End of Year Reflection: 2024 PRE-PLAN

Ange
Yeah, that’s right, Andy. This is just one of the many practices that we do frequently. And you know what? I must say it’s pretty thought provoking. 

Andy
Well, I’ll be really honest, Ange, and say that I used to think this type of thing was a little bit wanky and really not that important, but thanks to some amazing mentors early on in our business journey, I learned to eat my words. 

Ange
You know what? Lucky that. So today’s podcast is all about the power of reflection and there is no better time in the year to do this than now.

Andy
We’re going to dive into the heart of what makes your businesses thrive and set you up for success for 2024.  You’re listening to The Tradie Show. This is the podcast for trade business and contracting bosses like you, who want to lead with confidence, make more profit and create a better lifestyle.

Ange
We’re your hosts, Andy and Angela Smith, husband and wife team and co-founders of Lifestyle Tradie. Are you ready to have some fun? 

Andy
Hell yeah! 

Ange
We know right now you’re probably head down, butt up, trying to get jobs done before the end of the year. And you know what? We get it. Every customer wants things fixed around their house ASAP. 

Andy
Yeah, even that second toilet that hasn’t been working for four months is an absolute emergency now. 

Ange
But Andy, they’ve got family coming over for Christmas Day, so it is an emergency. 

Andy
Yes, that’s right, that’s right. Look, I promise it’ll be worth sticking your head up for this episode. Consider it all a part of your new year planning. And as the saying goes, if you fail to plan, you plan to fail. 

Ange
Yes, that’s right. So think of today’s episode as your 2024 pre-plan. We want to talk specifically about the subject of reflection. What I mean by that is let’s look back at both your wins and your challenges. 

Andy
Yeah. We’re going to explore how celebrating your wins can boost morale, foster a positive work culture and inspire even greater achievements.

Ange
Yes. And as well as that, we’re also going to delve into the importance of acknowledging challenges because every hurdle or challenge is an opportunity to both learn, adapt, and ultimately to do better. 

Andy
Yeah. And whether you’re a seasoned entrepreneur, a new boss or an aspiring boss, we want to share with you valuable insights as well as actionable strategies that you can follow along.

Ange
That’s right. You can download a free cheat sheet after the episode. All the links you will be able to find in the show notes or head to our website, lifestyletradie.com.au/free-resources. 

Andy
Alrighty, Ange, let’s do it. 

Ange
Okay. Andy, I actually want to start by asking you a question. Why is it that most trade business owners we meet don’t ever stop and look back at how far they’ve come? Like they never stop and go, Hey, you know what? I’ve done a really bloody good job over the past four months. 

Andy
Yeah, it’s true. Isn’t it? But for starters, you know, most businesses are always looking to the future and we’re pushing for what’s next and the truth is there is no one patting us on the back for a job well done. You know, we do do this for our team, but no one does it for us. 

Ange
Yeah, that’s so true, right? 

Andy
And that’s why we have to get into a routine of doing this for ourselves. Hence why the reflection process is a really important part of being a business owner and why we’re talking about it today. 

Ange
So did you ever do this when you were the owner of Dr. Drip? 

Andy
Nope, I definitely didn’t in the early days. This sort of thing I only started when I was taught by our mentors just how important it was. 

Ange
So what did you think of the process in the beginning? 

Andy
Yeah, it went a bit like this. I thought it was a crock of shit.  

Ange
Tell us what you really think.

Andy
But then the more and more I was made to do it, I realized how valuable it was and it was really good for my headspace and also for the team.

Ange
Well, what do you mean by your headspace? 

Andy
Well, I never ever thought I was doing enough, you know, even though I was Fasting the doors down and taking the business to another level. I never really felt like I was implementing fast enough and making enough change. 

Ange
Well, that’s just not true. Dr. Drip was an amazing business before things went a bit pear shaped.

Andy
Yeah, it was, but it wasn’t in my head. Like I just wanted to be bigger and better and make more money. 

Ange
Well, that’s not such a bad way to be, I suppose. 

Andy
No, no, a hundred percent. But I realized the power of acknowledging the recent successes and the lessons learned. And I also realized how it made me feel by giving these successes and lessons attention before moving forward into the future. Otherwise I was always just chasing this one rabbit and unless I actually got it, I didn’t reward myself. 

Ange
That’s a really interesting point. You actually just said how it made you feel. Can you quantify what you mean by that? 

Andy
Yeah. I think as business owners, we have a goal and we know where we want to be. And sometimes when we’re not hitting that goal, we’re only focusing on the negative things that are happening in our business. And we’re actually not celebrating some of the amazing wins we’ve had in our business. So being forced to write down the wins made me realize I actually had done an absolute load and I was really proud of my results.

Ange
Well, that must’ve been a really good thing, right? 

Andy
Yeah, it was. And it actually made me acknowledge the team more too, because they were involved in almost every success. And there were a few lessons as well. 

Ange
Yeah. Well, share the good with the bad, right? 

