RIDICULOUS… $1M Gutter Company Can’t Pay the Bills

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Almost a million dollar business and then $10,000 in the bank account on average during the winter.
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It's kind of ridiculous.
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Today, we're in Montana visiting David with Paramount Gutters.
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At the end of this month, after everything's invoiced out, we should be at zero.
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If I don't get this figured out, it would continue to create a bigger snowball.
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Last year, he did $940,000 in revenue.
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Pulling some money out of my personal account, putting it in the business to cover payroll.
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The fact that we can have 40 grand, the next month have 110 grand.
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The next month have 50 grand.
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The hole gets bigger as the company gets bigger.
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but right now has more credit card debt than cash in the bank.
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First six months were floating cash flow.
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Exactly.
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We're getting credit cards and cash.
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Who's all going to see this video?
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David has 19 grand in credit card debt.
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Like, that's scary.
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And it's stressful when that is higher than your cash balance.
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Yes, very stressful.
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The real problem is that he loses money all winter long and leads drop off a cliff.
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Lead flows die off pretty significantly.
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Couple truck notes, and we've got this big shop to pay rent for.
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At least the last two winters, I couldn't keep two crews busy.
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This winter has definitely been the worst winter by far.
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This is the business turnaround show.
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And then the siding job that they're on now, that the big $200,000 one.
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Just to be crystal clear, I want nothing to do with siding.
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My name is Mike Andes.
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I'm the founder of Augusta Lawn Care.
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We have over 180 locations around the world.
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And I travel the country, fixing struggling businesses.
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That's how you double the business with the same number of customers.
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And then by doing this, you now offer something that can be done during the winter.
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The business is gonna be two million with the same number of customers.
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Yeah, doing the same, yeah, the same cruise.
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Yeah, I like it.
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Our goal is to give David a strategy to turn around the company in the next six weeks.
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So in his application video, he was more or less like, hey, nine months of the year, things are good.
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The other three months, like basically the first three months of the year is when I have my off season and it stinks.
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Biggest thing for me and the reason I'm submitting this video is my off season.
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And for me, that's my first quarter.
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It's terrible.
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We are coming in the middle of the year, but so far to date, he is $30,000 in the hole in his P&L.
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He has more credit card debt than he has money in the bank.
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Last year, we did $940,000, but
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We do, there's definitely a lot of times in the winter and we're just in bad cash countries, you know.
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Payroll's coming up, pulling some money out of my personal account, putting it in the business to cover payroll.
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An almost million dollar business, $10,000 in the bank account on average during the winter.
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kind of ridiculous.
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I think this is going to be a classic case of having to solve the offseason and going through what is his options to do that.
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And I think that'll be the main focus.
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I had to guess.
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I feel like I'm meeting a celebrity.
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Oh, no, man.
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How you doing?
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I'm doing well.
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Dude, this weather is great.
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Yeah.
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Good.
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Good.
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Good to meet you, man.
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Thanks for coming.
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That's a great shop space you got.
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Thanks.
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My name's David Troyer.
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I own a rain gutter company in Great Falls called Paramount Gutters.
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The door company has those two bays and then the other bay has a cabinet guy.
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So there's four of us in here.
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Yeah, super cool.
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You all just rent?
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We all just rent.
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That's awesome, man.
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We got our box truck, which is for our second crew.
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That's still here today because we're on that big siding job.
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We're going to be at our 30th anniversary in August.
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Last year we did about $940,000 in revenue.
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But yeah, we got this and then the truck and trailer set up that just rolled out.
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They were doing gutters.
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have set up for two gutter crews.
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Got it.
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And then on that siding job, they just basically are all going there.
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So I got one more company rig and they all jumped in there.
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So they got all the tools.
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They're all, we have like a container out.
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Okay.
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We stock quite a bit of our own material, like our downspouts and our elbows and our coil.
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These are some coils I have of the oddball colors and see there's two different sizes of everything too.
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So we have a coil for our five inch gutter
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and then a coil for a six inch gutter, they're different widths.
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So yeah, the inventory part of the gutters is, can be a little overwhelming.
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Got everything?
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Tear the gutter off, see what size of facial board it is.
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You got the hinges on that?
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Yeah.
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Yeah, I totally forgot to put that on the work order yesterday.
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We should have one more bag.
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If not, it should be in the other trailer.
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Got him.
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Okay, should be good.
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Don't forget the market complete.
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And then your office gal, she's offsite.
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She works from home.
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And just part-time.
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Yep, I got Chris.
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She's my office admin.
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I got her answering the phone beginning of May.
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So that's been amazing.
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Because I was answering all the calls and not always doing the best job.
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And your day-to-day, is it mostly sales?
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What are you focused on most?
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Between the sales and the production, I got her answering the calls, and then she has access into my calendar, and I block off time in my calendar.
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So she sets appointments directly into my calendar.
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So I'll go look at the jobs, meet the customers, give them a quote.
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Between the estimates and then just scheduling, like ordering materials, scheduling the jobs, telling which crew to go where, that's what my day consists of.
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And then the siding jobs that they're on now, the big $200,000 one,
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That's uncommon, right?
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Like, usually you have smaller ones.
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So we're trying to do gutters, right?
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Like, that's all I want to do is gutters.
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But I can't keep two crews, at least the last two winters, I couldn't keep two crews busy during the winter.
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I'm getting a guess that Q3 and Q4 is really strong for him.
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Because he doesn't seem to feel huge amounts of financial pressure outside of the first half of the year.
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And is that constraint mostly the weather or?
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Mostly the weather.
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Getting gutter, yeah.
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But lead flow is pretty much the same?
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Gutter leads, lead flows die off pretty significantly about January.
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Yeah, dude, the siding thing is gonna be a problem because he's sold so much of it already.
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My thought might be, maybe we just do siding during the off season.
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I probably do about half retail and half subcontracted through the general contractor.
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You know, we can still do gutters in the winter time and the retail side of it, people just don't think about their gutters in the winter time.
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We're trying to figure out how to cure the wintertime seasonitis.
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That's where I went to siding originally.
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It was like, well, this, you know, I had contractors asking me to do it.
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Like, hey, you guys do such a great job.
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We really need siding, guys.
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And me with my shiny object syndrome, oh, you bet.
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I'm your man.
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Yeah.
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I like to find something new to do and not do these old boring things, you know, that I've already had in mind.
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But the old boring things are the ones that make the money.
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Most homes are business owners and blue collar folks.
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Because we don't come for money and we're like, oh, people are offering us money, we should definitely do that service.
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And I get it.
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It's like, you were struggling for so long just to get leads.
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And then when leads come in for any service, like I gotta take it.
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And $200,000 of siding, let's go.
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That was like 25% of last year's revenue.
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But it's also gonna mess up his entire year because when he should be doing gutters and focus on the core competency, he's getting distracted by some other random service.
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Didn't make a lot of money.
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And then this past winter, I was like, okay, I got this big siding job.
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I know my numbers on it.
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It's dialed.
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And that job got pushed off until we started it in like the end of April, May.
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So you thought you were going to get it.
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I thought I was going to get it during the wintertime and it wasn't able to get started.
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Oh, man.
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It's taken longer than anticipated.
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This winter has definitely been the worst winter by far.
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It would continue to create a bigger snowball if I don't get this figured out.
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This is what people do.
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They're like, I'm gonna add an adjacent service, and I'm gonna solve my off season.
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Let's add siding in addition to my gutters.
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But the problem is siding has the same demand curve as gutters.
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We fall into the trap that we just, he's currently in, which is in the middle of his busiest gutter season, he has a massive $200,000 job,
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for siding.
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So you just make your off season even more abrupt and crazy by adding another service that has the exact same demand curve as your core service.
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I've got so many gutter jobs signed right now.
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I need to have two.
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I could almost keep three crews busy right now.
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And I got one crew out going to belt for the
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You know, the ninth week, putting siding on.
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If he does do revenue during those three months, the question becomes, is it actually weather dependent, or is he just getting less leads?
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I have a feeling it might actually just be he's getting less leads.
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Can you do more siding during the offseason compared to gutters, or just a matter of adding on the servers?
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No, no, it's just that's what's available.
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That's the work that I...
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find that's available during the wintertime is those siding jobs.
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Got it.
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But we really don't advertise siding.
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No, not at all.
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It's just like the contractors that know.
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It's just the contractors, yup, yup.
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And like this big siding job we're on now, that's through a general contractor.
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Got it.
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And your current crew, the guys that come into the gutters, I'm assuming they don't really have siding experience usually.
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Not normally, no.
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The problem is they have sold a $200,000 siding job, and it's on the books, but half his crew can't do the work.
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And so if you want to become aware, I can still be profitable if I keep someone around for three months.
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Then I've got to reduce the amount of complexity, reduce the amount of custom services.
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Otherwise, I'm going to be always, I can't keep people.
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Just build a business in a way where you don't really need to keep them, and they'll still be profitable.
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I lucked out, I have a pretty good crew right now on that siding job.
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I've got more experienced labor out on that siding job than my gutter crew.
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Like, the gutter crew brings in more money.
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Right, yeah.
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So basically the first half of the year is us getting to zero essentially.
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Cause we did ourselves a bit of a hole in that first- That's where I'm at, right?
