Franchising Webinar 18.11.25 | Learn About The Local Guys Franchising Opportunities!

Hey, everyone. If you're interested in starting your own business with the local guys and you're looking for more information, this webinar is a great resource. We're going to go over everything you'll need to know and answer common questions. You'll hear from our divisional and regional franchise partners and some of our support centre team. Hopefully this recording answers some of your questions and assists you in becoming the next local guy in your area. In the meantime, sit back and enjoy. And and if you'd like to learn more, click on the link in the description to book in for a discovery call. Hello. Hello. Just getting a few more people join guys. So just a couple of stragglers come in and Shannon will kick us off. That's my radio voice, by the way.

Awesome.

I'll just keep letting him in. Sh. Far away Y Beautiful.

All right, well, welcome everybody.

Thank you for coming to our franchising webinar. We are going to get started. I'm just going to play a little video of a few fun of our faces.

Beautiful.

Well, my name is Shannon. I'm the operations manager here at the local guys and all of what I do when I'm not looking after the office and making sure kind of everything's running properly is look after training our new franchise partners. So if you do choose to come on board, you'll be stuck with me for a few days. But I promise I do make it a bit of fun, as Jared can says he does a few of them too, but I like to think mine's a lot of fun. I also look after national clients and tenders as well and focus on kind of bringing in a bit of extra new work for our franchise partners through a national client basis. And we've got a lot of great clients that I work with as well, which is also really exciting. My background is through marketing. I actually met Jared. We were talking about this just before we got through that. I worked through and straight out of uni. Jared was actually one of my first clients. So Jared and Stace, when they started the franchising side of things, I helped them build the first website. And then lo and behold, I've now seen the whole thing kind of come together from the very start. So it's been nice to be a part of the whole thing. You are going to meet a couple of other faces today that I will introduce. One will be Jared, who I will go through his story with him a little bit later. He's the founder of the local guys as well as Stacy, his lovely wife. And they Started as a man in a van, obviously, just going around and doing the work themselves. But they were previous franchise owners. So Jared previously owned a schnitz and two Boost Juices here in Adelaide as well. So kind of saw the best, the good and the bad of franchising and took the good and made us what we are today as well. I've got Sean and Renee Hartigan here as well for any pest control and people in here and they look after our pest control division and look after everything in that side of things. Sean was made redundant at Holden's and then kind of invested his time into building a pest control control business and came over here. So they've been with us for four years, almost five now I think as well. Coming up, which is crazy times. Flying RJ or Ruby Jade, however you may know her, I know a lot of you probably have had a nice opportunity to chat with rj. She's our onboarding specialist and team lead for franchising as well. So she looks after cleaning, carpet cleaning and test and tag and assists everyone that's in the current stage that you are in and just walk you through that process of how to actually get started and fill you in with all the answers that you may need for those questions that we know can be top of mind. But I'm going to start with a bit of who are the Local Guys. Jared, I might just pass to you to talk about yourself.

Sure. My favorite subject. Well, just on that RJ that you just saw there, she just got a promotion today. So really great news for her. She's done an amazing job here at the Local Guys and we just bumped her up to managing our franchise team and those of you have already spoke to her could attest that she's a superstar. And yeah, we're super proud of her. But yeah, I guess onto myself. As Shannon sort of said before, I've been in the service business for 12 years now. I started off as man in a van in the test and tag industry myself and Stacy, who she's on this call as well at the moment. We had a couple of Boosts Juices and a restaurant, 100 seater franchise restaurant. Wasn't really getting the work life balance that we wanted. Working seven days a week in the Boost Juices and earning basically a wage, big debts and lots of stresses with staff and all sorts of stuff. So we thought, oh, the smart thing to do is get a second one because that's going to solve all of our problems and then we can just be managers and sit back and count our money and we found that we had just double the amount of work and probably about the same amount of money. So we thought the smart thing there was, we were really smart, was to trade both of those in and get a hundred seater restaurant franchise in Westfield shopping center. And we thought then we'll definitely be able to just sit back and manage staff and count our money. And we went from working seven days a week to work now working six, seven days a week, days and nights. And this whole time I'd been doing the electrical test and tagging in the background and it was fan and as I think someone told me from Boost Juice head office ones, you've been spoiled in the service industry because you know, we could go out and earn, you know, a thousand dollars a day and hold on to most of it where, you know, in the Boost Juices or the restaurant or whatever, we could earn a thousand dollars a day but probably give away about 85% of it. So we wanted to have kids and you know, we've got three beautiful young kids now. But we said we can't keep going at this pace doing all this and how the heck are we going to start a family in this whole side of things. So we chucked it all in and we went back to our roots and we went back to the service based stuff. And it gave us a lot more flexibility. I mean, the thing I love about it is you're your own boss. If you want to book time off to go. We had a caravan back then. If you want to go lay in the caravan, we just say we're booked out for two weeks. You know, no one knows whether you're doing work or not doing work or whatever, or have jobs booked in. So we just book ourselves out for that. As I said, profitability wise it was a lot more profitable. And we didn't have a lot of expenses over our head either. So we didn't have a big loan, we didn't have big rents, we didn't have massive labor costs and stuff like that. You'll hear from some of the other people speaking later on of our biggest expense, whether it's pest control, cleaning or test and tag, might be a little bit of chemical, a sticker, some cleaning supplies. But what you get in return for that little investment is so much more where as I said the other way it was like 85% of the money you're giving out and then you still had to pay a massive loan after that. So we found what we love. We love helping small businesses, people that have got the dream of starting their own small business. We love supporting them through that and seeing them come to us and having a clue about any sort of business, maybe working in a factory or an office job their whole lives and then we nurture them and we get them them through that first training period and you know, then past their first year and then see them growing businesses of their dreams and that's what we love. And yeah, that's what I've been doing for the last, I think it's 13 years now and you know, one day hopefully I'll pass that on to my kids because I think it's pretty special. So yeah, that's a little bit about us.

