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welcome back to the show I'm your host Phil richer and on today's episode we have Dominic Rabino Dominic and I we actually were I was on his podcast and profit tool belt and I was also on his other podcast the cabin makers profit system and um this guy helps businesses grow and I'm like man you got to come on my show and talk to these business owners to help them 10x their business right and so Dom thanks so much for joining us man well I can only return the favor because you did great on both of my shows So yeah thank you so much put me to the test yeah of course and I know you have a lot of good stuff to say so we could talk for hours but let's let's get into this so yeah you you have built two businesses and sold two businesses can you tell us a little about about those businesses absolutely and you know keep in mind it's always easy to talk about the victories yeah but it probably I probably learn more from the defeats so but you know it's exciting to talk about the two businesses I sold but what about the tankers I had yeah well so I know that you got kind of Hoodwinked into be buying a painting franchise or something I did well I was in college I didn't know and I should have known but you know yeah it was in college and it was AAA student painters just like a regular student painting thing and they're like we're going to train you to run your own painting business I'm like wow these people are fantastic because I'm a kid I don't know and then at the like the last day of training they're like here sign this form you're going to be a franchisee I'm like well it sounds like a good idea I'll do it didn't even know what I was doing yeah that's so funny I learned you know what I learned from them paper like and know I'm old right but I learned the importance of paperwork but that's where simple systems like Phil I gotta tell you like did you ever learn something as a kid and it still sticks with you absolutely yeah like I worked at McDonald's for a while a long time when I was a kid I was making like $237 an hour but I still remember the systems for how to you know it's called a 44 turnley means nothing to you but somebody out there's nodding going oh my God I remember remember the 44 turnl it just it's a system right and so at at student painters we used to before you painted a side of a house you had to take Pebbles and hold your hands out to the side and drop a pebble those were your ladder moves before you started wow so you didn't have to think about where to put the ladder next and just dumb stuff but anyways I learned a lot there yeah yeah and so so obviously you did that and you got the franchise experience but so the the two businesses that you have built and sold right right right right one of them was you were you were flipping eBay stuff or something right yeah I was selling stuff on eBay then I turned that into a used bookstore then I turned it into a mail order pharmacy so this is the same company but just Reinventing it while it was running and then so I took it from zero because selling on eBay was Zero which just fun like after work you know because I was working at a corporate job and then but it took four years but I I built the sales to 120 million in sales wow obviously I left corporate at that point because I was fulltime on that yeah but it was you know I had multiple operations inside that company there was a call center I had 40 Pharmacists and pharmacy technicians working for me I had2 seat call center uh we're shipping you know yeah like 500,000 packages a year wow yeah so that that's a pretty big operation and so from what what I understand you sold that company and then then you started to get into Fran franchising I guess again for coaching or something yeah franchising has been in my life a lot um but this time I became a franchisor so there's a gentleman named Brian Tracy who's a really well-known business author he's a little bit older now so people might not like know him today but you would still read his books like the the psychology of achievement or eat that frog Brian Tracy yeah I know that book yeah and he's he's just a wonderful gentleman he's the same offstage as he is on stage except offstage he will kick my butt yeah oh yeah yeah having a business meeting with Brian is another level of accountability oh wow complet but it's but it again I can only take the good from that right he made me better um but when I bought that from him he had six franchisees so we call them six units or six locations and then about 13 years later I sold that business and I had it at 237 you know locations around the world wow yes so yeah I've scaled a couple of companies and and now you work with Like Home Services contractors types of businesses and help them scale their business now I'm back to what I love which is because I started in construction you know I started as a framer and then I left I was framing for my uncle which was a job I got by like hey can I have a summer job type thing and I didn't think about it right and then I you know I did the student painting thing in between but then you know I really like Contracting and Contracting trades mostly because it's how my family talks yeah it's comfortable for in your blood it's in my blood and so I it was really I've been waiting to get back yeah and so now you're back at it with a whole bunch of experience and right so when you when you someone in the trades or contractor CEO they come to you you how do you usually like figure out what they need to do how do you distill down like okay let's do this thing next or is there some framework or something that you use to get to that point yeah I mean you might be surprised but