In this episode of Fence Guy Podcast, we sit down with industry veteran Jeremy Brummels, VP of Sales for Nice North America. With over 30 years of experience—ranging from his early days in a service van to managing global gate, door, and radio technology—Jeremy shares the essential "pro sales culture" every fence company needs to scale.

We dive deep into the mindset shift required to move from being a passive "order taker" to a professional problem solver. Jeremy breaks down the "Speed to Lead" philosophy and explains why the first five minutes of a lead are often more valuable than the next five hours.

Key Takeaways from This Episode: 💡

⏱️ The First 5 Minutes: Why those initial moments determine the direction of the sale and help you decide if a client needs a quick 15-minute transaction or a long-term 90-minute relationship.

🤝 Solving Problems vs. Price: Learn how to stop being afraid of the "big number" by focusing on value and solving the customer’s true pain points instead of selling based on price.

🛠️ Bringing Automation In-House: Why many contractors are missing out on revenue by subbing out gate operators and why it’s not as difficult as it seems with a little education.

⚖️ The Reality of Gate Safety: A serious discussion on UL 325 and the legal and financial risks of bypassing safety devices with resistors.

📈 Scaling Your Business: How to step back from the day-to-day "have-to's" to focus on the investments and shifts needed to reach the $5M–$8M revenue range.

Jeremy also shares a hilarious (and painful) story involving a T-post driver and gives his expert take on the eternal "Dig vs. No-Dig" debate.

If you're in the fence industry, this is one you don’t want to miss! 📈