WEBVTT
1
00:00:00.291 --> 00:00:08.456
Home service business owners spend thousands of dollars every single month on Facebook ads and Google ads and little do they know they're flushing it down the toilet.
2
00:00:08.716 --> 00:00:15.639
Until you've done the things that I'm talking about in this video, I would not spend one single dollar on paid advertising.
3
00:00:15.820 --> 00:00:21.743
No door hangers, no YouTube ads, no Facebook ads, no Google ads, no LSA, no Nextdoor.
4
00:00:21.843 --> 00:00:22.663
I don't care what it is.
5
00:00:22.703 --> 00:00:25.905
Don't spend a dollar on ads until you do the things that we're talking about today.
6
00:00:26.045 --> 00:00:30.234
First thing we're going to do, optimize Google business profile.
7
00:00:30.355 --> 00:00:32.059
While we're at it, let's throw in Facebook.
8
00:00:33.072 --> 00:00:34.733
because we're going to have social media.
9
00:00:35.013 --> 00:00:42.697
Google business profile is where you can add your hours, your services, your service area, your address, everything about your business in one spot.
10
00:00:43.037 --> 00:00:44.218
Google loves data.
11
00:00:44.338 --> 00:00:45.838
So give it more data.
12
00:00:46.419 --> 00:00:52.062
When someone leaves a review, that's part of optimizing my Google business profile, getting as many reviews as possible.
13
00:00:52.262 --> 00:00:58.725
It doesn't cost you anything, but when you respond to the review that a customer gives you, don't just say, thanks, Bob.
14
00:01:00.098 --> 00:01:04.140
respond back with SEO friendly responses.
15
00:01:04.920 --> 00:01:20.626
SEO is search engine optimization, meaning I'm gonna take the review from Bob, I'm gonna paste that in a chat to be T or Gemini, I'm gonna say, can you give me an SEO, search engine optimized, friendly response to this review on Google?
16
00:01:21.026 --> 00:01:25.188
It's gonna spit out like a two or three sentences that you can then copy in as your response
17
00:01:26.241 --> 00:01:27.201
on the Google review.
18
00:01:27.901 --> 00:01:36.743
This will allow, especially when it comes to AI, when it's looking through sites, it's looking for reputation, it's looking for confidence in your website.
19
00:01:37.263 --> 00:01:48.086
And one of the strongest things for that is real customer feedback, a review, with a response from you that has keywords that is relevant to the services and the service area that you serve.
20
00:01:48.826 --> 00:01:50.567
So optimize the Google business profile.
21
00:01:50.687 --> 00:01:54.168
Also, you got to add more data than just reviews.
22
00:01:54.588 --> 00:01:56.909
You can't just do service areas.
23
00:01:57.230 --> 00:01:59.110
I want you to have an actual verified address.
24
00:01:59.190 --> 00:02:01.771
Is it a pain in the butt to get a verified address?
25
00:02:01.932 --> 00:02:05.033
Yes, but it's worth it because you show up on the map.
26
00:02:05.233 --> 00:02:12.676
Your ranking, not only on the Google business profile, but even on organic, is affected by whether or not you have an address verified on the map.
27
00:02:12.796 --> 00:02:18.358
Again, think of it from the perspective of Google, ChatWT, Gemini, all these companies.
28
00:02:19.519 --> 00:02:23.281
Ask yourself, what's the whole purpose of them ranking websites?
29
00:02:23.861 --> 00:02:25.882
Is to give the user what they ask for.
30
00:02:26.142 --> 00:02:37.587
And so the whole goal or business model of Google or any other search engine is to make sure that the results they show their customers are accurate and the best option for them.
31
00:02:38.347 --> 00:02:43.449
Your job is to make sure you convey to the search engine that you are the best option.
32
00:02:44.050 --> 00:02:47.051
And that is going to be through having the address verified on Google.
33
00:02:47.171 --> 00:02:51.493
It's gonna be having reviews that you respond to thoughtfully with an SEO friendly response.
34
00:02:51.853 --> 00:02:57.936
It's gonna be adding pictures and video and posts consistently to your Google business profile.
35
00:02:58.596 --> 00:03:02.978
So it's not like you just throw your logo up and you just like look at it once every few months.
36
00:03:03.559 --> 00:03:05.880
At least once or twice a week you wanna post
37
00:03:06.500 --> 00:03:10.406
a picture, a video, something to your Google business profile.
38
00:03:10.647 --> 00:03:16.196
Because Google loves the data, and it shows that you're open, and it will promote you for free.
39
00:03:17.208 --> 00:03:19.669
inside of Google Maps and inside of Google Search.
40
00:03:20.590 --> 00:03:21.750
Just give it more data.
41
00:03:22.050 --> 00:03:25.952
And that comes first in the form of reviews and then everything else we've talked about.
42
00:03:25.972 --> 00:03:35.216
Now on Facebook, I'm gonna be making sure that those same posts that I put on Google, cause I gotta make some content for Google, I'm gonna just go ahead and post those on Facebook as well.
43
00:03:35.416 --> 00:03:37.097
Ideally, in the perfect world,
44
00:03:37.717 --> 00:03:45.042
Those Facebook pictures or video are going to show my local business, my local area, my team behind the scenes before and after.
45
00:03:45.542 --> 00:03:52.206
Don't think that people are waking up every morning just super excited to see your next promotion for core aeration.
46
00:03:52.546 --> 00:03:52.926
They're not.
47
00:03:53.026 --> 00:04:00.011
They're waking up, looking at their Facebook feed, thinking about the kitten or some grand baby of theirs.
48
00:04:00.291 --> 00:04:01.752
That's what they're going to social media for.
49
00:04:02.212 --> 00:04:06.633
And you're interrupting them if you are asking $10 off today for your correlation.
50
00:04:07.093 --> 00:04:12.394
If you do that over and over and over again, the algorithm, Facebook, will simply stop showing your posts.
51
00:04:13.234 --> 00:04:13.574
Why?
52
00:04:13.594 --> 00:04:18.995
Because again, the whole objective of Facebook is to keep people on the platform so they can feed them more ads.
53
00:04:19.355 --> 00:04:29.837
And if people leave the platform because they're constantly being seen your posts that are just selling them stuff, that's a bad experience for Facebook because they need people to stay on their device so they can consume more ads.
54
00:04:30.057 --> 00:04:30.937
So again, what are we going to do?
55
00:04:30.957 --> 00:04:36.459
We're going to try to create content on Facebook that is engaging for the audience, that people comment on.
56
00:04:36.639 --> 00:04:37.179
They like it.
57
00:04:37.219 --> 00:04:37.839
They share it.
58
00:04:37.959 --> 00:04:39.259
And these are usually going to be faces.
59
00:04:39.279 --> 00:04:40.459
They're going to be local.
60
00:04:40.479 --> 00:04:41.460
These are going to be your team.
61
00:04:41.760 --> 00:04:42.820
Before and afters work great.
62
00:04:43.200 --> 00:04:50.802
But don't think that, oh, I post every single day and every single time I look at it, it's like, call now, $50 off.
63
00:04:51.102 --> 00:04:52.022
Get this service today.
64
00:04:52.042 --> 00:04:52.922
Get this service today.
65
00:04:53.342 --> 00:04:56.543
Do that one out of five times max on social media.
66
00:05:00.404 --> 00:05:01.024
not to sell.
67
00:05:01.685 --> 00:05:01.885
All right.
68
00:05:01.905 --> 00:05:17.209
The second thing I need you to do before you spend a single dollar on ads is website conversion rate optimization or CRO is amazing to me how many times at home service web design we have built over a thousand home service websites is amazing to me.
69
00:05:17.570 --> 00:05:24.192
The conversion rate that we see people come in with, we saw one the other day, one out of 400 people, one out of 400
70
00:05:25.552 --> 00:05:28.474
People coming to their website converted into a lead.
71
00:05:29.114 --> 00:05:31.736
And they were getting about one lead every two to three weeks.
72
00:05:33.117 --> 00:05:39.121
After we built their site, within three months, their conversion rate went to one out of 50.
73
00:05:39.221 --> 00:05:41.123
You're like, well, what does that mean?
74
00:05:41.743 --> 00:05:43.404
Same amount of people coming to their website.
75
00:05:44.185 --> 00:05:45.245
We didn't run ads, nothing.
76
00:05:45.265 --> 00:05:50.249
We just changed the design of the website and optimized it for conversion rate.
77
00:05:51.347 --> 00:05:55.389
And they got, for the same amount of traffic, 8x leads.
78
00:05:57.150 --> 00:05:57.390
Why?
79
00:05:57.410 --> 00:06:00.772
Because their conversion rate went from 1 out of 400 to 1 out of 50.
80
00:06:01.232 --> 00:06:05.354
And everyone's out here trying to drive more traffic into a broken funnel.
81
00:06:06.579 --> 00:06:07.959
And so you're like, well, what's the fastest?
82
00:06:08.140 --> 00:06:09.440
See, this is the question everyone asks.
83
00:06:09.960 --> 00:06:11.060
How do I double my business?
84
00:06:11.521 --> 00:06:12.421
Oh, you got to go get ads.
85
00:06:12.741 --> 00:06:15.162
Let's go get more clicks into the top of this.
86
00:06:15.822 --> 00:06:25.325
When in reality, you could take the same number of clicks and 8x the number of leads that you're getting by just increasing the conversion of the website.
87
00:06:25.405 --> 00:06:27.346
You know, how do you increase the conversion of the website?
88
00:06:27.706 --> 00:06:30.607
You make sure that when people get to your site, it loads fast.
