Building a $1,000,000 Business for a Stranger in 69 Minutes | Ep 963

25:49All right. So we have to get, you said you're going to pay them 50, right? Yes. Okay. So here's how I would restructure this. I would say we have to get$42 no matter what, period. Cause that's what it costs. That's hard cost, right? So this is base. Then got to get the sales guy paid. So I'm just going to put commission here, which we can fill in in a second. So we've got a backfill that. Okay, we have to get a commission and we have to get the contract, right? So what I want to do is find something. So do you give them all a new bin or can they get like a, do they get like somebody else's bin or like how's that work?

26:25We recycle the bin. So if someone like the three people who canceled, then we'll but for the most part, they're new bins. They're new bins. Okay. And we'll finance them over three years. Before I bought them with cash, but then I'm like, okay, maybe we should probably move on to more cash. You, wait, you used to pay for them in cash and you finance them. Now I'm financing them. And do the customer, is that$14 per month included? Yes. Yes. How much does it cost for a bid? For the set, including freight, it's 116. All right. So it's 116. Okay. Okay, now, so this is Ben. What else can you sell up front?

27:06Both pickup, maybe. But only, how many, what percentage customers like after that? That's also seasonal. So no, that's not the offer. Okay, what else? So I'll tell you, I had this idea. So we talked about the QR code earlier. So what I was thinking about doing was like, you put the just the ugliest massive QR code on there and you just say, hey, if you want to not have this big QR code on there, it's an extra$5 a month. Or if you're cool with it and you're still like, are cool with us advertising the business, you allow us to leave it on. Okay. And I think a lot of people don't give a shit. Yeah.

27:43Right. And so all we're going to do, though, is just tack that on to your existing pricing. So if they say, I don't want the QR code, then they're going to pay$5 more than your existing price. So we bake in a little price increase there. So we get$5 for the QR code. So go buy stickers. They're like not expensive. And just put this massive QR code and put your phone number and put your, like, you've got this, you've got this billboard that's just sitting out there. What color are the bins? Gray. Man, I totally want them to be in yellow and orange. I'm dead serious. I would like everyone to be like, Jesus, what is this company?

28:21But they would notice it. Yeah. Right. I mean, that's what you're trying to, you're trying to stand out. Yeah. You said, wait, didn't you say you wanted the branding? you wanted to be on brand with the gray? Yeah, people were like clean and stuff. I think gray's clean. It looks, you should look at them. They look pretty clean. We have people calling in and saying, I've seen your nice clean business. They're so gray. It's like the perfect gray. Well, it's like light gray. Fifty shades. Anyways. Okay. Okay. This is, this is the, this is how we break, this is how we solve the business. Right. So like, let's take the time on this.

28:49The other stuff is really easy. I'll show you some easy, like, I don't even, like I can't get into ads. I can't get into the funnel. like if we just do this we win yeah okay so you don't charge them anything for the bid right as far as they're concerned we do have a separate process through our website so we at the door we have that offer that i mentioned but then when they go to our website enter in their address and everything and they're qualified they do get charged a 37 initiation fee and then they get charged 35 a month so we have a little higher price point if they don't take advantage of that but most people do the door-to-door.

29:26And so this 42 is labor, right? Yes. Labor plus trucks, breaking. Yeah, and dump fees. Okay, yeah, plus dump, okay, got it. I think our key is actually how we structure this, the bin. So it costs you 116, is there a way that we could be like, because what I want to do is, you see where I'm going with this, right? Yep. Because like, if we can get the first transaction to be like$199, you're covered, right? Because you've got like, so if we add this together, we've got$158. So$158 is the true like cost cost, right? Of getting this person set up. Then you have the commission, which is$50. So$208 all in.

30:11If we got that, you're like set, right? Something I've been playing around with is maybe doing only doing the three months free if they pay annually up front. Yeah, totally. and then like down sell to the 89 a quarter with no months free. I like that. Yeah. I like that. Because even the rate is really attractive. But I mean, the only negative about that is sometimes they're like, yeah, sure, let's do it. And then they opt out because their current provider matched it. But then the three months free usually is what puts them over the edge because the current provider will not offer the three months free.

