02:16
Alright, we’re gonna wait a few
02:17
Alright, we’re gonna wait a few more minutes. We got a few
02:19
more minutes. We got a few people joining us right here
02:20
people joining us right here but happy Wednesday everybody
02:27
but happy Wednesday everybody wanted to thank everybody for
02:29
wanted to thank everybody for joining us here. I know it’s
02:32
joining us here. I know it’s late on a Wednesday night, but
02:33
late on a Wednesday night, but I thought it was important to
02:35
I thought it was important to do this. Facebook live a little
02:39
do this. Facebook live a little bit later. I wanna go through
02:40
bit later. I wanna go through some simple
02:44
production and profitability
02:46
production and profitability training and at the end of
02:49
training and at the end of this, we’re gonna have a sneak
02:50
this, we’re gonna have a sneak preview of some pretty much
02:57
preview of some pretty much revolutionary. reporting that
03:00
revolutionary. reporting that we’re gonna be able to do for
03:03
we’re gonna be able to do for KPI and production rate
03:07
KPI and production rate estimating and raising job. But
03:07
estimating and raising job. But the particulars here are gonna
03:08
the particulars here are gonna be going through pretty
03:09
be going through pretty production based estimating
03:09
production based estimating system profitability raising
03:10
system profitability raising your prices and a whole lot
03:11
your prices and a whole lot more and most importantly,
03:11
more and most importantly, getting your team to buy in to
03:12
getting your team to buy in to the systems and processes to
03:14
the systems and processes to ensure profitability and
03:17
ensure profitability and quality. so it’s not just
03:18
quality. so it’s not just enough to have profitability,
03:21
enough to have profitability, but we also wanna some quality
03:24
but we also wanna some quality assurance along with those
03:25
assurance along with those production methods methods so
03:32
if you can hear me put some
03:34
if you can hear me put some comments in there, let me know
03:35
comments in there, let me know that we’re good to go and Open
03:36
that we’re good to go and Open this up in a second here, but
03:37
this up in a second here, but if somebody can just type a
03:38
if somebody can just type a comment in there just let me
03:39
comment in there just let me know we got some audio that
03:39
know we got some audio that would be helpful before we get
03:40
would be helpful before we get going.
03:52
Could just make a quick comment
03:55
Could just make a quick comment in the comments area there just
03:58
in the comments area there just to let us know the audio is
04:01
to let us know the audio is good and we’ll get this rolling
04:03
good and we’ll get this rolling here in a minute. perfect.
04:06
here in a minute. perfect. Alright looks like we’ve got
04:07
Alright looks like we’ve got some audio so like I said happy
04:11
some audio so like I said happy to do a little Q and A at the
04:13
to do a little Q and A at the end of this is gonna be
04:15
end of this is gonna be probably a quick 20 maybe 30
04:16
probably a quick 20 maybe 30 minutes but this will break
04:20
minutes but this will break down
04:25
production and profitability
04:27
production and profitability and this is not industry
04:29
and this is not industry specific far is only lawn care
04:32
specific far is only lawn care only home clean I’m gonna be
04:35
only home clean I’m gonna be teaching this so it is specific
04:38
teaching this so it is specific with examples in both of the
04:40
with examples in both of the industries so whether you’re
04:40
industries so whether you’re lawn care home cleaning Don.
04:41
lawn care home cleaning Don. Feel like we left you out this
04:44
Feel like we left you out this is gonna be applicable to any
04:46
is gonna be applicable to any industry in the service
04:47
industry in the service business. for you and we’ve got
04:51
business. for you and we’ve got some interesting stats in the
04:52
some interesting stats in the long term home cleaning
04:53
long term home cleaning industry as well. So alright, I
04:56
industry as well. So alright, I wanna say what’s up to Dylan
05:00
wanna say what’s up to Dylan Colin Jonathan Andrew Derek
05:04
Colin Jonathan Andrew Derek Erica how is tomorrow in
05:08
Erica how is tomorrow in Australia brother and Dave
05:10
Australia brother and Dave Vanya as well. so we got a
05:14
Vanya as well. so we got a couple of people coming in but
05:15
couple of people coming in but right now we are gonna flip the
05:17
right now we are gonna flip the screen out and get it rolling.
05:29
Alright so a little background
05:32
Alright so a little background of myself if you’ve never heard
05:35
of myself if you’ve never heard who I am or what I’m all about
05:37
who I am or what I’m all about just a little background on
05:40
just a little background on myself in the service business
05:41
myself in the service business that
05:47
The business would have self
05:50
The business would have self imploded so literally working
05:52
imploded so literally working seven days a week up to
05:55
seven days a week up to a hundred hours a week and
05:56
a hundred hours a week and probably even beyond that
05:59
probably even beyond that business ended up causing a
06:02
business ended up causing a divorce. so I kinda after
06:03
divorce. so I kinda after hitting that rock bottom of
06:05
hitting that rock bottom of emotional spot. I went out and
06:10
emotional spot. I went out and and basically. found an answer
06:14
and basically. found an answer to my business and it was
06:15
to my business and it was automations and along that
06:18
automations and along that journey we ended up automating
06:21
journey we ended up automating the whole entire business and
06:25
the whole entire business and going from a hundred dollars a
06:27
going from a hundred dollars a week down to three to five
06:30
week down to three to five hours a week to an absentee
06:35
hours a week to an absentee owner in 30 days at a pop in a
06:38
owner in 30 days at a pop in a long that crazy. we had some
06:38
long that crazy. we had some significant ups and downs of
06:39
significant ups and downs of productivity quality profits
06:40
productivity quality profits extremely profitable years very
06:43
extremely profitable years very dismal profit. so what I’m
06:46
dismal profit. so what I’m gonna do is lift the hood here
06:47
gonna do is lift the hood here in the next 10 or 15 to 20
06:49
in the next 10 or 15 to 20 minutes and break down how we
06:53
minutes and break down how we went through the trenches of
06:55
went through the trenches of our service business and
06:58
our service business and created accountability and a
07:00
created accountability and a system that can be replicated
07:04
system that can be replicated in pretty much any service
07:05
in pretty much any service business. So I think it’s kind
07:06
business. So I think it’s kind of my due diligence here to
07:08
of my due diligence here to share this with you and. You
07:10
share this with you and. You can learn from some of the
07:11
can learn from some of the things we got lucky enough to
07:13
things we got lucky enough to get right in my business and as
07:15
get right in my business and as well as some of the things we
07:17
well as some of the things we didn’t get right, we had to
07:18
didn’t get right, we had to figure out how to make that
07:20
figure out how to make that work so if you’re looking for
07:23
work so if you’re looking for some ideas how to create
07:26
some ideas how to create profitability and raise prices
07:28
profitability and raise prices without emotion and get your
07:30
without emotion and get your teams buy in get ready cuz here
07:34
teams buy in get ready cuz here we go. So based on a couple of
07:40
we go. So based on a couple of people I’ve seen already in the
07:41
people I’ve seen already in the screen over here that have
07:43
screen over here that have jumped in and are watching it
07:46
jumped in and are watching it does anybody know what is the
07:49
does anybody know what is the average net profit margin in
07:52
average net profit margin in your industry? and do you feel
07:53
your industry? and do you feel that? Above average, so if
07:57
that? Above average, so if you’re watching throw in some
08:00
you’re watching throw in some comments or questions here, I’m
08:02
comments or questions here, I’m gonna look over on the other
08:04
gonna look over on the other screen just to kinda read some
08:05
screen just to kinda read some of these out but
08:10
what industry are you in and
08:13
what industry are you in and what do you think is the
08:14
what do you think is the average net profit margin? What
08:16
average net profit margin? What I mean by average net profit
08:19
I mean by average net profit margin is after all the
08:23
margin is after all the expenses are gone and the owner
08:25
expenses are gone and the owner and this is key is taken out a
08:30
and this is key is taken out a basically a average wage. so if
08:33
basically a average wage. so if you get fell ill today and you
08:36
you get fell ill today and you had to go out and replace
08:38
had to go out and replace yourself with
08:42
yourself with An averag
08:42
An average wage that would be
08:44
An average wage that would be applicable so some owners play
08:47
applicable so some owners play themselves significantly to
08:49
themselves significantly to last some owners pay
08:49
last some owners pay themselves. What would be the
08:52
themselves. What would be the market value? So that’s the
08:53
market value? So that’s the number we’re looking at some
08:55
number we’re looking at some homeowners pay themselves
08:56
homeowners pay themselves significantly two more too much
08:58
significantly two more too much and bleed the business dry. So
09:01
and bleed the business dry. So what would your thoughts be in
09:04
what would your thoughts be in your industry? Erica is in lawn
09:10
your industry? Erica is in lawn care he’s looking For a service
09:13
care he’s looking For a service business, 19 percent, so that
09:16
business, 19 percent, so that may be shocking to some folks
09:18
may be shocking to some folks here watching that when you
09:20
here watching that when you thought it was 1015 percent in
09:23
thought it was 1015 percent in the lawn care industry really
09:26
the lawn care industry really the average is five percent now
09:28
the average is five percent now my opinion especially running a
09:32
my opinion especially running a lawn care and snow removal
09:34
lawn care and snow removal company for 25 plus years. It’s
09:38
company for 25 plus years. It’s really not worth putting those
09:40
really not worth putting those crews out for less than
09:42
crews out for less than double-digit profit margins and
09:43
double-digit profit margins and what we found working with
09:46
what we found working with hundreds of service businesses
09:48
hundreds of service businesses even outside of my own, is that
09:51
even outside of my own, is that a lot of the lawn care
09:51
a lot of the lawn care companies in home. Companies
09:56
companies in home. Companies will be in that really magic
10:00
will be in that really magic spot of 20 to 25 percent Net
10:03
spot of 20 to 25 percent Net profit margin and we are gonna
10:07
profit margin and we are gonna dial in and look at the things
10:10
dial in and look at the things that will erode that bottom
10:13
that will erode that bottom line net profit margin
10:16
line net profit margin overnight if we’re not watching
10:18
overnight if we’re not watching them so hopefully if you’re on
10:21
them so hopefully if you’re on here, you’re pulling at least
10:23
here, you’re pulling at least double digit 10 percent, net
10:24
double digit 10 percent, net profit margins And Lawn Care
10:27
profit margins And Lawn Care and probably hopefully on
10:29
and probably hopefully on average 20 to 25 percent in the
10:32
average 20 to 25 percent in the cleaning industry. But we’re
10:33
cleaning industry. But we’re gonna give you five or six. Big
10:37
gonna give you five or six. Big takeaways in the next few
10:39
takeaways in the next few minutes you’re going through
10:41
minutes you’re going through this how to ensure that you are
10:45
this how to ensure that you are gaining this profit margins in
10:47
gaining this profit margins in your business and this profit
10:52
your business and this profit margins are really tight right
10:53
margins are really tight right now. so we need to go expand it
10:55
now. so we need to go expand it and have a way to track it and
10:58
and have a way to track it and create accountability and we’re
11:00
create accountability and we’re gonna start from the foundation
11:02
gonna start from the foundation and work the way up throughout
11:04
and work the way up throughout this presentation. So what are
11:06
this presentation. So what are the key factors to be above in
11:09
the key factors to be above in your industry far as above net
11:13
your industry far as above net profit margin? so if you’re
11:14
profit margin? so if you’re watching live throw a couple
11:17
watching live throw a couple more comments in there, what
11:18
more comments in there, what your thoughts are.
11:23
What are the keys to success in
11:25
What are the keys to success in your lawn care home cleaning
11:27
your lawn care home cleaning business to be above that
11:29
business to be above that industry average? so drop some
11:34
industry average? so drop some comments below here wanna see
11:36
comments below here wanna see what everybody’s thoughts is
11:38
what everybody’s thoughts is before we really get to it but
11:41
before we really get to it but it’s Kelly says this is really
11:45
it’s Kelly says this is really shocking at Solomon says ???