89
00:06:31.347 --> 00:06:36.689
That when they pull it up on a mobile device where 80% of your traffic is coming from, that it actually looks good.
90
00:06:36.709 --> 00:06:40.791
They're not having to pinch way in, zoom way over, and then scroll way down.
91
00:06:40.991 --> 00:06:41.912
Your page is super long.
92
00:06:42.052 --> 00:06:43.653
They can't find where your phone number is.
93
00:06:44.153 --> 00:06:47.414
They can't even figure out whether or not you service their area because you don't put it anywhere.
94
00:06:47.674 --> 00:06:52.877
Or you have weird sentences and pictures that make it very confusing as to what do you do?
95
00:06:53.900 --> 00:06:56.443
The two things that customers are wanting when they come to a website.
96
00:06:56.923 --> 00:07:00.547
First off, will this service solve my problem?
97
00:07:00.667 --> 00:07:02.169
And number two, can I get a quote?
98
00:07:02.589 --> 00:07:08.095
So if your headline's not simply saying what services you do and what service area you're
99
00:07:09.905 --> 00:07:10.625
Customers are confused.
100
00:07:11.045 --> 00:07:14.786
I need to be able to know as a customer, do you solve my problem?
101
00:07:15.327 --> 00:07:16.787
And to know, do you solve my problem?
102
00:07:16.807 --> 00:07:18.508
I need to know, do you do my service?
103
00:07:18.948 --> 00:07:20.188
And you do it in my service area.
104
00:07:20.408 --> 00:07:21.148
That's gotta be clear.
105
00:07:21.428 --> 00:07:29.311
And if behind that headline and that text, it's confusing me because I don't know what you do, I won't scroll, I won't click to another page.
106
00:07:29.811 --> 00:07:33.672
And so I'm gonna make it painfully obvious what I do and then I'll solve the problem for the customer.
107
00:07:34.032 --> 00:07:36.897
And then I want to make sure that they actually submit an estimate request form.
108
00:07:37.258 --> 00:07:45.612
If you put the contact us page as a button and they've got to leave the home page to submit an estimate request form, conversion rate drops off a cliff.
109
00:07:47.602 --> 00:07:52.304
Okay, so in the edit here, I realized that I didn't really tell you how you could fix your own website.
110
00:07:52.624 --> 00:07:54.845
So I built a tool, homeserviceaudit.com.
111
00:07:55.125 --> 00:07:55.966
It's completely free.
112
00:07:55.986 --> 00:07:57.706
You don't have to put your email address in.
113
00:07:57.826 --> 00:07:58.867
There's no cost whatsoever.
114
00:07:58.967 --> 00:08:03.089
You can go put your URL, your web address, directly into the form.
115
00:08:03.269 --> 00:08:09.371
And using AI and everything I know about websites, it'll tell you exactly what to do to get more leads from your website.
116
00:08:09.552 --> 00:08:10.472
Go check it out today.
117
00:08:10.732 --> 00:08:24.056
So I want to have my website form, the form that I'm getting questions from the customer answered, the contact form, I am going to have that above the fold, at the top of the page, ideally on the homepage.
118
00:08:24.076 --> 00:08:25.637
I don't want them to have to leave the site.
119
00:08:26.097 --> 00:08:30.758
I don't want them to have to click into another button that goes to a different page or goes to a scheduling service.
120
00:08:30.838 --> 00:08:31.398
I don't want that.
121
00:08:32.019 --> 00:08:32.839
This leads into...
122
00:08:33.658 --> 00:08:34.679
Form optimization.
123
00:08:34.879 --> 00:08:43.806
If when they get to your form, you're asking for everything besides their social security number and their shoe size, you're going to reduce conversion rate.
124
00:08:44.066 --> 00:08:45.988
If I ask someone 20 different things,
125
00:08:47.120 --> 00:08:55.202
Versus three different things of contact information, type of services they want, their zip code, their city, their name, their last name.
126
00:08:55.442 --> 00:08:56.162
Do you have pets?
127
00:08:56.402 --> 00:08:57.342
Do you have a gate?
128
00:08:57.422 --> 00:08:58.922
Can I just please give you money?
129
00:08:59.682 --> 00:09:06.844
There are some of your best customers that will fall off during the form because they value their time and they don't want to spend 10 minutes filling out your form.
130
00:09:06.864 --> 00:09:09.084
And you're like, oh, I'm trying to qualify the customer.
131
00:09:09.124 --> 00:09:12.565
Your best customers are leaving because they value their time.
132
00:09:13.537 --> 00:09:23.940
If you go into most services that are big companies and you look at Apple, you look at Google, they don't ask for 20 different things to get set up for their service.
133
00:09:24.361 --> 00:09:26.121
It's like, we need your name and your email address.
134
00:09:26.141 --> 00:09:26.781
Thank you very much.
135
00:09:27.202 --> 00:09:32.723
So what is the minimum amount of information that I need to be able to know that I can provide the service to the customer?
136
00:09:33.444 --> 00:09:34.264
That's what I'm pushing for.
137
00:09:34.724 --> 00:09:36.565
I'm not gonna show them a big, massive form.
138
00:09:37.305 --> 00:09:40.066
I'm gonna show them just a few things I need to be able to provide a quote.
139
00:09:40.890 --> 00:09:46.353
accurately, the more fields that you put inside that form, you are reducing your conversion rate.
140
00:09:46.873 --> 00:09:50.796
And that might be fine if you're in profit mode and you only want a certain type of customer.
141
00:09:50.876 --> 00:09:51.296
That's fine.
142
00:09:51.816 --> 00:09:57.219
Just know if you're trying to grow, having a big old long form, it directly integrates with my CRM.
143
00:09:57.239 --> 00:09:58.440
It brings all the information over.
144
00:09:58.900 --> 00:10:08.106
So you're gonna save approximately 20 seconds of copying and pasting in exchange for a 20 or 30% reduction in the amount of lead that you're getting.
145
00:10:08.988 --> 00:10:12.152
And so I'm going to optimize my form based upon am I in profit mode?
146
00:10:12.433 --> 00:10:18.200
And I'm trying to reduce the number of leads I'm getting, but I want to increase the quality because I want all these questions answered.
147
00:10:18.781 --> 00:10:26.030
Or I'm in growth mode where I'm going to have less filters, less fields in my form, but I'm going to get as many leads as possible.
148
00:10:26.491 --> 00:10:31.253
You got to ask yourself the question and only you know where in that continuum you want to be.
149
00:10:31.393 --> 00:10:42.239
So make sure the forms that you are giving are relevant to the services that are being requested, as well as if you're going to have a longer form, I highly recommend making it where as they fill it out, it opens up.
150
00:10:42.419 --> 00:10:46.681
So at first, I'm just going to show them the basic contact information that I need.
151
00:10:47.321 --> 00:10:50.463
And once they fill it out, then they can select the services that they want.
152
00:10:51.023 --> 00:10:54.045
Then it unlocks and they're able to see the pricing.
153
00:10:54.465 --> 00:10:58.608
And then to select the pricing, then they're able to see the credit card information and putting that on file.
154
00:10:58.868 --> 00:11:00.469
Then they're able to see the terms and conditions.
155
00:11:01.029 --> 00:11:05.272
If I just showed that all at the beginning, it looked way too intimidating for most people to even start.
156
00:11:05.492 --> 00:11:14.578
So you've got to optimize your form based upon the services you offer and whether or not you're trying to optimize for growth or profit and the best customers only getting through.
157
00:11:15.238 --> 00:11:16.859
Number four is to answer questions.
158
00:11:18.047 --> 00:11:21.569
the phone 10 plus hours a day.
159
00:11:24.811 --> 00:11:29.713
And ideally, you're going to use a human because they'll be able to upsell customers a lot better than AI.
160
00:11:30.054 --> 00:11:31.975
But at the very least, have AI.
161
00:11:32.415 --> 00:11:37.938
If you need a part-time assistant, a VA, someone, answer the phone at least 10 hours a day, six days a week.
162
00:11:38.098 --> 00:11:42.621
Immediately, you're going to go from 40 hours, like everyone else of your competition, to 60 hours.
163
00:11:42.641 --> 00:11:42.741
Okay.
164
00:11:43.481 --> 00:11:45.642
10 hours a day times six days per week.
165
00:11:46.062 --> 00:11:47.262
That's a 50% bump.
166
00:11:47.422 --> 00:11:50.043
I can guarantee you, you increase your conversion.
167
00:11:50.343 --> 00:11:59.025
You increase the number of leads you get because when customers are calling at 6 p.m. around to all the competition and you're the only one that picks up, you'll probably get the job.
168
00:11:59.085 --> 00:12:03.266
The next thing I need you to do before you spend a single dollar on ads is have a max...
169
00:12:03.906 --> 00:12:05.968
lead time of 24 hours.
170
00:12:06.268 --> 00:12:20.401
The lead time has got to be less than 24 hours, meaning that when the customer submits a request form, calls you, emails you, DMs you, or in some way reaches out to you, under 24 hours, I want the lead in their inbox.
171
00:12:20.701 --> 00:12:25.062
whether it be email or text, whatever it is, I need them seeing pricing within 24 hours.
172
00:12:25.102 --> 00:12:28.823
Now, ideally, I would like to do that instantly or over the phone.
173
00:12:28.943 --> 00:12:29.683
That would be the best.
174
00:12:30.083 --> 00:12:32.484
But there are certain services you're gonna have to do an in-person estimate.
175
00:12:32.664 --> 00:12:38.165
But I don't want someone waiting a week to see me and then another week to get the quote in their inbox.
