Law 9: Law of the Ladder 6/19/25
Tuesday Morning Huddle 6/17/25
Your Get 'Er Done Number
Summary
Revised Performance Metrics and Goals
Bill presented a revised set of performance metrics for the team, introducing a "Get Her Done" number that includes 3 claims and 1 retail sale per week, totaling 4 sales per week or 16 per month. He adjusted the door knock target from 500 to 300 per week (60 per day) based on actual performance data, noting that this is a realistic and achievable goal. The team is currently meeting the contact percentage target of 28%, but Bill highlighted the need to improve the conversion rate from contact to roof access, which is currently at 13.5% against a target of 20%.
Boosting Contact and Inspection Rates
Bill discussed the current performance metrics, noting that the team is already achieving 28% contact success, which is above the target of 20%. He emphasized the simplicity of making 60 knocks a day to reach 6 contacts and highlighted the potential to increase the number of roof inspections from 8 to 12 per week by closing the gap to 20%. Joe confirmed that achieving this increase is possible, and Bill explained that setting more appointments could further boost the number of inspections and claims submitted.
Roof Claims Conversion Rate Strategy
The team discussed conversion rates for roof damage claims, with Joe and Ian estimating around 50% success rate from inspections, while Bill's earlier estimate of 25% was deemed too low. Bill emphasized that achieving 3 claims per week is statistically achievable through basic fundamentals like showing up for 60 knocks per day, warning against getting distracted by new tools or techniques. The discussion concluded with Bill using a martial arts analogy to stress the importance of focusing on fundamental, straightforward approaches rather than complex methods.
Sales Strategies and Belief Systems
Bill discussed the importance of belief and discipline in achieving sales targets, emphasizing that consistent effort and focus can lead to success. Joe shared a strategy for improving the sales process by conducting inspections during initial appointments, which he found increased closing rates. He suggested offering inspections as a routine part of the process to build trust and efficiency.
Optimizing Sales Performance Strategies
Bill shared his approach to sales, emphasizing the importance of making customers feel comfortable and not pressuring them. He discussed how to measure and improve sales metrics, such as door knocks and closing rates, to achieve consistent results. Bill also drew parallels between his sales methods and his experience with LinkedIn outreach, highlighting the value of tracking and analyzing data to optimize performance. The conversation ended with Joe offering a prayer for a successful day and expressing gratitude for Bill's insights.
Revised Performance Metrics and Goals
Bill presented a revised set of performance metrics for the team, introducing a "Get Her Done" number that includes 3 claims and 1 retail sale per week, totaling 4 sales per week or 16 per month. He adjusted the door knock target from 500 to 300 per week (60 per day) based on actual performance data, noting that this is a realistic and achievable goal. The team is currently meeting the contact percentage target of 28%, but Bill highlighted the need to improve the conversion rate from contact to roof access, which is currently at 13.5% against a target of 20%.
Boosting Contact and Inspection Rates
Bill discussed the current performance metrics, noting that the team is already achieving 28% contact success, which is above the target of 20%. He emphasized the simplicity of making 60 knocks a day to reach 6 contacts and highlighted the potential to increase the number of roof inspections from 8 to 12 per week by closing the gap to 20%. Joe confirmed that achieving this increase is possible, and Bill explained that setting more appointments could further boost the number of inspections and claims submitted.
Roof Claims Conversion Rate Strategy
The team discussed conversion rates for roof damage claims, with Joe and Ian estimating around 50% success rate from inspections, while Bill's earlier estimate of 25% was deemed too low. Bill emphasized that achieving 3 claims per week is statistically achievable through basic fundamentals like showing up for 60 knocks per day, warning against getting distracted by new tools or techniques. The discussion concluded with Bill using a martial arts analogy to stress the importance of focusing on fundamental, straightforward approaches rather than complex methods.
Sales Strategies and Belief Systems
Bill discussed the importance of belief and discipline in achieving sales targets, emphasizing that consistent effort and focus can lead to success. Joe shared a strategy for improving the sales process by conducting inspections during initial appointments, which he found increased closing rates. He suggested offering inspections as a routine part of the process to build trust and efficiency.
Optimizing Sales Performance Strategies
Bill shared his approach to sales, emphasizing the importance of making customers feel comfortable and not pressuring them. He discussed how to measure and improve sales metrics, such as door knocks and closing rates, to achieve consistent results. Bill also drew parallels between his sales methods and his experience with LinkedIn outreach, highlighting the value of tracking and analyzing data to optimize performance. The conversation ended with Joe offering a prayer for a successful day and expressing gratitude for Bill's insights.
Tuesday Morning Huddle 6/10/25
Summary
Team Attendance and Communication Challenges
The team discussed attendance issues, noting that Chance was out on his own the previous day and would not be joining the meeting or available via Zoom due to personal matters. Peyton offered to go to the office to connect with Dave, who was currently occupied with Emily. Bill expressed concern about not receiving numbers the night before and emphasized the need to address this issue. The meeting was set to start at 10:45, with Landon confirming that the team typically begins around that time.
Canvassing Permit Requirements Discussion
Bill discussed the requirement for permits and IDs when canvassing neighborhoods, noting that while some areas strictly enforce these rules, others are less strict. David confirmed that permits are often necessary, especially in affluent areas like Indian Hill and Madeira, though they are less of an issue in lower or middle-class neighborhoods. Bill emphasized the importance of maintaining a thick skin and managing one's state when facing rejections, as success often relies on the ability to let such obstacles roll off one's back.
Sales and Collections Review Meeting
Bill and David discussed the details of recent sales and collections. David explained the contract amounts and revenue from retail sales and upsells, noting that payments would be collected on Thursday. Bill suggested sending information about money collected to Emily for better tracking. They confirmed build dates for Friday the 13th, with construction already underway on some units.
Reading Prospects' Buying Signals
Bill discussed key buying signals and the importance of sensory acuity in determining when a prospect is ready to buy. He explained that facial expressions can indicate a person's interest and readiness to engage, with smiling and an animated appearance being positive indicators. Bill also shared that marketing studies have shown that smiling images in ads can lead to twice as many hits as neutral or serious images.
Nonverbal Communication Techniques Overview
Bill discussed nonverbal communication techniques, emphasizing the importance of smiling, relaxed posture, open-handed gestures, and friendly attitude to make others receptive. He explained that nervousness can be contagious and advised being calm and approachable during interactions. Bill also highlighted the significance of observing body language cues, such as open versus closed postures, to gauge a person's interest and attitude.
Non-Verbal Sales Communication Strategies
Bill discussed the importance of non-verbal communication in sales, emphasizing the need to observe and adapt to a prospect's communication style and body language. He highlighted how a positive attitude and appropriate physiology can make prospects feel comfortable and more receptive to the sales process. Bill also stressed the importance of checking one's own body language to ensure it conveys confidence and openness, as it is a significant aspect of communication.
Adapting to Communication Styles
Bill discussed the importance of energy and presence when delivering a message, contrasting two speakers: one passionate and engaging, and another who struggles in person but excels online. He emphasized that while both speakers knew their material, their different communication styles led to vastly different results. David shared an example of a client who preferred visual communication, highlighting the value of adapting to different communication preferences. Bill introduced the concept of digital and visual communicators, suggesting that some people may fit into multiple communication categories. He encouraged the group to view challenges as opportunities to learn about people's communication preferences and to use this knowledge to improve their interactions.
Team Attendance and Communication Challenges
The team discussed attendance issues, noting that Chance was out on his own the previous day and would not be joining the meeting or available via Zoom due to personal matters. Peyton offered to go to the office to connect with Dave, who was currently occupied with Emily. Bill expressed concern about not receiving numbers the night before and emphasized the need to address this issue. The meeting was set to start at 10:45, with Landon confirming that the team typically begins around that time.
Canvassing Permit Requirements Discussion
Bill discussed the requirement for permits and IDs when canvassing neighborhoods, noting that while some areas strictly enforce these rules, others are less strict. David confirmed that permits are often necessary, especially in affluent areas like Indian Hill and Madeira, though they are less of an issue in lower or middle-class neighborhoods. Bill emphasized the importance of maintaining a thick skin and managing one's state when facing rejections, as success often relies on the ability to let such obstacles roll off one's back.
Sales and Collections Review Meeting
Bill and David discussed the details of recent sales and collections. David explained the contract amounts and revenue from retail sales and upsells, noting that payments would be collected on Thursday. Bill suggested sending information about money collected to Emily for better tracking. They confirmed build dates for Friday the 13th, with construction already underway on some units.
Reading Prospects' Buying Signals
Bill discussed key buying signals and the importance of sensory acuity in determining when a prospect is ready to buy. He explained that facial expressions can indicate a person's interest and readiness to engage, with smiling and an animated appearance being positive indicators. Bill also shared that marketing studies have shown that smiling images in ads can lead to twice as many hits as neutral or serious images.
Nonverbal Communication Techniques Overview
Bill discussed nonverbal communication techniques, emphasizing the importance of smiling, relaxed posture, open-handed gestures, and friendly attitude to make others receptive. He explained that nervousness can be contagious and advised being calm and approachable during interactions. Bill also highlighted the significance of observing body language cues, such as open versus closed postures, to gauge a person's interest and attitude.
Non-Verbal Sales Communication Strategies
Bill discussed the importance of non-verbal communication in sales, emphasizing the need to observe and adapt to a prospect's communication style and body language. He highlighted how a positive attitude and appropriate physiology can make prospects feel comfortable and more receptive to the sales process. Bill also stressed the importance of checking one's own body language to ensure it conveys confidence and openness, as it is a significant aspect of communication.
Adapting to Communication Styles
Bill discussed the importance of energy and presence when delivering a message, contrasting two speakers: one passionate and engaging, and another who struggles in person but excels online. He emphasized that while both speakers knew their material, their different communication styles led to vastly different results. David shared an example of a client who preferred visual communication, highlighting the value of adapting to different communication preferences. Bill introduced the concept of digital and visual communicators, suggesting that some people may fit into multiple communication categories. He encouraged the group to view challenges as opportunities to learn about people's communication preferences and to use this knowledge to improve their interactions.
Monday Morning Huddle 6/9/25
Summary
Communication Styles in the Field
The meeting began with technical difficulties related to video blurring, which were eventually resolved. Dave and Bill discussed the agenda for the day, focusing on communication styles in the field. Bill introduced the topic and mentioned that the session would provide tools to identify and match different communication styles. The meeting then transitioned to reviewing last week's activities, with Bill preparing to share his screen to present further details.
Weekly Sales Performance Review
The team reviewed sales and activity metrics for the week, with Bill highlighting that while the target of 18 total sales (3 each from 6 team members) wasn't met, the actual 15 sales (12 claims and 3 retail) was still strong given the current team size of about 3 active members. Dave was praised for exceeding expectations with 6 sales and $35,000 collected, while Chance and Peyton showed promising early results with strong door knock numbers and conversion rates. Bill emphasized that while individual activity metrics like door knocks were important, the focus should remain on outcomes, and the team would begin to see patterns develop over the month to better understand required activity levels for target achievement.
