 Hey, good afternoon everybody. I'm Tom Stewart. I'm with Liz Trotter Derek Christian and this is smart business moves Hey guys, howdy You're for special treat today. We're going to be giving I guess actually over the next three weeks we're going to be doing a very condensed overview of kind of the highlights of our foundations course and some of the materials that we've Developed and and used in that program over the years. Hey, Dane and Derek is is going to be sharing some super cool stuff about market plans and calendars and Let him get into all the nuts and bolts on that but There of course, what's been going on in your world man, it's been a while. I've just been busy running around doing lots of cleaning services in different places Between Colorado and st. Louis and Cincinnati. It's been nuts. So Busy busy boy there those business I'm really busy things have really picked up in the last few weeks. In fact, our biggest problem is most people is at this point hiring but one of the companies the one in Cincinnati we added 12 by weekly customers last week. It's been a long time since I've seen numbers like that. So It's definitely starting to heat up I think in Ohio, we're up to 32 or 22% of the population's gotten their vaccine and other 10% It's gotten sick. So about a third of the population at this point that figures immune So I think people are starting to roll back in pretty quick Nice. Hey Linda Yeah, the numbers just continue to drop do we have an update on the numbers time That we can show I can Yeah, spring is wide open. I know spring is jumping now Let's see Tom. I was gonna send you something real quick See if you can help me. I'm with you and Derek You have a second you can look at that What my problem is What a schedule All right, so Well, did you say it was Microsoft that had some sort of yeah, are you able to get into SharePoint? Yeah, we were doing a Had a meeting with with Arccy earlier today and we were they used Microsoft Teams and Microsoft Teams wasn't happy And they called Microsoft user support and it sounded like it. They were doing a fire draw We wound up using zoom We all know that feeling right when Being on the other side of that when you're the one that everybody is contacting because your stuff's not working, right? It's being a key. Hey, Sarah Good to see you Sarah. I I saw you earlier today and I meant to tell you what we're we got busy and That was in the MMA group. You look great today Even though you're at work You're not normally there All right, so Tom you're gonna do us some numbers. Yeah, I'm sure you're pretty graph. I mean, it's Some of the numbers here She's looking at the seven-day average it's back down here to the lesson 50 Which if you remember Back in the summer when we had this peak we thought 50 was a was a really bad number. Yeah after being to the point where away It was like 280,000 The numbers are dropping in a in a good way Death rates are even dropping even more extreme since seniors are getting vaccinated I think in Ohio they had like 12 yesterday. So it's quickly good Starting to dissipate in that regards Yeah, the the death number has been declining really really well for a while too, thankfully And the thinking is like most people are still getting the the messenger RNA vaccines, which is a two-part thing the Moderna and in Pfizer and usually they're spread like three or four weeks apart but even after you get that first shot after the first week or so the chances of dying are Basically gone at that point. So there's a whole lot of people that are Fully vaccinated but are feeling a whole lot better about Being able to take risks and get out and invite service contractors into their home and so forth you had did you have a Immunization time I did um a week ago. What was it? It was last Wednesday. So it's been almost a week Single The Pfizer so I also had I had both my Pfizer's Oh, you had them both. Yeah. Oh, that's right. Derek. You said that your second one was painful. Um, You're sick. I got chills pretty badly at night and we're shaking the bed. So but it passed within about 12 hours Yeah, okay. That's good. Yeah, I had heard that the the single shot is not as Devastating to our bodies, but I was I haven't talked to anybody It's also why they say it's not as effective the stronger your reaction the more effective your body was at fighting it So There's pluses and minuses When not when I got it my doctor said if I got it in a different arm the reaction wouldn't be as strong because When you get it in a different arm your body's response is hey that virus we had a couple weeks It goes back. Let's use the same thing we used to kill it last time So you basically have the same immune reaction, but when it appears in the exact same place Your body's thought process is whatever we did didn't work last time. So let's crank it up a few notches Yeah, kick this into high gear. Yeah. Yeah So much as you might not want to have it in the same arm do it anyway. Yeah, you want to be really sick Well, all right good news anyway with the the numbers going down like I said, we're going nuts It's it's crazy. So we're pretty excited actually as we all have the problem is hiring people. So yeah You know, we're yeah, that's that's actually what our meeting on Friday is all about it's all about recruiting and hiring visits Well, we just can't hire fast enough. I mean 12 by weekly customers is cleaner. I mean in one week. We need a new person even if we were a hundred percent staffed We need a new person. So yeah, and you don't just need a new person. You need a new person. That's fully trained Ready to go. Yeah. Yeah. Yeah, this is going crazy all over the place Which is awesome. Yeah No, it's good. Well, especially with It's going to be a strange year. It's hard to describe because it's really busy yet at the same time With some of the tax credits and stuff from last year and the second round PPP It's an interesting year. So in a good way Yeah, good time to do rate increases, huh? Yeah, I Think everybody hopefully is We do need to talk a little bit at some point in time about the differentiation between rate increases and price increases and rate adjustments and price adjustments Not today. I'm doing that today Today we're letting Derek lead the show he's got a bunch of cool Information but actually Derek before you get started. I did want to talk to everybody about What we're doing over the course of the next three weeks. Yeah, three weeks. Yep and I'm already told you we're gonna be doing some foundations pieces But the other piece of that is Derek's going to be doing Presenting on Mondays Tom's gonna be presenting on Tuesdays I'm presenting on Wednesdays and Thursdays. We're gonna have something different going on something kind of fun Maybe or I don't know just a little different. So it's kind of a surprise We're not telling y'all what that's gonna be yet on Thursdays and we're we were hoping to be