Fight Club 4 Business

After starting Two Brothers Painting with his brother Dan in 2008, Justin has continued down an entrepreneurial path with his landscaping company 855RILAWNS, his property management business, Yorktown Realty, and most recently, his consulting business, Ready Business Systems. With a background in electrical engineering, Justin's highly refined work habits, systems, and processes have enabled him to step away from the day to day and remotely monitor and optimize his businesses. Ready Business Systems specializes in Service Autopilot and Automations set up, training, and optimization to help organizations operate efficiently to free the owners time and get their businesses to work for them. In addition, Ready Business systems provides clients with templates and other pre-built systems and subscriptions not provided by Service Autopilot to help business owners get out and build the business of their dreams, such as SendJim, Facebook Marketing, Google Adwords, Search Engine Optimization, and Blogging services.Time Stapms: 📍[3:41]Good job, David!📍[7:49]Justin went from using Google sheets on Palm Pilots to really digging into Service Autopilot automations📍[8:43]Shout out to SendJim https://www.sendjim.io/signup-home📍[9:25]Justin loves Google Ads for marketing and says negative key words are essential📍[10:21]If you can't stay on top of watching your costs on Google Ads, then hire someone to stay on top of the ads📍[13:33]Justin tries to reserve SMS messages for things that are very helpful to the lead/client vs. spamming with sales messages📍[14:57]Justin automates his trigger to SendJim for 5 arounds. So cool how automated that postcard campaign can be.📍[16:49]Multiple touches, multiple methods for clients and leads. Love that he uses email, SMS, voicemail bombs, and postcards📍[18:45]For his landscaping business, he also uses yard signs and Facebook to complete 7-8 modes of touches📍[20:13]Favorite thing to automate: Estimate follow up. Must have to add value in the shortest amount of time.📍[22:13]Heads Up: Justin uses SendJim for recruiting📍[23:53]Job applicants: Same thing, you must have follow up, and using automated follow up is best (just like you do with a client lead)Fight Club 4 Business📍[25:05]Uses automations to filter applicants to qualify/disqualify📍[26:29]Take all of your applicant leads and send them postcards with your job ads📍[36:33]Facebook marketing and re-marketing has been the best recruiting source for JustinQuote of the Week"Automation is solving a problem once, then putting the solution on autopilot." -Michael HyattJustin Woodford : Ready Business SystemsTay Meroni (Marketing) with Pure Pressure WashingMeaghan Likes (Finances) with Bookkeeping Academy Online, Likes Accounting Company & Jeff Likes Clean Windows & GuttersMichelle Myers (Systems) with Pink CallersMartha Woodward (People) with The Pay for Performance Expert, Quality Driven Software & Dusting Divas

Al Levi, “The 7-Power Contractor,” is a success story like no other. After retiringfrom his family contracting business at age 48, Al began sharing his 7-Powersystem with other contractors throughout the U.S., Canada and Australia so they could learn to run their businesses with less stress and more success. His work has impacted numerous contractors across a dozen industries. His focus now is on putting his thinking online through The 7-Power Contractor Signature Operating Manuals System and Signature Staffing System, and his book The 7-Power Contractor. Time Stamps:📍[16:21]Grab your "Cawfee" and join Al.... he's already covered Marketing...now let's tackle money! "Where did the money go?"📍[16:29]Where-did-the-money-go-ebook📍[22:01]Right Customer, Right Call, Right Time!📍[26:57]Financial Manager & Marketing Manager are the two roles that should never be delegated...📍[29:01]List out your org chart and document 80% of the responsibilities for each box in the chart📍[29:45]1. Planning power.... Working on the right thing at the right time📍[30:17] 2. Operating Power.... Working through the Org Chart📍[ 31:13] 3. Staffing Power.... strength of the company is the bottom of the org chart📍[33:01]Managers responsibility is to help their reports meet their accountabilities once they do then they can work on their own box accountabilities...📍[33:49]4. Sales Power📍[33:57]5. Marketing Power📍[34:17]6. Reward Power - What's in it for me?!📍[35:13]If you bring me $1 more than I need - I'll be generous with that $1 - if you bring me less than $1 than I need - I'll coach you, but only for so long..📍[36:05]7. Leadership Power📍[37:09]Check out Al's book the 7 Power Contractor 7powercontractor📍[37:49]Traction.... Traction-book📍[38:29]"What's in it for them" should be all over your job ad....