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Automate Grow Sell

COURSE WORKBOOK

automate • grow • sell page #2

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CLARITY, CONFIDENCE, EXECUTION

INTRODUCTION

course expectations:

I have clearly defined exactly where I am trying to go

I will move outside of my comfort zone

I believe my business success is possible

I will execute by taking action with my systems

I will be a DOER and not just a LEARNER

I take responsibility for my small business

I will do hard things!


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I have documented where my business is “today”

INTELLIGENCE GATHERING

I have written down my “WHY”

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WHAT IS YOUR “WHY”?

- company name- company phone number- owner names (& % ownership)- link to logo- sample sales literature- company slogan- website address- name all current staff/positions- total customer count

- active vs. inactive customers- what do you sell (products & services)- what is your pricing structure- list out packages- list current systems and processes- list company vehicles- total revenue last year- total revenue year to date- list top 3 competitors

- list your business positives- list your competition positives- what cities do you service- what cities do they service- are you low/mid/high price in market- list all equipment owned- list all equipment needed now- list all equipment desired in next 18 months


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Make sure to go through these videos while slowly completing everything required in them. Rome was not built in a day. Use this space to add any additional notes or nuggets that you have picked up so far.

I have DOCUMENTED my company architecture

I have DOCUMENTED what areas need improvement

I have listed out all current job titles within my business

RECAP

THE HOT AIR BALLOON


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questions:checklist:1. How would you follow

yourself?I have DOCUMENTED our culture for staff

I have DOCUMENTED our culture for clients

1. How would you rate yourself as a leader?

2. Do you inspire or just fire?

3. When was a time you took a manager’s point of view rather than a leader’s?

I will be harder on myself than those around me

I will become a leader and not a manager

I will let my team participate in our development

I will ruthlessly attack negativity inside my business

COMPANY CULTURE

MANAGERS VS. LEADERS

- rewards structures- never late- great feedback- low # of callbacks- upselling- hit goals- crew hour, new clients, revenue

- discipline structures- late- bad attitude- quality issues- dishonesty- drugs/alcohol- uniform issues

- meetings- consistent- group participation- what is focus- full of life- fun- what’s in it for them?

- publicly recognize top performers- morning & end of day- positive energy- exact procedures- sell your story- accountability- instant rewards


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Use this space to add any additional notes or nuggets that you have picked up so far:

I will be a “secret shopper” to my own business

I will focus on how my business makes my customers and staff “feel”

1. What area of your business triangle is currently the weakest?

2. List all of the jobs titles that DO or COULD exist inside your business over the next two years.

I have DOCUMENTED the sales division (& its job roles)

I have DOCUMENTED the service division (& its job roles)

I have DOCUMENTED the operations division (& its job roles)

RECAP

THE BUSINESS TRIANGLE


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questions:checklist:1. Are you working more on or

in your business?

2. What can you systemize right now?

3. Have you begun systemizing your job yet?

4. What area of your business is most out of control today?

I will spend a preset amount of time each week ON my business

I will behave and perform exactly like I would want my very best employees to do so

I will delegate tasks to someone else immediately

WORK ON, NOT IN YOUR BUSINESS

BEGIN WITH THE END IN MIND

I have clearly mapped out my business’s final destination

I have DOCUMENTED future short, mid and long term goals


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I will better communicate my company story with my team members

I will be open with the company financial goals

I will make sure my staff truly knows me

COMPANY ARCHITECTURE

COMPANY HISTORY

I will mind-map out all of my current company information

I will mind-map out my 3 departments and everything included inside them (sales, service, operations)


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1. What mind-mapping software did you decide to start using?

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BUILD OUT YOUR DREAMS

RECAP

I acknowledge this is a marathon, not a sprint

I have completed the requirements in this module

I understand the 5 steps to creating a system1. Mind Mapping2. Exporting to Plain Text3. Polishing & Expanding4. Executing5. Iterating & Optimizing

I have officially mind-mapped my first system

I have taken a part of the mind-map and built it into a full system using a word document

I have executed (deployed) a new system in my business for me and my team

I have met with my team in an effort to refine our new system and make it better after using it for a short time


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checklist:1. Have you ever made a bad

hiring choice?

