Brigham Dickinson

How about turning a heating and cooling call into a plumbing call as well? Why not? If we offer plumbing, why aren't we talking about it? Renewals, service agreement renewals. If you can get your CSRs to the point where they are proactively promoting your services over the phone, that will make all the difference for you and for your organization.

How about turning a heating and cooling call into a plumbing call as well? Why not? If we offer plumbing, why aren't we talking about it? Renewals, service agreement renewals. If you can get your CSRs to the point where they are proactively promoting your services over the phone, that will make all the difference for you and for your organization.

Well, the first thing that comes to my mind is make it a win for your people, not just for you. Um, one of the things I've had to learn the hard way is that my team's got to win, right? Yes. The customer needs to win, but my team needs to win. like they need to individually win.

Well, the first thing that comes to my mind is make it a win for your people, not just for you. Um, one of the things I've had to learn the hard way is that my team's got to win, right? Yes. The customer needs to win, but my team needs to win. like they need to individually win.

And as they win, it's interesting how much more gratifying business is for me than it used to be as I focus in on not just my customer, not just the contractor, but also my inside customers. They are as much, if not more, my customers than anybody else. And so the more I learn about that, the more successful I become.

And as they win, it's interesting how much more gratifying business is for me than it used to be as I focus in on not just my customer, not just the contractor, but also my inside customers. They are as much, if not more, my customers than anybody else. And so the more I learn about that, the more successful I become.

Yeah, you'll be taking a step back for sure. There's no money in it. It's a long-term strategy to grow a business. I speak. I write books. I don't write books to make money off of the books. No. I write books for two reasons. Number one, I want my kids to know where I stand after I'm gone. Okay, and let me get into that really quickly. So I had a mentor, his name's Paul Rogers.

Yeah, you'll be taking a step back for sure. There's no money in it. It's a long-term strategy to grow a business. I speak. I write books. I don't write books to make money off of the books. No. I write books for two reasons. Number one, I want my kids to know where I stand after I'm gone. Okay, and let me get into that really quickly. So I had a mentor, his name's Paul Rogers.

He was a national internet sales trainer for Toyota. Phenomenal speaker, phenomenal trainer. He died when he was 56. He died very young and it wasn't great, right? It was hard for everybody who knew him. But when he passed away, I called his place of work and I said, hey, Send me everything. Send me all of his videos. Send me all of his trainings. I want to see everything.

He was a national internet sales trainer for Toyota. Phenomenal speaker, phenomenal trainer. He died when he was 56. He died very young and it wasn't great, right? It was hard for everybody who knew him. But when he passed away, I called his place of work and I said, hey, Send me everything. Send me all of his videos. Send me all of his trainings. I want to see everything.

In fact, when I think about Paul, just give me something that I can just pull it up and remember him and think about what he taught. They had nothing, Tommy. They had nothing. Wow. Nothing, no recordings, nothing. Everything he taught, everything he did was gone. It was in the ether. It wasn't in the ether, it was gone. It disappeared.

In fact, when I think about Paul, just give me something that I can just pull it up and remember him and think about what he taught. They had nothing, Tommy. They had nothing. Wow. Nothing, no recordings, nothing. Everything he taught, everything he did was gone. It was in the ether. It wasn't in the ether, it was gone. It disappeared.

And so what's interesting about that is as I spoke to his kids over time, some of their stories changed a little bit about him and about what he taught and how he taught it. And that bothered me. And so I started writing. I started writing, one of the many reasons why I started writing, but I started writing so that after I'm gone,

And so what's interesting about that is as I spoke to his kids over time, some of their stories changed a little bit about him and about what he taught and how he taught it. And that bothered me. And so I started writing. I started writing, one of the many reasons why I started writing, but I started writing so that after I'm gone,

If my kids, my grandkids, my great-grandkids want to know where I stand, they can pull up a book and they can find out. They can go onto YouTube, type in Brigham Dickinson, and they'll find a plethora of videos, and they will know where I stand. That's number one. Number two, look, I want to give. You know, my last book, right? I do have something to give. You know, for a long time –

If my kids, my grandkids, my great-grandkids want to know where I stand, they can pull up a book and they can find out. They can go onto YouTube, type in Brigham Dickinson, and they'll find a plethora of videos, and they will know where I stand. That's number one. Number two, look, I want to give. You know, my last book, right? I do have something to give. You know, for a long time –

I spent it proving myself, right? I always felt like I needed to prove myself. Like I belong here, I belong here, I belong there. Well, it got to the point where I realized that getting there was never gonna make me happy. Never. And so when I was able to change my mindset from wanting to prove myself to actually wanting to give, I became a whole lot more successful. Zig Ziglar says it his way.

I spent it proving myself, right? I always felt like I needed to prove myself. Like I belong here, I belong here, I belong there. Well, it got to the point where I realized that getting there was never gonna make me happy. Never. And so when I was able to change my mindset from wanting to prove myself to actually wanting to give, I became a whole lot more successful. Zig Ziglar says it his way.

He says, hey, in order to get what you want, you've got to help enough other people get what they want. So that's my way of realizing, man, that learning how to give is a whole lot more fulfilling than anything else. And so that's the reason why I do it. So here's what I'd say to your team that wants to speak. Look, you've got to realize that we don't speak to make money.

He says, hey, in order to get what you want, you've got to help enough other people get what they want. So that's my way of realizing, man, that learning how to give is a whole lot more fulfilling than anything else. And so that's the reason why I do it. So here's what I'd say to your team that wants to speak. Look, you've got to realize that we don't speak to make money.