The Void #9 ** Core Episode ** Evaluate Performance, Make Adjustments, and Improve – February 14, 2021

In this episode, we’ll discuss doing work.  We’ll talk about how to understand the difference between good performance and poor performance.  We’ll show you three key areas of your business to monitor that will help ensure success.  Staying on top of these three key areas will provide undeniable results while allowing you to stay focused on what matters.  As always, thanks for listening and thanks for sharing!  Enjoy the show!

00:00
[Music]
00:04
hey everybody and welcome to the void a
00:06
show dedicated to filling the void
00:08
between being an employee and becoming
00:10
self-employed most people refer to
00:12
starting your own company as taking the
00:14
leap as if they are blindly jumping off
00:17
a cliff and into the unknown
00:19
this show is here to help you understand
00:21
that it doesn’t have to be that way
00:23
i’ll share with you the process i used
00:25
for starting my company and you too can
00:27
be on your way to starting your very own
00:30
service-based company we’ll work through
00:32
some common issues that are preventing
00:34
you from starting your own company and
00:36
fulfilling your own true potential
00:39
as always if you like what you’re
00:40
hearing on the show please do us a favor
00:42
and help share the void with somebody
00:45
else who might be wanting to start their
00:47
own company
00:48
we saw an opportunity to help others
00:50
understand that self-employment is very
00:52
much within your reach and just as our
00:55
businesses have grown organically and by
00:57
word of mouth we want this show to grow
00:59
the exact same way
01:01
this takes two things for that to happen
01:04
one is we have to put out some great
01:06
content the other is you have to help
01:09
share our valuable message
01:11
we know that many of you out there are
01:13
on different social media groups for
01:15
your various trades skills and crafts
01:18
facebook groups for example are begging
01:20
for this kind of info virtually every
01:22
day so if you see somebody asking
01:25
questions about starting their own
01:26
service based company please do us a
01:28
favor and drop a link to the show
01:31
i’m your host mitch smedley and with me
01:34
as always is david hilton
01:36
mitch dave what’s up man what’s going on
01:38
dude i am
01:40
so excited that this is the last of the
01:43
core episodes i know and i don’t mean it
01:45
like
01:46
we’re done no but i mean it like we’re
01:49
moving on to something else which is
01:50
which is what other people should be
01:52
excited about with their businesses yeah
01:54
once you’ve reached a small goal you’re
01:56
going to keep on moving you know and
01:58
marcus
01:59
he you know
02:00
he’s the one that has said whether i can
02:02
be on the show or not
02:04
and he so far has said
02:06
he can keep being on it right you know
02:09
we had a big long talk earlier we’re
02:11
good he says yeah you know maybe a few
02:13
more maybe a few more oh you know i just
02:15
i want to say thanks how’s it going guys
02:16
marcus my main man
02:19
we got marcus behind the microphones
02:21
behind the cameras he’s a voice that’s
02:23
often heard but never seen
02:26
and you guys are welcome i love it you
02:28
guys are waking me up from my nap man
02:29
you know people stay people see the
02:33
nine episodes nine’s a small number you
02:34
know what for us it’s been a lot of
02:37
you know growth well and a lot of work a
02:39
lot of prep a lot of
02:41
uh bonding
02:43
you know i want to say yeah and it’s
02:45
it’s been i’m happy to be a part of it
02:47
and with the format of the show it’s
02:49
kind of weird but after the nine
02:50
episodes like this is where things get
02:52
started like we had all of this
02:54
information that we had to get out there
02:56
to give you the tools that you need kind
02:57
of the course overview so to speak right
03:00
finally we’re at the point where this
03:02
show is really
03:04
gonna start to get a lot of fun because
03:06
now we get really interactive with our
03:07
listeners yeah and and we learn about
03:10
their stories they’re right you know
03:11
what they had to overcome and it’s
03:14
it’s not just going to be learning and
03:15
preaching
03:16
you know certain things we’re gonna be
03:18
learning stuff too hey yeah wow i had no
03:21
idea yep that x
03:23
you know was a problem right you know
03:25
because they were in a different
03:26
industry than than we have been in yeah
03:28
so
03:29
man i’m just i’m super stoked it’s going
03:31
to be a lot of fun so at the end of this
03:33
episode we’re going to be uh giving you
03:35
guys an email address where you can
03:36
email in questions yeah yeah and and so
03:40
you’ll be able to email in questions um
03:42
that that you have after listening to
03:44
the nine episodes if you still have
03:45
questions about uh how to start your
03:47
company or struggles that you’re having
03:49
with your newer company and and we’re
03:51
gonna do our best to
03:53
help you work through those so um the
03:56
the other cool thing that happens after
03:58
these cornine episodes is we’re going to
03:59
get to a point where we’re bringing on
04:01
guests and these guests are going to be
04:03
people that have started their own
04:04
businesses and we’ll be able to talk
04:06
with them face to face about
04:08
interactions that they had
04:10
struggles that they you know encountered
04:13
in their first years of business things
04:14
we would have never thought of also
04:17
we’re going to talk about things that
04:19
they recognize that they did well and
04:21
they’re glad they did and so which is
04:23
basically the basis of this episode
04:26
right for us right right now and i i
04:29
mean
04:29
we’re gonna go over there you know
04:31
normally i read the the preparation
04:33
steps and the beginning steps i’m gonna
04:35
make mitch do it today yeah but so so
04:37
before we get you know too far on why
04:39
don’t let’s rehash yeah i’m going to ask
04:41
mitch
04:42
what are the preparation steps what are
04:44
the beginning steps and what episodes
04:47
have those been in yeah so in previous
04:49
uh episodes we’ve discussed our six
04:52
steps needed for success when you’re
04:54
starting your business uh we broke those
04:56
step six steps into two groups one is
04:59
the preparation steps these are steps
05:01
that you need to be actively doing
05:04
before you start your business the next
05:06
group is the beginning steps and these
05:08
are steps that you’ve you’ve read about
05:11
and you know about before you’re
05:13
starting your business but you’re not
05:14
actively working on them until after
05:17
you’ve started your business
05:19
and so the first step is personal
05:21
finance preparation and we covered that
05:24
in episodes one and two really more more
05:26
episode two than one yes
05:28
and episode one was really you know it
05:30
was a recap it was
05:32
it was like a preparation on the
05:33
preparation yeah but but there’s there’s
05:36
some good stuff in there yeah yeah
05:37
episode one was kind of outlining the
05:39
the outline for the show but also making
05:41
sure that you had the right vision for
05:42
your company why you’re gonna do it yeah
05:45
um
05:45
um step number two was business finance
05:49
preparation and that was found in
05:51
episode three
05:52
um step number three
05:55
is systems preparation and this consumed
05:58
episodes four five and six and if you’re
06:01
gonna go back and and listen to them and
06:03
and you’re not sure exactly
06:06
i went back and and listened to them so
06:09
four five and six i listened to four and
06:11
five
06:12
twice
06:13
each because i
06:15
there’s a lot of info in there and i was
06:17
i i wanted to make sure that
06:19
it came across as
06:21
um
06:22
i shouldn’t say came across i wanted to
06:24
make sure that information was out there
06:26
and it is in those steps but if you need
06:28
to listen to it twice it’s kind of like
06:30
when you read a book and you’re like
06:31
what the hell just happened yeah
06:33
or when you take a lot of time to just
06:36
you know re-listen yeah so and we didn’t
06:39
talk about this in pre-prep but you know
06:41
they were
06:42
there’s a lot of really good information
06:45
in episodes four five and six it’s like
06:47
watching a movie where the second time
06:48
you watch it you catch things that you
06:49
didn’t notice the first time so
06:51
um and and that’s why we’re doing this
06:54
in podcast form so you can go back and
06:55
re-listen and re-listen so yeah um so
06:59
the the other three steps are the
07:00
beginning steps you’re working on these
07:02
after all your preparation steps are
07:04
complete so step four is community
07:07
involvement work and that was covered in
07:09
episode seven and we summarized that
07:12
also
07:13
with a hashtag of find the need fill the
07:17
void
07:18
and
07:19
so as you are getting your business
07:21
rolling and you’re sharing about some of
07:23
the community involvement work you’re
07:25
doing feel free to use that hashtag find
07:28
the need fill the void that hashtag
07:31
has two facets to it one anybody who’s
07:34
never listened to this podcast will
07:35
understand what that means it means that
07:37
you are actively seeking out a need in
07:39
your community and you’re taking care of
07:41
that need
07:42
anybody who has listened to this podcast
07:45
will also know exactly what that means
07:48
they’ll know that you are a listener of
07:50
this episode i love that episode yeah
07:52
that’s probably been my favorite and
07:54
and i’m not sure why
07:55
it wasn’t that there was just a ton of
07:58
blind information in it it was
08:01
it was it was very real about
08:04
how you can
08:06
you know when when a business is a part
08:08
of a community it’s something more than
08:11
a business yeah that sounds so cliche
08:13
and stupid to say but but that’s really
08:15
what it is you’re you’re getting free
08:17
advertisement you’re becoming ingrained
08:19
in the community and
08:21
and when you’re ingrained in the
08:22
community you’re not just making money
08:25
making a profit but you’re part of
08:27
something greater than yourself and i
08:30
loved it the the cool part about it is
08:33
your business name
08:35
just becomes automatic with the
08:37
customers if yeah if it really does if
08:40
