Effective Pricing with Kimme Lafayette: Pricing in Action pt. 2 (The Service Agreement)

Okay, so today's goals that we're going to do, we're going to look at how to incorporate keywords into your phrases, how to tailor agreements to different client needs, and then we're going to finalize your agreement to be able to give you a confident presentation when you send it to your client. Before I jump over into the software, I just want to remind everybody from session six, another important one to watch if you haven't seen it yet, is to set up certain templates first. So you'll recall that I mentioned when you first start working with the software, you're probably going to be doing quotes before you start doing proposals. Right now, you're probably still doing proposals in a Word document or another software. When you first start using effective pricing for quotes, the recommended proposals to set up first is your draft proposal and your payment plan templates. These are both ones that during the quote process, a client may ask you for a printout of a certain screen. And I showed you in the software where there's a little print button at the top. If your client asks for a print of that screen, you'll want to have those templates set up first. So that's your draft proposal and your payment plan. Same goes for both of these are quite easy to set up. Mark, again, does provide templates. I was happy with his templates. They didn't really require much customization for my taste at all. It will automatically pull in your logo and your colors from your settings. So these ones are pretty easy to set up. Also in step six is setting up your agreement proposal template. And that's what this session today is about. I think I'm just going to jump over into the software now, but I'm going to do it on my screen first. Okay. So where I'm going is into my clients, my gear wheel at the top and. And then my clients and quotes section. And you'll remember last month we left off where Kate had selected her package. I know you can't share my screen. I'm just kind of explaining where I'm going before I show you where I land. So are you not seeing my screen at all? You're seeing my PowerPoint still? I think you're seeing my PowerPoint. I'm going to move effective pricing over in just a minute. So Kate had decided on her plan. We had gone through behavior rewards enhancements. We had decided on her start date and payment plan. And I explained at that point that that is where I typically end the screen share with the client. I thank them for their Time I explained that I'm looking forward to getting starting with them. And I remind them that I'm going to be sending the written agreement for them to sign. And I tell them what my next steps are after they return that agreement and I start onboarding them. So we're going to go back to Kate's quote and I'm going to show you my process for preparing the agreement. But before we do that, I'm going to take you into my template first and show you a few things for my template to demonstrate why they are the way they are. Other people might choose to do things differently, but this is what works for my brain and my comfort level. So if I go into now, I'm going to pull my proposal templates. You'll see I have several in here. Various modes of draft mode versus live mode. This is just like the quotes that you can toggle back and forth to change them. Pretty much anything that I have in live mode is ready to go. But I'm constantly tweaking my agreements. Almost every time I do a new agreement, I just about always change some type of wording or something that I've learned from a previous client that, hey, that would be good to have in my agreements going forward. So I did hire Emily's team to do an initial proposal for me. This is one I'll show you. This is the one that Emily initially designed for me. I'm just gonna scroll through it quickly so you can see. I'm gonna show you my actual one now. She will go in and do this all for you. I keep that there named as template from Emily because she did all of the hard labor for me. I always keep that as one that I can work from to clone from. Now. I clone from some of my other existing ones, but I always keep that one there as a fallback in case I need it. We talked about how finicky the spacing can be when you're designing these proposals, especially for what I like to call the pretty ones that are extra customized. And by extra customized, I mean using something like canva. But now that I have several templates to work from, it's really easy for me to just clone those and work from those. I have one that you'll see is called Bookkeeping Essay Animal Demo. This is the one that I want to show you now. The Bookkeeping essay stands for service agreement. For me, Animal is my live one. This demo one is one that I want to go in and show you a bit today. It is pretty much my real one, but I want to play around with some stuff in here with you today and I don't want to play around with my real ones. You'll see I also had one there. My other niche is wellness and travel. Those are niches that I have and I keep those in draft mode because I do revisit them from time to time. My client network is. I have. I don't onboard a lot. I have a small number of clients that I do large volumes of work for. So it can be potentially long periods of time in between when I'm onboarding a client. So I do revisit my agreements every time I'm going to use one. I tend to block time off in my task management software where I will go in and look at my service agreements a couple times a year. I'm not super rigid about that date. If it turns out that I'm busy, then it might be seven or eight months when I look at it. Or if I'm not busy, it might be four or five