WEBVTT
00:00:04.120 --> 00:00:05.990
How do you know where you are?
00:00:05.990 --> 00:00:07.250
What stage are you?
00:00:07.929 --> 00:00:11.849
Um, because sometimes the numbers don't tell the whole story.
00:00:12.349 --> 00:00:19.019
Uh, for example, if I'm a painting contractor, my average ticket is, you know, 5, 000 or so.
00:00:19.420 --> 00:00:26.199
Um, you, you might be at a whole different place than a roofing contractor whose average ticket is 15, 000.
00:00:26.280 --> 00:00:30.250
So revenue isn't really your indicator of where you are.
00:00:30.839 --> 00:00:34.950
Your biggest indicator is What are you doing as an owner?
00:00:35.159 --> 00:00:36.689
Uh, are you selling?
00:00:36.710 --> 00:00:38.159
Are you producing?
00:00:38.170 --> 00:00:39.590
Are you marketing?
00:00:39.600 --> 00:00:51.689
Are you, are you doing all the things and it's keeping a lid on your growth because you were the one doing everything and it's, you're doing everything because you think that's the way it has to be done.
00:00:51.700 --> 00:00:55.329
You may have even tried to hire a couple of people and it didn't work out real well.
00:00:55.740 --> 00:00:57.020
They didn't perform real well.
00:00:58.024 --> 00:01:03.075
And so where you are as a contractor is you're kind of in startup phase.
00:01:03.094 --> 00:01:04.435
You're, you're a rookie.
00:01:04.444 --> 00:01:08.765
You're, you're thinking, um, like, Hey, this is something I want to do.
00:01:09.055 --> 00:01:13.105
And it may have actually been, been done as an accident almost.
00:01:13.810 --> 00:01:18.579
You were maybe working for somebody else as either an installer or a salesperson.
00:01:19.019 --> 00:01:22.409
And then somebody on the side kind of said, Hey, can you do my project?
00:01:22.420 --> 00:01:23.819
And you're like, Hey, that worked out good.
00:01:23.819 --> 00:01:24.700
They got a referral.
00:01:24.700 --> 00:01:27.909
And now this thing just kind of turned into a business.
00:01:28.480 --> 00:01:31.590
And what you really need to think of yourself as is as a technician.
00:01:32.019 --> 00:01:34.700
That's really who you are at this point in time.
00:01:35.314 --> 00:01:45.484
And so as a technician, you have certain things you've got to do to just get to enough revenue and profit that you're allowed to hire a few more people.
00:01:45.605 --> 00:01:46.094
Okay?
00:01:46.144 --> 00:01:49.375
Some people that can help you and know who to hire at the right time.
00:01:49.834 --> 00:01:53.454
It's why we have this whole thing called the million dollar must on our platform.
00:01:53.454 --> 00:01:54.144
That's free.
00:01:54.174 --> 00:01:55.424
It doesn't cost you anything.
00:01:55.435 --> 00:02:01.875
Just hop in, go check it out and it will give you literally in order the things that you need to do.
00:02:02.495 --> 00:02:12.155
To start breaking into this 500, 000 to 1, 000, 000 revenue mark, depending on the size of the project that you sell.
00:02:12.985 --> 00:02:17.955
So, how do I know which stage I'm at?
00:02:18.044 --> 00:02:19.444
That's the key question.
00:02:20.335 --> 00:02:24.925
And one of the things you can do, like we offer this thing, you can actually like download it.
00:02:25.314 --> 00:02:28.764
Is our, uh, contractors blueprint to scaling mastery.
00:02:28.764 --> 00:02:31.375
Like these are the things I should be working on at these times.
00:02:31.465 --> 00:02:35.425
We actually meet with people and go through that kind of stuff with them to help them out with that.
00:02:35.435 --> 00:02:40.925
But for you to kind of understand it is I am all things to everybody.
00:02:41.085 --> 00:02:42.125
That's number one.
00:02:42.275 --> 00:02:44.074
And I don't know it nearly enough.
00:02:44.384 --> 00:02:46.395
That's where you're at in stage one technician.
