totally intentional. We don't put in any more than one question. Like when we respond to somebody reply, we always end with a question, right? Yep. So this one here comes with a garage door. Would that work for you?

Cord 27:15

Yeah, yeah, yeah. That works for you. It doesn't have to be a deep, yeah. You're not looking for some deeply introspective question. You're literally looking for the social, the social contract that people have, which is when somebody asks an almost rhetorical question, you reply with, yeah, that does sound good.

Caleb Becker 27:33

Yeah, yeah, exactly. So it's like, this one has a garage, would that work for you? Yeah, that'd be great. Awesome. What do you need any? And then now it's like, you know, type again, would you need any windows to let in a lot natural light? You know, and at this point, I'm thinking, do I have one in inventory that's close to their area that would work for them? Because right now I'm not quite sure if it's gonna be custom or an inventory, right? Right so now that we've got this figured out, and then okay, perfect. How uh and then again it's like, how soon are you looking to get into a building like this? Oh, I would like one like as soon as possible. Oh, okay. So we're like now we gotta think more like inventory, okay? Uh so I got one here. I had how about this one? You know, it's like there, there the I might take a screenshot, put it in here. Hey, there's this one here, garage door, it's got windows, but it doesn't have the color you want. Is this something that would work for you? No, I really want the color that I want. Oh, okay. Well, can you uh can you wait for three or four weeks? Anyways, you get the point. Yep, um, gotta work here, but now once we've gathered this data, we're talking about a barn roof, we've got a garage door, we've got windows, and it can be custom. Then it's like, all right, I've got a design to put together with preliminary pricing. What email address should I send this to? Right? Yeah, boom. Now this pulls them off of Facebook. All right. So, we pull them off, we put them into our CRM that's like that takes them right into our funnel, and now we can now we can communicate from that point forward in in further depth.

Cord 28:56

In an automated way, or a way that a way that can start to be more time efficient. Like you're saying, you're sitting here typing, and even if you have a matrix or a you know, almost a spreadsheet, right? That's kind of telling you what you how you want to handle that conversation, you're still putting it in. Um, you know, and so yeah, get it get them into a system that then allows you to have more of that functionality and start to save a little bit of time.

Caleb Becker 29:23

Yeah, and so like my uh my approach has been I've tried in both ways. Don't go straight to quote. So, I tell them I got preliminary pricing. What email can I send this to? And I just and I like I've I really like I've tried this several ways. Keeping this super simple is like it's it has worked so well. Like I'm not gonna go back. All right. Uh I kind of was playing around with a bit of a just trying to see if I could come up with a quote style thing that I could share, maybe I'll possibly screen share. I don't know if you wanted to do that or not, but I'm not gonna do it because it's it can expose somebody of their quote. That's not the point. The point is the point is when we put quotes out there, it all is like could be very a lot of the information and can be very confusing. All right. Um, and I look at it more as like, no, let's do it like super simple, like this price, this is the bullet points, boom, interested or not interested. Yeah, right.

Cord 30:19

And uh this is this is kind of not to cut you off, Kayla, but this is uh this is actually um you showed one of those on one of the videos that you did on Shed Sales Professionals, correct? The with the gray building where you're doing that sort of that that confirmation of those details, like a preliminary, just as you're saying. Yep. Just want to confirm that everything, all the conversation we've had to this point. I'm just confirming with you that all that's correct. And then you're also attaching the uh rendered drawing, you're attaching a floor plan, and you're attaching what was the there's like a third attachment.

Caleb Becker 30:58

Just like uh just like the pricing of options, yeah, yeah, yeah, yeah.

Cord 31:02

And so, and so you know, I thought that was just so so fantastic. Again, right? Like this is you talk about trust building, you know, like are you technically moving that person, you know, like how many, how many slots do that do you feel like you have in a funnel? Are you technically moving that person anywhere, you know, just by confirming things that you kind of already know? No, but what you're doing is you are giving them the confirmation that you are a trustworthy person who is always going to confirm the details of whatever their order is, right? Like these are all like you know, kind of subliminal psychological things that happen with humans. You know, it feels good to that person, it doesn't feel like anything is wasted to them, right? Yes, you just sent them basically saying, Hey, I heard you all those things that we said, even if it originated uh over on Facebook, right? It originated over there, and I have now compiled it over here. And I just want to confirm with you um that I'm hearing everything that you're saying. Dude, that's awesome. And it's so simple. I mean, the one that that you show in that video, and I would highly recommend anyone listening um go back and uh and review that uh video because it is really good.