months that I look at it. The key thing is for me that I like to go in and look at it a couple times a year and add those extra phrases or reword things that I've learned as I'm working through clients throughout the year. Because my Kate chose the animal industry client, that's the one we're going to be working with today. I don't have it in live mode because it's just a test one for today. In here we have. I'm just going to quickly show you what my animal niche agreement looks like and then we're going to go into breaking down some actual steps for it. So this is my cover page. Barking Tails Obedience is just a fake name that I made up for when we did the quote for Kate. I'm going to download this so I can make it bigger. Just give me a minute here, guys. You're going to get copies of all of this. If I seem a little discombobulated today, I've had a minimal amount of sleep for about three weeks now. I apologize if I'm fumbling around a bit. Let me go back to the software and my download window. Now. We can see a full page view here, my cover page. Most of this is a template that was done in Canva. So definitely this picture at the bottom, this little chat bubble that says I'm barking with excitement to read this. My logo, my phone number and email address at the top, this title of the agreement that pulls from the software of whatever type of quote it is that I've done. But in the Canva template I had to put a space for where that would fit. When we go back into the software, I'll show you how that spacing gets finicky. And then the prepared for and prepared on that is part of the Canva template. And then this barking tails obedience pulls from the software. I put a space for that and then prepared on because this is a test demo. We didn't. I didn't actually prepare an actual quote for this one. I'm just showing you the template. And then we have our customer's name pulls from the software. The rest is just template stuff in Canva. I find it a lot easier to manipulate information in Canva than I do here. Lots of it is in the software too. It can be either or, especially if it's stuff that isn't changing a lot. Like a lot of this text part you'll see is in the software for me and only what I call the fancy parts are in canvas. You'll see this is really similar to the original version that Emily did for me. When I scrolled through it. You may recognize that these bulleted points, that's stuff that Emily did for me. And then I've just changed a little bit. I do have some parts that are highlighted. You might be wondering about that. I'm going to talk about that in a few minutes. Here's my packages page. This pulls from the software and I'll show you how to do that. One thing I want to note here, and I have not found a workaround for this yet. Before I send, I always export my agreement to PDF and then review it in PDF and do any final editing that I want in my software. Try as I may, I have not been able to get this little gray line which is a footer from the bottom of my enhancements page to actually appear at the bottom of that next page. And I don't want it to run over onto a second page. So I export this to PDF. I always export to PDF first, review it in PDF, make any edits or changes that I want there. So I would just delete this blank page from my PDF version before I send it to the client. This is another one that I play around with a little bit because I don't really like how this one line goes over on to next page. So the software is great. It saves me a ton of time once I had it set up. But there is still about five minutes worth of editing that I need to do once I run a proposal which is by far faster than the couple of hours that it used to take me to do a proposal for somebody, especially given that I can start to utilize all the keywords. And then here's my end page. So going back into the editor, that's my draft, one that I've been playing around with a little bit, and we're going to play around with it today. Things will look a little different by the end of today if we look at it again, just to remind you of some things that we covered in the previous session and we're going to look at in a little bit more detail today. Don't get overwhelmed. Go step by step. The proposal section models are very different than the pricing section or quote section models. Be prepared to work methodically, section by section, element by element, page by page. It does end up coming together into a beautiful, beautiful document, which I have gotten a ton of compliments on. How many people I've given that agreement to that are in my animal care niche, and they love that little half picture of the dog at the bottom saying, I'm barking with excitement to read this. My clients in that industry love it. And it's so easy to do once you have the template and it really makes you stand out. We're doing value pricing because we want to charge premium prices for the services that we're offering, and we want to stand out from other people in the industry. Having a really professional proposal like this does make you stand out. And if it could be the deciding factor, if they're picking between you and someone else, remember to use that save button frequently. Save and Continue is helpful as well, although it does take a little bit of time, because when you hit save and continue, it takes a few seconds and it generates a preview for you, whereas the save button will save whatever work or component or element that you're working on. When I first started doing my proposals and started editing the template that I had had Emily do for me, I was saving every four or five changes. I was saving continue, then look at a preview, go back to do a little more, and then save and continue. By the time I was getting