Beautiful, thank you. Another little bit about us as well is our vision and our mission. And so a big thing for us is obviously just making business ownership, successful business ownership available to all we know firsthand at the local guys. It's hard to start a business and if it was easy, everyone would do it. And our big thing is basically making sure that we can provide those opportunities to people like yourselves and make it simple so we provide all of the background. You don't have to go into it completely blind and empty handed. We will give you everything that you need to succeed from the outset. Our mission as well is obviously helping people grow the business of their dreams. We love watching our franchise partners be able to build something like Jared said and be able to pass it down and create that asset. We do that by excellent training, brand reputation and support as well. Ongoing and we believe obviously on the back of that as well, our franchise partners will serve their clients with passion and excellence as well. So it all kind of comes hand in hand. A couple of our values as a company as well is family. So we obviously believe in balancing family with working hard. So work life balance is a huge thing for us here in the office as well as well, especially all throughout the local guys. Excellence in the ordinary is a big thing as well. So we make the little things glow. So every little thing we like to make sure is excellent for our customers and for our franchise partners so that everything that represents us as a brand is out there in the market and doing its thing. Crusade as well is what we're doing as a team matters. We're doing work that matters. We're going into homes and businesses and making them a better place. Fear not as well. We don't make decisions based on fear. We're proactive and not reactive as well. So the decisions that we like to make one foot forward rather than doing something Based off of just reacting to something that's happened serve the market as well. So we believe that if we help each other and people with enough of their problems then money we won't ever have to worry about it because referrals are a big thing in our business. So throughout that market we can basically go through and help people and then they'll help us never give up as well. So we will impose our will on the marketplace. So and we make sure that we obviously go into something. We don't just throw in the towel. Everything gets our best foot forward and we go through and never give up. I'm just noticing a couple of chats. In the, in the chat we'll keep questions to the end and we will answer those at the end. Team as well. We're team members, not employees. So we work towards a common goal, meaning we're here to support our franchise partners and also through our customers as well. So we work together to do that people. We strive to leave everyone better than we found them. So obviously going into those homes and businesses and we want to make sure that the work that we do is out there making things better. We don't leave things worse, we make them better every time. And then failure. If we fail, we fail forward. So like I said before, we're definitely proactive when it comes to these things. If we do fail, we learn from it and we implement something to make sure it doesn't happen again or learn from it and make things better on the long run. Source of good as well. So we always come from a place to do good. I'll talk a little bit about a charity and things that we do later on as well. But everything that we do is basically there to do something for our community as well. So we do everything that we can to support our community and make things better. Self employed as well. We all take care of responsibility like we own the place. You're going to come business owners if you are a part of this company, which is awesome. So if you're looking at starting your own business, you're self employed now. You're not an employee anymore. You've got your own little baby to grow basically and grow something really great and then giving back as well. So we believe in giving back to people. So I'll talk a little bit about our World Vision partnership later on. And we also do a lot of little fun things like blood drives and things like that and anything we can do as a team to do our part for the community. Our team are also award winning franchise Partners, which is wonderful, and it's definitely a testament to their work ethic and also what service they provide. We've been lucky enough to win four product Review Excellence in Business awards for excellent service quality. And that just goes down to our customers giving us great reviews based on the service that our franchise partners have provided them. So it's a great pat on the back for them. We do have a policy that all of our franchise partners do have to maintain a 4.5 star rating at all times. And we have never had anyone fall below that, I don't think so. It's a testament to all of our franchise partners and their skills, and we wouldn't win these awards if it wasn't for that rating. And now a little bit about our history. So just to recap as well, because I know Jarrod mentioned a little bit of this, but we started with the local guys, Test and tag in 2019. So that was in May. And then in 2021, we brought on Sean and Renee for pest control. So they came in quick slide after that. We then won our first Business Excellence award in Test and Tag in January and then went on to win it again the next year in 2023. In August of 2023, we also started cleaning, which has been exciting. And then in December, we actually jumped over and started over in New Zealand. So we've been expanding over there recently, which has been great. We've got quite a few people over there now in all divisions, which has been very exciting. And then In January of 2024, we won the Business Excellence Award again for test and tag, but also pest control this time, which was. And then quickly after that as well, we expanded into cleaning in New Zealand, and then pest control came over as well. We won the award again in 2025, and I'm sure I'll be updating this again soon next year for us winning it again. But we turned 6 in May. We've done a whole bunch of other stuff that we. I really need to update this timeline, but we've got a lot of exciting things on the horizon and things that we've done over the last couple of months alone. So, yeah, it's been very exciting. Basically, the point of this is we don't stop. And we're constantly kind of going and evolving and hitting new milestones. We're about to hit 100 franchise partners, which is our next milestone, which is very exciting. Rj, what are we.

What are we at now?

We. I think we're hitting 100. This training.

Yeah. Okay. Beautiful.

Yeah. It's going to be awesome. I think we're at 103 after that. I believe RJ might correct me if I'm wrong, but yeah, it's going to be very exciting. So we've been looking forward to it. There's a few balloons and things that might be going up and a podcast or two, so keep your ears peeled for one of those. But something we've been looking forward to for a long time. So, yeah, very, very exciting for that one. And speaking of our World Vision partnership as well, so we do believe in paying it forward a meal at a time. One big thing that we do like to do, and it's on all of our invoices, is we donate $5 per invoice to World Vision. So that goes to either World Vision Australia, World Vision New Zealand, depending on where you're from. But basically that's our way of giving back to the community as well. So it is capped at $25 a month. So you would ever pay more than $25 a month, but we'll match that at $25 as well. And then we've done really well. We've been able to donate over $61,600. And that was a few weeks ago, so I probably need to update that. But we've been able to do an enormous amount of giving back based on our franchise partners as well. And our customers love it. And because they're able to look at that and go, okay, I helped contribute to that as well. So it's a nice little selling bonus for them as well. Now we're going to talk about our opportunities. So I've got a few fun faces in here that are going to speak to you about their divisions. But just to give you a brief intro, so we have test and tag that you can do your electrical test and tagging, RCD testing, and your fire maintenance. We've got pest control who do things for general pest control, whether it's residential or commercial. It might be termite inspections that you can do. There's a whole bunch of different jobs that you can do in that one. Cleaning. So whether it's domestic cleaning, end of lease cleans, or commercial and industrial cleans as well, you can do those. Or carpet cleaning. So carpet cleaning, upholstery, hard surface, tile, grout, any of those cleaning in there as well. But I'm going to pass over to the lady who Knows Best, Jay, and get you to fire away with a bit of an intro to Jason Jack.

