Shed Geek Podcast
The Shed Geek Podcast offers an in depth analysis of the ever growing and robust Shed Industry. Listeners will experience a variety of guests who identify or specialize in particular niche areas of the Shed Industry. You will be engaged as you hear amateur and professional personalities discuss topics such as: Shed hauling, sales, marketing, Rent to Own, shed history, shed faith, and much more. Host Shannon Latham is a self proclaimed "Shed Geek" who attempts to take you through discussions that are as exciting as the industry itself. Listeners of this podcast include those who play a role directly or indirectly with the Shed Industry itself.
Shed Geek Podcast
Build Process, Beat Peaks: Turning Critique Into Consistent Sales
What if your slump isn’t the market—it’s your process? We sat down with Peter Miller to unpack the habits that separate professional salespeople from order takers, and why a consistent mindset beats seasonal swings. From running five shed lots across multiple states to building a sold-out Shed Sales Summit, Peter shares practical strategies you can put to work this week: clear goals, ethical influence, tighter follow-up, and video content that actually drives walk-ins and online conversions.
We dig into the real competition (hint: it’s big-box and national marketplaces, not the lot next door) and how to win with speed, transparency, and service. Florida’s winter surge highlights seasonality, but the bigger story is how the best dealers keep momentum through quiet months—shorter lead times, strong reviews, and a visible online presence supported by smart SEO, social clips, and consistent email. We also talk about the emotional roller coaster of sales, how to avoid getting jerked around by weekly numbers, and why classics like How to Win Friends and Influence People and the Little Red Book of Selling still outperform “shiny object” tactics.
Peter opens up about programming the Shed Sales Summit with speakers who bring both inspiration and systems, plus why peer panels compress years of learning into hours. We share resources for sales training, community, and consulting, and make a strong case for hiring professional salespeople rather than “manning the lot.” If you’re ready to turn critique into fuel, turn prospects into buyers, and turn buyers into promoters, this conversation is your blueprint.
If this helped, follow the show, share it with a teammate, and leave a quick review. Got a sales habit you’re changing this week? Tell us—we might feature your win on the next episode.
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Studio Sponsor: Shed Pro
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Shannon:Okay, welcome back to another episode of the Shed Geek Podcast glasses free episode for the first time ever. And I have no idea who's on the screen because I can't see you guys. So I'm gonna explain why the glasses free. Um, but we'll get into that as we get into the uh the episode, and I'll explain some thoughts on that. Uh I think you guys will think that's funny. Obviously, we've got some favorites here today. We've got Cord uh Koch with us, uh, and we've got Peter Miller. You guys are familiar with Peter. What I'm most excited about in introducing is this is the newest member of the Shed Geek Consultation team. This is uh you guys have heard uh yeah, let's get look, we need to do the applause. I need to get the board back, and we need to do like a little automated applause. You guys have uh you guys have uh seen that Tyler Mayhan has joined the team and already picked up a client, and now we're introducing Peter Miller as part of that. So uh Peter, I'm sure most people know who you are in the industry. Uh, but you know, give us a little elevator pitch on who you are for those that might be listening for a first time.
Peter Miller:Absolutely. Well, thank you for the opportunity to be back here on the Shed Geek podcast. Always enjoy getting to speak with you and of course, Cord, and to all of who are listening to this podcast right now. Um, the shed industry is definitely clear and near to my heart. Um, and never knew right about 14 years ago that it would mean so much. But uh the elevator pitch. Let's uh let's jump into that. Uh about 14 years ago, got into shed sales, never had sold sheds in my life, never sold carports in my life, and got thrown to the wolves um and learned uh right in the lion's den. You know, I didn't get eaten all the way. Uh Lord, Lord protected me, but man, did I learn a lot of things in that that early beginnings? Um was in sales for many years, and then in 2020, I had the opportunity to open my own shed lot, and that was Miller Sheds up in Dalton, Georgia. And uh the Lord's blessed that very well. Uh two years later we were able to open uh a couple other shed lots in Florida, and in 2023 we opened another one. So overall we have right at uh five brick and mortar uh shed lots that I'm part of, the owner, um and working in, working with, and so I've been able to sell sheds in different states, seen different uh uh uh clients, but overall shed clients are fairly simple. Uh they want a shed and then they try to tell you they're not interested or they don't like the price, but you have to work through all that and get to the real reason why they're not buying from you and don't let them walk over to your competitor and buy up from theirs. But uh was able to do that, and then uh jumping back to the elevator pitch, uh 2024, we had our first shed sales summit. Um I wanted uh give a shout out to uh Marty Boltres with Shed Business Journal. Uh he has been very supportive, uh supportive from the very beginning. Um if you aren't on the Shed Business Journal lists to get his magazine, it's a free magazine and it's very, very helpful. You can read the articles in there, you can uh find different people that have different things in there. It's a great uh tool to our shed industry. But he was um somebody that I went to talk to about having a uh shed sales summit for uh the salespeople. There's the Holler's bash um and then there's uh uh the shed expo for the manufacturers and the builders, but there wasn't anything for the shed salesperson. And that's where we came up with Shed Sales Summit, and it was born in September of 2024 in Grand Rapids, Michigan. Um there was a lot of a lot of uh mistakes and such, and but uh it was overall successful that first year. We uh we sold out, we had right at 200 tickets, and we sold out all our tickets. We had more people wanting in, but weren't allowed to have them in the in the room because there wasn't enough room for the fire marshal to allow more than that 200 people. So um fast forward to 2025. We had the latest Shed Sales Summit in Knoxville, Tennessee. And that was uh I'm just gonna say awesome. Uh we had great speakers, the attendees were engaged. Um the overall response that I heard back from uh our post-survey, uh post-event survey was I would say mostly positive. There was a few critiques, but that is what I want to hear also because I want to get it better for next time. Um and so currently we are planning for a 2026 shed sales summit, um, working daily and in some capacity with our shed lots, making sure our salespeople are continuing to sell, um taking those objections and knocking them out of the park and trying to get our uh sales always to be the best that they possibly can. And as far as the consulting, I do want you to know that I want to hear from you. If you have uh an opportunity to reach out to me, I'd love to sit and talk to you if that's over a Zoom call or a phone call. There's one thing I like talking about is sheds. And if I can have any help to you guys that are listening, please don't hesitate to reach out to me. Um that my elevator pitch as quickly as I could there. And that was pretty good for me.