📍[39:01]Don't promise them a job, promise them a career...📍[39:13]And then deliver📍[39:29]Look for willing apprentices that are hungry to learn...📍[42:41]Raise the Bar - you'll be surprised with what you get...📍[44:37]Check out Al Levi & Tommy Mello's most recent podcast --> https://www.facebook.com/giannipeppe/videos/444960747441643📍[45:09]"What's in it for me/them?"📍[46:01]It has to be good for the customer, so it can be good for the company, so it can be good for the staff, so that it will be good for you the owner....📍[50:05]Join our facebook group to get help on your homework --> fightclub4business📍[50:53]Marketing Homework: Are you getting the right # of calls from the right customers at the right time? Review the last 90 days📍[52:13]Finance Homework: Read "Where did the money go" by Ellen Rohr📍[52:57]System Homework - check out al's website 7powercontractor📍[53:25]People Homework - check out the sales process of your recruiting system📍[56:29]Al Homework: Planning Power - working on the right thing at the right time (write down all of the great ideas - fix the biggest problem/challenge or most likely to grow and generate profits in your business) , filter it down to get to 30, then get to your top 5, and commit to working on your top 5 every single week📍[57:13]When you act like you're going to be in business for a while, your business decisions will be easier.Quote of the week"Act Like you're going to be in business awhile... Business decisions get easier". - Irving LeviAl Levi: 7powercontractorTay Meroni (Marketing) with Pure Pressure WashingMeaghan Likes (Finances) with Bookkeeping Academy Online, Likes Accounting Company & Jeff Likes Clean Windows & GuttersMichelle Myers (Systems) with Pink CallersMartha Woodward (People) with The Pay for Performance Expert, Quality Driven Software & Dusting DivasBooks / Bonus:Where-did-the-money-go-ebookTraction-bookfightclub4business

What was started as a side business after Jake was let go from his employer, quickly became something more than just a way to feed his family, but a way to provide for his family and the team that would later come. With a background of logistics from the United States Army Reserves, and in economics and entrepreneurship, Curb Appeal started growing from a seasonal business to a year around opportunity. Our unique strategy for hiring and training was to help young entrepreneurs in home services by showing them hands on training on customers service, operations, and business principles to run their own future business while paying them an above average pay for their immediate needs. Some of those early employees later became a CPA, Graphic designer, an Attorney, 4 Washburn University graduates, and one to start and operate a full-time window cleaning business called CleanCo.Time Stamps : 📍[3:45]Marketing: Why Jake showcases his team and family in his marketing...📍[5:41]Marketing: He treats his team like his family. They have fun and good food (hot pockets and ice cream sandwiches are a hit right now)📍[7:01]Good reminder.... "If an employee won't have a beer with you, they won't die for you." By die for you replace work hard with you...📍[8:25]Fun annual cultural event for Curb Appeal.... Burgers & Pools📍[10:21]The power of "Best of" competitions... How Jake uses his the "best of" to communicate & provide value to his clients...📍[17:57]Jake's career ladder, celebrate their wins, show them that they're valued, help them with savings goals...📍[20:33]Bonus Pool📍[21:25]Why Jake considered adding weekend shifts to tailor his company to cater to college students. They actually have a 24/7 schedule...📍[23:57]A call tree - who to call if there's a problem...📍[24:41]Creating a knowledge base in their training center for what ifs.....📍[26:25]What is Jake using for his training system?📍[28:33]Jake built his training videos simply with iphones... He has learned to talk louder to battle background noise...📍[29:17]Simple troubleshooting videos & how to back in & out of the shed📍[29:57]He stores his LMS privately on his squarespace built website + quizzes📍[32:09]Wash on Video: https://youtu.be/4lnBB1q01M4📍[32:45]Assume that people want to do their best - if they miss the mark look at your training and where you failed...📍[33:01]Take them out for a burger and ask them how they're doing...📍[33:29]Default to Human...📍[34:37]Multiple streams of income from a diverse service offering📍[34:57]Residential gets the most web traffic but only accounts for 15% of income📍[35:25]21% of Jake's YTD sales comes from parks & playgrounds...