Accelerating Business Growth through Text Messaging and Automation

Speaker 1 It's all about personal touch, right? That's how we build a moat around our business, right? Where we making the customer feel like we're really invested in

Speaker 1 this deal between the two of you, right? And if they don't feel good at the end of the day, it's not a good experience for them, even if you do a really good job.

Speaker 1 One of this ones, this is a new one a guy's testing out, but I think it's genius. The text message goes out.
People go, well, I have

Speaker 1 scheduled appointment reminders in my system. We'll check this out.
He has the scheduled appointment reminder going out. The moment they book the job, a text goes out.

Speaker 1 Thank you for booking with, you know, whatever the company name is. Your appointment is confirmed for this time.
Da, da, da, da, da, da, da. Okay.

Speaker 1 That's the normal text that's going to go out when somebody books, right?

Speaker 1 A couple minutes later, he has a text message come from a different phone number that is a personal text message from the owner of the company with a link to a video that says, hey, this is, you know, let's say it's you, Tommy.

Speaker 1 Hey, it's Tommy with A1 Garage Door. Thank you so much for booking with us.
I really appreciate it. I can't tell you how much this means to me.

Speaker 1 We're very, we're, you know, we want to make sure you experience a really good team. If you feel like you don't have a really good experience, this is my number.

Speaker 1 Feel free to text me back and let's have a conversation. And basically, after they booked, it's like a personal text coming from the owner going, Hey, I'm here for you.

Speaker 2 Welcome to the Home Service Expert, where each week Tommy chats with world-class entrepreneurs and experts in various fields like marketing, sales, hiring, and leadership to find out what's really behind their success in business.

Speaker 2 Now, your host, the Home Service Millionaire, Tommy Mellow.

Speaker 2 Before we get started, I wanted to share two important things with you. First, I want you to implement what you learned today.

Speaker 2 To do that, you'll have to take a lot of notes, but I also want you to fully concentrate on the interview. So I asked the team to take notes for you.
Just text notes, N-O-T-E-S to 888-526-1299.

Speaker 2 That's 888-526-1299. And you'll receive a link to download the notes from today's episode.
Also, if you haven't got your copy of my newest book, Elevate, please go check it out.

Speaker 2 I'll share with you how I attracted and developed a winning team that helped me build a $200 million company in 22 states. Just go to elevateandwin.com forward slash podcast to get your copy.

Speaker 2 Now, let's go back into the interview. All right, guys.
Today's a very exciting day for me.

Speaker 2 Ryan Fenn's become a great friend of mine. If you haven't heard it, Sure, it's a great company.
We use it here day one. It's a game changer.

Speaker 2 You guys decided to sponsor one of my vertical track events. And I'm sitting there in the audience and everybody's coming up to me, like, do you use Chirp?

Speaker 2 And I'm like, go to my right-hand Swiss Army. His name's Jim Leslie.
And I said, why aren't we using Chirp? And he goes, oh, he goes, they would need to for develop quite a bit of things.

Speaker 2 We're in 40 markets. We've got a very complex, sophisticated price book.
And so I talked to you. I think your developer.
What's Kevin? Yeah, Kevin.

Speaker 2 Kevin might have been there, and you're like, we'll do it. And it took maybe 60 days.
And all of a sudden, it was like unlocking the beast. And we're still building sequences and A-B testing.

Speaker 1 And

Speaker 2 you guys, you know, Ryan's an expert of text message automation, online lead generation, appointment generation, scalability. He's the CEO of Chirp since 2018.

Speaker 2 It's a platform strategically crafted to streamline follow-up messaging for home service businesses, resulting in heightened ROI.

Speaker 2 Through the implementation of text messaging automation, Ryan established Chirp after being inspired by the success of scaling his windshield repair business from a single location to nine.

Speaker 2 Following this, he successfully launched Chirp, initial minimum viable product within a year of assembling his dedicated team.

Speaker 1 Listen, man, I'm a big fan.

Speaker 2 You guys are doing cool stuff. You're out of Utah.
You've got kids, beautiful wife, been married, successful marriage.

Speaker 2 And you guys are taking over the world. Tell me a little bit about why you started SHIRP, where you're going,

Speaker 2 what's up new in life?

Speaker 1 Yeah, there's a little bit of a gap in the story there I want to touch on. But first off, I just say shout out to Jim Leslie.
He is the man. I love Jim Leslie.
But anyways,

Speaker 1 yeah, so I had, you know, I'm very entrepreneurial. I didn't finish high school.
I just wanted to get

Speaker 1 straight into business. And I started a windshield repair business.
And it was when my first son was born. It was kind of like one of those situations.

Speaker 1 We had like 500 bucks in the bank and it was like, you're either sink or swim, dude. You either feed your kid or he's going to die.
And

Speaker 1 I got out there and I started, like, my brother and I were selling windshield repair door to door. And then we started doing it out of a gas station.

Speaker 1 Like as cars would come in, we'd like watch their windshield. If we saw a chip on their windshield, we'd be like, hey, we fixed those.
Why don't you pull over here and we'll fix them?

Speaker 1 And then like pretty soon we were in like several different gas stations. And then like the Toyota dealership came to us and like, hey, why don't you do it out of our, out of our service drive?

Speaker 1 And the next thing you know, we're in like nine dealerships. We're doing really well.
500 bucks a day.

Speaker 1 Yeah, we were making like 500 bucks a day per like location, you know, and then, you know, paying a tech two, 300 bucks a day. They're stoked.
We're stoked, you know. It was a great business.

Speaker 1 We made, we made great money. And we, we, we,

Speaker 1 you know, saved a lot of windshields. But I got the idea that the gap there, I got the idea to create a course back before courses were like a thing.
It was like 2014.

Speaker 1 I saw it as an opportunity for like young entrepreneurs, like how to learn how to start a business. So I showed them how to start a windshield repair business.

Speaker 1 And I started selling that course online with Facebook ads. And I would text the leads as they would come in.
And the conversion rate was insane. We made like $2 million selling that course.

Speaker 1 And it was all because I was texting these leads. And we were using like several different like automations and trying to like piece together, like duct tape all these softwares together.

Speaker 1 And I was like, well, if this is working for for me, I feel like it would work for other businesses, you know? Yeah. And so

Speaker 1 I got the idea to put together, I was like, well, I need, I want to bring all of this, like what I'm doing with this business. I want to bring it all into one place and then offer it.

Speaker 1 And so I had worked with Kevin, my engineer, like long time ago. He was in, I went to church with him.

Speaker 1 He was an engineer for his own business. He built like some really cool, innovative software for shopping carts in the early 2000s.

Speaker 1 And

Speaker 1 so I called him up. I'm I'm like, hey, I got this really great idea.
What do you think? And he's like, man, I have been wanting to do this. I've been wanting to get back in the software.

Speaker 1 He'd like semi-retire. He's like, I've been wanting to get back in for like months.
I'm so glad you called. So he'd like dove right in.

Speaker 1 And within about six, six, eight months, we had a product that was mostly just for Facebook ads and then immediately texting those Facebook ads. That was like the minimum viable.

Speaker 1 It took us a few years. We continued to enhance the product, continued to add a bunch of features so that the entire customer journey was like,

Speaker 1 we were finding automations throughout the entire customer journey.

Speaker 1 And we were kind of going after like lots of different niches that we didn't really, we didn't, it was just like anybody that was selling something could use it, you know? And it wasn't until we we

Speaker 1 had some home service guys, specifically one really,

Speaker 1 really cool guy out of Denver, Oscar, he's a

Speaker 1 carpet cleaner and he uses HouseCall Pro. And he's like, hey, why don't you integrate into HouseCall Pro? And I was like, well, let's look at that.
And pretty soon we had this really cool integration.

Speaker 1 And that's what really

Speaker 1 was the turning point for Chirp. Okay.
Because

Speaker 1 the moment we saw that, because you go to people and it's like, hey, you can use this really cool thing. And like, well, we have this thing over here.
And how does it tie together?

