Video Transcript
Hey, Mike Callahan here with
0:03
Simbler Growth. We’ve got our
0:05
seven business, seven-figure
0:07
business expert, Dylan here
0:07
with us from the Simple Growth
0:09
Team and Dylan and I were just
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talking about all the things
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that are going on in
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businesses. It potentially
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could be broken without the
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business owner really knowing
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it. Uh so, we decided to hop on
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a quick Facebook Live here to
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actually break down something
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we’re going to be doing free of
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charge for any service business
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that’s willing to take 15 to
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maybe 20 minutes with our
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Simple Grow team to actually
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show you the in your business
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potentially are broken. Um and
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Dylan, I know you’ve done this
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audit over the last six to 12
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months with probably hundreds
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of of different service
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businesses based in lawn care,
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home cleaning, pest control,
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pool services, you name it. Um
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but right now there’s a lot of
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uncertainty right now. A lot of
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businesses are trying to
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continue to grow to that
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million mark and well beyond.
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Uh but inflation, gas prices,
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labor shortages. Where do I
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need to work on my business
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specifically right now to go
0:58
out and just crush my goals but
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stay alive and continue the
1:02
same size I’m at. Um now,
1:04
obviously, most people watch
1:05
this want to continue to grow
1:06
their business successfully and
1:08
profitably but if you’re
1:09
looking at your service
1:10
business right now and you’re
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like, I need to make sure my
1:13
business is okay to sustain
1:14
what’s going on in the
1:16
ecosystem right now. Uh we’ve
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got good news. Dylan has the
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ability for you to hop on the
1:20
team with one of our
1:22
seven-figure growth experts to
1:23
go through this free audit. So,
1:25
Dylan, I know we’ve got some
1:26
compressed time because you
1:26
actually have an audit here in
1:28
another 10 to 15 minutes. Um if
1:29
you don’t taking the wheel
1:32
brother and just kind of going
1:33
through what we we walked
1:34
through. We’re going to put in
1:35
some fictitious answers here so
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people can actually see what
1:37
you get at the end of this but
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like it’s a massive, actionable
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information that would cost a
1:43
lot of money but we’re just
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literally trying to help every
1:46
service business we can know
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where they need to focus and
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what pinpoints are going to
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help them along the way. So, if
1:52
you don’t mind, brother, let’s
1:53
let’s walk through this and see
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what it is and when we’re done,
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if you’ve got a link, if you
1:57
want to slack it to me or after
1:59
this, we can post the sign up
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link in the Facebook Live here
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so people can sign up for this
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free audit but I’ll let you let
2:05
you take over here. Cool, cool.
2:08
Yeah, it’s not every day that
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you can kind of get like a a
2:12
scorecard almost on how your
2:14
business is doing, right? You
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see your financial statements
2:16
at the end of the year and
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you’re like, oh, I I think I
2:19
did pretty good but sometimes
2:21
the financial statements don’t
2:23
say everything as well. So,
2:24
this kind of secondary report
2:26
card just to make sure that
2:28
your business is healthy in all
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aspects and that there’s not
2:29
really any glaring things that
2:33
you’re just missing can be
2:34
really beneficial. So, step 1
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is, obviously, we’re going to
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expect different things
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depending on the size of your
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business, right? If you’re just
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starting out and you’re 50, 000
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a year in annual sales,
2:48
going to be totally different
2:49
expectations on a company
2:50
that’s doing $3 million dollars
2:52
a year. And that’s the actual
2:54
process we go through here. So,
2:56
what if I’m a steady operation
2:57
between a half a million and a
2:58
mill? Alright, so we’ll mark
3:01
that down. And then we roll
3:03
into just a simple setup
3:05
analysis here. So Mike in your
3:08
company, are you using a CRM?
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Uh well Dylan, what is a CRM?
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Uh CRM is a customer
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relationship management
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program. Um that you would
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house your customers in, you
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know, kind of think service
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autopilot, jobber, yardbook,
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something like that. A little
3:24
bit different than QuickBooks
3:26
which is primarily just a
3:28
financial software. Okay, so
3:29
our Aspi and other softwares
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like that would probably
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qualify as that as well. Yeah,
3:33
I’m I’m definitely using a CRM.