I don't tell them what to do I find out what they want to do and obviously we've got systems for that on our side simple systems that are proven to work I I really like I don't know if you can see my background but there's a book here called traction yeah right people also refer to it as EOS the entrepreneur operating system it's a fantastic book it's written by Gino Wickman um it goes by a couple different names just because it's morphed a little bit over time you feel you're laughing yeah yeah yeah I I've gone through the EOS implementation with several of our clients okay and I know what you're saying about the morphing because I think now he has actual implementers that go in and like just Implement straight EOS into people's businesses right yeah yeah um and that's that's a level but you can you can take that the reason I really like that is because you can take it and make it what you want it to be yes very malleable you know what I mean like it's it's a simple tool and we can do with that tool anything we want you know the same as in construction you know a hammer could be used for many things so looking a screwdriver sometimes a screwdriver is a hammer it's you know vice versa right but um yeah and it it's powerful and I use that primarily when I want to talk let's say you're the the business owner of this trades company I have to ask you specific questions to figure out what do you want to do in the next 10 years and I usually get kind of a Blank Stare so we have exercises like what does it look like you know your kids going to be in 10 years what does that mean to you blah blah blah then we break that all the way back down to three years and then to one year now we've got meat on the bone okay if that's what you want to accomplish in a year what do we need to do in the next three months and that's where coaching comes in the accountability the systems or the simple systems that we show people yeah there's also the scaling up out there um so yeah what's what's your experience with those because I see you have scaling up back there but what do you I do yeah so yeah what do you think about that do do you want the scoop is your is your podcast the place for the scoop sure go for the scoop so listen scaling up was written by a fantastic gentleman who's leaving a massive Legacy on the world and most people don't know who he is his name is Vern Harish yeah his first version of that book was called mastering the Rockefeller habits it is a crazy good book but it's really hard to read the first time I read it I kind of put it down and I thought I'm a bit of a dummy I don't get it and I'm in this business I'm in this turnaround business but I went back and read it again believe it or not on the treadmill at my local like pool you know where they've got the treadmill the pool like I I just like I got to get this thing because it was it was so valuable but that's the tool I used to go from zero to 120 million oh wow and that particular system is really good when you have a large corporation with a lot of VPS and directors complexity complexity so Gino Wickman and Vern Harish we all know each other yeah and myself we all know each other because we're part of this Global business group called EO the entrepreneurs organization so I'm not going to go too far in that but anyways Gino Wickman came out with his more simplified version yes of the Strategic plan and there might have been some friction between the two that's the scoop might have been some friction that between the two the scoop that is the scoop so since since you're the EOS guy there's also the other book rocket Fu about getting a solid integrator as a Visionary can you a lot of times like our client they are Visionaries for sure they're scaling their business and they are always stuck with great ideas but lack of implementation yes so is there like a point where you say hey you need to find an integrator is there a point where you're like you know like how does this work as far as the integrator and and actually scaling your business if you want to do you need an integrator in there this is going to sound so self- serving but if you've got a Visionary owner and they can't find an integrator that's why you get a business coach because and I'm not talking about myself let's just talk about the general category of like a trained serious professional business coach they're going to help you with that integration piece because you might be splitting up accountabilities throughout the company to people that don't know they're helping in a they don't know they're a part of a bigger machine which is fine they don't necessarily need to know and then when you get the company to a certain level then we start to have bigger meetings that they're involved in and everybody gets their own rocks or L10 meeting yeah I don't want to get too technical because that won't help the the cause but if you've got somebody listening right now and they're like I'm a Visionary I like EOS I want to put it in place but if there's anything after the word but go find yourself a coach like a serious business coach that understands that process and they'll walk you through how to make it come to life the way it works for your company and then like everything there is levels right your that business coach might be good for you for two years to get you from X to Y and then you need another one or a break to go from y to the next right is there any like you're too big or too small to run traction and then shifting to scaling up no no you can be one person in running I mean I would stay away from uh ver harness's Rockefeller habits are scaling up no disrespect but if you're not a large corporation that is too much gun for the bear