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Welcome to Inside the League, the official podcast of the Bold Business League — a mastermind built like a sports league, not a guru show. Here, business isn’t theory — it’s execution, accountability, and results. Every Player gets drafted. Every Player keeps score.
Each episode dives into the mindset, playbooks, and scoreboards of high-performing entrepreneurs who treat business like competition — with teamwork, measurable wins, and relentless follow-through. Hosts and guests pull back the curtain on what it takes to lead in the field, not from the sidelines.
From Draft Day to Bold Blitz, you’ll hear real stories of collaboration, competition, and accountability that drive real business growth. No fluff. No gurus. Just Players sharpening Players.
If you’re ready to stop learning and start playing — step Inside the League.
Members of the league will have access to exclusive content with each episode in the Player's Only - Locker Room Access
003 Inside The League - Chrisitan & Jack
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[00:00:00]
Lee: All right. Welcome back to Inside the League. This is episode three and it's brought to you by specialty truck bodies. I am the Commissioner Lee Godbold, and this is where business is the ultimate sport, and the scoreboard never lies. So we've got a really big episode today. Today I'm very excited 'cause we actually have some in-person guests in studio.
We've got Jack Johnson from Johnson's Junk Removal, and then we've got Christian Fowler from Junk Doctors. And we're gonna be talking about cold email systems that actually land high value commercial clients, new software that's transforming how we quote and makes us more money. And we are going to be going over a statistic that quietly drains profit from junk [00:01:00] removal companies, which is your offsite cancellation rate.
So the. First thing that we wanna transition into is the league's cold email initiative is very much underway. We've been talking about it for a few weeks now, and definitely been working out kind of some bugs on the best way to actually implement this. And one of the things that we kind of came to a realization on is we need to just get started.
So getting started is much better than perfection. It's very easy to wanna do things perfectly, and there's definitely a lot of information out online on how to best do these things. But the main thing is, is we wanna make. Commercial prospects that need junk removal services, aware of your company and of our companies and of all the league players and say, Hey, we can do this service.
So we've gone through all the correct technical setups and now players are building out lists. And then it's just a matter of start sending out wealth thought out scripts to these prospects and over time will [00:02:00] change them and improve them and test them. So we just have to get started. So one of the things we're doing with the league is we have looked at and hey, this doesn't make a lot of sense for most owners to learn all this stuff and become like cold email experts.
It's not that difficult to do, but at the same time. If we wanna build a repeatable system, which we do something that you implement, you don't just do for a little while and then stop. 'cause all this would be a waste, then it needs to be delegated off and there needs to be a repeatable system in place.
So what we first looked at doing is saying, Hey, let's find a league approved agency, email agency that we would work with, and we'll get two of them. We'll split half of our players on one half on the other. We'll put a scoreboard in place and actually measure the results of each of the vendors, and then the league as a whole.
We'll work with each email vendor to improve scripts and. Overall just return and, and, and profitability off those campaigns as we looked into it, the good agencies are like three grand a month and 3000 a month really doesn't make sense for a local [00:03:00] junk removal company. This isn't something that's gonna be as high of return as Google Ads.
This is gonna compliment your existing marketing and outreach efforts. It is gonna get you in front of commercial prospects that want to use you. If you follow that up with in-person visits and calls and other ways of connecting, you will be landing. Clients from this, and they're commercial prospects that'll use you over and over.
But again, it's complimentary to your primary marketing efforts. 3000 a month if you're a local junk removal company for management of it doesn't make sense. So then we started looking at the fact that, again, this system isn't all that complicated. Maybe these agencies are really good, but we can find trained virtual assistants outta the Philippines with email experience over a year's worth of email experience.
AI has gotten pretty good too. So instantly has a great AI program now that assists on a lot of this stuff. The league as a whole can help out with the scripts and these VAs can simply take care of the work. But on the other [00:04:00] side, bold Business League is not in the business of fulfillment. So we want to have approved vendors.