Caleb Becker 32:20

Yeah, it's in the case study. Yep. Carry on now.

Cord 32:24

Yeah, exactly. So go and go and review that that video um because also the structure of that email is so I mean, I presume, like you're saying, you now have them into you know a system, an automated system. So I presume that that is templated, but like I mean, it feels like the look of it, the feel of it is that Caleb just took time to do every piece of that process. You know, is that so tell me how much of that is templated or how much of that is really you are kind of by hand, you know, doing some of that.

Follow-Up Automation And Getting Replies

AD-PLAYMOR & STRYKER 32:59

If you're a regular listener of the Shed Geek podcast, you already know we've been talking a lot about changing dynamics in the shed industry and why diversification of product mix isn't optional anymore if you want to win in this business climate. That's why we're proud to introduce our exclusive providers in two categories that do exactly that: PlayMor swing sets and Stryker hunting bikes. These are called eye-catching structures that grab the attention of adults and children alike as they pass by your shedlot. They create the feeling of anticipation and excitement in the customer, while offering an on-the-line experience that can be much more interactive, with children testing out rocket slides, that finds the bottom entry of a hunting blind. All of this adds up to making your sales clients the place where the community goes for storage solutions, but a provider of all-around property solutions. And it doesn't hurt that these structures have much better margins and customer retention rates than traditional storage buildings. If you want to continue to evolve and succeed in this market moving forward, consider clicking on Stryker or PlayMor's digital advertisement in the Shed Geek newsletter. Or just give them a call directly at 330-674-3900 and tell them the Shed Geek's.

Follow-Up Automation And Getting Replies

Caleb Becker 34:24

1k, right? Yep. Uh, and then then it's like, you know, is this what you had in mind? Question mark, right? Uh if you like Am I hearing you right? Are we hearing each other? Yeah, yeah, 100%. And like, and then and do you want to see any changes to this? Oh, uh, let me know. And I'll follow up. I can follow up with quote and delivery price details, right? So what I just said there was an intentional message, even that last little part. Oh, price details for delivery. There might be some delivery to this too, price details. Uh yeah, I gotta know what that is, right? So now that gives them the incentive to keep to keep going with me. And this is like seriously, like this is all happening through email, all right. And I want to get this out here too, is uh a lot of people tell me email doesn't work. Well, I'll tell you this much like I I've built I've built uh you know almost two million dollar uh sales uh on an email has been my primary driver. And when if you can get it set correctly right and you can start communicating there, it actually works very well. Combination with text. I'm also thinking text is well too, but yeah, the email, email is it works out well too. So when that's set there, then what we what we want to do is we're gonna put it into and send it to them, and we want to we want one of three responses, and we're gonna keep responding, we're gonna keep following up with them until we get one of three responses. So they're gonna get a text, they're gonna get another email, and then they're gonna be getting follow-ups, right? And it's just simply like, hey, did you want to make a change to that? Did you want to change the color? Uh let me know, and I can follow up with that quote. And so now what we're looking for, again, we're looking for a response, we're just looking for a reply. All right. So we're going about our day, we're doing our thing, we're on Facebook, uh, Messenger, we're just going about our day as dealers. Well, as soon as they get a notification that there's a reply, I'll stop Facebook instantly right now, because Facebook, I call it like it's like cold traffic, and you've got to work themselves up to bring them in. But when someone has come to this part of the funnel now and they've actually replied and said that what they'll simply say is a lot of times they'll say yes, reply with yes in an email, or they say yes, that looks great. Boom. Well, now we go into the quote phase. And the quote phase is really now very simple. You pretty well got the building already designed, you've got everything together. Maybe the last details is okay, now what's your full delivery address, right? So I can put it on the quote. And whatever. Just some more like final, final things, and then then we go on to quote. So that's like that's like that whole process to get to the quote. And then the same thing is now, now they when they get a quote, they've gotten several emails from me about that point. When I send a text, when I send a quote out, it's like, hey, I sent that quote to your M your email. I do that because I want to make sure that they're not against the landing in their spam folder. They've gotten texts from me before, so they recognize my number. And then we just follow up with them. Like we have automation set in place, and uh, we just follow up with them and just kind of keep working with them, showing up, being top of mind, and we're waiting again for a reply. We want, we want, like, hey, you know what? We don't want this anymore, leave me alone, you know, or we're or we're moving, or we're not, we don't, we don't need this anymore, or we bought from somebody else, or but you know, or it's like, yeah, this actually looks pretty good. I'll be talking to my wife about this, or we'll go measure a property or whatever. We can keep engaging with them through that channel, right? Until we until we get a until we get a deposit in place.