Dashboard Fix and Communication Styles
Bill discussed an issue with the Sales Rabbit dashboard, which Ian confirmed was fixed. Bill asked team members to verify the dashboard's functionality on their laptops or desktops and report back to him. Bill also introduced a topic on communication styles, explaining the five senses used for processing information and communication, and encouraged the team to identify and match their counterparts' communication styles for better comfort in conversations.
Distinguishing Visual and Auditory Learners
Bill discussed the characteristics of visual and auditory learners. He explained that visual learners often use phrases like "picture this" and "let me paint the picture for you," and tend to speak louder, faster, and more gesturally. Auditory learners, on the other hand, are more articulate and rhythmic, often using resonant voices and selective language. Bill noted that visual learners try to show others what they see, while auditory learners focus on what they hear.
Understanding Communication Styles
Bill explained the concept of different communication styles: visual, auditory, and kinesthetic. He described how each style prefers different methods of receiving information, with visuals liking to show things, auditory preferring to listen to stories, and kinesthetic wanting to touch or physically experience things. Bill encouraged Dave to practice identifying people's communication styles in everyday interactions and to adapt his communication style to match theirs for better engagement.
Enhancing Sales Coaching Strategies
Bill emphasized the importance of focusing on higher-level coaching techniques rather than basic training, as the team already possesses fundamental sales skills. Dave suggested teaming up to boost enthusiasm and achieve sales goals, noting that working together can make the day more enjoyable and productive. The conversation ended with a prayer for guidance and success in their business endeavors.
Communication Styles in the Field
The meeting began with technical difficulties related to video blurring, which were eventually resolved. Dave and Bill discussed the agenda for the day, focusing on communication styles in the field. Bill introduced the topic and mentioned that the session would provide tools to identify and match different communication styles. The meeting then transitioned to reviewing last week's activities, with Bill preparing to share his screen to present further details.
Weekly Sales Performance Review
The team reviewed sales and activity metrics for the week, with Bill highlighting that while the target of 18 total sales (3 each from 6 team members) wasn't met, the actual 15 sales (12 claims and 3 retail) was still strong given the current team size of about 3 active members. Dave was praised for exceeding expectations with 6 sales and $35,000 collected, while Chance and Peyton showed promising early results with strong door knock numbers and conversion rates. Bill emphasized that while individual activity metrics like door knocks were important, the focus should remain on outcomes, and the team would begin to see patterns develop over the month to better understand required activity levels for target achievement.
Dashboard Fix and Communication Styles
Bill discussed an issue with the Sales Rabbit dashboard, which Ian confirmed was fixed. Bill asked team members to verify the dashboard's functionality on their laptops or desktops and report back to him. Bill also introduced a topic on communication styles, explaining the five senses used for processing information and communication, and encouraged the team to identify and match their counterparts' communication styles for better comfort in conversations.
Distinguishing Visual and Auditory Learners
Bill discussed the characteristics of visual and auditory learners. He explained that visual learners often use phrases like "picture this" and "let me paint the picture for you," and tend to speak louder, faster, and more gesturally. Auditory learners, on the other hand, are more articulate and rhythmic, often using resonant voices and selective language. Bill noted that visual learners try to show others what they see, while auditory learners focus on what they hear.
Understanding Communication Styles
Bill explained the concept of different communication styles: visual, auditory, and kinesthetic. He described how each style prefers different methods of receiving information, with visuals liking to show things, auditory preferring to listen to stories, and kinesthetic wanting to touch or physically experience things. Bill encouraged Dave to practice identifying people's communication styles in everyday interactions and to adapt his communication style to match theirs for better engagement.
Enhancing Sales Coaching Strategies
Bill emphasized the importance of focusing on higher-level coaching techniques rather than basic training, as the team already possesses fundamental sales skills. Dave suggested teaming up to boost enthusiasm and achieve sales goals, noting that working together can make the day more enjoyable and productive. The conversation ended with a prayer for guidance and success in their business endeavors.
Law #8 The Law of Pain 6/5/25
Summary
Meeting Setup and Attendance Check
The meeting began with Bill checking participant attendance and technical setup, noting that Peyton had their first claim the previous day. Bill requested participants to mute their microphones to avoid feedback and began recording the session.
Leadership Growth Through Challenges
Bill discussed the importance of personal growth and leadership development through a bi-weekly study of John Maxwell's "15 Invaluable Laws of Growth." He explained that the program, which includes six core courses, helps individuals lead themselves before leading others, and participants will receive certificates upon completion. Bill shared insights from Law 8, "The Law of Pain," emphasizing that challenges can reveal personal strengths and the difference between responding to problems proactively versus reacting impulsively. He used the example of martial arts school owners facing the sudden closure of their businesses due to COVID-19 to illustrate how adversity can lead to personal growth.
Adapting Business Strategy Amid Crisis
Bill shared his experience of losing 75% of his coaching clients overnight due to unforeseen circumstances, which led him to reassess his business strategy. He realized that relying solely on a brick-and-mortar business was risky and decided to expand his reach online to serve a new audience unaffected by the crisis. Bill emphasized the importance of responding proactively to challenges rather than reacting emotionally, aligning with his teachings and maintaining credibility as a coach.
Overcoming Challenges With Strategic Partnerships
Bill shared his experience of overcoming challenges by seeking out more experienced partners, which led to opportunities like working with Fortune 500 companies and becoming part of Tony Robbins' elite speaking team. He emphasized the importance of responding positively to problems and advised the group to "show up like a lion" rather than giving up when faced with difficulties. Bill stressed that successful people enjoy the pain of challenges and use them to build character and strength.
Transforming Bad Experiences Into Growth
Bill discussed the nature of bad experiences, emphasizing that everyone encounters them but few learn to transform them into opportunities for growth. He outlined the "pain file" associated with inexperience, incompetence, disappointment, conflict, and change, highlighting that while these are inevitable aspects of life, they can be managed by viewing them as learning opportunities. Bill encouraged listeners to embrace these challenges, noting that only a few people successfully convert negative experiences into positive outcomes, which sets them apart as "special snowflakes."
Embracing Change and Personal Growth
Bill shared personal experiences about the pain of change, emphasizing that growth requires change and that people are responsible for their own happiness rather than expecting others to make them happy. He discussed the financial pain of a property deal that went wrong, losing $100,000 when the market collapsed, but viewed it as a learning experience.
Personal Growth Through Painful Experiences
Bill discussed various types of personal pain, including relationship losses and the struggle for recognition. He emphasized that while these experiences can be difficult, they often lead to personal growth and a better understanding of oneself. Bill also touched on the challenges of frequent travel and being away from home, a topic Dave agreed was particularly hard as one gets older and has family responsibilities.
Overcoming Challenges With Positive Mindset
Bill shared a personal story about a man named Vincente who travels frequently for work but makes special efforts to spend quality time with his daughters, such as taking them on cruises and trips to Rome. He emphasized that while the travel schedule can be challenging, focusing on the positive aspects and finding creative solutions can transform the situation. Bill also discussed how men often feel the weight of responsibility from various aspects of their lives, but emphasized the importance of maintaining a positive mindset and finding ways to overcome challenges.
Embracing Creativity in Challenging Times
Bill discussed the importance of embracing and developing creativity, focusing on resourcefulness rather than resources. He used the Netflix show "Alone" as an example of how people must adapt and find creative solutions in challenging situations. Bill also emphasized the value of learning from bad experiences and making positive changes as a result. He shared his own experience of pivoting his business strategy during COVID-19, which led to working with larger businesses and increased earnings.
Embracing Change and Personal Responsibility
Bill discussed the importance of taking responsibility for one's life and embracing change, using the mantra "If it is to be, it is up to me" as a motivator. He emphasized that while others may listen temporarily, ultimately, personal growth and success depend on individual effort. Dave shared his personal experience with resistance to change, particularly in his family, and highlighted his determination not to follow in his father's footsteps of avoiding change. Bill also referenced the series "Chosen" and the example of Jesus asking his disciples to make a radical change by leaving everything behind to follow him.
Embracing Change and Personal Growth
Bill discussed the challenges of embracing radical change and personal growth, emphasizing the importance of developing a strong belief system and willingness to face difficult decisions. He encouraged the audience to focus on personal development and mindset preparation, comparing it to "weaponizing" one's mind, body, and spirit for success. Bill concluded by addressing upcoming meeting schedules and confirming that the next session would be on Monday.
Meeting Setup and Attendance Check
The meeting began with Bill checking participant attendance and technical setup, noting that Peyton had their first claim the previous day. Bill requested participants to mute their microphones to avoid feedback and began recording the session.
Leadership Growth Through Challenges
Bill discussed the importance of personal growth and leadership development through a bi-weekly study of John Maxwell's "15 Invaluable Laws of Growth." He explained that the program, which includes six core courses, helps individuals lead themselves before leading others, and participants will receive certificates upon completion. Bill shared insights from Law 8, "The Law of Pain," emphasizing that challenges can reveal personal strengths and the difference between responding to problems proactively versus reacting impulsively. He used the example of martial arts school owners facing the sudden closure of their businesses due to COVID-19 to illustrate how adversity can lead to personal growth.
Adapting Business Strategy Amid Crisis
Bill shared his experience of losing 75% of his coaching clients overnight due to unforeseen circumstances, which led him to reassess his business strategy. He realized that relying solely on a brick-and-mortar business was risky and decided to expand his reach online to serve a new audience unaffected by the crisis. Bill emphasized the importance of responding proactively to challenges rather than reacting emotionally, aligning with his teachings and maintaining credibility as a coach.
Overcoming Challenges With Strategic Partnerships
Bill shared his experience of overcoming challenges by seeking out more experienced partners, which led to opportunities like working with Fortune 500 companies and becoming part of Tony Robbins' elite speaking team. He emphasized the importance of responding positively to problems and advised the group to "show up like a lion" rather than giving up when faced with difficulties. Bill stressed that successful people enjoy the pain of challenges and use them to build character and strength.
Transforming Bad Experiences Into Growth
Bill discussed the nature of bad experiences, emphasizing that everyone encounters them but few learn to transform them into opportunities for growth. He outlined the "pain file" associated with inexperience, incompetence, disappointment, conflict, and change, highlighting that while these are inevitable aspects of life, they can be managed by viewing them as learning opportunities. Bill encouraged listeners to embrace these challenges, noting that only a few people successfully convert negative experiences into positive outcomes, which sets them apart as "special snowflakes."
Embracing Change and Personal Growth
Bill shared personal experiences about the pain of change, emphasizing that growth requires change and that people are responsible for their own happiness rather than expecting others to make them happy. He discussed the financial pain of a property deal that went wrong, losing $100,000 when the market collapsed, but viewed it as a learning experience.
Personal Growth Through Painful Experiences
Bill discussed various types of personal pain, including relationship losses and the struggle for recognition. He emphasized that while these experiences can be difficult, they often lead to personal growth and a better understanding of oneself. Bill also touched on the challenges of frequent travel and being away from home, a topic Dave agreed was particularly hard as one gets older and has family responsibilities.