So we're good at getting people outta the Philippines. We have a great recruiter, so we're working with our recruiter. We're gonna find somebody in the Philippines. We're gonna interview 'em. Our lead, our, our architect of the scoreboard and our AI systems and all Robert and is very knowledgeable in email.
He's the one that set up all the email stuff too. He will make sure they're trained and ready to go and then lead players will have access to them and then they can hire 'em direct. It'll be probably something like 200 to two 50 a month for them to manage. They'll pay that VA direct and again, we will be posting scores 'cause we're all about keeping scores here.
So that's how we're gonna get the email stuff up and going. For those of you. That aren't league players, that's exactly how you can get this cold email stuff going for roughly. In the case of league players, probably 500 a month. By the time you buy your list, you have a couple software subscriptions, 500 to 700 a month, you'll be able to send out hundreds if not a thousand plus emails a day, ran, you know, over 50 different types of commercial [00:05:00] niches.
So that is very much in, in progress right now and we're looking forward to getting that, uh, implemented. We've also brought on Slim as our brand new player success manager. He's already taking the cold e email initiative, uh, by the horns. He's helping players set up campaigns. Uh, he's ensuring that scoreboard submissions are correct and that they come through and he's just there for general player support, helping keep everybody accountable and helping the league continue to move forward.
Alright, so now we get to shift gears and this will. Be a great part of this episode, and it's because we've got Jack Johnson from Johnson's Junk and we've got Christian Fowler from Junk Doctors here in studio. Welcome guys.
Jack: Thank you. I really appreciate you having me.
Lee: Glad to have you. Jack, you're outta Seattle, came all the way to Raleigh just for this episode, right?
Jack: Yep, absolutely. That's all I'm here for.
Lee: Not quite actually. So Jack has built what I believe is gonna be the most influential software that's ever been [00:06:00] brought to the junk removal space. It's called Junk pi, and it bolts right onto to workies. So when used correctly, this is gonna increase your average job sale, your revenue per payroll hour.
Your onsite close rate, your billable percentage, your total revenue new, and it's gonna help you make more money, which is what it's all about. So we look at a piece of software and it makes us more money. I'm instantly interested and I'm sure most people are as well. So, Jack, I've said for years that Workies needed to do something like this.
Like, I mean, we sent a messages five years ago and it was like, Hey, can we just, perfect, can you just perfect the junk removal space? 'cause that was a big point of emphasis for them back then. And they had some other business goals, so it didn't, didn't quite make sense to 'em. You are attacking the CRM space the exact same way that I would, which is, hey, you're picking a niche and you are saying we're gonna perfect this niche.
Now, in your case, the nice thing is, is you really started building [00:07:00] this because you own a junk removal company in Washington. So tell us a little bit about how you came up with the idea for junk pi. What, what stage in the journey of building your junk removal business, did you come up with that idea and what was occurring in your business to make you think, Hey, this is something that I need and eventually something the industry needs?
Jack: Yeah, absolutely. I mean, been in business for a little over five years now, so it was about that two year mark where we hired our first office admin, and at that point I noticed. All these different pain points and growth pains of trying to teach someone that had never been on the truck before. How do you understand this and create a process that they can follow as far as metrics and, and how does this make sense to that person that's never been there before?
How do we reduce our training time? Things like that. So that was kinda the start of identifying those pain points. And then around year three, I started to identify ways that we could fix that and track things more efficiently. I tried to start learning how to code myself, and so I have a [00:08:00] background in it, but then it got to a point where it was just beyond something I could handle on my own.
So then we put a team together, started growing this thing to where now it encompasses. The entire flow of the junk removal team. And so exactly like you were taking it takes workies through that API, and connects in to where it takes it from that generic CRM all the way to custom for junk removal.
Lee: So it sounds like this tool, at its core was built to assist the junk removal employee and make it easier for them to do their job.
The way it was intended. Is that right?
Jack: Absolutely. The goal is to give the mind of the owner. So put Christian's mind into the hand of every junk doctor's employee on day one, so that they're not gonna be perfect on day one, but they should get real time feedback of where is perfect and where are they stacking up.