30:42But out of those that do that, I would say it's only maybe one in eight would really. Would do the prepick. Oh, would like after we like, okay, it's 89 quarter and they're like yeah actually my current provider matched it so it's like one in eight people and most people are just like here just take the business yeah yeah yeah so if we get if we get the the deal on seven out of eight who cares yeah right okay yeah so if we go what i'm trying to play with is so we've got the what what levers do we have right so levers that we have this little qr like we're going to make your thing look ugly that's thing one okay thing two is we have the bin thing two we have thing three is we have the commitment right right these are this is like what we're these are puzzle pieces okay but I want to collect 200 that's what I'm trying to do

31:34okay so a quarter is 89 right yes do you think anyone's going to balk at 99 89 to 99 a lot of people are paying 105 so it may not get them over the edge You mean it's not enough savings? Yeah. I hate being low cost. Yeah. Okay. But I think that there's still some people who would definitely convert because there's some people I talk to who are being charged like$180 a quarter. Yeah. It just all varies depending on if you call them to say, hey, lower my rate. So we got$90.90 is$180, right, in terms of cash, right? There's going to be some setup fee, right, which we could say we have a$42, and we also have setup fee, right?

32:15So it's another little thing. We're just, we're constructing an offer right now. That's literally what we're doing. Okay. Because you could do three months free and it's 33 per month, right? You could still do three months free. Yeah. So that works fine. Oh, here we go. So we can basically have the QR code be our$5 extra a month and you're at 29. So that gets you to 35. Okay. Right. Or you can make it. yeah that's fine so that gets us to 35 dollars per month right and so if we did times six and that's going to be two was that that's 30 plus 180 so 210 all right so it's gonna be 210 in cash and if you commit to six and you normally just eat this right yeah So if you commit to six, we'll give you our$116 bin for free.

33:19And we'll waive our$49 setup. So can you talk a little bit more about these numbers right here? Yeah, so$35 a month is the price, right? Yeah. But what we're trying to do is get them to prepay for six months. Okay. So that's the main offer. is you prepay for six, and then that gets you a free bid, and we waive the setup fee. Okay. If you don't prepay for six, you can prepay for three, and we'll give you, actually, we'll just do this. We'll do this. We'll do 12, and we'll step down to six, and then we'll step down to three, which is your current offer. Okay. So 12 months gets you, because what we're looking for here is blended average cash per door.

34:06So if you have some people who pay$420, and even if it's like one out of whatever, one out of five pays$420, we're still effectively adding$80 per door in cash collected. Okay. So even if the vast majority of people, if everybody took, if four out of five took your current offer, and then one out of five takes the$400, it's like we're still adding$80 with the existing whatever 89ers that you're getting right now. Right. So now our actual blended average goes to like 170 a door. Okay. Does that make sense? Yeah, yeah. Okay. So I think we go times this. Now, if they're like, I don't want the QR code, then we're like, fine, we'll drop it to 30, right?

34:48If they don't want this. And times 12, so that's 360. And we get that up front, which is gonna have low return anyways. If they say, no, I don't wanna do that, then we say, cause with that you get free bin and free wave, or like free setup, right? If they say no, I'll just do six, which would then get us the two, whatever the$200 price point we can get to we can finalize the prices in a second, but you get your$200 price. And when you do that, we can't waive the bin, we can waive the setup fee. But we're going to add we're just we'll finance this over the duration. So that's where you can get the difference in terms of the like, it's$35 a month, if you do six months,$30 a month, if you do 12 months.

35:30and if you're doing just month to month, if you sign up today, I'll let you waive this fee, but you still got to pay three. Okay. How does that feel? Complicated. Yeah. Well, no, no. It's complicated because we had to go through everything, but let's clean it up. Okay. Because we've got to be able to explain it to the sales guys. Yeah. So the offer at the door is going to be 12 months.

35:54And what price are we going to charge at 12 months? For 12 months? Up front. up front. So we're going to do 30. So that's going to be$360. If they commit to six months, that's going to be at 35. Okay. So that's 210. And I'd say we bill biannually, which is bill twice a year. And then three months, do you do ACH? We just incorporated that actually. Yeah. Okay. Do you have a processing fee? Yeah. So we strive. So it's, um, but like, do you don't charge a processing fee? No, but we, like I've gotten a bunch of people to switch over. I like offer them a gift card, a small gift card to switch over to ACH, but then we don't do a, we'll tell you really a fancy one.

36:43So say that you charge the 3%. So this is all these are plus processing. And then if they're like, Oh, I don't want to pay the processing fee. it's out. No worries. If you want, if you have a second form of payment, we'll waive the processing fee. It's just because we have the processing fee just because if the card declines, it just takes us work to go redeem it. And then you get your service interrupted and you have trash sitting around. So it's honestly in everyone's best favor. It's like, honestly, no one ends up paying it. They just give us two forms. Okay. Oh, thanks. So I did actually do that.

