2013
Febuary Super Tournament
Champion- Juan Batista
$161 avg.
2013 April Optima Tournament
Champion - Will Ahl $39 avg.
2013 October Wildcard
Tournament. $138 Avg
2012 Champions
Ray Gordon $64 Avg May Champion
Teddy Moon $61 Avg August Champion
Ray Gordon $38 Avg November Champion
Fidel Cruz $58 Avg June Champion
Fidel Cruz $73 Avg September Champion
Alberto Villacorte $74 . December
Champion
Ray Gordon $26 Avg July Champion
Fidel Cruz $53 Avg October Champion
2012
In Home Sales Partner Of The
Year Fidel Cruz
The
San Antonio Partner won The
National Tournament 3 times in
2012 while displaying a strong
combination of referrals and In
Home Sales. His September $73
avg was the second highest ever
for a month. He achieved all of
this while maintaining elite
quality and outstanding customer
service. We salute this
talented partner and recognize
him as the most outstanding In
Home Sales Partner of 2012.
The October 45 Day
Wildcard Tournament
The
October Wildcard Tournament will
have some special twists. The
tournament will run from October
1st through November 15th. This
wildcard tournament will feature
special Match days where 2
partners will be "matched
against eachother" for a
wildcard bonus. The tournament
will have a jackpot that will
swell over 45 days.
Tournament. headquarters is rewarding 1st place with 8% of the
national total.. Second place
will win $200 plus and 3rd place will
win $75.
Always refresh your livepage screen to ensure
you are seeing the latest updates.
Think Like A Customer
Recapping The Febuary Super Tournament.
A Febuary to remember..
Juan
Batista shatters company
records. Captures the $1086 1st
place jackpot in the Febuary
tournament.
How did Juan
Batista do it?
Achieving a $161 avg is a pretty
amazing feat. The Boston partner had 6
occurances where he sold over $300 at
one job! Twice he sold over $900 at one
job. And for the tournament he
sold at over 65% of the jobs he ran.
Talk about maxing out your profit
margin. Batista's overall job average he
ran for the 6 weeks averaged over a mind
boggling $400 avg total...
We estimate that Batista averaged over
$120 an hour in take home pay for his
efforts....
The $161 average more then doubles the
previous all time high set by Alberto
Villacorte in the December tournament
last year. The newest member of our
organization lead the tournament from
the gate and never looked back.....And
in the process has raised the bar about
what is possible...
Behind the leader,
Spiros Moumoris won a heated battle with
Phoenixe's Will Ahl to capture second
place. The Florida veteran had a $780
referral and had a few days where he
sold over $200 at one job....He also put
together 6 occurrences where he
sold over $100 at one job.....Nice job
Spiros
Will Ahl was a machine during the
tournament. The Phoenix partner comes in
at 3rd place and was rock steady
selling at over 50% of his jobs. Pretty
remarkable when you run 117 jobs during
the tournament....
The February Super Tournament was a
great success . Over 27 times during the
tournament our partners sold over $100
at a job...Again proving that doing
great work and solving problems for our
valued customers is always profitable!!!
GOOD LUCK TO ALL IN THE APRIL
TOURNAMENT!!!
A technique reminder.....
In home sales are best created when
we...
1.) Wow the customer with our initial
work...
2.) Then offer a quote for other
services for "future referance"..
3.) Then give the customer price
incentive to act now in our quote...
Batista $1086
Spiros-$150
Will-$75
.
The October Tournament Recap
The October
Tournament Rules The new
October tournament kicks off October 1st. Good luck to all!
How the April 2013 I.H.S Tournament will work......
1.)
For the period of October 1st through
November 15th, we will determine each Partners
I.H.S average per job.
2.)
Headquarters
is applying 8% of all the IHS nationally
(with referrals), for the month, into
the first place pot.
($200 into 2nd
place)
And $75 into 3rd place .
3.)
Mondays, Wednesdays and Fridays, we
will update and post the top 10 here in
the national tournament Live webpage.
4.)
Referrals will be included in the
October contest. (The referral must be
completed before it will be counted. All
referrals must be completed before May
15th to be
eligable...............What is a
referral? Anything sold by a
partner that requires us to comback on a
different day to do the work.
