Alright, well welcome. Thank you guys so much for joining us on today’s session, we’re going to be building out your, your 2020 plan. And I posted earlier, if we fail to plan, then we’re planning to fail really. And I’ve experienced that in my life and in my business. So kudos to you for taking the time out here in December right before the holidays right before Christmas, right before New Year, to spend the time and the energy to get clear what you’re going to accomplish in the new year. Put those those goals in stone and then make sure that you get the plan that you’re going to go out and execute and make it a reality. So here’s the main objective. I, I carved out about an hour and a half for this session, it may actually need to go a little bit longer than that. Because I there’s a couple things I want to make sure we get done live and in person on this session. First. I want to make sure we’ve got the plan for the year. By that I mean really get clear on where we’re going to end up how many clients will we have how much recurring revenue will that Be, let’s get that broken down by quarter. Let’s get that broken down by month. And just get that anchored in stone, we know the power of having a plan and having it written down and having accountability to make sure we get it done. From there, I want to set some key performance indicators. So if we’re going to get to that place, there’s a certain number of clients we’re going to have to sell. But more importantly, there’s a certain amount of strategy sessions we’re going to need to hit on a consistent basis to make that a reality is we’re going to get really clear on what that number is based on our average close rate, and put some mechanisms in place that we’re all going to commit to hold ourselves accountable to track that activity. We’re going to do an audit of the gap. So I put together a great worksheet that helps us get clearer like here’s the big picture of what you could should put in place to market your agency. Effectively, right everything that we teach you in the seven figure agency from running webinars to doing cold outreach to having a book to join the association to putting Together JV relationships, right? There’s a document we’re going to go through just to audit and identify like, what do you have done? What do you still need to get done? And pick like three to five critical business model modifications we need to make in 2020, to help ourselves accomplish that goal. And then we’re going to take the time to plan out and calendar eyes, our approach, right? We know that our cash flow follows our calendar. And so we’re going to we’re going to get clear here’s what we’re going to run our webinars, here’s what to do or cold outreach, and really block that into the schedule. So we got a lot to cover. Want to hear from you guys. I’m glad to have such so many with you with us live. Danny and Dave and Howard and Jim and Joe and john and Josh Casper really pumped to see you guys Michael Pastner. Nicole, somebody posted comments. What about this process is exciting for you? What are you most excited about getting done during the time that we have here today? So there’s somebody give me give me real quick and comments. Let’s make this as interactive as possible, as interactive as we can make a zoom session
kind of let me know what what are you excited about getting done on today’s session?
Michael, what’s up, Susie? Hey, great to have you on with me. Wesley. Super, super pumped. Sarah is wanting to you just wanted to focus right sometimes just taking the time out of the gate clear. Jim’s excited about playing it out on the calendar. I know you’ve been asking me like, what are the topics? You know, let’s make sure we get this whole thing fleshed out. Absolutely. Susie said the favorite time of the year to plan for the upcoming year. Absolutely.
Excellent. So now let’s let’s dive right into it.
here’s the here’s the challenge, usually as it relates to as it relates to the year right now, it’s always fun and exciting to be in January and be like okay, you know, I have great things in mind for the year but usually what happens is we wind up a little bit at Control, right? We, we come up with new new goals. And then new things get added to the mix, either because we’ve got shiny object syndrome or whatnot. But sometimes we’re like, man, I don’t know what I should be doing. I don’t know what I should be focusing on. I don’t even know where I’m trying to get to. And so that’s why this time is so powerful because it helps us avoid shiny object syndrome. You know, when you’ve got a plan, and you’re clear on here’s what I’m going to accomplish. Here’s kind of the key things I know I need to get done. You can be more strategic about the things you choose not to spend your time on. And let’s face it, there’s every other marketer out there is trying to teach you some shiny new tactics, some shiny new idea that’s going to help you generate better results and more clients and better results for your clients and everything in between. And oftentimes, we go into the new year, hopeful about the next year, you know, so I hope this year’s better, right I hope this year. I finally get some clients going I hope this year I’m able to fix my My retention problems. And and to me, hope is not a strategy, right? We want to, we want to plan and be really, really intentional about what we build and what we accomplish. And if we don’t have this stuff figured out, it really could go either way it might be successful, it might not be successful, I might remain focused, I might wind up, you know, chasing these five or six different tangents. And so really, that’s why this is so important, right? If we can’t get things under control, we can’t help ourselves focus and status shiny object syndrome. And if we have to rely on hope, we’re going to wind up in a very similar spot to where we are right now. Right? We all have intention to do something more better next level going into 2020. But if we don’t get this part dialed in, we’re going to wind up exactly where we are without the momentum that we have in mind. So here’s the opportunity. Really, the opportunity right now is to step into the driver’s seat and take control and decide here Here’s what we’re going to accomplish, right set some very specific targets, and and develop a pathway to profit. You know, there’s one thing that I’ve found has worked really well for us. It’s much better to lay down tracks in advance. Like if we think about it right now, we choose to take control, and we lay down some tracks, these are the webinars I’m going to run. This is the amount of contact I’m going to make. These are the associations I’m going to be a part of, these are the events we’re going to exhibit that instead of feeling like willy nilly and feeling like we have to guess we’ve got a pathway and it’s kind of planned out and there’s no perfect plan. But the fact is, having something in place is much better than then kind of winging it from the seat of our pants. We can have certainty, you know, we’ve got a plan. We’re going to follow the plan, we can go into the year with confidence that we can crush it in the new year. So I want to hear just from a couple of you guys. We talked about focus As we talked about some of the things but why? Why do you want to preload your year? What do you perceive to be the value and the benefit of mapping some of this stuff out? How is this going to make you know it easier for you? How’s it going to make it more effective for you? How’s this going to improve the probability of you accomplishing what you set out for here at the beginning of 2020?
Michael says if I don’t the non important task will take up my time. Yeah, no doubt. Melanie says you can do steps and make it a no brainer.
Soon Susie says a way to make sure you stay on track. Absolutely Good. Thank you guys for sharing and keeping this interactive. JOHN says have more accountability. Yeah. You know, if you don’t know what you’re trying to accomplish, you don’t have a plan. There’s nobody that can hold your hold you accountable and you can’t even hold yourself accountable because you’re not clear on what you’re trying to create. Wesley Creek clarity and schedule things now. So I can commit to sticking to it. Sarah says, if I don’t have a defined plan, I’ll definitely get sidetracked. Yeah, if you don’t have the plan. It’s easy just to be like, Oh, that looks interesting. I just got this email over here. I’ll check that out. Maybe I’ll try that new thing that I just learned about justice of less days of not knowing what to do next. Absolutely perfect. Really appreciate the interactive interaction on this. I talk about this all the time, we’re building our 2020 plan. So I’m not going to go super in depth, but the fact is, success is goals. All else is commentary, right? To the extent that you’re not clear and working towards the accomplishment of a very specific goal. That’s the shiny object syndrome stuff. That’s the can’t remain focused. I don’t know what’s going on. And this is a quote from the ultimate goal setting program by Brian Tracy. And I found this to be true in my life. I found it true to be true in the lines of the agencies that really have the best results is that if you’re not careful On the goal and where you’re headed, you’re almost like the sailboat This is that at sea with with no wind, no momentum, you just kind of going with the flow. And when you take the time to get clear on your goals and have some accountability mechanisms in place, you can really start to create your own wind and create your own momentum. Right. And that’s what we’re after, we just want to be very clear, here’s we’re going to go here our targets. And by doing that, you get yourself out of commentary and into focus. And anytime there’s been stagnation in our business, that’s usually where we’re failing. We’ve lost clarity on a goal and a goal that we’re striving to that we’re completely focused on accomplishing. So, you know, this is why we do goals. I’m not going to go really deep on the Harvard study. I think I’ve shared the Harvard study with you guys half a dozen times, but for talking about goals, this is the case for why it makes sense to do this and why it’s worth investing the time and the energy To put these accountability mechanisms in place, and basically the Harvard study simply, they interviewed the graduates from Harvard back in 1979. And they asked them, Do you have goals? Yes or no? And do you have those goals written down? Right and a plan to achieve them? What they found was 84% of the graduates had no specific goal. So we’re just kind of there, we’re going to graduate. And then we’re going to go with a flow. 13% had goals, but they weren’t written down. So I was like, Yeah, I want to get a nice house. And I want to live in this car, and I want to have this lifestyle. But 3% had clear written goals and a plan to accomplish them. So they wrote this stuff down, or they put it on a Google Doc, like we’re going to do right now. And they develop the plan. You know, I’m going to do this, I’m going to do that. I’m going to do this, whether it was the perfect plan or not, they had a plan. And what they found was the 13%, who had goals were earning twice as much as the 84% that had no goals. So just by coming up With the goal and kind of putting it in your brain somewhere, you tap into a subconscious power to create better results in your life. But really what I want to tap into and why we’re why we’re going to spend some time, putting a plan in place as well, is that the one the 3%, that had a clear goal that hadn’t written down, we’re earning 10 times as much as the other 97% put together. So I feel like I’m beating a dead horse. I’m saying the same thing. Again, again, probably for some of you guys on this, but only 3% of the Harvard graduates took advantage of this. So that’s why I just keep hitting this home. The people that take the