Oct. 15, 2022
How to build your business & sales success with CORE values! ft. Tinos Marketis, Jr.
"The Sales Activist," is joined in the studio by "Mr. Express," Tinos Marketis, Jr. Joe & Tinos discuss the power of sales and business based on CORE values and the impact it can have on everyone! This episode promises to deliver great insights...
"The Sales Activist," is joined in the studio by "Mr. Express," Tinos Marketis, Jr. Joe & Tinos discuss the power of sales and business based on CORE values and the impact it can have on everyone! This episode promises to deliver great insights and perspectives on how you and your business can stand out and generate amazing results by focusing on set values and sticking with them. Don't miss this episode!
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Welcome to the Impact Sales Podcast. I'm your host, Joe Beck,
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and we've got a great episode in store for you today.
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Today we're going to be talking all about the importance
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of core values in the development of your business and
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exactly what that can lead to when you build the
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foundation the right way, with the right structure, and most importantly,
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the right core values. Before we jump into that, let's
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talk a little bit about what's going on in the
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sales world. What's going on out there. We're heading into
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the fourth quarter of the year. For everybody that's out
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there that's selling, you know, it can either be a
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great time of year for you to be selling or
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a very challenging time right But the one thing that
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we know is we get closer towards the end of
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the year, is people are looking at their annual sales
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objectives trying to determine how they're doing. Are they on track,
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are they accomplishing what they want to accomplish? Are they
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going to reach their goals? And if you're struggling out there,
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you're not quite where you need to be, and you're
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working on it. Stay tuned to the Impact Sales Podcast.
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We're going to continue to give you great content, great information,
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actionable stuff that you can take into the field and
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use and absorb so you can have it impact your
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own sales success. So today, though, we have a great
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guest in store for all of you. This guy was
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actually born into the construction realm. He was born into
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a family that owned a fairly large painting and general
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contracting company. He started at a very young age. He
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started at the age of nineteen years old. He actually
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was running large projects for his family at a very
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young age, and he's now taken all of that experience
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over many many years and built it into a very special,
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growing and thriving business. So with me in the studio
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today is mister Express Tinos Marquettish Junior with the Impact
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Sales Podcast. Stay tuned, we'll be back in a minute. Hi,
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this is Joe Beck with the Sales Activist. Are you
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a coach, consultant or entrepreneur who's struggling to create dynamic
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and consistent sales success in your business? Does your appointment
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calendar look like a barren wasteland with little to no
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appointment activity and unfortunately even less in your pipeline. Well,
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if that's the case, I want to help for well
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over thirty years, and after tens of thousands of live
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sales interactions and hundreds of millions of dollars of closed
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transactions for companies that I've worked with and for, I've
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developed a proprietary sales system where we can guarantee your
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sales success and guarantee to triple it within six months
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or less. It's our ISSM system, the Impact Sales Mastery System.
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You want to learn more details about it, just text
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the word sales to the number four oh nine five
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oh nine seven three five five. That's four oh nine,
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five oh nine. Sell his text the word sales four
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O nine five O nine cell, and I look forward
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to speaking with you. You don't have to settle for average
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sales results. And we're back with the Impact Sales Podcast.
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I'm your host, Joe Beck with me in this studio.
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He was born into the construction realm. His parents owned
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a fairly large painting and general contracting company. He started
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at a young age in the business. At the age
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of nineteen, just nineteen years old, he managed a commercial
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project of one hundred and seventy eight apartment and condo
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units for his father. He's been in the business for
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twenty eight years and now he's built his own driving
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company in the construction industry. He's the CEO of Express
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Exterior Design, a multi state construction for specializing in residential
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and commercial exterior construction. Please welcome to the Impact Sales Podcast,
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mister Express. Tinos Marquettis Junior. Hey Tinos, how are you.
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I'm doing well, Joe, I'm doing well. Thank you for
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the introduction.
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No, my pleasure.
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I was excited looking forward to this opportunity for us
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to talk a little bit. So I want to jump
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right in. I like to ask everybody that joins me
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on the podcast a starting question, and that question is this,
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how did you first get started in sales.
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That's a great question, Joe. I was born and raised
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in the construction industry, as you mentioned, so every day
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I would hear my mother and my father just they
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were operating through a sales process, closing down deals. I
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would go as a child to projects with my father
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and just watch him, you know, negotiate. So I literally
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one day, I was twelve years old on a project
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and my father had some additional work pop up, and
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I literally looked at a superintendent from the general contractor
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that he was doing the project for and I said, sir,
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you know, this is additional work and my father can't
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do this work for free, so we're going to have
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to up charge you for it. And from that point on,
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I just started to you know, I actually my father said,
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did you really have that conversation with him? I said, yes,
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he goes, well, you know what, now you can go
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give him the price. So I started. That was when
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I kind of started getting involved with it, and my
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father kind of just like you know, led me through
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a path of getting involved with those kind of situations.
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Yeah, that's great, That's that's so awesome, and it's really
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exciting to hear how you kind of grew up in
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a house where not only you were part of the
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family business, but you were seeing firsthand how they were
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handling those sales things, even at such a young age.
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So that's a that's a great story. Love. I love
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hearing stuff like that.
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I grew up in a house where it was the
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exact opposite my my father's like, whatever you do, don't
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get into sales. Much different than an entrepreneur household for sure.
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So you know, a lot of great things going on
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with Express, Why don't you tell me just a little
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bit about the company, what you guys are working on.
