May 4, 2025 • 33 mins
INTRO
Your host is Davy Tyburski, America’s Chief Profit Officer® and Founder BigMoneyDetailer.com.
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OUTRO
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:01):
Welcome to the show.
We're mixing it up for thisepisode and I think you're gonna
love it.
Davey wanted to give you a realtaste of what it's like to be
on one of our live Q&A callsunscripted, unfiltered and
packed with practical strategies.
In this session he tackles twoof the hottest questions from
the Big Money Detailer community1.
(00:21):
What's the smartest way toprice your auto detailing
packages?
Two, how do you set up arecurring monthly maintenance
plan or membership program thatactually sticks?
If you want to be part of oneof these future calls, head over
to bigmoneydetailercom and getyourself signed up.
Let's dive in.
Speaker 2 (00:40):
Hey, big Money Detailers.
Hey, welcome to the livequestion and answer call for
today.
Always excited to see so manyfolks jumping on to get
additional information on howyou can earn more so you can
serve more.
Again, friendly reminders toyou as we.
As we roll through here, onyour dashboard over there you'll
see a raise hand.
(01:00):
Just feel free to press thatbutton, raise your hand.
I'd be happy to unmute you andagain, put your camera on.
That's even better so we canhave a conversation.
But again, this is all aboutserving you.
So what are your questions?
What are your biggestchallenges right now?
What are your top goals?
This is a live, open Q&A forumto make sure that I'm delivering
(01:21):
and we're delivering everythingfrom Big Money Detailer to help
you earn more and serve more inyour local area.
So with that we had plenty ofquestions.
Come in.
But again, I'd rather hear fromyou live.
So go ahead and put your handup.
If you have a question or, ifyou're more comfortable, just
stick it over there in the chat,in the question section, and my
(01:41):
team will print it out for meand we'll go ahead and hit a few
of those as we move forwardhere this morning on the call.
So here's a couple that we gotin Before we start.
I did a yesterday.
I did a live webinar for theInternational Detailing
Association and in that webinarand, by the way, you can go to
(02:02):
the IDA site and check it outJust Google International
Detailing Association and then,if you're not a member of the
IDA, it's look, it's less than abuck a day.
So you should definitely becomea member of the IDA, not only
because it's a greatorganization, they have a great
team and they're very efficientin how they run things, but also
(02:23):
there are many folks, manyothers just like me who are out
there putting up terrificwebinars and a lot of other
information that will reallyhelp you expand your detailing
business.
But anyway, back to the story.
That topic that I did yesterdaywas how to use public speaking
to grow your detailing business.
(02:43):
And for those of you that areon the Q&A session this morning,
see a couple of things overthere already.
You don't have to be a publicspeaker Like I don't want to
freak anybody out, it's like.
You don't need any formaltraining, you don't need a stage
, you just need a servant'sheart to deliver a message to
all the local businesses in yourarea.
And again, it's not a salespitch.
(03:05):
It's not you going in talkingabout your detailing business.
It's well, I'll just kind ofgive you some insights.
But all of you should go to theIDA site and if you're a member
, go ahead and log in and watchit.
If you're not a member, youshould join the IDA.
Like I said, less than a buck aday, it's definitely worth it.
It's a great organization.
But I'll give you a couple ofhighlights here.
First is, as far as speakinglocally, you're not going to go
(03:27):
in and do a sales pitch, right?
It's not like you're going toshow up at the Chamber of
Commerce and talk for 15 minutesabout ceramic coatings and all
the other great stuff that yourcompany does.
That's not what this is allabout.
It's always about leading witha servant's heart.
Lead with your heart, go thereand serve that organization.
About leading with a servant'sheart, lead with your heart, go
there and serve thatorganization.
So if it's the chamber, you'regoing to obviously be serving
(03:50):
many businesses at the same time, because they have a lot of
different businesses that arepart of the chamber.
But, for instance, if you go toa, I'll just go and say, like a
car dealership and maybe you'rereally good at team building or
you're really good at holdingmeetings with your team, then
that's something that everycompany is going to want to
learn more of.
Again, with AI, these days youcan simply just ask AI, say, hey
(04:11):
, give me the top 15 challengesthat local businesses have in
like, in my case, san Antonio,texas and you can kind of look
at that list and you can say, oh, I'm good at number six and I'm
good at number nine, and thenyou can put together a little
presentation.
10, 15 minutes is all it is.
The benefit of that is it's oneto many.
(04:31):
So right now I'm talking to you.
Well, I'm talking to one tomany because many of you are on
the Q&A call here this morning.
But if you're in a situationwhere you're talking to a
potential client, it'sone-on-one.
So that five-minuteconversation I call it.
By the way, it's a coin termthat I use in all my keynote
presentations, whenever I speakat detailing conferences or
(04:52):
whenever I'm speaking todifferent organizations
Microsoft, kellogg's, goodyear,just to name a few.
But bottom line is, one of thethings I always talk about is
hey, there's a few things thatyou need to make sure happen in
that presentation and it's allabout serving them first.
The benefit of doing that talkagain is one to many.
So, even though, like I said,you can have that sales
(05:14):
versation, as I was sayingearlier, I call it a sales
versation because you're notselling them anything.
It's more of a conversation yes, combined with sales.
So you want to have that salesversation when you have it
one-on-one and it's five minutes, that's five minutes of your
time.
But think about this for asecond.
If you were able to get a15-minute presentation where you
have, let's say, 10 people inmaybe at the company, or 10
(05:37):
people in their conference roomor whatever, now think about how
much you've multiplied yourtime.
Think about how much you'vemultiplied your effort in terms
of having sales versations.
Except in this case you'retalking to many more people.
So, again, check it out.
Go to the IDA website, googleInternational Detailing
Association.
As a matter of fact, I've beenblessed to speak there at the
live events many times and alsohave spoken like at the Mobile
(05:58):
Tech Expo and a few others.
All right back to the regularlyscheduled program, which is the
question and answers for today,and today we're going to go.
We're probably going to go forabout another 15 minutes or so.
So again, if you're justjumping on, if you, if you want
to put that button that saysrequest to speak, I'll be happy
to unmute you.
We'll have a conversation, seeif I can serve you and help you
(06:19):
with any challenge you're havingor maybe a top goal.
And then also, if you want,just go ahead and type it in
over there and we'll make surethat we get it.
So here's the questions wereceived prior to today's Q&A
session.
So I'm just going to pick a fewof these randomly.
Let's see here.
All right, well, let's talkabout number two what is the
best pricing strategy for myauto detailing packages?
(06:42):
So, packaging pricing.
To me, there's a few stepsbefore we start talking about
pricing.
I like to kind of break thingsdown.
Same thing whenever I do, likemy live events, and whenever you
become a coaching member forBig Money Detailer, you come
here to my home training center,which is upstairs, and I break
(07:03):
it into three pieces there's abefore, there's a during,
there's an after.
So back to the question what isthe best pricing strategy for
my auto detailing packages?
Well, let's start with before,before we talk about pricing,
right Before we quote pricingand all those other things.
Before that happens, thereshould be a few things you have
(07:23):
in place.
