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Course Module: 1. AAU Agency/Module 3 - The Client Module 24
Lesson: 11. The Onboarding Process Worksheet
Duration: 15:31
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[00:00 -> 00:05] Alright, so this is going to be a fairly quick and pretty much self-explanatory worksheet,
[00:05 -> 00:11] but I do want to walk you through it. This is an onboarding worksheet that when you talk to a client,
[00:11 -> 00:17] you close a client and you are bringing them on board. Once again, I typically will have a
[00:17 -> 00:22] conversation within the sales conversation. I send the invoice out, they pay it. Let's say they
[00:22 -> 00:26] paid it online, right? You know, they want you right now. They just gave you their information
[00:26 -> 00:33] over the phone. You are good to go. To get started, to get them set up, this is the absolute minimum
[00:33 -> 00:37] you need. I actually have, if you don't go down to the bottom of the worksheet here, you can see
[00:37 -> 00:42] there's a sample. I filled one out for you, but let's just walk you through it. Okay, so you have your
[00:42 -> 00:47] blank worksheet here that you can use every time. But let's say the client name, we're going to go
[00:47 -> 00:51] with floor refinishing again, right? You need all of the information to properly set up a new
[00:51 -> 00:57] campaign and anything in blue, we will set up later in the process. Okay, so let's say it's
[00:57 -> 01:02] Manseen floor refinishing. You want their client address where they're located. Now, this is
[01:02 -> 01:08] important because even if they are a home based business, people want to know when they do business
[01:08 -> 01:14] online with a company that there is a physical address. So regardless of whether they're running
[01:14 -> 01:19] it out of their house or whatever, you do need to have some kind of an address in here because it is
[01:19 -> 01:25] kind of a legitimacy check for people. Your conversions will go down if there is no physical
[01:25 -> 01:31] address on there. Nobody's going to go to it, obviously, because this is a services business,
[01:31 -> 01:36] but it does help. A good example is even when I had my online t-shirt company,
[01:36 -> 01:41] I was running everything out of my home. I did not have an address on there for the longest time.
[01:41 -> 01:48] And once I added my address, our sales jumped like it was over 10%, just because people thought
[01:48 -> 01:54] it was a little bit more legitimate if they even just saw the address. Okay, this is their website.
[01:55 -> 02:00] I just threw mine in there, obviously. Now, this is the client phone number. This is the phone number
[02:00 -> 02:05] where people are calling. So if somebody calls their business right now, you know, to get their
[02:05 -> 02:11] service, what phone number are they calling? The client tracking phone number is something that we
[02:11 -> 02:16] will get later on in the process. Okay, so you don't have to worry about that now, but this is the
[02:16 -> 02:21] number that you want. So you say, Mr. Client, this is where I need the phone number where all your
[02:21 -> 02:25] sales calls are going to go to, somewhere where somebody's going to be answering the phone on a
[02:25 -> 02:31] regular basis. Put that number here. Same thing where email address. So when we get a lead online
[02:31 -> 02:36] through the web form, we need to know where to send those, where basically where they're going to
[02:36 -> 02:42] get the quickest response. So if that has to go to an assistant, because she's looking at her email
[02:42 -> 02:48] all day or wherever this needs to be that email address, monthly budget. This is how much they are
[02:48 -> 02:55] budgeting for advertising spend only. This does not include your fees. This is literally four ads,
[02:55 -> 03:01] and you want the monthly number here. Okay, so if they're $1,000 a month or $3,000, put that number
[03:01 -> 03:06] here. Zip codes. When we're setting up a campaign, I'll show you why zip codes are very important.
[03:07 -> 03:13] But you will get some people that will say, as far as zip codes go, we just want this whole area.
