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Moving Company Profit Levers

SUMMARY

In this episode of the Moving Mastery Podcast, Louis Massaro shares which areas of your moving business can still make you profits before winter.

You’ll learn:

  • How to take advantage of all the Transaction Points along your customers’ journey
  • Why you must be able to adapt and pivot during the moving industry’s current revolution 
  • What kind of “low-hanging fruit” you may be overlooking right now

Right now, a transformative moment is happening in the moving industry. So it’s important that you are nimble and open to making changes in your business right now. 

You’ve got to keep up with the evolutionary changes going on. Learn how to adapt, pivot, and grow this off-season, watch Moving Company Profit Levers now!

Go download all the previous episodes as well!

HOT NEWS & DEALS!

Moving Mastery Summit is just 23 days away! Let’s goooo!!! Grab your ticket now before it’s too late!

RELATED POSTS

How to Get Lean in Your Moving Company

What to Do After Moving Season

How Moving Companies Boost Profits in 2023 – Part 1

How Moving Companies Boost Profits in 2023 – Part 2

How Moving Companies Boost Profits in 2023 – Part 3

TRANSCRIPTION

As a moving company, what are the profit levers that you need to be pulling right now before we get to the fourth quarter that are going to allow you to make more money in your business? You know, if you’ve followed me for a long time, you know I’m all about profit in your business, thrive in your life, but when profits aren’t coming in… We know it’s hard for us to actually thrive in our life. So I want to break this down for you today and give you some examples. And I’ve broken it down into two categories of how you could actually pull these levers to gain the profits, right? Profits aren’t these mysterious things that are hiding out somewhere. There’s specific ways to find them, maximize them and get more of them. So I want to talk to you about just the two categories. The first one is low hanging fruit. Right? The simple stuff that you could be doing right now to bring in more money. So when I think a low hanging fruit, it starts with the different transaction points in your business, right? So a transaction point is any point within your process. Where you could either make money or you could lose money. So, for example, when a lead comes in, right, if you buy a lead online or off your website, or they respond to a DM or whatever it might be, your ability to respond quickly is a transaction point. If you’re able to get that customer on the phone within five minutes, your likelihood of booking that job goes up tremendously. If you’re not calling that customer back, or if that lead sits there, or if you’re missing phone calls, That transaction point is losing you money, right? Then once you get them on the phone and now you’ve got your presentation, now you’re either going to quote them over the phone, you’re going to do a visual survey, you’re going to go out and do an onsite estimate, whatever it might be, your presentation and the way that you speak to them and the way that you either quote them with bullet points and say, all right, let me know what you want to do. Or. The way that you assume the sale. You assume that they’re calling in because they’re looking for a great moving company. I can help them. Let me now roll right into the reservation. Meaning at the end of you giving your presentation to them, you just assume the sale. Alright, you’re all set up. What’s the best email for me to send your confirmation to? Right? That right there alone is going to boost that transaction point, help you make more money. But let’s say you don’t book that job on the first call. Well, what about follow up? So many moving company owners, I hear from them, they’re like, Well, Lewis, I don’t want to be pushy. Right? I gave them a quote. If they’re interested, they’re going to call me back. And I got to tell you, that’s BS. Right? The reality is… Consumers, they appreciate diligence. They want to know that the company that they’re dealing with is there. That the company that they’re dealing with is thinking about them. Not that they have to go chase them down. And people are busy. So when you follow up, it helps. This is another thing that skyrockets profits through that transaction point. Right? So these are just like low hanging fruit. What else is low hanging fruit? Well, what about selling packing on the job? What if you made it a goal this month to sell an additional 50 in packing. You know, if you do 100 jobs a month, that’s 5, 000. That’s 60, 000 a year. And it’s not, you know, putting pillows in a dish pack and calling it packing. It’s about really understanding what you need to explain to the customer in advance. Like, these are the things that need to be packed. If not, we’re going to be able to pack them for you on the day of the move, but also calling them seven days before the move, doing what we used to call as a packing checkup call, which is, how’s it going? I know when we originally spoke, you were going to do all your own packing. What about now? That type of thing, right? So when we think about low hanging fruit, There’s stuff all over the place. Clocking your crews in and out. Making sure you’re getting paid for every dollar that you’re on the job. Right? These are things that are just low hanging fruit. You could start doing them right away. You could add, you know, transaction fees. Accepting credit cards. Like, there’s so much that you could do. It’s just low hanging. Why aren’t you doing it now? Right? The second category is Adapt. Pivot. The reality is this industry is in the middle of a revolution and it is changing due to the fact that we’ve got new advances in artificial intelligence and automation that are making the old way of doing business in this industry antiquated. It’s making it, you know, to where like when I started and I was using the yellow pages and then all of a sudden I’m spending 250, 000 a month in yellow pages. And they stopped working. Why? Because there was something new on the scene, which was internet leads. People were shopping online for services. That, compared to what’s happening now with AI, doesn’t even come close to being able to call that a revolution. Right? So, there’s the low hanging fruit. But then there’s the new way of doing business and this is why I want to invite you to moving mastery summit These are our themes here for the three days adapt pivot and grow. So what does that mean? That means well to adapt is to take what you do now and adapt the new way of doing things into your business Right understanding all the things that could make your job easier Make your systems streamlined make your business simplified, right? This isn’t about introducing complex ideas. This is making everything easier. The things that used to be so hard to do the things that used to take me years to build a 20 million business with systems and processes. Now we could adapt, you could adapt and you could get these things integrated into your business seamlessly. Right? Then pivot. Okay, now that we’ve adapted, now that we learned this, and that’s what we’re gonna do on day one. We’re gonna basically break down how to adapt. What you need to do, give you the action plan, right? You’re going to build the strength, you’re going to build the capabilities, you’re going to see the big picture, and also the tactics of how to do it all. Then on day two, it’s about pivot, right? Okay, now that we’ve got this, now that we know what’s possible, let’s pivot and let’s make sure. That you’ve got it pointed in the right direction that works for you. Where do you want to go? Now that you’ve got these, these new possibilities, now that all of a sudden the overwhelm and the stress and all this feeling of it being so hard isn’t there anymore, we’ve got to pick a direction and you’ve got to go. Right? So day two is all about defining that op, that, that direction. Defining where you’re going to take your business. And, You know what? What do you want to do? Do you want to go open 50 locations? Do you want to just simplify it and let it be a passive form of income? It’s all up to you. That part is unique to you and what you want out of your life. You know, clients come to me all the time and they’re like, Lewis, I want to grow. I want to make more money. Like, all right, that’s great. But what do you want? Talk to me about your day. Talk to me about your your lifestyle. Talk to me about how much money you require individually that we can get out of your business. And then let’s reverse engineer. And then day three is about growing. Day three is about taking your new adaptive processes, these new systems determining what direction you want to go in and then growing seamlessly and easier than it’s been in the past. You know, with, with the new advances in technology, with the changes and the new strategies that we’ve come up with at moving mastery. This business is no longer, uh, reserved for, you know, the big dogs with, with the, you know, that have been in business a hundred years. Like somebody could come in at the entry level right now and make an impact quickly. And here’s the thing, 2023 things were a little slower than they have been. Right? There’s less people moving, interest rates are high, the Fed’s trying to push down inflation. But when that breaks, and it’s going to, there’s going to be a tremendous opportunity and a new surge. And that’s going to be where people are going to be able to surge ahead with this new adaptive approach that it’s going to be easier. It’s going to be more profitable. They’re going to be able to expand faster than they ever had in the past. And you want to be in position to do that. So it’s about looking forward. It’s not, let’s look at the past and oh my goodness, nobody’s moving. And that’s not where you want to be or you want to be watching this video, right? There’s people out there moving companies that, you know, they’ve played the victim this year and are kind of waving the white flag. Like, I think I’m going to give up. This is, this is too hard for me. And I understand that because the old way. In the new world is going to be hard, but once we build the capabilities and we understand exactly what it looks like moving forward, everything changes, right? And this event is all about helping you and your team build the capabilities, right? You’re like, Louis, I don’t know how to do that. Louis, I don’t know anything about technology. I’m not good with computers. I’m not, you know, I don’t understand marketing. I’m not really a salesperson. I just And the reality is this, everything can be learned, right? I was a kid that barely graduated high school that decided to open a moving company and worked out of a truck rental yard and struggled every day to figure stuff out. But I built the capabilities. I learned, I adapted, I pivoted, I grew, I built a 20 million dollar business because I got focused on building the capabilities that I needed to succeed. And all those old capabilities, Help to establish this new path for moving companies to move forward right now. And I want you to be there. I don’t want you to miss this. I don’t want you to have an antiquated business that’s no longer to keep up. I want you to have something that you really love now that you could get excited about. So there’s two ways that you need to be thinking about the profit levers. And that’s number one, go get some low hanging fruit immediately. Right. The second one is come and join me and let me show you how to adapt, pivot and grow October 12th through the 14th in Scottsdale, Arizona, we’ve secured an amazing discount, huge discount for the rooms to get you there and think about this a year from now, where do you want to be? Right? You get to decide that now. And the reality is you’re, you’re tracked to the next level of success. Doesn’t have to be as hard as your first to the first level of success. Click on the link below, get signed up. I’ll see you at moving mastery summit. My team’s here. If you need anything, there’s a link down below. We’ll answer any questions you’ve got. Don’t miss this opportunity. This is going to be a transformational moment for you and your business. I promise you that if not full refund, it’s not about the money. It’s about showing you what’s possible and what’s coming up and how you can seize this next opportunity. I’ll see you there.

