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  1. #241
    Exterior Restoration Specialist 21000 PLUS POSTER Ron Musgraves's Avatar
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    Some changing right now , most of the efficient companies wrapped this up.

    Start contacting now with there expected dates for budget. Make your list check it twice.


    Ron Musgraves text me for
    questions 480-522-5227 Pressure Washing Institute.com
    Ron Musgraves


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  • #242
    Exterior Restoration Specialist 21000 PLUS POSTER Ron Musgraves's Avatar
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    If your going to work PM better start now.
    Ron Musgraves


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  • #243
    Exterior Restoration Specialist 21000 PLUS POSTER Ron Musgraves's Avatar
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    Its getting Close
    Ron Musgraves


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  • #244
    Exterior Restoration Specialist 21000 PLUS POSTER Ron Musgraves's Avatar
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    Its here
    Ron Musgraves


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  • #245
    Member Freshman Undergraduate
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    Great stuff Ron. Is it too late to get in on this?
    mnewhart@illinoisroofcleaning.com
    Mike Newhart
    Central Illinois Cleaning Solutions
    (217)218-6453
    mnewhart@centralillinoiscleaningsolutions.com

  • #246
    Member Junior Undergraduate MOTG1's Avatar
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    Budget Time- property mang. lesson #1

    Missed it!?

    Will spend time getting prepped for next year, then.
    Marc King
    Marc's on the Glass, LLC
    Power Pressure Washing and Window Cleaning
    Greater Richmond, VA
    804-380-6601
    http://MarcsontheGlass.com

  • #247
    Member Freshman Undergraduate gutterdog's Avatar
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    GRRRREAT Thread!!!!
    Michael Hockman
    www.gutterdogs.com
    240-355-1110
    From up on the roof cleaning,
    To down on the concrete cleaning.
    Everything in between!

  • #248
    Exterior Restoration Specialist 21000 PLUS POSTER Ron Musgraves's Avatar
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    Pulling her Back up
    Quote Originally Posted by Ron Musgraves View Post
    Its that time of year, we will put two extra folks on submiting about 4000 proposals.

    stay tuned and i will tell you how we do this every year and what the values are.

    Those who join i will share secrets personally and even send you documents and photos to help you.

    Let me know if your interested or call me.

    Please post your instant message name so i can talk with you on that also. thanks.

    NEW POST 10/20/05

    This is going to be and exciting series, I will have photos of and acct we started marketing about 9 months ago.

    This account will have monthly revenue of about 8000.00 per month.

    We will have video presentation and photo presentation by Tuesday. I will post the photos for sure.

    Those who actually participate and measure will receive the videos by mail or e-mail.

    Awhile back I talked about meeting Eddie Bashas a super market king locally here in Arizona. I will also spotlight this story as they have become a great customer.
    Marketing,

    NEW POST 10/24/05

    When we talk about marketing everyone want to know that one widget that works.

    Well Iím here to tell you that no one widget works.

    Itís a campaign of many different and areas.

    I have mention in the past about various things we do around our office. I will start in detail about a few of them.

    When dealing with property mangers itís not easy to get mail and brochure in there hands. I donít care how good or how many you send.

    So you need tangible marketing items. Note pads, calendars, cups, pens & so forth. We mail some we deliver some.

    Funny during the holidays I used one that another BBS member suggested. Everyone put the idea down and said your nuts. I being nuts myself said self try it.

    It was as simple as a bag of micro popcorn with a bow. Since then we have graduated to chocolate, movie passes that we trade another vendor and some other items.

    I know, a gift in this day of age is wrong. SO WHAT. At least I get a call please we do not accept gratuity. I got a chance now to talk with them. Please give me one chance, just one.

    You see Iím going to make a sexist but true statement. Well itís not sexist, just that the last time I check the stats, 68% of this occupation are female.

    Oh my word, look out Beth. Hey if you donít thing female contractors have and advantage. Your nuts, in this industry they have a female org that I support and they promote hiring females. Surprise!!!!!!!!!!!!!!Female owned businesses too.

    So chocolate is equalizer. Just kidding about that, not really but I donít want to ruffle feathers to much.

    I will have to admit I donít handle the female property management well. My direct approach I have had to tone down.

    Maybe at another time I could approach the 5 types of sales.

    Keeping the 68% female thing in mind I changed gears a little. Some women are straight forward and some want the truth they just want it different.


    For tonight, donít ask questions, think about your customers and the names of the manager that you have won and the one you have lost.