11:49
another individual said. We’re
11:51
another individual said. We’re at seven right now so really
11:53
at seven right now so really interesting is the perception
11:56
interesting is the perception of when you see these really
11:58
of when you see these really large seven figure companies
12:01
large seven figure companies a million and beyond that, you
12:02
a million and beyond that, you think they’re absolutely making
12:04
think they’re absolutely making a killing it and the reality of
12:06
a killing it and the reality of it is most businesses right now
12:09
it is most businesses right now with these paper thin margins
12:09
with these paper thin margins are kinda. Russian roulette
12:14
are kinda. Russian roulette with their financial security
12:16
with their financial security so we’re gonna dive in and show
12:19
so we’re gonna dive in and show you how to actually tackle that
12:23
you how to actually tackle that risk and make systems in your
12:26
risk and make systems in your business to be profitable.
12:36
So the key factors to better
12:38
So the key factors to better profits in your service
12:40
profits in your service business, first and foremost is
12:41
business, first and foremost is to create estimates and ensure
12:44
to create estimates and ensure profits and we’re gonna show
12:45
profits and we’re gonna show you how to do that today have
12:47
you how to do that today have jobs with budget at times that
12:50
jobs with budget at times that can be tracked for
12:52
can be tracked for accountability so even if
12:54
accountability so even if you’re a one person show a solo
12:57
you’re a one person show a solo entrepreneur with this
12:58
entrepreneur with this absolutely nothing wrong with
13:00
absolutely nothing wrong with It done and what’s it costing
13:03
It done and what’s it costing you an overhead and what is
13:06
you an overhead and what is that projected that profit, so
13:08
that projected that profit, so we need to create a process
13:11
we need to create a process ensures that the budgets are
13:12
ensures that the budgets are being reviewed daily so kinda
13:15
being reviewed daily so kinda like I alluded to it’s not
13:17
like I alluded to it’s not enough just to have these
13:20
enough just to have these budgeted times but we need to
13:24
budgeted times but we need to have a process in place to make
13:26
have a process in place to make sure the review daily and we
13:30
sure the review daily and we have good data in so we have
13:32
have good data in so we have good data out now a lot of
13:34
good data out now a lot of times when I’m working with
13:38
times when I’m working with service businesses, lawn care
13:39
service businesses, lawn care or home cleaning a lot of
13:39
or home cleaning a lot of times. There’s no data in and
13:44
times. There’s no data in and there’s definitely no data out
13:47
there’s definitely no data out but a lot of times even if they
13:49
but a lot of times even if they do have the data, they’re not
13:51
do have the data, they’re not paying attention to what’s
13:53
paying attention to what’s going on in the system so they
13:55
going on in the system so they have no benchmark to where
13:58
have no benchmark to where they’re really at you’re gonna
14:01
they’re really at you’re gonna see why that’s really important
14:02
see why that’s really important as we continue in this next
14:05
as we continue in this next thing is we found in my
14:06
thing is we found in my business Is it was great to
14:10
business Is it was great to have all this in place once we
14:12
have all this in place once we figure this out, but then the
14:13
figure this out, but then the next step was how do we create
14:16
next step was how do we create public accountability and
14:18
public accountability and rewards for your team and not
14:21
rewards for your team and not only based on the production
14:21
only based on the production cuz. Share some stories We’re
14:26
cuz. Share some stories We’re we crashed out the production
14:28
we crashed out the production where we were actually able to
14:30
where we were actually able to add an extra $1300 a week
14:34
add an extra $1300 a week without changing a person on
14:36
without changing a person on the team or equipment or
14:38
the team or equipment or cruise, but on an
14:41
cruise, but on an incentive-based peace rate
14:42
incentive-based peace rate system, We’re very similar to
14:44
system, We’re very similar to Debi sardine and the cleaning
14:47
Debi sardine and the cleaning industry. she does a pay for
14:47
industry. she does a pay for performance that she teaches in
14:49
performance that she teaches in her in her teachings, but even
14:52
her in her teachings, but even if you’re not using a PA system
14:55
if you’re not using a PA system or pay performance like Debbie.
14:59
or pay performance like Debbie. the key is we need public
15:01
the key is we need public accountability and rewards for
15:02
accountability and rewards for production, but there has to be
15:04
production, but there has to be a quality standard. so we had
15:05
a quality standard. so we had some massive. With quality for
15:08
some massive. With quality for a while when we were just
15:10
a while when we were just focused on production, so we’re
15:12
focused on production, so we’re gonna dive into that tonight as
15:15
gonna dive into that tonight as well and next, we’re gonna have
15:17
well and next, we’re gonna have a system that tracks and
15:19
a system that tracks and reports this for you hopefully
15:22
reports this for you hopefully automatically I’m gonna show
15:24
automatically I’m gonna show you the way you can track this
15:26
you the way you can track this in your business manually,
15:28
in your business manually, which I’m not against cuz
15:30
which I’m not against cuz sometimes we really need to see
15:32
sometimes we really need to see the pains wins and losses to
15:36
the pains wins and losses to actually have a net effect to
15:38
actually have a net effect to go out and retrain those teams
15:43
go out and retrain those teams and get them to work with our
15:45
and get them to work with our process and systems. if you’ve
15:46
process and systems. if you’ve seen one of my videos. Years
15:49
seen one of my videos. Years ago when I was out the
15:51
ago when I was out the gentleman running my blew out
15:54
gentleman running my blew out his Achilles tendon, so I
15:56
his Achilles tendon, so I jumped back in the driver’s
15:56
jumped back in the driver’s seat to start to run the
15:58
seat to start to run the business again and I felt the
16:01
business again and I felt the pain of this one of these
16:03
pain of this one of these processes. I’m gonna show you
16:05
processes. I’m gonna show you where I literally jumped out
16:07
where I literally jumped out and and trained this team for
16:11
and and trained this team for about a half a day in the
16:13
about a half a day in the Middle of a rainstorm but I had
16:16
Middle of a rainstorm but I had failed as a leader that day.
16:17
failed as a leader that day. I’m gonna show you how to how
16:19
I’m gonna show you how to how to not fail as a leader, but
16:21
to not fail as a leader, but make sure the systems are on
16:24
make sure the systems are on track and whether you do them
16:26
track and whether you do them manually or automatically
16:27
manually or automatically they’re set up for success.
16:30
they’re set up for success. Ride those bottom-line profits
16:33
Ride those bottom-line profits and the To do that, last thing
16:34
and the To do that, last thing is at least twice a year, but
16:36
is at least twice a year, but to be able to go in on a daily
16:39
to be able to go in on a daily or weekly basis and see what
16:40
or weekly basis and see what that should look like in your
16:41
that should look like in your business so hopefully that
16:45
business so hopefully that sounds good and now we’re gonna
16:46
sounds good and now we’re gonna dive in to the actual processes
16:52
dive in to the actual processes so there’s really three ways of
16:56
so there’s really three ways of estimating and I’m gonna kinda
17:00
estimating and I’m gonna kinda pick up myself here a little
17:02
pick up myself here a little bit so when I first started my
17:04
bit so when I first started my business, I didn’t know any
17:05
business, I didn’t know any better so in the lawn care
17:09
better so in the lawn care business, I would go up to the
17:11
business, I would go up to the home and look at it and say
17:13
home and look at it and say okay, well based on this yard.
17:19
okay, well based on this yard. Market price is probably about
17:23
Market price is probably about $45, so that’s what I’m gonna
17:25
$45, so that’s what I’m gonna charge because I feel like
17:27
charge because I feel like that’s what everybody in my
17:28
that’s what everybody in my market is charging same exact
17:31
market is charging same exact thing if you’re in the cleaning
17:33
thing if you’re in the cleaning industry, maybe you’re going in
17:35
industry, maybe you’re going in for top to bottom deluxe
17:37
for top to bottom deluxe cleaning if that’s initially to
17:39
cleaning if that’s initially to get things going and maybe you
17:42
get things going and maybe you think your market price for
17:43
think your market price for that 1200 square foot home or
17:48
that 1200 square foot home or 20 – 500 square foot home is
17:50
20 – 500 square foot home is maybe $380 and then the weekly
17:55
maybe $380 and then the weekly cleaning is maybe
17:57
cleaning is maybe a hundred and 50 a week but
17:59
a hundred and 50 a week but you’re doing it based on what
18:02
you’re doing it based on what you think the market is
18:03
you think the market is charging
18:07
Is not the way to go, but that
18:09
Is not the way to go, but that traditionally is what happens
18:11
traditionally is what happens when we all first get into
18:13
when we all first get into business cuz nobody tells us
18:15
business cuz nobody tells us any different now the second
18:19
any different now the second evolution of estimate is based
18:21
evolution of estimate is based on your experience and how long
18:23
on your experience and how long you think it’ll take so
18:25
you think it’ll take so obviously after a year or two,
18:28
obviously after a year or two, hopefully to kind of risen up
18:28
hopefully to kind of risen up at least I did and say hey, you
18:31
at least I did and say hey, you know charging with the guy or
18:34
know charging with the guy or girl down the Street probably
18:36
girl down the Street probably is not what I should be doing,
18:39
is not what I should be doing, but I should base it on my
18:41
but I should base it on my experience if I have an hourly
18:44
experience if I have an hourly goal of say $50 an hour and I
18:47
goal of say $50 an hour and I walk up to this job and I think
18:49
walk up to this job and I think it’s gonna take. Hour for one
18:53
it’s gonna take. Hour for one person to do the entire job,
18:54
person to do the entire job, I’m gonna take the one hour
18:57
I’m gonna take the one hour times by $50 an hour revenue
19:00
times by $50 an hour revenue goal and I’m gonna charge 50
19:02
goal and I’m gonna charge 50 bucks significantly better than
19:06
bucks significantly better than obviously the first option, but
19:08
obviously the first option, but where we really need to evolve
19:10
where we really need to evolve is we want to base the prices
19:12
is we want to base the prices out of production rate based
19:15
out of production rate based estimating system in a
19:16
estimating system in a production rate based
19:17
production rate based estimating system can be based
19:21
estimating system can be based on several different variables
19:23
on several different variables that we’re going into, but it’s
19:24
that we’re going into, but it’s going to be based on the square
19:27
going to be based on the square footage of turf for square
19:29
footage of turf for square footage of a home in the
19:33
footage of a home in the livable square footage area
19:35
livable square footage area that we’re cleaning it can be
19:36
that we’re cleaning it can be based on a.
19:40
Variables of Are really scared
19:44
Variables of Are really scared to do so I’m gonna go in and
19:47
to do so I’m gonna go in and break down how you can evolve
19:49
break down how you can evolve your pricing and most
19:51
your pricing and most businesses whether it’s Lawn
19:54
businesses whether it’s Lawn Care Home Cleaning that we work
19:56
Care Home Cleaning that we work with may have some of these
19:59
with may have some of these production based estimating
20:01
production based estimating systems that they’re
20:02
systems that they’re comfortable with and they
20:04
comfortable with and they believe in and they’re good but
20:07
believe in and they’re good but there is some other ones that
20:10
there is some other ones that just literally they’re not
20:13
just literally they’re not comfortable with. so I’m gonna
20:14
comfortable with. so I’m gonna show you how to obviously we
20:17
show you how to obviously we wanna stay away from and we do
20:19
wanna stay away from and we do not charge what we think other
20:22
not charge what we think other people are charging the market.
20:23
people are charging the market. I don’t care what our
20:24
I don’t care what our competitors are charging. We’re
20:25
competitors are charging. We’re gonna charge what we need. Our
20:29
gonna charge what we need. Our overhead structure in our
20:30
overhead structure in our profit goals and hopefully
20:33
profit goals and hopefully significantly higher than
20:35
significantly higher than average industry averages but
20:38
average industry averages but we’re gonna figure out how do
20:39
we’re gonna figure out how do we base it on? how long you
20:41
we base it on? how long you think it’s gonna take and then
20:43
think it’s gonna take and then how do we grab the data from
20:46
how do we grab the data from that and evolve that into a
20:50
that and evolve that into a predictable production based
20:51
predictable production based estimating system and then once
20:53
estimating system and then once you have your production based
20:56
you have your production based estimating system, what data
20:57
estimating system, what data points and how do you get that
20:59
points and how do you get that in the system to continue to
21:03
in the system to continue to evolve and update that year
21:07
evolve and update that year after year for better predict?