it's just too much too much but if you're starting out if you're on the small let's say let let's talk about it from number of employees or re maybe revenue is easier for people yeah yeah zero Revenue to 10 million a year in Revenue you're you're fine you're more than fine you're fantastic with EOS okay once you start to have more than two or three vice presidents or directors so now we have we've shifted from revenue to roles and responsibilities but when you've got regional directors things like that maybe remote locations then you can shift to the other yeah I'm glad you brought out the revenue thing because I think there's like 1 to 5 million it seems like it's in this side of the spectrum 5 to 10 seems like whole another bear for people and a lot of the companies we work with is they're at like five to six million and they want to get to 10 and they think that maybe marketing could help them which that could be one of the levers but I also think that there's some other things that maybe they're they need to focus on what are some of those things that you would recommend to people if they're at that three five million range to like get to 10 million yeah at that point you really have to start understanding your your people are your tools and so restructuring your team and the roles and responsibilities the flow of business you've got to change because let's let's use the number 3 million just because it's a cool number to talk about if you're at 3 million and you want to get to five just keep in mind you're the perfect $3 million a year business your textbook this is how to run a $3 million a year business what you're not is running a $5 million business and so we get stuck and you're like last year we did 2.9 this year we're going to do 3.1 I'm not seeing the growth we what's going on we're going sideways and worried that we're going down because you need $5 million systems to get there now I'm going to mess with some people's brains you to go from three to five you don't need $5 million systems you need to jump to maybe eight because you got to pull yourself through the $5 million Mark does that make sense yeah I see what you're saying so what are some of those systems like what would you say is like a system that someone should put into their business like an L definitely you should be yeah so at the L10 meetings now you need uh different people responsible for different areas of the business so let's just take a typical contract very typical you've got somebody in charge of marketing you've got somebody which might be you Phil right yeah you've got somebody in charge of sales like converting those leads into business then there's typically some sales Administration you might call it dispatch you might call it engineering depending on your company but how do you take a sale and get it into production right there's somebody responsible for that well let's just take that person and for the sake of our discussion let's call it a dispatcher the head of dispatch or the head of customer care what are their requirements what are their goals for the next three months and it's going to be something very simple like we have to make sure everybody's using the CRM that's the priority for the second quarter of this year that's it no obviously they're still running the business everything else is running as normal but if there's something that's special on their plate the special project is making sure the CRM is being used properly and I just picked something out of the air you know for field it might be we're going to really work on our Google reviews which you were a brilliant guest on my show about right that might be for field operations so everybody will have their thing that is systematically how a business owner orchestrates the growth I think that's such a great way that you put it that way because a lot of times people say okay I'm at 5 million I want to get to eight million so we just need to sell three more million dollars worth of stuff and it's like and yeah and it's like okay well let's chunk this down to those three-month blocks and say this person has to do this to hit that goal this person has to do this and I think a lot of times for business own especially Visionaries they're like all over the place with ideas and they don't have anyone to kind of can sit down with this person and set goals and meet with them and go through this system to help them orchestrate the growth to your point yeah I'm gonna quote Brian Tracy because he obviously a mentor and a business partner but he's got a great saying like before you do anything you have to do three other things first and that's that's where we get frustrated or feel like we're we're not on track except that if you know that the big goal is that one thing and these three things have to get done that's where you're implement would come in or your coach to say let's do these three things because blah if we want to hit let I'll just choose the number let's say you want to hit 46% gross profit margin on all quoted jobs what are the three things you need to do in your company before you can get there who's going to hold you accountable who's going to break it down into simple systems who's going to show you the shortcuts who's going to make sure that this department and that department are doing their thing so that we get this little sub answer that feeds into the bigger you know it sounds complicated but it's it's really not it's just consistently consistency you know consistent pressure I'm sorry yeah I think that's where when you have a coach or someone who's just holding you accountable and saying like hey here's what we're going to do it's not just the business owner who's out there in la la