Andrew Lasky (00:00)
Everybody welcome back to the commissions and cash flow show. I am your host Andrew Lasky today I have a very special guest one of my very good friends Jack tanky Jack. Welcome to the show brother

Jack Tenke (00:16)
Yo, yo, yo, good to be on. Thanks for having me.

Andrew Lasky (00:20)
Absolutely. So Jack, you're in home improvement sales. Tell the audience your story, where you started and where you are today.

Jack Tenke (00:28)
Yeah, so it's funny because nobody really goes to college to work in sales. A lot of us end up here, but it doesn't like work out that way. So as you know, like I went to school for finance and I worked in a boiler room for a year, private equity, right? It was a boiler room. We could call it what it is.

And you know, I wanted to break out into some of these big banks like Morgan Stanley, JP Morgan. I actually interviewed for both of them and they told me the same thing. Like you got to get your MBA. Like we like you as a candidate, but you're just, you're getting beat by all these people with MBAs. And I didn't want to go back to school. So I kind of like fell into sales as like a backup.

plan, which I know there's so many people out there that sales, you know, becomes their career, but that was never the plan A, but like I couldn't be happier that this is where I ended up because, you know, doing it for 10 years now, I couldn't imagine myself doing anything else. ⁓ So I started at Home Depot selling windows for their home exteriors branch. And I got into that from my

Girlfriend at the time was now my wife, you know, was like, hey, I know you need a job and you're looking for something. Like I have a connection like with the sales manager here. Like you're just going to get hired. Like you don't even have to interview. And I'm like, well, that sounds easy. Like I can just go try this and see if it works out. And like, I had no idea I was going to fall in love. Like here we are 10 years later, I'm working at Anderson, which is the tippy top of window sales. And you know, I just love it.

Andrew Lasky (02:10)
That's awesome. I know you're a high performer. You also manage a team. I want to start on the sales side of things. What's the day to day look like in home improvement sales?

Jack Tenke (02:22)
Yeah, so every company does it a little bit differently, but overall, just the broad scope of things, you're driving a stranger's homes and they're inquiring about whatever it is they need, right? Like windows, doors, some of these home improvement companies do it all, siding, roofing, gutters. And you're kind of just going into, I like to call them warm leads, right? They're not cold. You're not getting them yourself a lot of the time and they're definitely not hot.

like they're not, you know, nines and tens on the buying cycle. These are people who, some of them are just looking for numbers, information, and you know, it's kind of your job to take them through your sales process and make them a buyer. You know, show them that you can solve whatever it is that they're looking to accomplish.

Andrew Lasky (03:07)
Mm-hmm.

So where are these leads coming from? Clearly like there's some inbound lead source, but are they coming from a specific channel or tell me about the lead source.

Jack Tenke (03:24)
Yeah, the lead sources in the home improvement industry are crazy because everybody uses every source they have. Like you cannot get enough leads. So here at my company, you know, we're doing outbound and inbound, right? We get a lot of phone calls because we're a massive name. Like we're the most reputable name in the space. So naturally we just get thousands of leads from people just saying, Hey, I need windows. You're Anderson. Send somebody to my house, which is awesome.

But at the same time, like every lead is just an opportunity. Like I don't rank one lead over another. So, you know, we'll go out and get proxy leads. We have a whole canvassing team knocking doors and some of those leads are the best that we get. We have retail people that are posted up in like an ACE hardware or, you know, a shop, right? Those are two of our big partners. ⁓ You know, we get leads from social media. ⁓ We've tried them all, you know, even Tic-Toc.

You know, however we can get them we're gonna get

Andrew Lasky (04:26)
So as somebody that's going in and presenting, do you have an appointment setter or are you taking that lead from A, setting up the appointment, then going out and then closing, or do you have an appointment setter already?

Jack Tenke (04:39)
Yeah, our guys are spoiled. Everything is done for them. They just gotta show up. Yeah.

Andrew Lasky (04:42)
Yeah.