21:12
Better profits. so step number
21:18
Better profits. so step number one. obviously we’re not based
21:20
one. obviously we’re not based on the market, but I like to
21:23
on the market, but I like to call it. it’s time based.
21:29
so estimating is probably where
21:33
so estimating is probably where your first gonna start but then
21:36
your first gonna start but then we wanna take that into that
21:39
we wanna take that into that production based estimating so
21:40
production based estimating so this time based estimating and
21:43
this time based estimating and if you’re not ready for the
21:46
if you’re not ready for the productions, this is where I
21:48
productions, this is where I recommend starting, but there’s
21:49
recommend starting, but there’s a way to start it in a way to
21:51
a way to start it in a way to track it to evolve in the
21:52
track it to evolve in the production.
21:56
Within six to 12 months
21:58
Within six to 12 months depending on your industry, but
22:00
depending on your industry, but traditionally Lawn Care Home
22:02
traditionally Lawn Care Home Cleaning within three to six
22:05
Cleaning within three to six months, we have enough data
22:06
months, we have enough data points. We can get out of the
22:08
points. We can get out of the estimating and start to
22:11
estimating and start to standardize that production
22:11
standardize that production based estimating and be able to
22:14
based estimating and be able to delegate it to other people on
22:16
delegate it to other people on our team. So we’re not the only
22:17
our team. So we’re not the only one that has to go out and do
22:19
one that has to go out and do all those estimates and a lot
22:22
all those estimates and a lot of times when we get the
22:25
of times when we get the estimating figured out we go
22:26
estimating figured out we go into production rate. We can do
22:28
into production rate. We can do a lot of it actually right over
22:30
a lot of it actually right over the phone so we can streamline
22:33
the phone so we can streamline and speed up those estimates,
22:34
and speed up those estimates, but step one. We base it on
22:38
but step one. We base it on your experience and how long
22:38
your experience and how long you think it’ll take and in
22:42
you think it’ll take and in addition we wanted to turn a
22:44
addition we wanted to turn a dollar per man hour chart so
22:47
dollar per man hour chart so how much revenue per person in
22:50
how much revenue per person in your business? Do you want to
22:54
your business? Do you want to generate and if you are still
22:55
generate and if you are still in the field as an
22:58
in the field as an entrepreneur, a business owner
23:00
entrepreneur, a business owner we also want to charge the same
23:03
we also want to charge the same amount when you’re out, mowing
23:05
amount when you’re out, mowing or cleaning yourself. so first
23:07
or cleaning yourself. so first thing is we based on your
23:09
thing is we based on your experience. How long you think
23:11
experience. How long you think it’ll take based on your Of two
23:12
it’ll take based on your Of two or experience and three people
23:14
or experience and three people doing the mowing or the
23:16
doing the mowing or the cleaning. we want to look at it
23:19
cleaning. we want to look at it as only one person doing it and
23:23
as only one person doing it and the reason why we do this and
23:26
the reason why we do this and most software systems account
23:29
most software systems account for this and I completely agree
23:32
for this and I completely agree but it’s confusing to the end
23:34
but it’s confusing to the end user and it was for me for a
23:36
user and it was for me for a while as well. So I really
23:38
while as well. So I really thought about it is how many
23:41
thought about it is how many people watching have a no call
23:43
people watching have a no call no show employee obviously that
23:47
no show employee obviously that happens we’re watching overtime
23:49
happens we’re watching overtime and whoever thought of the $600
23:51
and whoever thought of the $600 bonus for unemployment every
23:53
bonus for unemployment every week probably should get their
23:55
week probably should get their head checked. A lot of these
23:59
head checked. A lot of these folks aren’t coming in and
24:01
folks aren’t coming in and trying to get a new job.
24:02
trying to get a new job. They’re they’re working off
24:03
They’re they’re working off that unemployment and then the
24:05
that unemployment and then the ones that are there a lot of
24:08
ones that are there a lot of times, they know they’ve got
24:10
times, they know they’ve got some strength because it’s hard
24:12
some strength because it’s hard to really hire right now so if
24:16
to really hire right now so if you’ve got a two person crew
24:17
you’ve got a two person crew and one doesn’t show up the
24:21
and one doesn’t show up the time is based on one person so
24:24
time is based on one person so basically if you had, let’s say
24:28
basically if you had, let’s say a 10 hour job for one person
24:32
a 10 hour job for one person when it was dispatched in the
24:35
when it was dispatched in the software that 10 hour job will
24:36
software that 10 hour job will be divide. Two people and it
24:40
be divide. Two people and it will be budgeted for five hours
24:43
will be budgeted for five hours so the software if it’s done
24:46
so the software if it’s done correctly should account for
24:47
correctly should account for how many guys and girls around
24:48
how many guys and girls around the crew or if you have another
24:52
the crew or if you have another crew join that group during mid
24:54
crew join that group during mid job it would adjust the budget
24:56
job it would adjust the budget hours. so I want you to look at
24:58
hours. so I want you to look at it is how long would it take
25:00
it is how long would it take for one person to do it and
25:02
for one person to do it and then when you schedule a
25:04
then when you schedule a dispatch that would be adjusted
25:07
dispatch that would be adjusted for in the software. so we’re
25:08
for in the software. so we’re looking at how many minutes
25:11
looking at how many minutes hours and maybe you’re doing a
25:13
hours and maybe you’re doing a spring or fall clean up in the
25:15
spring or fall clean up in the lawn care industry that may be
25:17
lawn care industry that may be something appropriate or maybe.
25:20
something appropriate or maybe. Construction clean in the
25:23
Construction clean in the cleaning industry so you’re
25:25
cleaning industry so you’re gonna be charging by the hour
25:26
gonna be charging by the hour for that one pretty much it’s
25:28
for that one pretty much it’s not it’s a big enough ticket
25:31
not it’s a big enough ticket value that if it rounds up to
25:32
value that if it rounds up to the nearest dollar, it’s not
25:33
the nearest dollar, it’s not gonna kill you and then how
25:35
gonna kill you and then how many days or maybe design build
25:37
many days or maybe design build or landscape jobs. we may just
25:41
or landscape jobs. we may just say how much we’re charging by
25:43
say how much we’re charging by the day or the half a day. so
25:47
the day or the half a day. so those are things to consider
25:48
those are things to consider additional items now that
25:50
additional items now that consider are now that we’ve
25:52
consider are now that we’ve created our estimate based on
25:54
created our estimate based on the minutes hours or days we
25:56
the minutes hours or days we also need to track the square
25:58
also need to track the square footage the line. Or the size,
26:02
footage the line. Or the size, maybe small, medium and large
26:05
maybe small, medium and large and the reason why we want this
26:07
and the reason why we want this job variables or custom fields
26:10
job variables or custom fields that we call them is once we
26:13
that we call them is once we have those in there, even
26:15
have those in there, even though we’ve budgeted by
26:16
though we’ve budgeted by minutes or hours or days we are
26:18
minutes or hours or days we are in the back end of the software
26:21
in the back end of the software tracking how long it took to do
26:24
tracking how long it took to do that particular job based on
26:26
that particular job based on the square footage, the linear
26:28
the square footage, the linear foot or the size, and that is
26:32
foot or the size, and that is the data that we need to track
26:35
the data that we need to track behind the scenes to
26:37
behind the scenes to standardize those estimates to
26:38
standardize those estimates to create a production rate based.
26:41
create a production rate based. So I’m not saying that you
26:43
So I’m not saying that you should stay in this estimating
26:45
should stay in this estimating phase long, but it is the first
26:52
And back in there and we can
26:57
And back in there and we can get those data from map quest
26:57
get those data from map quest or some other different
26:59
or some other different features. but the idea is that
27:03
features. but the idea is that let’s say we have a lawn mowing
27:05
let’s say we have a lawn mowing route that is 30 stocks and if
27:09
route that is 30 stocks and if we were literally go from stop
27:10
we were literally go from stop to stop stop from starting the
27:13
to stop stop from starting the shop all the way through and
27:15
shop all the way through and back. it was 60 minutes, so we
27:17
back. it was 60 minutes, so we take the 60 minutes divided by
27:21
take the 60 minutes divided by 30 stops. It’s basically two
27:24
30 stops. It’s basically two minutes per stop and then what
27:29
minutes per stop and then what we do is take that two minutes
27:33
we do is take that two minutes times are hourly rate. So maybe
27:36
times are hourly rate. So maybe it’s two minutes times is 50
27:37
it’s two minutes times is 50 Bucks an hour and that’s the
27:39
Bucks an hour and that’s the additional average fee that we
27:42
additional average fee that we should be talking in on top of
27:42
should be talking in on top of that. Service to account for
27:47
that. Service to account for that non billable drive time In
27:51
that non billable drive time In addition, another one really in
27:52
addition, another one really in the lawn care companies in
27:56
the lawn care companies in landscaping companies. It’s a
27:56
landscaping companies. It’s a material pick-up. you may have
27:58
material pick-up. you may have two or three guys or girls on
28:00
two or three guys or girls on the truck. they’re going to the
28:02
the truck. they’re going to the nursery they’re getting loaded
28:04
nursery they’re getting loaded up. They’re sitting around and
28:08
up. They’re sitting around and that could be maybe an hour
28:11
that could be maybe an hour literally driving to get the
28:12
literally driving to get the materials and get them loaded
28:14
materials and get them loaded up if you got three guys or
28:16
up if you got three guys or girls on that truck that could
28:20
girls on that truck that could be three. non billable overhead
28:23
be three. non billable overhead hours times each day of the
28:25
hours times each day of the year. so that’s where you got.
28:29
year. so that’s where you got. 15 to 20 percent profit margin
28:31
15 to 20 percent profit margin is everybody said here but it’s
28:35
is everybody said here but it’s gonna it’s gonna drive those
28:37
gonna it’s gonna drive those margins down. so those are the
28:41
margins down. so those are the invisible killers that are are
28:46
invisible killers that are are basically eroding those profits
28:50
basically eroding those profits now if that wasn’t enough what
28:54
now if that wasn’t enough what we found in my business is a
28:56
we found in my business is a lot of times when I was doing
28:58
lot of times when I was doing the estimates is we needed a
29:02
the estimates is we needed a non emotional standard way to
29:06
non emotional standard way to collect the minutes and hours
29:07
collect the minutes and hours and days. so how do we collect
29:11
and days. so how do we collect this emotion this non emotional
29:13
this emotion this non emotional data and how do we also? Drive
29:18
data and how do we also? Drive time and disposal of debris
29:20
time and disposal of debris material pick up in different
29:22
material pick up in different materials for the job, so we
29:24
materials for the job, so we need a way to put that in
29:27
need a way to put that in because traditionally right out
29:28
because traditionally right out on a piece of paper and
29:31
on a piece of paper and hopefully sticking in some kind
29:33
hopefully sticking in some kind of cloud-based CRM, we’re
29:36
of cloud-based CRM, we’re typing the price, but maybe
29:38
typing the price, but maybe we’re like it’s a 40 – $5 cut
29:41
we’re like it’s a 40 – $5 cut based on the time and what
29:43
based on the time and what we’re charging but man you know
29:46
we’re charging but man you know if I really put that down to 43
29:49
if I really put that down to 43 bucks, I probably could get
29:52
bucks, I probably could get this job. The Mobile form and
29:56
this job. The Mobile form and you plug that in as you walk
29:58
you plug that in as you walk around the property, other
30:01
around the property, other example is shrub pruning man
30:03
example is shrub pruning man hours how many hours is it
30:06
hours how many hours is it gonna take to prune those
30:07
gonna take to prune those shrubs for one guy or a girl
30:11
shrubs for one guy or a girl the number debris disposal. so
30:14
the number debris disposal. so we’re gonna cover that drive
30:15
we’re gonna cover that drive time in the dump expense and
30:19
time in the dump expense and what drive time to zone in. so
30:22
what drive time to zone in. so those are the things that are
30:22
those are the things that are gonna drive non emotional
30:26
gonna drive non emotional pricing now in the cleaning
30:29
pricing now in the cleaning industry. let’s imagine that
30:32
industry. let’s imagine that we’re going out and we want to
30:34
we’re going out and we want to do an in-home estimate or we’re
30:38
do an in-home estimate or we’re doing it over the phone with
30:39
doing it over the phone with some variables and some
30:41
some variables and some questions. the idea here is
30:42
questions. the idea here is we’ve got.