time to get clear on the goals, put plans in place and work the plans can tap into that 10 time exponential results. So the goal setting framework that we’re going to leverage for 2020 to help ourselves be accountable, to be clear, and to really accomplish what it is that we set out to do is first We’re going to have written goals and a plan, right? So I’m going to share a document with you guys right now we’re all going to work on this today, none of us are going to leave today’s session without a written goals for the year and a plan, at least have a first level plan of how we’re going to make that happen and bring it into into reality. And we’re going to set up for ourselves stopping points, right, so we’re going to have a one year goal, we’re going to break it down into quarter, and we’re going to break it down into months. And then we’re going to have a stopping point. And this is what we kind of do with the group when we get together quarterly live and in person. And or when I put out the Facebook post or the email blast says look, January is over. How did you do? Are you on track? Are you off track to one’s over? How did you do on track or off track and just knowing that you’re going to have a stopping point where you reflect. This is the plan I built. These are the goals I set for myself and knowing that you’re going to have to pause and kind of have some internal accountability as well as group accountable ability is what gives your goal setting teeth. Right? What I find often happens with people, you know, this is the time of year people set new year’s resolutions. So January, they say I’m going to lose 15 pounds, or I’m going to save an additional 10% of my income. And by, you know, January 17, on average, people have just lost, they’ve lost that goal. They’re no longer even trying to accomplish it, they’ve lost the desire to make it happen. And when you do that enough, and you don’t have any accountability, you don’t have any follow through, you lose faith in the process, you stop setting goals, you start stop setting resolutions, and you become like that little sailboat, it’s at sea, right with no direction. It’s like wherever you wind up is where you’re going to go. So what makes this work is the group is the stopping points. And it’s the reflection time at the end of each period where we look back and we say, Okay, this is what I set out to do that I hit it. It’s Yes, I’m going to celebrate that right we get more of what we celebrate or did I miss it. And if I missed it, then, you know, that’s okay, what do I need to do differently, but it’s acknowledging it, right? really making sure you acknowledge that you did it, or you didn’t, right? Because when you do that consistently, you develop i think is the most powerful muscle we can have as human beings, which is the power of manifestation, the ability to set an intention, right, this is what I want to have happen, tap into the subconscious power of the universe, you know, and and do the work and the effort to bring that into reality. Right. So this is this is what we’re going to do right now. So I want to I want to get clear what the goals are for 2020. So I think the cleanest way to do this is is let’s open up the worksheet that I set up for you guys, which you can get to by going I’m going to put it in chat but if you go to seven figure agency.com slash book,
it opens up the Google Doc, I’m going to have you guys all open this together. And we’re going to work through this as a as a group. So you can either type that in directly or look in the comments right now, go to this page. And this is going to be our 2020. Plan workbook. Let me give you guys all a sec to get it pulled up. And just know you whenever you want to interact with one of our templates in Google Docs, or on Google Sheets. All you have to do is go File, make a copy. So if you try and edit this live, you can be all Josh I don’t have access. All I can do is look at it. Well, what I want you to do is go File, make, make a copy, and then call it 2020 growth plan. workbook. Dash your name
so, Josh Nelson
Boom. And now I’ve got my own version that I’ve got complete editable access to. And I’ve got something that I can build my plan on I can work with. So I just want to hear from you know, in chat real quick because this is going to be the crux of what we do here today. In chat. Give me a thumbs up, or a yes. If you’ve now got access to this workbook. You’ve made a copy of it, and you’re ready to start to dive in. I got Yes, Sean’s. Yes. What’s up, Sean? Great to see you on here. Jim, I don’t see the link. Okay, here let me drop this link again. There’s the link. Stephanie. What’s up? Glad to have you with us. Melanie needs the link. You guys see it in chat. Right. Are you guys seeing the link in chat now?
Not in chat.
Oh, see? That’s my fault. Thanks, guys. I was putting in. I was putting it to the panelists. Okay, now you should have it
It went straight to the URL. It worked.
Okay, so I did put it now in chat, so everybody should be seeing it. And so what you want to do? Sure, absolutely. Series. Thanks. I’m talking to her.
Everybody’s got it now.
So I want you to open up that URL, go File, make a copy. And that will give you an editable version that you’re going to be able to type right into and get to work. So Josh, melody, Jim, Sean, what’s up, man? Are you guys somebody tell me Got it. Yes. Got it. Excellent. Okay. Perfect. Alright, so what we’re going to do now is we’re going to, we’re going to set our clear goal for for 2020. So we’re going to use a worksheet, but we’re gonna we’re going to kind of think about it mathematically first, and then we’re going to we’re going to use The sales retention tracking sheet to really help us figure this out in a way that’s going to be usable, realistic and palatable. So I just want you guys to take a quick sec in this section right here so if we scroll down we talked about the objectives for the day starting point I just want you right now and this is as of just put in here December
What’s the current monthly recurring revenue and nobody will be able to see your doc but you What’s your current monthly recurring revenue and how many clients do you serve? So have to start with a snapshot right that’s where we you know, this is the stake in the in the sand. This is where we were when we started the year. Give you guys I’m going to give you like, some time and there’s going to be some awkward silences which is uncomfortable for me, but That’s the way we’re actually going to get this done. I gave you 30 seconds. Just post in comments. Yes. Once you get it in, and so john asks a great question, john is saying, is this based on recurring? Yeah. So yes, I want I want you to know, how many of your clients do you serve that are recurring monthly retainer based clients, usually at least $1,000 per month. And then what’s the base monthly recurring? Is it five grand is it 20 grand? Is it 60 grand, you know, just put it in here. So you’ve got your starting point. 2019 30 seconds. Everybody should have been able to get this now. Yes. Melanie says yes. If you need more time, I’m going to hang out another couple seconds.
Good. Alright, cool. The next thing I want I want us to do is just, well, let’s do this. Let’s open up the sales potential tracking sheet because there’s no point randomly guessing a target in randomly guessing a target doesn’t do us any good. So if you already have one of these sheets, I want you just to kind of create a new one for 2020. This is the updated template right here. So same same deal, right, what I want you to do is click this and figure agency comm slash tracking. It’s going to open up the sales retention tracking sheet. I added this because a couple people requested access and we’re unclear and what to do the same thing, same exact thing applies. You just go File, make a copy,
call it sales retention tracking sheet
2020 and then put your company name or your Name. So I’m going to do Nelson. And then what it’s going to do is give you the fully editable version that you can work in. So we can really set these goals and targets for 2020. And Blake break them down by, by month and by quarter. And so once you do that, and now you’ve got your own version, just delete this image, because it’s going to prevent you from being able to see what you want to be able to see. So once that’s deleted, now we got some cool stuff we can do inside this worksheet to build our 2020 goals, projections and targets. This does everybody have this worksheet up? I’m going to try and you know, keep this you know on pace because we actually have a lot more to do than just set goals and stuff. But I found that like sometimes if we don’t do this together, it doesn’t get done right. So let’s make sure we get this built. And we’ve got a clear a clear clear target our chances he’s good anybody still over in this Alright, if you’re, if you’re lost or stuck posting comments help or wait on falling behind or something like that, otherwise I’m going to I’m going to press forward. So this is your doc, where I want you to start as the starting point 2020 quarterly targets. And what you’re gonna do is you’re just gonna put that starting point number and again, this is your recurring, how many active clients do you have right now? And how much of that how many recurring clients so this is what you’re putting up here, your 2020 starting point. And the rest of it, you don’t want to fill in just yet the rest of its going to be filled in on the next tab down here where it says 2020
so now what we’re gonna do is reclick 2020. So now we’re looking at the New Year 2020. And the very first thing you need to put in place on this sheet is that starting point. So that’s where you’re going to put the same basically the same thing that you put over there at the top. How many clients do you have right now? So let’s call it 179. clients, and how much recurring revenue 267 366.
Right. It’s different for everybody just put your number in.
Get so give, I want to see a bunch of yeses and comments if you’re still with me here. Like Yes, yes. Give me Yes, yes, yes. If we’re good, you’ve got this. Great. Okay. Thank you. So the next thing we’re going to do now is we’re going to we’re going to look, month over month, our goals and as we look at our goals, basically there’s going to be how many clients we’re going to sell, what’s the average value of those sales? And then how many how many clients do we anticipate turning Right is this you know, when you got 179 clients, there’s going to be some churn. If you’ve got zero then maybe the anticipation is not. So we’ve got total sales, value of those sales, total losses. How many clients do are we gonna lose value of those losses? What’s our base client number, what’s our base recurring revenue, and then retention rate tracking and, and net growth. Mainly I want you guys to focus on is the sales and the losses. So what we’re going to do is we’re going to go into January, I just want you to see try to make this as simple as possible. But basically the first call the first sell is how many clients are you going to sell per month? Are you going to sell one? Are you going to sell three? Are you going to sell six? Are you going to sell 10 different for everybody, but you shouldn’t be able to confidently say okay, I believe I can sell three clients per month or I believe I can sell five clients per month. So I want you to start there and just kind of go across the board. How many clients on a month by month basis do you are you gonna sell? So let’s just do in our case, I’m gonna do five and define every month. And that goes in the goal column. So if you come across here you get goal actual and delta. It’s the white one that you’re going to be adjusting not the grey one. These are automatic, these ones right here. So just go across on the goal and total sales. How many clients per month
so I’m just gonna fill in five across the board.