Shannon:Hey, that's good. That's good. I loved it. Uh no, I congrats, you know, first of all, 14 years. Let's just slow down long enough to say, hey, 14 years in any capacity, you know, of any job, uh, you learn a lot. You know, you your experiences can't be mimicked, you know. You experience those things for yourself, and that gives you a lot of uh knowledge through the process. Obviously, you know, you guys stepped into it with making cells simple and the shed cells summit. You're all in, you know, there's no uh skirting around that. You're you guys are as involved in the industry, and it's a it's a tricky thing, Peter. I want to say a couple things. Uh I want to say first and foremost, you know, criticism is always a good thing. You know, like you need a certain level, like could you imagine getting along with everybody all the time? I mean, I'm a perfectionist, I try, but it just don't happen, you know. Like you see you need some of that criticism, you know, um, because some of it's constructive and some of it's not. But you know, you want to take the you want to take the meat and you want to say, hey, I need other people's opinions. And what's kind of interesting about Shed Sales Summit or just shed sales training in general, is you get like these two different thoughts I've found. And it's like, I want someone not in the industry who's massively successful at sales, and then the criticism is they don't nothing about sheds. Uh, then you jump in whenever it comes to being in the industry and actually understanding and owning a shed lot or a manufacturer, you know, company yourself. And it's like, well, why do I want to listen to these guys? They do the same thing I do. You know, that you're always going to run into um, you know, some kind of level of criticism. But I had a friend share with me recently a poem called The Man in the Arena. It was a Theodore Roosevelt uh uh poem. And I've actually since then I've accorded seen this, I actually printed it out and stuck it underneath my little clear glass that sets on top of my desk to remind me. And you guys, I'll tell you what, rather than spoil it, uh anybody who's listening today, go check out the man in the arena. And I think that kind of says everything uh that you that you know uh uh would hope that it would say for someone who's actually engaged, as opposed to setting on the you know, the loudest boo's come from the cheapest seats, Peter. So, like you know, you sometimes it's just a matter of like getting out there and doing it, stepping into the arena. So anyway, um let's do this so I can see you guys. Oh, look at that. I'm back. The glare, the glare on my glasses. I'm so subconscious. Four and a half years I ran a podcast with not good lighting. Cord comes in, week one's like, you need to get lighting, and I'm like, whatever. I can't quit thinking about it now. So, I've I'm like, he's right. I'm so super conscious, and now I'm seeing the glare in my glasses, Cord, and I'm like, what is going on? What am I doing? Um, no, it's good to see you guys now. He's a production guy now. I'm telling you. I get hey Peter, we're gonna take we're gonna take a rabbit trail here. People come up and they're to talk to me and they're like, You, you're in a podcast, seem like you know what you're doing. What do you think about the new Blue Yeti mic? You know, it's got the whatever nine megahertz, you know, they start going on, and I'm like, bro, I don't care about none of that. None of that. I mean, look, I bought road, I brought road quality stuff, and it's really good. But the reality is I care more about the conversation and the content. I actually need someone like Cord policing me, whatever I've got. He's like, You're in a dark closet over there, people can't see you. I'm like, as long as they can hear what we're talking about and hear the guests.
Peter Miller:You'll bring the con you bring the content, the let others do the logistics of it and make it look real good.
Shannon:Man, I just love people. I just love people and I love the conversations with people about these things. That's the thing that near nearly five years still gets me uh motivated to do these things. So anyway, yeah, congrats, big congrats on the Shed Sales Summit. I mean, I think that we need to say that first of all. Uh, I'm just so happy to see somebody jump into that area. I feel like there's so many air uh uh areas of uh of need in our industry, and it really just takes you know the person stepping into the arena to say, I'm gonna jump in there, I'm gonna do this. Is it gonna be perfect? Probably not, but you know what? Uh it ain't perfect without it. So, like if we can help anybody, just one, it's worth it, I think.
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Peter Miller:Right. And I would say right there in interjection, if somebody's listening to this and they have an idea on something for the industry, this is this is what uh Connor Delyn said. Uh just run. Just do it. You know what? Just put your head down and do it. And you know, you're gonna have some people say no, some people say yeah. But if you believe in it and it's actual something hard, you know, close to your heart, do it and uh let the chips lie wherever they may lie and do what do what you're supposed to do.
Cord Koch:What a great lineup you had, Peter. I mean, like Connor was so great. Um Joe uh did such a good job. He actually did such a good job uh while having a couple the lights go out on him a couple times, and he just he just stuck right with it and kept on kept on rolling uh and was very informative. But gosh, Condor was just so inspirational to cap that, you know, for the sort of nightcap or you know the spotlight there at the end. Um the yeah, the features speakers, the panel. I mean, my goodness, just really great Peter. I mean, is there, you know, obviously we are back in Knoxville in a slightly bigger room than 200, which is good. Um, you know, um is there I know it's early days. Do you have any kind of ideas or do you want to wait for that until uh the kind of official lineup comes out?