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I know you're now in multiple states and growing. Tell
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us a little bit about Express and you know the
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story there.
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Express six Steer Design is a family owned business. November
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of twenty eighteen, I decided to start Express S excuere Design.
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I looked at my wife, after so many years of
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doing interior and exterior remodeling, and I said, you know,
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I'm tired of being inside people's homes. I want to
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be outside of people's homes. I don't want to disrupt,
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you know, disrupt their home and personal time. Let's start
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an exterior remodeling business. So we started Express s Excior Design.
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And the first thing I did was I came up
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with three core values, trust, quality, and integrity. And we
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stand behind those core values through business and personal life. Uh.
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We find that, you know, over the years, you know,
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seeing a lot of contractors out there, I don't see
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how a company can grow without core values. So Express
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sixteer Design stands behind those core values. We offer roofing, windows, siding, gutters,
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and door services. Currently we're in Maryland, Delaware, Pennsylvania, those
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three states. We offer every service uh where. We just
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opened up in office this month's September in Florida. We're
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going to be doing roofing and gutters and then we
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are going to eventually have the other services, but the
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way the licensing works down here, it's a little bit different.
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Our plan is to also in October open up our
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Texas office as well.
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Wow, that's great, and this all just started since twenty eighteen.
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There was a little thing in the middle of all
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that you guys might all remember it, that pandemic that
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impacted the world. But you know, you've plowed right through that,
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and not only have you survived through that, but you've expanded,
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you've gone to different states, and that's a that's a great,
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great story. So love the core values so powerful to
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stand out and really stand behind what you're doing. And
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that brings me to one of the things that I
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think is really important in professional selling, no matter what
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product or service that you're offering people, and it's the
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idea that you really need to become a trusted advice
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and resource to the people that you work with. And
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I know this is something that means a lot to
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you and express you know, what are your thoughts on
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being that trusted advisor for your clients.
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I find and I find it important that in our
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sales process we don't we don't utilize hard, pushy sales tactics.
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We are to do two things express exterior design is
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an educational and a solution provide. We provide education, We
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inform our customers. Let's face reality, our customers nowadays, our
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prospects are a little smarter than the average bear. They
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can go onto Google and research things. So if we're
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you know, if we're operating under trust, quality and integrity,
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it's important to be fully transparent and educational, provide an
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educational process and then just go straight to the solution
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for the customer.
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No, that's and that is is absolutely true and right.
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I mean, you're doing the right thing, and obviously it's
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paying off. People are really enjoying that part of the
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process and the growth is an example of that as
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a result. So one of the things that I think,
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you know, I think is critical as well, and I
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know you guys stand behind this as well, is you know,
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it's never just enough just to do the job, like
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you need to do the job, but it's the impression
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that you leave the way you operate and the way
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you work with people is a large part of what
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you guys are about, and I think it's a testament
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to why your growth has been what it's been. That
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goes back to something that I talk about a lot,
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because you just mentioned that people are smarter than the
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average bear. They're able to get so much information out there,
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information overload. You know, they can google it, they can
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figure out this even rough pricing wholesop right. They can
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figure all these stuff things out. And when you educate,
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you're helping them fill in the gaps that maybe they
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kind of have and that's valuable to the client. But
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the other thing that I know you guys do is
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you have a big impact on the people that you
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work with.
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And you change lives in some ways.
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You're changing how their home is perceived or how their
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business is perceived. It changes a lot of things. And
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I talk a lot about impact because that's really what
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makes the difference. You know, there's a lot of people
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out there that can go and do a job. It's
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those that make an impact that really really change things.
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So tell us how you and express impact people. And
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some of the stories are just give me an example
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of the impact that you're having on the clients that
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you're working with.
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In servicing, impact is a powerful word. I believe that
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impacting our customers is one of the main things that
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has brought our success to where it is today. What
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we do, the kind of service that we offer hand
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in hand, we walk our customers through the entire process,
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and the way we find that is extremely effective. The
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most effective way to impact our customers is to do
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as we say we're going to do from start to finish,
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when the process is streamlined and they know that they
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can trust us through the good and the bad. Most
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of the time, being a service provider, that's a hard
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spot to be in because of past experiences that they've had,
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current experiences that they're going through. So our process builds
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an impact by doing what we say we're going to do.
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That's what we do. And if you look at our
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company reviews online on Google, a lot of our customers
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spell out how they were impacted through the entire process.
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Mm hmm. Yeah, And that's and that's powerful. And you're
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absolutely right, you.
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Know, in today's in today's world, showing up and doing
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the job is in some cases, you know, exceptional or good. Right,
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it's not going to be good for those that are elite,
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you really want to take it to the next level
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and do everything the right way, because there's so many
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people out there that just don't they don't show up,
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they don't do what they say they're going to do,
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and that that does create challenges and and you you
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were very transparent when you said that. Sometimes it creates
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challenges from from things that happened in the past. Sometimes
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it's what they might be currently experiencing. I'm I'm assuming
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you sometimes walk into some problem situations that people are
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trying to clean.
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Up or fix.
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You know, how do you how do you handle those
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types of circumstances, Because I know they're not all nice,
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easy projects, right, Sometimes you walk into things that are
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a bit of a mess, maybe fixing somebody else's problem.
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How do you how do you handle that?
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Because because your your your customer, your client is already upset, right,
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they're they're already not in a good place and it
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had nothing to do with you, but you're starting them
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in a tough spot. How do you how do you
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handle that? Because I think that's impactful in and of its.
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