4 Experts in their respective fields: Taylor Meroni-Marketing, Meaghan Likes-Finance, Michelle Myers-Systems, and Martha Woodward-People, who also happen to own service businesses.
This group was formed to help people restructure their service business so that they thrived during COVID-19 and beyond.
E.109 Zac Garside & Brigham Dickenson - Power Selling Pros
Director of Sales and Marketing at Power Selling Pros (where Contractors turn their call center into a profit center). Creator of "The Storytelling Habit" at ZacGarside.com. I help businesses craft a sales message that moves people. One of my clients said, "Zac was able, in just a simple conversation, to craft the message that was on my heart but that I could never put down on paper." I'm an obsessive student and practitioner of: ☑️ Speaking on Stage and in Webinars (crafting a message that makes people say "WOW... that's exactly what I needed to hear...") ☑️ Copywriting (while landing pages and emails are my specialty, I love the chance to pen some persuasive prose in any medium - one of my favorite clients fell in love with me after I wrote a landing that page that converts 40%+ for him) ☑️ One-On-One Coaching (I've coached several hundred of our clients at Power Selling Pros and, more recently, multiple High-Ticket Coaches through ZacGarside.com) ☑️ Email Marketing (I took Power Selling Pros from having non-existent email marketing to consistently emailing messages that people reply to and buy from - over $150,000 in revenue was added to our business from email in 2021, a 5,336.17% ROI) ☑️ Sales (I've brought on 179 new accounts for Power Selling Pros while simultaneously serving as Head of Marketing to generate new leads) ☑️ Good Conversation (he who can ask a well-crafted question can change the world - I love to bring out the best in others through good conversation) ☑️ Content (I've written so many emails and blog posts for Power Selling Pros and my personal freelance efforts I don't even know what the count is... but I've shared some of my learnings here at ZacGarside.com) ☑️ Podcasting (I've helped produce over 100 podcast episodes for "LIP Service for Contractors- and my personal podcast "The Storytelling Habit") ☑️ The Storytelling Habit (saying the same thing to your audience over and over gets old - I enjoy helping people and brands build a habit of telling engaging stories so they can attract more of the people they seek to serve... EVERY. SINGLE. DAY.) Currently looking for Business Owners who need help crafting a convincing sales message or have an email list they want to make more money from. DM me if that's you.
📍[5:57]How to address the big scary word of SALES with our office managers?
📍[6:13]Don't call it sales at all - call it customer service training...
📍[8:53]How do you coach a CSR to make an excellent experience because no one has to call you anymore... but they want to
📍[14:05]Put your world on hold - take care of those clients like they're your family....
📍[24:01]8 Principles: 1. Be positive 2. Be prepared and confident 3. LISTEN 4. Care 5. Reassure 6. Ask for the business 7. Build Value 8. Be Grateful
📍[30:09]The Power of the Urgency List. We had a cancellation in your area. We had a customer reschedule....
📍[34:09]When a customer is asking for help and you ask them for their data (name, address, phone number) instead of showing empathy and building rapport....
📍[35:53]When a customer calls you - they don't just tell you that they need your service they'll give you emotional details because they want to connect with you
📍[36:41]With people fast is slow... Because they have an emotional need... They will not get off the phone until that emotional need has been met. It's not logical - it's emotional.
📍[36:57]Giving before taking...
📍[37:17]You've called the right place
📍[43:37]Your CSR deserves your attention and training.
📍[57:13]Marketing Homework: Put your world on hold when answering the phone
📍[57:29]Finance Homework: Invest in training with your CSR to increase your conversion rate
📍[57:53]Systems Homework: Add gratitude into your call flow
📍[59:05]People Homework: Ask your CSR to rate their call from 1-5 after the call and see how they would change it
E.108 Keith Kalfas
I started out in East Side Metro Detroit living paycheck to paycheck in a dead-end 9-5 job. I always loved the idea of financial independence and not having to listen to a boss. I mowed grass since I was 14 and was in a dire situation financially. I had to start a business quickly with low start-up costs, so I decided to start my own landscaping business. For a long time I was just scraping by, but with sheer determination, I scaled my business to six figures. Was it hard? Of course, it was. But the effort was worth the weight in gold for me. My landscaping business continues to pay me every day.
With my own business and no boss to answer to, I started teaching other entrepreneurs inside the Keith Kalfas Academy how they could start their own businesses. I became an influencer in my industry. I took everything I learned from my experience and started making as much content around it as possible. All the work I put in is worth it if I help people become financially free.