    The reason is I did a study about myself and my sales people, I also took a seminar on closing, I hadnít taking any fresh up course since college. This was where I opened my eyes.

    This is important, men and women are different and you need to know youíre primarily dealing with women.

    Oh wait, Ladies that own your own business. Donít get too excited that you have and advantage. If you actually the motivated and run the company. Your profile may be wrong also.

    NEW POST 10/31/05

    Budget Time,

    Property managers are figuring there 2006 budget.

    If you understand where they are then you will be able to sell them more efficiently.


    Triple net is how the center is financially managed.



    Triple Net Lease Law and Legal Definition


    A triple net lease (also known as "NNN") is a lease in which provision is made for the lessee to pay, in addition to rent, all expenses associated with the property such as property taxes, insurance and maintenance and operation charges. Triple net leases are commonly used in commercial properties, such as shopping malls and apartment buildings.
    For example, under a triple net lease of an apartment buiding, a lessee may agree to manage the property, rent the apartments, maintain the building, and pay all costs, including taxes, insurance and mortgage. Basically, the owner becomes a silent partner who is no longer bothered by the responsibilities of being the landlord. In exchange, the lessee agree to pay him an amount almost equal to what his net income from the building currently is.
    A lease is generally triple net if it requires the tenant to pay the following costs:
    1. Insurance: full liability and property damage insurance 2. Maintenance: all repair and preventive maintenance during the life of the lease 3. Taxes: all state and local property taxes Most triple net leases require the lessee or tenant to cover costs to maintain the roofing, heating and air conditioning (HVAC) systems, exterior parking surfaces (typically asphalt), interior and exterior carpet- almost anything related to the building that can wear out or be damaged during the lease period. Some building owners reduce their risk by establishing a reserve fund into which each tenant makes regular payments. The owner then covers property maintenance costs as needed from this fund. A modified net (or modified gross) lease is a variation of the NNN lease in which the tenants pay their own utilities, interior maintenance and repairs, and insurance. The landlord pays everything else, including real estate property taxes.




    Common area maintenance is one of the triple net charges.


    This is the one we need to know about. As this charge is what affects our business.

    CAM definition:

    Cam charges are the charges that incurs when we do any work on a property.
    Most here think that the owners of the property are responsible for the charges for witch we bill.

    The owner will only pay the percentage of square feet vacant. If there are no vacant units the owner or investors will not pay a nickel for pressure cleaning charges.(tenents will pay all)

    Property Management Companyís get paid to collect and pay revenues to investors and owners. Some people think that property managers make fees off the service we provide. (Thatís incorrect) They have a legal responsibility to protect the owners & tenants under state law. They derive the revenues by triple net charges, again paid by tenant and owners.


    Some of you may say I know all this or why do I need to know this?
    Iím a believer in learning as much about the people Iím selling to as possible.

    How this has helped me is that when PMíS look at budget they look at annual not monthly or one time.

    I break my proposals down and submit and exhibit that gives them this info.

    I once got a job from another company because the manager had asked if we could submit and annual proposal and the others did not do that. They actually told her on the phone just times the monthly by twelve. She knew this but the contractors didnít realize that she has hundreds of these and wants that already done so she doesnít have to waist more time.

    From that request I started making it standard and even at a couple meetings with PMS they actually said they gave me a shot because they thought it was a clever idea. One even started having other submit that way.

    In triple net briefly so you understand that tenants are obligated to pay for services performed on the entire property. It works similar to home owners associations.

    When we talk triple net we are talking a bout CAM, Rent & shared revenues.

    I realize that some here will not believe this, I have no time to prove me correct if Iím wrong in anyway you can take your own time and waist it trying to prove me wrong.

    SummarizingĒ thatís pretty much what triple net is. (In blue)

    NEW POST 11/01/05


    Canít reach them:

    Why canít we reach the PMíS?

    At this time of the year is the best time. They are calling many strange vendors requesting proposals. Perhaps you happened to call at the right time. She thinks your someone else.

    Thatís ok, start talking and selling yourself. Explain she or he is mistaken but you will be happy to give her another proposal. Tell her you understand that she a time frame to have her 2006 budget finished and ask her what day that is. If you can comply tell her, if you cant donít make a promise you cannot keep.

    I have explained to you that they are very busy people. Many that manage 5 to 7 centers with and assistant are almost impossible to get on the phone. They receive and negotiate 60 to 70 calls a day. They receive enough mail to choke a dinosaur.

