00:01
welcome back to callahan corner where
00:02
you asked the questions we answered live
00:04
right here on facebook so one of the
00:06
questions submitted this week was
00:08
in a service autopilot job costing
00:10
report
00:11
or in the new report center when you
00:14
make a custom
00:16
report what does the labor cost
00:19
and drive time effect cost
00:23
actually mean and how is it actually
00:24
calculated so
00:26
we dug in and as certified advisors
00:28
we’ve been teaching this in our two day
00:29
and one day deep dives for
00:31
quite a while now but i did want to
00:33
demystify some parts of service
00:34
autopilot that well
00:36
pretty much the general um user group
00:38
probably doesn’t really understand how
00:40
it’s calculated so
00:41
what i’m gonna do is share my screen and
00:43
dive in to show you the things you must
00:45
have in service autopilot for success to
00:47
track your drive time
00:49
and the labor effect um that that drive
00:51
timing and non-billable mobilization is
00:53
happening so
00:54
as we go i’m going to pop up my screen
00:57
here
00:58
and as usual so right here we have a
01:01
job costing report that we provide in
01:03
our kpi package so our key performance
01:05
indicator and accountability package
01:06
with simple growth
01:07
so i figured this would be a really good
01:09
place to go in and show you what this is
01:10
all about so
01:12
what we’ve got here is two test jobs on
01:14
top and bottom so
01:15
as we scroll through the area that i’m
01:19
talking about
01:20
is the labor cost right here and the
01:23
drive time effect cost
01:24
the first job here has no drive time
01:26
effect because no one clocked in and out
01:28
of the job in the mobile
01:29
no data to be shown now there is a labor
01:32
cost so the cost of labor based on the
01:34
start and stop time of the
01:36
job and how many individuals and the
01:38
actual individual on the job itself
01:41
the bottom job here has a labor cost and
01:44
a drive
01:44
time effect cost as well so
01:48
what we want to do first and foremost to
01:50
make this work is we need to go to the
01:52
employee
01:53
area and when you go in we want to go
01:55
into payroll job
01:56
costing now this is under teams
01:58
employees you’d click into the actual
02:00
employee
02:00
and this is what you’d have here so we
02:02
want the hourly rate so in this example
02:05
this gentleman is getting paid an hour
02:08
now you’ll notice the job costing
02:10
information of 1904 per hour
02:13
doesn’t equal 16 what this is is labor
02:16
plus labor burden
02:18
what that is if you’re unaware um some
02:22
examples of things that go into that
02:23
labor burden
02:24
is company fica unemployment state
02:26
unemployment workers comp
02:28
liability vacation holiday health
02:30
insurance company bonus fund
02:32
and health share insurance premium these
02:34
are percentages of the dollar so
02:36
if you do not have these numbers call
02:38
your payroll company or your insurance
02:39
company they should be able to break
02:40
that down
02:41
so in this example we’ve got it at 19
02:45
so we would plug the hourly rate into 16
02:48
and my
02:49
sheet adds my labor burden of 1904 in
02:51
overtime plus labor burden to 28.56
02:55
you are going to want to enter those two
02:56
numbers in here so hourly wage with
02:59
labor burden for normal wage straight
03:01
and overtime then hit save that’s the
03:03
first piece of the puzzle
03:05
second piece of the puzzle is on the job
03:09
we need to clock in and clock
03:10
out of the um
03:14
job what you’re going to see is when we
03:15
go into
03:17
the uh audit trail
03:20
here of the master job we can scroll
03:24
down and actually see this so
03:26
we have the mobile app right here by
03:29
chad
03:30
clocking in and clocking out and what
03:32
times he clocked in and out of the job
03:35
uh that was a test one we did to see if
03:37
he clocked in and out under a minute
03:39
what would happen
03:40
this one right here um right here is he
03:42
started at 12 49 and ended at 12 58
03:46
for that particular job so you can see
03:48
the clock in and clock out
03:49
in the mobile once those things are
03:53
taken care of you can go in now and look
03:56
at your report
03:57
and it’s going to multiply that in there
04:00
so your labor cost
04:03
right here is going to be your labor
04:05
with burden
04:06
times the hours on the job your actual
04:08
clock in
04:11
drive time cost effect if and only if
04:13
you have the clock and clock out is
04:15
going to be
04:16
your labor with burden on that
04:18
particular employee times your drive
04:20
time that’s what’s going to give you
04:22
those numbers so we back that out and
04:24
confirm that with sa
04:26
in addition the final piece that i would
04:27
highly recommend is under the gear icon
04:30
services a lot of the other reports are
04:33
going to look for this data so if we
04:35
have a
04:37
service the final tab that you may want
04:39
to update
04:40
is a job costing tab
04:44
and it’s a job costing analysis tab we
04:47
want to put the target dollar per hour
04:49
in there
04:49
on site and a target with drive time
04:52
in my instance i want to be making the
04:54
same amount of money whether i’m on site
04:55
or with drive time on average
04:57
uh some people are having a lower
04:59
percentage of bill
05:01
mobilization and they don’t need to hit
05:02
their hourly goal across that based on
05:04
the conversation with their consultant
05:06
financially
05:07
this is where we put that in and then
05:09
that will drive some of the labor
05:11
um or the revenue goals as well here in
05:14
the
05:14
job costing reports these are the target
05:17
hourly rates used on the um
05:20
reports job screen and rate matrix so
05:23
those are the key parts but for in order
05:24
to make it work we definitely need the
05:26
labor with labor burden on the employee
05:29
here we need a clock in clock out and
05:32
that is going to give you
05:33
the non-emotional data of your labor
05:36
cost
05:37
and your drive time effect now if you
05:39
don’t have clock and clock out you will
05:40
have a zero
05:41
no data in no data out so that is the
05:44
uh benefits of having all the different
05:47
dots and service autopilot connected so
05:48
we drive it into a systemized report
05:50
like our kpi report
05:52
and you have a very non-emotional look
05:53
at your business
05:55
from 30 000 square feet down to the
05:57
granular level of per job
05:59
mobilization and we can take a look at
06:01
that drive time cost effect if it’s up
06:03
past a certain threshold
06:04
then we need to start going in charging
06:06
more for drive time there or build more
06:08
route density so those are the keys
06:10
that i would recommend in any service
06:12
business with mobilization and drive
06:14
time
06:15
cost effect comments questions drop them
06:17
here in the live video or on the
06:18
recorded
06:19
and i’ll be watching those for you and
06:22
as always with callahan’s corner you ask
06:23
the questions we answer
06:24
live right here on facebook

____________________________________________________________________
Video Link: https://www.youtube.com/watch?v=EahdZdOWLyo&t=6s

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Transcript:
00:00
Hey Mike Callahan here with
00:02
Hey Mike Callahan here with Simple Growth team. I’ve got
00:04
Simple Growth team. I’ve got Dylan who’s been working with
00:06
Dylan who’s been working with us for probably about the last
00:07
us for probably about the last year and Dylan I appreciate you
00:09
year and Dylan I appreciate you coming on with this but topic
00:10
coming on with this but topic today is our people really
00:12
today is our people really using their service Autopilot
00:15
using their service Autopilot a hundred percent or if they’re
00:17
a hundred percent or if they’re not using Service Autopilot,
00:18
not using Service Autopilot, are they using their software
00:19
are they using their software that they’re using a hundred
00:20
that they’re using a hundred percent in their service
00:21
percent in their service business? So I know one of the
00:24
business? So I know one of the instrumental things for myself
00:25
instrumental things for myself when I went out to service
00:27
when I went out to service autopilots. office. John, a pot
00:31
autopilots. office. John, a pot of the lawn care and Garrett
00:34
of the lawn care and Garrett Matthews and Chad Cranston, is
00:35
Matthews and Chad Cranston, is that I actually went and flew
00:38
that I actually went and flew out to Dallas to actually see
00:39
out to Dallas to actually see how to use Service Autopilot to
00:41
how to use Service Autopilot to scale my business. That’s seven
00:43
scale my business. That’s seven to seven figure Mark and beyond
00:44
to seven figure Mark and beyond and I know obviously you’re
00:46
and I know obviously you’re running a seven figure lawn
00:47
running a seven figure lawn care and snow removal business
00:50
care and snow removal business for quite a while now it has
00:52
for quite a while now it has some experience with highs and
00:54
some experience with highs and lows of you and having a fully
00:55
lows of you and having a fully set up software now and then in
00:59
set up software now and then in the past, probably not set of
01:00
the past, probably not set of fully so I appreciate you
01:01
fully so I appreciate you joining me. No one is met or
01:04
joining me. No one is met or heard of you. would you mind
01:05
heard of you. would you mind just give it a little
01:06
just give it a little background kind of pretty
01:07
background kind of pretty simple and then obviously it’s
01:10
simple and then obviously it’s simple What you’re doing. Yeah.
01:11
simple What you’re doing. Yeah. No for sure excited to be here.
01:14
No for sure excited to be here. basically I had a lawn care
01:16
basically I had a lawn care snow removal business for about
01:18
snow removal business for about 10 years in Northern Ontario
01:20
10 years in Northern Ontario and it’s kind of run and
01:22
and it’s kind of run and operated that as an owner
01:24
operated that as an owner operator 2019 actually sold the
01:26
operator 2019 actually sold the business and known Mike for a
01:28
business and known Mike for a couple of years now, so I’m
01:30
couple of years now, so I’m gladly came aboard to help.