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Like I was just with my accountant yesterday and like at the end of this month, after everything's invoiced out, we should be at zero.
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Like we're gonna start making money hopefully in July.
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But that's just because like January, February, March is just so-
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we just get beat up right yeah our revenue dips down and then my profit margins dip down i don't make near the profit margins on these siding jobs yeah we can step into the office it's not much
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2021 is when you started, right?
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I started in 2022.
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90 grand, then we went to about 640.
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And then last year we did 940.
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I'd love to break that million dollar mark this year.
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And I think we will.
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Having a revenue goal is actually like not really the greatest goal usually because it's arbitrary, it's an output.
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What's easier to control is we will cut out siding.
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We are going to add a service that fills in our off season.
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Like focus on the inputs will generate good outputs.
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The outputs is a shot in the dark.
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The debt isn't super frustrating to me, like a big red flag, because it's all collateralized with the trucks.
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And then the challenging part is, the first six months we're floating cash flow.
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We're getting credit cards and cash.
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And that's the stress we want to try to avoid.
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Have you seen the 4.0 framework?
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Cool.
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From a liquidity perspective, when we look at what are some of the constraints, and then we can figure out what's the solution stuff.
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But liquidity problems, I think it's mostly we have a cash crunch,
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during first half of the year.
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For sure.
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And the challenging part with that is second half of the year, once you start feeling like you have money, then you're like, oh yeah, I don't really have money because I need to stack this.
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I'm going to spend it all.
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Yeah.
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Right now, what's kind of the monthly, if like there was no revenue coming in, what is the cost?
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Like we have shop space, insurance, the truck payments.
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Floating around that 20 grand mark.
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Got it.
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So we really need to do at least probably 40 grand a month to kind of break even.
232
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with the amount of labor it takes to do that.
233
00:11:04.997 --> 00:11:06.598
60 is about where we break.
234
00:11:06.858 --> 00:11:09.820
Like that first winter, we went into lockdown mode more or less.
235
00:11:09.840 --> 00:11:11.401
Like I didn't have quite the debt.
236
00:11:11.421 --> 00:11:13.263
I was running out of the shop at my house.
237
00:11:13.323 --> 00:11:20.108
Boy, that second year, we got a little more guys, you know, got a truck note and we got this big shop to pay rent for.
238
00:11:20.128 --> 00:11:22.049
This winter has definitely been the worst winter.
239
00:11:22.229 --> 00:11:22.909
by far.
240
00:11:22.929 --> 00:11:24.770
In April, you had a big month.
241
00:11:24.830 --> 00:11:26.951
Was that when the deciding job paid 50% down?
242
00:11:26.991 --> 00:11:28.632
That was a, it was, it was a deposit.
243
00:11:28.652 --> 00:11:29.132
It wasn't 50%.
244
00:11:29.152 --> 00:11:29.653
Got it.
245
00:11:29.673 --> 00:11:30.533
It was a deposit.
246
00:11:30.573 --> 00:11:30.913
Yeah.
247
00:11:30.993 --> 00:11:31.354
Yeah.
248
00:11:31.414 --> 00:11:32.454
We're getting started on that.
249
00:11:32.474 --> 00:11:33.034
That's what I figured.
250
00:11:33.054 --> 00:11:36.876
I'm like, wages stayed the same and then we had this revenue down.
251
00:11:36.896 --> 00:11:40.318
So I'm assuming like your hardest month this year was probably March.
252
00:11:40.698 --> 00:11:41.038
Yes.
253
00:11:41.278 --> 00:11:44.359
Because the revenue is still low before that big jump in deposit.
254
00:11:44.459 --> 00:11:46.219
Yeah, yeah, that was tough.
255
00:11:46.359 --> 00:11:48.580
But in general, it's just like we have a crash crunch in the first half.
256
00:11:48.600 --> 00:11:50.860
In the first quarter, yes, we have cash.
257
00:11:51.120 --> 00:11:52.001
Got it, we can solve that.
258
00:11:52.101 --> 00:11:55.381
And then we have the credit card that we're floating throughout that time.
259
00:11:55.401 --> 00:11:59.863
Yeah, it ranges from 10 to 20 grand, which is I think right now we're at 16.
260
00:11:59.903 --> 00:12:03.443
Yeah, and it's stressful when that is higher than your cash balance.
261
00:12:03.463 --> 00:12:04.664
Yes, very stressful.
262
00:12:04.704 --> 00:12:05.024
Yes.
263
00:12:06.064 --> 00:12:07.184
Yeah, okay, I got you, I got you.
264
00:12:07.244 --> 00:12:09.125
I know exactly what it's like.
265
00:12:11.086 --> 00:12:12.127
first half of the year, same thing.
266
00:12:12.307 --> 00:12:16.151
Okay, from a leads perspective, we'll come back and we'll like go through these and fix them.
267
00:12:16.432 --> 00:12:21.437
Ultimately, if leads stayed the same for the first quarter of the year, we wouldn't have the liquidity problems.
268
00:12:21.637 --> 00:12:22.678
The constraint is leads.
269
00:12:22.698 --> 00:12:24.701
It's like, how do we get more leads during the off season?
270
00:12:24.761 --> 00:12:30.387
What I'm concerned about is adding and siding, which has the exact same demand curve.
271
00:12:30.587 --> 00:12:30.827
Yeah.
272
00:12:30.907 --> 00:12:31.388
As gutters.
273
00:12:31.608 --> 00:12:34.712
When gutters are busy, the siding is also really busy.
274
00:12:34.932 --> 00:12:37.755
And when the gutters slow down, the siding slows down.
275
00:12:37.775 --> 00:12:42.200
So I don't see it as a service I should add to my business to solve the off season.
276
00:12:42.381 --> 00:12:46.846
Because all it does is compound the complexity and the insanity of Spring Rush.
277
00:12:47.046 --> 00:12:50.411
Just to be crystal clear, I want nothing to do with siding.
278
00:12:50.511 --> 00:12:52.875
Like, you don't have to talk me out of it.
279
00:12:52.955 --> 00:12:54.757
I'm so sick of this cycle.
280
00:12:54.918 --> 00:12:55.098
Yeah.
281
00:12:55.198 --> 00:12:57.542
And the siding has the same demand curve.
282
00:12:57.642 --> 00:13:01.307
We'd get busier with siding in the summer if we would do siding jobs.
283
00:13:01.567 --> 00:13:01.828
Right.
284
00:13:01.968 --> 00:13:03.950
Everyone thinks, oh yeah, I'll add to the service.
285
00:13:04.030 --> 00:13:10.737
And all they're doing is adding another service that has tons of revenue when their course service is also super busy.
286
00:13:11.097 --> 00:13:15.041
Just compounding, like how many employees I need, how many more trucks I need, making it more crazy.
287
00:13:15.081 --> 00:13:20.847
And then your off-season looks even worse because the function of revenue is even less of a percentage compared to your best months.
288
00:13:21.548 --> 00:13:23.349
So citing, bye bye.
289
00:13:23.869 --> 00:13:24.069
Yup.
290
00:13:24.289 --> 00:13:25.150
Yeah, okay.
291
00:13:25.690 --> 00:13:29.992
When I look at your website, there's definitely some low hanging fruit in terms of focusing on gutters.
292
00:13:30.012 --> 00:13:31.433
Did you watch on my current website?
293
00:13:31.453 --> 00:13:31.813
I did.
294
00:13:31.833 --> 00:13:32.373
I should have.
295
00:13:32.433 --> 00:13:33.234
Is there a new one coming?
296
00:13:33.274 --> 00:13:34.154
New website, yes.
297
00:13:34.234 --> 00:13:36.195
It is like, ready to go.
298
00:13:36.295 --> 00:13:37.976
I'm sorry, I should have said that to you.
299
00:13:38.016 --> 00:13:39.657
No, you're fine, you're fine.
300
00:13:39.917 --> 00:13:42.158
I want you to look at it, but it is quite a bit better.
301
00:13:42.379 --> 00:13:47.343
So what prompted the rebrand and that stuff, I knew I needed to get the truck wrap, trucks wrap.
302
00:13:47.383 --> 00:13:52.788
We almost had a design in, and then I got onto the mascot idea, and then that derailed everything.
303
00:13:52.808 --> 00:13:55.530
And I went and got the mascot made, went to Fiverr.
304
00:13:55.590 --> 00:13:57.572
Somebody off Fiverr made the mascot.
305
00:13:57.592 --> 00:14:00.695
It's like, well, if I'm doing this rebrand, I might as well do a new website.
306
00:14:01.075 --> 00:14:09.202
just in terms of highlighting the existing services that we are offering, having service pages for each of the things that we do offer, et cetera.
307
00:14:09.323 --> 00:14:14.287
I think having a great website will bring enough leads to potentially help with that area.
308
00:14:14.667 --> 00:14:23.755
If you're like David and you're trying to grow your business, whether you're doing gutters, landscaping, cleaning, and any home service business, I highly recommend checking out homeservicewebdesign.com.
309
00:14:24.516 --> 00:14:30.505
We build hundreds of websites for different home service businesses and many of them double their business in the first 12 months.
310
00:14:30.865 --> 00:14:31.867
Go check out some of our work.