📍[35:29]https://curbappealpowerwash.com/📍[36:25]25% of income comes from fleet washing to have year-round work... remaining 40% comes from commercial recurring work📍[37:37]Jake's "sales stew:" 21% parks & playgrounds, 25% fleet washing, 15% residential cleaning, 39% commercial & other📍[38:25]Jake loves christmas but hates ladders and the cold but tried it out the first year and his team (& clients) LOVED it!📍[39:05]Adding a new service is rarely profitable the first year as you work out the kinks📍[41:01]Jake was in youth ministry for 7 years and he brought that heart of service & ministry to his business...📍[42:21]If you help other people get what they want, you'll get what you want...📍[43:21]Marketing Homework: Showcase your team📍[45:53]Find out your teammates financial goals and spend some time helping them reach those...📍[46:17]Calendar some one-on-one time with your team - to help them get to where they want to go📍[48:05]Spring time is busy for a lot of industries. Set aside some time for a team day - let them enjoy each other📍[48:29]Join our accountability group: https://www.facebook.com/groups/212495929980533📍[48:53]Reach out to Jake at jake@curbappealpowerwash.com"Quote of the week""You can have everything in life that you want, if you just help enough people in your life get what you want." Zig ZiglarResources:Jake Taylor : https://youtu.be/4lnBB1q01M4 , https://curbappealpowerwash.com/Tay Meroni (Marketing) with Pure Pressure WashingMeaghan Likes (Finances) with Bookkeeping Academy Online, Likes Accounting Company & Jeff Likes Clean Windows & GuttersMichelle Myers (Systems) with Pink CallersMartha Woodward (People) with The Pay for Performance Expert, Quality Driven Software & Dusting Divas

Tay, Meaghan, Michelle & Martha as we go old school style and talk all things business!Time Stamps:[4:49]Tay is concentrating on upsells. Basic marketing is working, so she's not making marketing changes[14:29]Marketing: How to build out a part-time marketing position[15:49]Marketing: What do the accountabilities look like for a marketing position? # Posts, Post Engagement, Review Replies, FB Group Posts, Leads, etc..[23:53]Hey Paisley! We recommend having your CSR answering any of the lead messages from marketing. Michelle recommended a joint Trello board where you can share those leads with you CSR immediately when they come in.[39:57]Here is the growmotely link: https://www.growmotely.com/about/ResourcesTay Meroni (Marketing) with Pure Pressure WashingMeaghan Likes (Finances) with Bookkeeping Academy Online, Likes Accounting Company & Jeff Likes Clean Windows & GuttersMichelle Myers (Systems) with Pink CallersMartha Woodward (People) with The Pay for Performance Expert, Quality Driven Software & Dusting Divas

Owning five different businesses since 1985, the challenges have been vast and with a PurposeRJ has remained driven to create a lifestyle that brings fun, family, friends and travel. After graduating from Kennesaw State University RJ began a soccer coaching career earning his state and national licensees and leading 94% of his players to full college scholarships over 21 years.Along the way earning Coach of the year in the State of Georgia and then Coach of the year in for the United States. RJ has served on the national board for the ARCSI/ISSA as the Chairman to help bring benefit to the members. He and his wife Asha currently own a successful cleaning business, PCT Clean and PCT Janitorial in Kennesaw. He believes life is about serving others to help each other advance.Time Stamps:📍[6:33]RJ's marketing mistakes: Being convinced to do print advertising in a magazine.📍[7:49]Google wasn't around so we had to do print📍[9:29]Some print, might be appropriate as long you are specifically speaking to your avatar📍[9:57]Networking has been one of my best avenues for growing📍[11:29]Make your business card really awesome so it stands out and they're going to keep it...📍[11:41]Networking is such an art. Don't sell. Your presence and connections create the leads.📍[14:09]When you network with confidence you'll attract people...📍[22:57]RJ is a Manchester United fan and has an appreciation for systems and the coaches care for people.📍[23:57]There's a huge connection between coaching an athletic team and leadership of a company📍[24:37]RJ asks if an applicant has ever played a team sport to find out if they are a team player📍[32:25]PCT is his primary source of revenue... But he has a balanced investment portfolio📍[34:09]Are you amazon proof?📍[35:29]Everything for his cleaning company is built around MVV: Mission, Vision & Values....