close to a finished product and tweaking small things, I was hitting save and continue just about every time I change something. Because the software does get finicky with the way things are spaced out in there. Even just a change in one line could change how other things appear on other pages. Remember that the closer you're getting to your finished product. Again, this is what worked for me. The more saving continues that I started to do. Remember that the editing and delete icons, and we're going to show you this in a minute, are on the left side for an entire section. Let me actually switch back to the software while I'm talking about this, because I want to make sure. So these edit and delete buttons are for an entire section. Let me go to another page. You can see I have editing and delete icons at the left of this section. The section will have dotted lines around it. And then if I scroll down a bit, here's another set of edit and delete buttons for this section that has dotted lines about it. So remember that these ones on the left, here's another section right at the top. So I have three sections on this page. Three edit and delete buttons for each section over on the left hand side. So that will edit or delete the icons for everything in that section. The edit and delete buttons over on the right hand side are for specific components within that section. Okay, and we're, like I said, this is a test model, so we're going to start to play around with it. But I just wanted to show you those buttons. Utilize background images that appear behind the text. Designing something in Canva and then uploading it as a background image. So I'll show you how to do that as well. Then there's several options in the software about using packages and tables, which we're going to be doing today. Make use of the page break section as you go along. If you have an agreement that's quite long that will separate things nicely into separate pages for you. We're going to look at keywords and how to use them in your proposals. And then finally, one of the last things I said in the previous section, proposals are client specific. And what I mean by that is I always have my main template that's in the proposals and templates section, which is where we went in the software. But I always review it and edit it from for every client. Once I've done a quote for a client and I am looking at a proposal for that specific client, I am able to do edits in that proposal, but it will only edit that specific proposal for that client. It is not going to change my overall template. So something to be aware of. There's two different ways to edit your proposals. Either in the template which edits it for everybody moving forward, or editing a specific one for a client. Maybe they have a goal of taking their family to Hawaii for a dream vacation and you want to put that into your proposal and be like, this is going to help you take Your family to Hawaii. And maybe you didn't have a keyword for that. When you're editing the quote for that specific client, you can type that in. So you still have the ability to do that. Okay, I'm going to go back over to the software. We're going to look at some of these things. I already showed you the difference between the edit buttons. We're going to go into some of those. The software really does so much, it's hard to show everything in 90 minutes. There are going to be some handouts that you'll get today. With the upload they go into a lot more detail as well. There's a three page handout from Mark that's just an introduction to proposals. There is a 34 page handout that has lots of information about editing your proposals, screenshots, instructions, and basically a slowed down version of what I'm showing you on screen screen today. And then There is a third handout, a 17 pager. About the keywords. I do want to show a couple of things here. So there's different categories of keywords. There's system keywords that are already set up within the software and we're going to be looking at these. If it's not really making sense right now, it will when we look at them. There's your packages keywords, which is the name of my packages. There's your final payment keywords. And then there are three sections where we can create custom ones for your company. You can put in something like your website address, email address, your phone number. You can create keywords that are specific for a client. In this case it might be capturing that dream vacation. Maybe that's a question you ask all the time in their goals and you want to put it into your proposals. You can make that a keyword that you populate when you're doing a quote and then it will show up in your proposals. There are quote specific keywords such as their fiscal year. A keyword, if you're not familiar with the term, is essentially a placeholder in your template. When you are doing a quote for a customer, you fill in the keyword information and it replaces that keyword in your actual template. Like here's one proposal name. So the example that I showed you, I'll just show you Emily's. For now, this US letter portrait is from the software. That is a keyword and, and that is a name. This here, my name. That is a keyword, that is the client's name. So you're going to get all of this. I'm going to quickly show you there are a lot I haven't counted. I'm a bookkeeper that doesn't do a lot of counting. But there are a lot of keyword examples in here of ones that are pre built for you in the system. And then also on the last couple pages of this handout is an example that Mark started. You can see how many keywords this is just a little page and a half letter. It's not even a full proposal. But you can see how many keywords you can potentially use. As