One of the key things youshould have in place is an
expectation video or, at aminimum, at least a few
paragraphs on your website or onyour social media page.
However, you run your marketingon your side of the business,
but you should have somethingthere that kind of outlines all
the reasons why you deliveroutstanding value.
(07:43):
It's not just about havingpackage A, package B, package C
and these are the prices.
Excuse me.
It's more about what are youdoing beforehand, before you
even talk about a price, to makesure that person, that
potential client, understandsthe value you bring?
And, again, a lot of thesethings.
Some of you may not know, butI'm Dylan Tyburski's father.
(08:06):
He runs the Affluent Auto Spahere in San Antonio, texas.
So besides being blessed to behis dad, I'm also blessed to be
his business mentor.
Now if you ask him what's itlike to have your dad mentoring
and coaching you, he'll probablysay it's a blessing sometimes
and sometimes it's a curse,because sometimes I'll give him
a hug when he's doing thingswell and sometimes I give him a
(08:28):
kick in the butt whenever heneeds improvement.
But if you go toaffluentautospotcom, you'll see
how we address this in terms ofvalue, how do we explain value
and, just as important, what wedo and what we don't do.
That's also a big part of theconversation that you need to
have again, either in writing orwith a video or whatever it
(08:49):
might be, to make sure you'resetting the right expectation
with that customer.
So before again, what's thebest pricing strategy for my
auto detailing packages?
The before is setting the rightexpectation.
Let me summarize that for youNow.
Next is during.
Now.
One thing about me is I canland on either side of this
(09:10):
option and I can justify eitherone.
I'm just letting you know froma Fluent Autospas perspective.
We chose option A.
Let me give you option B first.
Option B is the website, yoursocial media page, whatever has
package A.
Here's.
Give you option B first.
Option B is the website, yoursocial media page, whatever has
package A.
Here's all the stuff you get.
Here's the price.
Package B here's all the stuffyou get.
(09:32):
Here's the price.
Option C here's all the stuffyou get.
You get the idea.
Here's the price, which, by theway, if you do choose option B,
which we use, option A, I'llcover here in a minute.
But if you do use option B, Idon't recommend more than three
different choices for apotential customer.
Why?
(09:53):
Because a confused mind doesn'tbuy.
A confused mind doesn't moveforward.
So what we have to be carefulwith is when we have, you know,
10 different packages, you'remaking that person decide
between 10 different choices.
And one thing that really a lotof clients tell me there's one
thing that makes me unique isI've worked with 15 different
(10:15):
industries.
Ok, not just auto detailers,but I've worked with other
industries construction trades,transportation companies,
healthcare, fitness and many,many others Dentists as well.
As an example.
And one thing I'm really goodat and why you want to hang out
with us here at BigBuddyDetaileris I look at what's working in
all those other industries and Itweak it just a little bit.
(10:37):
I make it work for your autodetailing business, and the
benefit of that, of course, is,besides getting great, you know
auto car detailing strategiesand tips from us I also bring in
those other industries andmodel things that are working
well there and then we implementthem in Dylan's business at
fluidallespacom and then I sharethem with you whenever you move
(11:00):
forward as a coaching member.
One example it just happenedbecause I did the webinar
yesterday.
I have this stuff laying infront of me so I'll just hold it
up for you.
Here's one right here.
This is an actual physical copyof Dylan's book.
It's called Car Detailing SanAntonio.
To my knowledge, I don't knowother than Dylan.
I don't know anyone who'sspecifically written a detailing
(11:22):
book specifically for the areathat they're servicing.
So let's go back to modelingother businesses.
This comes from my keynotespeaking business.
This comes from the keynotespeaking industry where to be a
leading authority in somethingpeople see you as a leading
authority and having morecredibility when you have a and
(11:42):
you've written a book, you know,with the ISBN number and
everything else in there.
That is one example of how wemodel what's working well in
another, in this case, industry,but really it's speaking, and
how do we model that for thedetailing business?
Well, the book.
So go back to these, thesepricing options.
Right, you give someone 10options.
(12:03):
It's very confusing Now how wemodeled our pricing.
We have like three and thinkabout this.
It comes from well, like,straight up, like I'm a fast
food junkie Some of you knowthat already and you kind of
laugh over there in the chat.
I see that.
But like Taco Bell, like I justlove Taco Bell.
But now, up until about four orfive years ago, there used to
(12:26):
be three choices when you wentto a fast food restaurant.
And if you want, you can typethem in because you know what
they are already.
But go ahead and give me someengagement over there in the
chat.
Yep, you got it right, thereyou go.
John says small, medium, large,right, three choices Small,
medium, large.
So your packages for yourdetailing business small, medium
, large, or, in this case youknow, a gold, a silver and a
(12:48):
bronze as an example, orplatinum, gold, silver, whatever
you come up with.
But there should be three ofthem.
And in most cases, if you dothe research and marketing and
you look at how people choosethings small, medium and large.
I don't want the small, that'stoo small.
I don't want the small, that'stoo small.
I don't want the large, that'stoo big.
I'll just go with the medium.
So if you do decide to go withoption B, which is giving those
(13:11):
packages what you get, you'regoing to have three of them.
And then also I would have sortof the middle one and I would
put most popular and that shouldbe the one that probably is the
most profitable for you as well.
Again, you guys know I'm knownas America's chief profit
officer whenever I go out andspeak, and it's not just about
revenue, revenue is important,but really profit is the most
(13:34):
important component of yourbusiness.
So, small, medium, largepackages you're only going to
have three, you're not going tohave 10.
Make it easy for the customerto choose.
That's option B.
Back to the question.
Okay, some of you are justjumping in here.
The question was what is thebest pricing strategy for my
auto detailing packages?
I just covered option B andthat was in terms of small,
(13:58):
medium and large.
Don't give them too manypackages.
Give them three choices.
Okay, now option A, which iswhat we choose here at the
Affluent Holospaw, is we don'thave set prices.
As far as now, we have setprices for packages, but what we
don't do is we don't just quotesomebody on the phone hey, it's
so-and-so, can I get a quotefor a fill-in-the-blank?
We push people and we give them.
(14:21):
We actually do two or sometimesthree I'll call them closes to
close them into a consultation.
We want to physically show upat their residence, we want to
physically show up at theirmedical office building or
whatever, and we want to have aconsultation with them before we
quote a price.
So, again, option B put theprices on your website, social
(14:42):
media page, whatever you decideA, b and C, here's what you get.
Here's the prices.
Boom.
The challenge, with that in ourmind and based on my decades of
marketing and sales, is you'reletting people decide off of a
page.
Oh, I'm just going to shop forprice.
So they'll look at your priceand then they'll call three
other detailers and they'll pickthe lowest price.
(15:04):
In our business, the affluentagain affluent auto spa, we tend
to detract those type of peoplebased on the messaging and how
we word things and our videosand some of the other components
.
As a matter of fact, there'sanother thing I talked about
yesterday on the call.
We use this, what I'll call aluxury, exotic car detailing
(15:24):
treatment voucher.
Okay, and this is what this isfor.
I'm going to read it to youagain this certificate entitles
you to one complimentary luxuryexotic car detailing treatment,
exclusive one-time offer $247value.
