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Your Road Map to Success With Service Autopilot

Video Transcript

00:00
everyone mike calling here with uh
00:01
simple growth systems and wanted to take
00:03
a few minutes here
00:04
and give a little opening to this talk
00:07
but
00:08
a lot of people have been requesting
00:10
what does
00:11
service autopilot look like fully set up
00:14
and what is my roadmap to success for
00:18
specifically either the lawn care
00:19
industry or home cleaning industry so
00:21
what i’m going to be doing here over the
00:22
next 45 to 50 minutes
00:24
is literally breaking down how to use
00:27
service autopilot for the lawn care and
00:29
home cleaning
00:29
industry in each and every part of the
00:31
system that you really need
00:33
to have set up for success in addition i
00:37
have a
00:38
url here scrolling across the bottom of
00:40
the screen if you
00:41
go to simple growth systems dot com
00:43
forward slash sa
00:44
dash audit uh we’re giving a free audit
00:47
of service autopilot for lawn care and
00:49
home cleaning
00:50
uh companies so this is specific to your
00:52
industry and what you need
00:54
for success so i’m gonna go over the
00:56
next 45-50 minutes of your roadmap to
00:58
success inside service autopilot
01:00
and if you’d also like a free copy of
01:02
this slide deck and cheat sheet
01:04
uh feel free to go to that
01:06
simplegrosssystems.com
01:07
forward slash sa audit you can see it at
01:10
the bottom of the screen here and i’ll
01:11
also put it in the notes
01:13
as well here for the
01:17
facebook live so without any further
01:20
delay i’m going to actually
01:21
go ahead and show this in the screen the
01:23
stream and break this
01:25
down uh so people can see this so
01:29
uh if you have any questions here in the
01:30
live version freefield put them in the
01:32
comments section
01:33
and i’m going to go nice and slow
01:34
through this and you can actually have
01:36
your questions
01:37
answered live right here in uh this
01:39
facebook
01:40
live or in the recorded version i’ll
01:41
keep an eye on for the next 24 to 48
01:43
hours but
01:43
definitely a cool resource simple growth
01:45
team is providing right now as a
01:47
certified advisor of service autopilot
01:49
uh we’re doing about a 30 minute free
01:51
audit of your
01:52
um sa system to let you know what you
01:54
need to be
01:55
doing for success whether in lawn care
01:57
or home cleaning industry like i said
01:59
um they are a little bit different each
02:01
audit particularly what you need for
02:03
success in that
02:04
industry so hopefully that will help so
02:08
without any further delay
02:09
uh once again free copy of this
02:11
presentation and a free cheat sheet
02:13
of the presentation um here
02:17
plus an essay free audit if you go to
02:19
simplegrosssystems.com
02:20
forward slash essayaudit.com it’s in the
02:22
comments of the facebook live
02:24
as well as scrolling across the bottom
02:25
of the screen so
02:27
as we’re looking at service autopilot as
02:29
a platform there is some significant
02:31
things that i’m going to recommend for
02:33
success so the best way of seeing this
02:35
here is literally in this flowchart what
02:38
i’m going to do is break it down in each
02:40
digestible chunk but to give you a very
02:42
high level overview
02:44
we are going from lead acquisition
02:46
whether it’s from your website or when
02:48
the client calls there’s certain things
02:49
that we need in there for success
02:51
success
02:52
we’re going to go in and talk about how
02:53
they’re automatically entered in the
02:55
essay with no double entry
02:58
we’re going to go through the estimate
02:59
creation process a specific
03:01
workflow that we recommend for lost in
03:03
one estimates here for database hygiene
03:06
and workflow
03:08
we’re going to show you how to schedule
03:09
the work and all the things that we
03:11
recommend going into scheduling the work
03:13
so we’re going to be going over
03:15
one-time jobs reoccurring jobs
03:18
installment billing and waiting list
03:21
jobs
03:22
and how they pertain to the lawn care
03:25
and specifically home cleaning
03:27
separately as well so it’s not a
03:29
specific conversation around each uh
03:32
just
03:32
average industries how you would use it
03:34
we’re going to talk how you would use it
03:35
in your specific
03:36
industry as well during this talk we’re
03:38
going to go into routing and kind of
03:40
dismissify some of the things that
03:41
people
03:42
don’t think work and why they don’t work
03:44
and how to actually overcome
03:46
some of those issues to make sure your
03:47
routing is optimized and we minimize
03:49
that non-billable drive
03:51
time and optimize we’re gonna go through
03:53
the dispatch board how to adjust the
03:55
crews on the fly so we have proper
03:56
payroll and job costing
03:58
and we’re gonna go into the closeout day
04:00
screen closeout day screen really is the
04:02
most
04:02
important um system
04:06
in screen and the whole entire process
04:08
inside service autopilot so we’re gonna
04:09
spend some time and dive into
04:11
a three to five minute sanity check so
04:14
um
04:14
then the final thing is we’re gonna go
04:16
into invoice and collecting so how to
04:17
charge your invoice as far as credit
04:19
cards
04:20
email and printing and once again how to
04:22
do those installment billings to make
04:23
sure we have proper job costing and
04:25
production
04:26
um and not just putting a job on there
04:28
with a zero dollar price
04:30
or zero dollar zero budgeted hours we
04:32
need all this information for
04:33
good data in good data out so once again
04:36
if you have no data in well you’ve got
04:37
no
04:38
data so we’re gonna go and demystify all
04:40
these things for success
04:42
inside service autopilot particularly
04:44
for the lawn care and home cleaning
04:45
industry
04:46
uh if you’re not in one of those
04:47
industries this will still be applicable
04:48
but i’m gonna really break it down in
04:50
some detail and
04:51
lift the hood of how i did it in my
04:53
company and as well as how we’ve built
04:55
this out and well over 100 cleaning
04:57
companies as well for expert workflow
04:59
um we’re going to show you some examples
05:00
and really just show you how we’ve done
05:02
this for success
05:03
um in service autopilot and as a
05:05
certified advisor if you don’t have
05:07
service autopilot yet
05:08
you can reach out to us we can help you
05:10
purchase it and help you set this
05:11
up um and if you already have it
05:13
obviously we’re here as a resource to
05:15
help you do this but if you’re gonna do
05:16
it on your own
05:17
this is how i would recommend you doing
05:19
it i’m just gonna show you step by step
05:20
how we do it as
05:22
professionals here so first thing here
05:24
is
05:26
estimate request off the website so
05:29
uh once again if it’s a little blurry on
05:31
the screen here go to
05:33
simplegrosssystems.com
05:34
forward slash sa dash audit and we can
05:37
get a free copy
05:38
these decks they’re a little bit clearer
05:39
depending on how this is coming out
05:40
through the facebook live but i’m going
05:41
to break this down for you
05:42
so the first thing you want to do uh
05:43
whether you do it yourself or you have
05:45
cert uh
05:46
or i’m sorry whether you have you do it
05:48
yourself or you have simple growth do it
05:50
is we want to build out an estimate
05:52
request now what i’m going to be
05:53
recommending
05:54
is best practices we want to use our v3
05:57
forms
05:58
now v3 forms are going to handle
05:59
duplicate checking and they’re going to
06:00
automatically
06:01
insert the contact in the service
06:03
autopilot with no double entry
06:05
and it’s going to alert somebody in your
06:07
office to let them know that we have an
06:09
estimate
06:09
due and it should tell them what
06:11
services that the consumer
06:13
is interested in in addition it should
06:15
be tracking the sales source so
06:18
it’s automatically entering the client’s
06:20
information in it’s creating that
06:21
lead and it’s tracking the sales source
06:23
obviously from the website
06:25
now if a client calls i’m going to break
06:28
this down in some detail how we train
06:30
this
06:30
but there’s certain information that we
06:32
really need to have
06:33
for success so we’re going to create a
06:36
phone intake form or at least a
06:38
pre-built
06:38
um training exercise for your admin or
06:42
virtual assistant um and how to get that
06:45
client in there so if the client
06:47
info is entered in so name address all
06:49
the information you need
06:51
and the sales source how did they hear
06:53
about us we also want to track if it’s
06:54
commercial or residential
06:56
that is going to assist for foundational
06:58
um setup
06:59
for the reporting center so now that
07:01
we’ve got the from our website
07:02
or the client calls they’re
07:04
automatically in service autopilot but
07:06
what you’ve got at this point is a
07:08
foundational understanding of good data
07:10
in good data out so now
07:12
we can go in and track how many people
07:14
have come from each marketing source
07:16
and how many of those people converted
07:18
into an estimate and then how many
07:19
people converted into a client so that’s
07:21
going to give us a client
07:23
acquisition cost that’s the cost per
07:25
acquired customer
07:27
that you’re on average paying based on
07:28
your paid marketing
07:30
so whether it’s door hangers nine
07:32
arounds or a facebook ad
07:34
we’re gonna have now solid data nsa in
07:37
addition once you have enough data in
07:38
here
07:39
uh we’re actually gonna be able to go in
07:41
and get you a client
07:42
lifetime value based on each marketing
07:44
source so maybe your home advisor
07:46
um client lifetime value on average is
07:48
250 bucks but from a facebook ad maybe
07:50
that is
07:51
1800 or 2 000 so now we can go in
07:55
and figure out what’s the average
07:56
percentage of clients that
07:58
uh that leads to that turn into clients
08:00
what’s the cost
08:01
what’s the average lifetime value so
08:04
those are the foundational things when
08:05
we set this up that we want to have set
08:07
up in play
08:08
now the next thing is we go into the
08:10
estimate creation
08:12
process so we’re going to do is dive
08:14
into certain things called
08:15
custom fields or basically job variables
08:18
now one of the biggest things is what if
08:21
i’m new in business or maybe i’ve been
08:23
in business for a long time but i don’t
08:24
know how long it takes
08:26
to either mow or clean x amount of
08:29
square feet
08:30
that’s okay and this is the way we
08:32
tackle it here at simple girl
08:34
so i would like to say there’s three
08:36
types of main estimating the first one i
08:38
don’t recommend but when we all
08:39
usually first get into business uh we go
08:42
out and
08:42
charge what the we think our competitors
08:45
are charging or the market
08:46
value so you go up to a home you say
08:48
well based on my experience
08:50
this is what the market’s demanding so
08:51
that’s a 35 lawn mowing
08:53
or maybe 125 dollar weekly cleaning
08:56
obviously that’s not what we want to do
08:58
but the next one is i like to call
09:00
guesstimation uh it’s guest
09:02
guesstimation is basically
09:05
how long do you think it’s going to take
09:07
based on
09:08
your industry experience you can go up
09:10
to this yard at home and say based on my
09:12
experience i think it’s going to take
09:14
one hour to do this job
09:15
and my goal at the end of the day is
09:17
make fifty dollars per
09:18
man hour so i would take my one hour and
09:21
multiply it by the 50 bucks
09:23
and i would have 50 dollars is what i
09:25
was charging
09:27
now eventually what we want to do is
09:28
take that information
09:30
and have other custom field variables
09:32
for the
09:33
area that we’re servicing so the turf
09:35
square footage or home square footage
09:37
and we can run reports in three to six
09:39
months based on the data that we’ve set
09:40
up now and say okay based on your guys
09:42
and girls
09:43
and your equipment this is how long it
09:45
actually took your crews to do this so
09:47
we’ve been able to elevate from getting
09:49
away from
09:50
what market price is to how long you
09:51
think it’s going to take as an expert
09:53
and then taking that and evolving into a
09:55
production rate based estimating system
09:57
and that can be based on
09:59
square footage linear feet or number of
10:02
units say
10:03
small medium and large shrubs or in the
10:05
home cleaning maybe the number of
10:07
uh bed and linen changes things like
10:10
that so these are different variables
10:11
that can happen with this
10:13
the idea is that once we have this set
10:15
up we are going to select a template
10:18
a template is going to load all your
10:19
services and the
10:21
prices will be calculated off our time
10:24
or square foot or linear fee production
10:26
rate and it will calculate automatically
10:28
a price
10:29
a budgeted time and a cost before profit
10:32
those are going to be your three key
10:33
variables to success
10:35
on this process now obviously we’re
10:37
going to present that
10:38
estimate live over the phone or in
10:39
person and try to close
10:41
that consumer but if we can’t get a yes
10:44
we are going to hit save and we’re going
10:46
to go out and email this
10:48
estimate now the estimate when we hit
10:50
email an estimate a pre-loaded templated
10:53
email loads up with a clickable link
10:55
that says view my proposal
10:58
now what we’re going to do is
10:59
standardize the marketing document so
11:01
it’s set it and forget it now you can
11:02
customize it on the fly but that’s
11:04
something we really want to get away
11:05
from
11:05
we want to be able to have a
11:06
predetermined marketing document that
11:08
everyone in your office can literally
11:10
hit email
11:10
it comes up or virtual assistants such
11:13
as pink collars
11:14
so we’re going to do is hit send and
11:16
that goes out to the client
11:19
now obviously we hope that
11:22
the estimate is one but if the estimate
11:24
isn’t one
11:25
first thing i want to talk about is
11:26
let’s talk about the negative here if
11:28
the estimate is lost
11:30
how do we handle it and what i’m going
11:32
to suggest whether in version 2 or
11:34
version 3 of service autopilot is you
11:37
want to go in and physically close that
11:39
loss
11:39
estimate and track why you lost the
11:43
estimate was it too expensive they were
11:44
going with a competitor was it unknown
11:47
but we want to track that and the idea
11:49
now is we’ve got
11:50
data and why we’re losing our estimates
11:52
and we’ve closed that
11:54
lead down so we have a clean database i
11:56
like to call that database hygiene so
11:58
what we do is we’ve got a very clean
12:00
look
12:01
inside the software of all the leads
12:03
that can potentially convert into a
12:05
client
12:06
and we can now see the other lost
12:08
estimate or lost leads
12:09
that are closed to market and go out
12:12
and nurture and upsell and reactivate
12:16
our services
12:16
but really we want a clean look at what
12:18
are the people that can convert right
12:19
now in our sales pipelines that’s why
12:21
we’re going to close out that lead
12:22
create that database hygiene like i said
12:24
you can still market them you can still
12:26
upsell them now on the bottom obviously
12:28
we hope we win this
12:29
estimate um so what we’re looking at
12:31
here is
12:32
we want to either physically select uh
12:35
each service that was won or if it’s
12:37
online acceptance
12:38
the customer will click and accept and
12:40
sign and you’ll get a notification
12:42
now what i’m going to suggest is we
12:44
schedule off the physical
12:46
estimate in 99 of the scenarios when we
12:49
set this up this is the workflow now
12:50
there’s
12:51
a couple outliers um if you’ve worked
12:53
with simple growth and we’ve had to
12:54
create a custom workflow
12:55
this may not be the case but 99 of the
12:58
time we are going to
12:59
not recommend but really insist that you
13:02
ask the you schedule off that estimate
13:05
and there’s two reasons one the first
13:07
reason is
13:08
it will avoid duplicate contacts in the
13:11
system so once again database hygiene so
13:13
mrs smith won’t be a lead and a client
13:16
in the system so it’s going to force you
13:18
to convert her
13:19
into a client now once she’s a client
13:22
and we schedule that service the price
13:25
the budget of time and the cost before
13:27
profit is automatically transferred over
13:29
to that job so all the data that was
13:32
automated and systematized on the
13:33
estimate now is automatically over there
13:35
so we’re starting to remove
13:37
extra work and points of error so
13:40
traditionally when most people
13:41
before they work with us we’ll be having
13:43
about 10 to maybe 15
13:45
different screens they’re using on a
13:46
daily basis once you systematize it
13:48
and dial that in we’re only using five
13:51
or six
13:52
screens to success and that’s where i
13:53
can take someone off the street with
13:55
about seven to ten days
13:56
have that pretty confident using service
13:58
autopilot because we’re gonna condense
14:00
the workflow and streamline it from lead
14:01
acquisition all the way through building
14:04
and fulfillment
14:04
so now that we’ve got this job we need
14:07
to go out and schedule this work
14:10
so there’s three or four different types
14:11
of jobs that we’re going to recommend
14:13
that you
14:14
understand and use and this is what we
14:15
train at simple growth as a certified
14:18
advisor
14:20
but the first one is a one-time job so
14:22
one-time job is you know the day
14:24
and possibly the time that you’re going
14:26
to be doing that job at a bare minimum
14:28
you know the day
14:29
so we can schedule it for that day the
14:31
next one is a reoccurring job so this
14:33
could be a weekly bi-weekly maybe every
14:35
three or four weeks doesn’t matter
14:37
we can set that schedule up but it’s a
14:39
reoccurring job
14:40
on a reoccurring basis so we’re going to
14:42
set that up and once we get those
14:44
routed and scheduled then that schedule
14:46
is made and optimized each week so you
14:48
don’t have to worry about it
14:49
now the next one is going to be a
14:51
waiting list job now a waiting list job
14:53
is let’s say we have a job
14:55
that we have to do this month but it
14:57
doesn’t have to be done today so it
14:58
allows you to schedule within a
15:00
desired stop and end time now if you go
15:03
past it it turns red
15:04
to notify you and let you know the idea
15:07
is we’re able to schedule a whole bunch
15:09
of
15:09
jobs um and optimize and minimize that
15:12
non-billable drive time if it doesn’t
15:14
have to be done in an exact
15:15
time now building upon that car we have
15:17
a package job that’s particularly
15:19
predominantly for a fertilizing business
15:22
now what’s going to happen there is
15:25
uh we have two or four or maybe five
15:27
different rounds of fertilizer we have a
15:28
start and end date so in the spring
15:30
maybe your pre-emergent
15:31
crab grass control plus fertilizers
15:33
april first
15:35
through april 30th now it allows you to
15:38
optimize just like waiting lists for
15:40
each round now even in commercial
15:42
cleaning you may have some
15:43
packages for maybe stripping and waxing
15:46
same kind of idea
15:48
they have to be done in each quarter but
15:49
they don’t have to be done specifically
15:51
on a certain date
15:51
they can done within a certain week’s
15:52
time frame so that’s how we can go in
15:54
and tackle that
15:56
now the next thing is once we schedule
15:57
that work we want to double check to
15:59
make sure we have a price and budgeted
16:00
time
16:01
now you shouldn’t always have this um if
16:04
we’ve taken that estimate and scheduled
16:06
it from the estimate but
16:08
uh just double checking making sure we
16:10
have all the right things in there now
16:12
we’re gonna go into routing and now
16:15
uh 23 or less stops we can optimize for
16:18
free
16:19
in service autopilot through google
16:21
anything more than 23
16:23
we’re going to be using products like
16:25
track rotor ersi which is built
16:26
into the system a very minimal charge
16:29
but it’s going to allow you to route
16:32
in a systematic order your routes start
16:34
to end with
16:35
drive time calculations navigation
16:38
stop-by-step printable directions
16:40
or navigation live in your mobile
16:43
now the biggest demystifier here is and
16:45
we’re going to go in when we go to team
16:47
setup is that each team or
16:50
vendor their subcontractors needs to
16:53
have
16:53
a starting address so an address on that
16:56
actual
16:57
team and i’ll show you where that is
16:59
later in the talk but if that doesn’t
17:00
each
17:01
crew or team doesn’t have a starting
17:03
address on the file
17:05
route optimization is pretty tough for
17:06
the computer because it doesn’t have a
17:08
point to optimize on so that’s usually
17:10
the biggest issue that we see the route
17:12
optimization actually works really well
17:14
99 of the time but it can’t really work
17:17
well if it don’t
17:18
if you don’t tell it where to start and
17:19
stop so those are the ideas that we want
17:21
to look at
17:23
once again if you’re joining us live or
17:24
the recorded version happy to answer any
17:26
questions along the way of your roadmap
17:28
to success for sa
17:29
and make sure you check it out on
17:31
simplegrosssystems.com forward slash
17:33
sa dash audit
17:36
we’re giving away a free free 30-minute
17:39
audit of your essay system so the next
17:41
thing is
17:42
we’ve got the work done and we’re in our
17:44
closeout day screen
17:45
i mentioned it earlier this is really
17:47
the most important screen in service
17:48
autopilot
17:49
because this is the last point a human
17:51
can touch these start and stop times for
17:53
the job
17:54
the price and the budgeted time so
17:58
we usually traditionally train going
18:00
through that systematically for each
18:02
resource or
18:03
crew and making sure there’s a start and
18:05
stop time that makes sense a budgeted
18:06
time and a price
18:07
uh the biggest mistake you’ll see is the
18:09
start and stop times will literally be
18:10
under a minute so the crew got to the
18:12
house
18:13
to either cut the grass or clean the
18:14
house they got excited they got in they
18:16
started the job they got to the end
18:18
they’re like oh
18:19
crap we didn’t clock in so they pull up
18:21
their mobile and they go in and out
18:23
in and out and now it looks like they’ve
18:25
done that job in about a minute
18:27
so now your average revenue per man
18:30
hours probably looking something like a
18:31
thousand dollars an hour when it’s
18:33
probably only 45 or 50. so we want to
18:35
make sure
18:36
that this screen is set up correct
18:37
because this is the last time a human
18:39
can touch it before
18:40
invoicing production or uh production
18:43
rate ass
18:44
production reports and job costing
18:46
reports
18:47
now the final thing is whether you build
18:48
daily weekly or monthly or a custom day
18:51
at midnight or 12 or 1 those invoices
18:54
are automatically
18:55
generated so what you’re going to want
18:56
to do literally is going into the
18:58
accounting screen
18:59
with three clicks of a button we can
19:01
charge all the cards email the invoices
19:03
or print them out
19:05
and then enter payments um to get in
19:07
here now the biggest thing i like to
19:09
touch on here is it’s a major mistake
19:11
that we see is whether you’re setting it
19:12
up in v2 or v3
19:15
that when you do an installment contract
19:17
and you have all the jobs underneath it
19:19
so let’s say it’s a
19:21
maintenance contract for lawn care or
19:23
horm comb cleaning for that matter
19:24
and it’s a thousand dollars installment
19:26
but maybe that includes the weekly
19:28
maintenance
19:29
um but it doesn’t include say lawn care
19:31
tree pruning or maybe in home cleaning
19:33
or commercial cleaning it doesn’t
19:34
include stripping and waxing the floors
19:35
we’d want to be able to
19:37
include those ancillary services and
19:38
build those out separately up and above
19:40
the thousand dollars a month
19:41
that’s the benefit of um an installment
19:45
set up there so you can have certain
19:46
services under the monthly installment
19:48
and then
19:48
build the others up in advance the main
19:50
thing is when we go to schedule
19:52
those jobs that are under so the
19:54
individual services under that
19:55
installment
19:56
we need to assign it to the contract and
19:59
we need to have a price and budgeted
20:00
time because if you don’t have data
20:02
going in there
20:02
we won’t be able to have the data coming
20:04
out for your job costing
20:06
and reporting now the next thing we’re
20:09
looking at is electronic signature
20:11
and package display so these are the two
20:13
the biggest
20:14
questions or issues that we see when
20:16
people are either originally setting up
20:17
essay
20:18
or they’ve been in there a while but
20:20
just really haven’t had the time to dive
20:22
in so if you go
20:23
in under settings under estimates and
20:26
estimate settings we’ve got this here
20:29
the two things you want to look at is
20:30
you click on package item total here
20:33
items and it gives the ability to do
20:35
just the total of all the rounds
20:36
each round only or the prices for each
20:40
round and then the subtotal
20:41
what our best practice recommending is
20:43
package item totally only so that’s
20:44
going to avoid that sticker shock
20:46
scrolling back down um main other thing
20:49
is allow
20:50
capture on view my proposal so that’s
20:52
like your electronic signature there
20:55
and then default estimate items is one
20:57
either checked or unchecked
20:58
i’m going to recommend you put those as
21:00
unchecked so the consumer
21:02
physically has to click on it to accept
21:05
the estimate
21:07
now next thing here is custom fields so
21:10
those were those
21:10
job variables that we were talking about
21:13
so i’ve got three different sets
21:15
of ways to do this so i’ve got examples
21:17
for cleaning snow removal and lawn care
21:19
slash pest control
21:20
so from left to right cleaning industry
21:23
those are gonna be such things
21:24
as um home square footage number of
21:27
people number of pets number of areas
21:29
that you’re cleaning
21:30
those variables that you’re looking at
21:33
snow removal could be
21:35
how many square feet that we’re doing
21:37
for plowing
21:38
and maybe we have different variables
21:40
based on different increments of snow
21:42
now lawn care and pest control are
21:44
predominantly going to be on things like
21:45
called turf square footage or
21:47
the square footage a 22 52 or 60 inch
21:51
mowers handling if you have separate
21:52
production rates and estimating based on
21:54
the size of the mower
21:55
but the idea here is once again under
21:57
that gear icon we go down to custom
21:59
fields and this is what comes
22:00
up so we would have a name we want to
22:03
associate it to the customer and we want
22:05
that value type
22:06
predominantly to be a number if we’re
22:08
running a mathematical equation on it so
22:10
we have a production rate based
22:11
estimating system
22:13
um and i’m going to show you in the next
22:14
screen if we did from one to say a
22:16
thousand square feet
22:18
uh the custom field would be a number
22:19
because we’re using that in a
22:20
calculation
22:21
on a custom field so that will make more
22:24
sense right here
22:25
so this is the simple growth
22:28
estimate blueprint what we are going to
22:30
recommend
22:32
especially when people work with us we
22:33
do require it when you work with simple
22:35
girls as a certified advisor
22:37
is that we go into the uh the estimate
22:39
blueprint this is something we give our
22:41
clients when they work with us here so
22:42
if you’re doing this yourself
22:44
i recommend making something very
22:46
similar but the idea is we blueprint it
22:47
we test our profit profit percentage and
22:50
then we transfer that into service
22:51
autopilot
22:52
we have a blueprint to do it so like i
22:54
like to use the example of building a
22:56
house
22:56
you’re not going to build a house and
22:57
just put random doors and windows
22:59
anywhere
23:00
well you don’t want to do the same thing
23:02
in service autopilot you need a
23:03
blueprint
23:04
and then you implement your blueprint
23:06
inside the software itself
23:08
so we’ve got a lawn mowing and home
23:10
cleaning example so lawn mowing here the
23:12
custom
23:13
field the job variables turf square
23:15
footage
23:16
and i’m saying from one square foot to 5
23:18
000 square feet my
23:20
base price the minimum i would show up
23:21
is 45 bucks
23:23
and for one person and one person only
23:25
to mow blow and edge that property i’m
23:27
giving them 20 minutes or
23:29
0.33 man hours now based on some
23:31
variables i’ve already predetermined
23:34
my hourly goal per person on the crew is
23:36
55 bucks an hour
23:38
and my expense per hour is 36
23:41
that’s my break even so what we’ve done
23:43
is figured out our profit and profit
23:45
percentage
23:46
we’re making fictitiously in this job 33
23:48
on the base price and a 73
23:50
net profit margin then i’m saying every
23:53
thousand over my
23:54
base price of 5 000 square feet is an
23:56
additional 2.75
23:58
0.05 man hours an expense of a dollar 80
24:02
before profit now
24:03
uh you can’t see because my video
24:05
picture here is on the head
24:06
is on the bottom part of the house
24:07
cleaning but we’ve got the same exact
24:09
thing
24:09
our job square footage our house square
24:12
footage is our job
24:13
variable from one to 1200 square feet
24:16
for my weekly cleaning is 145
24:18
2.9 man hours and if we had the
24:21
calculation here it would kick out the
24:23
profit based on that
24:24
then every 500 square feet of cleaning
24:27
over the 1200
24:28
is an additional x amount of dollars x
24:30
amount of time and then behind my video
24:32
is a cost before
24:34
profit um so that is the blueprint now
24:37
what we’re going to do is take this and
24:38
if you remember these top
24:39
five lines right here they are going to
24:42
systematically line up
24:44
right here so if i jump that slide back
24:48
the top five cells here line up and the
24:50
bottom five la
24:52
cells line up here so once again we’re
24:53
just transferring them over to the top
24:56
five
24:57
and the bottom five so we’re taking our
24:59
blueprint and we’ve moved it
25:00
over to uh service autopilot’s pricing
25:04
matrix now we can get more complex and
25:06
pull it out and do
25:07
price breaks based on larger properties
25:09
and things like that but
25:11
at a bare minimum this is what we need
25:13
and when we go back to our blueprint
25:14
we’ve got our custom
25:16
field turf square footage or cleaning
25:18
home square footage
25:20
and that’s our blueprint right there so
25:22
that is
25:23
the deal here so we’re going to set our
25:24
calculation we’re going to base it on
25:27
the custom
25:28
field here so now you kind of see we’ve
25:29
blue printed this out
25:31
and we’ve created a workable road map
25:33
for success
25:35
so we’re going to go in we’ll set our
25:36
calculation our custom field
25:38
and then we are going to go in and
25:42
build it out and hit save so now we’ve
25:45
got our services set up so this is your
25:46
blueprint and guide to success
25:49
now we talked about having an estimate
25:52
request
25:53
on your website so here is in a v2 form
25:56
but almost identical in v3 how we break
25:58
this
25:59
down so what we’re going to do is go
26:01
under marketing in
26:02
forms and we’re going to put first name
26:05
last name
26:06
and map these back to first name last
26:08
name address is going to be mapped back
26:10
to
26:10
service address and then phone number
26:12
i’m recommending it
26:14
that you attach it to your cell phone
26:16
number for your client or lead
26:17
so you can use that for text messaging
26:19
and automations now if it’s not a cell
26:22
phone number it’s okay it’s not going to
26:23
fire off or charge it but by best
26:25
practice i recommend having that in
26:26
there
26:27
now emails can be mapped back to email
26:30
for this cleaning industry example or
26:32
lawn care we want to make sure that we
26:34
auto create on submit
26:36
we create on submit a lead here
26:39
and we can put our sales source for
26:41
search engine or website
26:43
now in addition we’re going in and
26:44
asking some questions they’re interested
26:46
in one-time cleaning
26:48
uh weekly or bi-weekly move in or move
26:50
out number of bedrooms bathrooms square
26:52
footage
26:53
and maybe how many stories these are
26:55
some of the things we’re pulling off the
26:56
website to be able to create an estimate
26:57
live for cleaning now in lawn care
26:59
same exact thing first name last name
27:01
service address phone number
27:03
email what are we interested in and we’d
27:05
have maybe
27:06
check boxes for them to check all the
27:08
services they want an estimate on i
27:10
would
27:10
narrow these down to your gateway
27:12
services the ones you can measure online
27:14
and sell of the phone
27:15
and then within 20 to 30 days go back
27:17
out and upsell the ancillary services on
27:19
site
27:23
so the next thing we’re diving into here
27:24
is a lead entry into your office so we
27:27
kind of covered what goes on
27:28
on your website those are the two
27:30
options we now want to go into what if
27:32
somebody calls your
27:34
office so there’s certain things that we
27:35
really need to get in
27:37
so we’re going into the plus icon we’re
27:39
adding that lead
27:41
first name last name here if it’s a
27:43
company we put the company’s name in
27:44
here
27:46
and then our office is asking the
27:47
service address now if the service
27:49
address is the same as the billing
27:50
address
27:51
it automatically populates here we
27:54
always want to be asking for the email
27:55
and a cell phone
27:57
a cell phone provider is not needed
27:59
that’s a legacy feature so just ignore
28:01
it
28:02
master property here is if you are doing
28:04
multiple properties say for a property
28:06
manager
28:07
you can have the property manager as
28:09
your master property
28:11
and then you’d have all the sub
28:12
properties in there to combine and
28:13
consolidate your billing
28:15
now the next thing we’re looking at is
28:17
this next tab here for details
28:19
when you click in that details tab i’m
28:21
going to go in and tell you that you
28:23
really need to put in
28:24
residential or commercial to segment
28:26
your database
28:28
and the next thing here is under the
28:30
sales tab we want to go in
28:32
and select the sales source so we track
28:35
how they came in and then we can get
28:36
that lead to client conversion ratio
28:39
lead uh lead acquisition cost and the
28:41
client lifetime value all based off that
28:44
and if they were referred by somebody
28:46
already in your database this is where
28:48
we’d click that the drop down menu would
28:49
come down
28:50
and you say you picked mrs smith if she
28:52
was the referring
28:54
lead or client in your system so you can
28:56
do referral
28:57
lifetime reporting as well so these are
29:00
foundational things in the system
29:02
that we really want to dial into now the
29:04
next thing is under the billing tab
29:06
as we’re entering in this is your manual
29:09
override
29:10
to manually override your system so if
29:12
you’re set up
29:13
to invoice monthly at netdo 10 and you
29:15
wanted to build this particular person
29:17
daily you could override it to build
29:19
them daily and have them do
29:21
on receipt for instance now the final
29:23
tab off to the right here is
29:25
office notes this is your internal
29:26
office notes uh they are private you
29:29
know that by this right here
29:31
so these are your internal notes based
29:32
on that client
29:35
that’s the main thing so now we’re gonna
29:37
go in and hit
29:38
save and create this lead now now
29:41
we have a lead in the system there are
29:42
some visual clues that we like to train
29:45
as a certified advisor uh you want to
29:48
look at
29:48
and you can see on the left hand side
29:50
here we’ve got the little avatar the
29:52
little person here with the red l
29:53
that’s a lead uh no avatar is a
29:57
lead that we’ve closed out with a loss
29:59
estimate
30:01
if we have the little avatar with
30:02
nothing next to it that’s a client
30:04
and then if you have the avatar here
30:06
with the little slash through it that’s
30:08
a canceled client so once again when a
30:10
customer cancels we want to close them
30:12
out
30:13
so we have a clean database of just
30:14
clients we can still see
30:16
people that haven’t won an estimate and
30:18
we haven’t become a client and we can
30:19
see our canceled clients but now we have
30:21
a really clean
30:23
database and when we go under the
30:25
magnifying glass here we have
30:27
great little visual clues how to
30:29
actually go out
30:31
and dial into where they’re at in the
30:34
system
30:35
now another great visual clue here is
30:36
this long gray
30:38
estimate bar uh there’s also going to be
30:40
a little uh l i believe it is in v3
30:43
that signifies that but that long gray
30:45
bar is a visual clue for your team and
30:47
you
30:47
that the person is a lead and then when
30:49
they convert into a client there’ll be
30:51
three distinct
30:52
columns for scheduling billing and
30:54
estimates and installments underneath
30:56
with contracts
30:57
so these are the visual clues and how we
30:59
create database hygiene in service
31:01
autopilot
31:03
so three work clothes for estimate data
31:05
collection
31:06
uh maps pro creating a standard phone
31:08
intake sheet and then an
31:10
on-site estimate form and these are the
31:13
three ways that we recommend
31:14
um and teach how to use service
31:16
autopilot so the first one here
31:18
is maps pro or in v3 it’s called smart
31:21
maps very much the same thing
31:24
things you want to do is you want to go
31:25
to the more tab which is right here
31:28
when you blow it up we’re going to
31:29
property measurement now you can see
31:31
i’ve got the areas here measured out so
31:33
i’ve gone in
31:34
and measured it by just clicking on the
31:37
map here
31:38
and then i recommend color coding the
31:40
turf area or whatever you’re servicing
31:42
if there’s bed square footage you’ll
31:44
notice there’s plus zero and minus signs
31:46
here
31:46
this gives you the ability to add a null
31:49
add to the
31:50
to it subtract to it or keep a null
31:52
value the same exact thing is available
31:54
in v3
31:54
very handy to have these things labeled
31:58
we have our total square footage and we
31:59
would hit save then we’re going to go
32:01
into our custom fields down here and
32:03
select the variable say turf square
32:04
footage for the grass area
32:06
and save that and then it is ready to
32:09
calculate off your pricing matrix
32:12
so the next thing is the auto assist for
32:13
standard workflow so if you are using
32:16
pro plus with automations
32:17
this little a for auto assist is here
32:19
and it’s a workflow
32:21
um addition that’s really going to help
32:24
you
32:24
so if not you need to go down to the
32:26
bottom and hit forms and select
32:28
your forms this is what we recommend pro
32:30
plus
32:31
and then we’ve got our fillable phone
32:33
intake form
32:35
we click on that and we’ve got a
32:37
cleaning example and then i’ve got a
32:38
lawn care example next
32:39
uh but the idea is here is uh debbie
32:42
sardones for cleaning business
32:43
fundamentals
32:44
um has built out a product with simple
32:47
growth
32:48
so if you’re a cbf member uh let us know
32:50
or let debbie know we happy to show you
32:52
how we automated cbf right inside
32:54
service autopilot turnkey for you
32:55
complete with marketing documents
32:57
uh but the idea here is this this lead
32:59
sheet is going in and creating a call
33:01
script so how did you hear about us is
33:03
it a one-timer ongoing service
33:04
and it’s grabbing all the variables that
33:06
her team needs to
33:07
go out and estimate all the cleaning
33:09
over the phone
33:11
the next thing is a mobile on-site
33:13