Speaker 1 And we're trying to get them to switch over. It's like, or, you know, trying to change like major things in their business is difficult to do.

Speaker 1 But once we showed that we could integrate with what they're doing,

Speaker 1 that was the ticket. And we just like launched, went crazy.
And that's, and that's when we got into Service Titan. And now we're in most of the major CRMs.

Speaker 2 We're going to have a big deal with Jobber. Jobber.

Speaker 1 Service Monster. Service Monster.

Speaker 1 Yep. All these guys.

Speaker 1 And we found like throughout the customer journey, all these various triggers to increase lead conversion.

Speaker 1 And, you know, they're not having to change what they're doing within their CRM because it's communicating to chirp and telling it what to do at the right points.

Speaker 1 So that's when things really took off for us.

Speaker 2 Full disclosure, I was so obsessed.

Speaker 2 You came to my house and I made you an offer for a small, small, tiny little sliver just because I wanted more access. I wanted Jim to work deeper to build this for A1.

Speaker 2 I can say this. Right now, our rehash department has never made more money.
That's when a lead doesn't close. We're sending a text out, setting an appointment, following up, closing the deal.

Speaker 2 I talked to a chimney company, good buddy of mine, Lee, in Texas. He's using chirp for non-booked calls.

Speaker 2 So you guys built an automation, Jim, Kevin, whoever, we built it to where unbooked calls, we could send them a nice video from me, and we're recovering a good half of those calls back.

Speaker 1 Yep.

Speaker 2 Increased conversion rate, increased booking rate, increased average ticket.

Speaker 2 Literally,

Speaker 2 people are using, and I won't go into the names because I don't ever talk bad about companies, but I've used several different review generation tools. Chirp does a better job.

Speaker 2 Increase, there's nobody that you said you've worked with that the big names, like the big, and I won't go into them, but there's two big names I'm thinking of that everyone uses, probably three.

Speaker 2 One starts with a P, one starts with a B

Speaker 2 that everyone uses for reviews. Chirp works better, especially for multi-location to make sure all the reviews are coming into the different GVPs or Google My Business pages.

Speaker 2 You know, I had a real big problem where we had to program Lyft Masters, and my texts take half an hour.

Speaker 2 Chirp, every time we saw a Lyft Master, the MyQ automation is sent to the customer we were running 750 customer courtesy calls a month out of the 16 000 whatever calls we run when somebody pulls the string or there's a surge or the safety is misaligned so we got three main reasons we run customer courtesy calls now the customer gets a text saying the three main topics of how to fix it themselves one call for me is 185

Speaker 2 Your average, you're not selling this for enough. It's under a few grand a month.

Speaker 1 I mean, it's ridiculous.

Speaker 2 And your average customer, I think you said, is getting 70x return. There's nothing else like this.

Speaker 1 Yeah. I mean, our, our vision was, so there are a lot of things that, that fit into it where it's like, oh, my, my system already does a part of that.

Speaker 1 My goal was to make this an end-to-end solution for every type of automation that you can think of.

Speaker 1 If you want, if you want to get into like where you're like, I want to do estimate follow-ups, but I only want to do them on this very specific job type or this business or this tag, or I have a very specific follow-up for this thing that I sell, but I want a different follow-up for this thing that's the whole idea is that gives you that freedom to choose what's you know to build very specific follow-ups and so

Speaker 1 that was the whole vision it's like i want freedom for people to be able to build whatever automation comes to their minds because it's always changing right it's like what works today might not work in a month you know or in six months and you got to be a b testing yeah yeah and so we can say hey we can hand you all these pre-built campaigns and they'll probably work right now but you got to know that they're going to change you got to be able to think outside of the box.

Speaker 1 We have new, we were just talking to those guys that sell filters. It's like, hey, there's a new idea.
Maybe instead of doing a tune-up campaign, you offer filter things. There's oh, yeah.

Speaker 2 So last night, I mean, we just got done with the HSF event, and these guys I haven't seen, my buddy Rick from Thailand, haven't seen him in seven years.

Speaker 2 He shows up out of the blue, shows up, they're doing 18 million, and we literally figured out a way, use chirp to 5x them. Yeah.

Speaker 2 I mean, from 18 to 20 million to 100 million, literally going to change the game for them. I mean, I don't think people, I literally get very excited about this.

Speaker 2 And listen, I don't ever invest in anything I don't literally endorse and believe in.

Speaker 1 And I'm like, good, good investment strategy.

Speaker 2 This is crazy. Well, Warren Buffett's strategy is invest in a few things that you believe in, that you understand.
Yeah. And

Speaker 1 here's the hard part.

Speaker 2 I always say this about service side, and I'll say this about chirp too. Most people don't realize this is the Lamborghini Kuntash that they've always dreamed of.
But they got it stuck in first gear.

Speaker 2 Even the majority of people using Chirp today are using one-tenth of its ability. 100%.
They don't think about the 10 different strategies. And I've got all the ways here.
I mean, literally,

Speaker 2 I mean, deep integration with service 10, able to respond in real time. I mean, this is crazy.
Yeah. Less recalls, more booked phone calls, way higher rehash team, a revisit team.
Yeah.

Speaker 2 It could literally make you millions of dollars a month in a decent-sized company.

Speaker 1 Yep. Yeah,

Speaker 1 think of it in terms of like the entire customer journey, right? Let's start at the very beginning. People aren't even realizing that they're getting good lead conversion, so they feel good.

Speaker 1 They're like, hey, things are going pretty good.

Speaker 1 But they don't even realize that if they just increase or decrease the amount of time it's taking them to contact their leads, they could see huge jumps.

Speaker 2 You showed a chart.

Speaker 2 Explain to me.

Speaker 1 So this was done by Salesforce a few years back, and it's probably worse now because our attention spans are even worse than they've ever been. TikTok, real estate.
Yes.

Speaker 1 It's like killing our attention spans, right?

Speaker 1 And so

Speaker 1 they did a study across millions of film for form fills.

Speaker 1 And the data shows that if we contact our leads within one minute of form fill, we're going to have our best chance of converting that lead within one minute.

Speaker 1 It's like a 400% better chance of converting. The moment you drop to two minutes, it's cut in half.
It's like 191%.

Speaker 1 So you think about that, just one minute difference and your lead value is cut in half. And down to three minutes, and now you're into like the 98% and into three minutes.

Speaker 1 Yeah, that's a fourth. And it just keeps dropping.
And it keeps dropping.

Speaker 1 30 minutes in is when you're like 30 minutes in, you might as well, it's like they don't even remember filling out the form and they're off to doing something completely different. Right.

Speaker 1 And so we find that if we just, if we just contact the lead within that first minute, we're immediately going to see a return on investment because they're going, oh, no, I'm contacting my leads very quickly.

Speaker 1 Okay, how fast? Oh, three to five minutes.

Speaker 1 There you go, right there. There's an opportunity to increase your ROI on your leads by dropping that three minutes to one minute.
Okay. How do we do that?

Speaker 1 Well, you can't just have a CSR sitting there waiting to pick up the phone the moment a lead drops and pick up the phone and call them within a minute

Speaker 1 unless you want to spend a bunch of money to do that. With automation, we can start that.
We're not trying to get rid of the CSR. We're not trying to eliminate their job.

Speaker 1 We're trying to turn them into superhumans that can do way more, right?

Speaker 1 So that lead comes in. Let's say you're using...
Angie leads, everybody's favorite, right?

Speaker 1 Angie leads.

Speaker 2 It's all speed to lead. Angie home advice.

Speaker 1 Home advice, whatever you want.

Speaker 2 What's the other big one?

Speaker 1 Next thumbtack. Thumbtack.
Yeah. All speed to lead.
Yeah, all speed to lead lead.