land reading books and just all over the place someone to like sit down with them and give them some structure yeah Phil you might see the same thing too where you talk about the business owner out in la la land yeah I wonder if any of us and I've I've been guilty of this too you know you walk in on Monday morning you're like okay everybody I just sunsu The Art of War you know what we're going to do and everybody's looking at you and they're smiling you're like they've all got weird Smiles because they know by Wednesday I've forgotten and next Monday I'm G to come in and I'm gonna say I just reread good to Great you know what we're going to do and they're like no boss tell us what we're going to do because it's flavor of the week yep you know and and that that starts to wear thin and so they real they learn like anybody oh just give it a couple days he'll forget or she'll forget yeah that's so funny so you have experience with franchising I'm curious to get your thoughts on you know a lot of contractors and Home Services they they they see the Allure of franchising their business have you gone through that process with anyone or ha what are some things that you would say like okay you got to get this set up first before you think about franchising your business yeah so before you I mean to start a franchise first of all starting a franchise the only person that makes money is the lawyer and the accountant yeah right but the beauty of aan anchise is the long-term the asset class You're Building because you're building an asset class where you've got recurring revenue and long-term contracts okay that's the benefit I'm talking like a boardroom CEO right now right um to make that come to life you've got to have a solid system for making sure that your franchisees succeed or that will end in class action lawsuit how's that so it now everybody's just like hold on a second Dom I just burped up my pizza like if you want to get into franchising you you need to think really long and hard about who you are as a person how thick your skin is and are you willing to serve the people you're about to bring in because in large part you're not only going to show them how to run a business duct cleaning I think is your area of expertise right could be Pool Services could be roof it doesn't matter yeah are you really good at showing them the operational side and are you really good at showing people how to start a business from scratch comma when they've never been a business person before and if you've got those systems or you want to glean on people like myself fine but you know there's a lot of considerations into being a great franchisor yeah i' I've seen it where it's the person's business is all over the place they have no systems and processes their profit at the end of the year is $100,000 and it's like what's in it to go and franchise this thing when there's nothing that you're GNA franchise it's just a job I think yeah I think that that people fall into that trap a lot the allur of franchising their business as a way to grow and you know maybe you need to start as a business opportunity there's a lot less restrictions on a business opportunity than a franch we are going in a weird Direction right now by the way I'm just curious because you have experience with franchising and traction emyth all these businesses are about building processes in businesses and a lot of these contractors don't have these systems and processes but they still want to franchise their business and so I'm just curious to see how you kind of can wrap this all together and for for some people that might think like franchising is the way to go yeah well franchising is the way to go so you it can be the way to go and then there's franchising as I said and business opportunities there's separate you know um classes of investment opportunity right yeah or asset classes as a business owner or an investor when you build this make sure you have a corporate store one location that's the shining example of how it's done if you can do that then you can replicate it yeah and but you've really got to be very careful you have to be the guard at the gate who becomes your first franchisee is really important especially number one one through five very important because if you bring people with the wrong attitude or the wrong skill set that's going to taint that's going to be the smell the skunk smell that exists in your franchise for franchise terms on franchise terms it's a long time you have to be very cautious about who you allow into your franchise and then support the heck out of them yeah right because they've given you their money and their faith that you're going to train and support them and by the way I've I've been a I've been the business coach of the business coaches at franchises I know oh like 1800 got Junk right like I was there I was the business coach of their business coaches of their internal team wow they're a fantastic company they are systems they're process they're Fair they're equit they're a good company but they work at being that and I think that goes back to whether you want to franchise your business or not it's about building the emyth like building the systems that your business is franchisable and think about if I were to franchise this what systems would someone come in straight off the street and have to know and that's what I think it comes down to for a lot of businesses that they don't have systems in place to actually orchestrate growth to your yeah and can can I tell you the frustration of being a franchisor yeah so now this is I've got my franchisor my Global master franchisor so I had the global RS for how to do business coaching throughout the world using the