I still run my landscaping business but now I spend a lot of my time teaching thousands of students in the Keith Kalfas Academy how to grow their businesses to 6-figures. I also travel around the nation speaking about growing small businesses. I have spoken at the Huge Convention, the UAMCC, IGNITE, CSA, and several other industry events. I have also been featured in Turf Magazine, and the Window Cleaning Magazine UK.
Other than speaking about small businesses I have also written two books with a detailed description of exactly how someone can go from nothing to a six-figure landscaping or window cleaning business.
I also make free content on YouTube and on my blog about landscaping, window cleaning, and quitting a 9-to-5.
📍[4:25]Check out his youtube channel: https://www.youtube.com/channel/UCHj4z3gLGp-cjaCIKhzctsw?fbclid=IwAR1c9boDcck7dd2AtjWJambuJIO5FGy4mW7yDYSe6sO5YRKjsxX4rG4CFOs (https://www.youtube.com/channel/UCHj4z3gLGp-cjaCIKhzctsw)
📍[4:37]Why Keith loves social media
📍[4:49]How Keith clones himself through video
📍[5:57]Brene Brown: The power of vulnerability https://www.ted.com/talks/brene_brown_the_power_of_vulnerability?language=enandfbclid=IwAR1NGDFgdez8c9oV_l3_TCZksXQxM9EXsSlDV4mTRiYajdUZYmVF6kn_OWQ (https://www.ted.com/.../brene_brown_the_power_of...)
📍[8:09]Keith is just grinding it out... With 60-80 M views per month and he's generating 8-12 pieces of content per day.
📍[8:25]Some of his best videos with the most views are when he's his truest self
📍[9:49]Vulnerability is the new credibility...
📍[13:57]If you can describe someone's problem better than they can - they'll automatically think you'll know how to solve it...
📍[14:41]Be hyper-specific instead of a generalist
📍[19:17]Started a landscaping business and would cut grass every day and then posting at night on craigslist
📍[22:05]his marketing budget is 1%
📍[23:33]He has 4500 active customers then he scrubs the list before sending it out...
📍[23:53]Talk to Mrs Jones for real..
📍[24:41]Here's Keith's Voicemail Bomb Script..
E.107 Jason Geiman
It all started with a used pressure washer and a 1995 work van. That’s how Jason Geiman and his wife, Jodi, started a pressure washing business back in 2012. Nearly doubling their business in the first year, additional family members were brought on to help with the growth. The business continued to see incredible success and outside employees were added as well.
In just 6 years they had expanded to four crews and nearly $1M in gross revenue, and the decision was made to sell the business in 2018.
Following the sale, as Jason wondered what to do with his new-found free time, he realized what he always wanted to do was to help people. It had led him to be a rescue diver, then a firefighter, and now, it has led him here. He is taking the lessons learned from his incredible 6 years running a pressure washing business into a resource for homeowners or for those starting, or struggling, to have their own exterior cleaning business.
[8:53]Buy up all of the Christmas cards when on clearance, and start marketing Christmas Lights by sending out the cards in July
📍[11:13]January 1 - buy cards on discount. Have team handwrite the cards. Put an offer in the Christmas card. Mail out the Christmas cards in July. Take Deposits on Christmas Lights to help with cash flow during the summer slump.
📍[13:25]Are you answering your phone?
📍[14:01]This gives time to start flipping some rocks
📍[14:29]Lets do some marketing. Lets get creative. Lets go knock on doors.
📍[14:37]Are you on LinkedIn
📍[15:01]Are you scheduling commercial work in your slumps?
📍[22:57]Are you posting on Google My Business 2-3 times a week?
📍[24:17]Are you proactively marketing?
📍[24:25]Are you prioritizing marketing?
📍[29:05]Have you looked at your software expenses lately?
📍[33:53]How to balance growing a business and family time...
📍[34:05]This is a time for time management.
📍[35:37]Time is the one thing we don't get back...
📍[37:41]Schedule your social media time
📍[37:45]Schedule your email time
📍[38:01]Schedule your work and family time and don't mix them....
📍[42:29]Time Blocking Strategies
📍[45:05]Are you using Do Not Disturb on your phone?
📍[45:37]Are you using your Google Calendar?
📍[47:29]Time Blocking vs. Task Orienting... Do you have your list of goals?
📍[48:45]Marketing Homework: What can you start promoting now that will help bring you business later in the year?
📍[50:37]Finance Homework: List of tasks for you as owner to do when it's slow. List of tasks for your team when the calendar is light
📍[50:57]Systems Homework: Time block your personal and work time through the end of the quarter
📍[51:17]People Homework: Read the 4 hour work week
📍[52:05]Jason Homework: Write down your goals. What do you want for your business? What do you want for your family?
