The 3 Keys to Getting Out of Day-to-Day in Your Trades Business
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This document summarizes a webinar presented by Benji Carlson on getting trades businesses out of the day-to-day operations. The webinar focused on 3 keys: 1) Building the right plan through strategic planning and goal setting. 2) Building the right team by attracting and hiring top talent. 3) Building the right systems such as using KPIs and processes to drive the team. The webinar provided templates and advice on implementing each of the 3 keys to scale a trades business.
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The 3 Keys to Getting Out of Day-to-Day in Your Trades Business
- 1. The 3 Keys to Getting Out of the Day-to-Day in Your Trades Business
- 2. 2SurefireLocal.com Est. July 2011 in Tysons, Virginia Specialized in Home Services vertical 1,260+ customers; 2,200+ locations Named one of Inc. 5000’s Fastest Growing Private Companies 5 straight years One of 50 companies in North America with dedicated Google team as a Premier Partner; Yext Strategic Partner, Yelp Channel Partner We Are Surefire Local
- 3. 3SurefireLocal.com Create the best all-in-one marketing platform that our customers LOVE and RELY on every day because it puts them in the driver seat to control their online business presence. Our Mission
- 4. 4SurefireLocal.com You will receive a recording of this webinar. Please check your spam folder for emails from Surefirelocal.com You can reach our team at any point by emailing marketing@surefirelocal.com or using the questions/chat box A Few Quick Reminders
- 5. 5SurefireLocal.com We’re giving away 2 Google Home Mini smart devices today!
- 6. 6SurefireLocal.com 6SurefireLocal.com Today’s Speaker Benji Carlson Assessment Specialist, Breakthrough Academy
- 7. The 3 Keys to Getting out of the Day-to-Day Surefire Local
- 8. 1. Building the Right Plan ✔ Strategic planning and priority management 2. Building the Right Team ✔ How to attract and hire rock star staff 3. Building the Right System ✔ Using your KPI’s to drive your team The 3 Key’s Insert Photo
- 9. How to get the most out of today • Focus on a few gold nuggets • Look for how each concept is linked • USE THE TEMPLATES!! • One cog in a larger machine
- 10. My Story • Homeschooled • Nationally ranked swimmer • University drop-out • Painting entrepreneur • Motorcycle adventurer • Currently building Breakthrough Academy, Canada’s 16th fastest growing start-up
- 11. Take a second and think about it… •What is the biggest change you need to make in the next year? *Type in Chat Box! Transfer-In
- 12. Key #1 – Build the right Plan
- 13. The Mindset • Relentless confidence that you can create what you want in your life – “How Can I?” • Rigorous Goal Setting and Priority Management weekly • Proactive vs. Reactive
- 14. Define what the right things are Intentionally working on the right things Growing business to the next level Key #1 –Strategic Planning • Failing to plan is planning to fail • Most trades entrepreneurs spend the majority of their time on menial tasks… Why?
- 15. Goal Setting 101 S - Specific M - Measurable A - Attainable R - Relevant T - Timed Y – Why?
- 16. The One Page Plan • Keeps you focused on what matters most • Breaks large goals down into action steps • The criteria you grade your results against – “how did we do this year?”
- 18. Why Have a Why? Uninformed Optimism Informed Pessimism Crisis of Meaning Informed Realism
- 19. Goal Setting and Priority Management 2018 Goal 1st Quarter Rocks This Week’s Tasks $1,500,000 in sales Complete 350 Estimates Do GSR with sales person Develop a sales team Have 1 sales person trained Coach sales person in field Systemize sales process Pick a CRM to use Create sales manual Have a 56% closing rate Update job descriptions Update compensation plan
- 20. Block Scheduling To Work On The Business
- 21. Key #2 – Build the right Team
- 22. Your people are your business • “Culture eats strategy for breakfast” • Cannot grow a business on the backs of B players • First Who, then What High caliber people More tasks and responsibility put on them Profit and Freedom to work ON the business
- 23. Recruiting = Marketing and Sales • Profiling your ideal candidate • Effective and targeted recruiting ads • Probing for a fit while selling to needs
- 24. Your Ideal Candidate Their profile: • Their strengths • Their weaknesses • Their core values • Their skillsets Their needs: • What excites them? • How do they want to feel about their work? • What are their goals? • What might they be fearful of? What YOU are looking for What THEY are looking for
- 25. • A catchy and engaging title (capture attention) • Short company profile (sell) • Detailed job description (sell) • Clear skills and requirements (qualify out) • “Deal-Breakers” • Compensation (sometimes, not always) • A clear “Call to Action” Strong Online Job Postings have...
