From Sales Grit to Growth: Lessons from Mid-America Mister Sparky
Kenny Chapman and Chris Chrew welcome Darrell Boyd and Aaron Hagan from Mid-America Mister Sparky! They take back the curtain on Mister Sparky’s winning strategy for sales success – including the key role of company culture, the power of grit, and...
Kenny Chapman and Chris Chrew welcome Darrell Boyd and Aaron Hagan from Mid-America Mister Sparky!
They take back the curtain on Mister Sparky’s winning strategy for sales success – including the key role of company culture, the power of grit, and intentionality around sales.
You’ll hear more about avoiding the top-line sales intoxication trap, the importance of being disciplined with your focus, and the ongoing blue collar “tsunami.”
- Kenny Chapman and Chris Crew kick things off by introducing their guests, Darrell Boyd and Aaron Hagan, and by sharing how Chris and Aaron actually go way back.
- January 3, 2005 was a career-defining moment for Chris: it’s when he went to work for Mister Sparky in Atlanta.
- Mid-America Mister Sparky is the largest privately-held franchise in the HSB network.
- Aaron and Darrell touch upon them meeting at an electrician on-time class back in 2007.
- Darrell has a message for all those in the home service industry: It’s a tough space to be in, but you should never forget that you do have support as well as access to others.
- Kenny doesn’t believe in number ones and number twos…
- His approach ties into Dan Sullivan’s concept of Unique Ability.
- Darrell and Aaron talk about how, as dominant number ones, they deal with people who have strong personalities.
- Not being on the same page is something that rarely happens to Mid-America Mister Sparky’s Darrell Boyd and Aaron Hagan.
- Aaron opens up about his “this will not fail!” attitude, especially when he started his joint venture with Darrell.
- When he first started, Kenny was one of those “you don’t understand my market” people.
- Kenny is a fan of treating a small market as if it were smaller.
- With Mid-America Mister Sparky, Darrell and Aaron are in over 10 different states.
- Aaron illustrates Mister Sparky’s approach in the region Darrell and Aaron are guests of.
- Years ago, Kenny shared an important lesson with Chris: Always aim at making your future greater than your past.
- A company Christmas gala is something Aaron and Darrell use to build a better company culture – they take back the curtain on what that experience looks like.
- Kenny sees everyone on the balance sheet as the most important asset home service businesses have.
- Kenny really likes Chris’ principle of wanting to keep the main thing the main thing.
- Darrell and Aaron explain how they have been able to avoid the top-line sales intoxication trap and be disciplined with their focus.
- The average ticket among the Mister Sparky locations Aaron and Darrell manage is $1,500.
- Intentionality around sales has been one of the keys to Mid-America Mister Sparky’s success.
- Kenny doesn’t believe in failure but only in results.
- As the saying goes, “Your first million is always the hardest.”
- Aaron and Darrell discuss how they went from watching and learning to becoming those people that watch and learn from.
- Chris warns against growing at the expense of not being profitable.
- Kenny sees the beginning of a shift in the home service industry: the blue collar class will replace the white collar class in this space.
- For Aaron, grit is one of the most important things to have to achieve success.
- “If you’re not failing, you’re not trying,” says Aaron.
- Remember: When you fail… it’s not over.
- Darrell talks about the importance of having urgency match the need.
- At the end of the day, the home service space is a people’s business.
Mentioned in This Episode:
HomeServiceBusinessSuccessShow.com/s2e4
Darrell Boyd on LinkedIn
Aaron Hagan on LinkedIn