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How to Get Lean in Your Moving Company

SUMMARY

In this episode of the Moving Mastery Podcast, Louis Massaro shares how to get lean in your moving company for the off-season.

You’ll learn:

  • How to decide which expenses to cut for the off-season

  • Why you need to simplify and streamline your business right now

  • What you can do to build your capabilities during winter

Every year as moving season comes to an end moving company owners need to be focused on getting lean.

How do you get lean? How do you reduce the expenses so that your overhead’s not so high and you’re continuing to profit regardless if things start to slow down a little bit during winter?

I’ve got three big ideas here that I want to share with you on what you need to do so that you can maximize this off-season here in 2023, watch How to Get Lean in Your Moving Company now!

Go download all the previous episodes as well!

HOT NEWS & DEALS!

Are you ready for Moving Mastery Summit? Grab your ticket now before it’s too late!

RELATED POSTS

What to Do After Moving Season

How Moving Companies Boost Profits in 2023 – Part 1

How Moving Companies Boost Profits in 2023 – Part 2

How Moving Companies Boost Profits in 2023 – Part 3

How to Operate an Exceptional Moving Company

TRANSCRIPTION

Every year is moving season comes to an end. Moving company owners need to be focused on getting lean, right? How do you get lean? How do you reduce the expenses so that your overheads not so high and you’re continuing to profit regardless if things start to slow down a little bit. So I’ve got three big ideas here that I want to share with you on what you need to do to get lean right now so that you can maximize this off season here in 2023, regardless of what happened in the last few months, regardless of if things have been slower, there is tremendous opportunity coming up when things start to shift and you’re able to take advantage of the next boom that comes in this industry.

So I want to share with you what you’ve got to do to get lean now, right? And most people think. When it comes to lien, it’s all about just cutting expenses, cutting expenses, cutting expenses. And the reality is, it’s not about cutting expenses, it’s about justifying every expense. You pull out that P& L, your profit and loss statement, and you justify all of it.

If you don’t have your P& Ls dialed in, that’s fine. You pull out your bank account, and you go through, and you look at every single line, and you justify it. And what I mean by that is, We need to be able to completely, like, line up every expense on that P& L or on your bank statement to investment opportunity.

Right? Why are we spending that money? Is it there to bring us money? Right? And it has to somehow, someway be justified. Now, you might be spending money on a way to make your customers happy. That’s going to bring you more money, more reviews, more repeat customers, more referral business, right? You might be spending money on management to keep people in line and running your processes and running your systems.

