Lots of books and speakers talk about having to find “your why”. That is important. But they tend to make it out that it needs to be a bunch of BS. Lee helps you determine your Why and talks about his motivations in this video. Check us out at https://www.junkra.com Subscribe to this channel for all the best junk removal industry info Like and follow us on Facebook at Junk Removal Authority
What’s going on guys? We’re having a great morning this morning. I know I am. Hope you are. Hope we’ve got a busy week going on. I know we’re fighting the pollen here in North Carolina. Supposed to get some rain yesterday and none ever came. So, we got just these clouds of pollen flying all over the place. Hey, what I want to talk to you today is about what is your why? Why are you in the junk removal business or why are you in any service business or why do you do what you do? If you listen to some motivational speakers and you read some of these books. They talk about choosing a job that you would do for a decade, and you’d be fine doing it. You would continue doing it even if you never made a dime.
It’s crap. That’s crap. There is no way that you’re going to do the same thing for 10 years all the time, every day, all day and not take a dime for. It’s crap. Money is a is the reason why most business people and apparently almost all business people get in the business. Now, if your why is just to accumulate wealth and you don’t have things that you want to do with that wealth. For other reasons other than just money to get into business then you’re not going to be successful. You might acquire wealth. I’d say you acquire less wealth, but I think it would be a lot less if you had other motivating reasons and you’re going to waste it. You’re going to spend it on things that you don’t need, for temporary happiness or whatever.
Junk Removal I’d venture to say that none of us that got into the junk removal business growing up was sitting there saying, “I want to be a trash man. My lifelong ambition is to be a garbage man. That’s what I want to do. I want to pick up other people’s crap.” I seriously doubt anybody. There’s no way anybody thought that they wanted to be a garbage man. Being a garbage man is a good thing. That is an honorable position, but that’s not anything anybody dreamed of. If you’re going to go into business for yourself, I’m going to say you need to figure out what is your WHY. It could just be you want to be a respected member of your society. That was one of my ambitions, starting junk doctors. I wanted to be able to go, be around anytime and any person from the low class to high class. I want to be respected.
It takes a while in junk removal to get to that point. That was an ambition of mine. I want to be able to take care of my family. I bet you want to be able to take care of your family and make sure your kids can go to the school. You want them to go to and get a good education. Make sure your wife, you can take care of her and get her the things she might want to get. You and your wife had the freedom to go where you want to go and see what you want to see. That’s an ambition that requires money. I don’t necessarily think that it has to be with junk removal. I don’t know if it has to be this extremely pie in the sky like in the clouds a goal, but you need to have other motivations just then accumulate wealth
It could be there are some cars you want to acquire. You can be in the cars, and you want to purchase cars. So, don’t feel like when you hear this these motivational guys that you have to have. That you want to create. You want to lead a world peace, or you want to be extremely environmentally conscious and keep the landfills from filling up. There’s always so much that the Junk Removal company can do about the landfill. We are such just a little pea and the amount of stuff that a junk removal company puts in the landfill is you can’t even hardly measure it in fractions. It’s so small compared to what garbage companies in waste management and stuff like that. Put in and put out in the waste environment.
There’s very little way you’re going to have any measurable impact on landfills. That’s just the way it is. You don’t have to have this really lofty goal. Don’t feel bad for wanting money. You can do a lot with money. So, I’ve got some couple of friends, and they volunteer at the church. They go on all these mission trip. They take weeks of their time to go on these mission trips, and I applaud them for it. That’s great! They asked me about going on a mission trip. You know where I can do more good? If I go off for weeks at a time, my business isn’t going to grow as much. That’s money I’m missing out on. That’s money that I could donate then I’d be unable to donate. Who’s really going to do more good? The guy who is taking a couple of weeks out of his time to go swing a hammer and help construct a house. Educate people in Christianity and provide food and stuff like that in villages where the guy who works his butt off. Accumulating users where you know focuses his time on his business and accumulates quite a bit of money and then is able to write a check for a $100,000 to $200,000. Who’s doing more good at that point? The guy that’s writing the check for hundred thousand or the guy that’s volunteering a couple of weeks of his time to go swing a hammer and help build a house? I want to make sure everybody is aware. Don’t feel bad. Don’t like you’re a bad person because you want to accumulate money, but you need to have a goal behind that.
Junk Removal Authority, I’ll tell you some of my motivations with Junk Removal Authority. I want money. There’s great money in it. You know, there’s some good margins and services we put out there. The business package has good margins. The CAM, the CAM has marked up where its good margins. So, there is a great potential to make a lot of money there. But the only way that I’m going to sell those services, the only way that business is going to be able to be successful and continue to be successful is if the amount of money people is paying JRA is much less than the benefit we provide them. So, we have to create just a huge amount of good. We have to provide a huge advantage to all these companies we work with. Otherwise, we’re not going to be able to make this business success and earn money. We have to protect our reputation. For example, we were working with a company right now. It’s going okay, but it hasn’t gone great. If we need to, this next month we’re going to just kind of cover a lot of the costs. It can be a huge discount on the CAM services. We’re going to do what we need to do. We’re going to put a lot more time in it than what we’re paid for. Whatever we need to do to make that a success. We’re going to make a success. Our reputations are on the line. So, we’re going to make sure that he is successful in his market.
That’s what you need to do. You need to make sure you know your reputations are on the line. You need to make sure you provide really good work with junk removal business. So, if you lose money on certain jobs, you can lose a decent amount of money on certain jobs, but always protect that reputation. I’d love just to be able to look all around the country and see a business that we’ve touched. See business owners that we’ve allowed achieving a level of success beyond what they ever thought they could reach. It will help them achieve a level of freedom beyond what they ever thought they could accomplish. It starts with changing your thinking.
