Videos

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back to kellahan corner where you ask a
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question answer some live right here on
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Facebook got a User submitted question
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in uh one of the service autopilot user
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groups talking about going in and
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setting up discounts on a grid and
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actually having it show on the estimate
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itself um so I’m going to dive into the
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question here this question was asked by
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Ted uh we create a dollar amount
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discount for specific uh services using
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a percentage Buton on the right hand
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side of the estimate Builder the
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estimate client sees um now shows the
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discounted price is there a way to have
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the estimate show the original price
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than the discounted amount thereafter we
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want them to see what they would
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normally play and the discount they are
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receiving is there a way to show the
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discount in the same line item on the
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estimate
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form um and he has some other questions
0:46
regarding that of ways he could possibly
0:48
do it what I’m going to recommend is for
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Ted to go down to the foundational parts
0:52
to actually uh build this out so what
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I’m gonna do is go in in normal fashion
0:57
to Callahan Corner open this up for Ted
0:59
um and actually just let them see how to
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do it so the first thing you want to do
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is go into our gear icon here and go
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into discount so first place we’re going
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to go in looks like Ted’s got this set
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up but if you’re watching this for the
1:12
first time ever uh we need to go in and
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add a discount so I’m going to go in and
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put this our Facebook
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live discount uh could be a prepaid
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discount could be a ton of different
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discounts but whatever that discount is
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uh we’re going to put that in for
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today’s example we’re going to make this
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the Facebook live discount um and I’m
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going to make this a
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10.5% uh discount very similar to one we
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just did for deep dive earlier this week
1:37
and our account uh we’re going to put
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that in as
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uh we’re just going to put this
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accounting and we’ll class that out for
1:46
the summer months once we have that
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discount set up uh we’ve got a discount
1:51
that can be set up so what we’re going
1:52
to do is go into our templates here and
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I’m going to grab a pre-built template
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probably should have done this uh before
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the Facebook live but we’re going to go
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in and grab one here that looks
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like we may have one
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for Holiday
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Lights All right so this will work so
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let’s say we have a prepaid discount of
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10 a half% for Holiday Lights uh I don’t
2:18
necessarily recommend prepaid discounts
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but uh if you’re going to do some kind
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of discount uh this is how you would set
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it up so what we would do is go into the
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job estimate template here and go to the
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left just like Ted talked about but
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we’re going to go in and grab the
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percentage icon we’re going to select
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the Facebook live discount that’s 10 and
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a half% and we can put an expiration
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date for today’s conversation we
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won’t uh once again we’re selecting
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these discounts we just did this with a
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current client uh doing an actual CRM
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setup with service autopilot to be
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actual set this up so this was actually
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uh
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pretty uh recent of what we just did
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with a client so now that we’ve got the
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discount set
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appropriately on the actual job estimate
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template we can see the Green version
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here uh we may in this example want to
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double this up and actually show the
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prepaid discount versus the actual non-
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discount but this does not actually that
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would not answer Ted’s question uh but
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for best practice if you want you can
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actually show uh the discount here so if
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we go
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in 15 linear feet of um C9 bulbs it is
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755 with the discount it comes out to
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654 so if we did the same exact holiday
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like demo here and added the package um
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this is one way of displaying it not the
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way the Tad asked but I’m going to show
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you what that would look like so if we
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had the same 150 linear feet of C9 for
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Holiday Lights uh the consumer could
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definitely see at a very easy level that
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the discounted price is 6 6757 three uh
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we got 7 and a half man hours between
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setup and takedown it’s cost you 600 and
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profit margin is 11.2 now obviously in a
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real scenario we want to see that
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upwards about 80 to 85% net um and what
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we’ve got here is the same exact example
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here uh but Ted would be able to show
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them very simply what the discount is
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compared to each package and they need
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select the discounted or non- prepaid um
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discount prepaid or non- discount prepay
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so that’s how we would tackle that on
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one level but to answer Ted’s question
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directly uh we set out the discounts
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here and I’m going to hit save and close
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now one thing we need to do before we
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set this up for Ted is go into the gear
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icon estimate grids so this is going to
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be go in gear icon estimate grids we
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need to set up the display to show the
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granular area that Ted wants to see so
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what we’re going to do is go in and call
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this our
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uh Ted example if you don’t know Ted Ted
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also goes by the name of baby boss so
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just a stud uh but we’re going to do is
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set this up for Ted here um so we’re
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going to add in the estimate description
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traditionally remove service invoice uh
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drag this bad boy
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over and in Ted’s example I would
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probably get rid of the rate in quantity
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uh and what we’ve got here subtotal
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sales tax total total uh one thing that
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is not highlight by default is Show
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discount so that’s what we’re going to
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do to show Ted’s example so that should
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do it here and this is the uh
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0000 Z Ted example all right we’re going
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to hit save then we’re going to go to
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our estimate document here I’ve got one
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right here so this one is our Misfits
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estimate example and we’re going to go
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in and I’m going to refresh this to pull
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in the new area so hopefully we can get
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that new area so we’re going to go into
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our Dynamic content and we got Ted’s
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example here so this is where the price
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is going to be displayed for the
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discount and we’re going to go in and
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hit
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save and
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close
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yes and just so I don’t forget we have
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the template we just worked on for
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Holiday Light demo I am going to connect
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that now
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to if it’s estimate demo so we’ve
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connected that in with the grid now that
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we have this we are going to go in and
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see if we can’t make some magic happen
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here on Facebook so all we’re going to
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do first thing is we’re going to add in
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a
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lead first name last
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name type in our
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address
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and determine that we would put our
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email in
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there number in the cell phone field we
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want to go in and go into details
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commercial or
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residential and sales how’d you hear
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about us I heard you about from the
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Every Door Direct mailing with the
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picture all right now that we’ve got
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that lead in there it’s time to work a
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little magic on this grid for Ted
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here traditionally we are going to go
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into
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the gear
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icon and go to our holiday lights
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form and plug that in and put in the
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linear feet of roof line now full
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transparency I don’t know if this is a
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custom field we’re working with but
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let’s just put
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uh 225 linear
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feet and one wreath you submit that now
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with that working in the way we’ve built
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this out we would now hit and add an
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estimate so Ted is actually on site he’s
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measured that roof liner online he’s
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going to go to templates and
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grab is template of holiday light
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demo and look at that so we’ve got our
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150 linear feet for 755 and we’ve got
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our discount here uh so this is the one
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we would want to show so we’re hit the
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checkbox here go up to the upper header
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and hit quote scroll down and hit save
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probably if we’re just getting used to
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system want to do a preview to make sure
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this works and then we’ll email it out
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and I’ll show you what the live copy
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could look
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like all
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right this is what Ted’s looking for
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Holiday Light demo installation C9
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removal 775 discount of 7928 and the
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grand total uh so Ted that’s how you
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handle that adding a discount we want to
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get the appropriate Grid in there uh
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like I said the other way of of
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potentially tackling this here as we
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went side to
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side um I would suggest not putting a
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total in the bottom we could show them
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based on the 750 the 650 675 versus 755
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it’s going to clearly show the prepaid
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discount or the non- discount that way
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as well so that’s a way to do both back
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toback that would be my recommendation
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but based on Ted’s uh question this is
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how we’d want to do it um get that grid
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and set that up and once again that grid
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um in Ted’s example is pulling in the
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discounts
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here on here um and then if you want it
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to be really stealthy with it if it was
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a prepaid discount or
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early sign
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up you can actually type it in there so
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once again Kellan corner you ask
9:49
questions we answer them live right here
9:50
on Facebook answering your questions
9:52
around CRM setup job costing automations
9:55
uh if you have any questions you like to
9:57
see how we can help you uh make sure you
9:59
hit sgsc call.com to book a free
10:02
consultation for 30 to 40 minutes with
10:04
one of our seven figure business experts
10:06
where simple growth is your trusted
10:08
advisor for all things automations CRM
10:11
setup and coaching scaling to seven
10:14
figures and then eight figures and
10:15
Beyond so Kellan corner you ask a
10:17
questions answer some live right here
10:18
Facebook answering Ted’s question live
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from Facebook how to go out and provide
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estimate grids and provide that on the
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estimate and two different options for
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best practice we’ll see you again in K
10:30
hands corner

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hey Mike Kellen here wanted to come live
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on a special edition of Kellan corner
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you asked a question answer him live
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right here on Facebook uh got Jack from
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Rambling Jackson uh right now and he is
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doing a whole lot of things along
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website development SEO and a whole lot
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other things we’re going to be diving
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into but as normal uh fashion I want to
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get in and get Jack over here to do some
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actual content provide some value um and
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he’s got a very special event coming up
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this Thursday we’re going to talk about
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as well um but Jack I know you work with
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a lot of the simple growth and simple
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estimate clients uh far as around SEO
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their website and a few other things as
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well I believe so if people haven’t met
0:36
you heard of it um if you don’t mind
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kind of introducing yourself and kind of
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giving a little background of how you
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got into uh the green industry here yeah
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absolutely Mike thanks for having me my
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name is Jack Justice and I’m the CEO at
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Ramblin Jackson We Are the snow and
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Landscape marketing agency we’ve been
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around for about 14 years and I got my
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start in the in the green industry
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working at a plant nursery and garden
1:01
center in the Chicago area of Illinois
1:03
where I grew up and um I started my
1:07
marketing agency I acquired a local SEO
1:10
company that’s that’s been one of the
1:11
core focuses for me from the beginning
1:14
and we were getting a lot of great
1:15
results for contractors for landscape
1:18
contractors arborus Home Remodeling HVAC
1:22
and I got hired to speak at a green
1:24
Industry Show around 10 years ago and at
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that show I got a ton of landscap AP
1:30
clients garden centers arborus and after
1:33
a while that became 30% of our revenue
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and after a couple years we we decided
1:38
to Rebrand so around eight years ago we
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went all in on the snow and Landscape
1:42
industry we’ve have over 300 clients
1:45
around the country and I also run the
1:48
landscapers guide podcast where I
1:50
interview snow and Landscape leaders
1:52
about leadership sales and
1:55
marketing awesome I know I’ve seen over
1:58
the last few years the uh landscaper
2:00
sales survey where you dig into kind of
2:02
what’s going on from last year to this
2:03
year the different shifts and Trends and
2:05
know one of the big things that myself
2:07
personally um I love to look at a lot of
2:09
non-emotional data in the industry and
2:11
where the industry is at and where
2:12
they’re going very similar to Wayne
2:13
Gretzky’s hockey analogy he wanted to be
2:15
where the Puck’s going to be and not
2:17
where it actually currently is so I know
2:18
you’ve been really attuned to where the
2:20
Market’s going and the different things
2:22
um but really as you’re diving in I I
2:24
know there’s a few things that you
2:25
touched on before the show that you’re
2:26
seeing are major differences from 2020
2:29
to 2023 and now shifting in the
2:32
2024 but one of the most notable things
2:34
is you know what’s the difference
2:35
between social right now as driving
2:37
traffic versus SEO in our lawn care and
2:40
snow removal companies see some yeah so
2:43
so you know a couple years ago I
2:46
realized that no one in the industry is
2:48
currently benchmarking sales and
2:50
marketing data for the industry so there
2:53
are a lot of great industry surveys that
2:55
come out and they usually have like one
2:57
question around marketing and it’s
2:59
usually like how much are you spending
3:01
or something like that so I want I
3:03
wanted to take it a step further and
3:05
break this out by region what’s working
3:07
in the Northeast how is that different
3:09
from what’s working in the Southeast
3:11
what’s happening in Central and how is
3:13
that different from the West so last
3:15
year we had 165 people take the snow and
3:18
Landscape sales survey and we got some
3:20
really great information and then this
3:22
year we’ve had over 200 and I literally
3:25
just got the results yesterday and I’m
3:28
finalizing my analysis of it to present
3:32
on Thursday so that’s one of the fun
3:34
things is we have our landscaper Summit
3:36
this Thursday it’s a virtual conference
