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You, on the other hand, want to move this process into being a consultative one where you are designing the bid specifications and in the process gaining professional respect as something more than just a “rug-sucker”. Plus, the longer you keep your prospect involved in the interview process the more likely they will want to make a “Return on their Time Invested”. The only way to do this? Go with your service!

However, remember that managers are busy. They don’t want to chit-chat all day. So by following this Commercial Carpet Analysis you will control the interview and keep your prospect engaged. Let me know how it works for you.

Steve

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• Commercial Carpet Analysis
• Commercial Job Profile Sheet
• Commercial Production/Pricing Analysis Log
• Moment of Truth Residential Carpet Cleaning Checklist
• Moment of Truth Restoration Checklist
• New Water Damage Customer Interview Form
• Procedure- Initial Value Added Service Pre-Training
• Weekly Financial Flash Report

Interested in how to put this Paperwork in practice?

Be sure to look through our FREE Special Reports.

• 12 Secrets for a Smoother Running Restoration Business
• 12 Secrets to Success in Carpet Cleaning
• A "Beauty Makeover" check list for your cleaning business
• Adding "Employee Accountability" To Your Company
• Advertising on Facebook For Carpet Cleaners
• Are You a "Lone Wolf"? Should You Be?
• Avoiding the Road In-Between
• Building Encapsulation Maintenance Routes- Part 1
• Building Encapsulation Routes- Part 2
• Carpet Cleaning Inspections That Sell!
• Cashing Out: Preparing Your Cleaning Business for its Eventual Sale
• Cleaning Up- Building Personal Wealth in the Cleaning Industry
• How carpet cleaners can "partner" with retailers
• How to dominate Google Places for carpet cleaners - step by step!
• How to put a price on your cleaning business - step by step!
• Hub Marketing Referrals- Breaking Down Barriers
• Pet Problems: I Smell Money!
• Recession Proofing Your Restoration Business
• Selling Commercial Cleaning
• Ten Essential Strategies for Success in a Tough Economy
• The Big Money in Home and Trade Shows
• The Customer Comes Second!
• The Dirty Dozen Fabric Problems and How to Eliminate Them
• The pre-paid "Stay Beautiful" maintenance program for residential carpet cleaning
• Up-Selling Scotchgard on the Home Front
• Using a Telephone Format
• Winning Over the "Price Shopper" (Without losing your shirt!)

Interested in Paperwork that can make these Systems easy?

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Wouldn’t it be great if your water damage losses:

A) Ran smoother with a delighted customer at the end of the job and …

B) You had adjusters fighting to get you in on their loss plus …

C) You could make a lot more profit from your restoration work????

Do you want all these things? Then you must learn to work with the frazzled, traumatized emotions of the Insured! Remember that when you show up at a flooded building it is absolute chaos. So you need to tactfully and smoothly “take control” with a clipboard and this Water Damage Customer Interview (WDCI) Form.

Keep it simple. Calmly and confidently introduce yourself to the Insured, mention why you are there and explain that you need to ask them a few questions during a quick “tour” of the damage. As they reply to each question be sure to write it down on your WDCI form. Filling
out this form “structures” those first few chaotic minutes on the loss and gains you respect!

Let me know how this Water Damage Interview Form works for you!

Steve Toburen

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It is a fact of life. Most (not all) commercial contract cleaning has to be performed at the worst hours for you as a business owner AND as a loving father/ husband/ mother/ wife. In a business sense; think about it. How alert are you going to be making your DSM sales calls if you were pushing a wand till 4 AM? And for most of us nights and weekends should be “family time” to be spent with your kids (and the friends of your kids- you can’t be too careful nowadays!)

So as your commercial route reaches “critical mass” you are going to get yourself off the truck and hire employees to do the physically and emotionally demanding work found in regular commercial contracts. However, you must structure this work so a) you are not held hostage by any single employee with all the job details tucked away in his head plus b) make it easy enough any one of your people can be switched into the job even without ever having seen it. Here is your answer …

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We’re not including instructions with this download simply because the form is self-explanatory. However, two cautions:

1. The only thing worse than no numbers is bad numbers! Make sure you are getting accurate information on this sheet.
2. INSIST on this form being completed on time and with up to date data. (See #1 above!) I wanted my Flash Report on my desk Tuesday morning for the previous week. (Monday afternoon would be even better.)

Please let me know how this form works for you or even better, what changes/improvements you make in the form and your system to implement it.

Thanks,

Steve

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Steve

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I always ask our SFS students how many know exactly what their square foot per hour production is for different cleaning scenarios. Very few raise their hands. Stop the guessing now by implementing this “cleaning diary”. Over time you will arrive at exact production numbers which will help your bidding (and net profits!) immensely.

Steve

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“80% of how the home owner decides if you did a good job or a bad job is based on how they feel about the person actually doing the work.”

Funny, isn’t it?  Your residential client’s “Value Decision” is based almost entirely on the “Emotional Dynamics” of the loss!  Your challenge is to script your employee’ actions around the 80% Principle.  In other words, you and your people must focus on building a professional relationship with your customers.

Now for you as an owner and/or manager this rapport building with clients should be almost instinctive.  (If it isn’t you might want to consider a career change!)  But where the “rubber hits the road” (and where the battle is won or lost) is that vital interaction between your technicians and your customers.

This “Moment of Truth” checklist structures the job so that while the home is cleaned your employees are also giving the home owner positive Moments of Truth- fleeting positive impressions that add up subliminally in your client’s subconscious.

The result?  At the end of the job you have not only have produced a sparkling clean home but also a delighted Customer Cheerleader!

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“80% of how the home owner decides if you did a good job or a bad job is based on how they feel about the person actually doing the work.”

Funny, isn’t it? Your restoration client’s “Value Decision” is based almost entirely on the “Emotional Dynamics” of the loss! Your challenge is to script your employee’ actions around the 80% Principle. In other words, you and your people must focus on building a professional relationship with your restoration clients.

Now for you as an owner and/or manager this rapport building with customers should be almost instinctive. (If it isn’t you might want to consider a career change!) But where the “rubber hits the road” (and where the battle is won or lost) is that vital interaction between your technicians and your customers.

This restoration “Moment of Truth” checklist structures the job so that while your employees are doing the restoration work, they are also giving the home owner positive Moments of Truth.

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