Beautiful. Thank you so much. Thank you so much, everyone. For joining tonight. We know it's always a bit tricky sometimes to take time out of your evening, but we're happy that you're here to kind of run through a bit of the opportunities that we do have available. So, like Shadow mentioned, I am the onboarding specialist here and I help COVID test and tag, general cleaning and carpet cleaning as well. So with what I do, there's a kind of a lot that goes into it. I work very closely with our other onboarding consultant, Lily, who some of you guys may have potentially spoken to, and our amazing support consultant, Kylie and Chloe as well. So for us, our job really is just kind of to make sure you've got all the information that you need, answer all the questions that you might have, and just make sure that you guys feel really supported along your journey from start to finish and once you go live and even past that as well. So we want to make sure that it's a really smooth transition for you all into business ownership. So tonight I'll walk through three opportunities that we do have. What I've done is I've broken them down, so it's a little bit more condensed than it usually would be in a discovery call, but I'll also email through a bunch of information afterwards and if you want more info, please reach out to myself or whoever you're dealing with and we can definitely run you through some more info. But we'll start with Test and Tag because, like, we've pretty much solidified tonight, it's our bread and butter. It's where we started with Jared being in the industry for a really long time. It means that we know quite a bit about it, which is really good too. I think one of the biggest advantages that you get out of Test and Tag is that there's a high demand for the work to be done. It's pretty much done across pretty much all businesses in Australia and New Zealand to make sure that they're remaining compliant within their businesses. It's a business owner's due diligence to make sure that all of their electrical appliances are safe and working to make sure that if anything does happen, they're pretty much covered. But the plus side to that is that you get really consistent work. You build a really repeat, reliable client base. So we kind of always say Once you've had one year's worth of work, you should easily have 10 years worth of work as well. So it's pretty ongoing with that. And then another huge benefit, of course, is the flexibility you get, which Sharon mentioned a little bit earlier, you're fully managing your own schedule. You get all the flexibility with your clients too, because they're just ticking a box to make sure they are remaining compliant. So if you need to, you know, finish early to do school pickups or start a little bit later, so you can be, you know, rush hour traffic, you're more than welcome to do. So no weekends, no after hours if you don't want them. So it just means that you kind of get to be fully in control of your day to day life as well and make sure that you can have, you know, that work life balance and that family time too, which we know is really important for a lot of people. Then up next, we've got our cleaning division. So for cleaning, as you would have seen by the little timeline that we have, it was launched in 2023 and we've seen really incredible growth since then, especially this year out in New Zealand. We've had a lot of franchise partners come to join us, which has been really amazing. We really love that. But it's another really good business model from the get go. It's got high profit margins, it's got low overheads. There's literally always demand for the work to be done and there always will be, which is a really huge bonus. A great example that we've got of that is we've got some franchise partners out in Western Australia. They are in a rural area, so they're not even close to sort of metro CBD sort of area. And in their first year in business, they were making over $20,000 per month, which is kind of amazing. We offer a variety of services. So your domestic cleans, your commercial cleans, builders cleans and construction cleans as well. So it kind of doesn't put you in one box in terms of what you can do. You're trying to provide a variety of services, which means there's upselling and all that sort of fun stuff too. And then lucky last, we have carpet cleaning. So of course you would have seen carpet cleaning is the newest division that we have here at the local guys. It's already proven to be a pretty strong performer for us as well. And again, much like cleaning, it is high profit margins, low overheads for you. So to give you a bit of an idea on that average job, you're looking at probably about $5 to actually complete it in terms of your supplies and your chemicals and all that sort of stuff. But average transaction value for it sits at about $320. So if you're able to squeeze anywhere between three to five jobs a day, which is quite feasible. For carpet cleaning, you could be making over $1,000 per day, which is amazing. And we train you to provide a bunch of different sort of services with it too. So your tile and grout cleaning, upholstery cleaning, stain removal as well. So it means that there's a variety of different services you can do and a bunch of different ways that you can add on services as well to increase your income even further when it comes to it. So really good industry for that one. Now, there are a couple of things that all of our opportunities do provide, so I'll run through a little bit about that also to kind of make Sean and Renee's life a little bit easier when they run through things too. So for all of our opportunities, you don't need to come into this with any sort of experience. We don't expect you to, to be quite honest. So we're quite happy to train you, teach you everything you know from the ground up. And all of the training we do provide is super thorough as well, because we will literally run through every single aspect of running the business because we want you guys to leave feeling confident and really comfortable about everything that you have learned. So of course you can hit the ground running and get out there and start making some money and utilizing all the skills that you've just learned as well. We also offer a turnover guarantee, so a lot of you guys, if you have been doing any sort of research on the local guys and the sort of opportunities that we do have, we offer a $2,000 weekly turnover guarantee for your first 12 months in business. And that's your safety net. Like, we know starting up a business is hard, we know it's daunting, and we know that sometimes it can be tricky to get your feet off the ground. So we really wanted to make sure we could provide that fee to peace of mind for new people coming into the business so that they know that they're not going to be out of pocket at the end of the day. A huge bonus I think we have as well in terms of how our business model runs is the flat fees that we do have for our ongoing fees that we do charge too, which just means, and Shannon covers this a lot later as well, in terms of how it works. But really your fees aren't increasing just because your income does with a flat rate model. So we're not taking a percentage pretty much. So it means more work you do, more money that's in your pocket, which is always great. And then of course, the ongoing support that we do provide. So we want to make sure that not only while you're making the decision that you feel really supported, but once you go live and you're in your second or third year of business as well, you know you have a shoulder to lean on. So our support consultants, they check in really frequently, especially in early days. So you get a weekly check in for your first month and then usually monthly after that as well. They'll follow up with you, will do scorecard meetings. They're essentially business coaching sessions. And they happen about every three months as well. And they're designed, of course, to make sure we can help you thrive within your business and make sure that you can grow at a pace that works best for you. And then, of course, we also do franchise partner meetings as well so that you can interact with all the other franchise partners. It allows us to keep you up to date and everything that's happening as well, to kind of make sure that we're all working together and one big old family, which is what the kind of goal is here. But that is everything for me. I know I run through quite a bit in a short time, so I appreciate you taking the time to listen to me ramble. But again, if you haven't received information or spoken to us previously, we'll get everything sent on through to you afterwards as well. But thank you so much for taking the time.

Thanks, RJ and now, last but very much, not least, the Pestis themselves, Sean and Renee, over to you.

Hi everyone. Thank you for coming. So my name is Sean and this is my wife Renee. So we run the pest control division here at the local guys. To give you a little bit of a rundown on our background as Shannon touched on earlier, I did work for Holden once upon a time before being made redundant. And my wife and I had three young boys and we had a decision to make what we were going to do next. And the thing that really stood out to me was I didn't want to my fate to be left up to anyone else. I wanted to be in charge my own destiny from here on out. So if I was going to lose a job or fail, there was going to be off at the back of my my own efforts. So this is why I decided to look to start my own business. Now the reason that I decided to get into pest control. Pest control really appealed to me in regards to the fact that I was used to working in a factory. Pest control, a lot of it's outside. So that's the number One thing that appealed to me about pest control, the second one was the mundaneness of working in a factory. I could not deal with that anymore. I did not want to do the same thing over and over again. And pest control is definitely not that. It is different each and every day, each and every service, dealing with different people, building different relationships, problem solving. No two days are pretty much the same, which is a really good for the mind, I suppose it keeps you busy and wanting to get out there and continue to work, which is what I love about pest control. The other thing that Renee will touch on a little bit is about the profit margins. So really high profit margins. And pest control in regards to. It only costs you a little bit of chemical product in regards to what you can charge per service. So you can actually make quite a good amount of money. And then the biggest thing for me being having three young kids, a young family, was the work life balance. The work life balance is the biggest. The biggest draw card for me. Being able to be my owner, boss, choose my own hours, go to the kids, sporting training, going to their assemblies at school. All the little things that I never used to be able to do. I don't miss any of them anymore, which I know that they love and I absolutely love. I think I've covered it all.

If I think just one, one last one, I've got one for you because I think it doesn't get spoken about enough. But I would say pest control probably over all of our division is the one where I think the customer satisfaction is probably one of the highest. Like, they've got a massive problem where it might be a kid's birthday and they get a swarm of bees coming in or whatever. I know, like, there's some of our favorite calls that we get through. I know, I see. I get text message every lead that comes in after hours, and there'll be someone who's like, out in the street crying because I've seen a spider in their house at like 2am and they're asking for us to go there and, you know, basically take a flamethrower to the. To the thing. Can you talk about that maybe quickly? Because I just feel like that's a massive thing. Like you're really providing a genuine, like, service that people just. You like the superhero.

Yeah, absolutely. Yeah. So you can call a superman if you like. No, definitely, you're right. We help people have problems. That's the reason that you're getting a call. And to be able to go out and solve those problems. There's Been many occasions where I've done a job that the client has tried to solve it themselves. Spent a lot of money trying to solve it themselves, giving us a call, come out and fixed it and said I wish I just called you from day one. And then not only that, the building those relationships like I've been doing pest control for over 10 years now. I still got some clients that I still service today, have that relationship with them where they actually buy me Christmas presents every year. So it's really rewarding building those relationships, talking to different people, talking about that, the footy on the weekend, whatever it may be. It's really, really rewarding. I guess what it is a little bit different than some of the other divisions that we have with pest control. We do have that diversity in regards to commercial and residential. So you are getting a wide range of services dealing with different people where we can work longer hours if you like, if you wish to where a lot of other divisions can just be that Monday night to five type things. So there's a little bit more flexibility in regards to pest control as well. I'll get Renee to touch on the costings and a bit of that information.