Overcoming Challenges With Positive Mindset
Bill shared a personal story about a man named Vincente who travels frequently for work but makes special efforts to spend quality time with his daughters, such as taking them on cruises and trips to Rome. He emphasized that while the travel schedule can be challenging, focusing on the positive aspects and finding creative solutions can transform the situation. Bill also discussed how men often feel the weight of responsibility from various aspects of their lives, but emphasized the importance of maintaining a positive mindset and finding ways to overcome challenges.
Embracing Creativity in Challenging Times
Bill discussed the importance of embracing and developing creativity, focusing on resourcefulness rather than resources. He used the Netflix show "Alone" as an example of how people must adapt and find creative solutions in challenging situations. Bill also emphasized the value of learning from bad experiences and making positive changes as a result. He shared his own experience of pivoting his business strategy during COVID-19, which led to working with larger businesses and increased earnings.
Embracing Change and Personal Responsibility
Bill discussed the importance of taking responsibility for one's life and embracing change, using the mantra "If it is to be, it is up to me" as a motivator. He emphasized that while others may listen temporarily, ultimately, personal growth and success depend on individual effort. Dave shared his personal experience with resistance to change, particularly in his family, and highlighted his determination not to follow in his father's footsteps of avoiding change. Bill also referenced the series "Chosen" and the example of Jesus asking his disciples to make a radical change by leaving everything behind to follow him.
Embracing Change and Personal Growth
Bill discussed the challenges of embracing radical change and personal growth, emphasizing the importance of developing a strong belief system and willingness to face difficult decisions. He encouraged the audience to focus on personal development and mindset preparation, comparing it to "weaponizing" one's mind, body, and spirit for success. Bill concluded by addressing upcoming meeting schedules and confirming that the next session would be on Monday.
Wednesday Morning Huddle 6/4/25
Summary
Sales Training and Number Accuracy
Bill led a meeting to discuss sales numbers and introduce a new sales training program called "Urban Lurbin and Drab." He emphasized the importance of accuracy in estimating roof jobs and ordered materials. Bill noted that the numbers reported in the nightly debrief did not match those in the sales rabbit system. He planned to go over the numbers again to ensure consistency.
Sales Rabbit Data Discrepancy Meeting
Bill identified discrepancies between team members' reported activities and Sales Rabbit's logged data, particularly in inspections not being recorded correctly. Chancetkrogers explained that inspections sometimes fail to register in the system, and he manually logs them on paper as a workaround. Bill decided to schedule a meeting with Sales Rabbit to address these issues and ensure accurate data recording. Landon was tasked with determining who should contact Sales Rabbit to resolve the problems, and Bill emphasized the need for proper training on the system to prevent future discrepancies.
Sales Performance and Reporting Review
Bill reviewed Joe's sales performance, noting a retail sale of $20,100 with $10,000 collected, and discussed the importance of accurate reporting in the nightly debrief. They clarified that the contract amount should represent the total job value, while the collected amount should reflect the actual money received. Bill praised Joe's recent success in sales and builds, mentioning three builds scheduled for the week, and encouraged continued accuracy in reporting.
Sales Rabbit Dashboard Discrepancy Investigation
The team discussed issues with the Sales Rabbit dashboard, where Bill discovered discrepancies between the browser version and the app version, with the app version showing limited metrics like leads created and appointment set but not contacts made or inspections. Ian was tasked with contacting Sales Rabbit customer service to investigate why the dashboard is not functioning as expected, particularly regarding the missing inspection data and inaccurate contact numbers. Dave clarified that two names listed under new customers, Paul Kirill and Mandy Schultz, were actually retail estimates rather than confirmed sales, and Bill instructed that only actual sales should be counted as new customers.
Combining Emotion and Logic in Sales
Bill discussed the importance of combining emotional and logical reasons to persuade prospects to buy, using the concepts of Urban (emotional reasons), Lurbin (logical reasons), and Drab (dominant reasons to avoid buying). He explained that people often buy what they want, not what they need, and emphasized the need to tip the scales towards the left by combining emotion and logic. Bill also shared personal experiences about the differences between men and women's thinking patterns in relationships, highlighting that women often prefer to be heard and understood rather than having problems solved.
Balancing Logic and Emotion in Sales
Bill discussed the importance of combining logic and emotion in sales. He explained that different buyers have different preferences, with some being more logical and others more emotional. Bill emphasized the need to quickly assess which type of buyer you're dealing with and tailor your approach accordingly. He also shared examples of how to incorporate both logic and emotion in sales conversations to create a stronger connection with the buyer and increase the likelihood of a sale.
Roof Replacement Insurance Strategies
The group discussed strategies for encouraging homeowners to replace their roofs, focusing on both logical and emotional motivations. Dave explained the importance of filing insurance claims within the specified time frame to ensure coverage, while Joe highlighted the emotional aspect of aesthetics and the fear of missing out on a deadline. The conversation also touched on insurance companies' practices of dropping coverage for older roofs, leaving homeowners in a difficult position. Bill shared a personal experience in Florida where he was forced to replace his roof to maintain insurance coverage, emphasizing the pressure homeowners face in such situations.
Florida Home Insurance Cost Solutions
Bill discussed his experience with rising homeowners insurance premiums in Florida, which increased from $3,800 to a proposed $8,500 annually. To address this, he took advantage of a state program called My Safe Florida, which provided up to $10,000 towards hurricane impact improvements. He decided to invest $60,000 in a new roof, windows, and door, reasoning that the long-term savings on insurance premiums would justify the cost. Bill also highlighted the emotional and logical benefits of the decision, as well as the unnecessary expenses imposed by the insurance company's requirements.
Emotional Logic in Customer Interactions
Bill discussed the importance of understanding and addressing both emotional and logical aspects when interacting with potential customers, particularly in sales. He emphasized the need to approach conversations with a mindset of service, helping individuals navigate their emotions and logic to reach the right decisions. Bill also highlighted the significance of creating a belief system centered around serving others and the impact it can have on building strong relationships and achieving personal and professional goals.
Attention to Detail Drives Success
The team discussed the importance of attention to detail in both sales and business operations, with Bill emphasizing that mastering small tasks is crucial for career advancement. Joe shared his experience with military precision and relationship dynamics, highlighting how attention to detail can prevent major issues. The team celebrated recent successes, including collecting nearly $50,000 in collections and securing a significant insurance claim, while Bill announced an upcoming study session on John Maxwell's "15 Invaluable Laws of Growth."
Sales Training and Number Accuracy
Bill led a meeting to discuss sales numbers and introduce a new sales training program called "Urban Lurbin and Drab." He emphasized the importance of accuracy in estimating roof jobs and ordered materials. Bill noted that the numbers reported in the nightly debrief did not match those in the sales rabbit system. He planned to go over the numbers again to ensure consistency.
Sales Rabbit Data Discrepancy Meeting
Bill identified discrepancies between team members' reported activities and Sales Rabbit's logged data, particularly in inspections not being recorded correctly. Chancetkrogers explained that inspections sometimes fail to register in the system, and he manually logs them on paper as a workaround. Bill decided to schedule a meeting with Sales Rabbit to address these issues and ensure accurate data recording. Landon was tasked with determining who should contact Sales Rabbit to resolve the problems, and Bill emphasized the need for proper training on the system to prevent future discrepancies.
Sales Performance and Reporting Review
Bill reviewed Joe's sales performance, noting a retail sale of $20,100 with $10,000 collected, and discussed the importance of accurate reporting in the nightly debrief. They clarified that the contract amount should represent the total job value, while the collected amount should reflect the actual money received. Bill praised Joe's recent success in sales and builds, mentioning three builds scheduled for the week, and encouraged continued accuracy in reporting.
Sales Rabbit Dashboard Discrepancy Investigation
The team discussed issues with the Sales Rabbit dashboard, where Bill discovered discrepancies between the browser version and the app version, with the app version showing limited metrics like leads created and appointment set but not contacts made or inspections. Ian was tasked with contacting Sales Rabbit customer service to investigate why the dashboard is not functioning as expected, particularly regarding the missing inspection data and inaccurate contact numbers. Dave clarified that two names listed under new customers, Paul Kirill and Mandy Schultz, were actually retail estimates rather than confirmed sales, and Bill instructed that only actual sales should be counted as new customers.
Combining Emotion and Logic in Sales
Bill discussed the importance of combining emotional and logical reasons to persuade prospects to buy, using the concepts of Urban (emotional reasons), Lurbin (logical reasons), and Drab (dominant reasons to avoid buying). He explained that people often buy what they want, not what they need, and emphasized the need to tip the scales towards the left by combining emotion and logic. Bill also shared personal experiences about the differences between men and women's thinking patterns in relationships, highlighting that women often prefer to be heard and understood rather than having problems solved.
Balancing Logic and Emotion in Sales
Bill discussed the importance of combining logic and emotion in sales. He explained that different buyers have different preferences, with some being more logical and others more emotional. Bill emphasized the need to quickly assess which type of buyer you're dealing with and tailor your approach accordingly. He also shared examples of how to incorporate both logic and emotion in sales conversations to create a stronger connection with the buyer and increase the likelihood of a sale.
Roof Replacement Insurance Strategies
The group discussed strategies for encouraging homeowners to replace their roofs, focusing on both logical and emotional motivations. Dave explained the importance of filing insurance claims within the specified time frame to ensure coverage, while Joe highlighted the emotional aspect of aesthetics and the fear of missing out on a deadline. The conversation also touched on insurance companies' practices of dropping coverage for older roofs, leaving homeowners in a difficult position. Bill shared a personal experience in Florida where he was forced to replace his roof to maintain insurance coverage, emphasizing the pressure homeowners face in such situations.
Florida Home Insurance Cost Solutions
Bill discussed his experience with rising homeowners insurance premiums in Florida, which increased from $3,800 to a proposed $8,500 annually. To address this, he took advantage of a state program called My Safe Florida, which provided up to $10,000 towards hurricane impact improvements. He decided to invest $60,000 in a new roof, windows, and door, reasoning that the long-term savings on insurance premiums would justify the cost. Bill also highlighted the emotional and logical benefits of the decision, as well as the unnecessary expenses imposed by the insurance company's requirements.
Emotional Logic in Customer Interactions
Bill discussed the importance of understanding and addressing both emotional and logical aspects when interacting with potential customers, particularly in sales. He emphasized the need to approach conversations with a mindset of service, helping individuals navigate their emotions and logic to reach the right decisions. Bill also highlighted the significance of creating a belief system centered around serving others and the impact it can have on building strong relationships and achieving personal and professional goals.
Attention to Detail Drives Success
The team discussed the importance of attention to detail in both sales and business operations, with Bill emphasizing that mastering small tasks is crucial for career advancement. Joe shared his experience with military precision and relationship dynamics, highlighting how attention to detail can prevent major issues. The team celebrated recent successes, including collecting nearly $50,000 in collections and securing a significant insurance claim, while Bill announced an upcoming study session on John Maxwell's "15 Invaluable Laws of Growth."
