Video Transcript

00:02
Welcome back to the essay.
00:03
Welcome back to the essay. Weekly Talk show Mike Allen
00:04
Weekly Talk show Mike Allen here with Cody and my cohost
00:06
here with Cody and my cohost special guest been dying to get
00:09
special guest been dying to get on Jeremy Atkinson of pro
00:11
on Jeremy Atkinson of pro contracting or contracting
00:13
contracting or contracting Pearl and uh German I go way
00:14
Pearl and uh German I go way back so uh I’m gonna let Jeremy
00:16
back so uh I’m gonna let Jeremy kinda break down the history
00:18
kinda break down the history but uh Jeremy came to me uh as
00:19
but uh Jeremy came to me uh as a young cat uh several years
00:22
a young cat uh several years ago as a certified adviser of
00:24
ago as a certified adviser of service Autopilot uh when he
00:26
service Autopilot uh when he was in the lawn care industry,
00:27
was in the lawn care industry, so we’re gonna break down the
00:28
so we’re gonna break down the story of how him and his
00:29
story of how him and his brother trip. Basically built a
00:32
brother trip. Basically built a lawn care business set it up
00:34
lawn care business set it up for acquisitions, sold it and
00:35
for acquisitions, sold it and then got the contracting and
00:37
then got the contracting and construction and we’re gonna
00:38
construction and we’re gonna hit along uh the main points
00:41
hit along uh the main points that we’re successful and maybe
00:42
that we’re successful and maybe some of the pain falls or
00:43
some of the pain falls or pitfalls that they hit along
00:44
pitfalls that they hit along the way and how they use
00:46
the way and how they use service Autopilot Service
00:47
service Autopilot Service Autopilot Academy and a whole
00:50
Autopilot Academy and a whole lot more to go and grow and
00:51
lot more to go and grow and scale a business sell it and
00:52
scale a business sell it and then shift industries uh but
00:54
then shift industries uh but basically stay within the
00:56
basically stay within the service industry um some of the
00:57
service industry um some of the things that they learned in
00:58
things that they learned in lawn care company so uh Jeremy.
01:00
lawn care company so uh Jeremy. Has heard or haven’t met you
01:02
Has heard or haven’t met you before brother uh pleasure
01:02
before brother uh pleasure having you on if you would just
01:04
having you on if you would just give a little background of uh.
01:06
give a little background of uh. yourself, your brother trip and
01:08
yourself, your brother trip and how you guys got into the lawn
01:10
how you guys got into the lawn care industry and then we’re
01:11
care industry and then we’re gonna dive into some of the
01:12
gonna dive into some of the specifics uh all the way up
01:13
specifics uh all the way up through the acquisition and
01:13
through the acquisition and then how you transferred into
01:16
then how you transferred into uh general contracting more
01:17
uh general contracting more specifically uh roofing. I
01:19
specifically uh roofing. I believe it is yes sir yes, sir
01:20
believe it is yes sir yes, sir first of all pleasure to be
01:21
first of all pleasure to be here. Mike I appreciate you
01:23
here. Mike I appreciate you reaching out to me and give me
01:24
reaching out to me and give me the opportunity. Um Mike is the
01:26
the opportunity. Um Mike is the man if anyone doesn’t know that
01:27
man if anyone doesn’t know that yet uh Mike is. Biggest reasons
01:30
yet uh Mike is. Biggest reasons why we were so successful in
01:32
why we were so successful in our service, Autopilot days and
01:33
our service, Autopilot days and how we skyrocketed to the level
01:36
how we skyrocketed to the level that we got to the very quick
01:37
that we got to the very quick manner um so it all started
01:40
manner um so it all started with my brother my brother uh
01:41
with my brother my brother uh he’s the main chief around my
01:43
he’s the main chief around my house. Uh he’s my idol. He’s
01:45
house. Uh he’s my idol. He’s been my um my mentor all my
01:47
been my um my mentor all my life. He’s 9 years older than
01:49
life. He’s 9 years older than me, so there’s never like a
01:50
me, so there’s never like a competitive gap there um, of
01:52
competitive gap there um, of course with the me in 9 years,
01:53
course with the me in 9 years, you should be faster than me he
01:54
you should be faster than me he should be stronger than me if
01:55
should be stronger than me if he wasn’t. That’s a big problem
01:57
he wasn’t. That’s a big problem right so he was uh he. Always
01:59
right so he was uh he. Always have that mentality towards me
02:01
have that mentality towards me and kinda grew me to what to,
02:04
and kinda grew me to what to, but he was and kinda pass his
02:06
but he was and kinda pass his mistakes down to me and said,
02:07
mistakes down to me and said, Hey, don’t do this. Don’t do
02:07
Hey, don’t do this. Don’t do this and let’s follow this road
02:10
this and let’s follow this road map so my my uh entrepreneur
02:13
map so my my uh entrepreneur all his life started a lawn
02:14
all his life started a lawn care company back in college
02:15
care company back in college and uh when you’re on your
02:16
and uh when you’re on your operator, that’s when you’re
02:17
operator, that’s when you’re making good money. Everyone
02:18
making good money. Everyone knows that when you’re owner
02:19
knows that when you’re owner operator making great money and
02:21
operator making great money and lawn care it sucks because you
02:22
lawn care it sucks because you get to work. but it’s good
02:23
get to work. but it’s good because you’re making that
02:24
because you’re making that money. you’re making that cash
02:25
money. you’re making that cash and you’re putting in your own
02:26
and you’re putting in your own pocket. You’re not paying
02:27
pocket. You’re not paying payroll taxes, you’re not
02:28
payroll taxes, you’re not paying. Any type of you know,
02:30
paying. Any type of you know, typically on that with any type
02:31
typically on that with any type of equipment you’re just doing
02:33
of equipment you’re just doing your own thing, you don’t need
02:34
your own thing, you don’t need systems and processes you just
02:35
systems and processes you just you train yourself you train
02:36
you train yourself you train your handyman guy and you’re
02:39
your handyman guy and you’re rocking and rolling so my
02:40
rocking and rolling so my brother was a you know small
02:42
brother was a you know small lawn care company you know
02:45
lawn care company you know fifteen yards a day haven’t
02:46
fifteen yards a day haven’t about sixty counts and uh in
02:50
about sixty counts and uh in college there’s a construction
02:51
college there’s a construction company came to town and
02:52
company came to town and they’re asking for uh some some
02:54
they’re asking for uh some some roofers. they’re like hey,
02:54
roofers. they’re like hey, climb on roofs and storm damage
02:56
climb on roofs and storm damage and some insurance claims that
02:57
and some insurance claims that people are familiar with that
02:58
people are familiar with that that PF storm damage you.
03:00
that PF storm damage you. Insurance claim the insurance
03:02
Insurance claim the insurance company will pay for a full
03:03
company will pay for a full roof replacement finds your
03:04
roof replacement finds your deductible so he uh he hopped
03:06
deductible so he uh he hopped on board for a couple of months
03:08
on board for a couple of months and realize how lucrative the
03:09
and realize how lucrative the roofing side was. I was like
03:11
roofing side was. I was like Holy smokes, I can sell a roof
03:12
Holy smokes, I can sell a roof at $20000 and it’s gonna take
03:15
at $20000 and it’s gonna take me a whole week to fill out
03:17
me a whole week to fill out 800. $800. you know. so like
03:19
800. $800. you know. so like this is the the math was it was
03:22
this is the the math was it was playing our black and white of
03:24
playing our black and white of hey, let’s go to the roofing so
03:26
hey, let’s go to the roofing so he sold a small town off and uh
03:29
he sold a small town off and uh started roofing. um I was. 11
03:31
started roofing. um I was. 11 years old this time I don’t
03:32
years old this time I don’t care. I’m BMX black. I’m dirt
03:34
care. I’m BMX black. I’m dirt bike. I’m I’m doing my own
03:36
bike. I’m I’m doing my own thing so you know a couple of
03:38
thing so you know a couple of years past trip is is doing
03:39
years past trip is is doing very very well his roofing
03:42
very very well his roofing endeavors um when I was
03:43
endeavors um when I was eighteen, I went to college it
03:45
eighteen, I went to college it or I was in college at eighteen
03:47
or I was in college at eighteen for real estate finance he uh
03:48
for real estate finance he uh he called me up and said Jeremy
03:50
he called me up and said Jeremy man I have a opportunity to buy
03:53
man I have a opportunity to buy a lawn care company. um I want
03:54
a lawn care company. um I want you to run this thing and I’m
03:56
you to run this thing and I’m like sitting there I remember
03:57
like sitting there I remember being on my front porch in
03:59
being on my front porch in college weighing out the pros
04:00
college weighing out the pros and cons of my party in
04:02
and cons of my party in business. Party business like
04:04
business. Party business like which one do I wanna do and II
04:07
which one do I wanna do and II knew for a fact deep down as if
04:08
knew for a fact deep down as if I use this business as my
04:10
I use this business as my school of hard knocks and
04:12
school of hard knocks and learning how to run a business
04:13
learning how to run a business learning how to deal with
04:14
learning how to deal with employees how to deal with how
04:15
employees how to deal with how to deal with taxes? How to deal
04:16
to deal with taxes? How to deal with anything that involves a
04:18
with anything that involves a business create a process and
04:20
business create a process and systems training? I knew if IA
04:21
systems training? I knew if IA mess, I’m not master it, but if
04:23
mess, I’m not master it, but if I can get it the glimpse of
04:24
I can get it the glimpse of that early on I’ll be way ahead
04:27
that early on I’ll be way ahead of everyone else. so it was a
04:28
of everyone else. so it was a really tough decision cuz when
04:29
really tough decision cuz when I made that decision, I told
04:31
I made that decision, I told myself if I’m gonna make it,
04:32
myself if I’m gonna make it, I’m gonna be. I’m gonna live
04:33
I’m gonna be. I’m gonna live it. That’s what I’m gonna do.
04:35
it. That’s what I’m gonna do. I’m not gonna go in. Pass it
04:38
I’m not gonna go in. Pass it Excuse my language, but I’m not
04:39
Excuse my language, but I’m not gonna go in there and then and
04:41
gonna go in there and then and really get it. I’m really gonna
04:42
really get it. I’m really gonna get going so I uh really took
04:46
get going so I uh really took over the small lawn care
04:46
over the small lawn care company. We had two employees
04:48
company. We had two employees at the time where maybe fifty
04:50
at the time where maybe fifty the accounts sixty counts very
04:52
the accounts sixty counts very small, Um the first thing I did
04:54
small, Um the first thing I did is I looked up bigger companies
04:55
is I looked up bigger companies and this is what I me and my
04:58
and this is what I me and my cross path we uh so Jeremy if I
05:00
cross path we uh so Jeremy if I can stop you there for one
05:01
can stop you there for one second just diving in so one
05:02
second just diving in so one thing actually I didn’t realize
05:03
thing actually I didn’t realize I want to clarify this is an
05:05
I want to clarify this is an interesting uh turning point
05:06
interesting uh turning point that most. Live At least it
05:09
that most. Live At least it wasn’t my own as well. Um did
05:11
wasn’t my own as well. Um did you actually drop out of
05:12
you actually drop out of college or continue college?