00:02:46.425 --> 00:02:48.414
I just know my one thing that I'm really good at.
00:02:48.414 --> 00:02:53.275
And I don't know a lot of the other stuff, but I'm, I'm good enough and people like me well enough where I do good enough work.
00:02:53.275 --> 00:02:54.604
I'm getting more business.
00:02:55.240 --> 00:03:00.810
So I need to get these basics down to start moving towards the next level, which is the operator.
00:03:01.210 --> 00:03:04.849
This operator has problems with time management.
00:03:05.189 --> 00:03:07.919
They struggle with getting all the stuff done.
00:03:07.919 --> 00:03:09.669
They're starting to feel really busy.
00:03:10.090 --> 00:03:15.289
Um, although they're not generating quite the revenue or the profit that they had hoped they needed to.
00:03:15.719 --> 00:03:21.110
And that's because they haven't put in these key pieces that are really important at that time to help them.
00:03:21.110 --> 00:03:26.300
To do, and they're probably making a lot of mistakes by trying to do things outside of that.
00:03:26.319 --> 00:03:33.270
And above that stage wise, they get them really confused, completely like, Hey, I I'm doing what those guys are doing.
00:03:33.270 --> 00:03:34.729
It's just not working out for me.
00:03:35.250 --> 00:03:39.349
Well, what you don't realize those guys did step one and step two and step three before that.
00:03:40.199 --> 00:03:50.764
And so once you kind of get to this operator status where you're starting to break a million dollars pretty consistently, You start moving up the scale a little bit, and you actually become an entrepreneur.
00:03:51.235 --> 00:03:53.655
You get much better at your planning.
00:03:53.655 --> 00:03:56.294
You start looking at your strengths and weaknesses.
00:03:56.694 --> 00:04:00.485
You are looking at other people as leaders for you.
00:04:00.835 --> 00:04:05.645
You're creating a vision that is very clear and aligned with all of your people.
00:04:06.215 --> 00:04:10.474
You have, um, your, your HR has gotten much clearer.
00:04:10.594 --> 00:04:17.314
As far as like job descriptions, maybe not fully a company handbook yet, but I've got some really strong job descriptions.
00:04:18.105 --> 00:04:20.475
You understand finances at this point.
00:04:20.475 --> 00:04:30.134
And so these finances are the levers that we can pull to start to move us towards that three to 5 million, uh, which starts to create some revenue and some profit.
00:04:30.134 --> 00:04:35.444
Hopefully I've done well that you can now start to scale a little bit with your business.
00:04:35.894 --> 00:04:40.115
But once again, wrong thing, wrong time can pull you back from that really fast.
00:04:40.134 --> 00:04:42.444
It actually happened to me pretty heavy.
00:04:42.485 --> 00:04:46.704
I thought, Oh man, I've got this thing now we've got the profit to do things.
00:04:47.115 --> 00:04:49.884
I'm going to go invest heavy into marketing.
00:04:49.884 --> 00:04:56.134
I'm going to go spend 10 percent of our projected budgetary revenue on, um, marketing.
00:04:57.199 --> 00:05:15.540
And what that did, because we did that, when we didn't have all the other things in place, like a great sales process, a great training program, a great client experience, like all these other things that were really important that I should have had in place first, I blew about 200, 000.
00:05:16.220 --> 00:05:17.899
That we just did not convert.
00:05:18.410 --> 00:05:20.879
You talk about taking a hit and taking a step back.
00:05:20.889 --> 00:05:23.459
We had to take a step back and go, Hey, wait a minute.
00:05:23.459 --> 00:05:24.269
What did we miss?
00:05:24.269 --> 00:05:30.439
And we missed these things that we needed to do that were super important to take us to that next level.
00:05:31.120 --> 00:05:44.754
But once you start hitting that three to 5 million, You run into different problems, you run into different caps, you run into communication issues with the team, and we start to get overwhelmed again by questions trying to solve problems.
00:05:44.754 --> 00:05:49.564
But if we do each one of those things first, um, you're going to be in a great position.