Lee: So how does this tool allow them to extract Christian's brain and kind of put it into their heads, and what effect does it have on a junk removal company?
Jack: Absolutely. Well, as an owner. Christian's gonna be thinking about his costs when he is going out to a job. [00:09:00] A lot of times we're quoting jobs and it's entirely based on volume, which semi reflects our costs as far as averages go, but they don't directly affect our don't directly account for our costs as things like wait and time and trips back and forth for the transfer station, because that's really what volume is accounting for, is it's guesstimating the weight, it's guesstimating the time.
Factoring in your drive time, back and forth to empty out a truck. Mm-hmm. So with this, now we're looking at how much time does it take to load these items? How much weight is it gonna be? How much volume is it gonna be? Christian and I being on the truck yesterday. We get a lot more pushback over the phone on price than we do on site.
And so with those customers, when we're able to set volume pricing that's more realistic to the lower end of the average and then increase it when we run into those unique situations, we're able to convert more on the phone and then land jobs at a higher a JS in person.
Lee: So you mentioned weight volume as well as [00:10:00] time, and the traditional way of quoting for junk removal businesses is largely volume.
But owners, like you said, will oftentimes and generally they'll train employees to do as well, factor in time. And then normally weight has only been factored in, if it's like concrete removal, roofing, uh, dirt, maybe shingles, you know, stuff that's supposed to be super, super dense. But you and your team, you approach it from the aspect of you look at every job in terms of weight.
Mm-hmm. Explain to us a little bit about how you approach weight and how that quote process works and how you kind of present it to the customer.
Jack: Absolutely. So. I'll start with the presentation and move backwards. So with presenting to the customer, a lot of times we're focusing on the scope of work, not on the volume of the truck.
So when we present to that customer, we're saying, for the items in your garage, the printer that you had inside your house and that fireplace piece in your backyard, we're gonna haul that away for you. It's gonna cost this much, and I just need a quick squiggle with your signature here, and we'll get started.
So [00:11:00] we create a clean process flow from start to finish, explaining what we're doing and then how much it's gonna cost. Getting a quick approval, not asking them a yes or no question, just saying, I just need a quick signature, and we're good to go. Now, I know some companies can and cannot do signatures if they decide to.
That is one thing that we think just leads to a much cleaner, especially as a local company. As a local company, I'm really stressing on building trust and building that trust with a brand. And as a new brand, I think stuff like that is really important to show the customer the professionalism that we're attacking this with.
And something like Junk PI is doing that and showing the customer the professionalism of that. So as far as things like adding weight. If we wouldn't have added weight ahead of time and now we're adding weight, that's pure profit. 'cause that's a job that you wouldn't have added anything to, but it's costing you more so you're hurting your averages because you're not adjusting up for those things that are dragging your averages [00:12:00] down.
So with something like that, we had a job yesterday that we went out to, and it was 2000 pounds over what we would include in a standard full truck. When we come up with our pricing, we're thinking about, okay, how much weight is gonna be in my full truck rate? Well now because of our tonnage fees and everything, we're able to adjust up for that, and we're able to do it in a way where our teams don't have to be mathematicians, and we're able to do it in a way where our teams aren't gonna forget about it because it's built into the process flow.
Lee: So Christian, you were on obviously Jack came in town yesterday and you and him actually went out and did work. Uh, you and Tony and Tony's, one of our team leads at, uh, junk Doctors and Jack went off and you guys did a handful of jobs When you first heard about Junk Pi and you first heard about the.
Scope, the way that Jack quotes based on scope of work instead of just volume and, you know, volume, price ranges between like a half load and a full [00:13:00] load. What was your initial thought on doing it by scope then? Doing it by volume.
Christian: I didn't appreciate it enough until I saw it in person and uh, I, it took me a minute to wrap my head around the.
