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SA Weekly Talk Show: How To Fully Automate Your Business Using Service Autopilot

Video Transcript

00:01
Welcome back to the SA Weekly
00:02
Welcome back to the SA Weekly Talk show Mike Allen here with
00:04
Talk show Mike Allen here with Cody Owen uh my cohost uh got a
00:06
Cody Owen uh my cohost uh got a huge lineup coming next week
00:08
huge lineup coming next week Carla from the landscaping The
00:10
Carla from the landscaping The accountant is going to be
00:12
accountant is going to be joining Cody and I talking
00:13
joining Cody and I talking about all things landscape and
00:16
about all things landscape and accounting but this week uh
00:16
accounting but this week uh kinda back by popular demand. A
00:18
kinda back by popular demand. A lot of people were asking over
00:20
lot of people were asking over the last several months. Mike
00:22
the last several months. Mike would you mind going in and
00:24
would you mind going in and breaking down how you automated
00:27
breaking down how you automated your service business um and
00:28
your service business um and kind of the story behind that
00:29
kind of the story behind that and if I’m going to look at a
00:32
and if I’m going to look at a business fully automated on
00:34
business fully automated on service autopilot, What are the
00:35
service autopilot, What are the things I should. To do that so
00:38
things I should. To do that so whether you go out and utilize
00:40
whether you go out and utilize a certified adviser, you’re
00:41
a certified adviser, you’re building them yourself or
00:43
building them yourself or working with all the experts
00:44
working with all the experts over at the Automation Pro plus
00:46
over at the Automation Pro plus launch team over at service
00:47
launch team over at service Autopilot, which is also a
00:48
Autopilot, which is also a great resource um as you’re
00:50
great resource um as you’re going in and kinda
00:52
going in and kinda conceptualizing what does a
00:53
conceptualizing what does a service business look like
00:54
service business look like fully automated? I’m gonna
00:56
fully automated? I’m gonna kinda break it down um how we
00:58
kinda break it down um how we actually did it in my company
01:00
actually did it in my company step by step and what you’re
01:00
step by step and what you’re gonna find in your business. Is
01:02
gonna find in your business. Is you can’t really automate the
01:03
you can’t really automate the whole thing out of the gate.
01:04
whole thing out of the gate. There’s certain areas that you
01:05
There’s certain areas that you wanna look. Look at you, I’m
01:07
wanna look. Look at you, I’m gonna expose some of the
01:08
gonna expose some of the biggest pain points in my
01:09
biggest pain points in my business as we started to scale
01:11
business as we started to scale um and there’s basically as we
01:13
um and there’s basically as we find traditionally most service
01:15
find traditionally most service businesses, there’s really
01:16
businesses, there’s really three main hurdles or blocks uh
01:19
three main hurdles or blocks uh in your business of growth to
01:21
in your business of growth to that million mark and well
01:22
that million mark and well beyond and if you’ve been lucky
01:23
beyond and if you’ve been lucky enough to kinda blow past some
01:25
enough to kinda blow past some of these hurdles or just kind
01:26
of these hurdles or just kind of as we say grind through them
01:29
of as we say grind through them um if you can automate these
01:31
um if you can automate these areas in your business, uh
01:32
areas in your business, uh it’ll start pulling that time
01:33
it’ll start pulling that time back and allow you to as
01:35
back and allow you to as Michael Gerber says work on the
01:36
Michael Gerber says work on the business not in it or um if
01:38
business not in it or um if you’ve got a long. Family and
01:40
you’ve got a long. Family and friends you haven’t talked to
01:40
friends you haven’t talked to in the last 5 years because
01:41
in the last 5 years because you’ve been working 100 hours a
01:43
you’ve been working 100 hours a week well uh you might be able
01:44
week well uh you might be able to make some acquaintance of uh
01:45
to make some acquaintance of uh actually seeing your wife or
01:47
actually seeing your wife or husband at a dinner for once in
01:48
husband at a dinner for once in a while and uh see him on the
01:49
a while and uh see him on the weekends. so I’m gonna be kinda
01:50
weekends. so I’m gonna be kinda diving into that before we jump
01:52
diving into that before we jump into it, Cody though, um just
01:54
into it, Cody though, um just kinda touching base with you
01:55
kinda touching base with you what’s going on what’s new?
01:56
what’s going on what’s new? what’s good? Uh since the last
01:57
what’s good? Uh since the last time we talked last week on the
01:59
time we talked last week on the SEC, we talk show with uh Dylan
02:01
SEC, we talk show with uh Dylan Rothenberg um well I have
02:04
Rothenberg um well I have disappeared into a world of
02:06
disappeared into a world of virtual reality my uh my VR
02:07
virtual reality my uh my VR headset. Then that’s kinda been
02:09
headset. Then that’s kinda been what I’ve been doing for fun. I
02:11
what I’ve been doing for fun. I don’t have anything exciting to
02:13
don’t have anything exciting to report. alright. Well, you
02:15
report. alright. Well, you know, maybe the fun is the
02:16
know, maybe the fun is the goggles you’ll never know so
02:19
goggles you’ll never know so II. they’re pretty cool. We’ll
02:20
II. they’re pretty cool. We’ll have to give a little show and
02:20
have to give a little show and tell later in the show today,
02:22
tell later in the show today, but um if you’re watching the
02:24
but um if you’re watching the podcast and listen to the
02:24
podcast and listen to the podcast, you wanna tune in to
02:26
podcast, you wanna tune in to this one live uh so you can see
02:28
this one live uh so you can see this apparatus that uh Cody has
02:30
this apparatus that uh Cody has purchased off of Amazon or
02:31
purchased off of Amazon or wherever you got that thing,
02:32
wherever you got that thing, but uh be a little teaser for
02:34
but uh be a little teaser for later but very cool uh
02:37
later but very cool uh technology investment uh. The
02:38
technology investment uh. The young millennial here so uh as
02:40
young millennial here so uh as we pop this out here, I’m gonna
02:42
we pop this out here, I’m gonna do um kinda flip it around here
02:44
do um kinda flip it around here so we can probably get the best
02:46
so we can probably get the best view of the uh deck here and
02:50
view of the uh deck here and what we’re looking at here is
02:53
what we’re looking at here is um basically uh my my journey
02:57
um basically uh my my journey from beginning of my lawn care
02:59
from beginning of my lawn care business uh approximately about
03:00
business uh approximately about 2526 years ago um in the story
03:03
2526 years ago um in the story behind it so the idea here is
03:04
behind it so the idea here is that um the business that I.
03:08
that um the business that I. Started um if you haven’t heard
03:09
Started um if you haven’t heard the story, I’m gonna give you a
03:10
the story, I’m gonna give you a quick two-minute rendition but
03:12
quick two-minute rendition but the business I started in high
03:13
the business I started in high school through college um
03:15
school through college um basically had revolved around
03:15
basically had revolved around me as a single point of failure
03:17
me as a single point of failure and that business literally
03:19
and that business literally would have crumbled if I left
03:20
would have crumbled if I left for a day or two at a time or
03:21
for a day or two at a time or even a week at a time for
03:22
even a week at a time for vacation, I was constantly
03:23
vacation, I was constantly tired of this business um and
03:25
tired of this business um and that business ended up causing
03:27
that business ended up causing a lot of pain and suffering
03:29
a lot of pain and suffering inside my personal life as I
03:31
inside my personal life as I was kinda joking about with
03:32
was kinda joking about with Cody here um literally working
03:35
Cody here um literally working about 100 hours a week 7 days a
03:36
about 100 hours a week 7 days a week um. Trying to keep this
03:38
week um. Trying to keep this business going because
03:39
business going because everything that had to happen
03:41
everything that had to happen needed me to approve it or
03:42
needed me to approve it or actually do it so uh once we
03:45
actually do it so uh once we kinda hit a point where that
03:46
kinda hit a point where that business actually caused the
03:48
business actually caused the divorce. uh we went out and
03:50
divorce. uh we went out and found automation so uh right
03:51
found automation so uh right now we’re looking probably
03:53
now we’re looking probably closer to four to 5000 hours
03:54
closer to four to 5000 hours that we personally have spent
03:56
that we personally have spent inside my business and simple
03:58
inside my business and simple growth automating uh systems
04:00
growth automating uh systems and processes on service
04:02
and processes on service Autopilot. I went out and
04:03
Autopilot. I went out and invested well over $150000
04:05
invested well over $150000 finding the experts in
04:06
finding the experts in automation so was it text
04:08
automation so was it text messaging. SMS was an email
04:10
messaging. SMS was an email marketing was it upsells?
04:12
marketing was it upsells? Whatever that was, we went out
04:14
Whatever that was, we went out and literally I flew around the
04:16
and literally I flew around the whole United States over a five
04:17
whole United States over a five to 6 year span and actually
04:20
to 6 year span and actually Canada to understand um how to
04:22
Canada to understand um how to make the best decisions in an
04:25
make the best decisions in an automation and how to build
04:25
automation and how to build them out um as we hit each pin
04:28
them out um as we hit each pin point um also if you haven’t
04:29
point um also if you haven’t seen it uh author of Khan’s
04:32
seen it uh author of Khan’s corner uh in snow magazine and
04:33
corner uh in snow magazine and lawn and landscape magazine and
04:34
lawn and landscape magazine and obviously uh simple growth is a
04:37
obviously uh simple growth is a certified adviser with um
04:39
certified adviser with um service Autopilot, but that’s
04:41
service Autopilot, but that’s really not what today is about
04:42
really not what today is about today is really going in and
04:44
today is really going in and breaking down what a fully
04:45
breaking down what a fully automated business looks like
04:47
automated business looks like in services. Autopilot and I
04:49
in services. Autopilot and I just break down literally um
04:51
just break down literally um how we did it and how you can
04:53
how we did it and how you can do it um and it should
04:55
do it um and it should hopefully clear up a lot of the
04:56
hopefully clear up a lot of the questions that have been coming
04:57
questions that have been coming in, especially with a lot of
04:58
in, especially with a lot of people who um have either
05:00
people who um have either bought pro plus some of the
05:01
bought pro plus some of the specials and haven’t fully
05:02
specials and haven’t fully implemented or um you just
05:04
implemented or um you just upgraded a pro plus or maybe
05:05
upgraded a pro plus or maybe you’re a brand new service auto
05:06
you’re a brand new service auto pilot subscriber cuz there has
05:07
pilot subscriber cuz there has been a massive influx of
05:09
been a massive influx of service Autopilot users that
05:10
service Autopilot users that have actually come in so the
05:13
have actually come in so the first thing we wanna look at is
05:15
first thing we wanna look at is traditionally your sales
05:17
traditionally your sales process, and this is a flow
05:17
process, and this is a flow chart of the sales process on a
05:20
chart of the sales process on a very high level and I’m gonna
05:20
very high level and I’m gonna break down some of the tips and
05:22
break down some of the tips and tricks to have. Fully
05:24
tricks to have. Fully implemented, but uh as we
05:25
implemented, but uh as we always do at simple growth or
05:27
always do at simple growth or even in the ??? we talk show we
05:28
even in the ??? we talk show we really like to talk about
05:31
really like to talk about workflow and standardization.
05:32
workflow and standardization. We don’t wanna just talk about
05:33
We don’t wanna just talk about features and functions we wanna
05:35
features and functions we wanna actually connect the dots cuz a
05:36
actually connect the dots cuz a lot of times in any software,
05:38
lot of times in any software, especially service autopilot.
05:39
especially service autopilot. You may have a lot of these
05:40
You may have a lot of these dots in the system set up, but
05:41
dots in the system set up, but they’re really not connected in
05:43
they’re really not connected in an optimal workflow so that
05:44
an optimal workflow so that leads for inefficiencies or
05:47
leads for inefficiencies or confusion for your office staff
05:48
confusion for your office staff or yourself. so the thing that
05:50
or yourself. so the thing that you really wanna do is go out
05:51
you really wanna do is go out and create an. Request form and
05:54
and create an. Request form and that’s gonna be on the
05:56
that’s gonna be on the marketing tab in service
05:57
marketing tab in service Autopilot. Now we’ve got two
05:59
Autopilot. Now we’ve got two different options. We’ve got a
06:00
different options. We’ve got a vtwo option and we’ve got a
06:02
vtwo option and we’ve got a vthree option. so what I’m
06:03
vthree option. so what I’m gonna recommend for best
06:04
gonna recommend for best practice at this point uh
06:07
practice at this point uh vthree forms in my opinion are
06:09
vthree forms in my opinion are show ready now when Jonathan
06:11
show ready now when Jonathan Potion at the co-founder of
06:12
Potion at the co-founder of service Autopilot made a video
06:14
service Autopilot made a video uh several months ago, he was
06:16
uh several months ago, he was talking about how they’re
06:16
talking about how they’re continuing to evolve Vthree and
06:18
continuing to evolve Vthree and some of the things they’re
06:20
some of the things they’re building on top of each other.
06:21
building on top of each other. Some of the things may not be
06:22
Some of the things may not be show ready, but they’re there
06:23
show ready, but they’re there so they can find out
06:24
so they can find out Foundationally build upon uh
06:25
Foundationally build upon uh the next feature they are gonna
06:26
the next feature they are gonna be released when they make the
06:27
be released when they make the next. Release so um I highly
06:32
next. Release so um I highly recommend using the vthree form
06:33
recommend using the vthree form for your request and there’s
06:35
for your request and there’s several reasons why and the
06:37
several reasons why and the main reason is gonna be it’s
06:39
main reason is gonna be it’s going to do duplicate checking
06:40
going to do duplicate checking and we’re gonna have some logic
06:42
and we’re gonna have some logic built into that uh vthree form
06:44
built into that uh vthree form uh based on different decisions
06:47
uh based on different decisions and things they make in there
06:48
and things they make in there but uh at a very minimum
06:49
but uh at a very minimum whether it’s vtwo or vthree
06:51
whether it’s vtwo or vthree form you want that on your on
06:52
form you want that on your on your website and what that’s
06:54
your website and what that’s gonna do is when the consumer
06:55
gonna do is when the consumer enters their name in and
06:56
enters their name in and selects what service they’re
06:58
selects what service they’re interested in. It’s gonna
06:59
interested in. It’s gonna automatically enter them into
07:00
automatically enter them into service autopilot with no
07:02
service autopilot with no double entry. and that’s why
07:03
double entry. and that’s why I’m recommending a vthree cuz
07:03
I’m recommending a vthree cuz it’s gonna do. Duplicate
07:05
it’s gonna do. Duplicate checking Cody um, and that’s
07:06
checking Cody um, and that’s gonna make sure you have a
07:07
gonna make sure you have a clean database database.
07:08
clean database database. hygiene is a lot of things we
07:09
hygiene is a lot of things we talk about here. uh in
07:11
talk about here. uh in addition, I’m gonna recommend
07:12
addition, I’m gonna recommend you going into a bot some of
07:14
you going into a bot some of the Facebook messenger and
07:16
the Facebook messenger and connecting that automated
07:18
connecting that automated estimator Boer chatbot on your
07:20
estimator Boer chatbot on your website and your social media
07:22
website and your social media platforms and what we’ve done
07:24
platforms and what we’ve done in my business is created a
07:26
in my business is created a sync with Facebook Messenger
07:28
sync with Facebook Messenger and service Autopilot, and we
07:29
and service Autopilot, and we can now automatically enter
07:31
can now automatically enter those leads and clients through
07:33
those leads and clients through social media. Automatically in
07:35
social media. Automatically in the service, autopilot and
07:36
the service, autopilot and trigger all the things we’re
07:37
trigger all the things we’re gonna be talking about here and
07:39
gonna be talking about here and then the other thing we did is
07:40
then the other thing we did is we created a um an office entry
07:42
we created a um an office entry form, so I would call this kind
07:43
form, so I would call this kind of like your master form, Cory
07:45
of like your master form, Cory or Cody and what this allows us
07:47
or Cody and what this allows us to do is go in and um get all
07:51
to do is go in and um get all the right information in there.
07:53
the right information in there. so when somebody calls it
07:54
so when somebody calls it creates a standardized intake
07:55
creates a standardized intake um so how do they hear about us
07:57
um so how do they hear about us what services they interest? so
07:58
what services they interest? so no matter who is working in
07:59
no matter who is working in that office phone. We’re
08:00
that office phone. We’re getting the data inside the
08:02
getting the data inside the software the same way um in the
08:03
software the same way um in the same predictable. And it’s
08:06
same predictable. And it’s gonna start triggering these
08:08
gonna start triggering these automation so the first thing
08:08
automation so the first thing right off the back. Cody is
08:09
right off the back. Cody is we’re looking at uh the website
08:12
we’re looking at uh the website estimate request uh with some
08:14
estimate request uh with some logic built behind it entering
08:15
logic built behind it entering in an essay, hopefully tying
08:16
in an essay, hopefully tying the Facebook messenger and
08:17
the Facebook messenger and social to get them in essay and
08:20
social to get them in essay and a standardized phone intake
08:23
a standardized phone intake form. um obviously I don’t
08:24
form. um obviously I don’t wanna go through this whole
08:24
wanna go through this whole thing and kinda preach, but any
08:25
thing and kinda preach, but any thoughts or comments before I
08:26
thoughts or comments before I kinda really dive into the uh
08:28
kinda really dive into the uh the media is so looking at the
08:32
the media is so looking at the lead capture section the only
08:33
lead capture section the only thing that I don’t immediately
08:35
thing that I don’t immediately understand how. Doing it in
08:39
understand how. Doing it in essay is that connection
08:40
essay is that connection between messenger and essay
08:43
between messenger and essay because we we talk a lot about
08:45
because we we talk a lot about how there’s Autopilot doesn’t
08:47
how there’s Autopilot doesn’t have an API so it can be
08:49
have an API so it can be difficult to use other tools
08:52
difficult to use other tools with service autopilot. How are
08:54
with service autopilot. How are you making that connection?
08:56
you making that connection? Yeah great question. So uh
08:58
Yeah great question. So uh we’ve got a simple growth uh as
09:00
we’ve got a simple growth uh as a certified adviser has it’s
09:01
a certified adviser has it’s own development team. Um it’s a
09:03
own development team. Um it’s a pretty deep bench, so what
09:04
pretty deep bench, so what we’ve done is going. Wrote some
09:07
we’ve done is going. Wrote some custom code um tying in to the
09:11
custom code um tying in to the API of uh Facebook messenger
09:13
API of uh Facebook messenger and then being able to insert
09:15
and then being able to insert that code into service
09:16
that code into service Autopilot through a couple of
09:18
Autopilot through a couple of different methodologies. Uh
09:19
different methodologies. Uh that’s what we’re also
09:19
that’s what we’re also recommending that the three
09:21
recommending that the three form because that bthree form
09:22
form because that bthree form now is going to do duplicate
09:24
now is going to do duplicate check based on certain criteria
09:26
check based on certain criteria of basically, there’s many
09:27
of basically, there’s many combinations. but let’s just
09:28
combinations. but let’s just say real basic first name last
09:29
say real basic first name last name and email. so if that
09:31
name and email. so if that combination comes up wait
09:32
combination comes up wait already in the system, let’s
09:33
already in the system, let’s append the new information. To
09:36
append the new information. To the existing client, um whole
09:39
the existing client, um whole different conversation about
09:39
different conversation about how willing to have that
09:40
how willing to have that conversation as well, uh kinda
09:42
conversation as well, uh kinda how we built that out. but
09:43
how we built that out. but yeah, we definitely have
09:43
yeah, we definitely have created a one-way sync with
09:45
created a one-way sync with duplicate shocking from
09:47
duplicate shocking from messenger um and messenger on
09:49
messenger um and messenger on your website into that into
09:50
your website into that into that account form and then into
09:51
that account form and then into the into the system. So yeah,
09:53
the into the system. So yeah, it’s been pretty good. I mean
09:54
it’s been pretty good. I mean we probably got well over a
09:55
we probably got well over a hundreds users are already
09:56
hundreds users are already using that process and it’s
09:58
using that process and it’s it’s been very popular. Um so
09:59
it’s been very popular. Um so the main thing here now is what
10:01
the main thing here now is what we’ve got is. We got somebody
10:02
we’ve got is. We got somebody coming off your website and or
10:03
coming off your website and or somebody coming from your
10:04
somebody coming from your office. Um or even from
10:06
office. Um or even from messenger, but the first thing
10:07
messenger, but the first thing we’re gonna do is we’re gonna
10:08
we’re gonna do is we’re gonna automatically fire off a thing
10:09
automatically fire off a thing called a lead letter and the
10:11
called a lead letter and the letter is the five or six main
10:12
letter is the five or six main reasons why your business is
10:14
reasons why your business is different and why people wanna
10:15
different and why people wanna work with you so immediately
10:16
work with you so immediately we’re going in depth
10:18
we’re going in depth differentiating ourselves from
10:18
differentiating ourselves from our competitors now what we can
10:21
our competitors now what we can do or if you’re doing it
10:22
do or if you’re doing it yourself is we can also tie
10:23
yourself is we can also tie into another product that is
10:25
into another product that is integrated with service
10:26
integrated with service Autopilot called Send Jim and
10:27
Autopilot called Send Jim and what send Jim can do is trigger
10:30
what send Jim can do is trigger off an automated a hard copy
10:32
off an automated a hard copy mailing in the mail. Lead
10:35
mailing in the mail. Lead letter and the envelope can
10:36
letter and the envelope can look like it’s hand addressed
10:38
look like it’s hand addressed so now we’re not only just
10:39
so now we’re not only just setting the lead letter
10:40
setting the lead letter automatically and email, but
10:41
automatically and email, but we’re sending something hard
10:42
we’re sending something hard copy in the mail so this would
10:43
copy in the mail so this would really be something of
10:45
really be something of importance of doing like a
10:46
importance of doing like a design build per se because
10:48
design build per se because it’s a higher, you know 5060
10:50
it’s a higher, you know 5060 $100000 job and you probably
10:51
$100000 job and you probably have to schedule one or two
10:53
have to schedule one or two onsite estimates and proposals
10:54
onsite estimates and proposals before you actually get them
10:56
before you actually get them the estimate so now they can
10:58
the estimate so now they can physically grab something and
10:59
physically grab something and hold it and there’s an
11:01
hold it and there’s an emotional connection when they
11:01
emotional connection when they get that lead letter uh in the
11:03
get that lead letter uh in the physical. Reinforces why you’re
11:05
physical. Reinforces why you’re different than your competitors
11:08
different than your competitors so before the estimate here, uh
11:09
so before the estimate here, uh we wanna go out and do a thing
11:11
we wanna go out and do a thing called Short-term nurtured What
11:12
called Short-term nurtured What this is all based on is life
11:14
this is all based on is life cycle Marketing so life cycle
11:16
cycle Marketing so life cycle marketing was a eight or 9
11:17
marketing was a eight or 9 years ago when I started
11:18
years ago when I started automate my business and now uh
11:21
automate my business and now uh even eight or 9 years later,
11:21
even eight or 9 years later, it’s still very applicable um
11:24
it’s still very applicable um but the idea here is we want to
11:25
but the idea here is we want to take the logic from that vthree
11:27
take the logic from that vthree uh uh website form and say if
11:30
uh uh website form and say if somebody’s interested in weekly
11:32
somebody’s interested in weekly lawn, mowing or weekly. We’re
11:35
lawn, mowing or weekly. We’re gonna educate them to the
11:37
gonna educate them to the specific service they’re
11:37
specific service they’re interested in themselves so uh
11:39
interested in themselves so uh let’s just use the example of
11:41
let’s just use the example of lawn mowing So if Missus Smith
11:42
lawn mowing So if Missus Smith hit the website, she’s
11:43
hit the website, she’s automatically get that lead
11:44
automatically get that lead letter via email and before the
11:46
letter via email and before the estimate or in conjunction with
11:47
estimate or in conjunction with the estimate if you’re closing
11:48
the estimate if you’re closing those gateway services we talk
11:49
those gateway services we talk about over the phone. she’s
11:51
about over the phone. she’s gonna get between one to three
11:53
gonna get between one to three emails of short-term education
11:53
emails of short-term education and it’s literally no sales
11:56
and it’s literally no sales pitch. We are gonna teach you
11:57
pitch. We are gonna teach you how to do that lawn mowing as a
11:59
how to do that lawn mowing as a professional uh herself how to
12:01
professional uh herself how to sharpen the blades maybe proper
12:03
sharpen the blades maybe proper mowing height proper irrigation
12:04
mowing height proper irrigation to go with that service. And
12:08
to go with that service. And what that’s done is created you
12:10
what that’s done is created you as the expert recruiting that
12:11
as the expert recruiting that higher perceived value, so you
12:12
higher perceived value, so you can charge a higher price. In
12:14
can charge a higher price. In addition, what I really
12:15
addition, what I really recommend is if you’re building
12:16
recommend is if you’re building this yourself go in to those
12:19
this yourself go in to those short-term education education
12:21
short-term education education documents and overcome any
12:23
documents and overcome any sales or price objections
12:25
sales or price objections upfront. So we’re gonna shorten
12:26
upfront. So we’re gonna shorten the sales cycle traditionally
12:27
the sales cycle traditionally in my market upstate New York
12:29
in my market upstate New York for my lawn care company was do
12:31
for my lawn care company was do I need to be home to have the
12:32
I need to be home to have the service done and are you gonna
12:34
service done and are you gonna close that fence behind you cuz
12:35
close that fence behind you cuz a lot of people obviously are
12:36
a lot of people obviously are nervous if they get home. The
12:39
nervous if they get home. The technician didn’t close the
12:39
technician didn’t close the fence gate, either the dog or
12:41
fence gate, either the dog or the kids are gonna be running
12:42
the kids are gonna be running out of that fence, possibly
12:43
out of that fence, possibly running into traffic. so we’re
12:45
running into traffic. so we’re gonna address the concerns
12:47
gonna address the concerns before they’re even brought up.
12:47
before they’re even brought up. So we shorten that site that uh
12:49
So we shorten that site that uh sales cycle and we create a
12:51
sales cycle and we create a higher perceived value as you
12:53
higher perceived value as you as the expert to charge the
12:54
as the expert to charge the most in your market um and this
12:55
most in your market um and this is right up to the point of
12:57
is right up to the point of where we submit that estimate
12:59
where we submit that estimate Cody um any thoughts or
13:00
Cody um any thoughts or questions around that process
13:01
questions around that process up to this point. No, that is
13:03
up to this point. No, that is that’s awesome. Uh what you’re
13:05
that’s awesome. Uh what you’re saying about like life cycle
13:07
saying about like life cycle marketing. Relevant eight or 9
13:09
marketing. Relevant eight or 9 years ago and still today those
13:11
years ago and still today those principles don’t change the
13:12
principles don’t change the tools that we use to exercise
13:15
tools that we use to exercise them will definitely continue
13:17
them will definitely continue to change over time, but I mean
13:19
to change over time, but I mean eight 9 years ago, sending you
13:21
eight 9 years ago, sending you know, email nurture was still
13:23
know, email nurture was still something that yeah, those
13:24
something that yeah, those tools were still relevant, then
13:26
tools were still relevant, then as well. so it’ll this
13:28
as well. so it’ll this knowledge will stay with you
13:30
knowledge will stay with you regardless of what tools you
13:31
regardless of what tools you need to use in the future.
13:32
need to use in the future. Yeah, it’s very similar to so
13:34
Yeah, it’s very similar to so we’ve got market share and I
13:35
we’ve got market share and I believe it’s gonna be the
13:35
believe it’s gonna be the keynote speaker at as a thrive
13:37
keynote speaker at as a thrive this year uh the virtual summit
13:39
this year uh the virtual summit well, Marcus Sheridan owned a
13:41
well, Marcus Sheridan owned a company called River Pools and
13:42
company called River Pools and Spas by know. By comparing
13:44
Spas by know. By comparing myself to Marcus Marcus was
13:47
myself to Marcus Marcus was doing um outside of some of the
13:47
doing um outside of some of the SEO and videos was doing life
13:50
SEO and videos was doing life cycle marketing. It’s something
13:51
cycle marketing. It’s something that he learned out of another
13:52
that he learned out of another uh CRM platform called HubSpot.
13:55
uh CRM platform called HubSpot. Uh we were doing this
13:56
Uh we were doing this originally in Infusionsoft
13:58
originally in Infusionsoft before service Autopilot head
13:59
before service Autopilot head automations and some of the
14:00
automations and some of the things I’m gonna touch on
14:01
things I’m gonna touch on later. This is why um if you’re
14:03
later. This is why um if you’re gonna automate using service
14:04
gonna automate using service Autopilot, it’s really
14:05
Autopilot, it’s really important to keep your
14:07
important to keep your automations inside Natively pro
14:08
automations inside Natively pro plus in the major benefits of
14:10
plus in the major benefits of that, but uh Marcus Sheridan of
14:11
that, but uh Marcus Sheridan of the sales line was uh out there
14:13
the sales line was uh out there doing this literally eight or 9
14:15
doing this literally eight or 9 years ago, I was doing and he
14:16
years ago, I was doing and he was doing pools and I was doing
14:17
was doing pools and I was doing this in lawn. Um so I will tell
14:19
this in lawn. Um so I will tell you no matter the industry if
14:20
you no matter the industry if it’s a service business, this
14:22
it’s a service business, this works um and it’s about
14:25
works um and it’s about education and very similar to
14:26
education and very similar to Marcus Book. they ask you
14:27
Marcus Book. they ask you answer. um you’re answering
14:29
answer. um you’re answering those questions or concerns
14:30
those questions or concerns before they arise and shorten
14:31
before they arise and shorten that cycle become the expert so
14:34
that cycle become the expert so very uh very interesting uh
14:36
very uh very interesting uh perspective when I saw Marcus
14:38
perspective when I saw Marcus speak first time at uh when
14:38
speak first time at uh when yous a conferences um so the
14:40
yous a conferences um so the next thing is we’re looking at
14:42
next thing is we’re looking at Cody is we’re gonna submit that
14:43
Cody is we’re gonna submit that estimate. I know we always talk
14:44
estimate. I know we always talk about it here. you know it
14:45
about it here. you know it usually takes five or more
14:46
usually takes five or more follow-ups to land 80% of. So
14:50
follow-ups to land 80% of. So 80% of sales are made on five
14:51
80% of sales are made on five or more follow-ups on an
14:52
or more follow-ups on an estimate, so we really need to
14:54
estimate, so we really need to do is create a sales pipeline
14:56
do is create a sales pipeline so you can see where people are
14:57
so you can see where people are at and we’ve chosen to a lot of
14:59
at and we’ve chosen to a lot of research 20 days. so we called
15:02
research 20 days. so we called just this process right here 20
15:03
just this process right here 20 days to close, but what it does
15:05
days to close, but what it does as soon as that estimate is
15:07
as soon as that estimate is submitted, it goes out and
15:09
submitted, it goes out and follows up on each and every
15:11
follows up on each and every aspect of the automated email
15:13
aspect of the automated email automated text and phone calls.
15:14
automated text and phone calls. You have believe it or not
15:15
You have believe it or not phone calls. uh we’re gonna
15:16
phone calls. uh we’re gonna recommend you do that um and
15:17
recommend you do that um and they will come. A form of a to
15:19
they will come. A form of a to do and in vthree once some
15:21
do and in vthree once some updates kicking it it’d be a
15:22
updates kicking it it’d be a form of a ticket, but what you
15:24
form of a ticket, but what you wanna do in that to do is what
15:26
wanna do in that to do is what we recommend and what we’ve
15:26
we recommend and what we’ve done is we literally have a
15:28
done is we literally have a script for the person in your
15:30
script for the person in your office calling saying Hey, call
15:31
office calling saying Hey, call Missus Smith. It’s been 3 days
15:32
Missus Smith. It’s been 3 days since we dropped off that lawn
15:34
since we dropped off that lawn mowing estimate. Here’s what to
15:35
mowing estimate. Here’s what to say she says the price is too
15:36
say she says the price is too high. Here’s some call script
15:38
high. Here’s some call script to overcome that sales or price
15:39
to overcome that sales or price objection, then the most
15:41
objection, then the most important part really, in my
15:42
important part really, in my opinion. Cody is at the bottom
15:43
opinion. Cody is at the bottom is if she becomes a client. do
15:44
is if she becomes a client. do this in service Autopilot If
15:45
this in service Autopilot If she doesn’t become a client, do
15:47
she doesn’t become a client, do this and She’s like you know
15:49
this and She’s like you know what I’m not sure if you’re
15:50
what I’m not sure if you’re gonna hire you or not I’m
15:51
gonna hire you or not I’m shopping and it’s the spring
15:52
shopping and it’s the spring and I’m gonna get a couple of
15:53
and I’m gonna get a couple of quotes cool. do this and
15:56
quotes cool. do this and service auto pilot. So what
15:57
service auto pilot. So what we’ve done is created a
15:57
we’ve done is created a predictable workflow for either
16:00
predictable workflow for either your internal team or a virtual
16:02
your internal team or a virtual assistant uh such as pink
16:03
assistant uh such as pink collar or calls or some of the
16:05
collar or calls or some of the other certified advisers are
16:06
other certified advisers are working with inside service
16:07
working with inside service Autopilot. So you’ve you’ve
16:09
Autopilot. So you’ve you’ve created a um a process that I
16:12
created a um a process that I wanna say what’s up to Hoyt uh
16:13
wanna say what’s up to Hoyt uh obviously he’ll be uh be a long
16:16
obviously he’ll be uh be a long time watcher there, he says.
16:17
time watcher there, he says. Ringless voicemail bombs so
16:19
Ringless voicemail bombs so absolutely hobby So that was
16:20
absolutely hobby So that was you stole my thunder so if.
16:22
you stole my thunder so if. Don’t wanna make those phone
16:23
Don’t wanna make those phone calls We also tie into that
16:26
calls We also tie into that product called send Jim what a
16:27
product called send Jim what a ringless voicemail bomb does Is
16:30
ringless voicemail bomb does Is it literally hits the cell
16:31
it literally hits the cell phone and record it doesn’t
16:34
phone and record it doesn’t ring, but it looks like a
16:35
ring, but it looks like a missed call here and it’s a
16:38
missed call here and it’s a prerecorded message so you
16:39
prerecorded message so you would have probably a different
16:40
would have probably a different message at day one and day
16:42
message at day one and day three, but in my in to be like,
16:43
three, but in my in to be like, hey, it’s Mike from Callahan’s
16:45
hey, it’s Mike from Callahan’s lawn care. so sorry I missed
16:46
lawn care. so sorry I missed you wanna leave this voicemail.
16:47
you wanna leave this voicemail. It’s been 1 day since we
16:49
It’s been 1 day since we dropped off your estimate. if
16:50
dropped off your estimate. if you have any questions, call
16:51
you have any questions, call our office back at this number
16:53
our office back at this number or better yet. Except the
16:55
or better yet. Except the online estimate what we’ve
16:58
online estimate what we’ve created a personalized but
17:00
created a personalized but automated phone call follow up
17:02
automated phone call follow up based on the timing of the
17:05
based on the timing of the estimate and the service or the
17:07
estimate and the service or the status of that estimate. So
17:08
status of that estimate. So it’s fully automated and the
17:10
it’s fully automated and the secret to success here and I
17:11
secret to success here and I will tell you time and time
17:12
will tell you time and time again. a lot of people wanna
17:13
again. a lot of people wanna mess with the methodology and
17:14
mess with the methodology and every time people want to
17:16
every time people want to tinker with it Um the issue is
17:18
tinker with it Um the issue is it doesn’t work in less you
17:22
it doesn’t work in less you actually do that. so it looks
17:24
actually do that. so it looks like we may have lost Cody here
17:26
like we may have lost Cody here uh hopefully he’ll be back here
17:27
uh hopefully he’ll be back here in a minute uh but let. Swing
17:30
in a minute uh but let. Swing over here to see if I can’t
17:32
over here to see if I can’t grab him and get him back in.
17:40
Um and we’ll see if Cody joins
17:40
Um and we’ll see if Cody joins us again, but uh go back into
17:43
us again, but uh go back into that. so the secret to the
17:44
that. so the secret to the success is if you’re building
17:45
success is if you’re building this yourself you want to go in
17:46
this yourself you want to go in and alternate it via automated
17:50
and alternate it via automated email text and phone calls and
17:51
email text and phone calls and if not a phone call or ringless
17:52
if not a phone call or ringless voicemail, I’m tied into uh the
17:55
voicemail, I’m tied into uh the integration with send Jim. It’s
17:56
integration with send Jim. It’s those different mediums that
17:57
those different mediums that are going to be successful when
17:59
are going to be successful when people say they don’t wanna
18:00
people say they don’t wanna make phone calls and they don’t
18:00
make phone calls and they don’t want text messages It really um
18:04
want text messages It really um depletes the effectiveness of
18:05
depletes the effectiveness of this 20 days to close process
18:07
this 20 days to close process if you’re building it yourself,
18:08
if you’re building it yourself, I highly recommend it. That’s
18:09
I highly recommend it. That’s where you go with it now the
18:11
where you go with it now the next thing that we. At here is
18:14
next thing that we. At here is uh an estimate process here and
18:17
uh an estimate process here and it looks like Cody is back in
18:20
it looks like Cody is back in action. Alright so perfect we
18:20
action. Alright so perfect we got we got the kid back nudge
18:23
got we got the kid back nudge the cable and that happens so
18:25
the cable and that happens so Cody what you miss here is
18:27
Cody what you miss here is we’re talking about the process
18:28
we’re talking about the process and the ability of uh 20 days
18:31
and the ability of uh 20 days to close and the secret is
18:34
to close and the secret is different communication
18:34
different communication channels of via text, email and
18:36
channels of via text, email and phone call or ringless
18:37
phone call or ringless voicemail. so now that we
18:39
voicemail. so now that we hopefully have one that
18:41
hopefully have one that estimate. Right here we wanna
18:45
estimate. Right here we wanna automatically trigger a
18:46
automatically trigger a welcoming wow sequence and that
18:48
welcoming wow sequence and that welcome and wow, she’s just
18:49
welcome and wow, she’s just like Jonathan Potosi um of the
18:51
like Jonathan Potosi um of the lawn care Millionaire talks
18:52
lawn care Millionaire talks about a lot of it. It’s
18:53
about a lot of it. It’s something that I adopted early
18:54
something that I adopted early in the early years as well is
18:57
in the early years as well is requiring a credit card on file
18:58
requiring a credit card on file to have service so the
19:00
to have service so the welcoming and well uh sequences
19:02
welcoming and well uh sequences and automated email that
19:03
and automated email that automatically triggers no in
19:04
automatically triggers no in your office has to do anything
19:05
your office has to do anything but it welcomes acclimate the
19:06
but it welcomes acclimate the new customer to your uh service
19:10
new customer to your uh service business and then it also uses
19:11
business and then it also uses a. PCI compliant credit card
19:16
a. PCI compliant credit card form We capture that credit
19:17
form We capture that credit card form so those credit cards
19:19
card form so those credit cards are secured, they’re tokens and
19:20
are secured, they’re tokens and takes care of that. So um those
19:23
takes care of that. So um those are the things I would
19:24
are the things I would recommend in the initial
19:25
recommend in the initial welcome and wow uh and next
19:27
welcome and wow uh and next thing we do is we drive in and
19:28
thing we do is we drive in and build logic in the automation.
19:29
build logic in the automation. So if you’re building this in
19:31
So if you’re building this in your service business, you
19:32
your service business, you wanna have some logic in that
19:33
wanna have some logic in that automation cuz if the first
19:36
automation cuz if the first person or the first time they
19:37
person or the first time they sign up is a reoccurring a
19:38
sign up is a reoccurring a weekly or biweekly mowing or
19:40
weekly or biweekly mowing or cleaning we wanna follow over
19:42
cleaning we wanna follow over 3060 90 days to 90 days is the
19:44
3060 90 days to 90 days is the biggest area where people
19:45
biggest area where people cancel and what we’ve done is
19:46
cancel and what we’ve done is made a very personal looking
19:47
made a very personal looking email. so this is. Kind of
19:49
email. so this is. Kind of expert tip I’d like to share is
19:51
expert tip I’d like to share is automated emails are great, but
19:52
automated emails are great, but they probably shouldn’t look
19:54
they probably shouldn’t look automated so we wanna plain
19:56
automated so we wanna plain text email. they’re gonna
19:56
text email. they’re gonna deliver better and make it
19:59
deliver better and make it personal. so the way we built
20:00
personal. so the way we built this out um in our process is
20:01
this out um in our process is it looks like it’s a personal
20:02
it looks like it’s a personal email coming from somebody in
20:04
email coming from somebody in your office just checking in
20:05
your office just checking in and touching base and what
20:06
and touching base and what you’re gonna find is the
20:07
you’re gonna find is the consumer if they’re unhappy is
20:09
consumer if they’re unhappy is probably gonna right back and
20:09
probably gonna right back and be like. Hey guys and girls are
20:11
be like. Hey guys and girls are doing a great job uh mowing the
20:12
doing a great job uh mowing the lawn but occasionally not
20:14
lawn but occasionally not blowing off the back patio or
20:15
blowing off the back patio or cleaning. Hey, they’re doing a
20:16
cleaning. Hey, they’re doing a great job cleaning the house,
20:17
great job cleaning the house, but they’re not. On the tiles
20:19
but they’re not. On the tiles in the master bath, so we’re
20:20
in the master bath, so we’re capturing those little issues
20:22
capturing those little issues before they escalate to
20:23
before they escalate to cancellation issues, but it
20:24
cancellation issues, but it would be kind of weird. Cody
20:25
would be kind of weird. Cody like if you just signed up for
20:27
like if you just signed up for a one-time aeration overseeding
20:28
a one-time aeration overseeding for the first time in my
20:30
for the first time in my business in the fall, it’s
20:31
business in the fall, it’s gonna be goofy if I follow up
20:32
gonna be goofy if I follow up three times. so what I
20:33
three times. so what I recommend here is you build
20:34
recommend here is you build logic in that automation to
20:35
logic in that automation to follow up only once if it’s a
20:38
follow up only once if it’s a one-time service or if it’s a
20:39
one-time service or if it’s a reoccurring service, you follow
20:40
reoccurring service, you follow up the 3060 and ninety, and
20:42
up the 3060 and ninety, and this is gonna be part of the
20:43
this is gonna be part of the benefits of automating having
20:45
benefits of automating having your automations inside service
20:47
your automations inside service auto. Through pro plus because
20:49
auto. Through pro plus because it’s going to be able to go in
20:51
it’s going to be able to go in natively and jump in into
20:53
natively and jump in into different statuses and features
20:54
different statuses and features of the actual service and
20:56
of the actual service and scheduling and billing where if
20:58
scheduling and billing where if you use an outside platform, it
21:01
you use an outside platform, it would never do that. And that’s
21:02
would never do that. And that’s one of the things you talked
21:03
one of the things you talked about Cody’s Okay. How did you
21:04
about Cody’s Okay. How did you do that without an API? An API
21:06
do that without an API? An API allows two softwares to talk to
21:08
allows two softwares to talk to each other very similar in the
21:09
each other very similar in the QuickBooks saying um there
21:10
QuickBooks saying um there isn’t that in there, but you
21:12
isn’t that in there, but you really don’t need an API with
21:13
really don’t need an API with service Autopilot because the
21:15
service Autopilot because the automations tie in to all the
21:17
automations tie in to all the native features that are
21:17
native features that are already there. So it’s it’s um
21:19
already there. So it’s it’s um if you haven’t experience, it’s
21:21
if you haven’t experience, it’s something I think you really
21:21
something I think you really should because that’s what
21:23
should because that’s what allowed us to. Other automation
21:25
allowed us to. Other automation platform and move it all in
21:27
platform and move it all in essay once they started having
21:29
essay once they started having automations and we had huge
21:29
automations and we had huge success even more than we did
21:31
success even more than we did in the earlier days because
21:32
in the earlier days because there wasn’t multiple system
21:33
there wasn’t multiple system chaos. Yeah, my real quick one
21:36
chaos. Yeah, my real quick one of the themes that I’m seeing
21:39
of the themes that I’m seeing here is that we’re we’re
21:41
here is that we’re we’re maintaining a very close
21:43
maintaining a very close relationship with these
21:44
relationship with these clients, but we’re able to
21:45
clients, but we’re able to automate all of our side of
21:48
automate all of our side of that relationship while giving
21:50
that relationship while giving them every opportunity to raise
21:52
them every opportunity to raise their hand and tell us Hey, I
21:53
their hand and tell us Hey, I have a problem. Hey something’s
21:55
have a problem. Hey something’s going on here. That’s not like
21:57
going on here. That’s not like up to my expectations that. You
22:01
up to my expectations that. You really close and feeling really
22:05
really close and feeling really uh like small mom and pop while
22:06
uh like small mom and pop while having the customer service of
22:09
having the customer service of a much larger company exactly
22:12
a much larger company exactly um and it’s just a couple of
22:13
um and it’s just a couple of things that I touch on that
22:14
things that I touch on that before I get into the happy
22:15
before I get into the happy holidays and some of that
22:16
holidays and some of that long-term nurture is um in this
22:19
long-term nurture is um in this kind of welcoming and wild
22:21
kind of welcoming and wild process or kind of uh extended
22:23
process or kind of uh extended nurture is uh we built several
22:26
nurture is uh we built several automations that do just that
22:27
automations that do just that Cody. So I’ve got the pleasure
22:29
Cody. So I’ve got the pleasure of having one of the service
22:30
of having one of the service Autopilot users actually do the
22:31
Autopilot users actually do the home cleaning at my house um
22:33
home cleaning at my house um and Tina and her. Utilize a
22:35
and Tina and her. Utilize a automation that we call be
22:39
automation that we call be there been there real tongue
22:40
there been there real tongue twister, but the automation
22:42
twister, but the automation basically says hey, we’re going
22:43
basically says hey, we’re going to be at your house. It’s
22:44
to be at your house. It’s either cut the grass or mow the
22:46
either cut the grass or mow the lawn or do the pest control and
22:47
lawn or do the pest control and it depending on the dispatcher
22:49
it depending on the dispatcher have traditionally we recommend
22:51
have traditionally we recommend 24 to 48 hours as a heads up.
22:52
24 to 48 hours as a heads up. So I know I gotta leave the key
22:54
So I know I gotta leave the key or to do something for the
22:55
or to do something for the cleaner so she can get in the
22:57
cleaner so she can get in the house to clean the house. cool
22:58
house to clean the house. cool thing is I mean and I’m working
22:59
thing is I mean and I’m working from the house today, so it’s a
23:00
from the house today, so it’s a little bit different but
23:01
little bit different but normally in the main office for
23:02
normally in the main office for civil growth. I get a text
23:04
civil growth. I get a text message that they just left the
23:06
message that they just left the house within about 5 minutes.
23:07
house within about 5 minutes. So now I know, okay, the house
23:09
So now I know, okay, the house has been secured. It’s locked
23:11
has been secured. It’s locked and I know the cleaning is done
23:13
and I know the cleaning is done so um yes and a larger company
23:17
so um yes and a larger company um would would probably do that
23:19
um would would probably do that you don’t see that from smaller
23:20
you don’t see that from smaller companies, but the power of
23:21
companies, but the power of automation now it gives you the
23:23
automation now it gives you the ability to have those extra
23:25
ability to have those extra touches you would never have as
23:27
touches you would never have as a smaller organization.
23:28
a smaller organization. absolutely um pretty much at no
23:30
absolutely um pretty much at no extra cost. It’s once it’s set
23:31
extra cost. It’s once it’s set up. It’s kinda set it and
23:32
up. It’s kinda set it and forget it um the other big one
23:34
forget it um the other big one that I really like is uh we
23:35
that I really like is uh we call it NPS to social reviews
23:37
call it NPS to social reviews so uh this is something you
23:38
so uh this is something you definitely build. But when you
23:41
definitely build. But when you do it, NPS to social review, um
23:43
do it, NPS to social review, um you’re probably gonna have two
23:43
you’re probably gonna have two different ways to trigger at
23:45
different ways to trigger at least that’s the way we tackle
23:46
least that’s the way we tackle this so you can have it
23:47
this so you can have it automated you know once a
23:49
automated you know once a quarter once a month or you can
23:50
quarter once a month or you can manually just dispatch, but
23:51
manually just dispatch, but what it does is it literally
23:52
what it does is it literally goes in um it doesn’t NPS
23:55
goes in um it doesn’t NPS score. So it’s a one to ten
23:56
score. So it’s a one to ten ranking and you’re like. Hey
23:57
ranking and you’re like. Hey how how happy are you? How
23:59
how how happy are you? How likely are you to refer us to
24:00
likely are you to refer us to your friends and family and
24:02
your friends and family and that uh uh a promoter is gonna
24:04
that uh uh a promoter is gonna be at nine or ten. so what it
24:05
be at nine or ten. so what it does is Oh you’re nine or ten
24:07
does is Oh you’re nine or ten what it does then is kicks you
24:08
what it does then is kicks you into another communication uh
24:11
into another communication uh with email or text depending
24:11
with email or text depending how you set it up to actually
24:13
how you set it up to actually push them out to social media.
24:14
push them out to social media. So it’s gonna go to your
24:15
So it’s gonna go to your Google. Your Facebook review if
24:17
Google. Your Facebook review if it’s an eight or below so it a
24:19
it’s an eight or below so it a neutral or detractor it kicks
24:21
neutral or detractor it kicks it back to your office. Um it
24:23
it back to your office. Um it allows them to know like hey,
24:25
allows them to know like hey, you’ve got some people that
24:25
you’ve got some people that maybe at risk you wanna go out
24:27
maybe at risk you wanna go out and actually try to get them up
24:30
and actually try to get them up to a promoter um and what we’ve
24:31
to a promoter um and what we’ve done is actually created
24:34
done is actually created processes around that
24:35
processes around that automation that actually
24:37
automation that actually reports out in their new report
24:38
reports out in their new report center and you can visually see
24:40
center and you can visually see all the people group at
24:41
all the people group at promoters, neutral and
24:42
promoters, neutral and detractors and all their
24:43
detractors and all their comments and actually see a pie
24:45
comments and actually see a pie chart. So you have a visual
24:46
chart. So you have a visual representation of where is your
24:47
representation of where is your customer’s stat um right now.
24:49
customer’s stat um right now. Based on the time of the season
24:51
Based on the time of the season and the actual response, so
24:53
and the actual response, so these are things that we would
24:53
these are things that we would never be able to do um
24:56
never be able to do um especially to we hit scale but
24:58
especially to we hit scale but now the power of automation
24:59
now the power of automation once it’s set up continues to
25:01
once it’s set up continues to do this and has that personal
25:02
do this and has that personal touch that you’re talking about
25:05
touch that you’re talking about Cody absolutely uh so the next
25:06
Cody absolutely uh so the next thing is happy holidays sounds
25:08
thing is happy holidays sounds a little corny, but I will tell
25:09
a little corny, but I will tell you uh people enjoy it. so what
25:12
you uh people enjoy it. so what I suggest doing is going out
25:13
I suggest doing is going out and educate them around that
25:14
and educate them around that holiday and just wish him a
25:15
holiday and just wish him a happy holiday. It’s just a nice
25:17
happy holiday. It’s just a nice touch Uh newsletter. Lot of
25:19
touch Uh newsletter. Lot of people back at newsletters like
25:20
people back at newsletters like oh my gosh like the old school,
25:22
oh my gosh like the old school, we don’t do it. I take I like
25:24
we don’t do it. I take I like to take a look as a newsletters
25:26
to take a look as a newsletters more of a long-term nurture
25:28
more of a long-term nurture It’s education with a very soft
25:31
It’s education with a very soft upsell based on the time of
25:32
upsell based on the time of season, so as we’re going into
25:33
season, so as we’re going into the winter months, we may be
25:35
the winter months, we may be talking about ornamental
25:36
talking about ornamental pruning in the lawn care
25:37
pruning in the lawn care industry so the proper types of
25:39
industry so the proper types of cutting the timing and how to
25:40
cutting the timing and how to do it and and educate the
25:42
do it and and educate the consumer to do. It’s just a
25:44
consumer to do. It’s just a free gift but at the bottom if
25:45
free gift but at the bottom if you do that service by the way,
25:47
you do that service by the way, if you need some help, click
25:48
if you need some help, click here to request nets and ask
25:49
here to request nets and ask for some help very similar in
25:51
for some help very similar in home. Maybe we’re going to the
25:53
home. Maybe we’re going to the holiday season. We’re talking
25:53
holiday season. We’re talking about fridge clean out stove
25:55
about fridge clean out stove clean outs. What’s the proper
25:56
clean outs. What’s the proper technique? what products do we
25:57
technique? what products do we use on the inside the outside
25:58
use on the inside the outside of the stove? Um we’re probably
26:00
of the stove? Um we’re probably not using chemicals on the
26:01
not using chemicals on the inside of the um the fridge I
26:03
inside of the um the fridge I mean, so we’re talking about
26:04
mean, so we’re talking about what best practices and then
26:06
what best practices and then you can say hey by the way if
26:07
you can say hey by the way if you need some help with those
26:08
you need some help with those services, we’re here, But the
26:09
services, we’re here, But the idea is a newsletter is just
26:11
idea is a newsletter is just providing consistent education
26:13
providing consistent education month in a month out of what
26:14
month in a month out of what should be going on in the month
26:15
should be going on in the month their home or outside the
26:17
their home or outside the outside of the home in the yard
26:19
outside of the home in the yard uh depending on your industries
26:20
uh depending on your industries we what they should be doing in
26:21
we what they should be doing in the month in advance with a
26:23
the month in advance with a soft upsell. Nice. Now, the
26:25
soft upsell. Nice. Now, the next thing here is this was
26:26
next thing here is this was kind of a new thing that we we
26:27
kind of a new thing that we we figured out um in automations
26:29
figured out um in automations in the last twelve to 24 months
26:32
in the last twelve to 24 months uh but we figured out kinda
26:33
uh but we figured out kinda like you, said Cody. We wanna
26:34
like you, said Cody. We wanna have a personal conversation,
26:36
have a personal conversation, these people where they’re at
26:37
these people where they’re at but have an automated. so the
26:40
but have an automated. so the conversation that we’re having
26:41
conversation that we’re having with someone who is a client
26:42
with someone who is a client like a leader, a cancelled
26:43
like a leader, a cancelled client versus a customer is
26:45
client versus a customer is potentially a completely
26:47
potentially a completely different conversation. So what
26:48
different conversation. So what we’ve done is segmented our
26:50
we’ve done is segmented our pipeline of communication for
26:52
pipeline of communication for leads and clients separately,
26:53
leads and clients separately, and that allows us to send out
26:54
and that allows us to send out special communication promotion
26:56
special communication promotion or tips. Where they’re at in
26:58
or tips. Where they’re at in the customer life cycle. Yeah,
27:00
the customer life cycle. Yeah, very meaningful now, obviously
27:02
very meaningful now, obviously if we haven’t won the asset
27:03
if we haven’t won the asset that we’ve lost the essence so
27:05
that we’ve lost the essence so our first take of this, which I
27:06
our first take of this, which I think is still very applicable
27:13
More towards an upsell model
27:13
More towards an upsell model now, but originally what we
27:14
now, but originally what we call these guys here is service
27:16
call these guys here is service automation so very um 100% life
27:19
automation so very um 100% life cycle marketing if you had a
27:21
cycle marketing if you had a lawn mowing customer, they’re
27:22
lawn mowing customer, they’re either a lost estimate for lawn
27:23
either a lost estimate for lawn mowing they were cancelled lawn
27:26
mowing they were cancelled lawn mowing or a client uh of lawn
27:27
mowing or a client uh of lawn mowing or someone who needed a
27:29
mowing or someone who needed a renewal or reminder if you run
27:30
renewal or reminder if you run year round for that service
27:31
year round for that service without a contract, you know
27:33
without a contract, you know we’re able to go in and talk
27:35
we’re able to go in and talk specifically to the service,
27:36
specifically to the service, whether a lost cancelled or
27:37
whether a lost cancelled or needed renewal or reminded that
27:39
needed renewal or reminded that we’re coming. After the slower
27:41
we’re coming. After the slower uh winter months that died down
27:42
uh winter months that died down a little bit, very applicable
27:45
a little bit, very applicable uh but what we came up with is
27:47
uh but what we came up with is uh the upsell model and the
27:50
uh the upsell model and the upsell model literally kinda
27:51
upsell model literally kinda came out of Callahan’s lawn
27:52
came out of Callahan’s lawn care when I uh was acquired and
27:55
care when I uh was acquired and Callahan’s was bought out we
27:56
Callahan’s was bought out we needed to have. I believe it
27:57
needed to have. I believe it was about an 80% uh resign on
28:01
was about an 80% uh resign on rate basically contractually to
28:03
rate basically contractually to get the final payout for uh the
28:05
get the final payout for uh the business being acquired. So
28:06
business being acquired. So what we did. It’s simple growth
28:08
what we did. It’s simple growth is we kinda opened up the gates
28:09
is we kinda opened up the gates a little bit and say, okay if
28:10
a little bit and say, okay if they’re in my database and I’m
28:12
they’re in my database and I’m trying to renew my. Contracts
28:14
trying to renew my. Contracts if they don’t have lawn mowing
28:16
if they don’t have lawn mowing service, they don’t have an
28:17
service, they don’t have an open estimate for lawn mowing
28:19
open estimate for lawn mowing or on a waiting list. The
28:21
or on a waiting list. The upsell would go out and sweep
28:22
upsell would go out and sweep through your whole entire
28:23
through your whole entire database, not just your clients
28:25
database, not just your clients and upsell that service so
28:28
and upsell that service so predominant it is about five or
28:29
predominant it is about five or six times a year. you probably
28:31
six times a year. you probably wanna do this. you wanna do
28:32
wanna do this. you wanna do about a month or so in advance
28:33
about a month or so in advance so that season, so the big one
28:35
so that season, so the big one that’s kind of right now in the
28:36
that’s kind of right now in the middle of this aeration and
28:37
middle of this aeration and overseeing for holiday lights
28:40
overseeing for holiday lights or potentially snow removal if
28:41
or potentially snow removal if you’re in the northeast, but
28:42
you’re in the northeast, but what we’re finding. We did this
28:44
what we’re finding. We did this with service Autopilot clients
28:45
with service Autopilot clients and you can see on the Facebook
28:47
and you can see on the Facebook page um and the users group if
28:48
page um and the users group if you’re a service member is um
28:51
you’re a service member is um the people are getting seventy
28:52
the people are getting seventy or eighty customer request in
28:54
or eighty customer request in two to 3 hours. um a lot of
28:56
two to 3 hours. um a lot of times people will actually call
28:57
times people will actually call us if we help them with this
28:58
us if we help them with this and say hey, stop the second or
29:00
and say hey, stop the second or third communication because I’m
29:02
third communication because I’m booked the whole entire fall
29:03
booked the whole entire fall like I can’t I’m a capacity um
29:05
like I can’t I’m a capacity um but the idea here is through a
29:08
but the idea here is through a very soft upsell based on where
29:10
very soft upsell based on where they’re at in the customer life
29:11
they’re at in the customer life cycle that. US to have a very
29:14
cycle that. US to have a very specific message, the biggest
29:16
specific message, the biggest mistake you can see and a lot
29:18
mistake you can see and a lot of people who are just getting
29:19
of people who are just getting the automations and it’s a
29:20
the automations and it’s a rookie mistake and I made it
29:21
rookie mistake and I made it myself so we really here to
29:23
myself so we really here to life cycle marketing is that um
29:25
life cycle marketing is that um you may shoot out a lawn mowing
29:28
you may shoot out a lawn mowing upsell or fertilization upsells
29:30
upsell or fertilization upsells everybody in your database,
29:32
everybody in your database, including the people who’ve
29:32
including the people who’ve already signed up so what that
29:34
already signed up so what that does is cause confusion
29:36
does is cause confusion probably gonna cause some
29:36
probably gonna cause some issues for your office um but
29:40
issues for your office um but now the blankets been pulled
29:41
now the blankets been pulled back. The covers pulled back.
29:43
back. The covers pulled back. Cody is now they know it’s
29:44
Cody is now they know it’s automated. It’s an email blast
29:45
automated. It’s an email blast where the difference in.
29:47
where the difference in. Between an automation and an
29:49
Between an automation and an email blast are significantly
29:51
email blast are significantly different if an automation is
29:52
different if an automation is built with logic and
29:54
built with logic and understanding of the customer
29:55
understanding of the customer life cycle with segmentation.
29:57
life cycle with segmentation. That’s where you’re gonna win
29:58
That’s where you’re gonna win and and some of these emails um
30:01
and and some of these emails um and I’m gonna show you one here
30:02
and I’m gonna show you one here in a minute we wanted to make
30:03
in a minute we wanted to make them look personal before I hop
30:06
them look personal before I hop into that go to any questions
30:07
into that go to any questions or thoughts of to that point.
30:11
or thoughts of to that point. Mike. This is awesome. This is
30:14
Mike. This is awesome. This is taking everything that we know
30:15
taking everything that we know is true about marketing,
30:18
is true about marketing, putting it. Autopilot getting
30:20
putting it. Autopilot getting service autopilot to work for
30:23
service autopilot to work for you to free up all of this
30:24
you to free up all of this time, I mean most of these
30:27
time, I mean most of these things your office staff
30:28
things your office staff couldn’t even do if you ask
30:30
couldn’t even do if you ask them to and give them you know
30:32
them to and give them you know as much time as they want.
30:33
as much time as they want. There’s only so much time in
30:35
There’s only so much time in the day. you can only do this
30:36
the day. you can only do this for so many customers and and I
30:38
for so many customers and and I think I’m glad you hit on that
30:40
think I’m glad you hit on that here. um it’s the point of
30:42
here. um it’s the point of automation is not to replace
30:44
automation is not to replace people in your office. It is
30:46
people in your office. It is truly to take the monotonous
30:48
truly to take the monotonous repetitive. Nobody likes doing
30:49
repetitive. Nobody likes doing or you don’t have time for and
30:52
or you don’t have time for and allow the higher you know 2030
30:55
allow the higher you know 2030 $100 an hour job to go to the
30:56
$100 an hour job to go to the actual people in your office
30:57
actual people in your office and if there is a manual tasks
30:58
and if there is a manual tasks like a phone call, it puts
31:00
like a phone call, it puts accountability and creates
31:02
accountability and creates predictability um and that I’m
31:03
predictability um and that I’m glad you touched. That’s the
31:04
glad you touched. That’s the biggest concern. but what if
31:05
biggest concern. but what if you look at everything on the
31:07
you look at everything on the screen here? Cody what I would
31:08
screen here? Cody what I would say is if you’re a company from
31:10
say is if you’re a company from about 750000 to about a million
31:12
about 750000 to about a million is what I find or above that
31:14
is what I find or above that process right there uh if
31:16
process right there uh if you’re to do it all manually in
31:17
you’re to do it all manually in the peak season and we’ll save
31:18
the peak season and we’ll save about 35 to 40 hours a week of
31:20
about 35 to 40 hours a week of manual process in your office.
31:22
manual process in your office. Yeah um so it’s it. If you’re
31:27
Yeah um so it’s it. If you’re stress level during busy
31:29
stress level during busy season, um it’s gonna improve
31:32
season, um it’s gonna improve the quality of being in the
31:32
the quality of being in the office cuz everybody’s not
31:34
office cuz everybody’s not gonna be running around like a
31:35
gonna be running around like a chicken with their head cut off
31:37
chicken with their head cut off 100% and then the other thing
31:38
100% and then the other thing too is um the made a video
31:40
too is um the made a video about it on Callahan’s corner,
31:41
about it on Callahan’s corner, where we answer a lot of
31:43
where we answer a lot of Facebook questions live, you
31:44
Facebook questions live, you know every day or every other
31:45
know every day or every other day uh but one of the questions
31:46
day uh but one of the questions that to Callahan’s corner was
31:48
that to Callahan’s corner was you know what size is the
31:51
you know what size is the appropriate size to automated
31:52
appropriate size to automated beyond pro plus um and
31:53
beyond pro plus um and obviously. Do some gray area
31:55
obviously. Do some gray area but I would say working with
31:57
but I would say working with well over I mean several
31:59
well over I mean several thousand clients now um through
32:01
thousand clients now um through service Autopilot and in simple
32:03
service Autopilot and in simple growth. uh I see I see a
32:05
growth. uh I see I see a benefit of where you’re going
32:07
benefit of where you’re going uh probably around that 250000
32:09
uh probably around that 250000 mark and beyond. Uh we used to
32:11
mark and beyond. Uh we used to think it was around a half a
32:13
think it was around a half a million um but what we’ve kinda
32:15
million um but what we’ve kinda see here is that level one two
32:16
see here is that level one two and three we’ve kinda chunked
32:19
and three we’ve kinda chunked out this part here uh for
32:22
out this part here uh for smaller business and then a
32:23
smaller business and then a little bit larger business goes
32:24
little bit larger business goes up to the end of 20 days to
32:26
up to the end of 20 days to close and then when you kinda
32:27
close and then when you kinda get into that process, then you
32:28
get into that process, then you open it up. so we kinda. Call
32:30
open it up. so we kinda. Call at level one two and three um,
32:32
at level one two and three um, and if you’re building
32:33
and if you’re building yourself, that’s why I
32:34
yourself, that’s why I mentioned the front of it, you
32:35
mentioned the front of it, you don’t wanna try to automate the
32:36
don’t wanna try to automate the whole business tackle the
32:38
whole business tackle the biggest pain points first and
32:39
biggest pain points first and then sequentially build upon
32:40
then sequentially build upon that. yeah. um so that’s what
32:42
that. yeah. um so that’s what I’m saying you don’t have to be
32:43
I’m saying you don’t have to be a $1000000 half a $1000000
32:44
a $1000000 half a $1000000 business to benefit from this
32:46
business to benefit from this uh just the ability to update
32:47
uh just the ability to update credit cards and overdue
32:48
credit cards and overdue invoices and things like that
32:50
invoices and things like that is a huge um thing that it’ll
32:53
is a huge um thing that it’ll pay for itself um and just like
32:55
pay for itself um and just like the a AR accounts receivable um
32:57
the a AR accounts receivable um in the early days of
32:58
in the early days of Callahan’s. Of control, but we
33:00
Callahan’s. Of control, but we automated process that
33:02
automated process that systematically followed up on
33:03
systematically followed up on those past due invoices and
33:05
those past due invoices and when credit cards were about to
33:06
when credit cards were about to expire or failed, um it just
33:08
expire or failed, um it just started to buy that consistency
33:11
started to buy that consistency back um and to get into that
33:12
back um and to get into that personal view of you know. It
33:16
personal view of you know. It needs to look personal, It
33:17
needs to look personal, It doesn’t it shouldn’t look
33:18
doesn’t it shouldn’t look automated. This is literally
33:19
automated. This is literally right out of my email inbox um
33:22
right out of my email inbox um before we went over to Gmail uh
33:23
before we went over to Gmail uh but this was out of 2016, we
33:25
but this was out of 2016, we had almost 500 people there.
33:27
had almost 500 people there. you can see on the screen that
33:28
you can see on the screen that responded email. It wasn’t 500
33:29
responded email. It wasn’t 500 people sent it was 496 people
33:32
people sent it was 496 people actually responded to this
33:34
actually responded to this email and I called the quick
33:35
email and I called the quick follow-up we still do uh but
33:36
follow-up we still do uh but this is the email right here
33:37
this is the email right here and some people may have seen
33:38
and some people may have seen this but I wanna reinforce
33:39
this but I wanna reinforce this. if you can’t read on the
33:40
this. if you can’t read on the screen here, it’s probably
33:41
screen here, it’s probably pretty small what that email
33:43
pretty small what that email says is Hey Stacey. just wanna
33:44
says is Hey Stacey. just wanna reach out and see if you have
33:45
reach out and see if you have questions regarding your
33:45
questions regarding your investment if you want to see
33:46
investment if you want to see the spot. The season just let
33:48
the spot. The season just let me know have a great Saturday
33:51
me know have a great Saturday and it’s got my name my call
33:52
and it’s got my name my call and you probably can’t see it
33:54
and you probably can’t see it on there, but the m and m is
33:55
on there, but the m and m is lowercase Now. everybody knows
33:58
lowercase Now. everybody knows sometimes I fail to proof. Read
33:59
sometimes I fail to proof. Read some of my stuff going out of
34:00
some of my stuff going out of I’m in a hurry, but this was
34:01
I’m in a hurry, but this was intentionally left with the
34:02
intentionally left with the lowercase m cuz I wanted to
34:03
lowercase m cuz I wanted to look like it was sent from my
34:06
look like it was sent from my iPhone and if you can see it on
34:07
iPhone and if you can see it on the screen there, it looks like
34:09
the screen there, it looks like it’s sent from my iPhone. so
34:11
it’s sent from my iPhone. so this email goes out 2 days
34:13
this email goes out 2 days after every estimate and it
34:15
after every estimate and it closes on average right now, a
34:16
closes on average right now, a lawn care and home cleaning
34:17
lawn care and home cleaning with a percent or two either
34:19
with a percent or two either way 20% of all. Uh that you are
34:22
way 20% of all. Uh that you are usually closed on this one cuz
34:25
usually closed on this one cuz it looks like you actually took
34:26
it looks like you actually took the time it’s 630 in the
34:29
the time it’s 630 in the morning after 2 days of
34:30
morning after 2 days of estimate to follow up
34:31
estimate to follow up personally, um these things
34:33
personally, um these things close Lady wrote back. Uh I’ll
34:34
close Lady wrote back. Uh I’ll talk it over my husband to get
34:36
talk it over my husband to get back to you. ASAP. I love the
34:37
back to you. ASAP. I love the business practice and all the
34:38
business practice and all the info you provide upfront so
34:40
info you provide upfront so Stacey love the short-term
34:41
Stacey love the short-term nurture and the lead letter
34:43
nurture and the lead letter because we were different uh
34:45
because we were different uh just another copy of this year
34:46
just another copy of this year uh lady wrote back, she says.
34:49
uh lady wrote back, she says. Um we have a puppy. Want
34:50
Um we have a puppy. Want anything toxic in our yard so
34:52
anything toxic in our yard so it allow us to upsell our
34:54
it allow us to upsell our organic fertilizer so Cody we
34:55
organic fertilizer so Cody we built this uh this is the
34:56
built this uh this is the winner of twelve to maybe
34:58
winner of twelve to maybe fifteen different versions of
34:58
fifteen different versions of this email and it sounds so
34:59
this email and it sounds so stupid right now saying hey,
35:01
stupid right now saying hey, make it look like a person
35:02
make it look like a person actually send it don’t plaster
35:03
actually send it don’t plaster your logo and videos and
35:05
your logo and videos and pictures all over it because at
35:06
pictures all over it because at this point the customer life
35:08
this point the customer life cycle a person or an automated
35:11
cycle a person or an automated person is gonna convert better
35:12
person is gonna convert better than something that looks like
35:13
than something that looks like an email broadcast very similar
35:14
an email broadcast very similar to going through your Facebook
35:16
to going through your Facebook feed. We tune that out an
35:18
feed. We tune that out an advertisement to advertise the
35:19
advertisement to advertise the same thing we’re in an email so
35:20
same thing we’re in an email so this email. Uh he’s been AB
35:23
this email. Uh he’s been AB split tested and this was the
35:25
split tested and this was the winner by a landslide. so if
35:26
winner by a landslide. so if you don’t take anything away
35:27
you don’t take anything away from this if you’re gonna
35:29
from this if you’re gonna automate your business, even if
35:31
automate your business, even if you’re sending manual emails,
35:32
you’re sending manual emails, make them look like they’re
35:33
make them look like they’re sent from a person they will
35:35
sent from a person they will interact and convert a lot
35:37
interact and convert a lot better. Absolutely alright. So
35:39
better. Absolutely alright. So I know we’re almost near the
35:40
I know we’re almost near the top of the hour. so I wanna go
35:41
top of the hour. so I wanna go through this a little bit
35:42
through this a little bit quickly, but we’ve tackled your
35:44
quickly, but we’ve tackled your sales process now in my
35:46
sales process now in my business, we had all this work.
35:48
business, we had all this work. We almost went out of business
35:49
We almost went out of business cuz we couldn’t get enough
35:50
cuz we couldn’t get enough employees uh to do the work and
35:51
employees uh to do the work and this. Before the crisis, we’re
35:53
this. Before the crisis, we’re all seeing right now um so what
35:55
all seeing right now um so what I’m gonna recommend is this can
35:56
I’m gonna recommend is this can be done in service Autopilot.
35:57
be done in service Autopilot. This is what we are doing in
35:58
This is what we are doing in service Autopilot, so the first
36:00
service Autopilot, so the first thing we wanna do is create a
36:01
thing we wanna do is create a hosted landing page. that’s
36:03
hosted landing page. that’s gonna be your vtwo or vthree
36:05
gonna be your vtwo or vthree form and an office entry form
36:06
form and an office entry form if they come into the office so
36:07
if they come into the office so I’m gonna recommend is the way
36:09
I’m gonna recommend is the way we tackle it is English and
36:12
we tackle it is English and Spanish not Spanish Street
36:14
Spanish not Spanish Street Spanish uh there’s huge shocker
36:16
Spanish uh there’s huge shocker that the textbook Spanish uh
36:18
that the textbook Spanish uh application didn’t quite
36:19
application didn’t quite convert the way we thought it
36:20
convert the way we thought it would uh but once we put it
36:20
would uh but once we put it more. Spanish um the people
36:24
more. Spanish um the people fill it out and it worked, but
36:25
fill it out and it worked, but the idea is once you get them
36:26
the idea is once you get them to fill out that application.
36:28
to fill out that application. We drop them in uh to the or
36:29
We drop them in uh to the or the the entry point we drop
36:31
the the entry point we drop them into an online application
36:32
them into an online application in English or Spanish, make
36:33
in English or Spanish, make them jump through some hoops
36:35
them jump through some hoops Cody So a lot of times people
36:36
Cody So a lot of times people are just filling out to stand
36:37
are just filling out to stand unemployment. Let’s at least
36:39
unemployment. Let’s at least have a couple of processes here
36:40
have a couple of processes here that make them walk through
36:41
that make them walk through this um, but let’s say Joe’s
36:43
this um, but let’s say Joe’s our applicant. he gets through
36:44
our applicant. he gets through that now what to do or take
36:46
that now what to do or take pops up in service Autopilot
36:48
pops up in service Autopilot and says hey, call Joey. It’s
36:49
and says hey, call Joey. It’s set up an interview date time.
36:50
set up an interview date time. He’s made it through the
36:51
He’s made it through the application process. so you’d
36:52
application process. so you’d enter that into I would
36:53
enter that into I would recommend what we call our
36:55
recommend what we call our employee master form you plug
36:56
employee master form you plug in start the Apple. In time the
37:00
in start the Apple. In time the automation now is gonna text
37:02
automation now is gonna text message Joe the day before the
37:03
message Joe the day before the week before the interview, let
37:04
week before the interview, let them know where to show up when
37:05
them know where to show up when to show up any ability to opt
37:06
to show up any ability to opt out of it. So if you guys are
37:08
out of it. So if you guys are not gonna show up who gives us
37:09
not gonna show up who gives us courtesy this is already is
37:10
courtesy this is already is unemployment threshold. so
37:12
unemployment threshold. so you’re not having a estimates
37:13
you’re not having a estimates only have one person show up,
37:14
only have one person show up, maybe which happens uh
37:16
maybe which happens uh especially nowadays other cool
37:17
especially nowadays other cool thing I would recommend doing
37:19
thing I would recommend doing this. if you do it. This way is
37:21
this. if you do it. This way is a sign of homework to this guy
37:22
a sign of homework to this guy or girl send them out to the
37:23
or girl send them out to the DMV to get a driver’s abstract.
37:25
DMV to get a driver’s abstract. They got some skin in the game
37:26
They got some skin in the game so by the time they get to your
37:27
so by the time they get to your office. Um we know that at. Not
37:30
office. Um we know that at. Not you but II had to spend some
37:33
you but II had to spend some time at the DMV if that
37:34
time at the DMV if that individual is willing to sit in
37:35
individual is willing to sit in that DMV for 45 minutes to an
37:38
that DMV for 45 minutes to an hour, they’re committed to get
37:39
hour, they’re committed to get a job um usually about four or
37:41
a job um usually about four or five bucks and we would just
37:42
five bucks and we would just literally pay when they showed
37:43
literally pay when they showed up with that to reimburse. uh
37:45
up with that to reimburse. uh what we’re gonna do here is
37:46
what we’re gonna do here is create a standardized
37:48
create a standardized interviewing package, five or
37:48
interviewing package, five or six main questions you’re
37:50
six main questions you’re asking every applicant the
37:51
asking every applicant the automation in my opinion should
37:53
automation in my opinion should prompt to interview or to rank
37:55
prompt to interview or to rank the applicant and AB and C
37:57
the applicant and AB and C fashion. This is built around
37:59
fashion. This is built around stacking the virtual bench that
38:01
stacking the virtual bench that we talk a lot about here in the
38:02
we talk a lot about here in the ecosystem so we’re gonna go
38:03
ecosystem so we’re gonna go out. At least once a week in
38:05
out. At least once a week in interview all the positions in
38:06
interview all the positions in the company, whether we need
38:07
the company, whether we need them or not in the automation
38:09
them or not in the automation ranks of AB and C what we did
38:10
ranks of AB and C what we did in essay, we created a custom
38:13
in essay, we created a custom view or filter in uh reporting
38:16
view or filter in uh reporting that literally allows you to
38:17
that literally allows you to say I want all my a applicants
38:18
say I want all my a applicants from the last 20 days and it
38:21
from the last 20 days and it gives you a glorified laboring
38:23
gives you a glorified laboring or a labor pool to hire from
38:25
or a labor pool to hire from that’s qualified or basically
38:26
that’s qualified or basically glorified hiring checklist. So
38:28
glorified hiring checklist. So now when you need that person
38:29
now when you need that person you’ve got them in your
38:30
you’ve got them in your database before normally you’d
38:32
database before normally you’d have to go out and find the.
38:33
have to go out and find the. It’s too late, We’ve created
38:35
It’s too late, We’ve created that virtual bench when you
38:37
that virtual bench when you hire them, We’re gonna go out
38:38
hire them, We’re gonna go out automatically indoctrinate them
38:41
automatically indoctrinate them your mission vision values uh
38:42
your mission vision values uh Jason Cup uh really near and
38:44
Jason Cup uh really near and dear to the ecosystem talks
38:45
dear to the ecosystem talks about culture a lot so we need
38:47
about culture a lot so we need to indoctrinate to that culture
38:49
to indoctrinate to that culture piece uh we concentrated more
38:51
piece uh we concentrated more on the mission vision values to
38:53
on the mission vision values to get the alignment to not just a
38:54
get the alignment to not just a paycheck, but the culture and
38:56
paycheck, but the culture and tax documents. I know we all
38:57
tax documents. I know we all know 202 in the spring when
38:59
know 202 in the spring when things get crazy, We don’t
39:01
things get crazy, We don’t always get the documents filled
39:02
always get the documents filled out when we should we just need
39:03
out when we should we just need to get them in the field
39:04
to get them in the field trained up so we can get going
39:05
trained up so we can get going so we allow the automation to
39:06
so we allow the automation to take. Should happen to happen
39:08
take. Should happen to happen each and every time and when we
39:10
each and every time and when we build some um timings
39:12
build some um timings indoctrination tax documents
39:13
indoctrination tax documents goes up to three and final
39:15
goes up to three and final attempts so one thing to keep
39:16
attempts so one thing to keep in mind is when you’re building
39:17
in mind is when you’re building your automation to your co. Is
39:19
your automation to your co. Is you don’t wanna think about
39:20
you don’t wanna think about just the perfect path? What
39:21
just the perfect path? What happens if this guy or girl
39:23
happens if this guy or girl just after three attempts
39:24
just after three attempts doesn’t fill out their tax. I’m
39:25
doesn’t fill out their tax. I’m guessing they’re not a good fit
39:27
guessing they’re not a good fit if they will take the time to
39:28
if they will take the time to actually get paid, then they’re
39:29
actually get paid, then they’re probably not a good fit. So
39:31
probably not a good fit. So with the automation does here,
39:32
with the automation does here, it says hey through a task or a
39:35
it says hey through a task or a ticket or to introduce us. Hey.
39:37
ticket or to introduce us. Hey. Jo didn’t fill out his tax
39:38
Jo didn’t fill out his tax documents after the third and
39:40
documents after the third and final attempt at this point. I
39:41
final attempt at this point. I recommend fire and Joe um so
39:42
recommend fire and Joe um so the automation here is really
39:44
the automation here is really built out if you model it after
39:46
built out if you model it after this to buy time back from you
39:48
this to buy time back from you and your team to screen out the
39:50
and your team to screen out the right applicants to only get to
39:51
right applicants to only get to the interview and then after
39:53
the interview and then after you interviewing here we
39:54
you interviewing here we indoctrinate and boredom before
39:58
indoctrinate and boredom before we train them and test them
40:00
we train them and test them again and then the final part
40:02
again and then the final part here is kind of my favorite. um
40:04
here is kind of my favorite. um we go out and actually we made
40:06
we go out and actually we made about 36 video. How do you
40:09
about 36 video. How do you service Autopilot in the office
40:11
service Autopilot in the office with testing? so we created an
40:13
with testing? so we created an online automated video training
40:15
online automated video training series to and basically on
40:17
series to and basically on board any new ad so that took
40:19
board any new ad so that took sometimes a twenty or 3040 day
40:21
sometimes a twenty or 3040 day period to get someone up and
40:22
period to get someone up and running 100% on SA. Now we’ve
40:25
running 100% on SA. Now we’ve standardized to about a seven
40:25
standardized to about a seven to 10 day learning curve in
40:27
to 10 day learning curve in their up and running on their
40:29
their up and running on their own, and then that works so
40:29
own, and then that works so well that we went out and
40:30
well that we went out and actually took a tripod a
40:32
actually took a tripod a wireless mic for about 100
40:33
wireless mic for about 100 bucks and a smartphone and made
40:35
bucks and a smartphone and made videos in the field. How to do
40:37
videos in the field. How to do every service we did so instead
40:38
every service we did so instead of going out and buying an
40:40
of going out and buying an online generic um process to
40:42
online generic um process to train. Your field staff we
40:44
train. Your field staff we created a video training
40:46
created a video training process inside our business and
40:48
process inside our business and what we found is that cut off
40:50
what we found is that cut off at least a week to week and a
40:51
at least a week to week and a half of learning curve because
40:52
half of learning curve because we had them watch the videos
40:54
we had them watch the videos before we ever put them in the
40:56
before we ever put them in the field uh and and that was huge,
40:57
field uh and and that was huge, but if you’re looking to create
40:59
but if you’re looking to create a turnkey business, it’s almost
41:00
a turnkey business, it’s almost like a franchise without the
41:02
like a franchise without the franchise fees. This is one of
41:03
franchise fees. This is one of the things that allowed me to
41:04
the things that allowed me to leave the business in 30 days a
41:05
leave the business in 30 days a pop because every time we hired
41:06
pop because every time we hired a new person myself, the guy
41:08
a new person myself, the guy who ran the business had to be
41:10
who ran the business had to be there the first two to 3 weeks
41:11
there the first two to 3 weeks to get this. And um, and then
41:15
to get this. And um, and then the final thing is the
41:16
the final thing is the employment contract and
41:17
employment contract and handbooks So these are things
41:19
handbooks So these are things once again. I’m Jason Cup uh
41:21
once again. I’m Jason Cup uh really good resource for these
41:23
really good resource for these type of things, but the problem
41:25
type of things, but the problem is even when you have them in
41:25
is even when you have them in place, things got crazy in the
41:28
place, things got crazy in the spring half the time you’d
41:28
spring half the time you’d forget to get the person to
41:30
forget to get the person to sign it or actually go through
41:32
sign it or actually go through it. So now the automation
41:33
it. So now the automation tracks what should happen and
41:34
tracks what should happen and make sure it happens when it
41:36
make sure it happens when it happens now, the business owner
41:37
happens now, the business owner or manager doesn’t have to
41:38
or manager doesn’t have to babysit the process. so as we
41:40
babysit the process. so as we wrap it up here in the last few
41:41
wrap it up here in the last few minutes here, Cody uh any
41:43
minutes here, Cody uh any thoughts comments on this
41:44
thoughts comments on this before I dive into the third
41:45
before I dive into the third final hurdle to get to that
41:46
final hurdle to get to that million mark and beyond when
41:47
million mark and beyond when you’re automated. Mike I think
41:51
you’re automated. Mike I think you’re you’re touching on one
41:52
you’re you’re touching on one of the really important things
41:54
of the really important things about automations that I think
41:56
about automations that I think people forget about is that
41:57
people forget about is that Automations Act as guardrails
42:00
Automations Act as guardrails for the processes in your
42:02
for the processes in your business, you set things up to
42:03
business, you set things up to work a certain way, but when
42:04
work a certain way, but when things get crazy, that’s when
42:07
things get crazy, that’s when we start cutting corners and
42:08
we start cutting corners and skipping things that we know
42:10
skipping things that we know are important. but we just we
42:12
are important. but we just we don’t have time to deal with it
42:13
don’t have time to deal with it right now um and having an
42:16
right now um and having an automation that pushes all of
42:17
automation that pushes all of these things that handles them
42:18
these things that handles them for you acts those guard. That
42:21
for you acts those guard. That keeps you within the bounds of
42:22
keeps you within the bounds of what you’ve said you were going
42:24
what you’ve said you were going to do correct it now, you could
42:26
to do correct it now, you could say it’s kinda like bumper
42:27
say it’s kinda like bumper bowling with the kids. I mean
42:29
bowling with the kids. I mean it kinda keeps you in that lane
42:29
it kinda keeps you in that lane and keeps you focused and if
42:30
and keeps you focused and if you start veering off, it takes
42:32
you start veering off, it takes care of it for you. So the
42:34
care of it for you. So the final part really Cody is this
42:35
final part really Cody is this was kind of my final journey to
42:36
was kind of my final journey to be an absentee owner. Um I call
42:38
be an absentee owner. Um I call repetitive task but what we do
42:41
repetitive task but what we do is we just take what’s in the
42:42
is we just take what’s in the business owners had um and
42:43
business owners had um and obviously if you’re in my head,
42:44
obviously if you’re in my head, that’s probably a scary place,
42:45
that’s probably a scary place, but what we do is we go in and
42:47
but what we do is we go in and delegate automate um and what
42:48
delegate automate um and what we found inside service
42:50
we found inside service Autopilot there’s actually
42:51
Autopilot there’s actually seven core areas of business
42:53
seven core areas of business can be automated on service
42:54
can be automated on service autopilot um and they are.
42:57
autopilot um and they are. Customer service scheduling
43:00
Customer service scheduling billing, office manager and
43:01
billing, office manager and owner, and what I found is if
43:03
owner, and what I found is if we’re not there telling people
43:04
we’re not there telling people what to do every day every week
43:06
what to do every day every week every month quarter or even
43:08
every month quarter or even annually, it’s not happening um
43:10
annually, it’s not happening um so now that you’ve got 2030
43:12
so now that you’ve got 2030 employees. that’s great. you
43:13
employees. that’s great. you get sucked back as a full-time
43:15
get sucked back as a full-time daycare. so you know you
43:17
daycare. so you know you thought you got yourself out of
43:18
thought you got yourself out of the fire, but you really
43:18
the fire, but you really haven’t now you’re just
43:20
haven’t now you’re just literally fighting fires all
43:21
literally fighting fires all day by telling people what to
43:22
day by telling people what to do and if they don’t do it, you
43:23
do and if they don’t do it, you gotta follow behind it so. just
43:25
gotta follow behind it so. just an. Here are some things you
43:27
an. Here are some things you can do here um if you’re
43:29
can do here um if you’re watching the recorded version,
43:30
watching the recorded version, you wanna zoom in. that’s
43:31
you wanna zoom in. that’s awesome, but these are like the
43:32
awesome, but these are like the 38 or 39 core things um when
43:35
38 or 39 core things um when people work with simple growth
43:36
people work with simple growth as a certified advise that we
43:37
as a certified advise that we just give them these are like
43:38
just give them these are like some of the big things um that
43:40
some of the big things um that we recommend on a repetitive
43:42
we recommend on a repetitive nature that you should be doing
43:43
nature that you should be doing um but a real quick example.
43:44
um but a real quick example. here is let’s say you got a
43:46
here is let’s say you got a full-time sales guy. His name
43:46
full-time sales guy. His name is Joe and Joe’s job is to go
43:50
is Joe and Joe’s job is to go out and do all his estimates
43:51
out and do all his estimates today and make us follow up
43:53
today and make us follow up phone calls if you’re not
43:54
phone calls if you’re not utilizing ringless voicemail
43:55
utilizing ringless voicemail bombs so. When Joe signs in, he
43:58
bombs so. When Joe signs in, he gets a notification that these
44:00
gets a notification that these are all the things he needs to
44:02
are all the things he needs to do it, five or 530 the
44:04
do it, five or 530 the automation will notify you if
44:05
automation will notify you if he doesn’t have his job done
44:06
he doesn’t have his job done via text or email depending how
44:08
via text or email depending how you set it up, you know, based
44:10
you set it up, you know, based on the severity of it and then
44:11
on the severity of it and then it can automatically notify the
44:14
it can automatically notify the business manager or owner via
44:14
business manager or owner via text or email depending how
44:17
text or email depending how important it is um so what we
44:19
important it is um so what we do is we allow the automation
44:20
do is we allow the automation to handle the delegation of
44:22
to handle the delegation of repetitive task with a deadline
44:24
repetitive task with a deadline and instructions, and if it
44:25
and instructions, and if it doesn’t happen it not. A person
44:27
doesn’t happen it not. A person responsible and escalate to
44:29
responsible and escalate to person to come in uh physically
44:31
person to come in uh physically to manage the process. so we’re
44:34
to manage the process. so we’re leveraging the power of service
44:34
leveraging the power of service Autopilot to do this in a quick
44:36
Autopilot to do this in a quick story is actually Cody when I
44:37
story is actually Cody when I was at GIE with you and bear
44:39
was at GIE with you and bear and a bunch of the service
44:40
and a bunch of the service Autopilot uh team um when I had
44:42
Autopilot uh team um when I had callahan’s that the the
44:44
callahan’s that the the gentleman that Rand Callahan’s
44:45
gentleman that Rand Callahan’s had to repetitive task to
44:46
had to repetitive task to winterize the fertilizing tanks
44:49
winterize the fertilizing tanks for uh the northeast cuz after
44:50
for uh the northeast cuz after a certain point, things get
44:51
a certain point, things get cold and they freeze and the
44:52
cold and they freeze and the tanks are blow up uh but he
44:54
tanks are blow up uh but he inside that repetitive task. he
44:56
inside that repetitive task. he had a grocery list or a
44:58
had a grocery list or a shopping list of the things he
44:58
shopping list of the things he needed materials so how many
44:59
needed materials so how many gallons of RV? Um written
45:03
gallons of RV? Um written instructions on how to do it,
45:04
instructions on how to do it, pilot’s checklist and the
45:06
pilot’s checklist and the manufacturer’s video all
45:06
manufacturer’s video all embedded inside this so
45:08
embedded inside this so everything he needed to know
45:10
everything he needed to know was inside that too. So now the
45:13
was inside that too. So now the information and everything was
45:14
information and everything was relying on what was in the
45:15
relying on what was in the software and not as me out on
45:18
software and not as me out on the floor of GIE out in the
45:19
the floor of GIE out in the middle of Kentucky. so my phone
45:21
middle of Kentucky. so my phone didn’t ring because the guy
45:22
didn’t ring because the guy knew what he needed to do. he
45:23
knew what he needed to do. he knew how to do it and he had a
45:25
knew how to do it and he had a video and the pilot’s checklist
45:26
video and the pilot’s checklist and by the time I got onto that
45:28
and by the time I got onto that plane um that Friday night if
45:29
plane um that Friday night if it. Done that was the day I
45:32
it. Done that was the day I would’ve got a text message
45:33
would’ve got a text message saying dude you better get back
45:34
saying dude you better get back and winterize the spray tanks
45:36
and winterize the spray tanks um, but that’s the power of
45:38
um, but that’s the power of automation and what we’re
45:39
automation and what we’re looking at here and how we
45:41
looking at here and how we wanna dive into that um and I
45:43
wanna dive into that um and I know we’ve been talking a lot
45:45
know we’ve been talking a lot about just automation ought to
45:47
about just automation ought to be conscious of the time here
45:48
be conscious of the time here with your uh on top of the
45:50
with your uh on top of the hour, but in the last two to 3
45:51
hour, but in the last two to 3 minutes, Cody I wanna hit on
45:52
minutes, Cody I wanna hit on some other things cuz I think a
45:54
some other things cuz I think a lot of people assume that it’s
45:57
lot of people assume that it’s the automation they need to
45:58
the automation they need to build themselves or help with
45:59
build themselves or help with the launch team or off the
46:01
the launch team or off the marketplace, some of the free
46:02
marketplace, some of the free ones that paid ones um all
46:03
ones that paid ones um all that, but there is. Automations
46:05
that, but there is. Automations that are built inside service
46:07
that are built inside service autopilot that are just part of
46:08
autopilot that are just part of the system um so the automated
46:12
the system um so the automated part of invoicing on a daily
46:13
part of invoicing on a daily weekly or monthly basis,
46:14
weekly or monthly basis, depending how the system set up
46:16
depending how the system set up those invoices automatically
46:17
those invoices automatically generate for you and if you
46:19
generate for you and if you have a quickbook sync online or
46:20
have a quickbook sync online or desktop, it automatically syncs
46:22
desktop, it automatically syncs and creates those invoices in
46:24
and creates those invoices in QuickBooks natively, Jonathan
46:27
QuickBooks natively, Jonathan and John um the founders of
46:28
and John um the founders of Service Autopilot had this
46:30
Service Autopilot had this vision of what of service
46:33
vision of what of service business software should look
46:34
business software should look like even before we actually
46:35
like even before we actually had. Automation um and then the
46:38
had. Automation um and then the last thing I wanna hit on here
46:39
last thing I wanna hit on here is this is just a snippet out
46:41
is this is just a snippet out of my KPI demo so the key
46:43
of my KPI demo so the key performance indicators um and
46:45
performance indicators um and the thing that has been
46:46
the thing that has been bothering me as of late. Cody
46:48
bothering me as of late. Cody is a lot of people are talking
46:49
is a lot of people are talking in the Facebook groups right
46:50
in the Facebook groups right now in industry specific lawn
46:52
now in industry specific lawn care. it’s a little bit in the
46:53
care. it’s a little bit in the cleaning industry. More lawn
46:53
cleaning industry. More lawn care right now cuz we’re
46:54
care right now cuz we’re thinking about renewing
46:56
thinking about renewing contracts for next year is that
46:58
contracts for next year is that we should raise our prices by
47:00
we should raise our prices by two or $3 a cut or a percentage
47:01
two or $3 a cut or a percentage across the board. So I’ve got
47:03
across the board. So I’ve got two sample clients here
47:04
two sample clients here directly out of a job cost and
47:06
directly out of a job cost and report um and if you’re an
47:07
report um and if you’re an essay and reports and it looks
47:09
essay and reports and it looks like a little toaster icon, you
47:10
like a little toaster icon, you can download this and bring it
47:11
can download this and bring it in. Or Google sheets, but this
47:13
in. Or Google sheets, but this lawn mowing was a $54 cut and
47:16
lawn mowing was a $54 cut and the actual revenue per hour is
47:19
the actual revenue per hour is $54.28 and $60.31 on average,
47:22
$54.28 and $60.31 on average, we generated fifty-seven.
47:25
we generated fifty-seven. $57.30 per man hour and this is
47:27
$57.30 per man hour and this is literally from the mobiles or
47:29
literally from the mobiles or somebody printing out manually
47:31
somebody printing out manually typing the NSA, but this is
47:32
typing the NSA, but this is this is a real deal. Cody This
47:34
this is a real deal. Cody This is this two jobs on average
47:37
is this two jobs on average generated $57.30 so if we’re
47:40
generated $57.30 so if we’re making fifty. And we’re going
47:43
making fifty. And we’re going in and saying you know what in
47:45
in and saying you know what in 2021 or whatever time you’re
47:45
2021 or whatever time you’re watching this video next year,
47:46
watching this video next year, we’re going in. we need we’ve
47:48
we’re going in. we need we’ve met with the industry
47:49
met with the industry consultant and we know we need
47:50
consultant and we know we need to charge $60 an hour so we
47:53
to charge $60 an hour so we plug that in the sheet what the
47:57
plug that in the sheet what the sheet does is tells you your
47:58
sheet does is tells you your current price is 54 The new
48:01
current price is 54 The new price has to go up $2.56 to the
48:05
price has to go up $2.56 to the penny to 5684. That’s what you
48:07
penny to 5684. That’s what you need to charge to hit your
48:09
need to charge to hit your hourly goal. so we’re only
48:10
hourly goal. so we’re only raising. And the accounts that
48:14
raising. And the accounts that requires and we talked about it
48:16
requires and we talked about it before but when you go out and
48:18
before but when you go out and do this and you do a wholesale
48:20
do this and you do a wholesale price updates, you’re raising
48:21
price updates, you’re raising the prices on your most
48:23
the prices on your most profitable clients and you’re
48:24
profitable clients and you’re forcing them to go out and shop
48:27
forcing them to go out and shop you’re raising your prices on
48:28
you’re raising your prices on your list profitable clients.
48:29
your list profitable clients. They already know the good deal
48:30
They already know the good deal so they’re staying with you. So
48:32
so they’re staying with you. So what you’ve done is just taking
48:32
what you’ve done is just taking your most profitable clients
48:34
your most profitable clients and alienate um the cool thing
48:36
and alienate um the cool thing is like if you plug this number
48:38
is like if you plug this number fifty and we’re making 57 when
48:39
fifty and we’re making 57 when the sheet updates and behold
48:40
the sheet updates and behold you don’t have to. A price so
48:43
you don’t have to. A price so very similar to Jack Welch only
48:45
very similar to Jack Welch only raising or getting rid of the
48:46
raising or getting rid of the bottom. 10% we can do this in
48:48
bottom. 10% we can do this in service Autopilot, so this is
48:50
service Autopilot, so this is the manual approach, but here’s
48:51
the manual approach, but here’s some kind of cool. uh Cody So
48:55
some kind of cool. uh Cody So this is a test account, but
48:56
this is a test account, but I’ve got all the services here
48:59
I’ve got all the services here um in here and what you see
49:01
um in here and what you see here is on average, this job
49:03
here is on average, this job needs over the course of the
49:05
needs over the course of the year needs to be raised by $10.
49:06
year needs to be raised by $10. All these are zeros. um
49:08
All these are zeros. um obviously it’s fictitious data
49:10
obviously it’s fictitious data like this one here needs to be
49:11
like this one here needs to be raised by $551 a day.
49:17
You know it, but the idea here
49:20
You know it, but the idea here is you can build job costing
49:22
is you can build job costing reports and put in that
49:24
reports and put in that variable of fifty or sixty
49:25
variable of fifty or sixty bucks an hour and then
49:27
bucks an hour and then automated Yup. So if you’re in
49:30
automated Yup. So if you’re in here uh I believe that limit
49:31
here uh I believe that limit right now is up to five
49:33
right now is up to five reports, but if you kinda hover
49:34
reports, but if you kinda hover over this little guy here, I
49:37
over this little guy here, I can send this once I can send
49:39
can send this once I can send it weekly monthly and I can
49:41
it weekly monthly and I can send it to anybody in my
49:42
send it to anybody in my organization. I want so you can
49:45
organization. I want so you can take the data from the report
49:46
take the data from the report center and automate the
49:48
center and automate the reporting to the people. To
49:49
reporting to the people. To know what’s going on when they
49:51
know what’s going on when they need you know when it’s going
49:52
need you know when it’s going on and get that in there so
49:54
on and get that in there so once again, these are reports.
49:56
once again, these are reports. If you’re busy this spring,
49:57
If you’re busy this spring, you’re probably not gonna have
49:58
you’re probably not gonna have time or this is the last thing
49:59
time or this is the last thing on your mind to actually go out
50:00
on your mind to actually go out and automate that being sent to
50:01
and automate that being sent to your team. But now you can even
50:03
your team. But now you can even send it to yourself. so if
50:03
send it to yourself. so if you’re in the field still being
50:05
you’re in the field still being an entrepreneur uh on the
50:06
an entrepreneur uh on the truck, that’s great like I love
50:07
truck, that’s great like I love that I love my time on the
50:09
that I love my time on the truck, but man would it be
50:10
truck, but man would it be cool? Cody if I could have got
50:12
cool? Cody if I could have got that once a week or daily to
50:13
that once a week or daily to know how did I actually do the
50:15
know how did I actually do the day before to keep you know,
50:17
day before to keep you know, keep me on point. So that’s
50:19
keep me on point. So that’s kinda what I got for you today.
50:20
kinda what I got for you today. But uh it’s just you know a lot
50:22
But uh it’s just you know a lot of people have been asking
50:23
of people have been asking about what is that service
50:24
about what is that service business look like uh fully
50:27
business look like uh fully automated and in my opinion,
50:29
automated and in my opinion, that’s it um and some of the
50:31
that’s it um and some of the stuff is already automated in
50:32
stuff is already automated in service autopilot without you
50:33
service autopilot without you doing anything but they’ve
50:34
doing anything but they’ve given you such power between
50:36
given you such power between the reports and automations now
50:38
the reports and automations now to really go out and and and
50:40
to really go out and and and just dominate your competition.
50:43
just dominate your competition. Absolutely uh as always great
50:46
Absolutely uh as always great stuff Mike uh these systems if
50:48
stuff Mike uh these systems if you’re able to implement them
50:51
you’re able to implement them into a service business, we’ll
50:52
into a service business, we’ll help you. Said at the top of
50:54
help you. Said at the top of this move from working in the
50:57
this move from working in the business to working on the
50:59
business to working on the business and that’s where we
51:00
business and that’s where we wanna end up. Yeah and I’ll
51:02
wanna end up. Yeah and I’ll just throw it out there to as a
51:03
just throw it out there to as a certified adviser of service
51:05
certified adviser of service Autopilot. uh right now, we’re
51:06
Autopilot. uh right now, we’re not gonna be doing it for much
51:07
not gonna be doing it for much longer, but we are still
51:09
longer, but we are still offering a free audit of
51:11
offering a free audit of service Autopilot. so if you
51:12
service Autopilot. so if you wanna hop on a call with
51:13
wanna hop on a call with myself, Dylan or anybody else
51:14
myself, Dylan or anybody else in the simple grow team for a
51:16
in the simple grow team for a half hour, no charge just to
51:17
half hour, no charge just to help the ecosystem getting
51:19
help the ecosystem getting ready for the end of the season
51:20
ready for the end of the season going in the next year, um if
51:21
going in the next year, um if you wanna drop us. Or just hop
51:24
you wanna drop us. Or just hop on our website and on the
51:26
on our website and on the website chat systems.com. we’re
51:28
website chat systems.com. we’re gonna give you a 30 minute free
51:30
gonna give you a 30 minute free audit. um there’s no nothing
51:32
audit. um there’s no nothing like that. It’s just literally.
51:34
like that. It’s just literally. this is what we see and based
51:36
this is what we see and based on your goals. These are the
51:38
on your goals. These are the pain points. I would hit first
51:39
pain points. I would hit first and some of them may not even
51:40
and some of them may not even be automations. It may be
51:41
be automations. It may be pricing matrix custom fields
51:43
pricing matrix custom fields lead sources. whatever that is
51:44
lead sources. whatever that is um, but Dylan and I who both
51:46
um, but Dylan and I who both have run pretty successful
51:48
have run pretty successful stubborn plus figure businesses
51:49
stubborn plus figure businesses amongst you know in the
51:50
amongst you know in the addition of civil team we built
51:51
addition of civil team we built this Audi. We are predominantly
51:54
this Audi. We are predominantly service Autopilot users just to
51:56
service Autopilot users just to be able to get the most out of
51:57
be able to get the most out of the system um and a lot of the
51:58
the system um and a lot of the things when people hop on there
51:59
things when people hop on there aren’t even aware this people
52:00
aren’t even aware this people aren’t aware of the system does
52:01
aren’t aware of the system does it so we just show them where
52:02
it so we just show them where it is and hey, here’s a video.
52:03
it is and hey, here’s a video. How to do it yourself so try to
52:05
How to do it yourself so try to still pay it forward before
52:06
still pay it forward before things get crazy and our our
52:08
things get crazy and our our crazy sales season here coming
52:08
crazy sales season here coming up so um appreciate it. Cody
52:11
up so um appreciate it. Cody once again SA weekly talk show
52:12
once again SA weekly talk show coming at you live 1 PM eastern
52:15
coming at you live 1 PM eastern 12 PM Central Every Friday
52:16
12 PM Central Every Friday We’re gonna have Carla from the
52:18
We’re gonna have Carla from the landscaping accountant coming
52:20
landscaping accountant coming on next Friday the eighteenth.
52:23
on next Friday the eighteenth. Uh we’ll see you there once
52:23
Uh we’ll see you there once again. Cody appreciate it and
52:25
again. Cody appreciate it and uh I believe there’s still a
52:27
uh I believe there’s still a short time left for SA thrive,
52:29
short time left for SA thrive, the virtual summit um
52:32
the virtual summit um specialty. It’s $100 off this
52:35
specialty. It’s $100 off this is go through uh I believe the
52:38
is go through uh I believe the end of September uh okay. So if
52:40
end of September uh okay. So if you have an email in your inbox
52:42
you have an email in your inbox that says otherwise, it’s
52:46
that says otherwise, it’s correct. absolutely make sure
52:47
correct. absolutely make sure you grab those. I know they’ve
52:47
you grab those. I know they’ve been selling like hotcakes when
52:48
been selling like hotcakes when I heard from the SAT uh myself
52:51
I heard from the SAT uh myself Mart. Marcus Sheridan the
52:53
Mart. Marcus Sheridan the keynote of the sales uh amongst
52:55
keynote of the sales uh amongst a whole bunch of other experts
52:57
a whole bunch of other experts from service Autopilot and
52:59
from service Autopilot and other industry experts. So I
53:01
other industry experts. So I think the full speaking list is
53:03
think the full speaking list is just keeps evolving as it’s
53:03
just keeps evolving as it’s been released now so look
53:05
been released now so look forward to seeing you next
53:06
forward to seeing you next Friday. Cody once again. Thanks