Cord 38:31

Yeah, and you know, I think the I think the key, you know, and people oh, people uh, you know, kind of trash different methods, right? And email is like an and it's been it's been on the chopping block for however many years now, right? I mean, uh, you know, email has been dead five different times that I remember, and I haven't even been out of school that long, you know. Um, but here's the thing about um email and your approach is that you know, from the minute that they receive an email from you, you are conducting business. You are you are not being promotional from second number one, right? Like you're the first thing that you're saying to them through email is directly correlated as a hey, I'm hearing you. I'm hearing you however that lead came in, right? I have I have taken this information in. I just want to make sure that that I'm hearing you correctly, right? That's conducting business. That's the same thing people who say email is dead. You know, I'm always like, well, you know, when was the last time you did a uh a $30,000 deal that didn't include an email? Right? When's the last time you did business that didn't include an email? Like, you know, we scheduled this podcast.

Caleb Becker 39:50

Uh all an email. And like where does your cell phone bill go to? An email. Where does your where does your electrical bill go to? An email. Where does any important document go to an email, right? Exactly. So, you like you guarantee people are checking their emails, like they seriously are checking their emails.

Content Strategy And Brochure Funnel

Cord 40:08

So yeah, and so and so approach it with that sort of, you know, um, I just really like the informal, I mean, you know, look, cold, true cold email marketing, boy, that's a tough game, right? Yes, you know, like that's a tough game. But that's not me. Yeah, no, that's a you know, that's a that's a tough game there, but that's not that's not what um that's not what you're proposing. You're proposing to take the approach that any of us would take with each other. Um, I mean, we've corresponded, gosh, I don't know, eight or ten times and hadn't seen each other's faces until we got on this call, right? Yep, absolutely. And that's completely normal for everyone in the world. So just take that informal um business approach that you take with colleagues and just take it with the customer, right? And just say, hey, confirming the details. I mean, how many, how many B2B emails go out that's just saying, hey, making sure, making sure I got this right. Here's the notes from our call. Does this look right? Yeah, that's half the emails in my inbox now that these otters and Gemini's are everywhere, you know. So um, man, I think that's that is a great approach. And actually, my next bullet point there uh that I had was email usage, and you basically just walked all the way through it. So, I think that is I think that's tremendous. Um one of the things, uh uh, and we've already we've already done our 30 minutes, uh, you know, I try to keep Fridays a little bit shorter for those of you who are uh who are um you know listening on drive time. We try to be a little conscious on Fridays and uh and give you something that you can kind of listen to uh you know on the drive to or from work um and listen to the whole episode uh rather than have to come back to it on your Saturday morning. But I do want to get to this because I think you have done uh uh the live uh calls, right? I mean, this is something that we see in in other industries often. I mean, you know, you can uh scroll through Facebook. It sounds like me and you are probably deep enough in the marketing and sales game that our algorithm is probably tuned in. But gosh, I see guys doing live sales calls for real estate, you know, live sales calls for cars, right? Like whatever. And I really have enjoyed um you that you had put out uh some live sales calls for sheds. And that's great. So, um I guess number one, just kind of talk me through just a little bit of what your approach to content is because you've been so good at it. And then maybe as a little bonus at the end, if you have any of those type of people that you like to watch that that you can learn something from, I always find mostly it is it is the attitude, the demeanor, the cadence of someone's voice. You can start to hear just why someone is so successful just by the way they talk, not even what they say. And so, anyway, give me a little insight into your mind when it comes to because I think that's another one of these things that's very important for dealers to be thinking about is what type of content are you putting out into the world? Because that sales content is not only valuable um for the shed sales professionals page, and that's one of your customers watching you genuinely interact and care about a customer that you had previously. That's fantastic. Let everybody see. You don't think those real estate guys make more sales because people have seen their videos and they're like, oh man, these guys negotiate hard. But I tell you what, they're always fair. You know? Yeah, yeah, yeah, yeah, yeah. You know, so anyway, tell me, just talk me through a little bit of that because you seem to be very adept in it.