    This is why earlier in my opinion mailers and advertisement is unless alone. I didnít say not to do it. Writing a letter on stationary is valuable. They may see it, keep in mind the person who makes the decision often has and assistant that screens calls and mail. Faxing has worked because often PMíS go to the fax to get a legal doc and thereís your useless fax taking the fax time and eating paper. (At least they get shot to see it)

    Campaign mailers & phone calls: Target & Mass

    If you donít want to do both then stop reading any longer than this line.

    Trust me you need to call on almost a regular basis when you start targeting.

    Throughout the year we target and mass campaign.

    Unlike the commercial market that it much easier to sell. I have stopped Mass campaigning as heavy. I will mass campaign about six times a year. Four of those six will be between now and January. The other two before spring and fall is the best times I have found.



    Unlike the targeting campaign this is much different. A personal level is established. When we decide that we want someoneís business for what ever the reasons are.

    What are the reasons you want someone?

    1. A reference from someone thatís doing business currently and says they are great people.

    2. They are listed and a fast growing company. (I love to grow with moving companies.)

    3. I prefer management holding companies over individuals. ( this is my choice and a personal preference)

    I have current individuals that are great and they take good care of me. The problems is they are protecting themselves and tenants and your really last.

    Holding companyís work for more groups and have larger portfolio. They also have and interest to keep you happy because they have other groups that need your service. They seem more interested to work with quality companies.

    Huge secret: they pay more than individuals I have 10 years of record to back this up. Rarely with a holding company once you have and established relationship do they want to negotiate the price.

    4. Local or out of state: this doe not matter to me. I have not noticed any differences.
    I have had to fly but have always been compensated by companies without even having to ask. Unlike commercial I have flying expenses on going out of my budget.


    5. For the most part I like the managers that what good companyís and price is not always the main focus because they understand and want reliable people.
    When you understand that price is always not the issue for some they you know you have someone that truly cares about what they are doing.

    More will follow on this Topic::::::::::::::
    07/31/07
    Itís that time of the year, if youíre going to start reaching PMís you better start now. 2008 budgets are around the corner.


    Please read

    I will mention to everyone here, I may mention names prices and things that you should not be doing on the internet. My company has no one customer over 7.5% of my total gross. I warn you folk from talking about these things publicly. Use common sense and donít be nuts like me. (Not JOKING)


    Keep in mind and I will say this again, property mang is no getting rich quick pressure washing. It is the most profitable by far that I have found. Ok there one other but Iím not telling you. Even I keep things to myself.
    Ron Musgraves


    Text Me if you need Help 4805225227

    Join My Facebook Page follow Me https://www.facebook.com/ronmusgraves

    Check out My Twitter https://twitter.com/pressurewashusa

  • #249
    Member Freshman Undergraduate Jerry Medford's Avatar
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    Mar 2013
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    Raleigh, NC
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    16
    This is a great thread, thanks for sharing some insight into your tactics Ron!
    Jerry Medford
    919-250-8797
    Raleigh, NC
    North Carolina ProWash

  • #250
    Member Freshman Undergraduate
    Join Date
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    Murray Kentucky 42071
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    20
    Well this is my first post, I just want to thank Ron and all the others for the info on this board.
    I am new but I am reading everything i can and learning as much as possible.
    Sub for knowledge.
    Thanks

  • #251
    Member Honorary Professor CL Scott's Avatar
    Join Date
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    Houston Texas
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    1,287
    Quote Originally Posted by JustMidge View Post
    Well this is my first post, I just want to thank Ron and all the others for the info on this board.
    I am new but I am reading everything i can and learning as much as possible.
    Sub for knowledge.
    Thanks
    Welcome...

  • #252
    Member Senior Undergraduate Dan Manley's Avatar
    Join Date
    Aug 2013
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    North Port
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    487
    Quote Originally Posted by Ron Musgraves View Post
    Pulling her Back up
    Great info about targeting property managers

    A-1 Pressure Washing & Roof Cleaning
    Power Washing, Pressure Cleaning, Roof Cleaning, North Port, Venice, Sarasota, Englewood, Port Charlotte, Punta Gorda, Florida
    www.SarasotaCleaningSolutions.com

    Pressure Washing, Roof Cleaning ,Sarasota County
    Pressure Washing, Roof Cleaning, Charlotte County
    Safe "No Pressure" Shingle, Tile, Metal, Roof Cleaning
    Exterior Soft Washing
    Power Washing, Pressure Cleaning, Pressure Washing, Services