estimate form so let’s say we can’t
33:14
measure it over the satellite for lawn
33:16
care
33:17
we want to be able to go in and have a
33:20
mobile phone where you can go in and
33:21
walk around
33:22
and your estimator is plugging the data
33:24
in now they’re plugging the data in so
33:26
we got
33:27
property specific data we’ve got our
33:29
phone we’re walking around the property
33:32
what’s the lawn square footage if you
33:34
couldn’t measure it on
33:35
the satellite what’s the linear length
33:37
of landscape beds for
33:38
edging those beds what’s the number of
33:40
small medium and large shrubs
33:42
how many hedgerows with 10 foot sections
33:45
with or without a ladder
33:46
what we’re doing is driving in all the
33:49
data we need so when we get to that
33:51
estimate part it’s going to
33:51
automatically calculate your price your
33:53
budget time and cost before
33:55
profit now pro tip we recommend
33:59
and we’ve cracked the code here how to
34:00
use custom fields from
34:02
the new document editor inside the
34:03
estimate description so the
34:05
notes down here i can type in does not
34:08
include the hedgerow on the back side of
34:10
the lot line
34:11
and it will automatically merge into the
34:14
estimate without having to remember to
34:15
do it so the idea is we’re walking
34:17
around that phone or tablet we’re
34:18
plugging in all the
34:20
property specific data so we’ve created
34:21
a standardized process so this is a
34:23
gentleman who ran my business
34:24
had never done pruning mulching mowing
34:27
any of those services
34:28
within a few days i had him up and
34:30
running
34:32
just plugging data in there and be able
34:34
to estimate as well as i have with 20
34:35
plus years experience so
34:37
um the idea is we want to standardize
34:38
what’s in the owner manager’s head and
34:40
be able to take it out into an on-site
34:42
estimate form
34:43
cleaning industry once again if we’ve
34:45
got a top to bottom deluxe weekly clean
34:47
bi-weekly clean
34:48
you’re plugging in how many hours in
34:49
each one of these that you think it’s
34:51
going to take based on your experience
34:53
on that job if we’re not ready for
34:54
square foot production rates
34:56
to actually go out and estimate that job
35:00
so the next step here is creating
35:02
pre-built estimates for leads and
35:03
clients separately
35:07
so what you can see here right out of my
35:08
old company’s um essay account here is
35:11
we’ve got one for clients and leads and
35:12
why why we’re doing this is
35:14
in my opinion we’re going to have two
35:16
separate conversations if someone’s a
35:18
lead and never done work with us
35:20
the marketing conversation based on
35:22
where they are in the client life cycle
35:24
is going to be different versus someone
35:25
who is already a client
35:27
so i’m recommending you make two
35:28
different versions of your estimate
35:30
email and your estimate
35:31
document to be able to have that
35:33
personalized but automated conversation
35:35
based on where they’re at
35:38
now the next thing is pre-built aspect
35:39
templates safe for lawn care and i’m
35:40
going to go into home cleaning next
35:42
is what we’ve done here is we’ve gone in
35:46
and built a production rate based
35:48
estimating system where it will
35:49
calculate uh based on the long square
35:52
footage and we’ve added different
35:53
zones or postal codes where you could
35:55
just plug the number in it would
35:56
calculate a
35:57
on-site time and a drive time and all
36:00
the consumer sees is the bottom price
36:02
but we’re able to break out our
36:03
production for drive time and on-site
36:06
separately in addition
36:09
we’ve got an example here for disposal
36:11
fees of 30
36:12
that’s defaulted in so another thing
36:14
that happens when we start to delegate
36:16
our estimating is
36:17
people forget to add the different
36:19
things in or they conveniently erase it
36:21
and don’t put it in to win the jobs
36:23
the idea is we can default things that
36:24
always need to be on the system
36:26
to create predictable systems now probe
36:30
previous
36:30
template cleaning is very interesting so
36:33
what we’ve done is kind of crack the
36:35
code and cleaning so
36:36
and this also works for lawn care if you
36:38
want high low pricing for
36:40
spring and fall cleanups but there’s two
36:41
different ways to be able to do it so we
36:43
can estimate with a minimum and maximum
36:45
price range
36:46
for cleaning or say spring or fall
36:48
cleanups and lawn care
36:49
or on the right hand side of the screen
36:51
we can do it for
36:52
uh exact pricing so we’ve got the
36:54
ability now to go out and do high low
36:56
price ranges for jobs that are a little
36:58
um
36:59
scarier to give an exact price and they
37:01
come with a budgeted time
37:04
for high and low and cost before profit
37:06
or we can go in and do an exact price
37:08
with budgeted timing costs those are the
37:10
two different variables
37:11
for lawn care and home cleaning we can
37:13
do high low price ranges
37:15
exact pricing or hourly time and
37:17
materials
37:19
so next thing is we want pre-built
37:21
estimated emails so we’ve gone and we’ve
37:22
created this
37:23
estimate and we try to close them over
37:25
the phone but if we can’t close them
37:26
over the phone
37:27
next step is let’s email that out so we
37:30
go in and hit the email button right
37:31
here
37:32
and this email loads in with everything
37:35
you already have and it’s got a
37:36
clickable quote link in there so you
37:37
send that out to your
37:39
client or lead this would be what they’d
37:41
be getting and it had this little thing
37:42
here
37:43
click here to view my proposal now
37:46
included in this we’ve included our lead
37:48
letter of the five or six main reasons
37:50
why we’re different we’ve included some
37:52
buttons off there on their mobile they
37:53
can call us now or text our office
37:56
but the idea is they click in that and
37:59
then
37:59
they’re going to open up the estimate
38:01
which i’m going to show you but another
38:02
pro tip is
38:03
i would uh blank carbon copy yourself in
38:06
your office
38:07
and um text the quote through the
38:10
message center
38:12
in essays we email it and text message
38:14
it huge huge benefit that we’ve had
38:16
in my lawn care company as well as
38:17
simple growth the ability to email and
38:19
text message the estimates an extra two
38:21
minutes
38:22
well worth the investment in my opinion
38:25
so pre-built estimate documents and
38:26
price grid so the next thing that we’re
38:29
looking at
38:29
is this is the actual estimate it’s kind
38:31
of chunked in three parts because it’s
38:33
pretty long
38:34
but step one is select the services you
38:36
want step two is accept and sign
38:38
so we can have the service details in
38:40
there for that forty five dollar mowing
38:43
uh if we want we can also have videos
38:45
embedded on the service line item
38:48
or below that then we have our general
38:50
details and contract terms
38:52
we have more clickable buttons and some
38:54
videos that can play live in the
38:55
estimate below the pricing so we have
38:57
videos on the actual service level and
39:00
below
39:02
that so that is your your 24 hours seven
39:05
days a week
39:06
automated sales person so i highly
39:07
recommend making those videos
39:09
and if you’re making your videos they
39:10
don’t have to be perfect but you want to
39:12
include what’s included in the service
39:13
what’s not included
39:15
and your satisfaction guarantee and
39:17
addressing the sales or price objections
39:18
up front do i need them at home to have
39:20
the service done
39:21
is there certain insurance i should be
39:22
looking for whatever those issues are
39:24
for that service
39:25
be up front and talk about it that’s
39:26
going to shorten that sales cycle and
39:27
hopefully raise that price
39:29
um ability to charge the highest price
39:32
because we’ve created you as the expert
39:34
throughout that video
39:37
now next thing here is we’ve got the
39:38
electronic signature they click to sign
39:40
and that’s going to time a date stamp
39:42
all that information inside
39:43
sa so as we go in once the estimate is
39:46
won
39:47
i’ve got time and date stamped ip
39:49
address above the estimate
39:50
and an electronic signature i can print
39:52
out for collections or
39:53
if you’re in new york state and they
39:55
have pretty strict dec
39:56
pesticide laws that is going to cover
39:59
you
40:00
we also had some buttons here we can
40:01
click in and get msd labels if that’s
40:03
applicable to the
40:04
industry you’re in so we can have that
40:06
all inside a service autopilot estimate
40:11
now that we’ve won that estimate we need
40:13
to convert that lead into a client so if
40:15
you remember that flow chart earlier in
40:17
the talk i said
40:18
when we win that estimate we want to
40:20
convert the lead into a client and
40:21
schedule
40:22
off the estimate so when we go to
40:23
schedule if you don’t remember to
40:25
convert
40:25
it’s going to force you to convert then
40:29
we’re going to take our price and
40:32
budgeted time and cost
40:33
and we’re going to schedule that job so
40:35
all of that’s now moving
40:36
into the job so we have a price budget
40:38
time it costs before profit
40:40
we’re going to add in our reoccurring
40:42
jobs either weekly bi-weekly or
40:44
custom schedule we can dial that into a
40:47
lot of different variables they’re
40:48
really popular in the cleaning industry
40:50
for sure right here but lawn care folks
40:52
are starting to catch on to that as well
40:54
um and that’s our one timer reoccurring
40:56
and then we’ve got our waiting list job
40:57
where we have a start and complete by
40:59
date so that’s that time range very
41:01
popular in holiday lights
41:02
spring and fall cleanups uh cleaning
41:04
industry it’s gonna be something where
41:06
you’re probably doing a move-in move out
41:07
or a post-construction clean
41:08
it doesn’t need to be done today but it
41:09
needs to be done before the end of the
41:11
week so that gives you that variability
41:14
so foundations to scheduling once again
41:16
i said teams or basically crews
41:18
we want to go under teams here and pull
41:21
out each crew so we have our residential
41:23
crew
41:24
number one the starting address that is
41:27
for the best results for route
41:30
optimization
41:32
once we have that we’re in good shape
41:33
but we’d go in we add our team and then
41:36
we create that team
41:37
you need a starting address on there we
41:39
also want to be able to go under crew
41:40
assignments and assign the
41:42
default assignees now if someone doesn’t
41:44
show i’ll show you how to remove that
41:46
quickly
41:46
um in the next few slides so
41:50
as we click team assignments we’ve got
41:51
them in there how many days
41:53
are they available if you work seven
41:57
days a week
41:57
and they are available put all seven
41:59
days so they are available if we get
42:00
rain delay or issues especially in lawn
42:02
care
42:04
next thing is scheduling in payroll
42:07
reporting so even if you’re not using
42:09
service autopilot azure payroll
42:11
system this information needs to be in
42:14
there and it’s actually kind of
42:15
confusing
42:16
so i’m going to break it down for you so
42:18
under teams employees
42:19
we need to go in oh sorry under the job
42:22
costing
42:23
tab and mark hourly employees hourly and
42:26
put their hourly rates if this gentleman
42:28
or lady was making 15 bucks an hour on a
42:30
payroll job costing
42:32
in my sheet over here i figured out my
42:34
labor burden
42:35
and now labor burden is going to i’m
42:39
going to split the screen here so you
42:40
can actually see this for a minute
42:42
so labor burden here is your fica
42:44
unemployment workers comp
42:46
and we’re getting it as a percentage of
42:47
a dollar and if it was hourly rate was
42:50
15
42:50
we add that labor with labor burden in
42:53
there so it’s 1785
42:54
and 26.78 and that’s what goes in here
42:57
so it’s labor
42:58
uh hourly rate with labor burden and
43:00
overtime with labor burden
43:02
those are the keys to success for that
43:05
um in there so we’re running job costs
43:07
and reports and some other reports
43:09
if you’re going in for um costing effect
43:12
or drive time labor cost effect you will
43:14
have zeros in there if the
43:16
information’s not on there because those
43:17
are data points the system works off of
43:19
to
43:20
calculate that for you
43:26
so the next thing we’re looking at is
43:27
the dispatch board so what if we have a
43:30
no show no
43:30
no call employee by when we’ve set up
43:33
those teams with the employees on there
43:34
we have them defaulted in here
43:36
but the idea is if we go to the more tab
43:38
onto the dispatch board and assign teams
43:40
this comes up and this
43:41
gives us the ability to drag and drop
43:43
these individuals
43:44
off and you can see at the bottom there
43:46
it says update end times based on
43:48
budgeted hours and assignments
43:50
so this is only applicable for that one
43:52
day but this is your key to success
43:54
for having proper payroll job costing
43:57
production reports each and every day
43:58
especially viewing time and material
44:00
jobs so very important
44:01
no matter the industry we can drag and
44:03
drop if the crews change from the
44:05
default setup from
44:06
the system now the closeout date screen
44:09
like i said that’s probably the most
44:11
important screen of the whole entire
44:13
system so
44:14
this is where a human should go in at
44:17
the end of the day or the beginning of
44:18
the next day for the previous day
44:20
and we’re making sure we got start and
44:21
stop times budgeted time
44:25
and um so
44:28
start and stop times budgeted times and
44:30
a rate and we also want to go into the
44:32
columns and add
44:35
the variance and the actual
44:38
hours work now that is going to give you
44:39
the actual time
44:41
and the variance plus or minus over the
44:43
budgeted times that’s going to give you
44:44
a really good look at where you’re at
44:47
for good data in good data out this is
44:49
going to set up your billing
44:50
your job costing production rate reports
44:53
for success now contract setup so this
44:57
was the part of the final part of
44:59
the the flow chart that we went through
45:01
is imagine we have a maintenance
45:03
contract so we’re going to select
45:04
the start and end time a line item when
45:07
with the plus icon it drops it in
45:09
that’s our invoice line item with
45:11
default service that’s going to be under
45:13
and then we’d fill in the monthly
45:15
installment now we can say
45:16
bill to what day of the month are we
45:18
billing one day in advance how are they
45:20
paying check card or whatever else it
45:21
may be
45:22
auto generate active and include sub
45:25
properties so that could be the sub
45:26
properties
45:27
of a master property and we’re going to
45:30
be adding
45:30
the services in there and then under
45:32
alerts right here
45:34
we can do an alert if it’s over x amount
45:36
of hours or x amount of visits and that
45:39
gives you that granularity there as well
45:42
main thing is when we set these services
45:44
up here under the contract
45:46
we assign it to the contract and then we
45:48
have a price and budgeted time so we
45:51
need that data it will not double bill
45:53
that
45:54
um if it’s there we need to have that
45:56
price and budgeted time for scheduling
45:58
and reporting
45:59
if we assign it to the contract and
46:01
that’s a service that’s under the
46:02
installment
46:03
it will not double bill in addition
46:05
package jobs for fertilizing
46:08
right here assign it to that contract
46:11
same thing we want to price and budget
46:12
at a time
46:13
it will not double bill so the next
46:15
thing is invoice email with credit card
46:17
payment option or the client
46:19
portal so we go down and email out those
46:22
invoices we can have a
46:24
really nice document here with click
46:25
here to pay with a pci compliant credit
46:28
card form for clearance
46:29
or we can have a link to your payment
46:32
portal
46:32
and you can have a separate uh email the
46:34
first time they sign up for a temporary
46:36
username and password
46:37
for the service autopilot payment portal
46:38
that’s how we can go in and get that
46:39
credit card
46:40
and get those process processes going to
46:43
get that payment
46:45
so the final part is the report center
46:48
job costing reports
46:50
and this is really important because now
46:52
we’ve got
46:53
all of this data and everybody that i
46:55
see on facebook
46:57
um near the end of the year the
46:59
beginning of the year even in the middle
47:00
of the year ago you know
47:01
i’m going to raise my prices three
47:02
dollars across the board or a percentage
47:05
so really i think that’s really a
47:06
foolish thing to do because really what
47:08
you’re doing is you’re telling your most
47:09
profitable clients
47:10
um to go shop you and you’re telling
47:12
your least profitable clients you’re
47:13
raising them up a little bit but they
47:14
already know they’re probably getting a
47:16
deal so they’re going to stick around
47:17
so what we’re going to recommend is
47:18
running a job costing report through the
47:20
rot report center
47:22
and what we have here is uh name address
47:25
and the date
47:26
and the price per visit so we’ve got an
47:28
average of fifty four dollars per cut
47:30
and the two stops that we’re here
47:32
obviously you’d have a whole year’s
47:33
worth of date or half years worth of
47:34
data
47:35
but on average you made fifty four
47:36
dollars and per man hour sixty dollars
47:38
per minute
47:39
on average it came out to fifty seven
47:41
dollars in 30 cents
47:43
so what we’ve got here is we put in our
47:45
desired dollar per man hour of 60 bucks
47:48
if we’re only making 57 so we’re just
47:50
under three dollars under our
47:52
goal uh it’s telling us we need to raise
47:54
our price 2.56 cents with no emotion so
47:57
this is how you would raise your prices
47:58
with no emotion uh based on the report
48:01
center
48:03
um so basically that is your service
48:06
autopilot from stem stern
48:08
before you automate it fully set up um
48:11
back literally from lead acquisition all
48:13
the way through estimate scheduling
48:15
billing and fulfillment now
48:17
that’s only half the deal so once we’ve
48:20
got service autopilot set up there’s
48:21
three key areas in the business we’re
48:23
going to recommend for a fully set up
48:25
essay
48:26
roadmap to success is we’re going to go
48:28
in and automate our sales
48:30
um including some finances and overdue
48:32
accounts uh we’re gonna
48:34
automate our employee recruiting
48:36
training and onboarding and we’re gonna
48:37
automate our repetitive tasks
48:39
and these are the three main hurdles to
48:40
break that million mark and beyond and
48:42
even if you’ve broken that million mark
48:43
if you haven’t automate these
48:45
these are probably uh holding the owner
48:47
down from having that lifestyle they
48:49
desire
48:50
because they are babysitting their
48:52
business and probably entrenched in it
48:53
so i’m gonna break this down real
48:56
quickly
48:57
but if you need or want an audit for
49:00
your essay set up before we get to the
49:02
automated audit
49:03
um go to simplegrosssystems.com forward
49:06
slash
49:07
sa audit and that is um going to be
49:10
right here there’s a
49:11
video kind of outlining it and then you
49:13
can literally book a call
49:15
uh with myself or dylan on the simple
49:17
growth team
49:18
to actually get a time to go on a screen
49:21
share for a half hour
49:22
and and literally get a free essay on it
49:25
we’ll tell you where your
49:26
setup is in need of help at no cost
49:30
so the next thing is automation so we’re
49:33
in now an automation so
49:35
when you come to simple growth as a
49:37
certified advisor we set up
49:39
done for you turnkey automations for
49:40
lawn care and home cleaning now this is
49:42
example i’m going to show you in
49:44
lawn care but it’s very similar to the
49:45
home cleaning automations they come
49:47
pre-built in three different areas the
49:49
north south and southwest
49:51
parts of the u.s and canada
49:54
and they come with about 130 to 140
49:57
marketing documents pre-built with
49:59
marketing content already written for
50:01
you
50:01
i’m going to say vanilla content you may
50:03
want to go in there make them a little
50:04
more sexier but
50:05
it gives you a really good starting
50:06
point so we have three different
50:07
versions for the north south and
50:09
southwest
50:09
pre-built marketing content turnkey for
50:11
you so we have email scripts
50:13
uh text message scripts and phone call
50:15
scripts that you can copy or
50:16
edit in addition uh based on each part
50:19
of the country we go in and customize
50:21
the automations to the particular timing
50:23
of your market
50:24
based on the time of your market the
50:26
services you automate
50:27
so the first thing we do here um and if
50:29
you’re doing this yourself this is what
50:30
i’d recommend
50:31
uh we go in and enhance that estimate
50:33
request that we went through in the
50:34
beginning
50:35
and we build logic in there so if
50:37
someone’s interested in
50:39
lawn mowing or fertilization we know
50:40
exactly what that is we have an
50:42
automated but personal conversation
50:44
around that
50:45
if they come from the office we enter
50:47
the for the information into that phone
50:48
intake form
50:49
or the three to four step process i
50:51
broke down in the earlier the talk
50:54
once they’re in we automatically fire
50:56
off a thing called the lead letter these
50:57
are the five or six main reasons why
50:59
your business is different why someone
51:00
is going to want to do work with you
51:02
and not your competitors in addition we
51:04
can tie into a product called send gym
51:06
if you want a hard copy letter of this
51:08
mailed out to the postal service
51:11
in the u.s we can have that out to them
51:12
as well so we have something emotional
51:14
physical they can connect really great
51:16
idea for design build or any really high
51:18
ticket products where you actually have
51:20
to go out and schedule an estimate
51:21
this just helps differentiate and
51:23
reinforce your brand differentiation
51:27
so they’ve got this lead letter this
51:29
fires off automatically in the email
51:30
though
51:30
five or six reasons why your business is
51:32
different now before the estimate or
51:34
the same time is the estimate in
51:35
conjunction if you’re doing the asterisk
51:37
live over the phone as we recommend it
51:38
with those gateway services
51:39
we’re going to send out a thing called
51:40
short term education so this is going to
51:43
go and educate them to the particular
51:45
service they’re interested in so
51:47
in the lawn mowing example it’s going to
51:49
be talking about
51:50
maybe the proper mowing hood how to
51:52
sharpen your blades and proper
51:53
irrigation go with the mowing in
51:54
addition we recommend
51:56
that you go in and edit and add to the
51:58
documents that we’ve already given you
51:59
to overcome any sales or price
52:01
objections
52:02
so do i need to be home to have the
52:03
service done are you going to close the
52:04
fence gate behind you
52:06
um so i don’t have to worry about it if
52:08
i don’t check it after the technician
52:09
leaves so the kids and the dog don’t run
52:11
out of backyard
52:12
same thing in the home cleaning industry
52:13
you may be talking about the difference
52:14
between
52:15
a top to bottom deluxe which is your
52:17
initial clean what that includes versus
52:19
a general maintenance weekly or
52:20
bi-weekly clean
52:21
we’re educating them around those
52:23
processes once the estimate is submitted
52:26
this process here is called 20 days to
52:28
close
52:29
this follows up on each and every
52:30
estimate till we get a yes or no answer
52:32
it’s going to follow up
52:33
via automated email automated text and
52:36
phone calls yes phone calls people don’t
52:38
like making phone calls i highly
52:39
recommend
52:40
making phone calls it comes in the form
52:42
of a two with a phone script
52:45
and a deadline assigned to a specific
52:47
role or person in the business
52:49
now it’s going to literally say hey
52:50
called mr smith it’s been three days
52:51
since we dropped off the estimate here’s
52:53
what to say
52:54
if she says the price is too high here’s
52:56
some call sales script overcome that
52:58
and in addition it says if she becomes a
53:00
client
53:01
do this in service autopilot if she
53:03
doesn’t become a client of service
53:04
autopilot do this you should like
53:05
i’m not sure if i’m going to hire you or
53:06
not do this in service autopilot so
53:08
we’ve created a predictable
53:09
and delegatable workflow inside the
53:11
system now for all the folks watching
53:13
that don’t want to make a phone call
53:15
good news we’ve been able to tie into a
53:17
thing called a ringless
53:18
voicemail bomb so if there’s a cell
53:20
phone on file right back to the inning
53:22
remember on the
53:23
phone number we said always collect the
53:25
cell phone when in doubt put it in there
53:27
this ringless voice bail bomb now
53:28
triggers and
53:30
it makes the cell phone look like it’s
53:32
had a missed call
53:34
and it leaves a pre-recorded message but
53:36
it’s not a robocall
53:38
it’s literally so if i was there hey
53:40
it’s mike from callahan so sorry i
53:41
missed you i wanted to follow see any
53:43
questions regarding your estimate
53:44
if you do please call us back at this
53:46
number if not feel free to accept the
53:47
online assets we’ve created an automated
53:49
but personal workflow
53:51
around that estimate follow-up now
53:53
hopefully we win that estimate
53:55
so automatically now without you having
53:57
to do anything
53:58
we automatically send out a welcome
54:00
email this will acclimate the consumer
54:02
what to expect when working with you
54:04
and if you want a credit card on file we
54:06
automate that process right here with a
54:08
pci compliant credit card form
54:10
in addition we customize the automation
54:13
for you
54:14
to follow up on only reoccurring
54:16
services 30
54:17
60 and 90 days now one of the biggest
54:20
mistakes that we see folks doing is
54:22
their automations aren’t customized so
54:25
we customize the automations to your
54:26
services they’re only reoccurring
54:28
to follow up 30 60 and 90 days and it
54:31
doesn’t look like an automated email
54:32
it’s a plain text email
54:34
that looks like somebody in your office
54:36
literally took a few minutes to write up
54:37
a quick email like hey
54:38
how’s the service going up to this point
54:40
so we’re going to capture those little
54:41
cancellation issues
54:42
before they escalate to cancellation now
54:45
if you end up working with civil growth
54:46
we also go in here and customize your
54:48
one-time service so i have a one-time
54:50
follow-up
54:50
with that same personalized looking
54:52
email to follow up to make sure they’re
54:54
happy
54:55
next thing we do is happy holidays all
54:57
your major u.s and canadian holidays
54:59
pre-written is a little blurb
55:01
about the holiday we educate them and
55:02
wish them a happy holiday
55:04
now below that we’ve got newsletters uh
55:07
those go out the beginning of every
55:08
month they go to everybody in your
55:10
database
55:10
leads and clients the idea here is is
55:13
you want to educate the consumer what
55:15
they should be doing
55:16
in their yard or home the month in
55:18
advance so we’re going to educate them
55:20
let’s say in the winter time about
55:21
ornamental pruning
55:23
how to do it proper timing of the cuts
55:25
and then a soft one liner by the way
55:27
you’re here to help
55:28
home cleaning great examples by the
55:29
holidays maybe refrigerator and stove
55:31
cleanouts we talk about the process and
55:32
the system
55:33
educate them around the products and
55:35
then upsell that at the bottom softly
55:37
now below that we’ve segmented your
55:39
pipeline for leads and clients
55:42
very important because we can have
55:43
special promotions for leads that
55:44
haven’t converted into clients
55:46
or special communication or promotions
55:48
for people that haven’t uh
55:50
for customers so we don’t alienate our
55:52
customers if we’re running a special for
55:53
people who haven’t converted into
55:54
clients
55:55
um that is the process there now the
55:57
final process here is
55:59
the loss process originally we used to
56:01
call these service
56:02
automations what we’ve realized is
56:06
is there’s a bigger benefit of casting
56:08
this broad net
56:10
across your entire database so upsell
56:13
would be literally is if they
56:15
haven’t just won an sm4 if they don’t
56:16
have it scheduled we upsell that service
56:19
to everyone in the database so if
56:20
there’s anybody watching this
56:22
who is on our sales level three package
56:24
uh drop us
56:25
an email at help simplegrosssystems.com
56:27
we’re systematically going through at no
56:29
extra
56:30
cost adding upsell automations for up to
56:32
five services for you so make sure that
56:34
you’re looking at that
56:35
home cleaning as well if you’re in this
56:37
process everything’s identical but we’re
56:38
recommending here is
56:40
that we have an additional one in there
56:42
so if we have a one-time cleaning
56:44
and they don’t sign up for reoccurring
56:46
cleaning the automation with about seven
56:48
days kicks in and tries to upsell that
56:49
reoccurring cleaning
56:52
so now we’re growing so fast we need to
56:55
get some employees so how do we do it
56:57
we’ve created employee recruiting
56:58
training and onboarding inside service
57:00
autopilot
57:01
so the way we’ve broken this out and if
57:03
you’re going to follow the process and
57:04
do it yourself this is how i recommend
57:05
it
57:06
we’ve created a hosted landing page that
57:08
would go on your craigslist and deter
57:09
facebook wherever you’re looking online
57:10
for employees
57:11
and an office entry form newest addition
57:14
to this is it’s in english and street
57:15
spanish
57:16
both versions to convert based on the
57:18
language once they’ve filled that out
57:20
we’ve dropped them into
57:21
essay and the automation we run through
57:23
an online application process
57:26
let’s say the gentleman’s name is joe
57:27
after he’s jumped through some of these
57:28
virtual hoops he’s ready to
57:30
go and he’s gotten through the
57:33
application
57:34
to do or a task that’s going to pop up
57:36
in your office assigned to a particular
57:37
person who is responsible for setting up
57:39
these interviews
57:40
we can have a pre-interview ranking of a
57:42
b and c so maybe only the a’s and b’s
57:44
get to the interview
57:45
it’s a filtering mechanism we’re
57:47
starting to buy that time back
57:49
in addition the person in your office is
57:50
typing in the interview date and time
57:53
in the automation we’ll either text
57:55
message or email i’m recommending text
57:57
it will text the applicant the week
57:58
before and the day before the interview
58:00
reminding where to show up when to show
58:01
up
58:02
uh if they’re not going to show up to
58:03
let you know and you can sign homework
58:05
so big idea here is
58:06
assign some homework like we did in my
58:08
company to go down get a driver’s
58:09
abstract at the dmv
58:11
proves they have a license and now
58:13
they’ve got some skin in the game and if
58:14
anybody’s sat at the dmv anytime lately
58:17
trust me if they sit down to that dmv
58:18
and get that driver’s abstract they’re
58:19
pretty interested in that job it’s a
58:20
good way to screen them out
58:22
now once we get up here we’ve got our
58:24
standardized interviewing package
58:26
so if you’ve watched any of the lawn
58:27
care millionaire videos with jonathan
58:29
patoshnik
58:30
of the lawn care millionaire or been to
58:33
any of the regional events where
58:34
jonathan and i talk we talk a lot about
58:36
stacking that virtual bench uh and that
58:38
virtual bench the idea is we’re always
58:40
constantly recruiting for every position
58:42
of the company and this is way
58:43
that automation was built around that so
58:46
uh
58:46
there’s five or six standardized
58:48
questions you would ask every applicant
58:50
and then the interviewer is prompted to
58:53
rank the
58:54
the applicant in an a b and c fashion
58:56
now what we’ve done is created a saved
58:58
database or almost a qualified labor
59:00
pool for you so this is your virtual
59:01
bench
59:02
so you can go into essay through a safe
59:04
search that we’ve set up for you
59:05
and go in and say i want to see all my a
59:08
applicants
59:09
um
59:12
all my applicants say the last 15 to 20
59:14
days so
59:15
um and that gives you that virtual bench
59:17
or that hiring pool to go from
59:20
now the next thing is if we don’t have
59:21
the hiring process we automatically fire
59:23
out you know hey we’re sorry we’re not
59:25
hiring at this point
59:26
we’ll keep in the database it makes it
59:28
uncomfortable conversation a little bit
59:29
easier but if we hire them
59:30
we drop them into a two to three part
59:32
introduction company culture that’s
59:33
going to go over your mission vision
59:34
values
59:35
those are the things that are going to
59:36
start helping relate retain that
59:38
millennium
59:39
employee and we’re not aligning them to
59:41
just a paycheck that was a game changer
59:43
at my company
59:45
and below that we’re going to an
59:46
automated tax document collection
59:50
so we’re going to do is culture and tax
59:52
tax goes up to three
59:53
attempts after the third and final
59:54
attempt if they don’t fill out say their
59:56
tax documents after the final deadline
59:58
you will get a task or to do basically
60:00
in service autopilot saying hey
60:02
um joe didn’t fill out his tax docs and
60:05
we recommend
60:06
um basically firing
60:09
because what the automation’s built to
60:10
do is right here it buys the time back
60:13
before we hire them and screens them out
60:15
once we hire them
60:17
we screen them out again and onboard
60:19
them but this is before we train them
60:21
now the final part and i think it’s
60:22
quite magical personally but i’m a
60:24
little biased
60:25
is what we do here is we send the office
60:28
through
60:28
36 videos and six modules complete with
60:30
testing
60:31
from the original flowchart i showed you
60:33
through automated video training with
60:35
testing how to use service autopilot in
60:37
a substantial workflow
60:38
that’s where we get people up and
60:39
running an essay within seven to ten
60:40
days
60:41
pretty quickly in addition what we did
60:44
in my company is we took
60:46
videos in the field with literally a
60:48
smartphone a tripod and a wireless mic
60:50
we created basically videos that were
60:53
automated now for training our field
60:55
staff so
60:56
everybody that went in our field stuff
60:57
with your online automated video
60:58
training
60:59
for training in the field stuff so the
61:00
idea is we create our own little
61:02
franchise without franchise fees
61:04
that’s replicatable so uh if you end up
61:06
working with simple growth we’ll take up
61:07
to
61:08
five videos you provide with training
61:09
techs and create an online automated
61:11
video training series for your field
61:12
staff
61:13
and we automatically give you the 36
61:15
videos and six modules with testing
61:17
for your office staff how to use service
61:19
autopilot we also have an automated
61:21
contract and handbook fulfillment so if
61:23
you work with us obviously we don’t give
61:24
you those for a reason like for legal
61:26
reasons but
61:27
all the things that should happen when
61:28
someone is hired now happens without the
61:30
business manager or owner babysitting
61:32
the process so if you’re building your
61:34
own
61:34
put in the ideas of all the things that
61:36
need to be done
61:38
with accountability so the automation
61:39
manages the process
61:42
now the last and final thing here is
61:44
once you got 25 30 employees
61:47
the business owner is becoming a
61:48
full-time daycare center so if you’re
61:50
not telling everyone what to do
61:53
every day every week every month or
61:55
every quarter
61:58
it’s not happening and what we found is
61:59
there’s seven core areas of business
62:01
inside service autopilot can be
62:02
automated
62:03
and there’s sales customer service
62:05
scheduling billing office manager
62:07
maintenance and owner
62:08
so what we’ve done here in our package
62:10
is it pre-loaded with about 38 or 39 of
62:13
these there’s some examples of them
62:15
and then you can build as many of these
62:17
as you want reach frequency in each
62:18
division
62:19
but if you’re building this on your own
62:21
this would be best practice to start
62:23
with for sure
62:24
really basic example here is if we had a
62:26
full-time sales person maybe his name is
62:28
dave
62:28
dave’s job or most of his job of the day
62:30
was to finish his estimates and follow
62:32
up his phone calls
62:33
if dave didn’t do that job and finish it
62:35
and complete it through the automation
62:37
and about 5 30 in the afternoon
62:38
depending on how the automation was
62:39
configured
62:40
dave would either get a text message or
62:42
an email i’ll let you know he didn’t do
62:44
his job what he needs to do to complete
62:45
it and based on how important it was
62:48
the automation would either email or
62:50
text message the manager the owner to
62:51
let them know that dave didn’t do his
62:53
job
62:53
so the automation manages the repetitive
62:55
task and workflow
62:56
and if it doesn’t happen it pulls a
62:58
human in to manage what should happen
63:00
when it should happen
63:02
so hopefully that was helpful but this
63:04
is literally
63:05
essay setup workflow scheduling billing
63:08
estimating and then the fully automated
63:10
business all inside service autopilot
63:12
so free copy of this presentation in a
63:14
free cheat sheet
63:15
go to simplegrosssystems.com
63:19
forward slash sa dash audit that’s
63:22
slash sa dash audit
63:25
and that’s going to be the key to
63:26
success uh we’ve got a few people
63:28
watching here live so if you have any
63:30
questions i’m happy to answer those live
63:32
while
63:33
we are here but when you go to that
63:36
page there of simple growth systems
63:39
essay audit
63:41
we’re going to give you a free 30-minute
63:43
audit and evaluate you we’ll get you a
63:45
copy of today’s
63:46
presentation slides you can go online
63:48
based on your time zone and book a free
63:50
call with somebody on the simple road
63:52
team
63:52
for a half hour for this free audit no
63:54
sales pressure but we want to make sure
63:56
if you’re using service autopilot that
63:58
you really are indeed harnessing the
64:00
power of it and creating a workflow
64:01
that’s starting to buy
64:02
time back and avoid all the double
64:04
entries so we’ve got good data in good
64:06
data out
64:07
cat william watkins wants to know will
64:09
the recording be
64:10
available later uh yes it will be on
64:13
facebook live you can watch this
64:14
recorded
64:15
and after this is done it will be live
64:17
on the simple growth
64:19
facebook page as well so just about to
64:21
wrap this up if there is no more of the
64:23
comments or questions i will wrap it up
64:25
but
64:26
um definitely want to reveal what the
64:30
roadmap to success of service autopilot
64:32
is and what it looks like fully set up
64:35
before you automate it
64:36
and how to foundationally set up and
64:37
then once you automate it those three
64:39
core
64:40
areas of the business your sales your
64:41
employee and your repetitive tasks
64:44
so look forward to chatting on you make
64:45
sure you hit that
64:47
website simplegrowthsystems.com forward
64:49
slash sa audit
64:51
get you a copy of this presentation the
64:53
slides and
64:54
the ability to book a free consult uh
64:56
with myself or dylan on the simple grow
64:58
team so
64:59
hopefully to see on a live talk soon
65:01
otherwise hopefully this was helpful
65:03
what service autopilot looks like fully
65:05
set up to fully automate
65:06
your business and streamline it and be
65:08
able to delegate it to other folks
65:10
in your business