01:33
gladly came aboard to help. Team and kind of over the last
01:36
Team and kind of over the last year or so diving into people’s
01:39
year or so diving into people’s files. There’s an issue that I
01:40
files. There’s an issue that I had to right Service Autopilot
01:42
had to right Service Autopilot such a robust software and lots
01:44
such a robust software and lots of other software as well are
01:46
of other software as well are very robust and often times you
01:48
very robust and often times you kind of get caught up in the
01:50
kind of get caught up in the minutia of the day-to-day
01:52
minutia of the day-to-day operations of your business
01:53
operations of your business right so sometimes it really
01:56
right so sometimes it really pays to take a couple of steps
01:57
pays to take a couple of steps back and and see if you are
02:00
back and and see if you are using the software to your full
02:01
using the software to your full potential. so most of the time
02:02
potential. so most of the time when we’re diving in whether
02:03
when we’re diving in whether it’s a. Experience company or a
02:06
it’s a. Experience company or a brand new company, They’re
02:08
brand new company, They’re there’s sometimes a little bit
02:10
there’s sometimes a little bit overwhelmed and they wanna know
02:11
overwhelmed and they wanna know everything that’s possible. but
02:12
everything that’s possible. but we kind of simplified for them
02:14
we kind of simplified for them so they can use it effectively
02:17
so they can use it effectively and hit the ground running so.
02:20
and hit the ground running so. yeah absolutely so what we’re
02:22
yeah absolutely so what we’re basically gonna do is kinda
02:24
basically gonna do is kinda paying it forward. so I wished
02:25
paying it forward. so I wished like when I first started using
02:27
like when I first started using Service Autopilot that there
02:29
Service Autopilot that there was the ability to have a free
02:30
was the ability to have a free audit. so we thought that since
02:32
audit. so we thought that since we’ve been doing these audits
02:33
we’ve been doing these audits kinda behind the scenes now for
02:34
kinda behind the scenes now for the last three to four years
02:35
the last three to four years that it was really helpful. To
02:38
that it was really helpful. To hop on a call with a simple
02:40
hop on a call with a simple team as a certified adviser of
02:41
team as a certified adviser of Service, Autopilot and say,
02:42
Service, Autopilot and say, hey, are you really using the
02:44
hey, are you really using the whole entire software? or are
02:45
whole entire software? or are you part of the 10 percent club
02:47
you part of the 10 percent club where you’re only using 10
02:48
where you’re only using 10 percent of the software and
02:49
percent of the software and there’s me there’s three main
02:51
there’s me there’s three main areas that we’re really looking
02:52
areas that we’re really looking at in the in Service Autopilot
02:55
at in the in Service Autopilot in this analysis, and it’s the
02:57
in this analysis, and it’s the actual set up of the system. Do
02:58
actual set up of the system. Do you have a sales process and
03:00
you have a sales process and how are you using sales process
03:01
how are you using sales process in Service? Autopilot is that
03:03
in Service? Autopilot is that fully set up and then
03:04
fully set up and then operationally we’d wanna go and
03:06
operationally we’d wanna go and do an. So don’t you you’ve been
03:10
do an. So don’t you you’ve been in the trenches of setting up
03:12
in the trenches of setting up and training Service Autopilot
03:12
and training Service Autopilot with us now as far as the set
03:16
with us now as far as the set up process of Service
03:18
up process of Service Autopilot. What are some of the
03:19
Autopilot. What are some of the key things that when people hop
03:20
key things that when people hop on a call with us really want
03:23
on a call with us really want we really want to take a dial
03:24
we really want to take a dial in and look at to make sure
03:25
in and look at to make sure they’re actually using the
03:26
they’re actually using the software fully set up No for
03:28
software fully set up No for sure so typically actually
03:31
sure so typically actually before we even get going with
03:31
before we even get going with that we kinda wanna figure out
03:33
that we kinda wanna figure out what stage of business they’re
03:34
what stage of business they’re in right because what might be
03:36
in right because what might be really? For a new company, you
03:40
really? For a new company, you know if you’re five to
03:41
know if you’re five to 10 million dollar a year in
03:42
10 million dollar a year in annual sales company the same
03:45
annual sales company the same metrics don’t necessarily apply
03:46
metrics don’t necessarily apply right so. typically we start
03:49
right so. typically we start off with actually what stage
03:49
off with actually what stage are you in stage one is
03:51
are you in stage one is typically zero to $250000 a
03:53
typically zero to $250000 a year in in sales, more of like
03:56
year in in sales, more of like solopreneur and then from there
03:57
solopreneur and then from there up to stage four, which
03:59
up to stage four, which obviously you can go beyond
04:00
obviously you can go beyond this, but the stage four is
04:01
this, but the stage four is like a seven figure business
04:03
like a seven figure business and above right so before we
04:05
and above right so before we dive into the how. You are we
04:08
dive into the how. You are we kinda need to know where you’re
04:09
kinda need to know where you’re at historically with your
04:10
at historically with your business the set up the big
04:14
business the set up the big things that we’re looking at
04:16
things that we’re looking at are okay. Do you have a website
04:17
are okay. Do you have a website or using social media? Are you
04:19
or using social media? Are you using a CRM before we can even
04:20
using a CRM before we can even get going. We need to know that
04:22
get going. We need to know that right we deal with people that
04:23
right we deal with people that are using Service Autopilot
04:24
are using Service Autopilot other softwares as well and
04:26
other softwares as well and then it might seem very very
04:28
then it might seem very very basic but are you using
04:30
basic but are you using estimates how many estimates
04:31
estimates how many estimates are you sending out? It’s
04:32
are you sending out? It’s typically where where we start?
04:34
typically where where we start? Yeah and I’m glad you
04:36
Yeah and I’m glad you mentioned. Estimates just so I
04:37
mentioned. Estimates just so I can interject for a second one
04:39
can interject for a second one of the things I guess it was
04:41
of the things I guess it was shocking to me becoming a
04:44
shocking to me becoming a certified adviser and working
04:45
certified adviser and working with hundreds of Service
04:46
with hundreds of Service Autopilot users now is that I
04:49
Autopilot users now is that I would say maybe 40 to 50
04:52
would say maybe 40 to 50 percent of the user base is
04:54
percent of the user base is actually only using the
04:55
actually only using the estimate feature itself. That’s
04:56
estimate feature itself. That’s one of the most powerful things
04:58
one of the most powerful things at least in my business to go
05:00
at least in my business to go out and delegate these
05:01
out and delegate these estimates to my office staff or
05:03
estimates to my office staff or if you have a virtual assistant
05:05
if you have a virtual assistant of somewhere. the ability to
05:08
of somewhere. the ability to use estimates and tie into
05:10
use estimates and tie into something like maps, pros so
05:11
something like maps, pros so the ability to just have
05:13
the ability to just have estimates that are predictable.
05:15
estimates that are predictable. is a huge benefit. so I mean
05:18
is a huge benefit. so I mean you know, I’m glad you brought
05:19
you know, I’m glad you brought that up to him but outside of
05:21
that up to him but outside of the things you’ve already hit
05:22
the things you’ve already hit on what else you’re looking at
05:22
on what else you’re looking at as far as that set up analysis
05:24
as far as that set up analysis that we really need to look at
05:25
that we really need to look at to make sure they’re set up for
05:26
to make sure they’re set up for success from day one. Yeah so
05:28
success from day one. Yeah so to be able to send the
05:30
to be able to send the estimates. Obviously we kinda
05:31
estimates. Obviously we kinda need to take a step back in a
05:32
need to take a step back in a sense we need of your services
05:34
sense we need of your services properly set up. so that’s kind
05:35
properly set up. so that’s kind of the first you know alongside
05:37
of the first you know alongside the estimate. One of the first
05:39
the estimate. One of the first things that we check do you
05:40
things that we check do you have your services. Do you have
05:42
have your services. Do you have your prices your price mates
05:44
your prices your price mates and also your job costing
05:46
and also your job costing information in the back end of
05:47
information in the back end of that. That’s a really
05:48
that. That’s a really underutilized portion of
05:49
underutilized portion of Service Autopilot for sure that
05:51
Service Autopilot for sure that I would say the majority do not
05:52
I would say the majority do not have that fully set up believe
05:54
have that fully set up believe it or not. the next thing that
05:57
it or not. the next thing that we typically go on is okay. Are
05:58
we typically go on is okay. Are you do you actually have a
06:00
you do you actually have a system for routing? Are you
06:01
system for routing? Are you just kinda throwing them on the
06:02
just kinda throwing them on the dispatch board or the waiting
06:04
dispatch board or the waiting list? or are you even routing
06:06
list? or are you even routing and scheduling properly? We’ve
06:08
and scheduling properly? We’ve dealt with companies that are
06:10
dealt with companies that are are really far in their in
06:11
are really far in their in their journey and they’re
06:13
their journey and they’re actually not. Creating a ton of
06:16
actually not. Creating a ton of extra extra workflow each year
06:19
extra extra workflow each year rescheduling their services and
06:20
rescheduling their services and stuff like that. So there’s
06:22
stuff like that. So there’s some little hacks so you can do
06:23
some little hacks so you can do to to really save yourself time
06:24
to to really save yourself time when you’re doing your service
06:26
when you’re doing your service renewals and stuff like that as
06:27
renewals and stuff like that as well and that’s I’m glad you
06:29
well and that’s I’m glad you hit on that. so that was one of
06:30
hit on that. so that was one of the biggest takeaways when we
06:31
the biggest takeaways when we went out and met Jonathan the
06:33
went out and met Jonathan the owner of Service Autopilot,
06:34
owner of Service Autopilot, there is that he the main
06:36
there is that he the main reason going in there is I
06:38
reason going in there is I wanted to see how do I get that
06:39
wanted to see how do I get that office set up for the
06:40
office set up for the scheduling the billing the
06:42
scheduling the billing the routing and be able. And add to
06:45
routing and be able. And add to 300 customers a year, and that
06:47
300 customers a year, and that was the biggest takeaway there.