Speaker 1 That's the game, right? People are like, oh, those leads suck. Well, how? Are you contacting them fast enough? Yeah, within five minutes.
Well, that's not fast enough, right?

Speaker 1 And so if we create that automation for the Angie leads or thumbtack, whatever it is, the lead comes in.

Speaker 1 The text goes out just as if the, you know, the CSR had typed it out herself and it goes out and says, hey, thank you so much for requesting a quote. And then it starts a conversation.

Speaker 1 You can take it as far as you want. You can say, have AI continue that conversation, or when they respond, have the CSR continue it.
It's up to you on how you want to do it.

Speaker 1 You have that freedom within Chirp to decide how you want to handle the leads. But that first text is the key, getting it out within that first minute.

Speaker 1 And that alone, if you just did that, we did that with a company that's doing $40 million.

Speaker 1 We increased their conversion rate on one of their lead sources by 9%,

Speaker 1 which, okay, that doesn't seem like a lot, but if you're a $40 million company, 9% on a lead source, that's a pretty big increase just by doing

Speaker 1 one, one of 100 different things within chirp that they could do.

Speaker 2 So if I bought out chirp and kept it only for A1,

Speaker 1 I just feel like it's such a competitive.

Speaker 2 Here's where I feel like I'm going to win with chirp. Number one is Jim Leslie's on the back end now.
That was my small investment to give him access. Yep.

Speaker 2 We're building out a lot of cool stuff for A1, but here's the deal. Literally, I'm going to lock myself in a studio and I'm going to record 10 different messages for every single campaign.
Yep.

Speaker 2 We're going to find out which one delivers the best. This is what I said.
Most people that are even using it are not even close to using what it's built for, which is everything.

Speaker 1 Yeah. Check this one out.
This one's like, this will blow your mind. So it's all about personal touch, right? That's how we build a mode around our business, right?

Speaker 1 Where we making the customer feel like we're really invested in this deal between the two of you, right?

Speaker 1 And if they don't feel good at the end of the day, it's not a good experience for them, even if you do a really good job.

Speaker 1 One of this ones, this is a new one a guy's testing out, but I think it's genius the text message goes out people go well i have uh scheduled appointment reminders in my system we'll check this out he has the scheduled appointment reminder going out the moment they book the job a text goes out thank you for booking with you know whatever the company name is your appointment is confirmed for this time da da da da da da da okay That's the normal text that's going to go out when somebody books, right?

Speaker 1 A couple minutes later, he has a text message come from a different phone number that is a personal text message from the owner of the company with a link to a video that says, Hey, this is, you know, let's say it's you, Tommy.

Speaker 1 Hey, it's Tommy with A1 Garage Door. Thank you so much for booking with us.
I really appreciate it. I can't tell you how much this means to me.

Speaker 1 We're very, we're, you know, we want to make sure you experience really good. If you feel like you don't have a really good experience, this is my number.

Speaker 1 Feel free to text me back and let's have a conversation. And basically, after they've booked, it's like a personal text coming from the owner going, Hey, I'm here for you.
Pretty, I mean, that's

Speaker 1 amazing.

Speaker 2 And, you know, one of my campaigns that I'm working on is going to be just for a call, right? Somebody doesn't book.

Speaker 1 My video is going to drop.

Speaker 2 You know, the thing we're working on, and we're A-B testing some stuff right now, but hey, my name is Tommy Mello and I'm the owner of this business.

Speaker 2 And I just want to thank you so much for giving us the opportunity to serve you and give you an estimate.

Speaker 1 And I, no, no, no, on the call. Yeah.
I'm just saying.

Speaker 2 This is the typical three reasons why somebody doesn't book. Usually there might be a price reason.
It might be a time scheduling question.

Speaker 2 So we do offer a price beat guarantee at A1 Garage Drawer service. Let us know how we could serve you.
We want to earn your business.

Speaker 2 And number two is if it's an emergency, you need to get it done, call back right now or use the schedule engine link and say, Tommy sent you and to get it on the schedule today.

Speaker 2 We want to earn your business.

Speaker 2 We want you to tell your friends, your neighbors, and your family about us. Thank you so much.
I've been in the business now for almost two decades.

Speaker 2 Me and my mom and dad have worked together on this thing.

Speaker 2 We really would appreciate doing whatever it takes. But just crafting that message, making it human, making the feelings matter.
Yep. Nobody's doing this stuff.
And we're going to do this podcast.

Speaker 2 People are going to watch it. They're still not going to do it.

Speaker 1 It's not 1%.

Speaker 1 And they're still, it's all going to sit there and they know it's going to be there, but they won't do it.

Speaker 1 And that's what's really awesome about this is it gives you a competitive advantage in a in home services, face it. It's like it's commoditized, it's becoming commoditized.

Speaker 1 And if you don't create like your brand and your, what's going to differentiate you,

Speaker 1 you're going to die, right? And so, what, how do you do that? Communication is an easy, easy way to differentiate.

Speaker 2 Well, you know, when you talk about communication, it's people like, yeah, texting's cool. There's all this opt-in crap.
You guys handle that. You guys do voicemail blasts.
You guys could do that.

Speaker 2 You do email blasts. You're working on a way to not only do email, voicemail, text, but you're also working on a way to send flyers very soon in addition.
Yep.

Speaker 1 Where you could hit bam, bam, bam, bam, in my face all the time.

Speaker 2 yep and it's it's so unfair and because i can't think of anything i i look at all my like i've got more data than probably anybody on their home service company i mean there's great pe companies using bi tools but like dude i know i know everything about my business like we've spent millions of dollars creating the reporting tools yep and i just look at one thing and i'm like

Speaker 2 i could use chirp for that yep And I look at this piece, recall rate, chirp for that. I look at reviews, user-generated content.
I could use chirp for that.

Speaker 2 I look at just telling the customer, thank you, and I appreciate you and making sure they got that feeling. I could use chirp for that.

Speaker 2 Non-book calls, I use chirp for that. It's like

Speaker 2 I needed to get my hands on the back end to be able to have more control. And hence why, I don't know why you let me in, but look,

Speaker 2 it's not like I bought into service site. It's not like I have ownership.
of a lot of the companies I use. This one just was just such a game changer.

Speaker 1 and if nothing else if i don't make a dime you made a one garage or service a much more valuable company yeah yeah like you move your booking rate by three percent your conversion rate by five percent these have a compound effect to bring millions and millions of dollars to the bottom line you paid for the marketing yep you paid to get that phone call you showed up to their house you should get a review you should get several reviews you should not get warranty calls you should not get recall rates you should book every call what's the tool you could use i it's it's and you know you know at your level and everybody's trying to every everybody's trying to build a business that they can sell eventually and when you have these systems in place yeah that's what you should be doing if you're not if you have systems in place that is that's going to make your business so much more value you talk to a private equity group or something like that you say hey these things are already built and running and i can show you the efficiency that's going to make your company way more valuable in their eyes because they're not having to come and go i got to clean up all your messes and make it work so if you want like a higher multiple this is a huge way to to systematize arbitrage, baby.

Speaker 1 Arbitrage, that's right.

Speaker 2 You know, I look at every single text message that comes in. I mean, I get on my phone and people say, my voicemail is full on purpose.

Speaker 1 Oh, yeah. You can't leave a voicemail.

Speaker 2 I'm not on everything. I look up some of my Facebook messages other than that, but every single text that comes in is a 99.7% chance I'm seeing that within five minutes.

Speaker 1 Yep. Yeah, that's huge, right? You think about it.

Speaker 1 Text messages are king. I don't like to lump us into, let's not say chirp is a text platform.
We focus on text because right now that's the key, that's the number one communication channel, right?

Speaker 1 If something else beats text eventually, who knows?

Speaker 1 We'll focus on that. It could be a messenger.
Yeah, whatever it is. Yeah, we don't know.

Speaker 1 We do have integration of Facebook Messenger, text message, email, voicemail. They're all in there integrated into one inbox.

