I Find 124 Hidden Days Across 3 Businesses (Live Hot Seats)

Three business owners walked onto the stage, not knowing what their real problem was. None of them left that way.

In this live hot seat session, Adam works with a business owner who thought she had no time – and finds 124 days hiding in plain sight across her side businesses.

An accountant who thought her landing page wasn’t converting – and uncovers a pricing structure that could take her from £120K to £600K without a single extra hour of work.

A consultant running two funnels at once – whose webinar was already working brilliantly, just with the completely wrong offer at the end of it. And two founders who had built a £400K business that runs entirely without them – but had no idea what to do next.

Three different businesses. Three completely different problems. All diagnosed and solved live on stage in under 15 minutes each.

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Transcript:

Please note this is a verbatim transcription from the original audio and therefore may include some minor grammatical errors.

[00:00:00] Hey, team. Welcome back to Business Growth Secrets. I’m super excited for today’s episode. I’ve got a feeling you’re going to absolutely love it, because we are going to take you behind the curtain and actually get to listen in whilst I live coach multiple different business owners on problems. Now, one of the things that I’ve been doing for many years is taking individual businesses, bringing them up live on stage at my events, finding out the problems in under fifteen minutes, solving these problems very, very quickly, allowing them to get to that next level of growth for their business.

[00:00:42] And a lot of the people that come to our events, and if you’re listening to this, maybe you’ve been to one, maybe you haven’t, and you wanna get to one in the future, often say that this is one of their favorite parts because I’m really getting to the root of a problem. And the thing is, when you’re a business owner, you’ve all– every business owner has problems, and [00:01:00] problems come up, and challenges come up again and again and again and again.

[00:01:03] But the issue for most business owners is when that you’re in it, you often can’t see it. You just can’t see through the noise because you’ve got a lot of emotion involved in what you’re doing, which bypasses your logical brain, which means you really struggle to solve the problems. So this is where when I start doing this type of coaching, I’m looking at it with fresh eyes.

[00:01:23] I can get to the problems really quickly and show business owners how to grow and scale faster. As you’re gonna see on this episode today, me working with a business owner where I get them back their time. I take them through a process of being able to understand how do you know what are the right projects, the right businesses to prioritize on.

[00:01:44] I’ve got a business owner at work today that’s got multiple businesses. I actually show them how to get focused on what’s actually making them money. You’re gonna see me working with some business owners that have done great things working with us already and showing them when you get into the hundreds of thousands of [00:02:00] revenue, what do you actually need to focus on and so much more.

[00:02:03] I think it’s an action-packed, great episode where I take you into the room with some of our amazing clients, seeing the results they’re getting. I hope you absolutely love it and of course you do. If you do, go and leave us a, a five-star review because that is how the podcast grows. Um, enjoy today’s episode and I look forward to seeing you in person and hopefully coaching you, uh, either in person or on stage one day soon.

[00:02:31] You can get some great insights from these business owners as to exactly what that process looks like Now, most business owners don’t have a plan, they don’t have a strategy, they don’t have a model, they’re all over the place. And because they’re all over the place, uh, their results tend to be all over the place.

[00:02:47] Sometimes they’re up, sometimes they’re down. Um, so actually just looking at what that strategy is and following it to execution is where we wanna be. So that’s the quick intro. That won’t come out of your time, but it just gives us a structure of where is it [00:03:00] that you feel that you’re struggling? Because this is the blueprint of where you wanna…

[00:03:05] This is what you wanna be building for your business. So you go for it. Give us an introduction on that. Uh, so I teach Pilates and fitness for women over 45 in Bournemouth, just face-to-face. And, um, I run 18 classes a week. I’ve got three instructors, but I teach 13 classes myself. Yeah. And that’s taking up a lot of my time, and my clients are very fussy on, uh, when I get stand-ins for when I come here.

[00:03:37] Uh, it’s just finding the right instructors. How many classes a week? 18. 18, of which you run 13. I teach 13, yeah. You teach 13, you’re running 18. Yeah. It’s women in Bournemouth- Yeah … 45 plus currently. Yeah. It’s Pilates, yeah? Yeah. Okay, cool. All right, so that’s where you are now. Yeah. What does sort of [00:04:00] revenue look like on this?

[00:04:01] Five grand a month. Okay. Income. So we’ve got… All right, so we’ve got 5K a month coming into the business. Yeah, okay. Where do you wanna be? What are you aiming for? What does, what does that look like? Well, I want to double that in the next 12 months. Okay. So you wanna get to 10 grand a month, yeah? Yeah. Okay.

[00:04:17] Um, why do you think you haven’t done that? Because I also run multiple businesses, and I haven’t put the time in for it. Okay. Good. All right. So you’re, you’re honest and direct, which is important. Um, this comes back to what we teach at BGS, which by the way, just… The funny thing is, just because we teach it at BGS, doesn’t mean it’s not one of the most important principles.

[00:04:39] It is one of the most important principles. As the CEO, it’s your job to allocate your resources to the places that need the resources. So your resources that you have is you have a certain amount of money, you have a certain amount of time, and you have a certain amount of skill. And your job is to allocate those resources to get [00:05:00] the best commercial return possible on what you do.

[00:05:03] That is your job. Okay? So right now, you’re allocating your resources in the way that you feel is the best way, which is running 13 classes. That, that’s a time resource that is being allocated in this way, and that is probably keeping you stuck. Very simply, it’s an al- a misallocation of time, um, which again is, falls into foundational strategy and operations.

[00:05:30] So if you look at the two problems. Right there. Right, okay. Um, so we- we’ve got a bit of a, a block here, and we’ve got a bit of a block here, right? So, so these are part of the strategy that you’ve built Is, is probably a little bit of a challenge. And the way that you’re operating your business currently, by you running all the classes, being the person that’s in charge, is making it difficult for you to grow or to scale past where you’re at.

[00:05:58] So why are you doing that? [00:06:00] Why? Why are you doing it that way? Because, I don’t know.

[00:06:09] Um, so I’m- By the way, it’s the same for everyone, isn’t it? So I- It’s, it’s the same. O- one of the things Sasha always says to me is, “Adam, when you point this out for us, I feel so stupid.” And I’ll be like… But this is the thing, when somebody points stuff out to me, I feel so stup- I had a consulting day with someone yesterday, um, where I spent the whole day and paid a lot of money, uh, for somebody to come and consult me.

[00:06:28] Like a lot of money for one full-day intensive. And after they did it, I was just like, “I feel stupid. Why didn’t I do that?” Yeah. You know? I think I’m people-pleasing. Um- Okay … uh, because- All right, good … they want me, they’ve bought into me, and then they don’t like it when I’m not there. Okay. And they got somebody else.

[00:06:46] It… That’s not what they paid for. And- Well- So I feel guilty- … good to know … for not being there. Okay, great. So I like the fact that you’ve identified there’s a, there’s a bit of a people pleaser. You wanna keep everyone happy. Okay? So that’s one thing [00:07:00] that’s really, really important, um, that, that you’re saying that’s keeping you stop.

[00:07:03] And what else were the other reasons you said? Um, I’ve got two, three other, three other businesses that are taking up a lot of my time. Okay. What are the other businesses? I do Airbnb- Yeah … I’ve got a camper van hire- Yeah … and I do utility warehouse. Okay. All right. So this is really important. Really, really important.

[00:07:24] Okay? We’re gonna do this. Basically, it’s a time reset. Okay? So we’re gonna look at these problems, and we’re gonna look at resetting the time, right? So just try and be as direct and as fast as you can with this. Um, over the past 12 months, how much money have you earned from utility warehouse? £7,000. In 12 months, yeah?

[00:07:46] Okay. How much time have you allocated to it? How much, how much time a week do you spend on that, or a day? Probably six hours a week. Okay. Six hours a week. So pretty much a day. That’s like a day’s worth [00:08:00] of work, yeah? Yeah. Okay. All right. So that’s 52 days a year, okay, on that. We’ll come back to that in a minute.

[00:08:07] All right? Um, the Airbnb, what’s it generated for you in the last 12 months? Uh, nine and a half thousand. Okay. How many days a week do you spend on that? It’s only in the summer, so probably 20. Okay. So you spend 20 days a year, you’re thinking? Yeah, I think so Yeah, okay. So 20 days a year goes on this, yeah?

[00:08:28] Okay. Right, and what’s the other one? You said Airbnb, utility warehouse. What was the other one? A camper van. A camper van? Yeah. Yeah. Of course, yeah. Okay. Yeah. Put some wheels on it, yeah. Uh, that’s a new business, uh, I’m just setting up. Okay. So how long are you spending on that? How many… How much time you spend on that?

[00:08:42] Um, probably a day. A week? Week, yeah. Yeah, okay. So 50- At the minute, but- Minute … no, it’s no- it’s n- How much money have you made? Nothing. Okay, zero. So I haven’t set it up yet. How long… How long… How much time have you given this one? This- Just having a look at something, don’t worry. Oh. With my phone. Grab my phone, Abs, if you can, whoever’s doing that, so I can just do some [00:09:00] calculations.

[00:09:00] So I haven’t, I haven’t done anything with that one yet. It’s just starting up. Okay, just, just starting up. What… Why… You’ve got four businesses. We’ve got the Pilates here. Mm. Yeah, okay. Do a person. All right. That’s the Pilates. Okay, thanks. So in terms of the Pilates, what you’re doing is you’re spending what, five days a week?

[00:09:21] Thanks, man. Cheers. Uh, five days a week, yeah? Four days a week. Four, four days a week, and this is earning you what… Did you say five grand a month? Yeah. Yeah, all right, so 60K. So 60K for four days. Okay. Um, very quickly- Tell me, how passionate are you about this out of 10? Seven. Okay. What do you think the opportunity to earn money in this is?

