Thu, 31 December 2015
The Results, The Real Results of Performance Based Pay Episode 101
This week we got to talk to Josh Latimer about incentive-based pay or performance based pay the way he did in his company rather unique for a service-based company. Mostly through trial and error. Josh went through many different ways on how to put together a system that works for him and that's what it all is about a system no matter what you do and how you do it you're creating a system that streamlines and your business so that you can make more profit but with the incentive-based pay . it adds to the metrics of your business you can make more profit, your employees make more money and your customers can feel special. While your customers feel special because everyone in your business feels special so that's going to create amazing results for everyone that interacts with your customer.
What Josh did he set of base pay for his techs and his supervisors? It was based on truck volume in the more the truck does in business volume gives everyone a chance to make more money each week. They had the opportunity to upsell, create new business and he has unique system for that also. He makes the employee aware of their surroundings when they go to a clients or customers house they look for things that could be done in the very near future and some of the things that they may need to have done and they report back to be sales people. Usually you don't get a great technician and a sales person all rolled up in one. You get a good salesman and a good technicians very rarely do you get a good salesman is the technician if you have that that's great but don't overwork your employees to do jobs that they're not suited for him so he had a really good system worked out had a bonus schedule that they could make bonus points to get dinners out, weekends away, football tickets and things like that So what is the system what will it do it will create a stronger unity within the core of everyone who works at your company. Your employees are happy and they are making more money you're making more money or making more money because you have given them an incentive or many incentives to your team members. They’re no longer just working for the hour working for the dollar their goals are aligned with your goals as the owner and you can actually build a team instead of a us against them type mentality,. Now everyone works towards a common goal of the increase of the business. It’s a nice about when you treat your employees and they are WOWED wow like this you have a lot going for you have employees who don't want to leave because they are compensated well and because they are compensated well they tell their friends on how well Air Com said at work that builds your list of people who want to jobs. So you're creating a backup workforce for one thing when you want to grow or someone leaves.
So Josh become a star business owner who implement systems and grow systems well I would recommend to you that you go to his webpage window well.com and if you're looking to implement systems are looking to expand your system little more maybe take a look at his e-book buys e-book I know that he has also a Boot Camp if you can get more information on which will be an online training course in how to implement systems so go to www.windowwealth.com
If you have any questions that you might want to ask Josh then go to Josh@windowwealth.com and shoot Josh an email he be happy to answer his email and help you anyway you can
Go sign up for your free trial and get the Free Report I wrote for you so you can get up and running. It’s actually 15 sequences you can cut and paste into your account. These are the ones I use for my business. Sign up on this website and you will receive 2 weeks free trial and 10 free postcards to try without you credit card
SendJim, Get A Sample | FREE Trial Already Done for you sequences
They have creative, unique and clutter busting 3D mail products and grabbers will explode your direct mail results. Look into their products section for free example sales letters and headlines to help you easily incorporate 3D Mail into your campaign and amplify your returns.
If you’re tired of cold calling, tired of phone calling and getting few results, why not make those hot prospects call you by implementing a 3D mail campaign….check them out today!
Direct download: The20Results2C20The20Real20Results20of20Performance20Based20Pay20Episode20101.mp3
Category:pod cast -- posted at: 6:00am EDT
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Thu, 24 December 2015
Bonus Interview Arrys Roofing on Performance –Incentive Based Pay
On performance-based pay this week we have special guest Arry Housh with Arrys Roofing Someone who has taken the performance-based pay to a different level.
Arry likes to call it Incentive pay program because that is the way it is actually set up so that the technicians have the opportunity to earn more than an hourly wage.
The program helps make the employees become accountable for their actions it's no longer just I'm going to stretch out a job to see how long it'll take me do it. Now since there's a bonus involved it’s of the mind set how can I do it better and be more efficient so that I can make more money. It becomes a win –win situation and it actually become a team scenario where everyone is playing to win. Ultimately the effects are felt from the customer all the way to the owners. The program has a positive side and a negative side the positive side is that they do the job in the time budgeted, money goes into the bonus if something happens on the job like something breaks or there's a red tag and there's a negative effect on the bonus.
