Shocked at Real Estate Companies

[Jon]

Richard R.

Put yourself in my shoes, I can talk ok, just don't hear good so I miss the point when the deal would close, or as happened they ask when can I do it and I miss it because someone was talking loudly close by and they voice killed the persons I was talking to.

Why I don't like face to face talks but must do it, that personal meeting is what most times makes the deal, anyone can do it over the phone or Email and I do that too but always have to meet the prospective customer face to face.

Sure a lot of us get that phone call saying so and so recommended you but you still need to go talk with them.

Richard, before you leave your home each day look in the mirror and ask yourself this question " am I ready to face the world today?" if you say no don't walk out till you can change that no to a YES, now your ready to tackle the world.

World, well heck Texas is pretty darn big fellow so go ride heard and push your competition out of the way.

Just leave Rick and Dan alone

 

[Larry L.]

<b><font color=green>Richard,you done took that first step in cold calling,by a'mitten,,its in most all of use,fear of not getting what you went after as to how to handle or say to the person your dealing with.
If not careful you'll fall in a hole by thinking you'll never get colding down to an art as to getting bussiness.This type bussiness you'll get alot of that NO's,its not like what your used to.In that type of trade (homes)seems no is a common word no no no no,,,,think more in the line as to this is what I can do for you today at this cost not do you need a wash to day.If you can get them out the front door to do a walk around with you its better(not I'll walk around and take a look and tell you),when out side you don't have to think of nothing to say,its there,weather,flower,trees,nice litttle doggie(break his neck later),act as tho you've known them for awhile and there to help.
When I started out saling I thought my middle name was NO but like my boss told me"when they get out of bed to put their clothes on they put one leg in at a time just like you and me, what makes you think your any different".......I know I'd get tired hearing that NO so may times aday but it goes with cold calling more so if you hadn't done your bookwork on the account your after,,,so don't feel bad if you have gotten 100's of no's b/c there a yes somewhere but you'll have to weed out the no's to find it,yels its worth all the no's..</b></f>

 

[David Saulque]

Richard

Selling is the KEY-nothing more. I spent 19 years with a local PD and I was always selling myself to the public or to some dirtbag that had 60lbs on me, that he was going to jail or Med. Center. Everyone sells, it is how you look at the issues. Problems need solutions and you have the answer to the customers problem. The selling craft is looking at everyday thing and solution converting that into cash.

Excitement level is based on dollars and $30 to a real-estate agent will not keep him focused on your work for more than a hour. As for the lawn people, go to the owner and have him send a flyer with his month bill, but not the lineworkers.

I called a broker friend and asked him if he could get excited or could he excite his sales crew. He said he would be to busy to deal with it. However, they could take his name and it "something came up"-reply.

David

 

[ron]

BIGBOY

I figured that a broken rod prob. scored the wall the pistons sound good but maybe tou need better con. rods. [lightened polished alum.] what compression are you running?

 

[Dan Flynn]

Great point Bigboy,

If you can think to yourself that the worst thing that can happen is someone will be rude to you today. Then say to yourself, can I handle that. You will get the no answer and then rude answer. If you can get over that. You will be fine. To this day I have had days when I went into a place I wanted to sell, and never got up the courage to ask and just walked out..

You will have good days and bad. But if you can stay focused and not let no or a little rudeness get to you personally it will start to happen.

Remember if it was a cake walk, we all would be millionaires. The people with the most money in the world are sale people. Remember the several times in your live when you first started a new job. You thought for sure you would never make it. You thought how hard it was. Then you look back a think what a breeze this has been. Once you hit your comfort level you will get better and better. The key, which I don't always follow is be consistent. The main purpose is to stay sharp and to not fall back into the fear factor. But if you do just keep going until you get back on track.

The fun part is when you hit one. You may not get anything for weeks. Then hit 5 on one day. If you hit the right places there will be residual work and new location that will follow your good work.

