Pain is Your Ally - Part 1

Waste No Day: A Home Services Motivational Podcast

Brian Burton & Nate Minnich

Entrepreneurship, Business, Business:entrepreneurship

5.0 • 547 Ratings

🗓️ 25 January 2021

⏱️ 34 minutes

🔗️ Recording | iTunes | RSS

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Summary

In today's show, we discuss the topic of pain and how it is your ally. Most people will take great effort to avoid pain. However, as every homeowner knows, pain comes built into every house. The home services industry was born out of a desire to avoid pain. We invented tools and machines to make the home more comfortable. We want lights in our house to avoid having to use candles. We want working toilets to avoid the cold outhouse. We want on demand heat to avoid chopping wood or shoveling coal. Along with these inventions always comes a need for repair and replacement. This is where home service professionals encounter customer pain. When something is broken or not working properly, the customer is in pain and wants it corrected. Understanding the pain of a customer is in not only makes you empathetic but also helps you fix the problem with the best solution. Like a good doctor, a technician must first conduct an exam before prescribing the remedy. Understanding the pain is what makes it your ally.

Transcript

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0:00.0	Welcome to the Waste No Day podcast, a podcast specifically for and about the home services industry as it relates to plumbing, heating,
0:22.7	air conditioning, and electrical. More than a podcast, Waste No Day is a credo, a determination,
0:29.4	a mindset. It is a never-ending discipline. It is a refuse to lose pursuit. It is a wake-up call
0:36.0	every morning to waste no day. Now here's your host,
0:40.5	Brian Burton and Nate Minnick.
0:50.7	Hey, welcome to the Waste No Day podcast. I'm your host, Nate. And I'm Brian. It's so good to have you with us today. We are going to be breaking down a great subject for you, and that is pain. Pain is your ally. And as we do with every topic, we start with a quote, Brian.
1:07.7	Allow other people to speak first. The important factor is not who talks, it's who listens.
1:14.6	The important factor is not who talks, it's who listens.
1:18.3	That's by Lana Everson.
1:20.1	Yeah, yeah, yeah.
1:21.4	So listening is definitely a key to understanding pain.
1:25.4	Now you might think that pain is one of those weird topics, like
1:28.6	what does it even have to do with home services? But it's the listening piece, the understanding
1:34.5	the pain of the customer, which is really what we're trying to get across in today's podcast.
1:40.5	That's right. And if you don't listen to what they're saying, you will never hear what that pain is. And really, what are we doing out there in the client's homes other than figuring out what ails them and offering a solution?
1:55.0	Yeah. So in part two of this podcast, we're actually going to have an interview with Caleb Harnish, who is a comfort advisor,
2:01.4	HVAC system equipment salesperson, and he will be giving us some practical advice for understanding
2:07.2	pain in the home. But before we do that, we wanted to kind of break down the subject for
2:11.2	you. One of the things that I find most helpful in understanding pain is the difference between
2:16.3	what people use as their buying strategy.
2:20.1	So a lot of times, you know, the flashy purchases, the exciting ones, those are a lot of times
2:26.1	made out of pleasure decisions, right? So I want to go on a vacation and I feel like I need a vacation
	...

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