Masters of Home Service

Building Impactful Leadership Teams for $1M to $5M Businesses

Ready to take your business from under $1 million to $5 million? In this episode, we dive into actionable strategies that will help you scale effectively, from delegating tasks to building a strong leadership team. Learn why structured meeting formats and clear processes are crucial for maintaining communication and driving growth. Join host Adam Sylvester and Tyler Martin of Think Business with Tyler.
 
[00:00] Introduction to the podcast and guest
[00:57] Hiring your first manager in a sub-million-dollar business, focusing on delegation of low and medium value tasks.
[02:15] Examples of low and medium value tasks that can be delegated, and the mindset shift required for effective delegation
[05:16] Identifying leadership potential within existing staff and the importance of cultural fit in promoting employees
[09:00] Leadership team considerations for transitioning a business from $1 million to $2-3 million
[10:48] The need for clear processes and systems before scaling to avoid inefficiencies and compounding issues
[12:47] Maintaining strong organizational structure as the business grows, with practical advice on forecasting an organizational chart
[15:28] Meeting formats that will help your business maintain effective communication and strategic alignment as it grows
[20:12] Emphasis on core values, vision, and clear job descriptions as critical elements for scaling a business successfully
[22:32] Key positions to hire at the $2-3 million and $5 million revenue marks
[25:15] Adam’s key takeaways: delegating low-value tasks, ensuring strong foundational processes, and creating a future organizational chart.

How to Turn ‘No’ into ‘Yes’ With These Pro Sales Scripts

Master the art of turning objections into opportunities in this episode packed with tactics to add to your sales toolbelt. This episode explores the importance of building trust with decision-makers, having a systematic approach to sales, and how to avoid maybes. Join host  Adam Sylvester, and Dominic Rubino of the Profit Toolbelt Podcast
 
00:00 Introduction to the episode and guest
01:45 Emphasizing the importance of being curious and caring to understand the customer's needs and provide the best solutions
03:48 Implementing and maintaining a systematic approach to sales
05:50 Discuss budget without making it a direct or uncomfortable topic by using open ended questions
08:25 Why you shouldn’t be closing every deal you’re in front of
10:15 Building trust and handling decision makers during the sales process
14:59 Strategies for ensuring that decision delays are handled properly, and working to avoid follow-up situations
19:08 Painting a clear picture of the next steps for the customer, including discussing logistics and setting expectations
21:16 Understanding your sales process
22:18 Strategies to turn "maybe" responses into definite decisions, focusing on setting clear expectations from the beginning
24:57 The need for proper training and investment in sales skills
26:47 The role of practice in sales success
27:36 Adam’s key takeaways: Ask good questions, pre-qualify your callers, don’t leave with a maybe, write down your sales process flow-chart

How a 23 Year-Old Scaled to a $1.5M Business

Discover how a young entrepreneur scaled his business to $1.5 million by age 23! This episode details Chase Gallagher's journey, starting at age 13, to building a successful landscaping business through hard work and smart money management. Gain valuable insights into the importance of financial discipline, utilizing traditional marketing strategies, and reinvesting profits for sustainable business growth. Join host Adam Sylvester and guest Chase Gallagher of CMG Landscaping.
 
(00:00) Introduction to the episode and guest
(02:52) The impact of having a supportive environment on entrepreneurial success
(04:08) Tackling seasonal work, and funding initial equipment purchases through creative financing solutions
(05:13) Hiring and managing friends as employees at a young age
(06:46) Learning the trade by working for other companies and gradually expanding
(09:32) Overcoming challenges as a young entrepreneur, and testing marketing strategies
(13:03) The ease of onboarding new employees with Jobber
(13:50) Money management, and approaching equipment purchases and investments with financial discipline
(19:46) Discussing statistics on Gen-Z and the trades, from Jobber’s 2024 Blue Collar Report(21:42) Opportunities to reinvest profits into your business
(22:53) Creating generational wealth through smart investments and long-term business strategies
(24:55) The importance of networking and building valuable business connections
(26:49) Adam’s key takeaways: traditional marketing works, money management, and live below your means
 

12 Daily Habits of a Multi-Million Dollar Business Owner

Have you ever wondered about the daily habits of a million dollar business owner? This episode is loaded with insights and actionable tips for implementing daily activities that will grow your business without costing your personal life. Learn about the importance of self-care, staying focused on goals, and building a robust sales pipeline. Join host Adam Sylvester, and Tom Reber of The Contractor Fight.
 