Callahan’s Corner – Foundational Business Strategy & Why You Need It To Succeed

Video Transcript

00:01
hey mike helen here wanna make a quick
00:02
video talking about
00:03
foundational business strategies and why
00:06
it’s essential
00:06
in your service business i’m hanging out
00:09
here on a construction site of a design
00:11
build job and uh before i actually get
00:14
into foundational
00:16
strategy a lot of businesses especially
00:19
in the landscape
00:20
business will go out and spend a lot of
00:22
time on a jobs like this and actually
00:24
lay down a foundation and as you’re kind
00:26
of looking at it here behind me
00:28
the contractor is doing it right they’re
00:30
putting at least a foot
00:31
of foundation of crusher run in there
00:34
and this is going to basically support
00:38
this patio um through the years
00:41
as it goes in especially in the
00:42
northeast where we have melt and
00:44
freezing and refreeze so
00:46
this is going to keep that foundation of
00:48
the patio set
00:50
and which is really crazy in most
00:51
service businesses we don’t spend the
00:53
time to create a foundational strategy
00:55
we just go out and start doing it but
00:57
when we’re doing a job like this for our
00:59
clients
01:00
we’ll do what we need to do to set the
01:01
foundation for long
01:03
lasting success that’s predictable so
01:07
a strategy in our business is really
01:11
taking uh our prospects our clients from
01:13
one state to another so how do we take a
01:15
prospect from a lead to a client
01:18
and then a client to say a
01:21
an upsell proper like process where if
01:23
they’re using a core service and then
01:25
based on a certain time of the year
01:27
we upsell an ancillary service like
01:28
aeration overseeding in the lawn care
01:30
industry so
01:31
the idea here is we want to have a
01:33
foundational
01:34
business strategy going in so a lot of
01:37
service businesses are going to go out
01:39
and
01:40
rely on word of mouth or some haphazard
01:43
marketing
01:43
process but they don’t have a strategy
01:46
to start from
01:47
a flyer going out to someone calling for
01:49
an estimate how do we fulfill that
01:51
estimate how do we close that estimate
01:52
through an automated manual follow-up so
01:55
we want to talk about the strategy to
01:57
get
01:57
your prospects or leads or clients from
01:59
one state to a desired state
02:02
and the state that i’m going to focus on
02:03
right now or at least the desired state
02:06
in
02:06
pretty much all service businesses right
02:08
now as we go into the fall we’re in a q4
02:11
of 2020 we’re looking at
02:14
our clients and how can we go in and
02:17
raise their client lifetime value
02:19
what we want to do is take them from a
02:21
strategy of taking them from a client
02:23
to a an additional service in your fold
02:27
that you’re offering so what i’m going
02:28
to recommend in this in the lawn care
02:30
and landscape industry right now is we
02:34
want to be going on upselling our
02:35
ancillary services such as aeration
02:37
overseeding holiday lights
02:40
fall cleanups all these things to raise
02:43
that client lifetime value if you’re in
02:45
home cleaning
02:46
we’re going to go from our regular
02:47
recurring cleaning to upsell an
02:48
additional one-time deep clean
02:50
or additional services like fridge clean
02:52
out or stove cleaning
02:54
for the holiday season coming on but the
02:55
idea is if we don’t have a strategy in
02:57
place these things are never going to
02:59
happen
03:00
so just like the landscape contractor
03:01
here on this job he’s taking the time to
03:04
go in and lay
03:05
12 inches of foundational strategy or
03:08
base
03:08
to make sure the lifetime of this patio
03:11
is going to last i
03:12
we also really need to go into our
03:13
service business
03:15
and lay down some strategy and
03:16
foundational plans for success so what
03:18
i’m going to recommend is if you haven’t
03:20
put a strategy or a
03:21
roadmap together um here in q4 take some
03:24
time
03:25
and list all the services that you’re
03:27
currently providing
03:28
on a reoccurring or one-time basis that
03:31
people have already signed up for and
03:32
what would be a natural
03:34
progression so maybe we’re doing
03:35
fertilization and we control and there’s
03:37
perimeter pests that we can do the same
03:39
time we’re there or
03:40
we’re doing lawn care we can do aeration
03:42
and overseeding at the same visit
03:43
so we’re trying to figure out what can
03:45
we do is take a status of a normal
03:47
client and
03:48
upsell an additional service to raise
03:50
that client lifetime and value
03:52
but that’s not going to happen unless we
03:53
have a strategy in place and then put a
03:55
process and system behind it
03:57
predominantly an automated one because
03:59
we’re too busy honestly to follow
04:00
through
04:01
to make that happen so video today is
04:04
you know most service businesses are
04:05
laying a foundation just like the
04:06
landscape here below me
04:08
but when it comes to their own business
04:11
and success
04:12
they’re doing it haphazardly they’re
04:13
just going out and looking at word of
04:16
mouth or haphazard
04:17
marketing and they have no way to take
04:19
that lead to a client and then a client
04:22
upsell them to raise the client lifetime
04:24
value so the challenge today is go out
04:26
create a strategy put it on pen and
04:28
paper and what it looks like from each
04:30
state to the next desired state
04:32
and then how do we put a process and
04:33
system around that to make sure what
04:35
should happen
04:36
happens each and every time without the
04:37
business owner having to remember to do
04:39
it or babysit someone to do it
04:41
so i’m gonna be diving in deep this week
04:42
about how to create a foundational
04:44
strategy of taking
04:46
uh everybody in your business while
04:47
there’s a lead or a client
04:49
and getting them to the next desired
04:51
state and then
04:52
putting a process and system in place
04:55
for all the desired perfect paths and
04:57
then
04:58
the not so perfect pass so what if we’re
05:00
going out to upsell our aeration and
05:01
overseeding or holiday deep clean
05:03
and we go through an email but people
05:05
aren’t opening that email so maybe we’re
05:07
going to follow up with automated text
05:08
messaging
05:09
and phone calls or if we don’t want to
05:10
make the phone calls we follow up with a
05:12
ringless voicemail bomb
05:13
but what is the strategy from one state
05:16
to another
05:16
and what’s a process and system that we
05:19
can
05:20
deploy for predictable results day in
05:22
and day out to raise client lifetime
05:24
values
05:24
and increase bottom line profit so
05:26
comments questions dropping below
05:28
but i wanted to make a quick video here
05:29
because uh looking at this construction
05:30
site i mean this contractor is obviously
05:32
taking some time
05:33
to lay a foundational strategy for
05:35
success down the line
05:36
by putting 12 inches of base in here
05:40
and foundation where most business
05:42
owners are not putting the time
05:43
in to create their own base uh to build
05:47
off of
05:48
and creating a strategy to take clients
05:50
from one state to another
05:52
and then systematically work off that
05:54
base in a process
05:56
to raise client lifetime value and the
05:58
companies are getting it right right now
05:59
um in the service industry are already
06:02
have the strategy in place and they’re
06:03
creating an automated system
06:05
to continue and double down on that
06:06
success a couple people in the service
06:08
autopilot
06:09
academy especially the elite academy
06:11
have gone in and really taken this
06:13
upsell idea
06:14
and process created a strategy around it
06:17
and then implemented a process
06:19
especially in fertilization weed control
06:21
to upsell
06:22
perimeter pest mosquito control fire ant
06:25
control depending where you’re at in the
06:26
country
06:27
and these companies are now performing
06:29
four or five services
06:30
every time they stop at a pro property
06:33
and they’re
06:34
eliminating any of that downtime
06:35
mobilization and they’re increasing
06:38
bottom line profits exponentially but
06:40
that would never happen if they didn’t
06:41
have a strategy foundationally
06:43
and then have a process to actually go
06:45
out and upsell
06:47
those services and then the next process
06:49
would be
06:50
building upon a strategy of how do we
06:52
take our clients of a client that just
06:54
had a service so that’s a state
06:56
and take them to the next desired state
06:59
of being happy and reviewing
07:01
our services so a lot of people are
07:03
using
07:04
um different review softwares or
07:07
different processes to take the desired
07:09
state of a happy client
07:10
and get them to the status of leaving an
07:12
online review
07:14
and that has been pretty essential for
07:17
today’s
07:17
buying habits so uh it’s not only for
07:19
the sales process but it could be for
07:21
social reviews
07:22
um these are strategies and processes
07:24
that probably need to be built into
07:25
employee recruiting training and
07:26
onboarding as well so
07:27
take a look at your strategies
07:29
foundationally and then how do we build
07:30
processes and systems around them
07:32
for success so comments questions
07:34
dropping below callahan’s corner you ask
07:36
the questions we answer them live
07:37
right here on facebook