That’s going to help. Uh, you might be spending money to come and hopefully join us at Moving Mastery Summit. That’s where you’re going to come and learn the skills, the tools, the knowledge, the mindset, and build the capabilities to be able to actually go back and not be so worried about every little expense, but instead understand your numbers, how they work, and how you’re going to be able to justify every…

on your P and L, right? We need to be able to justify expenses, not just cut them back, because if we start to look at everything that we’re spending money on, it’s just spending money, I’m spending money and we don’t stop for a second to say, why am I spending this money? There was a reason that I initially decided to spend this money and it’s because I saw opportunity and spending this money so we can’t let.

Our feeling of overwhelm. We can’t let our uncertainty with the market make a second guess everything, but we do need to go back and take a look and say, Can I justify this? Does this expense directly lead to me making more money? Right? Does this expense directly lead to giving me the freedom? I need to work on my business and develop a system and a plan so that I no longer have to deal with Looking at these little expenses, right?

It just becomes part of what you do. The next thing you’ve got to do to get lean is not, again, cut back on everything, but simplify and streamline. When I work with clients, when I first get in there and I see the excess waste that goes towards, um, you know, how they’re channeling their resources essentially, it’s like, okay, there’s a lot of money here just kind of falling through the cracks.

Let’s streamline, let’s simplify. Right? Let’s create something to where you are completely aware of every moving part of your business and all the transaction points, meaning, you know, from the minute a lead comes in to the first sales call to the confirmation call to sending the movers out to after the job and doing a survey.

All these transaction points are opportunities to either make money or lose money. And with the way technology is and the way that we’ve got the systems dialed in, You could just streamline and simplify all of this and have the clarity that you need to understand what’s going on with your numbers, what’s going on with your business, and feel that sense of control again, right?

So many people every year, they’ll hurt themselves by just getting rid of things. Get rid of that, it’s an expense. Get rid of that, it’s an expense. As opposed to looking at how can we use this. In our advantage, right? How can we make this work for us? And what we want to be thinking about going into the fourth quarter this year 2023 is not how do I conserve?

Right? How do I? How do I hold back? But no, no. How do I get ready for this next opportunity? And this year, especially you’ve got to be able to simplify. You’ve got to be able to streamline. You’ve got to start implementing new tools like AI and automation into your business because we are at the forefront of a revolution.

Transcribed Right. If you haven’t come to terms with that yet, this is like, there’s like the industrial revolution, like AI is a revolution that is helping companies save countless dollars and stress and aggravation of things that don’t need to be part of the day to day anymore, things that used to be so hard to do systems that we used to implement that, you know, took years and years and years to develop that helped me build a 20 million company.

Right. Now, anybody at any level could get these things implemented and streamline their business. So if you want to know how to do that, come and join us. Click on the link down below. Come and join us for moving mastery summit. All right. All the details are there. I still got one point for you. Last one.

What we got to do to get lean is we’ve got to build the muscles. We’ve got to build our capabilities, right? So often we will let our self doubt of, ah, I don’t know how to do that. I don’t know how to do automation. I don’t, I don’t know how to do AI. I don’t know how to set up systems. I don’t know how to run sales teams.

I don’t know how to, you know, run my numbers and look at my reports and set up and the reality is if that’s what you’re feeling about any of that, all it is, is that you just haven’t built those capabilities yet, right? I didn’t know how to do any of this stuff either. When I started at 19 working out of a truck rental yard, had no idea what I was doing.

But I slowly built those muscles. I developed them, right? I stayed lean. I focused and channeled my resources in the areas that were really going to help me. And this is something that can never be taken away from you. All the skills that I developed and built over the years through the good times, through the bad times, through the booms, through the recessions are what allowed me to take my company into 20, 20 million.

It’s what allows me to take. companies that we work with to that next level to give them the freedom, the money and a business that they actually enjoy. Again, you’ve got to build these capabilities and that’s what Moving Mastery Summit is all about. It’s about helping you and your team strengthen these capabilities of things that maybe at one time felt like they were outside of your comfort zone.

But now. We recognize the importance of them and they must be in our wheelhouse. They must be things that we’re good at. You know, the days of saying, I’m just a moving company owner. I’m not a marketer. I’m not a salesperson. I’m not a, an accountant. Look, I could barely read. I barely graduated high school.

Everything I do with math, I need a calculator. I need a spreadsheet, but none of that matters when you build the capabilities of getting the result that you want. Right? Understanding how to get the result is all that matters. Not the fact of whether you’re good at this or not good at this. So, come and join us at Moving Mastery Summit.

Let me help you build these capabilities, but let me also help you simplify and streamline your system so that it’s not so chaotic. So that you’re not constantly wondering who on the team is going to drop the ball. Right? Let me help you justify. The expense of everybody on your team. So you’re not looking at your team and seeing their weekly paycheck on their head and wondering like, okay, should I cut that?

Should I cut that? But instead justify those expenses and help channel those resources to help lift you up. The minute people start stripping away and stripping away and stripping away, before you know it, there’s no business left. That’s not the plan right now. Fourth quarter 2023 is all about adapting to this new way of doing business, pivoting a new strategy, and then growing.

So if you want to do that, you want my help, I would love to help you because it’s such an important and exciting time. Click on the link down below, get signed up, come and join us October 12th through the 14th at Moving Mastery Summit. I promise you it’s going to blow your mind and it’s going to be the best decision.

That you’ve ever made for your business. Click on the link. I’ll see you there.

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What to Do After Moving Season

SUMMARY

In this episode of the Moving Mastery Podcast, Louis Massaro shares what you should be focusing on for the off-season.

You’ll learn:

  • How to get your team to channel their efforts in the right direction
  • Why you need to be focused on the resources you already have
  • What you can do to dial in your plan to scale your business

Moving season is coming to an end and as a moving company owner, there are some things that you’ve got to be focused on right now.