3:35
Okay. And I do have a a website
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and a Facebook page. Okay,
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perfect. Um. And are your
3:44
services priced based off a
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square feet or are you just
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kind of eyeballing it? Oh,
3:48
let’s play. I’ll play doubles
3:50
advocates. Um let’s say it’s
3:52
the early years and I’m just
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eyeballing it. Okay. So, I’ll
3:57
mark that as no. And when
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you’re doing these quotes,
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Mike, are you jotting them down
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on a notepad? Are you entering
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them in directly into your CRM?
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How are you capturing that
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information? I’m going to
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answer this fictitiously just
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to kind of see what it looks
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like but I’m going to say we’re
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driving around in an estimate
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truck or car, writing it down a
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pen and paper and then we get
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back to the office. We put it
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into that CRM.
4:22
and are your team members, if
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you have any team members, are
4:24
they clocking in and out using
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like a mobile app, tracking
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their time, or? I’m going to
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say for this exercise, they are
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not. You’ve gotta be making
4:33
money because there’s money in
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the bank. So, why would I
4:35
want to track that, right?
4:36
Gotcha. Yeah, well, we’ll see
4:39
why. You do want to track that
4:40
shortly but I like the
4:42
fictitious example. Oh, yeah.
4:43
So, the next part here is the
4:46
sales analysis and basically,
4:47
you’re going to receive a score
4:48
on each one of these segments
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which is really cool Do you
4:53
have a website quote form? And
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if so, is it automatically
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entering the leads into your
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CRM? Yeah, I’ve got one, Dylan,
5:01
but it sends me an Email and I
5:03
gotta type them in. You tell me
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there may be a way to get those
5:05
in automatically, huh? Yeah.
5:06
So, right now, I do not have it
5:07
automatically getting those in.
5:10
Okay. So, I’ll put no for now.
5:13
And are you tracking and
5:16
reviewing where these clients
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and leads are coming from, your
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client’s source? Fictitiously
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for this example, I am not.
5:25
Okay? And are you sending out
5:26
at least 20 quotes per month?
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Oh, yeah, for sure. We’re
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blowing it up. Okay. Uh, and
5:34
are you following up on these
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quotes at least five times? Uh,
5:38
I will pretend it’s, I will
5:39
pretend it’s early days before
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we automated. Be lucky if you
5:41
got maybe a phone call back.
5:42
So, definitely not. I’m out
5:43
there in the field or at least
5:44
I was back in the day. Uh,
5:46
getting that work done. So,
5:48
we’ll say no. Yep, been there
5:50
for sure. Um, are you upselling
5:53
your database at all? Uh, well
5:56
fictitiously, who has time for
5:57
that? Maybe, maybe in the
6:00
spring and. Yeah, maybe, maybe.
6:02
Obviously, things have changed
6:03
but we’ll we’ll answer this as
6:05
if we’re in the early days.
6:09
Turn turning back time. Um you
6:11
turn it back my hairline will
6:12
be better, huh? So the last
6:16
part here is operational. This
6:18
one’s a little bit tougher, a
6:19
little bit more advanced. Are
6:22
you tracking daily if your
6:23
teams are hitting their
6:24
budgeted times? Uh yeah I am
6:26
but it’s it’s through a pen and
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paper. Excel sheet. Do my best.
6:30
So I’ll say yes. I mean you’re
6:33
tracking it. Uh however you’re
6:34
doing it. Might be a little bit
6:36
more of an efficient way to do
6:37
it. But at least you are
6:38
tracking it. That’s great. Are
6:41
you communicating any of those
6:42
findings with your for
6:45
accountability. I’m going to
6:46
say I know because most people
6:47
we talk to right now are scared
6:48
to do such because they’re
6:49
afraid they’re going to lose
6:50
their employees but obviously
6:51
when you do it correctly,
6:53
that’s a good way to get
6:54
employees. So, and keep them
6:55
but I’ll say no for this
6:56
example just so we see what the
6:58
report kicks out. And are you
7:02
reviewing any of your clients
7:03
that you have that you’re not
7:05
hitting your revenue goals
7:07
with? Um we’ll pretend this is
7:08
back in the day. Let’s say no.
