“A FIVE day seminar??!! What could I possibly learn in 5 days sitting on my bum in a crummy classroom????!”
Anonymous Cleaner
We get this all the time. Maybe Michael Gerber, author of “The E-Myth Revisited, said it best, “My experience has shown me that the people who are exceptionally good in business aren’t so because of what they know but because of their insatiable need to know more.”
We all know that sadly the carpet cleaning industry is full of mediocre business owners working like slaves while scratching out a lower-middle-class existence. (Many of them are your “competitors”)
This is just so very sad simply because the carpet cleaning business can be your road to wealth- IF you do it right!
So how about you? Are you happy with the status quo? OR do you have “an insatiable need to know more?” Or maybe you just want to know EXACTLY what the heck is this thing called “SFS”!
Well, only since you asked, we invite you to peruse this day-by-day outline …
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SFS Seminar Curriculum: Day 1 – Monday
Identifying Critical Growth Points
Insulating Your Company Against Disaster
Preparing Yourself and Your Company for Growth
The Balance Sheet
What it means in “real life”
Learning your “Primary Business Equation”
Break
Cash Flow Forecasting
Sample copies of a weekly “Financial Flash Report”
7 tactics to speed up your cash flow
The Profit and Loss Statement
Understanding the five components of your Income Statement
5 sample P & L Statements with target numbers for your business.
Lunch
The 7 Key Steps to “Thumb-nail” Your Price
The “Five M’s” of Cost of Sales
4 different forms to help you analyze your “Five M’s”
Pricing Forms to help you set profitable prices.
Production Logs to keep track of your employees (and yourself!)
Quick Job Costing Worksheet to price any commercial cleaning contract.
Break
Hiring the Very Best People
Start with Great People
Analyzing your personal “Hiring Traps”
The “Eternal Search” for Quality Employees
Where are they “hiding” now- how to find them!
How to write a “killer employment ad”
7 great sample ads for carpet cleaning employees
Avoiding Discrimination Charges & Lawsuits
The “six protected classes”
What you legally ask- and what you can’t!
Screening Your Prospects
A great “phone interview” screening form
8 hints on a loser employee BEFORE they say anything.
The Application Review
10 ways to see if they are lying on a job application
Preparing for the Job Interview
How to check references and get the “real story”
A sample Reference Verification Form
Performing the Job Interview
A Pre-Employment Written Questionnaire
Interviewing Systems
Conducting the Second Job Interview
Break
Blurred Vision
No-Accountability
Heroic Managing
E-Drift
Hiding Out
Swollen Ego
SFS Seminar Curriculum: Day 2 – Tuesday
What Business Are You Really In?
Four Components of Marketing
Demographics
Communication
Positioning
Break
Hiring a sales person
How to sign up restoration/commercial “toll booths”
The 13 Step DSM Selling System
Working with the “Gate Keeper”
How to “close the sale” – guaranteed!
“Git’er done!” Commercial work logistics
An overview of “encapsulation”
Lunch
Hair Salons
Carpet & Furniture Retailers
Interior Designers
Veterinarians
Pet Spas
School Bands
Mobile Home Parks
Adjusters/Agents
Police/Fire
Plumbers, Roofers, Delivery Service
Industrial Hygienists
Property/Real Estate Agents
Schools, Universities
Networking Groups
Business cards
Direct Mail
Radio, TV, Newspaper
Door Hangers
Presentation Folders
Websites
SEO
Google Places
Facebook
Twitter
Angies List
Yelp
Break
How much revenue are you planning for the year?
What media are you planning?
What was the return on investment, ROI on that media last year?
What are your marketing goals?
Newsletters
Spotters
Word of Mouth
SFS Seminar Curriculum: Day 3 – Wednesday
The “Big Picture”: Economics 101
Goods versus Services
The 80% Principle
Residential
Restoration
Contract Commercial/Janitorial
Break
Dramatically exceeding the “Base Line”
Moments of Truth
The customer’s “Mental Checking Account”
Value Added Service and the 80% Principle
Lunch
You don’t have to “Get Big”!
Getting your people on board.
“Making It Easier To Do It Right Than Do It Wrong!”
The Service Circle- your Customer Cheerleader “assembly line”.
Break
Guidelines for systems and procedures
Your Business Infrastructure check-list
Introducing your free lifetime membership to the SFS TIPS Program
Break
Commercial contract/janitorial systems to dramatically increase your cash flow!
Restoration procedures
SFS Seminar Curriculum: Day 4 – Thursday
(We’ll talk about Step #5 on Friday morning.)
Your Business Lifeline: Telephone Phone Formats- why and how?
Basic but often overlooked phone “no-no’s”
Communicating over the phone
A killer phone script that answers the “how much do you charge” question.
Residential, Commercial and Restoration Inspections that Sell!
The eternal debate: Pre-inspecting versus pricing-over-the-phone?
Carpet cleaning and Restoration pre-inspection guidelines
A tool check-list for pre-inspections (Including a new one for restoration.)
Step by step through pre-inspections scripts that (almost) always get you the job.
A guaranteed answer to the old “let me check with my husband and I’ll get back to you” smoke-screen.
Break
Concurrent teaching of both carpet cleaning and restoration “stage play scripts”- scene by scene.
Lunch
How to give your tech a $4.00 per hour raise- and yet you make MORE money too!
6 reasons why you don’t sell more carpet protector.
12 ways to “pre-sell” protector without a word from the tech.
Getting your employees on board to sell more protector.
3 “Magic Phrases” that will triple your protector sales.
A word for word “killer script” for Scotchgard.
The 12 month “Spot and Spill Warranty” for protector- Why and how?
4 steps to making Value Added Service happen in your company.
Break
The Eight Simple Things you must provide to keep happy employees long term.
A 9 point “Employee procedure check list”.
How to “start them off right”- the first two weeks.
7 “Employee Orientation Guidelines”
“Fast Track Training”- Crew chiefs in two weeks!
A complete 16 page sample employee handbook for a cleaning company.
Break
Your employee “evaluation process”- Why and how.
9 essential employee evaluation guidelines.
6 steps to exciting company staff meetings.
A sample meeting format to motivate your employees.
SFS Seminar Curriculum: Day 5 – Friday
7 Reasons why you need to quit putting off firing bad employees.
8 Tough Questions to ask BEFORE you impulsively fire anyone.
6 Guidelines on HOW to legally (and compassionately) fire an employee.
“Good fences make good neighbors”- Why and how you should introduce employee security procedures into your company.
7 guidelines on making your Q/C calls.
All the written procedures and systems on how to set up routine Q/C calls.
9 pro-active steps to turn an unhappy clients into a “Turbo Cheerleader”!
Break
9 reasons why the Stay Beautiful program may revolutionize your company.
Look before you leap- the downside to the Stay Beautiful program.
How you (and your techs) can sell the Stay Beautiful program.
A review of the complete Stay Beautiful program “Infrastructure”. (Included)
Lunch
7 ways you need to change to make a profit with “price conscious” clients.
A 5 Step System that converts “cheap” residential, commercial and restoration prospects into your customers.
Overcoming the “Smoke Screen Objection”
8 steps to get started with Value Added Service in your company
Video: On living a “good life”.
10 essential points for successfully “Leading on the Home Front”.
A few final words from Nick Paolella …
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