E Newsletter Envelope Blue Gold


June ♦ 2018

 In This Issue...

What Are You Building and Why  [Tom Grandy]

Mistakes and Solutions [Dave Ramsey]

Do You Want To Work at Chick-Fil-A? [Tom Grandy]

Planning For Profit: Workshop locations available  [Grandy & Associates]

Profit University Audio Series: How Not To Get Buried On Page 2 of GOOGLE [Lorraine Ball]  

What Are You Building and Why

by Tom Grandy

If you strip all the ego and fluff away there is only one real reason most people start their own business.  You want to make more money and be your own boss but the "real" reason most start their own company is to provide for their family.  Let’s look at a company’s history.

The first 2-3 years were really tough.  There are long hours and major cash flow issues.  Those first few years cause "running a business" issues to pop up that you were never aware of while you were working for someone else.  In the old days, you finished the shift and simply went home without giving a thought towards the company until you showed up for work the next morning.  Not anymore.  Now you’re working 50-70 hours a week and when you do get home it's difficult to turn it off.  If you’re not physically at the office you are thinking about it, right?  The kids are young and they miss seeing you but you’re working really hard to make provision for your family. 

Congratulations, you made it through those first few years.  A pat on the back really is due because less than 50% of startup companies make it as far as you have.  Now let's take a look at years 3 to 6.  You have an office, someone to answer the phone, and a couple of technicians in the field.  Chances are your wife has moved from part time to full time to make sure the bills are paid and invoicing goes out on time.  You are only working in the field when one of the techs doesn't show up or when things are really busy.  You are still working the same number of hours but now you are doing more sales to keep everyone else busy.  Being the owner is becoming more about finding work, getting the repair or installation, completed properly and in a timely manner.  A few serious "business" issues are now beginning to surface.  Cash flow isn't just an issue, it's a major issue, especially since you started doing a few of those larger commercial jobs...that don't pay for 30, 60 or more days.  Finding skilled technicians to take care of your growing sales is a lot harder than you expected.  Another thing is happening.  Your sales are increasing while profits seem to be deceasing. There just never seems to be much money in the checkbook.  But the company is growing and the profits will come…right?

Side note:  Your wife is getting a bit nervous about cash flow and she misses being with the kids.  It’s been a long time since just the two of you went on a date night or the family took a vacation.  You have missed a lot of our children’s activities and they probably really did understand why you couldn’t make the game or even their birthday party.  Those customers keep calling with emergencies so you “had” to go.

Again, it was hard but you made it through.  Years 7-10 are a bit different.  The company continues to grow (as well as the family) and you are now not only making a profit but you are actually seeing some of it in the checkbook!  You've made the transition from the field into the office and you are now working "on" the business, rather than "in" it.  You have a full-time office manager and/or a bookkeeper/accountant on staff.  All that debt you accumulated those first years is in the process of being paid off.  The company is finally doing what you originally envisioned.  The needs of your family are now being met and systems are being put in place so you don't have to work as many hours as you did in the past...but you are.

You paid the price and in so many ways, you have arrived.  However, in most cases there was a price that was paid that had nothing to do with the company.  How is your relationship with your wife?  When was the last time you went to the kids ball game or piano recital?  How long has it been since you took a family vacation?  What Are You Building and Why?

When is enough, enough?

If we are not careful in today's world our business becomes our life.  It's NOT!  It's a big part of your life but there is more to life than working 50-70 hours a week. Do you remember why you started the business in the first place?  If you remember, it was to make provision for your family.  You have accomplished that, so NOW what is important?  Do you really need more money? 

There is nothing wrong with wanting to build the business beyond meeting your needs but, what are your short and long-term goals?  Do you want to spend more time with the family?  Do you want to give back to the community?  Great, how you are you going to accomplish that?  Do you want to bless your employees?  What needs to be put into place to make that happen?  Once our basic family needs are met why are still working 50-70 hours a week?  Growth and increased profitability are of little value if it's not helping you accomplish a specific purpose.  What are you building and why?  Ask yourself that question then spend some time answering it.  It wouldn't be a bad idea to discuss that question with your spouse as well!

If you really want to know what is important to you ask yourself one simple question.  “Where do I spend my time and where do I send my money?”  The honest answer to that question can be very revealing!

Website Special

Would you like to attend a “meaningful” class without leaving the comfort of your own home? Check out Grandy & Associates Self-Paced Online Training.  There are numerous topics from being an effective Service Manager to proper labor pricing.   Modules are normally $39.95 each but this month Self-Paced Online Training modules are only $29.95 each. Order today!

Like all our products, if you are not 100% happy, simply return it for a full refund no questions asked.

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Mistakes and SolutionsDave Ramsey Headshot

By Dave Ramsey

Being a leader is a lot like writing a novel. Everyone thinks they can do it, but few do it well. Fortunately, leadership is a skill that can be learned. And the most common way to learn and gain that necessary experience is by making big, whopping mistakes. Earning a Ph.D. in mess-uppery is an essential part of your business education.

Many of the lessons I teach are culled from mistakes. We made a mistake, that mistake caused us pain, and we vowed to never make that mistake again. Believe me, mistakes are painful in the business world. Learning from them is crucial to winning.

Less painful is learning from the mistakes of others. With that spirit in mind, let’s look at a few of the most common leadership mistakes and problems, along with solutions for fixing them.

Fear of failure

A small amount of fear is a healthy thing. It motivates you to leave the cave, kill something, and bring it home. But when it paralyzes you, it's a huge problem.

