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Callahan’s Corner: Hourly Pricing w/ a Minimum on Estimates & Invoicing

Video Transcript

00:02
Welcome back to Callahan’s
00:03
Welcome back to Callahan’s corner, where you ask the
00:05
corner, where you ask the questions we answer them live
00:06
questions we answer them live right here on Facebook so just
00:07
right here on Facebook so just a few minutes ago on Facebook.
00:09
a few minutes ago on Facebook. I’m gonna grab my phone here um
00:11
I’m gonna grab my phone here um gentleman asked a question uh
00:14
gentleman asked a question uh particularly to service
00:15
particularly to service Autopilot, but this could be
00:16
Autopilot, but this could be applicable to any service
00:17
applicable to any service business, but we’re gonna
00:19
business, but we’re gonna actually go in and do a um a
00:23
actually go in and do a um a set of a service here so
00:24
set of a service here so scenario he has an hourly
00:25
scenario he has an hourly service with a $75 minimum up
00:28
service with a $75 minimum up to 1 hour and then um he
00:31
to 1 hour and then um he basically pay. It charges $30
00:34
basically pay. It charges $30 per half hour there after uh he
00:36
per half hour there after uh he can get the matrix sword for
00:38
can get the matrix sword for the estimates, but not not the
00:40
the estimates, but not not the it defaults to $75 minimum um
00:44
it defaults to $75 minimum um also do not have a custom field
00:46
also do not have a custom field with this service so the way
00:47
with this service so the way we’re gonna tackle this is I’m
00:48
we’re gonna tackle this is I’m gonna open up my screen and uh
00:50
gonna open up my screen and uh kinda demystify the system
00:53
kinda demystify the system here. So I’m gonna share my
00:55
here. So I’m gonna share my screen here and narrow this
00:56
screen here and narrow this down here and go in. I’m gonna
00:58
down here and go in. I’m gonna go in and add a service now.
01:02
go in and add a service now. I’m gonna put this in as our
01:04
I’m gonna put this in as our test hourly service. And when
01:10
test hourly service. And when we’re building out of service
01:11
we’re building out of service in service Autopilot, we need a
01:13
in service Autopilot, we need a coach. I’m just gonna copy
01:14
coach. I’m just gonna copy paste this for speed. We’re
01:16
paste this for speed. We’re gonna need an invoice
01:17
gonna need an invoice description We’re gonna need an
01:20
description We’re gonna need an account. And I’ll just put this
01:22
account. And I’ll just put this as maintenance service and if
01:23
as maintenance service and if you’re using QuickBooks, you
01:24
you’re using QuickBooks, you utilize classes, you are gonna
01:25
utilize classes, you are gonna be required to put a class in
01:27
be required to put a class in here now The service mode is
01:30
here now The service mode is probably where this gentleman
01:32
probably where this gentleman got hung up or uh the default
01:35
got hung up or uh the default rate and budget at hours. so
01:36
rate and budget at hours. so we’re gonna go in instead of
01:37
we’re gonna go in instead of flat rate or per unit. we’re
01:39
flat rate or per unit. we’re actually going hourly at this
01:41
actually going hourly at this point, you’ll see when I click
01:43
point, you’ll see when I click back to per unit where we
01:45
back to per unit where we traditionally do that has
01:47
traditionally do that has changed up here in the upper
01:48
changed up here in the upper right hand corner. So you’ll
01:48
right hand corner. So you’ll see a lot of times the service
01:49
see a lot of times the service autopilot that when you do this
01:51
autopilot that when you do this the as you clicker hit
01:53
the as you clicker hit something it expands into
01:55
something it expands into significantly more options. So
01:57
significantly more options. So in this gentleman’s uh example
02:00
in this gentleman’s uh example here um I don’t have it open on
02:02
here um I don’t have it open on my phone, but we’ll uh let me
02:04
my phone, but we’ll uh let me just grab this here so his
02:05
just grab this here so his minimum is seventy-five. $75
02:08
minimum is seventy-five. $75 and his default rate there
02:10
and his default rate there after is $60 per hour cuz he’s
02:12
after is $60 per hour cuz he’s he was charging $30 per half
02:14
he was charging $30 per half hour there after so, my default
02:17
hour there after so, my default rate is gonna be sixty. $60 per
02:21
rate is gonna be sixty. $60 per an hour The minimum amount is
02:23
an hour The minimum amount is going to be seventy-five and a
02:25
going to be seventy-five and a minimum amount. Method Now you
02:27
minimum amount. Method Now you notice this is new so um we so
02:31
notice this is new so um we so this is what shows up on the
02:32
this is what shows up on the invoices if the minimum amount
02:34
invoices if the minimum amount uh basically threshold hasn’t
02:36
uh basically threshold hasn’t gone over so uh we charge a
02:41
gone over so uh we charge a minimum of 1 hour reflected in.
02:51
Charge Of and I believe his
02:57
Charge Of and I believe his minimum was seventy. $75.
03:02
Out full transparency, I’m not
03:03
Out full transparency, I’m not sure if there’s a character
03:05
sure if there’s a character limit, so we go to save we will
03:06
limit, so we go to save we will know uh we also need to go and
03:08
know uh we also need to go and put an estimate description and
03:10
put an estimate description and in the rate matrix you’ll
03:11
in the rate matrix you’ll notice that it’s changed a
03:13
notice that it’s changed a little bit here so we have from
03:14
little bit here so we have from two rate budget hours and cost
03:16
two rate budget hours and cost so we would go in and do our
03:18
so we would go in and do our quantity rate times visits and
03:22
quantity rate times visits and in this example, um haven’t
03:25
in this example, um haven’t really built this out ahead of
03:25
really built this out ahead of time, so you’d wanna use
03:26
time, so you’d wanna use something like the simple
03:27
something like the simple growth blueprint um but let’s
03:29
growth blueprint um but let’s say it’s lawn mowing man This
03:30
say it’s lawn mowing man This could be fall clean up man How
03:32
could be fall clean up man How many minutes we think it’s
03:33
many minutes we think it’s gonna take but we could say
03:35
gonna take but we could say between one. And 60 minutes is
03:41
between one. And 60 minutes is the rate of 7500 of hours is
03:45
the rate of 7500 of hours is one and then a cost break even
03:47
one and then a cost break even would be in there So right
03:49
would be in there So right here. it says the system will
03:50
here. it says the system will look up the value store in
03:50
look up the value store in specific custom field and auto
03:53
specific custom field and auto populate um when quoting so if
03:57
populate um when quoting so if there is the calculation field
03:58
there is the calculation field will default to the um if no
04:02
will default to the um if no custom field is specify the
04:03
custom field is specify the field on the default, the
04:05
field on the default, the amount specified uh the custom
04:06
amount specified uh the custom field. Clients so that is um
04:09
field. Clients so that is um little tricky verbiage, but we
04:11
little tricky verbiage, but we definitely would wanna set this
04:12
definitely would wanna set this up to the estimate portion.
04:13
up to the estimate portion. then we could say from 61
04:17
then we could say from 61 minutes to 120 is the
04:22
minutes to 120 is the seventy-five plus thirty or
04:23
seventy-five plus thirty or sixty in there, so you’re gonna
04:26
sixty in there, so you’re gonna have 100. 165 minutes and that
04:29
have 100. 165 minutes and that would be 2 hours and so on you
04:32
would be 2 hours and so on you can work that down. so we’re
04:33
can work that down. so we’re gonna do is just uh basically
04:36
gonna do is just uh basically highlight that gotta set your
04:37
highlight that gotta set your default rate. You need your
04:38
default rate. You need your minimum amount and it needs to
04:39
minimum amount and it needs to be set to hourly when you do
04:41
be set to hourly when you do that it sets up the minimum
04:42
that it sets up the minimum amount message. Okay. So once
04:45
amount message. Okay. So once we have that in in we’re gonna
04:47
we have that in in we’re gonna hit and we’re gonna go into our
04:49
hit and we’re gonna go into our test client and actually set
04:51
test client and actually set this job up so we can actually
04:53
this job up so we can actually see what it looks like and
04:55
see what it looks like and actually make sure this works
04:56
actually make sure this works the way it should so now that
04:57
the way it should so now that we have that we’re gonna go in
05:00
we have that we’re gonna go in and hit add an estimate.
05:07
Once it loads here and we’re
05:08
Once it loads here and we’re gonna set up our hourly job and
05:10
gonna set up our hourly job and then go to the close out day.
05:11
then go to the close out day. It’s uh scrolled out and then
05:13
It’s uh scrolled out and then uh potentially we have some
05:14
uh potentially we have some time to check the accounting
05:15
time to check the accounting screen to see that it actually
05:18
screen to see that it actually worked the way it should. So
05:20
worked the way it should. So I’m gonna go in and add an
05:22
I’m gonna go in and add an item.
05:26
I mean it was our hourly.
05:32
That’s hourly service. I’m
05:34
That’s hourly service. I’m gonna hit apply now, obviously
05:35
gonna hit apply now, obviously you’d wanna select the template
05:36
you’d wanna select the template that’s connected to your
05:37
that’s connected to your estimate. Email document grid,
05:38
estimate. Email document grid, but just for time sake here uh
05:40
but just for time sake here uh we’re gonna put that in but
05:41
we’re gonna put that in but we’re gonna go in and calculate
05:43
we’re gonna go in and calculate this uh matrix is out here and
05:47
this uh matrix is out here and it preloaded. It’s gonna draft
05:49
it preloaded. It’s gonna draft a quote and I’m gonna hit save.
05:53
a quote and I’m gonna hit save. I’m gonna hit schedule and I’m
05:54
I’m gonna hit schedule and I’m gonna convert this lead into a
05:56
gonna convert this lead into a client that’s pretty essential
05:57
client that’s pretty essential for database hygiene. make sure
05:59
for database hygiene. make sure you don’t have a lead um and a
06:00
you don’t have a lead um and a client is the. Person.
06:10
So, let’s take a look here and
06:11
So, let’s take a look here and see if we have this job lined
06:15
see if we have this job lined up.
06:20
And we’ll just add this
06:21
And we’ll just add this manually here. so we’re gonna
06:22
manually here. so we’re gonna add this job here as AA uh
06:25
add this job here as AA uh hourly job with a minimal of
06:27
hourly job with a minimal of the ad the job button uh
06:29
the ad the job button uh traditionally wanna estimate
06:29
traditionally wanna estimate run that right off the
06:30
run that right off the estimate, but for time sake,
06:31
estimate, but for time sake, I’m just gonna do a one-time
06:33
I’m just gonna do a one-time job. So you know the day. it’s
06:34
job. So you know the day. it’s actually happened. There’s
06:35
actually happened. There’s other types of jobs you can do
06:36
other types of jobs you can do as a uh reoccurring job. Maybe
06:38
as a uh reoccurring job. Maybe you have a spring cleaner that
06:40
you have a spring cleaner that goes out several trips with the
06:41
goes out several trips with the same methodology or waiting
06:42
same methodology or waiting list job. Maybe it has to be
06:44
list job. Maybe it has to be done this month but not today
06:45
done this month but not today uh so we’re gonna grab that
06:47
uh so we’re gonna grab that hourly service.
06:52
Assign it to let’s say clean up
06:56
Assign it to let’s say clean up crew number one and we’ve got
06:58
crew number one and we’ve got everything that we need here.
06:59
everything that we need here. so I’m gonna hit save and
07:00
so I’m gonna hit save and that’s on the day today. so I’m
07:01
that’s on the day today. so I’m gonna be able to go to the
07:03
gonna be able to go to the close out day hundred dispatch
07:05
close out day hundred dispatch jobs under today and pull this
07:07
jobs under today and pull this up and actually put in some
07:08
up and actually put in some data to make sure that this
07:09
data to make sure that this actually worked correctly. so
07:11
actually worked correctly. so we’re gonna go into eleven
07:13
we’re gonna go into eleven three hit refresh.
07:18
And we have our test hourly
07:20
And we have our test hourly service so I’m on the dispatch
07:22
service so I’m on the dispatch board. You can see the
07:23
board. You can see the difference. There’s no starter
07:25
difference. There’s no starter stop times here so I’m gonna go
07:29
stop times here so I’m gonna go in and click this here.
07:30
in and click this here. dispatch it. We’re gonna assume
07:32
dispatch it. We’re gonna assume the crews are out in the field
07:33
the crews are out in the field now doing this and clocking in
07:34
now doing this and clocking in out of the mobile but obviously
07:36
out of the mobile but obviously for time sake, we’re gonna go
07:37
for time sake, we’re gonna go to the close out day to
07:38
to the close out day to manually enter some time in so
07:40
manually enter some time in so you can see what happens so we
07:42
you can see what happens so we go into the clock icon. I am
07:47
go into the clock icon. I am and go in and grab myself if
07:52
and go in and grab myself if I’m in here and I’m gonna say I
07:55
I’m in here and I’m gonna say I clocked in and out of this job
07:58
clocked in and out of this job from 11 AM to one.
08:09
PM.
08:13
Obviously, this would probably
08:13
Obviously, this would probably be being done in the mobile.
08:15
be being done in the mobile. I’d recommend that so we’ll
08:17
I’d recommend that so we’ll click in here time bees on
08:19
click in here time bees on jobs. So when I made that entry
08:22
jobs. So when I made that entry here, I did not. Do that if you
08:26
here, I did not. Do that if you see it will show two different
08:28
see it will show two different clocks or clock out so 11 AM to
08:30
clocks or clock out so 11 AM to one.
08:34
Um, Alright, so we don’t have
08:37
Um, Alright, so we don’t have time bears on job, but we can
08:39
time bears on job, but we can see it and we were charging $75
08:44
see it and we were charging $75 um for a minimum but sixty
08:45
um for a minimum but sixty bucks an hour if it was over
08:46
bucks an hour if it was over that threshold, so you can see
08:48
that threshold, so you can see that time now is charged out to
08:51
that time now is charged out to 120 so when you’re going in for
08:54
120 so when you’re going in for um checking this at the end of
08:56
um checking this at the end of each day, you wanna make sure
08:56
each day, you wanna make sure you gotta start and stop time
08:57
you gotta start and stop time that makes sense a budgeted
08:59
that makes sense a budgeted hours which you do not in here
09:00
hours which you do not in here cuz it was a test example, but
09:01
cuz it was a test example, but you’d want it like we have it
09:04
you’d want it like we have it here and an amount. Let’s go in
09:07
here and an amount. Let’s go in there and play the game. Let’s
09:07
there and play the game. Let’s say this is under an hour. So
09:10
say this is under an hour. So let’s say it’s 11 AM to uh
09:14
let’s say it’s 11 AM to uh 11:20 AM to 20 minutes, but we
09:16
11:20 AM to 20 minutes, but we needed a default minimum there
09:18
needed a default minimum there so this should uh if uh if
09:19
so this should uh if uh if we’re it correctly default that
09:21
we’re it correctly default that out so once again we’ve
09:22
out so once again we’ve defaulted out to $75 as a
09:25
defaulted out to $75 as a minimum because it’s less than
09:26
minimum because it’s less than an hour. so that is how we’re
09:28
an hour. so that is how we’re gonna go out and create a
09:30
gonna go out and create a minimum on an hourly service so
09:33
minimum on an hourly service so comment to questions drop below
09:34
comment to questions drop below in the live recorded version.
09:35
in the live recorded version. I’ll keep an eye on this video
09:36
I’ll keep an eye on this video for the next 24 to 48 hours.
09:38
for the next 24 to 48 hours. Callahan corner us. Questions
09:40
Callahan corner us. Questions we answer them live right here
09:41
we answer them live right here on Facebook looking forward if
09:43
on Facebook looking forward if you’re watching this before uh
09:45
you’re watching this before uh next week in November essay
09:47
next week in November essay thrive uh essays regional event
09:49
thrive uh essays regional event uh gonna be going live talking
09:51
uh gonna be going live talking about conversational marketing
09:52
about conversational marketing and all the things you need to
09:53
and all the things you need to be doing in your business to uh
09:55
be doing in your business to uh be ahead of the next shift in
09:57
be ahead of the next shift in buying habits. it’s being
09:58
buying habits. it’s being accelerated by coveted um in
10:00
accelerated by coveted um in addition, I wanna give a big
10:01
addition, I wanna give a big shout out to service Autopilot
10:02
shout out to service Autopilot Academy where I spent about
10:05
Academy where I spent about five and a half hours live with
10:07
five and a half hours live with John uh co-owner of service
10:09
John uh co-owner of service Autopilot and of the lawn care
10:11
Autopilot and of the lawn care Millionaire uh helping service.
10:14
Millionaire uh helping service. Autopilot Academy members learn
10:15
Autopilot Academy members learn how to do this in their
10:16
how to do this in their business and I believe there is
10:17
business and I believe there is a service Autopilot um Academy
10:22
a service Autopilot um Academy exploratory um uh call or
10:23
exploratory um uh call or something to log in to during
10:25
something to log in to during the live essay Thrive event to
10:26
the live essay Thrive event to learn about academy with
10:28
learn about academy with Jonathan Live so uh look
10:29
Jonathan Live so uh look forward to seeing it as a
10:30
forward to seeing it as a tribe, Callahan corners you ask
10:32
tribe, Callahan corners you ask the questions we We have right
10:33
the questions we We have right here on Facebook. We’ll see you
10:34
here on Facebook. We’ll see you tomorrow with

Callahan’s Corner: Budgeted VS. Actual Time

Video Transcript

00:00
welcome back to callahan’s corner where
00:02
you ask the questions we have some live
00:04
right here on facebook so i had a
00:06
question submitted in one of the
00:07
facebook groups today and i wanted to
00:09
grab this
00:10
uh on the way um out today
00:13
to touch base on when you should check
00:16
your budget versus actual time
00:19
and the question uh is very uh i guess
00:22
prominent in
00:22
a lot of the facebook groups of when you
00:24
should be checking that stuff
00:26
and in my company we would check that
00:28
daily uh the gentleman who posted the
00:30
question wanted to know
00:32
if he was accurate looking at it on a
00:35
yearly basis but
00:37
if you wait to a yearly basis it’s too
00:39
late so what i’m recommending is
00:41
every service whether it’s lawn mowing
00:43
home cleaning pest control
00:46
should have a budgeted time that
00:48
includes
00:49
non-billable mobilization in your
00:52
overhead recovery model
00:53
so you’re not going out to your crews
00:56
and saying well if you’re 80
00:57
or better it’s okay they’re going to
00:59
resonate better with
01:00
a budgeted timing hitting 100 over under
01:03
time
01:04
so what we want to do is track the
01:06
budget first axle for your mowing or
01:08
home cleaning on a daily basis so at the
01:10
end of the day
01:10
or the next morning before the crews get
01:13
out and we want to post that publicly
01:15
for accountability with a quality
01:17
control standard
01:18
now the second part of the question was
01:20
submitted was should i
01:21
raise my prices based on this absolutely
01:25
now uh any time you get new accounts you
01:28
may
01:28
over under bid those but we do want to
01:30
get a statistical mean or an
01:32
average so i recommend that we do a
01:35
job costing report in july and at the
01:38
end of the season end of november
01:40
december
01:41
and those are going to be over say 15 or
01:43
20 visits
01:45
on the particular service such as lawn
01:47
mowing where the question was based
01:48
and then if they’re not hitting our
01:50
hourly goal that financial threshold we
01:52
would raise the price
01:54
uh up to that threshold so if you’ve
01:56
seen any of the videos where we show you
01:57
the
01:58
job costing report through the kpi
02:00
package
02:01
that simple growth does we’re able to go
02:03
down and literally
02:04
raise the price in the example 2.56 per
02:08
visit to hit a hourly goal of say 60
02:11
per man hour so as you’re looking at to
02:14
answer the question to really get into
02:16
is you want to be able to track the
02:17
daily wins and losses on average across
02:19
all the jobs you’re doing in part out
02:23
publicly and then that’s going to show
02:25
you if you’re making money
02:26
on average across all the jobs for the
02:28
day or week and then twice a year we
02:30
want to go out and run a job
02:32
costing report on each specific customer
02:34
and we can raise the losers up and you
02:36
may wonder why
02:37
why would you select july or the
02:38
beginning of july usually right after
02:40
that fourth of july weekend with the
02:41
holiday
02:43
is that’s going to give you enough
02:44
average there
02:46
to base the numbers on and you’ve gotten
02:48
out of this the wet
02:49
slow part of the spring and in addition
02:52
uh if we’ve got a new account and we did
02:54
botch the estimate for some reason and
02:55
we’re losing money there’s no need to go
02:57
out for another 15 to 20 weeks
02:59
and continue to service that profit at a
03:01
net loss let’s raise that price up and
03:03
get it up to the profit area
03:05
or let’s politely disengage them through
03:07
a two-week period
03:08
um if we can’t get them to that
03:10
threshold and we’re going to be honest
03:11
about it we’re going to do in a
03:12
professional manner so
03:13
uh answer the question is then we want
03:15
to go in we check daily versus budgeted
03:17
times daily
03:18
and job costing twice a week so
03:20
hopefully to answer the questions
03:22
callahan’s corner you ask the questions
03:23
we answer them live
03:25
right here on facebook

Generation Z & The Next Buying Shift

Video Transcript

00:01
Welcome back to corner where
00:03
Welcome back to corner where you ask the questions we
00:05
you ask the questions we answered live right here on
00:05
answered live right here on Facebook. So what are the
00:07
Facebook. So what are the question submitted last week
00:09
question submitted last week was Mike. What is your
00:11
was Mike. What is your prediction for the next shift
00:12
prediction for the next shift in buying a habit and where do
00:13
in buying a habit and where do you think things are going so
00:15
you think things are going so we’ve always been an early
00:17
we’ve always been an early adopter in my service
00:18
adopter in my service businesses to kind of adopt and
00:21
businesses to kind of adopt and see where um things were going
00:23
see where um things were going so very similar like Wayne
00:25
so very similar like Wayne Gretzky. He wanted to be where
00:26
Gretzky. He wanted to be where the puck was going to be not
00:27
the puck was going to be not where the puck was at right now
00:28
where the puck was at right now so in the early years about
00:30
so in the early years about seven or 8 years ago, maybe
00:31
seven or 8 years ago, maybe even 9 years ago, we adopted
00:33
even 9 years ago, we adopted automations in life cycle
00:33
automations in life cycle marketing. Four to 5 years ago,
00:36
marketing. Four to 5 years ago, we adopted conversational
00:38
we adopted conversational marketing and bots and
00:39
marketing and bots and automated pricing on our
00:41
automated pricing on our website and different
00:42
website and different platforms. So what my thought
00:43
platforms. So what my thought was. I’m starting to go out and
00:45
was. I’m starting to go out and take a look at an okay. What is
00:47
take a look at an okay. What is the next big shift in buying
00:49
the next big shift in buying habits? So when we go in and
00:51
habits? So when we go in and take a look at generation Z
00:54
take a look at generation Z that is definitely a new
00:57
that is definitely a new generational way of buying
00:59
generational way of buying things and if you look at
01:00
things and if you look at generation Z, they had never
01:02
generation Z, they had never been really affected um by 911.
01:04
been really affected um by 911. so that was a big thing.
01:06
so that was a big thing. Obviously the way things were
01:07
Obviously the way things were going on the way people bought
01:08
going on the way people bought all the. With that now they did
01:13
all the. With that now they did watch basically through some
01:15
watch basically through some economic hard time watching the
01:16
economic hard time watching the parents um you know saving
01:19
parents um you know saving money, grinding working um and
01:20
money, grinding working um and just kinda pounding it out and
01:22
just kinda pounding it out and now that you’ve got 2324 years
01:24
now that you’ve got 2324 years old, they’re starting to enter
01:25
old, they’re starting to enter the workforce in it’s starting
01:27
the workforce in it’s starting to start buying things and some
01:28
to start buying things and some of the interesting stats on
01:30
of the interesting stats on generation. Z was that they
01:33
generation. Z was that they will um basically they don’t
01:34
will um basically they don’t they don’t trust the new
01:35
they don’t trust the new sources so they are more
01:37
sources so they are more engaged on social media than
01:39
engaged on social media than any other generation. They grew
01:40
any other generation. They grew up in were born with social
01:42
up in were born with social media. They never knew a time
01:43
media. They never knew a time where social media didn’t
01:44
where social media didn’t exist. What they’re finding in
01:47
exist. What they’re finding in some of the stats is that uh
01:48
some of the stats is that uh this new generation will
01:50
this new generation will actually trust a social icon
01:52
actually trust a social icon like Kylie Jenner. Or figure
01:56
like Kylie Jenner. Or figure out on social media as the
01:59
out on social media as the expert in a go-to versus
02:00
expert in a go-to versus someone had been you know
02:01
someone had been you know literally studying that topic
02:02
literally studying that topic for 20 years had so there’s an
02:05
for 20 years had so there’s an interesting opportunity for
02:06
interesting opportunity for service business owners. A lot
02:07
service business owners. A lot of service business owners are
02:09
of service business owners are starting to adapt to this, but
02:10
starting to adapt to this, but as a service business owner in
02:12
as a service business owner in my opinion, if you need and
02:13
my opinion, if you need and want to get ahead of
02:15
want to get ahead of generation, zs are starting to
02:16
generation, zs are starting to go out and get jobs and work um
02:17
go out and get jobs and work um not only am I gonna talk about
02:20
not only am I gonna talk about how we can go out and sell
02:21
how we can go out and sell services to them and the way
02:23
services to them and the way they buy. but how do they
02:24
they buy. but how do they actually go out? And look for a
02:26
actually go out? And look for a job and that’s that’s a big
02:27
job and that’s that’s a big issue right now uh hiring so
02:29
issue right now uh hiring so the first thing I wanna talk
02:30
the first thing I wanna talk about is the actual sales
02:33
about is the actual sales process so there are going to
02:36
process so there are going to trust and know like a figure
02:37
trust and know like a figure head on social media. Instagram
02:39
head on social media. Instagram tick tock Facebook wherever
02:40
tick tock Facebook wherever that is that is breaking it
02:43
that is that is breaking it down and becoming um that topic
02:46
down and becoming um that topic expert a very similar
02:47
expert a very similar callahan’s corner here that
02:49
callahan’s corner here that generation Z business owner uh
02:50
generation Z business owner uh as they start to continue to
02:51
as they start to continue to grow their business would
02:53
grow their business would probably trust me more than
02:53
probably trust me more than going to a college class. And
02:56
going to a college class. And learning about entrepreneurship
02:58
learning about entrepreneurship uh cuz we built that, but along
03:00
uh cuz we built that, but along with that is you can’t um act
03:04
with that is you can’t um act like everything is all roses
03:05
like everything is all roses and a lot of times in my
03:06
and a lot of times in my videos. I do talk about you
03:07
videos. I do talk about you know some of the things we’re
03:08
know some of the things we’re lucky enough to get right but
03:09
lucky enough to get right but other things we feel that this
03:10
other things we feel that this is how we fix them so as you’re
03:12
is how we fix them so as you’re building content for this next
03:14
building content for this next generation, we want to be able
03:16
generation, we want to be able to talk about how it really is
03:18
to talk about how it really is and it’s not a commercial. It’s
03:20
and it’s not a commercial. It’s real life. This is how you do
03:21
real life. This is how you do it yourself and if you need
03:22
it yourself and if you need some help we’re here for you
03:24
some help we’re here for you now the other interesting fact
03:25
now the other interesting fact about this generation is that
03:28
about this generation is that most generations previously
03:29
most generations previously while all generations
03:30
while all generations previously. The influences come
03:33
previously. The influences come from the previous generation,
03:35
from the previous generation, what this has actually been
03:37
what this has actually been able to do is flip the switch
03:40
able to do is flip the switch they actually will influence
03:41
they actually will influence the generations above them so
03:44
the generations above them so by tapping into this market
03:46
by tapping into this market right now, they may not be
03:48
right now, they may not be ready to buy your services but
03:49
ready to buy your services but the way that um and the
03:51
the way that um and the information the way they’re
03:53
information the way they’re adjusting it through social is
03:54
adjusting it through social is actually starting to trickle up
03:56
actually starting to trickle up to influence the older
03:58
to influence the older generations that are having
04:00
generations that are having that so and there’re adopting.
04:03
that so and there’re adopting. So it’s very interesting that
04:04
So it’s very interesting that they maybe engaging on tick
04:06
they maybe engaging on tick tock or Facebook or Instagram,
04:08
tock or Facebook or Instagram, but they know maybe their
04:09
but they know maybe their parents or grandparents are not
04:10
parents or grandparents are not engaging in those markets. so
04:12
engaging in those markets. so what they’re actually doing is
04:13
what they’re actually doing is taking that um ul that content
04:16
taking that um ul that content and sharing it via text or
04:19
and sharing it via text or sharing it via email. So we’re
04:21
sharing it via email. So we’re seeing a lot of content now
04:23
seeing a lot of content now from that generation being
04:24
from that generation being repurposed on other mediums. so
04:26
repurposed on other mediums. so it’s not only enough as a sales
04:27
it’s not only enough as a sales and marketing person doing
04:28
and marketing person doing social right now to look at a
04:30
social right now to look at a return on investment engagement
04:32
return on investment engagement on the platform you’re at um,
04:33
on the platform you’re at um, but it’s very hard. Track but
04:35
but it’s very hard. Track but you do wanna keep in mind that
04:36
you do wanna keep in mind that some of the stuff that we’re
04:38
some of the stuff that we’re creating here is being shared
04:39
creating here is being shared on different mediums that can’t
04:40
on different mediums that can’t necessarily be tracked. so Gen
04:41
necessarily be tracked. so Gen Z is gonna is gonna be actually
04:43
Z is gonna is gonna be actually going and influencing the
04:45
going and influencing the generations before them buying
04:47
generations before them buying habits and decisions so the
04:49
habits and decisions so the last part I wanna look at this
04:51
last part I wanna look at this um which is huge and it always
04:53
um which is huge and it always has been huge. but now it’s
04:54
has been huge. but now it’s really interesting. I found the
04:57
really interesting. I found the stat I actually kinda uh gen Z
05:00
stat I actually kinda uh gen Z is likely to go out and search
05:02
is likely to go out and search for five times more reviews
05:05
for five times more reviews than any generation before. So
05:08
than any generation before. So they trust the platform on
05:09
they trust the platform on social media because they’ve
05:11
social media because they’ve never known any different so
05:12
never known any different so they’re gonna go out and check
05:13
they’re gonna go out and check your Facebook review your
05:14
your Facebook review your Google reviews and they’re
05:15
Google reviews and they’re gonna ask their friends so it’s
05:17
gonna ask their friends so it’s more important than ever to go
05:19
more important than ever to go out and get those reviews cuz
05:20
out and get those reviews cuz this next generation is relying
05:21
this next generation is relying heavily on it. now what I want
05:23
heavily on it. now what I want I go with that is not only are
05:25
I go with that is not only are they more likely to check out
05:26
they more likely to check out four or five times more reviews
05:30
four or five times more reviews than the previous so they may
05:32
than the previous so they may be looking at 3040 reviews and
05:34
be looking at 3040 reviews and not only the good ones, but the
05:36
not only the good ones, but the bad ones cuz they see through
05:36
bad ones cuz they see through that they. Been through this
05:39
that they. Been through this but they also are looking at um
05:42
but they also are looking at um like help wanted ads for your
05:43
like help wanted ads for your business so before they engage
05:45
business so before they engage with the messenger bot to go
05:46
with the messenger bot to go Sign up for an interview or
05:47
Sign up for an interview or fill out a form or an
05:49
fill out a form or an application online This
05:51
application online This generation is going in and
05:53
generation is going in and doing homework on your business
05:54
doing homework on your business and your culture and what the
05:55
and your culture and what the research shows right now is
05:57
research shows right now is that they’re not looking for
06:00
that they’re not looking for picture.
06:04
Must show up on time that is
06:07
Must show up on time that is not engaging this generation,
06:09
not engaging this generation, they’re aligning with um like
06:12
they’re aligning with um like community service and different
06:14
community service and different things like that, but as a
06:16
things like that, but as a business owner, you sometimes
06:18
business owner, you sometimes you have a bad um breakup with
06:20
you have a bad um breakup with an employee and maybe it’s not
06:22
an employee and maybe it’s not your fault. It’s not your
06:23
your fault. It’s not your fault, but these are things you
06:24
fault, but these are things you think I think basically and II
06:26
think I think basically and II know that you really need to
06:28
know that you really need to keep in mind because this new
06:30
keep in mind because this new generation now um is searching
06:33
generation now um is searching those outlets and those. And if
06:36
those outlets and those. And if you have a bad showing that
06:39
you have a bad showing that could lead to the ability for
06:40
could lead to the ability for the inability to actually get
06:42
the inability to actually get new, uh great rock star
06:44
new, uh great rock star employees so as you’re starting
06:45
employees so as you’re starting to break up with an employee
06:46
to break up with an employee that may not may not be a good
06:47
that may not may not be a good fit about the repercussion and
06:50
fit about the repercussion and the trickle well it maybe a
06:52
the trickle well it maybe a quick ripping off the bandage
06:53
quick ripping off the bandage to get rid of this employee.
06:55
to get rid of this employee. the negative having a bad
06:57
the negative having a bad breakup with that employee
06:58
breakup with that employee could affect you years to come
07:00
could affect you years to come so we wanna make sure that we
07:03
so we wanna make sure that we are doing right by these
07:04
are doing right by these employees when we let them go
07:05
employees when we let them go so they may not be the right
07:07
so they may not be the right cultural fit. they may not have
07:09
cultural fit. they may not have shown up on time, but we wanna
07:09
shown up on time, but we wanna make sure that. Not having a
07:11
make sure that. Not having a negative effect um honest down
07:14
negative effect um honest down the line so Gen Z is an
07:15
the line so Gen Z is an interesting one, but if you
07:16
interesting one, but if you haven’t picked up the game in
07:19
haven’t picked up the game in my opinion, it’s not too late
07:20
my opinion, it’s not too late because it’s only becoming more
07:21
because it’s only becoming more important pivotal in your
07:23
important pivotal in your business to sell services and
07:25
business to sell services and to grow in stack your employee
07:26
to grow in stack your employee bench comment to questions drop
07:28
bench comment to questions drop below Callahan’s corner. You
07:29
below Callahan’s corner. You ask the questions we answered

SA Weekly Talk Show: Creating Personalized Estimates in SA

Video Transcript

SA Weekly Talk Show: Creating Personalized Estimates With Pictures & Video in Service Autopilot