37:13And when I got the prices book that you gave at the workshop. And so I kind of messed it up. I did like two things. I did like an annual fee. Yeah. And then I also mentioned, oh yeah, we're also doing a credit card fee, which is really, I was just too much. Yeah, too many things. Yeah. Yeah. But I did that and just, I was looking into how to add the processing fee and like you have to like go to MasterCard and Visa and all that stuff. And is that true? Or like they're, they're saying like you have to legally go to these companies. I don't, I think you can just charge 3 % more. Oh, we can just do it.

37:44Okay. And just say, this is our fee. Okay. You can charge whatever fees you want. Check with your legal counsel. Yeah. Okay. Yeah. Great. And then three right now, we'll keep it at the three-month rate, which is going to be $35, right? Which is$105, right? But we'll still waive the$49.50. Okay. This one waive is bid and fee. I think, right? that we have?

38:23Yes. So this gets the discount. So this gets you the discount and the bin and the fee. So it's like, why is it? So it's like the effective rate here is 30, 35. And then here it's also 35, but bin. How are we going to do the bin? How are we going to work that out? We're close. This is honestly the most important thing of today. We nail this, you go all in on door to door, we can get there by the end of the year. Exactly. And you're set. So I just want to make sure we nail this. What else do you think? So with the bin, are you saying that they pay the full$116 up front? I would love that. Okay. But for this one, I guess, because this is not waived with this offer.

39:14or what if, so if you didn't have the bin, right, what would their actual rate be? So what do you charge people who don't, who provide their own bin? Yeah, the bin is like a few, if you, I mean depreciating it over it's - No, not the depreciation. I mean like, well, what, okay, fine. You appreciate it over what, three years? Is that what it is? They have a 10 year warranty on them. So 10 years is what you depreciate over. So you paid, it's like a dollar a month or something like that. A few cents, yeah. Yeah. How's it a few cents? Yeah, because over like - Well, 116 months. So doing that math wrong?

39:46Yeah, it'd be dollars. It'd be dollars. Okay. Yeah, maybe we're doing that wrong. Well, 12 months times 10 is 120. It's$116 bid. So it's 90 whatever cents per month. Okay. So it's a dollar. It's a buck. They don't know that you do that though. No. So that's the thing. So that's one-sided information. Don't worry. We'll cut most of this thinking time out to figure it out. Yeah. No, but I think the magic is in this bid. I actually think that that's I think that's where the real leverage is. Okay. It is something I've been wrestling with because initially when we were doing it and we didn't have the competitor, we were like charging 99 for it.

40:23And they were like, okay, fine. But then some people balk at it and I'd be like, okay, fine. We'll waive it. But most people would pay for it. But now that it's really competitive, they're just like, I'm going to go to this other guy who's giving me three months free, 89. And I just have to pay for the quarter. Yeah. So it's become a little bit more challenging in that sense. It doesn't mean we can't do it. Yeah. But that has been something I've done in the past. I think most people were, I kind of played with 99 and then I went down to 50 and most people were like, they didn't really care about 50 as much.

40:55But then like when I did, because I like, so I like, I mean, you're currently charging nothing. Yeah. So if we said, okay, up front, we have a$49 bin fee, right? Yeah. You can buy the bin for 49 bucks. We know that it doesn't matter, right? We're just adding one. adding money so they'd be like that feels reasonable right 49 bucks for the bin and it's 49 initiation i don't know i'm just coming up with this okay it's 49 initiation and then you have your first quarter which is let's just use your old pricing 89 so that would get us to 190. we still have commissions yeah But this bin isn't a real cost because it's going to cover towards$42 for the quarter.

41:43That we're calling it the bin fee, but it's really covering our labor for the first quarter. Well, that's clever. Yeah. And our initiation is actually our commission. Mm-hmm. Mm-hmm. I gotcha. Yeah. and then our 89 is hopefully emerging this feels okay do you think you can sell this

42:11i think i think people will be really upset with the extra 49. the initiation yeah i think they understand the bin well why don't we do this yeah like we can either basically would you think they'd be more comfortable paying 99 bucks for the bin and they own it yeah it's your bin you keep it forever yeah unless you cancel of course in which case we take it back yeah yeah i mean i think that i'm just like replaying anecdotal experiences and take your time i'm just worried people would be like yeah it's that's a deal breaker for me like i i won't pay that for the bin, even if I own it. I just don't want to have to provide it.