5.)
The average
will be calculated this way:
(IHS total) +(Referral total) divided by (number of jobs run for the month)
6.)
A partner must complete a minnimum of 16
jobs for the month to be eligable.
7.)
Redos are not factored into the
average.
8.)
If any refunds have to be issued to
a customer that include IHS or is a
refferral. That revenue is
voided.
Good Luck To All!!
Knowledge Is
Power
All month we
will be posting new knowledge and
exciting techniques for increasing IHS
....Be open to new ideas and a easier
ways to create want and desire in your
customers.
Remember this wisdom......."People love
to buy, they hate to be sold"
The Incredible Power Of Staying Neutral
Here is some
amazing wisdom that can have profound
effect on your IHS results.
It is critical that the customer always
view you as being "neutral" when you
discuss solving problems for them. This
means the customer senses no "push" or
"pressure" from you at all. If anything,
go the exact opposite
direction....always behave as if you
could care less whether they choose to
buy or not. The more "matter of fact"
you are the more people buy.
Why?....because you take yourself out of
the equation...The customer only
considers the logic of the "message" not the
motive of the
"messenger"....Remember : The more you
focus IN A GENUINE WAY on just helping
"solve problems for people".....the more
effective you are.....YOU CAN'T FAKE
CARING. IT MUST BE GENUINE
AND FROM THE HEART.
In Home Sales can be summed up in these simple
goals.....
Wow the
customer with you and your work .
(Creating curiosity and intrigue)
Identify
problems they are living with .
Make them
aware of the problem "specifically" with
no sales discussion.
Offer them a
solution "For future reference" and
later a price quote. Or even a free demo
...Always for future reference.
Use the Boss
IHS pricing form to create incentive to
act today.
The amazing power of gifting the customer
with "Incentive"
When you are
at the point of offering your price
quote to the customer. Take a few
minutes and ask yourself
............."What gift or incentive
would I be willing to offer the customer
to act now?"
Why is this
powerful?...........For more reasons
than you think....
You see, a lot
of times the customer is rationalizing
not acting because they figure they will
just wait till "Next time". This
procrastination is one of the biggest
obstacles in our industry. This is
easily overcome by simply giving the
customer special "incentives " that are
only available right now. You can do this
while still staying neutral and
passive. Just list the "incentives"
on the quote form in a matter of fact,
non shalant, way........
A key element
to this, however, is to explain the
incentive in a very honest and straight
forward way when you describe it.....WE
CALL THIS "THE BEHIND THE CURTAIN
TECHNIQUE".
You see, customers love to see behind the
curtain at how prices are factored. We
can use this to our advantage. The
behind the curtain technique simply
means this...........SPEND A LOT OF TIME
EXPLAINING WHY THE INCENTIVE CAN BE
OFFERED WHILE WE'RE ALREADY HERE, BUT
NOT IF WE HAVE TO COME
BACK.....AGAIN , IN A MATTER OF FACT
WAY.
Explain that the incentive is only
available "on site" because the
additional service would not take up
another "time slot" in our schedule..
Explain that the company has 4
time slots a day and we have to make so
much revenue on each time slot.
But if you add extra work on your
"original time slot" no extra time slot
is taken; and because we don't have to
"drive back out" our costs are
significantly lower for each item
cleaned or applied, more
importantly, the timeslot is already
paid for, so we can give
more.... Be sure to reference that your
schedule is allowing this today, but
that is not always the case...Sometimes
we don't have time for any extra work
because we have to get to our next
job...So, it's her lucky day!!
I know this sounds mundane to us, but to
a customer you will be amazed at how
attracted they are to hearing the behind
the scenes breakdown of how our prices
work.......and you come off as being
very neutral for sharing this inside
information with them...This is a
technique we use often at headquarters.
Let the customer see behind the
scenes......Explaining the
incentive is also very key to ensure
the customer does not expect this
freebee the next time we come out........This
technique is powerful, so use the Boss
IHS pricing form to create incentive to
act today!