[00:09:45] Pretty big, yeah. Yeah? Okay. Eight out of 10. Eight. Okay, fine. All right. Utility warehouse, how passionate are you about this? Seven out of 10. Okay. What’s the opportunity to earn money in this? Well, it, it could be big if I put the time in, but it’s [00:10:00] putting the time in. Yeah, okay. Um. What do you think? It’s probably an eight as well.

[00:10:04] Okay. I’m not doing very well, am I? So a seven. It’s probably a seven, yeah. Okay, Airbnb. What’s the, um… How passionate are you about this? Oh, two. Straining, is it? Yeah. All right. And what’s the, um, opportunity to earn? Two, because of, uh, my overheads. Okay. Campervan business, how passionate are you about this? Uh, two.

[00:10:26] What’s the opportunity to earn money? Um, seven- All right … I would say. I don’t know. Okay. Not a lot, actually. All right. Probably less than that. Okay. Less than that? Mm-hmm. What is it? Five. Five. Five. Five. Yeah. Okay. You already know what I’m going to say, right? Okay. Do you know what I mean? But, but, but the bottom line is this, is all of the people that I’ve been at…

[00:10:50] Myself, personally, my philosophy is always to be, to give my focus and my attention- Mm … to one thing and just continue making it better, [00:11:00] and that’s how I strongly believe that you build a great business. When you take your focus and your attention and you split it into different areas, you dilute everything you do.

[00:11:10] Mm. So the reason that people typically do it, uh, two reasons that people typically divert is one, they, they get bored. Yeah. So they get bored of the existing business is one reason that that happens a tremendous amount and they get really, really bored. Now, when you get really bored it’s because you haven’t found innovation in your own business.

[00:11:33] If you keep finding innovation in your own business you won’t get bored, but you have to understand how to innovate within your ecosystem and infrastructure. So that’s one reason people do it. The other people, reason people do it is fear, um, and they get to the point where they’re like, “Well, I better not put all my eggs in one basket ’cause what if I fail?”

[00:11:52] And they don’t wanna go all in on one thing because then they worried about if that doesn’t work out then I’ve got nothing and, and they’re prioritizing survival [00:12:00] rather than success. Mm. And that’s typically the two reasons. Are you… Would you say you’ve more got bored? Bored, yeah. Bored. Okay, great. Very direct.

[00:12:08] This is good. Right. Okay. So thi- this is what I would say to you, is it’s too early to get bored. Uh, my advice to you would be to dump this. I would dump it. And it’s, it’s 52 days back in your life. If you took those 52 days, and you sat down in those 52 days and you worked on this business, you would not be earning 60 grand a year.

[00:12:35] You’d probably be earning quarter of a million pound a year. That’s the truth, because you’d be bringing actual strategy to the table, execution. To be honest, if I were you, what I would do is I would take those 52 days And I would focus on making my trainers elite. So I would be putting a training process in place to train these other people to get you down to zero [00:13:00] classes.

[00:13:00] That’s what I would be doing, um, because then you can just remove yourself from the business, get pe- get those other people trained, where they’re better than you. Yeah. Right? Not even as good as you, better than you. And this is just, just dump it. You’re not gonna miss it. You, you need to… The, the problem, obviously, it’s a network marketing thing, and that’s okay.

[00:13:19] I’ve got nothing against network marketing. The numbers are… I think it’s the numbers are under 1% of people succeed at a high level. 99% of people don’t succeed at a high level. Now, the thing I would say about, ’cause there’s probably a few people that do network marketing, but what I would say is this: it’s a fine starter business because it gets you to understand having conversations, uh, sales, putting yourself out there, networking, and it’s great for you to just go out and have conversations and build some confidence around running a business.

[00:13:50] But 1% ever really achieve something sizable, um, from that kind of opportunity. And, and the problem is, is the other 99% will tell you they are, but they’re usually [00:14:00] not, right? So what you need to do is probably, uh, for me, you’ve actually got something. You don’t need to be living in that world now. You can dump that.

[00:14:07] I would dump it, right? I would also… I mean, look, this sounds like the bane of your life. Yeah, it is. You, you might have bought that, um, and if you’re two-footed in it, i.e. you can’t get out of it, then I would probably give that to a management company- Yeah, yeah … and I would get rid of it. So I would let a management company run that for you- Yeah

[00:14:25] and I’d get the 20 days back in your life. I’d also dump this. Yeah. There’s just no point, right? So what you’ve got, you say you’ve got no time, but we’ve just… We’ve found 124 days in 15 minutes that you can add into your business, which basically, if you… All of these challenges will dissipate and disintegrate with time and the ability to move through the challenges of the next 124 days.

[00:14:53] So really, what you need is a goal. I’ll be saying to myself, “How can I get out of my 18 classes, [00:15:00] build a world-class team to take over?” That you would be comfortable saying, “Listen, these people are better than me.” You can have a better class with them, and you’re the person that brings them in. Other people can d- deliver it.

[00:15:11] And if, and, or you hybrid it. I mean, look, like today, um, I’m doing this piece, but earlier Chris is in my team. He’s come and done a great session. Steve’s come on and done a great session, and this is where you lift people up. Like, the whole aim of the game is to be able to evolve people. Andrew’s come on, right?

[00:15:27] And you bring people through. That gives you your time back, but it also gives them growth. So that helps you to grow the business, get your time back, and help you out. Is that helpful? Yeah. That’s great. Good. Thank you. Give it up. Well done. Okay. Um, just to, to, to make that relevant for everyone else before Andrew starts that up is, um, look at your…

[00:15:50] look at where that, that sits for you. Look, look at yourself and look at where you’re allocating your time because everybody’s doing it. Obviously, give it up for Karzan, who’s very brave to [00:16:00] come up and, you know, and very direct. It’s great. Just, just now look at yourself in that lens and just say, “Look, where am I i- investing time that might be taking me further away from my goals?”

[00:16:12] Because focus beats most things. You know, when you have focus, you can bring energy. When you bring energy, you solve problems, you move through problems. And then if you get bored, right, easily, this is the way I want you to see it, I’ll just do it for you quickly, right? Is very quickly, I learned this from Jay Abraham when I was about 26, and I think the lessons always stuck with me, is it’s very difficult…

[00:16:37] y- so often it feels very difficult to become elite at anything in, in a short period of time. So there’s a, a learning phase, right? And the way that a learning phase works, you don’t need to be good at every- like, you can’t be great at everything immediately at running a business. But when you get really focused and disciplined in getting great [00:17:00] in areas, you can grow very quickly.

[00:17:02] So he called it the percentage of… the philosophy of percentage gains. Okay? So the philosophy of percentage gains is simple. You might feel like you’re terrible at business strategy, like that might be your thing. But if you just got 1% better a month, you could get 1% better. You could take a little bit of time to think about what you’re doing, basically like we just did.

[00:17:25] You could take a little bit of time to say, “How do I level up my customer?” You could take a little bit of time to say, “How do I improve my messaging?” You could take a little bit of time to actually say, “What numbers, what conversations do I need to generate?” Like, you could get… Could you get 1% better? Yeah.

[00:17:39] Yeah. That means you’re 12% better in a year, okay? Which means that you’ll become a better strategist. You might think you’re terrible at branding. You get 1% better- 12% better in a year. You might think you’re terrible at marketing, 1% better a month, 12% better in a year. 1% better at sales, 12% better in a year.

[00:17:59] 1% [00:18:00] better at operations, 12% better in a year. That means you’re 60% better across the entirety of your business. But what you’re actually is you’re much better than that, ’cause what happens is because you become better at strategy, your branding becomes more defined. Because your branding becomes more defined, your marketing and your messaging gets better.

[00:18:20] Then it means you get easier people in, which means your sales become better, which means your delivery becomes better ’cause you get better clients, and the whole thing starts to compound in each different segment. So if you are getting bored… And this is the thing, if you run a £100 million company, then fair enough if you’re bored and you’ve got nothing to do.

[00:18:37] But most of us are not there yet, so there’s always something to do. Yes or no? Right, there’s always an area to get better in. Um, even if, like… Like, a lot of people get bored at a million, but you can’t really get bored at a mill-… Like, getting to 10 million, and if you’ve got a C-suite running your team, then you still gotta find innovation in the business and keep going and, and keep going.

[00:18:57] So try to find that excitement [00:19:00] within your own business. Hopefully that’s helpful, yeah? Okay, let’s go again. Right. Are we ready to- It’s, uh, Sharon Hush Sharon. Yeah. Give it up for Sharon. Sharon’s gonna… All right then. Okay, brilliant. So if you tell everybody, um, a little bit about you, a little bout, bit about your business, a little bit where you’re at.

[00:19:20] Give us a bit of an overview of what’s happening right now, and then we will do the same thing. We’ll look at what some of the challenges have been and try and overcome that quite quickly for you to make it clear about how you move forward. Okay. So I started Argus six years ago. We’ve been on a huge journey, and I have to admit, since joining BBE, it’s been one heck of a learning curve.

[00:19:42] My mindset, everything has changed. Awesome. The clarity that we’re getting is phenomenal. Brilliant. Give it up. Lovely. Where are we now? We’re at, bubbling at 10K a month. Okay. Nice. I’d quite like that to be double. Okay. Just, just for starters, double would be nice. Okay. Um, the [00:20:00] challenge we’re having, we’ve just launched our ads.

[00:20:03] The ad itself is doing everything it should do. The landing page, however, I think seems to be c- converting people the other way, so it… We really need to work on the landing page. Okay. So I’m up for any ideas anybody has, please. Okay, great. So what we’ll do is, is I’ll acid test it a little bit, but what you’re saying is you’re defining the challenge.