00:05:50.785 --> 00:06:00.625
Now, as you move further down the road, I've got this entrepreneur thing figured out, and we're consistently doing, you know, 5 million or so, and you're wanting to grow again.
00:06:01.194 --> 00:06:03.144
You're going to become a business at that point.
00:06:03.384 --> 00:06:04.764
That's the new thing that you become.
00:06:04.764 --> 00:06:09.235
So if you're thinking of a stage like, Hey, I'm a rookie, a startup, I'm just figuring it out.
00:06:09.774 --> 00:06:12.745
I'm a technician and I've got a skill that works really well.
00:06:12.764 --> 00:06:14.095
I've become an operator.
00:06:14.095 --> 00:06:17.774
So I've got a couple of people working for me, but it's not real big yet.
00:06:17.785 --> 00:06:19.975
Not scaling it the way I would like to.
00:06:20.545 --> 00:06:22.165
And then I become an entrepreneur.
00:06:22.365 --> 00:06:24.814
So I'm starting to get some of that stuff in place.
00:06:24.814 --> 00:06:25.944
It's really important.
00:06:26.384 --> 00:06:37.175
And then the next thing, usually you're getting into this five to 15 million and depending upon your type of company is this idea of a business where structure becomes really important.
00:06:37.595 --> 00:06:42.595
You, everything starts to get followed at which the idea is to become this well oiled machine.
00:06:42.915 --> 00:06:44.014
And this is the place.
00:06:44.055 --> 00:06:51.415
This is the key spot where you're Where the person that owns the company truly starts to become an owner.
00:06:52.384 --> 00:06:54.915
They start to own the company instead of the company owning them.
00:06:54.925 --> 00:07:01.185
All the others, entrepreneur, operator, technician, the business kind of owns you.
00:07:01.665 --> 00:07:10.504
And our job is as coaches is to get you from there to owning your business and having it work for you to create the lifestyle that you're after.
00:07:11.149 --> 00:07:17.220
So that, that's why we put all this other stuff in place, which allows us to scale the businesses quickly.
00:07:17.610 --> 00:07:23.370
Um, these things do not take a huge amount of effort, but they are things that have to be done.
00:07:23.759 --> 00:07:27.949
We just tick them off, knock them off, and then we get there a lot faster than you, you would ever imagine.
00:07:29.319 --> 00:07:38.779
But as a business, you run into all this other stuff where this is where you're getting an employee handbooks and understanding your numbers really well so that you can pull the right lever at the right time.
00:07:38.779 --> 00:07:43.199
So how fast does it take to do a job from start to finish and tracking that?
00:07:43.209 --> 00:07:54.595
I think a lot of reporting and feedback from leadership to tweak those numbers individually based on where that homeowner is and what's taking us too long.
00:07:55.415 --> 00:08:17.084
We have all of these different things that we need to start looking at from an owner's perspective, instead of the operator or entrepreneur's perspective, we start to put leaders in place that we pay very well to make sure that they do a good job of getting us to where we want to go with our vision and our job as owners is to lead that well.
00:08:17.569 --> 00:08:21.550
To love our people and give them the tools so that they can be successful.
00:08:22.050 --> 00:08:27.610
If we don't do that, um, we're going to get stuck right here between entrepreneur and business.
00:08:29.120 --> 00:08:30.610
So that's kind of the first four.
00:08:30.740 --> 00:08:42.450
There's a couple more when it gets into expansion and things like that, where you're starting to have multiple locations, but that should give you a pretty good idea of like, Hey, where am I in the stage of my business?
00:08:43.059 --> 00:08:48.259
And a lot of us will lie to ourselves, lie to ourselves and say, oh, I'm an entrepreneur.
00:08:48.544 --> 00:08:55.784
When really we're probably at operator or technician, we haven't put those things in place yet that make us successful.
00:08:55.894 --> 00:09:10.075
Like, for example, I can tell you right now that anybody listening to this right now that doesn't have any kind of training stuff on a platform that allows their people to learn from it is nothing more than an operator.