3:39
and I’m going to be doing a whole
3:40
presentation on this but one of the
3:42
things that that stood out to me right
3:44
away was one of the question was we ask
3:47
which marketing works best for you and
3:50
last year it was social media was was
3:55
the top driver of which marketing works
3:58
best for you and this year it’s search
4:02
engine optimization SEO so I’m seeing um
4:06
and and I’ve looked at this the size of
4:08
the companies the revenue that they make
4:11
is is comparable there’s no major
4:14
difference in like who took the survey
4:16
we just have more people but I’m seeing
4:19
that search engine optimization is a is
4:22
a better driver of lead generation for
4:26
snow and landscape companies in 20 23
4:30
and I see that continuing into
4:33
2024 one of the reasons that I I think
4:37
that may be is that I I’m seeing an
4:40
overall decrease in demand for landscape
4:44
services this year compared to 2020 2021
4:49
2022 so we’re we’re a few years it can
4:53
you believe that coid started like four
4:56
years ago so it was it was weird right
4:59
and that I feel like artificially
5:01
stimulated demand for landscaping and in
5:03
some ways people were seeing Landscaping
5:06
on social media and responding to it I
5:08
think money was easier to borrow at that
5:11
time and a lot of people just simply
5:14
bought Landscaping sooner than they
5:16
would and now we’re kind of back into
5:19
prepandemic where you know people are
5:22
searching for it when they need it and
5:24
maybe maybe they’re not as influenced by
5:27
social media to to buy it
5:30
that’s my hunch on what’s going on but
5:32
what what the data that’s my
5:34
interpretation of it based on kind of
5:36
conversations with clients and and
5:39
people at trade shows but what I’m
5:40
seeing is is again last year social
5:44
media was the top driver this year SEO
5:46
is the
5:48
top interesting and I I I don’t think I
5:50
disagree with you by any means uh we
5:52
just got back from a conference actually
5:53
two conferences Expo and Landscape
5:55
Summit not to be confused with the
5:56
landscaper Summit that you’re hosting uh
5:59
but Jim Houston one of the top Financial
6:01
uh analysts or uh folks in the green
6:04
industry actually gave a keynote and he
6:05
actually talked and forecasted the same
6:08
exact thing that you’re you’re talking
6:10
about from the data he was looking at in
6:12
addition I I literally not even planned
6:14
this I got law and Landscape state of
6:16
the industry so like you said great
6:18
publication I write into it uh more than
6:20
occasionally um but not a lot of data in
6:22
here around what you’re talking about
6:23
Jack but but that in here if you did
6:25
read it you take a look at it uh inside
6:27
the publication um they are actually
6:29
forecasting very similar results based
6:31
on their data um so I think that
6:33
correlation between Jim Houston who is
6:35
the original gangster of finances um
6:38
lives out a little bit up by you out
6:39
west and L and Landscape who had um
6:42
probably well over a thousand people
6:44
that responded uh it’s interesting that
6:46
you are confirming the perspective of
6:48
two other private individuals uh sources
6:50
that that that industry is starting to
6:52
slow down um they’re seeing maintenance
6:54
is starting to go up as well but um
6:57
we’re seeing a lot of influx as well
6:58
just in the social area because a lot of
7:00
these businesses are starting to become
7:01
a little more educated so they’re
7:02
pumping out a lot of more social content
7:04
they’re pumping out uh paid on the
7:06
social platforms but like you said when
7:08
somebody’s ready to buy they’re going
7:09
into Google with the SEO and trying to
7:12
find you so um totally totally alignment
7:15
there um so we kind of talked about the
7:17
the SEO versus social role there and how
7:19
that’s playing um but I’m assuming
7:22
through there uh just like Lon landscape
7:24
magazine your survey uh was really going
7:26
in what is what are these challenges
7:28
going into 202 for that the lawn care
7:30
landscape is snow removal
7:32
companies yeah you know so one of the
7:35
things that that is consistent between
7:39
the two
7:40
years but but also has changed a little
7:43
bit so last year 43% of respondents said
7:47
that recruiting employees was their top
7:51
challenge that was 43% it’s still the
7:53
biggest at
7:55
37% but what has doubled is generating
7:59
the right quality leads so last year it
8:01
was 177% now it’s SE it’s
8:05
33% are saying that generating leads is
8:09
their is their biggest issue so that’s a
8:11
significant increase from 17 to 33% just
8:15
in a year so I I again my my sense is
8:19
that the the the the market for
8:21
landscape Services was
8:25
overstimulated by a number of things
8:27
largely though the shift to working from
8:31
home for many many people a lot of you
8:34
know and that’s impacting commercial
8:36
people who are doing you know Class A uh
8:38
real estate Landscape Management I’m I’m
8:40
hearing those those a lot of those
8:42
businesses are really suffering because
8:44
many people still haven’t returned back
8:46
to the office and they’ve shifted to
8:48
working from home I think that a lot of
8:52
people spent more time at home than ever
8:55
and invested in their yards and
9:00
my my hunch is that there’s just a
9:02
there’s less Market meaning that the
9:04
people who were going to buy landscaping
9:06
in 20124 2024 25 maybe they’re going to
9:10
put it off maybe their buying was
9:12
accelerated into 2020 through 2022 and
9:16
there’s just fewer
9:18
customers and and also there’s a lot of
9:20
economic challenges with inflation uh
9:24
with um interest rates with all
9:28
different kinds of things what do you
9:30
think I mean what’s your sense of is the
9:32
market for landscape Services down is
9:35
that what you’re saying that Jim Houston
9:36
was saying also or yeah as we’re going
9:38
there a couple things that I’m thinking
9:40
about it’s funny you mention that too so
9:41
I don’t even I think I’ve got it my desk
9:42
here but um I don’t R not readily
9:45
available but what what I was going to
9:46
pull out is actually the proposal so
9:49
right during coid um I went out and
9:51
bought and um was Kyle Stevens from
9:54
Stonewood and Waters a national
9:56
contractor does design build designs for
9:58
all over the whole United States uh Kyle
10:00
luckily enough is a local guy but Kyle
10:02
came in I said hey Kyle uh working from
10:05
home kind of got this Co thing going on
10:07
um you know I need I want the front of
10:09
the house cleaned up and we’ve got a
10:10
pool in the back so I wanted to kind of
10:12
get some things built out but Kyle being
10:14
the salesman IDs gave me a 3D design not
10:16
only for the front of the house the
10:17
paper walkway the heart the softscape
10:19
replacing the fence and like a pergola
10:22
with the patio area but in the back on
10:25
the other side of the pool he goes this
10:26
will be phase three that I didn’t ask
10:28
for he goes I’m G to get you the pool
10:29
house we’re going to throw in the fire
10:31
pit I’ll run the lines and get you deal
10:33
and by the way if you want to do all
10:34
three phases we’ll do it so originally
10:37
as a consumer not necessar an industry
10:39
consultant I had in mind up doing two
10:41
phases Kyle came in phase three and you
10:45
know we had a couple good years with
10:46
profit distributions in the company so I
10:48
had the money in the bank but as a
10:50
consumer I’m like well if I’m gonna be
10:51
here I’m gonna be stuck at home during
10:53
this Co thing know not knowing how long
10:55
it’s going to last I’m like I might as
10:56
well enjoy it so I will tell you from
10:58
the consumer side
10:59
I probably spent an extra 70 80,000
11:02
probably more than that minimal up and
11:04
above the original job for the same
11:06
things you’re talking about so I can
11:07
tell you on the the contractor side yes
11:10
I think we sold or outs sold some
11:11
capacity in there money was a lot
11:14
quicker especially with um payroll
11:15
protection and different things that
11:16
we’re going through and then the
11:19
consumer is ready to buy but what Jim
11:21
Houston was saying and I completely
11:22
agree is the the hardscaping right now
11:25
if that’s what we’re talking about is
11:27
probably on a decline far as demand uh
11:30
in addition that was kind of outsold to
11:31
capacity but in addition we’re seeing
11:33
that um people are tightening up um and
11:35
I don’t know was maybe aging myself but
11:37
in 2008 that recession we had my lawn
11:40
care company that was the best year we
11:42
ever had but everybody that was doing
11:45
design build and construction projects
11:47
like literally dried up so if we’re roll
11:49
into another 20 2008 recession type
11:52
thing which a lot of people are
11:54
projecting um the contractors right now
11:58
at least with maintenance that are
11:59
creating that cash War chest that are
12:01
going to have the ability to double down
12:02
while everybody else contracts in my
12:04
opinion is going to win um design build
12:07
if it’s similar to 2008 you’re GNA see
12:09
those project-based companies shifting
12:12
hard into maintenance and it’s gonna be
12:15
competitive um if not more depending on
12:17
who actually uh learns from 2008 and has
12:20
that cash War chest but that was
12:21
something I learned from jonath pnik of
12:24
the lawn care millionaire co-founder
12:25
service autopilot I was able to meet him
12:27
prior to 2008 he said Mike you never
12:29
know when these Black Swan events come
12:31
up or recession you need to have at
12:33
least two to three months worth of
12:34
Revenue to support the business if
12:36
everything went out um but in addition
12:37
you need to be able to have a good chunk
12:39
of cash to double in when everybody else
12:41
contracts um and that has saved us twice
12:43
now we’ve had that during coid in 2008
12:45
um in my personal opinion there’s a good
12:47
chance after talking to the industry
12:48
experts in the last few weeks that if
12:50
that happens a lot of these businesses
12:52
are not ready to handle that um and
12:54
curious Jack as you’re looking at this I
12:55
know you were talking a lot about
12:57
Construction um do you specialize or do
13:00
you have data across both Industries is
13:02
it more maintenance design build uh even
13:05
like as you’re as you’re working with
13:07
these companies what is kind of that
13:08
sweet spot that you work with kind of
13:09
this perspective because we’re talking
13:10
about definitely design build part we
13:12
could on the flip side have a huge
13:14
upswing for maintenance companies to
13:15
double down for their SEO and paid
13:17
advertising yeah well so as far as this
13:20
survey goes um 69% of the people offer
13:25
Landscape Maintenance so the vast
13:27
majority are already offering
13:29
maintenance and then as far as my own
13:32
clients go it’s probably about that I
13:34
have I have some clients who are design
13:37
build only and I have very few who are
13:41
maintenance only most of the people I
13:44
work with i’ I’d say are full service
13:46
meaning they’re doing some level of
13:48
installation construction and then also
13:50
maintenance some of them also have
13:52
commercial as part of their mix and yeah
13:56
maintenance is suddenly becoming very
13:58
sexy again whereas you know in previous
14:01
years during you know the co boom it was
14:04
all about design build Hardscape uh
14:07
construction and and I think that work
14:10
is still happening I have a client who’s
14:12
been in business for over 30 years and
14:15
he’s very good at sales which is
14:18
important here because I have some
14:19
clients who are not very good at sales
14:21
and they don’t know you know what I mean
14:23
so this guy’s he he’s good at sales he’s
14:25
good at business he knows his numbers
14:27
and he’s saying
14:29
um that he’s still booked out they’re
14:33
booked out several months his pipeline
14:35
is good but they’re they’re as much as
14:38
50% smaller budgets than they were in
14:42
the past few years so for him they’re
14:45
going from $150,000 projects to 75 or
14:49
the $100,000 projects he’s now kind of
14:52
back into that 50 to $70,000 range
14:54
whereas there was a good threeyear
14:56
streak where it was $100,000 plus so
15:00
very very similar to uh Jason Cup’s
15:02
another really big industry financial
15:04
consultants I’ve been talking to Jason
15:05
cup a lot obviously Jim Houston there
15:07
last week but very interesting you said
15:09
that because you guys must have talked
15:11
to each other didn’t talk to each other
15:12
because what they’re seeing with their
15:14
client base is there’s a lot of guys
15:15
that are really good with sales they’ve
15:17
they’ve kind of extended that sales
15:19
pipeline into next year but the stuff
15:21
that’s going into next year is not big
15:23
dollar value so like you are literally
15:25
carbon copy of what I’ve been hearing on
15:27
the street in the industry
15:29
and then some of those folks that really
15:31
haven’t figured out the sales game
15:32
that’s where it gets scary because
15:33
traditionally those folks are looking at
15:35
really we call that about a stage three
15:37
business bottleneck or hurdle but sales
15:39
you got to fix that and and whether
15:41
you’re doing I talked about that at Mike
15:42
Andy’s event for the summit but
15:45
literally you do a lot of sales you do a
15:46
lot of work and this is kind of teeter
15:47
totter effect that’s the folks that are
15:50
gonna get in trouble we really need to
15:51
be able to go in and drive consistent
15:53
SEO consistent lead acquisition um
15:56
really track those marketing things that
15:58
you’re you’re driving with those
15:59
Services you’re talking about well I’m
16:02
you know I’m glad to hear that you’re
16:04
hearing this from some of the other
16:05
people in the industry I I’ve I’ve
16:07
talked to Jason cup but not in a while
16:10
and uh this is just you know I run a
16:12
mastermind for my top clients where
16:13
people are pretty open book about what’s
16:16
going on and what they’re seeing and
16:17
that’s that’s the trend I’m I am seeing
16:20
it worse off in the Northeast in the
16:23
midwest than I am in Colorado and in the
16:25
Southeast and in Texas so in the
16:28
southeast East I don’t know a lot of
16:30
guys are still doing great it seems to
16:32
have really slowed down in the Northeast
16:34
and in the you know upper east Midwest
16:38
yep and I think we service a lot of the
16:39
same clients without mentioning their
16:40
names I’ve seen the same thing with with
16:42
the overlap um one thing in Upstate New
16:44
York too which is is is actually a
16:46
Telltale sign and this is kind of how it
16:48
happened in 2008 as well is we don’t
16:51
usually get at least in my area we don’t
16:52
get hit as hard we don’t see the lows
16:54
and the highs as much it’s kind of we
16:56
see it but it’s not as extreme this is
16:59
very similar to what happened going into
17:00
2008 uh in in Upstate New York with that
17:04
um things started to slow down things
17:05
were still booming in the other areas
17:07
and then when it hit really hard we felt
17:09
it but it wasn’t as a big of his impact
17:12
so I guess uh really didn’t think about
17:14
it till you started talking about but if
17:16
that if that’s a Telltale sign um you
17:18
know this is really something that folks
17:20
would want to dive in on Thursday with
17:22
you understand the research understand
17:24
the data and like how are we going to
17:25
actually go out and outmaneuver our
17:28
competition um and I think that was the
17:30
key for me in 2008 um we were where it
17:32
was going on we had a game plan we had a
17:34
marketing plan we had a budget um we
17:36
were really particular we’re going to do
17:38
offline marketing and digital marketing
17:41
and go in and and at that point digital
17:43
marketing wasn’t uh as popular but
17:46
really we were casting that digital net
17:47
across the whole entire service area and
17:49
then we did offline marketing actually
17:51
to build route density through Every
17:52
Door Direct mailing send JY couple other
17:55
things but that
17:56
ability yeah so I’m really glad that you
17:59
mentioned offline marketing because I
18:01
really strongly recommend a combination
18:03
of online and offline marketing and I
18:06
believe that when you’re in a lower
18:08
Market you’re actually going to need to
18:09
spend more money on marketing so I’ve
18:11
got bad news for you in the sense that
18:14
in an up Market in a 20 like in a coid
18:17
boom Market you’re kind of just like
18:19
reacting to this demand and you may need
18:22
to you may need to do less marketing but
18:25
when when the market is a little lower I
18:27
love everyday Direct Mail uh you know
18:30
postcards you can Target the the zip
18:33
codes where you want route density you
18:34
can give your people postcards to pass
18:37
out you may need to Market more
18:39
aggressively and a key thing that I ask
18:42
every client is what can your client say
18:45
yes to now in this market and has that
18:49
changed from what they would say yes to
18:51
three years ago um so as an example I
18:54
had a client in Dallas Texas where in
18:57
2021 there was uh plant mageddon there
19:00
was this freeze that literally came and
19:02
killed all the plants Texas started
19:05
importing plants from Florida and like
19:07
it was just like demand up the wazo and
19:11
we literally put stuff on his website
19:13
like we can’t even reply to you within a
19:15
week because that was the truth I’m like
19:17
are you sure you need a whole week and
19:19
he’s like I am so drowning and

0:00
questions we answer some live right here on Facebook got a User submitted
question here in our scale um coaching
0:05
group around service autop pilot uh does anyone do snow removal for sa work
uh
0:12
looking to see a rate Matrix setup for square footage for lots and
sidewalks to compare what I have set up in the system
0:18
uh feeling a little discouraged this year and I’m being told I’m way too
high in price and help our guidance
0:23
appreciated well sah good news is uh after 25 26 years in the snow removal
0:29
industry right for Lawn and Landscape magazine for Kahan corner for snow
removal um we have figured this out for
0:35
you so what I’m going to do is open up give you a basic example of how we
do this um and no matter your software this
0:40
is how we build up the framework of the estimating matrices so I’m going to
pop the screen open here uh first thing
0:47
we’re going to do Sarah before to answer your question is we’re going to
actually go into the simple growth blueprint and actually go in and set up
the snow
0:54
removal based on your Revenue hour your break even and your minimum amount
to show up if you have one um I’m assum
0:59
assuming you do based on the screenshot you provided in the scale group
here so
1:05
uh looks like there is a minimum for labor about 20 bucks on the sidewalk
removal and on
1:12
the commercial plowing uh looks like she’s got a $50 minimum so what I going
1:18
to do is build this out with some uh somewhat fictitious numbers but built
around a Sarah’s question so the first
1:24
thing we did in the blueprint here uh just like we do in our CRM setups or
deep Dives uh we set a revenue manh hour
1:30
goal of 175 in this instance and their Break Even per manh hour is $93.50
so that’s what we cost every time
1:38
we go out to do a snow removal job no matter no matter the service this is
how we’re going to break it up for setting
1:43
up a production rate based estimating system in your software so I’m going
to go to Sarah’s question here off the bat
1:49
right down to this snow removal I’m judging hers was a commercial to 1 to
four inch so I’m assuming this is a per
1:55
push per inch instance so this is how we would actually go in and dial this
out um mostly most common is a one to two
2:02
two to four four to six six to eight and then eight or above or nine or
above or
2:08
even 10 or above is an hourly rate so I’m going to walk through this
process here of what it looks like for Sarah’s
2:13
question so the first thing I’m asking Sarah is what is your base to show
up uh she says in her Market based on what
2:19
she’s given us here on the other screen on my phone from Facebook uh is it
looks like her base price is
2:25
$50 so we would pump that in there and I know based on an industry average
2:31
approximately uh 0 to 2 inch going to be right around 38 to 40,000 square
feet of commercial plowing for a parking lot
2:37
that’s what Sarah’s question was uh so we’d go in and say okay Sarah based
on your $50 minimum what is the biggest
2:45
area you cover and it looks like she threw in there $10,000 uh was her
minimum or maximum
2:52
area she’d cover for plowing um now obviously watching this each Market’s
different uh we’d have to dig in with
2:58
Sarah to see her financials he’s numbers I put up for hour per charge and
expense are based on an industry ballpark um
3:05
that’s in the in the area so um this would be going out plowing with a V
plow
3:10
um on average so uh the idea is in Sarah’s example I’m going to leave it
where it is but basically for the first
3:17
10,000 square feet s will be charging 50 bucks it should take about 0.26
manh hours uh so that is going to be equals
3:24
0.26 time 60 it’s about 15 and a half minutes ballpark for that driver so uh
3:29
production wise industry average on average I think that would be the
ballpark uh based on these costs it would cost her
3:35
$24.61 so she’d have a profit of $2.39 per push in a profit percentage of
3:41
50% each additional thousand here on the bottom over 10,000 every th square
feet
3:48
based on the production rate of a V plow obviously you need to figure out
your own production rates but this is would
3:53
be a ballpark average for a one to two inch push with a V plow um she would
have to charge based at 50 hour $3.95
4:01
per thousand it would take 0.26 about a minute and a half to three minutes
and it would cost her $246 cents and her
4:08
profit margin on every overage would be 36 or 376 37% net in a149 per
thousand
4:16
as we go down uh without giving all the secrets out this production rate is
going to drop uh probably about 20 to
4:22
25% ballpark we know the exact number based on industry averages and
numbers from Callahan’s lawn care but we’ go in
4:29
if we were at about 38 to 40,000 per thousand um production rate or an hour
so 38,000 to 40,000 square feet hour
4:36
production rate this is going to drop about 20 to 25% so we’ve done is
driven formulas in here uh based on that and
4:45
how much longer it’s going to take and based on Sarah’s hourly rate
projected here uh we built a formula to take the
4:52
budgeted time or a percentage that we’ve hidden here increase and bump that
up so we’ve
4:58
done is broken down uh 1 to two inches two to four and then four to five but
5:04
notice your base price is every 10,000 the incremental price for each inch
5:09
range above now has gone up and we’ve preserved our profit margin about 50%
on
5:15
top and 37 on the bottom as you drive down so this is what we do in our sa
setups or deep Dives or CRM setups um
5:21
but this is how we would tackle it and we’ve taken this all the way out
with industry Productions all the way up to
5:27
uh a foot of snow and then after that would be hourly so Sarah that’s how I
would tackle that we’d grab an average
5:33
um if you needed to sit down with us on the actual piece of equipment
whether it’s a V plow a wide out uh skid steer
5:40
with an 8 foot Pusher box plow on loader up to 18 feet uh those are industry
5:45
averages we’ve got all the way up to about 200 different Services uh not
just snow but all different longly land care
5:51
services so I’m going to show you how to build this out not say here in a
minute but next part of her question was uh
5:56
going in and figuring out the parking lot salting and sidewalk removal so
parking lot salting once again uh we’re
6:02
going to go in and figure out how many square feet can we handle in a
minute uh because the production rate on a v-box
6:08
Salter a two or three yard Salter has done that so at her rate here she
wants to be at 175 an hour for the parking lot
6:15
salting it’s cost under 9350 fictitiously we’ve gone in and figured it a
cost a $95 a ton how much coverage
6:23
and what’s the cost per thousand so in Sarah’s fictitious incidence here
we’d have a109 of mat material
6:30
cost for the rock salt so we’re going to build that in the system here so
9350
6:36
per man hour break even and we’ve got our cost per thousand at a109 we
drive that all together fall comes to play
6:44
Sarah is looking at $65 minimum for the first 10,000 obviously these
numbers are
6:49
fictitious you want to make sure that they’re fitting your Market profit
margins but I want to show the methodology um but not really give away
6:56
pricing from for different areas of the country because that’s a dangerous
thing to do so make sure you build be these on your your prices per charge
per man hour
7:03
expense per hour equipment costs things like that um but in this example
here she’d be running about $46.3 profit on
7:11
the first 10,000 square feet for rock salt and a 71% net margin every
thousand over the first 10,000 uh she be charging
7:18
$425 labor overhead and materials uh should take 08 man hours and it would
7:24
cost her $187 in overhead and product um we’re going to do the same exact
thing for shoveling here uh instead of going
7:31
in at 125 or 175 she’d be looking at $95 an hour Revenue she wants to
generate
7:37
and $65 now I would break this down here in her example um let pull up my
phone uh
7:44
she had she was looking at every thousand square feet which is
7:51
fine but I would recommend probably pulling that out to every 13 or500 uh
we find it a little bit easier more
7:56
consistent when we base it on the bag or ice melt the calcium chloride
sodium chloride mix there square foot wise so
8:02
what we’ve done once again is built out a production rate um based on a
8:08
shoveler for every 1500 square feet based on her hourly range and a labor
8:14
with snow blower 95 and 65 as well um and we built that consistent margin in
8:19
there so once we have this out we’re good with our profit margins for our
snow removal first thing we’re going to do is go into service autopilot um
and
8:26
go into something we call the gear icon and we’re going to build out a
production rate based estimating system
8:32
for a per push per inch snowplow contract or even per push it work in the
same exact manner which actually be a
8:38
little bit simpler so we’re going to go into custom Fields here and dial
into
8:43
the gear icon here so I’m going to go in and for our
8:49
example make our custom field start with a 33 so I can find them but this
is going to be our parking lot square
8:57
footage and this is going to be to the customer and the number so we can do