(00:00) Introduction to the podcast and guest. 
(01:09) Explanation and overview of an ‘FW’ day, and the good habits of a successful business owner
(02:05) Personal activities, and the impact of self-care on business success
(03:28) Put your eyes on your goals daily and intentionally focus on where you want to go
(05:23) Do something to build your sales pipeline, like warranty calls or creating your own content. 
(07:46) Personal practice of calling customers throughout the year to check in, demonstrating the value of personal touch in business.
(08:48) Complete daily profit activities, like team training, job costing, or having a tough conversation with clients or employees
(11:57) The difference between taking a salary as an owner, and profiting from the business
(12:44) Why completing quality, profitable jobs will help your clients in the long run
(14:52) Using Jobber to improve efficiency and customer satisfaction
(16:03) How tracking metrics and analyzing data can help you form or break habits
(19:27) Mistakes business owners make on the quest to being habit-driven
(20:55) Importance of a pre-qualification process for prospects to avoid wasting time and resources
(22:55) The five-step pre-qualification process used to ensure you’re working with the right clients
(27:35) Adam’s key takeaways: Do personal activities everyday, eyes on your goals, salary and profit draw are different things

Building Generational Wealth to Secure Your Family’s Financial Future

Learn how to build generational wealth and secure your family's financial future in this episode. Discover the journey of starting a home cleaning business without fieldwork, the significance of respecting subcontractors, and the role of budgeting in financial growth. Get practical advice for aspiring entrepreneurs and tips for involving your children in your business.
 
(00:00) Introduction to the episode and guests
(00:45) Guests share their journey into entrepreneurship
(04:08) Opening a home cleaning business without ever going into the field
(06:03) The difference between employees, subcontractors, and lead generation models for residential cleaning businesses.
(7:20) Creating a family-like atmosphere and treating subcontractors with respect
(09:21) Growth of the business and the creation of Cleaning Business University
(11:19) How signing up for Jobber will help build your business for the next 5-10 years and beyond
(11:58) Using ‘extra money’ for investments and other ventures to grow wealth
(14:43) The role of budgeting in maintaining financial discipline and ensuring steady growth
(18:34) Long-term goals for financial security and building generational wealth
(22:20) Ways to involve your children in your business starting at a young age
(23:50) Considerations for evolving a business over 10-15 years
(26:34) Advice for aspiring entrepreneurs looking to start their own business
(29:39) Adam’s key takeaways: get out of debt, involve your kids, put your business in a trust

Turn a $500 Quote into a $2k Job: Expert Shares Upselling Tips

Learn how to get the most out of your jobs with expert upselling strategies. This episode uncovers the practice of upselling your clients by education, not aggressively pushing your services. Learn how to handle every inquiry with an upselling approach, ensure clients understand your offerings, and establish recurring revenue for long-term business growth. Join host Adam Sylvester and guest Christine Hodge, CEO of Clearview Washing.
 
(00:00) Introduction to the episode and guests.
(01:02) The upselling mindset - and educating clients about additional services
(02:30) Benefits of quoting all potential services during initial client contact
(05:45) Handling client inquiries with an upselling mindset
(07:23) Initial strategy tips for boosting your revenue with upsells
(08:51) Establishing criteria for in-person versus remote estimates 
(10:49) Upselling vs. cross-selling and why your company should be doing both.
(14:07) Managing upsell conversations via technicians or sales members
(16:31) Jobber’s marketing tools and their impact on winning new business
(17:37) Understanding crew capabilities for efficient scheduling and maintaining quality 
(18:19) Tips for selecting profitable and easy upsells with long-term revenue impact
(19:36) Presenting additional services without being too aggressive or ‘sales-y’
(22:37) How to begin upsell conversations and follow-up on estimates
(25:19) The value of recurring revenue for client retention and business valuation
(29:20) Adam’s key takeaways: always give clients options, educate on value, and start with small upsells.

Tackling Inflation: Strategies to Manage Costs, Pricing, and Wages

Stressing over rising costs and wage pressures? This episode dives into essential strategies for managing inflation, from understanding your numbers and optimizing labor costs to leveraging automation tools for efficiency. Learn how to communicate price increases to clients, negotiate with suppliers, and implement effective pricing models. Join Richard Grove, of The Small Business Consultant, for insights from on maintaining profitability and preparing for future inflation challenges with practical, actionable advice.
 
