ID-614-Francisco Sirvent

Q: On the examples you’re giving us, you’re actually dropping in delivery of your services on to your calendar.
A: That’s keep money, because if we don’t deliver the services we have to give the money back. Keep money, get money, keep sanity and want to do. Delivery of services is keep money.
Q: So that helps me understand if I bring my whole team in to do a calendar retreat and my paralegal walks in and says, _I’ve got a big thing I have to do in January,_ and she drops that in the calendar, that’s appropriate?
A: We have an advantage in our business that some of your don’t. One of the advantages we have in our business is that we really productized our services, which every one of you can do the same. You can productize your service to the extent that you productize your service then you can schedule the production of those products. For example, we can say that on July 7th, 8th and 9th of 2016 your business is going to produce five estate plans, and you can block out on your calendar that it’s all hands on deck to produce five estate plans during those three days. Of course, that implies that you’re going to do some marketing to have the need to produce five estate plans. So what marketing would you need to do in order to produce the need for five estate plans in the first week of July 2016? Now for some of you who are thinking _Yeah, but how can I know exactly, positively sure that if I do this marketing in the beginning of June, that’s it’s going to produce five estate plans to do in the beginning of July?_ The answer is you learn with experience.