Or you know, and some of you guys are seasonal for some reason. I know I’m going to sell three in January three in March, and then seven I’m going to get in the next month after that because I’ve got some big event that I know I’m doing or, you know, if you have that kind of data. Ray, what’s up How are you glad glad to see Are you stuck maybe are we? Yes. How do you get this sheet What you want to do is since you logged in a little bit late, so while you guys are plugging your number, I’m going to help re out here. What you want to do is you want to open that document right there. You want to go File, make a copy. So it’s you know, your unique version that you can go in and edit. And then you want to scroll down to this document tracking and this opens your 2020 tracking feature, then you want to go File, make a copy, and then have your own version that you’re editing from. Okay, everyone should now have a target of new new clients that they think they can land on a month by month basis. Give me a yes if you’ve got that part dialed in.
I don’t want to get too far ahead but I also don’t want to go too slow.
John’s got it.
Okay, perfect. We got that we got the salesperson. Wonderful.
Yeah, if anybody stuck definitely PME we can we can help I can help you work on this independently if you’re if you’re not able to just keep up with it. So the next total value one does require some customization. Because so just scroll back to where it says January and then total sales right now says In my case 7500. This is a this is a formulaic sell. So it’s saying whatever the cell above is times 1500. So that’s assuming a 1500 dollar per month client. Some of us are less than that some of us are more like so my case, our average client is 2500 per month. So I would update it like that. So what you want to do is go into that column and then start Scroll to the top left. And after the asteroid, that’s where you want to put the value of your average client.
And as I’m doing this, I see I might have been able to make this a little easier for you, but it works. So just do this, do it this way for now. And then you would just take that formula, assuming and maybe you think initially it’s going to be 1500. And that’s going to go to 2000. That’s gonna be the 2500. You just take that and you move it across the board all your months. Now you’ve got we’re going to sell five clients for a total value of 12,500 per month. That’s what we’re shooting for, as a sales business development perspective.
Everybody got that honed in the new client sales per month.
Susie’s got it. And for those of you that have already built this, I apologize. But at least you can double check your numbers and make sure it all it all makes sense. So now what you should have is your annual target, right, assuming you got these two entered correctly, you can see you know, how many sales you’re going to shoot for for the entire year, and what the monthly or Mr. Our monthly recurring revenue growth target is in new client sales. So we’ve got the sales growth piece of it dialed into our sheet now. The next thing is our losses. So if you’re, you know, if you’re just getting started, you could probably confidently put zeros you know, for the first three to six months. If you’re you know, if you’ve got 50 6100 160 clients, you’re going to need to put something in here. It should not be more than 10. Five to 10%. Like if you put 10% in there, that’s probably an indication there’s a massive churn problem. So if I add 100 and 279 clients, we had 10% loss, we lose 17 clients per month. You know, we’re shooting for lose no more than three at this point. Some of you guys again, it’s more some of its less just put in just so you see, you don’t get thrown off track I what I find sometimes is we set these targets, and it’s like, okay, we’re all focused on the target. But we lose some clients along the way. And we’re like, oh, crap, you know, I’m selling, but I’m not getting to my monthly recurring thing I thought was going to wind up that. That’s because you fail to anticipate there’s going to be some churn. So you know, for me, I’m just going to go in here and we’ll plot three across the board. For some of you guys You know, it might be more might be less, it to be completely Frank and I’m not trying to make anybody feel, you know, depressed or anything. You know, there’s been moments where we’ve lost like 11 clients in a month, right? And it’s like, oh crap, we only accounted for three. And there’s months where we lose one or two. So there’s no perfect tracking, right? You just want to be able to have something that you’re you’re shooting for. So you can see in my off track on my on track, or whatnot. So just got to put in there put in there, what you might anticipate, for turn, on a month by month basis. We’re going to do our best work, we’re going to be really proactive, we’re going to follow through and follow up with our clients. And we want to try and keep these numbers as low as possible. But, you know, churn is is part of the part of the equation. It’s just how it goes sometimes. Everybody have their turn anticipation, plugged in.
I want to hear from you guys in the chat. So I know that you’re still with me. And I know that I’m not going too fast or too slow.
turns in says here, excellent. Josh has got it in. Okay, Susie, do we change the formula? Yes, we do. So the next one is this formula down here. Again, it’s assuming of 1100 churn rate.
depending upon what your average value of your client is, and what the average value of a loss is, you want to adjust that accordingly. So if our average is 20 $500 per month, then I would put in here like 2200, let’s say because we usually can get them to drop into some type of maintenance program. So we retain some level of the of the contract or some level of revenue. It could be for you 500 can be 1000. It could be The entire amount you know, but you do want to update that formula to be multiplying the number of losses by the anticipated value of each. So you take that and just kind of carry that across to all the goal columns. I promise you you know this might feel tedious but once you’ve got this dialed in, and you kind of get into the rhythm of tracking, okay, here was my goal my on track of my on my off track, just having this in place can guide your activity and keep you keep you focused. So now we should have all of us should have plugged in here somebody we’re going to sell is how many we think we’re going to lose your so much revenue. We think we’re going to add here so much revenue, we think we’re going to churn
and then it kind of shows us what our growth track would be assuming those numbers are right. So actually this number, you don’t have to modify it, it’s basically saying, Well, if you started with 179 clients, and you had a base recurring revenue of 379, you sell five, you lose three, that takes you to 181 active clients if you’re on track, and your recurring revenue should go up, you know, assuming you 12 sell 12 and you lose six to 38,840. So you had a net growth of 6000 for you know, for that particular purpose, and it just kind of the rest of the column should add automatically for you. So use can kind of scoot forward to the end of the year, and see, okay, if I’m on track, I would end the year with $386,000 in recurring revenue, and 100. And, well, I’m sorry, that’s 449,000 in monthly recurring revenue in 202 active clients I think most of you said you had the sales number plugged in you had the churn number plugged in the rest of it is automatic. So can you kind of give me like a yes or some type of indication that you’ve kind of looked at this for right column at your target this annualized target and it looks right. Somebody like put in for me, what’s the number what like what’s your annual recurring revenue client base number and revenue base number? At the end of the year? Antonio says got his if you feel comfortable, put the number and for me, just so I can know that we’re
we’re getting something done here.
All right, good. Good. Good. Good. Get it done. Awesome. JACK gave me a number. Perfect. Great number. re I love that number.
Sarah, let’s let’s get it going. Let’s do it.
Excellent. Again, if you’re stuck on this, you get you know, you get confused, just let me know. But now you’ve got a chassis likes, okay, everyone, here’s what we’re shooting for. And let me just show you how this works from a tracking perspective. So the next thing I want you to do is just go down here to where you have your sale right now and should have a placeholder that says, auto repair one auto repair to just delete those. Right and then underneath that you’ve got Bob’s auto shop and under the last year, delete those as well. So the way you track this along is, you know, right here in the first column of each month, you put in your sales, so let’s just say you know, I sold a plumber one for 2900 2700. Then I sold plumber to for 2500. And then I sold plumber three 419 90 right What this does is it updates this column up here. So I can see, all right, I sold three clients for a total value of 7190. And so it automatically updates, all you got to do is plug your sales into here. And this shows your actual, and this shows Delta. And what Delta means is just the difference. It’s the difference between what your target was and what you actually did. So delta could mean difference it can be, you know, that’s just what that’s what it means. And then if you lose a client down here, let’s just say we lost plumber 17 you put the real name of the company and the amount of the sale. So so we lost them for two k. now it shows total losses and the total value of the losses. Everybody does everybody kind of follow how this how this projection process works at this point.
Yes, no, maybe so.
Yes. Excellent. Cool. So what’s really neat is so we’ve got, we’ve got our annual target plugged in now. So now we know, here’s what we’re headed. We’re going to sell 60 clients, we’re going to, you know, grow our monthly recurring by 150. k, we’re going to end the year at 450,000 a month in recurring revenue with 203 active clients.
Yes, no, yeah, we want to go in and we want to plug in what we expect to be the loss and less than zero, which is fine, and then the value of the loss. So we’re going to take that all the way across all the columns. And then over here to the left that we have is our starting point 2020 projections. Right so we have one We started we have the annual goal, we’re actually this one’s a manual. So but we have it should whatever you plug it at the very beginning should be showing this. And then we know where we want to be by the end of the year, we know where we want to be the by the end of q1. So we want to get to the end of q1 with 396,000 and recurring revenue 185 clients. So that’s where we’re, we’re we’re focused on getting to the beginning of 2020. This was the target we set, and we’ve got it written down and we’ve got clarity on what we want to get to by the end of each of the quarters of the year. Everybody following what we’re talking about is everybody kind of feel like you’ve got this initial passive this sheet built and ready to roll. Give me a couple yeses.
Looks good. Excellent. Yes.
Yes, perfect. So we’ve already we’ve already got the first part of this whole puzzle, right? Which is, have clear goals and have them written down. Now I want you to stress test this a little bit, you know, make sure you’re comfortable. Like is it legitimately feasible for you to land those three to five clients? Do you really believe that you can get that monthly recurring fee that you’re after.