you if somebody is identifying that
08:42
somebody in the community needs your
08:44
services and they’re in that community
08:46
involvement need where they’re needing
08:47
kind of the charitable work it’s just
08:49
automatic to go to your business if
08:51
you’re coming into this episode and you
08:53
don’t know what mitch means by uh
08:55
charity
08:56
listen to that episode and it’ll make
08:58
sense right because because we’re
08:59
talking about um not just
09:02
community service and not just being
09:04
part of the community but we’re talking
09:05
about
09:06
giving back to your community
09:08
and when you give back to your community
09:11
um
09:11
you’re something greater than yourself
09:13
and people see that
09:15
and it it’s very important yeah you did
09:17
like i said that was my favorite episode
09:19
and and you really need to go back and
09:21
and listen to that yep yep um episode
09:25
number eight
09:26
covers step number five and that is wake
09:29
up do work and repeat and and
09:32
it seems silly that we would have to
09:34
talk about it but a lot of people it’s
09:35
stupid yeah it seems stupid but you have
09:38
got to a lot of people get to that point
09:40
where their business is kind of off the
09:42
ground and running and they think they
09:43
can coast and they really can’t like
09:44
that’s the time to really crank it out
09:46
and drive home to your community and
09:48
also drive home to yourself that we’re
09:51
in this for the long haul and we’re
09:52
ready to if you’ve been doing it for 15
09:54
years okay yeah if you want to coast a
09:56
couple days you’ve earned it right we’re
09:58
talking about year one right get off
10:00
your ass right do it so
10:03
uh episode
10:04
uh number nine is today’s show um and
10:07
that is going to cover the final
10:08
beginning step and that is evaluating
10:11
your performance making adjustments and
10:14
improving yeah so on today’s uh show
10:17
we’re going to talk about that final
10:19
area of adversity that you’ll need to
10:21
overcome
10:22
and and this is an adversity where
10:24
people struggle right they they start a
10:27
business
10:28
and
10:29
it’s not going in the direction that
10:31
they want but they don’t even know where
10:33
to begin on how to get it course
10:35
corrected and back on target they may
10:37
not even know what target is it’s hard
10:40
for people to take um criticism and when
10:43
we say criticism that doesn’t mean you
10:45
know when a lot of people hear criticism
10:47
and they say they think uh he’s talking
10:49
down on me no that’s that’s not what
10:51
criticism is
10:53
and
10:53
i shouldn’t say that sometimes it is
10:55
yeah sometimes someone is telling you
10:57
you’re a jackass yeah but if you can’t
10:59
take those things
11:00
and apply them
11:02
uh to your business or your current you
11:04
know what life situation this isn’t just
11:06
a business thing if you can’t
11:11
if you can’t apply those
11:13
to how you’re acting or how you’re
11:14
running a business you might be in
11:16
trouble yeah yeah it’s gonna it’s gonna
11:18
be tough like uh any any sports team or
11:21
any anything
11:22
that that is
11:24
measured in statistics they’re
11:25
constantly reevaluating ways that they
11:28
can improve their performance yeah you
11:30
take a football player for example and
11:32
he’s saying well if i start with a
11:33
three-step drop
11:35
i can hit that passer at this point well
11:38
if i start with a five-step drop well
11:40
now that receiver is
11:42
farther down the field 40 yards down and
11:45
so
11:46
the ball’s going to be in flight a
11:48
little bit longer you know this so
11:51
criticism is not a bad thing criticism
11:54
is the ability to stand on the outside
11:56
for a second and look at how can i
11:59
improve this yeah he’s your coach saying
12:00
hey dude when you do that
12:03
you’re early yep when you get to that
12:05
fifth step you need to take a hitch so
12:08
you need to stay when instead of instead
12:10
of planting and throwing maybe you need
12:12
to plant and pivot your hips just a
12:14
little bit
12:15
to make that throw on time right or or
12:18
the receiver maybe needs to take another
12:20
half yard
12:21
because the
12:22
the quarterback can’t
12:24
um he just can’t do it based on the line
12:27
progression yeah yeah you know
12:29
and you have to
12:31
and when we say you know course
12:33
correction that’s not just you that’s
12:35
your employees as well if you have
12:37
employees say you’re the quarterback
12:39
yeah if you have employees
12:40
say you’re the quarter what whether
12:42
you’re the quarterback and one of your
12:44
guys is the receiver or you’re both
12:47
you know what i mean if you’re both you
12:49
still need to be like okay that receiver
12:51
needs to be a half yard
12:53
i need to be better with my employee or
12:55
my customers right you know you have to
12:58
be able to
12:59
accept that evaluation from yourself
13:03
and from other people if you want to get
13:05
better well and
13:06
if you’re self-employed and you’re the
13:08
only employee for the first few years
13:11
you’re also your own coach yeah you have
13:14
to be able to identify some of that
13:15
stuff for yourself and so that’s what
13:16
this episode is dedicated to is giving
13:19
you a few key areas to identify
13:22
where
13:23
your performance is and are do you need
13:26
to improve or not and listen i’m gonna
13:28
i’m gonna just a little tangent there so
13:30
i was on we’ve said it before i was on
13:32
my own i had no employees i had no
13:34
manager i know nothing and i was i’m
13:36
winging it
13:37
but i asked
13:40
other guys that were in my
13:43
business hey dude
13:45
what did you do in this situation and
13:48
was i asking for evaluation no
13:51
but if they said hey i did this in that
13:54
situation
13:55
over here and i was doing this over here
13:58
i had to say
14:00
why was i doing this why was he doing
14:02
that
14:03
would it be better for me to
14:06
maybe meet in the middle of those two
14:07
things that’s what we mean by
14:09
self-evaluation yeah and getting better
14:12
yeah
14:13
yeah it’s it’s swallowing your pride and
14:15
just doing what it takes to improve yeah
14:17
you and sometimes
14:19
and listen not sometimes a lot of times
14:22
you have to swallow that pride and say
14:23
oh man i up yeah i’ve got to get
14:26
better at this yep and and if you can’t
14:29
do that
14:30
this may not be for you yeah it’s it’s
14:32
the brutally honest truth it is so you
14:35
got to learn how to be your own coach
14:36
yeah and sometimes you will drive that
14:37
ship into the ground yeah yourself and
14:40
it may be a hard lesson lesson to learn
14:42
yep
14:43
so
14:44
um the the final beginning step evaluate
14:46
performance
14:49
make adjustments and improve
14:51
let’s
14:52
let’s look at some ways to recognize
14:54
poor performance and some things that
14:55
you can do to improve poor performance
14:59
there are many ways that you will
15:01
perform poorly in your first six months
15:04
more than you think there there are a
15:06
lot right um some are more dangerous
15:09
than others and so if your business is
15:13
um
15:16
if your business is busy and you’re
15:18
running short on time it’s important
15:21
that you know the areas that you can
15:24
afford to let slide momentarily but also
15:28
you know the areas where you have to
15:29
stay strong in and those are judgment
15:31
calls and they’re really judgmental
15:32
they’re judgment calls we’re going to
15:34
cover them here yeah uh the key word
15:36
there though is is letting them slide
15:38
momentarily because you don’t want to
15:39
let them slide too long
15:41
no you want to stay on the train track
15:43
yeah everything that we’ve worked on to
15:45
this point is important however there
15:47
are really three key areas where you’re
15:50
going to want to be measuring your real
15:52
performance
15:54
any of these items that you you have in
15:56
place on your tracking spreadsheets are
15:57
of great value that’s why you put them
16:00
there
16:01
so let’s look at some areas uh that
16:03
you’re likely to do poorly from time to
16:06
time and we’ll put some things in place
16:08
for how to correct them
16:10
before we can understand poor
16:12
performance we need to understand how to
16:14
tell the difference between poor
16:15
performance and good performance
16:18
this is where some of your goals come
16:20
into play
16:21
goals are benchmarks for success goals
16:23
are what determined if you have
16:25
performed well or performed poorly so
16:28
once a goal is set
16:29
anything under that goal is considered
16:32
poor performance anything above that
16:33
goal is considered good performance
16:35
right this isn’t new
16:36
um it’s it’s really that simple but we
16:39
need to remember that none of this is
16:41
personal either the millionaire mindset
16:44
requires that you remove all of your
16:46
emotion from your decisions this is just
16:49
understanding when to celebrate or when
16:51
to work harder
16:53
you’ll soon learn to embrace poor
16:55
performance the the proper response for
16:58
poor performance is you get an
16:59
opportunity to improve yourself so
17:03
you’re the only one that can fix your
17:05
poor performance and so whenever i
17:07
recognize i’m performing poorly in an
17:09
area
17:10
there’s a humbling gut check moment
17:12
initially there’s a moment where my
17:14
emotions are rising up and i have to
17:16
push them down but ultimately it’s the
17:19
same resolution every time it’s i get an
17:22
opportunity to come out of this stronger
17:24
and you don’t
17:26
what
17:26
in layman’s terms don’t dwell on the
17:29
fact that you made a mistake no don’t
17:31
dwell on the fact that things aren’t
17:33
going well
17:35
this is kind of like the
17:37
you’re still at your job and you’re
17:39
wanting to leave but you hate it yeah
17:42
it’s the same thing you hate the fact
17:43
that you made the mistake
17:45
but take that as an opportunity to
17:48
improve yourself to improve your
17:50
knowledge base your wisdoms base and say
17:53
hey
17:54
now i’ve learned something i know that i
17:56
can’t do it that way and i’m gonna i’m
17:59
gonna put it behind me i’m gonna move on
18:02
from that decision yeah does that make
18:04
sense oh yeah yeah
18:06
i’ve watched countless people try to
18:08
blame poor performance on a bad customer
18:12
bad timing bad weather bad tools bad