SA Weekly Talk Show: Dillan Ruthenberg, Revolutionizing Your Snow Removal Business

Video Transcript

00:01
Welcome back to the essay
00:02
Welcome back to the essay Weekly Talk show Mike Allen
00:03
Weekly Talk show Mike Allen here with cohost Cody Owen and
00:06
here with cohost Cody Owen and special guest Dylan Rothenberg
00:08
special guest Dylan Rothenberg of uh originally Sudbury
00:10
of uh originally Sudbury Ontario, but now of Kingston
00:12
Ontario, but now of Kingston Ontario up in the north, so uh
00:14
Ontario up in the north, so uh don’t I go way back he was
00:16
don’t I go way back he was actually probably the first
00:18
actually probably the first simple growth automation
00:18
simple growth automation clients so uh we’ve known known
00:20
clients so uh we’ve known known each other quite a bit and uh
00:22
each other quite a bit and uh talk some serious business and
00:24
talk some serious business and particularly around snow
00:26
particularly around snow removal. so the time we get
00:26
removal. so the time we get into right now um doesn’t
00:28
into right now um doesn’t really seem like it’s ready for
00:30
really seem like it’s ready for snow but if you’re in the north
00:31
snow but if you’re in the north or northeast uh right now, it
00:32
or northeast uh right now, it is. The time you wanna start
00:34
is. The time you wanna start thinking about snow removal
00:36
thinking about snow removal contractor renewal and
00:37
contractor renewal and marketing if you haven’t
00:38
marketing if you haven’t already so I’m gonna probably
00:39
already so I’m gonna probably suggest you behind the eight
00:40
suggest you behind the eight ball already. so we thought it
00:41
ball already. so we thought it was no better time to bring in
00:43
was no better time to bring in the expert of all things, snow
00:46
the expert of all things, snow removal and uh disruptive as
00:48
removal and uh disruptive as well uh of different
00:49
well uh of different technologies and equipment that
00:51
technologies and equipment that uh Dylan had been using in his
00:53
uh Dylan had been using in his company. Max Lawn care so uh
00:55
company. Max Lawn care so uh dealing with people haven’t met
00:55
dealing with people haven’t met you before if you wouldn’t mind
00:56
you before if you wouldn’t mind just giving a little background
00:57
just giving a little background on how you got into the uh
00:59
on how you got into the uh lovely world of landscaping and
01:01
lovely world of landscaping and particularly snow removal and.
01:04
particularly snow removal and. Sudbury Ontario Yeah. So it’s
01:06
Sudbury Ontario Yeah. So it’s uh definitely a unique segment
01:08
uh definitely a unique segment to be in for sure uh long
01:10
to be in for sure uh long hours, but basically I started
01:12
hours, but basically I started out with just a landscaping
01:13
out with just a landscaping company We eventually uh
01:15
company We eventually uh especially being in Sudbury
01:16
especially being in Sudbury where we get uh 250 plus
01:18
where we get uh 250 plus centimeters uh a year on
01:20
centimeters uh a year on average, it was just um the
01:23
average, it was just um the logical solution to roll into
01:24
logical solution to roll into snow removal eventually uh
01:27
snow removal eventually uh kinda picked off uh picked up
01:29
kinda picked off uh picked up fairly slowly but as we started
01:32
fairly slowly but as we started dialing in our services, a
01:32
dialing in our services, a little bit better that was the
01:34
little bit better that was the most explosive part of our
01:36
most explosive part of our business and um by the end of
01:38
business and um by the end of it before. My business actually
01:40
it before. My business actually that was probably about sixty
01:42
that was probably about sixty to 70% of our actual total
01:44
to 70% of our actual total revenue. um so, yeah definitely
01:46
revenue. um so, yeah definitely use some some pretty unique
01:48
use some some pretty unique equipment uh at least for our
01:49
equipment uh at least for our market, It’s becoming a little
01:50
market, It’s becoming a little bit more and more popular now
01:52
bit more and more popular now with our uh tractor snowblowers
01:53
with our uh tractor snowblowers and and stuff like that. But
01:55
and and stuff like that. But I’m sure we’ll we’ll get into
01:56
I’m sure we’ll we’ll get into that a little bit deeper. Yeah.
01:58
that a little bit deeper. Yeah. and that’s something that uh to
01:59
and that’s something that uh to be honest, I had never really
02:00
be honest, I had never really seen uh until I saw uh I
02:03
seen uh until I saw uh I believe it was protex uh snow
02:05
believe it was protex uh snow warriors or something like
02:06
warriors or something like that. it was uh a documentary
02:08
that. it was uh a documentary they did it was the Vine
02:08
they did it was the Vine Company up out of um I’d be
02:11
Company up out of um I’d be Quebec Canada. And they had
02:13
Quebec Canada. And they had kinda revolutionized the way
02:15
kinda revolutionized the way they plowed snow up there and
02:17
they plowed snow up there and they get so much freaking snow
02:17
they get so much freaking snow that you can’t plow because the
02:19
that you can’t plow because the mountains of snow literally
02:20
mountains of snow literally twelve to fifteen feet on each
02:21
twelve to fifteen feet on each side of the road and the
02:23
side of the road and the driveway so they went in and
02:25
driveway so they went in and created this inverted uh snow
02:27
created this inverted uh snow blowing opportunity and a lot
02:29
blowing opportunity and a lot of guys like yourself um about
02:31
of guys like yourself um about the same time jumped on to that
02:33
the same time jumped on to that And now in the states, it’s
02:33
And now in the states, it’s probably not that uh well
02:36
probably not that uh well adapted so if you’re looking to
02:37
adapted so if you’re looking to actually see what this looks
02:38
actually see what this looks like here, I’ll actually blow
02:39
like here, I’ll actually blow up my screen and then we’ll get
02:40
up my screen and then we’ll get into the content but uh if
02:41
into the content but uh if you’re watching live on the
02:43
you’re watching live on the Facebook here or uh listen to
02:45
Facebook here or uh listen to the podcast, it’s worth
02:45
the podcast, it’s worth checking out the live stream
02:46
checking out the live stream here because it’s. Very
02:49
here because it’s. Very interesting, what this actually
02:50
interesting, what this actually looks like here so you can
02:51
looks like here so you can kinda see it. uh here’s Dylan
02:53
kinda see it. uh here’s Dylan standing in front of a couple
02:54
standing in front of a couple of the tractors that he owned
02:56
of the tractors that he owned uh in his business, but um
02:57
uh in his business, but um really interesting in the back
02:59
really interesting in the back of the snow blower, just an
03:01
of the snow blower, just an inverted uh snow blower that
03:02
inverted uh snow blower that drops down and shoots
03:03
drops down and shoots everything else out. So uh it
03:05
everything else out. So uh it allows you to move a lot
03:07
allows you to move a lot quicker and we’re gonna talk
03:08
quicker and we’re gonna talk about the benefits and
03:09
about the benefits and disadvantages of actually
03:10
disadvantages of actually attract your mounted
03:11
attract your mounted snowblowers well and if you
03:12
snowblowers well and if you look in the links of the essay
03:14
look in the links of the essay weekly here on the Facebook
03:16
weekly here on the Facebook live Um there is an additional
03:17
live Um there is an additional article that Dylan has been
03:19
article that Dylan has been featured in Snow magazine the
03:21
featured in Snow magazine the three keys to revolutionize
03:22
three keys to revolutionize your markets so in this. Dylan
03:24
your markets so in this. Dylan was kind enough to break down
03:26
was kind enough to break down uh through the main things he
03:28
uh through the main things he did to differentiate himself in
03:29
did to differentiate himself in that market and pretty much go
03:30
that market and pretty much go out and dominate so uh have a
03:32
out and dominate so uh have a little added bonus content of
03:35
little added bonus content of there. Yeah, let’s drop the
03:36
there. Yeah, let’s drop the link to that article again. I
03:37
link to that article again. I think you gave everyone the
03:39
think you gave everyone the link to join our broadcast. Uh
03:41
link to join our broadcast. Uh yeah I did didn’t I yeah
03:44
yeah I did didn’t I yeah welcome to the show everyone
03:47
welcome to the show everyone welcome to the show. Alright,
03:50
welcome to the show. Alright, here we go let’s have allowed
03:53
here we go let’s have allowed to handle the technology here,
03:54
to handle the technology here, so I appreciate that Cody
03:56
so I appreciate that Cody Alright, so we’ve got that and
03:57
Alright, so we’ve got that and that should be in the notes
03:59
that should be in the notes live here uh in a few minutes
04:01
live here uh in a few minutes so we’ll see what else is
04:02
so we’ll see what else is joining the show. It’s a
04:03
joining the show. It’s a special guest in a few minutes
04:05
special guest in a few minutes um but I guess the first thing
04:06
um but I guess the first thing Dylan I really wanna talk about
04:07
Dylan I really wanna talk about here is uh marketing and one of
04:10
here is uh marketing and one of the things that I was really
04:10
the things that I was really impressed with you right out of
04:12
impressed with you right out of the gates when we met was your
04:14
the gates when we met was your approach to marketing. so would
04:15
approach to marketing. so would you mind breaking down how you
04:17
you mind breaking down how you wanna actually marketed your
04:18
wanna actually marketed your snow removal services and then
04:20
snow removal services and then did it transition and did? The
04:22
did it transition and did? The type of marketing and the
04:24
type of marketing and the content from when you went to
04:26
content from when you went to uh snow plowing with actual
04:28
uh snow plowing with actual trucks to the actual um
04:30
trucks to the actual um tractors was there was there a
04:32
tractors was there was there a difference uh play on the
04:33
difference uh play on the marketing there? Yeah. So when
04:35
marketing there? Yeah. So when we first started marketing it
04:37
we first started marketing it pretty heavily uh we were just
04:38
pretty heavily uh we were just doing the plowing and the thing
04:41
doing the plowing and the thing we kinda found was there was a
04:42
we kinda found was there was a wide range of people were
04:44
wide range of people were charging for a driveway or a
04:45
charging for a driveway or a lot. um commercial lots are
04:46
lot. um commercial lots are gonna differ entirely. uh you
04:48
gonna differ entirely. uh you most likely need to um do a
04:50
most likely need to um do a specialized quote. But we
04:52
specialized quote. But we really wanted to have like
04:53
really wanted to have like simplified upfront pricing for
04:56
simplified upfront pricing for our residential customers and
04:58
our residential customers and kinda change the conversation,
05:00
kinda change the conversation, where instead of their calling
05:00
where instead of their calling for a quote. They don’t really
05:01
for a quote. They don’t really know when you’re getting back
05:02
know when you’re getting back to them, they had already seen
05:04
to them, they had already seen all of our content on our
05:05
all of our content on our website on our postcards door
05:07
website on our postcards door hangers whatever that might be
05:09
hangers whatever that might be and they could already kind of
05:11
and they could already kind of place where they were in the
05:12
place where they were in the pricing structure and they were
05:13
pricing structure and they were calling us more to maybe ask
05:14
calling us more to maybe ask one or two final questions and
05:16
one or two final questions and then actually sign up for the
05:17
then actually sign up for the service instead of a week or 2
05:19
service instead of a week or 2 week long estimate and finally
05:20
week long estimate and finally getting to sign-up process so
05:22
getting to sign-up process so when we are able. To kinda turn
05:25
when we are able. To kinda turn on the jets when it came to
05:27
on the jets when it came to marketing, we were able to
05:29
marketing, we were able to actually accept much more
05:29
actually accept much more customers rather than have it
05:30
customers rather than have it be a big burden on our office.
05:33
be a big burden on our office. That was kind of the very
05:35
That was kind of the very initial starting of it when
05:37
initial starting of it when we’re still doing the actual
05:38
we’re still doing the actual plowing um basically everything
05:40
plowing um basically everything it kinda changed. We were
05:42
it kinda changed. We were growing steadily but nothing
05:44
growing steadily but nothing really to write home about I
05:45
really to write home about I when it came to the snow
05:47
when it came to the snow plowing the minute we got the
05:49
plowing the minute we got the tractor uh basically everything
05:51
tractor uh basically everything had changed. there was actually
05:52
had changed. there was actually already another company in our
05:54
already another company in our market that was well capital.
05:57
market that was well capital. Had purchased several uh very
05:59
Had purchased several uh very nice brand-new tractors before
06:00
nice brand-new tractors before us, we’re kind of a little bit
06:01
us, we’re kind of a little bit late to the jump in our
06:04
late to the jump in our relatively small market uh but
06:05
relatively small market uh but the the service was so unique
06:08
the the service was so unique and so different compared to
06:09
and so different compared to all the plowing companies that
06:12
all the plowing companies that uh with the right marketing,
06:13
uh with the right marketing, we’re actually able to explode
06:15
we’re actually able to explode that segment. so we started off
06:18
that segment. so we started off with just like the regular uh
06:21
with just like the regular uh Facebook ads, Google ads and
06:22
Facebook ads, Google ads and stuff like that um and I
06:24
stuff like that um and I thought it was interesting to
06:25
thought it was interesting to note that uh our best
06:29
note that uh our best performing Facebook ad that we
06:29
performing Facebook ad that we ever had. We tried you know.
06:33
ever had. We tried you know. Discounts catchy little phrases
06:35
Discounts catchy little phrases whatever that might be we’ve
06:36
whatever that might be we’ve even tried. radio advertising
06:37
even tried. radio advertising stuff like that, But the thing
06:39
stuff like that, But the thing that perform the best that I
06:41
that perform the best that I found this kind of unique was
06:42
found this kind of unique was literally just a video about uh
06:45
literally just a video about uh thirty to 42nd video of a guy
06:47
thirty to 42nd video of a guy doing a driveway with a snow
06:48
doing a driveway with a snow blower. I mean it kinda makes
06:49
blower. I mean it kinda makes sense when you think about it,
06:51
sense when you think about it, but I found that very unique
06:53
but I found that very unique that we probably had over
06:54
that we probably had over 100000 views of that video on
06:56
100000 views of that video on Facebook of people just
06:57
Facebook of people just watching a guy do a driveway
07:00
watching a guy do a driveway with this unique technology. So
07:03
with this unique technology. So in that and it kinda, I think
07:04
in that and it kinda, I think that makes sense uh because a
07:06
that makes sense uh because a lot of us are kinda engaged and
07:07
lot of us are kinda engaged and if it’s new, we wanna figure
07:08
if it’s new, we wanna figure out how is it gonna work?
07:09
out how is it gonna work? What’s it look like um and as
07:11
What’s it look like um and as you’re kinda looking at that
07:13
you’re kinda looking at that marketing play Dylan uh once
07:15
marketing play Dylan uh once people saw that video what it
07:17
people saw that video what it actually looks like and how it
07:19
actually looks like and how it operated was, there’s certain
07:20
operated was, there’s certain things based on the regular
07:22
things based on the regular plowing with the truck versus a
07:23
plowing with the truck versus a tractor was their benefits,
07:24
tractor was their benefits, pros and cons that were
07:26
pros and cons that were highlighted in that marketing
07:27
highlighted in that marketing content. How did you use the
07:29
content. How did you use the ability of that track to
07:30
ability of that track to differentiate yourself from
07:32
differentiate yourself from that market? Yeah. So there’s
07:33
that market? Yeah. So there’s there. A couple of main points
07:34
there. A couple of main points you touched on one of them, the
07:37
you touched on one of them, the fact, especially in Sudbury,
07:38
fact, especially in Sudbury, you’re you’re 100% right by the
07:39
you’re you’re 100% right by the end of the winter, Sometimes
07:41
end of the winter, Sometimes you’d literally have on a
07:42
you’d literally have on a regular uh winters like six to
07:45
regular uh winters like six to eight feet of snow banks at the
07:46
eight feet of snow banks at the end of your driveway right, it
07:48
end of your driveway right, it becomes quite a bit of a hazard
07:50
becomes quite a bit of a hazard um and and you actually do run
07:52
um and and you actually do run out of room sometimes with just
07:53
out of room sometimes with just a regular truck where you have
07:55
a regular truck where you have to back and push it up into the
07:57
to back and push it up into the lawn. so on heavy winters,
07:58
lawn. so on heavy winters, people would literally have to
08:00
people would literally have to call like a backhoe or a loader
08:01
call like a backhoe or a loader and actually push those banks
08:03
and actually push those banks back in their lawn with the
08:04
back in their lawn with the snowblower there was. That you
08:06
snowblower there was. That you have full visibility all winter
08:09
have full visibility all winter and there was never no matter
08:11
and there was never no matter how intense the winter was.
08:13
how intense the winter was. there was never a chance of you
08:13
there was never a chance of you having to call someone to
08:14
having to call someone to actually relocate the snow.
08:17
actually relocate the snow. That was that was really easy
08:17
That was that was really easy point So go ahead. Oh uh I
08:21
point So go ahead. Oh uh I wanted to ask a question and
08:21
wanted to ask a question and this might be like because I
08:23
this might be like because I grew up in Texas and the most
08:25
grew up in Texas and the most snow I’ve ever seen is like you
08:28
snow I’ve ever seen is like you know a half inch one winter 10
08:30
know a half inch one winter 10 years ago. um how is a
08:33
years ago. um how is a snowblower creating like not
08:36
snowblower creating like not creating a bank and this is
08:37
creating a bank and this is probably just me not
08:38
probably just me not understanding the technology so
08:39
understanding the technology so feel free to no. No. It’s a
08:40
feel free to no. No. It’s a great question. So rather than
08:43
great question. So rather than like the typical residential
08:45
like the typical residential snowblower where you’re kinda
08:45
snowblower where you’re kinda pushing it and it’s it’s going
08:47
pushing it and it’s it’s going up right. This has quite a bit
08:49
up right. This has quite a bit more power, so you could
08:50
more power, so you could literally launch the snow, you
08:53
literally launch the snow, you know 3040 feet up in the air
08:54
know 3040 feet up in the air right uh depending on the size
08:55
right uh depending on the size of the tractor that you have so
08:57
of the tractor that you have so by putting it so far back
08:59
by putting it so far back initially and then eventually
09:01
initially and then eventually being able to load the snow on
09:01
being able to load the snow on top and on top, you never
09:03
top and on top, you never really ran out of room. It’s
09:05
really ran out of room. It’s dispersing it. okay. Yeah cool.
09:08
dispersing it. okay. Yeah cool. Yeah. and these are these are
09:09
Yeah. and these are these are big agricultural tractors.
09:10
big agricultural tractors. These aren’t just like a little
09:12
These aren’t just like a little track you get down to home
09:13
track you get down to home depot lows. These are these are
09:14
depot lows. These are these are good size uh almost a cab of a
09:16
good size uh almost a cab of a backhoe. Put it in perspective,
09:19
backhoe. Put it in perspective, it’s not seeing these things
09:19
it’s not seeing these things they’re they’re good size
09:21
they’re they’re good size machines um and they’ve got a
09:22
machines um and they’ve got a lot of horsepower off the back
09:25
lot of horsepower off the back end. um so talk about the
09:26
end. um so talk about the benefits they’re in the
09:27
benefits they’re in the differentiation of that
09:28
differentiation of that equipment. Dylan uh one of the
09:29
equipment. Dylan uh one of the things I found interesting is
09:30
things I found interesting is it actually look like if I had
09:32
it actually look like if I had done my research right that you
09:33
done my research right that you actually GPS enabled the
09:36
actually GPS enabled the tractor um but to take on it is
09:37
tractor um but to take on it is a lot of us in the snow
09:38
a lot of us in the snow removal, including myself, head
09:40
removal, including myself, head GPS and all our trucks and
09:41
GPS and all our trucks and salts and loaders um but do you
09:44
salts and loaders um but do you actually open up the GPS to
09:45
actually open up the GPS to your client base? Yeah. That’s
09:47
your client base? Yeah. That’s a great question. We did not
09:50
a great question. We did not for the commercial just we
09:52
for the commercial just we didn’t really want to open
09:54
didn’t really want to open ourselves up to kind of the
09:56
ourselves up to kind of the liability potentially there,
09:57
liability potentially there, but for all of our residential
09:59
but for all of our residential customers for sure um and it
10:00
customers for sure um and it was something we kinda had to
10:02
was something we kinda had to look at uh just to the volume
10:04
look at uh just to the volume of requests and and calls that
10:06
of requests and and calls that would come in during a storm.
10:08
would come in during a storm. We were kind of looking at any
10:10
We were kind of looking at any way possible to diminish that
10:12
way possible to diminish that amount of response during a
10:13
amount of response during a snowstorm when everybody’s
10:15
snowstorm when everybody’s wondering where where are you
10:16
wondering where where are you guys or whatever? Snow started
10:19
guys or whatever? Snow started late at night so by opening up
10:20
late at night so by opening up the GPS um we’re basically able
10:23
the GPS um we’re basically able to allow them to look and see
10:25
to allow them to look and see where their specific tractor
10:26
where their specific tractor was so as we were dispatching
10:29
was so as we were dispatching the the different tractors they
10:30
the the different tractors they are all numbered each tracker
10:32
are all numbered each tracker at a number and then the root
10:34
at a number and then the root had a number as well. The
10:35
had a number as well. The customers actually started to
10:36
customers actually started to kind of realize that okay
10:39
kind of realize that okay tractor number six, for
10:40
tractor number six, for example, was their tractor so
10:42
example, was their tractor so when they got the dispatch a
10:43
when they got the dispatch a tractor number six is your
10:44
tractor number six is your tractor. Here is the login most
10:46
tractor. Here is the login most people would save it on their
10:46
people would save it on their phone. In the app and they
10:49
phone. In the app and they would actually log in and see
10:51
would actually log in and see that and not everybody but like
10:53
that and not everybody but like fifty to 75% of them were
10:55
fifty to 75% of them were actually really good at that
10:56
actually really good at that and um you know kinda diminish
10:58
and um you know kinda diminish the amount of calls coming into
10:59
the amount of calls coming into the office, which is huge
11:00
the office, which is huge during a stressful snowstorm.
11:03
during a stressful snowstorm. Yeah, I can’t I you know, I
11:04
Yeah, I can’t I you know, I wish you’d shared that with me
11:05
wish you’d shared that with me in the earlier years because I
11:06
in the earlier years because I tell you I almost had some
11:07
tell you I almost had some heart attacks along the way I
11:09
heart attacks along the way I mean in Callahan’s we’re
11:10
mean in Callahan’s we’re plowing uh at our hay day uh
11:12
plowing uh at our hay day uh when we cap it at 600
11:15
when we cap it at 600 residential driveways, so you
11:15
residential driveways, so you can imagine obviously very
11:17
can imagine obviously very similar to what you’re doing in
11:18
similar to what you’re doing in Sudbury when that if you if you
11:19
Sudbury when that if you if you don’t have that kind of volume,
11:20
don’t have that kind of volume, you can imagine what that looks
11:22
you can imagine what that looks like you know. 600 driveways
11:25
like you know. 600 driveways are getting all done. You’ve
11:26
are getting all done. You’ve got you know, fifteen or twenty
11:27
got you know, fifteen or twenty vehicles or tractors going out
11:30
vehicles or tractors going out the call volume and especially
11:32
the call volume and especially a massive storm. uh was
11:35
a massive storm. uh was unbelievable and the worst was
11:35
unbelievable and the worst was one that they actually the city
11:37
one that they actually the city would shut down the main
11:38
would shut down the main streets to just plow trucks and
11:39
streets to just plow trucks and emergency vehicles and you get
11:41
emergency vehicles and you get so many calls you couldn’t go
11:43
so many calls you couldn’t go anywhere you literally would
11:43
anywhere you literally would get out of your driveway in
11:45
get out of your driveway in behalf of the snow, but
11:46
behalf of the snow, but everybody wanted to know when
11:47
everybody wanted to know when you’re gonna be there so the
11:49
you’re gonna be there so the ability to open that up and it
11:50
ability to open that up and it was one of the things in the
11:51
was one of the things in the article um that I really. The
11:54
article um that I really. The snow magazine based all around
11:55
snow magazine based all around Dylan’s outfit is how he had
11:57
Dylan’s outfit is how he had that transparency the
11:59
that transparency the communication um, and, in
12:00
communication um, and, in addition how some of the
12:02
addition how some of the utilize the power of service
12:02
utilize the power of service Autopilot to go out through his
12:05
Autopilot to go out through his estimate process and actually
12:07
estimate process and actually communicate uh through
12:09
communicate uh through different mediums such as um,
12:10
different mediums such as um, email and text, so kinda
12:12
email and text, so kinda dialing into that Dylan um now
12:14
dialing into that Dylan um now that we’ve kind of set our
12:17
that we’ve kind of set our marketing play and we’ve kinda
12:18
marketing play and we’ve kinda differentiate ourselves based
12:19
differentiate ourselves based on the equipment. We’re using a
12:20
on the equipment. We’re using a different features of that
12:21
different features of that equipment and the
12:22
equipment and the communication. What did your
12:25
communication. What did your estimating process look like
12:26
estimating process look like and I know you had an
12:27
and I know you had an interesting approach to it. So
12:28
interesting approach to it. So I’ll kinda let you explain it
12:30
I’ll kinda let you explain it but uh would you kind of mind
12:31
but uh would you kind of mind breaking that down? um the
12:33
breaking that down? um the estimating process and how you
12:35
estimating process and how you broke down the different
12:35
broke down the different service offerings uh all inside
12:37
service offerings uh all inside service Autopilot. Yeah, for
12:39
service Autopilot. Yeah, for sure so even though our pricing
12:42
sure so even though our pricing was very very upfront and it
12:43
was very very upfront and it was visible on our website and
12:45
was visible on our website and like I said earlier, people
12:46
like I said earlier, people were calling more so to sign up
12:47
were calling more so to sign up due to even the little bit more
12:50
due to even the little bit more limited liability when it comes
12:51
limited liability when it comes to residential snow removal, we
12:53
to residential snow removal, we still have to get every single
12:55
still have to get every single person to sign off on something
12:56
person to sign off on something so you’re you’re. Uh
12:58
so you’re you’re. Uh essentially the only variable
13:00
essentially the only variable that we really needed for the
13:01
that we really needed for the driveways was driveway size, so
13:03
driveways was driveway size, so I know some people do driveway
13:05
I know some people do driveway square footage. We simplified
13:07
square footage. We simplified it even more how many cars
13:09
it even more how many cars could you squeeze into your
13:10
could you squeeze into your driveway? um so basically
13:13
driveway? um so basically anything up to six cars was our
13:14
anything up to six cars was our standard price couple of years
13:15
standard price couple of years back that was about 405 or
13:17
back that was about 405 or sorry 499 550 plus tax um so we
13:23
sorry 499 550 plus tax um so we we would actually send them a
13:24
we would actually send them a proposal uh in service
13:25
proposal uh in service Autopilot, they kinda have this
13:28
Autopilot, they kinda have this unique installment amount um
13:29
unique installment amount um feel that you can pull from so
13:31
feel that you can pull from so we’re able to offer them. A
13:33
we’re able to offer them. A seasonal rate with the
13:35
seasonal rate with the discount, but then also have a
13:36
discount, but then also have a secondary um kind of merge at
13:39
secondary um kind of merge at the bottom. It’s said if you
13:40
the bottom. It’s said if you were looking to break this into
13:43
were looking to break this into six installments, we also have
13:44
six installments, we also have that option and we would give
13:46
that option and we would give them the installment amount and
13:48
them the installment amount and I’d say about 25% of people
13:50
I’d say about 25% of people would just respond back and
13:52
would just respond back and say, okay. I’m gonna sign it,
13:52
say, okay. I’m gonna sign it, but let’s proceed with option
13:54
but let’s proceed with option two, which was essentially the
13:56
two, which was essentially the flat rate billing for um I
13:57
flat rate billing for um I think it was either the five or
13:59
think it was either the five or the 6 months of the contract.
14:01
the 6 months of the contract. Um we we. Have a kind of like
14:03
Um we we. Have a kind of like the template um services for
14:05
the template um services for sidewalk shoveling and salting
14:07
sidewalk shoveling and salting as well, but we were we were
14:08
as well, but we were we were able to get quotes out
14:10
able to get quotes out basically within seconds while
14:11
basically within seconds while on the phone with people, we
14:12
on the phone with people, we wouldn’t even tell them to like
14:13
wouldn’t even tell them to like get off of the phone because
14:15
get off of the phone because we’d say, hey your quote is
14:17
we’d say, hey your quote is done uh we send it over uh they
14:19
done uh we send it over uh they basically accept it right then
14:21
basically accept it right then and there as soon as we got the
14:22
and there as soon as we got the acceptance back, we grab the
14:23
acceptance back, we grab the credit card and that was
14:25
credit card and that was essentially the extent of our
14:26
essentially the extent of our estimating process. Our terms
14:27
estimating process. Our terms were right at the bottom of the
14:30
were right at the bottom of the estimate proposal, so there’s.
14:32
estimate proposal, so there’s. Contract that they have to sign
14:33
Contract that they have to sign or anything like that, and I’m
14:35
or anything like that, and I’m sure most people know, but
14:36
sure most people know, but obviously it saves the PDF
14:37
obviously it saves the PDF right in their files. So there
14:39
right in their files. So there is no question as to what
14:40
is no question as to what they’re actually accepting. So
14:42
they’re actually accepting. So just a quick recap, so you’ve
14:44
just a quick recap, so you’ve got a couple of different
14:45
got a couple of different options, one for an installment
14:46
options, one for an installment or paid upfront and the process
14:48
or paid upfront and the process was you basically closed over
14:50
was you basically closed over the phone to simplify the
14:51
the phone to simplify the process. You may have checked
14:52
process. You may have checked it on maps or pro plus or maps
14:54
it on maps or pro plus or maps plus or smart maps, but the
14:56
plus or smart maps, but the idea of even really create that
14:59
idea of even really create that speed so very similar to what
15:00
speed so very similar to what John Potosi of Ami talks about
15:02
John Potosi of Ami talks about those are your gateway services
15:03
those are your gateway services the services that you’re
15:04
the services that you’re selling over the phone and
15:05
selling over the phone and you’re closing immediately. so
15:06
you’re closing immediately. so you took that to the next level
15:07
you took that to the next level and said, Hey how many cars can
15:09
and said, Hey how many cars can you fit in that driveway?
15:10
you fit in that driveway? approximately it’s gonna come
15:10
approximately it’s gonna come out in the wash. Get that
15:13
out in the wash. Get that process going and then you had
15:14
process going and then you had them actually sit on the phone
15:15
them actually sit on the phone while you quoted it live and
15:17
while you quoted it live and you literally closed them over
15:18
you literally closed them over the phone and have them sign
15:20
the phone and have them sign and accept the electronic
15:22
and accept the electronic signature inside service
15:23
signature inside service Autopilot on their phone. So
15:24
Autopilot on their phone. So I’m assuming probably you can
15:25
I’m assuming probably you can handle sales and price
15:26
handle sales and price injections when they got to the
15:28
injections when they got to the letter of the law in the actual
15:29
letter of the law in the actual contract itself is that is that
15:31
contract itself is that is that a fair assessment of the
15:32
a fair assessment of the process is there anything else?
15:33
process is there anything else? We missed no you’re 100% bang
15:35
We missed no you’re 100% bang on and you’re right. We did
15:37
on and you’re right. We did basically pull up the street
15:37
basically pull up the street view while we’re talking to
15:39
view while we’re talking to them, I mean you can’t really
15:40
them, I mean you can’t really take their word for bond about
15:41
take their word for bond about how many driveways they think
15:42
how many driveways they think they could fit. so you’re
15:44
they could fit. so you’re you’re you’re right, We would
15:45
you’re you’re right, We would pull that up. We’d verify the.
15:48
pull that up. We’d verify the. And that’s really all we have
15:48
And that’s really all we have to enter into the estimate The
15:50
to enter into the estimate The pricing come in based on the
15:52
pricing come in based on the price matrix and and you’re
15:52
price matrix and and you’re right, We will answer any
15:54
right, We will answer any objections right then in there,
15:56
objections right then in there, okay is that it seems like a
15:57
okay is that it seems like a big concern with a lot of
15:59
big concern with a lot of people, especially in the
16:00
people, especially in the service. Autopilot ecosystem is
16:01
service. Autopilot ecosystem is how do I go out and actually
16:02
how do I go out and actually get these estimates out there
16:04
get these estimates out there quickly. Usually it’s I gotta
16:04
quickly. Usually it’s I gotta go Bop around town when I’m
16:06
go Bop around town when I’m done doing my aeration
16:08
done doing my aeration overseeding and my fall
16:09
overseeding and my fall cleanups and now I’ve got to
16:11
cleanups and now I’ve got to spend the next 3 hours driving
16:12
spend the next 3 hours driving around haphazardly looking at
16:13
around haphazardly looking at all these driveways. So what
16:14
all these driveways. So what you’ve done is created this on.
16:18
you’ve done is created this on. Buying process well before it
16:21
Buying process well before it was really a thing in the
16:21
was really a thing in the service industry. so that’s
16:23
service industry. so that’s really interesting. I think one
16:24
really interesting. I think one of the keys to success by
16:25
of the keys to success by watching you from afar is the
16:28
watching you from afar is the ability to have people buy
16:29
ability to have people buy immediately. um you know over
16:30
immediately. um you know over the phone or through the
16:32
the phone or through the website through those processes
16:33
website through those processes and service autopilot. So we’re
16:34
and service autopilot. So we’re all accustom to the Amazon and
16:36
all accustom to the Amazon and Netflix to Uber the door dash
16:38
Netflix to Uber the door dash like people want it when they
16:39
like people want it when they want it and they wanna check it
16:41
want it and they wanna check it off their list so well before
16:43
off their list so well before that major shift in buying
16:44
that major shift in buying habits, you know Dylan’s out
16:45
habits, you know Dylan’s out here. Cody You know probably
16:48
here. Cody You know probably three 4 years before that, so
16:50
three 4 years before that, so that was pretty interesting,
16:50
that was pretty interesting, especially that snow magazine
16:52
especially that snow magazine article. If you check out the
16:53
article. If you check out the link it kinda breaks down and
16:54
link it kinda breaks down and even greater detail step by
16:56
even greater detail step by step how he did that um so as
17:01
step how he did that um so as we’ve kinda down to find the
17:02
we’ve kinda down to find the process uh you’ve got several
17:04
process uh you’ve got several hundred plowing accounts. What
17:06
hundred plowing accounts. What did that look like in your
17:08
did that look like in your business? um to actually go out
17:09
business? um to actually go out and renew those contracts. so I
17:11
and renew those contracts. so I know it Callahan before we put
17:12
know it Callahan before we put a system to it. That would be
17:14
a system to it. That would be almost a two to two and a half
17:15
almost a two to two and a half month process to actually go
17:17
month process to actually go out to. Clients um the first
17:19
out to. Clients um the first couple of rounds is pretty
17:21
couple of rounds is pretty easy, but then we were
17:22
easy, but then we were literally having to get on the
17:23
literally having to get on the phone and chase these folks and
17:26
phone and chase these folks and then anybody who didn’t sign
17:27
then anybody who didn’t sign back up. We’re trying to go
17:28
back up. We’re trying to go back out and fill those gaps.
17:30
back out and fill those gaps. So I’m kinda curious how you
17:32
So I’m kinda curious how you tackle tackle that and max lawn
17:34
tackle tackle that and max lawn care it was there any tips that
17:35
care it was there any tips that you could share with us for
17:36
you could share with us for anybody watching right now
17:38
anybody watching right now going out to renew their snow
17:39
going out to renew their snow removal contracts, whether it’s
17:40
removal contracts, whether it’s a smaller company, maybe doing
17:42
a smaller company, maybe doing seventy or eighty driveways or
17:43
seventy or eighty driveways or a company doing upwards of a
17:44
a company doing upwards of a thousand, I mean um I’m
17:46
thousand, I mean um I’m assuming these tactics are.
17:48
assuming these tactics are. Scale depending where you’re at
17:50
Scale depending where you’re at Yeah, for sure, so we actually
17:52
Yeah, for sure, so we actually tried to we were one of the
17:54
tried to we were one of the first ones in our area to
17:55
first ones in our area to actually try to auto renew uh
17:57
actually try to auto renew uh very common in the south, but
17:59
very common in the south, but in the northern markets,
18:01
in the northern markets, really, no one auto renew you
18:03
really, no one auto renew you essentially lose all your
18:03
essentially lose all your customers and then you need to
18:05
customers and then you need to resign. everybody back up every
18:07
resign. everybody back up every spring or every fall so with
18:10
spring or every fall so with our full year um customers we
18:12
our full year um customers we really try to cement in their
18:14
really try to cement in their minds that you’re signing up.
18:15
minds that you’re signing up. you can cancel at any time but.
18:18
you can cancel at any time but. An auto renewing service uh how
18:22
An auto renewing service uh how everybody still needs kind of a
18:23
everybody still needs kind of a reminder, though, especially if
18:24
reminder, though, especially if they’re not a full year
18:25
they’re not a full year customer that you know you
18:26
customer that you know you still have service with us and
18:28
still have service with us and we are coming back so we kind
18:30
we are coming back so we kind of uh altered the automations
18:31
of uh altered the automations that we had just to remind them
18:35
that we had just to remind them so at the end of the season, we
18:36
so at the end of the season, we would kinda remind them. you
18:37
would kinda remind them. you know. thank you for being such
18:38
know. thank you for being such a great customer. uh just just
18:40
a great customer. uh just just a reminder that your services
18:42
a reminder that your services do auto renew will be by uh I
18:44
do auto renew will be by uh I think it was roughly October
18:45
think it was roughly October 1st to stay on your driveway
18:46
1st to stay on your driveway again and if you prepaid, we’ll
18:48
again and if you prepaid, we’ll take your pre-payment at the
18:49
take your pre-payment at the same time as you did last year
18:50
same time as you did last year if you paid monthly your
18:51
if you paid monthly your monthly payments will start. Um
18:54
monthly payments will start. Um but we’re always hit them with
18:56
but we’re always hit them with another automatic emails, so
18:57
another automatic emails, so everybody who had the the
18:58
everybody who had the the tractor snow blowing in our
19:00
tractor snow blowing in our service Autopilot with
19:02
service Autopilot with essentially gets another email
19:04
essentially gets another email usually about September uh just
19:06
usually about September uh just reminding them that you know
19:06
reminding them that you know we’re gonna come and stay on
19:08
we’re gonna come and stay on your driveway and all those
19:09
your driveway and all those other things again. So most
19:10
other things again. So most people were kind of regimented
19:13
people were kind of regimented to that process. You’d get a
19:14
to that process. You’d get a small influx of people that you
19:16
small influx of people that you know obviously wanted to
19:18
know obviously wanted to cancel. you can’t please
19:19
cancel. you can’t please everybody um and then other
19:20
everybody um and then other people that wanted to change
19:21
people that wanted to change their service or. Just had an
19:23
their service or. Just had an informed you but this email
19:25
informed you but this email reminded them and we’re pretty
19:27
reminded them and we’re pretty much able to buy September have
19:29
much able to buy September have a fairly accurate count of who
19:31
a fairly accurate count of who was actually renewing right,
19:34
was actually renewing right, the amount of people that were
19:34
the amount of people that were basically confirmed again. We
19:36
basically confirmed again. We had a valid credit card on file
19:38
had a valid credit card on file we hadn’t heard anything back
19:38
we hadn’t heard anything back from them and we almost use
19:42
from them and we almost use that email and then the staking
19:44
that email and then the staking of their driveway as a way to
19:46
of their driveway as a way to as a secondary reminder to weed
19:48
as a secondary reminder to weed out the people that potentially
19:49
out the people that potentially didn’t want us. uh we build 1
19:51
didn’t want us. uh we build 1 month in advance for all of our
19:53
month in advance for all of our monthly customers as well so
19:54
monthly customers as well so that there was no. We’re
19:57
that there was no. We’re showing up um even though it’s
19:58
showing up um even though it’s an auto renewing service, there
19:59
an auto renewing service, there was no chance that we’re
20:01
was no chance that we’re showing up come November 1st
20:02
showing up come November 1st and then try to charge their
20:03
and then try to charge their card and it was declining and
20:05
card and it was declining and they never got back to us about
20:06
they never got back to us about wanting to service. so we tried
20:08
wanting to service. so we tried to reduce the risk of a
20:09
to reduce the risk of a accounts receivable and cancels
20:13
accounts receivable and cancels by addressing it months months
20:15
by addressing it months months in advance, doing sort of a
20:17
in advance, doing sort of a theme that I’ve heard and kinda
20:19
theme that I’ve heard and kinda all three of the things that
20:21
all three of the things that we’ve talked about is really
20:22
we’ve talked about is really taking a big load off of the
20:24
taking a big load off of the office staff. Uh by by trying
20:27
office staff. Uh by by trying to set up processes that help
20:29
to set up processes that help customers serve themselves,
20:31
customers serve themselves, make things easier for them, it
20:33
make things easier for them, it was that was like the offices
20:35
was that was like the offices throughput like a big
20:37
throughput like a big bottleneck for you or were you
20:37
bottleneck for you or were you just like focus on streamlining
20:40
just like focus on streamlining everything and it just so
20:41
everything and it just so happens that we’re talking
20:41
happens that we’re talking about the few things that
20:44
about the few things that impacted the office. No. That
20:45
impacted the office. No. That was a huge point of like a
20:49
was a huge point of like a reason why we made that
20:50
reason why we made that decision by the end of it we we
20:52
decision by the end of it we we have basically about a thousand
20:53
have basically about a thousand driveways that we’re doing. And
20:56
driveways that we’re doing. And that becomes a pretty momentous
20:57
that becomes a pretty momentous task to to renew all those
21:00
task to to renew all those people, especially when the
21:01
people, especially when the conversation for 8090 percent
21:02
conversation for 8090 percent of them is I’m back up. You
21:04
of them is I’m back up. You still have my credit card right
21:05
still have my credit card right charge it. They just want the
21:08
charge it. They just want the service right. so it’s it’s
21:09
service right. so it’s it’s kind of a little bit for that.
21:12
kind of a little bit for that. everybody’s still has this this
21:13
everybody’s still has this this old tactics regimented that you
21:15
old tactics regimented that you need to send them a fresh
21:16
need to send them a fresh estimate you need to do all
21:17
estimate you need to do all these things right. so we
21:20
these things right. so we really just thought that was a
21:21
really just thought that was a little bit crazy to be
21:22
little bit crazy to be perfectly honest and we really
21:24
perfectly honest and we really try to cement in our market
21:25
try to cement in our market that if you if you. We’re gonna
21:28
that if you if you. We’re gonna continue to come if you don’t
21:29
continue to come if you don’t want us, We’ll we’ll cancel and
21:30
want us, We’ll we’ll cancel and I did lighten the load,
21:32
I did lighten the load, obviously very substantially on
21:33
obviously very substantially on the office if any of my older
21:36
the office if any of my older office employees are are
21:37
office employees are are listening to this, they’ll
21:38
listening to this, they’ll probably because we definitely
21:39
probably because we definitely filled up all the time with the
21:41
filled up all the time with the new sales and that was kinda
21:42
new sales and that was kinda what we wanted right to be able
21:43
what we wanted right to be able to focus on new sales and um
21:46
to focus on new sales and um continue to grow the business
21:46
continue to grow the business that way rather than spend
21:48
that way rather than spend months and months on renewals.
21:52
months and months on renewals. Awesome. So I know I’m I’m just
21:53
Awesome. So I know I’m I’m just taking a look at a couple of
21:53
taking a look at a couple of notes on the screen that I had
21:55
notes on the screen that I had and it basically you know you
21:56
and it basically you know you went in and increased
21:58
went in and increased deficiency with the machines.
22:00
deficiency with the machines. Uh you started selling early um
22:01
Uh you started selling early um one thing we didn’t touch on um
22:03
one thing we didn’t touch on um that I’m assuming is did you
22:06
that I’m assuming is did you use any of the database or
22:08
use any of the database or anything inside service
22:09
anything inside service Autopilot far is um automations
22:11
Autopilot far is um automations or even a manual process to go
22:12
or even a manual process to go in and say hey, it looks like
22:13
in and say hey, it looks like you’ve got either regular lawn
22:15
you’ve got either regular lawn mowing or the automated uh lawn
22:17
mowing or the automated uh lawn mower but uh service, but you
22:20
mower but uh service, but you don’t have snow removal is
22:20
don’t have snow removal is there any segmentation of the
22:22
there any segmentation of the database to actually upsell
22:23
database to actually upsell that service to kinda create a
22:24
that service to kinda create a year-round client? Yeah. So.
22:27
year-round client? Yeah. So. Mentioned a little bit of
22:28
Mentioned a little bit of shameless self promotion for a
22:29
shameless self promotion for a simple growth I was the uh
22:32
simple growth I was the uh first automations client. I
22:33
first automations client. I believe that they got
22:34
believe that they got transferred over to service
22:35
transferred over to service auto when they first had their
22:36
auto when they first had their automation so that made it very
22:39
automation so that made it very simple to segment based on who
22:40
simple to segment based on who actually had the service who
22:42
actually had the service who potentially cancel the service
22:44
potentially cancel the service um who had gone a quote for
22:46
um who had gone a quote for that service before so we can
22:47
that service before so we can kinda start to have those
22:48
kinda start to have those different conversations, but
22:50
different conversations, but for sure we basically segmented
22:52
for sure we basically segmented into a couple of emails we
22:53
into a couple of emails we weren’t necessarily bombarding
22:55
weren’t necessarily bombarding them uh but we made it. Simple
22:58
them uh but we made it. Simple for them to respond to those
22:59
for them to respond to those emails and not necessarily sign
23:02
emails and not necessarily sign up but request a quote or book
23:03
up but request a quote or book a call to speak to us and uh I
23:06
a call to speak to us and uh I forgot the exact subject line
23:08
forgot the exact subject line of it, but um there there was
23:10
of it, but um there there was one that we we used to kind of
23:12
one that we we used to kind of an odd subject line for the
23:14
an odd subject line for the very last email that almost
23:15
very last email that almost made it seem as though like um
23:18
made it seem as though like um I should have pulled it up, but
23:19
I should have pulled it up, but it was essentially like there
23:20
it was essentially like there was a mistake or something and
23:22
was a mistake or something and the open rate on that last
23:23
the open rate on that last email was just absolutely
23:24
email was just absolutely insane but the mistake. Play on
23:26
insane but the mistake. Play on it was that they made a mistake
23:28
it was that they made a mistake for not hiring us, but the
23:30
for not hiring us, but the subject line almost grabbed
23:32
subject line almost grabbed everybody off to pull that up
23:33
everybody off to pull that up and put that in the notes, but
23:35
and put that in the notes, but uh we did use a segment of a of
23:37
uh we did use a segment of a of a couple of emails to at least
23:38
a couple of emails to at least nurture those people. but then
23:40
nurture those people. but then we’re also targeting those
23:42
we’re also targeting those neighborhoods with with
23:42
neighborhoods with with postcards and um another thing
23:45
postcards and um another thing that I wasn’t sure we’re gonna
23:46
that I wasn’t sure we’re gonna touch on that. I definitely
23:47
touch on that. I definitely wanna mention is um a
23:50
wanna mention is um a relatively low cost option for
23:51
relatively low cost option for the marketing was actually our
23:53
the marketing was actually our driveway markers as well. so
23:54
driveway markers as well. so every single one of our. Was
23:57
every single one of our. Was orange and every single one of
23:59
orange and every single one of our our driveway markers was
24:01
our our driveway markers was orange as well. so they’re
24:02
orange as well. so they’re about three inches wide by
24:05
about three inches wide by about six feet wide and when
24:06
about six feet wide and when they’re new to your market,
24:07
they’re new to your market, they look really obscure and
24:09
they look really obscure and kind of ugly, but eventually
24:10
kind of ugly, but eventually everybody kinda got over that
24:13
everybody kinda got over that uh since you put two on each
24:14
uh since you put two on each side or one on each side of the
24:16
side or one on each side of the driveway to mark your driveway
24:17
driveway to mark your driveway and yes, it helps you find the
24:20
and yes, it helps you find the driveway in the middle of the
24:21
driveway in the middle of the night. So you’re in GPS in
24:21
night. So you’re in GPS in every house when you can’t
24:23
every house when you can’t really see the house numbers,
24:24
really see the house numbers, six foot tall, you’re not. Bad
24:27
six foot tall, you’re not. Bad boys by the end of it by the
24:28
boys by the end of it by the end of the season, sometimes
24:29
end of the season, sometimes they they were hidden um but I
24:33
they they were hidden um but I was also really really key
24:35
was also really really key marketing thing right, so
24:37
marketing thing right, so they’ve got a couple of these
24:37
they’ve got a couple of these postcards. They’ve probably got
24:39
postcards. They’ve probably got some of these emails um and
24:41
some of these emails um and then they start driving home
24:42
then they start driving home down the street and they see
24:45
down the street and they see six driveways in a row with
24:45
six driveways in a row with these markers right and this is
24:47
these markers right and this is in like early October. so every
24:49
in like early October. so every day they’re driving past these
24:51
day they’re driving past these markers and it kinda starts to
24:52
markers and it kinda starts to regiment that almost every
24:54
regiment that almost every single person on my street has
24:55
single person on my street has these guys so they look at the
24:56
these guys so they look at the website. And then they may get
24:58
website. And then they may get hit with another email or
24:59
hit with another email or another postcard, and it just
25:01
another postcard, and it just starts to kinda drive
25:02
starts to kinda drive everything home as like a full
25:04
everything home as like a full body approach. Weird Cody are
25:07
body approach. Weird Cody are you seeing any similarities
25:09
you seeing any similarities well before Jonathan Potions a
25:11
well before Jonathan Potions a five of dominate your market?
25:14
five of dominate your market? Uh Dylan has single-handedly I
25:15
Uh Dylan has single-handedly I think taking at least six of
25:17
think taking at least six of the seven things that Jonathan
25:18
the seven things that Jonathan broke down in about 45 45
25:20
broke down in about 45 45 minutes to literally dominate
25:22
minutes to literally dominate your market um so he literally
25:23
your market um so he literally went out through the Facebook
25:24
went out through the Facebook ads and Google and casted. He
25:27
ads and Google and casted. He went to offline marketing to
25:30
went to offline marketing to build density through door
25:33
build density through door hangers um branding through the
25:35
hangers um branding through the tractors that we’re all orange
25:36
tractors that we’re all orange and the plow state. so when
25:37
and the plow state. so when Jonathan tells about his
25:39
Jonathan tells about his business city turf lawn care
25:41
business city turf lawn care company, one of the things that
25:42
company, one of the things that he scaled the 10000000 beyond
25:44
he scaled the 10000000 beyond uh an annual revenue
25:46
uh an annual revenue residential only was that the
25:47
residential only was that the city turf yellow trucks would
25:49
city turf yellow trucks would literally just be dominating
25:50
literally just be dominating this they would consistently
25:51
this they would consistently see them in the neighborhoods
25:52
see them in the neighborhoods and that’s all I saw very
25:53
and that’s all I saw very simple. If you’ve got a
25:55
simple. If you’ve got a thousand driveways and you.
25:56
thousand driveways and you. Track is that I’m seeing they
25:57
Track is that I’m seeing they just um Max Lawn care orange in
26:00
just um Max Lawn care orange in their sleep. These things are
26:01
their sleep. These things are just pumping through
26:02
just pumping through reinforcement, then you’re
26:03
reinforcement, then you’re hitting them with emails and
26:03
hitting them with emails and postcards and everything in
26:05
postcards and everything in between. So it’s really
26:05
between. So it’s really interesting that if you’re
26:07
interesting that if you’re gonna compare the two
26:08
gonna compare the two businesses, I think there’s
26:09
businesses, I think there’s some key factors if you’re
26:09
some key factors if you’re watching this just starting out
26:10
watching this just starting out in snow removal or really
26:12
in snow removal or really looking to go out and grow that
26:13
looking to go out and grow that business is it isn’t just one
26:17
business is it isn’t just one secret uh silver bullet. It’s a
26:19
secret uh silver bullet. It’s a combination of things that
26:21
combination of things that Dylan is so kindly breaking
26:22
Dylan is so kindly breaking down to us but that off the
26:23
down to us but that off the line to the offline marketing.
26:25
line to the offline marketing. And then building route
26:26
And then building route identity if you’re being
26:28
identity if you’re being awareness and going in and
26:29
awareness and going in and doing that and then taking the
26:31
doing that and then taking the pain of actually signing up and
26:32
pain of actually signing up and the process and expediting that
26:34
the process and expediting that um and those factors at least
26:36
um and those factors at least from looking at the outside is
26:37
from looking at the outside is what II really think amongst
26:39
what II really think amongst other things. Dylan has been
26:40
other things. Dylan has been the key to your success as a
26:42
the key to your success as a lot of other people using uh
26:43
lot of other people using uh essay and kind of following
26:45
essay and kind of following Jonathan’s um footsteps that I
26:46
Jonathan’s um footsteps that I know obviously uh this is well
26:49
know obviously uh this is well before SA five. I got you know,
26:49
before SA five. I got you know, I gotta give you a credit man
26:51
I gotta give you a credit man to go out and do your homework
26:52
to go out and do your homework and figure out the systems and
26:53
and figure out the systems and processes whether it’s through
26:54
processes whether it’s through reading. You know just coming
26:56
reading. You know just coming up on your own uh but really
26:57
up on your own uh but really really impressive there. How
26:59
really impressive there. How you how you did that um and I
27:00
you how you did that um and I guess it’s kinda wrap this up.
27:02
guess it’s kinda wrap this up. Cody if you have any questions
27:03
Cody if you have any questions but uh I guess Dylan would be
27:05
but uh I guess Dylan would be is my question would be um what
27:08
is my question would be um what would be what you know now if
27:12
would be what you know now if you knew it earlier when you
27:13
you knew it earlier when you first started snow removal,
27:13
first started snow removal, what would be the one or two
27:15
what would be the one or two takeaways um in in hindsight,
27:17
takeaways um in in hindsight, like if you knew this when you
27:19
like if you knew this when you first started how would you
27:20
first started how would you have changed or what we’ve done
27:22
have changed or what we’ve done to pivot? uh that’s. Question
27:26
to pivot? uh that’s. Question so the the first thing that
27:28
so the the first thing that comes to mind is just being
27:30
comes to mind is just being more selective uh when you’re
27:32
more selective uh when you’re first starting to grow and
27:33
first starting to grow and you’re you’re actually getting
27:35
you’re you’re actually getting some traction. It’s it’s
27:36
some traction. It’s it’s definitely hard to say no to
27:38
definitely hard to say no to those things so if I was to
27:40
those things so if I was to relaunch my business, I
27:42
relaunch my business, I definitely wouldn’t do like
27:44
definitely wouldn’t do like residential plowing and all
27:45
residential plowing and all these other things and and even
27:47
these other things and and even commercial plowing even though
27:48
commercial plowing even though it definitely brings in some
27:50
it definitely brings in some nice sales the level of uh
27:53
nice sales the level of uh servers that. They compared to
27:55
servers that. They compared to this driveways is is a
27:57
this driveways is is a basically a completely
27:58
basically a completely different business model um so
28:01
different business model um so that I would say it would
28:02
that I would say it would probably be the main thing and
28:04
probably be the main thing and just really focusing in on this
28:07
just really focusing in on this one service um that was really
28:09
one service um that was really the key like it was more than
28:11
the key like it was more than the 8020 principle. It was like
28:13
the 8020 principle. It was like the 90.5 principles if we just
28:15
the 90.5 principles if we just focus on this from day one um
28:18
focus on this from day one um we’ve got a lot further and had
28:20
we’ve got a lot further and had way less headaches it. the only
28:23
way less headaches it. the only thing I wanna touch on is kinda
28:24
thing I wanna touch on is kinda honing in on that. More we
28:27
honing in on that. More we would take rental properties,
28:29
would take rental properties, we would take other little odd
28:31
we would take other little odd properties like that, and that
28:33
properties like that, and that actually ended up kind of
28:34
actually ended up kind of hurting us in a sense where
28:37
hurting us in a sense where like you, said the influx of
28:40
like you, said the influx of responses on a big storm could
28:41
responses on a big storm could be massive. Well, It’s even
28:43
be massive. Well, It’s even more massive when you’re
28:44
more massive when you’re dealing with rental properties
28:45
dealing with rental properties that have like six tenants that
28:46
that have like six tenants that could be kind of trying to
28:49
could be kind of trying to contact you right. So not all
28:50
contact you right. So not all of those driveways were rental
28:52
of those driveways were rental properties, but even if two 300
28:53
properties, but even if two 300 of them that could be 1800
28:55
of them that could be 1800 people. That are potentially
28:57
people. That are potentially wondering where these guys are,
29:00
wondering where these guys are, and they don’t know the ins and
29:01
and they don’t know the ins and outs of the landlord sign
29:04
outs of the landlord sign either. um so it definitely
29:05
either. um so it definitely causes some issues there. we
29:07
causes some issues there. we would have just stuck to cookie
29:10
would have just stuck to cookie cutter Nice neighborhoods with
29:13
cutter Nice neighborhoods with accessible driveways and the
29:14
accessible driveways and the tractors snow blowing and I
29:17
tractors snow blowing and I think um we would have a lot
29:17
think um we would have a lot more of an efficient of the
29:20
more of an efficient of the business and that’s interesting
29:21
business and that’s interesting that you mentioned. That’s a
29:22
that you mentioned. That’s a standardize the actual type of
29:24
standardize the actual type of property your servicing, so
29:25
property your servicing, so we’re talking about snow
29:26
we’re talking about snow removal right now. Uh there was
29:27
removal right now. Uh there was a. Callahan’s, as well, so we
29:31
a. Callahan’s, as well, so we had unbelievable route density.
29:32
had unbelievable route density. It’s an older neighborhood and
29:34
It’s an older neighborhood and we had originally started.
29:35
we had originally started. We’re literally it had to be a
29:36
We’re literally it had to be a square driveway and the idea
29:37
square driveway and the idea was twelve to 1300 square feet,
29:39
was twelve to 1300 square feet, but we had such great density
29:41
but we had such great density with the lawn care in this
29:42
with the lawn care in this area, and we’re really older
29:43
area, and we’re really older homes that we thought this
29:44
homes that we thought this would just make sense. It’s
29:45
would just make sense. It’s gonna be low hanging fruit but
29:47
gonna be low hanging fruit but what we found is when we got
29:48
what we found is when we got out of our perfect product fit
29:50
out of our perfect product fit just like you’re mentioning
29:52
just like you’re mentioning Dylan. Some of these driveway
29:53
Dylan. Some of these driveway swooped around the side of the
29:54
swooped around the side of the house. they’re up against the
29:55
house. they’re up against the house. they had the drive the
29:56
house. they had the drive the the house and then the
29:57
the house and then the driveway. Garage was off like
29:59
driveway. Garage was off like Kiddie corner on a forty-five,
30:01
Kiddie corner on a forty-five, so we didn’t ever really have
30:03
so we didn’t ever really have issues of plows rubbing up
30:04
issues of plows rubbing up against the sides of houses
30:05
against the sides of houses hitting garage doors things
30:06
hitting garage doors things like that and when we got away
30:08
like that and when we got away from the standardization of
30:09
from the standardization of what we are good at what the
30:11
what we are good at what the equipment was set up for uh we
30:12
equipment was set up for uh we have the same issues. I mean we
30:14
have the same issues. I mean we had one truck that was buried
30:15
had one truck that was buried behind the house literally for
30:16
behind the house literally for like seven or 8 hours and the
30:17
like seven or 8 hours and the storm of like over a foot of
30:19
storm of like over a foot of snow, but it was because we got
30:20
snow, but it was because we got out of what we are good at. we
30:21
out of what we are good at. we kind of got greedy and thinking
30:23
kind of got greedy and thinking like well if we we stretch this
30:25
like well if we we stretch this out a little bit, we can get
30:26
out a little bit, we can get more work so. That’s a big take
30:29
more work so. That’s a big take away, not only for snow removal
30:30
away, not only for snow removal for lawn care and cleaning as
30:32
for lawn care and cleaning as well uh but particularly for
30:34
well uh but particularly for snow. If you’re equipment is
30:35
snow. If you’re equipment is not set up for you haven’t
30:36
not set up for you haven’t standardized it. um that’s a
30:38
standardized it. um that’s a big issue and and I guess we
30:40
big issue and and I guess we didn’t really talk about this
30:41
didn’t really talk about this beforehand but um based on the
30:44
beforehand but um based on the standardization of your
30:45
standardization of your equipment and standardization,
30:47
equipment and standardization, particularly if you’re to do it
30:48
particularly if you’re to do it again of the actual driveways
30:51
again of the actual driveways um did that lead to any uh I
30:55
um did that lead to any uh I guess benefits in your training
30:56
guess benefits in your training as far as being able to. The
30:58
as far as being able to. The training as well and and what
30:59
training as well and and what did that look like because you
31:01
did that look like because you know it’s snow removal with
31:03
know it’s snow removal with plowing occasionally, you’ll
31:04
plowing occasionally, you’ll see some guys or girls get um
31:05
see some guys or girls get um like real, dry soil or maybe
31:07
like real, dry soil or maybe some loose gravel and at least
31:09
some loose gravel and at least be able to manipulate what that
31:10
be able to manipulate what that looks like because you can’t
31:12
looks like because you can’t train until it snows and when
31:13
train until it snows and when it snows, you gotta be out
31:14
it snows, you gotta be out there. so was there the ability
31:17
there. so was there the ability to at least train folks on
31:19
to at least train folks on those tractors before you had a
31:21
those tractors before you had a snowfall and in in since you’ve
31:23
snowfall and in in since you’ve trained folks on the tractor
31:24
trained folks on the tractor versus the plow, what’s the
31:25
versus the plow, what’s the difference? I obviously don’t
31:27
difference? I obviously don’t know, but I mean I’m assuming
31:28
know, but I mean I’m assuming there’s gonna be a bit of a
31:29
there’s gonna be a bit of a different learning curve or is
31:30
different learning curve or is it the same. No definitely
31:33
it the same. No definitely different learning curve. uh
31:35
different learning curve. uh the other thing I didn’t
31:35
the other thing I didn’t mention was every single. one
31:37
mention was every single. one of our tractors is hydrostatic,
31:39
of our tractors is hydrostatic, so there was no gears to shift
31:42
so there was no gears to shift um anything like that you’d see
31:43
um anything like that you’d see on larger tractors basically if
31:46
on larger tractors basically if you could drive like a go cart,
31:47
you could drive like a go cart, you could probably drive one of
31:49
you could probably drive one of these tractors in a couple of
31:51
these tractors in a couple of minutes. now, you’re not gonna
31:52
minutes. now, you’re not gonna be perfect doing twenty 3040
31:55
be perfect doing twenty 3040 driveways an hour uh but you’re
31:57
driveways an hour uh but you’re gonna be able to go out there
31:59
gonna be able to go out there and actually do it so that
32:01
and actually do it so that definitely shortened our
32:02
definitely shortened our learning curve in our training
32:04
learning curve in our training um down quite substantially uh
32:07
um down quite substantially uh definitely. To plow truck,
32:09
definitely. To plow truck, where you definitely need to be
32:11
where you definitely need to be more careful and there’s so
32:11
more careful and there’s so many more factors than simply
32:13
many more factors than simply just back in drop it turn on
32:15
just back in drop it turn on the PTO and drive out um so we
32:19
the PTO and drive out um so we were able to basically train
32:20
were able to basically train someone up to be functional in
32:22
someone up to be functional in the driveway, not super
32:23
the driveway, not super efficient, I’d say within like
32:24
efficient, I’d say within like twenty to 30 minutes um but for
32:27
twenty to 30 minutes um but for them to become an expert.
32:29
them to become an expert. Obviously there was a couple of
32:30
Obviously there was a couple of week learning curve, so we
32:31
week learning curve, so we would always try to uh get
32:33
would always try to uh get those people out quite early uh
32:35
those people out quite early uh during the storms, but
32:37
during the storms, but honestly, I’m. Experience this
32:39
honestly, I’m. Experience this too, no matter what amount of
32:41
too, no matter what amount of training it seems like we did
32:42
training it seems like we did before the season began the uh
32:46
before the season began the uh the first storm is always
32:48
the first storm is always interesting to say the least
32:49
interesting to say the least and I kinda got firsthand
32:50
and I kinda got firsthand action with that again actually
32:52
action with that again actually helping the company that had
32:54
helping the company that had bought me out um last year
32:56
bought me out um last year during the first storm of the
32:58
during the first storm of the season, so it was a pretty
33:00
season, so it was a pretty interesting perspective Just
33:02
interesting perspective Just talking about this. I got the
33:02
talking about this. I got the snow anxiety uh kicking in
33:04
snow anxiety uh kicking in already so I uh if you’ve never
33:06
already so I uh if you’ve never plowed snow or run a business.
33:08
plowed snow or run a business. um you know you don’t know. No
33:10
um you know you don’t know. No anxiety is, but anybody’s
33:11
anxiety is, but anybody’s watching this knows if you I
33:13
watching this knows if you I don’t care how big the business
33:14
don’t care how big the business is how removed you are. If
33:16
is how removed you are. If you’ve sold your business, I
33:17
you’ve sold your business, I will tell you uh even after
33:19
will tell you uh even after going on 2 years now with
33:20
going on 2 years now with Callahan’s uh being acquired, I
33:22
Callahan’s uh being acquired, I still wake up in the middle of
33:23
still wake up in the middle of night when I see snow when I
33:24
night when I see snow when I get uh I get the snow anxiety.
33:26
get uh I get the snow anxiety. I’m like a little kid licking
33:27
I’m like a little kid licking the window like oh it’s
33:28
the window like oh it’s snowing. uh what’s going on out
33:30
snowing. uh what’s going on out there. So it’s interesting that
33:31
there. So it’s interesting that uh you know there’s such
33:33
uh you know there’s such commonalities, no matter where
33:34
commonalities, no matter where in the market um but as we’re
33:35
in the market um but as we’re we’re talking about that
33:36
we’re talking about that equipment in that tree, I also
33:38
equipment in that tree, I also I guess uh naively wanna know
33:39
I guess uh naively wanna know cuz. People are intrigued by
33:41
cuz. People are intrigued by the equipment set up uh what’s
33:43
the equipment set up uh what’s it look like far as visibility,
33:44
it look like far as visibility, so not be a tall guy myself.
33:45
so not be a tall guy myself. Sometimes I’d have to get the
33:47
Sometimes I’d have to get the old uh phone book out of the
33:49
old uh phone book out of the old uh you know out of the
33:49
old uh you know out of the house to be able to put it on
33:51
house to be able to put it on you so I could see over the
33:52
you so I could see over the back of the truck and from the
33:53
back of the truck and from the back it up. So what’s that look
33:55
back it up. So what’s that look like are those seats adjustable
33:56
like are those seats adjustable is it? I’m assuming it’s almost
33:57
is it? I’m assuming it’s almost a glass cab three-sixty. So are
33:59
a glass cab three-sixty. So are you are you having a better
34:01
you are you having a better visibility? Is it just is it
34:02
visibility? Is it just is it safe or is it easier to
34:04
safe or is it easier to manipulate uh around those
34:05
manipulate uh around those driveways? Yeah. It’s great
34:06
driveways? Yeah. It’s great visibility compared to a truck
34:08
visibility compared to a truck for sure and. Thing that people
34:10
for sure and. Thing that people don’t realize about the
34:11
don’t realize about the tractors is most time you think
34:12
tractors is most time you think of a tracker. you think it has
34:13
of a tracker. you think it has like the attachment in the
34:17
like the attachment in the front and like maybe something
34:18
front and like maybe something in the back well. All we have
34:20
in the back well. All we have in the front was basically I
34:21
in the front was basically I think it’s about eight suitcase
34:23
think it’s about eight suitcase weights and the right down near
34:25
weights and the right down near the tires so you had literally
34:27
the tires so you had literally full visibility out in front of
34:29
full visibility out in front of you. There is no bucket
34:30
you. There is no bucket anything like that. so the
34:32
anything like that. so the maneuver ability and the
34:33
maneuver ability and the visibility was completely night
34:36
visibility was completely night and day compared to uh compared
34:37
and day compared to uh compared to a truck for. The other thing
34:40
to a truck for. The other thing too, is you back in with these
34:41
too, is you back in with these blowers cuz they’re inverted so
34:44
blowers cuz they’re inverted so you’re back into the garage and
34:44
you’re back into the garage and then you drive forward. uh so
34:48
then you drive forward. uh so you’re never backing out onto a
34:49
you’re never backing out onto a road like you would with the
34:51
road like you would with the plow truck, which is very
34:52
plow truck, which is very common. You’re always driving
34:53
common. You’re always driving forward out onto the road,
34:56
forward out onto the road, which definitely helps quite a
34:56
which definitely helps quite a bit. Um you know, inevitably,
34:59
bit. Um you know, inevitably, you’re gonna be doing some
35:00
you’re gonna be doing some plowing during the day um on a
35:03
plowing during the day um on a busy road and backing up, you
35:04
busy road and backing up, you know you could be stuck in a
35:05
know you could be stuck in a driveway for easily 20 minutes,
35:07
driveway for easily 20 minutes, but if you can pull out quickly
35:09
but if you can pull out quickly uh you’re able to actually
35:09
uh you’re able to actually kinda. Do it and then maybe
35:11
kinda. Do it and then maybe back in if you need to do
35:13
back in if you need to do another pass. So there’s
35:14
another pass. So there’s there’s so many benefits uh if
35:15
there’s so many benefits uh if anybody is looking to to
35:17
anybody is looking to to actually implement this um I
35:19
actually implement this um I definitely definitely recommend
35:22
definitely definitely recommend it. awesome. Cody any closing
35:24
it. awesome. Cody any closing thoughts your questions for
35:25
thoughts your questions for Dylan. Um I know it’s a little
35:26
Dylan. Um I know it’s a little bit outside of your with snow
35:27
bit outside of your with snow and probably the most snow and
35:29
and probably the most snow and ice you’ve seen is probably in
35:30
ice you’ve seen is probably in the snow cone, but uh I it
35:34
the snow cone, but uh I it we’ve definitely seen enough of
35:34
we’ve definitely seen enough of uh you know the uh service auto
35:37
uh you know the uh service auto pilot ecosystem in this
35:38
pilot ecosystem in this industry and it continues to
35:41
industry and it continues to grow. um I remember my talk in
35:42
grow. um I remember my talk in front of four 500 people at a
35:44
front of four 500 people at a SCA um last year in Pitts. In
35:46
SCA um last year in Pitts. In the top 100 there for the snow
35:48
the top 100 there for the snow contractors um that industry
35:51
contractors um that industry and the technology and
35:51
and the technology and everything that’s going on
35:52
everything that’s going on continues to evolve um and I
35:54
continues to evolve um and I know a lot of people that work
35:56
know a lot of people that work with simple growth as a
35:58
with simple growth as a certified adviser, um recently
35:59
certified adviser, um recently like right now, the big push is
36:01
like right now, the big push is that I need to get these
36:02
that I need to get these estimates set up or the
36:03
estimates set up or the contract set up for snow. So is
36:05
contract set up for snow. So is there anything that you’re
36:06
there anything that you’re seeing in the essay side of
36:07
seeing in the essay side of things that uh would be
36:09
things that uh would be applicable to deal or just
36:10
applicable to deal or just thoughts or comments before we
36:11
thoughts or comments before we wrap it up here a bit. Yeah.
36:13
wrap it up here a bit. Yeah. Actually, I had one more
36:14
Actually, I had one more question for Dylan. As someone
36:18
question for Dylan. As someone who clearly had like really
36:19
who clearly had like really wrap their brain around
36:22
wrap their brain around marketing for service
36:24
marketing for service businesses, what do you
36:25
businesses, what do you recommend other business
36:27
recommend other business owners? read or watch like Is
36:29
owners? read or watch like Is There’s something that really
36:31
There’s something that really sticks out as like a turning
36:31
sticks out as like a turning point for how you thought about
36:35
point for how you thought about marketing? Uh that is a great
36:36
marketing? Uh that is a great question. So honestly not so
36:39
question. So honestly not so much um like books per se with
36:42
much um like books per se with regards to my specific snow
36:44
regards to my specific snow removal or or marketing
36:45
removal or or marketing strategy for that. but the one.
36:48
strategy for that. but the one. They kinda comes to mind is
36:49
They kinda comes to mind is like there’s people doing this,
36:52
like there’s people doing this, whether it’s snow removal or
36:53
whether it’s snow removal or something else. There’s someone
36:54
something else. There’s someone that’s doing it. That’s doing a
36:55
that’s doing it. That’s doing a really good job at it so you
36:57
really good job at it so you don’t need to completely
36:59
don’t need to completely reinvent the wheel um and you
37:01
reinvent the wheel um and you know being a first mover in the
37:03
know being a first mover in the market is great, but sometimes
37:05
market is great, but sometimes being a second or a tenth
37:07
being a second or a tenth mover, it’s actually even
37:09
mover, it’s actually even better. you can take like the
37:10
better. you can take like the best parts of each one of these
37:12
best parts of each one of these businesses and implement them
37:13
businesses and implement them right from the get go rather
37:15
right from the get go rather than making all of these
37:16
than making all of these mistakes so whether it comes.
37:18
mistakes so whether it comes. Or the actual business process,
37:20
Or the actual business process, um there’s people out there
37:21
um there’s people out there like Ottawa and Montreal
37:24
like Ottawa and Montreal specifically and lots of places
37:25
specifically and lots of places all throughout Ontario uh doing
37:27
all throughout Ontario uh doing this and doing this amazingly
37:29
this and doing this amazingly well so you can definitely
37:30
well so you can definitely replicate those models and
37:32
replicate those models and marketing models to have
37:33
marketing models to have success right out of the gate.
37:37
success right out of the gate. Awesome feedback cuz I know a
37:38
Awesome feedback cuz I know a lot of people in the states
37:39
lot of people in the states right now are looking at this
37:40
right now are looking at this and trying to figure it out. Uh
37:41
and trying to figure it out. Uh there’s one guy locally that I
37:42
there’s one guy locally that I think he’s got one tractor.
37:44
think he’s got one tractor. He’s kinda got dialed in, but I
37:45
He’s kinda got dialed in, but I don’t think the ability to.
37:47
don’t think the ability to. That has really been done at
37:48
That has really been done at least in um in my market and
37:51
least in um in my market and we’re right now. we’re the
37:52
we’re right now. we’re the third uh Rochester New York
37:53
third uh Rochester New York actually is the third largest
37:55
actually is the third largest snowfall market in the whole
37:56
snowfall market in the whole United States. so if it hasn’t
37:57
United States. so if it hasn’t really been adopted here, I
37:59
really been adopted here, I think that, at least in the
38:00
think that, at least in the states, this is uh kind of the
38:02
states, this is uh kind of the next shift of snow removal. One
38:04
next shift of snow removal. One thing you didn’t hit on Dylan.
38:04
thing you didn’t hit on Dylan. I always felt that it was an
38:06
I always felt that it was an issue at least in our market is
38:08
issue at least in our market is was the turf damaged
38:09
was the turf damaged significantly last with these
38:11
significantly last with these snowblowers, I know sometimes
38:12
snowblowers, I know sometimes in a rough winter, we would be
38:14
in a rough winter, we would be literally spending thousands
38:14
literally spending thousands and thousands of dollars just.
38:17
and thousands of dollars just. Materials not even including
38:18
Materials not even including the labor to fix these lawns We
38:20
the labor to fix these lawns We destroyed. yeah, that was
38:22
destroyed. yeah, that was definitely something we had
38:23
definitely something we had plastered all over our
38:24
plastered all over our marketing materials as well, um
38:26
marketing materials as well, um just to kinda put some scarcity
38:28
just to kinda put some scarcity into to people’s minds. Maybe
38:30
into to people’s minds. Maybe not scarcity is the correct
38:32
not scarcity is the correct word but people even though it
38:34
word but people even though it might not be 100% true they
38:36
might not be 100% true they associate plows with
38:38
associate plows with potentially after you implement
38:40
potentially after you implement these tractors with special
38:42
these tractors with special cutting edges people associate
38:44
cutting edges people associate this plows with damaging
38:46
this plows with damaging driveways whether it’s asphalt
38:48
driveways whether it’s asphalt or interlock uh versus this.
38:51
or interlock uh versus this. That I’ve kind of um special UH
38:54
That I’ve kind of um special UH MW kinda hard and plastic
38:56
MW kinda hard and plastic blades that won’t scratch the
38:58
blades that won’t scratch the interlock so as soon as you
38:59
interlock so as soon as you kinda start cementing that in
39:00
kinda start cementing that in people’s minds that hey, we’re
39:01
people’s minds that hey, we’re not gonna damage the driveway
39:04
not gonna damage the driveway and there’s no need to drive on
39:04
and there’s no need to drive on your lawn like a plow where you
39:07
your lawn like a plow where you actually do need to push the
39:08
actually do need to push the snow considerably far back. um
39:11
snow considerably far back. um they instantly start thinking
39:12
they instantly start thinking about this is the only
39:13
about this is the only reasonable option to do it as
39:15
reasonable option to do it as long as the prices is valid and
39:16
long as the prices is valid and then when they see the price
39:18
then when they see the price and the amount of service that
39:19
and the amount of service that they can get because you. More
39:22
they can get because you. More efficient it almost sells
39:24
efficient it almost sells itself, so that’s awesome.
39:26
itself, so that’s awesome. Dylan appreciate you drop us
39:28
Dylan appreciate you drop us some knowledge on us here um
39:31
some knowledge on us here um obviously uh Cody thanks for
39:32
obviously uh Cody thanks for joining us as well today uh as
39:34
joining us as well today uh as a weekly here coming up. uh
39:35
a weekly here coming up. uh we’ve got a special guest uh
39:37
we’ve got a special guest uh hopefully gonna be announcing
39:39
hopefully gonna be announcing later uh next week um headliner
39:40
later uh next week um headliner and then the following week we
39:42
and then the following week we will be diving into accounting
39:44
will be diving into accounting and financial numbers as well.
39:46
and financial numbers as well. so kinda rounding it out if you
39:48
so kinda rounding it out if you have any suggestions if you’re
39:49
have any suggestions if you’re watching the ESA weekly talk
39:50
watching the ESA weekly talk show on Facebook, live or the
39:52
show on Facebook, live or the podcast uh feel free to drop us
39:53
podcast uh feel free to drop us a note of any suggestions um
39:55
a note of any suggestions um that you’re. As well, uh don’t
39:58
that you’re. As well, uh don’t forget if you are part of the
40:00
forget if you are part of the ecosystem, we’ve got uh SA the
40:03
ecosystem, we’ve got uh SA the basically on-demand digital
40:06
basically on-demand digital conference. basically that is
40:07
conference. basically that is gonna be going live. I believe
40:08
gonna be going live. I believe in November uh is the tenth and
40:10
in November uh is the tenth and eleventh Cody. I believe you
40:12
eleventh Cody. I believe you are correct. I don’t have the
40:13
are correct. I don’t have the date. I believe it is, but
40:14
date. I believe it is, but right at the beginning of
40:15
right at the beginning of November as always uh obviously
40:17
November as always uh obviously this would have been as a seven
40:18
this would have been as a seven but uh some individuals like
40:20
but uh some individuals like myself are are are some
40:21
myself are are are some long-time goers having this
40:22
long-time goers having this one. so I think I say probably
40:24
one. so I think I say probably made a decision that uh this
40:24
made a decision that uh this would be essay so hopefully a
40:27
would be essay so hopefully a covert is dying down and we’re
40:28
covert is dying down and we’re back in shape next year, We can
40:30
back in shape next year, We can have a seven proper and uh we
40:31
have a seven proper and uh we can get the pin that we. Seven
40:34
can get the pin that we. Seven so we are officially saying
40:36
so we are officially saying that I say seven is delayed to
40:39
that I say seven is delayed to next year and this is kind of a
40:41
next year and this is kind of a whole separate event, but
40:43
whole separate event, but honestly, it’s gonna be just as
40:45
honestly, it’s gonna be just as good as a normal conference,
40:47
good as a normal conference, except if you don’t have to buy
40:48
except if you don’t have to buy a plane ticket, you don’t need
40:49
a plane ticket, you don’t need a hotel room. you can I mean if
40:51
a hotel room. you can I mean if you wanna travel somewhere you
40:53
you wanna travel somewhere you can cuz uh it will all be
40:55
can cuz uh it will all be online. You can watch it from
40:56
online. You can watch it from uh Acapulco if you want so I
40:58
uh Acapulco if you want so I love it, but absolutely
40:59
love it, but absolutely excited. Marcus she is gonna be
41:00
excited. Marcus she is gonna be the keynote speaker. Martha
41:01
the keynote speaker. Martha Woodward, one of the certified
41:03
Woodward, one of the certified advisers uh gonna be doing one
41:04
advisers uh gonna be doing one of the head. Myself as well, uh
41:06
of the head. Myself as well, uh represents simple growth. I’m
41:08
represents simple growth. I’m gonna have a whole bunch of the
41:10
gonna have a whole bunch of the service. Autopilot team is
41:12
service. Autopilot team is gonna be out talking as well,
41:14
gonna be out talking as well, amongst other probably late
41:15
amongst other probably late arrivals that are are soon to
41:17
arrivals that are are soon to be announced. so if you haven’t
41:18
be announced. so if you haven’t checked out the early bird
41:19
checked out the early bird pricing is still uh in a fact
41:21
pricing is still uh in a fact that can be found on the
41:22
that can be found on the service Autopilot website as
41:23
service Autopilot website as well. so we will see you again
41:25
well. so we will see you again next week as a weekly talk show
41:26
next week as a weekly talk show 1 PM eastern 12 PM Central
41:29
1 PM eastern 12 PM Central Dylan Cody Thanks once again
41:30
Dylan Cody Thanks once again and we’ll see you guys next
41:32
and we’ll see you guys next week. See ya see ya.