Tuesday Morning Huddle 6/3/25
Summary
Daily Sales Performance Review
The team reviewed daily performance metrics, with Dave reporting 3 roof sales including a $1,500 repair and a full roof replacement with gutters, generating $16,000 in collected amounts. Bill noted that the team achieved 7 sales out of an 18-sales target for a 6-person team, highlighting Dave's strong performance with multiple sales and appointments set. The team discussed the importance of meeting daily sales goals and maintaining momentum, with Bill emphasizing that the collected amount of $16,000 was a significant start toward the weekly target of $27,000.
Door Knocks and Lead Performance
Bill reviewed the performance metrics for door knocks and leads, noting that 58 door knocks resulted in 20 conversations, 2 inspections, 3 appointments, and 2 claims, with 3 Google reviews. He also discussed specific leads from Ian, including Jenny Smith ($1,500), Candace Albert ($7,016.14), Kathleen Wells (similar to Candace's), and Christy Randolph (24 squares, approximately $6,500), totaling around $23,727 in revenue. Bill concluded by inviting team members to share any concerns about the performance data.
Emotional Preparation for Success
Bill discussed the importance of emotional preparation for success, emphasizing that one's mental state is crucial before engaging in any competitive or challenging situation. He highlighted the significance of developing habits, such as smiling at doors during sales visits, which, when practiced consistently, become automatic. Bill also stressed the importance of measuring success over longer periods, using statistical data to assess the effectiveness of actions like advertising, rather than making judgments based on short-term results. He advised setting clear goals and adjusting actions accordingly to achieve desired outcomes, such as the number of door knocks needed to reach a sales target.
Door-to-Door Sales Strategy Discussion
Bill discussed the challenges of door-to-door sales and emphasized the importance of persistence and preparation. He highlighted that only a small percentage of people answer the door, but those who do are more likely to engage. Dave shared his approach to door knocking, which involves observing the surroundings and presenting a clear message about free inspections and potential roof replacements. Bill praised Dave's method and encouraged others to adopt a similar strategy, focusing on the benefits and simplicity of the offer.
Sales as "A Christmas Carol
Bill discussed Tony Robbins' "Mastery Influence" program, which compares selling to the Dickens pattern from "A Christmas Carol." He explained that the sales process mirrors the three ghosts' visits to Ebenezer Scrooge, showing how past mistakes, current behavior, and future consequences influence decision-making. Bill encouraged the group to watch the movie adaptation for a better understanding of this concept.
Customer Pain Points and Solutions
Bill explained the process of identifying and addressing customer pain points, emphasizing the importance of making people feel their pain to prompt them to seek solutions, often in the form of a product or service. He described how effective speakers connect with their audience by highlighting these pain points and encouraging action, such as purchasing tickets to events. Bill also outlined the steps to find a customer's deep wants or interests, noting that people often want something for nothing, and shared a personal anecdote about a friend who fell for a similar sales tactic.
Effective Customer Persuasion Techniques
Bill discussed the importance of disturbing potential customers enough to make them listen, emphasizing that this is done professionally and confidently to highlight a problem, in this case, roof damage, and offer a solution. Chancetkrogers suggested making the urgency of the situation clear without being too pushy, while Bill agreed and added that belief in the customer's desire for the product is crucial. The group discussed the process of persuasion, where the goal is to associate the customer's desired feelings with the product or service, and Bill praised Dave for effectively following this process.
Customer Trust Building Strategies
Bill shared a strategy for approaching potential customers by highlighting storm damage and offering a free roof inspection, which Dave confirmed works effectively. Joe suggested using the company's database to find previous projects in the area to build trust with potential clients. Chancetkrogers mentioned a situation where they found a neighbor's previous work to gain the customer's trust. Joe offered to provide Chancetkrogers with a list of streets with previous projects to aid in canvassing efforts.
Psychological Insights for Door-to-Door Sales
Bill emphasized the importance of understanding the psychological aspects of their work, distinguishing themselves from competitors who lack this knowledge. He encouraged the team to view each door knock as a learning opportunity and a chance to make a positive emotional connection with potential clients. Bill also stressed the significance of sharing challenges and successes, as this helps him provide support and guidance. Joe shared his experience of calculated and strategic door-to-door sales, highlighting the importance of building rapport and understanding local dynamics. The conversation ended with a prayer led by Joe, expressing gratitude for the team's achievements and seeking guidance for the day ahead.
Daily Sales Performance Review
The team reviewed daily performance metrics, with Dave reporting 3 roof sales including a $1,500 repair and a full roof replacement with gutters, generating $16,000 in collected amounts. Bill noted that the team achieved 7 sales out of an 18-sales target for a 6-person team, highlighting Dave's strong performance with multiple sales and appointments set. The team discussed the importance of meeting daily sales goals and maintaining momentum, with Bill emphasizing that the collected amount of $16,000 was a significant start toward the weekly target of $27,000.
Door Knocks and Lead Performance
Bill reviewed the performance metrics for door knocks and leads, noting that 58 door knocks resulted in 20 conversations, 2 inspections, 3 appointments, and 2 claims, with 3 Google reviews. He also discussed specific leads from Ian, including Jenny Smith ($1,500), Candace Albert ($7,016.14), Kathleen Wells (similar to Candace's), and Christy Randolph (24 squares, approximately $6,500), totaling around $23,727 in revenue. Bill concluded by inviting team members to share any concerns about the performance data.
Emotional Preparation for Success
Bill discussed the importance of emotional preparation for success, emphasizing that one's mental state is crucial before engaging in any competitive or challenging situation. He highlighted the significance of developing habits, such as smiling at doors during sales visits, which, when practiced consistently, become automatic. Bill also stressed the importance of measuring success over longer periods, using statistical data to assess the effectiveness of actions like advertising, rather than making judgments based on short-term results. He advised setting clear goals and adjusting actions accordingly to achieve desired outcomes, such as the number of door knocks needed to reach a sales target.
Door-to-Door Sales Strategy Discussion
Bill discussed the challenges of door-to-door sales and emphasized the importance of persistence and preparation. He highlighted that only a small percentage of people answer the door, but those who do are more likely to engage. Dave shared his approach to door knocking, which involves observing the surroundings and presenting a clear message about free inspections and potential roof replacements. Bill praised Dave's method and encouraged others to adopt a similar strategy, focusing on the benefits and simplicity of the offer.
Sales as "A Christmas Carol
Bill discussed Tony Robbins' "Mastery Influence" program, which compares selling to the Dickens pattern from "A Christmas Carol." He explained that the sales process mirrors the three ghosts' visits to Ebenezer Scrooge, showing how past mistakes, current behavior, and future consequences influence decision-making. Bill encouraged the group to watch the movie adaptation for a better understanding of this concept.
Customer Pain Points and Solutions
Bill explained the process of identifying and addressing customer pain points, emphasizing the importance of making people feel their pain to prompt them to seek solutions, often in the form of a product or service. He described how effective speakers connect with their audience by highlighting these pain points and encouraging action, such as purchasing tickets to events. Bill also outlined the steps to find a customer's deep wants or interests, noting that people often want something for nothing, and shared a personal anecdote about a friend who fell for a similar sales tactic.
Effective Customer Persuasion Techniques
Bill discussed the importance of disturbing potential customers enough to make them listen, emphasizing that this is done professionally and confidently to highlight a problem, in this case, roof damage, and offer a solution. Chancetkrogers suggested making the urgency of the situation clear without being too pushy, while Bill agreed and added that belief in the customer's desire for the product is crucial. The group discussed the process of persuasion, where the goal is to associate the customer's desired feelings with the product or service, and Bill praised Dave for effectively following this process.
Customer Trust Building Strategies
Bill shared a strategy for approaching potential customers by highlighting storm damage and offering a free roof inspection, which Dave confirmed works effectively. Joe suggested using the company's database to find previous projects in the area to build trust with potential clients. Chancetkrogers mentioned a situation where they found a neighbor's previous work to gain the customer's trust. Joe offered to provide Chancetkrogers with a list of streets with previous projects to aid in canvassing efforts.
Psychological Insights for Door-to-Door Sales
Bill emphasized the importance of understanding the psychological aspects of their work, distinguishing themselves from competitors who lack this knowledge. He encouraged the team to view each door knock as a learning opportunity and a chance to make a positive emotional connection with potential clients. Bill also stressed the significance of sharing challenges and successes, as this helps him provide support and guidance. Joe shared his experience of calculated and strategic door-to-door sales, highlighting the importance of building rapport and understanding local dynamics. The conversation ended with a prayer led by Joe, expressing gratitude for the team's achievements and seeking guidance for the day ahead.
Monday Morning Huddle 6/2/25
Summary
Non-Verbal Sales Communication Strategies
Bill discusses the importance of non-verbal communication in sales, particularly when knocking on doors. He emphasizes that words account for only 7% of rapport building, while voice quality and tonality make up 38%, and body language contributes 55%. Bill encourages the team to approach doors with a positive attitude, smile, and energetic demeanor, as this can significantly impact their interactions with potential customers. He also advises adapting their approach based on the local culture and the individual they're speaking with, stressing the importance of matching and mirroring the energy of the person they're interacting with.
Enhancing Performance Through Communication
Bill discusses the importance of understanding statistics and improving communication skills to enhance performance. He shares his experience in public speaking, emphasizing the need to adapt to different audiences and engage them effectively. Bill then attempts to review the team's nightly sheets but encounters technical difficulties accessing Dave's numbers. He decides to move on to reviewing Payton's data instead.
Sales Data Discrepancy Review
Bill reviews the sales data for Peyton and Chance, comparing their nightly debrief reports with the Sales Rabbit dashboard. He emphasizes the importance of ensuring that the numbers match between the two sources. Bill suggests adding more specific information to the customer name field to help identify claim submissions. He notes that Chance's report shows activity across all four columns, which is positive, but some discrepancies need to be addressed. Chance mentions having an additional claim from the previous day, and Bill considers how to record it.
Team Performance and Shadowing Review
Bill reviews the team's performance statistics, highlighting that Dave has received positive feedback from those shadowing him. He notes that Landon's activity is visible in Sales Rabbit but his nightly debrief is missing. Bill emphasizes the importance of accurate tracking, especially when team members are shadowing each other. He praises the team for exceeding expectations in making contacts, achieving 39% against a 10% goal, but notes that the number of inspections was lower than expected relative to contacts made.
Door-to-Door Contact Effectiveness Discussion
Bill and Joe discuss the effectiveness of door-to-door contacts and the importance of activity metrics. They agree that the number of contacts made can vary greatly depending on factors like day and time, but Bill emphasizes the value of looking at long-term averages and benchmarks. Bill stresses that increasing overall activity at the top of the funnel is crucial for improving results, stating that "where attention goes, energy flows, results always show."
Door-to-Door Sales Body Language
Bill discusses the importance of body language in door-to-door sales, using examples from Joe's interaction with Chance. He emphasizes the need for open posture and proximity to the door when approaching customers. Bill also explains how to accurately record sales activities, including the number of knocks, contacts made, inspections completed, and claims submitted. He stresses the importance of distinguishing between inspections and appointments, and clarifies confusion about marking leads as sold.