[00:20:26] At the moment, you feel like your landing page not converting is the challenge. Yeah. But you’ve got some proof of concept here. ‘Cause what I always look at with any business, um, obviously, a landing page is quite tactical is, you know, that’s such an easy thing for us to solve. We, we can solve that like that, right?

[00:20:43] Um, that may well be the biggest challenge, but we’ll just, we’ll, we’ll acid test that first and find out. And what I always look at is success leaves clues. Um, the history of the business often gives you an indication of where you can go. So when we look at this, where is… My [00:21:00] first thought is where’s the 10K coming from?

[00:21:02] So give me the breakdown of the 10K revenue. What’s happening with that? So the 10K revenue, I was part of BNI. Yep. The first- Oh, I remember actually now you tell me, when I met- Yeah. Yeah, yeah, yeah. First year or so, I got 67% of my business from BNI. Good. I’ve now come out of BNI. I’ve retained a handful of the BNI clients, but some have said, “Actually, you’re not BNI brownie points anymore.”

[00:21:26] It’s good to know I was so valuable to them, hey? Yeah. They’ve buggered off, but anyway. Um, and now it’s where we move forward. So these are all retainer clients. Yeah. It’s clients that I do repeating work for. The, the whole vision for Argus, because of my origin story, is to work with my business owners to help them secure their family’s financial future.

[00:21:48] And that, for me, it gives me goosebumps. It always gives me goosebumps. That, for me, is really, really important. So it’s business owners. It’s the attitude of my business owners that, for me, is our niche [00:22:00] because it’s not someone who just wants VAT returns, corporation tax and bills. It’s someone who wants help to move their business in a different direction and grow it.

[00:22:09] What is the main offer that you offer, the main thing that you offer people? So we go from daily bookkeeping so that we can give them strategic information to make decisions about their business- Yeah … through to VAT returns, management accounts. Year-end accounts for us are, uh, it’s a tick box exercise.

[00:22:25] We’ve got to do them, but we do a deep dive with clients at nine months so that we can really understand where their business is and what we can do before the year closes to make a difference. Okay. And what size businesses do you work with? So at the moment we’re working with… Our biggest one is a three million turnover.

[00:22:43] Yeah. Um, ideally, we would like to work with bigger businesses. That’s what we’re hoping to attract now. Average one? The average one- Three quarters of a million Three, okay. Yeah. All right, 750, yeah. So 750 to 3 million. Yeah. Do you know what your average invoice [00:23:00] value is? Yeah, average invoice value at the moment is about 500.

[00:23:04] We’ve made a very firm decision that we’re probably not gonna take on clients at the 500 level going forward. That, and this is something I spoke to Coach Andrea about- Yeah … don’t know where she is. Um, but it’s something we’ve really worked on, that we’ve set a minimum that we wanna take on new business at.

[00:23:22] Okay. All right. So h- when we look at… You’ve given me a good indication of where you are now. You said you wanna get to 20K a month. Yeah. Okay? Um, and that’s where you wanna be. Can you j- just tell me how many clients are giving you the 10,000 a month? How many is that split across, do you think? 43. Okay, great.

[00:23:41] So 43 clients are giving you the 10,000. And that’s- Some of those are sole traders. Yeah. But some of those are also goings. What’s your biggest paying client? Biggest paying client, we’ve actually just lost. His business is about to go. Yeah. Was 2.5K a month. Okay, that’s the biggest client. Okay. All right.[00:24:00]

[00:24:00] Yeah, I, I, I… Okay, we can look at generation of more clients, but I do think the section that I would be looking at within the model is actually really looking at your, your value ladder and, and understanding your client journey. Because I think from a pricing perspective, that’s gonna be where your business is gonna grow the most, right?

[00:24:23] I think you’re doing the right things, where you’re starting to focus. So w- the way that we would look at this, again, this is under the what section in the foundations, is get super direct and tight on what services we’re gonna offer, um, and to what businesses, and find a way of bringing those people into our world for, you know, a consistent level of concept, um, c- consistent, um, consult, right?

[00:24:50] So this is your two and a half offer. Explain that offer to me, the two and a half a month, two and a half thousand. So that was, I worked with him basically roughly a [00:25:00] day a week. We micromanaged his cashflow. He was in a position where when we started working together, to cover the loans he had taken out for the business, he had to get 12 and a half K in every month, and that was just to cover his loans before he did anything else.

[00:25:15] Oh, yeah. Okay. So we’ve really worked on his cashflow, who he can pay, what we’re saying to those he can’t pay. Mm. He, as an example, he had one guy who said, “Well, you owe me 15,000 if we’re not getting that in.” How, how long did you? One and a half days in the business? One day in the business a week. Okay, one day in the business a week, and you basically ran his, his accounting department, did you?

[00:25:35] It was hugely- What size business was that? That he was turning over about 3 million. Okay. Like, you way undercharged for that. But- Like, way, way, way, way undercharged for that. He may disagree. Pardon? He may disagree. He may disagree, but he’s not your ideal client, right? Yeah, absolutely. Your ideal client is somebody that’s not in major, major trouble.

[00:25:55] Um, but believe me, you way undercharged for that. Because in a, in a 3-million-pound [00:26:00] business, what… You have to look at what his alternatives are. So this is where, this is a good thing for you all to do, is to understand, like, a comparison service. Um, whenever you look at what somebody else is paying you, you always have to understand, what are the comparables?

[00:26:13] So what else can they go and get from someone else? And if you look at the comparables that this guy’s got, he could hire a management accountant in his business, which is gonna cost him 50 grand a year, basically, to put a management accountant in his business. He could hire a credit controller in his business, which a good one’s gonna cost him 35, 40K a year.

[00:26:34] Right? Then he’s got PAYE, he’s got NI, he’s got, he’s got the management time of managing the person. He’s got the training time of all that as well. So his comparable options… And the truth is, in an accounts department of a 3-million-pound business, in order to, for him to run it efficiently, he actually needs a management accountant, he needs a bookkeeping service, and he needs credit control And, and often, um, [00:27:00] accounts payable as well, right?

[00:27:01] So he needs three people to do the job that you’re essentially doing, and the breakdown of that is five, three, and three. So he’s got basically an £11,000 a month accounts department plus, plus, plus, plus, plus, and you’re offering that two and a half. He had the best deal in the world. Make sense? This is where you have to understand your value and where you sit because actually if you were to go to a business and you were to say, “I will run your accounts department.

[00:27:34] You haven’t got to worry about anything. You don’t need to lift a finger. We’re gonna, we’re gonna take it on. We’ll deal with the communication. We’ll deal with all the different people,” that’s like a 5 to £8,000 a month service, not two and a half for a £3 million business, and the bigger it gets, the more expensive it gets.

[00:27:51] So I would just be aware. When you said two and a half, I thought you’d be doing a s- a c- a finance [00:28:00] director service. So a finance director service is preparing the management accounts, preparing the numbers, giving the intelligence, which basically you wouldn’t need a day a week. It’d be a day a month.

[00:28:09] Yeah. So that in, in turn… So I would do one of two things in your product range in the future. I would first of all, I would probably two-tier it. This is the interesting thing. Thing… One of the questions that, that was asked. So Nick wrote me a letter. I am going to choose you, Nick, by the way. All right? But in the letter he’s like, “I need help with higher ticket clients,” yeah?

[00:28:30] So that was one of the things that you said and, and this is the thing you have to understand is, like, having- A high-ticket option, all it does is it makes all your other options look lower. Don’t even have to sell it. But if you say, “We have outsourced finance department. We take over your finances. We do your cashflow, we do your management accounts, do absolutely everything, it’s 10 grand a month.”

[00:28:52] And then when you sit down and you have the consult, they go, “Well, uh, well that was a bit more than what I was thinking. What else do you do?” And you go, “Well, we’ve got the FD [00:29:00] service that’s two and a half.” That looks pretty good. Make sense? Yeah. This is what’s called price marinading, right? So it’s just a price marinade.

[00:29:08] We let that marinade, it’s like marinading a steak, and then they’re gonna be much more interested. But now you’ve got… By the way, your entire business does 120 grand a year. You pick up one client, you double your business here. So when you talk about efficiencies and volumes, you can double your business by acquiring one client, and it sounds like you’re good at what you do, and you probably can do that, and you’ve got examples of you doing that.

[00:29:31] You could easily do that for, for a business. Yeah. Easily, okay? Now, by the way, if you don’t wanna do it, you don’t have to, but you got… It’s an option to make everything else look better. Make sense? Yeah. So in the future when you set up your two and a half thousand a month offer, do it as an FD service.

[00:29:50] Yeah. Don’t do it as a day a week in the business. An FD service is a two and a half thousand a month. You’re gonna prepare the management accounts, you’re gonna prepare the [00:30:00] management information, you’re gonna give them direction on what they should be doing, and you can do a day a month in the business.

[00:30:08] What that does is that now means you can sign four clients instead of one. Yeah. Which means you’ve got 10K a month in here rather than two and a half. The same, same work, yeah? Um, that’s the way I would structure that. And then I would have your general… So what’s your general service? What’s your, what’s your entry service?

[00:30:27] Somebody comes to you for the first time, they’ve got a £750,000 business, what’s your first offer to them? So the basics is the regular bookkeeping, and we go from daily to weekly. The worst we would do is monthly- Yeah … because they’re not getting information quick enough then. But that returns year-end accounts and quarterly management accounts at that price for business.