a mathematical equation and we’re going to
9:03
save a new and we’re going to go in and do sidewalk square footage so
Sarah’s going
9:11
to be capturing and working on her parking lots plowing and salting as well
9:16
as her sidewalk um clearing and eventually ice melt on there so once we’ve
got those in there we can now go
9:22
into the gear icon and we’re going to go into services and create some
Services I’m not going to make all of them up to 12 inches uh
9:29
but I’m going to go in and give you a quick ballpark idea how we do this
once again I’m going to add uh 33 in front of
9:34
the services so I can find them quick here on Facebook live and this is
going to be
9:41
our parking lot salting so we’re going to go in and copy that over once
again we’re building this out for Sarah here
9:48
um with industry production rate based on her Revenue per man hour break
even per
9:54
man hour and her product cost uh once again we’re going to want to put this
show in snow no dispatch so we can
10:00
actually dispatch these and we’ve got an income account and our estimate
10:07
description so we’re going to go into rate Matrix quantity rate times
visits and our custom field the parking lot
10:13
square footage now we’re going to go back to the simple growth blueprint 1
to 10,000 is 65 we’re just going to transfer these
10:22
over um after doing several hundred of these um this is exactly how we break
10:28
this out point and it it’s clost 1870 with the rock
10:38
Sal and every thousand over our first 10,000 Sarah is going to be charging
on
10:45
this one $425 and 088 if you’re joining us here um obviously some of these
10:51
numbers are a little fictitious we need to base them on your numbers and
your production rates but this is the methodology of how we would build this
10:57
out in a production rate based estimating system in service autopilot as
well as simple estimate um good news
11:05
is if you’re using simple estimate for on demand estimates from simple
growth we have conier service we actually do
11:11
this for you right now need to need virtually and help you set this up um
all right and we’ve gone in and hit save
11:17
and new so we’ve got our parking lot salting taken care of um we’re going to
11:24
go in and do our labor with a shovel just based on Sarah’s question then
we’re going to get into or per push per
11:30
inch contract to tackle Sarah’s second question this Sarah hopefully this is
11:35
helpful because this is how you’re going to actually build this out on your
own if you need some help simple growth or I believe you’re in the scale
plus
11:42
coaching where you get one one-on-one coaching your coach can actually help
you uh work through some of this as well
11:48
included in your monthly one-on-one Consulting where we help businesses
scale to a million and then with our
11:53
masterminds group we help them scale to eight figures um but once again
we’ve got the same exact thing going on
12:04
here and I believe that is our sidewalk square footage and we’re going from
our blueprint where we’ve actually
12:10
determined our profit profit margin we’re just copying these over here one
15,000 is
12:19
$19 obviously these prices are a little bit low this is a fictitious example
12:24
this is probably going to be at least 35 or 40 bucks uh depending where
you’re at in the country
12:29
um but this is a methodology if you’re going to do it if you need some help
feel free to hit us up at sgsc call.com
12:35
uh where we can actually work with you need to knee and get this built out
the way you need it then every 1500 square feet over is
12:43
another 19.2 and $13 cost I’m going to save and do now we’re g to get into
the
12:48
per push per inch for plowing this is where it gets a little tricky folks
once again uh this is literally um using
12:56
industry production rates uh we traditionally do this don’t go buy these
numbers because they’re not based on your Reven hour your break even or your
13:02
equipment or production rate with your guys or girls and piece of equipment
so uh we would not want to copy this for BA
13:08
I’m just giving you the
13:17
methodology we’re going to need a code in here we’re going to show in snow
dispatch per
13:25
unit service income we have our estimate description and our rate Matrix so
once
13:32
again we used an industry production rate for a V plow in this example
approximately 38 to 40,000 square feet
13:38
uh it’s going to be based on the parking lot square footage and every 1 to
10,000 in the example that Sarah gave us she
13:44
said she was charging 50 bucks uh if her Revenue per man hour was 150 and
break
13:50
even was 9350 this would how it would play out so26 man hours and 2461 is
what it took to actually get
13:59
this accomplished and then we’re going to be doing an overage of every
th000 Square ft over 10,000 now full
14:06
transparency we can go out to an acre bigger properties um and do a price
break model all the way up to an acre so
14:12
every thousand or 10,000 Sarah would be charging 395 and
14:21
026 and it would be costing her when she charges 3.95 her expense would be
$246
14:27
that’s her net profit all right so Sarah did not give us
14:32
anything outside of one to four but I’m going to go out just for this
example and build it out all the way up to a 9 inch per push per inch um
just so we
14:40
have
14:49
it going back in essay I’m putting the 33 in front just so I can find it
later because we’re going to have to do a little magic here and build out a
couple
14:57
things once we get in there there so once again you want to B base
15:04
this on your your Revenue per man hour and your equipment uh we’re basing
this on industry averages and uh some of the
15:11
stuff we did at Callahan Lawn Care here we’re working in uh WR the articles
for
15:17
kellam’s Corner in Lawn and Landscape magazine so uh from 1 to 10,000 now
at a two to4 inch trigger s to be charging
15:25
5263 in 0 28 man hours
15:37
and would be costing her 2590 in this example and every thou th000
15:44
over 10,000 is going to
15:53
be another 416 and 028
16:01
and it would be costing Sarah in this example $259 in total
16:08
cost all right we’re going to do one more here and then uh we’re actually
going to
16:14
pull this all together for per push per inch contract now uh actually what
I’m going to do is actually make this our
16:20
last option I’m going to make this hourly so
16:26
over six inches
16:31
hourly obviously you’d probably take this up to 10 to 12 inches but I want
to give you the idea of the full package how you put this together in
service
16:37
autopilot once again if you’re using simple estimate for live on demand
estimating we have a conier service that
16:44
to do this you need to knee with you um right now as you’re watching this
there is no additional cost for the coner
16:50
service usually runs about $500
16:55
um and I’m going to say it’s 175
17:03
per machine hour all right and save so what we’ve
17:09
got now is our final step is once we have this uh we’ve done
17:15
our parking lot salting we’ve done our plowing per push per inch and we’ve
also done our um sidewalk or parking lot
17:23
we’ve done the parking lot salting with material we’ve done our sidewalk
shoveling and then we’ve done it per per per push per inch that’s a
mouthful for
17:29
first thing in the morning here uh we’re going to go into Master packages
now and build out the way we actually present
17:35
this so um this is how we’re going to present this we are not scheduling
from the master
17:42
package but we have [Music]
17:47
our Facebook live snow example for Sarah um she is a part of our scale
group so
17:52
depending on what level she’s at Sarah you can definitely work with one of
our coaches um on
17:59
having them work with you on this all right so I’m going to go back to my
example here and I’m going to go
18:05
back up to my plowing at 1 to n inches and I’m setting up my
18:12
first
18:18
Serv and now I had my plowing from two to 4
18:27
inch and I have
18:38
my over 6 inches hourly obviously there be another Gap in
18:43
here but I’m just going in and giving an example what this would look
18:51
like we would have a four to six and then every six inches of that would be
18:57
hourly six Ines going to give you the basics how to
19:02
set this up then we’re going to set up a date range
19:13
here and our
19:22
end so we set up a master package to be able to display the price per inch
per push here and we’re going to save the
19:28
changes so last part is we’re going to bring this all together in the gear
icon
19:34
here and we’re going to build out a job estimate template and tie it into
our existing estimate document so estimate
19:41
email estimate document acceptance email uh we’re going to tie those all
together for
19:49
you and in this test account there’s a few of these let me see if I can
find our snow
19:57
removal [Music] um this may be the one we’re looking for
20:03
let’s see what we got actually so these are never mind so we’re going to
add a template we’ll build one right now right
20:08
from the beginning here so we’re going to call this our 33. [Music]
20:14
um Facebook live snow example per push PCH so Sarah last thing we’re g to
do is
20:20
go in and we’re going to add in
20:27
our sidewalk shoveling we’re going to add in our
20:32
parking lot salting and then we’re going to add in our Master package to
display per push
20:39
per inch right here and obviously this example here uh this guy ended up
out of
20:45
place so we’re going to go in and actually preview it that doesn’t make
sense so we’re going to do is go in um
20:51
and actually adjust that so let’s go in and delete that
20:56
package see where I got got shifted and we’ll pull that back in go to
Facebook
21:04
again and this is the final part but this is something when you’re building
them yourself obviously you’ve done hundreds of these uh these things can
21:10
happen so you want to make sure that you’re going in and and previewing
this stuff before you release it to your team
21:17
I got a pretty good idea what happened here uh yeah so the dates are a
little screwed up here so this should
21:27
be 10
21:36
10 let’s see if that did it if not we have to manually remove them over yep
all right perfect so we got one to one
21:43
to two two to four and then we’d have four to six and then over six so just
so you can see how it plays out um we’d
21:48
build that whole thing so add an item now once we’ve got that package we’re
going to add
21:54
in Facebook live snow example and there we go it that is a per push per inch
21:59
contract uh we’re going to go into both and tie that
22:05
into our snow document
22:10
and that may be one that’ll work and save and close so what we’re going to
do now is go in and pretend that uh we have
22:19
a commercial client or lead that’s coming in for snow removal so I’m going
to call this uh Facebook live
22:29
so first name last name and this is going to be our Facebook live Inc this
will be our
22:35
company our business name in
22:40
here and we’re going to put this in here as they
22:52
call and we’re going to get their email address and their phone
23:00
number under details commercial or residential and sales type HJ you here
23:05
about us and I’m G to say it was uh from Every Door Direct mailing and
we’re gonna hit
23:12
save so once we have that in there uh it is time to go in and actually
create this
23:19
estimate now the good news is you don’t even have to leave your desk um
with the way we’ve set this up so Sarah if you
23:24
don’t have Maps Pro recommend you get it property measurements we’re going
to go in and measure this property so we’re
23:32
going to hit satellite we’re going to go in and actually measure the
property here so this is for our snow removal
23:39
quote and this is how easy this
23:47
is so I don’t know about anybody else watching this but uh when he
commercial
23:52
client calls and you’re able to give a live quote in minutes here I’m going
to
23:57
go in in and type in Gross plow and then I’m going to go in and
24:04
grab the building and the sidewalks and remove them um but as I’m doing
this I’m asking
24:11
the folks hey if you ever hired a professional snow removal company before
uh how soon do you need the bid what are
24:17
the things you’re looking for what are the things that have happened um in
the
24:23
past that you’re looking for me you’re going to qualify and start hitting
those pain points so this is our negative area now this little plus area
I’m going to
24:28
hit once and now we’ve taken the 5400 or 54,000 square ft subtracted the
16,000
24:35
approximately for the um area here and subtracted that
24:43
from the main area so now I can go in and save that for my parking lot
square footage and then what I can do is add
24:50
the sidewalks because that was Sarah’s next question how do we go in and do
that so I’m going to go in and grab the side sidewalk
24:58
area now full transparency this is a parking lot or commercial property that
25:06
um we actually serviced at Callahan Lawn Care uh in the past before we
actually
25:12
sold so I’ve got a pretty good idea where this is at um but you can go in
and I’ll show you in a second and shift
25:18
the satellite imagery to get a good idea so what we’ve got here
25:26
is exactly what we’d be looking at and I will tell you those numbers are
pretty much dead nuts now if you wanted to
25:32
swing that around and take a look at it that’s pretty much what we’re
covering we may move this in a little
25:38
bit but that’s pretty darn close um so once we have that I’m going to go in
and
25:43
move these guys here to a null value zero value and then I’m going to save
my sidewalk square
25:50
footage and hopefully I grab the right sidewalk here in this test account
you’d only have one hopefully in your account
25:57
now we’re going to going to go in and actually create that estimate so um
feel free to hit us up at sgsc call.com if
26:03
you’re looking to get some help around any estimating especially your uh
snow removal estimates but we’re going to go
26:08
in and do a salting sidewalk clearing and a per push per inch contract so
we’re going to go
26:14
in and grab our Facebook live snow example and with any luck I grab the
26:19
right Square footages um so I did not on the area here but I can physically
type
26:24
that in so we’ve got uh let’s see here plus
26:31
minus zero our square footage is about 3749 so
26:38
this would have automatically came in here but for time of Facebook here
I’m going to put that in there and this is
26:44
this would automatically come in if I didn’t if I select the rate custom
field but being a test account there’s more
26:49
than a few of these in here um so what we’ve got is our price for $576 man
hours the cost of $39 so 31%
26:58
margin for sh the shoveling parking lot salting is 1843 man hours and 71
overhead break
27:05
even and as we came in here our plowing for the first inch is 160 a push
098 man
27:13
hours which is an hour and cost us 9349 I will tell you that that is pretty
darn
27:18
accurate based on that property there based on the industry average I used
um and two two to four inches was 169 and
27:25
then we’d have from four to six over six inches we did as an hourly so what
you’re going to see in here is over six
27:31
inches is $175 175 per machine hour so if we wanted to make it make sense in
27:37
this example we’d say anything over four so we’re going to hit apply and
we’re gon to hit save now we’ve got a
27:43
live per push per inch estimate uh we’re going to go in and hit email once
I remember to check these
27:50
check boxes hit quote and email these out and now I’m going to send out
this uh email to our
27:58
potential client we’ve got our previewed document right here all
pre-templated ready to go we’re going to hit send and
28:04
I’m going hop on the other screen and grab my email and show you what this
looks like but that’s how we would make a per push
28:10
per inch contract in service autopilot or the foundational pieces how we’d
actually build that out in the
28:15
background with you for simple estimate um so let’s just make sure we’re
working here
28:22
and once that sends we should have an email momentarily in my
28:27
email inbox now if you’re getting used to this you can hit preview um and
this will show you what it looks like but I’m
28:33
going to go in and just actually drive this into my personal email here so
you can actually see what this looks like
28:39
when you do it so we’ve got a pre-templated email we’ve sent to our lead we
have literally built a per push per inch contract salting with material
28:46
sidewalk clearing and did an on demand estimate all in about 12 to 15
minutes here folks that’s how easy it can be if
28:53
you follow the steps so as we open this up we’ve got our estimate and we’ve
got we probably add
29:00
some grids in here but we’ve got our labor with shling it’s 57 bucks per
visit parking lot salting at 84 and now
29:07
we have a Facebook live which be obviously written in here per push per
inch contract one to9 is 160 2 to 4 is
29:16
16911 and over 4 inches is 175 per machine hour um client can go in and
29:24
accept these notice they have to accept the whole purse prints per contract
and we
29:30
hit sign they sign with their name type their name in hit save and hit
accept
29:36
proposal and that is going to notify the business owner and the client that
will
29:41
be getting out to reach them up but that’s how we set it up uh for a live
version
29:48
of per per P per push per inch contract with overages hourly how would you
set
29:55
up the salting with a minimum with product included and then the labor so
Sarah I don’t think your numbers are too
30:02
far off if anything I’d love to know what your hourly rate Break Even is I
think that your price is actually may be
30:07
a little bit on the lower side so once again if you’re watching this in its
entirety folks uh don’t base your pricing on it we need to go in and dig
30:13
into an industry production rate or numbers you have based on your plow
whether it’s a straight blade V plow
30:19
white out skid steer with a box back the box or a loader with a box um those
30:26
production rates is well based on the shoveling or snowblower and
additional uh labor Mark uh costs and things that
30:35
are going to go in there some things you need to look at based on your
equipment overhead setup so Kellan corner you ask questions answer some
live right here in
30:40
Facebook we just built a live per push per inch contract um in Facebook and
30:46
with for your service autopilot and if you’re using simple estimate
remember uh we’ll build this KN to KN with you uh right now at no extra
cost for our cont
30:53
a service so SGS call if you want to learn more about how to do this inside
service autopilot or if you’d like this
30:59
done on an on demand estimating tool live on your website SG call.com for a
31:06
free um 30 minute call to see if it’s good fit for you

0:00
Mike Kalin here wanted to take a few
0:01
minutes here hopping on Facebook after a
0:04
whole lot of people over the last seven
0:05
to ten days uh have been asking me to do
0:08
another Facebook live regarding the
0:11
simple growth masterminds group and our
0:13
scal group through simple growth
0:15
coaching that gets you to a million uh
0:17
so I want to take a few minutes today
0:18
and really drop in and talk about what
0:21
simple growth coaching division is doing
0:23
and the simple growth masterminds
0:26
um so without any further delay I’m
0:28
actually going to open up the screen and
0:29
give you a quick preview of the
0:31
foundations of where the simple growth
0:33
masterminds group started about 18 to 20
0:35
months ago and where it’s at and as
0:37
we’re going to highlight uh literally
0:39
how we go out on a monthly basis and
0:42
work with business owners to get really
0:43
clear on a vision uh their mission and
0:47
the mission strategies their core values
0:49
and a whole lot of other things by
0:51
bringing the eight figure business
0:52
experts to get from a million all the
0:55
way to that eight figure Market that’s
0:56
something where you want to go so
0:57
whether it’s three five ten million
0:59
we’ve got business owners and coaches
1:01
that have actually done that and they’re
1:03
here in the room teaching with you
1:04
virtually and live at our live events uh
1:07
before I turn the uh the video on and
1:09
pop into this
1:10
um if you are looking to make some
1:12
massive shifts in your business our live
1:14
November event if you’re part of the
1:15
group uh is going to be headlined by
1:18
some master uh some massive people that
1:20
are national leaders outside of the
1:22
simple growth group that you know and
1:24
love we got John patoshik of the lawn
1:25
care millionaire Josh Latimer Debbie
1:28
sardone Libby delucian EJ McCoy
1:32
um and a whole lot more coming down at
1:34
each quarterly live event and complete
1:35
with a shop tour and a tour with a live
1:39
event at the Dallas Cowboys stadium so
1:40
without any further delay I’m going to
1:42
drop in
1:43
um
1:44
and show you what this is all about
1:52
once again this is an overview of we
1:56
know how it is to start and run a
1:57
business and that’s why I’m making this
1:59
special video to introduce you to the
2:00
simple World masterminds group as we all
2:03
live and die for our businesses and
2:05
hopefully get close to or just beyond
2:07
that million dollar Mark if you’ve been
2:09
running a business for any amount of
2:10
time you understand that it can feel
2:13
absolutely cluttered chaotic and
2:16
honestly a little bit of a train wreck
2:17
and we don’t admit that to each other
2:18
when we’re small business owners we just
2:20
kind of say everything’s great but when
2:22
we like lift up the hood we see
2:23
underneath all these companies we
2:25
recognize man it is kind of a mess
2:26
because we haven’t learned how to
2:28
simplify our business
2:31
hey Mike Kellen here uh 2023 shop tour
2:35
with Supergirl with masterminds at
2:37
Dallas Casa Landscape Management I want
2:39
to give you a quick preview of the shop
2:41
tour that we’re currently on here one
2:42
thing you’ll notice here is the
2:44
standardization of these trucks
2:45
absolutely pristine before the rollout
2:48
here as we go in we’re going down uh
2:49
right around their nursery and the
2:51
design build layout area like I said
2:53
about 20 22 acres is what we were told
2:55
quite the shop to tour here we’re gonna
2:57
go into the actual shop a little
2:59
breakfast set up here for the master
3:01
men’s group provided by delicasa I think
3:03
I said once again just the first class
3:04
organization so as we walk into the
3:06
office here right down into CSM customer
3:08
service managers it’s Tony one of the
3:10
founders of de la casa Peter was just in
3:11
talking equipment app set management
3:14
um thankful enough for Tony to allow
3:15
both of us here to uh take out uh
3:18
telecast so everyone thank you again
3:21
right down to the area we’re walking out
3:23
of the shop a little cafeteria area here
3:26
I don’t think we’re out front here at
3:27
balacasa the HR department
3:29
um is breaking down HR processes how to
3:33
interview the process onboarding can’t
3:35
thank Tony Peter and Jeff of keyserve
3:38
for this shop tour enough super growth
3:40
masterminds 2023 Charlotte North
3:43
Carolina Mooresville here at Dallas
3:47
I’m like he was a phenomenal speaker
3:49
first of all and he keeps everyone
3:51
involved the whole time
3:52
and uh
3:54
I really liked uh when we were setting
3:56
up our organizational chart for a three
3:58
to five year plan so you could kind of
4:00
see what you’re looking like now where
4:03
everyone’s wall is at and then where
4:05
you’re going to be in three to five
4:06
years and what hires you need to make my
4:08
name is Brandon I’m the founder of the
4:10
plantner this is my first in-person
4:11
simple growth Mastermind meeting it’s
4:13
been incredible between the shop visits
4:15
but one of the biggest takeaways for me
4:17
is all the brain power we’re doing
4:19
together as a group that make dreams
4:20
that felt very foggy and distant
4:22
something that I could accomplish but
4:24
not too distant future
4:27
so we’re looking for a November event
4:29
we’re gonna have the live update here of
4:31
our live uh folks but this is what it
4:34
looks like at our live events and the
4:36
After parties where we Network and grow
4:37
and work on each other’s businesses live
4:40
November event coming up
4:43
John potos Nick of the lawn care
4:44
millionaire Libby dilution a group
4:47
recruit
4:50
Josh Latimer of honor and Fire
4:54
DJ McCoy
4:56
and also hosting a shop tour Debbie
4:59
sardone the leader in the cleaning
5:00
industry
5:02
and the after party networking event at
5:04
the Dallas Cowboys Stadium
5:07
so if this is something you’re
5:08
interested in
5:11
we’re going to be going over the SG
5:13
silver growth masterminds and if you
5:15
haven’t broke that million dollar Mark
5:16
yet uh we’re gonna be diving in and
5:18
talking about what it looks like to get
5:20
that million dollar market the things
5:21
you need to be doing
5:23
um and how the simple growth coaching
5:24
team can assist so hopefully we thought
5:27
that was pretty cool but um as we’re
5:29
diving into it this is really what we’ve
5:31
got in my seven figure businesses I was
5:34
going through I was out there searching
5:37
for all of the things
5:39
um that I was going to run into as
5:40
growth hurdles along the way from
5:42
literally starting running and then
5:44
scaling my business to seven figures and
5:46
Beyond
5:47
um there was a lot of information out on
5:49
the internet of what the bottlenecks of
5:50
growth hurdles were like for a business
5:52
that hadn’t
5:54
um basically there was no information
5:56
around a seven-figure business there was
5:58
a lot of information around a business
6:00
it literally hit 100 million Beyond but
6:02
as lawn care business owners unless
6:05
you’re on the top of the top 100 uh this
6:08
is even applicable to you so when I
6:09
found this chart here here created by
6:13
keep click mask and Scott Martino we’ve
6:17
actually gone out and license the
6:19
material around the five stages of
6:21
business so as you’re looking at the
6:23
five stages of business this is probably
6:25
going to
6:27
um
6:28
literally resonate of where you guys are
6:31
girls are going to be at at least it did
6:33
for me here so I’m going to go in and
6:35
see if I can’t pop this out here to
6:38
present
6:39
and that looks like it does not want to
6:41
allow me to do that so I will explain
6:43
this as we go but basically across the
6:46
top we’ve got our five stages of
6:48
business so
6:49
um these are the different stages if you
6:51
go across the left you’ve got the number
6:53
of employees number of sales number of
6:55
companies in the US your team size and
6:57
yes the biggest hurdle that your lawn
6:58
care business is going to tackle so
7:01
through our simple growth coaching
7:02
division we’re going to systematically
7:04