SA Weekly Talk Show with Dillan Ruthenberg

Video Transcript

00:00
you’re listening to the simple growth
00:02
podcast
00:03
the show that helps business owners get
00:05
their life back
00:06
here’s your host mike callahan
00:09
welcome back to the essay weekly talk
00:11
show mike calan here with co-host cody
00:13
owen
00:14
and special guest dylan rothenberg of uh
00:17
originally sudbury ontario but now of
00:19
kingston ontario
00:20
up in the north so uh dylan and i go way
00:23
back he was actually
00:24
probably the first simple growth
00:26
automation client so
00:27
uh we’ve known our known each other
00:29
quite a bit in uh talk some serious
00:30
business and
00:31
particularly around snow removal so the
00:34
time we’re getting into right now
00:36
um doesn’t really seem like it’s ready
00:38
for snow but if you were in the north or
00:39
northeast
00:40
uh right now is probably the time you
00:42
want to start thinking about snow
00:43
removal contract renewal and marketing
00:45
if you haven’t already so
00:46
i’m going to probably suggest you behind
00:48
the eight ball already so we thought it
00:49
was
00:50
no better time to bring in the expert of
00:52
all things snow removal
00:54
and disruptor as well of different
00:56
technologies
00:58
and equipment that dylan had been using
01:00
in his company maximum lawn care so
01:02
uh dylan if people haven’t met you
01:03
before if you wouldn’t mind just giving
01:04
a little background how you got into the
01:06
uh
01:07
lovely world of landscaping and
01:09
particularly snow removal
01:10
in uh sudbury ontario
01:13
yeah so it’s uh definitely a unique
01:16
segment to be in for sure
01:17
uh long hours but basically i started
01:20
out with just a landscaping company we
01:22
eventually
01:23
especially being in sudbury where we get
01:25
250 plus centimeters
01:27
a year on average it was just
01:30
the logical solution to roll into snow
01:33
removal eventually
01:35
kind of picked off picked up fairly
01:38
slowly
01:38
but as we started dialing in our
01:40
services a little bit better
01:42
that was the most explosive part of our
01:43
business and
01:45
by the end of it before i had sold my
01:47
business actually that was probably
01:49
about 60 to 70 percent of our actual
01:51
total revenue
01:53
so yeah definitely use some some pretty
01:55
unique equipment uh at least for our
01:57
market it’s becoming a little bit more
01:58
and more popular now with our
02:00
uh tractor snowblowers and and stuff
02:02
like that but i’m sure we’ll
02:04
we’ll get into that a little bit deeper
02:06
yeah and that’s something that i’ll be
02:07
honest i had never really
02:08
seen uh until i saw uh i believe it was
02:11
protects
02:12
uh snow warriors or something like that
02:14
it was uh a documentary they did it was
02:16
the vanderzine company up out of um
02:18
iv quebec canada and they had kind of
02:21
revolutionized uh the way they plowed
02:23
snow
02:24
up there and they get so much freaking
02:25
snow that you can’t plow it because the
02:27
mountains of snow literally are 12 to 15
02:28
feet
02:29
on each side of the road in the driveway
02:31
so they went in and created this
02:33
inverted
02:34
uh snow blowing opportunity and
02:37
a lot of guys like yourself um about the
02:39
same time jumped onto that
02:40
now in the states it’s probably not that
02:43
uh well adopted so if you’re looking to
02:45
actually see what this looks like here
02:46
i’ll actually blow up my screen and then
02:48
we’ll get into the content but uh if
02:50
you’re watching live on the facebook
02:51
here or
02:52
listen to the podcast it’s worth
02:53
checking out the live stream here
02:55
because it’s
02:56
uh very very interesting what this
02:58
actually looks like here so you can kind
02:59
of see it uh here’s dylan standing in
03:01
front of a couple of the tractors that
03:02
he owned
03:04
in his business but um really
03:06
interesting on the back of the snow
03:07
blower it’s just an inverted uh snow
03:10
blower that drops down and shoots
03:11
everything else out so
03:13
it allows you to move a lot quicker and
03:15
we’re going to talk about the benefits
03:17
and disadvantages of
03:18
actually a tractor-mounted snow blower
03:20
as well and if you look in the links
03:21
of the essay weekly here on the facebook
03:24
live um
03:25
there is an additional article that
03:26
dylan has been featured in in snow
03:28
magazine
03:29
three keys to revolutionize your market
03:31
so in this article dylan was kind enough
03:33
to break down
03:34
uh three of the main things he did to
03:36
differentiate himself in that market and
03:37
pretty much go out and dominate it so uh
03:39
got a little added bonus content um
03:41
there hey mike let’s drop let’s drop the
03:44
link to that article again i think you
03:46
gave
03:46
everyone the link to join our broadcast
03:49
oh yeah i did didn’t i yeah welcome to
03:52
the show
03:53
everyone welcome to the show
03:57
all right there we go last time i’m
04:00
allowed to handle the technology here so
04:02
i appreciate that cody
04:03
all right so we’ve got that and that
04:05
should be in the notes live here
04:07
in a few minutes so we’ll see who else
04:10
is joining the show is a special guest
04:11
in a few minutes
04:12
um but i guess the first thing dylan i
04:15
really want to talk about here is
04:16
uh marketing and one of the things that
04:18
i was really impressed with you right
04:19
out of the gates when we met
04:21
was your approach to marketing so would
04:23
you mind breaking down
04:24
how you went on actually marketed your
04:26
snow removal services and then
04:28
did it transition or did it change the
04:30
type of marketing of the content
04:32
from when you went to uh snow plowing
04:35
with actual
04:36
trucks to actual um tractors was there
04:38
was there a different
04:39
uh play on the marketing there yeah so
04:42
when we first started marketing it
04:44
pretty heavily
04:45
uh we were just doing the plowing and
04:48
the the thing we kind of found was there
04:50
was a wide range of what people were
04:51
charging for a driveway or a lot
04:53
commercial lots are going to differ
04:55
entirely yeah you most likely need to
04:57
do a specialized quote for that but we
05:00
really wanted to have like
05:01
simplified upfront pricing for our
05:04
residential customers
05:05
and kind of change the conversation
05:07
where instead of they’re calling for a
05:08
quote they don’t really know when you’re
05:10
getting back to them
05:11
they had already seen all of our content
05:13
on our website on our postcards door
05:15
hangers whatever that might be
05:17
and they could already kind of place
05:19
where they were in the pricing structure
05:20
and they were calling us more to maybe
05:22
ask one or two final questions and then
05:24
actually sign up for the service
05:25
instead of a week or two week long
05:27
estimate and finally getting them to
05:29
sign up process
05:30
so when we were able to to kind of turn
05:33
on the the jets when it came to
05:34
marketing
05:35
we were able to actually accept much
05:37
more customers rather than have it be a
05:39
big big
05:39
burden on our office that was kind of
05:42
the very very initial
05:43
starting of it when we were still doing
05:45
the actual plowing
05:47
basically everything had kind of changed
05:49
we were growing
05:50
steadily but nothing really to write
05:52
home about
05:53
when it came to the snow plowing the
05:55
minute we got the tractor
05:57
uh basically everything had changed
05:59
there was actually already another
06:01
company in our market
06:02
that was well capitalized had purchased
06:05
several
06:06
uh very nice brand new tractors before
06:08
us we were kind of a little bit
06:09
late to the jump in our relatively small
06:12
market
06:13
but the the service was still so unique
06:16
and and so different compared to all the
06:17
plowing companies that
06:20
with the right marketing we were
06:21
actually able to explode that segment
06:24
so we started off with just like the
06:27
regular
06:28
facebook ads google ads and stuff like
06:30
that
06:32
and i thought it was interesting to note
06:34
that uh
06:35
our best performing facebook ad that we
06:38
ever had
06:38
we tried you know uh discounts
06:41
catchy little phrases whatever that
06:43
might be we’d even tried radio
06:45
advertising stuff like that but
06:47
the thing that performed the best and i
06:49
found this kind of unique was
06:50
literally just a video about a 30 to 40
06:53
second video of a guy doing
06:55
a driveway with her snow blower i mean
06:57
it kind of makes sense when you think
06:58
about it but
06:59
i found that very unique that we
07:01
probably had over a hundred thousand
07:02
views of that video
07:04
uh on facebook of people just watching a
07:06
guy do a driveway with this unique
07:07
technology
07:10
interesting so in that and it kind of i
07:12
think that makes sense
07:13
uh because a lot of us are kind of
07:14
engaged and if it’s new we want to
07:16
figure out how is it going to work
07:17
what’s it look like and as you’re kind
07:19
of looking at that marketing play dylan
07:23
once people saw that video what it
07:25
actually looked like and how it operated
07:27
was there certain things
07:28
based on the regular plowing with a
07:30
truck versus a tractor was there
07:32
benefits pros and cons that were
07:33
highlighted in that marketing concept
07:35
how did you
07:36
use the the ability of that track to
07:38
differentiate yourself from that market
07:40
yeah so there was there was definitely a
07:42
couple main points you touched on one of
07:43
them the fact
07:44
especially in sudbury you’re you’re 100
07:47
right like by the end of winter
07:48
sometimes you’d literally have
07:50
on regular uh winters like six to eight
07:53
feet
07:53
of snow banks at the end of your
07:54
driveway right becomes quite a bit of a
07:57
hazard
07:58
um and and you actually do run out of
08:00
room sometimes
08:01
uh with just a regular truck where you
08:02
have to back blade and push it up into
08:04
the lawn
08:05
so on heavy winters people would
08:06
literally have to call like a backhoe or
08:09
a loader and actually push those banks
08:11
back in their lawn
08:12
with the snow blower there was no chance
08:14
of that right so you had full visibility
08:15
all winter
08:17
and there was never no matter how uh
08:19
intense the winter was there was never a
08:21
chance of you having to to call someone
08:22
to actually relocate the snow
08:24
that was that was a really easy point
08:26
sorry go ahead oh
08:27
uh i wanted to ask a question and this
08:30
might be like
08:31
because i grew up in texas and the most
08:33
snow i’ve ever seen is like
08:35
you know a half inch one winter 10 years
08:38
ago
08:39
um how is a snowblower creating
08:43
like not creating a bank and this is
08:45
probably just me not understanding the
08:46
technology so feel free to
08:48
no no that’s a great question so rather
08:51
than like the typical residential
08:52
snowblower where you’re kind of pushing
08:54
it and
08:54
it’s going up right this has quite a bit
08:57
more power
08:58
so you could literally launch the snow
09:00
you know 30 40 feet up in the air right
09:03
depending on the size of the tractor
09:04
that you had so by putting it so far
09:06
back initially
09:07
and then eventually being able to load
09:09
the snow on top and on top
09:11
you never really ran out of room it’s
09:13
dispersing it okay
09:14
yeah exactly cool yeah and these are
09:17
these are big agricultural tractors
09:18
these aren’t just like a little tractor
09:20
to get down to home deeper lows these
09:21
are
09:22
these are good size uh almost a cab of a
09:25
backhoe to put it in perspective
09:26
someone’s seeing these things they’re
09:28
they’re good sized machines um and
09:29
they’ve got a lot of horsepower off the
09:31
back end
09:32
um so talk about the the benefits there
09:35
and the differentiation
09:36
of that equipment dylan uh one of the
09:37
things i found interesting is it
09:38
actually looked like if i had done my
09:40
research right that you actually
09:41
gps enabled the tractor um
09:44
but the take on it is a lot of us into
09:46
snow removal including myself head gps
09:48
and all our trucks and salters and
09:50
loaders
09:51
um but did you actually open up the gps
09:53
to your client base
09:55
yeah that’s a great question so we did
09:57
uh not for
09:58
the commercial just we we didn’t really
10:00
want to open ourselves up to
10:02
kind of the liability potentially there
10:05
but for all of our residential customers
10:07
for sure um and it was something we kind
10:09
of had to look at
10:11
uh just due to the volume of requests
10:13
and calls that would come in during a
10:15
storm
10:16
we were kind of looking at any any way
10:18
possible to diminish
10:19
that amount of response during a
10:21
snowstorm when everybody’s wondering hey
10:23
where are you guys or whatever if the
10:26
snow started late at night
10:27
so by opening up the gps um we were
10:31
basically able to allow them to look and
10:33
see where their specific tractor was so
10:35
as we were dispatching the the different
10:37
tractors they were all numbered
10:39
each each tractor had a number and then
10:41
the root had a number as well
10:43
the customers eventually started to kind
10:44
of realize that okay
10:46
tractor number six for example was their
10:49
tractor
10:49
so when they got that dispatch hey
10:51
tractor number six is your tractor here
10:53
is the login
10:54
most people would save it on their phone
10:55
or on the app and they would actually
10:57
log
10:58
in and see that and not everybody but
11:01
like 50 to 75 percent of them were
11:02
actually really good at that
11:04
and um you know kind of diminish the
11:06
amount of calls coming into the office
11:07
which is
11:08
huge during a stressful snowstorm yeah
11:10
and i can’t i
11:11
i you know i wish you had shared that
11:13
with me in the earlier years because i
11:14
tell you i almost had some heart attacks
11:16
along the way i mean
11:17
callahan’s we were plowing uh at our
11:19
heyday uh when we capped it at 600
11:21
residential driveways
11:23
so you can imagine obviously very
11:25
similar to what you were doing at
11:26
sudbury when that if you if you don’t
11:27
have that kind of volume you could
11:28
imagine what that looks like
11:30
you know 600 driveways are getting all
11:33
done you’ve got
11:34
you know 15 or 20 vehicles or tractors
11:36
going out
11:37
the call volume and especially a massive
11:40
storm uh
11:42
was unbelievable and the worst was ones
11:44
that they actually the city would shut
11:45
down the main streets to just plow
11:47
trucks and emergency vehicles
11:49
and you’d get so many calls you couldn’t
11:50
go anywhere you literally would get out
11:52
of your driveway and it’d be half a foot
11:53
of snow
11:54
but everybody wanted to know when you’re
11:55
going to be there so the ability to open
11:57
that up and that was one of the things
11:59
in the article
11:59
um that i really loved in snow magazine
12:02
based all around dylan’s uh outfit is
12:04
how he had that transparency the
12:06
communication um
12:07
and in addition how some of he utilized
12:09
the power of service autopilot to go out
12:12
through his estimate process and
12:14
actually communicate
12:15
uh through different mediums such as
12:18
email and text
12:19
so kind of dialing into that dylan now
12:22
that we’ve kind of
12:24
set our marketing play and we’ve kind of
12:26
differentiated ourselves based on the
12:27
equipment we’re using and the different
12:28
features of that equipment and
12:30
the communication uh what did your
12:32
estimating process
12:33
look like and i know you had an
12:35
interesting approach to it so i’ll kind
12:36
of let you explain it but uh
12:38
would you kind of mind breaking that
12:39
down um the estimating process and how
12:42
you
12:42
you broke down the different service
12:43
offerings all inside service autopilot
12:47
yeah for sure so even though our pricing
12:50
was very very upfront and it was visible
12:52
on our website and like i said earlier
12:53
people were calling more so to sign up
12:56
due to even a little bit more limited
12:58
liability when it comes to residential
13:00
snow removal we still had to get every
13:02
single person to sign off on something
13:04
so you’re right uh essentially the the
13:07
only variable that we really needed for
13:09
the driveways
13:10
was driveway size so i know some people
13:12
do
13:13
driveway square footage we simplified it
13:15
even more
13:16
how many cars could you squeeze into
13:18
your driveway um so basically anything
13:20
up to six cars was our standard price a
13:23
couple of years back that was about
13:24
400 500 sorry 499 550ish plus
13:28
tax so we would actually send them a
13:32
proposal
13:33
in service autopilot they kind of have
13:34
this unique installment
13:36
amount field that you can pull from so
13:39
we were able to offer them kind of the
13:40
seasonal rate with the discount
13:43
but then also have a secondary kind of
13:46
merge field at the bottom it said if you
13:48
were looking to break this into
13:50
six installments we also have that
13:52
option and we would
13:54
give them the installment amount and i’d
13:56
say about
13:57
25 percent of people would just respond
13:59
back and say okay i’m going to sign it
14:00
but let’s proceed with option
14:02
two which was essentially the the flat
14:04
rate billing for
14:05
um i think it was either the five or the
14:07
six months of the contract
14:09
um we we’d also have kind of like the
14:11
templated
14:12
services for sidewalk shuffling and
14:14
salting as well
14:15
but we were we were able to get quotes
14:17
out basically within seconds while on
14:19
the phone with people we wouldn’t even
14:20
tell them to like get off of the phone
14:23
because we’d say hey your quote is done
14:25
and we send it over
14:27
they basically accept it right then and
14:29
there as soon as we got the acceptance
14:30
back we’d grab their credit card
14:32
and that was essentially the extent of
14:33
our estimating process our terms were
14:35
right at the bottom
14:37
of the estimate proposal so there was no
14:39
secondary contract that they had to sign
14:41
or anything like that and
14:42
i’m sure most people know but obviously
14:44
it saves the pdf right in their file
14:46
so there was no question as to what they
14:48
were actually accepting
14:50
so just as a quick recap so you’ve got a
14:52
couple different options one for an
14:53
installment or paid up front
14:55
and the process was you basically closed
14:57
them over the phone and to simplify the
14:59
process
14:59
you may have checked it on maps pro or
15:01
pro plus but or maps plus or smart maps
15:03
but
15:04
the idea is to even really create that
15:06
speed so very
15:07
similar what jonathan toshnik of the
15:08
lawn care millionaire talks about those
15:10
are your gateway services the services
15:12
you’re selling over the phone and you’re
15:13
closing them immediately so you took
15:14
that to the next level and said hey
15:16
how many cars can you fit in that
15:17
driveway approximately it’s going to
15:19
come out in the wash
15:20
to get that process going and then you
15:22
had them actually sit on the phone while
15:24
you quoted it live and you
15:25
literally closed them over the phone and
15:27
had them sign and accept the electronic
15:29
signature
15:30
inside service autopilot on their phone
15:31
so i’m assuming probably so you can
15:33
handle any sales or price injections
15:35
when they got to the letter of the law
15:36
in the actual contract itself is that
15:38
is that a fair assessment of the process
15:40
dylan is there anything else we missed
15:42
no you’re 100 bang on and you’re right
15:44
we we did basically pull up the street
15:45
view while we were talking to them
15:47
i mean you can’t really take their word
15:48
for bond about how many driveways they
15:50
think they could
15:51
fit so you’re right we would pull that
15:53
up
15:54
we’d verify the driveway size and that’s
15:56
really all we’d have to enter into the
15:57
estimate
15:58
the pricing would come in based on our
15:59
price matrix and and you’re right we
16:01
would answer any objections write that
16:03
in there
16:04
okay because that seems like a big big
16:06
concern with a lot of people especially
16:07
in the service autopilot ecosystem is
16:09
how do i go out and actually get these
16:10
estimates out there quickly usually it’s
16:12
i got to go bebop around town when i’m
16:14
done doing my
16:15
my aeration and overseeding or my fall
16:17
cleanups and now i’ve got to spend the
16:18
next three hours driving around
16:20
haphazardly looking at all these
16:21
driveways so
16:22
what you’ve done is created this
16:24
on-demand uh buying
16:26
process well before it was really a
16:29
thing in the service industry so that’s
16:30
really interesting i think one of the
16:31
keys to success by watching you
16:34
from afar is the ability to have people
16:36
buy
16:37
immediately um you know over the phone
16:39
or through the website
16:40
through those processes and service
16:41
autopilot so now we’re all accustomed to
16:43
the amazon the netflix the uber
16:45
the doordash like people want it when
16:47
they want it and they want to check it
16:48
off their list so well before that
16:51
major shift in buying habits you know
16:53
dylan’s out here hitting this
16:55
cody you know probably three four years
16:57
before that so that was pretty
16:58
interesting especially in that snow
16:59
magazine article if you check out the
17:00
link it kind of breaks down
17:02
in even greater detail step by step how
17:04
he did that
17:05
um so dylan as we’ve kind of now defined
17:10
the process
17:11
uh you’ve got several hundred plowing
17:13
accounts
17:14
what did that look like in your business
17:16
um to actually go out and renew those
17:18
contracts
17:18
i know at callaghan’s before we put a
17:20
system to it that would be almost a two
17:22
to two and a half month
17:23
process to actually go out to 600
17:26
clients
17:27
um the first couple of rounds is pretty
17:29
easy but then we were literally having
17:30
to get on the phone and chase these
17:32
folks
17:33
and then anybody who didn’t sign back up
17:35
we were trying to go back out
17:37
and fill those gaps so i’m kind of
17:38
curious how you
17:40
tackle that in maxim lawn care it was
17:42
there any tips you could share with us
17:44
for anybody watching right now going out
17:46
to renew their snow removal contracts
17:47
whether it’s
17:48
a smaller company maybe doing 70 or 80
17:50
driveways or a company doing upwards of
17:52
a thousand i mean
17:53
um i’m assuming these tactics will work
17:55
at scale depending where you’re at
17:57
yeah for sure so so we actually tried to
18:01
we were one of the first ones in our
18:02
area to actually try to auto renew
18:05
uh very very common in the south but in
18:08
the northern markets really no one auto
18:10
renews you essentially lose all your
18:12
customers and then you need to re-sign
18:13
everybody back up every spring or every
18:16
fall
18:17
so with our full-year customers we
18:20
really tried to cement
18:21
in their minds that you’re signing up
18:23
you can cancel at any time
18:24
but this is an auto renewing service uh
18:28
how everybody still needs kind of a
18:31
reminder though
18:31
especially if they’re not a full year
18:33
customer that you know you still have
18:35
service with us and we are coming back
18:37
so we kind of uh altered a couple
18:39
automations that we had
18:41
just to remind them so at the end of
18:43
their season we would kind of remind
18:45
them
18:45
you know thank you for being such a
18:46
great customer just
18:48
just a reminder that your services do
18:50
auto renew will be by
18:52
i think it was roughly october 1st to
18:53
stay go your driveway again
18:55
and if you pre-paid we’ll take your
18:56
prepayment at the same time as you did
18:58
last year
18:58
if you paid monthly your monthly
19:00
payments will start at the same time
19:02
but then we would always hit them with
19:03
another automatic email so everybody who
19:05
had the the tractor snow blowing
19:08
in our service autopilot would
19:09
essentially get
19:11
another email usually about september
19:13
just reminding them that you know we’re
19:15
going to come and stake out your
19:16
driveway and all those other things
19:17
again
19:18
so most people were kind of regimented
19:20
to that process
19:22
you’d get a small influx of people that
19:24
you know obviously wanted to cancel
19:26
you can’t please everybody um and then
19:28
other people that wanted to change their
19:29
service or had moved that just hadn’t
19:31
informed you but this email reminded
19:33
them
19:33
and we were pretty much able to by
19:36
september have a fairly accurate count
19:38
of who
19:39
was actually renewing right the the
19:41
amount of people that were basically
19:43
confirmed again we had a valid credit
19:44
card on file
19:45
we hadn’t heard anything back from them
19:48
and
19:48
we almost used that email and then the
19:51
staking
19:52
of their driveway as a way to as a
19:54
secondary reminder to weed out the
19:56
people that potentially didn’t want us
19:58
we’d bill one month in advance for all
20:00
of our monthly customers as well
20:02
so that there was no chance that we were
20:04
showing up
20:06
even though it was an auto renewing
20:07
service there was no chance that we were
20:08
showing up
20:09
come november 1st and then trying to
20:10
charge their card and it was declining
20:12
and they
20:13
never got back to us about wanting the
20:14
service so we tried to reduce the risk
20:17
of
20:17
accounts receivable and and cancels by
20:21
addressing it months months in advance
20:24
dylan sort of a theme that i’ve heard in
20:27
kind of all three of the things that
20:28
we’ve talked about
20:29
is really taking a big load off of the
20:32
office staff
20:34
by by trying to set up processes that
20:36
help customers serve themselves
20:38
make things easier for them it was that
20:41
was like the office’s
20:43
throughput like a big bottleneck for you
20:45
or were you just like
20:46
focused on streamlining everything and
20:48
it just so happens that we’re talking
20:49
about the few things that
20:51
impacted the office no that was a huge
20:55
point of
20:56
like a reason why we made that decision
20:59
by the end of it we had basically about
21:00
a thousand driveways that we were doing
21:03
and that becomes like a pretty momentous
21:05
task to renew all those people
21:07
especially when the conversation for 80
21:10
90
21:10
of them is yep sign me back up you still
21:12
have my credit card right charge it
21:14
they just want the service right so it’s
21:17
it’s kind of
21:18
a little bit foreign that everybody
21:20
still has this these old tactics
21:22
regimented that you need to send them a
21:23
fresh estimate you need to do all these
21:25
things
21:26
right so we really just thought that was
21:29
a little bit crazy to be perfectly
21:30
honest and and we really tried to cement
21:32
in our market that
21:33
if you if you want us we’re going to
21:35
continue to come if you don’t want us
21:37
we’ll we’ll cancel
21:38
and that did lighten the load obviously
21:40
very substantially on the office
21:42
if any of my older office employees are
21:44
are ever listening to this they’ll
21:45
probably laugh because
21:46
we definitely filled up all their time
21:48
with new sales and that was kind of what
21:50
we wanted right to be able to focus on
21:52
new sales and
21:53
continue to grow the business that way
21:55
rather than spend months and months on
21:57
renewals
21:59
awesome so i know i’m just taking a look
22:01
it’s a couple notes here on the other
22:02
screen that i had and basically
22:03
you know you went in and you increa
22:05
increased the efficiency with the
22:07
machines
22:07
uh you started selling early um one
22:10
thing we didn’t touch on um that i’m
22:12
assuming
22:12
is did you use uh any of the database or
22:15
anything
22:16
inside service autopilot fire is um
22:18
automations or even a manual process to
22:20
go in and say hey it looks like you’ve
22:22
got
22:22
either regular lawn mowing or the
22:23
automated lawnmower
22:26
bot service but you don’t have snow
22:28
removal was there any segmentation of
22:30
the database to actually upsell that
22:31
service to kind of create a year-round
22:32
client
22:34
yeah so as you mentioned a little bit of
22:36
shameless self-promotion for simple
22:37
growth i was the
22:39
first automations client i believe that
22:42
they got transferred over to surface
22:43
autopilot when they first had their
22:44
automation so
22:46
that made it very very simple to segment
22:48
based on who actually had the service
22:50
who potentially had canceled the service
22:52
who had gotten a quote for that service
22:54
before so we can kind of start to have
22:56
those different conversations
22:58
but for sure we basically segmented it
23:00
into a couple emails we weren’t
23:02
necessarily bombarding them
23:04
but we made it very very simple for them
23:06
to respond to those emails and
23:08
not necessarily sign up but request the
23:10
quote or book a call to speak to us
23:13
and i forget the exact subject line of
23:16
it
23:16
but um there was one that we we used
23:20
kind of an odd subject line for the very
23:21
very last email that almost made it seem
23:24
as though like
23:24
um i i should have pulled it up but it
23:27
was essentially like there was a mistake
23:29
or something
23:29
and the open rate on that last email was
23:31
just absolutely insane but
23:33
the mistake the play on it was that they
23:35
made a mistake for not hiring us
23:37
but the subject line almost grabbed
23:39
everybody i’ll have to pull that up and
23:41
maybe put that in the notes but
23:43
we did use a segment of a couple emails
23:46
to at least nurture those people
23:47
but then we were also targeting those
23:49
neighborhoods with with postcards
23:51
and um another thing that i wasn’t sure
23:54
we were going to touch on that
23:55
i definitely want to mention is a
23:57
relatively low cost
23:58
option for the marketing was actually
24:00
our driveway markers as well
24:02
so every single one of our tractors was
24:04
orange
24:06
and every single one of our driveway
24:08
markers was orange as well
24:09
so they’re essentially about three
24:11
inches wide by about six feet wide
24:14
and when they’re new to your market they
24:15
look really obscure and kind of ugly
24:18
but eventually everybody kind of got
24:19
over that
24:21
essentially you’d put two on each side
24:23
or one on each side of the driveway to
24:24
mark your driveway and
24:25
yes it helped you find the driveway in
24:28
the middle of the night so you weren’t
24:29
gpsing every house when you can’t really
24:31
see the host numbers
24:32
six foot tall you’re not missing those
24:33
bad boys by the end of the by the end of
24:36
the season sometimes they
24:37
they were hidden um but essentially that
24:41
was also a
24:42
really really key marketing thing right
24:44
so they’ve gotten a couple of these
24:45
postcards they’ve probably gotten some
24:47
of these emails
24:48
um and then they start driving home down
24:51
their street and they see
24:52
six driveways in a row with these
24:53
markers right and this is in like early
24:55
october
24:56
so every day they’re driving past these
24:58
markers and it kind of starts to
25:00
regiment that
25:01
almost every single person on my street
25:02
has these guys so they look at the
25:04
website
25:05
and then they maybe get hit with another
25:06
email or another postcard
25:09
and it just starts to kind of drive
25:10
everything home as like a full-bodied
25:12
approach
25:14
weird cody are you seeing any
25:16
similarities well before jonathan
25:17
patosnick’s talking essay
25:19
5 of dominate your market uh dylan has
25:22
single-handedly i think taking at least
25:24
six of the seven things that jonathan
25:26
broke down in about 45 minutes to
25:28
literally dominate your market
25:30
um so he literally went out through the
25:32
facebook ads and google and casted the
25:34
digital net
25:35
he went to offline marketing to build
25:37
route density through
25:39
door hangers branding through the
25:42
tractors that were all orange and the
25:44
the plow stakes so when jonathan tells
25:46
about his
25:47
his business city turf the lawn care
25:49
company when the things that he scaled
25:50
the 10 million beyond
25:52
an annual revenue residential only was
25:54
that these city turf yellow trucks would
25:56
literally just be dominating these
25:58
they would consistently see them in the
25:59
neighborhoods and that’s all they saw
26:01
very similar if you’ve got a thousand
26:03
driveways and you’ve got these tractors
26:04
i’m seeing they just saw maximum lawn
26:06
care orange in their sleep these things
26:08
are just pumping through reinforcing it
26:10
then you’re hitting them with emails and
26:11
postcards and everything in between so
26:13
it’s really interesting that
26:14
if you’re gonna compare the two
26:15
businesses i think there’s some key
26:16
factors if you’re watching this just
26:18
starting out in snow removal or
26:20
really looking to go out and grow that
26:21
business is it isn’t just one
26:24
secret uh silver bullet it’s a
26:27
combination of things that
26:28
dylan is is so kindly breaking down to
26:30
us but that offline the online to the
26:32
offline marketing
26:34
and then building route density if
26:35
you’re being awareness and going in and
26:36
doing that
26:37
and then taking the pain of actually
26:39
signing up in the estimate process and
26:41
expediting that
26:42
um and those factors at least from
26:44
looking at the outside is what i
26:46
really think amongst some other things
26:47
dylan has been the key to to your
26:49
success is a lot of other people
26:50
using essay and kind of following
26:52
jonathan’s um
26:54
footsteps of that i know obviously uh
26:56
this is well before essay five so i
26:57
gotta you know i gotta give you credit
26:58
man to go out and do your homework and
27:00
figure out these systems and processes
27:02
whether it was through reading or you
27:03
know just coming up on your own
27:05
but really really impressive there how
27:06
you how you did that
27:08
um i guess as we kind of wrap this up
27:10
cody i know if you have any other
27:10
questions but uh
27:12
i guess dylan would be is my question
27:14
would be
27:15
um what would be what you know now if
27:19
you knew it earlier when you first
27:21
started snow removal what would be the
27:22
one or two takeaways
27:24
um in in hindsight like if you knew this
27:26
when you first started
27:28
how would you have changed or what would
27:29
you have done to pivot
27:32
uh that’s a great question so the the
27:34
first thing that kind of comes to mind
27:36
is is just being more selective uh
27:39
when you’re like first starting to grow
27:41
and you’re you’re actually getting some
27:43
traction it’s
27:44
it’s definitely hard to say no to those
27:46
things so if i was to relaunch
27:49
my business i definitely wouldn’t do
27:51
like residential
27:52
plowing and all these other things and
27:54
and even commercial plowing even though
27:56
it definitely uh brings in some nice
27:58
sales
27:59
the level of service that is required
28:02
there compared to these driveways
28:04
is is a complete basically a completely
28:06
different business model
28:07
um so so that i would say would probably
28:10
be
28:11
be the main thing and just really
28:13
focusing in on this one service
28:16
um that was really the key like it was
28:18
more than the 80 20 principle it was
28:20
like the 95
28:22
5 principle if we would have just
28:23
focused on this from day one
28:25
um we would have got a lot farther and
28:27
had way
28:28
way less headaches the only other thing
28:31
i want to touch on is
28:32
is kind of honing in on that a little
28:33
bit more we would take
28:35
rental properties we would take other
28:37
little um
28:38
odd properties like that and that
28:41
actually ended up kind of hurting us in
28:43
a sense
28:44
where and like you said the the influx
28:47
of
28:47
of responses on a big storm can be
28:49
massive well it’s even more massive when
28:51
you’re dealing with rental properties
28:53
that have like six tenants that could be
28:55
kind of trying to contact you right so
28:57
not all thousands of those driveways
28:59
were rental properties but even if
29:01
two 300 of them that could be 1800
29:03
people right there that are
29:05
potentially wondering where these guys
29:07
are and they don’t know the the ins and
29:09
outs of the contract their
29:10
landlord signed either so it definitely
29:13
causes some issues there
29:15
we would have just stuck to cookie
29:17
cutter
29:18
nice neighborhoods with accessible
29:20
driveways
29:22
and the tractor snow blowing and i think
29:25
we would have had a lot more of an
29:26
efficient of a business
29:28
and that’s interesting that you
29:29
mentioned that so standardizing the
29:31
actual type of property that you’re
29:32
servicing so if we’re talking snow
29:34
removal right now
29:35
uh there was a area at callaghan’s as
29:37
well so we had
29:38
unbelievable route density it was an
29:40
older neighborhood and we had originally
29:42
started where literally it had to be a
29:44
square driveway an
29:45
idea was 12 to 1300 square feet but we
29:47
had such
29:48
great density with the lawn care in this
29:50
area and it was really older homes that
29:51
we thought well
29:52
this would just make sense it’s going to
29:53
be low hanging through but what we found
29:55
is
29:56
when we got out of our perfect product
29:58
fit just like you’re mentioning dylan
30:00
some of these driveways sweeped around
30:01
the side of the house they’re up against
30:02
a house
30:03
they had to drive the house and then the
30:05
driveway the garage was off like kitty
30:07
corner on a 45
30:08
so we didn’t ever really have issues of
30:11
plows rubbing up against the sides of
30:12
houses hitting garage doors things like
30:14
that
30:15
and when we got away from the
30:17
standardization of what we were good at
30:18
what the equipment was set up for
30:20
we had the same issues i mean we had one
30:22
truck that was buried behind a house
30:24
literally for like seven or eight hours
30:25
and a
30:25
storm of like over a foot of snow but it
30:27
was because we got out of what we were
30:29
good at we kind of got greedy and
30:30
thinking like well
30:32
if we if we stretch this out a little
30:33
bit we can even get more work so
30:35
i think that’s a big takeaway not only
30:37
for snow removal for lawn care and home
30:39
cleaning as well
30:40
uh but particularly for snowmobile if
30:42
your equipment is not set up for and you
30:43
haven’t standardized it
30:45
that’s a big issue and i guess we didn’t
30:48
really talk about this beforehand a
30:50
little bit um
30:51
based on the standardization of your
30:53
equipment and standardization
30:54
particularly
30:55
if you’re to do it again of the actual
30:57
driveways
30:58
um did that lead to any uh i guess
31:02
benefits in your training as far as
31:04
being able to standardize the training
31:06
as well and what did that look like
31:07
because
31:08
you know with snow removal with plowing
31:10
occasionally you’ll see some guys or
31:12
girls get
31:13
like real dry soil or maybe some loose
31:15
gravel
31:16
and at least be able to manipulate what
31:18
that looks like because you can’t train
31:20
until it snows and when it snows you got
31:21
to be out there so
31:23
was there the ability um to at least
31:26
train folks on those tractors before you
31:28
had a snowfall and
31:29
in in since you’ve trained folks on the
31:31
tractor versus
31:32
the plow what’s the difference i
31:34
obviously don’t know but i mean i’m
31:36
assuming there’s got to be a bit of a
31:37
different learning curve
31:38
or is it the same no definitely
31:41
different learning curve
31:42
and the other thing i didn’t mention was
31:44
every single one of our tractors is
31:46
hydrostatic so there was no gears to
31:49
shift
31:50
anything like that you’d see on larger
31:52
tractors basically if you could drive
31:54
like a go-kart you could probably drive
31:56
one of these tractors
31:57
in a couple minutes now you’re not going
32:00
to be perfect doing 20 30 40 driveways
32:03
an hour
32:04
but you’re going to be able to go out
32:06
there and actually do it so
32:08
that definitely shortened our learning
32:10
curve and our training
32:12
down quite substantially uh definitely
32:15
compared to a plow truck where you
32:17
you definitely need to be more careful
32:19
and there’s so many more factors then
32:21
simply just back in
32:22
drop it turn on the pto and and drive
32:25
out
32:26
so we were able to basically train
32:28
someone up to be functional on a
32:30
driveway not super efficient i’d say
32:32
within like 20 to 30 minutes
32:34
but for them to become an expert
32:36
obviously there was
32:37
a couple weak learning curve so we would
32:39
always try to
32:41
get those people out quite early uh
32:43
during the storms but
32:45
honestly i’m sure you’ve experienced
32:47
this too no matter what amount of
32:49
training it seemed like we did
32:50
before the the season began the
32:53
uh the first storm is always interesting
32:56
to say the least and i kind of got
32:58
first-hand action with that again
32:59
actually helping the company that had
33:01
bought me out um
33:03
last year during the first storm of the
33:05
season so
33:06
it was a pretty interesting perspective
33:09
just just talking about this i got the
33:10
snow anxiety
33:11
kicking in already so i if you’ve never
33:14
plowed snow or run a business
33:15
um you know you don’t know what snow
33:18
anxiety is but anybody’s watching this
33:20
knows if you
33:21
i don’t care how big the business is how
33:22
removed you are
33:24
if you’ve sold your business i will tell
33:25
you uh even after going on two years now
33:28
with callahan’s
33:28
uh being acquired i still wake up in the
33:31
middle of night when i see snow and i
33:32
get the i get the snow anxiety i’m like
33:34
a little kid licking the window like
33:35
oh it’s snowing uh what’s going on out
33:38
there so it’s interesting that
33:39
uh you know there’s such commonalities
33:41
no matter where in the market
33:42
um but as we’re talking about that
33:44
equipment in that train deal and i also
33:46
i guess
33:46
uh naively want to know because a lot of
33:48
people are intrigued by the equipment
33:49
set up
33:50
what’s it look like far as visibility so
33:52
not being a tall guy myself sometimes
33:54
i’d have to get the old uh
33:56
phone book out of the old uh you know
33:57
out of the house and be able to put it
33:58
underneath you so i can see over the
33:59
back of the truck and
34:01
when i’m backing up so what’s that look
34:03
like are those seats adjustable
34:04
is it i’m assuming it’s almost a glass
34:06
cab 360.
34:07
so are you having better visibility is
34:09
it just is it safe or is it easier to
34:11
manipulate
34:12
around those driveways yeah it’s great
34:14
visibility compared to a truck for sure
34:17
and the other thing that people don’t
34:18
realize about the tractors is most time
34:20
you think of a tractor you think it has
34:21
like the
34:22
the the plow attachment in the front
34:25
and like maybe something in the back
34:27
well all we had on the front was
34:29
basically
34:29
i think it’s about eight suitcase
34:31
weights and they’re right down near the
34:33
tires
34:34
so you had literally full visibility out
34:36
in front of you there was no bucket
34:38
anything like that so the
34:39
maneuverability and the visibility was
34:42
completely night and day compared to uh
34:45
compared to a plow truck for sure
34:47
the other thing too is you back in with
34:49
these blowers because they’re inverted
34:51
so you you back into the garage and then
34:52
you drive forward
34:54
uh so you’re never backing out onto a
34:57
road like you would
34:58
with a plow truck which is very very
35:00
common you’re always driving
35:01
forward out onto the road which
35:04
definitely helps quite a bit
35:06
you know inevitably you’re going to be
35:07
doing some plowing during the day
35:10
on a busy road and backing up you know
35:12
you could be stuck in a driveway for
35:14
easily 20 minutes but
35:15
if you can pull out quickly you’re able
35:17
to actually kind of squeeze out do it
35:19
and then maybe back in if you need to do
35:20
another pass so
35:22
there are so many benefits if anybody is
35:24
looking to
35:25
to actually implement this i definitely
35:27
definitely recommend it
35:30
awesome cody any closing thoughts here
35:32
or questions for dylan um i know it’s
35:34
it’s a little bit outside your realm
35:35
with snow and probably the most snow and
35:36
ice you’ve seen is probably in a snow
35:38
cone but uh
35:41
we’ve definitely seen enough of the you
35:43
know the the service autopilot ecosystem
35:45
in this
35:46
in industry and it continues to grow um
35:49
i remember my talk in front of 4 500
35:51
people at
35:51
asca um last year in pittsburgh in the
35:54
top 100 there for the snow contractors
35:56
um that industry and the technology and
35:59
everything that’s going on continues to
36:01
evolve
36:02
um and i know a lot of people that work
36:04
with simple growth as a certified
36:06
advisor
36:06
um recently like right now the big push
36:09
is i need to get these estimates set up
36:11
or the contracts set up
36:12
for snow so is there anything that
36:14
you’re seeing in the on the essay side
36:15
of things that
36:16
would be applicable to dillon or just
36:18
thoughts or comments before we uh wrap
36:19
it up here in a bit
36:21
yeah actually i had one more question
36:22
for dylan as
36:24
someone who clearly has like really
36:27
wrapped their brain
36:28
around marketing for service businesses
36:32
what do you recommend other business
36:34
owners
36:35
read or watch like is there something
36:37
that like really sticks out as like a
36:39
turning
36:40
point for how you thought about
36:41
marketing
36:43
uh that is a great question so honestly
36:46
not so much um like books per se
36:49
with regards to my specific snow removal
36:52
or marketing strategy for that
36:54
but the one thing that that kind of
36:57
comes to mind is like
36:58
there’s people doing this whether it’s
37:00
snow removal or something else there’s
37:02
someone that’s doing it that’s doing a
37:03
really really good job at it
37:05
so you don’t need to completely reinvent
37:07
the wheel
37:09
and you know being a first mover in a
37:11
market is great but sometimes being a
37:13
second or a tenth mover is actually even
37:16
better you can take like the best parts
37:18
of each one of these businesses
37:20
and implement them right from the get-go
37:22
rather than making all these mistakes so
37:24
whether it comes to marketing or the
37:26
actual business process
37:28
there’s people out there in like ottawa
37:30
and montreal specifically and lots of
37:32
places all throughout ontario
37:34
doing this and doing this amazingly well
37:37
so you can definitely replicate those
37:39
models and marketing models to to have
37:41
success right out of the gate
37:44
awesome awesome feedback guys i know a
37:46
lot a lot of people in the states right
37:47
now are looking at this and trying to
37:48
figure it out
37:49
uh there’s one guy locally that i think
37:51
he’s got one tractor he’s kind of got it
37:52
dialed in but i don’t think
37:54
the ability to scale that has really
37:55
been done at least in
37:57
um in my market and right now we’re the
38:00
third
38:00
rochester new york actually is the third
38:02
largest snowfall mark in the whole
38:03
united
38:04
states so if it hasn’t really been
38:06
adopted here i think that
38:07
at least the states this is uh kind of
38:10
the next shift of snow removal and one
38:11
thing you didn’t hit on dylan that i i
38:13
always felt that was an issue
38:14
at least in our market is was the turf
38:16
damage significantly less with these
38:18
snowblowers
38:19
and i know sometimes in a rough winter
38:20
we would be literally spending thousands
38:23
and thousands of dollars just in
38:24
materials
38:25
not even including the labor to fix
38:27
these lawns we destroyed
38:28
yeah that was uh definitely something we
38:30
had plastered all over our marketing
38:32
materials as well
38:34
just to kind of put some some scarcity
38:36
into to people’s minds
38:37
maybe not scarcity is the correct word
38:39
but
38:41
people even though it might not be 100
38:43
true they associate plows
38:45
with potentially after you implement
38:47
these
38:48
these tractors with special cutting
38:50
edges people associate these
38:52
plows with damaging driveways whether
38:55
it’s
38:55
asphalt or interlock versus these
38:59
tractors that have kind of
39:00
special uhmw kind of hard and plastic
39:04
blades that won’t scratch the interlock
39:06
so as soon as you kind of start
39:07
cementing that in people’s minds that
39:09
hey we’re not going to damage the
39:10
driveway
39:11
and there’s no need to drive on your
39:13
lawn like a plow
39:14
where you actually do need to push the
39:16
snow considerably far back
39:18
um they instantly start thinking about
39:20
this is the only reasonable option to do
39:22
it as long as the price is
39:24
is valid and then when they see the
39:25
price and the amount of service that
39:27
they can get because you’re so much more
39:29
efficient
39:30
it almost sells itself so that’s awesome
39:33
awesome dylan appreciate you dropping
39:35
some knowledge on us here
39:37
um obviously uh cody thanks for joining
39:40
us as well today uh essay weekly here
39:42
coming up
39:43
we’ve got a special guest uh hopefully
39:45
going to be announcing later
39:47
uh next week um headliner and then the
39:49
following week we’ll be diving into
39:50
accounting
39:52
and um financial numbers as well so kind
39:54
of
39:55
rounding it out if you have any
39:56
suggestions if you’re watching the essay
39:58
weekly talk show on facebook live or the
39:59
podcast
40:00
feel free to drop us a note of any
40:02
suggestions um
40:04
that you’re doing and as well uh don’t
40:06
forget if you are part of the sa
40:07
ecosystem we’ve got
40:08
uh sa thrive the basically on-demand
40:12
digital um
40:13
conference basically that is going to be
40:15
going live i believe november uh is it
40:17
10th and 11th coding
40:19
i believe you are correct i don’t have
40:21
the data i believe it is but right in
40:22
the beginning of november as always
40:24
uh obviously this would have been essay
40:26
seven but uh some individuals like
40:27
myself are
40:28
are some long time goers haven’t missed
40:30
one so i think essay probably made a
40:31
decision that uh
40:32
this would be essay thrive so hopefully
40:34
if covet is dying down and we’re back in
40:37
shape next year we can have sa7 proper
40:39
and uh
40:39
we can get the pin that we’ve been to
40:40
all seven so we are
40:42
officially saying that sa7 is delayed
40:46
to next year and this is kind of a a
40:48
whole separate
40:49
event but honestly it’s going to be just
40:52
as good
40:53
as as a normal conference except you
40:55
don’t have to buy a plane ticket you
40:56
don’t need a hotel room
40:58
you can i mean if you want to travel
41:00
somewhere you can
41:01
because uh it’ll all be online you can
41:03
watch it from acapulco if you want
41:06
love it but absolutely excited marcus
41:07
sheridan going to be the keynote speaker
41:09
martha woodward one of the certified
41:10
advisors
41:11
uh going to be doing one of the headline
41:13
talks myself as well i’ll represent
41:15
simple growth
41:16
i’m going to have jonathan toshnik a
41:18
whole bunch of the service autopilot
41:19
team is going to be out talking as well
41:21
among some other probably late arrivals
41:23
that are soon to be announced so
41:25
if you haven’t checked it out the early
41:26
bird pricing is still in effect
41:29
that can be found on the service
41:30
autopilot website as well so
41:32
we will see you again next week essay
41:33
weekly talk show 1 p.m eastern 12 p.m
41:36
central
41:36
dylan cody thanks once again and we’ll
41:38
see you guys next week
41:40
see ya see ya
41:46
if you like this show you might want to
41:48
check out our resources at
41:51
www.startsimplegrowth.com
41:53
while you’re there enter to win an
41:54
estimator chatbot
41:56
mike callahan is available for private
41:59
coaching