It’s so important that right now in September, we start thinking about what’s coming up and what we’re going to be doing to take advantage of the opportunity when the next boom comes. We can’t be obsessed and be thinking about summer and the busy season that we may have had or we didn’t have this year.

Start planning for what is coming, watch What to Do After Moving Season now!

Go watch all the previous episodes as well!

HOT NEWS & DEALS!

Will you be joining us for Moving Mastery Summit? Tickets are selling fast, grab yours before it’s too late!

RELATED POSTS

How Moving Companies Boost Profits in 2023 – Part 1

How Moving Companies Boost Profits in 2023 – Part 2

How Moving Companies Boost Profits in 2023 – Part 3

How to Operate an Exceptional Moving Company

Why You Must Systematize Your Moving Company

TRANSCRIPTION

So moving seasons coming to an end and as a moving company owner, there’s three things that you’ve got to focus on right now. So I want to share these with you because it’s so important that right now in September, we start thinking about what’s coming up and what we’re going to be doing to take advantage of the opportunity when the next boom comes. We can’t be obsessed and be thinking about summer and the busy season that we may have had or we didn’t have this year. We’ve got to start planning for what is coming. So I want to give you three things real quick to get you focused on the right stuff. The first one is focus your resources. What does this mean? So many times I hear from moving company owners who are You know, heading into the offseason and they start to how could I reduce expenses? How could we cut back? What is it that we need to do to, you know, get lean and streamline? And the reality is we just need to channel and focus our resources appropriately. So when we think about our resources, we think about, you know, our our time. Our money, our team, right? The things that we have access to. How do we focus all of that to work for us? As opposed to saying, let’s cut back on this. Let’s cut back on that, right? Think about your marketing budget, for example. I’ll see people cut back on their marketing budget. And I understand the initial instinct because, you know, if, if, you know, you feel money’s tight or, you know, whatever it is, let’s cut back on some big expenses, but it’s about focusing those resources to a place, channeling them to a place that helped make you money. So it might not be time to necessarily just. Cut back on marketing, but it could be time and it should be time to go ahead and actually reallocate those funds to the marketing sources that are actually working right. And if you’ve got trucks, maybe you’ve got to expand your footprint a little bit, expand your territory so that maybe you’ve got eight trucks or whatever it might be, and you’re only going to be running Six in this in the winter time. Well, how do we take the two trucks and then expand your territory out a little bit, covering more space so that you’re utilizing the resources that you have? All right. So number one is think about how you could focus your resources versus looking at it and saying, What is it? You know that I need to pull back on, right? The second one is focus your team. Your team is a valuable, valuable asset, but they need to be focused. You need to focus them. You need to channel their efforts in a direction that brings you the results that you want, and there’s really only two reasons that you ever hire somebody or ever keep somebody, and that is. investment opportunity or freedom value, meaning that their paycheck is a direct investment opportunity to help you get what you want in your business, or their paycheck gives direct freedom value to let you step out of a certain position or role to work on higher level stuff, or to let somebody else on your team step out of a certain position or role to work on higher level stuff, all moving the company forward. Right. People say, Louis, I’ve got all these extra people. What do I do with? Should I should I let them go? Should we have some layoffs? And the first answer is no. Let’s focus their energy. Let’s focus their efforts on some money making activities. Let’s focus them on things that will help free you up to work on the higher level stuff. So we’ve got to focus our team. We can’t just stumble into the fourth quarter kind of not really knowing what we’re doing right. And that brings me to the last point, which is Focus your plan, right? Going out of the off season, or the busy season, is the most important time as a moving company owner. This is the time to really systematize, to stabilize, and to start to prepare to scale. Look, things might have not been the way that you wanted them to be this year. Things were a little bit slower, there were less people moving. But that’s not going to last forever. And you need to be able to develop your plan on how you’re going to adapt and pivot and continue to grow this off season. So I want to invite you to join us in October for the three day moving mastery summit. I’m going to be breaking down not only. What specifically to focus on, but exactly how to implement that, how to incorporate your team so that you don’t have all these people where you’re kind of, you know, if you’ve ever looked at them and to see like the price of their paycheck on their forehead and wonder if it’s worth it to have them there. Don’t have that feeling. Let’s channel them. Let’s get them focused on building the business that you want, building the business that’s going to become the future. And there’s so many exciting changes happening right now. They’re gonna allow you to streamline and automate so much of what you do, reducing a lot of your expenses. If you don’t channel everybody in the right direction that it’s an amazing time and an amazing opportunity. If we’re not focused on Oh, it wasn’t as busy as I thought it was going to be if we’re not focused on, oh, what’s going to happen to the moving industry? Is this the end? Is nobody going to ever move anymore? Look, there’s a temporary situation happening with the Fed trying to squeeze down on inflation and it’s coming to a head. And when that changes and that shifts, you’ve got to be prepared to ride that next big wave. So there’s information down below. Click on the link, get signed up for moving mastery summit. Not only. Are you going to have your plan by the time you leave there and know exactly what to do? You’re also going to know exactly what your team needs to do. I would recommend if you’ve got team that’s involved in running your business with you, bring them. Let’s get them focused in the right direction. And also, How to channel your resources so that you’re not in reaction Trying to, you know, just cut expenses Because that’s the thing when, you know, things might slow down But when people start cutting expenses That’s when they pretty much put themselves Alright, so get signed up down below Moving Mastery Summit, October 12th through the 14th We’re going to be in Scottsdale, Arizona I’ve secured a major discount at the hotel for you To come and join us And here’s what I want to share with you Whatever’s happened so far for you this year. Maybe you’re on the side of the fence where you know your business took a dip. Right. Maybe you’re one of those that’s, you know, forging ahead, regardless of the circumstances, if you want to adapt and you want to be able to pivot to the new way of doing business, there are so many exciting changes happening with A. I. And automation and different technology that’s pretty much revolutionizing this industry. And you don’t want to have an antiquated business that’s just not able to keep up. You need to channel and focus your resources, right? You need to spend the money to come to this event. Right. Look at the ticket prices, figure out what it’s going to take to get there, and get there. Right? What’s it going to cost in the form of how many moves is it going to take to pay for coming there? When you come, you’re not only going to get a plan, right, which we talked about, you’re going to see what the new moving industry looks like, and you’re going to walk away knowing exactly what it is that you need to do. You’re going to hit the ground running, and you’re going to make this fourth quarter count, and you’re not going to sit on the sidelines like a victim saying, Oh. The market, right? If only people were moving, look, people are still moving. Numbers might be down, but they are still moving. And there’s a lot of companies that have already kind of waved the white flag and given up. Don’t be one of those people. Learn the new way to adapt, get signed up for moving mastery summit. We’re going to dive deep into those topics. I hope to see you there, my friend. Get signed up. Hey, my friend, before you go, you’ve got to hurry and watch these next few videos over here. They will absolutely help you take your moving company to the next level.