  • #253
    Exterior Restoration Specialist 21000 PLUS POSTER Ron Musgraves's Avatar
    Join Date
    Aug 2001
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    Phoenix Arizona
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    46,591
    Quote Originally Posted by Dan Manley View Post
    Great info about targeting property managers
    Thanks


    Oct event San Diego free free text me for more details !!
    Ron Musgraves


    Text Me if you need Help 4805225227

    Join My Facebook Page follow Me https://www.facebook.com/ronmusgraves

    Check out My Twitter https://twitter.com/pressurewashusa

  • #254
    Exterior Restoration Specialist 21000 PLUS POSTER Ron Musgraves's Avatar
    Join Date
    Aug 2001
    Location
    Phoenix Arizona
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    46,591
    Quote Originally Posted by Ron Musgraves View Post
    Its that time of year, we will put two extra folks on submiting about 4000 proposals.

    stay tuned and i will tell you how we do this every year and what the values are.

    Those who join i will share secrets personally and even send you documents and photos to help you.

    Let me know if your interested or call me.

    Please post your instant message name so i can talk with you on that also. thanks.

    NEW POST 10/20/05

    This is going to be and exciting series, I will have photos of and acct we started marketing about 9 months ago.

    This account will have monthly revenue of about 8000.00 per month.

    We will have video presentation and photo presentation by Tuesday. I will post the photos for sure.

    Those who actually participate and measure will receive the videos by mail or e-mail.

    Awhile back I talked about meeting Eddie Bashas a super market king locally here in Arizona. I will also spotlight this story as they have become a great customer.
    Marketing,

    NEW POST 10/24/05

    When we talk about marketing everyone want to know that one widget that works.

    Well Iím here to tell you that no one widget works.

    Itís a campaign of many different and areas.

    I have mention in the past about various things we do around our office. I will start in detail about a few of them.

    When dealing with property mangers itís not easy to get mail and brochure in there hands. I donít care how good or how many you send.

    So you need tangible marketing items. Note pads, calendars, cups, pens & so forth. We mail some we deliver some.

    Funny during the holidays I used one that another BBS member suggested. Everyone put the idea down and said your nuts. I being nuts myself said self try it.

    It was as simple as a bag of micro popcorn with a bow. Since then we have graduated to chocolate, movie passes that we trade another vendor and some other items.

    I know, a gift in this day of age is wrong. SO WHAT. At least I get a call please we do not accept gratuity. I got a chance now to talk with them. Please give me one chance, just one.

    You see Iím going to make a sexist but true statement. Well itís not sexist, just that the last time I check the stats, 68% of this occupation are female.

    Oh my word, look out Beth. Hey if you donít thing female contractors have and advantage. Your nuts, in this industry they have a female org that I support and they promote hiring females. Surprise!!!!!!!!!!!!!!Female owned businesses too.

    So chocolate is equalizer. Just kidding about that, not really but I donít want to ruffle feathers to much.

    I will have to admit I donít handle the female property management well. My direct approach I have had to tone down.

    Maybe at another time I could approach the 5 types of sales.

    Keeping the 68% female thing in mind I changed gears a little. Some women are straight forward and some want the truth they just want it different.


    For tonight, donít ask questions, think about your customers and the names of the manager that you have won and the one you have lost.

    The reason is I did a study about myself and my sales people, I also took a seminar on closing, I hadnít taking any fresh up course since college. This was where I opened my eyes.

    This is important, men and women are different and you need to know youíre primarily dealing with women.

    Oh wait, Ladies that own your own business. Donít get too excited that you have and advantage. If you actually the motivated and run the company. Your profile may be wrong also.

    NEW POST 10/31/05

    Budget Time,

    Property managers are figuring there 2006 budget.

    If you understand where they are then you will be able to sell them more efficiently.


    Triple net is how the center is financially managed.