Callahan’s Corner: Displaying Estimate Pricing in Service Autopilot

Video Transcript

00:02
Welcome back to Callahan’s
00:03
Welcome back to Callahan’s corner, where you ask a
00:05
corner, where you ask a question we answer them live
00:06
question we answer them live right here on Facebook so
00:08
right here on Facebook so question that was submitted in
00:09
question that was submitted in the service Autopilot user
00:12
the service Autopilot user group today was how do we go in
00:13
group today was how do we go in and set up best practice for
00:15
and set up best practice for say a good better best
00:18
say a good better best scenario? Uh gentlemen had an
00:19
scenario? Uh gentlemen had an issue because when he did a
00:21
issue because when he did a good better best scenario uh it
00:22
good better best scenario uh it created a subtitle and tax and
00:25
created a subtitle and tax and a total below that and at the
00:28
a total below that and at the bottom of that, it looked like
00:29
bottom of that, it looked like sticker shock and I’m going to
00:30
sticker shock and I’m going to guess and read between the
00:31
guess and read between the lines at the bottom of the
00:33
lines at the bottom of the document. That was also a
00:35
document. That was also a subtitle um that showed up
00:36
subtitle um that showed up right. The acceptance signature
00:40
right. The acceptance signature on the view my proposal service
00:41
on the view my proposal service autopilot, so what we wanted to
00:42
autopilot, so what we wanted to do is go in and kinda demystify
00:45
do is go in and kinda demystify the different ways of using
00:47
the different ways of using service Autopilot estimate
00:49
service Autopilot estimate settings for the grid where
00:50
settings for the grid where they actually uh display the
00:53
they actually uh display the service and how we can
00:54
service and how we can customize and manipulate that
00:55
customize and manipulate that and as well um go in and change
00:58
and as well um go in and change the uh estimate total at the
01:00
the uh estimate total at the bottom and I’m gonna show you
01:01
bottom and I’m gonna show you some best practice there
01:02
some best practice there because uh in most, I’d say 99%
01:04
because uh in most, I’d say 99% of the cases when we work with.
01:08
of the cases when we work with. Uh businesses in service
01:08
Uh businesses in service Autopilot as a certified
01:10
Autopilot as a certified adviser, whether it’s an hourly
01:12
adviser, whether it’s an hourly rate or need a new or virtually
01:14
rate or need a new or virtually now need to deal with uh in our
01:16
now need to deal with uh in our d, two one-day or two-day deep
01:17
d, two one-day or two-day deep dive. Uh these are things that
01:19
dive. Uh these are things that come up. so once we’ve get the
01:20
come up. so once we’ve get the services and the pricing
01:21
services and the pricing matrix, the estimate the
01:22
matrix, the estimate the descriptions all the good stuff
01:23
descriptions all the good stuff we need how do we go in and set
01:25
we need how do we go in and set up the estimate so it displays
01:28
up the estimate so it displays properly um and II mean we’ve
01:29
properly um and II mean we’ve probably seen I’d say eight to
01:32
probably seen I’d say eight to ten uh different ways that
01:34
ten uh different ways that people display these things in
01:35
people display these things in their estimates. They come over
01:37
their estimates. They come over to service Autopilot or if
01:39
to service Autopilot or if they’ve been using service
01:40
they’ve been using service Autopilot for a little a little
01:41
Autopilot for a little a little time or a long time. um they’re
01:44
time or a long time. um they’re not too sure how to make this
01:44
not too sure how to make this happen. so what I’m gonna do is
01:45
happen. so what I’m gonna do is kinda demystify How to show
01:48
kinda demystify How to show your pricing the subtle if you
01:49
your pricing the subtle if you want it in the bottom of how to
01:51
want it in the bottom of how to actually go in and uh give you
01:52
actually go in and uh give you some best practice to Season
01:56
some best practice to Season obviously going into 21, this
01:56
obviously going into 21, this is gonna be applicable so what
01:58
is gonna be applicable so what I’m gonna do is uh open it up
01:59
I’m gonna do is uh open it up as we always do and show the
02:02
as we always do and show the screen if you have any comments
02:03
screen if you have any comments or questions regarding pricing
02:05
or questions regarding pricing how to display pricing your
02:06
how to display pricing your estimate grids um in service
02:08
estimate grids um in service Autopilot, I’m happy to answer
02:10
Autopilot, I’m happy to answer those live or in the recorded
02:11
those live or in the recorded version here but um kinda dive
02:13
version here but um kinda dive into this here for you real
02:14
into this here for you real quick. So the first thing I’ve
02:17
quick. So the first thing I’ve got on my screen here is I’m
02:19
got on my screen here is I’m going to the gear icon and I’m
02:22
going to the gear icon and I’m going to estimate settings. so
02:26
going to estimate settings. so this is the first place that
02:27
this is the first place that you would want to go here so
02:29
you would want to go here so this is going to be the default
02:31
this is going to be the default in service Autopilot so after
02:32
in service Autopilot so after the price is shown at the
02:34
the price is shown at the bottom, there’s a sub total. so
02:37
bottom, there’s a sub total. so once again, the Gentleman said,
02:38
once again, the Gentleman said, it’s it’s sticker shock cuz it
02:40
it’s it’s sticker shock cuz it took everything from the
02:42
took everything from the estimate in subtitle it out. Uh
02:43
estimate in subtitle it out. Uh I highly recommend do not. At
02:45
I highly recommend do not. At unless there’s a particular use
02:47
unless there’s a particular use case scenario that you want
02:50
case scenario that you want that in there so by default,
02:52
that in there so by default, you’re gonna see this show
02:54
you’re gonna see this show subtitle on view my proposals
02:55
subtitle on view my proposals so that’s the estimate system.
02:57
so that’s the estimate system. so we wanna dissect that as
02:59
so we wanna dissect that as best practice if you want
03:00
best practice if you want electronic signature, you wanna
03:01
electronic signature, you wanna allow capture on my view
03:04
allow capture on my view proposals. so you’re gonna have
03:05
proposals. so you’re gonna have that checked now if you’re
03:07
that checked now if you’re doing installments, we can go
03:08
doing installments, we can go in and put in the number of
03:09
in and put in the number of installments by default and we
03:13
installments by default and we also probably wanna go in where
03:13
also probably wanna go in where it says as default estimate
03:16
it says as default estimate items as one unchecked right
03:17
items as one unchecked right now by default when you start
03:19
now by default when you start service Autopilot, it’s going
03:19
service Autopilot, it’s going to be checked We want. Like
03:22
to be checked We want. Like that, so the consumer has to
03:24
that, so the consumer has to check on those checkbox to
03:25
check on those checkbox to select the service that they
03:27
select the service that they want now the last thing I would
03:28
want now the last thing I would recommend if you once you’re on
03:29
recommend if you once you’re on the screen on the gear kind
03:31
the screen on the gear kind settings is we’ve got view my
03:33
settings is we’ve got view my proposal subtitles turned off
03:35
proposal subtitles turned off the signatures on We’ve got
03:37
the signatures on We’ve got default estimates as one
03:39
default estimates as one unchecked set up the number of
03:40
unchecked set up the number of installments if you ever have
03:42
installments if you ever have dynamic um installment on your
03:44
dynamic um installment on your estimate and then the last
03:45
estimate and then the last thing is you look at it. Print
03:47
thing is you look at it. Print package items is gonna be
03:48
package items is gonna be empty. You’re gonna click on
03:50
empty. You’re gonna click on this and what I’m gonna
03:51
this and what I’m gonna recommend is package item total
03:53
recommend is package item total only that is gonna waive
03:55
only that is gonna waive getting. From the additional
03:57
getting. From the additional sticker shock, I’ve seen the
03:58
sticker shock, I’ve seen the whole package. It’s gonna break
03:59
whole package. It’s gonna break it up per visitor per round, so
04:01
it up per visitor per round, so those are the things that the
04:03
those are the things that the gear icon settings I’d
04:04
gear icon settings I’d recommend now. the next thing
04:06
recommend now. the next thing is you’re gonna go into the
04:07
is you’re gonna go into the gear icon. Now we’re gonna go
04:09
gear icon. Now we’re gonna go into where the actual prices
04:11
into where the actual prices are displayed in the estimate
04:14
are displayed in the estimate document editor. It’s called
04:15
document editor. It’s called dynamic content in this part of
04:17
dynamic content in this part of the system. It’s called grid
04:19
the system. It’s called grid little confusing, so you’re
04:20
little confusing, so you’re asking grid and your dynamic
04:22
asking grid and your dynamic content are identical and I can
04:23
content are identical and I can show you what that looks like.
04:26
show you what that looks like. Here uh but the main thing is I
04:26
Here uh but the main thing is I wanna show you how to
04:27
wanna show you how to manipulate these things so
04:29
manipulate these things so we’re gonna go in and type in
04:32
we’re gonna go in and type in grid grid, not invoice grid,
04:33
grid grid, not invoice grid, but the grid now invoice grid
04:35
but the grid now invoice grid will help you manipulate how
04:37
will help you manipulate how your or your invoices are
04:38
your or your invoices are shown, but this video is gonna
04:39
shown, but this video is gonna be answering the question asked
04:41
be answering the question asked grid. So obviously I’ve got a
04:42
grid. So obviously I’ve got a whole bunch of ones here and
04:43
whole bunch of ones here and I’ve got some of the
04:44
I’ve got some of the marketplace. I’ve got that MP
04:46
marketplace. I’ve got that MP off but we’re gonna do is go in
04:47
off but we’re gonna do is go in and arid. I’m gonna just go in
04:49
and arid. I’m gonna just go in default and grab this. what you
04:50
default and grab this. what you got here is um this custom
04:54
got here is um this custom grid. so I’m just gonna call
04:54
grid. so I’m just gonna call this our test uh Facebook. Name
04:58
this our test uh Facebook. Name that out and right now, we’ve
05:01
that out and right now, we’ve got main and service
05:03
got main and service subscription quantity rate and
05:05
subscription quantity rate and amount. so first thing is how
05:06
amount. so first thing is how do you want to display? I’d say
05:08
do you want to display? I’d say about 95% of the ones that we
05:09
about 95% of the ones that we set up and almost 100% in my
05:12
set up and almost 100% in my company literally had it set up
05:13
company literally had it set up like this now when you toggle
05:15
like this now when you toggle table to paragraph most people
05:17
table to paragraph most people don’t realize this, but you can
05:18
don’t realize this, but you can actually have a paragraph
05:19
actually have a paragraph version of this as well and
05:21
version of this as well and grab this little green icon and
05:22
grab this little green icon and pull and lower those. this is
05:24
pull and lower those. this is kind of a preview of what it
05:25
kind of a preview of what it looks like so sometimes for
05:27
looks like so sometimes for holiday lights. This may be a
05:29
holiday lights. This may be a way you wanna show this, but
05:29
way you wanna show this, but this example, most people are
05:31
this example, most people are gonna use the table. Uh we can
05:33
gonna use the table. Uh we can do the text If we want, it’s a
05:35
do the text If we want, it’s a new time, we can change that um
05:37
new time, we can change that um or we can stick with the
05:38
or we can stick with the default of uh say aerial now
05:41
default of uh say aerial now you can drag and drop this the
05:43
you can drag and drop this the quantity could be before the
05:44
quantity could be before the rate or the amount uh these are
05:46
rate or the amount uh these are dragon drops so that you can
05:47
dragon drops so that you can manipulate this now you can
05:49
manipulate this now you can also go in and highlight this
05:53
also go in and highlight this header so instead of name of
05:54
header so instead of name of description, it could be uh.
06:00
description, it could be uh. Service, Whatever it is, I’m
06:00
Service, Whatever it is, I’m gonna type disturbance and a
06:02
gonna type disturbance and a name description uh so service
06:04
name description uh so service item now rate and quantity.
06:07
item now rate and quantity. Maybe I don’t want those and
06:08
Maybe I don’t want those and I’m assuming in most areas for
06:09
I’m assuming in most areas for landscape maintenance and
06:11
landscape maintenance and cleaning. You’re not gonna have
06:12
cleaning. You’re not gonna have this so what we do is scroll
06:12
this so what we do is scroll down here and we remove the
06:15
down here and we remove the rate and remove the quantities
06:16
rate and remove the quantities Now you’ve got your service
06:17
Now you’ve got your service item or service uh quote and
06:20
item or service uh quote and you’ve got your amount so you
06:21
you’ve got your amount so you have the two of them there once
06:22
have the two of them there once again that header you can click
06:24
again that header you can click in there and change that to or
06:27
in there and change that to or say whatever you want now the.
06:29
say whatever you want now the. In the Callahan’s corner was
06:31
In the Callahan’s corner was well, I’ve got some total tax
06:33
well, I’ve got some total tax in total here and what it’s
06:35
in total here and what it’s gonna do is calculate all of
06:37
gonna do is calculate all of the services lined up and they
06:38
the services lined up and they select them. so what we’re
06:41
select them. so what we’re gonna do is recommend is go in
06:45
gonna do is recommend is go in and show the grid lines and
06:45
and show the grid lines and then the next thing we’re gonna
06:47
then the next thing we’re gonna do is scroll down and put our
06:49
do is scroll down and put our grid lines in here but what I’m
06:51
grid lines in here but what I’m gonna recommend is uh where it
06:53
gonna recommend is uh where it says show subtitle. I’m gonna
06:55
says show subtitle. I’m gonna get rid of that now If we have
06:57
get rid of that now If we have discounts, we can show that as
06:59
discounts, we can show that as well uh but I. Right now is get
07:02
well uh but I. Right now is get rid of the tax and the grand
07:05
rid of the tax and the grand total and have it just like
07:06
total and have it just like this and the reason being is
07:08
this and the reason being is you’re gonna have that sticker
07:08
you’re gonna have that sticker shock that confusion now what
07:10
shock that confusion now what you’re gonna do is if you do
07:12
you’re gonna do is if you do charge sales tax at the bottom
07:13
charge sales tax at the bottom of your estimate document we’d
07:14
of your estimate document we’d have a little saying. Hey, this
07:16
have a little saying. Hey, this includes a New York state sales
07:18
includes a New York state sales tax, plus whatever you agreed
07:20
tax, plus whatever you agreed to, but this is gonna be the
07:21
to, but this is gonna be the cleanest nicest way to display
07:24
cleanest nicest way to display your services in um service
07:27
your services in um service auto pilot. Now we can go in
07:28
auto pilot. Now we can go in and manipulate the colors and
07:30
and manipulate the colors and the grid lines um so maybe we
07:32
the grid lines um so maybe we wanted to make this grid lines
07:32
wanted to make this grid lines red um not too. You would, but
07:36
red um not too. You would, but it maybe you did um so we can
07:37
it maybe you did um so we can go in and customize the view of
07:40
go in and customize the view of this whole entire product here.
07:42
this whole entire product here. So what’s gonna happen is this
07:44
So what’s gonna happen is this here is your dynamic content to
07:46
here is your dynamic content to the estimate grid is a dynamic
07:48
the estimate grid is a dynamic content. so in the documentary
07:49
content. so in the documentary we pull and drag that in that’s
07:51
we pull and drag that in that’s where your prices are displayed
07:52
where your prices are displayed the estimate um settings the
07:57
the estimate um settings the subtitle is on the bottom of
07:59
subtitle is on the bottom of view my proposal that page
08:01
view my proposal that page where it subtitles everything
08:03
where it subtitles everything that’s been selected um and
08:04
that’s been selected um and that is gonna be con. For the
08:07
that is gonna be con. For the consumer and it’s also gonna
08:07
consumer and it’s also gonna create sticker shock so you
08:08
create sticker shock so you don’t in my opinion you do not
08:10
don’t in my opinion you do not want to do that so first thing
08:11
want to do that so first thing if you’re setting service
08:13
if you’re setting service autopilot if you want to
08:14
autopilot if you want to recreate your process go to the
08:15
recreate your process go to the gear icon estimate settings
08:18
gear icon estimate settings turn this off as some items is
08:21
turn this off as some items is one uncheck that if you’re
08:22
one uncheck that if you’re using packages uh packaged item
08:25
using packages uh packaged item total only and we would wanna
08:28
total only and we would wanna go in and um hit those areas
08:33
go in and um hit those areas now if you’re in.
08:38
And instant here and let me
08:39
And instant here and let me pull this up. so I’m gonna go
08:41
pull this up. so I’m gonna go to the gear icon Document
08:42
to the gear icon Document editor and I’m gonna show you
08:44
editor and I’m gonna show you just where this piece comes in
08:45
just where this piece comes in just so you can see it.
08:50
So if we go in to add a
08:53
So if we go in to add a document and we grab the
08:54
document and we grab the document type of an estimate uh
08:57
document type of an estimate uh first thing we’re gonna do is
08:58
first thing we’re gonna do is grab the estimate type of the
08:59
grab the estimate type of the document and that’s gonna
09:00
document and that’s gonna create some things where we
09:02
create some things where we have to connect uh the system
09:03
have to connect uh the system so you’re gonna go in and
09:05
so you’re gonna go in and select the estimate uh document
09:07
select the estimate uh document it’s gonna be tied into an
09:09
it’s gonna be tied into an email and ask acceptance email
09:13
email and ask acceptance email um and those are gonna be the
09:14
um and those are gonna be the two main parts that you need.
09:15
two main parts that you need. So once you go in here, we’re
09:16
So once you go in here, we’re gonna select that document type
09:18
gonna select that document type of an estimate and we would
09:19
of an estimate and we would name.
09:23
Email. We’d go in and connect
09:24
Email. We’d go in and connect you to the email in the system
09:26
you to the email in the system so this email would be the
09:29
so this email would be the email goes out to say Hey,
09:30
email goes out to say Hey, thanks for requesting estimate.
09:32
thanks for requesting estimate. Click here to um you see your
09:35
Click here to um you see your pricing so let me see what
09:37
pricing so let me see what we’ve got in here uh. So here’s
09:43
we’ve got in here uh. So here’s a test email that as a
09:44
a test email that as a confirmation email is the email
09:46
confirmation email is the email once they accept the estimate
09:47
once they accept the estimate that automatically triggers.
09:48
that automatically triggers. It’s like hey Missus Smith.
09:52
It’s like hey Missus Smith. We’ve acknowledged won this
09:53
We’ve acknowledged won this awesome or accepted it will be
09:54
awesome or accepted it will be out. so once you’ve got this
09:55
out. so once you’ve got this here, you’ve got a lot of
09:57
here, you’ve got a lot of people also asking in service
09:58
people also asking in service Autopilot ecosystem. How do I
09:59
Autopilot ecosystem. How do I include a PDF or not include a
10:01
include a PDF or not include a PDF of the estimate in the
10:02
PDF of the estimate in the email? So this is it right here
10:04
email? So this is it right here we toggle that on and off so if
10:06
we toggle that on and off so if you want a attachment in the
10:08
you want a attachment in the email of the estimate, that’s
10:10
email of the estimate, that’s how you do it. If you don’t you
10:10
how you do it. If you don’t you toggle it off and then we’d hit
10:12
toggle it off and then we’d hit so what’s gonna. Here is a
10:14
so what’s gonna. Here is a estimate um document canvas.
10:18
estimate um document canvas. Now we’ve got a lot of videos
10:19
Now we’ve got a lot of videos around the document editor, but
10:20
around the document editor, but the one thing I do wanna hit on
10:22
the one thing I do wanna hit on here is I’m gonna use the blank
10:23
here is I’m gonna use the blank template but what I’m gonna do
10:25
template but what I’m gonna do is go in and drag this drag and
10:26
is go in and drag this drag and drop builder in here and you
10:29
drop builder in here and you can grab some structure so up
10:30
can grab some structure so up here. We’d have some tax we
10:33
here. We’d have some tax we have their name their address
10:35
have their name their address uh estimate number how good
10:37
uh estimate number how good it’s uh how long it’s
10:38
it’s uh how long it’s available, but the main thing
10:39
available, but the main thing is under content when we go
10:40
is under content when we go into the middle of the document
10:42
into the middle of the document here this dynamic. When we
10:44
here this dynamic. When we click on this is the place
10:47
click on this is the place where the prices is displayed
10:49
where the prices is displayed and if we scroll down our uh
10:53
and if we scroll down our uh Facebook uh estimate is in
10:55
Facebook uh estimate is in here. We plugged that in uh the
10:59
here. We plugged that in uh the main thing is when you’re done
11:01
main thing is when you’re done as this anytime you go into it.
11:02
as this anytime you go into it. We need to go and delete this
11:04
We need to go and delete this drag the content back in and
11:06
drag the content back in and hit save and that will save the
11:07
hit save and that will save the documents so comment your
11:09
documents so comment your questions drop below Callahan’s
11:10
questions drop below Callahan’s corner. You ask the questions
11:11
corner. You ask the questions we answered live right here on
11:13
we answered live right here on Facebook everything today
11:14
Facebook everything today around estimate settings and
11:16
around estimate settings and estimate price displaying and
11:18
estimate price displaying and how to customize it to the way
11:19
how to customize it to the way you wanna show your documents
11:21
you wanna show your documents and pricing in your service.
11:22
and pricing in your service. Autopilot account. We’ll see
11:23
Autopilot account. We’ll see you again tomorrow on

What You Need To Know Before Hiring a Person to Run/Manage Your Business

Video Transcript

00:00
Hey Mike Callahan wanted to
00:02
Hey Mike Callahan wanted to make a quick video. I had a
00:04
make a quick video. I had a question submitted on
00:04
question submitted on Callahan’s last week of what
00:08
Callahan’s last week of what should you do or what are the
00:10
should you do or what are the skill sets you need to look for
00:12
skill sets you need to look for when going to hire someone to
00:14
when going to hire someone to run or manage your service
00:16
run or manage your service business? Well, I’ve had the
00:17
business? Well, I’ve had the pleasure of hiring several
00:18
pleasure of hiring several individuals to actually run my
00:20
individuals to actually run my company um Callahan’s lawn care
00:23
company um Callahan’s lawn care and I’m in my mastermind groups
00:25
and I’m in my mastermind groups and different people. I’ve met
00:26
and different people. I’ve met with uh we’ve had very similar
00:28
with uh we’ve had very similar discussions um but there is a
00:31
discussions um but there is a few key commonalities that I
00:33
few key commonalities that I would highly. Recommend looking
00:35
would highly. Recommend looking at before you go out to hire an
00:38
at before you go out to hire an individual to either manage or
00:39
individual to either manage or run your business, whether
00:41
run your business, whether you’re still hands on as a
00:41
you’re still hands on as a business owner for the day to
00:43
business owner for the day to day or if you’re looking for
00:44
day or if you’re looking for somebody to actually run the
00:45
somebody to actually run the business uh there’s one or two
00:47
business uh there’s one or two major things that I’m over the
00:48
major things that I’m over the four or five main things that I
00:49
four or five main things that I would highly recommend that I
00:50
would highly recommend that I was lucky enough to get right
00:52
was lucky enough to get right or some of the things we
00:53
or some of the things we actually got wrong when we went
00:54
actually got wrong when we went to go higher for this position
00:56
to go higher for this position multiple times, but the first
00:57
multiple times, but the first thing that you really wanna
00:57
thing that you really wanna look at is the person going to
01:01
look at is the person going to run your business or manage
01:01
run your business or manage your business. Been there to
01:04
your business. Been there to the next level? so let’s say we
01:07
the next level? so let’s say we are at a million or maybe
01:08
are at a million or maybe 1.2000000 in sales has that
01:11
1.2000000 in sales has that person seen the playbook for
01:14
person seen the playbook for 1.75 or 2000000 cuz it’s a
01:16
1.75 or 2000000 cuz it’s a significantly different
01:16
significantly different playbook at 2000000 versus a
01:19
playbook at 2000000 versus a business at 1000000. So do they
01:21
business at 1000000. So do they know what the PlayBook look
01:22
know what the PlayBook look likes? do they have the
01:24
likes? do they have the experience so uh we definitely
01:25
experience so uh we definitely wanna make sure that they’ve
01:26
wanna make sure that they’ve been at least one level above
01:28
been at least one level above where they’re going to be in
01:29
where they’re going to be in your business. so they know
01:30
your business. so they know what that road map looks like
01:31
what that road map looks like for success. You wanna look at
01:34
for success. You wanna look at is does he or she have the
01:36
is does he or she have the playbook and the experience for
01:37
playbook and the experience for the next level, so they know
01:39
the next level, so they know where they’re going and what
01:40
where they’re going and what the process and system should
01:41
the process and system should look like inside the business
01:43
look like inside the business um be able to scale to that
01:44
um be able to scale to that next level, so you wanna hire
01:46
next level, so you wanna hire at least one stage above the
01:48
at least one stage above the existing stage. you’re in the
01:50
existing stage. you’re in the next thing is hiring and this
01:52
next thing is hiring and this is probably one of the most
01:54
is probably one of the most important things outside of uh
01:56
important things outside of uh having them for the playbook
01:58
having them for the playbook experience to where your
01:59
experience to where your business is going um but hiring
02:01
business is going um but hiring is. Issue right now Bottleneck
02:05
is. Issue right now Bottleneck in all service businesses and
02:07
in all service businesses and it was even before labor
02:09
it was even before labor issues. So what I’m gonna
02:10
issues. So what I’m gonna suggest is if you’re looking to
02:12
suggest is if you’re looking to find uh a gentleman or lady to
02:14
find uh a gentleman or lady to run your service business, they
02:14
run your service business, they need to know how to hire now if
02:18
need to know how to hire now if they don’t have experience of
02:21
they don’t have experience of hiring on a regular basis in
02:22
hiring on a regular basis in their previous job for a
02:25
their previous job for a certain position that’s similar
02:26
certain position that’s similar to the ones you have you are
02:27
to the ones you have you are gonna be in massive trouble and
02:30
gonna be in massive trouble and I’m gonna suggest that this new
02:31
I’m gonna suggest that this new individual managing or running
02:33
individual managing or running your business should be
02:34
your business should be spending uh twenty. Other times
02:36
spending uh twenty. Other times so 20% of the time should
02:39
so 20% of the time should literally be going out and
02:40
literally be going out and hiring people and even if we
02:43
hiring people and even if we don’t need people, we’re
02:43
don’t need people, we’re building that virtual bench
02:44
building that virtual bench that we always talk about so
02:46
that we always talk about so they’re going out and
02:47
they’re going out and interviewing for all the
02:47
interviewing for all the positions in the business and
02:49
positions in the business and I’m gonna save 20% of the time
02:51
I’m gonna save 20% of the time should be spent on labor and
02:53
should be spent on labor and hiring and interviewing so a
02:55
hiring and interviewing so a rule a rough rule of thumb is
02:57
rule a rough rule of thumb is they should be going out and
02:59
they should be going out and having um six interviews a
03:02
having um six interviews a week, so that means that they
03:03
week, so that means that they should be having a little more
03:04
should be having a little more than one interview a week a day
03:06
than one interview a week a day per week, so six interviews a
03:08
per week, so six interviews a week um at least a. Of one
03:11
week um at least a. Of one interview per day, uh is that
03:13
interview per day, uh is that breaks out an average now they
03:14
breaks out an average now they may be chunking the schedule
03:15
may be chunking the schedule out and blocking it, but on
03:17
out and blocking it, but on average they should be running
03:18
average they should be running um 20% of their time in hiring
03:22
um 20% of their time in hiring and it’s going to be uh going
03:24
and it’s going to be uh going out to networking events and
03:25
out to networking events and different things like that, not
03:26
different things like that, not just the interview process but
03:28
just the interview process but going out and building that
03:30
going out and building that virtual bench creating
03:31
virtual bench creating relationships through dealers
03:32
relationships through dealers and networking and other
03:34
and networking and other business owners um but we
03:35
business owners um but we should be doing uh at least one
03:37
should be doing uh at least one interview a day potentially six
03:39
interview a day potentially six interviews a week so around 20%
03:41
interviews a week so around 20% of. Managers or business person
03:44
of. Managers or business person running your business time
03:45
running your business time should really be focused on
03:48
should really be focused on building that virtual benching
03:50
building that virtual benching going out and hiring. so where
03:51
going out and hiring. so where this gets ugly is uh if the
03:55
this gets ugly is uh if the individual you hire doesn’t
03:57
individual you hire doesn’t have experience so once again
03:59
have experience so once again that next level of business, so
04:01
that next level of business, so like if you’re a million, maybe
04:03
like if you’re a million, maybe they’ve run a $2000000 a year
04:05
they’ve run a $2000000 a year company they’ve seen that
04:07
company they’ve seen that playbook. They know how to go
04:09
playbook. They know how to go out and hire a players now the
04:12
out and hire a players now the individually you’re. Hired to
04:14
individually you’re. Hired to run your business is most
04:15
run your business is most likely I’m hoping in a player
04:18
likely I’m hoping in a player um, but the problem is a
04:19
um, but the problem is a players don’t always typically
04:22
players don’t always typically hire a players cuz if a players
04:24
hire a players cuz if a players that are running the a player
04:25
that are running the a player that’s running your business or
04:26
that’s running your business or managing your business doesn’t
04:28
managing your business doesn’t have the experience and
04:30
have the experience and understand how to go out and
04:33
understand how to go out and interview and find cultural and
04:34
interview and find cultural and values alignment and making
04:36
values alignment and making sure very similar to like uh
04:38
sure very similar to like uh Jim Collins is good to great.
04:38
Jim Collins is good to great. We wanna make sure we got the
04:40
We wanna make sure we got the right people on the right seats
04:41
right people on the right seats on the bus. You’ll find is even
04:43
on the bus. You’ll find is even if you take a player in 20% of
04:46
if you take a player in 20% of the time is going out
04:48
the time is going out recruiting uh hopefully a
04:50
recruiting uh hopefully a applicants for your business.
04:50
applicants for your business. What you’re gonna find is if
04:52
What you’re gonna find is if they don’t know how to hire
04:54
they don’t know how to hire they’re gonna start going out
04:55
they’re gonna start going out and hiring the wrong
04:57
and hiring the wrong individuals and if they need to
04:58
individuals and if they need to get bodies in the door a lot of
05:01
get bodies in the door a lot of times if they don’t know how to
05:02
times if they don’t know how to hire and they don’t have that
05:03
hire and they don’t have that skill set. they’re gonna start
05:05
skill set. they’re gonna start bringing in BC players and what
05:06
bringing in BC players and what that’s gonna do is literally
05:09
that’s gonna do is literally bring down the quality level
05:11
bring down the quality level and the culture. In your
05:13
and the culture. In your business because your a players
05:14
business because your a players are gonna have that you already
05:15
are gonna have that you already have on your team are gonna
05:17
have on your team are gonna start feeling animosity because
05:18
start feeling animosity because they have to cover the B and C
05:21
they have to cover the B and C players to continue the quality
05:22
players to continue the quality of work and the production that
05:23
of work and the production that you’re putting on them So first
05:25
you’re putting on them So first thing is we wanna we wanna go
05:27
thing is we wanna we wanna go out and find somebody who’s
05:29
out and find somebody who’s been where your company is
05:29
been where your company is going so they have that
05:31
going so they have that playbook and they understand
05:32
playbook and they understand and can see the hurdles um in
05:34
and can see the hurdles um in different fires that are
05:35
different fires that are popping up in growth cuz
05:37
popping up in growth cuz they’ve been there and they’ve
05:37
they’ve been there and they’ve seen and they’ve broken and how
05:38
seen and they’ve broken and how to handle them, but a alongside
05:40
to handle them, but a alongside that just as important as. To
05:41
that just as important as. To know how to hire and they need
05:43
know how to hire and they need to have previous experience of
05:45
to have previous experience of going in and hiring a players
05:48
going in and hiring a players and not just running through
05:49
and not just running through the motions to put bodies in
05:50
the motions to put bodies in the field of hiring those BNC
05:52
the field of hiring those BNC players and I think this could
05:53
players and I think this could be very detrimental. it can set
05:55
be very detrimental. it can set you back a year or two um in
05:57
you back a year or two um in the progression of your
05:58
the progression of your business, so not only is enough
06:00
business, so not only is enough that they have that industry
06:01
that they have that industry experience in the person
06:02
experience in the person running the business as an a
06:04
running the business as an a player, but do they know how to
06:05
player, but do they know how to go out and recruit and
06:07
go out and recruit and interview and hire additional a
06:09
interview and hire additional a players that line up with. In
06:11
players that line up with. In your mission and vision and
06:13
your mission and vision and values so what I would say is
06:16
values so what I would say is if you’re going to hire this
06:17
if you’re going to hire this new individual that’s running
06:18
new individual that’s running the business. It’s not only
06:19
the business. It’s not only enough to make sure that
06:20
enough to make sure that they’re a good cultural fit
06:22
they’re a good cultural fit they align with the strategic
06:24
they align with the strategic vision of your business, but
06:25
vision of your business, but you need to go out and talk to
06:26
you need to go out and talk to other people. They’ve worked
06:28
other people. They’ve worked with through a referral network
06:29
with through a referral network of people they’ve hired and
06:32
of people they’ve hired and people that they’ve worked with
06:32
people that they’ve worked with around their hiring process to
06:34
around their hiring process to actually see if they actually
06:37
actually see if they actually have the skill set to actually
06:38
have the skill set to actually go out and hire a players and
06:39
go out and hire a players and like. Said this will be the
06:43
like. Said this will be the quickest thing it can set you
06:44
quickest thing it can set you back 12 months 24 months if
06:46
back 12 months 24 months if this person comes in and just
06:48
this person comes in and just haphazardly starts, hiring the
06:50
haphazardly starts, hiring the wrong people so we need to go
06:51
wrong people so we need to go out and make sure that 20% of
06:53
out and make sure that 20% of this new managers time or
06:55
this new managers time or business uh whatever the
06:56
business uh whatever the position is running the
06:58
position is running the business um 20% of the time is
07:00
business um 20% of the time is going out and recruiting and
07:01
going out and recruiting and finding a players and we need
07:03
finding a players and we need to do some due diligence to
07:04
to do some due diligence to make sure they know how to hire
07:05
make sure they know how to hire a players and they have a track
07:07
a players and they have a track record of bringing in a players
07:08
record of bringing in a players and that will continue to
07:10
and that will continue to evolve the business along
07:12
evolve the business along quality standards in production
07:13
quality standards in production and reinforce with the team you
07:14
and reinforce with the team you already have because if you
07:15
already have because if you start adding B and You’re
07:17
start adding B and You’re eighteen players literally uh
07:20
eighteen players literally uh we’ll get disenfranchise and
07:21
we’ll get disenfranchise and leave your business. Then
07:22
leave your business. Then you’ve got an issue now. The
07:24
you’ve got an issue now. The next thing is does this new
07:25
next thing is does this new manager actually know how to
07:27
manager actually know how to manage do they know how to
07:28
manage do they know how to handle people a lot of times in
07:30
handle people a lot of times in the service industry,
07:32
the service industry, especially you’ve got certain
07:33
especially you’ve got certain people that um you need to talk
07:35
people that um you need to talk to one individual in a certain
07:37
to one individual in a certain way to coach them up and train
07:38
way to coach them up and train with them and get them to
07:41
with them and get them to evolve in your corporation and
07:43
evolve in your corporation and then I and another individual
07:45
then I and another individual um we may have to handle. But
07:48
um we may have to handle. But it’s how they intake uh
07:50
it’s how they intake uh feedback and how we interact
07:52
feedback and how we interact with them based on their
07:53
with them based on their personality and how they
07:54
personality and how they actually learn so some of the
07:56
actually learn so some of the people when you interact with
07:58
people when you interact with them like you can be very
08:00
them like you can be very straightforward and completely
08:00
straightforward and completely blunt and like hey you screwed
08:02
blunt and like hey you screwed this up uh let’s work on
08:04
this up uh let’s work on together and fix it and this is
08:04
together and fix it and this is how you fix it. Other people
08:07
how you fix it. Other people you may have to go in and
08:09
you may have to go in and really um take constructive
08:11
really um take constructive criticism and take it to a
08:12
criticism and take it to a whole different level because
08:12
whole different level because if you’re too um upfront with
08:15
if you’re too um upfront with this.
08:19
They will shut down they won’t
08:19
They will shut down they won’t take the information so can
08:23
take the information so can this guy or girl that you’ve
08:24
this guy or girl that you’ve hired manage your business
08:25
hired manage your business actually manage to be able to
08:25
actually manage to be able to pivot based on the person and
08:26
pivot based on the person and have a relationship with them
08:27
have a relationship with them um and not alienate people on
08:29
um and not alienate people on your team through uh flexible
08:32
your team through uh flexible management styles. What we’re
08:32
management styles. What we’re looking at and then the final
08:33
looking at and then the final thing um around people’s skills
08:37
thing um around people’s skills is they need to be relatable.
08:38
is they need to be relatable. They need to be able to go out
08:40
They need to be able to go out and uh hopefully do most of the
08:42
and uh hopefully do most of the jobs and be able to model them.
08:44
jobs and be able to model them. um where I’m going with this is
08:45
um where I’m going with this is very similar to the
08:46
very similar to the autobiography of uh Dave
08:48
autobiography of uh Dave Thomas, the founder of Wendy’s,
08:50
Thomas, the founder of Wendy’s, is he was in his mid. 80s and
08:52
is he was in his mid. 80s and that autobiography one of the
08:54
that autobiography one of the younger guys or girls on the
08:55
younger guys or girls on the hamburger line on the grill, um
08:59
hamburger line on the grill, um basically took a shot at Dave
09:00
basically took a shot at Dave and said. You know it can’t be
09:02
and said. You know it can’t be done that fast and this that
09:03
done that fast and this that the other uh so this guy in his
09:04
the other uh so this guy in his mid 80s, pulled up this apron
09:06
mid 80s, pulled up this apron pulled out a spatula and stood
09:09
pulled out a spatula and stood there right with his crew of
09:11
there right with his crew of you know early 20 year olds and
09:13
you know early 20 year olds and he ran circles around him so he
09:15
he ran circles around him so he could model the behavior. so
09:17
could model the behavior. so not only could he talk about it
09:18
not only could he talk about it and explain it, but he could
09:19
and explain it, but he could model it in a production that
09:22
model it in a production that was acceptable and. Quality
09:24
was acceptable and. Quality constraint and then the real
09:26
constraint and then the real cool thing is if they can do
09:28
cool thing is if they can do that and the full package is do
09:30
that and the full package is do they know how to train the
09:34
they know how to train the trainer so a lot of times we
09:35
trainer so a lot of times we have a players on our field
09:38
have a players on our field teams um so whether it’s a lawn
09:39
teams um so whether it’s a lawn care home clean they can go out
09:41
care home clean they can go out and mow the grass and trim the
09:42
and mow the grass and trim the grass and blow it or in
09:43
grass and blow it or in cleaning they can do a top to
09:45
cleaning they can do a top to bottom deluxe, but to actually
09:46
bottom deluxe, but to actually take that skill set and model
09:49
take that skill set and model it in train it is a completely
09:51
it in train it is a completely different skill sets. you may
09:52
different skill sets. you may have somebody you can actually
09:53
have somebody you can actually do it and perform the work, but
09:54
do it and perform the work, but can they actually break it? And
09:57
can they actually break it? And be constructive and positive
10:00
be constructive and positive and teach the actual skills
10:01
and teach the actual skills themselves so the the final
10:03
themselves so the the final perfect thing I have in my
10:05
perfect thing I have in my opinion is this manager running
10:06
opinion is this manager running your business is can they go
10:07
your business is can they go out and train the trainer and
10:09
out and train the trainer and maybe some smaller
10:10
maybe some smaller organizations They are the
10:11
organizations They are the trainers. So can they be the
10:13
trainers. So can they be the trainer and then can they want
10:14
trainer and then can they want you to evolve into that level?
10:16
you to evolve into that level? Can they train the trainer and
10:17
Can they train the trainer and hold that trainer accountable.
10:19
hold that trainer accountable. so as we’re breaking it down,
10:21
so as we’re breaking it down, we’re going out to find
10:21
we’re going out to find something to run the business
10:23
something to run the business either day to day or you’re
10:25
either day to day or you’re becoming an owner, a business
10:26
becoming an owner, a business owner. so the first thing you
10:27
owner. so the first thing you wanna do is the person.
10:29
wanna do is the person. Day-to-day needs to know what
10:31
Day-to-day needs to know what the next level looks like they
10:32
the next level looks like they gotta have that experience. so
10:33
gotta have that experience. so they know that playbook cuz
10:34
they know that playbook cuz that playbook from a half a
10:36
that playbook from a half a million to a million is
10:37
million to a million is completely different from a
10:38
completely different from a million to 2000000 is
10:41
million to 2000000 is completely different as well,
10:41
completely different as well, so we wanna be able to see what
10:42
so we wanna be able to see what are the hurdles. What are the
10:44
are the hurdles. What are the obstacles are running that size
10:45
obstacles are running that size of a business so as they evolve
10:46
of a business so as they evolve up in your business at that
10:48
up in your business at that point, they’ve already seen it.
10:49
point, they’ve already seen it. They understand it. We wanna
10:50
They understand it. We wanna make sure that they can go out
10:51
make sure that they can go out and hire and not only can they
10:53
and hire and not only can they hire, But they know how to hire
10:55
hire, But they know how to hire a players. They have a track
10:56
a players. They have a track record that we could track.
10:57
record that we could track. They should be spending
10:58
They should be spending approximately 20% of their job
11:01
approximately 20% of their job is going out in the hiring
11:02
is going out in the hiring process so whether it’s
11:04
process so whether it’s networking recruiting uh
11:05
networking recruiting uh refining the hiring skills, but
11:07
refining the hiring skills, but we need to go out and double
11:07
we need to go out and double check that they’ve have a track
11:09
check that they’ve have a track record of hiring a players and
11:10
record of hiring a players and then not bringing those BNC
11:12
then not bringing those BNC players in just to fill the
11:13
players in just to fill the gaps when we need bodies and
11:14
gaps when we need bodies and that’s gonna really if they
11:15
that’s gonna really if they bring the B and B in season,
11:17
bring the B and B in season, that’s gonna just de escalate
11:19
that’s gonna just de escalate the the the culture and
11:21
the the the culture and everything else you have going
11:21
everything else you have going on in your business because
11:22
on in your business because let’s face it a players are
11:25
let’s face it a players are gonna rise the occasion and
11:25
gonna rise the occasion and fill the gaps or BC player on
11:28
fill the gaps or BC player on that crew and do the extra work
11:29
that crew and do the extra work but at some point, it’s gonna
11:31
but at some point, it’s gonna burn them out. They’re gonna
11:31
burn them out. They’re gonna it’s this franchise and.
11:36
Stop caring or just leave your
11:36
Stop caring or just leave your business completely, so we
11:37
business completely, so we wanna make sure that new person
11:37
wanna make sure that new person run the business knows how to
11:38
run the business knows how to get an a player in there and
11:40
get an a player in there and they have a track record of
11:41
they have a track record of hiring a players so we need to
11:43
hiring a players so we need to go out and do our due diligence
11:44
go out and do our due diligence before we hire this individual.
11:45
before we hire this individual. we can’t jump to that. they
11:47
we can’t jump to that. they know how to manage they know
11:48
know how to manage they know how to interact with different
11:50
how to interact with different personalities to bring them up
11:52
personalities to bring them up and coach them up to your
11:54
and coach them up to your strategic plan and your mission
11:55
strategic plan and your mission vision values. They have people
11:57
vision values. They have people skills that can interact and
12:00
skills that can interact and they know how to train people
12:02
they know how to train people or train the. Depending on the
12:04
or train the. Depending on the size of the business, so no
12:06
size of the business, so no knowing where you’re going,
12:07
knowing where you’re going, they’ve been there, they got
12:08
they’ve been there, they got the playbook hiring skills uh
12:11
the playbook hiring skills uh management people skills and be
12:12
management people skills and be able to train um those are the
12:13
able to train um those are the core things I look at when I go
12:15
core things I look at when I go to hire someone to run my
12:17
to hire someone to run my service business. so come with
12:18
service business. so come with your questions drop below um
12:20
your questions drop below um but very important topic. I’m
12:22
but very important topic. I’m glad somebody asked that
12:23
glad somebody asked that question uh Callahan’s corner.
12:24
question uh Callahan’s corner. You ask the questions we
12:25
You ask the questions we answered live right here on