many as you want. That will make your service agreement as easy as possible for you. We have 15 different keywords. Keywords have these parentheses around them. Use as many as you want. Okay, back to the software. There's an elephant in the room if anybody spotted it already. When I was showing you my template, you may have noticed how long that template is. The one I showed you in the PDF was about 21 pages long. My old version of a service agreement used to be about six or seven pages long, but it was nowhere near as beautiful as this one. I didn't have a cover page, end page or team page, pictures or graphics. I love how my service agreement looks. A step that I do in my master template. I put in absolutely everything that I think I'm going to need When I am doing a client specific service agreement. I delete or remove unnecessary sections because it's a lot easier to remove it for a client than to add it in. So for example, when we're looking at packages and tables in my template, I will add all of them in my template that is 21 pages long is not actually 21 pages long by the time I send it to a client. And because there won't be sections that I'm going to remove. So let's just go back to my first page. Most of this was uploaded as a. Like I said, it was designed in Canva and it was uploaded as a background image. I'm doing air quotes and you guys can't see me. It was uploaded as a background image which allows me to put wording and keywords over top of that. I'll show you how to do that. First I'm just going to add a new page. Let's call it today's date, September 25th. This by default goes to the bottom. I'm going to move it. So now I have this new page. 19 pages is what this test model is. I have this blank page here. You'll see that the three dots over on the left hand side is what allows you to move it around? If you have another page that you like already, you can clone it or view it. Click on Editing here lets you edit the name of any of the files. The six dots that allow me to move a section around are these ones here. One second. I'm having a technical problem. Okay, let me talk for a minute. The six dots allow me to move it around. The trash can is a delete button. Be careful with that because deletions are permanent. You can't get them back. There isn't like a recycle bin. And then we have this abacus symbol which allows me to edit that section. And you'll see, I'm glad I'm unfrozen now. You'll see when I clicked that, it changed this menu section on the left hand side and I now have some options. Whatever changes I make in this menu right now will affect only this section. So I can change the background color to red and you'll see it changes. If you have specific hex code colors for your branding, you can do that. You can change the margins of the section, page size, page margins, date formats, if you want, a header and footer, so on and so forth. We aren't designing an entire proposal today, but rather just reviewing mine and how it looks. I'm not going to go into detail about each specific feature. Those handouts that you're getting will assist with this, but to be honest, it's just a lot of trial and error and playing around with things until they look the way that you want them to look. So we looked at the left hand menu bar where you have pages for cloning and viewing. If you want to delete a page, I'm going to delete this one that I just added. You'll see you get a message that says it's permanent. And then we looked at the gear icon wheel, which is your proposal settings. When I clicked on the abacus symbol before, this was actually part of the menu that it changed me to. You'll see we can toggle back and forth. It's not letting me click on keywords right now. I'll show you why in a minute. But here we have our Elements menu which has submenus underneath. We have section tools, so different types of sections that we can add, content types, whether we want to add text or an image. Our different price tables, which I showed you earlier. Like I said, I add all of them in my template and then when I'm doing an actual quote for a client, I delete the ones that I don't want to actually send. We have our enhancements tables. So when you're going through a quote with your client, if you wanted to show the enhancements, then you can do that. So here's my behavior rewards. So you can choose if you want to have all the behavior rewards that you have available, if you want to have only the behavior rewards that they have chosen that they will honor, and then all plus description, which is the one that I have right now. If you do all rewards without the description, it doesn't show this little text that you will have programmed into your software or selected, plus the description, which is obviously just the ones that they've chosen with the description. So those are all different types of things that you can add to your proposal. So let's jump back a little bit to how I created my page differently. I'm just going, sorry, I should have left that blank page there. Even though we're playing around with the test model, I just want to start from scratch. So in this default section created at the top, this section that's here when you start a new page already, I'm going to stick with wanting just one section like is already there. But now I need to choose what type of content I want to put inside of that section. So here is where these other dropdowns on the left become helpful. Under content type, we have two options. We have text or image. If you're only uploading an image or a logo like you've seen in the top section of my actual agreement, then I would choose the image option because that's all you're needing to do. But the way that my cover page actually is, I showed you how