06:48
was the biggest takeaway there. so when you go into an audit
06:50
so when you go into an audit like this Dylan and the team
06:52
like this Dylan and the team and myself are gonna be looking
06:53
and myself are gonna be looking at some things like hey, not
06:55
at some things like hey, not only do you have your route set
06:56
only do you have your route set up but are all the key
06:58
up but are all the key foundational pieces behind that
06:59
foundational pieces behind that set up to actually because if
07:01
set up to actually because if there isn’t certain addresses
07:03
there isn’t certain addresses on say, like the team level or
07:05
on say, like the team level or the level of stuff doesn’t know
07:07
the level of stuff doesn’t know where to optimize of so a lot
07:09
where to optimize of so a lot of times Service Autopilot will
07:11
of times Service Autopilot will get a bad rap of saying like
07:12
get a bad rap of saying like hey. The routing doesn’t work
07:14
hey. The routing doesn’t work that great it’s not optimizing
07:16
that great it’s not optimizing well if you don’t tell the
07:18
well if you don’t tell the software where to start, which
07:19
software where to start, which seems obvious talking about it
07:21
seems obvious talking about it now, but it sometimes it isn’t
07:23
now, but it sometimes it isn’t it can’t optimize of those
07:25
it can’t optimize of those points. so there’s certain
07:26
points. so there’s certain things that need to really be
07:27
things that need to really be put in there and I also glad
07:29
put in there and I also glad you mentioned routing so job
07:31
you mentioned routing so job time basically drive time in
07:34
time basically drive time in fact, cost and job costing all
07:38
fact, cost and job costing all need to have information on
07:39
need to have information on each employee. so you need to
07:40
each employee. so you need to know what their hourly W. Plus
07:44
know what their hourly W. Plus labor with labor burden for
07:45
labor with labor burden for overtime in regular time, and
07:47
overtime in regular time, and those are the things that some
07:48
those are the things that some of the things that will kinda
07:49
of the things that will kinda get into and say hey, if you
07:51
get into and say hey, if you don’t have some of these key
07:52
don’t have some of these key points you’re using maybe 40 to
07:54
points you’re using maybe 40 to 50 percent of the software, but
07:55
50 percent of the software, but the next part of it is maybe
07:56
the next part of it is maybe some of the reporting and
07:57
some of the reporting and analysis if you don’t have any
07:59
analysis if you don’t have any of those data points going in
08:00
of those data points going in none of that data points coming
08:02
none of that data points coming out, so you’re not able to go
08:03
out, so you’re not able to go out and systematically raise
08:05
out and systematically raise your prices with no motion,
08:06
your prices with no motion, you’re not able to go out and
08:08
you’re not able to go out and say okay, where am I getting
08:09
say okay, where am I getting the biggest cost for drive
08:10
the biggest cost for drive time? How can I utilize the
08:12
time? How can I utilize the software? Smart maps or maps
08:14
software? Smart maps or maps Pro to actually go and build
08:16
Pro to actually go and build marketing list of the satellite
08:18
marketing list of the satellite imagery. you can go build that
08:19
imagery. you can go build that route density without knowing
08:20
route density without knowing where you’re losing money from
08:22
where you’re losing money from having some of those key things
08:23
having some of those key things in the software. There’s no way
08:25
in the software. There’s no way you can go out and actually
08:26
you can go out and actually start building around density
08:27
start building around density because you don’t know where
08:28
because you don’t know where you’re losing the most amount
08:29
you’re losing the most amount of money and sometimes it’s not
08:31
of money and sometimes it’s not as obvious as you would think
08:32
as obvious as you would think so I’m glad you brought that up
08:35
so I’m glad you brought that up but after we’re kinda doing a
08:36
but after we’re kinda doing a set up analysis, a lot of
08:37
set up analysis, a lot of times. sales processes inside
08:40
times. sales processes inside Service Autopilot are missing
08:43
Service Autopilot are missing completely or this. Huge gap so
08:45
completely or this. Huge gap so would you mind kinda talking
08:45
would you mind kinda talking about the sales process?
08:47
about the sales process? Analysis? No, for sure and and
08:49
Analysis? No, for sure and and each of these analysis that
08:51
each of these analysis that we’re doing kind of build on
08:52
we’re doing kind of build on each other right so the next
08:53
each other right so the next one like you said, It’s
08:54
one like you said, It’s typically the sales process and
08:57
typically the sales process and how efficient your you’re
08:58
how efficient your you’re really being so usually the
09:00
really being so usually the first thing that we look at is
09:01
first thing that we look at is are you even tracking where
09:02
are you even tracking where your sales are coming from and
09:05
your sales are coming from and just knowing where to find that
09:06
just knowing where to find that information isn’t quite enough
09:09
information isn’t quite enough Service Autopilot and I’m sure
09:09
Service Autopilot and I’m sure other softwares as well have
09:11
other softwares as well have the capability of having that.
09:13
the capability of having that. Sent to you in an automated way
09:16
Sent to you in an automated way right so you don’t wanna rely
09:17
right so you don’t wanna rely on you know Judy or whoever
09:19
on you know Judy or whoever from the office pulling that
09:21
from the office pulling that report, bringing it up to you
09:22
report, bringing it up to you and actually analyzing it. You
09:23
and actually analyzing it. You want all the key members to
09:25
want all the key members to actually be getting that report
09:26
actually be getting that report in an automated fashion.
09:28
in an automated fashion. Alright, so that’s kind of the
09:29
Alright, so that’s kind of the first stepping stone another
09:32
first stepping stone another thing. This is a little bit
09:33
thing. This is a little bit more advance, but are you
09:35
more advance, but are you providing instant pricing to
09:37
providing instant pricing to your customers now? we
09:38
your customers now? we definitely have the ability to
09:40
definitely have the ability to to do that on your on your
09:42
to do that on your on your website for sure. But you can
09:44
website for sure. But you can kind of also take this question
09:46
kind of also take this question in another way if someone calls
09:47
in another way if someone calls in are you able to provide them
09:49
in are you able to provide them a quote right on the phone and
09:51
a quote right on the phone and and that just basically is your
09:52
and that just basically is your estimating and your sales
09:53
estimating and your sales efficiency right for those
09:55
efficiency right for those really simple services that you
09:56
really simple services that you really don’t need to go to the
09:58
really don’t need to go to the property for that’s the most
09:59
property for that’s the most scalable method of actually
10:01
scalable method of actually being able to handle like you,
10:03
being able to handle like you, said, adding Two 300 400 500
10:05
said, adding Two 300 400 500 customers in a season You can’t
10:07
customers in a season You can’t do that with one sales person
10:09
do that with one sales person or two sales people going to
10:11
or two sales people going to each House and trying to set
10:12
each House and trying to set appointments. They’re not home
10:13
appointments. They’re not home etcetera right. So those are
10:15
etcetera right. So those are kind of the the two initial
10:17
kind of the the two initial main things that we ask kind of
10:20
main things that we ask kind of going a little bit more expert
10:22
going a little bit more expert as well, but these are really
10:24
as well, but these are really fundamental things that I wish
10:25
fundamental things that I wish I had set up when I when I
10:26
I had set up when I when I first started my business and
10:28
first started my business and once I did implement it really
10:30
once I did implement it really was like pouring gasoline on
10:32
was like pouring gasoline on the fire was are you following
10:35
the fire was are you following up on your quotes at least five
10:36
up on your quotes at least five times? I know, obviously you’re
10:38
times? I know, obviously you’re a huge proponent of this but
10:40
a huge proponent of this but like 80 percent give or take of
10:42
like 80 percent give or take of the sales close after five
10:44
the sales close after five touches right so a lot of
10:45
touches right so a lot of people have. At least that I’ve
10:48
people have. At least that I’ve been dealing with when we’re
10:48
been dealing with when we’re when we’re setting up their
10:49
when we’re setting up their service Autopilot and when
10:51
service Autopilot and when we’re dealing with them after
10:51
we’re dealing with them after the fact is the think that if
10:55
the fact is the think that if the customer is interested,
10:56
the customer is interested, they’re gonna get back to them,
10:58
they’re gonna get back to them, which just simply isn’t true.
10:59
which just simply isn’t true. people are so busy nowadays
11:01
people are so busy nowadays that you need to really be
11:03
that you need to really be following up and and I’m sure
11:05
following up and and I’m sure most people are aware of our 20
11:07
most people are aware of our 20 days to close follow up, but
11:08
days to close follow up, but sometimes even after the 20
11:09
sometimes even after the 20 days this these people are just
11:11
days this these people are just so hard to get a hold of that.