able to get the topics out to you guys But right now Outlook is blocking all of us saying we don't have access to our own Info home. That's what we're talking about earlier. So we can't give you the actual Calendar of event yet, but look for that will be Sending out soon. I was able to pull it up on my side. So what I've got at least for this week I'm doing the marketing calendar today Tom's gonna be talking about making sense of your financial statements on Tuesday and we're messing with them a little bit This week, right Wednesday, we're doing our foundations alumni reunion Thursday. We're doing improve your recruitment And retention process next week. I'm back up on Monday with SEO plain language Tuesday Tom's doing using pay price and productivity and efficiency to maximize your profits boy That's a long title Wednesday Liz is doing the necessity necessity of consistent ongoing training and education and then that last week of March I'm heading off sales as a teachable skill Tom's doing stacking revenue with high frequency re-occurring clients and then the last day of March Liz You're doing controlling your quality standards Well, hey Derek, can you send the link over or take a picture of that and send it over? I'm trying don't send a link because we're stuck in Right take a screenshot. Yeah, are you sure for it or is that was that in the email? That's an email, but I don't know if you guys remember. I actually don't use outlook I use a program called missive is my front end which might be why I'm able to get in and you guys aren't because I'm not actually using Outlook I'm using something that lays on top Right that does make sense All right, so Derek Yeah, right I'm ready. All right. Let's get us started here So yeah, what we want to talk about today and part of the point of this whole concept is for those of you that don't know is we teach a program called foundations of success and we typically do it once a year and Obviously, we took a year off with COVID and this year in October is actually be the last time we're teaching it together I don't know what you guys may have planned in the future, but I'm not going to be teaching it again So it'll be the last time we teach it exactly as it has been in the fat past So it's our we said before it's our last time, but this really is our last time People kept demanding we do it again And I've moved on and signed a contract to do some different type of work in the future So I can't but this will be our last time actually teaching it So we want to actually do a preview of some of the stuff and foundations is a pretty intense week-long experience We all get one place really getting detail working on our businesses and it's different from any other program because It's about figuring out you your business what works for you what your strength and weaknesses are and making sure that all the pieces work together there's a lot of programs out there that teach you a specific way to do things and We've always been really big on the best way to do it is your way and helping you figure out what your way is So but the biggest thing is we all just spend a week and and what we call the mansion and really get in depth And I tend to teach the marketing topics and that's why you're going to see me teaching some marketing stuff And so today we're going to do preview We give a lots of things and foundations and one of the things we give away is a marketing calendar And I'm actually going to show it on the screen here in a little bit but basically I'm a big believer in having a marketing calendar because life gets busy you end up having to recruit people cleaners happen chaos with customers and there's a tendency to kind of Not follow through on your marketing as you didn't tend so normally I like to in December because that's normally a pretty slow time for my business take Day away from our business and come up with a plan for the year and for me as a guy who's pretty high on marketing That means coming up with a marketing calendar, which is month by month But are we going to be doing to try to drive our business and I normally do it off a theme? So I'll see if I can actually share this here just to give you an idea Sorry, I'm going through the steps to share it takes a second all right So This is a marketing calendar that I put together for One of the cleaning companies I'm involved with in Cincinnati and it actually does both window washing and maid service You're gonna see both on here But basically what we do is we come in and by month just kind of think through what do we want to do with things like live events? We're not doing radio this year, but we had done it in previous year What are the Facebook themes? We want to be talking about what is the Facebook advertising? Basically everything so we'll come in here and you'll see I don't have something filled in every single month And that is okay Sometimes people see this marketing calendar and they think the goal is to actually fill in every block Doesn't always make sense to fill in every box like for live events I have one a live event which was taste of blue ash which is scheduled In August every year in Cincinnati obviously didn't happen last year But we're hoping it happens this year and that's the one live event So I don't want to make people feel like their goal with this thing is to go in there and actually fill out every single box because it's not It's just to think about what do I want to do with live events? Maybe do it every single month or not, you know, what am I going to do with Facebook advertising? You can see that Yeah, I'm sorry to interrupt, but is there any way could you blow that up? It's really tiny Sure. I'll see if I can make it Yeah, even if we can't see the whole thing just seeing no, I get it portion Where it says view the top menu. Yep, I'm getting there. I was trying my normal shortcut, but it wasn't behaving Click on it zoomie thing Actually down to the bottom right there's a little see where it is. Yeah, my slider That slider, yeah, that's the easiest way I normally do control Okay, I figured it was like zoom normally that thing gets hidden on zoom So yeah, what I typically do is I come in here and think about what we want to do and then Fill out our concepts. So What email offer in February is going to be a Valentine's offer we're also going to be talking about Valentine's on Facebook We're planning on giving away a year of free cleaning next year So I don't you guys probably know this, but I'm really big on public relations So in January what we want to be talking about for PR is that we're giving away a year of cleaning Doing press releases trying to get on the news things like that. Are we doing any cross promotions with anyone? Do we plan to use thumbtack or home advisor? What do we want to do on our website? What are the blog topics we want to cover and then like I said, we're going to do a year-round contest to give away a