[00:30:46] Okay. So you’ve got an accounting service, right? Yeah. Which 1,000, 1,000 a month or less or more? Yeah. Roughly. We’re working on 700 a month. Okay. So, but- All right. I think that 1,000 a month is a sensible option for those [00:31:00] size businesses to, to do that, right? Um, what you’re missing now, and this is where we come to what you wanted, but I’ll fix this for you quickly as well.

[00:31:08] All right? Thank you. Because that… Right? Because n- now, now, you… The moment, the conditions that you’ve put in place for your business cap your opportunity of revenue. A lot of you have seen me talk about revenue caps. So your current rev cap is you’ve done… Karzenna done the same, is where you’ve got so much time going out that you’ve put this cap on your head where you can’t possibly do more revenue without re-engineering your offers.

[00:31:35] This should not be touched by you. You shouldn’t live in this world. This should be the team, the team, the team, the team. This, you could do this, and you would oversee a major client like that. Yeah. I would be looking at three clients a year there, 360 grand. I’d be looking at probably four is fine there.

[00:31:55] All right? That’s 10 grand. Do you have them in your back pocket by any chance? Pardon? Do you have them in your back [00:32:00] pocket by any chance? If you- I beg your sorry? Do you have those clients in your back pocket? In Inner Circle, yeah. I actually do. And if you look at Nicola, who j- and you’re not at the revenue level yet.

[00:32:12] Yeah. But Nicola joined Inner Circle when she was doing about 300K a- a year. Crazy, she left a year later doing 700K. I was like, “Why are you not staying?” She’s like, “Well, I’m fixed now.” Like, li- did she? Yeah. Yeah. You know Nicola. Yeah. Yeah. So, so yeah, but you’ve gotta be in those rooms, right? Yeah. And, and that’s the kind of thing, you’re not there yet, but if you do all this, you will be there, right?

[00:32:34] Yeah. So that’s what I would, I would be looking at next. And then, and the other thing is, we’re gonna talk about that next. I’ve got, I’ve got 1 minute 30 to tell you how to get these people in, right? Right. And then we’re gonna do… And then you start bringing 10 in here, and that’s your 120K, right? So that gives you 240.

[00:32:51] That gives you, um, five. That gives you 600,000 in revenue. That’s a 600, 600K revenue, basically probably doing less work than [00:33:00] you’re doing now. Yeah. So that’s the potential. Now, when you build this part here, the landing page is not the problem, okay? The landing page will be part of the problem. So I’ll do…

[00:33:11] Let me just build this over, right? You need a throughput of high-quality leads getting onto a call with you, so you can present them those options. That’s what you need. Make sense? That’s sort… The way you gotta look at it is like, I need great people sitting in front of me, so I can put these options in front of them, and each person there is worth a certain amount.

[00:33:33] So that’s 12,000. That’s 30,000. This is how easy it is, right? And this is 120,000. So for every person that says yes, you’re gonna receive one of three opportunities. One, two, three. Okay? So now you have to say, “Well, if I generate 10 leads, and of those 10 u- leads, eight say, ‘I hate you. I’m never doing business with you.

[00:33:59] Go away,’ and, [00:34:00] ‘This is the worst call I’ve ever had,’ and then two say yes,” then they’re either gonna be dropping in here or here or here. Okay? ‘Cause that’s really gonna be your conversion rate on cold is 20%. What you need to look at now is people basically buy- Painkillers, okay? This is a- I call it a paracetamol or a vitamin.

[00:34:22] Yeah. They buy paracetamol to stop the pain and vitamins to- Yeah … keep maintain ongoing health. They buy pain- they buy pain, right? Especially in dysfunction. They, they, they buy… It, it’s painful to move. It needs to be more painful to stay Okay? So that’s the way you, the way you have to look at it. So you’ve got to launch a campaign that talks to this pain that these people are suffering.

[00:34:48] Okay? And that is how you’re gonna get those onto a call. It’s not your landing page, because you can run lead gen ads. It’s not your landing page, ’cause you could pay someone [00:35:00] 1,000, 2,000 pound outsource to build you the most beautiful landing page you’ve ever seen. So if it was really your landing page, we’d just pay and would have it solved, and off we go.

[00:35:09] So the ads is putting stuff to the landing page. Yeah. And there’s a lot gone to the landing page from the ads. But only two people have then gone on to do the quiz, and I’ve tried to contact both of them- Yeah … and not reached them at all. So again, it’s not your landing page. Because I won’t… I’m not trying to quiz someone.

[00:35:25] Because why would I be trying to quiz them? I’m not trying to entertain them, I’m trying to convert them. Yeah. Okay? So it’s the strategy that’s the, the issue. And what you need to do is you need to say, “If you are like this, and you are suffering from this, then you need to book a call with me so I can solve this problem for you.”

[00:35:46] And that is what it needs to be. You pay someone to build a landing page. You’re a great accountant, you probably ain’t a great landing page builder. It’s not like, it’s not like you’ve got no revenue. You got some revenue coming in, you got clients paying you. [00:36:00] You can cut a piece of that to get a landing page built very quickly.

[00:36:04] There’s people in this room that could do that for you, or you can do it for online freelancers, you know. Um, exactly, right? So there, there’s lots of people that could do that for you. So you need to pay to get that done. Yeah. Then you need to look at your ad strategy. Your ad strategy is to get people to a consult call.

[00:36:21] And I’ve always liked a tax angle with accountancy. So what I would probably be doing is I’d probably be running, um, a… Just be running an ad like, “Have you got to the end of the year and you just feel like you’re paying so much tax, and you don’t know where it’s all gone? Your accountant barely keeps in touch with you, doesn’t explain the problem to you, and you’re wondering why you got massive tax bills but you still got poor cashflow.

[00:36:44] If you want to take the 50,000 pound tax challenge, where I look at your accounts in 30 minutes and show you how to save 50,000 pounds, book a call to have the 50K tax challenge with me.” Right? “You must be a business doing over 750,000 a year to qualify. [00:37:00] And, like, if I can’t save you 50,000 pounds in tax in 30 minutes, obviously we’ll never work together.”

[00:37:06] And then you just look at their accounts, and you just tell them to do one thing to save the tax, which will be simple. Yeah. And then, then they book on. This is a tax challenge. We’re very different. At the moment we’ve gone with, “Can your business afford you?” Because what we find is a lot of business owners want more out of their business than the business can afford to pay them.

[00:37:22] You’re tickling them. You’re tickling, you’re tickling them. Yeah, you’re right. Don’t wanna tickle people. There’s no point. No one’s got any time. They spend three seconds with you and they’re gone. They forget about you. Your ad’s wasted. Don’t tickle them. Be direct. Yeah. You wanna save money? You wanna save 50 grand?

[00:37:37] Spend 30 minutes for 50 grand. People are gonna show up, they’re gonna come and meet you, and then you’re gonna convert two out of 10, and your business will be half a million pound a year, and then I’ll show you how to get to a million. That’s what you gotta do. Brilliant. All right? Is that good? Thank you, my darling.

[00:37:50] All right. Uh, Mick wrote me a letter, and I was gonna ignore the letter. Is it a love letter? Wrote me a letter. Like, it’s a bit like a love letter, to be fair. Um, there’s, [00:38:00] there’s so- there’s some good in this letter- That got him, got him on the stage. But then there’s some bad in this letter, which, you know, he got him off the stage.

[00:38:08] But I thought I would share it. The bad bit is when he compared me to Jimmy Savile. This feels like a letter to Jim, Jim’ll Fix It. So I wasn’t quite enjoying that comparison. This is what I got here from him. He said, “Congrats on Spurs staying up.” So give it up. I forgave him on the, the other bit. Come on up, Nick.

[00:38:27] Okay, buddy, do you wanna tell everybody where your… Do you want me to read your letter that you wrote? Would that be easier, or do you wanna read it? What do you wanna tell everyone? Um, read the letter. I’m sure- All right … everyone wants to hear the letter. Having a bit of fun. “Dear Adam, please, please choose me for the coaching slot.

[00:38:44] I really need your help. I’m on the cusp of greatness, and I just need some insights and help that will be that final step that take me to the last piece of the puzzle.” And then we had a drawing, which is a little hill. Okay. “Here’s what I need your help with. Getting [00:39:00] high-ticket clients. I have a low-cost membership on recurring revenue I’ve recently launched, which has got amazing sign-up rates.

[00:39:07] How do I get them to be my high-ticket clients? How do I get high- high-ticket clients ASAP without spending weeks in my low-cost membership? I was thinking to do a video sales page, um, to get them to book a call, but then, um, what is my sales process?” Mate, can I- Yeah, go for it … just move this along? Yeah, yeah.

[00:39:27] Go for it, yeah. You’re feeling the pain, right. Go for it. Yeah. Yeah. So how do I get high-ticket clients into my business consistently, repeatedly, and frequently? Like, I watched what you did with Steph and, um, Anna, you know, and they’ve got this video sales letter, and they drive traffic at it. Um, and then those people go onto a call, and, and, and she, she sells them stuff.

[00:39:51] I- Okay. So what’s the ch- what, what are you finding to be the challenge? Tell me what you’re doing first. Let’s jump into… Let’s look at the flow of your business. Yeah. So we’re, we’re [00:40:00] talking about top of funnel. Let’s currently look at the flow of your business. Okay. So- Look at the flow. You’ll be generating inquiries in pretty much one of three ways.

[00:40:09] You’re buying them, paid, borrowing them, other people’s stages, or earning them with organic content. So which, which is your throughput? Genuinely speaking, I’m buying ads on Facebook. Okay. All right. Like, I can build funnels for fun. I ain’t got a problem with funnels. The problem is converting those fuckers into high-ticket clients.