18:16
equipment
18:17
or or any other
18:20
excuse they can come up with hurt a lot
18:22
of those man yeah meanwhile other
18:24
technicians are breaking records running
18:26
those same service calls dealing with
18:28
those same customers at the same time in
18:30
the same weather using the same tools
18:33
they’re working on the same equipment
18:35
the only difference is the mindset of
18:37
the individual and that’s that
18:39
millionaire mindset it is that’s that’s
18:41
taking and like we’ve talked about
18:43
before
18:44
millionaire mindset is
18:46
um
18:47
taking hold of your situation taking
18:49
responsibility of your your situation
18:52
okay because the only person that can
18:54
change your situation is you yep and
18:57
that is the millionaire mindset that
18:58
we’ve talked about a thousand times and
19:00
we’re gonna keep beating into you guys
19:03
yeah over and over again people that
19:05
blame outside factors for failure will
19:08
always fail they fail because they
19:11
refuse to admit that the only part of
19:13
the problem that they can control is
19:15
themselves and they refuse to correct
19:18
that
19:19
people that recognize
19:21
outside factors and create strategy to
19:23
overcome them
19:25
are usually the people that succeed
19:27
and
19:28
can i jump in there when you’re able to
19:31
do that when you’re able to step outside
19:35
of yourself i know it’s a double um
19:38
it’s a huge benefit to you when and
19:42
people think that when i do this
19:46
i’m not being true to myself no
19:48
right you’re being extremely true to
19:51
yourself and you’re being honest with
19:52
yourself
19:53
and you and you’ve come to a breaking
19:55
point
19:56
where you can
19:58
advance and improve and it’s a huge
20:01
thing you know a lot of us don’t learn
20:03
that until we’re older yeah and if
20:05
you’re but i’m not saying if you’re 23
20:08
and you’re listening to this man woman
20:10
whatever
20:11
you can’t learn that now by having
20:14
someone else
20:16
i don’t want to say we’re teaching
20:17
people but guiding you in that direction
20:20
you can do it yeah take a step back
20:23
realize what’s happening and say what
20:24
should i do yeah and if you can continue
20:27
to do that you’ll be successful whether
20:30
you start a company whether you work for
20:32
someone with no matter what you do in in
20:35
your family life that’s a family life
20:37
moment too you know hey i yelled at my
20:40
kid today
20:41
man i shouldn’t have right i made a
20:43
mistake
20:45
that translates into everything if you
20:47
can do that yeah and a poor parent would
20:49
say well i wouldn’t have had to yell at
20:50
him if he didn’t do this exactly right
20:52
so exactly maybe you know what maybe
20:54
your child
20:55
um
20:57
maybe they did do something wrong but
20:59
maybe the best action for them to
21:01
correct correct their behavior is you
21:04
not yelling at them and stan and that’s
21:07
part of
21:08
of your correction
21:09
really deep right there but yeah you
21:11
know removing your emotion from the
21:12
situation standing back and offering
21:15
criticism to yourself before you
21:16
criticize your child and then saying hey
21:19
i’m sorry right let’s move on here i i
21:23
want all of us to be better right right
21:25
um let’s take a look at some realistic
21:28
goals that you should have for your
21:30
company and for your performance and
21:31
then we’re also going to look at some b
21:34
hag goals uh b-h-a-g dave dave was
21:37
laughing mitch wrote this earlier yeah
21:39
and i didn’t i was like do you mean
21:41
b-h-a-g do you mean b hag what yeah what
21:44
are you talking about so so i’m
21:46
gonna make him explain to you like i
21:49
made him explain to me this is how i
21:51
operate right so a realistic goal is one
21:53
that should happen if everything goes as
21:55
planned
21:56
um a b hag goal b-hag b-h-a-g big hairy
22:00
ass goal
22:02
is is one that takes marcus are you i
22:05
thought you were producing this show i
22:07
don’t know what the i was supposed
22:08
to do yeah
22:10
we talked about this half an hour ago
22:12
and it’s still eating on me a little bit
22:14
you know hey that’s mitch dude that’s
22:16
all mitch
22:17
i’ll say this i have achieved quite a
22:19
few b hat goals in our first 18 months
22:21
of business so
22:23
sometimes you got to have fun and
22:25
puts some really crazy stupid in
22:27
here sometimes i get it out sometimes it
22:30
stays in i sometimes we let him roll
22:32
with what he wants to roll with i said i
22:34
like it i think it’s funny i said all
22:36
that and all you heard was hairy ass yes
22:38
is it all i heard and i had nightmares
22:40
when i was 19.
22:43
all right so that’s another story for
22:44
another day a b hat goal is a goal that
22:47
takes significant effort and preparation
22:50
to achieve
22:52
so when i invested thirty thousand
22:54
dollars into our company to get things
22:56
started i set a realistic goal to get
22:59
everything paid off within five or six
23:01
months
23:02
i also set a bhag goal
23:05
to get everything paid off in three
23:07
months
23:08
i had run the numbers and if everything
23:10
went as planned we should have had
23:12
enough to completely repay the business
23:14
debt to myself in five to six months
23:17
i also figured that if we had enough
23:19
calls and if i had enough energy to run
23:22
them and if i performed well on those
23:24
calls then we had the possibility
23:27
of paying off our startup costs in three
23:30
months
23:31
so this became my first
23:34
b hag goal
23:35
so when you’re setting goals
23:38
when when you’re setting goals make sure
23:40
to set two
23:42
look at the realistic goal like what
23:44
should happen but then also look at the
23:47
the b hat goal or whatever you want to
23:49
call it of of something that is is
23:52
significant and if all things line up we
23:55
could end up here now and listen i i
23:58
want to say something so i didn’t have
24:00
you know when i started my business i
24:02
didn’t have something like this i didn’t
24:05
call it something
24:07
but it was ingrained in me like you know
24:10
i had my minimum goal i actually had
24:12
three so i had i had my minimum goal
24:15
my
24:16
um what i thought the average goal
24:19
should be and then i had oh we’ve
24:22
made this money now and i had a plan for
24:24
each you know
24:26
if i underperformed and this is one of
24:28
those
24:29
this really
24:30
is in the episode of you know what do i
24:33
do what do i evaluate
24:35
you know how do i get better if i got to
24:37
there
24:38
my average was obviously my plan
24:40
but then i had a plan for
24:42
you know if i went above and beyond that
24:44
what was i going to do with that money
24:46
right you know was i going to invest it
24:47
back in the company was i going to
24:49
take trips with my wife the answer was
24:51
not trust with my wife it was invested
24:53
back into the company right but
24:55
you know there’s nothing wrong with
24:56
having plans and contingencies
24:59
for every situation and you know a lot
25:02
of people get into the
25:04
um analysis by paralysis
25:07
you know i’m taking on said that
25:08
backwards paralysis by analysis yeah
25:11
exactly yeah you mentioned what i was
25:13
saying
25:13
um
25:16
that’s not really i mean that’s a thing
25:17
in sports but that’s not a thing in
25:19
business i don’t think no it’s a thing
25:21
in business and that’s probably one of
25:23
the key factors of why we started this
25:25
show is because people will analyze
25:27
things till they’re blue in the face and
25:28
never start their business and so or not
25:30
enough right or not enough they’re
25:32
probably an extreme of either and
25:34
and i just had three you know mitch had
25:36
two here i just had three i had below
25:39
what i thought and then the dream
25:42
scenario yeah and that’s okay you can
25:44
you can break down
25:46
um where you think you should be in each
25:48
one of those categories and ultimately i
25:50
have three too we just have two
25:51
different ways to look at it my i had
25:53
two right i had my my standard goal and
25:55
then my b hat goal
25:57
my my third option my you you said below
26:00
yeah where you thought and you’re big
26:02
right so anything under my standard goal
26:05
was my below and we talk about that
26:06
later in this episode yeah you know we
26:08
talk about hey
26:10
we’re not getting enough calls hey we’re
26:12
not making enough sales and and that’s
26:14
kind of why i brought that up there
26:16
we’re going to get into that and give
26:18
you
26:19
um
26:19
[Music]
26:21
knowledge to help you make the right
26:23
decisions in those scenarios yeah yeah
26:25
so uh before we get into those i want to
26:28
talk real quick about goals
26:30
there’s a lot of people who set goals
26:32
which are really dreams
26:34
and they’re really like lofty
26:36
aspirations but they have no bearing and
26:38
no context and no realistic plan to get
26:41
there right you’ll see people like oh i
26:43
want to go to tahiti one day and they’re
26:45
making 12 an hour flipping burgers at
26:47
mcdonald’s and they ain’t changing
26:49
anything to make it to tahiti you know
26:50
what and that’s a great example so say
26:53
say they are working there but say that
26:55
person
26:56
is setting aside five bucks a day
26:58
totally different they have a plan right
27:00
and that’s what mitch means right if you
27:03
are gonna do that and this gets back to
27:06
the planning and preparation no matter
27:08
where you are in your journey whether
27:11
you’re working at mcdonald’s making 15
27:13
bucks an hour whether you’re a ceo at a
27:17
company making 130 you have to have a
27:20
plan and be prepared no matter what
27:23
right and that gets back to the mindset
27:26
and the self-evaluation where am i at i
27:29
need to step back and look
27:32
where am i what can i do yeah so like
27:36
what what i’m really driving home is my
27:38
goals were based off of realistic
27:40
scenarios they weren’t pipe dreams they
27:42
were
27:43
okay i can physically run this many
27:45
service calls a day i know i can run an
27:47
average sale of this i know i can close
27:50
and and convert those calls at this
27:52
percentage and so i could build
27:55
realistic numbers the one things
27:58
the couple of things that i can’t
27:59
control
28:00
directly is
28:02
i can’t guarantee you how many times the