Speaker 1 But text message is focused because we have a 98% read rate within the first, in like 70 or 80% within the first three minutes. So when we talk about about that one minute, okay, email.

Speaker 1 We can get it into the inbox within a minute because of automation, but the chances of them reading it within that minute is very low, right?

Speaker 1 If we do want somebody sitting around and picking up the phone and calling them, we might be able to get to the phone and pick it up and call within two to three minutes, but the chances of people actually answering it, it's like 20, 25%.

Speaker 1 Because they look at the phone, they don't recognize the number. Not going to answer it.
How many times do you block a call that you don't know?

Speaker 2 I don't answer any calls of numbers I don't like.

Speaker 1 Exactly, right?

Speaker 1 But a text message, no matter what, it still still has that emotional attachment it still has that that positive emotional reaction that we get when we feel the the vibration of a text message or the or the the ding whatever it is and that causes a positive reaction and and when they open it and it's and it's personalized if you open it and they immediately see hey 10 off blah blah and it's this real markety text message they're gonna get pissed and turn it off but if it's hey tommy Thanks for requesting a quote, you know, my name is such and such.

Speaker 1 Let's connect, you know, and just very personal, you have a way better chance of converting that lead.

Speaker 2 This is what Jim said was the hardest part about SHERP is you need a good copywriter. You need a good video editor.
You need to be able to wire it correctly.

Speaker 2 Like, this is why people are not utilizing it correctly. And they're sitting there because they're getting a fantastic 70 times return.
Yeah. But they're still sitting in first gear.

Speaker 2 They're still like, it's, it's like you're not even utilizing it. Like if people just really started thinking about, like, if you called me up, We should do this.

Speaker 2 We should just do an open two hours of questions because every scenario I could think of is all about communication.

Speaker 2 It's like you didn't have a pleasant, before they get on and destroy you online because you didn't show up on time, chirp could solve that problem.

Speaker 2 I can't think of a whole lot of questions, like, I can't think of a whole lot that communication can't solve.

Speaker 1 Like almost, yeah, every problem in business is because you didn't communicate well. Right.

Speaker 2 And then the rehash side, I mean, listen, I watch these crappy campaigns, 10% today, 30%. Why don't you just give me the best price?

Speaker 2 Like, you got to have the copywriter put in the right stuff and A-B test this stuff.

Speaker 1 Oh, check this one out. You just reminded me of one that's super cool.
So rehash, right?

Speaker 1 We're trying to trying to get, we're trying to get out to our customers that didn't book or you're trying to follow up with leads that maybe are a year old, you know,

Speaker 1 didn't convert, whatever it is. Here's one that was like brilliant.

Speaker 1 This kid Harley has a really great

Speaker 1 restoration and carpet cleaning business.

Speaker 1 He didn't want to offer like a deal. He didn't want to go, hey, Christmas is coming up.
I'm offering 10% off for whatever, right? It just sounds cliche and kind of. tacky.

Speaker 1 So his approach this year was super smart. He goes, he sent out a text message and he said, hey, it's Harley with such and such carpet cleaning.

Speaker 1 I wanted to thank you for your business last year. I also wanted to make sure that you knew that Christmas gets really crazy.
And I felt bad because last year I didn't get to everybody.

Speaker 1 I wanted to make sure you were able to book this month. Are you looking to get your carpet cleaned before Christmas? And it was like huge response and no deal, no offer of a deal.

Speaker 1 No, it was just a good thing. He was able to just no discount.
That's right.

Speaker 1 He was like, and they responded back. Oh, let's thank you so much.
Yes, I do. And then it was boom.
And so, so the whole point of the text was to trigger a response.

Speaker 1 And without offering the deal, he thought outside of the box, right? And was like, hey, you know, instead, let's let's say, I don't want to miss you this month. I want to make sure you get to it.

Speaker 1 That was the trigger that was key.

Speaker 2 So my philosophy is always

Speaker 2 I pay a fraction of the cost of what I charge, right? You're going to charge more than you pay for items. So I could add things to the job that cost me very little to package.

Speaker 2 When you go buy a car, they say, Do you want the moonroof? Do you want the alloy wheels? Do you want the heated seats?

Speaker 2 They package it up in a way that you're getting all these things for this small monthly fee more. Yeah.
So I try to package things up and be different than my competition.

Speaker 2 I try to carry parts that no one else carries, that I have trademarks on, add Deco hardware kits and surge protectors and things and make it seem like, man, this other company is adding all these things with a better warranty, with this, this, this, and they're going to paint the door at no extra charge because they pay 100 bucks to paint the door.

Speaker 2 Yeah. And I'll make it match the house.
There's so many different opportunities instead of me a discount city.

Speaker 1 Yeah, instead of just racing to the bottom, going, I'll just do it cheaper than the other guys. Well, that's just an experience.

Speaker 2 And this is unsophisticated businesses. Yeah.

Speaker 2 Luke is my COO, and Luke talks all the time about ref.

Speaker 2 And I remember meeting him five years ago and I go, what is ref? He goes, you got to build rapport.

Speaker 2 You've You've got to educate the customer. And he goes, the third one, very few companies do well.
You've got to follow up.

Speaker 2 Why don't companies, you've got a treasure trove sitting there of uncapitalized potential. Literally all these calls that nobody followed up.
Nobody even talked to them.

Speaker 2 Nobody said, some of the customers I've talked to said, you know, the salesman showed me his solutions, not the ones I wanted. Like you got to have another person.

Speaker 2 Like, why do people avoid follow-up so much?

Speaker 1 So follow-up is like the age-old problem in business since the beginning of time, it seems like we've heard it a million times. Fortune is in the follow-up, right?

Speaker 1 And the reason it's become cliche is because it's an ongoing problem that nobody has solved by forcing the sales guys to do something they don't want to do. Sales guys by nature.

Speaker 1 don't want to follow up because they love action.

Speaker 1 You know, sales guys want to, they want to be closing deals. They want to be in front of the, and they have to have that every day, right? They have to be just feeling that every day.

Speaker 1 You've had sales guys, I have sales guys where it's just just like, if, if they go a day without closing a deal, they can lose, they lose their minds, right? Just spiral out of control, right?

Speaker 1 And so these sales guys naturally want to be where the action is and follow. There's, that's not where the action at that moment is.
It's a lot of hard work. It's a lot of hard work.

Speaker 1 And so it's like, well, why, why do we continue to try to force the sales guy to do something that is not within their nature to do? Let's take that off their plate.

Speaker 1 Let's remove it and say, hey, focus on deals, focus on closing. Let systems and automation take care of your follow-up for you.
And as those opportunities bubble up, then jump in and take over.

Speaker 1 So just perfect example. I just saw one today.
I was in somebody's account. A Facebook lead came in.
The person did not respond to the text. Okay.
They tried calling, did not answer. Okay.

Speaker 1 Sales guy's job at that point is pretty much done, right? They've called. They've tried.
They've tried calling again the next day, maybe.

Speaker 1 Chirp takes over and starts texting. This was literally four days later.
The text goes out. Hey, you know, you'd requested information.
Just want to make sure you're taken care of.

Speaker 1 I don't want to let this go, you know, go unnoticed. Response back, sorry, sorry, I've been pretty busy, but yes, I do want to.
Right then, sales guy jumps in, closes the deal, right?

Speaker 1 That text message bubbled up. The opportunity came right back.
Then the sales guy jumps in, but he didn't have to sit there for four days hoping that that thing would come in.

Speaker 1 He's working on other things while Chirp's working in the background. So he's just like, why force them to try to do something that's just, that's just totally against their nature?

Speaker 1 Let them focus on what they do best, which is closing and like where the action is, and let Chirp do the follow-up.

Speaker 2 And I agree with that. The only other thing I'd add to that is a lot of people expect their technicians to do everything.
And you get a jack of all trades, a master of none.