I will be honest and say that I have a problem in this area. I am going to start today to hit a least one place per day and announce the results. On days when I have time I will hit as many as I can.

I will let you guys know from time to time how things are going. But, here is the simple truth about this business. For the most part you need commercial accounts to make it. That really depends on you and you live style.

Some people don't need as much to live on. Other can't get enough. But if you want to grow at a steady pace and live a good live. I feel you need them. They are stable income during residential down times. You need heart and determination. But you will succeed. Things will become easier the more consistent you are.

Make a commitment today. Go out and just do it. Think about if you only got one recurring commercial account a month, that's one more each month that you had before you started.

Good luck. I will keep you guys updated on how I do. Considering that Texas is my new home, and I do not have any commercial work yet. This will be a perfect opportunity to get myself back on track.

 

[Tim Smith]

Realtors

I am a Lic. Home Inspector and have a good reputation with the realtors in this area. The whole reason I am starting a power washing and sealant business is to take advantage of that untapped markert. Its can be huge!

First of all, do not offer kickbacks. A realtor can loose their license for up to 5 years not to mention their reputation. Real estate is a cut throat business and if a realtor is receiving a kick back or commission for your services, someone will turn them in.

The way to get a realtor attention - is mail outs and dropping off donuts with your business card attached.

Realtors want to know how they can benefit. Very simple: CURB APPEAL = COMMISSION. You just have to find a way to inform them and for them to listen.

I have a marketing plan develop with mailouts. If you would like more information, please email at tsmith@semo.edu.

As a Home Inspectors, I know what buyers like and don't like - I know what complaints Realtors have when trying to sell a home - I know Realtors. The key is the seller's agent. Target the bigger realtors in the agency and the brokers.

The key to Realtors heart is through their tummys! Donuts, cookies, etc - drop off with a flyer and some cards: Always glue a card to the boxes or packages.

Last but not least - Once you can speak at their sales meeting, you got it made. Food dropped off once a week for a month or two gets their attention. And Yes, they like to be important.


Allow customer to pay at closing - no money out of realtors pocket that way.

Thnks
Tim

 

[Walt Graner]

I for one don't go for the % here and a % there, junk mail inserts. The problem that I have seen with the power washing industry is the "Monkey with a hose" mentality. Folk’s think that anyone can do it therefore most people doing it are unskilled, so it's below him or her. Being a broker here in Texas I would say join associations, Realty boards have many meetings that can be sponsored by individual companies where you provide a quick lunch put on your dog & pony show and the agents then go to meetings. Apartment associations also do the same thing. BOMA or Business Owners & Managers Association is National and also a great place for a sharp looking professional company to promote wears, get a booth at a trade show. Get out of the throw away flyers, loose weight now advertisement mentality that do nothing but put lump you in with all the other low brow industries.
Separate yourself from the rest by the class of advertisements you use.

 

[Tim Smith]

I have already network myself in my home inspection business. I know how to do it.

I was talking about attending individual agency meetings.

I will let you know in the future if I am successful or not with the realtors.

 

[Richard R.]

Walt,
I understand what your saying and I agree with most of it, but there are a few of us that cannot afford to buy lunches and things of that nature this early in the game.
I would really like to use your method, but surely there is another method out there that can be a little less expensive to the beginners.
I have used a lot of different ways suggested on this board, but nothing seems to be really that effective in my area. I think everyone in my area are so used to your method that everything elses fails. Besides, being in Austin is a big plus. I have heard that the demand for power washers in Austin is overwhelming.
I guess until I can build up the financial freedom, I will just keep doing the "loose weight now mentality." Maybe I will eventually get that break I've been searching for.
Don't get me wrong, there are times the jobs and phone calls become overwhelming for me, but the lag time in between is enormous and very costly.

Take Care
Richard R.