Yeah.

Hey guys. So in regards to pest control, like Ruby has explained as well, we do have a startup pack. We do help to get you guys trained and licensed so no experience is required. We go through everything from start to finish. The main guy here is your number one support person. I swear all the guys have got him on speed dial to ask any question at any time support wise. We also do have lots of videos with extra provided service information for yourself. So when you're out and you need that quick piece of information easily accessible, all the guys are in great support. We've created a great family with everybody. We also personally touch base with every single franchise partner, check in, talk about their family, make sure that they're going great with their business included with pest control. We do provide you your backpacks and sprayer, opening stock chemicals, PPE equipment, marketing material. The list is on and on the same as Ruby has explained. I will make sure to forward you information of this via email as well so it will go through that for yourself. Like I said, it's great. I've watched Sean grow his business. Amazing. The guys are all absolutely killing it with everything that they're doing and they cannot speak highly enough of all the support that they get and all their customers are feeling extremely valuable from them.

Just one quick thing that I will touch on in regards to the profit margin just to give You a rough idea for a general pest treatment. We use a chemical that cost us around about $100 for a 5 litre bottle. Average transaction for one of those services is about $260. So that $100 bottle can then generate around about $12,000 worth of revenue. So it gives you an idea of.

The process of margins there.

Amazing. Thanks guys. Now one person I haven't introduced yet is Damo Damian Collins hidden in here somewhere as well. Damien is best of both worlds basically. He not only looks after our test and tag division in Queensland and so some of you may have been speaking to him but he also runs a test and tact franchise himself. So he's seen it from both sides. So he's an excellent person to come in here and speak to you about how it works. Jarrod, I'm gonna hand over to you to interview Damien.

Sure, no worries. Damien, do you want to maybe just tell us a little bit about yourself?

Yeah, of course. G' day guys. So a little bit about my history I guess with the local guys. So prior to the local guys similar to I think what a lot of the other guys have said I was working a Monday 9 to 5 job. I was actually with completely different field. I was in finance with the ANZ for roughly about 14 years. So going, going into the grind, working ridiculous hours for a big corporation and similar sort of story across the board is felt like just another number and yeah and sort of realize how mundane it it was and. And then always knew I wanted to run my own business with owning their own businesses and just didn't know what to do. But always wanted to work just through a lot of research and a lot of I guess looking into different kinds of businesses. I really like the service industry just because of the high profit profit margins, low expenses and really really thought that was the way to go and just stumbled across test and tag and was looking at different industries, looking at different franchises across the board. But the local guys really stood out for me right from day one. It was the people that I was dealing with. It was a family run business similar to my experience growing up as a kid. And you just felt not like another number which is really important to me. I felt like I was part of a family, part of something that I guess that people would help me grow my business. And fast forward four years later it's been the best decision for me personally financially for. For the family and really just haven't looked back. Yeah, can't wait for the next four years. To be honest.

I'm Just as far as the actual system itself yourself, Damien, I mean obviously you're on sort of both sides of there. You're supporting the guys in Queensland and northern New South Wales and then you've also running your own business as well. How does it work as far as day to day? Like how does it work with leads, how they come through and like what's the expectations there? Just so maybe people can kind of understand how it sort of looks.

Yeah, yeah. So you know, your day to day operations, the key is obviously around time management is making sure you're spending enough time looking forward, booking your jobs in, dealing with your clients and creating those personal contacts and getting out, doing the work. But a day to day point of view is, you know, following up. So leads come through from head office. Head office will get, you know, as much information as I can, obviously name number, contact details via email and phone number and then obviously as much information they can generate about the job as well. So the main key for us from a test and tag point of view or franchise partner point of view is jumping on those leads as quickly as possible because the whole idea is turning those leads into work and booking that work in and then so it is a combination of the two in relation to, yes, going out and doing the work, which is a means to an end. But the exciting path is generating that business, building your pipeline and growing your assets with your business. That's what I enjoy about owning your own business, is that you're building something for your future as well.

Yeah. So basically text message comes through to you. We enter in a bunch of the information, information on the client in the CRM. You get a text message, the client gets a text message. The expectation is that the client's informed that you're going to contact them within two business hours. You understand that from the franchise partner perspective as well. Generally our franchise partners call a lot, lot quicker than that. It's normally closer to two minutes and then that's just about discussing some pricing, getting a verbal or submitting spot pricing and then, and then scheduling it in. That's pretty much this. Yeah, yeah, yeah, exactly right.

Jared and the guys that, that are doing that consistently, you know, particularly guys I deal with in Queensland, we're seeing some wonderful numbers and what they're achieving. I've got a couple of guys that are literally hitting 100 conversion rates month after month just, just by following those simple, those simple things is contacting the caller quickly, giving them a price, trying to lock in that work and follow up call. So it's nothing too outrageous what we've got to do, just a simple and consistent approach and we're seeing some really good numbers from that as well.

And then we obviously don't want to steal Shannon's thunder here and scorecards and stuff like that, but that's a big element of what we do is providing them with data and benchmarking them to other franchise partners so that they can see exactly what levers in the business they need to, to pull to get their results, don't we? That's a whole huge part of the local guys.

Yeah, exactly, exactly. Right. And we run through that. Obviously the guys get their scorecards each month to show them how they're tracking within their first 12 months, anywhere from their outputs, obviously their income. But more importantly, it gives them a lot more information they can drill down into what they're doing on a day to day basis. And if there needs to be some adjustment, we've got the data behind that where we can really have those quality conversations.

Yeah, because I think that was the thing for me. I know when I had my test tape business going there was some basic stuff that I didn't know and I'm embarrassed to say I didn't know like five, six years in. And then it also from like a conversion rate perspective and stuff like that, like we talk about conversion rates and I know in our test and tag division we sit around the 6 65% conversion rate mark and you know, I'm embarrassed to say my mom sat around 40% when I was an independent. But it was just, I just, you just only knew what you knew. So we didn't have a network that, you know, sharing all this. Oh, I'm actually behind or I'm ahead or I can go speak to this other franchise partner who is really good on the conversion rates or really good at increasing their ATV average transaction value to make the size of the job bigger or really good at making sure they've got the repeats or weights booked in just to build those strong business elements to make sure that the business is continuing to grow. I guess that's a lot of the benefits of being part of a network.

Oh yeah, exactly.

Right.

Well that's the beauty of the franchise is that you're coming in and there's literally nearly 100 franchise partners even though there's different divisions. But the fundamentals around business basics and growing a business are very similar. So there's literally 100 people, 100 network there that, you know, you can really, really sort of gain that advice from. So which is great. So it's currently coming into that already established network, a proven system and the blueprint is there. It's just taking the opportunity ahead.

Yeah, yeah. All right, beautiful. Thanks, mate. Thanks very much.

All right, thanks, guys.