42:56Yeah, but what percentage? You're right, I think it'd only be like 25 % or something. I just always remember the negative, right? Of course, no, I get it. Yeah. The thing is, is all the new sales guys coming in aren't gonna know anything. Right. In terms of like what status quo is. So you're like, here's the deal guys. Like you're gonna get paid 50 bucks on each one of these. And you gotta collect two things. You gotta sell them bin, they gotta pay their first quarter. That seems pretty straightforward. it and we can waive the initiation fee. Yeah. And we still do the three months free with this or no?

43:25Yeah. I think you can still do the three months, the three months free. Okay. I don't hate that. And dude, just to clarify for myself. Yeah. So the bin, it's actually theirs now. So they're actually paying for it. Well, it's 116, right? Yeah. Yeah. So why not? Now, if they, if they cancel before their term, then take the bin back. Right. Which gives you another piece of collateral. Yeah. Okay. So all in you lose 16 bucks on the bin. Who cares? Oh yeah. Yeah, exactly. so i think i think if you go you sell them the bin you have this um you have the first three months right first

44:03quarter and we're we're in good shape with that and this factors and then you have you give them one free month the next each of the next quarters yeah and then that means that you're charging them what 60 on q2 yeah three q4 exactly 59 and some change got it

44:27and so how do we handle situations where they were like i'm not gonna buy your bin so you can provide your own okay and so we just wouldn't accept them as a customer yeah i mean you can provide your own if you want yeah okay you could if you wanted to say if you're not willing to do that we'll finance it over three years but we end up charging you 150. I like that yeah I really like that because then it gives you a three-year term yep okay and then with the three-year term budgeted in like I don't know add in like a I don't know four percent price increase here okay I think that's it feels doable yeah I still want to get this anchor though because we still want to because some houses are like fine just if I could bill me once i don't know exactly yeah yeah and so it's like start at 360 it's like yes for the year okay so we're getting close we're gonna do it we're gonna do a cleaner a cleaner next version of this all right so all right i want to think through real quick so this is the core offer right we'll clean this up but it's like 99 bucks for the bin 89 for the first quarter you still get your three months free cool that's fine i still want to start higher because even if we get 20 percent of people to take, which we totally will.

45:37I'm telling you we're going to, that would be really big for the business. Because if we can get this on the core offer, and then we can add 80 to the average door, then that takes this. So this is 190, add 80, we're at 270. Right. Average cash collected per sale. You're good. You're home free. Sexy, right? right now that's way better than right now that is way better than right now that's this that's that's facts fa you know it's facts no printer okay okay okay so here's here's where this gets sexy okay i got it okay so all right okay i think this is coming together this is coming together if someone if someone paid 360 up front would you give them the the bin for free i think i do that Yeah.

46:30Okay. Boom. I think we're just going to have two offers. Okay. Keep it super simple. We're going to have 12 months and with 12 months, they're going to be at$30, right? And they're going to pay 360 in total, but free$99 bid. So they don't have to pay that. Right. Great. And then the core offer is going to be three months at 30, but they have to pay for the$99 bid and three months up front. So all in, they're looking at$180, whatever,$189. So now look at that AB offer. yeah so would you rather pay 360 pay for the year i'll give you the bin it's on me or 189 you just pay the first quarter but you just got to pay the bin right yeah i like that now we just gotta hustle yeah the nice thing is that this keeps it super simple the billable is the same all we're debating is who gets the free bin and who doesn't you get the free bin we commit for the year because listen it costs me money to do this but if you commit for that period of time i'll throw it in right like it actually costs us 116 so like i'll be like we we actually lose a a little bit of money on these bets.

47:51Okay. Yeah. But if you're commit to us, we'll commit to you. Yeah, exactly. And then our breakdown is, let's say, now let's look at the math. So let's say 80 % take our$189 offer and then 20 % take our 360 offer equals $72. and this equals services. Michael, Jamie, Jamie. Well, it's 19.2 is 270. This is$27 off this, which is 162.

48:43So we add this together.

48:50average per door. And we need it 208.

48:58Yeah. And then you're home free.

49:07Doable? Yeah, I just never thought about it that way. You still get three. You still get three. Like, the offers are banging. Yeah. It's like you get three. Like, the offer is great because you're given three months for either one. Yeah. So, in that way, I think you've got this great feel. right? You say, listen, we're gonna give you three months for you the right just because you're switching to us. So we're happy to do that. But if you're willing to commit to a whole year, give you the bit. Right? If you don't want that, no worries. We'll get you set up. Yeah. Yeah.