Peter Miller:Well, if I could give you more information, I would. Um there is so many logistics that we're juggling back and forth. Um, as anybody who came to it knows, it was on Monday, and the NSRA was on Tuesday, and then the Shed Expo was Wednesday and Thursday. And so logistically, for people to attend the Shed Sales Summit, and then if they were going to the NSRA, which is was wonderful. I it was a great, great event. I really enjoyed all the speakers, um, and just the whole day was really good. But there was those who didn't want or didn't have the time or didn't weren't interested in you know the rent to own side of that, um, and then going into that. So that's where we're trying to find out what's the best fit there for next year, um, what day it'll be on, right in timing. So when I find out more details on that, I definitely will let you know. I have already started talking to some different people as far as having different speakers um involved in that. Uh, I put a lot of effort into it to try to make sure it's something that's relevant um and helpful to anybody who's in sales um and they can turn around and use it. And that was one of the things with having Rob Ball, uh Joe Ignace, and Connor Delyn. Joe was probably the closest of those three to have anything familiar with sheds. I know Rob had been in at the first year, but Rob is in furniture, but he is a great, a phenomenal salesperson. He's uh one of the co-founders of the HFA Sales Academy. He's somebody who knows sales inside and out. Um, and I can learn every time I sit down and listen to him. And that's where I was like, okay, we want to bring him back again um for last year. And then Connor, or I'm sorry, Joe, with that uh the process, the sales process, and you know, his systems and things like that. He has it down to a science on how that that is supposed to look. And that's what I kind of talked to him about. And then of course, Connor. I will say Andrew Boyle was very um helpful and um he was probably the main reason why we brought Connor in uh because he had a chance to go to a um another speaking, um, I don't know what you would say, a speaking engagement where Connor was speaking. Um and he texted me and he's like, hey, look up this guy. He said, You need to listen to him. And I was like, oh man, all right. Right. So got on there and I will say when I first got on that first call with Connor, he was excited about it, and he's like, you know what? We need to make this work. We need to make this work. Um, shout out to his right-hand man was Hunt Hunter Saunders, and many people don't know this, but he was behind the scenes trying to make things work uh for the sound and making sure cues were on point. There are so many things that go on behind the scenes that nobody knew was going on uh until I actually turned accidentally turned off the lights on Joe Ignis during his speech. Not I'm not being uh malicious in any way. Um I uh somehow I turned the lights to full brightness and I was like, okay, I'm gonna turn them to dim, and they went fully dark. And so, Joe just kept on talking right through it. I was like, turn that thing back on as quick as I could, and hopefully nobody sees that it was me that did it. But hey, I just I just admitted to it.
Cord Koch:So, uh well I was gonna say is he went right through it, didn't he?
Peter Miller:I mean, he just he went through it like a champ, and uh he did, and uh one of the things that some people may have noticed on the um uh the video side, we have are starting to get some of the video from the Shed Sales Summit back. And I look I look forward to letting other people uh get access to that. If anybody's listening to this that was part of the attended the Shed Sales Summit. Um I don't have all of them back yet, but I'm working on getting the full uh how can you say kit and caboodle, having all the videos um and making that available to those who had it had had attended to the um summit. And if you're looking into specific ones, feel free to reach out to me. I'll give my email address uh if you want on the podcast I can have Shannon maybe put it in the link or something like that. But it's just Peter at making salessimple.com is an email address there.
Shannon:That'd be great. And uh obviously we still deal with technical difficulties even to this day. That's the way it always works. And by the way if uh Deanna or Aaliyah or Troy or whoever's editing this episode doesn't take the opportunity to draw some graffiti on Cord's face while he was frozen up there in that little picture then they then I feel like they're really missing an opportunity. Because I'm gonna encourage that for those of you who are watching on YouTube. By the way I'm gonna take just a quick break just to stop and say a couple things I want to point out uh if you uh I think you already pointed this out if you're if you're not a member uh or get the magazine for the Shed Business Journal. It's really simple. We'll try to put a link or something like that up where you can see it or be in the show notes or something along those lines. Making sales simple that is uh you know something that you guys created to uh uh also make for the sales process to be more simplistic for people who are coming in and you know I don't know maybe they don't know what the double top plate is or maybe they don't know what 16 on center is they you know they may be coming into this new completely in sales and like you said a lot of people get thrown into the you know uh kind of the lion's den just right off the bat and then I want to encourage people to go to the Facebook uh private group and search for uh shed sales professionals because that's really important uh that as a community we get on there and we have good conversation that just kind of builds up uh and helps everybody um yeah well let's talk what one of the things that me and Cord were discussing was that we're in this nasty old southern Illinois weather where it's 35 degrees and here you are in Florida um you know and uh enjoying the 82 tomorrow 82 degrees yeah well you know uh you used to be my favorite person Peter but um I think we're I think we're hitting 38 39 tomorrow maybe 40 yeah it yeah hey it is what it is I enjoy it um but what you know what are you seeing in shed sales that's the one thing that everybody it's a consistent question that pretty much everybody asks always right like what do you see in shed sales um how does that work for the Florida market you know versus where we are right now so one of the things that we notice is all the people from up north who are snowbirds uh come down to Florida or potentially go out west to maybe Arizona or something like that something where the weather is not 30 something degrees and snowing and freezing and sleet uh they want to get somewhere where it's warm and enjoy the winter months and so whereas most of the times you'll see a shed lot pretty much go like a deserted island for people coming through their doors or something like that we're starting to see an uh uptick in walk-in traffic um a lot of times the clientele that comes down are not the younger they're a little bit older maybe retired and so they're looking to um have a shed in their backyard they maybe want to put a golf cart in there the something along those lines and boy we're ready to help them so I would say our sales go up in the wintertime we say by Thanksgiving a little bit thereafter people sometimes want to stay home for Thanksgiving and then they'll come down to Florida thereafter.
Peter Miller:So here we're starting to roll into our season.