311
00:14:32.047 --> 00:14:32.868
We'll see you on the other side.
312
00:14:32.888 --> 00:14:36.454
I have room to grow on my sales side of things.
313
00:14:36.474 --> 00:14:38.737
I don't know if you noticed, none of my trucks are wrapped either.
314
00:14:39.478 --> 00:15:07.358
thinks that you need a mascot because we have Max and Augusta and we have monkey man don't know his name from Paramount gutters but realistically what you need to have is something that is identifiable to the customer something they remember and sometimes that can be your name kind of a cool off-the-cuff name or the trucks and that's why we want to wrap the trucks because we want to be remembered for something the color of our trucks the color of our uniforms the name of our business and sometimes a mascot is helpful but a lot of times it does not fit well with their brand it's not memorable
315
00:15:07.538 --> 00:15:11.641
So don't think that just adding a mascot and slapping on your truck is somehow gonna solve everything.
316
00:15:11.661 --> 00:15:13.283
But Monkey Man, kinda dope.
317
00:15:13.363 --> 00:15:14.324
Where's the monkey come from?
318
00:15:14.504 --> 00:15:18.707
It's the mascot we just came up with it this spring.
319
00:15:18.927 --> 00:15:19.928
And we're getting the wraps.
320
00:15:19.948 --> 00:15:24.592
I don't know if you noticed, none of the trucks have any details or nothing on them anymore.
321
00:15:24.772 --> 00:15:24.912
Yeah.
322
00:15:24.932 --> 00:15:25.593
I'm working on it.
323
00:15:25.753 --> 00:15:29.795
When we look at like the five ways to cure seasonitis, and I know you've read the book.
324
00:15:30.015 --> 00:15:33.437
Seasonitis is a disease that many home service business owners have.
325
00:15:33.517 --> 00:15:44.262
I made up the name, but really what it is, is that for one quarter of the year, we have seasonality where leads drop off a cliff, revenue drops off a cliff, and it kills many home service businesses.
326
00:15:44.322 --> 00:15:48.405
The first one being lockdown, not really possible when break even is at 60 grand.
327
00:15:48.445 --> 00:15:49.065
Exactly.
328
00:15:49.125 --> 00:15:50.766
We didn't have the shop space, we didn't have any debt.
329
00:15:51.226 --> 00:15:52.727
If you still operate this out of your garage,
330
00:15:52.887 --> 00:15:56.670
and there's a couple thousand dollars a month of expenses, we could do it and it'd be fine.
331
00:15:56.790 --> 00:15:58.691
The first cure is to lock down.
332
00:15:58.971 --> 00:16:03.334
That is lay off everybody and shut down the business for a few months when leads start drying up.
333
00:16:03.474 --> 00:16:04.375
And we don't do any work.
334
00:16:04.395 --> 00:16:05.636
Everyone just comes back in the spring.
335
00:16:05.656 --> 00:16:07.377
It's the second one, more and better.
336
00:16:07.557 --> 00:16:14.182
It's a function of like, can we advertise or get more leads during the off season by simply advertising more?
337
00:16:14.302 --> 00:16:17.105
Cheer number two for seasonitis is more and better.
338
00:16:17.225 --> 00:16:20.468
That's upselling, getting more and better jobs from our customers.
339
00:16:20.548 --> 00:16:30.377
The challenging part is like, say for example, with gutters and even a website, is you're gonna get a massive amount of leads, but our hope is that we have enough leads to get us by during the off season.
340
00:16:30.697 --> 00:16:35.482
So the lead flow, when does it really, when you feel it hard, like it drops?
341
00:16:35.623 --> 00:16:37.465
After Thanksgiving, when is that?
342
00:16:37.585 --> 00:16:40.428
It's really busy up until Christmas, we're pushing hard.
343
00:16:40.808 --> 00:16:44.573
And then January, it feels like we're just catching up on all the loose ends.
344
00:16:44.713 --> 00:16:48.557
And then all of a sudden February, it's like, oof, why aren't the phones ringing?
345
00:16:50.158 --> 00:16:50.839
Okay, got it.
346
00:16:50.859 --> 00:16:55.544
So we're strong all the way, and then all of a sudden it just drops off close to like two and a half, three months maybe.
347
00:16:55.564 --> 00:16:55.764
Yeah.
348
00:16:55.964 --> 00:16:56.485
Okay.
349
00:16:56.545 --> 00:16:58.386
Q2 is we're just going to juice the Q4.
350
00:16:58.406 --> 00:16:58.647
Yeah.
351
00:16:58.767 --> 00:16:59.808
We're going to advertise.
352
00:16:59.828 --> 00:17:00.929
We're going to get tons of leads.
353
00:17:01.189 --> 00:17:06.735
We're going to try to take maybe our second best quarter and actually just get so many leads, we're going to probably spend quite a bit on marketing.
354
00:17:07.155 --> 00:17:10.719
And then just book ourselves out through that otherwise of your slow season.
355
00:17:10.739 --> 00:17:11.580
Yeah, that makes sense.
356
00:17:11.640 --> 00:17:12.321
That's one option.
357
00:17:12.461 --> 00:17:16.065
And I think that's probably going to be part and parcel of the next thing.
358
00:17:16.085 --> 00:17:19.950
Like if you get dumped snow, if you get two feet of snow here, do we have to basically stop operations?
359
00:17:19.970 --> 00:17:20.650
Essentially, yes.
360
00:17:20.710 --> 00:17:20.951
Got it.
361
00:17:20.971 --> 00:17:21.331
Okay, cool.
362
00:17:21.411 --> 00:17:22.412
That's the part I want to solve.
363
00:17:22.432 --> 00:17:25.876
Because if you have a bad snowfall, you could have a month where you're in the rain.
364
00:17:25.896 --> 00:17:26.056
Yeah.
365
00:17:26.076 --> 00:17:26.917
All right, we'll come back to that.
366
00:17:27.198 --> 00:17:30.361
So adjacent, I'm going to do cure three.
367
00:17:31.062 --> 00:17:33.744
Cure number three is adjacent services.
368
00:17:34.004 --> 00:17:36.866
These are other services I can cross sell to my customers.
369
00:17:36.886 --> 00:17:40.168
They have a different demand curve than my core primary offering.
370
00:17:40.288 --> 00:17:43.229
Cure number four for season is adding a recurring service.
371
00:17:43.249 --> 00:17:46.591
Some sort of a maintenance plan that keeps me busy during the off season.
372
00:17:46.631 --> 00:17:48.072
Cure four being recurring revenue.
373
00:17:48.172 --> 00:17:49.633
I know right now we don't have any.
374
00:17:49.813 --> 00:17:51.915
I look to it as like, I'd love to have it.
375
00:17:51.935 --> 00:17:53.836
It's because of the lumpiness of the revenue.
376
00:17:53.856 --> 00:17:57.138
The fact that we can have 40 grand, the next month have 110 grand.
377
00:17:57.178 --> 00:17:58.959
The next month have 50 grand.
378
00:17:58.979 --> 00:17:59.139
Yeah.
379
00:17:59.479 --> 00:18:01.101
is just hard for cash flow.
380
00:18:01.121 --> 00:18:02.061
It's tough, yup, yup.
381
00:18:02.081 --> 00:18:05.284
Right, especially when we're trying from a liquidity perspective have one month worth of revenue.
382
00:18:05.524 --> 00:18:09.107
That means you basically have to have 100 grand in the bank just to be able to flow by.
383
00:18:09.428 --> 00:18:10.549
Five is a whole different brand.
384
00:18:10.689 --> 00:18:12.270
I feel like that's where you've gone with sighting.
385
00:18:12.370 --> 00:18:13.852
We don't even really have a sight for it right now.
386
00:18:14.132 --> 00:18:15.133
No, and that's, it's,
387
00:18:15.633 --> 00:18:17.113
Yeah, direct to the contractor.
388
00:18:17.193 --> 00:18:19.094
And Cure 5 is the last thing we want to do.
389
00:18:19.194 --> 00:18:23.635
And Cure number 5, the last but not least, is adding a completely new brand.
390
00:18:23.695 --> 00:18:26.656
Completely different, kind of like siding versus gutters.
391
00:18:26.836 --> 00:18:27.856
Completely different.
392
00:18:28.196 --> 00:18:29.817
And it's the last one we should offer.
393
00:18:29.837 --> 00:18:37.359
But right now with Paramount, he's offered siding when he's doing gutters, but there's a whole bunch of juice to squeeze in Cure 2, Cure 3, and Cure 4.
394
00:18:37.459 --> 00:18:43.160
Have you ever played with the service side of gutters in terms of clearing out gutters and things like that?
395
00:18:43.280 --> 00:18:47.824
So in the past, when we get a call for gutter cleaning, it's a pain in my butt.
396
00:18:48.245 --> 00:18:50.327
Cause I'm pulling my guys off of installs.
397
00:18:50.407 --> 00:18:54.491
Normally that's in the spring and that's in the fall, especially falls are super busy.
398
00:18:54.511 --> 00:18:57.153
And I'm pulling my guys off installs to do these $250 cleaning jobs.
399
00:18:58.995 --> 00:19:01.996
For two gutter crews, I have like, I think it's six guys right now.
