 Hey, good afternoon everybody. Tom Stewart here. I'm a Liz Trotter. This is smart business moves Hey, y'all Wednesday March 3rd I don't know why but at least once a week when you say what the date is I have a feeling like what It can't be I know I look at the date every day But when you say it at least once a week, I think that that's he can't be right there Time's just clicking along We're coming up our one-year anniversary on smart business moves. Yay Gonna have a party or something You know Molly's birthday is kind of the end of the month as well, but you haven't had her that long Like she's born I don't know 24th 25th something. I don't remember March So we got her in mid to late May. I guess she's what eight weeks old when we got her Wow So I Have to admit I was on Amazon so I got like a doggy birthday kit where you can make a cake and she has a hat Tutu Work a banner Well my brother My brother and his fiancee they take their dogs to a fancy Restaurant and they spend over a hundred and fifty dollars on their dogs birthday parties every year Is it a I mean is it a restaurant for like people restaurant? No, it's a doggy restaurant just for parties Yeah, that's what they do there so you can celebrate your anniversary Your brother doesn't live in Olympia. Yes, he does You keep me all the way He has to drive he drives to Tacoma or so he drives up north. Yeah, it's not like it's in Olympia You know, let's break up the list of things Olympia Birthday party place No It is so weird, right? Okay, when they first were we're putting pictures up of their dog sitting at the table eating all of these and it's like I don't remember how many courses like a 12-course meal. It takes like two hours to have this big party. I Was like And now I think it's kind of normal dogs eat incredibly fast though They do but they have to wait for their food, you know, and they play games with them in between, you know in between courses It's a birthday party is this a is it a chain? I mean, do you think maybe there's any here on the east coast? I don't know when Tommy was sounding awfully excited like oh, I need to tell me it is a pretty cool idea No, I'll find out from my brother You know, I thought it was fun. Hey, Leslie I had a computer last week that the power supply went bad Which is a thing that goes inside of computers So I ordered another one and replaced it and it came packaged in This styrofoam compartment that kind of squeezed around it. So it wouldn't like fall apart or you only get beat up in shipping I guess that stuff tastes good because Molly got it and she ate it. Oh, no, she didn't get sick though She had some digestive issues for her for a couple of days. We'll just leave it at that. Okay. Oh So sad for the people that were around her, huh? It was Lesson learned not not tidy. It sounds like She didn't feel awesome either. I mean it was you could tell if she was a little little slow And she really is just a baby still No, she's just a puppy. She's just a puppy. She weighs over 50 pounds now Big big baby and her feet are still bigger than the rest of her body So I got a feeling she's not quite done growing. Yeah, she's gonna get a little bit bigger than yeah Well, okay, are y'all ready last day of This topic We've been doing this five years I guess it depends on what the definition of this is but We I think we started this in like middle of January. Oh my gosh, really it feels longer Tom. I gotta tell you it feels longer It was a journey. Yeah, all right. Well This is a journey that we are not going to go on again So I hope y'all got a lot out of it because you won't see this precise journey ever again here We are not doing this tomorrow either tomorrow. We're doing something a little bit different We're doing something a little bit fun tomorrow and if you have Not everybody's idea of fun is the same thing We're not building spreadsheets tomorrow for those of you that are like like Robin if you're on here thinking Building no numbers tomorrow no numbers no spreadsheets Yeah, so let's we think they'll be fine Now we're looking forward to it. We're looking forward to something different too Tom started talking numbers earlier today on a main central call and I was like Just done can't can't go anymore Yeah We can do this all day we do do this all day who are we do? Yeah, we do We're having a hundred and fifty question close book close book Club you're closer Robin. You're closer though Maybe not Okay We've been talking about sales and this is kind of the last part of the journey of the the bigger model here Bing bang where you know all of these things in blue contribute to the amount of revenue that you're getting and at the end of the day that's You know part of the part of the three-part equation you get more revenue you control your cogs Which really is your loaded direct roll to direct payroll to revenue keep that percentage down and Have a handle on your operating expense if you manage those three numbers you're going to be profitable You're gonna be more profitable than what you will be if all you focus on is revenue, right? And Too many times. I mean revenue is important. It's necessary, but it's not sufficient as they say there's more to Generating a profit than just Cleaning homes and having money come in the top you got a if and if you're managing all three of those not only will your percentage