Shannon:And so it it's a little different than let's say the colder climate areas yeah um you know I hear I think the last article I wrote in in SBJ it's kind of said something along the lines of I don't know for 12 years now traveling I've heard people say what are you seeing out there? What do you see over here when I was an RTL rep uh out here on the road just really you know uh uh beating down the road and you know what do you see over here what do you see over there what are people experiencing I always say it's the it's the premise behind their questions it's kind of like you know um are we gonna be okay is it time to jump ship is it you know what I mean like it's always like uh you know is it gonna come back up and I really think it's just I don't know it's so interesting because you can go to one region and you can hear you know things are just phenomenal right now uh other people in that region will say things aren't so good. I've really just come to the place to where I believe it has so much more to do with your business plan and like how you're approaching things whether it be your marketing whether it be your uh offering rent own offering finance uh doing sales training uh the different products you offer you know is your business set up so that you uh do next day delivery are you doing you deliver within five days are your lead times down to you know 10 or 11 days on new construction builds um are you know eight weeks out you know I mean your salespeople make or break you know so much of that you know you're to me uh me and you kind of identify in that in that world of sales and to and to me um I want to take credit for this but I'm not sure if I can take credit for it because I don't remember if I said it or he did but I certainly remember him saying it quite a bit uh Kyle Summers used to would always say you know you could take a uh a C minus location and an A plus dealer uh and they will outperform an A plus location as a C minus dealer. You know you can thrive in any environment that you're in and you just got to plant where you're grown you know or you got to grow where you're planted.
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Peter Miller:Let's grow together you know I wanted I wanted to say something a little more on that if I could sure you know we're talking about uh salespeople and then we're talking about dealers and all right so there's the owners of their these bed lots and I'm one of those I love sales I wish I could be more involved in sales day to day but you know when you take on that responsibility to have multiple lots you can't necessarily always do that but yes we're motivating and we're talking to our salespeople and we want them to be A plus salespeople. And one of the things you were talking about lead times next day delivery these are these are all things that as a owner of a dealership you're trying to think okay what can I set my shed lot apart by and I think it goes back to yes you can do all those things but so many people are starting to do the same thing that the clients the buyers are going to get 10 or 11 day lead times possibly by multiple shed lots. So, the one thing that I would say you focus on the most is your people selling the product and then it goes back to the mindset. I was talking to a friend of mine about this and I said the mindset is so crucial. I talked to my salespeople and I said I'll start at the beginning of the week and say all right how many sheds are you going to sell this week and I've seen this and so many people say well I'd like to sell and they say this number and I said all right you just gave yourself an out you said I'd like to sell this number and uh going into a mindset side of that that thing I mean all right so you talk to a football player before he starts a football game well I'd like to win this game no he's like I'm gonna win this game and he's got that mindset of I'm gonna win this game if we look at a salesperson and we go into that with just a I would like to do this I'd like to yeah I'd like to do a lot of things but if I drill down and have a mindset I'm going to do this I'm going to sell this amount of sheds yes you may be disappointed if you don't but if you look at that customer who walks in the door I'm going to sell them a shed now you're looking at it with a mindset of a positive outcome instead of well they may buy or they may not buy and it's powerful the mindset is so powerful in that I try to I try to teach that to my salespeople write a viable goal down you know we can't say we're gonna sell 50 sheds in a day it's not that's not feasible but you could set a goal of two sheds or three sheds that's a viable goal I'm going to sell this and then you could do a weekly goal and that's something I talk about a lot in sales training because I can tell you how to sell a shed I can tell you these different things you can learn all the product knowledge of those different things but if your mind is not engaged into that then not going to go as well as it should be um and that's it's one of the things that we talk about in sales training is training but then mindset.
Shannon:You know the famous you know the famous quote you know burn the ships you know the story you know I mean it's a it it's that mentality but I mean you know I like to say the work is in the details Peter I mean to be honest with you know like if you're there's no there's very few easy dollars there's very few uh you know like easy opportunities where you're just going to benefit massively for just a minimal amount of work and I think that the lure of temptation that exists in shed sales a lot of times specifically with uh consignment dealers is you know I can put in just a little bit of work you know get this 10% commission I sell a nice $8,000 shed made $800 you know it's really only took 15 minutes. It's a bit of an impulse buy but I tend to think that you know you could sell you know three of those you know in a day with uh a proper lead funnel for one and then a proper mindset to your point on uh um you know I'm gonna win today for every customer who comes in uh and if I don't win them today I'm gonna follow up until I do win with them. Uh and if you if you have the mindset that like even though I only worked 15 hours on that actual job, I didn't really make the $800 in 15 minutes. I really made the $800 over the course of you know four hours of preparation last week four hours of follow up next week. So, like your hourly pay or your benefit versus the reward that you put out isn't quite so simple as this 15 minute interaction and of course you'd like to hope that people just show up to the door and three or four people buy every day just because they simply need it. But it's really about perfecting your craft and I think that's what sets people apart from being an order taker and being a salesperson.
Peter Miller:At the Shed Sales Summit when the question got asked by Alexis I think it was from Yoder Buildings and it started off uh about manipulation and not wanting to manipulate and such went had some good answers and then Richard Mashburn, Richard Mashburn drove down onto the manipulation of it and how in reality asking the question in the way that you want them to say no yes would be the negative and no would be the positive. So is there any reason that you uh shouldn't buy this shed you that you would buy this shed today no and then the vice versa of that I'm not saying exactly right there but uh the concept of that I've I put that out as a clip on uh the shed sales professionals page and a lot of people have seen that but I sit there and I've watched that video over and over again because it's so profound to me that in the shed industry we have a lot of people that I think are really uh excited about being salespeople and they're pouring into that and then there are some that are order takers and they clock in at let's say eight o'clock and they clock out at five o'clock and don't you dare ask me to go do a site check to try to get uh another sale um but the profoundness of that where the manipulation as long as you're not losing moral high ground and that's one of the things that uh Richard said you know you're not you're not lying about something but you are uh trying to convince somebody to purchase the product that they already want but yet they want to say no because it's psychologically ingrained in them to say no to it. Even though they came into your shed lot looking for a shed um I just I really enjoyed that that particular question and there's many more that that got asked and answered um but the sales side of things is going to I think get uh more involved online as we go there's a lot of brick and mortar stores across the country but the online side of things is only going to heat up more and more. Uh had the opportunity to go up to Eagle Carports uh just about a month ago or so maybe a little less than a month ago and uh just seeing what they have there and the online sales that steel buildings and carports are doing it's just mind blowing the amount of sales that can be done. Um you know $500 to $700,000 worth of uh carport sales in one month for one person who's doing it online. And you know that's just uh I don't know if I should say this, but I say that's stupid money. You know, that's just crazy that that somebody is able to do that, but yet it's out there. And the same thing with sheds. I look at the amount of people that need a shed and we don't you know Richard Mashburn he mentioned our backyard I think it was backyard or something or another was the one of them Home Depot. Those are the ones we're competing against not the shed lot right down the street from you. Those aren't the ones who are taking the market share in these sheds because we're the little guys. And I know I'm kind of getting off in the weeds here but it just uh it's something that's interesting to me but also I want to dive a little deeper to find out the details of what you as a shed lot owner or you as a shed lot salesperson, somebody selling sheds or carboards the details like you mentioned what are you doing to separate yourself? What are you doing to make yourself uncomfortable to be able to sell something that people will be willing you know sell a shed that somebody would be willing to buy because you're willing to get on a camera and talk about it.