Thank you. Now, I'm going to go into a little bit of the benefits of joining the local guys and I may be biased, but here's just a few. We've basically taken out all of the hard parts of starting a business to try to make it as simple as possible. So one of the things that I know RJ mentioned is we do flat fee, royalties first and late fees. I will go into that in a bit more detail a little bit later. But one of the best parts of that is we want to basically make sure that what we have, we're happy with what we get. You know, we pay the bills, everything's all good. And it allows you to basically go through and build your business however big that you want it to be, and gives you the opportunity to kind of take the most out of the profits that you make. Growing your business as a sellable asset is a big part as well. We do want to make sure that you can grow your business to be whatever you want it to be. And some of our franchise partners just want to play golf on a Friday and, you know, don't only want to work four days a week and that's perfectly fine. Some people want to come in and take over the world and, you know, have three or four staff members or anything like that. And that again, is also totally fine. And we will get to know each franchise partner and their goals and then figure out exactly the way to push you forward in those coaching meetings as well. I know Renee mentioned as well, we do have online training resources. So they're available to you 24. 7 in your pocket, on your phone or on your laptop. We've got a platform that we use that basically has everything, everything that you need, instructions, 4K videos, you name it. So if you go out on site in six months time and you just absolutely forget how to do a service, you've got that asset in your phone to be able to refer back to, kind of walk you through it. Whether you like to read instructions, whether you like to watch a video, it's all in there for you, really easy to use. Another big thing is easy to use software as well. And we know that, you know, not everybody is super comfortable with computers and things like that. So we've got a couple of key bits of software, but they're really simple and we teach you how to use everything as well, so it doesn't leave everything up to the imagination. It's only a couple of things, not, you know, 12 different programs that you have to figure out and just makes everything nice and simple through there for you. And we also do a bit of extra training. So every six weeks we do a CRM bootcamp on that platform as well, just to show you and walk you through kind of how to do your invoicing, reporting and things like that. Coming soon one is potentially the local area marketing one that we look at at launching. So that will be one coming later on where we can basically share ideas and give everyone a bit of an opportunity to kind of go out there and pick the ideas of other people for what they're doing. For local area marketing, business coaching and mentorship is a big thing as well. So like Ruby J. Had mentioned and I will go through scorecards a little bit later, but we do business coaching every quarter with all of our franchise partners and that's a one on one session with you and your divisional, basically going through how your business is going so far, all of the key KPIs like average transaction value, conversion rates and things like that so that we can sit there and help you pivot to do what you need to do to make your business what you want it to be. So you sit down with either your division or your franchise support consultant. They'll get to know you and they'll have seen all of the scorecards of everybody else. They'll know what works and what doesn't. So and they'll be able to give you that advice from people that have seen it. We do also have access to our national marketing campaigns. We've got a wonderful marketing team here in the office and that do all of our marketing essentially as well as a couple of out of office agencies that we use. So that's all part of the franchise as well as a 130013001105 is our main number and that's just a quick and easy number that our customers can call or a 0800 number as well in New Zealand as well, which gives basically customers a quick fire way to get in touch with us. You've got the ability to network with other local guys as well. I know Sean and Renee mentioned, but we do have WhatsApp group chats for every division. So they are busy group chats a lot of the time but the guys use them and the girls basically put in everything and anything. So they take photos on site of things they're not sure about if they've got like the advice about how to approach a customer, everyone puts it in the group chat and then they can get the advice of other local guys. And that's one of the big things that we love is because, you know, as much as we can support you, hearing it from people that live and breathe there every day as well is just as excellent. And they get to be able to kind of be a part of that for you. So they talk in it 24 7. And there's always a lot of things going on in there. A lot of photos of different things that they're tackling that always blow my mind. But it's cool to see what they get up to every day and be able to kind of share those experiences with each other. You will have the ability, obviously, to sell and close your business. We are not forward to knowing that it does not work out sometimes, you know, it's not for everyone. If anything does happen in life happens. And you do need to close up your business, we do make it as easy and transparent as possible for you. And just because we know we don't want to make it harder for you to get out. And a lot of companies will do that where they will have all these terms and conditions and things that you need to do to be able to exit. And it's pretty easy with us. All you do is pay the contract fee and then out you go, basically. Done. So with exit costs, map follows into that one as well. We do have just a set fee. Just pay for the. Pretty much the cost of setting up that deed of surrender. And then, yeah, you can kind of close it up and do whatever you need to do. Or you can sell it and even better and sell it on, which is awesome. So if you just look at that.

One three grand, guys, it's basically. And that just covers the cost of the administration and legal cost to close up the agreement.

Yeah. But then if you've built something massive and huge and you are, you know, ready to kind of sell it on as an asset, you can take up that whole business and just sell it on to someone else as well and kind of keep moving, which is awesome.

Yeah, that's. That's an important point, Shannon. We don't take a cut. There's a lot of franchises out there that will take 20 or whatever when you sell it. We don't take anything. It's just that three people just to.

Cover a cost and then done.

