Ep 226 - "Listen to Win, with Nick D'Urbano"

From Head Heart & Boots · 1:18:21

Show by Floodlight Consulting Group, LLC

Nick D’Urbano is back on the show, Chief Revenue Officer of Distance and co-founder of Porter, runporter.com, and this conversation gets honest fast. Nick’s blunt framing early on stuck with us: if your conversion rate is sitting at 50 percent instead of 70, that gap isn’t bad luck or bad leads, it’s a skill gap, and it’s fixable. We dig into what almost 2,000 field recordings have taught Floodlight about why training doesn’t survive the field, the simple behavior shift that stops a homeowner from walking a technician straight into an inspection before trust is built, and why guessing at what’s happening in your sales conversations is the same as coaching a football team by only looking at the final score. Nick also breaks down why most organizations are severely undertrained, how AI makes building playlists and coaching protocols possible in minutes instead of days, and the real cost of flying blind as you expand to multiple locations. This one ties directly back to our conversation with Clinton Tierney about practice versus game day, so if you caught that episode, this is the technology that closes the gap. Enjoy the show - Brandon & Chris Restoration, roofing, HVAC, plumbing, landscaping. If you build it, fix it, or maintain it, this show is for you. Why You Should Listen: [2:18] The origin story of Porter: why Distance acquired a company to solve a visibility problem nobody in the trades was solving [5:33] What Porter actually does: recording field conversations and making them coachable [7:50] The 20 percent skill gap: why a 50 percent conversion rate means your team is losing winnable deals [10:35] 2,000 conversations later: the behavior pattern that was quietly killing inspections before they even started [23:08] The Clinton Tierney connection: training to execution should be a 10 to 1 ratio, and most businesses are nowhere close [46:02] Why owners get adoption paralysis even after seeing the proof, and how to actually commit [59:36] Nick on fatherhood, jiu jitsu, and the small daily adjustments that add up Connect with Nick D'Urbano: https://runporter.com/ https://www.linkedin.com/in/nickdurbano/ About the Show Head, Heart, & Boots is for the men and women who build things for a living. Restoration, roofing, HVAC, plumbing, landscaping, and every blue collar trade in between. Hosts Brandon Reece and Chris Nordyke built and scaled real companies in the restoration industry, and they have carried those hard-won lessons into every blue collar trade they work with today. Every week they dig into the head (strategy), the heart (culture and people), and the boots (execution) of running a business worth owning. This show is the front door to Floodlight Consulting Group, where Brandon, Chris, and the team help trades businesses find the money already sitting inside them and build companies worth far more than the day they started. Same people, same mission, whether you are listening or working with us directly. Ready to see what that looks like in your business? Start Here: https://www.floodlightgrp.com/ Owning a business in the trades can be the loneliest job there is. Head, Heart, & Boots exists to change that, because the best leaders don't go it alone, and neither should you.

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