Andy
That’s right. Okay. Let’s get everyone up to speed, Ange, can you first share with us what we mean by reflection? I mean, I’m assuming you don’t mean sitting at the pub after work on a Friday, reminiscing about the week that’s gone by with your tradie mates. 

Ange
Uh, no, Andy, I’m not. I’m actually talking about deliberate practice. This is where you look back at your experiences and your decisions and the outcomes of the past few months or even your past year.

Andy
And this is what we do with all of our Lifestyle Tradie members at our live events every few months. 

Ange
Yeah. You know what? It’s actually really simple, but it’s essential if you want to succeed. It involves pausing and elevating yourself from the day to day hustle and critically assessing the months that have actually just gone by.

Andy
So it’s not just reminiscing, hence no pub. 

Ange
No, exactly. No pub. This is purposeful. 

Andy
Yeah. So let’s talk through how you actually do this. Firstly, you want to start with your wins. So write down everything that comes to mind that you’re proud of. Think about your marketing, your systems, your workflow, your technology, your customers, your quote conversion, your team, whatever it is that you’re proud of.

Ange
Yeah, exactly. I actually want you to think about everything. It could be big or small, because when you take the time to acknowledge and celebrate achievements, either big or small, you’re actually reinforcing a culture of success and appreciation. 

Andy
Plus it’s a chance to recognize everyone’s efforts. That’s yours and also your team’s. And this strengthens the collective sense of purpose. 

Ange
Ooh, that’s a great point. These days, this is actually what your team wants. They want to feel a sense of purpose and accomplishment within the business. 

Andy
Yes, celebrating wins is a pretty powerful motivator. There’s even science behind it. I swear we’re not just blowing smoke, baby. 

Ange
Well, according to a study from Harvard Business School, our brains are actually wired to respond to rewards. So apparently any accomplishment, no matter how small, releases this chemical dopamine in our brain, which boosts your mood, your motivation, and your attention.

Andy
Oh yeah. Love a good study. And because it feels good, you want to do it again and again. And again. 

Ange
Yes. So let me give you some examples of what you might actually write down. It could be things like maybe a financial win. Maybe you reached a profit margin target, or maybe the boys have been smashing out their GPs.

Andy
Maybe your team completed a challenging job or you converted a hundred percent of all your quotes. Or you implemented a new system that improved efficiency within your business. 

Ange
Yeah, or maybe it was actually a personal win. Like you’ve kept up a morning routine that’s changed how you show up every day.

Andy
Yeah, great point. And it’s not just about business. The personal wins are good to write down too. Our business is so intertwined, isn’t it? With our own personal life these days. 

Ange
Yeah, exactly. So let me give you an example of how writing down these wins can actually be a huge advantage. Say you’re an electrical business and one of the things you’re proud of is the fact that you’ve had over 50 customer reviews, but they actually all seem to be mentioning one trading. Let’s call him John. So on reflection of this, you know, you’ve given him heaps of kudos at a toolbox meeting, but it does raise the question, doesn’t it? Why aren’t the others getting the same results? So your solution is to spend time on customer service training for the team. And as a result, the whole team is receiving five star reviews. This then leads to an increase in A grade customers, better conversion of quotes and ongoing referrals. 

Andy
Now that’s impactful because recognising a win also highlighted a challenge that led to an action with positive results for the business. 

Ange
Yeah, exactly. So, let’s flip to the other side of the coin and acknowledge our challenges.

Andy
Oh yes, this is where great lessons can be learned and although some tradies aren’t too happy about focusing on what went wrong over the past few months, I know my first instinct used to be to stick my head in the sand. 

Ange
Yep. I’m picturing that image of an ostrich right now, head down, bum up, but at some point you’ve actually got to pull your head up and look around. Let’s call it more like a little near cat, they’re way cuter anyway. Hey, 

Andy
You call me cute, baby! 

Ange
Stick to the topic, Andy. 

Andy
Okay. Acknowledging and facing challenges head on is a fundamental aspect of running a successful trade business. And here’s how I think about it. You know, challenges are not just obstacles. They’re opportunities in disguise. 

Ange
Oh I love that reframe. 

Andy
Yes. Challenges force business owners and their teams to assess their current strategies, adapt where they need to and get creative in their problem solving. 

Ange
Well, it’s true to say that ignoring challenges or sweeping them under the carpet will only lead to a negative scenario. Think stagnation in your business, missed growth opportunities, or worst case, total business implosion. 

Andy
Exactly, and if you do this activity frequently enough, you’ll be more open to seeking out and facing the challenges. And the best way to constantly make corrections and get the business back on course. As you know, business is not always a smooth ride. We all know that. Some days are as calm as sailing the seas of the Mediterranean, while others are like Navigating around the Bermuda triangle.

Ange
Don’t people go missing in that place? 

Andy
Yep, they certainly do. Just like some people go missing in business. So here today and they’re gone tomorrow and guess what everyone, we don’t want that to be you.