    Triple Net Lease Law and Legal Definition


    A triple net lease (also known as "NNN") is a lease in which provision is made for the lessee to pay, in addition to rent, all expenses associated with the property such as property taxes, insurance and maintenance and operation charges. Triple net leases are commonly used in commercial properties, such as shopping malls and apartment buildings.
    For example, under a triple net lease of an apartment buiding, a lessee may agree to manage the property, rent the apartments, maintain the building, and pay all costs, including taxes, insurance and mortgage. Basically, the owner becomes a silent partner who is no longer bothered by the responsibilities of being the landlord. In exchange, the lessee agree to pay him an amount almost equal to what his net income from the building currently is.
    A lease is generally triple net if it requires the tenant to pay the following costs:
    1. Insurance: full liability and property damage insurance 2. Maintenance: all repair and preventive maintenance during the life of the lease 3. Taxes: all state and local property taxes Most triple net leases require the lessee or tenant to cover costs to maintain the roofing, heating and air conditioning (HVAC) systems, exterior parking surfaces (typically asphalt), interior and exterior carpet- almost anything related to the building that can wear out or be damaged during the lease period. Some building owners reduce their risk by establishing a reserve fund into which each tenant makes regular payments. The owner then covers property maintenance costs as needed from this fund. A modified net (or modified gross) lease is a variation of the NNN lease in which the tenants pay their own utilities, interior maintenance and repairs, and insurance. The landlord pays everything else, including real estate property taxes.




    Common area maintenance is one of the triple net charges.


    This is the one we need to know about. As this charge is what affects our business.

    CAM definition:

    Cam charges are the charges that incurs when we do any work on a property.
    Most here think that the owners of the property are responsible for the charges for witch we bill.

    The owner will only pay the percentage of square feet vacant. If there are no vacant units the owner or investors will not pay a nickel for pressure cleaning charges.(tenents will pay all)

    Property Management Companyís get paid to collect and pay revenues to investors and owners. Some people think that property managers make fees off the service we provide. (Thatís incorrect) They have a legal responsibility to protect the owners & tenants under state law. They derive the revenues by triple net charges, again paid by tenant and owners.


    Some of you may say I know all this or why do I need to know this?
    Iím a believer in learning as much about the people Iím selling to as possible.

    How this has helped me is that when PMíS look at budget they look at annual not monthly or one time.

    I break my proposals down and submit and exhibit that gives them this info.

    I once got a job from another company because the manager had asked if we could submit and annual proposal and the others did not do that. They actually told her on the phone just times the monthly by twelve. She knew this but the contractors didnít realize that she has hundreds of these and wants that already done so she doesnít have to waist more time.

    From that request I started making it standard and even at a couple meetings with PMS they actually said they gave me a shot because they thought it was a clever idea. One even started having other submit that way.

    In triple net briefly so you understand that tenants are obligated to pay for services performed on the entire property. It works similar to home owners associations.

    When we talk triple net we are talking a bout CAM, Rent & shared revenues.

    I realize that some here will not believe this, I have no time to prove me correct if Iím wrong in anyway you can take your own time and waist it trying to prove me wrong.

    SummarizingĒ thatís pretty much what triple net is. (In blue)

    NEW POST 11/01/05


    Canít reach them:

    Why canít we reach the PMíS?

    At this time of the year is the best time. They are calling many strange vendors requesting proposals. Perhaps you happened to call at the right time. She thinks your someone else.

    Thatís ok, start talking and selling yourself. Explain she or he is mistaken but you will be happy to give her another proposal. Tell her you understand that she a time frame to have her 2006 budget finished and ask her what day that is. If you can comply tell her, if you cant donít make a promise you cannot keep.

    I have explained to you that they are very busy people. Many that manage 5 to 7 centers with and assistant are almost impossible to get on the phone. They receive and negotiate 60 to 70 calls a day. They receive enough mail to choke a dinosaur.

    This is why earlier in my opinion mailers and advertisement is unless alone. I didnít say not to do it. Writing a letter on stationary is valuable. They may see it, keep in mind the person who makes the decision often has and assistant that screens calls and mail. Faxing has worked because often PMíS go to the fax to get a legal doc and thereís your useless fax taking the fax time and eating paper. (At least they get shot to see it)

    Campaign mailers & phone calls: Target & Mass

    If you donít want to do both then stop reading any longer than this line.

    Trust me you need to call on almost a regular basis when you start targeting.

    Throughout the year we target and mass campaign.

    Unlike the commercial market that it much easier to sell. I have stopped Mass campaigning as heavy. I will mass campaign about six times a year. Four of those six will be between now and January. The other two before spring and fall is the best times I have found.



    Unlike the targeting campaign this is much different. A personal level is established. When we decide that we want someoneís business for what ever the reasons are.

    What are the reasons you want someone?

    1. A reference from someone thatís doing business currently and says they are great people.

    2. They are listed and a fast growing company. (I love to grow with moving companies.)

    3. I prefer management holding companies over individuals. ( this is my choice and a personal preference)

    I have current individuals that are great and they take good care of me. The problems is they are protecting themselves and tenants and your really last.

