Mike Minute Mastermind 01/10/2024

All right, good morning everyone. Let's get started.

Facebook.

All right, we have training for a bunch of new owners this week. We also have all the coaches in town for doing training.

So that's exciting. They have training after the regular training that happens throughout the day.

So yeah, they'll be going through all sorts of scenarios, different types of training etc. They listen to calls and kind of break them down what's good and bad. They'll also be doing on a continual basis with Lee going forward. So really looking forward to see that work out. Well, let's go ahead and get this party.

Oh, it's a different one. Okay, there we go.

Sweet. All right.

From Marysville, let me show this is showing up correctly.

Where's the collection automation and Copilot? ATC doesn't know. It's not something I can get answered in the copilot group and I asked you destination? Nobody responded. Yeah, so it's in right now it's in the basic automations. In terms of sequence automations they were waiting on the multiple stop triggers that came out just a few days ago. So command center is going to be building that and then they are keeping track of everyone that they need to put that into but currently it's first running in the simple automations but they will be moving that over to sequence automations here shortly. They have pretty much got everyone I think into Copilot and so they made a list of everyone that they need to make that happen. So they're doing a bunch of testing and modifying that and they would put it into the accounts and then you can toggle it on or off as you would like. But they are still working on that. I asked them about that this morning. If a client calls and accepts an estimate from CC is CC marketing is accepted on their end and I'm getting the notification of that unit. The client did put a card on file so they when they mark it as accepted if you have the credit card requirement on they get a pop up that says hey, we require credit card on file. Once they push accept so then they'll get them there. We have found that the way kind of around currently the way around getting a credit card on file from a customer is if they do an instant quote from the website they're essentially accepting the estimate on there down the road we will need to integrate with Copilot from those instant forms so we can capture their credit card when they are accepting the estimate online because it is currently sort of the way around it. And the goal again is to be able to get their credit card information on file and you can literally just set up an automation for example that if someone does not have a credit card on file they get an email continually like every week if you wanted to and that would just basically pick up anyone that kind of somehow got through that process. That's the only way currently that we really can see that happening. Unless specifically someone does accept an estimate and then ignores the pop up notification that says hey credit card is required on file but if you do have that checked in all of your settings it will pop up for command center. So yeah.

One more since I'm asking here is the time tracking copilot only tracking timed on the property or the attacking total time throughout the day that she's using discrepancy total time shown it was it should be like it's missing drive time or load time. I can't put my finger on it. No it so it adds all of it up together but then it does break it down by each visit. You just need to go to the accepted the time it's called accepted time clocks or something like that I forget and it combines all of it and then sometimes it does get affected by if the person clocks in the night before. You just might need to disable that setting. Nick from Marysville Quick update to the third question that last one. I know the problem is now I disabled clock in required so employees can check the route the night before without clocking all night. But by doing this now they aren't actually clocking in for the day but just going to dispatch board and clocking in and out of jobs and that's all it is tracking. I get why I like that sort of like essay. I am going to some of the features so they can view the route the night before without clocking in, but in order to clock in and out of the day out of a visit they have to be clocked in for the day because right now they can clock in and out of visits without actually being clocked in for the day. Good point.

Number three Landon Smith from Tallahassee, Florida. I'm not sure if you saw my post by her. I heard Andy Elliott talk a lot about having responses scripted before an objection is even brought up. His strategy and what he trained his team to do is come up with responses to the most common objections. That way they are never stumped. I thought this may be a helpful thing to have in the toolbox when it comes to closing deals. I was wondering if you've done this or think it would be a Good idea. I think this would be a very good, a very beneficial tool for new guys who are new to selling and could be a part of a sale, part of sales training. Do you think this would be help would be a good idea? If so, do you think we could come up with something like this to study things?

It's definitely beneficial. I think that they. There are an infinite number of excuses and objections that come up. So sometimes trying to handle like figuring out a word script for every single one is.