30:45
The bottom deluxe basically are
30:47
The bottom deluxe basically are deep clean the initial clean we
30:49
deep clean the initial clean we type in how many hours for one
30:51
type in how many hours for one cleaner to do that how many for
30:54
cleaner to do that how many for the weekly clean how many for
30:55
the weekly clean how many for the bi-weekly clean how much
30:57
the bi-weekly clean how much for a monthly clean or general
31:00
for a monthly clean or general cleaning cuz you may have
31:03
cleaning cuz you may have different hourly rates for a
31:06
different hourly rates for a reoccurring clean versus a
31:08
reoccurring clean versus a general clean, which is pretty
31:11
general clean, which is pretty common, so the idea is in the
31:15
common, so the idea is in the cleaning industry. you’re gonna
31:18
cleaning industry. you’re gonna drop in the hours there and
31:20
drop in the hours there and then when you pull up that
31:23
then when you pull up that estimate it calculates the
31:25
estimate it calculates the price a budget of time and a
31:27
price a budget of time and a cost before profits. So we’re
31:30
cost before profits. So we’re taking our time based
31:30
taking our time based estimating.
31:33
In creating a predictable
31:38
In creating a predictable process, but we’re also
31:39
process, but we’re also tracking the square footage of
31:40
tracking the square footage of the home. We’re tracking the
31:43
the home. We’re tracking the square footage of the grass
31:46
square footage of the grass shrubs, maybe small, medium and
31:48
shrubs, maybe small, medium and large shrubs, and we’re
31:50
large shrubs, and we’re creating data so within six
31:52
creating data so within six months, maybe three months if
31:55
months, maybe three months if there’s enough good data in
31:56
there’s enough good data in there, we can move into this
32:00
there, we can move into this production rate based
32:02
production rate based estimating of measurement and
32:05
estimating of measurement and data. so the idea here is
32:11
data. so the idea here is production based is really
32:14
production based is really probably where we want to be.
32:16
probably where we want to be. and that’s where most people
32:17
and that’s where most people wanna be at least. that’s where
32:19
wanna be at least. that’s where I wanted to be and.
32:23
Interested in the gentleman
32:25
Interested in the gentleman that replaced me
32:29
estimating Service cuz we may
32:33
estimating Service cuz we may have some services that require
32:36
have some services that require a higher dollar per hour
32:39
a higher dollar per hour revenue than others based on
32:41
revenue than others based on our overhead recovery. So it’s
32:44
our overhead recovery. So it’s a whole different conversation,
32:47
a whole different conversation, But if you’re using a more
32:51
But if you’re using a more system a multiple overhead
32:53
system a multiple overhead recovery system, Lawn Care Home
32:55
recovery system, Lawn Care Home cleaning
32:59
each division potentially could
33:01
each division potentially could have a significantly different
33:03
have a significantly different overhead recovery number and
33:07
overhead recovery number and goal for revenue so your
33:08
goal for revenue so your landscape maintenance crew may
33:11
landscape maintenance crew may be significantly less than your
33:12
be significantly less than your fertilize and pest. Or your
33:17
fertilize and pest. Or your design build cleaning is
33:21
design build cleaning is probably gonna be a little bit
33:21
probably gonna be a little bit different for your residential
33:23
different for your residential team in your commercial team if
33:24
team in your commercial team if you run both instances and
33:27
you run both instances and we’ve worked with companies
33:29
we’ve worked with companies upwards in 19 million dollars a
33:31
upwards in 19 million dollars a year in annual revenue in the
33:34
year in annual revenue in the cleaning industry, I’ve done
33:35
cleaning industry, I’ve done commercial and residential
33:37
commercial and residential we’ve seen that in their
33:39
we’ve seen that in their overhead recovery. so don’t
33:41
overhead recovery. so don’t think based on just cleaning or
33:44
think based on just cleaning or lawn care that it’s different.
33:46
lawn care that it’s different. It really is very similar but
33:50
It really is very similar but the things we need to track for
33:52
the things we need to track for this production based
33:54
this production based estimating system is going to
33:56
estimating system is going to be linear feet so things you
33:59
be linear feet so things you may be looking at is linear
34:00
may be looking at is linear feet.
34:03
feet. Edging
34:03
Edging blowing in lawn care
34:07
Edging blowing in lawn care maybe for cleaning linear foot
34:11
maybe for cleaning linear foot of baseboards. we’re we’re
34:15
of baseboards. we’re we’re doing on a deep clean square
34:19
doing on a deep clean square footage that’s gonna be a
34:20
footage that’s gonna be a square footage of the lawn area
34:22
square footage of the lawn area or in the home clean. It’s
34:24
or in the home clean. It’s gonna be square footage of the
34:26
gonna be square footage of the House. if you’re tying into
34:28
House. if you’re tying into things like Zillow, it’s the
34:30
things like Zillow, it’s the livable square footage so those
34:31
livable square footage so those are the custom fields or job
34:35
are the custom fields or job barrels. We want to look at.
34:37
barrels. We want to look at. We’ve got sizes. We’ve got
34:39
We’ve got sizes. We’ve got small, medium and large so in
34:43
small, medium and large so in my company for the lawn care
34:44
my company for the lawn care and landscape maintenance, We
34:46
and landscape maintenance, We would go out and
34:50
At shrubs, so small shrubs are
34:52
At shrubs, so small shrubs are up to three feet. or just under
34:57
up to three feet. or just under three feet between three and
34:58
three feet between three and under six feet or medium and
35:01
under six feet or medium and from six to 10 feet or large
35:04
from six to 10 feet or large shrubs, and we also did he
35:05
shrubs, and we also did he rolls with or without a ladder
35:08
rolls with or without a ladder and 10 linear feet sections but
35:10
and 10 linear feet sections but by doing that we allow the
35:13
by doing that we allow the Estimator to literally count
35:16
Estimator to literally count the number and there was no
35:18
the number and there was no emotion that we had a
35:20
emotion that we had a production rate in day behind
35:22
production rate in day behind this in addition, the number of
35:25
this in addition, the number of items so people pets living
35:28
items so people pets living areas those things will also
35:32
areas those things will also add to that lawn care.
35:35
Again, the shrub Of items
35:37
Again, the shrub Of items printing number of large medium
35:39
printing number of large medium small shrubs and number of 10
35:42
small shrubs and number of 10 foot sections of Hydra with or
35:44
foot sections of Hydra with or without a ladder. And now we’ve
35:46
without a ladder. And now we’ve created a non emotional area
35:50
created a non emotional area and I’m gonna show you behind
35:52
and I’m gonna show you behind the scenes kinda how this
35:53
the scenes kinda how this calculates in a second, whether
35:55
calculates in a second, whether it’s by the minute or by the
35:57
it’s by the minute or by the square footage or any of these
35:59
square footage or any of these other variables. what we’re
36:01
other variables. what we’re putting in the non emotional
36:03
putting in the non emotional data and now we pull up that
36:05
data and now we pull up that asset. it calculates that price
36:08
asset. it calculates that price budget of time and cost and
36:12
budget of time and cost and potentially drive time all in
36:15
potentially drive time all in there with the consumer
36:16
there with the consumer wouldn’t see it. But in the
36:17
wouldn’t see it. But in the back end, you know you’ve
36:18
back end, you know you’ve counted for now in the
36:19
counted for now in the cleaning. we’re looking at
36:23
cleaning. we’re looking at things like home square footage
36:25
things like home square footage number of bathrooms number of
36:28
number of bathrooms number of bedrooms number of stories how
36:30
bedrooms number of stories how many living areas what type is
36:33
many living areas what type is the floor is it wood tile pets
36:37
the floor is it wood tile pets and people just to name a few,
36:40
and people just to name a few, but these are things that can
36:41
but these are things that can drive a production rate based
36:45
drive a production rate based estimating system in the
36:47
estimating system in the cleaning industry, as well as a
36:49
cleaning industry, as well as a lawn care industry, very
36:51
lawn care industry, very similar shockingly one ’s on
36:56
similar shockingly one ’s on the outside ones on the inside,
36:57
the outside ones on the inside, but it is the foundations of
37:01
but it is the foundations of this will be the same so once
37:02
this will be the same so once again we’re gonna
37:05
You’re gonna back a slide up
37:08
You’re gonna back a slide up here. we’re gonna get your
37:10
here. we’re gonna get your linear feet your square
37:11
linear feet your square footage, different sizes or
37:12
footage, different sizes or number of items. we’re gonna
37:14
number of items. we’re gonna drive it into a non emotional
37:18
drive it into a non emotional production form we call it an
37:22
production form we call it an onsite assessment form and now
37:24
onsite assessment form and now we flip this open and it
37:28
we flip this open and it creates an estimate so behind
37:30
creates an estimate so behind the estimate we’ve got our
37:33
the estimate we’ve got our blueprint and implementation so
37:37
blueprint and implementation so no matter your software for
37:41
no matter your software for estimating most softwares are
37:43
estimating most softwares are gonna have this type of data
37:45
gonna have this type of data behind it. if it doesn’t, you
37:48
behind it. if it doesn’t, you should find one that does, but
37:49
should find one that does, but there’s quite a. But the idea
37:54
there’s quite a. But the idea here is up top. We’ve got a
37:54
here is up top. We’ve got a lawn, mowing and cleaning
37:58
lawn, mowing and cleaning example so lawn mowing is gonna
38:00
example so lawn mowing is gonna be based on our based prices.
38:04
be based on our based prices. 45 Bucks so between one and
38:06
45 Bucks so between one and 5000 square feet. so if you
38:10
5000 square feet. so if you typed in up to 5000 square feet
38:12
typed in up to 5000 square feet on the on site form, it’s gonna
38:15
on the on site form, it’s gonna kick out the price of 40 – Five
38:19
kick out the price of 40 – Five Bucks point three budgeted man
38:23
Bucks point three budgeted man hours and a break even cost
38:27
hours and a break even cost your cost before profit of $11
38:29
your cost before profit of $11 and 88 cents, and that’s based
38:32
and 88 cents, and that’s based on what they wanna get
38:35
Our $50 per hour in our 35, so
38:41
Our $50 per hour in our 35, so this example, I’m missing the
38:42
this example, I’m missing the break even but it would be in
38:44
break even but it would be in there and then every 500 square
38:47
there and then every 500 square feet over a base of 1200 is an
38:51
feet over a base of 1200 is an additional 48 dollars point 97
38:55
additional 48 dollars point 97 man hours and a cost of $33 and
38:59
man hours and a cost of $33 and 83 cents. So this is the
39:01
83 cents. So this is the foundational data that form is
39:03
foundational data that form is gonna start calculating off of
39:07
gonna start calculating off of so this examples out of Service
39:09
so this examples out of Service Autopilot like I said there is
39:11
Autopilot like I said there is a lot of software that do this
39:14
a lot of software that do this but traditionally when we set
39:16
but traditionally when we set this up on that platform.
39:20
Our blueprint that we’re just
39:21
Our blueprint that we’re just on, that’s our our our
39:25
on, that’s our our our blueprint and you wouldn’t I
39:26
blueprint and you wouldn’t I use the analogy wouldn’t build
39:28
use the analogy wouldn’t build a House. without a blueprint.
39:32
a House. without a blueprint. You’re not gonna put random
39:33
You’re not gonna put random doors and Windows everywhere.
39:34
doors and Windows everywhere. you’re gonna follow the
39:36
you’re gonna follow the blueprint well, no matter your
39:38
blueprint well, no matter your software. My opinion is you
39:42
software. My opinion is you wanna have this type of
39:44
wanna have this type of blueprint We call this our
39:48
blueprint We call this our blueprint and simple growth. We
39:50
blueprint and simple growth. We take that blueprint and we
39:51
take that blueprint and we transferred over the top five
39:54
transferred over the top five lines right here that we’re on
39:55
lines right here that we’re on the Excel sheet automatically
39:58
the Excel sheet automatically transfer in because most
40:01
transfer in because most software is when you put that
40:02
software is when you put that in do not track.