05:14
college or continue college? Where was that I mean,
05:15
Where was that I mean, obviously from going to uh
05:17
obviously from going to uh let’s call it out like a books
05:19
let’s call it out like a books and beer pong is what was I was
05:20
and beer pong is what was I was a pretty much at that point. Uh
05:22
a pretty much at that point. Uh did you go from the books and
05:23
did you go from the books and group pong to straight in the
05:25
group pong to straight in the lawn care we do both at the
05:26
lawn care we do both at the same time. What did that
05:27
same time. What did that transition look like so I know
05:28
transition look like so I know a lot of people um in this
05:30
a lot of people um in this ecosystem are looking at and go
05:31
ecosystem are looking at and go well. I’m kind of in the same
05:33
well. I’m kind of in the same boat as in Callahan at this
05:34
boat as in Callahan at this point. Um I’ve got this
05:35
point. Um I’ve got this business. It’s not. But it’s
05:38
business. It’s not. But it’s it’s paying some bills um a lot
05:39
it’s paying some bills um a lot of people like should I go to
05:41
of people like should I go to college route or if I’m in
05:42
college route or if I’m in college and I’ve got this
05:44
college and I’ve got this business. Do I need to continue
05:46
business. Do I need to continue to college? I’m just kinda
05:48
to college? I’m just kinda curious where was that
05:49
curious where was that transition in your life and and
05:50
transition in your life and and and if you could do it all over
05:52
and if you could do it all over again was there some pros and
05:54
again was there some pros and cons to that? Yes, So I told
05:55
cons to that? Yes, So I told myself that if I was gonna do
05:58
myself that if I was gonna do it, I was gonna not quit. call
05:59
it, I was gonna not quit. call it immediately. I was gonna
06:01
it immediately. I was gonna organically build my business
06:02
organically build my business to the point where I could not
06:03
to the point where I could not be in college anymore, so that
06:04
be in college anymore, so that took me 6 months. I built the
06:07
took me 6 months. I built the business to the point where I
06:08
business to the point where I was like, okay, I cannot be in
06:10
was like, okay, I cannot be in this cuz once you get in for
06:12
this cuz once you get in for even with four employees, which
06:13
even with four employees, which is a very small number you
06:15
is a very small number you still have so many problems
06:16
still have so many problems that happen whether it’s a
06:18
that happen whether it’s a little tiny piece of grass on
06:18
little tiny piece of grass on this guy’s patio or hey you
06:21
this guy’s patio or hey you spill some gasoline on my yard
06:22
spill some gasoline on my yard and you need to what am I gonna
06:23
and you need to what am I gonna do here. It’s like there’s so
06:25
do here. It’s like there’s so many small fires and big fires
06:26
many small fires and big fires that happen throughout the day
06:27
that happen throughout the day that when you’re in an exam and
06:29
that when you’re in an exam and you’re getting phone calls
06:30
you’re getting phone calls about a legit customer issue
06:33
about a legit customer issue exams important but my. My my
06:37
exams important but my. My my name on that person was my, you
06:39
name on that person was my, you know that’s your billboard. so
06:40
know that’s your billboard. so that was my most important was
06:42
that was my most important was the customer experience, and
06:43
the customer experience, and that’s why again learn from
06:45
that’s why again learn from service Autopilot The customer
06:46
service Autopilot The customer experience is everything and
06:47
experience is everything and that’s where I really want to
06:49
that’s where I really want to make sure everyone had a good
06:51
make sure everyone had a good out of sight out of my
06:53
out of sight out of my experience where the lawn care
06:54
experience where the lawn care wasn’t a big deal to them all
06:55
wasn’t a big deal to them all it did give me a credit card
06:57
it did give me a credit card and guess what I’m in the yard
06:58
and guess what I’m in the yard every Tuesday at 7 AM and I
07:00
every Tuesday at 7 AM and I wanna make it as easy as that
07:02
wanna make it as easy as that for you you basically you made
07:04
for you you basically you made that jump it took like six to 8
07:06
that jump it took like six to 8 months probably around 6 months
07:07
months probably around 6 months um which is shockingly fast,
07:08
um which is shockingly fast, but knowing that doesn’t
07:09
but knowing that doesn’t surprise me by any means um.
07:13
surprise me by any means um. You basically left school and
07:15
You basically left school and then uh it was definitely a
07:17
then uh it was definitely a full-time endeavor uh of lawn
07:19
full-time endeavor uh of lawn care and and and trip your
07:21
care and and and trip your brother and obviously you’ve
07:22
brother and obviously you’ve been still be doing the roofing
07:22
been still be doing the roofing to give you the opportunity to
07:24
to give you the opportunity to run this lawn care business and
07:25
run this lawn care business and kind of cut your teeth and do
07:27
kind of cut your teeth and do your own thing Um obviously
07:29
your own thing Um obviously I’ll let you take it from there
07:30
I’ll let you take it from there and that’s just kinda wanna put
07:31
and that’s just kinda wanna put some context to that cuz I know
07:32
some context to that cuz I know a lot of people are are are
07:33
a lot of people are are are dealing with that decision on a
07:35
dealing with that decision on a daily weekly basis. When do I
07:37
daily weekly basis. When do I move to this business, full
07:37
move to this business, full time or even if I’ve got a side
07:39
time or even if I’ve got a side gig or uh it has a side gig.
07:41
gig or uh it has a side gig. Folks in the ecosystem are the
07:44
Folks in the ecosystem are the paramedics or firemen um and
07:45
paramedics or firemen um and they’re doing this on their
07:46
they’re doing this on their days off. so I think even if
07:47
days off. so I think even if you’re not in school, I think
07:49
you’re not in school, I think there’s there’s some lessons to
07:49
there’s there’s some lessons to be learned there from Germany
07:51
be learned there from Germany um how he actually plan it out.
07:53
um how he actually plan it out. I’ll I’ve started to interrupt
07:54
I’ll I’ve started to interrupt but I wanted to at least kinda
07:55
but I wanted to at least kinda break into that. uh you guys
07:57
break into that. uh you guys can we we grew so fast because
07:59
can we we grew so fast because I’ve reached out to you is I’ll
08:01
I’ve reached out to you is I’ll reach out to three people
08:02
reach out to three people online. Mike was one of the
08:04
online. Mike was one of the bigger guys that I found when I
08:05
bigger guys that I found when I reached out to two other big
08:06
reached out to two other big guys, I have to send them a
08:07
guys, I have to send them a simple message, I said. Hey,
08:09
simple message, I said. Hey, I’m 18 years old. I got a
08:10
I’m 18 years old. I got a small. Company I’m not trying
08:12
small. Company I’m not trying to recreate the wheel here. I’m
08:13
to recreate the wheel here. I’m just trying to build the
08:15
just trying to build the systems and processes out early
08:16
systems and processes out early on so that way my back in
08:18
on so that way my back in office was a $4000003000000
08:21
office was a $4000003000000 lawn care company, but we’re
08:22
lawn care company, but we’re filling out 100000 but it’s
08:24
filling out 100000 but it’s it’s ready. It’s templated.
08:25
it’s ready. It’s templated. It’s it’s it’s made to be born
08:27
It’s it’s it’s made to be born into that. so I didn’t I didn’t
08:32
into that. so I didn’t I didn’t explode until I met with Mike
08:33
explode until I met with Mike and me and Mike sat down for
08:35
and me and Mike sat down for the first time I had to pay
08:36
the first time I had to pay rate to get with them and I was
08:38
rate to get with them and I was perfectly fine with it. I was
08:39
perfectly fine with it. I was like, hey, this is this is
08:40
like, hey, this is this is learning this is gonna jump me
08:42
learning this is gonna jump me from this level straight up
08:44
from this level straight up here immediately. and I knew
08:45
here immediately. and I knew that and I knew a pocket. Mike
08:48
that and I knew a pocket. Mike And listen to what he was
08:48
And listen to what he was telling me and you apply it. So
08:51
telling me and you apply it. So I think that’s what everyone’s
08:52
I think that’s what everyone’s good at. I think it’s good,
08:53
good at. I think it’s good, tell someone what to do but no
08:55
tell someone what to do but no one’s gonna implement in that.
08:56
one’s gonna implement in that. I think that’s the hardest part
08:58
I think that’s the hardest part is actually taking action and
09:00
is actually taking action and being diligent with your time
09:01
being diligent with your time because as everyone in lawn
09:03
because as everyone in lawn care knows, it’s so hard to get
09:04
care knows, it’s so hard to get off that truck. It’s so hard to
09:06
off that truck. It’s so hard to not do it yourself but you feel
09:08
not do it yourself but you feel like as an entrepreneur you
09:10
like as an entrepreneur you have to do everything if you’re
09:12
have to do everything if you’re not doing it, It’s not right
09:13
not doing it, It’s not right and if you’re not doing it with
09:15
and if you’re not doing it with your guys, you almost feel kind
09:16
your guys, you almost feel kind of guilty that man. I’m not out
09:17
of guilty that man. I’m not out there. I don’t think I’m
09:20
there. I don’t think I’m working hard like man what you
09:21
working hard like man what you are, You’re doing the back in
09:22
are, You’re doing the back in office, but they just don’t
09:23
office, but they just don’t understand that just yet so I
09:27
understand that just yet so I was really fortunate to have my
09:28
was really fortunate to have my in my ear, saying man get off
09:29
in my ear, saying man get off that truck get off that truck
09:32
that truck get off that truck and at first, I’m going to how
09:33
and at first, I’m going to how important it was until I got
09:35
important it was until I got into service Autopilot. So once
09:36
into service Autopilot. So once I got the service, Autopilot
09:38
I got the service, Autopilot was spending 8 hours a day
09:40
was spending 8 hours a day legitimately my 8 hours a day
09:42
legitimately my 8 hours a day to 10 hours work in service on
09:44
to 10 hours work in service on the pallet while my guys are
09:45
the pallet while my guys are out there in the yards and I
09:47
out there in the yards and I had template that thing exactly
09:48
had template that thing exactly to Callahan’s templates where
09:51
to Callahan’s templates where he showed me cuz again, I was a
09:52
he showed me cuz again, I was a part of this. Students at that
09:55
part of this. Students at that point, so I created the price
09:56
point, so I created the price matrices I switched over to
09:57
matrices I switched over to credit card. I created a drip
10:00
credit card. I created a drip campaigns I uh did the always
10:02
campaigns I uh did the always the biggest thing is hiring and
10:04
the biggest thing is hiring and firing. so I created a whole
10:05
firing. so I created a whole entire program or a system
10:07
entire program or a system where there was a power point
10:09
where there was a power point that was automated and I had a
10:11
that was automated and I had a Craigslist ad and several ads
10:12
Craigslist ad and several ads going on 24/7 at five people
10:15
going on 24/7 at five people come to my office five or 3
10:17
come to my office five or 3 days a week. We’ll have five
10:19
days a week. We’ll have five people and I’ll put them in a
10:19
people and I’ll put them in a room and I’ll just play a
10:20
room and I’ll just play a PowerPoint and show them what
10:21
PowerPoint and show them what this job really. Tails At the
10:24
this job really. Tails At the end of the power point, I’ll
10:25
end of the power point, I’ll come in. I’m a weed eater. They
10:27
come in. I’m a weed eater. They can start it and I’ll give the
10:28
can start it and I’ll give the training manual and say hey,
10:30
training manual and say hey, this is how we’re gonna do it
10:32
this is how we’re gonna do it if they can’t start a weed
10:33
if they can’t start a weed eater. I’ll say. Hey, you’re
10:35
eater. I’ll say. Hey, you’re your rank, see and I’ll call
10:37
your rank, see and I’ll call you my very last but if I
10:38
you my very last but if I really need you but I always
10:41
really need you but I always every single week have about
10:42
every single week have about fifteen people go through my
10:44
fifteen people go through my service Autopilot system and I
10:46
service Autopilot system and I ranked them, ABC just like Cal
10:48
ranked them, ABC just like Cal was to me and I was like and so
10:51
was to me and I was like and so that’s where I had a people
10:52
that’s where I had a people come through and I said, I
10:54
come through and I said, I can’t hire it right now, but I
10:55
can’t hire it right now, but I guarantee next week someone’s
10:56
guarantee next week someone’s not gonna show up and whenever
10:57
not gonna show up and whenever that person shows. No one has
11:00
that person shows. No one has me but no one can just not show
11:03
me but no one can just not show up and think you’re gonna hurt
11:04
up and think you’re gonna hurt me. I could call him that day
11:05
me. I could call him that day and call about fifteen people
11:06
and call about fifteen people and one of them is gonna pick
11:08
and one of them is gonna pick up and say. hey, you got a job
11:09
up and say. hey, you got a job come on and then that guy was
11:11
come on and then that guy was done. so that’s the interesting
11:12
done. so that’s the interesting thing and Cody. I’m sure you’ve
11:14
thing and Cody. I’m sure you’ve got some questions in here and
11:15
got some questions in here and just anybody watching and
11:16
just anybody watching and listen to the podcast. We got a
11:17
listen to the podcast. We got a little one at home right now,
11:18
little one at home right now, so if we do get a Facebook live
11:20
so if we do get a Facebook live bomb or I mean it looks like
11:21
bomb or I mean it looks like I’m talking to know that’s why
11:23
I’m talking to know that’s why but uh the show must go on here
11:25
but uh the show must go on here but uh it’s just I couldn’t
11:27
but uh it’s just I couldn’t reschedule this with Jeremy.