28:04
phone’s gonna ring today right so i kind
28:07
of had my my base goal of how many times
28:09
i thought it would ring but then if
28:11
things get really busy well then we
28:13
might be able to stretch up to this goal
28:15
here and so
28:17
goals are realistic expectations yeah
28:20
and i think a lot of aggressive goals is
28:21
okay yeah and i think a lot of people
28:23
shoot themselves in the foot because
28:24
they set a goal out there that’s
28:26
unrealistic or unattainable and then
28:30
when you constantly do that you’ve set a
28:32
pattern of never achieving your goals
28:34
and that can make you
28:35
they can actually make you depressed it
28:37
can make them make you
28:38
like physically ill so
28:41
that that’s why i like the goal that
28:43
should have the realistic goal that
28:44
should happen i don’t want to say
28:46
automatically but like when you put in
28:47
the work and do everything else like
28:48
here’s the one that should happen
28:50
that sets a pattern of i achieved that
28:52
goal even though this is a base standard
28:54
of you know benchmark performance you’re
28:56
still in a habit of okay i achieve that
28:58
goal now let’s work to the next and
29:00
that’s achieved that one and that’s
29:01
mindset right you’re you’re trying to
29:04
and listen
29:05
if if you’ve been working construction
29:07
for 10 years you haven’t thought about
29:09
all those things
29:11
you need to think about those things
29:13
yeah that’s how successful people think
29:15
yeah okay and and when i say think i
29:18
don’t mean their brain power is just
29:20
making that happen no they’ve learned
29:22
those things yeah and you have to make
29:25
yourself
29:26
think that way yeah to get to those
29:29
goals yeah
29:30
so the number the number one most
29:32
important
29:34
goal is your monthly revenue goal um
29:37
revenue is required for the business to
29:39
function so your revenue goal should be
29:41
built from the metrics that you’ve set
29:42
for yourself and we talked about those
29:44
in previous previous episodes so
29:47
i’ll walk with you
29:49
through how i set my revenue goals so
29:52
you can do the same
29:54
my business was an in-home service
29:57
business
29:58
but these numbers should play fairly
30:00
well through any of these so
30:03
we’ll use some generic numbers here just
30:05
to keep things really simple these
30:07
aren’t the numbers i use for my business
30:09
uh full transparency the numbers i used
30:11
were much higher than these but these
30:13
numbers are base round numbers that are
30:16
easy to work with
30:17
so um
30:19
we we’ve talked about before your
30:21
billable hour is is a number that you
30:23
want to be charging per hour right so uh
30:26
my let’s just say if your billable hour
30:28
is 100 an hour
30:31
then your your average sale should be
30:34
two times your billable hour so your
30:36
average sale should be two hundred
30:38
dollars an hour
30:40
if you plan to run four service calls a
30:43
day again in-home service business
30:45
related
30:46
if you plan to run four service calls a
30:48
day and you plan to work five days a
30:50
week
30:51
then you should be running 20 service
30:53
calls a week
30:55
okay your conversion rate in an in-home
30:58
service business industry
31:00
should be 80
31:01
so that’s the number of sales you make
31:03
versus the number of calls you run
31:06
so if we’re running 20 calls a week at
31:08
an 80 conversion rate that comes out to
31:11
making a sale on 16 of those calls
31:16
you take those 16
31:18
sold calls and multiply it by your 200
31:23
average sale and that brings that
31:26
develops your revenue goal of 3 200
31:30
per week or
31:33
640
31:34
per business day
31:37
that’s a lot of numbers so if you need
31:38
to go back and hit rewind a couple of
31:40
times and listen to that feel free i
31:42
have a question yep so those numbers
31:44
were based on you
31:47
working by yourself
31:49
those those were mitch’s numbers when he
31:51
started mm-hmm
31:53
or no
31:54
they well the av the billable hour was
31:57
greatly different but i’m just going to
31:59
use that as a
32:00
percentage yeah of what that is yeah
32:02
yeah yeah okay so
32:04
um
32:06
also
32:07
i was starting out with a company of one
32:10
and so like myself i was the one running
32:13
all those plumbing calls and so i knew i
32:15
could run four calls a day for
32:17
an average of four calls a day five days
32:19
a week some days i might run six calls
32:21
some days i might run one can i ask you
32:23
what your actual billable hour was uh
32:26
i’d rather not disclose that because
32:28
that’s kind of a market-based thing and
32:29
that all kind of depends on each
32:31
individual business okay but
32:34
so so for instance
32:36
numbers for mitch just for fun because
32:38
he doesn’t he does a lot of prep work
32:40
and then doesn’t put a lot of things in
32:41
yeah but it it brings me joy to see a
32:44
little pain to try to put me on the spot
32:46
yeah i like i like putting him on the
32:48
spot just you know
32:50
that’s part of the show you know a
32:51
little bit of fun in there let’s just
32:53
say that i don’t get paid for this so i
32:55
have to bring my get my joy somewhere
32:57
and that’s where i get it right plumbing
32:59
service companies that are using flat
33:01
rate pricing are typically going to be
33:03
anywhere from two to seven hundred
33:06
dollars per billable hour
33:08
yeah okay and a lot of what drives that
33:11
is your market yeah now
33:13
so and when he says market he means so
33:15
we’re we’re at 200. if you’re in
33:17
california 500
33:19
700. that’s what he means by market you
33:22
could be in beverly hills and be 700.
33:24
yeah that’s what he means you could be
33:26
in the midwest and be 200. you could be
33:28
on the on the coastline somewhere and be
33:31
500. it just kind of depends yeah and
33:33
and when he says
33:35
you know by us it’s you know 150 to 200
33:37
he doesn’t mean hey come here because
33:39
it’s cheaper stay on the east coast if
33:41
that’s where you’re at well we don’t
33:42
want you here cost of living is a lot of
33:44
what drives that billable hour right so
33:46
if cost of living is insanely high where
33:48
you’re at then you’re probably going to
33:50
have a higher billable hour so and
33:51
that’s just that’s economics 101 yeah
33:54
yeah
33:54
um
33:56
remember that i lump saturdays in with
33:58
fridays and i lump sundays and with
34:00
mondays and so if you’re working on a
34:02
seven-day week
34:04
um anything you run on saturday is kind
34:06
of like a bonus for friday yeah and
34:08
anything you run on sunday is kind of
34:09
like a bonus for monday so but that that
34:12
keeps your weekly um averages true yeah
34:16
and how that works and it gets you two
34:17
back to a five day work week so
34:22
and when he says that
34:23
when you do your math and everything you
34:25
want to do it on a five-day work week
34:27
okay most of your guys are gonna be on a
34:29
five-day work week right you’re gonna
34:31
try to be on a five-day work week even
34:33
though you’re on your own and you may be
34:34
saturdays yeah
34:36
so it’s it’s easier to translate numbers
34:39
to a five day work week because like
34:41
your vendors are on fire
34:43
yeah the math just works out well and
34:45
ultimately too like as you grow your
34:47
business let’s say you start working
34:48
seven days a week you’re gonna have a
34:50
guy that works sunday through thursday
34:51
yeah and you’re gonna have a guy that
34:53
works tuesday through saturday yeah
34:55
ultimately they’re each working five
34:56
days yeah so that’s why you wanna you
34:58
wanna stay on that five day average that
35:01
also means that you’re slightly
35:02
short-staffed on monday
35:04
because you’ve got a guy working tuesday
35:05
through saturday exactly and that means
35:07
you’re slightly short-staffed on friday
35:09
friday because you’ve got a guy working
35:11
about that yeah sunday through thursday
35:12
yeah right so so that’s where you kind
35:14
of blend those in and you know what
35:16
that’s
35:17
um
35:18
don’t think that you’re
35:19
against the grain
35:21
no you know because that’s what a lot of
35:23
a lot of companies do yeah and and that
35:25
helps you you know everyone thinks oh
35:27
i’m a short staff on monday oh i’m short
35:29
staff on friday yeah but you’re that
35:31
means you have someone there to help you
35:32
you got coverage on the weekends right
35:34
and that means you have somewhere to
35:35
help people on sundays yeah when you
35:37
hope that
35:39
um
35:41
the phone’s not ringing off the hook on
35:43
those days yeah obviously you’re gonna
35:44
have your outliers of
35:46
course if you’re a plumber a cold snap
35:48
on a saturday yeah or a heating cooling
35:49
guy cold snap on a saturday i guess more
35:51
realistic right right you know something
35:53
like that so so those numbers that we
35:55
just gave you those are those are some
35:57
baseline numbers but you can fill in
35:59
your own billable hour uh and then and
36:01
once you know your billable hour then
36:02
you can fill in your own average sale
36:04
numbers um just remember that one number
36:07
you can’t really play with too much is
36:09
your conversion
36:10
um if you’re doing an in-home service
36:12
based business your conversion needs to
36:14
be at about eighty percent yeah it does
36:16
and if you’re
36:17
if you’re five percent one way or the
36:19
other
36:20
i mean
36:21
nobody’s gonna frown on you at 75. it’s
36:23
okay but you need to your goal your
36:26
arrow your dart needs to be pointed at
36:28
that eighty percent yep
36:30
so and you’re gonna fluctuate you’re
36:32
gonna i’ve i’ve never landed a month
36:34
exactly on eight yeah if some days i’m a
36:36
little less some some months i’m a
36:37
little more that’s your goal yeah when
36:39
we say that yep so
36:41
um remember that some months have 20
36:44
working days in them and some months
36:45
have as many as 23. you’re gonna have
36:47
three or four months a year that have 23
36:49
working days in them um you’re going to
36:51
have a couple of months a year that have
36:53
20. so it just kind of depends so as
36:56
you’re building your budgets you need to
36:57
build it off the number of working days
36:59
in the month you can’t just blindly set
37:01
a budget of 30 000 a month in revenue
37:04
for every month yeah because
37:06