Arrys first year of tracking the incentive pay program they actually did more business with 10 less employees less trucks and the supervisors made an average 16 to $18,000 more that year than they did the year before. And in the last 5 years since it’s been in place they have tripled their business. Yes tripled their business. And were talking from a 7 figures to a 10 figure a year business mainly because of the systems and the training put in place to help their employees grow into a career.
Because of this new system profit margins are better but also is his cash flow, why because the customers are happy with their jobs completed in a more timely fashion. Whereas before there where people going back-and-forth to finish jobs getting the customer frustrated when the customer becomes frustrated they have a tendency of retaliating . One of the ways to hold on to your money now everyone becomes frustrated. The bonus comes from them performing better than the budgeted hours.
Probably one of the most challenging areas of the whole thing is the tracking of the bonuses but it can be done.
But the benefits far outweigh the challenges if you have employees that are buying buying into the operation of the company and great team long-lasting careers
This is one way of solidifying your profit margins, building teams that have bought into helping you build your business . As a business owner I know that having a happy customer and steady profit margins makes me a much easier person to work with. Go sign up for your free trial and get the Free Report I wrote for you so you can get up and running. It’s actually 15 sequences you can cut and paste into your account. These are the ones I use for my business. Sign up on this website and you will receive 2 weeks free trial and 10 free postcards to try without you credit card
SendJim, Get A Sample | FREE Trial Already Done for you sequences 3DMailResults.com
They have creative, unique and clutter busting 3D mail products and grabbers will explode your direct mail results. Look into their products section for free example sales letters and headlines to help you easily incorporate 3D Mail into your campaign and amplify your returns.
If you’re tired of cold calling, tired of phone calling and getting few results, why not make those hot prospects call you by implementing a 3D mail campaign….check them out today!
Direct download: Bonus20Interview20Arrys20Roofing20on20Performance20E28093Incentive20Based20Pay20Episode20100.mp3
Category:pod cast -- posted at: 6:00am EDT
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Thu, 17 December 2015
A Different Thought Pay by the Hour, Pay by Performance or Both Episode 99 This week I WANT TO explore a different thought. For some it may be radical for some thought provoking I’ve always talked about your number one priority being in business is to make a profit otherwise you may as just get a job.
Today i want to talk about how you should look at your payroll pay by the hour or by performance or maybe even a combination. Is there a better way to keep your profit margins stable and pay your employees? Let me interject here I not to talk about making your employees sub-contractors or 1099 employees. I'm. Talking about real employees you pay by the hour Years ago I was in a continuing education class for my license and the presenter came up with this though. He said that for a contractor to compete in this marketplace of people having less spendable income. Customers being smarter and becoming sophisticated shoppers. Sometimes expecting more and wanting to pay less paying less
Do you get tired of going and doing an estimate getting the job you know you figured everything right you know your cost your margins; you know you are running the right pricing to be competing in the area place? You send your employees to do the job and for some reason you don't make the profit you are overrun buy time constraints in other words your employees took more time than you allotted for the projected and you make less profit why is that.
I run across lots of guys who are concerned about the way there employees seem to take advantage of the hourly situation they show up to the job late, take long lunches and you pay for it you complain about it and rightly so it's your company and ultimately you went into business to make a profit. And you went into business to have a better life for your family not over pay your employees right I’ve felt your pain.
For some reason as owners of businesses owners haven't set the record straight did you create a job to grow your business not to be controlled by you employees? And in the same breath good employees are an integral part of a successful business. So how do you walk that fine line?
Pay them what they’re worth not the industry standard but the ability to make more so they continue to make the company money and they will be with you for as long as you want to be a part of you company. It can be accomplished with performance base pay
You as a business owner set your profit margins margin you need to run a viable profitable business and have employees that take ownership of their actions so everyone can make great money.
So what are some of the key factors you need to have in place to make this work to set budgets for the work ot be preformed
You need to know your numbers
By that I mean what does it cost you to be in business What does an employee cost you per hour? What is your operation cost truck, equipment or plural insurance s, gas, rent break it down to hourly.