SA Weekly Talk Show with Brian Stearman (Google My Business)

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 welcome
00:09
back to the sa weekly talk show mike
00:10
kelly here with my co-host cody owen
00:13
from service autopilot special guest
00:15
returning by popular demand brian
00:17
stearman from
00:18
mark our modern marketing mechanic uh
00:20
brian
00:21
is going to be introducing some really
00:23
uh
00:25
earth-shattering things that are
00:26
happening right now in google so google
00:28
my
00:28
business and the google guarantee what
00:30
does that mean for your home service
00:31
business
00:32
uh is it something you should be aware
00:33
of or is it something you should
00:35
ignore and it’s gonna only be a fad so
00:37
uh brian’s here to break down the uh the
00:39
newest editions of google my business
00:41
and the google guarantee
00:43
uh brian if if no one has ever seen the
00:45
sa weekly talk show and
00:47
doesn’t have a background on if you
00:48
don’t mind just giving us a quick
00:49
background of what you do
00:50
and uh how you cut your teeth and we’ll
00:52
kind of dive right into um
00:53
this topic here because i know a lot of
00:55
people have been asking about it in the
00:56
assay ecosystem
00:59
yep so my name is brian stearman i’m a
01:02
modern marketing mechanic and lawn care
01:03
marketing mechanic
01:04
um we’ve been running that for several
01:06
years we primarily work
01:10
for the vast majority of our customer
01:11
bases lawn care businesses
01:13
um and we basically do website design
01:16
build
01:16
uh search engine optimization and then
01:19
uh paid advertisement
01:21
management um so um
01:25
that’s that’s pretty much uh this
01:26
business before this i used to own a
01:28
lawn care business so
01:30
yeah that’s that’s why i um have so many
01:33
lawn care businesses because i own
01:35
you know used to own that business and
01:36
sold it so
01:38
that’s uh that’s kind of my history with
01:40
it so
01:42
um you want me to just dive into google
01:44
my business or
01:46
yeah brother floor is yours i know it’s
01:48
uh the landscape is changing and i’ll be
01:50
honest with you it’s something that i
01:52
haven’t had time to keep my pulse on so
01:53
uh one of the main reasons is
01:55
as an expert with these things all
01:56
things seo and uh
01:58
you know google and some of the other
02:01
stuff you’re doing you definitely are a
02:02
huge asset to the ecosystem here so yeah
02:04
definitely the floor is yours and if you
02:05
uh
02:06
you know want us to chime in we’re happy
02:08
to we’re just looking to uh
02:09
see what’s going on with google right
02:10
now okay
02:13
so uh last week uh google my business
02:16
which um
02:16
if you’re not familiar with what google
02:17
my business is that’s like if you do a
02:19
search for lawn
02:20
care whatever google my business are the
02:23
the map listings
02:24
of businesses um so they typically
02:26
display three to four of them
02:28
um and you know they’ll typically have
02:30
either a click to
02:32
call or click the website type link and
02:35
then for like brick and mortar
02:36
businesses it has their address
02:38
for most of um the the audience here
02:42
they probably own service area
02:43
businesses where they provide services
02:45
at homes
02:46
so um those are you know geared towards
02:49
you know whatever their service area
02:50
market is so
02:52
google my business um in the last couple
02:55
of years has kind of been gearing
02:56
towards
02:57
um more paid services throughout their
03:00
platform
03:01
one of them vehicle service ads um
03:03
obviously they’ve been doing google ads
03:04
for
03:05
quite some time um and now it appears
03:09
that google my business is also going to
03:11
become one of their paid platforms
03:14
and they’re doing that they’ve been
03:16
testing it
03:17
uh really since last year sometime we
03:19
saw it um
03:20
but we really only saw it in like
03:22
california and um
03:24
at really high-end industries and so
03:27
now uh as of uh last week
03:31
they started offering it to service area
03:34
type
03:34
businesses and select markets at this
03:37
point it’s
03:37
um by invitation only so basically you
03:41
have to log into your
03:42
google my business in order to see the
03:44
invitation from google
03:46
um and basically what it is is and kind
03:48
of what it looks like
03:49
now is you are already google guaranteed
03:52
so if you’re running
03:53
ads on um the google local services
03:56
those appear to be the ones that are
03:59
going to get the invitations first
04:01
um so if you’re not signed up those that
04:03
might be something that you want to look
04:05
into
04:06
but the google guarantee on google my
04:08
business
04:10
is currently what they’re running right
04:11
now is 50 a month
04:13
uh to get that that badge
04:16
your google business list so when
04:19
someone pulls up google my business or
04:20
you know they do a search
04:22
they’re uh yes okay so the the top three
04:25
those are your local service ads and
04:28
then
04:29
and you see that google guaranteed a
04:30
little green check mark
04:35
nice that’s the uh yeah so
04:38
that’s the ad itself and then if you
04:41
look down below
04:43
they’ll be google guarantee in those map
04:45
listings as well so it’s not
04:47
you know what the example you brought up
04:49
doesn’t have it yet
04:50
um but eventually
04:53
you’ll have several competitors with
04:56
that
04:56
um having that google guarantee and
04:59
obviously if you’re paying 15
05:01
a month their expectation that you’re
05:04
going to
05:05
appear higher in those map results based
05:07
on that subscription
05:10
so the um the big question becomes okay
05:13
so once
05:14
five ten companies
05:18
get guaranteed listings and they’re
05:19
paying that fifty dollar a month
05:21
subscription to google
05:24
how are you going to how is google going
05:26
to determine
05:27
who’s net you know who’s first right
05:30
who’s first who second who’s third
05:32
and the
05:35
you know so we don’t have clear
05:36
direction from google honestly google
05:38
hasn’t done a public announcement on it
05:40
yet
05:40
um we expect that probably next week
05:45
you know they start rolling stuff out
05:46
and they just tell us when they want us
05:47
to know
05:49
but obviously we kind of watch what’s
05:51
going on
05:52
so um you know we’ve seen
05:55
several people that gotten those
05:57
requests and are paying fifty dollars
06:00
um so the expectation is is the next
06:02
important thing
06:03
with google my business is going to be
06:06
and you know so logging into the
06:07
platform
06:08
using their platform um so one we do
06:11
that
06:11
is to to get more reviews respond to all
06:14
the reviews that you do get
06:16
good or bad um and then um
06:20
find other ways to use their platform um
06:22
so they have posts there’s messaging
06:24
there’s a lot of ways um that you can
06:26
use google my business
06:28
and now that they haven’t they have an
06:30
app for it you can download it on your
06:32
phone
06:33
and engage with reviews and things like
06:36
that from your phone as well
06:38
so those are the the things that
06:41
you can definitely do to try to and you
06:44
know basically improve
06:46
how you rank on google maps
06:51
once you have the google guarantee the
06:54
the other way is through what’s called
06:55
citations
06:56
just making sure that your information
06:58
is accurate across the internet
07:01
for your website
07:05
so brian question about what
07:08
does the google guarantee mean for
07:11
like on the consumer side what what are
07:14
they seeing that is representing
07:17
yeah so uh when you sign up to be google
07:20
guaranteed or you
07:21
google local services or whatever so
07:23
there’s a couple there’s a process that
07:24
you have to go through so basically you
07:26
have to
07:27
go through a background check for your
07:29
business
07:30
um so for for any type of industry that
07:34
you’re entering
07:35
the home you may also have to depending
07:38
on
07:40
it’s sad but there’s not a
07:43
straightforward everyone’s gonna have to
07:45
get background checked but we’ve seen
07:47
in certain markets google required that
07:49
the employees get background checked
07:51
in addition to the owner like in lawn
07:54
care it’s almost always just the owner
07:56
of the company
07:57
and then they verify the business so
07:58
they’re verifying that you have
08:00
insurance
08:00
that you uh have a business license
08:04
basically just verify your legitimate
08:06
business
08:07
and then you have to sign some
08:08
agreements with google guarantee and
08:10
those basically
08:12
allow for arbitration and
08:15
um no class action lawsuits and things
08:18
like this
08:19
just basically protecting themselves and
08:22
um
08:22
basically saying that if someone does
08:25
not like your
08:26
service that you will refund the price
08:28
so you have to
08:30
to abide by their policies and those
08:32
policies vary
08:34
depending on what industry it is
08:38
so there’s some fine print that you’ll
08:40
need to read just to know
08:43
if someone comes back google and says i
08:45
wasn’t happy with this service
08:47
what is the requirement on your end um
08:50
and that’s
08:52
based
08:56
and then on the business owner’s side so
08:59
i’m paying
09:01
50 a month and i’m getting
09:04
a green check mark hopefully coming up
09:06
higher in
09:08
in listings is there anything else that
09:11
we know that we’re getting
09:12
out of it right now
09:15
yeah i know there at this point that’s
09:18
pretty much it
09:19
um i mean from from a digital marketing
09:22
side of things
09:23
um i think most digital marketing owners
09:27
are a fan of this um i mean the
09:29
pay-to-play system gets rid of a lot of
09:32
garbage
09:32
uh because google historically has done
09:35
a very important
09:37
job filtering out um
09:40
inactive listings and fake scenes
09:44
um you know so there was a time when
09:45
when every seo would
09:47
uh go out there and we would get 15
09:50
listings one for every city you were
09:51
in um we would call on care
09:55
los angeles lawn care san diego lawn
09:58
care you know whatever
09:59
um every little suburb that you had and
10:01
we had tons of google my business
10:03
looking so you would show up
10:05
and these days those all just get
10:07
spinning
10:08
and google hasn’t done a good job of
10:10
actually cleaning
10:11
so there’s a lot of garbage list scenes
10:14
out there
10:15
and there’s also a lot of lead
10:16
generation type companies out there
10:18
that still have google my business
10:20
listings and they’re just not going to
10:22
pay
10:23
and go through the background check
10:25
they’re not going to make the process
10:27
of coming google guaranteed and i think
10:29
this is one of the ways that google
10:30
google’s trying to improve
10:33
the the quality of the listings that are
10:36
on google my business
10:38
interesting so so brian as we’re looking
10:40
at that uh you’re also going to get rid
10:42
of
10:44
our
10:46
go ahead oh i’m sorry there’s a bit of
10:48
delay on my end uh but right
10:50
earlier you mentioned like so basically
10:52
um
10:54
the the process here is it looks like
10:55
they may be driving some folks to
10:57
literally just
10:58
interact with the business right off of
11:00
google um almost probably similar like
11:01
facebook trying to keep everybody on
11:03
their platform
11:04
uh click to call click to quote is there
11:06
any would you mind expanding on that
11:08
what their
11:09
what you’re at least you’re envisioning
11:10
as an expert uh to happen here in the
11:12
next few months
11:14
yeah yeah so um
11:17
google’s they haven’t come out and said
11:19
it but they they
11:20
pretty much want to go as much can to
11:24
what’s a zero click
11:25
search which basically means if
11:28
i type in law care in a city that they
11:31
real situation is for you to click on
11:33
one of those local service ads or on
11:35
google my business
11:36
and you connect directly with the
11:38
company that you’re not going down and
11:40
clicking on a website
11:42
and doing research and things like that
11:44
they want
11:45
to traffic from a paid platform on
11:48
google
11:48
for you to get your business directly
11:50
from them um
11:52
that’s why there’s like if you do
11:54
certain searches there’s like these
11:55
little knowledge cards
11:57
where they basically if you ask a
11:58
question in google it’ll answer
12:01
the question in the search result
12:03
without ever having to look at the
12:04
actual website
12:06
it’s like a little snippet from a
12:07
website and so
12:09
so much information i mean you know same
12:11
thing like if you go book a flight
12:13
if you type in you know like i live in
12:15
northwest arkansas if i type in xna to
12:17
dallas
12:18
i land on american airlines or delta i
12:21
land on
12:21
google’s little search box that says you
12:23
can book an american airlines flight for
12:25
x dollars
12:26
delta for this you know whatever and
12:28
that’s the direction google’s got
12:30
they want you to do business with them
12:32
and american airlines and delta and all
12:33
these other providers are paying
12:36
for that list in their
12:39
knowledge card that they’re providing
12:41
and that’s the direction they want to go
12:47
so if we’re a service business owner at
12:49
this point brian is there certain things
12:51
if we haven’t been really engaged with
12:53
our google business listing or google my
12:55
business that we
12:56
should be doing proactively right now to
12:58
get ready for this technology shift i
13:00
know one of the
13:01
um and you actually mentioned it which
13:03
is interesting so the first time i met
13:04
jonathan patosnick of the lawn care
13:06
millionaire co
13:07
co-founder service autopilot is his uh
13:10
his lawn care business city turf when
13:11
they went in and dominated that frisco
13:13
and plano area
13:15
um in the other areas they serviced they
13:17
did just that
13:18
jonathan was intelligent enough to see
13:20
that shift in technology so they had
13:22
bought
13:23
separate landing pages for every service
13:24
and every suburb they basically had
13:26
serviced
13:27
and i i from what i remember i may be a
13:30
little off exaggerating but i believe
13:31
you had to go to the third
13:33
page of google organically to find his
13:35
next competitor
13:37
because he had built and optimized that
13:39
so much that you literally had to go two
13:40
or three pages back to even find
13:41
somebody else
13:43
obviously those days are gone but an
13:46
expert like yourself here kind of seeing
13:47
the shift like jonathan saw
13:49
the shift probably already starting to
13:50
happen what what should what should we
13:53
be doing to get a hold of that shift and
13:54
be ahead of our competitors now is there
13:55
anything we can do proactively
14:01
yeah so the biggest thing is go get
14:02
reviews that seems to be
14:05
the biggest factor that google is using
14:08
when it comes to ranking my business and
14:11
when you start looking at this paid
14:12
model
14:13
it’s the only thing google knows like
14:15
you know so citations
14:17
you know links to your website things
14:18
like that they have no control over
14:21
but reviews on their form
14:24
matter because they control them they
14:27
determine who can leave them
14:28
they they’re just they they have some
14:32
true capabilities of knowing what’s
14:35
authentic and what’s not
14:37
and they’re going to use that data over
14:39
anything else
14:40
and i mean you know google recently i
14:42
mean i say recently within the last two
14:44
years
14:45
they did away with non logged in reviews
14:48
like you used to be able to go to go
14:50
click on a business and leave a review
14:52
and not be logged into google
14:53
and those days are over you have to have
14:56
a legitimate profile on google
14:58
and you have to use that profile to
15:00
leave a review now
15:02
and so they’re basically verifying those
15:05
reviews
15:06
to people and then they’re also able to
15:07
see obviously from the ip address
15:10
where those people are that are leaving
15:12
the reviews so
15:13
um i i’m not a fan of review schemes you
15:16
know don’t go
15:17
ask your 100 lawn care buddies uh to go
15:21
leave you a review from you know all
15:23
over the united states because that’s
15:24
not going to do anything
15:26
for you you you know you want to go ask
15:28
a bunch of friends that’s fine
15:30
um you know it’s probably not within the
15:32
policies but at least they’re
15:34
local to your business and that’s what’s
15:36
going to drive those numbers
15:38
and really show that is that people that
15:40
have actually engaged with your business
15:43
in a meaningful way left you a review
15:47
and i know in the service industry it’s
15:48
hard to get people to leave your review
15:50
you have to ask that’s the bottom line
15:53
you have to send them an email you have
15:54
to send them a text you have to
15:56
ask them on the phone it’s you know a
15:58
review
15:59
is you know everyone’s been to a car
16:01
dealership and what’s the last thing
16:02
they tell you before they shake your
16:03
hand and
16:04
walk you out the door hey if i get
16:06
anything less than
16:08
10 on any of these i failed right so
16:10
they’re going to send you the review
16:11
they’re setting it up
16:13
they’re asking for that review and and a
16:15
lawn care business a cleaning company
16:17
they need to do that same thing maybe
16:19
not quite as pushy as the used car stand
16:22
but still need to ask
16:26
brian can i run an idea past you
16:30
yeah um so one thing
16:33
that i like in
16:37
like just my normal like consumer
16:39
lifestyle of interacting
16:40
with various businesses i find the way
16:44
that i
16:44
am compelled to leave a review for a
16:47
business
16:48
is when the employee that i’ve
16:50
interacted with
16:51
like specifically asks me to mention
16:53
their name
16:54
in the review because they get you know
16:56
some reward or whatever
16:58
for being mentioned is that like a
17:01
strategy
17:02
people using that you think is effective
17:05
i just know that it like always guilt me
17:06
into leaving a review
17:11
well and and so the more people that ask
17:14
the better off you are
17:16
so you know i i always find that like
17:19
cleaning companies
17:20
are and plumbers and hvacs companies
17:23
they have the easiest route
17:25
because they have someone standing
17:27
face-to-face with the customer
17:30
and you built some type relationship you
17:32
know if your air conditioner breaks and
17:34
you call someone
17:35
um there’s a personal love relationship
17:38
when that air conditioner turns on right
17:40
because it’s 100 degrees outside it’s 85
17:42
in your house and now
17:43
all of a sudden the air conditioner
17:45
works and i’ll be happy to leave your
17:46
review
17:47
because i’m going to sleep better
17:49
tonight right
17:50
so you know and the same thing with
17:52
cleaning companies you know they’re
17:53
they’re inside the house the the
17:54
homeowner went from a dirty home
17:56
into a clean home they can smell it that
17:58
kind of thing um
18:00
you know so as personal as you can make
18:02
it uh
18:03
a lot of times um we see people using
18:07
upgrades i know quality driven does that
18:10
some other platforms
18:11
take the picture of the tech and put it
18:13
on the request
18:16
so that’s one way of doing it you could
18:17
do that with a lawn mowing crew or
18:19
something like that
18:21
to where it feels more personal because
18:24
you know a lot of
18:24
especially with lawn care guys i mean
18:27
most
18:28
of their customers don’t really have
18:30
contact with the guys out in the yard
18:32
they might see the truck pull up and
18:34
a bunch of people in uniform running
18:35
around the yard and then they leave
18:38
but there’s really not much conversation
18:39
no personal relationship here
18:41
um but yeah i totally agree that the
18:44
more personal you can make the ask
18:47
the better response you’ll probably get
18:52
so brian on the flip side of that uh if
18:54
something comes up every day i just saw
18:56
another one in a private cleaning group
18:58
uh today i just got a bad review
19:01
i can’t make the person happy they’re
19:03
crazy i’ve gone
19:04
up and beyond um
19:08
has the approach to a bad review
19:11
and responding professionally um
19:14
has that has has that changed is there
19:17
certain things we can do proactively now
19:19
with google kind of filtering these to
19:20
actually protest a bad review that’s not
19:22
even legitimate
19:23
like biggest thing was um in this
19:26
facebook group which i think honestly
19:27
we saw a lot of callaghans too not on a
19:29
large scale what we saw occasionally is
19:31
people literally would get the service
19:32
done and then act like they were
19:34
literally unhappy you’d go there the job
19:35
was fine
19:36
but they basically say i’m going to give
19:37
you a bad review unless you give me a
19:38
discount or refund all my money
19:41
so so how do you handle a a legitimate
19:44
excu you know
19:44
a legitimate complaint what’s best
19:46
practice and be on the flip side what if
19:48
you got scammed by somebody you did a
19:49
great job and they’re just saying you
19:50
know what either you give me a discount
19:52
or a refund or i’m gonna i’m gonna
19:53
slander you around town is there any
19:55
recourse
19:56
right okay so i’ll deal with the uh
20:00
the first part of that you know how do
20:02
you deal with a legitimate negative
20:03
complaint
20:04
so the biggest thing um you know
20:07
business we take things very personal um
20:10
especially when someone attacks
20:12
um us our people in our business
20:15
so the first thing that i recommend is
20:18
is
20:18
a probably breathe a minute um
20:22
and then do not address the problem
20:24
online
20:25
you do not want to air your opinions
20:29
their opinions back and forth
20:31
um you want to basically stand by
20:35
your guarantee so whatever you publish
20:38
on your website whatever you talk about
20:40
when you’re signing up customers
20:42
like hey we offer 100 guarantee
20:45
sorry you had a bad experience mine you
20:48
know call the office and specifically
20:50
ask for me
20:51
and we will take care of your situation
20:53
and that does two things one
20:54
it stops the attack online and two
20:58
it tells people that are looking at
21:00
reviews making a buying decision
21:03
that this owner
21:06
may not get it right 100 of the time
21:09
but they’re absolutely going to stand
21:11
behind their work and they’re going to
21:13
address my problem
21:14
if i have one and so that i think that’s
21:17
the most important thing that you can do
21:19
online
21:19
just but don’t sit there and go well we
21:21
did this and they did this and that
21:23
because that turns into a bad bad deal
21:26
very bad deal
21:27
um and now as far as negative or or
21:31
false reviews so first of all um
21:35
i’ll address one that we see common
21:36
which is employees
21:39
um you know that so google facebook
21:43
or or i should say former employees um
21:47
they uh facebook and google
21:51
both have policies that employees cannot
21:54
leave reviews
21:55
and so all you have to do is dispute the
21:58
review
21:59
file a help desk ticket um so different
22:01
platforms have different ways of dealing
22:03
with it
22:03
you show them proof that they were an
22:05
employee and they will remove the review
22:07
um and then so the other issue becomes
22:12
the former employees friends that left
22:16
you in a negative review
22:18
those are harder to get rid of depending
22:20
on how they
22:22
how they go about leaving the review so
22:24
obviously if they
22:25
mention the employee google’s pretty
22:27
good about
22:28
going ahead and removing that review
22:30
otherwise
22:32
you can um you can dispute it you can
22:36
file a help desk ticket you can
22:38
send them a customer list and try to try
22:41
to get it off but
22:42
at the end of the day it’s the
22:44
discretion of whoever’s
22:46
behind the help desk at google and
22:47
facebook to determine whether or not
22:49
they’re going to remove that review
22:51
so you know um
22:55
you’re you’re pretty much at that mercy
22:57
i mean there’s gonna be some crap i mean
22:59
let’s face it i mean your your
23:00
competitors your former employees
23:02
um and then just upset irrational
23:05
customers
23:06
that um you know as opposed to deleting
23:09
one negative review have ten of their
23:11
friends leave you a negative review
23:13
um all concerning the same issue so
23:16
um you know it’s
23:19
it’s really just go through the process
23:21
do what you can
23:23
but the easiest solution to 10 negative
23:26
reviews is 100
23:27
positive reviews so consistently ask for
23:30
the reviews
23:31
and your numbers will be your average
23:33
will be fine
23:37
so if i’m a service business owner and
23:38
i’m looking at it uh some of the ones i
23:40
just pulled up here in my local market
23:42
just for example
23:43
uh we’ve got some that are on the high
23:45
four end uh none of them really had a
23:46
five i’ve got other ones that are a
23:48
little bit before a four
23:50
um it was interesting let me just
23:51
actually look back here i was curious
23:53
because it
23:55
so i’ve got one at a 4.7 a 4.1 i’ve got
23:57
one as low as a 3.3 with a google
24:00
guarantee is there a certain
24:01
threshold that we’re seeing that doesn’t
24:04
allow that google guarantee or are you
24:06
just paying and they’re approving
24:10
um so you know google guarantees a paid
24:11
service right
24:13
um i’m just curious is there a threshold
24:16
though
24:26
um yeah so i had seen a
24:30
i mean i’m sure there’s a point at which
24:33
google may say
24:35
nope you’re not going to be a google
24:36
guaranteed provider
24:38
um but i haven’t seen it
24:41
um you know obviously if they’re at a
24:43
3.3 that’s pretty bad rating
24:45
um you know to uh
24:49
to be to have that kind of guarantee
24:52
badge
24:53
um and and that’s why i think that
24:56
uh reviews are gonna play such a huge
24:59
part
25:00
in the google
25:03
guaranteed badge you know obviously
25:06
if you’re looking at three different
25:07
companies that have google guaranteed
25:09
badges and one has
25:10
4.8 one has four pro and point three who
25:13
are you calling
25:15
um oh yeah i was just is there is there
25:17
a is there a level that you need to play
25:18
by
25:19
i mean or if they haven’t
25:23
okay um so i guess it’s kind of a loaded
25:26
question but what would you say i mean
25:28
obviously you’re going to get some
25:28
negative reviews and all negative
25:30
reviews aren’t bad if you respond
25:31
exactly like brian’s talking about uh
25:34
where i guess as an expert seo
25:36
in different things google what are you
25:37
seeing as a
25:39
kind of like a benchmark or a threshold
25:41
like if you’re affordable like a below a
25:42
four is that are you in the danger zone
25:44
what do we need to be striving for at a
25:46
bare minimal to really
25:47
drive that traffic and that click
25:49
through
25:53
so i i feel like anything over like a
25:56
4.2
25:56
4.3 is an acceptable you know
26:00
star rating the biggest issue that i see
26:03
is
26:03
quantity um you know it’s one thing to
26:06
have
26:06
a 4.8 and have two reviews
26:10
um if you have a point your 4.6
26:14
and you know uh 150 reviews
26:18
that’s that speaks volumes um
26:21
to a potential buyer
26:26
okay and would you think that eventually
26:28
maybe that algorithm that google’s
26:29
running there may
26:30
may favor that that average it may maybe
26:33
it’s going to be smart enough say oh
26:34
there’s only two versus 100 or 200 here
26:40
right yeah if you have one review um you
26:42
you essentially haven’t done
26:44
your work i mean um i mean anyone using
26:48
service autopilot simple growth us um
26:51
you need
26:52
you’ve been in business long enough to
26:54
have more than 20 reviews
26:56
like i mean unless you’re just starting
26:58
now
27:00
um you should have more review almost
27:03
everybody i can
27:04
say you should have more reviews than
27:06
you do um
27:07
and the reason you don’t is because
27:10
you’re not asking
27:11
um you know it’s it’s just the way it is
27:14
i mean
27:14
business owners they want the reviews
27:18
but they’re not most of them aren’t
27:20
willing to put in the effort necessary
27:22
and that’s where
27:23
automations come into play and say hey
27:25
let’s let’s find a way
27:26
to automate this process to to request
27:30
rooms from customers because we have to
27:33
it going into the next five years the
27:36
foreseeable future
27:38
you have to have a good reputation
27:41
online
27:42
and i mean there’s platforms out there
27:44
that i hate
27:45
um we’ll start with yelp um but
27:49
they um you know they are um
27:52
[Music]
27:53
they’re a necessity to ranking your
27:57
website
27:57
and and gaining trust with your
27:59
customers
28:01
you just dropped a four-letter word
28:02
we’re probably gonna get censored on
28:03
that uh the y-e-l
28:06
i still have nightmares of yelp um but
28:09
yeah it definitely it
28:10
it is do you think some of this is
28:12
actually gonna play into voice search as
28:13
that starts to evolve or
28:14
is evolving
28:17
yeah i i definitely do i mean
28:20
if you look at um as much as i don’t
28:23
like that four letter word
28:25
uh that’s the review platform that apple
28:27
uses
28:28
um so just something you can hate it all
28:32
you want but
28:32
uh as long as apple’s using it as
28:34
safari’s um
28:36
primary resource it’s something that you
28:39
probably ought to at least
28:40
entertain the idea i wouldn’t pay those
28:42
people but
28:44
um but you might try to
28:47
um to at least have a decent reputation
28:51
on there
28:52
um but um yeah i mean obviously
28:55
i don’t think um reviews are are going
28:58
to get
29:00
moved out of the equation especially
29:02
with voice search because voice search
29:03
really becomes
29:05
you know if you ask siri and i’m a mute
29:08
series so she doesn’t answer me um but
29:12
um
29:13
you know if you have if you ask alex or
29:15
siri or whoever
29:16
um you know what what’s the best lawn
29:19
care company or what’s the best
29:20
cleaning company or anything like that
29:23
voice search typically
29:24
delivers one result it doesn’t it
29:27
doesn’t give you a list of here’s the
29:29
top three
29:30
lawn care companies in my market it’s
29:33
here’s
29:33
this one company and so
29:37
if if you’re if you’re asking those
29:39
types of questions
29:40
like a normal person would ask it what’s
29:43
the best
29:44
well how do you determine what the best
29:46
is most likely by the number
29:48
and star rating of a company from their
29:51
reviews
29:52
so i mean that’s that’s the logical
29:54
answer right
29:55
so um you know
29:59
that’s you know we we don’t really know
30:00
what voice is going to do
30:02
it’s kind of a new new thing new play um
30:06
the rules change with it every couple
30:07
weeks with schema markup and all kinds
30:09
of things
30:10
um but um you know it’s obviously going
30:13
to play a part
30:14
in the in the future
30:18
awesome brian well i know you’ve got a
30:19
very compressed schedule but i think the
30:21
key takeaways at least for myself
30:22
is uh google my business get in that
30:24
account dive in there
30:26
interact with it see if you actually got
30:28
an invite to play
30:29
um i from what i’m selling i’m here and
30:32
i’m sold 50 bucks a month as a game
30:34
changer let’s just do it let’s get ahead
30:36
of it
30:36
um and to drive that relevancy we need
30:38
reviews
30:40
um and positive reviews and our negative
30:42
reviews we need to follow up
30:43
in a systematic way we take the
30:45
conversation
30:46
offline but go in and reinforce in a
30:49
very non-emotional way and i’m going to
30:50
recommend a 24 to 48 hour period because
30:52
i know at least in
30:54
upstate new york snow removal if you
30:55
could turn online reviews off during the
30:57
winter you would be better off
30:58
obviously you couldn’t um but we we we
31:01
had negative reviews that
31:03
we dropped the plow too loud in the
31:04
middle of night the neighbor was
31:05
hammering us because they could hear the
31:07
plows scraping snow out well
31:09
it wasn’t even us it was a city plow so
31:11
i mean it was just
31:13
some obscene reviews that were just they
31:15
defied logic but i guess after you kind
31:17
of calm down and you got some sleep
31:19
you could go in there and at least
31:21
acknowledge your guarantee and
31:23
if it was something you did or didn’t
31:24
even do you you need to have that
31:26
conversation with that client um or even
31:28
the crazy person across the street
31:30
um but brian great advice i mean take
31:31
that offline don’t have a
31:33
a battle um on
31:36
the emotion from it write a
31:40
pretty standard negative review response
31:42
that includes taking a conversation
31:44
offline encouraging them to call in
31:46
those should all i mean it’s acknowledge
31:49
their like specific complaint if there’s
31:51
something specific
31:52
but the bulk of it you could just copy
31:54
and paste that way you don’t have to
31:56
think about it you don’t have to like
31:58
begrudgingly type out this thing that
32:00
you’re you know
32:01
angry about yeah and i like that idea
32:05
cody too because a lot of times i’d
32:06
catch myself on my phone trying to
32:08
respond to one of those in the middle of
32:09
night off sleeping two days in a row and
32:11
uh you know just frustrated and then in
32:13
in in the lack of sleep there’d end up
32:14
being a lot of typos in there and things
32:16
like that so
32:17
obviously you don’t only want to present
32:19
yourself professionally but you
32:20
grammatically you actually want to be
32:21
professional as well so i think
32:23
standardizing that script is obviously a
32:25
really really good idea
32:26
um and just some minor tweaks have
32:28
somebody proofread it send it to one of
32:30
the people that you know
32:31
have them look at it before you send it
32:32
out because the way you
32:35
interpret that because you wrote it
32:36
could be completely different than
32:37
somebody online
32:38
interpretation so uh definitely respond
32:40
but give it you know give it that 24
32:42
hour rule so
32:43
uh cody any closing thoughts questions
32:45
brian any questions
32:46
thoughts uh on google my business and
32:48
the new game
32:52
i’m i’m excited to see people get in
32:54
there and start playing with it and see
32:56
what happens
32:59
awesome well essay weekly talk show we
33:01
got martha woodward of quality driven
33:03
software coming up
33:05
next week at 1 pm eastern 12 central
33:09
brian really appreciate every time you
33:10
come on here and drop another knowledge
33:11
bomb for the essay community
33:13
uh hopefully conference season opens up
33:14
a little bit we’ll see you
33:16
come in the coming months i’m going
33:18
through uh non-travel uh withdrawal
33:20
right now or travel withdrawal
33:22
not seeing everybody in live person so
33:25
um
33:26
obviously we’re just going to keep on
33:27
doing our thing here online until we can
33:28
open it up in person so
33:30
um next week martha woodward quality
33:32
driven software right here on the sc
33:33
weekly talk show
33:34
until next week i want to thank co-host
33:36
cody owen and special guest brian
33:38
stearman of modern marketing mechanic
33:43
if you like this show you might want to
33:45
check out our resources at
33:49
www.startsimplegrowth.com
33:50
while you’re there enter to win an
33:52
estimator chat bot
33:54
mike callahan is available for private
33:56
coaching

Callahan’s Corner: Requiring Credit Cards & Pausing Service Until Cards Are On File w/ Chad Raines!