That's amazing. So you're

going to people's houses. So obviously, like that's where that's where they live. Sometimes letting a stranger in can be very daunting, especially when they have a family. So how do you build trust with a family very quickly to get them to, you know, want to do business with you?

Jack Tenke (04:56)
Yeah.

Yeah, that's such a good question because every day you walk into a different scenario with a different type of person. Like I tell all of my team members, like we all want to drive out to our leads and hope that we're getting Dick and Jane who are like, we've been waiting for you. Like let's throw on a pot of coffee. Like we need windows so bad. And like, listen, those are great when you get them, but that's one out of every hundred leads you run.

So if you're driving out thinking you're gonna run into the perfect scenario, you're hurting yourself. Most of the leads we run, 90%, it's like, oh yeah, I'm just looking for a quote, like windows over there. Like the guy that I was with this morning was like, you don't need me for this, right? And I'm like, dude, this is your home. You don't wanna be part of like the whole experience. And by the end, like we warmed him up and we built trust with him. And you know, when I train my new classes.

Andrew Lasky (05:30)
Yeah.

Jack Tenke (05:56)
Trust is built in the first five to 10 minutes by the way that you show up, by the way that you address them, by the way that you take off your shoes when you get into the house, make eye contact with them, ask them how their day was going. You have to humanize yourself first because if you don't let them know that, it's your house, but it's my appointment and I'm a person, I'm not just some like sales robot, then, you know, things can be very difficult, right? You go right into the script.

Andrew Lasky (06:13)
Mm-hmm.

Jack Tenke (06:25)
within meeting somebody in 30 seconds, you just let them know like you're a sales robot and they're gonna control it.

Andrew Lasky (06:31)
Yep. So let's talk about that. Let's talk about

the process. So you walk in, you're now building rapport. Assuming that you're going into discovery now, you know that they're, you know, talk about Windows. I mean, does Anderson sell anything other than Windows or is it just Windows? Windows and doors. Okay. So what does that discovery phase look like?

Jack Tenke (06:41)
Mm-hmm.

Windows and doors. Windows and doors.

Yeah. Yeah. So, you know, every appointment has a lead sheet and, know, it'll tell them like, they called in for two windows and a door. I, I don't want anyone like on a perfect appointment. I don't even want them reading the lead sheet because then that kind of messes with the discovery, right? It's like, so my office told me I'm coming out to look at two windows. It's like, no, no, no, let's have a conversation about your house, your, energy efficiency, your drafts.

Andrew Lasky (07:10)
Mm-hmm.

Jack Tenke (07:21)
Like if I'm gonna solve a real problem, it's not a two window lead, it could be your whole house. So I never want to pigeonhole myself. So, you know, even though you have a lead sheet and you know what they called in on, I don't want to bring that to life because I want more. I always want more.

Andrew Lasky (07:38)
Gotcha, okay, so you have this lead sheet. It's essentially telling you why they called. Instead of like going through and preparing for let's say 15 or 20 minutes trying to think of different scenarios, you're going in there, you're building rapport by earning their trust and being human and then moving on to the next segment of the sales process, which I'm assuming is a demo or what does that look like?

Jack Tenke (08:01)
Mm-hmm.

Yeah, so like I'm always going to ask this question no matter what. It's give me three reasons why you're looking to replace your windows and doors. Because I want to feel them out a little bit and kind of figure out like I'm going to do a whole my next piece is my inspection. And that's when I get outside and kind of can change the lead because they can call up for whatever they want. If I find something wrong with something else, I'm not doing my job. If I don't show it to you.

Andrew Lasky (08:33)
Mm-hmm.

Jack Tenke (08:33)
Right?

So really it's just getting a feel for them and kind of setting the foundation of like, here's how they feel about, you know, their home, their problems. Maybe it's draft, maybe it's security, maybe it's the aesthetics. I don't know until I know. And then once I have what they care about, now I'm going to try to add to it by saying, Hey, you know, has anyone pointed this out to you? And, you know, it kind of goes from the discovery into an inspection.