Speaker 2 I separate CSRs from dispatchers. I've got level one, level two CSRs.
I've got three levels of technicians, three levels of installers. I've got a maintenance crew.

Speaker 2 I've got a sales specialist, a product specialist. Like I hire a specialist.
I've got a whole rehash team at their job.

Speaker 2 Once the sales guy leaves, I want another person following up because maybe they didn't like the salesperson. Yeah.

Speaker 2 Maybe they love the salesperson and they said, I want to talk to the guy that was out here. That's okay.
But we create options for our customers.

Speaker 2 I think there's a lot of people out there going, you know, they mentioned a lot of great CRMs, but I work on this new one called this or that. Yeah.

Speaker 2 What happens if somebody wants this software and they don't want to deal with a separate and you're not integrated properly?

Speaker 1 Well, fortunately, we have a very deep Zapier integration. So a lot of systems we can already communicate if we we don't have a direct integration.
So there's a lot of ways we can solve it.

Speaker 1 But if you do, if you, if you find that you want to use chirp, but there's not, we're not integrated directly, come to us. What we do is we look at that system.

Speaker 1 A lot of times there's an open API or there's webhooks or there's some way that we can communicate with that system.

Speaker 1 And if it makes sense and we all, we all agree, we're going to build that integration so that it will work for you. And that

Speaker 1 is, you know, serves me as well because it opens up a new market to that integration, to that CRM.

Speaker 1 So if you don't see it on the website, if you you go to our site and you don't see your CRM, reach out and let's figure out a way.

Speaker 1 Because, and even still, Chirp will work as a standalone if you don't have any other options. There may be a few extra steps that you have to go through, but it's better than nothing at that point.

Speaker 2 So I'm just thinking about my cleaning lady. I got a full-time housekeeper.
She does amazing.

Speaker 2 But I have this idea.

Speaker 1 I can attest to that. Yeah,

Speaker 2 I just was thinking, like, I try to have her do one tough thing a day, whether that's clean the fan blades, do the baseboards, clean the refrigerator.

Speaker 2 It would be nice to just, people are like, well, that doesn't apply to me. I clean pools.
That doesn't apply to me. I'm a pest control business.

Speaker 2 Like, I want to see that you were out there and did the work. You could use chirp to send out messages automated through your CRM to prove that you did the work.
You build checklists.

Speaker 2 It's like you sit there, you and I brainstorm for a couple of hours. We will come up with 20 other ways.
It'll do as much as you want it to do and as little as you give the effort. Yep.

Speaker 2 You don't A-B-test anything. And people are like, you're so, you know what everybody's bitching about right now? I need more leads.

Speaker 2 They're all calling their marketing companies saying I need more leads.

Speaker 1 Need more leads. Need more leads.

Speaker 2 But yet they're not booking every call. They're not converting every call.
They're not following up. They're not getting reviews from every customer.
They're wasting their time on dry runs.

Speaker 1 Yeah. And what do you hear all the time, right? These leads suck.
These leads suck. These leads suck.
And you go, well, maybe your systems suck.

Speaker 1 I don't want to sound too negative, but it's like. Imagine if you could get to the point where you feel confident that your lead conversion is at its highest point.

Speaker 1 Then you can say that the leads suck. Cause then you can say, hey, I can compare this to other lead sources and I have actual systems in place that show me my conversion rates.

Speaker 1 And I know, and it's like, until you get to that point, you should be trying everything and seeing what is causing an increase in lead conversion. And you know how it is right now.

Speaker 1 Everything's getting more expensive. Leads are getting more expensive.
It's getting harder to differentiate. And so you have to make the most of what is actually coming in.

Speaker 1 And so if that should be a huge focus, instead of just going, I want more leads, I want more leads, take a step back, look and say, okay, we have these leads coming in.

Speaker 1 Are we converting at the rate that we should be? Can we increase that? And even if it's a 10% increase, it's a big deal. Right.
Yeah.

Speaker 2 10%.

Speaker 2 Okay. So

Speaker 2 I went into this page and Jim wrote a few notes. One of the ideas I had was, I want to see a picture of the garage before I get there because here's the deal.

Speaker 2 If it looks like a nice home and they're looking for a wood overlay door and their garage door looks shot,

Speaker 2 I want to set a better tech that understands how service to sales works. It's the unfair advantage.
You could literally look at the product and say, wow, this is a beat up 20-year-old door.

Speaker 2 I'm going to send a guy with samples and literature that's very good at the turnover. So we use it for that.

Speaker 2 We had a huge AR problem, right? 7%.

Speaker 2 It got out of control. This was like six months ago.
You could send out a message to everybody that owes you money to collect.

Speaker 1 Oh, that's so collections campaigns, huge, right?

Speaker 1 Trigger them at a certain point where it's, you can, this is all built into service titanium where you go, okay, if they haven't paid, if they have an open balance of X dollars by this time, start this, this collections campaign.

Speaker 1 And that can include text messages, emails, voicemails.

Speaker 1 I have one guy that gets pretty aggressive, starts to threaten legal action, you know, at a certain point where it's like, okay, and that's all just automated.

Speaker 1 And it's triggering them to reach out and pay the pay the bill. So that's, there's, there's another thinking outside of the box, right? Where you're like, well, follow-up.

Speaker 1 Yeah, follow-up on collections. You know, here's another one.
Financing is a big deal right now. People, people want to sell finance.
Everybody, what do they say? Financing.

Speaker 1 When you finance, you get what you want. When you pay cash, you get what you need.
Right. Yeah.

Speaker 1 So if you want to sell higher ticket items, have them get pre-financed before you show up. So what Lori Schulte,

Speaker 1 Eagle Pipe Heating and Air, they're a great company.

Speaker 1 She came up with a great one. She works with Goodlep, who's

Speaker 1 a great finance company.

Speaker 1 When the customer books, and this is based on job types and business units within ServiceSign, she's filtering it based on those.

Speaker 1 And if it's a big enough ticket item, she's going to send a text message, thank you so much for booking.

Speaker 1 Another text message is going to go out and say, by the way, we totally understand that this may be a financial burden, or it may be, you know, maybe a big, difficult decision for you.

Speaker 1 If that's the case, please check out our financing and see what you need and have a link right there.

Speaker 1 She's having her technicians or comfort advisors show up with, and they're already pre-approved for financing and they're closing deals.

Speaker 1 So it's like just that, just that one automation has closed their tens of thousands.

Speaker 2 Man, you know, we sold so far in the last 2.2 years, 40,000 service agreements. Yeah.

Speaker 2 Getting those booked and limiting windshield time, like we want to send out all the stuff for one day for one zip code, send them a message and let them book into our schedule.

Speaker 2 It just creates so much money on memberships to create better routing.

Speaker 1 Yeah. Yeah.
And like literally, I got a list.

Speaker 2 It's like AR,

Speaker 2 the chat agent, deploying AI chat agent, membership follow-ups,

Speaker 2 the marketing messages, like

Speaker 2 the fast response. You know what else? I was just talking to my buddy Lauren at Search Kings.
Yeah.

Speaker 2 He's like, if you don't have your chat turned on on LSA, your quality score is going to get diminished and you will not show up in the top. Yep.

Speaker 1 Period. Yep.

Speaker 2 He said, you're working with Chirp, right? I said, yeah. He goes, you're going to get your messages turned on.
Your score is going to go up and you will be dominating LSA ads. Like domination of LSA.

Speaker 2 GMB optimization for reviews.

Speaker 2 PPC automatic response.

Speaker 1 Angie thumbtack.

Speaker 2 I could keep going with like

Speaker 1 deep elites. Yeah, everything.
It's, it's,

Speaker 2 I mean, I just think about this and it's just kind of flabbergast. Like I want to nail it in one thing, move on to the next.
Nail it, nail it,

Speaker 1 okay. That's a good point you bring up because you could listen to this podcast and quickly get overwhelmed and be like, holy crap, there's so much to do.
And I just do one thing.