 

[charlie]

When selling a commercial pressure washing service. One thing that works for me is have some potential accounts in the works so when you talk to potential knew customers you don't look and sound so desperate. Remember that you got the cookie. The biggest competion is your self. As for giving donuts to real estate people never did that, but will try it. Question can I steal one for myself?

Charlie

 

[Tim Smith]

I just mention donuts.

The key is to get to know the realtors. There may be a better way. I have learned that realtors our "top of the minds" type people. Meaning that you have to constantly get your name across their desk. That might be them getting a donut and seeing your card, mail-outs, and flyers. You can get a dozen of donuts at a grocery store for less than $ 3.00.

I going to give it a shot and I let you guys know the outcome. Its already been proven in my home inspection business.

Thanks
Tim

 

[Walt Graner]

Two big reasons why new businesses fail:
1. No business plan
2. Under capitalization

Basic business 101 stuff.
It’s sad that about 98% of new folks starting out don’t utilize basic business 101 stuff. Sure makes for a long dry row to hoe, and along the way adds that “special mysticâ€￾ of the power washing industry I was talking about in the last post. Now, before anyone gets their painties all tied up, I know there are a lot of ways to skin a cat and there is always someone who started out with spit and is now a millionaire, however why not learn from peoples past mistakes as well as there triumphs by going to the library and checking out information of how to start a business.

 

[ron]

my new deal

I now use www.realtor.com this has about 100 listing in my area code with pictures. I look at the houses that have built in pools and other areas that could be cleaned to help sell the houses. I stick to the houses that are selling for $300,000 or more. Then call the realtor for address and then i send a flyer to them.
My flyer has a speach about"curb appeal" and services i can do.
I also look for "large deck".
"you caught us at the right time we are trying to sell our home and want the house washed" thats my favorite line.

 

[Steven Rowlet]

As for realtors stress to them that the owners need to have the house cleaned for a faster sale. As far as the painters go. I did a house a few years ago and sent this painter about $1500.00 worth of work ( one job). He said he would send me some wash jobs, then he bought a $400.00 pressure washer for himself. Two years later he told me he had made a few hundred dollars with it. He was too blind to see that if had called me first I would have sent him several thousand dollars worth of work. Too many painters are drunks and can't see past payday. As for the Pitchwitch, it will pay for itself in a very short time

 

[Vrollingthund]

Ron, That was a very good post. Everything you said made sense. The more you learn the more you earn is right. All three ideas should work to get more business lets all give it a try. Anna

 

[Richard R.]

Steven,
You can rest assured the painter probably made more than a few hundred dollars.
From what I understand, Painters almost always use their power washers before they paint anymore. I followed a painters bid about 1 1/2 months ago where the painter bid about $8700 to wash and paint a home here in my area. Since I had already done power washing for one of the owners, he called me for a seperate bid on just the washing alone. I didn't know at the time that $2000 out of the $8700 was what the painters were charging for the power washing. By using the pricing methods I learnt on this bbs, I bid power washing the house, all of the several hundred feet of concrete drives and walkways for as little as $1200. If you figure the included concrete, the owner saved about $1100 dollars.
Some of these guys don't like to wash the homes, but they do so anyway and charge an arm and a leg. If the owners only knew, they could call their painters hand and really save an enormous amount of money. I washed another home that was so dirty with mold and mildew that it looked like the house had been badly burned. After I finished, the house needed just a little portion of the fascia board painted. The painter told me he had to hurry and paint the house before the owner and Realtor saw the house or he would loose the job. It cost the owner about $1800 dollars more than what they should have paid.
The real fact is, there is no telling how many houses we could help them sell and how much money we could save the home owners.

Richard R.

 

[B.E YOUNG Sr]

Shocked

Richard,
Hope you took some before and after pics! Keep them and use them when working a prospective client You may try the direct approch to the homeowner. There are many high dollar homes in the North Cliff area of Lake Belton that I would like to get on a contract. I would give the homeowner $25.00 off their next cleaning for a succesful referal. You know if you can just break the ice in one of those neighborhoods it could have the snowball effect!
Kind of like keeping up with the Jone's.