Now, again, I'm not judginganyone.
I'm not that type of person.
Those of you that are in thecoaching program know that.
But I will say, from amarketing perspective, we're
(15:46):
clearly saying that we'relooking for luxury and exotic
car vehicle owners.
Ok, we're not saying again, nodisrespect.
We're not saying like minivanswith Cheetos and a baby seat in
the back in the car is adisaster.
We're actually calling out whowe're looking for and then also
(16:09):
on the back you could see well,you may not see.
By the way, you can go tobigmoneydetailercom.
Bigmoneydetailercom and a lotof the things I talk about on
these live Q&A calls, a lot ofstuff I talk about in webinars
and when I do my livepresentations I put those
resources out there.
So go to bigmoneydetailercom.
There's a buffet, the wholebuffet of different things that
you can look at to really helpgrow your business.
So back to option A on thispricing.
(16:30):
Option B here's your prices.
Go pick small, medium, large.
Boom, we go down theconsultation route.
This is another example of whyit's a benefit to work with me,
because what I've done is I'vetaken the dentist and physician
practice of marketing.
If you think about that, lasttime you were sick, last time
you were in need of a dentist asan example, do you just walk in
(16:54):
the door and they say, ok, I'mgoing to, I'm going to drill
tooth number 10 and I'm going totake care of it for you.
No, that they're actually.
That's treating you already.
It's the same thing with yourdetailing business.
When you give someone basicallyA, b and C as a choice and they
go look at it, they're they'reself-medicating, so to speak.
They're picking something basedon what they think they want
(17:16):
right.
The consultation model which ismuch more effective, going back
to how dentists and doctors work, is you go in and the first
thing they do is they have aconversation with you and they
assess and diagnose yoursituation.
How are you feeling?
What's causing this?
They're asking you a lot ofquestions.
So in your detailingconsultation it should be the
(17:38):
same thing.
What concerns do you have aboutyour vehicle?
How often do you get yourvehicle washed?
All those type of assessing anddiagnosing type questions.
You want to learn more aboutwhat their goals are.
You want to learn more abouthow long they're going to have
the car.
Are they planning on sellingthe car soon?
Just like a physician or adentist does, they ask you a
(17:58):
series of questions to helpdetermine the best path of care.
Same thing with your autodetailing consultations is
you're going to assess, diagnose, have some conversations with
the customer.
Thanks for lighting up the chat.
You guys are relating to this,which again, I appreciate you
giving me some feedback here aswe move forward.
But you can relate to thatAssess, diagnose and then, as
(18:20):
the professional, qualified autodetailer, you now have the
right to suggest the treatment,whatever the treatment happens
to be.
You've got to understand thatyour most valuable client, the
person you really want to dobusiness with, is the one who's
most educated.
(18:41):
I'm just going to read you a fewof these chapters from Dylan's
book how auto detailing mayincrease your resale value.
How a do-it-yourself approachmay damage your vehicle.
What is advanced clay bartreatment, paint swirls versus
no paint swirls?
My favorite chapter and Dylan'sfavorite chapter is chapter 15.
(19:01):
As a matter of fact, when weleave this book and have a
conversation with someone, weactually put this sort of in
there as a bookmark, and whatthey do is they go to that
specific chapter.
It is called are you ready?
What is ceramic coating and whyyou should have it applied?
Now, in a lot of cases, apotential customer doesn't even
(19:22):
know what the heck ceramiccoating is.
So by having and again, if youwant to do the book, we have a
way to do that.
Go to the website and hit thatbutton that says you know, learn
more about one of the mostadvanced marketing techniques.
But for this call, I just wantto kind of break it down for you
.
If you don't have a book, youcould still have a section on
your website that explains thebenefits of ceramic coating.
(19:42):
You don't have to go to theplatinum option and have a full
book.
It's great, it works well,gives us a lot of referrals, but
in your case, you can at leastwrite an article about what
ceramic coating is.
So back to option A, whyconsultations are important
Because you assess, you diagnoseand then you've earned the
right to suggest treatment, notfor the patient in this case,
(20:04):
but you have earned the right tosuggest a treatment for their
vehicle.
As a matter of fact, we don'tcall them detailing packages, we
call them treatment options.
Again, modeling what works inother industries and what people
are used to, and modeling whatworks in other industries and
what people are used to.
So to put a bow on this firstquestion that we're covering
(20:24):
today is you know what is thebest pricing strategy for my
auto detailing packages?
Again, two options.
Option B small, medium, large.
Let them pick, let them decide.
The downside of that is youdon't even like get their
contact information.
They're judging you, they'rejudging their decision based on
some words on the page right, orif you have it printed out
physically.
They're judging you off of thatOption A, which, again remember
(20:48):
, I can go either way.
Here we chose at Fluent AllerSpa to go down the consultation
route for the reasons that Ijust described.
So hopefully that helps.
The last thing you might bethinking let's see, yeah, ok.
So yeah, how's that compared tomy local market?
I don't know.
I mean, you should probably bea secret shopper or have someone
(21:08):
call around to the other localtop detailing companies in your
area.
Well, there's a lot of.
I could spend another 10minutes on this, but I'm going
to give you the summary so I canget to the next question.
I could spend another 10minutes on this, but I'm going
to give you the summary so I canget to the next question.
You should always secret shop.
You or somebody in yourorganization or maybe a friend
of yours should call and see howthe other companies handle a
(21:30):
phone call.
As an example you call acompany.
How do they answer the phone?
You know, is it Joe's detailingor is it Joe's detailing?
How can I put a smile on yourface today?
I just made that up just togive you an extreme example.
But how are they answering thephone?
And then, how are theyanswering your questions?
How are they addressing pricingconcerns?
(21:51):
You should learn from others inyour local market.
The other benefit of that goingto the second part of this
question is how should you pricelocally?
Well, you don't want to be thelowest price person.
You don't want like uh dylandoesn't mind if I tell the story
, but when he first started uh,thinking about starting his
detailing business, I'm likelet's brainstorm some netness
man, let's what do you got?
And a couple of them were um,let's just say they need an area
(22:15):
of improvement.
It was, they needed an area ofimprovement and it was the name
Dillon's Discount Detailing.
Dillon's Discount Detailing 3Dsis going to attract what type of
people?
People that want a discount.
In my many years of dealingwith clients from multibillion
(22:38):
dollar companies to startupentrepreneurs, it's much easier
to deal with affluent people,people that again just talking
marketing here that have a lotof disposable income.
They have extra money, right?
Somebody who's going to useDylan's discount detailing is
probably going to haggle you onprice, no matter how well you do
(23:01):
, they're never going to besatisfied with the result that
you gave them, versus somebodywho's driving a Lamborghini or a
Ferrari who is not as concerned.
Not as concerned or in somecases actually in most cases not
concerned about price at all.
They're more concerned aboutthe value that we deliver.
They're always going to behappy with the vehicle and the
(23:23):
awesome work that you do.
So that's the decision you haveto make as far as the pricing
goes.
But I would secret shop, I wouldcall some of the local
detailing companies in your areaand see where you fit on the
scale.