year of free cleaning Now for the website you can see for example We're planning on having a new website live and now I'm losing my headers. So that was it looks like In April and then every single month after that we want to launch a landing page So that's what LP stands for is in May I wanted to get the blue ash landing page live in Westchester. We want to in June we're going to do Westchester, etc And the idea is if you just think about what you want to do every single month You can then assign these people because the chances are if Derek tries to do all this This isn't going to happen because I'm not so good at getting all this stuff done But I can start dishing the stuff out to other people Now for example on Facebook a lot of times what I would also do set a goal of having so many things that we want to talk about in a Month and how many times do we want to bring it up, etc? So this is a pretty detailed plan. This is a this company and the Cincinnati company is pretty good size And I'm not necessarily recommending that we're doing you guys be doing Val pack and EDDM every door direct mail For mage service this company also does window washing and window washing responds for very well to direct mail How's cleaning not as well? So I don't want people after going who Derek does Val pack I need to copy it if you're not doing window washing. I'm not sure that makes sense for you It does make sense for window washing works pretty well So I know Liz you guys have seen these a couple times. What do you think? What have you done with it before? Yeah Say the same basic thing Derek We probably use a little bit different versions been modified since the foundations we use a different one in the MMA groups Well same same concept because this this is a winning concept the only thing that is different is we have a budget Yeah, what's the the budget for the month? That's included and then how much are we gonna spend in each area? Yeah, so I Want to start with kind of the basic idea because it's a little bit easier to grasp it on this concept But I'm actually there with you Tom. You're gonna be proud of me He's gonna show some this is actually An Excel spreadsheet that we use that gets into detail of what lead sources it how much are we spending on using it? How many Jobs do we expect out of it? What's our cost per job gonna be and then we can track our results? I'm pointing at the screen like you guys can see it of how much did we put out of it? And then we come down here to the bottom Which are that I then look at by month and I have what's called my inspirational goal Once again those of you who've worked with us in the past know that I like having two goals One of which is what I call our stretch or inspirational Which is what I'd like to do and then the smart goal is what I'm confident I can do so think of it as you budget off of your smart goal, but you mark it for your inspirational goal and We then track what our actual work orders are per month. So yeah We I definitely got can take it down to this level of detail as well But this can get a little confusing you got to kind of understand the concept first before you dive deep into the month by month execution Yeah, absolutely So hey Derek, we can't really see anything on this. It's like smaller than and that's even smaller than the other one fine Yeah, but a little bit the colors. I like the colors So for example in the month of January, we're planning on spending $2,000 I'm expecting a minimum of 98 jobs for that and I can come in and put in my actuals Okay, I got you then a pop here that we were looking at shows all of my different channels of advertising And then How much I'm planning on spending on each and how much how much out of each job am I hoping to get? Okay, wow You can definitely take it for detail now that tends to be a little bit confusing and once again We give some tools that are appropriate to the level of detail. You want to get into I Like doing the one that I've got on the screen now when I'm teaching the concept just because it helps people understand What what are we talking about? What are the things we can do and for example? You can see on public relations some of the ideas we came up with as we're doing the year of free cleaning I used to do morning spots on Fox 19 news where I would do cleaning tips We're going to do that again. We're going to do some PR around window cleaning basically in April Basically tips for it that we're hoping we'll get picked up by local publications. We're going to do some guest blogs We're going to do a dirtiest places video contest We're going to do maid service thing and then we're going to do dirtiest places sweeps week basically when we're announcing the winner so that doesn't always make sense if you don't get my terminology but and then Those that have followed me over the years also know I like working with partners So I like working with people like our dry cleaner that we partner with I like to work with dream dinners for Mother's Day and then I used to own a dog day care So I typically do a lot of cross promotions with local area dog day cares I like working with businesses that basically have the same clients as us which is people that trade money for free time But aren't necessarily direct competitors So people who pay to get their laundry done people who pay to get people to make their food people who pay for someone to take Care of their dog while they're at work. These are all basically people trading money for time and that's really our customer All right, cool One of the things that I was came tell about your oh, yeah Go ahead didn't eat that didn't he wants to know if you could share about your dry cleaning partnership Sure. So the dry cleaning partnership I have is just a local guy local dry cleaner And basically it's pretty simple I've had it for years and the basic concept is we clean this house once a month and in return every piece of Laundry, which leaves this facility now. They normally staple the receipt on there. It's also got a coupon for our service Yeah If we've got what we've done that before too with with a lot of success Yeah, we've had the partnership for for years the guy owns three locations And we kind of rotate between the locations We don't all we don't do all three all the time and it's been a consistent source that leads for us and There's various degrees of doing what what Garrick is sharing here. I mean this is you know kind of the graduate level course if you will but You know for us at the very least we find this useful to just identify Holidays and and you know for the events that we want to want to get ready for like we're working on Mother's Day now And if it wasn't for this we wouldn't think of Mother's Day until like the week before So, you know, it could be as something as as just starting out as simple as that just identifying Major holidays that you want to be putting together, you know programs