176
00:12:38.665 --> 00:12:40.206
That would be 14 days.
177
00:12:41.026 --> 00:12:42.526
I want it to be 24 hours or less.
178
00:12:42.726 --> 00:12:44.767
You're like, why does that matter?
179
00:12:45.567 --> 00:12:47.128
The Google bros don't need your money.
180
00:12:47.569 --> 00:12:54.533
And we just keep pouring money to those platforms and door hangers and all the rest of it versus just being like, how do we optimize all of these stages?
181
00:12:54.674 --> 00:12:58.296
Because if you did this, you'd probably double or triple the amount of leads that you're getting.
182
00:12:58.516 --> 00:13:00.318
They don't have jobs that you end up getting accepted.
183
00:13:01.078 --> 00:13:01.339
All right.
184
00:13:01.639 --> 00:13:02.260
We got lead time.
185
00:13:02.280 --> 00:13:03.281
You're like, I got dialed in.
186
00:13:03.402 --> 00:13:04.503
We're doing it over the phone.
187
00:13:04.864 --> 00:13:06.186
We're doing it within a matter of a couple hours.
188
00:13:06.206 --> 00:13:07.828
We can go out to the job same day.
189
00:13:07.868 --> 00:13:08.769
We meet the customer.
190
00:13:08.930 --> 00:13:09.230
Awesome.
191
00:13:09.350 --> 00:13:15.539
Once the estimate has been sent, we need to automate SMS, text messages, and email to the customer.
192
00:13:15.680 --> 00:13:15.900
We got to
193
00:13:16.040 --> 00:13:19.521
follow up on the estimate inside of homework.
194
00:13:19.541 --> 00:13:31.404
So you can set up automations around text and email and you'd be like one day after two days after three days after five days after seven days after 10 days after, especially within those first week, I want as many touch points as possible.
195
00:13:31.724 --> 00:13:33.804
And I'm not just going to keep saying, did you get the quote?
196
00:13:33.844 --> 00:13:34.424
Did you get the quote?
197
00:13:34.464 --> 00:13:35.004
Did you get the quote?
198
00:13:35.285 --> 00:13:36.705
I'm going to use different angles.
199
00:13:37.525 --> 00:13:42.209
and hooks on the SMS and the email follow-ups to make sure I engage the customer.
200
00:13:42.449 --> 00:13:44.511
I'm gonna use scarcity and urgency.
201
00:13:45.132 --> 00:13:46.953
Scarcity is there's a limited supply.
202
00:13:47.213 --> 00:13:48.655
There's only so many of these left.
203
00:13:49.075 --> 00:13:51.877
There's only four more people on this route that's available.
204
00:13:52.278 --> 00:13:53.939
Then there's urgency, which is time.
205
00:13:54.159 --> 00:13:54.340
Urgency.
206
00:13:54.860 --> 00:13:56.661
By March 1st, you got to sign up.
207
00:13:56.842 --> 00:13:59.023
This promotion offer ends this time.
208
00:13:59.204 --> 00:14:03.807
Like you got to have scarcity and urgency wrapped up inside your SMS or your email.
209
00:14:04.007 --> 00:14:07.010
Because a lot of people are like, oh no, I do follow-ups.
210
00:14:07.130 --> 00:14:08.151
I do automations.
211
00:14:08.511 --> 00:14:09.252
And then I look at them.
212
00:14:09.272 --> 00:14:11.253
It's like, here's your quote estimate again.
213
00:14:11.273 --> 00:14:16.057
It's like they saw that the first day, second day, and the third day that you sent that.
214
00:14:16.397 --> 00:14:17.959
You've got to use different angles to...
215
00:14:18.639 --> 00:14:19.940
on those texts and those emails.
216
00:14:20.040 --> 00:14:28.823
Otherwise, they are irrelevant and they will not move the needle if every single of your follow-ups that are automated look exactly the same as the one before.
217
00:14:29.204 --> 00:14:30.604
But we're not done yet.
218
00:14:30.944 --> 00:14:34.226
Because before you spend a single dollar on advertising,
219
00:14:35.186 --> 00:14:38.889
I also want you to do follow up phone calls.
220
00:14:38.909 --> 00:14:42.051
This is the one everyone tries to get away from because they're like, I can do automations.
221
00:14:42.091 --> 00:14:42.591
No problem.
222
00:14:42.671 --> 00:14:43.692
Text, email, let's go.
223
00:14:44.412 --> 00:14:51.056
But phone calls take some serious kahunas to call people and ask them, hey, you got the quote?
224
00:14:51.297 --> 00:14:52.157
What questions do you have?
225
00:14:52.717 --> 00:14:55.319
And hear their objections and then overcome the objections.
226
00:14:55.659 --> 00:14:57.400
Well, I've got to wait for three more quotes.
227
00:14:58.241 --> 00:14:59.422
I've got to talk to my spouse.
228
00:15:01.010 --> 00:15:03.452
My father always told me not to accept the first estimate I get.
229
00:15:03.753 --> 00:15:05.935
All the random objections you're going to get.
230
00:15:06.395 --> 00:15:10.059
It is difficult because it's live and you have to address them on the phone.
231
00:15:10.739 --> 00:15:12.421
So a lot of times people will shirk away from this.
232
00:15:13.362 --> 00:15:17.606
One very easy way to double your conversion rate is to just start doing follow-up phone calls.
233
00:15:18.106 --> 00:15:22.270
We ran a test of across thousands of estimates at Augusta Lawn Care.
234
00:15:22.971 --> 00:15:31.014
And it went from about 34% to 67% close rate if they just followed up with the customer a minimum of three times on the phone.
235
00:15:31.214 --> 00:15:32.175
You gotta have phone calls.
236
00:15:32.195 --> 00:15:33.255
You're like, how do I automate that?
237
00:15:33.756 --> 00:15:43.139
Inside the automation sequence in HomeWorks, just have the text or email come back to you or your office person that says, hey, this customer needs to follow up phone call.
238
00:15:43.380 --> 00:15:48.662
Here's a link to their estimate, here's their name, here's their address, and here is their phone number.
239
00:15:49.282 --> 00:15:51.784
And then you just tap on the phone number and you're calling.
240
00:15:52.084 --> 00:15:54.766
And then I tap while I'm calling, I tap on the estimate.
241
00:15:54.786 --> 00:15:55.427
I'm looking at the estimate.
242
00:15:55.447 --> 00:15:56.448
Okay, there's all the information.
243
00:15:56.488 --> 00:15:57.068
Fantastic.
244
00:15:57.388 --> 00:15:57.649
All right.
245
00:15:57.669 --> 00:16:01.432
When I get the customer on the phone, I'm not just asking, do you have any questions?
246
00:16:02.252 --> 00:16:03.934
I'm not asking, did you get the quote?
247
00:16:04.574 --> 00:16:05.274
Those are weak.
248
00:16:05.974 --> 00:16:07.015
Those are entry level.
249
00:16:07.055 --> 00:16:08.155
Those are better than nothing.
250
00:16:08.195 --> 00:16:10.135
I'm thankful that you're doing follow-up phone calls.
251
00:16:10.195 --> 00:16:10.816
Thank you very much.
252
00:16:11.596 --> 00:16:14.817
But if you want to go to the next level, we're going to use scarcity and urgency.
253
00:16:15.157 --> 00:16:20.098
We're going to tell them, hey, we'd love to get pictures of this for our social media of this specific service.
254
00:16:20.558 --> 00:16:29.180
We'd love to get you on the schedule because we have four to five weeks of schedule being booked out and we got one spot available next Thursday.
255
00:16:29.300 --> 00:16:32.383
I'm going to call and I tell them, hey, we have a one day promotion.
256
00:16:32.663 --> 00:16:36.866
Today only on the service that you requested, we're also offering this other service for free.
257
00:16:37.246 --> 00:16:39.368
I'm always coming with bullets in the chamber.
258
00:16:39.668 --> 00:16:44.492
I'm coming with ammunition because if they say no to next Thursday, no worries, Mr. Jones.
259
00:16:45.073 --> 00:16:46.494
I can always call them tomorrow.
260
00:16:46.774 --> 00:16:47.635
I can still text them.
261
00:16:47.715 --> 00:16:53.580
I can still email them without harassing them because the last thing you want to hear when you say, do you have any questions?
262
00:16:54.100 --> 00:16:55.101
No, we don't have any questions.
263
00:16:55.121 --> 00:16:57.303
We'll let you know whenever we make a decision.
264
00:16:58.427 --> 00:16:59.268
you are at a dead end.
265
00:16:59.888 --> 00:17:08.715
Any sort of communication that you do after that is looked at as pushy, as salesy, as intrusive versus, hey, Mr. Jones, I just wanna give you a quick call.
266
00:17:09.015 --> 00:17:13.719
I just noticed that next week we only have one spot available and I know that was important for you to get the property cleanup done.
267
00:17:14.039 --> 00:17:20.405
And so I was going to give you a call and see if we can get that on the schedule because after that, we got three or four weeks worth of work that's booked up.
268
00:17:20.465 --> 00:17:21.826
And if they say no to that, that's fine.
269
00:17:21.946 --> 00:17:22.907
I gotta talk to my spouse.
270
00:17:23.227 --> 00:17:24.288
No worries, Mr. Jones.
271
00:17:24.808 --> 00:17:25.889
I know you got to talk to your spouse.
272
00:17:26.009 --> 00:17:26.990
I would do the same thing.
273
00:17:27.250 --> 00:17:32.974
I'm going to go ahead and reserve that spot for next Thursday on the schedule because I know it's important to get that done and I don't want you to have to wait four weeks.