400
00:19:02.236 --> 00:19:03.916
And I only need five guys for my gutter crew.
401
00:19:04.036 --> 00:19:05.177
I got one guy that's really good.
402
00:19:05.277 --> 00:19:07.397
I'm gonna get him set up in his own rig.
403
00:19:07.517 --> 00:19:09.838
I want to try and do gutter cleanings this fall.
404
00:19:10.278 --> 00:19:16.120
So he's gonna be helping me out with some of my leaf guard installations, my repairs and my gutter cleanings.
405
00:19:16.220 --> 00:19:19.241
I don't know what that's gonna look like completely, but I'm very open.
406
00:19:20.601 --> 00:19:21.802
to doing something like that.
407
00:19:21.942 --> 00:19:22.262
Okay.
408
00:19:22.442 --> 00:19:27.125
One opportunity is when you sell a new install, trying to get them on recurrent.
409
00:19:27.145 --> 00:19:30.988
The challenging part is no one thinks I'll clean out their gutters until they're chock full.
410
00:19:31.148 --> 00:19:34.089
So like sell a gutter cleaning package.
411
00:19:34.269 --> 00:19:34.470
Yeah.
412
00:19:34.510 --> 00:19:35.370
I've thought about that.
413
00:19:35.390 --> 00:19:39.653
And I know there's other guys in the industry, not necessarily here, but on the Facebook pages and whatnot.
414
00:19:39.713 --> 00:19:43.195
And the only issue I might see with that is I also sell leaf guard.
415
00:19:43.355 --> 00:19:44.876
I'm almost selling against myself.
416
00:19:44.916 --> 00:19:48.058
Like, Hey, sign up for my gutter cleaning or buy my leaf guard.
417
00:19:48.098 --> 00:19:48.278
Like,
418
00:19:48.398 --> 00:19:49.660
Or think of it as options, right?
419
00:19:49.680 --> 00:20:03.378
So like, hey, we install your gutters, and then afterwards we have two options, leaf guard, higher upfront cost, or do you just wanna be on this where we have a lifetime warranty, and if there's a leak or anything happens, we will come back and fix it for free as long as you're on our maintenance package.
420
00:20:03.538 --> 00:20:05.120
And here's the thing, you could actually sell both.
421
00:20:05.320 --> 00:20:08.342
Just because you have leaf guard does not mean you're going to have leaks in your gutter.
422
00:20:08.362 --> 00:20:08.683
It's true.
423
00:20:08.703 --> 00:20:10.904
And after a snowfall, things don't get adjusted.
424
00:20:11.465 --> 00:20:18.891
The reason I like the maintenance and I think we can sell it well is your slowest period of time is when the snow is melting and it's getting back into spring.
425
00:20:19.051 --> 00:20:23.214
You can do all of your adjustments to people's gutters in like February, March.
426
00:20:23.274 --> 00:20:26.516
Instead of just a warranty, you actually sell it as a service package.
427
00:20:26.536 --> 00:20:27.337
A service package, yeah.
428
00:20:27.357 --> 00:20:31.160
Like we're going to come in early spring and make sure that after the snowfall, we're going to adjust everything.
429
00:20:31.340 --> 00:20:31.720
or do inspection.
430
00:20:31.740 --> 00:20:32.902
Make sure everything's sloped right.
431
00:20:33.222 --> 00:20:34.043
Make sure it's sloped right.
432
00:20:34.123 --> 00:20:38.907
Make sure that if anything breaks on the joists, the downspouts didn't get readjusted, a snowfall.
433
00:20:39.027 --> 00:20:44.412
You could definitely take every single existing one-time project and try to turn it into a current revenue.
434
00:20:44.572 --> 00:20:47.595
And then I would just schedule the service visits when you're slowest.
435
00:20:48.095 --> 00:20:52.217
It's like we are not putting gutter checkups in the middle of July, August, October, October.
436
00:20:52.237 --> 00:20:52.877
Like we're not.
437
00:20:52.917 --> 00:20:53.938
That would be tough, yeah.
438
00:20:54.118 --> 00:20:57.339
If someone calls and they want gutters, you're just getting them on the one time.
439
00:20:58.019 --> 00:21:03.402
It's after that one time is installed to, hey, we do the walkthrough, everything looks great, you show them pictures, whatever it is.
440
00:21:04.002 --> 00:21:04.863
Okay, we have a couple options.
441
00:21:05.063 --> 00:21:07.986
We can do leaf guard, so you never have to clean these things out again.
442
00:21:08.406 --> 00:21:10.047
We can have the service package.
443
00:21:10.328 --> 00:21:13.290
And by the way, if you get either of these, we warranty these forever.
444
00:21:13.410 --> 00:21:14.651
If there's ever a leak, we come back.
445
00:21:14.691 --> 00:21:17.694
And then the service package is we're going to come and clean out our gutters.
446
00:21:18.074 --> 00:21:19.435
So middle of your off season.
447
00:21:19.455 --> 00:21:20.696
We're going to come early spring.
448
00:21:20.756 --> 00:21:22.678
We're going to adjust if there's any damages.
449
00:21:22.838 --> 00:21:25.720
And if there's any leaks throughout the rest of the year, it's all covered.
450
00:21:26.641 --> 00:21:32.946
So what we're really trying to do is build value in that maintenance package because everyone in their cat wants to sell recurring revenue.
451
00:21:33.006 --> 00:21:35.187
And so a customer is used to being upsold.
452
00:21:35.467 --> 00:21:42.973
But if you can actually prove that the value of the recurring service is greater than if they do this a la carte and that like most of our customers need this a la carte thing.
453
00:21:43.013 --> 00:21:48.637
Why not just do this other thing that is cheaper and allows you to be able to have peace of mind adds like way more value.
454
00:21:48.717 --> 00:21:51.058
So just saying like, oh yeah, we like lifetime warranty.
455
00:21:51.278 --> 00:21:53.059
Well, the problem with that is you might not show up.
456
00:21:53.119 --> 00:21:55.860
There might not be real value attached to that insurance policy.
457
00:21:55.920 --> 00:21:58.661
And that's why people hate paying insurance because like you might not ever use it.
458
00:21:58.761 --> 00:22:04.983
Versus like, hey, I'm gonna give you home insurance, but even if you don't use it, we're gonna do X, Y, and Z in your property.
459
00:22:05.083 --> 00:22:06.864
And that's what we wanna offer in that maintenance package.
460
00:22:07.084 --> 00:22:12.986
I think what would be interesting is if you start thinking as the business scales is you have your install crew and then you have a maintenance crew.
461
00:22:13.026 --> 00:22:15.207
The maintenance crew can be the leaf guard and the cleaning.
462
00:22:15.807 --> 00:22:15.927
Right?
463
00:22:15.947 --> 00:22:17.649
Because you don't need a lot of skill to put LeafGuard in.
464
00:22:17.709 --> 00:22:17.889
No.
465
00:22:17.989 --> 00:22:21.913
So I don't want someone who has like construction ability putting in LeafGuard.
466
00:22:21.953 --> 00:22:22.153
Yeah.
467
00:22:22.314 --> 00:22:24.596
So you could actually look at it as like, hey, I apprentice people.
468
00:22:24.636 --> 00:22:25.116
They come in.
469
00:22:25.136 --> 00:22:26.177
They work on the maintenance crew.
470
00:22:26.197 --> 00:22:28.219
And then you get elevated to the install crew.
471
00:22:28.780 --> 00:22:31.743
So you can take a lower level employee and make them profitable.
472
00:22:31.923 --> 00:22:35.146
So I think recurring slash maintenance...
473
00:22:36.163 --> 00:22:40.767
You can go top line revenue much faster when you have one time projects and big contracts.
474
00:22:40.848 --> 00:22:44.932
What grows a lot slower is recurring maintenance, is recurring revenue.
475
00:22:44.952 --> 00:22:51.418
But the value of the business is extremely high when you have recurring revenue, because it's much easier to step out of the business.
476
00:22:51.698 --> 00:22:56.983
If not every single job is different, every single job is complicated and completely different every single time.
477
00:22:57.003 --> 00:22:59.746
The opportunity with installs is you can grow very quickly.
478
00:23:00.106 --> 00:23:02.650
You get 600,000, a million, you're going for 1.2.
479
00:23:02.910 --> 00:23:04.052
Like you can grow fast.
480
00:23:04.353 --> 00:23:06.015
The recurring is gonna be the slow trickle.
481
00:23:06.416 --> 00:23:09.720
The goal though, is to be able to cover your expenses with your recurring.
482
00:23:09.901 --> 00:23:13.947
So you know at all times in your back pocket, my expenses are getting paid for.
483
00:23:14.067 --> 00:23:14.868
By adding in this recurring,
484
00:23:15.188 --> 00:23:17.970
maintenance package that he can upsell existing customers.
485
00:23:18.050 --> 00:23:22.073
We're hoping that we can make these big lumps in revenue that are up and down.
486
00:23:22.193 --> 00:23:24.895
One month making $150,000, the next month making $20,000.
487
00:23:24.915 --> 00:23:25.976
We want to level this out.
488
00:23:26.176 --> 00:23:28.638
This will allow much more stability inside the business.