Video Transcript

00:01
Welcome back to the weekly talk
00:03
Welcome back to the weekly talk show Mike Callahan here um
00:05
show Mike Callahan here um special guest Tina Service was
00:07
special guest Tina Service was not able to make it with some
00:08
not able to make it with some internet connection problems
00:09
internet connection problems all the kiddos obviously in the
00:11
all the kiddos obviously in the neighborhood have been uh
00:13
neighborhood have been uh jamming up a bit of the
00:14
jamming up a bit of the bandwidth on the internet, but
00:16
bandwidth on the internet, but um the show must go on so we’re
00:18
um the show must go on so we’re gonna be rebooking uh Tina
00:20
gonna be rebooking uh Tina Service uh made for time uh
00:22
Service uh made for time uh hopefully next week, but I’ve
00:25
hopefully next week, but I’ve got some special treat here for
00:26
got some special treat here for you. Um Um I’m gonna go kinda
00:29
you. Um Um I’m gonna go kinda unprepared but a topic that
00:30
unprepared but a topic that I’ve been very passionate about
00:32
I’ve been very passionate about lately um is how to create.
00:34
lately um is how to create. Personalized estimates in
00:36
Personalized estimates in service autopilot so if you
00:39
service autopilot so if you haven’t bought your tickets for
00:40
haven’t bought your tickets for a thrive, the virtual
00:42
a thrive, the virtual conference for service
00:43
conference for service Autopilot uh keynote speaker
00:45
Autopilot uh keynote speaker Marcus Sheridan is gonna be
00:46
Marcus Sheridan is gonna be talking about how to use video
00:48
talking about how to use video in your sales process to
00:50
in your sales process to convert more sales. so what I’m
00:51
convert more sales. so what I’m gonna do is actually give you a
00:54
gonna do is actually give you a uh basically unscripted live
00:56
uh basically unscripted live version jumping in the service
00:57
version jumping in the service Autopilot in a minute. How to
00:58
Autopilot in a minute. How to use video and pictures of your
01:00
use video and pictures of your properties that you’re
01:01
properties that you’re estimating in service
01:02
estimating in service Autopilot. Uh now there’s a lot
01:05
Autopilot. Uh now there’s a lot of apps that you can use to do
01:07
of apps that you can use to do this, but I’m gonna show you
01:08
this, but I’m gonna show you how to actually use it
01:09
how to actually use it literally with your cellphone
01:11
literally with your cellphone and service Autopilot and avoid
01:13
and service Autopilot and avoid a third party software for
01:15
a third party software for extra cost and expense and have
01:16
extra cost and expense and have all of the live video and
01:17
all of the live video and pictures right inside your
01:19
pictures right inside your service Autopilot estimate to
01:21
service Autopilot estimate to create a personalized
01:22
create a personalized connection and close more sales
01:23
connection and close more sales um in the process wanna say
01:25
um in the process wanna say what’s up to Michelle pink
01:27
what’s up to Michelle pink collar um and Doug over there
01:29
collar um and Doug over there as well saying what’s up on the
01:30
as well saying what’s up on the weekly talk show, talk show,
01:31
weekly talk show, talk show, but what we’re gonna do up
01:32
but what we’re gonna do up service Autopilot breakdown
01:33
service Autopilot breakdown setting up uh the basic
01:34
setting up uh the basic process. Ask them and then how
01:36
process. Ask them and then how to take your basic estimate
01:38
to take your basic estimate document in per each individual
01:40
document in per each individual leader client. How to edit
01:42
leader client. How to edit property specific pictures and
01:44
property specific pictures and property specific videos to
01:47
property specific videos to close more sales with
01:48
close more sales with personalized estimates, and
01:49
personalized estimates, and this is gonna be a really uh in
01:51
this is gonna be a really uh in my opinion a huge game changer
01:53
my opinion a huge game changer for users service Autopilot
01:55
for users service Autopilot users um that wanna create that
01:57
users um that wanna create that personalized connection so if
01:58
personalized connection so if you’re going out and doing a
01:59
you’re going out and doing a very large design build um job
02:03
very large design build um job or a complex maybe post
02:04
or a complex maybe post construction clean in the
02:05
construction clean in the cleaning industry. Um those
02:07
cleaning industry. Um those aren’t small ticket items so we
02:09
aren’t small ticket items so we need to go out and different.
02:11
need to go out and different. Ourselves from the competition
02:12
Ourselves from the competition and create a higher perceived
02:15
and create a higher perceived value and most importantly
02:16
value and most importantly overcome any sales or price
02:19
overcome any sales or price objections so without any
02:20
objections so without any further delay, I’m gonna dive
02:21
further delay, I’m gonna dive in here. Hopefully things go
02:23
in here. Hopefully things go well we have not uh rehearse
02:25
well we have not uh rehearse this so hopefully this works
02:26
this so hopefully this works out alright, but the show must
02:28
out alright, but the show must go on. we wanna provide
02:28
go on. we wanna provide valuable content for the
02:31
valuable content for the ecosystem whether you use
02:32
ecosystem whether you use service autopilot or you’re
02:34
service autopilot or you’re looking to buy it in the future
02:35
looking to buy it in the future or you just own a home service
02:36
or you just own a home service company you’re looking for some
02:37
company you’re looking for some knowledge how to go out and out
02:39
knowledge how to go out and out and out. Your competition well,
02:41
and out. Your competition well, I tell you what this is
02:43
I tell you what this is definitely one of them. so stay
02:44
definitely one of them. so stay tuned here. I’m gonna hop on
02:46
tuned here. I’m gonna hop on the other screen and actually
02:48
the other screen and actually open the screen up like I said,
02:50
open the screen up like I said, totally unprompted uh Tina
02:52
totally unprompted uh Tina tried to drive out to somewhere
02:53
tried to drive out to somewhere they had wifi and their WiFi
02:54
they had wifi and their WiFi was was down as well. uh we’re
02:56
was was down as well. uh we’re bringing it live as we do on
02:58
bringing it live as we do on the weekly talks or any
02:59
the weekly talks or any comments questions uh in
03:01
comments questions uh in between on the live here or
03:02
between on the live here or recorded version drop them in.
03:03
recorded version drop them in. I’m happy to answer those um
03:05
I’m happy to answer those um and almost have the finishing
03:07
and almost have the finishing touches on my essay. Thrive
03:08
touches on my essay. Thrive talk close Out the second day
03:11
talk close Out the second day um so really excited about
03:13
um so really excited about that. so those tickets I
03:14
that. so those tickets I believe are still on special.
03:15
believe are still on special. Make sure you get your thrive
03:17
Make sure you get your thrive twenty tickets for essay and uh
03:19
twenty tickets for essay and uh without any further delay. I’m
03:20
without any further delay. I’m gonna dive into one of our test
03:21
gonna dive into one of our test accounts and just show you
03:23
accounts and just show you really a high level the
03:25
really a high level the foundational pieces of an
03:26
foundational pieces of an estimate that are going into
03:27
estimate that are going into play and then how to take the
03:31
play and then how to take the estimate document and process
03:33
estimate document and process once it’s standardized and
03:35
once it’s standardized and insert property specific
03:36
insert property specific pictures and videos into it,
03:39
pictures and videos into it, there are particular to each
03:40
there are particular to each client uh house without having
03:42
client uh house without having to use a separate app or
03:44
to use a separate app or software All we’re gonna need
03:44
software All we’re gonna need is our. And uh YouTube uh
03:49
is our. And uh YouTube uh creator and I’m gonna show you
03:50
creator and I’m gonna show you how to do all that as well. So
03:51
how to do all that as well. So this is gonna be a really cool
03:52
this is gonna be a really cool different. take on the weekly
03:54
different. take on the weekly talk today completely
03:55
talk today completely unprepared, but hey here we go
03:56
unprepared, but hey here we go so first thing we’re gonna do
03:58
so first thing we’re gonna do is uh I’m gonna go in and show
03:59
is uh I’m gonna go in and show you how to break out build some
04:01
you how to break out build some services um in a matrix so the
04:05
services um in a matrix so the idea is there’s three types of
04:07
idea is there’s three types of estimating that we talk about.
04:07
estimating that we talk about. We have the first one where we
04:09
We have the first one where we go out and price particular.
04:11
go out and price particular. What everyone else in your
04:12
What everyone else in your market is charging and
04:14
market is charging and obviously that is not the way
04:14
obviously that is not the way to go but when we all get into
04:15
to go but when we all get into business, we’ll go up to a
04:16
business, we’ll go up to a home. Lawn mower or cleaning,
04:19
home. Lawn mower or cleaning, go up and look at that home and
04:21
go up and look at that home and say you know based on my
04:23
say you know based on my market. I think this is what I
04:24
market. I think this is what I should charge. so that’s what
04:26
should charge. so that’s what we charge now The second step
04:29
we charge now The second step is uh Dylan and I on the team
04:31
is uh Dylan and I on the team like to call it estimating so
04:32
like to call it estimating so we go up and we kind of guess
04:34
we go up and we kind of guess or estimate how long we think
04:36
or estimate how long we think that job is gonna take based on
04:38
that job is gonna take based on how many hours or minutes we
04:40
how many hours or minutes we think the job is gonna take so
04:41
think the job is gonna take so what I’m gonna do is show you
04:42
what I’m gonna do is show you how to create a estimation
04:44
how to create a estimation system and service autopilot,
04:46
system and service autopilot, and then finally is a
04:46
and then finally is a production based. System based
04:49
production based. System based on the square footage of mowing
04:50
on the square footage of mowing and the square footage of
04:52
and the square footage of cleaning or the linear feet or
04:53
cleaning or the linear feet or small, medium and large shrubs,
04:54
small, medium and large shrubs, so we’re gonna break that down,
04:56
so we’re gonna break that down, but the cool thing is in
04:57
but the cool thing is in service Autopilot. It’s not a
04:58
service Autopilot. It’s not a one size with tall. Yes, it’s
05:00
one size with tall. Yes, it’s an extremely robust platform,
05:02
an extremely robust platform, but we can go in from our
05:04
but we can go in from our estimating into our production
05:05
estimating into our production rate based estimating so if
05:07
rate based estimating so if you’re not comfortable with a
05:08
you’re not comfortable with a production based estimating
05:09
production based estimating system um whether it’s on your
05:11
system um whether it’s on your own numbers or industry
05:13
own numbers or industry averages, we can go in three to
05:15
averages, we can go in three to 6 months run reports. On data
05:18
6 months run reports. On data your guys and girls in the
05:20
your guys and girls in the field and your equipment and
05:21
field and your equipment and see how long it takes on
05:23
see how long it takes on average out to blow and blow
05:25
average out to blow and blow and edge that lawn or how long
05:27
and edge that lawn or how long it takes to do a weekly or
05:29
it takes to do a weekly or biweekly cleaning or a top to
05:30
biweekly cleaning or a top to bottom of deluxe, your initial
05:31
bottom of deluxe, your initial clean so whether the industry
05:33
clean so whether the industry is inside inside or outside of
05:34
is inside inside or outside of the this is going to be
05:35
the this is going to be applicable so hang in there. so
05:36
applicable so hang in there. so I’m gonna lay some foundations
05:37
I’m gonna lay some foundations how to set it up and then once
05:39
how to set it up and then once we’ve customized the
05:41
we’ve customized the documenting everything built
05:41
documenting everything built in, we’re gonna go in and
05:44
in, we’re gonna go in and actually show you how to add
05:45
actually show you how to add property specific pictures and
05:46
property specific pictures and property specific videos. In
05:48
property specific videos. In the estimate for that um
05:51
the estimate for that um ability to make that emotional
05:53
ability to make that emotional connection sell at a higher
05:54
connection sell at a higher price and overcome those sales
05:55
price and overcome those sales and price objections upfront in
05:57
and price objections upfront in your documents so first thing
05:58
your documents so first thing we’re gonna do is we’re gonna
05:59
we’re gonna do is we’re gonna jump into something I like to
06:01
jump into something I like to call call the simple blueprint.
06:03
call call the simple blueprint. so this is something as a
06:05
so this is something as a certified adviser of service
06:07
certified adviser of service Autopilot that we use when we
06:09
Autopilot that we use when we help other members set up their
06:12
help other members set up their essay account. so what we
06:13
essay account. so what we traditionally do here is I’m
06:14
traditionally do here is I’m gonna use a lawn, mowing
06:16
gonna use a lawn, mowing example and a home cleaning.
06:19
example and a home cleaning. Just so we aren’t uh alienate
06:21
Just so we aren’t uh alienate any industry that uses it, but
06:22
any industry that uses it, but the first thing we’re gonna do
06:22
the first thing we’re gonna do is we’re gonna go in and put in
06:23
is we’re gonna go in and put in lawn mowing so this is gonna be
06:27
lawn mowing so this is gonna be our service need if you’re
06:29
our service need if you’re watching this on the record
06:30
watching this on the record version, you feel free to
06:31
version, you feel free to follow each step Pause and go
06:32
follow each step Pause and go back and forth and if you like
06:34
back and forth and if you like the content or you have any
06:35
the content or you have any questions, please drop some
06:35
questions, please drop some comments in here. Um it helps
06:37
comments in here. Um it helps just to know where you’re at
06:38
just to know where you’re at but the custom field is that
06:39
but the custom field is that job variable what’s the area
06:41
job variable what’s the area where blowing edging So I’m
06:43
where blowing edging So I’m gonna say it’s called turf
06:44
gonna say it’s called turf Square footage now in. Number
06:48
Square footage now in. Number two, we’re gonna do the same
06:49
two, we’re gonna do the same exact thing, but I’m gonna be
06:50
exact thing, but I’m gonna be using a home cleaning examples.
06:53
using a home cleaning examples. I’m gonna call this weekly home
06:56
I’m gonna call this weekly home cleaning I would tell you what
06:57
cleaning I would tell you what our special guest it could make
06:58
our special guest it could make a Tina service has got this
06:59
a Tina service has got this dialed in and made for time and
07:01
dialed in and made for time and I can’t wait to get her on uh
07:03
I can’t wait to get her on uh cuz she’s got an amazing system
07:05
cuz she’s got an amazing system in two different state um and
07:07
in two different state um and actually her company actually
07:08
actually her company actually cleans my house. so I’m kinda
07:09
cleans my house. so I’m kinda excited to show you the
07:10
excited to show you the perspective of a user, a
07:12
perspective of a user, a consumer and a business on both
07:13
consumer and a business on both ends but for her weekly home
07:15
ends but for her weekly home cleaning, I’m assuming she’s
07:17
cleaning, I’m assuming she’s probably putting home square
07:18
probably putting home square footage if you’re looking this
07:19
footage if you’re looking this up on Zillow, that’s that
07:20
up on Zillow, that’s that livable square footage of the
07:21
livable square footage of the house being clean. So now we’ve
07:23
house being clean. So now we’ve got two industry specific
07:25
got two industry specific examples. lawn mowing for
07:26
examples. lawn mowing for church Square footage. Weekly
07:28
church Square footage. Weekly home cleaning is home square
07:29
home cleaning is home square footage now the next thing I’m
07:31
footage now the next thing I’m gonna be going in if we are
07:33
gonna be going in if we are working together or you’re
07:34
working together or you’re doing this by yourself is we
07:37
doing this by yourself is we would want to go in and say
07:39
would want to go in and say okay. What is your charge per
07:40
okay. What is your charge per man hour or charge per hour?
07:41
man hour or charge per hour? whatever that is per person on
07:43
whatever that is per person on your team, so the lawn mowing
07:45
your team, so the lawn mowing example, uh I’m gonna say it’s
07:46
example, uh I’m gonna say it’s fifty bucks per hour and I’m
07:47
fifty bucks per hour and I’m also gonna use the same down in
07:48
also gonna use the same down in the cleaning example. Now the
07:49
the cleaning example. Now the next thing is we’re gonna be
07:51
next thing is we’re gonna be looking at what your expense
07:53
looking at what your expense per man hour, so you’re gonna
07:54
per man hour, so you’re gonna break even per manner. So what?
07:57
break even per manner. So what? Before you make a profit, I’m
07:59
Before you make a profit, I’m gonna say in the lawn care
08:00
gonna say in the lawn care example, it’s costing us $36
08:03
example, it’s costing us $36 Labor burden General Ministry
08:05
Labor burden General Ministry of cost all in gas oil all that
08:07
of cost all in gas oil all that maintenance and in the home
08:08
maintenance and in the home cleaning example, I’m gonna
08:09
cleaning example, I’m gonna probably say that’s gonna be
08:10
probably say that’s gonna be probably close to twenty-eight
08:11
probably close to twenty-eight or twenty-nine bucks per hour
08:14
or twenty-nine bucks per hour per man hour now based on that,
08:17
per man hour now based on that, it’s the same process here no
08:19
it’s the same process here no matter your service The first
08:20
matter your service The first variable is gonna be one square
08:22
variable is gonna be one square foot for lawn care and home
08:24
foot for lawn care and home cleaning. The reason why we’re
08:25
cleaning. The reason why we’re starting is one because if it’s
08:26
starting is one because if it’s zero, it’s going to
08:26
zero, it’s going to automatically. Calculate
08:28
automatically. Calculate calculate a price for every
08:29
calculate a price for every service in your template,
08:31
service in your template, you’ll see that will make sense
08:32
you’ll see that will make sense in a minute, but I say for best
08:33
in a minute, but I say for best practice we don’t wanna show a
08:35
practice we don’t wanna show a price unless we’re actually
08:36
price unless we’re actually quoting that price. So what
08:37
quoting that price. So what it’s gonna do is when you go to
08:38
it’s gonna do is when you go to delegate that or it’s the end
08:39
delegate that or it’s the end of a long week like it is this
08:41
of a long week like it is this week for sure. um it’s uh gonna
08:44
week for sure. um it’s uh gonna eliminate the step of error for
08:46
eliminate the step of error for you quoting a service you
08:47
you quoting a service you didn’t intend on quoting so now
08:49
didn’t intend on quoting so now I’m gonna say what is my base
08:50
I’m gonna say what is my base price for this lawn Mower
08:52
price for this lawn Mower weekly home cleaning so I’m
08:53
weekly home cleaning so I’m gonna send the lawn mowing
08:55
gonna send the lawn mowing example my base price to show
08:56
example my base price to show up and get out of bed is
08:57
up and get out of bed is forty-five Bucks and now my
08:58
forty-five Bucks and now my weekly home. I’m gonna say is
09:00
weekly home. I’m gonna say is $125. That’s the base price.
09:02
$125. That’s the base price. It’s the lowest price that you
09:05
It’s the lowest price that you would charge to show up now the
09:07
would charge to show up now the next question. I’m gonna be
09:08
next question. I’m gonna be asking you here or you should
09:10
asking you here or you should be asking yourself is based on
09:12
be asking yourself is based on your weekly mowing or your
09:14
your weekly mowing or your weekly cleaning. What is the
09:16
weekly cleaning. What is the maximum? So I’m saying what is
09:18
maximum? So I’m saying what is the maximum square footage of
09:19
the maximum square footage of turf for home cleaning square
09:21
turf for home cleaning square footage that will cover the
09:22
footage that will cover the minimum price of 45 bucks, a
09:24
minimum price of 45 bucks, a mowing or 125 for the cleaning.
09:26
mowing or 125 for the cleaning. So I’m gonna put some
09:27
So I’m gonna put some fictitious examples in here,
09:29
fictitious examples in here, but I’m gonna say for
09:30
but I’m gonna say for forty-five Bucks. that’s gonna
09:31
forty-five Bucks. that’s gonna cover let’s say 5000 square
09:33
cover let’s say 5000 square feet of turf and I’m gonna be
09:33
feet of turf and I’m gonna be able to. Up to an 1100 square
09:37
able to. Up to an 1100 square foot house on a weekly basis um
09:40
foot house on a weekly basis um for 125 bucks so between one
09:43
for 125 bucks so between one square foot and 5000 for the
09:45
square foot and 5000 for the lawn and one in 1100 square
09:47
lawn and one in 1100 square feet, so the house is our base
09:49
feet, so the house is our base price of 45 and 125 uh
09:53
price of 45 and 125 uh effectively now what the sheet
09:55
effectively now what the sheet has already done is that based
09:57
has already done is that based on our hourly goal of $50 per
09:59
on our hourly goal of $50 per hour up top on the mowing, we
10:01
hour up top on the mowing, we have a maximum of .9 man hours
10:04
have a maximum of .9 man hours to do that. So if we did some
10:05
to do that. So if we did some very simple math, we took .9
10:08
very simple math, we took .9 and multiply that by sixty that
10:09
and multiply that by sixty that is 54. So the crew, if it’s
10:13
is 54. So the crew, if it’s based on one person has 54
10:15
based on one person has 54 minutes to blown the first 5000
10:19
minutes to blown the first 5000 square feet now, what we’re
10:23
square feet now, what we’re probably going to do is say
10:26
probably going to do is say every thousand square feet over
10:30
every thousand square feet over 5000 is a price and budgeted
10:32
5000 is a price and budgeted time and cost more. So if we we
10:35
time and cost more. So if we we make it very uh equation into
10:37
make it very uh equation into that. I’m gonna say well if our
10:40
that. I’m gonna say well if our production rate is consistent,
10:41
production rate is consistent, moving over, there’s five parts
10:42
moving over, there’s five parts of a 1005000. So I’m just gonna
10:45
of a 1005000. So I’m just gonna say equals 45 45 divided by so
10:48
say equals 45 45 divided by so that’s gonna be a equal
10:50
that’s gonna be a equal production there so we’re gonna
10:53
production there so we’re gonna go in equals .9 divided by 5.1.
10:58
go in equals .9 divided by 5.1. 5.18 man hours. It’s costing a
11:01
5.18 man hours. It’s costing a $6.48 based on our price of 336
11:04
$6.48 based on our price of 336 bucks per man and now our price
11:05
bucks per man and now our price that we need to charge is .18
11:08
that we need to charge is .18 hours times are $50. That’s $9
11:12
hours times are $50. That’s $9 per thousand after the base
11:13
per thousand after the base price. What we’ve done is set a
11:15
price. What we’ve done is set a minimal based on a max amount
11:17
minimal based on a max amount of area in a budgeted time to
11:19
of area in a budgeted time to cost before profit now in the
11:21
cost before profit now in the home, cleaning example down
11:22
home, cleaning example down here Same exact thing there is
11:26
here Same exact thing there is 1.1 parts of a thousand here so
11:28
1.1 parts of a thousand here so I’m gonna say equals 2.5 hours
11:30
I’m gonna say equals 2.5 hours divided by 1.1 is 2.7 or 2.27
11:38
divided by 1.1 is 2.7 or 2.27 man hours now, what I could do
11:40
man hours now, what I could do is I would that’s per thousand,
11:41
is I would that’s per thousand, but I would probably say in
11:42
but I would probably say in home cleaning. We’re gonna go
11:43
home cleaning. We’re gonna go and we’ve done this with a lot
11:44
and we’ve done this with a lot of. Cleaning company as well, I
11:47
of. Cleaning company as well, I would probably go in and divide
11:49
would probably go in and divide this by eleven and make this
11:51
this by eleven and make this every one. 100 square feet of
11:54
every one. 100 square feet of home over 1100 square foot base
11:57
home over 1100 square foot base is gonna take us through two
11:58
is gonna take us through two three man hours. It’s costing
12:00
three man hours. It’s costing us $6.59 and we need to be
12:05
us $6.59 and we need to be charging based at fifty Bucks
12:07
charging based at fifty Bucks per man 1136. So this is how we
12:09
per man 1136. So this is how we go in. it’s systematically
12:11
go in. it’s systematically create a production rate based
12:13
create a production rate based estimated system so whether it
12:14
estimated system so whether it is lawn care home, cleaning
12:16
is lawn care home, cleaning your weekly or biweekly um
12:17
your weekly or biweekly um services are. Have different
12:21
services are. Have different production rates but your
12:22
production rates but your charge per hour and your
12:23
charge per hour and your expense per hour gonna stay
12:24
expense per hour gonna stay consistent, but this is going
12:25
consistent, but this is going to be your blueprint here to
12:28
to be your blueprint here to build out your your services
12:29
build out your your services service Autopilot for the next
12:31
service Autopilot for the next step is we’re gonna go and
12:32
step is we’re gonna go and build all of these out now I
12:35
build all of these out now I wanna go in uh in this example
12:37
wanna go in uh in this example and show you how we could
12:39
and show you how we could accomplish drive time. Um so
12:41
accomplish drive time. Um so I’m just gonna call the Zillow
12:43
I’m just gonna call the Zillow number one. So that’s the
12:45
number one. So that’s the service me and it would
12:47
service me and it would probably be zone number uh one
12:49
probably be zone number uh one drive time maybe lawn mowing.
12:54
But the custom field that
12:56
But the custom field that tracks that is gonna be the
12:57
tracks that is gonna be the same custom field. so what
12:58
same custom field. so what we’re really doing is whether
12:59
we’re really doing is whether it’s a long term home cleaning
13:01
it’s a long term home cleaning situation. We really wanna take
13:02
situation. We really wanna take a look at it in the fact that
13:04
a look at it in the fact that if any lawn mowing scenario
13:06
if any lawn mowing scenario from our shop through say,
13:08
from our shop through say, thirty jobs and all the way
13:09
thirty jobs and all the way back to the shop is taking us
13:12
back to the shop is taking us on a an hour so 60 minutes and
13:15
on a an hour so 60 minutes and there’s thirty lawns we would
13:17
there’s thirty lawns we would divide sixty by thirty and that
13:18
divide sixty by thirty and that would give us 2 minutes so our
13:21
would give us 2 minutes so our budgeted time on. Zone number
13:24
budgeted time on. Zone number one if we can cut thirty lawns
13:25
one if we can cut thirty lawns a day and on average, it takes
13:27
a day and on average, it takes us an hour round trip is 2
13:28
us an hour round trip is 2 minutes. I’m gonna go and say
13:30
minutes. I’m gonna go and say our budget of time is 2 minutes
13:31
our budget of time is 2 minutes divided by sixty and that’s
13:33
divided by sixty and that’s gonna give us budgeted man
13:35
gonna give us budgeted man hours at .03 hours. so it’s
13:37
hours at .03 hours. so it’s about 2 minutes ballpark well,
13:39
about 2 minutes ballpark well, actually it is 2 minutes um I
13:40
actually it is 2 minutes um I just said so same thing is
13:42
just said so same thing is we’re gonna put our $50 an hour
13:44
we’re gonna put our $50 an hour uh in here in our thirty-six
13:47
uh in here in our thirty-six Greek even so we’re gonna say
13:48
Greek even so we’re gonna say it’s one to one every house we
13:51
it’s one to one every house we need to charge .03 times. Rape
13:54
need to charge .03 times. Rape To every house now we should be
13:57
To every house now we should be adding a dollar 67 now if
14:00
adding a dollar 67 now if you’re using an industry
14:01
you’re using an industry professional like Jason Copper,
14:03
professional like Jason Copper, Jim Houston for your finances
14:05
Jim Houston for your finances um or Debbie S in the cleaning
14:07
um or Debbie S in the cleaning industry um full transparency,
14:09
industry um full transparency, we don’t do financial
14:10
we don’t do financial consulting as a certified
14:12
consulting as a certified adviser, but we do take those
14:13
adviser, but we do take those numbers and help you get those
14:14
numbers and help you get those in. but if you’re doing it
14:15
in. but if you’re doing it yourself one thing you wanna be
14:17
yourself one thing you wanna be aware is if you’re fully loaded
14:19
aware is if you’re fully loaded Break-even number uh includes
14:21
Break-even number uh includes the non mobilization of the
14:21
the non mobilization of the down. You do not wanna double
14:25
down. You do not wanna double dip here cuz you will raise
14:25
dip here cuz you will raise your prices up and above, but
14:27
your prices up and above, but if the number you have if
14:29
if the number you have if you’ve come up with it yourself
14:31
you’ve come up with it yourself you break even number does not
14:32
you break even number does not include all your labor hours
14:33
include all your labor hours for the whole entire year on
14:35
for the whole entire year on average, build a non billable
14:37
average, build a non billable you wanna put the charge in
14:39
you wanna put the charge in here as well but either way we
14:41
here as well but either way we still wanna have that budgeted
14:42
still wanna have that budgeted drive time in there for
14:44
drive time in there for accounting or for uh reporting
14:47
accounting or for uh reporting an actual versus budgeted. So
14:49
an actual versus budgeted. So it’s very important way that we
14:50
it’s very important way that we do include the drive time uh
14:52
do include the drive time uh budgeted hours to make.
14:54
budgeted hours to make. Reporting in our scheduling is
14:56
Reporting in our scheduling is accurate. now this is for
14:59
accurate. now this is for everyone house uh and then just
15:00
everyone house uh and then just a little redundancy. We’d say
15:02
a little redundancy. We’d say one or one trip over one. so
15:04
one or one trip over one. so this is where we’re going to
15:06
this is where we’re going to dump debris or pick up
15:07
dump debris or pick up materials, Maybe in a nursery,
15:09
materials, Maybe in a nursery, we may go out there twice cuz
15:10
we may go out there twice cuz our equipment can’t carry all
15:12
our equipment can’t carry all of that. So we’re gonna put a
15:13
of that. So we’re gonna put a dollar 67 in here and .03 hours
15:17
dollar 67 in here and .03 hours again. And a cost a dollar
15:21
again. And a cost a dollar twenty so that is the way we
15:23
twenty so that is the way we build out the services and how
15:25
build out the services and how we create drive down to the
15:26
we create drive down to the last thing I wanna tackle here
15:27
last thing I wanna tackle here before we actually get into the
15:29
before we actually get into the meat and potatoes of this of
15:30
meat and potatoes of this of getting the picture and the
15:31
getting the picture and the video is properly specific. Um
15:34
video is properly specific. Um it been building these
15:35
it been building these documents out as I wanted to
15:36
documents out as I wanted to show you on a high level. How
15:37
show you on a high level. How to set these services up cuz
15:40
to set these services up cuz unless you’re estimating for
15:42
unless you’re estimating for success with profitability, you
15:43
success with profitability, you don’t wanna sell an
15:44
don’t wanna sell an unprofitable job. That’s how we
15:45
unprofitable job. That’s how we ensure we have profitable jobs
15:46
ensure we have profitable jobs that are delegated through an
15:48
that are delegated through an estimated system. The last
15:51
estimated system. The last thing we talked about
15:51
thing we talked about estimating so whether it’s lawn
15:53
estimating so whether it’s lawn care home cleaning you may not
15:55
care home cleaning you may not know how long it takes or what
15:56
know how long it takes or what or how much you should charge,
15:58
or how much you should charge, but based on your experience,
15:59
but based on your experience, you may be able to go out and
16:00
you may be able to go out and estimate the service. so what
16:02
estimate the service. so what we’re gonna do is put in here
16:04
we’re gonna do is put in here lawn mowing man minutes. Okay.
16:13
Our service really and we’re
16:16
Our service really and we’re gonna go in and put lawn mowing
16:17
gonna go in and put lawn mowing man in here, so I’m gonna say
16:20
man in here, so I’m gonna say our base price above was
16:21
our base price above was forty-five Bucks so forty-five
16:23
forty-five Bucks so forty-five Bucks to show up. We’re
16:24
Bucks to show up. We’re charging $50 an hour and it was
16:26
charging $50 an hour and it was costing us $36 an hour break
16:28
costing us $36 an hour break even so now, as you can see the
16:29
even so now, as you can see the sheets falling out some of the
16:31
sheets falling out some of the variables here in the blue
16:32
variables here in the blue Print, but it’s a little bit
16:33
Print, but it’s a little bit different. I’m sitting in my
16:34
different. I’m sitting in my phone on an on-site estimate
16:35
phone on an on-site estimate for unplugging how many minutes
16:37
for unplugging how many minutes do you think it’s gonna take to
16:38
do you think it’s gonna take to mow that lawn. I’m gonna say
16:41
mow that lawn. I’m gonna say between one and. 9 minutes or
16:44
between one and. 9 minutes or .9 hours time. Sixty is gonna
16:47
.9 hours time. Sixty is gonna give me 54 minutes between one
16:49
give me 54 minutes between one and 54 minutes. I’m charging 45
16:53
and 54 minutes. I’m charging 45 Bucks
16:56
Bucks every
16:56
every 1 minute over 54 minutes
16:58
every 1 minute over 54 minutes is and I’m gonna put in equals
17:00
is and I’m gonna put in equals 1 minute divided by 60 minutes
17:01
1 minute divided by 60 minutes is .02 so that’s 1 minute in
17:04
is .02 so that’s 1 minute in actual hours. I’m gonna say
17:07
actual hours. I’m gonna say based on a minute .02 times are
17:09
based on a minute .02 times are fifty bucks an hour. We’re
17:10
fifty bucks an hour. We’re charging 83¢ per hour and it’s
17:13
charging 83¢ per hour and it’s costing us sixty. So now I have
17:14
costing us sixty. So now I have the ability. Go in and measure
17:17
the ability. Go in and measure a property based out of
17:18
a property based out of production rate or plug in how
17:20
production rate or plug in how many minutes or hours, and then
17:21
many minutes or hours, and then when we pull up the estimate
17:22
when we pull up the estimate template it will put the price
17:24
template it will put the price budget sign the cost for
17:25
budget sign the cost for profit. so this is your first
17:27
profit. so this is your first baby step before you evolve
17:28
baby step before you evolve into a production based
17:29
into a production based estimating system, and this is
17:30
estimating system, and this is something where I really like
17:32
something where I really like about service Autopilot cuz
17:32
about service Autopilot cuz it’s robust enough to grow in
17:34
it’s robust enough to grow in you so as you’re going to look
17:36
you so as you’re going to look for a CMA customer relationship
17:38
for a CMA customer relationship management software, one of the
17:40
management software, one of the things that I realized is my
17:41
things that I realized is my first software was a great
17:43
first software was a great software, but I hit a glass
17:44
software, but I hit a glass ceiling I could. Past that so
17:47
ceiling I could. Past that so when you go out to buy a CRM,
17:49
when you go out to buy a CRM, take a look at where you’re at
17:50
take a look at where you’re at where you wanna go and does it
17:52
where you wanna go and does it have the ability like this
17:53
have the ability like this software and service autopilot
17:55
software and service autopilot to go and take granular steps
17:56
to go and take granular steps of how long you think it’s
17:57
of how long you think it’s gonna take based on your
17:58
gonna take based on your experience and then take that
17:59
experience and then take that data involved into a production
18:01
data involved into a production based estimating system with
18:02
based estimating system with all the robust and stuff
18:03
all the robust and stuff reporting and things like that.
18:03
reporting and things like that. So that is a huge benefit here
18:07
So that is a huge benefit here in my opinion. Um now we’ve
18:07
in my opinion. Um now we’ve been using this for eight or 9
18:09
been using this for eight or 9 years, and this is something
18:10
years, and this is something that we’ve we’ve learned uh
18:12
that we’ve we’ve learned uh throughout the way so we got
18:13
throughout the way so we got square foot of lawn Square.
18:15
square foot of lawn Square. Foot of home uh driving and now
18:17
Foot of home uh driving and now we have lawn mowing or home
18:20
we have lawn mowing or home cleaning man minutes, and we
18:21
cleaning man minutes, and we can base on those areas. So the
18:23
can base on those areas. So the next thing we’re gonna do is
18:23
next thing we’re gonna do is we’re gonna go in the essay and
18:24
we’re gonna go in the essay and show you where the sheet
18:26
show you where the sheet actually lines up. so I’m gonna
18:28
actually lines up. so I’m gonna go into the gear icon and go to
18:32
go into the gear icon and go to custom fields. So we’re doing
18:34
custom fields. So we’re doing this for a reason we build our
18:36
this for a reason we build our custom field. First, we build
18:37
custom field. First, we build our services. We build our
18:40
our services. We build our estimate uh documents your
18:43
estimate uh documents your email document and acceptance
18:44
email document and acceptance email and then you build your
18:45
email and then you build your template and you suck in your
18:46
template and you suck in your document in there and now you
18:49
document in there and now you have a full complete uh setup.
18:51
have a full complete uh setup. So first thing you wanna do is
18:52
So first thing you wanna do is go right from our simple growth
18:56
go right from our simple growth blueprint and get our custom
18:57
blueprint and get our custom field of true square footage
18:59
field of true square footage Home Square footage drive time
19:00
Home Square footage drive time zone or lawn mowing man minute.
19:03
zone or lawn mowing man minute. So what you’re gonna do is go
19:04
So what you’re gonna do is go in um and I’m not gonna build
19:06
in um and I’m not gonna build this all out for time sake, but
19:07
this all out for time sake, but I’m just gonna show you on one
19:08
I’m just gonna show you on one service how you do it so you
19:09
service how you do it so you can manipulate or uh match it
19:11
can manipulate or uh match it then I’ve got something
19:12
then I’ve got something completely put together and I’m
19:13
completely put together and I’m gonna step through each step
19:13
gonna step through each step for about a minute or two, so
19:15
for about a minute or two, so you can see sequentially how
19:16
you can see sequentially how this builds and then we’re
19:18
this builds and then we’re gonna get into how to insert
19:20
gonna get into how to insert those pictures and videos so
19:20
those pictures and videos so I’m just gonna call. Lawn
19:22
I’m just gonna call. Lawn mowing, or I’m sorry per square
19:25
mowing, or I’m sorry per square footage.
19:28
footage. And the
19:31
square footage is. Associated
19:35
square footage is. Associated the customer and it is a number
19:37
the customer and it is a number so we can go in and build that
19:39
so we can go in and build that off of a mathematician. Now
19:42
off of a mathematician. Now we’ve hit seven new. I’ve
19:43
we’ve hit seven new. I’ve already got some in here so I’m
19:44
already got some in here so I’m not gonna make a duplicate, but
19:45
not gonna make a duplicate, but the idea is you first build all
19:46
the idea is you first build all your custom fields. Next thing
19:48
your custom fields. Next thing is we’re going into gear icon
19:50
is we’re going into gear icon once again and we’re gonna go
19:53
once again and we’re gonna go into services. I wanna give you
19:55
into services. I wanna give you the foundational pieces to make
19:56
the foundational pieces to make sure you’re doing this the
19:57
sure you’re doing this the right way and then we’re gonna
19:58
right way and then we’re gonna go into the video and the
20:00
go into the video and the pictures property specific um
20:02
pictures property specific um before we get to the top of the
20:03
before we get to the top of the hour here and then comes to
20:04
hour here and then comes to questions along the way just
20:05
questions along the way just let me know so next thing we’re
20:06
let me know so next thing we’re gonna go in and add. So, let’s
20:09
gonna go in and add. So, let’s see we’re bringing in that lawn
20:10
see we’re bringing in that lawn mowing or that home cleaning.
20:13
mowing or that home cleaning. so I’m gonna put it in here as
20:16
so I’m gonna put it in here as lawn mowing. And for time, I’m
20:19
lawn mowing. And for time, I’m gonna go in and put this in as
20:21
gonna go in and put this in as a code cuz that’s required now
20:23
a code cuz that’s required now if you’re creating snow
20:24
if you’re creating snow services getting the time of
20:25
services getting the time of year showing snow dispatcher
20:27
year showing snow dispatcher here needs to be checked. Uh
20:30
here needs to be checked. Uh promote is gonna be per unit.
20:31
promote is gonna be per unit. We’re gonna type out an
20:32
We’re gonna type out an estimate description. We’re
20:34
estimate description. We’re gonna select any account
20:35
gonna select any account maintenance services and if you
20:36
maintenance services and if you use classes and QuickBooks,
20:38
use classes and QuickBooks, this is a summer account
20:39
this is a summer account probably now under estimates we
20:41
probably now under estimates we type in the description. This
20:43
type in the description. This is what’s gonna show on the
20:44
is what’s gonna show on the estimate. Final thing is rate
20:46
estimate. Final thing is rate matrix so calculation and
20:47
matrix so calculation and quantity rate times visits and
20:48
quantity rate times visits and based on the. Field of Square
20:52
based on the. Field of Square footage. And then we’re taking
20:56
footage. And then we’re taking our mates here from one to 5000
21:00
our mates here from one to 5000 these five cells now the matrix
21:01
these five cells now the matrix here is very important because
21:04
here is very important because the blueprint shows us what to
21:05
the blueprint shows us what to build inside essay. so we’re
21:07
build inside essay. so we’re gonna build it first and check
21:08
gonna build it first and check it and then transfer it over
21:09
it and then transfer it over service Autopilot very similar
21:11
service Autopilot very similar to building a house. You’re not
21:12
to building a house. You’re not gonna build a house without a
21:13
gonna build a house without a blueprint. You’re not gonna put
21:14
blueprint. You’re not gonna put random doors and windows
21:15
random doors and windows everywhere. Well here you don’t
21:16
everywhere. Well here you don’t wanna build the estimate in my
21:18
wanna build the estimate in my opinion the matrix without a
21:20
opinion the matrix without a blueprint so if you’re building
21:22
blueprint so if you’re building this yourself take this
21:23
this yourself take this template and recreate it. This
21:24
template and recreate it. This is gonna help you it looks like
21:25
is gonna help you it looks like an extra step. The positive
21:27
an extra step. The positive part is here whether you’re
21:28
part is here whether you’re working with simple growth as a
21:30
working with simple growth as a certified adviser, You’re doing
21:31
certified adviser, You’re doing the self is 12 months from now,
21:32
the self is 12 months from now, I’m pretty sure you’re not
21:33
I’m pretty sure you’re not gonna remember exactly how you
21:34
gonna remember exactly how you made your price. you can go
21:36
made your price. you can go back to the sheet and see
21:37
back to the sheet and see exactly I was charging fifty
21:38
exactly I was charging fifty bucks an hour. My cost per hour
21:40
bucks an hour. My cost per hour is thirty-six and these were my
21:42
is thirty-six and these were my assumptions now if we went in
21:44
assumptions now if we went in and changed our expense per
21:45
and changed our expense per hour next year and move that to
21:47
hour next year and move that to thirty-eight. Watch your
21:48
thirty-eight. Watch your expense of 3240 now jumps up to
21:51
expense of 3240 now jumps up to 3420 so by changing that one
21:53
3420 so by changing that one the sheet tells you what you
21:54
the sheet tells you what you need to do to. Update your
21:57
need to do to. Update your matrix each year in service
21:59
matrix each year in service Autopilot, Very helpful. Uh I’m
22:02
Autopilot, Very helpful. Uh I’m gonna take this five cells here
22:03
gonna take this five cells here and basically put them right
22:04
and basically put them right here. so I’m gonna say from one
22:06
here. so I’m gonna say from one to 5000 square feet It’s
22:09
to 5000 square feet It’s forty-five Bucks and that’s the
22:11
forty-five Bucks and that’s the same up here now at the .9
22:12
same up here now at the .9 budgeted hours, it’s based on
22:14
budgeted hours, it’s based on one person the system will
22:15
one person the system will calculate if you have a two or
22:16
calculate if you have a two or three person, crew and 3240 for
22:18
three person, crew and 3240 for your break even cost. so I’m
22:20
your break even cost. so I’m gonna put in my .9 and thirty
22:24
gonna put in my .9 and thirty to forty then every. Thousand
22:26
to forty then every. Thousand square feet over my 5000 here
22:31
square feet over my 5000 here here these five cells
22:34
here these five cells automatically line up is $9
22:35
automatically line up is $9 more .18 man hours, and it cost
22:37
more .18 man hours, and it cost of 6.8.
22:43
What we would do here. I’m not
22:45
What we would do here. I’m not gonna save that for these
22:46
gonna save that for these purposes, but what we can do
22:47
purposes, but what we can do now is is go in and save and
22:49
now is is go in and save and that’s created our master
22:52
that’s created our master service. So there’s a parent
22:53
service. So there’s a parent and child service relationship
22:54
and child service relationship here so the next thing we wanna
22:55
here so the next thing we wanna do then is I’m gonna go into
22:58
do then is I’m gonna go into the example of drive time. So
23:03
the example of drive time. So this is a child service of the
23:05
this is a child service of the mowing, so what we’re gonna do
23:07
mowing, so what we’re gonna do is go in and add a service. If
23:12
is go in and add a service. If we can get to it and drop this
23:14
we can get to it and drop this in here now we’re gonna add a
23:16
in here now we’re gonna add a child service so this is gonna
23:17
child service so this is gonna be right off the blueprint
23:19
be right off the blueprint lawn.
23:23
When we drive time zone one now
23:28
When we drive time zone one now instead of having to fill out
23:29
instead of having to fill out the code and invoice
23:30
the code and invoice description and also what I’m
23:31
description and also what I’m gonna do is go in and select my
23:34
gonna do is go in and select my lawn mowing service. Obviously
23:35
lawn mowing service. Obviously it’s a pest account. You’ve
23:36
it’s a pest account. You’ve never had this many duplicates,
23:38
never had this many duplicates, but I got my lawn mowing
23:40
but I got my lawn mowing service now if I make that
23:42
service now if I make that parent service and I say only
23:43
parent service and I say only in estimates here it compresses
23:46
in estimates here it compresses it down. so I don’t have to
23:46
it down. so I don’t have to worry about any of that because
23:48
worry about any of that because the customer never gonna see
23:48
the customer never gonna see it. This is your invisible
23:50
it. This is your invisible estimating checklist now under
23:51
estimating checklist now under rate matrix you. Thing we wanna
23:54
rate matrix you. Thing we wanna go in time, visit custom field
23:57
go in time, visit custom field of uh drive time zone one. I’m
24:00
of uh drive time zone one. I’m just gonna use the multi
24:01
just gonna use the multi example, but the same thing is
24:03
example, but the same thing is right off the or the simple
24:05
right off the or the simple growth blueprint here one to
24:07
growth blueprint here one to one so every trip is a dollar
24:09
one so every trip is a dollar 67.03 man hours and the cost of
24:12
67.03 man hours and the cost of dollar twenty so same thing
24:14
dollar twenty so same thing from every trip is a dollar.
24:20
67 go back to our blueprint,
24:24
67 go back to our blueprint, .03 and one 2003 120, and then
24:28
.03 and one 2003 120, and then at the one-to-one relationship
24:30
at the one-to-one relationship every trip is the same, and
24:31
every trip is the same, and we’re gonna plug that in and
24:32
we’re gonna plug that in and once again, if you’re not sure
24:34
once again, if you’re not sure what to put in there you go
24:36
what to put in there you go right back to your simple
24:37
right back to your simple blueprint. That’s all on the
24:38
blueprint. That’s all on the here. So what we’re doing is
24:40
here. So what we’re doing is we’re creating a lot of the
24:41
we’re creating a lot of the features and functions of
24:42
features and functions of service Autopilot and creating
24:43
service Autopilot and creating a systematic workflow. That’s
24:45
a systematic workflow. That’s predictable it can be delegated
24:46
predictable it can be delegated in any industry That’s. Success
24:49
in any industry That’s. Success in my lawn care company, as
24:50
in my lawn care company, as well as to several hundred,
24:52
well as to several hundred, we’ve helped set these things
24:53
we’ve helped set these things up by all means. watch this
24:54
up by all means. watch this video and you can do it
24:56
video and you can do it yourself um but if you need
24:57
yourself um but if you need some help we’re here. but the
24:58
some help we’re here. but the idea is we want to go in and
25:00
idea is we want to go in and create a predictable workflow.
25:01
create a predictable workflow. This is how we’ve done it now
25:04
This is how we’ve done it now last thing that you need to do
25:05
last thing that you need to do as a quick review, then we’re
25:07
as a quick review, then we’re getting into this estimate Dock
25:09
getting into this estimate Dock for pictures and videos is now
25:11
for pictures and videos is now you’ve got your custom field
25:12
you’ve got your custom field built. you’ve got your service
25:13
built. you’ve got your service built without a matrix with the
25:15
built without a matrix with the matrix. I’m sorry and you have
25:16
matrix. I’m sorry and you have your child services such as
25:18
your child services such as time or disposal fees. Um we’re
25:20
time or disposal fees. Um we’re gonna go. Now in under the gear
25:24
gonna go. Now in under the gear icon documents, so I’m just
25:27
icon documents, so I’m just gonna type in Bob, it’s a
25:28
gonna type in Bob, it’s a systematic part, so you’ve got
25:30
systematic part, so you’ve got three parts here so I’m gonna
25:31
three parts here so I’m gonna use a little Picasso here on
25:34
use a little Picasso here on this paper but You’ve got three
25:39
this paper but You’ve got three parts here that are going to
25:41
parts here that are going to play together and you’ve got
25:45
play together and you’ve got the estimate. Email you’ve got
25:47
the estimate. Email you’ve got the document and the acceptance
25:48
the document and the acceptance email What happens here is this
25:49
email What happens here is this one fires off with the link
25:52
one fires off with the link they click on it and it goes
25:53
they click on it and it goes in. they open up the app. We’re
25:55
in. they open up the app. We’re gonna put your pictures and
25:56
gonna put your pictures and your videos and then when they
25:57
your videos and then when they accept that estimate they go in
25:59
accept that estimate they go in here and they get it automated
26:00
here and they get it automated email it says. Thanks for
26:01
email it says. Thanks for accepting our service now where
26:03
accepting our service now where this all plays into is you
26:05
this all plays into is you have.
26:09
A template and your template
26:12
A template and your template here is going to give us the
26:14
here is going to give us the ability in a minute to select
26:15
ability in a minute to select this chain of documents that
26:16
this chain of documents that are already connected. so we’re
26:18
are already connected. so we’re avoiding steps along the way
26:19
avoiding steps along the way they’re manual and when we load
26:21
they’re manual and when we load that template all your services
26:23
that template all your services are loaded. So what we’re doing
26:24
are loaded. So what we’re doing is first sequentially. we need
26:27
is first sequentially. we need to have our email as a document
26:28
to have our email as a document and acceptance email because
26:30
and acceptance email because when we go to build our
26:31
when we go to build our template, we need to insert
26:32
template, we need to insert that in and have them already
26:34
that in and have them already created so what we’re gonna do
26:35
created so what we’re gonna do is go in um and I’m just gonna
26:37
is go in um and I’m just gonna pull up. If you’re working with
26:40
pull up. If you’re working with simple growth already, you
26:42
simple growth already, you search the word simple growth
26:43
search the word simple growth are all loaded under there, but
26:44
are all loaded under there, but we’ve had this preset.
26:46
we’ve had this preset. Obviously, this wasn’t a pre
26:47
Obviously, this wasn’t a pre planned uh training essay
26:49
planned uh training essay weekly, but um you know it is
26:50
weekly, but um you know it is what it is. We’ve gotta keep
26:52
what it is. We’ve gotta keep going here. so we’ve got a
26:54
going here. so we’ve got a client email. So this is the
26:56
client email. So this is the email that is sent to the
26:58
email that is sent to the client with a proposal link in
27:00
client with a proposal link in it. This is an email subject
27:04
it. This is an email subject line on the bottom now when we
27:05
line on the bottom now when we go and hit edit you’ve got some
27:07
go and hit edit you’ve got some documents here um that we’ve
27:08
documents here um that we’ve already. But the idea you’ll
27:11
already. But the idea you’ll get the idea is we’ve got um
27:13
get the idea is we’ve got um the logo some context and then
27:15
the logo some context and then this is a clickable quote link
27:17
this is a clickable quote link that can be found under merge
27:18
that can be found under merge tags and it’s underestimate
27:19
tags and it’s underestimate link or quote link that will
27:22
link or quote link that will dynamically insert a link to
27:24
dynamically insert a link to get to the estimate document.
27:26
get to the estimate document. We’re gonna be inserting a
27:27
We’re gonna be inserting a picture in a property specific
27:29
picture in a property specific video here in a second, but
27:29
video here in a second, but that’s the first step your next
27:32
that’s the first step your next step is a estimate uh.
27:36
step is a estimate uh. Acceptance email So once again,
27:37
Acceptance email So once again, I’m gonna go back in here and
27:39
I’m gonna go back in here and just pull up under simple
27:41
just pull up under simple growth um this year and it’s a
27:44
growth um this year and it’s a certified adviser through some
27:45
certified adviser through some testing and Redding for essay.
27:46
testing and Redding for essay. uh this is kinda what we’ve
27:48
uh this is kinda what we’ve been doing here so the
27:48
been doing here so the acceptance email is an email
27:51
acceptance email is an email that automatically fires off
27:52
that automatically fires off when the estimates accepted.
27:55
when the estimates accepted. Now you need to make the
27:55
Now you need to make the estimate, email first and the
27:57
estimate, email first and the acceptance email first because
27:58
acceptance email first because we need to connect them to the
27:59
we need to connect them to the estimate document Email subject
28:01
estimate document Email subject line is thank you and when we
28:03
line is thank you and when we go in there and it literally
28:03
go in there and it literally just says hey, uh we’ll be
28:04
just says hey, uh we’ll be reaching out. Accepting the
28:06
reaching out. Accepting the estimate as you scroll down,
28:08
estimate as you scroll down, you can filter in through type
28:10
you can filter in through type as well and this is estimates
28:13
as well and this is estimates so that’s another way to make
28:15
so that’s another way to make sure you have an estimate
28:17
sure you have an estimate document but if you go in there
28:21
document but if you go in there we have our uh let’s see our
28:23
we have our uh let’s see our snow contract. We’ll take a
28:26
snow contract. We’ll take a look at that one. What we’ve
28:26
look at that one. What we’ve done is the estimate. Email
28:27
done is the estimate. Email right here is connected to the
28:29
right here is connected to the estimate. Email we just made in
28:31
estimate. Email we just made in the confirmation email is the
28:32
the confirmation email is the acceptance email. We’ve need to
28:34
acceptance email. We’ve need to connect those two for a
28:35
connect those two for a seamless uh interaction
28:37
seamless uh interaction otherwise, it’s not gonna work
28:38
otherwise, it’s not gonna work and you’re gonna have some
28:39
and you’re gonna have some manual steps in between. so
28:40
manual steps in between. so we’re not teaching features and
28:40
we’re not teaching features and function. The service autopilot
28:43
function. The service autopilot today we’re teaching workflow
28:44
today we’re teaching workflow and then how to go in and
28:46
and then how to go in and especially um personalize those
28:48
especially um personalize those estimates with videos and
28:49
estimates with videos and pictures property specific, but
28:50
pictures property specific, but we need to get the document the
28:54
we need to get the document the standardization of that done
28:55
standardization of that done first before we can go in and
28:57
first before we can go in and customize it per client. This
28:58
customize it per client. This is gonna create speed and
29:00
is gonna create speed and efficiency. so we’ve got our
29:02
efficiency. so we’ve got our estimate. We’ve got our logo We
29:03
estimate. We’ve got our logo We have our dynamic content also
29:06
have our dynamic content also called grid under the Gear icon
29:08
called grid under the Gear icon one of the same um just called
29:11
one of the same um just called something a little bit
29:12
something a little bit different and we’ve got some
29:13
different and we’ve got some verbiage here and then at the
29:14
verbiage here and then at the bottom. We have some other
29:16
bottom. We have some other videos we’ve embedded here.
29:18
videos we’ve embedded here. Standard highly recommend these
29:19
Standard highly recommend these videos Sure Marcus Sharon of
29:21
videos Sure Marcus Sharon of the They ask you answer and the
29:22
the They ask you answer and the sales line will be talking
29:24
sales line will be talking about this uh especially in
29:25
about this uh especially in this talk at SH twenty, but
29:27
this talk at SH twenty, but this is something we’ve been
29:29
this is something we’ve been doing in my company very
29:29
doing in my company very similar to Marcus was doing in
29:31
similar to Marcus was doing in river pools and spas the last
29:32
river pools and spas the last probably seven or 8 years, but
29:34
probably seven or 8 years, but these videos will play live
29:35
these videos will play live right inside the service,
29:36
right inside the service, Autopilot Dock so not only do
29:37
Autopilot Dock so not only do you want to create property
29:40
you want to create property specific videos and pictures in
29:41
specific videos and pictures in the estimate but have two three
29:43
the estimate but have two three maybe four five in. Nine of
29:46
maybe four five in. Nine of your core services and talk
29:47
your core services and talk about what’s included what’s
29:49
about what’s included what’s not included in overcoming
29:50
not included in overcoming those sales and price
29:51
those sales and price objections is this your
29:52
objections is this your automated 24/7 estimator for
29:55
automated 24/7 estimator for you and then at the bottom here
29:57
you and then at the bottom here there’s a there’s a line of
29:58
there’s a there’s a line of code with that line of code is
30:01
code with that line of code is literally is when we’re going
30:02
literally is when we’re going in and we’re hitting merge. it
30:05
in and we’re hitting merge. it is our signature line.
30:12
Man let me pull that up. Right
30:16
Man let me pull that up. Right here signature line you click
30:17
here signature line you click that you can insert that piece
30:19
that you can insert that piece of code and that’s where they
30:20
of code and that’s where they can sign electronically and
30:21
can sign electronically and accept online. Um I’m not gonna
30:23
accept online. Um I’m not gonna do anything to this document so
30:25
do anything to this document so I don’t screw it up, but those
30:26
I don’t screw it up, but those are the main things you need to
30:28
are the main things you need to do and have your email your
30:30
do and have your email your email and your acceptance email
30:33
email and your acceptance email connected to this under the
30:33
connected to this under the settings. Now the final part is
30:36
settings. Now the final part is we wanna create a template that
30:37
we wanna create a template that pulls all the services in and
30:38
pulls all the services in and then we’re gonna pull up this
30:39
then we’re gonna pull up this document. I’m gonna show you
30:40
document. I’m gonna show you how to customize the picture
30:41
how to customize the picture and the video per specific uh
30:44
and the video per specific uh property. so we’re gonna go.
30:46
property. so we’re gonna go. And hit job as a template.
30:54
And add a template.
31:00
And actually, I probably not
31:01
And actually, I probably not gonna save this, but you would
31:01
gonna save this, but you would put a description under this
31:03
put a description under this show when creating I would say
31:04
show when creating I would say both jobs and estimates it
31:06
both jobs and estimates it opens up another area to select
31:08
opens up another area to select the documents. So this is the
31:09
the documents. So this is the document that we just need and
31:11
document that we just need and that is what’s gonna allow us
31:15
that is what’s gonna allow us to uh merge merge in the email
31:18
to uh merge merge in the email as a document and template and
31:21
as a document and template and then under item we’re gonna go
31:23
then under item we’re gonna go in and put our lawn mowing or
31:28
in and put our lawn mowing or our home cleaning and. That um
31:32
our home cleaning and. That um we can put our lawn mowing man.
31:38
And actually, I’m gonna do that
31:39
And actually, I’m gonna do that as a plus icon cuz this is
31:42
as a plus icon cuz this is gonna be a child service.
31:48
And we’ve included some default
31:50
And we’ve included some default drive times here so you’ll
31:51
drive times here so you’ll actually see this on the
31:52
actually see this on the example. I’m gonna show you
31:53
example. I’m gonna show you that the idea is we can pump in
31:55
that the idea is we can pump in how many minutes like 45
31:57
how many minutes like 45 minutes is forty-five Bucks or
31:59
minutes is forty-five Bucks or let’s say 60 minutes 5512. So
32:04
let’s say 60 minutes 5512. So it’s a price of budget time and
32:07
it’s a price of budget time and cost so I’m going to zero that
32:08
cost so I’m going to zero that out cuz on the template
32:10
out cuz on the template whatever is left in the temple
32:12
whatever is left in the temple pre default in, but the idea is
32:14
pre default in, but the idea is we’ve got our parent service
32:15
we’ve got our parent service and then our child’s view and
32:16
and then our child’s view and only estimates here below that
32:18
only estimates here below that these are the drive times.
32:19
these are the drive times. you’ll see that. so that’s the
32:20
you’ll see that. so that’s the idea of. Once we’ve done that
32:22
idea of. Once we’ve done that we’re saving clothes, we’re
32:23
we’re saving clothes, we’re gonna create an estimate
32:24
gonna create an estimate process now, so I’m gonna go
32:26
process now, so I’m gonna go into one. We’ve already built
32:27
into one. We’ve already built just for speed here, but the
32:28
just for speed here, but the idea is we’re gonna go in and
32:29
idea is we’re gonna go in and add a lead home cleaning lawn
32:33
add a lead home cleaning lawn care doesn’t matter. I’m gonna
32:33
care doesn’t matter. I’m gonna put our old tester in here.
32:41
Put an address in.
32:49
Code So this is what’s
32:51
Code So this is what’s happening if they are calling
32:53
happening if they are calling your office and you are
32:54
your office and you are entering this in as an admin in
32:56
entering this in as an admin in the office, otherwise if they
32:57
the office, otherwise if they come off a vtwo or vthree form
32:59
come off a vtwo or vthree form with the proper sayings will
33:01
with the proper sayings will automatically enter in the
33:02
automatically enter in the service, Autopilot and the no
33:03
service, Autopilot and the no double entry highly recommend
33:04
double entry highly recommend the vthree form that is show
33:06
the vthree form that is show ready in my opinion that’s
33:07
ready in my opinion that’s gonna do a duplicate. check for
33:09
gonna do a duplicate. check for you. uh we’re gonna enter in
33:10
you. uh we’re gonna enter in our email of the potential
33:13
our email of the potential lead.
33:20
And we wanna enter the
33:23
And we wanna enter the cellphone the things you wanna
33:24
cellphone the things you wanna pay attention to is under
33:26
pay attention to is under details. count type residential
33:30
details. count type residential or commercial sales. How do
33:31
or commercial sales. How do they hear about us? so we can
33:33
they hear about us? so we can track that. I’m gonna say they
33:34
track that. I’m gonna say they came from Canvasing door
33:35
came from Canvasing door hangers and I’m gonna say that
33:37
hangers and I’m gonna say that now that leads uh committed it
33:39
now that leads uh committed it does do checking obviously this
33:40
does do checking obviously this is our favorite uh place to do
33:42
is our favorite uh place to do some testing on for continues
33:43
some testing on for continues to do in this scenario. We’re
33:45
to do in this scenario. We’re gonna create this estimate and
33:47
gonna create this estimate and we’re gonna create this
33:48
we’re gonna create this property specific pricing,
33:49
property specific pricing, pictures and videos here in a
33:51
pictures and videos here in a second as well. so we wanna go
33:52
second as well. so we wanna go into the. Area and measure the
33:55
into the. Area and measure the property to grab a square
33:56
property to grab a square footage to create an automated
33:59
footage to create an automated production rate based estimate.
34:05
Now, if you are doing this in
34:07
Now, if you are doing this in person, I still recommend
34:09
person, I still recommend measuring it online for
34:11
measuring it online for accuracy and speed and then.
34:16
accuracy and speed and then. Anything else that needs to be
34:18
Anything else that needs to be measured you’re using an
34:20
measured you’re using an on-site estimate form that data
34:22
on-site estimate form that data in there and creating um the
34:23
in there and creating um the videos and pictures as you’re
34:25
videos and pictures as you’re walking around the property. So
34:26
walking around the property. So we’re gonna highlight that in
34:27
we’re gonna highlight that in there, I’m gonna label that
34:28
there, I’m gonna label that turf.
34:32
Color it so every time we pull
34:34
Color it so every time we pull it up. We know what we measured
34:36
it up. We know what we measured to save custom field. You’ll
34:39
to save custom field. You’ll never have this many but once
34:41
never have this many but once you get there, we go to church
34:42
you get there, we go to church square footage and that was
34:45
square footage and that was that custom field right off the
34:46
that custom field right off the essay blueprint here the
34:47
essay blueprint here the service Autopilot blueprint for
34:49
service Autopilot blueprint for turf or home square footage now
34:53
turf or home square footage now next thing we’re doing is we go
34:54
next thing we’re doing is we go to a for auto auto assist in
34:57
to a for auto auto assist in your mobile predominantly in
34:58
your mobile predominantly in your mobile and we’re gonna be
35:00
your mobile and we’re gonna be able to go in now and pull this
35:02
able to go in now and pull this up. so we’re gonna pull it up
35:03
up. so we’re gonna pull it up in. Our phone is we’re walking
35:06
in. Our phone is we’re walking around. We’re gonna use uh the
35:08
around. We’re gonna use uh the video and picture in your phone
35:09
video and picture in your phone as well, our tablet to make
35:10
as well, our tablet to make this happen first step is we
35:12
this happen first step is we measure online. Then we go on
35:14
measure online. Then we go on property walk out of your car
35:15
property walk out of your car truck or in the house and we’re
35:16
truck or in the house and we’re gonna use our on-site estimate
35:18
gonna use our on-site estimate form and once that loads we’re
35:19
form and once that loads we’re gonna use the on-site estimate
35:20
gonna use the on-site estimate form to collect the rest of the
35:23
form to collect the rest of the data that we may need so long
35:27
data that we may need so long square footage we’ve already
35:28
square footage we’ve already covered if I’m doing a mulch
35:30
covered if I’m doing a mulch job and I want it to be three
35:32
job and I want it to be three inches in depth. I’m gonna say,
35:33
inches in depth. I’m gonna say, Oh, we just measure that bed.
35:35
Oh, we just measure that bed. It’s 500 square feet. And the
35:37
It’s 500 square feet. And the mulch bed for weeding is
35:39
mulch bed for weeding is another 500 square feet so
35:41
another 500 square feet so walking around and getting the
35:42
walking around and getting the data in our phone or tablet,
35:43
data in our phone or tablet, and then we’re gonna take the
35:43
and then we’re gonna take the pictures and videos and get
35:45
pictures and videos and get them in the estimate. So drive
35:48
them in the estimate. So drive time trips like I said at one
35:49
time trips like I said at one to one or could be two trips,
35:50
to one or could be two trips, Maybe there’s so much mulch. We
35:51
Maybe there’s so much mulch. We can’t fit it in our truck or
35:52
can’t fit it in our truck or trailer so I’m gonna go twice
35:54
trailer so I’m gonna go twice and shrub pruning. I’m gonna
35:56
and shrub pruning. I’m gonna say number of large small
35:57
say number of large small medium in our shrubs so large
35:59
medium in our shrubs so large there’s two shrubs between six
36:00
there’s two shrubs between six and ten feet. There is let’s
36:04
and ten feet. There is let’s say eight shrubs between six
36:05
say eight shrubs between six and less than ten and less than
36:09
and less than ten and less than three feet. There’s twenty and
36:11
three feet. There’s twenty and he’s with without a ladder.
36:12
he’s with without a ladder. Maybe there’s none. We leave a
36:13
Maybe there’s none. We leave a blank, but we can also put a
36:14
blank, but we can also put a thing uh note in here uh does
36:17
thing uh note in here uh does not. Include. I and East lot
36:23
not. Include. I and East lot line, maybe that’s the
36:24
line, maybe that’s the neighbors. We’re spelling that
36:25
neighbors. We’re spelling that out this is automatically gonna
36:26
out this is automatically gonna merge in the estimate without
36:28
merge in the estimate without you you forgetting to put it in
36:29
you you forgetting to put it in and we’re gonna scroll down and
36:32
and we’re gonna scroll down and hit submit now. The next step
36:34
hit submit now. The next step is we’re pulling out our phone
36:37
is we’re pulling out our phone and going in and creating the
36:39
and going in and creating the uh videos and pictures of
36:41
uh videos and pictures of property now uh hard to see if
36:42
property now uh hard to see if you can see it on here. I’ve
36:43
you can see it on here. I’ve got that little red icon. It’s
36:47
got that little red icon. It’s YouTube studio. You’re gonna
36:48
YouTube studio. You’re gonna want YouTube studio off the app
36:50
want YouTube studio off the app Store What that’s gonna allow
36:51
Store What that’s gonna allow you to do is. A video from your
36:53
you to do is. A video from your phone upload it to YouTube
36:55
phone upload it to YouTube channel and put it private or
36:56
channel and put it private or unlisted, and we can take that
36:58
unlisted, and we can take that YouTube video and insert it
37:00
YouTube video and insert it inside your essay estimate
37:01
inside your essay estimate property specific per client, I
37:03
property specific per client, I would create some kind of
37:04
would create some kind of naming convention as you start
37:05
naming convention as you start to add the volume of videos,
37:07
to add the volume of videos, but that’s gonna be important.
37:08
but that’s gonna be important. You got the YouTube uh that
37:10
You got the YouTube uh that little red icon YouTube creator
37:12
little red icon YouTube creator Studio app, and that’s gonna
37:13
Studio app, and that’s gonna allow you to avoid using those
37:14
allow you to avoid using those third party uh softwares. So
37:16
third party uh softwares. So next thing we’re doing is we’re
37:17
next thing we’re doing is we’re going into a estimates so we’ve
37:19
going into a estimates so we’ve measured it online. We’ve
37:20
measured it online. We’ve walked around the property.
37:21
walked around the property. We’ve taken our pictures. We’ve
37:23
We’ve taken our pictures. We’ve taken our video and we’ve
37:25
taken our video and we’ve created our estimate. So as
37:28
created our estimate. So as we’re going in here we just
37:31
we’re going in here we just refresh out of this I forgot to
37:34
refresh out of this I forgot to click out of my form. At an
37:38
click out of my form. At an estimate so now, if you’re on
37:39
estimate so now, if you’re on site um you’re probably gonna
37:42
site um you’re probably gonna wanna have a cheap Chromebook
37:43
wanna have a cheap Chromebook or a tablet uh or even in your
37:45
or a tablet uh or even in your mobile but uh for this gonna be
37:47
mobile but uh for this gonna be easier with a laptop to do
37:48
easier with a laptop to do this. so we’re gonna add an
37:50
this. so we’re gonna add an estimate everything we’ve
37:51
estimate everything we’ve measured on site or through the
37:53
measured on site or through the satellites gonna merge in here
37:54
satellites gonna merge in here so estimate document is not
37:56
so estimate document is not gonna have to be selected when
37:59
gonna have to be selected when we go we go in. gonna select
38:00
we go we go in. gonna select the template and that’s gonna
38:01
the template and that’s gonna bring in everything we’ve done
38:02
bring in everything we’ve done already. so we’re recreating
38:03
already. so we’re recreating the work we’ve created a
38:05
the work we’ve created a predictable workflow so you can
38:06
predictable workflow so you can ask for an email with the link.
38:07
ask for an email with the link. Ask them a document. An
38:09
Ask them a document. An estimate email and the template
38:11
estimate email and the template loads all the services that
38:12
loads all the services that we’ve already loaded in as
38:13
we’ve already loaded in as well. so we’re gonna go and hit
38:14
well. so we’re gonna go and hit template and that on-site
38:15
template and that on-site estimate form can be customized
38:17
estimate form can be customized for home cleaning as well or
38:18
for home cleaning as well or pest control. Um so it’s it’s
38:21
pest control. Um so it’s it’s really you know whatever you
38:22
really you know whatever you think you know whatever your
38:23
think you know whatever your industry is at work. so I’m
38:25
industry is at work. so I’m gonna grab my um lead document
38:27
gonna grab my um lead document here and that’s gonna pull in
38:29
here and that’s gonna pull in all the services. This one was
38:30
all the services. This one was really identical to um the
38:32
really identical to um the example here it already built
38:33
example here it already built it, but I’m gonna do is go in
38:34
it, but I’m gonna do is go in on the fly here and add in uh
38:37
on the fly here and add in uh lawn mowing man minutes. See
38:40
lawn mowing man minutes. See what that looks like um now you
38:42
what that looks like um now you would already have this built
38:44
would already have this built in here um. And another thing
38:48
in here um. And another thing to make sure is don’t have the
38:49
to make sure is don’t have the little checkbox checks. so I
38:51
little checkbox checks. so I just duplicated everything in
38:53
just duplicated everything in here, but that’s okay. Facebook
38:56
here, but that’s okay. Facebook live. I will fix it. Alright.
38:58
live. I will fix it. Alright. So now we have all our drive
38:59
So now we have all our drive time zones. I have 9700 square
39:01
time zones. I have 9700 square feet. It’s giving me a price of
39:02
feet. It’s giving me a price of $30 .4 man hours and a cost of
39:05
$30 .4 man hours and a cost of 1476 and I don’t copy the
39:07
1476 and I don’t copy the pricing cuz this is obviously
39:09
pricing cuz this is obviously fictitious. It’s a test
39:09
fictitious. It’s a test account. Uh I’m gonna say we’re
39:10
account. Uh I’m gonna say we’re driving to this one drive time
39:12
driving to this one drive time zone. so I’m gonna put the
39:12
zone. so I’m gonna put the number one in there and that’s
39:13
number one in there and that’s gonna calculate a price budget
39:16
gonna calculate a price budget of time and cost. And I’m gonna
39:20
of time and cost. And I’m gonna go in the lawn mowing man
39:21
go in the lawn mowing man minute. So let’s just say I was
39:23
minute. So let’s just say I was looking at that yard and I
39:25
looking at that yard and I thought it was gonna take 45
39:26
thought it was gonna take 45 minutes. I put forty-five in
39:28
minutes. I put forty-five in there on the site. This would
39:30
there on the site. This would have automatically came in, but
39:31
have automatically came in, but let’s say I said it was maybe
39:33
let’s say I said it was maybe 60 minutes an hour. so what
39:36
60 minutes an hour. so what we’ve done here is this is your
39:38
we’ve done here is this is your estimating versus production
39:40
estimating versus production rates so you can have your
39:41
rates so you can have your production right here of thirty
39:42
production right here of thirty based on the production rate
39:44
based on the production rate and then based on how long you
39:46
and then based on how long you think it’s gonna take the
39:46
think it’s gonna take the sheets saying it you should
39:47
sheets saying it you should try. $55.12 based on your
39:50
try. $55.12 based on your hourly goal so so now you can a
39:54
hourly goal so so now you can a comparison of production versus
39:56
comparison of production versus minutes based on what’s in your
39:57
minutes based on what’s in your head. Um so I’m gonna zero this
39:59
head. Um so I’m gonna zero this out, but that’s that’s how that
40:00
out, but that’s that’s how that plays um and that’s a pretty
40:02
plays um and that’s a pretty cool stepping stone that essay
40:04
cool stepping stone that essay um if you build it in the
40:06
um if you build it in the workflow that we recommend can
40:07
workflow that we recommend can do that for you. So I’m gonna
40:08
do that for you. So I’m gonna draft a quote. I’m gonna scroll
40:11
draft a quote. I’m gonna scroll down to my shrub pruning all
40:12
down to my shrub pruning all the numbers from the on-site
40:13
the numbers from the on-site estimate form came in. I’m
40:14
estimate form came in. I’m gonna hit draft to quote and
40:16
gonna hit draft to quote and I’m gonna add drive time in. So
40:20
I’m gonna add drive time in. So it’s a $289, shrub, trimming
40:23
it’s a $289, shrub, trimming and the property specific notes
40:24
and the property specific notes that we’re not providing the
40:26
that we’re not providing the Hera is already merged in. so
40:28
Hera is already merged in. so we’re covered there now. the
40:29
we’re covered there now. the final step is to go down and
40:31
final step is to go down and save now you’re probably asking
40:33
save now you’re probably asking me Mike The headline of this
40:35
me Mike The headline of this video is property specific
40:36
video is property specific pictures and videos in an
40:38
pictures and videos in an estimate to close more sales,
40:40
estimate to close more sales, although we’ve shown you how to
40:41
although we’ve shown you how to set it up and standardize it so
40:42
set it up and standardize it so literally all we have to do is
40:44
literally all we have to do is measure it go out and set up
40:45
measure it go out and set up our videos and pictures and use
40:47
our videos and pictures and use our on-site estimate form. So
40:49
our on-site estimate form. So we have that. And that’s in our
40:52
we have that. And that’s in our computer now and we’ve gone to
40:54
computer now and we’ve gone to YouTube and use the YouTube
40:55
YouTube and use the YouTube creator uh studio right here.
40:58
creator uh studio right here. It’s that little red icon. We
41:01
It’s that little red icon. We downloaded that now we’re gonna
41:03
downloaded that now we’re gonna go in instead of emailing it
41:05
go in instead of emailing it immediately We wanna go in and
41:06
immediately We wanna go in and edit this is how we have a
41:08
edit this is how we have a one-off edition. um so I’m
41:10
one-off edition. um so I’m really excited about Marcus
41:11
really excited about Marcus talk about this. I’m not gonna
41:12
talk about this. I’m not gonna go into too much detail and
41:13
go into too much detail and theory on it um but I think
41:15
theory on it um but I think it’s gonna be a great talk but
41:17
it’s gonna be a great talk but after you see Marcus talk or
41:19
after you see Marcus talk or you hopefully uh. Excited about
41:21
you hopefully uh. Excited about seeing this talk here on the
41:23
seeing this talk here on the essay weekly um you wanna be
41:26
essay weekly um you wanna be able to go down here and scroll
41:28
able to go down here and scroll down. Any edit and this is only
41:34
down. Any edit and this is only property specific, so this is
41:36
property specific, so this is my estimate template so first
41:37
my estimate template so first thing you wanna do is go and
41:39
thing you wanna do is go and delete your estimate template
41:40
delete your estimate template for best practice cuz that will
41:42
for best practice cuz that will get broken, sometimes and
41:44
get broken, sometimes and select your estimate template.
41:48
select your estimate template. And then we’re gonna go into
41:50
And then we’re gonna go into rose and we’re gonna drop in
41:53
rose and we’re gonna drop in two of them.
41:57
And we’re gonna go to content
41:59
And we’re gonna go to content and the first one. Actually may
42:01
and the first one. Actually may actually drop two of these in
42:03
actually drop two of these in here hold on a minute.
42:06
here hold on a minute. So I’m
42:06
So I’m gonna just put some text
42:08
So I’m gonna just put some text in here so you can kinda get
42:08
in here so you can kinda get the idea of what we’re doing
42:11
the idea of what we’re doing quickly.
42:16
Crappy um picture. Details.
42:21
Crappy um picture. Details. You’re watching this none of
42:22
You’re watching this none of this was pre-planned. I
42:23
this was pre-planned. I apologize if it’s going a
42:25
apologize if it’s going a little bit longer than in
42:27
little bit longer than in participated but um you will
42:30
participated but um you will definitely get the idea then.
42:35
We are going in.
42:42
And adding a note I already
42:45
And adding a note I already have it. nope. I want one more
42:48
have it. nope. I want one more I wanna take my content take my
42:50
I wanna take my content take my text.
42:59
Estimate. Video. What we’re
43:02
Estimate. Video. What we’re doing if you just join us or
43:04
doing if you just join us or we’re creating property
43:06
we’re creating property specific uh pictures and videos
43:08
specific uh pictures and videos breach property that we
43:09
breach property that we actually go out and ask inside
43:10
actually go out and ask inside service autopilot. um we’re
43:12
service autopilot. um we’re teaching a workflow to and I’m
43:13
teaching a workflow to and I’m I’m pretty excited cuz this is
43:14
I’m pretty excited cuz this is gonna close more sales in your
43:16
gonna close more sales in your sales process If you stick to
43:18
sales process If you stick to it that I definitely guarantee
43:19
it that I definitely guarantee so next thing we’re doing now
43:20
so next thing we’re doing now is we’re going into the content
43:23
is we’re going into the content area and we’re gonna grab the
43:24
area and we’re gonna grab the image particular in here so I
43:27
image particular in here so I believe in this press, I
43:28
believe in this press, I already have some property
43:30
already have some property specific pictures for that.
43:32
specific pictures for that. Right here, I’ve got the
43:34
Right here, I’ve got the service area the area where we
43:35
service area the area where we are servicing. so let’s say, in
43:36
are servicing. so let’s say, in this example, we’re only
43:38
this example, we’re only servicing the front yard so I
43:40
servicing the front yard so I can say service area one number
43:41
can say service area one number two and we can take that right
43:42
two and we can take that right out of smart maps or maps, pro
43:45
out of smart maps or maps, pro and use and use a called J or
43:47
and use and use a called J or snag it to mark that up uh or
43:50
snag it to mark that up uh or you can be on site and taking
43:52
you can be on site and taking property specific pictures of
43:53
property specific pictures of it in the actual yard, but
43:54
it in the actual yard, but either way we’ve created a
43:56
either way we’ve created a property picture detail of the
43:58
property picture detail of the services now, if we’re out
44:00
services now, if we’re out there with our phone, we’re
44:01
there with our phone, we’re gonna take the video and then
44:02
gonna take the video and then we’re going to YouTube creator
44:04
we’re going to YouTube creator and uploading it marketing. it
44:05
and uploading it marketing. it is private or uh. Hidden and
44:09
is private or uh. Hidden and we’re gonna go into the content
44:11
we’re gonna go into the content area of the document editor
44:13
area of the document editor editor and pull over the
44:19
HTMLfive. got a video here. uh
44:23
HTMLfive. got a video here. uh where I was doing, I was doing
44:25
where I was doing, I was doing some. And I was doing some
44:30
some. And I was doing some training on how to go out and
44:33
training on how to go out and and basically maintain a
44:35
and basically maintain a property. so this was internal
44:36
property. so this was internal training that we did for our
44:37
training that we did for our team, but imagine you were at
44:39
team, but imagine you were at this property and you were
44:41
this property and you were talking about not necessarily
44:42
talking about not necessarily with equipment but how you’re
44:44
with equipment but how you’re going to maintain this in the
44:45
going to maintain this in the specific issues or things that
44:46
specific issues or things that you were doing differently and
44:47
you were doing differently and creating a higher perceived
44:49
creating a higher perceived value. so you take this
44:51
value. so you take this property specific um play here
44:54
property specific um play here and you’re talking about maybe
44:55
and you’re talking about maybe the bed and how you’re pruning
44:57
the bed and how you’re pruning the beds and in certain things
44:58
the beds and in certain things and we’re taking this property.
45:00
and we’re taking this property. Specific video that’s unlisted
45:01
Specific video that’s unlisted now and you’ve uploaded from
45:03
now and you’ve uploaded from your phone from the YouTube
45:04
your phone from the YouTube app. We’re gonna go in and hit
45:05
app. We’re gonna go in and hit share. We’re gonna go to bed
45:08
share. We’re gonna go to bed and we’re gonna copy the
45:27
HTMLfive. It’s probably. Kick
45:29
HTMLfive. It’s probably. Kick you out of the estimate we
45:31
you out of the estimate we gotta open it back up, but
45:32
gotta open it back up, but that’s okay and we’re gonna
45:34
that’s okay and we’re gonna close it. do you wanna say
45:35
close it. do you wanna say before or leaving? yes we do
45:38
before or leaving? yes we do and this is not gonna override
45:40
and this is not gonna override the document and all all the
45:41
the document and all all the work we’ve already done is is
45:43
work we’ve already done is is only for that particular
45:44
only for that particular estimate here. so you’re gonna
45:45
estimate here. so you’re gonna wanna open that back back up uh
45:47
wanna open that back back up uh when you’re in the
45:54
HTMLfive. gone and inserted
45:57
HTMLfive. gone and inserted property specific pictures and
45:59
property specific pictures and videos in the estimate uh we’re
45:59
videos in the estimate uh we’re gonna go in and. Preview it
46:02
gonna go in and. Preview it just to make sure and then
46:03
just to make sure and then we’ll email it out and wrap the
46:05
we’ll email it out and wrap the video how to actually go about
46:07
video how to actually go about and close this loop.
46:13
Do not wanna send it to sent
46:15
Do not wanna send it to sent and we’re gonna send this out
46:17
and we’re gonna send this out um and I’ll show you what the
46:19
um and I’ll show you what the rest looks like.
46:23
In our Pdf preview of this will
46:25
In our Pdf preview of this will be coming up in a minute and
46:26
be coming up in a minute and then we’re gonna go out and
46:28
then we’re gonna go out and email this.
46:36
So here is our Pdf preview.
46:39
So here is our Pdf preview. Everything’s in here our quote
46:42
Everything’s in here our quote our picture and our playable
46:44
our picture and our playable video So last thing to do is go
46:46
video So last thing to do is go in email the template email
46:48
in email the template email loads that we’ve built first
46:49
loads that we’ve built first step. I ask them an email with
46:51
step. I ask them an email with link we hit send goes to the
46:52
link we hit send goes to the client’s email They open it up.
46:54
client’s email They open it up. They’re gonna click the link
46:56
They’re gonna click the link open up the estimate accept it
46:57
open up the estimate accept it and then you ask them.
46:57
and then you ask them. acceptance comes up. so I’m
46:58
acceptance comes up. so I’m gonna go on my other screen
47:00
gonna go on my other screen really quickly pull up my email
47:01
really quickly pull up my email showed it looks like on the
47:03
showed it looks like on the client’s end uh and then.
47:08
Uh we will go from there.
47:22
Alright, so as I pull it over
47:24
Alright, so as I pull it over this is out of my email inbox
47:27
this is out of my email inbox Hands lawn care go care go in.
47:29
Hands lawn care go care go in. view your proposal and now we
47:31
view your proposal and now we have an estimate that’s
47:33
have an estimate that’s property specific with a
47:34
property specific with a picture and a video to create
47:38
picture and a video to create more perceived value overcome
47:39
more perceived value overcome any sales or price objections.
47:41
any sales or price objections. They’re gonna click lawn
47:42
They’re gonna click lawn mowing. Scroll down to accept
47:44
mowing. Scroll down to accept it. I’ve got a generic video
47:46
it. I’ve got a generic video that explains the service of
47:48
that explains the service of lawn mowing in there already.
47:51
lawn mowing in there already. Shrub pruning special job notes
47:54
Shrub pruning special job notes now property specific pricing
47:56
now property specific pricing for service area for that
47:58
for service area for that picture and video detail so
48:02
picture and video detail so huge wins Community essay
48:04
huge wins Community essay Weekly Talk show Mike Callahan
48:06
Weekly Talk show Mike Callahan coming back at you next week
48:07
coming back at you next week with hopefully Tina service uh
48:10
with hopefully Tina service uh made for Tom and Lisa Marino
48:11
made for Tom and Lisa Marino and potentially Marcus Sheridan
48:13
and potentially Marcus Sheridan here in the next few weeks, so
48:14
here in the next few weeks, so we’ll see again as a weekly
48:15
we’ll see again as a weekly talk show 1 PM eastern 12 PM
48:18
talk show 1 PM eastern 12 PM Central flying by the seat of
48:19
Central flying by the seat of our pants today, but still
48:20
our pants today, but still bringing uh some solid value uh
48:23
bringing uh some solid value uh value and cutting edge
48:24
value and cutting edge techniques. How do you service
48:25
techniques. How do you service autopilot? To go out and insert
48:28
autopilot? To go out and insert property specific pictures and
48:30
property specific pictures and video and blow up your sales
48:32
video and blow up your sales process to finish up this
48:33
process to finish up this season, folks so comments
48:34
season, folks so comments questions drop below. We’ll see
48:35
questions drop below. We’ll see you again next week. Mike