Video Transcript

00:00
Welcome back to Callahan’s
00:01
Welcome back to Callahan’s corner, where you ask the
00:03
corner, where you ask the questions we answer live right
00:04
questions we answer live right here on Facebook. We’re talking
00:05
here on Facebook. We’re talking about all things credit cards
00:07
about all things credit cards and why it’s essential for you
00:09
and why it’s essential for you to have a credit card on file
00:10
to have a credit card on file for not one but all of your
00:12
for not one but all of your clients that you are using are
00:16
clients that you are using are doing work for in your service
00:18
doing work for in your service business, whether it’s a lawn
00:19
business, whether it’s a lawn care home cleaning pest control
00:21
care home cleaning pest control and some other ins. we’re gonna
00:23
and some other ins. we’re gonna dive into. I’ve got a special
00:24
dive into. I’ve got a special guest today. Callahan’s
00:25
guest today. Callahan’s traditionally, I’m just running
00:27
traditionally, I’m just running solo mister Chad rains all
00:28
solo mister Chad rains all things workflow. Automation
00:31
things workflow. Automation expert from the simple grow
00:31
expert from the simple grow team so Chad I wanna welcome
00:33
team so Chad I wanna welcome you to the Callahan’s Corner
00:35
you to the Callahan’s Corner episode today. Well, Thank you
00:36
episode today. Well, Thank you so much. Mike. I’m glad to be
00:38
so much. Mike. I’m glad to be here. sad to not have my bow
00:39
here. sad to not have my bow tie on though. well. A lot of
00:42
tie on though. well. A lot of these conferences are either
00:43
these conferences are either delayed going virtual. so I
00:44
delayed going virtual. so I know everybody knows you as the
00:46
know everybody knows you as the bow tie guy when we are live at
00:48
bow tie guy when we are live at the booth such as a six last
00:51
the booth such as a six last year or Debbie SCBS and not to
00:55
year or Debbie SCBS and not to mention Martha Woodward’s DS
00:56
mention Martha Woodward’s DS quality driven software so. A
00:59
quality driven software so. A lot of times some of these
01:01
lot of times some of these things are getting delayed, so
01:02
things are getting delayed, so I wanna bring you on and keep
01:03
I wanna bring you on and keep you in front of a lot of our
01:06
you in front of a lot of our fans and people that are
01:07
fans and people that are watching. but I think we’re
01:08
watching. but I think we’re talking about today is. why is
01:10
talking about today is. why is it important to have a credit
01:11
it important to have a credit card on file and actually how
01:12
card on file and actually how do you go out and actually get
01:13
do you go out and actually get a credit card on file so if
01:16
a credit card on file so if anybody has prescribed to
01:18
anybody has prescribed to Jonathan Potion of the lawn
01:19
Jonathan Potion of the lawn care Millionaire Jonathan was
01:21
care Millionaire Jonathan was first on the scene, probably
01:23
first on the scene, probably six or seven years ago talking
01:25
six or seven years ago talking about why it was essential to
01:27
about why it was essential to have a credit card on. Before
01:29
have a credit card on. Before you do service for anybody in
01:31
you do service for anybody in your service business so the
01:33
your service business so the way Jonathan broke it down
01:34
way Jonathan broke it down something I learned probably
01:35
something I learned probably eight or nine years ago a lot
01:37
eight or nine years ago a lot of guys and girls in my
01:38
of guys and girls in my masterminds group. I have
01:40
masterminds group. I have adopted this as well. so I’m
01:41
adopted this as well. so I’m gonna give you some best
01:42
gonna give you some best practice and the Chad’s gonna
01:43
practice and the Chad’s gonna break down how to
01:44
break down how to systematically in set this up
01:46
systematically in set this up in your business for success,
01:47
in your business for success, so the ball doesn’t get drop,
01:49
so the ball doesn’t get drop, especially in the busy spring
01:50
especially in the busy spring season or maybe the fall and
01:52
season or maybe the fall and aeration overseas. It’s coming
01:54
aeration overseas. It’s coming up in the lawn care industry or
01:56
up in the lawn care industry or as things start to pick back up
01:57
as things start to pick back up here with. Something you’re
01:59
here with. Something you’re doing in your cleaning
02:00
doing in your cleaning business, you wanna make sure
02:01
business, you wanna make sure that these things are in place.
02:02
that these things are in place. so Chad’s gonna break that down
02:03
so Chad’s gonna break that down for us in a minute but I wanna
02:05
for us in a minute but I wanna talk about the the theory and
02:06
talk about the the theory and the method of a credit card on
02:08
the method of a credit card on file and why it is absolutely
02:10
file and why it is absolutely essential like I said Jonathan
02:13
essential like I said Jonathan of the lawn care Millionaire
02:14
of the lawn care Millionaire also owns probably a
02:16
also owns probably a 10 million dollar plus a year
02:18
10 million dollar plus a year doing re-landscape maintenance
02:21
doing re-landscape maintenance mowing fertilizing and how that
02:22
mowing fertilizing and how that allowed him to scale
02:24
allowed him to scale exponentially something that we
02:25
exponentially something that we took into my company Callahan’s
02:27
took into my company Callahan’s and the idea. Go in and get a
02:29
and the idea. Go in and get a credit card on file for all the
02:32
credit card on file for all the services and what we did in our
02:35
services and what we did in our business as well as what
02:36
business as well as what Jonathan did is we went in and
02:37
Jonathan did is we went in and did all the work we did this
02:39
did all the work we did this week We get build out on the
02:40
week We get build out on the following Tuesday. now there’s
02:42
following Tuesday. now there’s two reasons if there was some
02:44
two reasons if there was some rain delay, there was some
02:45
rain delay, there was some issues it was consistent on the
02:46
issues it was consistent on the same day every week they knew
02:48
same day every week they knew when their car was getting run.
02:49
when their car was getting run. Second reason is if there was
02:51
Second reason is if there was customer service issues, we
02:52
customer service issues, we didn’t wanna run the card that
02:54
didn’t wanna run the card that evening or the next day. in
02:55
evening or the next day. in case there was an issue that
02:56
case there was an issue that came up and allow us to. And
02:59
came up and allow us to. And adjust and make sure that the
03:00
adjust and make sure that the product that our service teams
03:02
product that our service teams provided was on point and
03:04
provided was on point and create a consistency for
03:05
create a consistency for building for the team to go in
03:07
building for the team to go in and sweep out and out those
03:08
and sweep out and out those credit cards now if you’re
03:09
credit cards now if you’re using a product like Service
03:11
using a product like Service Autopilot in your account
03:12
Autopilot in your account screen, you’re literally gonna
03:14
screen, you’re literally gonna have a bunch of empty. Check
03:15
have a bunch of empty. Check box. You’re gonna select select
03:16
box. You’re gonna select select all they all go down you
03:18
all they all go down you literally hit charged the cards
03:19
literally hit charged the cards a little button pops up. Are
03:20
a little button pops up. Are you sure you wanna run all
03:21
you sure you wanna run all these cards and then once you
03:23
these cards and then once you hit yes it literally runs all
03:26
hit yes it literally runs all the cards. So one of the
03:29
the cards. So one of the biggest mistakes we made in my
03:31
biggest mistakes we made in my business is when we first
03:32
business is when we first instituted this, I was a little
03:33
instituted this, I was a little nervous to be honest with you.
03:34
nervous to be honest with you. I think a lot of people are and
03:36
I think a lot of people are and and for good reason we didn’t
03:38
and for good reason we didn’t jump in had first in the end,
03:39
jump in had first in the end, we said. we strongly recommend
03:43
we said. we strongly recommend or require the card if you’re
03:45
or require the card if you’re not gonna do the card we need
03:47
not gonna do the card we need pre-payment a month in advance
03:49
pre-payment a month in advance for those services then we got
03:52
for those services then we got a little more bold and said
03:53
a little more bold and said Okay, even if you’re prepaying
03:55
Okay, even if you’re prepaying a month in advance, we still
03:56
a month in advance, we still need a credit card on file cuz
03:57
need a credit card on file cuz if you don’t pay us, you’re
03:58
if you don’t pay us, you’re gonna authorize this. Card and
04:01
gonna authorize this. Card and then for some of the the other
04:04
then for some of the the other services such as aeration and
04:05
services such as aeration and overseed if they did have a
04:06
overseed if they did have a card on file, we require them
04:07
card on file, we require them to pay in full or a 50 percent
04:09
to pay in full or a 50 percent deposit for like a mulch job or
04:11
deposit for like a mulch job or shrub trimming what that did is
04:13
shrub trimming what that did is it actually helped flow, but
04:15
it actually helped flow, but since we didn’t jump in head
04:17
since we didn’t jump in head first and require the credit
04:17
first and require the credit card, a hundred percent upfront
04:20
card, a hundred percent upfront with basically no exceptions,
04:21
with basically no exceptions, it’s basically what we did
04:22
it’s basically what we did eventually is that became an
04:25
eventually is that became an issue because in the office or
04:27
issue because in the office or Christine in the office when
04:28
Christine in the office when they were doing the. Created an
04:31
they were doing the. Created an inconsistency It wasn’t a
04:33
inconsistency It wasn’t a consistent process of workflow
04:34
consistent process of workflow and things got missed and not
04:37
and things got missed and not necessarily their fault in the
04:37
necessarily their fault in the office by any means, but they
04:39
office by any means, but they got missed because we didn’t
04:40
got missed because we didn’t have a standard a standard, a
04:42
have a standard a standard, a standard operating procedure
04:43
standard operating procedure and an SOP for billing because
04:45
and an SOP for billing because we had three quarters of people
04:47
we had three quarters of people on credit cards, we had other
04:49
on credit cards, we had other people with a card on file but
04:51
people with a card on file but wanted to pay a month in
04:52
wanted to pay a month in advance and then we have people
04:53
advance and then we have people making deposits that didn’t
04:54
making deposits that didn’t wanna give us a credit card. so
04:55
wanna give us a credit card. so we’ve got three maybe four
04:57
we’ve got three maybe four different ways of building
04:57
different ways of building going on. It’s started. Chaos
05:00
going on. It’s started. Chaos and things got missed. so what
05:02
and things got missed. so what I’m recommending is if you’re
05:04
I’m recommending is if you’re gonna do it, you do it,
05:05
gonna do it, you do it, a hundred percent and I will
05:06
a hundred percent and I will tell you if you do it correctly
05:08
tell you if you do it correctly through some several automated
05:09
through some several automated emails with a PCI compliant
05:12
emails with a PCI compliant credit card form, which
05:12
credit card form, which basically is going to create a
05:16
basically is going to create a a tokenized process where that
05:18
a tokenized process where that credit card number never hits
05:20
credit card number never hits the server of your software. it
05:21
the server of your software. it goes to the credit card
05:23
goes to the credit card process. Everything’s secure
05:24
process. Everything’s secure there and if we can’t
05:26
there and if we can’t physically get that credit card
05:27
physically get that credit card from the automated forms and
05:28
from the automated forms and the emails we create a process
05:31
the emails we create a process after the third or fourth
05:32
after the third or fourth attempt for somebody from your
05:33
attempt for somebody from your office to physically call out
05:33
office to physically call out and reach out and get. Bless
05:36
and reach out and get. Bless you each other there It is a
05:38
you each other there It is a spring time or mid summer
05:40
spring time or mid summer allergy season here in the
05:41
allergy season here in the Northeast for sure so what I’m
05:44
Northeast for sure so what I’m gonna suggest that is we go out
05:45
gonna suggest that is we go out a hundred percent and we get
05:47
a hundred percent and we get those credit cards on file we
05:48
those credit cards on file we go through an automated process
05:49
go through an automated process and after the 30 fourth attempt
05:51
and after the 30 fourth attempt it triggers a person to go in
05:53
it triggers a person to go in now, you may be asking Mike
05:55
now, you may be asking Mike Well, that sounds great, but
05:57
Well, that sounds great, but maybe I’m selling 10015 jobs a
05:59
maybe I’m selling 10015 jobs a day. How do I keep track of who
06:01
day. How do I keep track of who has a card on file and doesn’t
06:03
has a card on file and doesn’t have a card on file cuz it
06:04
have a card on file cuz it sounds like sometimes it
06:05
sounds like sometimes it doesn’t happen immediately
06:07
doesn’t happen immediately Well, you’re right. It’s
06:07
Well, you’re right. It’s sometimes sometimes it doesn’t.
06:08
sometimes sometimes it doesn’t. That’s we built an automated
06:09
That’s we built an automated process but. Addition to the
06:12
process but. Addition to the automated process to get the
06:13
automated process to get the card on file, this is why I
06:14
card on file, this is why I brought on as our automation
06:16
brought on as our automation expert who builds and test
06:17
expert who builds and test these things to kinda break
06:20
these things to kinda break down on a high level, not
06:21
down on a high level, not necessarily the weeds. but how
06:22
necessarily the weeds. but how do you go out in automated
06:24
do you go out in automated process inside a software
06:26
process inside a software system to go out and allow the
06:29
system to go out and allow the job to be scheduled and then if
06:33
job to be scheduled and then if and only if that card is on the
06:35
and only if that card is on the file can we actually do the job
06:36
file can we actually do the job So Chad definitely the floor is
06:39
So Chad definitely the floor is yours on a high level. I think
06:41
yours on a high level. I think people have comments or
06:41
people have comments or questions on the live or
06:42
questions on the live or recorded version. We’ll keep an
06:43
recorded version. We’ll keep an eye on this, but as far as the
06:45
eye on this, but as far as the automation. Here at Simple
06:47
automation. Here at Simple Growth been with us several
06:48
Growth been with us several years. what would you think is
06:51
years. what would you think is best practice? when somebody
06:54
best practice? when somebody signs up and accepts accepts
06:55
signs up and accepts accepts the estimated the live or
06:57
the estimated the live or electronically on that form
06:58
electronically on that form that sets the process and play
06:59
that sets the process and play what happens once the estimate
07:00
what happens once the estimate of your job is one so there are
07:02
of your job is one so there are two major ways that you can
07:04
two major ways that you can approach this particular kind
07:06
approach this particular kind of problem. I think the first
07:07
of problem. I think the first way and this is excuse me lots
07:10
way and this is excuse me lots of allergies. Step one is don’t
07:13
of allergies. Step one is don’t have
07:16
Have a process in place that’s
07:18
Have a process in place that’s going to create confusion and
07:20
going to create confusion and chaos. so if you have an
07:23
chaos. so if you have an automated system that can be
07:24
automated system that can be through Service Autopilot that
07:26
through Service Autopilot that can be through, I believe
07:28
can be through, I believe HubSpot has something similar
07:29
HubSpot has something similar you’re able to have the
07:31
you’re able to have the estimate one and then you
07:32
estimate one and then you immediately move into sending
07:34
immediately move into sending out an email with a form
07:36
out an email with a form attached if you can make the
07:37
attached if you can make the barrier of entry as low as
07:39
barrier of entry as low as possible and your client will
07:40
possible and your client will be able to go from I have
07:44
be able to go from I have accepted to actually moving.
07:46
accepted to actually moving. Now, I have a card on file so
07:47
Now, I have a card on file so that would be number one is
07:50
that would be number one is automate it so that as soon as
07:51
automate it so that as soon as they accept an estimate or they
07:52
they accept an estimate or they accept service it allows the
07:54
accept service it allows the card to be sent out now
07:56
card to be sent out now depending on your software, it
07:57
depending on your software, it might also be able to move
08:01
might also be able to move from. any time that an gets
08:05
from. any time that an gets accepted into only if the
08:08
accepted into only if the client does not have a card on
08:10
client does not have a card on file so that way as you start
08:11
file so that way as you start to upsell as you start to move
08:13
to upsell as you start to move into any kind of. Sales
08:17
into any kind of. Sales campaign that you’re
08:17
campaign that you’re performing, you’re not gonna be
08:18
performing, you’re not gonna be sending out the same email that
08:20
sending out the same email that you’ve already sent out before
08:21
you’ve already sent out before it’s step number one number two
08:23
it’s step number one number two and this is also quite useful
08:25
and this is also quite useful is go ahead and once they have
08:27
is go ahead and once they have accepted even if they don’t
08:28
accepted even if they don’t have a card on file yet, go
08:29
have a card on file yet, go ahead and schedule the. service
08:33
ahead and schedule the. service inside of your CRM and then
08:34
inside of your CRM and then pause the service so that way
08:37
pause the service so that way you’re never having a moment
08:38
you’re never having a moment where someone is trying to
08:40
where someone is trying to figure out whether or not an
08:41
figure out whether or not an estimate is alive or if it was
08:44
estimate is alive or if it was cancelled for some reason. Do
08:46
cancelled for some reason. Do that pause it and if you can
08:48
that pause it and if you can make a note of what was paused
08:49
make a note of what was paused and win, obviously Service
08:51
and win, obviously Service Autopilot does that
08:52
Autopilot does that automatically. and I believe
08:54
automatically. and I believe again other CRMs have a
08:57
again other CRMs have a timeline note feature so you’re
08:58
timeline note feature so you’re able to have information but
09:01
able to have information but you’re able to move from saying
09:03
you’re able to move from saying we’re waiting for a credit
09:04
we’re waiting for a credit card. We don’t need to schedule
09:05
card. We don’t need to schedule this to we scheduled this.
09:07
this to we scheduled this. We’re not going to perform the
09:09
We’re not going to perform the service until the card is on
09:10
service until the card is on file so those are the two major
09:12
file so those are the two major ways that I think are are gonna
09:14
ways that I think are are gonna be abused awesome. So if I.
09:17
be abused awesome. So if I. Understanding you right You
09:18
Understanding you right You we’ve basically how we broke it
09:20
we’ve basically how we broke it down in simple growth and as
09:21
down in simple growth and as well as my company before
09:22
well as my company before Simple Growth even existed is
09:24
Simple Growth even existed is we adhere to life cycle
09:26
we adhere to life cycle marketing so we wanna talk to
09:27
marketing so we wanna talk to the client where they’re at in
09:29
the client where they’re at in the life cycle, so if they
09:30
the life cycle, so if they become a new client whether
09:33
become a new client whether it’s a one one -time or
09:34
it’s a one one -time or recurring service, it doesn’t
09:36
recurring service, it doesn’t necessarily matter if that’s
09:37
necessarily matter if that’s gonna trigger an automation
09:39
gonna trigger an automation such as we have in Service
09:41
such as we have in Service Autopilot to get that credit
09:42
Autopilot to get that credit card on file the PCI compliant
09:44
card on file the PCI compliant form and We’re recommending a
09:48
form and We’re recommending a simple growth is the best
09:49
simple growth is the best workflow the Chad’s talking
09:50
workflow the Chad’s talking about is now that that’s a lawn
09:53
about is now that that’s a lawn mowing or cleaning has been one
09:55
mowing or cleaning has been one we’re going to schedule it but
09:58
we’re going to schedule it but Pause it and then the third and
10:00
Pause it and then the third and and final step an automation
10:02
and final step an automation will trigger inside Service
10:03
will trigger inside Service Autopilot in the automation to
10:06
Autopilot in the automation to assign a to do and probably an
10:08
assign a to do and probably an email. that’s gonna have a
10:10
email. that’s gonna have a deadline with a pretty specific
10:12
deadline with a pretty specific instructions saying Hey this
10:14
instructions saying Hey this credit card has been received
10:14
credit card has been received through the form. It’s now in
10:16
through the form. It’s now in the system we have a way to.
10:19
the system we have a way to. Somewhat automatically at this
10:21
Somewhat automatically at this point on the service and get
10:23
point on the service and get them going and you also
10:25
them going and you also mentioned putting some notes in
10:26
mentioned putting some notes in there, which I think is huge
10:27
there, which I think is huge because if you have a multi
10:29
because if you have a multi person office, they may go and
10:30
person office, they may go and say why is this pause? Is it a
10:32
say why is this pause? Is it a credit card that we need on
10:33
credit card that we need on file Is it they’ve signed up
10:35
file Is it they’ve signed up and they don’t want service
10:36
and they don’t want service till next month actually till
10:41
Things that I’ve seen in our
10:42
Things that I’ve seen in our business here at Simple growth
10:44
business here at Simple growth as well as my lawn care company
10:45
as well as my lawn care company is a to do or a pause or cancel
10:48
is a to do or a pause or cancel isn’t complete and last there
10:50
isn’t complete and last there actually is documentation on it
10:52
actually is documentation on it so it didn’t happen unless
10:53
so it didn’t happen unless there was actual note or
10:54
there was actual note or something written down on that
10:56
something written down on that as well. so Chad, I really
10:58
as well. so Chad, I really appreciate you breaking that
11:00
appreciate you breaking that down for us in a systematic way
11:03
down for us in a systematic way and how to make sure we get the
11:04
and how to make sure we get the card on file We scheduled the
11:07
card on file We scheduled the service, but we pause it so
11:07
service, but we pause it so that way there’s no way we ever
11:08
that way there’s no way we ever go out and do it. Card on file
11:11
go out and do it. Card on file And then we have a to do and an
11:13
And then we have a to do and an Email usually with the deadline
11:15
Email usually with the deadline assigned to a specific person
11:16
assigned to a specific person or a role depending on the size
11:18
or a role depending on the size of the business for
11:19
of the business for accountability to make sure
11:19
accountability to make sure that gets on the schedule with
11:21
that gets on the schedule with notes on it any other comments
11:23
notes on it any other comments questions before we wrap this
11:24
questions before we wrap this up, I know this is something
11:27
up, I know this is something we’ve been doing for a while,
11:27
we’ve been doing for a while, but a lot of service businesses
11:30
but a lot of service businesses will run into significant cash
11:31
will run into significant cash flow problems and this is not
11:34
flow problems and this is not the end all be all to cash flow
11:35
the end all be all to cash flow problems, but the key thing is
11:37
problems, but the key thing is if I’m doing all my work this
11:39
if I’m doing all my work this week and I build. Tuesday on a
11:41
week and I build. Tuesday on a credit card the following
11:42
credit card the following Tuesday with the turnaround,
11:44
Tuesday with the turnaround, such as a company like Claire,
11:47
such as a company like Claire, You’re gonna have cash in the
11:48
You’re gonna have cash in the Bank before you run your
11:50
Bank before you run your payroll on Friday. Now,
11:51
payroll on Friday. Now, obviously we need to have ample
11:52
obviously we need to have ample cash flow in some reserves,
11:54
cash flow in some reserves, especially with all the stuff
11:55
especially with all the stuff that’s going on. But this is a
11:56
that’s going on. But this is a key way to keep cash flowing,
11:58
key way to keep cash flowing, especially in the spring season
12:00
especially in the spring season in a lawn care company where
12:02
in a lawn care company where you’re overhead a significantly
12:04
you’re overhead a significantly higher because everything’s
12:05
higher because everything’s front end loaded so if you’re
12:06
front end loaded so if you’re looking ways to manage your
12:07
looking ways to manage your cash flow and have. This is a
12:11
cash flow and have. This is a great way of doing it and worst
12:13
great way of doing it and worst case scenarios. you’re only
12:14
case scenarios. you’re only gonna be out one mowing or one
12:15
gonna be out one mowing or one cleaning. you’re never gonna
12:17
cleaning. you’re never gonna let it stretch out over a whole
12:18
let it stretch out over a whole month span so it limits your
12:20
month span so it limits your risk and liability there and
12:22
risk and liability there and last thing is if you’re also
12:23
last thing is if you’re also looking at cash flow
12:24
looking at cash flow management, a book that I
12:25
management, a book that I highly recommend is profit
12:27
highly recommend is profit first by Mike Mic he also has
12:29
first by Mike Mic he also has profit first accountants that
12:31
profit first accountants that specialized in each industry,
12:32
specialized in each industry, but the idea of profit first is
12:35
but the idea of profit first is kinda see the abs and flows of
12:37
kinda see the abs and flows of your cash flow. It was
12:38
your cash flow. It was instrumental. When we adopted
12:42
instrumental. When we adopted that from day one but the
12:43
that from day one but the ability to put your profit
12:45
ability to put your profit first put that into savings
12:46
first put that into savings account your distributions and
12:48
account your distributions and especially your taxes and then
12:50
especially your taxes and then you have the net operating
12:51
you have the net operating liquid liquid cash flow in your
12:53
liquid liquid cash flow in your operating account. it allows
12:55
operating account. it allows you to see where you’re at
12:56
you to see where you’re at there’s also some other
12:57
there’s also some other accounts, but those are the
12:58
accounts, but those are the basics of it. so Chad any
12:59
basics of it. so Chad any closing thoughts. I really
13:01
closing thoughts. I really appreciate coming on and drop a
13:02
appreciate coming on and drop a knowledge bomb on us about some
13:03
knowledge bomb on us about some automations and how to do that.
13:04
automations and how to do that. Yeah. No. the biggest thing is
13:06
Yeah. No. the biggest thing is that the. incredible. To have
13:11
that the. incredible. To have the money for cash flow same
13:13
the money for cash flow same week is so huge so being able
13:16
week is so huge so being able to bridge that gap and not
13:17
to bridge that gap and not being reliant on the on going
13:21
being reliant on the on going to the Bank and actually
13:22
to the Bank and actually sending checks or having to
13:24
sending checks or having to play catch up with your clients
13:25
play catch up with your clients is pretty huge. So I think it’s
13:28
is pretty huge. So I think it’s incredible motion forward
13:29
incredible motion forward biggest pitfall that you’re
13:31
biggest pitfall that you’re gonna face is people emailing
13:32
gonna face is people emailing you in their credit cards so
13:34
you in their credit cards so having a form having something
13:36
having a form having something that is PCI compliant that
13:37
that is PCI compliant that takes that stress completely
13:39
takes that stress completely out of the situation. Yeah and
13:40
out of the situation. Yeah and you bring up. And here is when
13:43
you bring up. And here is when you have an office staff, new
13:45
you have an office staff, new or existing when you start
13:47
or existing when you start getting the credit card
13:48
getting the credit card processing, you need you need
13:50
processing, you need you need you need. I recommend you need
13:51
you need. I recommend you need to educate them that you do not
13:54
to educate them that you do not take a credit card and write it
13:55
take a credit card and write it down on a piece of paper. you
13:57
down on a piece of paper. you do not put it in the client’s
13:58
do not put it in the client’s notes. Everything needs to be
14:00
notes. Everything needs to be in through a PCI compliant form
14:03
in through a PCI compliant form or PCI compliant entry point
14:05
or PCI compliant entry point like you have in Service
14:07
like you have in Service Autopilot or many of the other
14:07
Autopilot or many of the other software platforms. So once it
14:09
software platforms. So once it hits it’s tokenized, no one can
14:11
hits it’s tokenized, no one can go in there and see anything
14:12
go in there and see anything besides the last four digits in
14:14
besides the last four digits in the aspiration that is gonna
14:15
the aspiration that is gonna keep your business. If you
14:16
keep your business. If you don’t play by the rules As a
14:18
don’t play by the rules As a business owner, you can get
14:20
business owner, you can get burned. so we wanna make sure
14:21
burned. so we wanna make sure that you are playing by the
14:23
that you are playing by the rules just like we play by the
14:25
rules just like we play by the rules of the Email marketing,
14:25
rules of the Email marketing, you can spam compliancy
14:28
you can spam compliancy something not to be messed with
14:29
something not to be messed with so Chad I appreciate it any
14:31
so Chad I appreciate it any other comments or questions on
14:32
other comments or questions on the live version, put them in
14:34
the live version, put them in Chad and we’ll keep an eye on
14:35
Chad and we’ll keep an eye on this the next 24 to 48 hours
14:36
this the next 24 to 48 hours and we’ll see you again
14:37
and we’ll see you again tomorrow. Khan’s Corner USA
14:39
tomorrow. Khan’s Corner USA Questions We have some live

Callahan’s Corner: The Right Time To Talk About Payments With New & Existing Clients

Video Transcript

00:01
Mike Allen here with Callahan’s
00:02
Mike Allen here with Callahan’s corner where you ask the
00:04
corner where you ask the questions we answer them live
00:05
questions we answer them live right here on Facebook so one
00:06
right here on Facebook so one of the questions that was
00:09
of the questions that was submitted was talking about
00:10
submitted was talking about when is the appropriate time to
00:13
when is the appropriate time to have a conversation about
00:14
have a conversation about payment when payment is due
00:16
payment when payment is due with your new and existing
00:18
with your new and existing clients and repercussions of
00:19
clients and repercussions of not actually paying the
00:22
not actually paying the contractor as well. So got a
00:24
contractor as well. So got a picture here. right off my
00:25
picture here. right off my phone I wanted to grab this
00:27
phone I wanted to grab this came about when I actually
00:29
came about when I actually looked at my phone this morning
00:30
looked at my phone this morning when I woke up on one of the
00:32
when I woke up on one of the Facebook groups gentleman
00:32
Facebook groups gentleman actually had a really. And it
00:35
actually had a really. And it had 70 comments in the last,
00:36
had 70 comments in the last, let’s say 13 or 14 hours, so I
00:38
let’s say 13 or 14 hours, so I knew it was a hot topic and
00:39
knew it was a hot topic and it’s something I think is
00:41
it’s something I think is service business-owners. We
00:43
service business-owners. We struggle with a lot at least in
00:44
struggle with a lot at least in the early years, I did the
00:46
the early years, I did the gentleman’s question is why do
00:47
gentleman’s question is why do customers get so defensive when
00:49
customers get so defensive when you ask them to get paid well,
00:51
you ask them to get paid well, definitely not picking on this
00:53
definitely not picking on this gentleman because I have been
00:54
gentleman because I have been in that predicament more than a
00:56
in that predicament more than a few times but what I’ve learned
00:57
few times but what I’ve learned after 25 years of running a
00:59
after 25 years of running a lawn care and snow removal
01:00
lawn care and snow removal business in the Northeast is
01:02
business in the Northeast is there is. A preferred way in a
01:06
there is. A preferred way in a not so preferred way of going
01:07
not so preferred way of going out and making sure you’re
01:09
out and making sure you’re getting paid. so what we wanna
01:11
getting paid. so what we wanna do is have an upfront clear
01:13
do is have an upfront clear expectations. I’m actually
01:14
expectations. I’m actually gonna open up my screen here to
01:15
gonna open up my screen here to show you an example of one of
01:16
show you an example of one of the ways you can handle this
01:19
the ways you can handle this and some examples right from my
01:20
and some examples right from my lawn care and snow removal
01:22
lawn care and snow removal company how we actually handle
01:23
company how we actually handle this. so this is the back end
01:24
this. so this is the back end of a estimate template in the
01:27
of a estimate template in the software use so this is really
01:28
software use so this is really not software specific by any
01:30
not software specific by any means it doesn’t matter the
01:31
means it doesn’t matter the software you’re using With the
01:34
software you’re using With the idea here, we’ve got a a lawn
01:35
idea here, we’ve got a a lawn mowing and it was based on 7000
01:38
mowing and it was based on 7000 square feet, so we’re charging
01:39
square feet, so we’re charging 45 bucks. We know how long it’s
01:42
45 bucks. We know how long it’s gonna take and it cost and then
01:43
gonna take and it cost and then we’ve added in drive time for
01:45
we’ve added in drive time for this postal code of eight box
01:46
this postal code of eight box the consumer. what you’re gonna
01:48
the consumer. what you’re gonna see is gonna get an estimate
01:49
see is gonna get an estimate for $53 and nine cents, and
01:50
for $53 and nine cents, and that includes our on-site weed,
01:52
that includes our on-site weed, whacking mowing and our
01:54
whacking mowing and our budgeted time the reason I only
01:55
budgeted time the reason I only and the only reason I bring up
01:57
and the only reason I bring up the back end of this is your
01:58
the back end of this is your time is worth money as a
02:00
time is worth money as a business owner, whether you’re
02:01
business owner, whether you’re the owner. As a solopreneur out
02:04
the owner. As a solopreneur out there doing the work And Lawn
02:06
there doing the work And Lawn Care Home Cleaning or you’ve
02:07
Care Home Cleaning or you’ve got a crew of 20 or 30 guys and
02:09
got a crew of 20 or 30 guys and girls out in the field so there
02:11
girls out in the field so there is a cost of doing business and
02:13
is a cost of doing business and we should account for that. And
02:14
we should account for that. And if you’re doing the work you
02:15
if you’re doing the work you should be getting paid because
02:16
should be getting paid because you need to pay your employees
02:18
you need to pay your employees and vendors so we need to have
02:19
and vendors so we need to have some foundational Park here but
02:20
some foundational Park here but once we go out and Email this.
02:23
once we go out and Email this. out the idea is I am the new
02:26
out the idea is I am the new consumer now. I’m getting. I’m
02:27
consumer now. I’m getting. I’m getting this email what I’m
02:29
getting this email what I’m gonna recommend this best
02:29
gonna recommend this best practice when do we talk about?
02:33
practice when do we talk about? And when it’s appropriate is
02:33
And when it’s appropriate is I’m gonna recommend you send
02:35
I’m gonna recommend you send out some kind of automated
02:36
out some kind of automated Email the ability for the
02:38
Email the ability for the consumer to click the estimate
02:40
consumer to click the estimate and I’m gonna open the estimate
02:41
and I’m gonna open the estimate in a minute and show you how we
02:43
in a minute and show you how we deal with the payment situation
02:45
deal with the payment situation upfront when I’m also gonna
02:46
upfront when I’m also gonna recommend is before you get to
02:49
recommend is before you get to the proposal and we start
02:51
the proposal and we start talking about the difficult
02:53
talking about the difficult conversations of payment we
02:54
conversations of payment we offer something similar to this
02:56
offer something similar to this like a lead letter the major
02:58
like a lead letter the major five or six reasons why your
02:59
five or six reasons why your business is different We.
03:01
business is different We. A hundred percent risk-free
03:03
A hundred percent risk-free money-back guarantee our truck
03:05
money-back guarantee our truck in the field checking the work
03:06
in the field checking the work we don’t ensure just the
03:08
we don’t ensure just the equipment and trucks, but we
03:09
equipment and trucks, but we ensure everything on your
03:11
ensure everything on your property with a liability
03:12
property with a liability policy of say
03:13
policy of say two million dollars we built
03:15
two million dollars we built system and systems to not go
03:17
system and systems to not go out and mow and fertilize the
03:19
out and mow and fertilize the same day we communicate. we
03:21
same day we communicate. we advise we’re accessible. these
03:23
advise we’re accessible. these are some of the hitters that I
03:24
are some of the hitters that I would recommend in there and
03:25
would recommend in there and some testimonials and the
03:29
some testimonials and the reason being is we are
03:30
reason being is we are elevating ourselves. We’re
03:32
elevating ourselves. We’re differentiating ourselves from
03:33
differentiating ourselves from our competitor. Literally on an
03:36
our competitor. Literally on an office or Home Depot, carbon
03:38
office or Home Depot, carbon copy handing their estimates
03:41
copy handing their estimates we’ve already elevated
03:42
we’ve already elevated ourselves up and above them and
03:44
ourselves up and above them and we’ve overcome most of the
03:46
we’ve overcome most of the sales and price objections in
03:47
sales and price objections in this lead letter. So we’ve
03:48
this lead letter. So we’ve shortened that sales so we’ve
03:50
shortened that sales so we’ve raised the higher perceived
03:51
raised the higher perceived values now in the consumer goes
03:52
values now in the consumer goes and clicks view my proposal now
03:54
and clicks view my proposal now here is the physical estimate
03:56
here is the physical estimate now, it doesn’t have to look
03:57
now, it doesn’t have to look like this. for saying this test
03:59
like this. for saying this test account, but there’s some key
04:00
account, but there’s some key elements here that I’m gonna
04:02
elements here that I’m gonna recommend after doing this for
04:03
recommend after doing this for 25 years that really should be
04:05
25 years that really should be in there. now you may have a
04:06
in there. now you may have a different. On it, but these are
04:08
different. On it, but these are the things we need to do
04:10
the things we need to do upfront in my opinion So first
04:11
upfront in my opinion So first of all we’ve got the option for
04:13
of all we’ve got the option for them to select their service
04:15
them to select their service and acceptance sign the screens
04:16
and acceptance sign the screens so we can go in and click lawn
04:18
so we can go in and click lawn mowing now. I’m not gonna
04:19
mowing now. I’m not gonna recommend this is best
04:20
recommend this is best practice, but it’s a point of.
04:23
practice, but it’s a point of. proof of concept I would take
04:23
proof of concept I would take the service details and service
04:25
the service details and service terms and put them in the
04:27
terms and put them in the bottom of the Dock and I’ll
04:29
bottom of the Dock and I’ll show you where that is, but.
04:31
show you where that is, but. service details for a lawn
04:32
service details for a lawn mowing. If you’re doing a home
04:33
mowing. If you’re doing a home cleaning, it’ll be very
04:34
cleaning, it’ll be very similar. it is $53 and
04:36
similar. it is $53 and nine cents a cut it’. Include
04:38
nine cents a cut it’. Include the weekly trimming the
04:40
the weekly trimming the landscape bed to the sidewalks
04:41
landscape bed to the sidewalks of building a paved services
04:42
of building a paved services the blowing of the services and
04:46
the blowing of the services and the blowing off the hard
04:46
the blowing off the hard surface such as driveway
04:48
surface such as driveway sidewalks when the lawn is
04:49
sidewalks when the lawn is being mowed, we are directing
04:51
being mowed, we are directing the clippings away from the
04:52
the clippings away from the building, a trees and landscape
04:53
building, a trees and landscape beds. This is gonna be for
04:54
beds. This is gonna be for performed once a week. service
04:58
performed once a week. service terms now we’re starting to get
05:00
terms now we’re starting to get in to the contractual
05:02
in to the contractual obligation of getting paid.
05:04
obligation of getting paid. lawn mowing contract auto renew
05:06
lawn mowing contract auto renew each year service can be
05:08
each year service can be cancelled anytime within a two
05:09
cancelled anytime within a two week notice. you’ll see. A far
05:12
week notice. you’ll see. A far part the two week notice can be
05:14
part the two week notice can be done by either the consumer or
05:16
done by either the consumer or the company. So this is where
05:17
the company. So this is where it’s gonna allow us to raise
05:18
it’s gonna allow us to raise our prices mid season if we’re
05:20
our prices mid season if we’re not making our dollar per hour
05:22
not making our dollar per hour goal without being outside of
05:23
goal without being outside of the term of the contract
05:25
the term of the contract customers responsible for all
05:28
customers responsible for all items furniture toys hoses pets
05:30
items furniture toys hoses pets et cetera and all personal
05:33
et cetera and all personal items should be removed from
05:33
items should be removed from the turf and landscape areas
05:35
the turf and landscape areas prior to the regularly
05:37
prior to the regularly scheduled day of service
05:39
scheduled day of service another financial thing before
05:40
another financial thing before we get to the payment that I
05:41
we get to the payment that I highly recommend in there the
05:43
highly recommend in there the contractor is not responsible
05:45
contractor is not responsible for either deciding. Or
05:49
for either deciding. Or anything directly adjacent to
05:50
anything directly adjacent to the grass area that needs to be
05:51
the grass area that needs to be weed whack or trimmed a lot of
05:53
weed whack or trimmed a lot of times customers will have
05:55
times customers will have siding that goes right into the
05:57
siding that goes right into the dirt and the grass and they’ll
05:58
dirt and the grass and they’ll expect us to weed whack up
06:00
expect us to weed whack up against vital siding. Now,
06:01
against vital siding. Now, obviously we’re hopeful we’re
06:03
obviously we’re hopeful we’re not to do that. but if the
06:06
not to do that. but if the consumer is forcing the issue
06:07
consumer is forcing the issue and they want us to weed whack
06:08
and they want us to weed whack up against it and that causes
06:09
up against it and that causes damage we are being clear and
06:12
damage we are being clear and upfront and transparent. What’s
06:13
upfront and transparent. What’s not included what’s included
06:15
not included what’s included and what we’re responsible and
06:16
and what we’re responsible and what we’re not and this is
06:17
what we’re not and this is gonna continue down into the
06:20
gonna continue down into the payment portion. Big issues,
06:23
payment portion. Big issues, especially in parts of
06:24
especially in parts of Northeast right now, is a
06:27
Northeast right now, is a massive drought. The customer
06:28
massive drought. The customer is responsible to call 24 hours
06:30
is responsible to call 24 hours to the prior prior scheduling
06:31
to the prior prior scheduling of the cutting day if they do
06:34
of the cutting day if they do not want their lawn mowed if no
06:36
not want their lawn mowed if no call is made the lawn will be
06:38
call is made the lawn will be cut and the consumer will be
06:39
cut and the consumer will be charged full price of the
06:41
charged full price of the cutting We’re once again
06:43
cutting We’re once again setting expectations of what
06:44
setting expectations of what this bill looks like so we go
06:46
this bill looks like so we go to collect the payment. they
06:47
to collect the payment. they know what’s going on. there
06:48
know what’s going on. there will be a 50 percent charge for
06:50
will be a 50 percent charge for any mowing skip to cover the
06:52
any mowing skip to cover the contractor. fixed cost of
06:55
contractor. fixed cost of insurance and other costs
06:58
insurance and other costs Associated with maintaining the
06:59
Associated with maintaining the lawn on a weekly contract. In
07:01
lawn on a weekly contract. In addition, there is a video here
07:04
addition, there is a video here that actually plays live inside
07:07
that actually plays live inside the estimate, highlighting all
07:08
the estimate, highlighting all of these things. so if they’re
07:09
of these things. so if they’re not reading it, they can
07:10
not reading it, they can visually listen to it and talk
07:13
visually listen to it and talk and basically have a virtual
07:14
and basically have a virtual conversation with the business
07:16
conversation with the business owner, highlighting what’s
07:17
owner, highlighting what’s included what’s not included
07:18
included what’s not included your satisfaction guarantee?
07:20
your satisfaction guarantee? What’s gonna be in there now.
07:23
What’s gonna be in there now. Invoicing detail once again,
07:24
Invoicing detail once again, we’re gonna be very clear of
07:26
we’re gonna be very clear of what we’re expecting all lawn
07:28
what we’re expecting all lawn mowing fertilizing is built on
07:30
mowing fertilizing is built on a weekly service with a credit
07:32
a weekly service with a credit card on file so once again
07:35
card on file so once again we’re requiring a credit card
07:38
we’re requiring a credit card on file now, what we did in the
07:40
on file now, what we did in the early days, this has been since
07:42
early days, this has been since updated is it’s no choice. You
07:44
updated is it’s no choice. You have to have a credit card on
07:46
have to have a credit card on file but before we went into
07:47
file but before we went into a hundred percent if the
07:48
a hundred percent if the consumer opts to not have a
07:50
consumer opts to not have a credit card on file the work
07:51
credit card on file the work will. And paid the month before
07:55
will. And paid the month before service so as we implemented a
07:57
service so as we implemented a credit card only process and
07:59
credit card only process and evolved into it, we allow them
08:00
evolved into it, we allow them to pay a month in advance. I’m
08:01
to pay a month in advance. I’m recommending at this point. do
08:02
recommending at this point. do not do that because it caused
08:06
not do that because it caused inconsistencies of workflow in
08:08
inconsistencies of workflow in the office but it will work.
08:10
the office but it will work. I’m recommending you don’t go
08:12
I’m recommending you don’t go go a hundred percent and if
08:13
go a hundred percent and if you’re gonna do it any work
08:14
you’re gonna do it any work that’s requested to be skipped.
08:17
that’s requested to be skipped. we’ll either be used as a
08:18
we’ll either be used as a credit for the next month or
08:20
credit for the next month or refunded for the customer’s
08:20
refunded for the customer’s request. So once again we’re
08:22
request. So once again we’re defining if they’re paying a
08:23
defining if they’re paying a month. That we still are
08:26
month. That we still are charging 50 percent off for the
08:28
charging 50 percent off for the skip up above spring cleanups
08:31
skip up above spring cleanups will require a hundred and $20
08:32
will require a hundred and $20 deposit before scheduling and
08:33
deposit before scheduling and fall clean ups will also
08:35
fall clean ups will also require a hundred and 50 –
08:38
require a hundred and 50 – dollar deposit before
08:40
dollar deposit before scheduling and maintenance
08:41
scheduling and maintenance jobs, including but not limited
08:43
jobs, including but not limited to shrub. pruning mulching bed
08:44
to shrub. pruning mulching bed maintenance will require a 50
08:46
maintenance will require a 50 percent deposit before service
08:48
percent deposit before service perform. That’s gonna be on the
08:49
perform. That’s gonna be on the credit card that’s required so
08:51
credit card that’s required so we can build the other 50
08:52
we can build the other 50 percent as soon as the job’s
08:52
percent as soon as the job’s done at the end of the
08:53
done at the end of the day of the. And then aeration
08:55
day of the. And then aeration overseeding and lawn rolling
08:57
overseeding and lawn rolling full payment before the
08:59
full payment before the services rendered, which would
09:00
services rendered, which would be the credit card reason being
09:02
be the credit card reason being is we’ve got burned on one time
09:03
is we’ve got burned on one time service such as aeration
09:06
service such as aeration overseeing if we only require
09:07
overseeing if we only require to have 50 percent deposit
09:09
to have 50 percent deposit chasing that money wasn’t worth
09:10
chasing that money wasn’t worth it. so if you’re gonna commit
09:11
it. so if you’re gonna commit wanna get on that fixed tight
09:13
wanna get on that fixed tight schedule for those fall or
09:15
schedule for those fall or spring season services, you’re
09:15
spring season services, you’re gonna pay us a hundred percent
09:17
gonna pay us a hundred percent upfront and you’re gonna have
09:19
upfront and you’re gonna have this written contract
09:20
this written contract electronically to protect you
09:21
electronically to protect you as the consumer now the
09:23
as the consumer now the general. We’ve labeled out
09:25
general. We’ve labeled out here. are also going the
09:27
here. are also going the customer include agrees to pay
09:29
customer include agrees to pay each monthly amounts specified
09:30
each monthly amounts specified on the monthly invoice honored
09:32
on the monthly invoice honored by the day indicated so that’s
09:33
by the day indicated so that’s gonna be for the prepayment if
09:35
gonna be for the prepayment if the customer understands value
09:39
the customer understands value to do so might result in
09:40
to do so might result in immediate termination of the
09:41
immediate termination of the contract without written
09:43
contract without written notice. So once again we’ve
09:45
notice. So once again we’ve protected ourselves as if they
09:46
protected ourselves as if they do not pay us and their credit
09:49
do not pay us and their credit cards on a weekly billing gets
09:51
cards on a weekly billing gets denied. We have the ability in
09:52
denied. We have the ability in the contract to immediately.
09:55
the contract to immediately. Their service, so hopefully
09:56
Their service, so hopefully they will never get past more
09:57
they will never get past more than one service because we’re
10:00
than one service because we’re running a credit card every
10:01
running a credit card every Tuesday from the previous week,
10:04
Tuesday from the previous week, any account that is not paid in
10:05
any account that is not paid in full right here within 10 days,
10:06
full right here within 10 days, maybe may not be service until
10:08
maybe may not be service until payment is made and once the
10:10
payment is made and once the payment is made if it is more
10:12
payment is made if it is more than seven days past the
10:13
than seven days past the regular scheduled mowing, there
10:15
regular scheduled mowing, there will be an additional charge in
10:16
will be an additional charge in the next cutting in order to
10:17
the next cutting in order to return the land to the proper
10:19
return the land to the proper condition that is manageable so
10:20
condition that is manageable so once again through transparent,
10:22
once again through transparent, we set the expectation that
10:23
we set the expectation that this. We’re collecting this is
10:25
this. We’re collecting this is when we’re collecting if the
10:26
when we’re collecting if the payment is not made, we will
10:28
payment is not made, we will terminate your service and if
10:29
terminate your service and if we haven’t terminated the
10:31
we haven’t terminated the service for a special exception
10:32
service for a special exception and it’s past seven days,
10:33
and it’s past seven days, there’s going to be an
10:35
there’s going to be an additional charge to get the
10:36
additional charge to get the lawn back into a regularly
10:38
lawn back into a regularly maintaining situation in
10:40
maintaining situation in addition, if we were doing
10:43
addition, if we were doing checked communicate or check
10:44
checked communicate or check payment for the pre-payment,
10:46
payment for the pre-payment, which I don’t recommend you do
10:48
which I don’t recommend you do anymore. I recommend a hundred
10:49
anymore. I recommend a hundred percent credit card only I’ll
10:51
percent credit card only I’ll checks that are returned to do
10:52
checks that are returned to do non efficient funds. The $35
10:55
non efficient funds. The $35 per occurrence fees, so we’ve
10:57
per occurrence fees, so we’ve upfront what they’re gonna pay
10:58
upfront what they’re gonna pay that that check balances and
11:00
that that check balances and customers also subject to
11:03
customers also subject to reasonable and collection
11:04
reasonable and collection attorney fees very huge care
11:06
attorney fees very huge care most States if this is included
11:08
most States if this is included when we send them to
11:10
when we send them to collections, it’s covering the
11:11
collections, it’s covering the court fees and a collection
11:12
court fees and a collection fees. so we’re gonna get our
11:13
fees. so we’re gonna get our money and the additional money
11:15
money and the additional money that it costs us to get our
11:17
that it costs us to get our money. They’re also be a one
11:19
money. They’re also be a one point five percent fee and 18
11:20
point five percent fee and 18 percent late fee year. Double
11:23
percent late fee year. Double check with your state laws
11:25
check with your state laws based on those late fees, but
11:27
based on those late fees, but I’d recommend get them up to
11:28
I’d recommend get them up to the maximum because that’s
11:29
the maximum because that’s money you need in your business
11:31
money you need in your business to operate make your payroll so
11:35
to operate make your payroll so question is is when you have
11:35
question is is when you have this conversation regarding
11:37
this conversation regarding payment It is immediate. it’s
11:39
payment It is immediate. it’s transparent and we’re telling
11:41
transparent and we’re telling them that require a credit card
11:42
them that require a credit card on file if we’re making some
11:43
on file if we’re making some exceptions. This is what it
11:45
exceptions. This is what it looks like if you’re past due,
11:47
looks like if you’re past due, here’s the implications before
11:49
here’s the implications before we get you back on the schedule
11:51
we get you back on the schedule and by non payment it is
11:53
and by non payment it is reasonable and. That you will
11:55
reasonable and. That you will be possibly terminated with no
11:58
be possibly terminated with no notice and based on the
12:01
notice and based on the services we set certain
12:02
services we set certain expectations of either 50
12:04
expectations of either 50 percent deposit or full payment
12:06
percent deposit or full payment to avoid historical issues.
12:07
to avoid historical issues. We’ve had now the consumers are
12:09
We’ve had now the consumers are gonna scroll down. We’ve got
12:10
gonna scroll down. We’ve got additional videos that are
12:11
additional videos that are gonna upsell and educate them
12:13
gonna upsell and educate them on our core services play they
12:14
on our core services play they play live in the video if your
12:17
play live in the video if your state requires a different
12:19
state requires a different contract renewal verbiage pre
12:22
contract renewal verbiage pre notification or MSD labels.
12:23
notification or MSD labels. We’ve connected those in the
12:25
We’ve connected those in the actual assets. so once again
12:26
actual assets. so once again we’re being upfront and
12:27
we’re being upfront and transparent and aligning with
12:28
transparent and aligning with the different law. In that
12:31
the different law. In that state, but the final part is
12:31
state, but the final part is they’re gonna go in and click
12:33
they’re gonna go in and click this. save it. print their name
12:36
this. save it. print their name out and hit accept now an
12:39
out and hit accept now an automated Email would go out to
12:40
automated Email would go out to them to let them know that
12:41
them to let them know that we’ve acknowledged their
12:43
we’ve acknowledged their acceptance of it and to do a
12:44
acceptance of it and to do a task pops up in my office to
12:47
task pops up in my office to within 12 hours, basically or
12:49
within 12 hours, basically or 20 – four hours one business
12:51
20 – four hours one business day for someone in the office
12:52
day for someone in the office to schedule that now, here’s
12:53
to schedule that now, here’s the key part. I’m gonna hop out
12:55
the key part. I’m gonna hop out of this here and the product
12:56
of this here and the product that we’re using to Service
12:58
that we’re using to Service Autopilot The browser here
13:01
Autopilot The browser here you’re gonna have a estimate
13:03
you’re gonna have a estimate now. that is one it’s triggered
13:04
now. that is one it’s triggered all those things, but here’s
13:06
all those things, but here’s the kicker a lot of times in
13:09
the kicker a lot of times in most States, especially in New
13:10
most States, especially in New York. I believe it’s up to
13:11
York. I believe it’s up to about $2000 a verbal contract
13:14
about $2000 a verbal contract is enforceable, but here’s the
13:18
is enforceable, but here’s the thing most collection agencies
13:20
thing most collection agencies and most consumers that I’m
13:23
and most consumers that I’m gonna call our Deadbeats are
13:24
gonna call our Deadbeats are not going to pay you because
13:25
not going to pay you because they say they never agreed to
13:27
they say they never agreed to it even if you had a GPS
13:27
it even if you had a GPS records that you were there
13:29
records that you were there every week what you wanna do
13:30
every week what you wanna do is. Signature information time
13:32
is. Signature information time date stamped with IP address
13:35
date stamped with IP address and then on the audit Trail,
13:36
and then on the audit Trail, I’m sorry the attachment I’ve
13:39
I’m sorry the attachment I’ve got a printable PDF of just the
13:41
got a printable PDF of just the services I selected with all
13:43
services I selected with all the verbiage and the electronic
13:46
the verbiage and the electronic signature that I just stuck on
13:48
signature that I just stuck on there That is folks. I will
13:50
there That is folks. I will tell you a slam dunk for any
13:52
tell you a slam dunk for any collection agency. We’re going
13:53
collection agency. We’re going to court any person we took the
13:54
to court any person we took the court for collections in my
13:56
court for collections in my business. We won a hundred
13:57
business. We won a hundred percent of the cases because we
14:00
percent of the cases because we have electronic signature time
14:01
have electronic signature time and date stamped. Address some
14:04
and date stamped. Address some people may think that the
14:05
people may think that the verbiage in for the skipping of
14:06
verbiage in for the skipping of the mowing are especially the
14:08
the mowing are especially the damage clause is kind of
14:10
damage clause is kind of ludicrous. It’s not we all know
14:12
ludicrous. It’s not we all know consumers ask us things up and
14:14
consumers ask us things up and above what we probably would
14:15
above what we probably would wanna do in our service
14:17
wanna do in our service offering and if that’s a deal
14:18
offering and if that’s a deal breaker and they’re okay with
14:19
breaker and they’re okay with us weed wacking very carefully
14:21
us weed wacking very carefully up against vinyl siding We have
14:24
up against vinyl siding We have told them that we are not
14:26
told them that we are not responsible for it So when two
14:27
responsible for it So when two years later, we’re three years
14:29
years later, we’re three years later, someone comes back and
14:29
later, someone comes back and sue you for damaged Sid. You
14:33
sue you for damaged Sid. You have this on file in your
14:34
have this on file in your system, you can pull it up and
14:35
system, you can pull it up and send it to them. it’s happened
14:37
send it to them. it’s happened once or twice in this literally
14:41
once or twice in this literally within hours stops the
14:43
within hours stops the litigation dead in its tracks
14:44
litigation dead in its tracks because they have signed a hold
14:46
because they have signed a hold harmless agreement for either
14:48
harmless agreement for either this or in snow removal and the
14:49
this or in snow removal and the same thing that we’re held
14:50
same thing that we’re held harmless for any landscape beds
14:53
harmless for any landscape beds right next to the pavement area
14:54
right next to the pavement area or any turf damage. you can
14:56
or any turf damage. you can elect to have us do it as part
14:57
elect to have us do it as part of the contract just repair.
14:59
of the contract just repair. but if you want for a base
15:00
but if you want for a base contract that didn’t cover turf
15:02
contract that didn’t cover turf or fixing, we had a whole harm.
15:05
or fixing, we had a whole harm. For damage to those areas
15:06
For damage to those areas adjacent to the pavement and we
15:08
adjacent to the pavement and we also have a hold harmless in
15:10
also have a hold harmless in there for slip and fall
15:11
there for slip and fall litigation folks, people aren’t
15:12
litigation folks, people aren’t gonna stop suing people aren’t
15:14
gonna stop suing people aren’t going to stop coming after you
15:15
going to stop coming after you for things the potentially are
15:19
for things the potentially are gray area. I recommend far as
15:21
gray area. I recommend far as your payment and hold harmless.
15:22
your payment and hold harmless. they’re clear and stated in
15:24
they’re clear and stated in your estimate and we have an
15:26
your estimate and we have an electronic signature on file
15:27
electronic signature on file and we’ve got the time and date
15:29
and we’ve got the time and date stamped IP address as well,
15:30
stamped IP address as well, those two of the combinations
15:32
those two of the combinations are a deadly factor in small
15:33
are a deadly factor in small claims court. Your insurance
15:35
claims court. Your insurance company will go to bat for you
15:36
company will go to bat for you each and every time that you
15:37
each and every time that you can provide that So comments
15:39
can provide that So comments and questions drop em below
15:40
and questions drop em below Callahan’s corner. You ask the
15:41
Callahan’s corner. You ask the questions we answered live
15:42
questions we answered live right here on Facebook. We
15:44
right here on Facebook. We wanna give a big shout out to
15:45
wanna give a big shout out to Matthew Snyder there in the
15:47
Matthew Snyder there in the upstate New York area or mid
15:49
upstate New York area or mid state area as well and if you
15:51
state area as well and if you need a hand with that, let me
15:52
need a hand with that, let me know, but hopefully this was
15:54
know, but hopefully this was helpful regarding payment and
15:55
helpful regarding payment and some of the other things I
15:56
some of the other things I recommend putting in your
15:58
recommend putting in your estimate and contractual
15:59
estimate and contractual documents, especially before
16:00
documents, especially before going into the fall and snow
16:01
going into the fall and snow removal season as Matthew’s
16:02
removal season as Matthew’s probably doing here. Near
16:04
probably doing here. Near future, so we’ll talk to you
16:05
future, so we’ll talk to you guys later, we’ll see you
16:06
guys later, we’ll see you again. Callahan’s USA Questions

