Bryan Hatch - Analyze to Understand

Editor's Notes

• #2: Hello everyone. How awesome is ICON14? Isn’t this amazing!!! I am so glad to be here with you today to share more about my passion with you all. One word of advise for all you out there… When taking notes do it socially with the hashtag of #ICON14. #1 you will remember it better, and #2 you will have automatic accountability partners from all those who see our posts. We will have a few minutes for Q&A at the end but if you have questions or comments please let me know on Twitter @bryanmhatch- I WILL GET YOU THE STEPSI am the Technical Account Manager – Which means that I work hand in hand with our Influential partners of Infusionsoft to them these partners leverage Infusionsoft to the fullest. I was asked to speak to you all today because…FYI We are going to get Crap done today so with a show of hands how many in the room own Infusionsoft/ work in Infusionsoft? GET LOGGEDIN How many don’t? Don’t fear – You will need to have these stats visible in your business too.
• #3: Just a little about me… This is my family. There is nothing in the world that I love more than my family. And honestly have you seen a cuter kid in the world? That is my daughter Fe she just turned 1.  Now I have been working at Infusionsoft for 2 years and the reason I came here is due to my absolute undying love for small business. You see small business is what makes our country great and allows people to find true freedom. My wife has been a self-employed hair stylist for 14 years so I know a thing or two about the small business world seeing and helping her handle her business. Furthermore I have launched some unsuccessful businesses which taught me a ton.  I have helped hundreds of Infusionsoft customers in a couple departments to help our small business customers create the foundation they needed to catapult their Infusionsoft hopes into realities. I currently work with our Influential partners to help them use Infusionsoft to its fullest. I was asked to speak to you all today because…As we get started here today I have to let you know… I am not and never plan to be a lecturer. Sooooooooooooo I am looking for a little participation. So when you hear me say the words DON’T WORRY I want you to repeat the words back to me I GOT THIS. Let’s give it a quick try, So there I was thinking, DON’T WORRY, (they repeat) I GOT THIS.Seriously that’s all the energy you got on the last day of ICON? One more quick try- But I knew in my heart of hearts, I GOT THIS, DON’T WORRY, (they repeat) I GOT THIS. MAKE A MOTION WITH YOUR HANDS AND DO IT THE SAME EACH TIME!!!OKAY GREAT!!!
• #4: Back in 2005 life was good. I was a young whippersnapper and my business was going well in Real estate so I decided that the best thing to do would be to invest. I mean why not… I already had my own home, why couldn’t I buy another investment home and flip it for some cash. So I found a house I found this old fixer upper. SO THUS STARTED MY JOURNEY OF REAL ESTATE INVESTMENTYes those are weeds not desert landscape!!!I mean really what could go wrong. I was 22 years old and I knew everything there was to know and you know…DON’T WORRY, I GOT THIS. Because I wasn’t an idiot I decided to have one of my most trusted colleagues come check out the house with me before I bought it. After the illustrious tour of the tattered home he said that I could really do something great with that house but to remember that the amount of money you put into a flipper was always more than you initially think. But guys – DON’T WORRY, I GOT THIS.
• #5: Well small business owners and colleagues the “DON’T WORRY, I GOT THIS” problem exists in your business too. If only you had the tools necessary to make better decisions… WELL YOU DO!!! Now… I have worked with the smallest customer in a startup situation to the multimillion dollar small business owner and one thing that I have seen consistently is that the information they need to effectively run their business is hiding in the background. It’s time to bring that critical information to the forefront so that you can rock and roll.You might think I am making some of this up… BUT1 of our large partners recently did not have the most key stats in front of their team on a million dollar launch… WHAT!Another didn’t realize that they could stop manually running stats every dayAnd yet another didn’t have a single key performance indicator on their dashboard.People don’t realize the power of the dashboard – BrendonPeople are not paying attention to the dashboardDashboards are not set up -YanikPeople are going into and running individual searches ALL THE TIME- GKICPeople need to save time. People are not paying attention to their businesses
• #6: If you came hoping to sit back and relax, think again. #1 We are going to go through what the dashboard does, #2 The things you should be looking at, #3 How you can make your dashboard show you what you needset up stats, pull searches and by the time you leave this session you will have taken steps away from theI hope are not in the DON’T WORRY, I GOT THISSyndrome
• #7: I love this quote from mathematician Karl PearsonTHAT WHICH IS MEASURED IMPROVESWith this in mind- if we measure something it improves. I participated in a fitness challenge in January with my wife and the week I had to measure EVERYTHING I ate, I didn’t eat that much!THAT WHICH IS MEASURED AND REPORTED IMPROVES EXPONENTIALLYIn that same challenge I have to put up or shut up posting my results every week. It got better because I wanted to be the best. As the word Dashboard implies, you should find meaningful insight about your business just by paying attention to it. EVERYDAY.
