Total Immersion 2-Day Advanced Class

BY: Julie Crisara

Remember, before you can attend the 2-day advanced training you have to be a graduate of the 3-day basic training prior to attending.  You can do this all in one week or by taking the basic training first and then return when you’re ready at anytime in the future.

Continue reading “Total Immersion 2-Day Advanced Class”

From Hired To Quit In 60 Minutes!

BY: Joe Crisara

aaa-hired to quit

My First Day At Work

Ah my first day at a new job. You breathe in and inhale all of the possibilities. Everyone in your family is excited about your prospects at your new place of employment. Even your Mom said how proud she was about you landing work so you could provide as everyone should for your spouse and kids. Continue reading “From Hired To Quit In 60 Minutes!”

Be a Student To Be a Great Leader

BY: Joe Crisara

Be a Student

 

As a leader in your organization, and as a coach to your team, you do your best to make sure that your team has the proper knowledge, training and support to succeed.  You hold meetings and training sessions. You ride along with them on calls and share everything you know so that the lessons you’ve learned along the way might help your team members become more successful. Continue reading “Be a Student To Be a Great Leader”

If Nick Saban Was Your Manager: The Recipe For a Winning Team

BY: Joe Crisara

The Recipe For a Winning Team

Now, everybody always says there’s no ‘I’ in team, but there is an ‘I’ in win, because the individuals make the team what it is, and how they think and what they do is important to the team.    

— Nick Saban

Continue reading “If Nick Saban Was Your Manager: The Recipe For a Winning Team”

What Is Total Immersion?… It’s No Magic Wand! [VIDEO]

BY: Joe Crisara

The Total Immersion Sales Summit is not a magic wand.  The magic starts inside of you by having the passion to perform Pure Motive Service for your clients, your company, and your family.  Watch this video to learn “What Is Total Immersion?”

  • STEP 1: Download your FREE 2016 Fall Training Planner CLICK HERE
  • STEP 2: Choose the people who need to improve their results
  • STEP 3: CLICK HERE to sign up for a Total Immersion Summit

 

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Why Your Team Needs a Coach – Not a Manager [VIDEO]

BY: Joe Crisara

Coach Not Manager

If you’re someone who regularly follows ContractorSalesCoach.com, I can only assume that you’re dedicated to growing your business. And you can’t achieve that without creating a level of greatness in your team.

You know your product, you watch the numbers like a hawk, and you do your best to hire the right kind of people into your organization.  And yet there’s one mistake you might be making that holds your team back and keeps it from being as productive and effective as it can be. Continue reading “Why Your Team Needs a Coach – Not a Manager [VIDEO]”

5 Keys to Creating a Profitable Planned Service Agreement

BY: Joe Crisara

5 Key Components to Creating a Profitable Planned Service Agreement

Recently, we published an article on why your company needs to abandon the old-school emergency culture of this business and adopt a Planned Service Agreement Culture instead. If you missed it, you can get all the details here.

If 67% of your calls on a month to month or year to year basis are emergency calls (meaning people who called you when something crucial breaks), then your company is operating in an emergency-based culture.

I get it.

We’re in a traditionally seasonal business. One month you’re starting early and working late trying to get to all your calls, and the next month you’re lighting candles and holding prayer vigils to try and make the phone ring.

Maybe that’s just the way it is. You’re stuck with that wild scramble one month and then sitting on your hands hoping someone calls the next month. You just have to accept it, right?

It may feel that way sometimes, but I assure you do not have to accept it.

A Planned Service Agreement (PSA) can not only help you smooth out those seasonal ups and downs, but also make your business more profitable, and create a more positive company culture in the process.

33 Point Ribbon Blog Native Ad 1200x153 Continue reading “5 Keys to Creating a Profitable Planned Service Agreement”

3 Things That Can Boost or Destroy Your Contracting Business

BY: Joe Crisara

3 Things That Can Boost or Kill Your Contracting BusinessWhen you own and run a contracting business, it seems like there’s always something urgent to handle.

