Shawn Calkins

Critic
DISC Type : C

Owner at Universal Surface Solutions

Greater Scranton Area, United States

Overview

Shawn Calkins is the Owner of Universal Surface Solutions, a pavement maintenance company he founded out of necessity after the 2008 housing crisis. He combines his construction background with interpersonal skills from his Master of Social Work to grow the business, focusing on services from local asphalt sealcoating to nationwide warehouse striping.

During his time at Albright College, Shawn was active in athletics as a member of the varsity swim team and a participant in intramural sports. He values building a strong team culture and mentoring his employees, focusing on attitude and values over pure experience.

He built his successful company from the ground up after being unemployed, emphasizing grit and financial discipline.

Personality Overview

Negotiator

Precise

Information Seeker

It is very likely that they will negotiate pricing or other important terms.  They enjoy working alone and do not rely on others very often. Unless the value is proven by data, they are unlikely to value fancy features.

Topics They Care About

Entrepreneurial Grit
Started his company after facing unemployment during the 2008 housing crisis, demonstrating significant resilience and determination.
Financial Discipline
Employs a "profit-first" business strategy to manage cash flow and ensure long-term stability and growth, as discussed in a podcast interview.
Team Culture
Focuses on hiring for attitude over experience and is passionate about mentoring his team, including helping them with their personal financial goals.

Media Appearances

Shawn has no verified media appearances

Work History

3-2011
Owner at Universal Surface Solutions

Education

8-2006 - 5-2009
Master of Social Work - MSW from Marywood University
8-1999 - 5-2003
Bachelor of Arts - BA from Albright College

More Information

Social Presence :

Prographics :

Exp : 14 Location : Greater Scranton Area, United States Job Level : N/A Designation : Owner at Universal Surface Solutions
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Insights For Selling To Shawn

During A Call Or A Meeting

DO's

  • Leverage facts and figures wherever possible; use percentages, numbers etc.
  • Be ready for penetrating questions and critical examination of your pitch
  • Use phrases like ‘expect X% improvement’, ‘data clearly shows’ etc.

DONT's

  • Make extra effort to not seem pushy or confrontational
  • Avoid pushing them too much to involve other stakeholders unless it is critical
  • Avoid phrases like ‘trust me’, ‘others just love’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Shawn is

  • Strong evidence of ROI, effective pricing, and proven data points matter the most to them.
  • Will you ever get a clear answer from Shawn

  • It is not very hard for them to say no if they are not convinced about the decision.

Insights For Deal Planning

    How fast (or slow) will Shawn move?

  • Their decision-making is neither very fast nor very slow, they are somewhere in between.
  • Can Shawn take some risk or not?

  • They can take risks if their analysis shows that it would be worth it.

You And Shawn

Personality Compatibility


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