Then by the time I get to my demo, I want to be talking about everything on the house. I don't want to just bring in one sample. I want to bring in my whole bag and just show them as much as possible.

Andrew Lasky (09:09)
Mm-hmm.

So it's interesting. So you're showing credibility by doing the inspection and literally pointing to it and sharing with them, hey, did you realize that you have this problem here? So not only are you, you know, are they telling you, but you're walking around the house and you're finding and uncovering new things that could be potential problems for them.

Jack Tenke (09:35)
Yeah, I want to be the doctor. Like you don't go into a doctor's office and tell them what you need. You go in and tell them what's going on and then they tell you what you need. So I want to establish myself as the doctor. Like, yes, you called me in. You have some symptoms, right? Some cold symptoms, but like I'm not just going to take one look at you and be like, yeah, this is the medicine you need. Like I'm going to run tests and then I'm going to tell you, hey, I know you thought it was this, but you don't have a cold at all. You actually have

Andrew Lasky (09:46)
Mm-hmm.

Mm-hmm.

Jack Tenke (10:05)
virus. Like it might be way worse than you think. Right. It's glad I'm glad you came in because let's fix this. That's the sort of vibe that I want to create while I'm while I'm with, you know, a homeowner. It's like, yeah, it's your house, but it's I'm the expert. I'm the professional. Like at the end of the day, you're going to take my prescription and then we'll kind of help you that

Andrew Lasky (10:22)
Yep.

So other than like the obvious aesthetics and like the draft coming in and raising maybe like the bill every month, what other things are they, know, like selling points to them?

Jack Tenke (10:43)
Yeah, you know, there's, go through like this whole thing called frames and it's an acronym, right? So it's like functionality, resale value, aesthetics, ⁓ maintenance, energy efficiency, security and safety. Every single person I meet falls into one of those buckets, if not all of them. Some people fall into, you know, they got an old house with original single pane wood windows. They're probably falling into every single one of these buckets, ⁓ you know, in a newer house.

Andrew Lasky (11:11)
Mm-hmm.

Jack Tenke (11:13)
with some cheap builder, right? The builds these days are not like they were 50 years ago. New home builds are so cheap that somebody could buy like a brand new house and have all these energy efficiency problems with it. And you know, house looks mint, like it looks beautiful, but their bills are so high, like $800, $900 a month in oil.

Andrew Lasky (11:27)
Wow.

So is there a way for you guys to target those homes? Like is that one of the demographics that you go after or your company?

Jack Tenke (11:42)
Yeah,

yeah, for sure. You know, it's the marketing machine that we have targets everybody. Like it's a volume based business. Like if we could get into, you know, a hundred thousand homes, we know the math will work out where we're going to make our money. So it's, you know, I've, gotten this question a lot from like newer reps who are just like, ⁓ like, why don't we go into co-ops and hand out cards? And it's like, trust me. ⁓

Andrew Lasky (12:00)
Mm-hmm.

Jack Tenke (12:11)
The company has emailed all of those people. We've put flyers in all of their mailboxes. You can go out and hang cards if you want, but they've been hit 10 times.

Andrew Lasky (12:20)
Yep. So I don't know a lot about home improvement, Windows, but I do know Anderson. I see their TV commercials all the time, very expensive. And the other thing I know about Windows is there's a lot of companies that offer a solution as well. And so being that you guys are very expensive when that price objection gets brought up, how are you getting around that and overcoming that to then

Jack Tenke (12:31)
Mm-hmm.

Andrew Lasky (12:49)
getting the sale and actually improving the value of their home and making everything more efficient.

Jack Tenke (12:55)
Yeah, price conditioning is one of the most important things on these appointments. It's the glue that holds everything together. Like, right? We have a sales process. But if you get from point A to point Z and there was no price conditioning, it doesn't matter how many smiles you got. It doesn't matter how many times they told you, I love the way the window looks. If it's astronomically higher than what they thought it was gonna be, you don't stand a chance.