    Holding companyís work for more groups and have larger portfolio. They also have and interest to keep you happy because they have other groups that need your service. They seem more interested to work with quality companies.

    Huge secret: they pay more than individuals I have 10 years of record to back this up. Rarely with a holding company once you have and established relationship do they want to negotiate the price.

    4. Local or out of state: this doe not matter to me. I have not noticed any differences.
    I have had to fly but have always been compensated by companies without even having to ask. Unlike commercial I have flying expenses on going out of my budget.


    5. For the most part I like the managers that what good companyís and price is not always the main focus because they understand and want reliable people.
    When you understand that price is always not the issue for some they you know you have someone that truly cares about what they are doing.

    More will follow on this Topic::::::::::::::
    07/31/07
    Itís that time of the year, if youíre going to start reaching PMís you better start now. 2008 budgets are around the corner.


    Please read

    I will mention to everyone here, I may mention names prices and things that you should not be doing on the internet. My company has no one customer over 7.5% of my total gross. I warn you folk from talking about these things publicly. Use common sense and donít be nuts like me. (Not JOKING)


    Keep in mind and I will say this again, property mang is no getting rich quick pressure washing. It is the most profitable by far that I have found. Ok there one other but Iím not telling you. Even I keep things to myself.
    Budget Time will Close by March 1
    Ron Musgraves


    Text Me if you need Help 4805225227

    Join My Facebook Page follow Me https://www.facebook.com/ronmusgraves

    Check out My Twitter https://twitter.com/pressurewashusa

  • #255
    Member Associate Professor outdoorprowash's Avatar
    Join Date
    Aug 2011
    Location
    Nashville, TN
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    935
    I like to read this again after the experience I have had trying this. I am right where I need to be with my foot in the door with several companies that could change my life and my family tree. I can't wait to see what happens this year and where I will be this time next year.

  • #256
    Exterior Restoration Specialist 21000 PLUS POSTER Ron Musgraves's Avatar
    Join Date
    Aug 2001
    Location
    Phoenix Arizona
    Posts
    46,591
    This Year Turn it UP
    Ron Musgraves


    Text Me if you need Help 4805225227

    Join My Facebook Page follow Me https://www.facebook.com/ronmusgraves

    Check out My Twitter https://twitter.com/pressurewashusa

  • #257
    Exterior Restoration Specialist 21000 PLUS POSTER Ron Musgraves's Avatar
    Join Date
    Aug 2001
    Location
    Phoenix Arizona
    Posts
    46,591
    Quote Originally Posted by Ron Musgraves View Post
    Its that time of year, we will put two extra folks on submiting about 4000 proposals.

    stay tuned and i will tell you how we do this every year and what the values are.

    Those who join i will share secrets personally and even send you documents and photos to help you.

    Let me know if your interested or call me.

    Please post your instant message name so i can talk with you on that also. thanks.

    NEW POST 10/20/05

    This is going to be and exciting series, I will have photos of and acct we started marketing about 9 months ago.

    This account will have monthly revenue of about 8000.00 per month.

    We will have video presentation and photo presentation by Tuesday. I will post the photos for sure.

    Those who actually participate and measure will receive the videos by mail or e-mail.

    Awhile back I talked about meeting Eddie Bashas a super market king locally here in Arizona. I will also spotlight this story as they have become a great customer.
    Marketing,

    NEW POST 10/24/05

    When we talk about marketing everyone want to know that one widget that works.

    Well Iím here to tell you that no one widget works.

    Itís a campaign of many different and areas.

    I have mention in the past about various things we do around our office. I will start in detail about a few of them.

    When dealing with property mangers itís not easy to get mail and brochure in there hands. I donít care how good or how many you send.

    So you need tangible marketing items. Note pads, calendars, cups, pens & so forth. We mail some we deliver some.

    Funny during the holidays I used one that another BBS member suggested. Everyone put the idea down and said your nuts. I being nuts myself said self try it.

    It was as simple as a bag of micro popcorn with a bow. Since then we have graduated to chocolate, movie passes that we trade another vendor and some other items.

    I know, a gift in this day of age is wrong. SO WHAT. At least I get a call please we do not accept gratuity. I got a chance now to talk with them. Please give me one chance, just one.

    You see Iím going to make a sexist but true statement. Well itís not sexist, just that the last time I check the stats, 68% of this occupation are female.