📍[52:49]Best way to get ahold of Jason? https://www.kingofpressurewash.com/?fbclid=IwAR02FwIGNSGRreiudVqiDwZo05W9_pLStfm1BV2DmzTrRXYh1JfVJVl61y0 (https://www.kingofpressurewash.com/)
📍[53:13]For Christmas Lights Help: https://www.christmaslights.io/?fbclid=IwAR1WxiJIvmSKVJZVno3jJGfb3pEDIZ-nfEejHC71EbvJopibkOO5UaVwc7w (https://www.christmaslights.io/)
"Quote of the Week"
"If you're in the position to have gotten so much - the gift of this point is giving back."
Jason Geiman : https://www.christmaslights.io/?fbclid=IwAR1WxiJIvmSKVJZVno3jJGfb3pEDIZ-nfEejHC71EbvJopibkOO5UaVwc7w (https://www.christmaslights.io/) , https://www.kingofpressurewash.com/?fbclid=IwAR02FwIGNSGRreiudVqiDwZo05W9_pLStfm1BV2DmzTrRXYh1JfVJVl61y0 (https://www.kingofpressurewash.com/)
Tay Meroni (Marketing) with https://powerwashingpalmbeach.com/ (Pure Pressure Washing)
Meaghan Likes (Fi
E. 106 Justin Woodford
After starting Two Brothers Painting with his brother Dan in 2008, Justin has continued down an entrepreneurial path with his landscaping company 855RILAWNS, his property management business, Yorktown Realty, and most recently, his consulting business, Ready Business Systems. With a background in electrical engineering, Justin's highly refined work habits, systems, and processes have enabled him to step away from the day to day and remotely monitor and optimize his businesses. Ready Business Systems specializes in Service Autopilot and Automations set up, training, and optimization to help organizations operate efficiently to free the owners time and get their businesses to work for them. In addition, Ready Business systems provides clients with templates and other pre-built systems and subscriptions not provided by Service Autopilot to help business owners get out and build the business of their dreams, such as SendJim, Facebook Marketing, Google Adwords, Search Engine Optimization, and Blogging services.
📍[3:41]Good job, David!
📍[7:49]Justin went from using Google sheets on Palm Pilots to really digging into Service Autopilot automations
📍[8:43]Shout out to SendJim https://www.sendjim.io/signup-home?fbclid=IwAR2p_kBQ8Q1urScPekxKEJVCTsxA7R76eZiOyWmCH_SuBwKZKnznqfShqWI (https://www.sendjim.io/signup-home)
📍[9:25]Justin loves Google Ads for marketing and says negative key words are essential
📍[10:21]If you can't stay on top of watching your costs on Google Ads, then hire someone to stay on top of the ads
📍[13:33]Justin tries to reserve SMS messages for things that are very helpful to the lead/client vs. spamming with sales messages
📍[14:57]Justin automates his trigger to SendJim for 5 arounds. So cool how automated that postcard campaign can be.
📍[16:49]Multiple touches, multiple methods for clients and leads. Love that he uses email, SMS, voicemail bombs, and postcards
📍[18:45]For his landscaping business, he also uses yard signs and Facebook to complete 7-8 modes of touches
📍[20:13]Favorite thing to automate: Estimate follow up. Must have to add value in the shortest amount of time.
