From Referrals to Reliable Growth for Trades and Construction Businesses | Adrian Henry

Trades and construction businesses don’t usually fail because the work isn’t good. They stall (or break) because the foundations underneath the work are shaky: cashflow, systems, and consistency.

In this upcoming live conversation, I’m sitting down with Adrian Henry from Business Grower to unpack what actually helps contractors grow without overcommitting, burning out, or getting smashed by “surprise” tax bills. We’ll talk about the unsexy stuff that keeps a business stable, and the practical moves that help you look more trusted, stay front-of-mind with past clients, and scale in a way your team (and your personal life) can handle.

You’ll take away:

• Why cashflow is the first trap for new tradies, and how GST/BAS catches people out
• How to build a “solid foundation” so your business looks professional and trusted early
• Why owner visibility builds trust faster than trying to look like a big company
• How process and accountability beat motivation when you’re flat out
• What growing really costs once you start hiring (beyond wages)
• Why a CRM and simple follow-up keeps you front-of-mind and fuels referrals

Guest bio:
Adrian Henry is a Geelong, Victoria-based business advisor and the founder of Business Grower, where he helps trades and construction businesses build stronger foundations across cashflow, systems, and practical growth habits. He’s worked across sales and business development roles in multiple industries and focuses on “keeping it real” for local business owners.
 

• https://businessgrower.com.au/
• info@businessgrower.com.au

Host bio:
I’m Wes Towers, founder of Uplift 360 and host of Built. Trusted. Chosen. I help trades and construction companies be built, trusted, and chosen online through high-performing websites and Search Everywhere Optimisation. https://uplift360.com.au/

Want to be a guest on Built. Trusted. Chosen.? Book here: https://uplift360.com.au/built-trusted-chosen-podcast-guest-booking/

Transcript

SPEAKER_03 0:00

Welcome to Built, Trusted, Chosen, the podcast for leaders and marketers in trades and construction. Hosted by WizTowers from Uplift360.

SPEAKER_00 0:12

G'day Adrian. It's fantastic to have you on the show. Today I'm really excited to unpack some learnings for our audience of trades and construction people, the show being uh Built Trusted Chosen. So just so people can understand who you are and where you're coming from, uh, if you could let the people know a little bit about yourself.

SPEAKER_01 0:31

Thanks, Web. I really appreciate the um opportunity to speak on a podcast with you, Built Trust and Chosen. Um Adrian Henry, um from a town uh just in Geelong, Victoria, Australia. And have a business called Business Grower, which sort of explains what I do in the business name, which was half the idea, but uh it stems a bit uh further than that.

SPEAKER_00 0:59

Yeah, it's brilliant. And I'm obviously familiar with a lot of your work um because I'm in Geelong as well. So the little little place in uh in Victoria, well, well, it's not so small anymore, it's not really a small town, it's uh it's more of a city these days, but uh the the benefit you're certainly known and respected around town, and I'm sure whatever learnings you have to share will be um transferable and relatable in in all sorts of places around the world. We have a global audience. So uh maybe let's speak to the the built side of things. What what what what are you building into people's businesses and what are they um needing from you um so at this point in time?

SPEAKER_01 1:40

From a building and construction point of view, I find a lot of the businesses, and I'm I'm going to start with the smaller businesses who were working for a boss, they did their apprenticeship, they've done their time in the building construction industry, and they are great at what they do, really, really good at what they do. But what you what I often find is they struggle with the business side of things and actually growing the business. So they might get a few initial referrals and they think they can do it all themselves, and they think that uh repeat and referral business is the only way to go, and then all of a sudden they have a really quiet patch in their business. So I can help them with that.