go up But the the quantity will go up the number itself will go up So I'm more money back and you won't be burning as many calories And you'll be able to build better jobs and create better service and have a more valuable business and You'll like your job better. Yeah. Yeah, you won't be you know hating your business. Yeah, exactly Yeah, yeah, that happens sometimes So we kind of kind of drilled on quotes a little bit So we're gonna wrap this up with sales and high-frequency recurring revenue and We haven't done a Spread sheet in a while, but we're gonna do this now We'll make this a little bit bigger and we'll blow this up a little bit Okay What are we gonna be figuring out here Tom? Are we gonna figure in it be figuring out like ROI or I know you can talk And type at the same time. I've seen you do it lots of times Okay, so we're gonna be talking about four numbers here We're gonna about leads quote sales and high-frequency recurring revenue. We got a new How about that? Yeah, I've never seen it Can we say heifer? It depends on the depends on Big heifer number Like that you you want a heifer number? Remember that So conversion rates are important here a lot of times when we aren't Getting as many homes to clean as we need to we aren't generating as much revenue as we need to and make no less understanding I'm gonna go back here and I'm saying all three of these numbers are important the revenue the loaded direct paywall to revenue or cogs and the operating expats if You aren't cleaning homes if you're in generating revenue, then you don't even have the opportunity to be profitable So it all starts with the revenue, right? So A lot of times we don't have as much revenue as we need and we got like this whole sales funnel thing going on and We think that we aren't getting enough leads It's like I got to advertise more because we aren't generating enough money, but too often it's not Necessarily the advertising is not the leads. We just aren't doing anything with them So it's important to know what your conversion rates are down This funnel down this path if you will It's a progression. So you want to be able to track like the number of leads you get per period of time. I I mean We measure it on a daily basis a weekly basis a monthly basis But we set goals on a weekly basis, you know doing it on a day-to-day basis. There's too much variance A weekly is a pretty good time frame for managing sales goals We think and you know at the month level that matters, too But you don't want to wait Three weeks into the month and then decide that you aren't getting the numbers that you need to make if you do it week after week It gives you an opportunity to recover if if you have a bad week make adjustments Figure out what you're gonna do differently So let's talk about conversion rates You guys know your conversion rates for different Different leads or You do all of your leads and have them all in one you do you have any information around there around conversion rates anybody? Just curious So this is a funky thing because people track them so differently We we had a discussion Recently relatively recently about how many leads actually result in quotes and I guess it depends upon Your definitions did did we agree that you're not going to be able to quote all of your all of your leads? We did and we we defined quote by Being able to give a price for that home Some some type of a price for a specific home But what is that? Is that a sad face then eat? I can't tell I think it's a pensive face Those think maybe thinking thinking face. Okay. All right. I like it We get leaves that come in from You know and I'll use Angie's list as an example and I think it's like an email right and maybe a name and an email You don't have even an email And try to respond to that email and if they don't like return your email You can set up a second or third, you know, tenth email, but you know, you're not gonna quote all of those But it's a league because some of them you will and some of them you'll turn into business, right? Yep All right, and so your leads you're usually getting them by phone then Leslie it sounds like Yeah, or then web or whatever. Okay, so many calls on the phone No, occasionally Occasionally something will happen. Well, somebody would say well, you know what I changed my mind I don't want to quote no hang up before you get a chance to do it and Not a lead either but you can get like their name and their contact information and then they'll ask you Can you clean my home tomorrow and is that? Oh, no, we're booked tomorrow. It's like and don't bother being That's still you know, we still count that as a lead We put that in our database and they're gonna get an email from us every once in a while because Don't need to get their home clean again sometime, right? What about the people Tom do you count this a lead people that call and say You know, I'm wondering how much you charge for a house of my size. It's like 2200 square foot house. Can you give me a price and they If you get their name at least their name in an email address, it's a lead Okay, so not not unless you get their name and email address That's how we're gonna that's how we're gonna decide. Well, what if you just get that like the phone number a contact information, right? Name and contact. Yeah, that's a point. It's a lead. Okay Because