274
00:17:33.175 --> 00:17:33.895
So I'm going to reserve it.
275
00:17:34.135 --> 00:17:34.916
You talk to your spouse.
276
00:17:34.976 --> 00:17:36.417
I'll give you a call back tomorrow.
277
00:17:36.657 --> 00:17:37.478
Again, back on me.
278
00:17:37.658 --> 00:17:38.158
Don't have them.
279
00:17:38.519 --> 00:17:39.459
I'm not waiting on them calling me.
280
00:17:40.360 --> 00:17:42.462
I'll call you back again tomorrow and confirm the appointment.
281
00:17:42.703 --> 00:17:45.546
You've got to stay in control and you can do that using follow-up phone calls.
282
00:17:45.766 --> 00:17:51.191
Number eight, I want no pending estimates that I have not followed up on.
283
00:17:51.432 --> 00:17:57.258
It is amazing to me when I go out and turn arounds or I look through people's software and I see they have sent 40 quotes.
284
00:17:57.898 --> 00:17:58.859
A couple of them are accepted.
285
00:17:58.879 --> 00:17:59.440
And I'm going to say,
286
00:17:59.620 --> 00:18:03.382
All of them have been opened and all of them, their status is still pending.
287
00:18:04.043 --> 00:18:06.404
This is low hanging fruit for follow up phone calls.
288
00:18:06.664 --> 00:18:16.650
The fact that you have not followed up with any quote that says pending and inside homeworks, you can see if they opened it up so you can literally know, okay, I sent it 1014.
289
00:18:17.351 --> 00:18:18.371
Okay, 1031.
290
00:18:18.391 --> 00:18:19.332
They opened up the link.
291
00:18:20.012 --> 00:18:20.593
Fantastic.
292
00:18:21.765 --> 00:18:22.786
I know they have seen the quote.
293
00:18:22.806 --> 00:18:24.907
I'm not calling them to ask if they got the quote.
294
00:18:25.027 --> 00:18:29.189
I'm asking them, what problems do we have to overcome to be able to solve this problem for you?
295
00:18:29.430 --> 00:18:30.430
But no pending estimates.
296
00:18:30.450 --> 00:18:32.231
Don't have a pending estimate stacking up.
297
00:18:32.251 --> 00:18:33.632
This is customers ghosting you.
298
00:18:33.952 --> 00:18:35.673
These are people that are like, hey, I want to go out.
299
00:18:36.033 --> 00:18:39.816
And they call you up and you spend time, energy, going to their property, doing a property walkthrough.
300
00:18:40.536 --> 00:18:49.704
yakking about whatever they want to talk about, getting the quote, preparing the quote, doing a design, doing a drawing, coming up with all the numbers, and then they just sit you on red.
301
00:18:49.884 --> 00:18:50.685
Pending status.
302
00:18:51.125 --> 00:18:52.026
They're ghosting you.
303
00:18:52.366 --> 00:18:53.147
And I won't have it.
304
00:18:53.427 --> 00:18:56.930
We will follow up with every single quote until they say no.
305
00:18:57.751 --> 00:19:01.594
And if you've got to push on follow-up phone calls, hey, Mr. Jones, hey, I don't mean to be pushy,
306
00:19:02.610 --> 00:19:03.912
I know you said I'm pushy.
307
00:19:04.353 --> 00:19:05.194
You're talking to me calling.
308
00:19:05.515 --> 00:19:09.000
I just need a yes or no so I can go ahead and mark this account complete.
309
00:19:09.420 --> 00:19:11.884
I just need a no so I don't have a pending estimate.
310
00:19:12.385 --> 00:19:14.167
And if they need to say no, that's fine.
311
00:19:14.528 --> 00:19:16.210
But I'm not going to have pending estimates.
312
00:19:16.290 --> 00:19:17.152
All right, number nine.
313
00:19:17.712 --> 00:19:25.254
Another thing I'm going to do before I spend a single dollar on advertising is a monthly email blast to all of my customers.
314
00:19:25.474 --> 00:19:33.757
Why in the world would I spend a single dollar on advertising before emailing all my existing customers and saying, Hey, would you like to buy more stuff from me?
315
00:19:34.637 --> 00:19:35.858
You already know, like, and trust me.
316
00:19:35.918 --> 00:19:36.939
I have your card on file.
317
00:19:36.959 --> 00:19:39.822
We've done service for you in the past, or we're still doing service for you now.
318
00:19:40.543 --> 00:19:41.864
Would you like to buy more stuff?
319
00:19:42.144 --> 00:19:53.694
What's the likelihood of people that have already done work for you, done work with you, paid you money, met you in person, built trust and rapport with you, saw your crew, was happy with the service.
320
00:19:53.975 --> 00:19:58.579
What's the likelihood of them accepting an estimate versus Joe Schmo seeing a Google ad?
321
00:19:58.819 --> 00:20:07.081
And how much more effort am I going to have to convince Joe Schmo versus the person in my contact database that I've already done work for in the past and I have their credit card information on file?
322
00:20:07.341 --> 00:20:08.902
Send an email to all your existing customers.
323
00:20:09.182 --> 00:20:17.064
And yes, Inside Homeworks, in the email template builder, you can make really fancy emails with GIFs and videos and pictures and all sorts of cool fancy doodads.
324
00:20:17.304 --> 00:20:26.547
And I have yet to see those outperform very basic two or three sentences that comes across as a very personalized email text only with my name at the end to the customer.
325
00:20:27.207 --> 00:20:33.510
The same thing is true for number 10, and that is an SMS blast, because guess what?
326
00:20:33.990 --> 00:20:38.553
Only about 30 to 40% of these emails are going to get opened.
327
00:20:38.713 --> 00:20:40.694
Like, Mike, I do an email blast every single month.
328
00:20:41.394 --> 00:20:45.096
Fantastic, 60 to 70% of your customers aren't even seeing it.
329
00:20:45.917 --> 00:20:52.543
SMS text, on the other hand, 98 to 99% of people will see the text messages that you send them.
330
00:20:52.883 --> 00:20:55.906
And as long as they're not spammy, you're not going to get blocked.
331
00:20:56.306 --> 00:21:01.471
So again, don't be like 99% off today, get $350 back on your $200 purchase.
332
00:21:01.651 --> 00:21:03.493
Like don't go spammy with it.
333
00:21:03.793 --> 00:21:04.534
You will get blocked.
334
00:21:04.734 --> 00:21:05.935
Carriers will block you.
335
00:21:06.956 --> 00:21:08.717
What you can do though is be conversational.
336
00:21:09.527 --> 00:21:11.508
Mr. Jones, spring has sprung.
337
00:21:12.048 --> 00:21:16.690
We like to prioritize our loyal customers and get you on the schedule before we get booked out.
338
00:21:17.371 --> 00:21:21.553
If you'd like a property cleanup, hit me back up, and tomorrow I'll get you an estimate for free.
339
00:21:21.693 --> 00:21:22.953
That will get you more responses.
340
00:21:23.214 --> 00:21:32.038
That will not get you blocked, and you'll get opened up 98% to 99% of the time, and you'll also see top of mind for people that when they do need a property cleanup, guess who they're gonna contact?
341
00:21:32.058 --> 00:21:35.920
The person in their database, the person in their text message inbox.
342
00:21:36.580 --> 00:21:38.181
that they already know, like, and trust.
343
00:21:38.621 --> 00:21:43.983
And so if you're not sending out emails and texts to your existing contact database, and you're like, oh no, no, we're not gonna spend any money.
344
00:21:44.203 --> 00:21:47.665
Okay, email, gonna cost you a couple hundred bucks a month from something like MailChimp.
345
00:21:48.105 --> 00:21:52.927
SMS blast might cost you another couple hundred bucks from something like MailChimp or there's a whole bunch of other providers.
346
00:21:53.167 --> 00:22:01.971
There's real cost to this, but why would I shirk away from spending, let's just call it $500, to send out emails to thousands of my customers, texts to thousands of my customers.
347
00:22:02.011 --> 00:22:03.531
Why would I shirk away from spending 500 bucks
348
00:22:05.032 --> 00:22:08.735
And yet I'm still willing to go spend thousands of dollars a month on advertising.
349
00:22:09.695 --> 00:22:11.276
When this is the lowest hanging fruit.
350
00:22:11.577 --> 00:22:15.819
I do all 10 of the things we've talked about today before I spend a single dollar on ads.
351
00:22:16.140 --> 00:22:22.584
And so inside of Homeworks, if you're watching this, up until July of 2026, all the text messages are free.
352
00:22:22.624 --> 00:22:23.745
100% unlimited.
353
00:22:24.505 --> 00:22:29.208
Meaning you can be sending out hundreds of text messages that you usually have to buy as credits.
354
00:22:29.489 --> 00:22:30.129
Completely free.
355
00:22:30.309 --> 00:22:31.270
All of the spring rush.
356
00:22:31.750 --> 00:22:34.232
And it's because I know this just crushes.
357
00:22:34.512 --> 00:22:35.333
People are opening it up.
358
00:22:35.654 --> 00:22:44.468
The people that already know that I can trust you, you have a card on file, they have a customer portal already, you've done work for them, they've at least asked you for an estimate in the past so you know they're a qualified candidate.
359
00:22:44.528 --> 00:23:03.278
So do these 10 things, stop spending money on Facebook or Google, and you're like, well, I do most of those, but if there's one or two you're not doing, stop your ads, do all 10 of these, and then turn your ads on, and watch how much more efficient, and lower your cost per lead is when all of these things are in place.