And then national clients, obviously one that I am also biased about. But we do have a lovely group of national clients that we work with. So a lot of the time I'm working with aged care centers, hospitals, I've got retail stores, swimming centers, you name it, we've got it. And they're a lot of fun. So it's a nice little added benefit of having a little bit of extra clients that we can kind of go through and subcontract out to our franchise partners. They're the easiest jobs as well. And the guys love them because they can go and do the job, put their head down, and then when anything happens and they kind of just call us and we can deal with it from their head office side of things as well. So, yeah, a lot of cool experiences that people get out of those. And then unserviced leads is one that I do want to talk about as well. And so this is a big one. RJ's nodding because she's talks about this every day. We obviously have work going across Australia and New Zealand that are currently going on service. So it's because franchise partners are busy and people just can't get to them, essentially. So a lot of the times we're looking for people to service those areas because otherwise, you know, there's customers that aren't represented by the local guys as well. So we've got national clients with huge jobs around the country and just. Just no one available to do them. I know we had a job the other day that was $16,000 worth of work and we could not find anyone to do it and which was crazy. I almost offered to fly out myself. Like, it's one of those things where we kind of have all this work available and we just need someone to do it. So we're always looking for people, especially in new areas, to kind of reach out and do that sort of stuff. We've got guys on the road all the time doing road trips, and I've sent a few people out regionally and then middle of New South Wales at the moment, and they're having time of their life at some holiday parks. But there's a bunch of cool stuff that we can do. We just need people to do them, really. And then scorecards as well. So this is one of my favorite parts of the business, to be honest. This is something that we created probably a year and a half ago now maybe. Yeah, time flies. That has just been revolutionary, I think. So when you come on board with the local guys, one of the big things that we like to be able to do is give you a bit of insight into how your business is doing as well, to let you be able to kind of make your own decisions, whether it's projections, whether it's planning when to go on holiday or anything like that, that gives you a really good idea of how to benchmark your goals. So part of that is we do give you a scorecard, and it's not like a report card like, you know, you get at school. It's really just sitting there to show you all of your own data summarized into a bit of a dashboard. So we track things like your average transaction value, which is how much on average, each of your transactions you're making. So we can help you with things like upselling or, you know, if there's you potentially not charging enough or anything like that, your monthly revenue, which is obviously a good, fun one that people like to look at. So you can see kind of where you're doing each month and whether or not, you know, something's fallen off or, you know, you've done really well one month, anything like that, you can kind of track it. And your conversion rates, so how many of your leads that you're getting, you're actually converting into jobs. And your reviews as well, which is a big one. So we do track what reviews you get coming in. So you can see, you know, if you're asking for them one month, how well that's going for you, your lead sources as well. So where you're getting your leads from, whether you're getting them all from us, or whether you're contributing some of your own as well, and then your local area marketing output as well. So that's a big one. And just to track, obviously, for your own sanity, really is where things are at and who you need to chase up and. And really keep track of kind of what you're doing for that point, but with this information. So we update them monthly, but every quarter we sit down with each franchise partner, like I said earlier, and just go through your goals individually, what your scorecard looks. Looks like. We've seen it. We see all of the scorecards all the time. We basically know, you know, the ones that are kicking goals and doing really, really well. We know what their ATV looks like, we know what their conversion rate looks like. So we can help you go through and go, okay, they're doing this, so do that. And we can basically show you the right way to go. And then one of the best parts about this as well is inside of the scorecard itself is a land map. So basically, when you purchase your own territory through Us, we will give you a fully interactive set out, zoom in, zoom out version of your actual territory marked out in yellow on your lam map as well. So it's linked to your scorecards and it's already got preset on it a whole bunch of different businesses that you can call from the get go. So when you do start your business, you know you're in those early stages of building it and you're really looking at kind of getting those clients through the door. Where if you want to go out there obviously and do your own marketing and get those clients, then you all you need to do really is pick up the phone and ask for an email. It's that simple. So everything else is written out for you. I go through in training as well, exactly how to do it. So it's not rocket science we go through together. All it is is you pick up the phone, call the people on that scorecard and then get the email sent out, a quote and it's buildable so it moves with you. So we, as we all know, you know these territories, there's constantly new businesses opening and things like that. So it can consistently grow with you as well. Now, what's included in your franchise? So these are a couple of generalized things just purely because obviously, as each of the guys mentioned, every single pack that you get with all of the franchises will basically set you up from the get go that you don't really need to go out and do too much. It's enough to get you started. A couple of things that you do get as well is obviously a bit of marketing and software. So we have our centrally managed websites, so we put all of that information resources into there. Obviously you will have the ability to gain a bit of traction from that. Obviously with the leads that come through the support center, use of our IP and business name and our online marketing. So our SEO and our Google AdWords would run for your business as well. And our online CRM which makes invoicing easy. So we have a platform that we use for your invoicing, your scheduling, your quoting, your everything. It's all in one place. So it's all in there. And that basically runs your life, which is wonderful training as well. So you have infield and office training. So if you have infield either in here or in New Zealand, you'll be stuck with me or Jared and then Sean as well and Renee, they do pop up in there too. But we will go through everything, the ins and the outs, the ups, the downs, we go through the yeses, the nos, Anything from admin to operations to marketing to gosh, what else do we go through? We go through pretty much anything and everything that you would need and then we send you out on site with real franchise partners on real jobs. Because I know as much as I love the classroom stuff, because I am the one that teaches it, the fun stuff, the hands on, we do send you on that afterwards as well so you can go out and actually learn with people how to do the services that you're going to be completing. So you go out on real jobs, whether you're, you know, installing rat traps or you know, tag and testing or cleaning something, you're out there in real case scenarios so that you can see it before you do it. Licensing as well is a big thing. So if you're in pest control and test and tag, we will walk you through that process, get that all set up for you so that when you are in training or when you are up and running, it's all done and ready to go. The franchise operations manual as well is one that I spend a lot of my time on, which is basically that device in your pocket that you can use for all those videos and photos of anything that you need that's constantly updated as well. The whole team basically contributes to that and makes sure that that's up to date. So there's heaps involved in that as well. Sign writings will kit your vehicle out so it looks really nice and Schmidt like this one here. Uniforms. PPE will make you look like one of us. All the startup, all the marketing materials, we'll get access to supplies as well and then ongoing support as well as their for you as well and then fleet pricing. So if you're getting a new car, which is one of the fun parts, if you do get a new car and you are looking at kind of getting something, we can organize some fleet pricing for you, which I know RJ and Sean and Damien know all about, so they can flip you some information if that is something that you're looking at doing. And then fees. Where's all that money? So one thing a lot of people obviously want to know is when you're doing your due diligence and I know a lot of you are probably in that stage where you're looking at a whole bunch of different franchises right now. And that is excellent, that is what we want you to do. And one thing to keep in mind is just the way that royalties work. A lot of the franchises that we see out there do have percentage based royalties. What that basically means for you is the more you earn, the bigger a cut that comes out of it because they will take a percentage of your overall earnings. So when you're in the early days and you're not earning as much because you're building the business, it might look really great. But then when you know you're a couple of years in and you've built this really, really great asset, quite a chunk of your portion of revenue will come out of that. So just keep that in mind. And because that is a very big thing that people forget in the early days. But then when it's three years in and you know they've built something cool, you realize kind of how much it takes out of it. Flat fee, royalties as well, which is what we run off. It's the same every single time. So you know exactly what's coming out of your business. Doesn't matter whether you're one year in, two you're in, three years in, that doesn't change. So basically we will always charge the flat fee method. And so you can maximize your income to be whatever you want it to be. We know that with the cut that we take in terms of the flat fee, it'll cover what we need it to cover and then the rest is yours. So we don't do anything like that. And one thing I do want to mention with this as well, just while I'm on this topic, a lot of your percentage based companies as well. One thing to consider that I have seen pop up a lot through people in this stage with questions that they've asked. And we also don't touch any of the payments that come through from your customers either. They go straight to you as well. I know a lot of franchise companies out there. The customer pays the franchise and then the franchise pays you. We don't do that. Your customer pays you directly to your bank and then we just debit your invoice basically for your royalties at the end of the month. So yeah, another big thing to consider because there's not that middleman, you know, kind of looking at the funds or taking the funds in the meantime. That payment, as soon as that customer pays it, that hits your bank account and straight at you. But I'm going to show you a bit of a case study just so you know exactly what it looks like. So this is my Jack and Ben cleaning franchise case study. So they're Both paying a 500amonth flat fee for Jack, sorry. And then Ben pays 12% of his turnover. So just to show you kind of what that looks like so for the local guys, in the first year, it would be 8,700 in fees, and the other franchise would be 6,000. With that percentage, obviously this looks really great because you're like, oh, a little bit less. However, when it starts compounding, that's when you really start seeing the changes. So in year five, once that's kind of built up and you know, you've built something great and you're like, cool, I've got this great business. I'm earning this money. Then you get hit with a bill. Our bill will only ever be the flat, so it just keeps, you know, going. Same flat fee every single time. However, these other franchises starts to really kind of kick in and kick up. So, you know, that's already 13 extra K there, and that's already 27 extra K there. So it really does make a difference in the long run, and you'll start to see it kind of build through. So you just need to think about setting yourself up for success further down the line. Lead fees is another one that we're going to talk about as well. So obviously we've talked a little bit about leads and lead fees in general, but anyway. But that is basically the payment that you make. Every lead that comes through the support center as well basically just covers the cost of advertising and processing for us. And for turning that into a customer for you, One of the big things for us to remember or for you to remember is one small lead fee can really turn into massive revenue. So you might be paying 20 to $40 for a lead, let's say, and then that could easily be a 2000-5000 job plus. So with us, you pay a lead fee once for a customer, and then that customer is yours for life. We basically, if they come back through the support center and say, hey, you know, I need my pest control done again. We have all their information in our system, and then we'll just go, oh, yeah, cool, perfect. Sean's your ad technician. We'll send you straight back to Sean. And then you don't pay again. So you pay once, and then that customer is yours basically forever. So you can really turn one tiny little leaf, feed into a massive income because you've got that client as a repeat, you've got that client, that client for, you know, you can upsell, you can do whatever you need to do, and you've really got an asset in that one person that you can turn into recurring revenue that well and truly offsets the one little fee that you have to pay. And then marketing Fund is another fund that you'll see on your cost breakdowns as well. So with the marketing fund, that is essentially your contribution to our marketing and spend. So we spend your marketing fund on SEO which is essentially getting us to the top spots in Google so that when customers are searching, you know, we're right there so that when they do call through, you know, we're getting more of those customers for you in the door and then straight out to you for those leads. Google Ads as well, if you've seen those little ads at the top of the page when you Google anything and it says like sponsored or paid ad or something like that, that is like a quick fire way to get us right in front of people's minds and you know, get their attention. So we do pay for those as well. Social media, if you've seen us on Facebook, Instagram, LinkedIn, Twitter, YouTube and TikTok now as well, please follow us. And Harvey would definitely want me to plug that. But also it's, we've got a lot of great content on there to catch customers attention. So yeah, definitely something that we can put all of our time into. And then the marketing team, I could never leave this conversation without mentioning them. And it also pays for them as well. So we've got a great team between. We've got content web development, we've got content development in terms of videos and photos, new name and we've got it. And they spend all of their time with the common goal of just generating leads for our team. So that is a big part of it. And then our royalties. So what do you pay your royalties for? One of the big points of your royalties is really just making sure that we're available for you and your support. So whether it's helping you with those scorecard meetings, it pays for, you know, the team to be in here to do that support for you and be on the phones. And so that's a big part of it. All of our information technology, so systems, processes, making sure that we've got, you know, one step ahead. We just launched this entire test and tag platform that Jared basically completely created from scratch, which is wild. We're just talking about it today is made. Everyone's on site testing heaps faster. It's coming for pest control and cleaning later on. We are working on this giant project that has just been revolutionary and that has been obviously able, we wouldn't be able to do that without being sat in this office without your royalties, business operations and obviously lights on the chair that I'm sitting on. Being here with you today, anything like that pays for that. And make sure that we can keep doing what we're doing, our ip, our brand, make sure everything is the way that it is that attracts our customers to a reputable brand, a reputable brand like ours. Our operations manual, obviously, make sure that we can continue to update it and give you the information that you need to make your life easier on site so you know you're not out there second guessing yourself. And then another special one is obviously the technical support. Support. So it pays for people like Sean, Damien, Jared, and so that if you do have any technical questions, you know you're stuck. You've got experts here that have lived it, breathed it, they know exactly what they're doing. I've never been able to put a bug past Sean that he hasn't been able to figure out. And Jared constantly knows every electrical thing ever that's ever happened. So we hear it all the time. And if we didn't have them, we'd probably go stir crazy because we just didn't know the answers. But luckily we do and so they're all there. Now I'm going to go into how to start a franchise, but I'm going to pass over to rj, she does this section of the business, so I'm going to leave it with the experts themselves and pass over to you.