walk through these areas and help you
7:06
break through these hurdles so as you’re
7:08
looking at area number one here I like
7:10
to call this one a and one b as a screen
7:13
here with the cursor 1A is really you’ve
7:16
got a full-time gig
7:18
and your biggest and you’ve got your
7:20
lawn care business on the side your
7:21
biggest hurdle is time
7:23
um so how do we get the time to actually
7:24
work on the business eventually you’re
7:26
going to go and probably quit that job
7:27
and go become a full-time lawn care
7:29
company and your biggest issue is leads
7:31
how do you get enough leads in the door
7:33
to actually keep the lights on your
7:35
family your friends people at church uh
7:38
kids friends and parents uh there are
7:40
not going to be enough people in your
7:42
ecosystem to keep the lights on so your
7:44
biggest issue now is your stage one
7:45
business is lead so as you’re looking at
7:49
the screen it’s kind of crazy there’s
7:50
about 24 million or small businesses uh
7:54
including lawn care companies inside
7:55
this group now these are only the
7:57
businesses have actually registered with
7:59
the government to pay taxes so my guess
8:01
is there’s probably 35 to 40 million of
8:03
these businesses in stage one a and one
8:06
B now once we get past that we start
8:09
bringing on team members we got two to
8:11
three employees running sales about 100
8:13
to uh 300 000 a year and there’s about
8:15
1.7 million of these small businesses
8:18
your biggest issue here is sales how do
8:21
we go in and create predictable systems
8:22
so what we find in most service
8:24
businesses is the owners doing all the
8:26
sales and also in the field so they’re
8:28
going to sell a lot of work they’re
8:30
going to do a lot of work and it says
8:31
teeter-totter effect we don’t have
8:33
consistent sales now
8:35
you may not completely solve this growth
8:37
hurdle as we scale to stage number three
8:40
but at this point in order to get past
8:42
this we need to have somebody full-time
8:44
or part-time coming in and in that block
8:46
of time all they’re doing is going in
8:48
and selling the whole time and trying to
8:49
hit a specific sales goal now I’m gonna
8:54
hit on the area that you’re tying your
8:56
leads sales and all the other girl
8:58
turtles we’re talking about here don’t
8:59
ever go away the bigger you get and the
9:02
less you actually lock it down and
9:04
create a processed system around that so
9:06
our simple growth coaching team and I’m
9:07
going to show you on the next screen to
9:08
how we tackle these areas with
9:10
one-on-one coaching once you evolve to
9:13
our stage five that’s where we go into
9:15
the simple growth Mastermind so I’m
9:16
going to give you the evolution of how
9:17
this actually goes but in that sales
9:20
um hurdle on stage number two between a
9:22
hundred thousand three hundred thousand
9:24
we need to have predictable sales with a
9:26
dedicated sales person part-time or
9:27
full-time in addition we also need to go
9:30
in and have a predictable sell system
9:33
with it can be delegated to a production
9:35
rate estimating system in job costing
9:38
reporting just to hit on a few things
9:39
once we evolve to our stage three
9:42
business we’re about 300 000 a million
9:44
and we’re going in and literally running
9:46
about four to ten employees now the
9:48
scary part of this here is the business
9:50
owners going out hiring people that they
9:52
don’t know and those people they don’t
9:54
know are actually doing the work by
9:55
themselves with four to ten people we’ve
9:57
got two to three crews here biggest
9:59
growth Hurley you’re gonna find in your
10:01
lawn care business is literally
10:02
marketing and service so along the lines
10:05
of hiring those people who don’t know
10:06
how do we create Sops and predictable
10:08
service and quality levels and in
10:11
addition how do we have predictable
10:12
marketing that feeds that Sales Machine
10:14
which is our hurdle in area number two
10:17
so can we go in and create predictable
10:20
client acquisition models so we know how
10:22
many people came from each lead source
10:24
how many pers people on a percentage
10:26
convert into a client from each lead
10:28
Source our client acquisition costs from
10:30
each lead source and eventually a client
10:32
lifetime value once we figure that out
10:35
hopefully before we get past that point
10:37
get to stage four whereas our million
10:39
dollar Mark
10:40
um like I said again these growth
10:41
hurdles do not disappear as you get
10:43
bigger if you have not fixed them they
10:44
will be there forever until we fix them
10:46
that’s with a simple growth coaching
10:47
team comes in at our scale and then our
10:49
masterminds Million Dollar Plus to dial
10:51
in these areas
10:53
if we’ve got the stage four you’ve
10:55
broken a million dollars congratulations
10:56
you’re in the top three to five percent
10:58
of all business owners small business
11:00
owners in the United States uh you are
11:03
an elite business owner um but your
11:05
biggest issue here at stage number four
11:06
is going to be people and systems uh and
11:09
once again now we’ve hired people that
11:11
we don’t know uh that are out there
11:13
doing the work now to compound that at
11:16
this size between one and three million
11:18
to people you’ve hired that you don’t
11:19
know are going out hiring people they
11:21
don’t know so we need to get our systems
11:23
around people uh and basically operating
11:26
systems standardized so this is where we
11:29
go in for our seven figure plus business
11:30
owners in the simple growth masterminds
11:33
you got to be at least seven figures to
11:34
get into the masterminds but get really
11:36
clear on a purpose why we do what we do
11:39
that’s our North Star we go into a
11:40
mission not the typical Mission you’re
11:42
thinking but literally imagine Mount
11:44
Everest work base camp and Mission our
11:47
mission over the next three years is get
11:48
to the summit but stage one base camp
11:50
one what does that look like base camp
11:52
two and then the summit and they’re
11:55
clearly defined metrics that are going
11:57
to get this there that we rally our team
11:58
behind an example would be number of
12:00
clients annual revenue number of Crews
12:03
but we know what winning looks like we
12:05
know how we’re going to get there
12:05
driving down into quarter and annual
12:07
planning that we help build out and uh
12:11
work with you on your annual quarterly
12:13
planning getting your team to get
12:14
aligned around core values that we’re
12:17
going to eventually hire train and fire
12:19
to we get really really clear and as you
12:21
go to stage five from three to ten
12:23
million with the eight figure business
12:25
experts we brought in we need to get
12:27
really clear on our leadership and
12:29
really Define that culture because now
12:31
we’ve got yourself as a leader getting
12:33
into a role that you are a leader that
12:35
you’re not ready to be your skill set is
12:36
not ready to be the leader at three
12:38
million or five million or 10 million so
12:39
we’re going to go in and work with you
12:40
to become the leader you need to be and
12:42
as well as we’ve got a leadership team
12:44
the people on your team probably are not
12:46
the leaders they need to be the lead at
12:48
that scale and we’re going to do that
12:50
through culture clarity
12:53
tied in the performance of literally
12:55
setting a purpose Mission goals and core
13:00
values and a whole lot of other things
13:01
around a big three in methodology so
13:05
when we have a players on our team they
13:06
know what winning looks like and they
13:07
know if they’re winning and if they’re
13:09
not we know what we need to do to coach
13:10
them up to that winning status so with
13:13
the simple growth masterminds and
13:14
coaching we’re going to walk through
13:16
these growth hurdles that you’re going
13:18
to see in your business and if you
13:19
haven’t fixed the growth hurdles of time
13:22
leads sales marketing service people and
13:25
systems in leadership and culture they
13:27
are going to be with you on your journey
13:28
to a million and well beyond so you need
13:30
to get in pump the brakes and get really
13:32
clear build your business uh with some
13:35
files really solid foundations
13:37
so as we go in uh the simple growth six
13:41
simple steps to business to get to that
13:43
million dollar Mark
13:45
um is we’ve broken down at six very
13:47
basic steps and this is where we have
13:48
one-on-one coaching with accountability
13:50
we have monthly webinars we have a hot
13:53
seat where it’s six or seven businesses
13:55
you bring your problem we work together
13:57
facilitated to help you with those
13:58
problems kind of your own virtual
14:00
therapy session to help you with your
14:02
current problems month after month with
14:04
business owners are going through the
14:06
same exact things that you’re going
14:07
through in the same industry they’re
14:09
about the same size or a little bit
14:10
bigger than you
14:12
so if that wasn’t enough we have uh
14:14
quarterly live events for our
14:16
masterminds group in once annual live
14:18
events for the scale group or our
14:20
coaching division as we scale up to a
14:21
million and Beyond but as we’re doing it
14:23
foundationally whether you’re in the
14:25
Scout group scaling to a million or the
14:27
masterminds group we want to make sure
14:28
we’ve got six pillars of foundational
14:31
success on here’s the first thing we’re
14:33
looking about is time management do you
14:35
have four hours to work on your business
14:37
and not in it is Mike Gerber would say
14:39
and we don’t care if it’s four hours in
14:41
one sitting during the week if it’s one
14:43
hour for four days or if it’s broken up
14:45
and half hour 40 45 minute increments
14:48
but we need at least four hours it’s
14:49
uninterrupted that should not be
14:51
disturbed unless there’s an absolute
14:52
family emergency or a natural disaster
14:54
this is your time to work on the actual
14:57
strategy of the business it’s not doing
14:59
it in estimates this is not training
15:00
people we’re going to walk through and
15:02
show you what you need to be doing in
15:03
these four hours to be successful
15:06
uh in addition as your team grows to
15:08
that million Mark and Beyond time
15:10
management is something that’s not
15:11
usually taught to most business owners
15:14
or people in the lawn care and Landscape
15:16
industry so we’re going to show you how
15:17
to block your account and protect that
15:18
time and then be able to show your team
15:20
how to do the same thing to actually get
15:22
the Strategic work done in the business
15:26
step number two is we’re gonna get your
15:27
finances in order if you don’t know how
15:30
much you need to be charging per hour
15:31
per service if you don’t know what it
15:34
costs you to operate per hour break even
15:35
before you make a profit first of all we
15:38
need to get really clear on those in
15:40
that process in addition we need to go
15:42
in and make sure we’ve got our financial
15:44
books hopefully in QuickBooks in order
15:46
and by the 10th or 15th of next month
15:48
those books are in order we can sit down
15:50
and use a scorecard to make sure you’re
15:52
hitting your metrics for accountability
15:54
with the one-on-one coach or if you’re
15:56
seven figures Beyond hopefully with your
15:58
leadership team
16:00
in addition we need to get really clear
16:01
on your personal finance how they’re
16:03
affecting the business we’re not
16:05
stealing from the business for let’s say
16:08
your personal vehicle a car or a boat or
16:11
RV we’re running a clean set of books
16:14
that’s not getting blood dry by your
16:16
personal finances you’re getting paid a
16:17
fair market wage in addition we’re going
16:20
to go in how do we create production
16:22
rate based estimating to make sure
16:23
you’re insuring net bottom line profits
16:26
based on your business and your Revenue
16:28
goals just to hit a few but we’ll get
16:29
that Financial house in order on step
16:32
number two step number three we’re going
16:33
to build a simple business so a lot of
16:35
the businesses including mine in the
16:36
early days we were really good at 20 or
16:40
30 different Services what we needed to
16:42
do is get down to four or five core
16:44
services that we were great on that were
16:46
predictable that could be delegated it
16:48
did not revolve around the business
16:50
owner so we’re going to go in and build
16:51
a simple business and tap into the
16:53
financial stuff we didn’t step new to
16:55
step number two to create production
16:56
rate based estimating systems for a
16:58
simple scalable business up to a million
17:00
and a half to two million we’ll pull it
17:02
out and then start upselling across
17:03
selling around that
17:05
fourth we’re gonna hire a players so if
17:07
you remember the growth hurdles we just
17:09
talked about leadership and culture are
17:10
two big things how do we go and create
17:13
culture
17:14
and a way to create culture with
17:17
performance and align them to bring in a
17:19
players and retain a players uh you
17:22
probably heard the analogy before if
17:23
you’ve seen any of these videos but I
17:24
think it really hits home imagine going
17:26
to a sports game with no scoreboard and
17:28
no timer we don’t know how much time is
17:31
in the game or how much time we need to
17:33
get the job done we don’t know what
17:35
winning looks like
17:36
um we’re not told if we’re winning or
17:37
losing your a players if you’re lucky
17:39
enough to get them and now in today’s
17:40
labor market if there is not Clarity
17:43
around what winning looks like and they
17:45
don’t know if their winner or losing
17:46
right now your major risk of losing your
17:48
eight players we need Clarity with
17:51
culture
17:52
tied together and your eight players
17:54
need to know what winning looks like and
17:55
if they’re winning or losing on a daily
17:57
and weekly basis with public
17:58
accountability step number uh going in
18:01
number five is client acquisition model
18:04
we’ve got a really serious Foundation
18:05
now we’ve got our finances and our work
18:07
time management we’ve got a simple
18:09
business we got the key a players
18:11
working in your business time to go in
18:13
and put some gasoline on that fire and
18:15
literally take it straight up and hockey
18:17
stick that growth this is our client
18:18
acquisition model how to build that
18:20
Marketing System and alleviate uh one of
18:23
the final roadblocks to a million and
18:26
like I said we can break a million and
18:27
not have these things in place but we’re
18:29
going to go in and make sure they’re in
18:30
place but we’re gonna go out and scale
18:32
that business now to seven figures and
18:33
hopefully eight now as we’re on that
18:35
seven figure eight figure run step
18:38
number six is a Leadership Model how do
18:40
you become the effective CEO that you
18:42
need to be and build leadership
18:44
um skills within your other leadership
18:46
team and possibly if you’re not the
18:48
leader you need to be and you don’t want
18:50
to become that leader how do we go and
18:52
find leaders to go and drive your
18:54
business from the CEO level or the CFO
18:56
level so those are the six steps of
18:59
simple businesses by simple growth
19:01
coaching that is going to drive you to
19:03
seven figures and if you’ve broken seven
19:04
figures and you don’t have these six
19:06
steps of being having at least four
19:08
hours a week to work on your business
19:10
strategically your finances order
19:12
business and financial you don’t have a
19:15
simple business of four to five course
19:18
services at least up to a million and a
19:19
half to two million
19:20
they’re predictable that don’t need you
19:22
you don’t have a process to hire a
19:24
players and retain them with Clarity and
19:27
a scorecard uh you haven’t dialed in
19:28
your client acquisition model or you’re
19:30
not the CEO that you need to be at seven
19:32
figures
19:33
um this is absolutely instrumental that
19:36
we should have a call sgscall.com
19:39
um we need these six steps whether
19:41
you’re scaling a million if you’re
19:42
beyond a million especially uh give us a
19:45
call see if you qualify for a coaching
19:47
or a masterminds now cool thing is once
19:49
we broke a million uh We’ve turned down
19:51
probably about 20 to 25 businesses you
19:53
have to be the right fit for the
19:54
coaching and especially the masterminds
19:56
but the masterminds group here uh as
19:59
we’re diving in
20:00
we’ve recently revamped our agenda so
20:04
the actual five or six areas I’m going
20:07
to go over here now are actually remote
20:09
uh to exponential load and load time and
20:11
then we have Live Events once a quarter
20:14
to reassure you understand them and work
20:17
on them live need a knee uh but
20:19
basically right off the bat
20:21
we get really clear on your purpose
20:23
values Mission and Mission goals and
20:26
dive into that uh after that we’re going
20:29
in and setting the mission strategy so
20:30
the mission strategies is hey in three
20:32
years we want to be at five million how
20:34
are we going to get there each year and
20:36
what does that look like we involve your
20:39
team and people actually take ownership
20:41
of the different executables it’s not
20:43
just the business owner anymore it’s the
20:45
whole entire team uh next thing is we’re
20:47
going in is we go in and teach you how
20:50
to hire lead and Fire to the vision and
20:53
get the right people contributing to
20:54
your business and how you can lead and
20:57
hire to the actual vision of the
20:58
business uh we go in and create a future
21:01
org chart so what does it look like in
21:03
three years what are the key areas that
21:05
we need to hire and responsibilities so
21:07
we have the idea of what are we looking
21:09
for in key uh hiring before we actually
21:11
need them so that’s key where we’re
21:13
actually setting a road map to scale
21:16
from seven to eight figures with all the
21:18
key hires and the uh different areas so
21:21
you then we’re going to take a look back
21:22
at what are you currently doing and
21:24
who’s wearing the most hats and
21:25
strategically where do we need to start
21:27
hiring from that
21:28
uh and then the final part uh is we’re
21:31
going to go in and look at your
21:32
quarterly annual Rhythm and work with
21:35
you how to execute that with your team
21:37
and if you need be we have certified
21:38
coaches that can actually fly out to
21:41
your organization and help Implement
21:43
your quarterly and annual planning and
21:44
walk you through this whole entire
21:46
process so I wanted to take some time
21:48
today uh to really just talk about how
21:51
the simple growth masterminds
21:53
um
21:54
has allowed me to take the elite content
21:57
that we’ve licensed to actually bring
21:59
you the clarity of setting a vision a
22:01
mission with Mission strategies core
22:03
values to hire train and fire to them
22:05
how to get your annual quarterly
22:06
planning together big three methodology
22:08
and a whole lot more to be able to give
22:10
you the skill set to become the leader
22:12
that you need and your leadership team
22:13
needs to go do seven to eight figures if
22:16
you haven’t broken the seven figure Mark
22:18
or you’ve broken the seven figure Mark
22:20
and you have not gone in and solidified
22:23
the six simple steps to scale your
22:26
business uh we can actually come in and
22:28
help you
22:29
um but really ethically at this point it
22:31
was is part of something that I wanted
22:33
to give back to the industry
22:35
and I wanted to bring in the elite
22:37
methodology and in addition tap into uh
22:41
the national network of leaders that I
22:43
have uh in my network for these Live
22:45
Events we’ve got the same simple growth
22:47
masterminds team that speak of the live
22:49
events every time that you know and love
22:51
uh but we are tapping into my network of
22:53
about 28 to 30 industry leaders uh
22:56
starting this January the live event
22:57
including jonathoshnick Josh Latimer
23:01
Debbie sardone Libby delucian and EJ
23:03
McCoy complete with a shop tour and a
23:06
live networking event out there so I’m
23:08
going to wrap this up if you’re watching
23:09
the end of this and you haven’t seen it
23:11
um I’m going to play the video real
23:12
quick but for sure you want to take a
23:15
look at it it is SGS
23:19
call
23:21
um to see if you qualify so
23:24
questions comments dropped below uh
23:26
we’re getting clear on the six steps to
23:27
get to Seven figures and Beyond and then
23:30
uh we’re going in to the elite
23:31
methodology getting clear building the
23:33
culture and Leadership you need to get
23:35
to Seven figures and Beyond in your lawn
23:37
care business next live event is going
23:39
to be uh in Dallas Texas the beginning
23:42
of the month and we’ve got three days uh
23:45
there complete with shop tour and live
23:47
event in addition to that uh we just had
23:50
our monthly webinar for our masterminds
23:53
group Greg Gillian came in and talked
23:55
about how the how to have the perfect
23:57
onboarding for that a player and how to
23:59
get them acclimated because you really
24:01
first chance is your only chance to
24:03
actually make a first impression for
24:04
that new employee and then coming in
24:06
October is our live webinar event that
24:08
you’d be able to make
24:09
um Jason cups coming in talking
24:11
legalities of hiring handbooks uh
24:14
performance Improvement plans and um if
24:16
you have to let somebody go how to do it
24:18
legally as well as severance package so
24:20
all these things if you don’t have them
24:21
place your business seven figures and
24:23
beyond for sure
24:24
sgscall.com to see if you qualify for
24:26
the simple growth masterminds looking
24:28
forward to seeing you guys on October’s
24:30
webinar and the live event in Dallas
24:32
Texas SGS called

0:00
my calendar here want to make a quick
0:01
video been talked to a lot of people on
0:03
Facebook lately in our Live Events and
0:06
um they’re like going in and asking what
0:09
can we do in our business to literally
0:10
stop the chaos and get really clear on
0:13
what we need to do inside our business
0:15
to have the business run day in day out
0:17
without having to fight fires our team
0:19
members fighting fires and literally
0:21
have a business a business that’s simple
0:23
and can scale so what I’m going to do is
0:25
talk about the six simple steps of
0:27
business
0:29
um particularly the Civil growth six
0:30
steps of business and through this
0:32
process of working through these six
0:34
steps uh we have recently taken five or
0:36
six uh companies here in the last few
0:38
months uh from about a half a million up
0:40
to a million and now well beyond uh so
0:43
what we’ve done is created a simple
0:44
process of basically six pillars of
0:47
success
0:48
um that any lawn care business can go
0:50
through and we do this through
0:52
one-on-one coaching hot seats uh
0:54
one-to-many webinar each month
0:56
and a whole lot more but I want to dig
0:58
in and really talk about what are the
1:00
six simple steps and how they can be
1:02
implemented in your lawn care business
1:04
and what they’ll actually do for your
1:05
business and you as the business owner
1:08
yourself or manager if you’re watching
1:09
this so step number one is to work on
1:12
your business uh four hours a week so
1:15
very simple like Michael Gerber we want
1:16
to work on it not in it uh so what we’re
1:18
doing is going in and actually showing
1:19
you how to manage your calendar and
1:21
block out that time uh this is literally
1:24
not going out fighting fires unless
1:25
there’s an emergency in the family or a
1:27
death uh these are four hours that are
1:30
going to be protected for you the CEO to
1:32
work on the business the next thing is
1:34
what do we actually work on during that
1:36
four hour blocks we’re going to go in
1:37
and show you the particular kpis and
1:39
things you need to be working on that’s
1:40
not going out doing estimates it’s not
1:42
doing quality control it’s not training
1:44
your team uh this is actually setting
1:46
the strategy and vision to the business
1:47
and getting really clear about what
1:50
we’re doing in the business and how the
1:51
business is operating in addition as you
1:54
grow to seven figures and Beyond we have
1:56
other people in the business such as
1:58
your admin your managers uh not
2:00
necessarily your crew out in the field
2:02
but we need to actually be able to go in
2:04
and teach these individuals how to
2:05
actually manage their time because it’s
2:07
not just enough the business owner to
2:09
have good time management know what to
2:10
work on in these blocks uh we need to
2:13
actually go in and teach and Mentor your
2:15
team how to access have the same skill
2:17
set so number one we’re going to go in
2:19
and get you four hours a week I don’t
2:21
care if it’s one four hour block
2:23
if it is eight half hour blocks or one
2:25
hour blocks over four days we’re gonna
2:28
go and get four hours a week uh for you
2:30
and your management team to actually go
2:32
in and work on strategy and
2:34
implementation and show you exactly what
2:35
you need to be doing to work on it not
2:37
in as Michael Gerber would say step
2:38
number two we’re gonna get your finances
2:40
owner and it’s just not enough to get
2:41
your finances in order uh for the
2:43
business itself but really on your
2:44
personal end so uh if you’re watching
2:47
this and you do not have your QuickBooks
2:49
and finances reconciled by the 10th and
2:52
15th of every month with a very clean
2:54
chart of accounts
2:55
and it clearly defined cogs or cost of
2:58
goods account up top
2:59
um we may have an issue uh we need to
3:01
get in and get those finances uh dialed
3:05
in and have them ready to be an uh
3:08
basically analyzed the 10th and 15th of
3:10
the following month in addition once we
3:12
get the business finances together uh we
3:14
have another issue we traditionally see
3:16
people are basically robbing Peter to
3:18
pay Paul they’re bleeding their business
3:19
dry with their personal expenses or
3:22
they’re not paying themselves a fair
3:24
market wage so we go in and make sure
3:26
you don’t have 150 000 vote getting
3:28
sucked off the business finances believe
3:30
it or not we have seen this and multiple
3:32
uh boats RVs different things like that
3:35
so we’re going to get really clear about
3:36
the business finances personal finances
3:38
and at least the fair market wage for
3:40
the owner in addition we’re going to be
3:42
diving in and looking at how do we know
3:45
our break even numbers what it cost us
3:47
per man hour per division which Revenue
3:49
we should be charging what are the
3:51