30 000 a month is hard to hit on a
37:08
20-day month where it’s easy to hit on a
37:11
23-day month because you have more days
37:14
in the month right so
37:15
um
37:17
now that we have our revenue goal set
37:19
let’s look at some things that we can do
37:22
if revenue is falling short so we need
37:25
we need to identify where that problem
37:27
lies again the key goal is revenue so
37:30
we need to look at some things that may
37:32
cause revenue to drop
37:35
we know the math that just went into
37:36
them right number of opportunities
37:38
number of calls ran uh average sale so
37:42
are we selling enough calls to hit the
37:44
goal are we running enough calls to sell
37:47
enough calls are we getting enough calls
37:49
are we hitting our average sale goals
37:52
you can usually find that if you’re
37:54
falling short on revenue it might be a
37:56
combination of two or three of those
37:59
the most important one of those is the
38:01
number of calls you’ve run you will
38:04
likely never hit this goal unless you’re
38:07
running enough calls so
38:10
if you’re running enough calls then you
38:12
need to make sure that you’re converting
38:14
those calls at a sale or a conversion
38:17
rate of 80 percent
38:18
and then finally if you’re converting
38:20
those calls at 80 percent you need to
38:23
make sure that you’re hitting your goal
38:24
of an average sale of of two and a half
38:28
times your your two times your billable
38:30
hour
38:31
or or whatever you’ve set your average
38:33
sale goal if it’s 12.8 if it’s 2.2
38:37
you know what whatever it is again
38:38
you’re going to be a little fluid with
38:40
those so and we use the 2x as
38:43
for our
38:45
style of business that you know what we
38:47
do 2x works right 2x works along you
38:50
know from 2x works from 15
38:52
to 90
38:54
yeah that that really fills the gap and
38:56
and so the nice part about just focusing
38:58
on these three areas is it allows you to
39:00
fall short on one or even two of the
39:03
areas and still achieve your overall
39:05
goal so for instance if your conversion
39:07
is running a little behind
39:09
maybe you’re converting at 70 or 65
39:12
percent you can make up for that by
39:14
having a higher average ticket or just
39:16
running more service calls
39:19
the same idea works if you’re falling
39:21
short on any of the other areas just
39:23
drive the remaining two areas up
39:26
so
39:27
i’ve managed uh people in the past who
39:29
consistently fell short on one or more
39:32
areas but they made up for it in the
39:35
other areas and so they always managed
39:37
to hit their goal
39:40
i’ve always been the type of person who
39:41
plays to another person’s strengths so i
39:44
would praise them for hitting the
39:46
overall goal and praise them for
39:48
dominating the target area that they
39:50
they dominated in and i wouldn’t really
39:52
mention much about the others so if i
39:54
have a guy that’s converting just a
39:55
little bit low
39:57
but he’s killing it on his average sale
39:59
and he’s killing it on the number of
40:01
calls he ran
40:02
i’m not going to harp on him it’s it’s
40:04
no different than my kid’s grade cards
40:05
right if my kid gets all a’s and a b a
40:08
lot of parents will be like oh what are
40:09
you going to do to get that b to an a
40:11
hey i’m the other way i’m like dude you
40:13
got like six a’s that’s friggin awesome
40:15
right yeah and and mitch is saying you
40:18
know when it comes to employees
40:20
but he he’s also saying if you’re on
40:23
your own if you’re on your own it’s how
40:24
you manage yourself yeah it’s how you
40:25
manage yourself and you’re getting to
40:28
you know this is the
40:29
um evaluate your performance
40:32
if you’re on your own evaluate
40:34
performance but don’t kick yourself in
40:36
the ass no if you got two a’s and a c
40:39
yeah you know say hey man i’m doing i’m
40:42
doing these two things really well
40:44
where can i improve on this c and and if
40:48
you can’t and and it’s not a strong suit
40:51
it’s okay right if you can’t improve on
40:53
this put yourself over it right if you
40:55
can’t improve on the c then just double
40:56
down on one of the a’s and you’ll
40:58
usually be okay yeah so
41:00
um one of the biggest fears that people
41:02
have
41:03
yeah you know yeah one of the biggest
41:04
fears that people have when they’re
41:06
starting their company is making sure
41:07
they’re going to get enough work right
41:08
so if you’re a home service based
41:10
business that’s usually going to be a
41:11
phone ringing enough or or enough leads
41:14
coming in enough opportunities coming in
41:16
enough walk-ins if you yeah if you’re a
41:18
hair cutter so so let’s look at what to
41:20
do if we aren’t getting enough calls um
41:22
obviously things may start a little slow
41:25
if you’re new like brand new first few
41:27
months into business but you should
41:29
still be able to scrape up enough calls
41:31
to meet your budget in your first month
41:34
most people who fail at their business
41:36
will fail right here
41:39
they they just arrived to this point and
41:42
then they just hoped the phone would
41:43
ring
41:44
ultimately businesses don’t run on hope
41:47
they run on preparation and proper
41:48
planning
41:49
if you
41:50
if you would you
41:53
you’d want to brainstorm
41:55
this area deeply before you open your
41:58
business you want to generate as many
42:01
possible ideas as you can
42:04
to come up with how to make the phone
42:05
ring you want to write every single one
42:08
of them down and you want to rank them
42:10
as as
42:12
most important and most likely to
42:15
produce the most amount of calls
42:17
and so yeah so advertising
42:20
advertisement i think
42:22
if i advertise i’m going to get x amount
42:24
of calls if i do door hangers i’m going
42:25
to be x amount of calls if i do word of
42:27
mouth and just tell all my friends i’m
42:28
going to x amount of calls right you
42:30
need to have a plan
42:33
when you start so that you don’t want to
42:34
start and then be like
42:36
you know you don’t want to put it out in
42:37
the paper and be like oh no one’s
42:39
calling me right i hope the phone rings
42:40
and then that was all i had that’s not
42:42
going to work
42:43
you know it doesn’t work you need to do
42:44
those things it is say you say before
42:47
you start your company you make a list
42:49
of 10 things
42:50
pick four of those and do them before
42:52
you start
42:53
yeah or or the day you start yeah or the
42:56
day you start yeah and then so you’ve
42:58
done those things day one and then day
43:01
five comes around those things those
43:03
things start paying off right right you
43:06
want to be ready to be committed all day
43:08
long especially if you’re running short
43:10
on service calls my goal was to run 15
43:13
service calls per week
43:15
if i was short of that or i was short of
43:18
that goal in the first weeks of business
43:20
this didn’t mean i just went home and
43:22
waited for the phone to ring it meant
43:24
that i went to my list of things i would
43:26
do to generate calls and i started
43:28
knocking out items on that list
43:30
i i canvassed neighborhoods and hung
43:32
door hangers i handed out business cards
43:35
to local business owners
43:36
one of the things that i did was i went
43:38
to all the local businesses in my city
43:41
and i asked for donations of gift cards
43:43
to their business could be restaurants
43:46
barber shops tanning salons like you
43:49
name it any business in the neighborhood
43:50
i asked them to donate me a gift card to
43:52
their business and then i compiled all
43:55
of those gift cards into a gift basket
43:57
and i raffled it off on one of our local
43:59
community social media pages and i
44:02
didn’t raffle it off for money
44:04
i just said hey
44:05
everybody who goes to our facebook page
44:07
and likes our facebook page gets entered
44:09
into a drawing to to get this gift
44:11
basket of local
44:13
gift cards that’s advertisement right
44:16
it’s it’s free average
44:18
it costs me nothing but time and when
44:19
you’re early in business you’ve got some
44:21
time it didn’t cost you anything except
44:23
for your time right all right you just
44:24
had to you had to dedicate yourself i’m
44:26
going to do this we’re going to do it
44:27
this is what we’re and get it done and
44:29
as we’ve said before successful people
44:31
want to see other people successful so
44:33
when other businesses in town hear of
44:35
you starting your business they’re more
44:36
than willing to help and they’re getting
44:38
a little bit of advertising too because
44:39
you’re giving them a gift card and if
44:41
you give away a 20 gift card this is
44:44
another business one-on-one thing
44:46
people are going to come in and spend
44:48
24. dollars yeah now listen four dollars
44:51
doesn’t sound like a lot but if if you
44:53
get four dollars and earned a customer
44:55
and earned a customer it was worth right
44:58
the twenty dollars that you
45:00
donated yeah so i spent every waking
45:04
minute of my day putting action to my
45:06
previously written ideas i had more
45:09
ideas that i never even needed to use so
45:12
you’ll want to do the same you’ll want
45:14
to have such a big bank of ideas that
45:16
you shouldn’t have to go down that whole
45:18
list you’ll want to create a bottomless
45:20
barrel of ideas that you can use to
45:23
generate work and you should keep on
45:24
that you just said that but you should
45:26
keep on that no matter what yeah if
45:28
you’re in your office and you have a
45:30
whiteboard up that says you know
45:32
business ideas if your employees come in
45:35
and write on it hey yeah dude i thought
45:37
of this right and
45:39
you know add it to the list constantly
45:41
isn’t it just be constantly improving
45:44
and that is
45:45
i’ve said this three times i think this
45:46
episode that’s the point of this episode
45:49
yeah you’re constantly evaluating and
45:52
improving your work performance yep
45:54
generating work is the most important
45:56
thing that you’ll do in your first weeks
45:58
and first months of business so get used
46:00
to being a hunter of work and get
46:03
creative with different techniques
46:07
that the next area that we’ll talk about
46:09
is are you converting enough calls so
46:11
let’s say the phone’s ringing enough but
46:13
maybe
46:14
you’re not converting enough calls so
46:16