Callahan’s Corner: Hiring & On Boarding New Office Team Members

Video Transcript

00:00
Welcome back to Callahan’s
00:02
Welcome back to Callahan’s corner, where you ask the
00:03
corner, where you ask the questions we answer them live
00:04
questions we answer them live right here on Facebook so had
00:07
right here on Facebook so had two exact questions and asked
00:08
two exact questions and asked over the weekend here both of
00:11
over the weekend here both of these companies are hiring two
00:14
these companies are hiring two or both of the two companies
00:16
or both of the two companies are hiring a new admin for
00:17
are hiring a new admin for their office so they’re looking
00:18
their office so they’re looking to bring out an office staff
00:21
to bring out an office staff and they wanna know what is the
00:23
and they wanna know what is the process of going out and hiring
00:25
process of going out and hiring and onboarding and training
00:27
and onboarding and training office staff person using a
00:29
office staff person using a software. Service Autopilot, So
00:31
software. Service Autopilot, So I broke down some quick notes
00:32
I broke down some quick notes how to go out and actually hire
00:35
how to go out and actually hire your first office staff person
00:36
your first office staff person or go out and hire additional
00:39
or go out and hire additional or new people in your office
00:40
or new people in your office using a a product to Service
00:43
using a a product to Service Autopilot or Service Autopilot.
00:44
Autopilot or Service Autopilot. so what I do is break down the
00:45
so what I do is break down the screen here. I’ve got a
00:47
screen here. I’ve got a checklist of some things I
00:47
checklist of some things I wanna go through and I never
00:49
wanna go through and I never seen before I’m actually in a
00:51
seen before I’m actually in a lift the hood on some of the on
00:53
lift the hood on some of the on boarding automations that we
00:55
boarding automations that we actually use it’s simple growth
00:57
actually use it’s simple growth and what the workflow looks
00:58
and what the workflow looks like there. First thing we
01:00
like there. First thing we wanna be looking at is when we
01:02
wanna be looking at is when we go in as we hire a new person,
01:04
go in as we hire a new person, but there’s some really some
01:05
but there’s some really some due diligence that we need to
01:06
due diligence that we need to do and a lot of us, especially
01:07
do and a lot of us, especially owning service businesses. I’ll
01:09
owning service businesses. I’ll be honest in the early days
01:11
be honest in the early days myself, I would sometimes
01:12
myself, I would sometimes forget to do these things
01:14
forget to do these things especially when we’re in the
01:15
especially when we’re in the spring rush or we’re having
01:16
spring rush or we’re having labor issues. We forget to do
01:18
labor issues. We forget to do that please take the extra hour
01:22
that please take the extra hour or two whatever that looks like
01:23
or two whatever that looks like go find a consultant that
01:26
go find a consultant that specializes in it such as Jason
01:27
specializes in it such as Jason Cup to do these things. This is
01:29
Cup to do these things. This is something. In my business and I
01:30
something. In my business and I highly recommend it but at the
01:32
highly recommend it but at the time of hire, we want a
01:33
time of hire, we want a physical written job offer if
01:35
physical written job offer if you’re using Service Autopilot
01:37
you’re using Service Autopilot I recommend turning an estimate
01:39
I recommend turning an estimate in the document actually into
01:41
in the document actually into the electronic job offer or
01:42
the electronic job offer or where they can go in and click
01:44
where they can go in and click the accept it and sign it
01:45
the accept it and sign it electronically. It’s saved
01:46
electronically. It’s saved right essay. We wanna do a non
01:49
right essay. We wanna do a non solution and a agreement so a
01:51
solution and a agreement so a non solicitation is going to be
01:53
non solicitation is going to be basically today’s version of a
01:55
basically today’s version of a non-compete. We’re gonna go out
01:56
non-compete. We’re gonna go out and put this together so our
01:58
and put this together so our new employee. Decide to leave
02:00
new employee. Decide to leave us are not gonna go out and
02:01
us are not gonna go out and solicit our existing client
02:04
solicit our existing client base in a non disclosure. so
02:05
base in a non disclosure. so some of the workflow the
02:06
some of the workflow the technology the certain things
02:08
technology the certain things that make your business
02:09
that make your business different. We’re gonna have
02:10
different. We’re gonna have that in a non disclosure
02:12
that in a non disclosure agreement third and definitely
02:14
agreement third and definitely not third and at least
02:16
not third and at least important is tax document
02:18
important is tax document collection. So we wanna go out
02:20
collection. So we wanna go out and get our I- nine our Wfour
02:21
and get our I- nine our Wfour in the IT 204 and if your
02:24
in the IT 204 and if your company is utilizing direct
02:25
company is utilizing direct deposit, if you’re not a highly
02:27
deposit, if you’re not a highly recommended a direct deposit
02:29
recommended a direct deposit form as an admin. There is the
02:32
form as an admin. There is the ability of them working remote
02:33
ability of them working remote right now in the days we wanna
02:36
right now in the days we wanna have technology and equipment
02:37
have technology and equipment form if they’re working
02:39
form if they’re working remotely, so they’re accepting
02:40
remotely, so they’re accepting the technology in their Green
02:42
the technology in their Green to give it back once again,
02:43
to give it back once again, someone like Jason K. would be
02:45
someone like Jason K. would be a great person to do this and
02:46
a great person to do this and then, in addition, we wanna
02:48
then, in addition, we wanna send our core values in an
02:50
send our core values in an email and a welcome video from
02:51
email and a welcome video from the owner so before I dive into
02:54
the owner so before I dive into the internal processes to make
02:55
the internal processes to make this happen I’m actually gonna
02:57
this happen I’m actually gonna flip the screen here and go
02:58
flip the screen here and go into the back. An automation
03:00
into the back. An automation that we have internally and one
03:02
that we have internally and one of our automation platforms,
03:04
of our automation platforms, but what we have here is we
03:05
but what we have here is we have a form that literally goes
03:09
have a form that literally goes out and is filled out by your
03:12
out and is filled out by your office staff and this right
03:14
office staff and this right here is gonna go and fill out
03:16
here is gonna go and fill out all the information and the new
03:17
all the information and the new hire what their new job
03:19
hire what their new job responsibilities will include
03:20
responsibilities will include in the start date. and then if
03:23
in the start date. and then if we wanna send out the job offer
03:24
we wanna send out the job offer we can click this and once they
03:26
we can click this and once they have accepted the job offer we
03:28
have accepted the job offer we can have a manual override, but
03:29
can have a manual override, but this is gonna track that job
03:30
this is gonna track that job offer and all the information
03:32
offer and all the information it needs to be merged into it.
03:33
it needs to be merged into it. So once that is done. It’s
03:36
So once that is done. It’s gonna trigger a series of
03:37
gonna trigger a series of events so right now that job
03:40
events so right now that job offer and the non the non non
03:43
offer and the non the non non solicit would be Emailed out to
03:45
solicit would be Emailed out to the applicant here or in
03:46
the applicant here or in Service Autopilot. We’ve done
03:47
Service Autopilot. We’ve done it right inside the document.
03:49
it right inside the document. Editor. What’s gonna happen?
03:50
Editor. What’s gonna happen? there is this tag is applied
03:52
there is this tag is applied once that is taking care of and
03:54
once that is taking care of and then we have an internal task
03:55
then we have an internal task to go to our Monday board and
03:59
to go to our Monday board and then what we do is We’ve got an
04:01
then what we do is We’ve got an internal task here that goes
04:03
internal task here that goes out by email to basically. Our
04:07
out by email to basically. Our technology person set up the
04:08
technology person set up the technology and set it up for
04:10
technology and set it up for them, so if you’re just a
04:11
them, so if you’re just a business owner by yourself
04:12
business owner by yourself doing this, I highly recommend
04:14
doing this, I highly recommend still building these parts in
04:15
still building these parts in because it’s gonna hold you
04:16
because it’s gonna hold you accountable to make sure what
04:16
accountable to make sure what should happen happens each and
04:18
should happen happens each and every time we have a new hire
04:19
every time we have a new hire and then the final part here is
04:21
and then the final part here is the external email and we send
04:24
the external email and we send this email out and inside the
04:27
this email out and inside the email It goes through all the
04:29
email It goes through all the things that they need to fill
04:31
things that they need to fill out and we give them electronic
04:32
out and we give them electronic links to go out and grab. the
04:35
links to go out and grab. the different. So basically, hey,
04:39
different. So basically, hey, in order for your first
04:40
in order for your first paycheck to be issued, we need
04:41
paycheck to be issued, we need the WI nine the Wfour IT 21 04
04:44
the WI nine the Wfour IT 21 04 and the direct deposit form
04:45
and the direct deposit form when you’re done, please email
04:47
when you’re done, please email them back to Tammy she can be
04:50
them back to Tammy she can be contacted through this number
04:51
contacted through this number and there’s a video here that
04:52
and there’s a video here that actually plays in the email or
04:57
actually plays in the email or linked out basically that I
05:00
linked out basically that I actually welcome them to the
05:02
actually welcome them to the company and acclimate them to
05:04
company and acclimate them to what to expect and when they
05:05
what to expect and when they click on each one of. It sends
05:07
click on each one of. It sends them the link to download or
05:09
them the link to download or fill out the electronic version
05:11
fill out the electronic version of the documents, so we have
05:12
of the documents, so we have all the documents all there
05:14
all the documents all there each and every time we need
05:15
each and every time we need that when we have a new hire so
05:18
that when we have a new hire so that is the process one day
05:19
that is the process one day after that, we’re gonna send
05:20
after that, we’re gonna send out an email and this email
05:22
out an email and this email goes out and dials into our
05:25
goes out and dials into our core values Our mission vision
05:27
core values Our mission vision values so now that we’ve got
05:28
values so now that we’ve got them in. we want to start to
05:30
them in. we want to start to acclimate them to what we stand
05:32
acclimate them to what we stand for. so we’ve got our values
05:34
for. so we’ve got our values built out in the email, so
05:36
built out in the email, so that’s just gonna be starting
05:37
that’s just gonna be starting to warm them up so when they
05:38
to warm them up so when they come to the first day of
05:39
come to the first day of training while it’s in person
05:40
training while it’s in person or virtual they know what.
05:42
or virtual they know what. Values are and what we stand
05:43
Values are and what we stand for and we’re reinforcing those
05:45
for and we’re reinforcing those right off the bat Now that is
05:50
right off the bat Now that is basically at the time of
05:51
basically at the time of higher. now we have our
05:52
higher. now we have our internal process, which I’ve
05:53
internal process, which I’ve kinda highlighted so we wanna
05:54
kinda highlighted so we wanna go in and set a bunch of
05:57
go in and set a bunch of automated repetitive task So a
05:58
automated repetitive task So a 90 -day reminder in the CRM
06:01
90 -day reminder in the CRM such as Service Autopilot that
06:02
such as Service Autopilot that they’re 90 Day promotion
06:03
they’re 90 Day promotion probation period is over with
06:04
probation period is over with and we’re gonna set up that
06:06
and we’re gonna set up that review. we wanna order or
06:08
review. we wanna order or reassign the technology such as
06:09
reassign the technology such as a laptop and monitor and then
06:12
a laptop and monitor and then Voice over IP, so most
06:13
Voice over IP, so most companies now are using voice
06:14
companies now are using voice over Internet provider for
06:16
over Internet provider for phone service, something like
06:17
phone service, something like RingCentral, Those are certain
06:19
RingCentral, Those are certain things that you need to get
06:21
things that you need to get installed on the technology as
06:22
installed on the technology as far as the computer before you
06:24
far as the computer before you hand that over so those are
06:25
hand that over so those are certain things that we
06:26
certain things that we recommend looking at next thing
06:29
recommend looking at next thing is we wanna go and create
06:31
is we wanna go and create logins and invites for Service
06:33
logins and invites for Service Autopilot The voice over IP,
06:34
Autopilot The voice over IP, say RingCentral. We wanna set
06:36
say RingCentral. We wanna set up G Suite If you’re not using
06:38
up G Suite If you’re not using G Suite for five bucks, a user,
06:39
G Suite for five bucks, a user, I believe it is totally worth
06:40
I believe it is totally worth it. As you bring them on or let
06:43
it. As you bring them on or let them go or in the positions,
06:45
them go or in the positions, the user rights and roles can
06:46
the user rights and roles can be opened up. That’s gonna
06:48
be opened up. That’s gonna include your company. email G
06:49
include your company. email G sheets. It’s basically a a
06:52
sheets. It’s basically a a version of Google’s version of
06:54
version of Google’s version of Excel and Google Docs is
06:55
Excel and Google Docs is basically Google’s version of
06:57
basically Google’s version of Microsoft word, but they’re all
06:58
Microsoft word, but they’re all in there and then when somebody
06:59
in there and then when somebody moves in the Organization all
07:01
moves in the Organization all those documents can be swept
07:01
those documents can be swept over to the next person and
07:03
over to the next person and bucket it up. want to include
07:06
bucket it up. want to include them for the log in to the GPS
07:08
them for the log in to the GPS tracking software, refusing one
07:09
tracking software, refusing one if you’re using Office
07:11
if you’re using Office communications such as Slack,
07:12
communications such as Slack, we wanna get them in in those
07:14
we wanna get them in in those as well. this seems very
07:15
as well. this seems very obvious. Last time we did a new
07:17
obvious. Last time we did a new hire. I started going through
07:19
hire. I started going through this and there’s a lot more to
07:21
this and there’s a lot more to it than just hiring some I
07:22
it than just hiring some I would highly recommend if this
07:24
would highly recommend if this admin is going to be a senior
07:26
admin is going to be a senior level admin Facebook page
07:28
level admin Facebook page access or through your chatbot
07:30
access or through your chatbot such as many chat so you can
07:32
such as many chat so you can respond and answer chat on
07:34
respond and answer chat on Facebook. We wanna get them on
07:35
Facebook. We wanna get them on your YouTube channel Instagram
07:37
your YouTube channel Instagram is gonna be inside of Facebook
07:40
is gonna be inside of Facebook and the email for your
07:41
and the email for your Webmaster for content creation
07:43
Webmaster for content creation so if you’re pumping out
07:44
so if you’re pumping out content like we are here or my
07:45
content like we are here or my buddy Garrett Matthews. Garrett
07:50
buddy Garrett Matthews. Garrett Company and we’re we’re we’re
07:55
Company and we’re we’re we’re creating a process where we’re
07:56
creating a process where we’re making a video on our phone.
07:59
making a video on our phone. We’re we’re getting that
07:59
We’re we’re getting that information to the admin and
08:00
information to the admin and they’re uploading that from the
08:01
they’re uploading that from the Facebook page onto YouTube and
08:02
Facebook page onto YouTube and then they’re taking the YouTube
08:08
video with a transcript from
08:09
video with a transcript from YouTube and giving it to the
08:10
YouTube and giving it to the Webmaster You put it on our
08:10
Webmaster You put it on our website for SEO and relevant.
08:11
website for SEO and relevant. so these are different things
08:12
so these are different things so think about all the tax
08:13
so think about all the tax documents and on-boarding
08:13
documents and on-boarding documents
08:17
What technology What are the
08:17
What technology What are the different logins that invites
08:18
different logins that invites you need to get them in there
08:19
you need to get them in there and I would have a. Secured Doc
08:20
and I would have a. Secured Doc that lists all the things that
08:22
that lists all the things that person’s been logged into
08:23
person’s been logged into because not if, but when they
08:25
because not if, but when they leave your Organization and
08:26
leave your Organization and good or bad terms, we wanna be
08:27
good or bad terms, we wanna be able to lock that down and pass
08:28
able to lock that down and pass it on to the the predecessor
08:31
it on to the the predecessor then we wanna create an invite
08:33
then we wanna create an invite the new hire to the online
08:35
the new hire to the online learning hub to the software.
08:36
learning hub to the software. That’s being utilized. I’m
08:37
That’s being utilized. I’m gonna go in and show you under
08:38
gonna go in and show you under the hood. What we’ve done for
08:40
the hood. What we’ve done for our learning process for
08:43
our learning process for Service Autopilot, RingCentral
08:44
Service Autopilot, RingCentral and Slack and then we’ll go
08:47
and Slack and then we’ll go into some call scripts but
08:48
into some call scripts but right here. I’m gonna go in and
08:49
right here. I’m gonna go in and kinda show you what we’ve got
08:50
kinda show you what we’ve got here. So we’ve got a whole
08:51
here. So we’ve got a whole bunch of course. But if we are
08:54
bunch of course. But if we are using a product such as Service
08:57
using a product such as Service Autopilot, this is my internal
08:59
Autopilot, this is my internal office training. this is all
09:02
office training. this is all the videos of workflow that we
09:04
the videos of workflow that we need to be learning when we go
09:07
need to be learning when we go into essay so as we look into
09:09
into essay so as we look into this, I’m gonna go into one of
09:11
this, I’m gonna go into one of the ones we have open to the
09:12
the ones we have open to the public, not to give all the
09:15
public, not to give all the secrets away but let’s see here
09:17
secrets away but let’s see here so I’ve got S A workflow
09:20
so I’ve got S A workflow training. For Vthree, so this
09:24
training. For Vthree, so this would be an example of what our
09:25
would be an example of what our office staff would be going
09:27
office staff would be going through here and anybody who’s
09:29
through here and anybody who’s interested in being put into
09:32
interested in being put into this for your office staff feel
09:34
this for your office staff feel free to just drop me a message
09:36
free to just drop me a message on this live or recorded
09:37
on this live or recorded version. I’ll get you a free
09:39
version. I’ll get you a free invite into our. Vthree
09:41
invite into our. Vthree training as well as our Vtwo
09:44
training as well as our Vtwo training for service Autopilot.
09:49
So I’m gonna open this up so
09:50
So I’m gonna open this up so you can kinda see what this
09:51
you can kinda see what this looks like not the edited
09:53
looks like not the edited version but behind the scenes.
09:54
version but behind the scenes. so what we’ve got here is.
09:57
so what we’ve got here is. welcome to the automated a
10:00
welcome to the automated a video of myself welcoming them.
10:01
video of myself welcoming them. how to use the course. here if
10:05
how to use the course. here if they’ve never used it and then
10:07
they’ve never used it and then we have our six modules so each
10:10
we have our six modules so each module has six videos in it,
10:13
module has six videos in it, but it really goes down so the
10:15
but it really goes down so the questions people are asking is
10:16
questions people are asking is what do I train people to do in
10:19
what do I train people to do in the office? Well, we literally
10:21
the office? Well, we literally go from lead acquisition all
10:22
go from lead acquisition all your billing and fulfillment so
10:24
your billing and fulfillment so this first video there are
10:25
this first video there are three to five minutes. This is
10:26
three to five minutes. This is how to track the lead source.
10:27
how to track the lead source. This is how to do referral
10:28
This is how to do referral tracking commercial. How do we
10:31
tracking commercial. How do we update the billing details?
10:33
update the billing details? What’s the gear icon Is it lead
10:35
What’s the gear icon Is it lead acquisition? Be the office of
10:36
acquisition? Be the office of the website? What’s the
10:37
the website? What’s the workflow We’ve built videos
10:39
workflow We’ve built videos around this and then we go
10:40
around this and then we go through a test where they
10:41
through a test where they actually have to test their
10:42
actually have to test their knowledge and if they don’t get
10:44
knowledge and if they don’t get a hundred percent, we send them
10:45
a hundred percent, we send them back to the beginning of the
10:47
back to the beginning of the videos and there’s some logic
10:49
videos and there’s some logic training in there as well to
10:50
training in there as well to make sure they understand it.
10:51
make sure they understand it. So that’s our first of six
10:52
So that’s our first of six areas. Next thing we go in is a
10:54
areas. Next thing we go in is a two -way texting user rates and
10:56
two -way texting user rates and rules job estimate templates as
10:58
rules job estimate templates as documents Service and custom
11:01
documents Service and custom fields and master packages and
11:03
fields and master packages and we have a test again. so these
11:04
we have a test again. so these are the things that we’re
11:05
are the things that we’re breaking down when you bring in
11:06
breaking down when you bring in somebody new in the Service
11:07
somebody new in the Service Autopilot chapter number three.
11:10
Autopilot chapter number three. we’re
11:28
Building a workflow and
11:29
Building a workflow and training to that chapter four.
11:30
training to that chapter four. It’s gonna go in and schedule a
11:32
It’s gonna go in and schedule a or converting a lead to a
11:34
or converting a lead to a client scheduling a one -time
11:36
client scheduling a one -time job scheduling a reoccurring
11:38
job scheduling a reoccurring job. A waiting list job a
11:39
job. A waiting list job a package job and setting up a
11:42
package job and setting up a contract with installment
11:43
contract with installment billing. Once again, we have a
11:44
billing. Once again, we have a test there chapter number five
11:47
test there chapter number five We’re diving in the route
11:49
We’re diving in the route optimization manually routing
11:50
optimization manually routing running group stops showing
11:52
running group stops showing route pins, GPS and driving
11:54
route pins, GPS and driving directions changing crew
11:55
directions changing crew assignments on the. For one day
11:57
assignments on the. For one day only so if we have no call no
11:58
only so if we have no call no show and schedules live in the
12:00
show and schedules live in the Mobile of prints, so we go in
12:01
Mobile of prints, so we go in and show them what it looks
12:02
and show them what it looks like to be in the Mobile or
12:03
like to be in the Mobile or printed that we have a test on
12:05
printed that we have a test on that again, then the final six
12:07
that again, then the final six chapter brings it home. This is
12:09
chapter brings it home. This is gonna be our closeout day
12:10
gonna be our closeout day screen and billing, so we go
12:12
screen and billing, so we go over the close out day screen
12:13
over the close out day screen close out day in a crew members
12:15
close out day in a crew members close out day screens sanity
12:17
close out day screens sanity Check for budget and price How
12:18
Check for budget and price How to print and email invoices How
12:20
to print and email invoices How to run charter credit cards and
12:22
to run charter credit cards and payments and prepaid, and we
12:23
payments and prepaid, and we have a final quiz. That’s the
12:26
have a final quiz. That’s the high level overview that we
12:27
high level overview that we recommend at least in Service
12:29
recommend at least in Service Autopilot to train that new
12:30
Autopilot to train that new admin once again, if you make a
12:31
admin once again, if you make a comment on the live or recorded
12:33
comment on the live or recorded version, I’ll get you a free
12:34
version, I’ll get you a free invite to this as well. So
12:35
invite to this as well. So we’ve got our Dthree training
12:36
we’ve got our Dthree training we have about a hundred and 70
12:38
we have about a hundred and 70 videos made by simple growth.
12:39
videos made by simple growth. How to use Vthree when you’re
12:41
How to use Vthree when you’re ready for it and we have this
12:43
ready for it and we have this testing here with training that
12:45
testing here with training that we can share with you free of
12:47
we can share with you free of charge for your office staff.
12:50
charge for your office staff. So once we’ve got that and it
12:53
So once we’ve got that and it sounds basic. but yes, we
12:54
sounds basic. but yes, we really wanna take a look at
12:55
really wanna take a look at phone call Scrub. Hey this is.
12:58
phone call Scrub. Hey this is. Mike Thank you for calling SB
12:59
Mike Thank you for calling SB Grove. How can I help you if
13:00
Grove. How can I help you if you don’t document it, you
13:01
you don’t document it, you don’t set a standard process.
13:03
don’t set a standard process. It’s not going to happen that’s
13:05
It’s not going to happen that’s gonna reflect poorly upon your
13:07
gonna reflect poorly upon your business. so those are the
13:07
business. so those are the things you wanna include now
13:09
things you wanna include now the next thing you wanna look
13:10
the next thing you wanna look at in my opinion is office
13:12
at in my opinion is office rhythm. So what is your daily
13:13
rhythm. So what is your daily rhythm answer phones and check
13:15
rhythm answer phones and check voicemails make call ahead so
13:17
voicemails make call ahead so if there’s any calls for
13:19
if there’s any calls for cleaning or lawn care that need
13:20
cleaning or lawn care that need to call ahead, we’ll make those
13:21
to call ahead, we’ll make those calls we assign and route on
13:23
calls we assign and route on site estimates so estimates we
13:24
site estimates so estimates we can’t do over maps, pro or over
13:26
can’t do over maps, pro or over the phone and cleaning. We set
13:28
the phone and cleaning. We set those up as to do’s or tickets
13:30
those up as to do’s or tickets and Vthree, and we route those
13:32
and Vthree, and we route those and hand that off to the
13:34
and hand that off to the Estimator we’re gonna double
13:36
Estimator we’re gonna double check the close out day screen
13:38
check the close out day screen and report the actual budget at
13:39
and report the actual budget at time as the admin to the
13:41
time as the admin to the business manager or owner we’re
13:43
business manager or owner we’re gonna track and manage damage
13:45
gonna track and manage damage cases on the damage level of a
13:47
cases on the damage level of a to do and the employee
13:48
to do and the employee Associated with we’re gonna run
13:49
Associated with we’re gonna run our credit cards and process
13:50
our credit cards and process payments daily. So that’s our
13:52
payments daily. So that’s our daily rhythm. Let’s set some
13:53
daily rhythm. Let’s set some expectations and a framework
13:55
expectations and a framework how it should happen. Highly
13:56
how it should happen. Highly recommend if. Something like
13:57
recommend if. Something like the simple growth repetitive
13:59
the simple growth repetitive task, we create an automation
14:01
task, we create an automation that assigns each day with a
14:02
that assigns each day with a deadline if it doesn’t happen,
14:03
deadline if it doesn’t happen, we’ll text or email that person
14:05
we’ll text or email that person to let them know they didn’t do
14:05
to let them know they didn’t do their job and they need to get
14:07
their job and they need to get it done and depending on the
14:08
it done and depending on the importance of escalate that to
14:09
importance of escalate that to the manager or business owner
14:11
the manager or business owner let them know what daily tasks
14:13
let them know what daily tasks weren’t done or weekly or
14:14
weren’t done or weekly or monthly or quarterly task. So
14:16
monthly or quarterly task. So now we’ve kinda define our
14:18
now we’ve kinda define our daily rhythm. we’re gonna go
14:20
daily rhythm. we’re gonna go back in weekly Monday, meaning
14:23
back in weekly Monday, meaning what I’m recommending so your
14:25
what I’m recommending so your Monday meeting outline is we’re
14:26
Monday meeting outline is we’re gonna go over and have the
14:28
gonna go over and have the admin report out to you A R, So
14:30
admin report out to you A R, So your accounts receivable from
14:31
your accounts receivable from one to 30. To 90 or 30, to 60
14:34
one to 30. To 90 or 30, to 60 and 60 to 90 our new client
14:37
and 60 to 90 our new client count, how many new clients
14:38
count, how many new clients that we had that last week so
14:39
that we had that last week so the previous week or the
14:40
the previous week or the reporting out client
14:42
reporting out client cancellation count and our
14:44
cancellation count and our QuickBooks stats and questions.
14:45
QuickBooks stats and questions. so if the reason the QB sink or
14:47
so if the reason the QB sink or manually making Journal
14:48
manually making Journal entries, we wanna have that
14:50
entries, we wanna have that updates. Those are the top
14:51
updates. Those are the top three or four things that ad in
14:52
three or four things that ad in my opinion should be reporting
14:54
my opinion should be reporting out to the business owner on a
14:56
out to the business owner on a weekly basis I recommend
14:58
weekly basis I recommend Tuesday at nine AM or in the
14:59
Tuesday at nine AM or in the morning we have AR accounts
15:02
morning we have AR accounts receivable driven by an
15:03
receivable driven by an automated to do a sign to the
15:04
automated to do a sign to the admin. So if you’re using
15:05
admin. So if you’re using something like the. Overdue
15:08
something like the. Overdue invoice automation it’s gonna
15:10
invoice automation it’s gonna sign a task to do to call the
15:12
sign a task to do to call the overdue accounts hopefully
15:14
overdue accounts hopefully collect the money if the money
15:15
collect the money if the money is not collecting, we pause the
15:16
is not collecting, we pause the accounts set up a payment plan.
15:17
accounts set up a payment plan. we have a final warning and
15:19
we have a final warning and then the final warning after
15:20
then the final warning after that is we actually send them
15:22
that is we actually send them to collections. We have some
15:23
to collections. We have some kind of process that admin is
15:24
kind of process that admin is gonna be plugging in to each
15:26
gonna be plugging in to each and every day for
15:27
and every day for accountability. It’s just you
15:28
accountability. It’s just you know Systemize work final thing
15:30
know Systemize work final thing here and obviously this is not
15:32
here and obviously this is not all of it, but this is kinda
15:33
all of it, but this is kinda gonna get the wheels turning
15:34
gonna get the wheels turning expired credit cards. By an
15:37
expired credit cards. By an automated forms if you’re going
15:37
automated forms if you’re going out with the PCI compliant
15:39
out with the PCI compliant credit card form to say Claire
15:41
credit card form to say Claire if the consumer hasn’t updated
15:43
if the consumer hasn’t updated their credit card when it’s
15:44
their credit card when it’s about to expire in 30 or 45
15:45
about to expire in 30 or 45 days, we have a trigger in an
15:48
days, we have a trigger in an automation assigned to the
15:49
automation assigned to the Admin say every Tuesday to call
15:50
Admin say every Tuesday to call and enter the new credit card
15:52
and enter the new credit card and so we’re creating
15:53
and so we’re creating predictable outcomes in and day
15:55
predictable outcomes in and day out for that admin now couple
15:58
out for that admin now couple of private messages. I’m
15:59
of private messages. I’m getting here is couple of
16:00
getting here is couple of people interested about that
16:01
people interested about that Learning Hub again. So I’m
16:02
Learning Hub again. So I’m gonna kinda hop back in here
16:03
gonna kinda hop back in here and go back out to my courses
16:05
and go back out to my courses but this is where. It’s a
16:07
but this is where. It’s a little interesting is we’ve got
16:09
little interesting is we’ve got the essay training, but even if
16:10
the essay training, but even if you’re not using a these are
16:12
you’re not using a these are the things you need to look at
16:13
the things you need to look at so we’ve got RingCentral.
16:14
so we’ve got RingCentral. That’s that voice over IP This
16:16
That’s that voice over IP This goes down how to use it. We’ve
16:18
goes down how to use it. We’ve got slack how to use Slack How
16:20
got slack how to use Slack How to use many chat the Facebook
16:22
to use many chat the Facebook Messenger, but let’s go into
16:23
Messenger, but let’s go into Slack just as a really basic
16:25
Slack just as a really basic example here of these are the
16:26
example here of these are the things we want to take the
16:28
things we want to take the knowledge style of that
16:29
knowledge style of that business owner and stick it in
16:30
business owner and stick it in a process. We have the message
16:32
a process. We have the message from the instructor once again
16:33
from the instructor once again how to use it, but what is? And
16:38
how to use it, but what is? And we have a video. what is a
16:40
we have a video. what is a channel? What is a direct
16:43
channel? What is a direct message? How to sign in the
16:46
message? How to sign in the slack? And preparing and
16:49
slack? And preparing and collecting note sheets for a
16:51
collecting note sheets for a weekly team meetings. That’s a
16:53
weekly team meetings. That’s a video and we have an area here.
16:56
video and we have an area here. we can test the learning if we
16:57
we can test the learning if we wanted to build a test out. so
16:59
wanted to build a test out. so these are all the things that I
17:00
these are all the things that I would highly recommend building
17:02
would highly recommend building out when you bring on a new
17:04
out when you bring on a new admin or even haven’t had the
17:06
admin or even haven’t had the admin build this so as they
17:08
admin build this so as they evolve in their position, it’s
17:09
evolve in their position, it’s not all lying on. you is the
17:11
not all lying on. you is the business-owners so these are
17:12
business-owners so these are some of the things that I would
17:14
some of the things that I would really recommend looking at in
17:16
really recommend looking at in there literally office system
17:17
there literally office system for YouTube. so if that admin
17:19
for YouTube. so if that admin is going in. and. Using YouTube
17:23
is going in. and. Using YouTube to upload videos, make a video
17:24
to upload videos, make a video of how to do it G suite, How do
17:26
of how to do it G suite, How do we use all the different G
17:28
we use all the different G Suite tools the Email the
17:31
Suite tools the Email the sheets the docks, all of that
17:33
sheets the docks, all of that is in there and everything else
17:35
is in there and everything else in between so these are things
17:37
in between so these are things I’d highly recommend looking at
17:39
I’d highly recommend looking at building that out for your
17:41
building that out for your business and your admin so drop
17:43
business and your admin so drop a message in the private or in
17:46
a message in the private or in the messages if you’d like an
17:48
the messages if you’d like an access to the about
17:49
access to the about a hundred and 70 videos we’ve
17:50
a hundred and 70 videos we’ve made for Vthree training at no
17:51
made for Vthree training at no charge four Service Autopilot,
17:53
charge four Service Autopilot, they will be continue to add.
17:55
they will be continue to add. As as a continues to add that
17:58
As as a continues to add that functionality, if you want the
17:59
functionality, if you want the access to the Vtwo training,
18:00
access to the Vtwo training, we’re testing, I’m happy to
18:01
we’re testing, I’m happy to share that out as well. so
18:03
share that out as well. so Callahan’s you ask the
18:04
Callahan’s you ask the questions. We answered live
18:05
questions. We answered live here on Facebook but what does
18:07
here on Facebook but what does that look like for a new office
18:09
that look like for a new office training? and how do I bring in
18:10
training? and how do I bring in a new admin and start to get
18:11
a new admin and start to get them up to speed, especially in
18:13
them up to speed, especially in the Cove days if they’re not
18:15
the Cove days if they’re not working physically in your
18:15
working physically in your office, those things like the
18:17
office, those things like the online learning how that we’ve
18:18
online learning how that we’ve utilized have been instrumental
18:20
utilized have been instrumental for success as well as things
18:21
for success as well as things like Slack and voice over IP
18:24
like Slack and voice over IP like ring. That can be remotely
18:26
like ring. That can be remotely on a soft on your computer or a
18:27
on a soft on your computer or a hard phone in their office as
18:29
hard phone in their office as well. so comment questions drop
18:31
well. so comment questions drop below Callahan’s corner. You
18:33
below Callahan’s corner. You ask the questions we answer