To Create Dramatic In Home Sales Consistently,
You Have To Become An Expert At Answering These
2 Fundamental Questions for a Customer........
Why should I
be curious and intrigued about cleaning
other things...(Or solving problems I am
living with)?
Why should I
do it now?
Everything we preach
is designed to simply answer these two questions
effectively. Think like a customer.....
The Amazing Power Of Being Aware Of "Virgin
Clients"........Any Service the customer has
never experienced before are typically much
easier to close; especially with free demos.
There is a term used in marketing called
"virgin clients".
This
refers to a group of customers who have never experienced a specific product
or service at all.
These customers are typically much
easier to market to, because the
"curiosity factor" is much easier to
create with these customers. There is a
strong "I wonder what that is like"
sense with these customers that is
automatically built in.
This is a very powerful aspect to be
aware of. When a customer tells you "I
have never had that done before", this
should be an alarm in your mind that
says to you...........
"Offer a free demo now!!"
With these customers, a great strategy
is to offer a complimentary demo at no
charge, (With
no expectation), for future
reference.
You will find that a very high
percentage of these customers will
enthusiastically agree to a demo,
because they have no point of reference
to "what is possible" and they tend
to be
curious.........
This explains why Tile Services, Air
duct services, Mattress cleaning and
Dryer Duct cleaning are typically much
easier to close. A very high
percentage of these customers have no
previous experience with these services
and are having them donefor the
first time....... They are
very curious to try something new.
Here are some interesting facts:
In our Sales Dept, when we ask a
customer if they want their price "With
or without protectant", of the
customers who say, "What is that?"
.....(Meaning they don't know what it is,
or have never had it done.) We sell
Teflon to over 70% of those customers!!!
.............Virgin Clients
We estimate that as much as 70% of our
tile services and airduct services are
sold to customers who are having this
done for the very first time in their
lives. These are "virgin
clients."........Start being aware when
you are dealing with this unique group
of customers...
They say yes more often!!!
So, remember virgin services are
easier to sell; generally speaking.
Here are 2 services that your customers
are likely to be virgin to.......(And
probably need)
Tile Cleaning
Air Duct
Cleaning
Think Demo
!!!
The Payback Of Human Reflection .......
Respected Partners:
You often are
exposed to a popular saying in our
company...."Think Like A Customer".
I would like to express another level of
this that explains a phenomena that is
weird and wonderful in business.........
The concept can be summed up this way:
When customers experience a sense of
being cared for on a human level..........They
behave in an unusual and peculiar
way.......
They tend to "match", or
"reflect"
the feeling that is being expressed to
them.
Think of the following scenarios...
Think
of a time when a customer was
"overly" nice to you....maybe
they offered you food
Maybe they gave you a big
tip....maybe they gifted you in
some way to show their
appreciation. Think back to the
"feeling" you had in the moment
that they did that. Didn't
you "reflect " that back to them?
Now,
think of a time that you were a
customer yourself, and somebody made an
impression on you that was so
strong and you were so impressed
with them on a "human level"
that you felt compelled to do
something for them.......Maybe
you gave them a big tip......or
gifted them somehow...Think of
the feeling you had at that
time which compelled you to
want to "reflect" that goodness
back to them.
They are
both the same
thing.
So, let's give a name to this
thing...let's call it
"Human Reflection"
The idea being simply this....Humans
will always in every situation
experience a reflection from people that
matches what we feel for that person.
Think of the people in your circle of
life..Think of the reflection you get
from people who...
You Love and care for......
You dislike ........
You don't have patience for....
You think less of....
Doesn't it "match" what you feel for
them?.......always......even moment to
moment?
So, the point is this....Ask yourself
what you would like to experience from
your customers. think of the experiences
you would like to have with your
customers... Think of what would be most
fulfilling and rewarding to you........
Then try this exercise....
When you are driving to their home begin
"matching" what you would like to
experience from the customer........ And
when you begin interacting with the
customer.... see what happens....See
what reflection you get from the
customer....Notice how it perfectly
"matches" what you are feeling towards
them.....play with it.........You might
be surprised at the little miracles you
can experience.
They could have picked
anybody....
