Helping a Home Services Business Get More Leads — Transcript

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1. 0:00Try to make it short. I feel like I'm
2. 0:01I'm at a casino three black jack tables.
3. 0:04First agency sucked. I got the next
4. 0:06dealer, they sucked. They got the next
5. 0:07dealer.
6. 0:08>> But I have faith.
7. 0:10So we're [clears throat] running that
8. 0:11that's proven most of our business
9. 0:14most of our blind faith. Most of our
10. 0:17most of our business based off of just
11. 0:19organic networking in person.
12. 0:22Just trying to figure out like a formula
13. 0:24or how to determine a budget
14. 0:27>> What do you sell?
15. 0:28What do you sell?
16. 0:29>> Uh roofing and windows.
17. 0:30>> Okay, got it. Helpful.
18. 0:32Um
19. 0:34Yeah, I mean you most guys who succeeded
20. 0:36that are either doing outbound.
21. 0:39One, they have referral partners. So
22. 0:42they have other businesses that are
23. 0:44tangential to windows and roofing that
24. 0:47go into customer's homes. This is other
25. 0:48home services businesses and they set up
26. 0:50good kickbacks for those sales reps and
27. 0:52those people at those businesses. Or
28. 0:54it's usually PPC driven or or social
29. 0:56driven. So there's a kind of like the
30. 0:58four most common besides word of mouth,
31. 1:00right? Um that people use to grow those
32. 1:02businesses cuz we have home services
33. 1:04that come through all the time. So very
34. 1:05familiar with the the model. Um
35. 1:08So the issue that you're having to some
36. 1:10can restate the problem is that you've
37. 1:11tried three agencies and they have not
38. 1:13produced results. So when you say they
39. 1:15haven't produced results, did they not
40. 1:16produce leads or the leads sucked?
41. 1:18>> Yes.
42. 1:20Uh both.
43. 1:20>> Difference.
44. 1:21>> Both.
45. 1:22Uh yeah.
46. 1:22>> Okay. Now So of the ones that produced
47. 1:25leads,
48. 1:27what was the problem with the leads?
49. 1:30>> Not relevant or people have said that
50. 1:33they were they didn't fill out the forms
51. 1:35or they they don't know why we contacted
52. 1:36them. Some of them don't even own a
53. 1:38home. Don't own a home.
54. 1:38>> Uh-huh. Okay.
55. 1:40>> a home.
56. 1:40>> Yeah.
57. 1:42So
58. 1:43um
59. 1:45the the crappy part with the agency
60. 1:48gambit, especially if you don't know
61. 1:49what you're doing, is that like you end
62. 1:50up getting burned. But it's one of those
63. 1:52things where like you're not going to
64. 1:53quit, right? And so it's kind of like
65. 1:55agencies didn't work for us. It's like,
66. 1:57well, there's obviously agencies that
67. 1:58are in home services that do great. And
68. 2:00so
69. 2:01um like path one is you just keep find
70. 2:04you keep going until you find an agency
71. 2:06and when you talk to them you're like,
72. 2:07"Hey,
73. 2:08if I don't see results in 30 days I'm
74. 2:09out, but if I do, I'll keep paying you
75. 2:11for a very long time." And also ask them
76. 2:14for their best practices because if an
77. 2:16agency does not give you best practices,
78. 2:18they suck.
79. 2:19So just give you that as a warning. So
80. 2:21the best agencies will be like, "Okay,
81. 2:23this is the funnel that leads to coming
82. 2:25in on. This is the offer they're saying.
83. 2:27The people who see the most success call
84. 2:29leads within 5 minutes. This is the
85. 2:30script they use. This is how they
86. 2:31maximize show-ups, blah blah blah blah
87. 2:32blah." So they're going to give you
88. 2:34their kind of like best system. And some
89. 2:36of them will also just work the leads
90. 2:38for you because business owners in
91. 2:39general suck at working leads. And so
92. 2:42like if you're not getting an agency
93. 2:44that's even talking that lingo, then I
94. 2:45would say that that would be a that
95. 2:46would be a red flag. So just use that as
96. 2:49like at least filter number one.
