Sales Philosophy: Ask Questions, Listen

Episode 236: Brian Scudamore - CEO of 1-800-GOT-JUNK: How To Scale A Business

Brian started his business in Vancouver, Canada at the age of 18, and later went on to franchise 1-800-GOT-JUNK? as a way to expand operations. Today, 1-800-GOT-JUNK? has 1000 trucks on the road throughout some 180 locations in Canada, the United States, and Australia.

Brian has received wide recognition in the media and business community. 1-800-GOT-JUNK? has celebrated appearances on the highly-acclaimed Undercover Boss Canada, Dr. Oz, Dr. Phil, CNN, ABC Nightline, the Today Show, The Hour with George Stroumboulopoulos, and the View. His story has been told in Fortune Magazine, Business Week, New York Times, Huffington Post, and Wall Street Journal, to name a few. 1-800-GOT-JUNK? is currently the starring junk removal attraction on the hit A&E reality show, Hoarders.

Brian has brought his entrepreneurial success story to many conference stages, including the Fortune Small Business Magazine's national conference. A strong believer in personal and professional development, Brian graduated from MIT's four-year Birthing of Giants program, and has subsequently completed several years of MIT's BOG's alumni program, Gathering of Titans. He is also a participant in a nine-year executive education program at Harvard University through YPO Presidents' University. (from 1800gotjunk.com)

The Learning Leader Show

"I don't know if you can live the full potential if it's a side hustle. You need to give maximum effort."

Show Notes:

• Commonalities of leaders who sustain excellence:
  • Focus - All in, not a side hustle
  • Faith - Belief in self, clear vision
  • Effort - Discipline
• Why we all need an "MBA" -- A "Mentor Board of Advisors"
• Fred DeLuca -- Subway founder - He never took his eye off the prize. He struggled and kept going. 32 stores in 12 years.
• Are entrepreneurs born or made?
  • Brian started a carwash as a kid. He sold candy in his dorm room
• Creativity as a Dad -- Always build things with your kids and watch them grow together (ie. a garden)
• Why did he start 1-800-GOT-JUNK?
  • Needed money for college... Initially called it "The Rubbish Boys"
• Brian learned more about running a business from actually doing it than he did in school
• The amazing story of Brian's dad "falling out of his chair" when he told me he was leaving school to run the business full time
  • "It couldn't be a side hustle." The need for maximum effort to be successful
• How Brian views opportunities
  • And where he thinks of new ideas to create more businesses
• The importance of going on walks
• Meeting outdoors in Vancouver -- "Get your muscles moving"
• Morning routine -- Get up at 5:55
  • Power hour
  • Focus on self
  • Exercise
  • Study French, Italian (other languages)
  • Spend moments learning before the kids wake up
• Side hustle -- "I don't know if you can live the full potential if it's a side hustle. You need to give it full effort. Imagine the possibility if they quit their job"
• Philosophy on sales? Mentor Jack Daly -- "Ask questions and listen"
• How he got his first 100 customers
• "I have the best job in the world for me"
• Brian's hiring process
• Why he fired his entire team of 11 at one point -- They didn't have the right attitude
• "Everyone must pass the beer and bbq test" -- "You have to want to have a beer and eat bbq with them"
  • "I want friendly, ambitious, passionate, optimistic people."
  • "Hire for attitude, train for skill"
  • Brian is the "culture" interviewer
• Cameron Herold -- Best man in his wedding, previous business partner. Brian shares why he had to fire him. "You cannot have 2 "fire, ready, aim" type of people."
• The process of making mistakes on his path to hiring the right team
• The need for Erik Church as the COO -- He is an executor. They are a great yin and yang
  • Take a sheet of paper and write down what you enjoy doing and what you're good at. Also write what you don't like doing and you're bad it. Find the person to fill those gaps. Erik does that for Brian
  • How to handle disagreements?
• Birthing of giants - MIT -- Annual learning, monthly call
• The importance of being a lifelong learner, be curious, ask questions
• Book to read, The E-Myth by Michael Gerber

"I hire friendly, ambitious, passionate, optimistic people. Hire for attitude, train for skill."

Social Media:

• Brian's website: o2ebrands.com
• Follow Brian on Twitter: @BrianScudamore
• Connect with me on LinkedIn
• Join our Facebook Group: The Learning Leader Community
• To Follow Me on Twitter: @RyanHawk12