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- [00:02]
A
Are you mowing lawns, running crews, and still wondering where all the money went? You're not alone. Naylor Taliaferro of LCR Media has been there, and that's exactly why he created Profit Accelerator Live. Join Naylor and expert speakers John Pajak and Eric Triplett for two powerful days of hands on workshops designed specifically for lawn care and landscaping business owners in Richmond, Virginia, June 26th and 27th. This isn't a conference where you'll sit in the back and take notes. You'll leave with an actual business plan in hand, knowing exactly what to charge, how to manage your time, and how to attract better customers. Tickets are just $299, but right now you can bring a partner or a fellow business owner free with our two for one special. Tickets are just $299, but right now you can bring a partner or fellow business owner free with our 2 for 1 special. Only 75 spots are available and they will fil fast. Use the link in the show description or go to profitacceleratorlive.com to secure your spot today. Put more money in the bank and more time in your schedule with Profit Accelerator Live. Here we go.
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Welcome back to the episode of the LCR Media podcast where we get to know the pros. I'm your host, LCR Nailer Taliaferro and I wanted to share something from our call recently, our webinar Master class, if you remember, or maybe not, but we had one, it was a video call and myself, John Pajak and Eric tripped with the pond digger, got together as we have done many times over the last year and a half or so, as well as in person at the LCR Summit and the upcoming Profit Accelerator Live right here in Richmond, Virginia this summer, June 26th and 27th. All the details are in the episode description if you are curious about more info about that. But we're always looking for ways to create more value or provide more value for everyone along the way or like, kind of like in between the in person events, right? It's, there's different levels, you know, there's the social media podcasts, these kind of conversations are helpful audiobooks, things of that nature, those types of tools and resources. And then, then you have the, the webinar master classes where we're, we're live and going over, you know, different types of information, skill learn, teach some new skills and introducing some new tools and definitely working on Mindset virtually, you know, on Zoom and so on. And then there's the in person events where you Spend a couple of days with us really workshopping different ideas, being able to ask questions, and engaging with each other. Then, of course, there's the networking in between everything, you know, breaks, lunches, dinners, all that, where not only are you learning from whoever is presenting those days, but also the different attendees, you know, learning different stories and maybe asking questions and having some breakthroughs with your peers. So there's different levels to all that, and it's a lot easier, you know, for most people to attend a virtual event. So that's why the three of us have gotten together a bunch to do that. So this is. This is. Eric Triplet shared some really insightful value for how to price your. Your. Your jobs at a premium rate, how to get, you know, know, premium clients. And he just really spent a. A good portion of time sharing that with everyone that attended the webinar. So I wanted to share that on this episode so that you can listen in and. And see if that might help you during your spring rush as well as, you know, not only attract premium clients, but close and increase your close rate as well. So we. We talked about a bunch of things, but this was just kind of a. A snippet of it. This was Eric Triplet's portion so that we could. So I could share it with all of you to keep bringing value.
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Let me paint a big, beautiful, valuable picture for everyone on the call right now. Listen, I know I'm short on time. I don't know if they just pressed me to find out just how much value I could provide to you in two minutes. But I am going to share with something right now that will help you be more profitable here this spring. Okay, 64. If you need more than.
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If you need more than two minutes, you could do more than two minutes. It's okay. I think every. If it's okay, guys say okay, unless you gotta go Triplet.