They chose to put
their faith and trust in us. If we live up to
expectations, then our house is just.
If we exceed expectations then we are truly
blessed .....
Always be mindful of the tremendous trust and
faith each customer has put in us.
How Clean Are Your Things?
The "show business"
of our business is crucial to the effect
we want to create in a customer's home.
A key element to this is the cleanliness
of anything
a customer views during their service.
In feedback upon feedback you would be
amazed at the smallest details customers
notice and
base their buying decisions on. Take
the time to detail your equipment . Wow
the customer with this. Think of
your image as a silent assistant that
whispers in your customers ear during
the service. Telling the customer,
" This
man is a higher level of professional".
You can trust what he
recommends......Think like a customer. Ask yourself, ,"What is my image
whispering to my customers?"
Care for the world of
our customers as you would for your family and
loved ones.... Seek first to help
and serve others......And all else will be given
to you.
Something To
Ponder.... In
every aspect
of our lives (business and personal) the world
we live in, is a perfect mirror of each aspect
of ourselves....Perfectly........ It reflects
back to us exactly what we "feel" towards that
aspect. What we feel joy towards reflects
joy back to us. What we honor and respect
reflects honor and respect back to us.
What we disregard reflects disregard back to
us....Every aspect of you manifests in this
world as a perfect reflection of what you
feel about
that aspect...Perfectly with no exceptions, to
the largest and smallest aspects of your
life........From the shoes you wear to the food
you eat to who you love.........You are
experiencing a perfect reflection.
If you frown into a mirror you have no choice
but to see a frown. A perfect
reflection.....Just as you can never "wipe away
the frown" from a mirror. You must first
smile to change the reflection........We
manifest our world every day......The key is ask
yourself what
you wish to manifest ,
what reflections
you wish to create in your life.......then to
simply let your "feelings" towards that
aspect match those reflections, thus
throwing this into the mirror of life..
Use Treated Carpet
Squares To Sell Teflon
(And get a special credit from headquarters to
buy them)
An excellent stratagey for selling protector
is to use "treated carpet squares" to
demonstrate the effectiveness of sealer on the
fibers of carpet.
The concept is simple...
Once you have created a discussion about
protector you simply express that its easier to
"show you" then "tell you"....
You then have 2 small carpet
squares (one treated with teflon -
One not treated)
These are purchased already treated. And
ready for demonstration.
We have a special link below to purchase
these items.
You then apply kool-aid to both
squares in the customers sink.
Then rinse both squares under
the kitchen sink. This will show the
customer how the carpet square with
teflon easily rinses clean while the
untreated square stains permanently...
This is a
great strategy that allows you to stay
neutral and simply let the product "sell
itself"...And headquarters has created a
special credit to assist you in
implamenting this program. The credit is
as follows...
Licensed Partners
Franchised partners will receive
a one time credit for 50% of
their purchase of carpet
squares. Or the actualy "Maxim
Advanced Demonstration Kit". (To receive your credit , fax
your paid receipt to Breck at
headquarters and the credit will
be issued)
Non-Licensed Partnershised
Partners
Non-Franchised partners will
receive a one time credit for
30% of their purchase of carpet
squares. Or the actually "Maxim
Advanced Demonstration Kit".
(To receive your credit , fax
your paid receipt to Breck at
headquarters and the credit will
be issued)
Very Important Note:
Interlink Supply, who sells these
squares and kits, sells it under
the brand name "Maxim
Protector". Maxim is actually
Teflon Advanced just bottled
under that brand for Interlink.
So please, understand the product
on the carpet squares is Teflon
Advanced; the product we sell. The link to purchase these items
is below....
You can purchase treated and
"untreated" squares separately,
or buy the actual kit for $19.95
@
Juan Batista
runs the table,
winning the
October
tournament
Let there be no
doubt, about who
is the In Home
Sales current
king. Juan
Batista puts
together a
dominating
performance ,
holding the top
spot from start
to finish in the
October
tournament. And
winning for the
second time in
2013. The Boston
Partner sold
over $4800
during the
tournament and
had some
impressive sales
stats...