Brian Tracy model right built it to 237 locations I'm just going to tell you a little bit about my background before I had done that I had my own business coaching locations and I've reinvented myself twice because I shut it down to finish that large company and then I started coaching again I love trades so I've always been doing that right so now I've got franchisees and they would come into the franchise Network and say but Dom you don't know what it's really like you don't know what it's like to go into a brand new market where nobody's heard of business coaching and start a business coaching franchise and I'd be shaking my head like did you not do you think I'm lying yeah so if you've got a corporate store and let's just say duct cleaning or carpet clean you know just something that we can all visualize right so let's say air duct cleaning be prepared for somebody to say but you don't understand Madison Wisconsin nobody cleans their ducts here yeah and you will be shaking your head going what kind of belief system do we have to fix so people understand people who have bought the system understand the opportunity and are willing to go get it because Madison Wisconsin is no different than Montreal Canada is no different than some other place it starts with M that I can't think of right now EX yeah that's what you're going to hit as a franchisor frustrating yeah I could definitely see that and the Switching gears a little bit I see you have profit first back there so do you do you help business owners like Implement profit first or what have you seen when it comes to profitability for business you know I'm more of a fan of profit first than an expert of profit first yeah is that oversharing no I'm the same way yeah I have to like I have to be honest I don't you know I know what I know what I don't bring in a guy get a guy yeah or a gal yeah it's there's people stronger than me on that but I love it yeah they have the profit first experts that almost are like bookkeepers profit first they Implement that in your business yeah I I think those books that you have emyth traction profit first if someone were to just read those books and do something in there like you're good yeah then if you don't know where to start and you get a coach and you start implementing these things like I mean that that's a really good starting point for a lot of people it is and and uh one of the challenges Dom did you read this new book did you read that new book and you know I read some of them but not all of them yeah I got to tell you these books back here if you said Dom you have to reinvent yourself you and your family are in witness protection we're going to reinvent you and we're going to push you out of an airplane above Madison Wisconsin let me just say sounds like a beautiful place by the way what book what reference tools are you going to take those are them right there yeah I agree I need to get a little bookshelf back here with my book I just Chang my back books just changed my background I know so if someone uh comes to you let's say someone's doing 5 six million they're 20% profit margins they do profit first they have all this yeah 20 20% net is good yeah 10 20% they have a million dollars going to the bottom line do you what do they say to you how much money do they take out and leave in the business and reinvest back in do you have any thoughts on this because a lot of times business owners they do all the right stuff but then they have all this money and they want to grow to 10 million but they're like I don't want to risk all this again I want to take it out and put it into uh you know S&P 500 or something like yeah so unfortunately what I hear more realistically is hey Dom we're at 3 million but I'm not I'm actually making less than I did when we were at a million oh my gosh yeah and it I don't want to make it sound like I talk to people who are in trouble I don't I talk to people who are growing and feel stuck like they're already they've already proven they can do it let me can I give you a weird visual do I have time for a weird visual go for it this is the this is what I want us to understand a business owner looks like if you want to look through my crazy wacky business business coach and entrepreneur mind every four years the Olympics comes yeah let's talk about the Summer Olympics and let's talk about the weightlifting category the Olympic weightlifting some ridiculous looking guy comes out in a onesie a red onesie he's covered in hair he's got a big beard and he walks up to a ridiculous bar circus weights on the end and he's going to pick that ridiculous weight up above his head and you look at it you're like how can he do that like he he's got a builder he's got a beer belly and you're like this guy looks like he's really good at bar trivia how's he gonna lift that thing right yeah but he walks up to that bar he looks at it puts his hands on it you see him Square his shoulder set his hips and he lifts that bar that heavy ridiculous weight over his head that's a business owner that's an entrepreneur in the trades through their own strength and will and conviction they built the bar and they lifted it over their head but now they're standing there and they're like uh what do I'm starting to waiver what do I do now and that's where a business coach comes in or that's where EOS comes in because EOS will tell you you know we should uh probably build you a rack so now you put it on the rack you rest your arms you step back and you go okay that rack is our $3 million rack I need a $5 million rack and the business coach says we can build that that's the process step that's in in in almost cartoon visualization that's how simple we have to keep it did that