Are you on the lower end of thepricing?
Are you in the middle range?
Are you on the higher end ofthe pricing?
As a matter of fact, we're onthe higher end.
But if you go to again Dylan'ssite, affluenthullespotcom,
(23:45):
you'll see how we address that.
And we're pretty direct and saylook, if you're we don't say it
exactly this way, but you'llsee it basically says you know,
if you want a discount and youwant subpar service, we're
probably not the right companyfor you.
We just sort of laid out in avery graceful way to let them
know that they should probablygo somewhere else.
(24:06):
Ok, let's see if we have goingto go for another.
I don't know five minutes heretoday.
Try to keep these tight.
Again, if you have anyquestions, hit that little
button that says raise your handor request to speak, I think it
says, and then I'll unmute youand you can jump in and I'll be
happy to have a conversationwith you.
And then again, just in thechat, a couple of things didn't
(24:30):
think about how my detailingbusiness could relate to a
dentist office.
Well, just let me finish thatconversation with you real quick
.
So this is our referral box.
This comes from the dentalindustry.
Like if you're a patient firsttime they give you a box like
this.
It has like floss and a tooth,a toothbrush and toothpaste and
all kinds of cool stuff in itlike that.
(24:52):
So because I've worked withdentists in the past, I've
modeled what they did.
And what we did is we created agift referral I should say
introduction.
My bad, we call this a giftintroduction box and what it's
designed to do is it has allkinds of goodies in it.
It has still a six-pagebrochure, it has the program I
just told you about earlier,it's got a refrigerator magnet.
(25:12):
It's got poker chips, businesscards and, of course, a copy of
his book would also go in here.
That I already showed you duringthe Q&A call today and the
reason we have that together isit makes it very easy for a
satisfied client to recommendand introduce Dylan to others.
So, as an example, when he'sfinished with a vehicle, let's
(25:36):
say, and comes out, does aquality check, everybody's happy
, boom.
He says hey, you know what,mary, I'd love to give you a
gift box.
In here You'll find a fewthings.
He kind of walks them throughreal quick, moves on to the next
client and then because Mary Ithink it was Mary I said Mary,
mary's neighbors are coming overlooking at her Mercedes and say
(25:56):
, man, it looks really good, whodid it for you?
And now she's got probably Ithink there's seven different
components in that box.
She can take a poker chip, abusiness card, a refresh magnet.
She can give a copy of theDylan's book if she wants to
that potential client and it'slather rinse repeat for us and
again works well for us.
If you want to learn more aboutthat, you can go to the
(26:17):
homepage bigmoneydetailercom andthere should be a big icon
there that says referralaccelerator.
You can check out the referralaccelerator and how we use all
that marketing material.
Okay, let's get one morequestion in here before we close
out for today.
And again, if you have anything, just stick it in the chat.
Thanks for all the feedback.
(26:38):
And again, maybe some of youare a little shy this morning
and don't want to put your handup, and that's okay.
I've got plenty of questionsthat y'all sent me before the
call today.
All right, let's see wherewe're going to go next here.
Okay, this is number seven.
It says how do I set up arecurring maintenance plan or
(26:59):
membership program?
First off, if you don't haveone, you are missing out on one
of the biggest revenueopportunities and one of the
best ways to retain keyword,retain your current clients.
And the last thing is, it's theone of many ways, of course,
(27:27):
but in this case it's one way togenerate recurring revenue
while you sleep.
It's funny because I think itwas last week.
We had some challenging weatherhere in San Antonio, so Dylan,
because he does mobile, couldn'tdo a lot of the jobs because it
was raining, but guess what?
I still saw the notificationscoming in for $197, $197, $197
for those folks who are on themonthly.
(27:47):
We call it the VIP maintenanceprogram.
Again, you can check it outover at avlunalspacom.
But it's good to see that whenyou're not actually working that
there's still money coming inmonthly.
So every month that getscharged to their credit card.
The VIP maintenance programit's $197 a month.
And easy math let's do easymath we get 10 of those at $197.
(28:09):
I don't trust my brain becauseI'm not good at math, but I do
have my trusty calculator.
I'm going to take $197 times 10clients.
How would you like to begenerating an extra $1,970 a
month just for fun?
Divide that by 30 days.
How would you like to begenerating an extra $65 a day by
having 10 people on yourmaintenance program?
(28:31):
Back to the question how do Iset up a recurring maintenance
plan or membership program?
Well, first one, just make sureyou understand the dollar
impact of that.
It's significant.
Use that same number and saywhen you get to 100 clients at
$197 a month, how's that changeyour world?
What would you do with theextra money?
How would you do more fun stuffwith your family and all the
(28:52):
other cool stuff that comes withthat?
So how do you set it up?
Basically is you just need toput pen to paper.
You need to say this is whatI'm going to deliver for you on
the monthly program and here'sthe price.
And I know that sounds simple,but that's where you start.
You start with a pen and paperand you sketch it out and say
this is what I'm going todeliver, and then you could
(29:14):
basically take that informationand you put it to your website.
We actually have a whole videothat explains it.
So, after Dylan does a great jobwith his team excuse me, on a
vehicle, it goes something likethis and I'll get you the link
here in a minute, but it goessomething like this.
Hey Mary, I do love yourvehicle.
Glad everything went well.
(29:34):
As a matter of fact, you earnedone free month in our monthly
VIP maintenance program and heleaves.
I don't have one in front of meand, quite honestly, I'm not
going to go to the marketingcloset and get one.
It looks like this it'sbasically a certificate that
says you've earned one freemonth and there's a QR code on
it.
They scan the QR code, thecustomer goes to the site.
(29:55):
They put in their information.
Yes, they actually put theircredit card information in as
well and put in theirinformation.
Yes, they actually put theircredit card information in as
well.
And then what happens is we getthem on the schedule right
After the first service.
They love it.
It's like this is great.
I want to continue.
It automatically charges thecard $197 a month, for month
after month after month aftermonth.
(30:16):
I believe that isaffluentautospotcom slash VIP.
Let me just check the otherwindow here real quick.
I'm just going to make sure Igive you guys the right thing.
And so if you go toaffluentautospotcom slash VIP I
think it's VIP, let's see, yes.
(30:38):
So if you go to, let's see hereif I could do this for you guys
let's share the screen realquick.
It's this right here.
Share there you go.
So if you go toaffluentautospotcom slash VIPMO,
again, what we do first is wehand them that voucher.
(31:00):
They come to this site, youearn one free month.
Here's a video right here thatexplains the process, how it
works.
And down here they have theability to move forward.
So you can sign up right now.
Right now you can sign up atthe annual retail rate or you
can just do monthly right herefor $197.
(31:21):
So we are good to go and that'show we basically promote the
maintenance program to everyone.
We give them that voucher firstand then, after the voucher,
then we send them to the websiteand they take care of it.
So with that, I think I'm goingto shut it down for today.
Again, the questions we didn'tget to.
I'll just carry those over toour next live Q&A call and I
(31:45):
will make sure that we coverthose.
But until next time, I'm DaveyTyburski, the founder of Big
Money Detailer, also known asAmerica's Chief Profit Officer
and proud father of DylanTyburski of the Affluent Auto
Spa.