49:39What are you gonna do? What are you gonna do with all this money? Yeah, I don't know. All right. So that's, that's the, that's the play. That's the play. Okay. And for our folks at home, the reason that that was so important is that we needed to get above$208 because he had a$50 commission that he has to pay. And we knew we had$42 of labor. And we know that he had these bins that he's been basically fronting the cost for for customers. Now, to be clear, as of right now, what was the other cost though? There was something else. There's labor, there's commission, and there's something else. No, I think it was just the bins.

50:21Oh, so I'm just being greedy. That works. Okay. So then we got, yeah, yeah. Well, I like to have, I like to grow businesses debt-free if I can. Me too. Because I just think there's always a way if you just think about it hard enough. And so the bins, which right now he's been financing over 10 years for$116. But when we add all these things together, we get to 208. And so in a perfectly debt-free, cash flow positive way of growing the business, we have to get on average over$208 to break even up front and have really high, really strong cash flow for the business, which has been the biggest constraint for you.

50:54So getting above that is the objective. And so what we did was we solve for it by having an anchor on the top that we know 20 % of people are going to take. And that contributes an extra$72 a door where the core offer is going to be$190, which already solves this. Cool. So that was for everyone back home. Okay, now let's go back to our handy dandy. Isn't this fun? It's a lot of fun.

51:21Okay. So we have our new offer, our$360 for$12, our$12 at$360, and then we have our$3189. Money. And if you really get wild with that and you're like, you know what? I don't need all the extra cash. You can pay the guys$100 a day. $100 a deal. and they'll be willing to sell more. If you're like, you know what? I don't need all the cash. Like I'd rather just get more aggressive on the spend. Yeah. You can get way better guys. If the guys can make, I'll tell you the difference in salesman that you can get at$500 a day,$15 ,000 a month, almost$200 ,000 a year, like a different, an order of magnitude, better salesperson.

51:57And the thing is, those guys might be doing like, and that order of magnitude, better salesperson might do 10 deals a day. Yeah. Because the guys who really do door to door, they run between doors. Really? A hundred percent. Okay. Cause they know it's a numbers game. Yeah. They're like, for every 12 doors I knock on, I'm going to get a sale. So if I run, I mean, that's why the UPS guys, like the guys who are commissioned and are really understand the game, they sprint back and forth because you can cover four times the doors just by walking fast. They cut across the lawn. They don't go on the, on the sidewalk.

52:24Like they're moving. Okay. So we're going scatter. We're going door to door is our channel. We have our offer, our 12, our AB offer, which is great. The extra guys get the bin. Awesome. And now we don't even have to have a financing partner. Yeah. And if you want, you can and just collect the cash. The next thing is let's talk about sales process on how we're going to teach these guys. Okay. How do you teach your guys right now? And what's the sales process? Pretty relaxed. I mean, he's the first guy I've done. So I just take him door to door, show him how I do it. And I generally tell him what's the problem.

53:02He's right next to you? Pardon me? He's right next to you? Yes, exactly. Okay. Yeah. And then I'll do that for a few times, show him how it works, show him how to get a few sales and then I watch him do it and let him just kind of go at it and then chime in if I need to and then eventually just kind of like give him critiques wherever I see how many doors can you knock a day I think I think easy like 150 okay if you're out there yeah for eight hours yeah yeah so 150 doors if he's closing I mean if he gets to what you're doing one out of 12 yeah right then he's closing more than 10 deals a day which is chill even at 50 that's what I hear on average like conservatively you can get 10, but most guys get 15.

53:40Yeah. Yeah. So the nice thing with your business is that you're going to be in person with them. And so there's basically two primary ways that people learn. One is modeling and the other is basically doing it. So children learn through modeling. They watch you do something and then they learn it, right? Alternatively, you take it up a notch when you give feedback. And so doing role plays like in very real time with them is going to be the fastest way to speed up the loop. Okay. So it's literally just like have the door at your facility or whatever. Like, I mean, you want to, you really want to get them in the, like, in the mechanics of, I say this as the door opens.

54:14Like, it will teach them, like, don't just stand next to them. Like, close the door, open the door, close the door, open the door, close the door, open the door until they just nail it every time. Because, you know, the first five seconds of them opening the door is like, that's the only shot you really have. And they're making their split second decision. And so it's like, you have to drill the opener super hard so they can just say it in their sleep. And they say it the right way every time. but they should absolutely be following a script. And for this type of sale, this script, I mean, how long does it take you to do a sale for these?