SA Weekly Talk Show with Frank Bourque

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 welcome
00:09
back to the essay weekly talk show here
00:11
mike callahan
00:11
with my co-host cody the millennial
00:13
marketer as he has been dubbed today
00:16
uh special guest today frank bork out of
00:18
ottawa canada frank and i go back uh
00:21
somewhat recently but really impressed
00:22
what frank is bringing to the
00:25
landscaping and hardscaping industries
00:28
across north america not only canada but
00:30
the us
00:30
uh quite a big reach um frank’s working
00:33
with a little over 300
00:35
landscape and hearts keeping companies
00:37
on a yearly basis and his reach through
00:39
in-person
00:40
speaking engagements and well now with
00:42
covets and virtual events uh
00:44
working and helping out a little over 30
00:47
000
00:47
lawn care landscaping and hardscaping
00:49
companies a year so frank
00:50
if people haven’t met you heard about
00:52
you seeing you live at gie
00:53
um hardscape expo uh would you mind
00:55
giving us a little background on your
00:57
industry um
00:58
background on how you cut your teeth in
01:00
the industry as well as uh now how
01:02
you’ve made this transition helping
01:03
other business owners and just adding
01:05
value to their day-to-day business
01:06
operations
01:07
yeah absolutely well thanks first mike
01:09
for uh having me here
01:11
today it’s such a great pleasure to be
01:13
on your show
01:14
and uh yeah my story goes back about 22
01:18
years ago when
01:19
i wanted to start my own thing my own
01:21
business
01:22
i had worked for a company for about
01:24
five years at that point five six years
01:27
and um i had graduated from university
01:31
i had started a good job with the
01:33
federal government
01:34
but i just wasn’t built to work in an
01:37
office right i’m just not that kind of
01:38
guy so
01:40
um not at that time anyways so uh i
01:43
wanted to start my own business so i
01:44
kept doing landscaping built it up to
01:46
over about 110 employees at
01:48
the peak time and then the economy
01:51
crashed in 2008 2009
01:54
and we had to re-evaluate every single
01:57
systems and process in our business but
01:59
in the process of doing this in order to
02:01
survive
02:02
we also uh realized that there’s
02:06
so many great things that can happen out
02:08
of
02:09
an event like that a challenging event
02:11
because you’re looking to
02:12
improve quickly and so when we did this
02:15
it forced us to just become better more
02:18
efficient and when we did this we
02:20
actually started having fun with the
02:21
business
02:22
and we actually went in three years we
02:24
were making
02:25
more profit with about just 20 percent
02:28
of those
02:29
employees so we just had better tools
02:31
better systems
02:33
and uh just having more fun so what led
02:35
me to become
02:36
a coach and consultant is over the years
02:39
once we did that
02:40
people started asking okay how did you
02:42
do it can you help me do the same thing
02:44
in my business
02:45
then the landscape associations and
02:47
hardscape associations
02:49
asked me to to speak and provide some of
02:52
these examples and
02:53
so i just getting more and more into it
02:55
finally sold my business in 2015
02:58
and sold the second business in 2017 to
03:01
officially
03:02
just focus on the coaching and
03:04
consulting
03:05
well congratulations on both those
03:07
acquisitions i know that’s uh it can be
03:09
a little crazy my own experience with
03:11
that but i can definitely say that
03:13
hard times definitely lend us to improve
03:15
and take a look inward and actually
03:17
create those efficiencies and very
03:18
similar story right around the same time
03:20
uh in my lawn care landscape company
03:22
that we had to make similar changes
03:24
uh when that economy hit um so it was
03:26
pretty interesting strategically
03:28
we were forced to change and obviously
03:29
if you make it through those tough times
03:31
and those trenches things obviously come
03:32
out a lot better at the end
03:34
um i think we if you’re interested
03:36
basically what we’re looking at is
03:37
it’s about mid-year right now in most
03:39
lawn care and landscape companies
03:40
whether you’re in canada the us
03:42
uh north south it’s pretty much midpoint
03:44
of the season right now so
03:46
uh frank you’ve been obviously kind
03:47
enough to talk about mid-year strategic
03:49
review and things we should be looking
03:51
at in our business in a mid-year
03:52
strategic review
03:53
uh first thing that pops into my mind
03:55
when we do a strategic review is reality
03:57
probably right from the top down
03:58
is our leadership in our business so
04:00
curious uh if you can kind of give us
04:02
some insight on leadership and the
04:03
mid-year strategic review
04:05
yeah absolutely i think mike this is one
04:07
of the most important things that
04:09
sometimes when we run a business we’re
04:11
busy being busy and as the business
04:13
owner or the leader
04:14
or one of the leaders we often get
04:16
distracted because at the beginning of
04:18
the year we have all these great
04:19
intentions
04:20
but it’s so easy to get distracted so
04:23
the point of a mid-year review
04:26
and as a coach or consultant my role is
04:28
to keep
04:29
my clients focused and um
04:33
kind of on par doing the right things at
04:34
the right time so the media review what
04:36
we do
04:37
is we really take a look at the seven
04:39
core
04:40
pillars of a business so
04:44
starting with the leadership that’s my
04:46
first one so leadership
04:47
your role as a leader you have to ask
04:49
yourself
04:50
uh the question the following well these
04:52
following questions is
04:54
are you um are you identifying
04:58
basically providing uh the necessary
05:01
tools to your team
05:02
are you empowering your leaders are you
05:04
protecting the culture of your company
05:06
are you um creating a positive culture
05:09
in your company
05:10
so these are all some of the questions
05:12
that you can ask yourself
05:15
as the leader the person on top um
05:19
just because looking from the outside
05:21
sometimes you start realizing
05:23
geez i kind of slipped i’ve been focused
05:24
more on the numbers maybe for the
05:26
business but i haven’t really focused on
05:28
providing
05:29
adequate care or attention or even
05:32
support
05:33
to my leaders because really as the
05:35
leader that’s the main main role it is
05:38
to identify equip and empower your
05:41
people
05:41
so that would be like the main the big
05:44
first
05:44
question to ask yourself as leader are
05:46
you doing these things
05:48
interesting so basically if i’m hearing
05:50
you right frank is it’s more of setting
05:51
the
05:52
strategic vision and mission of the
05:54
business and
05:55
making sure that that’s resonating
05:56
through the culture on a daily and
05:58
monthly and weekly basis and
05:59
um some of that day-to-day minutia will
06:02
get us away from that so
06:04
strategically in that media review
06:05
you’re kind of looking at is the
06:07
leadership
06:07
setting that vision mission and things
06:10
we’re looking at and that culture in
06:11
there
06:11
um which kind of leads me into the next
06:13
question is uh once we’ve tackled that
06:15
leadership there are we looking into
06:17
things such as operations
06:19
that would probably be the next logical
06:20
step from our pre-conversation
06:22
absolutely when we take a look at
06:24
operations because i’m huge on
06:27
operations efficiency improving
06:29
operation systems
06:31
but really you’re looking at your
06:32
productivity and your efficiency
06:35
so the amount of work you can get done
06:38
with the people you have and then i
06:40
guess the how you’re equipped and also
06:42
how fast can you do that work so going
06:45
back to your kpis
06:47
are you tracking some of these numbers
06:50
such as
06:51
um the estimated versus actual
06:54
time spent on site so maybe your
06:58
your meaning to your pricing job a
07:01
certain way you have to go back after
07:03
the job’s completed and taking a look at
07:04
okay did we meet our goal on this job
07:07
are we making money
07:08
or are we losing money right i think
07:10
it’s crucial
07:11
and i’m really surprised by the amount
07:15
of i mean people are well intended
07:19
they they want to succeed but this is so
07:22
simple and now it’s almost
07:24
uh it’s just because it takes a little
07:26
bit of time that people don’t do it
07:27
but by just going back and taking a look
07:30
at the estimated versus actual hours on
07:32
jobs
07:32
and also a good kpi to keep track is the
07:35
revenue per man hour
07:37
so i do this let’s say on a monthly
07:39
basis but you could do it quarterly
07:41
ideally it would be at least quarterly
07:43
but monthly is kind of cool because
07:45
if you take a look at let’s say the
07:46
total amount of
07:48
revenue in that month you divided by the
07:51
the amount the total amount of
07:53
hours uh built out then
07:56
it comes it brings you a number so let’s
07:58
say you’ve produced
07:59
a hundred thousand dollars worth of work
08:02
in a month
08:02
and you build out a thousand hours
08:05
that’s a hundred dollars
08:07
per uh per man um basically the the
08:10
revenue per man hour is hundred 100
08:12
but let’s say the next month you do the
08:14
same math and you’re at 150
08:16
well you notice something went
08:18
differently you’re obviously doing
08:20
something that’s
08:21
improving the amount of revenue you can
08:23
make in the same amount of time
08:25
so it gives you a measure so on average
08:28
let’s say you start noticing that your
08:30
company you do that for different
08:32
divisions
08:32
you start realizing that a certain
08:35
division let’s say your construction
08:36
division can do 150
08:38
your lawn care division is doing 100
08:42
maybe 100 but maybe that’s good for that
08:44
division if you start keeping track
08:47
of different divisions and your revenue
08:49
per man hour you’re starting to notice
08:51
when things go down or things go up
08:53
and it’s an easy measure that you can
08:55
bring back to your your staff and say
08:56
hey listen we’re doing great we’re
08:58
staying on par
08:59
or we’re improving or maybe we dropped a
09:02
little bit last month what happened you
09:03
can take a look at
09:05
all these factors right so these are
09:07
easy things that you can track for your
09:08
helping out with productivity
09:10
and efficiency tracking and i love you
09:13
brought that up
09:13
as a certified advisor and working with
09:16
several hundred clients myself one of
09:17
the things that shocked me especially
09:18
when i first got into this was
09:20
a lot of companies have the mindset well
09:22
it’ll just come out in the wash like
09:23
we’ve done the estimate we’ve done the
09:25
work
09:25
we’ve gone past that especially if it’s
09:27
like a design build job or a one-time
09:29
job
09:29
they never go back to actually look at
09:31
that well most don’t
09:32
um in the fact the kpi the key
09:35
performance indicators frank those are
09:36
big big things that mid-season that
09:38
companies
09:38
at least in my opinion agree with you
09:40
need to be looking at and have some
09:42
transparencies like
09:43
like you see that um you’re having and
09:46
reporting back to your team for
09:47
accountability is huge
09:48
um so one of the things that we see at
09:51
least in landscape maintenance for sure
09:53
i’ve seen it in my company several times
09:55
is when we were tracking these kpis we
09:58
found that our non-billable time far is
10:00
mobilization or i like to call it the
10:02
the wendy’s frosty effect when the guys
10:03
are driving halfway across town to get
10:05
the frosty
10:06
uh while they’re supposed to be at the
10:07
job um or extended lunch hours
10:09
is there any um i guess suggestions or
10:13
things you recommend as an expert
10:14
is uh are are we just tracking the time
10:18
on the job sites or is there certain
10:19
things we need to be looking at for that
10:20
non-billable mobilization or picking up
10:22
materials
10:23
how does that play into the actual kpi
10:25
of that monthly or quarterly
10:27
um i love that you mentioned that
10:29
because i call
10:31
uh i call basically getting rid of waste
10:34
or like
10:34
extra weight that you’re carrying every
10:37
company i mean there’s no
10:38
com there’s not a perfect company out
10:40
there that doesn’t waste any time
10:42
but like you said there’s stuff that’s
10:43
not billable that your employees have to
10:45
understand we can’t build this out
10:47
so the more of it that we have in our
10:49
business the worse it is for the
10:51
business
10:52
and i always give out this example to
10:55
oftentimes
10:55
crew foremans because it’s a big eye
10:58
opener for them
10:59
when they’re looking at let’s say when i
11:01
asked them how much do you think
11:03
it cost the company when we waste an
11:05
hour for your crew so let’s say we take
11:07
an hour of
11:08
uh a crew of three guys they say usually
11:11
this is the math in their in their mind
11:13
they do
11:14
well maybe this guy makes 15 an hour
11:16
this guy makes 20 and this guy makes 20.
11:18
so probably
11:19
the company loses 60 bucks in that hour
11:21
and i tell them no
11:22
like the very minimum usually let’s say
11:25
the billable rate for every
11:27
fifty dollars an hour that’s just an
11:28
average because construction could be
11:29
way more
11:30
and it’s just an average but let’s say
11:32
we just take 50 as a low average
11:34
um so 50 per hour for three guys you
11:37
waste one hour per week
11:39
or per day sometimes um
11:42
100 so 50 per hour per guy is 150
11:45
and you’re you’re you’ve still lost that
11:47
hour so you’re not
11:48
making up those that time you can’t make
11:50
it up and in order to make up for that
11:53
money you have to work at least another
11:54
hour so you’re up to like three hundred
11:56
dollars
11:57
just for that it’s basically missed it’s
12:00
it’s
12:00
revenue that you’re not getting back
12:02
right it’s an opportunity
12:03
it’s a missed opportunity and the more
12:06
missed opportunity you have well that
12:08
really affects not only the efficiency
12:10
of the business but it affects the
12:11
potential revenue that the business can
12:13
make
12:14
and how much every crew can make so
12:17
when i run that down and i i tell them
12:19
basically one hour a week
12:22
is almost five six minutes per day so if
12:25
if everyone’s wasting five to six
12:26
minutes per day
12:28
that’s three hundred dollars a uh let’s
12:29
say um a week
12:31
it’s twelve hundred dollars a month it’s
12:33
over fifteen thousand dollars a year
12:35
that’s just for five minutes a day
12:37
wasted so imagine when you’re wasting an
12:38
hour imagine when you’re wasting
12:40
two hours a day how much money that
12:42
represents the potential revenue that
12:44
the company could make
12:46
and in exchange you can pay your
12:48
employees more you can buy better tools
12:50
when that
12:51
money comes back into the company so
12:53
that’s the kind of stuff we want to
12:54
start tracking
12:55
so waste like waste could be we’ve
12:58
noticed that companies that fuel up
13:00
in the in the um in the morning
13:04
are less efficient than companies that
13:06
fuel up
13:07
in the afternoon because in the
13:08
afternoon they want to go home
13:10
right oh yeah afternoon they’re like man
13:13
let’s go home let’s get this done
13:15
so we’ve noticed that companies actually
13:18
could pay a good
13:19
chunk of their fuel just by feeling up
13:22
in the morning because of the
13:23
inefficiency that that creates for the
13:24
whole group because usually you see a
13:26
crew stopping at the gas station
13:28
they get a sandwich they get the coffee
13:30
uh something that would take five
13:32
minutes takes about 25 minutes
13:34
you got three people in the truck so
13:37
just taking a look at your business
13:39
where
13:40
time is spent doing stuff that you can’t
13:42
bail out to the client
13:43
super important huge great advice um
13:46
and as we’re talking about having these
13:48
conversations with these guys and girls
13:49
on these teams
13:50
um kind of brings up the thought of hr
13:52
and i’m assuming mid-season we want to
13:54
take a look at our hr and our hr
13:56
process yeah hr is
14:00
it’s basic i call it uh
14:03
the care of the company hr is there to
14:05
make sure that the employees that you
14:07
have the right amount of employees
14:09
you are taking care of employees and i
14:11
also like when hr
14:13
uh assesses not only you know do we have
14:16
enough employees are they happy but also
14:19
okay where do we stand where’s the need
14:22
like
14:22
we’re able to project a bit more in the
14:24
future and take a look at where are we
14:26
going as a company
14:27
um are we going in the right direction
14:29
do we have the right people for the
14:31
services that we
14:32
offer um do we profile
14:35
our candidates the right way if you’re
14:38
hiring everyone based on
14:40
whether they look good or not good at
14:41
the interview you’re probably missing
14:43
out but if you have
14:44
key factors that you’re measuring in
14:47
terms
14:47
of okay for this leadership role i need
14:50
someone who’s got
14:51
a good character and we use different
14:53
tools for this uh for this
14:55
uh like disc and predictive index
14:58
and all these things just tools that
15:00
take five to ten minutes but gives you
15:02
so much information on the person and
15:04
how they
15:04
are hardwired as a person whether you
15:07
like doing what they don’t like doing
15:08
so just using simple tools like that and
15:11
systems
15:12
in the process of hiring but also hr
15:15
what we take a look at when we want at
15:17
the mid-year
15:18
is to say okay is your system automated
15:22
are you always hiring are you always
15:24
looking are you always
15:26
marketing like you market to your
15:27
clients or
15:29
are you just when you you’re missing one
15:32
person
15:32
you go out and try to find that person
15:34
right and how hard is that peak season
15:37
you start losing
15:38
keep key people sometimes at the peak
15:41
time
15:41
and then you start looking for people
15:43
everyone’s looking for people
15:45
so your chances become very very slim of
15:47
finding the right fit
15:49
right so mid-year we take a look at okay
15:52
who do you have who do you not have and
15:54
what do you have as
15:55
needs as a company for um leadership
15:59
uh labor and where are you going this
16:02
year
16:02
how can you improve that awesome cody
16:05
any thoughts or questions up to this
16:06
point uh
16:07
i know obviously you’re over there
16:08
looking good so obviously you’d probably
16:09
fly right past that disassessment with
16:11
the uh
16:12
the new look of the millennial marketer
16:13
over there but any thoughts for
16:14
frankfurt is up to this point comments
16:16
questions
16:17
um before we really dive into the rest
16:18
of the meat and potatoes of this
16:20
conversation
16:21
so tell us a little bit about i know
16:23
that it’s going to like
16:24
vary because it’s going to be the
16:26
culture of each company and what
16:28
position
16:29
you’re hiring for but do you feel
16:31
comfortable kind of like
16:32
explaining the disc profile a little bit
16:35
yeah i mean you
16:36
have different types of personalities
16:38
and
16:39
based on some people are dominant some
16:42
people are
16:43
you know there’s the important part
16:46
is just realizing because actually my
16:49
background is psychology i studied
16:50
psychology in university and
16:52
um i thought i was going to be doing
16:54
group therapy for the rest of my life
16:56
and the first year going in and i’m like
16:57
oh no i can’t do this
16:59
actually i got my first job as a group
17:00
therapist for inmates right
17:02
and that’s no i dedicated myself to the
17:05
landscape industry because it just
17:06
wasn’t for me but
17:08
uh but what i’ve learned about people is
17:10
that everyone’s wired a different way
17:12
but you can kind of profile people in
17:15
certain categories
17:16
there’s not like a perfect one but
17:18
sometimes people have
17:19
dominant traits uh stuff that’s that’s
17:22
just basically
17:23
the first year the first few years of
17:25
their lives they’re kind of defined by
17:28
by certain things but basically some
17:30
people are um
17:33
i mean some people are very social some
17:36
are more introverted
17:37
some people uh like to lead people some
17:40
people
17:40
kind of stay back they don’t want to get
17:42
be given any responsibilities they
17:44
they feel too much pressure they don’t
17:46
feel comfortable with that
17:48
some people strive with this and just
17:51
knowing a bit
17:52
more of the traits from people you’re
17:54
able to actually motivate them
17:56
so if you know someone is motivated by
17:59
[Music]
18:01
leading teams then you can start
18:02
progressively putting them in position
18:04
that
18:04
gives them that drive if you know that
18:07
someone
18:07
is more reserved and more intellectual
18:10
and they’re more like
18:11
on the logical side if you’re a very
18:14
creative person you’re all over the
18:16
place you know that when you’re talking
18:17
to this person you have to make it
18:19
logical for them you have to make it
18:21
go back to the basics with this person
18:22
you explain all the reasons
18:25
and then they respond a lot better to
18:27
you so having these tools
18:29
help you to manage people better help
18:31
you motivate people
18:33
and help them keep stay engaged with
18:36
your company and your employees because
18:38
you’re talking to them leading them in a
18:40
way that they like to be led
18:42
and talk to so uh really these tools are
18:45
there to help you
18:46
better manage your people right awesome
18:49
and one thing uh frankie mentioned
18:51
is constantly recruiting that’s
18:52
something that comes up constantly here
18:53
on the essay weekly talk show
18:55
uh kind of done by jonathan patosnick of
18:57
the lawn care millionaire youtube series
18:58
is building or stacking the virtual
19:00
bench so constantly going out
19:02
and hiring and getting that basically
19:04
that glorified qualified labor pool so
19:06
if you start looking for that individual
19:08
when you need them obviously it’s too
19:09
late so i’m glad you brought that up
19:10
because that’s something especially
19:12
july and august especially lawn care
19:14
season like we’re getting burned out
19:15
we’re tired
19:16
uh we’re not doing the things we always
19:18
continually do to be successful and i
19:19
feel like labor
19:20
is one of them especially right now in
19:22
the states with the basically we’ll call
19:24
it the 600
19:25
a week unemployment bonus uh the labor
19:27
market right now is
19:28
it’s a real tough place because a lot of
19:30
people don’t want to come back to work
19:32
uh we’ll see here in the next few days
19:33
if that 600 a month gets extended or not
19:36
but
19:36
if you’re watching this now in the
19:37
states especially this could be
19:39
interesting because
19:40
there hopefully could be a potential
19:42
influx of employees in that market maybe
19:44
get pretty competitive so
19:46
if you’re taking frank’s advice this may
19:47
be a good time to start getting those
19:48
help wanted ads out and start really
19:50
stacking that
19:51
virtual bench as jonathan calls it um
19:54
next thing is is we’ve kind of taken
19:55
that leadership the operations
19:57
hr so the kind of the next thing that
19:59
comes to mind is
20:00
maybe marketing that’s something we look
20:01
at usually traditionally in the early
20:03
months of a
20:04
lawn care landscape company we go out
20:06
and it’s always very seasonal so we’re
20:08
pushing out all the dollars
20:09
out and we’re trying to get all those
20:11
jobs up front
20:13
at this point i’m gonna have some
20:15
assumption here frank that maybe
20:16
we maybe will have a six-month year
20:18
review but kind of like i said
20:20
with the labor most companies at least
20:23
especially my competitors in my local
20:24
market when we were in the uh lawn and
20:26
landscape the snowmobile industry
20:27
this is when companies traditionally
20:29
take their foot off the gas pedal and
20:30
they think all is good
20:32
but really the last three or four months
20:34
of the season is where you start putting
20:36
bottom line profits because you’ve
20:37
recovered all that overhead
20:38
and it’s really going to the bottom line
20:40
so uh does marketing come into part of
20:43
that mid-year strategic review and how
20:44
is that approached
20:46
well one of the things that i’ve noticed
20:47
uh with my clients
20:49
so i did a poll with uh just over 300
20:53
companies and i asked them how they were
20:55
doing this is during covid
20:57
and because this is a great time to
21:00
learn
21:00
because we’re getting a lot of
21:02
information right from
21:03
what can go wrong will go wrong often
21:05
times when there’s a crisis right
21:07
so in this case we we asked our
21:11
fellow landscape professionals to say
21:14
okay what are you struggling with and
21:16
we had two total opposites people i
21:20
found that people who had their systems
21:22
automated so they had marketing
21:23
schedules they had planned their
21:25
marketing for the year
21:26
they had that kind of autopilot so they
21:28
were sending regularly emails to
21:30
as reminders to their clients they were
21:32
staying in touch with their clients
21:34
they were trying to encourage their
21:37
clients to
21:38
um write reviews on them
21:41
to to provide referrals uh testimonials
21:45
those companies who are proactive uh did
21:48
not run out of work
21:49
or they they were their clients felt
21:51
very compelled to stay with these
21:53
companies because they stayed in touch
21:55
right so even in a crisis they know
21:58
my landscaper is there he is in business
22:02
he’s
22:02
he’s consistent i can rely on him and i
22:05
don’t have to worry that he won’t be
22:06
there
22:07
in two weeks one month or six months
22:09
right
22:10
so very very a big i mean
22:13
to me it was a big aha moment not only
22:15
for me but to everyone else i
22:18
i know that automation works with
22:20
marketing i know that we should be
22:22
marketing all year round and not just
22:23
when we run out of jobs
22:25
but oftentimes how many times mike uh
22:28
did do we get comfortable when we’re
22:30
busy to stop marketing right we’re like
22:33
oh we’re good um you know i get
22:36
i heard many contractors in the past say
22:39
uh
22:40
i get all my all my work my referrals i
22:42
don’t even need to market
22:44
and i’m like right that’s it i’m good
22:47
i’m good but then a crisis hits like
22:49
this one and all of a sudden you start
22:51
panicking because like
22:52
i don’t know any other techniques but
22:54
when you have stuff on
22:56
automation and you understand that
22:58
marketing is
23:00
not only good for finding jobs but it’s
23:02
your brand if people identify
23:05
your brand to one of the best or one of
23:08
the
23:09
most out there and they recognize your
23:11
brand it’s going to be good all over in
23:13
good times
23:15
and not so good times so this is i was a
23:17
great lesson for many of uh
23:19
my clients and uh just a big i mean
23:22
it was it was huge for us to to see that
23:25
as
23:25
as much as we did in the last few months
23:28
yeah and i guess
23:29
oh go ahead cody if it takes eight to
23:32
ten touches
23:33
to close the the average sale and you’re
23:36
waiting until
23:37
like work starts to dry up you’re
23:39
introducing this window
23:42
of i’ve gotta get these eight to ten
23:44
touches to start getting more work
23:46
and then it has to get scheduled like
23:47
you’re creating a gap of no money
23:50
yeah you’re so right i mean some people
23:53
they start panicking with those eight to
23:55
ten touches and they do it
23:57
they even do too much of it um at the
23:59
wrong time right
24:01
so if you are not top of mind
24:04
year round i think it’s really just
24:06
you’re missing out on an opportunity
24:08
and i guess the big thing mike
24:11
and is i mean you do that in your
24:13
company you help companies
24:15
uh put that on autopilot right just
24:17
basically
24:18
um doing the right things at the right
24:21
time but consistently i think that’s so
24:23
huge i think
24:24
at the beginning of the year oftentimes
24:26
we focus more on
24:28
um on intensity we’re very intense we’re
24:31
like oh we’re going out there we’re
24:32
gonna pump we’re gonna do a lot
24:33
a lot of work uh get as much done as we
24:36
can
24:36
but really the one who’s consistent
24:39
usually wins
24:41
because the one who’s so intense about
24:43
it just
24:44
in certain times usually misses out on
24:47
other times or he gets tired
24:49
and then focuses on the wrong actions at
24:52
the wrong time
24:52
yeah and i could agree with you more and
24:54
i think one of the keys to success is
24:56
finding at least four probably five
24:58
uh key points in the season so obviously
25:00
the spring time is very
25:02
it’s focused everybody’s doing that but
25:04
uh right now to keep it
25:06
you keep it relatable in the time of the
25:07
season uh depending where you’re at in
25:09
the u.s or canada we’ll be coming up on
25:11
our fall our fall season so aeration and
25:13
overseeing is a big one
25:14
holiday lights what are those seasonal
25:16
upsells that we can time
25:18
and frankie right you don’t want to hit
25:19
it head on you want to slowly go through
25:21
some nurturing some education
25:23
frame yourself as the expert and then
25:25
when those first weeds pop or it’s time
25:27
to go thicken that lawn up and aerate it
25:28
you’re top of frame of mind so you’re
25:30
there
25:30
so when they’re going to look for it
25:32
you’re ready to there and they’re like
25:33
oh look there’s an email
25:34
i click this button i can request a free
25:36
estimate or maybe there’s property
25:37
specific pricing
25:38
where they just click and sign up uh but
25:40
that i think is it
25:41
is the the key one of the guys in our
25:43
ecosystem that does it really well frank
25:44
i don’t know if you ever heard of uh
25:46
garrett matthews of matthews uh lawn and
25:48
past he’s out of a shreveport louisiana
25:50
uh but as of now i believe he’s up to
25:52
four years and he hasn’t missed a single
25:55
day of organic
25:56
content if people are watching what
25:58
organic content is literally he goes on
26:00
facebook
26:00
it’s not a paid ad and he literally gets
26:02
on there and
26:03
and talks about a seasonal issue
26:05
educates the consumer
26:07
how to tackle it themselves as a
26:09
professional would
26:10
and when they see that he is top of
26:11
frame of mind so when they have
26:13
pest control or fire ants or whatever
26:14
that is um
26:16
they’re picking up and calling matthew’s
26:17
landscape because he is there and he is
26:20
the expert
26:20
in that local town and city so it’s
26:22
really um it just speaks exactly what
26:25
you’re talking about frank and now like
26:26
now we’ve got kind of this marketing
26:29
machine dialed in
26:30
um i know a lot of times when companies
26:32
finally get their marketing plan for the
26:33
12 months dialed out
26:35
they go holy cow you know maybe we
26:38
really don’t have enough money to scale
26:39
for an extra 2 300 clients this year
26:41
because now we’ve been able to back it
26:42
down for each marketing source and
26:44
how many pieces of marketing material we
26:46
need to get out or maybe they’re like
26:47
wow i can actually i’ve got more extra
26:49
money in the budget to actually double
26:51
down on the market we saw a lot of
26:52
people
26:53
uh that are winning right now and i’m
26:54
curious if you’re seeing this too frank
26:56
the people that doubled down
26:57
on their advertising when that ad spent
26:59
across google and facebook shrunk
27:01
during the the covet crisis people were
27:03
getting double or triple the effect for
27:05
the same
27:06
amount of money or even less so it was
27:08
pretty impressive but
27:10
kind of getting around that after
27:11
marketing um i’m assuming mid-year
27:13
review has got to be somewhere around
27:15
your financials
27:16
yeah absolutely that’s when corbyn hit
27:20
everyone was asking should i cut into my
27:22
budget for marketing
27:24
and i basically as soon as i was asked
27:27
this question is
27:28
unless you’re running out of money like
27:30
right now
27:32
if you have money you want people to
27:34
hire you when they can
27:36
and so make sure you you put some money
27:39
aside but what i’ve noticed and there
27:40
was a poll a few years ago
27:42
to try to get an estimate on how many
27:45
companies
27:46
don’t run with a budget or how many run
27:48
with a budget
27:49
and it was found that over 90 of
27:52
companies
27:52
out there in landscaping do not have a
27:55
budget
27:56
so a budget that identifies you know the
28:00
not only the let’s say your your labor
28:03
and your materials and
28:05
and your cost of um doing business but
28:07
you like your overhead
28:09
people for companies that don’t know
28:12
their overhead
28:13
they they can really never figure out
28:15
how much profit they make because
28:17
in their minds they’re thinking gross
28:19
profit oh after i pay my labor my
28:20
materials
28:21
um these things well then i’m left with
28:24
this amount of money and it’s mine
28:26
or the companies but really when you
28:28
take out the overhead which is all the
28:30
cost that you can’t bail out to the
28:32
client right like the office
28:33
and um let’s say the marketing you can’t
28:36
literally put that on your quote for the
28:38
client say oh my shop
28:39
you know my shop pools my secretary you
28:41
can’t put these things on that quote
28:43
so all these things that you can’t put
28:44
there it’s actually a cost of the
28:46
business becomes overhead
28:48
so when you take the overhead overhead
28:50
out of the gross profit you’re left with
28:52
a net profit
28:53
and so when people tell me i’m my
28:55
company’s almost 40 percent
28:57
in profits i know that they’re
28:59
forgetting the big detail which is huge
29:03
and we find that information by doing a
29:06
budget by
29:07
looking at all the uh projections of
29:10
what the company is going to get for
29:11
revenue
29:12
and all the costs to the company we
29:15
break it down
29:16
and we also take a look at the equipment
29:18
all these details
29:20
but they’re simple tools out there free
29:22
tools to help companies do this when
29:23
they have their budget
29:25
they can really see where the money is
29:27
going and mid-year
29:28
they can really reassess okay are we
29:31
spending more like how are we doing with
29:33
expenses
29:34
how are we doing with just overall
29:38
sales how are we doing with the budget
29:40
are we staying on track are we spending
29:42
more than we should be
29:44
and so we take a look at that and when
29:46
we when when we
29:47
kobet hit in march we did almost three
29:50
budgets for every company because we
29:51
were doing the
29:53
the um the the best case scenario
29:56
the mid-range scenario and the worst
29:58
case scenario in case that the year
30:00
wouldn’t go as planned
30:01
but at least these companies they would
30:02
know okay what can we do
30:04
if if things really start getting um
30:07
challenging as a company we know where
30:09
to cut
30:10
in our budget we know what to do we’re
30:12
not in a panic
30:13
right so this was very empowering for
30:17
clients contractors business owners
30:20
looking at their business in a different
30:21
way
30:22
and so i think when it comes to
30:23
financials it’s going back to that
30:24
budget making sure you have a budget
30:26
taking a look if you’re on track with
30:27
the goals that you have for your
30:28
your business and i love you mention
30:30
that that was one thing that was pretty
30:32
instrumental in my business as well as
30:33
having a baseline in the middle of the
30:35
road and a stretch
30:36
uh even before the pandemic but that is
30:39
it’s eye opening and
30:40
if things pivot like maybe gas prices
30:42
one year almost doubled
30:44
like well that that’s not you know
30:46
that’s not traditionally in your budget
30:48
but then that affects things so how can
30:49
you pivot and actually
30:51
you know cut other areas because you
30:52
can’t control the cost of gasoline so
30:55
um really interesting that you have
30:56
those another thing that is always my
30:58
favorite as well
30:59
i’m making a lot of money because i’ve
31:01
got money in the bank
31:03
oh the perceived not the meth ideology
31:05
like hey if i got money in the bank
31:06
we’ve got to be making money because
31:08
there’s money in the bank um and i’ve
31:10
told the story before uh cody’s probably
31:12
surely heard it but um right after me
31:14
it’s scary um so i recommend the book
31:16
profit first by mike mikalowitz uh mike
31:18
has been on here several times
31:20
um but you know after my divorce i got
31:22
back into becoming a nightclub dj and i
31:23
knew if i had at least
31:25
a hundred thousand dollars of liquid
31:27
working capital in the operating expense
31:29
account for my business
31:30
traditionally that was about appropriate
31:33
but our
31:33
receivables had been so good the girls
31:35
in the office and figure out how to get
31:37
those bills in
31:38
quicker that by the time we hit november
31:39
december i wasn’t running my
31:41
um weekly numbers like i always had in
31:44
the past because it was
31:45
basically a rough spot in my life after
31:46
divorce and um
31:48
you know basically that time november
31:50
december we were upset on seventy
31:51
thousand dollars frank and
31:53
i was like what happened we had a
31:55
hundred thousand dollars in the bank we
31:56
should have been good
31:57
um so i think that’s a you know if
31:59
you’re watching this it we all get into
32:00
those scenarios at some point
32:02
um and i think frank’s actually just it
32:04
really is he’s just nailing it so
32:06
um if you’re taking some notes from this
32:08
essay weekly a lot a lot of takeaways up
32:09
to this point but
32:11
man the financials if you’re not running
32:12
those numbers and you’re not especially
32:14
during the uncertain times of covet
32:15
having that base middle line and stretch
32:17
um and be able to pivot and have those
32:19
numbers for different scenarios as it
32:21
goes because
32:21
who knows covet could kick back in full
32:23
swing again in the fall we could be
32:25
you know working on our baseline numbers
32:27
but at least you got those numbers you
32:28
know how to pivot that way
32:30
so um as we’re diving in as we’re
32:32
bringing it home here frank
32:33
uh sales a lot of times you talk about
32:35
you’d like to look at sales mid
32:37
mid season in a strategic review what
32:39
about sales you actually look at in that
32:41
mid-season strategic review
32:43
yeah so sales is an interesting um
32:46
part of the business in terms of maybe
32:49
at the beginning
32:50
of the year we see all these sales
32:54
coming up we’re excited we’re pumped and
32:56
then we start doing the work we forget
32:58
the important things like
32:59
taking a look at the pipeline what do we
33:01
have coming up
33:03
um and for some companies it’s it’s not
33:05
a problem they stay busy year round
33:07
but in uncertain times like this it’s
33:10
really crucial to take a look at the
33:11
funnel
33:12
what do you have in the pipeline what’s
33:14
coming up which clients could you kind
33:17
of
33:18
uh what deals could you close that’s not
33:20
that are not closed how many sales do
33:22
you actually have
33:23
are you on target taking a look at those
33:25
kpis
33:26
are we um doing as much work as we’re
33:29
selling for that month are we still
33:31
selling as much every month
33:33
as we have projected what’s coming up so
33:36
these are all the things that you really
33:37
have to take
33:39
a deep look into especially mid-year
33:41
because you don’t want to finish
33:43
you want to finish strong no matter what
33:45
you want to finish trying and you want
33:46
to take advantage of the right time so
33:48
in many places
33:50
like canada or the i guess nor
33:53
eastern part of for sure or even just
33:55
the northern part of the us
33:57
you’re stuck with winter or fall and so
34:00
it gets cold you can’t do all the work
34:02
you can’t you can’t slow down in that
34:04
but it usually slows you down the
34:06
weather slows you down so you have to
34:08
try to make the best
34:09
of these months like august and
34:12
september october november that stretch
34:15
is really important so
34:16
sales going back to the sales and also
34:19
taking a look
34:20
at your sales making sure that you’re
34:22
selling the jobs that you’re most
34:23
profitable
34:24
on so sometimes i hear this dishonored
34:26
say oh man i have so many jobs i’m
34:29
i’m overwhelmed i’m not even even doing
34:31
the quoting anymore
34:32
and i tell them whoa whoa whoa back up
34:34
like if you know you’re making more
34:36
money
34:36
let’s say on i’m just you know using an
34:39
example let’s say construction let’s say
34:41
your crew on construction is super
34:43
efficient
34:44
you make a lot of profit and you know
34:47
you don’t make
34:48
any profit on let’s say um
34:52
custom work because some construction
34:54
companies that i
34:55
i notice they’re really good let’s say
34:56
at pavers and retaining walls they make
34:58
their most money when they’re doing
34:59
those
35:00
and all of a sudden they see this custom
35:01
job and they’re like getting really
35:03
excited
35:04
i’m like is that the job you want at the
35:05
end of the year the job that you don’t
35:07
even know if you’re gonna make money on
35:08
because those custom jobs when you don’t
35:10
track things properly
35:12
they can be very i mean they can be
35:14
detrimental to your business
35:16
you can lose all your profit of the year
35:18
on one job
35:19
because you don’t really know how you
35:21
should be pricing that job because
35:22
everything is new everything’s custom
35:24
unless you’re pricing per hour
35:25
right labor materials it’s hard to
35:30
uh to work on those jobs so finding out
35:32
what kind of sales
35:33
you’re the most efficient at doing what
35:35
kind of work and trying to sell that
35:37
work trying to close more of those jobs
35:39
at the end of the
35:39
year where you know you’re more you’re
35:41
more profitable
35:43
with those jobs interesting it almost
35:45
seems like they’re building foundational
35:46
the way you’re building is out so we’re
35:47
probably going back to our kpis
35:49
we need good data in so we’ve got good
35:51
data out we can run those production
35:52
reports
35:53
and profit loss dollar per man hour for
35:55
revenue to make sure that hey
35:57
this is our profit center so maybe it’s
35:59
just lawn mowing and fertilization maybe
36:01
it’s design build
36:02
uh custom work some people make it work
36:05
but i mean you
36:06
didn’t mention it but then you’ve got
36:07
change orders or work order changes
36:09
which can be a whole another disaster if
36:11
you don’t know how to to price those
36:12
specifically and you’re not dealing with
36:14
those so
36:14
i love the fact that you’re kind of
36:15
saying let’s let’s structure those sales
36:17
especially the second half of the year
36:19
to take the risk out of it and double
36:20
down on those profits um
36:22
kind of a final question around sales
36:23
offering is there is a
36:25
is there a weekly cadence a quarterly
36:27
cadence that we
36:28
should be using in our our service
36:30
business to
36:32
um home down on those sales so like the
36:34
actual budget is there certain
36:36
rhythm or cadence that you recommend to
36:38
track those
36:39
well i like business owners to always
36:41
have a pulse on the business
36:43
so like having some kind of a metric um
36:46
i always tell them you know if you don’t
36:48
you if you’re not tracking it if you’re
36:49
not measuring it you can’t manage it
36:51
right so just having some kind of a
36:53
measure that on a weekly basis you can
36:55
go back to and say
36:56
okay we’re on par for this week you know
36:58
we’ve gotten this much work done
37:00
we’re selling this much work yeah things
37:02
are but at the very minimum if you want
37:04
to say
37:05
keep it very basic because sometimes the
37:07
comment i get is
37:08
oh it’s getting too complicated there’s
37:09
too many things to try all right okay
37:11
let’s scale it down make sure you at
37:13
least do it on a monthly basis
37:16
right because you want to attract okay
37:18
my month of july does it look like july
37:20
last year is it better is it worse
37:22
again i could have a pulse on um
37:25
if things were getting better or things
37:27
should improve and so
37:29
you can easily take a look if you’re
37:31
keeping track of it on a monthly basis
37:33
it’s nice because year after year you
37:35
can go back and say well this might we
37:37
did so much money or we sold so much so
37:39
many jobs
37:40
and so i like monthly i like we i i like
37:43
that the
37:44
business owner can provide feedback on a
37:46
weekly basis to the team
37:47
because that’s important for the sales
37:49
team if you have a bigger team
37:50
to keep them motivated and say hey
37:52
listen we did great last week
37:54
let’s go out and do this this week like
37:55
you can use that as a motivator
37:57
but at the very very least if you’re a
38:00
very small
38:01
company i mean the very minimum is on a
38:04
quarterly basis
38:05
just to make sure that you’re you’re
38:07
still on track
38:08
and very important because i see some
38:10
people just wait till the end of the
38:11
year to take a look at their numbers and
38:13
it’s not enough awesome i love the
38:15
historical benchmark so year after year
38:17
you’ve got a
38:18
budget uh historical benchmark and maybe
38:20
you can use it as a percentage based on
38:22
projected growth and things that you’re
38:23
doing there’s that that’s great great
38:24
advice
38:25
um so obviously i know you’ve got a very
38:26
compressed schedule i really appreciate
38:28
you joining us here
38:29
but to bring it home one of the things
38:31
we talked before we actually went live
38:32
was technology and communication
38:34
um and that was kind of the last piece
38:37
that you recommend mid-year to look at
38:39
that strategic review so would you mind
38:40
kind of giving us an insight of
38:42
the technology communication look that
38:45
you look at
38:46
internally in businesses about mid-year
38:48
well what i’ve noticed
38:50
and this is what happened to me back in
38:52
2008 2009
38:53
when the economy crashed i had to go
38:56
from 110 employees or about 20.
38:59
and i hired coaches i hired mentors i
39:03
basically put my money on people that
39:05
knew more than me at that time
39:06
and i said okay how can i survive in
39:09
this industry
39:11
uh with obviously less people
39:14
and i feel like i had less resources and
39:17
when
39:18
one of my mentors said listen the good
39:20
news is
39:21
there’s technology out there and with
39:23
technology you will have the biggest
39:26
leverage um and this is what you have to
39:29
do as a business owner is always try to
39:31
see what you can leverage
39:33
that will make your job easier better
39:35
and faster
39:36
so when i started using technology and i
39:38
started using
39:39
apps and i started using uh my website
39:43
and i started using
39:44
automation something that where people
39:46
can book jobs without me having to serve
39:49
them
39:49
every single part of the process
39:52
uh when i i need to track information
39:55
from my team
39:56
and my team can just put this
39:58
information and
39:59
they don’t have to call me to give me
40:01
that information they can just put in
40:02
the system the assistant tracks it
40:04
when i can let the client know that
40:06
we’re coming
40:07
because uh not very many companies do
40:11
that but for the companies that do
40:13
take that extra time and but they have a
40:15
process in place they have a system in
40:17
place they even have a piece of
40:18
technology that does it for them
40:20
and if i have a piece of technology that
40:22
keeps track with my clients
40:24
makes them feel important by saying hey
40:27
we thought of you uh
40:29
you know just keeping in touch with my
40:30
clients we’ve noticed that we were
40:32
keeping more clients because we were
40:34
staying in touch with them
40:35
they were buying more from us it’s much
40:37
easier
40:38
to get more jobs of existing clients
40:40
than having to find new clients
40:42
so when you have a system that takes
40:45
care of that for you
40:46
that’s on autopilot like i would say
40:49
well then
40:50
this is what makes your business uh
40:52
easier to operate
40:53
more fun to operate and you get more
40:56
data
40:56
all these measurements and kpis we’re
40:58
talking about you get that
41:01
a lot easier when it’s technology taking
41:04
care of it for you
41:05
so for people that are not um familiar
41:09
with what type of technology
41:10
are out there i mean obviously service
41:13
autopilot
41:14
is a great great great resource you
41:16
might you
41:17
uh focus on helping clients automate
41:20
their processes
41:21
and i do as well so part of my job is
41:25
finding the best systems the best
41:26
process and to help contractors
41:30
get more profit and more efficiency in
41:32
their business so
41:33
technology good communication
41:36
communication is improved with better
41:38
technology
41:39
so this is why i put them into the same
41:41
basket
41:42
love it awesome awesome i really
41:44
appreciate you spending some time with
41:45
us and just shedding some light on
41:47
what we should be doing mid-year in our
41:48
service business whether it’s lawn care
41:50
or even home cleaning this really is
41:51
applicable to just about any service
41:52
business if you’re watching so
41:54
don’t think this is applicable to just
41:55
lawn care hardscaping
41:57
uh working with some of the top
41:58
consultants in the cleaning industry as
42:00
well such as debbie sardone and these
42:01
are
42:02
um not identical very similar to what
42:04
we’re seeing in the other industries so
42:06
if you’re watching this in your a
42:07
different industry um you know i think
42:09
frank’s got some great takeaways that
42:10
can be used in your mid-year
42:12
strategic review that really should be
42:14
happening right now
42:16
so frank once again cody um any closing
42:19
thoughts here as we wrap it up
42:20
i just want to thank frank for your time
42:22
it is good to get
42:24
perspective from somebody uh one of our
42:26
neighbors to the north
42:27
so thank you so much for for hopping on
42:29
with us
42:30
well thanks guys i really appreciate it
42:32
and and mike i i love that you mentioned
42:34
that
42:34
this is good for any business in the
42:36
home service industry right
42:38
anyone any contractor taking care of
42:41
jobs related to the home service
42:44
industry so
42:45
yeah and i know that uh you and brandon
42:46
vaughn there had uh one heck of an event
42:48
the home service summit uh that was live
42:50
congratulations guys just broke a
42:51
guinness book record
42:53
of uh was it 50 000 viewers um so really
42:56
really phenomenal
42:57
um what you and brandon had done there
42:59
and just giving
43:00
valuable information to the service
43:02
industry as a whole um so
43:04
obviously frank just isn’t speaking from
43:05
a point of landscaping hardscaping but
43:07
very applicable to any service business
43:09
so uh just want to thank you again
43:11
frank if people want to reach out to you
43:12
as far as your business coaching
43:13
consulting or public speaking uh
43:15
probably virtual now but hopefully uh in
43:17
person i i find you somewhere in person
43:19
on a stage together
43:20
um in the near future uh what’s the best
43:22
way for somebody to reach out to you if
43:23
they wanted to
43:24
contact you yeah for sure so my website
43:27
is
43:28
frankbork.com so borg is spelled
43:31
b-o-u-r-q-u-e
43:32
and uh they can sign up even for a free
43:36
20 minutes consultation if they just
43:37
want to
43:38
get back on track if they want to work
43:40
on this strategic plan we’ve talked
43:42
about today
43:43
you know feel free to uh book something
43:44
on my schedule and uh we’ll get in touch
43:47
awesome hopefully we to see you in
43:48
person soon as things kind of uh
43:50
lighten up here um and if not we’ll
43:53
definitely see on a virtual stage sooner
43:54
than later for sure so
43:56
uh thanks again frank cody essay weekly
43:58
talk show next friday
43:59
brian stearman of lawn care marketing
44:01
mechanic is going to be live with us
44:03
a week after that we are going to have
44:04
martha woodward
44:06
and hopefully the week after that lisa
44:08
moreno of the essay marketing team gonna
44:10
be dropping some knowledge bombs on us
44:12
so
44:12
stay tuned we’ve got three four weeks of
44:14
action-packed knowledge to go out and
44:16
dominate your local competition while
44:18
out learning them here on the sa weekly
44:19
talk show
44:20
1 p.m eastern 12 p.m central we’ll see
44:23
you again next friday essay weekly talk
44:25
show
44:25
mike callahan cody the millennial
44:27
marketer and uh our special guest frank
44:29
fork thanks a lot guys
44:30
thanks so much guys thank you if you
44:34
like this show
44:34
you might want to check out our
44:36
resources at www.startsimplegrowth.com
44:40
while you’re there enter to win an
44:42
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44:44
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Callahan’s Corner – Adding On-Site Videos To Your Estimates