metrics fires labor and labor burden and
3:53
how to create a production rate based
3:55
estimated system that lines up your
3:56
financial goals that is just some of the
3:59
things we hit on step number two step
4:00
number three is we’re going into
4:02
building a simple business so a lot of
4:04
businesses when they come to work with
4:05
the simple growth coaching division
4:07
come in with 20 or 30 Services they do
4:10
okay pretty good at but nothing great
4:13
and the problem is they’re doing a whole
4:15
lot of things that potentially are not
4:16
profitable or a distraction to the main
4:19
goal um and I am one to tell you we’ve
4:21
made this mistake once or twice and my
4:22
businesses as well
4:24
um and if we could have gotten really
4:25
clear and created a simple business
4:27
around three to five core services that
4:28
don’t revolve around the business owner
4:30
up to about a million and a half to two
4:32
million uh we could grow a lot faster
4:34
and the business owner would have a way
4:36
better work-life balance and
4:37
profitability so we’re going to take our
4:39
three to five simple businesses up to
4:40
about a million and a half to two
4:41
million and then once we spread it out
4:43
we can cross-sell into our existing
4:46
database and then we have the ability to
4:48
start building out separate divisions
4:49
with the finance as we set together to
4:52
actually support those divisions uh next
4:54
thing we’re gonna go is Step number four
4:55
we’re going to hire a players now
4:58
obviously the job market right now is
5:00
tough so how do we go out and get those
5:02
a players how do we create a job
5:05
description in onboarding process
5:08
how do we go out and hire train and
5:11
eventually coach up or coach out to our
5:13
core values but the other thing is our
5:15
system uh does not really go in and put
5:19
Clarity around this so culture and
5:22
productivity and how do we merge those
5:24
together because your a players are
5:25
going to want the culture merge with
5:27
productivity
5:28
um and they’re going to want to know
5:29
what winning looks like and they want to
5:30
know if they’re winning on a daily and
5:32
weekly basis so if your team members
5:34
right now are coming in on a daily basis
5:36
and they don’t know what winning looks
5:38
like and they don’t know what metrics
5:39
public have been shown to them if
5:41
they’ve won or lost you are at a massive
5:44
risk of losing your best Aid players
5:47
um it’s imagine going to a sports game
5:48
with no scoreboard
5:50
and these professional athletes don’t
5:52
know if they’re winning or losing
5:53
because there’s no score that’s exactly
5:56
what you’re doing your business if you
5:57
don’t have daily and weekly kpis uh
5:59
around a big three methodology to
6:02
basically let them know what winning
6:03
looks like and let them know if they’re
6:05
winning or losing if they’re not winning
6:07
how can we go in and help them right now
6:09
my guess is most business owners are
6:11
literally sending out a maintenance crew
6:12
or a lawn mowing crew uh with weed
6:14
whackers blower stick edges and
6:16
literally having them to cut 25 to 30
6:18
lawns
6:19
depending on the market and when they
6:21
get back
6:22
they don’t know if they want our laws
6:24
what does winning look like on that crew
6:26
and how can we show our a players if
6:28
they want or loss and how can we assist
6:29
them to win if they’re not winning but
6:32
if you’re not showing with perfect
6:33
clarity what winning looks like and if
6:35
they’re winning or losing on a daily
6:36
basis your major risk of losing your a
6:38
players so we’re going to go in and show
6:40
you how to get those a players how to
6:42
onboard them how to retain them and
6:44
create Clarity around culture and
6:46
production winning and losing step
6:48
number five is we’re going into a client
6:49
acquisition model after we’ve built out
6:51
a core fundamental uh basis for your
6:55
business we need to go in and literally
6:57
get deep in there and know what client
7:00
acquisition looks like so if you
7:02
currently are watching this and you
7:03
don’t know over your four or five
7:05
marketing resources how many leads have
7:07
come in for marketing lead Source on
7:09
percentage how many turn into a client
7:11
would it cost you to get a client on
7:13
average per marketing lead source and
7:15
how long they stay with you client uh
7:17
client lifetime value uh you need to get
7:20
really clear on this because this is
7:22
where business it’s really fun if we
7:24
built the time management in the
7:25
finances a simple business and eight
7:28
players now we need to go out and scale
7:29
and add the fuel to the rocket to take
7:31
off kind of hockey stick it up but
7:33
that’s what we’re looking at right here
7:34
we need to go in and create a client
7:35
acquisition model so if you have not
7:38
uh been able to delegate A system that
7:40
you can clearly go out and acquire
7:41
clients and you know how many leads will
7:43
come in on average per marketing Source
7:45
what they’ll close as a percentage you
7:47
become a client what your client
7:48
acquisition cost is and your client
7:49
lifetime value we need to get really
7:51
clear and put processing systems in here
7:53
that does this in addition we also need
7:56
to know on average
7:58
how many people are canceling throughout
8:00
the year and a cancellation percentage
8:03
per lead Source because each lead source
8:05
is not made equal and then once again
8:07
with those eight players if they’re
8:09
around your sales team at client
8:10
acquisition we need clear daily and
8:13
weekly kpis and goals to show your sales
8:15
team who what winning looks like and if
8:17
they’re doing it in addition if someone
8:19
is not clocking in either part-time or
8:21
full-time in this where their total job
8:23
in that time frame is to literally sell
8:26
and hit a sales goal we’re missing the
8:29
client acquisition model most service
8:30
businesses do especially in the lawn
8:32
care industry is they sell a lot of work
8:34
they start doing the work the work
8:35
starts to look loosen up and there’s not
8:37
as much work and then they start selling
8:39
it’s a teeter-totter effect we cannot
8:41
scale consistently without a consistent
8:44
dialed in client acquisition model
8:46
that’s number step number five then step
8:49
number six well you’ve broken seven
8:51
figures or haven’t broken seven figures
8:53
once you get to that seven figure mark
8:55
this is where most businesses fail and
8:57
start to work back backwards the
8:59
business owner actually has to build
9:01
different leadership skills to be the
9:03
CEO and the Visionary at a million two
9:06
million five million and 10 million just
9:09
a certain benchmarks so what we do is we
9:10
go in and teach you how to get really
9:12
clear and become the leader you need to
9:14
be at the next level in addition we’re
9:16
going to go in and help you set a
9:18
purpose that is your driving force in
9:21
addition we’re going to help you go in
9:23
and create core values that we can hire
9:25
train and fire to
9:27
or to create a mission and it’s not the
9:29
typical mission that you’re thinking
9:30
about but this is our mission of the
9:32
next three years imagine climbing Mount
9:34
Everest with clearly defined kpis of
9:37
sales number of employees and maybe a
9:40
number of clients but we know what
9:41
winning looks like and we know where we
9:43
need to be along that journey to our big
9:45
hairy audacious goal is Greg our Jim
9:47
Collins says on the top of that Everest
9:49
Mission but now everybody in your team
9:51
is in the same bus in the right seat
9:53
going in the right direction we know
9:55
where we’re at we’re know where we’re
9:56
going with absolute Clarity we’re taking
9:58
culture and production and driving a
10:00
system and that is going to be our final
10:04
step is how to lead as an effective CEO
10:07
of your business and as we start to
10:09
scale to a million to three to five to
10:11
ten how do we create many leaders
10:14
underneath you as the uh CEO that
10:17
replicate what you’re doing and are very
10:19
clear on these six steps the vision the
10:22
mission and the culture around those
10:24
core values these are the six simple
10:26
steps of business with simple growth
10:28
coaching office of sounds interest
10:30
you’re missing any of these core six
10:32
areas whether you’re scaling to a
10:33
million especially if you’ve broken a
10:35
million if these things are not in place
10:37
we need to get them in place to be
10:39
successful and not constantly be
10:41
fighting fighting fires and wanting what
10:43
the next headache is going to be in our
10:44
business uh labor issues tend to
10:46
disappear 99 of them after you get these
10:49
in place because the business is solid
10:51
the a players are there they know if
10:53
they’re winning you’ve created an
10:54
awesome culture that everybody’s
10:56
breathing toward breathing in loving it
10:58
drinking the cool ladies you may say so
11:00
if this sounds of Interest give us a
11:02
shout at sgscall.com to see if you
11:04
qualify we have specific coaching for
11:06
submillion and Million Dollar Plus
11:08
companies based around the six steps
11:10
here live quarterly events
11:12
hot seats where we go come in with
11:15
similar sized businesses where you can
11:16
discuss your problems and other business
11:18
owners uh with the facilitation the
11:20
simple World help you work through those
11:21
problems you have a one-to-many webinar
11:23
on a monthly basis and depending on what
11:25
level you’re at we have uh quarterly
11:27
shop tours or once a year shop tours uh
11:30
live with floral class speakers on a
11:33
national level including the simple
11:35
growth coaching team so sgscall.com if
11:38
you’re interested uh Mike Callahan I’m
11:41
excited to show you and be able to share
11:42
what is now going on three seven figure
11:45
businesses the tools and the resources
11:48
and the influential people Nate on a
11:50
national level that I’ve used to scale
11:52
my businesses and walk you through the
11:54
six simple steps of business business
11:56
doesn’t have to be tough and I will tell
11:58
you
11:59
as you walk through these areas having a
12:01
road map of what you’re going to see and
12:03
how to execute it with support and
12:05
accountability is the key so uh if you
12:08
want to see if you qualify for getting
12:10
some help of working your lawn care
12:11
business through the six simple steps
12:13
sgscall.com to book a time to see if you
12:15
qualify and unfortunately not everybody
12:17
qualifies you need to be serious about
12:19
your business you want to be able to get
12:21
the time to work on it and not in as
12:23
Michael Gerber would say and we want to
12:25
get really clear and committed on our
12:27
finances
12:28
um creating a simple business not one
12:30
that’s chaotic how to hire Aid players
12:33
and retain them how to create a client
12:35
acquisition model with production rate
12:37
based estimating that doesn’t revolve
12:38
around the business owner and then how
12:40
do you evolve as an effective CEO or
12:43
bring in an effective CEO to run that
12:45
portion of business if that’s a skill
12:47
set you don’t want to evolve into
12:49
sgscall.com looking forward to seeing
12:51
you book a call and we’ll see if you
12:53
qualify

0:00
here wanted to do a special Facebook
0:01
live this morning you may have seen the
0:03
announcements but uh brought our
0:05
on-demand simple estimate expert Josh on
0:09
here uh wanted to talk about the shifts
0:11
in buying habits and how consumers uh
0:14
Demand on online and on-demand shopping
0:18
um like they have uh basically from the
0:20
study that post covered shifts so uh
0:23
Josh if people haven’t heard about you
0:24
or uh haven’t seen you before if you
0:26
want to give a quick intro and we’ll
0:27
dive in but I’m really interested to see
0:29
what you’re seeing working me to knee
0:32
with a lot of lawn care and landscape
0:34
companies right now and what they’re
0:35
seeing in their office as far as sales
0:37
stats definitely yeah so my name is Josh
0:40
I owned a lawn care business up in
0:41
Michigan full service about eight years
0:43
sold about a year and a half ago jumped
0:45
on board with simple growth now I’m
0:47
heading up simple estimate it was
0:48
actually a simple growth client before I
0:51
sold
0:52
um so basically what I kind of start
0:53
telling people is with like you
0:55
mentioned the the buying shift that’s
0:56
happened since covet and just continues
0:58
to keep scaling and growing towards
1:00
getting work to be in more of an
1:02
on-demand search that people have I
1:05
phrase it to people this way if you were
1:07
to go to Amazon and if you saw let’s
1:08
just say a pair of shoes and if it there
1:11
was a button that says hey click here to
1:13
get more info we’ll give you a date you
1:15
can expect the shoes to be delivered how
1:17
much they are
1:19
to where Amazon wouldn’t be where they
1:21
are today you know are the whole thing
1:22
of Amazon has to go on there buy what
1:24
you’re looking for and then have it
1:25
delivered right to where in the green
1:27
industry we’re still stuck with hey fill
1:29
out this form
1:30
within one to two days we’ll get back to
1:32
you with a price for what service you’re
1:35
looking for this seems absolutely insane
1:37
the technology is out there it just
1:39
until now hasn’t really made it to the
1:40
green industry yet
1:42
yeah I couldn’t agree with you more and
1:43
so that’s one of the things that we’re
1:44
seeing obviously is a major shift and
1:46
the companies are winning are creating
1:48
the ability uh for the client to
1:49
basically gather choose their own
1:51
adventure so maybe they do want them to
1:53
come out and actually do an in-person
1:54
estimate but I’d say 95 of these clients
1:57
uh potential clients and leads are
1:59
looking to actually just check that
2:00
checkbox on their to-do list and get
2:02
that done and as we’re looking at this
2:04
there’s a lot of different ways that
2:05
we’re seeing uh to actually do this so
2:08
we’ve done a couple case studies on how
2:10
to actually use on-demand buying inside
2:12
your business uh the first of which is
2:14
literally having a widget on your
2:16
website where somebody can go in and
2:17
actually type their address the
2:19
satellite imagery comes up and they can
2:21
literally color the service area with
2:23
the finger or mouse off the laundry the
2:25
driveway area uh for a pavement ceiling
2:28
or snow removal um and it’s going to be
2:30
an online checkout where we can grab a
2:32
PCI Compliant credit card form depending
2:34
on the software connects with and
2:35
actually get that into the software uh
2:37
the second thing Josh that we’re seeing
2:38
is really going through estimate
2:40
estimate upsells basically so like
2:42
simple growth we’ve send out these
2:44
upsells on on a basically timed out uh
2:47
area throughout the year uh in the email
2:50
there’s a button traditionally to
2:52
request an estimate what we’ve seen now
2:53
is being able to supplement that button
2:55
to actually click the button and pull up
2:57
a live on-demand estimate for your
2:59
clients and uh really the time savings
3:02
here is is amazing for the actual
3:04
business owner and the client but with a
3:06
simple growth upsell we’re seeing an
3:08
average of 60 to 80 estimate requests in
3:10
the first 24 to 48 hours so a lot of
3:12
business owners will literally call us
3:14
and say hey we just don’t even have time
3:15
to do all these requests uh why don’t
3:17
you shut off the last uh basically reach
3:21
out but now we have the ability for them
3:23
to actually go in and click and get a
3:24
live estimate close and update their
3:26
card on file that’s required now the
3:28
third and final way Josh that we’ve done
3:30
and seeing this we’ve done some case
3:32
studies with a gentleman uh Tyler Grimes
3:34
at Integrity sealing uh based on the
3:36
ceiling
3:37
um area there but Tyler went in and sent
3:40
pulled out about three different
3:41
versions of these flyers here and you
3:44
can see the QR code over here maybe over
3:47
here where people can click and actually
3:49
get a live estimate but Tyler had a
3:51
total of three of these all different
3:53
copies that went out
3:55
um and we used a product called send Jim
3:57
to do that and with the send Jim
3:59
integration we’re able to go in and
4:02
highlight an exact neighborhood and with
4:04
that neighborhood we did a total of
4:06
three mailings uh drops and these were
4:08
probably the most expensive drops you
4:09
could do but we wanted to see how they
4:12
converted
4:14
um and the rough numbers not including
4:15
the estimating software is
4:18
um he had about an eight percent return
4:20
on a cold mailing had never talked to
4:22
him and he closed those estimates at 57
4:25
uh so with some rough math his client
4:28
acquisition costs would it cost him to
4:30
actually acquire a a new client through
4:32
that mailing was about thirty dollars so
4:36
I don’t know about you Josh but we were
4:38
we were running 125 to 150 for a client
4:40
acquisition model uh to be able to go
4:42
out and Target the exact neighborhood
4:44
that we’re already in the or the
4:45
adjoining neighborhoods to build route
4:47
density and have an on-demand system
4:50
where they could go in just in Tyler’s
4:51
here hit this QR code and literally uh
4:55
get live pricing and sign up and get a
4:57
credit card on file so they’re ready to
4:58
go
4:59
um has been a massive win
5:01
um and I know you’ve got a couple other
5:03
things you want to break into but I want
5:04
to put some other some interesting
5:05
things that have shifted in the market
5:07
as I’m sitting here and I wasn’t
5:08
planning on talking about this but
5:09
Tyler’s allowed us to be uh use them as
5:12
a case study
5:14
um so I don’t know if you remember these
5:15
guys here Josh but these are might be
5:17
dating myself these These are right out
5:18
of Valpak I remember so what you got is
5:22
basically an envelope about 15 to 20
5:25
different advertisers and I’m competing
5:27
uh so Tyler went in and tried Valpak and
5:29
at the honest I’m like I I don’t know if
5:31
that’s really going to work we didn’t
5:32
have much success with it
5:34
um but believe it or not I was talking
5:35
to Jonas Olson yesterday we’re on the
5:37
pest control millionaire podcast and
5:39
Jonas has actually seen the same
5:40
Resurgence of Valpak working but what
5:44
we’ve done with Tyler here is we’ve gone
5:45
in and added this QR code and to track
5:48
it to get you guys the stats we’ve had
5:49
two separate QR codes one for the
5:51
mailing I just told you it would send
5:53
Jim and one for
5:55
um the one in Valpak
5:56
and believe it or not the Valpak worked
5:59
just as good within a few percent as the
6:01
direct mail we did through senjin so if
6:04
you’re looking at ways to really push
6:05
that gas pedal going into the fall
6:08
season we’re making those bottom line
6:10
profits for a very small investment we
6:12
can go out and literally put this on our
6:14
website so it’s not eating up our
6:16
bandwidth instant estimates we can go
6:18
out and use a product like send Jim and
6:21
if you’re interested simple estimate has
6:23
a separate package
6:25
um that cost you nothing on Sim send Jim
6:27
where we have pre-templeted uh postcards
6:29
you can actually use they’re ready to go
6:31
for you and then in addition you can use
6:34
the on-demand buying on your upsells
6:36
when we click a button it pulls it up
6:38
and then the third and basically fourth
6:40
version would be going out and doing
6:42
some of these direct mailings as well so
6:45
Josh I know it was a lot but I want to
6:47
give people a quick overview of kind of
6:48
what this is all about because
6:51
um some of this is really not new it’s
6:52
just adding the ability to click with
6:54
your phone through a QR code or hit the
6:56
website and literally be able to buy on
6:58
demand and capture a credit card
6:59
yeah absolutely a lot of people I think
7:01
you know as a you know business owner
7:03
it’s like you think if you’re making
7:04
something more convenient for your
7:05
client it’s more of a strain on you it’s
7:07
more of a headache for the office which
7:09
it completely is the exact opposite it’s
7:11
more conveniently oh in Tyler’s case
7:13
with him closing 57 that is zero
7:15
interaction with his office staff so his
7:17
office staff can be focused on you know
7:19
higher tax items like you know Finding
7:21
good people that’s still an issue going
7:23
on you know kind of setting the division
7:24
for the company and really just driving
7:26
all the higher level task items that
7:28
need to be done
7:30
um you know another thing is you know
7:31
timing as far as like the timing of when
7:33
people are requesting these estimates
7:34
most of them are after hours when
7:36
they’re closed you know time there’s a
7:39
research shows that purchases online and
7:42
you know it’s a service estimate
7:43
requests they’re mostly follow people’s
7:46
timing in their General life right eight
7:48
nine o’clock at night they get the kids
7:49
down in bed finally you know Mom and Dad
7:51
have a couple minutes to chill out like
7:53
you said earlier they’re trying to check
7:54
items off their to-do list so if you’re
7:56
on the clock yeah right you’re doing
7:58
something right I’m struggling 9 9 30.
8:00
so
8:01
that’s for another that’s another topic
8:04
but you know it’s like if you can be
8:07
open 24 7 like Amazon is that’s what’s
8:09
going to change and set you apart from
8:11
your from your um competitors if I were
8:13
to go onto a website knowing what I know
8:15
and if there’s a website a that says hey
8:18
fill out this estimate request form or a
8:21
website B that says hey we can give you
8:22
a price right now and you can sign up I
8:24
would pick website Beach where I can
8:25
check that off my to-do list there’s
8:27
another study that research showed that
8:29
they’ll actually pay 70 of consumers
8:31
will pay more just based on convenience
8:34
so just being able to sign up when
8:36
they’re ready and actively looking to
8:38
sign up they’re willing to pay more so
8:39
it’s a win-win for convenience and also
8:42
for your bottom line
8:44
yeah I couldn’t agree more so that’s
8:46
what we’re seeing a lot with this
8:47
on-demand on-demand buying so
8:50
um really the idea here is that we need
8:52
to be able to go out in your service
8:54
business particularly lawn care business
8:55
right now uh as we’re ramping up for
8:57
snow removal or the continued season in
8:59
the southern markets uh the companies
9:02
that are winning are actually going in
9:03
and doing this so uh if you’re
9:06
unfamiliar uh simple growth is actually
9:08
uh purchasing existing software company
9:10
uh We’ve rebranded it it’s called Simple
9:12
estimate we’ve actually gone out and
9:14
invested about five and a half six
9:15
months uh refining the system and and
9:18
really getting the system to where it
9:20
can grow and scale and support its users
9:24
so a simple estimate it’s simple
9:26
estimatesystems.com with an S if you if
9:28
you want to look at more and actually
9:29
demo this uh but the idea is this this
9:32
was a missing piece in my business and
9:34
as the technology shipped we started
9:35
working with on-demand Bots the
9:38
technology with the AI was not there yet
9:40
so we actually went in
9:42
and bought a software platform called
9:44
Simple estimate now where we can
9:46
actually help business owners of lawn
9:48
care and snow removal payment services
9:49
drive off a satellite image uh we also
9:52
have invested heavily in AI artificial
9:54
intelligence
9:56
um and that shift is just starting to
9:57
come there’s the speed with some of the
9:59
AI especially in some of the existing
10:01
platforms it’s just not there but we are
10:03
investing in that we’re thinking the
10:04
next 10 to 14 weeks uh the AI itself
10:07
actually should be seasoned up for the
10:09
machine learning to give very
10:10
predictable estimates with a quick
10:12
fashion so we are as we’re looking at
10:15
simple estimate simple growth we’re
10:16
always looking for that next shift in
10:18
technology the next shift in buying
10:20
habits that was part of the reason why
10:21
Josh said hey Mike we really need to hop
10:23
on and kind of do some quick education
10:25
here kind of make people aware of this
10:26
because if you’re seeing some of your
10:29
sales flatliner if you’re seeing the
10:32
ability to get out in an estimate if
10:33
you’re doing it manually within you know
10:35
one business day or less that’s good but
10:37
people are demanding it a lot sooner
10:40
um an Amazon doordash Netflix X goes on
10:43
and on those Services right now are not
10:45
helping the service industry because
10:46
they need the service industry my
10:48
opinion Josh we need to adapt to that
10:50
on-demand buying habits so if you’re
10:52
interested in kind of seeing what this
10:54
looks like uh want to demo itself with
10:56
some of your actual clients uh feel free
10:58
to book a call with us at scecal.com
11:01
where Josh or one of the simple estimate
11:03
team members would actually join you the
11:06
cool thing is everybody on the simple
11:07
estimate team and most of the people on
11:09
the simple growth team have actually
11:11
owned Lawn Care businesses or still do
11:13
multi-seven figures or at least Beyond
11:15
seven figures we understand how things
11:17
have to work inside your lawn care
11:19
business or pavement services
11:21
and this is just really The Next Step as
11:25
we brought to you with simple growth on
11:26
the umbrella automations five or six
11:28
years ago that was kind of the bleeding
11:30
edge that we had experienced in my
11:31
company eight or nine years ago uh as
11:34
we’re continuing to go to bring these
11:35
products to help business owners take
11:36
their life back for the business and buy
11:38
that time back and have predictable
11:40
profits uh this is just the X Evolution
11:42
that we’re starting to bring to the lawn
11:44
care industry Josh so I don’t know if
11:45
you have any uh reflection on that but I
11:48
just kind of want to put some context to
11:49
that because this is really
11:51
um our passion is to help business
11:53
owners and to time management and create
11:55
that work-life balance and if you’re out
11:56
there doing these estimates and you’re
11:58
working all day and then instead of
11:59
going home with the family you’re going
12:00
to go out and do five or six or ten
12:02
estimates at night that’s tough but I
12:04
mean in Tyler’s situation he’s still on
12:06
the truck most the time so Tyler needed
12:08
a solution where how can I actually work
12:10
with the guys and manage the trucks in
12:12
the field but still have these estimates
12:13
getting done
12:15
um so I think it was last month he had
12:17