Awesome.

Thank you so much. Hello again everybody. So we've got our 10 step process when it comes to purchasing a franchise and starting up your own business. And we wanted to make sure it was super straightforward and simple for you. So step one, of course is to inquire and book. So you can send us through a franchise inquiry if you haven't already. And you can do that either through our website, through one of our ads online and you can give us a call or you can send us a text or a live chat as well. And somebody from our team will be able to book you in for a time that works best for you. Then second of all, we've got the actual discovery call itself. So it's usually a 10 to 15 minute call with either myself, with Lily, with Damien, or Sean and Renee, and where we'll run through the entire franchise opportunity, give you all the ins and outs of it and answer all of your questions. After that we send you through an info pack as well, just because we know it's quite a bit of info to take in in a short time. So we want to make sure you can take your time reading over everything that we have discussed. Then usually About a week later, we will give you a quick buzz again or send you through an email just to check in, see how you go with processing anything, see if any sort of questions have popped up in the meantime, so we can make sure that we get you all the information that you do need. Then number four, we've got our due diligence stage, so to enter into that stage, we get you to pay a fully refundable document fee. In that time, we provide you with additional information. So our franchise agreement, our disclosure document, we book you in to have a chat with the original man in the van himself, or with Shannon as well, depending on who's available, so that they can, you know, go a little bit more in depth with you if needed. And then if you go, well, if you decide that you want to proceed, essentially, you can kind of skip step five. If you don't want to proceed, no bad feelings, totally fine, we get it. It's not for everybody. And we don't want you to proceed with something that's not going to work for you. So all you got to do is let us know and we refund that document the same day for you. But if you do choose to proceed, essentially your document fee goes towards the actual drawing of your franchise agreement and we start acting, actioning all of that as well, which is always super exciting for us. 4, 7 is preparation, so we're always working the background. Again, we want it to be a smooth process, so we do as much as we can without stressing you out as much as possible. So that's where we will start ordering all of your equipment, your franchise agreement will be drafted. We'll make sure you're getting booked in for your licenses and making sure we're answering all your questions in that time as well. So by the time everything's ready, you're good to go. Usually what kind of happens with your franchise agreement is once it starts getting drafted and everything's approved, you'll get sent through a version and then you've got 14 days where you kind of get to sit with it, digest it, show it to who you need to to make sure that everything is right for you. After 14 days, you can sign it. And essentially from there, final balance usually gets paid as well. And that's you probably about two, three weeks prior to attending training with us. But of course, training is the most exciting time. You either get to come into the office and meet all of the team here, or you'll get to meet Jared or Shannon and Sean out in New Zealand too, where we do all the training for you. And again, it's a really thorough process. We want to make sure you know everything by the time you leave the building, essentially on that last day. And then step 10, you get to go live, you get to start everything. It's always a really, really fun time for us. We love kind of watching people take those steps from training, making sure everything's good to go, and just seeing the excitement of people ready to hit the ground running and getting everything started. And that's just kind of where your future starts from there. But yeah, that's kind of the, the ten step process. Nothing crazy. Again, it's a really streamlined, nice process for you. So, yeah, I'll let Shannon take back over now. Stop talking.

Thank you. Now, before we open up for a few questions to get you started, essentially, if you do wish to come on board, we'll be sending you a whole bunch of information after this webinar anyway. So you'll get an email from one of these lovely people with a few documents in it for you to review and then we'll check in with you shortly after as well. And we can get you up and running approximately in six to eight weeks. If you work with us pretty quickly, then we can get it kind of running. But yeah, it's a tough process, Kelly. As long as you work through with us, we can get it going, but we will send all of that through to you. Now, my selfish plug. Before I finish this up, which I love to do every time, if you haven't already, I do really recommend that you check out our podcast. It's something that we've been doing for the last year or so now, but we've just put on a bunch of great new episodes recently that really go through kind of exactly, exactly how business ownership works. And we've got franchise partners on there that tell you their stories as well. And I can tell you a lot of them have some really excellent versions of the stories as well. They've gone through because they have lived it, breathed it. They've been exactly in the position that you're in today. And they can tell you, you can hear it from the horse's mouth, essentially. But yeah, please definitely watch a few of those. They're excellent resources to go through. There is anywhere that you may find a podcast, they are there for you on YouTube, Spotify, Amazon, Apple, you name it. But yeah, please check that out as well. And then now we'll open, before we close it up, we'll open up to some questions. So if anybody does have any questions for any of us and there's a little hand signal at the bottom of the screen if you want to click on that one and then fire away and we can answer anything that you may have. You can start us off.