Shannon:Can I name drop some names because I kind of so let's keep it let's keep it positive name dropping how about it is it is very good.
Peter Miller:The Joe Shivers um Shivers Portable Buildings I think he's out of Mississippi uh I've got to meet him a couple of times I actually sat with him at the NSRA but I watch his videos online and when I met him in person he's very quiet and I didn't like I didn't see the same person that I see on the videos when he goes on there hey y'all come out here and he he's climbing up inside of sheds and he's you need a golf cart and he's just talking like that's something that uh speaks volumes to me and good job on that. That's like he's doing something that separates himself from his competition.
Shannon:I'm way over here in Florida and I'm seeing his videos in Mississippi I'm like that's great you know keep it up and that's where I as a salesperson a read more books listen to more podcasts to gain that knowledge make sure you know your product knowledge inside and out and make sure you pay attention to those details whatever they may be maybe it's the weeds that are growing right beside the flower that you have out outside or the plant that you have outside make sure those are plucked those are small details but somebody's going to notice um well I'll tell you just right off the cuff I mean we can just acknowledge that Richard is just such a unique individual with a unique skill set uh uh a fair amount of knowledge and uh just you know typically I find he has a really good approach to tackling a problem so I'm just a big Richard fan from the beginning anyway but to be able to sit there next to him and just kind of glean from him and learn from him I mean he's got tons of experience and um the way he dissects a problem breaks it down or a question and answers it with uh you know uh just the thoroughness that he has and his approach I've always been a fan uh I've said it a million times I'll say it a million more even if people get tired of hearing it I've always said if I ever make enough money to hire someone to be my boss it'd be Richard Mashburn. I I'm telling you like that dude is just great. I al I've always enjoyed talking to him still do and uh is a good friend of the show and I'm appreciative for that. More to come on that.
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Shannon:I guess I suppose that you could say I've got it all figured out. I don't really need to attend anything, don't really need to listen to anything. And I would say you have, you know, a responsibility if that's true, and that's to teach, unless you want to hoard all that information for yourself. So, I never get to a point to where, you know, I'm blessed to get calls from people every week. That's kind of why we started this consultative uh uh adventure. Uh, you know, we were, you know, I always said we were consulting in our marketing agency anyway, because we were spending a lot of time uh attempting to educate uh ourselves and others, you know, either by having guests on the podcast uh or just having professionals join the conversation. But we, you know, several calls every week saying, hey, what do you think about this? What do you think about that? Uh and and I thought, you know, hey, we're we're attempting to increase education. Um, it doesn't mean that we have all the answers. It doesn't mean we have every answer that we give is right. Um, but we are the man in the arena. We're jumping in, we're we're getting our feet dirty. We're not just sitting in the stands, we're actually getting in there and saying, hey, you know, this is my experience. You know, this is what I believe it's worth. You know what I mean? And uh um let's see if we can benefit you because all I can really give you is my experience. You know, uh I've I've touted the book, the little red book of sales from Jeffrey Gittimer, several times, you know, throughout the years. And that's because, you know, sometimes you can read a book that just kind of like it hits you. And I've gone back and reread that book just even last year. And um I think I told you my goal is to, you know, uh read at least 15 books, you know, in 2026, you know, setting setting myself that goal. And that's just reading books. I mean, I audio books and podcasts and all that too, but I want to actually read 15 books, which would be the most that I've read in a year. Um and um I remember reading the little red book of sales, and my favorite thing to this day was, you know, to celebrate your effort uh and not your results. Don't concentrate on your success, don't concentrate on your failures. The same um um energy that you put into last week that generated six sales this week may only generate three the following week. Don't fall apart, don't change your strategy, don't believe that all of a sudden all is lost just because you saw an ebb or a flow. You know, trust the process, you know, stay with the process and continue to do what you're doing. And you take the emotion out of sales, you know, somewhat in that way, that limbic brain, right? That that that emotional mindset that's kind of like, oh no, the sky's fallen. We sold nothing for two weeks, and then all of a sudden, we sold 13 buildings in two weeks.
Peter Miller:Right.
Shannon:Life's good, let's go spend all this money. Like, whoa, whoa, whoa, let's rainy day fun. Rainy day fun. Let's you know, we need to be even keeled through our through our approach. And that's the best advice that I can give to a young salesperson who's getting in is like, man, the emotion of sales is a roller coaster. And a lot of times people just don't tell you about that. I'll tell you what, the first time you look at somebody and you're like, oh, well, I think I got a sale. They said they were gonna be back. You know, any seasoned salesperson immediately is just like, well, welcome to the team, you know.