Because we've always done volume. Mm-hmm. You know, for 13 years. That's how we practice. Everybody
Lee: has every junk removal company out there. Yeah.
Christian: That's how they do it. Um, but when Jack was talking about weight and, you know, time on site, I was like, how are we gonna do this with every job? And then when I saw it yesterday, it just clicked.
It's like, we are losing so much money by not doing this.
Lee: So what clicked about it when you were using the software? Why did all of a sudden did it click?
Christian: So on the, on the employee side, I. Talking about the app, it's so easy to use, you know, it's step by step. It takes you through, take a picture here, do this here, enter the pricing here, show the customer this, and then you've got a departure report once you're done.
The ease of use for, for the truck team guys is, it's so simple. It's, it's very straightforward and work ease [00:14:00] is great too. But this is just step by step. It's very easy for them, on the customer side. So let's say we're doing a walkthrough, right? We're, we're on site, we're doing a walkthrough, we're taking a picture of the items as we go through.
So you've got, let's say, five different rooms of stuff. So we're taking a picture of this room, taking a picture of the next room, and we're loading that into the app. And then, yes, we're still gonna figure out the volume, but when we provide that price to the customer, it's almost like. You know, if you're pricing concrete or something, you're priced by square foot.
It's almost like to, on the customer end, they're, they're thinking these guys know what they're doing. They're plugging it into the system. It's coming up with a price. They're not just a price sheet. They don't have a price sheet. They're just like, oh, maybe it's a half of a truckload. So we put into the system, ma'am, here's your price.
We can go ahead and get started.
Lee: So it makes it much more of like a science. Absolutely. Rather than, um. [00:15:00] Just kind of pulling something outta thin air or whatever. Exactly. How
Jack: often do you go to Costco and try and negotiate a price that they have on a piece of paper? Right. How often do you try to negotiate with maybe a local person that shows up and says, I can do your yard work, and they're door knocking and they don't seem super professional.
Mm-hmm. That's something. Or a garage sale, right. Garage sales. You're negotiating all the time. You're not negotiating at Costco, and the only difference is the presentation.
Lee: Yeah, so this particular system right here, just the fact you're using a system that is saying what the price is gonna be automatically decreases the amount of negotiation.
So you're gonna get more jobs at full load rate, you're gonna charge more 'cause you're accounting for weight and you know you're gonna clo you'll, you'll clo, you'll close more jobs as well. Would you agree with that statement?
Jack: Absolutely. Yeah. And I think we saw that yesterday, a hundred percent. What kind of
Lee: effect did it have yesterday in the amount of jobs you guys did?
So do you think it made a difference in the bottom line?
Christian: I think it, I calculated somewhere about 250 to $300 [00:16:00] additional revenue that we made from that rather than the old system. So I think it makes a huge difference
Lee: Now. You did, you had one job at the airport with really large Yeah. Heavy pallets. So that might have made an even bigger difference on that particular day than the average day.
It probably still would've made a difference, right?
Christian: For sure.
Lee: Yeah. So I mean, you take, if you guys are running five trucks and let's just say it's a hundred dollars a day difference, that's 500 per truck. That's $500. Or maybe it's just half that, it's $250 talking, you know, a thousand dollars a week or really more than that if you're running six days a week.
So, I mean, you're talking, you know, 50, 60, 70 grand. Uh, for the most part, that's straight to the bottom line. Yeah, absolutely. It's just extra profit you were doing to do that work anyway.
Jack: Absolutely. And it's with zero administrative burden. I mean, we were able to do that and that's day one.
Christian: the other thing it does that I really like is, so I, I kinda use a fast food example, right? If you go to Chick-fil-A. Florida and you go to Chick-fil-A, North Carolina, you're going to get very similar service. You know, you're getting that chicken sandwich is gonna taste basically the same. Mm-hmm. So if [00:17:00] we go do a job for a realtor, for a client this week, and we go do a job, the following for another client, and they both have couches, we want that service to be exactly the same.