Callahan’s Corner: Customizing A Single Estimate (one time) in Service Autopilot

Video Transcript

00:11
Welcome back to Callahan
00:12
Welcome back to Callahan corner, where you ask a
00:13
corner, where you ask a question we answered live right
00:15
question we answered live right here on Facebook So today’s
00:16
here on Facebook So today’s question submitted was how do I
00:18
question submitted was how do I go out and actually customize
00:20
go out and actually customize an estimate inside service
00:23
an estimate inside service Autopilot one time so if you’re
00:24
Autopilot one time so if you’re using service Autopilot, uh you
00:26
using service Autopilot, uh you probably are well aware of it.
00:27
probably are well aware of it. But if you’re not, I’m gonna
00:28
But if you’re not, I’m gonna break it down. uh there is such
00:30
break it down. uh there is such thing as an estimate template
00:31
thing as an estimate template now this template um connects
00:34
now this template um connects to an estimate document and
00:36
to an estimate document and estimate document is basically
00:38
estimate document is basically uh the verbiage on your
00:40
uh the verbiage on your contractor estimates. I’m gonna
00:41
contractor estimates. I’m gonna pop up the screen here in a
00:43
pop up the screen here in a minute and show you, but
00:43
minute and show you, but basically the idea is set it
00:45
basically the idea is set it and forget it situation. So. We
00:46
and forget it situation. So. We go in, we hit template it loads
00:48
go in, we hit template it loads our pricing template and it
00:50
our pricing template and it connects to a standardized
00:51
connects to a standardized documents. We do not have to go
00:52
documents. We do not have to go out into something like
00:53
out into something like Microsoft word and copy and
00:56
Microsoft word and copy and paste different things in there
00:56
paste different things in there it loads in every time it’s
00:58
it loads in every time it’s standardized and we can
00:59
standardized and we can delegate it so uh if you wanna
01:00
delegate it so uh if you wanna go in and actually customize
01:03
go in and actually customize that’s an easy play for a
01:04
that’s an easy play for a one-off scenario. so I’m gonna
01:06
one-off scenario. so I’m gonna pop the screen over here and
01:07
pop the screen over here and kinda show you so inside
01:09
kinda show you so inside service autopilot just to give
01:10
service autopilot just to give you some background. I wasn’t
01:11
you some background. I wasn’t really thinking about doing
01:12
really thinking about doing this, but I’ll kinda connect
01:13
this, but I’ll kinda connect the dots here so uh if we go
01:14
the dots here so uh if we go into the gear. Icon and go into
01:20
into the gear. Icon and go into documents the documents are
01:22
documents the documents are connected is an estimate email
01:23
connected is an estimate email so this email sends out the
01:25
so this email sends out the actual uh email with the link
01:26
actual uh email with the link in it that you can click on to
01:28
in it that you can click on to open up the estimate that opens
01:30
open up the estimate that opens up an estimate document and
01:32
up an estimate document and inside that estimate document
01:33
inside that estimate document is um an area that we call
01:36
is um an area that we call dynamic content. That’s where
01:37
dynamic content. That’s where the price is now. We can’t edit
01:39
the price is now. We can’t edit that um on the fly, but we
01:41
that um on the fly, but we cannot edit the rest of the
01:42
cannot edit the rest of the documents so if you’re working
01:44
documents so if you’re working with simple growth, uh we
01:45
with simple growth, uh we usually go. And build out your
01:49
usually go. And build out your estimate documents to the one
01:51
estimate documents to the one word simple growth. so if
01:52
word simple growth. so if you’re going in you can go in
01:53
you’re going in you can go in and see uh when we build it out
01:55
and see uh when we build it out now on this test, there’s a few
01:56
now on this test, there’s a few but in when you’re setting this
01:57
but in when you’re setting this up yourself, you should have
01:59
up yourself, you should have three key elements and estimate
02:00
three key elements and estimate email an estimate document and
02:03
email an estimate document and an acceptance email so this
02:04
an acceptance email so this client estimate email is the
02:05
client estimate email is the email that sends out the
02:08
email that sends out the estimate and when I hit edit
02:09
estimate and when I hit edit here, uh you’ll be able to see
02:11
here, uh you’ll be able to see what that looks like. but
02:12
what that looks like. but basically, this is an email
02:13
basically, this is an email that is fired off to your
02:15
that is fired off to your leader client and there’s a.
02:16
leader client and there’s a. Link that’s embedded in there
02:18
Link that’s embedded in there that they can click uh right
02:19
that they can click uh right here on this quote link. So
02:22
here on this quote link. So that’s the first part. We’re
02:25
that’s the first part. We’re sending the estimate out and
02:27
sending the estimate out and then the next part is the part
02:29
then the next part is the part that we’re talking about in
02:30
that we’re talking about in this video is our estimate
02:33
this video is our estimate document and now this estimate
02:35
document and now this estimate document here. um when you see
02:37
document here. um when you see it here is based underestimate
02:38
it here is based underestimate so I’m gonna go in and pull up.
02:42
so I’m gonna go in and pull up. Let’s do a snow plow contract,
02:44
Let’s do a snow plow contract, but this is the same for any
02:45
but this is the same for any industry uh but with the
02:46
industry uh but with the estimate does is it actually
02:48
estimate does is it actually estimate email here connects
02:50
estimate email here connects the email that we just show the
02:50
the email that we just show the estimate that goes out in that
02:52
estimate that goes out in that and there’s an estimate
02:54
and there’s an estimate confirmation. Email the part.
02:55
confirmation. Email the part. We’re looking is this estimate
02:56
We’re looking is this estimate document that we’re in how do
02:57
document that we’re in how do you customize this on the fly
02:58
you customize this on the fly So first you have to set it up
03:00
So first you have to set it up and standardize it and then I’m
03:02
and standardize it and then I’m gonna show you how to customize
03:03
gonna show you how to customize it on the fly for a particular
03:05
it on the fly for a particular client uh but the idea is you
03:06
client uh but the idea is you have an idea What is going on
03:10
have an idea What is going on here? We have this document.
03:12
here? We have this document. That we’ve created and then
03:13
That we’ve created and then this is where the pricing would
03:15
this is where the pricing would load and then we have our
03:17
load and then we have our contractor estimate verbiage
03:19
contractor estimate verbiage here. so all of this is going
03:21
here. so all of this is going to
03:25
be completely standard but what
03:27
be completely standard but what if we want customize that for
03:29
if we want customize that for particular estimates, so I’m
03:30
particular estimates, so I’m gonna go in and pull up a test
03:33
gonna go in and pull up a test client and create an estimate
03:34
client and create an estimate show you how to customize this
03:35
show you how to customize this on the fly. so we go in and hit
03:37
on the fly. so we go in and hit add an estimate and we’re gonna
03:39
add an estimate and we’re gonna select our template now the
03:41
select our template now the template itself loads all your
03:42
template itself loads all your services by default and That
03:45
services by default and That estimate document in so it’s
03:47
estimate document in so it’s avoiding two to three steps of
03:49
avoiding two to three steps of connecting documents and
03:50
connecting documents and templates um and it’s gonna
03:52
templates um and it’s gonna standardize that for you once
03:53
standardize that for you once again, we wanna standardize and
03:54
again, we wanna standardize and delegate so we’re gonna do is
03:56
delegate so we’re gonna do is go into templates here once it
03:59
go into templates here once it loads in select the template
04:01
loads in select the template for let’s say, lawn care or
04:02
for let’s say, lawn care or home clean, but the idea is all
04:04
home clean, but the idea is all our services would load now
04:07
our services would load now this test account. We’ve got
04:07
this test account. We’ve got quite a few. I’m gonna go into
04:09
quite a few. I’m gonna go into our lawn care leads estimate
04:12
our lawn care leads estimate template and based on the
04:13
template and based on the variables are already. It’s a
04:16
variables are already. It’s a 9400 square foot home
04:18
9400 square foot home fictitious who were charging
04:19
fictitious who were charging thirty bucks to cut it and I’m
04:19
thirty bucks to cut it and I’m gonna add our drive time in
04:21
gonna add our drive time in here as well. So this is gonna
04:22
here as well. So this is gonna be a $38 cut draft. a quote now
04:26
be a $38 cut draft. a quote now it’s live um and I’m also gonna
04:29
it’s live um and I’m also gonna go out and scroll down to
04:31
go out and scroll down to shrub. We’ve done small medium
04:33
shrub. We’ve done small medium large shrubs based on the size
04:35
large shrubs based on the size I’ll at our drive time in here
04:38
I’ll at our drive time in here so that is going to be a $308
04:41
so that is going to be a $308 shrub pings and the scroll to
04:42
shrub pings and the scroll to the bottom and hit see now
04:44
the bottom and hit see now traditionally with. Up and hit
04:46
traditionally with. Up and hit email if we don’t close them on
04:47
email if we don’t close them on the phone and that pulls up
04:51
the phone and that pulls up that email that we showed you
04:53
that email that we showed you with the link in it and it
04:53
with the link in it and it opens up the estimate document.
04:55
opens up the estimate document. What if we don’t want that
04:57
What if we don’t want that estimate document um to be
04:58
estimate document um to be standardized so we go into
05:00
standardized so we go into edit. We’re gonna pull the
05:01
edit. We’re gonna pull the standardized document, but this
05:03
standardized document, but this is where we can make on the fly
05:05
is where we can make on the fly changes for this one particular
05:06
changes for this one particular estimate on this one particular
05:08
estimate on this one particular leader client, so this is not
05:09
leader client, so this is not affecting everything we
05:11
affecting everything we standardize. It’s just for this
05:13
standardize. It’s just for this particular estimate on this
05:14
particular estimate on this particular client So once this
05:16
particular client So once this loads we have our document
05:18
loads we have our document editor here so. We wanted to
05:21
editor here so. We wanted to display the price differently.
05:22
display the price differently. we could pull in different
05:23
we could pull in different dynamic content. Maybe we
05:25
dynamic content. Maybe we wanted to go in and take the
05:29
wanted to go in and take the image um of a house. So maybe
05:31
image um of a house. So maybe we wanted to take the time um
05:33
we wanted to take the time um and I’m not recommending this
05:34
and I’m not recommending this but it is an interesting play,
05:36
but it is an interesting play, especially if you’re gonna um
05:39
especially if you’re gonna um watch uh essay thrive uh simple
05:42
watch uh essay thrive uh simple or service Autopilot virtual
05:44
or service Autopilot virtual conference Marcus Sheridan. If
05:45
conference Marcus Sheridan. If they ask you answer. Can we
05:46
they ask you answer. Can we talk about using video and
05:48
talk about using video and imagery in your sales process
05:50
imagery in your sales process so um kinda an. Idea here that
05:53
so um kinda an. Idea here that you could embed a picture of
05:55
you could embed a picture of the home or service that you’re
05:57
the home or service that you’re putting in here or let’s just
05:59
putting in here or let’s just say maybe we we wanted to go
06:01
say maybe we we wanted to go and insert a video so I’m gonna
06:04
and insert a video so I’m gonna pull up uh real quickly here on
06:07
pull up uh real quickly here on another screen um YouTube and
06:09
another screen um YouTube and see if I can pull up a quick
06:12
see if I can pull up a quick video here. And show you how
06:16
video here. And show you how you can actually embed a video
06:19
you can actually embed a video of a particular home uh in
06:22
of a particular home uh in there, so let’s just say. We’ve
06:27
there, so let’s just say. We’ve gone out.
06:30
gone out. And made
06:30
And made on site video of the
06:33
And made on site video of the estimate um so we could do is
06:35
estimate um so we could do is uh I’ll just take the video
06:36
uh I’ll just take the video here of uh Angela Brown
06:39
here of uh Angela Brown interview I
06:42
interview I video upload it to YouTube,
06:44
video upload it to YouTube, make it private settings or put
06:46
make it private settings or put it to a whiskey channel. that’s
06:47
it to a whiskey channel. that’s private and you would go to
06:50
private and you would go to share and go into in bed and
06:52
share and go into in bed and take this frame here of your
06:55
take this frame here of your individual property. So imagine
06:57
individual property. So imagine you went out to a house with
06:59
you went out to a house with your cellphone and you’re doing
07:00
your cellphone and you’re doing the estimate and you’re taking
07:02
the estimate and you’re taking a video of this. this estimate
07:03
a video of this. this estimate you’re narrating but you wanna
07:05
you’re narrating but you wanna add this to the actual uh
07:07
add this to the actual uh estimates so we can go in and
07:09
estimates so we can go in and instead of browsing and adding
07:11
instead of browsing and adding an image. Which we could so
07:14
an image. Which we could so actually that’s an interesting
07:15
actually that’s an interesting play as well. So if you went in
07:18
play as well. So if you went in and hit add an estimate uh I’ll
07:20
and hit add an estimate uh I’ll show you how to add the image
07:21
show you how to add the image and then add a video. so this
07:22
and then add a video. so this could play in a two or two or
07:24
could play in a two or two or three different ways to
07:25
three different ways to customize this on the fly. So
07:26
customize this on the fly. So we’re gonna add that estimate
07:28
we’re gonna add that estimate and uh show you how to add that
07:31
and uh show you how to add that in so first thing thing you’re
07:33
in so first thing thing you’re gonna get it once is hit
07:34
gonna get it once is hit templates, but we’re gonna
07:34
templates, but we’re gonna we’re gonna add a video and
07:35
we’re gonna add a video and we’re gonna add a picture of
07:37
we’re gonna add a picture of the property. We’re estimating
07:39
the property. We’re estimating on the fly to customize it one
07:41
on the fly to customize it one off for this client. so I’m
07:41
off for this client. so I’m gonna go in and. My estimate
07:45
gonna go in and. My estimate lead here and I’m gonna draft
07:50
lead here and I’m gonna draft my lawn mowing.
07:53
my lawn mowing. Once again
07:53
Once again and I’m gonna go
07:54
Once again and I’m gonna go down and do my shrub so
07:58
down and do my shrub so traditionally once you hit save
07:59
traditionally once you hit save once again, you hit the email
08:00
once again, you hit the email button an email out what if we
08:01
button an email out what if we wanna customize this on the fly
08:04
wanna customize this on the fly and add a picture of the
08:04
and add a picture of the estimate of the property,
08:06
estimate of the property, estimating and a video so the
08:07
estimating and a video so the idea would be as we go in now
08:10
idea would be as we go in now instead of emailing we hit edit
08:11
instead of emailing we hit edit this pulls off the document
08:13
this pulls off the document editor just for a single
08:13
editor just for a single estimate, and this is how we
08:15
estimate, and this is how we can actually go out and create
08:17
can actually go out and create a process around this. So this
08:18
a process around this. So this is actually a pretty cool idea
08:20
is actually a pretty cool idea once again, if you’re if you’re
08:21
once again, if you’re if you’re joining us to thrive. This is
08:22
joining us to thrive. This is something Marcus Sheridan is
08:23
something Marcus Sheridan is gonna be talking about so um
08:26
gonna be talking about so um pretty interesting idea here
08:28
pretty interesting idea here and I didn’t really think of it
08:29
and I didn’t really think of it till I got on this video so as
08:31
till I got on this video so as it’s taken a little longer but
08:32
it’s taken a little longer but we can go in and put it it and
08:34
we can go in and put it it and if we’d already loaded the
08:35
if we’d already loaded the image in the service, Autopilot
08:36
image in the service, Autopilot through our mobile app, we can
08:38
through our mobile app, we can go in the hips. And maybe we’re
08:42
go in the hips. And maybe we’re talking about here of the
08:43
talking about here of the service area in the square
08:45
service area in the square footage that we’re covering
08:46
footage that we’re covering obviously it’s kind of a
08:47
obviously it’s kind of a fictitious idea, but uh you get
08:49
fictitious idea, but uh you get the idea so service area one
08:51
the idea so service area one area two. We’re talking about
08:53
area two. We’re talking about the area that we’re servicing
08:54
the area that we’re servicing particular to this client and
08:56
particular to this client and we’re giving them a square
08:57
we’re giving them a square foot. they’re covering so you
08:58
foot. they’re covering so you could put that in now what if
08:59
could put that in now what if you wanted to put in a video
09:01
you wanted to put in a video and I really like that idea um
09:05
and I really like that idea um and I’m big on video.
09:05
and I’m big on video. obviously, so we we went in and
09:06
obviously, so we we went in and did an HTMLfive. YouTube and
09:12
did an HTMLfive. YouTube and uploaded this privately so it
09:13
uploaded this privately so it wasn’t public or on something
09:16
wasn’t public or on something like whiskey if we copied that
09:18
like whiskey if we copied that click in the HT block. Imagine
09:21
click in the HT block. Imagine that video is me walking around
09:22
that video is me walking around the house talking about the
09:24
the house talking about the estimate. And we could go and.
09:30
estimate. And we could go and. Leave the picture of it and the
09:32
Leave the picture of it and the video of you walking around the
09:33
video of you walking around the house. So now, this is a
09:35
house. So now, this is a customized estimate with
09:37
customized estimate with picture video of the specific
09:38
picture video of the specific property that you’re taking
09:40
property that you’re taking care of for um obviously I
09:41
care of for um obviously I recommend selling those gateway
09:42
recommend selling those gateway services over the phone and
09:44
services over the phone and closing quickly, but if you
09:45
closing quickly, but if you close this um ask them. yes, we
09:47
close this um ask them. yes, we wanna save this and now we’re
09:49
wanna save this and now we’re gonna email us out and show you
09:50
gonna email us out and show you what it looks like in a live
09:51
what it looks like in a live estimate for the client. Now
09:53
estimate for the client. Now that’s a one-off estimate um
09:55
that’s a one-off estimate um for that individual. so let’s
09:57
for that individual. so let’s go back into that estimate now
09:58
go back into that estimate now that we’ve saved it and email
09:59
that we’ve saved it and email that off. And you can see what
10:01
that off. And you can see what the final product is gonna look
10:02
the final product is gonna look like so how to customize your
10:05
like so how to customize your estimate document uh one off
10:06
estimate document uh one off whether it’s just text or not I
10:08
whether it’s just text or not I kinda took it to the next
10:09
kinda took it to the next level. I’ll show you how to
10:10
level. I’ll show you how to embed a video and picture of a
10:11
embed a video and picture of a property specific um so once
10:14
property specific um so once this loads here, we’re gonna go
10:15
this loads here, we’re gonna go in and email this out to
10:18
in and email this out to ourselves to show you what that
10:19
ourselves to show you what that looks like.
10:26
And that should be loading
10:27
And that should be loading let’s see if I didn’t uh see
10:30
let’s see if I didn’t uh see and it should be right here.
10:31
and it should be right here. Let’s pull that back up and
10:33
Let’s pull that back up and show you how to actually send
10:34
show you how to actually send that out.
10:39
So once this loads we’ve gone
10:40
So once this loads we’ve gone now and added a property
10:42
now and added a property specific picture and a property
10:44
specific picture and a property specific video. So we’re gonna
10:46
specific video. So we’re gonna do is just preview it really
10:48
do is just preview it really quickly and make sure
10:49
quickly and make sure everything loaded here working
10:50
everything loaded here working at home has been a little crazy
10:52
at home has been a little crazy with the internet speeds just
10:54
with the internet speeds just with all the kids in the
10:55
with all the kids in the neighborhood so um definitely
10:57
neighborhood so um definitely no reflection at service
10:58
no reflection at service Autopilot. We’ve been having
10:59
Autopilot. We’ve been having issues here all week with all
11:00
issues here all week with all the different softwares um but
11:02
the different softwares um but once again, you’ve got a
11:04
once again, you’ve got a property specific picture and a
11:05
property specific picture and a property specific video of you
11:07
property specific video of you potentially walking around uh
11:07
potentially walking around uh we’re gonna go out in our
11:08
we’re gonna go out in our email. That to myself and show
11:11
email. That to myself and show you what it looks like for the
11:12
you what it looks like for the client.
11:20
And we’re gonna send that and
11:23
And we’re gonna send that and quickly I’m gonna go on the
11:24
quickly I’m gonna go on the other screen to pull up my
11:25
other screen to pull up my email so you can see what the
11:26
email so you can see what the final product looks like of a
11:27
final product looks like of a one-off customized estimate
11:29
one-off customized estimate with picture of the property or
11:31
with picture of the property or servicing and a video of you
11:33
servicing and a video of you walking around potentially of
11:34
walking around potentially of this property. This will work
11:35
this property. This will work great for lawn care home,
11:36
great for lawn care home, cleaning or pest control for
11:37
cleaning or pest control for sure. uh it’s a personalized
11:40
sure. uh it’s a personalized emotional video of the actual
11:42
emotional video of the actual property that you’re taking
11:44
property that you’re taking care of. So I’m gonna pull this
11:48
care of. So I’m gonna pull this up here and show you but uh
11:50
up here and show you but uh Callahan’s corner. you ask the
11:50
Callahan’s corner. you ask the questions we answer them live
11:51
questions we answer them live right here on Facebook and this
11:53
right here on Facebook and this is how we uh we recommend
11:55
is how we uh we recommend customizing these estimates on
11:56
customizing these estimates on the fly. So here’s email that
12:00
the fly. So here’s email that is coming through. through. We
12:01
is coming through. through. We wanna go and view my proposal
12:04
wanna go and view my proposal and as advertise everything is
12:06
and as advertise everything is in there, property specific
12:09
in there, property specific pricing and a picture of the
12:12
pricing and a picture of the property that we’re servicing
12:12
property that we’re servicing and potentially if you use your
12:14
and potentially if you use your imagination, this could be a
12:15
imagination, this could be a video that plays live right in
12:17
video that plays live right in the estimate of you walking
12:18
the estimate of you walking around the specific property so
12:19
around the specific property so Callahan corner, you ask the
12:20
Callahan corner, you ask the questions we answer them live

