WIXLIB

GETTING STARTEDWITH LIFESTYLE TRADIEPERSONALNameCompany NameWhat year did you start the business?Do you have a partner? What is their name?Does your partner work in the business? What role?Do you have kids? names/agesWhat do you do on the weekend for fun?Are you a registered company Pty Ltd or sole trader?Do you work from home or an office/warehouse?Current number of vehicles on the road?What other trade specific equipment do you own that is over 5K? (bob cat, tipper truck etc)Do you have insurances? (tick if applicable)Income protectionPublic liability and productsHome warranty insuranceRate your current business out of 10 (1 being poor, 10 being incredible)12345678910

PLATFORMFUTUREWhat life/personal goals do you have within the next 3 years?(separately and/or together)If we had a magic wand, where do you see the business within the next 3 years?(Consider turnover, profit, size of team, number of vehicles)Have you done a business plan in the last 6 months?If yes, can you please send it through.TECHNOLOGYDo you currently use a job management system? Which one?(Aroflo, ServiceM8, Fergus etc)Rate your company a percentage of how well you use/understand the product?(20% - 90% etc)How many of the following ‘things’ have you implemented into your CRM system?Highlight what you are using below.Risk Assessments & SWMS uploadedIntegrated Cloud AccountingUp-selling techniqueStocktakeInvoicing on the jobQuote follow upsMarketing funnelAutomatic job creationP&L capabilities per jobUploading of photos and docsGPS IntegrationPre-populated quote and invoice templatesImporting of supplier invoices that match to existing purchase ordersCloud based

Are you a Mac or PC user?MacPCDo you have tablets for your team in the field? What do they use? (make, model)What accounting program do you use? (eg. Xero, Quick books)Do you use a technology platform for timesheets?Where do you store your files? (Eg, your computer, server, google drive, dropbox etc)Do you backup your data?YesNoSYSTEMSHow systemised are you within your business currently? (select one below)A - No Systems / All systems are in my headB - Some systems are written down, but people mainly rely on meC - Most systems are documented, staff are beginning to be independentD - All systems are documented, stored in the cloud for access, everyone is independent and know their rolesDo your team understand the steps they are required to follow on every job? (written/taught/reminded)Do you have a common location for staff to access systems?

MONEYFUNDAMENTALSWhat is your current hourly rate?(many have variations for different customer types eg. real estate versus residential. Please advise all)Do you use the flat rate/upfront pricing model?YesDo you have a service call? If yes, what is it?YesNoDo you use the same hourly rate when you quote? If no, what is it?YesNoWhen you compare yourself against your competitors in your local area, are youconsidered cheap, average or expensive?When was the last time you had a price review/increase? What did you raise yourprices by? What made you do this?Do you know which of your products/services are most profitable? Which ones?Is your marketing aimed here? (lead and/or onsite upsell)How many quotes do you give per week? Per month?Conversion rate? (jobs won)Do you track your quotes and their conversion?What follow-up sequence do you have for quotes?Please explain, eg. calls emails etc & when these happenNo

What supplier do you purchase your materials through? (in order of most to least)Do you review your materials invoicing?YesNoDo you collect payment on site on completion of the job?YesNoDo you collect deposits at the start on large jobs?YesNoDo you collect part payments throughout the job on large jobs?YesNoDo you gain authorisation when you start?YesNoDo you get a signature on completion?YesNoNUMBERSWhat is your last financial year turnover?What is your last financial year profit?What is your last financial year materials spend?How much money do you currently have outstanding (people owe you)?0-30days30-60 Days60-90 Days90 DaysWhat do you do for debt collection? Outline process below.What is the average dollar sale on your work? (total value of jobs for the month divided by total #number of jobs for the month)

What is your current average monthly materials spend?Do you look at an updated Profit & Loss statement every month?YesNoDo you look at the Balance Sheet every month?YesNoDo you know your current breakeven? If so, what is it.YesDo you watch a cashflow forecast every week?YesNoDo you actively manage cashflow? (eg pay invoices when due, not before etc)YesNoDo you pay yourself a wage? How much?YesNoDo you ever pay yourself a Directors Fee at the end of a financial year?If so, how much?YesNoDo you have a good or great accountant that you trust?YesHow frequently do you meet?What do you discuss?MONITORWhat numbers do you watch/monitor on a daily, weekly, monthly basis?Do you have a financial dashboard?YesNoHow frequently do you watch your dashboard?WeeklyMonthlyQuarterlyYearlyWeeklyDo you use the results of your financial data to make decisions?Do you know if you have made/lost money on every job immediately on completion?Do you review every job on completion to confirm estimated versus real profit or loss?Do you debrief each job with your team? What went wrong/improvements for next time.NoNo

MARKETINGCOREHave you completed a marketing plan in the last 6 months?YesNoIf yes can you please send it through to us.What market segment/s do you currently work with? (residential, strata, commercial, builders etc)What are the total percentage of each segment? (eg. residential 70%, strata 20%, commercial 10%)Are these real statistics from your job management system/accounting package or guess work?What market segment/s would you RATHER be working with?List the market segment and place percentage beside.Are you clear about who is your primary target audience (avatar)?YesNoDo you actively market to this avatar?YesNoHow much money do you spend on marketing every year?Where do you spend your money?List each activity, estimated spendWhat return do you get from each activity?