Caleb Becker 43:50

Yeah, yeah. So, uh like uh again, like again, there's another there's another layer there too, like even um even on the phone call side, right? So, you got like cold a cold call. Call a call that comes in, they've just seen your sign, your board billboard, they don't know who you are, they call you, or they intentionally you've done marketing, you've done your marketing well. And like one of the things that that I think is like again another to the success in the shed business is we really utilize that brochure. We have a top-of-funnel brochure, like and the way that people can get the brochure, they get their name, phone number, and email. We send the brochure out to them. I'm going to get to the call. The only way I can do this is like no, I like no do the whole approach. Going, go, going, going down this road here.

Cord 44:31

Because you need you need those not just touch points. We talk so much about touch points, but you need those deliverables, right? At every point inside of your funnel. You need to have, and of course, the you know, the top of funnel is basically, I mean, it's a giveaway, right? Most of them are giveaways until you actually get to the sale.

Caleb Becker 44:50

Well, when you go to my uh my shed uh website or you go to my lot, like it doesn't take you long to realize I want you to grab the brochure, right? So if you're at the lot, you can just call the number and I'll text you the brochure, like boom, just like that. But you gotta, but you gotta put in your name, phone, or an email to do that. Anyways, so that's where the lead nurture starts, right? Uh so when they get a brochure, we're gonna follow up with you, you know, with value-added emails. Again, like something that you want to read. It's not like blast sale and 10% off and all this kind of stuff. No, it's like it's totally relevant to what other people are doing. Hey, this is a person bought this shed. I don't go into all the details. After they've gotten that and they've been able to uh build, you know, hey, you know what? I think I want to reach out to this guy, right? We've got we got call to actions again, very clear, very, very simple call to action, and we want them to fill out a request form. And when they're ready, they will. And they do that, then we get notified that's been that's been sent, and we call them right away. That's our like 60 second speed lead. We don't do it on our brochure, we do it on our on our when because now we know they've gone they've got they've gone through the filter. This is somebody now who's even more interested. So, now that call is again, it's very scripted. I can I could teach this to somebody else, and I have taught it to somebody else uh what to say on that call. It's a five-minute call. It seriously is, and it's all just about, you know, and they've already are familiar with me at this point, right? So that's a that's a very good, simple call. I was on one yesterday, and the and the gentleman said, Hey, I gotta tell you, he says, like the way I got to this point where I can get on this call with you, he says, I was I was impressed with every step of the way. And this is somebody I've never talked to before. Clarity. Yeah, and so anyway, so that call there, it's just like a five-minute call. And if it's done right, you know, and you've been able to handle and understand what you're looking for, everything from that point forward is all emails and text all the way to the deposits. And it doesn't matter if we're selling a $30,000 building or a $6,000 building, they'll be able to give their deposits through just text and email, right? Very seldom do we have to get back on another phone call. But it's just like asking them what they're at what they're all about. What are you looking for? You know, what's your intended use? That that's a that's a huge one. Like, what is your intended use? We're not gonna talk about any other building now until I know what you're gonna use this for, right? Oh, yeah, I want to use it for uh for my vehicle. Oh, okay, car or a pickup, you know, all pickup. Oh, now we're thinking of uh, you know, now we know what kind of length of building we're talking about. And then it's like, how soon are you looking to get into this building? Again, I want to really like how soon is this? Oh, my wife's been after me, you know, ever since last year for our Christmas decorations or outside, you know, and oh well, we got to make sure that you get your you make you look like a hero so you're you can so you can get your shed out there and get those decorations put away. Right. You know, so it's like, oh, we got one over here. Oh, but she wants one to match to the house color. Oh, okay. Well, we'll have to just build one and you know, a custom, you know, it's gonna be you know four weeks before, but we can get it to you, anyways. That's how those calls are, and then then again, I don't end the call with saying, I'm gonna send you a quote. We probably talked about preliminary pricing. I say, I'm gonna send you an email about what we just talked about. Have a look at it, make sure it's what you had in mind. And if it is, give me a thumbs up or let me know if there's need to be any changes. And again, I'm back to that same email that I did coming from marketplace. You see, we're talking about this whole funnel, marketplace. Now we talked about a brochure, and there's even more layers we could talk about. We're out of time, but now we're coming down to the funnel, and now we have the systemized processes that we're doing as we get to that funnel, right? Yeah, so once we're in there now, and now they've heard my voice, they've got my text, they've got my email, and now they know that they want to keep talking to me to uh find a solution. And they understand the next step, right?