- 26. Application Generation Key sources: • Craigslist • Kijiji • Indeed • Campus recruiting • Networking your staff • Facebook • LinkedIn Quick tip: properly networking through your staff
- 27. Purpose: to assess whether the applicant is worth sitting down with, and if yes, SELL to the next step 1. Intro and check in 2. Current situation 3. What are the looking for now? 4. What type of job do they want? 5. “Helicopter Tour” 6. Exploration of past work experience 7. “Deal-Breakers” 8. Interview set-up and expectations The Conversion Call
- 28. Personality Based Interviewing • Did they show up to the Interview? • Do they have a heart beat? • Do they have a steal toed pair of Boots? ✓ ✓ ✓
- 29. Key #3 – Build the right System
- 30. Linking All Moving Parts In The Business
- 31. Know your Numbers Looking back at 2018 what was your…. • $ Sold • Average Job Size • Estimates/Quotes • Closing Ratio • Leads • Lead Slippage • $ Produced • AR % • Labor Productivity • Hours Produced • Materials on budget
- 32. Proper Budgeting Study 2018 🡪 Benchmark 2019 • Revenue sources • Variable expenses • Gross Profit Margin • Overhead expenses • Net profit
- 33. Organizational Structure Based on Deliverables
- 35. GSR
- 36. “What got you here, won’t get you there” Controlled Entrepreneur Review last week’s job cost cards ✔ Train staff to handle client issues ✔ Finalize updated job descriptions ✔ Plan A and B priorities for next week ✔ Qualify 5 candidates for March interviews ✔ Complete daily scheduled quotes ✔ Develop March marketing campaign ✔ Finish client guide development ✔ GSR preparation for my coach ✔ Frustrated Hustler Get materials for Joey and Ryan ✗ Call Ms. Jones to see what’s wrong ✗ Get van #2 fixed ✗ Ensure we have enough cash for payroll next week and collect if needed ✗ Start the guys on Tuesday’s job ✗ Finish Smith job ✗ Quote all new leads from last week ✗ Re-estimate add-on for Joey’s crew ✗
- 37. What Is Breakthrough Academy? Content Coaching Community Over $750k spent on done for you business systems and templates 16 Industry leading coaches equipped to assist you with implementation 250 carefully selected trades entrepreneurs ready to collaborate
- 38. Some Serious Benefits 43% Average Revenue Growth in 12 Months 66% Average Net Profit Growth in 12 Months ∞ Countless Hours of Time Back In Their Control
- 39. •What’s one thing you learned today you can implement right away? **Type in Chat Box! Transfer-Out
- 40. Next Steps Go to: www.btacademy.com/surefire Enter code: SL0430 Feedback forms & downloads: • Job Posting Example – Sales Manager • Interviewing worksheet • Competency Model – Roofing Sales Persona • GSR File – Roofing Sales Persona
- 41. 41SurefireLocal.com Would you like to learn more about how Surefire Local and Breakthrough Academy can help your business? Learn more about Surefire Local Learn more about Breakthrough Academy Learn more about both or call / email now! 571-327-3391 marketing@surefirelocal.com
- 42. 42SurefireLocal.com “Hey Google, who are today’s lucky winners of the Google Home Minis?”
- 43. 43SurefireLocal.com Such a pleasure to work with. The knowledge and experience they have is amazing. We have worked with Surefire Local for over 8 years. Our experience with their team has been nothing less than excellent! SurefireLocal.com marketing@surefirelocal.com (571) 327-3391 Thank You!