sometimes people will call and they don't want to give you any information They don't want to give you their name anything. They're like at first. I just want to know, you know ballpark How much it is if it's even anything I can afford So we'll give some sort of a ballpark if they're like us way out of my price range. All right good not a lead They're like, oh, okay, then I'm willing to talk to you and they're willing to give a name and contact now We're good now. It's a lead, right? We're not gonna talk without their contact of It's kind of like the come I'm setting in front of a computer and I can give you some information But the computer won't let me like go any further until I go forward, right? Okay, Leslie is she includes responsive in website leads. Yeah, we include those too. Mm-hmm So What's a good number in terms of Conversion from from leads to quotes. I think that varies a lot depending upon where your leads are coming from right the quality of your leads Yeah, absolutely Absolutely if Mrs. Johnson who you've been cleaning for 15 years referred her sister You're closing that that's already your that's already your job before you even talk to her It's already your job. So that's a strong lead So what you really really want to be able to do is to break your leads down by lead source and you'll get a pretty good feel for the quality of your leads and I Don't even know if I have any data I can share with us We do this in made central where it takes every lead source that you have and it shows you Leads and quotes and conversion rates and you'll see that you convert a very you quote a very high number of say customer referrals and A lot of them become, you know, regular, you know, high frequency recurring revenue Whereas Angie's list not so much But you get a bunch of them and you're not really paying anything for them. So, you know Angie's list Anges list you do pay for and they close really well if you get a lead from Angie's or Yelp, they usually close pretty well We don't pay You don't pay Angie's list. No What I Think I think that you buy like a subscription like I don't know 300 bucks a year or something. It's not much No, are you sure are we talking about the same thing? We pay Angie's list 550 a month Angie's list. Yeah It's just like yelp. Angie's list is just like yelp. No, no, no, no. We are not paying Wow I'm pretty what do you guys do about Angie's list you guys? Do you guys get it for free to like Tom does because I'm feeling screwed right now. Just gotta tell you I'm not real happy I'm gonna get I'm gonna get Kyle on the phone right now I Want to know what Kyle's doing if you're getting it for $300 a year. That's what I wanted to be on smart business Yeah You want to keep him working for you, right? I have a feeling we might not see him when you break down by lead source. It also helps your marketing plan Oh, yeah, yeah, absolutely Ernie such a good point. I was working with somebody yesterday on Their marketing plan they're they're trying to create their plan for the year and I'm like, you got to do some homework before we could break this down You need to know where your leads are where are your strong leads? How much they cost? May have to do with the fact that home advisor bought Angie's list. So So now it's cheap. I would like that I Like that is typically that I mean they charge per per lead and there's a lead to like three different Cleaning companies if they can and yeah, and they do some some Gray area stuff they put lead capture forms on you know other websites I remember like better homes and gardens every once in a while So they were pop-up saying you know You want to quote for for for house cleaning didn't say it was home advisor didn't say that You know made it sound it made you gave you the feeling that you were gonna like have some type of pop-up or something You would play with some numbers Not filled it out and the next thing I know My phone is ringing and it's it's a cleaning company that said they got my contact information from home advisor It's like really So, I don't know Yeah, I Don't have a lot to say I just don't have a lot good to say about home advisor. So A lot of people are using them right now. Well, a lot of people aren't like in Angie's list, too Well, I don't pay for I think I you know, I get it. Oh my gosh. I'm so mad at you right now I better not be true I Mean pay something like once a year for that was 300 bucks But just mold no wonder you don't have good leads. Maybe that's maybe that's why we're paying We'd actually sell something, huh? Maybe maybe because we have really good luck. We're in a very small area So this is a really good thing To talk about actually the quality of your leads at Are are Unique to you and your area and what you do with them So like I might say I'm having great luck with Yelp and you might say absolutely not I have terrible luck with Yelp They hide all my good reviews they blah blah blah blah blah then don't use Yelp But I'm having really good luck with Yelp. So I have to use Yelp. It makes sense for me So whatever you have to know What Tom's gonna be teaching us your conversion rate right here for your different lead sources So, you know what is smart for you to use don't go by what somebody else says Because they're their conversion rates for different things are going to be different than yours. I know