Cord 48:36

All the way to the case. Very clear next step. Um, you know, I think simplicity, repeat, repeatability, and clarity are always going to win in sales, right? Like it's just you know, keep it simple, um, as straightforward as you can, be able to repeat it and be clear, you know, and you know, that's part of what A B testing is, is because a lot of times we uh as the marketer, as the salesperson, right, we get a little too a little too close, you know. We're you know, we're a little too far into the hen house, you know, and we stop worrying about the foxes or whatever, right? But my point is we get a little too close to the situation and we forget about clarity sometimes, right? And so, A-B testing is really a way to make sure that the there is the least amount of friction possible, the most clarity, you know, to that customer. And it's a way to double check yourself. Um because if it was as easy as copy, then we'd just write a good piece of copy one time, right? That's exactly.

AD-CARDINAL LEASING 49:37

I think that unlock the power of productivity with cardinal leasing. Are you looking to elevate your business operations with top-tier equipment? Look no further than Cardinal Leasing. We offer a wide range of reliable and high-quality equipment tailored to meet your unique needs. Flexible leasing options. Whether you need short-term rentals or long-term solutions, our customizable leasing plans are designed to provide maximum flexibility and affordability. Conventional financing available. Cardinal Leasing also offers great conventional finance options for those of you that prefer that over-leased purchase options. Expert support. Our team of experienced professionals is here to guide you every step of the way, ensuring a seamless leasing experience. Boost efficiency. With our top-of-the-line equipment, you can enhance productivity, reduce downtime, and achieve your business goals faster. Why choose Cardinal Leasing? Competitive rates, exceptional customer service, hassle-free process, quick and easy approvals. Don't let outdated equipment hold you back. Partner with Cardinal Leasing today and take your business to the next level. Contact us now. Visit our website at equipment.cardinaleasing.us or call us at 618-803-4086 to get started.

Caleb Becker 51:22

I'm going to propose something to you here, Cord, and you can say yeah, you can say yes or no, but something fun. Would you be interested in doing just a quick role play of a call, a cold, a call that comes in cold that we've never talked before? Uh yeah, sure. Sure. Three minutes. All we need is three minutes. Okay. Yeah, yeah, yeah.

Cord 51:40

So I'm the one calling in.

Caleb Becker 51:42

Yeah, so you're the one calling in. All right. And so you're calling in, you just you're at the shed lot and you see no one's there because it's a Saturday or or it's a who knows, maybe it's lunchtime and I just wasn't, I wasn't there. Yeah. So you can get the phone number and you're calling in, and and and so you can call that number and I'll I'll pick it up and we'll just have a have a conversation. Okay.

