The Void #9 ** Core Episode ** Evaluate Performance, Make Adjustments, and Improve

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[Music]

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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

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this show is here to help you understand

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that it doesn’t have to be that way

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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

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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

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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

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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

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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

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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

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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

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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

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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

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finally we’re at the point where this

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show is really

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gonna start to get a lot of fun because

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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

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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

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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

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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

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gonna do our best to

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help you work through those so um the

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the other cool thing that happens after

03:58

these cornine episodes is we’re going to

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get to a point where we’re bringing on

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guests and these guests are going to be

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people that have started their own

04:04

businesses and we’ll be able to talk

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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

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we would have never thought of also

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we’re going to talk about things that

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they recognize that they did well and

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they’re glad they did and so which is

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basically the basis of this episode

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right for us right right now and i i

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mean

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we’re gonna go over there you know

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normally i read the the preparation

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steps and the beginning steps i’m gonna

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make mitch do it today yeah but so so

04:37

before we get you know too far on why

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don’t let’s rehash yeah i’m going to ask

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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

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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

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finance preparation and we covered that

05:24

in episodes one and two really more more

05:26

episode two than one yes

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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

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preparation and that was found in

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episode three

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um step number three

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is systems preparation and this consumed

05:58

episodes four five and six and if you’re

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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

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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

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beginning steps you’re working on these

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after all your preparation steps are

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complete so step four is community

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involvement work and that was covered in

07:09

episode seven and we summarized that

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also

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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

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in the community and

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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

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your business name

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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

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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

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

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

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

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