Callahan’s Corner: Setting Up Snow Defaults in Service Autopilot

Video Transcript

00:01
Welcome back to Callahan
00:02
Welcome back to Callahan corner, where you ask the
00:03
corner, where you ask the questions and we answer some
00:04
questions and we answer some live right here on Facebook so
00:06
live right here on Facebook so one of the questions submitted
00:08
one of the questions submitted today was setting up the
00:10
today was setting up the foundational settings in
00:11
foundational settings in service Autopilot for on demand
00:13
service Autopilot for on demand job, basically known as snow
00:16
job, basically known as snow jobs. so when you’re out,
00:17
jobs. so when you’re out, plowing snow or removing ice,
00:18
plowing snow or removing ice, uh those jobs are traditionally
00:21
uh those jobs are traditionally on demand because when the job
00:23
on demand because when the job or the need happens, it’s on
00:25
or the need happens, it’s on demand, it’s not a readily
00:26
demand, it’s not a readily scheduled service so first
00:28
scheduled service so first thing we wanna do is jump in
00:29
thing we wanna do is jump in the service auto pilot. It’s
00:30
the service auto pilot. It’s gonna break it down here in 5
00:33
gonna break it down here in 5 minutes or less. Um so I’m
00:33
minutes or less. Um so I’m gonna show this. Stream here
00:36
gonna show this. Stream here and break this down, but
00:36
and break this down, but basically what we’re gonna do
00:38
basically what we’re gonna do is go inside service autopilot
00:40
is go inside service autopilot now if you have just started
00:42
now if you have just started using service autopilot or
00:43
using service autopilot or you’ve never used no
00:44
you’ve never used no dispatching before there’s some
00:46
dispatching before there’s some fun uh foundational things you
00:47
fun uh foundational things you really need to set up so the
00:48
really need to set up so the first thing you wanna do is go
00:50
first thing you wanna do is go in here to the gear icon and
00:52
in here to the gear icon and what we’re gonna do is go in
00:56
what we’re gonna do is go in under company information,
00:57
under company information, which is a little confusing for
00:59
which is a little confusing for most. Um you wouldn’t think
01:00
most. Um you wouldn’t think this would be in here but under
01:01
this would be in here but under company information, we’re
01:02
company information, we’re gonna go into the settings. Tab
01:04
gonna go into the settings. Tab the fourth tab all the way
01:06
the fourth tab all the way across the board here and we’re
01:08
across the board here and we’re gonna slide down and what we’re
01:09
gonna slide down and what we’re gonna do is enable snow and by
01:12
gonna do is enable snow and by clicking that it allows weather
01:14
clicking that it allows weather driven scheduling capabilities.
01:16
driven scheduling capabilities. So if that’s not on you will
01:17
So if that’s not on you will not see on demand. so once that
01:19
not see on demand. so once that is enabled under scheduling, we
01:22
is enabled under scheduling, we will have dispatch snow jobs.
01:25
will have dispatch snow jobs. so that’s how we actually turn
01:26
so that’s how we actually turn that on now, that’s the first
01:28
that on now, that’s the first of two parts that we need. so
01:29
of two parts that we need. so if you have any comments or
01:30
if you have any comments or questions in the live video or
01:31
questions in the live video or the recorded version happy to
01:32
the recorded version happy to answer those as well at
01:33
answer those as well at Kellyanne. But first thing we
01:35
Kellyanne. But first thing we need to do is go to gear icon
01:38
need to do is go to gear icon and go into your company
01:40
and go into your company information go to settings and
01:43
information go to settings and enable snow now to check that
01:45
enable snow now to check that we need to go to scheduling and
01:47
we need to go to scheduling and dispatch snow jobs. That’s the
01:49
dispatch snow jobs. That’s the first part to know that that’s
01:50
first part to know that that’s set up correctly. The second
01:51
set up correctly. The second part is when we go to the gear
01:55
part is when we go to the gear icon once again and going and
01:57
icon once again and going and dial to the service area we
02:01
dial to the service area we need to have a particular uh
02:02
need to have a particular uh area. check for. So jobs to
02:05
area. check for. So jobs to actually be enabled to actually
02:07
actually be enabled to actually be able to see them so if we go
02:08
be able to see them so if we go in and add a service the area
02:12
in and add a service the area here that says show in no
02:15
here that says show in no dispatch needs to be checked
02:17
dispatch needs to be checked now if that is not checked, it
02:18
now if that is not checked, it will not show up in the
02:21
will not show up in the on-demand section. so those are
02:23
on-demand section. so those are the two key parts that you need
02:25
the two key parts that you need to be aware of if you’re
02:27
to be aware of if you’re setting up snow services inside
02:28
setting up snow services inside service Autopilot. so that’s
02:31
service Autopilot. so that’s the foundational pieces if
02:32
the foundational pieces if you’re looking to learn. More
02:34
you’re looking to learn. More about uh snow scheduling inside
02:36
about uh snow scheduling inside service Autopilot service
02:38
service Autopilot service Autopilot created a three-part
02:39
Autopilot created a three-part webinar in addition, simple
02:42
webinar in addition, simple growth has several videos that
02:43
growth has several videos that breaks down the workflow and
02:45
breaks down the workflow and being in the third largest
02:47
being in the third largest snowflake or snowfall market in
02:49
snowflake or snowfall market in the United States in upstate
02:51
the United States in upstate Rochester, New York. Uh this is
02:53
Rochester, New York. Uh this is something we have done so if
02:54
something we have done so if you have any questions or
02:55
you have any questions or comments around snow removal on
02:58
comments around snow removal on how to actually utilize it
02:59
how to actually utilize it inside service Autopilot. we’re
03:01
inside service Autopilot. we’re happy to help uh if you check
03:02
happy to help uh if you check some previous videos, we’ve
03:03
some previous videos, we’ve actually broken down how to do
03:04
actually broken down how to do a per trip uh. Contract for
03:07
a per trip uh. Contract for estimates a unlimited contract
03:10
estimates a unlimited contract and as well as a uh retainer
03:12
and as well as a uh retainer with over so these are the
03:14
with over so these are the things we’ve broken down so far
03:15
things we’ve broken down so far coming up to the snow season
03:17
coming up to the snow season here so um any of the questions
03:20
here so um any of the questions around snow feel free to drop
03:21
around snow feel free to drop them in. We’ll have a callahan
03:22
them in. We’ll have a callahan corner of them, but Callahan’s
03:24
corner of them, but Callahan’s corner you ask the questions we
03:24
corner you ask the questions we answer them live right here on
03:26
answer them live right here on Facebook uh look forward to
03:28
Facebook uh look forward to seeing you again tomorrow and
03:31
seeing you again tomorrow and if you are in the service,
03:33
if you are in the service, Autopilot ecosystem or
03:34
Autopilot ecosystem or thinking. About getting into it
03:37
thinking. About getting into it or maybe not even using service
03:38
or maybe not even using service auto pilot, but you want to
03:40
auto pilot, but you want to learn from some of the experts
03:42
learn from some of the experts um pretty much on a national
03:44
um pretty much on a national basis Essay Thrive 2020 the
03:46
basis Essay Thrive 2020 the virtual summit. The service
03:48
virtual summit. The service Autopilot, is putting on
03:49
Autopilot, is putting on November 11th and twelfth. I’m
03:51
November 11th and twelfth. I’m gonna be speaking on the second
03:53
gonna be speaking on the second day. Bring it home uh one of
03:55
day. Bring it home uh one of the last talks the new way of
03:57
the last talks the new way of winning clients. Start the
03:59
winning clients. Start the conversation so little preview
04:00
conversation so little preview of my conversation that I’m
04:02
of my conversation that I’m gonna be having with the essay
04:04
gonna be having with the essay ecosystem here just finishing
04:05
ecosystem here just finishing up my slide getting ready to go
04:08
up my slide getting ready to go live for everyone uh in about a
04:10
live for everyone uh in about a month’s time, so we’ll see you
04:10
month’s time, so we’ll see you there. At uh the essay Thrive
04:15
there. At uh the essay Thrive 2020 virtual summit and
04:17
2020 virtual summit and hopefully at seven uh when
04:18
hopefully at seven uh when things clean up with covet next
04:20
things clean up with covet next November so questions drop
04:22
November so questions drop below Callahan corner You ask
04:24
below Callahan corner You ask the questions we answer them

SA Weekly Talk Show: What SA Looks Like 100% Set Up

Video Transcript

SA Weekly Talk Show: What Service Autopilot Looks Like 100% Set Up With a Workflow.

