After lunch day two

1. Time to get ORGANIZED

2. EXAMPLE OF DETAILED CHART OF
ACCOUNTS IN HANDBOOK

3. 4000 -REVENUE: 100%
5000- COGS
5100 MATERIAL: 27%
5200 LABOR: 13%
5500 COMMISSION: 10%
6000 MARKETING: 15%
7000 Sales OH: 4%
8000 Production OH: 5%
9000 Admin OH: 11%
PROFIT: 15%
LMC Max (never to exceed)
Organized optics = easy to manage
4000 Act = Revenue (installed sales)
EXAMPLE OF A TOP LEVEL P&L SUMMARY
40

4. RE-DEFINE YOUR CHART OF ACCOUNTS
ORGANIZE IT!
5000 ACCOUNT 32

5. RE-DEFINE YOUR CHART OF ACCOUNTS
ORGANIZE IT!
6000 ACCOUNT 33

6. RE-DEFINE YOUR CHART OF ACCOUNTS
ORGANIZE IT!
7000 ACCOUNT 33

7. RE-DEFINE YOUR CHART OF ACCOUNTS
ORGANIZE IT!
8000 ACCOUNT 34

8. RE-DEFINE YOUR CHART OF ACCOUNTS
ORGANIZE IT!
9000 ACCOUNT 34-35

9. WHAT CAN YOU
DO NOW?
4000 -REVENUE: 100%
5000- COGS
5100 MATERIAL: 27%
5200 LABOR: 13%
5500 COMMISSION: 10%
6000 MARKETING: 15%
7000 Sales OH: 4%
8000 Production OH: 5%
9000 Admin OH: 11%
PROFIT: 15%

10. Success, Wealth
& Freedom
HELPING BUSINESS OWNERS ACHIEVE MORE

11. MODULE ONE The Wealthy Contractor
Knows What He/She Wants
AND Reverse Engineers
Their Business to Deliver
Those Results

12. “There is one
quality which one
must possess to
win, and that is
definiteness of
purpose, the
knowledge of what
one wants, and a
burning desire to
possess it.”

13. WHAT DO YOU
REALLY WANT?
‣ What type of house do you
want to live in?
‣ What kind of car do you want
to drive?
‣ How do you have fun?
Travel? Hobbies?
‣ Do you want a second home?
‣ Do you want to own real
estate?
‣ How important is “retirement”
to you - or, what does
retirement mean to you?
What does your
“IDEAL”
Lifestyle Look
like?
How much will it cost in MONEY &
TIME for you to live your “best” life?

14. YOUR JOB IS TO FIGURE
OUT THE LIFE YOU WANT…
AND WHAT IT WILL COST
YOU TO LIVE THAT LIFE
Money & T

15. THE 4 NUMBERS
EXERCISE

16. ★ Home
★ Cars
★ Fun stuff
(boat, classic car,
plane hobbies)
★ Vacation/Trav
el
★ Second home
★ Entertainment
★ Luxury/Ease
★ Education
★ Day-to-day

17. ★ Savings;
★ Real Estate;
★ Life Insurance (Private
Bank);
★ Creation of Permanent
Income;
★ Help kids with buying
homes, starting business;
★ Trust for kids, grandkids
(generational wealth);
★ Investment in business!!

20. ★ Be prepared for the
tax burden;
★ Debt reduction and/or
debt elimination;

21. The why makes it “real”
otherwise, it’s just a wish or
hope.

22. ✓Now you have a number to
work towards.
✓Now you have a number
that a business can be
designed around.
✓Now you have a number
you can get excited about.
BTW: You’ll know it’s the “right”
number if it makes you uncomfortable.
5
00,000
GOOD NEWS

23. PROBLEM:
‣ You’ve never made
$500,000 before.
‣ You don’t know what it
looks like.
‣ You don’t know what it
feels like.
‣ You don’t know how to
get there.
Much more on this tomorrow.

25. Hire a sales manager
Take a 2 week vacation
Invest $150,000 into
future wealth
3,350,00
0
5
10,000 335
30
1,117
‣ We choose a PROFIT MODEL;
‣ We know the number we want
to end on, and WHY;
‣ Then with a little math, we’ll
know:
‣ How much revenue we need;
‣ How many salespeople we
need.
‣ How many jobs we need to
sell/install.
‣ How many leads we need to
issue.