00:09:10.455 --> 00:09:13.634
You have not gotten to entrepreneur or business at this point.
00:00:04.120 --> 00:00:05.990
How do you know where you are?
00:00:05.990 --> 00:00:07.250
What stage are you?
00:00:07.929 --> 00:00:11.849
Um, because sometimes the numbers don't tell the whole story.
00:00:12.349 --> 00:00:19.019
Uh, for example, if I'm a painting contractor, my average ticket is, you know, 5, 000 or so.
00:00:19.420 --> 00:00:26.199
Um, you, you might be at a whole different place than a roofing contractor whose average ticket is 15, 000.
00:00:26.280 --> 00:00:30.250
So revenue isn't really your indicator of where you are.
00:00:30.839 --> 00:00:34.950
Your biggest indicator is What are you doing as an owner?
00:00:35.159 --> 00:00:36.689
Uh, are you selling?
00:00:36.710 --> 00:00:38.159
Are you producing?
00:00:38.170 --> 00:00:39.590
Are you marketing?
00:00:39.600 --> 00:00:51.689
Are you, are you doing all the things and it's keeping a lid on your growth because you were the one doing everything and it's, you're doing everything because you think that's the way it has to be done.
00:00:51.700 --> 00:00:55.329
You may have even tried to hire a couple of people and it didn't work out real well.
00:00:55.740 --> 00:00:57.020
They didn't perform real well.
00:00:58.024 --> 00:01:03.075
And so where you are as a contractor is you're kind of in startup phase.
00:01:03.094 --> 00:01:04.435
You're, you're a rookie.
00:01:04.444 --> 00:01:08.765
You're, you're thinking, um, like, Hey, this is something I want to do.
00:01:09.055 --> 00:01:13.105
And it may have actually been, been done as an accident almost.
00:01:13.810 --> 00:01:18.579
You were maybe working for somebody else as either an installer or a salesperson.
00:01:19.019 --> 00:01:22.409
And then somebody on the side kind of said, Hey, can you do my project?
00:01:22.420 --> 00:01:23.819
And you're like, Hey, that worked out good.
00:01:23.819 --> 00:01:24.700
They got a referral.
00:01:24.700 --> 00:01:27.909
And now this thing just kind of turned into a business.
00:01:28.480 --> 00:01:31.590
And what you really need to think of yourself as is as a technician.
00:01:32.019 --> 00:01:34.700
That's really who you are at this point in time.
00:01:35.314 --> 00:01:45.484
And so as a technician, you have certain things you've got to do to just get to enough revenue and profit that you're allowed to hire a few more people.
00:01:45.605 --> 00:01:46.094
Okay?
00:01:46.144 --> 00:01:49.375
Some people that can help you and know who to hire at the right time.
00:01:49.834 --> 00:01:53.454
It's why we have this whole thing called the million dollar must on our platform.
00:01:53.454 --> 00:01:54.144
That's free.
00:01:54.174 --> 00:01:55.424
It doesn't cost you anything.
00:01:55.435 --> 00:02:01.875
Just hop in, go check it out and it will give you literally in order the things that you need to do.
00:02:02.495 --> 00:02:12.155
To start breaking into this 500, 000 to 1, 000, 000 revenue mark, depending on the size of the project that you sell.
00:02:12.985 --> 00:02:17.955
So, how do I know which stage I'm at?
00:02:18.044 --> 00:02:19.444
That's the key question.
00:02:20.335 --> 00:02:24.925
And one of the things you can do, like we offer this thing, you can actually like download it.
00:02:25.314 --> 00:02:28.764
Is our, uh, contractors blueprint to scaling mastery.
00:02:28.764 --> 00:02:31.375
Like these are the things I should be working on at these times.
00:02:31.465 --> 00:02:35.425
We actually meet with people and go through that kind of stuff with them to help them out with that.
00:02:35.435 --> 00:02:40.925
But for you to kind of understand it is I am all things to everybody.
00:02:41.085 --> 00:02:42.125
That's number one.
00:02:42.275 --> 00:02:44.074
And I don't know it nearly enough.