and promotions for yeah And you'll see in May we do have a Mother's Day program and we work with dream dinners Which is a meal preparation place and our promotion with them has always been If you buy our Mother's Day gift bundle You get a free raspberry French toast from dream dinners And the only requirement is you have to go to dream dinners and pick it up And they actually give us those for free because they're figuring if people come into the business to pick up their raspberry French toast It gives them an opportunity to explain to people. Here's what we do Etc. So that's been a great cross promotion I've also had with them for years and I get free stuff to give to my people because they're figuring people to pay for cleaning Service will probably also pay for people to help them cook and so they give me free food for that and and one of the tricks that we've learned over the years is if you can partner with people who've got a well-developed database of Leads and clients you can cross promote with with emails where you look with a promotion and You know the food provider or the dry cleaners can email it to all their clients and you reciprocate by Taking their deal and emailing it to all your clients And this dog daycare one I'm going to bring up because one of the things we do as part of the foundations program So we give you a marketing toolkit that I put together a few years ago and it includes a flyer Which is what I use with the dog daycares, which is basically tips for dog owners around cleaning services what chemicals to avoid Allergies you should be concerned about things like that and there's nothing in the actual flyer that says anything about the company but the back page basically says provided by my maid service and all the details and We provide that to local dog daycares once a year So that's our dog daycare cross promotion and they actually really like it because it's actually really useful educational stuff It's all stuff that they really do care about right It doesn't they want their people to know yeah, it doesn't hurt them Any it's something they're giving away for free to their customers. Sometimes we'll throw a coupon in there But a lot of times they just put make it available for free We've had good luck with that at the veterinary's vet veterinarian offices as well Yeah, it was little info. It was actually written by my veterinarian. So really? Yeah, it was actually my veterinarian helped me write it That's how I know everything's in it's legit and actually put it together with him And the idea was I stole the idea from doctor's offices used to go to doctor's offices before the wonderful day of cell phones And now we're not bored anymore, but they always had that like wall of educational pamphlets Oh, yeah, so this was the veterinary version of that They still have that at my dental office, but now you have to point at the ones that you want Yeah, love to touch them I don't think there's effective anymore because we used to all go sit in the waiting room and get bored So we find ourselves actually reading that stuff now everyone just whips out their cell phone. Yes, totally true Another question I had on here Derek is I think that Sometimes you'll put in like a like a theme And is that like a theme for the month? So like it's Valentine's Day. Do you kind of Valentine's Day, for example, it's the theme in February. We're clearly in February We had an offer to try to sell gift certificates for Valentine's Day Valentine's Day was going to be what we were talking about on facebook Valentine's Day is what we want to talk about in our email campaigns because we're going to talk about the promotion We're giving away so a lot of times the theme does carry through So in may we're going to be talking about Mother's Day, you know Mother's Day is the special that we're offering our partner's dream winners It's what we're going to want to talk about on facebook It might even be what we do with our pr because we might be making press about how two local businesses have teamed up Okay And then like like on here it shows like Mother's Day in May Does that mean you don't start actually advertising at any of this stuff until may do you sometimes start earlier or Yeah, I mean sometimes you definitely do want to start it earlier But the idea is putting it on the calendar makes you think about it now Mother's Day If I believe it's towards the end of the month, so typically we wouldn't start advertising it But yeah, we were doing Easter for example, which is April 4th this year. We definitely would need to be sending it out in March Okay, which is goes to tom's point Of he's working on Mother's Day right now, but you wouldn't be If until a week before if you didn't have the marketing calendar, right now in our case We've already kind of got the promotion put together. We already know what it's going to be We already have our partner. We've already written our email copy a lot of what I do with this Is I then hire somebody off a fiver to come write these emails and stuff for me so that it's all basically done We load it into our email program ready to go So we do this as a once a year surge and then a lot of it gets automated Okay, which makes really good sense to me. So you don't have to keep doing it over and over again. Yep I love that Now facebook a lot of times will have generic themes But I'm also going to share another tip a lot of people have a lot of problem coming up with ideas for what to post on facebook And I've discovered my favorite cheat recently is um, I signed up for service called wonder dads Um, and I do that personally myself just because I wanted to have ideas for my kids And it's basically a dollar a week. It's pretty cheap and every single week They send me a newsletter with ideas for my family. And yes, I know I'm going to have to zoom in for you on this one guys But for every single age group zero to two three to five It's got suggested activities for the week and a lot of times those activities are tied to Basically, you know, what the theme is for the week. Is it national cookie week or something like that? So it's got ideas of what you can do with kids of all ages and those that can become great content for my website Yeah It's got Ideas for the week ahead. Uh, you know, this is how to teach your kid a foreign language um It's got um five wacky hotels you can take your kids to so I could very easily turn this to five days worth of facebook posts talking about You know different hotels that are great at great family activities to take your kids to um You know, this is a highlight of something that it that And it's like 30 pages of just ideas So this is how to do a birthday letter with your kids and what you should put in a birthday letter for your kids Um, a family safety challenge for the week gift ideas for your kids Every single week. So I mean there's something. Yeah, 50 bucks a year. That's a great deal