SA Weekly Talk Show: Mike Baum Covering Equipment, Maintenance, & Vendor Relationships

Video Transcript

00:03
Welcome back to the essay.
00:04
Welcome back to the essay. Weekly Talk show Mike Allen
00:05
Weekly Talk show Mike Allen here with Co-host Cody Owen uh
00:08
here with Co-host Cody Owen uh that’s be confused with any
00:08
that’s be confused with any other Cody and our special
00:10
other Cody and our special guest Mike Baum of Broner
00:13
guest Mike Baum of Broner Equipment uh brother equipment
00:15
Equipment uh brother equipment is located in upstate New York,
00:16
is located in upstate New York, actually specifically
00:18
actually specifically Rochester. uh is where I found
00:20
Rochester. uh is where I found a tumble beginnings uh actually
00:20
a tumble beginnings uh actually where I started my lawn care
00:22
where I started my lawn care company and I actually started
00:24
company and I actually started buying uh my first pieces of
00:25
buying uh my first pieces of equipment um so Mike and I go
00:27
equipment um so Mike and I go way back uh as well as um the
00:30
way back uh as well as um the family before Mike actually was
00:31
family before Mike actually was in the business but a little
00:32
in the business but a little background of broader equipment
00:33
background of broader equipment for I opened up like Mike uh
00:35
for I opened up like Mike uh tell the story there uh.
00:37
tell the story there uh. Generation 60 years in the
00:41
Generation 60 years in the business and the top exmark
00:44
business and the top exmark dealer in all of New York State
00:45
dealer in all of New York State for several years now, so just
00:47
for several years now, so just really excited to bring it back
00:48
really excited to bring it back to the home roots and uh you
00:51
to the home roots and uh you know, get my on here to go over
00:53
know, get my on here to go over uh all things equipment and
00:55
uh all things equipment and things we should be talking
00:55
things we should be talking about what we’re going out to
00:56
about what we’re going out to make a new purchase decision
00:58
make a new purchase decision and things before that as well.
00:59
and things before that as well. so Mike obviously um first time
01:00
so Mike obviously um first time in the essay talk show If you
01:02
in the essay talk show If you don’t mind just uh give us a
01:03
don’t mind just uh give us a quick background of you know
01:04
quick background of you know how you got. Becoming a dealer
01:07
how you got. Becoming a dealer um some of the things you guys
01:09
um some of the things you guys provide and uh what kind of
01:10
provide and uh what kind of dive in and ask people may ask
01:12
dive in and ask people may ask some questions live here or in
01:13
some questions live here or in the recorded version, but uh
01:15
the recorded version, but uh floor is yours. Brother. Yeah.
01:16
floor is yours. Brother. Yeah. Well. thanks for having me
01:17
Well. thanks for having me guys. I really appreciate it
01:18
guys. I really appreciate it and uh glad to see you’re doing
01:20
and uh glad to see you’re doing so well like I said. Uh it’s
01:23
so well like I said. Uh it’s been a long time customer of
01:23
been a long time customer of ours and we’ve been around 60
01:26
ours and we’ve been around 60 years. It’s uh something my
01:27
years. It’s uh something my father um took over the reins
01:29
father um took over the reins from uh my great grandfather.
01:31
from uh my great grandfather. Mike, who named after uh
01:33
Mike, who named after uh started as a hardware store and
01:35
started as a hardware store and kinda grew from there with the
01:36
kinda grew from there with the real mowers and sharpening the
01:39
real mowers and sharpening the old all the old machines. uh
01:40
old all the old machines. uh what we have. We’re selling
01:43
what we have. We’re selling ninety-six inch commercial zero
01:44
ninety-six inch commercial zero turns and um we’ve really come
01:46
turns and um we’ve really come a long way. um it’s it’s been
01:49
a long way. um it’s it’s been great. It’s a family business.
01:51
great. It’s a family business. uh we’ve got nineteen employees
01:52
uh we’ve got nineteen employees uh twelve of us are family um
01:55
uh twelve of us are family um and it’s uh it’s really
01:57
and it’s uh it’s really enjoyable. It’s the industry uh
01:59
enjoyable. It’s the industry uh it’s always changing. There’s
02:00
it’s always changing. There’s something new every day um and
02:02
something new every day um and it’s it’s great to be a part of
02:03
it’s it’s great to be a part of uh I got back into the business
02:05
uh I got back into the business about 10 years ago. um I’ve
02:07
about 10 years ago. um I’ve been traveling all over the
02:08
been traveling all over the country and doing some doing my
02:09
country and doing some doing my own thing and uh. Back and
02:12
own thing and uh. Back and found a niche and found
02:13
found a niche and found something that I really like
02:14
something that I really like and uh it’s enjoyable for
02:16
and uh it’s enjoyable for everyone. Also, I appreciate
02:17
everyone. Also, I appreciate you kinda give us some
02:18
you kinda give us some background on that. uh one of
02:19
background on that. uh one of the things that I think when we
02:20
the things that I think when we first go out and start a
02:21
first go out and start a business is um, especially
02:23
business is um, especially whether we’re in business or
02:24
whether we’re in business or actually new to business like
02:25
actually new to business like how do we go out and actually
02:26
how do we go out and actually find a dealer and I know my dad
02:28
find a dealer and I know my dad actually it started a
02:30
actually it started a relationship with you guys and
02:31
relationship with you guys and we had a old mower kinda sit in
02:32
we had a old mower kinda sit in the garage for a few years and
02:34
the garage for a few years and uh if no one’s heard the story
02:35
uh if no one’s heard the story literally um I my parents made
02:37
literally um I my parents made me pay for my car insurance so
02:39
me pay for my car insurance so a few years before I turned
02:40
a few years before I turned sixteen. I walked around and
02:42
sixteen. I walked around and knocked on some doors and got
02:43
knocked on some doors and got some accounts and uh I was
02:45
some accounts and uh I was walking around with a ransom
02:46
walking around with a ransom bobcat mower uh with the the
02:48
bobcat mower uh with the the weed Wacker from Sears and Home
02:50
weed Wacker from Sears and Home Depot strapped to it and the
02:52
Depot strapped to it and the blower and uh eventually I knew
02:54
blower and uh eventually I knew I wanted a mower that I could,
02:55
I wanted a mower that I could, you know, cut more grass. so
02:57
you know, cut more grass. so eventually I saved up and I
02:58
eventually I saved up and I literally walked in the broader
02:59
literally walked in the broader for the first time uh with
03:00
for the first time uh with three grand cash in my hands
03:02
three grand cash in my hands and bought a belt driven exmark
03:03
and bought a belt driven exmark mower from from them and from
03:04
mower from from them and from the rest, it’s been history so
03:06
the rest, it’s been history so literally 2324 years. We’ve
03:07
literally 2324 years. We’ve been working with you guys. Um
03:09
been working with you guys. Um I it was kind of AAA leap of
03:10
I it was kind of AAA leap of faith that I. I just walked in
03:12
faith that I. I just walked in because that’s where my dad is
03:14
because that’s where my dad is going to get a lot more
03:15
going to get a lot more bleeding than that when I was a
03:16
bleeding than that when I was a kid but uh if we’re going in as
03:19
kid but uh if we’re going in as a business owner Mike what what
03:20
a business owner Mike what what kind of expertise would you
03:22
kind of expertise would you land and talk about uh going in
03:23
land and talk about uh going in and choosing the right dealer?
03:25
and choosing the right dealer? um in your local or maybe
03:27
um in your local or maybe outside your local area for
03:28
outside your local area for sure, well, a lot of it is
03:30
sure, well, a lot of it is referrals and word of mouth
03:31
referrals and word of mouth that does help um but in the
03:33
that does help um but in the industry it gets different. you
03:35
industry it gets different. you need to find somebody that’s
03:36
need to find somebody that’s been around and and knows the
03:38
been around and and knows the equipment um you find a new
03:40
equipment um you find a new place or if you. Online they
03:42
place or if you. Online they don’t necessarily know the
03:43
don’t necessarily know the equipment and know what they’re
03:45
equipment and know what they’re selling. they’re just looking
03:45
selling. they’re just looking for the dollar and to move
03:47
for the dollar and to move equipment. you need somebody
03:48
equipment. you need somebody that is passionate about the
03:49
that is passionate about the equipment they sell and it is
03:51
equipment they sell and it is knowledgeable about the
03:51
knowledgeable about the equipment they sell. Um I can
03:54
equipment they sell. Um I can sit here and sell you any zero
03:56
sit here and sell you any zero term lawn mower. So yeah, go
03:57
term lawn mower. So yeah, go ahead and cut it and if the
03:58
ahead and cut it and if the machine is gonna break down in
03:59
machine is gonna break down in a month, it’s not the right
04:01
a month, it’s not the right equipment for you. so you
04:02
equipment for you. so you really need to make sure that
04:03
really need to make sure that the person you’re talking to is
04:05
the person you’re talking to is knowledgeable if you’re just
04:06
knowledgeable if you’re just starting a business, you don’t
04:07
starting a business, you don’t need to go out and buy a $20000
04:08
need to go out and buy a $20000 zero term. It’s like you said
04:09
zero term. It’s like you said you started. Thousand-dollar
04:12
you started. Thousand-dollar Belt Drive Walk um a lot of
04:14
Belt Drive Walk um a lot of guys should get that start that
04:16
guys should get that start that way because as you know not all
04:18
way because as you know not all lawns can take a sixty or 72
04:20
lawns can take a sixty or 72 inch commercial zero, you gotta
04:22
inch commercial zero, you gotta get in to those thirty-six-inch
04:24
get in to those thirty-six-inch gates you gotta get into the
04:25
gates you gotta get into the backyards and if you’re walking
04:27
backyards and if you’re walking into a place, that’s just so
04:28
into a place, that’s just so you know you gotta get a sixty
04:28
you know you gotta get a sixty inch everybody uses on this is
04:30
inch everybody uses on this is what you do. You’re not gonna
04:32
what you do. You’re not gonna be successful and and that deal
04:32
be successful and and that deal is not gonna be around for a
04:34
is not gonna be around for a long time either um the
04:36
long time either um the independent dealers is really
04:37
independent dealers is really kind of going away and it’s all
04:39
kind of going away and it’s all becoming bigger dealerships. As
04:40
becoming bigger dealerships. As you go, I mean you can see
04:41
you go, I mean you can see people are getting swallowed up
04:42
people are getting swallowed up and bought up and if they don’t
04:43
and bought up and if they don’t have that. They don’t have that
04:46
have that. They don’t have that passion to continue to grow.
04:47
passion to continue to grow. you know they’re they’re not
04:48
you know they’re they’re not gonna be around to support you
04:50
gonna be around to support you in the long run and building
04:51
in the long run and building upon that I wanna congratulate
04:53
upon that I wanna congratulate you guys are on your second
04:54
you guys are on your second location now outside of
04:56
location now outside of Rochester going into the
04:57
Rochester going into the Buffalo area, and I think that
04:58
Buffalo area, and I think that kinda speaks volumes to uh
04:59
kinda speaks volumes to uh having the ability and the
05:02
having the ability and the bandwidth to to to service
05:03
bandwidth to to to service commercial clients. so I know
05:05
commercial clients. so I know one of the things that if I was
05:06
one of the things that if I was gonna go out and redo it is do
05:09
gonna go out and redo it is do they have a particular um
05:12
they have a particular um expertise just for commercial
05:14
expertise just for commercial people. Isn’t like a home depot
05:16
people. Isn’t like a home depot or lows, or yeah, maybe you can
05:17
or lows, or yeah, maybe you can get a lower grade commercial
05:19
get a lower grade commercial still or echo or whatever that
05:22
still or echo or whatever that is uh weed Wacker blower uh.
05:24
is uh weed Wacker blower uh. but what does that look like
05:26
but what does that look like far? as does do they have the
05:27
far? as does do they have the knowledge and skill set to
05:28
knowledge and skill set to actually know how you’d use
05:29
actually know how you’d use that piece of equipment in your
05:30
that piece of equipment in your industry? and I know a lot of
05:31
industry? and I know a lot of times I love going in to your
05:33
times I love going in to your place there and have a
05:34
place there and have a conversation with you in the
05:35
conversation with you in the later years and you know, hey,
05:37
later years and you know, hey, should I get this red Maxx 8001
05:40
should I get this red Maxx 8001 monstrosity that like literally
05:41
monstrosity that like literally like fifty pounds on my back
05:42
like fifty pounds on my back cuz it gave me some extra
05:43
cuz it gave me some extra blowing. Um but you know you
05:45
blowing. Um but you know you guys, you didn’t push the sale,
05:48
guys, you didn’t push the sale, you said. Hey, Where do you
05:49
you said. Hey, Where do you need this? How are you gonna
05:50
need this? How are you gonna use on a daily basis? Is it
05:51
use on a daily basis? Is it mainly just for clean ups? like
05:53
mainly just for clean ups? like yes, that May extra weight and
05:54
yes, that May extra weight and the cost maybe applicable, but
05:55
the cost maybe applicable, but a lot of times you guys kinda
05:57
a lot of times you guys kinda steer me into the higher and
05:59
steer me into the higher and mid-level uh some of the
06:00
mid-level uh some of the equipment because it was
06:01
equipment because it was lighter weight. It had better
06:01
lighter weight. It had better durability and things like
06:02
durability and things like that. So I think that that um
06:05
that. So I think that that um has been really instrumental um
06:08
has been really instrumental um working with broader equipment
06:10
working with broader equipment um so choosing a dealer. uh you
06:13
um so choosing a dealer. uh you you mentioned like it’s
06:14
you mentioned like it’s starting to. Would you mind
06:16
starting to. Would you mind speaking that I don’t know uh
06:18
speaking that I don’t know uh you guys have been to GIE
06:19
you guys have been to GIE you’ve you’ve been around. It’s
06:20
you’ve you’ve been around. It’s not just a local upstate New
06:22
not just a local upstate New York thing. Um you guys are
06:23
York thing. Um you guys are hitting the national level uh
06:25
hitting the national level uh even with like state bids and
06:27
even with like state bids and things like that with different
06:27
things like that with different products you carry so um it’s a
06:30
products you carry so um it’s a certain differences between a
06:31
certain differences between a place that is just uh
06:34
place that is just uh residential and a little
06:35
residential and a little commercial or certain set that
06:36
commercial or certain set that you should look for. Yeah, I
06:38
you should look for. Yeah, I mean the just residential guy
06:39
mean the just residential guy at this point is really
06:42
at this point is really struggling um mainly for the
06:43
struggling um mainly for the fact of the home depot. You
06:45
fact of the home depot. You know the Amazon’s and what have
06:47
know the Amazon’s and what have you where years ago if you
06:50
you where years ago if you spent 499 on a mower while you
06:51
spent 499 on a mower while you expected that more over the
06:52
expected that more over the last 20 years well, now, people
06:54
last 20 years well, now, people are spending 200. Hey, if it’s
06:55
are spending 200. Hey, if it’s not running in 2 years, I’ll
06:57
not running in 2 years, I’ll just go spend another 200 so
06:58
just go spend another 200 so those mom and pop shops that
07:00
those mom and pop shops that you know we’ll do a $1000000 in
07:02
you know we’ll do a $1000000 in business a year to support the
07:03
business a year to support the family and and and can provide
07:05
family and and and can provide you know that’s kind of going
07:07
you know that’s kind of going by the wayside because they’re
07:08
by the wayside because they’re not getting that same service
07:10
not getting that same service work and in the commercial
07:11
work and in the commercial industry, you guys need the
07:13
industry, you guys need the service work. Um you know it
07:14
service work. Um you know it doesn’t mean you don’t have
07:14
doesn’t mean you don’t have your own mechanics. It doesn’t
07:16
your own mechanics. It doesn’t mean that you can’t figure out
07:18
mean that you can’t figure out the small preventive
07:18
the small preventive maintenance and stuff that
07:19
maintenance and stuff that should be done but when. A big
07:22
should be done but when. A big engine job or something like
07:23
engine job or something like that that has to be taken care
07:25
that that has to be taken care of and addressed well, the mom
07:26
of and addressed well, the mom and pop shop. They’re not
07:28
and pop shop. They’re not looking to plug every you know
07:30
looking to plug every you know engine into a computer right
07:31
engine into a computer right now. That’s where the
07:32
now. That’s where the industries move anytime we’re
07:34
industries move anytime we’re doing diagnostics. There’s a
07:35
doing diagnostics. There’s a lot of software and there’s a
07:36
lot of software and there’s a lot of stuff that goes into
07:38
lot of stuff that goes into breaking down an engine now 20
07:39
breaking down an engine now 20 years ago, it didn’t matter you
07:41
years ago, it didn’t matter you rip this thing apart, throw it
07:42
rip this thing apart, throw it together and and have at it.
07:44
together and and have at it. Well now I mean I’ve got guys
07:46
Well now I mean I’ve got guys going to spend probably 2 weeks
07:47
going to spend probably 2 weeks a year just on training. I’m
07:49
a year just on training. I’m breaking down these engines and
07:50
breaking down these engines and reading the software and
07:52
reading the software and reading the codes and in the
07:53
reading the codes and in the places. Never wanted to move
07:55
places. Never wanted to move with that technology, they’re
07:57
with that technology, they’re kind of falling behind and
07:58
kind of falling behind and they’re falling by the wayside
07:59
they’re falling by the wayside um and that’s kind of what I’m
08:01
um and that’s kind of what I’m saying that it’s it’s going
08:02
saying that it’s it’s going towards the bigger guy that
08:04
towards the bigger guy that wants to help everybody but
08:06
wants to help everybody but also wants to be ahead of the
08:07
also wants to be ahead of the curve. You know we’ve got to
08:08
curve. You know we’ve got to know what’s coming next is if
08:10
know what’s coming next is if you don’t you’re gonna be the
08:11
you don’t you’re gonna be the guy that’s falling behind It’s
08:13
guy that’s falling behind It’s speaking of kind of knowing
08:14
speaking of kind of knowing what’s coming next. I know a
08:15
what’s coming next. I know a lot of times, especially in the
08:16
lot of times, especially in the spring season in upstate New
08:18
spring season in upstate New York, or even down south. the
08:19
York, or even down south. the grass is thick and heavy and
08:21
grass is thick and heavy and really nasty things are
08:22
really nasty things are breaking um is there a certain
08:24
breaking um is there a certain threshold? Going out to vet a
08:27
threshold? Going out to vet a new vendor or dealer of far as
08:29
new vendor or dealer of far as like parts and stocks certain
08:30
like parts and stocks certain things um I know that was one
08:31
things um I know that was one thing that I always found very
08:33
thing that I always found very beneficial is that the the
08:34
beneficial is that the the working with you guys as a
08:36
working with you guys as a vendors, there were certain
08:37
vendors, there were certain things. I really never had the
08:38
things. I really never had the problem of like Oh my gosh.
08:39
problem of like Oh my gosh. I’ve got to wait 2 weeks or
08:41
I’ve got to wait 2 weeks or have something like FedEx out
08:42
have something like FedEx out uh is there a certain threshold
08:43
uh is there a certain threshold or certain things you should be
08:44
or certain things you should be kinda vetting and dealing with
08:46
kinda vetting and dealing with to make sure they have in stock
08:46
to make sure they have in stock to protect you as a commercial
08:49
to protect you as a commercial um company. Oh, absolutely I
08:52
um company. Oh, absolutely I mean the one thing that built
08:53
mean the one thing that built our commercial business and the
08:54
our commercial business and the reason we’ve had people like
08:55
reason we’ve had people like you and the trim line of the
08:57
you and the trim line of the world and the customers. And
09:00
world and the customers. And they’ve been here for 2030 and
09:01
they’ve been here for 2030 and there’s even guys that we’ve
09:02
there’s even guys that we’ve had for 40 years. They’re not
09:04
had for 40 years. They’re not waiting for a pull. They’re not
09:06
waiting for a pull. They’re not waiting for a belt. They’re not
09:07
waiting for a belt. They’re not waiting for you know blades. I
09:10
waiting for you know blades. I mean how could a dealer or not
09:11
mean how could a dealer or not have in stock um and that’s
09:13
have in stock um and that’s what has drawn our company to
09:15
what has drawn our company to this day, But there’s guys that
09:16
this day, But there’s guys that come in with. Hey, I got a Toro
09:17
come in with. Hey, I got a Toro at two or sixty inch belt. I
09:19
at two or sixty inch belt. I know the X Mark one is the
09:20
know the X Mark one is the same. It’s not the same, but
09:21
same. It’s not the same, but there’s no reason that your
09:23
there’s no reason that your Toro dealer should not have
09:24
Toro dealer should not have that belt in stock. so if
09:25
that belt in stock. so if you’re buying a machine your
09:27
you’re buying a machine your common parts, you know scalp
09:28
common parts, you know scalp wheels your front casters um
09:30
wheels your front casters um all your eye. Um if they don’t
09:32
all your eye. Um if they don’t if they can tell you, oh yeah,
09:34
if they can tell you, oh yeah, I might have one in stock. you
09:35
I might have one in stock. you need to find somebody that
09:37
need to find somebody that says, Oh. yeah, we got a dozen
09:38
says, Oh. yeah, we got a dozen back there. You know we sell
09:39
back there. You know we sell 100 plus a year just because of
09:41
100 plus a year just because of the volume we do guys we have
09:43
the volume we do guys we have to stop it um long ago we’ve
09:45
to stop it um long ago we’ve gone to the system if we sell
09:47
gone to the system if we sell two parts and one season, that
09:48
two parts and one season, that is a stocking part, we will
09:50
is a stocking part, we will keep that part in stock for the
09:51
keep that part in stock for the year because we know that
09:53
year because we know that somebody needs it um and it is
09:55
somebody needs it um and it is it’s common where items it
09:57
it’s common where items it doesn’t necessarily mean that
09:58
doesn’t necessarily mean that we’ve got you know every gasket
09:59
we’ve got you know every gasket you know made but. The big
10:02
you know made but. The big thing with us and say Exmark,
10:03
thing with us and say Exmark, for example, is they’ve limited
10:05
for example, is they’ve limited the amount of parts on their
10:06
the amount of parts on their machines to where there’s
10:08
machines to where there’s certain machines they use 330
10:10
certain machines they use 330 parts and it’s common among
10:12
parts and it’s common among twenty to thirty different
10:13
twenty to thirty different models. Well, that helps us as
10:14
models. Well, that helps us as a dealer to know that’s a
10:16
a dealer to know that’s a company. you wanna work with
10:18
company. you wanna work with that every mower that comes
10:18
that every mower that comes out. it doesn’t have a
10:20
out. it doesn’t have a different blade different
10:21
different blade different blade. There’s different spin
10:22
blade. There’s different spin on it if you do that as a
10:24
on it if you do that as a dealer, you’re not gonna be
10:25
dealer, you’re not gonna be successful, You’re gonna thin
10:26
successful, You’re gonna thin yourself out and you’re not
10:28
yourself out and you’re not gonna be able to provide for
10:29
gonna be able to provide for the commercial cutters. Hey
10:31
the commercial cutters. Hey Mike uh jumping back to what
10:34
Mike uh jumping back to what you were talking about at the
10:34
you were talking about at the top of this about finding a
10:37
top of this about finding a dealer who has knowledge that
10:40
dealer who has knowledge that like actually knows this
10:42
like actually knows this equipment lives and breathes it
10:44
equipment lives and breathes it if I’m walking into a
10:46
if I’m walking into a dealership as a non equipment
10:47
dealership as a non equipment guy. How do I find out that
10:52
guy. How do I find out that this person actually has
10:54
this person actually has knowledge and it’s not just you
10:55
knowledge and it’s not just you know a gifted salesman well,
10:58
know a gifted salesman well, the main thing that they’re
10:59
the main thing that they’re gonna be should be asking you.
11:01
gonna be should be asking you. What are you looking to do with
11:02
What are you looking to do with your business? Are you looking
11:04
your business? Are you looking to do fifty homeowners in two
11:06
to do fifty homeowners in two neighborhoods and you’re not
11:07
neighborhoods and you’re not even gonna trailer and this is
11:09
even gonna trailer and this is what I’m gonna do it. They
11:10
what I’m gonna do it. They should they should ask you the
11:11
should they should ask you the right qualifying questions. not
11:13
right qualifying questions. not how much are you looking to
11:14
how much are you looking to spend that it should never be
11:16
spend that it should never be the first thing they ask you
11:18
the first thing they ask you because all I wanna spend five
11:18
because all I wanna spend five grand well. this is what I have
11:19
grand well. this is what I have for five grand. No, they should
11:21
for five grand. No, they should ask what are you looking to do?
11:22
ask what are you looking to do? Do you want it to be a side
11:24
Do you want it to be a side business? Are you a fireman and
11:25
business? Are you a fireman and you have 2 days off a week? Are
11:26
you have 2 days off a week? Are you looking to do this as hey
11:28
you looking to do this as hey the park just came to me and
11:29
the park just came to me and said I can. Whole Park for the
11:32
said I can. Whole Park for the year and they’re gonna pay me
11:34
year and they’re gonna pay me to do it. You know you gotta
11:36
to do it. You know you gotta find the dealers should be
11:37
find the dealers should be asking you the right questions.
11:38
asking you the right questions. He shouldn’t be telling you
11:39
He shouldn’t be telling you what you need to buy. He needs
11:41
what you need to buy. He needs to know what you’re gonna do
11:42
to know what you’re gonna do with the equipment and Mike
11:43
with the equipment and Mike said. That’s always been our
11:45
said. That’s always been our approach. you know, um we’re
11:46
approach. you know, um we’re not gonna sit here and tell you
11:48
not gonna sit here and tell you this machine cuz we’re gonna
11:49
this machine cuz we’re gonna make the most of it cuz we need
11:50
make the most of it cuz we need you to come back and buy the
11:52
you to come back and buy the RedX Blowers and the Husqvarna
11:54
RedX Blowers and the Husqvarna trimmers and uh you know it’s
11:55
trimmers and uh you know it’s we’re not looking for a
11:56
we’re not looking for a one-time sale if they look to
11:57
one-time sale if they look to be looking for a one-time sale,
11:59
be looking for a one-time sale, they’re probably not. In a
12:01
they’re probably not. In a couple of years to help you
12:02
couple of years to help you out, yeah and and as we’re
12:03
out, yeah and and as we’re going to buy a new equipment
12:05
going to buy a new equipment like is there certain things um
12:07
like is there certain things um different financing things that
12:08
different financing things that we should be looking at so if
12:09
we should be looking at so if it’s AAA vetted dealership uh
12:12
it’s AAA vetted dealership uh I’m assuming there should be
12:13
I’m assuming there should be certain types of financing
12:15
certain types of financing based on the specific
12:16
based on the specific equipment. they’re selling
12:17
equipment. they’re selling whether it’s zero finance or
12:19
whether it’s zero finance or different plans. um would you
12:20
different plans. um would you mind kinda hitting on that as
12:21
mind kinda hitting on that as far as like what your thought
12:23
far as like what your thought is of qualifying your deal them
12:25
is of qualifying your deal them offering certain financing
12:26
offering certain financing through like shuffle and things
12:27
through like shuffle and things like that come into play.
12:29
like that come into play. Always, I mean there’s always
12:31
Always, I mean there’s always gonna be a financial assistance
12:33
gonna be a financial assistance option through financing
12:34
option through financing whether it’s a 0% offer those
12:37
whether it’s a 0% offer those are kind of gone away over the
12:38
are kind of gone away over the last couple of years, but
12:39
last couple of years, but depending on the size of the
12:41
depending on the size of the dealer and what they can offer,
12:41
dealer and what they can offer, you know the dealers that do
12:43
you know the dealers that do more work with Sheffield can
12:45
more work with Sheffield can offer the better deals same
12:45
offer the better deals same with their brands um but yes,
12:48
with their brands um but yes, they should any dealership
12:50
they should any dealership should be able to offer some
12:52
should be able to offer some type of financing for your
12:53
type of financing for your equipment. A lot of guys are
12:54
equipment. A lot of guys are looking to lease now. we do a
12:56
looking to lease now. we do a lot of leasing as well. um but
12:57
lot of leasing as well. um but yes we do Sheffield. Western
13:00
yes we do Sheffield. Western finance um but yes in cities
13:03
finance um but yes in cities actually really got in to the
13:04
actually really got in to the game as well through exmark and
13:06
game as well through exmark and through Honda. um City Bank has
13:08
through Honda. um City Bank has really become one of our bigger
13:09
really become one of our bigger finances as well. So yes any
13:11
finances as well. So yes any any commercial dealership
13:12
any commercial dealership should have financing you
13:13
should have financing you should know the days of a cash
13:16
should know the days of a cash dealership, and this is the
13:16
dealership, and this is the only way that we operate those
13:18
only way that we operate those are gone. Um you have to be and
13:20
are gone. Um you have to be and one thing you brought up which
13:21
one thing you brought up which is interesting and it’s
13:22
is interesting and it’s something we’re looking at
13:23
something we’re looking at Callahan’s. We never pulled the
13:24
Callahan’s. We never pulled the trigger on uh but you mentioned
13:25
trigger on uh but you mentioned the big shift right now is
13:26
the big shift right now is going into leasing versus
13:27
going into leasing versus buying. Um real quickly would
13:30
buying. Um real quickly would you mind kinda express? Maybe
13:31
you mind kinda express? Maybe some of the pros and cons of
13:32
some of the pros and cons of what things you should look at
13:33
what things you should look at if leasing or buying is
13:35
if leasing or buying is appropriate for your business.
13:36
appropriate for your business. Yeah, I mean really gotta
13:39
Yeah, I mean really gotta figure out the hours that you
13:40
figure out the hours that you put on your machines. You are
13:42
put on your machines. You are your company continuously put
13:44
your company continuously put five to $700 on a machine in
13:46
five to $700 on a machine in upstate New York. This isn’t
13:48
upstate New York. This isn’t we’re not you know in the south
13:49
we’re not you know in the south where you can run $1500 a year
13:52
where you can run $1500 a year on a machine, we have such a
13:52
on a machine, we have such a limited time window that you’re
13:54
limited time window that you’re putting in five to $700 on the
13:56
putting in five to $700 on the machine while the more you’re.
13:59
machine while the more you’re. Season on it at least may not
13:59
Season on it at least may not be benefit to you if that
14:01
be benefit to you if that machine is gonna be shot in 2
14:02
machine is gonna be shot in 2 years and there’s probably not
14:03
years and there’s probably not much of a recourse in um,
14:07
much of a recourse in um, however, a lot of the things
14:07
however, a lot of the things that have changed even with the
14:09
that have changed even with the leasing now and the way that
14:10
leasing now and the way that people would buy in the past is
14:12
people would buy in the past is the warranties Now I’ve got so
14:14
the warranties Now I’ve got so much longer. I mean an exmark
14:15
much longer. I mean an exmark machine right now comes with a
14:17
machine right now comes with a five-year warranty on the X
14:18
five-year warranty on the X series machine. You know it
14:19
series machine. You know it used to be there are two-year
14:20
used to be there are two-year warranties in 2 years. You want
14:22
warranties in 2 years. You want to get rid of that machine as
14:23
to get rid of that machine as soon as the warranty is up
14:24
soon as the warranty is up anything’s on you well now you
14:26
anything’s on you well now you can you know, push those
14:27
can you know, push those machines out to 5 years and
14:28
machines out to 5 years and you’re getting all your idols
14:29
you’re getting all your idols cover You’re getting anything
14:31
cover You’re getting anything you know with your pumps and
14:32
you know with your pumps and stuff so um the big. I’ve
14:34
stuff so um the big. I’ve actually noticed with my
14:35
actually noticed with my leasing is really in my
14:37
leasing is really in my robotics and my husqvarna stuff
14:39
robotics and my husqvarna stuff is I’ve got a couple
14:40
is I’ve got a couple landscapers that are are
14:42
landscapers that are are leasing their robotic mowers
14:43
leasing their robotic mowers for the fact that it’s a dollar
14:45
for the fact that it’s a dollar buyout at the end and they can
14:46
buyout at the end and they can leave them right on these
14:47
leave them right on these people’s properties. Um so it’s
14:48
people’s properties. Um so it’s it’s a little different than
14:50
it’s a little different than some of the bigger. So I’m glad
14:52
some of the bigger. So I’m glad you mention the robotics so
14:54
you mention the robotics so just if anybody’s watching
14:55
just if anybody’s watching that’s unaware of robotic mower
14:56
that’s unaware of robotic mower is you wanna kinda break that
14:57
is you wanna kinda break that down? I know Dylan uh on the
14:59
down? I know Dylan uh on the simple grow team uh was located
15:01
simple grow team uh was located in Sudbury Ontario with his
15:02
in Sudbury Ontario with his maximum lawn care. Dylan was
15:04
maximum lawn care. Dylan was one of the uh I would say the
15:07
one of the uh I would say the frontier of automated robotic
15:09
frontier of automated robotic lawn mowers. I think he had
15:10
lawn mowers. I think he had thirty or forty of all among
15:11
thirty or forty of all among Sudbury Ontario, which if you
15:13
Sudbury Ontario, which if you ever been in Sudbury, it’s not
15:14
ever been in Sudbury, it’s not a big town um so would you mind
15:16
a big town um so would you mind kinda just I guess that wasn’t
15:19
kinda just I guess that wasn’t the conversation, But I think
15:20
the conversation, But I think that’s an interesting play cuz
15:22
that’s an interesting play cuz Jonathan Potosi of the lawn
15:23
Jonathan Potosi of the lawn care Millionaire Co-founder of
15:24
care Millionaire Co-founder of service Autopilot um is always
15:26
service Autopilot um is always looking at the next shift in
15:27
looking at the next shift in technology and I feel like that
15:28
technology and I feel like that it seems to be the next shift
15:30
it seems to be the next shift they’ve been around for 2030
15:31
they’ve been around for 2030 years in Europe, but what are
15:33
years in Europe, but what are you seeing? Is it more of a
15:36
you seeing? Is it more of a residential place in a
15:37
residential place in a commercial play? um and I know
15:39
commercial play? um and I know they had some all the way up to
15:40
they had some all the way up to sixty inches at GIE, so it
15:41
sixty inches at GIE, so it wasn’t like just a little owner
15:43
wasn’t like just a little owner units. Yeah, no we’re uh we’re
15:45
units. Yeah, no we’re uh we’re actually a mean green dealer as
15:46
actually a mean green dealer as well, who’s working on some of
15:47
well, who’s working on some of the sixty inch and seventy-two
15:48
the sixty inch and seventy-two we actually have a 74 inch um a
15:51
we actually have a 74 inch um a autonomous smaller um but we
15:53
autonomous smaller um but we got hooked up. We’ve been a
15:54
got hooked up. We’ve been a Husqvarna dealer since the
15:55
Husqvarna dealer since the early 90s um right after we
15:57
early 90s um right after we have a big ice storm here and
15:58
have a big ice storm here and we need a chainsaw so we got
15:59
we need a chainsaw so we got hooked up with Havana and uh 5
16:02
hooked up with Havana and uh 5 years ago they started bringing
16:03
years ago they started bringing over the robotic mower from
16:05
over the robotic mower from Europe. um. It was a tough sell
16:07
Europe. um. It was a tough sell in the states. You know they
16:09
in the states. You know they they brought them in. they were
16:10
they brought them in. they were expected to just take off and
16:13
expected to just take off and um it’s it’s been a lot of work
16:14
um it’s it’s been a lot of work um in 2016, I took it on and
16:17
um in 2016, I took it on and and I went full force with it.
16:18
and I went full force with it. uh I’ve done over 150 installs
16:22
uh I’ve done over 150 installs of Husqvarna Automower is the
16:24
of Husqvarna Automower is the brand that I’m doing um this
16:26
brand that I’m doing um this year alone. I’ve done ninety
16:28
year alone. I’ve done ninety and the shift has changed over
16:30
and the shift has changed over a little bit to that commercial
16:32
a little bit to that commercial area. Uh I’ve set up um JR
16:34
area. Uh I’ve set up um JR landscape down in Syracuse. um
16:36
landscape down in Syracuse. um he’s come all the way up to
16:38
he’s come all the way up to Rochester here to see me pick
16:39
Rochester here to see me pick my brain and he did a lease a
16:40
my brain and he did a lease a 25. Right now he’s looking at
16:43
25. Right now he’s looking at another twenty-five for next
16:45
another twenty-five for next season. uh RIT I’ve five units
16:48
season. uh RIT I’ve five units on their campus this year.
16:49
on their campus this year. We’ve got six different high
16:51
We’ve got six different high schools now that are using
16:53
schools now that are using Husqvarna Automower. I’ve got
16:55
Husqvarna Automower. I’ve got uh churchville chili Leroy
16:57
uh churchville chili Leroy schools uh honey falls. I know
17:00
schools uh honey falls. I know I’m gonna miss a couple but
17:01
I’m gonna miss a couple but they’re using them in their
17:03
they’re using them in their courtyards instead of putting a
17:05
courtyards instead of putting a gas machine, bringing it
17:06
gas machine, bringing it through the school. They’ve all
17:07
through the school. They’ve all got a little courtyards there
17:09
got a little courtyards there um we’re able to set this mower
17:10
um we’re able to set this mower off. Cut at night, there’s no
17:13
off. Cut at night, there’s no noise. The kids don’t even know
17:14
noise. The kids don’t even know it’s there, and that courtyard
17:16
it’s there, and that courtyard is always maintained um
17:17
is always maintained um penfield schools. they’ve got
17:19
penfield schools. they’ve got four of them now uh churchville
17:20
four of them now uh churchville just went for two more RIT.
17:22
just went for two more RIT. We’re cutting the Big Hill. I’m
17:24
We’re cutting the Big Hill. I’m I don’t like be RT campus, but
17:26
I don’t like be RT campus, but they’ve got they’ve got a large
17:27
they’ve got they’ve got a large hill that the students at the
17:28
hill that the students at the end of the year they slide down
17:29
end of the year they slide down the hill to the graduation of
17:31
the hill to the graduation of well they were trying to use a
17:32
well they were trying to use a stand on mower. you know they
17:34
stand on mower. you know they had a um stand on their cutting
17:36
had a um stand on their cutting the property with and it got
17:38
the property with and it got dicey. It was a pretty slow
17:40
dicey. It was a pretty slow pill. big pretty steep hill and
17:41
pill. big pretty steep hill and we brought the all-wheel drive.
17:43
we brought the all-wheel drive. Out there and it’s been there
17:45
Out there and it’s been there all season. They’ve had no
17:47
all season. They’ve had no issues with it. They have had
17:47
issues with it. They have had to do anything with it and and
17:49
to do anything with it and and it’s really just the way that
17:51
it’s really just the way that it’s moving so uh a time this
17:53
it’s moving so uh a time this morning robotic mowers. It’s
17:55
morning robotic mowers. It’s not the future anymore. It is
17:56
not the future anymore. It is it is here now, at least in our
17:58
it is here now, at least in our area where I’ve been successful
17:59
area where I’ve been successful with it and we’ve been able to
18:01
with it and we’ve been able to to you know, show people the
18:03
to you know, show people the advantage of it. There’s no
18:03
advantage of it. There’s no gas. There’s no oil. There is
18:06
gas. There’s no oil. There is no your lawn is always
18:07
no your lawn is always maintained. It doesn’t look
18:08
maintained. It doesn’t look like Yankee Stadium where
18:09
like Yankee Stadium where your’re stripe in the field,
18:10
your’re stripe in the field, but it looks like a turf field
18:12
but it looks like a turf field um. You know I’ve I’ve let the
18:14
um. You know I’ve I’ve let the homeowners know if you do have
18:15
homeowners know if you do have an issue with it. It’s a lot
18:16
an issue with it. It’s a lot easier to pick that thing up
18:17
easier to pick that thing up and put it in the front of your
18:18
and put it in the front of your car, but you gotta get a
18:20
car, but you gotta get a trailer a truck or a buddy to
18:22
trailer a truck or a buddy to come drop off the mower. Bring
18:24
come drop off the mower. Bring it in. you know, sit there for
18:25
it in. you know, sit there for a couple of weeks. I mean this
18:27
a couple of weeks. I mean this we can plug right in and figure
18:28
we can plug right in and figure out what’s going on. So? yeah
18:29
out what’s going on. So? yeah it’s it’s exciting. I mean it’s
18:30
it’s it’s exciting. I mean it’s it’s not I gravitated towards
18:32
it’s not I gravitated towards these last couple of years and
18:34
these last couple of years and I’ve really I’ve been excited
18:35
I’ve really I’ve been excited to share with everybody. I
18:36
to share with everybody. I haven’t cut my grass in 4
18:37
haven’t cut my grass in 4 years. I mean this thing is and
18:39
years. I mean this thing is and we’re talking to some
18:40
we’re talking to some landscapers here that don’t
18:41
landscapers here that don’t wanna hear but for the last 4
18:42
wanna hear but for the last 4 years, I’ve done nothing but
18:44
years, I’ve done nothing but strengthen my and it’s been
18:45
strengthen my and it’s been great. That’s awesome, um Cody
18:48
great. That’s awesome, um Cody any thoughts up to this point
18:50
any thoughts up to this point here before we dive into uh one
18:50
here before we dive into uh one of my favorite topics
18:52
of my favorite topics preventative maintenance and
18:53
preventative maintenance and repairs Well so Mike you
18:55
repairs Well so Mike you mentioned mean Green and I
18:57
mentioned mean Green and I wanted to talk about them for
18:58
wanted to talk about them for just a second where do you do
19:02
just a second where do you do you see the same like the
19:04
you see the same like the future is here now with like
19:06
future is here now with like commercial electric equipment
19:08
commercial electric equipment that you’re seeing with
19:10
that you’re seeing with autonomous equipment, I do it’s
19:13
autonomous equipment, I do it’s still more of a niche right now
19:14
still more of a niche right now because it is such a bigger
19:16
because it is such a bigger investment for people to get
19:17
investment for people to get into. Um you know the Jeff when
19:21
into. Um you know the Jeff when he bought his automower from he
19:23
he bought his automower from he bought Twenty-five machines and
19:25
bought Twenty-five machines and that worked out to be a $60000
19:27
that worked out to be a $60000 buy well if we’re gonna do that
19:29
buy well if we’re gonna do that with I mean green you’re
19:31
with I mean green you’re getting a one zero turn in a
19:33
getting a one zero turn in a stand on so where he’s you
19:35
stand on so where he’s you know. it’s it’s the price is
19:38
know. it’s it’s the price is still an issue, but you’re also
19:41
still an issue, but you’re also you have to target your
19:43
you have to target your business. You know differently.
19:43
business. You know differently. You can’t be. I’m gonna go cut
19:45
You can’t be. I’m gonna go cut you know commercial properties.
19:47
you know commercial properties. Mean green and say that I’m
19:50
Mean green and say that I’m gonna handle all of this. At
19:51
gonna handle all of this. At the same price I was doing it
19:52
the same price I was doing it before you know you have to
19:53
before you know you have to sell that as an upgraded
19:55
sell that as an upgraded company of you know we’re
19:57
company of you know we’re bringing in a propane truck out
19:59
bringing in a propane truck out there or whatever it may be or
20:00
there or whatever it may be or you know and sell your business
20:02
you know and sell your business that way. It’s a it’s a harder
20:05
that way. It’s a it’s a harder integrate to integrate that
20:07
integrate to integrate that into uh you know, sixteen
20:08
into uh you know, sixteen trucks and trailers, and we’re
20:10
trucks and trailers, and we’re gonna have one that’s just mean
20:11
gonna have one that’s just mean and green. They’re great
20:12
and green. They’re great machines. We went down there um
20:15
machines. We went down there um 3 years ago, visited the
20:16
3 years ago, visited the factory in Ross, Ohio, and we
20:18
factory in Ross, Ohio, and we were amazed you know I got
20:19
were amazed you know I got back. I went with my father.
20:21
back. I went with my father. And like you know nobody in New
20:23
And like you know nobody in New York is doing it, you know we
20:24
York is doing it, you know we can handle Syracuse, Buffalo
20:25
can handle Syracuse, Buffalo and Rochester. We can be the
20:27
and Rochester. We can be the distributor or dealer in the
20:28
distributor or dealer in the area and I think we should jump
20:30
area and I think we should jump on it now and we did. I mean
20:32
on it now and we did. I mean they’re aluminum frames so with
20:34
they’re aluminum frames so with the weight of those batteries
20:35
the weight of those batteries and stuff you’re still the same
20:36
and stuff you’re still the same weight as a as an ex mark
20:40
weight as a as an ex mark zero-turn. So there’s not a big
20:40
zero-turn. So there’s not a big weight difference that you
20:41
weight difference that you would you would expect um and
20:44
would you would expect um and they’ve held up well and we’ve
20:44
they’ve held up well and we’ve done well with them. You know
20:46
done well with them. You know we do have a lot of towns and
20:47
we do have a lot of towns and municipalities schools our IT
20:48
municipalities schools our IT again. They’ve got some um you
20:50
again. They’ve got some um you know Fairport electric all
20:52
know Fairport electric all these companies. you know you
20:53
these companies. you know you know, we’re moving them to
20:54
know, we’re moving them to places that really wanna get.
20:57
places that really wanna get. That green area um, but yes, it
21:00
That green area um, but yes, it is it is the future, but they
21:02
is it is the future, but they they’re here. I mean they’re
21:03
they’re here. I mean they’re they’re constantly upgrading
21:04
they’re constantly upgrading different types of lithium
21:05
different types of lithium batteries and and um and it
21:08
batteries and and um and it there’s no noise, which is
21:09
there’s no noise, which is really nice and that’s
21:12
really nice and that’s interesting because a lot of
21:12
interesting because a lot of the noise, especially out west
21:13
the noise, especially out west right now is being regulated.
21:15
right now is being regulated. so we’re seeing a big shift to
21:16
so we’re seeing a big shift to that electric um and kinda
21:19
that electric um and kinda clean green air movement. I
21:21
clean green air movement. I hope you wanna say what’s up to
21:23
hope you wanna say what’s up to Hobie wants to sell and auto
21:24
Hobie wants to sell and auto mowers down in the area of
21:26
mowers down in the area of Savannah. Great trip Last time
21:29
Savannah. Great trip Last time we were down there for DS this
21:31
we were down there for DS this year for sure um but I guess
21:33
year for sure um but I guess we’re kinda wrap it up like
21:34
we’re kinda wrap it up like your preventative maintenance
21:35
your preventative maintenance and things like that, no matter
21:36
and things like that, no matter the equipment you’re running um
21:39
the equipment you’re running um whether you’re out in Texas
21:40
whether you’re out in Texas running year round, you’re in
21:41
running year round, you’re in upstate New York uh up in
21:43
upstate New York uh up in Canada limited season. Uh what
21:46
Canada limited season. Uh what are you looking at for
21:47
are you looking at for preventive maintenance? best
21:48
preventive maintenance? best practices? um that maybe what
21:50
practices? um that maybe what should you be doing in house as
21:51
should you be doing in house as far as if you don’t have a
21:52
far as if you don’t have a full-time mechanic and then
21:53
full-time mechanic and then what should you be handed off
21:54
what should you be handed off to a dealership? uh such as you
21:55
to a dealership? uh such as you guys for professional
21:57
guys for professional preventive maintenance to make
21:58
preventive maintenance to make sure that you’re you’re kinda
21:59
sure that you’re you’re kinda checking all the check boxes to
22:01
checking all the check boxes to stay within that 5 year
22:01
stay within that 5 year warranty, I can imagine. If you
22:03
warranty, I can imagine. If you don’t do certain things and
22:05
don’t do certain things and that they’re not gonna cover
22:06
that they’re not gonna cover you for everything right, you
22:08
you for everything right, you know. that’s it’s knowing what
22:09
know. that’s it’s knowing what you’re good at and knowing what
22:10
you’re good at and knowing what you can do Um you know there’s
22:12
you can do Um you know there’s certain guys that don’t have
22:13
certain guys that don’t have any text or you know two three
22:15
any text or you know two three main operations and changing
22:18
main operations and changing the oil is about the only thing
22:19
the oil is about the only thing they can do in sharpen the
22:21
they can do in sharpen the blades while those are two
22:22
blades while those are two major things as long as you can
22:23
major things as long as you can get on keep your deck cleaned
22:25
get on keep your deck cleaned out underneath um especially in
22:27
out underneath um especially in heavy season when there’s a lot
22:28
heavy season when there’s a lot of moisture in the ground and
22:29
of moisture in the ground and stuff like that. Um you know
22:31
stuff like that. Um you know changing your oil is obviously
22:32
changing your oil is obviously a huge thing if you know how to
22:34
a huge thing if you know how to change. That’s great, but all
22:36
change. That’s great, but all these machines now have
22:38
these machines now have replaceable filters are easier
22:39
replaceable filters are easier to get to um you’ve got to make
22:41
to get to um you’ve got to make sure you take care of your
22:42
sure you take care of your drive system um other than your
22:44
drive system um other than your engine that drive system is
22:45
engine that drive system is probably one of the most
22:45
probably one of the most expensive things to replace and
22:47
expensive things to replace and if you’re not treating that
22:48
if you’re not treating that right and taking care of it
22:49
right and taking care of it that can get costly for you so
22:52
that can get costly for you so um but yeah, it’s it’s keeping
22:53
um but yeah, it’s it’s keeping your air filter clean. You know
22:55
your air filter clean. You know that’s common stuff that
22:56
that’s common stuff that anybody can do. if you don’t
22:56
anybody can do. if you don’t have a tech, you know, check
22:57
have a tech, you know, check your air filter uh especially
22:59
your air filter uh especially when you get into the season
23:00
when you get into the season with the cotton and everything
23:02
with the cotton and everything you know, pulling down to the
23:02
you know, pulling down to the top of the engine, making sure.
23:04
top of the engine, making sure. In that um you know when you
23:07
In that um you know when you get to where you’re got oil
23:08
get to where you’re got oil leaks and stuff like that,
23:09
leaks and stuff like that, Yeah, that’s not prevent it.
23:11
Yeah, that’s not prevent it. You need to bring that to a
23:12
You need to bring that to a dealer um especially if you’re
23:14
dealer um especially if you’re under warranty. Don’t be like,
23:15
under warranty. Don’t be like, Oh just add a car every day
23:16
Oh just add a car every day before we go out and it’ll be
23:18
before we go out and it’ll be fine. No, it doesn’t work that
23:20
fine. No, it doesn’t work that way and you’re gonna do more
23:20
way and you’re gonna do more damage than good you know and
23:22
damage than good you know and if there’s no oil in there,
23:23
if there’s no oil in there, it’s even worse cuz there’s not
23:25
it’s even worse cuz there’s not gonna be a manufacturer. It’s
23:27
gonna be a manufacturer. It’s Kawasaki Cooler Briggs. That’s
23:28
Kawasaki Cooler Briggs. That’s gonna say yeah, we’ll give a
23:29
gonna say yeah, we’ll give a new engine cuz they ran out of
23:31
new engine cuz they ran out of oil um so common stuff like
23:33
oil um so common stuff like that. Um you know when you’re
23:35
that. Um you know when you’re you’re using your machine and
23:36
you’re using your machine and you got you know three or $400
23:37
you got you know three or $400 in your handles feel a little
23:39
in your handles feel a little loose on it doesn’t mean. It’s
23:40
loose on it doesn’t mean. It’s it’s fine. I just you know
23:42
it’s fine. I just you know adjust to it and all you can
23:44
adjust to it and all you can replace your dampers you know
23:45
replace your dampers you know in a good deal. I’ll let you
23:48
in a good deal. I’ll let you know how to do some of the
23:49
know how to do some of the simple stuff if it’s something
23:50
simple stuff if it’s something that we have to explain that
23:51
that we have to explain that it’s gonna take you 30 hours or
23:52
it’s gonna take you 30 hours or sorry. It’s gonna take us 30
23:54
sorry. It’s gonna take us 30 minutes to explain the process
23:56
minutes to explain the process well that needs to be brought
23:56
well that needs to be brought to the dealer. Um our time is
23:59
to the dealer. Um our time is money. your time is money. We
24:00
money. your time is money. We can’t sit there and hope that
24:01
can’t sit there and hope that we explained it right and you
24:03
we explained it right and you figure it out and we’re good to
24:04
figure it out and we’re good to go. You know it’s a lot easier
24:06
go. You know it’s a lot easier just to drop it off and and let
24:07
just to drop it off and and let the you know, let them do what
24:09
the you know, let them do what they do. But yes, you know your
24:11
they do. But yes, you know your common stuff. Keep your bleach
24:12
common stuff. Keep your bleach or change your oil. Check your
24:15
or change your oil. Check your oil air filter. um those are
24:16
oil air filter. um those are the main things and you wanna
24:17
the main things and you wanna take care of your drive system.
24:19
take care of your drive system. If you don’t know how to do it,
24:20
If you don’t know how to do it, you have your dealer to take
24:21
you have your dealer to take care of it for you and one
24:22
care of it for you and one thing you just brought up like
24:23
thing you just brought up like that that triggered the some
24:25
that that triggered the some some memorable flashback for
24:27
some memorable flashback for the last twenty something years
24:28
the last twenty something years is for sure, it’s not if but
24:30
is for sure, it’s not if but when you’re gonna drop off that
24:31
when you’re gonna drop off that piece of equipment, I don’t
24:31
piece of equipment, I don’t care how good it is uh if
24:33
care how good it is uh if things are gonna break and
24:34
things are gonna break and things are gonna go down um so
24:35
things are gonna go down um so let’s just say if I’m vetting a
24:37
let’s just say if I’m vetting a dealer is there a certain
24:38
dealer is there a certain question I? Asking about if I
24:40
question I? Asking about if I have a major breakdown like
24:42
have a major breakdown like I’ve got to replace an engine
24:43
I’ve got to replace an engine or whole hydrant system to be
24:44
or whole hydrant system to be replaced, is there a certain
24:46
replaced, is there a certain policies or procedures in
24:47
policies or procedures in place? That’s um I can get
24:48
place? That’s um I can get basically a demo or a loaner
24:51
basically a demo or a loaner for a certain amount of time
24:52
for a certain amount of time whether I’m paying for it or
24:53
whether I’m paying for it or not paying for it uh but you
24:54
not paying for it uh but you know time is money and I know
24:55
know time is money and I know you guys have been more than
24:58
you guys have been more than generous to us and I gotta
24:59
generous to us and I gotta thank you cuz you’ve kept this
24:59
thank you cuz you’ve kept this in several weeks of uh you know
25:02
in several weeks of uh you know what when engines blowing
25:03
what when engines blowing things happen um but I know one
25:04
things happen um but I know one of the things that we really
25:07
of the things that we really trust in that relationship even
25:08
trust in that relationship even if you know it wasn’t the
25:09
if you know it wasn’t the cheapest. The service and the
25:11
cheapest. The service and the backing up was was was
25:13
backing up was was was instrumental for success, but
25:15
instrumental for success, but if we blew an engine or
25:15
if we blew an engine or something happened, uh nine
25:17
something happened, uh nine times out of ten if there was a
25:18
times out of ten if there was a piece of equipment available,
25:19
piece of equipment available, we’re able to use that uh
25:21
we’re able to use that uh whether it’s free or at a cost,
25:23
whether it’s free or at a cost, but it allowed us to continue
25:24
but it allowed us to continue to operate. so I guess
25:26
to operate. so I guess proactive if you’re going out
25:27
proactive if you’re going out to be a dealer if you’re
25:28
to be a dealer if you’re working with the dealer right
25:29
working with the dealer right now is there’s certain things
25:30
now is there’s certain things that I should be asking as a
25:31
that I should be asking as a business owner around what if I
25:33
business owner around what if I have a catastrophic breakdown
25:34
have a catastrophic breakdown on my mowers down for the next
25:35
on my mowers down for the next three to 5 days, Yeah, you
25:37
three to 5 days, Yeah, you definitely wanna know that you
25:38
definitely wanna know that you wanna know their policies.
25:40
wanna know their policies. Procedures um you know
25:42
Procedures um you know everybody’s got a demo program
25:43
everybody’s got a demo program or a loaner program. um ours
25:46
or a loaner program. um ours has been give us 24 hours if
25:47
has been give us 24 hours if you drop it off on Monday first
25:50
you drop it off on Monday first thing in the morning if we
25:51
thing in the morning if we can’t have it back to Tuesday
25:52
can’t have it back to Tuesday morning, you’re taking a dumb,
25:53
morning, you’re taking a dumb, you know we that’s our policy.
25:55
you know we that’s our policy. That’s how we’ve been because
25:56
That’s how we’ve been because we stock so many parts and
25:58
we stock so many parts and we’ve seen pretty much
25:59
we’ve seen pretty much everything you can see um
26:01
everything you can see um thanks to Mike um you know we
26:04
thanks to Mike um you know we we uh we we know that we can
26:07
we uh we we know that we can get that machine back to you if
26:08
get that machine back to you if we can if you do need an engine
26:10
we can if you do need an engine if you’re purchasing an engine
26:12
if you’re purchasing an engine from us, Yes, we will find a
26:13
from us, Yes, we will find a machine for you to get by until
26:13
machine for you to get by until that engine is you know
26:14
that engine is you know replaced and. Um you know our
26:19
replaced and. Um you know our commercial service department
26:19
commercial service department is completely separate from our
26:21
is completely separate from our residential service department.
26:22
residential service department. I have three full-time tax that
26:23
I have three full-time tax that are strictly working on
26:25
are strictly working on commercial equipment um so
26:27
commercial equipment um so we’re not gonna have that
26:27
we’re not gonna have that backlog that we can get with
26:30
backlog that we can get with our three residential tax that
26:31
our three residential tax that are sitting there and we’re
26:33
are sitting there and we’re taking in 25 residential
26:35
taking in 25 residential machines a day you know there’s
26:36
machines a day you know there’s there’s an area that you need
26:38
there’s an area that you need to know. Hey do you have
26:39
to know. Hey do you have service techs that are just
26:40
service techs that are just strictly for your commercial
26:41
strictly for your commercial customers? Uh if they say no,
26:43
customers? Uh if they say no, we got two guys back there and
26:44
we got two guys back there and they’re they’re pretty good.
26:45
they’re they’re pretty good. You know how good are they can
26:46
You know how good are they can they? Everything that I need if
26:48
they? Everything that I need if they seen most of the stuff um
26:50
they seen most of the stuff um you know, we’re lucky enough to
26:52
you know, we’re lucky enough to have two text, You know, Dave
26:53
have two text, You know, Dave and Paul with us for over 30
26:56
and Paul with us for over 30 years and they’re going strong
26:57
years and they’re going strong today and they’ve pass that
26:59
today and they’ve pass that knowledge on to my younger, you
27:00
knowledge on to my younger, you know my age and our mid 30s
27:02
know my age and our mid 30s early 40s that are moving
27:04
early 40s that are moving forward with the company. so
27:05
forward with the company. so you wanna know the secession
27:07
you wanna know the secession plan that they have as well. If
27:08
plan that they have as well. If you know they got two guys that
27:09
you know they got two guys that yeah, they’ve been here for 40
27:11
yeah, they’ve been here for 40 years. They’re great. well, how
27:12
years. They’re great. well, how many more years are they gonna
27:13
many more years are they gonna be around and what do they have
27:15
be around and what do they have in place to come behind them?
27:16
in place to come behind them? So um but yeah, that’s. That
27:19
So um but yeah, that’s. That everybody should have some type
27:20
everybody should have some type of a demo program, especially
27:21
of a demo program, especially when you’re moving 200 plus
27:23
when you’re moving 200 plus commercial machines a year you
27:25
commercial machines a year you know, I don’t care what you’re
27:27
know, I don’t care what you’re selling. There’s gonna be some
27:28
selling. There’s gonna be some issues that arise and they’re
27:29
issues that arise and they’re gonna be more issues and you
27:31
gonna be more issues and you just got to be able to you
27:32
just got to be able to you know, help the guys out. so
27:33
know, help the guys out. so it’s I said Time is money on
27:35
it’s I said Time is money on both ends you end and ours.
27:37
both ends you end and ours. Yeah. absolutely. and I know we
27:38
Yeah. absolutely. and I know we we definitely uh help your your
27:40
we definitely uh help your your tax see just about everything
27:42
tax see just about everything you could possibly be broke so
27:43
you could possibly be broke so I may be happy in the excel
27:44
I may be happy in the excel sheets in the uh overhead
27:45
sheets in the uh overhead recovery in the budgeting and
27:46
recovery in the budgeting and the software, but uh.
27:47
the software, but uh. Throughout the years until we
27:49
Throughout the years until we actually had some full-time
27:50
actually had some full-time mechanics, uh we definitely uh
27:51
mechanics, uh we definitely uh learn what to do and what not
27:53
learn what to do and what not to do and speaking of slopes, I
27:55
to do and speaking of slopes, I think we’ve tumbled a few
27:56
think we’ve tumbled a few mowers uh at least walks down
27:58
mowers uh at least walks down some hills. so uh you guys have
27:59
some hills. so uh you guys have been back in the shape. make
28:00
been back in the shape. make sure some ducks kinda got
28:02
sure some ducks kinda got pulled back and uh amongst
28:03
pulled back and uh amongst other things. I’m sure we’ve
28:04
other things. I’m sure we’ve got a pretty good record of
28:06
got a pretty good record of motor replacement over there as
28:07
motor replacement over there as well. Uh I may own that part of
28:09
well. Uh I may own that part of that back building. I’m pretty
28:10
that back building. I’m pretty sure that’s uh graveyard right
28:13
sure that’s uh graveyard right there for you so the wall of
28:15
there for you so the wall of shame. I’m sure but Mike, I
28:17
shame. I’m sure but Mike, I can’t appreciate you enough
28:18
can’t appreciate you enough coming on. um oh thank you you.
28:20
coming on. um oh thank you you. A pleasure I know a lot of
28:22
A pleasure I know a lot of times business owners um either
28:24
times business owners um either we come in really strong savvy
28:26
we come in really strong savvy business wise or equipment wise
28:28
business wise or equipment wise or somewhere stuck in the
28:29
or somewhere stuck in the middle um, but that’s always
28:30
middle um, but that’s always been one of the things that we
28:31
been one of the things that we see on a lot of the Facebook
28:33
see on a lot of the Facebook groups is you know now that
28:34
groups is you know now that I’ve actually made a full-time
28:35
I’ve actually made a full-time job? Where do I go get this
28:36
job? Where do I go get this equipment and enough to knock
28:38
equipment and enough to knock on the big box stores, but uh
28:40
on the big box stores, but uh at least in my opinion and
28:41
at least in my opinion and that’s not the direction you
28:42
that’s not the direction you wanna go and we see that a lot
28:44
wanna go and we see that a lot of times in these Facebook
28:44
of times in these Facebook groups. so um I think kinda
28:47
groups. so um I think kinda bringing an expert like
28:47
bringing an expert like yourself on here with sixty
28:48
yourself on here with sixty plus years in the industry.
28:51
plus years in the industry. Business is helpful for the
28:52
Business is helpful for the general public is now at least
28:53
general public is now at least we’ve got vetted some questions
28:55
we’ve got vetted some questions in the benchmark of what they
28:55
in the benchmark of what they should be looking at um and if
28:58
should be looking at um and if people are in the upstate New
28:59
people are in the upstate New York area, obviously, you got a
29:01
York area, obviously, you got a brand new location now open it
29:02
brand new location now open it up in Buffalo commercial only
29:03
up in Buffalo commercial only and uh obviously the Rochester
29:06
and uh obviously the Rochester location over 60 years here uh
29:07
location over 60 years here uh people are in the upstate New
29:08
people are in the upstate New York area and interested in
29:09
York area and interested in reaching out to you or some way
29:11
reaching out to you or some way they can hold you. Yeah
29:11
they can hold you. Yeah absolutely uh broner.com so BR
29:15
absolutely uh broner.com so BR ODER dot com. That’s our
29:16
ODER dot com. That’s our website. uh you can access us
29:17
website. uh you can access us there 24/7. We are we’re
29:20
there 24/7. We are we’re located in Rochester right in
29:22
located in Rochester right in the right in the town of Gates
29:23
the right in the town of Gates and then our new location in
29:25
and then our new location in Buffalo, which will be
29:27
Buffalo, which will be commercial only. um you know
29:28
commercial only. um you know we’re bringing our mean green
29:29
we’re bringing our mean green or x Mark Steiner and our Billy
29:31
or x Mark Steiner and our Billy Goat truck loaders up to the
29:33
Goat truck loaders up to the area. Uh we’re gonna be on
29:34
area. Uh we’re gonna be on transit road in the so uh look
29:36
transit road in the so uh look out for that. We’ll have that
29:37
out for that. We’ll have that up on the website um you know
29:39
up on the website um you know and anybody with the Automower.
29:41
and anybody with the Automower. It’s or USA I got my own
29:43
It’s or USA I got my own website.com and uh USA on
29:46
website.com and uh USA on Instagram. so we appreciate you
29:47
Instagram. so we appreciate you guys. Thank you all and thanks
29:48
guys. Thank you all and thanks for having me. And uh anytime
29:50
for having me. And uh anytime you need anything, let me know.
29:51
you need anything, let me know. Yeah. I appreciate it. It’s
29:52
Yeah. I appreciate it. It’s Rick and Tim. I say hello and
29:53
Rick and Tim. I say hello and Paul and the whole crew over
29:54
Paul and the whole crew over there. so it’s been a while,
29:55
there. so it’s been a while, but uh definitely thank you for
29:57
but uh definitely thank you for the success we’ve had over the
29:58
the success we’ve had over the years um so any questions feel
30:01
years um so any questions feel drop to below in the comments
30:02
drop to below in the comments here. we’ll keep an eye for the
30:03
here. we’ll keep an eye for the next 24 to 48 hours uh as a
30:06
next 24 to 48 hours uh as a weekly talk show coming to you
30:07
weekly talk show coming to you live every one every Friday at
30:09
live every one every Friday at 1 PM eastern 12 PM Central Mike
30:11
1 PM eastern 12 PM Central Mike Callahan and Cody and Special
30:14
Callahan and Cody and Special guest Mike Baum. We’ll see you
30:15
guest Mike Baum. We’ll see you guys next week. See you guys