help absolutely I can see someone sitting there shaking their hands shaking right like what do I do Dom I'm like whoa hold on let's build your rack dude let's put it down okay rest your arms take a breath yeah because you you did it you did it you're already there but now you got to get to the next level and that next level just takes a different approach yeah there's this guy Jason Duncan he's a podcaster that I like and he says the ironic imprisonment of Entrepreneurship where you're literally feel like you're enslaved to your business that you created this problem for yourself because you you build this massive weight and bar over top of you and you're literally the world the weight is on your shoulders and you don't know what to do yeah and nobody else understands it by the way no one else understands it and you made this mess for yourself and you got into this thing and you're like wait a sec I thought this supp to be easier when I got to three million yeah yeah yeah wow I'm worried I'm worried that I didn't answer your original question but but but to your point if so the lens that I see it through a lot of our clients they run profit first they're they are very efficient but there are a lot of businesses out there that don't know their profit number they don't even they see profit but they don't have a profit yeah correct yeah so they don't know their key numbers now quite often people say well Dom absolutely I know my numbers I look at my p&l and my balance sheet every day I actually weave them into a blanket and I sleep under them at night that's not that is not what I'm talking about those numbers are important but they are 1/8 of the numbers I'm talking about because what we need to grow the business is a firm understanding of the operational numbers I'm gonna I'm about to sound very boring right here is that okay go for it I I agree with you I agree with i i goof around but I'm serious as you know serious so we need the operational numbers and the operational numbers flow the way any customer experience flows through a company Marketing sales that sales Administration we talked about then we've got production or field uh operations whatever it is then we've got generally and I'll just say generally quality control accounting and legal yeah what are the three numbers you need to know as a business owner in each of those categories so that you can be sitting on a beach in Hawaii you just need to know three numbers in each of those categories I don't know your numbers but I I know the questions to ask to get them yeah that's what you need to know if you want to build a franchise if you want to build a successful business if you want to if you want to be a business person who just happens to be a contractor that's what we're talking about right there yeah yeah I like that so what are some of the questions that you ask like let's let's take the sales and marketing since that's what I know what do you ask like okay a business owner you want to be on Hawaii like what what are you just say like what are the three numbers that would make you feel comfortable if you knew those marketing numbers um well yeah and you're a marketing expert so you would already know these these kind of figures right so we want to know number of incoming Le s conversion rate to first appointment first appointment to sale nice there's there's a couple of numbers now depending on your business first appointment means something like if you if you have a two call close in your sales process then first appointment means something but I only want to know about your first appointments yes I don't care about second third and fourth time you're going back to sell somebody a pool or Roofing you know the first appointment is what counts so I want to know incoming leads I want to know the conversion rate to that first appointment and then the conversion rate of first appointment to sale then I probably want to know sales number like we sold this job for 10,000 or 100,000 whatever it is and then we then that flows obviously now we're into production right we went just went from marketing to sales into production numbers yeah that's great that's going to be very helpful for people a lot of times we know there's so many numbers all over the place and they don't even know what to look at so you just gave them some really good ones to say hey start here so thank you yeah absolutely can I can I just add something for people that might have been taking notes as a business as a growth-minded business owner I need to know which levers to push pull or ignore Yeah because sometimes you got to ignore a number and you might think hey Rabino you're supposed to be a business coach and a turnaround guy and an what do you mean ignore a number order of operations means I'm not going to worry about item number c until A and B are fixed that's right because it's an outcome that's right right that that's like a lot of times we'll get we do marketing so like leads will come in and they won't convert them into jobs and there's that disconnect and it's like well if you don't even get them into jobs then your sales conversions you got to start up here like getting these leads into jobs that's how you're gonna actually get the return on investment from what you actually invested in yeah to your point it's like kind of you got to walk through this funnel and a lot of times people just say I'm gonna spend money on marketing and get a bunch of leads and I'm gonna grow my business and it's like it's not that it's not that simple or everyone would do that yeah yeah yeah um all right so in the trades specifically do you see any big changes is coming or I know like AI covid all this crazy stuff what have you seen