Insurance Roofing Sales Process Clarification
Bill explains the difference between a claim submission and a sale in the insurance roofing context. He clarifies that a sale occurs when a customer signs a contract and provides a deposit after insurance approval, not just when a claim is submitted. Bill emphasizes the importance of accurately reporting sales on the nightly spreadsheet and in Sales Rabbit. He also stresses the need to set build dates quickly, as salespeople are typically paid only after the build is completed. Bill then explains how to report retail sales, contract amounts, and collected money, emphasizing the importance of accurate reporting for compensation purposes.
Enhancing Customer Payment Processes
Bill emphasizes the importance of regularly checking and updating the last touch point report in Aculinx to ensure timely customer payments. He stresses the need for daily attention to details and double-checking work to avoid mistakes and confusion. Bill also clarifies that for claims submitted, no contract amount should be entered until a contract is signed and a deposit is collected. Ian asks if these principles apply to marketing as well, to which Bill begins to respond affirmatively, citing a conversation he had with Emily about marketing leads.
Clarifying Revenue Reporting Terminology
Bill and Ian discuss confusion over terminology in financial reporting, particularly regarding revenue. Bill explains that a colleague was confused by a column labeled as "revenue" which actually represented projected revenue from leads sold. The colleague interpreted revenue as money already received, leading to discrepancies in her understanding. Ian clarifies that the figures are projections based on average profit margins and bill rates, as exact numbers are not immediately available for each sale. They agree that clearer labeling, such as "projected revenue," could help avoid misunderstandings in the future.
Organizational Growth and Communication Systems
Bill discusses the importance of clear communication and consistent systems within the organization, especially as it grows. He emphasizes the need for accurate data entry in Aculinx and matching numbers between different reporting methods. Joe announces the addition of two new team members, Tyler and Brad, and mentions plans for further team expansion. The meeting concludes with a prayer led by Joe and Bill providing information on where to access meeting replays and summaries.
Non-Verbal Sales Communication Strategies
Bill discusses the importance of non-verbal communication in sales, particularly when knocking on doors. He emphasizes that words account for only 7% of rapport building, while voice quality and tonality make up 38%, and body language contributes 55%. Bill encourages the team to approach doors with a positive attitude, smile, and energetic demeanor, as this can significantly impact their interactions with potential customers. He also advises adapting their approach based on the local culture and the individual they're speaking with, stressing the importance of matching and mirroring the energy of the person they're interacting with.
Enhancing Performance Through Communication
Bill discusses the importance of understanding statistics and improving communication skills to enhance performance. He shares his experience in public speaking, emphasizing the need to adapt to different audiences and engage them effectively. Bill then attempts to review the team's nightly sheets but encounters technical difficulties accessing Dave's numbers. He decides to move on to reviewing Payton's data instead.
Sales Data Discrepancy Review
Bill reviews the sales data for Peyton and Chance, comparing their nightly debrief reports with the Sales Rabbit dashboard. He emphasizes the importance of ensuring that the numbers match between the two sources. Bill suggests adding more specific information to the customer name field to help identify claim submissions. He notes that Chance's report shows activity across all four columns, which is positive, but some discrepancies need to be addressed. Chance mentions having an additional claim from the previous day, and Bill considers how to record it.
Team Performance and Shadowing Review
Bill reviews the team's performance statistics, highlighting that Dave has received positive feedback from those shadowing him. He notes that Landon's activity is visible in Sales Rabbit but his nightly debrief is missing. Bill emphasizes the importance of accurate tracking, especially when team members are shadowing each other. He praises the team for exceeding expectations in making contacts, achieving 39% against a 10% goal, but notes that the number of inspections was lower than expected relative to contacts made.
Door-to-Door Contact Effectiveness Discussion
Bill and Joe discuss the effectiveness of door-to-door contacts and the importance of activity metrics. They agree that the number of contacts made can vary greatly depending on factors like day and time, but Bill emphasizes the value of looking at long-term averages and benchmarks. Bill stresses that increasing overall activity at the top of the funnel is crucial for improving results, stating that "where attention goes, energy flows, results always show."
Door-to-Door Sales Body Language
Bill discusses the importance of body language in door-to-door sales, using examples from Joe's interaction with Chance. He emphasizes the need for open posture and proximity to the door when approaching customers. Bill also explains how to accurately record sales activities, including the number of knocks, contacts made, inspections completed, and claims submitted. He stresses the importance of distinguishing between inspections and appointments, and clarifies confusion about marking leads as sold.
Insurance Roofing Sales Process Clarification
Bill explains the difference between a claim submission and a sale in the insurance roofing context. He clarifies that a sale occurs when a customer signs a contract and provides a deposit after insurance approval, not just when a claim is submitted. Bill emphasizes the importance of accurately reporting sales on the nightly spreadsheet and in Sales Rabbit. He also stresses the need to set build dates quickly, as salespeople are typically paid only after the build is completed. Bill then explains how to report retail sales, contract amounts, and collected money, emphasizing the importance of accurate reporting for compensation purposes.
Enhancing Customer Payment Processes
Bill emphasizes the importance of regularly checking and updating the last touch point report in Aculinx to ensure timely customer payments. He stresses the need for daily attention to details and double-checking work to avoid mistakes and confusion. Bill also clarifies that for claims submitted, no contract amount should be entered until a contract is signed and a deposit is collected. Ian asks if these principles apply to marketing as well, to which Bill begins to respond affirmatively, citing a conversation he had with Emily about marketing leads.
Clarifying Revenue Reporting Terminology
Bill and Ian discuss confusion over terminology in financial reporting, particularly regarding revenue. Bill explains that a colleague was confused by a column labeled as "revenue" which actually represented projected revenue from leads sold. The colleague interpreted revenue as money already received, leading to discrepancies in her understanding. Ian clarifies that the figures are projections based on average profit margins and bill rates, as exact numbers are not immediately available for each sale. They agree that clearer labeling, such as "projected revenue," could help avoid misunderstandings in the future.
Organizational Growth and Communication Systems
Bill discusses the importance of clear communication and consistent systems within the organization, especially as it grows. He emphasizes the need for accurate data entry in Aculinx and matching numbers between different reporting methods. Joe announces the addition of two new team members, Tyler and Brad, and mentions plans for further team expansion. The meeting concludes with a prayer led by Joe and Bill providing information on where to access meeting replays and summaries.
Nightly Debrief Worksheet Updated 6/2/25
Wednesday Morning Huddle 5/28/25
Tuesday Morning Huddle 5/27/25
Summary
Sales Rabbit Data Consistency Review
Bill discussed discrepancies between reported numbers in nightly debriefs and Sales Rabbit data. He emphasized the importance of consistent terminology and accurate reporting across platforms. Bill and the team identified inconsistencies in door knocks, conversations, and inspections for several team members. They agreed to align reporting methods and ensure accurate data entry in Sales Rabbit. Bill also clarified that nightly debriefs should be sent to both him and Landon for production oversight.
Sales Rabbit Contact Definition Discussion
The team discusses the definition of "contact made" in Sales Rabbit and how to consistently record interactions. Bill clarifies that any interaction, even if brief or negative, should be recorded as a contact made. The group agrees that opening a door or having any exchange counts as contact, regardless of the outcome. They also discuss how to handle houses with "No Soliciting" signs, with Joe suggesting marking them as "not interested" to avoid revisiting. The team emphasizes the importance of consistent data entry and plans to verify if marking "not interested" in Sales Rabbit counts as a contact made.
Sales Rabbit Metrics Tracking Discussion
Bill clarified the definitions and tracking of key metrics in Sales Rabbit, emphasizing the importance of logging doors knocked, contact made, and inspections. He and Joe discussed the need to track appointments set, as they provide valuable follow-up opportunities. Bill explained that these metrics help leadership support and guide team members, allowing for better performance tracking and improvement.
Sales and Claims Process Clarification
Bill clarified the definitions of sales and claims, explaining that a claim is a step leading to a sale, and a sale occurs when a contract is signed and money is exchanged. He discussed the process of tracking sales, including insurance claims and retail sales, and emphasized the importance of measuring business performance based on contract amounts. Bill also explained the concept of pre-builds for insurance jobs and retail sales, and how to calculate total contract amounts for different types of sales.
KPI Tracking and Process Updates
The team discussed tracking and reporting KPIs in Acculeanx and Sales Rabbit, emphasizing the importance of accurate data for performance measurement. Bill outlined a new process requiring team members to spend an hour on follow-up calls every Saturday, with all communications to be logged in Acculeanx. The team also reviewed procedures for customer follow-ups and leaving professional notes when no contact is made. Joe mentioned that the office renovation was 95% complete, and Bill announced a change in the morning huddle time to 9 AM the following day.
Sales Rabbit Data Consistency Review
Bill discussed discrepancies between reported numbers in nightly debriefs and Sales Rabbit data. He emphasized the importance of consistent terminology and accurate reporting across platforms. Bill and the team identified inconsistencies in door knocks, conversations, and inspections for several team members. They agreed to align reporting methods and ensure accurate data entry in Sales Rabbit. Bill also clarified that nightly debriefs should be sent to both him and Landon for production oversight.
Sales Rabbit Contact Definition Discussion
The team discusses the definition of "contact made" in Sales Rabbit and how to consistently record interactions. Bill clarifies that any interaction, even if brief or negative, should be recorded as a contact made. The group agrees that opening a door or having any exchange counts as contact, regardless of the outcome. They also discuss how to handle houses with "No Soliciting" signs, with Joe suggesting marking them as "not interested" to avoid revisiting. The team emphasizes the importance of consistent data entry and plans to verify if marking "not interested" in Sales Rabbit counts as a contact made.
Sales Rabbit Metrics Tracking Discussion
Bill clarified the definitions and tracking of key metrics in Sales Rabbit, emphasizing the importance of logging doors knocked, contact made, and inspections. He and Joe discussed the need to track appointments set, as they provide valuable follow-up opportunities. Bill explained that these metrics help leadership support and guide team members, allowing for better performance tracking and improvement.
Sales and Claims Process Clarification
Bill clarified the definitions of sales and claims, explaining that a claim is a step leading to a sale, and a sale occurs when a contract is signed and money is exchanged. He discussed the process of tracking sales, including insurance claims and retail sales, and emphasized the importance of measuring business performance based on contract amounts. Bill also explained the concept of pre-builds for insurance jobs and retail sales, and how to calculate total contract amounts for different types of sales.
KPI Tracking and Process Updates
The team discussed tracking and reporting KPIs in Acculeanx and Sales Rabbit, emphasizing the importance of accurate data for performance measurement. Bill outlined a new process requiring team members to spend an hour on follow-up calls every Saturday, with all communications to be logged in Acculeanx. The team also reviewed procedures for customer follow-ups and leaving professional notes when no contact is made. Joe mentioned that the office renovation was 95% complete, and Bill announced a change in the morning huddle time to 9 AM the following day.