Callahan’s Corner: Daily & Weekly KPI Reports

Video Transcript

00:02
Mike Kelly here with uh simple
00:03
Mike Kelly here with uh simple growth wanted to make a quick
00:05
growth wanted to make a quick video. I had a lot of people
00:06
video. I had a lot of people asking about our KPI report or
00:10
asking about our KPI report or key performance indicator
00:10
key performance indicator reports. So this video actually
00:12
reports. So this video actually is going to be twofold for our
00:14
is going to be twofold for our existing clients uh to answer
00:17
existing clients uh to answer some questions and how it works
00:18
some questions and how it works and if you’re not using a KPI
00:20
and if you’re not using a KPI report in your software uh such
00:22
report in your software uh such as service Autopilot, I wanna
00:23
as service Autopilot, I wanna at least lift the hood and show
00:25
at least lift the hood and show you uh some of the benefits
00:27
you uh some of the benefits whether you utilize simple
00:29
whether you utilize simple growth, KPI reports to build
00:30
growth, KPI reports to build some of your own. There are
00:33
some of your own. There are massive gains of knowledge that
00:34
massive gains of knowledge that we can find so once we’ve
00:36
we can find so once we’ve released. Out to the general
00:39
released. Out to the general public, there was a lot of
00:40
public, there was a lot of questions and concerns around
00:42
questions and concerns around general database hygiene a good
00:43
general database hygiene a good data and good data out maybe no
00:46
data and good data out maybe no data in no data out and
00:47
data in no data out and everything else in between. I’m
00:48
everything else in between. I’m gonna pull my screen here um
00:51
gonna pull my screen here um kinda breakdown what we’ve got
00:53
kinda breakdown what we’ve got here So this is uh the simple
00:57
here So this is uh the simple growth uh yesterday reports so
00:59
growth uh yesterday reports so what it does is it
01:00
what it does is it automatically emails you a
01:02
automatically emails you a report of your budget versus
01:04
report of your budget versus actual from the day before and
01:05
actual from the day before and then uh on. And say Monday it
01:08
then uh on. And say Monday it gives you the previous week, so
01:10
gives you the previous week, so you have an idea of where
01:12
you have an idea of where you’re at as far as good data
01:13
you’re at as far as good data and good data out so on the
01:15
and good data out so on the screen here. If you can see it
01:16
screen here. If you can see it is we’ve got the number of men
01:17
is we’ve got the number of men and ladies on the crew here.
01:19
and ladies on the crew here. we’ve got the uh either the
01:22
we’ve got the uh either the solo person or the crew the
01:25
solo person or the crew the date the service the clock in
01:27
date the service the clock in and clock out time. So this is
01:28
and clock out time. So this is the start and stop time right
01:30
the start and stop time right out of the mobile inside
01:32
out of the mobile inside service Autopilot, so we have a
01:33
service Autopilot, so we have a clock time and we’ve gone in
01:35
clock time and we’ve gone in and confirm the time. so where
01:37
and confirm the time. so where you may be having an issue in
01:39
you may be having an issue in your reports and service
01:40
your reports and service Autopilot is a lot of times
01:42
Autopilot is a lot of times service auto pilot. If you
01:44
service auto pilot. If you customize and down will
01:46
customize and down will suppress bad or missing data
01:48
suppress bad or missing data because if they don’t it will
01:49
because if they don’t it will lock up the reports. So we’ve
01:50
lock up the reports. So we’ve gone in and created uh some
01:52
gone in and created uh some logic in here to let you know
01:54
logic in here to let you know you’ve got good data here. I’m
01:56
you’ve got good data here. I’m gonna show you a little bit
01:57
gonna show you a little bit later in the video. What
01:58
later in the video. What happens when you have bad data
01:59
happens when you have bad data and how we’ve alerted you but
02:00
and how we’ve alerted you but right now, this is the best
02:01
right now, this is the best case scenario. All the data is
02:03
case scenario. All the data is good, so we have a clock in and
02:04
good, so we have a clock in and clock out time. That’s uh over
02:06
clock out time. That’s uh over a minute we have billable
02:08
a minute we have billable hours. we have budgeted time
02:09
hours. we have budgeted time for each job. We have a job of
02:11
for each job. We have a job of them. Yes, a job amount. I
02:12
them. Yes, a job amount. I will. I can’t tell you how many
02:13
will. I can’t tell you how many people have called this one.
02:15
people have called this one. we’ve released our. Version of
02:16
we’ve released our. Version of the KPI here that didn’t have
02:17
the KPI here that didn’t have either budget or time or even a
02:20
either budget or time or even a price in here so uh what
02:22
price in here so uh what happens here is that if you are
02:25
happens here is that if you are beating your um well, let’s
02:26
beating your um well, let’s just say if you are budgeted
02:29
just say if you are budgeted for X amount of hours and you
02:30
for X amount of hours and you hit your budget at time to
02:32
hit your budget at time to budget and actual equal, this
02:33
budget and actual equal, this average is 100% now um and I’ve
02:37
average is 100% now um and I’ve got an apples apples comparison
02:39
got an apples apples comparison for the 86% and 70% for myself
02:43
for the 86% and 70% for myself here um and basically, if
02:44
here um and basically, if you’re under 100% you’re over
02:46
you’re under 100% you’re over budget so the difference
02:47
budget so the difference between the. 100. 130% down
02:50
between the. 100. 130% down here on Chad’s So Chad is 30%
02:52
here on Chad’s So Chad is 30% over budget. We’ve done that so
02:54
over budget. We’ve done that so you could explain to your
02:55
you could explain to your teams. Hey you only gave 70%
02:58
teams. Hey you only gave 70% today. you did not give 100%
03:00
today. you did not give 100% and if Chad had beaten his
03:02
and if Chad had beaten his score and say he was at 130%,
03:04
score and say he was at 130%, he was then 30% under budget.
03:06
he was then 30% under budget. so you can say, hey, you guys
03:07
so you can say, hey, you guys kick butt and gave 130% today
03:10
kick butt and gave 130% today with the equality constraint.
03:12
with the equality constraint. So I’m gonna go in here on uh
03:14
So I’m gonna go in here on uh 825, which is yesterday. I made
03:15
825, which is yesterday. I made this video and this is the uh
03:17
this video and this is the uh close-out days. Service
03:19
close-out days. Service Autopilot I’m gonna go in here
03:21
Autopilot I’m gonna go in here and show you this is what we
03:23
and show you this is what we recommend for good day. is we
03:23
recommend for good day. is we wanna go in and make sure we
03:25
wanna go in and make sure we have a good start and stop time
03:27
have a good start and stop time that make sense a budget and
03:30
that make sense a budget and time for each job and a price
03:32
time for each job and a price or a rate that is going to be
03:35
or a rate that is going to be um the things that we want. We
03:36
um the things that we want. We also wanna have our default in
03:38
also wanna have our default in for variance and actual hours
03:39
for variance and actual hours that will give us some clarity
03:41
that will give us some clarity of if we’re over budget or
03:43
of if we’re over budget or under budget based on the
03:45
under budget based on the variance. So what I’m gonna do
03:47
variance. So what I’m gonna do here is um. Manipulate this top
03:51
here is um. Manipulate this top one here and put in some bad
03:53
one here and put in some bad data, so I’m gonna say they
03:55
data, so I’m gonna say they clocked in at 8 AM and at 8 AM.
03:57
clocked in at 8 AM and at 8 AM. So obviously it’s a bad day. We
03:59
So obviously it’s a bad day. We wouldn’t have that scenario so
04:01
wouldn’t have that scenario so we go back to the report center
04:03
we go back to the report center here and refreshes and show you
04:04
here and refreshes and show you what the report does when we
04:05
what the report does when we actually have bad data um a bad
04:08
actually have bad data um a bad date will lock up your reports.
04:10
date will lock up your reports. so if you didn’t have the
04:11
so if you didn’t have the methodology that simple growth
04:12
methodology that simple growth built in these reports uh you
04:15
built in these reports uh you would never be able to open
04:16
would never be able to open this report up and I’ll
04:17
this report up and I’ll actually show you one of the
04:18
actually show you one of the reports before we built this
04:19
reports before we built this logic that actually locked up
04:21
logic that actually locked up um but you can see here now, it
04:23
um but you can see here now, it says. Check. Time Check your
04:25
says. Check. Time Check your billable time what the report
04:26
billable time what the report now is doing if you’re using
04:29
now is doing if you’re using the simple growth report is you
04:31
the simple growth report is you need to go in and if you see a
04:33
need to go in and if you see a red checked clocks time or
04:35
red checked clocks time or check your budget at time or
04:36
check your budget at time or check your job amount we need
04:38
check your job amount we need to go in and adjust that so
04:41
to go in and adjust that so Chad was average at 70%. Now
04:44
Chad was average at 70%. Now the bad data has bumped up to
04:45
the bad data has bumped up to 90% so we don’t have a
04:47
90% so we don’t have a realistic look of what was
04:49
realistic look of what was going on there so if you’re
04:51
going on there so if you’re using a simple growth report,
04:52
using a simple growth report, you’re going to be getting.
04:54
you’re going to be getting. Report every day so Monday is
04:57
Report every day so Monday is gonna come Tuesday and so on so
04:58
gonna come Tuesday and so on so if you work on Fridays, you
04:59
if you work on Fridays, you have an automated report on
05:01
have an automated report on Saturday as well. So you’ll get
05:03
Saturday as well. So you’ll get an automated report at six to 7
05:04
an automated report at six to 7 AM from the previous day to
05:06
AM from the previous day to make sure you have good day and
05:07
make sure you have good day and if you see any of these red
05:09
if you see any of these red boxes we need to go in and
05:10
boxes we need to go in and change that data because it’s
05:12
change that data because it’s not accurate in addition, uh
05:15
not accurate in addition, uh the whole week of reviews so
05:17
the whole week of reviews so this whole week that we did
05:17
this whole week that we did work for next Monday, we will
05:19
work for next Monday, we will get an automated report and we
05:22
get an automated report and we would get. Now, what we’re
05:24
would get. Now, what we’re gonna do with this data here is
05:26
gonna do with this data here is in my opinion is going in and
05:29
in my opinion is going in and create a true buying in public
05:31
create a true buying in public accountability so right here
05:32
accountability so right here where it says percent of budget
05:34
where it says percent of budget where it says 100 here uh I
05:36
where it says 100 here uh I would be on this job here I
05:39
would be on this job here I would be putting the 86% on my
05:42
would be putting the 86% on my crew so I knew I was 86% now
05:46
crew so I knew I was 86% now let’s go in on my jobs here as
05:49
let’s go in on my jobs here as well and take a quick look at
05:51
well and take a quick look at it and and add less budgeted.
05:54
it and and add less budgeted. Um manipulate the budget of
05:56
Um manipulate the budget of time, so you can actually see
05:57
time, so you can actually see what this looks like if I am
06:02
what this looks like if I am going in and uh beating my time
06:04
going in and uh beating my time as well. So I’ve got one job
06:08
as well. So I’ve got one job here and I’m gonna put the
06:10
here and I’m gonna put the budgeted hours fictitious. see
06:12
budgeted hours fictitious. see here for 5 hours just so we can
06:15
here for 5 hours just so we can see the difference here. uh
06:16
see the difference here. uh what happens on that dispatch
06:19
what happens on that dispatch board uh and that report so I’m
06:20
board uh and that report so I’m gonna go in and refresh the
06:21
gonna go in and refresh the report, But the idea is we’re
06:22
report, But the idea is we’re taking the percentage and we’re
06:24
taking the percentage and we’re putting it in into a public
06:26
putting it in into a public Dry-erase board or TV screen
06:28
Dry-erase board or TV screen where you have Monday through
06:29
where you have Monday through Friday and Sunday, whatever
06:30
Friday and Sunday, whatever that is and we’re tracking the
06:32
that is and we’re tracking the percent of budget so whether
06:33
percent of budget so whether over under budget with the
06:35
over under budget with the quality score like something
06:36
quality score like something out of a DS or NPS social
06:37
out of a DS or NPS social review that simple growth has
06:38
review that simple growth has then we have our weekly. So
06:40
then we have our weekly. So this is public accountability
06:42
this is public accountability with quality and then if I go
06:45
with quality and then if I go back into this report, it’s
06:48
back into this report, it’s going to break down um the
06:50
going to break down um the difference of percentage.
06:52
difference of percentage. Hopefully if I did the math
06:52
Hopefully if I did the math right so obviously on this job
06:56
right so obviously on this job here we crushed it and we’re at
07:00
here we crushed it and we’re at 100. 11700%. Obviously it’s
07:02
100. 11700%. Obviously it’s completely fictitious, but you
07:03
completely fictitious, but you can see the average here goes
07:05
can see the average here goes up well above 100%. So what
07:07
up well above 100%. So what you’re gonna see is most
07:08
you’re gonna see is most companies are gonna be between
07:10
companies are gonna be between 70% about 30% of our budget and
07:12
70% about 30% of our budget and then you’re gonna see um most.
07:14
then you’re gonna see um most. There are are gonna be probably
07:16
There are are gonna be probably five to 10% on your budget when
07:18
five to 10% on your budget when they start utilizing this, but
07:19
they start utilizing this, but the idea here is if you’re
07:22
the idea here is if you’re doing this yourself, you’re
07:22
doing this yourself, you’re using a simple product. you see
07:23
using a simple product. you see a red box and here we need to
07:25
a red box and here we need to update that data and anything
07:27
update that data and anything below 100% is over budget
07:29
below 100% is over budget anything over 100% is under
07:31
anything over 100% is under budget. That’s what we’re
07:32
budget. That’s what we’re looking at and we’re probably
07:33
looking at and we’re probably get into a public
07:34
get into a public accountability board. So what
07:36
accountability board. So what this does is it’s going to
07:37
this does is it’s going to track your um on average, are
07:40
track your um on average, are we over under budget for each
07:41
we over under budget for each day and each week, and then at
07:43
day and each week, and then at the end of? Year or July, and
07:45
the end of? Year or July, and the end of the year we would
07:47
the end of the year we would send out an automated job
07:49
send out an automated job costing reports so we wanna
07:49
costing reports so we wanna make sure the daily weekly
07:51
make sure the daily weekly information doesn’t have any
07:52
information doesn’t have any red buttons in it there and
07:53
red buttons in it there and they’re adjusted. so when we
07:54
they’re adjusted. so when we run this report uh it’s gonna
07:57
run this report uh it’s gonna grab like one client here.
07:58
grab like one client here. We’ve done three jobs. you may
07:59
We’ve done three jobs. you may have fifteen or thirty jobs
08:01
have fifteen or thirty jobs here um for the whole season
08:03
here um for the whole season for lawn, mowing or cleaning,
08:05
for lawn, mowing or cleaning, but what it says is hey if my
08:07
but what it says is hey if my hourly goals so you would let
08:08
hourly goals so you would let us know what your hourly
08:10
us know what your hourly revenue goal is and it let’s
08:12
revenue goal is and it let’s say it was. In this example, so
08:15
say it was. In this example, so this one that isn’t highlighted
08:17
this one that isn’t highlighted right here uh up above my head,
08:21
right here uh up above my head, the average price increase to
08:21
the average price increase to hit $50 per hour is zero, but
08:24
hit $50 per hour is zero, but the other two is 1290 and $2.02
08:28
the other two is 1290 and $2.02 so on average, we need to raise
08:30
so on average, we need to raise our price $5.04 with no emotion
08:33
our price $5.04 with no emotion based on this data so um if
08:36
based on this data so um if you’re looking to get more
08:37
you’re looking to get more information on how we built
08:38
information on how we built this out if you’re interested
08:39
this out if you’re interested in this uh if you go to the
08:41
in this uh if you go to the website, simple growth KPI.com,
08:44
website, simple growth KPI.com, that’s where you can find out
08:45
that’s where you can find out more about this for our
08:46
more about this for our automated report. I wanted to
08:48
automated report. I wanted to kinda make a public service
08:50
kinda make a public service announcement Video for simple
08:51
announcement Video for simple growth clients using our KPI
08:53
growth clients using our KPI reports what it means and if
08:54
reports what it means and if you’re not using our KPI
08:55
you’re not using our KPI reports, but using service
08:57
reports, but using service autopilot, I think it’s very
08:58
autopilot, I think it’s very important that um when you get
09:00
important that um when you get a daily report, automated like
09:02
a daily report, automated like we have in our KPI product that
09:03
we have in our KPI product that we have data checking. We’re
09:05
we have data checking. We’re always updating this data so it
09:07
always updating this data so it makes sense and we have a
09:09
makes sense and we have a percentage average for the
09:12
percentage average for the cruise on a daily weekly
09:14
cruise on a daily weekly And then um be able to move
09:18
And then um be able to move forward with this to a yearly
09:20
forward with this to a yearly or twice a year job costing
09:24
or twice a year job costing report for accountability. So
09:25
report for accountability. So those are the things that I
09:26
those are the things that I would highly recommend that you
09:27
would highly recommend that you try on a daily weekly basis and
09:29
try on a daily weekly basis and if you’re using this report, if
09:30
if you’re using this report, if you do see any of the red areas
09:32
you do see any of the red areas here um so I go into this job
09:38
here um so I go into this job on uh 825. I don’t wanna go
09:39
on uh 825. I don’t wanna go back to my dispatch board and
09:42
back to my dispatch board and say okay. I’ve got some bad
09:43
say okay. I’ve got some bad data. I need to go in and
09:45
data. I need to go in and correct that. Um so if I go
09:49
correct that. Um so if I go back to the report center and I
09:50
back to the report center and I look at it for client test, one
09:53
look at it for client test, one for lawn mowing in the clock in
09:55
for lawn mowing in the clock in clock time is 8 AM to 8 AM.
09:58
clock time is 8 AM to 8 AM. Obviously they didn’t do a job
09:59
Obviously they didn’t do a job that was budgeted for an hour
10:02
that was budgeted for an hour in no time. so you need to go
10:03
in no time. so you need to go back to that dispatch or close
10:06
back to that dispatch or close out day screen hop back in and
10:07
out day screen hop back in and have a accountability for your
10:09
have a accountability for your cruise each day. So let’s say
10:10
cruise each day. So let’s say we talk to the crew and yeah we
10:11
we talk to the crew and yeah we clocked in at eight and we left
10:13
clocked in at eight and we left there around 830. maybe we can
10:15
there around 830. maybe we can check our GPS We plugged that
10:17
check our GPS We plugged that in. You’ve got good data and
10:19
in. You’ve got good data and good data out what I’m
10:19
good data out what I’m recommending is on a daily
10:21
recommending is on a daily basis. you’re at the shop every
10:23
basis. you’re at the shop every day with this sheet and if
10:25
day with this sheet and if there is bad day work holding
10:27
there is bad day work holding the cruise accountable to get
10:28
the cruise accountable to get the good data and good data out
10:29
the good data and good data out and then we can run those daily
10:31
and then we can run those daily and weekly reports and then job
10:33
and weekly reports and then job costing at the end of the year.
10:34
costing at the end of the year. Now if I go back to this report
10:35
Now if I go back to this report center now that I’ve updated
10:37
center now that I’ve updated it, I’ve been shared good data.
10:39
it, I’ve been shared good data. so once this refreshes I pull
10:40
so once this refreshes I pull this report up. this is what we
10:42
this report up. this is what we need to be doing on a daily
10:43
need to be doing on a daily basis and it’s not only enough
10:44
basis and it’s not only enough to hold your um. Your crews
10:48
to hold your um. Your crews accountable daily you need to
10:49
accountable daily you need to hold your office staff or if
10:51
hold your office staff or if you’re in your office, you need
10:51
you’re in your office, you need to hold yourself accountable to
10:53
to hold yourself accountable to make sure that this data is
10:56
make sure that this data is good and once we do that we
10:58
good and once we do that we have a real clean look at
11:00
have a real clean look at what’s going on in your
11:03
what’s going on in your business. So there’s a lot of
11:04
business. So there’s a lot of data behind this. It does take
11:05
data behind this. It does take a few minutes to load um that’s
11:07
a few minutes to load um that’s not a flaw and service
11:09
not a flaw and service autopilot. the dated amount of
11:10
autopilot. the dated amount of data that we have in this test
11:11
data that we have in this test account is uh pretty enormous
11:14
account is uh pretty enormous um but considering the amount
11:15
um but considering the amount of data it actually, it’s
11:16
of data it actually, it’s pretty good but you can see
11:17
pretty good but you can see here on the screen now um now
11:18
here on the screen now um now that I’ve. 8 AM to 830 All the
11:21
that I’ve. 8 AM to 830 All the data is good and Chad has
11:24
data is good and Chad has beaten his time so by 123%, so
11:27
beaten his time so by 123%, so he’s 23% under budget when we
11:30
he’s 23% under budget when we have a positive number the
11:31
have a positive number the number below 100 is over
11:33
number below 100 is over budget. That’s Chad kick butt
11:34
budget. That’s Chad kick butt today he gave 123% so he’s 23%
11:38
today he gave 123% so he’s 23% under budget with the quality
11:40
under budget with the quality control so comment your
11:41
control so comment your questions drop below. Uh I want
11:42
questions drop below. Uh I want to make this video about KPI’s.
11:44
to make this video about KPI’s. Reporting in service Autopilot
11:45
Reporting in service Autopilot have a really clear picture of
11:47
have a really clear picture of what’s going on in your
11:47
what’s going on in your business, but the only. Can
11:48
business, but the only. Can have a clear picture is when
11:50
have a clear picture is when you go in using um the simple
11:53
you go in using um the simple KPI and job cautions we need to
11:55
KPI and job cautions we need to go in daily and check any of
11:57
go in daily and check any of the cells that are in red and
11:58
the cells that are in red and drive them back to good day.
11:59
drive them back to good day. and that’s the only way we can
12:01
and that’s the only way we can go in and raise those prices
12:03
go in and raise those prices and give the team It’s
12:04
and give the team It’s accountability. Feedback daily
12:06
accountability. Feedback daily Weekly so comments or questions
12:07
Weekly so comments or questions drop below. and if you are a
12:08
drop below. and if you are a simple growth, KPI client and
12:10
simple growth, KPI client and you have not gotten this uh we
12:11
you have not gotten this uh we do need access to your service
12:14
do need access to your service Autopilot Report Center. Please
12:16
Autopilot Report Center. Please email us at help at. Get help
12:19
email us at help at. Get help at simple growth systems.com
12:22
at simple growth systems.com and if you are interested in
12:24
and if you are interested in getting clarity in your
12:26
getting clarity in your business with your numbers and
12:27
business with your numbers and understanding where you’re
12:29
understanding where you’re going go to the website. Simple
12:31
going go to the website. Simple growth KPI.com and there’ll be
12:33
growth KPI.com and there’ll be more information on how to
12:34
more information on how to build this out yourself or uh
12:36
build this out yourself or uh how we can help you if you need

Callahan’s Corner: Standardizing Estimates For Shrub Pruning

Video Transcript

00:00
Welcome back to Callahan’s
00:02
Welcome back to Callahan’s corner, where you ask a
00:03
corner, where you ask a question to answer them live
00:04
question to answer them live right here on Facebook. so this
00:06
right here on Facebook. so this question is directly out of the
00:08
question is directly out of the service Autopilot users group
00:10
service Autopilot users group so this is applicable to
00:12
so this is applicable to whether you use service
00:12
whether you use service autopilot or another platform
00:14
autopilot or another platform um for scheduling and billing,
00:16
um for scheduling and billing, but I’m gonna actually show you
00:16
but I’m gonna actually show you how to break this out in
00:18
how to break this out in service Autopilot, but the
00:19
service Autopilot, but the first part of the video really
00:20
first part of the video really is going to be software
00:22
is going to be software independent. uh so the question
00:24
independent. uh so the question was how do I go out and
00:25
was how do I go out and standardize the estimating for
00:27
standardize the estimating for shrub trimming in my lawn care
00:28
shrub trimming in my lawn care and landscape business. This is
00:30
and landscape business. This is something that we did at my
00:32
something that we did at my lawn care company Callahan’s um
00:33
lawn care company Callahan’s um probably. Nine and 10 years
00:35
probably. Nine and 10 years ago, but uh the idea of this is
00:37
ago, but uh the idea of this is we want to be able to go in and
00:39
we want to be able to go in and set up a standardization so we
00:41
set up a standardization so we can go in and measure uh how
00:43
can go in and measure uh how many shrubs we had or count how
00:45
many shrubs we had or count how many shrubs based on size,
00:47
many shrubs based on size, small, medium and large shrubs
00:48
small, medium and large shrubs and hedges with or without a
00:50
and hedges with or without a ladder and depending for doing
00:51
ladder and depending for doing all three sides, the hedge or
00:54
all three sides, the hedge or just the top and the side. So
00:55
just the top and the side. So uh this is something that the
00:57
uh this is something that the gentleman that ran Callahan’s
00:58
gentleman that ran Callahan’s lawn care had never done uh as
00:59
lawn care had never done uh as far as trimming shrubs and
01:01
far as trimming shrubs and within about a week and a half
01:02
within about a week and a half he was proficient in his
01:03
he was proficient in his estimates were within a few
01:04
estimates were within a few dollars of mind having over 20
01:06
dollars of mind having over 20 years of experience. So what I
01:07
years of experience. So what I wanna do is just. Uh example,
01:09
wanna do is just. Uh example, I’m gonna flip the screen and
01:10
I’m gonna flip the screen and open it up and show you how we
01:12
open it up and show you how we actually build this out and uh
01:13
actually build this out and uh give you a kind of a road map
01:15
give you a kind of a road map or as I like to call it a
01:16
or as I like to call it a blueprint for success um and
01:19
blueprint for success um and then tomorrow we are gonna be
01:20
then tomorrow we are gonna be going over with a fully
01:21
going over with a fully automated service business
01:22
automated service business looks like as well offered
01:24
looks like as well offered tomorrow’s Callahan’s corner.
01:26
tomorrow’s Callahan’s corner. so right here. I’m gonna drop
01:28
so right here. I’m gonna drop this down if you haven’t seen
01:29
this down if you haven’t seen this before this is the simple
01:32
this before this is the simple growth blueprint here and the
01:33
growth blueprint here and the simple growth blueprint
01:35
simple growth blueprint literally is our blueprint to
01:36
literally is our blueprint to build the services. Go to
01:39
build the services. Go to small, medium and large shrubs
01:40
small, medium and large shrubs here so I’m gonna try to be
01:41
here so I’m gonna try to be looking at the screen to make
01:42
looking at the screen to make sure my picture here is not
01:45
sure my picture here is not overlapping the actual uh view
01:47
overlapping the actual uh view here um but I told my picture
01:49
here um but I told my picture of the audio will leave so
01:50
of the audio will leave so that’s why we got it open here
01:51
that’s why we got it open here but the idea is that some of
01:53
but the idea is that some of our blueprint as we’re going to
01:54
our blueprint as we’re going to blueprint it here and then
01:55
blueprint it here and then build it in the service,
01:56
build it in the service, Autopilot or whatever other
01:58
Autopilot or whatever other software you’re using. so our
02:00
software you’re using. so our custom our service name here is
02:02
custom our service name here is the number of small shrubs in
02:04
the number of small shrubs in the custom field. Their job
02:05
the custom field. Their job variable is the number of small
02:06
variable is the number of small shrubs. That’s what we.
02:09
shrubs. That’s what we. Measuring to create this
02:10
Measuring to create this estimate so what I’m gonna say
02:12
estimate so what I’m gonna say is for every one to one shrub.
02:14
is for every one to one shrub. I’m gonna charge a certain
02:15
I’m gonna charge a certain amount and right now. I’ve got
02:16
amount and right now. I’ve got this for 2 minutes on average
02:19
this for 2 minutes on average for small shrub. A small shrub
02:19
for small shrub. A small shrub is gonna be up to three feet in
02:23
is gonna be up to three feet in height. now what I’m gonna do
02:24
height. now what I’m gonna do is put in a dollar per hour
02:27
is put in a dollar per hour revenue goal. So let’s say our
02:27
revenue goal. So let’s say our revenue goal is $65 and it’s
02:30
revenue goal is $65 and it’s costing us maybe $38 break even
02:32
costing us maybe $38 break even uh so by simply placing that in
02:35
uh so by simply placing that in the simple growth blueprint
02:35
the simple growth blueprint we’ve taken all the. Process
02:38
we’ve taken all the. Process out of it so it calculates the
02:40
out of it so it calculates the price based on 2 minutes for
02:42
price based on 2 minutes for $2.17 and it cost before profit
02:44
$2.17 and it cost before profit of a dollar or 27, and what I’m
02:47
of a dollar or 27, and what I’m gonna do is just copy and paste
02:49
gonna do is just copy and paste the man hour charge and expense
02:51
the man hour charge and expense um and then it’s calculated one
02:53
um and then it’s calculated one over one shrubs every shrub
02:54
over one shrubs every shrub over the first one is
02:54
over the first one is additional $2.17 .03 hours and
02:58
additional $2.17 .03 hours and a dollar twenty-seven expense
03:00
a dollar twenty-seven expense before profits. I’m gonna go
03:01
before profits. I’m gonna go down here and shoot down to
03:03
down here and shoot down to medium shrubs so same exact
03:05
medium shrubs so same exact thing. I’m gonna go in. Paste
03:07
thing. I’m gonna go in. Paste my numbers in and based at my 3
03:09
my numbers in and based at my 3 minutes of shrub uh to trim
03:12
minutes of shrub uh to trim clean up and get rid of that
03:13
clean up and get rid of that debris. I’ve got that at 325 a
03:15
debris. I’ve got that at 325 a shrub and now I’m gonna go down
03:16
shrub and now I’m gonna go down to my large shrub and kick that
03:18
to my large shrub and kick that back in uh I’ve got my industry
03:21
back in uh I’ve got my industry production right here as well
03:22
production right here as well for a number of large shrubs
03:23
for a number of large shrubs that’s 1842 Esub based on
03:25
that’s 1842 Esub based on Sixty-five Bucks an hour. but
03:27
Sixty-five Bucks an hour. but let’s say, maybe we’re charging
03:29
let’s say, maybe we’re charging sixty at calculate that updated
03:31
sixty at calculate that updated price. So we’re basing these
03:32
price. So we’re basing these prices based on your prices.
03:34
prices based on your prices. not what everybody else in your
03:35
not what everybody else in your markets charging based on how
03:36
markets charging based on how long it should take. So now,
03:37
long it should take. So now, I’ve got a small shrub under
03:39
I’ve got a small shrub under three feet three feet. Under
03:40
three feet three feet. Under six feet for medium and then uh
03:42
six feet for medium and then uh up to ten feet for the large
03:44
up to ten feet for the large here, let me grab my. Charger
03:48
here, let me grab my. Charger here cuz it looks like we’re
03:50
here cuz it looks like we’re about to run out of juice so
03:51
about to run out of juice so what could go wrong on a
03:52
what could go wrong on a Facebook live talking about
03:55
Facebook live talking about small medium and large shrubs
03:56
small medium and large shrubs hold on one second here We’ll
03:58
hold on one second here We’ll update this.
04:08
Alright, now that we got some
04:10
Alright, now that we got some juice here and uh we are back
04:11
juice here and uh we are back with some power. It’s a whole
04:13
with some power. It’s a whole day back in the Callahan’s
04:14
day back in the Callahan’s corner here. So now we’ve got
04:15
corner here. So now we’ve got our small medium and large
04:16
our small medium and large shrubs and once again small
04:18
shrubs and once again small shrubs are up to three to up to
04:19
shrubs are up to three to up to six feet and under is a medium
04:22
six feet and under is a medium and then from six to ten feet.
04:24
and then from six to ten feet. uh it is going to be your
04:26
uh it is going to be your large. next thing We’re
04:27
large. next thing We’re breaking down here is headdress
04:30
breaking down here is headdress with no ladders. so these are
04:31
with no ladders. so these are in uh per linear foot. Uh I
04:35
in uh per linear foot. Uh I traditionally break it down per
04:36
traditionally break it down per ten linear feet when we break
04:37
ten linear feet when we break this down in the essay, setups
04:39
this down in the essay, setups or service Autopilot set ups
04:40
or service Autopilot set ups that we set up for folks uh
04:41
that we set up for folks uh that are turnkey. so I’m. In
04:43
that are turnkey. so I’m. In our hourly goal in our
04:45
our hourly goal in our break-even again and uh based
04:47
break-even again and uh based at 42 minutes, I’ve got a
04:48
at 42 minutes, I’ve got a charge of $45.50 for both sides
04:51
charge of $45.50 for both sides and the top with clean up uh
04:52
and the top with clean up uh for hedge without a ladder now,
04:54
for hedge without a ladder now, I’m gonna drive down into uh
04:55
I’m gonna drive down into uh hedges with a ladder and drop
04:58
hedges with a ladder and drop our hourly go in expense and
05:00
our hourly go in expense and now uh based at 55 minutes,
05:02
now uh based at 55 minutes, we’ve got a $59.58 for every
05:05
we’ve got a $59.58 for every ten linear foot section of
05:07
ten linear foot section of hedge now the last thing that
05:10
hedge now the last thing that may be looking at is shrug
05:12
may be looking at is shrug proving disposal. Pruning
05:14
proving disposal. Pruning disposals are we’re looking at
05:15
disposals are we’re looking at Are we breaking it up in a full
05:16
Are we breaking it up in a full dump truck, a truck and eight
05:18
dump truck, a truck and eight of a dump truck uh and and
05:20
of a dump truck uh and and what’s that costing us So what
05:22
what’s that costing us So what we can say is we can go in and
05:23
we can say is we can go in and say, okay based my disposal fee
05:26
say, okay based my disposal fee is 25 minutes divided by sixty
05:28
is 25 minutes divided by sixty is um how many hours we have
05:30
is um how many hours we have one person to dump it. uh we’re
05:33
one person to dump it. uh we’re gonna put in our hourly gold
05:34
gonna put in our hourly gold charts. It’s right now at
05:37
charts. It’s right now at $27.08 and if it’s costing you
05:38
$27.08 and if it’s costing you something to dispose of them,
05:40
something to dispose of them, you may wanna put in a cost
05:43
you may wanna put in a cost per.
05:47
And let’s say it cost you
05:48
And let’s say it cost you twenty-five Bucks So what’s
05:51
twenty-five Bucks So what’s gonna happen? Is we wanna
05:52
gonna happen? Is we wanna update that formula?
05:59
Now based on $25 fee, you’re
06:00
Now based on $25 fee, you’re actually losing money so we’d
06:02
actually losing money so we’d want to either at least at a
06:04
want to either at least at a bare ad that dump on and if you
06:08
bare ad that dump on and if you wanted to market up, you could
06:10
wanted to market up, you could do that as well. but I’m just
06:11
do that as well. but I’m just gonna add that on there just so
06:11
gonna add that on there just so we cover it. So now once again
06:13
we cover it. So now once again we’re back at the 21% profit
06:15
we’re back at the 21% profit margin for each full dump of
06:19
margin for each full dump of debris. Obviously you’d have to
06:19
debris. Obviously you’d have to update the price and cost down
06:22
update the price and cost down here as well. Um you can simply
06:23
here as well. Um you can simply do that by just adding a quick
06:25
do that by just adding a quick formula in here.
06:29
So each additional dump is an
06:32
So each additional dump is an additional $52 .42 hours in a
06:34
additional $52 .42 hours in a cost with labor overhead
06:36
cost with labor overhead recovery and dump fee expenses
06:38
recovery and dump fee expenses of 4083. So we’ve got that 21%
06:40
of 4083. So we’ve got that 21% net profit margin. so the idea
06:41
net profit margin. so the idea is we wanna first build this
06:43
is we wanna first build this out in our blueprint and then
06:45
out in our blueprint and then what we’re gonna do is go into
06:47
what we’re gonna do is go into service Autopilot go into the
06:49
service Autopilot go into the gear icon and we’re gonna go
06:52
gear icon and we’re gonna go into services and I’m gonna
06:55
into services and I’m gonna swing my blueprint here to the
06:57
swing my blueprint here to the other screen so I can actually
06:58
other screen so I can actually see it even comes to questions
07:00
see it even comes to questions drop below here. Happy to
07:01
drop below here. Happy to answer them live or on the
07:01
answer them live or on the recorded version and obviously.
07:04
recorded version and obviously. On this a few times for this
07:05
On this a few times for this example, here in this test
07:06
example, here in this test account, but I’ll go to the
07:08
account, but I’ll go to the actual process for you real
07:09
actual process for you real quick. Add a service and I’m
07:12
quick. Add a service and I’m just gonna do FBL for Facebook
07:17
just gonna do FBL for Facebook live small shrubs. And I got a
07:21
live small shrubs. And I got a copy and paste that for time
07:23
copy and paste that for time sake here.
07:28
And we’re gonna go in and put
07:29
And we’re gonna go in and put that in as uh servicing income
07:33
that in as uh servicing income and we’ll put the estimate in
07:36
and we’ll put the estimate in here. We’re gonna save a new oh
07:38
here. We’re gonna save a new oh and actually as we’re rushing
07:40
and actually as we’re rushing around here, we didn’t do the
07:41
around here, we didn’t do the metrics so please enter your
07:43
metrics so please enter your account for this service and
07:50
In the matrix, you wanna go
07:51
In the matrix, you wanna go into the quantity ten visits,
07:52
into the quantity ten visits, we’re gonna build out a custom
07:54
we’re gonna build out a custom field uh before we get here.
07:55
field uh before we get here. That’s the first step. in this
07:57
That’s the first step. in this instance, I already have I’m
07:58
instance, I already have I’m assuming probably the number of
08:00
assuming probably the number of small shrubs in here already.
08:03
small shrubs in here already. And do. And what we’re gonna do
08:08
And do. And what we’re gonna do is take a break from the
08:11
is take a break from the blueprint right here. I scroll
08:14
blueprint right here. I scroll up to the first sheet or small
08:17
up to the first sheet or small shrubs. I’ve got one to one.
08:18
shrubs. I’ve got one to one. it’s 217 .03 hours and a break
08:21
it’s 217 .03 hours and a break even a dollar twenty-seven. so
08:23
even a dollar twenty-seven. so I’m really just trans posing
08:23
I’m really just trans posing those numbers from the
08:24
those numbers from the blueprint so you can kinda see
08:27
blueprint so you can kinda see um what that looks like because
08:28
um what that looks like because now it’s just all we’re doing
08:29
now it’s just all we’re doing is picking them off here and
08:31
is picking them off here and there’s no guessing what
08:34
there’s no guessing what actually goes in those sheets
08:35
actually goes in those sheets because we’ve got them all on
08:37
because we’ve got them all on our blueprint here. so uh
08:38
our blueprint here. so uh you’re not building a house.
08:40
you’re not building a house. Without a blueprint, you’re not
08:42
Without a blueprint, you’re not building services in your
08:43
building services in your software without a blueprint as
08:45
software without a blueprint as well. Um that’s where the major
08:47
well. Um that’s where the major mistakes come in.
08:52
And everything on the bottom is
08:53
And everything on the bottom is gonna be the same. uh it’s like
08:55
gonna be the same. uh it’s like it shows in a blueprint that
08:57
it shows in a blueprint that we’re working on. so if you go
08:58
we’re working on. so if you go down here we bought five lines
09:00
down here we bought five lines now we’re gonna line up to the
09:02
now we’re gonna line up to the bottom five lines inside
09:04
bottom five lines inside service Autopilot um and get
09:05
service Autopilot um and get you the information you need so
09:07
you the information you need so I’m gonna hit save a new. And
09:10
I’m gonna hit save a new. And we’re gonna do a number of.
09:15
we’re gonna do a number of. Median shrubs once again, these
09:17
Median shrubs once again, these are from three to six feet. You
09:21
are from three to six feet. You need a code. you need a service
09:23
need a code. you need a service mode. We need an invoice
09:23
mode. We need an invoice description. We need an account
09:26
description. We need an account and we need an estimate and we
09:28
and we need an estimate and we need to pray matrix so we can
09:30
need to pray matrix so we can fill that out uh when it comes
09:31
fill that out uh when it comes in here so we’re gonna go in
09:34
in here so we’re gonna go in and type in medium.
09:41
And we’ve got that in here and
09:43
And we’ve got that in here and it’s gonna be a one to one and
09:45
it’s gonna be a one to one and we’ll take a look at it here
09:46
we’ll take a look at it here for medium shrubs uh 320 8.05
09:51
for medium shrubs uh 320 8.05 man hours.
09:57
And our cost is going to be a
10:01
And our cost is going to be a dollar ninety so that’s what
10:02
dollar ninety so that’s what our cost is before we make a
10:03
our cost is before we make a profit on these shrubs and now
10:05
profit on these shrubs and now that’s gonna just literally be
10:06
that’s gonna just literally be the same exact thing on the
10:07
the same exact thing on the bottom cuz that is a one to one
10:09
bottom cuz that is a one to one ratio for our shrubs group who
10:11
ratio for our shrubs group who shrub is 328 her first one meet
10:14
shrub is 328 her first one meet additional is gonna be another
10:15
additional is gonna be another 320 8.059 hours and a dollar
10:18
320 8.059 hours and a dollar ninety expense before we get to
10:19
ninety expense before we get to it. So we’re gonna save a new.
10:20
it. So we’re gonna save a new. we’re gonna go and do a number
10:23
we’re gonna go and do a number of large shrubs, then we’ll get
10:25
of large shrubs, then we’ll get into the head. And disposal
10:27
into the head. And disposal fees here in a minute, so this
10:29
fees here in a minute, so this is how we standardize a
10:30
is how we standardize a production based estimating for
10:31
production based estimating for shrub trimming allow it to be
10:34
shrub trimming allow it to be delegated to other employees or
10:36
delegated to other employees or um if you are a business owner
10:39
um if you are a business owner that wanna hold yourself
10:40
that wanna hold yourself accountable, That’s how we
10:41
accountable, That’s how we would do it. It’s once again
10:43
would do it. It’s once again the calculation retains
10:44
the calculation retains quantity. ten visits custom
10:45
quantity. ten visits custom field. I’m gonna go in and look
10:47
field. I’m gonna go in and look for my uh custom field that
10:49
for my uh custom field that we’ve already built out for
10:50
we’ve already built out for large shrubs and we’re gonna go
10:52
large shrubs and we’re gonna go back to Facebook live here for
10:55
back to Facebook live here for large shrubs and the blueprint
10:55
large shrubs and the blueprint and it’s 1842 and .28 hours.
11:04
And .28 and 1077.
11:13
Every shrub and then the bottom
11:13
Every shrub and then the bottom line is gonna be identical now
11:15
line is gonna be identical now if you had a minimum price, you
11:17
if you had a minimum price, you wanted to charge more for the
11:18
wanted to charge more for the first shrub for some reason
11:19
first shrub for some reason that would fall on the top line
11:21
that would fall on the top line here. So now that we’ve got
11:23
here. So now that we’ve got this in here. we’ve got small,
11:24
this in here. we’ve got small, medium and large shrub. We’re
11:25
medium and large shrub. We’re gonna save a new and we’re
11:27
gonna save a new and we’re gonna do hedges with no ladder.
11:40
Same thing we need a code per
11:44
Same thing we need a code per unit Invoice Description income
11:47
unit Invoice Description income account and an estimate and
11:49
account and an estimate and rate matrix quantity tens
11:51
rate matrix quantity tens visits uh we’re gonna go head
11:54
visits uh we’re gonna go head that should already be built in
11:55
that should already be built in here the idea before you get in
11:56
here the idea before you get in the building services, so you
11:57
the building services, so you definitely want to um build out
12:00
definitely want to um build out your custom field and that’s
12:00
your custom field and that’s gonna be uh my example. here is
12:03
gonna be uh my example. here is ten linear feet section here
12:05
ten linear feet section here some charging 4515 .7 hours so.
12:14
And that is going to be 2660.
12:21
And that is going to be 2660. And now every one section of
12:24
And now every one section of pending your feet is gonna be
12:24
pending your feet is gonna be an additional 4750 pop on both
12:28
an additional 4750 pop on both sides with clean up .79 hours
12:29
sides with clean up .79 hours in a cost of 2664 profit. Now,
12:32
in a cost of 2664 profit. Now, I’ve got one more left here for
12:34
I’ve got one more left here for the hedges. We’re going in and
12:36
the hedges. We’re going in and doing the heads with a ladder.
12:38
doing the heads with a ladder. so it’s obvious that production
12:40
so it’s obvious that production rate is going to be a little
12:43
rate is going to be a little less productive. Uh now the
12:44
less productive. Uh now the clean up is gonna be
12:45
clean up is gonna be predominantly be the same when
12:46
predominantly be the same when you do this, but this is kind
12:48
you do this, but this is kind of what we’re looking at here
12:49
of what we’re looking at here so for time sake the. Code. I’m
12:52
so for time sake the. Code. I’m just doing those on the fly and
12:53
just doing those on the fly and pasting them and obviously I
12:54
pasting them and obviously I wanna take the time to update
12:56
wanna take the time to update those estimates here. I’m
12:57
those estimates here. I’m dropping that in and then our
12:58
dropping that in and then our rate matrix quantity time
13:00
rate matrix quantity time visits. We’re gonna go hedges
13:02
visits. We’re gonna go hedges with a ladder and I’m gonna say
13:05
with a ladder and I’m gonna say every one to 110. linear foot
13:06
every one to 110. linear foot section is right off the
13:08
section is right off the blueprint again, 5958 and .92.
13:14
blueprint again, 5958 and .92. Man an hour and once again your
13:16
Man an hour and once again your budget man are gonna be based
13:17
budget man are gonna be based is one person only on the job
13:20
is one person only on the job and the software uh such a
13:21
and the software uh such a service Autopilot should uh
13:24
service Autopilot should uh calculate how many guys or
13:25
calculate how many guys or girls on the crew and uh
13:27
girls on the crew and uh manipulate that down for you
13:28
manipulate that down for you cuz as we know, sometimes we
13:29
cuz as we know, sometimes we have a no show no call
13:31
have a no show no call employees or we’re running
13:32
employees or we’re running behind. We have to have a
13:33
behind. We have to have a larger groups and software
13:35
larger groups and software should account for that for you
13:37
should account for that for you in the process and top to
13:39
in the process and top to bottom. We are good so last
13:41
bottom. We are good so last thing we have now is disposal
13:43
thing we have now is disposal fees, so this can include your
13:45
fees, so this can include your dry pad from your shop to
13:46
dry pad from your shop to disposal if disposals at your
13:47
disposal if disposals at your shop, whatever that looks like
13:48
shop, whatever that looks like but. Best practice In my
13:51
but. Best practice In my opinion Is you really need to
13:52
opinion Is you really need to accomplish this non billable
13:53
accomplish this non billable time drive time. And he put
13:57
time drive time. And he put that in here again per unit not
14:02
that in here again per unit not hourly.
14:07
And rate matrix. I’m not sure.
14:11
And rate matrix. I’m not sure. A custom built out if I don’t I
14:14
A custom built out if I don’t I will show you how we build that
14:16
will show you how we build that so number of trips for debris.
14:17
so number of trips for debris. That’s one I use here I but you
14:19
That’s one I use here I but you wanna make that custom field
14:20
wanna make that custom field that’s gonna be associated to
14:21
that’s gonna be associated to the customer uh predominantly
14:23
the customer uh predominantly so we’re gonna go in and what
14:24
so we’re gonna go in and what is our charge for dump uh fifty
14:27
is our charge for dump uh fifty 208 and it’s .42 man hours.
14:35
And the cost before profit with
14:37
And the cost before profit with the cost of dumping is $40.83.
14:44
Once again, it’s one to 150
14:47
Once again, it’s one to 150 2.08. 2.08 .42.
14:57
And 383, it’s what we figured
14:59
And 383, it’s what we figured out break even our leave on
15:00
out break even our leave on this with the drive time. So
15:02
this with the drive time. So once we have that now um we
15:05
once we have that now um we really need to go in and create
15:08
really need to go in and create a process to do this. so the
15:11
a process to do this. so the next thing I’m gonna do in my
15:12
next thing I’m gonna do in my opinion is go in and go to the
15:14
opinion is go in and go to the gear icon. And I’m going to job
15:19
gear icon. And I’m going to job estimate templates here and I
15:21
estimate templates here and I wanna put that into a
15:21
wanna put that into a standardized template just for
15:24
standardized template just for um estimating those shrubs. So,
15:32
um estimating those shrubs. So, Add a templates and I’m gonna
15:34
Add a templates and I’m gonna make this our Facebook live uh
15:36
make this our Facebook live uh template here for shrub and
15:38
template here for shrub and show you how it’s done how we
15:39
show you how it’s done how we pull together. then I’m gonna
15:40
pull together. then I’m gonna show you one of the ways that
15:41
show you one of the ways that we actually uh created
15:43
we actually uh created delegated estimate process. Um
15:47
delegated estimate process. Um it can be delegated to your
15:50
it can be delegated to your team. I wanna share this with
15:51
team. I wanna share this with creating both assets and job
15:53
creating both assets and job and I’m gonna go in and select
15:54
and I’m gonna go in and select my estimate document this
15:56
my estimate document this obviously should be built up
15:58
obviously should be built up before uh let’s see what I’ve
15:59
before uh let’s see what I’ve got here they could be
16:05
got here they could be applicable. Let’s uh let’s go
16:10
applicable. Let’s uh let’s go to the dock with videos and uh
16:12
to the dock with videos and uh see what it comes up with so
16:13
see what it comes up with so next thing you wanna do and add
16:15
next thing you wanna do and add an item and we’re gonna make
16:19
an item and we’re gonna make our we’re gonna have our child
16:19
our we’re gonna have our child or parent service. our shrubs
16:21
or parent service. our shrubs we probably have that built in
16:25
we probably have that built in here uh.
16:29
We don’t this account so I’ll
16:33
We don’t this account so I’ll actually go into the gear icon
16:34
actually go into the gear icon and create my parent’s service
16:35
and create my parent’s service here so you can see what that
16:37
here so you can see what that looks like so you can kinda
16:38
looks like so you can kinda connect the dots so we need a
16:40
connect the dots so we need a parent service that doesn’t
16:41
parent service that doesn’t spell out small medium to large
16:42
spell out small medium to large shrubs or hedges and that will
16:46
shrubs or hedges and that will uh make more sense in a minute
16:47
uh make more sense in a minute when I connect to all of them.
17:09
And this one does not have a
17:12
And this one does not have a pricing matrix to it. So I’m
17:14
pricing matrix to it. So I’m gonna go back to my gear. I
17:15
gonna go back to my gear. I kinda grab that job as the
17:17
kinda grab that job as the template so I can put this all
17:19
template so I can put this all together for you and I’ll show
17:21
together for you and I’ll show you the onsite estimate for how
17:22
you the onsite estimate for how we actually break down the
17:24
we actually break down the systematic way to delegate
17:25
systematic way to delegate these estimates on the fly when
17:27
these estimates on the fly when you’re walking around with your
17:28
you’re walking around with your mobile phone um doing that so.
17:35
mobile phone um doing that so. Alright. And it did not see it
17:39
Alright. And it did not see it by the looks of it. so we’re
17:42
by the looks of it. so we’re gonna add a template.
17:55
Grab our job estimates here
17:58
Grab our job estimates here that’s gonna open up our
18:00
that’s gonna open up our documents here. I’m gonna grab
18:01
documents here. I’m gonna grab our simple growth custom
18:03
our simple growth custom template here with videos and
18:09
template here with videos and I’d add an item in and other
18:11
I’d add an item in and other services. I wanna go in and do
18:13
services. I wanna go in and do my shrubs. The one I just made.
18:19
my shrubs. The one I just made. Under the plus icon, we’re
18:21
Under the plus icon, we’re gonna add our small medium and
18:23
gonna add our small medium and large uh right now. it’s gonna
18:24
large uh right now. it’s gonna default the product we need to
18:25
default the product we need to make the service. And we are
18:29
make the service. And we are doing our Facebook live.
18:35
Small shrubs Now it looks like
18:35
Small shrubs Now it looks like we’ve done this before so it
18:37
we’ve done this before so it should be interesting um but
18:39
should be interesting um but this is going to pull those in.
18:47
Medium And we’re gonna put our
18:52
Medium And we’re gonna put our large.
18:56
We’re gonna do our heads with
18:57
We’re gonna do our heads with and without a ladder.
19:10
With
19:15
And with no ladder and now we
19:17
And with no ladder and now we need to add our dump fees. So
19:18
need to add our dump fees. So once again, we’re just
19:19
once again, we’re just literally I’ve done enough of
19:21
literally I’ve done enough of these, they’re all in my head.
19:22
these, they’re all in my head. We’re literally going down the
19:22
We’re literally going down the blueprint line by line and grab
19:24
blueprint line by line and grab each one and that’s the system
19:26
each one and that’s the system um that we teach when simple
19:28
um that we teach when simple group teaches us how to I say
19:30
group teaches us how to I say users or when we train our
19:31
users or when we train our internal staff uh candidly.
19:47
Let me just make sure I’ve got
19:49
Let me just make sure I’ve got the right one.
20:04
Obviously loaded or done this a
20:05
Obviously loaded or done this a few times here, so I just wanna
20:07
few times here, so I just wanna make sure I’ve got the right
20:08
make sure I’ve got the right one.
20:20
Here we go now we’ve got our
20:23
Here we go now we’ve got our main service with all the other
20:24
main service with all the other services in there. uh we’d
20:26
services in there. uh we’d wanna go and make sure by
20:27
wanna go and make sure by adding some values in it. We
20:28
adding some values in it. We have the right ones. so we’re
20:28
have the right ones. so we’re gonna hit save here and then
20:31
gonna hit save here and then the last thing we wanna do is
20:32
the last thing we wanna do is create an on-site estimate
20:33
create an on-site estimate form. This is something that’s
20:34
form. This is something that’s uh it’s particularly what
20:36
uh it’s particularly what simple growth does um it really
20:38
simple growth does um it really is something we built at
20:40
is something we built at Callahan’s Lawn care in my
20:40
Callahan’s Lawn care in my company and then we’ve teach
20:41
company and then we’ve teach other people to do this um but
20:43
other people to do this um but really what you wanna do is go
20:44
really what you wanna do is go in and out a form. I’m gonna do
20:45
in and out a form. I’m gonna do a vtwo form but uh
20:48
a vtwo form but uh traditionally we can do this in
20:49
traditionally we can do this in bthree as well um but just for
20:51
bthree as well um but just for simplicity. I’m vtwo, I will
20:53
simplicity. I’m vtwo, I will show you in vtwo.
21:00
And this will take a second to
21:01
And this will take a second to load, but once it loads, I’ll
21:02
load, but once it loads, I’ll show you the outside form and
21:03
show you the outside form and how we tie that all together
21:05
how we tie that all together into a standardized test.
21:16
I need to put it name you wanna
21:19
I need to put it name you wanna scroll down auto create on
21:23
scroll down auto create on create a lead or update a lead,
21:26
create a lead or update a lead, and we wanna add some
21:27
and we wanna add some particular fields in such as
21:29
particular fields in such as name and address and email you
21:34
name and address and email you need to be named mapped back to
21:36
need to be named mapped back to first name Last name address
21:37
first name Last name address needs to be back back to
21:39
needs to be back back to service address uh beautiful
21:40
service address uh beautiful thing about the three is it
21:43
thing about the three is it automatically match these back
21:43
automatically match these back or ask you to make sure so if
21:45
or ask you to make sure so if you don’t forget. It will take
21:48
you don’t forget. It will take care of it for you and we’ve
21:49
care of it for you and we’ve got an email now. The next
21:51
got an email now. The next thing is we’re gonna add a
21:52
thing is we’re gonna add a couple of fields for numbers so
21:54
couple of fields for numbers so I’m gonna go in and put in
21:58
I’m gonna go in and put in number of small shrubs in a
22:01
number of small shrubs in a comment area here help that you
22:02
comment area here help that you wanna say shrubs up. It’s just
22:04
wanna say shrubs up. It’s just up shrubs less than three feet
22:08
up shrubs less than three feet when you click into that, we’re
22:08
when you click into that, we’re gonna go in and map that back
22:11
gonna go in and map that back to a custom field and then
22:12
to a custom field and then that’s gonna be our number of
22:15
that’s gonna be our number of um. Shrubs. And this is hanging
22:21
um. Shrubs. And this is hanging up here for a minute, but I’ll
22:22
up here for a minute, but I’ll show you once this connects how
22:24
show you once this connects how to uh get that to work. but
22:25
to uh get that to work. but basically what you’re gonna do
22:26
basically what you’re gonna do is you’re gonna map that back
22:28
is you’re gonna map that back to your custom field of small
22:32
to your custom field of small shrubs.
22:36
And then you can go in and add
22:39
And then you can go in and add another number or copy it. um
22:41
another number or copy it. um we’re gonna have small medium
22:43
we’re gonna have small medium and large shrubs, and then the
22:43
and large shrubs, and then the idea is once you have that all
22:45
idea is once you have that all buttoned up. uh we’re gonna add
22:47
buttoned up. uh we’re gonna add that into the auto assist um
22:49
that into the auto assist um and autos allow you to put vtwo
22:51
and autos allow you to put vtwo or a vthree form and now uh to
22:54
or a vthree form and now uh to do that. So if we go in and
22:55
do that. So if we go in and edit this here uh we’ll be able
22:57
edit this here uh we’ll be able to pull in all of the different
23:00
to pull in all of the different options here for small, medium
23:01
options here for small, medium and large shrubs hedges with or
23:03
and large shrubs hedges with or without a ladder and your
23:04
without a ladder and your number of disposal trips the
23:06
number of disposal trips the case it’s a big or multiple day
23:07
case it’s a big or multiple day job uh that will cover. So the
23:10
job uh that will cover. So the idea is here uh it’s a little
23:13
idea is here uh it’s a little bit slow at the place here all
23:14
bit slow at the place here all of my basement office, but I’m
23:16
of my basement office, but I’m gonna show you real quick on
23:17
gonna show you real quick on this one. how to update the
23:18
this one. how to update the medium and then show you how to
23:20
medium and then show you how to connect it all together.
23:26
So we would go in and connect
23:30
So we would go in and connect that and we’d go into this one
23:31
that and we’d go into this one here for small medium large
23:33
here for small medium large shrubs once again, we’re
23:34
shrubs once again, we’re mapping it into a custom field
23:35
mapping it into a custom field and then we’re mapping it back
23:37
and then we’re mapping it back to the small medium and large
23:38
to the small medium and large shrub basically go and hit save
23:40
shrub basically go and hit save and close at this point, and
23:42
and close at this point, and then the final part would be is
23:44
then the final part would be is the first time you do it. You
23:46
the first time you do it. You wanna go into a lead or a
23:48
wanna go into a lead or a client under the auto assist um
23:50
client under the auto assist um attached that form and then
23:52
attached that form and then you’re going in your mobile
23:53
you’re going in your mobile form to attach that and then.
23:56
form to attach that and then. Person walks through and add
23:57
Person walks through and add all the small medium and large
23:59
all the small medium and large shrubs. uh it’s automatically
24:01
shrubs. uh it’s automatically gonna calculate the price of
24:01
gonna calculate the price of budget time it cost before
24:03
budget time it cost before profit based on all the numbers
24:05
profit based on all the numbers we’ve had there so that auto
24:07
we’ve had there so that auto assist right there is here. And
24:12
assist right there is here. And you’re gonna wanna add that
24:13
you’re gonna wanna add that onsite form here and then once
24:15
onsite form here and then once it’s loaded you hit it you go
24:17
it’s loaded you hit it you go in. pull it up on your mobile
24:19
in. pull it up on your mobile btwo bthree with the team app
24:21
btwo bthree with the team app or legacy app you clock in one
24:23
or legacy app you clock in one two and three and then uh when
24:25
two and three and then uh when we open up the estimate it will
24:27
we open up the estimate it will calculate the price budget of
24:28
calculate the price budget of time and cost so get hung up
24:30
time and cost so get hung up here in the basement office
24:31
here in the basement office with some of the internet um if
24:33
with some of the internet um if the kids are using it upstairs
24:36
the kids are using it upstairs so um obviously uh this is not
24:39
so um obviously uh this is not normal but this does happen uh
24:40
normal but this does happen uh when the kiddos are upstairs
24:42
when the kiddos are upstairs playing on the smart TV so um
24:43
playing on the smart TV so um any comments or questions. But
24:46
any comments or questions. But that is how you tackle uh
24:47
that is how you tackle uh production estimating on
24:49
production estimating on shrubs, small medium large
24:50
shrubs, small medium large shrubs hed with a ladder um
24:54
shrubs hed with a ladder um create a job estimate template
24:55
create a job estimate template and then a form that ties in to
24:57
and then a form that ties in to each custom field. You fill the
24:59
each custom field. You fill the form out on your phone and then
25:00
form out on your phone and then when you pull up the estimate
25:01
when you pull up the estimate it calculates the price budget
25:02
it calculates the price budget time and cost and all the
25:04
time and cost and all the consumers will see is shrub
25:05
consumers will see is shrub pruning in a price that they’ll
25:07
pruning in a price that they’ll have no idea. We’ve broken it
25:09
have no idea. We’ve broken it down into segments of sizes
25:10
down into segments of sizes shrubs and he draws so comment
25:11
shrubs and he draws so comment your questions down below
25:13
your questions down below Callahan’s corner. You ask the
25:14
Callahan’s corner. You ask the questions we answered live
English (United States) – Callahan’s Corner: Standardizing estimates for shrub pruning