somebody that Actually, you know her to Tom and MMA that She spends she does not have a huge company I think she's doing about 10 grand a month and She is spending almost $2,000 on Yelp Because she gets so many leads and it's fast fast growth She is working for her. Yeah. Yeah, but a lot of people it doesn't work for I have not had good luck with some tack personally any actually not having not had Good luck. I've had abysmal luck. I think in the history of of using some tack we have closed I Feel like I'm exaggerating if I say we closed a lead So I'm not we never had good luck there Yelp or Angie's list leads we had to pay but no longer use these sources Well, at least Robin did have to pay. I'm glad Robin at least had to pay for Angie's too I we don't have it anywhere near as good of luck with Angie's list as we do with Yelp. I do have to say We what we used to it was better before you want you want to have something that looks like this and Don't you have a screenshot or in the in the test environment, you don't have a screenshot of the Thank you had to pay to Debbie. Thank you Thank you, Debbie I Need people any people that are paying I think it's easy to see cuz already all built out is why you don't have to build the whole thing They can see the different lead sources and and some of the different lead sources that people might not consider to I think are are good Okay, well, here's kind of an example might have to make a little bit better That's better Where we've got three lead sources Friend which I guess would be a referral TV radio until so get to lead sources And this is an example where somebody had two different Branches and so just kind of pretend it was one branch here These are leads quotes recurring sales one-time sales total sales So you'd want to be able to track this by all your different lease sources And kind of say that some of them will have a bunch of lead sources But we'll have very few here on the total side and a lot of times you'll have like a bunch of legion What do you have quotes because? There those Angie's lists that are coming in with just an email and they want your email I'm not paying for them Get what you paid for What you do that Then you can start breaking it down in terms of leads and how many leans are turning into quotes And I'm gonna quotes are turning into recurring sales or one-time sales, and then you can do all your conversion rate percentages But you can do you can do this in a spreadsheet you can do this on a piece of paper if you want if nothing else Easier yeah, if nothing else you just want to you know have a clipboard next to the phone and Or next to your computer and every time a lead comes in just don't put a tick mark You know where where the lead came from so you'd have like Andy's list oh it's Andy's list that I have that it's Guys it doesn't work nearly Yeah Your cars right Google's good one You want to separate out Google home would you want to search um Do like Courage or I'm not sure how you would do that Because they usually just tell you they get you know came off Google. You don't know how they Yeah, if you're if they give me to your phone, they're not gonna know no no If you've got the different phone numbers that you're using say in your like ad words your You know your color ID sometimes can can can help you with that I'm gonna just you know What what other Leads horses you guys have like a neighborhood magazine is a good one Tom That people might use Val pack is another one that people use Yeah postcards Yeah, they're free now Tom Val packs three hundred bucks a year Yeah, you did the M How Pal pack Pal pack Pal is kind of cute Pal pack it makes kind of good sense but The point is some of these are going to convert a lot better than others so It's important for for a lot of reasons especially if you're paying for something you want to be able to measure Your your return on that investment but Getting back to over here. Let's talk about conversions for a minute So let's assume that we're we've got some mechanism in place if it's just a piece of paper on the clipboard where we're breaking out our lead sources And how how that's going? Newspaper local newspaper Hmm in my world because I mean that makes sense right and that's a I love that because that's a perfect example Of how some people are thinking newspaper is dead Not so much. They're not even gonna try it because they're thinking it's not gonna get anything, but in your area it works So absolutely next door next door is big in some areas, too I know some people that do a really great job in and Facebook. What about Facebook? You have put Facebook on there Tom Okay, you know a couple of people that I don't know why I need you to put all these on here I know you're just using them for example Yeah, we're missing a lot right that your your lead source list can be really really long Don't do race book because race book doesn't doesn't convert very well About as good as Andy's does easily. Yeah Yeah, and next door you should probably put on there because that is kind of a new up-and-comer and All of these all of these lead sources Need to be converted in different ways, too, right? They need to be managed differently, which I think is as a Little bit of the struggle sometimes for people. They just want it to be really easy one one thing Door hangers old-fashioned, but still