And it’s pretty important that you
it’s pretty important that you really believe in the goals and that you’re going to really go after it in a in a serious in a serious way. So we’ve got that in place. A great example of this is, you know, this inaction The first time I built one of these, I think it was back in 2000, either 14 or 15. I was meeting with Brian cask of LCD runs g4 marketing group, and his company had grown to like $60,000 per month in recurring revenue, and he’d been there. He’d been for like three years, I was just kind of bumping around $60,000 per month in recurring revenue, not quite to seven figures, yeah, enough for him to live a good lifestyle but not really going further and going to the next level. At the beginning of that year, we sat down, we mapped out the sales retention tracking sheet, set the targets, here’s what he and his team were looking for on a monthly basis, quarterly basis. And that process just of having clarity in the goals, and like knowing that his whole team was going to stop at the end of every month, and at the end of every quarter to check in, like triggered something in his company has started getting them active and started making them do the activity to move things forward. He’s grown just a ton since that time, I was actually at a mastermind dinner with him last night. He did $4 million. Last year he’s going to do he thinks he’s projecting for 5.5 this year. And you know, he’s a lot of good things. He’s done a lot of things right. But It started with having the goals getting out of commentary getting very clear. This is where we’re going. This is what we’re after as an organization. So kudos, you’ve tapped into the power of this now you have your sales retention tracking sheet built, and we’re ready to go to the to the next step. And so the next step is is vision, right? The clearer we can visualize where we’re going and what it’s going to look like when we’re there, the better and so I want to give you guys an exercise that I’ve done in the past that I’m going to be doing again this year that’s just extremely powerful is now that we’re clear on where we want to be we got know here’s how much recurring revenue we have. I want to give you guys I’m gonna give you five minutes or less to shoot this video, and I just want you to hold hold your camera like this hit record, this is for you. This is not to share with me this isn’t to put up on YouTube or anything crazy like that. This is just recorded video that says what is assume you’re going to play this back for yourself. So in December 19 2020, you’re going to have this saved on box or somewhere where you can get back to it. And you’re going to play this to yourself. And you’re going to be like, holy cow. This is what I set my intention to be, I recorded a video telling myself what I was going to accomplish, and you’re going to be able to play back and hold yourself accountable. Like, at the beginning of the year, I was completely committed. And you’re either going to be in tears, because you’re going to be so excited that you brought that into life. Or maybe you’re going to be a little bit frustrated because you did the activity and you’re a little bit off correct, but I promise you doing this anchors it in and improves the probability of making it a reality. So what I want you to do is just based on what you just wrote down, record a quick video, and I’ll just do it for myself. You know, I would do Hey, Josh, it’s the end of 2020. It’s been an amazing year. I just wanted to record this quick video for you to kind of recap what’s what’s been accomplished. So we grew the company to 375 clients, we now have a base recurring revenue of, you know, $390,000 or $405,000. In monthly recurring business. It feels amazing to have done the work and to have built the momentum and to have the business where it’s at today. I feel great because we’re making progress, profitability is up, we’re able to do things we haven’t been able to do before. So congratulations on all your hard work and excited about the next year ahead. But just something very simple like this. How many of you guys will will do this real quick? I’m going to give you five minutes. This isn’t an optional exercise, even if you think it’s it’s, you know, a waste of time. I promise you it’s not take out your phone. record this video. You know, just step off. You know you’re not on camera. I’m the only one on camera. Step off. record the video. Come back and say done in comments when you’re done. And I’m giving you five minutes to do this exercise. posting comments also if you’re unclear what I’m talking about, but really what I’m saying is you’re just recording a quick video. Hey, we hit the target of x. We have this many clients in this month recurring revenue, and spend a little time talking about how you feel about it.
Wow, Sarah was quick.
Hopefully you guys are all shooting this video. If you have questions, posting comments once you’re done, just type done. Good, I promise you, it’s gonna be fun to watch this video and the next year.
Brian’s done, awesome. Antonio is done.
So for those of you that are done, what I want you to do is take that video file and email it to yourself. So just whatever email account you use, email it and name it. 2020 2020 year end goal video so that you’ll be able to search and find it or if you know if you’re sophisticated enough to drop it in a Google you know box folder or Google Drive folder name it like that.
Josh is done.
It’s like a little time capsule. Yeah.
Pop done in the comments when you’re done.
You get another
tactical you’re gonna like another minute and a half.
Joseph is done. Awesome. Well done.
This is one of those things that you’re like, Oh, yeah, that’s kind of cool. Maybe I’ll do that after this session is over. I promise you if you don’t do it right in this moment, you won’t do it. And there’s death. There’s definite power. You know, you’re you’re actually speaking the words, and you’re anchoring something out into the future that you kind of have an accountability that you know, you’re going to look at. Don’t Don’t skip this. Sean is done. JOHN is done. Sorry. You’re having some Wi Fi issues, man.
Get about one minute left. We’ll keep pressing forward for those of you guys that are done. For those of you that haven’t finished, let’s do it. Even if it’s just a scrappy, quick video that you don’t even think you’re going to use just humor me please. And do a quick,
quick video like I’ve described.
All right, make sure you’ve emailed this to yourself or drop it in a Google Drive or Google box or put it on Evernote so you can find it again.
Kathy’s done Awesome, well done. Okay.
30 seconds to go.
Alright, times up, hopefully all you guys shot your videos. I really I’m excited to see you guys play these back at the end of next year. I think it’ll be eye opening, exciting and in some cases, a little bit frustrating, right? But sometimes you need that right just sometimes it takes time to set an intention and be able to like set realistic targets and start to get yourself consistent at doing the activity and really bringing these things into into reality. So the next thing I want to do is let’s set some some KPIs. So we all know a KPI is a key performance indicator. It’s one thing to set a goal like okay, we’re going to sell five clients a month. It’s another thing to be like, you can’t really control that metric, right? There are things you have to do that drive that result. And so the clearer we can be on the KPI that we want to track, the better. So out of all the things that you can do to grow your agency to, you know, to land clients, the one metric that is the chokehold on whether you hit your goal or don’t. The one thing is, are you having enough strategy sessions? Are you having enough sales appointments, with prospects? Right? You could create books till you’re blue in the face, you can do webinars every month, you can make 1000 cold calls. But if you’re not getting enough strategy sessions, or opportunities where you can show the client, here’s what you’re doing today. Here’s where there’s room for improvement. Here’s how I can help and here’s how much I charge to do that. If you’re not having enough of those new opportunities and sales appointments, you’re never going to hit the target. And this is the one thing that I see. The successful members do that the unsuccessful members don’t. The successful members can focus on this like they know month in month out they have to get a certain number of sales appointments. And if that means They don’t get to, you know, they don’t get to do certain activities for their clients, or they don’t get to do whatever other thing it is that they’re thinking about that they might want to do. They know that that’s the most important thing, you know, more important than doing another webinar, more important than shooting another Facebook Live video, more important than any of that is getting strategy sessions. So I really want to make sure you’re crystal clear, based on the target that you set for yourself. How many strategy sessions Do you need to be getting on a monthly basis in order to update your target? And yeah, Sean, I’ll talk about that here in just Just a sec. So in your workbook, we scroll down just a little bit further. Really, there’s two things you need to know in order to to answer to really figure that that that metric out. So if we’re back in our workbooks right now, you should be, you know, know your KPIs. So what’s your monthly new client target? So we just wrote something into this So for us, let’s say it’s five new clients per month. What’s your number there? And then what’s your average close ratio? Ours is in like the 35 to 40% range. So that’s we got all of the positioning, we’ve got prospects coming in pre positioned to buy, we’re being referred by industry experts. We’ve got a pretty tight sales process. We’re like 35 to 40%. So don’t expect that you’re probably going to be 30 to 45%. Maybe you already know like, Melanie, I think you’re like 60%, but the volume is pretty low. So you, if you know the number you put it in here, if you don’t know that you want to put something probably like point two, five or less, you know, let’s just call it 15 to 25% close ratio. Does that make sense to everybody? Like what we’re trying to do here because if we know what our close expected close ratio is, and we know how many Clients we’re going to get, then we can just divide our target number of clients by our expected close ratio. And that’ll tell us exactly how many clients we need to get
or how many appointments we need to get in order to hit our targets.
Everybody with me on this? I mean, I sometimes it’s kind of because this is zoom, and I can’t really hear from you guys. Shawn says it does. Okay, great. So there’s a worksheet in here you can you can click it or actually don’t even click it because you want to go back to your sales retention tracking sheet. So this is our sales retention tracking sheet. This is the one you want to be working on the same one that you just put your numbers into and you want to come down to KPI projector, and you’re going to put that number in. So if my target is five new clients per month, and I’ve got a point four or 40% close ratio, we need at least 13 strategy sessions with qualified prospects every single month to get those five points. If, in our case, we need to sell three, but we’re only closing at 15%, we need 20. Right? We need 20 strategy sessions to land three new clients. And I would say, if you’re not consistently landing three to five new clients per month, you probably don’t have enough data to consistently say, Okay, I know my close ratio is 30, or 40%. So I would put in an estimated 20%, or 15%, whatever you want to do, let’s just use 20. Whatever your target is, if you don’t know put in between 15 and 20%, and that will give you an idea how many strategy sessions you need to get in order to hit your sales targets. Does everybody now know how many strategy sessions they need to strive for to hit the target somebody put in comments for me? How many strategy sessions you need per month, assuming these metrics are right to hit the target that you just set for yourself. We got 10 1016 excellent 2020.