CUSTOMER SERVICEDo you actively upsell/cross sell onsite?YesNoDo you stay in contact with customers once you have gone? If so, how(eg. Email newsletter, hard mailout, postcard, birthday card etc).Do you conduct sales training with your team?YesNoHow do you feel your company is performing from a customer service point of view?What do you feel you are lacking?What do you think you do really well?CAMPAIGNSWebsite ReviewGo through your website with the below checklist. Review each of the aspects ofyour website listed below and give each a score out of 10. (1 Poor, 10 Excellent)YesDo you have a website?NoDesign12345678910Consistent branding/colours12345678910Logo not e content12345678910Multiple options of contact12345678910Informs customer of expectations12345678910

MARKETING SNAPSHOTTraffic Light Marketing ExerciseReview the list below and using three different colours, highlight as follows (leave blank those that do not relate): doing well doing, but could be better Not doing & need toAttract1. 1800 & 1300 numbers national 2. A frames 3. AdWords 4. ‘Apology to the neighbour’ for loud noise/inconvenience letterdrop with p.s. call to action 5. Awards 6. Banner 7. Beer coaster 8. Blog posts on website and farmed out 9. Brochure 10.Building signage 11. Business cards 12. Cold call 13. Competitions 14. Direct mail 15. Directories 16. Enter awards & promote17. Fete 18. Local sponsorship (access to database/exposure/geographic) 19. Lead Magnet - eBook, infographic 20. Letterboxflyer 21. Letterhead 22. LinkedIn groups 23. Magazine advertising/insert 24. Magnet 25. Neighbourhood letterbox drop 26.Network event 27. Newspaper advertising/insert 28. On hold messages 29. Partner/Joint venture 30. Piggy-back invoicemailing 31. Point of sale material 32. Present quotes and tenders as action plans 33. Presentations 34. Promotional products35. Public relations 36. Radio advertising 37. Referral system 38. Seminars and events 39. Signage on building you are workingat (geographic, suburb specific ownership) 40. Social media — Facebook, Instagram, Pinterest, LinkedIn 41. Street banners 42.Sponsorship 43. Survey past customers 44. Telemarketing 45. Trade journal 46. Trade longer/different hours 47. Trailer signage48. Uniform 49. Variable message signs (amber colour) 50. Vehicle signage 51. Website 52. Website SEO 53. Yellow pagesConvert1. Case studies/testimonials 2. The 9 Step Call Converter 3. Positioning video on website 4. Before/after photos 5. Scheduledtouch points 6. The Quote Flow System 7. The Quote Converter 8. Awards 9. SPEAR emails 10. SPEAR text messages 11.Credibility pack 12. Written guarantees 13. Ask for the sale 14. Regular customer service training 15. Sales scripts 16. Understandpersonality types and use it to your advantageDeliver1. Appointment confirmation (text/call) 2. Information sheets/booklets 3. Prioritise A/B customers (sack and C and Dcustomers) 4. Membership Program 5. Offers (build, package etc.) 6. Offer payment options — credit card, chequesand eftpos 7. Safety Inspection Report 8. Streamline workflow 9. Team training 10. Team selling incentive 11. Understandpersonality types and use it to your advantage 12. WOW the customerRetain1. Ask them to come back 2. Award communication (Finalist and/or winner communication) 3. Banner 4. “Be the FIRST” tohave this NEW thing/OFFER 5. Beer coaster 6. Blog posts on website and farmed out 7. Birthday card/gift 8. Business cards9. Cold call 10. Competitions 11. Credibility pack 12. Database monthly ‘drip email’ based on link to article on website/Call toaction (offer) 13. Facebook retargeting using only your customer database 14. ‘Letter to the owner’ specific to the buildingyou understand well 15. ‘Magic Moments’ gift for their pet, new baby, some milestone 16. Magnet 17. Membership Program18. Morning team drop ins with baked goods to strata/real estate/etc. 19. Networking events 20. Newsletters — online andoffline 21. Offer postcard (with specific offer/call to action) 22. Partner/Joint venture 23. Public relations 24. Referral cards25. Reminder system 26. Safety Inspection Report targeted communication — scheduled calls or emails 27. Service contracts28. Signage on building you work at (geographic positioning) 29. Social media — Facebook, Instagram, Pinterest, LinkedIn30. Sponsorship 31. Stickers (on switchboards/hot water heaters etc.) 32. Tags (on water and gas units) 33. Thank you card34. Thank you email and/or call after job 35. “Thought of you!” Random notes/gifts 36. Vehicle branding 37. Xmas card withcommunication to inform OPEN OVER XMAS break 38. Xmas gifts (based on business 39. Xmas flyer in Oct/Nov tocommunicate ‘get in before the rush’ with offer.Most of my current work comes from:

PEOPLETRANSFORMHow many hours a week do you work?How many hours a week do you currently work on the tools?How many hours a week do you bill out on the tools?How many hours a week do you work on admin?How many hours a week would you LIKE to work on the tools?How many hours a week would you LIKE to work on admin?What is your partners current/past employment?If your partner works in the business; how many hours a week do they currently work in the business?What are your partners current responsibilities within the business?How many hours a week would your partner LIKE to work in the business?What would your partner LIKE their responsibilities to be within the business?Do you host toolbox/team meetings?Frequency?YesNo