26. Hire a sales manager
Take a 2 week vacation
Invest $150,000 into
future wealth
3,350,00
0
5
11,000 305
30
1,016
‣ Is this perfect?
‣ This is a starting point;
‣ With this information you can
make a DECISION;
‣ With this information you can
create a PLAN;

27. SECRET
‣ Be very clear on the outcomes
your want for your life and your
business;
‣ It’s OK to ‘want what you want’;
‣ You must BELIEVE - in the
abundance of the Universe around
you, in your ability, in your dreams;
‣ Be careful who you spend your
time with, don’t allow anyone to
destroy your dreams;
‣ It’s not too late to get started,
regardless of where you are now;

28. MODULE ONE The Wealthy
Contractor Takes
Control Of Their
Mind

29. Successful people know that
money is made in their minds first.
131-
141

30. WHEN YOU ASPIRE
TO GREATER
WEALTH YOU CAN
CREATE A
PROBLEM
Problem:
‣ You’ve never made
$X before.
‣ You don’t know what
that looks like.
‣ You don’t know what it
feels like.
‣ You don’t know how to
get there.

31. to achieve
something you’ve
never done before,
you’re going to
have to become
someone you’ve
never been
before…
and this requires a
“new” kind of work.

32. THE SOLUTION
STARTS HERE
WITH

33. YOU ARE THE
CREATOR OF
YOUR REALITY
The Truth about You…

34. YOU ARE A
VERY
POWERFUL
MAGNET
What you:
‣ FOCUS on
‣ THINK about
‣ READ about
‣ TALK about
You ATTRACT into your
life.
Most

35. SUCCESS
WEALTH
FREEDOM
Though
ts
→Belie
fs
→Actio
ns
→Habit
s
mindset over skill
set
Experience

36. OR
“Every man/woman is what he/she is,
because of the dominating thoughts which
he/she permits to occupy his/her mind.” –
Napoleon Hill

37. IN EVERY MOMENT YOU
HAVE A CHOICE
The THOUGHTS YOU THINK,
THE BELIEFS YOU HOLD TRUE
& THE ACTIONS YOU TAKE.

38. HOW WE GET
WHAT WE
WANT

39. WHAT YOU THINK
WHAT YOU BELIEVE
WHAT YOU DO
Neagle
Proctor
Dr. Thurman Fleet
‣ Only 5% of our mind;
‣ The thinking mind;
‣ Can accept, reject and
originate ideas;
‣ Gets info from 5
senses and is rooted in
the PRESENT;

40. ‣ Because the subconscious regulates what
you do - this is where your HABITS live;
‣ Your subconscious mind wants to keep you
“safe”, in your “comfort zone” - where your
limits live;
‣ Almost 95% of our thoughts, decisions,
emotions and actions are influenced from
the programming in our subconscious
mind;
‣ It runs on default or AUTOPILOT - like a
computer it is loaded with programming
and individual limits;
‣ UNLESS, you redefine your limits;
‣ Unless you reprogram your subconscious -
you are stuck with habits and limitations of
the past.
WHAT YOU THINK
WHAT YOU BELIEVE
WHAT YOU DO

41. Result/Experience
WHAT YOU THINK
WHAT YOU BELIEVE
WHAT YOU DO
= WHAT YOU WANT
NEW - BE, DO, HAVE
SUCCESS!!
CONFIDENCE
A NEW IDEA OR
WANT
YES!

42. Result/Experience
NO!
WHAT YOU THINK
WHAT YOU BELIEVE
WHAT YOU DO
= WHAT YOU WANT
NEW - BE, DO, HAVE
FAILURE!!
A NEW IDEA OR
WANT

43. SUCCESS
WEALTH
FREEDOM
to raise
my prices.
I want to raise my
prices.
All these other
people are doing it.
I’m doing it when I
get home!”

44. SUCCESS
WEALTH
FREEDOM
“My customers are too
cheap they’ll never
pay those prices.
We’ll sell less jobs, and my
installers will quit.”
My salespeople will revolt.

45. SUCCESS
WEALTH
FREEDOM
• Ingrained insecurities
• Doubt
• Fear
• Past programming
• Past experiences
COMMONLY REFERRED TO AS
“HEAD TRASH”
BUT, IT’S VERY REAL!

46. SUCCESS
WEALTH
FREEDOM
Thoughts
→Beliefs
→Actions
→Habits
→Results
Actions
PRICE INCREASE PUT OFF
ACCEPTANCE OF LOWER PROFITS
ACCEPTANCE OF LESS LIFE
→

47. WE GET
DERAILED
BY PAST
PROGRAMMING
‣ [being, doing or having]
_____________ is not possible
for me.
‣ I don’t deserve to [be, do or have]
__________.
‣ I’m not good enough for
___________.
‣ Only people that are
______________ [rich, good
looking, come from the right
family, etc.] can [be, do or have]
____________.