Peter Miller:I know we talked about that in a previous podcast, but I I've lived that firsthand. And yes, uh, the ebbs and flows of sales, you have really high highs and you have really low lows. And one of the things that I've written about in Chet Business Journal and different things is keeping people around you that can keep you even killed. Um, I've heard you talk about it on other ones, you know, don't get too high, don't get too low, just keep your steady. Um, enjoy that time where you have multiple sales or sales back to back to back, you know, but don't get downtrodden when you're going through the winter and you know you haven't gotten anything. Well, just plan that out so that you can get something for that spring, you know. Uh maybe you keep your marketing presence online so that way you're not uh out of the Facebook algorithm or whatever it may be. Keep on posting stuff. Maybe uh you go out in the snow and make a snowman. Man, it's cold out here, but I sure do like to have a warm shed that I can stay in and you know, whatever the idea comes out of, you know, just be creative. Um and if you're not very creative, there's a tool that you can use that may be able to help you. I don't know if anybody would like to use it, but man, chat GPT can give you a whole lot of ideas if you just punch in what's a creative idea about something or another. And I'm not saying don't use to use chat GPT for everything because I think that takes the personality away from somebody, but it is one of those ways that you can get some ideas from. Uh make sure you have a good group of people that are around you that also you can lean on for ideas as well. Um, I call many different people for ideas on different things.
Shannon:You know, it really does come down to bettering yourself as a professional, uh attempting to be the best at your game that you could possibly be. Um I've been blessed to meet so many good salespeople in this industry that I believe you could put them in any sales environment. And it's not because of the product, it's not because of their product knowledge, it's not because of their location or their sales funnel or their marketing. I believe it's truly who they are as individuals that are destined to uh uh perfect the process and be the best that they can be at their job. You could, you could make them a horseshoe and they'd be the best one tomorrow because they're driven by this innate uh uh uh just sense of drive that that exists within them that they found that they tapped into somewhere that said, I'm gonna be the best at anything that I do. I'm gonna, I'm gonna attempt to be the best. I'm gonna I'm gonna trust the process. I'm gonna go through that. You know, nothing wrong with being a good old boy that's retired and setting back and just kicking your feet up on the desk and saying, I've made my living, I've raised my family. I'm just gonna sit here and sell sheds as they come through. But this is a hard truth for people to hear, Peter. Um, someone's gonna take the market share. I'm not saying that guy's not gonna sell. Uh you know what I mean? Like I'm sure he's perfectly fine and we'd all love to have him. But you know what? Maybe he doesn't embrace the technology side or something like that. And uh, you know, it does force you to make a decision to either say, I'm going to uh be satisfied and content with where I am, or I'm gonna continue to try to better myself and my team. And if you're a manufacturer who's got $300,000 worth of inventory sitting on that lot, my guess is you want to turn it three or four times a year, you know, and if that salesperson can do that, even if he can do that at three or four times a year, how much more could he do with a proper lead funnel and a good and a and a good process? Um, I think you just have to get to the point of an owner, is where you make that decision, is where you say, Am I hiring people to man the lot? Or am I hiring professional salespeople? Because those professional salespeople will begin to take market share. And a lot of times when I hear people saying sales are down, I'm like, not for that guy, not for that lady. Go listen, you know, go go talk to them because this they're having their best year ever. And they're probably having that because they're working those leads that you're not interested in, or the customer sees you got your feet kicked up on the desk whenever you come in, uh, and that you're not excited, you're not, you're not working your reviews, you're not working your referrals, you're not engaged, you're not becoming the best at your profession that you can be. Um, I think that's what sets people apart. We could replace the fact that we're shed geeks or in the shed industry, you know, with furniture or motorcycles or computers or tables or you know what I mean, whatever uh we're selling. I think it's just do you want to wake up every day and live with that kind of passion? And we all, hey, I'm as guilty as anyone, Peter. We're all subject to difficulties in life, the possibility of, you know, frustrations, outside influences, difficult economy. Oh no, who's the president? We'll never be able to sell sheds again. You know, it's just like, you know, look, if you turn all that noise off and you just dedicate yourself to being the absolute best that you can be at your craft, like you're going to win business.
Peter Miller:I have a Bible verse here, and I'll I'm gonna read it and then I want to talk about it because this is what came to mind. It's Proverbs 27, verse 6. It says, Faithful, faithful are the wounds of a friend, but the kisses of an enemy are deceitful. And let me say, well, what are you talking about, Peter? There. Well, I'm gonna use it and apply it applicable to uh the people that are around you. If you surround yourself with an echo chamber of people that'll just agree with you on the reason why your sales are uh down, then those are the kisses of the enemy. And I'm not saying people are your enemy and that's your fellow person that you're talking to, but don't rely on somebody who's just gonna be a yes man or a yes woman. Rely on somebody who's actually gonna dig in, look at what it is, maybe ask you the hard question, well, what have you what have you done different when you were selling these, you know, selling before, what's different now? They're gonna hold you accountable. That's gonna hurt a little bit. It may mean maybe you've gotten a little bit lazy in what you're doing, and yeah, you need to start working a little bit harder on that. And that may sound really hard and rough. I'm not saying that to be mean or anything along those lines. I'm just saying going back to what we know works, the uh how to win friends and influence people, uh, the little red book of sales. There's other ones, but these are books that are written you know years ago. But yet they're still applicable. Um that was one of the things that Connor had talked about. There was I guess there was a society, and this was the one thing that I gotta enjoy. I got to start to watch uh the uh the um Connor Delyn's uh um speech that he gave, his keynote speech. And I hadn't I had only got to hear the very end of it live because I was in the back doing other stuff. So I really got uh got a chance to sit down and listen to it and really enjoyed it. But one of the things that stuck out to me there was he said these books that were written years ago, before cell phones, before internet, before any of the modern things that we're relying on today are still applicable and are usable in today's uh setting. Now, yes, how you broadcast that media or how you broadcast that may be a little bit different, but the truths of those statements still ring true today. Um and so that goes back to that Bible verse. Make sure you surround your people with or surround yourself with people that aren't just gonna be yes people but are gonna actually dig deep and help you find out what the maybe the problem is that you forgot to do again.