Video Transcript

00:03
Welcome back to the essay
00:03
Welcome back to the essay Weekly talk show Mike Callahan
00:05
Weekly talk show Mike Callahan here uh trying a third attempt
00:07
here uh trying a third attempt apologize about some of the
00:08
apologize about some of the delays of uh technical
00:09
delays of uh technical difficulties, but we are live
00:11
difficulties, but we are live and we’re talking about what a
00:12
and we’re talking about what a fully set up service Autopilot
00:14
fully set up service Autopilot looks like so whether you’ve
00:15
looks like so whether you’ve just bought service Autopilot,
00:16
just bought service Autopilot, you’ve had it several years or
00:17
you’ve had it several years or you’re looking out and buying a
00:19
you’re looking out and buying a CRM customer relationship
00:20
CRM customer relationship management software such as
00:22
management software such as service autopilot. uh we’re
00:22
service autopilot. uh we’re gonna go out and actually show
00:24
gonna go out and actually show you what this looks like fully
00:26
you what this looks like fully set up so looks like we are not
00:28
set up so looks like we are not having technical difficulties.
00:33
So if you have any comments
00:35
So if you have any comments questions drop below in the
00:35
questions drop below in the feed here um so without any
00:38
feed here um so without any delay, I’m gonna hop into this
00:38
delay, I’m gonna hop into this cuz we do have bit of a time
00:39
cuz we do have bit of a time crunch to get this all in now
00:40
crunch to get this all in now with the delay we already
00:40
with the delay we already experience with the blue screen
00:41
experience with the blue screen uh but it looks like we are
00:42
uh but it looks like we are good if you’re watching live
00:43
good if you’re watching live and you can hear me and things
00:45
and you can hear me and things look okay just make a comment
00:46
look okay just make a comment in there to make sure we are
00:48
in there to make sure we are okay Quick announcement next
00:50
okay Quick announcement next week. We’ve got Tina Service of
00:52
week. We’ve got Tina Service of made for time running two
00:54
made for time running two locations in two different
00:55
locations in two different states for home cleaning
00:56
states for home cleaning dropping some knowledge next
00:57
dropping some knowledge next week the following week we have
00:58
week the following week we have Lisa Marino from the service
01:00
Lisa Marino from the service Autopilot mark. Academy team
01:03
Autopilot mark. Academy team and then potentially 3 weeks
01:05
and then potentially 3 weeks from now we have Marcus
01:05
from now we have Marcus Sheridan of they ask you answer
01:06
Sheridan of they ask you answer the keynote speaker of Thrive,
01:09
the keynote speaker of Thrive, potentially join us on the
01:10
potentially join us on the weekly talk show, giving us a
01:11
weekly talk show, giving us a little warm up before the big
01:13
little warm up before the big event once again, if you
01:14
event once again, if you haven’t bought your tickets to
01:16
haven’t bought your tickets to thrive a new virtual event this
01:18
thrive a new virtual event this November make sure you get your
01:20
November make sure you get your special price tickets uh while
01:22
special price tickets uh while they still last so what I’m
01:24
they still last so what I’m gonna do is go out and perfect.
01:26
gonna do is go out and perfect. David says. You are okay this
01:27
David says. You are okay this time perfect so I am gonna give
01:29
time perfect so I am gonna give this to go. David get this in
01:30
this to go. David get this in the stream and we are in
01:33
the stream and we are in business. What could go wrong?
01:35
business. What could go wrong? Third time on Facebook so David
01:38
Third time on Facebook so David thanks again for the heads up
01:39
thanks again for the heads up brother. Um so, as we’re
01:40
brother. Um so, as we’re looking at this screen here,
01:41
looking at this screen here, I’m gonna be talking about what
01:41
I’m gonna be talking about what a fully set up service
01:42
a fully set up service Autopilot looks like lead
01:45
Autopilot looks like lead acquisition all the way through
01:47
acquisition all the way through Bill bill and fulfillment. so
01:48
Bill bill and fulfillment. so the first thing we’re looking
01:51
the first thing we’re looking at here is the estimate request
01:52
at here is the estimate request so whether you’re using version
01:54
so whether you’re using version two or three of service
01:55
two or three of service Autopilot, there’s some key
01:56
Autopilot, there’s some key things that I recommend as a
01:58
things that I recommend as a certified adviser and a 9 year
01:59
certified adviser and a 9 year plus user service Autopilot is
02:01
plus user service Autopilot is we need to go into marketing
02:03
we need to go into marketing forms and create a form. We’re
02:05
forms and create a form. We’re either gonna use the. Hosted
02:07
either gonna use the. Hosted version or maybe the strip
02:08
version or maybe the strip version where your webmaster
02:10
version where your webmaster can go in style that but the
02:12
can go in style that but the idea is this is going to be on
02:13
idea is this is going to be on your website. A person can
02:17
your website. A person can enter in their first name last
02:18
enter in their first name last name their service address what
02:19
name their service address what services they’re interested in
02:21
services they’re interested in and they’re gonna be
02:22
and they’re gonna be automatically entered in the
02:23
automatically entered in the service Autopilot with no
02:24
service Autopilot with no double entry and it’s going to
02:26
double entry and it’s going to alert someone in your office
02:27
alert someone in your office that they need an estimate in
02:29
that they need an estimate in addition, sounds obvious, but
02:30
addition, sounds obvious, but it’s going to be tracking the
02:31
it’s going to be tracking the sales source that came from
02:32
sales source that came from your website so foundationally
02:34
your website so foundationally we know how many leads came
02:35
we know how many leads came off.
02:39
Website and how many converted
02:39
Website and how many converted into an estimate we can get
02:41
into an estimate we can get some Roi in the Seo or maybe
02:44
some Roi in the Seo or maybe pay-per-click ads that you’re
02:45
pay-per-click ads that you’re putting in there The next thing
02:46
putting in there The next thing is on below that is if a client
02:48
is on below that is if a client calls or potential lead. We
02:49
calls or potential lead. We have a phone intake form or a
02:53
have a phone intake form or a process to get the client
02:54
process to get the client information into the system and
02:56
information into the system and a systematic predictable way.
02:57
a systematic predictable way. whether it’s someone in your
02:58
whether it’s someone in your office or virtual assistant
03:00
office or virtual assistant halfway around the world. so
03:01
halfway around the world. so we’re gonna go in after we go
03:02
we’re gonna go in after we go through the high level. I’m
03:04
through the high level. I’m actually gonna open up live in
03:05
actually gonna open up live in a service Autopilot test
03:06
a service Autopilot test account and show you what this
03:07
account and show you what this looks like fully implemented.
03:11
looks like fully implemented. In addition, we’re going and
03:12
In addition, we’re going and answering that call we’re
03:14
answering that call we’re getting missus Smith first name
03:15
getting missus Smith first name Last Name Service Address Email
03:18
Last Name Service Address Email phone number. How did you hear
03:19
phone number. How did you hear about it? So what we’ve done
03:21
about it? So what we’ve done Foundationally from the
03:21
Foundationally from the beginning of the call here,
03:23
beginning of the call here, whether it’s the website or the
03:24
whether it’s the website or the office as we know how many
03:26
office as we know how many people came from each
03:27
people came from each marketing. Source. Facebook ads
03:30
marketing. Source. Facebook ads door hangers whatever they are
03:31
door hangers whatever they are and now we can run reports in
03:33
and now we can run reports in the pre canned essay reports
03:35
the pre canned essay reports and run these sales lead
03:37
and run these sales lead reports. so we’ll know now not
03:39
reports. so we’ll know now not emotionally how many people
03:39
emotionally how many people came from each marketing.
03:41
came from each marketing. source. How many people came
03:42
source. How many people came from each customer referral?
03:45
from each customer referral? how many of those leads? Uh
03:48
how many of those leads? Uh converted into a client and
03:49
converted into a client and then once we have some data,
03:51
then once we have some data, we’ll be able to see what is
03:52
we’ll be able to see what is our client acquisition cost per
03:56
our client acquisition cost per client per marketing source and
04:01
client per marketing source and eventually what is the client
04:02
eventually what is the client lifetime value? So some
04:03
lifetime value? So some marketing sources are gonna be
04:04
marketing sources are gonna be defined winners and losers, or
04:05
defined winners and losers, or at least not as effective. so
04:05
at least not as effective. so we go out to build our
04:07
we go out to build our marketing plan for twenty-one.
04:08
marketing plan for twenty-one. That’s a report that we need to
04:10
That’s a report that we need to be looking at if you’ve been
04:11
be looking at if you’ve been tracking your sales sources if
04:12
tracking your sales sources if not now is the time to set up
04:15
not now is the time to set up those sales sources and the
04:17
those sales sources and the ability to track those
04:19
ability to track those marketing campaigns so we can
04:21
marketing campaigns so we can go out not emotionally. And
04:23
go out not emotionally. And scale our business based on the
04:23
scale our business based on the information that’s sitting in
04:27
information that’s sitting in service Autopilot now once we
04:29
service Autopilot now once we have the client in service
04:31
have the client in service Autopilot, we need to go and
04:33
Autopilot, we need to go and create an estimate and a lot of
04:34
create an estimate and a lot of people that go into a software
04:35
people that go into a software such as service Autopilot,
04:37
such as service Autopilot, Maybe very advanced and e are
04:39
Maybe very advanced and e are made just be starting out.
04:40
made just be starting out. Well. The good news is what we
04:42
Well. The good news is what we figured out as a certified
04:43
figured out as a certified adviser of service Autopilot is
04:47
adviser of service Autopilot is we can go in and set the system
04:49
we can go in and set the system up or you can set up yourself
04:50
up or you can set up yourself to grow. Based on your
04:53
to grow. Based on your estimating skill level, comfort
04:55
estimating skill level, comfort level so in my opinion, there’s
04:57
level so in my opinion, there’s three ways of estimating in any
04:59
three ways of estimating in any service business Um the first
05:01
service business Um the first one is one I don’t recommend
05:02
one is one I don’t recommend doing but a lot of us do we
05:03
doing but a lot of us do we first start out so that’s when
05:05
first start out so that’s when we go up to a yard. We’re home.
05:07
we go up to a yard. We’re home. We’re gonna clean and say based
05:08
We’re gonna clean and say based on my on my market. I feel that
05:11
on my on my market. I feel that the appropriate market price
05:12
the appropriate market price for this home is $45 to blow
05:15
for this home is $45 to blow and add the lawn or home
05:16
and add the lawn or home cleaning. Maybe it’s $150 for a
05:18
cleaning. Maybe it’s $150 for a weekly cleaning now, obviously
05:20
weekly cleaning now, obviously that’s not the way to estimate
05:21
that’s not the way to estimate but. Traditionally move for
05:23
but. Traditionally move for start on business. That’s the
05:25
start on business. That’s the way it happens The second step
05:27
way it happens The second step is estimating. I like to call
05:30
is estimating. I like to call it so you’re going up to the
05:32
it so you’re going up to the house and based on your
05:33
house and based on your experience you go and say,
05:34
experience you go and say, based on my experience, I think
05:36
based on my experience, I think it’s going to take X amount of
05:37
it’s going to take X amount of time to do it and multiply that
05:39
time to do it and multiply that by your hourly rate and that’s
05:40
by your hourly rate and that’s the price you charge if you
05:41
the price you charge if you went up to a yard and said, I
05:42
went up to a yard and said, I think it’s going to take me an
05:43
think it’s going to take me an hour to an edges lawn and my
05:45
hour to an edges lawn and my rate is $50 an hour you would
05:48
rate is $50 an hour you would be charging $50 an hour so
05:49
be charging $50 an hour so you’d be walking up with
05:50
you’d be walking up with something we call an onsite
05:51
something we call an onsite Aspen. On your mobile phone in
05:54
Aspen. On your mobile phone in the service, Autopilot app and
05:55
the service, Autopilot app and plugging in this data once you
05:57
plugging in this data once you put the date in um, I’m gonna
05:58
put the date in um, I’m gonna show you how that actually
06:00
show you how that actually works, but it’s gonna calculate
06:00
works, but it’s gonna calculate a price of budget time and a
06:02
a price of budget time and a cost before profits. So we’re
06:03
cost before profits. So we’re taking the emotions out of it
06:04
taking the emotions out of it now The third way of estimating
06:06
now The third way of estimating is obviously the preferred way
06:07
is obviously the preferred way it’s production rate based
06:09
it’s production rate based estimating so you if you
06:11
estimating so you if you already know how long it takes
06:12
already know how long it takes to blow an edge that lawn or
06:15
to blow an edge that lawn or clean that home based on the
06:16
clean that home based on the guys and girls on your team and
06:17
guys and girls on your team and the equipment that you’re
06:20
the equipment that you’re using, we can plug that in.
06:22
using, we can plug that in. Now, if you don’t know those
06:24
Now, if you don’t know those numbers, the beauty of service
06:28
numbers, the beauty of service Autopilot is when it’s fully
06:29
Autopilot is when it’s fully set up, I can run a report in
06:31
set up, I can run a report in three to 6 months if I’m
06:32
three to 6 months if I’m tracking my custom fields or
06:33
tracking my custom fields or job variable, so this will be
06:34
job variable, so this will be things such as turf square
06:36
things such as turf square footage or small medium and
06:37
footage or small medium and large shrubs are in home clean
06:39
large shrubs are in home clean and a livable cleanable square
06:40
and a livable cleanable square footage. We’re getting those
06:41
footage. We’re getting those custom fields of those jobs
06:42
custom fields of those jobs variables in and we’re tracking
06:42
variables in and we’re tracking once again with the mobile app,
06:44
once again with the mobile app, start and stop times we have
06:46
start and stop times we have non emotional data for your non
06:48
non emotional data for your non billable drive time with drive
06:49
billable drive time with drive time. Cost effect and we have
06:54
time. Cost effect and we have the start and stop time for
06:56
the start and stop time for every job so if we mow lawn
06:58
every job so if we mow lawn thirty times over the summer or
06:59
thirty times over the summer or if we clean a house 52 weeks a
07:00
if we clean a house 52 weeks a year over a weekly cleaning, we
07:03
year over a weekly cleaning, we can run a report and based on
07:05
can run a report and based on the square footage of the
07:06
the square footage of the mowing square footage, we can
07:08
mowing square footage, we can get an average production rate,
07:11
get an average production rate, so this is the parts of the
07:12
so this is the parts of the system as we build upon it that
07:13
system as we build upon it that we wanna understand so when
07:14
we wanna understand so when most people in my opinion by a
07:16
most people in my opinion by a software system, they’re
07:18
software system, they’re rushing to the left or the
07:19
rushing to the left or the right of the screen here um to
07:21
right of the screen here um to the. Dispatching the scheduling
07:23
the. Dispatching the scheduling and the billing, and we all
07:25
and the billing, and we all need to do that cuz we
07:26
need to do that cuz we obviously need to make money
07:27
obviously need to make money but the problem when you do
07:29
but the problem when you do that is you miss the foundation
07:32
that is you miss the foundation of building pieces to create a
07:32
of building pieces to create a fully implemented software
07:34
fully implemented software solution that can actually buy
07:36
solution that can actually buy time back and automate things
07:37
time back and automate things that create a delegation
07:38
that create a delegation process. So once you have your
07:39
process. So once you have your custom fields in there based on
07:40
custom fields in there based on time or production rates we go
07:42
time or production rates we go in and hit a button called add
07:44
in and hit a button called add an estimate a pre-built
07:46
an estimate a pre-built template would load all your
07:47
template would load all your services and based on the job
07:50
services and based on the job variables based on time or
07:53
variables based on time or production rate square footage.
07:54
production rate square footage. Number of units it will
07:55
Number of units it will automatically calculate a price
07:57
automatically calculate a price on your pricing based on your
07:58
on your pricing based on your pricing for the price the
07:59
pricing for the price the budget the time it cost before
08:00
budget the time it cost before profit all we’re gonna do
08:01
profit all we’re gonna do literally is go down and click
08:02
literally is go down and click draft to quote on the services
08:04
draft to quote on the services we want hit save try to close
08:05
we want hit save try to close them over the phone in person
08:07
them over the phone in person and if not we’re going in and
08:10
and if not we’re going in and emailing out it estimate and
08:11
emailing out it estimate and what happens is a pre templated
08:13
what happens is a pre templated email loads. It’s a set it and
08:15
email loads. It’s a set it and forget it process We emailed
08:16
forget it process We emailed out to our client and they’re
08:18
out to our client and they’re clicking a link uh to preview
08:19
clicking a link uh to preview the estimate and then what they
08:20
the estimate and then what they can do is check the. Boxes to
08:23
can do is check the. Boxes to select the service they want
08:24
select the service they want sign electronically and then a
08:29
sign electronically and then a automated email automatically
08:30
automated email automatically goes out to your new client
08:33
goes out to your new client acknowledging that we have seen
08:35
acknowledging that we have seen they’ve accepted the estimate.
08:36
they’ve accepted the estimate. We’re gonna hook up with them
08:38
We’re gonna hook up with them or call them to schedule that
08:39
or call them to schedule that service. so you can say we got
08:40
service. so you can say we got streamline approach now from
08:40
streamline approach now from lead acquisition to entering
08:41
lead acquisition to entering job variables, creating an
08:42
job variables, creating an estimate and emailing the
08:43
estimate and emailing the estimate out uh on top of this,
08:46
estimate out uh on top of this, we have some automated
08:47
we have some automated processes and I’m not gonna go
08:48
processes and I’m not gonna go into uh quite yet. But at this
08:50
into uh quite yet. But at this point we would have an
08:51
point we would have an automated process that we like
08:53
automated process that we like to call 20 days of close to
08:54
to call 20 days of close to follow up in each one of these
08:55
follow up in each one of these estimates now. Potentially we
08:58
estimates now. Potentially we really wanna win this estimate
08:59
really wanna win this estimate if we would lose the estimate
09:01
if we would lose the estimate we need to go any clothes that
09:02
we need to go any clothes that lead database hygiene and a lot
09:08
lead database hygiene and a lot a lot of times a business
09:09
a lot of times a business owners. We don’t think about
09:09
owners. We don’t think about these things. I tell you in the
09:12
these things. I tell you in the early years. I didn’t either
09:13
early years. I didn’t either but when we go in and close
09:14
but when we go in and close that lead out what that does
09:16
that lead out what that does is, it gives us a clean
09:17
is, it gives us a clean database and it shows us how
09:18
database and it shows us how many people can still actually
09:19
many people can still actually convert from a lead into a
09:20
convert from a lead into a paying client. Now the people
09:21
paying client. Now the people we close out, we can still talk
09:22
we close out, we can still talk to we can nurture and we can up
09:25
to we can nurture and we can up sell other services, but we
09:25
sell other services, but we gives us a very. Visual
09:28
gives us a very. Visual database to be able to see who
09:31
database to be able to see who could be a client who is not
09:34
could be a client who is not gonna become a client
09:35
gonna become a client immediately now if we win the
09:37
immediately now if we win the estimate, we’re gonna go in and
09:39
estimate, we’re gonna go in and I’m gonna recommend a 99% of
09:40
I’m gonna recommend a 99% of the uh services we’re going to
09:42
the uh services we’re going to schedule from the estimate now
09:43
schedule from the estimate now there’s two reasons in here,
09:45
there’s two reasons in here, first of which it is going to
09:48
first of which it is going to avoid a duplicate context. We
09:50
avoid a duplicate context. We don’t have missus Smith in the
09:51
don’t have missus Smith in the system as a lead and a client
09:53
system as a lead and a client in addition, if you go to
09:55
in addition, if you go to schedule a lead, the system
09:58
schedule a lead, the system will pop up a little bit and
10:00
will pop up a little bit and say hey Missus Smith is not a
10:02
say hey Missus Smith is not a client you need to convert her
10:04
client you need to convert her before you can. So that’s gonna
10:07
before you can. So that’s gonna be all the information whether
10:08
be all the information whether it’s priced budgeted time, cost
10:09
it’s priced budgeted time, cost or materials from your estimate
10:11
or materials from your estimate now is automatically being
10:12
now is automatically being pushed into your estimate.
10:14
pushed into your estimate. We’re avoiding double entry and
10:15
We’re avoiding double entry and creating a streamlined workflow
10:18
creating a streamlined workflow so traditionally uh once this
10:19
so traditionally uh once this is fully set up, I call the
10:21
is fully set up, I call the five to six screens of success
10:23
five to six screens of success through maybe seven or eight at
10:23
through maybe seven or eight at the high side. uh but the idea
10:25
the high side. uh but the idea is we’re teaching our office
10:27
is we’re teaching our office staff or if it’s just us in the
10:29
staff or if it’s just us in the field of the office, five or
10:30
field of the office, five or six steps of success that
10:31
six steps of success that repeatable for predictable
10:33
repeatable for predictable results. So at this point we’ve
10:34
results. So at this point we’ve got this. Estimate we’ve
10:36
got this. Estimate we’ve converted the lead into a
10:37
converted the lead into a client once again, that’s gonna
10:39
client once again, that’s gonna be another trigger for
10:40
be another trigger for reporting lead to client um
10:43
reporting lead to client um transition. We’re gonna
10:44
transition. We’re gonna schedule the work now in
10:45
schedule the work now in service auto pilot When it’s
10:47
service auto pilot When it’s fully set up, there are several
10:48
fully set up, there are several different ways to set up work.
10:51
different ways to set up work. First of which is a one-time
10:53
First of which is a one-time job, so we know the day it’s
10:54
job, so we know the day it’s happening so we go out and
10:55
happening so we go out and schedule it and we either route
10:57
schedule it and we either route it and Optimum optimization uh
10:59
it and Optimum optimization uh for drive time or if you’re
11:01
for drive time or if you’re cleaning, you’re putting it
11:02
cleaning, you’re putting it into an actual probably time
11:04
into an actual probably time slot the next thing is a
11:07
slot the next thing is a reoccurring schedule so we can
11:08
reoccurring schedule so we can go in and do a weekly bi-weekly
11:11
go in and do a weekly bi-weekly every 3 week every four-week
11:14
every 3 week every four-week reoccurring service the next
11:15
reoccurring service the next one after that is called a
11:16
one after that is called a waiting list job and the way
11:18
waiting list job and the way the some of the waiting list
11:19
the some of the waiting list job is the idea if we’re going
11:20
job is the idea if we’re going into the fall here for a fall
11:21
into the fall here for a fall cleanup fall cleanups maybe
11:22
cleanup fall cleanups maybe don’t. To be done tomorrow, but
11:24
don’t. To be done tomorrow, but they need to be done sometime
11:25
they need to be done sometime in the next 45 days, but what
11:26
in the next 45 days, but what that allows you to do is see a
11:28
that allows you to do is see a visual clue um on the map on
11:30
visual clue um on the map on the waiting list of all the
11:31
the waiting list of all the pins and we drag and drop and
11:35
pins and we drag and drop and optimize all the jobs in each
11:36
optimize all the jobs in each geographic area to minimize the
11:39
geographic area to minimize the non billable drive time if
11:41
non billable drive time if you’re running a fertilization,
11:42
you’re running a fertilization, weed control or pest control
11:43
weed control or pest control company and you have a call
11:45
company and you have a call back waiting list is going to
11:46
back waiting list is going to be key because we can grab that
11:46
be key because we can grab that one time call back and tuck it
11:47
one time call back and tuck it into a schedule when we’re
11:49
into a schedule when we’re already in that area. so we’re
11:50
already in that area. so we’re not driving halfway across time
11:51
not driving halfway across time to put. Fire out and then the
11:53
to put. Fire out and then the final part of scheduling is
11:55
final part of scheduling is going to be a package job. So
11:57
going to be a package job. So I’ve kind of talked about that
11:59
I’ve kind of talked about that because a package job is is
12:01
because a package job is is just it is your fertilization
12:03
just it is your fertilization and weed control the five or
12:04
and weed control the five or six step program or a bush and
12:06
six step program or a bush and bed package in the landscape
12:09
bed package in the landscape maintenance where we go out to
12:09
maintenance where we go out to the property once a month or
12:11
the property once a month or several times a year and we can
12:13
several times a year and we can go and schedule that off the
12:16
go and schedule that off the waiting list each round for
12:18
waiting list each round for optimization and then actually
12:21
optimization and then actually there is one more type of
12:21
there is one more type of scheduling getting into uh the
12:23
scheduling getting into uh the four-letter word that we all
12:24
four-letter word that we all don’t wanna talk about in the
12:24
don’t wanna talk about in the northeast so we have on. Jobs
12:26
northeast so we have on. Jobs and they’re just that they’re
12:28
and they’re just that they’re on demand and ready for when
12:30
on demand and ready for when snow and ice events hit so
12:32
snow and ice events hit so we’re gonna go and schedule the
12:33
we’re gonna go and schedule the work now as we scroll to the
12:36
work now as we scroll to the right here uh we’re going into
12:39
right here uh we’re going into route optimization so there is
12:41
route optimization so there is free optimization for 23 stops
12:43
free optimization for 23 stops that last through Google right
12:45
that last through Google right inside service Autopilot, 24 or
12:48
inside service Autopilot, 24 or more, there is several
12:50
more, there is several different um optimizations that
12:53
different um optimizations that are paid extremely cheap, but
12:55
are paid extremely cheap, but they will optimize the route
12:57
they will optimize the route from your shop through uh each
12:59
from your shop through uh each stop. Back to your shop um and
13:00
stop. Back to your shop um and then we can go in and click and
13:02
then we can go in and click and show the pins on the screen and
13:04
show the pins on the screen and optimize that order because no
13:06
optimize that order because no one knows your your area better
13:09
one knows your your area better than you um. So this is a quick
13:11
than you um. So this is a quick visual check before you
13:12
visual check before you actually go out and dispatch
13:14
actually go out and dispatch those jobs so now on the
13:14
those jobs so now on the dispatch board, this is where
13:15
dispatch board, this is where we get the cruise out in the
13:16
we get the cruise out in the mobiles are printed out. We get
13:17
mobiles are printed out. We get them live out there uh under
13:18
them live out there uh under the more tab on the upper right
13:19
the more tab on the upper right hand corner, you can go in and
13:21
hand corner, you can go in and adjust the cruise to the day
13:22
adjust the cruise to the day and this is important that any
13:23
and this is important that any of us ever have a no call no
13:24
of us ever have a no call no show employee or somebody who
13:25
show employee or somebody who calls in. But occasionally
13:29
calls in. But occasionally these crews do shift or maybe
13:29
these crews do shift or maybe we need to join two crews
13:32
we need to join two crews together for the day to get a
13:33
together for the day to get a big job done so literally by
13:34
big job done so literally by dragging and dropping those
13:35
dragging and dropping those crew assignments. We can go out
13:38
crew assignments. We can go out and adjust the cruise for the
13:38
and adjust the cruise for the day and what that’s gonna do is
13:39
day and what that’s gonna do is get you proper data in data out
13:41
get you proper data in data out the reporting so it’s gonna
13:42
the reporting so it’s gonna affect your payroll and your
13:43
affect your payroll and your job costing production rates um
13:45
job costing production rates um very simple take seconds, but
13:46
very simple take seconds, but those are the things we need to
13:47
those are the things we need to pay attention to for a fully
13:48
pay attention to for a fully set up workflow essay. Once
13:50
set up workflow essay. Once we’re good, we’re gonna either
13:52
we’re good, we’re gonna either print them or drop them live in
13:53
print them or drop them live in the mobile now your cruise out
13:56
the mobile now your cruise out either mowing lawns cleaning.
13:57
either mowing lawns cleaning. Whatever that is now at the end
13:58
Whatever that is now at the end of the day or the beginning of
14:00
of the day or the beginning of the next ideally before those
14:03
the next ideally before those crews go out, we’re going to
14:05
crews go out, we’re going to this closeout day and what
14:07
this closeout day and what we’re doing is just doing a
14:09
we’re doing is just doing a quick sanity. Check up Do all
14:12
quick sanity. Check up Do all the start and stop times make
14:14
the start and stop times make sense so occasionally a new
14:16
sense so occasionally a new user of service, autopilot and
14:16
user of service, autopilot and mobile in the field. We’ll get
14:17
mobile in the field. We’ll get all excited pull up to a house
14:20
all excited pull up to a house forget to clock in They’ll do
14:21
forget to clock in They’ll do the property and then as they
14:21
the property and then as they get back, they’ll clock in and
14:22
get back, they’ll clock in and clock out under a minute.
14:23
clock out under a minute. Obviously, it’s not good data.
14:24
Obviously, it’s not good data. You wanna make sure the time
14:26
You wanna make sure the time that’s clocked in and out looks
14:27
that’s clocked in and out looks reasonable and it’s not like a
14:28
reasonable and it’s not like a minute or less. Um those are
14:30
minute or less. Um those are things we wanna be. To go back
14:35
things we wanna be. To go back to the crew that morning before
14:36
to the crew that morning before they leave and adjust those
14:38
they leave and adjust those times, but the idea here is
14:39
times, but the idea here is we’re looking for certain
14:40
we’re looking for certain times. It makes sense a budget
14:42
times. It makes sense a budget of time um and a price believe
14:44
of time um and a price believe it or not a lot of times. It’s
14:45
it or not a lot of times. It’s a certified adviser will go
14:46
a certified adviser will go into service Autopilot
14:47
into service Autopilot accounts. uh when people are
14:48
accounts. uh when people are working with us and we’ll find
14:49
working with us and we’ll find a lot of times that people
14:51
a lot of times that people aren’t building out their jobs
14:52
aren’t building out their jobs um so we need to make sure
14:54
um so we need to make sure that’s in there and then the
14:55
that’s in there and then the next thing we’re doing is uh
14:58
next thing we’re doing is uh the close out day screen you
15:00
the close out day screen you can set up invoicing based on a
15:03
can set up invoicing based on a default so a daily weekly or
15:04
default so a daily weekly or monthly automated billing so at
15:05
monthly automated billing so at the end of that period it
15:06
the end of that period it automatically. That invoice and
15:07
automatically. That invoice and now we’re gonna go out invoice
15:09
now we’re gonna go out invoice and collect so uh I’m gonna
15:11
and collect so uh I’m gonna show you when we get an essay
15:12
show you when we get an essay here in a minute how to
15:13
here in a minute how to actually override that billing
15:16
actually override that billing default as well based based for
15:19
default as well based based for client, But we have a default
15:20
client, But we have a default that automatically generates
15:22
that automatically generates those invoices so if you’re
15:23
those invoices so if you’re manually going into QuickBooks
15:25
manually going into QuickBooks and creating invoices every
15:27
and creating invoices every month each day, uh it’s a time
15:29
month each day, uh it’s a time this is going to automate it
15:30
this is going to automate it for you when it’s fully set up
15:33
for you when it’s fully set up now, invoices and collecting uh
15:34
now, invoices and collecting uh right now through clan the a
15:35
right now through clan the a credit card. Company of service
15:38
credit card. Company of service autopilot that we use you’re
15:39
autopilot that we use you’re able to go out and charge your
15:40
able to go out and charge your credit cards in that literally
15:42
credit cards in that literally in three clicks of a button, we
15:44
in three clicks of a button, we can email those invoices in
15:46
can email those invoices in three clicks a button and we
15:47
three clicks a button and we can print them out in three
15:49
can print them out in three clicks of a button so we can go
15:51
clicks of a button so we can go out and take care of our
15:52
out and take care of our billing, systematically and
15:54
billing, systematically and efficiently each and every day
15:55
efficiently each and every day quickly or at the end of each
15:56
quickly or at the end of each month and we can figure out how
15:56
month and we can figure out how to enter prepayment. We may
15:58
to enter prepayment. We may touch on that today as well for
15:59
touch on that today as well for the fully set up workflow.
16:01
the fully set up workflow. Other thing we wanna touch on
16:02
Other thing we wanna touch on here is even if we don’t get to
16:03
here is even if we don’t get to an end. Uh the next minute or
16:06
an end. Uh the next minute or two when I hop into essay is we
16:07
two when I hop into essay is we want to be able to go in and
16:09
want to be able to go in and set installment contracts up
16:11
set installment contracts up and under each installment
16:13
and under each installment contractors setting up the
16:14
contractors setting up the monthly billing and what
16:15
monthly billing and what services in the bottom um
16:17
services in the bottom um adding line items of what
16:18
adding line items of what services are included that
16:19
services are included that monthly install and when we
16:21
monthly install and when we schedule those services under
16:22
schedule those services under the monthly, we’re assigning
16:24
the monthly, we’re assigning them to the contract. so we are
16:26
them to the contract. so we are not building them out
16:26
not building them out separately but on the service
16:28
separately but on the service level, we still need a price
16:30
level, we still need a price and budget of time for
16:31
and budget of time for reporting because if we don’t
16:33
reporting because if we don’t have any data in, we don’t have
16:34
have any data in, we don’t have any data out. so these are all
16:37
any data out. so these are all the foundational things that we
16:38
the foundational things that we need for success in. Auto pilot
16:40
need for success in. Auto pilot So I didn’t realize I did go a
16:42
So I didn’t realize I did go a little bit quick on that um,
16:44
little bit quick on that um, but obviously you can catch the
16:45
but obviously you can catch the recording of this. I’m gonna
16:46
recording of this. I’m gonna gonna now into service
16:48
gonna now into service autopilot and show you what
16:48
autopilot and show you what this looks like fully set up um
16:50
this looks like fully set up um did go a little bit quicker.
16:52
did go a little bit quicker. We’ve we’ve had uh this is the
16:53
We’ve we’ve had uh this is the third take out of here with
16:53
third take out of here with some technical difficulties so
16:56
some technical difficulties so uh without any further delay.
16:57
uh without any further delay. we’re gonna jump right into
16:59
we’re gonna jump right into service Autopilot and are gonna
17:00
service Autopilot and are gonna do this right through vtwo. A
17:02
do this right through vtwo. A lot of these features are still
17:03
lot of these features are still available in vthree and ready
17:05
available in vthree and ready to go um but for consistency
17:07
to go um but for consistency throughout, I’m gonna stay
17:07
throughout, I’m gonna stay right in the vtwo platform. Um
17:11
right in the vtwo platform. Um the first thing we’re looking
17:12
the first thing we’re looking at is if somebody calls your
17:15
at is if somebody calls your office, we need to enter them
17:15
office, we need to enter them in if they’ve hit your website
17:18
in if they’ve hit your website theoretically now they hit the
17:19
theoretically now they hit the website they’ve entered their
17:20
website they’ve entered their information in uh long as the
17:22
information in uh long as the form is set up correctly with
17:23
form is set up correctly with the auto create lead on submit
17:26
the auto create lead on submit all this information will be
17:27
all this information will be automatically entered in the
17:28
automatically entered in the system you’ll be alerted to
17:29
system you’ll be alerted to grease squat reach out and get
17:31
grease squat reach out and get them an estimate. so what I’m
17:32
them an estimate. so what I’m doing here is. I’m now the
17:34
doing here is. I’m now the person in your office. I’m
17:35
person in your office. I’m gonna go to the green plus icon
17:37
gonna go to the green plus icon and go to add a lead and what
17:39
and go to add a lead and what we’re gonna be doing. Is
17:41
we’re gonna be doing. Is putting in first name last
17:42
putting in first name last name, so I’m gonna put in our
17:45
name, so I’m gonna put in our old friend tester and I’m gonna
17:47
old friend tester and I’m gonna put uh couple numbers behind it
17:50
put uh couple numbers behind it and because we’ve been using
17:51
and because we’ve been using him a bit now if that
17:53
him a bit now if that commercial client right here,
17:54
commercial client right here, we’re putting in acne in so
17:56
we’re putting in acne in so first name last name merges in
17:58
first name last name merges in It’s a commercial client.
17:59
It’s a commercial client. That’s where that goes service
18:02
That’s where that goes service address. We’re gonna go in and
18:04
address. We’re gonna go in and type in the service address as
18:06
type in the service address as we’re taking them in off the
18:07
we’re taking them in off the phone. Obviously, this is
18:08
phone. Obviously, this is probably a review for most
18:09
probably a review for most folks, but um there are some.
18:12
folks, but um there are some. Intricate things here that I’m
18:13
Intricate things here that I’m gonna show you in a second that
18:14
gonna show you in a second that most people do not do that
18:17
most people do not do that basically eliminates um them
18:19
basically eliminates um them having success or inhibits them
18:21
having success or inhibits them from having success down the
18:22
from having success down the line. so hold with me here and
18:24
line. so hold with me here and then we’re gonna get into
18:25
then we’re gonna get into nitty-gritty, but it’s worth
18:25
nitty-gritty, but it’s worth spending a few seconds here to
18:27
spending a few seconds here to take a look at this. so it’s
18:29
take a look at this. so it’s gonna go in and ask the city.
18:31
gonna go in and ask the city. Now you know the service
18:32
Now you know the service address automatically uh
18:33
address automatically uh incorporates into billing
18:35
incorporates into billing address or de avoiding that
18:36
address or de avoiding that double entry if your state
18:37
double entry if your state charges sales tax, we need to
18:39
charges sales tax, we need to go out and grab the sales tax
18:40
go out and grab the sales tax in here. we’re gonna be asking
18:41
in here. we’re gonna be asking the client. Email address over
18:44
the client. Email address over the phone or the potential lead
18:49
entering that in and their
18:51
entering that in and their phone number, I’m recommending
18:53
phone number, I’m recommending always put the phone number in
18:54
always put the phone number in the cellphone field reason
18:56
the cellphone field reason being is automations and other
18:57
being is automations and other features and essay will tie
19:00
features and essay will tie into the cellphone field to
19:01
into the cellphone field to automate certain processes if
19:02
automate certain processes if it’s in the home field or
19:04
it’s in the home field or landline field, it field, it
19:05
landline field, it field, it would not do so by default if
19:08
would not do so by default if you’re unsure put it in the
19:10
you’re unsure put it in the cellphone field in my opinion
19:11
cellphone field in my opinion um and if it auto. Feature like
19:13
um and if it auto. Feature like text message it goes off and
19:14
text message it goes off and it’s not a cellphone. It’s not
19:16
it’s not a cellphone. It’s not gonna charge you it just won’t
19:17
gonna charge you it just won’t fire off better safe to be
19:19
fire off better safe to be sorry most people see provider
19:21
sorry most people see provider here and they click on it and
19:23
here and they click on it and think they actually have to
19:24
think they actually have to grab the cellphone provider.
19:25
grab the cellphone provider. You do not that is a legacy
19:27
You do not that is a legacy feature if you’re using pro
19:28
feature if you’re using pro plus with two-way texting just
19:32
plus with two-way texting just ignore that sell now, the last
19:33
ignore that sell now, the last thing here is master property.
19:36
thing here is master property. So in my company we service all
19:37
So in my company we service all the Walgreens right Aids in the
19:39
the Walgreens right Aids in the city for a while, so we would
19:40
city for a while, so we would go in as a. Property in assign
19:43
go in as a. Property in assign it to the property management
19:45
it to the property management company is the master company
19:46
company is the master company in this in this new lead could
19:47
in this in this new lead could a subsequent property of the
19:49
a subsequent property of the master property for building
19:51
master property for building building a um condensing that
19:53
building a um condensing that system now next thing is under
19:55
system now next thing is under details. This is where the
19:56
details. This is where the rubber meets the road if you’re
19:58
rubber meets the road if you’re setting it up right account
19:59
setting it up right account type is commercial or
20:01
type is commercial or residential if you only do
20:03
residential if you only do residential, that’s fine still
20:05
residential, that’s fine still put this in here This will help
20:07
put this in here This will help for reporting and some other
20:08
for reporting and some other features of automation. So
20:10
features of automation. So we’re we’re segmenting our
20:11
we’re we’re segmenting our database Next thing is on sale.
20:13
database Next thing is on sale. We wanna go in and chill out
20:15
We wanna go in and chill out select the sales source. Let’s
20:16
select the sales source. Let’s say we they heard about us from
20:18
say we they heard about us from Angie’s list um or they were
20:20
Angie’s list um or they were referred from a client here.
20:21
referred from a client here. Now, This is a real account.
20:23
Now, This is a real account. We’d have the name of leads and
20:23
We’d have the name of leads and clients here and you can
20:25
clients here and you can attribute that lead referral to
20:27
attribute that lead referral to a specific person and
20:28
a specific person and eventually run a report on that
20:31
eventually run a report on that now, that’s the basic
20:31
now, that’s the basic information that you need to do
20:33
information that you need to do inside service autopilot before
20:35
inside service autopilot before we get in the estimate process
20:36
we get in the estimate process while we’re on the screen, I’m
20:38
while we’re on the screen, I’m just gonna hit on this quickly
20:40
just gonna hit on this quickly when a lead becomes a client.
20:41
when a lead becomes a client. This is the same tab. Edit tabs
20:44
This is the same tab. Edit tabs in billing this right here is
20:47
in billing this right here is how we override the default
20:50
how we override the default billing. So this instance, I’m
20:52
billing. So this instance, I’m in is set to monthly net ten so
20:54
in is set to monthly net ten so billing monthly and net terms
20:55
billing monthly and net terms tens. Let’s say I wanted to do
20:57
tens. Let’s say I wanted to do a uh do on receipt and I wanted
21:03
a uh do on receipt and I wanted to build them daily We can
21:04
to build them daily We can override the billing for this
21:06
override the billing for this one particular client or lead
21:08
one particular client or lead on this screen outside of the
21:11
on this screen outside of the default of the set up the
21:12
default of the set up the system uh when we set up the
21:13
system uh when we set up the initial setup so any comments
21:15
initial setup so any comments questions drop below here as we
21:17
questions drop below here as we go. But now we have a lead. I’m
21:17
go. But now we have a lead. I’m gonna go and hit save.
21:21
gonna go and hit save. Obviously this test account if
21:23
Obviously this test account if you’ve seen this uh anything
21:24
you’ve seen this uh anything we’ve been doing uh we’ve used
21:25
we’ve been doing uh we’ve used this test account quite a bit
21:27
this test account quite a bit and what it’s doing and I was
21:28
and what it’s doing and I was create a duplicate check um so
21:29
create a duplicate check um so the system is smart enough to
21:30
the system is smart enough to know. Hey wait a minute. We’ve
21:31
know. Hey wait a minute. We’ve got some issues here. I’m gonna
21:33
got some issues here. I’m gonna go ahead and say it’s okay
21:36
go ahead and say it’s okay because it’s a duplicate um but
21:37
because it’s a duplicate um but I wanna use it but the system
21:39
I wanna use it but the system will do that now your vthree
21:41
will do that now your vthree form off the website you can
21:42
form off the website you can set criteria to check off first
21:44
set criteria to check off first name Last name. email address
21:46
name Last name. email address several other variables to do
21:49
several other variables to do checking highly recommend that
21:50
checking highly recommend that Vthree form for your website
21:52
Vthree form for your website because it is going. To make
21:53
because it is going. To make sure you have duplicate
21:55
sure you have duplicate checking and a clean database
21:57
checking and a clean database now some visual clues if you’re
22:00
now some visual clues if you’re training your office on service
22:02
training your office on service Autopilot for the first time
22:03
Autopilot for the first time this long gray bar across the
22:05
this long gray bar across the screen signifies its a lead in
22:08
screen signifies its a lead in the system when there’s three
22:10
the system when there’s three columns, it is a client. other
22:12
columns, it is a client. other things you wanna be looking at
22:13
things you wanna be looking at is under the magnifying glass.
22:16
is under the magnifying glass. We have this avatar little uh
22:17
We have this avatar little uh black avatar the person here
22:19
black avatar the person here with an L. that is that is a
22:20
with an L. that is that is a The Avatar with No L.. Is a
22:24
The Avatar with No L.. Is a client if it is missing, it is
22:25
client if it is missing, it is a closeout lead. So once again,
22:27
a closeout lead. So once again, I talked about the flow chart
22:28
I talked about the flow chart when we lose an estimate and
22:29
when we lose an estimate and it’s a lead, we close the lead
22:31
it’s a lead, we close the lead out so there’ll be no avatar
22:32
out so there’ll be no avatar and if it’s a cancel client, be
22:35
and if it’s a cancel client, be the same avatar right here of
22:36
the same avatar right here of the person with a slash through
22:37
the person with a slash through it, These are visual clues to
22:39
it, These are visual clues to create a speedy quick process
22:41
create a speedy quick process through the system without
22:42
through the system without having to dial into the
22:43
having to dial into the contract record. so comment
22:44
contract record. so comment your questions drop em below.
22:48
your questions drop em below. So next thing is lawn care wise
22:49
So next thing is lawn care wise um and I’ll also give you a
22:51
um and I’ll also give you a home cleaning example here if
22:51
home cleaning example here if we have some some time as well
22:53
we have some some time as well under the more tab, I’m gonna
22:54
under the more tab, I’m gonna go in and do property
22:56
go in and do property measurements. This is maps pro
22:57
measurements. This is maps pro or vthree. It’s called sm. Mass
23:00
or vthree. It’s called sm. Mass highly recommend it use it in
23:01
highly recommend it use it in my business for pretty much the
23:03
my business for pretty much the whole time we use service
23:04
whole time we use service autopilot um and still do here.
23:07
autopilot um and still do here. so what we’re gonna do is click
23:09
so what we’re gonna do is click to the Google Image here and
23:12
to the Google Image here and measure the actual property.
23:15
measure the actual property. I’m doing this obviously with
23:16
I’m doing this obviously with some speed for uh less
23:19
some speed for uh less precision, but you get the idea
23:21
precision, but you get the idea so we’re gonna measure our
23:25
so we’re gonna measure our square foot area and I’m gonna
23:27
square foot area and I’m gonna recommend that you go in and
23:27
recommend that you go in and label it. so this is our turf
23:30
label it. so this is our turf area and I’m gonna label this
23:34
area and I’m gonna label this and actually color it and
23:35
and actually color it and choose and I’m gonna add
23:37
choose and I’m gonna add another area so you can add and
23:39
another area so you can add and subtract if we had a pool in
23:40
subtract if we had a pool in the backyard we can subtract
23:42
the backyard we can subtract and add areas or create a no
23:44
and add areas or create a no value. so if this was a pool
23:46
value. so if this was a pool little little crooked as it is
23:47
little little crooked as it is but uh nonetheless. We’ve got
23:49
but uh nonetheless. We’ve got an area here that I can go in
23:52
an area here that I can go in and subtract as plus I come up
23:54
and subtract as plus I come up here, I can actually make this
23:56
here, I can actually make this to zero or negative. so it’s
23:58
to zero or negative. so it’s subtracting the square footage
23:59
subtracting the square footage of the pool, but if you have
24:00
of the pool, but if you have multiple areas like a landscape
24:02
multiple areas like a landscape bed driveway, we can add and
24:05
bed driveway, we can add and subtract or keep one value at
24:07
subtract or keep one value at zero. Now we wanna hit saves
24:09
zero. Now we wanna hit saves every time I pull this up now I
24:11
every time I pull this up now I know visually what are the
24:12
know visually what are the areas that we’ve quoted and
24:14
areas that we’ve quoted and what are the square footages so
24:16
what are the square footages so turf area. I’m gonna go on a
24:18
turf area. I’m gonna go on a custom field now you would
24:19
custom field now you would never have. This many custom
24:21
never have. This many custom fields uh but this is obviously
24:22
fields uh but this is obviously a test account. We’ve run a few
24:24
a test account. We’ve run a few through here, but I’m grabbing
24:25
through here, but I’m grabbing turf square footage and hitting
24:27
turf square footage and hitting C so that is that custom job
24:29
C so that is that custom job variable. we talked about so
24:31
variable. we talked about so it’s based out of production
24:32
it’s based out of production based estimating system um so
24:34
based estimating system um so you wanna measure everything
24:35
you wanna measure everything you can online. but what
24:36
you can online. but what happens if you can’t so we’ve
24:36
happens if you can’t so we’ve created this thing called an
24:38
created this thing called an on-site ask for we pull this up
24:39
on-site ask for we pull this up in the mobile um, but I’m gonna
24:40
in the mobile um, but I’m gonna put it up on the screen to show
24:42
put it up on the screen to show you what it looks like, but the
24:42
you what it looks like, but the idea is you’re walking around
24:43
idea is you’re walking around the property with your phone
24:44
the property with your phone and you’re putting in the
24:47
and you’re putting in the variables into the phone and
24:48
variables into the phone and then it’s gonna help generate
24:50
then it’s gonna help generate an estimate so. Uh the auto
24:54
an estimate so. Uh the auto assist the A Here is uh
24:56
assist the A Here is uh featured with pro Plus. It’s a
24:57
featured with pro Plus. It’s a shortcut tool that can be
24:59
shortcut tool that can be loaded in here and basically
25:00
loaded in here and basically you can pull these forms up in
25:02
you can pull these forms up in your mobile so the idea is now
25:04
your mobile so the idea is now that I’m walking around this
25:06
that I’m walking around this property. um I can’t measure
25:08
property. um I can’t measure certain things on the
25:09
certain things on the satellite, but I need to get
25:11
satellite, but I need to get them for my estimate so instead
25:12
them for my estimate so instead of walking around the pen and
25:13
of walking around the pen and paper if I can’t measure the
25:15
paper if I can’t measure the lawn square footage, I put it
25:16
lawn square footage, I put it in here uh maybe online.
25:18
in here uh maybe online. There’s a lot of trees. so all
25:20
There’s a lot of trees. so all I’m gonna do is go into mulch
25:22
I’m gonna do is go into mulch details. so what I’ve done is
25:23
details. so what I’ve done is broken this down in one two or
25:25
broken this down in one two or three inch depth increments
25:27
three inch depth increments and. If we wanna go in and put
25:30
and. If we wanna go in and put three inches of mulch, if
25:31
three inches of mulch, if that’s what the as bin
25:32
that’s what the as bin requires, I’m gonna go out and
25:33
requires, I’m gonna go out and measure it and say I’ve got 500
25:37
measure it and say I’ve got 500 square feet of red mulch bed
25:39
square feet of red mulch bed for square footages, So we use
25:40
for square footages, So we use our production based estimating
25:42
our production based estimating system. so how long will it
25:43
system. so how long will it take for a regular maintenance
25:45
take for a regular maintenance of weed and then mulch drive
25:46
of weed and then mulch drive time. So how many trips do I
25:47
time. So how many trips do I need to go to the nursery to
25:50
need to go to the nursery to get 500 square feet worth of
25:52
get 500 square feet worth of mulch? So I’m gonna say one
25:54
mulch? So I’m gonna say one trip so that’s kinda eventually
25:56
trip so that’s kinda eventually calculate a price and budget of
25:57
calculate a price and budget of time actually go get the
25:58
time actually go get the equipment uh the mulch to cover
26:00
equipment uh the mulch to cover that non billable drive. Now
26:03
that non billable drive. Now we’re gonna go in the shrub for
26:05
we’re gonna go in the shrub for me so we could based on minutes
26:07
me so we could based on minutes to prune and type that in and
26:09
to prune and type that in and have it calculate. but what
26:11
have it calculate. but what I’ve done is broken this down
26:11
I’ve done is broken this down in large, medium and small
26:13
in large, medium and small shrubs so large shrubs are
26:15
shrubs so large shrubs are gonna be between six feet and
26:15
gonna be between six feet and ten feet. I’m gonna say there’s
26:17
ten feet. I’m gonna say there’s five of them is walking around
26:19
five of them is walking around mediums are gonna be between
26:20
mediums are gonna be between three or six feet and less. I’m
26:23
three or six feet and less. I’m sorry three feet in less than
26:24
sorry three feet in less than six feet, and I say there’s
26:26
six feet, and I say there’s eight of those and it’s small
26:27
eight of those and it’s small shrubs are less than three
26:28
shrubs are less than three feet. So I’m gonna say we got
26:30
feet. So I’m gonna say we got uh eighteen of those and heads.
26:33
uh eighteen of those and heads. With the ladder, so I’m kinda
26:34
With the ladder, so I’m kinda linear foot section. so if I’ve
26:36
linear foot section. so if I’ve got twenty foot of both sides
26:38
got twenty foot of both sides in the top and it requires a
26:39
in the top and it requires a ladder, I’m gonna put two units
26:41
ladder, I’m gonna put two units in here and head with no
26:42
in here and head with no letter. I don’t have any of
26:43
letter. I don’t have any of those so I’m just gonna leave
26:44
those so I’m just gonna leave that blank the ideas. we’re
26:46
that blank the ideas. we’re walking around with our mobile
26:47
walking around with our mobile and we’re inserting the data we
26:50
and we’re inserting the data we need for the estimates so shrub
26:52
need for the estimates so shrub proving property specific notes
26:53
proving property specific notes a lot of times I’d be walking
26:54
a lot of times I’d be walking around with a pen. Maybe it’s
26:56
around with a pen. Maybe it’s raining. I’d forget to put the
26:57
raining. I’d forget to put the notes in before I started using
26:59
notes in before I started using service Autopilot. What we’ve
27:00
service Autopilot. What we’ve done is created the on-site
27:02
done is created the on-site estimate for you property
27:02
estimate for you property specific estimate notes that
27:04
specific estimate notes that are gonna merge automatically
27:05
are gonna merge automatically on the estimates so you don’t
27:06
on the estimates so you don’t forget. so I’m gonna say does.
27:09
forget. so I’m gonna say does. Not
27:12
include on West lot line now,
27:15
include on West lot line now, this is gonna automatically uh
27:17
this is gonna automatically uh merged into the notes on the
27:18
merged into the notes on the estimates so I don’t forget
27:20
estimates so I don’t forget obviously if it’s going in
27:21
obviously if it’s going in there, you wanna make sure
27:22
there, you wanna make sure there’s no typos and then if
27:24
there’s no typos and then if you’re doing snow removal, you
27:25
you’re doing snow removal, you can also put the details around
27:27
can also put the details around snow removal here. so I’m gonna
27:28
snow removal here. so I’m gonna submit this but the idea now is
27:30
submit this but the idea now is we’ve measured it online
27:31
we’ve measured it online through smart maps maps pro.
27:32
through smart maps maps pro. We’ve got those custom fields
27:34
We’ve got those custom fields of herbals or we’ve gone on
27:36
of herbals or we’ve gone on site with our mobile and the
27:38
site with our mobile and the on-site estimate form and
27:39
on-site estimate form and plugged in the property
27:41
plugged in the property specific data and the next step
27:42
specific data and the next step is we need to go out.
27:46
And create an so we’re gonna
27:49
And create an so we’re gonna scroll down here and hit add an
27:51
scroll down here and hit add an estimate now uh being condensed
27:53
estimate now uh being condensed here, I didn’t have time to
27:54
here, I didn’t have time to actually go into the template,
27:55
actually go into the template, but what’s gonna happen is when
27:57
but what’s gonna happen is when we add the estimate we have
27:59
we add the estimate we have prebuilt templates so all our
28:01
prebuilt templates so all our summer services are going to
28:03
summer services are going to load and pull in the turf
28:06
load and pull in the turf Square footage a number of
28:08
Square footage a number of shrubs that square footage of
28:09
shrubs that square footage of the bed and actually
28:10
the bed and actually automatically calculate a price
28:12
automatically calculate a price of budget of time and it cost
28:13
of budget of time and it cost before profit. so that is
28:15
before profit. so that is what’s gonna happen. Here as
28:16
what’s gonna happen. Here as this load so it kinda give you
28:18
this load so it kinda give you an idea behind the scenes right
28:20
an idea behind the scenes right here, traditionally if this
28:21
here, traditionally if this wasn’t fully set up, you’d have
28:23
wasn’t fully set up, you’d have to select the do in it what
28:24
to select the do in it what we’ve done behind the scenes is
28:26
we’ve done behind the scenes is already taken our emails. It’s
28:28
already taken our emails. It’s email it goes out to the
28:28
email it goes out to the client. We’ve connected to an
28:30
client. We’ve connected to an estimate document and we’ve
28:32
estimate document and we’ve connected it to an acceptance
28:33
connected it to an acceptance email so literally when we send
28:35
email so literally when we send this out, everything is
28:36
this out, everything is connected and we’ve minimize an
28:38
connected and we’ve minimize an extra three steps and that’s a
28:40
extra three steps and that’s a fully set up service Autopilot
28:42
fully set up service Autopilot so as we’re going in, we’re
28:44
so as we’re going in, we’re going into templates and I’m
28:45
going into templates and I’m gonna grab. Uh 2019 lawn care
28:48
gonna grab. Uh 2019 lawn care leads from last year and pop
28:51
leads from last year and pop this out. Now, what we’re doing
28:55
this out. Now, what we’re doing here is pulling this up in when
28:57
here is pulling this up in when I pulled up the square footage,
28:59
I pulled up the square footage, I probably grabbed the wrong
29:01
I probably grabbed the wrong custom field just cuz it was so
29:02
custom field just cuz it was so many, but ideally, what would
29:04
many, but ideally, what would happen is that 7800 square feet
29:08
happen is that 7800 square feet for the turf Square footage
29:09
for the turf Square footage would have automatically loaded
29:10
would have automatically loaded now for time sake. I’m just
29:11
now for time sake. I’m just gonna plug it in there, but
29:13
gonna plug it in there, but when you enter in from the map
29:15
when you enter in from the map um if you didn’t have fifty
29:16
um if you didn’t have fifty custom fields like I did this
29:18
custom fields like I did this test account, you’d only have
29:18
test account, you’d only have one church square footage it
29:20
one church square footage it would load the idea is. Based
29:22
would load the idea is. Based on it seventy 87800 square feet
29:26
on it seventy 87800 square feet fictitious, we’re charging $30
29:27
fictitious, we’re charging $30 to blow an edge. It’s gonna
29:29
to blow an edge. It’s gonna take us .48 .4 man hours and a
29:32
take us .48 .4 man hours and a cost before profit of $14.76.
29:35
cost before profit of $14.76. Now what we’ve done in this
29:36
Now what we’ve done in this account is we’ve created
29:37
account is we’ve created different postal codes or
29:39
different postal codes or zones. So we’re charging extra
29:40
zones. So we’re charging extra for that mobilization. So we’ve
29:42
for that mobilization. So we’ve taken our thirty lawns and
29:44
taken our thirty lawns and said, based on the average
29:46
said, based on the average drive time we need to cover x
29:47
drive time we need to cover x amount of minutes of drive time
29:50
amount of minutes of drive time for non billable overhead
29:51
for non billable overhead recovery. So if we went out to
29:52
recovery. So if we went out to this. Postal code and I put the
29:54
this. Postal code and I put the number one that’s where we’re
29:56
number one that’s where we’re at. We’ve already defined that
29:57
at. We’ve already defined that drive time is .16. man hours
30:00
drive time is .16. man hours times are hourly rate. We need
30:01
times are hourly rate. We need to charge an extra $8.09 for
30:04
to charge an extra $8.09 for mobilization. now the consumer
30:05
mobilization. now the consumer isn’t gonna see this, but this
30:06
isn’t gonna see this, but this is our invisible estimating
30:08
is our invisible estimating checklist and that’s the
30:09
checklist and that’s the benefit of service Autopilot
30:10
benefit of service Autopilot when you use a parent service
30:12
when you use a parent service with sub services or child
30:13
with sub services or child services, we can have a
30:15
services, we can have a glorified estimating checklist
30:17
glorified estimating checklist whether it’s drive time um
30:20
whether it’s drive time um going out doing design build.
30:20
going out doing design build. but these are all the things
30:21
but these are all the things the estimators should be.
30:23
the estimators should be. Tracking So all we do is go to
30:25
Tracking So all we do is go to draft to quote and we have a
30:27
draft to quote and we have a live estimate so all the
30:28
live estimate so all the consumer now is gonna see is
30:31
consumer now is gonna see is $38.09 for the lawn mowing we
30:32
$38.09 for the lawn mowing we know on site and mobilizations
30:35
know on site and mobilizations .56 man hours and it’s costing
30:37
.56 man hours and it’s costing us $20.67 uh if we hit our
30:40
us $20.67 uh if we hit our budget of time in expense and
30:41
budget of time in expense and we’ve got a profit margin of
30:44
we’ve got a profit margin of 45.7%, non emotional estimating
30:45
45.7%, non emotional estimating it can be delegated to anybody
30:47
it can be delegated to anybody in your office. Uh we can go in
30:48
in your office. Uh we can go in now and hit draft a quote. I’m
30:50
now and hit draft a quote. I’m gonna put in that 7800. This is
30:51
gonna put in that 7800. This is an extra step you would not
30:52
an extra step you would not have. I just selected the wrong
30:55
have. I just selected the wrong button, but what it’s done now
30:56
button, but what it’s done now is done a five-step package job
30:59
is done a five-step package job for fertilizing for forty Bucks
31:01
for fertilizing for forty Bucks a trip .46 man hours and the
31:04
a trip .46 man hours and the cost of labor and materials uh
31:06
cost of labor and materials uh of thirty-two Seventeens. We
31:07
of thirty-two Seventeens. We got a profit margin of about
31:09
got a profit margin of about nineteen almost 20% net so the
31:12
nineteen almost 20% net so the system can track that in
31:13
system can track that in addition, if you’re an area
31:14
addition, if you’re an area that requires chemical tracking
31:16
that requires chemical tracking service Autopilot also has that
31:17
service Autopilot also has that um we use it in New York for
31:19
um we use it in New York for several years and if it works
31:20
several years and if it works in New York, I will tell you as
31:21
in New York, I will tell you as far as law. it probably works
31:23
far as law. it probably works just about. Anywhere. So we’ve
31:27
just about. Anywhere. So we’ve got that as we’re just
31:29
got that as we’re just finishing up in the in the hour
31:30
finishing up in the in the hour here, I’ve got my shrub
31:33
here, I’ve got my shrub trimming so my small medium and
31:34
trimming so my small medium and large shrubs came in. I’m gonna
31:36
large shrubs came in. I’m gonna add my drive time and now
31:37
add my drive time and now instead of eight bucks, it is
31:39
instead of eight bucks, it is $77 for mobilization to that
31:41
$77 for mobilization to that same postal code because we can
31:43
same postal code because we can do less jobs. We have to spread
31:44
do less jobs. We have to spread that overhead recovery of the
31:46
that overhead recovery of the non buildable drive time over
31:48
non buildable drive time over fewer jobs. It’s a higher
31:49
fewer jobs. It’s a higher price. It’s a 325 shrub
31:51
price. It’s a 325 shrub printing job based on small
31:53
printing job based on small medium large shrubs and heads
31:55
medium large shrubs and heads and remember we. Add a note in
31:57
and remember we. Add a note in there that says, does not
31:59
there that says, does not include the head that’s gonna
32:00
include the head that’s gonna merge in when I show you that
32:01
merge in when I show you that in a minute, so we’re scrolling
32:04
in a minute, so we’re scrolling back down now, something
32:05
back down now, something another video I did is fall
32:07
another video I did is fall fall cleanups. We’re gonna add
32:08
fall cleanups. We’re gonna add this in here. so let’s say we
32:09
this in here. so let’s say we had a tent that whole lot
32:10
had a tent that whole lot itself was 10000 square feet.
32:13
itself was 10000 square feet. We could plug that in and based
32:15
We could plug that in and based on the level of complexity, I
32:17
on the level of complexity, I have a level one and two here
32:19
have a level one and two here so if you’re getting into the
32:20
so if you’re getting into the fall clean up, most people are
32:22
fall clean up, most people are not confident of giving an
32:23
not confident of giving an exact price for fall cleanups
32:24
exact price for fall cleanups but based on a easy level, one
32:26
but based on a easy level, one or higher level two with more
32:27
or higher level two with more trees, we can give a high low.
32:30
trees, we can give a high low. Range and service Autopilot to
32:31
Range and service Autopilot to take the risk out of the
32:32
take the risk out of the company owner and the clients.
32:35
company owner and the clients. So let’s say this level two is
32:36
So let’s say this level two is a more difficult one are gonna
32:38
a more difficult one are gonna quote a high low price range of
32:39
quote a high low price range of 312 to 437 for that fall. clean
32:42
312 to 437 for that fall. clean up Next thing is we’re gonna go
32:44
up Next thing is we’re gonna go on and see theoretically we’re
32:46
on and see theoretically we’re talking to the client right
32:47
talking to the client right now. We’re trying to close the
32:47
now. We’re trying to close the sale of the phone, but if we
32:50
sale of the phone, but if we can’t what we are gonna do is
32:51
can’t what we are gonna do is go in hit email that pre
32:54
go in hit email that pre templated email loads up. I’m
32:55
templated email loads up. I’m gonna email this to myself and
32:56
gonna email this to myself and show you what the final product
32:57
show you what the final product looks like, but as we walk
32:59
looks like, but as we walk through. This is a set it and
33:01
through. This is a set it and forget it here um email and
33:05
forget it here um email and we’re gonna go out and hit send
33:06
we’re gonna go out and hit send I’m gonna hop on the other
33:08
I’m gonna hop on the other screen quickly and grab my
33:11
screen quickly and grab my email and once this is set up
33:15
email and once this is set up um I’m gonna go in as your
33:17
um I’m gonna go in as your client now or potential client
33:19
client now or potential client and actually show you what it
33:20
and actually show you what it looks like on their end and
33:21
looks like on their end and bring it all the way home in
33:22
bring it all the way home in the next minute or two but any
33:25
the next minute or two but any questions drop em below more
33:26
questions drop em below more than happy to answer them in
33:27
than happy to answer them in the live recorded version. but
33:29
the live recorded version. but here is the. Now your new new
33:32
here is the. Now your new new client clicks my proposal opens
33:35
client clicks my proposal opens it up and now they can click
33:36
it up and now they can click and sign electronically now uh
33:40
and sign electronically now uh as a point of uh. example, I
33:42
as a point of uh. example, I would not recommend this
33:44
would not recommend this service details and terms I’d
33:45
service details and terms I’d recommend putting this lower
33:47
recommend putting this lower below the actual pricing, but
33:48
below the actual pricing, but you can put it all in there,
33:49
you can put it all in there, but we have our lawn mowing for
33:51
but we have our lawn mowing for thirty 809 the client can click
33:53
thirty 809 the client can click on it so first step is to
33:54
on it so first step is to select services Step two is
33:56
select services Step two is sign the screen Now we have a
34:00
sign the screen Now we have a video that plays live right
34:01
video that plays live right inside. Estimate as well, so if
34:03
inside. Estimate as well, so if you’re in the video making like
34:05
you’re in the video making like myself, this is a great way to
34:06
myself, this is a great way to go out and put what’s included
34:08
go out and put what’s included not including the service and
34:09
not including the service and overcome those sales and price
34:10
overcome those sales and price objections upfront. We got our
34:14
objections upfront. We got our five-step fertilizing right
34:15
five-step fertilizing right here and our shrub pruning
34:16
here and our shrub pruning based on the size of shrubs,
34:18
based on the size of shrubs, 325 special job notes does not
34:21
325 special job notes does not include he on West lot line. so
34:22
include he on West lot line. so we’re not forgetting those
34:24
we’re not forgetting those essential things that we need
34:26
essential things that we need and we’ve got our fall cleanup.
34:28
and we’ve got our fall cleanup. Uh this is obviously a test
34:29
Uh this is obviously a test account, but we would change
34:30
account, but we would change the verbiage here just to fall
34:31
the verbiage here just to fall clean. But minimum price is 312
34:34
clean. But minimum price is 312 Maximus 437 so once again we
34:37
Maximus 437 so once again we can price in service Autopilot
34:39
can price in service Autopilot hourly set price or higher low
34:41
hourly set price or higher low pricing. It is very flexible if
34:43
pricing. It is very flexible if you set it up correctly with a
34:45
you set it up correctly with a fully set up workflow. Uh we
34:48
fully set up workflow. Uh we have an invoice details
34:49
have an invoice details contract turn clickable buttons
34:51
contract turn clickable buttons if they’re in mobile to call or
34:53
if they’re in mobile to call or text playable videos once
34:54
text playable videos once again, our top five or six
34:56
again, our top five or six services going in and showing
34:57
services going in and showing what’s included what’s not
34:59
what’s included what’s not included in addressing the
34:59
included in addressing the sales or price objections and
35:01
sales or price objections and then finally. We can go in
35:05
then finally. We can go in Click to sign the estimate Sign
35:07
Click to sign the estimate Sign electronically Print our name
35:10
electronically Print our name and sign and accept that my
35:12
and sign and accept that my opinion is the fully set up
35:12
opinion is the fully set up service Autopilot before we
35:14
service Autopilot before we actually go into automated so
35:16
actually go into automated so uh on a future as a weekly talk
35:18
uh on a future as a weekly talk show, we’re gonna be diving in
35:20
show, we’re gonna be diving in and looking uh what a fully
35:21
and looking uh what a fully service service uh set up
35:24
service service uh set up service Autopilot looks like
35:24
service Autopilot looks like with a fully implemented
35:27
with a fully implemented automated system. but before we
35:28
automated system. but before we automate we wanna send our
35:29
automate we wanna send our foundational pieces and this is
35:31
foundational pieces and this is what’s going to. Happen to
35:33
what’s going to. Happen to bring it home once we go back
35:35
bring it home once we go back into the lead and close out
35:37
into the lead and close out this estimate we have basically
35:40
this estimate we have basically um already updated the estimate
35:43
um already updated the estimate status here since we signed it,
35:44
status here since we signed it, we logged back in. It’s almost
35:47
we logged back in. It’s almost instantaneous and by law if you
35:48
instantaneous and by law if you need a signed contract on file,
35:50
need a signed contract on file, we have the signature
35:52
we have the signature information time and date
35:52
information time and date stamped with IP address and
35:54
stamped with IP address and under attachments I’ve got a
35:56
under attachments I’ve got a printable uh print out of the
36:00
printable uh print out of the actual estimate itself with
36:01
actual estimate itself with only the services the customer
36:03
only the services the customer selected. so I can click on
36:04
selected. so I can click on that and this is going to show
36:06
that and this is going to show just. Services I selected.
36:11
And at the bottom. I have the
36:14
And at the bottom. I have the signature so common questions
36:17
signature so common questions drop below essay weekly talk
36:17
drop below essay weekly talk show coming back at you once
36:19
show coming back at you once again, Mike Callahan um gonna
36:21
again, Mike Callahan um gonna be up next week with Tina
36:22
be up next week with Tina Service have made for time
36:24
Service have made for time cleaning out of Rochester and I
36:25
cleaning out of Rochester and I believe the Carolinas so
36:27
believe the Carolinas so Rochester, New York and the
36:28
Rochester, New York and the Carolinas area. uh maybe I
36:29
Carolinas area. uh maybe I should be Atlanta Georgia but
36:31
should be Atlanta Georgia but is running to multi-state
36:32
is running to multi-state cleaning companies the
36:33
cleaning companies the following week Lisa Marino of
36:35
following week Lisa Marino of Service Autopilot, and then the
36:37
Service Autopilot, and then the third week potentially Marcus
36:38
third week potentially Marcus Sheridan. They ask you answer
36:39
Sheridan. They ask you answer and the keynote speaker of a
36:42
and the keynote speaker of a thrive coming at you in
36:43
thrive coming at you in November. uh so make sure you
36:45
November. uh so make sure you grab your discounted tickets
36:47
grab your discounted tickets while they’re still available
36:48
while they’re still available and um. As a certified adviser
36:52
and um. As a certified adviser of service Autopilot, if you
36:53
of service Autopilot, if you have any questions or would
36:54
have any questions or would like to take part in a free
36:57
like to take part in a free audit of your service Autopilot
36:58
audit of your service Autopilot system to make sure you have
36:59
system to make sure you have all these pieces in um happy to
37:01
all these pieces in um happy to do that as well if you drop us
37:03
do that as well if you drop us a message or contact us um
37:05
a message or contact us um that’s something we’re doing uh
37:06
that’s something we’re doing uh free of charge for all service
37:08
free of charge for all service Autopilot members so uh we’ll
37:09
Autopilot members so uh we’ll see you again on the weekly
37:10
see you again on the weekly talk Show 1 PM eastern 12 PM
37:13
talk Show 1 PM eastern 12 PM Central right back here on uh

Callahan’s Corner: Creating Snow Estimates/Contracts w/ a Limited Cap Trips & Overage Charges.