- [04:57]
C
I do. I do have a quick hard stop. But I am going to provide a ton of value. Listen, all right, if you want to stop being underpriced this spring, I want to share a statistic with you. 64% of contractors never, ever send a written offer. If you literally just send a written offer to everyone that you talk to, whether they agree to your price, whether you're too expensive, whether the timing doesn't work out right, whatever that looks like, if you just send a written offer to every single person you talk to, you will probably grow by 35%. And here's the beautiful thing. We don't always send just one simple offer. Oftentimes I'll send multiple offers. So I might give them the offer of like all of the biggest, baddest, most beautiful work that they want. And then I'll send another offer that's just maybe a little bit lower and an offer that's a little bit higher. Okay, you can send three offers to every single person you talk to. And that's so critical. That's probably the one nugget. If you forget everything that I say ever, if you've ever seen me talk before, just that one thing will help you make more money this spring. Because, see, here's the thing. Most contractors just submit one offer. Like, oh, this is my offer. Cause I talked to you and I think I figured this out. And inside your head, you start negotiating with yourself and you lower the price before you send the offer because you don't think they're gonna spend. And I just gotta keep my guys busy and the season's just kicking off and if I could just get enough work, then I'll be going. And then all of a sudden your season's over and you're like, I didn't make any money. Okay, so don't negotiate with yourself. Send them the offer for what they wanted and all the big beautiful things that you wanna do for the price that to be profitable as you need to be. And then send them something a little bit less. Because in your mind, you're thinking, if I just do it a little bit cheaper, they'll probably buy. Give them that offer. Write that offer up. Okay, that's the biggest nugget that I can share with you, but I'll share with you quickly. Seven things that you need to establish to make a sale. Every time you are talking to someone, you need to establish the seven things. First of all, you need to establish the decision maker. Now, some of you guys, some of you guys are well into the millions. Some of you guys are maybe just trying to figure out how to break 500 or 200,000, I don't know. But sometimes you're going to door knock and you're going to go to a commercial building and you're going to be talking to someone. You don't know if they're the decision maker. You might cold call someone, you might not know if they're the decision maker or not. You might get a phone call from someone and they're like, hey, I need to get a. Need to get a quote on a cut. Okay, cool. Are they even the decision maker? Are they just calling for their mom? What does the decision making Process look like you have to find a decision maker, okay? That's number one. Number two, we need to find out their wherewithal. We need to find out if they have the money. I'm not saying these go in order necessarily, but at some point, you need to talk to them about money. Okay? Whether it's in person, in a written offer, over the phone, however you want to do it, you need to talk about money. Contractors are really afraid to do that. And if you're not. If you're not training in sales, if you own a business and you are not training in sales at some level, whether it's podcasting, reading books like the 10x is better than easier than 2x, the 10x rule by Grant Cardone. If you're not reading, you know, some kind of messaging on how to be better at sales, how to communicate with better. I mean, it's like, it makes no sense to me. Just a little bit of studying every day on sales will make you more profitable and you will stop underpricing yourself this spring. Okay? So decision makers, wherewithal, you need to know that they're sold on the product. One simple thing. You guys aren't really pond guys. I don't think anyone's pond guys in the group. But, like, there's lots of products in the pond world. There's a pond with a bottom drain, there's a pond with gravel in the bottom. And I have to figure out what the person needs, and I have to figure out the product that they want, and I sell them on the product because there are two different products. And if you only sell this one product and you're trying to sell it to them, they might not be sold on the product. You will never get the job. Okay? And so maybe your marketing needs to change or whatever that is, but you need to figure out if they're sold on the product. And then fourth, they have to believe in you. They have to believe in the salesperson. So you have to. They have to believe that you're going to call when you say you're going to call. Hey, I'll call you within 24 hours. I'm on a lawnmower right now. If you call them within 24 hours, they're going to believe you because you did what you said you were going to do, okay? So they have to believe in you, your professionalism, the way you look, the way you show up. You know, like Naylor was talking about showing up with smoke blowing out and your stuff's all falling out. You show up to the Door. You're drunk. Like, you know what I mean? They have to believe in you as the salesperson that you are going to deliver the product that you say that you're going to do. Now, number five, they have to be confident that the product that you are offering will solve their problem. Okay? You might have a product that they actually believe in, but it doesn't necessarily solve their problem. And those two things need to align. If those two things do not align, then you're not set up to make the sale. Okay? So decision maker have the wherewithal to buy. They need to be sold on the product that you're talking about. They have to believe in you. And then five, that product has to solve their problem. And so these are the things that you need to find out in the sales process. Okay? And then six is what I led with. Okay? You have to give them a written offer. You know, I know you guys are busy chasing that stuff, chasing that money. You know, you're not making enough money to hire more people to help you in the office. And so you don't get around. I don't even have time to submit the offer. I told them a price. They said it was a little more expensive than they wanted to pay. I'm not even going to send them an offer. But guess what, 64% of the contractors aren't even going to do that. So the 36% of contractors that actually send a