11:28
reschedule this with Jeremy. This is something I wanted to
11:29
This is something I wanted to make sure people um so the
11:32
make sure people um so the biggest thing for me like is
11:33
biggest thing for me like is you were the? Like most guys,
11:36
you were the? Like most guys, your age when you came in and
11:37
your age when you came in and just aren’t going to go in and
11:39
just aren’t going to go in and just break things down and
11:40
just break things down and implement it um and I think the
11:42
implement it um and I think the way you tackled it was really
11:44
way you tackled it was really instrumental in your success um
11:45
instrumental in your success um even if you weren’t working
11:47
even if you weren’t working with me, you still would have
11:48
with me, you still would have been very successful, but it
11:48
been very successful, but it was really interesting when we
11:50
was really interesting when we broke down that business um
11:52
broke down that business um traditionally what we’ll look
11:52
traditionally what we’ll look at is the sales process so you
11:54
at is the sales process so you kinda hit on it quickly. We’re
11:56
kinda hit on it quickly. We’re talking about literally from
11:57
talking about literally from lead acquisition of your
11:59
lead acquisition of your website or someone calls how do
12:00
website or someone calls how do we create an estimate? How do
12:02
we create an estimate? How do we qualify them? How do we
12:03
we qualify them? How do we follow up on the estimate? Do
12:05
follow up on the estimate? Do we schedule for profitability
12:08
we schedule for profitability and then most importantly you
12:09
and then most importantly you mentioned the credit card on
12:10
mentioned the credit card on file for cash flow cuz every
12:12
file for cash flow cuz every business, especially business.
12:13
business, especially business. that’s new needs cash flow. so
12:15
that’s new needs cash flow. so we have it was really
12:16
we have it was really interesting is we spent
12:18
interesting is we spent probably 6 months, maybe a
12:20
probably 6 months, maybe a little less more or less, but
12:21
little less more or less, but those would probably four or 5
12:22
those would probably four or 5 years ago. This was the early
12:24
years ago. This was the early days of yes um and it was very
12:26
days of yes um and it was very interesting so automations and
12:28
interesting so automations and and service Autopilot had just
12:31
and service Autopilot had just started or maybe they had. you
12:32
started or maybe they had. you know. I think you originally
12:33
know. I think you originally started on another automation
12:35
started on another automation platform and then we moved over
12:36
platform and then we moved over to service Autopilot, but some
12:37
to service Autopilot, but some of the stuff before it was
12:38
of the stuff before it was ready. You created this.
12:40
ready. You created this. Processes so one of the things
12:41
Processes so one of the things I wanna kinda just mention like
12:42
I wanna kinda just mention like if you’re looking at Journey’s
12:43
if you’re looking at Journey’s success is if you’re not ready
12:45
success is if you’re not ready to automate what he does, He
12:46
to automate what he does, He created those manual processes
12:48
created those manual processes from Stem to stern so front to
12:49
from Stem to stern so front to back and then when they were
12:52
back and then when they were dialed in and he was
12:52
dialed in and he was comfortable he automated well,
12:53
comfortable he automated well, he probably would automated
12:55
he probably would automated sooner, but the automations
12:57
sooner, but the automations really at that point. Yeah.
12:57
really at that point. Yeah. automation already been there
12:59
automation already been there yet um but once they were
13:00
yet um but once they were there, Jeremy and trip did that
13:02
there, Jeremy and trip did that um and and that was kind of the
13:05
um and and that was kind of the key to your success, but the
13:05
key to your success, but the thing that I really love about
13:07
thing that I really love about you and trip was um. Wanted an
13:10
you and trip was um. Wanted an accountability partner, so we
13:12
accountability partner, so we assigned some homework Um you
13:13
assigned some homework Um you know, say Monday we met again
13:15
know, say Monday we met again the following Monday and I was
13:16
the following Monday and I was like hey guys where you at in
13:18
like hey guys where you at in the middle of that you guys
13:20
the middle of that you guys didn’t have to be you checked
13:21
didn’t have to be you checked in and say, Hey Mike. This is
13:21
in and say, Hey Mike. This is where we’re at. We’re seeing
13:22
where we’re at. We’re seeing this. We got a question with
13:24
this. We got a question with this um so you put the work up
13:26
this um so you put the work up front. You laid that foundation
13:28
front. You laid that foundation and then when you had it man
13:29
and then when you had it man did that business explode like
13:31
did that business explode like you said you had that $1000000
13:32
you said you had that $1000000 back office when you’re really
13:33
back office when you’re really doing a couple 100000. so that
13:35
doing a couple 100000. so that was very similar to what we did
13:37
was very similar to what we did when we met Jonathan Pot of. We
13:40
when we met Jonathan Pot of. We built that foundation before we
13:42
built that foundation before we scaled and that was one of the
13:44
scaled and that was one of the keys to success. so one of the
13:45
keys to success. so one of the things I want to hit on before
13:47
things I want to hit on before you kinda continue into that
13:48
you kinda continue into that journey Is you talked about
13:49
journey Is you talked about going out and constantly
13:52
going out and constantly recruiting and this is well
13:52
recruiting and this is well before if people are listening,
13:54
before if people are listening, This is well before the labor
13:56
This is well before the labor issues. we’re having now. I
13:56
issues. we’re having now. I mean this was my. I mean
13:58
mean this was my. I mean there’s always issues but what
14:00
there’s always issues but what Jeremy did that there was um
14:04
Jeremy did that there was um he’s getting he’s getting
14:05
he’s getting he’s getting Facebook bomb too. Um so
14:06
Facebook bomb too. Um so basically what Jeremy did this
14:07
basically what Jeremy did this this? For the major issues that
14:09
this? For the major issues that we’re having now, but he took
14:12
we’re having now, but he took that methodology that we
14:14
that methodology that we recommended in John Pot and I
14:15
recommended in John Pot and I when we’re doing regional
14:16
when we’re doing regional events at that point person,
14:17
events at that point person, we’re talking about building
14:19
we’re talking about building that virtual bench. so Jeremy
14:20
that virtual bench. so Jeremy took the idea of going out and
14:22
took the idea of going out and interviewing twelve to fifteen
14:23
interviewing twelve to fifteen people a day um and then
14:24
people a day um and then automating it through some
14:26
automating it through some video training that we’ve
14:27
video training that we’ve talked about and he went out
14:28
talked about and he went out and tripped him to the work. so
14:29
and tripped him to the work. so um I just kinda wanna recap
14:31
um I just kinda wanna recap that because you know during
14:32
that because you know during that is very unusual for
14:34
that is very unusual for somebody at that age and that
14:35
somebody at that age and that stage of business to do that um
14:37
stage of business to do that um and. You know you guys crushed
14:39
and. You know you guys crushed it. I mean that was huge um
14:41
it. I mean that was huge um Cody do you have any questions
14:43
Cody do you have any questions on that before we kinda dial
14:44
on that before we kinda dial into that transition of
14:45
into that transition of building the business up for
14:47
building the business up for acquisition and then what
14:47
acquisition and then what happened after that? Yeah, I
14:49
happened after that? Yeah, I wanted to talk about the
14:51
wanted to talk about the ranking system because I don’t
14:52
ranking system because I don’t know that we’ve touched on
14:54
know that we’ve touched on that. previously on this
14:55
that. previously on this podcast, I know that uh you
14:57
podcast, I know that uh you know Mike has explained it to
14:59
know Mike has explained it to me previously but uh if you
15:00
me previously but uh if you will just kinda dive in, we
15:02
will just kinda dive in, we heard that like the Sea
15:03
heard that like the Sea candidate is someone who showed
15:05
candidate is someone who showed up but couldn’t start a weeder
15:07
up but couldn’t start a weeder at the end of the day. What
15:08
at the end of the day. What different? To be in a candidate
15:11
different? To be in a candidate so being a would be a driver’s
15:13
so being a would be a driver’s license was one of the most
15:14
license was one of the most important things if you have a
15:15
important things if you have a driver’s license automatically,
15:16
driver’s license automatically, if you’re if you can handle
15:18
if you’re if you can handle with the driver’s license,
15:20
with the driver’s license, you’re in the ace, you know um,
15:21
you’re in the ace, you know um, of course, you got guys that
15:22
of course, you got guys that have been waiting for a long
15:24
have been waiting for a long time and I mean we think to me
15:26
time and I mean we think to me is like the most uh artful
15:28
is like the most uh artful skill of long care cuz you can
15:30
skill of long care cuz you can really make a really sharp with
15:32
really make a really sharp with the right the right so um if
15:36
the right the right so um if there are awesome and they can
15:37
there are awesome and they can you know knock out. Ten by ten
15:39
you know knock out. Ten by ten square off the hill that I had
15:41
square off the hill that I had my shop, I have a nice little
15:42
my shop, I have a nice little hill that I can watch him, you
15:44
hill that I can watch him, you know see their stance see their
15:46
know see their stance see their strides if they’re knocking
15:46
strides if they’re knocking that out really easy. I’m like
15:48
that out really easy. I’m like hey, I’m sorry I don’t have an
15:50
hey, I’m sorry I don’t have an opening for you right now, but
15:51
opening for you right now, but you are the top candidate. You
15:53
you are the top candidate. You are the top of my list and when
15:55
are the top of my list and when someone does not show because
15:57
someone does not show because of some bogus excuse their
15:58
of some bogus excuse their daughters slept on their alarm
16:00
daughters slept on their alarm clock or their their dog
16:02
clock or their their dog tripped over the couch and hit
16:03
tripped over the couch and hit a bottle of water to hit the
16:05
a bottle of water to hit the alarm like it’s crazy, my
16:07
alarm like it’s crazy, my excuses you get in the lawn
16:08
excuses you get in the lawn care industry, which I know
16:09
care industry, which I know it’s early but man. I made it
16:11
it’s early but man. I made it as easy as I could on these
16:13
as easy as I could on these guys I wouldn’t II took the
16:14
guys I wouldn’t II took the liberty of getting everything
16:16
liberty of getting everything ready in the morning I had
16:18
ready in the morning I had every single truck was oil
16:19
every single truck was oil change. tire pressure. Check
16:21
change. tire pressure. Check all you have to do is show up
16:22
all you have to do is show up and get in my truck and listen
16:23
and get in my truck and listen to my five-minute speech. Hey
16:26
to my five-minute speech. Hey this yard this this yard this
16:27
this yard this this yard this and hey you’re you’re killing.
