#51 Michael Chernick: From Candy Bouquets to Business Development

In this episode of The Padernacht Podcast: Brick by Brick, Steven sits down with a friend of over 20 years Michael Chernick, Business Development Director in the energy industry.Before any of that, Michael ran a struggling candy bouquet franchise, coached high school basketball, and dabbled in vending machines and Amway — until a customer connection led him into inside sales at a family-owned heating oil company. 15 years, a company acquisition, and a full CRM rebuild later, he's telling the whole story including the real estate crossover most people never think about: buried oil tanks, ESCO scams, and what actually stalls a closing.Topics covered:[0:15] How the candy bouquet franchise started[1:52] The $1,000 magazine ad that generated 2 sales[3:23] Biggest lessons from running the candy franchise[6:00] Making the leap into inside sales[8:52] Why he hired mostly women for phone sales[11:10] Becoming the top salesperson — and the friction that came with it[14:38] Coaching new realtors: the #1 trait that matters — coachability[17:11] Self-education: books, mentors, "university on wheels"[20:20] The Magic of Thinking Big — the role of mindset[24:04] The company sale — losing 3 of 7 team members in year one[26:55] Choosing a smaller, family-owned company over more money[29:01] Building a CRM and marketing foundation from scratch[30:56] What an ESCO is and how people get bait-and-switched[36:19] Why realtors call him about buried oil tanks and biofuel[37:33] ProGuard tank insurance and $100K remediation coverage[38:56] A real $250,000 remediation story that stalled a closing[40:56] The teacher appears when the student is ready[41:56] Two types of people: excuses or making it happen[48:15] Legacy: what he wants to be remembered for[49:56] Advice to a new college grad figuring out their pathReach Michael on Instagram: https://www.instagram.com/michaelbchernick/Book a free real estate consultation with Steven:📞 (607) 669-3361🌐 smprealty.comInstagram: @steve_padSupport the show