And with this app, you have the ability to do that. So you can enter in, you know, two couches in there, or you can enter in the volume. So you have the ability to always, you know, have everything the same. I love it, man.
Lee: I love it. So, Jack, tell me something. Why build out this thing where it bolts onto Workies rather than building out your own CRM?
Jack: Absolutely. Well, to start, we were building this for our own team, and so that's all we needed it to do. And then that's when it's grown to a much bigger project. We're focusing on the priorities and then working our way from there. And the main priority, workies is a great generic field service management.
They fall short on the junk removal industry, so that's what we need to change. We don't need to build a new field service management right now. We just need to make those couple tweaks. Really, it's not huge things, [00:18:00] it's just meeting the junk removal truck team member where they're at, meeting that client where they're at, and meeting our administrative staff.
Lee: So based on our conversation, I would sum it up and say the main thing it does is it forces the employees to do things in the correct order and to do everything, not skip steps. And then by doing that, that allows you to account for weight, account for time, uh, make sure you nail the volume. I think there's things there that help you nail the volume.
And then when you present it to the customer, it makes it seem like more of a science than. Magic.
Jack: Absolutely. And also imagine that truck team member, or when you and Christian went out on the truck for the very first time and you had a hundred things going on in your mind. For the truck team member, there are nine actions.
In junk pi, there's only nine. So it structures their entire process flow as far as what steps they need to take when, and it creates a framework for them to work within to where they can learn very quickly. [00:19:00]
Lee: And then from, from the running your business standpoint, because they go through and they do everything just right.
It does a really good job of computing the, the major KPIs. They're all there ready to look at. There's no manual gathering process where you're really having to review that short of phone calls. So I think that's, uh, that's really powerful too.
Jack: Absolutely.
Lee: Well, very good. We're excited to, uh, continue seeing it rolled out to players.
Uh, speaking of rolling it out to players, what's kind of the plan on getting all of the different team members with junk doctors up to speed on using this?
Christian: Yeah, so I mean, like you said, Tony was on the trek yesterday and it, at first he was a little skeptical. He's like, we're charging for weight and time.
I was like, yeah. And then he saw it in action for a couple jobs and then it, I could see it click in his head and he's like, oh, okay. This makes sense. So I think Monday morning we're gonna have a team meeting with everybody and kind of roll through it. I may need to spend some time on the truck with them just to show them a couple jobs, but I.
There'll be a little bit of learning curve, but I think [00:20:00] they'll pick it up pretty quickly.
Lee: What was your experience when you rolled it out to your team? 'cause you guys are fully using it off with your what? What, do you have two or three trucks now?
Jack: Yeah, absolutely. Okay. So with our team, they're really quick to pick it up.
So we previously had just a simple quoting system that we used on the iPads already, so they're familiar with quoting, which I think really helped with that confidence. And that's the main thing is you want your teams confident when they're going out and quoting jobs. So that barrier we didn't have and everything else that they had, like I said, there's only nine actions.
So when you lay out those nine actions for 'em, I handed them an iPad, logged them in, said go for it. And I think the first day that they used it, I got two phone calls.
Lee: Pretty good. Uh. Using technology to improve profitability and improve the customer experience. I think if you look at all the great home service companies out there, almost all of them have used tech to increase those two things.
Profitability and customer experience. I think this is probably the first. Junk removal tool that I've seen in a long time, they could [00:21:00] potentially do that. They used, there was a years ago, 15 years ago, it was a system called vgo. And VGO really hasn't updated, but they kind of changed the game maybe 10, 12 years ago.
Uh, but it's basically the same system. I think this is probably the first time since then that something's come up that's, uh, is just gonna improve people's bottom line. It's gonna make their jobs easier to operate and help 'em make more money. And that's what we all are kind of, are all in business for.
For sure.
Christian: Yeah,
Lee: well transitioning over now, let's spotlight a couple of our players. So this past week was the Junk Expo. Uh, Matt and jojo from Sonoma Strong Hauling did a, uh, put on an event. They had over 400 companies attend. So it was a really big get together. We did have a few of our players that went and actually spoke, so both Jake still and David Ledek.