54:40Two minutes? Yeah, right. So they're not super hard sales. And so the sales script is going to be like four questions. It's not a lot. Right? And so it's just like, cool, here's our door. Here's our knock. Here's our open. And then question one, question two, closed question overcomes. Like that's it. And so I just drill, honestly, drilling the three or four questions is not going to be tough. Then you're just going to do traditional sales training where you're just going to be like, I have to think about it. I'm not sure. to check with my spouse like oh i don't have the the card that i want on me yeah and when you're when you're collecting do you have a lot of people do you have any people who are like oh i don't have the card that i want to use on me so we actually don't collect money at the door why we have a contract that we signed okay i heard that it was uh i don't know i i just heard that it was you have to have certain permits to collect money at the door so then i don't have that permit yet.

55:27But they put a credit card number down, right? No. Okay, we're still good. What percentage of people who sign contracts don't end up giving you the card? None of them really. They are. Because we haven't, I mean, we haven't done the volume we're talking about right now. So I'm sure there would be a ton of people. Okay. So you then call them back later? I send them an invoice. And then if they don't complete it, I'll follow up and everyone pays. Yeah. What are we doing, Michael? We should be selling trash. What are we doing? Well, they need it. Yeah. Well, if it's not a constraint, then I'm not going to mess with it.

56:06But I do think you probably tighten the sales process in terms of the training. That's absurd what you just said. I don't know in terms of compliance for that, so check with an attorney, but I'm pretty sure you can just ask someone to buy something. Okay. I'm like pretty, feel pretty confident. Yeah, but, but, but you know, it hasn't been an issue. And so if you really do collect a hundred percent, it's certainly a less friction, a lower friction sale, but a contract without a payment closet means nothing. So yeah, the fact that you're getting it is great. The fact that you're getting is great.

56:38Okay. Let's pull up the ads in the funnel real quick. Okay. So yeah, just go, just go fall. Sorry ads. Sorry. Okay. So I think, I think this is fine. I read the copy. I think it checks the boxes in terms of a normal offer. The video ad that I saw that was your best performer was unsurprising to me that it was the best performer. Bottom link. There you go. If you're a homeowner in Centerville, Chantilly, Clifton, or Fairfax, and you want to save hundreds on your trash collection this year, this is for you. My name is Phillip, and I'm the owner of Garvey Esposal Services. We're a local family-owned and operated business in the Centerville area.

57:19and we're here to help take care of your trash. So if you're tired of things like increasing bills every year, crazy prices, unreliable pickups, then we might be the ones for you to help give you some more consistency, ease of mind, and stress-free trash collection. If that sounds good to you, click the link down below so we can give you a quote for trash collection in your area so you can start saving money and stop worrying about your trash collection. It's so cringe. No, it was your highest performing ed. The thing is, it seemed authentic. Yeah. Oh, yeah. Right. And it also hit the core pieces is like this is for so and so.

57:54I do think you introduce yourself first rather than talking about them. But like you can you can I would probably make it offer driven first pain pain pain of like, hey, what you said at the end, like, hey, if you're tired of X, Y and Z, blah, blah, blah. I'm so and so. OK, because it's like leading more with the things that they're interested in. And so basically I would just flip the script on that and then I would record 10 different versions of that with you in different shirts in different backgrounds with the truck with a bin behind you with the neighbor. were behind you, like I would just do as many variations of that if I was going to do paid ads, but we're not going to do that because we're doing door to door.

58:27I just don't think you need it. I think all of your attention should go to, I need to get 10 guys that are commissioned only that are going to sell this offer. And just only focus on that. Yeah, that's it. I mean, like if we only have one thing to be true in order for this business to be profitable, then let's just pick that and then just put all of our effort on that one thing. I mean, fundamentally, it's the idea of leverage. Yeah, it's like find the one thing that gives you the greatest output. It also has no risk on cash flow for you. Because they're commissioned only. Yeah.

58:57The perfect solution doesn't mix. Except what it does. That was it. AV offer 12 month, three month 20 % take the 12 80 % take the main or cash flow positive on both. You don't even need to go into debt for the the bins. You get 10 guys closing five deals a day, it's 50 deals a day. That's it. And it's way easier to close in solar. You can probably get some of those guys. It's such a better life to just know you're going to close deals every day rather than be knocking doors for five days and closing one or two. It's a much more energizing way to live. Yeah, for sure. I think my next constraint would be then getting the sales guys.