Okay, so I wanted to learn a little bit more about the national client opportunities. You know, if you, you know, have those clients available, are they ongoing work for the franchisees or are they one offs and, and how regular and how often would they be available?

Yeah, we have a whole bunch of different clients, to be honest. They're all on different schedules. So it really depends. We have two different kind of versions, versions of national clients. One is more work order based, so we go based off of when we get work orders or we do have the ones that are ongoing as well and they can be anything between 3, 612 months really and do get passed around as well. Generally the way that they kind of go out and they allocate, they are ongoing work. We the way that we kind of allocate them is based on that. What I'm trying to say is so when you do get a national client, they are our clients so we will dish them out fairly. That doesn't mean that, you know, they're your client to retain ongoing. We do try to keep it fair and kind of keep the same sites with the same people. However, one thing that we like to use our national clients for is when new franchise partners are onboarded and especially in that stage of kind of business growth, you know, and then not have, you know, the calendar is a little bit more empty than people that have been in the business for three or four years. We do like to throw you a couple of kind of sites to kind of keep you, you know, busy during that time as well. But you don't necessarily. That doesn't guarantee you getting them the next time or the next time after that. However, I do definitely try to keep them with the same.

We've got a number of facility management groups. We just finished self quoting myself and Shannon just a minute ago, just before we started this for 450 jewellery groups. So a very large jewelry group that you'd all be aware of. I think you just had another one today that we just closed for. Was it 20 swimming pools nationally?

70.

70, sorry. So yeah, we, so we have those come to us regularly. There's not many other companies out there that are truly national and also truly national and international is in New Zealand as well. So a lot of those opportunities do come to us and we give them out fairly. We See, Yeah, who's busy, who's quiet, et cetera. And we'll try and give that work out fairly and we try and give that work to the same franchise partner the next year as well, because it's just easier. They know the site and everything like that. But there's no guarantees, as Shannon said, because the example I like to use is when we first started and we only had a couple of guys in New South Wales and had more guys in Victoria, all the New South Wales guys were busy. We were sending Victorian guys to go do the New South Wales stuff, big hotels and stuff like that. The next year we had more guys in New South Wales and it didn't make sense to send someone 8 hours to go do it, whatever the difference is between the two cities. And driving. It was easier just to send the guys that were in the same state, but by that time they'd grown their businesses anyway and they had other ones going. So that's typically how that works. Yeah. Thank you.

Any other questions, guys?

Benny.

Benny B.

You're muted, Benny. I'm not sure if that's.

I don't think we've got be.

We can answer it from there if that's easier.

Yeah, that's probably the way to do it.

He's nailed the emojis.

Yeah.

He has nailed them, hasn't he?

I didn't even know you could do that.

Yeah.

While we wait for Betty's question.

Yeah.

You have any else?

Perfect.

I'll ask another one. You know, obviously what's most important is when you, when you're first starting out of businesses is getting sort of customers as quick as possible. So what, you know, we're going to be doing a lot of our own sort of marketing to clients. Sometimes you're going to be trying to get a client and they know need. I'm looking at test and tag, for example, they might not need work for six months sort of thing. So, you know, on those early sort of stages, I guess, you know, we're going to be more heavily reliant on, on the leads as well to try and get business today and then sort of relying on those national clients as well. So what sort of lead volumes per month? You know, I understand that testing take sort of getting 65% conversion rates. What sort of lead volumes per month would a test and take franchisees? Yeah, really depends.

It's.

It's different for different states and all the rest of it and then different for different times of the year as well. We generally try and sit at the point where I mean, we typically tend to do the lion's share of the, the finding of the work that that's just how it typically works. We try and work with our franchise partners where if they can sit anywhere between 20 to 30%, 30% of would be really high achievers, 20% would probably be the masses and then below that, probably the ones that we're trying to coach up to get higher of finding your own work that it just doesn't put all of the sort of weight onto us. So that's where we're trying to sit with our franchise partners. 70 to 80% US and then 20 to 30% for our franchise partners. And that tends to get us where we need to be to, to get it going right.

One thing to mention in that as well that we haven't actually mentioned in this whole thing is double leads in your first year, which is one thing definitely need to talk about. So one thing that we do, obviously knowing the first year is where you are doing that kind of big build stage of things. And anyone that's in their first year with us, we do double leads. So the way that basically leads work for us is, is you obviously have your territories that have been sold. If a lead pops up and it's in someone's territory, obviously goes immediately to them. However, there's obviously a mass of territories that haven't been sold. So leads do naturally come up in those as well. Any of those leads that come up outside of someone's territory, we go through what we call the rotation and where they're evenly distributed through all of the franchise partners. So it works pretty much just like a circle and like a cycle. And so if anyone in that first year is in that cycle and they are in their first year, sorry, they earn that twice. So it would go, let's say, you know, Jared's in his first year. Go Jared, Jared. And then Sean's in his second year, it goes, Sean gets one. So anyone that first year basically gets like a double dip. And because we know obviously they're in that critical stage of building their business, so they get that extra kind of helping hand of the extra set of leads and first year as well, which is one definite important thing I think for.

Yeah.

Building your business at the beginning. So keep it interesting. Yeah, we lost Benny as well, so. I had to switch to another browser because my Mac Safari decided to block me. Oh no, no. So I've only, I've only got one question. So I've been living in New Zealand 23 years and decided to Move to Australia in June and work for Westpac on surfers. But then decided, well, I had to come back to New Zealand to complete the sale of my farm and just sort Mum out. And then hoping to go back towards the end of Jan, early Feb. And I was just wondering, if I start off the process, do I wait until I'm fully back in Australia or can I start doing the training year when you guys have a Auckland training session? Or how would I.

How would I approach that?

It's pretty. Which one are you interested in? So I've been talking to Damien around test and tagging. Yeah, well, it's pretty easy. Well, we probably get you in an Australian training more than most, so you could actually go out with Damien because the content of the training is a little bit different in Auckland just from what you can and can't learn. It's not a big problem, is it, Jared? Really? You could do one in Auckland?

Yeah, no, no, we've done some of Damien's guys in Auckland before, a couple actually. So, yeah, no, it shouldn't be a problem at all.

Not a big deal. But you can wait until later. You can get started early. Like there's a lot of bits that kind of go into the setup process in terms of obviously, you know, getting the license, getting, you know, your registrations and insurances and all of that stuff, so you don't have to like, wait until just beforehand. The. We can kind of work with you in terms of what process that looks like and whether you do come and do the training Australia or you do it in Auckland with us.

Doesn't really.

You can do it either way. Cool, Sounds good. Easy. Alrighty. I think that's all the questions so far. If there is any more anyway, or, you know, you sleep on it tonight and you've got more questions later and you will, like I said, get an email from these lovely people and they will be able to answer anything that you need as well. And so please feel free to reach out to them. We know this period of kind of where you're looking at new businesses. There's a lot of questions coming in and don't be afraid to ask us questions. We love it. We would rather you know the answers to what you need to know before you make any decisions and then go from there anyway. But I hope that I get to see a few of you all in training soon, so I'll keep an eye on them and see what names I see in there. But yeah, I hope you all had a great time today. Thank you all very much for coming, and we hope to see you soon. Awesome. Thank you.

Thanks, everyone. Thank you, guys.

Thanks, guys.