489
00:23:28.838 --> 00:23:32.501
Are you usually meeting the customer in person for the sales?
490
00:23:32.701 --> 00:23:35.523
My new website has an online price calculator.
491
00:23:35.843 --> 00:23:37.964
you can price your own gutter system out.
492
00:23:38.545 --> 00:23:40.426
It still kind of requires a site visit from me.
493
00:23:40.546 --> 00:23:44.828
So I'm going in for that ACL surgery, so I'll be on crutches for two to three weeks at least.
494
00:23:45.108 --> 00:23:49.951
We're about to experience how well these online estimates can do.
495
00:23:50.091 --> 00:23:52.252
Should I try to do away with in-person estimates?
496
00:23:52.592 --> 00:23:53.632
No, I don't think so.
497
00:23:53.812 --> 00:23:57.033
I think it's a function of we need to have a sales presentation.
498
00:23:57.213 --> 00:23:57.373
Yeah.
499
00:23:57.473 --> 00:24:01.574
Either before because they want to meet us or after when we're going to upsell them.
500
00:24:01.654 --> 00:24:12.977
If we can take a $3,000 average ticket when we sell gutters and upsell them into LeafGuard or potentially into IceGuard, we could turn a $3,000 customer into a $5,000 customer.
501
00:24:13.017 --> 00:24:16.157
That's almost doubling the business without getting any new customers.
502
00:24:16.337 --> 00:24:17.317
You look at three stages.
503
00:24:17.417 --> 00:24:19.058
The lowest barriers we install.
504
00:24:19.258 --> 00:24:19.458
Yep.
505
00:24:19.778 --> 00:24:21.759
The next one is we install it with a leaf guard.
506
00:24:21.779 --> 00:24:24.400
We're getting about 30, 35% of those people now.
507
00:24:24.480 --> 00:24:27.742
Then there's this third stage, which is we want to get them on a recurring maintenance package.
508
00:24:27.962 --> 00:24:29.843
And like this is the trifecta.
509
00:24:29.863 --> 00:24:30.903
Yeah, gotcha.
510
00:24:30.943 --> 00:24:35.945
And so I would probably have some sort of incentive for your crew, because I'm assuming you don't go back to the job at the end.
511
00:24:36.286 --> 00:24:36.586
Do you?
512
00:24:37.425 --> 00:24:38.426
No, no, I don't.
513
00:24:38.867 --> 00:24:42.311
And I try, my crew does very little interaction with the customer.
514
00:24:42.411 --> 00:24:44.093
Like I try and do all my upsells beforehand.
515
00:24:44.293 --> 00:24:47.557
What you do is say, Hey, if I'm in person, I'm going to sell it up front.
516
00:24:47.577 --> 00:24:47.898
Yeah.
517
00:24:48.038 --> 00:24:48.218
Right.
518
00:24:48.278 --> 00:24:49.560
So I'm there.
519
00:24:49.640 --> 00:24:56.448
I might as well have the leaf guard and I would have a, like this size piece of paper where I'd be like, we have three packages.
520
00:24:56.488 --> 00:24:57.549
We have three options for you.
521
00:24:57.609 --> 00:25:08.801
Now that we have a three-tiered sales system, we need a presentation to be able to make sure we can actually convey this to the customer on our website, over the phone, and in person via this printed off laminated sheet.
522
00:25:09.001 --> 00:25:10.182
Everyone loves options.
523
00:25:10.242 --> 00:25:17.830
Instead of using $3,000, $3,000 for your install, then we got $1,500 for the leaf guard, and then we got to the maintenance package.
524
00:25:18.231 --> 00:25:19.152
I would also...
525
00:25:19.672 --> 00:25:23.113
discount my LeafGuard if they get on the maintenance package.
526
00:25:23.153 --> 00:25:24.794
Yep, have some sort of, okay, okay.
527
00:25:24.814 --> 00:25:25.314
So you have this ramp.
528
00:25:25.334 --> 00:25:31.617
Because now if I can get $1,200 over the next three years from someone that I know these gutters are new and I did a great job.
529
00:25:31.637 --> 00:25:33.117
Yeah, I'm not gonna have that much work.
530
00:25:33.137 --> 00:25:35.278
I'm willing to give them a really good deal on a LeafGuard.
531
00:25:35.298 --> 00:25:35.498
Yep.
532
00:25:35.618 --> 00:25:38.779
Like what's the cost on LeafGuard if you're paying $1,500 for the customer?
533
00:25:38.799 --> 00:25:41.140
I'll probably have 400 bucks in LeafGuard.
534
00:25:41.160 --> 00:25:41.280
Right.
535
00:25:41.460 --> 00:25:42.141
Something like that.
536
00:25:42.261 --> 00:25:44.862
So I'd be willing to almost break even on it.
537
00:25:45.102 --> 00:25:45.642
On the LeafGuard.
538
00:25:45.662 --> 00:25:47.062
So you say, hey look, it's $3,000 to install.
539
00:25:48.723 --> 00:25:54.364
We got $1,500 for LeafGuard, or you pay $600 and you sign up for this other package.
540
00:25:54.624 --> 00:25:58.325
And the idea would be the lifetime value of that maintenance package.
541
00:25:58.565 --> 00:25:59.966
You just gotta keep them for more than one year.
542
00:26:00.086 --> 00:26:03.647
As long as people- And then we make more money than if they would have just bought the LeafGuard.
543
00:26:03.687 --> 00:26:04.127
Correct.
544
00:26:04.147 --> 00:26:04.527
Correct.
545
00:26:04.667 --> 00:26:07.327
I figured he was gonna do something with the upsell.
546
00:26:07.468 --> 00:26:09.508
And I really liked the maintenance plan.
547
00:26:09.908 --> 00:26:16.510
And like, one of my first concerns was how is, am I gonna be selling against myself with the maintenance plan versus the LeafGuard?
548
00:26:16.530 --> 00:26:17.490
Like, how's that gonna work?
549
00:26:17.930 --> 00:26:19.412
And then he talked me through that.
550
00:26:19.532 --> 00:26:23.276
I think it'll work really good and doing some of that value add stuff.
551
00:26:23.616 --> 00:26:29.603
Like, hey, this is, we charge this much for the visit, but you get one of these visits in the maintenance plan.
552
00:26:29.663 --> 00:26:30.344
Like that's cool.
553
00:26:30.504 --> 00:26:31.806
So that's like the trifecta.
554
00:26:31.826 --> 00:26:37.312
And I would really try to measure is how many people convert from one to two and from one, two and three.
555
00:26:38.092 --> 00:26:44.779
And then what you could do is if you're doing in person, great, you're gonna actually have this printout, you're gonna be like, here's the packages, and you're gonna sell for it.
556
00:26:45.379 --> 00:26:50.784
If you are not in person, and they sell over the phone or via the website, and the crew shows up.
557
00:26:50.804 --> 00:26:52.186
And they just sign up for one or something.
558
00:26:52.206 --> 00:26:53.687
I would incentivize the crew, like,
559
00:26:54.047 --> 00:26:54.968
To upsell it.
560
00:26:55.068 --> 00:26:55.669
Yeah, okay.
561
00:26:55.869 --> 00:26:58.231
He said it costs him about $600 for the leaf guard.
562
00:26:58.491 --> 00:26:59.732
He installs it for $1,500.
563
00:26:59.852 --> 00:27:06.038
So I think we can afford $100 to the crew if they're the ones on the after sell, the upsell of the customer.
564
00:27:06.138 --> 00:27:07.739
Now, before the sell, he's trying to upsell.
565
00:27:08.079 --> 00:27:14.085
But if we miss that opportunity, whether it be phone, web, or in person, and the crew does it, I'm very happy to give my crew $100.
566
00:27:14.105 --> 00:27:17.868
Like, you're going to spend that money otherwise on a Facebook ad, so why not give them the money?
567
00:27:17.948 --> 00:27:24.513
So this also becomes like you change the dynamics of the team to where like, Hey guys, here's how you sell the leaf guard and here's how you sell the maintenance package.
568
00:27:24.553 --> 00:27:24.793
Yeah.
569
00:27:25.074 --> 00:27:28.516
And you're willing to really incentivize them to be doing so.
570
00:27:28.616 --> 00:27:29.117
Exactly.
571
00:27:29.357 --> 00:27:32.019
Well, if you want to change a culture, you want things to be very visible.
572
00:27:32.159 --> 00:27:44.389
And so I'm going to take the hit on my taxes and I'm going to hand out cash to the team at a team meeting to reinforce that like hundreds of dollars are being given out every week to the people that are doing this upsell thing.
573
00:27:44.469 --> 00:27:48.331
So that way for the people like, I'm not going to upsell, like I am not a salesperson, I don't want to do this.
574
00:27:48.512 --> 00:27:49.832
Like, oh man, they just made $500.
575
00:27:49.872 --> 00:27:50.753
Oh, they made $1,000.
576
00:27:50.873 --> 00:27:55.356
Like they start to actually feel a little bit of FOMO on the fact that they're not adopting the system.
577
00:27:55.576 --> 00:28:02.920
So I would really think about one from a lead perspective, just in the labor perspective is like upsells.
578
00:28:04.341 --> 00:28:07.786
upsell the three-tier path system.