• #8: Introducing the Infusionsoft DASHBOARD:Can’t change criteria from the dashboardEmail Stats – No setupRecent Activity – No setup Links clicked Items bought Emails opened Opt outs Opt InsSaved Search/ReportsBox o’ Stats
• #9: You can get to the dashboard by clicking on the dashboard link on the left or you can get there by hovering over the home icon and clicking dashboard
• #10: You can make your layout work for you by customizing it here and you can ad dashboard widgets by clicking this link
• #11: These are the different widgets you can add, I have highlighted a few that we will focus on today.
• #12: These are the different widgets you can add, I have highlighted a few that we will focus on today.
• #13: Well small business owners and colleagues the “DON’T WORRY, I GOT THIS” problem exists in your business too. If only you had the tools necessary to make better decisions… WELL YOU DO!!! Now… I have worked with the smallest customer in a startup situation to the multimillion dollar small business owner and one thing that I have seen consistently is that the information they need to effectively run their business is hiding in the background. It’s time to bring that critical information to the forefront so that you can rock and roll.You might think I am making some of this up… BUT1 of our large partners recently did not have the most key stats in front of their team on a million dollar launch… WHAT!Another didn’t realize that they could stop manually running stats every dayAnd yet another didn’t have a single key performance indicator on their dashboard.People don’t realize the power of the dashboard – BrendonPeople are not paying attention to the dashboardDashboards are not set up -YanikPeople are going into and running individual searches ALL THE TIME- GKICPeople need to save time. People are not paying attention to their businesses
• #14: Recent Activity is one of the reports requiring NO SETUP.It shows you the recent actions of any contacts
• #15: Usage Stats is another setup FREE widget to show you your usage
• #16: The Email Stats widget is very helpful and also does not require any SETUP
• #17: After I had my colleague check out the house I decided I needed to check 2 more places before I made a decision to buy the investment home or not. My parents seemed like an obvious choice so I asked them. My Dad said to me that he had tried a few different things in his younger days and that the risks he took taught him to be much more cautious when making big decisions. Then I went to my grandparents. My grandfather had been super smart with his money but also had a number of investments so I figured his advice would help. Both he and my grandmother said that you never know what will happen with the housing market. They said that I should focus on the house I already had but that the choice was always mine. Its important to remember that – DON’T WORRY, I GOT THIS
• #18: Sometimes we make decisions like you see here on this DASHBOARD, empty, few facts. WE END UP SHOOTING FROM THE HIP
• #19: OR YOU COULD MAKE DECISIONS LOOKING AT A DASHBOARD FULL OF VALUABLE INFORMATION
• #20: If you came hoping to sit back and relax, think again. #1 We are going to go through what the dashboard does, #2 The things you should be looking at, #3 How you can make your dashboard show you what you needIMPORTANT FYI – Depending on your Permissions or your Custom Infusionsoft Package you may not see a screen or 2. It does not mean you are crazy- it means I am.
• #21: I have heard many people talk about the theory about what you should look at but today lets put it to practice!So What are the things we need to pay attention to everyday?Every business. All Business. Each business must do these simple things, literally just these simple things to avoid failure, complete, disastrous failure.
• #22: Can anybody tell me why I would work on this first?Why is Customer Lifetime Value important to us?If you knew exactly how much a contact converted to a sale is worth to your business would it better guide your decisions?CMON – Are you feeling the DON’T WORRY, I GOT THIS… SYNDROME?
• #23: Well Follow along with me to get it set up. If you have any trouble keeping up you can always message me on Twitter and I will zip you the instructions.BUT IF YOU SET UP NOT OTHER STAT WITH ME TODAY, SET THIS ONE UP.