work in some areas. Yep. Six packs. We were just talking about six packs yesterday. Where have you come? or Really interesting idea with door hangers. I don't think I had enough to be sure with you, but I run you down Yeah We're gonna ask for phone with door hangers Anything else Those are the ones that are We don't have any radio on there or TV Want me to put yellow pages? No I'm pretty sure that one's gone. I Don't know. Maybe maybe in some areas. They still have it Yeah, how about flocking do you do they like you put no? No What about yellow pages online? Is that a thing for people do people search that way? I think usually they're gonna go to Google or Yahoo or something like that the directories are out there and I mean it's a place where you can You know get a little You know SEO action, but I don't think it More than leads working for something there. No All right Let's let's get back over here What type of sales rate will we expect to get from our quotes? And At this point we're just saying somebody that does business with us. Maybe it's a one-time job Maybe they sign up for high frequency recurring, you know service efforts Heavars, maybe they sign up for a heifer We're looking for heifers Ernie Tom said that there were lawyers and which state lawyers and plumbers Tom and the old pages Yeah, sorry plaintiff's attorneys, you know, have a you know, have a wreck get a check those guys and plumbers Anybody who It's just you know, I need I need one and I need it now and then I'm not really shopping. I just need one Emergency situation Okay Give me give me give me a Conversion rate on our clubs. What's a good number and I guess a lot of this depends upon we talked about this the other day How do you how do you do your crime is? No free at home no obligation consultations or is this something we're doing through through chat off our website Yeah, so I Think an overall number that most people would be really happy with if if they're using all of the different Medium that we're talking about they're accepting website quotes and they're you know, they're getting Them in all the lead in a lot of different ways. I think a lot of people would be very happy with 40% and and everybody knows that there are some leads that are gonna close at 98 to 99 percent and Some are gonna close at 2% Right, so Kind of going for an average here Yeah But the ones that close at 98 to 99 percent suck up a lot more resources than the ones that close at 2% So if you can quote have the ability to quote by medium, you know, how many of your phone quotes versus your online booking quotes versus You know in-home estimate quotes Those are there's a good number by phone. Yeah, and phone is to convert nearly as well as they do now now phone is awesome So if I say 50% is that I Think people would love that number. Yeah Yeah, people would be happy with 50% now if they're doing like you stuff is only in-home quotes He not gonna be happy with 50% No No, nothing else. You've got you got more skin in the game. I mean, there's a there's a Substantial cost and doing the you know, home of consultation But if you're doing ad words and stuff like that you've got more top you got more money tied up in getting The lead that you do with everything that happens from that point forward, yep And you get a lot more heifers with those with those in-homes I Am I'm seriously thinking about Making a bigger investment in that in-home free in-home no obligation consultations You've been talking about it again, too We've been talking about it quite a bit in group So this is how how it would work Say that You're getting a hundred quotes. Who was it? Leads leads leads what did Paul say he had a new yesterday that was 350 350 So pocket pocket get a hundred leads in a week, right? Oh, yeah. Oh, yeah, he's getting 350. What the heck a Week or month keeps talking about a month, right? Was he talking about a month? I'm gonna pretend he did I don't know but I was just like oh my gosh. I was one of I Tell you what Guarantee he's not using Andy's list to get all those leads He's not using Andy's Okay, so if I'm quoting 90% of my leads and I got a hundred leads I'm getting 90 quotes and I just dragged this on down Which means no No, I did my formula wrong 45 not in 50 I put the dollar side there which locked it in but I didn't really need that. That's just Just wanted to show off your little your little Does that look? Yes, there we go. I'll make that Into your number So I don't lead you'll get 45 sales out of the 45 half of them would be one time jobs And the other half would be heifers Is that About what you guys run into to do you run into about half of your quotes being one times or on demand or Vacant something along those lines and then the other half are heifers. Do you guys run into that? so Just curious I know that when people are moving it's harder to Harder to Turn them into to heifers unless they're moving into the area Hopefully you're marketing to the people that are moving into your area for that High frequency of recurring revenue, then you can convert them at a higher rate So For a one-time job, what's the average bill rate on? For a one-time probably close to 300 I would imagine We'll just do that. So Yeah, it tells what you're doing here Yeah, I'm figuring out how much revenue you're making Off of those sales, okay So this is what a repair