16:29
and hey you’re you’re killing. It have a good day you know and
16:31
It have a good day you know and um but back to the ranking
16:33
um but back to the ranking system yes if they have a
16:34
system yes if they have a driver’s license, you can knock
16:35
driver’s license, you can knock out some really good evening.
16:36
out some really good evening. They’re an a and more likely if
16:38
They’re an a and more likely if they can do some good we they
16:38
they can do some good we they can easily be. Is your turn
16:41
can easily be. Is your turn with zero turns are relatively
16:43
with zero turns are relatively It’s easy to train on but um
16:45
It’s easy to train on but um but being a would be definitely
16:46
but being a would be definitely driver’s license for sure if
16:48
driver’s license for sure if you have driver’s license,
16:49
you have driver’s license, that’s always good and you hit
16:50
that’s always good and you hit on the journey too. As well.
16:52
on the journey too. As well. Did you have watched a video or
16:53
Did you have watched a video or it was just something
16:53
it was just something standardized a slide deck or
16:55
standardized a slide deck or something you said that you
16:56
something you said that you would actually show these folks
16:57
would actually show these folks before they actually did that.
16:59
before they actually did that. so if you wouldn’t mind just
17:01
so if you wouldn’t mind just kinda hitting that cuz I’m I’m
17:02
kinda hitting that cuz I’m I’m curious uh well I kinda know
17:03
curious uh well I kinda know but I’m kinda curious. I think
17:05
but I’m kinda curious. I think the listeners will be curious
17:06
the listeners will be curious of what that entailed um it it
17:08
of what that entailed um it it it. It was that you know.
17:10
it. It was that you know. Helping in that process, at
17:11
Helping in that process, at least clarify what they’re
17:13
least clarify what they’re getting into as a potential
17:14
getting into as a potential employee, Oh yeah. so it help
17:16
employee, Oh yeah. so it help me um basically take away the
17:18
me um basically take away the employees that II knew that I
17:20
employees that II knew that I didn’t want and I wanna take
17:21
didn’t want and I wanna take away place. I didn’t wanna work
17:23
away place. I didn’t wanna work for me and my environment cuz
17:24
for me and my environment cuz when you think a long, it’s a
17:26
when you think a long, it’s a very broad spectrum like
17:28
very broad spectrum like there’s commercial lawn care
17:29
there’s commercial lawn care where you don’t have to look
17:30
where you don’t have to look that good. You can just you
17:32
that good. You can just you know be be in the weeds all day
17:34
know be be in the weeds all day and and not really care about
17:36
and and not really care about anything. you’re just doing
17:37
anything. you’re just doing this plan, clearing almost
17:39
this plan, clearing almost right and if you got what I. I
17:42
right and if you got what I. I live in a pretty high-end area
17:44
live in a pretty high-end area called Germantown and um I
17:46
called Germantown and um I wanted to have in my eyes. I
17:48
wanted to have in my eyes. I had the most professional
17:49
had the most professional landscaping company. I want
17:50
landscaping company. I want khakis. I wanna talk to
17:51
khakis. I wanna talk to insurance. I wanted a hat on. I
17:53
insurance. I wanted a hat on. I wanted everyone to look the
17:54
wanted everyone to look the same everyone to be a part of
17:56
same everyone to be a part of my of my business and if you
17:58
my of my business and if you didn’t have that mentality
17:59
didn’t have that mentality before coming in, I wanted to
18:01
before coming in, I wanted to show you what my mentality. my
18:02
show you what my mentality. my vision was if you knew that you
18:04
vision was if you knew that you didn’t fit that mold. then at
18:05
didn’t fit that mold. then at that point, you’re like hey,
18:06
that point, you’re like hey, this is a good spot for me.
18:08
this is a good spot for me. Alright the PowerPoint
18:09
Alright the PowerPoint ultimately was to get people
18:11
ultimately was to get people ready to what kind of hard
18:12
ready to what kind of hard work. it is because when we
18:13
work. it is because when we think a lawn care like. Mo Five
18:17
think a lawn care like. Mo Five to seven yards a day the
18:18
to seven yards a day the efficiency of service Autopilot
18:21
efficiency of service Autopilot allow me to deal with my
18:22
allow me to deal with my routes. We are easy twenty-five
18:24
routes. We are easy twenty-five to thirty yards a day. you know
18:26
to thirty yards a day. you know that’s what I expected and my
18:27
that’s what I expected and my drive times were no more than
18:30
drive times were no more than four to 5 minutes between
18:32
four to 5 minutes between yards. So that’s where
18:33
yards. So that’s where everything was optimized and
18:34
everything was optimized and we’re to understand that hey,
18:36
we’re to understand that hey, this is not easy. This is a
18:38
this is not easy. This is a business like is this gonna
18:40
business like is this gonna take effort for you to do this
18:42
take effort for you to do this so I told me to kinda counts we
18:44
so I told me to kinda counts we kinda know patterns. Did what
18:45
kinda know patterns. Did what kind of weaving that we did. I
18:47
kind of weaving that we did. I did not we did or did not on We
18:49
did not we did or did not on We we use the edge because we
18:51
we use the edge because we don’t like that gap that forms
18:53
don’t like that gap that forms over time. um I just showed
18:55
over time. um I just showed them basically to clean ups the
18:57
them basically to clean ups the giant cleanups to mulching jobs
18:59
giant cleanups to mulching jobs like everything that has to do
19:00
like everything that has to do with the simple lawn care I
19:01
with the simple lawn care I showed them pictures before and
19:03
showed them pictures before and afters and what kind of work it
19:05
afters and what kind of work it entails and that what they knew
19:06
entails and that what they knew what they’re getting into cuz I
19:09
what they’re getting into cuz I with the Craigslist you get
19:10
with the Craigslist you get everyone. so as you get
19:12
everyone. so as you get everyone so I had uh I had a
19:14
everyone so I had uh I had a couple of females that worked
19:15
couple of females that worked for me that were really really
19:16
for me that were really really good, but I also had some
19:17
good, but I also had some people that you know that
19:17
people that you know that didn’t know what they’re coming
19:19
didn’t know what they’re coming into and that PowerPoint
19:20
into and that PowerPoint immediately told him. Okay.
19:22
immediately told him. Okay. Yeah. This is not a fit for me
19:23
Yeah. This is not a fit for me and I was like yeah. I’m glad
19:25
and I was like yeah. I’m glad that we did have the wasting
19:26
that we did have the wasting time because a PowerPoint is
19:29
time because a PowerPoint is automated. I was in the room
19:29
automated. I was in the room during that power point. I just
19:31
during that power point. I just watch it and then I’ll come
19:33
watch it and then I’ll come back into the room and say hey,
19:33
back into the room and say hey, what’s going on? So how what do
19:35
what’s going on? So how what do you think? and I’m like? Yeah,
19:37
you think? and I’m like? Yeah, this is something I can do and
19:38
this is something I can do and I’m like okay, let’s let’s go
19:39
I’m like okay, let’s let’s go to the back shop and we’ll
19:40
to the back shop and we’ll start the manual test, but at
19:43
start the manual test, but at that point most people we in
19:45
that point most people we in themselves out after the
19:46
themselves out after the PowerPoint like okay, I don’t
19:48
PowerPoint like okay, I don’t think I can keep up with the
19:49
think I can keep up with the Pace II. don’t think uh this is
19:51
Pace II. don’t think uh this is not the position I really want
19:53
not the position I really want to be and. No harm no foul. see
19:56
to be and. No harm no foul. see you later, you know, so they
19:58
you later, you know, so they thought that I can do this real
20:01
thought that I can do this real quick and not waste my time not
20:03
quick and not waste my time not wasting time. That’s the most
20:04
wasting time. That’s the most important time is the most
20:05
important time is the most important. everyone knows that
20:07
important. everyone knows that Jeremy you mentioned that
20:08
Jeremy you mentioned that something kind of in passing
20:09
something kind of in passing there. That’s really impressive
20:10
there. That’s really impressive that I’d like you to talk about
20:12
that I’d like you to talk about you said that you guys had your
20:13
you said that you guys had your drive time down to no more than
20:16
drive time down to no more than four or 5 minutes between
20:17
four or 5 minutes between properties. Can you talk about
20:19
properties. Can you talk about how you guys built that entity?
20:21
how you guys built that entity? So first? it’s it’s uh it’s
20:24
So first? it’s it’s uh it’s picking and choosing your yards
20:24
picking and choosing your yards right. It’s people calling you
20:26
right. It’s people calling you all the time like let me hey.
20:27
all the time like let me hey. can you put me on your schedule
20:28
can you put me on your schedule if you were not in one of my
20:30
if you were not in one of my Monday? Optimize routes and
20:32
Monday? Optimize routes and that little area you’re not in
20:35
that little area you’re not in it and we did in those routes
20:38
it and we did in those routes by nine rounds. I think I got
20:39
by nine rounds. I think I got that from you, Mike is do not
20:40
that from you, Mike is do not around. I can’t yeah. that was
20:42
around. I can’t yeah. that was originally you gotta give a
20:43
originally you gotta give a credit to John Potion was the
20:45
credit to John Potion was the father of nine rounds. Uh we
20:47
father of nine rounds. Uh we kinda put our own little spin
20:48
kinda put our own little spin and I think we actually made it
20:49
and I think we actually made it twelve rounds. uh oh just to
20:51
twelve rounds. uh oh just to kinda get a little a little
20:52
kinda get a little a little deeper in there but um but
20:54
deeper in there but um but yeah, Jonathan it’s John came
20:56
yeah, Jonathan it’s John came up with his company city turf
20:57
up with his company city turf and uh you may have also got
20:59
and uh you may have also got reinforcement that and service.