Speaker 2 It's better than nothing.

Speaker 1 Dude, add one automation to this week or this month even. Add one automation.
Test it out. Add another one.
And in a year, you'll have a bunch of automations. And we can work much faster than that.

Speaker 1 I'm just saying. Don't get overwhelmed with the idea that there's hundreds of automations.
Just start and then start chipping away at it.

Speaker 2 You've got probably hundreds of thousands, if not millions, of estimates you left that no one's reached out to. You got a customer list on your shoulder season that nobody's reached out to.

Speaker 2 You've got technicians needing work with capacity planning. Some days your schedule is full and you don't need any work.

Speaker 2 If you use this tool just in its most simplest form, it's a cash cop. Dude,

Speaker 1 Chris Yohangton, I think. Rise and Shine.
Yohankton. Yohangton.
Rise and Shine Garage Doors. You know what I mean? Oh, yeah, yeah.
Actually, he came up to me at Garage Door Freedom.

Speaker 2 Yeah, yeah.

Speaker 1 With a big, like, coming up to high five me, at vertical track, coming up to high five me, like super stoked.

Speaker 1 Cause he's like dude i got you guys i pulled up a bunch of estimates that that we had abandoned we'd given up on sent out a few broadcast messages over a couple of days fifty thousand dollars in restored revenue that he lost 50 grand that was just sitting there from abandoned estimates that were just gonna just

Speaker 1 fade away and disappear into the CRM and never never to be seen again. 50 grand.
So he immediately pays for chirp for

Speaker 1 however long that is. And the first campaign without even setting up any automations.
That's just a broadcast message out to his list.

Speaker 2 People are like, is this real, Tommy? Like, totally. I've never once, I'm not a liar.
I don't cheat. I don't steal.

Speaker 1 I don't promote.

Speaker 2 Literally, like, people hear me. I love L Levy, the seven-power contractor.
I endorse Service Titan. I don't get anything from them.
You know, I,

Speaker 2 I just, I'm looking directly into the camera saying that if you don't even look into this,

Speaker 2 you're lazy. You don't deserve to be in business.
Because if you can't figure out to turn on one thing to book more phone calls, and I go through this stuff, and I don't mean to sound like

Speaker 2 a whiny little, you know, annoying person, but like, I'm kind of excited. I've taken a lot of notes.
And the only thing I can think about is I can't wait to get done with this podcast.

Speaker 2 Jim's on a plane right now, but I'm going to go talk to my COO and I'm going to start building. And then I'm going to build again.
And then I'm going to A-B test. Then I'm going to build again.

Speaker 2 And if every dollar reaches three times further then i put my competitors out of business and i like my competitors but i also like to win right so that's what it is how really when this is fully activated and it's on all your social media and it's on all your campaigns and it's letting the customer know and it's doing ar and it's getting reviews and it's like How could you really stand a chance without it?

Speaker 2 I don't think, I think one day it's going to be the have-nots that are sitting in the loser pile because everybody's going to be on the standard.

Speaker 1 It's going to be necessary. It's going to be the standard that

Speaker 1 we have to start there and innovate from there. Right.

Speaker 1 And if you're not doing that, it's like you're just way behind.

Speaker 1 So

Speaker 1 you were asking, like, does it work? Right. We integrated with a company called Searchlight,

Speaker 1 really great

Speaker 1 data company. They integrate with.

Speaker 1 Service Titan or various CRMs and

Speaker 1 they are able to match up revenue in Service Titan to outside systems like Chirp. So we built a very specific dashboard that says, okay, tie the revenue in Service Titan back to the campaigns

Speaker 1 they were in in Chirp. And

Speaker 1 we did a test across 70 companies in December. 70 companies that are using Chirp saw an average of,

Speaker 1 I want to say it was 120,000, no, it was over 200,000 in additional opportunity, but like 120,000, somewhere between 70 and 120,000 in additional closed revenue.

Speaker 2 So you tested 70 random companies.

Speaker 1 70 companies, the average was somewhere between 70 and 120,000 in closed revenue.

Speaker 2 For what kind of period, time period? A month.

Speaker 1 For a month.

Speaker 2 So $70,000 to $120,000, random, big, small, and different companies.

Speaker 1 70 companies, that was the average across all those. So it's like,

Speaker 1 it, it does, it's, and that, and, and again, you, you say it's like people, people aren't even using any of the softwares that are out there to their fullest extent.

Speaker 1 We know that those 70 companies were not using chirp to the fullest extent because nobody is quite doing it to the fullest.

Speaker 1 And so, even just with what they're doing, the start and these, these campaigns we talked about on this call is bringing that. Just think of if you went all the way with it, you know.

Speaker 2 Yeah, one thing at a time. But I mean, so you know, I spend

Speaker 2 roughly, I mean,

Speaker 2 60 grand a month with service titanium. I don't know.
It's crazy.

Speaker 2 What do you got to pay? 10, 20 grand for a chirp a month?

Speaker 1 Yeah, 10, 20 grand. Yeah.
So we start, you know, at as low as, depending on the size of your company, we start down at like 650 a month.

Speaker 1 It goes up to $3,000, $4,000 a month, depending on the size of your company.

Speaker 2 So you might decide around $3,000, $4,000. Yeah, yeah.

Speaker 1 Like, if you're a monster $100 million company, yeah, we have giant companies using it. And so for under a grand, I could turn on for most companies, a smaller company, but a few million bucks.
Yeah.

Speaker 1 Like, look, at the end of the day, you and I both know, it's like, if I can't show a 10x value in what I'm selling, it's pretty hard to sell, right? And so we're showing like a 70x value on this.

Speaker 1 And so it's like, it's like, and I don't want to sound too, you know, pie in the sky crazy, but if you can't get a 10x out of this, like, that's pretty sad.

Speaker 2 I mean, literally, dude. And I don't get excited about stuff.
Like, I'm building a lot of cool automations. We're working with Power BI.
We're building these dashboards. We're building checklists.

Speaker 2 We're putting this this awesome. Right now, we're building out the most sophisticated scorecards.

Speaker 1 Those all help, but there's nothing like this.

Speaker 2 Oh, yeah. There's nothing like this.
And I will just say what I love about it is because I'm involved on the back end. Jim's involved.
I mean, I have not seen the back end.

Speaker 2 I don't even know what the software looks like. Yeah, yeah, yeah.

Speaker 1 I'm not involved in day-to-day.

Speaker 2 Like, I got people that are working on this.

Speaker 2 As I love, I get to say, I need this built for A1. And you guys actually do it.
Like, that's what I wanted is to say,

Speaker 2 I love this because I know what it's going to mean to A1. I mean, literally, if it's the crazy thing is there's a good chance that Chirp could add $100 million to our valuation.

Speaker 1 $100 million, dude.

Speaker 2 And because I understand arbitrage multiples, literally EBITDA. And I just don't think people understand these formulas.
And I talk about four major things. This is how I build the company.

Speaker 2 This is how I could fix any company in the world. I look at what's your booking rate, including form fills, which nobody monitors.
What's your conversion rate? What's your average ticket?

Speaker 2 What does it cost you to acquire a lead? There's not one thing of those four. This is how I build my budget.
This is how I buy companies. This is how I scale.

Speaker 2 And any, if you're a dentist, if you're a doctor, if you're a nail salon, if you're whatever you might be, those are the four things. Not one thing does chirp not accelerate on those four things.

Speaker 2 It lowers your cost per acquisition dramatically. It increases your call booking rate.
It increases your conversion rate and it increases your average ticket. Like this is what it does.
So

Speaker 2 listen, I've talked enough about it. I mean, I think you know I'm pretty excited about it.
It's okay. I mean, literally, if you're not on it, tell me what industry you're in.

Speaker 2 Tell me what markets you're in. And I might invest in a company there just to take market dominance.

Speaker 1 Or we'll buy you and take it over.