50 50 sales alone with credit card on
12:19
file that literally just had happened
12:22
automatically while he was out in the
12:23
truck managing or helping the guys in
12:25
the field so really it’s not just a a
12:28
large 750 to a million dollar Beyond
12:30
company you could be a two 250 000 maybe
12:33
even a little less if you have a website
12:35
for social media or door hangers that’s
12:37
driving traffic or even on the side of
12:39
your truck or trailer with a QR code
12:40
this is going to be a two of the time
12:42
buys time back and literally allows a
12:45
company 100 to 200 or 300 000 to compete
12:48
with the companies that are running
12:49
marketing budgets and advertising
12:51
um you know a five six million dollar
12:53
company because the the technology the
12:55
on-demand shift right now is literally
12:58
leveling the field for the smaller
12:59
companies allowing them to scale a lot
13:01
quicker than they normally would yeah
13:03
absolutely and the only thing I would
13:05
add to that with the Amazon part is
13:06
Amazon has already leaked into so many
13:08
different markets and different
13:10
um offerings you know they’ve got
13:11
pharmacies now it’s just all the
13:13
different things if we don’t take
13:15
advantage of the technology that’s out
13:16
there now Amazon will they’re always
13:19
looking to expand into different markets
13:21
of different verticals
13:22
um so it’s this is our chance to have a
13:24
little piece of that pie so we can kind
13:25
of you know possibly keep Amazon from
13:27
kind of coming in and taking you know
13:29
like what Uber did to the taxis right
13:30
and Josh I I hate to burst your bubble
13:34
but honestly this was not scripted
13:36
beforehand uh believe it or not in some
13:38
markets we’re actually seeing right now
13:40
Amazon home services so you can actually
13:42
go in in some markets uh actually buy
13:45
Lawn Care on demand from Amazon so if
13:48
you want to compete with the players
13:51
um and uh different National franchises
13:54
with fertilization and weed control the
13:56
the big players are already starting to
13:58
adopt this in some markets now uh one of
14:00
the big fertilizing companies that we’re
14:02
all aware of
14:04
uh does a lot of estimates in person but
14:06
like in my market and a few of the other
14:07
markets are actually doing on-demand uh
14:10
estimating just like we’re talking about
14:11
here with AI and color features uh
14:13
Amazon Home Services same exact thing
14:16
they’re starting to adopt some on-demand
14:17
buying as well
14:19
um and not just capturing the lead and
14:21
creating an estimated certified vendors
14:22
in these areas so uh the shift has
14:24
already happening Josh and I’m glad you
14:25
talked about that
14:27
um the taxi cab drivers so I mean when
14:30
you went to a taxi driver you know 10
14:31
years ago and say hey this this little
14:33
phone here is going to put you out of
14:34
business
14:35
um they thought you were nuts uh but I
14:37
tell you what it it has shifted so
14:40
um I think that if your own home home
14:42
service business especially Lawn Care
14:43
fertilization weed control for pavement
14:45
Services uh and snow removal this it’s
14:48
not if it’s when this shift’s gonna
14:51
happen on a wholesale basis so you have
14:53
the ability to be first to Market and
14:54
actually dominate your Market
14:56
um if this is something you’re doing
14:57
whether you do it with simple estimate
14:58
you do it yourself you do it with
14:59
somebody else yourself or somebody else
15:02
um this in my opinion is the next gift
15:04
that’s already starting to happen so we
15:05
really wanted to come on and just really
15:07
talk about how to be the early adopter
15:09
in your market and offer on-demand uh
15:12
shopping and Josh I know you’ve talked
15:14
to a lot of people
15:16
uh that have been utilizing simple
15:18
estimates signing up
15:19
um but one of the things that we’re
15:20
seeing is a lot of the consumers uh like
15:23
the ability to emotionally color in the
15:25
service area now we’re investing in the
15:27
AI we’re going to be releasing that in
15:29
the fall uh once we’re comfortable with
15:30
the speed with it but really a lot of
15:33
folks right now haven’t psychologically
15:35
shifted to the AI automated measuring
15:38
they like the confidence of coloring the
15:41
service area because they know their
15:42
property and they trust it um so Josh if
15:44
I don’t know if you want to speak to
15:45
that but I know you’ve been seeing a lot
15:46
of that with the college you’ve been
15:47
having
15:48
yeah absolutely it does it’s kind of
15:50
that psychological aspect to where it’s
15:52
like hey you know I I have that
15:54
experience it’s more of an experience
15:55
setup for them to where I colored in my
15:57
own property I got to see the square
15:59
footage that I colored in as it was
16:00
coloring it in it’s not just hey I
16:02
pushed a button it popped something up
16:03
and then here’s your prices right it’s
16:05
like there’s that emotional connection
16:07
to them that hey I literally prepared my
16:09
own estimate for myself it sounds crazy
16:10
and Goofy but that’s what it is it’s
16:12
like there’s such a
16:13
people wanting to be in in like kind of
16:16
contact in connection with the
16:18
technology instead of just pushing a
16:20
button and something happening you
16:21
actually have a little bit of input from
16:23
them personally and that ties them even
16:25
emotionally to your company
16:27
and Josh I know we did we weren’t
16:28
planning on demo in this but I don’t
16:30
know if you’ve got on your other screen
16:31
if you pull it up and maybe we could pop
16:32
it in here but I think a lot of people
16:33
probably are thinking about what does
16:35
this actually look like what’s the
16:37
consumer experience
16:38
um good news is obviously if you’re
16:41
interested you can hit us up at
16:42
scecall.com and do a live demo with Josh
16:44
you can put in some of your properties
16:45
see what it looks like how it operates
16:47
uh if you’re going to be out and about
16:48
uh in October landscape Summit sponsored
16:51
by Mike Andes uh the simple growth and
16:53
simple estimate team will be there I’ll
16:55
be actually giving uh two keynote talks
16:57
uh regarding dominating your market and
17:00
the five stages of automating your
17:01
business uh Josh and the team from
17:03
simple estimate will be there in a
17:05
separate Booth literally with a couple
17:06
giant TVs where you can actually see and
17:08
interact with this live if you’re going
17:10
to be in Dallas Texas in November we’re
17:13
also going to be at saa’s conference
17:15
serve Edge as well uh with the booth for
17:18
simple estimates you can actually go and
17:20
experience this live see what it looks
17:21
like but I’m telling you this is the
17:23
shift that I experienced with my lawn
17:26
care company with automations uh we
17:28
literally went in and dominated
17:30
neighborhoods and markets
17:31
um and the competition had no idea what
17:33
we were doing
17:34
um this is going to be the next shift so
17:36
uh if you’re if you’re worried about
17:39
um low ballers and people going out and
17:41
quoting and undercutting you uh like
17:43
Josh said the statistics and the studies
17:45
are showing right now that people are
17:47
going to buy uh more expensive Services
17:49
uh if they know like and trust you and
17:51
they can do it on their time and that’s
17:53
what we’re talking about here the
17:55
ability to give the consumer to buy on
17:57
their time when they’re ready and not
17:59
when it’s convenient for you as the
18:01
business seller so uh Josh gate a great
18:03
analogy but the other analogy that we
18:04
look at is like literally going into a
18:06
big box store like Best Buy and you’re
18:07
buying a big large screen TV around the
18:10
holiday season it’s cash in hand ready
18:11
to buy it and you go to buy it
18:13
and no one’s at the register there’s a
18:15
clipboard and it literally says put your
18:16
name your address your email and we’ll
18:18
call you back when we’re ready to sell
18:19
you the TV Auto about you Josh but I’m
18:21
going on my phone I’m hitting Amazon and
18:23
probably getting next day delivery for
18:25
that TV and probably getting to the same
18:26
price or better oh yeah the idea is that
18:29
that if you don’t have the ability for
18:31
someone to at least choose the option of
18:33
on-demand buying uh you’re literally
18:35
going to tell them to keep going down
18:36
the list in Google or Facebook to find
18:38
your competitor so Josh I know I kind of
18:40
put you on the spot there I don’t know
18:41
if you can share your screen off to the
18:43
left there’s a little screen share yeah
18:46
I can pull this up
18:50
foreign
19:01
and I’m gonna pop off and uh pull this
19:05
up so people can see this a little
19:06
bigger on the bigger part okay cool let
19:08
me know we’re good
19:15
all right we’re good A little Facebook
19:18
magic I got got us on the bottom I got
19:20
this on top
19:21
um I don’t think we’re going to be able
19:23
to ever to replicate this again but if
19:24
you’re watching you’re wondering what on
19:26
demand buying actually looks like uh
19:28
this would be a widget that would
19:30
actually be put on your website and this
19:32
is how we’re attacking on-demand buying
19:34
like your Amazon your Netflix your
19:36
doordash your Uber
19:38
um
19:38
and people are willing to pay a higher
19:40
price that they can do it on their terms
19:42
and check it off the check box so Josh
19:44
uh you’re the one who’s been kind of
19:46
running the show over here on this I’m
19:47
going to let you take the wheel and kind
19:48
of explain what’s going on here sounds
19:50
good all right so basically like Mike
19:51
said this gets installed on your website
19:53
this form here the form look is going to
19:56
be an HTML code that gets it right
19:58
installed directly on your website they
20:00
go through and to their address first
20:02
name last name all their contact info if
20:05
they want to if you want to display a
20:07
price that’s higher for gated Properties
20:08
or even just pre-qualify them I know in
20:11
my lawn care company I had to have a
20:12
gate that was at least 36 inches to get
20:14
in the backyard
20:15
um So based on their answers they say
20:16
hey I don’t have a gate or I have a gate
20:18
that’s larger than 36 inches we can show
20:21
different pricing for that if you guys
20:22
charge a higher price or gated property
20:25
so basically they’ll just go through
20:26
click continue after they enter their
20:28
information
20:29
we’ll show them a quick little demo on
20:30
what we want them to do just to clarify
20:32
what what we’re looking for them to do
20:33
color in the grass area and then save it
20:35
I will go through and it’ll actually
20:36
just start whether on desktop or mobile
20:39
and just do this a little haphazardly to
20:41
kind of
20:42
speed it up a bit but as I’m coloring
20:44
this in you can see the top right corner
20:46
is actually updating the square footage
20:49
that I’m measuring as I’m measuring it
20:52
so once this is that emotional tie with
20:56
the um client psychologically that
20:59
they’re like hey I actually helped
21:00
prepared part of my estimate
21:02
um we’re looking at about 3 264 square
21:04
feet right here they’ll go ahead and
21:06
click save or see estimate we actually
21:07
take a screenshot of this measurement
21:09
that was made and I’ll show you towards
21:11
the end of it where that comes back into
21:12
play to where you can verify the
21:14
measurement because a lot of people they
21:15
might just want the front yard service
21:17
if you’re a Fert company they might just
21:19
want the front yard they might not be
21:20
really concerned with the bag they just
21:22
want that front curb appeal from here
21:24
we’ll show them Services these are the
21:26
the basic services that people are
21:28
selling with it it’s the ones that
21:30
people are Googling most often right so
21:32
if somebody’s saying lawn mowing near me
21:34
fertilizing near me that’s what we want
21:36
to meet them where they’re at what
21:38
they’re looking for is what we want to
21:40
provide to them we can offer weekly or
21:42
bi-weekly services to where they can
21:44
only add one or the other to the cart
21:47
um any aeration overseeding Fert if you
21:49
guys have two three different packages
21:50
like a good better best we can
21:52
accommodate that show the seasonal
21:54
pricing or the the per app pricing
21:56
cleanups I know I did my cleanups were
21:59
priced out hourly with a minimum we can
22:01
accommodate hourly a rate Matrix price
22:03
or like a fixed rate
22:05
irrigation winterization and you know
22:07
startups we can also accommodate that
22:09
based on either the number of zones or
22:11
even the square footage we’ve helped
22:13
people derive pricing for number of
22:15
zones based off of the turf square
22:17
footage also once they go through and
22:19
click checkout
22:20
we’re going to take them to their
22:22
shopping cart show them what they’ve
22:23
added to the cart the billing terms the
22:26
if you’re using service autopilot it’s
22:28
completely integrated so they can come
22:30
through and use that secure Clear Credit
22:31
Card Capture form they go through they
22:34
update their credit card review the
22:36
terms and conditions all of this stuff
22:38
is customizable this is just a chunk
22:40
from what I had in my company of my
22:42
terms and conditions
22:43
um they go through the click order
22:46
it’s just going to show them an order
22:48
complement uh completion page it’ll show
22:50
them basically their confirmation number
22:51
and then when you get an order we will
22:55
actually send you an email that says hey
22:57
I really just went through and ordered
22:59
here’s my contact info
23:01
here’s that screenshot of the
23:02
measurement that was made that I
23:03
mentioned before along with the actual
23:06
square footage measurement and the
23:08
services that I purchased them for so no
23:10
matter what CRM you’re using if you’re
23:12
even using a CRM we have people that are
23:13
using this Standalone with no CRM and
23:16
people who are using service autopilot
23:18
job or you know a copilot is going to be
23:20
the next one
23:21
um even yard books you know people are
23:23
using this with the workflow can go from
23:25
here into any CRM obviously we fully
23:28
integrate with service autopilot but
23:30
your workflow would literally be to any
23:32
CRM is to have this email up on one
23:36
screen your CRM and the other and
23:37
literally copy and paste this info over
23:39
we have a little bit more detailed
23:42
um integration with service autopilot
23:44
obviously all of this info would already
23:46
be entered into essay as well as the the
23:49
purchase services that were purchased
23:52
with the prices
23:53
all of this stuff is completely pushed
23:54
into essay
23:56
um so that’s that’s pretty much the uh
23:58
the quick little rundown hope I didn’t
24:00
go too fast but I know uh people
24:01
watching has probably got other stuff to
24:03
do and listen to me blab on so no Josh
24:05
that was awesome so uh if you’re
24:07
interested in checking out more about
24:08
simple estimate on demand buying the new
24:10
shift and buying habits how to out learn
24:12
and how to adopt your your competition
24:14
uh hit us up at simplegrossystems.com or
24:17
if you want to book a free demo with
24:19
Josh or somebody on the simple estimate
24:21
team uh s g e call.com SGA call.com uh
24:27
and if you mention this live Facebook
24:28
live we will get you in for a free
24:31
concierge service uh to set you up
24:34
normally 597
24:36
um but if you mention this Facebook live
24:37
we’ll get you in uh and wave the 597
24:39
one-on-one setup fee where you can sit
24:41
knee to knee with one of our experts to
24:43
get your services matrices set in and go
24:46
live call so Josh thanks again brother
24:48
appreciate it SCE call.com and look
24:50
forward to talking to you guys and
24:52
explain the next shift in buying habits

0:00
the uh edition of Callahan’s Corner we
0:02
asked the questions we had some live
0:03
right here on Facebook had a User
0:04
submitted group in the service autopilot
0:06
users uh Facebook group about how can
0:09
you possibly create an installment plan
0:12
on an estimate document so uh most of
0:15
the responses in the user group was that
0:16
it was actually impossible and you
0:18
couldn’t actually show an installment
0:20
plan on a service autopilot estimate
0:22
document where the client could go in
0:23
and accept it sign
0:25
um and it doesn’t show how much
0:26
preservatives it actually shows the
0:27
monthly installment and how many
0:29
installments there are so I want to do
0:31
is open up screen here usual fashion
0:32
break this down over the next minute or
0:33
two uh to answer the questions submitted
0:35
yesterday
0:37
so I’m gonna pop this open here
0:40
and we are in service autopilot so in
0:42
order these are the things you’re gonna
0:43
need to do to actually show an
0:45
installment plan on your service
0:47
autopilot estimate document without
0:48
showing the prices of all the services
0:50
so first thing I’m going to do here is
0:51
go to the gear icon
0:53
um and every place we go here throughout
0:54
this video is going to be under the gear
0:55
icon but we’re going to go to estimate
0:57
settings and what we’re going to do is
0:58
go in here and set your amount of
1:01
default number of settings so in this
1:03
test instance I’ve got 12 but if you are
1:05
doing your installment plan over eight
1:07
installments that’s what you would do is
1:08
you’re going to set up your installments
1:09
and go in and hit save so this test
1:11
account here we’ve got 12 monthly
1:13
installments we’re going to show over a
1:15
landscape maintenance project per set
1:17
next step is we’re going to go to grid
1:19
so once again that is going to be under
1:20
gear icon
1:23
estimate grid so we want to actually
1:26
be able to highlight the grid in a
1:30
fashion that is not going to show the
1:31
granularity of each service but an
1:33
overall view of the installment so what
1:36
I’m going to do is go in in this
1:38
instance I would add the estimate
1:40
description and remove
1:42
all the other areas here now we may keep
1:44
the quantity we’re going to drag this
1:46
over but what we’ve got here is our
1:48
estimate description in the quantity of
1:50
visits and then we’re going to go in and
1:52
probably pull off our subtotal tax and
1:55
grand total so we’ve literally got the
1:57
estimate description and the quantity of
1:58
visits projected now you may not even
2:00
have the quantity here you may just go
2:02
in and actually list this in the
2:04
estimate description it’s including uh
2:06
your your weekly mowing during the
2:09
season going to the winter season
2:11
bi-weekly every three weeks shrub
2:13
turning up to x amount of times bed
2:14
maintenance but if you want to do list
2:16
of quantity to show us more value you
2:17
can do that so first up we’re going to
2:19
go into estimate settings we’re going to
2:21
set up our default installment second is
2:23
we’re going to gear icon estimate grids
2:25
and going estimate description with a
2:26
possible quantity turning off all the
2:28
rest of the granularity third piece to
2:30
the puzzle here is we’re going in now to
2:31
the gear icon estimate uh or the
2:34
document editor creating an estimate
2:36
document so this is a default document
2:37
we’ve got in our test account
2:39
main ideas we’d go in here click in and
2:42
grab the new template or estimate grid
2:45
we’ve made that’s considered Dynamic
2:46
content uh name two different things but
2:49
once again the same thing final part is
2:52
under invoice details here
2:54
we would probably add a couple areas and
2:57
go in and put in your
3:01
monthly payment
3:03
details or something to that effect
3:10
once you have that
3:13
um you can literally go in and put
3:15
number of
3:18
installments
3:21
once again this grid is not showing any
3:23
of the service and possibly the quantity
3:25
so I’ve got a number of installments and
3:27
then what I’m going to do is go into
3:28
merge tags and go in and find the
3:32
installment
3:35
mer tag
3:38
so
3:39
we’ve got here is we’re going to go in
3:41
and put the number of installments
3:43
and double click that in there so it’s
3:45
going to merge in the number of
3:46
installments is with margin 12.
3:49
for
3:52
uh with the monthly
3:57
payment amen of
4:03
once again we’d go into merge tags and
4:06
find the actual
4:08
um monthly installment amount so the
4:10
number of installments and now the
4:12
installment amount what it’s going to do
4:13
is take the total amount that they’ve
4:15
agreed to on the actual estimate and
4:17
divide that out by 12 installments and
4:19
actually show that as a monthly
4:20
installment amount so uh us questions we
4:23
had some Library here on Facebook
4:24
Callahan’s Corner how to create monthly
4:26
installments without showing the service
4:27
granularity and have that merge directly
4:30
into the estimate document for the click
4:32
and sign the monthly installment amount
4:34
so any comments questions drop below
4:35
we’re here to answer your questions
4:36
Callahan’s Corner us

0:00
hey welcome back Mike Callahan here with
0:02
Andrea Holmes my personal assistant
0:04
everything simple growth masterminds uh
0:07
you may recognize Andrea from our first
0:09
run through our Nashville live event uh
0:12
rocking the shades and showing us the
0:13
Cabanas the live event and all the
0:15
networking uh so Andrea and I got
0:17
together and we’re thinking what can we
0:19
possibly do to outdo the Nashville event
0:22
the Shreveport event the memorial event
0:25
the Phoenix event
0:27
um and the Dallas event from last year
0:28
so in Dallas when we do these Live
0:30
Events uh simply with rice tries to take
0:32
it to the next level so Andrew and I
0:33
were just kind of beating our heads
0:34
against the wall
0:36
um and we’ve lined up the simple growth
0:38
team that you know and love gonna be
0:39
there speaking at the live event for the
0:41
simple group masterminds all in a tight
0:42
intimate room uh where we can learn and
0:45
network and workshop uh but what we do
0:47
traditionally is we have two days of
0:50
um teaching with a shop tour in this
0:52
case two shop tours and then the second
0:55
day we go out and uh have some kind of
0:57
team building event where we have
0:58
transportation to the event food uh and
1:01
some cocktails if you’re into that type
1:03
of thing so what I’m going to do is
1:04
break it down Andrea of the five
1:06
speakers that we have lined up uh from
1:09
my inner circle national leaders and
1:11
then I’m going to give you the pleasure
1:12
of literally reviewing
1:14
um what we’re gonna be doing
1:16
in uh Dallas Texas here on the 7th and
1:20
8th particularly the eighth for the
1:21
after party networking event so I’m
1:24
going to cut right to the chase if you
1:25
have not heard the lineup outside of the
1:27
simple girl team that you know love and
1:29
Trust speaker number one jonathoshnick
1:32
of the lawn care millionaire co-founder
1:34
service autopilot and owner of City Turf
1:36
uh going well intent Beyond 10 million
1:38
in annual sale it’s going to be there
1:40
live in the room uh for Q a and you can
1:42
ask him how he built those businesses
1:44
and business advice number two Josh
1:46
Latimer the founder of two different
1:48
service businesses bought out by private
1:50
Equity uh he then actually took off to
1:52
Costa Rica for a private podcast where
1:55
he had over a million downloads uh then
1:58
ended up coming back to Michigan buying
1:59
something here to look like a freaking
2:01
castle and started the company called
2:03
send Jim uh where he now has a CEO
2:07
running that company as he’s an absentee
2:09
owner and he now uh owns several other
2:12
companies uh that he runs out in Dallas
2:14
Texas now uh speaker number three Den
2:16
sardone one of the biggest influences if
2:19
not the biggest influencer in the
2:22
service industry specifically cleaning I
2:24
had the pleasure of sharing the stage
2:25
with Debbie several times I’m going to
2:27
tell you I’ve learned uh just as much if
2:29
not more from Debbie than I have um from
2:32
some of the people in the lawn care
2:33
industry so excited that Debbie is
2:35
actually going to be there as well live
2:36
in person
2:38
um she owns a cleaning service called
2:40
buckets and Bows a company called
2:42
cleaning for a reason for non-profits to
2:45
help people going through cancer
2:46
treatment uh speed cleaning for the pros
2:48
and CBF cleaning business fundamentals
2:51
where she teaches cleaning companies to
2:53
scale to a million and well beyond uh
2:55
and she’s gonna be talking about one of
2:57
many things how to fire the CEOs if
2:59
you’re watching this and you’re a CEO
3:01
Debbie’s going to show you how to
3:02
potentially fire yourself and let that
3:04
business run on its own uh speaker
3:06
number four Libby dilution owner and
3:09
founder of War recruit
3:11
um and organize it in a third-party
3:14
software that she just uh launched uh
3:16
where it is using spatial AI to actually
3:18
produce automated estimates for the home
3:21
cleaning industry so if that wasn’t
3:23
enough Libby is a certified CBF coach
3:25
with Debbie sardon and is her native
3:28
Geniuses going out and how to actually
3:30
perform job descriptions in job ads that
3:33
actually go out in align with your
3:35
company’s purpose and your core values
3:38
we teach inside the service or I mean
3:40
the simple growth masterminds group so
3:43
Libya has agreed to actually not just
3:44
teach it but help us Workshop it on the
3:46
walls um so you can walk out with an
3:48
executable takeaway for your hiring uh
3:51
Fifth and La definitely not least uh or
3:54
last but least is
3:56
um EJ McCoy uh former uh former former
4:00
founder excuse me of chorby Andrea you
4:03
make me a little nervous here on this
4:04
live video
4:05
to your presence but
4:09
jorvy scoop soldiers and several other
4:12
service businesses uh that were going to
4:15
not just one but two shop tours day
4:18
number two uh with Transportation two
4:20
and from those shops uh EJ has been uh
4:23
gracious enough to actually come back to
4:25
the hotel and speak to us about his
4:27
business Endeavors there and answer any
4:29
of your questions how to grow and scale
4:30
your service business finally the
4:33
pressure’s off me of the last five or
4:34
six days announcing all these things on
4:36
Facebook live Andrea’s appearance here
4:38
is definitely making me a little nervous
4:40
uh but Andrea you’re up I don’t want to
4:42
steal your thunder uh let us know what
4:44
we’re doing for the live event on day
4:47
number two Dallas Texas simple growth
4:49
masterminds 2023.