📍[36:21]Every PCT Cleaning starts with a simple prayer that goes back to their MVV.... "Dear God, Help us today to serve our customers the way in which we promised them and keep our team staff."📍[37:33]RJ took 15 months to write his training manuals personally...📍[40:45]How RJ frames his mindset to pivot in the face of adversity in business..📍[41:41]RJ plays to win....📍[43:13]Gosia - RJs business partner...https://www.fightclub4business.com/.../1-25-22-fc4b-with...📍[44:53]Billion dollar flooring company needed help with cleanings after every job and they opened PCT disinfecting. 4.2Million square feet of disinfecting later a solid business partnership was formed...📍[47:37]RJ reached out to his Congressman to make sure the industry is essential during covid - get to know your congressman...📍[49:33]https://linqapp.com/📍[51:29]Marketing: Check out your business card📍[51:45]Finance: Do one thing with absolute confidence this week📍[53:05]Systems: Add a question to your interview process... "Have you ever played a team sport."📍[53:37]People: "look for ways to incorporate volunteerism in your company culture."📍[54:41]Email RJ: rj@pctclean.com📍[55:05]"Great things in business are never done by one person, they are done by a team." Steve JobsResources:RJ Patel: https://linqapp.com/ , RJ: rj@pctclean.comTay Meroni (Marketing) with Pure Pressure WashingMeaghan Likes (Finances) with Bookkeeping Academy Online, Likes Accounting Company & Jeff Likes Clean Windows & GuttersMichelle Myers (Systems) with Pink CallersMartha Woodward (People) with The Pay for Performance Expert, Quality Driven Software & Dusting Divas

If you've ever been on the inside of a high-performing sales team you know that it looks like magic. The intricate dance between sales, product development, operations, marketing, and customer seeming almost effortless. The revenue builds, allowing the founders, employees, and their communities to flourish.But we know that it isn't magic, and it certainly isn't effortless! It is the result of a well-executed plan and talented hard-working humans.Jonathan Whistman has dedicated his efforts to helping people build high-performance sales organizations that people love to join, and that attract the best teams & customers.He has been working as a sales consultant for decades, and his work has centered around the belief that the greatest business results come from elevating human potential to get key staff operating at their highest levels. In his book Sales Boss, he shares the keys to hiring, training, building & managing successful sales teams. Jonathan is also the CEO of Perception Predict, a human-centered data-driven AI assessment tool that empowers small businesses to make better-informed hiring decisions.Time Stamps :📍[9:37]Listen up commercial cleaning companies. Jonathan had some great ideas in the opening📍[10:37]How Jonathan cleaned commercial properties at a higher price, and built a moat around his customers...📍[10:49]Marketing doesn't stop after the sale..📍[12:49]What are the moments that matter in your process?📍[3:09]Sales is like a Broadway play put on by a psychologist...📍[17:45]How you architect interactions both with staff and clients...📍[18:01]https://www.perceptionpredict.ai/📍[22:49]A psycho-graphic profile can assess a potential employee on the KPIs that are important to you before they start and figure out within 15% the likelihood of them working out...📍[25:17]AI = math - they're using a set block of questions, asking it the same way every time and scoring it..📍[26:21]Customer score card - you can predict average ticket, google reviews, and call backs for a new hire📍[29:49]Looking at stable human attributes will they be a natural fit or will it be a struggle📍[30:17]"People are unique... but predictably unique"📍[31:13]We all have an inherent need to be liked...📍[32:53]Your job is to walk out of an interview with 3 reasons you shouldn't hire a person and what your risk is in hiring them...📍[33:41]Recognizing patterns when hiring people - what should we be looking for?📍[34:29]Our job as owners is to curate the employee experience from the very first impression. What do you want a new hire to think, feel & do?!📍[36:13]What feeling does your workplace give?📍[38:49]We need to be mindful that when we enter the doors of our business - we're our authentic self.📍[40:29]How do you want to make people feel?📍[41:41]We treat people the way we want to be treated....📍[43:01]Communication is hard... Being frank can be hard📍[43:53]Martha recommends "Bridges out of Poverty"📍[44:33]https://www.goodreads.com/.../83675.Bridges_Out_of_Poverty📍[45:01]Finding your wow factor...