00:02:44.384 --> 00:02:46.395
That's where you're at in stage one technician.
00:02:46.425 --> 00:02:48.414
I just know my one thing that I'm really good at.
00:02:48.414 --> 00:02:53.275
And I don't know a lot of the other stuff, but I'm, I'm good enough and people like me well enough where I do good enough work.
00:02:53.275 --> 00:02:54.604
I'm getting more business.
00:02:55.240 --> 00:03:00.810
So I need to get these basics down to start moving towards the next level, which is the operator.
00:03:01.210 --> 00:03:04.849
This operator has problems with time management.
00:03:05.189 --> 00:03:07.919
They struggle with getting all the stuff done.
00:03:07.919 --> 00:03:09.669
They're starting to feel really busy.
00:03:10.090 --> 00:03:15.289
Um, although they're not generating quite the revenue or the profit that they had hoped they needed to.
00:03:15.719 --> 00:03:21.110
And that's because they haven't put in these key pieces that are really important at that time to help them.
00:03:21.110 --> 00:03:26.300
To do, and they're probably making a lot of mistakes by trying to do things outside of that.
00:03:26.319 --> 00:03:33.270
And above that stage wise, they get them really confused, completely like, Hey, I I'm doing what those guys are doing.
00:03:33.270 --> 00:03:34.729
It's just not working out for me.
00:03:35.250 --> 00:03:39.349
Well, what you don't realize those guys did step one and step two and step three before that.
00:03:40.199 --> 00:03:50.764
And so once you kind of get to this operator status where you're starting to break a million dollars pretty consistently, You start moving up the scale a little bit, and you actually become an entrepreneur.
00:03:51.235 --> 00:03:53.655
You get much better at your planning.
00:03:53.655 --> 00:03:56.294
You start looking at your strengths and weaknesses.
00:03:56.694 --> 00:04:00.485
You are looking at other people as leaders for you.
00:04:00.835 --> 00:04:05.645
You're creating a vision that is very clear and aligned with all of your people.
00:04:06.215 --> 00:04:10.474
You have, um, your, your HR has gotten much clearer.
00:04:10.594 --> 00:04:17.314
As far as like job descriptions, maybe not fully a company handbook yet, but I've got some really strong job descriptions.
00:04:18.105 --> 00:04:20.475
You understand finances at this point.
00:04:20.475 --> 00:04:30.134
And so these finances are the levers that we can pull to start to move us towards that three to 5 million, uh, which starts to create some revenue and some profit.
00:04:30.134 --> 00:04:35.444
Hopefully I've done well that you can now start to scale a little bit with your business.
00:04:35.894 --> 00:04:40.115
But once again, wrong thing, wrong time can pull you back from that really fast.
00:04:40.134 --> 00:04:42.444
It actually happened to me pretty heavy.
00:04:42.485 --> 00:04:46.704
I thought, Oh man, I've got this thing now we've got the profit to do things.
00:04:47.115 --> 00:04:49.884
I'm going to go invest heavy into marketing.
00:04:49.884 --> 00:04:56.134
I'm going to go spend 10 percent of our projected budgetary revenue on, um, marketing.
00:04:57.199 --> 00:05:15.540
And what that did, because we did that, when we didn't have all the other things in place, like a great sales process, a great training program, a great client experience, like all these other things that were really important that I should have had in place first, I blew about 200, 000.
00:05:16.220 --> 00:05:17.899
That we just did not convert.
00:05:18.410 --> 00:05:20.879
You talk about taking a hit and taking a step back.
00:05:20.889 --> 00:05:23.459
We had to take a step back and go, Hey, wait a minute.
00:05:23.459 --> 00:05:24.269
What did we miss?
00:05:24.269 --> 00:05:30.439
And we missed these things that we needed to do that were super important to take us to that next level.
00:05:31.120 --> 00:05:44.754
But once you start hitting that three to 5 million, You run into different problems, you run into different caps, you run into communication issues with the team, and we start to get overwhelmed again by questions trying to solve problems.