Yeah, so I steal a lot of content from this and a lot of You know, there's always like national doughnut day and things like that and a lot of times they mention that here Hey, tuesday's national doughnut day. Take your kids out to donuts So I post that stuff and people like how the hell do you know that? Well, this is how is i'm cheating and taking them out of here Um, and like I said for for dollar week, I steal a fair amount of my facebook posts And it's called wonder dad's It's called wonder dad's I wonder if they have wonder bombs They might I don't know like I said I signed I signed up this for myself Um, and I just I love the ideas in there Like I said, they've got all sorts of I all sorts of things and a lot of times It'll be pulled from certain things like I guess it must be Arnold Palmer's birthday or something Because they're pulling him in and a lot of times it'll cover stuff So it just provides a lot of really kind of cool ideas and I steal my facebook posts from this And it's almost always on the theme too if it you know right now It's spring. So this is all very spring focused stuff But if we were near valentine's day, it would have been having craft activities for valentine's day for mom For example, and I get one of these I get these every single week for a dollar Oh, yeah, I love it You know, there's a I dropped a link in in chat. It's a calendar for Finding well national days. It's the national day calendar.com If you go there, you'd see like today is national napping day And if you missed it yesterday, it was national potato chip day so Yeah, we did potato chip day yesterday tim and I were lamenting that we missed out on all the best chips All right, um, then he you said I checked list trotter and not sure exactly like that Do you guys know exactly what she's talking about? I don't I don't know what I check. Oh, she probably checked for wonder moms.com. Yeah Wonder moms.com either denny that's what it is But why not just take wonder dads? I mean, yeah, we're still the idea Yeah, I think I think the moms out there know what to do the dads were They have to give us advice. So I'm not sure how many moms would pay a dollar for the week, but we definitely would Uh, I would are you kidding me for anybody in marketing? That's 50 bucks a year. That's cheap No, well that and I use it half the time with my own kids, but even if I you didn't have kids It's great just to have the ideas. I mean, I can't think of valentine's crafts ideas That's not my thing But it'll have here's a great valentine craft project for every age group and you're like, that's a great idea I'm gonna steal that I'm totally sending this to my son-in-law He's gonna love it. It's awesome. I think it's great and That that's what how I basically outsourced my facebook is I've got someone in my office and I email him that every week and I'm like Okay, we need to post every single day here. There's about a hundred ideas in here pick five that makes sense It's everyone's you like the best. Yeah, I love that. I feel like that makes it super easy A lot of times people just need that idea to jump off of Oh, yeah Well, when you first started so easy you've got like a hundred ideas But when you post once a day you realize that gets you about a third away through the year and then you're like I am now stuck My endless ideas are now are no longer endless Those are those endless ideas is there. Yeah. Yeah, that's not a thing We wish that it was but it's not So what type of things do you guys normally like to try to put on your calendar? I mean I talked about email campaigns. I talked about promotions You saw I like to schedule when we're going to be turning things on and off pr If there are other things you've done that you'd bought maybe you want to schedule I'm gonna I'm gonna pull up mine and see what I see Derek's good question Well, you'll see for example on ours We put down that for our facebook for our facebook for our web page We wanted to add certain pages on a certain schedule We don't want it to be a once a year initiative or every five years our website gets dull and we relaunch it So we're trying to make it so every single month. We're putting something out there Yeah, that makes good sense Do you make adjustments based on supply and demand? I mean we were talking earlier that you know You you booked like 12 bi-weekly customers in one week and The ability to hire new technicians seems to be you know, the label is really really tight So do you make adjustments to that plan based upon Yeah, without a doubt and for us the things we cut first are the things we pay for So home advisor and facebook ads and google ads those are all going to get turned off and we don't need it But we do want to keep doing our facebook and our website our free facebook like our own personal page In our website because that's developing your brand that stuff that's going to help you with search engine optimization for the long term But without a doubt we will turn those page channels off What we don't want to do is stop emailing our customers Because your list becomes stale. We don't want to stop putting things on facebook and building communities Right when you say emailing customers Yeah, that that's that has several definitions as well. I mean you're active recurring customers. I'm sure but you probably have a broader, you know Set of stakeholders, you know Inactive customers leads that have never gotten a quote quote that never booked or there's different campaigns or Yeah, we tag people that we've given a quote to or have requested a quote Not even we gave a quote to but have never booked. We've got people that we do have done service for before People that had regular service that cancelled And then we actually have a list of people that tend to respond to specials as a whole separate list Because we'll offer like last minute specials say someone cancelled tomorrow. I need somebody and we've discovered There's five or six customers on our list who always took those So we actually have taken those people and put them on their own list So that they don't get those offers unless we really really need it and those people We know worst case scenario we can call morning off. Hey, mr. So-and-so we have a cancellation I know you normally like those would you like us to come out today? But we don't want them always taking those uh discounts because we're hoping we'll get somebody Call that list with those six customers or can you share that? I don't think we called anything that weird. It's just like Reliable for deals or something. It's the people that when we offer 30 off are always on it I like that reliable for deals works Yeah, now we don't have any type of weird name for it But there are people that we know that when we offer special are going to jump on it You know what would be really interesting is to to kind of play around with it and offer like 10 percent off Five bucks off to kind of see at