 

[hadishon]

This is a good thread and I think I can bring an interesting angle on the marketing to real estate business. I have some expierence with this from working with my father in a successful carpet cleaning business.

First thing you must remember is that you can not give perks to real estate agents. They will run!

Second thing is that real estate agents are very busy people.

Third thing is, they may understand that the exterior of the house has problems but they may not see it as their problem.

I'm in the process of moving to TN from MO (should be there first week of Sept.) but, this is my plan for real estate agents.

1) Meet with an agent one on one.

How do you meet an agent one on one so that you can sell you services? They are busy people... There is 1 perfect time to meet them. At their OPEN HOUSE. Many real estate agents are bored at open houses... They just sit there all day.

So what am I going to do? Go to the open house, introduce myself and what I can do for their customers and themselves and SHOW them my work. (get permission first) If the drive way needs wash, I'll wash it. For free! If it has a privacy fence, clean the fence facing the road. There are many things that you can do for a free demo.

I know what you are gonna say, free demo? Why would I want to do something for free? Because, if you do a good job, the real estate agent won't forget about you. They will remember you and call you when something needs fixed. You would have spent quality time with him and you will be the first person he will call if he needs work. 1 free demo could bring in thousands of dollars of work. The demo=advertising cost.

(BTW I clean but I advertise that I "FIX BROKEN APPERANCES". It's all in the way you sell yourself.)

2) I sell the real estate agent a gaurenteed package on my cleaning. In return , he sells it to the customer who pays.

My gaurentee is that while the property is listed with the agent that got me the work, I will gaurentee the apperance of the work I did will be in top condition. Meaning, if I clean the driveway and someone pulled on it with a leaking engine, I clean it for "free."

I say free but it's not. In my quote for the job, there is a quote for the work and a quote for the gaurentee. It is their choice to buy the gaurentee or not. The price of the gaurentee is up to you and the job.

 

[hadishon]

I had to leave in a hurry after posting that last post. I left out that sometimes, you never get called on the gaurentee. Sometimes, you do. If you are afraid that something that will happen that will cost you lots of money, you can always set limits on the gaurentee such as: Up to $1,000 of work at 100/hour... Or something to that effect. Be creative.

Real Estate agents can be a gold mine if you can sell yourself to them. An Open House is a perfect time to sell.

Another idea I wanted to share is that many brokers will have sales meetings. Brokers often ask people to speak at their meetings to help inform their agents. This is a perfect opportunity for pressure washers! Go to the meeting. Make up some flyers that show why they should clean or fix the apperance of the exterior. Show them that the house well sell not only for more money but FASTER! The rate a house sells is more important then the final price to an agent. There is a saying we use to use in my father's carpet cleaning business. It was CLASS (Cleaning Listings Always Sell Sooner). This phrase worked great with agents!

 

[Walt Graner]

The best way to break into the Real estate, start by finding your local Board of Realtors, ask them about advertisements and if they have the sponsor a lunch type program at any of their meetings. This is where a company brings in the lunch, and has a 15 minute presentation for one of the meetings put on by the Board for it’s members. I would call the presentation “Basic curb appealâ€￾ This term is used quite a lot in the industry and would include everything that a buyer sees when they are looking at the property from the curb. Lawn, trees, planters, sidewalks the house exterior etc. If you were to join up with; landscaper, painter and/or general maintenance type folks you could all join in on something like this cost +/- (Sub sandwich $ 85.00, cokes etc all under $ 120.00) this would separate you from the “monkey with a hoseâ€￾ attitude that you get from the “high browâ€￾ Real-estate folks. During this presentation a power point / slide show of before and after shots is essential, as well as company T-shirts & caps (The professional look is everything to this group).

PS
I have been a Broker in Texas for over 10 years