I will chat with you real soon,bye-bye.
Welcome to the show.
We're mixing it up for thisepisode and I think you're gonna
love it.
Davey wanted to give you a realtaste of what it's like to be
on one of our live Q&A callsunscripted, unfiltered and
packed with practical strategies.
In this session he tackles twoof the hottest questions from
the Big Money Detailer community1.
(00:21):
What's the smartest way toprice your auto detailing
packages?
Two, how do you set up arecurring monthly maintenance
plan or membership program thatactually sticks?
If you want to be part of oneof these future calls, head over
to bigmoneydetailercom and getyourself signed up.
Let's dive in.
Speaker 2 (00:40):
Hey, big Money Detailers.
Hey, welcome to the livequestion and answer call for
today.
Always excited to see so manyfolks jumping on to get
additional information on howyou can earn more so you can
serve more.
Again, friendly reminders toyou as we.
As we roll through here, onyour dashboard over there you'll
see a raise hand.
(01:00):
Just feel free to press thatbutton, raise your hand.
I'd be happy to unmute you andagain, put your camera on.
That's even better so we canhave a conversation.
But again, this is all aboutserving you.
So what are your questions?
What are your biggestchallenges right now?
What are your top goals?
This is a live, open Q&A forumto make sure that I'm delivering
(01:21):
and we're delivering everythingfrom Big Money Detailer to help
you earn more and serve more inyour local area.
So with that we had plenty ofquestions.
Come in.
But again, I'd rather hear fromyou live.
So go ahead and put your handup.
If you have a question or, ifyou're more comfortable, just
stick it over there in the chat,in the question section, and my
(01:41):
team will print it out for meand we'll go ahead and hit a few
of those as we move forwardhere this morning on the call.
So here's a couple that we gotin Before we start.
I did a yesterday.
I did a live webinar for theInternational Detailing
Association and in that webinarand, by the way, you can go to
(02:02):
the IDA site and check it outJust Google International
Detailing Association and then,if you're not a member of the
IDA, it's look, it's less than abuck a day.
So you should definitely becomea member of the IDA, not only
because it's a greatorganization, they have a great
team and they're very efficientin how they run things, but also
(02:23):
there are many folks, manyothers just like me who are out
there putting up terrificwebinars and a lot of other
information that will reallyhelp you expand your detailing
business.
But anyway, back to the story.
That topic that I did yesterdaywas how to use public speaking
to grow your detailing business.
(02:43):
And for those of you that areon the Q&A session this morning,
see a couple of things overthere already.
You don't have to be a publicspeaker Like I don't want to
freak anybody out, it's like.
You don't need any formaltraining, you don't need a stage
, you just need a servant'sheart to deliver a message to
all the local businesses in yourarea.
And again, it's not a salespitch.
(03:05):
It's not you going in talkingabout your detailing business.
It's well, I'll just kind ofgive you some insights.
But all of you should go to theIDA site and if you're a member
, go ahead and log in and watchit.
If you're not a member, youshould join the IDA.
Like I said, less than a buck aday, it's definitely worth it.
It's a great organization.
But I'll give you a couple ofhighlights here.
First is, as far as speakinglocally, you're not going to go
(03:27):
in and do a sales pitch, right?
It's not like you're going toshow up at the Chamber of
Commerce and talk for 15 minutesabout ceramic coatings and all
the other great stuff that yourcompany does.
That's not what this is allabout.
It's always about leading witha servant's heart.
Lead with your heart, go thereand serve that organization.
About leading with a servant'sheart, lead with your heart, go
there and serve thatorganization.
So if it's the chamber, you'regoing to obviously be serving
(03:50):
many businesses at the same time, because they have a lot of
different businesses that arepart of the chamber.
But, for instance, if you go toa, I'll just go and say, like a
car dealership and maybe you'rereally good at team building or
you're really good at holdingmeetings with your team, then
that's something that everycompany is going to want to
learn more of.
Again, with AI, these days youcan simply just ask AI, say, hey
(04:11):
, give me the top 15 challengesthat local businesses have in
like, in my case, san Antonio,texas and you can kind of look
at that list and you can say, oh, I'm good at number six and I'm
good at number nine, and thenyou can put together a little
presentation.
10, 15 minutes is all it is.
The benefit of that is it's oneto many.
(04:31):
So right now I'm talking to you.
Well, I'm talking to one tomany because many of you are on
the Q&A call here this morning.
But if you're in a situationwhere you're talking to a
potential client, it'sone-on-one.
So that five-minuteconversation I call it.
By the way, it's a coin termthat I use in all my keynote
presentations, whenever I speakat detailing conferences or
(04:52):
whenever I'm speaking todifferent organizations
Microsoft, kellogg's, goodyear,just to name a few.
But bottom line is, one of thethings I always talk about is
hey, there's a few things thatyou need to make sure happen in
that presentation and it's allabout serving them first.
The benefit of doing that talkagain is one to many.
So, even though, like I said,you can have that sales
(05:14):
versation, as I was sayingearlier, I call it a sales
versation because you're notselling them anything.
It's more of a conversation yes, combined with sales.
So you want to have that salesversation when you have it
one-on-one and it's five minutes, that's five minutes of your
time.
But think about this for asecond.
If you were able to get a15-minute presentation where you
have, let's say, 10 people inmaybe at the company, or 10
(05:37):
people in their conference roomor whatever, now think about how
much you've multiplied yourtime.
Think about how much you'vemultiplied your effort in terms
of having sales versations.
Except in this case you'retalking to many more people.
So, again, check it out.
Go to the IDA website, googleInternational Detailing
Association.
As a matter of fact, I've beenblessed to speak there at the
live events many times and alsohave spoken like at the Mobile
(05:58):
Tech Expo and a few others.
All right back to the regularlyscheduled program, which is the
question and answers for today,and today we're going to go.
We're probably going to go forabout another 15 minutes or so.
So again, if you're justjumping on, if you, if you want
to put that button that saysrequest to speak, I'll be happy
to unmute you.
We'll have a conversation, seeif I can serve you and help you
(06:19):
with any challenge you're havingor maybe a top goal.
And then also, if you want,just go ahead and type it in
over there and we'll make surethat we get it.
So here's the questions wereceived prior to today's Q&A
session.
So I'm just going to pick a fewof these randomly.
Let's see here.
All right, well, let's talkabout number two what is the
best pricing strategy for myauto detailing packages?
(06:42):
So, packaging pricing.
To me, there's a few stepsbefore we start talking about
pricing.
I like to kind of break thingsdown.
Same thing whenever I do, likemy live events, and whenever you
become a coaching member forBig Money Detailer, you come
here to my home training center,which is upstairs, and I break
(07:03):
it into three pieces there's abefore, there's a during,
there's an after.
So back to the question what isthe best pricing strategy for
my auto detailing packages?
Well, let's start with before,before we talk about pricing,
right Before we quote pricingand all those other things.
Before that happens, thereshould be a few things you have
(07:23):
in place.
One of the key things youshould have in place is an
expectation video or, at aminimum, at least a few
paragraphs on your website or onyour social media page.