what point Do they well we start with that to be clear the whole reason why we have that list separated Is because we start by just saying hey, you know, we've been really busy and haven't been able to book anything But we've got openings now. So we'll get people just off of that And then we'll escalate the offers if we need to That reliable for discount people though Those are the ones that morning of when you walk in and have a cancellation and your cleaner doesn't want to go home You know, you can call and go hi So i've got a cleaner with nothing to do Um, can I send them over for 30 off and they'll almost always say yes Nice nice being able to fill the schedule like that's awesome. All right. So i'm looking at our calendar This is what we have our different tasks edm Facebook ads door hangers seo So on seo We have similar to what you said earlier Derek like listing certain Things that we're going to do right this month. We're going to do and this this version was um Around ma's local. So do numbers one through five ma's local Um, let's see website. What are we gonna do on the website email kind of marketing? Um, what are we gonna do with google ad words google local that kind of stuff? Um networking we have on there. Well, what are we gonna do for networking? We're gonna contact how many people we're gonna contact that kind of thing We have like a local magazine called community values. So that's in ours And that's that's it. That's all we have an Yeah, I mean to be honest the goal really is just to automate your marketing You want to write it out so you can delegate it to people? Like I said, I'll hire people off of fiver to write the emails for the year And it gets easier the first time you do this. It's a bit of a slog But it's actually pretty easy at this point because We know our valentine's promotion. We know our mother's day promotion A lot of those boxes are filled in and then when we're looking at for example on search engine optimization for the website We're just going so what haven't we done yet? You know, what services have we not built services page? What cities have we not profiled yet? What directories could we build off of and once you know the categories it gets pretty easy and then you know Once again This was meant to be sort of an intro Normally what I would do is I would start taking these activities and assigning them to people It doesn't do any good just to throw it on a calendar Somebody's got to actually do it. So I would normally put somebody's name next to it that it sones those jobs to make sure this gets done Yeah, I feel like that's me All right, uh, how many times have I said, yeah, this is great. This is what we're gonna do We're doing all of this stuff and then I'm like, why didn't that stuff get done? Well Who'd you assign it to well like the ether? Why did the ether know that I needed it done? I guess for starting out, you know, it's it's easier to Crawl before you walk before you run and it's better to start off with something Simpler and execute on that and then what you build them up You don't need 14 categories like I've got, you know, I would start simple and Over time add things because like I said first year through maybe you're setting up your email campaigns That's fine. I had a bit of lag or something but yeah, so like the first year through maybe you're just working on those email campaigns And then the next year you can add what you're gonna do on facebook and you can layer this stuff The idea is to just do something consistently and then do a little bit more every year And it's really amazing if you do one thing every single month, you'll feel like you're doing nothing But you'll get to the end of the year and be like wow And we do build your calendar based on your team our lives because it kind of evolves over time if we've got Somebody on our team that can write well then We would go ahead and say okay. Well, this is a really good time to start You know making sure that we're getting everything we can out of the blog and we would schedule You know that within our calendar and come up with a strategy with what keywords we wanted to go after and Making sure that we were getting all the proper backlinks and anchor text and all that you know stuff because we got somebody that can do that You know Derek, you know there've been times that we've had some really rocking people that can do you know graphic design and things like that And if we did we would start building our calendar So I said some putting together a calendar with some really awesome, you know ideas on it that you don't have the means to execute Use the players you've got Well, and like I said a lot of this like mine looks really big and impressive But we've been doing it for so long that a lot of it is just meant to make sure we don't forget the stuff You know you don't want to be like remember that great dog daycare flyer We put together why didn't we use it for the last three years? So by putting it on the schedule just make sure that somebody goes. Oh, yeah, I remember that thing Let's actually get that out there. That actually didn't work. Yeah, where'd that thing go? Where is it? I know it's out here somewhere Yeah, where is it? Well, when you were talking about Derek, I'm looking around my office trying to see mine gone Somewhere but it doesn't help us because we can't get any shit for it. Yeah Microsoft takes us right now I have them As a tri-fold brochure So I do have stacks of them that I like to stick out every once around And there was another like if you have those there are some really inexpensive little stands That you can get to hold your little brochures And people will I found that if I give that to them in a stand They'll leave them up a lot longer than if I just give them a stack Yeah, if you put them on the counter it feels like clutter Yeah, and they start like getting knocked over and knocked off and pretty soon like I know they're going into the garbage, right? I'm like, yeah, I paid money for those they'll throw away But putting them in a little stand and people hold on to them a lot longer when we go to refill them A lot of times they're well, I mean they're almost always still there And we can kind of have an idea as to how many were taken So people are still taking those too, which is kind of different from the dr. Dennis office I think it is enough It's it's good enough information that people are like. Oh, what's this? Okay They just don't even think to go and Google some of the stuff You just don't think to google every single thing because it would never be done googling Well, and once again a lot of this stuff layers part of the goal for me is And we're getting back there in Cincinnati for a couple years. I wasn't involved So I just got back and with involved with the company. I got part of my old company back Um, but it used to be when we talked to people we'd say so how did you hear about us? And the