So we got a lot of people on the sessions like not everyone’s responding. Okay, great 1515 It’s a lot of 15. So somewhere between 10 and 20 is kind of like what I what I’m seeing. This is the number you focus on, right? You don’t even need to focus on the new client number, even though that’s the main objective we want. What we need to focus on is already getting enough strategy sessions can tell you with a high degree of confidence, if you don’t get that number of sales opportunities, any given month, the probability of hitting your sales target is practically nothing, right? You have to be getting the at bats in order to get the yeses in order to get the new clients on board in order to get the momentum and new client growth. So this is to help you get clear on what that number is. And then we’ve got our our sales retention tracking sheet, which you guys see every single week, which is to help you track that key metric, how many strategy sessions did you get? And how many clients did you sell? So I want to spend a quick minute to explain how this should work in the in the ideal scenario, you guys all have this in, there’s a document here, you can print if you don’t, but most of you should have the document. You can put one up on a wall if it’s easier for you. And the idea is, January, you guys all gave me a number somewhere between 20 between 10 and 25 or So Josh had a much bigger number written down the call 17. So what I want you to do is at the beginning of the month, so let’s just see we’re in January now we’d come over to the target. It and we put in we need 20. Let’s use a strategy sessions to hit our sales target, right? Assuming that whatever that 15% close ratio, that 30% close ratio. Right? So then we can divide that out by four. So just take it out the calculator. When he’s 20 strategy sessions, that means on any given week, I need at least five qualified appointments. Right? So I can go in here and go week one, my target is five, week to my target is five, week three, my target is five week for my target is five, that will give me my target of 20. Right. And then let’s say we had a target of four new clients. So we put four here, that would mean each week we’re looking for like one new client, right? On average LC had three that you could just kind of, you know, need to break it down by week and that’s really what you want to track. is the number of strategy sessions that you’re having. And then the revenue, let’s say we have we were targeting for clients at 1500 each, we’re looking for a $6,000 increase in revenue. So this is only new. So all we’re tracking on this KPI sheet is net new revenue. And yes, we should track move for conversations. Yes, we should track proposals submitted. For some people, it’s just extra effort. If you’re not tracking this at all, at this point, the main thing I just want you to be like really, really clear is put in here at the beginning of each month. How many clients Am I going to shoot for? How much recurring revenue right those two boxes every month, and then how many strategy sessions Do I need in order to make that a reality and track that on a week by week basis. So don’t worry about the client sold piece as much or the revenue sold piece, but really, I know that I’m going to Five clients, and I’m going to grow by $15,000. This month, I need to get 35 strategy sessions. And I need to do this amount per week.
JOHN, yeah, so that’s the idea. You’d fill this out, and then you’d update it on Friday of every week. That’s the personal accountability, right? I know for a fact that what you track and measure gets done, right, and actually always improves as well, the things you track and you measure. And so ideally, you guys would have this printed out, john, we mailed you, once you have it, you know, when you recently signed up, you know, have this printed out, have it somewhere visible in front of you, because there’s also Yeah, you have a digital file for this thing. But the reality is what you write down there’s something about the brain and mind connection. When you write it down. It forces you to think about it and be like, Oh, crap, we it’s week two, and I’ve only had To strategy sessions, obviously, I’m not focused on the activity that’s going to move my business forward. What can I do to create more strategy sessions because those strategy sessions or sales meetings or whatever you want to call them, or whatever is going to move my business forward. It’s going to help me land those new clients. It’s going to help me get the momentum and everything else. Can everybody Does everybody understand the concept behind the the KPI board, and really the need to track this stuff? Give me a Yes, I see the need. I get it.
Awesome. So Antonio says yes.
So I want it I want all of you guys I just want to see more yeses in here. Activity leads to results no doubt, says Wesley. I want I want yeses and comments if you will commit to print this to track it on a weekly basis. And actually posted up in the in the Facebook group because in the Facebook group, I Say, you know it’s Friday, take a quick second do a gut check. Are you on track off track, post an image, like literally take a picture of your KPI board, like okay, I’ve filled it out. And now I’m going to take a quick snapshot of it. And I’m going to take that picture. And I’m going to put it in the Facebook group here, my numbers for the week, because it helps to, it helps to keep you in momentum, it helps to give you accountability on the most important metric. We know that if we don’t hit enough opportunities, we’re never going to hit our goal. Right? So that’s why we track this activity and we we kind of put it in a public place that we’ve got group accountability, which is even more more powerful than that coach accountability.
And I see nearly enough yeses.
Give me Give me a yes. I’m in. I will track this. I will use this. Okay, good. All right now they’re coming in. Awesome. Great, okay, lots of yeses. It seems like a basic thing, right? It seems like you know, is it really, the fact is it absolutely is right? If you track this thing and you hold yourself accountable, you’re going to be significantly more likely to hit your targets, right? And that’s what we want, right? We’re not here to learn about SEO and pay per click and building agencies. We’re not here just to build a plan. We’re here because we want to create something, right? We’ve we set an intention, and it’s going to be the work effort that moves us to accomplish that. And so that’s why this is powerful at it. It’s helping to remain focused on the most important thing. Susie says towser burning feeding the fire. Excellent. Yes, that’s what we want. This isn’t theory. This is not hypothetical. We’re going to we’re going to do this. And we’re and we’re going to get it done. Excellent. So now we can shift to the reason you guys attended this session today, right? You guys, for the most part, I can say you didn’t come on because you were interested in resetting your goals or being told what your KPIs were really you want to build a plan, right? It was okay. Now, what am I going to have to do in order to make that happen? Right. And so that’s what we’re going to work on our actually going to, we’re going to build out we’re going to flesh out a plan. And so that’s what this pre loaded year process is. I want to dive into a couple key principles that you know, will help drive this process
this out of the way if I can.
Okay, so, the first thing is that cash flow will follows your calendar. Right? It’s just it’s a proven thing. If I look at your calendar right now, I can see what you’ve been up to, right assuming you calendar eyes, your activities
and you know
if you’re calendars empty, and you just kind of going with the flow, you’re going to do whatever, whatever, whatever comes up, then you’re probably not as productive as you really, really could really should be. And so if we can calendar eyes and say, okay, you know, Thursday’s is going to be my content creation day, my webinars day, Tuesday and Wednesday are going to be my sales days, these are the days I’m going to do my direct connection requests, I’m going to reach out to people I’m going to set appointments, Friday is going to be my follow up day. These are the dates that I’m going to go speak or try to speak at events or be exhibiting at events. If your calendar is full with the activities that we talked about in the perpetual pipeline, and you know, okay, these are the things that are going to move my calendar, they’re going to move my they’re going to keep my pipeline full with opportunities, so I can hit my strategy session targets so that I can hit my growth goal targets in terms of landing new clients. If your calendars for those activities and you come Tweet those activities, that’s going to drive the momentum. So we want to make sure we categorize our most important activities. The other thing we want to do is we want to think once, right? I mean, the best illustration of this is we know at the beginning of the year, we want to do content creation, right? That positions us as the go to expert that makes people want to, you know, hire us that makes people think, wow, that person knows exactly what they’re doing. And we know the type of content that works best is webinars, that it’s expert interviews. The challenge, though, is creatively coming up with the topics takes a lot of energy, right? And if we wait until in February to figure out what we’re going to do in February, we get to get back into creative mode we got to think about and we got to think about what are we gonna feed that video about, where if we can think about it once and lay down some tracks to kind of like the When you get a car and it’s got a drive around, it’s going to make stops, and it’s going to do u turns, that takes a lot of energy. Whereas a train sits on a track, right? And you just, you start to track it, and it’s got one direction to go and it just goes down the road. We want to lay down some tracks today, for 2020. Figure out what the most important activities are, what are the topics going to be? What dates are we going to do them so that we don’t have to come up with it, we can just show up and do it. Right. So we want to lay down some tracks. And then we want to milestone the money making, right we’ve all heard the the analogy of the big rocks, the pebbles in the sand. somebody posted comments if you if that makes sense that what I’m saying there. Basically, if you were to take a jar and you filled it up with sand at the beginning, and you tried to put some rocks in it and some big rocks, the the jar would not fit it would none of those items wouldn’t fit in correctly. However, if you put big rocks in first, it’d be better if I had like a visual and I was actually building this, but the concept is, you put big rocks in, then you put, you know, medium sized rocks, and then you fill sand in the entire cylinder has room for all of that stuff. It goes back to Parkinson’s Law, you know, time expands based on on the on what’s what’s available. So if we can intentionally figure out what are the big rocks that make us money that help us get the strategy sessions, and we map those out in advance. And then we layer on the pebbles. So like the things like, you know, doing team meetings, doing trainings that helped make us better. And then we layer on the sand like a little basic things that we know we need to do, but they aren’t mission critical. We can have room for everything that we need, and we can be really efficient with our time so we’re going to milestone the money Making activities are going to move the needle. And then we want to make sure we do a stress test, right? Because you know, we’re going to map out a calendar, we’re going to figure out, Okay, these are the days we’re going to do these activities. And this is the frequency at which we’re going to do it. We want to make sure that at least in theory, when we look at that plan, we cannot our head and feel like okay, I can do that. And not feel like holy crap. That’s way too much stuff. Like if it makes your heart do this, and you’re like, there’s no way I’m going to do that. That’s just too much work, then we need to we need to modify the plan, like maybe you can’t do that may live events, or maybe you can’t do that many webinars. And to like make sure that it’s a plan that you can manage that you can feel comfortable with. That’s not going to drive you completely nuts.
And then what we want to do is we want to work the plan and this is the beauty of having tracks down is that we know if we think about this in advance, we’ve got our goals and our targets and we get the plan. These are the key activities that are going to move us forward. Then we can be like the rain. Horse with blinders, right? And just run or run or race. You know, one of the best things about seven figure agency is the amazing community of successful agencies that are in there. Right, guys like Alan and Danny and Mark Petri and Michael Eisner. And you know, Brian Stearman, and a lot of them are doing really cool things. And the beauty of it is we can share best practices, but it’s also a little bit of a double edged sword. Because sometimes, we know the fundamental things we need to do that are going to help us get to where we want to go. But when we see someone doing something cool, we’re like, oh, maybe I should be doing that, oh, man, I’m missing out, I should be taken advantage of that as well. And when we do that to ourselves, we take off the blinders and that’s when we get lost in activity, we get lost on the shiny objects. And so really, what we want to do is get really laser laser focused on things we’re going to do, put on our blinders and and hit the ground, hit the ground, running So let’s dive in. Let’s start building the plan. The first thing I want to do is I want to identify the gaps. I talked about running this, this audit against the seven figure agency philosophy. And this is something I’m going to have you guys do independently, because there’s no point in me reading this one by one to each and every one of you. But what we have is, go back let’s everyone go back to our worksheet, or we have our sales retention tracking sheet.
give you guys a minute to get your sheets pulled back up.