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How Moving Companies Boost Profits in 2023 – Part 3

Cutting Expenses

SUMMARY

In this episode of the Moving Mastery Podcast, Louis Massaro shares his thoughts on cutting expenses in your moving company.

You’ll learn:

  • How to get more profit from each job you do

  • Why you shouldn’t cut certain expenses

  • What you can do to reduce your overhead costs and still provide great service to your customers

When cashflow is tight in your moving business it can be tempting to start cutting expenses to achieve the profit margins you’re looking for.

While this method of increasing profits is tempting, it can also be a very bad idea. Cutting necessary expenses like labor and marketing costs will leave you in a worse position than other ways of lowering your overhead.

Learn how to find better options for cutting unnecessary spending in your moving company, while at the same time leveraging the necessary expenses you must have to make more money, watch Cutting Expenses in Your Moving Company now!

Go watch all the previous episodes as well!

HOT NEWS & DEALS!

It’s almost time for Moving Mastery Summit! Early Bird tickets are expiring soon so lock in your discount before it’s too late!

RELATED POSTS

How Moving Companies Boost Profits in 2023 – Part 2

How Moving Companies Boost Profits in 2023 – Part 1

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How to Build Your Business for Profit & Freedom

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How Moving Companies Boost Profits in 2023 – Part 2

Labor Percentage

SUMMARY

In Part 2 of his new video series called How Moving Companies Boost Profits in 2023, Louis Massaro shares how to make more money on every job without cutting your labor costs…

You’ll learn:

  • How to make every job more profitable
  • Why you don’t have to lower your movers’ pay to make more money
  • What you can do to get your labor percentage under control

Labor is a necessary expense for every job, but the costs of paying movers can add up quickly if you’re not keeping up with your overall labor percentage for each move.

If you’re feeling like you’re paying out too much for labor, your first instinct might be to lower the pay for your movers, but that is a bad idea and can result in disgruntled movers, bad morale or even a mutiny. But don’t worry, there are some other options.

Learn how to make more money on every job while at the same time getting a handle on your labor numbers, watch Part 2 – Labor Percentage now!

Go watch all the previous episodes as well!

HOT NEWS & DEALS!

MOVING MASTERY SUMMIT is fast approaching and Early Bird tickets will be expiring soon, click here to lock in your discount before it’s too late!

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How Moving Companies Boost Profits in 2023 – Part 1

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Posted on

How Moving Companies Boost Profits in 2023 – Part 1

Increase Booking Percentage

SUMMARY

In this first episode of his new video series called How Moving Companies Boost Profits in 2023, Louis Massaro shares one of the best ways to set yourself up to take home more money at the end of the year.

You’ll learn:

  • How a small increase in booking percentage means huge profits over time
  • Why you don’t have to spend more on marketing to make more money
  • What you can do to convert more leads and invigorate your sales team

As a moving company owner, it’s important to maximize the number of leads you’re converting. After all, the number one purpose of every phone call is to book the job, right? So you’ve got to take advantage of every opportunity you have to close deals and bring home the money.

Learn how a small step up in the number of jobs you book can mean a huge boost in your profits, watch Part 1: Increase Booking Percentage now!

Go download all the previous episodes as well!

HOT NEWS & DEALS!

Moving Mastery Summit is only 6 weeks away. Early Bird tickets are expiring soon so click here to lock in your discount before it’s too late!

RELATED POSTS

Closing the Gap: Where You Are vs. Where You Want to Be

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How to Build Your Business for Profit & Freedom

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TRANSCRIPTION

?I always aim for a 20 percent profit margin in my moving companies. And what that means is if you do a million dollars in revenue, you’ve got 200 K that you’re able to take home personally, right? If you do 10 million in revenue, you’ve got 2 million that you’re able to take home personally. And I know this sounds crazy to a lot of people when they first hear me say this, because industry average is 10%.

But when we think about the average, the average is people that are crushing it and people that are losing money combined. to come up with that average, right? I don’t know about you, but I don’t want to be average. My clients don’t want to be average. And if you’re listening to this, I’m pretty sure you don’t want to be average either.

So how do you boost profits in a time in 2023 when there are less people moving, right? You may have experienced a little slowdown this year, right? You may have had a big boom in 2020, 2021. And then all of a sudden. Things started to come to a halt, right? That’s just business. There’s, there’s hills and there’s valleys, right?

It goes up and it goes down. So what do we do in the downtime to prepare us for when things come back up, but also so that we can maintain and we could profit in a period where there might be less people moving. You might not have as many leads as you want to have or as many opportunities, right? For me, when I was going through the recession in 2008, it hit me hard.

I mean, I had Uh, five or six, six locations at that point, um, long distance division, right? We were rocking and then all of a sudden things started to slow down. All of a sudden things felt like they were coming to a halt and it really started to highlight all the inefficiencies in my company, right? I thought we had things dialed in.

I thought things were on point. You know, I started in business in 2000 and from 2000 to 20, uh, 2008. We’re rocking. I was making a ton of money. The businesses were growing. But what I realized when the recession came was I built my business in good times. Therefore, I built it to thrive in good times and not in bad times.

