Calling out #Steve Toburen ! And everyone that wants to grow this month! | TruckMount Forums #1 Carpet Cleaning Forums

Calling out #Steve Toburen ! And everyone that wants to grow this month!

Cleaning Concierge

Well-Known Member
Jul 13, 2011
957
415
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New Orleans, LA
Real Name
Barrett Wiley
Business Location
United States
OK, GYB team. As I warned you I am deep in the middle of a sold out SFS here in Denver. And yet I want to keep your GYB momentum up. So HERE is an analysis of running one person versus two person crews on a truck.

Steve

PS For extra credit read and implement this Residential Set-up List HERE. (You need a system for maximum production with 2 people.)
I preach making every step count and 2 people crews take that to a whole new level. There is always a task that can be performed to get us closer to our goal increasing our productivity while ensuring high quality results for the entire day.

A one man crew works but it is hard to sustain that all day, every day.


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Steve Toburen

Strategies for Success
Jul 15, 2008
3,577
1,184
113
Santiago, Dominican Republic
www.StrategiesForSuccess.com
Real Name
Steve Toburen
Business Location
Dominican Republic
I preach making every step count and 2 people crews take that to a whole new level. There is always a task that can be performed to get us closer to our goal increasing our productivity while ensuring high quality results for the entire day.

A one man crew works but it is hard to sustain that all day, every day.


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Agreed. We ran a mix of one and two person crews. With our four TM's I would usually have 3 of them with 2 people and one TM with one lonely anti-social employee! :)

Steve

PS HERE is a great step-by-step routine for a two-person crew. It will save a lot of trips back and forth to the truck!
 

Steve Toburen

Strategies for Success
Jul 15, 2008
3,577
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Santiago, Dominican Republic
www.StrategiesForSuccess.com
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Steve Toburen
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Dominican Republic
... My father passed 3 weeks ago so I can use that as a reason but that is not the truth or how he raised me. I have been finding things to get in the way. One week had a client that need area rugs cleaned in 10 day care centers ($5th week), last week purchased another van and family responsibilities. This week there is no reason not to focus on working on my business not in it. Working in it is so easy but definitely not rewarding.
So sorry to hear about your father. I lost my dad way back in 1988 and I still miss him every day.

Steve

PS I tell every SFS class all "displacement activities" are not bad IF you recognize them for what thy are and use them to "reward yourself". But to many CC'er's spend their life in these busy activities that have no value long term and fool themselves into thinking they are "productive". But Barrett, many of our SFS grads have successfully made this "Personal Freedom pilgrimage" and I'm sure you will too! For example, HERE is David Gargan's story...
 

Robert Allensworth

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Apr 22, 2015
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Robert Allensworth
Agreed. We ran a mix of one and two person crews. With our four TM's I would usually have 3 of them with 2 people and one TM with one lonely anti-social employee! :)

Steve

PS HERE is a great step-by-step routine for a two-person crew. It will save a lot of trips back and forth to the truck!
I am a little late to the party, but I am sure enjoying reading all of your SFS posts! Tons of gold nuggets and inspiration on this thread! Thank you so much for sharing your knowledge with us Sir!
 

Steve Toburen

Strategies for Success
Jul 15, 2008
3,577
1,184
113
Santiago, Dominican Republic
www.StrategiesForSuccess.com
Real Name
Steve Toburen
Business Location
Dominican Republic
I am a little late to the party, but I am sure enjoying reading all of your SFS posts! Tons of gold nuggets and inspiration on this thread! Thank you so much for sharing your knowledge with us Sir!
Thanks, Robert! If you want to go deeper on converting your "job" into a "real Critical Mass business" than check out this section HERE.

Steve

PS It appears everyone's GYB zeal has tapered off. (Probably due to enjoying the last few days of summer!) Fair enough. (Sioux and I have been camping totally off the grid up in Dinosaur National Monument too.)
 

Robert Allensworth

Active Member
Apr 22, 2015
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Robert Allensworth
Thanks, Robert! If you want to go deeper on converting your "job" into a "real Critical Mass business" than check out this section HERE.

Steve

PS It appears everyone's GYB zeal has tapered off. (Probably due to enjoying the last few days of summer!) Fair enough. (Sioux and I have been camping totally off the grid up in Dinosaur National Monument too.)

Thank you Sir, good stuff as usual! Off grid camping with dinosaurs sounds like a good time to me! :)
 

Steve Toburen

Strategies for Success
Jul 15, 2008
3,577
1,184
113
Santiago, Dominican Republic
www.StrategiesForSuccess.com
Real Name
Steve Toburen
Business Location
Dominican Republic
I want to get $10k in new sales scheduled during sales time this month. It will be tough with a new helper starting Monday, but I have the will, so there will be a way!
So how did it go, Scott? Or did I distract you with too much reading? :)

Steve

PS Whatever business you sold was good. (10K in one month is very ambitious.) Could you share any specific sales/marketing ideas you used? (They don't have to be from me!)
 