We got our starting point, we got our 2020 plan, we got our KPIs, I just want to go into Model Review. And you can turn these things back to white actually should have done this on a template. And what I want you to do, and I’m going to give you five minutes to work through this document shouldn’t take long. All of you guys have been through the seven figure eight You can see course material at some levels. So you know, like, the fundamentals, choose a niche, position yourself as the expert, do webinars, join the association, start doing cold outreach. So this is just to audit yourself and identify. These are the things I’ve got done right, I’ve in one dish double down, right? I know, Sean, I know I’m going after Damage Restoration companies, right? I’m selling monthly recurring. I’ve got a minimum of 1000. Right. And the things that you’ve got dialed in, just throw green on and the things that are problematic, like, Oh, you know what, I’m not really doing that yet. I need to change some things there, put the yellow and then the things that like are going to be mission critical for you. Like for instance, I haven’t joined the National Association yet that’s Joshua says that’s important for read on that. So that means I want you to be able to identify the things that are mission critical that you’d like oh man, yes, I need to I need Do that particular thing that I’m not doing I’m not exhibiting at trade shows these for rent on that. So it’s just just create some awareness around some of the things that you know, you need to put in place. You know, and and let’s limit it to like three or four items in red that you can say, Okay, these are the three to four things that I need to do. And hopefully you wind up with a lot of green to where you’re like, Oh, you know, this is great. I am doing auto bill. And I’ve already got this funnel thing that Josh showed us how to do built in, I’ve already got the lead magnet, right. So these are all would be green. But you should probably wind up with a couple that are that are red that you need to really focus on. And this is how this is going to really instruct the plan. This is going to instruct what we need to do in order to, you know, flush out what we’re going to do in 2020. So I’m going to give you guys five minutes to go through this. You can post in comments done once you get finished and will continue to press forward.
And if you have questions while you’re going through it posted comments and I’ll do the best to help out.
She says read what’s next? Yes, read would be pick three to four read that will be the things you want to you want to focus on
Yellow just means it’s something you know you need to you need to deal with. Just like I don’t have this done yet but it’s not necessarily my highest priority and then green is done I’ve got this dialed in
Susie says would be cool put a column to the side the dates that you commit to. So yeah, I mean I should add that to the template but for those of you that already copy their clone this one, so date to complete and then you can, you can kind of like, coordinate the things with so let’s go item and then the to complete. So let’s save in mind it’s like I gotta join the national Association. I’m going to do that by all 115 20. Right? That’s what you’re talking about right Susie something like that. That would be a great idea.
Yeah, I get what you’re saying Susie that’s that’s a really good idea.
I guess we have about a minute and a half left on this exercise. So start highlighting the things in red that you know are the things you wanted to get to. Yeah makes you talking about putting a column next to each with a date.
The longest column obviously is our landing clients column.
Start putting in comments done. When you’ve kind of feel like you’ve got your your audit finished. And we’ll start working on the plan.
Sarah, Sean nice.
Dun, dun, dun. Good. Good. Good. Are you got 30 seconds left. And then we’re going to we’re going to press forward. And if you need more time on this, just know that this sheet is your so you can feel free to go back to it. dive into this sheet in the positioning worksheet as well. Identify, identify the gap, right, we got a target. We’ve got mechanism that we’re going to track it. Now we’re going to figure out what are the activities they’re going to most efficiently move us. mostly done, Sis, definitely nice. Excellent. And that’s time Perfect. So we identify the gaps. The next thing I want to do is I want a milestone the the big rocks, which is big rock solid, what are the key things that really are going to move the needle in terms of gaining attention, scheduling strategy sessions. also kind of important, I think is, you know, how much how much personal time we’re going to take. A lot of times when we do this type of planning, we think all business all revenue, but to me, as important as growing my business and hitting my goals, is making sure that I have some fun while I’m at it. And the fact is, if I don’t plan for that fun in advance, it doesn’t happen. And if it doesn’t happen, I get stressed out, my wife gets stressed out, my energy drops off, and my ability to accomplish the goal actually diminishes. So sometimes we think we got to press harder, but if we will carve out some time for ourselves, when we actually suffer in the end The long and short term so we’re going to pop back into our worksheets down past KPIs building the plan the identify the gaps I want you guys just real quick I forgot about this what do you need to put in place this year the five or six that you came up with put them in here in the in the check with the checkboxes, the five or six things you know you need to put in place to, you know, to make sure you’re maximizing your opportunities and you’re really positioning yourself effectively could be need to publish my book I need to get my niche website up. I need to record a killer case study need to get five new testimonials, whatever it is just put these under things you need to put in place this year. Give you another I’m going to give you another 45 seconds to do that.
How’s this work? Are you Is everybody comfortable with the speed at which this is going? Like do you feel is that are you getting value from what you’re doing here? posting comments? Uh, yes. Let me know if I’m on the right track from getting too technical or going down a strange rabbit hole. Okay, I got an awesome. Yes. Very helpful. Good. Thanks, guys. Perfect. Awesome. Okay, good. Good. Good. Good, good. Appreciate that. There’s, this is making me do it now. So I’m not putting it off. Good. Excellent. Okay, thanks, guys. I appreciate that. Sometimes, you know, you don’t know when you’re talking to the screen and usually a couple comments coming in, but you’re not really sure. Okay, so let’s just talk about the big rocks. We’ve already put this into our sales retention tracking sheet by like you again, just kind of put in what’s the what’s the current state, current clients current recurring revenue, where’s it going to be by the end of the year? You should almost have this memorized now, right? You’ve already put it in sales attention. tracking sheet, you recorded a video of yourself saying happy where you accomplished it. I just want you to put it in here. And then as it relates to the to the personal stuff, again, I think it’s pretty important. How much free time did you take this year? So that would be vacations. If you’re not working weekends, the days that you took office weekends, how many how many free days and how many free days you’re going to take in 2020. But if you don’t set an objective for yourself on this front, it can cost you dearly. So let’s just take a quick sec, you know, are we going to take two weeks are going to take three weeks are going to take a month, different for everybody. I know for me personally, I don’t work Saturday and Sunday. I just that’s my time to be with my wife and my kids. And I take at least a long weekend every quarter. And I take you know at least three weeks of vacation every single year at this point and That’s why I do all of this hard work, right? I don’t work hard to create a lot of money to create wealth that just be working all the time, right? The reason I work is to create the freedom and to have the fun and then be able to do the things I want to do. So let’s not get our priorities completely out of line. And just put down a number here that way you thought intentionally about how much free time you’re going to take going into the new year.
Does everybody have a number
For these three columns?
Give me a yes.
Excellent. Okay, so let’s talk about the big rocks being the things that make us money, right, the things that are actually going to help do the positioning work, helps get this appointment scheduled. And so you’re from the perpetual pipeline training, which I I recommend all of you go back and watch if you haven’t seen it yet. It’s kind of the the whole process of like, how do we schedule a week? How do we stay for a month? What are the what’s the frequency of the activity that keeps the pipeline stocked. But to me, the key activities are the, you know, from a big rocks perspective, our monthly webinars, right, because we know one webinar gives us a reason to email the database a number of times, it gives us a reason to put post on social media. It forces us to create brand new fresh content. that then gets syndicated, it gets uploaded to YouTube, it gets sliced up, it gets added to iTunes and it’s creates blog content for our website. So that to me is a is a money making activity, right? So we put that down in your money making activities, webinars, monthly podcast interviews, we talked about this. Not everybody’s doing it. Don’t feel like you have to do this. But it’s an easy thing to do. Right? Just to come up with an interview with somebody Your space that’s doing cool things and just ask them five or six questions about how they generate their leads, where the leads come from, what’s working well, how they’re getting their success. And it’s just extremely powerful positioning content that, again, gives you a reason to contact the database, posted social media, create a blog post, that’s a value added that really positions you as the expert, and makes you prolific in the space. The third is industry associations in speaking, right. And I was just doing the math on this. out of our four and a half million dollars a year in revenue, at least 60% of that is tied directly to the associations and groups that were a part of, you know, in the absence of that would be 60% less in recurring base revenue. So finding those associations, joining them and becoming super active. So like figuring out when do they meet live where those events happen? Then being there in one of three capacities, the the probably the lowest capacity is participating, just showing up at the event is $350 to be there as a participant, getting there walking around shaking hands, meeting vendors, rubbing shoulders, at a minimum, you don’t want to be in one of these, you know, couple times a quarter, like the next level up from that is exhibiting at those events. And for me as a non non networker, like I’m terrible at to me to go to an event and expect myself to meet people like that completely outside my comfort zone, I would never be able to pull it off. But somebody like Mark Petri, you know, goes to an event and he’s got his client walking around and he’s everybody very magnetizing very great networker works great. So you got to know your strengths. I would never I would never try that. But exhibiting gives me kind of in my mind the right to be there. I get my booth, I paid some money. I have a reason for people to come back to My booth and come chat with me. So, you know, exhibiting and then at the top level, and it usually takes you exhibiting a couple times for these types of opportunities to surface. Speaking of DNS, so finding out when these events are finally going, how much it will cost you to exhibit and asked me Hey, is there a speaking track who’s responsible for the education breakout sessions? And asking how do I get these types of speaking opportunities? De brera? I think Dan, are you still with us on here? Danny brera spoken at the big conference in his in his space, he works with decorative concrete companies. And it was a process of getting involved in the association and then finding out when they have who’s responsible for the for the breakout sessions, and then submitting, submitting a proposal like, here’s the topic I can talk about, here’s what I would talk about, here’s why it would be useful for your for your visitors. I mean, for your, you know, for your attendees, and it’s extremely powerful when you speak and exhibit right when you speak and exhibit your the Expert people coming back to you. And of course, you can leverage that in a lot of ways on social media. You know, actually the live communication that you get the people that sign up right at the event, if you record it, you can claim Hey, look, I was at that event, I was speaking and now you’ve got this higher level of expert status.