I have an image created in Canva, but then I also have some keywords that pulled from the software. In order to do that, you have to choose the text option. Even though you're uploading an image that you created in Canva, you have to choose the text option. So I'm going to say that my content type is text and I'm just going to drag that over top. You'll see. I now have my Edit and delete icons on the right hand side. And because I've chosen text, it defaults to putting this word null in here. And when I click that, it says insert text here and my cursor is flashing there. When I was showing you these menu buttons earlier, this little key was grayed out. It wasn't allowing me to choose it. That's because I did not have a text function set up over here yet. I Didn't have a text section. You can only use keywords when you have a text section set up. Here we have all of our system keywords that we can choose from. I'm not going to do this part right now. I want to show you how I uploaded the image. So I've done a section here that I've said is a text section here. I now have my background color, my column settings, and page orientation. But you'll see I have a new option here that says I can upload a background image when I click that background image button. This is where you get a little message that says the file type that it needs to be, the file size that it needs to be. I really recommend using external software to design your image. How are we doing for time? Oh, gosh. I really recommend using external software to design your image. It will require some fiddling around still. Now I'm going to go back to this front page, which is a background image. If I click on Edit this, you'll see I get to my keywords edit button. I've already uploaded a background image. Let me clone this page. If I remove that background image, you'll see that all that's left on that cover page is those keywords. All the rest of the information. That red line, my phone number, the dog image at the bottom was all background image designed outside of the software. Now we're back to my original one. The other part that can be a little confusing is the placement of the keywords. And this is where Emily's team comes in. So valuable because when you're doing this, you need to use this return button. So remember this prepared for and prepared on is part of my image. You need to be super careful about where you're placing return symbols. Maybe you want a little bit more space here between the prepared for or the company. Lame. Trust me, that will change how your cover page looks. If I were to do another print preview right now, which I won't, because I'll do one after we've done a few changes. So you can see how it skews things a little bit. So I'm just going to hit a couple of enter marks in here and then you'll see after we've done a few other changes. So the next thing that I did differently in my template, after Emily did the design for me, I changed my cover image. I did use the one that Emily designed for a while, but the next thing that I did is that I designed a back page at first. So a lot of times people will design Their cover page, their back page, and then a page to use for every other page. If I go to page two, you might have every other page in between your cover page and your back page. You might want your header to be your logo or just picture it like letterhead. If you want to have every other page in between, have your contact information at the bottom, you can put a footer in. So it's a good idea to set up a template page like that that you can then just clone that page for all the other pages you're creating. That was the next step I did for me. Right now I created page two and I put this section in at the top. All of my other pages have this header at the top. That's the next step you want to do. After you've got your cover page and back page design, the template of how you want your middle pages will be. This is just uploaded as an image in that section. And then all these other sections are text. So if I were to click edit here, this one. So I mentioned earlier about how I have sections that are highlighted and this is because for me, and I'll show you a couple of them. This is sections for me that I do want to have in my main proposal template, but I decide per client. So we have the section about the tables where I said you can add all of the tables in and then delete which ones you need. I have text that I add to my proposal template, but sometimes I delete it or change it when I'm doing a quote for a specific client. Those are the parts I have highlighted here. Right now I'm in my proposal template. This is text with a background image behind it. I click my little edit button and I can now edit this text. When I highlight it, you get what you would get in any type of word documenting format. You can change the font size, you can change whether it's bold or underlined. So these are things that I don't change in the template in the template. But when I'm doing a quote specific client, I delete those. Because this particular line about your agreement with my company gives you access to a dedicated account manager that is not included in all of my packages. So if they choose my basic level package, they do not get a dedicated account manager. But because the software is not dynamic to recognize what's included in packages, I've done this as my way of knowing that when I'm doing a quote. I'll show you a couple other examples that I have highlighted. Fees is another one that I have Highlighted because I've indicated here Appendix B and Appendix D. If they didn't have any behavior rewards and they agreed to the price right away and I didn't need to offer them any behavior rewards, I'm not going to