21:00
reinforcement that and service. Academy as well, but I’ll let
21:01
Academy as well, but I’ll let you kinda talk about the rest
21:03
you kinda talk about the rest of that as well. Um so, yeah,
21:06
of that as well. Um so, yeah, do not do it. Nine rounds is
21:09
do not do it. Nine rounds is definitely the most impactful
21:10
definitely the most impactful way to identify those yards um
21:13
way to identify those yards um after doing nine rounds, I mean
21:15
after doing nine rounds, I mean marketing lawn care is not
21:16
marketing lawn care is not tricky, then my eyes cuz
21:18
tricky, then my eyes cuz marketing or anything in
21:20
marketing or anything in marketing in a big aspect. It
21:22
marketing in a big aspect. It costs a lot of money in the
21:23
costs a lot of money in the market. It’s it’s not cheap to
21:25
market. It’s it’s not cheap to market market your brand
21:27
market market your brand properly, especially if you
21:28
properly, especially if you don’t have a brand and you’re
21:29
don’t have a brand and you’re not marketing really anything
21:30
not marketing really anything you don’t have. you know you’re
21:32
you don’t have. you know you’re not connected to the to the
21:33
not connected to the to the community you’re. Anything for
21:35
community you’re. Anything for our community, you’re not
21:36
our community, you’re not sending out informational stuff
21:38
sending out informational stuff like marketing is kinda hard in
21:39
like marketing is kinda hard in the long side so between nine
21:42
the long side so between nine rounds and a lot of Facebook
21:44
rounds and a lot of Facebook that I think that’s where I
21:45
that I think that’s where I think that’s where I got the
21:46
think that’s where I got the Facebook stuff now. Facebook is
21:48
Facebook stuff now. Facebook is definitely helpful because I
21:50
definitely helpful because I think my you showed me that I
21:51
think my you showed me that I could, I can mow your yard post
21:53
could, I can mow your yard post a picture of the yard and then
21:54
a picture of the yard and then optimize my ad around that yard
21:58
optimize my ad around that yard and it’s been like you know
21:59
and it’s been like you know Fifty Bucks, which is a pretty
22:01
Fifty Bucks, which is a pretty significant amount of the
22:02
significant amount of the Facebook marketing at that
22:03
Facebook marketing at that time, and I can just. Those
22:07
time, and I can just. Those people right in that
22:07
people right in that neighborhood continuously and
22:08
neighborhood continuously and they can see my art and they’ll
22:09
they can see my art and they’ll drop pass and be like. Oh,
22:11
drop pass and be like. Oh, that’s the yard. I saw you know
22:13
that’s the yard. I saw you know that’s awesome and then I’ll
22:13
that’s awesome and then I’ll get a nine around and so like
22:15
get a nine around and so like you need about. I think the
22:17
you need about. I think the statistic was like seven to
22:18
statistic was like seven to eight touch points before
22:19
eight touch points before someone says yes. And that’s
22:21
someone says yes. And that’s where um it it took it took a
22:24
where um it it took it took a while, But then there’s there’s
22:25
while, But then there’s there’s there’s the densify and once
22:27
there’s the densify and once you have 25 yards in a row that
22:29
you have 25 yards in a row that you’re melon by 5 o’clock
22:32
you’re melon by 5 o’clock that’s when the good stuff
22:33
that’s when the good stuff happens and then you can take
22:34
happens and then you can take it a step. Doing a budget of
22:36
it a step. Doing a budget of hours that’s when the real fun
22:38
hours that’s when the real fun stuff has to happen for your
22:39
stuff has to happen for your crew, but uh that’s uh we’ll go
22:42
crew, but uh that’s uh we’ll go into that later. Yeah. So I
22:43
into that later. Yeah. So I just I mean it was it was
22:45
just I mean it was it was unbelievable like I would
22:46
unbelievable like I would literally just laid out to
22:47
literally just laid out to Jeremy and he just trusted the
22:49
Jeremy and he just trusted the process and followed it between
22:50
process and followed it between simple growth and academy like
22:51
simple growth and academy like these guys are just they were
22:53
these guys are just they were doers. They didn’t necessarily
22:55
doers. They didn’t necessarily question it. They just went out
22:56
question it. They just went out and executed and they executed
22:58
and executed and they executed once at work, they just
22:59
once at work, they just continued to double down. so
23:00
continued to double down. so just kind of uh you know kinda
23:02
just kind of uh you know kinda Cinderella story. I mean it’s
23:03
Cinderella story. I mean it’s just unbelievable. you don’t
23:03
just unbelievable. you don’t find most entrepreneurs just
23:05
find most entrepreneurs just trusting the process and going
23:06
trusting the process and going at it um but I think that’s
23:07
at it um but I think that’s part of like your guys’s
23:09
part of like your guys’s success just outside of
23:09
success just outside of grinding it out, but literally
23:10
grinding it out, but literally just. Sticking to a process and
23:14
just. Sticking to a process and consistently doing it and I’ll
23:15
consistently doing it and I’ll be some of the Facebook things
23:15
be some of the Facebook things have changed over the years.
23:17
have changed over the years. but back in the day, I mean
23:18
but back in the day, I mean that was kind of the approach
23:20
that was kind of the approach so absolutely so as you kinda
23:23
so absolutely so as you kinda went into that um can you mind
23:24
went into that um can you mind just kinda diving in um how you
23:27
just kinda diving in um how you actually went out and sold that
23:28
actually went out and sold that business and then we’ll talk
23:29
business and then we’ll talk about how you jump in the next
23:31
about how you jump in the next industry. Yeah, for sure. so
23:33
industry. Yeah, for sure. so first before I saw the ad to
23:35
first before I saw the ad to make sure everything was pretty
23:38
make sure everything was pretty much turn key. So, of course,
23:39
much turn key. So, of course, the easiest turnkey was
23:41
the easiest turnkey was scheduling scheduling was
23:42
scheduling scheduling was always automated onto my iPads.
23:43
always automated onto my iPads. Everything was easy on that
23:44
Everything was easy on that end. Pricing my I love my
23:49
end. Pricing my I love my pricing. My pricing was huge
23:50
pricing. My pricing was huge with service Autopilot, so I
23:52
with service Autopilot, so I actually had a call from my
23:53
actually had a call from my admin lady where the call come
23:55
admin lady where the call come in and she’ll say hello. It’s
23:57
in and she’ll say hello. It’s my landscape, but I’m looking
23:58
my landscape, but I’m looking for a price when you come out.
23:59
for a price when you come out. Oh no ma’am. I can measure
24:00
Oh no ma’am. I can measure right now and give you a price
24:01
right now and give you a price over the phone and so I had a
24:03
over the phone and so I had a whole script where she can talk
24:05
whole script where she can talk on the phone and within 5
24:06
on the phone and within 5 minutes, you’ll have a price in
24:08
minutes, you’ll have a price in their email box that said,
24:10
their email box that said, $45.17 cuz it was 2¢ on the
24:13
$45.17 cuz it was 2¢ on the price. matrix right mm hmm. And
24:13
price. matrix right mm hmm. And so that means what. I gotta
24:15
so that means what. I gotta give you credit for like we
24:16
give you credit for like we just we did the numbers and I
24:17
just we did the numbers and I was like dude what the numbers
24:19
was like dude what the numbers are you just do it not
24:20
are you just do it not emotionally and you just like
24:20
emotionally and you just like alright cool. We don’t need to
24:21
alright cool. We don’t need to round it up like it’s it was
24:23
round it up like it’s it was kinda cool like well. I can
24:24
kinda cool like well. I can just tell me what it is what it
24:25
just tell me what it is what it is. That’s your exact price to
24:26
is. That’s your exact price to your square foot price. That is
24:28
your square foot price. That is your exact square footage, and
24:29
your exact square footage, and that was a talking point on the
24:31
that was a talking point on the phone because if you don’t want
24:32
phone because if you don’t want that period to be like, oh
24:32
that period to be like, oh well, let me measure it out.
24:35
well, let me measure it out. and then you know, okay. Here’s
24:36
and then you know, okay. Here’s like it took a minute for you
24:39
like it took a minute for you to measure it out. You don’t
24:40
to measure it out. You don’t wanna know the house and
24:40
wanna know the house and everything you want the right
24:42
everything you want the right square footage of that home and
24:43
square footage of that home and um, but yeah. Always ask me
24:45
um, but yeah. Always ask me well, Jeremy didn’t you get bit
24:46
well, Jeremy didn’t you get bit the butt by you know overgrown
24:48
the butt by you know overgrown grass. I mean one time I ever
24:50
grass. I mean one time I ever got grass. I gotta kill
24:52
got grass. I gotta kill somebody you know it might take
24:53
somebody you know it might take the guys fifteen more minutes
24:54
the guys fifteen more minutes to do it, but that’s a weekly
24:57
to do it, but that’s a weekly lawn care company our lawn care
24:59
lawn care company our lawn care uh guy on a credit card and
25:00
uh guy on a credit card and that’s cash flow to my that’s
25:03
that’s cash flow to my that’s cash all day long. So that’s
25:05
cash all day long. So that’s where I um III really wanted
25:08
where I um III really wanted that cash to be as high as
25:10
that cash to be as high as possible. Right. That’s all
25:11
possible. Right. That’s all what you really want on the
25:12
what you really want on the price Our price range is.
25:15
price Our price range is. Literally spent at the longest
25:17
Literally spent at the longest it took me about 8 hours 1 day
25:19
it took me about 8 hours 1 day to just get that price matrix
25:21
to just get that price matrix right right and so people would
25:23
right right and so people would call in don’t measure out the
25:24
call in don’t measure out the yard and by the end of the
25:25
yard and by the end of the conversation, they have a price
25:26
conversation, they have a price in their inbox like Holy
25:28
in their inbox like Holy Smokes. This is amazing you
25:30
Smokes. This is amazing you already priced out my yard. I
25:32
already priced out my yard. I hey, I can put you on Wednesday
25:34
hey, I can put you on Wednesday schedule and that sound good.