So price conditioning is a very nuanced thing. ⁓ You know, there's a million ways to do it. I am very blunt. So early in my career, I would dance around it. I would say things like, home improvements are expensive. Like that's such a broad thing to say. Now I'm so seasoned and so nuanced. Like if I'm there for their entry door and some other windows and the bay windows like mint, it's perfect. You know, there's nothing wrong with it. I'll say something like, hey,

Andrew Lasky (13:39)
Mm-hmm.

Jack Tenke (13:52)
I'm glad you don't have to replace that one. You know, that's like a $16,000 window, right? And they're like, oh my God, their head starts recalibrating everything. Cause they're like, I thought that was $5,000. So if that's it. Yeah, exactly.

Andrew Lasky (14:02)
That's a good way to bring it on.

That's very nice. So when I graduated college, I did door to door sales for the first two years and I met a lot of characters. Do you have like one or two like crazy stories from when you go out to people's homes?

Jack Tenke (14:23)
I have two really crazy stories. ⁓ One was a sale and one was not a sale. So I'll start with the sale. And this was like a turning point in my whole career. I go out on a sales call for like 10 windows and it's in Jamaica, Queens ⁓ in a rough part, right? Jamaica has, you know, a really nice part and a really rough part. And I get there and the woman is lovely.

⁓ she missing a few teeth and we're going through and she's kinda with me, but I'm noticing something's off about her and she keeps telling me, I gotta go in the other room. And I'm like, okay, I'll be right here. You know, take your time. And she comes back and there's this smell in the air and it smells like burning hair. And she leaves again and I pull out my iPhone and I'm like, what is, what drug smells like burning hair?

and everything that pops up is like crack cocaine, crack cocaine. So I'm like, ⁓ my God, is this room in like really smoking crack in the room next to me? And I had to go in there to measure and there it is, the pipe is just right on the table. I just, blinders on, this is when I was starting to get good. This is like year two, I'm working the kinks out, I'm trying to make my president's club trip, which I did make that year. And for the first time ever.

Andrew Lasky (15:50)
Let's go.

Let's go.

Jack Tenke (15:51)
Yeah,

and I'm like, doesn't matter. She's smoking crack. That doesn't mean she won't buy windows. I gotta keep the blinders on. And she's super eccentric and going nuts. And fast forward to the end, I get her approved. She had a 500 credit score, FCC. I love FCC. They took the deal, because she had low debt or whatever. And I remember just thinking, if I can sell this person, I can sell anybody.

Like there's no reason I can't sell. Like I just showed myself in the worst of scenarios, I can pull one out. That's one of my favorite stories of all time because it's so crazy. And I'll have, now that I'm a manager, I'll have reps, you know, tell me their crazy story and be like, I can't believe, you know, I was in this situation. Like there's no way anybody would have sold it. And I'm like, you're wrong. Somebody could have sold it because I've been in

way crazier scenarios than I have sold. And all my reps know of the crack lady story because I'm like, listen, if this can be sold, then there's just no excuses. Like anything can be sold. So that's one of my favorites. And by the way, she was super nice despite all of the craziness that was going on. I actually have a picture with her. We took a photo after the sale because I was like, no one's going to believe me.

Andrew Lasky (17:14)
Really?

Jack Tenke (17:18)
if I don't get this picture of her with all her missing teeth and she's smiling and we're holding up my sample window. And this is like 10 years ago. I wish I still had it, but we actually showed the photo at the sales meeting because I was like, you guys aren't going to believe me if I don't put up the picture here. So we put it up and everyone was like, that's insane. Like you're going to go on a run. Like if you can sell her, you can sell anybody.

Andrew Lasky (17:43)
That's amazing. And then you said there was a second one as well.

Jack Tenke (17:47)
So the second one, complete opposite from her because I can't tell you his name ⁓ because once you hear the story, you'll know why I can't tell you his name, but very high profile, works in media. ⁓ This man is worth over $100 million. And he was actually writing letters into Anderson about, hey, I tried booking an appointment. Like, why won't you guys come out to my house? And he signed it with his name.