579
00:28:07.806 --> 00:28:11.470
A lot of times we think that we need more customers and more leads and more advertising.
580
00:28:11.771 --> 00:28:18.159
When reality, we just need to take the customers and the leads that we do get, convert more of them and upsell them even more stuff.
581
00:28:18.519 --> 00:28:20.662
Sell more stuff to the people that are already giving you money.
582
00:28:20.922 --> 00:28:26.026
So we're doing a one-two punch of a recurring maintenance and then also just selling more and better.
583
00:28:26.507 --> 00:28:26.987
Exactly.
584
00:28:27.508 --> 00:28:29.189
So we're using Cure 2 and Cure 4.
585
00:28:29.209 --> 00:28:39.478
So Cure 2 being more and better during that last quarter, trying to get more leads for the off season, and then Cure 4, which is over the course of time building up our recurring revenue.
586
00:28:39.698 --> 00:28:43.081
Let's take it back to Cure 3 for a minute, which is adjacent services.
587
00:28:43.582 --> 00:28:46.404
Like things that are aligned with gutters, but not gutters exactly.
588
00:28:47.525 --> 00:28:52.491
And specifically, stuff that we could potentially do during our off-season.
589
00:28:52.751 --> 00:29:02.462
And so my question is, what about doing things like ice dams or repairing broken stuff from the snow or even putting in, like, tape?
590
00:29:02.902 --> 00:29:05.184
That is the heat gate.
591
00:29:05.204 --> 00:29:07.106
Does that ever come up automatically?
592
00:29:07.126 --> 00:29:10.470
I'm afraid what would happen if I would sell that ice dam removal.
593
00:29:10.690 --> 00:29:12.992
We'd have to have some clear language in there.
594
00:29:13.132 --> 00:29:18.978
If I'm selling them a maintenance package and they get ice dams, they're going to call me and say, Hey, you're signed up.
595
00:29:19.038 --> 00:29:21.620
I'm already signed up with your maintenance program.
596
00:29:21.941 --> 00:29:23.082
Come do my ice dam removal.
597
00:29:23.829 --> 00:29:25.470
versus upselling that, but I don't know.
598
00:29:25.550 --> 00:29:29.531
But I also have the market of everybody I haven't worked with yet.
599
00:29:29.712 --> 00:29:31.032
Ice dams, that's cool.
600
00:29:31.132 --> 00:29:35.754
When the weather's bad and I can't do anything else, that's when the ice dams happen and that's when we could do those.
601
00:29:36.054 --> 00:29:37.075
What about installing heat tape?
602
00:29:37.255 --> 00:29:39.076
Just haven't got a lot of calls for it, I guess.
603
00:29:39.256 --> 00:29:45.278
Anything like this, the heat tape, ice dam removal, those type of services, I'd have to market for.
604
00:29:45.458 --> 00:29:47.099
Okay, so this is how I looked at it.
605
00:29:47.239 --> 00:29:48.220
Our tier one package.
606
00:29:48.720 --> 00:29:51.061
All right, tier one, that is install only.
607
00:29:51.481 --> 00:29:52.682
All right, so install only.
608
00:29:55.003 --> 00:29:57.524
Then what we're gonna do is we're going to have Leaf Guard.
609
00:30:00.685 --> 00:30:03.745
And then we're also going to have Ice Guard.
610
00:30:05.986 --> 00:30:06.506
The Heat Tape.
611
00:30:06.906 --> 00:30:07.707
And that's gonna Heat Tape.
612
00:30:07.747 --> 00:30:07.987
Okay.
613
00:30:08.087 --> 00:30:09.807
And then this is going to be Maintenance.
614
00:30:11.168 --> 00:30:13.848
So this is like Tier 1, Tier 2, Tier 3.
615
00:30:13.888 --> 00:30:14.088
Yep.
616
00:30:14.589 --> 00:30:15.629
Maintenance.
617
00:30:16.715 --> 00:30:21.079
I think this new three-tiered sales strategy will really serve Paramount gutters well.
618
00:30:21.179 --> 00:30:27.706
We're already getting the install, but then tier two is how can we upsell them into either IceGuard or LeafGuard?
619
00:30:27.746 --> 00:30:34.453
And then the third tier, the best, the creme de la creme, is that we also sell them a maintenance package where we get recurring revenue.
620
00:30:34.713 --> 00:30:38.277
And so every time we sell, we're like, this is the cost to install.
621
00:30:38.817 --> 00:30:40.558
And then there are two big problem gutters.
622
00:30:40.879 --> 00:30:43.501
They get blocked up and they get frozen.
623
00:30:43.581 --> 00:30:44.541
Which one of these do you want?
624
00:30:44.581 --> 00:30:44.962
What do you want?
625
00:30:45.002 --> 00:30:45.522
Both of them.
626
00:30:45.642 --> 00:30:49.465
You would potentially give one of the way these for free or a huge discount if they sign up for this.
627
00:30:49.485 --> 00:30:49.925
The main impact.
628
00:30:50.045 --> 00:30:51.767
The goal is now we sell everything.
629
00:30:51.787 --> 00:30:51.987
Yeah.
630
00:30:52.087 --> 00:30:57.191
So we take a $3,000 customer, turn them into a $5,000 customer with recurring revenue.
631
00:30:57.251 --> 00:30:59.032
That's how you double the business, the same number of customers.
632
00:30:59.372 --> 00:31:03.134
And then by doing this, you now offer something that can be done during the winter.
633
00:31:03.274 --> 00:31:10.076
The reason I like Ice Guard and I like even doing the steam thing potentially is when you cannot install gutters, that's when you can be doing that stuff.
634
00:31:10.096 --> 00:31:11.017
That's when we can be doing all this stuff.
635
00:31:11.037 --> 00:31:12.937
So even though we might only do it for two or three weeks.
636
00:31:12.957 --> 00:31:13.958
Yep.
637
00:31:14.138 --> 00:31:17.139
It's the two or three weeks where you can't let... Where we're sitting on our hands anyway.
638
00:31:17.219 --> 00:31:17.739
Exactly.
639
00:31:18.099 --> 00:31:24.782
And then you're going to run ads when everyone has a ton of snow and can't get out of their house and they're worried about things breaking and they got a leak coming to the roof.
640
00:31:25.504 --> 00:31:26.344
Now they're calling.
641
00:31:26.364 --> 00:31:27.105
You can run these, yeah.
642
00:31:27.125 --> 00:31:33.028
And you run an ad, it's showing that, and you just show like the Steam, how it works, and you run it to a contact us.
643
00:31:33.048 --> 00:31:37.210
Now you're sitting there with your phone because you're not doing anything else, just waiting for people to send messages.
644
00:31:37.390 --> 00:31:40.851
What I like about Mike is it's very practical.
645
00:31:41.052 --> 00:31:42.752
He doesn't say, oh, level up, man.
646
00:31:43.032 --> 00:31:45.013
Like, do better, sell more.
647
00:31:45.093 --> 00:31:45.674
Like he says,
648
00:31:46.740 --> 00:31:51.261
Do this upsell, sell this ice dam preventive package on this gutter.
649
00:31:51.321 --> 00:32:00.143
Like just very practical and in a world of fake Instagram influencers and bozos just peddling their crap.
650
00:32:00.363 --> 00:32:04.204
Like, you know, they took an online course and now they're business gurus.
651
00:32:04.244 --> 00:32:07.025
Like Mike is very refreshing.
652
00:32:07.185 --> 00:32:08.945
And so that's what I really like about him.
653
00:32:09.065 --> 00:32:12.767
And then this winter, he really started talking about the seasonitis thing.
654
00:32:13.127 --> 00:32:14.947
And I was like, yeah, I feel that.
655
00:32:15.087 --> 00:32:21.130
I would also say is in your maintenance, you might be able to increase the price if you include one time per year steam.
656
00:32:21.270 --> 00:32:25.452
And what you say is, okay, usually our steam is a minimum of $249 to do this.
657
00:32:25.652 --> 00:32:25.852
Right.
658
00:32:26.112 --> 00:32:30.894
So we're going to do that and these other two things are we're going to check out after the snow.
659
00:32:31.154 --> 00:32:32.054
Make sure things are lined up.
660
00:32:32.074 --> 00:32:33.735
We're going to clean the facade outside of.
661
00:32:34.215 --> 00:32:37.076
the gutters and we're going to clean the gutters out.
662
00:32:37.176 --> 00:32:42.498
So this is almost like install preventative, preventative stuff being leased and ice, and then we have our maintenance plan.
663
00:32:42.978 --> 00:32:46.639
And so anything above $99 starts to get a little expensive.
664
00:32:46.659 --> 00:32:48.200
I feel like- For the maintenance plan?
665
00:32:48.220 --> 00:32:49.300
Yeah, okay, okay.
666
00:32:49.660 --> 00:32:52.181
I would agree for $99 a quarter.
667
00:32:52.982 --> 00:32:57.503
So inside of this we're gonna have clean up, or clean out I really, clean out.
668
00:32:57.943 --> 00:33:02.425
We're going to have fix it, which is going to be kind of like a warranty.
669
00:33:04.250 --> 00:33:05.191
Oh, a little bit more like that.