    Oh my word, look out Beth. Hey if you donít thing female contractors have and advantage. Your nuts, in this industry they have a female org that I support and they promote hiring females. Surprise!!!!!!!!!!!!!!Female owned businesses too.

    So chocolate is equalizer. Just kidding about that, not really but I donít want to ruffle feathers to much.

    I will have to admit I donít handle the female property management well. My direct approach I have had to tone down.

    Maybe at another time I could approach the 5 types of sales.

    Keeping the 68% female thing in mind I changed gears a little. Some women are straight forward and some want the truth they just want it different.


    For tonight, donít ask questions, think about your customers and the names of the manager that you have won and the one you have lost.

    The reason is I did a study about myself and my sales people, I also took a seminar on closing, I hadnít taking any fresh up course since college. This was where I opened my eyes.

    This is important, men and women are different and you need to know youíre primarily dealing with women.

    Oh wait, Ladies that own your own business. Donít get too excited that you have and advantage. If you actually the motivated and run the company. Your profile may be wrong also.

    NEW POST 10/31/05

    Budget Time,

    Property managers are figuring there 2006 budget.

    If you understand where they are then you will be able to sell them more efficiently.


    Triple net is how the center is financially managed.



    Triple Net Lease Law and Legal Definition


    A triple net lease (also known as "NNN") is a lease in which provision is made for the lessee to pay, in addition to rent, all expenses associated with the property such as property taxes, insurance and maintenance and operation charges. Triple net leases are commonly used in commercial properties, such as shopping malls and apartment buildings.
    For example, under a triple net lease of an apartment buiding, a lessee may agree to manage the property, rent the apartments, maintain the building, and pay all costs, including taxes, insurance and mortgage. Basically, the owner becomes a silent partner who is no longer bothered by the responsibilities of being the landlord. In exchange, the lessee agree to pay him an amount almost equal to what his net income from the building currently is.
    A lease is generally triple net if it requires the tenant to pay the following costs:
    1. Insurance: full liability and property damage insurance 2. Maintenance: all repair and preventive maintenance during the life of the lease 3. Taxes: all state and local property taxes Most triple net leases require the lessee or tenant to cover costs to maintain the roofing, heating and air conditioning (HVAC) systems, exterior parking surfaces (typically asphalt), interior and exterior carpet- almost anything related to the building that can wear out or be damaged during the lease period. Some building owners reduce their risk by establishing a reserve fund into which each tenant makes regular payments. The owner then covers property maintenance costs as needed from this fund. A modified net (or modified gross) lease is a variation of the NNN lease in which the tenants pay their own utilities, interior maintenance and repairs, and insurance. The landlord pays everything else, including real estate property taxes.




    Common area maintenance is one of the triple net charges.


    This is the one we need to know about. As this charge is what affects our business.

    CAM definition:

    Cam charges are the charges that incurs when we do any work on a property.
    Most here think that the owners of the property are responsible for the charges for witch we bill.

    The owner will only pay the percentage of square feet vacant. If there are no vacant units the owner or investors will not pay a nickel for pressure cleaning charges.(tenents will pay all)

    Property Management Companyís get paid to collect and pay revenues to investors and owners. Some people think that property managers make fees off the service we provide. (Thatís incorrect) They have a legal responsibility to protect the owners & tenants under state law. They derive the revenues by triple net charges, again paid by tenant and owners.


    Some of you may say I know all this or why do I need to know this?
    Iím a believer in learning as much about the people Iím selling to as possible.

    How this has helped me is that when PMíS look at budget they look at annual not monthly or one time.

    I break my proposals down and submit and exhibit that gives them this info.

    I once got a job from another company because the manager had asked if we could submit and annual proposal and the others did not do that. They actually told her on the phone just times the monthly by twelve. She knew this but the contractors didnít realize that she has hundreds of these and wants that already done so she doesnít have to waist more time.

    From that request I started making it standard and even at a couple meetings with PMS they actually said they gave me a shot because they thought it was a clever idea. One even started having other submit that way.

    In triple net briefly so you understand that tenants are obligated to pay for services performed on the entire property. It works similar to home owners associations.

    When we talk triple net we are talking a bout CAM, Rent & shared revenues.

    I realize that some here will not believe this, I have no time to prove me correct if Iím wrong in anyway you can take your own time and waist it trying to prove me wrong.

    SummarizingĒ thatís pretty much what triple net is. (In blue)

    NEW POST 11/01/05


    Canít reach them:

    Why canít we reach the PMíS?