7:10
Okay. So, if you are doing a a
7:13
price increase, it’s just a
7:14
blanket across the board. It’s
7:16
usually what we see in these
7:17
Facebook groups. So, yeah,
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let’s let’s roll with that and
7:19
see what the the audit comes
7:20
out with. have you received
7:22
over 25 five-star reviews in
7:25
the last 12 months? Uh let’s
7:27
put a note because before we
7:29
systematically went out to get
7:29
those reviews, it didn’t
7:31
happen. Mm hmm And are you
7:34
tracking your equipment
7:35
maintenance and warranty
7:36
expiration automatically? Uh
7:40
no, we definitely weren’t too.
7:41
We were blowing two or three
7:41
engines in a year. So, let’s
7:43
check in the oil. So, let’s
7:44
let’s put no because that was a
7:45
big issue in the early days.
7:47
Yeah, I’ve been been there as
7:48
well. Those add up pretty
7:50
quickly. I’ll say no there. So,
7:52
that’s the end of the quick
7:54
quick analysis and then like
7:57
what? Maybe eight to 10
7:59
minutes? Maybe 15 tops with
8:01
some some in some conversations
8:03
back and forth and dive in a
8:04
little bit deeper? Pretty
8:05
pretty painless? Exactly, yeah.
8:07
we went to some of these
8:08
questions a little bit more
8:09
detail. A lot of them are,
8:11
well, maybe sort of I do this
8:13
but. Okay, maybe we’re having
8:14
some fun with it but just
8:15
kind of let people know what
8:16
what this audit actually does
8:17
for him. Yeah and so if we go
8:20
over to the results page now
8:23
which we include as a PDF to
8:24
everybody once we’ve done this,
8:27
looks like we’re having a
8:29
little bit of an error here,
8:30
but that’s okay. I’ll tally up
8:31
the results, shouldn’t be a,
8:34
shouldn’t be a hard equation to
8:36
do here. Um, so you, you
8:39
basically got about 60% on the
8:40
setup side of things. So, I’ll
8:44
have to, oh, let’s just go. Um,
8:50
Three divided by five. There we
8:53
go. That looks a little better
8:54
anyways. Um. All the things
8:56
that happen on Facebook Live
8:57
but we’re we’re good. So.
8:59
Alright. No. No, Biggie. Um so,
9:00
you’re a stage three business
9:02
on the setup side of things. Um
9:03
you got 60%, which, you know,
9:06
is a passing grade and not
9:07
passing with flying colors but
9:09
past. Um then, on the sales and
9:12
the operational side of things,
9:14
you didn’t do so well. Um ten,
9:17
10% is basically what you got.
9:19
So, the overall score is about
9:22
17%. Um with the the biggest
9:25
issues coming from like the
9:27
sales and the operational side
9:28
of things. Obviously, you can
9:30
kind of see it in graph form
9:31
here. But usually what I’ll do
9:33
is when I send over the
9:34
results, I don’t just send you
9:36
this and say, hey, have fun
9:37
with it. Um there’s obviously
9:39
like some recommendations, very
9:40
high level that can be made to
9:42
improve these sections. Um
9:44
usually, they’re fairly easy
9:45
things to fix. It’s just a
9:47
matter of, you know, enlisting
9:48
someone to do it that’s someone
9:51
at your company or or someone
9:52
else but that’s that’s
9:55
typically the process that I
9:56
would do is just add in some
9:58
some kind of concrete
10:00
recommendations here based on
10:03
what she answered no to. Yeah,
10:05
I’ve seen those recommendations
10:06
are really solid and and a lot
10:08
of things, I mean, obviously,
10:09
we’re doing this for free but a
10:10
lot of the stuff, honestly,
10:11
don’t want to, we’re not really
10:12
selling anything with with a
10:13
lot of it. It’s it’s really,
10:14
these are things you need to
10:15
take action on and fix and if
10:17
you do need some help, some of
10:18
it, we provide services, some
10:20
we we actually don’t. Um but it
10:21
really is some great
10:23
transparency and you know, it’s
10:24
just 60%, you know. I mean,
10:27
that’s how I got through some
10:28
of my chemistry classes at in
10:29
high school. Um you know, I got
10:32
through but it really wasn’t
10:33
successful and it’s something
10:34
that I probably couldn’t take
10:35
later on life with me. Um so, I
10:37
mean, if you’re 10% of your
10:38
sales and operations, those are
10:40
usually traditionally very easy
10:41
fixes and some can be
10:43
automated, some can be systems
10:44
and processes but the idea here
10:46
is if you’re looking at it and
10:47
you kind of want to know what
10:48
stage business you are from one
10:50
to a million or beyond and what
10:53
we do is we look at the
10:53
different stages business one A
10:57
and one B I like to call it.