making enough sales is what he’s saying
46:18
in layman’s terms yeah so let’s say
46:20
you’re in the in-home services business
46:23
again and um one one surefire way to
46:26
help make sure that you’re able to
46:28
achieve that 80 conversion
46:31
is to charge a service charge just to
46:33
come out to somebody’s home
46:34
um service charges vet the customer and
46:38
earn a minimum level of
46:40
level of a commitment with that customer
46:42
before you even arrive
46:44
i see people fail at their newly founded
46:47
companies all the time because they
46:49
offer free estimates for service type
46:51
work
46:52
when this happens the customer has no
46:54
reason to value your visit or move
46:57
forward with your suggestions
47:00
they aren’t out anything if they just
47:02
tell you i’ll think it over or i’ll get
47:03
back to you
47:04
so if that same customer has paid a
47:07
service charge of 59 or 69 or 89 or
47:11
whatever the case may be for you to show
47:13
up to their home then the odds of them
47:15
deciding to proceed with your
47:17
recommendations increase by a power of
47:20
four
47:22
and i’ve done the math i’ve i’ve worked
47:25
where we didn’t charge service charges
47:28
and we changed nothing else and our
47:30
conversion was 20
47:33
and then all we did was start charging
47:35
service charges and our conversion goes
47:37
to 80
47:38
service charges do a really good job in
47:41
the in-home services industry of vetting
47:44
your customers
47:46
we have numerous customers every day
47:48
that call us
47:49
only to get turned off by the fact that
47:52
we charge a service charge and they
47:54
decided not to book a service call with
47:56
us
47:56
we are perfectly okay with that
47:59
that was most likely a customer that
48:02
would have wanted to think it over
48:04
or or get a second opinion and they
48:07
would have been most likely on a
48:09
completely different planet as far as
48:12
what they thought the work was worth
48:14
so never offer free service calls for
48:17
any job that requires a diagnostic level
48:20
of service work and now
48:22
i’m going to say when i started out
48:25
there was always a service charge
48:27
now
48:29
i never charged for
48:32
a
48:34
i always gave free consultations
48:37
but that was in
48:39
that was only if they knew what they
48:42
wanted
48:42
yeah so you know what i mean if it was a
48:44
sales call like okay
48:47
say someone called and said
48:50
i want a new heating and cooling system
48:52
yep
48:53
that was a freak that was a free call
48:55
yeah okay but but i didn’t when i got
48:58
there i wasn’t on my hands and knees
49:00
diagnosing a problem yeah yeah yeah you
49:02
know and and for and for me
49:04
that worked yeah and it always worked
49:07
same for us too so the key there is
49:08
diagnostic work versus estimates for
49:11
larger projects so i could feel a
49:14
question coming yeah right there yeah so
49:16
like if a customer calls us and says our
49:18
water heater’s not working that’s a
49:20
service charge call yeah now if they
49:22
call us up and say hey our water
49:23
heater’s working fine but it’s really
49:25
old and i’m getting some estimates so
49:26
i’m getting a new one yeah well we can
49:28
sales we might do a free estimate for
49:31
that one yeah so and mine was you know
49:34
mine was heating cooling so it was
49:35
usually
49:37
hey i had someone come out and my
49:39
compressor’s dead yeah and they think i
49:41
should get a new unit
49:43
um
49:44
i went out there and didn’t charge them
49:46
anything now does that mean i didn’t own
49:48
out that compressor and see if that was
49:50
actually what was happening right right
49:52
no i did my due diligence but
49:55
um but i gave them that free of charge
49:59
and
50:00
you know there’s just kind of a little
50:02
there’s a balance rhyme or reason
50:04
sometimes
50:06
you know which way you want to go yep
50:08
but but usually if it was
50:10
a and i hate to say this
50:14
when you pay for
50:16
uh sales lead generators and stuff
50:19
you’re paying for that i
50:21
i was paying for those sales leads by
50:25
checking that out on the side yeah hey
50:28
you know and now listen
50:30
if i checked that compressor and i
50:32
thought
50:33
and this has had this happened to me a
50:34
few times more than a few times they
50:36
were just trying to sell them something
50:38
yeah and and i did my due diligence and
50:41
i checked it and i didn’t charge them
50:42
for it but i said hey your cap’s out
50:44
capacitor sorry yep your capacitor is
50:47
out and that guy i i don’t know if he
50:49
just didn’t check it
50:51
in my brain i wanted to say he’s a
50:52
right but um
50:56
you know i got a customer for life right
50:59
so so there’s there’s a lot of times so
51:01
we’ll often lead with a service charge
51:03
no matter what the call is
51:04
um and and we found and roll it back
51:07
well so some customers that say well i
51:10
was hoping to get like a free estimate
51:11
since i’m
51:12
wanting to replace my water heater or
51:15
whatever the case may be well then we
51:17
will very quickly back off and we might
51:19
say okay yeah we can we can totally do a
51:21
free estimate for that you know i
51:22
thought your water heater like wasn’t
51:24
working and they said no it’s working
51:25
fine i just i just want an estimate yeah
51:27
but then you don’t have to dive into it
51:29
either
51:29
it gives us an indication as to the
51:31
level of commitment from the customer as
51:33
well right so
51:34
um uh so if the customer pushes back and
51:37
mentions how they were expecting a free
51:39
estimate we know
51:41
that now we have to bring our a-game so
51:43
we actually note the service call a
51:44
little bit different and say okay this
51:45
is actually more of a sales call so we
51:48
want to make sure we approach this more
51:49
of a sales side of things instead and
51:51
not a diagnostic that tells you that
51:53
your customer’s not an idiot yeah
51:54
they’re smart and they know what they
51:56
want yeah and they’re trying to get
51:59
they’re
52:00
they’re not trying to play you no no no
52:02
you know
52:03
but they
52:04
the service charge gives you an
52:06
opportunity to learn a lot about them
52:08
yes it is is what it is
52:10
and this is a complicated it’s not
52:12
complicated but as far as a sales
52:14
situation it’s a little complicated but
52:18
you know as you go through those are
52:20
things that you’re
52:22
you want to have happen to you if you’re
52:24
because it teaches you what to do in
52:27
those situations yep
52:29
um one of the other areas uh where you
52:32
could be falling short on your metrics
52:33
is your average sale and so we as we
52:36
mentioned earlier in home service
52:38
businesses um your average sale should
52:40
be two times your billable hour
52:43
uh the the goal
52:46
this goal is key to you hitting your
52:47
monthly goals and so a low average
52:49
ticket means you’re spending a lot of
52:51
resources for very little reward
52:54
the science behind your average ticket
52:56
goal is based off of what it’s worth for
52:58
you to drive out to a customer’s home
53:00
and spend a portion of your precious day
53:04
you’re not doing this out of the
53:05
goodness of your heart and so you need
53:07
to be rewarded for that
53:09
i have found two very easy ways to
53:12
maintain an average ticket that meets
53:15
your goals
53:16
one is to make sure you’re offering the
53:19
customer several options for repair and
53:22
you need to offer this to every single
53:25
customer
53:26
the other is to always offer a high
53:30
price high value option to every single
53:33
customer so we might have several
53:35
options but then every customer we also
53:38
offer them some
53:39
wild over the top option and and people
53:43
like that yeah you know a lot of people
53:47
they want to spend that money sometimes
53:49
something hey dude look at this and he’s
53:51
offered
53:52
sometimes they do it makes them super
53:54
they’re not only super happy about it
53:57
but
53:58
you know it’s what they wanted right
54:00
they didn’t know they wanted and these
54:02
aren’t unethical options either these
54:03
are like
54:04
okay you called me for a drip and faucet
54:07
but i can completely replace this faucet
54:09
and the one next to it for this
54:11
right and and you you never know that
54:14
customer may have been like just itching
54:16
like i’ve i’ve hated these faucets ever
54:18
since i lived or they had one in there
54:21
i’m not a plumber
54:23
they had the one replaced in their half
54:25
bath which is off of their kitchen and
54:27
they had it replaced black and it drives
54:30
them freaking crazy that none of the
54:32
other ones are the same the one in the
54:34
kitchen isn’t black because they’re
54:35
right side by side right right you know
54:37
and and they don’t even know they want
54:39
it and then you tell them that and
54:41
they’re like oh yeah oh they won now
54:43
it’ll match it right you know and you
54:45
know because they’re just worried about
54:46
getting it fixed and then the next thing
54:48
you know you’ve made a great sale
54:51
and giving the customer what they want
54:53
and everybody’s happy right right great
54:56
things happen when you offer several
54:59
options to your customers
55:01
one of those great things is that the
55:03
customer gets to maintain control of the
55:05
service call and the buying decision
55:08
and they love
55:10
not feeling pressured in the decision
55:13
one of one of the interesting things
55:15
about customers is they hate being sold
55:18
but they love to buy
55:20
and let’s not pretend just for two
55:22
seconds that we’re not all customers
55:24
right when you listen to this or you’re
55:26
a salesman you forget to think about i’m
55:29
also a customer
55:31
i buy things i have people come to my
55:32
house and fix yeah and you hate
55:34
being sold yeah and you hate freaking
55:36
being sold so be a regular person yep
55:39
you know take ownership of
55:42
i don’t know the right word there but
55:45
don’t um
55:47
man i’m lost all the time
55:50
ultimately
55:51
as a customer
55:52
you don’t like it when you have all this
55:54
crazy sales pressure you don’t like a
55:56
slick salesman coming in that’s where i
55:57
was going with that but you love being
55:59
in control this is why amazon is so
56:01
successful is because people can buy
56:02
things at their leisure and by their own