Cord 52:07

Oh, bring bring, bring, bring. Yeah. Hello? Hey, yeah, this is Cord Cook. I'm down here uh at the shed lot off of 127. I see it says that uh you're you're out of the office, baby, till Tuesday. I I think I'm looking for somebody named Caleb. Yeah, absolutely. Yeah, this is yeah, this is Caleb here. I can how can it help? Well, I was just um, you know, my lawnmower has has set out for too long, and honestly, it's it's starting to fade in the sun. And you know, I I've I like for it to look nice. And so I'm just kind of I don't know what I really need if I'm being honest with you. I'm not sure. Um, you know, how does it, you know, how far do your sheds set off the ground? How am I going to get it in there? To be honest with you, I just don't know exactly what I'm looking for, but I know that I need a riding lawn mower that is uh whatever. Uh I think it's a 38-inch wide deck to be able to roll in that thing and and and I don't know, maybe have some space for to throw some stuff in there at Christmas or whatever.

Caleb Becker 53:12

Yeah, okay, absolutely. So uh so your mower, uh that's that's gonna be your primary, primary use for the building is your mower mower storage.

Cord 53:20

Yeah, definitely. That's that's the that's the main objective here for sure.

Caleb Becker 53:24

Absolutely. Okay, so and then the other storage here, like uh is like what do you feel like? You feel like that would be uh just um like you're talking about hand bombing some more storage in, or you got like more wheels and stuff like that you're bringing in bringing in.

Cord 53:37

Well, I was thinking probably totes. My wife has so many totes, man. I don't even know where to where they start and they end anymore. She claims they're all they're all uh uh labeled, but I haven't seen a label on any of them.

Caleb Becker 53:50

Yeah, absolutely. Okay, so so totes and the mower. All right. So uh uh have you uh on the lot there, uh is there like a style or size of shed that you see that that would seem kind of that would fit your what you're looking for?

Cord 54:03

Well, I see this size in mind. Well, I see this uh oh, kind of like a barn-shaped uh one that has double doors on it. Um and and I mean I I feel like those double doors would probably do me well enough. Um, you know, I I guess I could maybe be talked into a uh some kind of a roll-up, but and then having a man door. I don't know. I'm just not sure how far into this money-wise I want to get, to be honest with you. Absolutely.

Caleb Becker 54:33

So, what was the deck size of your mower?

Cord 54:35

It's a 38-inch deck.

Caleb Becker 54:37

Oh, yeah, 38-inch deck. Okay, yeah, absolutely. Well, yeah, double doors definitely gonna it's gonna fit that because we got a six six foot wide to six-foot tall double doors. Uh, so your motor will easily be able to get in there, no trouble.

Cord 54:51

Uh, and yeah, will I need a ramp, or does this thing set low enough to the ground that I can just like sort of like you know drive it up into there?

Caleb Becker 55:01

Yeah, well, I mean, you can you can it can sits low enough to the ground uh and you can take some rock or whatever if you want to build a ramp up, but we definitely definitely recommend getting a ramp put in place, which we can provide that for you as well. A ramp that you can just easily get your mower up in place. Okay. So uh so you mentioned about the barn style roof uh uh there. So uh in your wife's totes. So that this are you familiar with that? We have lofts that come inside of these buildings.

Cord 55:26

Uh I mean, I guess maybe I've heard that, but I'm just not uh, you know, what of what is that what does that look like?

Caleb Becker 55:33

Yeah, so like uh basically it's a loft on on the front and back side of the building, about four feet on the back, four feet on the front, and just allows you to just like take your totes and stuff and put it up there and just keep things off the ground. Like, would that seem like something that'd work for you?

Cord 55:46

Yeah, that would be perfect. And it would probably allow me to have a shorter run on the shed if I'm doing it up there instead of trying to get a longer shed and stack. Yeah, that makes sense to me. Yeah, absolutely.

Caleb Becker 55:58

Now, uh the position of the shed will matter as far as when it comes to the door placement. Do you think a door on the end of the building is what would work for you, or do you want something on the side?

Cord 56:08

Well, I I think I might need something on the side because I don't want to be walking around that that mower deck, you know, to get her totes in there. So yeah, I mean, probably honestly, yeah, I'll walk through as well. And to be now that I'm thinking it through a little bit, uh uh if the doors are shut and it's Christmas, then I probably need at least a window so that when I'm walking in there, I've got a little bit of light. I see, you're you're making me think through this thing. I uh yeah, I got you.