Law #7: The Law of Design 5/22/25
Summary
Team Meeting Start and Updates
The team held a morning meeting with Bill, Ivan, Landen, Peyton, Dave, and Joe present, while Devin and Aiden were absent. Landen confirmed he had not sent the nightly debrief email with numbers, which Bill requested. The team discussed technical issues with some members joining the call, and Bill agreed to send meeting links to Devin and Ian. The meeting appeared to be just getting underway as the transcript ends.
Business Growth and Data Accuracy
Bill led a meeting focused on personal and professional growth, emphasizing the importance of consistent development and self-mastery. He introduced the concept of tracking business numbers accurately, including sales, collections, and contract amounts, by 9 PM daily to ensure data is up-to-date for management. Bill also clarified how to record partial sales, such as gutter jobs, as half sales, and stressed the value of leads generated by the team, urging participants to nurture and convert these opportunities effectively. Participants were reminded of the significance of their numbers in determining income and the necessity of maintaining accurate records.
Data Entry Process Improvements
The team discussed data entry processes for daily numbers and weekly totals. Joe acknowledged putting numbers in the wrong spreadsheet and agreed to use the nightly debrief sheet, which team members will fill out and email to Bill. Bill explained that he adds daily numbers to weekly totals to track overall team performance and emphasized the importance of accurate data entry. He encouraged new team members to continue sending debriefs, even without statistical data, as they learn the process.
Data Consistency and Success Planning
Bill emphasized the importance of accurate data tracking and requested current sales and collection data to ensure consistency between spreadsheets and Aculinx. Joe agreed to provide the necessary data, including CPA figures, and mentioned that Aculinx data is within 2% of accurate CPA data. Bill shared insights on the value of consistent data tracking and personal growth, encouraging participants to build a success library by recording their learning and progress over time. The discussion concluded with an explanation of the Law of Design, focusing on backward and forward planning, and the simplicity of maintaining consistent habits for long-term success.
Success Through Simplicity and Systems
Bill discussed the importance of simplicity in achieving success, emphasizing that success often comes down to consistently performing basic tasks. He highlighted the need for personal growth and professional development through systematic approaches, using examples from his own experiences in sales and public speaking. Bill also stressed the significance of planning and developing scalable systems, encouraging attendees to consider how their current processes would hold up if their operations were ten times larger. He concluded by urging participants to focus on their highest priorities and to think strategically about the big picture in their businesses.
Roof Inspection and Improvement Systems
Bill emphasized the importance of knocking on doors to inspect roofs and provide opportunities for homeowners to get new roofs at little to no cost through insurance claims. He highlighted the significance of measuring outcomes through systems like spreadsheets and Acculinks to ensure success and identify areas needing improvement. Bill also discussed the need for a consistent and measurable system to produce reliable results, drawing parallels to his martial arts training experience where every student was taught and tested in a structured manner to ensure retention and progress.
Door-Knocking Systems and Team Growth
The team discussed door-knocking activities and systems for success. Devin shared his experience from the previous day, highlighting the effectiveness of the system in generating conversations and claims. Chance, a new team member with prior roofing experience in Florida, emphasized the importance of consistent door-knocking and learning the system. Joe stressed the significance of using systems to manage and grow the team, sharing his experience from a previous high-pressure job. Bill and Joe discussed ongoing training and the importance of leadership in identifying and leveraging the strengths of team members.
Team Meeting Start and Updates
The team held a morning meeting with Bill, Ivan, Landen, Peyton, Dave, and Joe present, while Devin and Aiden were absent. Landen confirmed he had not sent the nightly debrief email with numbers, which Bill requested. The team discussed technical issues with some members joining the call, and Bill agreed to send meeting links to Devin and Ian. The meeting appeared to be just getting underway as the transcript ends.
Business Growth and Data Accuracy
Bill led a meeting focused on personal and professional growth, emphasizing the importance of consistent development and self-mastery. He introduced the concept of tracking business numbers accurately, including sales, collections, and contract amounts, by 9 PM daily to ensure data is up-to-date for management. Bill also clarified how to record partial sales, such as gutter jobs, as half sales, and stressed the value of leads generated by the team, urging participants to nurture and convert these opportunities effectively. Participants were reminded of the significance of their numbers in determining income and the necessity of maintaining accurate records.
Data Entry Process Improvements
The team discussed data entry processes for daily numbers and weekly totals. Joe acknowledged putting numbers in the wrong spreadsheet and agreed to use the nightly debrief sheet, which team members will fill out and email to Bill. Bill explained that he adds daily numbers to weekly totals to track overall team performance and emphasized the importance of accurate data entry. He encouraged new team members to continue sending debriefs, even without statistical data, as they learn the process.
Data Consistency and Success Planning
Bill emphasized the importance of accurate data tracking and requested current sales and collection data to ensure consistency between spreadsheets and Aculinx. Joe agreed to provide the necessary data, including CPA figures, and mentioned that Aculinx data is within 2% of accurate CPA data. Bill shared insights on the value of consistent data tracking and personal growth, encouraging participants to build a success library by recording their learning and progress over time. The discussion concluded with an explanation of the Law of Design, focusing on backward and forward planning, and the simplicity of maintaining consistent habits for long-term success.
Success Through Simplicity and Systems
Bill discussed the importance of simplicity in achieving success, emphasizing that success often comes down to consistently performing basic tasks. He highlighted the need for personal growth and professional development through systematic approaches, using examples from his own experiences in sales and public speaking. Bill also stressed the significance of planning and developing scalable systems, encouraging attendees to consider how their current processes would hold up if their operations were ten times larger. He concluded by urging participants to focus on their highest priorities and to think strategically about the big picture in their businesses.
Roof Inspection and Improvement Systems
Bill emphasized the importance of knocking on doors to inspect roofs and provide opportunities for homeowners to get new roofs at little to no cost through insurance claims. He highlighted the significance of measuring outcomes through systems like spreadsheets and Acculinks to ensure success and identify areas needing improvement. Bill also discussed the need for a consistent and measurable system to produce reliable results, drawing parallels to his martial arts training experience where every student was taught and tested in a structured manner to ensure retention and progress.
Door-Knocking Systems and Team Growth
The team discussed door-knocking activities and systems for success. Devin shared his experience from the previous day, highlighting the effectiveness of the system in generating conversations and claims. Chance, a new team member with prior roofing experience in Florida, emphasized the importance of consistent door-knocking and learning the system. Joe stressed the significance of using systems to manage and grow the team, sharing his experience from a previous high-pressure job. Bill and Joe discussed ongoing training and the importance of leadership in identifying and leveraging the strengths of team members.
Wednesday Morning Huddle 5/21/25
Summary
Morning Huddle: Growth and Goals
Bill conducted a morning huddle via video, highlighting the importance of supporting the company's vision and mission. He praised Chance and Peyton for submitting nightly debrief sheets, demonstrating their commitment to the team. Bill also introduced Devin as the newest team member and discussed the need to improve daily knock numbers to achieve the desired success rate at the bottom of the funnel. The team will continue their study of John Maxwell's book "The 15 Invaluable Laws of Growth" tomorrow at 9 am.
Sales Performance and Review
Bill reviewed Dave's sales performance, noting consistent results with 3 new sales and a contract amount of $38,000. He clarified a discrepancy in collection amounts and emphasized the importance of obtaining Google reviews by offering assistance to customers. Bill also highlighted the contribution of Ian in generating a lead that resulted in a sale.
Lead Follow-Up and Communication Protocol
Bill emphasized the importance of promptly contacting leads generated by Ian's efforts and building rapport before appointments. He advised confirming appointments and addressing any logistical details with the client, then notifying Ian of the successful contact. Bill stressed that communication with Ian is crucial to maintain a smooth process and show appreciation for the referrals.
Sales Performance and Lead Generation
Bill discussed the importance of leads and door knocking in sales, emphasizing that leads are valuable and should be appreciated. He encouraged the team to improve their performance and move from good to great, highlighting the need for communication. Bill reviewed the weekly performance of team members, noting that Landon was at 75 door knocks, while Devin had 37 door knocks and 13 conversations. Bill mentioned that Ian's role is to focus on producing leads and supporting the team, and he will be out in the field on Saturdays.
Resourcefulness in Door-to-Door Canvassing
Bill discussed the importance of resourcefulness in door-to-door canvassing, using examples from South Florida's gated communities and the TV show "Survivor" to illustrate how to adapt and overcome challenges when faced with limited resources. He emphasized that the ability to think creatively and find alternative solutions is what sets successful canvassers apart from others.
Lead Assignment and Follow-Up Process
Bill discussed the importance of handling leads generated by Ian, emphasizing that leads should be assigned based on the salesperson's experience level to ensure success. He highlighted a recent sale by Dave, which originated from a lead Ian generated through Google, and stressed the need for prompt follow-up and communication with Ian about lead progress. Bill also mentioned the need to report back to Ian on the status of leads to maintain a well-functioning system.
Team Collaboration and Accuracy Check
Bill noted discrepancies between his collection numbers and Joe's spreadsheet, urging a cross-check for accuracy. He emphasized the importance of teamwork and personal growth, referencing a mural that highlighted unity and team-based compensation. Bill reminded everyone to schedule one-on-one calls if needed and confirmed he would email the training worksheet to Ivan by 7 AM for the next day's session. He encouraged everyone to prepare for the upcoming study session and reminded them to be on time for the 9 AM meeting.
Morning Huddle: Growth and Goals
Bill conducted a morning huddle via video, highlighting the importance of supporting the company's vision and mission. He praised Chance and Peyton for submitting nightly debrief sheets, demonstrating their commitment to the team. Bill also introduced Devin as the newest team member and discussed the need to improve daily knock numbers to achieve the desired success rate at the bottom of the funnel. The team will continue their study of John Maxwell's book "The 15 Invaluable Laws of Growth" tomorrow at 9 am.
Sales Performance and Review
Bill reviewed Dave's sales performance, noting consistent results with 3 new sales and a contract amount of $38,000. He clarified a discrepancy in collection amounts and emphasized the importance of obtaining Google reviews by offering assistance to customers. Bill also highlighted the contribution of Ian in generating a lead that resulted in a sale.
Lead Follow-Up and Communication Protocol
Bill emphasized the importance of promptly contacting leads generated by Ian's efforts and building rapport before appointments. He advised confirming appointments and addressing any logistical details with the client, then notifying Ian of the successful contact. Bill stressed that communication with Ian is crucial to maintain a smooth process and show appreciation for the referrals.
Sales Performance and Lead Generation
Bill discussed the importance of leads and door knocking in sales, emphasizing that leads are valuable and should be appreciated. He encouraged the team to improve their performance and move from good to great, highlighting the need for communication. Bill reviewed the weekly performance of team members, noting that Landon was at 75 door knocks, while Devin had 37 door knocks and 13 conversations. Bill mentioned that Ian's role is to focus on producing leads and supporting the team, and he will be out in the field on Saturdays.