Shannon:Yeah, no, that's a good that's a good word, uh Peter. And you know, it really you've heard before, you know, put yourself uh in a room full of you know uh people smarter than you, you know, uh if you want to grow, if you want to learn, you know, um what goes in is what comes out. I mean, you know that, you know, what you put in. I mean, even going back to Earl Nightingale, I mean, going, you know, Zig Ziggler, you know, uh, I'm a big Les Brown motivational fan. I have regretted ever since being on that stage at the Shed Cell Summit when they said who's some of your favorite speakers, and I said, Zig, and I hey look, Zig is great, but you know, I'm such a Les Brown fan just because of the sheer power and motivation uh that he possessed and his story, you know, go watch the video I'm the one. You want to talk about something that will just stand the hair up on the back of your neck, you know. I'm such a huge Les Brown fan. I there's nothing I want more than to go see Les Brown, you know, at some point. And look, it's costly to go see Les Brown. I love him. But it's costly. And I keep telling my wife, I don't know if I can bite the bullet, but man, I know he's getting older, I know he's close to 80, you know, but I'm like, man, I'd love to go just listen to that guy talk once because his YouTube videos have played such an important role in my life in terms of like motivating me uh to just wake up and say, you know, hey, I'm gonna go win the day, you know, just something that simple. You know, um he if you if you've never heard of him, trust me, if you listen to motivational videos, he's probably in 60 to 70 percent of the voice in most of those, but uh uh great story, just a phenomenal story. Uh matter of fact, born there in in Florida and ended up becoming an Ohio congressman, you know, but uh very interesting story. Uh uh was a special ed actually, whenever he was uh, you know, in uh in in school. And his nickname was DT because he was a twin. DT stood for the dumb twin. And uh I mean, yeah, I mean, you ought to hear his story. It is just phenomenal. Uh and I'm just I'm just a big fan, always have been, but um, or have been for several years now, 10 or 15 years. Um uh let's do a quick piece on consultation. What do you hope to get from this? What do you hope to get from this? I mean, we appreciate you joining the Shed Geek team in this approach. Like we do believe in consultation. Um, are there better consultants out there, perhaps? You know, um, but I don't think that you're gonna find uh, you know, any that are gonna work any harder or give you their best. Uh, but I'm curious, what is your message to anyone thinking about signing up, someone who wants to ask questions? We've already won some business in this front without even really promoting it, just kind of softly promoting it. But Peter, what is your message to people? What do you hope to give? What do you hope to get out of this process?
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Peter Miller:Sure. So, somebody who's looking to talk to me about sales or something, because I would lean back on that because that's more of what I'm familiar with. And I'm going to tell you I've done a lot in sales. I can't give you my exact numbers. I've not gone back through all my sales to tell you I've sold X amount of millions of dollars of different things, but I can tell you the things that I've learned. And so that's the experience that I would uh put into those situations. I've talked to some different people about situations that they maybe have gone through and then talking about um sales people. So talking to owners of shed lots um about those different things. I maybe am not going to tell you what you want to hear as far as those things, and I kind of falls back on what I was talking about earlier, but I'm going to give you a outside opinion on the subject that you're facing. And I may ask more details and different things of what's going on, but I want to always encourage you in any aspect of that sales or problem that you're running through. Um so the consultation that you would have with me would be finding out exploratory, of course, what the what that that may be, and then going into it and uh diving into it and finding a solution for it, of course, because there's a problem you're asking for consultation on a matter. Um and I want to uh provide you valuable information. Um we would you know talk back and forth timing-wise. I I'm gonna tell you this is something that's new for me. I've talked to people, but I've never gone into an official consultation role. So, uh this is one of those things that I want to I want to bring value to you every step of the way. And if you trust me enough to talk to me, I want to tell you this. I'm humbled by it. Um I don't want to be a proud, a proud person by anything. I don't I don't want to lift my nose in the air and say I'm better than anybody else. Um all I want to do is bring the experience that I've had and then help to solve the problem that you are facing. And that's um cutting short. Uh that's basically a shortcut. I love it.
Shannon:I love it. And I'll tell you the beauty of you know, kind of uh some of the team that we've put together. There's some uh non disclosed yet, but you know what, it'll probably be out by the time this episode comes out from some of the partners that we're talking to. The cool thing is we're putting together a group of peers and industry founders. Folks that you know are um engaged. They're in the arena, right? They are engaged and they have a plethora of experiences from manufacturing to sales, uh um, you know, rent own. Um they just have a lot of uh history marketing. There's a lot of knowledge, and sometimes that's going to be on an individual basis. And occasionally we can do a peer situation where they can pull on the knowledge from everybody. I think a lot of people got some information from that panel. And I think a lot of people got uh a lot of information individually from the breakout sessions at the summit. I think that's why people go to these events. I think I think that's why people seek out these opportunities. Uh, and you know what? That that's our heart. I think that everyone that we're putting together as a team, you know, that is the heart, and that is definitely uh uh the heart that we want to keep in uh our approach to people. Hey, we don't have all the answers, but you know what, you're gonna get you're gonna get the best from us because uh, I mean, me and you alone just sitting here, you're talking nearly 30 years of shed experience. You know, you start adding some other people to that, like Tyler, who's been in it for 20 years, you know, all of a sudden you start seeing there's like all of this, this whole uh this whole uh peer group of people, uh essentially, you know, who can uh uh come and offer advice uh and give you their experience. Uh and I'm just excited. I'm excited to have you as part of that. I'm excited for what you're doing at Shed Cell Summit, making sales simple, even you guys' own lot. You guys have been tearing it up, killing it down there in Florida. I know you're doing great. Shed cells are thick, you said this year, right here in December, January, and February. Um, and really just the friendship. I mean, I've gotten to know you for quite a long time now, and uh undisclosed amounts of hours of phone calls um that people will never know about, you know. Um and uh you've just been really, really great. And uh I'm super happy for you to be joining us in this adventure, and we want to support you and all of the clients that come on to speak with you in any way that we possibly can.