📍[45:17]How to create a wow experience for your staff📍[46:01]People need to feel special, taken care of and that with your organization they can do the greatest work of their life📍[48:01]Everyone wants to feel part of doing something great and making a difference...📍[49:17]How do I regularly lift my staff out of the ordinary of their daily tasks so they have the opportunity to level up and have unique experiences...📍[51:45]Curating new experiences can add to and really enhance the employee experience.📍[52:13]Check out Jonathan's book the Sales Boss - https://www.goodreads.com/book/show/29250550-the-sales-boss📍[54:25]People crave feedback....📍[58:37]Marketing Homework: Marketing after the sale. How do you wow your client after the sale?📍[59:09]Marketing: Find your moment and maximize on it....📍[59:29]Finance Homework: https://www.audible.com/pd/The-Sales-Boss-Audiobook📍[59:37]It's about the belief of what's possible📍[1:00:21]System Homework: What are the 3 reasons NOT to hire someone....📍[1:01:21]People Homework: What is your wow experience for a potential new hire and how do you curate that experience📍[1:02:01]Curate a daily, weekly, monthly, quarterly, annual moments that matter for your team. What do you want them to think, feel and do during that moment that matters...📍[1:02:21]jon@thesalesboss.com📍[1:03:13]https://bit.ly/37OQjkU📍[1:03:57]Jon is challenging you to ask him for help!Quote of the week What do you want your employees to think, feel and do?? And design that experience for them". Jonathan WhistmanResources:Jonathan Whistman: https://www.perceptionpredict.ai/ , Tay Meroni (Marketing) with Pure Pressure WashingMeaghan Likes (Finances) with Bookkeeping Academy Online, Likes Accounting Company & Jeff Likes Clean Windows & GuttersMichelle Myers (Systems) with Pink CallersMartha Woodward (People) with The Pay for Performance Expert, Quality Driven Software & Dusting DivasBonus/Bookshttps://www.goodreads.com/.../83675.Bridges_Out_of_Povertyhttps://www.goodreads.com/book/show/29250550-the-sales-bosshttps://www.audible.com/pd/The-Sales-Boss-Audiobook

Josh Latimer.... what can we say about Josh? Let's start with epic family man, husband and father. Then let's take a journey on the life changing brands and businesses he's launched and continues to support. Josh hangs out with leaders, visionaries and coaches that impact business owners world wide. It's no surprise that we chose Josh to join us in the Fight Club for our 100th episode. Get ready to hear all that Josh has been working on, his latest family updates, how Kid War Plan is doing...and the super cool group he's got going - Honor and Fire. Josh might even throw in a few updates from his epic wife Ashley! - all from the big state of Texas. Sit back and get excited to hear from Josh!Time Stamps:📍[3:53]Welcome to Fight Club 4 Business's 100th Episode with Josh Latimer!📍[5:57]"A weed is a flower without a marketing budget" Josh Latimer📍[8:17]Running a 7 figure home service business is easier to achieve than ever...📍[10:01]Getting on camera is a learnable skill... and will uplevel the professionalism of your company📍[11:09]Who do you want to serve?📍[11:57]Where do your people hang out?📍[12:37]Everyone has heard about serving your avatar, but do you really go deep enough?📍[13:25]What is the emotional hook - how do you get your clients attention?📍[14:09]What is the "purpose" of your video?📍[15:13]When you first start to make videos... nobody cares and noone is watching so it's okay don't be afraid to just start..📍[18:33]Everything you want is just on the other side of Charisma & magnetism - you just have to come out of your comfort zone[19:57]If you are booked a week or two out... you can play a game with pricing[20:45]If you're booked 2 weeks out. Your price can continue to be raised to an infinite amount as long as you stay booked out 2 weeks out.[21:25]100k company with 20% profit that raises prices 20% you'll have a 100% bottom line increase📍[25:33]Price anchoring between packages📍[25:45]Present your most expensive offer first📍[30:05]The 1 sentence persuasion framework...📍[33:01]Encourage their dreams, allay their fears, confirm their suspicions, justify their failures, throw rocks at their enemies....📍[34:17]What should I post? To promote my business.. Macro, micro, nano....📍[35:41]Macro = monthly theme (12 macro topics for social posts) - if you only have a couple just loop them....📍[36:33]Micro = weekly themes that are a subcategory of the macro.📍[37:01]Nano = the days of the week📍[37:45]A system to lay out your content creation...📍[40:41]Josh's lightbulb moment.... business owners are entitled babies... you are not entitled to another person's labor. The labor market has all of the leverage.