There are always emails, phone calls, meeting, employee questions, customer concerns… the list goes on and on. From the second you walk in the door to the second you power off your phone at night (if you even get to do that), there’s no shortage of urgent matters for you to handle.

So when exactly is someone in your position supposed to get anything BIG done… like grow the business?

Well, honestly, if you keep spending your time on those urgent things, maybe never.

That’s one of the reasons why so many companies in our industry seem to grow like crazy for a while and then hit a ceiling. At some point, their growth stalls because they’re in a constant mad dash to handle all the urgency.

The question then, is… what can you do about it?

Continue reading “3 Things That Can Boost or Destroy Your Contracting Business”

The Culture Flaw That’s Killing Your Company

BY: Joe Crisara

CultureFlawWould you say your company has a “customer first” culture?

Would you agree that providing the best possible customer experience, and preventing as much stress and hassle as possible for your customers is at the very top of your priority list?

Is it safe to say that providing for the safety, health, and comfort of your customer and your community is “Job One”?

I really believe that if you asked them, most owners and managers in our industry would say that describes the way their company feels toward their customers, and I’m sure you feel that way about your customers, too.

Now, I don’t want to be the guy to rain on your parade, burst your bubble, or do unspeakable things in your Cheerios – but I may have some bad news for you. Continue reading “The Culture Flaw That’s Killing Your Company”

Here’s Why Your Company is Losing Opportunities (and How to Fix it!)

BY: Joe Crisara

Do It NOW

Coming together is a beginning; keeping together is progress; working together is success.

I wish I could take credit for that one, because it’s dead-on accurate, but it was actually Henry Ford who said that.

And when you look at what today’s contracting business is like, it really hits home for us, too.

To be truly customer focused in our business means that you have to meet the needs of your customer in terms of the quality of your communication with them, the service you provide, and the timeframe in which you deliver that service… even when the opportunity comes in after hours.

Continue reading “Here’s Why Your Company is Losing Opportunities (and How to Fix it!)”

5 Reasons Why Your Sales Team Sucks

BY: Joe Crisara

5 Reasons Sales TeamDid I get your attention?

Good…

I have to tell you that one of the most fun parts of my job is talking to sales and service managers who refuse to admit that the results their people get on their opportunities do indeed…

Suck

What do I mean by this?

When any frontline service or sales professional in your company does not produce the results needed to pay for all the overhead, benefits, education and everything else needed to cover their fair share of these expenses, then they are “sucking” these valuable resources at the expense of other employees who ARE pulling their own weight.

Frankly, there is an imbalance at many companies created by some on the sales team performing at a very high level while others on the team are performing well below expectations.

And many owners and sales managers (Are you one of them?) simply state this as a fact of being in business and refuse to believe that EVERYBODY can achieve profitable numbers and reach their goals.

Continue reading “5 Reasons Why Your Sales Team Sucks”

Groundhog’s Day is not good in sales

BY: Joe Crisara

Ground Hogs Day: % hacks to be a student of your customer Does it feel like Groundhog’s Day is everyday?

With Groundhog’s Day upon us once again I am reminded of the classic movie Groundhog’s Day, starring Bill Murray.

In case you forgot, the film is about a television reporter that is assigned to this event in rural Pennsylvania. Essentially he keeps repeating the same day over and over again until he finally gets what life and love is all about.

Unfortunately, too many contractors, their sales people and technicians are living this Groundhog’s Day scenario as well, but they’re not getting what it’s all about.

Continue reading “Groundhog’s Day is not good in sales”

Take action, feel the fear and try it anyway

BY: Joe Crisara

You’ve heard of the many behavioral conditioning experiments in which animals in a laboratory are rewarded with sugar pellets or punished with an electric shock for pushing for a particular button.

What if the animal was randomly shocked with no regard to which button was pushed? 

The answer is that the animal will take no action because they are not sure what will happen.

Basically it becomes to risky to do anything therefore they go into a stressed out shell and wait for something to happen. Eventually the stressed out subject of this type of experiment loses the ability to think clearly due to the environment they find themselves in.