(00:00) Introduction to the episode and guests
(01:13) Your first step in tackling inflation: understanding your numbers
(04:43) Strategies for managing labor costs
(06:35) Leveraging employee interests and offering new opportunities
(08:05) Using Jobber to automate invoicing and save time
(08:56) Understanding unit economics and pricing models to cut costs and eliminate inefficiencies
(11:55) How to communicate and negotiate with suppliers to save costs
(14:41) Benefits of long-term relationships with suppliers and the impact of volume on pricing tiers.
(16:42) Strategies for communicating increased pricing to clients and implementing pricing tiers or referral incentives
(21:53) Predictions on the future of inflation and the potential impact for business owners
(22:57) Adam’s key takeaways: know your costs, play around with your pricing, and have accurate numbers.

From Job Site to Oversight: Transitioning Out of the Daily Grind

How do successful entrepreneurs find time to focus on growing their business? This episode will help you understand how to free up time to work on your business, rather than in it. We discuss identifying tasks to delegate, recognizing when to offload your workload, balancing operational efficiency with delegation, and practical steps for creating effective systems. Ensure you're spending your time on high-value activities that match your salary and propel your business forward. Join host Adam Sylvester and Michelle Jeppesen, Director of Business Development and Customer Success at Jill’s Office.
 
(00:00) Introduction to the episode and guests 
(00:58) The entrepreneurial mindset, and the inherent risk of experiencing burnout 
(03:41) Identifying parts of your business that you’re passionate about, and what should be delegated 
(05:55) Indicators that it’s time for entrepreneurs to begin offloading workload and why you need to learn to 'fire yourself'  
(09:09) Balancing operational efficiency with effective task delegation 
(11:16) Saving valuable time with Jobber’s business operations tools 
(12:22) The typical delegation journey of a home service business owner 
(13:25) Immediate steps for freeing up time and the importance of creating systems 
(15:16) Benefits of professional phone answering services 
(17:20) Spending your time doing work that matches your salary  
(19:07) Techniques for maintaining focus on business growth 
(21:08) Adam’s key takeaways: realize you can’t do everything, look for indicators that your business is out of control, and have systems 

Job Description Examples that Attract Top Talent: Overcome Hiring Challenges

Struggling to find the right talent for your team? In this episode, discover how to craft job ads from an all-star manager known for her incredible employee retention and creating a team of happy, loyal employees. Learn the secrets to writing compelling job descriptions that effectively outline growth opportunities and integrate your company values. Also, find out why focusing on entry-level hires can transform your recruitment strategy. Join host Adam Sylvester and Danielle Rossi, CFO of The Tree Lady Company.
 
(00:00) Introduction to the episode and guests
(01:15) How to create job ads that make hiring easier 
(03:14) Crafting compelling job descriptions and job titles 
(05:50) Outlining growth opportunities in job ads 
(08:04) The structure of an effective job ad 
(08:51) How Jobber helps with managing employees and eliminating the chaos of business operations 
(10:45) Integrating core values into job descriptions to attract the right candidates 
(13:39) The challenge of finding candidates with the right mindset and goals 
(16:36) Preference for hiring entry-level candidates that align with your company values
(18:02) Inclusion of benefits and additional perks on job listings 
(22:14) Adam’s Key Takeaways: crafting compelling job descriptions, consider green candidates, and convey values in job description 

#1 Secret to Selling More Jobs at Higher Margins

Discover the ultimate strategy to boost your sales and profit margins in this game-changing episode. Learn how a crucial mindset shift and setting prices based on your true costs can transform your business. With practical guidance on marketing, customer engagement, and transparent communication, you’ll be empowered to sell more jobs at higher rates and ensure fair compensation. Join host Adam Sylvester and Tom Reber, host of the Contractor Fight Podcast.
 
(00:00) Introduction to the episode and guests 
(01:18) Selling more jobs at a higher margin requires a mindset shift 
(02:26) Set prices based on your costs, not the ‘going rate’ 
(03:40) What it means to aim for a 50% gross profit margin, and its impact on business growth 
(06:24) Positioning your brand to sell at higher rates 
(07:26) Making the decision to stop stealing from your family 
(08:28) How to ensure fair self-compensation 
(11:21) Using Jobber to automate your business and free up your time 
(11:55) Benefits of consistent marketing and planning marketing activities in advance 
(14:58) Maintaining and engaging with your customer database to enhance loyalty and secure repeat business 
(18:34) Sell like you don’t need the money 
(20:00) Job costing to develop sales confidence and increase profitability 
(21:30) Be proactive in customer follow-ups and marketing efforts 
(24:47) The power of transparency and providing clear, helpful educational content online 
(28:31) Adam’s takeaway tips: contact past clients, aim for 50% gross profit, educate your clients