And I'm like, there's no way this is the real guy. Like this guy's worth $100 million. Why is he writing letters in? Like he should have an assistant doing this or like, why would he even be handling a window project? So I bring my director of sales with me and we're like, if this is legit, let's go try to get this. And we get out to his house and it's him.

Andrew Lasky (18:20)
Mm-hmm.

Jack Tenke (18:41)
Very famous media personality. He owns a compound on Long Island. Compound's worth like $50 million. There's four estates on it. And we're thinking like dollar signs. Like this could be the biggest sale in our company's history. We were let down, right? So, and I love telling these stories back to back, because you've got the crackhead lady with no money who made a purchase and fixed her house up. And then you have this man.

Andrew Lasky (18:52)
Wow.

Jack Tenke (19:11)
who will be nameless, super wealthy that did not want to spend the money, which is crazy. ⁓ But the crazy part about being at this guy's house was he was very nice. And we let him know right up front, like, know who you are and we wanna help you. And my director of sales told a story of him and his father watching him.

Andrew Lasky (19:11)
Super wealthy. Yeah.

Jack Tenke (19:37)
on TV during his dad's last days on earth, like in the hospital. And we must've sent this guy into like a relapse or something because he started boozing after that. Now this is 11 o'clock in the morning and he's just putting back vodka and he got so drunk that he couldn't finish the appointment. yeah, and like we noticed he had mags of Grey Goose all over the house, like every room.

Andrew Lasky (19:59)
my god.

Jack Tenke (20:07)
And we're like, maybe he entertains a lot, maybe he's a big party guy, but after meeting him, it's like, this guy was serious, serious alcoholic. And we get to the end and he's like, can barely keep his eyes open. And we show him a price for like, not a lot, right? It's just the main house we're looking at. I think the price was like 70 grand just to take care of like half of his main house, because he had water leaks coming in from the South side.

And for somebody like that, we thought like, this is pennies, like, he's just gonna whip out the checkbook, we'll take care of the problems. And he's, I'm telling you, piss drunk, arguing with us about the price. And we're just like, man, this is so disappointing because you're not who we thought you would be.

Andrew Lasky (20:55)
Especially when he's the one that was writing the letters saying why won't you come to my house? You would think that he would be like a 10 out of 10 super hot lead and that wasn't the case. If you were to get that full order, how big would that have been?

Jack Tenke (21:04)
Yeah.

Yup.

So we actually priced it out while we were there ⁓ because he ended up passing out for an hour and because he was just hammered, which is so crazy. And we were like, you know what, let's just take the time. Like we're here. Like we want to wait for him to wake up and try to get a sale here. So we priced out the whole compound and it wasn't an exact number because we couldn't get into all the houses, but we think it was upwards. It probably would have been about

between 800 and 900K to do every unit on the compound, which would have exceeded the biggest sale for our location by about 400 grand. Yeah.

Andrew Lasky (21:51)
Wow. And

that would have been your biggest commission ever.

Jack Tenke (21:55)
It would have been the biggest

commission, biggest sale ever. Unfortunately, can't judge a book by its cover because you got the crackhead lady on one side of the spectrum and you got the $100 million man on the other side. The crackhead bought the guy worth $100 million fought over the price and ended up out of these windows might still be messed up to this day.

Andrew Lasky (22:16)
Yep. Like when I used to walk into medical offices, the beautiful one that's got, you know, super nice paintings all over the walls look super elegant. Sometimes those are the cheapest people. And then you walk into a rundown place and they're ready to talk business. So you're absolutely right. You can't judge a book by its cover. So do you like is your

Jack Tenke (22:29)
Yeah.

Andrew Lasky (22:40)
process, is it mostly a one call close or do you sometimes have to continue to follow up and reengage with them?