4:51
yes okay I know no pressure a little
4:54
nervous that’s all right uh so every
4:56
quarterly Mastermind events I try and
4:58
play in a super fun networking event and
5:00
dinner normally on the last evening uh
5:03
we’ve done anything from X throwing to
5:05
Topgolf to uh as you said the water park
5:08
at the Opryland Resort so when it came
5:10
to Dallas I really thought long and hard
5:13
about what we could do and looked into
5:15
several different activities that just
5:17
didn’t seem big or flashy enough to go
5:19
along with the flashy and up the
5:21
flashiness of all of our guests speaker
5:22
lineup That You arranged Mike
5:25
so then I got to thinking what could we
5:27
do in Dallas that’s local that we can’t
5:30
do somewhere else
5:31
somehow that eventually led me to
5:34
connecting with the Dallas Cowboys
5:36
Cheerleader on the phone I felt so
5:38
honored so for our group in Dallas in
5:41
November we’re going to end this event
5:44
with a bang and we are going to spend
5:46
the evening doing an exclusive VIP
5:48
owners experience tour of ATT Stadium
5:52
home of the Dallas Cowboys we’re going
5:55
to check out the field the Owners Club
5:57
the player’s locker room the
5:59
cheerleaders locker room we’ll get to
6:01
see where Jerry Jones himself sits
6:03
during the games this is the most
6:05
exclusive tour they offer so we are
6:08
getting the direct Cowboys experience
6:10
and as if that’s not enough after the
6:13
tour we are all going to enjoy a catered
6:16
Cowboys dinner and drinks in The Stadium
6:18
Club inside the stadium
6:21
I personally think this event tops all
6:23
the other ones which were obviously
6:25
truly amazing as well after I got off
6:28
the phone
6:29
um and booked this event I remember
6:30
calling you Mike and was like oh hey
6:32
this is what we’re doing I booked it and
6:34
I think what you were actually
6:35
speechless for maybe like a whole second
6:38
there
6:40
I was wondering where I left my pom-poms
6:42
I want to hang out with the cheerleaders
6:43
but I mean
6:45
same players cheerleaders who knows who
6:47
we’ll see it’s it’s gonna be football
6:49
season never know
6:52
I am super excited
6:54
um like I said I looked for like
6:56
different things different activities
6:58
for days and days and days and then
7:00
somehow I came across this and I was
7:02
like okay we have to go out with a bang
7:04
we have to end this in Dallas with the
7:06
Cowboys so here we are love it awesome
7:09
job amazing you didn’t stumble like I
7:11
did on this live video so everybody
7:13
watching in the simple growth
7:14
masterminds private group right now uh I
7:17
want to thank Andrea and you guys for uh
7:20
trusting myself and the rest of simple
7:22
grow team putting this together Andrea
7:23
amazing job looking forward to it
7:26
um if you’re watching this on any of the
7:28
other channels uh we’ve just brought in
7:30
about another six or seven uh new folks
7:32
into the simple group masterminds group
7:34
as you well know you got to be a million
7:35
uh in sales and Beyond but if this
7:37
sounds of Interest we are just starting
7:39
up our new cohort uh going in and
7:42
getting real clear on our purpose and
7:43
core values
7:45
um and we’re going to have a um
7:47
separate day at the event on the 6th to
7:50
actually go in and workshop and get some
7:51
of the elite content and methodology set
7:54
up and if you’re watching this and
7:55
you’re already in the masterminds group
7:56
uh you will be able to elect to actually
7:58
join that day as well so Andrew’s going
8:00
to be some details later today hopefully
8:02
I saw the email looks really good with
8:03
the sign up links yeah I was honestly
8:05
waiting for this announcement and I’m
8:06
going to send that registration email
8:08
out this afternoon
8:10
sweet looked awesome great job as always
8:11
Andrew looking forward to seeing
8:12
everybody on the next uh webinar
8:14
September 14th and some of the hot seats
8:17
coming up uh if you have any interest if
8:20
you’re not in the group uh now is the
8:22
time to book a call sgscall.com we’ve
8:25
got some availability next week to take
8:26
a call not everybody qualifies if you
8:28
haven’t broke that million dollar Mark
8:29
we can also talk to our scale plus
8:32
um coaches as well where we help people
8:33
scale to a million uh to graduate to the
8:36
Mr mines group we did graduate four four
8:38
to six new uh companies in the last
8:41
month or two two are exclusive Million
8:43
Dollar Club so we’ve got a little bit
8:44
forever a little for everybody
8:46
um but once again if you’re watching
8:48
this in simple growth masterminds group
8:49
uh thanks for allowing us to bring the
8:52
elite content that’s been so influential
8:54
in my businesses and now allowing me to
8:57
introduce you to my inner circle of
8:59
probably about 28 or 30 thought leaders
9:01
in the service industry so uh don’t
9:03
worry you think we’ve literally taken a
9:05
whole bunch of networking we have and
9:06
we’re using them all at one event we’re
9:08
going to have new speakers on on some of
9:10
the webinars and the Live Events mixed
9:12
in with the current simple grow team
9:13
that we always know love and Trust so
9:15
we’re going to keep up leveling the
9:16
content and keeping it fresh and as
9:19
Andrea’s doing she’s up leveling and
9:20
keeping the events fresh I don’t know
9:23
how you’re gonna outdo this one but you
9:25
got a few months to figure it out so I
9:27
guess if you if you’re still interested
9:29
and you haven’t signed up or had an
9:31
exploratory call sgscall.com uh the
9:33
sales team is off today as we’re
9:35
recording this live but they will be
9:36
back after the holiday weekend I think
9:38
starting Wednesday next week so you can
9:40
book a call next week so
9:42
sgscall.com Andrea great job we’ll see
9:44
everybody in Dallas Texas uh bonus day
9:47
is the 6th of November 7th and 8th of
9:49
November uh right down the street from
9:51
the service autopilot conference so if
9:53
you are sticking around for essay it’s a
9:55
quick little ride over to that hotel all
9:57
the following day can’t wait to go see
9:59
Cowboys Stadium VIP owner’s experience
10:01
Andrea thanks and uh we’ll see everybody
10:04
on the next hot seats here coming uh
10:07
September 14th I believe it is

0:00
welcome back to Callahan’s Corner if you have some questions we have some live right here on Facebook um came coming out of the gate here uh
0:06
beginning of the week wanted to bring Dylan on with me here to actually talk about this pre-submitted question
0:12
um and said hey Mike what are the tactics and strategies we should be employing in our service business particularly this gentleman’s lawn care
0:18
business as we’re going to the end of the season when we’ve got two and a half to three months left
0:23
um Dylan obviously um has great industry experience believe it or not if you haven’t met Dylan Dylan
0:28
was actually one of the first simple growth clients in about the first uh running a very very successful company
0:34
up in Sudbury Ontario so I want to bring Dylan in for some insight of what we need to be doing at the end of the year
0:40
push um Dylan if people haven’t met you before if you don’t mind just spending a few minutes kind of giving you a little
0:46
background on uh maximum lawn care and kind of how you cut your teeth in the lawn care Edition then we’re going to jump into this pre-submitted question
0:53
um but man the timing of this this question was absolutely perfect in my opinion yeah yeah it’s a good time to
0:58
think about it whether or not you’re just in the lawn care industry and your season’s kind of wrapping up or if you’re in the snow removal industry
1:04
you’re probably in the thick of it right now um so that’s kind of where a good portion of my experience lies uh is in
1:11
the snow removal industry itself uh Northern Ontario we got our fair share of snow that’s for sure but from about
1:18
2011 to 2019 I had a lawn care and snow removal Business Like Mike said
1:23
and ended up growing it uh about 100 year over year for the last three years
1:28
after we were pretty sizable size already and that uh really explosive growth kind
1:34
of caught the eye of my biggest competitor in town and uh in 2019 at the
1:41
age of maybe 28 or 29 my business got Acquired and uh started to help other
1:46
businesses through simple growth after that so that’s as you say how I cut my teeth in the lawn care industry awesome
1:52
appreciate that intro I know a lot of a lot of folks here own lawn care companies and while they’re maybe at a
1:58
half million 250 or made that plunge the seven figures and Beyond uh one of the things at least in my business in the
2:04
early years for sure uh so we really got things dialed in is is we would go into the end of August beginning of September
2:10
somewhere in that range and the tendency Dylan really is to let your foot off the gas pedal of the business we’re at least
2:18
in my opinion that uh one of the critical mistakes we made in my business when we actually let off the accelerator
2:24
in the business near August September beginning of October is financially that business has recovered 99 of the fixed
2:31
General administrative costs the overhead to be recovered had been recovered so any additional piece of
2:37
sales that we could actually go in and build going into Q4 in the later part of
2:43
Q3 literally had a net bottom line profit so really if you’re looking at your your business right now uh some
2:50
areas of the country extremely wet some areas extremely dry where it looks like straw out there not grass and all parts
2:56
in between it’s been a really really Dynamic year this year across the U.S and Canada for seasonality and weather
3:03
so given the stress of all the chaos with the weather and the hiring firing
3:08
the labor situation I think the tendency at least for most business owners including myself in the early days was man I survived another season we made
3:15
some money let’s just get ready for the snow removal season or going bi-weekly every three weeks depending on our Market
3:21
and leave it where it is um but what I can tell you is record-breaking years in my opinion have
3:27
been made and lost in the last two to three months of the season so uh Dylan I know you brought together a um a couple
3:34
slides you maybe you want we’re going to look at and kind of break down some things that you should be doing in your business not to hit hit the pause button
3:40
to actually go out and actually uh double down and create those bottom line profits but if you’re just joining us we
3:45
had a question submitted um and the gentleman wanted to know what should I be doing to finish the
3:52
year for Success um and what we’re trying to do is really go in and uh line that in Dylan I can
3:58
pull the screen up there in a minute for you right now it looks oh perfect I’ll grab it for in a second but right now
4:04
um the thing is that you don’t want to pause and this gentleman’s question I believe his name is Mark uh the question
4:09
he really asked is like what do we do what are the Tactical things I can do um not just Theory but I want to show
4:15
you some tactical things that you can do in your business starting today to drive bottom line profits and set yourself up
4:20
for success and the other thing that isn’t is a a beneficial effect that I’m
4:25
seeing Dylan especially in my company is when we have this end of the year push
4:31
it is going to actually create better employee retention because in effect when you start to let off that gas pedal
4:38
the hours start to shift um not in a good way so your employees aren’t getting 35 40 hours a week of
4:43
their overtime um and there appears to be a lack of work and maybe a lack of success in the
4:49
business um so what you’re doing is almost like really creating a really negative bad taste in your employee’s mouth at the
4:55
end because hey if they’re not going uh to work all winter and they’re going unemployment or they’re going to every two to three week schedule tools we need
5:02
to Double Down The Profit in the company and the ability for them to work and actually have a good positive view of
5:08
your company as far as a cash flow and pay pay before we get into the season I don’t know if that makes sense Dylan but
5:13
that that’s something that it’s not just an adverse effective profit that I’m seeing but it could be an adverse effect of your staff uh in the office and
5:20
literally in the field for sure no it is a good point I mean literally just having a fast growing or
5:26
significantly growing company in general actually does attract
5:32
not only good employees but just more interest than employees in general I mean we would have people that would
5:37
come and they’d say oh we saw your trucks around like we see them everywhere and we ended up people just walk in the door and ask for a job all
5:43
the time I don’t think that’s happening if you’re at a company that’s declining and um
5:48
you know kind of seen as a diminishing no not at all I’m going to pop myself on and off here real quick Dylan just so I
5:54
can get this sentence so people can see the larger view here so I’ll be back on a second on the video yep no worries
6:01
all right and I can do the same thing for you and we should be good to go hold on one second
6:10
magic of Facebook live I don’t know if that’s better but it’s there so we can at least kind of see it so I can zoom in
6:17
a little bit too um so many people might have actually seen this slide before and this is like
6:23
our automation system whether you’re doing it automated or manual really it doesn’t matter as long as it gets done
6:30
um yes we are we obviously recommend automations but it’s not absolutely mandatory
6:35
um some of the big things I see some of the lawn care guys specifically like if you only do summer Services uh sometimes
6:42
these guys are the biggest culprits of like oh my season’s ending I’m going to have a slow season or an off season
6:48
coming up I’m going to just literally ride into the sunset and not do anything towards the end of the season except for
6:54
the services that I’ve already sold in my opinion that is a huge mistake the
7:00
big even if you just do weed control fertilization as an example the big franchise is the weed man the True Green
7:07
do you really think that come September 1st that they’re a sales team and their
7:12
offices are just kind of sitting there twiddling their thumbs doing nothing no obviously is the answer
7:20
this fall season is probably their Peak sale season and I’m not talking about selling new Services I’m also talking
7:26
about just renewing their current customers so anybody who’s just waiting for the
7:32
spring rush to hit to have their Peak sale season you are potentially just
7:38
speaking to kind of like the bottom of the barrel customers all the good customers are probably renewed already
7:43
and locked into a contract with some of these larger firms so just to kind of further your point Mike you do need to
7:50
have your foot on the gas pedal in these fall months in order to take those great
7:55
customers from a company that like TruGreen that they might not even be happy with potentially
8:01
so you go to get to them while um while they’re going as hard and a couple of the key things that I’ll just kind of
8:07
mention at a high level and then we can dive into it is if you are not doing and we’ve we’ve kind of talked about this
8:13
many times but if you are not doing estimate follow-up right now on any of your new quotes whether that’s renewals or actual estimates you need to be doing
8:21
that and you need to have a regimented system for it I see people let their
8:27
foot off the gas when it comes to estimate follow-up as well right now where they’ll they might have had a
8:32
great process in the spring when they were really gung-ho about it but now they just do not care and they will send
8:37
out an estimate and just if if the customer wants it they’ll get back to me when as you know Mike that’s just not
8:43
the case I think there’s some stats out there that say 80 of all sales are made after five touch points yeah and that’s
8:50
that’s great points I want to Circle back to you let’s see what’s up to Josh Owens great Point obviously Dylan had there so what’s up Josh appreciate you
8:55
joining us on the live stream here uh but to kind of circle back to that that the big companies the companies are being successful they’re making they’re
9:01
making their season in the fall uh the big winners not even the franchise is like the true greens and in those
9:08
um but there’s there’s one company particular in my area one step that was just dominating the fertilization Market they were doing the same exact thing so
9:15
it’s not just the national Brands but the dominating local Brands such as Garrett Matthews uh Matthews tree and
9:20
passed down to Shreveport Louisiana one of our Mastermind is simple growth coaches as well well um he’s doing these
9:26
same exact things so it’s not just something that we’re talking about the companies that we’re working the coaches that are on our team uh in their
9:32
businesses right now are actually doing the stuff they’re not preaching it so they’re huge huge bottom line profits
9:37
and I think one of the things that we see a lot in the lawn care industry and I want to touch on that estimated follow-up or we call it 20 days to close
9:43
but it’s really the secret sauce is going out of five or more communication points over different communication
9:49
channels so the big ones you’re going to be looking at whether automated or manual is going to be phone call text
9:55
message and email and the key there A lot of times if people are kind of going in and Dylan uh
10:02
you’ve probably heard the terminology but used to drive me nuts you know we can’t compete with low ball competition
10:08
the low ballers are winning it it’s impossible to comp compete in here um some of the things that I saw like in
10:14
my local market a couple guys thought I was a low baller we were we actually sold the company we were charging as
10:19
much if not more than some of the companies the company that bought us out in certain areas but that perception of
10:25
the low baller kicking your tail around the place and not being able to compete what if that low baller really isn’t a
10:31
low baller they’re actually priced more than you in the market but they’re showing up consistently each and every
10:37
time on these estimates five or more times so before you start blaming the low baller and there’s trust me there’s
10:42
some low ballers out there I will call you out by person but you know my Mark and I know who you are but anyways we we
10:48
may not be the low baller but it may be these companies that you may think are a little while are consistently showing up
10:53
five or more times and if you’re not following up five or more times you’re losing 80 percent of the sales of your
10:58
Market to the guy or girl down the street so that may be the problem but when we automate this system the key if
11:05
you’re doing this yourself is make it personalized but automated we want to build in some scarcity and some urgency
11:12
so scarcity in the beginning is hey our spots are filling up quick for the season here let me know if you want me to save your spot and at the end right
11:19
around 20 to 21 days do I have permission to close out your estimate um because basically the consumer is not
11:25
going to want to go through that estimating process again um so scarcity urgency see
11:30
um that will be in there and really don’t make those those emails the text messages look automated uh literally
11:36
make them look personal like a real person sent it because you trust me as you’re scrolling through Facebook your eyes for sure know what an ad looks like
11:44
uh same idea when they’re looking at email or text messaging um obviously not the phone call but
11:49
they’re going to look at that and it’s going to feel um automated so we need to make it look personal feel personal and that’s going
11:55
to convert better and the final thing Dylan here I want to talk about about this process is a lot of folks are like
12:01
well I don’t have time to send a make a phone call to follow up these or I just don’t want to talk to the potential client which is crazy in my mind but if
12:07
you don’t we can go in or you can go in and create a system with a ringless voicemail bomb
12:13
and this is where we create personalization through automation so literally the it rings the cell phone on file looks like a missed call
12:19
automatically it’s a pre-recorded message hey it’s Mike from Callahan’s lawn care so sorry I missed you found up
12:26
the estimate I dropped off a day ago if you have any questions call me back at this number otherwise feel free to
12:31
accept the online as we sent you now I don’t know any lawn care company around outside of the people using our
12:37
automations right now that are using a ringless voicemail bomb to follow up an estimate with a personalized but automated message and when the
12:43
automation’s set up correctly it literally can be one day after you dropped it off but those are the keys to
12:49
success um where if you’re not doing those things that’s time to start doubling down folks in this fall season this
12:55
could be big big bottom line profits that transition to next year’s big big bottom line profits and you’re going to
13:01
start taking those people off the market yeah and there just needs to be a little bit of aggressiveness with it right I
13:06
I’ve heard from companies oh yeah we’re doing our renewals and uh yeah we’ve got a good portion of them renewed but no no
13:13
real urgency to it like implementing a system like this where even on renewals for example if you’re a fertilization
13:19
company you’ve sent out your prepaid letters for next year I mean you should be following up on those aggressively as
13:24
well don’t wait for those to be in the spring when you’re already busy with all your spring work get those done now so
13:30
in the spring you can just talk to new leads all of your current and past leads have already been spoken to and signed
13:36
up or not signed up but you’ve reached a conclusion with them how much easier is your spring Rush
13:42
going to be if all your clients are already taken care of scheduled you know you’ve got payment for them everything
13:48
yeah and as you’re doing that Dylan you’re forecasting right we’re hoping you’re forecasting at least so our last masterminds event uh in Nashville where
13:55
we actually started to Workshop some of this client acquisition and renewal process on the wall
14:00
um it would be very insightful as a kpi or key performance indicator to go okay
14:05
if I need to sell 250 new lawn mowing clients
14:11
um to grow and hit my goal the numbers we aren’t looking at as a business owner traditionally is number one was my
14:17
attrition or my cancellation so if you’re losing 10 or 15 of your client base every year you’ve got to add that
14:23
on top of the 250 to hit your goal or at least get that to stay the same size and
14:29
then once again we have that attrition and non-renewal sign up static numbers
14:34
so now when we’re hiring those a players on our team they have a scorecard they
14:39
know where where they’re at and they know what winning looks like and they know if they’re winning or losing so we can create accountability through key
14:45
performance indicators to drive those data but if you’re not tracking and hopefully renewing all those up before
14:51
the spring season you know what’s really up against it otherwise it’s really it’s crazy I mean I’m at 1.5 million this
14:57
year and I want to hit 2 million and we’re going to hit that and you don’t track anything but then when November
15:03
December rolls around the next month next year you’re like huh yeah we we did a little over 1.5 we never hit 2 million
15:08
but the reason why you didn’t hit is you’re not tracking on a weekly monthly basis with accountability and Clarity
15:14
and letting your team know who’s winning and losing um so not only for the clarity and tracking but what Dylan’s saying is like
15:21
you really need to get this done and up front so you know what is actually ahead of you for the next year to actually hit
15:26
those goals um and then we get a Cadence to track it because this saying you’re going to do it is not enough as we all know yeah and
15:33
I guess one last point on this it gets exponentially worse if you’re not following up on your leads if you’re
15:39
also paying for your liens so if these are just like organic leads that are coming in and and you know whatever
15:45
still bad not to follow up with them but if you’re using like a marketing agency and you’re still not following up on all
15:52
your leads then you’re literally just throwing money down the down the drain so
15:58
I I think we’ve we’ve hit on that one probably enough another major thing that you should be doing in season I.E right
16:04
now um is obtaining reviews from your customer you are going to get a lot better
16:10
response rate and that’s kind of what’s handled if you have any of our automations through the five-star review
16:15
Automation and cancellation risk report uh kind of a little combined package
16:20
there but if you send out this email let’s say you finish in September with your last application maybe October you wait till
16:28
December or January to send out an email to all your customers and say hey how did we do leave us a review you know
16:33
we’re trying to get reviews in preparation for our spring Rush I mean if I’m your customer I’m probably
16:39
not responding to that it it’s been so long since the hopefully good service
16:45
happened that I have no I feel no attachment to it versus if you’re
16:50
sending it out right now if you just put down your last application or you’re doing your lawn mowing whatever that
16:56
might be send out the survey request while it’s fresh whether you’re sending it up manually or through an Automation
17:02
and let’s not only try to Foster more five-star reviews but also Mike I know
17:09
you spoke about attrition rate you also need to see which customers are potentially a Flight Risk if you haven’t
17:14
done this at least a couple times this year I highly highly recommend doing it even though sometimes the answers can be
17:20
a little scary and they might expose some things that you never really wanted to hear about your company at least
17:26
you’re going to know and you can focus on some of these customers who might be a little pissed off at you for whatever
17:32
reason rather than doing see some guys that have multiple people doing quality
17:38
control they have guys and trucks going around checking every single property I say have you surveyed any of your
17:44
customers to see if those customers are really happy with you or not so happy and they say well no I haven’t done it
17:49
well if you survey your customers and figure out which customers are actually truly not happy wouldn’t it be better to
17:56
focus some of that attention and some of that labor towards the customers that truly aren’t happy and you actually go knock on the door and spend a little bit
18:02
of time with each of those customers I can almost guarantee you that expending that little bit of Labor is going to go
18:08
a hundred times farther than you know just doing blanket quality control for customers who might be really happy with
18:14
you does that make sense makes complete sense at the end of this year Dylan I I might even uh we have a few minutes I
18:20
might pull up the the scorecard that was actually developed by one of our coaches Garrett Matthews but it really attracts
18:26
all these stats um it is something we use with a lot of our coaching clients as well but it really it’s dialing into
18:32
all the parts of like what you’re talking about so in the beginning how many leads to clients conversion ratio
18:38
what are the annual sales and how are we projecting where are we going and then literally you nailed it customer
18:44
satisfaction through attrition we track that and then what we’re able to do is track some other things as far as
18:49
