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- [00:01]
John Pajak
Hey there. This is part five of a five part special series designed to help you have your best season ever. All week I've been walking you through different parts of your business from pricing, how much you make per customer, how to get new customers and how often you serve them. And today I'm going to connect all of it into one simple system. And I'm going to tell you once you see it, you won't be able to unsee it.
- [00:26]
Podcast Sponsor / Narrator
Today's episode is brought to you by Yardbook, the All in one CRM for your lawn care business. And as an exclusive partner of this podcast, you can get started today and begin simplifying your business and maximizing your profits. Sign up now@yardbook.com the link is in. The show notes Time now for Profits with Paycheck, an essential podcast for you in the green industry who are looking to unlock the full potential of your business. Hosted by John Pajak, you're certified. The show features in depth discussions with successful entrepreneurs, thought leaders and industry experts, providing practical advice and proven strategies on financial planning, operations, marketing and sales. Profits with Paycheck has valuable insights and action steps that you can implement today for creating long term success. Now, here's John Pajac.
- [01:29]
John Pajak
Welcome back. Welcome back to Profits with Pajak the podcast. We talk about business strategies and financial insights for the green industry. I'm your host, John Pajek and if you've been with me all week, I want to thank you. You're a real trooper and it just shows that, hey, you are interested and you want to do this because what we're about to do today is we're going to take everything we've talked about and bring it together in a way that's going to give you some clarity. So let's just do a quick recap. We're going to walk back through the week. You know, day one, we talked about pricing. We looked at how being busy doesn't mean you're profitable and how charging incorrectly can create more stress and not less. And on day two, we we talked about increasing your average ticket. You know, how can you generate more revenue from the customers you already have without chasing new ones? In day three, we talked about referrals and discussed how your current customers could be your best source of new business when you give them a reason to. In day four, we talked about frequency. So, you know, how can you how increasing how often you serve your customers can really stabilize your revenue and create new opportunities, whether it's the off season or the regular season. Now, on the surface These might feel like separate ideas, you know, different tactics, different strategies, but they're not. They're all connected. You know, everything we've talked about this week comes down to four levers. Frequency, referrals, average ticket, and pricing. That's a system we call FRAP F, R, A, E. And these are the only four ways that your business grows. Either charge more for what you do, you make more per customer, you get more customers, or you serve them more often. And that's it. Everything else you try in your business, every idea, every strategy, every frustration, it all ties back to one of these four. So when something feels off in your business, you don't need to guess anymore. You can ask a better question. Instead of going, what's wrong with my business? You could say, which one of these is broken? Is it pricing? Is it average ticket? Is it referrals? Is it frequency? Because if you fix the right lever, everything starts to move. Now, let's think about some of the examples that I gave you this past week. We discussed an owner who raised prices and reduced his stress. We talked about an owner that had really good pricing but wanted to expand into a new territory. And because he knew his numbers, we were able to adjust his pricing so that it worked for him and he gained more clients. We discussed a campaign that I did just recently, very recently, where it was over $18,000 worth of revenue added without adding new clients. And honestly. Now, here's the. I think this will be the final update on this. We're over $20,000 now in revenue, and we didn't add a single client. So that. That. That was. You should go check that one out. That's day two. You want the full story on that? But we also discussed how to create a referral system that turns customers into your sales force. You know, why not the people that are happy with you, why not help them, incentivize them to work for you, you know, and we discussed opportunities that are sitting in the off season. Now, these are not random wins. They're all the result of adjusting the right lever at the right time. And that's big thing, too, is the timing of everything. You can't just do everything all at once and expect to get the best results. There's ebbs and flows. You know, it's like a roller coaster. Business is a lot like a roller coaster where you have your ups and your downs. And. And the thing is, you know, to get the most thrill out of it, I, you know, there's. There's timing. You know, one of my favorite rides ever is the Viking ship. I don't know if you go to a carnival or, you know, amusement park or whatever. And you know, it's this big swinging ship. It just goes up and down. It doesn't go upside down. You know, the one that I like doesn't go upside down. It just goes up to a point where you're pretty much vertical and then it swings back. I was like sitting way in the back because there's a feeling that I get the sensation that I love where if I time it just right, I left my arms up and I lift my feet up off the ground and I literally become weightless and I, I love that feeling. You know, it's. That's like just an example of like when I would throw a specific lever. You know, it's the right time of the season, it's the right time when people are going to be buying, it's the right time. You know, there's all about timing, too. Okay? So that's what I mean by when you adjust the right lever at the right time, you're going to get the results that you're looking for. And I just want to say this, this is exactly what we work on inside my coaching group. We don't just talk about numbers. Yes, we build your budgets, we calculate your break evens, and yes, we find your bottom line. But that's just the beginning because once you know your numbers, you need to know what to do with them. You know, you need to know how to price correctly, you, how to structure your services, how to market effectively and how to sell with confidence. You know, you need to know how to build systems and workflows that actually support your growth. And maybe most importantly, you don't do it alone. You have accountability from me and from a group of business owners who are working towards the same goal. Now, this is in theory. Okay, this isn't about theory. Like, oh, this woulda, coulda, shoulda stuff yet. No, no, we're, we're talking about implementation because knowing what I do and actually doing it are two very different things. And that's a big, big thing is, is you could learn as much knowledge as you possibly can, but you will never make money unless you execute. And I'll tell you right now, I have six spots available in my, in my group, I call it the Genesis group, I have six spots available right now. And this window is only open until May 1st of 2026. So if you've been listening this week and something has been clicking for you, and if you realize that Your business could be better, more profitable and more controlled. Then this is your opportunity. But whether you join or not, I want you to do something. I want you to take five minutes, look at your business and ask yourself one simple question. Which one of these four, which one of these four levers is my weakest right now? Now, don't overthink it. You'll know. And when you find it, start there. Because when you fix the right thing, everything starts to get easier. So I appreciate you for being here with me this week. I want you to take action. If you are interested in my group, what I want you to do is I want you to email me at profits with paycheck@gmail.com. just slip a line in there, just I'm interested and I'll take care of the rest because this is not exactly something that you could just go and buy online. Okay, we need to have a discussion before we get into it because I want to answer all of your questions. You know, we'll probably end up setting up a call real quick. I want to know what your goals are. I want to make sure you're a good match, a good fit for this, this group because it is a tight knit group and we discuss, we have a lot of accountability and the things that we discuss. Therefore, action takers, not for just someone that wants to sit there and listen, to listen and learn. This is really made for people that will take action and want to improve their business. So what I'd like to say is thank you for listening. Go take action. You know, whether you're going to do this on your own or you're going to get my assistance, that that's up to you. But as always, I just want to say God Bless, keep pushing through and we'll catch you on the next one. Thank you once again for listening. If you've enjoyed the show, please leave a review and share it with fellow business owners. Your support means the world to me and helps keep the show going strong. I want to give a special shout out to our friends at Yardbook. Their continued support has been instrumental in bringing this podcast to you week after week. If you haven't checked them out yet, visit yardbook.com and see how they can give you the tools to streamline and manage your lawn care business. Also, don't forget to explore the resources and upcoming events that I've collected just for you in the show Notes. These are curated to help you stay ahead in your business with the latest tips, tools and networking opportunities. Whether it's a new tool an insightful article or an event you don't want to miss. I've got you covered. Until next time. Keep pushing through and God bless. Ram.