[00:40:26] Fine. We’ll, we’ll look at the flow We look at the flow, right? Okay. So when you drive people from ads… ‘Cause this basically, the problem is, is obviously you’re… It sounds like you’re frustrated, which is fine, and I think it is frustrating, let’s make no bones about it. When you’re working really hard, and you’re trying to make it work, and, like, basically most small businesses, most small businesses rely on repeat business, referrals, and word of mouth.

[00:40:54] That’s it, right? And that’s why they stay quite small. The difference between a really small business and [00:41:00] a bigger business is a bigger business turns strangers into customers. And when you are able to turn strangers into customers, you will then be able to reinvest in the business. You will be able to build an infrastructure that allows you to grow.

[00:41:13] It’s, it’s quite simple, but when you’re going through the pain of figuring it out, it’s incredibly frustrating. It’s very difficult. There’s ups and downs. It feels like everybody around you is succeeding but you, and it, and it drives you crazy, right? So I get it. I understand 100% where you are. What I’m gonna do is I’m not emotional about it because I’m not in it.

[00:41:35] If it was my business, I probably would be emotional about it, you know, because I would be feeling the frustration and driving it. But what you have to do is you have to try… When you be- when you look at strategy and you becoming the strategist of this business, you have to step out, get really calm and really logical ’cause the emotion won’t help you crack the code, right?

[00:41:56] So what we’re gonna do is we’re just gonna do it in logics. So f- so, [00:42:00] first of all, how many inquiries are you generating from paid ads? That would be the first question. Yeah. So, so I run two funnels. One is to go and buy a copy of my book. Yeah. Then they receive a series of emails to encourage them to book a call so that I can- Yeah

[00:42:16] try and sell them a high ticket offer. Big gap there, I’m guessing. Um, the other funnel is for the webinars. Okay. So come to the webinar, I’ll show you how to build your own funnel, right? Okay. Right. So where you want to get to, and this is for those of you that are emerging, is you want one client journey, and you wanna be able to categorize and use the numbers in that one client journey.

[00:42:43] Okay? So for example, if I give you the example of when, when I first built this business, so I started this business in 2016, and the first part of this business was running one free event a month, and we would r- we would run one free event a month. We’d go and do that free [00:43:00] event, and after that we’d do a three-day event.

[00:43:02] So when I was saying how many leads, the first question would be, we’re generating 1,000 inquiries for our event, and then I know where my numbers are, and, and then I can grow from there. Now, later on, we took that to two free events, three free events, up to, like, 20 free events per month in the same period.

[00:43:21] So we just did more of the same thing. Make sense? In order to grow and scale it, which often is the answer, is to just do more of what you’re doing. But then there comes an inflection point where you have to change. Now, the reason I mention all this is because what happens is when you get… You, you… I know, obviously I don’t know you super well, but I know you fairly well, been on a lot of the hot seats and stuff like that, is a lot of us can get lost in the technical jargon, in random opinions, podcasts.

[00:43:49] Someone’s telling you book funnel’s the way. Someone’s telling you a low-ticket funnel’s the way. Someone’s telling you it’s a high-ticket funnel’s the way. Someone says a webinar’s the way. Someone says an event’s the way. Someone says a course’s the way. So all of a sudden you got six [00:44:00] ways, now you’re confused.

[00:44:01] Now, the funny thing is, it’s not that they’re wrong. Everything works as long as it’s done well But nothing works if it’s done badly. But the way that you do something well is that you just do one thing. If you do one thing and you do it well, and you keep doing it till it works, then you will have a model that works.

[00:44:20] But if you don’t do that, and you do five things at once, you might end up with a bad book funnel, a bad webinar. ‘Cause what does it take to get a webinar working? A lot of effort. What does it take to get a book funnel working? A lot of effort. Everything takes a lot of effort, so don’t try and do two at once.

[00:44:36] Just do one. So when we look at that, which of these is producing you results currently? So the low-cost membership that I just launched, um, earlier this month, that was through the webinar. So in terms of ad spend, in terms of conversions, I don’t know those numbers. Um- Okay … but the conversion rate was, like, 50% of the [00:45:00] room.

[00:45:00] Okay. So it was really fucking good. I just have to keep doing that every month. But I can’t rely on the low-cost membership. I want the- Yeah, okay … the big boys. All right. So it’s not so much you’re jumping straight to sale. Marketing is getting someone to step towards you, and then sales is getting someone to walk with you, right, with your product.

[00:45:22] And at the moment, marketing a webinar is getting to step towards us. It’s not sa- it’s then we choose a sales strategy after that. But what… How many… How much did you spend on ads for the webinar? About 100 quid. Okay. How many leads did you get for that? 54 people registered for the event. Okay, 54. How many showed up?

[00:45:45] Um, about 20. Okay, 20. Okay. How many of the 20 bought? Seven. Seven. Okay. So that is an extremely successful webinar funnel. Okay. The problem is, is the offer that you made probably wasn’t the right [00:46:00] offer. Okay? But that is extremely successful because basically it’s £1.80 a lead-ish, okay? And in terms of show up, it’s basically costing you…

[00:46:13] You’re getting 20 show up for 100 quid. It’s costing you like a fiver to get somebody to show up. And then how much did you sell for? 50 quid. Yeah. Well, a m- a month. Yeah. Yeah. It’s a recurring. Yeah, yeah. 50 quid a month recurring. Okay. So what is this… What’s the book funnel got to do with anything? What’s going on with that?

[00:46:31] So I have a niche of HR consultants. Yep. Right? And inside that niche, there are people at different stages of business. So the book is for very much beginners. It’s not to s- it’s how to build a 70k HR consultancy. Yeah. Okay. Um, so how many leads have you got for the book, uh, book funnel? How many leads?

[00:46:49] Yeah, how many people bought the book who’ve come through the book funnel? I’m constantly messing around with the actual funnel back end in terms of getting people, um, to book a call, ’cause [00:47:00] we… I’ve taken them on, on, uh- Yeah, I understand that. But how many people bought the book? Overall? About 100. Okay. So you had 100 people buy the book.

[00:47:07] Yeah. How many of the 100 that bought the book booked a call? A handful, maybe five. Maybe five. And of the five that booked a call, how many converted? None. Okay. Well, you’ve got two funnel tests, and you got one winner. It’s just… It, it’s… You know, that’s the s- that’s the straightforwardness of it. Okay. When you get bigger…

[00:47:27] So this is, like, when you’ve got a bigger business, you might well do that. You might use this as a nurturer, and then you retarget those with a webinar. That would make a lot of sense, but you’re not bigger yet. You… And you need to be more direct. Okay? So I would put this on ice. I mean, I’ve never recommended that.

[00:47:46] In all of the programs and everything that we’ve done, I n- I never say for a service-based business to run a book funnel. I never have. Um, and you look through everything I’ve ever done, I’ve never said it. Why? Because it takes X amount of time to write a [00:48:00] book. It takes X amount of time to get people to become leads, and then you start emailing them thinking they’re gonna book a call.

[00:48:07] But every time you email them, you lose 30% of the people. So your leads go from 10 leads to three leads as soon as they enter your list, ’cause they don’t get your emails. So you’re just killing your leads instantaneously. Now, the only instance where I would do what you’re doing is if I would be ringing the book leads as they came on and saying, “Listen, you’ve just got the book.

[00:48:30] You should book a call,” and I’d be building a relationship with them. That’s the only way I would do that. If not, I would dump it. Okay? I actually think that your webinar- Is the strategy, but your offer on the webinar is the problem. Okay? So you’re trying to then go, “How do I convert low ticket?” Doesn’t work like that, right?

[00:48:50] The way it works, again, if you go back to the what in the foundation, you’ve got the webinar here, which is fine. Okay? You’re gonna end up having to spend a lot more money to [00:49:00] drive people into that webinar. You should have a process where they purchase more money to cover the ad spend, because if you’re s- if it’s £50 a month, and they stay on for two pa- two months, you’re basically your offer’s 100 quid.

[00:49:15] All right? Or if they stay for the whole year, it’s 600 quid. Like, if they’re a HR consultancy, and they’re making 20 grand a month, they’re gonna think that’s too cheap anyway. They’re gonna go, “Well, I don’t wanna be in a £50 community.” That’s gonna be the mentality, isn’t it? So, so this was my thought process- You know?

[00:49:31] was the people at different levels of that niche. Yeah. So I got the book for the starters, the next step. Yeah. So I would… I’ve got no problem with your community. I’ve got no problem with your book, but they’re just part of a different offer, that you can build them into the bonuses. I mean, you just have to model…

[00:49:48] Like, y- you see what we do. Here, we would offer a 997 or a 497 offer. Now, the point of that, a lot of you think the point of that is to get sales. It’s not [00:50:00] actually that. It’s actually to filter out the people we don’t want. There’s a lot of you don’t realize that. It’s like, if, if, if you can’t pay £1,000, you’re probably not gonna be right for this business and the strategies we teach in the long term.

[00:50:13] That’s the mentality. Does that make sense? So a lot of people think it’s because we wanna… It’s ’cause that… It’s not. It’s actually filtering the quality, ’cause you get a million people come on a free event, don’t mean they’re all right. The, the people that are right are not gonna have a challenge with paying £1,000.

[00:50:29] You’re gonna, you’re gonna see exactly the same thing. I actually think you’ll put off quality people by having a £50 offer. So I think you need to choose. If you wanna do a lower offer, and you wanna start with a webinar, you could go 497, ’cause you’ll get better volume, and you need volume right now. Now, this is what I would do if I were you, ’cause you’re asking how, “How do I get…”

[00:50:50] I’d, I’d sell them the 497. I’d give them the book with a training that supplements the book and tells them what to do, and I’d give them the [00:51:00] community in the offer 497. Okay? But what I’d also do is I’d give them a conversion mechanism offer, and that conversion mechanism offer… It’s just you at the minute, is it?

