Making the Most of Every Learning Opportunity with Jeff Burley

• 00:37 - Steering Customers in the Right Direction
  “When a customer wants something we can’t do, I steer them in the direction of: we can’t necessarily do this, but we can do that.”
• 03:46 - Benefits of Building Trust with Customers
  “Our reputation speaks for itself among all the builders around here.”
• 04:34 - Seeing Through the Lens of Production
  “It’s not just what it takes to get the job sold, it’s what it takes to get the job completed.”
• 07:40 - Understand the Product & Process to Sell Better
  “The more knowledge you can get about how Sundek is installed and how it’s produced and all the obstacles that come with it, learning all those things in the long run is going to make you a better salesman.”
• 10:32 - Selling the Company to the Customer
  “I solidify what we do and what we’re about. I share that 4 out of 5 crew leaders have been with us since 2005.”
• 11:59 - On His Favorite Job
  “Big. Simple. Profitable.”
• 13:35 - On His Path to Ownership
  “I loved the feeling of sales—the rush of closing the deal.”
• 16:09 - Influences of Past Experiences
  “Looking back now [on his previous job as a college football coach] I really picked up on things. It’s still managing people.”
• 21:32 - Understanding Challenges & Staying Positive
  “I’ve got a really good core surrounding.”
• 25:24 - Getting New Ideas from Various Industries
  Burley shares that he listens to podcasts, audiobooks, and watches shows from a variety of fields: finance, real estates, etc. “I’m not selling real estate, but they’re still managing a team and managing people, and there are still things you can pick up from that.”
• 28:19 - Networking & Putting Yourself Out There
  “You never know when you’re going to spark a new relationship that could turn into something really beneficial in the future.”
• 35:44 - Setting Boundaries
  “I definitely try to shut it down as much as possible. When I’m at home, I’m home.”