25:36
schedule and that sound good. It’s mine. Now you put your
25:37
It’s mine. Now you put your Wednesday and it looks like
25:37
Wednesday and it looks like they’re gonna be there around
25:39
they’re gonna be there around like 4 o’clock. How’s that
25:40
like 4 o’clock. How’s that sound you’re like. Oh yeah,
25:41
sound you’re like. Oh yeah, let’s do that And so it was a
25:43
let’s do that And so it was a super. Smooth conversation all
25:46
super. Smooth conversation all the way through and then
25:48
the way through and then deliver that and it’s not a you
25:50
deliver that and it’s not a you just live in the price most
25:51
just live in the price most people that came and get prices
25:52
people that came and get prices out because if they’re too busy
25:54
out because if they’re too busy and so that’s where we’re
25:55
and so that’s where we’re really quick and automated
25:57
really quick and automated giving out prices on that side
25:58
giving out prices on that side of things um the next thing
26:02
of things um the next thing that’s most important is of
26:03
that’s most important is of course, hiring and firing I can
26:05
course, hiring and firing I can talk about. we already went
26:06
talk about. we already went over that hiring a fire. That’s
26:07
over that hiring a fire. That’s this business. I went to prom
26:09
this business. I went to prom with fifty employees easy. You
26:11
with fifty employees easy. You know, I think everyone can
26:13
know, I think everyone can relate to. That’s where people
26:14
relate to. That’s where people are just some. Are not
26:17
are just some. Are not expecting the the day-to-day
26:17
expecting the the day-to-day grind of lawn care, which is
26:20
grind of lawn care, which is okay cuz it’s definitely a
26:21
okay cuz it’s definitely a grind every single day, but if
26:22
grind every single day, but if you can get the higher and fire
26:24
you can get the higher and fire down, that’s I would say the
26:25
down, that’s I would say the majority of the the the hard
26:27
majority of the the the hard parts of lawn care the labs um
26:31
parts of lawn care the labs um after that, let’s see it’s
26:33
after that, let’s see it’s scheduling leads and marketing
26:38
scheduling leads and marketing I don’t necessarily wasn’t
26:39
I don’t necessarily wasn’t really concerned with it cuz
26:40
really concerned with it cuz we’re such a stable. I think
26:41
we’re such a stable. I think we’re building out like right
26:42
we’re building out like right at this point like 384 hundred
26:45
at this point like 384 hundred very consistently a year
26:46
very consistently a year annual. So we’re and we’re
26:49
annual. So we’re and we’re doing it with ease. We’re very
26:51
doing it with ease. We’re very automated. There’s no there’s
26:51
automated. There’s no there’s not a lot of hiccups going on
26:54
not a lot of hiccups going on everything was very smooth as
26:55
everything was very smooth as we we really enjoyed that. so
26:57
we we really enjoyed that. so once I knew I had that all set
26:59
once I knew I had that all set up, then I went to mic and ask
27:02
up, then I went to mic and ask them. Hey how do II don’t I
27:04
them. Hey how do II don’t I value this business? I really
27:06
value this business? I really don’t understand how to value
27:07
don’t understand how to value it. I was like I don’t I don’t
27:08
it. I was like I don’t I don’t know what the true value is cuz
27:09
know what the true value is cuz it’s all volatile. It’s like if
27:11
it’s all volatile. It’s like if if if you bought my locker,
27:12
if if you bought my locker, Cody, they might not like your
27:14
Cody, they might not like your hair. They might just buy you
27:15
hair. They might just buy you because your hair or something
27:17
because your hair or something like you know they you don.
27:18
like you know they you don. What’s gonna happen when you
27:20
What’s gonna happen when you sell the company right? so the
27:22
sell the company right? so the the yard itself you had the
27:24
the yard itself you had the value pretty um competitively I
27:28
value pretty um competitively I would say, and that’s where my
27:29
would say, and that’s where my help me a lot, he said. Hey,
27:30
help me a lot, he said. Hey, this is what I’ll do. I’ll take
27:31
this is what I’ll do. I’ll take a billings tons of about this
27:33
a billings tons of about this number. I’ll take your assets.
27:34
number. I’ll take your assets. you know if you wanna make a
27:35
you know if you wanna make a mark on your assets so be it,
27:38
mark on your assets so be it, but we basically took our
27:39
but we basically took our assets um took our monthly
27:41
assets um took our monthly billings times by either two or
27:43
billings times by either two or three. I can’t remember and
27:44
three. I can’t remember and then um create this number and
27:46
then um create this number and it was a nice. It wasn’t a. It
27:48
it was a nice. It wasn’t a. It was a nice six-figure number
27:50
was a nice six-figure number and we took it to the market
27:52
and we took it to the market and this told people about it
27:53
and this told people about it and say hey, we have a company
27:56
and say hey, we have a company That’s and this one service
27:56
That’s and this one service Autopilot. This is four or 5
27:58
Autopilot. This is four or 5 years ago This one service is
27:59
years ago This one service is not kicking off and get really
28:00
not kicking off and get really really good traction through
28:02
really good traction through the lawn care company so people
28:03
the lawn care company so people all over the nation are
28:04
all over the nation are starting to understand Whats
28:06
starting to understand Whats Autopilot was uh and so we were
28:08
Autopilot was uh and so we were one of the first companies or
28:09
one of the first companies or probably the first company here
28:11
probably the first company here in Memphis to truly use service
28:13
in Memphis to truly use service on a part of the way that
28:14
on a part of the way that intended to use have it already
28:16
intended to use have it already template it out and then show
28:17
template it out and then show it to this next. This is how
28:20
it to this next. This is how you’re supposed to use it and
28:21
you’re supposed to use it and if you don’t use it, you just
28:23
if you don’t use it, you just lose now on the benefits from
28:25
lose now on the benefits from it. Yeah. So it’s it’s a couple
28:28
it. Yeah. So it’s it’s a couple of interruptions to be here,
28:30
of interruptions to be here, but we knew that was probably
28:31
but we knew that was probably gonna happen, but I appreciate
28:32
gonna happen, but I appreciate you breaking that I know if I
28:32
you breaking that I know if I missed any of that, but um now
28:34
missed any of that, but um now that you’ve kinda sold this
28:36
that you’ve kinda sold this lawn care company journey now
28:37
lawn care company journey now you’ve moved over to the
28:37
you’ve moved over to the contractor, Pro and one of the
28:39
contractor, Pro and one of the things I wanted to hit on um
28:40
things I wanted to hit on um obviously you probably for the
28:42
obviously you probably for the rest of this interview, but
28:43
rest of this interview, but you’ve talked about how you use
28:44
you’ve talked about how you use service Autopilot and uh
28:47
service Autopilot and uh Jonathan or maybe even Jason
28:48
Jonathan or maybe even Jason Cop on one of the um I think
28:51
Cop on one of the um I think yeah you guys. yeah a lot of
28:52
yeah you guys. yeah a lot of the cups uh but it was a
28:55
the cups uh but it was a customer centric model and
28:56
customer centric model and that. Help you actually uh with
29:00
that. Help you actually uh with contractor pro, so would you
29:01
contractor pro, so would you mind just dialing in what that
29:03
mind just dialing in what that customer centric model? Look
29:05
customer centric model? Look like and how uh you took some
29:07
like and how uh you took some of those winnings out of
29:08
of those winnings out of service Autopilot Academy apply
29:09
service Autopilot Academy apply it to not only your lawn care
29:10
it to not only your lawn care business, but actually your
29:12
business, but actually your secondary contracting business
29:13
secondary contracting business um so whether you’re in lawn
29:14
um so whether you’re in lawn care and pest control home
29:16
care and pest control home remodeling um some of the
29:17
remodeling um some of the things we’re talking about are
29:18
things we’re talking about are really service business centric
29:21
really service business centric and we know it doesn’t matter
29:22
and we know it doesn’t matter um so you kind of breaking that
29:24
um so you kind of breaking that down and then we’ll kinda uh
29:26
down and then we’ll kinda uh tie. Uh how how you moved in to
29:28
tie. Uh how how you moved in to the contracting business and uh
29:31
the contracting business and uh maybe even hit on a little
29:32
maybe even hit on a little social media at the end, if
29:32
social media at the end, if you’ve got to for sure so uh I
29:36
you’ve got to for sure so uh I remember it was Jason. I’m
29:38
remember it was Jason. I’m pretty sure I had I had the the
29:40
pretty sure I had I had the the service of the academy sheet at
29:42
service of the academy sheet at my desk at my office still of
29:44
my desk at my office still of this exact um well that
29:45
this exact um well that resonated so well with any
29:47
resonated so well with any service industry. This is like
29:48
service industry. This is like like I said this should go with
29:49
like I said this should go with any service industry out there
29:51
any service industry out there um the model that Jason was
29:53
um the model that Jason was saying, is that every business
29:54
saying, is that every business model is typically you know a
29:56
model is typically you know a big old triangle with the CEO
29:57
big old triangle with the CEO at the top. CFO admin uh labor
30:02
at the top. CFO admin uh labor and then you got your employer
30:02
and then you got your employer or not employees your customers
30:03
or not employees your customers at the bottom. Well, Jason had
30:06
at the bottom. Well, Jason had this interesting concept of not
30:08
this interesting concept of not an interesting, but it’s very
30:10
an interesting, but it’s very logical. I switched that
30:11
logical. I switched that triangle upside down where
30:14
triangle upside down where customers are at the top now
30:14
customers are at the top now and so everything is revolved
30:16
and so everything is revolved around the customer’s
30:17
around the customer’s experience and if you give the
30:20
experience and if you give the customer a awesome seamless
30:22
customer a awesome seamless experience, they’re gonna
30:23
experience, they’re gonna recommend you if you get
30:25
recommend you if you get referrals that everyone knows
30:26
referrals that everyone knows word of mouth is the most
30:27
word of mouth is the most powerful way to do business.
30:29
powerful way to do business. word of mouth is amazing so
30:30
word of mouth is amazing so with customers. We know we
30:35
with customers. We know we strictly just wanted the from
30:36
strictly just wanted the from the call when the call comes in
30:39
the call when the call comes in for someone is being called
30:39
for someone is being called nine to five or eight to five.
30:42
nine to five or eight to five. That call is being answered
30:43
That call is being answered when I calls answer it needs to
30:44
when I calls answer it needs to be logged in to log
30:46
be logged in to log appropriately needs to have the
30:47
appropriately needs to have the conversation that was said uh
30:49
conversation that was said uh Dayton needs to be set for the
30:50
Dayton needs to be set for the estimate whatever it may be it
30:52
estimate whatever it may be it needs to be all log and track
30:53
needs to be all log and track right once it’s all on the
30:55
right once it’s all on the track the the point set for
30:57
track the the point set for Thursday at 10 o’clock AM My
30:59
Thursday at 10 o’clock AM My admin office is doing a follow
31:00
admin office is doing a follow up call on Wednesday and say
31:01
up call on Wednesday and say hey are we still good for
31:03
hey are we still good for Thursday at 10 AM? Yes. we’re
31:04
Thursday at 10 AM? Yes. we’re still good great. Well. Jeremy
31:05
still good great. Well. Jeremy is gonna be out there at 10
31:06
is gonna be out there at 10 o’clock right. And then I go
31:07
o’clock right. And then I go out there on Thursday at 10
31:09
out there on Thursday at 10 o’clock. even when I’m heading
31:10
o’clock. even when I’m heading there, I call it again and I
31:11
there, I call it again and I said, Hey, I just wanna make
31:13
said, Hey, I just wanna make sure that you don’t have an
31:15
sure that you don’t have an emergency with the kids this
31:15
emergency with the kids this morning or just wanna make sure
31:17
morning or just wanna make sure you’re still good this morning
31:18
you’re still good this morning for our 10 o’clock appointment
31:19
for our 10 o’clock appointment for the for for the long and
31:21
for the for for the long and then when we get to the lawn or
31:23
then when we get to the lawn or get to the house at 10 AM,
31:25
get to the house at 10 AM, we’ll do an appointment, We’ll
31:26
we’ll do an appointment, We’ll log that appointment back into
31:27
log that appointment back into the system so everything is
31:30
the system so everything is tracked everything is
31:31
tracked everything is everything there’s no lead that
31:32
everything there’s no lead that comes through our system that
31:35
comes through our system that was falling through the cracks
31:35
was falling through the cracks and that’s again about. Service
31:37
and that’s again about. Service If you’re a customer and you
31:39
If you’re a customer and you fall through the crack, you
31:40
fall through the crack, you feel like it’s a significant
31:41
feel like it’s a significant and you’re like. Oh this
31:41
and you’re like. Oh this company doesn’t care about me
31:43
company doesn’t care about me it’s not that we don’t care.