indirect and direct costs versus labor and office staff not exactly what you’re talking about there but it kind of all
18:55
comes together in one picture when you’ve done this and you start pushing the gas or pulling the levers on one or
19:01
two of these things the sheet actually shows you how big of a company you can actually grow so we’ve got a few minutes at the end I’ll pull that up because
19:07
it’s really interesting like if you just literally went through just and grab this one customer satisfaction piece I
19:13
can show you how you can go from about 750 000 in sales as the biggest you’ll ever get by just cutting that down to 20
19:19
to 25 which I still think is the high side you could have a 1.5 to 1.7 million
19:24
dollar Company by doing nothing but literally sending the survey out and attacking the quality and customer service issues such a big win and like
19:31
literally you can almost double the size your business just by that one little piece yeah um and we always talk about sales being like the sexiest part
19:38
um don’t get me wrong I love sales we need sales it grows it but really where the money is
19:44
um if you have a larger company is literally churn reduction or cancer
19:49
reduction and then when you do that and you add the sales on top of it that’s how you build it’s an award-winning
19:54
company but you don’t want to forget about this survey and quality piece because that once you get them in the
19:59
door we don’t want them have a leave in just as quick as we’re pumping new ones in so it’s a nice balance of bottom to
20:04
top of line funnel yeah and ultimately um getting back to the review front you
20:11
just you want people to leave a review shortly after they’re happy with your service so just even if you’re sending
20:18
out an email manually right now just get it out shortly after your last service is performed at a bare minimum ideally
20:24
once a month or once a quarter and I think you’ll see the amount of public
20:29
reviews on Google or Facebook that you get be astronomically higher than if you wait a month or two after your season
20:35
ends and then you send it out yeah and that’s in the way we we tackle it if you’re building this yourself this is how I would recommend it but through
20:42
that social review we’re using an MPS score it’s a net promoter score that’s one to ten uh nine nine and ten is a
20:48
promoter and it goes a neutral and detractor uh but what we segmented is basically the ability to look Anonymous
20:54
when they they give you this review or feedback but actually it goes into your CRM such as like service autopilot you
21:00
can see all your promoters neutrals and detractors and you can go in and those neutrals are going to be easiest people
21:06
to get in to be promoters usually it’s just something really stupid like hey they’re not blowing off the patio once
21:11
every month when they’re cutting the lawn four or five times a week or a month so like literally just a quick little tweak you fix it and then you
21:17
follow up on it you brought them up but those are going to be big big bottom line effects to your social reviews on
21:23
like Facebook Yelp Google as well as your retention so you could take maybe a three year retention on
21:30
average for clients and compound that out to maybe five years but if your client’s worth two thousand dollars a
21:35
year on average you’ve added another four thousand dollars worth of Revenue um by literally just doing one simple
21:41
process here you know no that’s a great Point um so the next thing would be focusing
21:48
on crew upsells and when I say corrupt cells I don’t mean having your crew go knock on the door and try to sell
21:53
services for you what I mean is have them be your eyes and ears out in the field if you have five lawn mowing crews
22:01
out these guys are out on the properties every week or every two weeks they should be noticing as long as they’re
22:08
trained by you they should be noticing other upsell opportunities while they’re out there on the property so especially
22:15
with like a five crew company or even one or two Crews if you’re cutting 20 25
22:20
Lawns a day let’s say times five days a week that should that’s a lot of properties that you’ve
22:26
stepped foot on that you should be able to recognize an opportunity at at least
22:31
maybe 10 of those properties so I would kind of challenge you if you have even one crew has that crew produced 10
22:39
opportunities for you this week if they haven’t there’s probably something there that could be nurtured a little bit
22:46
where you could train your Crews to better detect some of these issues such as uh
22:52
bushes that need to be trimmed a little bit or mulch beds that could use some replenishment flowers that are just
22:59
totally dead and need to be replaced there’s numerous activities um you know Lawns that are looking a
23:06
little thin that could maybe benefit from aeration overseed that was probably the most simple and successful kind of
23:14
crew upsell that we ran at my company where every lawn could be improved upon so really almost every lawn could use an
23:21
aeration and overseeding did everyone 100 need it maybe not but most of them could use it so we actually had a system
23:28
set up where some of these responses based on our crews detecting some of
23:34
these issues would actually go to the clients now I don’t recommend that for everybody you have to really trust your Crews but it was really interesting we
23:41
would actually have some clients call us and say hey I saw the recommendation that I that I need an aeration and an
23:47
overseeding what’s the cost for that as long as the price was reasonable they would basically say sign me up when can
23:53
you do that so they were actually calling in and almost closing the deal themselves by seeing the survey response and you know
24:01
inquiring in our office awesome so it looks like as we’re scrolling to the right of that uh form
24:07
there Dylan it looks like we we’ve got uh potentially the last piece there uh is is actually the same thing as upsells
24:14
and it’s if I’m looking at a company a lot of times I’m looking at uh a couple different upsells the first of which is
24:19
usually a one-time service to reoccurring so if we sign up for a spring cleanup or a fall cleanup and
24:25
they haven’t had a reoccurring service we’re going to automatically go out and re uh re-up those um can you imagine speaking about just
24:31
the normal upsell process so traditionally we recommend five to eight upsells throughout the uh the selling
24:36
feeder um they’re traditionally based around the pain point of that season um how do you recommend doing that to
24:41
really put that foot down and with our upsells uh that we’re seeing is about 60 to 80 estimate requests in the first 24
24:48
to 48 hours so man that influx there can can be a massive massive
24:53
um bottom line profit whether it’s holiday lights or aeration and overseeing big profits but this is where this is where
24:59
the big companies are making a difference here at the end yeah and that’s really what kicked off my snow sail season back when I had
25:06
these automations was literally in August no one was expecting it no one in my market was selling residential snow
25:12
that early but like I think it was August 10th was our first snow removal upsell uh point of contact and through
25:19
this automation it would literally go to everybody in our database who didn’t
25:24
have that service currently so clients that didn’t have that service and leads who didn’t have any service with us so
25:31
that was all done completely automated I didn’t have to filter anything and what would happen is it was basically a
25:37
one-click upsell so we weren’t sending people to a landing page where they had to type in a bunch of information and do
25:44
all this stuff we already had a lot of their information so when we sent out this upsell to them they literally just
25:50
needed to click one hyperlink or button in the actual email or text message itself and we were
25:58
alerted that you know Mrs Jones wanted a quote for our main service was called tractor snow blowing so instantly we
26:06
would pick up the phone because we knew that that customer was either probably had their phone in their hand or was on
26:12
their computer and we would call them we’d get them a live quote for it and 50 of the time we’d be taking our credit
26:18
card right there and processing the payment so that’s kind of an overview of how the upsell campaigns actually work
26:25
um does that make sense Mike yeah it makes complete sense and honestly as we’re looking at this here
26:31
um and basically we’re diving in to that process um we’re really looking at six steps in
26:38
a business here and the first of which that we’re always looking at is Step One is to actually buy some time back and
26:43
organize your time and that’s where we should be working on the business not in it as Michael Gerber says we recommend
26:49
up to four hours a week so that’s where we’re gonna get really strategic and where we start building out the systems
26:55
and processes to do just exactly what Dylan’s Dylan’s talking about um and we’re going to go out and nail
27:00
each one of those parts of the business as we’re going a little bit forward here uh the next thing we want to do is
27:06
actually get our financial house in order the business finances and make sure the personal finances are in order to the fact that they’re not robbing for
27:12
the business now step three is where it gets interesting we want to build a simple business so as we’re building
27:18
this simple business you probably want to take this up to at least 1.5 million or so maybe a little bit higher but a
27:23
core group of services so as Dylan’s talking about these upsells and the follow-up estimates we’re going to look
27:29
at a select group of services so in Dylan’s example we’ve got mowing fertilization maybe perimeter Pest and
27:35
for the winter snow removal but we’ve got different Services now that we can continue to offer and upsell across
27:41
these simple services so for fertix there depending on licensing they can do perimeter pests they can do mosquito
27:46
control they can do fire ant control grub control aeration and overseeing but we’re looking at services that can cross
27:53
out the same visit to the same client so we can start to double and triple that business now the thing we don’t talk a
27:59
lot about it step three is really if I’m diving in as a business owner and expert is we’re to create a simple business
28:06
with simple offerings that can be run without the business owner but this is where we really go in and we organize the business
28:12
we delegate and the last part is to automate so we need to figure out a manual process and
28:19
be able to delegate it somebody and eventually be able to automate it so that’s kind of the key part there next thing is step four is we’re going to go
28:25
in and hire key players to handle this growth number five is our marketing acquisition so actually to go out and
28:31
get new clients but we’re talking about here with the exception the estimate upsell is actually expanding on your
28:36
order your current client base because near the end of the year we’re not going to go out and get a whole bunch of new clients unless they’re probably in your
28:43
software your CRM customer relationship management software so we’re going to work that database that leads clients
28:48
and cancel clients through this process Dylan’s talking about and then the sixth and final step is leadership so that
28:53
million Mark and Beyond we need to actually become the leader we need to be to get to 1.5 and 2 million because I will tell you right now 99 of the people
29:00
including myself the leader we are at 750 or a million is not the leader we need to be at two five or ten million up
29:06
and above but those are kind of the six steps but Dylan’s really diving in is we’ve gotten to step three hopefully we’ve created this simple business how
29:12
do we use these systems to organize delegate and then eventually automate
29:17
Dylan off that makes sense but like huge huge huge value just brought today breaking in the estimate follow-up the
29:23
client survey basically for customer satisfaction reducing the cancellation and then upselling empowering the crews
29:30
and upselling through the seasonality yeah no that that all makes sense and I
29:35
I would just highlight like if I’m going to focus on any of these um especially if you’re like I’ve done
29:41
some of these already and you know which one should I really really try I’m already doing estimate follow-up let’s
29:47
say I would really say that the thing that’ll probably pay you the most dividends in the long run is actually
29:54
training your cruise and setting up a system that’ll recognize upsells in the
30:00
field I mean from a percentage of closed proposals we would almost cause about 75 percent
30:07
of the upsells that the crews notice because the customer already knows likes trusts you hopefully anyways
30:13
um so when you call I always use the the kind of adage of if you have like a furnace or an AC repair person at your
30:19
house and they make make a recommendation let’s say you’re out they give you a call hey you got to replace this
30:24
nine times out of ten you’re not going and getting another quote for it you’re saying if it needs it just do it um you
30:29
know I trust you you’re already there and that’s the same thing with this crew up so and then if you can automate the
30:35
the process even better but even if you’re doing it manually I think that’s the one that could pay hundreds and
30:40
hundreds of thousands of dollars of dividends and it’s probably the one that is most likely people are not currently
30:46
doing yeah and I don’t want to muddy the waters here but I think I can over provide here um just a little bit I’m gonna share my
30:53
screen here Dylan if it if it’s okay with you but ought to put put some some preface to what I’m going to show here
30:59
real quick and to pull everything together what Dylan’s doing um we just had five actually six companies now from our scale group our
31:06
sub million dollar Consulting Group um that have now used the automated process they’ve gone through the six steps
31:11
they’ve gotten through at least four or five of those steps uh we just talked about and they started out at half a
31:17
million to three quarters a million and they blast in the last six or seven uh months with a certified seven figure
31:22
coach working with them on a monthly basis but there’s certain metrics we’re tracking to break a million Beyond where
31:28
I’m going with this is if you’re interested feel free to to go to the website
31:34
www.sgscall.com where you can actually meet with myself Dylan or one of our seven figure coaches and for up to an
31:40
hour we’ll give you a free analysis with basically this PDF showing you what’s the next area that you need to focus on
31:46
the double down on your business and it kind of give you an idea of what that potentially could look like here
31:51
is this little guy in the bottom here uh but it’s hard to see right here but in the first upper part here what this is
31:57
and I got to give credit where credit’s due one of our seven figure coaches Garrett Matthews uh came up with this
32:03
amazing scorecard and this score card uh literally is is what they use with the scale coaching uh groups with the
32:09
one-on-one but in this right here the first part I’ve got highlighted up top uh lists all the months and what it does
32:16
is it goes from 2022 to 2023 uh this is an older version for 21 to 2022 but
32:22
basically it’s a rolling 12 and it shows you your sales difference year after year and based on the end of the year
32:28
projections here at the bottom you can actually see your actual um budgeted on a rolling 12 so that’s
32:35
the way we’d approach that but now we’ve got an idea on those monthly sales and what’s going to drive those monthly
32:40
sales is all the things that Dylan just talked about um so on the bottom here I’m going to skip
32:46
the the uh payroll percentages but we look at our client attrition rates so we’re also
32:51
looking this as a rolling 12 so the customer satisfaction that Dylan was talking about we’re pumping in the
32:58
actual cancellations per month and what we’ve got in this fictitious example here is a yearly attrition is 42 percent
33:05
now we’ve seen this as high as 40 with some clients um that you’re just Bleeding Out customers as quick as they come in the
33:12
top but this is a tool that can track that and when you automate that process with the follow-up uh what should
33:19
happens always happens without you or manager somebody in the office being babysat to do it um and then the final thing here is
33:25
Dylan talked about 20 days to close that’s our automated estimate follow-up so on a monthly basis these coaches are
33:31
meeting with these lawn care business owners traditionally submillion but some Beyond a million
33:36
and we’re tracking how many leads how many became a client and the closing ratio and then the yearly difference on
33:43
that rolling 12 from year to year and what their total ad spend is how much are they spending to acquire clients and
33:49
what’s the average cost per lead and then the average cost per client so we’re doing is tracking that close ratio
33:55
so what we’re finding is a massive increase that close ratio when they take
34:01
the automated system that Dylan talked about hitting five or more times on multiple Communication channel so the
34:06
idea is now we put these things into Play We track them we set a goal we create accountability for the business
34:12
owner now the last thing that I recommend looking at before we take a look at just a minor tweak how you can
34:18
go from three quarters a million dollar company almost to 1.5 1.6 which is tweaking one little number is the
34:23
overall percentage of payroll so what is your cost of goods sold for
34:28
direct and indirect labor so your direct labor is the labor in the field indirect is your your office staff or like your
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uh virtual assistant answering the calls now a little gray area there but basically that would be your fixed cost in the office and there’s an industry
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percentages that we want to look at as our cost of goods sold compared to revenue and whether you design build or
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maintenance or fertilization we control these are going to be some averages on a rolling 12 we want to be able to track
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so if you’re within these guidelines you’re okay if not it’s a red flag hey your indirect or your direct cost as a
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percentage of Revenue is off how do we dive in and create the accountability and now that we’ve got this all flushed
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out in this automated system we say okay we want to grow our business so on the
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left here is the actuals up top and let’s see if I can blow this up just a little bit more but this is this is
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honestly this is what these companies are breaking two three to ten million dollars they’re doing
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we’re trying to expose this this Cadence of Data Tracking before we get there and
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that combined with the automated systems that Dylan is showing you allows you that time to grow and scale that
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business but the actual is here is this person’s getting 165 new clients a year on average their attrition rate
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cancellation rates 42 extremely high but not crazy high to some of the companies we’ve seen when we actually track it
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their yearly value for a client is 18 1800 or 1 853 so they’re they’re sealing
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here the biggest they can get is 726 000 now if nothing changes and we add
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another 165 clients here and we drop that cancellation rate down
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to about 20 to 22 percent of where we would probably want to see that on the highest side
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um and these are just minor tweaks we actually had one of our coaching clients that just graduated to the masterminds group that actually had a cancellation
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rate or attrition rate probably close to a little over 40 percent uh but it was just this minor tweet that literally
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allowed him to take his gross ceiling and Jack that up but right now the biggest this company can grow is 726 000
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by just taking that cancellation rate down to 20 through the automated system
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that Dylan’s talking about they now have gone in and given themselves the ability
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to grow to a 1.5 million dollar company so literally almost double actually more
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than double by just literally having one systemated automated process in place and the gentleman I’m talking about uh
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in the masterminds group not just him but several have done this but the one I’m thinking about specifically uh 99 of
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the churn reduction or cancellation was literally through that one simple automated process us that Dylan talked
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about through the MPS to social review so cutting that down from 42 ballpark to 20 he literally had the ability to
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double the size of his business without literally spending any extra money or attention but putting one automated
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system in place so um if you’re not tracking these numbers you’re wondering what are all these numbers that I should be tracking
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um of a quick review of what is the the year the month over month rolling 12
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uh sales goals I should be looking at payroll as a percentage a direct to indirect costs cancellation rates
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clean client account client conversion client cost lead lead count and closing
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count and then finally how would you look at that with your actuals and then if I just change one or two things what
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happens but if we’d cut that cancellation down to 20 and let’s just say each client’s worth eighteen hundred
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dollars and through a simple upsell process we can make each client worth twenty two hundred dollars we went from
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a 726 000 company to 1.8 million by just
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literally adding an extra three to four hundred dollars a year per client on their certain upsell process
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um we traditionally see a go up a lot more at least 50 percent so those are the things that if you’re interested uh
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feel free to hit us up at SGS call.com Dylan myself a one of the seven
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figure business experts will give you a free analysis take a look at where your business is now where you want to go and
38:27
give you a free report of what you need to concentrate on um and if you’re interested we can show
38:32
you what we can do for you otherwise we’re going to give you the road map to actually go out and do what you need to do uh really not a sales pitch we’ve got
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hundreds of businesses have gone through this and half to three quarters um really
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didn’t buy anything but we gave him these executables and lo and behold three to six months later they came back
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to Dylan and said hey what else you got for me um I want to purchase something because the couple things you gave me free on
38:56
the analysis have moved the lever so much in that business um that I trust you I know yeah I like
39:01
it and and I’m not going to try to reinvent the wheel a second time because it worked really well the first time so if you’re looking to see what your
39:07
business needs to do how you can double down on your profits for the end of the season and set yourself up set for
39:13
Success next year really focus on New Growth um and hopefully go in and add 25 to 30
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percent or maybe 50 to your client lifetime value in that example I showed you we went from 750 000 all the way up
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to just under 2 million as a glass growth ceiling just by pulling two minor little levers um and Dylan hit on about
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four or five that you can pull so Dylan I appreciate you joining me here any questions comments or closing thoughts I
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know you’ve got a compressed schedule here uh near the top of the hour that you gotta hop on a call but I want to thank you for coming on and just
39:42
dropping a knowledge Bob and it’s kind of cool because yourself owned a business for a simple real client you sold your business you’re coming to work
39:48
with us to help you know really help business owners take their life back from the business understand this stuff we’ve got Josh Virginia Chad Derek
39:56
several others that all are in the same boat as you they’ve worked for us as a client and then sold the business and
40:02
have come back and actually started working with us so um I’ll let you close it up Josh Owens
40:07
this is great stuff thanks guys Josh thanks for hanging in there dude if you haven’t talked to us yet sgscall.com get
40:14
a free analysis we’re not selling you anything um the value will be there Dylan closing
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thoughts brother yeah that was great uh I guess closing thought would be I know people are
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probably tired a little run down from the season probably the heat of the summer um but yeah just push the last quarter
40:32
and I think you’ll be uh pretty pretty happy come January could agree more entrepreneurship
40:37
especially Lawn Care entrepreneurship very very lonely place you’re not an island you’re not alone we’ve been there
40:42
we still are there with you hey if you need a part-time therapy session sgscall.com at least know where you’re
40:48
at hop on the virtual therapist couch Dylan or one of the seven figure experts will walk to where you’re at where you
40:53
want to be and we’ll give you the next step with some clarity because we’ve been there we get it and we still live it so Callahan’s corner you ask
41:00
questions you Ransom here live on Facebook Dylan will be joining us for some more installment until the next few months uh getting perspective
41:07
um just outside of myself to help answer these live submitted questions feel free to drop any comments or questions down below that uh you want myself Dylan or
41:14
the team of almost 20 plus people now on the simple growth team many have owned
41:19
seven-figure plus lawn care and snow level businesses we’ll see you on the next call hands live