• #34: Who remembers how the housing market was back in 2005?JUST CHECKINGSo after discussing things with my parents and grandparents. I said DON’T WORRY, I GOT THIS. And put in an offer on the house and my offer was accepted. The next step was to get a home inspection…So I went through the normal home buying process and had an inspection done. The inspector told me that there was a few issues with the electrical and it could use some work but at least everything was working for now. Electrical issues couldn’t be that hard to fix right? Oh ya and the inspector told me that The roof under the AC unit was really bad and that the roof would have to be replaced within the next year for sure!To me that was a deal killer so I rescinded my offer and told the agents that I was out. TRANSITION!!!!!
• #35: Ask Why.THEN LIVE DEMO:Step By step how to get this report to work on your dashboard.New Leads in last 90 daysNew Customers who were leads in the last 90 days
• #41: GO BACK TO YOUR DASHBOARD!!!!!
• #54: I told you a bit ago that I walked away from this investment house right?WELL I came back. The seller told me he would pay for the roof to be fixed and it would cost $6000. DON’T WORRY, I GOT THIS.So I said – I AM GOING TO BUY THIS HOME AND FLIP IT FOR SOME PROFIT. LETS DO THIS!Once everything went through I went to work immediately. Pouring all of my free time as a bachelor into this house. I painted the inside and out, MYSELF. Cleaned up the weeds, front and back. Painted the cabinets MYSELF. New ceiling fans, fixtures, new toilets, new carpet. I PUT IN A TON OF WORK to make sure it SOLD!Well doing the work yourself is cheaper but it takes a lot more time. So there I was going into the summer months of 2006. When something happened I would have never expected!
• #55: Which leads me to our next IMPORTANT REPORT.SALESIt sickens me when I see a dashboard that does not have this stat. If you don’t know your total sales in units and dollars everyday, how do you ever expect to improve it?
• #63: If you know your sales totals don’t you think it would be helpful to know your sales conversions?One of our partners does an exercise with their clients that is based upon the sales conversions. If you don’t know what you convert, how do you know how many people you need to speak with to hit you goals?
• #73: 2006 was one of the worst years for real estate in AZ in centuries. As soon as I was ready to sell it I found out that all the 20k I had put into the home was already gone due to the market. It was a painful reality I didn’t want to face. I started to feel like a failure.But DON’T WORRY, I GOT THIS!I am not quitter so I did the next best thing. I quickly found some renters to help me make the payments and stop bleeding money. How many of you have had to pivot on a few weeks notice to save the business? If only I had PAID ATTENTION to the advice. I didn’t pay attention but I sure was paying for it now
• #74: Marketing milestones are important to watch as indicators to what will happen in your business in the near future.
• #76: Campaign Goal Completion – KEEP IN TOUCH/Follow Up can be incorporated here
• #82: Well after a short term stent with a handful of the worlds worst renters, I ended up losing the home. It have been many years but it still really hurts to say it. I couldn’t sell it, I couldn’t rent it, I was a young naïve whippersnapper who had made a huge mistake. The results of my decision were so depressing and I couldn’t believe that instead of making money I ended spending a ton and lost it all in the end. If only the home inspector, my family, my colleague, and my general contractor would have warned me I wouldn’t have made such a detrimental mistake. It was their fault, because I HAD THIS, TRUST ME I HAD THIS. You see I didn’t know what to look at and who to listen to. I failed to keep my eye on the prize and ended up renting it out to some of the worlds worst renters, then I lost it all together. Some of the absolute darkest times I have had were due to the things I was looking at and the things I wasn’t paying attention to. Don’t you dare let happen to you what happened to me as I didn’t pay attention to the indicators. The Dashboard is the window into the health of your business and you need to give it strict heed to make sure you end up where you desire to be.
• #84: Once contacts have been added, the widget will update to include reporting on the number of contacts in their system, as well as report how many of those contacts have been added since X date.  Users have the option to swap out the default 'contacts' numbers with a number from a specific tag. This widget can be added to the dashboard multiple times, allowing for at-a-glance visibility into the growth of key lists.Email WidgetThe user has the ability to select from their last 5 most recent Email Broadcasts by clicking on the drop down menu. By default, the drop down will have the last Email Broadcast sent automatically selected. Today, this widget will only pull in Email Broadcasts, with the long term goal of eventually allowing users to select any individual email they've sent from the system.
• #85: Measure and Improve Your ResultsStay Focused on the right StatsYou got it, Don’t worry, NOW You Got It!