31:45
it’s not that we don’t care. It’s that you’re just your
31:47
It’s that you’re just your systems aren’t updated enough
31:48
systems aren’t updated enough or you’re just not organized
31:50
or you’re just not organized enough to get every customer
31:52
enough to get every customer capture that customer and if
31:53
capture that customer and if you can’t capture you know
31:55
you can’t capture you know three out of five, that’s a big
31:57
three out of five, that’s a big deal because three out of five
31:58
deal because three out of five people are gonna say yeah, I
31:59
people are gonna say yeah, I didn’t even get a price from
32:00
didn’t even get a price from them. They didn’t give me a
32:01
them. They didn’t give me a call back and set an
32:02
call back and set an appointment with me. I’m like
32:03
appointment with me. I’m like that’s interesting. well they
32:04
that’s interesting. well they came on. They came out right
32:05
came on. They came out right out of time and gave me a price
32:07
out of time and gave me a price that day. So if you have a. Get
32:10
that day. So if you have a. Get organized system, You’re gonna
32:10
organized system, You’re gonna be able to get every single
32:12
be able to get every single customer the same experience if
32:14
customer the same experience if you can give everyone the same
32:14
you can give everyone the same experience. that’s what really
32:16
experience. that’s what really matters because if you can’t
32:17
matters because if you can’t get on the same experience,
32:18
get on the same experience, everyone’s gonna have this this
32:20
everyone’s gonna have this this wishy-washy reviews and now you
32:22
wishy-washy reviews and now you don’t have a reputable company.
32:23
don’t have a reputable company. Yeah, but it comes on the
32:25
Yeah, but it comes on the training and everyone knows
32:26
training and everyone knows training is the hardest thing
32:27
training is the hardest thing to do training is extremely
32:29
to do training is extremely hard so what did y’all’s
32:30
hard so what did y’all’s training process? look like to
32:32
training process? look like to like really drill that culture
32:34
like really drill that culture of excellence into uh your
32:36
of excellence into uh your admin staff um? Was. For us
32:41
admin staff um? Was. For us everyone that was in the house
32:44
everyone that was in the house like we we we assign lanes so
32:45
like we we we assign lanes so I’m gonna sign the sales. We
32:48
I’m gonna sign the sales. We have a marketing plan. We have
32:49
have a marketing plan. We have a production line. We have an
32:50
a production line. We have an admin line. We have a back
32:52
admin line. We have a back office line so luckily for me,
32:54
office line so luckily for me, everyone was already so good at
32:55
everyone was already so good at their lane and there’s really
32:56
their lane and there’s really no training needed for for
32:58
no training needed for for those people in place right
32:59
those people in place right now. the training that is need
33:01
now. the training that is need to be implemented now is
33:03
to be implemented now is necessary just for every
33:05
necessary just for every position so every every
33:06
position so every every position we’re trying to
33:08
position we’re trying to document what they do and have
33:09
document what they do and have it on a piece of paper and have
33:10
it on a piece of paper and have it on video or something like
33:11
it on video or something like that and store it. You know it
33:12
that and store it. You know it takes time. That is not easy to
33:15
takes time. That is not easy to come by especially when you
33:18
come by especially when you have you know when you get to
33:19
have you know when you get to the office, you think you’re
33:20
the office, you think you’re gonna have this great, you know
33:21
gonna have this great, you know organized day and then you get
33:22
organized day and then you get there and this person calls
33:23
there and this person calls this person calls. They have
33:25
this person calls. They have this email and in this fire
33:26
this email and in this fire happen. so like it’s hard to
33:28
happen. so like it’s hard to get organized and and create
33:30
get organized and and create this training manuals but as
33:31
this training manuals but as for training right now, we’re
33:33
for training right now, we’re doing more so like ride along
33:35
doing more so like ride along in just watching and we’re
33:36
in just watching and we’re trying to spend as much time
33:37
trying to spend as much time and educating the guys we can
33:39
and educating the guys we can pour into them and as we’re
33:40
pour into them and as we’re doing that we’re trying to
33:42
doing that we’re trying to document this stuff so that way
33:43
document this stuff so that way eventually we just had uh a
33:44
eventually we just had uh a hand manual here here it is for
33:46
hand manual here here it is for the for the contract and For a
33:48
the for the contract and For a lawn care, that’s pretty
33:51
lawn care, that’s pretty relatively easy cuz you just
33:52
relatively easy cuz you just you can create photos and say
33:52
you can create photos and say this is how I want you to read
33:54
this is how I want you to read it and put a picture right
33:55
it and put a picture right there for a real salesmanship
33:57
there for a real salesmanship that we do retail sales is a
33:59
that we do retail sales is a whole different story and then,
34:00
whole different story and then, of course we are so that’s a
34:02
of course we are so that’s a whole another training that you
34:04
whole another training that you need to do but um, but it’s
34:08
need to do but um, but it’s imperative that you have some
34:08
imperative that you have some sort of training cuz we don’t
34:09
sort of training cuz we don’t have any type of training
34:10
have any type of training you’re not pointing the actual
34:12
you’re not pointing the actual model or kinda brand that
34:14
model or kinda brand that you’re trying to push out to
34:16
you’re trying to push out to the public like our brand a
34:17
the public like our brand a contractor, a pro kinda like
34:18
contractor, a pro kinda like our Slo. We Our slogan is we we
34:22
our Slo. We Our slogan is we we don’t cut corners. We don’t we
34:24
don’t cut corners. We don’t we don’t We don’t cut corners. We
34:25
don’t We don’t cut corners. We cut grass or something like
34:27
cut grass or something like that. That’s our motto motto
34:29
that. That’s our motto motto simplistic one at contact pro.
34:31
simplistic one at contact pro. We say doing what’s right now?
34:33
We say doing what’s right now? what’s it and that’s because in
34:35
what’s it and that’s because in roofing, it’s very easy to do a
34:37
roofing, it’s very easy to do a very simple little for your fix
34:41
very simple little for your fix versus doing the real hard fix
34:42
versus doing the real hard fix That’s gonna last 25 years and
34:45
That’s gonna last 25 years and no one’s ever gonna know who’s
34:45
no one’s ever gonna know who’s on your roof so we I contract
34:48
on your roof so we I contract pro. We just wanna be known as
34:49
pro. We just wanna be known as again the most professional
34:50
again the most professional most customer. About customer
34:53
most customer. About customer experience, I just wanna make
34:53
experience, I just wanna make sure that everyone gets the
34:55
sure that everyone gets the same exact um treatment in the
34:59
same exact um treatment in the last customer did and if you
35:01
last customer did and if you can do that every single time
35:01
can do that every single time and you really do something
35:03
and you really do something special. but it’s I guess it’s
35:04
special. but it’s I guess it’s hard to deal with people
35:05
hard to deal with people dealing with unpredictable
35:07
dealing with unpredictable things all the time man just
35:09
things all the time man just blown away. I don’t know about
35:10
blown away. I don’t know about you but just the consistency of
35:11
you but just the consistency of driving that purpose and
35:13
driving that purpose and everything else um and just
35:14
everything else um and just kinda know. obviously you’ve
35:15
kinda know. obviously you’ve got a compact to schedule their
35:17
got a compact to schedule their journey but just to kinda bring
35:18
journey but just to kinda bring it home and uh hopefully I can
35:19
it home and uh hopefully I can at least stand the screen here
35:20
at least stand the screen here for a few more minutes um but
35:22
for a few more minutes um but hey we. Today it’s uh it’s a
35:25
hey we. Today it’s uh it’s a weekly from the home base with
35:26
weekly from the home base with the kiddos in the background,
35:27
the kiddos in the background, but uh everybody if it’s
35:29
but uh everybody if it’s watching this uh current time,
35:30
watching this uh current time, I’m sure they can relate. It’s
35:31
I’m sure they can relate. It’s uh things are different but uh
35:34
uh things are different but uh one of the things that isn’t
35:35
one of the things that isn’t different is your consistency
35:37
different is your consistency and one of the things that is
35:39
and one of the things that is very consistent for both
35:40
very consistent for both businesses that I’ve seen at
35:41
businesses that I’ve seen at least and if you’ve just kinda
35:42
least and if you’ve just kinda maybe put some context to your
35:45
maybe put some context to your social media presence So uh I
35:48
social media presence So uh I see a lot of times for
35:49
see a lot of times for contracting pro right now on
35:50
contracting pro right now on top of the roof doing videos.
35:53
top of the roof doing videos. Live talking about the process
35:54
Live talking about the process and especially if the consumer
35:56
and especially if the consumer can’t see what you’re doing up
35:57
can’t see what you’re doing up there, you’re educating what
35:58
there, you’re educating what they should be doing and not
36:00
they should be doing and not necessarily selling a service,
36:01
necessarily selling a service, but you’re just purely
36:02
but you’re just purely educational and you did the
36:03
educational and you did the same thing in the lawn care
36:04
same thing in the lawn care company um but you’re just you
36:06
company um but you’re just you know you’re a creature of
36:08
know you’re a creature of consistency and that’s not a
36:10
consistency and that’s not a normal in in this industry uh
36:12
normal in in this industry uh or in the service industry to
36:14
or in the service industry to begin with so uh I guess it’s
36:15
begin with so uh I guess it’s those are an initial fear of
36:17
those are an initial fear of making this videos and doing it
36:18
making this videos and doing it obviously uh you’re probably
36:20
obviously uh you’re probably watching where you’re stepping
36:21
watching where you’re stepping when you’re walking around on
36:22
when you’re walking around on the roof, making a live video
36:23
the roof, making a live video uh that may add to the
36:25
uh that may add to the viewership who knows yeah.
36:26
viewership who knows yeah. Would you mind just breaking
36:27
Would you mind just breaking down? The high-level theory of
36:30
down? The high-level theory of social media and video, and how
36:32
social media and video, and how does that play into your
36:34
does that play into your service businesses so in social
36:36
service businesses so in social media for me and so we have
36:37
media for me and so we have actually have a lady that’s
36:38
actually have a lady that’s designated just to create a
36:39
designated just to create a Facebook post all the time and
36:41
Facebook post all the time and of course we she did at first
36:43
of course we she did at first to know about anything about
36:44
to know about anything about roofing, but now we’ve educated
36:46
roofing, but now we’ve educated about certain things and every
36:48
about certain things and every piece of content that we wanna
36:49
piece of content that we wanna put out once the educational we
36:50
put out once the educational we don’t wanna force something
36:51
don’t wanna force something like oh Roof today $100 off now
36:54
like oh Roof today $100 off now we want you to be educated so
36:55
we want you to be educated so that way when you call us, we
36:57
that way when you call us, we can then go. A step further and
36:59
can then go. A step further and educate even more and then
37:00
educate even more and then present your product. We wanna
37:02
present your product. We wanna set yourself up with the expert
37:03
set yourself up with the expert level where we are. We are the
37:06
level where we are. We are the top tier experts um, but that’s
37:08
top tier experts um, but that’s when it when it comes to sales.
