Kevin joins host Scott MacMeans to discuss how his company’s perspective and approach has fueled outstanding results for clients and contributed to his company’s success. Multifamily Utility Solutions has one simple mission: deliver lasting value and win-win outcomes for all!
00:00:02 – 00:01:41
Introduction to Kevin Gardner and Telecom Marketing Strategies
00:00:02 – 00:01:41
The episode begins with the host welcoming viewers and introducing Kevin Gardner from Telecom Marketing Strategies. Kevin is described as an interesting individual with diverse perspectives on business, communication, and marketing. He briefly mentions attending a Dave Matthews concert, highlighting his enthusiasm as a fan. Kevin then takes the opportunity to introduce himself and explain the nature of Telecom Marketing Strategies, noting that the company operates under multiple DBAs and has evolved over time.
00:01:07 – 00:03:10
Evolving telecom industry and company adaptability
00:01:07 – 00:03:10
The telecommunications industry is rapidly evolving, requiring businesses to adapt continuously to stay relevant and competitive. The speaker explains that their company has embraced this change by adopting more specific marketing strategies and using DBAs to remain agile. Their success stems from quickly seizing opportunities and responding nimbly to market shifts. This flexibility allows them to pivot effectively and pursue unique opportunities, setting them apart in the telecommunications landscape.
00:02:42 – 00:06:49
Commission-based business model and client alignment
00:02:42 – 00:04:18
The company emphasizes a flexible, client-centered approach focused on win-win solutions, operating primarily on a commission-based compensation where they only get paid if their clients succeed. This model demonstrates their confidence and commitment as business partners, creating both challenges and opportunities by aligning their success directly with client outcomes.
00:03:46 – 00:05:08
The discussion highlights the uniqueness of their performance-based contract model, contrasting it with typical agreements where payment is guaranteed regardless of results. The company’s confidence stems from delivering value and conducting thorough, no-risk assessments to ensure a good fit before committing, minimizing risk for clients.
00:04:39 – 00:06:18
They conduct free assessments to vet potential clients’ portfolios, ensuring that they can effectively manage and deliver results before entering into contracts. This upfront effort avoids wasted time and resources on unsuitable opportunities, reflecting a strategic approach to client selection and investment of effort.
00:05:45 – 00:06:49
The company applies the 80/20 rule to focus on clients who provide a mutual return on investment, sometimes ending relationships with clients that consume excessive time relative to the financial benefit. The founder’s goal is to build a company that prioritizes balanced, efficient partnerships where both sides gain value.
00:06:16 – 00:10:16
Client relationship expectations and communication
00:06:16 – 00:07:48
The speaker discusses the importance of mutual respect and courtesy regarding time in client relationships. They share an example of a client demanding an unrealistic in-person meeting, explaining how setting boundaries and offering alternative solutions led to a better understanding and a more effective working relationship.
00:07:17 – 00:08:51
Transparency in communication is emphasized as key to managing client expectations effectively. The speaker highlights that being upfront about time constraints helps clients manage their processes better. Kevin describes a good client as honest, respectful, responsive, and clear about their priorities to avoid wasted effort on unimportant tasks.
00:08:42 – 00:10:16
The conversation reinforces the value of clients who respect time, honesty, and responsiveness. These qualities enable more efficient and productive relationships, allowing service providers to allocate their limited time effectively across clients while maximizing results and revenue.
00:09:45 – 00:14:39
Telecom Marketing Strategies services and evolution
00:09:45 – 00:11:49
Telecom Marketing Strategies started as a consulting company but shifted focus due to industry changes and market saturation of consultants. They created a vetted co-op of third-party companies to assist cable providers like Comcast and AT&T by streamlining vendor selection, benefiting both the providers and the third-party vendors. This approach helped cable companies save time while opening doors for vendors to access new opportunities.
00:11:14 – 00:13:54
As technology reduced the need for physical service visits and direct sales, opportunities for third-party vendors declined. Telecom Marketing Strategies adapted by consulting for companies seeking exclusive marketing contracts at apartment complexes. Since providers needed property owner permission to offer services on-site, the company helped secure these contracts, assisting providers like Comcast and Spectrum with marketing efforts when internal resources were insufficient.
00:13:25 – 00:14:39
After successfully securing enough contracts, providers hired more in-house staff, reducing reliance on Telecom Marketing Strategies. The company then shifted focus, evolving into Multifamily Utility Solutions, a DBA of Telecom Marketing Strategies, to represent multifamily property owners directly. This change clarified their role as advocates for property owners and marked a new phase in their business model.
00:14:02 – 00:18:37
Shift to multifamily utility solutions and new markets
00:14:02 – 00:15:54
The discussion centers on helping apartment building owners increase their revenue by educating them about entitlements and opportunities in utilities management. Initially focused on broadband agreements, the company expanded to cover other utilities such as trash, electric, solar, cellular tower leases, and water conservation. This evolution led to the creation of multifamily utility solutions aimed at improving owners’ net operating income through utility-related opportunities.
00:15:15 – 00:16:55
The speaker highlights the value of having experience on both sides of the negotiation table, especially in telecommunications and cable services. This dual perspective is presented as a strong competitive advantage, allowing the company to deliver superior results. Although they don’t focus on competitors, they strategically target specific markets and apartment sizes where they perform best.