40:08
This profit and profit
40:10
This profit and profit percentage, so we wanna go in
40:13
percentage, so we wanna go in and double check that before we
40:15
and double check that before we put that in the software and
40:19
put that in the software and now that we have this, it’s
40:22
now that we have this, it’s doing a calculation of quantity
40:24
doing a calculation of quantity rate times visits. So that’s
40:26
rate times visits. So that’s the multiplication and it’s
40:28
the multiplication and it’s based on a custom field. So
40:30
based on a custom field. So it’s based on square footage or
40:32
it’s based on square footage or if this was home cleaning, it
40:35
if this was home cleaning, it would be based on home square
40:37
would be based on home square footage so what we’re gonna do
40:39
footage so what we’re gonna do is use that On-site estimate
40:43
is use that On-site estimate form to track your minutes
40:46
form to track your minutes hours or days and your time.
40:51
And then when we evolve into a
40:55
And then when we evolve into a system, we’re gonna use
40:57
system, we’re gonna use variables such as turf square
40:59
variables such as turf square footage, your home square
41:01
footage, your home square footage and build something
41:03
footage and build something like this behind us. We’re
41:04
like this behind us. We’re taking the emotion out and
41:07
taking the emotion out and we’re creating predictable
41:09
we’re creating predictable profits that can be delegated
41:12
profits that can be delegated to any estimator on site or on
41:15
to any estimator on site or on the phone.
41:22
Any comments or questions feel
41:25
Any comments or questions feel free to put them in the
41:27
free to put them in the comments here as well, but as
41:30
comments here as well, but as we go in here, the next thing
41:33
we go in here, the next thing is now that we’ve figured this
41:40
But this is in my opinion,
41:43
But this is in my opinion, still a great methodology of
41:46
still a great methodology of doing this because it forces
41:48
doing this because it forces someone to go into your close
41:50
someone to go into your close out day screen, where all the
41:54
out day screen, where all the jobs are and you’re taking.
42:00
the total budget of time-in the
42:04
the total budget of time-in the actual time and plugging it
42:05
actual time and plugging it into the sheet and I’m gonna
42:08
into the sheet and I’m gonna open up a larger version of
42:10
open up a larger version of this in a minute, but right now
42:12
this in a minute, but right now we plugged in
42:17
15 point 75 hours here and we
42:20
15 point 75 hours here and we had we do have a fictitious to
42:23
had we do have a fictitious to start time to stop having total
42:25
start time to stop having total hours and a lunch how many
42:27
hours and a lunch how many people are on there. So what
42:28
people are on there. So what it’s saying is we’ve got gross
42:30
it’s saying is we’ve got gross hours of 22 point. five hours
42:33
hours of 22 point. five hours we don’t have any lunch to
42:34
we don’t have any lunch to pull. We did it, We pull it out
42:38
pull. We did it, We pull it out so our payroll hours in this
42:42
so our payroll hours in this example, fictitious are 22
42:44
example, fictitious are 22 point five hours and we’ve
42:47
point five hours and we’ve given the crew 16 point 75
42:52
given the crew 16 point 75 hours, So it’s letting us know
42:54
hours, So it’s letting us know for that day, not emotionally
42:57
for that day, not emotionally that we are five point 75 hours
43:00
that we are five point 75 hours over budget and it’s 74 percent
43:08
over budget and it’s 74 percent efficiency. so what I’m gonna
43:10
efficiency. so what I’m gonna do is click into. an example of
43:15
do is click into. an example of this so you can actually see
43:17
this so you can actually see what this looks like so let’s
43:18
what this looks like so let’s just say. This crew here the
43:23
just say. This crew here the payroll. it’s from seven to
43:28
payroll. it’s from seven to five PM.
43:33
Here and we’ve got 10 hours and
43:36
Here and we’ve got 10 hours and let’s say we had a launch of a
43:38
let’s say we had a launch of a half hour for those two
43:40
half hour for those two individuals on that team So now
43:42
individuals on that team So now the sheet is updated here. so
43:45
the sheet is updated here. so we’ve got a gross hours of 20.
43:48
we’ve got a gross hours of 20. We’ve backed out an hour here
43:50
We’ve backed out an hour here for lunch so we have payroll
43:52
for lunch so we have payroll hours in 19. We’re budget at 17
43:55
hours in 19. We’re budget at 17 point 75 percent now we’re over
43:58
point 75 percent now we’re over budget right now, still two
44:01
budget right now, still two point 25 percent two point, 25
44:04
point 25 percent two point, 25 hours and that budgeted time
44:07
hours and that budgeted time right there is been updated to
44:11
right there is been updated to 80 – eight point 16 percent, so
44:16
80 – eight point 16 percent, so if I took this budget of time
44:17
if I took this budget of time and just bumped it up to 19, so
44:20
and just bumped it up to 19, so it’s equal to the budget of
44:21
it’s equal to the budget of time equal the actual
44:22
time equal the actual hours work you.
44:25
How that number is bumped up to
44:29
How that number is bumped up to a hundred percent so it wasn’t
44:31
a hundred percent so it wasn’t that the guys and girls working
44:33
that the guys and girls working at Callahan’s lawn care were
44:35
at Callahan’s lawn care were stupid. They’re very
44:37
stupid. They’re very intelligent, had a lot of
44:38
intelligent, had a lot of respect for him, but it was a
44:41
respect for him, but it was a tough conversation from
44:43
tough conversation from management my opinion to
44:47
management my opinion to translate what we were looking
44:48
translate what we were looking for wins and losses to our
44:51
for wins and losses to our crews in the field. I’m gonna
44:53
crews in the field. I’m gonna show you how we actually share
44:55
show you how we actually share this with our team on a daily
44:57
this with our team on a daily basis with production and
45:00
basis with production and quality, but the idea here is
45:02
quality, but the idea here is there’s a conversation
45:04
there’s a conversation a hundred percent. Is you hit
45:08
a hundred percent. Is you hit your budget at time? That’s an
45:10
your budget at time? That’s an So we’re gonna track our non
45:13
So we’re gonna track our non billable drive time to figure
45:16
billable drive time to figure we have some gaps we can build
45:17
we have some gaps we can build density. We want a price and
45:21
density. We want a price and budget and time for the job.
45:22
budget and time for the job. Now you wouldn’t believe how
45:24
Now you wouldn’t believe how many software clients we’ve
45:26
many software clients we’ve gone into And there’s no budget
45:28
gone into And there’s no budget of time and shockingly enough.
45:29
of time and shockingly enough. There was no price. they’ve
45:32
There was no price. they’ve been doing the job for six to
45:32
been doing the job for six to seven weeks and not building
45:34
seven weeks and not building the person because they never
45:35
the person because they never put a price in the software.
45:38
put a price in the software. This is gonna force on a daily
45:40
This is gonna force on a daily basis to make sure that you
45:44
basis to make sure that you have good data in for the
45:46
have good data in for the production reports and I’m
45:48
production reports and I’m gonna show you how to share
45:49
gonna show you how to share this with your team and as you
45:51
this with your team and as you scroll to the right here, we’ve
45:53
scroll to the right here, we’ve got all the different cruises.
45:55
got all the different cruises. We’re gonna do this each crew
45:56
We’re gonna do this each crew as the business grows, but the
45:57
as the business grows, but the cool thing is.
46:00
cool thing is. On
46:01
On the left here, we have a
46:04
On the left here, we have a holistic view of the actual
46:09
holistic view of the actual budgeted for all our crews. So
46:12
budgeted for all our crews. So now we’re gonna be able to
46:13
now we’re gonna be able to track our wins and losses per
46:15
track our wins and losses per crew per day and then on an
46:18
crew per day and then on an average we can look over and
46:20
average we can look over and say are we on average on budget
46:25
say are we on average on budget or under budget? as a company
46:29
or under budget? as a company as a whole? so this is gonna be
46:33
as a whole? so this is gonna be done daily and we’re gonna dive
46:36
done daily and we’re gonna dive in and show you how to actually
46:37
in and show you how to actually use this for accountability
46:41
use this for accountability with your team.
46:45
So,
46:49
What we talked about is true
46:52
What we talked about is true buying a public accountability.
46:53
buying a public accountability. This is a sketch so if you go
46:59
This is a sketch so if you go to the Simple growth website
47:03
to the Simple growth website Simple Growth Systems dot com
47:04
Simple Growth Systems dot com and I’ll show you that at the
47:06
and I’ll show you that at the end of this and comment in the
47:09
end of this and comment in the Facebook Messenger Bot. it’s on
47:12
Facebook Messenger Bot. it’s on there KPI will actually send
47:15
there KPI will actually send you a version of this with
47:19
you a version of this with formulas in it. You can
47:20
formulas in it. You can actually start using your
47:21
actually start using your business free of charge. We’re
47:22
business free of charge. We’re just gonna give it away but the
47:25
just gonna give it away but the idea here is. in our business.
47:29
idea here is. in our business. it was shown on a big dry erase
47:33
it was shown on a big dry erase board. We’ve seen clients use
47:34
board. We’ve seen clients use it on smart TVs. Whatever.
47:38
it on smart TVs. Whatever. We just
47:38
We just need a way to do this
47:40
We just need a way to do this and we also copied and print it
47:43
and we also copied and print it out a version of this. It was
47:44
out a version of this. It was pretty time consuming, but we
47:46
pretty time consuming, but we put it in their envelopes to
47:49
put it in their envelopes to the paycheck stubs if they did
47:50
the paycheck stubs if they did direct deposit so they could
47:52
direct deposit so they could see where everybody was at and
47:54
see where everybody was at and had a record of it week after
47:56
had a record of it week after week. But what we’ve got is
47:57
week. But what we’ve got is we’ve got 11 crews here. We’ve
48:00
we’ve got 11 crews here. We’ve got Monday through Sunday,
48:03
got Monday through Sunday, depending on rain delays in the
48:05
depending on rain delays in the industry, but let’s say it was
48:06
industry, but let’s say it was no rain delays. We’re working
48:08
no rain delays. We’re working on Monday through Friday. We’ve
48:10
on Monday through Friday. We’ve got here is a percentage of
48:12
got here is a percentage of budget so that’s gonna come off
48:14
budget so that’s gonna come off that previous sheet. right
48:18
that previous sheet. right here.
48:22
Customers had compliments or
48:23
Customers had compliments or complaints that would be a plus
48:26
complaints that would be a plus one or minus one scenario if
48:28
one or minus one scenario if there was damage it could
48:30
there was damage it could actually escalate to more of a
48:32
actually escalate to more of a negative effect but if it was a
48:35
negative effect but if it was a general complaint it usually it
48:37
general complaint it usually it was just a plus or minus one.
48:39
was just a plus or minus one. so we had our percent of budget
48:41
so we had our percent of budget plus a quality score. so weekly
48:44
plus a quality score. so weekly results. We’d have our percent
48:46
results. We’d have our percent of budget and quality score,
48:48
of budget and quality score, and then traditionally we would
48:50
and then traditionally we would the following Monday have a
48:53
the following Monday have a quick team meeting. We would
48:55
quick team meeting. We would award the team that did it with
48:58
award the team that did it with the best percentage of budget
49:00
the best percentage of budget quality score, and we had some
49:01
quality score, and we had some equations in there based to
49:03
equations in there based to level those out so the overall
49:05
level those out so the overall product we end up giving.
49:09
A gift card to the movies or
49:12
A gift card to the movies or Domino’s, or whatever that was
49:14
Domino’s, or whatever that was traditionally we try to give
49:15
traditionally we try to give them gift cards to something
49:17
them gift cards to something they had to use with their
49:18
they had to use with their friends and family, not just a
49:22
friends and family, not just a monetary gift card to go buy
49:23
monetary gift card to go buy groceries because once that was
49:24
groceries because once that was there, it was gone, We wanted
49:26
there, it was gone, We wanted them to actually go out and
49:28
them to actually go out and force them to recognize their
49:31
force them to recognize their achievements and actually live
49:32
achievements and actually live in that moment for a minute so
49:36
in that moment for a minute so huge thing that we learned over
49:38
huge thing that we learned over the years that those gift cards
49:39
the years that those gift cards that they actually had to use a
49:42
that they actually had to use a value with someone we’re we’re
49:44
value with someone we’re we’re we’re seeing a lot better.