Peter Miller:Well, I appreciate the opportunity and um thank you. Thank you for having this podcast and then offering this service to people because I think about it back to the survey that we had post-event. Um there was positive across the board, but the number one thing that we had was the panel discussion. That was the most liked of all the events that that happened. And, you know, there was there were food, and that didn't even win over uh the panel discussion. So, I look at that and I say, you know, peers, there was a lot of years of valuable experience sitting up on that stage, and that's kind of what we're doing just in a nutshell here with the consultations. Um, I would I would just love to sit there and listen to the panel as well and glean as much as I could. Um, because you know, you never the day you stop learning is the day you die, and always keep that mindset. Um don't be an O at all. That's right, that's my wisdom.
Shannon:No, that's right. Well, that's good. Well, we're gonna stay on and chat while the uh after the episode ends here, because we're gonna be talking about coming down to Florida in January and doing some podcasting. Man, I've got a really cool story I want to tell you. Uh there's uh there's a guest coming on, uh, you know, and uh I want to talk to you about them. And you know what? We'll just have to tease that that right there and uh and just leave it for when they actually come on. But I'll share all about it with you. Um any well, first of all, making sales simple.com. If you guys want to know more about it, go check it out. The Shed Sale Summit. Uh, you I know that you guys have, I think you have a website. I think we linked uh everything to your website, which by the way, guys, just a little just self-promotion here. Uh, if you don't know, we send out a newsletter, you know, to over 5,000 contacts in the shed industry. Every time an episode goes out, that has clickable links on there. You can go on, click on those links, go directly to a lead form if you want to contact somebody. Uh, we have administered that. We create that, we put that out there. Uh uh, it goes out every time an episode, you can click on it to listen, click on it to watch. There's an episode registry for those of you who like to use the landline to call in. You can find out what episode number uh uh something was. If you got questions, just uh text us uh or email us at info@shedgeek.com. We'll be sure to get you that registry list, if nothing else. Um and we've been starting doing some cool things, Peter. Like uh we started doing like a riddle on there. We started doing like a uh uh a recipe from Nana's Kitchen. Hey, you guys be part of the community, send in some of that uh, send in some recipes, you know. Uh give us some riddles. Let's have fun, let's get back to having fun at work and having fun at the industry. We can be about business, we don't have to be goofy all the time. But hey, some of that stuff is just enjoyable. So, to know more about Making Sales Simple, to know more about the Shed Sales Summit, they've got Facebook pages, they've got you know private groups or whatever, but they got websites. And if you want to know more, just go to the newsletter, click on these links, fill out information. Peter's gonna take care of you. Somebody's gonna give you a call, they're gonna make sure to get you taken care of. And Peter, you guys have been doing quite a few speaking events. I know that you've gathered a couple speaking events through that. So, for people who want to know more about that information, I just want to give you guys a plug uh so that people will be sure to give you guys a to give you guys a call. Um all hearts clear. Do you have anything you want to share with the industry? Any um we we're gonna have you back on here plenty of times, don't get me wrong. You're even gonna host a couple of shows coming up uh with a couple of people. Um and um do you have anything you just want to share before we get out of here?
Peter Miller:You know, I think back to the Shed Sales Summit, and there were so many people that were not mentioned, but there were so many hands involved in that event. Um, I'm just gonna make this a real broad thank you to those who sponsored and those who were part of it. Uh, one name I do want to throw out is Craig Felker, he was our MC, and man, he killed it. He did a great job. Um but if you haven't planned yet for the week of Shed Week, which is that week of the Shed Expo in September, make sure you mark it on your calendar that you're gonna come to the Shed Sales Summit this this coming year or um it'll be worth the time and worth the money that that is involved in that because you're gonna gain knowledge and valuable information that that you can use for the rest of your life. Um I do want to say that and uh looking forward to uh uh getting the opportunity to host some of the Shed Geek podcast. I've got some interesting uh some different people that I'm planning on bringing on and excited to uh introduce them to the Shed Geek podcast uh listeners um because they are they were crucial in my um trajectory as a Shed uh professional, shed sales professional.
Shannon:Very good. Uh well hey look, I appreciate you. Always have, always will. You've been a great friend, and uh all of you guys over there have just been excellent. Uh can't say enough good things about the making so simple, the shed sell summit. Uh people excited about 2026. I can't wait to be back there in Knoxville again next year. Uh I'll be your biggest fan. And uh thank you guys so much for just everything that you've done. Um, I'm still a big uh uh believer in prayer around here, Peter. I don't think that's gonna change. Could I ask you to just pray over the industry? Would that be uh too much to ask if you don't mind?
Peter Miller:No, not at all. Uh gladly, anytime. Let's pray then. Uh dear Heavenly Father, we do thank you for the opportunity to be in this industry. One that is uh diverse but also very uh close-knit and uh is such a family, Lord. There's so many of the uh people that are in the industry that uh are close to you, Lord, and know you personally. And uh I think that's one of the things that sets this industry apart. And I'm thankful to be a part of it. Um everything that was given from you is directly from you, Lord, and we thank you for that. We do pray a blessing on all of our fellow uh Fed salespeople, Lord, that you would uh help them to be prosperous, but Lord also to uh uh know where that uh that came from and uh give you the honor and glory through it. Um we do thank you for the Shed Geek podcast and the influence that it's had uh across the industry for that you would continue to use that and uh help us to have a good rest of this year and uh a great 2026 coming up. We thank this thank you, Lord, for all this and we ask this in Jesus' name. Amen.
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