Speaker 1 Yeah, no, it's it's it's just it's a cool thing. Yeah.

Speaker 2 What are your plans? I mean, I know you're a big fan of potentially getting back into California near Orange County. Yeah.
You want to raise your kids. You want to stay a great husband.

Speaker 2 You're a faithful man. Yeah.
Thank you. What do you,

Speaker 2 what do you see in the future for Ryan?

Speaker 1 Well, you know, I'm all about relationships. I'm all about faith is a huge,

Speaker 1 is extremely important to me.

Speaker 1 And so this is less about, you know, making millions of dollars and more about just creating relationships that will last through my life and creating a legacy that shows that I was able to impact and help people.

Speaker 1 I recently had somebody reach out and say, I had my biggest year ever because it was a sales guy in an HVAC company. I had my biggest year ever because of CHIRP.

Speaker 1 I was able to, XXX, he told me some things things about, he's a family man, who's able to do some things that he's never been able to do with his wife as far as vacation and time with time spent with him.

Speaker 1 That's what's like, that's what drives me. And so just like you, Tommy, I don't see this ever like ending.
It's like it's something that will always be improving and building.

Speaker 1 It's not like there's an end game that's just like, okay, cool. I made my million.
I'm out.

Speaker 1 I see this as something that

Speaker 1 will.

Speaker 1 you know, continue to create these relationships that will just build me up so that I can better serve my family and then better serve this industry, industry, which has just done so much for me.

Speaker 2 So, well, you've built quite the amazing network and it's through chirp because the software, you can deal directly with the CFO, COOs, CEOs.

Speaker 2 I think what you should do, and this is just an idea, is you just mentioned like five names.

Speaker 2 You got a garage drawer company, you got a plumbing company, you got these different people trying different things.

Speaker 2 Is what I love to see is 10 of these owners that are using it to its full capacity is get together and have this once-a-month meeting. And

Speaker 2 just because I feel like I could learn a lot. Maybe we just do that for the first year just with me so I get a competitive advantage.

Speaker 2 But, like, just the people that are using this coming up with, oh, I get the things pre-financed before I show up. Oh, it's doing this.
It's doing that. It's lowering AR.

Speaker 2 I'm not the guy that has to come up with all the ideas.

Speaker 2 But if I could have access to people that are bringing in a million dollars a month, which there are people using it, bringing in a million bucks a month.

Speaker 2 Those are the people I want to ask what's working, what's not. What did you try? What didn't you try? Can I see your video?

Speaker 2 And because of this podcast and A1, what what God's given me, people know I'm not going to use it maliciously. I'm not.
So I feel like sharing is caring. We're stronger together.

Speaker 1 Yeah, to speak to that,

Speaker 1 when I first built it, that was one of the ideas. I wanted to make the campaigns duplicatable and shareable.

Speaker 1 And so we created it so that there are every campaign you create creates a code, and that code can be handed to another chirp user.

Speaker 1 And you plug it into your chirp account, and it builds that campaign exactly as it is in the other account. And so if the company that is doing it is willing,

Speaker 1 we don't take these campaigns. We don't force it and you can't.

Speaker 2 We don't force it unless they want to.

Speaker 1 Yeah, but if you want to share, if you say, Hey, dude, this campaign is crushing it for me. Here's the code for it.
It can just be built right in your account.

Speaker 2 Well, like you look at Ken Haynes with the Rynch group. They could have Paul Kelly with Parker and Sons, and then they could have Ishmael.

Speaker 2 They could be trying all different things and then just share it across their platforms.

Speaker 1 Right across.

Speaker 2 It just makes sense. The big master players.

Speaker 2 Like, let's just say you got five companies, five monster platform companies, and you're a PE company. Yeah.

Speaker 2 and you're spending four grand a month so you're spending on five companies 20 grand a month yeah yeah yeah yeah you're bringing in 10 million dollars yeah like no joke this ain't a joke man

Speaker 2 and you know here's the thing is like this sounds all good and dandy i want to see it working i got to go through my lawyers is compliance like i think some of these larger companies they let their own selves get in the way yeah they don't have any rehash they don't have any ar that they're just like because you got all these gatekeepers and decision makers that are blocking And now I got the CTO, the CIO, and I got to get this with the lawyers.

Speaker 2 And then I got to have the CFO. And then they sit there and lose their ass because they're not willing to make a decision because there's all this corporate minutiae bullshit.

Speaker 1 And they're sitting there.

Speaker 2 I love it. I love watching it because like, you know what Cortex says to me? You make a decision, you run with it.
We're not going to be this big boat that's hard to turn.

Speaker 2 You want to do something you run. We hired you.
We bought you, Tommy Mello.

Speaker 2 You make decisions, you run quickly.

Speaker 1 And then I look at these companies, these PE-ran companies, and it's like, oh, no, you got to talk to so-and-so.

Speaker 2 The who needs to talk to so-and-so. Then it needs to go to legal.
Then I got to get a sign-off. And then the CEO, did the COO look at it?

Speaker 1 It's like, oh, my God.

Speaker 2 It's so funny to me to watch this. It's like to get a decision made, it's like the quadratic formula.

Speaker 1 Kind of kills the whole entrepreneurial spirit, that whole Maverick thing we got going. Well,

Speaker 2 listen, I think we're headed for what's interest rates up right now. And there's a lot of arms ending.
There's a lot of PE companies unsophisticated that are in a lot of trouble.

Speaker 2 And they don't understand that something like this, I promise you, if I deployed this within the right company that's struggling right now, that can't even make their payments, this could turn things around.

Speaker 2 But you know what? Like you and I know, what are we always talking about? 1% of the people actually are going to do it. They're actually going to make a move.

Speaker 2 They're actually going to, they, they see this and they say, I'm going to take the time. I'm disciplined enough.
I'm going to A-B test some stuff and I'm going to recover so much freaking cash.

Speaker 2 And then I'm going to invest in my people. Then I'm going to invest in my brand.
Then I'm going to invest in my systems. But I'm going to make each dollar I spend go a lot further.

Speaker 2 I'm going to make each customer be dedicated, a lifetime customer. Like all these things.
I'm going to make sure I got control of my AR. I'm going to make sure I'm getting great reviews.

Speaker 2 I'm going to make sure I'm asking for reviews. Maybe I'm asking this customer for Angie because I'm weak on Angie.
Maybe I'm asking for a BBB. Maybe I'm asking for a review on Nextdoor.

Speaker 2 And you can switch up the campaigns where when you're weak on Yelp. Yelp's a tricky one.
You got to say, check us out on Yelp. Each and every one of these things, I know if they're a Yelper.

Speaker 2 I've got access to figure out if the customer's is a Yelper. So instead of just focusing on Google, I could build up Nextdoor.
And I know people that have built a business on Nextdoor.

Speaker 2 I could build up my Thumbtack. I could build up my Angie reviews.
Like I could turn it and model it in different ways.

Speaker 1 The possibilities are endless. Yeah.
And people turn their minds off to all those different things because they go, oh, I had a bad experience there, you know, a year ago, whatever it was.

Speaker 1 People with Facebook ads, for example, it's like, ah, Facebook ads never worked for me. Did you, did you collect all the data? Did you everything you could to convert them?

Speaker 1 I've generated over 200,000 leads on Facebook.

Speaker 1 And because I had the data, I could look at it and go, cost me this much to get a lead, cost me this much to get an appointment, cost me this much to get a deal. Is it worth spending more money? Yes.

Speaker 1 So it's like, once you get those numbers and once you have that, because you can do that along the journey, you can tag and figure out who's given, you know, how, what, what those numbers are, you can, you can dominate.

Speaker 1 You can, you can write your own check and say, I'm going to spend a hundred thousand this month on this because it's going to give me this return.

Speaker 1 But without that data, you just can't, you can't do it.

Speaker 2 So I'm sending this podcast to Adrian, my CFO, my VP of marketing. I'm sending it to Amy in charge of dispatch and call center.