8 times Batista
sold over $300
at one job. He
also sold In
Home Sales at
over 70% of his
jobs.
Batistas numbers
would be world
class in any
organization.
Our hats off to
Juan on another
great
tournament!
Greg Smitherman
comes in at
second place
beating out
Fidel cruz for
the $200 second
place prize. Way
to go Greg!
A newcomer
to our
organization is
making waves in
Florida.
Greg Smitherman,
our new Florida
partner is
creating a
serious
challenge for
Batista. The
Port Charlotte
partner is
carrying a
strong $111
average and
is selling at
almost 60% of
his jobs. He is
also
showing a
tendency to hit
home runs. Greg
recently sold
$400 at one job
and $240 at
another. With
only $14
separating him
from Batista ,
this looks to be
a great race to
the finish.
Speaking of
Batista, the
Boston partner
is on an October
terror, selling
at over 60% of
his jobs and
closing in on
$2000 for
October alone.
Four times
Batista has sold
over $300 at one
job!!
Batista is a
great example of
using high
quality results
to create
a win win
scenario for the
customer. After
all , if you are
making them want
more, is it
really sales?
In other news,
Fidel Cruz sold
$621 at one job.
The 2012 In home
sales king looms
in 3rd place...
Juan Batista
jumps out to an
early lead in
the October
tournament. The
Massachusetts
partner has
already sold
over $1000 and
is selling at
over 80% of his
jobs. Tough
numbers to beat.
Behind him Neil
King and Spiros
Moumoris are
trailing. Spiros
had a huge day
selling $595 at
one job!!
Other notes of
achievement in
the first two
weeks..
Fidel Cruz sold
$220 at one job.
And new comer
Craig White of
Denver is
selling at over
64% of his jobs
with a current
$46 average.
Welcome to the
dance Craig!
April Optima Tournament
Will Ahl crosses the finish line in 1st
place. Wins the April
Tournament!!!
If there is ever a guy
your happy to see
succeed , Will Ahl is
that guy. The Phoenix
partner is a
dedicated achiever who
has made tremendous
strides in his local
service operation. And
has always been a steady
in home sale producer.
And now, he
finally wins his first
tournament! Mr Ahl
was able to hold off
Fidel Cruz and win the
$592 Jackpot. The
champion sold $4,722
during the tournament
and sold at over 37% of
his jobs. All
while steadily improving
his quality ratings and
implementing all of the
"showbusiness elements"
that are being injected
into the Phoenix market.
Congratulations Will!
Great job....
Fidel Cruz comes in
second place and Juan
Batista "Actually evan"
Juan's assistant who is
filling in for an
injured Juan captures
3rd place. Great job
guys. Good luck in
the May Tournament!!
May 13th 2013
Will Ahl has captured
1st place! The Phoenix
partner has raised his
average to a strong $40
mark, eclipsing Fidel
Cruz. And with two
days left has positioned
himself to take the
checkered flag.
Let's see if anything
dramatic occures in the
final two days......
I
May 2nd 2013
In a relatively quite
April tournament Will
Ahl has put
together a $1887
tournament so far. The
Phoenix partner sits in
second place with a $23
average. Will has sold
In Home at over 32% of
his jobs in April. Very
consistant. With two
weeks left it will be
interesting to see if
Ahl can unseat Cruz.
I
April
16th 2013
In a relatively slow
tournament start, Fidel
Cruz remains in the top
spot with a $35 average.
The San Antonio partner
has surpassed $680 in
sales for April.
Juan Batista (who is
sidelined with an ankle
injury and is
utilizing his longtime
assistant to cover jobs
for him) Has his
assistant
capturing the number two
spot by selling $220
recently at a customers
home. Phillip Malveaux
has crossed the $400
mark for April and sits
at number 3.
April 4th 2013 Fidel Cruz reemerges to
take the top spot four
days into the April
Tournament.
The San Antonio Partner
sells a whopping $435 at
one job to make a his
presence known. His $145
average places a wide
gap between him and the
field.Our Houston
Partner Philip Malveaux
collects a nice $284
referral to grab second
place . Its still very
early , we will keep you
posted on what comes
next.
ent
Good luck to
all of our esteemed partners.................