670
00:33:05.531 --> 00:33:09.615
And then we're gonna have one time steam.
671
00:33:10.956 --> 00:33:11.356
Per year.
672
00:33:13.275 --> 00:33:13.575
Got it.
673
00:33:13.735 --> 00:33:18.519
So now we're gonna have, when it gets snow, after a couple years and we have 300 people on this.
674
00:33:18.659 --> 00:33:19.640
Yep, on that maintenance plan.
675
00:33:19.660 --> 00:33:21.181
It's like, guys, snow, great.
676
00:33:21.301 --> 00:33:23.723
Can the gutter drop, we're all going on knocking this out.
677
00:33:23.743 --> 00:33:25.464
Come in and get on the steam truck, yeah.
678
00:33:25.504 --> 00:33:30.788
Right, so you keep your crew busy, and I'm okay with the fact that we might literally only use it a few weeks a year.
679
00:33:30.828 --> 00:33:34.510
But it helps me sell this because I say, hey, if we come out one time,
680
00:33:35.391 --> 00:33:37.412
This is actually, this is what I lean into.
681
00:33:37.452 --> 00:33:38.932
$249 is what we do for Steam planning.
682
00:33:38.952 --> 00:33:42.253
And that's already included in your $99 a quarter package.
683
00:33:42.273 --> 00:33:42.793
I like it.
684
00:33:42.894 --> 00:33:45.434
And that Steam machine, that's not that expensive either.
685
00:33:45.494 --> 00:33:50.576
So it's not like we're buying a whole new truck and adding a whole new, yeah, that shouldn't be a big deal.
686
00:33:50.836 --> 00:33:51.556
Forget discounting.
687
00:33:52.017 --> 00:33:53.357
I think this is what we lean into then.
688
00:33:53.477 --> 00:33:54.858
Lean into that, that Steam.
689
00:33:55.558 --> 00:33:56.878
Steam alone is $249.
690
00:33:56.938 --> 00:33:58.759
Yeah, and that's included in your maintenance package.
691
00:33:58.779 --> 00:34:00.840
It's included in your, you're paying $400.
692
00:34:00.880 --> 00:34:04.921
You're basically cleaning out your gutters and a warranty lifetime for $149.
693
00:34:06.339 --> 00:34:06.679
I like it.
694
00:34:06.899 --> 00:34:13.321
And then you really just have two visits a year guaranteed, one being, and then one in any sort of fixing, like repair stuff.
695
00:34:13.501 --> 00:34:14.321
Yeah, yeah.
696
00:34:14.701 --> 00:34:15.502
No, that makes sense.
697
00:34:15.722 --> 00:34:16.822
You will come around back to that.
698
00:34:16.942 --> 00:34:18.282
Okay, leadership side of things.
699
00:34:18.342 --> 00:34:19.423
The team's pretty solid.
700
00:34:19.603 --> 00:34:19.843
Yep.
701
00:34:20.323 --> 00:34:21.543
And like you got good foreman.
702
00:34:21.563 --> 00:34:27.765
I don't see that really, the huge- Especially if we can keep my lower level guys busy during the winter and I don't have to hire.
703
00:34:27.925 --> 00:34:30.486
A lot of my gutter guys hate hanging siding.
704
00:34:30.526 --> 00:34:32.686
So I know like this winter I lost one guy.
705
00:34:32.907 --> 00:34:34.627
Just because he didn't like siding.
706
00:34:34.727 --> 00:34:35.988
Is it higher skill?
707
00:34:36.088 --> 00:34:37.289
Is it different type of work?
708
00:34:37.669 --> 00:34:38.110
It's slower.
709
00:34:38.250 --> 00:34:38.930
All the above.
710
00:34:39.070 --> 00:34:43.253
On an average week, my gutter crew will be on at least 10 different job sites.
711
00:34:43.794 --> 00:34:45.555
Installing gutters is not hard work.
712
00:34:46.135 --> 00:34:49.038
The siding, we're just, you know, it's a mindset thing.
713
00:34:49.058 --> 00:34:54.322
We're gonna be out here for however many weeks and we're just plugging away stuff they barely know how to do.
714
00:34:54.462 --> 00:34:56.223
And they're on the same job site day after day.
715
00:34:56.243 --> 00:35:00.186
They make the same money, but a lot of my crew is younger.
716
00:35:00.446 --> 00:35:02.347
They don't care about the money as much as
717
00:35:03.248 --> 00:35:04.789
the experience and having fun.
718
00:35:05.050 --> 00:35:05.370
Cool, yeah.
719
00:35:05.390 --> 00:35:09.733
And I think, like, really, from a leadership perspective, all we're trying to do is keep the crew busy during the winter.
720
00:35:09.753 --> 00:35:10.234
Right, yeah.
721
00:35:10.254 --> 00:35:16.479
So it's like, if we can just solve winter work, a lot of this, we will not have people, good people leaving because they hate signing.
722
00:35:16.499 --> 00:35:16.819
Exactly, yeah.
723
00:35:17.019 --> 00:35:18.641
Over the next few weeks, we have work to do.
724
00:35:18.661 --> 00:35:20.923
I'm going to say rebrand with one wrap.
725
00:35:22.102 --> 00:35:22.843
Plus website.
726
00:35:22.903 --> 00:35:23.263
Got it.
727
00:35:23.424 --> 00:35:23.644
Yep.
728
00:35:23.964 --> 00:35:30.532
I want to see truck, if ideally wrapped with you, your crew, something that identifies Paramount and the monkey.
729
00:35:30.672 --> 00:35:35.858
The next part is going to be cure two, which is adds in...
730
00:35:37.800 --> 00:35:46.404
In Q4, when we're trying to fill up Q1, we're really targeting the fact that winter's coming, winter's coming, like alert, alert, alert.
731
00:35:46.504 --> 00:35:47.725
Trying to get more gutters on.
732
00:35:48.225 --> 00:35:52.067
And then you're going to schedule them six to eight weeks out into February and March.
733
00:35:52.087 --> 00:35:52.567
That's our goal.
734
00:35:52.627 --> 00:35:56.549
And then I would have a Q4 ad, which is going to be trying to fill Q1.
735
00:35:56.989 --> 00:36:03.332
And that is going to be very much leaning into like, winter's coming, don't have leaks in your house, a thousand dollar gutter repair.
736
00:36:03.513 --> 00:36:05.934
If left off, could this winter cause you $20,000
737
00:36:06.614 --> 00:36:11.796
How would that work if I'm marketing it like that and then I don't get there until the wintertime?
738
00:36:11.976 --> 00:36:14.337
Because when you get in the sales presentation, you can.
739
00:36:14.617 --> 00:36:15.257
You can explain.
740
00:36:15.297 --> 00:36:15.857
Okay, got it.
741
00:36:16.017 --> 00:36:20.619
You know, he's saying, hey, these are the Facebook ads that we're going to run when this happens.
742
00:36:20.679 --> 00:36:23.000
And this is the other ad we're going to run when this happens.
743
00:36:23.040 --> 00:36:25.641
Like the season specific type offers.
744
00:36:25.681 --> 00:36:26.161
That's cool.
745
00:36:26.361 --> 00:36:51.380
cure two is ads in winter that's kind of i'm gonna just call it that q4 um so we're trying to sell the fear of leaks and massive damage so get your gutters on the schedule yeah then we're also going to do another cure two which is not just selling more but also better which is upselling yeah we're going to create let's just call it a three-tier system yeah so three tier upsell system
746
00:36:53.109 --> 00:36:56.811
And so now every single time we are selling the job, we're going to sell LeafGuard as an IceGuard.
747
00:36:56.831 --> 00:36:57.451
They get this option.
748
00:36:57.671 --> 00:37:03.655
So when we get slow, instead of going to Facebook first in Q4, go to this.
749
00:37:03.915 --> 00:37:07.877
And you're going to, like LeafGuard, obviously October, November, just sell this stuff like crazy.
750
00:37:08.397 --> 00:37:13.078
And then you just switch to text and emails around Ice Guard as soon as it starts getting cold.
751
00:37:13.118 --> 00:37:14.159
As soon as the weather turns.
752
00:37:14.319 --> 00:37:14.719
Yeah.
753
00:37:14.959 --> 00:37:16.759
And then just selling more and better.
754
00:37:16.799 --> 00:37:18.360
Like, I like that as well.
755
00:37:18.440 --> 00:37:22.481
And it's, and I kind of wondered if he, like, I've read his new book.
756
00:37:22.521 --> 00:37:26.162
And so I kind of, in the back of my mind, I wondered what he was going to say.
757
00:37:26.302 --> 00:37:29.503
We kind of just took all the approaches and took a little bit of each.
758
00:37:29.623 --> 00:37:32.405
We're going to also do a little bit of Cure 3.
759
00:37:32.985 --> 00:37:35.907
So we're kind of doing all the Cure 2, 3, and 4.
760
00:37:36.067 --> 00:37:37.448
Cure 3 is adjacent services.
761
00:37:37.868 --> 00:37:42.351
So that is going to be where we really start to actually sell Leaf Guard and Ice Guard individually.
762
00:37:42.371 --> 00:37:43.051
Individually.