answer was god, you guys are just everywhere You know my dry cleaner gave me a coupon and my dog daycare gave me a coupon and you emailed me And then I was on facebook and you know, so that's kind of what we were going for and a lot of times No, one of these things is what pushes pushes them across the finish line You just wanted to kind of get the idea of when it comes time to pick a service They're like god, what is that company? I saw everywhere. They might tell you it was google But our follow-up question was always well. Why did you find us on google? Why did you pick us when you saw us on google because there's 10 people on that first page And a lot of times they're responsible because you were just everywhere So I figured you were the big company So I was looking for three estimates and figured I should get the one that's everywhere The one that everybody already goes with. Yeah Yeah, it makes perfect sense Oh, I think that's most of the basics around the marketing calendar Yeah, anybody have any questions around? I normally make my presentation short because I get lots of questions that I answer people are like, what's this? What's that? But nobody's asking any questions. Well, it's hard on here because of But tom is hooking us up with zoom here real soon So we'll be much easier. Is wednesday the first time we're going to use zoom tom? Yeah, wednesday we're going to use zoom for the alumni reunion the foundation is alumni reunion And we've got the technology figured out we just need to figure out How we get people to uh, you know into the actual zoom call So basically it's gonna we're gonna have two audiences We'll be able to stream to you know, all the the live stream channels. We've been streaming to So if you want to watch you just do what you're doing right now But if you actually want to be inside the zoom call so we can have you know q&a and participate in a more active way We need to set up a mechanism where you can sign up for that and we can get you the link and so forth and That's the part that that that we really need to figure out but for wednesday We know who the alumni are we know who's going to be there So we're just going to give them the link and they're all going to be in the zoom call All right before derrick answers robin's question y'all come to the wednesday call with your st patrick's day Regalia on you will be glad you did that's all i'm going to say about that. All right now So one one the questions we got is what do I use fiber for on my marketing efforts? I use them for a lot of stuff I will hire people from there to do copywriting for me I've had to make marketing jingly songs for me before there's people on fiver that for Five bucks will take a basically a little poem you write and turn it into a song for you I have them do basic graphic designs I like to make like christmas versions of our logo and stuff and i'll have them do christmas and halloween versions Of our logo for a few bucks You know if you have an idea there's people on there that you can get to do stuff for pretty cheap Now you're gonna have to give them pretty specific directions You can't you know, these are not the people you can say have got an idea for a mother's day promotion Some type of basket of products Do it for me. What you have to say is for mother's day. We are giving away a basket of 12 products Here's what they are You know, I would like you to write something that says this type of thing I would like it to be humorous and you can normally see examples Like i'm a terrible copywriter tom and lis can tell you i've got terrible grammar I tend to use the wrong words all the time People make fun of me because I say roof when I mean ceiling all the time and other things like that I'll say things like so we're painting the roof and people will be like I don't think you're Yeah and so um I don't write my own emails because i'm terrible at it But i'll hire people who've got kind of a fun quirky voice Which I don't have but what I probably love them for the most just simple graphic design stuff Where I've just got some type of crazy idea if you know what I'd love to do Can you take this picture and put a cleaner in it? Can you you know take our team meeting and add bernie to it? You know that type of stuff that you know Honestly, some of you guys probably do with promio and stuff But you know what i'm a little busy and if I could pay someone five dollars to do it And I don't need to think about it. I'd rather pay someone five dollars He's doing you can really get that stuff done on literally for five dollars I'm gonna add on reading the funniest little thing. You can get a lot of stuff done for five bucks Yeah, I do love fiber. Yeah, well and a couple years ago some of our friends turned their employee their employee Uh manuals into wraps and stuff which was pretty hysterical. So We saw some people I turned their attendance policy into wraps So funny so good. I mean people are definitely listening to that, right? If you want people to remember what your attendance policy is that that'll get them to pay attention That's the crazy type of stuff you can do with fiber where you know, I just don't have that creative gene Yeah, you do about some stuff. Just that's that's yeah, not that stuff Fortunately, I've got a 13 year old daughter who's quite graphic So she's starting to take over that stuff for me like she actually designed the logo for our latest cleaning company So that that's kind of fun. She did that's cool. You have it. I want to see Uh, that's awesome. Congratulations. Let's see how much did you pay her for that Derek? Five bucks I'm like, we all know how cheap Derek is I'm pretty cheap I'm working on you're not as cheap as you were before you met and started dating laura because she's only so cheap She's not gonna She's not nearly as uh tolerant of my she she's got so she's got artistic. She's got artistic ability is what you're saying Because you said she's graphic and that you don't know what that means She's got artistic ability Do we just get done talking about white people right now? Roof ceiling Same thing Trying to share my screen again. All right So that was the one Oh, okay Yeah, it's it makes sense. Uh, if you're local because uh, That is a mountain called horse tooth mountain which is in uh four Collins and is a real well known icon And then for those that know colorado the sea of colorado's got the yellow in it like that So we wanted the r to be similar. Um, and then obviously the white are the waters to imply cleaning but uh, horse tooth mountain is actually Also horse tooth reservoir. So it makes a little bit of sense and we wanted a logo that kind of screened local When people see this we want them to know local company. This is not some company. That's not from around here Yeah, that that's actually pretty darn cool So, yeah, I like that. Yeah All right. Well, I want to share a little bit about foundations time if we