However, you run your marketingon your side of the business,
but you should have somethingthere that kind of outlines all
the reasons why you deliveroutstanding value.
(07:43):
It's not just about havingpackage A, package B, package C
and these are the prices.
Excuse me.
It's more about what are youdoing beforehand, before you
even talk about a price, to makesure that person, that
potential client, understandsthe value you bring?
And, again, a lot of thesethings.
Some of you may not know, butI'm Dylan Tyburski's father.
(08:06):
He runs the Affluent Auto Spahere in San Antonio, texas.
So besides being blessed to behis dad, I'm also blessed to be
his business mentor.
Now if you ask him what's itlike to have your dad mentoring
and coaching you, he'll probablysay it's a blessing sometimes
and sometimes it's a curse,because sometimes I'll give him
a hug when he's doing thingswell and sometimes I give him a
(08:28):
kick in the butt whenever heneeds improvement.
But if you go toaffluentautospotcom, you'll see
how we address this in terms ofvalue, how do we explain value
and, just as important, what wedo and what we don't do.
That's also a big part of theconversation that you need to
have again, either in writing orwith a video or whatever it
(08:49):
might be, to make sure you'resetting the right expectation
with that customer.
So before again, what's thebest pricing strategy for my
auto detailing packages?
The before is setting the rightexpectation.
Let me summarize that for youNow.
Next is during.
Now.
One thing about me is I canland on either side of this
(09:10):
option and I can justify eitherone.
I'm just letting you know froma Fluent Autospas perspective.
We chose option A.
Let me give you option B first.
Option B is the website, yoursocial media page, whatever has
package A.
Here's.
Give you option B first.
Option B is the website, yoursocial media page, whatever has
package A.
Here's all the stuff you get.
Here's the price.
Package B here's all the stuffyou get.
(09:32):
Here's the price.
Option C here's all the stuffyou get.
You get the idea.
Here's the price, which, by theway, if you do choose option B,
which we use, option A, I'llcover here in a minute.
But if you do use option B, Idon't recommend more than three
different choices for apotential customer.
Why?
(09:53):
Because a confused mind doesn'tbuy.
A confused mind doesn't moveforward.
So what we have to be carefulwith is when we have, you know,
10 different packages, you'remaking that person decide
between 10 different choices.
And one thing that really a lotof clients tell me there's one
thing that makes me unique isI've worked with 15 different
(10:15):
industries.
Ok, not just auto detailers,but I've worked with other
industries construction trades,transportation companies,
healthcare, fitness and many,many others Dentists as well.
As an example.
And one thing I'm really goodat and why you want to hang out
with us here at BigBuddyDetaileris I look at what's working in
all those other industries and Itweak it just a little bit.
(10:37):
I make it work for your autodetailing business, and the
benefit of that, of course, is,besides getting great, you know
auto car detailing strategiesand tips from us I also bring in
those other industries andmodel things that are working
well there and then we implementthem in Dylan's business at
fluidallespacom and then I sharethem with you whenever you move
(11:00):
forward as a coaching member.
One example it just happenedbecause I did the webinar
yesterday.
I have this stuff laying infront of me so I'll just hold it
up for you.
Here's one right here.
This is an actual physical copyof Dylan's book.
It's called Car Detailing SanAntonio.
To my knowledge, I don't knowother than Dylan.
I don't know anyone who'sspecifically written a detailing
(11:22):
book specifically for the areathat they're servicing.
So let's go back to modelingother businesses.
This comes from my keynotespeaking business.
This comes from the keynotespeaking industry where to be a
leading authority in somethingpeople see you as a leading
authority and having morecredibility when you have a and
(11:42):
you've written a book, you know,with the ISBN number and
everything else in there.
That is one example of how wemodel what's working well in
another, in this case, industry,but really it's speaking, and
how do we model that for thedetailing business?
Well, the book.
So go back to these, thesepricing options.
Right, you give someone 10options.
(12:03):
It's very confusing Now how wemodeled our pricing.
We have like three and thinkabout this.
It comes from well, like,straight up, like I'm a fast
food junkie Some of you knowthat already and you kind of
laugh over there in the chat.
I see that.
But like Taco Bell, like I justlove Taco Bell.
But now, up until about four orfive years ago, there used to
(12:26):
be three choices when you wentto a fast food restaurant.
And if you want, you can typethem in because you know what
they are already.
But go ahead and give me someengagement over there in the
chat.
Yep, you got it right, thereyou go.
John says small, medium, large,right, three choices Small,
medium, large.
So your packages for yourdetailing business small, medium
, large, or, in this case youknow, a gold, a silver and a
(12:48):
bronze as an example, orplatinum, gold, silver, whatever
you come up with.
But there should be three ofthem.
And in most cases, if you dothe research and marketing and
you look at how people choosethings small, medium and large.
I don't want the small, that'stoo small.
I don't want the small, that'stoo small.
I don't want the large, that'stoo big.
I'll just go with the medium.
So if you do decide to go withoption B, which is giving those
(13:11):
packages what you get, you'regoing to have three of them.
And then also I would have sortof the middle one and I would
put most popular and that shouldbe the one that probably is the
most profitable for you as well.
Again, you guys know I'm knownas America's chief profit
officer whenever I go out andspeak, and it's not just about
revenue, revenue is important,but really profit is the most
(13:34):
important component of yourbusiness.
So, small, medium, largepackages you're only going to
have three, you're not going tohave 10.
Make it easy for the customerto choose.
That's option B.
Back to the question.
Okay, some of you are justjumping in here.
The question was what is thebest pricing strategy for my
auto detailing packages?
I just covered option B andthat was in terms of small,
(13:58):
medium and large.
Don't give them too manypackages.
Give them three choices.
Okay, now option A, which iswhat we choose here at the
Affluent Holospaw, is we don'thave set prices.
As far as now, we have setprices for packages, but what we
don't do is we don't just quotesomebody on the phone hey, it's
so-and-so, can I get a quotefor a fill-in-the-blank?
We push people and we give them.
(14:21):
We actually do two or sometimesthree I'll call them closes to
close them into a consultation.
We want to physically show upat their residence, we want to
physically show up at theirmedical office building or
whatever, and we want to have aconsultation with them before we
quote a price.
So, again, option B put theprices on your website, social
(14:42):
media page, whatever you decideA, b and C, here's what you get.
Here's the prices.
Boom.
The challenge, with that in ourmind and based on my decades of
marketing and sales, is you'reletting people decide off of a
page.
Oh, I'm just going to shop forprice.
So they'll look at your priceand then they'll call three
other detailers and they'll pickthe lowest price.
(15:04):
In our business, the affluentagain affluent auto spa, we tend
to detract those type of peoplebased on the messaging and how
we word things and our videosand some of the other components
.
As a matter of fact, there'sanother thing I talked about
yesterday on the call.
We use this, what I'll call aluxury, exotic car detailing
(15:24):
treatment voucher.
Okay, and this is what this isfor.
I'm going to read it to youagain this certificate entitles
you to one complimentary luxuryexotic car detailing treatment,
exclusive one-time offer $247value.
Now, again, I'm not judginganyone.
I'm not that type of person.