Jack Tenke (22:49)
Yeah, so it's a one call close 95 % of the time, I'll say. 5 % of the time, customers for whatever reason, they don't want to move on it that day. The rep or, you know, if we're talking about me, couldn't overcome whatever it was and then they call back and we do it another day. You know, be back, be broke. You don't want to be going back places. What I will say though, in this business, some of the very high end jobs,

like the 200, $300,000 jobs, they do require multiple visits, sometimes with a technical measure to come out with you, sometimes with the installation manager to come out with you. The biggest sale I ever made was 300,000, 305,000 to be exact, which is for one house. mean, we did 120 windows, it's just a mansion out in the Hamptons. was sick. And that took...

two visits. The first visit, one of the guys on my team went out without me and really set the groundwork and just said, listen, this is a lot of money I'm gonna bring in my manager who's gonna really get technical with you guys and help you out. And when I went back, so it was my first time meeting this guy, but it was our second visit. got.

Andrew Lasky (24:07)
That's awesome. That's awesome. So when you get sales, have you had a scenario when you can really only sell windows? I guess you sell doors as well. But have you ever closed a sale and then upsold them on another purchase right then and there? Have you ever been able to do that?

Jack Tenke (24:25)
Yeah,

yeah. There was one scenario where I got through this guy's whole house, right? It was a big sale. You know, his house was like 80 grand, whatever, all the doors and windows. And he said, do you have a busy day today? And my response to that is I'm always busy. Yeah, of course. Like I'm in sales, like I'm running around helping people all day. And he goes, well, if you can spare another hour, I got another house.

You want to come take a look at it and we drove like to a completely new town and I sold him on his other house his secondary home and It was separate contract everything same gentleman, but two different properties and it was just like Sometimes things just work out for you. You just you'd crush it. You do such a good job Convincing somebody to work with you that they are just like alright, you're gonna be my guy You're gonna work with me on all my projects like those are

next.

Andrew Lasky (25:21)
Yep. The more long term clients you have, you know, the better. That's how you get more and more referrals. So Jack, moving on to the last part of our show, which is called the final four. These are the same four questions that we ask every single guest that comes on the show. So question number one is what is your favorite sales book or sales movie?

Jack Tenke (25:44)
So I'll give you both. to Yes by Roger Fischer is very good. It's pretty much required reading in our space because we're going out to people's homes and sometimes they have the attitude of like, it's my house. I'm gonna negotiate my price and we can't let them do that. So it's a really great book for being able to posture yourself in these situations where

You can let somebody feel like they're negotiating, but at the end of the day, you're not giving up your commission. You're going to both win. You're both going to come out winners. So I really liked that book. think it's required reading for anybody in the home improvement space. But I think it's good for just any sales person. ⁓ And then movies. So I'll give you two because the best sales movie of all time is Glengarry Glen Ross.

Like if you're new in sales and you're just starting out and you want to watch a movie to motivate you, watch Glengarry Glen Ross, because it's just such a classic. It's such a good cast. And it really will have you feeling motivated to like go out and crush a sale. But that's not my favorite. My favorite sales movie of all time will always be Tommy Boy. Because I think Tommy Boy is a little bit more relatable.

Andrew Lasky (27:00)
Yep.

Okay.

Jack Tenke (27:10)
Right? You're getting thrown out to the wolves. have no idea what you're doing, especially like if you're new in sales, watch Tommy boy, because Chris Farley goes from being this like idiot who knows nothing about sales all the way to saving his dad's company with a couple of big sales. And the movie is just about him figuring out how to do that. It's very.

Andrew Lasky (27:31)
That's awesome. Question number two, what's one sales strategy or tactic that completely changed sales for you?

Jack Tenke (27:40)
Yeah, this is an easy question for me because it's empathy, right? We always talk about ways to, you know, sell and upsell. it's something that I figured out is really important if you want to get people to trust you and spend more money with you, right? Like I used to, when I was younger in my sales career, I didn't have a lot of empathy.

somebody would tell me, listen, I don't know if I can afford this. And my immediate reaction was just like, yeah, payment plans, like let's get you into the sale. And nowadays it's just like, yeah, listen, I totally understand. Like it's a big investment. Like just leveling with them and telling them, know how they feel. Like, yeah, totally get it, man. Not the first time I've heard that. Lots of my customers tell me that they're unsure if now's the right time to make this type of investment. And it like puts them at ease.