[03:13 -> 03:17] And you might have to talk them down a little bit, because if they have a small budget and they're
[03:17 -> 03:22] trying to encompass a big area, you want to narrow that down. But when we go through the
[03:22 -> 03:28] setup on Google ads, you'll see more about this. But this is important. Zip codes are great,
[03:28 -> 03:34] because as and explain to the customer, zip codes work better because as we go, we're going to find
[03:34 -> 03:38] that certain zip codes convert way better than others. And what we're going to do is we're going
[03:38 -> 03:45] to funnel the money from bad zip codes, ones that don't convert to the ones that do. But we have to
[03:45 -> 03:50] have the zip codes to figure that out. So you might get a little bit of pushback on that, and I'll
[03:50 -> 03:56] show you kind of a way around it. But if they have zip codes, you know, or zip codes surrounding a
[03:56 -> 04:02] specific area, that's always ideal. And you can just put all those here. Days and times to run ads.
[04:02 -> 04:06] So, Mr. Client, what days and times do you want to run the ads? And they're going to be like,
[04:06 -> 04:12] well, all the time, and you're going to say, no, you don't. And here's why. When you're running ads
[04:12 -> 04:15] at three o'clock in the morning, nobody's really looking for your service at three o'clock in the
[04:15 -> 04:20] morning, but you will get clicks. Somebody might be coming home late. They might be drunk.
[04:21 -> 04:26] Whatever it might be, you are going to use a lot of your budget in those bad hours.
[04:27 -> 04:33] So I will tell people typically run them during your hours at your open or hours that you're going
[04:33 -> 04:39] to answer the phone. Some clients don't want to answer the phone after, you know, six o'clock p.m.
[04:39 -> 04:44] Shut your ads off. If some clients don't want to run, you know, they don't want to work
[04:44 -> 04:48] seven a.m. to 10 p.m. That's fine. But if they're not going to answer the phone,
[04:48 -> 04:53] then turn the ads off. Now, what I will tell them is also, what time do you guys start working?
[04:53 -> 04:58] They'll say, well, we work from eight to five. I'd say, okay, what if we run the ads from like
[04:58 -> 05:04] seven a.m. to six p.m. It's because people get up in the morning. And sometimes before they go to
[05:04 -> 05:09] work, they will do a search for, you know, whatever service they need, as well as after they come
[05:09 -> 05:15] home. I tend to say if you can run them later, the better, because people will come home, they'll
[05:15 -> 05:18] have dinner, they'll see their family. And then they're like, Oh, that's right, we need to call
[05:18 -> 05:23] somebody about redoing the floors or do a search for them. Okay. So I will typically
[05:23 -> 05:29] start the ads around seven on an average campaign and run them till nine or 10. And then we'll
[05:29 -> 05:34] over time we'll pair that down because if we're not getting any clicks or conversions in these
[05:34 -> 05:39] times, we're not going to run ads. But that comes more when we are optimizing the campaign.
[05:39 -> 05:44] The website access to attach the landing pages to the website. This is something I will show you
[05:44 -> 05:51] how to get here in a bit. And you can just say received it or in process, just so that you know
[05:52 -> 05:56] where that's at. That's just something that you send over to them. Okay. Or you can just say
[05:57 -> 06:04] sent over or still need to do, you know, whatever. And if you want to highlight this,
[06:04 -> 06:09] that's great. Just highlight it in some other color. So you know that Oh, we still need to do that,
[06:09 -> 06:15] right? Google ads access. If they've got it, I'll show you how to get this or what to do.
[06:16 -> 06:21] I just put it like here, got it, or you know, maybe you're in process. And once again, I'll give
[06:21 -> 06:26] you templates for all this to send the clients and things and instructions that they can give you
[06:26 -> 06:31] access that they already have a Google ads account. If they don't have a Google ads account,
[06:31 -> 06:38] you can just say set up new account, right? Maybe they've never run Google ads. So you just set up a
[06:38 -> 06:44] new one. There's nothing to get there. Client colors. I use this little thing called color cop.
[06:45 -> 06:52] It's just a little time color cop C O P. It is just a little add on. And what it does
[06:53 -> 06:59] is if it goes to a website, you want to know what color this is, you just literally click this
[06:59 -> 07:05] little dropper and you drag it there and it will give you the color codes. So when you're setting
[07:05 -> 07:12] up landing pages, you know the kind of website colors that the client has. It's just easier when
[07:12 -> 07:17] you're setting it up, you'll see why later on in the process. So I will just get the two main colors,
[07:18 -> 07:24] you know, and I will just paste them in here. Okay, main service keyword. This company is going
[07:24 -> 07:29] to be running floor refinishing other service keywords. So this is the main services. Now if
[07:29 -> 07:34] they're doing two, maybe they're doing floor refinishing floor sanding. Those are the main ones they want
[07:34 -> 07:40] to do. Other ones might be they're like, well, we got also do floor repair or buffing or sandless.
