Live Sales Coaching Call

took me 10 probably closer to 20 years to figure out what I'm going to talk to you about right now and in that time frame before I learned what I'm going to teach you today I had lost most of my nights and most of my weekends because of this one simple concept that I failed to do until I had that aha moment that glorious moment where I said nights are dedicated to my family weekends are dedicated to being home to being with the ones I love and not running out and chasing dreams we're going to talk today to you about today is advanced concepts and it's about pre-qualifying your customers before you go out to their job site I'm going to get one on the phone that I've never talked to before I'm going to pre-qualify them on the phone live so you can see how it's done and then I go out to the site and confirm numbers so I give them an estimate without seeing their job because I've gotten familiar enough with it they've accepted my estimate and then I go out and I verify the conditions and only go out to the job site after I know that they're willing to spend the money what I'm talking about is a lot of times you're going to get a customer on the phone and you're not going to give them a number ahead of time you're going to make an arrangement to go meet with them and you're going to go out and you're going to look at a $5,000 job and they're going to have a $500 budget well you know what you just wasted your time the customer you can't blame them for it because they don't have any idea what it's going to cost and I don't want you guys to lose decades worth of nights and weekends doing what you want to do and chasing pipe dreams so check out this video today hopefully you learn some of the advanced concepts that is going to save your nights and weekends and free you up so here we go okay there's that better all right can you hear me Barbara I can oh perfect okay so you have a concrete swimming pool and you have a fence around it which is very typical all actually all swimming pools have fences around them yep yep so no worries there um and like I told you we specialize in removing swimming pools both concrete and Vine aligned I can get you a ballpark quote right over the phone which means that what I'll do is I'll get you the generalized pricing that we typically charge for removing a concrete swimming pool and then if that's something that you want to pursue I'll actually come out to your site I'll meet with you we'll go over the conditions which is the the only conditions that really vary on these swimming pools are the size of the swimming pool and then the accessibility the accessibility we don't actually drive trucks into the swimming pool we usually work off from the closest street so it's the routing that that uh is important especially with a concrete swimming pool because they're one of the the most fortified structures at least in the state of Minnesota it takes specialized equipment to remove them and we have big equipment that we have to get in and out back and forth time and time again so we the routing is a pretty important factor okay so just to get you started down the road how we work is the very first thing I tell you Barbara is we pull a permit we do have to pull permit and have two inspections in St Louis Park we have to have what we call a bottom of pool inspection that's after we've removed everything we've cleaned it out there's no debris left behind we have the inspector come out to the site and then they verify that all of the material is gone it's called clean bottom okay we bow the site we make sure that it's safe we make sure that we can G gain access to it and have all the materials removed then we start back filling and when we back fill we back fill with clean compactable soil and as we're placing the soil we're actually compacting it we're either going to be using compression compaction or we're going to be using vibratory plate compaction what the difference is it depends on what your sight conditions dictate if you have wetter conditions we go with compression compaction if it's drier we use vibratory compaction okay and if I lose you at any point Barbara just let me know say hey Stan I got a question for you what about this what about that okay um we bring it up to the top and as we get closer to the top we're compacting it every 6 to 12 in or so just depends on where that lift happens to fall okay but we've learned through doing pool after pool after pool that if we actually don't stop compacting you're not going to be able to grow grass on your lawn so as we get closer to the top we try to lighten up on the compaction and then we switch over and at the very end of the job we bring in one load a pulverized screened black dirt and then we machine finish grade that into the site okay the final inspection comes after the site is seated or slded the city wants to see vegetation um reestablished on your site the average concrete swimming pool for removal and filling is $12,900 that does not include the permit fee so that permit fee will usually be $1 to $300 that $12,900 quote does not include the SE or sod itself and the reason we don't include that into the flat rate price is you have to understand that all swimming pools are held a little higher than the grade around them so all the water will run away from the swimming pool okay um and when we remove the swimming pool we have to readjust the grade and drop it down so that the water flows away from any of the structures and sometimes that can happen right away other times we have to go a pretty far distance out to catch the grade to make sure that we've got proper proper drainage and so since every site is unique in that aspect I can't quote you the seed or sod I can give you the price which is right around $5.90 a square yard for sad but until the job is done I can't actually measure out how many square yards of sod you have on your site to give you that final estimate um I can stop out if you if the $12,900 is okay with you then what I'll do is I'll stop out to your site I'll look at the conditions verify everything get your final numbers which will be very close to what we just discussed laid out for you and then you can decide if you want to remove the swimming pool or not okay well if I do that that's fine but if you guys areed up you think do it the fall or you what's your time frame after de what I want to do other stuff right we are book out to the fall and any company that's good is going to be booked out um so we have maybe one spot left this year maybe two I'm not 100% sure on how many spots we have left depends on what happens with our other projects how much the weather cooperates but otherwise I know for sure within a week or two weeks we're going to be booking out for next year okay well I guess I can work I mean I have to see if my husband has other questions on that but I can set up the time for you to come out because I'm just going to sit on it until someone can do it okay well I guess I need you to come out so you can see got told you time and time again pre-qualify your customers it's going to save you running out to sites giving a number and having a customer with unrealistic expectations answer the door you just heard me on the phone with a customer I gave her a price of $12,900 to remove a swimming pool I'm coming out to the site I'm seeing it for the very first time right now um from what I've seen this is going to be our access route in so we're going to be removing this hammock we're going to be coming we're going to take down a few trees which is extra I didn't know about the trees but that was uh that's going to be a line item we're going to take this fence out right through here we're going to come through the here with a big excavator this is the way we're going to go right through here this is going to be where we work we have this big flat yard here and then we have the swimming pool is going to be right here now one of the things that we have an issue we have in this case is we have the the swimming pool wall has a deck that rests on it so we can't remove this wall unless we remove the deck it's impossible you can't remove one and expect to save the other so in this case we're going to have to get permission from the city to save this wall which is no big deal so what we'll come in here and do is we'll remove all everything else and just save this wall so we can save their enclosed deck um but the price that I gave her on the phone is going to be a fitting price for this minus removing a few extra trees which really isn't a big deal I don't see anything out of the ordinary and so I'm expecting that we'll be able to uh proceed as is on this job bring in a big excavator set it right here and start removing this swimming pool and work our way down and in so let me know if this video has helped you out in any way shape or form do you guys do this I know on lawn maintenance jobs I do it all the time I have customers that have a lawn that needs to be cut I give them a price over the phone before I ever go out to their site I ask them simple questions small medium large fenced unfenced I do it with retaining wall projects I do it with paper projects I do it with grading projects I do it with every project I possibly can I try to get a vision of what they need done and I try to give them a scope of work and suggested prices and if they're okay with it from that point forward I go out to their site yes I do lose some jobs right away that's the purpose you don't want everybody to go oh yeah yeah let's come on out because you're going to get those people that are just wasting your time you want to screen this is a screening process this is designed to get rid of the tire kickers and get get you in front of the people that are ready to sign on the dotted line so now I need to hear from you guys does this work for you have you ever used something like this and if so where and when share your stories in the comments down below and if possible share the love spread this video around help other people understand what we're trying to cover here um I as always I hope you guys know I I only want the best for you guys I love you guys you guys my audience you guys inspire me you drive me you motivate me so what do you want to see next please let me know take care now get back to work [Music]