00:05:44.754 --> 00:05:49.564
But if we do each one of those things first, um, you're going to be in a great position.
00:05:50.785 --> 00:06:00.625
Now, as you move further down the road, I've got this entrepreneur thing figured out, and we're consistently doing, you know, 5 million or so, and you're wanting to grow again.
00:06:01.194 --> 00:06:03.144
You're going to become a business at that point.
00:06:03.384 --> 00:06:04.764
That's the new thing that you become.
00:06:04.764 --> 00:06:09.235
So if you're thinking of a stage like, Hey, I'm a rookie, a startup, I'm just figuring it out.
00:06:09.774 --> 00:06:12.745
I'm a technician and I've got a skill that works really well.
00:06:12.764 --> 00:06:14.095
I've become an operator.
00:06:14.095 --> 00:06:17.774
So I've got a couple of people working for me, but it's not real big yet.
00:06:17.785 --> 00:06:19.975
Not scaling it the way I would like to.
00:06:20.545 --> 00:06:22.165
And then I become an entrepreneur.
00:06:22.365 --> 00:06:24.814
So I'm starting to get some of that stuff in place.
00:06:24.814 --> 00:06:25.944
It's really important.
00:06:26.384 --> 00:06:37.175
And then the next thing, usually you're getting into this five to 15 million and depending upon your type of company is this idea of a business where structure becomes really important.
00:06:37.595 --> 00:06:42.595
You, everything starts to get followed at which the idea is to become this well oiled machine.
00:06:42.915 --> 00:06:44.014
And this is the place.
00:06:44.055 --> 00:06:51.415
This is the key spot where you're Where the person that owns the company truly starts to become an owner.
00:06:52.384 --> 00:06:54.915
They start to own the company instead of the company owning them.
00:06:54.925 --> 00:07:01.185
All the others, entrepreneur, operator, technician, the business kind of owns you.
00:07:01.665 --> 00:07:10.504
And our job is as coaches is to get you from there to owning your business and having it work for you to create the lifestyle that you're after.
00:07:11.149 --> 00:07:17.220
So that, that's why we put all this other stuff in place, which allows us to scale the businesses quickly.
00:07:17.610 --> 00:07:23.370
Um, these things do not take a huge amount of effort, but they are things that have to be done.
00:07:23.759 --> 00:07:27.949
We just tick them off, knock them off, and then we get there a lot faster than you, you would ever imagine.
00:07:29.319 --> 00:07:38.779
But as a business, you run into all this other stuff where this is where you're getting an employee handbooks and understanding your numbers really well so that you can pull the right lever at the right time.
00:07:38.779 --> 00:07:43.199
So how fast does it take to do a job from start to finish and tracking that?
00:07:43.209 --> 00:07:54.595
I think a lot of reporting and feedback from leadership to tweak those numbers individually based on where that homeowner is and what's taking us too long.
00:07:55.415 --> 00:08:17.084
We have all of these different things that we need to start looking at from an owner's perspective, instead of the operator or entrepreneur's perspective, we start to put leaders in place that we pay very well to make sure that they do a good job of getting us to where we want to go with our vision and our job as owners is to lead that well.
00:08:17.569 --> 00:08:21.550
To love our people and give them the tools so that they can be successful.
00:08:22.050 --> 00:08:27.610
If we don't do that, um, we're going to get stuck right here between entrepreneur and business.
00:08:29.120 --> 00:08:30.610
So that's kind of the first four.
00:08:30.740 --> 00:08:42.450
There's a couple more when it gets into expansion and things like that, where you're starting to have multiple locations, but that should give you a pretty good idea of like, Hey, where am I in the stage of my business?
00:08:43.059 --> 00:08:48.259
And a lot of us will lie to ourselves, lie to ourselves and say, oh, I'm an entrepreneur.
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When really we're probably at operator or technician, we haven't put those things in place yet that make us successful.
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Like, for example, I can tell you right now that anybody listening to this right now that doesn't have any kind of training stuff on a platform that allows their people to learn from it is nothing more than an operator.
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You have not gotten to entrepreneur or business at this point.