professional offer, that's how they show up. They start to believe in you because you're sending that professional offer. So that one step alone, if you get all the other steps right, it puts you way above the masses, way above everyone else. So you have to do that written offer, okay? And then at some point in the sales process, you have to create a little bit of urgency, okay? And I'm not sure exactly who's on the call, but there's different ways for different industries to create urgency. And that's why we do sales training, right? So in, in the pond world, we have our spring rush and you are trying to be profitable in the spring. So you do all these certain spring opens and spring flower beds and the flowers for Mother's Day and whatever that might look like. And maybe you're going into the snow, A lot of you guys might push snow. So, like, if you don't get on my calendar before this time, I will not be able to push snow for you this year. You're like, see, there's urgency in all these things. And I'm not trying to get you to do some magical, you know, weird stuff. It has to be authentic to you and your business. Hey, I don't clean ponds. After June 1, we stopped cleaning ponds. So I have some urgency this year. I let off. We're totally buried up. We're covered up. We got really warm in California early. I started calling my customers early, getting the decision maker on the phone, talking to them about the wherewithal, selling them on a product, which was, hey, listen, the reason for my call today, Charles, is, you know, we've had this incredible warm heating streak here in Southern California. It's affecting ponds in a little bit different way. Have you noticed any problems or any. Have you experienced anything new in your pond with all this warm weather? And they say yes, and like, okay, cool. Well, let me tell you, we are getting started early on our spring cleanouts because of this reason, and we only do them until June 1st. I'd love to get you on the calendar. Boom. I get them scheduled, and then as I'm getting closer to June, I call them back and then say, hey, listen, I just wanted to reach out to you. The reason for my call is to let you know we're almost completely booked out for the year. I wanted to give you one more chance to get on our calendar because June 1, we stopped cleaning out ponds. We're only doing construction the rest of the year. And that creates another sense of urgency. There's a way for you to create urgency in your business, and without urgency, there is no deal. Okay. Whatever their problem is, they have a wedding coming up. They have a birthday party coming up. You need to find that urgency within your sales conversation so you can. You can work it into your conversation. Hey, listen, Charles, you mentioned that you have this wedding coming up, and I, I want to really hit. Hit it out of the ballpark for you. If we can make an arrangement and come up with an agreement by such and such date, I can really hit. Hit it at home run for you. And so you can have this wonderful event on such and such time. So you create that urgency on that timeline. Those are the seven things. I don't know if you can put them in the chat. I don't have something to put on the screen, but I'll finalize them right now, and I'm going to pass it back to Naylor decision makers. The wherewithal. Do they have the money? Are they sold on your product, which is you, it's probably your service. Do they believe in you? Are you solving their problems? Are you giving them a written offer or multiples? And have you created urgency in working with you because you are a high value contractor that are in, in a lot of need and people are hiring you. Okay? So I hope you found some value in that. Give me a thumbs up in the chat, let me know you found some value. Let's go, Naylor. Take it over.
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All right, LCR Media podcast listeners, are you ready for more savings from Toro through May 31? You can save up to $1,000 or get special financing on select Z Master 2000 and 4000 series mowers. These machines are built for comfort, productivity and long lasting performance. Click the link in the episode description or visit your local Toro dealer before May 31 to take advantage of this limited time offer. Well, I hope you found some value with what Eric Triplett was talking about and sharing. He's always bringing the value. He's got so much knowledge, so much, so many years, decades of experience and I always have, I always look forward to hearing what he has to say as well as just being a good friend and hanging out whenever we were able to get together. So like I said, we will all three of us be together again. Myself, John Pajac and Eric Triplett at Profit Accelerator Live where we are focusing two days on increasing your profits, right? How to price your properties, how to figure out your expenses and budgets, how to improve your efficiencies in your business, as many ways of increasing profits as well as pricing your jobs correctly, how to attract premium clients and close more sales for those premium clients. Like all three of us have expertise and experience with different, different parts of profits and sales. We're gonna be talking about marketing and just all the different ways that you can increase your profits, accelerate your profits fast, right? Like that's what's accelerate means so that you can start making money, more money faster, put more money in your bank account and more money in your schedule as well. Because that's another part of it is how do you profit with your time instead of. Because this isn't about like how to work more and make less, right? It's about how to work more and make more, but also work more efficiently and make more so you don't have to necessarily work more hours to make more money. So there's a lot of different things that we will be going over in those two days so that June 26th and 27th so that you can learn that and then you can finish the second half of the year stronger than you started the first half of the year. So look forward to hosting you in Richmond, Virginia. Make sure you get your ticket before they sell out. It's a small room but big impact, which is usually what I have been doing for my events like the LCR Summit. So click the link in the episode description for all those details. Thank you all for listening and thank you to the Toro Company for sponsoring the LCR Media podcast. And until next episode, this is Nail Artali Farrow signing off.
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A
This has been an lcr media and Mr. Producer production.