1
00:00:00.291 --> 00:00:08.456
Home service business owners spend thousands of dollars every single month on Facebook ads and Google ads and little do they know they're flushing it down the toilet.
2
00:00:08.716 --> 00:00:15.639
Until you've done the things that I'm talking about in this video, I would not spend one single dollar on paid advertising.
3
00:00:15.820 --> 00:00:21.743
No door hangers, no YouTube ads, no Facebook ads, no Google ads, no LSA, no Nextdoor.
4
00:00:21.843 --> 00:00:22.663
I don't care what it is.
5
00:00:22.703 --> 00:00:25.905
Don't spend a dollar on ads until you do the things that we're talking about today.
6
00:00:26.045 --> 00:00:30.234
First thing we're going to do, optimize Google business profile.
7
00:00:30.355 --> 00:00:32.059
While we're at it, let's throw in Facebook.
8
00:00:33.072 --> 00:00:34.733
because we're going to have social media.
9
00:00:35.013 --> 00:00:42.697
Google business profile is where you can add your hours, your services, your service area, your address, everything about your business in one spot.
10
00:00:43.037 --> 00:00:44.218
Google loves data.
11
00:00:44.338 --> 00:00:45.838
So give it more data.
12
00:00:46.419 --> 00:00:52.062
When someone leaves a review, that's part of optimizing my Google business profile, getting as many reviews as possible.
13
00:00:52.262 --> 00:00:58.725
It doesn't cost you anything, but when you respond to the review that a customer gives you, don't just say, thanks, Bob.
14
00:01:00.098 --> 00:01:04.140
respond back with SEO friendly responses.
15
00:01:04.920 --> 00:01:20.626
SEO is search engine optimization, meaning I'm gonna take the review from Bob, I'm gonna paste that in a chat to be T or Gemini, I'm gonna say, can you give me an SEO, search engine optimized, friendly response to this review on Google?
16
00:01:21.026 --> 00:01:25.188
It's gonna spit out like a two or three sentences that you can then copy in as your response
17
00:01:26.241 --> 00:01:27.201
on the Google review.
18
00:01:27.901 --> 00:01:36.743
This will allow, especially when it comes to AI, when it's looking through sites, it's looking for reputation, it's looking for confidence in your website.
19
00:01:37.263 --> 00:01:48.086
And one of the strongest things for that is real customer feedback, a review, with a response from you that has keywords that is relevant to the services and the service area that you serve.
20
00:01:48.826 --> 00:01:50.567
So optimize the Google business profile.
21
00:01:50.687 --> 00:01:54.168
Also, you got to add more data than just reviews.
22
00:01:54.588 --> 00:01:56.909
You can't just do service areas.
23
00:01:57.230 --> 00:01:59.110
I want you to have an actual verified address.
24
00:01:59.190 --> 00:02:01.771
Is it a pain in the butt to get a verified address?
25
00:02:01.932 --> 00:02:05.033
Yes, but it's worth it because you show up on the map.
26
00:02:05.233 --> 00:02:12.676
Your ranking, not only on the Google business profile, but even on organic, is affected by whether or not you have an address verified on the map.
27
00:02:12.796 --> 00:02:18.358
Again, think of it from the perspective of Google, ChatWT, Gemini, all these companies.
28
00:02:19.519 --> 00:02:23.281
Ask yourself, what's the whole purpose of them ranking websites?
29
00:02:23.861 --> 00:02:25.882
Is to give the user what they ask for.
30
00:02:26.142 --> 00:02:37.587
And so the whole goal or business model of Google or any other search engine is to make sure that the results they show their customers are accurate and the best option for them.
31
00:02:38.347 --> 00:02:43.449
Your job is to make sure you convey to the search engine that you are the best option.
32
00:02:44.050 --> 00:02:47.051
And that is going to be through having the address verified on Google.
33
00:02:47.171 --> 00:02:51.493
It's gonna be having reviews that you respond to thoughtfully with an SEO friendly response.
34
00:02:51.853 --> 00:02:57.936
It's gonna be adding pictures and video and posts consistently to your Google business profile.
35
00:02:58.596 --> 00:03:02.978
So it's not like you just throw your logo up and you just like look at it once every few months.
36
00:03:03.559 --> 00:03:05.880
At least once or twice a week you wanna post
37
00:03:06.500 --> 00:03:10.406
a picture, a video, something to your Google business profile.
38
00:03:10.647 --> 00:03:16.196
Because Google loves the data, and it shows that you're open, and it will promote you for free.
39
00:03:17.208 --> 00:03:19.669
inside of Google Maps and inside of Google Search.
40
00:03:20.590 --> 00:03:21.750
Just give it more data.
41
00:03:22.050 --> 00:03:25.952
And that comes first in the form of reviews and then everything else we've talked about.
42
00:03:25.972 --> 00:03:35.216
Now on Facebook, I'm gonna be making sure that those same posts that I put on Google, cause I gotta make some content for Google, I'm gonna just go ahead and post those on Facebook as well.
43
00:03:35.416 --> 00:03:37.097
Ideally, in the perfect world,
44
00:03:37.717 --> 00:03:45.042
Those Facebook pictures or video are going to show my local business, my local area, my team behind the scenes before and after.
45
00:03:45.542 --> 00:03:52.206
Don't think that people are waking up every morning just super excited to see your next promotion for core aeration.
46
00:03:52.546 --> 00:03:52.926
They're not.
47
00:03:53.026 --> 00:04:00.011
They're waking up, looking at their Facebook feed, thinking about the kitten or some grand baby of theirs.
48
00:04:00.291 --> 00:04:01.752
That's what they're going to social media for.
49
00:04:02.212 --> 00:04:06.633
And you're interrupting them if you are asking $10 off today for your correlation.
50
00:04:07.093 --> 00:04:12.394
If you do that over and over and over again, the algorithm, Facebook, will simply stop showing your posts.
51
00:04:13.234 --> 00:04:13.574
Why?
52
00:04:13.594 --> 00:04:18.995
Because again, the whole objective of Facebook is to keep people on the platform so they can feed them more ads.
53
00:04:19.355 --> 00:04:29.837
And if people leave the platform because they're constantly being seen your posts that are just selling them stuff, that's a bad experience for Facebook because they need people to stay on their device so they can consume more ads.
54
00:04:30.057 --> 00:04:30.937
So again, what are we going to do?
55
00:04:30.957 --> 00:04:36.459
We're going to try to create content on Facebook that is engaging for the audience, that people comment on.
56
00:04:36.639 --> 00:04:37.179
They like it.
57
00:04:37.219 --> 00:04:37.839
They share it.
58
00:04:37.959 --> 00:04:39.259
And these are usually going to be faces.
59
00:04:39.279 --> 00:04:40.459
They're going to be local.
60
00:04:40.479 --> 00:04:41.460
These are going to be your team.
61
00:04:41.760 --> 00:04:42.820
Before and afters work great.
62
00:04:43.200 --> 00:04:50.802
But don't think that, oh, I post every single day and every single time I look at it, it's like, call now, $50 off.
63
00:04:51.102 --> 00:04:52.022
Get this service today.
64
00:04:52.042 --> 00:04:52.922
Get this service today.
65
00:04:53.342 --> 00:04:56.543
Do that one out of five times max on social media.
66
00:05:00.404 --> 00:05:01.024
not to sell.
67
00:05:01.685 --> 00:05:01.885
All right.
68
00:05:01.905 --> 00:05:17.209
The second thing I need you to do before you spend a single dollar on ads is website conversion rate optimization or CRO is amazing to me how many times at home service web design we have built over a thousand home service websites is amazing to me.
69
00:05:17.570 --> 00:05:24.192
The conversion rate that we see people come in with, we saw one the other day, one out of 400 people, one out of 400
70
00:05:25.552 --> 00:05:28.474
People coming to their website converted into a lead.
71
00:05:29.114 --> 00:05:31.736
And they were getting about one lead every two to three weeks.
72
00:05:33.117 --> 00:05:39.121
After we built their site, within three months, their conversion rate went to one out of 50.
73
00:05:39.221 --> 00:05:41.123
You're like, well, what does that mean?
74
00:05:41.743 --> 00:05:43.404
Same amount of people coming to their website.
75
00:05:44.185 --> 00:05:45.245
We didn't run ads, nothing.
76
00:05:45.265 --> 00:05:50.249
We just changed the design of the website and optimized it for conversion rate.
77
00:05:51.347 --> 00:05:55.389
And they got, for the same amount of traffic, 8x leads.
78
00:05:57.150 --> 00:05:57.390
Why?
79
00:05:57.410 --> 00:06:00.772
Because their conversion rate went from 1 out of 400 to 1 out of 50.
80
00:06:01.232 --> 00:06:05.354
And everyone's out here trying to drive more traffic into a broken funnel.
81
00:06:06.579 --> 00:06:07.959
And so you're like, well, what's the fastest?
82
00:06:08.140 --> 00:06:09.440
See, this is the question everyone asks.
83
00:06:09.960 --> 00:06:11.060
How do I double my business?
84
00:06:11.521 --> 00:06:12.421
Oh, you got to go get ads.
85
00:06:12.741 --> 00:06:15.162
Let's go get more clicks into the top of this.
86
00:06:15.822 --> 00:06:25.325
When in reality, you could take the same number of clicks and 8x the number of leads that you're getting by just increasing the conversion of the website.
87
00:06:25.405 --> 00:06:27.346
You know, how do you increase the conversion of the website?
88
00:06:27.706 --> 00:06:30.607
You make sure that when people get to your site, it loads fast.