Callahan’s Corner – How You Should Respond To An Online Request. IMPORTANT: Follow This Process!

Video Transcript

00:00
mike kelly here with uh callahan’s
00:02
corner were you asking questions we
00:03
answer them live
00:04
right here on facebook so the question
00:07
that was submitted is how should i
00:08
respond to an
00:09
online estimate request
00:13
on my website or someone filling out a
00:15
contact
00:16
us form a gentleman said you know should
00:18
i
00:19
call them back immediately should i
00:20
email them back or text message them or
00:23
a certain combination so
00:25
what i’m going to recommend if you have
00:27
the chance you should
00:29
always respond to an online request
00:32
from your website immediately by picking
00:35
up the phone
00:36
speed wins today’s consumers right now
00:39
are demanding
00:40
real-time buying interactions very
00:43
similar to netflix uber
00:44
amazon today’s consumer wants immediate
00:47
results so
00:49
in addition that i really recommend you
00:51
have a chatbot with automated pricing
00:53
on your website and your social media to
00:55
have that 24-hour
00:57
real-time buying decision that’s a whole
01:00
different video but that is going to be
01:01
essential today
01:02
with today’s buying habits of the
01:04
consumer but the main thing is
01:06
based on the question is somebody hits
01:08
your contact us page or requests an
01:10
estimate
01:10
someone in your office should be picking
01:12
up that phone immediately
01:14
and calling them and quoting your
01:18
gateway services over the phone such as
01:20
lawn mowing or fertilization or in home
01:22
cleaning your quick top to bottom deluxe
01:24
with a weekly or bi-weekly cleaning so
01:26
we want to be able to
01:28
go out and crush with speed right off
01:30
that now
01:32
what happens if we call we can’t get a
01:33
hold of them most likely they’re
01:35
probably calling your competitors
01:36
or requesting estimates or engaging with
01:38
an automated bot on your competitors
01:40
page
01:41
so if you have picked up the phone and
01:42
called back immediately and you still
01:44
can’t get a hold of them
01:45
what you’re going to want to do is
01:46
create a manual process or hopefully an
01:49
automated process to create a
01:51
communication
01:53
flow so what you’re going to do is have
01:55
a form
01:56
in your software you check a box on the
01:58
form and it fires off a pre-can
02:01
templated email or you fire off a
02:03
templated email manually
02:05
hopefully it’s automated and what’s
02:06
going to do is it’s going to fire off
02:08
that email
02:10
following up and hopefully if they gave
02:12
us the information off the request to
02:14
quote we give them a live quote off that
02:16
estimate with email
02:17
and we’re going to text message them as
02:20
well
02:20
and in the email subject line what i’m
02:22
going to recommend is
02:24
i just left you a voicemail so that
02:26
triggers off
02:27
automatically after you left the
02:28
voicemail so it creates a constant
02:30
communication with standardized
02:32
marketing that can be delegated to
02:34
anybody in your office so once again if
02:36
somebody hits the website we’re going to
02:37
call them immediately
02:38
if we end up having to leave them a
02:39
voicemail we’re going to have an
02:40
automated uh
02:42
process where we click a button it fires
02:43
off a pre-canned email
02:45
email subject line is i just left you a
02:47
voicemail and it’s going to re-engage
02:49
them to follow up on that estimate
02:50
request and if they’ve given us enough
02:52
details for the estimate cross we’re
02:53
firing off
02:54
a live estimate that they can accept and
02:56
sign online in addition
02:58
to the email we want to fire off a
03:00
automated or manual text message i’m
03:02
hoping it’s automated at this point but
03:03
either way
03:04
the different communication channels
03:07
with follow-up will convert
03:08
more sales and speed wins in today’s
03:12
marketplace in addition if you haven’t
03:15
looked at conversational marketing um
03:17
check out the simple growth page i’ve
03:19
got about a 45 minute uh conversational
03:22
uh basically talk that i gave that dials
03:26
in conversation marketing and why it’s
03:27
important to
03:28
not only have that estimate request form
03:30
but an automated bot on there to assist
03:33
with that
03:33
and create real-time conversations with
03:35
a live person or if you’re not
03:37
open um and no one’s available we can go
03:39
in and go in and collect the information
03:41
and get it right into your crm your
03:43
software to create a constant real-time
03:45
buying flow
03:47
and what i’m going to recommend is is
03:48
like i said forms still work and you
03:50
want to have them on your your
03:52
on your website but you really need a
03:54
bot
03:55
and i like to use the analogy of imagine
03:57
it’s the holiday season you’re going
03:58
into
03:59
say best buy and they’re selling these
04:01
huge screen
04:02
big screen tvs around the holiday season
04:05
and
04:05
when you go there uh you get cash in
04:07
hand you check out the tv and it looks
04:09
mint you’re gonna buy it so you go up to
04:10
the register and what you get what
04:11
happens when you get to the register is
04:12
that
04:13
there’s a clipboard and it literally
04:14
says give me your name your phone number
04:16
email
04:17
all the information in fill this out and
04:19
when we’re ready we’ll
04:20
call you when we’re ready to sell you
04:22
that tv literally if you have a static
04:24
estimate form
04:25
just on your website for requests and
04:27
estimate that is not enough with today’s
04:29
consumer we really need a bot to assist
04:32
them filling out the form
04:33
or a bot that can actually have a live
04:34
interaction and quote live pricing for
04:36
those gateway services
04:38
um and the way we’ve built ours is it
04:40
actually goes out to zillow and grabs
04:42
the lot square footage
04:43
for the turf or it goes in and grabs the
04:46
home square footage for cleaning or
04:47
perimeter pest control
04:49
and it quotes a live price and then
04:51
sinks right into the software such as
04:53
service autopilot job or zen made
04:55
service monster just to name a few
04:57
but that contact information the price
05:00
the square footage
05:01
automatically syncs into those softwares
05:03
and picks up the process live with no
05:04
double entry so
05:06
the main question was when somebody hits
05:08
the website form we call back
05:09
immediately
05:10
we follow up with email text that
05:12
combination
05:13
hopefully an estimate if we have enough
05:14
information but that’s not enough we
05:16
need
05:16
in my opinion a automated messenger bot
05:19
um
05:20
to do that if you’re not going to build
05:21
it yourself check out the simple growth
05:23
page we’ve got
05:24
um messenger bots built out for just
05:27
about every lawn care and hardscaping
05:28
service as well as
05:29
home cleaning and disinfecting right now
05:32
so hopefully that
05:33
helps with the question callahan’s
05:34
corner you ask questions we answer live
05:36
right here on facebook we’ll see you
05:37
again tomorrow with the
05:38
pre-submitted questions

Callahan’s Corner – Accountability

Video Transcript

00:01
hey mike callahan with callahan’s corner
00:02
where you ask the questions we answer
00:04
them
00:04
live here on facebook so one of the big
00:07
recurring issues that we see in
00:09
all the service businesses well at least
00:10
most of service businesses we’ve been
00:12
dealing with lately is that
00:14
there is a massive accountability issue
00:16
especially going into the second half or
00:17
later part of the season
00:19
for getting the crews to do what they
00:21
should be doing on a daily basis
00:23
in their mobiles in the crm or the
00:26
software that you’re using so if the
00:29
software using has the ability to clock
00:31
in and out of drive time
00:33
and clock in and out of each job what
00:36
we’re finding is the crews are not being
00:38
held accountable on a daily basis
00:40
for putting this essential data in the
00:42
software
00:43
and why it’s essential to have the start
00:45
and stop times for drive time and
00:47
each job you do is a three-fold
00:49
situation so we want to be able to go
00:52
out and know our drive time our
00:56
non-billable cost effect based on labor
00:57
with labor burden
00:59
we also really want to know um the
01:02
if we’re hitting our hourly goals so if
01:04
we’re making money on all the jobs and
01:05
without good data in
01:07
uh the business is really blind um it’s
01:09
kind of like driving in fog you don’t
01:11
know what it’s ahead of you
01:12
you know you’re on the road but you
01:13
don’t know what the next turn may take
01:16
so
01:16
really really important that we need to
01:18
hold those crews accountable for
01:19
clocking in
01:20
to non-billable drive time and things
01:22
like shop time and having accurate start
01:24
and stop times and if they don’t
01:25
remember to clock into mobile that
01:27
they’re telling the office or someone
01:29
um to update those dispatch boards or
01:31
close out day screens if using service
01:32
autopilot
01:33
next thing is that the office needs to
01:36
be held accountable whether it’s you in
01:37
the office or virtual assistant
01:39
or just a regular office person is that
01:42
we need to have
01:44
someone go through the closeout day
01:46
screen and service autopilot or the
01:47
equivalent in other softwares
01:49
to double check we have accurate start
01:51
and stop time so the crew’s not logging
01:53
in and out of a job
01:54
under a minute like they got the job
01:55
done and then
01:57
um realized they had to go to the next
01:59
stop so they clocked in and out under a
02:01
minute so this is the last point a human
02:02
can touch
02:04
uh before job costing production reports
02:07
and uh billing so if you’re using a
02:10
product like service autopilot that’s
02:11
going to trigger an automatic invoice
02:13
every day every week every month so one
02:15
of the biggest issues right now is how
02:17
do we hold those folks accountable and
02:18
what i’m going to recommend that you do
02:20
is at least the next two to three weeks
02:22
if this is an issue in your business
02:24
walk down to the shop with an
02:25
old-fashioned clipboard and print out
02:27
those closeout day screen reports
02:29
and highlight all the jobs that have
02:31
inaccurate times or missing times and
02:33
force the crews to give it to you
02:34
obviously if you have gps you want to
02:36
double check it
02:36
but we’re going to hold accountability
02:38
every morning or the following evening
02:40
when they come in someone’s in taking
02:41
those sheets
02:42
uh physically in the office we want to
02:44
make sure that’s good data and then the
02:45
next morning or that following or that
02:47
night
02:47
someone in the office should be checking
02:49
that it’s a quick two to three minute
02:50
look through
02:51
to make sure we’ve got good start and
02:52
stop times a budgeted time and believe
02:55
it or not a price you wouldn’t believe
02:56
how many
02:57
um accounts i’ve been in the last two to
02:59
three months where people are not
03:00
charging out a dollar amount
03:02
uh by mistake so this workflow process
03:05
will allow you to
03:06
avoid those mistakes so i’m going to
03:09
recommend on a daily basis we’re
03:11
checking with the crews every morning
03:12
from the previous day for accountability
03:14
that’s going to take two to three weeks
03:16
and we’re gonna be sticklers about it
03:17
and make them
03:18
before they pull out of the shop give
03:19
you those times the best of their
03:21
knowledge
03:21
and if they skip a job and they don’t
03:23
have a reason why with notes
03:25
send them back to that job if it needs
03:26
to be done and then your office at the
03:28
end of every day or the beginning of the
03:29
next day for the previous day needs to
03:30
be
03:31
running those those uh quick closeout
03:34
day screen
03:34
check now the next thing is and probably
03:37
one of the
03:38
more important things that we realized
03:39
my lawn care company when we started to
03:41
institute this is
03:42
what we need to do is have a weekly
03:45
monday huddle in most offices it’s going
03:48
to be probably impossible to have the
03:50
office admin especially if it’s a va
03:51
present
03:52
with the crew leaders so we have a
03:53
monday huddle with the crew leaders to
03:55
go over
03:56
previous um budget versus actual
03:59
and how well they track the data and we
04:01
have a monday huddle with your virtual
04:03
assistant or your office assistant
04:04
um either it’s virtual or in person
04:06
standing quick five to ten minute minute
04:08
meeting
04:09
but what the point is that the office
04:12
administrator is reporting out to you on
04:13
the top three things
04:15
um that’s there and it’s the actual
04:16
verse budgeted we have
04:18
budgeted time and prices that’s one of
04:20
the big three the other two
04:22
are probably up to you whether it’s
04:23
driving that quarterly or yearly goal
04:25
i’m tying into that bhag that big hairy
04:27
audacious goal of your 10 to 15 year
04:29
goal so
04:30
accountability in the field and the
04:32
office is essential
04:33
because without good data or no data
04:36
you’re running blind but if you have
04:37
good data in and good data out
04:39
then you can go into a reporting center
04:41
and have a really good idea what’s going
04:43
on in your business and the fine-tuning
04:46
things that you need to make happen on a
04:47
day-to-day basis or week-to-week basis
04:49
in addition
04:50
it’s going to create accountability with
04:52
those crews with hopefully a quality
04:53
standard as well
04:55
and that’s one of the things we felt
04:56
short in so when we do the production
04:57
rate incentive we need a quality
04:59
standard tied into it so comments
05:00
questions drop below callahan’s corner
05:02
you ask the questions we answer live
05:03
right here on facebook

SA Weekly Talk Show w/ Shawn Day

Video Transcript

00:00
you’re listening to the simple growth
00:02
podcast
00:03
the show that helps business owners get
00:05
their life back
00:06
here’s your host mike callahan
00:10
welcome back to the sa weekly talk show
00:12
here mike callahan
00:13
with co-host cody owen as always coming
00:15
back to you at 1 pm eastern
00:17
12 p.m central special guest today sean
00:20
day
00:20
of blue skies admin services going to be
00:23
diving in and talking
00:24
all things recruiting employees and how
00:27
the recruiting game has probably changed
00:29
here during um
00:30
the the covid times and how some of the
00:33
practices of recruiting
00:34
um have either changed or uh pivoted a
00:37
little bit during
00:38
uh this new time to actually go out and
00:40
get employees and i know sean really
00:41
appreciate you coming on here but uh
00:43
uh give you a sec to kind of induce
00:44
yourself but i think one thing that we
00:46
all can uh
00:47
agree upon being in the service industry
00:48
right now is hiring and going out and
00:50
recruiting
00:51
employees whether it was lawn care home
00:53
cleaning pressure washing soft washing
00:55
businesses
00:56
uh was not an easy thing pre-covered and
00:58
now
00:59
uh there’s some extra layers of
01:00
complexity so sean
01:02
if people have never met you um if you
01:04
don’t mind just give us a little
01:05
background how you cut your teeth in the
01:06
service industry and uh
01:08
you know came to uh market with blue
01:10
skies admin services
01:12
sure so uh good to be here thanks for
01:14
having me
01:15
we um i i owned a cleaning company for
01:18
about 20 years
01:19
and about four or five years ago i told
01:22
my wife hey let’s get this thing ready
01:24
to sell and
01:25
and get it ready maybe in three years
01:27
we’ll sell it or so
01:28
about two months after that conversation
01:30
i sold my business to blue sky services
01:33
uh things just rumbled into into place
01:37
and so our strategy as as we
01:40
consolidated blue skies was mainly at
01:43
that time an exterior cleaning company i
01:45
had the inside stuff
01:47
let’s get together and do it so we ended
01:49
up as part of our strategy buying other
01:51
cleaning companies and what we found out
01:54
rather quickly was we suck at recruiting
01:57
we thought we were pretty good at
01:58
recruiting we were no good at recruiting
02:00
uh and what happens is you know you buy
02:02
a company with 30 40 employees something
02:05
like that and george has owned it for
02:07
you know 30 years
02:08
and george goes away to retire about
02:10
eight or nine of
02:11
their staff goes away because george
02:13
goes away and kathy goes away and
02:15
and so what we did was i said we’re
02:18
never going to be able to execute on
02:19
this unless
02:20
we put a world-class automated system
02:23
together for our own company
02:25
so we did that we were able to grow it’s
02:27
very unlikely that we’re short staffed
02:29
for very long at all anymore in any
02:31
market labor market
02:33
and what had happened mike was we had a
02:34
bunch of our colleagues power washing
02:36
companies buddies and
02:37
a lot of people i’ve known for years in
02:39
the cleaning industry saying how are you
02:40
doing these things
02:42
and we scratched our head and said hey
02:43
man there is a huge untapped
02:46
uh niche here nobody’s helping our
02:48
businesses our buddies out there that
02:50
own cleaning companies power
02:52
home service companies lawn companies
02:54
and so we started a recruiting service
02:56
we’ve done it for now for about
02:58
two and a half three years and we
03:00
service well over a hundred clients now
03:01
and that’s how we
03:02
we sort of stumbled our way into this
03:04
thing
03:11
so mike’s not yeah yeah we might have
03:14
lost mike for a second there
03:16
so what when you guys realized that you
03:19
had this problem
03:20
of like oh man we are not actually great
03:23
at recruiting
03:24
what were the first big hurdles that you
03:26
guys had to jump over to make that work
03:30
i think the first thing that i
03:33
envisioned was
03:34
getting it automated because you know
03:37
when you recruit we call it blue collar
03:40
i’ve got a facebook group called blue
03:42
collar recruiting
03:43
it’s we go live every thursday night at
03:45
9 pm eastern
03:46
and we talk about those those things to
03:48
your point cody and the thing was it
03:50
needs to be automated because we
03:52
in our industries we hire quickly we
03:55
have high turnover
03:57
um it’s not like you know hiring a nurse
03:59
that’s going to be around for 10 years
04:01
and it takes forever to go find and
04:02
qualify somebody we got to move fast
04:05
if you have to move fast and in the in
04:08
the power washing game it’s a hundred
04:09
thousand dollars that one employee can
04:11
bring in in revenue
04:12
you don’t want to be waiting to get a
04:14
power washer you need to so
04:16
automation was probably the first thing
04:18
that i wanted to dig into
04:20
and then the other thing was how the
04:22
hell do we pre-screen these people
04:24
um properly and and i think i think
04:28
there’s there’s three parts to it job
04:29
description and application flow
04:33
then there’s how do you screen it when
04:35
you get all these applications coming in
04:37
and how do you automate it because i
04:39
don’t have all day to look through
04:40
literally 500 to 1000
04:42
resumes every day and that’s that’s the
04:45
number one hurdle that all of our
04:47
clients have
04:48
when they’ve come to us is i don’t have
04:49
time for this stuff
04:53
um so you introduce automation into this
04:56
cycle
04:56
and that takes the a lot of the the
04:59
like labor burden off of you to have to
05:02
review all of these
05:03
clients or all of these applicants
05:06
yeah um what are
05:09
so a lot of the things that i hear in
05:11
recruiting and you probably have a way
05:13
to weed this out there are a lot of
05:15
people
05:16
who will apply and like look good on
05:18
paper and then
05:19
don’t show up to the interview oh yeah
05:22
the no
05:22
shows yes yeah yeah do you have an
05:25
explanation for these no shows what what
05:28
i’m yeah i’m i’m very data driven i’m
05:31
very
05:31
like e-myth michael gerber stuff and
05:34
uh so we’ve got some data behind that
05:36
actually i i think
05:38
it’s never going to stop or go away
05:40
number one
05:41
especially if you’re finding a employees
05:43
because they’re smart people and they’re
05:44
probably
05:45
uh going to interview three or four
05:46
different places so that’s tough
05:48
so here’s the the data if somebody
05:51
reaches out to you
05:53
to set up an interview and you’ve
05:55
already screened them and they’re ready
05:56
to interview or you reach out to them
05:59
if you do not set that interview up
06:01
within 24 hours or less
06:04
you’ve got a 60 seven percent chance
06:07
that that’s going to be a no show
06:11
the theory that they found something
06:12
else
06:15
yeah that they’ve already found
06:16
something else or the boss has said hey
06:19
you know what
06:20
i i want to keep you i’ll give you that
06:22
raise please just don’t go
06:23
there’s you know so there’s a variety of
06:25
things like that that happen um
06:26
you know and you have to keep in mind
06:29
you know
06:30
when you’re out recruiting you see that
06:32
pipeline and you see that person coming
06:34
through
06:34
but that person’s probably talked to
06:36
three other business owners
06:38
a week or two prior to you you know and
06:41
maybe the boss
06:42
the boss is struggling to figure out if
06:44
they want to keep that person and give
06:46
them
06:46
that raise to stay and then the other
06:49
piece of data
06:50
to answer your question too is so let’s
06:52
say that you do set up that interview
06:54
within 24 hours or less and schedule it
06:58
if you if you don’t
07:02
um if if you don’t reach out
07:06
and get back to them within 24 hours 67
07:09
chance
07:09
you’ve got another 23 chance
07:12
if you don’t follow up and confirm it
07:15
and our
07:16
our philosophy on that has changed we
07:18
used to say if they don’t show up to
07:20
hell with them
07:21
well it’s would you would you do that in
07:23
marketing
07:25
okay marketing you know again a client
07:28
you you would you marketing and
07:30
recruiting are so much the same it’s
07:32
just
07:32
it’s scary how how similar they are you
07:35
wouldn’t do that in marketing so you
07:37
you chase down prospects and you you
07:39
give them an estimate you want to do
07:40
business with them you chase them down a
07:42
little bit until
07:43
you better do that with an a player
07:45
because they don’t last very long in
07:46
this market
07:48
absolutely so i mean it sounds like
07:51
building
07:52
an automated system solves a lot of the
07:55
problems
07:56
that that most service businesses run
07:58
into in recruiting
08:00
where so what is your like if we’re
08:02
thinking about it in a marketing context
08:05
what does your top of funnel look like
08:08
for recruiting great question it’s very
08:11
similar
08:12
so you know we our funnel on the top
08:15
is as big as the globe it’s huge i don’t
08:19
care how many
08:21
we hear this all the time i can i get a
08:23
hundred applications from indeed and
08:25
they all stink
08:26
you know we hear that all the time and
08:28
it’s true it is true
08:30
but what tends to happen is we want this
08:32
huge funnel on top
08:34
um a big mistake that we used to do
08:37
is we used to pre-screen in the job
08:40
description
08:42
and we found that to be a big no-no and
08:44
here’s what would happen
08:46
we would have something you know in
08:47
general if you do this
08:49
where you’re in trouble if you don’t do
08:50
that you better do this
08:52
they’re looking at this job description
08:54
going there’s no way i want to apply to
08:55
the
08:56
so you you don’t want to you don’t want
08:58
to pre-screen the living daylights out
09:00
of them
09:00
during the job description that’s a big
09:02
mistake
09:04
i don’t care if there’s 10 000
09:06
applications
09:07
as long as it’s automated our system
09:10
will find two or three out of
09:12
and the data is we’ll find about three
09:14
to four
09:15
out of every hundred to interview and
09:18
then out of that we’ll probably
09:19
um hire two wow yeah
09:23
yeah so you definitely need to have
09:25
something screening those applicants for
09:27
you
09:28
um yeah sure yeah uh so
09:32
let’s look at those kind of window
09:33
points in our funnel here
09:36
so we’re trying to bring in as many
09:37
people as possible we’re not trying to
09:39
scare them off at the very beginning
09:41
we’re reeling them in and then so you
09:44
get
09:45
a certain number of people fill out the
09:46
application at that point they’ve
09:48
converted to like so i work
09:49
in digital marketing that’s my like
09:51
whole job so i’m gonna continue talking
09:53
about it in these terms
09:54
so then we’re getting kind of our our
09:55
middle of funnel where they’ve given us
09:57
information
09:58
and what is your criteria to flip
10:01
someone from
10:02
okay this was an applicant what what
10:06
separates them to someone you want to
10:07
interview sure um
10:10
so once they get in as an applicant
10:14
what we have set up is we’ve got very
10:17
spec
10:18
industry specific questions which is
10:21
our online application and
10:24
at the end of it about 23 start it never
10:28
finish it because it
10:29
does take a little bit of time and
10:30
that’s okay we want people that are
10:32
serious about the job
10:35
and what happens is when they do our
10:36
online application and hit submit
10:39
it automatically gives us a score so
10:42
when we start our day or we go in there
10:44
at night there’s going to be a bunch
10:46
of applicants and there’s going to be
10:47
scores that are green yellow
10:49
red and based on the way they answered
10:52
the questions
10:54
if they’re at a if they’re below our
10:57
minimum criteria or a minimum score
11:00
and this is in the middle of the funnel
11:01
now they basically get an email that
11:04
says thank you very much go away
11:06
much more professional than that but
11:07
that’s what it says yeah the ones that
11:09
are above that
11:11
we’re not done there we take them on and
11:13
have them do an assessment a personality
11:16
assessment so step one is
11:18
industry specific questions and if they
11:21
make it that
11:22
and they pass that then they have to do
11:24
personality assessments
11:26
and they’re scored on that as well so we
11:28
take a sort of a
11:30
a combination type of score of that and
11:32
we
11:34
we then start to review the resume so
11:36
there’s all these pre-screening
11:38
um things that we do in the middle of
11:40
the funnel before they drip down
11:43
yeah so then it sounds like this this
11:46
personality assessment that gets you
11:47
that like composite score is what’s
11:50
flipping to the final like to pull them
11:52
into the bottom of the funnel
11:54
um so what i remember
11:57
like taking some of these uh quizzes
11:59
when i was
12:00
you know like high school early college
12:02
you know applying to work at
12:03
bigger companies to do like retail or uh
12:07
you know stuff like that like companies
12:08
use those is this kind of the like
12:11
like among retail workers they’re kind
12:12
of known as the like you know would you
12:14
steal
12:15
quiz is that what we’re talking about or
12:18
what does that look like
12:20
a little bit i’ll give you the title of
12:22
a few of them
12:23
so there’s a couple personality
12:25
assessments we use and like
12:26
one is level of optimism how optimistic
12:30
is the person
12:31
integrity which touches on stealing and
12:34
things of that nature
12:36
um so we want honest people that are
12:38
positive
12:39
and we feel at that point we could
12:41
pretty much mold anybody into being
12:43
with training into being a good
12:45
technician or office manager or whatever
12:47
it is but but we go further
12:48
one of my favorites is emotional
12:51
stability
12:53
so so you know let’s face it we
12:57
in most of the industries we touch on in
12:59
our cleaning businesses
13:00
around the country our blue skies
13:02
cleaning businesses you know we’re not
13:04
hiring
13:05
people that are making you know driving
13:07
porsches and have 50 grand in
13:08
their savings account those sort of
13:10
things we all have problems
13:12
which is fine we want to make sure that
13:14
you’re stable enough
13:15
emotionally stable enough to come in and
13:17
handle the stress of the job
13:19
that’s really what that’s all about and
13:21
then there’s a couple others
13:23
that we use conscientious in other words
13:25
you know do we have to babysit you
13:28
uh that type of thing we don’t like
13:29
babysitting employees once we get them
13:31
trained
13:32
so there’s a lot of that type of thing
13:34
that we look for in those personality
13:36
assessments
13:37
and and if if you’ve got time and you
13:39
want me to
13:40
i can touch on some of those industry
13:42
specific questions too i think
13:44
those are really what what was that was
13:46
a game changer for us oh
13:48
yeah yeah let’s dive into those what’s
13:51
going on with mike real quick
13:53
he sent me a message that he is locked
13:55
out of the
13:56
the tool that we’re using so he can see
13:58
and hear us but he can’t get in for some
14:00
reason
14:01
uh so it would just be you and i sean
14:03
we’ll carry the day no problem
14:05
mike if you’re if you’re able to hear me
14:07
text cody a question if you got any
14:10
questions man
14:13
so so let’s see we so we own some
14:16
cleaning companies so one of the
14:18
questions we ask
14:19
um and i’ll give you two that you would
14:21
think on the surface
14:22
are reasonable things to be upset about
14:25
and so we set the table
14:27
with these questions that we call the
14:29
three questions
14:30
the three um um thing the things that
14:33
would upset you the most if you got this
14:35
job
14:35
and we have three choices you don’t come
14:37
up with your own
14:38
so you choose one two or three and we
14:41
grade those so
14:42
remember we score these automatically so
14:44
depending on how the answer
14:46
there’s going to be a really good answer
14:48
that we score well an
14:49
okay answer is average and a really poor
14:52
answer
14:52
so here’s one of the questions out of
14:54
these three things what would upset you
14:56
the most
14:56
the worst answer is this
15:01
there’s somebody that is always late to
15:03
work never on time and the owner or
15:05
manager never does a thing about it
15:07
okay on the surface that seems like
15:10
something very reasonable to be upset
15:11
about because you’re getting the kids
15:13
out the door you’re trying to get to
15:14
work and you’re never late and you
15:16
really work hard not to be late
15:18
reasonable okay let me
15:20
spew the data on it um because
15:23
once we get emotion out of this stuff we
15:25
can we can really figure some things out
15:27
and the data at least for blue sky
15:29
services and most of our clients
15:31
is that that person the common
15:34
denominator without
15:36
with practically no exceptions is your
15:40
gossip king or queen or your drama
15:43
king and queen and if you think about it
15:45
i’m telling you
15:47
i’m gonna be really upset depending on
15:49
what
15:50
somebody else either does or does not do
15:52
okay
15:53
thank you i’d rather you just come to
15:55
work and not worry about what fred’s
15:57
doing maybe maybe fred came to me
15:59
and as the owner of the business and
16:00
said hey i just found out some really
16:02
bad news about my son
16:04
you know he’s got this attention
16:05
disorder and i’ve got to go see a
16:07
psychiatrist with them every morning for
16:09
an hour
16:10
you know i’ve been here for a couple
16:11
years it won’t you know it’s only for a
16:13
month is
16:14
that okay boss well maybe maybe they
16:16
don’t want to announce that to everybody
16:17
in the office so just mind your business
16:19
come to work
16:20
so that’s a that’s a big deal another
16:22
one i love
16:23
and i’ll just have i’ll have one more
16:26
for you
16:26
and again on the surface it seems very
16:29
reasonable somebody would be upset about
16:30
it and it’s this one
16:32
the worst answer out of the three that
16:34
are going to upset you the most if you
16:36
get this job
16:37
my paycheck is off by twenty dollars my
16:40
paychecks off by twenty dollars
16:42
so you’re gonna tell me that you’re
16:43
gonna be upset about that and that’s
16:45
gonna really steam you over
16:46
if 20 bucks is now there’s two things
16:49
with that one is i never said that we
16:51
underpaid you
16:52
what if what if we overpaid you so the
16:54
mindset of somebody
16:56
okay that’s number one goes right to the
16:58
negative that that boss that owner that
17:00
company that if they pit the employee
17:04
in boss thing which which is a nightmare
17:06
but the other interesting thing about
17:08
that is
17:09
what i’ve what my gut sort of tell me
17:11
out of 20 some years of doing this
17:14
is that i am convinced that good
17:16
employees know they’re good employees
17:18
i am even more convinced that bad
17:20
employees know they’re bad employees
17:22
okay
17:23
what do we tell our good employees man
17:25
if i could clone you i love you here’s
17:26
to get to take your spouse out to dinner
17:28
on me you’re the best i love it
17:30
you all you know they hear good things
17:33
what do we tell bad employees
17:34
you know you know mrs jones is
17:36
complaining about her
17:38
windows or her lawn again what’s going
17:40
on you can’t be
17:41
late all the time they hear that all not
17:43
just where they’re at today they’ve
17:44
heard that all their lives probably
17:46
okay that’s what they hear so the
17:48
mindset
17:49
of a good employee their mind doesn’t go
17:52
to that answer because they know
17:54
they’re going to be taken care of that
17:55
might have been a mistake but they
17:57
know that they’re going to be taken care
17:59
of because if it happens with me
18:01
and my employees i’m taking money out of
18:03
my pocket called cash
18:04
and going here i got a 50 or a couple
18:06
20s i’m sorry i was 20 off it’ll never
18:09
happen again
18:10
okay if you’re a bad employee the
18:11
chances of me pulling money out of my
18:13
pocket
18:14
are pretty slim and none if i keep
18:16
wondering where you’re at why you’re not
18:17
showing up and you’re breaking things
18:19
all the time
18:20
okay i think that’s a reasonable thing
18:23
to to um you know to
18:26
think that that’s something to be upset
18:28
about but the data shows completely
18:30
different
18:31
yeah kind of looking at where where
18:33
their mind goes when they
18:35
see a and like a little bit of a vague
18:39
thing they can take in a positive way
18:42
[Music]
18:44
for what they’re going to do because
18:45
that’s how they’re going to handle
18:47
uh you know a normal problem that arises
18:50
and
18:51
you know what’s really cool about it one
18:52
of the biggest challenges
18:54
i had in developing the the system
18:58
and and most i think have or don’t think
19:00
about
19:01
is matching your culture
19:05
in your job description and all the way
19:07
through that
19:08
funnel that you you call the funnel and
19:10
and i think
19:11
some of these industry specific
19:13
questions lay that out and i’ll give you
19:15
another
19:15
another example of that and how you can
19:17
match culture which is huge
19:19
and that is most house cleaning
19:22
companies for example
19:24
don’t work on weekends don’t work nights
19:27
and and don’t work major holidays that’s
19:29
pretty much a commonality and a lot
19:32
hundreds of cleaning companies around
19:33
the country so one of the questions i’d
19:35
like to ask
19:36
is and and it’s advertised that you
19:38
don’t that’s a selling point you don’t
19:40
work weekends you know we’re yeah
19:42
and so what happens is i’d like to ask
19:43
the question um
19:46
which one of these three things would
19:47
upset you the most and the worst answer
19:49
is
19:49
i have to work five saturdays in a row
19:51
and i was told i didn’t have to work
19:53
weekends
19:54
and so our culture at least at blue
19:57
skies
19:58
is literally one of our core behaviors
20:00
is plow horse
20:01
we work like a plow horse do whatever it
20:03
takes to make that customer happy
20:05
in reasonable terms so i don’t like when
20:08
somebody says i can’t work on a saturday
20:10
um you know that bothers me it’s not
20:13
part of our
20:14
core behaviors it’s not part of our our
20:16
company culture at all
20:18
and that happens in lawn care companies
20:20
too when like normal they don’t work
20:22
saturdays but
20:23
you know it rained all week and we have
20:25
to yeah or we’re gonna you know
20:27
we’re not gonna make payroll if no one
20:29
pays us to mow their lawn
20:31
exactly yeah so what are kind of
20:34
to to wrap up here what are some of the
20:37
big
20:38
like aha moments that you wish you could
20:40
have given yourself
20:41
you know three years sooner
20:44
um i i think
20:48
probably
20:52
being very careful on the job
20:54
description is
20:55
is probably the one that really was a
20:57
big change for us
20:59
because like i said there we were we
21:01
were really screening people pretty hard
21:03
in the job description
21:05
and when i when you read back through
21:07
some of the things we used to do
21:09
i wouldn’t let my daughter apply for a
21:11
job with us
21:13
you know there was just two it was too
21:15
negative it was too
21:16
um you better do this you better not do
21:18
that and it’s like you know
21:20
um it just it just wasn’t good the other
21:24
thing and i’ll give it this is this was
21:26
huge and i recommend this for everybody
21:28
out there listening
21:30
on the what we did was once we did hire
21:33
somebody
21:34
okay one of the things that we did
21:37
was we knew a new person would come in
21:39
on their first day
21:41
we actually had somebody waiting by the
21:43
door for that person
21:45
and when they noticed that person
21:46
driving into the parking lot they were
21:48
to run out by the car
21:50
with a big smile so you we would find
21:53
the the most
21:54
you know positive human being that would
21:57
love that
21:58
type of job and it’s sort of a fun goofy
22:00
thing if you let it be
22:02
so that personality that person runs out
22:04
there the first thing they see on the
22:06
first day of their job
22:07
is this smiling son of a gun sitting
22:10
there can’t wait to meet you you already
22:12
know their name don’t ask them their
22:14
name
22:14
hi michelle my name’s joanne nice to
22:16
meet you we can’t we’ve been waiting for
22:18
you we can’t wait to see you
22:20
we got either coffee or juice for you
22:22
we’ve got donuts bagels or fruit
22:23
whatever you want
22:24
that’s what somebody wants to hear on
22:26
their first day what
22:28
typically happens and what was happening
22:30
prior to that was
22:31
and well how much does that cost by the
22:32
way about nothing
22:34
yeah a little bit of breakfast you know
22:36
that’s nothing so
22:38
what one of the things we used to do is
22:39
somebody would come in there’d be three
22:41
people outside smoking a cigarette going
22:43
man like this monday suck i can’t say it
22:46
i can’t believe mrs jones she saw you
22:49
that’s what they hear
22:50
that’s what they hear on their first day
22:51
of work um they’re not gonna last a long
22:53
time
22:54
yeah and it’s it doesn’t cost you
22:57
anything it really doesn’t
22:58
yeah well sean thank you
23:01
so much for joining us today mike
23:04
usually does
23:05
the the wrap up so we are
23:08
this will be up on spotify and other
23:11
podcast
23:11
apps uh here in the next couple of days
23:14
if you want to re-listen
23:16
um or if you want to subscribe so you
23:17
can listen in the car to future episodes
23:20
um yeah we’re back every friday
23:24
at noon central i’m not going to try to
23:26
do the other time zones because i will
23:28
mess them up
23:29
um but sean thanks so much for helping
23:32
us out today
23:33
and uh just to remind people where can
23:35
they find you online
23:37
sure the best way to do it is um
23:40
is probably just to message me on
23:42
facebook um
23:44
if not there you can go to
23:47
yourblueskies.com
23:49
your blue skies dot com
23:53
but facebook’s the easy way if you look
23:55
up blue collar recruiting
23:57
we’ve got a uh facebook live every
23:59
thursday night
24:01
we’ve got about 600 members in the group
24:03
we usually get about 3 000 views
24:04
something like that
24:05
9 p.m eastern time every thursday night
24:08
we have a facebook live going on
24:10
and i’ll be more than happy to talk shop
24:12
with anybody out there
24:14
we do have a recruiting service we can
24:17
give you a demo of how we can help you
24:19
uh 15-minute demo but i i’m more than
24:22
happy to answer any questions i’ve been
24:23
doing this long enough i don’t
24:25
hard sell a thing if you want to use
24:27
this that’s fine if not
24:28
i love talking shop i’ll help you in any
24:30
way i can awesome
24:32
sean thanks so much all right cody take
24:34
good care have a good weekend now bud
24:36
you too all right bye-bye
24:42
now we’re waiting for mike to disconnect
24:44
us
24:46
[Music]
24:54
i’m gonna click off yeah go ahead and
24:56
click off all right bob take good care
24:58
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25:10
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25:14
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