11:12
so hard to get a hold of that. typically when we got that 20
11:14
typically when we got that 20 day to do to to do that final
11:16
day to do to to do that final follow-up, we would still
11:17
follow-up, we would still follow. Once or twice after
11:19
follow. Once or twice after that and and we will close a
11:21
that and and we will close a considerable amount of those
11:22
considerable amount of those estimates, so you gotta be
11:23
estimates, so you gotta be following up at least five
11:24
following up at least five times. so that’s a major
11:27
times. so that’s a major success point and then are you
11:29
success point and then are you actually upselling at least
11:31
actually upselling at least four times per year. Once
11:33
four times per year. Once again, you don’t wanna be
11:34
again, you don’t wanna be relying on someone from your
11:35
relying on someone from your office, maybe calling the
11:37
office, maybe calling the customers or doing that you
11:39
customers or doing that you wanna have it in an automated
11:40
wanna have it in an automated fashion that you’re upselling
11:42
fashion that you’re upselling whether it’s an ancillary
11:43
whether it’s an ancillary service or your main service to
11:45
service or your main service to all your customers. You don’t
11:46
all your customers. You don’t have that and your leads that
11:47
have that and your leads that don’t have that and. The kind
11:50
don’t have that and. The kind of the final piece of the
11:51
of the final piece of the puzzle is do you have a system
11:53
puzzle is do you have a system where your employees are kinda
11:55
where your employees are kinda bought in and they’re also
11:56
bought in and they’re also gonna be upselling work for you
11:59
gonna be upselling work for you they have eyes on the property
12:00
they have eyes on the property you know, usually, at least
12:02
you know, usually, at least once a week, sometimes more
12:03
once a week, sometimes more than that they’re gonna be key
12:07
than that they’re gonna be key stakeholders and the ability to
12:09
stakeholders and the ability to have actual data from the
12:10
have actual data from the property where you’re not just
12:11
property where you’re not just calling and saying you need
12:12
calling and saying you need this type of upsell, you’re
12:14
this type of upsell, you’re actually calling them with a
12:15
actually calling them with a specific issue with with their
12:17
specific issue with with their property. that’s been reported
12:19
property. that’s been reported to by the crew and you hit
12:20
to by the crew and you hit that. Important things there so
12:23
that. Important things there so when you’re going to set up a
12:25
when you’re going to set up a software such as a Service,
12:25
software such as a Service, Autopilot, you hit on being
12:27
Autopilot, you hit on being able to give instant quotes. So
12:29
able to give instant quotes. So yes, you can set that up on
12:30
yes, you can set that up on your website through a Facebook
12:32
your website through a Facebook Messenger bot automated through
12:33
Messenger bot automated through Zillow, but really that’s gonna
12:36
Zillow, but really that’s gonna be your secondary or at the
12:37
be your secondary or at the same time, but the main thing
12:38
same time, but the main thing is we need to have something
12:39
is we need to have something set up that we can do prices
12:41
set up that we can do prices live over the phone and during
12:43
live over the phone and during this audit we may dive in and
12:45
this audit we may dive in and look at some of the services
12:46
look at some of the services that you’re offering.
12:48
that you’re offering. traditionally what we’re gonna
12:49
traditionally what we’re gonna recommend is we. Gateway
12:52
recommend is we. Gateway services so that’s kinda like
12:53
services so that’s kinda like we get them hooked. It’s
12:54
we get them hooked. It’s something we can sell fast over
12:55
something we can sell fast over the phone based on square
12:58
the phone based on square footage or if you’re in the
12:59
footage or if you’re in the home cleaning industry. It’s
12:59
home cleaning industry. It’s based on square footage of home
13:01
based on square footage of home then. after that, we’re gonna
13:04
then. after that, we’re gonna go in and you mentioned up
13:04
go in and you mentioned up sells. So now we’re gonna go
13:06
sells. So now we’re gonna go out four to five times a year
13:08
out four to five times a year that should be in the system.
13:09
that should be in the system. so we’re gonna start with our
13:10
so we’re gonna start with our gateway services. We get them
13:12
gateway services. We get them hooked. We prove the service
13:13
hooked. We prove the service the value offers is there and
13:15
the value offers is there and then we’re going in and we’re
13:16
then we’re going in and we’re upselling four to five times a
13:18
upselling four to five times a year ancillary services to
13:20
year ancillary services to continue to drive the client
13:21
continue to drive the client lifetime value. So that’s
13:23
lifetime value. So that’s really. Important there so.
13:26
really. Important there so. bring it home. We’ve kinda
13:27
bring it home. We’ve kinda talked about the set of
13:28
talked about the set of analysis of the system The
13:29
analysis of the system The sales process analysis.
13:32
sales process analysis. probably the third and final
13:33
probably the third and final thing that we recommend looking
13:33
thing that we recommend looking at is the operational analysis
13:37
at is the operational analysis of the software and the
13:38
of the software and the business. So would you mind
13:39
business. So would you mind hitting on that before we bring
13:41
hitting on that before we bring it home and once again, people
13:41
it home and once again, people are watching live if you have
13:43
are watching live if you have any questions, Dylan and I are
13:45
any questions, Dylan and I are here to happy to answer those
13:45
here to happy to answer those questions live in addition,
13:47
questions live in addition, feel free to click the link in
13:49
feel free to click the link in the comment area to get a free
13:51
the comment area to get a free analysis with myself or Dylan.
13:54
analysis with myself or Dylan. On a screen share so as we’re
13:57
On a screen share so as we’re diving in Dylan the operational
13:59
diving in Dylan the operational now what things we’re looking
14:00
now what things we’re looking at in Service Autopilot to make
14:03
at in Service Autopilot to make sure they’re not only using 10
14:04
sure they’re not only using 10 percent of the operational
14:05
percent of the operational features as well. Yeah and and
14:07
features as well. Yeah and and some of these initial points
14:09
some of these initial points here are kind of touch on why
14:11
here are kind of touch on why it’s so important to have
14:12
it’s so important to have everything set up from the from
14:14
everything set up from the from the get go basically cuz if you
14:15
the get go basically cuz if you need to go back and adjust
14:17
need to go back and adjust everything because you’re not
14:18
everything because you’re not getting these numbers out at
14:19
getting these numbers out at the end of the month or
14:20
the end of the month or whatever that might be, it’s
14:21
whatever that might be, it’s pretty laborious so the first.
14:24
pretty laborious so the first. That we that we normally see is
14:25
That we that we normally see is are you tracking your budget
14:27
are you tracking your budget versus actual times with your
14:29
versus actual times with your crew and then are you actually
14:32
crew and then are you actually tracking that on a company
14:33
tracking that on a company level as well right, you need
14:35
level as well right, you need to see the aggregate, but then
14:37
to see the aggregate, but then are you kind of communicating
14:39
are you kind of communicating those results with your team
14:41
those results with your team with no emotion and your team
14:44
with no emotion and your team actually buying in right.
14:45
actually buying in right. That’s the most important thing
14:46
That’s the most important thing you need to have it done in a
14:48
you need to have it done in a systematic way where where this
14:49
systematic way where where this is being displayed whether it’s
14:51
is being displayed whether it’s every week or every two weeks
14:52
every week or every two weeks and you’re you. See these
14:54
and you’re you. See these numbers and in a fair and
14:55
numbers and in a fair and consistent manner the next
14:58
consistent manner the next thing that we that we typically
14:59
thing that we that we typically ask and this is a major metric,
15:02
ask and this is a major metric, no matter what industry what
15:03
no matter what industry what business what’s software you’re
15:05
business what’s software you’re potentially using is Are you
15:07
potentially using is Are you tracking your churn churn and
15:09
tracking your churn churn and comparing that on a
15:10
comparing that on a year-to-year basis is a really
15:13
year-to-year basis is a really important metric. I mean
15:15
important metric. I mean there’s no point of of doubling
15:16
there’s no point of of doubling your sales each year if you’re
15:18
your sales each year if you’re losing 50 percent of those
15:19
losing 50 percent of those customers right. so that’s a
15:20
customers right. so that’s a really good metric to be
15:22
really good metric to be looking at and you really need
15:23
looking at and you really need to have your your eye on that
15:25
to have your your eye on that and as you mentioned churn. Is
15:28
and as you mentioned churn. Is cancellation correct? Yeah. so
15:31
cancellation correct? Yeah. so how how much your customers are
15:32
how how much your customers are actually leaving your company
15:34
actually leaving your company right the higher the longer
15:36
right the higher the longer your customer stay in the
15:37
your customer stay in the longer the lifetime value of
15:40
longer the lifetime value of those customers, Obviously,
15:41
those customers, Obviously, that’s a great metric and good
15:42
that’s a great metric and good for your business, but that’s
15:44
for your business, but that’s also really important metric if
15:45
also really important metric if you’re looking to sell your
15:48
you’re looking to sell your business as well the next thing
15:50
business as well the next thing is obviously reviews nowadays
15:53
is obviously reviews nowadays are very important right One
15:56
are very important right One good review can sell you a lot
15:57
good review can sell you a lot of new work, everybody’s
15:59
of new work, everybody’s looking at the companies that
15:59
looking at the companies that they’re they’re gonna be
16:00
they’re they’re gonna be purchasing from. So do you have
16:04
purchasing from. So do you have an automated way where you know
16:05
an automated way where you know depending on the size of your
16:07
depending on the size of your company? have you received a 25
16:09
company? have you received a 25 star reviews in the last year,
16:11
star reviews in the last year, and that’s kind of a good
16:12
and that’s kind of a good starting point to see now that
16:13
starting point to see now that might be bad for a company that
16:15
might be bad for a company that has a hundred thousand
16:16
has a hundred thousand customers that might be amazing
16:17
customers that might be amazing for a company that has
16:18
for a company that has a hundred customers right. so
16:20
a hundred customers right. so it’s all comparative and that’s
16:21
it’s all comparative and that’s why we start with what stage
16:23
why we start with what stage are you in your business
16:24
are you in your business because the results vary
16:25
because the results vary depending on which stage you’re
16:27
depending on which stage you’re in and this is kind of my
16:29
in and this is kind of my favorite one to ask. It’s it’s
16:30
favorite one to ask. It’s it’s a little bit of a fun question,
16:31
a little bit of a fun question, but as the. Are you working
16:35
but as the. Are you working more than 40 hours per week in
16:37
more than 40 hours per week in the business and I know you
16:39
the business and I know you were guilty of this. I was
16:41
were guilty of this. I was definitely guilty of this as
16:42
definitely guilty of this as well. and most people are
16:45
well. and most people are right, so it kinda gets that
16:45
right, so it kinda gets that mindset going what can you do
16:49
mindset going what can you do and what steps you need to take
16:51
and what steps you need to take to hopefully work less than 40
16:53
to hopefully work less than 40 business? I feel like that’s a
16:54
business? I feel like that’s a really good metric where you
16:55
really good metric where you can really start to have a
16:56
can really start to have a really good work-life balance.