56:04
choice yes and so what you can learn
56:06
from that is create an environment where
56:08
you’re giving them multiple options and
56:10
letting them pick what works best for
56:12
them thank you very much for the bailout
56:13
i appreciate that
56:15
lost my train of thought there for a
56:16
second offering options to customers
56:19
usually results in the customers
56:21
increasing your average sale for you you
56:24
don’t even have to try so when you’re
56:26
putting together your options for your
56:28
customer make sure to include a handsome
56:30
top option one that includes one that
56:33
includes lots of work and an excellent
56:35
warranty and you’d be amazed how many
56:37
customers will select that top option
56:39
that warranty that long warranty
56:41
huge sell something yeah customers
56:44
customers who you would have thought
56:46
would be stubborn or cheap are usually
56:48
the ones that buy that crazy top option
56:51
because they don’t want to be
56:51
inconvenienced by this problem
56:54
ever again and it’s not that they don’t
56:56
want to be inc
56:57
if it does break down
56:59
they’re usually okay with it as long as
57:01
they don’t have to write a check to get
57:03
it fixed right or replaced right that’s
57:05
where that warranty comes in yes so
57:08
um we we typically try to offer every
57:10
customer three options and and the price
57:13
and the the amount of work and the
57:14
warranty changes with all three of those
57:17
um but this is a great way to find out
57:19
where your customers at in the scenario
57:22
the goal when we offer a customer three
57:24
options is to make a sale we don’t care
57:27
which option they pick we’re happy if
57:28
they pick any of the options they’re all
57:30
a sale right right so the other benefit
57:33
of offering three options is it allows
57:35
you to get two no’s from a customer
57:38
while still getting a yes so they can
57:40
say no to your top option and your
57:42
middle option and you still have room to
57:44
get a yes from them for your bottom
57:46
option or they can be like no no no
57:49
you see that mercedes in the garage i
57:51
don’t do anything cheap give me the top
57:53
off yeah
57:54
and you know what
57:56
a lot of i shouldn’t say a lot 25 of
57:58
customers are like that yeah yeah and
58:00
and they’ll surprise you too
58:02
it’s virtually impossible to pick which
58:03
ones are gonna go where oh man it’s
58:05
insane i’ve been to people that people’s
58:07
homes where i thought and i’m not going
58:09
to say poor but when you know i go to
58:11
the house i think
58:12
they’re
58:13
thrifty right you know i know they’re
58:15
going to want to
58:16
not spend a lot of money and i give them
58:18
a bunch of really basic options and i’ve
58:20
had them say to me is that all you got
58:22
yeah
58:23
and i’m like oh
58:26
do you want to go high efficiency yeah
58:28
then it makes you look like a complete
58:29
ass hat yeah then then you’re prejudging
58:31
them yeah and it’s not you are
58:34
prejudging them you’re exactly right
58:36
and that’s one of those things and
58:38
that’s that’s really the point of this
58:39
episode is
58:42
if you do prejudge them
58:44
you should step back and say hey
58:47
i can’t do that again from now on i have
58:49
to do a b and c not a a b b
58:54
you know real small down here at this
58:56
end i’ve got to give it i’ve got to give
58:58
them all to everybody equally the thing
59:00
that you have to remember is customers
59:02
don’t want to be sold but they love to
59:03
buy and so you got to create an
59:05
environment where they have the option
59:07
to buy at well whatever level they’re
59:10
interested in and if you do that
59:13
your your conversion is going to be
59:14
great your average ticket’s going to be
59:15
amazing yeah
59:17
um
59:18
one of the other things to help ensure
59:21
that you’re getting a good 80 conversion
59:25
is talk about your story right so we’re
59:28
nine episodes into this
59:30
and and if you’ve done all of the other
59:32
things especially
59:34
especially
59:35
episode seven where we start talking
59:37
about community involvement my favorite
59:39
episode my favorite too
59:41
you’re gonna learn
59:43
that this all molds the story of why and
59:46
how your business started
59:49
people
59:50
love
59:51
stories especially when you’re small
59:54
yeah people love working with a small
59:56
company and people love working with a
59:58
company that they feel is actually
60:00
making a difference especially here in
60:02
the midwest where america is still
60:04
america right and people like to help
60:06
each other out even on the coasts i mean
60:08
you can go out to to some of the to the
60:10
coast and you’re going to see people
60:11
still want to deal with small companies
60:13
that feel like they’re making a bigger
60:14
impact and a bigger difference
60:16
you you work with some large national
60:19
franchise company and you just get the
60:20
feeling like you’re helping the ceo buy
60:22
a second lake house yeah you work with a
60:25
small company and you get the feeling
60:27
like you’re helping put that guy’s kids
60:28
through college and maybe you’re helping
60:30
them sponsor a little league baseball
60:32
team and and and so on so
60:36
people want that and when you think of a
60:38
small company
60:40
even if they have 30 employees guess
60:42
what that’s still a small company yeah
60:44
yeah and those folks
60:46
and every decision and every sale and
60:49
everything that goes into that company
60:51
is a big deal yeah when you’re that
60:55
and i say small you’re not a one-man
60:57
show but under 30 you’re small yeah yeah
61:01
make sure that you are giving your
61:03
customers a reason to feel connected
61:05
make sure to tell them the story of your
61:07
company
61:08
it should be a story of how the company
61:10
came to be and what the company does
61:12
within the community and how your
61:14
company is unlike any other
61:17
your customers will never know how much
61:20
they love you unless they know why they
61:22
should so your story should make them
61:24
fall in love with your company you’re
61:28
going to tell this story countless times
61:30
and you’ll find yourself telling it the
61:32
exact same way
61:33
you’ll watch your customers have the
61:35
same great reactions every time
61:38
you’ll get to the point where you’re
61:40
adding employees and now they’ll need to
61:43
know the story just as well as you do if
61:45
you expect them to have the same success
61:48
the same story connects with your
61:50
customers to your company
61:52
and and will also connect your employees
61:55
to your company so that your employees
61:57
need to know the story with the same
61:59
level of detail and passion that you do
62:02
they need to be able to tell the story
62:04
to customers as well
62:06
as you do
62:08
you’re writing your story right now and
62:11
as you listen to this show and put your
62:13
plan together make sure your story is
62:16
one worth telling
62:20
last thing we’re going to talk about and
62:22
this is your gut check moment what are
62:24
we talking about mitch
62:25
do you have what it takes where are we
62:28
at okay i got you so we’ve just spent
62:31
nine episodes most likely it’s taken you
62:33
several days to listen to this this is
62:35
well over nine hours of content
62:38
reading and learning and and listening
62:41
to everything that it takes to start a
62:43
durable in-home service business
62:46
or or service business of any kind and
62:48
you know what we’re on nine i’m on five
62:51
at home
62:52
right right it’s going to take you a
62:54
while to read through all these i’ve
62:55
listened through all these i’ve been
62:57
listening to them okay
62:59
and i think they get stronger you know
63:01
as we go along so don’t
63:03
don’t get discouraged nope
63:05
keep listening
63:07
and
63:08
if there are
63:11
if there are things you are not sure
63:13
about like hey in episode three
63:16
it’s only an hour right listen to it
63:19
again yeah ain’t heard it
63:21
listen to it again yep and suck that
63:23
information out of there and
63:25
and mitch and i aren’t you know
63:26
professional podcasters and i know that
63:28
you know in a couple episodes um
63:31
you know certain things were
63:33
some things were glossed over some
63:35
things were run over too much just go
63:37
back and listen again yep it you know
63:40
and take those notes on on things
63:42
these first nine episodes are extremely
63:44
important if you’re serious about
63:47
uh making it on your own yeah yeah is it
63:49
is it more involved than you thought it
63:51
might be yeah probably right yeah yeah
63:54
if this were easy everyone would do it
63:56
it sounds cliche but it’s cliche for a
63:58
reason yeah so
64:00
um
64:01
it’s it if you’re soft you hang him
64:03
you’re not gonna do it right here’s how
64:05
it is you’re always gonna hear these
64:07
whimsical stories of a guy who started
64:09
his company with no prep and somehow he
64:10
became successful yeah that’s just one
64:12
guy right yeah you’re gonna find these
64:15
the worst is the guy who gets mad at his
64:17
boss one day and he says screw this i
64:19
quit and i can do this better on my own
64:21
and he has no prep
64:22
those guys usually
64:24
99 of the time don’t make it now listen
64:26
if you’re one of those guys and you’re
64:28
feeling that
64:29
take a deep breath
64:31
tough it out tough it out put some prep
64:33
in get prepped in and then once you’re
64:35
prepped and you’re really ready to go
64:37
then go in there and give them the big
64:38
finger yeah you know but have your prep
64:41
done first right
64:43
and listen
64:45
while you’re doing that prep we’ve we’ve
64:47
talked about it two or three times
64:49
suck up as much information as you can
64:52
yeah
64:53
okay just
64:55
just keep that information coming in
64:57
keep your prep going
64:59
keep your eyes on the prize i know it’s
65:01
so stupid to say that
65:03
but it’s very important and then when
65:05
you want to go in there and give that
65:07
guy the finger because he is a real boss
65:09
hole right you’ll be prepared to do that
65:12
i think that marcus is thinking about
65:15
doing it to mitch
65:16
i’m not a hundred percent sure
65:18
but i can’t be reading my mind like you
65:20
know i just you know i look at his eyes
65:23
sometimes and he’s like you know he’s
65:25
still in
65:27