00:16:19 – 00:17:48
The ideal clients are mid-sized apartment owners rather than very large REITs or very small landlords. Large property owners typically have in-house staff handling utilities, while very small owners might not yet benefit from such services. However, small owners are seen as potential future clients as they grow, and the company values maintaining relationships with those who may become significant clients over time.
00:17:17 – 00:18:37
The importance of continuous prospecting and relationship building is emphasized. The company learned from past mistakes when they halted prospecting and lost momentum. Now, they invest time in engaging with prospective clients early, even if they don’t need services immediately, to build trust and respect. This approach helps ensure future business as these clients grow and require more comprehensive utility solutions.
00:18:15 – 00:23:41
Performance-driven business model and accountability
00:18:15 – 00:19:41
The discussion highlights a business model where compensation is directly tied to current performance, similar to how professional athletes are paid based on their tournament results rather than past achievements. This approach emphasizes accountability and continuous effort, contrasting with other sports where athletes may be paid for previous performance despite current declines.
00:19:38 – 00:21:37
Key lessons for business owners include the importance of maintaining consistent effort and not becoming complacent after success. The speaker draws a parallel to Alcoholics Anonymous, explaining that one must continue the daily practices that led to recovery to sustain progress. Similarly, in business, daily tasks such as generating new leads, updating financials, exercising, reading, and meditating are essential routines that support ongoing success.
00:21:13 – 00:22:45
Another crucial lesson is recognizing that progress and recovery in business often take longer than expected. The speaker describes how diversifying revenue streams through multiple DBAs helped mitigate risks when one contract was lost, ensuring financial stability. Protecting oneself against unpredictable changes and maintaining multiple income sources are emphasized as vital strategies for resilience.
00:22:17 – 00:23:41
Being a small business owner is both rewarding and challenging, with many shared struggles that are often unspoken. The speaker stresses the importance of mindset in determining success or failure, encouraging entrepreneurs to adopt a positive, proactive attitude to overcome obstacles and achieve their goals.
00:23:12 – 00:29:01
Business lessons: consistency, mindset, and delegation
00:23:12 – 00:25:22
The speaker emphasizes breaking down mental barriers to success by not overthinking challenges. They stress the importance of collaboration and delegation, especially for early entrepreneurs who often try to do everything alone. Instead, focus on what you enjoy and excel at, like deals and promotion, while outsourcing tasks like social media and website development to specialists, which ultimately saves time and increases profitability.
00:24:45 – 00:26:45
Effective business ownership involves surrounding yourself with the right people and delegating tasks wisely. The advice is to keep doing what you like, are good at, and that makes money, while delegating the rest. Automation and process management should handle the majority of business operations, leaving only a small percentage for human decision-making. This mindset fosters success and efficiency.
00:26:11 – 00:28:23
Encouraging openness to expert help and delegation leads to greater financial success and efficiency. Focusing on strengths allows business owners and their leadership teams to contribute more effectively, creating a more powerful and smoothly running organization. The speaker values performance tracking as essential to understanding and improving business outcomes.
00:27:56 – 00:29:01
Reflecting on personal achievements, the speaker highlights continuous learning, enjoying their work, and building a trustworthy and respectful internal team. This success has provided them with flexibility and satisfaction in their professional life.
00:28:32 – 00:34:36
Work-life balance and personal fulfillment through business
00:28:32 – 00:30:02
Kevin Gardner discusses the flexibility and trust in his work environment that allows him to balance his business with personal commitments like attending AA meetings and helping others. He emphasizes the freedom his business provides, enabling him to pursue passions such as writing books on mindset, leading to a fulfilling life where business is important but not all-consuming.
00:29:30 – 00:31:22
The conversation shifts to how owning a business should ideally provide the lifestyle one desires, contrasting it with the often restrictive nature of long corporate careers. They explore the idea that a well-run business, like Kevin’s, offers freedom and trust in employees, unlike the demanding 80-hour workweeks that many entrepreneurs endure. Kevin shares how, despite earning more in corporate America, he felt owned by his job, exemplified by being contacted about work during vacation.
00:30:53 – 00:32:54
Kevin highlights the importance of work-life balance by sharing how he encourages his team not to work or check emails during family time or holidays. He contrasts this with a friend still in corporate America who worked 44 consecutive days and is exhausted, underscoring the difference in control over one’s time between employees and entrepreneurs.
00:32:24 – 00:33:44
They discuss the mindset difference for entrepreneurs who choose how to spend their working hours versus employees with less control. Kevin fosters a culture of trust where employees can manage their schedules without needing permission, emphasizing respect and honesty. The importance of performance in earning this flexibility is noted, as well as the challenge for businesses without a performance-driven culture.
00:33:17 – 00:34:36
The conversation concludes with the idea that a strong performance mindset from the top down is essential for businesses to enjoy the rewards of flexibility and work-life balance. The host acknowledges the time and asks Kevin who he would like to have dinner with, to which he responds enthusiastically about Dave Matthews, admiring his music, mindset, and life experiences.
00:34:09 – 00:36:02
Ideal dinner guests and positive mindset philosophy
00:34:09 – 00:36:02
The speaker reflects on a monologue about how only light can overcome darkness and only love can overcome hate, echoing Martin Luther King’s sentiments. They emphasize a belief that good will ultimately triumph over bad and stress the importance of supporting and caring for others. The speaker imagines an ideal dinner conversation with their AA sponsor and the Dalai Lama, appreciating their shared positive mindsets. They conclude with a lesson from their mother about kindness, noting that being nice attracts more positive responses. The segment ends with thanks and a farewell until the next episode.