Spoke at the event. Jake is from Junk Rescue. He is one of our largest players in the league out of the New Jersey [00:22:00] area.
[00:23:00]
Lee: And, uh, Dave Ledek has Junk MD out of San Diego and they were talking about their process of starting and growing their junk removal company. And Jake was talking about his desire to continue building what's already a multimillion dollar year junk removal brand, brand into, uh, you know, even more going to an eight figure.
Junk removal brand. So congratulations to those guys for going out there and really contributing. Jake did say there was one thing that he really noticed, which was a constant theme on establishing community at the Junk Expo, and that's something that we've worked to do in the Bold Business League as well.
So it sounds like it was a great event and a great, uh, job by Matt and jojo putting that thing on. Maybe we will, uh, get out there next year if they do one. All right, so let's go into what is the heartbeat of the Bold Business League, which is the scoreboard. So revenue wise, I [00:24:00] wanna review our top players for some of our major KPIs.
So our guest right here in studio, Christian Fowler, actually led last week. That's his first time being number one on the revenue board, followed by Frank White. Frank has come on strong over the last, uh, year or so. His, his business has only been open, uh, for a little. Over a year and a half, maybe two years now.
It's a great work. They continue to grow. Sean Smith out of Huntington Beach, he's an old junk removal veteran. Great job. Coming to number three, Johnny Aguire with Happy Junk Removal. Comes in at number four and rounding out the top five is also Jack Johnson and he's in studio with us today. Uh, of note, our top minor league player was Eric Baral.
He had the, uh, highest revenue out of everybody in the minor leagues. Average job sale. What's interesting is actually a couple of our minor league players led this, uh, category. So we had Eric Alis with veteran junk removal outta Detroit, Brian Richardson, uh, with also a veteran hauling. He's out of [00:25:00] Indiana.
We have Frank again, Frank White, Frank is in the majors. We have Paul from, forget about it, junk removal at number four. And then Jack came in at number five on a JSA great job there. Revenue per payroll hour. Eric leads that also Christian. From junk doctors number two, and then Paul from, forget about, it comes in at number three.
Overall, what we noticed is the league average revenue was about just under 16,000 for this past week, and that's down from the low twenties from the prior week, I would expect to see it uptick. Uh, this particular week we're in the last week of the month. The only thing to kind of throw in a curve ball is Halloween.
We don't know exactly how Halloween's gonna affect things, but typically your last week is going to be the busiest week of the year. So we will be very interested to see if that actually plays out when we, uh, come out with inside the league next week and go over the league scoreboard. One of the segments that I wanna focus on as we go from scoreboard.
To, we look at KPIs and the only reason we track [00:26:00] scores, yeah, it's fun to see where you rank, but what we really want to do is identify areas of opportunity to improve. So we find KPIs where maybe there's a couple guys that are doing a lot better than everybody else, or maybe it just seems like the league is a whole, is just lagging behind in.
And then we work together as a team to figure out what are strategies we can do to improve those things. Then that gets loaded up. We might create a challenge, kinda like the Bold Blitz, but it gets loaded up into the system as a commitment. And that's when the accountability portion of the Bold Business League kicks in.
And we try and make sure everybody follows through because these are oftentimes things you identify, but you forget about 'em and you don't stick with it to actually solve the issue all the way through. So the particular one that kind of pops up that I take a look at, and I don't think there's a major issue in the league with this, but it's one that does make a big.
Effect on your bottom line. And there are some things that very few people do that can really affect. It is offsite [00:27:00] rate of cancellation. So that is the number of jobs you book total. How many of those, what percentage of those cancel before you actually get on site? Typically, most truck removal companies are gonna see that number in between 10 and 20%.
Just lowering that by a percentage point or two makes a big difference in your top line as well as your bottom line, uh, revenue. So. Not to mention, it's also much less disruptive in your operations. There's nothing worse than having a day full of junk removal jobs and all of a sudden you get two or three calls in your day that was six jobs, or your day that was 26 jobs becomes either, uh, two jobs or 18 jobs.