You know, these, to me are the three big money making activities. So you want to put these down here. And then you want to figure out the frequency. So for me, webinars and podcasts or monthly industry associations are, you know, at least once a quarter, what are the other money making activities that you do? should do could do, I’m just going to give you guys like another minute, flush this out this column right here, what are your money making activities that you want to make sure you block into the calendar, which we’re going to do next, that you block into the calendar so that you’d like we talked about so you get your big rocks in the things that are going to make you money before we start filling it up with sand and pebbles.
And this is happening on page.
Sort of the pages on this thing. big rocks on your outline on the left.
Josh says he added product enhancement and revenue development to a key activity r&d. Those are activities that make my product better. enhance it. Develop. Yep, can definitely have that in there.
So you guys should all be clear now on like the big money making activities that you know you need to do. Give me black say done in comments or got it or got them or finished. That way I know that it’s appropriate to to move forward. Okay, good. Good. Some dun dun dun. Yep, yep, yep. Perfect. So the next thing really is the frequency. We talked about time blocking. So, and this was a stuck point for me for a long time because I knew I needed to do cold outreach. I knew I needed to do webinars, I knew I needed to speak at things. I knew I wanted to create content on a consistent basis. But, you know, if you don’t time block, these are the days that week that I do these things. You know, things come up other things that are more important problem with the client, problem with the household something going on with the kids, and you don’t get the key things done that you need to get done. And so one of the powerful things that you can do is Time block is to say, Okay, these are the days I have carved out all my calendar in advance, or I know I’m going to do the webinars or I’m going to do the podcast interviews, or I’m going to do those types of activities. So just real quick, I got down here in your workbook time blocking, what days of the week where you conduct your webinars? Right. So for me, if you just want to copy a proven formula, Thursdays at 2pm is when I do my my plumber SEO webinars just like I’ve got it carved out. Those are the days it’s not every Thursday, it’s only once a month and I do a webinar. But for the most part, some days it’s shift to Wednesday, but for the most important Tuesday 2pm is my webinar. What days of the week will you conduct your interviews? Could be Thursday as well. For me like Thursday is a content day like these are the days I have carved out to do content creation, whether it’s a video, a webinar, podcast, whatever. And then also, what days will you do your direct outreach. So going back to the Cold outreach formula going back to the hills Burg method going back to the perpetual pipeline, you know, there’s there’s things we do to position ourselves and to nurture our database. But there’s also we have to be building our database and we have to be creating awareness from people that don’t know us. So what days will you do that type of outreach? You know, if it’s still you doing it all yourself, you probably want to carve out two days, at least a week where you’re going to really hammer that effort. If you’ve got, you know, a virtual team, and you’ve started to do the marketing assistant edge, where you got a virtual talent that’s kind of doing that activity for you then Vidya that as you can kind of put it on somebody else, and just be focused on the strategy sessions that come as it as an outcome of that effort. But if you’re not at that level yet, then you want to figure out what days are you going to do it? When I was at at reachlocal. Tuesday was our prospect day and it was we got in Tuesday at whatever 830 or nine and we cranked away on the phones. All day except the appointments for the entire week. And that was prospect day was Tuesday, the rest of the week was meet with prospects and close deals. So it was a formula that works for, you know, hundreds and thousands of sales reps. So, you know, some people like Alan helzberg, who’s done phenomenally well. He says, I can’t do a whole day of prospecting. I’d much rather do. Every day I do a little prospecting till I get three people that say, Yep, I’m interested. Yep, that sounds good. Right? And so if that took all day, then it was all day prospecting. But if you got it done in the first two hours or first hour in the day, that’s all you had to do. So it was like three or four conversations per day. That was the the Alan helzberg method. For me, it was Tuesday, I crank away again as much as I can. And those are the days I do that prospecting activity, different strokes for different folks. Does everybody has everybody kind of done a little bit of thought on the on the time blocking aspect of how they’ll kind of
schedule These key activities
ceressus activities scheduled
anybody else are you guys still thinking about this? But thinking if you’re thinking but done if you’re done let me know we still have some lot of stuff to cover but I I want to make sure you’ve had time to kind of flesh this stuff out.
Somebody give me a done a ready to move forward to my internet disconnect. Are you guys still seeing me?
Okay, thank you. Now they’re coming in.
Okay, so we idea we’ve got our time blocking flushed out. Now what I want to do is plan out the at least the web ours, you know, the, the, the podcast stuff really is like figure out like come up with a short list of five to seven people that you want to interview and could determine that like, let’s just say the third Wednesday, Thursday of every month is is is the day that you’ll do those interviews and and start doing that outreach effort. But the one that you want to really think and block out in advance is your
is your planning out of the webinars for the year. So this is a hyperlink to document for you guys.
I know Jim, this is what you were looking for.
If you if you don’t like if you haven’t committed to webinars yet, go back to the members area. We really like watch the training again about landing clients with webinars. This is the ultimate content lever, right one webinar, touch the database multiple times. lots of ways to syndicate the content. Great way to really nurture the database and keep the keep the pipeline full. But I want you to do is just click on this. Again, same, same exact thing as the others. Once you’re in here, go File, make a copy. Alright, so we want to copy this. So it’s our own version.
And I’ll just do mine. Make a copy,
webinar content planning template or wherever the content planning 2020
name it, you know yourself.
And then just spend a couple minutes looking at
what day will you run your webinars? And what are the topics. These are the topics we’re going to run so if you’re going to follow us The playbook that we give you. I know unfortunately, some of us aren’t in our niches that it’s easy to do this. But if you are, you know not a lot of these topics are pretty much evergreen. Just go in and change it for your niche. So 2020 internet marketing plan for Roofing Contractors how to optimize your plumbing or HR your roofing business for maximum conversion. The new SEO formula for Roofing Contractors how to maximize your lead flow with PPC and Google AdWords, Google local services everything you need to know 2020 a marketing guide how to get ranked on the maps. The power of retargeting, how to tap into the authority of paid online directory sites like Yelp and Angie’s List, the 2020 social media marketing playbook, which is like how are you going to use social media? The so in your workbook, if you’re scrolling down, the link is here. And then I’ll put it in content as well. Is it helpful to have a document like this just kind of like with what the plan for the webinars are and the kind of the month that they’ll be happening so you can plan around them.
And the cool part is, all of these are is obviously similar to the ones we did last year. So you’ve got the registration page, the thank you page, the invitation sequence. So it’s really just a matter of, let’s put these in the calendar so that we know Okay, these are the dates we’re going to be doing these. We can’t plan something else. Because what happens is we don’t book it now. We plan something else and then it’s like, oh, gosh, I guess I’ll try and get back to it next week. And then we’ve we wind up, you know, weeks behind on our on our webinars, we lose the momentum of creating the fresh content and touching the database and really having that author position status is the prolific content creator. So I’m going to give you guys three minutes to flesh out the webinar calendar. Funny thing is if this was pretty much all you did, from a positioning perspective, you didn’t do you know you didn’t do your weekly videos, and you didn’t do your daily posts on social and you didn’t do building a Facebook group and you didn’t do podcast interview stuff, this would be enough to drive your activity going into 2020 you know, if all you did was one webinar per month and you forced indicate the way I show you how to do it, you will undoubtedly start to be looked at as as a go to expert in your space. Brian’s asking if I’m going to do this 2020 internet marketing plan again and without question I am there’s certainly That are the Think ahead of the ball, right? And they’re in December and they’re planning. And there’s other people in January is when they started to think about the year. So we’re going to do it again in January. Yes. I recommend you guys all do it as well, you know, this 2020 webinar plan webinar that you can run it, it sets the pace for all your future stuff, because you can point back to it. Hey, at the beginning of the year, we did the 2020 plan webinar, and one of the key things was, you know, the power of retargeting, and what I found was a lot of the contractors didn’t, you know, didn’t understand how to set up retargeting. So I wanted to do this video sharing, you know, this webinar to show you what it is, how it works, how to set it up, why you should be doing it and answer any questions you have about retargeting, for instance. Right? And so it kind of like they cascade on to each other.
JOHN, not a problem
will I’ll, I’m going to be loading this into the members area, so you can go back and watch it as you have the time.
So you guys should all have this document open right now you should have made your copy. I’m going to give you another full minute. Dial in your topics, customize this for your niche and block out, block out these dates.
They told us done. Important done. Yeah, if you could help me out, just put in the comments done what you feel like you’ve got this Locked and Loaded.