[00:51:09] What’s the revenue, roughly, of the business? Not enough. Okay. Roughly. My ego can’t handle saying it out loud. Okay, fine. So it’s not where you wanna be, right? Okay, fine. So the… So that’s fine. That’s fi- By the way, that’s fine, but amigo’s… Our ego’s not our amigo, right? And we, we’ve gotta… You know, because that’s…

[00:51:27] But bear in mind, he’s done well. He’s getting up. He’s being vulnerable, isn’t he? Yeah. Give it up, yeah, yeah. Yeah. That’s good. No, that’s how you get… That’s how you move on. That’s how you get… It’s, it’s when you put that aside that you actually start moving forward. And by the way, it’s like I’ve been in exactly the same situation as you.

[00:51:44] Loads of people in the room have been in the same situation as you. All it is is a strategy problem. That’s… It’s not, it’s not that you’re bad or not that you’re not good or you’re not a good quality person or you’ve not got value to add. It’s just you haven’t figured out the right strategy yet. So that’s all it is, right?[00:52:00]

[00:52:00] You know, it’s important to understand that. Okay, so what you need in order to turn a… So this just very quick. This is gonna help everyone. Are we finding this useful, by the way? Yeah? Yeah. Okay. So what happens when they come on your webinar is they’re cold, yeah? So they’re freezing, icy cold. They don’t know Nick, they don’t know the value you’ve got to add, and they’re like that, yeah?

[00:52:23] When they come on the webinar, they go from being cold to being fairly warm, where they’re now open because you give them education, and they go, “I’m HR. This is good education. I think this, this could help me. I don’t know Nick that well yet, but I know I’d like to get some more information here.” That’s a sensible offer, so I’m gonna say yes to that.

[00:52:46] Make sense? All I’m doing is I’m going into the thought process of how people think, ’cause that’s all it is, right? So now you’ve gone into the thought process of how they think and, and they say yes. So what they then do is they watch this. They actually read [00:53:00] your book. They actually get in the community, and they contribute because they’ve paid for it, and now they’re looking for, “Actually, I could do with a bit more of this.

[00:53:08] I could actually learn how to install this and work on it in my business and get the help.” So what happens is to make sure they don’t go cold, is you then need to move them into a mechanism which converts this next step. So what I would be doing, especially if I was new and y- in your situation, I would be offering included in that a one one-to-one coaching session included in this offer.

[00:53:32] The reason being is now you can spend time with them, get to know them. They’ve paid. You know that there’s a filtration. They know that they’re gonna be good quality. And by the way, I did do this in the beginning, just so you know. All right? And, and then once they’ve done that, they’re gonna go… Then you’ve got the perfect opportunity to say, “Hey, would you like to hear about what else we can do together?”

[00:53:53] They’re gonna say yes, and then you can offer your high-ticket options, which [00:54:00] realistically you probably want a s- a 20, 25K offer for, for the year of working with them one-to-one. Thing is, people look like that and they go… If you’ve got the right expertise, I’ll pay 25 grand for a day, not for a year.

[00:54:14] Like, if you’ve got the right expertise, you would. Do you understand what I mean? If y- if you need to under… It, it depends. It’s never what it costs you. It’s just what it makes you. So if you can genuinely make a HR business a million quid, why wouldn’t they pay you 25 grand to spend a day with you? I’m not even saying the day, I’m saying the year, but I’ve scare you too much, right?

[00:54:31] But you get the point. So there’s an offer. If you don’t wanna do that, you don’t like money, make it 20. If you really don’t like money, make it 15. If you hate money, make it 12. It’s up to you. Right? And then you probably want a, a three-month offer of a 5K offer in there as well, where you work closely with them and your team for three months for 5K.

[00:54:52] So you’d have a year offer, and you’d have that And now that, that, this is the m- this is what answers your question. The [00:55:00] webinar takes them from cold to lukewarm. The product purchase filters the right people, which gives you the opportunity to move the right people into a good dialogue with you, which then gives you your high ticket.

[00:55:13] That is, that is the model. That’s the throughput. That will get you to quarter of a million pounds to… Well, you can just do the maths. If you do 12K… By the way, I’ve just done this. I’ve just done that model. I’ve just done… I did that with Sasha, except I didn’t do the webinar, is we just did VSL rather than the webinar, um, which is fine.

[00:55:33] Evergreen VSL, right? Yeah, just a VSL running, and then she’s just gone to book a call and presenting those options. She’s just done the same thing, and she is doing 30 to 35 to 40K a month, and she’s in six months in. Is it… It works, right? But bear in mind, I’ve done it myself, and loads of other people have done it.

[00:55:51] But you, you have to… The problem is, is ’cause you’ve got some tech skill, you’re getting lost in that part of the business where you need to get [00:56:00] focused. I enjoy it. Yeah. Well, if you think it’s fun, maybe you do that for people if you like it that much. There’s a lot of people that want that, you know. But, but the reality of it is this type of model, a consulting model, is you building bridges to bring people along the, on, along the pace with you, and them understanding to see your value.

[00:56:20] And these fluctuate. You know, this can start… If, if you desperately wanna make it low, you start at 297. You know? The only problem is good people, you will put good people off by being too cheap. Definitely if you offer 50 quid. I mean, Ryan, would you buy a 50 quid membership? No, that’s what I mean. I, I think high performers don’t want a f- I would, I would go, “That ain’t for me.”

[00:56:44] And I think honestly, high performers would look at that like that. So I think you need a filtration offer, which includes a one-to-one conversion, so you can offer the two bigger price pointed high ticket offers. Stick to webinar, dump the book funnel, and by the way, this… You have to spend a lot more money [00:57:00] here to drive people in.

[00:57:02] But you spend more money, it doesn’t matter. All you have to do is one of these a week. Mm. You do one a week, one webinar a week, you do it for a year, and you… A quar- it’s a quarter of a million pound business easily. All right? Especially with your niche. You got a good niche. All right? Give it up. Hello, mate.

[00:57:19] Oh, Charlotte and Sarah. Clean as sheets. Hey, give it up. I clean it clear to the roof rafters. We were sat there thinking, “We hope it’s not us, ’cause we haven’t got a question for him. Why did we put our name in the box?” Yeah. And here we, we are. Little bit. You have got one, yeah? Little bit. Okay. Let’s, um…

[00:57:36] Obviously, a lot of people know you here. Not everyone does. Um, you did the audit with me already, actually, and you- Yes … in that great success story, been very, very successful. Done a lot of really good things. Yeah. Um, you’ve just joined inner circle, so give it up to them. Yeah. Woo-hoo. Yes. Just qualified for that.

[00:57:52] So I’m excited for you to come on board with that. It’s gonna be awesome. Do you want to give everyone an introduction to where you’re at? Give them [00:58:00] just a little bit of an intro, where you currently are, what’s happening, um, where you wanna be. And we’ll, we’ll take it from there, yeah? Lovely. Okay, so, um, for you people that don’t know us, me and Sarah started off cleaning on our own, just going around a few little houses a week.

[00:58:16] Um, we started taking on some members of our team. We are now up to 36 members. And yeah, it’s be- it’s been quite messy along the way, ’cause I think we’ve, as Adam put it, we built a monster. Now we need to control it. So that’s what we’ve been doing. We’ve been super focused the last couple of months since we’ve seen you last, um, improving our profit margin, which I feel like we’re seeing the numbers are making a hell of a difference already.

[00:58:41] It is, yeah. We had, um, 180 clients. We’ve actually got rid of some of those clients because they were bad deals, which you said. We filtered them out. If you haven’t watched the audit that I did, this, this is a quite a good one, I think. It was a lot of, um, a lot of good bus- business education to look at as, as you go through it and understanding margins.

[00:58:59] It’s actually [00:59:00] a really good, quite a good watch, yeah. Keep going. Which se- me and Sarah have needed a lot of education along the way. So yeah, so we’ve, in the process still, of filtering them out. So we’ve been doing 20 a month, uh, well, more than 20 a month now, actually, uh, filtering out our clients to kind of put the profit margin up.

[00:59:16] Some of the people are going, which is fine. We’re used to nos now, and that’s absolutely fine, just because we get- getting the right clients. So I would say we’re about 120 clients now, but they’re much better clients. Okay, brilliant. Right. So our turnover is 400, just over 400,000. Okay, so you were 271 when I saw you last.

[00:59:34] Yeah, I see. Is that right? Yeah. Yeah, that’s pretty good, right? Yeah. Okay. Um- Go on then, honey … I would say our profit margin is more about 35 to 40 now along the way. Okay, great. So profit- And it was literally on its ass- Yeah … when you seen you. Okay, fine. Okay, good stuff. And- So we- … where do you wanna be?

[00:59:53] What’s the game plan? What are you aiming for? Oh, our game plan, many ways, uh, we still don’t know many ways. We want to give back to our [01:00:00] husbands. We’ve got so much time on our hands now. Yeah. We don’t- We don’t, we don’t know what to do with the time. Because our business runs itself now. The girls, don’t they?

[01:00:07] The b- Yeah, it runs itself so… We understand the profit there. We know what we need to be doing with that, but we just need a new focus from you, I think. Whether that’s something along the side, like we’ve thought about bringing our own product into it, but then we get confused with you saying to us, “No, don’t be doing two things at once.

[01:00:23] You focus on one thing.” So then it puts us off. See, this is me and Sarah. ‘Cause- So if you could just tell us what to do- You’re a comedy act … that’d be great You might get somewhere with a comedy act, I think. Everyone says that. We’ve got- No, it wouldn’t be a bad podcast to listen to, I’ll tell you that So we don’t know whether to pick what we’ve got up and put it in a different area, because we don’t really wanna be traveling every day to work now to kind of set something up.