16:58
really good work-life balance. Yeah, and I’m glad a couple of
17:00
Yeah, and I’m glad a couple of couple of key points there as
17:01
couple of key points there as we wrap this up to in his are
17:02
we wrap this up to in his are you working more than 40 hours
17:03
you working more than 40 hours a week? So I guess my mission.
17:05
a week? So I guess my mission. To start this business and and
17:07
To start this business and and and actually Simple Growth
17:08
and actually Simple Growth wasn’t a business. that’s I
17:11
wasn’t a business. that’s I decided to like intentionally
17:13
decided to like intentionally start there was just such a
17:13
start there was just such a need and it was good to help
17:15
need and it was good to help people and overcome the
17:17
people and overcome the pitfalls that I had in my
17:18
pitfalls that I had in my business and my work life
17:19
business and my work life balance, but my mission from
17:21
balance, but my mission from the beginning is to help
17:24
the beginning is to help entrepreneurs specifically
17:25
entrepreneurs specifically service Business-owners take
17:26
service Business-owners take their life back from their
17:27
their life back from their business. so that is folks in
17:29
business. so that is folks in my mind like take a look in the
17:31
my mind like take a look in the mirror and are you working
17:33
mirror and are you working 40 5060 hours a week. Doesn’t
17:35
40 5060 hours a week. Doesn’t have to be that way, but I
17:36
have to be that way, but I think from the foundational set
17:38
think from the foundational set up your software such as
17:40
up your software such as Service Autopilot needs to be
17:42
Service Autopilot needs to be set up in these three key areas
17:44
set up in these three key areas because if not you are doing
17:46
because if not you are doing double triple repetitive entry,
17:48
double triple repetitive entry, you are going out and
17:50
you are going out and babysitting employees you are
17:51
babysitting employees you are going out and chasing bad
17:53
going out and chasing bad reviews of the of of the social
17:55
reviews of the of of the social media or Google or Yelp. So all
17:57
media or Google or Yelp. So all these things that are. driving
18:00
these things that are. driving your time away from you if the
18:03
your time away from you if the software set up foundation from
18:04
software set up foundation from the beginning, it will start
18:05
the beginning, it will start buying that time back and help
18:06
buying that time back and help you. That time back so last
18:09
you. That time back so last thing you hit on was customer
18:12
thing you hit on was customer cancellation. So what is the
18:13
cancellation. So what is the cost to acquire a customer? How
18:15
cost to acquire a customer? How long are they gonna last? these
18:17
long are they gonna last? these are huge things cuz a lot of
18:17
are huge things cuz a lot of people will come to us and say
18:19
people will come to us and say well, Mike I’m at a half
18:21
well, Mike I’m at a half a million to three -quarters
18:21
a million to three -quarters a million in sales. I wanna be
18:23
a million in sales. I wanna be a million or million and a half
18:24
a million or million and a half the next so many years well, if
18:25
the next so many years well, if you don’t know what it cost to
18:27
you don’t know what it cost to acquire a customer and how many
18:29
acquire a customer and how many estimates on average you have
18:30
estimates on average you have to do in order to get that
18:33
to do in order to get that customer. you’re kinda throwing
18:34
customer. you’re kinda throwing darts at the dart Board so
18:35
darts at the dart Board so foundation if the operational
18:37
foundation if the operational analysis is set up. Software We
18:39
analysis is set up. Software We can tell you with no motion
18:41
can tell you with no motion based on door hangers Facebook
18:42
based on door hangers Facebook ads, whatever those are how
18:44
ads, whatever those are how many estimates you need to get
18:46
many estimates you need to get how many percentage you’re
18:48
how many percentage you’re gonna close on average and
18:49
gonna close on average and what’s the cost per client and
18:50
what’s the cost per client and then Dylan you now that what’s
18:51
then Dylan you now that what’s the client lifetime value?
18:53
the client lifetime value? What’s the value of that
18:54
What’s the value of that client? so customer acquisition
18:57
client? so customer acquisition to a lifetime value? Those are
18:58
to a lifetime value? Those are things we need to do and if the
19:00
things we need to do and if the software is not set up right,
19:01
software is not set up right, we won’t be able to do it so as
19:02
we won’t be able to do it so as we’re kinda bring to the end
19:04
we’re kinda bring to the end here if people haven’t seen it
19:06
here if people haven’t seen it here in the link we’ve got.
19:08
here in the link we’ve got. This webpage here it’s got a
19:11
This webpage here it’s got a video of myself kinda outlining
19:12
video of myself kinda outlining what the audit is all about and
19:14
what the audit is all about and there’s an area down here where
19:16
there’s an area down here where people can actually go in and
19:18
people can actually go in and select some time for our
19:19
select some time for our calendars and get a free 30
19:21
calendars and get a free 30 minute consult basically an
19:24
minute consult basically an audit of Service Autopilot if
19:26
audit of Service Autopilot if you’re not Service Autopilot,
19:28
you’re not Service Autopilot, we’ve built this in such a way
19:29
we’ve built this in such a way that we can actually do an
19:30
that we can actually do an analysis of your software that
19:32
analysis of your software that you’re using. There’s a lot of
19:33
you’re using. There’s a lot of good ones out there, but are
19:34
good ones out there, but are you hitting these points and if
19:35
you hitting these points and if you’re not this will give you a
19:36
you’re not this will give you a road map. Software that you’re
19:39
road map. Software that you’re using to execute it and if
19:40
using to execute it and if those things aren’t available
19:42
those things aren’t available in your software, then it may
19:43
in your software, then it may be time to look at a different
19:45
be time to look at a different software platform that will
19:46
software platform that will give you the three core areas
19:47
give you the three core areas that we’re gonna do an audit
19:49
that we’re gonna do an audit for success so ideally, yes, if
19:51
for success so ideally, yes, if you Service Autopilot, this is
19:53
you Service Autopilot, this is a no brainer, click the link
19:55
a no brainer, click the link down here. and sign up for this
19:58
down here. and sign up for this free audit. It’s 30 minutes and
20:00
free audit. It’s 30 minutes and we’re gonna rip through now.
20:01
we’re gonna rip through now. Dylan do they have to be out
20:02
Dylan do they have to be out the screen is something we can
20:03
the screen is something we can do over the phone. How what’s
20:05
do over the phone. How what’s the set up for that call? Look
20:06
the set up for that call? Look like ideally? Yes, so
20:07
like ideally? Yes, so definitely does. Need to be a
20:09
definitely does. Need to be a screen share for sure, I mean
20:10
screen share for sure, I mean that that’s ideal so you can
20:11
that that’s ideal so you can see the question as we’re going
20:12
see the question as we’re going through it but I’ve done this
20:14
through it but I’ve done this with people while they’re
20:16
with people while they’re they’re in a truck, you know
20:17
they’re in a truck, you know they’re their employees are
20:18
they’re their employees are finishing up a job. We’ve kinda
20:20
finishing up a job. We’ve kinda just run through it quickly
20:20
just run through it quickly like that. It’s not a formal
20:22
like that. It’s not a formal call and there’s there’s
20:23
call and there’s there’s definitely no obligation either
20:25
definitely no obligation either right kinda going back to the
20:27
right kinda going back to the foundation, whether you’re a
20:28
foundation, whether you’re a small business or a large
20:29
small business or a large business, just like you’d go,
20:30
business, just like you’d go, maybe for like an annual
20:32
maybe for like an annual check-up, It doesn’t hurt to
20:33
check-up, It doesn’t hurt to see if there’s anything you’re
20:34
see if there’s anything you’re missing right and and being in
20:36
missing right and and being in the day-to-day grind of it, you
20:37
the day-to-day grind of it, you can potential. Some blinders on
20:40
can potential. Some blinders on and you don’t see the full
20:42
and you don’t see the full picture us being in the
20:43
picture us being in the software you know every day
20:45
software you know every day almost all day. we can kind of
20:48
almost all day. we can kind of put together the pieces in a
20:50
put together the pieces in a little bit of a different way.