or what do you see coming down the pike for yeah well you're GNA have to pull me back on this one first like but first of all this is the best time to be in the trades ever in the history of the world why ever because we've just never had people who are busier driving longer to work who are making more money but don't even own a ladder or a decent set of tools right think about the regular just a regular family the mom and the dad they go off to work they want to come home they have to take their kids to soccer or to tutoring or whatever they don't have the time that we used to have in the past to fix their fence I'll just say something very simple fix their fence so they gotta hire a guy and I'm again guy gal right yeah they gotta hire somebody because they're short on time and they're long on money they're making 120 Grand in some corporate job they have to drive an hour and a half to one way that's three hours in traffic a day are you kidding me they're going to trade your fee to get that solved because when they're home they want to crack a beer too that's right so it there has simply never been a greater time ever and it's getting better by the way it's getting better less people are buying tools how many people own a ladder on your block yeah so there you go I that I just ranted is it okay yeah no that's great thank you so much for sharing yeah now the the other Trends is yeah like we're starting to see chat GPT show up in a bunch of places if you don't have an sop for uh uh for safety M go to chat GPT ask it a bunch of questions and ask it for an sop for safety and if you want to know an older like not older a 2-year-old hack before GPT chat GPT go to YouTube and you can find very valuable videos how to read a tape measure how to put a ladder against a building and you know that ladder video is going to be put out by some California fire department California's got the highest standards of you know all the time right so how are you going to go wrong find one that you like because there's probably a 100,000 versions of that video that's your new sop get your guys get your crew to watch it yeah this is how we do this this is how we do that yeah you don't it doesn't have to be complicated Yeah we actually do that we have sales training for our team and it's literally just a bunch of YouTube videos and podcasts that I've curated over the years like just watch this and then let's talk about them on our oneto ones yeah yeah as a matter of fact one of the things that uh that I like uh business owners to do when they're interviewing field staff is let's say say that you come up to my Roofing site today you're like hey Dom I want to be a roofer I got experience as a roofer you're like yeah great I want you to start tomorrow okay yeah blah blah blah listen before you come in tomorrow I want you to watch this video I'll send it to you on your phone on anchoring like how we an anchor and it's done by somebody else on YouTube but it's I agree with that system right now you show up tomorrow what's my first question did you watch the video I sent you yeah what you think of the video I don't need to see that I've been doing this for years thank you very much you're not going to make it on our team it's just not going to you got to go but it was a simple I gave you one little test you probably watched YouTube last night anyway you couldn't watch one little video one so who I am as a business owner is going to Echo throughout the team when people see that they're like this dude's serious man yeah it means something to be on Rino's Roofing crew and they stand a little taller their chin is up their shoulders are back and they're like yeah you don't make it on our team unless you do the right things that's what I want in my career true yeah you know yeah it makes sense so Dom thanks so much man this has been great I think you dropped a lot of good bombs for people don't say that in the airport everybody turn it down yeah so so Tom where can people find you what's what's the best place to connect with you and and learn about you well thank you Phil for having me here and thanks for being a guest on my show so uh you can find me on all the socials you know LinkedIn Etc but I've got a podcast as well one of them's called profit tool belt that's this hat here uh the other one if anybody listening is in the finished wood trades so Cabinetry or architecture mill work you can hear me on cabinet maker profit system um but if you've got other questions you know reach out to me I'm happy to help if you want to shoot me a text I can share my cell if that's okay Phil go for it go for it uh cool so my cell is 315 90378 53 um actually we were talking about strategic planning today yeah so if somebody wants an easy strategic plan you don't have to read a book to do this one it's called healthy wealthy and wise it's a it's a five-page workbook that you just print off and then you you know you do it yourself and you don't have to read a big book to do it right yeah U but just maybe just say healthy wealthy and wise in the text message and I'll send it off to you awesome thank you so much this has been so valuable I really appreciate you coming on yeah this has been it's been great to get to know you over the last month or two because uh I'm really impressed and by the way Phil I referred you to to somebody and you did an excellent job on following up on that so thank you and I also liked the conversation you're the value you added before the guy even met you yeah yeah so thumbs up for Phil richer thanks man all right well I'm sure I'll talk to you soon I appreciate you hopping on thanks again Tom thanks Phil all right see you

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