89
00:06:31.347 --> 00:06:36.689
That when they pull it up on a mobile device where 80% of your traffic is coming from, that it actually looks good.
90
00:06:36.709 --> 00:06:40.791
They're not having to pinch way in, zoom way over, and then scroll way down.
91
00:06:40.991 --> 00:06:41.912
Your page is super long.
92
00:06:42.052 --> 00:06:43.653
They can't find where your phone number is.
93
00:06:44.153 --> 00:06:47.414
They can't even figure out whether or not you service their area because you don't put it anywhere.
94
00:06:47.674 --> 00:06:52.877
Or you have weird sentences and pictures that make it very confusing as to what do you do?
95
00:06:53.900 --> 00:06:56.443
The two things that customers are wanting when they come to a website.
96
00:06:56.923 --> 00:07:00.547
First off, will this service solve my problem?
97
00:07:00.667 --> 00:07:02.169
And number two, can I get a quote?
98
00:07:02.589 --> 00:07:08.095
So if your headline's not simply saying what services you do and what service area you're
99
00:07:09.905 --> 00:07:10.625
Customers are confused.
100
00:07:11.045 --> 00:07:14.786
I need to be able to know as a customer, do you solve my problem?
101
00:07:15.327 --> 00:07:16.787
And to know, do you solve my problem?
102
00:07:16.807 --> 00:07:18.508
I need to know, do you do my service?
103
00:07:18.948 --> 00:07:20.188
And you do it in my service area.
104
00:07:20.408 --> 00:07:21.148
That's gotta be clear.
105
00:07:21.428 --> 00:07:29.311
And if behind that headline and that text, it's confusing me because I don't know what you do, I won't scroll, I won't click to another page.
106
00:07:29.811 --> 00:07:33.672
And so I'm gonna make it painfully obvious what I do and then I'll solve the problem for the customer.
107
00:07:34.032 --> 00:07:36.897
And then I want to make sure that they actually submit an estimate request form.
108
00:07:37.258 --> 00:07:45.612
If you put the contact us page as a button and they've got to leave the home page to submit an estimate request form, conversion rate drops off a cliff.
109
00:07:47.602 --> 00:07:52.304
Okay, so in the edit here, I realized that I didn't really tell you how you could fix your own website.
110
00:07:52.624 --> 00:07:54.845
So I built a tool, homeserviceaudit.com.
111
00:07:55.125 --> 00:07:55.966
It's completely free.
112
00:07:55.986 --> 00:07:57.706
You don't have to put your email address in.
113
00:07:57.826 --> 00:07:58.867
There's no cost whatsoever.
114
00:07:58.967 --> 00:08:03.089
You can go put your URL, your web address, directly into the form.
115
00:08:03.269 --> 00:08:09.371
And using AI and everything I know about websites, it'll tell you exactly what to do to get more leads from your website.
116
00:08:09.552 --> 00:08:10.472
Go check it out today.
117
00:08:10.732 --> 00:08:24.056
So I want to have my website form, the form that I'm getting questions from the customer answered, the contact form, I am going to have that above the fold, at the top of the page, ideally on the homepage.
118
00:08:24.076 --> 00:08:25.637
I don't want them to have to leave the site.
119
00:08:26.097 --> 00:08:30.758
I don't want them to have to click into another button that goes to a different page or goes to a scheduling service.
120
00:08:30.838 --> 00:08:31.398
I don't want that.
121
00:08:32.019 --> 00:08:32.839
This leads into...
122
00:08:33.658 --> 00:08:34.679
Form optimization.
123
00:08:34.879 --> 00:08:43.806
If when they get to your form, you're asking for everything besides their social security number and their shoe size, you're going to reduce conversion rate.
124
00:08:44.066 --> 00:08:45.988
If I ask someone 20 different things,
125
00:08:47.120 --> 00:08:55.202
Versus three different things of contact information, type of services they want, their zip code, their city, their name, their last name.
126
00:08:55.442 --> 00:08:56.162
Do you have pets?
127
00:08:56.402 --> 00:08:57.342
Do you have a gate?
128
00:08:57.422 --> 00:08:58.922
Can I just please give you money?
129
00:08:59.682 --> 00:09:06.844
There are some of your best customers that will fall off during the form because they value their time and they don't want to spend 10 minutes filling out your form.
130
00:09:06.864 --> 00:09:09.084
And you're like, oh, I'm trying to qualify the customer.
131
00:09:09.124 --> 00:09:12.565
Your best customers are leaving because they value their time.
132
00:09:13.537 --> 00:09:23.940
If you go into most services that are big companies and you look at Apple, you look at Google, they don't ask for 20 different things to get set up for their service.
133
00:09:24.361 --> 00:09:26.121
It's like, we need your name and your email address.
134
00:09:26.141 --> 00:09:26.781
Thank you very much.
135
00:09:27.202 --> 00:09:32.723
So what is the minimum amount of information that I need to be able to know that I can provide the service to the customer?
136
00:09:33.444 --> 00:09:34.264
That's what I'm pushing for.
137
00:09:34.724 --> 00:09:36.565
I'm not gonna show them a big, massive form.
138
00:09:37.305 --> 00:09:40.066
I'm gonna show them just a few things I need to be able to provide a quote.
139
00:09:40.890 --> 00:09:46.353
accurately, the more fields that you put inside that form, you are reducing your conversion rate.
140
00:09:46.873 --> 00:09:50.796
And that might be fine if you're in profit mode and you only want a certain type of customer.
141
00:09:50.876 --> 00:09:51.296
That's fine.
142
00:09:51.816 --> 00:09:57.219
Just know if you're trying to grow, having a big old long form, it directly integrates with my CRM.
143
00:09:57.239 --> 00:09:58.440
It brings all the information over.
144
00:09:58.900 --> 00:10:08.106
So you're gonna save approximately 20 seconds of copying and pasting in exchange for a 20 or 30% reduction in the amount of lead that you're getting.
145
00:10:08.988 --> 00:10:12.152
And so I'm going to optimize my form based upon am I in profit mode?
146
00:10:12.433 --> 00:10:18.200
And I'm trying to reduce the number of leads I'm getting, but I want to increase the quality because I want all these questions answered.
147
00:10:18.781 --> 00:10:26.030
Or I'm in growth mode where I'm going to have less filters, less fields in my form, but I'm going to get as many leads as possible.
148
00:10:26.491 --> 00:10:31.253
You got to ask yourself the question and only you know where in that continuum you want to be.
149
00:10:31.393 --> 00:10:42.239
So make sure the forms that you are giving are relevant to the services that are being requested, as well as if you're going to have a longer form, I highly recommend making it where as they fill it out, it opens up.
150
00:10:42.419 --> 00:10:46.681
So at first, I'm just going to show them the basic contact information that I need.
151
00:10:47.321 --> 00:10:50.463
And once they fill it out, then they can select the services that they want.
152
00:10:51.023 --> 00:10:54.045
Then it unlocks and they're able to see the pricing.
153
00:10:54.465 --> 00:10:58.608
And then to select the pricing, then they're able to see the credit card information and putting that on file.
154
00:10:58.868 --> 00:11:00.469
Then they're able to see the terms and conditions.
155
00:11:01.029 --> 00:11:05.272
If I just showed that all at the beginning, it looked way too intimidating for most people to even start.
156
00:11:05.492 --> 00:11:14.578
So you've got to optimize your form based upon the services you offer and whether or not you're trying to optimize for growth or profit and the best customers only getting through.
157
00:11:15.238 --> 00:11:16.859
Number four is to answer questions.
158
00:11:18.047 --> 00:11:21.569
the phone 10 plus hours a day.
159
00:11:24.811 --> 00:11:29.713
And ideally, you're going to use a human because they'll be able to upsell customers a lot better than AI.
160
00:11:30.054 --> 00:11:31.975
But at the very least, have AI.
161
00:11:32.415 --> 00:11:37.938
If you need a part-time assistant, a VA, someone, answer the phone at least 10 hours a day, six days a week.
162
00:11:38.098 --> 00:11:42.621
Immediately, you're going to go from 40 hours, like everyone else of your competition, to 60 hours.
163
00:11:42.641 --> 00:11:42.741
Okay.
164
00:11:43.481 --> 00:11:45.642
10 hours a day times six days per week.
165
00:11:46.062 --> 00:11:47.262
That's a 50% bump.
166
00:11:47.422 --> 00:11:50.043
I can guarantee you, you increase your conversion.
167
00:11:50.343 --> 00:11:59.025
You increase the number of leads you get because when customers are calling at 6 p.m. around to all the competition and you're the only one that picks up, you'll probably get the job.
168
00:11:59.085 --> 00:12:03.266
The next thing I need you to do before you spend a single dollar on ads is have a max...
169
00:12:03.906 --> 00:12:05.968
lead time of 24 hours.
170
00:12:06.268 --> 00:12:20.401
The lead time has got to be less than 24 hours, meaning that when the customer submits a request form, calls you, emails you, DMs you, or in some way reaches out to you, under 24 hours, I want the lead in their inbox.
171
00:12:20.701 --> 00:12:25.062
whether it be email or text, whatever it is, I need them seeing pricing within 24 hours.
172
00:12:25.102 --> 00:12:28.823
Now, ideally, I would like to do that instantly or over the phone.
173
00:12:28.943 --> 00:12:29.683
That would be the best.
174
00:12:30.083 --> 00:12:32.484
But there are certain services you're gonna have to do an in-person estimate.
175
00:12:32.664 --> 00:12:38.165
But I don't want someone waiting a week to see me and then another week to get the quote in their inbox.