How A
Small White Cotton Towel
Can Create Dramatic In Home
Sales.....
A fast
and easy In Home Sale technique
is to offer an upholstery quote
for "future reference" and then
once it is agreed that you will
leave a quote; Tell the customer
you will show them a quick "Soil
Test". Again, for "future
reference"...................
Spray a mist of Prochem
Fine Fabric Shampoo on the towel
and then wrap it around the
smaller lead vacuum hose from
your truckmount. Then turn on
your vacuum and "rub" the vacuum
mouth and towel over the fabric.
The suction and shampoo will
create a dramatic demo for
you........
Then simply show the customer
the soil on the towel........
Instant wow factor...... Be
prepared for the customer to
want this done
now....Because....."I had no
idea it was that dirty!"
An
Easy In Home Sale
Opportunity.... Dryer Duct
cleaning is a fast easy IHS that
is a huge benefit to our
customers. Lint that collects in
the duct can be a severe fire
hazard. Running your lead
extraction line through the
dryer duct easily removes this
lint for the customer... Most
customers don't know who to call
for this service. Making it an
easy In Home Sale. Nationally we
are charging a window between
$75 and $125 for this service. "Failure
To Clean", is the
#1 contributing factor to
dryer fires.*
**(Source: U.S. Fire
Administration National Fire
Data Center, Jan. 2007)**
Take a look
at this video for more information......
Click here
Step
1
Start with a neutral statement
like....."By the way, we have a
relatively new service that you
may want to try the next time we
come out. It's dryer duct
cleaning. This service
cleans out the lint that
could be a fire hazard from your
dryer duct. It also helps your
dryer perform more efficient. It's a good
idea if you have never had it
cleaned out before... keep it in
mind for the next time
were out here........(Be neutral
and passive...say this in
passing)
Step
2 Later in the service,
tell the customer:......."Before
I go, I'll leave you a price
quote for that dryer duct
service, so you will have it for
next time we come out"......(Again,
simply say this in passing.
Your body
launguage is critical to
communicate a neutral position
from you.)
Step
3 At the end of the
service.....Use the Boss IHS
price form to incentive the
customer to possibly consider a
same day opportunity........ The
Boss IHS price form is a
powerful tool used to create a
comfortable incentive for the
customer; while you stay neutral
and passive. Always use this
tool to help close the sale. (Our company provides these for
free through headquarters.)
Here is some new In Home Sales
wisdom.....
Remember in addition to trying to get
the "wow effect" with your cleaning
results, it's also the little "detail"
things that build your status with the
customer. (Making them want to trust and
buy from you).... Customers love the
"show business" of our business.
Doing these little things are always
noticed by the customer and create wow
factors that make IHS easier, because
the customer feels like they are
experiencing something NEW, BETTER, AND DIFFERENT.
We use the acronym
"N.B.D." all the time in our
office. This is what sells
customers....NBD!!! NBD creates
curiosity and intrigue.....Here are 7
ways you can use N.B.D. strategies in the
field............
1.)
Make
sure you are placing safety
cones around the van when you
pull up to the house. Just like
Coit and Stanley Steamer.
2.)
Make
sure you always wear booties
over your shoes....Customers
love this!!!
3.)
Show a
lot of care and concern during
the walkthrough...Express you
care even more than they do
about the results we
achieve....(Care and concern can
not be faked. It must be from
the heart.)
4.)
Clean
something small for free like an
entry mat or dining chair.....Do
you know that the company Zero Res instructs
their techs to clean actual
whole pieces of upholstery for
free, without even asking the
customer? That's how much
they believe that the wow factor
leads to sales... It's not
uncommon for their vans to
generate a thousand dollars,
with
running just 2 jobs, a day.
5.)
Always
use door and wall guards...........
6.)
If you
have a blower, use it while
your cleaning to dry rooms for
the customer.............Customers
love this!
7.)
Bring
a nice professional looking
floor mat to the job with you
and place this down at the entry
way while you clean.
The WOW factor is powerful.
Focus on increasing this part of your
game and see what impact it has on the
number of customers who say yes to IHS.
