In this episode of the Get Shit Done Experience, host John Morris and co-host Lauren Klaus are joined by Tyler Hock, a relocation specialist and problem-solving mastermind from the Beltman Relocation Group. This conversation dives deep into an industry we often overlook until we desperately need it, revealing that moving a business is far more complex than just packing boxes. Tyler shares his unique journey from aspiring war reporter to a top-tier sales professional in the logistics space. The discussion covers the critical importance of a consultative sales process, the pitfalls of choosing the cheapest option, and how a 100-year-old company stays on top by embodying a “Be the Customer” philosophy. This episode is a masterclass in the value of expertise, the power of a strong company culture, and how technology can provide the peace of mind needed to truly get shit done.

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KEY TAKEAWAYS

  • Culture is Strategy: A company that’s been in business for over 100 years, like Beltman, thrives on a deeply ingrained, top-down culture. Their philosophy, “Be the Customer,” ensures every decision is made with the client’s best interest at heart.
  • The Cheapest Option is Rarely the Best Value: Choosing a vendor based on the lowest price often leads to costly mistakes, operational downtime, and unforeseen problems (sometimes literally). True value lies in expertise, proactive problem-solving, and peace of mind.
  • Consultative Sales Wins: A great salesperson acts as a “diagnosis tool,” asking the right questions to uncover needs the client may not even be aware of. They know something you don’t, and their questions are designed to lead you to a better outcome.
  • Specialize in Your Uniqueness: While your business challenge feels unique to you, an experienced partner has likely seen and solved a similar problem dozens of times. Lean on their specialized expertise.
  • Your Job is to Run Your Business, Not Manage a Move: Delegate complex, high-stakes projects like relocation to specialists. This frees you and your team to focus on your core mission and vision without getting bogged down in logistics.
  • Technology Drives Transparency: Modern solutions, like Beltman’s proprietary “Total Track” software, provide clients with real-time visibility and accountability, eliminating the need to “babysit your babysitter.”
  • Handle “No” with Grace: How you handle rejection in sales is just as important as how you handle a yes. Maintaining a relationship with grace can lead to future opportunities and referrals.
  • Ask for Help: Don’t be too proud to think you have to handle every challenge alone. Whether in business or your personal life, reaching out to your community and asking for help is a sign of strength.

QUOTES

  • “You don’t stay in business for a hundred years for no reason.”
  • “There’s that philosophy that we would rather not do it than do it badly.”
  • “If you’re working with a sales consultant for anything and they’re asking you questions, it’s because they know something that you don’t.”
  • “Your job is to be the CEO, not to specialize in moving. That’s why you have us… let’s utilize the resources around us.”
  • (On the result of hiring the cheapest mover) “When you go for the lowest price, that’s the shit you get. Literally. Literally.”
  • “It’s not how well you handle the yeses, it’s how well can you handle the nos.”
  • “You don’t know what you don’t know.”
  • “Be willing to ask for help. Don’t be so proud that you think you have to climb the mountain alone.”

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