    At this time of the year is the best time. They are calling many strange vendors requesting proposals. Perhaps you happened to call at the right time. She thinks your someone else.

    Thatís ok, start talking and selling yourself. Explain she or he is mistaken but you will be happy to give her another proposal. Tell her you understand that she a time frame to have her 2006 budget finished and ask her what day that is. If you can comply tell her, if you cant donít make a promise you cannot keep.

    I have explained to you that they are very busy people. Many that manage 5 to 7 centers with and assistant are almost impossible to get on the phone. They receive and negotiate 60 to 70 calls a day. They receive enough mail to choke a dinosaur.

    This is why earlier in my opinion mailers and advertisement is unless alone. I didnít say not to do it. Writing a letter on stationary is valuable. They may see it, keep in mind the person who makes the decision often has and assistant that screens calls and mail. Faxing has worked because often PMíS go to the fax to get a legal doc and thereís your useless fax taking the fax time and eating paper. (At least they get shot to see it)

    Campaign mailers & phone calls: Target & Mass

    If you donít want to do both then stop reading any longer than this line.

    Trust me you need to call on almost a regular basis when you start targeting.

    Throughout the year we target and mass campaign.

    Unlike the commercial market that it much easier to sell. I have stopped Mass campaigning as heavy. I will mass campaign about six times a year. Four of those six will be between now and January. The other two before spring and fall is the best times I have found.



    Unlike the targeting campaign this is much different. A personal level is established. When we decide that we want someoneís business for what ever the reasons are.

    What are the reasons you want someone?

    1. A reference from someone thatís doing business currently and says they are great people.

    2. They are listed and a fast growing company. (I love to grow with moving companies.)

    3. I prefer management holding companies over individuals. ( this is my choice and a personal preference)

    I have current individuals that are great and they take good care of me. The problems is they are protecting themselves and tenants and your really last.

    Holding companyís work for more groups and have larger portfolio. They also have and interest to keep you happy because they have other groups that need your service. They seem more interested to work with quality companies.

    Huge secret: they pay more than individuals I have 10 years of record to back this up. Rarely with a holding company once you have and established relationship do they want to negotiate the price.

    4. Local or out of state: this doe not matter to me. I have not noticed any differences.
    I have had to fly but have always been compensated by companies without even having to ask. Unlike commercial I have flying expenses on going out of my budget.


    5. For the most part I like the managers that what good companyís and price is not always the main focus because they understand and want reliable people.
    When you understand that price is always not the issue for some they you know you have someone that truly cares about what they are doing.

    More will follow on this Topic::::::::::::::
    07/31/07
    Itís that time of the year, if youíre going to start reaching PMís you better start now. 2008 budgets are around the corner.


    Please read

    I will mention to everyone here, I may mention names prices and things that you should not be doing on the internet. My company has no one customer over 7.5% of my total gross. I warn you folk from talking about these things publicly. Use common sense and donít be nuts like me. (Not JOKING)


    Keep in mind and I will say this again, property mang is no getting rich quick pressure washing. It is the most profitable by far that I have found. Ok there one other but Iím not telling you. Even I keep things to myself.

    Please remember its Budget time
    Ron Musgraves


    Text Me if you need Help 4805225227

    Join My Facebook Page follow Me https://www.facebook.com/ronmusgraves

    Check out My Twitter https://twitter.com/pressurewashusa

  • #258
    Member Professor with Tenure junker1's Avatar
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    what would happen if I just picked a dozen building managed by one company and priced them as a package and sent that package to them unsolicited?
    Steven Mendez
    Fryeburg Maine
    Telephone 207-935-4503
    residential exterior cleaning and deck restoration services
    http://www.westernmainepressurewashing.com
    Audentes Fortuna Juvat

  • #259
    Member Professor with Tenure junker1's Avatar
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    Are there any free " email/brochure" type templates available?
    Steven Mendez
    Fryeburg Maine
    Telephone 207-935-4503
    residential exterior cleaning and deck restoration services
    http://www.westernmainepressurewashing.com
    Audentes Fortuna Juvat

  • #260
    Exterior Restoration Specialist 21000 PLUS POSTER Ron Musgraves's Avatar
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    Budget times for pressure washing is about over
    Ron Musgraves


    Text Me if you need Help 4805225227

    Join My Facebook Page follow Me https://www.facebook.com/ronmusgraves

    Check out My Twitter https://twitter.com/pressurewashusa

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