49:48
just a monetary gift card to go
49:52
just a monetary gift card to go out and buy groceries or gas
49:54
out and buy groceries or gas things like that, so that was
49:56
things like that, so that was really important to us but once
49:58
really important to us but once again, I’ll I’ll mention it at
50:00
again, I’ll I’ll mention it at the end here as we get near it
50:03
the end here as we get near it that you can get a free copy of
50:06
that you can get a free copy of this with the formulas as well
50:07
this with the formulas as well of our Facebook bots so the
50:12
of our Facebook bots so the next thing we wanna look at
50:14
next thing we wanna look at here is raising prices so now
50:18
here is raising prices so now that we’ve kinda figured out on
50:22
that we’ve kinda figured out on an average if we’re making
50:24
an average if we’re making money or not making money each
50:27
money or not making money each day on average, that’s not
50:28
day on average, that’s not accounting for the. Losers in
50:32
accounting for the. Losers in your business so daily and
50:35
your business so daily and weekly, we’re gonna track
50:37
weekly, we’re gonna track profitability, but I’m gonna
50:38
profitability, but I’m gonna recommend at least twice a year
50:42
recommend at least twice a year that you go out and analyze
50:45
that you go out and analyze your clients and not
50:49
your clients and not emotionally raise them so be
50:51
emotionally raise them so be really curious to see based on
50:57
really curious to see based on any comments here before I
50:58
any comments here before I actually dive in how you do
51:00
actually dive in how you do this how many people here
51:02
this how many people here actually raise their prices or
51:05
actually raise their prices or at least look at their prices
51:07
at least look at their prices at least twice a year. this is
51:10
at least twice a year. this is something that we didn’t do in
51:11
something that we didn’t do in my business in the early days,
51:13
my business in the early days, but it was very fundamental for
51:15
but it was very fundamental for us.
51:18
And we’ve got some other
51:20
And we’ve got some other questions Jeremy Guerra, where
51:22
questions Jeremy Guerra, where do you see the drive time
51:23
do you see the drive time essay? We’ve been tracking that
51:26
essay? We’ve been tracking that I can definitely answer at the
51:29
I can definitely answer at the end but if you are using the
51:31
end but if you are using the moment when you clock in and
51:32
moment when you clock in and out that will come out in this
51:35
out that will come out in this report if you’re using Service
51:37
report if you’re using Service Autopilot but basically, you
51:40
Autopilot but basically, you know the thing we wanna look as
51:42
know the thing we wanna look as if you are raising your prices.
51:46
if you are raising your prices. How are you doing? it? are you
51:47
How are you doing? it? are you doing as a percentage increase
51:49
doing as a percentage increase or a dollar amount across the
51:51
or a dollar amount across the board and if you remember the
51:53
board and if you remember the beginning of the talk you join
51:55
beginning of the talk you join later the people doing that in
51:58
later the people doing that in Facebook and posting that
51:59
Facebook and posting that they’re I’m gonna raise my
52:02
they’re I’m gonna raise my price by $5 a cut lawn, mowing
52:05
price by $5 a cut lawn, mowing or I’m gonna raise my prices
52:05
or I’m gonna raise my prices by.
52:08
Out of reporting in Service
52:11
Out of reporting in Service Autopilot or if you’re not
52:14
Autopilot or if you’re not using Service Autopilot, we
52:16
using Service Autopilot, we have the ability for you to
52:17
have the ability for you to enter your client’s addressing
52:20
enter your client’s addressing name and the start stop time-in
52:22
name and the start stop time-in it calculates all the
52:24
it calculates all the information and it shows you
52:26
information and it shows you what you should be charging per
52:28
what you should be charging per cut or cleaning based on the
52:32
cut or cleaning based on the actual time. so we do have the
52:34
actual time. so we do have the ability for some manual entry
52:38
ability for some manual entry into take benefit of that if
52:42
into take benefit of that if you’re not using Service
52:44
you’re not using Service Autopilot as well. so but this
52:46
Autopilot as well. so but this job cost report is really what
52:50
job cost report is really what I wanna focus on. so we’ve got
52:51
I wanna focus on. so we’ve got this House here that this.
52:56
Fictitious twice this year, but
52:58
Fictitious twice this year, but you would have in a mowing that
53:01
you would have in a mowing that you’d have 12 or 15 jobs are
53:05
you’d have 12 or 15 jobs are already halfway through the
53:06
already halfway through the year and then you’d have the
53:08
year and then you’d have the whole year at the end of the
53:08
whole year at the end of the year. So you’re you’re creating
53:11
year. So you’re you’re creating an average. so it’s accounting
53:12
an average. so it’s accounting for the slow season the last
53:13
for the slow season the last season and everything in
53:15
season and everything in between so what’s happening
53:19
between so what’s happening here is this crew based on
53:22
here is this crew based on their start and stop times
53:24
their start and stop times clocking in and out of that
53:25
clocking in and out of that Mobile app. is making on
53:29
Mobile app. is making on average $54 and 28 cents, and
53:31
average $54 and 28 cents, and this stuff they made $60 and 30
53:34
this stuff they made $60 and 30 – one cents on average, they
53:40
And 30 cents per man hour now
53:44
And 30 cents per man hour now Jeremy ask the question of
53:47
Jeremy ask the question of what’s that drive time cost
53:49
what’s that drive time cost effect so if this was an actual
53:51
effect so if this was an actual account, they used a Mobile in
53:52
account, they used a Mobile in Service Autopilot that drive
53:55
Service Autopilot that drive time cost effect would actually
53:57
time cost effect would actually be here and if you had the
54:00
be here and if you had the payroll tab on your payroll,
54:01
payroll tab on your payroll, job cost and filled out this
54:04
job cost and filled out this data will automatically be
54:06
data will automatically be filled in here so you’re gonna
54:07
filled in here so you’re gonna have some really interesting
54:08
have some really interesting data. so we’re made 5730 an
54:12
data. so we’re made 5730 an hour and I’m gonna plug in here
54:14
hour and I’m gonna plug in here my desired per our goal is 60.
54:17
my desired per our goal is 60. So we’re about $3.
54:22
Then our goal so what the sheet
54:23
Then our goal so what the sheet says is on average your current
54:27
says is on average your current price is 5428 – eight and you
54:31
price is 5428 – eight and you need to charge to hit
54:36
– four on average, so your
54:41
– four on average, so your average price increase per
54:42
average price increase per visit needs to be $2 and
54:45
visit needs to be $2 and 56 cents. so whether it’s Lawn
54:49
56 cents. so whether it’s Lawn Care Home Cleaning the idea to
54:50
Care Home Cleaning the idea to be able to run a at least twice
54:53
be able to run a at least twice a year report without emotion
54:55
a year report without emotion based on the start and stop
54:56
based on the start and stop times of your guys and girls
54:58
times of your guys and girls in your equipment is what. I
55:01
in your equipment is what. I traditionally like to see so if
55:05
traditionally like to see so if our desired dollar per hour,
55:06
our desired dollar per hour, let’s say it’s 50 the sheet
55:09
let’s say it’s 50 the sheet says. Oh, wait a minute you
55:12
says. Oh, wait a minute you were 57. That’s $7 and 30 cents
55:15
were 57. That’s $7 and 30 cents higher than your goal. You
55:19
higher than your goal. You don’t change your price. so
55:21
don’t change your price. so this is where you can get in
55:23
this is where you can get in trouble We had accounts at my
55:25
trouble We had accounts at my company that we’re making over
55:28
company that we’re making over a hundred dollars an hour on
55:29
a hundred dollars an hour on average with drive time. so if
55:32
average with drive time. so if I systematically went out and
55:34
I systematically went out and raised the price is five You
55:38
raised the price is five You could be the anomaly in your
55:40
could be the anomaly in your industry, so it’s really
55:43
industry, so it’s really important that we look at this
55:45
important that we look at this and we have an emotional way it
55:49
and we have an emotional way it was pretty interesting in my
55:49
was pretty interesting in my business. I used to actually go
55:51
business. I used to actually go in and take the name and
55:56
in and take the name and highlight it black. and I would
55:59
highlight it black. and I would go through the manual process
56:01
go through the manual process here now the only caveat out of
56:06
here now the only caveat out of this is if there is bad data in
56:09
this is if there is bad data in a sheet like this which a lot
56:12
a sheet like this which a lot of our KPI clients know is it
56:16
of our KPI clients know is it could take hours sometimes
56:19
could take hours sometimes weeks to get through all your
56:21
weeks to get through all your clients and Services to make
56:25
clients and Services to make sure all the data is in there
56:27
sure all the data is in there clean so what the daily process
56:32
clean so what the daily process does in the KPI process is it
56:36
does in the KPI process is it will. this process here? It’s
56:40
will. this process here? It’s gonna ensure you’ve got good
56:41
gonna ensure you’ve got good data cuz you gotta check it
56:43
data cuz you gotta check it daily and report out weekly and
56:46
daily and report out weekly and then when you get to the six
56:48
then when you get to the six and 12 month Mark, you know the
56:50
and 12 month Mark, you know the date is good because you’ve
56:52
date is good because you’ve checked it weekly and now
56:53
checked it weekly and now you’re gonna make sure every
56:56
you’re gonna make sure every profit every account you have
56:58
profit every account you have is profitable twice a year and
57:02
is profitable twice a year and then the daily and weekly
57:04
then the daily and weekly function is going to make sure
57:05
function is going to make sure on average all the jobs or
57:09
on average all the jobs or budgeted and profitable. So
57:10
budgeted and profitable. So we’ve got daily and weekly
57:11
we’ve got daily and weekly accountability. And we’ve got
57:14
accountability. And we’ve got twice a year minimal
57:15
twice a year minimal accountability for profits so
57:18
accountability for profits so that is going to be the success
57:20
that is going to be the success of driving that profitability
57:25
of driving that profitability in that business in a
57:26
in that business in a predictable way. so huge
57:31
predictable way. so huge announcement wanna show
57:32
announcement wanna show everybody the new version two
57:35
everybody the new version two KPI and accountability by
57:37
KPI and accountability by simple growth and how we’ve
57:39
simple growth and how we’ve automated this whole entire
57:42
automated this whole entire process inside Service
57:44
process inside Service Autopilot and like I said if
57:45
Autopilot and like I said if you’re not in Service
57:47
you’re not in Service Autopilot, you can still
57:49
Autopilot, you can still benefit from this but but if
57:51
benefit from this but but if are in Service Autopilot and
57:53
are in Service Autopilot and anybody watching right now, I
57:54
anybody watching right now, I know a few people are. KPI
57:59
know a few people are. KPI product You definitely wanna
57:59
product You definitely wanna hold on and see this so we’ve
58:03
hold on and see this so we’ve automated the daily and weekly
58:05
automated the daily and weekly reports all inside the report
58:08
reports all inside the report Center and not only did we
58:10
Center and not only did we automate them, but we’re gonna
58:13
automate them, but we’re gonna be able to deliver them
58:16
be able to deliver them automatically to you in email
58:19
automatically to you in email daily and weekly and what we’ve
58:23
daily and weekly and what we’ve got in this example, here is
58:28
got in this example, here is let’s just say Chad here is
58:31
let’s just say Chad here is working solo. It’s very similar
58:33
working solo. It’s very similar as weekly cleaning company it’s
58:37
as weekly cleaning company it’s going in and checking the time
58:39
going in and checking the time so if the clock in clock out
58:41
so if the clock in clock out time wasn’t appropriate from
58:43
time wasn’t appropriate from two AM to four AM, maybe he’s
58:46
two AM to four AM, maybe he’s doing commercial cleaning this
58:46
doing commercial cleaning this sellers you. And another cell
58:51
sellers you. And another cell with bad data, it will turn Red
58:53
with bad data, it will turn Red and Other example, here is
58:56
and Other example, here is we’ve got two people on our
59:00
we’ve got two people on our mowing crew, so we’ve got our
59:02
mowing crew, so we’ve got our 50 percent 50 percent and what
59:04
50 percent 50 percent and what in the published version. there
59:06
in the published version. there will be a total here based on
59:08
will be a total here based on all the jobs on each crew, so
59:10
all the jobs on each crew, so it would be a hundred percent
59:12
it would be a hundred percent here and a hundred and 25. So
59:14
here and a hundred and 25. So now you’re gonna have a daily
59:16
now you’re gonna have a daily and a weekly view to this
59:18
and a weekly view to this report. automated to you and
59:21
report. automated to you and your email if you want it or
59:24
your email if you want it or you go into the Service
59:26
you go into the Service Autopilot Report Center so that
59:29
Autopilot Report Center so that itself is absolutely huge cuz I
59:31
itself is absolutely huge cuz I know a lot of people love being
59:33
know a lot of people love being able to track this sheet but
59:34
able to track this sheet but sometimes I don’t have. They
59:38
sometimes I don’t have. They don’t wanna pay their virtual
59:40
don’t wanna pay their virtual assistant to do it but I do see
59:43
assistant to do it but I do see a lot of value in this because
59:45
a lot of value in this because it’s gonna force you to look at
59:46
it’s gonna force you to look at it. So if you’re one of those
59:47
it. So if you’re one of those folks that aren’t gonna look at
59:49
folks that aren’t gonna look at the report still recommend
59:51
the report still recommend doing this and if you’re using
59:52
doing this and if you’re using our KPI program, we’re gonna
59:55
our KPI program, we’re gonna continue to send you the manual
59:59
continue to send you the manual process as well. you’ll let us
60:01
process as well. you’ll let us know if you don’t want it but
60:04
know if you don’t want it but right now moving forward any of
60:08
right now moving forward any of our KPI customers are gonna get
60:10
our KPI customers are gonna get this automated report shortly
60:13
this automated report shortly we just need access to your
60:16
we just need access to your reports Center on your user
60:18
reports Center on your user rights and roles now if that
60:20
rights and roles now if that wasn’t enough, this is the part
60:22
wasn’t enough, this is the part that I’m extremely jazzed about
60:24
that I’m extremely jazzed about so if.