Those of you that are in thecoaching program know that.
But I will say, from amarketing perspective, we're
(15:46):
clearly saying that we'relooking for luxury and exotic
car vehicle owners.
Ok, we're not saying again, nodisrespect.
We're not saying like minivanswith Cheetos and a baby seat in
the back in the car is adisaster.
We're actually calling out whowe're looking for and then also
(16:09):
on the back you could see well,you may not see.
By the way, you can go tobigmoneydetailercom.
Bigmoneydetailercom and a lotof the things I talk about on
these live Q&A calls, a lot ofstuff I talk about in webinars
and when I do my livepresentations I put those
resources out there.
So go to bigmoneydetailercom.
There's a buffet, the wholebuffet of different things that
you can look at to really helpgrow your business.
So back to option A on thispricing.
(16:30):
Option B here's your prices.
Go pick small, medium, large.
Boom, we go down theconsultation route.
This is another example of whyit's a benefit to work with me,
because what I've done is I'vetaken the dentist and physician
practice of marketing.
If you think about that, lasttime you were sick, last time
you were in need of a dentist asan example, do you just walk in
(16:54):
the door and they say, ok, I'mgoing to, I'm going to drill
tooth number 10 and I'm going totake care of it for you.
No, that they're actually.
That's treating you already.
It's the same thing with yourdetailing business.
When you give someone basicallyA, b and C as a choice and they
go look at it, they're they'reself-medicating, so to speak.
They're picking something basedon what they think they want
(17:16):
right.
The consultation model which ismuch more effective, going back
to how dentists and doctors work, is you go in and the first
thing they do is they have aconversation with you and they
assess and diagnose yoursituation.
How are you feeling?
What's causing this?
They're asking you a lot ofquestions.
So in your detailingconsultation it should be the
(17:38):
same thing.
What concerns do you have aboutyour vehicle?
How often do you get yourvehicle washed?
All those type of assessing anddiagnosing type questions.
You want to learn more aboutwhat their goals are.
You want to learn more abouthow long they're going to have
the car.
Are they planning on sellingthe car soon?
Just like a physician or adentist does, they ask you a
(17:58):
series of questions to helpdetermine the best path of care.
Same thing with your autodetailing consultations is
you're going to assess, diagnose, have some conversations with
the customer.
Thanks for lighting up the chat.
You guys are relating to this,which again, I appreciate you
giving me some feedback here aswe move forward.
But you can relate to thatAssess, diagnose and then, as
(18:20):
the professional, qualified autodetailer, you now have the
right to suggest the treatment,whatever the treatment happens
to be.
You've got to understand thatyour most valuable client, the
person you really want to dobusiness with, is the one who's
most educated.
(18:41):
I'm just going to read you a fewof these chapters from Dylan's
book how auto detailing mayincrease your resale value.
How a do-it-yourself approachmay damage your vehicle.
What is advanced clay bartreatment, paint swirls versus
no paint swirls?
My favorite chapter and Dylan'sfavorite chapter is chapter 15.
(19:01):
As a matter of fact, when weleave this book and have a
conversation with someone, weactually put this sort of in
there as a bookmark, and whatthey do is they go to that
specific chapter.
It is called are you ready?
What is ceramic coating and whyyou should have it applied?
Now, in a lot of cases, apotential customer doesn't even
(19:22):
know what the heck ceramiccoating is.
So by having and again, if youwant to do the book, we have a
way to do that.
Go to the website and hit thatbutton that says you know, learn
more about one of the mostadvanced marketing techniques.
But for this call, I just wantto kind of break it down for you
.
If you don't have a book, youcould still have a section on
your website that explains thebenefits of ceramic coating.
(19:42):
You don't have to go to theplatinum option and have a full
book.
It's great, it works well,gives us a lot of referrals, but
in your case, you can at leastwrite an article about what
ceramic coating is.
So back to option A, whyconsultations are important
Because you assess, you diagnoseand then you've earned the
right to suggest treatment, notfor the patient in this case,
(20:04):
but you have earned the right tosuggest a treatment for their
vehicle.
As a matter of fact, we don'tcall them detailing packages, we
call them treatment options.
Again, modeling what works inother industries and what people
are used to, and modeling whatworks in other industries and
what people are used to.
So to put a bow on this firstquestion that we're covering
(20:24):
today is you know what is thebest pricing strategy for my
auto detailing packages?
Again, two options.
Option B small, medium, large.
Let them pick, let them decide.
The downside of that is youdon't even like get their
contact information.
They're judging you, they'rejudging their decision based on
some words on the page right, orif you have it printed out
physically.
They're judging you off of thatOption A, which, again remember
(20:48):
, I can go either way.
Here we chose at Fluent AllerSpa to go down the consultation
route for the reasons that Ijust described.
So hopefully that helps.
The last thing you might bethinking let's see, yeah, ok.
So yeah, how's that compared tomy local market?
I don't know.
I mean, you should probably bea secret shopper or have someone
(21:08):
call around to the other localtop detailing companies in your
area.
Well, there's a lot of.
I could spend another 10minutes on this, but I'm going
to give you the summary so I canget to the next question.
I could spend another 10minutes on this, but I'm going
to give you the summary so I canget to the next question.
You should always secret shop.
You or somebody in yourorganization or maybe a friend
of yours should call and see howthe other companies handle a
(21:30):
phone call.
As an example you call acompany.
How do they answer the phone?
You know, is it Joe's detailingor is it Joe's detailing?
How can I put a smile on yourface today?
I just made that up just togive you an extreme example.
But how are they answering thephone?
And then, how are theyanswering your questions?
How are they addressing pricingconcerns?
(21:51):
You should learn from others inyour local market.
The other benefit of that goingto the second part of this
question is how should you pricelocally?
Well, you don't want to be thelowest price person.
You don't want like uh dylandoesn't mind if I tell the story
, but when he first started uh,thinking about starting his
detailing business, I'm likelet's brainstorm some netness
man, let's what do you got?
And a couple of them were um,let's just say they need an area
(22:15):
of improvement.
It was, they needed an area ofimprovement and it was the name
Dillon's Discount Detailing.
Dillon's Discount Detailing 3Dsis going to attract what type of
people?
People that want a discount.
In my many years of dealingwith clients from multibillion
(22:38):
dollar companies to startupentrepreneurs, it's much easier
to deal with affluent people,people that again just talking
marketing here that have a lotof disposable income.
They have extra money, right?
Somebody who's going to useDylan's discount detailing is
probably going to haggle you onprice, no matter how well you do
(23:01):
, they're never going to besatisfied with the result that
you gave them, versus somebodywho's driving a Lamborghini or a
Ferrari who is not as concerned.
Not as concerned or in somecases actually in most cases not
concerned about price at all.
They're more concerned aboutthe value that we deliver.
They're always going to behappy with the vehicle and the
(23:23):
awesome work that you do.
So that's the decision you haveto make as far as the pricing
goes.
But I would secret shop, I wouldcall some of the local
detailing companies in your areaand see where you fit on the
scale.
Are you on the lower end of thepricing?
Are you in the middle range?
Are you on the higher end ofthe pricing?