📍[40:53]We can be a victim or be victorious📍[41:41]Michael Kaplan calls his employees internal customers📍[43:17]The work 40 years and retire from the same company days are gone...📍[43:25]and they're never coming back📍[45:01]Everything gets soo much easier if you charge the right amount📍[45:37]You have to have resources to be generous📍[46:45]Being generous & loving does not mean being a door mat📍[49:33]Marketing Homework: Take your phone, shoot a quick video and post it.📍[49:57]Finance Homework: Raise your prices.📍[51:21]Systems Homework: Check out the 1 sentence persuasion📍[52:17]People Homework: List out how you are taking care of your internal customers? Add the hooks to your job ad📍[54:33]Josh Homework: Think of low hanging fruits to make more without spending anymore? How could you 10x the referrals you get? How could you raise your average ticket?📍[56:09]Best way to get ahold of Josh Latimer - friend request him on Facebook📍[56:21]https://warplanstudios.com/goldrush " Quote of the day ""If you charge a lot of money, you get to spread the love around." - Josh LatimerResources:Josh Latimer: https://warplanstudios.com/goldrushTay Meroni (Marketing) with Pure Pressure WashingMeaghan Likes (Finances) with Bookkeeping Academy Online, Likes Accounting Company & Jeff Likes Clean Windows & GuttersMichelle Myers (Systems) with Pink CallersMartha Woodward (People) with The Pay for Performance Expert, Quality Driven Software & Dusting DivasBonus/Others https://www.facebook.com/groups/212495929980533

If you've ever wondered about the power of your brand, and what it can do for your business, join us on Fight Club tomorrow with Ryan Kettering - one of the best in the business. He will walk us thru how branding can impact your marketing, finance, systems and people! Don't miss this one!Time Stamps:📍[4:41]Marketing: Where & how to get started with branding...📍[6:13] "There's no bad time to move in the right direction"📍[8:01]Your brand is the way you communicate your business to the outside world.📍[10:41]Your brand should be an authentic reflection of who you are as a business.📍[11:41]Understanding of company core belief, who you are & fits in the market📍[13:17]Your marketing should be a reflection of what you stand for as a company📍[13:49]What does the process look like for a rebranding?📍[14:29]Roll outs of a new brand can be as fast or as slow as what works for you...📍[15:33]What is your company's ONE core belief?📍[18:45]All value is perceived value📍[21:05]A strong brand can directly add to your bottom line📍[23:41]You will likely get more runway out of your brand once you have clarity as a company📍[24:49]Last touch attribution is tricky... They'll likely see your brand dozens of times before they google you so how do you know where the lead came from?📍[25:49]You can pull the brand lever and all things can really improve in your company📍[30:21]Your brand has to stem from one thing...📍[31:29]If this isn't worth $100k to you - don't do it...📍[33:05]Nationwide study of 50k impressions per vehicle per day📍[35:09]Is your brand part of the system of your business?📍[36:49]Your brand is a communication system in your company...📍[37:57]You need to have a brand that someone would want to work for.📍[38:41]More visibility is always a good thing.📍[40:33]Your brand can become a rally point for your staff📍[42:29]The psychology of branding..📍[43:53]Ryan is not going to tell you anything you don't know... He's going to be a mirror.📍[44:49]Your mission is what you stand to accomplish in the world, your vision is how you plan to get there....📍[46:09]You are not your work. You can change things right now...📍[47:01]How can you be more of who you are?📍[48:37]It's a process to define who you are, who you're not, and what you stand for. Once you figure that out - you're ready to rebrand and amplify who you are...📍[50:01]Systematic choices of how you will represent your company📍[50:45]If you do things sometimes, you will never do them when you're busy...📍[52:21]Homework: Join our accountability group -https://www.facebook.com/groups/212495929980533📍[58:05]Do a "brand" audit... How do you look? How are your work vehicles representing you? What do your uniforms represent? Is your image consistent? How does your image make your team feel?📍[1:00:29]Grab Ryan's Brand Strategy Guide & Checklist from his website: https://prolificbranddesign.com/📍[1:01:17]https://verticaltrack.com/"Quote of the day"Clarity affords focus -Thomas LeonardResources:Ryan Kettering: https://prolificbranddesign.com/ , https://verticaltrack.com/Tay Meroni (Marketing) with Pure Pressure WashingMeaghan Likes (Finances) with Bookkeeping Academy Online, Likes Accounting Company & Jeff Likes Clean Windows & GuttersMichelle Myers (Systems) with Pink CallersMartha Woodward (People) with The Pay for Performance Expert, Quality Driven Software & Dusting DivasBonus/Others https://www.facebook.com/groups/212495929980533