60:28
Or a larger company doing
60:32
Or a larger company doing 1213 hundred fertilizing
60:34
1213 hundred fertilizing accounts or six 700 mowing
60:37
accounts or six 700 mowing accounts that job costing
60:40
accounts that job costing report that was on the second
60:43
report that was on the second page here could have stretched
60:47
page here could have stretched thousands and thousands of
60:49
thousands and thousands of cells. I mean that could have
60:51
cells. I mean that could have been hours or if not weeks,
60:53
been hours or if not weeks, making sure this data was good
60:58
making sure this data was good dragging the formula down here
61:00
dragging the formula down here to calculate so that’s no
61:07
to calculate so that’s no longer a thing that you need to
61:09
longer a thing that you need to do or even worry about the
61:12
do or even worry about the simple growth team is cracked
61:14
simple growth team is cracked the reporting in Service
61:16
the reporting in Service Autopilot to do this so you
61:21
Autopilot to do this so you have daily access to this
61:23
have daily access to this report Center and then twice a
61:24
report Center and then twice a year traditionally.
61:27
In July or November December,
61:30
In July or November December, depending on when you want it,
61:33
depending on when you want it, We will automatically email to
61:35
We will automatically email to the person or persons that need
61:37
the person or persons that need it but we’ve got it and you can
61:41
it but we’ve got it and you can see here.
61:46
And then there were a little
61:47
And then there were a little over budget here so $2 and
61:50
over budget here so $2 and 20 cents so on average the
61:52
20 cents so on average the sheet actually calculate the
61:55
sheet actually calculate the non emotional price increase
61:57
non emotional price increase from the 55 to 5720.
62:05
And then at the bottom one here
62:08
And then at the bottom one here for this job, they hit the
62:11
for this job, they hit the budget at the time, so there is
62:13
budget at the time, so there is no price increase. so what
62:15
no price increase. so what we’ve done is taken a very
62:21
we’ve done is taken a very manual process but important
62:25
manual process but important process that needed to happen
62:28
process that needed to happen and going in and automated the
62:31
and going in and automated the whole entire thing for you
62:36
whole entire thing for you inside Service Autopilot it
62:40
inside Service Autopilot it made this work so.
62:46
here’s the deal if you’re a
62:48
here’s the deal if you’re a current KPI customer, We’re
62:51
current KPI customer, We’re gonna give you all this here in
62:51
gonna give you all this here in the next week or two and
62:55
the next week or two and absolutely no cost if.
63:01
Not a KPI customer we’ve got a
63:07
Not a KPI customer we’ve got a special webinar price here on
63:10
special webinar price here on Facebook live only today if you
63:17
Facebook live only today if you sign up but what it is is. the
63:24
sign up but what it is is. the the KPI Vtwo plus
63:26
the KPI Vtwo plus accountability so once again
63:28
accountability so once again all our current clients are
63:31
all our current clients are gonna get continue to get what
63:32
gonna get continue to get what they’re getting and in
63:35
they’re getting and in addition, they’re gonna get the
63:38
addition, they’re gonna get the daily and weekly reports budget
63:41
daily and weekly reports budget versus actual. up to three
63:45
versus actual. up to three services So lawn mowing
63:49
services So lawn mowing fertilizing and something else,
63:51
fertilizing and something else, but basically you’ll have.
63:55
Services that are automated for
63:59
Services that are automated for the job costing and what I’m
64:01
the job costing and what I’m talking about the job costing
64:04
talking about the job costing this right here
64:07
Be the same daily and weekly
64:10
Be the same daily and weekly reports budget versus actual
64:12
reports budget versus actual automated as well as the manual
64:15
automated as well as the manual process. If you want it and we
64:17
process. If you want it and we will automate up to nine
64:21
will automate up to nine services.
64:25
for the job, costing and price
64:27
for the job, costing and price increase data that’s 9990 –
64:32
increase data that’s 9990 – seven a month, and we’re
64:35
seven a month, and we’re waiving the set-up fee. Now you
64:37
waiving the set-up fee. Now you may be looking at it and saying
64:39
may be looking at it and saying well, Mike if I’ve got more
64:42
well, Mike if I’ve got more than nine services that’s okay.
64:46
than nine services that’s okay. you’d wanna sign up for option
64:47
you’d wanna sign up for option three and somebody from simple
64:51
three and somebody from simple growth. if you when you when we
64:52
growth. if you when you when we talk to you just let us know
64:54
talk to you just let us know and it would be an additional.
65:02
For that automatic pricing and
65:06
For that automatic pricing and data up there So curious if
65:09
data up there So curious if anybody’s comments or questions
65:12
anybody’s comments or questions on this, but I am absolutely
65:16
on this, but I am absolutely excited to announce this. A lot
65:19
excited to announce this. A lot of people have been using that
65:21
of people have been using that KPI with great success, but
65:26
KPI with great success, but some people don’t necessarily
65:29
some people don’t necessarily like doing the manual work so
65:32
like doing the manual work so we listen to you and we built
65:35
we listen to you and we built this out so even if you’re not
65:39
this out so even if you’re not interested in this highly
65:42
interested in this highly recommend you take those steps
65:44
recommend you take those steps to create a production based
65:47
to create a production based estimating system. If you’re
65:48
estimating system. If you’re not there, you’re.
65:52
Based system track those
65:54
Based system track those variables
65:58
watch the recorded version of
65:59
watch the recorded version of this and dial that into your
66:02
this and dial that into your business, but I’m gonna be on
66:05
business, but I’m gonna be on here to answer any questions
66:09
here to answer any questions regarding this
66:15
this offer and you can sign up
66:18
this offer and you can sign up right here. It is a simple
66:22
right here. It is a simple growth KPI dot com and I will
66:27
growth KPI dot com and I will put that actually right in
66:35
Part of your plan Absolutely
66:39
Part of your plan Absolutely hit it up Simple Growth that
66:43
hit it up Simple Growth that KPI dot com. Save
66:45
KPI dot com. Save a hundred dollars. This is a
66:47
a hundred dollars. This is a limited waving in
66:49
limited waving in A hundred dollars set up fee
66:51
A hundred dollars set up fee for the KPI version two because
66:56
for the KPI version two because the simple growth team does
66:57
the simple growth team does have to go in and do some work
66:58
have to go in and do some work if you are signing up with it,
67:02
if you are signing up with it, the basically after you check
67:05
the basically after you check out there is a link to our
67:07
out there is a link to our Thank you page and it’s gonna
67:11
Thank you page and it’s gonna walk you through in a video
67:13
walk you through in a video step-by-step How to connect to
67:18
a simple growth as a certified
67:21
a simple growth as a certified adviser and service. So we can
67:27
adviser and service. So we can go and set this up and support
67:29
go and set this up and support it for you. so it includes the
67:32
it for you. so it includes the updates supports and just like
67:36
updates supports and just like everybody who’s already using
67:40
everybody who’s already using this product in no extra cost.
67:42
this product in no extra cost. we’re we’re just gonna give it
67:43
we’re we’re just gonna give it to you cuz we want you to be
67:45
to you cuz we want you to be successful. We want you to have
67:47
successful. We want you to have that foundational piece in
67:51
that foundational piece in addition if you go to Simple
67:55
addition if you go to Simple Growth Systems dot com, there
67:58
Growth Systems dot com, there is a little pop up. I’ll pull
68:02
is a little pop up. I’ll pull that up here so you can see
68:04
that up here so you can see what it is
68:18
When you go on a simple growth
68:21
When you go on a simple growth page, even if you’re not
68:25
page, even if you’re not interested in the offer here,
68:27
interested in the offer here, there is a little Facebook pop
68:29
there is a little Facebook pop up here. it’s a messenger and
68:33
up here. it’s a messenger and if you click on that message
68:36
if you click on that message right here and continue as
68:40
right here and continue as yourself if you type in.
68:47
P I we will make sure in the
68:52
P I we will make sure in the next few days to get you that
68:56
next few days to get you that chart to And kinda break that
69:02
chart to And kinda break that down for you so I’m gonna be
69:04
down for you so I’m gonna be hanging out here for a few more
69:06
hanging out here for a few more minutes but if anybody wants to
69:10
minutes but if anybody wants to take advantage of this
69:15
process in this great way of
69:20
process in this great way of a hundred dollar set up fee,
69:20
a hundred dollar set up fee, it’s simple growth. KPI dot com
69:27
it’s simple growth. KPI dot com and I’m happy to answer any of
69:29
and I’m happy to answer any of the questions on this or
69:31
the questions on this or anything business. related.
69:34
anything business. related. hopefully you’ve been watching
69:36
hopefully you’ve been watching Callahan’s where you ask the
69:38
Callahan’s where you ask the questions we answered live on
69:40
questions we answered live on Facebook gonna be having
69:43
Facebook gonna be having another great s a weekly talk
69:46
another great s a weekly talk show coming up.
69:51
One PM Eastern 12 PM Central
69:55
One PM Eastern 12 PM Central with another special guest
69:57
with another special guest where we just literally provide
70:00
where we just literally provide value and if you’re looking at
70:05
value and if you’re looking at a podcast if you’re on
70:10
any of any of the major ones
70:13
any of any of the major ones iTunes Spotify if you just type
70:17
iTunes Spotify if you just type in Simple Growth, all in one
70:19
in Simple Growth, all in one word we have our podcast. We’re
70:23
word we have our podcast. We’re up to I believe about 53
70:27
up to I believe about 53 recorded episodes of the
70:29
recorded episodes of the podcast already as well so
70:32
podcast already as well so gonna hang out here for a few
70:34
gonna hang out here for a few minutes and then head home. I
70:36
minutes and then head home. I don’t like to work this late,
70:38
don’t like to work this late, but I thought it was a value
70:42
but I thought it was a value that that we actually.