📍[22:13]Heads Up: Justin uses SendJim for recruiting
📍[23:53]Job applicants: Same thing, you must have follow up, and using automated follow up is best (just like you do with a client lead)
https://www.facebook.com/fightclub4business/?comment_id=Y29tbWVudDo3NjgwMjYzNzc4OTkxNjRfNDQyNDg5MTY3NzA2NDIyand__cft__=AZU1yaqD4XFi_8tfkYnbEXgYQKgCKKLFvzWHSdW38CDxKGxbT9FCJbwLFKPIGImtcMn0cx9dck3ntskm6cqXAeqdRhWyglDhLwGf7kbpyA4tfu4-LcfBN6xuo5250t-PI_Kt5v1VTjNppW-CzRit0Tv_YNgqRuUL6z7SBshPBAM8olniybOuquYu9QddcIqjmOSfGJT5NU1H8yYNorG8tkCMand__tn__=R-R (Fight Club 4 Business)
📍[25:05]Uses automations to filter applicants to qualify/disqualify
📍[26:29]Take all of your applicant leads and send them postcards with your job ads
📍[36:33]Facebook marketing and re-marketing has been the best recruiting source for Justin
Quote of the Week
"Automation is solving a problem once, then putting the solution on autopilot." -Michael Hyatt
Justin Woodford : https://readybusinesssystems.com/ (https://readybusinesssystems.com/)
Tay Meroni (Marketing) with https://powerwashingpalmbeach.com/ (Pure Pressure Washing)
Meaghan Likes (Finances) with https://www.bookkeepingacademyonline.com/ (Bookkeeping Academy Online), https://likesaccounting.com/ (Likes Accounting Company )and https://jefflikescleanwindows.com/ (Jeff Likes Clean Windows and Gutters)
Michelle Myers (Systems) with https://www.pinkcallers.com/ (Pink Callers)
Martha Woodward (People) with https://www.thepayforperformanceexpert.com/ (The Pay for Performance Expert), https://qualitydrivensoftware.com/ (Quality Driven Software) and https://www.dusting-divas.com/ (Dusting Divas)
E.105 Al Levi
Al Levi, “The 7-Power Contractor,” is a success story like no other. After retiringfrom his family contracting business at age 48, Al began sharing his 7-Powersystem with other contractors throughout the U.S., Canada and Australia so they could learn to run their businesses with less stress and more success. His work has impacted numerous contractors across a dozen industries. His focus now is on putting his thinking online through The 7-Power Contractor Signature Operating Manuals System and Signature Staffing System, and his book The 7-Power Contractor.
📍[16:21]Grab your "Cawfee" and join Al.... he's already covered Marketing...now let's tackle money! "Where did the money go?"
📍[22:01]Right Customer, Right Call, Right Time!
📍[26:57]Financial Manager and Marketing Manager are the two roles that should never be delegated...
📍[29:01]List out your org chart and document 80% of the responsibilities for each box in the chart
📍[29:45]1. Planning power.... Working on the right thing at the right time
📍[30:17] 2. Operating Power.... Working through the Org Chart
📍[ 31:13] 3. Staffing Power.... strength of the company is the bottom of the org chart
📍[33:01]Managers responsibility is to help their reports meet their accountabilities once they do then they can work on their own box accountabilities...
📍[33:49]4. Sales Power
📍[33:57]5. Marketing Power
📍[34:17]6. Reward Power - What's in it for me?!
📍[35:13]If you bring me $1 more than I need - I'll be generous with that $1 - if you bring me less than $1 than I need - I'll coach you, but only for so long..
📍[36:05]7. Leadership Power
📍[37:09]Check out Al's book the 7 Power Contractor https://7powercontractor.com/?fbclid=IwAR31NNOH9tGwJEf8K05mBV2y2mFmY5rQmVB0ixEwcO6fgIJu4VOo1Fee0js (7powercontractor)
📍[37:49]Traction.... https://www.eosworldwide.com/traction-book?fbclid=IwAR3LGGXMyFxUhtorDzCfp0NM-VbR-rY7l6kIvqzxsrwwm2Pa49TqeO81g3c (Traction-book)
📍[38:29]"What's in it for them" should be all over your job ad....
📍[39:01]Don't promise them a job, promise them a career...
📍[39:13]And then deliver
📍[39:29]Look for willing apprentices that are hungry to learn...
📍[42:41]Raise the Bar - you'll be surprised with what you get...
📍[44:37]Check out Al Levi and Tommy Mello's most recent podcast --> https://www.facebook.com/giannipeppe/videos/444960747441643?__cft__=AZUeIHYA5YQllkcgJ5s9qXuoOZNziO_nSQYFlIm8cEQW2dU1iCN6tPGMtCwMHQ1PALZ7bzCpbWvUHe9-7UHnoeAZVrx9oPSHFhZvqFicXrQgdFi8ovz2FdgQSTEjoJrTOP3OG268DVpKdRXInKkS-9BnOSX3N6VYO3nXtEGRuvtVXe0g7XNuHl7moetygFmQ-ENB9quWH5_0TGkOwF7pX5sJand__tn__=R]-R (https://www.facebook.com/giannipeppe/videos/444960747441643)
📍[45:09]"What's in it for me/them?"
📍[46:01]It has to be good for the customer, so it can be good for the company, so it can be good for the staff, so that it will be good for you the owner....