The solution: First, recognize that you are fearful and your concerns may be well-founded. A bad decision could cause you to be sued, or lose money, customers, and team members. But you can't let that possibility control you. The best way to kick fear right where it hurts is to come up with a system to deal with it. Setting deadlines, gathering facts and options, and working out the worst-case scenario are just a few examples of steps you can take to get over your fear.

Get it right, not right now

One of the biggest mistakes business owners make is hiring too quickly. Often, they’re desperate because they need someone, but quick hires usually do nothing but create more problems down the road.

The solution: Take the time to find the perfect person for the job. Get the right people on the bus. At my office, people are run through the gauntlet before they’re hired. This includes at least four interviews, a personality test, and a meet-the-spouse session. The result of all that scrutiny is a company full of rock stars, and an incredibly low turnover rate.

The “nobody does it better” syndrome

Yes, I know. It's your baby, and no one can treat it as well as you. But micromanaged employees are unhappy employees. They will often leave, simply because they don’t want to endure the constant, intense scrutiny. In order for your team members to grow and become stronger, you have to let go.

The solution: Step back and let your team fly, no matter how nervous it makes you. Trust them! You were impressed by these people, and you hired them for a reason. Stop micromanaging, and allow them to perform to their full potential.

There is an exception to this rule, however. When someone first joins my team, they are heavily micromanaged until they prove their competency and integrity. I call this “training.”

The mistakes above are just a few of the most common. But there are many, many more you'll discover on your own. Just remember to learn from your miscues, and never let mistakes hold you back. George Bernard Shaw once said, "A life spent making mistakes is not only more honorable, but more useful than a life spent doing nothing."

*Small business expert Dave Ramsey is CEO of Ramsey Solutions. He has authored numerous best-selling books, including EntreLeadership. The Dave Ramsey Show is heard by 13 million listeners each week on more than 585 radio stations and multiple digital platforms. Follow Dave at entreleadership.com on the web.

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Managingservicedepartment Forweb

Do You Want To Work At Chick-Fil-A?

By Tom Grandy 

You are a tech making $15-$30/hour so you would never consider working at Chick-Fil-A for $10.00 or less per hour, but that's not my point.  Lots of teens and retired people go to work for Chick-Fil-A because it's a great environment to work in.  The franchise goes to great lengths to screen, hire, and train their employees.  Seldom will you be greeted with a poor attitude.  When you say thank you they say, “It's my pleasure!”.  Employees get along with each other and are always looking for ways to help out their team members.  It's a clean environment that offers a quality product.  Employees really enjoy working there. When customers go to Chick-Fil-A they know they are going to be treated with respect when they walk through the door.  Is the product better than anyone else's? 

The difference is not the product, it's the people.  The next time you pull through a drive-through window ask yourself these questions.  Did you understand the person on the order microphone?  Did they smile when they handed you the order?  Were you treated with respect?  Did you have a warm fuzzy feeling when you drove off? 

What's my point?  The point is that you are the company from the standpoint of the customer.  A smile, a friendly word, and being treated with respect are all things the customer appreciates.  It's the kind of thing that makes them come back again and again.  You may never work at a Chick-Fil-A but there is a lot to learn from them that can help you become a better tech. 

The acid test is always the same.  Would you want to be treated the way you just treated your customer?  It's something to think about.

Web Site Special

Do you have a desire to advance in your company?  Why not begin preparing for that next job/position by attending “meaningful” classes without leaving the comfort of your own home?  Check out Grandy & Associates Self-Paced Online Training.  There are numerous topics from being an effective Service Manager to proper labor pricing. Modules are normally $39.95 each but this month Self-Paced Online Training modules are only $29.95 each.  Order today!

Like all our products, if you are not 100% happy, simply return it for a full refund no questions asked.

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Planningforprofit 2 Dayworkshop


Planning For Profit: Workshop locations available on our web site

Planning For Profit seminars are two-day workshops held around the country and are in-depth training on how to significantly increase profitability.

You will learn exactly what you have to charge per hour to cover costs while generating the profits you want. The program will also create month-by-month, department-by-department cash flow budgets, set proper residential and commercial maintenance agreement pricing, and let you bid jobs for profit (based on your cost of doing business).

Attendence to these events are limited and space is still available. Learn more and register today!

If a workshop isn't scheduled for your area we encourage you to talk to your Distributor to see if they will be sponsoring a workshop in your city!

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Profit University _Audio Series


How Not To Get Buried on Page 2 of GOOGLE

By Lorraine Ball

Short Presentation Description:

The best place to hide a dead body is on the second page of Google…because no one ever looks there!  This presentation will cover SEO (Search Engine Optimization) that will put your company high on Page One.

Listen to a sample of this months' program! The Profit University Audio Series features a new trade focused audio presentation every month. These programs are designed to provide the trades contractor relevant information that can help their business immediately. Get more information on this program or sign up for a monthly subscription today.

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  Self -Paced Online Training Icon -Revised 12-2016

Self-Paced Online Training Modules

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June 2018 

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How Not To Get

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Bill Kinnard, President

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Tom Grandy, Founder

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Self -Paced Online Training Icon -Revised 12-2016


Grandy & Associates offers several different products that can help train you and your staff.  We now offer Self-Paced Online Training.  Currently we have more than ten training modules available.  Each module typically takes only about an hour of time out of your day but keeps your staff current on their training.  Check back often for additional modules as our library is continually growing! 




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The Why Do We Need To Charge So Much?  DVD version is designed for group discussions.  It leaves out the interactions and quizzes to make it ideal for group training in your company. You can view any section of the program in whatever order you choose.  It is perfect for company meetings or weekly tech breifings as each section takes only 10 minutes or so to review and helps explain to your team all that is involved in your pricing.  


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