Video Transcript

00:01
Welcome back to Callahan’s
00:02
Welcome back to Callahan’s corner, Where are you ask the
00:03
corner, Where are you ask the question? We answer live right
00:04
question? We answer live right here on Facebook well nighttime
00:06
here on Facebook well nighttime edition of Callahan’s Corner
00:08
edition of Callahan’s Corner headache Question submitted by
00:10
headache Question submitted by uh Rudy Roder um are one of our
00:11
uh Rudy Roder um are one of our Canadian friends north of the
00:13
Canadian friends north of the border, but uh this question
00:15
border, but uh this question has been a commonly asked
00:17
has been a commonly asked question throughout the last
00:18
question throughout the last several weeks for specifically
00:20
several weeks for specifically doing snow removal and using
00:22
doing snow removal and using service Autopilot so in normal
00:24
service Autopilot so in normal fashion, if you have any
00:26
fashion, if you have any comments or questions feel free
00:27
comments or questions feel free to drop them in the live stream
00:28
to drop them in the live stream here and we’ll. To answer those
00:31
here and we’ll. To answer those in addition, I’m gonna be
00:32
in addition, I’m gonna be putting in a um a ur basically
00:36
putting in a um a ur basically a website address uh if you are
00:38
a website address uh if you are using service Autopilot and you
00:40
using service Autopilot and you want a free 30 minute audit of
00:42
want a free 30 minute audit of service Autopilot to make sure
00:44
service Autopilot to make sure you’re using it to is fullest
00:45
you’re using it to is fullest feel free to click that link
00:46
feel free to click that link and grab a time but uh we’re
00:49
and grab a time but uh we’re gonna dive into the question
00:50
gonna dive into the question submitted by Rudy and well
00:51
submitted by Rudy and well several others for sure um so
00:53
several others for sure um so I’m gonna break it down how we
00:54
I’m gonna break it down how we actually did it in my lawn care
00:55
actually did it in my lawn care company. Uh we plowed
00:58
company. Uh we plowed approximately 600 residential
00:59
approximately 600 residential driveways. You heard it right,
01:01
driveways. You heard it right, 600 residential driveways and
01:02
600 residential driveways and about seventy. Commercial
01:05
about seventy. Commercial parking lot so all set and done
01:07
parking lot so all set and done um we plowed approximately 178
01:10
um we plowed approximately 178 to 180 acres of pavement on a
01:13
to 180 acres of pavement on a full run, so this can be done
01:15
full run, so this can be done at scale so whether you got one
01:17
at scale so whether you got one truck or twenty-five or thirty
01:19
truck or twenty-five or thirty crews out removing snow um this
01:21
crews out removing snow um this will be in here as well as I’ll
01:22
will be in here as well as I’ll post some additional documents
01:25
post some additional documents in here um so click the link
01:26
in here um so click the link and see how we limited the risk
01:28
and see how we limited the risk of snow plow with
01:29
of snow plow with diversification and contracts,
01:30
diversification and contracts, and this is one way we did it
01:32
and this is one way we did it here with kept plowing
01:33
here with kept plowing contracts with an overage, but
01:35
contracts with an overage, but uh not really obvious in
01:36
uh not really obvious in service Autopilot. How you do
01:37
service Autopilot. How you do this in your service business
01:39
this in your service business so? Uh if you’re listening and
01:41
so? Uh if you’re listening and this is something of interest
01:43
this is something of interest drop some comments in there
01:43
drop some comments in there just so we know you’re here and
01:45
just so we know you’re here and uh you’re enjoying the content
01:46
uh you’re enjoying the content but until then we’re gonna drop
01:48
but until then we’re gonna drop in and uh break down the screen
01:49
in and uh break down the screen as we normally do in fashion
01:52
as we normally do in fashion here and break it down. So I am
01:54
here and break it down. So I am in service Autopilot now when
01:57
in service Autopilot now when we’re in service Autopilot uh
01:59
we’re in service Autopilot uh traditionally we’re gonna go in
02:00
traditionally we’re gonna go in and use the simple growth
02:02
and use the simple growth blueprint to build out the caps
02:04
blueprint to build out the caps contract and the overs. I’m not
02:06
contract and the overs. I’m not gonna get into that uh tonight
02:08
gonna get into that uh tonight probably in the later version
02:08
probably in the later version tonight. I’m gonna make this
02:09
tonight. I’m gonna make this short and sweet. Uh if you
02:11
short and sweet. Uh if you wanna check out the weekly talk
02:13
wanna check out the weekly talk show coming up and that’s gonna
02:15
show coming up and that’s gonna be uh Friday, October 9th
02:17
be uh Friday, October 9th tomorrow at 1 PM eastern 12 PM
02:20
tomorrow at 1 PM eastern 12 PM Central. I’m gonna be going on
02:22
Central. I’m gonna be going on solo by myself going over all
02:24
solo by myself going over all things, snow removal and how to
02:25
things, snow removal and how to go out and dominate your local
02:28
go out and dominate your local market and create great bottom
02:31
market and create great bottom line profits but the question
02:32
line profits but the question at hand here is how do we
02:34
at hand here is how do we create a contract with a
02:36
create a contract with a limited cap and overs and show
02:38
limited cap and overs and show that in an estimate service
02:39
that in an estimate service autopilot and then turn that
02:40
autopilot and then turn that into a contract that goes in
02:41
into a contract that goes in and shows overages So uh if you
02:44
and shows overages So uh if you like what you see, make some
02:45
like what you see, make some comments or if you have any
02:46
comments or if you have any questions on this happy.
02:47
questions on this happy. Answers the first thing I’m
02:48
Answers the first thing I’m gonna be going in here is from
02:49
gonna be going in here is from the my day screen. The first
02:50
the my day screen. The first thing you wanna set up is your
02:52
thing you wanna set up is your services so I created these
02:55
services so I created these services um these are
02:56
services um these are fictitious pricing so
02:58
fictitious pricing so definitely do not copy this,
03:00
definitely do not copy this, but it’s gonna give you the
03:00
but it’s gonna give you the ideas. The first thing we wanna
03:01
ideas. The first thing we wanna do is create a service for snow
03:04
do is create a service for snow plowing residential cap 25
03:07
plowing residential cap 25 visits or seventeen visits. uh
03:08
visits or seventeen visits. uh main thing is you wanna see the
03:10
main thing is you wanna see the averages in your uh region so
03:12
averages in your uh region so the last 30 years on average
03:15
the last 30 years on average upstate New York, which is.
03:16
upstate New York, which is. Third largest snowfall market
03:18
Third largest snowfall market in the whole entire United
03:19
in the whole entire United States was around seventeen
03:21
States was around seventeen visits uh after we average that
03:23
visits uh after we average that out uh through the tenure of
03:24
out uh through the tenure of Callahan’s lawn care, we were
03:26
Callahan’s lawn care, we were averaging between 22 and
03:28
averaging between 22 and twenty-three plow runs in a
03:29
twenty-three plow runs in a three-inch trigger so um we’ve
03:32
three-inch trigger so um we’ve definitely cut our teeth in
03:33
definitely cut our teeth in this market, but you wanna go
03:35
this market, but you wanna go in create your services and
03:36
in create your services and make sure it says show in snow
03:38
make sure it says show in snow dispatch. That’s the only way
03:40
dispatch. That’s the only way you’re gonna be able to
03:40
you’re gonna be able to schedule these jobs. We’re
03:41
schedule these jobs. We’re gonna go into our accounting
03:43
gonna go into our accounting class that’s taking care of
03:44
class that’s taking care of next thing is estimates we put
03:44
next thing is estimates we put our estimate. Uh so we’ve gone
03:47
our estimate. Uh so we’ve gone and figured out residential
03:48
and figured out residential plowing contact twenty-five
03:50
plowing contact twenty-five trips and some details you
03:51
trips and some details you don’t need to go into those
03:52
don’t need to go into those types of details, but the
03:55
types of details, but the details I think are honestly uh
03:56
details I think are honestly uh worth taking a look at for a
03:58
worth taking a look at for a minute so the driveway will be
03:59
minute so the driveway will be plowed with a small are the
04:02
plowed with a small are the snowfalls from the sky and
04:03
snowfalls from the sky and accumulates on the driveway,
04:04
accumulates on the driveway, three inches and not obstructed
04:06
three inches and not obstructed areas so one of the biggest
04:07
areas so one of the biggest issues we saw is uh we get
04:09
issues we saw is uh we get through six 700 driveways,
04:11
through six 700 driveways, depending on where we’re at in
04:12
depending on where we’re at in what year and we would get
04:13
what year and we would get phone calls saying. Hey, you
04:14
phone calls saying. Hey, you didn’t plow. Under my vehicle
04:16
didn’t plow. Under my vehicle around my vehicle, those are
04:19
around my vehicle, those are obstructed areas, so we clearly
04:19
obstructed areas, so we clearly define what we’re plowing what
04:22
define what we’re plowing what we weren’t, plowing said. We
04:23
we weren’t, plowing said. We are held harmless for any
04:26
are held harmless for any previous driveway damage and
04:27
previous driveway damage and all equipment is new to
04:30
all equipment is new to minimize any damage, but let’s
04:31
minimize any damage, but let’s face it if you’ve got a several
04:32
face it if you’ve got a several thousand pound steel blade
04:34
thousand pound steel blade running of down payment damage
04:35
running of down payment damage is gonna occur. Um we will not
04:37
is gonna occur. Um we will not guarantee the exact time the
04:38
guarantee the exact time the driveway is plowed, dude the
04:40
driveway is plowed, dude the time and the way the snow may
04:41
time and the way the snow may accumulate. We’re not
04:42
accumulate. We’re not responsible for drips drips
04:43
responsible for drips drips snow plow. By the town on the
04:46
snow plow. By the town on the sidewalk, apron and if it
04:48
sidewalk, apron and if it prevents entrance or damage to
04:49
prevents entrance or damage to your vehicle, we can do that
04:50
your vehicle, we can do that for an additional request and a
04:53
for an additional request and a credit card is required on file
04:54
credit card is required on file for any additional plow trips
04:56
for any additional plow trips outside of the actual
04:57
outside of the actual contracts. So we’ve defined
04:58
contracts. So we’ve defined that on our commercial
04:59
that on our commercial contract, we also had a hold
05:01
contract, we also had a hold harmless for slip and fall
05:04
harmless for slip and fall liability. Next thing isn’t
05:06
liability. Next thing isn’t matrix. We’re gonna go in
05:07
matrix. We’re gonna go in calculations rate times visits
05:10
calculations rate times visits and quantity custom field. So
05:11
and quantity custom field. So before you create your
05:13
before you create your services, you wanna create a
05:13
services, you wanna create a custom field so you’re not
05:14
custom field so you’re not having to jump in and out um
05:16
having to jump in and out um you see if you see. Videos You
05:17
you see if you see. Videos You know we create the custom feel
05:19
know we create the custom feel we create the service we create
05:21
we create the service we create the packages and then we create
05:23
the packages and then we create the template and we link the
05:24
the template and we link the documents together. So we’re
05:25
documents together. So we’re saying between one and 1800
05:27
saying between one and 1800 square feet is $475 for those
05:29
square feet is $475 for those first 25 visits and each
05:33
first 25 visits and each additional 120 square feet over
05:34
additional 120 square feet over the base price of 1800 square
05:36
the base price of 1800 square feet is an additional $11 more
05:39
feet is an additional $11 more so we’ve got the cap on there
05:41
so we’ve got the cap on there now and then we’re gonna go in
05:43
now and then we’re gonna go in and do our over so same square
05:46
and do our over so same square footage. Cuz our production
05:48
footage. Cuz our production rates will be the same, we’re
05:49
rates will be the same, we’re gonna go and put our estimate
05:51
gonna go and put our estimate description prices per visit x
05:54
description prices per visit x amount of dollars per the
05:55
amount of dollars per the average of the cap and we’re
05:56
average of the cap and we’re gonna go into the matrix and
05:59
gonna go into the matrix and set up our same matrix, but
06:00
set up our same matrix, but we’re charging an additional
06:02
we’re charging an additional $25 per push. If it’s over 1800
06:05
$25 per push. If it’s over 1800 square feet each additional 120
06:06
square feet each additional 120 square feet is $3 more per
06:09
square feet is $3 more per push, so we can have a larger
06:11
push, so we can have a larger driveway or driveway up to 1800
06:13
driveway or driveway up to 1800 square feet and that is going
06:15
square feet and that is going to build that program for you.
06:17
to build that program for you. So we’re gonna save that as
06:19
So we’re gonna save that as well now the next thing we’re
06:21
well now the next thing we’re gonna do is going into a master
06:23
gonna do is going into a master package. This is something that
06:24
package. This is something that service Autopilot probably will
06:26
service Autopilot probably will not show you how to do uh but
06:28
not show you how to do uh but we’re gonna lift the hood on
06:29
we’re gonna lift the hood on this. If you have comments or
06:29
this. If you have comments or questions on this, please drop
06:31
questions on this, please drop it in the live stream. Uh we’re
06:32
it in the live stream. Uh we’re gonna go into. Icon Master
06:35
gonna go into. Icon Master packages Residential plowing
06:36
packages Residential plowing trip of twenty-five with cap
06:39
trip of twenty-five with cap We’re gonna go in and label
06:41
We’re gonna go in and label this plowing residential 25
06:43
this plowing residential 25 visits residential plowing
06:45
visits residential plowing after 25 visits We’re pulling
06:46
after 25 visits We’re pulling our services in we just created
06:47
our services in we just created for 25 visits and over the cap
06:51
for 25 visits and over the cap gonna save the changes next
06:53
gonna save the changes next thing we’re going into is other
06:54
thing we’re going into is other gear icon job estimate template
06:56
gear icon job estimate template and we’re gonna pull in the
07:00
and we’re gonna pull in the package for 25 trip cap with
07:03
package for 25 trip cap with the Twenty-five visit and the
07:04
the Twenty-five visit and the cap. Over and I pulled in
07:06
cap. Over and I pulled in residential sidewalk clearing
07:08
residential sidewalk clearing that’s another service we made
07:10
that’s another service we made as well. We’d go in then in
07:12
as well. We’d go in then in saving clothes, so the next
07:13
saving clothes, so the next thing that we are going to do
07:14
thing that we are going to do is going to the my day stream
07:17
is going to the my day stream potentially we are picking up
07:18
potentially we are picking up the phone. A client calls.
07:19
the phone. A client calls. we’re gonna hit the plus icon a
07:22
we’re gonna hit the plus icon a lead if they’re coming off your
07:25
lead if they’re coming off your website using a vtwo or vthree
07:26
website using a vtwo or vthree form, they should be
07:27
form, they should be automatically entered into
07:29
automatically entered into service autopilot. no double
07:30
service autopilot. no double entry trigger someone in your
07:32
entry trigger someone in your office and off the website
07:34
office and off the website lead. we should know the
07:35
lead. we should know the requesting a um. Estimate. So
07:40
requesting a um. Estimate. So as we answer the phone, we’ve
07:41
as we answer the phone, we’ve got the client’s name. We’re
07:43
got the client’s name. We’re gonna go ahead and put in the
07:45
gonna go ahead and put in the address.
07:55
To add to the city, we’re gonna
07:56
To add to the city, we’re gonna confirm that we’re gonna select
07:57
confirm that we’re gonna select the sales tax if it is
07:59
the sales tax if it is applicable and we’re gonna go
08:01
applicable and we’re gonna go ahead and put in their email.
08:10
And we always put in the
08:13
And we always put in the cellphone number next thing we
08:14
cellphone number next thing we should be always checking is
08:16
should be always checking is details is this a commercial or
08:18
details is this a commercial or residential? This example is
08:19
residential? This example is residential through the same
08:20
residential through the same process that we use for
08:21
process that we use for commercial plowing with caps of
08:23
commercial plowing with caps of wealth under sales. We attract
08:25
wealth under sales. We attract the Salesforce. How do they
08:25
the Salesforce. How do they hear about so? I’m gonna say
08:26
hear about so? I’m gonna say this one came from uh Angie’s
08:30
this one came from uh Angie’s and we’re gonna hit save. It’s
08:33
and we’re gonna hit save. It’s going to do some duplicate
08:34
going to do some duplicate checking this is the test
08:35
checking this is the test account of use if you’ve seen
08:36
account of use if you’ve seen in the video so we are gonna
08:37
in the video so we are gonna continue cuz this is a decent
08:40
continue cuz this is a decent account um so once again, if
08:42
account um so once again, if you have any comments or
08:43
you have any comments or questions on the video feel
08:45
questions on the video feel free to drop them in now as
08:46
free to drop them in now as we’re looking at it, there’s
08:48
we’re looking at it, there’s some things we need to look at
08:49
some things we need to look at this long gray bar is gonna
08:50
this long gray bar is gonna represent a lead in the system.
08:52
represent a lead in the system. We have three different columns
08:53
We have three different columns that is a client in Vtwo. In
08:56
that is a client in Vtwo. In addition when you’ve got the
08:57
addition when you’ve got the search icon here this little
08:59
search icon here this little black Avatar with the Red Elsa
09:00
black Avatar with the Red Elsa lead If this L was not here
09:02
lead If this L was not here that little avatar with. Red
09:05
that little avatar with. Red would be a client, No Avatar
09:07
would be a client, No Avatar would be a close lead any
09:08
would be a close lead any council client would be the
09:10
council client would be the black Avatar with a slash and
09:11
black Avatar with a slash and those are visual clues in the
09:13
those are visual clues in the vtwo system So now we’re gonna
09:16
vtwo system So now we’re gonna go into more property
09:17
go into more property measurements and measure the
09:18
measurements and measure the property to create this
09:20
property to create this production based estimating
09:21
production based estimating system for plowing with a
09:23
system for plowing with a twenty-five cap and an overage.
09:24
twenty-five cap and an overage. so so going into our satellite.
09:27
so so going into our satellite. We’re zooming in. And we’re
09:32
We’re zooming in. And we’re gonna measure the driveway.
09:36
Double click that who pull that
09:37
Double click that who pull that up a little bit and we’re gonna
09:40
up a little bit and we’re gonna highlight that blue. Choose it
09:43
highlight that blue. Choose it and I’m gonna put plowing and
09:47
and I’m gonna put plowing and we have another area for
09:48
we have another area for sidewalks Um now, this is
09:51
sidewalks Um now, this is something truly full
09:52
something truly full transparency. We never really
09:53
transparency. We never really did at Callahan. We did not
09:55
did at Callahan. We did not shovel residentials but we did
09:56
shovel residentials but we did shovel and maintain sidewalks
09:59
shovel and maintain sidewalks commercially, but this is a
10:00
commercially, but this is a great example. how you do that
10:01
great example. how you do that for me, either one and we’re
10:03
for me, either one and we’re gonna spin that down and zoom
10:05
gonna spin that down and zoom in and we’re gonna measure
10:07
in and we’re gonna measure right in front of the driveway
10:09
right in front of the driveway uh garage door where the plow
10:10
uh garage door where the plow is not gonna hit uh we’re gonna
10:12
is not gonna hit uh we’re gonna get. Sidewalk here. And we’re
10:18
get. Sidewalk here. And we’re gonna measure that and make
10:23
that a different color and it
10:25
that a different color and it saves every time we pull this
10:25
saves every time we pull this up now, we know exactly what
10:27
up now, we know exactly what areas we’re measured uh don’t
10:29
areas we’re measured uh don’t worry when we come back and
10:30
worry when we come back and spin this area. This is
10:31
spin this area. This is appropriate for the overlay
10:33
appropriate for the overlay here now what we’re gonna do
10:34
here now what we’re gonna do then is take sidewalks hit the
10:36
then is take sidewalks hit the plus sign to a zero not
10:38
plus sign to a zero not included custom field You would
10:42
included custom field You would probably never have this many
10:44
probably never have this many custom field. so let’s see if
10:45
custom field. so let’s see if we can find this in here um but
10:48
we can find this in here um but this is our driveway square.
10:50
this is our driveway square. That we’re plowing and we’re
10:51
That we’re plowing and we’re gonna hit save custom field to
10:53
gonna hit save custom field to save now. The next thing we’re
10:54
save now. The next thing we’re gonna do is zero out the
10:55
gonna do is zero out the plowing and hit the plus sign
10:58
plowing and hit the plus sign for sidewalks and we need we
10:58
for sidewalks and we need we need to go in our sidewalk
11:01
need to go in our sidewalk square footage see if we can
11:02
square footage see if we can find that in here as well. but
11:04
find that in here as well. but like I said, you’ve never had
11:05
like I said, you’ve never had this many custom fields but in
11:06
this many custom fields but in this test account um we’ve got
11:09
this test account um we’ve got that’s a sidewalk square foot
11:11
that’s a sidewalk square foot clearing I believe that is the
11:13
clearing I believe that is the custom field we need, but let’s
11:15
custom field we need, but let’s let’s take a quick look before
11:17
let’s take a quick look before we save it.
11:21
In sidewalk, residential
11:22
In sidewalk, residential clearing and if we know this
11:25
clearing and if we know this will be under the matrix and it
11:28
will be under the matrix and it is sidewalk clearing so that’s
11:30
is sidewalk clearing so that’s the formula we use every
11:32
the formula we use every hundred square feet was
11:34
hundred square feet was twenty-five Bucks. so we are in
11:36
twenty-five Bucks. so we are in fact using the right custom
11:38
fact using the right custom field so now that we’ve saved
11:40
field so now that we’ve saved this uh we can now go in and
11:42
this uh we can now go in and hit add estimate so those job
11:45
hit add estimate so those job variables or custom fields are
11:45
variables or custom fields are safe on the client list and
11:47
safe on the client list and then we’re gonna go and create
11:49
then we’re gonna go and create an estimate so as loads in here
11:51
an estimate so as loads in here we’re gonna go in and use the
11:53
we’re gonna go in and use the prebuilt. Estimate template
11:55
prebuilt. Estimate template that we’ve just created um on
11:59
that we’ve just created um on the screen here so when we go
12:01
the screen here so when we go back to lead screen, we go to
12:03
back to lead screen, we go to templates. And we’ve got our.
12:09
templates. And we’ve got our. Simple growth twenty
12:11
Simple growth twenty residential cap contract so
12:13
residential cap contract so that is gonna load in and what
12:14
that is gonna load in and what it is it took the 1095 square
12:17
it is it took the 1095 square feet of the pavement. It’s a
12:19
feet of the pavement. It’s a $475 contract and each trip
12:21
$475 contract and each trip above that is twenty-five. so
12:23
above that is twenty-five. so we’re gonna go from draft to
12:24
we’re gonna go from draft to quote and we have our
12:26
quote and we have our residential sidewalk clearing
12:28
residential sidewalk clearing of $50. so it’s 200 square feet
12:30
of $50. so it’s 200 square feet so every twenty-five was an
12:33
so every twenty-five was an additional uh $25. Obviously
12:37
additional uh $25. Obviously some of. Pricing is fictitious
12:39
some of. Pricing is fictitious for sidewalks, but you get the
12:40
for sidewalks, but you get the idea the site break this down
12:42
idea the site break this down now. The next important part is
12:45
now. The next important part is we’re gonna save this now on
12:46
we’re gonna save this now on our estimate template when we
12:49
our estimate template when we created this template here we
12:50
created this template here we connected it to the simple
12:52
connected it to the simple growth twenty residential
12:53
growth twenty residential contract. What that did is it
12:55
contract. What that did is it connected the estimate. Email
12:57
connected the estimate. Email the estimate document and the
12:58
the estimate document and the acceptance email and now
13:00
acceptance email and now they’re all connected. Um so if
13:02
they’re all connected. Um so if you are a service Autopilot
13:03
you are a service Autopilot user uh on the service,
13:06
user uh on the service, Autopilot marketplace, we have
13:06
Autopilot marketplace, we have this all collected or connected
13:08
this all collected or connected for you where you can actually
13:09
for you where you can actually download this and use this
13:10
download this and use this within minutes. But the idea
13:12
within minutes. But the idea here is to show you how to do
13:13
here is to show you how to do it yourself so the next thing
13:15
it yourself so the next thing we wanna do is we go back to
13:16
we wanna do is we go back to this lead. We’re gonna go and
13:19
this lead. We’re gonna go and email the estimate now that pre
13:21
email the estimate now that pre template email that’s stuck in
13:22
template email that’s stuck in there will automatically load
13:25
there will automatically load and what we’ve got is some
13:27
and what we’ve got is some information click here um for
13:30
information click here um for the snow removal estimate and
13:32
the snow removal estimate and the five major reasons why our
13:33
the five major reasons why our business is different. so what
13:35
business is different. so what we are gonna do now is scroll
13:37
we are gonna do now is scroll down and hit send and I’m gonna
13:40
down and hit send and I’m gonna hop into my email on the other
13:43
hop into my email on the other screen and pull this over for
13:44
screen and pull this over for you. And show you what the
13:47
you. And show you what the actual estimate looks like for
13:49
actual estimate looks like for your client with the actual um
13:54
your client with the actual um estimate slash contract with
13:57
estimate slash contract with the cap pricing on it. um so
14:00
the cap pricing on it. um so this is kinda where the rubber
14:01
this is kinda where the rubber meets the road so any comments
14:03
meets the road so any comments or questions drop below here um
14:06
or questions drop below here um happy to show you what this
14:09
happy to show you what this looks like um fully built out
14:10
looks like um fully built out here as I’m grabbing this here
14:12
here as I’m grabbing this here on the other screen. so. What
14:16
on the other screen. so. What we’ve got here is the email
14:17
we’ve got here is the email that your client would be
14:19
that your client would be getting and it is going to show
14:21
getting and it is going to show show here. Click here view my
14:23
show here. Click here view my proposal This is a live
14:25
proposal This is a live estimate that can be signed
14:27
estimate that can be signed online but what we’ve got is
14:30
online but what we’ve got is our residential plowing
14:33
our residential plowing Twenty-five trip cap um
14:34
Twenty-five trip cap um obviously you probably wanna
14:35
obviously you probably wanna make that a little uh read a
14:37
make that a little uh read a little bit better, but it’s
14:37
little bit better, but it’s residential plowing Twenty-five
14:39
residential plowing Twenty-five contract the company what they
14:41
contract the company what they will do what they will not
14:42
will do what they will not guarantee We will outline the
14:43
guarantee We will outline the details for 475. Dollars
14:47
details for 475. Dollars Residential plowing after 25
14:50
Residential plowing after 25 visits $25 per trip they cannot
14:52
visits $25 per trip they cannot select our selected to one of
14:55
select our selected to one of these we can go in and select
14:56
these we can go in and select it as the consumer and now I
14:59
it as the consumer and now I have my residential sidewalk
15:01
have my residential sidewalk clearing for fifty Bucks. So
15:02
clearing for fifty Bucks. So I’m gonna select both of those
15:05
I’m gonna select both of those and scroll down.
15:09
And accept the proposal now,
15:11
And accept the proposal now, depending on the settings of
15:13
depending on the settings of the estimate uh if you’ve seen
15:14
the estimate uh if you’ve seen a lot of our other videos, you
15:15
a lot of our other videos, you can go in and electronically
15:17
can go in and electronically sign and that’s going to give
15:19
sign and that’s going to give you uh IP address and the
15:21
you uh IP address and the actual printable Pdf of that
15:23
actual printable Pdf of that contract. That’s what I
15:25
contract. That’s what I recommend for best practice but
15:26
recommend for best practice but right now for this demo uh we
15:28
right now for this demo uh we didn’t go through the extra
15:29
didn’t go through the extra step to setting that up, but
15:32
step to setting that up, but that is gonna give you the high
15:33
that is gonna give you the high low or the twenty-five trip
15:35
low or the twenty-five trip retainer plus the overs and the
15:37
retainer plus the overs and the services so that is what you’re
15:39
services so that is what you’re gonna do there now when we go
15:41
gonna do there now when we go back in here, this is going to
15:43
back in here, this is going to be up. As a one contract, so
15:49
be up. As a one contract, so you can see here, it’s one so
15:51
you can see here, it’s one so the next step. if you’ve won
15:52
the next step. if you’ve won this, this estimate is how do
15:54
this, this estimate is how do we set this up? So we’d really
15:56
we set this up? So we’d really wanna go in at this point in my
15:58
wanna go in at this point in my opinion is convert the lead
16:00
opinion is convert the lead into a client so under more uh
16:03
into a client so under more uh convert lead.
16:07
Save and then before we can
16:11
Save and then before we can schedule this newly one
16:11
schedule this newly one contract for 25 trips in overs
16:15
contract for 25 trips in overs we wanna go in under the
16:17
we wanna go in under the contracts area at contract.
16:18
contracts area at contract. Now, snow removal is gonna be
16:19
Now, snow removal is gonna be different because it’s an on
16:20
different because it’s an on demand job so what you need to
16:23
demand job so what you need to do is go in create a contract
16:26
do is go in create a contract first before you set up the
16:27
first before you set up the contract the the um contract
16:30
contract the the um contract and we’re gonna call it our.
16:34
and we’re gonna call it our. Residential snow
16:40
Contract With typos, alright,
16:43
Contract With typos, alright, so we’ve got that in there now
16:46
so we’ve got that in there now we’re gonna go in and put our
16:46
we’re gonna go in and put our start date traditionally in my
16:49
start date traditionally in my market we would start November
16:51
market we would start November 20th and end the contract April
16:56
20th and end the contract April 5th. Now we need to enter a
16:58
5th. Now we need to enter a line item in so snow uh
17:02
line item in so snow uh residents or snow contract and
17:04
residents or snow contract and installment if you do
17:06
installment if you do installment uh so we can go in
17:09
installment uh so we can go in or we can just make it
17:11
or we can just make it resonate. Contract When you
17:13
resonate. Contract When you click that in that’s the
17:14
click that in that’s the invoice line item so in my
17:17
invoice line item so in my market we made the customer
17:18
market we made the customer prepay for the whole year in
17:19
prepay for the whole year in advance before we would show up
17:21
advance before we would show up other markets like to do some
17:22
other markets like to do some installments. So let’s just
17:24
installments. So let’s just play Devil’s advocate and let’s
17:25
play Devil’s advocate and let’s say you’re doing um that
17:29
say you’re doing um that contract. Let’s say it was uh
17:30
contract. Let’s say it was uh $400. I don’t remember what it
17:32
$400. I don’t remember what it was, but uh let’s say it was a
17:33
was, but uh let’s say it was a $400 contract so we do $100 in
17:36
$400 contract so we do $100 in November
17:39
November $100
17:39
$100 in December and Do $100 in
17:44
$100 in December and Do $100 in January and February um so
17:45
January and February um so that’s how you would set up the
17:47
that’s how you would set up the installment and it basically
17:48
installment and it basically when you go to the billing day
17:49
when you go to the billing day of the month here you set up to
17:51
of the month here you set up to the first and you can build 1
17:52
the first and you can build 1 day one Bill 1 month in
17:54
day one Bill 1 month in advance, so traditionally what
17:56
advance, so traditionally what we would do in my company is we
18:00
we would do in my company is we would go out and avoid doing
18:02
would go out and avoid doing installments, but we would
18:04
installments, but we would actually charge the complete
18:05
actually charge the complete $400 in the beginning of
18:07
$400 in the beginning of November and we had to be
18:09
November and we had to be prepaid in full before November
18:10
prepaid in full before November 20th with no discounts and
18:12
20th with no discounts and that’s how we operate cuz we
18:13
that’s how we operate cuz we always booked our schedule So
18:14
always booked our schedule So um I’ll put some links from.
18:16
um I’ll put some links from. Lot of landscape magazine how
18:17
Lot of landscape magazine how we did that so you can break it
18:18
we did that so you can break it down if you ever wanna try that
18:20
down if you ever wanna try that in your market, but here’s the
18:21
in your market, but here’s the idea we wanna auto generate So
18:24
idea we wanna auto generate So now we have this last part is
18:25
now we have this last part is under actions wanna add
18:27
under actions wanna add contracts item. So this is how
18:28
contracts item. So this is how we define that residential
18:32
we define that residential plowing cap and the residential
18:35
plowing cap and the residential plowing with a cap. And they
18:39
plowing with a cap. And they just put cap in here.
18:46
There’s our snow plow
18:47
There’s our snow plow residential cap 25 visits and
18:49
residential cap 25 visits and I’m gonna put 25 visits in
18:50
I’m gonna put 25 visits in here. I’m gonna wanna be
18:51
here. I’m gonna wanna be notified, especially if you’re
18:52
notified, especially if you’re an area that has the lake
18:54
an area that has the lake effect so greater than an equal
18:55
effect so greater than an equal to 25 visits. uh we’re gonna
18:58
to 25 visits. uh we’re gonna get a notification and service
18:59
get a notification and service autopilot so in our market we
19:01
autopilot so in our market we to certain areas wouldn’t get
19:02
to certain areas wouldn’t get as much snow so sometimes we
19:03
as much snow so sometimes we can be over that cap in one
19:05
can be over that cap in one area, not the other. so that’s
19:06
area, not the other. so that’s gonna give you that granular to
19:07
gonna give you that granular to that alert and we can let a
19:10
that alert and we can let a roll so I’m gonna alert myself
19:11
roll so I’m gonna alert myself as the owner role and hit save
19:14
as the owner role and hit save and now what we’re gonna build.
19:16
and now what we’re gonna build. Over this so if the quantity is
19:18
Over this so if the quantity is over our hours are we built
19:21
over our hours are we built over so yes, if the quantity is
19:22
over so yes, if the quantity is passed 25 visits, we’re gonna
19:25
passed 25 visits, we’re gonna build over this so that is the
19:28
build over this so that is the only part that’s included in
19:29
only part that’s included in the cap are sidewalk clearing
19:31
the cap are sidewalk clearing is a separate service um that’s
19:33
is a separate service um that’s build out per trip, so that’s
19:34
build out per trip, so that’s gonna handle differently. so
19:36
gonna handle differently. so we’re gonna hit save here now
19:39
we’re gonna hit save here now the next step. Is and I didn’t
19:42
the next step. Is and I didn’t select a service so that is
19:45
select a service so that is probably part of the reason Why
19:46
probably part of the reason Why see if we can get this to
19:48
see if we can get this to select.
19:54
And my guest. Is I did not
20:00
And my guest. Is I did not select?
20:04
The snow cabin this one when I
20:05
The snow cabin this one when I set up before the video let’s
20:08
set up before the video let’s go. Check it out here.
20:14
And show in snow, everything
20:17
And show in snow, everything looks appropriate here so let’s
20:22
looks appropriate here so let’s see why it does not like that.
20:37
For some reason, it is oh
20:40
For some reason, it is oh default service Nothing wrong
20:41
default service Nothing wrong with Facebook live. That’s the
20:43
with Facebook live. That’s the problem so we have to select
20:45
problem so we have to select our default service and I’m
20:47
our default service and I’m gonna put that into our
20:48
gonna put that into our residential twenty-five visit
20:49
residential twenty-five visit now we should be good so
20:51
now we should be good so comment questions drop below.
20:53
comment questions drop below. so if you’ve been doing this
20:53
so if you’ve been doing this for 910 years like myself, yes,
20:55
for 910 years like myself, yes, you can definitely miss a step.
20:57
you can definitely miss a step. so watch this video on the
20:58
so watch this video on the recording to make sure you’ve
20:59
recording to make sure you’ve got it now. The next step is
21:00
got it now. The next step is you wanna go and add a job.
21:02
you wanna go and add a job. We’re gonna add an on demand
21:03
We’re gonna add an on demand job so when I showed you on the
21:05
job so when I showed you on the service selection that we had
21:06
service selection that we had to show in snow dispatch, it
21:09
to show in snow dispatch, it will not be available unless it
21:10
will not be available unless it is selected on snow snow is
21:12
is selected on snow snow is done. Inserts all piled so I’m
21:16
done. Inserts all piled so I’m gonna select the cap. Visits
21:20
gonna select the cap. Visits are gonna sign that too let’s
21:25
are gonna sign that too let’s go in here and grab residential
21:27
go in here and grab residential plow crew number eight and our
21:31
plow crew number eight and our inch trigger is three inches on
21:33
inch trigger is three inches on a residential contract. It’s
21:35
a residential contract. It’s authorized 7 days a week An
21:36
authorized 7 days a week An invoice type now is a contract
21:40
invoice type now is a contract and a contract is a residential
21:41
and a contract is a residential snow contract. We just created
21:43
snow contract. We just created now the cap is going to be
21:46
now the cap is going to be number of pushes not events and
21:50
number of pushes not events and the. Is twenty-five pushes and
21:52
the. Is twenty-five pushes and it’s gonna reset yearly and we
21:56
it’s gonna reset yearly and we need to put in an overage
21:58
need to put in an overage invoice description so uh
22:00
invoice description so uh charge.
22:04
For plowing over
22:09
25 visits now, we’re gonna go
22:11
25 visits now, we’re gonna go in and select the range. I’m
22:13
in and select the range. I’m gonna recommend if it is a
22:14
gonna recommend if it is a three inch trigger. I’m gonna
22:16
three inch trigger. I’m gonna say three to 90.9 inches is we
22:19
say three to 90.9 inches is we were charging an extra $25 per
22:21
were charging an extra $25 per visit on that one um and I
22:24
visit on that one um and I believe it was .05 man hours
22:27
believe it was .05 man hours and it was not a hourly one. It
22:28
and it was not a hourly one. It was a flat rate so that is how
22:32
was a flat rate so that is how we set that up to set up the.
22:34
we set that up to set up the. 25 trips included under the
22:36
25 trips included under the contract and then an additional
22:38
contract and then an additional building of $25 per visit there
22:41
building of $25 per visit there after now, the last part here
22:42
after now, the last part here is we had sidewalk shoveling so
22:45
is we had sidewalk shoveling so we’re gonna go and add another
22:46
we’re gonna go and add another on-demand job, but this is
22:47
on-demand job, but this is gonna be a little bit
22:48
gonna be a little bit different. There is no contract
22:50
different. There is no contract so the service is residential
22:52
so the service is residential uh sidewalk clearing.
23:02
Garage and walks then we’re
23:03
Garage and walks then we’re gonna sign it to that same
23:06
gonna sign it to that same plowing crew number
23:08
plowing crew number theoretically that Saint be
23:09
theoretically that Saint be shoveling. It’s a three-inch
23:11
shoveling. It’s a three-inch trigger 7 days, but now this
23:13
trigger 7 days, but now this type is push per inch and it
23:17
type is push per inch and it goes out of every three inches,
23:18
goes out of every three inches, and it doesn’t matter how many
23:19
and it doesn’t matter how many inches are. We’re coming every
23:20
inches are. We’re coming every three inches, so I’m gonna bump
23:21
three inches, so I’m gonna bump it up to 90.9 again. and if you
23:24
it up to 90.9 again. and if you remember that was $50 per visit
23:26
remember that was $50 per visit and at that .25 man hours and
23:29
and at that .25 man hours and again, it’s flat rate not
23:30
again, it’s flat rate not hourly. So now we’ve gone to
23:32
hourly. So now we’ve gone to show you how to create a
23:33
show you how to create a contract with a cap amount and
23:36
contract with a cap amount and overs in an on demand, say
23:37
overs in an on demand, say sidewalk or consult. Job that
23:40
sidewalk or consult. Job that is paid per visit so comments
23:43
is paid per visit so comments or questions drop them below.
23:44
or questions drop them below. wanna thank Rudy and a couple
23:45
wanna thank Rudy and a couple of people who submitted this
23:46
of people who submitted this question apologize. How late it
23:47
question apologize. How late it took me to uh get that up but
23:49
took me to uh get that up but um been a crazy time this fall
23:51
um been a crazy time this fall even with coveted uh the simple
23:52
even with coveted uh the simple growth team has been very busy
23:55
growth team has been very busy helping service Autopilot users
23:57
helping service Autopilot users amongst other platforms uh grow
24:00
amongst other platforms uh grow and scale their service
24:00
and scale their service business and lawn care snow
24:03
business and lawn care snow plowing and home cleaning. um
24:04
plowing and home cleaning. um other thing. I really wanna
24:04
other thing. I really wanna push out here and take a look
24:06
push out here and take a look at is uh if you’re interested.
24:09
at is uh if you’re interested. Um in the uh service, autopilot
24:12
Um in the uh service, autopilot or basically any cm if using a
24:15
or basically any cm if using a service uh based business
24:16
service uh based business software, you wanna get a free
24:18
software, you wanna get a free thirty-minute audit of your
24:19
thirty-minute audit of your soft with myself or Dylan. I’m
24:20
soft with myself or Dylan. I’m a simple growth team. Um I’ve
24:24
a simple growth team. Um I’ve just posted the uh ul and link
24:27
just posted the uh ul and link in the actual um comments here.
24:29
in the actual um comments here. I’ll put another one in here
24:32
I’ll put another one in here that they free software audit
24:35
that they free software audit will go through uh no sales
24:36
will go through uh no sales pitch literally just tell you
24:38
pitch literally just tell you what your score is and uh what
24:39
what your score is and uh what you need to work on to be. Set
24:41
you need to work on to be. Set up in your software um really
24:44
up in your software um really cool process we do we actually
24:45
cool process we do we actually send you um a graphic and all
24:48
send you um a graphic and all the questions so you know
24:49
the questions so you know exactly where you’re at in your
24:50
exactly where you’re at in your software um but if you scroll
24:52
software um but if you scroll down, you can book a call right
24:53
down, you can book a call right with myself, um my callahan to
24:57
with myself, um my callahan to uh get that free essay audit.
24:58
uh get that free essay audit. Uh we even do have some weekend
25:00
Uh we even do have some weekend plans on Saturday as well and
25:02
plans on Saturday as well and some times available tomorrow.
25:05
some times available tomorrow. so if that’s something of
25:05
so if that’s something of interest feel free to click
25:07
interest feel free to click that link last thing I wanna
25:09
that link last thing I wanna show you is if you are a serve
25:10
show you is if you are a serve or simple growth client. Uh we
25:12
or simple growth client. Uh we do have a new chat feature on
25:14
do have a new chat feature on the bottom left-hand side of
25:16
the bottom left-hand side of our website. uh when you click
25:17
our website. uh when you click this here uh believe it or not
25:20
this here uh believe it or not we’ve extended our hours so it
25:21
we’ve extended our hours so it is from 9 AM eastern all the
25:25
is from 9 AM eastern all the way to 10 PM Eastern so if
25:28
way to 10 PM Eastern so if you’re one of a client at
25:29
you’re one of a client at simple growth, any questions
25:31
simple growth, any questions around service autopilot or
25:33
around service autopilot or automations or anything else,
25:34
automations or anything else, we’re going on uh the civil
25:36
we’re going on uh the civil team is live via chat from 9 AM
25:38
team is live via chat from 9 AM to 10 PM Eastern. Uh
25:42
to 10 PM Eastern. Uh potentially some new weekend
25:43
potentially some new weekend hours coming up shortly but uh
25:44
hours coming up shortly but uh make sure you click the link
25:45
make sure you click the link below here to get that audit of
25:48
below here to get that audit of your scheduling software and if
25:49
your scheduling software and if you have any comments or
25:51
you have any comments or questions how we broke down
25:52
questions how we broke down snow plowing with a cap and
25:53
snow plowing with a cap and overages and then one time for
25:55
overages and then one time for safe shoveling or salting
25:57
safe shoveling or salting whether it’s a sidewalk to the
25:59
whether it’s a sidewalk to the parking lot. That’s how you do
26:00
parking lot. That’s how you do it put up Khan’s corner. You
26:02
it put up Khan’s corner. You ask questions. We answer them
26:03
ask questions. We answer them live right here on Facebook.
26:04
live right here on Facebook. We’ll see again tomorrow on the
26:06
We’ll see again tomorrow on the essay Weekly talk show at 1 PM
26:08
essay Weekly talk show at 1 PM eastern 12 PM Central Mike
26:09
eastern 12 PM Central Mike Callahan simple routine.