97. 2:51Um
98. 2:52but in terms of like how I would
99. 2:53probably approach that business, it
100. 2:55would be going to tangential. So it's
101. 2:57like carpet cleaning and landscaping and
102. 3:01other home services where people are in
103. 3:03those on a regular basis and they see
104. 3:06the you know, they see the the roof and
105. 3:08the windows on on a regular it's like,
106. 3:09"Hey, I'll give you a thousand bucks or
107. 3:11whatever, you know, whatever your
108. 3:12referral fee could be." And so what's
109. 3:14your cost to acquire customer right now?
110. 3:17>> Uh that's another constraint.
111. 3:19>> Okay.
112. 3:21Well, how much do you make from a
113. 3:22customer on average?
114. 3:24>> Uh 8,000.
115. 3:25>> Okay, cool. So you could pay a grand for
116. 3:27a customer and be happy with it.
117. 3:29Is that margin 8,000 or revenue?
118. 3:32>> Uh margin.
119. 3:33>> Okay, great. Yeah, so then yeah, I mean
120. 3:35if you give landscapers a thousand bucks
121. 3:37a referral, they will
122. 3:39beg, borrow, and steal to get you
123. 3:40referrals.
124. 3:42And so obviously that's a very different
125. 3:44strategy for acquisition. If I were in
126. 3:46your shoes, fastest, easiest path is
127. 3:48look for an agency that follows those
128. 3:50check marks. And I don't know how your
129. 3:53buying process went, but I would
130. 3:54recommend also reading the agency
131. 3:56chapter in case you read it.
132. 3:58Um but in like talk to 10 of them before
133. 4:02you buy.
134. 4:03Like actually talk to 10.
135. 4:05Sounds crazy.
136. 4:06>> I think that's been our problem. It's
137. 4:07just dating two people and choosing one.
138. 4:10>> Yeah, like date more than one. It's like
139. 4:12I got a crazy chick and a fat chick and
140. 4:13you're like, "Ah, you know."
141. 4:14>> [laughter]
142. 4:16>> You know, so like whatever. So like just
143. 4:18you know, like open the pool of who you
144. 4:20can pick from, right?
145. 4:22So, that's that's kind of where I would
146. 4:25that where I would go with that. Does
147. 4:25that make sense?
148. 4:26So, just open the selection up and then
149. 4:28I will promise you this.
150. 4:30By the time this is when you know you
151. 4:31can pick. So, I'll give you the limits
152. 4:32test. Is when you stop learning things
153. 4:34on the call.
154. 4:36So, you talk to the first guy and you're
155. 4:38like, "Okay, that's a lot of new
156. 4:39information. Thanks for that. We'll be
157. 4:41back to you." Talk to the second guy, he
158. 4:43mentions more new stuff. For me it takes
159. 4:45me about 15 calls with experts to really
160. 4:47wrap my head around the space.
161. 4:49And so, that's like kind of like my
162. 4:50litmus test. So, once I start like being
163. 4:52able to say like, "But what about this?
164. 4:53And what about this consideration?" Then
165. 4:55they're like, "Oh, he's a more
166. 4:56knowledgeable consumer." And like I can
167. 4:57start to talking their lingo.
168. 4:59Um that's how I know I can make an
169. 5:00informed decision. So, you've been
170. 5:01making uninformed decisions and because
171. 5:02of that they're getting bad results,
172. 5:04which is not surprising.
173. 5:06I make no
174. 5:06I meant no insult
175. 5:08to the the women in the room. It just It
176. 5:10was a It was just a hypothetical.
177. 5:12>> If you're not getting as many leads as
178. 5:13you want and your business is demand
179. 5:14constrained, [music] meaning you could
180. 5:16service more customers than you
181. 5:17currently have, then this is for you.
182. 5:19So, marketing is changing and I think
183. 5:21ACQ [music] tends to be on the bleeding
184. 5:22edge of this stuff. We certainly spend
185. 5:24the money
186. 5:25to do it, but we also build custom
187. 5:26software and we pay amazing vendors and
188. 5:28very expensive people to figure out the
189. 5:30system that we have right now and I want
190. 5:31to share it with you kind of open kimono
191. 5:32style. If you're not getting as many
192. 5:33leads as you want,
193. 5:35boy do I have the thing for you. Click
194. 5:36below, book call and uh
195. 5:38hopefully I'll see you in Vegas.