Mike Balsamo is the Senior Vice President with VDA in New York City. Mike started his career with PS Marcato working summers as a helper and he credits his early time in the trade to being foundational to the work he does does today. Mike says responsiveness to customers is critical because that is how you build trust. Mike is also a champion of continuing education, knowing education is the key to opportunity.
Show Notes with Time Stamps:
[0:00:00] Introduction - Mike Balsamo's career path and dislike of term "business development"
[0:00:52] Matthew Allred introduction and background on Mike starting as summer helper
[0:01:41] Mike discusses getting into elevators and taking sales job despite father's doubts
[0:02:03] Matthew asks about initial fears of sales role and Mike's curiosity about elevators
[0:03:03] Mike discusses learning fundamentals as helper and building relationships
[0:03:19] Matthew asks about father's lack of confidence and Mike's willingness to try sales
[0:04:08] Matthew and Mike discuss value of hands-on learning vs formal education
[0:04:35] Matthew asks about challenges stepping into sales role after helper experience
[0:05:36] Mike discusses learning the business through customer service and product knowledge
[0:06:10] Matthew and Mike discuss challenges in passing knowledge to new generations
[0:07:02] Mike emphasizes importance of continuing education and trade certifications
[0:08:55] Matthew notes cultural mindset around trades careers needing redirection
[0:09:41] Mike discusses difficulty contractors have finding skilled trade workers
[0:10:12] Matthew asks how maintenance contracts can be difficult to get out of
[0:10:22] Mike explains cancellation clauses and process for "just cause"
[0:11:20] Matthew asks what most critical skill is in Mike's consultant work
[0:11:58] Mike emphasizes communication and responsiveness to clients
[0:13:11] Matthew asks how Mike handles unresponsive contractors
[0:13:19] Mike explains process for notifying client if contractor remains unresponsive
[0:14:50] Matthew asks about balancing client and contractor relationships
[0:15:06] Mike explains being upfront with clients about unresponsive contractors
[0:15:32] Matthew asks about Mike's consultation work when not hiring full service
[0:16:00] Mike discusses reviewing contracts for clients not hiring full service
[0:16:28] Matthew asks what motivated Mike to leave previous company after 21 years
[0:17:37] Mike discusses opportunity for growth that led him to switch companies
[0:18:08] Matthew asks about Mike's mentors who invested in him early in career
[0:20:39] Mike discusses learning from many mechanics over the years at first company
[0:21:59] Matthew asks how Mike's sales role changed after helper experience
[0:23:59] Mike discusses continuing to learn by going on service calls with mechanics
[0:25:44] Matthew asks about Mike's current responsibilities and territory
[0:27:30] Matthew asks for Mike's advice to the overall industry
[0:29:37] Matthew asks if Mike has seen changes in workmanship over the years
[0:30:35] Matthew asks for Mike's advice to individuals considering the industry
[0:33:23] Matthew thanks Mike for his time and insights