Speaker 2 This is going to be very important. I need the whole team behind this.
So, I really appreciate it. What do people do? They want to reach out to you.

Speaker 2 They want to set an appointment, they want to know more about Ryan. What's the whole communication? So, we're going to chirp into you.

Speaker 1 Yeah, chirp it. Yeah, yeah, just text me.

Speaker 1 Um, we're very, we're very low pressure. We want to work, like you said, the one percent, we want to work with the one percent of people that are in implement.
We want to work with the winners.

Speaker 1 so we we have we do a demo of the system our team is trained to be very much it's it's like i said low pressure we're going to get you on and actually look at your systems they'll look and go okay you have this here's some things you can immediately implement and it's kind of this more consultative approach than it is just hey get in and sign a contract and let's get you going it's let's consult for a little bit make sure this is going to be a good fit because the last thing we want is to take your money and that's not work for you so we want to look at and say okay this is going to work um let's jump in this are the first strategies it can work with if you decide it's right for you you sign up then what's awesome and this is what i think is just a huge part of um the value of chirp is we don't just go here's your software good luck you actually get assigned an automation expert that automation expert is going to onboard you over the first month they're going to go through step by step and help you set up these various automations and you're going to choose what do you want to focus on in your business do you want to focus on speed delete focus on reviews you want to focus on all these things and they're going to help you set up those campaigns and you're going to be on with them learning how to do this.

Speaker 1 So then now you can go, okay, cool. I want to build a new automation.
Sweet, build it out. You know how to do it.

Speaker 1 If you don't know how to do it, or if you're still not comfortable, you still have that automation expert in your pocket for the rest of the time you're with Chirp.

Speaker 1 You can reach out to them and say, Hey, I'm struggling with this. How do I build this? Boom, let's jump in.
I'll show you how.

Speaker 1 And so you're not just getting a software, you're getting a software and a partner here at Chirp to help you implement.

Speaker 1 And so, what you can do is you can schedule that first call at chirp.com, C-H-I-I-R-P.com. Don't forget the two eyes.
Just click on schedule demo.

Speaker 1 It'll ask you a couple of questions, what time you want to do it at, and you'll schedule that and you'll get on with one of my experts and they'll show you how to do it.

Speaker 2 And what do they want to know more about Ryan?

Speaker 1 Want to know about Ryan? Ryan at chirp.com. Shoot me an email.
Let's talk.

Speaker 2 Ryan at chirp two eyes. Yep.
And

Speaker 2 is there one of the questions I always ask on the podcast? Obviously, you're a marketing expert. Is there any books that you've read in the last few years that you're like kind of changed

Speaker 2 your forward thinking?

Speaker 1 Oh, dude. Yeah.
So,

Speaker 1 you know, Ben Hardy is the man.

Speaker 2 Dr. Ben Hardy, I was just talking to you.

Speaker 1 Dr.

Speaker 2 Ben Hardy. Who Not How.
Yeah. Tennis.
He's the man.

Speaker 1 Gap in the Gain.

Speaker 2 Gap in the Gain.

Speaker 1 Was the first, right? If you haven't read Gap in the Gain and you feel like you're not happy in business as an entrepreneur, as a high-performing entrepreneur, read Gap in Gain.

Speaker 1 You're living in the gap. Read that book.
I can guarantee you it'll change your life.

Speaker 1 And then Who, Not How was pivotal for me you know justin you've met justin he's he's my top he's head of sales he's head of partnerships he's

Speaker 1 oh he's he's he's out of all the people i've worked with in my life he is the most passionate he is the most focused he's just an amazing guy i actually

Speaker 1 read who not how

Speaker 1 and literally when i was finished i said i just got i just got to find a who for because i was selling chirp at the time myself and i was like i want to scale i got to go you're not that good i'm kidding i was closing like crazy but no

Speaker 1 But I was like, I need to replace myself and move and move along. And I pulled up my LinkedIn and somehow Justin and I were connected.
And I just was like, hey, maybe I'll call this guy. I called him.

Speaker 1 And it was literally the first person that I called. And he goes, hey, I've been actually, I just, I've been

Speaker 1 running my own consulting business, but I love startups. And I was just thinking about getting back into to looking to get in with the startup.
And it was like the match made in heaven.

Speaker 1 He came in and it's just done such a good job. But yeah, Who, Not How, How, Dr.
Ben Hardy. That is a game changer book.
Dan Sullivan. Yeah, Dan Sullivan, Ben Hardy.

Speaker 1 And then, yeah, it's Dan Sullivan and Ben Hardy together that write these books. And then 10X is easier than 2X.

Speaker 2 And last thing to close out the podcast, we talked mostly about chirping automation because literally, I mean, it's exciting.

Speaker 2 I love your journey. You were doing windshields.
You created a...

Speaker 2 course to do windshields, generated $2 million just off of social media, figured out just this automation thing, this using your brains instead of adding heads and making people more efficient is the way to do it.

Speaker 2 But I'll give you a chance to close this out, whatever you want. Maybe it's something spiritual.
Maybe it's something to just get your act together.

Speaker 2 Maybe it's take action today, whatever you want to talk about just to close us out.

Speaker 1 Yeah, for sure. So

Speaker 1 I've been really heavily focused on, and Justin and I talk about this every day.

Speaker 1 We're kind of the weirdos in the office as far as like, like I said, I'm very, I'm very spiritual. Justin's very universe oriented.
We're very vibration-oriented.

Speaker 1 We like thinking about, you know, how can we vibrate at a higher level. As far as spiritual things go, for me, like I'm a big believer in operating from peace, from a level of peace.

Speaker 1 If you don't have peace in your life, it's very difficult for things to flow. You can force money into your life, vibrating at different levels.
You can force it.

Speaker 1 But if you want things to be easy, if you want things to flow, peace is where you should, that should be the goal.

Speaker 1 And if you're you're operating from peace, you're going to find flow in your life and people are going to be attracted. They're going to want to be around you.
And that's going to make things easier.

Speaker 1 Just like how you and I came together. It was just like very natural.
It wasn't forced. It was simple.
Yeah.

Speaker 1 And you know, if you're vibrating at that higher level, you're going to just have an easier life.

Speaker 1 And so if you can identify ways in your life that are interrupting or disrupting your peace, then you should change those things.

Speaker 2 So I love it. Mr.
Ryan, you did great. And I really appreciate it.
I'm glad we met. I'm really, thank God, because I had no idea that there was these automations.

Speaker 2 I was trying to work on these hubspot crazy ass things, and it's just so simple.

Speaker 2 It's easy to use. You get the right people.
You write the right copy. And I had a blast today on this podcast.
Hopefully people got some value.

Speaker 2 Thanks, everybody, the home service expert listeners. We really appreciate it.
If you get a chance, and you like what you heard, let us know.

Speaker 2 Hey, if you don't want to sign up for this stuff, it's each his own but if you enjoy the podcast you like the guests let us know go to apple go to your favorite place you listen to the podcast i'd love to hear if you have something good to say if you have something bad to say text me about it maybe i can fix it i appreciate all the listeners thanks ryan for being here thank you tommy appreciate it very much and work everybody

Speaker 2 Hey there, thanks for tuning into the podcast today. Before I let you go, I want to let everybody know that Elevate is out and ready to buy.

Speaker 2 I can share with you how I attracted a a winning team of over 700 employees in over 20 states. The insights in this book are powerful and can be applied to any business or organization.

Speaker 2 It's a real game changer for anyone looking to build and develop a high-performing team like over here at A1 Garage Door Service.

Speaker 2 So, if you want to learn the secrets to help me transfer my team from stealing the toilet paper to a group of 700-plus employees rowing in the same direction, head over to elevateandwin.com forward slash podcast and grab a copy of the book.

Speaker 2 Thanks again for listening, and we'll catch up with you next time on the podcast.