Resourcefulness in Door-to-Door Canvassing
Bill discussed the importance of resourcefulness in door-to-door canvassing, using examples from South Florida's gated communities and the TV show "Survivor" to illustrate how to adapt and overcome challenges when faced with limited resources. He emphasized that the ability to think creatively and find alternative solutions is what sets successful canvassers apart from others.
Lead Assignment and Follow-Up Process
Bill discussed the importance of handling leads generated by Ian, emphasizing that leads should be assigned based on the salesperson's experience level to ensure success. He highlighted a recent sale by Dave, which originated from a lead Ian generated through Google, and stressed the need for prompt follow-up and communication with Ian about lead progress. Bill also mentioned the need to report back to Ian on the status of leads to maintain a well-functioning system.
Team Collaboration and Accuracy Check
Bill noted discrepancies between his collection numbers and Joe's spreadsheet, urging a cross-check for accuracy. He emphasized the importance of teamwork and personal growth, referencing a mural that highlighted unity and team-based compensation. Bill reminded everyone to schedule one-on-one calls if needed and confirmed he would email the training worksheet to Ivan by 7 AM for the next day's session. He encouraged everyone to prepare for the upcoming study session and reminded them to be on time for the 9 AM meeting.
Morning Huddle 5/20/25
Summary
Enhancing Remote Communication Efforts
The team discussed the importance of clear communication and reported their numbers, marking a significant step toward improving their processes. Bill noted that everyone's participation was crucial for effective communication and mentioned that he was experiencing some audio issues while being remote. Joe acknowledged difficulty in hearing Bill and expressed his apologies for the inconvenience.
Exceeding Sales and Collection Goals
The team discussed recent sales victories, with Landon reporting two sales totaling approximately $31,500, which exceeded the average sales target of $13,500. Dave shared his success in negotiating with an adjuster regarding hail damage claims, demonstrating the importance of communication skills in securing sales. Bill reviewed the team's weekly performance metrics, noting that while Dave had zero sales for the day due to time spent with an adjuster, the team needs to maintain consistent activity at the top of the funnel to avoid fluctuating sales numbers. The weekly collection goal for a three-person team was established at $27,000 per week, with each team member aiming for approximately $9,000 in collections.
Sales Performance and Review Strategies
Bill and Landon discussed their daily activities and sales performance. Landon reported having 34 conversations, resulting in 6 sales, which Bill praised as a good percentage. They also talked about the importance of collecting dollars in addition to making sales. Bill suggested asking for Google reviews from customers and offered to help them write and submit reviews. He emphasized that if you don't ask for reviews, you won't receive them.
Sales Success Through Team Support
Bill advised new team members to buddy up for door-to-door sales activities to build confidence and improve results. He suggested starting each day with 10 door knocks early in the morning to get into the right mindset. Bill emphasized the importance of activity and fun in sales, offering to meet individually with new team members to discuss their progress and goals. He encouraged them to aim for six-figure earnings and promised to support their success.
Enhancing Remote Communication Efforts
The team discussed the importance of clear communication and reported their numbers, marking a significant step toward improving their processes. Bill noted that everyone's participation was crucial for effective communication and mentioned that he was experiencing some audio issues while being remote. Joe acknowledged difficulty in hearing Bill and expressed his apologies for the inconvenience.
Exceeding Sales and Collection Goals
The team discussed recent sales victories, with Landon reporting two sales totaling approximately $31,500, which exceeded the average sales target of $13,500. Dave shared his success in negotiating with an adjuster regarding hail damage claims, demonstrating the importance of communication skills in securing sales. Bill reviewed the team's weekly performance metrics, noting that while Dave had zero sales for the day due to time spent with an adjuster, the team needs to maintain consistent activity at the top of the funnel to avoid fluctuating sales numbers. The weekly collection goal for a three-person team was established at $27,000 per week, with each team member aiming for approximately $9,000 in collections.
Sales Performance and Review Strategies
Bill and Landon discussed their daily activities and sales performance. Landon reported having 34 conversations, resulting in 6 sales, which Bill praised as a good percentage. They also talked about the importance of collecting dollars in addition to making sales. Bill suggested asking for Google reviews from customers and offered to help them write and submit reviews. He emphasized that if you don't ask for reviews, you won't receive them.
Sales Success Through Team Support
Bill advised new team members to buddy up for door-to-door sales activities to build confidence and improve results. He suggested starting each day with 10 door knocks early in the morning to get into the right mindset. Bill emphasized the importance of activity and fun in sales, offering to meet individually with new team members to discuss their progress and goals. He encouraged them to aim for six-figure earnings and promised to support their success.
Morning Huddle 5/19/25
Summary
Sales Performance and Team Growth
Bill introduced a new spreadsheet designed to help team members improve their sales performance and emphasized the importance of sales as a career. He encouraged the team to focus on activities that lead to sales and shared his personal success in the field, expressing his desire to teach and mentor the team. Bill also welcomed three new team members: Chance, Maddox, and Peyton, and mentioned that Devin would be joining later at 11.
Sales Performance Tracking and Discipline
Bill emphasized the importance of discipline and consistent daily activities in achieving sales targets, comparing it to military routines. He introduced a spreadsheet to track individual and collective performance, highlighting the need for accurate data input. Bill stressed the significance of new revenue and sales, and explained how to use the Sales Rabbit app to improve performance. He encouraged team members to contact Ian or Landon if they needed help using the app.
Door Knocking Sales Target System
Bill explained the tracking system for door knocks and sales conversations, emphasizing that the primary goal is 100 knocks per day, with 10 expected conversations and 8 inspections (80% of conversations) leading to roof inspections. He stressed that sales are the foundation of payroll and that other tasks should not take priority over meeting these daily targets. Bill also noted that while not every knock results in a conversation or inspection, the system is designed to enable consistent success if followed correctly.
Sales and Revenue Target Discussion
The team discussed sales and revenue targets, with Bill, Ian, and Joe agreeing on a weekly goal of 10-12 inspections leading to 4-5 sales per week, generating approximately $52,000 in contract value per person. They established that the weekly collection target for each individual should be $27,000, with the team aiming for $80,000 weekly and $324,000 monthly in total collections. Joe noted that the numbers were based on historical data and might need adjustment due to rising material costs, while Ian suggested tracking square footage as an additional metric.
Door Knocking Sales Strategy Meeting
Bill emphasized the importance of meeting sales targets and encouraged the team to focus on door knocking as the primary activity for generating leads. He explained that the company's success depends on full-time effort from team members and highlighted the need to develop success habits. Bill set a daily goal of 100 door knocks and stressed that statistical success requires reaching only 10% of potential leads. Joe raised concerns about balancing door knocking with other tasks like adjuster meetings and pre-builds, to which Bill suggested coordinating with Joe to prioritize activities.
Prioritizing Core Business Activities
Bill emphasized the importance of focusing on core business activities rather than attending unnecessary meetings, comparing it to hunting for survival. He stressed the need to prioritize sales and productivity. Ian and Joe discussed a reasonable target for door knocking, agreeing that 50-100 doors per day was a practical minimum, with 100 being achievable on less busy days.
Sales Tracking and Reporting Process
Bill discussed the importance of tracking sales numbers and emphasized the need for consistency in reporting daily and weekly totals. He introduced a nightly debrief sheet for team members to record their numbers, which can be easily shared with him for input into a comprehensive spreadsheet. Bill stressed the significance of accurate reporting for team alignment and individual success, and encouraged open communication through the "victories, challenges, comments" section of the sheet. Joe agreed with the process and suggested that team members bring notebooks to meetings for detailed note-taking.
Sales Standards and Accountability
Joe emphasized the importance of setting high standards in sales, comparing it to rigorous training programs like Ranger School and Jiu-Jitsu. He stressed that while aiming for 50 sales calls might seem unrealistic, setting this goal would help achieve the desired 40 calls, as long as the work is done consistently. Joe also highlighted the need for accountability and accurate data tracking, suggesting that Bill could refine the tracking sheets to better monitor progress. He concluded by encouraging the team to maintain a strong work ethic, noting that the sales role offers a good income and requires dedication.
Office Renovation and Professional Standards
Joe shared a picture of a new office space and discussed plans to renovate their current office to create a world-class environment. Bill advised Ivan on improving his role, emphasizing the importance of attention to detail and maintaining a high standard of cleanliness and organization. Ivan was encouraged to learn Joe's expectations and lead by example in creating a professional and welcoming workspace.
Sales Performance and Team Growth
Bill introduced a new spreadsheet designed to help team members improve their sales performance and emphasized the importance of sales as a career. He encouraged the team to focus on activities that lead to sales and shared his personal success in the field, expressing his desire to teach and mentor the team. Bill also welcomed three new team members: Chance, Maddox, and Peyton, and mentioned that Devin would be joining later at 11.
Sales Performance Tracking and Discipline
Bill emphasized the importance of discipline and consistent daily activities in achieving sales targets, comparing it to military routines. He introduced a spreadsheet to track individual and collective performance, highlighting the need for accurate data input. Bill stressed the significance of new revenue and sales, and explained how to use the Sales Rabbit app to improve performance. He encouraged team members to contact Ian or Landon if they needed help using the app.
Door Knocking Sales Target System
Bill explained the tracking system for door knocks and sales conversations, emphasizing that the primary goal is 100 knocks per day, with 10 expected conversations and 8 inspections (80% of conversations) leading to roof inspections. He stressed that sales are the foundation of payroll and that other tasks should not take priority over meeting these daily targets. Bill also noted that while not every knock results in a conversation or inspection, the system is designed to enable consistent success if followed correctly.
Sales and Revenue Target Discussion
The team discussed sales and revenue targets, with Bill, Ian, and Joe agreeing on a weekly goal of 10-12 inspections leading to 4-5 sales per week, generating approximately $52,000 in contract value per person. They established that the weekly collection target for each individual should be $27,000, with the team aiming for $80,000 weekly and $324,000 monthly in total collections. Joe noted that the numbers were based on historical data and might need adjustment due to rising material costs, while Ian suggested tracking square footage as an additional metric.
Door Knocking Sales Strategy Meeting
Bill emphasized the importance of meeting sales targets and encouraged the team to focus on door knocking as the primary activity for generating leads. He explained that the company's success depends on full-time effort from team members and highlighted the need to develop success habits. Bill set a daily goal of 100 door knocks and stressed that statistical success requires reaching only 10% of potential leads. Joe raised concerns about balancing door knocking with other tasks like adjuster meetings and pre-builds, to which Bill suggested coordinating with Joe to prioritize activities.
Prioritizing Core Business Activities
Bill emphasized the importance of focusing on core business activities rather than attending unnecessary meetings, comparing it to hunting for survival. He stressed the need to prioritize sales and productivity. Ian and Joe discussed a reasonable target for door knocking, agreeing that 50-100 doors per day was a practical minimum, with 100 being achievable on less busy days.