And so during this period, I realize there’s some things that I needed to do in order to get profits back up, right? Same thing right now. Same thing today. This is what I’m advising my clients to do. And I’m gonna break it down for you today because if you’re struggling to get moves, I get it. I know where you’re coming from, right?

I know the feeling of wondering what it’s like to, you know, am I gonna make it, right? What happens after moving season, right? Will things ever turn around or, you know, is the industry over? Are people gonna, you know, like All these thoughts go on in your mind. And here’s what I can share with you. The companies that I saw succeed in 2008 took action.

The companies that I saw not succeed. Right. They didn’t know what to do and they got so in their head that they were thinking everything was outside of them that they couldn’t control it. So I want to give you some things to put it back into your control so that you could start thriving right now, regardless.

Of what’s going on out there, right? Because we’ve got clients that are doing that right now, gaining market share, kind of putting the blinders on and saying, listen, I don’t care what’s happening out there. This is what we’re going to do to focus. Because as you’re doing that the same way with me. You build the capabilities, right?

I would have never been able to take my business to 20 million a year had I not gone through that period and learning and adapting and pivoting and finding new ways to grow that I didn’t even look for before because it just felt much easier, right? So first thing I want to share with you today is focusing on sales, right?

Every time we see someone, a company that we’re working with, and they’ve got cash flow issues, they’re not, you know, they’re not making enough money. The profits not, you know, even at the average of 10%, let alone 20%. We look at it almost every time it goes back to sales, right? And so many people think that what they need to do is start cutting costs, cutting costs, cutting expenses.

And let me share with you how Focusing on sales, your booking percentage specifically is going to help you make more money now, regardless of the amount of leads that you may have or that may have went down. Right? So when we talk about booking percentage, booking percentage is, you know, if you get 100 leads and you book 22 of them, that’s a 22 percent booking percentage, right?

And I know you’re probably at one there. Lewis, what’s what’s the average in the industry? And It’s really hard to put a number on that because everyone uses different marketing sources and your marketing sources are going to determine your booking percentage for that source. So if you’ve got a whole mix of different marketing sources and you know, some are booking at 50 percent and some are booking at 10%, it’s going to mix.

So depending on how much money and resources you’re putting towards the higher booking and the lower booking, it’s going to be a mashup of numbers, right? So my suggestion is determine what your Booking percentages. Now make that the baseline and look to improve it. You know, we did a case study on a small moving company, midsize moving company and a large moving company to see what would happen with a 5 percent jump in booking percentage, right?

So let’s say we’re using the number we’re talking about 22%. So they go to 27 percent right? The number works wherever you’re at. So whatever your number is, You go 5 percent higher, right? So 22, you go to 27. And so we ran these numbers and based on the same average move, right? Same average move. It wasn’t like, Hey, you’re making more money per move.

It was just. You’re, you’re, you know, let’s say your average is 800 a move or 1, 800 a move, whatever it is, same moves, you’re just booking more of them. Well, you’ve got the small moving company that is a 375, 000 company a year, right? By increasing the booking by 5 percent jump, they increased by 156, 000.

Okay, small moving company, um, a midsize moving company doing a million dollars a year, uh, increased 400. 450, 000 extra with a 5 percent jump, right? A large moving company to doing 2. 5 million with a 5 percent jump increased by a million dollars extra. Okay. That’s about 40 percent across the board increase in revenue by just booking 5 percent more bumping up 5%.

Do you know what that does to the bottom line? Because here’s the thing. There’s no extra money being spent on marketing there, right? That’s just saying, Hey, here’s the opportunities that are coming in front of us. Let’s book more of those, right? So you might be saying, that’s, that’s great. Louis, how do I do that?

Well, you do that by really putting focus and emphasis on your sales. And what I can tell you is that most people Overlook this part, right? And that was me. That was made for years. It was like, Hey, jobs were just kind of falling in our lap, sort of speak, right? I mean, we had a sales process. We had it dialed in, but we didn’t have it dialed in like, you know, this is life or death.

Like we need to do this now, like we did in the recession. And once we started to make those shifts, everything changed. So what are some of the things you could do to increase your booking percentage? Well, first of all, when you get a new lead, Uh, let’s say it comes in off your website or you’re behind a new lead.

Get them on the phone. A. S. A. P. Our goal is to get them on the phone within five minutes of that lead coming in because the customers focused on getting the prospect really at that point. I call them customers because once it’s a prospect, it’s like they’re a customer and they’re in that zone when they’re thinking about getting a quote for an estimate.

Then if you’re calling them back two hours later, They’re on to something else. They’re in a meeting. They’re picking up their kids from school and you don’t have that same attention that you would have if you get them on the phone right away. So you got to get them on the phone right away. Then if you don’t, if you’re not able to, you’ve got to contact them in different modalities.

Right? You’ve got to call them. You’ve got to email them. You’ve got to send them a text. You’ve got to make sure you leave a voicemail, right? Most people are loose. I don’t want to bother them. It’s not bothering them, right? It’s helping to reach them in a modality that works for them. I don’t know about you, but when my phone rings, I don’t answer it unless I know who it is, right?

When I see a number, I don’t answer it. I’ll let it go to voicemail, but a text. I’ll look at the text, right? Other people are the same way with emails or other people are the same way with a voicemail. They’ll hear it. They’ll see there’s a voicemail. They got to hear who it is. So you want to make sure that you’re reaching out to them in multiple modalities, right?

And then you have a cadence of lead follow up, right? Getting them on the phone, right? Our goal with every one of those leads is get them on the phone, book the job. Get them on the phone, book the job. So we’ve got to be able to get them on the phone first. So, once you go through that and you get them on the phone, now, you’ve really got to do a good job of painting the picture.

And we did that through having a sales script, right? When I started off, just I was working out of a truck rental yard and I literally would, uh, wrote down a script on a piece of paper and was like, okay, I want to make sure that I’m hitting all these points all the time and I don’t miss anything. So I had that there ready to go and we refined that along the way, right?

