March 12, 2011 at 1:05pm Tags: accountability, Differentiate, fear, improvement
Your Personal Economy
What can you do to bust your personal recession? One thing for sure is that the economy always improves whenever a good service or sales person shows up at the door. The same is true of your personal economy. It always gets better when we create better results. Yes there are stories of carnage in the contracting industry with record numbers of businesses failing. But there is one thing to remember. This truth is undeniable. That truth is that a sale is never lost. It just goes to your competitor.
Because of this truth, ironically there are a few contractors who have grown enormously when they grab this seemingly “lost” sale. That’s right. When you lose an opportunity to capture a customer, you not only lose the customer and the money but your competitor is fueled by getting the immediate dollar and the long term relationship. A relationship that if managed correctly can result in between $30,000 to $50,000 in opportunity over the next 5 to 7 years.
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February 01, 2011 at 12:44pm Tags: fear, improvement
How Dare You!
After seeing for myself firsthand the financial success of our Virtual Coaching Students, I have been thinking about how some embrace success so easily like it is their old friend and others DARE to leave opportunity in the dust. The one thing that success and failure have in common is that they both leave a path for all of us to follow.
Why some decide to follow the path to failure is beyond me when the path to increasing revenue and profit while making customers happier is so well illuminated.
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March 07, 2010 at 6:13pm Tags: $5 million, family, improvement, income, listening
A Fateful Meeting For Sales Expert
Rick Picard walked curiously into the company’s sales meeting. His company had hired a consultant to help sales reps increase their revenues. A top performer and no stranger to seven-figure annual sales, Picard was not required to go. But he went anyway. After the meeting, Picard knew his life was going to change.
A Webster, MA, native, Picard began his career doing plumbing repairs and installations after he completed trade school. Picard worked hard to support his wife, Monika, and their four daughters, Ashley, Austin, Gabrielle and Kaitlin. The family moved to Coventry, RI more than 10 years ago.
In 2003, he had the opportunity to join Lincoln, RI,-based Gem Plumbing & Heating’s residential service team.
For six years, Picard has been a successful sales manager at Gem. From 2003 to 2005, Picard estimates that he was selling as much as $2 million annually, which is more than three times the industry average.
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