have a couple minutes. I know that All right, let me um Now let's see if I can Figure out how to get on a tab All right, so I just wanted to show a little bit about what foundations is for Are you able to see my screen Tom? Yep All right, awesome. Um, so this is the mansion that you hear us talk about And let me see if I can scroll down a little bit. It's kind of big here on my screen And is this the mansion how many bedrooms does it have? 12 bed 12 bath 12 bed 12 bath Actually Oh because the half bath downstairs, right? Yeah Yeah, we have a little extra one and if I sleep in the office you could argue it's 13 beds, but Known to accommodate more. I think it's sleep. I think the maximum number of people that it can sleep is like 56 That's a lot of people. Yeah, because of the The number of beds and all that we do have rooms that have more than one bed and all that good stuff so this is it's October 3rd through the 10th this year, which is sunday. Oh, there's Laura and uh, Laura has always been a big proponent of everything having to do with foundations I know that she Had a great time there even though her company was really large when she went there. She really enjoyed herself um This just some of the basic stuff. Tom. Are you able to put this link in the? um comments for me The I don't have to go over everything cleaning business builders.com Yeah, this this cleaning business builders.com link. Can you put it into our chat? All right, I can't see you This one of the problems with this Format is when I'm sharing. I can't see y'all We're gonna, you know, can we do like a fundraiser? I could go fund me to buy you a second monitor I have one right back there. Can you see it? I'll buy you like a cable to connect it Yeah, there's there's two of them back there too. Yeah, I I really like my little laptop, but you're at any too This just the three of us. This is uh, obviously me. This is tom. This is derrick to some stuff about us So for those of you that don't know us don't know who we are This heather gilch canning If you're on facebook her last name is gilch hyphen canning here. Her name is uh, just canning She was one of the people that Derrick was talking about earlier where kept harassing us To do another foundation even though we're like, we're done. We're done. We're not doing it anymore. It's like, please, please We're begging you her and uh, tisha lake also Uh, do you hear some just some of the stuff that you get clean procedure manual customized for solar or teams? So a lot of what we give you Are some template type things that you can modify for your own use put your own logo on Modify them in whatever way you want to But as derrick said earlier We don't push just one way. So you rarely are going to get just one thing So like a cleaning manual you're going to get multiple copies of cleaning manuals different cleaning manuals for different Ways of cleaning as what if you're all natural you might have something completely different going on So that's that's part of what that is bill rate calculator customized plan to get more reviews All of these types of things are modified for you the thing that is probably Outside of what derrick has already shared one of the things that I think is most impactful Is that for every class that we have we have a workshop? So you have a class and then you go and you create Stuff around your business in the workshop and that's why we make such a big deal about You go home with all of these completed items. So this is cool So you get six months of free access to our mma groups when you join foundations 11 So those of you that have heard about our mma groups. I know a lot of you actually on this call are in our um mma groups But for those of you that are curious about that you do get six months free access not just free Not just access free participation This is the mansion again. I think this picture is a little bit better. You can see how big it is Free all your food is taken care of all of your lodging obviously is taken care of And one of the other really really big things that people love Is that it's 24 hour non Stop networking people will take a break or they'll get up really in the morning and they'll walk the beach They will at night they're talking about work. They're doing homework. Sometimes they're not Sometimes they're playing. What's that game that they always play? What's that one is hard against humanity? Yeah, it starts against humanity. That's always popular We do have a lot of classroom time. This classroom here is actually at castle keepers If we do that, uh, we've in the past we've done on tuesdays. I think this year we're doing it on wednesday Here's samantha and katie in the background there And just some more information about what they got from the program Don raffler. There's katie again If you're not sure if foundations is a good fit for you Download this pdf. It's just a little Survey a little quiz that you can take that will give you some information about What we do and where does your company fall? And within what we're going to teach do you have all this information already and foundations isn't right for you or Oh, wow. Okay. I'm sort of lacking in these areas and I need a little bit of help here Um, I think that is it on this page That I really wanted to share. Can you think of anything else that I might not have hit on guys? No, like you said, we're going to be talking about for the next three weeks. So, uh, we don't want to talk people's ears off So we'll hit some other angles on other days Yeah, we are at the top of the hour. So from a timing standpoint, you know, this works out well Tomorrow we're going to be talking about financial statements and what to do with them, you know over the last, you know month or so we spent a fair amount of time talking about a pml or an income statement and Broke that down and explain, you know, how to how to use that We'll we'll touch upon that again, but we're also going to introduce a balance sheet in a statement of cash flows and all three of those together are They work together and those three together are generically what you call financial statements for for a business and We're gonna we're gonna do a deep dive into that and um, it's going to be fun So we know we'll be seeing robin And tomorrow I'm going to have to go find something green But it's got me thinking here because I'm sitting in front of a green screen. So if I'm wearing green basically I'll look transparent. You're going to have a different background. I think on wednesday It's going to be interesting to see what background town comes up with Yeah, I don't know. I just paint very green shirt and all you'll see is my head Oh, that that would be interesting. Tom. That would be fun to watch I think I've seen you floating out there on brick space before or something All right, everybody wants to see what your green Uh Pure finalia is on wednesday. All right, that's it Thanks guys