Why You Should Pre-Plan Your Budget

Video Transcript

00:00
hey mike calling here with callahan’s
00:02
corner i want to talk about pre-planning
00:03
your budget before it’s too late so uh
00:06
got a monster weed and basically
00:08
dandelion behind me and
00:10
talk about what happens if you don’t use
00:11
pre-emergence in your lawn
00:13
to basically proactively avoid something
00:16
like this bad boy popping up in your
00:17
yard and by the time it’s this big it’s
00:19
probably too late
00:20
to recover well similar analogy to
00:22
planning your budget as we go into the
00:24
end of 2020 and q4
00:26
we’re about to go into q1 um
00:30
my suggestion is we need to go out and
00:32
create a budget uh
00:34
each month and then each quarter driving
00:35
into our yearly goal
00:37
so just like putting pre-emergent in
00:39
your lawn in the lawn care industry to
00:41
avoid something like this popping up
00:42
proactively
00:44
we want to go out proactively go out and
00:47
pre-plan our budget so now is the time
00:49
in my opinion to go out and
00:50
set up your year goals for 2021
00:54
and set your sales goals create expenses
00:57
and then create your
00:58
bench um for how many employees you need
01:01
to hire and start going out now
01:03
recruiting for those positions you’re
01:04
going to need next year because if
01:06
you’re not proactively going out and
01:07
setting a budget as far as expenses
01:09
and sales going out and pre-planning
01:13
the bench you need to grow in your
01:14
business and
01:16
going out and setting marketing goals to
01:19
looking at our historics from 2020
01:21
how many niner rounds how much facebook
01:23
ads how many door hangers how many every
01:25
door direct mailings
01:26
this is time to pre-plan and if we don’t
01:28
pre-plan
01:29
things get out of hand really quickly
01:31
and if it gets too late in the year
01:32
you’ll never recover so
01:34
very similar to lawn industry when you
01:35
go out and put pre-emergents in the lawn
01:37
to avoid something like this popping up
01:39
a little extreme obviously
01:41
um but at this point of the year if you
01:42
had something like this in your yard
01:43
obviously it’s too late to recover
01:45
same things happen in a lot of service
01:46
businesses right now they forgot to
01:48
pre-plan
01:49
and now they’ve got ugliness that has
01:51
popped up something they can’t control
01:53
and things
01:54
are spiraling out of control so my
01:56
advice going into 2021 right now is we
01:57
want to set a budget
01:59
and in that budget we want a sales goal
02:01
expenses how many projected employees
02:03
are we going to need any possible
02:06
equipment
02:06
things that we need to add some pieces
02:08
of equipment we may be looking
02:09
accelerated depreciation if we plan that
02:11
correctly
02:12
by the end of the year for tax write-off
02:15
and then finally we want to dial in
02:16
a marketing plan or marketing budget so
02:19
how many pieces
02:20
of marketing planner going out for each
02:22
marketing piece
02:23
the average lead acceptance and then
02:26
conversion ratio into clients
02:28
and right now is a good time to be
02:29
looking into your crm your customer
02:31
relationship management software if you
02:32
have those
02:33
data points for lead sources and
02:35
conversions per marketing source so
02:37
video days got you thinking about
02:38
pre-planning just like you need
02:40
pre-emergent in
02:41
your lawn and landscape to control
02:43
things and preventively avoid things
02:45
like this getting out of control
02:46
we need to go out and pre-plan for our
02:48
2021 season
02:49
and that’s gonna be our budget sales
02:52
expenses
02:52
how many more people we need on our
02:54
bench as far as employees to start
02:55
recruiting now
02:56
any major pieces of equipment and
02:59
dialing in that marketing
03:00
plan slash budget based on the
03:02
historical data inside your crm and if
03:04
you haven’t set that up
03:06
set it up now lead source tracking for
03:08
lead acquisition and conversion in the
03:09
cells callahan’s corner you ask it
03:10
questions
03:11
we answer them live right here on
03:12
facebook and uh i don’t know i have to
03:14
give tom kelly a shout out to be safe to
03:16
see if we got some
03:17
natural organic options to handle this
03:19
dandelion but uh
03:20
something i haven’t seen before so i had
03:22
to make a video about it so go out and
03:23
pre-plan your plan for 2021 mike
03:25
callahan here