[07:40 -> 07:45] Then you would put the other service ones down here, but these are going to be the main keywords
[07:45 -> 07:49] that you're concentrating on. All right, these are going to be some additional ones.
[07:50 -> 07:55] Doesn't want to do what I mean by that is there are certain businesses where like, let's say
[07:55 -> 08:01] pest control, a lot of pest control companies will do, you know, mice and, you know, termites and
[08:01 -> 08:05] things like that, but they don't want to do bed bugs. So this is one of those services where you'd
[08:05 -> 08:12] put doesn't want to do, meaning they don't want to advertise for it. Okay, don't ever assume that
[08:12 -> 08:17] the client wants to advertise for all of their services. Typically they don't. Certain services
[08:17 -> 08:22] are much more profitable. Certain services are maybe more of a pain for them. But if they don't
[08:22 -> 08:29] want to do something, put it here. In this case, I just put not applicable questions on the form.
[08:29 -> 08:33] So when there's a form on the landing pages that we build, these are the typical questions that
[08:33 -> 08:39] we ask. Name, phone, email, how can we help you? Sometimes a client will say, hey, we want to add
[08:40 -> 08:46] city or zip code in there. And that's fine. Just make a note of it here. But also remind them
[08:46 -> 08:54] that the more questions that they ask people, the less likely people are to convert by 17% for
[08:54 -> 08:59] every question that you ask, meaning if I was to ask one more question here,
[09:00 -> 09:06] up to 17% of the people might not finish it or leave. Okay, so you want to leave it as simple as
[09:06 -> 09:11] possible. So I tried to leave it to these four. If they want to ask one more question, that's fine.
[09:12 -> 09:16] Credit card info, you need to get this in your Stripe account. We'll show you how to do that.
[09:17 -> 09:24] So that you have it so you can build a client as well as when you're setting up their Google ads
[09:24 -> 09:29] account, you need to put that information in there. So you're going to need it in two places.
[09:29 -> 09:34] Now I will typically write it down. I don't want it in an electronic form anywhere,
[09:34 -> 09:38] just because I don't want it to get stolen. I don't want that responsibility to be on me.
[09:38 -> 09:43] So I will write it down. And then I will typically set up their Google ads campaign and set up their
[09:43 -> 09:48] Stripe account for our billing purposes, and then destroy that and make sure that I don't keep it
[09:48 -> 09:55] anywhere. But to set the account up, you need to have this information. You do not want to set it
[09:55 -> 10:00] up with your own credit card. So before you even go into Google ads to set it up, you need to have
[10:00 -> 10:07] their credit card images. I usually just set up a client folder for them, or I need to go get
[10:07 -> 10:12] images. So the images might be off their website. It might be, you know, if it's past control,
[10:12 -> 10:16] it might get just because our images aren't very good. I might be going to get some from where we
[10:16 -> 10:23] get our images and I'll show you that. Testimonials. Always put where the testimonials are here. Now the
[10:23 -> 10:27] testimonials, they might have some testimonials on their website. They might have it on their
[10:27 -> 10:32] Google business listing and just put that in here in their Google business listing or their
[10:32 -> 10:38] Facebook business listing, wherever we can find them quickly, because we're going to use some
[10:38 -> 10:42] testimonials on their landing pages. And if we don't have to look for it, you know, we know where they're
[10:43 -> 10:48] at. Great. Call-ups. These are different things. When we're writing their ads, this is kind of what we
[10:48 -> 10:54] want. And you can tell the client that so typically when we're writing ads, we want some little things
[10:54 -> 10:59] to kind of drive some engagement to those ads or little things like that add to your service to
[10:59 -> 11:05] your business. So things like free shipping or free estimates or 100% satisfaction guaranteed.