70:47
Do this live here so we could
70:51
Do this live here so we could you know see that so once
70:54
you know see that so once again, you got three different
70:58
again, you got three different three different options option
70:58
three different options option number one if you’re already a
71:01
number one if you’re already a KPI client no brainer. We’re
71:04
KPI client no brainer. We’re gonna do that for you at no
71:06
gonna do that for you at no extra charge if you’re new or
71:09
extra charge if you’re new or you wanna upgrade option number
71:12
you wanna upgrade option number one is gonna cover your daily
71:14
one is gonna cover your daily and weekly accounting and up to
71:19
and weekly accounting and up to three services for the price
71:19
three services for the price increase data. That’s 30 – 990
71:23
increase data. That’s 30 – 990 – seven a month. We’re waiving
71:27
– seven a month. We’re waiving a hundred dollars set up fee
71:30
a hundred dollars set up fee Option number two daily and
71:32
Option number two daily and weekly reports up to six
71:35
weekly reports up to six services for the price
71:36
services for the price increased data. That’s gonna be
71:38
increased data. That’s gonna be 6990 – seven. Price per visit,
71:44
6990 – seven. Price per visit, $5 and four cents so there’s a
71:48
$5 and four cents so there’s a lot of data there, but it’s
71:50
lot of data there, but it’s clean and organized and I will
71:53
clean and organized and I will tell you it’s significantly
71:56
tell you it’s significantly less cumbersome than using
71:59
less cumbersome than using something like this. I lived
72:02
something like this. I lived and died by this for probably
72:04
and died by this for probably 10 to 15 years here I’d wish I
72:08
10 to 15 years here I’d wish I had figured out how to do this
72:11
had figured out how to do this beforehand. So that’s the
72:13
beforehand. So that’s the that’s that’s the ticket there
72:16
that’s that’s the ticket there for sure Joshua appreciated
72:20
for sure Joshua appreciated Mike have a good evening. Josh
72:22
Mike have a good evening. Josh Good seeing you brother
72:25
Good seeing you brother absolutely John Dominic. How do
72:28
absolutely John Dominic. How do we get on the weekly podcast?
72:34
John I don’t know if you’re
72:36
John I don’t know if you’re talking about finding it or
72:38
talking about finding it or actually getting on the weekly
72:40
actually getting on the weekly podcast, but wouldn’t mind
72:42
podcast, but wouldn’t mind having it on there as a guest
72:44
having it on there as a guest John cuz I know your business
72:49
John cuz I know your business is absolutely crushing. I know
72:51
is absolutely crushing. I know you’ve got a lot of knowledge
72:52
you’ve got a lot of knowledge and the things you’re doing. so
72:54
and the things you’re doing. so if you’re looking to listen to
72:56
if you’re looking to listen to the podcast just go on iTunes
72:58
the podcast just go on iTunes or Spotify search simple
73:00
or Spotify search simple growth, it’s right there if
73:04
growth, it’s right there if you’re looking to get on the
73:06
you’re looking to get on the podcast as a guest, John shoot
73:07
podcast as a guest, John shoot me a private message sometime
73:11
me a private message sometime this week and we can definitely
73:12
this week and we can definitely get you hooked up there.
73:20
would like to so Jonathan who
73:21
would like to so Jonathan who wants to know I would like to
73:22
wants to know I would like to hear a story of your initial
73:25
hear a story of your initial success with the piece meal pay
73:28
success with the piece meal pay versus hourly. So yeah
73:31
versus hourly. So yeah absolutely before I wrap it up
73:33
absolutely before I wrap it up so long story short. we brought
73:38
so long story short. we brought in a consultant probably 15 or
73:43
in a consultant probably 15 or 16 years ago. gentleman spent a
73:47
16 years ago. gentleman spent a day with me for my lawn care
73:51
day with me for my lawn care company and I was still kind of
73:55
company and I was still kind of on the truck, but not totally,
73:56
on the truck, but not totally, but I was I was in the trenches
73:58
but I was I was in the trenches really in the trenches I knew
73:59
really in the trenches I knew what was going on and the
74:01
what was going on and the Gentleman said that. Hey, Mike,
74:04
Gentleman said that. Hey, Mike, You know I think you’re running
74:06
You know I think you’re running about 70 percent efficiency and
74:10
about 70 percent efficiency and you could add an extra 30
74:13
you could add an extra 30 percent production on top of
74:14
percent production on top of what you’re doing and I was
74:16
what you’re doing and I was like you know that’s that seems
74:18
like you know that’s that seems a little crazy. I know it’s
74:21
a little crazy. I know it’s can’t be possible, but I paid a
74:23
can’t be possible, but I paid a pretty large sum of money so
74:26
pretty large sum of money so what we did is we set
74:31
The truck maker was in there
74:32
The truck maker was in there and double check the oil so
74:34
and double check the oil so they got in they’re running
74:36
they got in they’re running late. They never checked it.
74:36
late. They never checked it. They got all the way to the
74:38
They got all the way to the other side of town and Carlos
74:41
other side of town and Carlos calls me and goes Man. I forgot
74:44
calls me and goes Man. I forgot my weed whacker blowers. Can
74:46
my weed whacker blowers. Can you get them for me?
74:47
you get them for me? Traditionally I jump in the car
74:48
Traditionally I jump in the car or truck run across town
74:51
or truck run across town because I didn’t wanna pay them
74:52
because I didn’t wanna pay them to drive through rush hour
74:53
to drive through rush hour traffic to the shop and then
74:55
traffic to the shop and then rush hour back to the shop but
74:59
rush hour back to the shop but I did, I said, Do Carlos. what
75:03
I did, I said, Do Carlos. what what was your shop time? it was
75:05
what was your shop time? it was well 705 to 710 Okay, Well,
75:08
well 705 to 710 Okay, Well, unfortunately, I can’t come.
75:11
unfortunately, I can’t come. Your equipment because I’ve
75:13
Your equipment because I’ve already paid you to do that job
75:16
already paid you to do that job and he’s like what are you
75:17
and he’s like what are you talking about? Well we get paid
75:21
talking about? Well we get paid by the budget time. now you did
75:23
by the budget time. now you did the job. So now you gotta go
75:27
the job. So now you gotta go back and get it so you gotta
75:29
back and get it so you gotta you gotta make a stand there
75:31
you gotta make a stand there but when he came back, he lost
75:34
but when he came back, he lost a significant amount of time
75:37
a significant amount of time that we paid him for, but it
75:38
that we paid him for, but it wasn’t exactly the time that he
75:42
wasn’t exactly the time that he spent the five minutes but it
75:44
spent the five minutes but it was interesting. He got back to
75:46
was interesting. He got back to the shop that day and he told
75:49
the shop that day and he told everybody the next morning and
75:52
everybody the next morning and it spread around the whole
75:53
it spread around the whole entire company within a day or
75:55
entire company within a day or two all the crew leaders were
75:56
two all the crew leaders were there early. Check their oil
75:58
there early. Check their oil loading the trucks so if you
75:59
loading the trucks so if you can hold. And get buy in and
76:04
can hold. And get buy in and show them how it’s beneficial.
76:07
show them how it’s beneficial. it’s really good and it’s not
76:08
it’s really good and it’s not only putting more money in the
76:10
only putting more money in the business pocket, but it’s
76:13
business pocket, but it’s putting business or money in
76:14
putting business or money in the employee’s pocket. So it’s
76:16
the employee’s pocket. So it’s not doing you don’t ever do
76:20
not doing you don’t ever do this to get out of overtime you
76:21
this to get out of overtime you need to pay the overtime. but
76:25
need to pay the overtime. but the idea is you’re working as a
76:27
the idea is you’re working as a team So management believer
76:30
team So management believer aren’t beating each other up
76:32
aren’t beating each other up well, management and labor are
76:34
well, management and labor are on the same team. How can we
76:37
on the same team. How can we help each other make more money
76:38
help each other make more money and be more efficient? So
76:40
and be more efficient? So that’s the key to that? and
76:44
that’s the key to that? and that was one of the big. John
76:47
that was one of the big. John Doe says we checked our time we
76:51
Doe says we checked our time we found that 50 percent of time
76:57
found that 50 percent of time was production 15 percent and
76:59
was production 15 percent and 35 was mystery time and then
77:04
35 was mystery time and then when John went to his paper
77:05
when John went to his paper performance, he got a 30
77:08
performance, he got a 30 percent more production
77:09
percent more production employees and 30 percent more
77:11
employees and 30 percent more pay for the employees. So yeah,
77:14
pay for the employees. So yeah, very similar. John I think
77:16
very similar. John I think that’s very it’s very common
77:21
that’s very it’s very common but you do have to implement
77:23
but you do have to implement that system right to get by in
77:25
that system right to get by in and it’s usually over two to
77:28
and it’s usually over two to three week period and the
77:30
three week period and the timing that implementation
77:31
timing that implementation needs to be right so. Not a
77:35
needs to be right so. Not a financial burden for the
77:36
financial burden for the company but beneficial for the
77:39
company but beneficial for the employee and the company as
77:41
employee and the company as well
77:45
Jonathan Trust me and I’m
77:47
Jonathan Trust me and I’m definitely not here on a
77:50
definitely not here on a pedestal 25 years in the the
77:53
pedestal 25 years in the the service industry loved every
77:55
service industry loved every minute of it. kinda got blessed
77:59
minute of it. kinda got blessed with some things that we
77:59
with some things that we figured out right and wrong and
78:03
figured out right and wrong and I just kinda felt it was my
78:07
I just kinda felt it was my duty to help other service
78:11
duty to help other service business-owners avoid some of
78:12
business-owners avoid some of the trenches that I ended up in
78:15
the trenches that I ended up in mistakenly so you know,
78:17
mistakenly so you know, obviously some of the stuff we
78:18
obviously some of the stuff we got right but this is being an
78:23
got right but this is being an entrepreneur in the service
78:24
entrepreneur in the service business Lawn Care Home
78:27
business Lawn Care Home Cleaning is it a lonely place.
78:30
Cleaning is it a lonely place. So I think it’s really
78:32
So I think it’s really important that we go and
78:34
important that we go and continue to go to this virtual
78:35
continue to go to this virtual conferences right now and
78:36
conferences right now and conferences when they come back
78:38
conferences when they come back that we create a support
78:42
that we create a support network and help each other and
78:44
network and help each other and share some of this information.
78:45
share some of this information. so even if you’re not
78:46
so even if you’re not interested in special at least,
78:49
interested in special at least, hopefully some of that data in
78:51
hopefully some of that data in and look inside of some of
78:54
and look inside of some of those wins and losses is
78:55
those wins and losses is helpful for you to implement in
78:57
helpful for you to implement in your business as your own as
79:00
your business as your own as well. So I wanna say what’s up
79:03
well. So I wanna say what’s up to Scott Fuhrman. and everybody
79:06
to Scott Fuhrman. and everybody else that’s watched so unless
79:08
else that’s watched so unless there’s any questions here in
79:09
there’s any questions here in the next minute or two, I’m
79:11
the next minute or two, I’m gonna wrap it up. get home put
79:12
gonna wrap it up. get home put the kids to bed and. I’ll be
79:15
the kids to bed and. I’ll be back at it in the morning once
79:19
back at it in the morning once again if you have any questions
79:21
again if you have any questions for Callahan’s corner, I’m
79:23
for Callahan’s corner, I’m looking always for some good
79:25
looking always for some good questions on how we can help
79:27
questions on how we can help people and if I don’t have the
79:29
people and if I don’t have the answers I can get an expert on
79:31
answers I can get an expert on here. that’s an expert in that
79:33
here. that’s an expert in that to help you answer it but once
79:35
to help you answer it but once again, closing it up probably
79:38
again, closing it up probably first thing tomorrow morning.
79:41
first thing tomorrow morning. Simple Growth KPI dot com or
79:43
Simple Growth KPI dot com or you can sign up for option 12
79:45
you can sign up for option 12 or three. It is not dependent
79:49
or three. It is not dependent Service Autopilot you can still
79:51
Service Autopilot you can still get option one and plug all
79:57
get option one and plug all your data in and also plug in
79:59
your data in and also plug in some job cost.
80:05
Here manually and when you’re
80:07
Here manually and when you’re ready for a CRM, whether it’s
80:08
ready for a CRM, whether it’s Service Autopilot or anything
80:11
Service Autopilot or anything else we’ve got you covered here
80:14
else we’ve got you covered here but that’s that’s that’s the
80:19
but that’s that’s that’s the key to it and anybody else
80:22
key to it and anybody else that’s watching it isn’t on