Is tough. It also comes across very scripted unless someone is an extreme, extremely good at sales. Like scripted sales can be picked up very easily unless someone is phenomenal at doing it. And so in my experience in this industry, if you have someone that's good at sales it is because of a lot of their soft skills, the ability to talk to people, their ability to be able to think quick on their feet. But ultimately you can combine all of the things that people say in terms of objections of the two things. And that is we think you're too expensive or I'm not sure. That's essentially you can bucket basically everything in those two things. And I'm not sure. Yes, there's a hundred thousand different things that they could be unsure of. And so two videos in the academy walk through most of those objections that kind of come underneath the subcategories of those two. But it's ultimately what most of them come down to is either I think you're too expensive, how are you gonna respond to that? And then I'm not sure. And what I can say is that the number one thing to that will be any script is conviction. And so I talk a little bit about that in those training videos. So those, those would be where I would start. But I would, I would, I'm not saying any other isn't correct either like. But also keep in mind that he has people on the phones with scripts in front of them and they're literally just like pounding phone calls all day. And so if you are out at a property, there's not going to be a hard working guy that comes out of your field crew typically that wants to sit at an office and just like pound phones and read scripts all day. So we don't do a lot of scripts. I've never been a big fan of scripts because ultimately if the person doesn't have the conviction in the product and in the service, you can have all scripts in the world and everyone will be able to sniff it out. If I can just focus on the conviction part, usually people, whatever of the hundred thousand different objections that come their way, they figure out a way because ultimately they can even just come down to the fact like Mr. Jones, I understand all of these objections and you, you know, fill in the blank for objections. I believe this is the right product for you. This is the best, we're the best service. I can guarantee you. I'm going to take care of you. Like it's the conviction in the product that sells most services.

All the other things, yes, there's tactics around like what if someone says about their credit card, they don't have a credit card, what do you say? Then there are always those sort of objections. And yes, it's great to learn those things. I think there's lots of really good sales books that will like break down hundreds if not thousands of different objections and how you can respond to them. But a lot of it does come down to conviction in the product and service because if you sell from a point of conviction, you'll push through basically any objection.

Landon, in reference to my last question, I think scripts for common door to door objections would be good to have as well as common requested estimate objections given we don't have the same leverage and confidence with someone who did not ask us to be there. Thanks. Yeah, again, watch those two videos, Landon, on the Academy. I think they're pretty lengthy if I remember correctly. Or at least there's at least the one that's like 30 minutes, so I'd really look at those. I give several, like specific scripts to talk back to someone about the things like I need to wait, you know, I'm not interested, stuff like that. But again, I just really do believe people can sniff your intentions from a long ways away. And a lot of times scripts, unless someone is phenomenal at sales, it comes across very, very apparent to just about any buyer. So again, I'm not, I'm not, I'm not discounting scripts. I think that they are a necessary ingredient after the first box has been checked and that is passion and.

The conviction in your product and service if you have those things. A lot of times you'll go search out how to get over certain objections. But just about any objection can be overcome with simply having conviction in the product.

Joel from Lafayette since copilot can track property size, will CC try to look at the property address in Copilot see if it already has a measurement when doing OTP mowing quotes? Will they add the measured property size to a new client's property when doing OTP mowing quotes? Or will they have to continue to put the property size in the call notes.

Right now I have to talk to command center of this I don't think we've standardized across the entire board doing a custom field across everyone's account I don't know though I'd have to talk to them I know that's we didn't service autopilot but we didn't have it in super so I can look at this I know Liz watches these and so I think either we have or we are going to make it where it's a custom field for everybody that being said we are down the road going to lock the property measurements to individual properties inside copilot so that way they could measure inside there they'd lock it and then they could see later on down the road what those measurements are on the map so.

All right well I'm gonna hop on a few more meetings and hop into training I hope you have a fantastic day fantastic Wednesday and we'll see you tomorrow. Take care.