You know, and it lets them know like you're sitting on the same side of the table. Like you're not just trying to solve a problem. Like immediately. It's like sometimes just taking a step back, showing a little empathy and just letting them know you know how they feel can go a very, very long.

Andrew Lasky (28:52)
Yeah, it shows that you guys are on the same side instead of sitting across the table going back and forth with each other. Correct. Absolutely. That you're both trying to solve. Jack, question number three. What is your most favorite purchase with a large commission check?

Jack Tenke (28:58)
It's not me versus you. It's us versus a problem.

Oof. ⁓ Travel, for sure. ⁓ So when we were planning my wedding and the honeymoon, we had a couple destinations for our honeymoon, right? We were gonna maybe explore Europe or go to like a tropical like Bahamas. ⁓ But I kept saying like, really wanna go like far and exotic. And I really wanted to go to Bora Bora. Now the price tag difference between Italy,

and the Bahamas and Bora Bora, like they're not on the same playing field. So leading up to like that time period when I had to kind of start making some plans, I just went out there with the mindset of like, I'm gonna crush it. I'm gonna earn as much commission bonus as I possibly can. And we're doing this Bora Bora trip. Like I just had it in my head, like it's happening. And it did, and we made it happen. And not only that, I took some of the extra commission I had.

We did a couple of Michelin restaurants while we were on the island. Like it was sick.

Andrew Lasky (30:14)
That's awesome. And you deserve it. Question number four. If you had to start all over again today, knowing what you know now was the first thing that you would do to get it all back.

Jack Tenke (30:23)
Mm-hmm.

If I could run it all back, I think the first thing I would do is run without fear. I think in the very beginning, there was a lot of fear. Like fear of not making a sale, fear that their objections were real, fear that I'm going on a cold run. Like it was always fear of loss instead of just like running fearless and kind of having the confidence of letting things play out.

Right? So nowadays, like I'm so much better than I was 10 years ago, even like two years ago, I'm so much better just because of like confidence. And I'm not scared of no, I'm not scared of an objection. I'm not scared of running into any barbed wire. Like you throw it at me I'm just going to deal with it. And I think when you deal with it with confidence, like customers are smart.

They're kind of like dogs. Like if you have fear, like they kind of sniff it out and they know like, I'm the one in control. But if they're, yeah. Like if they're hitting you with a bunch of resistance and you're fearful and they smell it, like why wouldn't they want to negotiate at the end to get a lower price? Like why wouldn't they want to tell you, you know, I'm going to wait and call you tomorrow?

Andrew Lasky (31:31)
It's a very good analogy, by the way. Very good analogy. I love that.

Jack Tenke (31:51)
But when you handle their objections with confidence instead of fear, it almost like rolls them over to a point where they're just like, well, I want to work with this guy. He knows what he's talking about rather than, he's fighting me on everything I'm saying just because it's not what he wants to hear.

Andrew Lasky (32:09)
Yep. Jack, this has been very insightful. So much value has been presented to the audience. If people want to learn more about you, where can they find you?

Jack Tenke (32:21)
So it's funny, I am the only American citizen with my name. That's a fact. So all you gotta do is find me on LinkedIn. Search Jack Tanky on LinkedIn. I am the only one on there. And drop a comment in my DMs. I've actually had, I wanna say like seven or eight people contact me on LinkedIn saying, hey, know, I see your sales profile. I really like an opportunity. And some of them are on my team right now. So if...

Andrew Lasky (32:50)
That's odd.

Jack Tenke (32:51)
If you're looking to get into sales and home improvement is your jam, and listen, home improvement, we don't look for construction people. We look for salespeople. We'll teach you the construction stuff. So just drop a DM on my LinkedIn and we'll connect and I'll get you set up with an interview and we'll take it from there.

Andrew Lasky (33:09)
Awesome. Jack, thank you so much for being a part of the show. I'll talk to you soon.

Jack Tenke (33:13)
Yeah, man, let's do it again.