And the sales script is not something where it sounds like you’re reading from a sales script, like it might sound that way. For the first few days, right? Maybe the first week at the longest while somebody’s training. But after that, it gives you and your sales team an opportunity to, um, have consistent messaging, right?

You’re saying the same thing to everybody. You’re making sure that the things that you need to say on every call are being said. The things that you shouldn’t be saying on every call aren’t being said, right? You’re creating that consistency. And so you’re kind of painting the picture and what you’re doing in that conversation.

Uh, presentation is so whether it’s over the phone, whether it’s an on site, whether it’s a virtual survey is you’re starting to plant the seeds of your value as a company. Okay? Because we also don’t want to be booking based on us being the lowest price around. And so you’re doing that now. You’re not gonna book every job on that first call, right?

You’re gonna need to do some follow up. And this is where we see our clients or people that come in for the first time and then we start working with them are missing a huge opportunity. Right. Huge opportunity. And a lot of times it’s that mindset or that stance of like, Hey, I gave him a quote. And if they want to book with me, they’ll call me back.

I don’t want to be a pest. I don’t I don’t want to hound them. Right. And the reality is people appreciate diligence. People https: otter. ai When you follow up with them, right? Everybody’s busy. These days, they’ve got things going on, right? If they don’t have things going on, they’re on. I mean, they’re consumed.

Their attention span is short, so you’ve got to be able to reach out and help them solve the problem that they initially reached out to you for, which was to get a move, right? And so when you reach out, you always want to make sure that you have a reason for your call. Don’t just, hey, um, I’m just, uh, following up here to see if you want to make, do this move, right?

Have a, have a good reason for the call. And this way, you’re doing a follow up, right? And they’ll appreciate it, and your booking percentage starts to skyrocket at that point, right? And even then, you’re going to have some people that maybe say your price is too high. Well, if your price is too high or they need to get other quotes or they need to check with their spouse or they don’t know the closing date or whatever it is, you also need some rebuttals for the for the, uh, to overcome those objections, right?

Those are objections. And when we think about the objections, I look at that and we used to say, okay, well, we just haven’t done a good enough job of educating them on why our company is the best choice for them in this move, even if we’re charging more. Yeah. So it’s not that you need fantastic salespeople.

Great salespeople sometimes are just born. But most of the time, great salespeople just know what to say and when to say it, right? So by focusing on these elements by focusing on every single lead is an opportunity that we can’t let slip through the cracks, knowing the numbers that I shared with you of just a 5 percent booking increase what that will do to your numbers.

You could, you know, do that with your own numbers and see what that would do. Um, it’s tremendous, right? So if you if you’ve got a few different sales reps and Each one of those sales reps, you know, maybe someone’s booking it and your number, maybe your numbers are 50 percent or 60%, whatever it might be.

Well, I can almost be certain that there’s a fluctuation. If you’ve got a handful of, of moving consultants or sales reps, there’s going to be someone that’s at least 5 percent higher than somebody else, sometimes 10, sometimes 15%. So if that one person can do it, how can you model? What they’re doing with everybody else, right?

So it’s like, Louis, where do I start with a script? Well, what’s the person that’s crushing it? What are they saying? Or what did you say when you were on the phone? Right? That’s what I did when I was, you know, transitioning and starting to hire sales reps. I didn’t say nobody could do it better than me.

I’m gonna keep booking the jobs because I would have never been able to remove myself from that position, right? To get to a place where I had 60 reps on the phones booking jobs all based on here. You’re guys. Here’s what to say because here’s what works. So when they know what to say and they know when to say it and they’re not afraid to overcome an objection, not coming from a place of aggressive sales, right?

That’s not what this is about. It’s about educating the customer, taking them by the hand, showing them that your company is the company to go with, right? So booking percentage, focus on that. Right. Just by putting your, you know, you’ve heard the, you’ve heard the saying what, what you, um, you can’t measure what, what you can’t manage, what you don’t measure.

Right. So if you’re not looking at the booking percentage, this is going to be, you know, it’s not even going to be on your radar. So if you start looking at the booking percentage, see where you’re at and look to set a goal to increase that by 5%. All right. See what that does, because without new leads, right.

And, and also, you know, when we work with clients, we don’t want to. Go and spend money on marketing just to pour it into a sales process where, you know, think about a bucket and you’re putting all the, uh, the marketing into the bucket to basically collect money, but there’s holes in the bottom, right? So sealing up those holes is basically going in and sealing up that sales process.

So that’s. Number one is the booking percentage. Work on getting that up.

Posted on

Closing the Gap: Where You Are vs. Where You Want to Be

SUMMARY

In this episode of The Moving Mastery Podcast, Louis Massaro shares how to close the gap from where you are to where you want to be.

You’ll learn:

  • How to recognize where you stand currently 
  • Why you must push through your comfort zone to get to where you want to be
  • What you can do to create more opportunities to thrive in your life

As a moving company owner it’s important to push the boundaries of your comfort zone if you want to reach the next level. We’ve always got to be ready to learn new ways of thinking and challenge ourselves to keep moving forward when things become uncertain.

We don’t want to pull back and allow people or the wrong mindset to keep us from getting to where we want to go. Remember, everything you desire is on the other side of your comfort zone.

But if we box ourselves in and don’t allow ourselves to feel uncomfortable once in a while we won’t try new things or push ourselves to develop the capabilities we need to grow, not just in our business, but in our lives.

Learn how to recognize and accept where you stand currently, and open up your mind and your heart to bigger possibilities and opportunities to thrive. Listen to Closing the Gap: Where You Are vs. Where You Want to Be now!

Go download all the previous episodes as well!

HOT NEWS & DEALS!

***ANNOUNCING MOVING MASTERY SUMMIT 2023!***

OCTOBER 12th – 14th in Scottsdale, AZ!

Come and spend three days with us in Scottsdale and let me personally give you the latest moving business strategies and NEW systems and processes that today’s fastest-growing and most successful moving companies are using!

CLICK HERE TO GET YOUR TICKETS NOW!

Join the Louis Massaro Group: Official Louis Massaro Community Facebook Group! A place for business owners to connect, share ideas, and inspire one another. Click here to join!