176
00:12:38.665 --> 00:12:40.206
That would be 14 days.
177
00:12:41.026 --> 00:12:42.526
I want it to be 24 hours or less.
178
00:12:42.726 --> 00:12:44.767
You're like, why does that matter?
179
00:12:45.567 --> 00:12:47.128
The Google bros don't need your money.
180
00:12:47.569 --> 00:12:54.533
And we just keep pouring money to those platforms and door hangers and all the rest of it versus just being like, how do we optimize all of these stages?
181
00:12:54.674 --> 00:12:58.296
Because if you did this, you'd probably double or triple the amount of leads that you're getting.
182
00:12:58.516 --> 00:13:00.318
They don't have jobs that you end up getting accepted.
183
00:13:01.078 --> 00:13:01.339
All right.
184
00:13:01.639 --> 00:13:02.260
We got lead time.
185
00:13:02.280 --> 00:13:03.281
You're like, I got dialed in.
186
00:13:03.402 --> 00:13:04.503
We're doing it over the phone.
187
00:13:04.864 --> 00:13:06.186
We're doing it within a matter of a couple hours.
188
00:13:06.206 --> 00:13:07.828
We can go out to the job same day.
189
00:13:07.868 --> 00:13:08.769
We meet the customer.
190
00:13:08.930 --> 00:13:09.230
Awesome.
191
00:13:09.350 --> 00:13:15.539
Once the estimate has been sent, we need to automate SMS, text messages, and email to the customer.
192
00:13:15.680 --> 00:13:15.900
We got to
193
00:13:16.040 --> 00:13:19.521
follow up on the estimate inside of homework.
194
00:13:19.541 --> 00:13:31.404
So you can set up automations around text and email and you'd be like one day after two days after three days after five days after seven days after 10 days after, especially within those first week, I want as many touch points as possible.
195
00:13:31.724 --> 00:13:33.804
And I'm not just going to keep saying, did you get the quote?
196
00:13:33.844 --> 00:13:34.424
Did you get the quote?
197
00:13:34.464 --> 00:13:35.004
Did you get the quote?
198
00:13:35.285 --> 00:13:36.705
I'm going to use different angles.
199
00:13:37.525 --> 00:13:42.209
and hooks on the SMS and the email follow-ups to make sure I engage the customer.
200
00:13:42.449 --> 00:13:44.511
I'm gonna use scarcity and urgency.
201
00:13:45.132 --> 00:13:46.953
Scarcity is there's a limited supply.
202
00:13:47.213 --> 00:13:48.655
There's only so many of these left.
203
00:13:49.075 --> 00:13:51.877
There's only four more people on this route that's available.
204
00:13:52.278 --> 00:13:53.939
Then there's urgency, which is time.
205
00:13:54.159 --> 00:13:54.340
Urgency.
206
00:13:54.860 --> 00:13:56.661
By March 1st, you got to sign up.
207
00:13:56.842 --> 00:13:59.023
This promotion offer ends this time.
208
00:13:59.204 --> 00:14:03.807
Like you got to have scarcity and urgency wrapped up inside your SMS or your email.
209
00:14:04.007 --> 00:14:07.010
Because a lot of people are like, oh no, I do follow-ups.
210
00:14:07.130 --> 00:14:08.151
I do automations.
211
00:14:08.511 --> 00:14:09.252
And then I look at them.
212
00:14:09.272 --> 00:14:11.253
It's like, here's your quote estimate again.
213
00:14:11.273 --> 00:14:16.057
It's like they saw that the first day, second day, and the third day that you sent that.
214
00:14:16.397 --> 00:14:17.959
You've got to use different angles to...
215
00:14:18.639 --> 00:14:19.940
on those texts and those emails.
216
00:14:20.040 --> 00:14:28.823
Otherwise, they are irrelevant and they will not move the needle if every single of your follow-ups that are automated look exactly the same as the one before.
217
00:14:29.204 --> 00:14:30.604
But we're not done yet.
218
00:14:30.944 --> 00:14:34.226
Because before you spend a single dollar on advertising,
219
00:14:35.186 --> 00:14:38.889
I also want you to do follow up phone calls.
220
00:14:38.909 --> 00:14:42.051
This is the one everyone tries to get away from because they're like, I can do automations.
221
00:14:42.091 --> 00:14:42.591
No problem.
222
00:14:42.671 --> 00:14:43.692
Text, email, let's go.
223
00:14:44.412 --> 00:14:51.056
But phone calls take some serious kahunas to call people and ask them, hey, you got the quote?
224
00:14:51.297 --> 00:14:52.157
What questions do you have?
225
00:14:52.717 --> 00:14:55.319
And hear their objections and then overcome the objections.
226
00:14:55.659 --> 00:14:57.400
Well, I've got to wait for three more quotes.
227
00:14:58.241 --> 00:14:59.422
I've got to talk to my spouse.
228
00:15:01.010 --> 00:15:03.452
My father always told me not to accept the first estimate I get.
229
00:15:03.753 --> 00:15:05.935
All the random objections you're going to get.
230
00:15:06.395 --> 00:15:10.059
It is difficult because it's live and you have to address them on the phone.
231
00:15:10.739 --> 00:15:12.421
So a lot of times people will shirk away from this.
232
00:15:13.362 --> 00:15:17.606
One very easy way to double your conversion rate is to just start doing follow-up phone calls.
233
00:15:18.106 --> 00:15:22.270
We ran a test of across thousands of estimates at Augusta Lawn Care.
234
00:15:22.971 --> 00:15:31.014
And it went from about 34% to 67% close rate if they just followed up with the customer a minimum of three times on the phone.
235
00:15:31.214 --> 00:15:32.175
You gotta have phone calls.
236
00:15:32.195 --> 00:15:33.255
You're like, how do I automate that?
237
00:15:33.756 --> 00:15:43.139
Inside the automation sequence in HomeWorks, just have the text or email come back to you or your office person that says, hey, this customer needs to follow up phone call.
238
00:15:43.380 --> 00:15:48.662
Here's a link to their estimate, here's their name, here's their address, and here is their phone number.
239
00:15:49.282 --> 00:15:51.784
And then you just tap on the phone number and you're calling.
240
00:15:52.084 --> 00:15:54.766
And then I tap while I'm calling, I tap on the estimate.
241
00:15:54.786 --> 00:15:55.427
I'm looking at the estimate.
242
00:15:55.447 --> 00:15:56.448
Okay, there's all the information.
243
00:15:56.488 --> 00:15:57.068
Fantastic.
244
00:15:57.388 --> 00:15:57.649
All right.
245
00:15:57.669 --> 00:16:01.432
When I get the customer on the phone, I'm not just asking, do you have any questions?
246
00:16:02.252 --> 00:16:03.934
I'm not asking, did you get the quote?
247
00:16:04.574 --> 00:16:05.274
Those are weak.
248
00:16:05.974 --> 00:16:07.015
Those are entry level.
249
00:16:07.055 --> 00:16:08.155
Those are better than nothing.
250
00:16:08.195 --> 00:16:10.135
I'm thankful that you're doing follow-up phone calls.
251
00:16:10.195 --> 00:16:10.816
Thank you very much.
252
00:16:11.596 --> 00:16:14.817
But if you want to go to the next level, we're going to use scarcity and urgency.
253
00:16:15.157 --> 00:16:20.098
We're going to tell them, hey, we'd love to get pictures of this for our social media of this specific service.
254
00:16:20.558 --> 00:16:29.180
We'd love to get you on the schedule because we have four to five weeks of schedule being booked out and we got one spot available next Thursday.
255
00:16:29.300 --> 00:16:32.383
I'm going to call and I tell them, hey, we have a one day promotion.
256
00:16:32.663 --> 00:16:36.866
Today only on the service that you requested, we're also offering this other service for free.
257
00:16:37.246 --> 00:16:39.368
I'm always coming with bullets in the chamber.
258
00:16:39.668 --> 00:16:44.492
I'm coming with ammunition because if they say no to next Thursday, no worries, Mr. Jones.
259
00:16:45.073 --> 00:16:46.494
I can always call them tomorrow.
260
00:16:46.774 --> 00:16:47.635
I can still text them.
261
00:16:47.715 --> 00:16:53.580
I can still email them without harassing them because the last thing you want to hear when you say, do you have any questions?
262
00:16:54.100 --> 00:16:55.101
No, we don't have any questions.
263
00:16:55.121 --> 00:16:57.303
We'll let you know whenever we make a decision.
264
00:16:58.427 --> 00:16:59.268
you are at a dead end.
265
00:16:59.888 --> 00:17:08.715
Any sort of communication that you do after that is looked at as pushy, as salesy, as intrusive versus, hey, Mr. Jones, I just wanna give you a quick call.
266
00:17:09.015 --> 00:17:13.719
I just noticed that next week we only have one spot available and I know that was important for you to get the property cleanup done.
267
00:17:14.039 --> 00:17:20.405
And so I was going to give you a call and see if we can get that on the schedule because after that, we got three or four weeks worth of work that's booked up.
268
00:17:20.465 --> 00:17:21.826
And if they say no to that, that's fine.
269
00:17:21.946 --> 00:17:22.907
I gotta talk to my spouse.
270
00:17:23.227 --> 00:17:24.288
No worries, Mr. Jones.
271
00:17:24.808 --> 00:17:25.889
I know you got to talk to your spouse.
272
00:17:26.009 --> 00:17:26.990
I would do the same thing.
273
00:17:27.250 --> 00:17:32.974
I'm going to go ahead and reserve that spot for next Thursday on the schedule because I know it's important to get that done and I don't want you to have to wait four weeks.