Ange
Gosh, no, we don’t. So hence why being aware of your recent challenges and hence what you need to do to quickly correct your course of action is actually really important. 

Andy
And if appropriate. Share both your wins and your challenges in your toolbox meetings with the team. This is exactly what we did at Dr. Drip. 

Ange
Yeah, exactly. No matter if they’re big or small achievements, make sure you include them all because let’s be honest, sometimes our big achievements and goals are few and far between. So it’s actually really important to keep the team motivated with these smaller wins. 

Andy
Yeah, we have our members go through this reflection activity every four months and they always say things like, I never knew and I can’t believe I actually have achieved so much.

Ange
Yeah. It’s interesting how shocked they are, right? 

Andy
Yeah. And simply because as business owners, we never stopped to look back. We only ever looked to the future, asking ourselves what’s next and this needs to change. 

Ange
Yeah, exactly. Because looking back at challenges can serve as an invaluable learning experience. You just have to ensure you treat your failures as a stepping stone to success. There’s this really cool saying that says you need to fail forward. 

Andy
Ooh, I like that one. 

Ange
Yeah. So let’s be honest. We’re not going to make the right decision a hundred percent of the time and mistakes actually do happen. So be really open to the lessons they provide and be really willing to be flexible and adapt.

Andy
This reflection process is repeated multiple times throughout the year. You will consistently capture your wins and challenges and then set plans to improve the months ahead. 

Ange
So seeing you’ve perhaps never done this exercise before, we’ve got a free cheat sheet that you can download so that you can actually go through this exercise and reflect. It literally is only going to take you 15 minutes. The links in the show notes or head to our website, lifestyletradie.com.au/free-resources. 

Andy
This is the perfect time to do this activity today and then use this as your compass of planning a successful 2024.  It’s Tradie Dilemma time. This is our Ask A&A Anything segment where you let us know what you’re having trouble with in your business and we give you our best advice.

Ange
Okay, today we have a question from Corey in Victoria and he writes, I’m a painter and I’m interested to know how I show my value when quoting. My prices are on the higher end. 

Andy
Well, first you need to consider the fact that if your transaction value is high, like say 20 grand, 60 grand, a 100K plus, then it’s common for customers to get three quotes. So my question to you is this, what have you done to ensure you’ve communicated your value to me as your customer? Because I need to influence maybe the other decision maker as well, or makers about why I want to use you, even though your price is perhaps higher than the other two quotes. 

Ange
Yeah, agreed. So what did you hand over to me with the quote that tells me more about you and your trade business and why should I choose you? Like, are you giving me a credibility pack? 

Andy
You know, never just give a quote with lots of boring text and a price. It’s too easy to simply compare one quote to the next and make a decision on price alone. But the reality is you don’t want to be the cheapest. You want your customers to value your service and quality work.

Ange
Yes. So the trust building journey really starts way before you visit the customer. They’ve probably done lots of research online before they’ve made contact with you. In fact, they’ve probably already stalked your website and maybe that was the first deal breaker for them. 

Andy
Yeah. You’ve got to put yourself in their shoes. You want your website to show things like awards you’ve won before and after photos, testimonials from your customers, and maybe some five star reviews as well. 

Ange
Yeah. These are all things and more that actually position you over and above your competitors. 

Andy
The customer journey also needs to be seamless too. I could go on and on and on about this, but how did you communicate before you even showed up on site? 

Ange
And then how did you actually show up on site? Were you even on time? How were you dressed? Did you speak confidently? How did you actually make that customer feel so that we’re constantly building trust along the way?

Andy
Your entire experience when you’re with that customer needs to be a positive one. Starting from today. Take the steps to implement each of these into your process. 

Ange
Agreed. So if you’re currently converting at say 20 percent of your quotes, then start tracking this over the course of time so that we can start seeing some changes. We know that it will be worth it for your business.  

Andy
Remember friends, we’re here to help you navigate the road of being a successful trade business owner. We know how lonely that road can be sometimes. 

Ange
Yeah, look, like us, you probably started your trade business in the first place because you wanted to be successful, have more freedom and time to do what you wanted, right?

Andy
Well, I know I did, but now a few years down the track, you are busier, more stressed than ever and working way too many hours. Seriously, guys, you have to stop doing it alone. 

Ange
Exactly. And you need to start recognizing that asking for help isn’t a cop out. It’s actually an investment in your business, in yourself and your family’s future.

Andy
If you want to regain your time and find the freedom to choose, jump on a free strategy call with me today to talk through the steps you need to get there. 

Ange
Yes. Simply head to lifestyletradie.com.au and you’ll see this huge big green button that says Strategy Session with Andy where you can book a meeting today.

Andy
Or if you’re looking on a mobile device, click the menu and you’ll see the Strategy Session option there. 

Ange
Guys, no more excuses. Let’s make 2024 your best year yet. 

Andy
Hell yeah!  

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