SPEAKER_00 2:25

Yeah, for sure. I I I think m a lot of founder-led businesses, and I can speak from my own experience, you start out with a skill set and you you take that to market, and you've you've worked in other companies doing the very thing that you're going to sell if it's a service-oriented business, um, and then you find out the hard way that there's a whole bunch of other stuff that uh are involved in in getting a business running and it's and successfully running and and even just attracting enough clients in those early days can be challenging. Um, and as you say, the the cash flow. And um what do you think the common someone just starting out? We'll we'll go through the journey and and different stages of business potentially, but what's the starting out? You've just started a trade business, it's you're a Sparky. Well, those internationally, that's an electrician. We call them Sparkies here in Australia. Um so they're just starting out, they've brought their skill set, which might be a great skill set. Um, and uh what what are the common traps that they fall into in those early phases?

SPEAKER_01 3:25

Number one trap is the C word, and that's the cash flow. You did mention that earlier, and unfortunately they see all this money coming in, and their charge rate is X amount of dollars, and they've got work coming out of their ears, and they're buying, they're going down to Total Tools, All Tools, all the tool stores, buying all their fancy Milwaukee gear or Makita or whatever their chosen brand is, and thinking this is great, this is heaps of tax deductions, and then the quarter goes by, the bookkeeper or the accountant taps them on the shoulder and says, Um, you have a uh tax bill here, you just need to tidy that up for us. And in Australia, it's a uh business activity statement, and all of a sudden they fall off their chair thinking, I've already spent that money, I forgot to put aside the GST, the goods and services tax, into a separate account. That's just one of the I hear often.

SPEAKER_00 4:21

Yeah, I've got a a story story about that. Many years ago I was working with an electrician who was uh seemed to be doing really well and he hired people super fast and he bought a fleet of fleet of cars um and so or may have um leased them or what have you, but he had committed, he had overcommitted and so he just couldn't, you know, he he um overextended himself and whilst it was a steady and stro solid business and it was probably going to grow to something substantial, he just sort of jumped in a little bit too soon, probably not knowing his figures all out well and and sunk before he had a chance really to to to shine as a business. Um do you what do you think how how do people go about their the numbers so that they get a really good understanding of what they look like and even project what might be coming in the future?

SPEAKER_01 5:15

The projections are really hard because it's not in a trade psyche. They learn a little bit about that at school, and I'm not coming across to be a a professor in this area. I did uh study study commerce and have a finance background, but that's not the be-all end all. It's the key to it is to speak with a professional that's either been there, done that, and fallen in those holes and picked themselves up again, or engage someone professionally to guide them through the process. Now that's a little difficult because sometimes they're a little scared of professional service fees that they might have to pay and think, I'll be right, she'll be right, I'll do it myself and I'll be okay and I'll get some advice along the way, but it really should be done at the start, and that's budgeting, forecasting, and pretending that you're already at the end of two quarters, so six months, and having a look at what that vast looks like with the income and expenses, because it's simple. Income less expenses equals profit.

SPEAKER_02 6:28

Expenses include income and unfortunately it's a loss.

SPEAKER_00 6:34

Yeah, for sure. And so to dial up the um dial up the sales and the um income is is is one great solution if you if you have been spending a bit on setting things up and and so on. So um what do you think are the best ways to grow because most of these trade-based businesses and construction business, they'll be local businesses. What do you think are are the best and most powerful ways to to grow that type of business?

SPEAKER_01 7:04

100% of the time, and I'll talk in the building construction industry, you can't build a house on a on a very unstable foundation. So you have to get the foundation right. That's and I'll talk there because the concrete, the base, the concrete, the Rio, everything has to be solid. And what I'm talking about that with the business point of view is to make sure that your business stands out, looks professional, looks trusted, and you can do that utilizing good graphics, so logos, websites, social media, and you can look really professional and crisp, investing a little bit of money early to be able to show that your business is quality and trusted.