As a matter of fact, we're onthe higher end.
But if you go to again Dylan'ssite, affluenthullespotcom,
(23:45):
you'll see how we address that.
And we're pretty direct and saylook, if you're we don't say it
exactly this way, but you'llsee it basically says you know,
if you want a discount and youwant subpar service, we're
probably not the right companyfor you.
We just sort of laid out in avery graceful way to let them
know that they should probablygo somewhere else.
(24:06):
Ok, let's see if we have goingto go for another.
I don't know five minutes heretoday.
Try to keep these tight.
Again, if you have anyquestions, hit that little
button that says raise your handor request to speak, I think it
says, and then I'll unmute youand you can jump in and I'll be
happy to have a conversationwith you.
And then again, just in thechat, a couple of things didn't
(24:30):
think about how my detailingbusiness could relate to a
dentist office.
Well, just let me finish thatconversation with you real quick
.
So this is our referral box.
This comes from the dentalindustry.
Like if you're a patient firsttime they give you a box like
this.
It has like floss and a tooth,a toothbrush and toothpaste and
all kinds of cool stuff in itlike that.
(24:52):
So because I've worked withdentists in the past, I've
modeled what they did.
And what we did is we created agift referral I should say
introduction.
My bad, we call this a giftintroduction box and what it's
designed to do is it has allkinds of goodies in it.
It has still a six-pagebrochure, it has the program I
just told you about earlier,it's got a refrigerator magnet.
(25:12):
It's got poker chips, businesscards and, of course, a copy of
his book would also go in here.
That I already showed you duringthe Q&A call today and the
reason we have that together isit makes it very easy for a
satisfied client to recommendand introduce Dylan to others.
So, as an example, when he'sfinished with a vehicle, let's
(25:36):
say, and comes out, does aquality check, everybody's happy
, boom.
He says hey, you know what,mary, I'd love to give you a
gift box.
In here You'll find a fewthings.
He kind of walks them throughreal quick, moves on to the next
client and then because Mary Ithink it was Mary I said Mary,
mary's neighbors are coming overlooking at her Mercedes and say
(25:56):
, man, it looks really good, whodid it for you?
And now she's got probably Ithink there's seven different
components in that box.
She can take a poker chip, abusiness card, a refresh magnet.
She can give a copy of theDylan's book if she wants to
that potential client and it'slather rinse repeat for us and
again works well for us.
If you want to learn more aboutthat, you can go to the
(26:17):
homepage bigmoneydetailercom andthere should be a big icon
there that says referralaccelerator.
You can check out the referralaccelerator and how we use all
that marketing material.
Okay, let's get one morequestion in here before we close
out for today.
And again, if you have anything, just stick it in the chat.
Thanks for all the feedback.
(26:38):
And again, maybe some of youare a little shy this morning
and don't want to put your handup, and that's okay.
I've got plenty of questionsthat y'all sent me before the
call today.
All right, let's see wherewe're going to go next here.
Okay, this is number seven.
It says how do I set up arecurring maintenance plan or
(26:59):
membership program?
First off, if you don't haveone, you are missing out on one
of the biggest revenueopportunities and one of the
best ways to retain keyword,retain your current clients.
And the last thing is, it's theone of many ways, of course,
(27:27):
but in this case it's one way togenerate recurring revenue
while you sleep.
It's funny because I think itwas last week.
We had some challenging weatherhere in San Antonio, so Dylan,
because he does mobile, couldn'tdo a lot of the jobs because it
was raining, but guess what?
I still saw the notificationscoming in for $197, $197, $197
for those folks who are on themonthly.
(27:47):
We call it the VIP maintenanceprogram.
Again, you can check it outover at avlunalspacom.
But it's good to see that whenyou're not actually working that
there's still money coming inmonthly.
So every month that getscharged to their credit card.
The VIP maintenance programit's $197 a month.
And easy math let's do easymath we get 10 of those at $197.
(28:09):
I don't trust my brain becauseI'm not good at math, but I do
have my trusty calculator.
I'm going to take $197 times 10clients.
How would you like to begenerating an extra $1,970 a
month just for fun?
Divide that by 30 days.
How would you like to begenerating an extra $65 a day by
having 10 people on yourmaintenance program?
(28:31):
Back to the question how do Iset up a recurring maintenance
plan or membership program?
Well, first one, just make sureyou understand the dollar
impact of that.
It's significant.
Use that same number and saywhen you get to 100 clients at
$197 a month, how's that changeyour world?
What would you do with theextra money?
How would you do more fun stuffwith your family and all the
(28:52):
other cool stuff that comes withthat?
So how do you set it up?
Basically is you just need toput pen to paper.
You need to say this is whatI'm going to deliver for you on
the monthly program and here'sthe price.
And I know that sounds simple,but that's where you start.
You start with a pen and paperand you sketch it out and say
this is what I'm going todeliver, and then you could
(29:14):
basically take that informationand you put it to your website.
We actually have a whole videothat explains it.
So, after Dylan does a great jobwith his team excuse me, on a
vehicle, it goes something likethis and I'll get you the link
here in a minute, but it goessomething like this.
Hey Mary, I do love yourvehicle.
Glad everything went well.
(29:34):
As a matter of fact, you earnedone free month in our monthly
VIP maintenance program and heleaves.
I don't have one in front of meand, quite honestly, I'm not
going to go to the marketingcloset and get one.
It looks like this it'sbasically a certificate that
says you've earned one freemonth and there's a QR code on
it.
They scan the QR code, thecustomer goes to the site.
(29:55):
They put in their information.
Yes, they actually put theircredit card information in as
well and put in theirinformation.
Yes, they actually put theircredit card information in as
well.
And then what happens is we getthem on the schedule right
After the first service.
They love it.
It's like this is great.
I want to continue.
It automatically charges thecard $197 a month, for month
after month after month aftermonth.
(30:16):
I believe that isaffluentautospotcom slash VIP.
Let me just check the otherwindow here real quick.
I'm just going to make sure Igive you guys the right thing.
And so if you go toaffluentautospotcom slash VIP I
think it's VIP, let's see, yes.
(30:38):
So if you go to, let's see hereif I could do this for you guys
let's share the screen realquick.
It's this right here.
Share there you go.
So if you go toaffluentautospotcom slash VIPMO,
again, what we do first is wehand them that voucher.
(31:00):
They come to this site, youearn one free month.
Here's a video right here thatexplains the process, how it
works.
And down here they have theability to move forward.
So you can sign up right now.
Right now you can sign up atthe annual retail rate or you
can just do monthly right herefor $197.
(31:21):
So we are good to go and that'show we basically promote the
maintenance program to everyone.
We give them that voucher firstand then, after the voucher,
then we send them to the websiteand they take care of it.
So with that, I think I'm goingto shut it down for today.
Again, the questions we didn'tget to.
I'll just carry those over toour next live Q&A call and I
(31:45):
will make sure that we coverthose.
But until next time, I'm DaveyTyburski, the founder of Big
Money Detailer, also known asAmerica's Chief Profit Officer
and proud father of DylanTyburski of the Affluent Auto
Spa.
I will chat with you real soon,bye-bye.
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