he’s in learning mode i’m not i’m not so
65:29
sure you know and we joke about it but
65:32
seriously you have got to do the prep
65:35
right you have got to be ready
65:37
don’t walk away before you’re ready and
65:39
it sucks and it’s gut wrenching and it
65:43
you go home and you just
65:45
hate everything about your day
65:48
if you’re gonna move on and do it on
65:50
your own not just go to another job
65:53
you got to stomach it for a short time
65:55
and right you can do it man you just
65:58
you got to have the fortitude to
66:00
to
66:01
just to get through right i mean right
66:03
you know takes discipline but if your
66:05
business is to be successful you’re
66:07
gonna need that discipline yeah learn
66:09
those lessons yeah business ownership
66:12
isn’t easy it’s a lot of work and in the
66:14
early years it doesn’t shut off now it
66:16
does get a lot better later and
66:19
especially the more prepared you are the
66:20
more prepared you are the faster in in
66:23
the years does it get better so
66:27
are you ready to be consumed are you
66:29
ready to embark on a journey that you’ll
66:31
never forget
66:33
are you ready to get addicted to success
66:36
and hitting your goals
66:38
if that’s the case
66:41
let’s giddy up let’s make this thing
66:42
happen and listen um i’m gonna and i’ve
66:46
had a
66:47
a few self
66:48
realization moments
66:50
doing this podcast
66:52
was my company as successful as mitch’s
66:56
when i started out no it wasn’t
66:58
right okay anyway
67:00
you know if i had done some more prep
67:03
and some of the things that we’ve talked
67:05
about could it have been yeah maybe okay
67:08
and we’re not saying that you’re gonna
67:09
be as successful as mitch’s company
67:13
we’re not going to say let’s hope you’re
67:14
more successful than mine i hope to god
67:16
they are right but i’m not
67:19
i’m a realist yep
67:21
i think that everyone is going to be
67:22
more successful than i was and i was
67:24
pretty successful but if you do these
67:26
things you will be
67:28
don’t
67:31
don’t
67:32
think that you’re gonna be
67:34
not successful don’t think that you’re
67:36
gonna make a million dollars the first
67:37
week
67:38
just
67:39
or the first year or the first two years
67:41
just keep thinking that if
67:43
i do these things and i do these steps i
67:47
will be successful no matter what
67:50
and take hold of that and just keep
67:53
moving forward right okay don’t when you
67:56
jump in don’t think i’m gonna be mitch
67:59
i’m gonna be dave i’m gonna be john over
68:03
here at this i’m gonna be steve no
68:07
all of them right take this
68:08
information and say
68:10
i’m going to be me
68:12
yep and i’m going to take this
68:13
information and i’m going to freaking
68:15
move on with it
68:17
and i’m going to take my vision and my
68:19
dream and i’m going to be successful at
68:21
it yep this this is a process the point
68:24
of this entire
68:26
podcast yeah this is you have to take
68:29
control
68:30
change your mindset
68:32
and do something
68:34
i don’t want to say spiritual do
68:35
something
68:37
successful with it yeah yeah you gotta
68:40
you gotta i feel like i’m pulping up
68:42
here yeah i mean i am on the pulpit and
68:44
i’m preaching but that’s not what i mean
68:47
yeah yeah you gotta get yourself to be
68:49
in an empowered position to take control
68:51
of this because if you’re not in control
68:53
of it you’re not going to be successful
68:54
yeah so
68:56
um guys as as promised here at the end
68:59
of episode 9 we are ready to finally
69:01
give you guys the email address where
69:03
you can email in questions oh my
69:06
favorite part i’ve been waiting for this
69:07
for nine free yeah
69:08
it’s it’s it’s getting to the fun part
69:10
so
69:11
my brain we we do ask that you
69:15
hold off on emailing in questions until
69:18
you have at least listened to all of the
69:21
first nine episodes um because what will
69:25
undoubtedly happen is as you listen to
69:27
episodes one through
69:28
six you’re going to generate questions
69:31
that we’re probably going to answer in
69:32
episodes seven eight or nine you know
69:34
maybe maybe not maybe not but but do
69:37
yourself a favor to listen to those
69:39
first nine and then email in that
69:41
question so and and listen don’t think
69:44
if if you have listened through
69:47
one through nine and you think your
69:48
question’s stupid it’s not stupid right
69:51
okay we are not going to judge you send
69:52
your freaking question in yeah if you’re
69:54
gonna we’ve had
69:56
so mitch posted on our facebook we had
69:58
one question yep and to be honest i was
70:01
super excited about just just a day or
70:03
two ago i posted on our facebook group
70:05
and at the time i had posted this on our
70:07
facebook group we had only released
70:09
episodes one through six yeah and so
70:12
yeah um but we were trying to just get a
70:14
feeler out for what questions can be and
70:16
and we’ve had one question so far and it
70:18
was an amazing question great question
70:20
and we’re gonna and we’ve sent some um
70:23
emails back to him
70:25
a few questions and we’re gonna answer
70:26
it on the air yep on the air we’re not
70:29
live we’re gonna answer it
70:31
so if you send questions to us
70:34
we’re gonna answer them yeah okay we
70:37
want we’ve said it 15 times
70:40
i want people to be successful yep we
70:42
aren’t making any money off this no i
70:44
want marcus our producer to be
70:46
successful yep i’ve only known him for
70:48
like a month right i want mitch to be
70:50
successful we’ve been friends for 40
70:52
years i want everyone that listens to
70:54
this
70:55
to be successful so send those freaking
70:57
questions in and we’re going to answer
70:59
them yeah yeah and we may answer them in
71:02
email if they’re a really good question
71:03
then we’re going to make a show about it
71:05
um so so from this point forward the
71:07
show
71:09
evolves into bringing on guests that
71:11
have also started their own company
71:13
and talking about some of the
71:14
adversities and some of the victories
71:15
they had but then the other the other
71:17
half of this show is based around
71:19
answering questions that we’ve received
71:21
so
71:22
the email to send those questions into
71:25
is going to be ask mitch
71:28
mitch smedley.com and so we’re going to
71:31
spell that out for you it’s
71:33
ask mitch
71:35
mitch marcus i’m messing up your whole
71:37
day right here
71:47
they can put that stuff at the bottom
71:50
so if marcus wants to throw this on here
71:51
it’s okay man i’m
71:53
they they have these things now called
71:55
computers where marcus can digitally
71:57
impose the email on the screen
72:01
but
72:02
since most of our audience listens to
72:05
this instead of watching it on
72:06
youtube uh ask mitch ask mitch mitch at
72:11
m-i-t-c-h-s-m-e-d-l-e-y
72:16
dot com yeah i can’t
72:19
i’ve told mitch this for freaking two
72:21
months now
72:22
i can’t wait till the questions come in
72:25
and we can say
72:26
we can literally
72:28
guide people
72:30
it’s gonna be really cool to watch
72:32
people
72:33
circle back with us and say hey i
72:34
started my business two months ago and
72:36
we’re going like gangbusters yeah and
72:37
we’ve and listen people we have talked
72:39
about
72:40
um
72:41
maybe taking someone on in contests
72:44
later
72:44
you know that have sent questions in
72:46
that say hey yeah you know we’re gonna
72:48
drag them forward kind of whether they
72:50
kind of take them under our wing and
72:51
help sure they help ensure that they get
72:52
started whether they want it or not
72:54
we’re going to drag you forward you know
72:56
and and having you know guests on that
73:00
have completely different experiences
73:02
than we’ve had yep i think is going to
73:04
be the greatest part of this show so if
73:07
you have been watching some of these
73:10
i i feel like they’ve been getting
73:11
better and when people start coming on
73:14
and sharing their stories they’re going
73:15
to be
73:17
more better is not the way more gooder
73:20
more gooder
73:21
that’s not how it’s going to be but they
73:23
are going to be right and i’m i’m
73:25
extremely i’m extremely excited about it
73:27
yep i just i i love what we’re doing
73:29
here and like like we’ve said a thousand
73:31
times we’re not making money right we’re
73:33
just doing this we’re just we’re just
73:34
doing this because it’s our it’s our
73:36
duty to society to help others yeah
73:38
we’ve put our time in we’ve made money
73:40
we’re
73:41
you know
73:42
we’re we’re sharing that wealth right
73:45
so guys remember as as you’re working
73:47
through these episodes if you like what
73:48
you’re hearing please do us a favor and
73:50
help share this show with anybody else
73:52
that you know might need it uh it can be
73:55
pretty scary to watch somebody embark on
73:58
self-employment without having some of
74:00
this key advice
74:01
um
74:02
most notably you’ll see people doing
74:04
this on social media they’ll pose a
74:06
question on a social media group saying
74:08
hey i just started my company and what
74:09
are you guys doing to get the phone to
74:10
ring or i’m thinking about starting my
74:12
company but what should i do for
74:14
vehicles or you know there’s a ton of
74:16
questions out there revolving around
74:19
people starting their own service based
74:20
company so if you see that please do us
74:23
a favor and share a link to our show in
74:26
those comments when people are asking
74:28
those questions
74:30
most of the people replying to those are
74:32
very narrow-minded and they’re kind of
74:34
sketchy because you don’t you don’t have
74:36
any way to vet the people that are
74:37
replying to that you don’t even know if
74:39
that guy owns his own company or if he’s
74:41
in his third week as as that trade or
74:44
whatever he’s doing so
74:46
um this show obviously we have a lot
74:48
more accreditation with this show we
74:49
have a lot more experience and and we
74:52
are here to help watch people succeed so
74:55
please do us a favor and and help share
74:57
the show
74:58
remember also
74:59
that we’re on spotify and youtube and uh
75:03
apple podcasts and facebook so um we
75:06
would really appreciate uh you guys
75:08
helping us get this message out in front
75:10
of uh anybody who needs it so um until
75:14
next week guys um have a great week and
75:16
we will see you later