37:10
when it when it comes to sales. you can do it, you know and I
37:11
you can do it, you know and I can do two different ways. you
37:13
can do two different ways. you can be the salesman that forces
37:14
can be the salesman that forces down your throat and says hey,
37:16
down your throat and says hey, sign up today and 15% off.
37:18
sign up today and 15% off. We’re gonna be a salesman that
37:19
We’re gonna be a salesman that is pure educational that just
37:21
is pure educational that just goes over the degree detail
37:22
goes over the degree detail that way you know every single
37:24
that way you know every single thing that’s going on and then
37:26
thing that’s going on and then you can compare apples to
37:27
you can compare apples to apples everyone else. and
37:28
apples everyone else. and that’s where we. Companies we
37:31
that’s where we. Companies we educate everyone to the degree
37:32
educate everyone to the degree to where when the next roofing
37:33
to where when the next roofing company comes in the next
37:35
company comes in the next window. Guy comes and next
37:37
window. Guy comes and next bathroom guy comes they already
37:39
bathroom guy comes they already know all the knowledge or they
37:39
know all the knowledge or they they probably to retain all of
37:41
they probably to retain all of it, but they know they they
37:42
it, but they know they they retain some of that and they’ll
37:44
retain some of that and they’ll I’ve had customers quiz the
37:45
I’ve had customers quiz the next guy and the next guy
37:46
next guy and the next guy doesn’t know the answer you
37:47
doesn’t know the answer you know and so when that happens
37:49
know and so when that happens you just set yourself up out of
37:51
you just set yourself up out of another level of and we’re
37:53
another level of and we’re typically we’re at the highest
37:53
typically we’re at the highest price but not the lowest price,
37:54
price but not the lowest price, but we’ve we are definitely on
37:57
but we’ve we are definitely on the above average price for
37:58
the above average price for sure, but the next one and
37:59
sure, but the next one and that. I think one of the things
38:02
that. I think one of the things that is, that’s what we talked
38:04
that is, that’s what we talked about in the early days, four
38:05
about in the early days, four or 5 years ago, like we still
38:07
or 5 years ago, like we still at my company, Callahan’s lawn
38:08
at my company, Callahan’s lawn care we’ve been doing it for
38:10
care we’ve been doing it for several years, but that was a
38:12
several years, but that was a success that life cycle
38:13
success that life cycle marketing talking to the
38:15
marketing talking to the consumer where they’re at and
38:16
consumer where they’re at and then educating them on how to
38:17
then educating them on how to do this professional most
38:18
do this professional most service businesses. I’m curious
38:19
service businesses. I’m curious your thought on this is most
38:21
your thought on this is most service are extremely scared to
38:23
service are extremely scared to educate their potential
38:24
educate their potential consumer. How to do the service
38:25
consumer. How to do the service themselves Now Roofing could be
38:26
themselves Now Roofing could be a whole different deal but in
38:28
a whole different deal but in lawn care once you educate
38:28
lawn care once you educate them, there’s really. Barriers
38:30
them, there’s really. Barriers they can go down the home depot
38:32
they can go down the home depot and do it themselves um but you
38:34
and do it themselves um but you took faith in that idea and
38:36
took faith in that idea and really have mastered it in both
38:39
really have mastered it in both businesses um was there any
38:40
businesses um was there any hesitation to actually tell
38:41
hesitation to actually tell your consumer how to do the
38:42
your consumer how to do the service or trying to hire for
38:44
service or trying to hire for or was that actually a
38:46
or was that actually a compounding effect that it
38:47
compounding effect that it sounds like it was it was a
38:48
sounds like it was it was a game changer because now you’ve
38:50
game changer because now you’ve been empowered them to actually
38:51
been empowered them to actually select the most qualified
38:52
select the most qualified business. I think if you’re
38:54
business. I think if you’re nervous, it’s because you’re
38:55
nervous, it’s because you’re not comfortable or not
38:56
not comfortable or not confident that your knowledge
38:57
confident that your knowledge is true. So if your knowledge
38:58
is true. So if your knowledge isn’t true. Speak it, but if
39:00
isn’t true. Speak it, but if you have true knowledge that
39:01
you have true knowledge that you’ve seen with your own eyes
39:03
you’ve seen with your own eyes and you know it works then
39:03
and you know it works then speak it just like if I was a
39:05
speak it just like if I was a mom still and I knew the
39:07
mom still and I knew the science behind phosphorus and
39:08
science behind phosphorus and mulching the grass and I will
39:09
mulching the grass and I will be preaching all day. I’ll say
39:11
be preaching all day. I’ll say hey, this is what you need to
39:11
hey, this is what you need to be doing because the mulching
39:13
be doing because the mulching kit does this is this is the
39:14
kit does this is this is the grass and aggressive can be
39:15
grass and aggressive can be thicker and if you know that
39:17
thicker and if you know that with the bottom of your heart,
39:19
with the bottom of your heart, you know that’s true. That’s
39:20
you know that’s true. That’s true science you can feel free
39:21
true science you can feel free to the world and no one’s gonna
39:23
to the world and no one’s gonna argue that but if you’re ever
39:24
argue that but if you’re ever here like if you’re ever here,
39:26
here like if you’re ever here, don’t know what phosphorus is
39:27
don’t know what phosphorus is you’re over here Speaking about
39:29
you’re over here Speaking about phosphorus and you’re like yeah
39:31
phosphorus and you’re like yeah prosperous in the grass and it
39:31
prosperous in the grass and it decomposes, you’re not gonna be
39:33
decomposes, you’re not gonna be able to speak. Educational side
39:35
able to speak. Educational side of things, so I think it’s all
39:35
of things, so I think it’s all about knowledge if you know the
39:38
about knowledge if you know the knowledge and you know it for
39:39
knowledge and you know it for real, you’re gonna be able to
39:40
real, you’re gonna be able to speak it confidence if you
39:43
speak it confidence if you don’t have the confidence
39:43
don’t have the confidence people are gonna see right
39:44
people are gonna see right there you Yeah. Yeah. Love it
39:46
there you Yeah. Yeah. Love it brother. I can’t thank you
39:47
brother. I can’t thank you enough. Uh we got a third
39:49
enough. Uh we got a third co-host here. Rory Callahan
39:51
co-host here. Rory Callahan just joining the team but um
39:51
just joining the team but um you know brother can’t
39:53
you know brother can’t appreciate it enough. love
39:55
appreciate it enough. love everything you’re doing and uh
39:55
everything you’re doing and uh obviously in contracting pro
39:57
obviously in contracting pro and you gotta tell trip uh the
39:59
and you gotta tell trip uh the SA community myself, especially
40:00
SA community myself, especially from simple Grove says hello uh
40:02
from simple Grove says hello uh but nothing. For you and your
40:04
but nothing. For you and your brother in the future and
40:05
brother in the future and really appreciate uh on a side
40:07
really appreciate uh on a side note having faith in myself and
40:08
note having faith in myself and the simple team in the early
40:09
the simple team in the early years, but um if you’re
40:11
years, but um if you’re watching this, you’re curious
40:12
watching this, you’re curious if you can scale a business to
40:13
if you can scale a business to sell it um and then repeat that
40:16
sell it um and then repeat that success and double down uh
40:18
success and double down uh Jeremy right here is proof that
40:19
Jeremy right here is proof that if you put a process in the
40:20
if you put a process in the system and use a product like
40:22
system and use a product like service Autopilot, uh it’s
40:23
service Autopilot, uh it’s doable. but it’s not just the
40:24
doable. but it’s not just the software. It’s having the
40:27
software. It’s having the ability to put in the time and
40:27
ability to put in the time and follow the process and system
40:29
follow the process and system and be consistent and you’re
40:30
and be consistent and you’re looking at the consistent kid
40:31
looking at the consistent kid right here. so Jeremy you know.
40:34
right here. so Jeremy you know. Um and you know I was telling
40:36
Um and you know I was telling Cody uh if things don’t work
40:38
Cody uh if things don’t work out here in the in the
40:38
out here in the in the contracting business, we’re
40:39
contracting business, we’re gonna do a health and fitness
40:41
gonna do a health and fitness here uh for some health fitness
40:44
here uh for some health fitness and killing it Well, I
40:46
and killing it Well, I appreciate you having me on and
40:47
appreciate you having me on and I think uh if anyone stays
40:49
I think uh if anyone stays consistent and doing what they
40:50
consistent and doing what they wanna do, they’re gonna achieve
40:51
wanna do, they’re gonna achieve those goals but the hardest
40:51
those goals but the hardest thing to do is waking up every
40:53
thing to do is waking up every day and get after it and if you
40:54
day and get after it and if you can do that every single day
40:57
can do that every single day and make a long-term goal and
40:59
and make a long-term goal and shoot for that goal and you’re
41:00
shoot for that goal and you’re you’re gonna get it. That
41:02
you’re gonna get it. That you’re gonna get it, but if you
41:04
you’re gonna get it, but if you do not sit down and make those
41:06
do not sit down and make those goals, you’re never gonna get
41:06
goals, you’re never gonna get anywhere. I’ve learn that from
41:08
anywhere. I’ve learn that from Mike I’ve learned from my
41:10
Mike I’ve learned from my brother. This is not me just as
41:11
brother. This is not me just as a kid saying that I’ve had
41:12
a kid saying that I’ve had amazing mentors and that’s why
41:13
amazing mentors and that’s why I’m here today because of
41:15
I’m here today because of mentors people that have done
41:17
mentors people that have done it and that’s not a kid man, a
41:19
it and that’s not a kid man, a man who is definitely built in
41:21
man who is definitely built in scale the business, but I when
41:22
scale the business, but I when I met you at eighteen, I was
41:24
I met you at eighteen, I was like wow, let’s let’s take
41:26
like wow, let’s let’s take let’s take a jump on this guy
41:26
let’s take a jump on this guy and and and you know the first
41:28
and and and you know the first time I talk to you. I knew
41:29
time I talk to you. I knew you’re the real deal. I knew it
41:30
you’re the real deal. I knew it was a good move to invest some
41:32
was a good move to invest some time and to trust in and
41:33
time and to trust in and actually working with you. I
41:35
actually working with you. I really appreciated Jeremy Cody
41:36
really appreciated Jeremy Cody as always uh my co host Roy
41:38
as always uh my co host Roy will probably definitely not be
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will probably definitely not be back next week, but uh as a
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back next week, but uh as a weekly talk show coming at you
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weekly talk show coming at you Weekly 1 PM eastern 12 PM
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Weekly 1 PM eastern 12 PM Central uh rain shine or kids
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Central uh rain shine or kids in co and we uh we’ll be here
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in co and we uh we’ll be here so big announcement coming up
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so big announcement coming up next week for special Ghost our
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next week for special Ghost our guest uh but we’ll see you next
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guest uh but we’ll see you next week. Thanks again, Jeremy Cody
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week. Thanks again, Jeremy Cody and uh my co host Roy here
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and uh my co host Roy here intermittently jumping in and
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intermittently jumping in and out so if you’re watching or
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out so if you’re watching or listening on the podcast, you
42:00
listening on the podcast, you definitely wanna see the chaos
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definitely wanna see the chaos that has ensued over the last
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that has ensued over the last 45 minutes. We’ll see you again
English (United States) – SA Weekly Talk Show: Jeremy Atkinson