SPEAKER_00 7:59

Yeah, 100%. I mean, getting the logo right the first time is so important and it sounds so simple, but um, because it's going to be printed on business cards and if you're going to get your vehicles signed uh as well and uniforms and and all the other bits and pieces, to have to do that again, it's a it's a costly mistake. So it's worth spending a few bucks and making sure you get these these branding elements, and it's not the whole brand, but it is the visual element of the brand to a large degree. So to get that stuff bedded down, so even the colours, so you might um if you set yourself up in a in a way that you know you want to have branded uniforms and so on, um, you want to make sure these things are done foundationally right the first first take and then it massages through. What about um it feels as though to me there's businesses have the potential to sink into the sea of sameness. And we're we're seeing that probably more and more with AI as well, because people are writing what's seen to be great content and information and marketing material and so on. But because they're using the same tools and leaning upon leaning upon them quite heavily, they're coming up with the create creative ideas. It's kind of a generic kind of output. What do you think are the keys to finding your uniqueness so you can stand out and shine?

SPEAKER_01 9:22

I think from a business owner, and let's just talk about a sole trader or company with um with a director that's just finished up with a boss and has an apprentice and maybe a sidekick. Um I think the number one thing is to keep the business focused on them and who they are and what they do. Unfortunately, a lot of tradies and in the building construction industry like to hide and don't want to show their face and don't want to be the face of the business. And but the reality is they need to be because that's who you're going to trust your hundred thousand dollar extension to. That's who you're going to trust your commercial uh fit out to. So you need to know who is the owner of the business. And even to the extent a lot of people cringe when they hear this, but on their business cards, they need to have a picture of themselves. And when they push back on me about that, when I push that, so okay, so do you have a Facebook page? Yes. What's your what's your uh Facebook profile pick? Oh, it's myself and my dogs. Okay, well, you your picture's out there anyway, so what's what's the problem? Because people judge your business before they even meet you, whether it's online or whether they've seen your business card or a flyer.

SPEAKER_00 10:59

Yeah. It's a distinct advantage for a founder-led business who's involved in the business on a day-to-day basis to lead with that personal brand. And so I 100% agree that having your photograph on your business card and and even in your email footers and so on, people might be engaging with you prior to meeting you in person. And so by the time they see you in person, they kind of have a sense that they already start to know you and like you and trust you, hopefully, um, because they've seen your photo so much. I get that all the time simply because um it just feels as though when I meet someone for the first time, it feels as though we're already we already know each other. It's almost like we're speaking as mates already because of the um material they may have engaged with. So I 100% agree. That's it's such such a distinct advantage. It's a weird thing. Small small businesses try and do what big businesses do. Um they're trying to appear bigger than they are, and then bigger businesses are trying to be more um appear smaller, so look more um connected with their customers and all that uh on stuff. So it's an interesting um dynamic and and mindset. With um with the how much of the business so there's the numbers and the figures and the hard stats and that sort of thing, but how much of is it is it mindset as opposed to the you know the the accounting and the you know those sorts of things?

SPEAKER_01 12:22

Mindset's really important. I mean you you've got the get up and goers and then you've got the people that can talk it but can't walk it, the businesses that really need assistance with that. So mindset's definitely the way to go, but the the found I just keep going back to this foundation and making sure that they have a foundation. One of my favorite words is process, process, process. So if you have a process where you get up in the morning and you walk your dogs 5k and then you go back and you brush your teeth the same way everyone does, they put the same shoe on, the right shoe on first, the left shoe on next, or vice versa. If we all have a process, so if we can follow a process and really structure that day and just go, it's I really can't be bothered. I might just sleep in for an extra hour, or you know, I might just avoid making that telephone call that I need to make to a disgruntled customer, whatever it is. You need to have a process to follow and block out certain times because I was only speaking to my wife about it last night, and she pretty much works nine hours a day, and then you goes to the gym in the morning, and then at night time, you know, prepares dinner and we do our home duties and then washing and the folding, etc. And then we just get home and we're exhausted. And we were talking about pulling apart the day, saying, what can we sacrifice in that day to become more effective and to spend more quality time? So and the other thing I failed to mention is the support. If you don't have that family support, whether it's a partner, whether it's a a father, mother, uh mentor, whoever it is to fall back on and occasionally keep you in line and question you and make you accountable, I think that's where a lot of small businesses fail because it's like Groundhog Day. They're just an insanity that they think they're going to get a different result doing the same thing every day.