have an appendix B that's attached for them. And I will delete that entire line because otherwise they'll be like, this price includes any rewards that were agreed to. They were like, well, what rewards? We didn't discuss any rewards. So the appendix names that I attach later might not be appendix B anymore. It might become Appendix A. I think I'm going to actually rename those instead of appendixes. I may actually just call them what they are and then I don't have to change the appendix numbers. I can just delete sections. So you can see I've highlighted the names because I might want to change the appendix number. So I'm going to jump back to my second page. You'll see here that I've used some keywords. I have a proposal date and start date. This is pulling specifically from the software. Like I said, there's a lot of options, maybe 100 or so, plus all the custom ones you can create. These are built throughout my proposal. I showed you that example in the PDF you're going to get from Mark in that one and a half page document, just in the first couple of paragraphs, he had used 15 keywords. I don't use a ton of keywords because although the option is there, I don't want to go overboard with it. For every keyword that is a custom one, you need to enter information somewhere for that, especially if it's customer specific or client specific keywords. Those are kind of a setup one and done type thing. But my whole idea of using the software is it has so much availability to do so many things that you want it to do. But just like my pricing models, I like to keep it as simple as possible because that's how my brain works. So when I'm doing a quote, some of the keywords that I have is a client keyword called company name. So you'll see that's this one here. Company names. When I do the save and continue again at the end to show you some of the changes that we've done, you'll see that it will put the company name of the fake company I set up for Kate. If I want it to be the client's first name instead of first and last name, depending on what kind of relationship I have with them, do I want to call them by Their first name or do I want to call them Mr. Or Ms. So and so or whatever. It depends on how formal you are and who your ideal niche client is. Right. I can set up a custom name for that. So those are all different things you can do. Let's look at how to put a keyword into your proposal. I'm going to go Back to page 2 where I have a couple in here already. And I'm going to go to page two of my agreement where we have the image that unlocks that keyword menu. So right here you'll see I have four icons for this section that has dated lines around it and then I have three icons over here. So this is a two column section. We have the option in our sections where we can add columns to two columns. Three columns on this page. I gotta start getting a different word of just section, section, section. There's an entire section of this page. Within that are the subsections where I have two columns. Over on this right hand side, this is just an image. I have three icons here. I do not have the pencil icon because you only get the pencil icon when it's a text field. So when I click edit here, it unlocks on this section. Over on the left it unlocks my keywords. Let's say I want to go down here. I'm just going to hit enter a couple of times just to show you. Let's say I want to add. I'm going to do a save and preview and show you how this appears at the end. So I'm going to hit save. I've done a couple of changes. I'm going to hit save and continue just when we're in our last couple minutes. But that's how you would add a keyword. You just make sure you have a text section. Make sure you've clicked that pencil edit icon because otherwise it will not unlock your keyword section. And then you can go through, pick any of the system ones or any custom ones that you may have. Okay, so there's nothing else that's different on the next couple pages. You're going to see when I go into preview mode how the alignment has gone off a little bit. This is similar to what I was saying about that little line that I'm still to this day playing around with. I can't change the font size of the tables that appear. I can play with the margins a bit, but the font size of that one particular table that I'm putting on that screen takes up a little bit more than one page. So I'm still playing around with that. I'm here showing you guys how to do this, and I'm showing you my live version, mistakes and all. So you know how I work with it and you know how I deal with it, and you know how I configure it to what I want to do. All right, I'm going to skip forward to page six where we were playing around. So I want to note down what page numbers I want to show you when we preview. So cover page, system keyword, I think was on page two and then page six. I changed the font and stuff here. The other reason that I have my fees section highlighted on page six is. Call me a skeptic or whatever, but when it comes to money, I like to double check things. Things. Everyone in this session today is going to understand that when I'm preparing a quote for a client, I'm only reviewing the highlighted parts and those appendix numbers because sometimes they change. So let's go look at some of the appendixes. I'm just going to scroll through some of these. Okay, so here is my package page. This is exactly from the software of your final packages page. There. It will highlight whatever program they've chosen, and it will bring that package into your template for you. They will be able to see other things in other packages that they have not chosen that they might want again in the future when they're reviewing this. So to add a table, I'm going to