So it's a major, major problem when it pops up and it's something jock removal companies have to deal with. So what are some strategies we can do to make sure you're in that 10 to 20% range or possibly, hopefully bring it even lower? And one of the things that has been discussed and implemented is actually having the owner or the [00:28:00] general manager take a selfie video immediately following every booking.
Now, there this is easier when you're only booking five or 10 jobs a day. If you're booking 20, 30, 40 jobs in a particular day. You're gonna have a pretty high paid person all the time holding their phone up recording these videos. You still could have somebody else, it could be the call center rep that booked it.
You could have, it could be a truck team member. There's other ways of doing this, but basically all you're doing is you're pulling the phone up and it's very effective. It's the owner of GM and you're saying something like, Hey, this is Christian. I'm the owner of Junk Doctors. And, uh, I'm really excited to see you schedule our team's ready for you for Saturday.
If you have any issues at all with your appointment, here is my personal cell phone number. Now, it doesn't actually have to be a personal number, but it should be a number that rings directly to you. So here's my personal cell number, and feel free to reach out. So what you've done immediately by implementing that is you've humanized your brand.
You have, in a way met this customer. [00:29:00] Oftentimes, if you know the person you're gonna be doing business with, the chance of cancellation goes way down. Now, AI videos are getting pretty good, and I would say probably a year out where these videos could be artificial intelligence. If you wanted to make it up that way, you're gonna have to figure out if that's something you actually want do.
But I, I, I would say that technology at least exists within the next year. That right there can make an absolute immediate impact for, so for those of you guys in the minor leagues, and you're only booking on average, you know. 5, 8, 10 jobs a day. That's a hundred percent something you should do. It takes you 20 to 30 seconds.
Set your phone up where you get notified every time a new booking comes through, pick it up, record a selfie video and shoot it out. You will see a difference in your offsite cancellation rate and track that by the way. So you want to track that before you implement that and track it throughout the process.
Some other things that you can do that we won't go into specific detail on, but white glove confirmation calls. Uh, you can have a meet your crew text that goes out the morning of, one of the [00:30:00] main things is arriving fast, even if you're not, if the customer isn't in a hurry and set expectations and pre-frame, uh, pre-frame kind of professionalism, that's very important to, to show them that, hey, this is a company I can trust.
I don't want to take a chance, kind of hiring somebody else. Christian, what do you think about the deal about arriving fast, even if they're not in a hurry? Is that something that you found to be really important?
Christian: Huge. And we've tried to do that from the start, you know, perfect example. If you have a customer that calls in, you ask 'em when you would like, you know, us to come out and they say within the next week, but we're not gonna say, how about next Friday?
You know, we're gonna start, how about this afternoon? Mm-hmm. Or how about tomorrow morning? I forget the statistic, but it's past 48 hours out. The, the chance of chance cancellation, like doubles or something like that. It's
Lee: almost 50%, 48 hours out. It's 90% if you get it within 48 hours. Yeah. You know they're gonna close 90% of the time.
Yeah. Jack, what do you think about reducing [00:31:00] cancellation rates, um, in terms of especially getting there in a hurry? Is there anything you guys do to try and. Get, you know, get to the jobs as quick as possible to keep those cancellation rates down.
Jack: Yeah, I think what you said about framing your value is really important.
Whether you do that with a video call or however you decide to do that, find ways to have those unique things that sets you apart and explain to them this is why. You should go with us, right? There's so many things to think about when you're hiring a junk removal company. You've got price, you've got experience, you've got professionalism.
You have licensing and permits, and the government aspect of it. So why? Why should I hire junk doctors? Why should I hire Johnson's junk removal? There's a reason We just need to effectively communicate that, because if that customer doesn't understand, why would they?
Lee: I love it. So it's kinda like if they've heard your voice and they've seen your face and they understand your professionalism and the value you bring, they're not canceling.