763
00:37:43.092 --> 00:37:43.992
Yeah, as their own.
764
00:37:44.012 --> 00:37:44.432
I see.
765
00:37:44.452 --> 00:37:46.694
So these are going to be cross-sells.
766
00:37:49.155 --> 00:37:50.256
Now we're moving along.
767
00:37:50.396 --> 00:37:51.217
We're going to do Cure 4.
768
00:37:53.265 --> 00:37:54.806
which is going to be our maintenance package.
769
00:37:55.266 --> 00:37:57.988
This is part of our three-tier upsell system.
770
00:37:58.328 --> 00:38:02.471
It's gonna be a slow burn, and I'm going to incentivize my crew to sell this.
771
00:38:02.491 --> 00:38:03.091
To sell that, yeah.
772
00:38:03.111 --> 00:38:03.792
If you're not in person.
773
00:38:03.812 --> 00:38:07.915
And don't expect at all one year, like it's year after year, slow.
774
00:38:07.935 --> 00:38:08.235
Okay.
775
00:38:08.515 --> 00:38:16.520
So now we take a customer that has three grand for installs, we get up to five grand on average ticket, and on a recurring basis, the business is gonna be two million with the same number of customers.
776
00:38:16.540 --> 00:38:19.082
Yeah, doing the same, yeah, the same crews, yeah, I like it, yeah.
777
00:38:19.162 --> 00:38:20.583
This is very doable, I like it.
778
00:38:23.573 --> 00:38:24.613
I did quite a bit.
779
00:38:24.793 --> 00:38:28.935
Some of this is wintertime specific, right?
780
00:38:29.075 --> 00:38:32.196
But I have a solid game plan, I feel like.
781
00:38:32.456 --> 00:38:34.377
Update is live, the new website is on.
782
00:38:34.877 --> 00:38:43.600
I still need to, I believe, I remember what Mike said, we have to add specific pages for each service, so that did not happen.
783
00:38:44.900 --> 00:38:48.401
The new website's up, we got one trailer done, so that's super cool.
784
00:38:48.621 --> 00:38:52.063
That wrap is on, the monkey's, he's up there, he's big.
785
00:38:53.717 --> 00:38:54.597
People can see it.
786
00:38:54.657 --> 00:38:55.378
It's pretty cool.
787
00:38:55.498 --> 00:38:58.398
I don't know why I didn't do it, you know, three years ago.
788
00:38:58.798 --> 00:39:08.101
In the in the Mike Andes massive, obnoxiously large piece of paper, I've got good feedback from it.
789
00:39:08.401 --> 00:39:10.262
So, OK, so we got the gutter quote here.
790
00:39:10.642 --> 00:39:12.022
This is our main quote, right?
791
00:39:12.482 --> 00:39:15.583
And so I write all this in my hand and fill in the total.
792
00:39:16.103 --> 00:39:18.224
And then we have our optional upgrades.
793
00:39:18.984 --> 00:39:22.505
And so leaf guard that's already pre filled in the leaf guard part.
794
00:39:23.080 --> 00:39:24.761
and then description and totals.
795
00:39:25.381 --> 00:39:33.203
And then this would be for the wintertime or heat cable removal or any other upgrades.
796
00:39:33.223 --> 00:39:36.404
Like sometimes we'll do downspout hinges or whatever.
797
00:39:36.444 --> 00:39:37.985
So I just left that blank there.
798
00:39:38.305 --> 00:39:44.267
But yeah, so that's, we have our two optional upgrade sections there.
799
00:39:44.880 --> 00:39:50.846
And then our maintenance plans, Clean Flow Plus, Clean Flow Basic, and then I'll have, you know, fill in the amounts there.
800
00:39:51.146 --> 00:39:53.468
And then the customer, so I give this to the customer.
801
00:39:53.909 --> 00:39:55.390
They'll fill in the gutter color.
802
00:39:55.951 --> 00:39:57.692
They'll fill in the downspout color.
803
00:39:58.273 --> 00:40:01.456
And then the grand total of everything that they selected.
804
00:40:01.496 --> 00:40:05.840
So if they check the gutter quote, the leaf guard quote, and the maintenance plan, you know,
805
00:40:06.358 --> 00:40:09.401
they'll fill that in, sign it, and then text me a picture.
806
00:40:09.821 --> 00:40:13.225
It was a material, one of my material, the supply yards.
807
00:40:13.805 --> 00:40:18.690
He was, he referred me to his brother's house and he called me later after I'd given him a quote.
808
00:40:18.710 --> 00:40:26.397
He's like, dude, that quote sheet that you had, I seen it laying there on the counter when I went to go get a drink of water when I was over at his house.
809
00:40:26.437 --> 00:40:27.639
And that is so cool.
810
00:40:27.779 --> 00:40:29.060
Like, I love it.
811
00:40:29.500 --> 00:40:30.882
So that was good to hear.
812
00:40:31.685 --> 00:40:34.429
We're coming to the end of the summer here.
813
00:40:34.870 --> 00:40:37.154
So fall is gutter cleaning.
814
00:40:37.254 --> 00:40:39.899
And so I'm going to come up with maintenance plans.
815
00:40:40.319 --> 00:40:42.543
I'm hoping to do a lot of those as well.
816
00:40:42.884 --> 00:40:44.086
But yeah, I'm,
817
00:40:44.937 --> 00:40:54.784
I know Mike said, you know, we're dealing, when we're dealing with these projects, we can get a lot of revenue quick and the maintenance plans is just kind of slow and steady.
818
00:40:55.064 --> 00:40:59.387
And so I just gotta be patient and push it and upsell it as much as I can.
819
00:40:59.507 --> 00:41:05.892
So, you know, when I hand the quote to the customer, I was like, here you go, here's your obnoxiously large quote sheet.
820
00:41:05.972 --> 00:41:12.256
And they laugh and they're like, that's big, but we like it, you know, we can actually read it.
821
00:41:12.396 --> 00:41:13.537
I got that one job.
822
00:41:14.435 --> 00:41:20.037
I pulled, I've only got one guy on there and man, I hope it gets finished up here.
823
00:41:20.378 --> 00:41:23.219
And then not the end of this week, but the end of next.
824
00:41:23.459 --> 00:41:26.400
So yeah, and that's the last job.
825
00:41:26.440 --> 00:41:28.641
That was that big job that we had been talking about.
826
00:41:28.661 --> 00:41:30.182
And that is our last siding job.
827
00:41:32.019 --> 00:41:34.401
told the guys multiple times, it's our last one.
828
00:41:34.641 --> 00:41:36.803
And they look at me sideways and say, yeah, huh?
829
00:41:37.023 --> 00:41:38.845
But it's serious.
830
00:41:38.985 --> 00:41:40.686
I told him it's serious.
831
00:41:41.127 --> 00:41:46.431
We're selling our pole jacks and our planks and our siding specific equipment.
832
00:41:46.511 --> 00:41:49.454
So we're going into winter with a couple of different ways.
833
00:41:49.514 --> 00:41:56.520
So November and December, we're gonna just try and fill our pipeline like as much as possible, right?
834
00:41:57.040 --> 00:41:57.341
So,
835
00:41:59.121 --> 00:42:03.805
We're not spending, right now, we're not spending any money on ads and we're busy.
836
00:42:04.166 --> 00:42:07.869
So hopefully it can hold out until November, December.
837
00:42:08.069 --> 00:42:22.962
We're gonna just throw a ton of ads out there just for gutters in general and leaf guards and try and fill our pipeline into January and February and our traditionally dead seasons.
838
00:42:23.522 --> 00:42:23.802
So,
839
00:42:24.787 --> 00:42:25.949
That's approach one.
840
00:42:26.029 --> 00:42:32.521
And then yeah, approach two is getting into these cold months, like the ice dam remover.
841
00:42:32.761 --> 00:42:38.170
So I've got quotes on that ice dam machine and I'll probably pull the trigger on it.
842
00:42:39.242 --> 00:42:41.685
September sometime, get that machine in.
843
00:42:41.845 --> 00:42:55.021
And then in those cold snaps, in those weather conditions that are creating those ice dams, I mean, I'm going to just throw money at Facebook and Google with very specific ads like Amazon,
844
00:42:55.632 --> 00:42:58.455
David with Paramount Gutters and Great Falls, Montana.
845
00:42:58.515 --> 00:43:01.959
This weather system we've been having, yada, yada, yada.
846
00:43:02.800 --> 00:43:03.921
Call us, basically.
847
00:43:03.961 --> 00:43:05.703
So very specific offers.
848
00:43:05.743 --> 00:43:07.285
That's the game plan.
849
00:43:07.525 --> 00:43:08.686
That's what I was thinking, too.
850
00:43:08.706 --> 00:43:12.971
I was like, man, you need to call me in the wintertime or right after.
851
00:43:13.011 --> 00:43:13.552
Then we can...
852
00:43:14.212 --> 00:43:21.335
Really see how this stuff works, but I feel really good about the game plan for it It's been great and this month not this month.
853
00:43:21.375 --> 00:43:22.055
We're in August.
854
00:43:22.075 --> 00:43:35.640
So July has been incredible It was the most revenue we've ever done So that was cool set a record full swing into the gutters here this this fall and this winter and Go from there