SPEAKER_00 14:21

Yeah. And I suppose we all have a tendency to avoid what you know, the things that we don't enjoy and like. So we we procrastinate on those things that are potentially the most important things. And so um having someone in your corner to to keep you accountable to the important things that, whilst might not be comfortable, that might be where the best growth comes from. So that's true in in businesses as you know, always to no matter what part of the journey. We've spoken a fair bit about the the smaller guys just starting out. What there's probably roadblocks at it at different stages of business and the and the size and scale of business. What happens? What do you see become the issues as as a business grows into, say, we've spoken a small, let's look at medium-sized businesses. Uh new challenges, I suppose?

SPEAKER_01 15:12

Yeah, it's new challenges, but it's that uh equilibrium point where it's like, I don't want to grow my business anymore. And let's just say you're a builder and you have that apprentice and you have the laborer that's uh and everything's ticking along beautifully, and you start ramping up things, and then all of a sudden you picked up another job and you can't physically do that yourself, and you need to employ someone, the cost of employment, which people don't understand, is huge. I have a recruitment background as well. I wore many hats over my journey, my career, and they just don't understand the cost of business in relation to employment. It's the second highest cost of business, and that is it's not just paying the bro salary, it's making sure that you pay the tax office with the PAYG, superannuation, which is increasing each year. Um, sometimes payroll tax if you have a number of staff, uh, work cover. Uh so in Victoria here, the Victorian WorkSafe authority is called WorkSafe. Um, you have to pay a percentage of that to make sure that um you're paying your dues and the insurance is covered, and then you you have extra insurances. So that that's sort of exponential when you're talking about increasing your business. And some, like you said, they just go way too big too quick and they can't handle that. But then it's feast or famine scenario as well, where they're feasting and they're eating like a king, and then all of a sudden winter comes, and we'll bring a bit of um it winter is coming, uh, they have no no work, and the guys are forced to take annual leave, or they don't have any work, or they have to lay someone off. That's a terrible scenario to be in.

SPEAKER_00 16:58

Yeah. With the recruitment piece, no doubt, um, a big portion of the cost to the business is the time to train them up as well. And so, you know, it might be it might feel like you're just pouring in a whole bunch of time initially and um not getting a financial return on that. And so especially then the training costs, but also then off the back of that, it means you've got to keep keep your team team members engaged once you have invested into that into them so much.

SPEAKER_01 17:28

Yeah, retention is retention is huge. And and unfortunately, I I think, don't quote me, but it's about two to two and a half years is the average retention of a staff member nowadays. Now that goes across many industries, but there's so many things, boxes that you need to tick as an employer to keep that employee engaged. I have a uh uh stepson that's a fully qualified plumber. Uh I've got a stepson that's halfway through an apprenticeship uh as a boat builder. And to keep them engaged, I take my hat off to their current employers because there's so many offers out there and and uh shiny things in the distance for them to consider that even two or three things that are really annoying those employers, employees, and let's just not just look at apprentices, but you know, full-time wage earner employees, to keep them engaged is really, really difficult.

SPEAKER_00 18:32

Yeah. There's a bit of a shortage in in uh qualified trades and and so on. So, you know, the because there's not many getting around, um, you've got to fight hard to attract them into your business and and keep them because there's probably other people ready to poach them, ready to snavel them up. So that what do you what do you think some of those key things you can do to keep uh a staff member engaged for the long term? So they they stick around longer than hopefully that two and a half years or whatever it is.

SPEAKER_01 19:14

Um I think it's investing, definitely investing time into each of the employees, um, listening to their needs, looking for triggers and responses during the day. I'll give you a positive example. Um, I remember uh one of the lads came home and said, the boss buys us coffee every day. It's absolutely awesome. They just thought the coffee was amazing. Now that coffee cost the boss five dollars a cup, whatever it was per day, you know, expand that out to twenty-five dollars a week, etc. Now, he might not have been paying him he'll be paying award wages, but he might not have been paying what the guy next door was paying. But he the guy next door might not have had the coffee, that might not have had the hey you can knock off early, might not have had that flexibility. And a lot of staff in particular trades are looking for that flexibility where they want to knock off early, as we say in Australia on a Friday and you know, go away for the weekend and have that flexibility where it's um where in the past it's been very, very rigid and they hear of it because they talk, the staff members, and they say, Oh, don't you do that? Don't you go on events? Don't you guys play uh ex-golf or you know, catch up together? Oh, our boss does this, this, and this. So, you know, it's it starts that whole um engagement of our staff member and really keeping them highly engaged.