go. Let me do a new page again. And again that will be down. Should have gone down to the bottom. All right, let's use this one that I've been playing around with. I didn't see if I had gotten the green check mark up here. Sometimes I get a red error message that it didn't save. So I didn't notice if I had gotten the green check mark. But I have my section here, and so now I want to add a table. So I'm going to just minimize these other ones and say what type of table I want. That was the all packages table we were just looking at. Let's look at the questions table. I can just click and drag that over here. The questions table is a list of all the questions you've asked and how they answered it. If you have a problem with Scope Creepy in your business, this could be an excellent way of managing that because you have a record in your agreement of exactly what services they asked for, how they answered your questions, what information they gave you, and you can then refer back to this. I often use this, but not in my actual service agreement. I use it as a separate document. I do have them sign off on it, but I find it does make an actual service agreement quite long. This is where you would also add any enhancements if you wanted to. So if I add a new section and then go down to enhancements and then let's add another new section again and go down to. Just to show you the difference of all enhancements versus all plus description, you can see when you choose the first option of all enhancements, it doesn't have the type text underneath. I'm going to show you a quick save and continue preview and I'm going to move effective pricing off my window for a minute and show you the actual proposal from Kate's session that we did last month. I'm going to download this again so that we can see it in a nice big view. So you can see now I put a couple of space marks in here between the prepared for and the barking tales obedience. You can see now that has moved my image down a little bit where the bottom of that image is now creating a second page all by itself. And then some of the other changes that I did was over here on this page. I had put a keyword in for the package that they chose. And I said that I wanted it to say that they had chose my premium package, which is top dog. So it's kind of sticking out here in the middle of nowhere. Ordinarily I would have that in the middle of some text here somewhere. But I just quickly threw in that keyword so that you can see how it pulls from the software rather than manually needing to type this in. One of the other changes that I made on page six was how I showed you that you can change font size and bold and underline anything that's text. You can change it the same way that you would in another software. But you'll also see now that by changing this font size and making it bold, it has also created another blank page. I think in the beginning my proposal was about 21 pages. You can see just those few changes. It's now 28 pages. A big part of that is because I added this questions section at the end. So here's my list of questions. The table we added at the end and then I added a couple of tables about enhancements. So you can see how every little change that you do is going to require some looking at things to see how it impacts the format. But it's very easy to edit in software like this. Once you've exported it. I'm going to move effective pricing off my window for a minute. And where I'm going is to my gear icon and then clients and quotes, and I'm going to my Kate client that's on that screen. One thing that I will note, if you have more than one quote for a client, make sure that you're choosing the correct quote. Maybe you have a payroll quote for them, a bookkeeping quote, a tax filing quote, so on and so forth. Okay, so once you're on the quotes screen and they've agreed to it and it's all finalized, you go into the dropdown to proposals and then create new. I would choose my proposal templates for the animal care industry. I'm just gonna give it a name and hit save and continue. This is just gonna take a minute and it is going to generate a quote that I can now make changes to that are specific for Kate. So it's going to pull company name in proposal name. It's going to pull in Kate's name. Like everything that I have in that template. That keyword change that I made here on page three isn't here. That's because I was in a different draft mode template. So I'm going to hit save and continue because I want to show you what this actually looks like. Here is the name of the proposal, which for test purposes, today, I just put today's date. But ordinarily I would name it as monthly bookkeeping or whatever it is that I am preparing. Here's the company name, keyword and then the date. You'll see I'm back to 20 pages now instead of 28 pages. This one doesn't have all those templates with it. There's a blank page that I would delete. There's my keyword with Kate's name. This is all a real proposal that I would send to a client, usually within an hour of my meeting with them. I export it to PDF. I delete things like these blank pages that shouldn't be there. In editor mode, I'm able to make any changes. So if Kate had chosen, one of the things I have highlighted on page six, you can see I still have this highlighted. If Kate had chosen. So this is some of my real team members now. This is my updated version versus that old version. If Kate had chosen a package that did not have a dedicated account manager, I would delete this entire section from her specific proposal. But it doesn't delete it from my template. So thanks, everybody. I hope you got something from today's session. I hope you enjoyed seeing the real live version of my agreement. Thanks.