Caleb Becker 56:39

Yeah, absolutely. So, yeah, a window to let a natural light uh is uh something that you would be interested in.

Speaker 3 56:44

I think so.

Caleb Becker 56:44

Uh and yeah, so typically what we do when a door is on the side of the building, we typically take a window and put it on either side of the door. Just it makes it look aesthetically well. Like, is that would that be something that you think would work well for you?

Cord 56:57

Yeah, I think so. I think so. Okay. The more light, the better, especially if there's one of these loft things on either end.

Caleb Becker 57:03

Yeah, absolutely.

Cord 57:04

Uh and uh you talked about your mower deck width. What is the length of your mower? Oh gosh, I kind of have to think about it. I suppose it's probably what four feet long, probably, four and a half. You know, that's not something I've thought about a lot, but you know, four and a half, five feet maybe it's uh like a Husqavarna riding tractor, you know. Okay, yes, four and a half maybe.

Caleb Becker 57:28

Okay, yeah, all right. Now that that pretty well, I can pretty well get a good visualization here of what you're looking for. Uh my other question to you is do you have like a particular budget in mind?

Cord 57:39

Well, I mean, I don't know that I I have a total dollar amount, but my general thought process would be to say that you know I can afford, oh, I don't know, 250 or so a month. Um, and if we could keep payments, I don't know if you all do that, but if I could basically get on payments that were 250 a month and didn't run me anything over four years, I mean, does the do those numbers make sense for what a building costs?

Caleb Becker 58:06

Absolutely. Yeah. So it seems to me like like getting a uh like a 10 by 16 lofted style shed barn uh would would suit you really well, like because you can get your mower in on the side, you'll have room to walk in front and back, and then you'll be able to have your your tote storage on either side, and it would keep your your monthly payments uh in that price range, right? Do you think it do you do you would you think a 10 by 16 would would suit your purposes?

Cord 58:33

Yeah, honestly, I think that would fit that would fit the backyard pretty well as well. We could set it off off to the side of the of the deck there, yeah.

Caleb Becker 58:41

Yeah, okay. Now, uh Cord, you see the colors we have on the shed there, uh the different styles there. Uh we have standard colors that would that would go well with this, uh that we can offer that's just concluded in the price. Do you have a color in mind?

Cord 58:55

You want to match your house or I I see one out here that's already painted. Um uh it's it's uh not quite white, but maybe a little off-white taupe or something. It's got a dark roof on it. If I'm just being honest with you now, I mean I don't know if this is meeting every specification. Um, but I'd really rather get one sooner rather than later if you have it and it's not just completely garish and mismatching, you know. Got it. So okay, so where where would you need delivery? Oh, right here in Paducah, Paducah, Kentucky.

Caleb Becker 59:32

Okay. Awesome, awesome. All right, so a long trip. Yeah. So uh we we have one, we have one there. Uh it's it's more of a more of a beige, beige color, but it's basically the same style of what you're what you're describing, and we can get this delivered to you within four days. Oh gosh, that's fantastic. Yes, would that would that would that work for you? Big time, yes, yes. My wife will love it. Awesome. Well, let's make you the hero in this case, because uh we gotta we gotta make sure she's happy. Every now and then, that's right. Yeah. So uh so here's what I got, Cord. I'm gonna what I'm gonna do is I'm gonna send over the information on that building to you just so you can see the color, see what see the details on it, uh, and so that you can you know talk it over with your wife. What uh I got your phone number here now that you called on, but what is a good email address I can send that to?

Cord 1:00:19

That would be Cord C R D at Shad Geekball. Yeah, right. Just for playing's sake.

Caleb Becker 1:00:25

Yeah, we got it. Awesome. Okay, cool. And uh, all right, so I got that. So, here's what I'm gonna do. I'm gonna we're gonna I'm gonna just we're gonna send that over to you. You have a look at it. You just give me a thumbs up if this is like what you what you have in mind, or if you want to make a change or you want to uh explore another option, just uh just let me know and uh we can take care of you from there. All right, perfect. I will be looking for it. Thank you very much, Caleb. Awesome. All right, Cord. Well, I'll be in touch and uh we'll see how it goes. Thanks.