What should your gross profit margin be and how do you get to that number If its 40% you divide by 60 to get you percent you don’t multiply when you multiply you come out with a smaller number don’t cheat your self.
So this week I gave you some new ideas to think about in getting more profitable and staying more profitable and giving your employees a platform to even make more income,
Next week's podcast I interview a friend and business owner who has taken this concept of performance pay and implemented it successfully. He has over 100 employees and because of the success of his program everyone takes ownership of their part and everyone makes more money.
Go sign up for your free trial and get the Free Report I wrote for you so you can get up and running. It’s actually 15 sequences you can cut and paste into your account. These are the ones I use for my business. Sign up on this website and you will receive 2 weeks free trial and 10 free postcards to try without you credit card
SendJim, Get A Sample | FREE Trial Already Done for you sequences 3DMailResults.com
They have creative, unique and clutter busting 3D mail products and grabbers will explode your direct mail results. Look into their products section for free example sales letters and headlines to help you easily incorporate 3D Mail into your campaign and amplify your returns.
If you’re tired of cold calling, tired of phone calling and getting few results, why not make those hot prospects call you by implementing a 3D mail campaign….check them out today!
Direct download: A20Different20Thought20Pay20by20the20Hour2C20Pay20by20Performance20or20Both20episode2099.mp3
Category:pod cast -- posted at: 6:30am EDT
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Thu, 10 December 2015
The Real Reasons People Buy From You Episode 98 Last week we talked about why people don’t buy from you. This week we are going to go into the real reason why people buy from you We are going to take some of the negatives attributes and bad habits that we went over last week and point you in a more positive and disciplined mindset to help you become more profitable and close more deals Let’s hear for our sponsors who make this program available
Let’s get stared with last week’s list and the I’ll add to it with the last items probably being one of the most important as to the real reasons people buy from you . 1st presentation how do you present yourself and your company as you pull up to the home did they arrive in a newer vehicle or a Junker , were they dressed as a business person or did they appear as they just spent 12 hours working in the sun . First of all there is nothing wrong with having an old vehicle or working 12 hours a day. It’s all about presenting yourself as a professional business owner if you come prepared as a professional you act as a professional and you will close more sales because of that. Remember there are companies out there who are trying to get your money away from that person.
Does you proposal set you above the crowd that is competing for their money.
This is one of the main reasons why people will buy from you. Your ability to keep in constant communication with them. This one simple strategy creates raving fans.
Here is my philosophy give them what they want first help them realize what they might need and sell that to them after you have established a relationship.
Here is what I mean if you are going to make an appointment to go do an estimate make sure you show up early if you are going to be more than 5 minutes late give them a call let them know so that if they had scheduled you into a tight schedule like you scheduled them in to a jam packed day. Give them the opportunity to reschedule you instead of them getting upset that you have wasted their time and you starting off on the wrong foot. And right now you’re thinking As contractors were running all over the place trying to acquire new business to keep the beast fed and growing I can’t believe 5 minutes is going to make that much difference, they just don’t understand what I have to do each day. I really hate to burst your bubble that person you’re going to see does not care about you They only care about themselves
You’re thinking aha what’s 5 minutes in its simplest from its time and time can never be replaced. Also in your potential customers mind you are setting a precedence of being late is translating to he not in control of his business or himself, he was not truthful on what time he was going to be at my home or business what else will he not be truth full on this is how your potential customer thinks
That means you need to work on the stuff that goes on in your head, you need to be confident in who you are, confident in your products and services. If you are always worried about your competition they have already beat you because you are obsessed with beating your competition. It’s time for you to change the game make it so that your completion worries about you and it’s not about price in these last 2 weeks I have gone over why people don’t buy from you and why they do buy from you and the only I never mentioned price, the purchase price in the equation is the end result of them agreeing to do business with you.