The chance of them canceling goes [00:32:00] way down. And if you get there fast, those are kind of the things to definitely focus on. Alright, as we begin to wrap up this e episode, I wanna remind everybody January training camp dates January 12th through 14th in Raleigh, North Carolina. That is a Major League event, so we'll have everybody from the major leagues there.
If people have just joined the minor leagues and they didn't attend the October event, they'll be here in January. And that is also your chance to join.
Lee: if you want to join the draft and potentially have your market claimed, because the Bowl Business League is market exclusive, then uh, you just need to get signed up to come into January.
You're gonna get an amazing event. You're gonna have, here's some really great speakers. You're gonna be given plays. Play in a playbook that tells you exactly how to execute stuff. You're gonna have things set up in a way for you to really upload in commitments and really come up with a great strategy to improve your company.
And then the [00:35:00] second day is going to be Mastermind. You're actually gonna have round tables. You're getting a round table with six to eight other junk removal business owners. With a facilitator, you're gonna bring two to three goals or. Issues that you're having, and you're gonna attack those from most important to least important.
And you're gonna leave after that session with a rock solid, solid, 90 day game plan to really level up your junk removal company. So again, that's January 12th through 14th. It's only a thousand bucks, and if you don't leave there with 10,000 or 20,000 or a hundred thousand dollars worth of value, then.
You probably just didn't approach it the right way, 'cause you're around some really, really, really smart people and some really smart strategies. After that event, if you decide you'd like to join up, then you'll enter the draft and as long as you qualify then and, and nobody else has, uh, has really tried to claim that particular market, then you get accepted in and you can join either the majors or minors, depending on your revenue level.
I wanna remind everybody, you don't need to do a hundred things in business to be successful. Jack [00:36:00] mentioned in the segment with the junk removal side of things, there's only nine action junk actions, junk removal employees have to do. I haven't encountered the exact number of actions that junk removal business owners have to do to be successful or home service business owners in general, I would say you probably can count it on two hands, and the ones that are super important, you probably can count on one hand.
So you really just need to do a few things well, consistently and permanently. I wanna use that permanent. I wanna highlight that permanent. Part, small business owners are oftentimes very guilty of jumping from initiative and initiative, and you'll spend a lot of time and effort getting something implemented.
You wanna a hundred percent get it implemented though, and it'll stay reliant on you. Well, you can only handle so many initiatives at the same time. So what happens is eventually you encounter another initiative that you want to do and something falls by the wayside, and oftentimes maybe you think it's something that's less important than the new things you're attacking.
But it's when you build those permanent systems in place that just work without you having [00:37:00] to do much other than just take a look at the numbers and make sure it's all happening, you get enough of those thing in things in place. And what you wind up with is you wind up with a home service business that consistently grows 20, 30, 40, 50% a year, if not more year after year.
Becomes even more efficient and you get a team that loves what they're doing. You hire the right people and you get a team that loves what they're doing and they stay with you. You get equipment that doesn't break down because you're replacing it when you need, and you're maintaining it like you should, and you wind up with a life that is a lot less stress.
If you don't follow through and you jump from thing to thing to thing, it is hard to follow through and get these things done a hundred percent. And that's the reason the Bold Business League was created is 'cause we want to attack it as a group. Whereas a group, we get these things done. 'cause you have a group, it's a lot better than being the lone guy out on Gilligan's Island.
So figure out the things you want to do, follow through, get it done, and make it a system that doesn't rely on you. [00:38:00] You're gonna build an amazing business. That's what I'm gonna end this particular episode on. So this has been episode three of Inside the League. Once again, thank you so much for Jack Johnson, Johnson Johnson's junk removal outta Seattle and Christian Fowler with junk doctors out of North Carolina for joining us.
Again. This episode has been brought to you by the best maker of junk removal trucks in the industry, specialty truck bodies. You can check 'em out at junk removal trucks for sale.com. Until next time, thanks for watching inside the league.