Continue reading “Take action, feel the fear and try it anyway”

Beyond New Year’s Resolutions & S.M.A.R.T. Goals: Part III Discovering Core Values

BY: Joe Crisara

Beyond New Years Resolutions-Part-IIIValues are who you are.

They are your beliefs, morals and philosophies that serve as guideposts towards the actions you take to achieve the results you desire.

They are your internal reference points for decision-making.

Discovering, refining and understanding your core values is an integral part of business ownership and critical to successful planning and goal attainment.

The exercise below is designed for you to discover your core values as they are right now.

Discover core values through your peak moments in time

Discovering your core values takes place in two parts.

  1. The first is broad level unearthing of values.
  2. The second is condensing and refining these values to 7-10 core value strings.

Part I: Identify three special peak moments when life was especially rewarding or poignant

This is just a “moment” in time, not an entire experience but a snapshot. We are seeking experiences that are particularly rich and fulfilling. For example: closing a big sale, successfully completing a large project or completing a live event.

Ask yourself the following questions regarding each of your peak moments:

  • What was happening?
  • Who was present and what was going on?
  • What were you doing?
  • What other factors contributed to your happiness?
  • What need or desire was fulfilled?
  • How and why did the experience give you meaning?
  • What were the values being honored in these moments?

Write out as many key words/values that you felt in these moments. You will feel certain energy around the words that feel right. It is more valuable if you use your own words to describe your values.

Part II: Condensing and refining your values into strings

Use several words together to form a string describing the value. Grouping similar values together allows you to not have to find the perfect word for whatever value/emotion. For example:

  • Integrity/Honesty/Truth
  • Loving/Caring/Empathy
  • Leadership/Collaborative/Empowerment
  • Place the most significant word at the beginning, such as integrity and leadership above
  • Take your time and create your 7-10 value strings

Values can change over time

These values may take some time to flush out and fully develop but this is a great place to start to visualize and verbalize the core values in your life.

Of note, core values are usually stable, yet they don’t have strict limits or boundaries and can change over time.

For example: what was success to you when you first entered the workforce may be different now as a business owner.

As your definition of success changes, so do your core values, therefore, revisiting and updating your core values is a lifelong exercise.

Up next we start putting your plan together with a very cool vision exercise and goal setting based on your core values.

Listen, if you haven’t done your year end review click here and do that now. Doing your year end review will help you with discovering your core values, planning and goal setting.

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Beyond New Year’s Resolutions & S.M.A.R.T. Goals: Part IV Visioning and Goals

BY: Joe Crisara

Beyond-New-Years-Resolutions-SMART-Goals-Part-IV-Visioning-and-Goals“Clarity precedes mastery” – Robin Sharma

In order to achieve success you must first envision what you want.

Having finished the year end review and discovered/refined your core values, you are now ready to start vividly picturing what you desire in the upcoming year.

From this compelling vision, you have the raw materials to set your goals and put your plan together for an amazing year.

This post will take you through a simple yet powerful visioning exercise and the S.M.A.R.T. goal framework. Continue reading “Beyond New Year’s Resolutions & S.M.A.R.T. Goals: Part IV Visioning and Goals”

Beyond New Year’s Resolutions & S.M.A.R.T. Goals: Part V Achieve Success

BY: Joe Crisara

Beyond-New-Years-Resolutions-SMART-Goals-Part-V-Achieve-SuccessCongratulations!

From the previous posts in this series, you’ve discovered your core values, lined up a vision and set audacious SMART goals for yourself.

Now comes the most fun, yet challenging part of the journey: doing the work and staying on track towards success.

Where “the rubber meets the road” is the true test of your plan. Continue reading “Beyond New Year’s Resolutions & S.M.A.R.T. Goals: Part V Achieve Success”

Beyond New Year’s Resolutions & S.M.A.R.T. Goals: Part I Planning for Success

BY: Joe Crisara

Beyond New Years ResolutionsWith Thanksgiving behind us, the holiday season is well underway and, if you haven’t done so yet, now is the time to plan for next year.

So I strongly encourage you to take this opportunity, before the holiday mindset takes over, to do substantive planning and goal setting to create an actionable plan for an outstanding and profitable new year.