So, determine you’re why and then start thinking much bigger picture. You’ve got to get off the truck. You’ve got to invest money. When you’re making money, don’t just save money. Don’t just save money to save money. Don’t just build it up in an account. Have that money and treat that money as an investment. As soon as you accumulate enough money, invest in your business. Invest in another truck. Invest in hiring more people. Invest in marketing. Invest in training and consulting. Part of that is with JRA, but that right there will up your game to a level where you can improve your knowledge. It allows you to reach more people with your business. Costs money up front. Guys, you got to spend money to make money. Those of you that are just out there, you’re thinking smaller, and you’re on the truck. You’re just keeping that cash because you can make good money on the truck. Make damn good money just working on the truck, but you aren’t going to have freedom. You’re not going to build a business you can sell. You’re not going to be able to take care of your family as good as I can take care of my family. If you’re out there on the truck all the time. You make good money, but you are never going to make just fantastic money.
That means you’re going to make less money, short term. Let’s keep it with the Junk Removal Authority. If you go off and you pay us $3,000 for CAM, it’s going to be a little while. You probably go make a month or two. While you’re spending that money, you might make less money than you’re currently making. If you’ve been in business a long time. You’ve been in business seven or eight years or even four or five years. You’re probably going to have a little bit of a downturn right there when you first start with CAM, but the long-term benefits are huge. Getting off the truck is a huge short-term reduction in income. It is normally very short term because normally you start being able to get those same-day appointments you’re missing out on. Those same-day appointments, they start referring customers, friends, and family back to you. Every customer you touch, that’s another job. That’s another 10 jobs later on down the line over the next 8 or 10 years.
So, over 50 percent of our business now with Junk Doctors is repeat business, and then about 15 percent of our business is referral business. If we couldn’t get people on the same day, 20 percent of our business is the same day. Twenty percent of our business, as people that have got to go the same day. If you’re missing out on those customers, then you’re missing out on that repeat business. You’re missing out on that referral business.
Invest in hiring people. Get off the truck. Get other people that you can pay, $11 to $15 an hour depending on your market. Get them on the truck. Get them doing the jobs and bring you in the money. You get out, run a business and pick up the phone. You go to networking events, and you get more business to help support those people you’ve hired. Then get a manager or supervisor other than yourself. Get somebody in there that can run that business. Doesn’t have to be a full manager, but get somebody that can run the business so you can get out of town. So, you can take your family. Go on vacation, not have to worry too much about your business really. You’re always going to worry some but know that your business is in good hands and have freedom. Get to the point where you can make your schedule, you can go in when you want to go in. Guys, when you’re in the truck, you’ve got to get in there at 6:30. You got to be in their first thing in the morning. You got to be working until 8:00 o’clock at night. I’m not saying you will be working any less by getting off the truck, but you can make your schedule work for you. Especially once you have that supervisor position, there’s going to be a few days a week. You can go in at 9:30 or 10. I get to the office at 10:00 every morning. I go for breakfast with my wife in the morning. I get my work out every morning. I’m hitting the gym. I’m getting my workout in. I do some reading in the morning. So, I still wake up early, but I get my stuff done in the morning. That’s when my wife is available. She works at night and then what I’ll do is when she gets home about 9:00 o’clock, we spend a little time watch movie or whatever. She generally goes to bed by about 10:30 or 11 and I’m working. I work from about 11 to 1:00 in the morning and then I go to sleep and do it all over again. I have made my schedule work for you, and that needs to be one of the things you’ll go after.
It starts with why though. You do need to understand your why. Why is the reason you’re in business? That’s going to be your motivating factor. That’s going to be the motivation for you to work hard on the truck really. That’s going to be your motivation once you’ve got the money. You’re never really going to feel like you fully have the money. Once you can survive, once you have enough money to survive. Hiring somebody, hire them. Once you have enough money to invest in your marketing with CAM or if you’re not going to use JRA, invest in something with your marketing to acquire more customers. Free up your time to call customers and be a salesman. Get more business for yourself.
Once you started taking those steps, you’re going to reach a level of freedom in your life you never really imagined. You’re going to achieve that entrepreneurial dream of freedom, and that’s very hard. People in the service industry are very poor on ever achieving an actual entrepreneurial dream. Some of them will have a successful business, but it’s going to rely on them every single day from sunup to sundown. The doors are open, they have to be there. If their business is open, they have to be there. Guys, that’s not business ownership. That’s like the worst job in the world. That’s like a terrible job.
Figure out your why, work hard every day and be willing to invest every extra penny you have. Be willing to invest in your business until your business is making so much money, bringing in so much money or you’re at a level where you’d like with that business where you’re free. At that point, you don’t have to invest in your business. Start investing in real estate, mutual funds and whatever you want. Keep that money busy. Money in a savings account does nothing. It’s literally a waste. It is an absolute way to save money. Invest money every time you get money in, invest in your business. Once you’re done investing in your business because you’re where you need to be. Then start investing in other things. Keep that money busy. Keep that money making you money, and you’ll achieve a level of success you never thought possible. This is a long episode of trash talk right here. This is getting on to the Junk Removal Made Simple. A lengthy episode but I hope everybody found some value in there. I hope it helps you invest in your business and reach levels of success that you never thought possible. Always call the office at +1 919-466-9322. You can email me [email protected] I didn’t get a trash talk episode out yesterday, so we’ll probably have one more coming up later this afternoon. Thanks, guys.