59:42Yeah, let's talk about that. So right now, so I would say if like you can handle more volume, right? Do you don't have to really change anything by infrastructure to handle the volume that you would be getting from these sales guys? I think after a certain point, we would need to get another truck. We could temporarily deal with that. So to get to your 3000, whatever it was number, how much can you take? If you were full capacity, how many customers can you handle? I think we could do 3 ,500. Okay. I mean, like 3 ,500, we had a thousand more customers to sell. Yeah. So you got to sell, I mean, in six months, let's call it five months.

1:00:15That's 200 customers. That's seven customers a day. I mean, you're, if you get a second guy, you'll be doing that. Right. In six months. Could be me. Yeah. Could be you. Yeah. All right. So yeah, this can be an issue because I mean, do you have the cash to get buy another truck? I think I can figure out a way to get one. Okay. Yeah. So the way to do it is I think that you could, given the nature of this job, I would be looking at running like indeed ads slash craigslist. Yeah, that would just probably be the easiest thing for you to And then you just need to work these like it's a lead funnel, right?

1:00:47And so like if you're not getting people so it'd be like Like you have to think about this like as a true ad So a lot of people try to like ward people off. It's like dude, it's an ad. It's the same thing It's like you're gonna run an ad you have to have a headline. It has to be appealing the cop The body copy has to be interesting which is like hey You can work four hours or eight hours a day the guys who work eight hours make this, the guys who work four hours do this, instead of the other alternatives you have of like, you have to be able to ask four questions to somebody at the door, like break it down to what they're going to have to do.

1:01:15It's like, if you can memorize four questions, then you could be able to make a six figure or multi six figure per year income, as long as you're willing to be in the street, but then I do damaging admission. It's like, hey, somehow it's gonna be hot. Sometimes it's gonna be cold. That's the trade. But if you're somebody who's like, just barely graduated high school, we don't care about your grades. We care about your work ethic. Yeah. like i think that would attract plenty of people yeah and so it's just add indeed and those ones already have kind of like applicant funnels that are built into it and so basically if we're turning off all these extra things that you're spending all this like fragmented time on this is all you do yeah you go get sales people yeah and honestly all you need you need like two guys just to get this going yeah that's it that makes a lot of sense baby offer two guys four questions that's it.

1:02:02Let's go. Yeah, I've been doing Indeed ads and but I haven't been structuring it like that. No, yeah, exactly. It's been more just like the traditional like corporate thing is you think about who's responding to this? Yeah, write it to that to the salesman, right? Because that's who you're trying to attract, right? Like, what are all the things that either hate about your current job? Or you hit about your current sales job? Both those are the pains? What are the what's the promise? You can make six figures, you know, a year or more. And you can work four or eight hours a day, I'll take you on either.

1:02:30So some guys will work, you know, seven to noon or seven to 11. And then they go to their other job by noon and they work, you know, 12 to eight because they're providing for family. So this is a great opportunity for you. I'm going to work on that immediately. Yeah. All right. So I'll give you the truth about this. So for a job where someone's coming in commission only, my bar is relatively low because I'd rather give more people the opportunity to take a shot and like prove that they have work ethic rather than they have the skill of interviewing, which is a different skill. I basically would just screen for crazies.

1:03:00No, I'm serious. I would just screen for crazies. And because if you're going to do this, you're probably going to get a lot of applications. Definitely don't do one-on-one interviews. You're going to be doing group calls. So a bunch of people on two minutes, tell me who you are, two minutes, two minutes, two minutes, whatever. And then invite the ones who seem normal to your, you know, your warehouse or whatever, meet them in person, give job offers on the spot, tell them when they can start. Okay. I just don't think you have to overcomplicate this. And so it's like, cool. What we're going to do is we're gonna do shadow for a week and then we're gonna break you off in twos and then that's it like you're good to go and the thing is serious like if you wanted to like this is this is me talking about how to aggressively scale sales like you need like two guys yeah so like yeah get on a group call talk to a bunch of them the guy who seems cool and normal and hard-working invite two or three of those guys out because a bunch of them aren't gonna aren't gonna last right because it is door-to-door and there are there are some risks there and so like maybe it's higher five to get one okay just lower the bar like you're not looking for somebody to cure cancer here You need someone to ask four questions and build a fellow for.