WARNING!!! This not about making New Year’s Resolutions, of which 88% fail, but rather about creating a plan that is tied deeply to your personal vision and values with support to ensure it has the best odds of full execution. Continue reading “Beyond New Year’s Resolutions & S.M.A.R.T. Goals: Part I Planning for Success”

Coffee Talk: Managing Your Customer Rewards Program

BY: Joe & Julie Crisara

Welcome to Coffee Talk with Joe & Julie

The topic — Managing Your Planned Service, Customer Rewards Program

coffee

Sit back with a cup of coffee and enjoy as Joe & Julie Crisara talk about how to add planned services and more to your service business. If you enjoy it, share it. #plumber #hvac #electrician #serviceindustry #contractors

How To Build Confidence: Don’t Get Too Comfy

BY: Joe Crisara

David BlackwellBEHOLD! The elephant in the room…

Let me get right to the point.

The topic of self-confidence is something most sales professionals, technicians and business owners don’t want to talk about.

It’s the elephant in the room so to speak.

Because when you’re out there representing or presenting your business, you need to show up big and confident. But let’s face it, unfortunately …you are human.

You’re like me and everybody else. Every once in a while you get tripped up by spotty self-confidence.

And guess what….

It’s totally OK.

Confidence is a funny thing; it can come and go as life’s events unfold.

A couple of tough blows stacked on top of each other and our confidence can be shaken. If it’s shaken hard enough, it can be difficult (but not impossible) to get back.

And as you’ve probably experienced, confidence is generally not consistent across all areas of your life or business. You might be super confident in certain aspects of your business that allow you to drive it forward, but that confidence might not translate fully into all areas you need it to or when you need it to. That same strong business confidence might not translate into your social life and vice versa.

But before we dive into how to build your self-confidence… Continue reading “How To Build Confidence: Don’t Get Too Comfy”

Service CSI: Who Killed Our Callback Rate?

BY: Joe Crisara

Callbacks Are Costly

Callbacks are costly. Each time we go to a customer homes it can cost as much as $250 or more.  In a recent discussion on Linkedin, John Whitney Jr. said, “Field service techs want the right tools and a minimum of distractions. Managers want constant contact, on-the-fly updates, and solid record-keeping. IT/ tech guys want cool new toys and the latest apps. The company wants to get the job done with one visit. And of course, the customer wants the work done correctly and in a timely fashion. Sometimes, these goals all work together. But sometimes they don’t. What can we do to improve this situation?” Continue reading “Service CSI: Who Killed Our Callback Rate?”

The 4 “Be’s” Of Great Service

BY: Joe Crisara

The 4 “Be’s” Of Great Service

How do you know when you are providing great service? Go through the “4 Be’s” Of Great Service below to see how you measure up. Many people feel that great service is one-sided.

They feel as if you as the service provider must do everything a client tells you to do right or wrong. Great service is provided when the stakes are equal. You are working “with” your clients and not “for” your clients.

You are equal partners in that the client must want your service and you must determine whether the client’s request is the right thing to do or the wrong thing. Whether you find that you are a good fit for each client or not, be happy that they found the path that is right for them. Continue reading “The 4 “Be’s” Of Great Service”

If The “Dog Whisperer” Was Your Sales Manager

BY: Joe Crisara

Controlling Toxic Behavior

In this day and age of hundreds of TV channels to watch as well as internet videos, I have found a particular show that I run across every now and then. I must say that this television series really fascinates my wife Julie and I. The show that I am talking about is called the “Dog Whisperer” and it features a gentleman whose name is Cesar Millan. This man who has a such a “magic touch” with our canine friends came, from humble beginnings growing up in Mexico before he eventually transformed into the mega-star he is today. He counts people like Will Smith and Jada Pinkett Smith as some of his closest friends.

Each week Cesar faces a seemingly out of control dog whose owners have given up on trying to train their pet and cannot cope any longer with this “toxic” behavior. These dogs are driving every one crazy, except one person. An that person is Cesar. Continue reading “If The “Dog Whisperer” Was Your Sales Manager”