Key Takeaways And Closing

Cord 1:00:53

And scene. Hey, look, Caleb, like hey man, you've got your stuff. Um I was probably being a little chatty there, but honestly, if I'm buying something and it's Cord Koch buying it, I'm gonna be a little chatty with the salesperson because I know what it's like to be on the other end of a phone, you know, whenever

Caleb Becker 1:01:10

See it's so funny though, because like when you get a when you get someone calling in cold, um, like you'll get this is a very this happens quite a bit to me.

Cord 1:01:17

It's like, yeah, I'm over here looking at sheds and uh uh how much does it cost?

Caleb Becker 1:01:22

Yeah, right. Like you've got like 20 different styles of explosion. Yeah, it's like you don't want to make them feel bad, you know. So you're just like, oh yeah, yeah. Is there a particular one that you do uh that that interests you? You know? And at this point, I don't have his name yet. I don't know anything. So, I tried to just like you know yeah, this one over here, this brown one over here. Oh, brown, oh the brown with windows there, yeah, yeah, okay, yeah. And he says, How much does that one cost? Well, now this is like my cue. Okay, I didn't catch your name, right?

Cord 1:01:50

Yeah, right, right. Like, oh yeah, John.

Caleb Becker 1:01:52

Hey John, how's it going?

Cord 1:01:53

Yeah, let's reset. Let's get back to well, Caleb man. Um, dude, I think you are I think you're doing a great job. I think that your approach is so uh is so straightforward and is um so replicatable. And I mean I said it to you off air, but I'm I mean it to you on air too, which is you keep doing such a good job of delivering such practical advice to people. Uh, and somebody's gonna want you to go out and run a region of uh of a company because you know there are lots of dealers out there uh who could use who could use your advice and could use that kind of helping hand. And so um, dude, I very much appreciate it. I had fun with you the whole time, particularly had fun with you there right at the end with with uh with with uh you know doing a little role play, uh, which is always good, right? As salespeople, you know, just break with reality every now and then and and just do it. Put yourself through it, you know, put yourself through it and and get your reps in. Like Caleb said, this is a a game that requires reps. Um, and and you don't always want to take those reps whenever uh $18,000 shed is is on the line, right? Like maybe take a rep uh you know with with uh with a friend, with somebody you trust, with a colleague, uh with a with uh uh one of your fellow dealers, right? Take a rep with somebody else and um and just make sure you can work through every piece of that and be clear and be concise and always get back around to what Caleb did right there, which is all right, that funnel keeps getting narrower, right? I've asked questions, asked questions, asked questions. Now you're getting into that standardized template, and now we are in money making time because the more people that we can get into that standardized template, now we're now we're working the numbers. Now we're actually getting true conversion rates, right?

Caleb Becker 1:03:44

So absolutely, and you don't need to be afraid, you don't need to be afraid of bothering them because at that point they're expecting information from you. So don't be worried about sending them stuff.

Cord 1:03:52

Yeah, uh totally, totally. Well, Caleb, thank you, thank you, thank you so much for the conversation. I really appreciated it. And uh and would I've been happy to make your acquaintance and I'd really like to uh uh you know continue to keep up um some conversation and uh I uh you're doing a great job. And I guess all I can say is keep it up. Uh that's what we like to see at Shed Geek. Other people who are just out here beating the drum for good uh good processes, good business, uh growing business in the shed industry.

Caleb Becker 1:04:24

Yeah, absolutely. Well, that's been a lot of fun. I appreciate the opportunity.

Cord 1:04:28

No problem. All right, guys, that is the end of today's episode. We will see you next time on the Shed Geek Podcast.

OUTRO 1:04:37

Thanks again, Shed Pro, for being the Shed Geek studio sponsor. If you need any more information about Shed Pro or about Shed Geek, just reach out. You can reach us by email at info@ Shedgeek.com. Or just go to our website, www.shedgeek.com, and submit a form with your information, and we'll be in contact right away. Thank you again for listening, as always, to today's episode of the Shed Geek Podcast. Thank you and have a blessed day.