time this might be a month for some if it's Paul It's a week. Oh, however long it takes you to get a hundred leads. So we're going with Let's pretend it's a week so that we can all feel really good about it and to save us the trouble of Doing the calculation for the return recurring client We Did this calculation over here? lifetime revenue is $12,000. So we just want to just use that number Sure, and that same with the hundred and fifty We only do one-time cleans when we have no waiting list and we prioritize the order We take them in move in out being the least Priority hard work and most likely to get complicated. I Really love it whenever anybody has any kind of a system in place like that I love that we would take them in this order. We take them for this reason and this is how we're Determining we're going to do that. I think that just makes such good sense Now that's a crazy big number right and can you put a comment there that's 270,000 not 27, right? Yeah, that's a quarter of a main box plus. That's nice Of course, of course, you're having to wait You know almost two years to get this money because I know over But you know when it's all said and done at the end of the day and if you're able to do that every month Then you know, it's it's gonna stack Absolutely Have you shown? Have we done that Tom? How how that stacks? Have you shown how that works? I'm not sure that you have No, we'll do that we got we got time we'll swing back but the important part of this is to behave If this quote is only 80% And my numbers start going down and this is where you know, there's some people that honestly They're probably there Especially if your website isn't is just set up to you know, throw people out a number maybe you're probably not going to be able to give them quotes as well or You know people call your office. They why not going to voicemail? Oh Yeah, awful or you get Wow All right. Well, there are some people use the yellow pages check that out One-tenth of the size of the old book They're a little I have seen them. Well, the one I saw is not a tenth of the size Were you exaggerating there or he can put it in your pocket? There they're little but they're not that little. I feel like they're like a quarter of the size It's a nap. It's an apple on your phone, right? Yeah Wow, that's that's wow ten of them I'm surprised There is But there are two display ads, I mean they'll put you like We're castle keepers is in the yellow pages in just the listing Isn't it's there we didn't pay for You know, you don't pay for anything though Tom We all know that $300 a year for Andy's list Yeah, I think everybody is listed I think all the businesses have a listing But for Google organic search works best for me my five-store reviews 30 so far are miraculous. I absolutely Katerina. Yeah having I don't know what anybody that's gonna argue that Hi Google reviews Really is it is just the winning winning thing that you want to have Because those reviews will even get you even if you do it in home You gotta have those reviews so that they call you so that you can give them the at-home estimate So yeah, those those reviews are whoo. They're they're important. We talked a lot about Reviews I don't know last week was it Tom? Yeah, and reviews and how to do it. Maybe Tuesday Maybe earlier this week actually. No, I think it was I think it was last week Tuesday. It's all bore But but the whole point of this is if we aren't answering the phone and responding to it to all the leads and Time is of the essence I can tell I can guarantee you this the time that goes by From between when the lead comes in and when the quote is given is Directly proportional to what this percentage is or inversely The quicker you do it the higher this number if you wait and You know, you get a you get a voice message or you get an email. It's like I'll get with them tomorrow. I'm kind of busy You know, it's late. I'm gonna do it, you know, you know two days from now They will already hired somebody because they're calling you they're calling Somebody right after you if you don't answer the phone and here's the problem if they haven't hired somebody They're probably not that ready to buy if they haven't gone out and just been like oh I need somebody and kept calling that you're probably gonna it's gonna take some time to close them It's probably not going to be this one phone call Unless nobody in your area answers their phones and that was a big thing for a while Remember where you just couldn't get anybody on the phone for the longest time Even some big companies And the other thing that you want to do is on your website Make sure that you have your Google Analytics set up and you can look at your Google Analytics And I'll tell you what percentage of the traffic going to your website is from a desktop computer versus a phone And for most of us you're gonna find 60 plus percent of the traffic going to your website is somebody on the phone right When somebody goes to you know to your website that you get a lead through your website You wanted to know that immediately and you want to call them before they put their phone down You want to call them while they're still playing around on on on the internet? And sometimes they won't know who you are So it's not a bad idea to send them a text and say hey, I'm Tom I'm from Castlekeepers. We just got