274
00:17:33.175 --> 00:17:33.895
So I'm going to reserve it.
275
00:17:34.135 --> 00:17:34.916
You talk to your spouse.
276
00:17:34.976 --> 00:17:36.417
I'll give you a call back tomorrow.
277
00:17:36.657 --> 00:17:37.478
Again, back on me.
278
00:17:37.658 --> 00:17:38.158
Don't have them.
279
00:17:38.519 --> 00:17:39.459
I'm not waiting on them calling me.
280
00:17:40.360 --> 00:17:42.462
I'll call you back again tomorrow and confirm the appointment.
281
00:17:42.703 --> 00:17:45.546
You've got to stay in control and you can do that using follow-up phone calls.
282
00:17:45.766 --> 00:17:51.191
Number eight, I want no pending estimates that I have not followed up on.
283
00:17:51.432 --> 00:17:57.258
It is amazing to me when I go out and turn arounds or I look through people's software and I see they have sent 40 quotes.
284
00:17:57.898 --> 00:17:58.859
A couple of them are accepted.
285
00:17:58.879 --> 00:17:59.440
And I'm going to say,
286
00:17:59.620 --> 00:18:03.382
All of them have been opened and all of them, their status is still pending.
287
00:18:04.043 --> 00:18:06.404
This is low hanging fruit for follow up phone calls.
288
00:18:06.664 --> 00:18:16.650
The fact that you have not followed up with any quote that says pending and inside homeworks, you can see if they opened it up so you can literally know, okay, I sent it 1014.
289
00:18:17.351 --> 00:18:18.371
Okay, 1031.
290
00:18:18.391 --> 00:18:19.332
They opened up the link.
291
00:18:20.012 --> 00:18:20.593
Fantastic.
292
00:18:21.765 --> 00:18:22.786
I know they have seen the quote.
293
00:18:22.806 --> 00:18:24.907
I'm not calling them to ask if they got the quote.
294
00:18:25.027 --> 00:18:29.189
I'm asking them, what problems do we have to overcome to be able to solve this problem for you?
295
00:18:29.430 --> 00:18:30.430
But no pending estimates.
296
00:18:30.450 --> 00:18:32.231
Don't have a pending estimate stacking up.
297
00:18:32.251 --> 00:18:33.632
This is customers ghosting you.
298
00:18:33.952 --> 00:18:35.673
These are people that are like, hey, I want to go out.
299
00:18:36.033 --> 00:18:39.816
And they call you up and you spend time, energy, going to their property, doing a property walkthrough.
300
00:18:40.536 --> 00:18:49.704
yakking about whatever they want to talk about, getting the quote, preparing the quote, doing a design, doing a drawing, coming up with all the numbers, and then they just sit you on red.
301
00:18:49.884 --> 00:18:50.685
Pending status.
302
00:18:51.125 --> 00:18:52.026
They're ghosting you.
303
00:18:52.366 --> 00:18:53.147
And I won't have it.
304
00:18:53.427 --> 00:18:56.930
We will follow up with every single quote until they say no.
305
00:18:57.751 --> 00:19:01.594
And if you've got to push on follow-up phone calls, hey, Mr. Jones, hey, I don't mean to be pushy,
306
00:19:02.610 --> 00:19:03.912
I know you said I'm pushy.
307
00:19:04.353 --> 00:19:05.194
You're talking to me calling.
308
00:19:05.515 --> 00:19:09.000
I just need a yes or no so I can go ahead and mark this account complete.
309
00:19:09.420 --> 00:19:11.884
I just need a no so I don't have a pending estimate.
310
00:19:12.385 --> 00:19:14.167
And if they need to say no, that's fine.
311
00:19:14.528 --> 00:19:16.210
But I'm not going to have pending estimates.
312
00:19:16.290 --> 00:19:17.152
All right, number nine.
313
00:19:17.712 --> 00:19:25.254
Another thing I'm going to do before I spend a single dollar on advertising is a monthly email blast to all of my customers.
314
00:19:25.474 --> 00:19:33.757
Why in the world would I spend a single dollar on advertising before emailing all my existing customers and saying, Hey, would you like to buy more stuff from me?
315
00:19:34.637 --> 00:19:35.858
You already know, like, and trust me.
316
00:19:35.918 --> 00:19:36.939
I have your card on file.
317
00:19:36.959 --> 00:19:39.822
We've done service for you in the past, or we're still doing service for you now.
318
00:19:40.543 --> 00:19:41.864
Would you like to buy more stuff?
319
00:19:42.144 --> 00:19:53.694
What's the likelihood of people that have already done work for you, done work with you, paid you money, met you in person, built trust and rapport with you, saw your crew, was happy with the service.
320
00:19:53.975 --> 00:19:58.579
What's the likelihood of them accepting an estimate versus Joe Schmo seeing a Google ad?
321
00:19:58.819 --> 00:20:07.081
And how much more effort am I going to have to convince Joe Schmo versus the person in my contact database that I've already done work for in the past and I have their credit card information on file?
322
00:20:07.341 --> 00:20:08.902
Send an email to all your existing customers.
323
00:20:09.182 --> 00:20:17.064
And yes, Inside Homeworks, in the email template builder, you can make really fancy emails with GIFs and videos and pictures and all sorts of cool fancy doodads.
324
00:20:17.304 --> 00:20:26.547
And I have yet to see those outperform very basic two or three sentences that comes across as a very personalized email text only with my name at the end to the customer.
325
00:20:27.207 --> 00:20:33.510
The same thing is true for number 10, and that is an SMS blast, because guess what?
326
00:20:33.990 --> 00:20:38.553
Only about 30 to 40% of these emails are going to get opened.
327
00:20:38.713 --> 00:20:40.694
Like, Mike, I do an email blast every single month.
328
00:20:41.394 --> 00:20:45.096
Fantastic, 60 to 70% of your customers aren't even seeing it.
329
00:20:45.917 --> 00:20:52.543
SMS text, on the other hand, 98 to 99% of people will see the text messages that you send them.
330
00:20:52.883 --> 00:20:55.906
And as long as they're not spammy, you're not going to get blocked.
331
00:20:56.306 --> 00:21:01.471
So again, don't be like 99% off today, get $350 back on your $200 purchase.
332
00:21:01.651 --> 00:21:03.493
Like don't go spammy with it.
333
00:21:03.793 --> 00:21:04.534
You will get blocked.
334
00:21:04.734 --> 00:21:05.935
Carriers will block you.
335
00:21:06.956 --> 00:21:08.717
What you can do though is be conversational.
336
00:21:09.527 --> 00:21:11.508
Mr. Jones, spring has sprung.
337
00:21:12.048 --> 00:21:16.690
We like to prioritize our loyal customers and get you on the schedule before we get booked out.
338
00:21:17.371 --> 00:21:21.553
If you'd like a property cleanup, hit me back up, and tomorrow I'll get you an estimate for free.
339
00:21:21.693 --> 00:21:22.953
That will get you more responses.
340
00:21:23.214 --> 00:21:32.038
That will not get you blocked, and you'll get opened up 98% to 99% of the time, and you'll also see top of mind for people that when they do need a property cleanup, guess who they're gonna contact?
341
00:21:32.058 --> 00:21:35.920
The person in their database, the person in their text message inbox.
342
00:21:36.580 --> 00:21:38.181
that they already know, like, and trust.
343
00:21:38.621 --> 00:21:43.983
And so if you're not sending out emails and texts to your existing contact database, and you're like, oh no, no, we're not gonna spend any money.
344
00:21:44.203 --> 00:21:47.665
Okay, email, gonna cost you a couple hundred bucks a month from something like MailChimp.
345
00:21:48.105 --> 00:21:52.927
SMS blast might cost you another couple hundred bucks from something like MailChimp or there's a whole bunch of other providers.
346
00:21:53.167 --> 00:22:01.971
There's real cost to this, but why would I shirk away from spending, let's just call it $500, to send out emails to thousands of my customers, texts to thousands of my customers.
347
00:22:02.011 --> 00:22:03.531
Why would I shirk away from spending 500 bucks
348
00:22:05.032 --> 00:22:08.735
And yet I'm still willing to go spend thousands of dollars a month on advertising.
349
00:22:09.695 --> 00:22:11.276
When this is the lowest hanging fruit.
350
00:22:11.577 --> 00:22:15.819
I do all 10 of the things we've talked about today before I spend a single dollar on ads.
351
00:22:16.140 --> 00:22:22.584
And so inside of Homeworks, if you're watching this, up until July of 2026, all the text messages are free.
352
00:22:22.624 --> 00:22:23.745
100% unlimited.
353
00:22:24.505 --> 00:22:29.208
Meaning you can be sending out hundreds of text messages that you usually have to buy as credits.
354
00:22:29.489 --> 00:22:30.129
Completely free.
355
00:22:30.309 --> 00:22:31.270
All of the spring rush.
356
00:22:31.750 --> 00:22:34.232
And it's because I know this just crushes.
357
00:22:34.512 --> 00:22:35.333
People are opening it up.
358
00:22:35.654 --> 00:22:44.468
The people that already know that I can trust you, you have a card on file, they have a customer portal already, you've done work for them, they've at least asked you for an estimate in the past so you know they're a qualified candidate.
359
00:22:44.528 --> 00:23:03.278
So do these 10 things, stop spending money on Facebook or Google, and you're like, well, I do most of those, but if there's one or two you're not doing, stop your ads, do all 10 of these, and then turn your ads on, and watch how much more efficient, and lower your cost per lead is when all of these things are in place.
