Module 11: Your Nature vs. What You Nurture - Creating a Thriving, Profitable, and Sustainable Business

$237.00

Yearly for 1 year

In this Module, you will learn:

Qualified Leads: Inbound Calls on Auto-Pilot – How to Screen Out the Tire Kickers
Biz Builder Beware: Things to Watch Out For on your Way Up (during Scaling your
Business)
The A.I. of A.I.P: (Guest Training) There’s Nothing Artificial About Setting Up Good Help

What's Included in the Module

Purchase the full module to get access to all module trainings. You can also purchase trainings individually by viewing the options listed below.

Qualified Leads

Jan 01, 2000

Description: Qualifying your leads quickly, is a necessary skill for protecting your time and your company profitability. Once you are getting inbound calls for your products and services, if you can’t sort through your leads efficiently, it can deeply affect your P&L and balance sheet throughout the year. If you get 100 calls, and take 5 hours per proposal or estimate, that’s 25% of your year in non-billable hours, for projects you never get or shouldn’t have taken. Setting up scripts for inbound calls, & systems that can quickly weed out the tire kickers who are looking for free advice, or shopping you on price vs. value add, will be critical in this phase of your growth planning. This is the key to keeping your front desk and inbound gatekeeper (or you) trained to sniff out the “waste of time” clients that won’t be profitable even if you did take the time to land the job. When your phone is ringing, you must be capable of sorting and choosing your best clients. There are categories they will fall into. A) Profitable Project, B) Influential for Referrals, or C) Repeat Clients & Inbound by Referral. The rest will be in a separate pile. This group of potential clients can either be politely declined, asked to “wait in line” with a retainer down payment to hold their spot, or you can expand your staff and bandwidth (grow) to accommodate the waiting list of folks who would be profitable clients and projects. Now you are on a true growth trajectory!

You will LEARN:

How to protect your billable time, by creating scripts and systems for your gatekeeper to handle inbound inquiries.
Why as you grow, you must hone in on your IDEAL CLIENTS, based on categories they fall into for your business goals.
When to politely reject clients, ask them to “pay to wait in line”, or scale up staff & bandwidth to accept new clients.

Biz Builder Beware

Jan 02, 2000

Description: Bottom Line OVER Top Line Growth is key. You’re going to need to go “against your instincts” at times during your growth phases. This is one of those times. It’s easy to focus on gross income / invoicing growth. But it’s WRONG, once your phone is ringing by itself with inbound inquiries. Avoid the temptation to chase the bright shiny object of TOP LINE. It’s your BOTTOM LINE that matters most. It’s the ONLY thing that matters. How much money you KEEP is the VALUE of your company, not how much money you MAKE. Fine tuning your salaries to be fair and keep staff, reviewing your expenditures & overhead expenses on a regular basis (quarterly or bi-annually) will keep you abreast of where you are leaking money paying out in areas that aren’t necessary, or you may have grown out of needing. Don’t lose sight of the money going out. Now your success should be measured in percentage of PROFIT MARGIN. Reputation matters, both internally and externally now more than ever. Keeping staff happy with fair pay and flexibility is your internal culture and your responsibility as the owner & leader in your organization. It’s way easier to keep someone than to hire someone. That said, you need to know when to “hire slow” vs. “fire fast”. It’s both an art and a science. And you need to keep asking for reviews from your happy clients. You will NOT please everyone, and you will have unhappy clients occasionally. Those are lessons learned, to be reviewed and make internal edits to avoid in the future, at all costs.

You will LEARN:

Where to adjust your attention, from TOP line to BOTTOM line P&L and Balance Sheet data.
Why tracking and adjusting to measuring PROFIT MARGIN vs. gross income growth is crucial to your sustainability.
How to focus on REPUTATION, in both internal culture and staff retention, as well as external reviews and feedback.

Coveting Culture

Jan 03, 2000

Description: Back to your role as LEADER and VISIONARY for your company. This time we focus on how to create an internal culture and outward public image of “Giving Away Your Gift” of knowledge, experience, and expertise. This, as with anything, requires planning and execution over time. Getting it right is an important part of gifting your leadership to the community and the next generation. This should even be a part of your future exit strategy for business valuation intangibles. Learn how to plan your giving of resources (both time and money) throughout the year, involve you staff in training the “servant leadership” mentality, and exposing your community to the great culture you have and the philanthropic heart your small business perpetuates in your local community. When you schedule your “service time” and “giving plan” for the year, and include your staff in the planning and coordination of those projects, you are injecting into them your vision, mission, and core values in a way that no other exercise can accomplish. This is where synergy and community are born. This leadership legacy can shine beyond your time at the helm of your organization.

You will LEARN:

How to create an internal business culture and community business image of “Giving Away Your Gift.”
Why involving your staff in the scheduling and coordination of your time & money “giving” annual, builds community.
How your leadership legacy of community service can be instilled to last beyond your time with the company.

ForeverHome® Professional Certification Program

Module 11: Your Nature vs. What You Nurture - Creating a Thriving, Profitable, and Sustainable Business

$237.00

What's Included in the Module

ForeverHome^® Professional Certification Program