10:58
So, one A, you’ve got a
10:59
part-time or you got a
11:00
full-time job, you’re doing
11:01
your your service business full
11:02
or part time. One B, you
11:04
kind of said the hell of the
11:05
man. He’s making too much money
11:06
off you. I’ve quit that job and
11:07
I’ve become an entrepreneur.
11:09
Now, my biggest pain point is,
11:11
how do I get more leads? Stage
11:14
number two, your biggest issue
11:16
now and it’s based on and we
11:18
can break down the sales
11:19
revenue things but the biggest
11:20
hurdle there is going to be
11:21
going in and figuring out how
11:23
to make sales. Stage 3 is
11:26
systems, and then stage four is
11:28
at Million Beyond. Um so,
11:30
that’s really SOP, standard aid
11:32
operating procedures, and
11:33
building a team. The stage 5 is
11:36
three to five million and
11:37
beyond is really building a
11:38
leadership team. Um so, if
11:40
you’re kind of looking at that
11:41
stage of business that kind of
11:43
correlates and behind the
11:44
scenes of this, it’s looking at
11:46
the biggest pinpoint and hurdle
11:48
and are you at 1 hundred
11:49
percent? So, if you’re at a
11:50
stage three business, just to
11:52
about to break a million or or
11:53
button up again it, the biggest
11:56
pinpoint right now is sales and
11:58
operations. So, this kind of
11:59
lines up perfectly against
12:01
that, Dylan and there are some
12:02
very strategic things that
12:03
every service business should
12:04
do with a stage three business
12:06
and obviously, if this was a
12:07
real business, they’ve got some
12:09
really tough issues here. So,
12:11
somewhere between that $750 and
12:12
a million dollars or even a
12:13
half a million and seven fifty.
12:15
If they don’t fix these things,
12:18
they’re they’re at serious risk
12:20
of financial failure. Um and
12:22
not being able to recruit and
12:24
train and and retain the
12:24
employees that we all need. So,
12:27
if people are interested, we’re
12:28
going to drop a link here below
12:30
this but basically, it’s a 15
12:32
to 20-minute free audit with
12:33
Dylan or somebody on the Simple
12:35
Growth team that has scaled a
12:36
seven-figure business beyond.
12:37
Um it’s all private and then
12:39
once you get this graphic
12:40
underneath it, there is some
12:42
detailed plans of things that
12:44
you should do specifically now
12:46
at that stage one, two, three,
12:48
or four, five business to be
12:49
successful. Um and there’s
12:51
there’s a decent amount of
12:52
detail in there. So, I’d wish
12:52
something like this was around
12:54
when we were trying to break
12:55
that million mark at $750 to a
12:57
million mark. As you know,
12:58
Dylan, you’ve been there
12:58
before. It’s like the gray area
12:59
of death. You gotta you gotta
13:01
get over that or you’re
13:02
going to die in there. Um as is
13:03
well, that one to two 2. 5
13:06
million mark, there’s also some
13:07
massive hurdles there. So, this
13:08
is built to just literally
13:10
pinpoint the exact pinpoint
13:11
based on your business and what
13:14
the pinpoints are in each stage
13:15
of business and how they
13:16
correlate. So, Dylan, I know
13:18
you’ve got a another audit to
13:19
do here in another minute or
13:20
two but any closing thoughts
13:21
before we wrap this up and post
13:23
the link and I guess if you can
13:23
actually message me on Slack if
13:27
you have it afterwards I will
13:28
post the link for people to
13:30
sign up for the free audit.