SPEAKER_00 20:46

Yeah, the the culture of the company. And it I suppose the culture would be to a large degree to a reflection of the the attitude and values of the of the founder and those that are in charge. Um and so certainly I see this a a little bit. I mean, there it can be a high pressure uh industries oftentimes, you know, things go wrong, um, timelines get blown out outside your control because the person ahead of you in the in the construction project was delayed and therefore he's messed up your timing and a whole bunch of stressful things as business leaders. Um, so trying to keep that in check and and making sure that stress doesn't reflect into how you how you communicate with your with your team, that that's probably a challenging thing.

SPEAKER_01 21:34

Yeah, it is challenging, and I think from a business owner point of view, you're right. It it's all about that business owner and what their morals and ethics, etc., are and how they've been treated in the past when they were going up through the ranks. So I think it's really important to to praise in public and put down in private. So it back in the old, the old day, olden days, and my father's a qualified builder, work on commercial. sites and and residential. I didn't get his genes, unfortunately, so not very good with my hands. But um yeah back in the day it was like you know throwing things at the at the apprentice when they haven't done things correctly and yelling at them and abusing them etc. You can't do that anymore. But having a quiet word and really getting into what's happening in the person's life, you know, they they could be going through something pretty terrible in their personal life and not bringing that to work, which is fine. But if a if a good boss will identify that they can cater for that when they're dealing with each an individual personality.

SPEAKER_00 22:40

Yeah. Yeah that's it. So all these things behind the scenes are so important in a business but let's let's look at the like the uh customer facing stuff for a bit now and how how does how do people grow uh if they're looking to scale what are some of the things that they should be looking at introducing or or focusing on as a as a local business to to um grow their businesses many building construction businesses that I speak with in the area don't have a good CRM so customer relationship management system so we explore that with them as to what might be a good system for them.

SPEAKER_01 23:21

Now in the building construction industry in Australia and actually worldwide there are software packages called SIMPro there's service mate which is M8 ServiceMate uh Tradefy um uh Litsi the Fergus there's so many of them and and I can help them with that because I've used a lot of these systems and they might think I don't want to pay X amount of dollars per month just to keep customer records. I'm happy with what I'm doing. They're all in my phone um I've got them in Zero or myob or my bookkeeping package and and where I take them on that journey is to talk to them about their existing client base because unfortunately let's just say they've done a little job for Mrs. Jones where they've uh built a deck for her and they've gone in built the deck and off they go. And then Mrs. Jones never hears from them again. Mrs. Jones needs to hear from them again to make sure that they are front of mind when she's making another purchasing decision. And that is she might need her doors adjusted she might want a new kitchen a new bathroom an extension a renovation and if you've really looked after old Mrs. Jones she's going to tell 10 people about your service and business. So they're not leveraging the existing database and to do that is just sometimes a quick phone call or it's an email or it's some sort of social media um post that they've done that Mrs.