SA Weekly Talk Show with Dan Platta

Video Transcript

00:02
Welcome back to the SA Weekly
00:03
Welcome back to the SA Weekly Talk show Mike Callahan here co
00:05
Talk show Mike Callahan here co host this week with special
00:07
host this week with special guest Dan Plata of Blue Skies
00:10
guest Dan Plata of Blue Skies uh CEO of Blue Skies Blue
00:12
uh CEO of Blue Skies Blue skies. If you haven’t heard
00:13
skies. If you haven’t heard about them, we’re gonna dive
00:14
about them, we’re gonna dive into what that is, but uh very
00:16
into what that is, but uh very impressed with Dan and his
00:18
impressed with Dan and his group uh bookkeeping beer and
00:22
group uh bookkeeping beer and BS and if you are a fan of the
00:24
BS and if you are a fan of the SA weekly talk show, I’m
00:25
SA weekly talk show, I’m actually gonna be joining Dan
00:26
actually gonna be joining Dan um next week on bookkeeping
00:28
um next week on bookkeeping beer and BS uh talking all
00:29
beer and BS uh talking all things financial. Automations
00:32
things financial. Automations and you name it um crazy
00:33
and you name it um crazy business but here on the essay,
00:34
business but here on the essay, Weekly talk show I wanted to
00:35
Weekly talk show I wanted to bring in on um because he has a
00:38
bring in on um because he has a lot of experience in a lot of
00:39
lot of experience in a lot of different services business now
00:41
different services business now predominantly blue skies is
00:42
predominantly blue skies is working in windows and home
00:43
working in windows and home cleaning um but through his
00:45
cleaning um but through his bookkeeping, he has expertise
00:46
bookkeeping, he has expertise in uh pretty much all things
00:49
in uh pretty much all things service businesses. So if you
00:50
service businesses. So if you have any questions or comments
00:53
have any questions or comments drop them in the comments below
00:54
drop them in the comments below and if you have some time,
00:54
and if you have some time, we’re gonna answer those
00:55
we’re gonna answer those questions live at the end of
00:56
questions live at the end of our talk, but uh Dan, if
00:58
our talk, but uh Dan, if anybody hasn’t seen any of the
00:59
anybody hasn’t seen any of the conferences, I know we ran into
01:02
conferences, I know we ran into you. It’s um several service uh
01:04
you. It’s um several service uh industry conferences uh
01:04
industry conferences uh throughout the last year
01:05
throughout the last year really. With What you guys are
01:08
really. With What you guys are doing over there, but if
01:09
doing over there, but if somebody hasn’t heard of you
01:10
somebody hasn’t heard of you what you do in your background
01:11
what you do in your background of a predominant bookkeeping
01:13
of a predominant bookkeeping that maybe a little bias and
01:14
that maybe a little bias and beer as well. um would you mind
01:15
beer as well. um would you mind kinda introduce yourself and
01:17
kinda introduce yourself and let people know how you cut
01:18
let people know how you cut your teeth in the service
01:19
your teeth in the service industry and then evolving into
01:21
industry and then evolving into a bookkeeping. Yeah sure. so um
01:23
a bookkeeping. Yeah sure. so um I’m doing some Facebook shares
01:25
I’m doing some Facebook shares so if somebody catches on a
01:26
so if somebody catches on a different page, I’m just trying
01:27
different page, I’m just trying to get it out there so anybody
01:29
to get it out there so anybody that you know it’s it’s maybe
01:30
that you know it’s it’s maybe too early in the day to drink
01:31
too early in the day to drink beer, but we can still be s and
01:34
beer, but we can still be s and maybe feather in some
01:34
maybe feather in some bookkeeping um. So the the
01:38
bookkeeping um. So the the whole the whole bookkeeping
01:40
whole the whole bookkeeping world for me uh in a way came
01:43
world for me uh in a way came about by accident, so I got
01:45
about by accident, so I got into the industry um to help
01:47
into the industry um to help one of my buddies. Mike do with
01:49
one of my buddies. Mike do with his businesses and I was doing
01:51
his businesses and I was doing some bookkeeping stuff for him,
01:52
some bookkeeping stuff for him, but for those that don’t know
01:53
but for those that don’t know my story, I’ve spent like 10
01:55
my story, I’ve spent like 10 years in the corporate world,
01:56
years in the corporate world, no surprise uh and I’m an
01:58
no surprise uh and I’m an entrepreneurial guy. I got to
02:00
entrepreneurial guy. I got to burned out after a decade in
02:01
burned out after a decade in the the corporate world and I
02:02
the the corporate world and I was like like it wasn’t about
02:04
was like like it wasn’t about the money anymore. I just
02:04
the money anymore. I just wanted to do something fun and
02:06
wanted to do something fun and create value that I got to keep
02:07
create value that I got to keep or at least the people that I
02:09
or at least the people that I like to work with got to keep
02:10
like to work with got to keep so. We had a window cleaning
02:13
so. We had a window cleaning business at that time, We
02:14
business at that time, We bought some more window
02:15
bought some more window cleaning businesses. We bought
02:17
cleaning businesses. We bought some home cleaning businesses
02:17
some home cleaning businesses and really uh that was our
02:19
and really uh that was our focus for a long time and it’s
02:21
focus for a long time and it’s still is we still own and
02:23
still is we still own and operate those businesses and
02:25
operate those businesses and they’re kind of our cornerstone
02:26
they’re kind of our cornerstone but in the last two to 3 years
02:29
but in the last two to 3 years we had you know you build this
02:31
we had you know you build this network of other small business
02:33
network of other small business owners and you kinda like you
02:34
owners and you kinda like you know they say misery loves
02:35
know they say misery loves company. I don’t know if we’re
02:37
company. I don’t know if we’re miserable or not, but we are
02:38
miserable or not, but we are totally gravitate to the same
02:39
totally gravitate to the same type of stuff right. so we
02:41
type of stuff right. so we built up this network um and
02:43
built up this network um and totally by. We had people start
02:45
totally by. We had people start asking us for help on some of
02:47
asking us for help on some of the things we have built
02:49
the things we have built systems for and you know we had
02:50
systems for and you know we had 100 plus employees and so in
02:52
100 plus employees and so in multiple locations so we had to
02:53
multiple locations so we had to get really good at a few things
02:56
get really good at a few things that we were doing remotely,
02:57
that we were doing remotely, which was recruiting and
02:58
which was recruiting and bookkeeping and marketing and
03:00
bookkeeping and marketing and over the last few years just we
03:02
over the last few years just we we started to get tapped to
03:04
we started to get tapped to just help people out with their
03:06
just help people out with their systems using our labor. so we
03:08
systems using our labor. so we had the labor um and we had our
03:11
had the labor um and we had our systems built and so we just
03:12
systems built and so we just started like figuring out ways
03:13
started like figuring out ways to. Our friends into our
03:17
to. Our friends into our systems so they could get the
03:18
systems so they could get the benefit of our scale and then
03:19
benefit of our scale and then you know and they’re like well.
03:21
you know and they’re like well. that’s awesome. We appreciate
03:22
that’s awesome. We appreciate it. What do we owe you and the
03:23
it. What do we owe you and the first thing I could come up
03:24
first thing I could come up with this is a case of beer cuz
03:26
with this is a case of beer cuz I’m from Wisconsin and that’s
03:27
I’m from Wisconsin and that’s how you do. you know a favor
03:29
how you do. you know a favor you get a case of beer um but
03:30
you get a case of beer um but eventually we realize Oh, we
03:32
eventually we realize Oh, we actually have a business here
03:34
actually have a business here um and so for the last couple
03:35
um and so for the last couple of years, we’ve had our blue
03:37
of years, we’ve had our blue skies Admin services business.
03:38
skies Admin services business. so we went we flip sides of the
03:40
so we went we flip sides of the table at the industry events.
03:41
table at the industry events. We would always go as a. And
03:44
We would always go as a. And over the last couple of years
03:45
over the last couple of years we’ve had to figure out how to
03:47
we’ve had to figure out how to be a vendor feels really weird
03:50
be a vendor feels really weird um and honestly, it’s gonna be
03:52
um and honestly, it’s gonna be the weirdest thing. Um I got I
03:54
the weirdest thing. Um I got I got to hop in here is that
03:56
got to hop in here is that transition from uh the service
03:58
transition from uh the service business to a vendor and then
04:00
business to a vendor and then maybe being both uh the service
04:02
maybe being both uh the service business and the vendor being
04:03
business and the vendor being at those events, it is really
04:05
at those events, it is really um it’s an interesting feeling
04:07
um it’s an interesting feeling um uh cuz there’s this
04:09
um uh cuz there’s this conferences are great. Um got a
04:10
conferences are great. Um got a big big event coming up right
04:12
big big event coming up right now. It’s a thrive our virtual
04:13
now. It’s a thrive our virtual event for service Autopilot and
04:15
event for service Autopilot and then uh hopefully everything
04:17
then uh hopefully everything comes down with Cove and
04:17
comes down with Cove and national crisis and uh we can
04:19
national crisis and uh we can get. Backs seven uh back in
04:22
get. Backs seven uh back in Dallas next year but um before
04:25
Dallas next year but um before we really get into the nuts and
04:27
we really get into the nuts and bolts of bookkeeping um and and
04:29
bolts of bookkeeping um and and the things that we really wanna
04:30
the things that we really wanna talk about. I gotta I gotta
04:31
talk about. I gotta I gotta give you guys some credit uh we
04:32
give you guys some credit uh we had uh uh a member uh that
04:34
had uh uh a member uh that reached out to us as a
04:36
reached out to us as a certified adviser Service
04:37
certified adviser Service Autopilot and said, Hey Mike um
04:39
Autopilot and said, Hey Mike um I need some help with basically
04:41
I need some help with basically putting together a help wanted
04:43
putting together a help wanted ad in Craigslist, Facebook
04:45
ad in Craigslist, Facebook wherever you’re going um
04:46
wherever you’re going um gentleman had some really good
04:47
gentleman had some really good points on that that he was
04:48
points on that that he was basically. Um formatting the
04:53
basically. Um formatting the application, How do I put this
04:54
application, How do I put this is more of this is what you
04:55
is more of this is what you need to do for us and this is
04:57
need to do for us and this is what you’re gonna get paid and
04:58
what you’re gonna get paid and it was all focused on basically
04:59
it was all focused on basically just dollar but nothing around
05:01
just dollar but nothing around culture and things like that um
05:02
culture and things like that um and obviously blue skies uh
05:04
and obviously blue skies uh windows and home cleaning that
05:05
windows and home cleaning that you’ve got different locations
05:07
you’ve got different locations around. I’m assuming that the
05:08
around. I’m assuming that the United States, but it was
05:09
United States, but it was interesting in upstate New
05:11
interesting in upstate New York. Um I opened up the filter
05:13
York. Um I opened up the filter on the Facebook uh ad part
05:15
on the Facebook uh ad part basically for help wanted and I
05:17
basically for help wanted and I ended up. I think it was for
05:18
ended up. I think it was for the window cleaning company
05:20
the window cleaning company seeing one of your ads and then
05:21
seeing one of your ads and then with the link. The automated um
05:26
with the link. The automated um basically yeah, but it was it.
05:29
basically yeah, but it was it. It is totally off the cup. I
05:30
It is totally off the cup. I don’t know if you feel
05:32
don’t know if you feel comfortable at least just
05:33
comfortable at least just talking about on an extremely
05:35
talking about on an extremely high level. What you’ve seen as
05:37
high level. What you’ve seen as success when you go out for um
05:40
success when you go out for um getting help in the way you’re
05:41
getting help in the way you’re formulating that cuz I know
05:43
formulating that cuz I know this gentleman um truly wants
05:44
this gentleman um truly wants to get good employees. We all
05:45
to get good employees. We all do but a lot of times including
05:47
do but a lot of times including in the early years myself. um
05:49
in the early years myself. um I’d be focusing on you need to
05:51
I’d be focusing on you need to show up and this time you need
05:52
show up and this time you need to you know reliable
05:53
to you know reliable transportation you you. It’s
05:54
transportation you you. It’s not you know what can we do for
05:56
not you know what can we do for you and obviously at this
05:56
you and obviously at this point, the the game is changed
05:57
point, the the game is changed with the millennial workforce.
06:00
with the millennial workforce. Doesn’t necessarily fetch
06:01
Doesn’t necessarily fetch someone outside of like
06:03
someone outside of like literally wanting a paycheck to
06:04
literally wanting a paycheck to cover probably like a carton of
06:06
cover probably like a carton of cigarettes and some boos at the
06:07
cigarettes and some boos at the end of the week, like that’s
06:08
end of the week, like that’s probably not the person you
06:09
probably not the person you wanna build a business and a
06:12
wanna build a business and a culture around so before we
06:13
culture around so before we actually dive into what we’re
06:14
actually dive into what we’re talking about the financials
06:15
talking about the financials and the bookkeeping going into
06:16
and the bookkeeping going into you know basically in the
06:18
you know basically in the middle of Q four right now uh
06:19
middle of Q four right now uh would you mind hit on it? cuz I
06:20
would you mind hit on it? cuz I just the way you had that ad. I
06:22
just the way you had that ad. I saw it yesterday morning. um I
06:24
saw it yesterday morning. um I actually sent a link to it to
06:25
actually sent a link to it to and said, Hey, this is a good
06:26
and said, Hey, this is a good example of what you kinda
06:27
example of what you kinda should be some of that. on.
06:28
should be some of that. on. Yeah I i.. An awesome question
06:32
Yeah I i.. An awesome question there’s um it’s a bit of an art
06:35
there’s um it’s a bit of an art and a bit of a science type of
06:35
and a bit of a science type of thing like you mentioned like
06:37
thing like you mentioned like the culture part is really the
06:39
the culture part is really the art to it. The science of how
06:41
art to it. The science of how you talk about your culture is
06:44
you talk about your culture is it can be very like methodical
06:47
it can be very like methodical methodical. It doesn’t need
06:47
methodical. It doesn’t need like a mathematical formula but
06:49
like a mathematical formula but in a way it kind of is um and
06:52
in a way it kind of is um and we for for when we write a job
06:54
we for for when we write a job ad, we basically stole Simon
06:56
ad, we basically stole Simon Sins model of why how what um
06:59
Sins model of why how what um and so if you? Simon Ted talks
07:02
and so if you? Simon Ted talks has books um he’s super
07:06
has books um he’s super engaging guy, but he and one of
07:08
engaging guy, but he and one of his Ted talks specifically, and
07:09
his Ted talks specifically, and he has a has a whole book that
07:10
he has a has a whole book that elaborate on it, but I think
07:11
elaborate on it, but I think you’ll get the gist with his
07:13
you’ll get the gist with his Ted talk, but it basically says
07:14
Ted talk, but it basically says the companies that market
07:16
the companies that market successfully start with why
07:18
successfully start with why they do something. and then
07:20
they do something. and then they talk about how they do it.
07:21
they talk about how they do it. And then they talk about what
07:22
And then they talk about what it is like what it is is the
07:24
it is like what it is is the least important thing and for
07:26
least important thing and for your job description that’s
07:29
your job description that’s that is like what it is is your
07:30
that is like what it is is your company. Nobody really cares.
07:32
company. Nobody really cares. Company yet they eventually
07:34
Company yet they eventually will, but they care about why
07:36
will, but they care about why they should come work for you
07:36
they should come work for you and that’s all about your
07:39
and that’s all about your culture and so weaving in the
07:41
culture and so weaving in the cultural stuff First, why
07:42
cultural stuff First, why they’re gonna love working for
07:44
they’re gonna love working for you. And then the second thing
07:45
you. And then the second thing is how they’re gonna do the job
07:46
is how they’re gonna do the job like what that looks like on a
07:48
like what that looks like on a day-to-day basis, and the last
07:49
day-to-day basis, and the last thing is like. Oh, we happen to
07:51
thing is like. Oh, we happen to be a lawn care company up in
07:52
be a lawn care company up in upstate New York or wherever
07:54
upstate New York or wherever you’re at and by the way here’s
07:56
you’re at and by the way here’s kinda like the pay range, but
07:56
kinda like the pay range, but it’s got to engage them with
07:58
it’s got to engage them with cultural stuff. First. that
07:59
cultural stuff. First. that makes somebody like read
08:00
makes somebody like read through the whole. Right and
08:03
through the whole. Right and get interested in say like this
08:04
get interested in say like this is where I wanna be right and
08:06
is where I wanna be right and and it’s the same thing that
08:08
and it’s the same thing that causes people to leave
08:09
causes people to leave companies, which is a ???
08:11
companies, which is a ??? culture is the same thing that
08:14
culture is the same thing that attracts them to companies up
08:15
attracts them to companies up front. It’s not the money. It’s
08:17
front. It’s not the money. It’s the culture. It’s the vibe.
08:18
the culture. It’s the vibe. It’s the place that they wanna
08:19
It’s the place that they wanna go cuz chances are hopefully
08:20
go cuz chances are hopefully they already have a job but
08:22
they already have a job but they’re they’re planning on
08:23
they’re they’re planning on leaving it. There’s not gonna
08:24
leaving it. There’s not gonna leave until they have something
08:25
leave until they have something else and they’re probably
08:27
else and they’re probably leaving it because it sucks
08:27
leaving it because it sucks working in there so create a
08:29
working in there so create a job that they want the
08:31
job that they want the atmosphere that they wanna go
08:31
atmosphere that they wanna go to and then highlight that in
08:33
to and then highlight that in your job and and just always
08:35
your job and and just always start with that. Why I love it
08:36
start with that. Why I love it and I haven’t really heard. Uh
08:38
and I haven’t really heard. Uh analogy, but I completely agree
08:39
analogy, but I completely agree so it was interesting and I
08:41
so it was interesting and I think probably why it resonated
08:42
think probably why it resonated with me is that ad look very
08:45
with me is that ad look very similar. Structurally the way
08:46
similar. Structurally the way we broke out the ones in
08:48
we broke out the ones in Callahan’s lawn care, so I set
08:49
Callahan’s lawn care, so I set the gentleman one of our old
08:50
the gentleman one of our old ads that we use at the lawn
08:52
ads that we use at the lawn care company um and then I went
08:53
care company um and then I went through and I’m like well,
08:54
through and I’m like well, There’s gonna be a new version
08:55
There’s gonna be a new version of this or there’s gotta be
08:56
of this or there’s gotta be something that resonates to
08:57
something that resonates to kinda say hey, I’m it’s not
08:58
kinda say hey, I’m it’s not only me just doing this like
09:00
only me just doing this like here’s somebody else doing this
09:01
here’s somebody else doing this and it looks not exactly the
09:02
and it looks not exactly the same, but it’s resonating the
09:04
same, but it’s resonating the same thing. So I’m glad you
09:04
same thing. So I’m glad you brought that culture piece in
09:05
brought that culture piece in and how you weave. Is that
09:08
and how you weave. Is that right now, let’s face it. It’s
09:10
right now, let’s face it. It’s We’ve got away from the the
09:12
We’ve got away from the the $600 a week unemployment
09:13
$600 a week unemployment bonuses. I like to call it
09:15
bonuses. I like to call it depending on the state where
09:16
depending on the state where you’re at it’s fluctuated, but
09:18
you’re at it’s fluctuated, but it’s still it’s hard to get
09:19
it’s still it’s hard to get people to actually show up to
09:21
people to actually show up to these jobs, especially if it’s
09:22
these jobs, especially if it’s seasonal, we’re getting near
09:24
seasonal, we’re getting near the end of the season um and
09:25
the end of the season um and speaking near the end of the
09:27
speaking near the end of the season, uh believe it or not if
09:28
season, uh believe it or not if you’re watching this live right
09:29
you’re watching this live right now, we’re in the middle of Q.
09:32
now, we’re in the middle of Q. Four. It’s key for baby 2
09:33
Four. It’s key for baby 2 months left, and especially if
09:34
months left, and especially if you’re working outside lawn
09:35
you’re working outside lawn care landscaping pest control
09:37
care landscaping pest control um you’re probably not gonna.
09:39
um you’re probably not gonna. Lies depending where you’re in
09:40
Lies depending where you’re in the country on the full what’s
09:42
the country on the full what’s left of of Q four now, maybe if
09:44
left of of Q four now, maybe if you’re in the cleaning
09:45
you’re in the cleaning industry, we definitely we’re
09:46
industry, we definitely we’re gonna obviously capitalize.
09:47
gonna obviously capitalize. It’s a big one there as well
09:48
It’s a big one there as well cuz you’ve got the holiday rush
09:51
cuz you’ve got the holiday rush um so whether you’re in lawn
09:52
um so whether you’re in lawn care where you need to be
09:53
care where you need to be pushing down the pedal and
09:54
pushing down the pedal and driving bottom line margins
09:56
driving bottom line margins because as we’re gonna talk
09:56
because as we’re gonna talk about, we’ve recovered most of
09:57
about, we’ve recovered most of our overhead at least the fixed
09:59
our overhead at least the fixed part or if you’re in home
10:00
part or if you’re in home clean, it’s time to upsell
10:01
clean, it’s time to upsell those ancillary services to
10:03
those ancillary services to double down on one time a
10:05
double down on one time a reoccurring service so Dan what
10:06
reoccurring service so Dan what do we do here with a few months
10:08
do we do here with a few months left in? Q. Four. What what?
10:10
left in? Q. Four. What what? What should we be focusing on
10:12
What should we be focusing on you know to me? this is maybe
10:15
you know to me? this is maybe uh almost like two plain and
10:18
uh almost like two plain and simple but just putting money
10:19
simple but just putting money in the bank. It’s it’s like I’m
10:22
in the bank. It’s it’s like I’m up in Minneapolis and it’s not
10:23
up in Minneapolis and it’s not much different than upstate New
10:25
much different than upstate New York, but like you got 8 weeks
10:27
York, but like you got 8 weeks left, so it’s cold outside
10:29
left, so it’s cold outside right now. Yeah, I mean I was
10:31
right now. Yeah, I mean I was telling you earlier like I’m
10:32
telling you earlier like I’m going bow hunting right after
10:33
going bow hunting right after after this our temperature
10:34
after this our temperature today in Minneapolis, 48 the
10:35
today in Minneapolis, 48 the lows are in the 30s. so like
10:38
lows are in the 30s. so like it’s the leaves are. Dropping
10:40
it’s the leaves are. Dropping like crazy, we need to go out
10:42
like crazy, we need to go out and get a bunch of work done as
10:43
and get a bunch of work done as fast as we possibly can before
10:45
fast as we possibly can before we get covered in three four
10:46
we get covered in three four feet of snow so it now every
10:49
feet of snow so it now every part of the US or the world is
10:51
part of the US or the world is a little bit different but the
10:53
a little bit different but the trigger for the consumer is
10:54
trigger for the consumer is still there like just like it
10:55
still there like just like it is in the spring time with
10:57
is in the spring time with spring cleaning like fall is is
10:59
spring cleaning like fall is is like winter prep time right um
11:01
like winter prep time right um and so it has to and for our
11:03
and so it has to and for our business, it has to be winter
11:04
business, it has to be winter prep time cuz our revenues
11:06
prep time cuz our revenues probably gonna dip a little
11:07
probably gonna dip a little bit. maybe not if you’re in the
11:08
bit. maybe not if you’re in the mat. Spacer in janitorial, you
11:10
mat. Spacer in janitorial, you can keep it keep it rolling um,
11:12
can keep it keep it rolling um, but if you’re working at all on
11:14
but if you’re working at all on the outside of the house, I
11:15
the outside of the house, I would say like what you should
11:17
would say like what you should be focused on is almost
11:18
be focused on is almost nothing. you should just be
11:20
nothing. you should just be focused on executing like make
11:22
focused on executing like make sure you have the capacity that
11:24
sure you have the capacity that you need and make sure you’re
11:26
you need and make sure you’re you’re booking the demand as
11:27
you’re booking the demand as fast as you can and just worry
11:30
fast as you can and just worry about making dollars pretty
11:32
about making dollars pretty much through November the the
11:34
much through November the the flip side of that is in the
11:35
flip side of that is in the downside to being like so
11:37
downside to being like so they’re focused on that. Makes
11:40
they’re focused on that. Makes it really hard to start
11:40
it really hard to start thinking and looking at 2021
11:43
thinking and looking at 2021 and we totally put it on the
11:44
and we totally put it on the back burner and we like push
11:47
back burner and we like push push and all of a sudden. It’s
11:48
push and all of a sudden. It’s like man. it’s Christmas time
11:51
like man. it’s Christmas time and I haven’t started like even
11:52
and I haven’t started like even thinking about twenty or
11:54
thinking about twenty or twenty-one like creating a
11:56
twenty-one like creating a budget for it or planning on it
11:57
budget for it or planning on it at all, like I’m just happy
11:58
at all, like I’m just happy that this year is done right
12:00
that this year is done right and we’re like going to
12:01
and we’re like going to hibernation mode. So it’s not
12:03
hibernation mode. So it’s not good or bad, but it’s it’s go
12:04
good or bad, but it’s it’s go time. it’s time to make money
12:06
time. it’s time to make money um all capacity demand.
12:09
um all capacity demand. Capacity in demand right now,
12:10
Capacity in demand right now, wouldn’t you say to an
12:11
wouldn’t you say to an individual like man? It’s been
12:12
individual like man? It’s been crazy. We just got out of the
12:14
crazy. We just got out of the spring. I’ve been locked up
12:16
spring. I’ve been locked up with the family. you know it’s
12:18
with the family. you know it’s uncertain. I just got through
12:19
uncertain. I just got through the lawn care season. I finally
12:20
the lawn care season. I finally the doors just opened up my
12:22
the doors just opened up my home cleaning business. I’ve
12:23
home cleaning business. I’ve been going and going and going
12:24
been going and going and going and going man. it’s it’s almost
12:24
and going man. it’s it’s almost the middle of October. I’m
12:27
the middle of October. I’m burned out Dan like can I just
12:28
burned out Dan like can I just post a little bit and get a
12:30
post a little bit and get a breather like you know? what
12:32
breather like you know? what what? what do you say to that?
12:32
what? what do you say to that? cuz it is there inherently a
12:35
cuz it is there inherently a negative effect if you just
12:36
negative effect if you just keep the status? Q. Just kinda
12:39
keep the status? Q. Just kinda go to the end of the winter
12:41
go to the end of the winter softly like what what do you
12:43
softly like what what do you see it with the company? you’re
12:44
see it with the company? you’re with that are doing that and
12:45
with that are doing that and how do we avoid that if we
12:47
how do we avoid that if we should be avoiding assuming we
12:49
should be avoiding assuming we should be, I mean it that’s
12:51
should be, I mean it that’s that’s tricky right like you
12:53
that’s tricky right like you gotta you gotta do you and you
12:55
gotta you gotta do you and you gotta take care of your mental
12:56
gotta take care of your mental health but I also think we as
12:59
health but I also think we as entrepreneurs we didn’t. we
13:01
entrepreneurs we didn’t. we didn’t start a business and get
13:02
didn’t start a business and get to where we are because we ever
13:03
to where we are because we ever feel like it’s okay to coast.
13:06
feel like it’s okay to coast. So we all now we all have those
13:08
So we all now we all have those days where we. When you’re just
13:10
days where we. When you’re just like like I don’t have it in me
13:13
like like I don’t have it in me to push today, but we all know
13:15
to push today, but we all know that the next day it’ll be back
13:18
that the next day it’ll be back right um and so we just have
13:19
right um and so we just have that like natural fuel and fire
13:21
that like natural fuel and fire to to to drive at home,
13:22
to to to drive at home, especially when we can see the
13:24
especially when we can see the finish line um and if you’re if
13:26
finish line um and if you’re if you’re doing an exterior stuff,
13:27
you’re doing an exterior stuff, you can see that finish line
13:29
you can see that finish line right now and that usually even
13:31
right now and that usually even you know if you’re if you’re
13:32
you know if you’re if you’re running a race and you’re
13:34
running a race and you’re totally exhausted. If you’ve
13:35
totally exhausted. If you’ve been, you know, I’ve never run
13:36
been, you know, I’ve never run a marathon, but I can’t imagine
13:37
a marathon, but I can’t imagine what it would be. You got you
13:40
what it would be. You got you know three four miles left and
13:41
know three four miles left and you’re dead, but you know you
13:44
you’re dead, but you know you only got three four miles left
13:45
only got three four miles left and you just do it. You just
13:47
and you just do it. You just figure it out. um so I’d say
13:50
figure it out. um so I’d say just make it happen like now,
13:52
just make it happen like now, make now. make sure you’re
13:53
make now. make sure you’re delegating appropriately and
13:54
delegating appropriately and make sure you’re automating
13:56
make sure you’re automating appropriately and in you and I
13:57
appropriately and in you and I have been on a couple of
13:59
have been on a couple of different lives recently and we
14:00
different lives recently and we talked a ton about automation
14:01
talked a ton about automation so for those watching right now
14:02
so for those watching right now if you didn’t check out Sean
14:04
if you didn’t check out Sean Day when he was with Mike uh
14:06
Day when he was with Mike uh month or two ago, and then Mike
14:08
month or two ago, and then Mike was on with John and Blue
14:10
was on with John and Blue collar recruiting. We ton about
14:12
collar recruiting. We ton about automation stuff um so to.
14:16
automation stuff um so to. Alleviate the burnout delegate
14:18
Alleviate the burnout delegate like crazy uh automate like
14:20
like crazy uh automate like crazy, um we’re actually using
14:22
crazy, um we’re actually using Mike’s Butt here. I got a
14:23
Mike’s Butt here. I got a meeting with Kevin next week uh
14:25
meeting with Kevin next week uh to to start implementing the
14:27
to to start implementing the bot to and automate and use.
14:32
bot to and automate and use. Some labor relief for sure, but
14:35
Some labor relief for sure, but got 8 weeks to go. It’s just
14:37
got 8 weeks to go. It’s just time to make money. you know.
14:37
time to make money. you know. that’s just gotta get it done
14:38
that’s just gotta get it done and if you have any before we
14:40
and if you have any before we jump into the next thing I
14:41
jump into the next thing I wanna touch on is with co and
14:43
wanna touch on is with co and and and and and doubling down
14:45
and and and and doubling down and creating that cash flow or
14:46
and creating that cash flow or that cash flow is a petition at
14:48
that cash flow is a petition at the lawn care Millionaire calls
14:49
the lawn care Millionaire calls it um we’re gonna look at a
14:51
it um we’re gonna look at a budgeting and some targets and
14:52
budgeting and some targets and things like that we should be
14:53
things like that we should be looking at as benchmarks now
14:54
looking at as benchmarks now and then how we can set that up
14:56
and then how we can set that up for 2021 um but as you guys are
14:58
for 2021 um but as you guys are running, you know different uh
15:01
running, you know different uh cleaning and window cleaning uh
15:03
cleaning and window cleaning uh operations throughout the US,
15:04
operations throughout the US, it was kinda. Mindset of the
15:06
it was kinda. Mindset of the entrepreneur, What are we
15:07
entrepreneur, What are we saying to our team members cuz
15:09
saying to our team members cuz I know in my lawn care company
15:10
I know in my lawn care company uh we had to have basically uh
15:12
uh we had to have basically uh for lack of a better word we
15:13
for lack of a better word we call the retention bonus
15:15
call the retention bonus basically a retention payout
15:17
basically a retention payout that there would be almost a
15:18
that there would be almost a kid of 1200 to $2500 depending
15:21
kid of 1200 to $2500 depending on the the longevity of the 10
15:23
on the the longevity of the 10 year in the position, but they
15:25
year in the position, but they had to get to the end of the
15:25
had to get to the end of the fall clean up season and when
15:27
fall clean up season and when we put that equipment away they
15:29
we put that equipment away they knew it was there but right
15:30
knew it was there but right around this time within a week
15:32
around this time within a week or two, I remember I have to
15:33
or two, I remember I have to stand up on top of the trail
15:34
stand up on top of the trail and guys and girls. I hate to
15:36
and guys and girls. I hate to have this meeting, but we are
15:38
have this meeting, but we are near the finish line and if we
15:39
near the finish line and if we want. That retention payout at
15:42
want. That retention payout at the end, we’ve got to get
15:44
the end, we’ve got to get through the season um and that
15:46
through the season um and that seemed to be almost letting
15:48
seemed to be almost letting them know that there was that
15:49
them know that there was that finish line um whether it’s
15:51
finish line um whether it’s right or wrong, but I mean they
15:52
right or wrong, but I mean they knew most people weren’t gonna
15:54
knew most people weren’t gonna walk out on at least a grand
15:55
walk out on at least a grand that was guaranteed in a few
15:56
that was guaranteed in a few weeks from now um if they at
15:58
weeks from now um if they at least finish this season um so
16:00
least finish this season um so is there any tactics or things
16:03
is there any tactics or things or ways to approach uh your
16:04
or ways to approach uh your team or the way you guys are
16:06
team or the way you guys are approaching team to not only
16:08
approaching team to not only have the mindset of the
16:10
have the mindset of the entrepreneur the business
16:11
entrepreneur the business owner, but how do we help the
16:12
owner, but how do we help the folks in the field because I
16:13
folks in the field because I think that’s probably even
16:14
think that’s probably even worse than us because at. They
16:16
worse than us because at. They don’t they don’t own the
16:17
don’t they don’t own the business. Hopefully they bought
16:19
business. Hopefully they bought into it, but man it’s 48° out
16:21
into it, but man it’s 48° out in the morning. We’re getting
16:22
in the morning. We’re getting there. We’re wiping the frost
16:23
there. We’re wiping the frost off the lawn mowers are hoping
16:24
off the lawn mowers are hoping the windows aren’t freezing
16:25
the windows aren’t freezing while we’re watching them. um
16:26
while we’re watching them. um how do we how do we get in the
16:27
how do we how do we get in the psychology of those those
16:29
psychology of those those workers to get them across that
16:30
workers to get them across that finish line? So I think money
16:33
finish line? So I think money can money can do a little bit
16:34
can money can do a little bit right like we’re all a little
16:36
right like we’re all a little bit motivated by money. Um it’s
16:38
bit motivated by money. Um it’s not. It’s not everything but it
16:41
not. It’s not everything but it sure as hell it helps, but it
16:42
sure as hell it helps, but it doesn’t do everything. That’s
16:43
doesn’t do everything. That’s for sure I love the idea of
16:45
for sure I love the idea of like an end of fall bonus and
16:47
like an end of fall bonus and tied to like we. To stick it
16:50
tied to like we. To stick it out, I also you know I was
16:52
out, I also you know I was actually with my business
16:53
actually with my business partner Minneapolis about let’s
16:54
partner Minneapolis about let’s do a retention bonus in the
16:57
do a retention bonus in the spring time and that spring
16:58
spring time and that spring time bonus, you know could be
17:00
time bonus, you know could be thousands of dollars, but it’s
17:01
thousands of dollars, but it’s also gonna be tied to this fall
17:03
also gonna be tied to this fall so if they finish the fall and
17:05
so if they finish the fall and come back in the spring time
17:06
come back in the spring time like they get a huge bonus next
17:08
like they get a huge bonus next year as well for making that
17:10
year as well for making that turn cuz we basically shut down
17:11
turn cuz we basically shut down for three to 4 months here. um
17:13
for three to 4 months here. um I think that’s part of it the
17:14
I think that’s part of it the other piece of it, You know
17:16
other piece of it, You know like we know money isn’t
17:17
like we know money isn’t everything. A job that’s
17:19
everything. A job that’s willing to cover that bonus and
17:21
willing to cover that bonus and the culture is now right in our
17:22
the culture is now right in our company. They’re still gonna
17:23
company. They’re still gonna leave and in today’s world with
17:25
leave and in today’s world with how hard hiring is, there’s no
17:27
how hard hiring is, there’s no saying that a job you know they
17:29
saying that a job you know they don’t find something else and
17:30
don’t find something else and negotiate the bonus that you’re
17:32
negotiate the bonus that you’re gonna pay them into the like a
17:34
gonna pay them into the like a hiring bonus with that company.
17:35
hiring bonus with that company. so from a cultural standpoint,
17:38
so from a cultural standpoint, I think now is the time to like
17:39
I think now is the time to like really focus on employee
17:41
really focus on employee engagement coming down the
17:42
engagement coming down the stretch.
17:46
One thing that we make
17:47
One thing that we make sandwiches for our guys so they
17:49
sandwiches for our guys so they come in Monday, so it’s still
17:50
come in Monday, so it’s still like it’s cold whatever they
17:53
like it’s cold whatever they come in and get a hot breakfast
17:54
come in and get a hot breakfast sandwich that our leader is
17:56
sandwich that our leader is cooking, You know on site um
17:59
cooking, You know on site um coffee hot chocolate, whatever
18:01
coffee hot chocolate, whatever like running them stuff when
18:01
like running them stuff when they’re out in the field and
18:02
they’re out in the field and just tough ??? days, making
18:04
just tough ??? days, making sure that they have good
18:05
sure that they have good equipment, you know stuff
18:06
equipment, you know stuff that’s comfortable, especially
18:08
that’s comfortable, especially if they’re working outside um
18:09
if they’re working outside um but I think anything you can do
18:11
but I think anything you can do for an employee engagement
18:13
for an employee engagement perspective this time of year.
18:14
perspective this time of year. The money is good but making
18:15
The money is good but making them. Like they’re being
18:19
them. Like they’re being rewarded for busting their
18:20
rewarded for busting their butts and you know below
18:22
butts and you know below freezing temps um that that’s
18:24
freezing temps um that that’s that’ll drive at home. awesome.
18:26
that’ll drive at home. awesome. all good stuff could be more. I
18:28
all good stuff could be more. I know essay. I believe it was
18:29
know essay. I believe it was Jason Cup was really big the
18:31
Jason Cup was really big the essay ecosystem as well, uh one
18:32
essay ecosystem as well, uh one of the top industry consultants
18:34
of the top industry consultants talk just about what you’re
18:35
talk just about what you’re talking about. You’re throwing
18:36
talking about. You’re throwing some things in the fridge
18:38
some things in the fridge breakfast in the morning and
18:39
breakfast in the morning and and and really defining that I
18:40
and and really defining that I know a lot of people that work
18:42
know a lot of people that work to find a lot of success in
18:43
to find a lot of success in doing that. so I couldn’t agree
18:44
doing that. so I couldn’t agree more but diving. We’re at the
18:46
more but diving. We’re at the end of Q Four, we’re in the
18:47
end of Q Four, we’re in the middle of the Q Four we’re
18:49
middle of the Q Four we’re looking at budgeting. How do we
18:51
looking at budgeting. How do we go out and set some targets for
18:53
go out and set some targets for 2021 um and each industries is
18:55
2021 um and each industries is a little bit different but at
18:55
a little bit different but at the end of the day a budget,
18:57
the end of the day a budget, it’s a budget. We’ve got to put
18:58
it’s a budget. We’ve got to put it into play here at simple
18:59
it into play here at simple growth. We’re just finishing
19:00
growth. We’re just finishing ours up put the fine touches on
19:02
ours up put the fine touches on it for 2021. Um we’re putting
19:04
it for 2021. Um we’re putting that into our be our big hairy
19:07
that into our be our big hairy audacious goals and where we
19:08
audacious goals and where we wanna go and and creating
19:09
wanna go and and creating public accountability, but if
19:10
public accountability, but if you’ve never created a budget
19:11
you’ve never created a budget or you’re kinda struggling with
19:13
or you’re kinda struggling with it um I know we touched on it a
19:14
it um I know we touched on it a little bit. Last week with our
19:17
little bit. Last week with our last guest, but I think you’re
19:19
last guest, but I think you’re approach to different targets
19:21
approach to different targets in the way you approach that
19:23
in the way you approach that it’s just a little bit
19:23
it’s just a little bit different. I really like um our
19:25
different. I really like um our pre talk of how you tackle
19:27
pre talk of how you tackle that. so do you mind kinda dive
19:28
that. so do you mind kinda dive in of how you recommend setting
19:31
in of how you recommend setting up the 2021 budget some of the
19:32
up the 2021 budget some of the targets and if there’s any
19:33
targets and if there’s any difference industries you would
19:35
difference industries you would look at Yeah definitely and and
19:37
look at Yeah definitely and and to to what I was talking about
19:39
to to what I was talking about earlier, I think everybody
19:39
earlier, I think everybody needs to be totally focused on
19:41
needs to be totally focused on making revenue right now The
19:42
making revenue right now The detriment of that is that. Kind
19:46
detriment of that is that. Kind of screws us over for planning
19:47
of screws us over for planning for next year a little bit We
19:48
for next year a little bit We just like literally run out of
19:50
just like literally run out of time so um one of the things
19:52
time so um one of the things that we like to do in blue
19:54
that we like to do in blue skies for budgeting and and
19:56
skies for budgeting and and budgeting like sounds so boring
19:57
budgeting like sounds so boring and so trivial and like you’re
19:58
and so trivial and like you’re just guessing at the future Um
20:02
just guessing at the future Um there’s there’s two ways to
20:03
there’s there’s two ways to look at it and we can match
20:06
look at it and we can match this together so one way would
20:07
this together so one way would be that your budget should be a
20:10
be that your budget should be a reflection of what you’ve done
20:11
reflection of what you’ve done historically and then like that
20:12
historically and then like that is a progression going into the
20:13
is a progression going into the future. Way to look at the
20:15
future. Way to look at the budget is as a target that
20:17
budget is as a target that says, here’s my goals for next
20:19
says, here’s my goals for next year, right and the truth
20:21
year, right and the truth probably lies somewhere between
20:22
probably lies somewhere between those two things. Um your
20:24
those two things. Um your budget is what you wanna be
20:26
budget is what you wanna be able to measure against and
20:27
able to measure against and stretch for so it maybe you
20:30
stretch for so it maybe you even have like two budgets. You
20:31
even have like two budgets. You have like. here’s what we
20:32
have like. here’s what we expect. but here’s here’s our
20:34
expect. but here’s here’s our stretch goal or our be right um
20:37
stretch goal or our be right um either way though that takes a
20:38
either way though that takes a long time to put together so
20:40
long time to put together so one of the things that I found
20:42
one of the things that I found from doing bookkeeping for the
20:43
from doing bookkeeping for the last few years and like super
20:45
last few years and like super interesting. Whether you do
20:47
interesting. Whether you do lawn care home cleaning
20:50
lawn care home cleaning pressure washing janitorial um
20:54
pressure washing janitorial um any like you can go on and on
20:56
any like you can go on and on and just pick any any service
20:58
and just pick any any service company our basic P and L
21:01
company our basic P and L structure is exactly the same
21:03
structure is exactly the same across all the service
21:06
across all the service companies and we have an
21:07
companies and we have an interesting lens a because we
21:10
interesting lens a because we run our own window cleaning
21:11
run our own window cleaning pressure washing maid service
21:12
pressure washing maid service company. So we know exactly how
21:14
company. So we know exactly how to dial in those P and l’s,
21:15
to dial in those P and l’s, but. Lawn care is not much
21:18
but. Lawn care is not much different because janitorial is
21:19
different because janitorial is not much different because any
21:21
not much different because any service company is not much
21:22
service company is not much different The way the
21:24
different The way the structure, the PNL and the
21:26
structure, the PNL and the percent of revenue that you
21:27
percent of revenue that you should shoot for anything. we
21:30
should shoot for anything. we know it’s dialed in so one of
21:33
know it’s dialed in so one of the things that I’m working on
21:34
the things that I’m working on actually right now for
21:36
actually right now for everybody for this fall um and
21:37
everybody for this fall um and like we talked about earlier
21:38
like we talked about earlier this is just something that I’m
21:39
this is just something that I’m gonna make for free to try to
21:41
gonna make for free to try to help everybody out because
21:42
help everybody out because budgeting sucks and I even like
21:43
budgeting sucks and I even like accounting and I know budgeting
21:44
accounting and I know budgeting sucks um but I’m. Targets for
21:48
sucks um but I’m. Targets for everybody that is based on
21:50
everybody that is based on their industry based on they
21:52
their industry based on they get to punch in their revenue
21:54
get to punch in their revenue goals, so it’ll still be a
21:55
goals, so it’ll still be a little bit of like what you
21:56
little bit of like what you expect to do and what you’re
21:58
expect to do and what you’re shooting for, but all the
22:00
shooting for, but all the expenses will fill in and then
22:01
expenses will fill in and then there will be a way for them to
22:02
there will be a way for them to toggle and say like I’m
22:03
toggle and say like I’m actually gonna spend a little
22:04
actually gonna spend a little bit more there or I think I can
22:06
bit more there or I think I can do a little bit better here but
22:07
do a little bit better here but it’ll it’ll turn their
22:09
it’ll it’ll turn their budgeting process from hours
22:10
budgeting process from hours and hours and hours to less
22:13
and hours and hours to less than an hour. I’m hoping so
22:14
than an hour. I’m hoping so that way they can focus on
22:16
that way they can focus on revenue now go make a bunch of
22:18
revenue now go make a bunch of money. Let me take care of the
22:19
money. Let me take care of the budget. They just basically hit
22:21
budget. They just basically hit me up for my spreadsheet and
22:24
me up for my spreadsheet and let it rip. So that’s what I’m
22:26
let it rip. So that’s what I’m working on for qfour so that
22:29
working on for qfour so that 2021 is easy and starts off
22:31
2021 is easy and starts off smooth for everybody. Yeah. so
22:32
smooth for everybody. Yeah. so at the end of uh whoever’s
22:34
at the end of uh whoever’s listening here, whether you’re
22:35
listening here, whether you’re live on Facebook recorded or
22:36
live on Facebook recorded or even on the podcast, we’ll make
22:37
even on the podcast, we’ll make sure you get your your contact
22:38
sure you get your your contact information so can reach out
22:39
information so can reach out for that template, but uh I
22:41
for that template, but uh I believe you actually had a
22:42
believe you actually had a payroll protection um p uh
22:45
payroll protection um p uh spreadsheet you gave out to one
22:46
spreadsheet you gave out to one of your groups there as well
22:47
of your groups there as well and I got a hold of that.
22:47
and I got a hold of that. that’s uh that template. He’s
22:49
that’s uh that template. He’s looking up spreadsheets. I
22:52
looking up spreadsheets. I thought I thought I’d like to
22:53
thought I thought I’d like to excel sheets, but you might be
22:54
excel sheets, but you might be my brother from another mother.
22:55
my brother from another mother. I was like there’s no need to
22:57
I was like there’s no need to recreate this. This man is
22:58
recreate this. This man is massively put this uh
23:00
massively put this uh statements together and
23:01
statements together and formulas, but if it’s anything
23:01
formulas, but if it’s anything like the payroll protection
23:03
like the payroll protection payback uh sheet, I mean just
23:06
payback uh sheet, I mean just very nicely put together. so
23:08
very nicely put together. so we’ll definitely at the end of
23:09
we’ll definitely at the end of this. get some information how
23:10
this. get some information how people can reach out for that
23:12
people can reach out for that um so now we’re we’re kinda set
23:13
um so now we’re we’re kinda set this budget and we’re looking
23:15
this budget and we’re looking at now We’re getting near the
23:17
at now We’re getting near the end of Q. Four. We’re calling
23:17
end of Q. Four. We’re calling our account and account. Man
23:20
our account and account. Man you know even with this
23:21
you know even with this pandemic, you guys weigh way
23:23
pandemic, you guys weigh way too much money you should go
23:24
too much money you should go buy some equipment um that’s
23:26
buy some equipment um that’s traditionally what we hear.
23:27
traditionally what we hear. it’s usually an ugly cycle
23:28
it’s usually an ugly cycle where we go out and we want to
23:31
where we go out and we want to accelerate that depreciation um
23:33
accelerate that depreciation um so obviously doing that.
23:34
so obviously doing that. sometimes it’s the right move.
23:36
sometimes it’s the right move. Sometimes it’s the wrong move.
23:36
Sometimes it’s the wrong move. I know you’ve got a lot of
23:38
I know you’ve got a lot of expertise in this but um I
23:40
expertise in this but um I think looking at that. What are
23:41
think looking at that. What are your thoughts on cash flow? How
23:42
your thoughts on cash flow? How to buy it lease it finance it
23:45
to buy it lease it finance it pay cash um and what’s the
23:47
pay cash um and what’s the benefits of you potentially
23:49
benefits of you potentially potentially depreciating over
23:50
potentially depreciating over years or accelerating
23:51
years or accelerating depreciation for the. The tax
23:54
depreciation for the. The tax right off to offset the gain of
23:56
right off to offset the gain of income uh all thoughts,
23:58
income uh all thoughts, depreciation acceleration of
23:59
depreciation acceleration of buying equipment uh right now.
24:01
buying equipment uh right now. Yeah so and I do think that to
24:04
Yeah so and I do think that to to what you said the first step
24:06
to what you said the first step is like if you’re thinking you
24:07
is like if you’re thinking you need to buy equipment or you’re
24:09
need to buy equipment or you’re not sure if you should you know
24:10
not sure if you should you know whether you need it or not like
24:13
whether you need it or not like talk to your CPA the equipment
24:15
talk to your CPA the equipment is only like a small part of
24:17
is only like a small part of your overall tax picture and
24:19
your overall tax picture and your taxes are personal. They
24:21
your taxes are personal. They feel like they’re business to
24:22
feel like they’re business to us because most of our income
24:23
us because most of our income is not all of our income comes
24:25
is not all of our income comes from the business, but your
24:26
from the business, but your taxes are. Your CPA is gonna be
24:28
taxes are. Your CPA is gonna be the person that knows that even
24:29
the person that knows that even me as a bookkeeper like I don’t
24:31
me as a bookkeeper like I don’t know you your tax situation um
24:33
know you your tax situation um so make sure you’re talking to
24:35
so make sure you’re talking to your CPA about it. the idea of
24:39
your CPA about it. the idea of buying equipment in advance of
24:40
buying equipment in advance of the end of the year to get the
24:42
the end of the year to get the tax write off. not a bad idea
24:44
tax write off. not a bad idea if if you’ve got uh a bunch of
24:47
if if you’ve got uh a bunch of income that got stacked up this
24:48
income that got stacked up this year, especially in depending
24:50
year, especially in depending on what happens with the P
24:52
on what happens with the P loan, they still you know like
24:54
loan, they still you know like right now, the PPP loan and
24:55
right now, the PPP loan and any. Forgiveness that you get
24:57
any. Forgiveness that you get from it, It’s technically
24:59
from it, It’s technically taxable. so that’s that’s up in
25:01
taxable. so that’s that’s up in the air, but that that looks
25:02
the air, but that that looks like it from what I’ve seen
25:03
like it from what I’ve seen right now recently, it’s gonna
25:04
right now recently, it’s gonna be probably be taxed income
25:05
be probably be taxed income correct exactly. and so like
25:08
correct exactly. and so like that’s a ??? on an income
25:09
that’s a ??? on an income sitting there depending on what
25:11
sitting there depending on what you got right um and so so
25:13
you got right um and so so buying equipment might be a
25:14
buying equipment might be a great way to reduce your tax
25:16
great way to reduce your tax liability this year and offset
25:18
liability this year and offset some of that PP. If you got it
25:20
some of that PP. If you got it in your business, you know hung
25:20
in your business, you know hung in there and you’re okay. God
25:23
in there and you’re okay. God forbid if it didn’t like then
25:24
forbid if it didn’t like then you maybe the P was just
25:25
you maybe the P was just enough. Out and buying
25:27
enough. Out and buying equipment doesn’t make any
25:28
equipment doesn’t make any sense um but if you’re gonna
25:31
sense um but if you’re gonna buy equipment for tax purposes,
25:33
buy equipment for tax purposes, that doesn’t mean take all the
25:35
that doesn’t mean take all the money in your bank account just
25:36
money in your bank account just because you have the cash and
25:38
because you have the cash and go blow it out equipment. Okay
25:39
go blow it out equipment. Okay So just because you have the
25:42
So just because you have the money doesn’t mean you should
25:43
money doesn’t mean you should spend it cash the best use of
25:46
spend it cash the best use of cash is not equipment. It’s
25:50
cash is not equipment. It’s marketing grows your business
25:51
marketing grows your business equipment doesn’t grow your
25:52
equipment doesn’t grow your business. It just helps like
25:54
business. It just helps like fulfill that so marketing is.
25:58
fulfill that so marketing is. Investment that you can make
25:58
Investment that you can make the next best investment you
26:00
the next best investment you can make is usually in your
26:02
can make is usually in your people and maybe like the third
26:02
people and maybe like the third or fourth best investment would
26:04
or fourth best investment would be like better working
26:05
be like better working equipment um but just because
26:07
equipment um but just because you have the cash doesn’t mean
26:08
you have the cash doesn’t mean you should you know and let’s
26:10
you should you know and let’s say you’re gonna go buy a
26:12
say you’re gonna go buy a $30000 truck or a new trailer
26:14
$30000 truck or a new trailer mower or or whatever it is um
26:18
mower or or whatever it is um just because you have the cash
26:19
just because you have the cash don’t spend it. We have a we
26:20
don’t spend it. We have a we have a couple of rules at blue
26:22
have a couple of rules at blue skies that we use when we buy
26:23
skies that we use when we buy equipment so I’ll run through
26:25
equipment so I’ll run through those real quick one of them.
26:30
Always finance and um Ramsey
26:32
Always finance and um Ramsey would kill me. Dave Ramsey
26:33
would kill me. Dave Ramsey would kill me if you heard me
26:35
would kill me if you heard me say that, but he doesn’t really
26:36
say that, but he doesn’t really care who I am so I’m probably
26:37
care who I am so I’m probably in the clear um but always
26:39
in the clear um but always finance because you know us put
26:43
finance because you know us put an asterisks around that not
26:44
an asterisks around that not always the right thing for
26:45
always the right thing for everybody, but generally you
26:46
everybody, but generally you can get an interest rate for
26:48
can get an interest rate for five to 8%, financing and asset
26:51
five to 8%, financing and asset um because there’s collateral
26:52
um because there’s collateral right the asset um generally
26:56
right the asset um generally our service businesses generate
26:57
our service businesses generate a twenty to 30% return when we
26:59
a twenty to 30% return when we put marketing money into our
27:01
put marketing money into our business assuming. We know how
27:03
business assuming. We know how to manage the marketing of our
27:05
to manage the marketing of our business, It’s spits out the
27:07
business, It’s spits out the return if it did, we wouldn’t
27:08
return if it did, we wouldn’t do it right like our business
27:09
do it right like our business is nothing but this our own
27:11
is nothing but this our own personal stock market, we could
27:13
personal stock market, we could take our money go put it in the
27:15
take our money go put it in the stock market trying to get a
27:16
stock market trying to get a return Instead, we usually take
27:17
return Instead, we usually take our money put into our business
27:19
our money put into our business to try to get a return and in
27:20
to try to get a return and in general our businesses return
27:22
general our businesses return twenty to 30%. Let’s say you
27:25
twenty to 30%. Let’s say you will always want to go borrow
27:29
will always want to go borrow money at 8% and then go get a
27:31
money at 8% and then go get a twenty to 30% return like
27:33
twenty to 30% return like mathematically. That works
27:35
mathematically. That works every single time so instead of
27:38
every single time so instead of taking $30000, putting it all
27:41
taking $30000, putting it all into a truck you wanna finance
27:42
into a truck you wanna finance that truck, you’re still gonna
27:44
that truck, you’re still gonna get the tax right off of it,
27:46
get the tax right off of it, even though you didn’t spend
27:46
even though you didn’t spend all the cash like you still
27:49
all the cash like you still purchase that truck, it’s still
27:50
purchase that truck, it’s still an an asset. still be
27:52
an an asset. still be depreciated the same way
27:53
depreciated the same way whether you bought it on cash
27:54
whether you bought it on cash or financed it, but you’re
27:56
or financed it, but you’re gonna wanna finance it so that
27:58
gonna wanna finance it so that you can save your cash go
28:01
you can save your cash go invest in marketing and then
28:02
invest in marketing and then give that truck something to go
28:03
give that truck something to go do um the flip. That is never
28:06
do um the flip. That is never finance all of it. that it’s
28:09
finance all of it. that it’s super risky to finance 100% of
28:11
super risky to finance 100% of an asset A because the minute
28:14
an asset A because the minute we drive it off the lot. We
28:15
we drive it off the lot. We know that it loses value and
28:17
know that it loses value and now we’re upside down and
28:19
now we’re upside down and backwards and like that sucks
28:22
backwards and like that sucks in and of itself it feels ???
28:25
in and of itself it feels ??? for one so like reason number
28:26
for one so like reason number one not to do it is because it
28:28
one not to do it is because it just feels awful, but reason
28:30
just feels awful, but reason number two not to do it is
28:31
number two not to do it is because all of a sudden you are
28:33
because all of a sudden you are out of options, especially if
28:33
out of options, especially if you don’t have the. Buy it out.
28:36
you don’t have the. Buy it out. Um now you’re totally out of
28:39
Um now you’re totally out of options like you’re you’re
28:40
options like you’re you’re stuck. There’s not a whole lot.
28:41
stuck. There’s not a whole lot. You can do to get out of
28:42
You can do to get out of something that you’re
28:43
something that you’re underwater on um so the rule
28:45
underwater on um so the rule that we use is always put down
28:48
that we use is always put down at least 30% so there that
28:52
at least 30% so there that gives you a range like 30% you
28:54
gives you a range like 30% you have enough of a cushion that
28:55
have enough of a cushion that you’re not gonna get upside
28:55
you’re not gonna get upside down on it, but the other 70%
28:59
down on it, but the other 70% like get that leverage so that
29:01
like get that leverage so that you’re generating more income
29:02
you’re generating more income in your business spending in
29:03
in your business spending in our marketing. another thing
29:04
our marketing. another thing that you could. At that point,
29:07
that you could. At that point, if you know buying an asset
29:09
if you know buying an asset isn’t a thing, maybe you’re a
29:11
isn’t a thing, maybe you’re a home cleaning business and
29:12
home cleaning business and you’re you’re not running
29:14
you’re you’re not running company vehicles or anything so
29:15
company vehicles or anything so your assets are really like
29:16
your assets are really like you’re not gonna go buy a truck
29:18
you’re not gonna go buy a truck right. What what what are you
29:19
right. What what what are you gonna do with the truck? um see
29:22
gonna do with the truck? um see if you can buy marketing in
29:23
if you can buy marketing in advance to get the tax right
29:24
advance to get the tax right off this year, that might be an
29:26
off this year, that might be an option. see if you can get into
29:27
option. see if you can get into some contracts, you might not
29:28
some contracts, you might not make sense from a cash flow
29:30
make sense from a cash flow perspective and it doesn’t do
29:31
perspective and it doesn’t do it but again the the number one
29:33
it but again the the number one thing to invest in your
29:35
thing to invest in your business is marketing of the
29:35
business is marketing of the equipment doesn’t grow your
29:37
equipment doesn’t grow your business marketing and people
29:38
business marketing and people do so if you’re trying to get
29:40
do so if you’re trying to get some expenses that reduce your
29:41
some expenses that reduce your tax. Tax liability for this
29:44
tax. Tax liability for this year, like maybe even start
29:45
year, like maybe even start with marketing and like
29:47
with marketing and like prepaying some stuff so that
29:47
prepaying some stuff so that you can get that expense on
29:50
you can get that expense on your PNL. cool really good
29:51
your PNL. cool really good advice. a couple of things that
29:53
advice. a couple of things that that I honestly forgot that
29:55
that I honestly forgot that we’ve done uh multiple times in
29:56
we’ve done uh multiple times in the past instead of buying
29:58
the past instead of buying those big trucks and those
29:59
those big trucks and those things that right off, we would
29:59
things that right off, we would actually we’d spend 35 to
30:01
actually we’d spend 35 to $40000 in a month and a half to
30:03
$40000 in a month and a half to about a month in the spring for
30:04
about a month in the spring for that advertising rush and we
30:06
that advertising rush and we would literally go out and buy
30:07
would literally go out and buy that Pres Springs rush if we
30:09
that Pres Springs rush if we had the cash flow and we needed
30:10
had the cash flow and we needed to. Have an offset and I think
30:13
to. Have an offset and I think one of the biggest things that
30:14
one of the biggest things that allowed us to scale our
30:15
allowed us to scale our business exponentially quicker
30:16
business exponentially quicker than a lot of people in our
30:17
than a lot of people in our market is they were going out
30:18
market is they were going out and buying a new 3540 $1000
30:21
and buying a new 3540 $1000 trucks. we’re before they had
30:24
trucks. we’re before they had to work and you mentioned it
30:26
to work and you mentioned it like you the market’s gonna be
30:27
like you the market’s gonna be come before you buy the
30:28
come before you buy the equipment and if you have good
30:29
equipment and if you have good vendor relationships as far as
30:31
vendor relationships as far as your truck, your lawn mower
30:31
your truck, your lawn mower your trailer or whatever else
30:33
your trailer or whatever else you’re doing in that service
30:34
you’re doing in that service business, those things can be
30:35
business, those things can be bought within three to 5 days,
30:37
bought within three to 5 days, especially if you’ve got good
30:38
especially if you’ve got good credit if you have to do that
30:39
credit if you have to do that or if you’ve got cash money. So
30:41
or if you’ve got cash money. So those things are, I think it
30:43
those things are, I think it can be very dangerous because
30:45
can be very dangerous because we’re talking about cash flow
30:46
we’re talking about cash flow cash flow crush a lot of people
30:48
cash flow crush a lot of people in when that hit because people
30:50
in when that hit because people didn’t like they weren’t
30:51
didn’t like they weren’t planning on their business
30:53
planning on their business literally shutting down or
30:53
literally shutting down or going down to 20% capacity
30:56
going down to 20% capacity literally overnight so um cash
30:57
literally overnight so um cash flow is king. I think it’s
30:59
flow is king. I think it’s great advice you don’t wanna go
31:01
great advice you don’t wanna go out and spend that money um
31:02
out and spend that money um because you may need it um and
31:04
because you may need it um and if you really kinda need that
31:05
if you really kinda need that cash war chest um of maybe 8
31:08
cash war chest um of maybe 8 weeks as they did with payroll
31:09
weeks as they did with payroll protection or probably a. More
31:11
protection or probably a. More so if something does hit the
31:12
so if something does hit the fan, the second round of this
31:13
fan, the second round of this if it hits you’re available and
31:15
if it hits you’re available and if the government is not coming
31:16
if the government is not coming with a bailout, you can at
31:17
with a bailout, you can at least bail yourself out and
31:19
least bail yourself out and keep yourself afloat. um so as
31:21
keep yourself afloat. um so as we’re talking um towards the
31:23
we’re talking um towards the end of this day and I know your
31:24
end of this day and I know your time is very valuable.
31:25
time is very valuable. compressed schedules. I
31:26
compressed schedules. I appreciate you joining us last
31:27
appreciate you joining us last minute here with some things
31:28
minute here with some things changing here on the essay
31:28
changing here on the essay weekly this week. um it’s got
31:32
weekly this week. um it’s got me thinking so uh I know in my
31:35
me thinking so uh I know in my my journey as an entrepreneur
31:37
my journey as an entrepreneur uh early days to start out um
31:38
uh early days to start out um in high school going to
31:40
in high school going to college, we started out with
31:40
college, we started out with the D BA in college became.
31:44
the D BA in college became. Corp um and then with simple
31:45
Corp um and then with simple growth we originally came out
31:47
growth we originally came out and started in as a LLC and did
31:50
and started in as a LLC and did a um sub Chapter S Corp
31:52
a um sub Chapter S Corp election for actually filing
31:55
election for actually filing the taxes within LLC. So I
31:56
the taxes within LLC. So I guess over the last twenty-five
31:57
guess over the last twenty-five or 26 years, I’ve pretty much
31:59
or 26 years, I’ve pretty much have hit the gamut of
32:00
have hit the gamut of everything you do outside and
32:02
everything you do outside and actually C Corp uh so far as
32:04
actually C Corp uh so far as structuring the business if
32:06
structuring the business if we’re setting up our budget,
32:07
we’re setting up our budget, we’re buying sort of equipment
32:08
we’re buying sort of equipment for tax right offs and we’re
32:10
for tax right offs and we’re doing everything else we should
32:11
doing everything else we should do to set ourselves. For
32:13
do to set ourselves. For success is there anything we
32:15
success is there anything we need to be looking at if we’re
32:17
need to be looking at if we’re looking for our business
32:19
looking for our business election as far as the um the C
32:20
election as far as the um the C Corp, The S Corp, the d BA
32:22
Corp, The S Corp, the d BA whatever we’re looking at is
32:24
whatever we’re looking at is their timing and things we
32:25
their timing and things we should be looking at going into
32:26
should be looking at going into Q one 2021 to maximize the
32:29
Q one 2021 to maximize the benefit of the entity that
32:30
benefit of the entity that we’re actually using or if we
32:32
we’re actually using or if we do shift in attitude in that
32:34
do shift in attitude in that case, totally totally and I
32:36
case, totally totally and I think that if if somebody would
32:39
think that if if somebody would teach us before we start
32:40
teach us before we start businesses about like. Of The
32:42
businesses about like. Of The things that you need to know
32:44
things that you need to know before you start a business,
32:45
before you start a business, This should be like one of the
32:47
This should be like one of the top things is how to structure
32:48
top things is how to structure it when to become an S Corp
32:50
it when to become an S Corp when you should just be an LLC
32:51
when you should just be an LLC and what the tax ramifications
32:53
and what the tax ramifications are now like I’m I’m even an
32:55
are now like I’m I’m even an accountant in taxes like this
32:57
accountant in taxes like this like oh girls taxes um but like
33:00
like oh girls taxes um but like you have to have a basic
33:03
you have to have a basic understanding to know where
33:03
understanding to know where like how to be efficient with
33:05
like how to be efficient with your tax planning, one of the
33:07
your tax planning, one of the things that I see that trips
33:08
things that I see that trips guys up over and over and over
33:09
guys up over and over and over and over again is. Way too to
33:12
and over again is. Way too to become an escort, so you talk
33:14
become an escort, so you talk about doing it in both of your
33:15
about doing it in both of your businesses pretty early on and
33:16
businesses pretty early on and you said even in college you
33:18
you said even in college you guys you guys figure that out.
33:19
guys you guys figure that out. so yeah, we had a couple of
33:20
so yeah, we had a couple of crews and started actually
33:23
crews and started actually making more money in the
33:23
making more money in the business. I would’ve with my
33:25
business. I would’ve with my corporate gig so um you’ll
33:27
corporate gig so um you’ll probably elaborate but one of
33:27
probably elaborate but one of the things that I wish that
33:29
the things that I wish that she’s like people will tell
33:30
she’s like people will tell you. it’s like you need to get
33:31
you. it’s like you need to get your bookkeeper. you need to
33:32
your bookkeeper. you need to get your accountant and you
33:33
get your accountant and you need to get your financial
33:34
need to get your financial person and sometimes your
33:35
person and sometimes your lawyer all on the same page
33:38
lawyer all on the same page talking the same language um
33:39
talking the same language um but we’re accumulating uh
33:42
but we’re accumulating uh revenue and basically value to
33:44
revenue and basically value to that business when I was still
33:45
that business when I was still in college um. I didn’t
33:48
in college um. I didn’t necessarily own a house or
33:49
necessarily own a house or anything, but I wanted to
33:51
anything, but I wanted to basically get that corporate
33:52
basically get that corporate veil over what we’ve actually
33:56
veil over what we’ve actually built. uh yeah and that was I
33:57
built. uh yeah and that was I was blessed enough that uh a
33:59
was blessed enough that uh a lawyer that I knew was like,
34:00
lawyer that I knew was like, hey you need to get with an
34:02
hey you need to get with an accountant that knows what
34:03
accountant that knows what they’re talking about and and
34:04
they’re talking about and and really look at that entity
34:05
really look at that entity because you’ve got four or five
34:07
because you’ve got four or five employees. you may still be in
34:08
employees. you may still be in college, but you own a few
34:09
college, but you own a few trucks and equipment and um you
34:11
trucks and equipment and um you know that’s gonna be too. so I
34:12
know that’s gonna be too. so I don’t wanna cut you off, but I
34:13
don’t wanna cut you off, but I just that was the turning
34:14
just that was the turning point, but it’s entrepreneurs
34:15
point, but it’s entrepreneurs around this. Island and this is
34:17
around this. Island and this is where social media everything
34:19
where social media everything is beautiful because now we can
34:21
is beautiful because now we can talk to each other virtually
34:22
talk to each other virtually and share these experiences and
34:24
and share these experiences and learn from each other. but um
34:24
learn from each other. but um I’ll let you get to that point,
34:26
I’ll let you get to that point, but I think you’re about to
34:27
but I think you’re about to make it extremely important
34:28
make it extremely important point. so yeah. so let me let
34:31
point. so yeah. so let me let me first say like how the
34:33
me first say like how the income and taxes are gonna work
34:35
income and taxes are gonna work if you’re not an S Corp. so if
34:36
if you’re not an S Corp. so if you’re not an S Corp today the
34:39
you’re not an S Corp today the way this is gonna go is you’re
34:40
way this is gonna go is you’re not paying yourself a salary
34:42
not paying yourself a salary even if you take money out of
34:43
even if you take money out of the of the business, it’s
34:44
the of the business, it’s basically considered an owner.
34:46
basically considered an owner. If you’re not an employee of
34:48
If you’re not an employee of the business, um what’s gonna
34:50
the business, um what’s gonna happen is the business is gonna
34:52
happen is the business is gonna make however much money. it
34:54
make however much money. it makes what you pay yourself is
34:56
makes what you pay yourself is irrelevant to that government
34:57
irrelevant to that government doesn’t care the government’s
34:59
doesn’t care the government’s gonna tax you let’s say you do
35:02
gonna tax you let’s say you do 100000 in revenue and the
35:03
100000 in revenue and the business makes 40000 of that in
35:07
business makes 40000 of that in earnings. Maybe you paid it all
35:08
earnings. Maybe you paid it all to yourself. Maybe you took
35:09
to yourself. Maybe you took every time out of the business
35:11
every time out of the business as a distribution The
35:11
as a distribution The government doesn’t care that
35:12
government doesn’t care that you took the money or not the
35:14
you took the money or not the government’s gonna tax you on
35:16
government’s gonna tax you on that forty. 000 As if it was
35:18
that forty. 000 As if it was your payroll so they they this
35:21
your payroll so they they this is called self-employment tax.
35:22
is called self-employment tax. It’s they they hit you twice
35:25
It’s they they hit you twice you pay the employer’s side of
35:27
you pay the employer’s side of that payroll tax and then you
35:29
that payroll tax and then you pay the employee side of that
35:30
pay the employee side of that payroll tax. That’s the
35:32
payroll tax. That’s the self-employment tax and then
35:33
self-employment tax and then you pay your income taxes on
35:34
you pay your income taxes on top of that so they basically
35:37
top of that so they basically tax you as if you’re an
35:38
tax you as if you’re an employee of the business
35:39
employee of the business anyway, you pay taxes as if
35:42
anyway, you pay taxes as if you’re the employer and the
35:43
you’re the employer and the employee and then you pay your
35:45
employee and then you pay your income taxes. so if you.
35:48
income taxes. so if you. Narrative and you become an S
35:49
Narrative and you become an S Corp now you have to pay
35:51
Corp now you have to pay yourself a wage. Let’s say you
35:53
yourself a wage. Let’s say you pay yourself you know same
35:55
pay yourself you know same numbers business does 100000
35:56
numbers business does 100000 you have profitability of
35:59
you have profitability of 40000, but let’s say you paid
36:00
40000, but let’s say you paid yourself 20000 of that as a
36:02
yourself 20000 of that as a wage now you only pay payroll
36:04
wage now you only pay payroll taxes on that 20000 you don’t
36:06
taxes on that 20000 you don’t pay payroll taxes on the other
36:08
pay payroll taxes on the other 20000. so what’s 15.3%?
36:15
And that in and this is if
36:16
And that in and this is if you’re doing 100000 if you’re
36:17
you’re doing 100000 if you’re doing more than 100000, you
36:19
doing more than 100000, you know in revenue and depending
36:20
know in revenue and depending on your profitability like
36:21
on your profitability like we’re talking thousands and
36:23
we’re talking thousands and thousands of dollars here where
36:24
thousands of dollars here where you’re leaving on the table if
36:26
you’re leaving on the table if you’re not an S Corp um and
36:28
you’re not an S Corp um and paying yourself as an employee,
36:31
paying yourself as an employee, but therefore only having to
36:32
but therefore only having to pay payroll taxes on a portion
36:34
pay payroll taxes on a portion of that income. So like I said
36:36
of that income. So like I said when you become an S Corp, then
36:37
when you become an S Corp, then you’re an employee of the
36:39
you’re an employee of the business of that corporate
36:40
business of that corporate bail, you pay payroll taxes on
36:42
bail, you pay payroll taxes on your wage when you take it but
36:43
your wage when you take it but your distributions. You’re the
36:47
your distributions. You’re the income of the business doesn’t
36:48
income of the business doesn’t get tax payroll. It just gets
36:50
get tax payroll. It just gets taxed as income to you so save
36:52
taxed as income to you so save you thousands of dollars in
36:53
you thousands of dollars in payroll taxes basically and the
36:57
payroll taxes basically and the I’ll say the tipping point
36:57
I’ll say the tipping point where it starts to make sense
37:00
where it starts to make sense is if you’re that LLC taxes a
37:02
is if you’re that LLC taxes a sole proprietor when the income
37:04
sole proprietor when the income of your business not the
37:05
of your business not the revenue. But after all the
37:07
revenue. But after all the expenses are taken out,
37:09
expenses are taken out, including depreciation,
37:11
including depreciation, including everything what’s
37:12
including everything what’s left if that income. Net for
37:16
left if that income. Net for the year starts to creep over
37:18
the year starts to creep over like twenty to 25000 That’s the
37:21
like twenty to 25000 That’s the time to become an S Corp.
37:22
time to become an S Corp. That’s where like and there’s
37:24
That’s where like and there’s benefit before that don’t get
37:25
benefit before that don’t get me wrong But when you become an
37:27
me wrong But when you become an S Corp, you’re gonna have two
37:28
S Corp, you’re gonna have two tax returns to file. you’re for
37:30
tax returns to file. you’re for sure gonna want a CPA to do the
37:31
sure gonna want a CPA to do the filing for you. So now you’re
37:32
filing for you. So now you’re gonna have fees to pay two tax
37:34
gonna have fees to pay two tax returns. um so there’s a little
37:36
returns. um so there’s a little bit of complexity added in
37:38
bit of complexity added in therefore, if you’re making
37:40
therefore, if you’re making less than 25000 in that income
37:41
less than 25000 in that income in your business, it’s it’s not
37:43
in your business, it’s it’s not necessary. You’re not gonna
37:44
necessary. You’re not gonna gain that much. But if you’re
37:46
gain that much. But if you’re if you’re doing over twenty to
37:48
if you’re doing over twenty to 25000 in net income and that’s
37:49
25000 in net income and that’s remember, it’s not it doesn’t
37:51
remember, it’s not it doesn’t matter if you’re taking money
37:52
matter if you’re taking money out of business like if the
37:53
out of business like if the business is net income is over
37:55
business is net income is over that twenty to 25000 then 2
37:57
that twenty to 25000 then 2 days you should be talking to
37:59
days you should be talking to your accountant so that on
38:01
your accountant so that on January 1st, you’re an escort
38:04
January 1st, you’re an escort like yeah, you got a perfect
38:05
like yeah, you got a perfect opportunity clean split end of
38:07
opportunity clean split end of year escort love it could
38:09
year escort love it could decide better myself. I
38:11
decide better myself. I appreciate it and it’s just
38:12
appreciate it and it’s just it’s these things you don’t
38:13
it’s these things you don’t know you don’t know so this is
38:14
know you don’t know so this is kind of why we’re doing this
38:15
kind of why we’re doing this um. You get to the top of the
38:18
um. You get to the top of the hour you want to wrap this up
38:19
hour you want to wrap this up in a few minutes just so we can
38:22
in a few minutes just so we can respect your time and you can
38:23
respect your time and you can go out there and uh hunting
38:23
go out there and uh hunting gather and do what you do in
38:25
gather and do what you do in the woods uh brother. I mean it
38:27
the woods uh brother. I mean it man of the wild out there
38:28
man of the wild out there hunting. I mean I honestly feel
38:30
hunting. I mean I honestly feel like the holiday is roughing it
38:31
like the holiday is roughing it for me cuz I don’t have room
38:33
for me cuz I don’t have room service half the time so I
38:34
service half the time so I gotta respect the hustle
38:35
gotta respect the hustle outside the uh one part of part
38:38
outside the uh one part of part of that. it’s a date my wife’s
38:39
of that. it’s a date my wife’s coming with me um I’m gonna
38:41
coming with me um I’m gonna have the bow she but she’s
38:42
have the bow she but she’s gonna come with and hang out.
38:43
gonna come with and hang out. It’s our you know, get away
38:45
It’s our you know, get away from everything date. So we’ll
38:46
from everything date. So we’ll see. Good luck with that uh
38:48
see. Good luck with that uh couple of questions. Jamie
38:50
couple of questions. Jamie wants to know that um she’s
38:51
wants to know that um she’s worked with a couple of
38:52
worked with a couple of businesses in Europe. uh can
38:54
businesses in Europe. uh can you would you uh services be
38:55
you would you uh services be able to help someone in Europe
38:57
able to help someone in Europe or do you have any suggestions?
38:59
or do you have any suggestions? Um it kinda wrapping into that
39:00
Um it kinda wrapping into that as well? um question uh if
39:03
as well? um question uh if people wanna reach out to you
39:04
people wanna reach out to you and connect with you and
39:05
and connect with you and potentially get that targeted
39:06
potentially get that targeted budget free template that
39:07
budget free template that you’re gonna be given away here
39:08
you’re gonna be given away here shortly uh how do people reach
39:10
shortly uh how do people reach out to you at blue skies? go to
39:13
out to you at blue skies? go to your blue skies.com and then on
39:15
your blue skies.com and then on our bookkeeping tab there. I’ll
39:18
our bookkeeping tab there. I’ll I’ll I’ll drop our website in
39:19
I’ll I’ll drop our website in the comments, but if you go to
39:20
the comments, but if you go to your blue sky. There’s a
39:22
your blue sky. There’s a bookkeeping tab, you can kinda
39:23
bookkeeping tab, you can kinda fill out and put a little
39:25
fill out and put a little comment that you’re you heard
39:26
comment that you’re you heard us on the simple growth podcast
39:29
us on the simple growth podcast and we’re we’re you know
39:30
and we’re we’re you know talking about the budgeting
39:31
talking about the budgeting thing if you want want that
39:33
thing if you want want that kinda prescribe, I’m building
39:35
kinda prescribe, I’m building it right now um and I’m trying
39:37
it right now um and I’m trying to get some input on it as to
39:38
to get some input on it as to you know what is useful for
39:40
you know what is useful for people. What’s not useful for
39:41
people. What’s not useful for people? keep it super uh like
39:44
people? keep it super uh like simple like obvious easy to
39:47
simple like obvious easy to fill out kinda like you’re
39:47
fill out kinda like you’re talking about the p one that I
39:48
talking about the p one that I made. it’s like yeah, it was it
39:50
made. it’s like yeah, it was it was beautiful. It was nice, was
39:52
was beautiful. It was nice, was simple. It wasn’t too
39:53
simple. It wasn’t too complicated, but it got what
39:53
complicated, but it got what you needed to get out of. so
39:55
you needed to get out of. so that’s what I love about you
39:56
that’s what I love about you guys uh we’re at blue skies
39:57
guys uh we’re at blue skies just uh known for the last few
39:58
just uh known for the last few years. It’s just kinda giving
40:00
years. It’s just kinda giving good content and uh just
40:01
good content and uh just helping everybody out with
40:02
helping everybody out with those free giveaways and things
40:04
those free giveaways and things like that, obviously, if people
40:05
like that, obviously, if people need expert help, they’re gonna
40:05
need expert help, they’re gonna reach out to you for the paid
40:07
reach out to you for the paid services, but uh very similar
40:08
services, but uh very similar to what we’re trying to do here
40:09
to what we’re trying to do here at the SA just kinda drop some
40:11
at the SA just kinda drop some knowledge and help people over
40:12
knowledge and help people over those hurdles that we’ve had
40:14
those hurdles that we’ve had unfortunately uh get lucky
40:15
unfortunately uh get lucky enough to get over and work
40:18
enough to get over and work through um but yeah, check it
40:18
through um but yeah, check it out in the comments your blue.
40:21
out in the comments your blue. Dot com. check it out and uh
40:24
Dot com. check it out and uh Dan and Sean are always there
40:26
Dan and Sean are always there and you get you get subscribe
40:27
and you get you get subscribe to that templates. um in
40:28
to that templates. um in addition here uh as you can see
40:30
addition here uh as you can see on the screen here we’ve got um
40:32
on the screen here we’ve got um the simple growth podcast on
40:33
the simple growth podcast on all your major platforms. uh
40:34
all your major platforms. uh right now. Uh we’ve got that so
40:36
right now. Uh we’ve got that so this one here is uh on Spotify
40:39
this one here is uh on Spotify and all the major channels. If
40:40
and all the major channels. If you can’t join us on the
40:41
you can’t join us on the Facebook live, you’re still out
40:42
Facebook live, you’re still out on the truck or the cleaning
40:44
on the truck or the cleaning crew you wanna throw some
40:45
crew you wanna throw some headphones in and uh spend a
40:47
headphones in and uh spend a half hour to 45 minutes with us
40:48
half hour to 45 minutes with us a week um they’re updated
40:50
a week um they’re updated within an hour of the show
40:52
within an hour of the show usually uh we’re well over.
40:55
usually uh we’re well over. Episodes right now, so uh the
40:56
Episodes right now, so uh the essay weekly talk show just
40:59
essay weekly talk show just search simple growth um in any
41:00
search simple growth um in any of the major iTunes, Spotify
41:02
of the major iTunes, Spotify anchor you name it. We’re there
41:04
anchor you name it. We’re there just helping grow the community
41:07
just helping grow the community um and build this system here
41:09
um and build this system here in the ecosystem say what’s up
41:10
in the ecosystem say what’s up to Hobie Baird as well, uh
41:12
to Hobie Baird as well, uh long-time watcher great guy guy
41:14
long-time watcher great guy guy just crushing it down in
41:15
just crushing it down in Savannah, Georgia, as well, I
41:16
Savannah, Georgia, as well, I had a great time with uh hobby
41:18
had a great time with uh hobby and his wife at the uh quality
41:19
and his wife at the uh quality driven software conference last
41:21
driven software conference last year at Savannah with uh other
41:22
year at Savannah with uh other certified. Adviser Martha
41:26
certified. Adviser Martha Woodward and I’m telling you if
41:27
Woodward and I’m telling you if you if you don’t have it on
41:30
you if you don’t have it on your calendar and you’re
41:30
your calendar and you’re comfortable travel and Martha’s
41:31
comfortable travel and Martha’s uh got some room that I believe
41:33
uh got some room that I believe for her uh PDS 2021 conference
41:35
for her uh PDS 2021 conference down in Cancun uh depending on
41:38
down in Cancun uh depending on travel restrictions in New York
41:39
travel restrictions in New York here I may be uh visiting that
41:42
here I may be uh visiting that conference uh attending vendor
41:45
conference uh attending vendor and everyt
41:47
So can’t wait brother uh we
41:48
So can’t wait brother uh we will see you there any closing
41:49
will see you there any closing thoughts and obviously if you
41:51
thoughts and obviously if you have any questions for Dan, how
41:52
have any questions for Dan, how to hook up with him and grab
41:54
to hook up with him and grab his template at your blue
41:56
his template at your blue Skies.com link to it in the uh
41:59
Skies.com link to it in the uh comments as well so any closing
42:00
comments as well so any closing thoughts. I really appreciate
42:02
thoughts. I really appreciate you joining us so for for
42:03
you joining us so for for jeannie’s question about
42:03
jeannie’s question about working in Europe, I don’t uh
42:06
working in Europe, I don’t uh we don’t have any clients in
42:07
we don’t have any clients in Europe. not to say you know
42:10
Europe. not to say you know business is business and
42:11
business is business and finances finance. I don’t know
42:13
finances finance. I don’t know what the exchange rate is
42:14
what the exchange rate is today, but. Toy is a lot like
42:17
today, but. Toy is a lot like dollars to dollars, so I might
42:18
dollars to dollars, so I might not be able to do work for
42:20
not be able to do work for them, but I can sure as that be
42:23
them, but I can sure as that be a resource for them. So yeah,
42:23
a resource for them. So yeah, if not anything else I should
42:25
if not anything else I should grab that template. I know a
42:26
grab that template. I know a simple believe it or not is now
42:27
simple believe it or not is now pretty international. so we
42:28
pretty international. so we started out in the states uh
42:30
started out in the states uh North America and Canada. now
42:31
North America and Canada. now we’ve even got service
42:33
we’ve even got service Autopilot users um in England
42:35
Autopilot users um in England and believe in that Australia
42:36
and believe in that Australia so if anybody’s watching in
42:38
so if anybody’s watching in Australia, we’ll uh we’ll
42:39
Australia, we’ll uh we’ll figure out a two-day deep dive.
42:40
figure out a two-day deep dive. If you cover the air man, we
42:42
If you cover the air man, we need to get away from uh crazy
42:43
need to get away from uh crazy New York State. So. Until next
42:46
New York State. So. Until next week es a weekly talk show Mike
42:48
week es a weekly talk show Mike Callahan here uh Dan Planner
42:50
Callahan here uh Dan Planner from blue skies and uh watch
42:51
from blue skies and uh watch out for some big announcements
42:53
out for some big announcements of some new guests coming in uh
42:55
of some new guests coming in uh on the SA weekly talk show, but
42:57
on the SA weekly talk show, but um possibly gonna be having
42:58
um possibly gonna be having Marcus Sheridan of they ask you
43:00
Marcus Sheridan of they ask you answer of the sales line uh
43:02
answer of the sales line uh definitely gonna be having Lisa
43:04
definitely gonna be having Lisa Marino of the uh service
43:06
Marino of the uh service Autopilot marketing team and
43:07
Autopilot marketing team and field edge uh Lisa’s on
43:10
field edge uh Lisa’s on probably 18 months ago and just
43:11
probably 18 months ago and just dropped a knowledge bomb on
43:13
dropped a knowledge bomb on marketing Facebook. And you
43:15
marketing Facebook. And you name it um she’s just a
43:17
name it um she’s just a powerhouse so looking forward
43:18
powerhouse so looking forward to a lot of big things coming
43:20
to a lot of big things coming down on the SC Weekly talk show
43:22
down on the SC Weekly talk show looking forward to our talk
43:23
looking forward to our talk next week uh Dan and you know
43:25
next week uh Dan and you know we’ll be posting in but uh
43:26
we’ll be posting in but uh working on uh market shed. so
43:28
working on uh market shed. so that’ll always be a good one.
43:30
that’ll always be a good one. he was at uh as a five 2 years
43:33
he was at uh as a five 2 years ago, I just saw him at the top
43:34
ago, I just saw him at the top 100 lawn care lawn and
43:36
100 lawn care lawn and landscape magazine like I got
43:37
landscape magazine like I got behind me here, State of the
43:38
behind me here, State of the industry Top 100. He drop some
43:41
industry Top 100. He drop some knowledge on what he’s talking
43:43
knowledge on what he’s talking about and if you haven’t picked
43:44
about and if you haven’t picked up your discounted tickets for
43:45
up your discounted tickets for essay thrive, Marcus is
43:47
essay thrive, Marcus is actually gonna be the head
43:48
actually gonna be the head keynote uh talking about. Video
43:51
keynote uh talking about. Video in your sales process, I always
43:51
in your sales process, I always thought to be gleaned from
43:53
thought to be gleaned from Marcus as he’s a silent partner
43:55
Marcus as he’s a silent partner with river pools and spas and
43:58
with river pools and spas and the sales line where he’s going
43:59
the sales line where he’s going out and teaching other
44:00
out and teaching other businesses to crush it like he
44:01
businesses to crush it like he did at river pools and spas so
44:03
did at river pools and spas so til next week as a weekly talk
44:04
til next week as a weekly talk show, Mike Callahan, Dan Plata
44:07
show, Mike Callahan, Dan Plata uh twelve central 1 PM Eastern
44:10
uh twelve central 1 PM Eastern We’ll see you next week. Thanks