S5E70: You’re Doing It Wrong: How To Master Sales

The Mentee Podcast

When you need a job done, should you figure out how to do it, or find someone else to do it? If you want to make money, it’s the latter.

In this episode, Justin Ledford explains how to make money through subcontracting. Rather than do something yourself, find the people with the expertise. Connect them with people who need work done.

Tune in to the episode to find out how to use subcontractors to create a win-win situation for everyone involved.

Here are some power takeaways from today’s conversation:

• Find the best people for the job
• What “sales” really means
• Learn the Triad of Life
• You don’t need to buy a company in an industry

Episode Highlights

[04:24] Sharing the Dream

Justin had a dream of retiring before 40 and living in Costa Rica. He was a sales guy but saw his wife working late at night. Together, they decided to start a company. He invested in mentors to learn the best way to start a roofing company. After that, he began teaching others to do what he was doing.

[13:27] Transitioning from Houston to Costa Rica

Justin’s family lost a lot of money when he was young. He had to grow up quickly. That experience taught him the value of money. He started hustling and saved more money than the adults in his life.

[24:39] Getting into an Industry

You don’t have to buy a company in an industry. Justin instead contacts subcontractors and connects them with people who need jobs done. His two moneymakers are insurance companies and the government.

[36:36] Two Stories of Success

Ralph, a home builder, contacted Justin through YouTube. He makes six figures per contract through government jobs. Another story is that Justin took a government contract and found the best subcontractors to do the job.

Notable quotes from the Episode:

[03:09] "It's not necessarily the money that makes me thrive anymore. It's more about the impact and following my passion."

[12:40] “I always follow the rule: ‘Always win on the buy.’ My second rule is: ‘Always win on the buy.’”

[16:31] "I've already geeked out on the industry. I studied how to be a good roofing salesman. I already own the business, so I knew about it. But I didn't master my craft."

[33:56] “You’ve read the book, Who, Not How? We have people who are getting them done. They’re making profits, we’re making profits, and it’s just a match made in heaven.”

Resources Mentioned:

Resources Mentioned:

Connect with Wyatt Graves: LinkedIn | Website

The Mentee Podcast: Website | Apple | Spotify

GoBundance Membership

VIP Private Mastermind Event

Connect with Justin Ledford: IG | YouTube | LinkedIn | Mastermind | Schedule a Call

Real Construction Owners Podcast: Anchor | Apple | Spotify

Federal Construction Contracts: Simplified

Who, Not How

About Justin

Justin Ledford founded Federal Construction University, a program that helps ambitious entrepreneurs win government contracts. He's dedicated to living the dream life and sharing the path to that dream life with others.

Connect with him through Instagram or check out his YouTube channel.