your quest for information. I'm gonna call you right now And then you call them so they answer it because they won't recognize your phone number Most mobile phones don't do call or ID, but they're more likely to answer it then Okay, so we want these numbers to be high because if they aren't high All that money that we were making before we made it we were we made, you know, like two hundred and seventy Five two hundred seventy six thousand dollars the way these numbers were still a hundred leads in a or leads in a week That's awesome. But this number went from like two hundred and seventy to less than fifteen thousand And these numbers are great. I mean these numbers aren't awesome, but we see numbers like this This happens. Yes A lot of the numbers were I'm sure that you guys all saw this too I'm hoping you guys saw this your conversions were different during Kobe, right over the past year What converted and how many Converted to heifers versus your singles was different over the course of last year Hopefully things are gonna be turning around a little bit, but nobody really knows how how they're going to turn around because the people that were getting on demand or single cleans are Did they like it? Did they enjoy that experience? Did they think wow that actually worked out really well and now they're gonna continue doing that So we're not sure yet So from 276,000 to Less than 15,000 and I still have to wait 20 months to get that 15,000 by the way You see you see numbers on both sides of this, you know, we've seen them 50% 50% and you've seen them 50-20-10 and Both getting a hundred leads Yep and we've also seen the Sorry the leads when those leads start dropping that makes a huge impact as well drop those leads Tom down to 75 Hey, you'll see that more if you are actually executing on this the the sales side You lost seventy thousand dollars by losing those 25 leads Okay, so you wanted to talk about how Revenue stacks. Yeah, I think that's super helpful for people to see and understand It's a big concept that we teach in foundations that always blows people away Like it's you know, it's like intellectually, you know it, but when you see it in a spreadsheet Yeah, Rob is gonna love this, but when you see it in a spreadsheet, it's like wow So make such a huge difference. It's similar to how The visual of it is similar in my mind to Last week or maybe it was the week before when Tom showed us how Bring you you're bringing in the same amount of customers But you're losing them at the same rate those percentages how those You have to be so careful because if you just keep bringing in the same Percentage that over time you're gonna start losing money. Do you guys remember that? I Always think is very cool, too This is one of my favorites. Okay, so I'm just gonna Pull this number behave Let's put this number up here. So Let's pretend That we have a cookie jar and At the end of each week on every Friday, we're going to put one dollar more in that jar than we did the week prior So in the week one we put in $1 in the week to we put in Two dollars so on and so forth, right? Yep, and we're not doubling. He's not saying doubling just one more. So week three or be three week four before So by the time we get to the end of week fifty two There's gonna be fifty two dollars in this jar If we added all those dollars up for the year anybody want to guess what it is Anybody, but we're putting fifty two dollars in the jar at the end of week fifty two It's gonna be over thirteen hundred dollars thirteen seventy eight for that week. Yeah Yeah At the end at the at the end of the year there's gonna be thirteen hundred and seventy eight dollars in that jar One thousand three hundred seventy eight dollars in that jar. That's if you add one per day. Yeah, just one One dollar. That's just one dollar But let's pretend that instead of dollars. Those are recurring clients and Say hundred fifty dollars hundred fifty dollars each Okay so If you're able now if you want to go back to our model and say the the the average customer is a hundred and fifty dollars And they're a job and they go every other week. Yeah on a weekly basis at seventy five dollars, right? Right. Oh, I forgot about that. We're gonna go ahead and do that You guys all got that right because if you have a a client that's a hundred fifty dollars per clean average cleaning is bi-weekly there'll be three hundred dollars for for the month and When we break that down for a week That's where we get that seventy five dollars because this is a weekly remember the first week second week third week We'll be good again, but we've been doing this for two months. So we've got this by now, right? Yeah, you've got that part Okay, so if we do we're adding one bi-weekly Every way So it's going to be seventy five Times that number so you're gonna have a hundred thousand dollars in that jar just by one bi-weekly Remember it's every week, but it's still it's only one It has to be a game So every week you're gonna be gaining you're gonna be losing and if you remember the curve the higher you get the flatter The curve gets so that's where you know the red numbers and the green numbers really help yet Quite honestly, this is the punch slide to everything we've been doing here over the last two months that the the more you There was a Bob Dylan song Forget a good song But one