[01:00:44] That’s not really what we wanna do, is it? We just wanna make this- Make it more money. Yeah. Okay. So the… If we try and, try and look at the motivation. Okay. You’ve gone on a really good journey, you’ve done really, really well. How? I don’t know. Yeah, done really, really well. Wanna [01:01:00] look at the motivation of where you wanna be and what that looks like.

[01:01:03] So you said you’ve got the profit under control now. Mm, it’s on the way. Yeah? Yeah, definitely. I… We- obviously we can always have more, and that’s gonna come. Yeah. But I think with the clients and the… I don’t s- wanna say with the resource we got, with the cl- with the area that we’re in, it’s a- Oh, yes … So it…

[01:01:21] We’re in a very tiny little community. It’s minute. How many people? What’s the population? Oof, I haven’t got a clue. You’ll go now, wouldn’t you? Talking about me, isn’t it? No. You don’t know what population means? Yes, she’s joking. Oh, right, okay. Yeah, but I don’t know. Um, I don’t know how to explain it to you.

[01:01:36] It’s minute. Okay. Where are you? Like, where- So Cardiff, Car- No, but you wouldn’t know that … South Wales, just across the bridge. South Wales, right, okay. But it’s like- Oh … when you look at South Wales, you know what I mean? Like … it’s gonna be a long 15 minutes. Right, okay. So we’re in South Wales, right? Okay. So you’ve done really, really well.

[01:01:51] What’s the main offer? What are people saying yes to, and what is it they’re buying? So we’ve, we’ve honed in on the larger homes. We’ve left commercial… Yeah, we’ve left [01:02:00] commercial alone for now. Yep. We will get back stuck into it one day, but we’ve zoned in on large homes because from our audit, we realized that our ideal client was actually the person that comes to us twice a week, larger homes.

[01:02:12] They’re the most profitable at this moment in time. Busy professionals. Busy professionals. Yeah. Okay. In terms of restrictions geographically, you’re, you’re saying you’re in South Wales, but you essentially recruit and send somebody into the home- Yeah … don’t you? Yeah. So you really don’t have a geographical restriction.

[01:02:29] You, you have a recruitment… You actually have more of a recruitment restriction. Okay. Because you’re not… You’re, you’re saying that that’s where you’re based, but you’re based there by choice, but your model is to train people and put them in homes, right? Yeah. Is that your model? Yeah, yeah, yeah. Yeah, yeah.

[01:02:45] Yeah, yeah. Yeah, so you’re not restricted by… I mean, how many clients you got? A hundred and- 120 now. Okay, so you got 120. How many of them have you personally visited and you got to know out the 120? Oh, quite a lot of them. Well, the existing [01:03:00] ones, yeah. Yeah. Um, half. Okay, half. So then I- Is that the people from the early days?

[01:03:06] Yeah, but they’re the ones that we’ve kept hold of ’cause they like and know and trust us- Okay … and they wanna go- Definitely. Oh, really well. So you’ve got 60, 60 staff. Um- No, it’s 36. Sorry, sorry, 36. But you’ve got 60 you don’t know. Yeah. You’ve got 60 people you don’t know, you’ve never met, you don’t necessarily have a relationship, but they have a relationship with your business.

[01:03:23] No, they’ve got a relationship with us on social media, but apart from that. Yeah, and they’ve got a relationship with you. They’ve got a relationship with the business- Yeah … rather than you. Yeah. They know you as the personal brand. Okay. Um, in terms of inquiries, so when we look at the model- Yeah … we, we’ve got…

[01:03:36] We feel that our foundational plan is that we find clients, we, we know who they are. Yeah. Large homes. We offer them a service where people go into the home. Um, where do you get the inquiries from? Where are you finding the inquiries from? 90% from Facebook. Okay, so we’ve got Face- Facebook organic. Have you done any ads yet?

[01:03:57] We haven’t needed to. You haven’t needed to. Because we, [01:04:00] we worry that… We, we are in the process of starting our ads and kind of, but we’re worried because we’ve got so much there already. We’ve just been concentrating on what we’ve got to try and make it as profitable as possible before we kind of take- Okay.

[01:04:12] New comes in when we’re losing anyway. What, your future, if you… ‘Cause this is the other thing. We know where you are, we don’t know where you wanna be. I’m, I’m just jumping into the, into the solution, but without really you telling me where you wanna be. Well, retiring our husbands. No, but you, you have to know that.

[01:04:29] ‘Cause if you don’t know that, you end up building something you don’t want. So you have to understand what is it you really want. If you had… Because you’re obviously capable, you’ve got a lot of energy, you’ve got good characters. You’re very personable, you got good characteristics. So there’s a lot of really good qualities there.

[01:04:45] Um, and you’ve done really well. But what does great look like to you? If you were to go forward a year, or two years, what does amazing look like for you? What does great look like for you? So, yeah. Retiring our husbands, really. Okay. So- Having it [01:05:00] completely leave… Not leaving it, just don’t- Letting it run itself.

[01:05:03] And then if they- Do they… So I mean, I’m an arse here, but do they wanna retire? Yeah. Yeah. They wanna do something for their self. They’ve worked all their life. We’ve brought up the children, like, we’ve got eight children between us. We’ve always brought up the children. I think we feel like it’s our turn, that we wanna give back to them so they can kind of do something that they wanna do, ’cause they’ve been able to give us the space to- What do they do?

[01:05:22] What jobs do they do? They’re construction. Both in construction. Okay, so- They’re very high up in their job. They’re good paid jobs. And would, would they want to… Do they actually wanna step back? How old are they? Yeah, so 37, same as us. 34 and 37. Yeah, it’s quite early for them to retire. No, for them to be able…

[01:05:37] I didn’t mean retire. I mean for them to, like, do something for their o- set up their own businesses. Okay, so you want them to be able to- Yeah, yeah … so you don’t need to carry the weight of the whole family household. Exactly. No. Yeah, you need to define it. I think you’re not quite defined on what, what great really looks like for you.

[01:05:53] And- I mean, because by the way, they don’t have to leave their jobs or retire. Maybe they, they just… You have more family time, and that’s, you [01:06:00] know, and, uh, uh- Yeah, they work away. So getting them… Well, my husband works away, so to get him home would be w- Even better … even better. Yeah, okay. Right, so what do you need to do for that to happen?

[01:06:11] Make more profit, I suppose, but that’s what we’re kind of focusing on at the moment. Yeah, okay. So to make, make more profit. But how much more profit? In order for you… Uh, well, okay, what do they earn? Let’s make it easier. What do the husbands earn, roughly? Um, about 70k a year. Each? Mm-hmm. Okay, so if it’s… So there’s 140k that they’ve…

[01:06:30] is currently in the household income. Mm-hmm. They’re not gonna completely retire. No. No. So, uh, how much money would they make if they had their own choices to do whatever they wanted? What would they drop down to? God, um, 40, fif-, well- Okay, so 40. So if they dropped down to 40 and the pressure was off- Uh-huh

[01:06:46] right? So you had to find an extra 60,000 in profit- Yeah … the, for the business, yeah? Yeah. Currently you’re running, you said at 10% margin, didn’t you? No, we were, it’s about 30% now, 35. Oh, you’re at 35% now? [01:07:00] Yeah. So when I saw you were at 10… Okay, net margin. Yeah. What’s your net margin? It’s not- Gosh. The difference.

[01:07:07] Okay. All right. So we need to know those numbers. Yeah. Which we are homing in a- on again- Yeah … like you said to us. We need to home- It’s really hard for me to design it without understanding those numbers. You have to bring me the P&Ls- Okay … when you start. Um, I, I wouldn’t think you were at 35% net margin based on our conversations.

[01:07:22] Okay. I thought you were more 10, maybe at 15%. Okay, so our pricing, we’re structuring it at- Yeah, you’re thinking of your pricing, aren’t you? Yeah, okay. Yeah. Yeah. All right. So you’re probably about 10%, 10 to 15%. So our pricing structure has changed from- All right … what it was to what it is now, what you told us to do it at.

[01:07:36] So you probably, in order to cover an extra 60 grand, you probably need to go from 400 to 600 in revenue to be able to- Okay … take the pressure off, so. Yeah. That’s an extra 200,000 in revenue. Okay? That, that allows you to get them fellas to do whatever they want. I’ve, don’t think in all the years I’ve been doing this, I’ve ever had two women come up, and the only thing they want- Is it me?

[01:07:57] so, so their husband’s not to work. They [01:08:00] must be terrified. Because they need to… Right. We’re controlled. “Well, we like working. What are you doing? No. Tell this guy to stop talking to you.” Right. Adam. Oh, I’m only teasing, right. He’s ready for that. Uh, okay. All right. So bas- basically it’s what you need. All right, fine.

[01:08:21] Okay. So- Drum roll … what is your average, um, sale value now? If, if you get a large home- Yeah … and you go and… ‘Cause we’re basically working off that you need 200K extra in turnover. How much is a large home contract? So how much does that make you? So our biggest large home contract is serving us about 1,300 a month.

[01:08:40] Okay, 1,300 a month. What’s the average one? So the average is about 400. Okay. The average about 4. Mm. Is that not a good thing for you? New ones, nah. What’s a new one? What’s a recent one? Yeah. Two, f- yeah. It’s still four, yeah? Yeah. Okay. Right. Right. And what other… Is that the- It’s all very- … that’s the biggest service, is it, that you do?[01:09:00]

[01:09:00] Biggest one’s 1,300, isn’t it? But it’s, we’ve only got one of them Yeah. Okay. Which is what we’re trying to get more of, but w- we’ve coming across that the 400 is where the, where we need to be really. Okay. So it’s like 40. Um, okay. And obviously we’ve still got some bad deals in this. We’re still filtering out.