1:03:58Yeah, definitely. Because I mean, like I said, me, I'm not like the best salesman in the world, but I can go up there and sell. But you do think it is you seem trustworthy. You think so? Yeah. Okay. So good. And you're also the business owner. So it's like that. I think that's a big. You have a star car. Yeah. So with them, though, I think what the one thing that I'm looking for is hunger. Yeah. And so I think that'll typically skew to either young single guys who are just like really hungry and like go getters or people who just are about to have like a kid on the way. Like you are, you're more hungry now than you probably were.

1:04:29Right? Because you're like, because you have to be. Yes. It's like, you know why married men with kids make more money than guys who are single without being married and don't have kids? Because they have to. Yeah. That's why they make more money. I mean, yeah. So they literally choose to make more money because they have no other choice. Yeah. That's definitely how I feel. Yeah. Right. And so you're doing it. So basically, like, I just look for someone's circumstances of like, why do they need this? No. If someone's like hungry, then I'm, especially in a job like this, this is so work ethic driven.

1:04:59They're not going to run out of houses. Yeah, for sure. Right. So would you say I should just not do any more door to door and just train the guys? Well, I think you can, I mean, you're going to be doing door to door in the training. Okay. Yeah. So your sales isn't going to go down. You're just going to have more people so you can duplicate it. Right. Okay. Makes sense. Two birds in stone. Yep. Basically, as far as I'm concerned, I want you to keep doing door to door because if you've got your guy and you've got you, you guys start doing 10, 10 deals a day. Just you two, you're at 300 a month.

1:05:27You need in three months, you're at your thousand. Forget everything else in three months, you're a thousand. Yeah. Right. But as far as you're concerned, I don't think you should ever do something alone. Okay. So you have the skillset. You should have somebody always watching you so that you're basically, you're getting, you're getting two birds on something, right? You're getting, you're double dipping on effort. Yeah. So someone's always with you because you're the lead salesperson and they're learning until eventually somebody else is the best salesperson. You pass out, you know, you step back Homer Simpson style into the bushes and then they, they slide up and then they become lead trainer.

1:06:00And if you want, you say, Hey, I'll give you 60 bucks a sale instead of 50 because it's a little harder to have somebody else with you. Right. It makes a lot of sense. Easy. Yeah. Cool. I feel like this is it. So let's do a quick recap here. Yeah. Let's do a quick recap and we'll prioritize it, but it's gonna be an easy list. Simple, not easy, how about that? Yeah. All right, so, I'll make it blue for you, Michael. All right, I know Michael really wanted blue, he was like, all right. So the first thing we're gonna do is we made the decision to go scatter as our avatar, all right? So that's decision number one, which we just did instantly, but there we go.

1:06:37Number two is we switched our offer. So we have now an AB offer, for three months free. And so offer A is going to be$189 and then$60 per month after that. And then offer B is$360 free bid. That's our deal. Yep. Three Indeed ads, I'd also hit up your network. You only need a couple, right? And DDADs into group, call, or you can just honestly invite them all in person if you want, but sometimes people are really crazy. So the two minute, you know, call in person and then tag along and role playing until your eyes bleed.

1:07:37And the nice thing is that basically a document, and demonstrate duplicate is the process that we use. And so like the document is like you have the script, they memorize it while you're walking between doors. You're just like, you're role playing it back and forth. What do you say? What do you say? What do you say? Demonstrate, you do it in front of them. Hey, watch me follow the script. Watch me close deals. Now duplicate, you knock, I'll be here. I'll ride shotgun and I'll watch you do it so you can give immediate feedback. Okay. That's it. And then in terms of,

1:08:05I mean, shit, what's the outcome of this? The outcome of all of this is that your cash flow positive and babies have food. Smiley face. Yeah.

1:08:31Yeah. Feel better? Does this feel clear? It does. Yeah. That's it. Yeah, give me instructions and I'll go. That's it. It's all you have to do. And the nice thing is one and two is instant. No, you literally just have to do this. Right. Go hire five more sales guys. I think this is the this is the play. Yeah, I think so too. Doesn't this feel like like the noise in the world like quiet? I think I was doing way too much. Of course you were doing way too much. I think I was like you two different avatars and five different acquisition process. Yeah. When there's just one that if we just did this well.

1:09:07we can solve the cash flow issue and we can hit your extra thousand in the next 90 days it's a quarter it's nothing feel good? I appreciate it so Phillip I'm rooting for you if you enjoyed this and you want to see a different business that went from negative to positive in one conversation check out this conversation with Alexi Omar he's a legal person who does legal things for musicians so that they can get contracts and incorporate it in whatever musicians do to make money.