[11:05 -> 11:10] You can tell them things like that just to get their, you know, their juices flowing to give you
[11:10 -> 11:15] some ideas. You know, they might say, we can get it done in time for the holidays. And they might say,
[11:16 -> 11:21] you know, $25 off for every new customer. Different things like that. This will just give you some
[11:21 -> 11:27] ideas. Write some of those down here because as we write the ads, it's easy. It's great to have
[11:27 -> 11:32] that information so we can refer back to it. Average revenue per client. This is where we're
[11:32 -> 11:38] going to use this information for that ROI calculator. And also later on down the road,
[11:38 -> 11:41] when we're talking to clients, if they're saying that this isn't working, we have this
[11:41 -> 11:47] information on hand. So we're saying, wait a minute, we've gotten you approximately, you know,
[11:48 -> 11:55] 27 leads this month. And you say you close X amount, you know, so we know that we've made this much.
[11:55 -> 11:59] We've spent this much. How is that not profitable? Sometimes they just don't,
[11:59 -> 12:03] aren't thinking about it, or they're just having a bad day and we just want to cover ourselves.
[12:04 -> 12:09] But it also helps us show a possible return on investment to the client.
[12:09 -> 12:14] Now I just added something in here as well. So you got the average revenue for clients. So ask
[12:14 -> 12:20] them on an average sales call or service call, how much do you guys charge? And they're going to say,
[12:20 -> 12:25] on average, it's going to be, you know, for floor refinishing, let's just say their average revenue
[12:25 -> 12:32] is $600 a job. All right. Now you're going to ask them, how much is that a profit? So on average,
[12:32 -> 12:38] you know, is it 50% profit you guys make? Is it 30? Is it 80? It really will vary depending on the
[12:38 -> 12:42] industry, like pest control. Sometimes they go out there and they might only be out there for five
[12:42 -> 12:49] minutes, right? So the profit might be much higher. But let's just say on this one, average profit
[12:49 -> 12:58] for client would be 50% or let's say $300 out of that 600. Also on this one, on average close rate,
[12:58 -> 13:04] this is the one I just added. If you're talking to the client and you say, all right, Mr. Client,
[13:04 -> 13:10] let's say, you know, you get 10 people that call you today, on average, what's your close rate?
[13:10 -> 13:18] How many times out of 10 are you landing those jobs? Now here's where I say minus 50%. The client's
[13:18 -> 13:22] going to always overestimate. They always think that they are amazing salespeople and some of them
[13:22 -> 13:31] are don't get me wrong. But if they say 80%, I'll just put 40. The reason is, is I want to know
[13:32 -> 13:36] that I want to go on shortsighted. I want to go in and be like, all right, well, if we got them 10
[13:36 -> 13:42] leads, they're closing 40%. You know, and figure that out with the calculator. If the client ever
[13:42 -> 13:47] needs me to, you know, if they're telling me it's not working, I want to use this number. I want to
[13:47 -> 13:55] go on the short side. Okay. But they will always, always overestimate. You'll hear some guys say,
[13:55 -> 14:01] I get nine out of 10 or 10 out of 10, which we all know is not the case. So, but then you also
[14:01 -> 14:07] hear somebody say, we close 47%. If you heard a number like that, like kind of an odd number,
[14:07 -> 14:12] then you know that they're tracking, okay, which is a great thing. And then I'll put that actual number
[14:12 -> 14:17] here. JavaScript, the call rail JavaScript code, this is just a code that we want in here.
[14:17 -> 14:22] When we're setting things up, we'll get that later. And the Google ads conversion code,
[14:22 -> 14:29] we will get that as well later. But this is a sample onboarding worksheet. You can go over here
[14:29 -> 14:34] and here it's blank. So you can fill that out for each one of your clients. But that's what I usually
[14:34 -> 14:38] will say, all right, we're going to need to have an onboarding call. It'll take, you know, 15 to 20
[14:38 -> 14:44] minutes to go through this with them. But before I do, I already know their name, I can find their
[14:44 -> 14:49] address and their zip code and their website and a few other things, right? Maybe we the client
[14:49 -> 14:56] colors, I might already go and do that. I might write down some other keywords and our services
[14:56 -> 15:00] and move them around. Like, you know, they may have five services and they only want to concentrate
[15:00 -> 15:05] on two doesn't want to do we'll fill that in when we talk to them. Questions on the forum,
[15:05 -> 15:12] we can actually put those on there now because we typically those are the main ones and on 90% of
[15:12 -> 15:17] our clients. Those are the ones that we use the rest of this stuff we're going to have to go get.