📍[50:05]Join our facebook group to get help on your homework --> https://www.facebook.com/groups/fightclub4business/?__cft__=AZUeIHYA5YQllkcgJ5s9qXuoOZNziO_nSQYFlIm8cEQW2dU1iCN6tPGMtCwMHQ1PALZ7bzCpbWvUHe9-7UHnoeAZVrx9oPSHFhZvqFicXrQgdFi8ovz2FdgQSTEjoJrTOP3OG268DVpKdRXInKkS-9BnOSX3N6VYO3nXtEGRuvtVXe0g7XNuHl7moetygFmQ-ENB9quWH5_0TGkOwF7pX5sJand__tn__=R]-R (fightclub4business)
📍[50:53]Marketing Homework: Are you getting the right # of calls from the right customers at the right time? Review the last 90 days
📍[52:13]Finance Homework: Read "Where did the money go" by Ellen Rohr
📍[52:57]System Homework - check out al's website https://7powercontractor.com/?fbclid=IwAR3ip2UzlVvNcS6PESgIR8nryWiiFObKgsLFQeBMdahM65-ImA0av4frekg (7powercontractor)
📍[53:25]People Homework - check out the sales process of your recruiting system
E.104 Jake Taylor
What was started as a side business after Jake was let go from his employer, quickly became something more than just a way to feed his family, but a way to provide for his family and the team that would later come. With a background of logistics from the United States Army Reserves, and in economics and entrepreneurship, Curb Appeal started growing from a seasonal business to a year around opportunity. Our unique strategy for hiring and training was to help young entrepreneurs in home services by showing them hands on training on customers service, operations, and business principles to run their own future business while paying them an above average pay for their immediate needs. Some of those early employees later became a CPA, Graphic designer, an Attorney, 4 Washburn University graduates, and one to start and operate a full-time window cleaning business called CleanCo.
Time Stamps :
📍[3:45]Marketing: Why Jake showcases his team and family in his marketing...
📍[5:41]Marketing: He treats his team like his family. They have fun and good food (hot pockets and ice cream sandwiches are a hit right now)
📍[7:01]Good reminder.... "If an employee won't have a beer with you, they won't die for you." By die for you replace work hard with you...
📍[8:25]Fun annual cultural event for Curb Appeal.... Burgers and Pools
📍[10:21]The power of "Best of" competitions... How Jake uses his the "best of" to communicate and provide value to his clients...
📍[17:57]Jake's career ladder, celebrate their wins, show them that they're valued, help them with savings goals...
📍[21:25]Why Jake considered adding weekend shifts to tailor his company to cater to college students. They actually have a 24/7 schedule...
📍[23:57]A call tree - who to call if there's a problem...
📍[24:41]Creating a knowledge base in their training center for what ifs.....
📍[26:25]What is Jake using for his training system?
📍[28:33]Jake built his training videos simply with iphones... He has learned to talk louder to battle background noise...
📍[29:17]Simple troubleshooting videos and how to back in and out of the shed
📍[29:57]He stores his LMS privately on his squarespace built website + quizzes
📍[32:09]Wash on Video: https://youtu.be/4lnBB1q01M4?fbclid=IwAR3PxrK8tTBD01aU1UDeUqPqbrikm71Y4wfy_FmPW7srqAPt5nI6dsUFd-k (https://youtu.be/4lnBB1q01M4)
📍[32:45]Assume that people want to do their best - if they miss the mark look at your training and where you failed...
📍[33:01]Take them out for a burger and ask them how they're doing...
📍[33:29]Default to Human...
📍[34:37]Multiple streams of income from a diverse service offering
📍[34:57]Residential gets the most web traffic but only accounts for 15% of income
📍[35:25]21% of Jake's YTD sales comes from parks and playgrounds...
📍[36:25]25% of income comes from fleet washing to have year-round work... remaining 40% comes from commercial recurring work
📍[37:37]Jake's "sales stew:" 21% parks and playgrounds, 25% fleet washing, 15% residential cleaning, 39% commercial and other
📍[38:25]Jake loves christmas but hates ladders and the cold but tried it out the first year and his team (and clients) LOVED it!
📍[39:05]Adding a new service is rarely profitable the first year as you work out the kinks
📍[41:01]Jake was in youth ministry for 7 years and he brought that heart of service and ministry to his business...
📍[42:21]If you help other people get what they want, you'll get what you want...
📍[43:21]Marketing Homework: Showcase your team
📍[45:53]Find out your teammates financial goals and spend some time helping them reach those...
📍[46:17]Calendar some one-on-one time with your team - to help them get to where they want to go
They know their stuff!
Loved being a guest on the Fight Club! I have enjoyed their show and look forward to the latest release to learn from them all. Always worth the time to listen and leave with some gold nuggets.
They know their stuff!!!
This group knows business! A multi-dimensional outlook on how a business can and should be run.
These amazing ladies are killing it and making a difference in the business world!