[01:09:17] You’re still filtering out the bad ones. I think you, I think if you were to aim for th- the 1,300, what do you do for the 1,300 client? Twice a week. And obviously- Okay, twice a week, yeah? Mm-hmm. Okay. And you’ve got some good bo- No- … good bonuses and add-ons there. Yeah. Okay. All right. So if you were to get a hun- 100 of these- I know

[01:09:39] yeah, that’d be 100 grand a month, right? Laugh, huh? But we can’t take that, right? So if we were to get, um, 50 of these, 50 grand, 30, 30 grand- All right, so we basically need- Two more … we need about 35, we need 35 deals like that for you to get to your, [01:10:00] your dream result. Okay? So how many inquiries have you, uh, how many inquiries have you got coming in?

[01:10:05] Probably about two or three a day. Okay. Those two or three inquiries a day, who are they coming from? Um, they’re coming from Facebook. Uh, they’re all earned, they’re organic, yeah? Yeah. What are you doing with those two or three inquiries a day? Um, so- Usually … yeah, we ring them straight away. We go and do a house audit.

[01:10:21] Yeah. Um, depends, if they’re like a two, three bed, we just kind of give them a price over the phone, because we don’t really want them. Yeah. But if it’s like something with a wire- Bet they feel special. If- All right, now in all se- like- Yeah … you’re in a supply and demand curve, right? Yeah, they won’t pay it.

[01:10:37] Yeah. They won’t, well, that’s fine. Yeah. But you, you need to r- you need to increase the price to the point where you outprice that part of the market. Yeah, which I suppose we do do now, yeah. Okay. Yeah. Okay, so how much when they’ve got that ti- Who are the two or three inquiries coming from? Uh- What type of inquiries are they?

[01:10:54] Yes, four beds. Yeah. Three, four beds. Okay. And what, and what… How many of them can you take, not [01:11:00] take? So we would put them on… So we go and do a whole house audit, and then we put them on a package now. Yeah. So we built two packages. One Home Care Circle- Yeah … which is just a standard cleaning. Yeah. And then a more elite service, which they get- Yeah

[01:11:12] deep cleans and ovens and stuff. Yeah. Okay. And that’s where we want everybody to be. So two or three inquiries a day, how many inquiries does it take you to get a sale? Oh, we would get a sale out of that. Yeah. All right, so you’re basically saying a day- Two or three, we probably convert 50%, yeah. Two- I’d say two.

[01:11:26] All right, so you get 20 new sales a month? Yeah. So what’s your drop-off then? Because otherwise you’d have 240 clients if they’re all staying on. Because we- I under- We just, we’re not, w- we don’t want to keep firefighting, taking on staff. Okay. What does that mean? Too much mess. Are you churn- are you a churn- are you churning the clients?

[01:11:45] Do they leave- Yeah … quickly? But if you were, if you were converting one inquiry out of three, you would be getting 20 new inquiries a month. If that was consistent- Yeah, but that’s the- … you’d have 200- … problem at the moment, because we’re losing so many, as in doing the clean, certain things like that. Bad deals, so you’re [01:12:00] losing the bad deals.

[01:12:00] Yeah. Okay. And are all these inquiries in your local area? Yeah. Why are they all coming from your lo- It’s on the outskirts. Why are they all coming from your local area? Because they know they like us, and they see us on… I don’t know, they literally word of mouth. Okay. All right. So it’s, it’s… You want to get into and understand this, this type of funnel and, and understand a little bit more about what’s going on here- Especially with the 20 inquiries.

[01:12:26] Because it seems to me that you’ll just do that if you just carry on as you’re doing. We, we would. Yeah. Over time, definitely. Yeah, so what’s the problem then? There is- It’s you. Do you know what I mean? It’s like the numbers don’t add. It’s just- We want it to add. Do you know what I mean? Like, we… Okay, so what should we focus on now?

[01:12:42] Still that, which we’ve said, haven’t we? Yeah, I th- We need to focus- I ac- I actually think, so this is, this is what you need to focus on. Okay? So this is what you need to focus on, right? That’s, that’s what I wanted you to tell us, is what we need to focus on. Yeah. We’re focusing on what you- That’s fine

[01:12:52] said to us last time, so give us a new focus. Yeah. We’ll still focus on that as well. Yeah, you’re doing that fine, right? But this is the thing, you’re at the [01:13:00] point, this is where they’re at, right everyone, is- No, it’s like- They basically got a plan and a model that works, right? Yeah, it does. Built the, built the brand.

[01:13:11] People know they are. They’ve got an inquiry methodology. They’re bringing two or three people in. They do their house audits. They’ve done their sales process. Yeah. You’re here, which is good, which is why you are now at the place where you need to- I see that … hit inner circle, right? Interesting. So what you really wanna be doing now is streamlining, streamlining the operation, maximizing the profitability of what you’re doing, and also making sure that you pick the right jobs, drive the people in, and you get much better at the numbers.

[01:13:45] I know. ‘Cause at the minute you still- We know that … don’t know the numbers very well, right? No. Which we are working on, yeah. Yeah. So the first thing that I would do if I were you now, you live here, okay? This is all happening. Yeah. Are you still involved? So the… When you get to that point, you then have to audit [01:14:00] yourself on where you’re at in the methods.

[01:14:02] So how much time… You’re doing all of the strategies still, are you? No. No? The strategy’s running and it’s done, yeah? Okay. Um, you’re still the brands online and you’re doing that, yeah? Yeah, we do dip in and out of it. You doing all the marketing? No. Mm, little bits. Yeah, you like that, yeah? Yeah. So are you doing- Like getting- You doing all the sales?

[01:14:21] No. No. Who’s doing the house audits? So our, our, um, office manager, Rena. Okay, perfect. So then you’ve removed yourself from the pieces as well, which is brilliant. So your job here- Absolutely … is to now professionalize the business and get it all sorted at the back office and make sure it runs like clo- clockwork, right?

[01:14:41] So what you should be looking at now is the cashflow. Yeah. Understand it. Have you, have you been through our cashflow model for, for understanding how to predict future cashflow? I need to go back to it, yeah. Yeah. That, that… What you have to do now is when you’ve got this all running and it’s all working, then you have to start making sure that [01:15:00] everything within the business is running operationally, and you start to tidy up the loose ends, one of the things being the cashflow.

[01:15:06] The next thing will be the credit control as well. You’ve got 120 clients. You’ve got people paying you. You’ve got a churn happening. You’ve got people dropping off, people not staying on. You’re probably gonna start to get complaints, which you probably haven’t had. Your, your personalities probably have been- No, but I am fi- we are finding that we’re getting it a little, a little bit more than we ever used to now.

[01:15:27] Okay. So- It’s ’cause of the fire … yeah. So now what you need to do- Exactly … is you need to set up the right processes for the people that are going out doing the sales to manage the expectations. You wanna get the right contracts on. You wanna get the right contract lengths in place. You wanna get the right amount of money paid up front.

[01:15:42] You wanna start to professionalize everything. Uh, you wanna make sure that your, your people you hired have got the right type of contract so they can’t walk away with a client. You know, and people- Yeah, which we have … people leaving. You wanna just tidy up all of the back office. Okay. Because eventually what you’re then gonna do- [01:16:00] Is I think that the next step will be is that you are gonna expand your geographic location, and you probably might go to a bigger area.

[01:16:09] Yeah. A more affluent area, but we need it to be cookie cutter to expand it- Okay … to, ’cause that will then take you from where you are now, and we can expand it up to a million pounds. And then maybe if you do really wanna retire, then, or you do wanna come out is you maybe look at selling it one day when you get it into, to the revenues that you get it to.

[01:16:27] It’d be a great story, you know, and that could give you what you wanted and, and be pretty good. Okay, so just keep homing in on those numbers as well. We need to. We, we need to get it. I know. First thing I’ll do from when you leave here is I would go and get your cash flow model ’cause I’ve seen this a million times.

[01:16:41] You’re really happy, which I want you to be, right? ‘Cause you- Tell us the solution … you’ve crushed it. That’s, that’s brilliant. But then you get business has a funny way of kicking you in the nuts, right? Where, where everything’s going well, and it’s going well, and it’s going so well that you get given a lovely challenge, right?

[01:16:59] And [01:17:00] what we need to be doing now at this stage is we, we need, need to be looking at what are our points of fail- our single points of failure. What are our potential issues? I think there’s a cash flow issue that could creep up on you. So the first thing I would be looking at is I’ll be looking at the cash flow of the business, and I would be, I would be looking at the cash flow tracker that we do, and I would start to manage that first.

[01:17:22] Then I would be looking at protecting the clients, uh, changing the contracts, monitoring the credit control, and tightening up the whole accounting function within the business, and that’s where you need to start- Okay … so to keep it consistent- Okay … all right, and, and building that up. That’s what I would say, but we’ve got a lot of work to do in that.

[01:17:40] Let’s give it up, yeah. Woo-wee. Well done, ladies. Well done. Great job. Yeah. I wanna say a big thank you for watching today. The way that this channel grows and helps more business owners is if you spread the word. So take a moment to go and share this video. Go and hit the share button. Send that off to a WhatsApp to a business owner that needs to [01:18:00] be watching these so they too can pick up the lessons that you’re picking up.

[01:18:03] I wanna thank you again for your support, and if you’ve watched all the way to the end, you’re what I call an A player. What does an A player mean? It’s somebody that sets intention, goes all in, makes it happen, and if you are that A player, go to the comments and comment “A player,” and I look forward to seeing you in person very soon.