2. Have you ever fired someone out of emotion without having a replacement plan ready?

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I have a written discipline schedule laying out allviolations and the consequences for each

I will deploy a simple record keeping system foremployee reviews and “write ups” for future reference

I have a written recruitment plan for finding talented employees

I commit to finding negativity and removing it from all areas of my company

I have a written “takeaway” script for my interviews

HOW TO FIRE

HOW TO HIRE

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Build a mind map of all relevant training topics for your business including both technical andcultural training as well as your company story and future goals

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I take full responsibility for the actions of everyone inside my company, good and bad.

I have a written training program that includes technical and culture training

1. Do you allow your team members to make decisions on their own?

2. What can you delegate today that places more

responsibility on your team?3. Are you a leader or a manager?

4. What can you do to improve?

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I have a written system to make sure I engage all staffmembers on a recurring and personal level throughout the year

I commit to regularly communicating our company visionto our team along with the future opportunities for them

TRAINING YOUR TEAM

WILL THEY FOLLOW YOU


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This video is an excellent point to schedule a personal call with Josh!

I have created a list of unique employee benefits

I have run the numbers and understand my benefits budget

EMPLOYEE BENEFITS

I have documented my pay structures for all job positions

I have decided a firm “max” payroll % of revenue

EMPLOYEE PAY


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EMPLOYEE UPSIDE

questions:1. How can you show your

team you are serious about negativity?

I have created a performance based “advancement” program for my team members

I have created a “plan for advancement” document for each job position in my business

I will implement a “no negativity” policy in my business

I will lead by example by being “positive” especially during moments of adversity

EMPLOYEE CULTURE


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I have documented what is most important for each of my staff (sports, family, cash, faith)

I will lead with strength by being clear headed, passionate and ready to execute

I have created a solid framework for employee communication (time off, daily work, emergencies, etc)

I acknowledge that great communication is critical for employee satisfaction and business growth

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HOMEWORK: Build a mind map of all existing communication “channels” and how they can be improved.

questions:1. Do you communicate well

now?

EMPLOYEE COMMUNICATION

RECAP


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checklist:1. Have you built your own

“Scheduling System” yet?

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CUSTOMER RELATIONSHIP MANAGEMENT

I have invested in a stable CRM product for my business

I have documented all of the important metrics that I want to measure in my business

I have put in place a reliable CRM for reliable financial tracking

I acknowledge that great communication is critical for employee satisfaction and business growth

ACCOUNTING AND PAYROLL


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Ask for referrals on EVERY call. Take notes on each phone call and document the details in your CRM.

I have created a “customer lifecycle” document identifying all points of contact with my customers

I have developed a unique over the top friendly phone call customer engagement script for call #1

Create a mind map showing the flow of each employee and how they can identify, document, and upset future opportunities.

THE FIRST CALL

UPSELLING AND PHONE SYSTEMS

I have established a method for my team to identify future opportunities AND document them

I have documented my companies follow up strategy for current customers with future opportunities


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THE ESTIMATE

questions:1. What can you do better

when scheduling appointments?

I have created a specific process for scheduling the appointments covering all important data and communicating with the customer at a high level

I have scripted out our company’s unique referral “ask”

THE SECOND CALL

Build an intro script that sets your company apart. Redesign your company literature with a pro designer and print everything on high end paper.

Upsells should be attempted on ALL scheduling calls.

I have created a specific sales process for in person estimates with ordered steps

I have created the process needed to document all pricing, notes and opportunities for each estimate given

automate • grow • sell page #18course workbook

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I have created a specific process for how we service our clients homes and businesses

I have created a process to guarantee job quality and client satisfaction

Create a “Service Point Checklist” that documents future opportunities and leave it with each customer.

I have designated a physical binder to contain all of mybusinesses written systems and future diligence docs

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I will commit to having a “Relational” mindset rather than a “Transactional” mindset

I have created a simple follow up process that will get done EVERY time for EVERY customer

I have developed a 5 touch referral system that is simple, consistent and teachable

I commit to building a business around my brand and not my personal name and likeness

I commit to making business decisions based on what is best for the brand, not my self personally.