Video Transcript

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

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Video Transcript

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

Callahan’s Corner – Service Autopilot Reports, Drive Effect Cost & Labor Cost (How It Works)

Video Transcript

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

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

Embed Code:

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

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

Embed Code:

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

SA Weekly Talk Show: Production & Profitability In Your Business

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 kelly here with my co-host
00:13
cody owen from service autopilot what’s
00:15
up cody how has the week treaty is the
00:17
last seven days since we’ve been on uh
00:19
facebook live and the podcast man i have
00:22
been
00:22
good just uh just working on some new
00:26
collaborations for the lawn care
00:27
millionaire youtube channel
00:30
um i i got to sit down for like
00:33
two hours with naylor from lawn care
00:36
rookie
00:37
awesome recorded a bunch of stuff so
00:39
keep an eye out for that
00:40
on the lcm channel love it absolutely so
00:44
we’re gonna mix it up a little bit today
00:45
cody uh what we’re gonna do is actually
00:47
be talking about
00:48
um creating production and profitability
00:51
in your service business so whether it’s
00:52
lawn care
00:53
home cleaning pest control uh pretty
00:56
much any service business has production
00:58
behind it we’re gonna go over the next
00:59
half hour
01:00
maybe 40 minutes of how to break down a
01:02
foundational system
01:03
in your business for success and not
01:06
only how to
01:07
set it up but then how to actually get
01:08
your employee buy-in for production and
01:10
quality constraints and then
01:12
finally probably the most important part
01:14
of the piece at least in my service
01:15
business was
01:16
well now that i’ve got all this kind of
01:17
dialed in how do i track it daily and
01:19
weekly to make sure that we’re actually
01:21
hitting our numbers
01:22
with profitability how can i have
01:24
transparency to my employees
01:26
to actually get some buy-in and then um
01:29
probably the biggest issue that i see in
01:31
most service businesses i’ll be honest
01:32
including my own in the early days
01:34
is uh when folks get on facebook and
01:36
they go you know
01:37
i’m gonna raise my prices this year or
01:39
mid-season i’m raising my prices by
01:40
three or five percent
01:42
across the board or uh maybe it’s a home
01:45
cleaning
01:45
uh business where i’m gonna raise my
01:47
prices twenty dollars a cleaning for
01:48
weekly or bi-weekly
01:50
and thirty dollars per trip for the
01:52
every four week or month we clean
01:54
or very similar to lawn care company you
01:55
know i’m gonna raise my prices three to
01:57
five dollars a cut across the board
01:59
and really what we do is we end up
02:01
alienating our most profitable clients
02:03
um and literally just bringing our least
02:06
profitable clients up to where they
02:07
probably should be at market value so
02:09
i’m gonna go in
02:10
and uh kind of lift the hood and show
02:12
you how to raise your prices with no
02:13
emotion
02:14
based on um the actual job that you’re
02:17
doing
02:18
and have no emotion in it so it’s gonna
02:20
be a completely numbers-based um
02:23
solution to raise your prices at least
02:25
once if not twice a year and
02:26
kind of go through some best practices
02:28
that i recommend uh by the end of the
02:30
year in mid-season and really
02:31
being uh the 17th of july july this is
02:34
about when most service business
02:35
especially lawn care businesses
02:37
probably should be taking a look at this
02:38
so i thought this timing was really
02:40
appropriate cody
02:41
yeah definitely so what i’m gonna do is
02:43
i’ll pull up the screen here and
02:45
um dive right into it
02:48
here we go all right and uh if you have
02:50
any questions along the way cody feel
02:52
free to
02:52
hop in and interject and we’ll uh if
02:54
anybody has any questions in the live
02:56
stream here or in the recorded version
02:57
we’ll keep an eye on this for the next
02:58
uh
02:59
24 to 48 hours so a little background on
03:02
myself if no one
03:03
has really heard a background of myself
03:06
and callahan’s lawn care from the essay
03:08
weekly talk show just a little
03:09
background on it
03:11
actually 24 to 25 years lawn care
03:13
business upstate new york
03:15
lawn care landscape maintenance no
03:17
design build and snow removal
03:20
in addition in the last two to probably
03:22
three years uh we’ve had the pleasure to
03:24
be working with some of the top
03:25
uh experts in the national scene in the
03:28
cleaning industry so we know that market
03:30
and we know that industry really well
03:32
uh just to mention a few people would be
03:34
martha woodward another
03:36
certified advisor of service autopilot
03:38
as well as debbie sardone
03:40
one of the top consultants in the whole
03:42
entire north america for the cleaning
03:43
industry so
03:44
what we’re going to be diving through
03:45
here isn’t just going to be lawn care if
03:47
you see the stats on the screen
03:48
it’s going to be lawn care home cleaning
03:50
cost control and
03:52
pretty much any other service based
03:53
business that has production quality so
03:56
if you’re watching this and you see lawn
03:57
care don’t be scared by it this is going
03:58
to be applicable to any service business
04:01
background story is literally with that
04:03
blonde care business
04:04
um started a business that kind of
04:06
revolves around myself as
04:08
the single point of failure so we all
04:10
started business out majority of us
04:12
don’t realize that we shouldn’t build a
04:14
business that’s created around us
04:16
as the only single point of failure so
04:17
that business that i had started
04:19
uh literally through high school five
04:20
years of college and then thereafter
04:22
um literally ended up causing uh a
04:24
divorce in my in my relationship with
04:26
high school sweetheart because i was
04:27
working over 100 hours a week so
04:29
kind after hitting rock bottom at that
04:31
point i needed to find a solution to
04:34
kind of take my life back from my
04:35
business or
04:37
just get rid of the business um so
04:39
obviously i opted for the first option
04:41
let’s figure out how we can
04:42
fix this and create a service business
04:44
that still can provide a personal
04:45
lifestyle for friends and family to be
04:46
in the mix so
04:48
after investing well over a hundred
04:49
fifty thousand dollars in automation
04:51
systems
04:52
uh we went from 100 hours a week to
04:54
three to five hours a week working in
04:56
the business to literally an absentee
04:57
owner 30 days to pop
04:58
so um just a little background on that
05:01
and
05:01
just uh some of the the good things we
05:03
we got lucky enough right in the
05:05
business to get right and some things
05:06
honestly
05:06
we we didn’t get them right we had to
05:08
figure out how to set those up so as we
05:10
dive
05:10
through uh the next 20 to 30 minutes
05:13
basing
05:13
on productions and tracking uh we’re
05:17
going to share those wins and losses for
05:18
you
05:19
particularly what we did in my company
05:22
so this is diving into the
05:26
all the pain that you spent years
05:28
figuring out
05:29
we’re gonna we’re gonna give away in the
05:30
next 20 to 30 minutes
05:32
we are giving it away cody and this
05:34
hairline would not be receded as much if
05:35
i had some of this stuff
05:37
in the holster before i actually started
05:38
it but kind of kicking it
05:40
i’ll protect my hairline exactly exactly
05:42
so one of the things i want to look at
05:44
cody is
05:44
if you were to guess what is the average
05:46
net profit margin in your industry
05:48
so let’s say you’re a business owner in
05:50
lawn care what would be your guess
05:53
of your average um net profit if you’re
05:56
watching here live in the stream if
05:58
you’re
05:58
in lawn care or home cleaning um or any
06:01
other service industry type right into
06:03
the comments
06:03
what would you say the average so put
06:05
the name of your industry in the average
06:07
net profit margin so the profit that’s
06:09
left after you pay yourself
06:11
um a paycheck that is equivalent to what
06:14
you’d have to pay someone to replace you
06:15
in the business
06:16
and all the expenses so a lot of times
06:19
most business owners are not paying
06:20
themselves enough
06:21
or they’re paying themselves way too
06:23
much but what you want to do is what
06:24
would be that net profit margin
06:26
if you went out at market value and had
06:28
to replace yourself um
06:29
and cody if if you don’t mind what would
06:31
be your guess in the lawn care industry
06:32
as far as a bottom line net profit
06:35
three or four percent okay three or four
06:36
percent and what would you say for home
06:38
cleaning
06:40
um probably less
06:44
probably two three percent two three
06:45
percent okay
06:47
um and based on those numbers you know
06:50
you would probably think you’re about
06:51
average if you’re running either one of
06:52
those industries so
06:53
did some research pretty interesting
06:55
stats here for sure
06:56
industry average net profit margins for
06:58
a lawn care company is five percent
07:00
and a cleaning company is actually 19
07:04
um and those are literally averaged in
07:05
the middle of the high and low of
07:07
averages so either way though that five
07:09
to 19 percent those are really tight
07:11
margins
07:12
so what we really need to do in our
07:14
service business is we need to find
07:15
an accurate estimating reporting system
07:18
to create that financial success because
07:20
a lot of the
07:21
lawn care businesses even on that five
07:23
percent six percent net margin
07:25
um as they come to us as a certified
07:27
advisor service autopilot we start
07:29
looking at these numbers
07:30
cody believe it or not they’re really at
07:32
that 15 to 20 percent
07:34
net margin but some of the things that
07:36
we’re going to be going through
07:37
such as uh non-billable drive time
07:40
mobilization and a whole bun
07:41
a bunch of other things we want to look
07:42
at is what really erodes that bottom
07:45
line profit margin so a lot of the
07:46
companies that
07:48
are using a product like service
07:49
autopilot for their service business
07:51
uh are able to go in and see some of
07:53
these stats we’re going to show you how
07:54
to break that down but it’s really
07:55
interesting that
07:56
a lot of the businesses actually
07:58
foundationally um
08:00
on the job itself are doing all right
08:02
but when we look at all these other
08:03
things that’s what erodes that bottom
08:04
line profit
08:06
we’re seeing upwards of 28 to 33 percent
08:09
um
08:09
in these cleaning businesses as well and
08:11
then after they start to add in the
08:13
factors that it wrote it
08:14
um that’s where they end up at that
08:16
average of 19 so
08:17
we’re going to kind of lift the hood and
08:19
explore those areas cody if that’s all
08:21
right with you
08:22
so first we want to look at is one of
08:25
the key factors to be above average in
08:26
your industry so there’s quite a few of
08:28
them actually
08:29
so the key factors to better profits is
08:31
creating estimates that ensure
08:34
profits and not only that they um ensure
08:37
profits but they
08:38
are foundationally based so they can be
08:41
uh delegated to other people on your
08:43
team and you are not the only one
08:44
running around doing 25 or 30 estimates
08:46
in the spring season
08:48
uh we have jobs with budgeted times that
08:50
can be tracked for accountability
08:52
so in transparency in a mobile app
08:55
um or on a printed piece of paper we
08:57
have a budgeted time with clear
08:59
transparency for the team
09:01
letting them know hey you have an hour
09:03
and a half to get this job done
09:04
if it’s a lawn mowing job that’s the mo
09:06
blow and edge that job
09:08
and hey by the way that actually
09:09
includes mobilization the drive time
09:11
from the last
09:12
job we want jobs that track costing and
09:15
overhead so we’re going to show you how
09:17
when we go in and set up the foundations
09:19
of an estimate
09:20
that we want to know the not only the
09:22
budget of time but what does the cost
09:24
break even before we make that net
09:26
profit so
09:27
not only are we going in and get a
09:30
report on the weeklies
09:31
and and the daily wins and losses but we
09:33
go to create the estimates for these
09:35
jobs we can literally see on the screen
09:37
what that projected net profit is so
09:39
right from the beginning we’re setting
09:41
those foundations for success
09:43
not waiting six to twelve months and say
09:44
well i hope it all works out in the end
09:46
which it never does usually
09:48
we want to create a process that ensures
09:50
that budgets are
09:51
being reviewed daily so we’re going to
09:52
go through the next few slides to
09:54
actually show you the process i used in
09:56
my business to create
09:57
um actual verse budgeted accountability
10:01
and then public accountability how do we
10:03
reward our team based on production
10:06
and quality so that was one of the
10:07
biggest mistakes that i’m going to show
10:08
you
10:09
uh that we made is we focused purely on
10:11
production in the beginning
10:13
and we thought the quality would come
10:14
along but really when we implement this
10:16
it needs to be a production
10:18
based estimating system with quality
10:20
assurance and we’re going to show you
10:21
how
10:22
we actually built that out and reported
10:24
it inside service autopilot
10:26
and then we want to have a system that
10:27
tracks and reports this automatically so
10:30
i’m going to show you how we originally
10:32
started to do this in the early days
10:34
in an excel sheet or a google sheet uh
10:36
which
10:37
honestly there are some pros and cons
10:38
i’m going to break those down for you
10:40
because
10:40
a lot of times you really want to be
10:42
able to physically see the pain
10:44
of a crew losing money that day or a
10:46
week uh losing money
10:48
and there’s a as a video running around
10:50
on the internet um
10:51
probably about two three years old that
10:53
uh when the gentleman running callahan’s
10:55
lawn care blew out as achilles attendant
10:57
i had to jump back in the driver’s seat
10:58
day to day and run that business
11:00
and when i was physically typing in
11:02
those numbers to that kpi report
11:05
um it was a red flag like you could see
11:07
the business hemorrhaging
11:08
profits like it was just losing money so
11:11
after the second or third day i was like
11:13
well maybe this is an anomaly
11:14
but by the end of the week um i
11:16
literally went out and
11:17
it started to rain i was out with the
11:19
crew for the whole day i looked like a
11:20
wet dog
11:21
but it was unbelievable the fact that
11:23
this team the only reason they weren’t
11:25
hitting their budgeted time
11:26
is they weren’t following the process
11:28
and system that was set up to actually
11:30
do the job
11:31
so you may have your your uh prices
11:34
right you may have your reporting right
11:35
you may have everything in your business
11:37
right but if those crews aren’t
11:38
following a process
11:40
or system or standard operating
11:41
procedure that’s predictable that those
11:43
estimates were based on
11:45
then that could be another issue so
11:46
having these daily and weekly reports
11:48
are going to be a really good key
11:50
indicator that somebody whether it’s the
11:52
business owner or manager
11:53
needs to get back on that crew and help
11:55
that team get back to that standard
11:56
procedure because you may have estimated
11:58
right they just may be going off on
11:59
their own and doing a different process
12:01
a system
12:02
that that estimates not based on and
12:04
then the final part of this is
12:06
at least twice a year i recommend the
12:07
middle of july
12:09
and the end of november beginning of
12:10
december in a lawn care company
12:11
demanding depending where you’re at in
12:13
the country
12:13
is we want to set a process for raising
12:15
prices with no emotion and i mentioned
12:17
earlier
12:18
what we find in most facebook groups to
12:20
most service industry folks
12:22
are just going out as a percentage um
12:25
raising it
12:26
or an x a certain dollar amount we raise
12:28
everybody across the boards and i’m
12:29
going to show you how
12:30
we can stop doing that because really
12:32
what we’re doing is we’re taking
12:33
accounts that are making a lot of money
12:35
and we’re literally going out
12:37
and opting them out to go and shop your
12:39
prices
12:40
um so that was a big mistake in our
12:43
business and once we figured that out it
12:44
had huge bottom line profit implications
12:46
so
12:48
three ways of estimating um so as we
12:51
started like i said
12:52
definitely not on a pedestal here
12:53
preaching cody um when i first started
12:55
out in the lawn care business
12:56
i went up to a house looked at it and
12:58
said well look looking at this house
13:00
uh everybody in my market i feel is
13:02
charging forty five dollars to mobile
13:03
and edge’s lawn so that’s that’s what
13:05
i’m going to charge
13:06
um nothing wrong with that but obviously
13:08
once we get
13:09
educated in business that’s not what we
13:11
want to be doing
13:12
so what i’m going to recommend is the
13:14
second and third step of ways of
13:16
estimating so the second one
13:18
is based on your experience how long you
13:20
will think it will take so i’d walk up
13:22
to that same house
13:23
and say listen based on my experience to
13:25
mow blow and edge that lawn
13:27
i think it’s gonna take approximately an
13:29
hour and if my goal is fifty dollars an
13:32
hour i’m gonna multiply my one hour
13:33
times at 50 and the price to mow that
13:35
lawn is 50 bucks
13:36
same exact thing if we’re in the home
13:38
cleaning issue maybe we’re going into a
13:39
home for the initial clean whether you
13:41
call it a deep cleaner or top to bottom
13:42
deluxe
13:43
you go in and you say okay based on my
13:45
experience i think it’s going to take
13:47
one
13:47
cleaner five hours to do this top bottom
13:49
deluxe
13:50
times the 50 bucks an hour you got a 250
13:53
top to bottom deluxe
13:54
now we’re going to dive in and give you
13:56
the details of how to actually evolve
13:58
from that process now
14:00
um and then we’re gonna go we’re gonna
14:02
base it on a production rate based
14:03
estimating system so these can be based
14:05
on
14:06
uh several different variables such as
14:08
square footage of turf
14:09
square footage of the home or i like to
14:12
call it the livable square footage for
14:13
the home cleaning industry
14:15
that number coming right off zillow so
14:17
we have a solid number
14:18
we may have also other things linear
14:20
feet we may have
14:21
variables such as small and even large
14:23
shrubs
14:25
or home cleaning industry may be
14:26
tracking some other variables such as
14:28
number of people living in the home
14:30
number of pets number of living areas so
14:32
all these different
14:33
um i’m going to call them custom fields
14:35
or job variables
14:37
are going to go into your crm and based
14:39
on a pricing structure in the background
14:42
will automatically calculate a price a
14:44
budgeted time how long it should take
14:46
and a cost before profit so those are
14:49
the three ways of estimating i’m going
14:51
to recommend staying away away from
14:52
trying to charge market price
14:54
but if you’re not comfortable with a
14:56
production rate based estimating system
14:57
we start with your experience and then
14:59
i’m going to show you
15:00
over the next few slides here how to
15:02
actually take the data
15:03
of when you do those jobs in the
15:04
software and use
15:06
a production rate based system based on
15:08
not industry averages
15:09
but actually how long it takes your guys
15:11
and girls in the field
15:13
um to get these jobs done with your
15:15
equipment as well so it’s a very
15:17
um customized way of estimating based on
15:20
your system so
15:21
off to this point cody any questions
15:23
thoughts uh before we actually dive in
15:25
and
15:26
lift the lift the hood on the actual two
15:27
types of estimating we’re gonna
15:28
recommend you evolve into
15:30
i am really excited about
15:33
the idea of using the data that you’re
15:36
collecting
15:37
day in and day out in your business and
15:39
like
15:40
putting it to work to optimize other
15:42
parts of your business
15:44
like that is your your data is unique to
15:48
you and no one can come in and tell you
15:50
like
15:51
oh you should be charging x for that
15:53
line like i see so many posts online and
15:55
comments on youtube channels and stuff
15:57
that are like
15:57
how much should i charge for you know
16:00
xyz lawn
16:02
and it’s like they don’t know your
16:03
equipment they don’t know how fast your
16:05
employees work
16:06
they don’t know what you know the going
16:08
rates for labor are in your market
16:10
like all of these factors but if you
16:12
have
16:13
a target and you have the data like mike
16:16
is talking about here
16:17
you can actually know that your prices
16:20
are going to be profitable and not like
16:21
you know some
16:22
shot in the dark yep and i really love
16:25
the fact that you said that cody before
16:26
we really dive into
16:27
the executables you can take away to
16:29
implement your business today is
16:31
uh if you take an example of jonathan of
16:32
the lawn care millionaire he owns a
16:34
uh a very successful lawn care business
16:36
in um
16:38
richardson texas i believe in that
16:39
frisco market
16:41
but if you look at jonathan’s setup in
16:42
his lawn care business they’re running
16:44
either used ford rangers or used f-150s
16:48
they’ve taken these trucks and he’s very
16:50
he’s revolutionized the way lawn care
16:51
and equipment is taken care of
16:53
uh he’s put basically a dovetail with
16:55
two mowers
16:56
the weed whackers blowers all in on one
16:59
truck without a trailer
17:00
now that works great in a lot of markets
17:03
um
17:04
but if you went to a northeast market
17:05
where like i’m at and
17:07
you’re doing snow removal four to five
17:09
months a year that little
17:10
ford ranger or an f-150 that’s two-wheel
17:13
drive
17:14
probably use is not really gonna cut it
17:15
up here so you may look at it like well
17:18
jonathan obviously is the expert of that
17:20
area and i’m going to base my prices on
17:22
jonathan’s
17:22
business over there if i could get my
17:24
hands on them um obviously you probably
17:25
can’t get your hands on it but if you
17:27
could
17:27
i think that would be a very dangerous
17:29
thing to do if you’re living in the
17:30
northeast where i’m at because where
17:32
it may be costing him twelve to fifteen
17:34
thousand dollars to put a new crew on
17:35
the road far as equipment and everything
17:36
in
17:37
that same exact setup in the northeast
17:39
is probably between fifty to sixty
17:41
thousand dollars
17:42
so basically round numbers jonathan may
17:44
be able to put five or six crews on the
17:46
road for the cost of one crew with the
17:48
larger mowers in the northeast market so
17:50
those are the things that scared me when
17:52
you mention that cody on the facebook
17:54
page is because
17:55
um you need to really base it on your
17:57
business
17:58
your overhead and your equipment setup
18:00
and i’m going to show you how to exactly
18:01
do that right now
18:03
absolutely so the first way of
18:05
estimating outside of basing on your
18:06
competitors which we’re not going to
18:07
recommend
18:08
is my favorite guesstimating we’re going
18:11
to go out and guestimate
18:13
basically it’s time-based but a lot of
18:15
people are guessing based on their
18:16
knowledge and yes that is going to be
18:18
better than actually
18:19
copying your competition’s pricing
18:20
because your competitor may have the
18:22
jonathan set up of
18:23
10 to 12 thousand dollars per truck and
18:25
you may have a 60 thousand dollar setup
18:32
so what we’re going to recommend is
18:33
we’re going to do a time-based
18:34
estimating i like to call
18:35
guesstimating to have a little fun with
18:36
it but if you’re going to go out we want
18:38
to base it on your experience so step
18:40
number one we base it on your experience
18:42
how long you think it’ll take
18:44
now underneath that assumption you need
18:45
to determine before we go out and start
18:47
these estimates what is your dollar
18:49
per man hour charge and we’re always
18:52
going to base it on one person so
18:54
things to consider and track is how many
18:56
minutes how many hours or how many days
18:59
for one person and why one person is
19:01
important
19:02
um in a perfect scenario if we had a
19:04
two-man crew
19:05
um they would always show up and there
19:07
would be no call no shows
19:09
but in the real world especially the
19:11
service industry we’re going to have
19:12
disruptions we’re going to have people
19:14
that don’t show up
19:15
so what we would do um in your in your
19:17
software such as service autopilot
19:20
i love the way service autopilot has set
19:21
this up because it’s based on one person
19:24
and then when you add the additional
19:25
people for the crew for that particular
19:27
day it tracks
19:28
how long it should take based on the
19:30
actual crew but going in to estimate the
19:32
beginning of the season before those
19:33
crews are set up
19:35
we don’t know who’s going to be on those
19:36
trucks for the whole entire year we
19:37
don’t know
19:38
um if it’s going to be a one person or
19:39
two person crew if you’re in home
19:41
cleaning you may have a top to bottom
19:42
deluxe that it’s so big you may require
19:44
three solo cleaners to come in
19:46
so the idea is we want to consider how
19:48
long it’ll take for one person to do the
19:50
entire job
19:51
and then when you go to schedule and set
19:52
that crew up um it’ll divide out by how
19:55
many people on the crew from the
19:56
budgeted time
19:57
so you may be wondering why would i want
19:59
to know different minutes
20:00
hours or days well based on a crm such
20:04
as service autopilot
20:06
this is going to give you that
20:07
granularity so minutes are very pretty
20:09
obvious how many minutes is it
20:11
is it 60 minutes 30 minutes 120 minutes
20:14
that’s going to give you the most
20:15
granularity to be competitive
20:17
in there so it’s going to basically take
20:19
how many minutes
20:21
times your hourly rate and set a price
20:23
now hourly jobs could be
20:26
a spring or fall cleanup traditionally
20:28
we round those up to the highest hour or
20:30
in the cleaning industry maybe it’s a
20:32
post construction clean those are
20:33
usually
20:34
built out by the hours we’re kind of
20:35
looking at them so some ver
20:37
and if you’re an hour or two high or low
20:38
it’s not going to kill you when you go
20:39
to put the estimate it’s not going to
20:41
fresh out
20:42
um and then other jobs maybe design
20:44
build maybe you’re doing a paper patio
20:45
job
20:46
and a hardscape and that may be a 45 or
20:48
60 day
20:49
um bid so you’d want to go in and say
20:52
okay
20:52
we’re not going to charge by the hour
20:54
charging by the day so we have a set
20:55
price for the day for the laborers that
20:57
we would be putting on that so
20:59
those are the three main ways we see for
21:01
success setting this up inside service
21:03
autopilot
21:04
we want to look at how many minutes
21:05
hours or days now other items you want
21:07
to consider is okay this is great we’re
21:09
in this time based or guesstimating
21:10
system
21:11
but we really within three to six months
21:14
want to evolve into that production rate
21:16
based system of coding so
21:18
how do we do that well not only do we
21:20
track the minutes hours or days but we
21:22
need to go in and consider the area
21:23
we’re servicing
21:24
and we’re going to define that as the
21:26
square footage of say turf
21:28
linear foot of edging or the size small
21:31
medium and large shrubs so we want to
21:32
collect those
21:33
job variables or custom fields so we can
21:36
put them in the back of the software so
21:38
once we have a statistical mean
21:39
of enough data between three and maybe
21:41
six months we can run those reports in
21:44
the back end of the system i’m going to
21:45
show you here
21:46
shortly how to get a production rate
21:47
based estimating system based on your
21:49
equipment setup
21:50
and the guys and girls on your team now
21:52
some other things that we talked about
21:53
it was cody was
21:54
eroding that bottom line profit and
21:58
maybe five percent is the industry
21:59
average for lawn care i’m going to
22:01
recommend you don’t leave your shop for
22:02
at least 10
22:03
double digits but a lot of people will
22:05
start out that the 18 to 20
22:07
net margin which is you know 15 higher
22:10
than the average
22:11
but that just gets eroded because we
22:14
think it’s all going to come out in the
22:15
wash but it doesn’t
22:16
so shop time loading and unloading your
22:18
trucks uh
22:19
and cleaning is the same thing unloading
22:21
loading those cars having those am
22:23
meetings
22:24
those are time sinks but we need to have
22:26
those meetings to bring our teams
22:27
together
22:28
drive time from the shop to each job and
22:31
back to the shop
22:32
and material pickup in addition
22:34
landscaping may have debris disposal
22:36
there’s several other
22:37
items here but we need to think about
22:39
all the things that are going each into
22:40
those jobs
22:41
and consider how do we track them and
22:44
how do we integrate their cost
22:46
and cover those costs plus our desired
22:48
margin for profit
22:49
and build that into the minutes hours or
22:51
days in there because it’s not enough to
22:53
just
22:54
take care of what’s on site we need to
22:57
take care of those other areas
22:58
that are sucking the time down and
22:59
eroding those bottom line profits
23:01
and in addition if you’re still in your
23:03
guesstimating time-based phase
23:05
you need to spend the extra time to grab
23:06
your square footage linear feed your
23:08
size variable to your
23:09
servicing so we can run those reports
23:11
and then evolve into
23:12
that production rate based estimating
23:14
system so next step is
23:16
well real quick on those inefficiencies
23:20
i think it’s really important to to
23:22
state the like positive side
23:24
of that as well which is every single
23:27
one of these that you attack
23:29
and you find a way to to get some of the
23:31
inefficiency out
23:33
is uh like instead of just thinking of
23:36
it as
23:36
eroding your bottom line when these
23:39
things go wrong
23:40
every one of these that you fix is more
23:42
money in your pocket
23:44
uh like these are just things that are
23:46
bogging down
23:47
your margin and so any of them that you
23:50
can
23:51
iron out is money right into your pocket
23:54
yeah i couldn’t agree with you more so
23:55
once we once we figured out the the time
23:57
based system we went to this production
23:59
rate based estimating system which i’m
24:00
going to show you in a few minutes here
24:02
when we dialed it in we were at we’re
24:04
adding an extra 1300 to 1200
24:07
so 12 to 1300 a week in extra sales
24:10
without changing piece of equipment or
24:12
guy or girl on the team that was
24:13
bottom line profit but once we dialed
24:15
this in and created accountability
24:17
uh we were able to accelerate the amount
24:19
of sales on each crew
24:20
each week and literally it went to the
24:22
bottom line profit so i’m glad you
24:24
brought that up cody
24:26
so now that we’ve got this time based
24:28
system or guesstimating i like to call
24:30
it um
24:32
a lot of times especially in the spring
24:34
if you got a sales goal in the back your
24:35
head or hopefully up on a dry erase
24:36
board or somewhere
24:37
uh in your office i would potentially go
24:41
up to a house and say okay
24:42
um well it’s one hour times by 50 bucks
24:45
an hour it’s a 50
24:46
job but and if i give i took two three
24:48
dollars off that
24:49
50 job and made it 47 i bet you i could
24:52
definitely get that job
24:53
so what happened is it was some emotion
24:55
that started to work its way in there
24:56
especially during the sale season so
24:58
i said how can i take the experience in
25:01
my head
25:02
or somebody in the field’s head that’s
25:03
doing these estimates for me
25:05
and create a non-emotional way to create
25:06
this price so
25:08
what we did is once again we based it on
25:09
minutes hours or days for one person
25:12
and we consider the drive time debris
25:16
disposal material pickup
25:18
and material job pickup if we were going
25:20
to the nursery to pick some things up
25:21
but what we did is we created a
25:22
standardized form and this
25:24
revolutionized the business we put it on
25:26
our mobile app
25:27
on service autopilot and what the
25:29
estimator would do we’ve kind of dubbed
25:30
this the on-site estimate form it’s kind
25:32
of something particular that we just do
25:34
at my old company and now simple growth
25:36
this is what we we recommend because
25:37
it’s a non-emotional approach
25:39
but we’re going to use this in a lawn
25:41
care example we’ve got the number of man
25:43
minutes to mow the lawn so that’s mo
25:44
blown edge
25:45
and we’ve broken our drive time into
25:47
three different zones so we put the
25:48
minutes or hours in there
25:50
and we select the zone and then when we
25:52
pull up the estimate
25:53
in service autopilot it calculates the
25:55
price on site
25:56
and the drive time and it’s going to
25:58
give us a budgeted time for both and a
26:00
cost before profit all the consumers
26:01
going to see in the bottom line is lawn
26:03
mowing
26:03
but now we’ve taken the emotion out so
26:05
we’re putting in the raw data as we walk
26:07
around the property on our mobile phone
26:09
and when we pull up that estimate
26:10
that is the price and the ground rule
26:13
with people that come in to do a two day
26:14
deep dive with simple growth as a
26:16
certified advisor
26:17
or any of our consulting clients is that
26:19
price can never go down
26:20
it can go up so if you’re ever going to
26:22
let someone in your business
26:24
manipulate that price it’s going to go
26:25
up it never should go down so there may
26:28
be
26:28
a smaller gate or something that matrix
26:30
didn’t account for so you can go up
26:32
but you really don’t want to go down and
26:33
that’s how we’re going to preserve
26:35
and protect those bottom line margins to
26:37
hopefully 10
26:38
and above not the industry average so
26:40
the next thing is
26:42
great example shrub pruning so we’ve got
26:44
the number of man minutes
26:46
so how many minutes will it take to
26:47
prune those shrubs and clean it up
26:50
and get the debris on the truck and then
26:52
how many shrub pruning debris disposal
26:54
trips is it so maybe it’s a commercial
26:56
hoa job and you’re gonna be there a
26:58
whole week or two you got thousands of
26:59
bushes so
27:00
how many trips to the dump are you going
27:02
to actually get rid of this degree
27:03
or is it one but we’re covering that
27:05
time and the cost to dispose of it if
27:07
you’re paying to get rid of it
27:08
and we’ve got our drive time zones down
27:10
here so these are the things
27:12
that we can even go into that
27:14
guesstimating or time based system
27:16
and standardize and start to create
27:18
predictable non-emotional estimating
27:20
i don’t want to leave my home cleaning
27:21
friends out of this so we’ve got
27:23
same thing here in cleaning um if you’re
27:26
on
27:27
site you’re walking around the home
27:28
you’d have that mobile app or
27:30
if you’re going in and taking some
27:31
intake over the phone and there’s
27:32
certain questions you can ask based on
27:34
the zillow information and
27:36
getting the number of people pats and
27:37
living areas what you’re doing is really
27:39
you’re plugging in
27:40
for a top to bottom deluxe here the
27:42
number of hours you think it’s going to
27:43
take for one
27:44
cleaner the weekly hours the bi-weekly
27:47
the monthly and then the general clean
27:48
and the cool kind of thing here is
27:50
whether it’s lawn care home cleaning you
27:51
may have different hourly rates
27:54
for a weekly bi-weekly monthly if it’s a
27:56
general cleaning that general cleaning
27:57
price may be an extra five dollars per
27:59
cleaner higher
28:00
but now we’ve created a process you plug
28:02
the data in
28:03
we select the estimate template it loads
28:05
and the services are all there with the
28:07
price
28:08
budgeted time and net profit so now
28:09
we’ve taken that emotion
28:11
out of your guesstimating system and
28:14
hopefully we’re tracking the square
28:15
footage or the linear feet of the units
28:17
to going to be able to run those reports
28:19
so any questions on a high level cody
28:21
before we actually get into production
28:22
rate based estimating now that we’ve got
28:24
this data actually to
28:25
create a process on our own numbers on
28:28
on the emotions front my my only thought
28:31
is that
28:32
anything like a dollar here and there
28:34
doesn’t seem
28:35
like a big deal until you’re trying to
28:38
scale
28:39
this business and all of those uh
28:42
emotional dollars where you cut your bid
28:44
back a little bit
28:45
uh in an attempt to win some more
28:47
business all of that is going to come
28:48
back to haunt you the bigger your
28:50
business gets
28:52
yeah and i’m just pulling my phone here
28:53
just give you a rough number it’s very
28:54
interesting so
28:56
would you say if you owned a service
28:57
business that you could eliminate
28:59
six hours of waste i mean six minutes of
29:01
waste per hour
29:03
in your business over over a 10-hour day
29:06
yeah definitely so if you had a two-man
29:09
crew
29:10
times 10 hours
29:14
times four days a week so you’re working
29:16
four tens it’s eight hours of waste a
29:19
week that you’d be saving
29:21
and let’s just say your cost to operate
29:23
on average is about 36 bucks an hour
29:26
so it’s 288 expense you’re saving every
29:30
month
29:30
or every week i’m sorry let’s say you
29:32
got a 45 week season
29:34
it’s 12 960 of bottom line profit
29:38
for eliminating six minutes of waste now
29:40
multiply that by five or six crews
29:43
that and that’s just one little piece of
29:45
this so we want to start to take that
29:46
emotion out
29:47
and really streamline these estimates
29:49
because if you start pulling a couple of
29:50
those minutes out
29:52
shaving that price emotionally that can
29:54
have the same negative effect
29:55
but we start saving that time we can
29:57
really do that as well
29:59
so production rate based estimating is
30:01
really where we want to be um
30:03
and basically you are going to base it
30:06
on a production rate of pieces of
30:09
equipment and time to do this so we
30:11
first we want to go out and say okay
30:13
based on our time i can mow blow an edge
30:17
a thousand square feet in x amount of
30:20
time
30:20
and then we’d multiply that time times
30:22
our cost to operate our breakeven it
30:24
would give us our cost
30:25
we’d also have the budgeted time in
30:27
addition once you figure out these
30:29
production rates for each type of
30:30
service you have
30:31
we need to once again determine a dollar
30:33
per man hour charge
30:35
so is it 45 50 55 per hour per person
30:38
now the other thing too is if you’re
30:40
still in the field as the business owner
30:42
this is another big mistake in
30:43
in the early years i didn’t really
30:44
conceptualize this well i own the
30:46
business i don’t have to charge for
30:47
myself
30:48
you absolutely do um so as you’re
30:51
starting to look at this stuff make sure
30:52
you’re including
30:54
if you’re on the site even managing or
30:56
helping the guys and girls on the team
30:57
out for a half a day or a quarter day
30:59
and managing that
31:00
uh if you’re actually physically doing
31:01
the labor you need to be billing out for
31:03
that in an
31:04
hourly charge and once we created this
31:07
production rate based estimating system
31:08
on hopefully your numbers now after
31:10
we’ve gone through the time based
31:11
guestimating system
31:12
uh things we need to track are linear
31:14
feet square footage sizes small medium
31:17
and large
31:17
and number of items people pets living
31:19
areas whatever that is
31:20
in your specific industry
31:24
so once again i really like this on-site
31:27
estimate form idea but now we’re not
31:28
tracking minutes
31:29
hours and days we’re actually tracking a
31:32
variable and what that variable is going
31:34
to be
31:34
is long square footage in lawn care
31:37
length of
31:38
landscape bed the linear foot so before
31:41
edging the beds whether it’s a
31:42
production rate for shoveling
31:43
or a mechanical edge landscape bed
31:47
square footage right here so i’ve got
31:48
mulch at one two and three inches so
31:50
what we’ve done behind the scenes in
31:51
service autopilot says
31:52
well based on the bid or the estimate
31:55
what’s the depth
31:56
and i just plug in the square footage of
31:58
the bed
31:59
on the particular depth i want and
32:01
automatically does the calculation
32:03
um mulch bed square footage for weeding
32:06
so we got a production rate for reading
32:07
a bed that’s already been maintained
32:09
and then we have one that hasn’t been
32:10
maintained and then we’ve got how many
32:13
drive trips to the nursery or your shop
32:15
to load up the truck
32:16
based on that job so we’re including
32:18
that mobilization
32:20
so as we’re looking at this we want to
32:22
be able to standardize and delegate
32:24
as much as possible over the phone
32:26
through a product like smart maps or
32:27
maps pro depending on
32:29
version two or version three of service
32:30
autopilot we can go in and measure that
32:33
but sometimes you have to go out in the
32:34
field to do these things so you have
32:35
that mobile form and you’re walking
32:36
around you’re not scribbling on a piece
32:38
of paper and
32:38
hopefully it’s not raining and the inks
32:40
running off the side of the paper by the
32:41
time you get back to the office
32:42
you have no idea what you did but these
32:45
are some of the variables and then we’ve
32:46
got
32:46
the example for shrub trimming again
32:48
here and the shrub trimming example
32:51
goes in and literally has you count the
32:52
number of large medium small
32:54
shrubs so small shrubs are going to be
32:56
up to three feet medium they’re gonna be
32:58
between three to below six feet
33:00
and then a large is in between six and
33:01
ten feet and then in the bottom there
33:03
if you can see it is we said the number
33:05
of uh
33:06
hedgerows with a ladder and then without
33:09
a ladder and they’re based on 10 linear
33:11
feet so you can actually measure those
33:13
over the smart map or if you got one of
33:14
the handy wheels and you’re on site you
33:15
wheel it out
33:17
but the gentleman that ran my business
33:19
never cut a
33:20
lawn in his life never mo never mowed
33:22
never mulched a bed he was a commercial
33:24
fertilizing
33:25
uh technician uh really good at this
33:28
crap there but i said how do i take a
33:30
guy
33:30
that has never done any of these things
33:32
and have him accurately estimate
33:34
a job that i had 25 years experience in
33:37
with no emotion so we had to find
33:39
variables or custom fields that’s what
33:41
we put them into
33:42
to track this and this is how we did it
33:44
believe it or not uh this gentleman
33:45
literally was within a dollar or two of
33:47
my estimating
33:48
uh with 25 years experience after a week
33:50
or two of using this system
33:52
so that’s how we went from 100 hours a
33:54
week to three to five to
33:56
an absentee owner because this at least
33:58
in my opinion in my business was
34:00
this was the scariest part to give away
34:01
because either the person’s going to be
34:03
way too high we’re not going to get any
34:04
work they’re going to be way too low we
34:06
have so much work we don’t know what to
34:07
do with and we’re losing money
34:09
um how do we get them right in the
34:11
middle so we’re getting the jobs we’re
34:13
most profitable and we’ve got
34:15
accountability uh
34:16
this was the process that we used in my
34:18
business and
34:19
a lot of other businesses are using it’s
34:21
very very helpful to take the emotion
34:23
out
34:23
um and get accurate delegatable
34:25
estimates in the cleaning industry
34:27
the way you’re gonna be looking at this
34:28
here potentially is you’ve got your home
34:29
square footage that’s the cleaning area
34:32
you’ve got the number of bass number of
34:33
bedrooms number of stories of the home
34:36
number of living areas what kind of
34:38
flooring is it is it wood tile
34:40
carpet that’s going to pull into a
34:41
production rate because if it’s all
34:42
hardwood floors and using a product like
34:44
bona
34:45
you’re going to probably get through
34:46
that a little bit quicker than if you
34:47
actually have to go out and vacuum all
34:49
those floors is it low pi is it high
34:51
pile
34:51
what is like what does that look like
34:53
because you’re going to have a different
34:54
production rate based on the different
34:56
flooring
34:57
number of pets and people what is that
34:58
dirt factor debbie sardone calls it the
35:01
dirt code
35:02
um more people more pets the more filth
35:05
is gonna be in that house the longer
35:06
it’s gonna be taking
35:07
um so these are the things that we in my
35:09
opinion should be looking at
35:11
to create the foundational parts of
35:14
the second part of this talk how do we
35:15
take that data and actually track it
35:18
bring accountability with quality and
35:19
then raise our prices based on it
35:23
so as we go into here the main thing is
35:26
building out your services
35:28
and having a trackable way of doing it i
35:30
like to call this the blueprint it’s a
35:31
simple growth blueprint
35:32
and cody i know we’ve talked about this
35:34
before but you don’t build a house
35:35
without a blueprint you don’t put doors
35:36
and windows
35:37
in random places and expect the house to
35:39
work well you really
35:41
don’t want to create a pricing matrix
35:43
the
35:44
the thing that’s going to calculate your
35:46
prices without a blueprint
35:48
and this is why we take it outside of
35:49
the software before we put it in the
35:51
software
35:52
and what you’ll see here is in the lawn
35:53
mowing and i’m also going to show a
35:55
cleaning example is
35:56
what we ask for is what is your base
35:58
price the lowest price that you would be
36:00
willing to show up so it’s 45 bucks for
36:01
lawn mowing
36:02
that will cover in this this fictitious
36:04
example it’ll cover 50
36:06
or 5 000 square feet to mow blow an edge
36:09
next question is how long is that going
36:10
to take one person and that’s the key
36:12
once again
36:13
we don’t care if you have a two-person
36:14
three-person crew we base it on one
36:16
person and then we’ll figure it out on
36:18
how many people show up that day
36:20
but we’ve got point three three we got
36:21
20 minutes to mow blow an edge
36:23
so what we’re going to do is take your
36:25
numbers so if you’re using an industry
36:27
professional such as jason cupp
36:29
a gentleman like that is going to be
36:30
able to go and build a budget for you
36:32
and say this is what you need to charge
36:33
per hour
36:34
and this is what it’s costing per hour
36:36
before you make a net
36:37
profit and those are the non-emotional
36:39
numbers we need to plug into this sheet
36:41
and now some areas an essay that i’ll
36:43
i’ll hit on in the next screen to show
36:44
you how we actually plug this in
36:46
but the idea is the sheet is checking
36:48
your profit and profit percentage
36:50
and then we’re saying if it’s more than
36:52
5 000 every thousand square feet
36:54
over our base price is an additional two
36:57
dollars and seventy five cents
36:59
point oh five hours and a cost of a
37:01
dollar eighty before
37:02
profit so now we’ve taken what it should
37:05
look like we’ve tested the math
37:07
and now on the next screen i’m going to
37:09
show you how we take
37:10
the top five lines here and they line up
37:12
perfectly to the matrix and sa
37:14
and the bottom five points line up
37:15
identically so this is your blueprint
37:17
to replicate it inside service autopilot
37:19
and then let’s just say going into next
37:21
year cody
37:22
your price has changed and you maybe go
37:24
to jason cupps financial roundtable and
37:26
jason says you know what cody
37:27
you can’t charge 55 anymore you got to
37:30
charge 60
37:31
and it’s costing you 38 an hour now to
37:33
operate before profit
37:35
so when you update those cells obviously
37:37
this is a static slide
37:38
everything updates in this blueprint and
37:40
then you just have yourself an admin go
37:42
in
37:42
and simply copy those five lines write
37:44
an essay so now you have a blueprint
37:46
and then you have a record of what you
37:48
did 12 months before so now you got
37:51
you know because 12 months goes on you
37:53
don’t remember what you did
37:54
so now we’ve got a blueprint so
37:56
hopefully that makes sense and then the
37:58
cleaning as well
37:59
very similar uh we’re going to go and
38:01
say what’s your base price for a say
38:02
weekly cleaning well i’m not going to
38:04
stop for less than 145 bucks
38:07
and that’s going to cover up to 1200
38:10
square feet
38:11
we’re going to give it 2.9 hours and if
38:14
this cell was filled in here we tell you
38:16
how much it cost per hour break even
38:17
based
38:18
on that expense of 35. then we’re saying
38:20
every 500 over the base price of 1200
38:23
is gonna be an additional 48.97 hours
38:26
in a cost of 33.83 so
38:30
that is the cost before profit and we
38:33
extract this number from this number and
38:34
that’s what that
38:35
net profit would be so those are the
38:38
things we want to look at but once you
38:40
got this blueprint
38:41
now it demystifies going into a product
38:44
like service autopilot
38:45
it simplifies it so you’re going to go
38:47
in and you’re going to create your
38:48
calculation
38:49
and 99.9 of the time it’s always going
38:52
to be your option of quantity rate times
38:53
visits
38:54
and we’re going to base it on a custom
38:56
field so those are your job variables so
38:57
now we’ve
38:58
evolved from our time based or
39:00
guesstimating system
39:02
and we’re basing it on turf square
39:04
footage
39:05
now if you’re in the guesstimating phase
39:08
your custom field could be
39:09
number of man minutes to mow number of
39:11
man hours to clean
39:13
number of days of hardscaping so that
39:15
also works
39:16
most people don’t realize you can base
39:18
that custom field here
39:20
on a time variable as well and then when
39:21
you have the data
39:23
we’re going to evolve into something
39:25
like square footage of lawn or home
39:27
but right here you can kind of see it is
39:29
a screenshot from the previous screen
39:32
those five cells right there are
39:35
automatically lining up right now and
39:37
you just plug them in
39:39
so there’s no guesswork we’re
39:40
demystifying service autopilot and
39:42
making it a plug and play system
39:44
and now every thousand square feet over
39:46
the 5 000 if you click back to that
39:48
screen believe it or not it’s these five
39:50
cells
39:51
very very simple it looks confusing if
39:54
you got in here and you didn’t know what
39:55
it was but if you can blueprint it
39:56
and then implement it those are the keys
39:59
to success and these are the
40:00
foundational parts cody
40:02
that led to financial success in my
40:04
business and hundreds of businesses
40:05
we’ve worked with as a certified advisor
40:07
we want to simplify it we want to check
40:10
the numbers and have that blueprint that
40:12
we can update every year
40:13
and raise our prices accordingly now
40:17
now that you’ve got all this cody the
40:18
next thing is we got to go out and get
40:20
the work done
40:22
so as we’re going to get the work done
40:24
how do we track our daily wins and
40:26
losses
40:26
and how do we actually go out and get
40:30
our team to see what’s going on so
40:35
this is how we did it and this was the
40:36
manual version and at the end i’ve got a
40:38
really really cool thing to show you
40:40
we’ve cracked the code on automating
40:43
this whole entire report and another one
40:45
i’m going to show you in the service
40:46
autopilot report center
40:47
with no emotion um so this is this is
40:50
really cool i’m going to get excited
40:52
here probably but the idea here is that
40:55
off your closeout day screen uh you
40:58
should have a budgeted time so if you
40:59
set a budget of time for every job you’d
41:01
enter
41:01
into the sheet here and we’d put a start
41:04
and stop time
41:05
and we’d have total hours lunch and how
41:06
many people are on the crew and it’s
41:08
going to give you a percent of budgeted
41:10
time so being
41:11
live here i’m going to probably risk
41:13
this and see what happens i’m going to
41:14
click on this link here to see if i can
41:15
pull up the large view of this and
41:16
all right we’re good so if i disappear
41:18
from the show cody uh
41:20
as we have the last few weeks or our
41:21
other guests uh old site i’ll be back
41:24
but what we’re looking at here is and
41:27
let me see if i can bump this up a
41:28
little bit so folks can see this
41:30
oh you’ve got something interesting
41:33
going on here so you’d plug this in
41:34
from 7 to 5 p.m they worked a 10 hour
41:37
day
41:38
and a half hour for lunch you
41:39
potentially have the crew members names
41:41
in here
41:41
and how many guys are girls around the
41:42
crew too so what this is saying is
41:45
this is your from clock into clock out
41:47
from the shop
41:49
now i’ve got my budgeted time this is
41:50
coming out of your closeout day screen
41:52
in service autopilot
41:53
so those are all your budgeted time so
41:55
this crew has been given 18 hours to get
41:57
the job done
42:00
if you took 18 and divided by two that’s
42:02
how many total hours you got nine hours
42:03
for the day
42:05
um so we’ve got gross hours of 20 we
42:07
have an hour of lunch for two folks
42:09
and we’ve worked 19 hours so you’re
42:12
that’s your payroll hours you’re going
42:13
to pay them 19 hours of payroll
42:16
problem cody here is we’ve only given
42:17
them 18. so we’re one hour over budget
42:22
now how do we translate this to our team
42:24
well
42:26
it’s actually it’s a pretty simple
42:27
process so
42:30
if you can see this here this 94
42:33
that’s the number and on the next slide
42:35
i’ll show you how we did it but we’re
42:36
going to actually
42:37
post this in our shop on the dry erase
42:39
board or the tv or whatever that is
42:42
um but when we first did it we would put
42:44
uh
42:45
the budget the actual physical hours for
42:47
the crew and it created animosity
42:49
because some crews inevitably would get
42:50
more hours and some would get less
42:52
depending on how hot or cold it was or
42:53
where we’re at the season you couldn’t
42:55
win
42:55
like oh you gave us too many hours they
42:57
only had to work 40 hours we had to work
42:58
50 hours day in the holiday week
43:00
whatever it is you don’t want to put the
43:02
hour so what i’m recommending is we make
43:04
it a percentage here
43:05
apple’s apples so if it’s one hour or
43:07
100 hours it’s it’s
43:08
it’s a percentage it’s non-emotional so
43:11
as we built the math behind this coding
43:14
i said how can we simplify this for our
43:16
team to understand
43:18
and just literally make it drop dead i
43:20
don’t want to see stupid
43:21
but easy to understand and what we did
43:23
is
43:25
if you were over budget so that’s not
43:27
good like you took an hour longer than
43:29
it should have
43:30
you didn’t do your job so you only gave
43:32
94
43:34
and there’s a quality constraint a plus
43:36
and minuses behind this i’ll show you
43:38
what that looks like on the next screen
43:39
because we can’t only do production but
43:41
we need to have quality with it as well
43:43
but let’s say we we changed this up and
43:45
it was actually 19
43:47
um hours 19. so when the sheet updates
43:50
here
43:51
it’s gonna actually come out to a
43:52
hundred percent so cody i can say hey
43:54
you did your job today you
43:55
hit your time dead nuts you gave a
43:57
hundred percent
43:59
perfect and we got a quality constraint
44:01
you gave 100 what if i said you know
44:02
what cody i’m going to give you 20 hours
44:04
and you did it in 19 so you’re one hour
44:05
under budget well you gave 105
44:08
today you kicked butt and you had a
44:10
quality constraint so now you can see
44:12
um not that our employees aren’t smart
44:15
they definitely are
44:15
but these aren’t things they’re probably
44:17
used to looking at so if we can break it
44:18
down of giving 100
44:20
with a quality constraint it’s going to
44:21
be significantly easier for them to
44:23
understand that
44:26
so as we go in then
44:33
this is a sheet that we used or a
44:34
replication of the sheet that we used on
44:36
the dry erase board of callaghans
44:37
but as you can see we’ve got all of our
44:39
crews listed here fictitiously
44:41
and we’ve got a percentage budget so
44:43
that’s that
44:44
percentage that we had we have a quality
44:46
score what we did is we had the manager
44:48
go out to a sampling
44:49
internally of every every day of each
44:52
crew and they would give a
44:54
plus or minus one and if there was like
44:55
damage like a window busted or something
44:57
purposely
44:58
that may have a larger negative value
44:59
but the idea is a complement
45:02
is a one negative is you know under
45:05
under under quality so we had internal
45:07
qc and then we had external qc
45:09
so basically that was our clients
45:11
writing in and giving compliments or
45:13
complaints via the phone so we had
45:15
internal qc and external qc for clients
45:17
and what we did just here on crew one
45:19
is we had a percentage for the week so
45:21
their overall budget percentage was 93
45:24
so they’re about
45:25
seven percent over budget and we had a
45:27
quality score of six
45:29
so we would track each day and then the
45:31
following monday
45:32
we’d have a little huddle and we’d go
45:34
through each crew and then the winner
45:36
based on percent of budget quality a
45:38
combination of both
45:40
would get a gift card to say the movies
45:42
or going out to dinner whatever that was
45:44
we tried to stick away from these gift
45:46
cards being to go out for like a gas
45:48
card or groceries because we actually
45:49
wanted to spend the time with the
45:50
friends or family
45:51
uh enjoying that for that recognition
45:54
and then we’d have our crew
45:55
averages right here as well so we know
45:57
as a company as a whole did we win or
45:59
lose
46:00
this day so that’s what’s going in there
46:02
now the final part of this
46:04
as we bring it across the finish line
46:05
because we’re getting to the top of the
46:06
hour here
46:07
is raising prices so
46:10
what our kpi sheet here did is it
46:13
tracked the daily wins and losses so if
46:14
you want to cross a sheet it would have
46:16
all the crews so we could see each day
46:19
and then each week did we win or lose
46:23
but now we gotta figure out we gotta
46:25
we’re gonna raise the prices so how are
46:27
you gonna do it cody are you gonna raise
46:28
it by a percentage or a dollar amount
46:29
across the board
46:31
probably charge everybody five dollars
46:33
more
46:34
probably not the way we want to do it
46:36
yeah
46:38
so what we did here is on the second
46:41
page of that
46:42
sheet we had
46:46
a job costing report and what happens
46:49
here is we pulled this extracted this
46:50
right out of service autopilots um
46:53
pre-built canned reports it looks like a
46:55
little toaster oven in the report center
46:56
on the left-hand side but you pull this
46:58
job cost report on
46:59
so this is just a data sampling of two
47:01
lawn mowing but you would have
47:02
in july 15 you’d probably have 15 16
47:05
cuts depending on the part of the season
47:07
and then
47:07
november december you’d have 30 to maybe
47:09
35 cuts so you got a statistical mean
47:11
but what
47:12
it is we’re charging 54 bucks and 28
47:14
cents a cut
47:15
our average revenue per man hour here is
47:18
54 28
47:19
60 31 so this is actually from the
47:22
mobile phone right here cody clocking in
47:24
and out in sa
47:25
what it’s forcing the office to do
47:27
though when they fill
47:28
those daily things out is they have to
47:31
have good data in there to be able to
47:32
report that out so we’re
47:33
checking our stats and data each and
47:35
every day but on average right now we’re
47:37
averaging 57
47:39
and 30 cents per man hour on site
47:43
now obviously this was pulled out of a
47:44
test account but if we had the
47:46
information
47:47
under payroll job costing on the
47:49
employees loaded in here we’d have a
47:50
labor costing
47:52
and if they use the mobile once again
47:53
highly recommend using it
47:55
clocking in and out of the drive time
47:56
we’d have a drive time cost effect as
47:58
well
47:59
so all the date is here now and then the
48:01
final part that i want to show you here
48:03
is cody’s
48:04
if we were making 57.30
48:07
and our goal right here was 50 we’re
48:09
five dollars and 30 cents
48:11
higher than what our goal is so what the
48:12
sheet saying is you know what mike
48:14
you charge 54.28 your numo price is
48:16
54.28
48:18
you don’t have to raise the price we’re
48:20
making four dollars more than we needed
48:22
but let’s say we went in and our goal
48:24
was 60.
48:26
the sheet now not emotionally says we
48:28
need to charge 2.56
48:30
more per visit on average
48:34
to hit that goal of 60 dollars so if
48:36
your goal is 60 bucks an hour and i’ve
48:38
got one in
48:38
here and i’m making 100 an hour cody i
48:41
don’t want to touch that one
48:42
that is that’s gold but in essence when
48:45
you raise that percentage or across the
48:47
board you’re taking those massive
48:48
profitable clients
48:49
and you’re forcing them to shop you so
48:52
this is the way to go and what we did at
48:53
callahan’s is literally i would go in
48:55
cody
48:56
believe it or not this old mrs smith
48:58
i’ve been cutting since high school i
48:59
don’t want to raise her price i feel bad
49:02
i’d highlight it in black and that would
49:05
drag the formula down and send it to my
49:07
admin and then she’d raise the prices
49:08
when they were out the door then i’d
49:09
have to see
49:10
whose prices went up but that’s that’s
49:11
the non-emotional part
49:13
um so as we close this up this is
49:16
pretty much the um the groundbreaking
49:19
part i like to call it
49:20
version two of kpi and accountability
49:24
automated daily and weekly reports and
49:26
service autopilots report center
49:28
so this is the version of the daily
49:31
verse
49:32
actual thing so remember we said you
49:34
were 125
49:36
or you’re 100 or maybe 85 this crew beat
49:39
their budgeted time they’re all
49:41
125 percent when i put a sum total on it
49:44
these two here would equal 100
49:45
they hit their budget time they’re below
49:47
and over budget would be below again
49:49
but we built this out inside service
49:50
autopilot’s report center
49:52
but that wasn’t enough because the
49:53
biggest thing
49:55
is we knew we could do this beforehand
49:57
but the problem was
49:59
when people get automated reports they
50:01
don’t check the data
50:03
and scott howard had trained over an sa
50:05
with joe conversations we’ve had is
50:08
these reports are powerful but these
50:09
reports are only as good as the data you
50:11
put in them
50:12
so i thought if we were going to build
50:14
this for people in the assay ecosystem
50:16
and utilize it
50:17
it had to make sure there was good data
50:19
so what we’ve done and it took a while
50:21
to figure it out
50:22
we have data checking so we check your
50:25
clock time in and out so if the crew did
50:27
the job and clocked in and out under a
50:29
minute
50:30
you’d have a red button here check your
50:31
data check the billable hours so if
50:34
you’re billing by the hour it’s an
50:35
hourly job
50:36
check the data budgeted hours you don’t
50:38
have budgeted hours
50:40
check the data job amount i can’t tell
50:42
you how many accounts i’ve gone into as
50:43
a certified advisor
50:44
that people have been mowing a lawn for
50:46
free for three four weeks
50:48
there’s no price on there so these cells
50:51
here the way we built it turn red
50:53
if you do not have good data at face
50:56
level
50:57
so now outside of the normal parameters
50:59
yup and now
51:00
we’ve got good data to go run our
51:02
production reports in three to six
51:03
months to go from your guesstimating
51:05
system
51:05
to your production rate based estimating
51:07
system these are the numbers that you
51:08
can use
51:09
uh in your business to to show public
51:11
accountability
51:12
and the final thing i got to show you is
51:14
this is what was really interesting cody
51:17
automated job costs and reports just
51:18
let’s say you’ve got several thousand
51:20
clients who wants to go
51:23
through this this a sheet like this and
51:25
physically
51:26
you know look at this and then drag this
51:30
cell down and run this formula
51:32
and make sure if there was if it was bad
51:34
date he had to go back and fix it
51:36
um and hopefully you caught it all what
51:38
this sheet does as you can see
51:39
check your actual hours check your
51:41
revenue
51:43
and the example up here you probably
51:44
can’t see it on screen on this
51:46
fictitious data set we need to raise our
51:48
price
51:49
five dollars and four cents on average a
51:51
cut to hit our hourly goal of 55 bucks
51:54
and if our average goal of 55 bucks here
51:57
we’re making we don’t have to raise it
52:00
at all
52:01
um i had some fun we had to raise it by
52:02
1200 but that would be an interesting
52:04
report right there cody
52:05
if you’re doing a design build and it’s
52:07
a one-time job
52:08
so what should have i charged now that i
52:11
know i’ve like
52:12
gotten destroyed on this job um but this
52:14
other one for 1290. that wasn’t really
52:17
unusual in our business callahan when we
52:19
first ran this report the first year or
52:20
so
52:21
until we figured it out we had people
52:22
were raising their prices 12 to 15 bucks
52:24
a cut
52:25
believe it or not most of them didn’t
52:27
leave because they knew they were
52:28
getting a smoking deal
52:29
yeah imagine if i had raised it 12 bucks
52:31
across the board and my hundred dollar
52:32
an hour counts
52:33
i would have left yeah so
52:37
this is the key to success in my in my
52:38
business and a lot of people using
52:40
service autopilot
52:41
uh if you want to learn more about pro
52:43
plus reporting on service autopilot
52:46
feel free to reach out to me as a
52:47
service certified advisor there’s
52:48
several other certified advisors
52:50
or give service autopilot a call but the
52:52
thing that you really want to look at is
52:53
if
52:54
you haven’t evolved into the reporting
52:56
the pro plus has that reporting
52:58
and the key thing is you can automate
53:00
those reports on a daily and weekly
53:02
basis
53:02
and you can automate those reports to go
53:04
to you whoever needs to be there
53:06
twice a year three times a year whatever
53:07
that is to raise your prices so it’s not
53:09
only enough to have it
53:11
but the automations on pro plus allows
53:14
you
53:14
to be empowered and make sure what
53:16
should happen happens when it should
53:17
happen
53:17
without having to remember because let’s
53:19
face it in the middle of july it’s crazy
53:20
we’re not thinking about going an audit
53:22
in our prices and possibly raising our
53:24
prices at the best time of the year
53:25
because
53:26
most service businesses aren’t returning
53:27
phone calls or doing estimates they’re
53:28
too busy
53:29
so why not raise your prices on just the
53:31
losers just like jack welch raised the
53:33
prices on
53:34
the bottom 10 percent we can
53:36
systematically go and elevate ourselves
53:37
from that five or 19 percent of cleaning
53:40
up to double digit profit margins and be
53:42
the leader in our industry so
53:44
cody that’s all i got i know we went a
53:45
little over time but i thought it was
53:46
important to
53:47
uh kind of just lift the hood of what
53:49
you can do in your business
53:50
foundationally from
53:51
guesstimating to production rate
53:52
estimating how to report get buying
53:55
quality and then let the power of
53:57
service autopilot automate it
53:58
and make those non-emotional changes for
54:00
you that’s awesome
54:03
awesome all right well i know we’re at
54:05
the top of the hour so until next week
54:07
essay weekly talk show
54:09
uh with hopefully special guest martha
54:11
woodward
54:12
coming out um and we will see you again
54:15
next week cody appreciate it coming out
54:17
1 p.m eastern 12 p.m central essay
54:20
weekly talk show episode
54:21
54 check it out on all your podcast
54:24
outlets as well
54:24
i should be up live probably by the end
54:26
of the day awesome
54:32
if you like this show you might want to
54:34
check out our resources at www.start
54:39
while you’re there enter to win an
54:41
estimator chat bot
54:43
mike callahan is available for private
54:45
coaching