There are only 2 time price becomes a factor in your sales system from a negative position is 1 when you make it a factor and 2. When you are dealing with a price shopper. The only thing you can change in this process is you
Remember that you are in the real business of selling yourself, the potential customer they've called you because they want to purchase there already ready to buy , So you're not selling your service or your product. All you have to do is sell yourself. That's where you need to be confident in yourself own who you are become confident in your pricing because you are selling yourself that's the key you're not selling a product you're not selling a service because they've already decided when they called you that they are prepared to buy. They have called you to interview you to see if they like you and do they want to do business with you. That’s one of the main things is that you have to sell yourself so be confident in who you are, The second probably most important thing of all the things that we talked about this week is that in order for the customer to get to know you to like you and to trust you. Probably the most important thing to get the real reason people buy is.
They say that people do business with you because they know you like you and trust you. And that key to making that all happen from a non-referral is to figure out a way to create instant report, instant report will get them to know you, like you and trust you. There are a lot of great books on how to do that or you can stumble on creating that system for your sales process I know with mine if I can keep them in gauged for 30 to 45 minutes and I can get them to laugh I know I‘ve got the sale. These are things that have worked well for me I know they work well for other people because I certainly didn't come up with the stuff on my own and I've copied from other people so I hope that this will get you a little more to get you more engaged in your business. Thinking like a customer may help you think clear on how to create systems that people will buy from you more. Do it so that you can close more sales become better at what you do and be the top dog in the marketplace for other people to compete against, set the bar high? These are just some of the big ones on the real reasons people buy from you
Go sign up for your free trial and get the Free Report I wrote for you so you can get up and running. It’s actually 15 sequences you can cut and paste into your account. These are the ones I use for my business. Sign up on this website and you will receive 2 weeks free trial and 10 free postcards to try without you credit card
SendJim, Get A Sample | FREE Trial Already Done for you sequences 3DMailResults.com
They have creative, unique and clutter busting 3D mail products and grabbers will explode your direct mail results. Look into their products section for free example sales letters and headlines to help you easily incorporate 3D Mail into your campaign and amplify your returns.
If you’re tired of cold calling, tired of phone calling and getting few results, why not make those hot prospects call you by implementing a 3D mail campaign….check them out today!
Direct download: The20Real20Reasons20People20Buy20From20You20Episode2098.mp3
Category:pod cast -- posted at: 6:30am EDT
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Thu, 3 December 2015
The Real Reasons People Don’t Buy From You
Ever thought about it why people don’t buy from you? We are going to explore why and hopefully you will get some thought on how you might improve your sales process. Some of the reasons are obvious and some are not. When I was putting this together from past questions from some of my customers how I act as a customer and I also asked my wife what her response to the real reason she thinks people don’t buy from you based on her experience was. As we discussed the reasons we found that we came up pretty much the same criteria but from 2 different viewpoints. Mine from a logical stance and her from a more emotional point of view. 1st from the obvious is presentation how does the person present themselves did they arrive in a newer vehicle or a Junker , were they dressed as a business person or did they appear as they just spent 12 hours working in the sun . Deal killer 2 .Communications after the initial proposal did they leave and never follow up (Deal Killer)
These are just some of the big ones on the real reasons people don’t buy from you.
And I hope you notice that not once in the real reasons people don’t buy from you did I mention. Your price is too high.
Go sign up for your free trial and get the Free Report I wrote for you so you can get up and running. It’s actually 15 sequences you can cut and paste into your account. These are the ones I use for my business. Sign up on this website and you will receive 2 weeks free trial and 10 free postcards to try without you credit card SendJim, Get A Sample | FREE Trial Already Done for you sequences 3DMailResults.com
They have creative, unique and clutter busting 3D mail products and grabbers will explode your direct mail results. Look into their products section for free example sales letters and headlines to help you easily incorporate 3D Mail into your campaign and amplify your returns.
If you’re tired of cold calling, tired of phone calling and getting few results, why not make those hot prospects call you by implementing a 3D mail campaign….check them out today!
Direct download: The20Real20Reasons20People20DonE28099t20Buy20From20You20Episode2097.mp3
Category:pod cast -- posted at: 6:30am EDT
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