20:51
little bit of a different way. so yeah, no matter what size or
20:54
so yeah, no matter what size or how you think you are it
20:55
how you think you are it doesn’t hurt to kinda dedicate
20:57
doesn’t hurt to kinda dedicate 15, and that’s just to make
20:58
15, and that’s just to make sure you’re not missing
20:59
sure you’re not missing anything and yeah book a time
21:01
anything and yeah book a time with probably myself and
21:02
with probably myself and sometimes Mike and we’ll we’ll
21:05
sometimes Mike and we’ll we’ll definitely you know let you
21:06
definitely you know let you know kind of where you’re at
21:08
know kind of where you’re at and and the results of of this
21:10
and and the results of of this audit. Yeah. I’m really. With
21:12
audit. Yeah. I’m really. With that audit, too cuz it actually
21:13
that audit, too cuz it actually will give you a score in each
21:15
will give you a score in each area and and highlight the pain
21:17
area and and highlight the pain points so based on the stage of
21:19
points so based on the stage of business, where is the most
21:20
business, where is the most important part for that part of
21:21
important part for that part of business? is it is it getting
21:23
business? is it is it getting leads? Is it sales? Is it
21:25
leads? Is it sales? Is it upsells? Is it employee
21:27
upsells? Is it employee processes based on the stage of
21:28
processes based on the stage of your business in this audit,
21:29
your business in this audit, we’re gonna be able to pinpoint
21:30
we’re gonna be able to pinpoint okay. Maybe you have two or
21:31
okay. Maybe you have two or three different issues, but
21:32
three different issues, but this is the most important one
21:33
this is the most important one at the stage of business where
21:34
at the stage of business where you’re at where you wanna go so
21:36
you’re at where you wanna go so no matter the software
21:37
no matter the software platform, Click the link below.
21:39
platform, Click the link below. We’re happy to hop on Screen
21:41
We’re happy to hop on Screen share But if you’re still in
21:43
share But if you’re still in the truck, there’s no excuse
21:45
the truck, there’s no excuse blackout 15 to 20 minutes of
21:46
blackout 15 to 20 minutes of your lunch time next week or
21:47
your lunch time next week or two hop on a call with us so we
21:49
two hop on a call with us so we can dial this out for you and
21:50
can dial this out for you and shoot you an email with some
21:51
shoot you an email with some results on it, but the idea is
21:53
results on it, but the idea is we wanna go in and help you be
21:55
we wanna go in and help you be successful in your service
21:56
successful in your service business and the way to be
21:57
business and the way to be successful foundation is having
21:59
successful foundation is having a solid set up in your software
22:01
a solid set up in your software and if you’re using Service
22:02
and if you’re using Service Autopilot, we’re gonna really
22:03
Autopilot, we’re gonna really be able to lift the hood and
22:04
be able to lift the hood and dial it in and let you know
22:05
dial it in and let you know what you need at the stage of
22:06
what you need at the stage of business where you’re at as a
22:09
business where you’re at as a certified adviser who knows
22:10
certified adviser who knows maybe we can even Dive in and
22:14
maybe we can even Dive in and let your hand if you need some
22:15
let your hand if you need some help or at least show you a
22:17
help or at least show you a video that we’ve already
22:18
video that we’ve already pre-built or if we don’t have a
22:20
pre-built or if we don’t have a pre make a video for you to
22:21
pre make a video for you to show you how to do it yourself
22:22
show you how to do it yourself so not really looking to sell.
22:23
so not really looking to sell. We’re looking to just help you
22:25
We’re looking to just help you as an adviser to help you take
22:25
as an adviser to help you take your life back from your
22:27
your life back from your business and by doing so having
22:28
business and by doing so having a strong foundation in your
22:31
a strong foundation in your software so make sure you click
22:33
software so make sure you click the link in the comments hit
22:34
the link in the comments hit the landing page that is gonna
22:37
the landing page that is gonna be right here. and click that
22:40
be right here. and click that time to talk to myself or Dylan
22:42
time to talk to myself or Dylan and we’ve also have a couple of
22:44
and we’ve also have a couple of testimonials of some people who
22:45
testimonials of some people who have actually gone through some
22:47
have actually gone through some of these trainings Here spent
22:47
of these trainings Here spent two days with us live. In New
22:50
two days with us live. In New York, what you can expect for
22:52
York, what you can expect for the knowledge and skills that
22:53
the knowledge and skills that we bring to actually dissect
22:55
we bring to actually dissect and and do an analysis of your
22:57
and and do an analysis of your software. so Dylan any closing
22:58
software. so Dylan any closing thoughts before we wrap this
23:00
thoughts before we wrap this up. I appreciate you spending
23:01
up. I appreciate you spending some time and helping me out
23:03
some time and helping me out doing this analysis for people
23:05
doing this analysis for people in the Service, Autopilot
23:07
in the Service, Autopilot ecosystem or if you’re using
23:09
ecosystem or if you’re using other software, we have the
23:09
other software, we have the ability to go in and give you
23:11
ability to go in and give you analysis to see the key points
23:12
analysis to see the key points you should be using in your
23:13
you should be using in your software and if those points
23:15
software and if those points aren’t there, the future aren’t
23:17
aren’t there, the future aren’t there. maybe it’s time to take
23:19
there. maybe it’s time to take a look at a software that does
23:19
a look at a software that does have those features. Yeah. Not
23:23
have those features. Yeah. Not My my closing thought is is
23:24
My my closing thought is is definitely try to carve out you
23:25
definitely try to carve out you know 15 to 20 minutes we can
23:27
know 15 to 20 minutes we can run through this analysis
23:28
run through this analysis really quickly you’ll you’ll
23:30
really quickly you’ll you’ll get a kind of a pulse with your
23:31
get a kind of a pulse with your business and then we’ll also
23:33
business and then we’ll also share this analysis with you so
23:35
share this analysis with you so you’ll have a copy of it.
23:35
you’ll have a copy of it. You’ll be able to see kind of
23:37
You’ll be able to see kind of you know what you need to
23:38
you know what you need to improve on or what you’re doing
23:39
improve on or what you’re doing really good on so totally
23:41
really good on so totally recommend spending the time to
23:43
recommend spending the time to do it. It’s a worthwhile
23:44
do it. It’s a worthwhile investment for sure, awesome.
23:46
investment for sure, awesome. Well, we’ll see everyone else
23:47
Well, we’ll see everyone else every Friday the SA weekly talk
23:49
every Friday the SA weekly talk show where Cody and I. bring in
23:52
show where Cody and I. bring in industry. And break down
23:55
industry. And break down different facets of your
23:57
different facets of your business, but one thing we
23:58
business, but one thing we really don’t talk about there
23:59
really don’t talk about there at the SE weekly talk show at
24:02
at the SE weekly talk show at one PM Eastern 12 Central is
24:03
one PM Eastern 12 Central is the foundational analysis of
24:05
the foundational analysis of the software and what it looks
24:06
the software and what it looks like fully set up. so if you
24:08
like fully set up. so if you haven’t had an analysis of your
24:10
haven’t had an analysis of your Service, Autopilot, click the
24:10
Service, Autopilot, click the link below. Dylan and I are
24:12
link below. Dylan and I are really excited to hop on and
24:13
really excited to hop on and hopefully a screenshot if not a
24:14
hopefully a screenshot if not a phone call with you and get
24:15
phone call with you and get your report of this analysis.
24:17
your report of this analysis. so you know the biggest return
24:18
so you know the biggest return on investment in pain points in
24:21
on investment in pain points in your software set up for
24:22
your software set up for success. so we’ll see you
24:23
success. so we’ll see you hopefully at a screenshot or a
24:24
hopefully at a screenshot or a phone call. we don’t a nice
24:25
phone call. we don’t a nice tune. Link below and we’ll see
24:27
tune. Link below and we’ll see you Dylan Thanks again.

