Start Working ON Your Moving Company Not IN It

Hey, my friend. It's Luis Massaro, CEO of Moving Mastery and founder of Moving Sales Academy. I don't know about you, but for me the ultimate goal is to work on my business, not in my business. And what I mean by that is, you know, when you start a moving company, you don't really want to create a job for yourself, do you? I mean, you don't want to have to go there every single day and work every single day. I mean, that's what you need to do to get it going. But don't you want to create a system and a process and have good people in place? Place to where you can step back and not have to be there on the day to day basis to make sure that the trucks get out, make sure that the moves get booked? Well, that's what I want to walk you through. I want to walk you through the steps to work on your business and not in your business. There's a big difference. When you work in your business, you're essentially one of your own employees, right? You're filling a key role for the company. Whether you're dispatching on a day to day basis, whether you're answering the phone and booking moves, whether you're doing your own accounting, that's you working in the business. When you're working on your business, your business is running without you. And you're able to basically work on growing your business, improving your business, implementing new processes and business development that's going to help grow your company, that's working on your business. And if you want to grow, the only way to grow is to first be able to take a step back and work on your business. Alright? So I want to walk you through the steps on how to do that first thing you need to do. Sounds counterintuitive, but the first thing you need to do is work in your business to create the processes. All right? These are the stages that you're going to go through. So if, even if you're just starting out right now, this is for you. Also, you might say I'm never going to be able to just work on my business. I'm the only one here, right? Or it's only a couple of us. It all starts that way, right? It started with me that way. I mean, basically when I first started my company, I was the only one doing it for months, right? Six months. I was the only one, only one. I answered the phones, I dispatched the trucks, I was the warehouseman, I did the claims, I did the storage, billing, I did everything right. But then I was able to train people, bring people in, get a team behind me to where I wasn't working in my business, and I was able to grow and expand. Right. When you have several locations, there's no way that you can work in those additional locations. You can't be everywhere at once. So you have to have a formula for working all on your business. But it all starts with first working in your business to create the processes that you're going to then be able to teach others to run your company. All right, so the second step is to start training and grooming your replacement. All right? And this could be in each and every single department, right? So whether your first hire might be a dispatcher, you want to spend the time with them. Once you've already established what your processes are, training them and grooming them to kind of take over that position. Right. And then maybe you move into just doing sales and now you have someone to handle dispatch and then you get somebody to come in and handle sales and you train them and groom them and you move away. So with each and every department, you're going to need to train and groom a replacement for yourself. So you could start to step away department by department. The next step is you're going to fine tune your Systems and your SOPs. All right, so you've already kind of created a process. You started to train and groom, you know, one person or several people to take over those processes. But now that you see what it's like for someone else to be running them on a day to day basis, you're going to want to fine tune those processes and your SOPs, which are standard operating procedures, basically how to do dispatch step by step, how to take an inbound call step by step. Those are your standard operating procedures. You're going to want to fine tune those. And the next step is you're going to want to develop your KPIs. Your KPIs are your key performance indicators. These are the numbers and the metrics in your reporting. They're going to allow you to manage your business based on the numbers. All right, but first you have to establish what those are. Right? Are you going to be looking at your booking percentage to see how your sales are doing? Are you going to be looking at your average move to see how your operations are doing? Are you going to be looking at the amount of packing sold per move? Are you going to be looking at, you know, I don't know, attendance rate for sales reps? Whatever it is that you're going to develop your KPIs. You're going to want to make sure that you have these set up so that you can go on to the next step, which is manage your business from reports and meetings. All right? This is possible. This is how I ran my business for years. Once I set everything up and I had the right people in place and the systems in place and the standard operating procedures, I basically was able to see what was going on by the numbers. And you don't have to be a numbers person to do this. You don't have to be a mathematician to do this. You just have to set up the proper KPIs, right? The proper numbers to where, you know, hey, if it goes over this point, you know, that's good. If it goes under this point, it's a problem, and I need to do something about it. Once you have those set up, you have a daily reports, you have weekly, weekly reports, you have monthly reports, quarterly reports, yearly reports that allow you to run your business. And then when there's issues and there's problems, you have meetings with your team to address them and start correcting whatever issues there are, right? Then final step after that is you focus on business development. All right? This means different things for different people. If you want to have one solid company, you focus on different ways to improve. You take a step back, essentially, right? That's what you're doing. You're working on your business. This isn't. I'm not saying leave and never come back. I'm not saying set some people up and disappear and just wait for your paychecks and, you know, get them in the mail. And you never have to look at your business. No, you're managing your business based on reports, based on having meetings with your team. And now you're focusing on ways to improve the business. You're focusing on ways to bring in more business, become more profitable, or to expand, right? Once you're at this point now, you could expand. You want to open additional locations. Now you have the ability to do that. But if you're working in your business, you know, if you're required to come in every day and dispatch your own trucks and you try to open up an additional location, it's going to be very difficult to operate that. It's going to be very difficult to have your current business running smoothly and your new location running smoothly. You need to get yourself to be able to step back to where you could kind of watch everything from afar and make tweaks and adjustments, and that's what's going to Help you get to that next level. All right? So anybody can do this. Remember, if you don't know my story, I started off renting two trucks. Working out of a truck rental yard with no money. I developed my system. I brought people on, I started grooming them. I took a step back. I started to perfect my SOPs, right? I started to run my company off of reports and meetings. I started working on business development. I grew and I expanded and eventually we were doing $20 million a year. Alright, I'm just a regular guy. I didn't go to college. I didn't know what I was doing when I got into business. You can do this as well. All right? So unless you just want to create a job for yourself, unless you just want to be your own boss and have a place to go to work every day, focus on being able to work on your business and not in your business. And allow yourself the gift to be able to grow and get to that next level. Push yourself to get there. All right? If you have any questions on how to do this, leave them in the comments below. I'll be more than happy to answer them for you. I hope this was helpful until I see you next week. Go out and Profit in business, thrive in life. I'll see you later. Hey my friend, it's Louis. I hope you enjoyed this episode. Do me two favors. Number one, subscribe to this channel so that you continue to get updates every time I release new training for you. Number two, if you'd like to get ahead a little bit faster and become more profitable in your business, what I'd like to do is give you a copy of my 10 rules of a Profitable moving company. These are the same 10 rules that I applied in my business that helped me grow into a multi million dollar nationwide company. Okay, so all you need to do is click on the link on this page or head over to LewisMassaro.com 10rules. So that's Louis. L O U I S Masaro M A S S A R O Com tenrules Just put in your name and email address and I'll email you out a copy. Okay? Until then, every single day, go out and profit in business and thrive in life. I'll see you later.