[15:17 -> 15:21] Maybe we can check their website and find testimonials or their Google business listing,
[15:22 -> 15:26] whatever. But most of the stuff, some of the stuff we can fill out the rest of it, we'll get on the
[15:26 -> 15:30] call and it just saves us time if we already have it written down. All right, we'll see you in the next
[15:30 -> 15:38] training.

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Alright, so this is going to be a fairly quick and pretty much self-explanatory worksheet, but I do want to walk you through it. This is an onboarding worksheet that when you talk to a client, you close a client and you are bringing them on board. Once again, I typically will have a conversation within the sales conversation. I send the invoice out, they pay it. Let's say they paid it online, right? You know, they want you right now. They just gave you their information over the phone. You are good to go. To get started, to get them set up, this is the absolute minimum you need. I actually have, if you don't go down to the bottom of the worksheet here, you can see there's a sample. I filled one out for you, but let's just walk you through it. Okay, so you have your blank worksheet here that you can use every time. But let's say the client name, we're going to go with floor refinishing again, right? You need all of the information to properly set up a new campaign and anything in blue, we will set up later in the process. Okay, so let's say it's Manseen floor refinishing. You want their client address where they're located. Now, this is important because even if they are a home based business, people want to know when they do business online with a company that there is a physical address. So regardless of whether they're running it out of their house or whatever, you do need to have some kind of an address in here because it is kind of a legitimacy check for people. Your conversions will go down if there is no physical address on there. Nobody's going to go to it, obviously, because this is a services business, but it does help. A good example is even when I had my online t-shirt company, I was running everything out of my home. I did not have an address on there for the longest time. And once I added my address, our sales jumped like it was over 10%, just because people thought it was a little bit more legitimate if they even just saw the address. Okay, this is their website. I just threw mine in there, obviously. Now, this is the client phone number. This is the phone number where people are calling. So if somebody calls their business right now, you know, to get their service, what phone number are they calling? The client tracking phone number is something that we will get later on in the process. Okay, so you don't have to worry about that now, but this is the number that you want. So you say, Mr. Client, this is where I need the phone number where all your sales calls are going to go to, somewhere where somebody's going to be answering the phone on a regular basis. Put that number here. Same thing where email address. So when we get a lead online through the web form, we need to know where to send those, where basically where they're going to get the quickest response. So if that has to go to an assistant, because she's looking at her email all day or wherever this needs to be that email address, monthly budget. This is how much they are budgeting for advertising spend only. This does not include your fees. This is literally four ads, and you want the monthly number here. Okay, so if they're $1,000 a month or $3,000, put that number here. Zip codes. When we're setting up a campaign, I'll show you why zip codes are very important. But you will get some people that will say, as far as zip codes go, we just want this whole area. And you might have to talk them down a little bit, because if they have a small budget and they're trying to encompass a big area, you want to narrow that down. But when we go through the setup on Google ads, you'll see more about this. But this is important. Zip codes are great, because as and explain to the customer, zip codes work better because as we go, we're going to find that certain zip codes convert way better than others. And what we're going to do is we're going to funnel the money from bad zip codes, ones that don't convert to the ones that do. But we have to have the zip codes to figure that out. So you might get a little bit of pushback on that, and I'll show you kind of a way around it. But if they have zip codes, you know, or zip codes surrounding a specific area, that's always ideal. And you can just put all those here. Days and times to run ads. So, Mr. Client, what days and times do you want to run the ads? And they're going to be like, well, all the time, and you're going to say, no, you don't. And here's why. When you're running ads at three o'clock in the morning, nobody's really looking for your service at three o'clock in the morning, but you will get clicks. Somebody might be coming home late. They might be drunk. Whatever it might be, you are going to use a lot of your budget in those bad hours. So I will tell people typically run them during your hours at your open or hours that you're going to answer the phone. Some clients don't want to answer the phone after, you know, six o'clock p.m. Shut your ads off. If some clients don't want to run, you know, they don't want to work seven a.m. to 10 p.m. That's fine. But if