____________________________________________________________________
Video Link: https://www.youtube.com/watch?v=jOsjrFokrxQ&t=4s

Embed Code:

Transcript:
00:01
Welcome back to Callahan’s
00:02
Welcome back to Callahan’s corner, Where are you asking
00:03
corner, Where are you asking the questions we answer live
00:04
the questions we answer live right here on Facebook so one
00:06
right here on Facebook so one of the questions that was
00:07
of the questions that was submitted this week was how do
00:08
submitted this week was how do we go out and incorporate
00:10
we go out and incorporate videos in our estimate
00:12
videos in our estimate Documents inside Service
00:13
Documents inside Service Autopilot well, there’s two
00:16
Autopilot well, there’s two actually three different ways
00:17
actually three different ways you can do that particularly to
00:19
you can do that particularly to the question I would probably
00:20
the question I would probably suggest two options that would
00:22
suggest two options that would be best we can go in and edit
00:25
be best we can go in and edit the actual document on the fly
00:27
the actual document on the fly and insert the video or we can
00:29
and insert the video or we can assert the video. A service
00:30
assert the video. A service level and I’m gonna show you
00:31
level and I’m gonna show you how to do both of those the
00:33
how to do both of those the idea, though, is definitely not
00:35
idea, though, is definitely not for a gateway service such as
00:36
for a gateway service such as lawn mowing or cleaning or
00:39
lawn mowing or cleaning or fertilization. the idea is this
00:41
fertilization. the idea is this is a bigger job landscape
00:43
is a bigger job landscape design build or probably I
00:46
design build or probably I would say five to $6000 or more
00:47
would say five to $6000 or more of a job or you’re actually out
00:49
of a job or you’re actually out there physically estimating it
00:51
there physically estimating it I would not recommend going out
00:53
I would not recommend going out with your phone or camera and
00:55
with your phone or camera and making a video for the
00:56
making a video for the estimate, but no matter the
00:58
estimate, but no matter the industry, lawn care or home
00:59
industry, lawn care or home clean. This is very applicable
01:00
clean. This is very applicable and this actually maybe an
01:02
and this actually maybe an interesting play in the home
01:03
interesting play in the home cleaning industry as well. I
01:04
cleaning industry as well. I wanna say what’s up to. As
01:06
wanna say what’s up to. As well, just crushing it in the
01:09
well, just crushing it in the cleaning industry, one of our
01:10
cleaning industry, one of our CDF members we’ve been working
01:12
CDF members we’ve been working with but so the idea here is we
01:13
with but so the idea here is we wanna be able to embed a video
01:15
wanna be able to embed a video that can play live inside the
01:16
that can play live inside the estimate document inside
01:17
estimate document inside Service Autopilot so you’re
01:19
Service Autopilot so you’re gonna do is I’m gonna open up
01:19
gonna do is I’m gonna open up the screen and show you how
01:21
the screen and show you how this can be done now the first
01:23
this can be done now the first way I would probably recommend
01:25
way I would probably recommend this is if you have a landscape
01:27
this is if you have a landscape maintenance job such as lawn
01:30
maintenance job such as lawn mower or fertilizing or weekly
01:31
mower or fertilizing or weekly cleaning or top to bottom
01:33
cleaning or top to bottom deluxe cleaning your home
01:34
deluxe cleaning your home cleaning industry, I would
01:35
cleaning industry, I would recommend putting it on. Level
01:37
recommend putting it on. Level or by default, or in the
01:40
or by default, or in the estimates document, but the
01:41
estimates document, but the questions specifically was how
01:42
questions specifically was how do I enter this in on the fly.
01:44
do I enter this in on the fly. So what you’d wanna do is open
01:46
So what you’d wanna do is open up your estimate document and
01:47
up your estimate document and go to templates and we’re gonna
01:49
go to templates and we’re gonna recommend is making one for
01:50
recommend is making one for leads and clients cuz we can
01:52
leads and clients cuz we can have significantly different
01:53
have significantly different conversations based on where
01:54
conversations based on where they’re at the customer life
01:55
they’re at the customer life cycle, but I’m gonna go and see
01:56
cycle, but I’m gonna go and see this person’s a lead and. just
02:00
this person’s a lead and. just scroll down and I’m gonna use
02:01
scroll down and I’m gonna use shrub. pruning is an example,
02:02
shrub. pruning is an example, but this could be any service
02:04
but this could be any service cleaning lawn care bill, it
02:06
cleaning lawn care bill, it doesn’t matter. idea here is
02:09
doesn’t matter. idea here is I’m gonna just put a price in
02:11
I’m gonna just put a price in here of A hundred and 50 Bucks
02:12
here of A hundred and 50 Bucks plus some some disposal fee but
02:15
plus some some disposal fee but the job is a hundred and $81
02:17
the job is a hundred and $81 and 33 cents point five hours
02:20
and 33 cents point five hours in order to do the job so the
02:22
in order to do the job so the way to do it on the service
02:23
way to do it on the service level is we wanna click the top
02:26
level is we wanna click the top little paper there there and
02:28
little paper there there and got my predetermined
02:30
got my predetermined description from the service.
02:31
description from the service. so I’ve included what it
02:33
so I’ve included what it includes what it doesn’t
02:34
includes what it doesn’t include and I’ve got some
02:35
include and I’ve got some special job notes, but if we
02:36
special job notes, but if we can. And click the code view.
02:40
can. And click the code view. We’re gonna get down to the
02:41
We’re gonna get down to the last line and then we’re gonna
02:43
last line and then we’re gonna go to Youtube. Traditionally
02:44
go to Youtube. Traditionally you wanna make this video a
02:47
you wanna make this video a private and when you see em bed
02:49
private and when you see em bed coated only work on this and it
02:51
coated only work on this and it won’t be visible to public.
02:52
won’t be visible to public. There’s other third party apps
02:53
There’s other third party apps and it won’t get into that
02:55
and it won’t get into that actually load it right up to
02:57
actually load it right up to their software server and you
02:58
their software server and you can take the embed code there
02:59
can take the embed code there that works as well. so what you
03:01
that works as well. so what you wanna do is you wanna go to
03:02
wanna do is you wanna go to share? and with you any of the
03:05
share? and with you any of the major providers are gonna have
03:06
major providers are gonna have this but you’d go in and hit
03:07
this but you’d go in and hit copy you wanna grab this HTML
03:09
copy you wanna grab this HTML code. We’re gonna go. View lead
03:14
code. We’re gonna go. View lead and we’re simply just gonna
03:15
and we’re simply just gonna paste it in there now. based on
03:17
paste it in there now. based on what I know about Service
03:19
what I know about Service Autopilot and what we’ve done
03:20
Autopilot and what we’ve done in the past you may want to
03:23
in the past you may want to play with the height with I’m
03:23
play with the height with I’m gonna make this. the width 300.
03:27
gonna make this. the width 300. I’m gonna make the height to
03:29
I’m gonna make the height to 50. We’ll see what that looks
03:30
50. We’ll see what that looks like but once you figure out
03:31
like but once you figure out what it looks like you’ll know
03:32
what it looks like you’ll know and then the idea is you don’t
03:34
and then the idea is you don’t hit apply it. We want to code
03:36
hit apply it. We want to code view and that will pull that
03:39
view and that will pull that actually into the the
03:41
actually into the the estimates. so that’s the.
03:43
estimates. so that’s the. You’ve got to put it in the
03:44
You’ve got to put it in the code view and click back out of
03:45
code view and click back out of it for it to save it. now this
03:48
it for it to save it. now this actually will play live right
03:48
actually will play live right inside the estimate as a
03:51
inside the estimate as a previous as you can see what
03:52
previous as you can see what that looks like now, we’re
03:53
that looks like now, we’re gonna hit apply that’s quoted
03:55
gonna hit apply that’s quoted so we’re gonna save go down and
03:56
so we’re gonna save go down and hit save Now if you don’t want
03:58
hit save Now if you don’t want it on the service level, we can
04:00
it on the service level, we can also put it on the estimate
04:01
also put it on the estimate document itself. so that’s
04:04
document itself. so that’s option number two. So that’s
04:05
option number two. So that’s what you do. Scroll up here and
04:07
what you do. Scroll up here and hit edit Now, this is only a
04:09
hit edit Now, this is only a one -time edit. So what I’m
04:11
one -time edit. So what I’m recommending and I’ll show you
04:12
recommending and I’ll show you what I actually preview this
04:13
what I actually preview this that Some pre-built videos that
04:17
that Some pre-built videos that always come up out of the
04:18
always come up out of the service, but this question is a
04:20
service, but this question is a good question. It was really
04:21
good question. It was really what if I were to have a really
04:23
what if I were to have a really high end job and I wanna do a
04:25
high end job and I wanna do a showcase with walking around my
04:27
showcase with walking around my phone and making a video. So
04:28
phone and making a video. So this is the estimate document
04:30
this is the estimate document basically and if you are going
04:32
basically and if you are going in the documentary, this is how
04:34
in the documentary, this is how we built it for everybody, but
04:35
we built it for everybody, but this is gonna allow you to
04:36
this is gonna allow you to actually go in and customize
04:38
actually go in and customize it. So maybe I wanna go in. And
04:43
it. So maybe I wanna go in. And just add the HTML block here.
04:46
just add the HTML block here. Same thing if I go right up
04:48
Same thing if I go right up here. and paste. that HTML code
04:53
here. and paste. that HTML code once again the copy.
04:57
It in there and it doesn’t
05:01
It in there and it doesn’t really appear to need to be
05:02
really appear to need to be edited in there if you need to
05:04
edited in there if you need to edit it if you scroll in here
05:06
edit it if you scroll in here the heightened with. you can
05:09
the heightened with. you can see my cursor right there is
05:10
see my cursor right there is where you’d adjust that now for
05:12
where you’d adjust that now for the full page, you’re probably
05:13
the full page, you’re probably right so obviously we wouldn’t
05:15
right so obviously we wouldn’t wanna post in both the service
05:17
wanna post in both the service line and the estimate document,
05:19
line and the estimate document, but we will do that. in
05:21
but we will do that. in addition if you scroll down
05:22
addition if you scroll down here, you’ll see for best
05:23
here, you’ll see for best practice that I recommend is we
05:25
practice that I recommend is we had our top six to nine
05:26
had our top six to nine services built. Here so this is
05:28
services built. Here so this is your 24 seven sales person. so
05:31
your 24 seven sales person. so it’s standardized, including
05:32
it’s standardized, including what’s included. what’s not
05:33
what’s included. what’s not included in your satisfaction
05:35
included in your satisfaction guarantee. We overcome any
05:36
guarantee. We overcome any sales or price objections and
05:37
sales or price objections and those will play live inside the
05:38
those will play live inside the video. so that’s something that
05:39
video. so that’s something that will play no matter the
05:40
will play no matter the estimate but the idea is I’m
05:42
estimate but the idea is I’m gonna show you the example
05:43
gonna show you the example here. so I’m gonna save this.