Diana is the founder of Naturalcare Cleaning Service and Naturalcare Pest Control. They currently have a team of 35 technicians that service is the Houston, Texas area. Family operated, Diana has worked with her husband Chad and her daughter Candice since she started the company. Her passion for helping people grow and employee engagement has helped her keep Naturalcare overstaffed when hiring can be a struggle.Time Stamps:📍[4:01]Marketing to internal employees📍[5:49]Adopting friend's ad copy & titles to create more compelling job listings📍[7:01]Diana spends a lot of time filtering & engaging applicants and in turn has a high show up rate for her ads📍[8:41]Using your client list to help recruit new staff📍[10:01]Sell yourself first in the ad!📍[15:13]Her "newest" admin has been with her company over 2 years.📍[15:45]She's built an internal culture in her office.📍[16:45]She has a weekly meeting around numbers📍[17:53]Office Admin self reporting is crucial📍[21:25]Scheduler: Client Count, Gains, Losses, Available Hours, Capacity & Efficiency📍[23:37]Office Manager: Productivity - Labor Rate, Did they get the job done on time, Percentage Pay + Bonuses,📍[24:05]Hiring Manager: Applications, Interviews, No shows, Job Offers📍[25:33]Sales Person: Leads, Gains, Losses, Total Sales, Conversion Rate, Website leads, one time sign ups, recurring sign ups, client acquisition costs📍[26:53]Your office buys you freedom from your business.📍[27:53]You need to be able to communicate with your staff in order for it to be a mutually beneficial relationship📍[30:53]Diana's applicant process: See indeed ad - go to website - fill out application - this puts them in keap (formerly infusionsoft) - diana starts an automated text campaign that sends them a video - if they watch the video send instructions to schedule an interview - if they don't watch video send a video asking how they're doing - a couple more automated reach outs until the applicant says please go away📍[31:21]Diana is consistently nurturing her recruiting system📍[32:09]She's a data nerd who goes back to see how or why she recruits bad eggs...📍[32:45]She uses a jotform for her interview questions/replies...📍[35:05]She's "hacked" Keap to be her applicant tracking system...📍[37:05]Diana's favorite interview question: Have you ever tried to go to work and your car wouldn't start? What did you do in that situation?📍[39:21]Diana sends a video but gets the most engagement when she asks "did you watch the video?"📍[40:13]By talking about payroll first in her recruiting process the applicants realize how transparent & trustworthy her company is...📍[41:05]Communication can be very hard for some people.... How did Diana improve her communication & transparency. She logs every conversation with staff.📍[41:53]"What did you hear?"📍[42:25]They explain payroll with their company 3 times... At recruiting, at hire & on first pay day.📍[44:25]Her office staff is just starting to get on board with flexibility for the staff schedule...📍[45:09]Diana identifies a problem and then back tracks to where she failed to address the company!📍[46:13]People quit all the time because they're not making enough money and it's so unfortunate because they have lots of opportunities to make more money they just didn't understand it. We need to do a better job explaining our pay and their money.📍[46:41]Fact finding conversations are not bad. They are essential.📍[48:21]They haven't had a no call, no show in 18 months📍[49:57]"Listen, if you decide this job is not for you... We absolutely understand. Some people love it, some hate it. Where we have a problem is when people ghost us, because we want to know that you're ok."📍[50:33]Don't stick out this job just to stick it out...because you'll be unhappy and that will show up in your work.📍[51:45]Join our accountability group: https://www.facebook.com/groups/212495929980533📍[53:21]Marketing Homework: How are you selling your company in your recruiting ad?📍[54:13]Finance Homework: Choose 5 accountabilities for your office team and have a weekly meeting📍[54:29]Systems Homework: Look at jotform to keep track of interview responses📍[55:13]People Homework: Think of one thing you have staff quit over and backtrack to think about how have you educated them about that practice. Could you get more flexible?