Office Chaos: The Enemy Within

BY: Julie Crisara

There are people in the home contracting industry who think that they thrive off of chaos and disorganization. They just naturally go against the flow of having things being neat, clean and orderly and that a haphazard work space and fly-by-the-sea-of-your-pants approach actually makes them more productive and more successful. They get an adrenalized charge off of somehow finding that customer invoice under that pile of magazines at the last second, or miraculously pulling that lost transfer valve out of someone’s work boot. Sadly, in more cases than not, these people are WRONG.

This completely non-systematic method of running a business is not responsible for their successes. The truth is that they’re just talented, hard working and lucky enough to stay in business and make a living DESPITE their chaotic, jumbled style and surroundings, NOT BECAUSE of it. Here are some powerful, incisive steps toward eliminating chaos and creating efficiency.

ORGANIZATION STARTS WITH A CHART

In a modestly sized contracting business, as is with many industries, there is not the luxury to have an incredible amount of job specialization. The person who works reception may also make the photocopies and order the parts. The bookkeeper may also work dispatch. The HR person may sweep the floors. It can get confusing. People may not even know exactly what their job responsibilities are or what exactly their co-workers do. You need to make an organizational chart.

Making a clear, concise chart that hangs on the wall, and can be distributed in copies around the office, will help to curtail the arguing and back-and-forth recriminations when a task needs to be done.

Make sure before putting a specific job title on the chart that there is actually the proper work environment in the office for said title, and that there is a sufficient quantity of work.

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Why Your Business Will Fail Without Field Service Software

BY: Julie Crisara

Nowadays there seems to be an app for everything. An app to get your food delivered, make a doctor’s appointment, stream any movie, there’s even an app to help you find your soul mate. But what about your business?

How are you tracking your team towards the path to success? If you focus all of your efforts on putting feet in the street and fail to monitor your progress, you will undoubtedly fail. Don’t fall into that trap! Check out walk-through infographic on how field service software helps contractors every step of your business.

To save yourself from these pitfalls, sign up for our new app Jobi and see how you can follow this roadmap to keep your business going strong for many years to come! Get your free 7-day trial at www.jobi.pro/trial

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10 Excuses Your Clients Can’t Stand to Hear

BY: Julie Crisara

Excuses are like emergency vehicle sirens. They grate against our ears and if we hear them, there better be a damn good reason they’re being used. Sure there are some excuses that are completely warranted – your car really did get a flat tire, your doctor truly gave you a signed medical note, or your dog actually ate your computer flash drive. But a great deal of the time, excuses are just made up stories meant to buy time and goodwill from our clients, and to avoid taking head-on responsibility for the shortcoming or misstep. In the home contracting industry, if you use the following excuses on a regular basis you will find angry clients followed by a severe drop in your company’s profitability. It’s not too late to avoid these pitfalls- read on!

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Joe Crisara on Pure Motive Service

BY: Julie Crisara

Summary:

Joe Crisara, America’s Service Sales Coach is a world-wide sales educator and entrepreneur. Joe has a style that has you feeling like he is a member of your family or someone you met before. His down-to-earth, direct and impassioned approach combines 40 years of contracting experience with strong expertise in performing what he calls, “Pure Motive Service.” Thus, anticipate hearing the thunderous ring of truth from Joe, who stands apart from traditional contracting training professionals as he helps contractors achieve revenues 3-5 times greater than the average person.

Main Questions Asked:

  • What is the problem that inspired you to create Pure Motive service?
  • What is an example of a premium service?
  • Why do some people feel bad about sales?
  • Have you noticed the tendency for service to be rushed?
  • Is recruiting tied into how your customers are being treated?
  • What is something you would tell people about developing employees?
  • What do you think is going in business and people’s lack of drive?
  • What are thoughts on digital versus paper?
  • What would you want salespeople to think about for the next couple of years?

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3 Surefire Ways to Discourage Employees (And Sales)

BY: Julie Crisara

As the manager of employees in the contracting industry, you have a lot of control over your people. And I don’t just mean technically, on paper, according to the company’s organizational chart, but rather in everyday ways, psychologically and behaviorally. You can have a huge effect on your contracting sales people and field service reps just by the way that you act and the things that you say to them on a regular basis. You can encourage them or discourage them. If you discourage them, expect a decrease in morale, revenues and company reputation. How would you go about discouraging your employees? Here are the 3 most effective ways.

Employees on the front lines (those in-the-trenches sales people and service reps in the field) need support and encouragement to stay motivated in their job. They have to create relationships, make happy customers and maintain a base of clients that stays for the long haul. So, if you fail to offer the support, understanding and resources they need in these few fundamental areas, you will guarantee a slow (or speedy) descent into a failing business.

SEE FACELESS BLOBS, NOT DISTINCT GENERATIONS

Treat all your employees exactly the same, regardless of their age or generational cohort. Disregard the differences, among your staff, between the World War II “Greatest” generation, Baby Boomers, Gen X, Gen Y and Millennials. Treat them all generically. Do not interact and coach them based upon the fact that the WWII generation generally responds to authority, Boomers look for meaning in their work, Gen X is self-reliant and seeks life balance and Gen Y looks to be recognized for their exertion.

Throw away the knowledge that everyone’s belief system is nearly solidified by the time they turn 14. Likewise, ignore the expert advice to look at the major events that occurred during the formative years of each generation for guidance in empathizing with their fears, yearnings and aspirations.

MAKE IT ABOUT MONEY, MONEY, MONEY!

2.) Act in every situation as if money is the absolute motivation behind everything your employees think, do and feel. Assume that everyone is driven primarily by a lust for financial wealth at the expense of everything else. Approach your contracting sales people and field service reps based on the assumption that any other issue or problem they have can be solved by money. They are willing to suppress any negative feelings of their work, interactions or quality of life, if you just put more money in their bank accounts.

Disregard this simple fact: If you sit employees down and offer them 4 words- money, lifestyle, recognition and challenge- and ask them to rank the words in terms of personal importance, 90% will NOT put ‘money’ in the #1 slot.

So treat your employees as two-dimensional, money-hungry buzzards instead of as the complex, variously motivated human beings that they are.

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