they're not going to answer the phone, then turn the ads off. Now, what I will tell them is also, what time do you guys start working? They'll say, well, we work from eight to five. I'd say, okay, what if we run the ads from like seven a.m. to six p.m. It's because people get up in the morning. And sometimes before they go to work, they will do a search for, you know, whatever service they need, as well as after they come home. I tend to say if you can run them later, the better, because people will come home, they'll have dinner, they'll see their family. And then they're like, Oh, that's right, we need to call somebody about redoing the floors or do a search for them. Okay. So I will typically start the ads around seven on an average campaign and run them till nine or 10. And then we'll over time we'll pair that down because if we're not getting any clicks or conversions in these times, we're not going to run ads. But that comes more when we are optimizing the campaign. The website access to attach the landing pages to the website. This is something I will show you how to get here in a bit. And you can just say received it or in process, just so that you know where that's at. That's just something that you send over to them. Okay. Or you can just say sent over or still need to do, you know, whatever. And if you want to highlight this, that's great. Just highlight it in some other color. So you know that Oh, we still need to do that, right? Google ads access. If they've got it, I'll show you how to get this or what to do. I just put it like here, got it, or you know, maybe you're in process. And once again, I'll give you templates for all this to send the clients and things and instructions that they can give you access that they already have a Google ads account. If they don't have a Google ads account, you can just say set up new account, right? Maybe they've never run Google ads. So you just set up a new one. There's nothing to get there. Client colors. I use this little thing called color cop. It's just a little time color cop C O P. It is just a little add on. And what it does is if it goes to a website, you want to know what color this is, you just literally click this little dropper and you drag it there and it will give you the color codes. So when you're setting up landing pages, you know the kind of website colors that the client has. It's just easier when you're setting it up, you'll see why later on in the process. So I will just get the two main colors, you know, and I will just paste them in here. Okay, main service keyword. This company is going to be running floor refinishing other service keywords. So this is the main services. Now if they're doing two, maybe they're doing floor refinishing floor sanding. Those are the main ones they want to do. Other ones might be they're like, well, we got also do floor repair or buffing or sandless. Then you would put the other service ones down here, but these are going to be the main keywords that you're concentrating on. All right, these are going to be some additional ones. Doesn't want to do what I mean by that is there are certain businesses where like, let's say pest control, a lot of pest control companies will do, you know, mice and, you know, termites and things like that, but they don't want to do bed bugs. So this is one of those services where you'd put doesn't want to do, meaning they don't want to advertise for it. Okay, don't ever assume that the client wants to advertise for all of their services. Typically they don't. Certain services are much more profitable. Certain services are maybe more of a pain for them. But if they don't want to do something, put it here. In this case, I just put not applicable questions on the form. So when there's a form on the landing pages that we build, these are the typical questions that we ask. Name, phone, email, how can we help you? Sometimes a client will say, hey, we want to add city or zip code in there. And that's fine. Just make a note of it here. But also remind them that the more questions that they ask people, the less likely people are to convert by 17% for every question that you ask, meaning if I was to ask one more question here, up to 17% of the people might not finish it or leave. Okay, so you want to leave it as simple as possible. So I tried to leave it to these four. If they want to ask one more question, that's fine. Credit card info, you need to get this in your Stripe account. We'll show you how to do that. So that you have it so you can build a client as well as when you're setting up their Google ads account, you need to put that information in there. So you're going to need it in two places. Now I will typically write it down. I don't want it in an electronic form anywhere, just because I don't want it to get stolen. I don't want that responsibility to be on me. So I will write it down. And then I will typically set up their Google ads campaign and set up their Stripe account for our billing purposes, and then destroy that and make sure that I don't keep it anywhere. But to set the account up, you need to have this information. You do not want to set it up with your own credit card. So before you even go into Google ads to set it up, you need to have their credit card images. I usually just set up a client folder for them, or I need to go get images. So the images might be off their website. It might be, you know, if it's past control, it might get just because