Latest Instagram!
Check out @LouisMassaro for new announcements, valuable tips, and enlightening videos to take your company to the NEXT LEVEL!

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Posted on

How to Operate an Exceptional Moving Company

SUMMARY

In this episode of The Moving Mastery Podcast, Louis Massaro shares how to operate an exceptional moving company.

You’ll learn:

  • How to alleviate stress and overwhelm in your business
  • Why you must view your business as a separate Operating System outside of yourself
  • What you can do to achieve raving fans and high profits in your moving company

If you find yourself feeling stressed and overwhelmed about your moving company it’s important to remember that your business is just an operating system that is separate from you. 

Look at it as having different parts that make up the whole system. You’ve got your Customer Acquisition System (Marketing), your Move Execution System (Operations), your Team’s System of processes that enable them to do everything consistently, and your Management System to oversee it all…

When you can visualize everything laid out like that, outside of yourself, that’s when everything changes. You no longer have to feel the pain of every little thing that goes wrong in your business affecting you personally.

Learn how to implement an Operating System to achieve the consistent results of raving fans and high profits in your moving company, watch How to Operate an Exceptional Moving Company now!

Go download all the previous episodes as well!

HOT NEWS & DEALS!

***ANNOUNCING MOVING MASTERY SUMMIT 2023!***

OCTOBER 12th – 14th in Scottsdale, AZ!

Come and spend three days with us in Scottsdale and let me personally give you the latest moving business strategies and NEW systems and processes that today’s fastest-growing and most successful moving companies are using!

CLICK HERE TO GET YOUR TICKETS NOW!

Join the Louis Massaro Group: Official Louis Massaro Community Facebook Group! A place for business owners to connect, share ideas, and inspire one another. Click here to join!

Latest Instagram!
Check out @LouisMassaro for new announcements, valuable tips, and enlightening videos to take your company to the NEXT LEVEL!

RELATED POSTS

Why You Must Systematize Your Moving Company

Your Dream Moving Company is Still Possible!

Active Leadership in Your Moving Company

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Uncertain Times in The Moving Business: Survive or Thrive?

Posted on

Why You Must Systematize Your Moving Company

SUMMARY

In this episode of The Moving Mastery Podcast, Louis Massaro shares why you must systematize your moving company.

You’ll learn:

  • How to move from a stable company to a systematized moving business
  • Why you must be fully systematized if you plan on selling your moving business down the road
  • What you can do to get beyond the point of just having a running business and into the place where your moving company operates like a machine, without stress or overwhelm

In order to have a business that produces the consistent results of raving fans and high profits, you must have an operating system in place. A system of roles and processes that ensure that your moving company is always running at its full potential.

It’s a way for your business to always be solid, profitable, and stress-free, regardless of whatever storms come your way as a result of the economy, the housing market, the labor force, etc.

The operating system is where the value is in your moving company.
Learn how to grow beyond just having a running, stabilized moving company, watch to Why You Must Systematize Your Moving Company now!

Go watch all the previous episodes as well!

HOT NEWS & DEALS!

***ANNOUNCING MOVING MASTERY SUMMIT 2023!***

OCTOBER 12th – 14th in Scottsdale, AZ!

Come and spend three days with us in Scottsdale and let me personally give you the latest moving business strategies and NEW systems and processes that today’s fastest-growing and most successful moving companies are using!

CLICK HERE TO GET YOUR TICKETS NOW!

Join the Louis Massaro Group: Official Louis Massaro Community Facebook Group! A place for business owners to connect, share ideas, and inspire one another. Click here to join!

Latest Instagram!
Check out @LouisMassaro for new announcements, valuable tips, and enlightening videos to take your company to the NEXT LEVEL!

RELATED POSTS

Your Dream Moving Company is Still Possible!

Active Leadership in Your Moving Company

Uncertain Times in The Moving Business: Survive or Thrive?

How to Spark and Sustain Motivation

How to Raise the Standards in Your Business

Posted on

Your Dream Moving Company is Still Possible!

SUMMARY

In this episode of The Moving Mastery Podcast, Louis Massaro shares how to see that your dream moving company is still possible.

You’ll learn:

  • How to keep your dream alive even after 20+ years in the business
  • Why you must focus on the fundamentals when taking your business from surviving to thriving
  • What you can do now to prepare for your retirement from the moving business

If you have been in the moving business for a long time and find yourself just SURVIVING and not necessarily THRIVING it can be hard to keep your dream of building your ideal moving company still going.

You may have reached a place where things are running, you’re making money and living a decent life. The business is functioning, but you are still living day-to-day and may not be prepared for your future retirement.

In this video, taken from a Laser Coaching Session at the Moving Mastery Summit seminar, we hear from a moving company owner who is concerned about being able to retire comfortably from his moving business at some point down the road and Louis helps him see that even after 20+ years in the business there is still time to build the moving company of his dreams.

Learn how to make the most of your time as a business owner and build the moving company of your dreams no matter how long you’ve been in the business. Watch Your Dream Moving Company is Still Possible now!

Go watch all the previous episodes as well!

HOT NEWS & DEALS!

***ANNOUNCING MOVING MASTERY SUMMIT 2023!***

OCTOBER 12th – 14th in Scottsdale, AZ!

Come and spend three days with us in Scottsdale and let me personally give you the latest moving business strategies and NEW systems and processes that today’s fastest-growing and most successful moving companies are using!

CLICK HERE TO GET YOUR TICKETS NOW!

Join the Louis Massaro Group: Official Louis Massaro Community Facebook Group! A place for business owners to connect, share ideas, and inspire one another. Click here to join!

Latest Instagram!
Check out @LouisMassaro for new announcements, valuable tips, and enlightening videos to take your company to the NEXT LEVEL!

RELATED POSTS

Active Leadership in Your Moving Company

Ultimate Moving Company Marketing Plan

Uncertain Times in The Moving Business: Survive or Thrive?

How to Spark and Sustain Motivation

How to Raise the Standards in Your Business