SPEAKER_00 24:59

Jones is following yeah 100% it's a lot of this stuff can feel overwhelming and because there's so many options too right with the software opportunities and because there's so much it you just kind of delay making a decision. I think this is why it's critical to get people in your corner who know who have had experience with a bunch of tools and they know what pragmatically is going to work um in under circ different circumstances. So I mean it's a shortcut to success leveraging someone else's experience and ideas and thoughts and just get it done so much faster than trying to dabble and figure it out and you you choose a a platform or or whatever it is and you find it's not great and there's a better one and then you've got to rework it all into the new thing and then everyone gets frustrated because they've just learnt how to do something and then they're onto something new. So I think that's the value of getting expert advice. I mean of course yes ask your mates if they're in the similar fields of what they're what they're up to and how they do it. But they might have not made the greatest decision either because they've only got their limited understanding as well we all we all do but someone who's seeing it like you um from all sorts of different angles I think it's think it's powerful. Do you think with the with the tech piece the other the other aspect I like to think think about is if it's all in the founder's phone what happens if he's sick for a a week or or longer? I mean I was speak talking to a guy um who had a serious nearly died his um and his wife had to pick up the the business this was a he was on the on the podcast um you know he was in the hospital a long time and so even things like knowing who to who to pay the invoices for who you know how to how to get into bank accounts to pay and and all this kind of stuff. A nightmare without systems it was just the traditional thing of the the founder running it all and having a a team doing the work but no real simple way for someone to pick up the pieces.

SPEAKER_01 27:07

Yeah it reminded me of a something really really important that uh someone very wise once told me and that was when you start a business it doesn't matter how small it is build an organizational chart to what the business will look like in the future so that sounds really silly because it might be where's towers constructions director where's tower towers uh bookkeeper where's towers marketing manager where's towers admin manager where's towers cleaner and fill your name with the whole organizational chart that cascades down into that bottom level and I'm not talking about bottom as in that's a worst job good job but put your name in there and then build systems around those positions and make sure you have a position description for each one of those roles and then number one thing is to try and replicate yourself not so much your skills because you know I can't I might be very good at running your business for you but I can't swing a hammer properly or you know use a nail gun effectively or measure something correctly. However you need to replicate yourself and that's where when you grow have someone in your corner early but then have that bookkeeper doing your bookkeeping have the accountant doing your accounting which they have to do anyway have someone doing your social media for you and if you're not good at certain things use the use the analogy of put your aces in your blazes so if you can afford to do that put the right people in the right roles that can do those things effectively and move on and get onto the income producing things that you really enjoy doing as a business owner yeah yeah 100% and the things that only you can do or to a high level I mean what do you thought what what do you think the last kind of roles and functions thinking about that org chat what are the last things you should be giving up as the founder led business I think you need to learn them all and I'll I'll talk about my sales and business development experience and that's yeah that's what I've done for over 25 years amongst other things and that is a lot of businesses ask me to go out and do their prospecting for them and cold cooling and door knocking to businesses. And I push back I won't do that for them I will however grab them by the scrup of the neck throw them in the car and we'll do that together and I will teach them how to do that and how to put a process in place to do that as part of and then when they get a little bigger they can actually employ a business development manager or an account manager or someone to look after their existing clients and look for new business. So that's at the the top level I would say from a business owner's point of view. From their point of view it might be hey you just need to let go of some of these tasks that you really really enjoy doing but it's not income producing for you. And I talk about the dollar an hour thing and this is not putting anyone down but there are jobs that are worth about $30 an hour in Victoria Australia. Yeah. And if their charge rate and I'm talking about gross charge rate not gross margin which is a big difference their gross charge rate is $120 per hour or $150 per hour and they can earn that money but they're doing a $30 an hour job that doesn't make sense and I'll break that down for them.

SPEAKER_00 31:00

Yeah yeah that's so true. I mean sometimes we avoid I think I said it before we avoid the things that are most beneficial just because they're uncomfortable and that sales piece the you know the business development it does feel uncomfortable a lot of times because no one wants um you know that perceived rejection and all that kind of stuff you you know uh you need to be fairly resilient and robust in that sort of environment so I I think that fear um I love the way you do it to g getting in the car and going around and help you know support them on the on the ground rolling up your sleeves but getting them to do the work so they know how to do it and and then eventually potentially train other people in the way that in which they should go um love it.