John’s done sweet.
Yeah, sure, yeah, you’re gonna have to spend a little more time cuz you’re gonna come up with different webinar topics. Johnson says, Jonathan, what’s up, man? How do you suggest doing webinars by bringing a vendor guests to talk about their services that could bring value. That’s, I mean, that’s a great, it’s a great way to do it.
The great thing about bringing a guest
that’s complimentary to your audience, is that usually you can draft off their authority at some level and you can You can gain access to their database because they’re seeing the webinar. Dead he’s dead. He says he had a couple of plumber SEO slides but still got two new clients are fantastic. I would I would you know if you’ve got enough access to guest I would kind of rotate one content one, one guest one content one, one guest the good and the bad of having a guest like so for instance, we did a couple of these last year. We did one on KPIs and KPIs in your plumbing HVC business which was done by a coach. It was good because it created content, we got to pixel people we got from the thank you page. It was bad because it really doesn’t position you in the same way your interview or you’re bringing someone on and letting them teach to your audience is much different than them coming on hearing you talk about Google AdWords, showing examples of success with Google AdWords and then offering the opportunity to chat. So I wouldn’t do more than one then rotating one content One guest one content one guest. But it definitely doesn’t hurt to do a couple of those in that way.
Okay, let’s go back to our workbooks. So ideally, we’ve at least started the process of mapping of these are our webinars for 2020. These are the dates, we’re going to do them. The next thing I want to do is, is do some pebble planning. And so pebble planning is things like our vacations, right, which we want to plan in advance, which is super fun. And something that whether you’re single or married in relationship is good for you to do, right. It’s good to think about, here’s 2020. I’m going to be doing a lot of work, right, Josh has got me setting these goals. He’s got me setting these KPIs. And that’s all work but there’s got to be a fun aspect to your life as well. So really thinking about when can I go out and you know, take a Take a week vacation to California, wherever you want to go. When can I take a long weekend? I know for me personally, this is something I never really did. And I started doing it two years ago with my wife. And it’s very exciting to sit down and look at the calendar, say, Okay, here’s where we’re going to go to Orlando, here’s we’re going to go on a cruise. Here’s where we’re going to go off to California, here’s where we’re going to go up to Colorado. And just knowing that you’ve got that to look forward to, it creates excitement, and it creates enthusiasm. In a relationship, you need that, like you need to like something that you guys are doing together that you’re looking forward to. If you’re not in a relationship, you should do it anyways because it gives you something to personally look forward to. They say All work and no play makes jack a dull boy, right? You don’t want to do that to yourself, and you’re not going to be able to put the energy and put the effort in. So, you know, just get clear like, like, how often do you take vacations like I know I’m going to do one long weekend for a month. One Week for or write something like that and maybe this is aggressive for you if you don’t have the teams and the systems in place
also in here should be
the other things that you’re going to be, you know be doing that you need to plan for in advance. And and really what I want you to do is actually blocked this onto your calendar. So you pull up Google, you say, okay, we’re going to take at the end of this weekend, sit down with yourself or your spouse or your girlfriend or your boyfriend, and and, you know, carve this out now. Because if not, you’re going to wind up, speaking opportunity comes up and that takes precedence over the fun trip that you were going to take right and you don’t want to. You don’t want to put yourself in that position. So we got our money activities that should be blocked. Those are the speaking events, the opportunities to want to exhibit and then we got are fun pebbles, right or fun stuff and things along those lines. So this one is going to take a little bit more time, right but don’t skim over it. Think about it between now and the end of the year, really get into the calendar.
Have a fun experience of
really picking out the destinations and the timeframes and put them in your calendar. Now. The other thing you want to make sure you block out on your calendar is your is your learning and development. family events, birthdays for your kids birthday for your spouse birthday for your significant other. You know, I don’t go all the way to the place of personal care. But if some people do like I am going to have a massage this day, I’m going to get my hair cut on these days. kind of curve that stuff out. For me. It’s mainly my learning and development. Right? And we all know that our dates for the next intensive
Right, which we’re all going to be at.
You want to block that in your calendar now. That way you’ve got it, you’ve got it carved out. So to get there, we’ve got a
seven figure agency, comm slash
calendar, it’s in your workbook.
slash calendar. Now’s a great time just to grab February 5 and sixth, June 10 and 11th, November 4, and fifth. block that onto your calendar. That way, you know that it’s there. And this learning and development, if we all talk about we’ve got the information, we’ve got the tools, we’ve got the resources, we’ve got the goals. There’s something powerful about being at the intensives working on the business instead of working in the business being around all Successful people, you get so much out of these types of zoom sessions and they’re fine, but live and in person, you just can’t, you can’t replace it. You know, the people that come to the event leave the event energized, they get more done than the ones that are sitting at home in a vacuum. So, you know, February 5, and six, block that out now, like you have to be there, it’s going to be in Miami. Just make sure you get on the schedule. If your mastermind members just know that the the day at the end, like the seventh, the 12th. And the sixth, you know that you’ll be you’ll be in Miami for those days as well. Josh says, do we have a shared Google Calendar? No, I should, but I don’t. But I do have this page, which you can click on. And you can see okay, these are the dates for the events and when everything’s happening so you can carve it out into your into your schedule.
So get that in there.
Think about family events, friends, like if you’ve got, you know, a wedding if you’ve got
you know, girls trip boys trip.
You know some of you guys playing golf, tennis, windsurf, whatever, you just kind of put that stuff in. This is the sand, right? We want to make sure we’ve started with the money making stuff, which of those events and our webinars, then we went to the panels, which are important, like that’s our personal care, and that’s our family trips and the fun stuff we’re going to do. And then we’ve got our sand, which is the wandering development planning days if you do well 10 meetings, which we do team training that you’re going to do family events, birthdays, hobbies.
And what I’m going to do is I’m gonna have you guys calendar, eyes, this stuff. I’m not going to have you all
stay on the zoom
session throughout, but right Now it’s we’ve been going two hours
it would be
well worth your time to spend the next 35 minutes to an hour calendar rising this stuff.
And by that I mean pull up,
print out this document and block the dates, especially for the live stuff that you have to go to. So like pull up your plumbing Association look okay, what does the association that I’m a part of, Okay, I’m part of PCC I’ve done this guys. When are the events that are coming up in the different verticals that we’re in Okay, what’s a January January HR Expo February 5 and six Okay, I’m gonna put that one in. I’ll find out how much it is to be an exhibitor their leader events. What else do we have going on Palm Springs meeting I’m going to pass on that one. Cap our media be at this end. Go. Let’s look at the dates, dates for this. March 12 through 13th. Okay, I’m going to plug that into my calendar. So you really spend the time to calendar eyes, the events specific to your thing, the webinars that you’re going to do the family trips that you’re going to take, you know, everyone’s going to take a different frequency of time and that so I’m not going to keep it live it you know at this session right now, but I do want to encourage you to spend the next hour here before you close up the day and get this stuff in the calendar. Posted comments if you will commit to get this stuff in the calendar before the end of the day. So that means put it here and then open up Google calendar or whatever calendar system you use. And literally block the time into the schedule. It is the end of the day. I know what time is it there sir in the in the UK Wow 9pm Okay, well used to still stay up till 10 and crank this out.
Excellent. Okay, so so last steps, your next steps going forward, what I want you to do is, make sure you get that sales retention tracking sheet humming, like you feel like I’ve got my targets, I’m comfortable with it. And then once it’s done, I want you to share with me Josh Nelson, I’m seeing gmail.com just so I have it, I can help hold you accountable to it. I know what your targets are. And we can kind of help help hold you accountable to make that reality. right because you have personal accountability now that it’s written and having the accountability of someone that you know is going to kind of be looking over it with you is extremely helpful. So I’m going to put this in calm in the comments, send it to Josh Nelson firstname.lastname@example.org. That way I have access to it with you. Commit to post the KPI boards. This is is one of those little over seen things. It’s like, Okay, I get the idea. But you know, do it one week, do it two weeks and then it becomes one of those. I don’t know if I’m going to do that, like do it consistently, it will really help move you forward. And then work the plan, hold yourself accountable. Stay laser focused on what you’re looking to accomplish. And really, we’ve we’ve come full circle, right? We set up a clear plan for the year. Right? If you stuck with me, I think most of you did. Now you’ve got a sales retention tracking sheet with here’s the target for the year. Here are the targets on a quarter by quarter basis. And here are my monthly quotas the monthly target that me,
my team, my organization are driving towards.
We created the KPIs the key performance indicators, how many strategy sessions we need to hit in order to make that a reality. And then we we planned, we planned the execution like what are the activities that we have to Do an ongoing basis to make this a reality. So I hope this was a powerful process for you, you guys have all taken the first step in setting a goal, right?
writing it down,
and now building a plan to accomplish it, which gives you that 97% advantage that the guys from Harvard 3% that actually did it. So kudos to you for sticking with this process for doing this. Share your sales retention tracking sheet with me, share this document with me if you’d like me to have access to and look over it with you as well. And let me know what questions you have how I can help. I am completely committed to helping you take your digital marketing agency to the next level. knock those goals out of the park. So tag me in the Facebook group, send me a personal message. Let me know how I can help how I can support you. Be sure to plug into weekly calls Wednesdays at 2pm. With with Jeff Fisher, great place to you know
just get answers
now networking with the other group attend our live trainings that we do a couple times per month. And you know definitely definitely definitely plan to attend the intensive in Miami February. And, and that’s it. Thanks for your time guys. I will I’ll talk to you soon