SimpleGrowth’s Production & Profitability Training

Video Transcript

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

Callahan’s Corner – How To Up Sell Your Services & Double Your Revenue Per Client

Video Transcript

00:00
mike Callahan here with callahan’s corner
00:01
where you ask questions and we answer
00:03
them live right here on facebook so
00:04
one of the questions that was submitted
00:06
this week was how do i go out
00:08
and raise my client value or my annual
00:11
revenue
00:12
uh with a very low if budget or very
00:16
almost no budget
00:17
left in my marketing spend so one of the
00:19
ways that we’ve seen this in my company
00:21
as well as a lot of people we work with
00:22
the simple growth is
00:24
uh to create an upsell process so
00:27
it’s not uncommon when people actually
00:29
use a systematic upsell process whether
00:31
manual or
00:32
automated um that they traditionally
00:35
will either double or even
00:36
triple um their actual client
00:40
value each year and then obviously the
00:41
client lifetime value so i’m going to
00:42
give some examples for
00:44
home lawn care and home cleaning um the
00:46
home cleaning example
00:48
is pretty ridiculous how to 10x you’re
00:50
actually upsell
00:51
value as well but the basic example i
00:53
want to look at here is
00:55
let’s say in the spring or throughout
00:57
the beginning of the season on lawn care
00:58
we have a clean up
01:00
so a springtime landscape cleanup it’s
01:02
worth about 500
01:04
so at that point before the lawn mowing
01:07
season starts we should have a
01:08
systematic upsell for all your leads and
01:11
clients
01:12
and past clients in there and what we’re
01:14
going to do is go out about a month to a
01:15
month and a half before the season
01:16
starts and go out and systematically go
01:19
through about three to five
01:20
communications via automated email
01:22
automated text and potentially phone
01:25
calls or ringless voicemail bombs where
01:27
it hits their cell phone on file looks
01:29
like a missed call and leaves a
01:30
pre-recorded message that’s personal
01:32
it doesn’t sound like a robocall so hey
01:34
it’s mike from simp growth
01:35
uh so sorry i missed you wanted to leave
01:38
you this voicemail regarding our
01:40
opportunity to get your free estimate
01:41
regarding lawn mowing um if you have any
01:43
questions you’d like that estimate
01:44
please give us a call back at this
01:45
number
01:47
and then that starts the communication
01:48
process but if you had a one-time spring
01:50
service and you went out and had a
01:52
systematic upsell
01:53
for your lawn mowing services say in a
01:55
very basic 30-week season
01:57
average across the united states and
01:58
it’s a 45 cut
02:00
what you’ve done is you picked up an
02:02
extra 13 to 1400 dollars in revenue off
02:05
that 500
02:06
cut so you basically more than double
02:09
that client lifetime revenue now
02:11
what i’m going to recommend is you go in
02:12
and create four to five upsells
02:14
throughout the season
02:15
so it’s across the whole entire season
02:17
and it addresses the pain point
02:18
in that business like i said about a
02:20
month a month and a half before the
02:22
season ramps up so now that we’ve got
02:23
the cleanup
02:24
we’ve got a 30-week lawn mowing contract
02:26
and now the automation or
02:28
manual process would sweep through and
02:29
say hey who in our system
02:31
has a service with us but doesn’t have
02:34
fertilization and weed control so what
02:35
we would go in then
02:36
is go out the same thing over four to
02:38
five different touches and try to
02:40
get them to request an estimate so let’s
02:42
say it’s a very very
02:44
uh conservative fertilization we control
02:46
package 75
02:48
an application five rounds what you’ve
02:50
done in essence there
02:51
is gone out and up sold another 375
02:54
dollars
02:56
now built upon that fertilization i
02:57
would recommend a secondary upsell
02:59
depending where you’re at
03:00
uh in the united states of canada so
03:02
whether it’s grub control or flea ant
03:03
and tick
03:04
army worms whatever that is now that
03:07
you’re already at the property start
03:09
looking at additional services you can
03:11
do while you’re already there
03:12
so a big one in our company in the
03:14
upstate new york area was
03:15
we could actually do a grub application
03:17
along with
03:18
the third or fourth round of the
03:20
fertilization it was the same exact step
03:22
um and it was just a separate product
03:24
that literally had both of the products
03:26
in there for the grub control and the
03:27
fert weed
03:28
and it was all done in one pass it was
03:30
almost like a double billing uh
03:32
only doing it once at that point we’re
03:34
contributing compounding and compounding
03:35
that revenue so
03:37
what we really want to do is go in and
03:38
look at the services we have
03:41
and pick up the five core services and
03:43
go out systematically throughout the
03:45
season and upsell them
03:46
i highly recommend automating them when
03:48
we do this we traditionally will see
03:50
60 to 80 phone calls usually in the
03:52
first day offer estimate requests so it
03:54
is something that
03:55
does drive an immediate return for
03:57
investment and if you have the ability
03:59
of the manpower
04:00
bandwidth to actually get those
04:01
estimates out quickly that can really
04:03
drive a huge profit and revenue for you
04:07
um so you may have a company that’s
04:08
doing about a half million to maybe six
04:10
hundred thousand
04:11
and you’re really wanting to break that
04:12
million dollar mark this is probably the
04:14
easiest
04:15
and cheapest way of going out and
04:17
compounding that revenue and doubling
04:19
that revenue
04:20
for straight bottom line profits so i
04:22
highly recommend an upsell process
04:24
now anybody that’s watching in the home
04:25
cleaning industry very similar to lawn
04:28
care what we see a lot of times is we’ll
04:30
do a first time deep cleaner top to
04:32
bottom deluxe clean
04:33
that’s the initial clean um and then
04:36
what we would do is if they haven’t
04:37
signed up for a reoccurring cleaning the
04:39
weekly or bi-weekly cleaning or every
04:40
three or four weeks
04:42
the automation or manual process would
04:44
kick in over three to five
04:45
communications to get them to request an
04:48
estimate and sign
04:49
up for the reoccurring cleaning
04:52
so obviously that’s a pretty uh pretty
04:54
interesting play so let’s say we have
04:55
our top to bottom deluxe or
04:57
our deep clean 385 to maybe 400 that
05:00
initial cleaning
05:01
then what we would do is go in and
05:03
upsell let’s say a bi-weekly cleaning
05:05
at uh probably
05:08
about 170 to 180 a clean bi-weekly
05:11
so what you’ve done is gone in and now
05:13
that bi-weekly clean
05:14
from the 385 to 400 one time has
05:16
systematically driven
05:18
the annual reoccurring revenue to that
05:20
bi-weekly cleaning to four thousand
05:22
dollars a year
05:23
so it’s something that we highly
05:25
recommend and even if you have a
05:26
reoccurring cleaning
05:28
um or in lawn care reoccurring landscape
05:31
maintenance we want to go out in the
05:33
fall time or right before the holidays
05:34
and try to upsell an additional cleaning
05:37
in the home cleaning is a deep clean and
05:39
in lawn care be the fall cleanup so the
05:41
idea here is take a look at your core
05:43
four to five services
05:44
and create a process where you can do
05:46
estimates literally over the phone
05:48
via satellite on google earth and go out
05:51
systematically about a month to a month
05:53
and a half before that pain point hits
05:55
and systematically upsell um and that’s
05:57
one way to quickly elevate your business
05:59
almost double its size within the first
06:01
12 to 18 months so
06:03
if you’re kind of sitting at that half a
06:04
million to three quarters of a million
06:05
mark and you’re having a really
06:07
hard time breaking that million dollar
06:09
um threshold this is one
06:11
easy and quick way to go out and break
06:13
that threshold
06:14
uh without adding a lot of extra expense
06:16
to your marketing machine so
06:18
comments questions drop below the
06:19
question i want to know is how can i go
06:21
out
06:21
and scale this business if i don’t have
06:23
a whole lot of marketing
06:24
um money to drive it at this point in
06:27
the season
06:28
and there’s still a lot of time in the
06:29
season so if you’re watching this video
06:31
live
06:31
uh you’re gonna be hanging out right now
06:33
in the middle of july you still have the
06:35
mid-seas the mid-summer upsells
06:37
as well as your fall and winter upsell
06:39
so a lot of time to
06:41
drive and double that value and revenue
06:43
that people are
06:44
looking to get their businesses and the
06:46
way i recommended doing is
06:47
four to five seasonal upsells and if you
06:49
can find a couple upsells that
06:51
will also be done the same time you’re
06:53
already there servicing the property
06:54
such as adding on top of fertilization
06:56
we control for perimeter pest
06:58
uh grub control flea and tick
07:02
mosquito control those are huge huge
07:04
profit margins and you can do them while
07:06
you’re already there with the same
07:07
equipment pretty much
07:08
um and the same people that are probably
07:10
licensed to those jobs so hopefully it
07:12
was helpful
07:12
callahan’s corner you ask questions we
07:14
answer live here on facebook drop your
07:16
questions or comments and questions
07:17
below and i’m happy to answer them i
07:19
will see you again
07:21
tomorrow

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