our images aren't very good. I might be going to get some from where we get our images and I'll show you that. Testimonials. Always put where the testimonials are here. Now the testimonials, they might have some testimonials on their website. They might have it on their Google business listing and just put that in here in their Google business listing or their Facebook business listing, wherever we can find them quickly, because we're going to use some testimonials on their landing pages. And if we don't have to look for it, you know, we know where they're at. Great. Call-ups. These are different things. When we're writing their ads, this is kind of what we want. And you can tell the client that so typically when we're writing ads, we want some little things to kind of drive some engagement to those ads or little things like that add to your service to your business. So things like free shipping or free estimates or 100% satisfaction guaranteed. You can tell them things like that just to get their, you know, their juices flowing to give you some ideas. You know, they might say, we can get it done in time for the holidays. And they might say, you know, $25 off for every new customer. Different things like that. This will just give you some ideas. Write some of those down here because as we write the ads, it's easy. It's great to have that information so we can refer back to it. Average revenue per client. This is where we're going to use this information for that ROI calculator. And also later on down the road, when we're talking to clients, if they're saying that this isn't working, we have this information on hand. So we're saying, wait a minute, we've gotten you approximately, you know, 27 leads this month. And you say you close X amount, you know, so we know that we've made this much. We've spent this much. How is that not profitable? Sometimes they just don't, aren't thinking about it, or they're just having a bad day and we just want to cover ourselves. But it also helps us show a possible return on investment to the client. Now I just added something in here as well. So you got the average revenue for clients. So ask them on an average sales call or service call, how much do you guys charge? And they're going to say, on average, it's going to be, you know, for floor refinishing, let's just say their average revenue is $600 a job. All right. Now you're going to ask them, how much is that a profit? So on average, you know, is it 50% profit you guys make? Is it 30? Is it 80? It really will vary depending on the industry, like pest control. Sometimes they go out there and they might only be out there for five minutes, right? So the profit might be much higher. But let's just say on this one, average profit for client would be 50% or let's say $300 out of that 600. Also on this one, on average close rate, this is the one I just added. If you're talking to the client and you say, all right, Mr. Client, let's say, you know, you get 10 people that call you today, on average, what's your close rate? How many times out of 10 are you landing those jobs? Now here's where I say minus 50%. The client's going to always overestimate. They always think that they are amazing salespeople and some of them are don't get me wrong. But if they say 80%, I'll just put 40. The reason is, is I want to know that I want to go on shortsighted. I want to go in and be like, all right, well, if we got them 10 leads, they're closing 40%. You know, and figure that out with the calculator. If the client ever needs me to, you know, if they're telling me it's not working, I want to use this number. I want to go on the short side. Okay. But they will always, always overestimate. You'll hear some guys say, I get nine out of 10 or 10 out of 10, which we all know is not the case. So, but then you also hear somebody say, we close 47%. If you heard a number like that, like kind of an odd number, then you know that they're tracking, okay, which is a great thing. And then I'll put that actual number here. JavaScript, the call rail JavaScript code, this is just a code that we want in here. When we're setting things up, we'll get that later. And the Google ads conversion code, we will get that as well later. But this is a sample onboarding worksheet. You can go over here and here it's blank. So you can fill that out for each one of your clients. But that's what I usually will say, all right, we're going to need to have an onboarding call. It'll take, you know, 15 to 20 minutes to go through this with them. But before I do, I already know their name, I can find their address and their zip code and their website and a few other things, right? Maybe we the client colors, I might already go and do that. I might write down some other keywords and our services and move them around. Like, you know, they may have five services and they only want to concentrate on two doesn't want to do we'll fill that in when we talk to them. Questions on the forum, we can actually put those on there now because we typically those are the main ones and on 90% of our clients. Those are the ones that we use the rest of this stuff we're going to have to go get. Maybe we can check their website and find testimonials or their Google business listing, whatever. But most of the stuff, some of the stuff we can fill out the rest of it, we'll get on the call and it just saves us time if we already have it written down. All right, we'll see you in the next training.