FOLLOW UP

DOING THE JOB


USE THIS: “Are you happy? Great! Can you do us a favor?” Don’t create “robotic” scripts. Allow for individual personality to be injected into each script.

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I have created our company “Intro” script

I will focus on the customer experience rather than technical perfection and train my staff to do the same

I have created mid-point and final touch scripts for our crew leaders

SCRIPTING FOR TECHNICIANS

SELLING LIKE A BOSS

1. What is the most intimidating part of sales for you?

2. How can you overcome it?


I have built a basic sale training process for my team

I have created a list of all common objections and theproper responses to those objections


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Get 10 free postcards to try SendJim for yourself: Go To www.SendJim.com & start a trial!

I have written an organized plan to circle through all outbound sales prospects on a recurring basis

I will invest in high quality literature for me and my team

I have written an organized plan for my entire years worth of marketing

BEING ORGANIZED LIKE A BOSS

DIRECT MAIL

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I acknowledge the fundamentals of how to win with direct mail1. Target your perfect customers2. Mailings must be done multiple times to the same people (sequence)3. Must send an adequate amount of mailers (minimum sample size)4. Use high end graphic arts5. Personalize the mailers as much as possible (SendJim.com)

I have a written recruitment plan for finding talented employees & a "takeaway" interview script

I commit to finding negativity and removing it from all areas of my company


1. Have you built an online presence for your business yet?


Create a VIP “tag” in your CRM to track your referral money wells and reward themyour CRM to track your referral money wells and reward them.

My website is built and looks ultra professional

My website is listed on Google and all citation sites

My website will post one blog post per month

My website is specifically designed to be mobile friendly

I have a written social media posting plan for this season

LEVERAGING THE INTERNET

BUILD A REFERRAL POWERHOUSE

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I have a written referral system

I have trained my staff on our complete referral system and the role they play in it1. Ask 5-8 times throughout the customer lifecycle2. Be direct and consistent


1. What is the largest commercial account you have ever landed?

2. What is holding you back?

Data mine. Call every 4-6 weeks year around. Be patient. Impress.weeks year around. Be patient. Impress.


Following up is not about sales. It is about managing the relationship and showing gratitude.Follow up ideas: Postcards, emails, phone calls, SendJim.com

I have a written strategy for pursuing large commercial accounts (organized and strategic)

I am committed to being relentless in my pursuit or large commercial accounts (play the long game)

I have a strategy in place to stand out from the crowd

WHALE FISHING

BUILDING TO SELL

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I will commit to having a “Relational” mindset rather than a “Transactional” mindset

I have created a simple follow up process that will get done EVERY time for EVERY customer

I have developed a 5 touch referral system that is simple, consistent and teachable

I commit to making business decisions based on what is best for the brand, not my self personally.


Remember, the business earnings are what is left after paying yourself market rate for your current job position(s) as well as all other regular expenses.

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I commit to focusing on growing the business earnings rather than my personal income only

I have documented my previous years P & L and have built a current year projected P & L with a proper understanding of earnings

UNDERSTANDING ASSETS

UNDERSTANDING A MULTIPLE

1. How can you maximize the value of your money tree? Lower expenses? Raise margins?

2. Reduce risk by diversifying your customers?


I have a working understanding of EBITDA

I have a working understanding of what a multiple is and how to maximize it


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I have designated a physical binder to contain all of mybusinesses written systems and future diligence docs

- summary page- list of key staff- tax returns- sample marketing material- price list for services- average ticket statistics- month over month breakdown of revenue- proof of historical insurance

- information about your local market- list of all job descriptions- copies of all legal documents- employee handbook- asset lists- copies of brand info (logos)- insurance claim info- list of key accounts

UNDERSTANDING DUE DILIGENCE

MIND BOMB COMPLETE

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I will EXECUTE on the things I have learned in this bootcamp

I will reach out for personal help and accountability if I need it!


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automate grow sell - amazon s3s3.amazonaws.com/minidebate/window wealth/business... · automate •...

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