48. WE ALSO GET
CAUGHT UP IN
OUR CURRENT
THINKING;
‣ HOW can I increase my profits when
I’m having such a hard time generating
leads?
‣ HOW can I take more time off when I
can barely afford to pay myself?
‣ HOW am I going to find a
salesperson/technician/installer/office
manager/bookkeeper that’s as good as
me?
‣ HOW can I be, do or have
_______________[the thing you
desire] if ________ [the thing you think
is in the way]?
‣ You must also be aware of the other “forces” that will
keep you “safe” - the people around you.
“Every man/woman is what
he/she is, because of the
dominating thoughts which
he/she permits to occupy
his/her mind.”
Napoleon Hill
“Whether you think you can, or
you think you can’t, you’re
right.”
Henry Ford
BTW: How is the
worst
question to ask!

49. HOW DO YOU
OVERCOME THE
RESISTANCE? NEW Result
/Experience
COURAGE
CONFIDEN
IF IT REMAINS HERE IT IS
ONLY A HOPE OR A WISH
the only way to change the belief is through repetition and emotion.

52. $
YOUR CURRENT INCOME
CURRENT “NORMAL”
CURRENT COMFORT
ZONE
YOUR SET POINT
$$
YOUR NEW WANT INCOME

53. $
YOUR CURRENT INCOME
CURRENT “NORMAL”
CURRENT COMFORT
ZONE
YOUR SET POINT
$$
YOUR NEW WANT INCOME
RESISTANCE

54. ‣ If the most money you’ve ever
made is $XXX, and your goal
is to do $XXX x (2) or (3) you
will come up against your set
point (resistance) when you
set a new goal;
‣ From my experience, unless
you change WHO you are, by
changing what you believe,
you will not achieve your new
goal;
500,000

55. There’s a difference between
wishing for something and
being ready to receive it. No
one’s ready for a thing until
they believe they can acquire
it. The state of mind must be
belief and not just a mere hope
or wish.
Napoleon Hill

56. Luke:
“I can’t believe it.”
Yoda:
“That is why you
fail.”

57. - UNLESS YOU REDEFINE
YOUR LIMITS, BY
REPROGRAMING YOUR
SUBCONSCIOUS
- YOU WILL BE STUCK WITH
THE HABITS AND
LIMITATIONS OF THE PAST

58. $
YOUR CURRENT INCOME
CURRENT “NORMAL”
CURRENT COMFORT
ZONE
YOUR SET POINT
$$
YOUR NEW WANT INCOME
RESISTANCE
RESISTANCE
NEW LEVEL OF INCOME
NEW “NORMAL”
NEW COMFORT ZONE
NEW SET POINT
“Growth results from the
willingness to go through
periods of fear, uncertainty
and discomfort to reach a
higher level of ‘normal’”.
I think Dan Sullivan

59. IT REQUIRES
TRAINING

60. REPROGRAMING
YOUR MIND FOR
SUCCESS
‣ Happy & Grateful Exercise;
‣ Meditation;
‣ Visualization;
The degree that you experience an event
vividly in the imagination, it is stored as a
“real” happening.
‣ Affirmations;
‣ Movement towards want you
want;
‣ Education/Mentors/Mastermin
d;

61. REPROGRAMING
YOUR MIND FOR
SUCCESS
‣ Environment;
‣ Reading/Listening;
‣ Clarity + Commitment;
You must live in EXPECTANCY and
GRATITUDE - this is where FAITH
comes in;
‣ OVERRIDE negative thought
patterns;

62. The means for making this happen are different for everyone.

63. EMOTION IS AN
ACCELERATOR
Override negative
thought patterns
‣ Happy & Grateful Exercise;
‣ Visualization;
The degree that you experience an event
vividly in the imagination, it is stored as a
“real” happening.
‣ Affirmations;
‣ Movement towards want you
want;

64. mindset over skill
set
DO YOU SEE
WHY THIS IS
WHERE
THE REAL
“WORK” IS?

65. “Become a millionaire not for
the million dollars, but for what
it will make of you to achieve
it.”
“Success is not to be pursued, it is to
be attracted by the person we
become.”
“Success in not so much what we have
as it is what we are.”
Jim Rohn

66. YOU’LL SEE IT,
WHEN YOU
BELIEVE IT.
*
*
BTW: If you really want
to understand this
“stuff”…

67. ‣ Left on its own - your subconscious mind
runs on AUTOPILOT;
‣ It’s like a computer, it will continue to run the
same programs, day-after-day;
‣ You MUST create a “new normal”;
‣ Identify the stories you tell yourself.
‣ Identify the beliefs that are holding you back.
‣ You MUST work through the resistance (this
is where CLARITY, FOCUS & FAITH come
in);
‣ You MUST want the new result more than
the comfort of the status-quo;
‣ You MUST train your mind to accept your
new belief(s);
‣ “Rule Your Mind Or It Will Rule You” - The
Buddha
‣ BTW: This applies to EVERYTHING, not just money and business!
SECRET