Pioneer Floorcare LLC

Well-Known Member
Dec 10, 2013
3,262
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Palmer, Alaska
Real Name
Scott Turknett
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United States
So how did it go, Scott? Or did I distract you with too much reading? :)

Steve

PS Whatever business you sold was good. (10K in one month is very ambitious.) Could you share any specific sales/marketing ideas you used? (They don't have to be from me!)
I spent so much time training my new tech that I got very little sales time in. I did add a $50k/year customer probably. I find out next week if I got it for sure. I am closing my month at $23k ish in sales which is $7k up from my average for the year. I got my Adwords back up and running this month ( I fired my marketing company back in April for failure to do anywhere near what they promised). This month I have made sure to ask every customer for referrals, and handed out 20 free spotter bottles with my info on them. My biggest two steps forward this month were getting off the truck on basic cleanings (I still need to teach more on repairs and tile cleaning.) and asking for referrals.
 
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Cleaning Concierge

Well-Known Member
Jul 13, 2011
957
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New Orleans, LA
Real Name
Barrett Wiley
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United States
I spent so much time training my new tech that I got very little sales time in. I did add a $50k/year customer probably. I find out next week if I got it for sure. I am closing my month at $23k ish in sales which is $7k up from my average for the year. I got my Adwords back up and running this month ( I fired my marketing company back in April for failure to do anywhere near what they promised). This month I have made sure to ask every customer for referrals, and handed out 20 free spotter bottles with my info on them. My biggest two steps forward this month were getting off the truck on basic cleanings (I still need to teach more on repairs and tile cleaning.) and asking for referrals.
The time spent training will definitely pay off in the long run. "You have to pay the price in advance to get where you want to be." (Either Brian Tracy, John Maxwell or Dave Ramsey said that phrase.)

Those are 2 very big steps and very positive realization on your part. Basic cleanings and routine jobs do now warrant your presence, IMO. They should have a dramatic effect on you going forward. Routinely getting off the truck will allow you to give other aspects of your business attention they deserve.
 

Cleaning Concierge

Well-Known Member
Jul 13, 2011
957
415
63
New Orleans, LA
Real Name
Barrett Wiley
Business Location
United States
I am making a commitment to myself and business to make 10 cold calls a day for floor care to new prospects. I have to start somewhere.

I am working on getting software to help manage our janitorial side without hiring another person. I can split the duties with the help of the software. Between that software and chronotek time keeping system, I will have close to real time information about the on-goings on the janitorial side without keeping my feet in the fire.

I brought a backup van to share the load of our janitorial, hard floor care, post construction cleaning jobs without spending unnecessary time unloading and loading equipment for the different types of jobs we perform. It was a beast to unload for a strip and wax job to load up for a post construction cleaning. Or going from carpet cleaning to strip and wax. We would be either spend X amount of time prepping the van or try to schedule the same type of work for the entire week (never happens that way). Now, we can keep the basics on both vans (175, air movers, backpack vacuums, etc and switch out equipment as needed (cimexs, extractor, wet vacuum, etc.). So now we can park the other van if it is filled with equipment for a different type of job. Looking to get a trailer mounted truckmount for the time being with my eyes set on a PTO unit (most likely a Pro 1200 SE or Butler). Something that is close to bulletproof. Running a portable is OK for the timing being and odd job but daily use is not what I want for us.

So back to my commitment, I just have to sell, sell, sell now to feed the beast and keep my ass off of the truck. Making sales calls and business development is my highest possible use at least 3 days out of the week with one day being devoted to working on the infrastructure of my business. Changing our SOP manual, developing a safety plan and making the business less dependent on my abilities to solve problems.
 
Apr 21, 2014
14
3
3
Real Name
Kenia Brown
Business Location
United States
Road in between example

We were chosen to provide final cleaning on a school renovation. The site superintendent needs the school cleaned ASAP. The project manager wants to meet his profit margin and squeeze the cleaning contractor, me.

School is 74,000 sq ft. Our normal range for final cleaning is between .21 - .29 / sf. Any floor waxing is extra...windows extra.

So I gave them a price based on my usual numbers...project manager damn near choked. No worries on my part I knew they were under the gun. I asked what his budget was he said $5,000. That would be $.06/sf. Too low for my tastes. I countered with a daily cleaning rate of $400 per day for 2 techs. My billing rate for the techs is $25/hr. (2 techs @ $25/hr @ 8 hours). His response was my carpenters make that not my cleaners. My response...I understand that and my company has needs that must be met to help you reach your goals. I said the rate remains the same but we can adjust the hours to meet your budget. How does that sound?