13:31
Yeah, we’ll do. Um I guess my
13:33
only thing to add is some
13:35
people want to go a little bit
13:37
more in depth with it. Um so,
13:39
sometimes on a screen share,
13:41
like we don’t need to follow
13:43
this exact format, right? Um
13:44
sometimes, someone comes to me
13:46
and says, hey, this is my issue
13:48
specifically. I know what it
13:49
is. Um I’d like to do the audit
13:51
but I’m more interested,
13:53
kind of your opinion on this
13:53
one issue. So, we kind of scrap
13:56
this format if necessary and
13:59
really dive in a little bit
13:59
more in depth to a specific
14:02
issue Maybe their budgeted
14:04
times aren’t matching up with
14:06
their actual times and they
14:07
just want like a more in-depth
14:09
analysis on that. So, you know,
14:11
I’m interested in stuff like
14:13
that. Kinda nerd out on on
14:15
solving some of these problems.
14:16
So, I’m more than happy to to
14:19
kind of break the mold of this
14:20
if it is necessary. If people
14:22
do want to get a little bit
14:23
more in-depth with it. Yeah,
14:24
glad you said because some of
14:26
the biggest breakthroughs of
14:27
when you’ve gotten off the path
14:28
of this. We’re actually done
14:29
this and dove in a little bit
14:30
deeper but I know some of our
14:31
our clients that we work with
14:33
have literally ended up sitting
14:34
with us knee to knee for 23
14:35
hours over screen share or in
14:39
person to actually rebuild
14:40
their whole entire pricing
14:42
matrix and service business
14:44
after diving in and actually
14:46
seeing the solution. They tried
14:47
it themselves. They didn’t have
14:48
the time or the bandwidth to do
14:49
it and they said, you know
14:51
what? We just trust you guys
14:52
after this. You showed us how
14:53
to do it. We just didn’t have
14:54
the time ability to do
14:55
ourselves. So, we’ll we’ll show
14:56
you how to do it and then, if
14:58
you need some help, obviously,
14:58
we’re here. The idea is just to
15:00
to go and pinpoint those
15:01
business pain points right now
15:02
in the uncertain times we’re
15:03
living in to to be make sure
15:05
this business survives and
15:06
thrives throughout the year and
15:08
in the next year. So, we’ll
15:09
post a link right after the
15:10
video and Donna let you take
15:11
her home. Alright, sounds good.
15:13
Yeah, I was just going to add
15:14
one last thing like there’s,
15:15
it’s just so important to get a
15:18
second set of eyes on things.
15:19
There’s things that me and you,
15:21
Mike, if we’re looking at
15:22
someone’s file, would be able
15:22
to see and notice, then would
15:25
never ever reach your
15:26
accountant’s eyes. Um so, you
15:29
know, little things like the
15:31
discrepancies between actual
15:32
and budgeted times that can
15:33
actually be a massive issue
15:34
depending on the size of your
15:35
company. Um you know, your your
15:38
accountants are never going to
15:38
see those those data points.
15:40
So. Yeah and pro tip,
15:42
especially with gas prices
15:43
right now, off-road fuel credit
15:45
tax. If your accountant is not
15:46
getting you the off-road fuel
15:47
credit tax in the states, get a
15:51
new accountant but we’ve had
15:52
people literally seven or $8,
15:54
000 of tax credits for fuel.
15:57
that their accountant never got
15:58
them. So, you can reimmend
16:00
those tax returns up to three
16:01
years at a very small price.
16:03
So, you know, this video may
16:05
just profit you seven to $10,
16:07
000 in tax credit. So, Dylan,
16:10
can’t thank you enough and
16:11
we’ll get that link under here
16:12
to sign up for your free
16:12
business audit coming up here
16:15
shortly. Thanks again, Dylan.
16:17
Appreciate it. Yep, thank