Sales Tracking and Reporting Process
Bill discussed the importance of tracking sales numbers and emphasized the need for consistency in reporting daily and weekly totals. He introduced a nightly debrief sheet for team members to record their numbers, which can be easily shared with him for input into a comprehensive spreadsheet. Bill stressed the significance of accurate reporting for team alignment and individual success, and encouraged open communication through the "victories, challenges, comments" section of the sheet. Joe agreed with the process and suggested that team members bring notebooks to meetings for detailed note-taking.
Sales Standards and Accountability
Joe emphasized the importance of setting high standards in sales, comparing it to rigorous training programs like Ranger School and Jiu-Jitsu. He stressed that while aiming for 50 sales calls might seem unrealistic, setting this goal would help achieve the desired 40 calls, as long as the work is done consistently. Joe also highlighted the need for accountability and accurate data tracking, suggesting that Bill could refine the tracking sheets to better monitor progress. He concluded by encouraging the team to maintain a strong work ethic, noting that the sales role offers a good income and requires dedication.
Office Renovation and Professional Standards
Joe shared a picture of a new office space and discussed plans to renovate their current office to create a world-class environment. Bill advised Ivan on improving his role, emphasizing the importance of attention to detail and maintaining a high standard of cleanliness and organization. Ivan was encouraged to learn Joe's expectations and lead by example in creating a professional and welcoming workspace.
Morning Huddle 5/13/25
Running the business by the numbers. Need Chris to build an Excel Spreadsheet so we have a one-page overview of daily, weekly, monthly, and yearly numbers.
Law #6 The Law of The Environment 5/8/25
Morning Huddle 5/7/25
Meeting summary for Morning Huddle with Bill Storm (05/07/2025)
Quick recap
The team discussed various operational matters and proposed changes to their communication methods, emphasizing the importance of tracking specific numbers and developing success habits. Bill stressed the need for managing the business by the numbers, encouraging team members to set individual monthly targets and share them during nightly debriefs. The conversation ended with a request for a debrief sheet and an agreement to include numbers in future reports.
Next steps
Ian to provide marketing numbers to Bill, including monthly goals, weekly benchmarks, and daily targets.
Landen to provide sales numbers to Bill, including monthly goals for the team and individuals, broken down by week and day.
All team members to send nightly debriefs via text message to Bill.
Ian and Landen to include relevant numbers in their nightly debriefs to Bill.
Bill to post the replay of the meeting and summary notes at billstorm.com/rft.
Summary
Team Meeting: Job Site, Hoodies, and Call
Dave, Bill, Landen, and Ivan discussed various topics, including a job site issue, a new link for ordering hoodies and t-shirts, and an email invitation. They also mentioned a doctor's appointment and a call with an adjuster. The team is waiting for Ian to join the meeting.
Adopting Text Communication for Nightly Debrief
Bill initiated a morning huddle on May 7th, where he proposed a change in communication method from email to text for the nightly debrief. He emphasized the importance of developing a success habit and creating accountability through the process. Bill also stressed the need for thoroughness and alignment between objectives and outcomes. He encouraged the team to identify specific victories, no matter how small, to reinforce positive habits. The team agreed to the proposed changes and will continue to focus on personal development and accountability.
Tracking and Measuring Sales Goals
Bill discussed the importance of tracking and measuring specific numbers to ensure the team's goals are met. He emphasized the need for Ian to share marketing numbers and for Landen to track sales goals. Bill suggested breaking down these goals into weekly and daily benchmarks to monitor progress and identify potential issues early. He also mentioned the importance of sharing these numbers in a nightly report.
Mastering Business Numbers for Success
Bill emphasized the importance of managing the business by the numbers, encouraging the team to learn and master this skill. He asked the team to come up with their individual monthly targets and share them during the nightly debrief. Bill also highlighted the value of early and consistent communication, using the example of Dave's sales performance. He stressed the need for the team to understand their individual and collective performance to make informed decisions and celebrate successes.
Debrief Sheet and Meeting Replay
Bill discussed the need for a debrief sheet and asked the team to provide it. He also mentioned that he would post the meeting replay on a link and requested the team to include numbers in their debriefs.
Quick recap
The team discussed various operational matters and proposed changes to their communication methods, emphasizing the importance of tracking specific numbers and developing success habits. Bill stressed the need for managing the business by the numbers, encouraging team members to set individual monthly targets and share them during nightly debriefs. The conversation ended with a request for a debrief sheet and an agreement to include numbers in future reports.
Next steps
Ian to provide marketing numbers to Bill, including monthly goals, weekly benchmarks, and daily targets.
Landen to provide sales numbers to Bill, including monthly goals for the team and individuals, broken down by week and day.
All team members to send nightly debriefs via text message to Bill.
Ian and Landen to include relevant numbers in their nightly debriefs to Bill.
Bill to post the replay of the meeting and summary notes at billstorm.com/rft.
Summary
Team Meeting: Job Site, Hoodies, and Call
Dave, Bill, Landen, and Ivan discussed various topics, including a job site issue, a new link for ordering hoodies and t-shirts, and an email invitation. They also mentioned a doctor's appointment and a call with an adjuster. The team is waiting for Ian to join the meeting.
Adopting Text Communication for Nightly Debrief
Bill initiated a morning huddle on May 7th, where he proposed a change in communication method from email to text for the nightly debrief. He emphasized the importance of developing a success habit and creating accountability through the process. Bill also stressed the need for thoroughness and alignment between objectives and outcomes. He encouraged the team to identify specific victories, no matter how small, to reinforce positive habits. The team agreed to the proposed changes and will continue to focus on personal development and accountability.
Tracking and Measuring Sales Goals
Bill discussed the importance of tracking and measuring specific numbers to ensure the team's goals are met. He emphasized the need for Ian to share marketing numbers and for Landen to track sales goals. Bill suggested breaking down these goals into weekly and daily benchmarks to monitor progress and identify potential issues early. He also mentioned the importance of sharing these numbers in a nightly report.
Mastering Business Numbers for Success
Bill emphasized the importance of managing the business by the numbers, encouraging the team to learn and master this skill. He asked the team to come up with their individual monthly targets and share them during the nightly debrief. Bill also highlighted the value of early and consistent communication, using the example of Dave's sales performance. He stressed the need for the team to understand their individual and collective performance to make informed decisions and celebrate successes.
Debrief Sheet and Meeting Replay
Bill discussed the need for a debrief sheet and asked the team to provide it. He also mentioned that he would post the meeting replay on a link and requested the team to include numbers in their debriefs.
Morning Huddle 5/5/25
Meeting summary for Morning Huddle with Bill Storm (05/05/2025)
Quick recap
Bill emphasized the importance of developing success habits, tracking specific and measurable actions, and using a centralized dashboard to monitor these actions across the company. The team also discussed the effectiveness of door-to-door sales, the need for better communication and a more consistent system, and the limitations of their current CRM system. Lastly, they explored the idea of creating a solution to address the identified challenges and planned to reconvene on Wednesday.
Next steps
• All team members to send more detailed nightly debriefs to Bill via email, including specific metrics, victories, challenges, and comments.
• Ian to investigate integrating Pipedrive with Acculinx using Zapier.
• All team members to email Bill about specific challenges they face in their positions.
• Bill to create a private webpage on billstorm.com/rft to upload meeting recordings.
• All team members to attend the next huddle on Wednesday at the same time.
• Dave to download and use the Turbo Scan app for sending documents to Bill.
• Bill to send a follow-up email to the team.
Summary
Developing Success Habits for Team
Bill discussed the importance of developing success habits for the team. He emphasized the need to clarify what needs to happen for consistent progress and momentum. Bill also introduced a system for communication and suggested using a similar system. The team was asked to fill out a form, with Ivan downloading a scanning app for this purpose. The team was also encouraged to focus on activities rather than outcomes.
Roof Building Process and Accountability
Bill and Ivan discussed the process of building a roof, which involves tearing off the old roof and replacing it. Ivan clarified that the build stage is when the actual job is done. Landen added that while theoretically each salesperson is responsible for a certain number of builds per week, it's often a mix of both their team and the full sales team. Bill asked about accountability for the builds and collections, to which Landen responded that the sales representative is primarily responsible, with the sales manager overseeing the entire process.
Tracking Door Knocks for Sales Improvement
Bill and Landen discussed the importance of tracking specific and measurable actions, such as door knocks, to improve sales. Landen confirmed that he and his team, including Dave, track their door knocks using a CRM called Sales Rabbit. Bill emphasized the need for a centralized dashboard to monitor these actions across the company, especially for a CEO overseeing operations in all 50 states.
Door-to-Door Sales Effectiveness Discussion
Bill, Landen, and Ian discussed the effectiveness of door-to-door sales. Landen suggested that 10 conversations usually lead to a sale, not a hundred door knocks. Bill proposed a scenario where out of a hundred door knocks, 12 conversations were started and one immediate inspection and sit-down was achieved. Ian agreed, suggesting that one sale would be a good day. They also discussed the feasibility of knocking on a hundred doors, with Landen expressing some doubt.
Tracking Daily Activities and Outcomes
Bill discussed the importance of tracking and analyzing daily activities and outcomes for team members. He emphasized the need to understand the challenges faced by team members and to praise those who are performing well. Bill also highlighted the significance of keeping a record of daily activities, outcomes, and challenges, comparing it to playing a game and keeping score. He encouraged team members to be honest with themselves about their performance and to think like an owner or someone striving to become extraordinary.
Effective Communication and Task Management
Bill emphasized the importance of using email for communication, as it allows for easy organization and retrieval of information. He also discussed the use of Asana, a program that helps track the progress of tasks and projects. Bill shared his experience with a business he started, which focuses on martial arts consulting and lead generation, and how they use a "black belt marketing system" to ensure effective follow-up with leads.
Lead Management System Demonstration
Bill and Ian discussed a lead management system. Bill explained how to assign a lead to a specific person, such as Sam, and set a due date for the first follow-up. He also demonstrated how to add notes and change the assignee as the lead progresses through the system. Ian showed a similar system he had built, which includes stages for managing leads. They agreed that the system could be used to track progress and assign tasks, but noted that not everyone was familiar with it yet.
Exploring PipeDrive for Lead Management
Ian discussed the limitations of their current CRM system, highlighting the lack of a proper lead management system and the inability to manage leads through multiple steps. He suggested the use of PipeDrive as a potential solution, which Bill agreed to explore further. Bill also expressed interest in seeing the PipeDrive system in action.
Addressing AccuLink's Limitations and Scalability
Ian discussed the limitations of their current system, AccuLink, in managing leads and the need for a more efficient system. Bill emphasized the importance of clear communication and reporting, and suggested that the current system may not be scalable as the business grows. He proposed the idea of creating a solution to address the identified challenges. Dave confirmed that he had sent paperwork to Bill's phone.
Improving Team Communication and Efficiency
Bill discussed the need for better communication and a more consistent system to improve the team's efficiency and reduce frustration. He encouraged the team to provide feedback on their challenges, which he would use to shape future calls and improve their performance. Bill also proposed regular check-ins and suggested creating a private page on his website for the team to access call recordings. The team agreed to these suggestions and planned to reconvene on Wednesday.