SPEAKER_01 31:48

And obviously sorry where's a we talk about meeting um I have a different view on this and also speak with business owners and uh you know builders, construction etc I try and pick the time that they're going to be engaged. Now if that's 6 30 in the morning over a coffee or breakfast then that's when I'm meeting them. If that's on the work site with nail guns firing off and sores going and blasting but we're standing in the corner and it and the owners keeping an eye on their staff but we're still talking and we're using it because they're a they're a visual person, then that's where I'm meeting them. I think that's really important. It's not about well you need to follow my structure and you need to uh see me at nine o'clock and we need to meet at this particular place and this is what we're going to do that's fine I'll give them a structure but work around them.

SPEAKER_00 32:38

Now if it's a a Zoom meeting or a Teams meeting that's okay as well but we need to talk about um being engaged for that particular time because business owners you know very well we can get distracted really easily yeah 100% and I think uh I mean in my own journey with some of these things one of the best things that I did was join some networking groups um and as a young business person I felt pretty inferior to the room you know with uh a whole bunch of business leaders and um that's how you might feel starting out in that some of these things but then the growth cycle in that you're observing how other people present they're talking about different businesses of course but you learn the craft and you you see what's working and you get some education around that I know you're a massive networker. I love that that about you um it seems like because I'm in Geelong as I said before we're both in Geelong it seems like you know everyone in town um in business um your network is phenomenal so um if yeah if anyone's in Geelong and needs support I I would highly recommend they they chat to you and potentially to ask you about some of the network opportunities to talk to you and and you can explain to that in person what what might suit them.

SPEAKER_01 33:59

I enjoy I really enjoy I really really enjoy inviting um tradies to networking events they're like an absolute fish out of water but I really really hop them and then give them guidance. A lot of people that go to and I'll talk I'll go off that network networking tangent they'll go to a networking event that might be a Victorian building authority or whatever they're calling it now event it could be a trade day etc and they go there they beeline someone that they know and they go and speak with them they have a lemonade together they'll have a little niblies together and that's pretty much it where I'm teaching them to work the room. They've already researched the list of attendees they've already jumped onto LinkedIn and Facebook and and looked at all the socials about this particular person because they want to target that person but all they're looking for is hey do you know this person? Can you introduce me? Well yeah I can but you need to research and why do you want their business? Why do you want to get into their oh it'd be really good to get into the city of greater Geelong and do construction at City of Greater Geelong for example or it'd be great to be you know be able to build so and so's house well you need to research that it's not going to come so I'll give them the techniques and go with them to the events yeah yeah the the process of all that there's so many key insights that someone can like you can give because you're an expert in the field you're obviously brilliant at that aspect I've I've seen it in uh in full in full flight.

SPEAKER_00 35:32

So this might be the oh before we kind of get to a close and people can find out how to connect with you um was there a question that I missed that I should have asked you and and what would the answer be to that?

SPEAKER_02 35:47

That's a that's a really good point. So from an experience point of view and that is why should people contact me as business grower?

SPEAKER_01 36:02

And the answer is that I give trusted advice and I am a trusted business advisor in the region. I'm growing that region where I'll be able to do things online. So if anyone wants to reach out I can certainly uh put sessions together but I have a passion for helping businesses grow and because I've been in 10 different industries in sales business development management from all walks of life then I'm I keep it real to be able to help businesses grow or help businesses start yeah yeah great great I love it and so how do people find out more how do they connect with you I'm on all the socials uh you'll see me uh walking down the street and videoing and you'll see my dogs in my house and uh they'll be featured as well businessgrower.com.au um just developing the site to the next level and typically just started off simple and this is what I help uh local tradies and building construction people with um Facebook Instagram Google so some nice Google reviews there as well where I've helped some local businesses painters um uh handymen and uh you know trailer manufacturers there's all different uh types of people there so just uh jump on to Google and uh otherwise info at businessgrower.com dot au fantastic Adrian so I'll definitely put those uh the websites and even the email address and so on into the uh show notes so people can find that easy and I encourage it it's uh sounds as though you'll be serving uh not just Geelong obviously there's a a key uh benefit of being local but um it sounds like you'll be serving people all around as well so I encourage everybody to to check out what Adrian's up to and connect thanks voice it's great thanks for listening to built trusted chosen brought to you by Uplift360 visit uplift360.com dot au