05:45
here. so I’m gonna save this. so this is a one -off video
05:47
so this is a one -off video that we’ve created right here
05:48
that we’ve created right here and then we have one the one
05:50
and then we have one the one off video on the service level
05:52
off video on the service level of shrub pruning, but now once
05:53
of shrub pruning, but now once we have that we can close We’re
05:56
we have that we can close We’re gonna hit save and now this is
05:58
gonna hit save and now this is only safe for this estimates
06:00
only safe for this estimates that video will be particular
06:00
that video will be particular to that particular client. and
06:04
to that particular client. and it looks like I closed out of
06:05
it looks like I closed out of that by mistake. So let me open
06:06
that by mistake. So let me open that up and I’ll actually email
06:09
that up and I’ll actually email this to myself and then show
06:11
this to myself and then show you what the consumer would
06:12
you what the consumer would actually see in a live version
06:14
actually see in a live version of this but this is you know
06:17
of this but this is you know the nuts and bolts of it here
06:19
the nuts and bolts of it here and that’s what you can do with
06:21
and that’s what you can do with Service Autopilot with some
06:23
Service Autopilot with some very easy manipulation and just
06:24
very easy manipulation and just to remind you. On the level
06:27
to remind you. On the level here as we hit that little icon
06:28
here as we hit that little icon here, scroll down and it’s
06:30
here, scroll down and it’s here, but that needs to be done
06:32
here, but that needs to be done in the cold View. So we’re
06:34
in the cold View. So we’re gonna show you both examples.
06:35
gonna show you both examples. I’m gonna hit Email free
06:38
I’m gonna hit Email free template emails gonna load up.
06:39
template emails gonna load up. idea here Is you want a
06:41
idea here Is you want a marketing context? That’s the
06:42
marketing context? That’s the same what we did in my company
06:43
same what we did in my company is we had some things here
06:47
is we had some things here quote link and then we had two
06:48
quote link and then we had two buttons, call us and text now
06:49
buttons, call us and text now if they’re on the Mobile, they
06:50
if they’re on the Mobile, they can hit it. We need to think
06:51
can hit it. We need to think all our lead letter. These are
06:52
all our lead letter. These are the five or six million reasons
06:54
the five or six million reasons why we are different that our
06:55
why we are different that our competitors and include some
06:56
competitors and include some testimonials so this loads up
06:57
testimonials so this loads up every time we hit send and I’m
06:59
every time we hit send and I’m gonna hop over to the other
07:00
gonna hop over to the other screen here in a second and.
07:02
screen here in a second and. How this actually looks in on
07:05
How this actually looks in on the service level the document
07:06
the service level the document and then prebuilt videos that
07:07
and then prebuilt videos that we’re just canned in that
07:09
we’re just canned in that estimate as well. any comments
07:11
estimate as well. any comments or questions so here in
07:12
or questions so here in Callahan’s corner happy to
07:13
Callahan’s corner happy to answer live or on the recorded
07:15
answer live or on the recorded version but that has just
07:18
version but that has just popped through here on my other
07:19
popped through here on my other screen and I’m gonna pull it
07:22
screen and I’m gonna pull it over just as we got the Email
07:26
over just as we got the Email with the lead letter, they’re
07:27
with the lead letter, they’re gonna click so I’m basically
07:29
gonna click so I’m basically your consumer now. I’m gonna
07:29
your consumer now. I’m gonna click view my proposal and now.
07:32
click view my proposal and now. that basically that estimate
07:36
that basically that estimate shows up so you’ve got step one
07:37
shows up so you’ve got step one select services Step two
07:38
select services Step two acceptance sign So this was the
07:40
acceptance sign So this was the example of doing it actually on
07:42
example of doing it actually on the job level so that you can
07:44
the job level so that you can have multiple videos from your
07:46
have multiple videos from your phone in the field outlining
07:48
phone in the field outlining your estimate and service how
07:49
your estimate and service how to do that or if you wanted to
07:52
to do that or if you wanted to do it in the body of the
07:55
do it in the body of the document when we went in and
07:56
document when we went in and saved it went to edit and added
07:57
saved it went to edit and added the HTML code. This was the
07:59
the HTML code. This was the example, but they do in fact
08:02
example, but they do in fact And play live right inside the
08:04
And play live right inside the estimate what I would recommend
08:06
estimate what I would recommend though on your normal services
08:08
though on your normal services don’t make a particular video
08:10
don’t make a particular video there. Yes, there is some value
08:11
there. Yes, there is some value to it. That’s where you’re only
08:12
to it. That’s where you’re only your higher-end services or
08:14
your higher-end services or maybe you’re going to do a
08:15
maybe you’re going to do a property inspection for
08:16
property inspection for upsells. That’s the two plays
08:18
upsells. That’s the two plays I’d recommend idea of
08:20
I’d recommend idea of automation or automating and
08:22
automation or automating and streamlining your estimate
08:22
streamlining your estimate process is having a great
08:24
process is having a great matrix. It kicks out a price
08:26
matrix. It kicks out a price budget time and cost based on
08:27
budget time and cost based on area linear link or number of
08:29
area linear link or number of units what I would recommend,
08:31
units what I would recommend, though is. Videos here and can
08:33
though is. Videos here and can and have this load every time
08:36
and have this load every time you do a service so if you’re
08:37
you do a service so if you’re in lawn care your core services
08:38
in lawn care your core services if you’re in home cleaning talk
08:40
if you’re in home cleaning talk about the difference between a
08:42
about the difference between a regular maintenance, clean your
08:43
regular maintenance, clean your weekly or by week three or four
08:45
weekly or by week three or four weeks, and then talk about the
08:46
weeks, and then talk about the difference between the top to
08:47
difference between the top to bottom deluxe that’s required
08:48
bottom deluxe that’s required for your regular maintenance
08:49
for your regular maintenance clean or a deep clean that is
08:52
clean or a deep clean that is really important because most
08:53
really important because most consumers don’t know that we’re
08:54
consumers don’t know that we’re gonna be talking about things
08:55
gonna be talking about things like we’re using a microfiber
08:57
like we’re using a microfiber on the shades for the deep
08:58
on the shades for the deep clean and they top to bottom
09:00
clean and they top to bottom deluxe versus maybe. On a
09:02
deluxe versus maybe. On a weekly same thing with Lawn
09:03
weekly same thing with Lawn Care, we wanna be looking at
09:05
Care, we wanna be looking at things like are we sticking are
09:06
things like are we sticking are weed whacking? Are we blowing
09:08
weed whacking? Are we blowing the grass away from the beds?
09:10
the grass away from the beds? What is the process so break it
09:12
What is the process so break it down in if there’s objections
09:14
down in if there’s objections to the sale of the service that
09:16
to the sale of the service that you usually have to overcome
09:17
you usually have to overcome like hey, I’ve got kids and a
09:18
like hey, I’ve got kids and a dog. I’m worried about the
09:19
dog. I’m worried about the contractor closing the defense
09:21
contractor closing the defense behind them address that
09:22
behind them address that upfront create your
09:23
upfront create your satisfaction guarantee All that
09:25
satisfaction guarantee All that should be in these videos. So
09:27
should be in these videos. So now you are shortening that
09:28
now you are shortening that sale cycle and addressing those
09:30
sale cycle and addressing those questions up. they are a little
09:32
questions up. they are a little quirky. This is exactly right
09:34
quirky. This is exactly right from my lawn care company here
09:36
from my lawn care company here you can see they’re they’re
09:37
you can see they’re they’re pretty dated hairline is still
09:39
pretty dated hairline is still kinda kicking before it is now,
09:41
kinda kicking before it is now, so these are things that are
09:42
so these are things that are very successful in my business
09:43
very successful in my business and I highly suggest that if
09:45
and I highly suggest that if you’re comfortable or even not
09:46
you’re comfortable or even not comfortable in front of the
09:47
comfortable in front of the camera and make some of these
09:48
camera and make some of these videos first draft is better
09:50
videos first draft is better than no draft. So I’d recommend
09:52
than no draft. So I’d recommend pre canning this at the bottom
09:53
pre canning this at the bottom of the Doc when our new service
09:55
of the Doc when our new service level and if you wanna
09:56
level and if you wanna customize it with your Mobile
09:57
customize it with your Mobile or camera based on a larger
09:58
or camera based on a larger job, five or 6000. Then you
10:02
job, five or 6000. Then you take those and then you got me
10:04
take those and then you got me on the service line or in the
10:06
on the service line or in the document on the fly when we go
10:08
document on the fly when we go up and hit that Edit tab after
10:10
up and hit that Edit tab after we save the estimate that’s
10:11
we save the estimate that’s only save that one So comments
10:14
only save that one So comments questions drop below Callahan’s
10:15
questions drop below Callahan’s corner. You ask the questions
10:16
corner. You ask the questions we answered live right here on