versus is the more you have the more you have to lose and the more customers you have the more customers You have to lose the harder you have to work in order to keep growing and it's all about the red numbers in the green numbers But if you can Go ahead Tom. So if you can just add You know a modest amount, but do it consistently you're you're growing in a material way If you're able to add a weekly just one weekly or two every other week customers That's up to you know, it's two hundred thousand dollars. I mean It's a good chunk of change for a lot of us, you know, if you've got a if you've got a million dollar your business You just grew your top line revenue by 20% and probably your bottom line revenue by You know, maybe as much as a hundred percent. Well, if you've been paying attention to you've been definitely by more well, let's look at it this way if you had a million dollar business with a 10% profit margin then your profit would be a hundred thousand dollars, right? Yeah Let's pretend that you're able to keep that operating expense constant and you're able to do What we just did here and generate 1.2 million the next year but your Operating cost your fixed cost stayed stayed fixed the same and your loaded direct payroll was 50% That means half of this or another hundred and three thousand went to the bottom line So your profit went from 100,000 to 200,000. So you made twice as much money as you did By only having to clean, you know, 20% more more homes So that's the magic that's the magic of Stacking in doing doing this and stacking revenue and The red numbers and the green numbers to keep driving them up. So That's right Robin see I told you this is that's like when you see it in a spreadsheet, it's like Intuitively, we know this but you see it in a spreadsheet. It's like Dang Wow, okay, I really need to be focusing on just getting one I am it that feels so easy to tell your salespeople, right? Listen y'all. We just need one One A week if you're one more than you lose So the other part is if you're on the verge of losing one and this is a psychology that's very easy slip into Yeah, we've got hundreds of customers. We can afford to lose it Yeah, no, you can't because they're too hard. It's too. It's too hard to that point They're they're expensive Those the customers are more valuable when you're big arguably is when you're small or just a little Yeah so a lot of people get kind of Freewheeling with their clients. They're like, oh, he's irritating. We don't like him. He stinks when we go to his house I'm like y'all get over it Because that that guy is worth too much money to all of us. So we we do everything to keep our clients You got a yeah neck gain absolutely robin neck game for sure It's called it's called marginal revenue It's that last customer, you know half of every dollar you get from that last customer is profit If you're loaded direct payroll is 50 percent if it's Less than 50 percent. Maybe it's 55 cents on every dollar. So it's not like it. You're losing that top line money You're losing A much larger chunk of your profit by losing that last customer Once you get to break even you start making more money So you You just got to be really protecting that number right there okay, so The big punch line is big punch you got three minutes We really we really find ourselves in situations where my business isn't growing. I'm not making money I'm not getting the results that I need I don't know why and I don't know what to do about it Well, thank you for taking this journey with us. It's been a couple of months But if you piece all this together, we've eliminated all those excuses Yep, it's a matter of doing it at this point Right at this point You know what to do and you just have to do it And you don't even have to do all of it like we've said repeatedly over and over again But you have to start doing it and you have to consistently be making those three numbers do what? And red numbers do what? go down Now I'm excited. So we're done You know We've talked about some things here over the last Few weeks about doing some of this in zoom and we're moving in that direction We don't have all the details worked out. You're gonna be seeing that the next week or two We're gonna we'll be able to talk more about this next week um or if not sooner and uh We've got some some new activities that that that we're lining up to that I think it's gonna be fun. I'm looking forward to it. Yeah That's why we do this right tom. That's why you and I do this for the fun of it. So Yeah, well we did it we started doing it. It was covid and we shut down and we were I don't know We kind of stumbled into it. It was kind of desperate in the beginning people were really struggling Yeah, I'm I'm glad it was useful Leslie. I'm glad you saw it as excellent. That's great Yeah, Robin. Yeah, I mean you guys were we're long haulers with us. You guys have put in some some time here too. Thank you Yeah, a lot more fun when People are participating and and and helping make it happen. Yeah Hopefully we'll see a bunch of you guys tomorrow. I hope you have a good day grand finale. Thank you for these wonderful Yes, thank you. Kelly. Glad to see you on here tomorrow's a play day. Okay So Thank you, Debbie So Enjoy the rest of your day. We'll see you here tomorrow five o'clock eastern. Bye y'all First time we're off on time