📍[56:21]Diana Homework: Examine your commitment to recruiting. Do you run fresh ads? Do you interview every week? How much time are you spending on hiring? It has to be a high priority are you making it one?!📍[57:41]Best way to get ahold of Diana: diana@naturalccs.com or on Facebook find Diana Henley📍[58:41]"My office team makes my life possible" Diana Henley"Quote of the week"my office team makes my life possible'.-Diana HenleyResources:Diana Henley: diana@naturalccs.com , Facebook find Diana HenleyTay Meroni (Marketing) with Pure Pressure WashingMeaghan Likes (Finances) with Bookkeeping Academy Online, Likes Accounting Company & Jeff Likes Clean Windows & GuttersMichelle Myers (Systems) with Pink CallersMartha Woodward (People) with The Pay for Performance Expert, Quality Driven Software & Dusting DivasBonus/Others https://www.facebook.com/groups/212495929980533

Ryan Lee is an entrepreneur from Salt Lake City, Utah who has started and grown several multi-million dollar businesses. After selling his Landscape Lighting business in 2019, he founded the world's first coaching program dedicated to the landscape lighting industry. His mission is to help landscape lighting contractors gain freedom from their businesses by teaching them proven sales & marketing systems. He has personally sold over $15M worth of products and services over his career.Ryan's passion for success and ability to start and grow businesses has led him to this point in his life to be a mentor to other business owners looking to gain financial freedom through their business.Time Stamps : 📍[2:37]Good Morning Paul! Thank you for joining us this morning!📍[5:37]The key to sales is getting in front of people who already want what you offer...📍[6:33]Putting himself in front of qualified buyers really helped increase his conversion rate📍[9:09]The Sales Process starts with your mindset.... If you can convince (brain wsh) yourself that your clients need your product & service... From YOU... TODAY! 📍[11:01]How does Ryan get into his zen zone?📍[11:37]He's not selling anyone anything. You're an advisor helping others.📍[11:53]"Don't let grandma die." Ryan Lee📍[13:01]Tell them a high price up front so that it can marinate and they can talk about it. Then when you go in with a lower price they'll have sticker relief as opposed to shock.📍[13:29]What's your average job? What's your minimum job?📍[13:49]"This is NOT an average job. This is a BADASS property."📍[15:05]Build a better system with how to make the ask and sale... To maintain the positive customer experience.📍[20:17]Minimum Job = $2,500 and would take 2 people a half day📍[21:05]Average Job = $7,500 and would be done in one day by 2 people.📍[24:53]He was working insane hours to make $100k, and it was really hurting his family life.📍[30:05]"Let it go, let it go"📍[30:21]delegate, delegate, delegate....📍[31:25]First hire should be a technician. Second hire should be someone to answer the phones.📍[32:09]Ryan lost lots and lots of money by not answering his phones...📍[34:45]Ryan is not teaching you how to start a new business. He's going to help you add this offering to your current business. And he'll show you the way.📍[35:53]Call, Email & Send a Letter - the system telling them about the brand new service...📍[36:37]Majority of Ryan's team are owner operators who are hoping to get out of the business.📍[38:45]Ryan helps you double your profits so that you can find freedom in your business....📍[40:21]Stay out of the victim mentality... There are still GOOD people out there looking for YOUR job.📍[44:09]Who has held on to an employee too long - then let them go and felt happier?📍[48:25]https://ryanleecoaching.com/📍[49:53]https://landscapelightingsecrets.com/📍[50:41]Marketing Homework: What is your conversion rate by service offering?📍[53:09]Finance Homework: What is your labor rate by services you offer📍[53:21]System Homework: Be like Paul!📍[53:53]People Homework: Fire your toxic employee... If you've not been documenting - you need to document!📍[55:53]Ryan Homework: You can raise your price by 10% and lose 20% of your client base and you'll end up in the same place.📍[57:29]"If you won't raise your prices 10%... I'm not going to inspire you - give up!" Ryan Lee"Quote of the day"Change your language, change your mindset, change your actions, change your lifeRyan Lee : https://landscapelightingsecrets.com/ , https://ryanleecoaching.com/Tay Meroni (Marketing) with Pure Pressure WashingMeaghan Likes (Finances) with Bookkeeping Academy Online, Likes Accounting Company & Jeff Likes Clean Windows & GuttersMichelle Myers (Systems) with Pink CallersMartha Woodward (People) with The Pay for Performance Expert, Quality Driven Software & Dusting Divas