He went with the original counter offer of $400 per day.

My rate for the techs from the temp agency is $16.38 / hr. I make the temp agency pay the workers $10/hr. No labor burden for me to cover. All we pay is the temp agency rate at net 30 days from the invoice date. So I markup there rate to $25 to cover the cleaning at the school. It is a light dust removal service. No floor care and a minimal amount of windows to clean.

Going on day 8 of $400 a day. Not a bad way to make extra cash.

If I didn't know the true cost of an employee I would have caved to his wants with little regard for our needs. Needs always trump wants. Plus, I know what we need to keep things moving.

Steve,

I made up for the rest of the guys. Keep the knowledge flowing.
I am late to the post --- I struggle with pricing fr commercial cleaning and have not been successful in a few attempts to get janitorial contract. From what I read I understand you would have charged between $16 - 20K if you did the pricing per square foot. However instead of just agreeing to meet the company price of $5K you did the hourly which meant you would then do the work over a 12 day period. Am I correct? How long did it actually take for the work to be done?
 
Apr 21, 2014
14
3
3
Real Name
Kenia Brown
Business Location
United States
I am making a commitment to myself and business to make 10 cold calls a day for floor care to new prospects. I have to start somewhere.

I am working on getting software to help manage our janitorial side without hiring another person. I can split the duties with the help of the software. Between that software and chronotek time keeping system, I will have close to real time information about the on-goings on the janitorial side without keeping my feet in the fire.

I brought a backup van to share the load of our janitorial, hard floor care, post construction cleaning jobs without spending unnecessary time unloading and loading equipment for the different types of jobs we perform. It was a beast to unload for a strip and wax job to load up for a post construction cleaning. Or going from carpet cleaning to strip and wax. We would be either spend X amount of time prepping the van or try to schedule the same type of work for the entire week (never happens that way). Now, we can keep the basics on both vans (175, air movers, backpack vacuums, etc and switch out equipment as needed (cimexs, extractor, wet vacuum, etc.). So now we can park the other van if it is filled with equipment for a different type of job. Looking to get a trailer mounted truckmount for the time being with my eyes set on a PTO unit (most likely a Pro 1200 SE or Butler). Something that is close to bulletproof. Running a portable is OK for the timing being and odd job but daily use is not what I want for us.

So back to my commitment, I just have to sell, sell, sell now to feed the beast and keep my ass off of the truck. Making sales calls and business development is my highest possible use at least 3 days out of the week with one day being devoted to working on the infrastructure of my business. Changing our SOP manual, developing a safety plan and making the business less dependent on my abilities to solve problems.
When I hear the term cold calling I always cringe. One of these days I am going to get my big girl panties on and just start. Do you use a script? If so is it shareable, I know I will have to tweak for my personality and ad lib for questions but I would just appreciate a start?
 

Steve Toburen

Strategies for Success
Jul 15, 2008
3,577
1,184
113
Santiago, Dominican Republic
www.StrategiesForSuccess.com
Real Name
Steve Toburen
Business Location
Dominican Republic
When I hear the term cold calling I always cringe. One of these days I am going to get my big girl panties on and just start. Do you use a script? If so is it shareable, I know I will have to tweak for my personality and ad lib for questions but I would just appreciate a start?
I'm sorry, Kenia. I didn't see your post from last month till just now. I'll share three things:

1)Don't feel like the Lone Ranger. Whether they admit it or not most CC'ers are TERRIBLE at sales.

2) My co-instructor at SFS, Chuck Violand, is famous for saying, "the hardest door to make it through... is your own!" In other words, JUST DO SOMETHING! (Don't over analyze this.)

3) Use a "crutch". This free Commercial Carpet Analysis sheet will be a huge help in "interviewing" your prospect.

Best wishes,
Steve

PS You asked for something "shareable", Kenia. How about all the scripts you will ever need for commercial sales in this free "How to Sell Commercial Carpet Cleaning" manual HERE?
 

Steve Toburen

Strategies for Success
Jul 15, 2008
3,577
1,184
113
Santiago, Dominican Republic
www.StrategiesForSuccess.com
Real Name
Steve Toburen
Business Location
Dominican Republic
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MPR

Active Member
Mar 10, 2014
898
210
43
Illinois
Real Name
Mike Raimer
Business Location
United States
Steve,
I took the SFS class about two or three years ago. It was great, but would have even more of an impact now after working a few years and understanding alot of the information that was foreign then. I always read your posts and know you refer to the material which I still access from the class to get the full picture. I would like a reminder from the O/O perspective how to increase volume of sales. I already have the 5 and 5 method, referrals, and have done some EDDM. Eventually I will get to the 2 person setup, but not for awhile yet. Still working on the night maintenance route so that I can have reliable steady income to hire someone to take over. Suggestions?