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SERVICE TECHS - What minimum sales revenue goal does your company expect from you every week?
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View Survey Results
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Owners will find a wealth of material to use to provide the leadership necessary to create a world class service company.
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DOWNLOAD e-Book: How To Manage Unprofitable Customers
An Office Works Special Report
This e-book special report is a summary of our Office Works video segment on how you can identify and attempt to manage unprofitable customers in a service business. Customers who consume company resources without contributing to the profit can infringe on the goodwill and ability of your company to serve your customers who are profitable. Watch and learn to evaluate the profitability of your customers . . . keep reading
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DOWNLOAD: Your Losses Demand Additional Sales
By ContractorSelling.Com Member Julie Crisara
Lost profit occurs daily when jobs are not calculated correctly, materials are damaged or stolen, or un-applied labor is allowed to go unchecked. Look at the chart and note how much harder it is for a low profit company to absorb a loss than a profitable one. How much in additional sales do you need to make up . . . keep reading
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ARTICLE: Surviving A Recession As a Service Contractor
By Mike Morosi
On every list serve I subscribe to there has been talk and even panic about the current economic conditions&& I know that most of the country is still doing just fine. But there are some cities and towns that are now in real trouble. Here are some tips for service contractors based on my experience in having helped many clients survive much worse over the past 30 years. As we look at the steps . . . keep reading
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DOWNLOAD: The Charitable Corporate Citizen
By Julie Crisara
This special report is a result of our Office Works TV national office meeting held on January 9th, 2008. The meeting was titled, "Becoming An Icon In Your Community." We decided that the information we discussed that day was so life changing and powerful that it merited further documentation. After much hard work and research on the subject this special report became the result. We hope you use this information to connect to the greater mission of corporate social responsibility and leaving your own legacy. We know that it has left us considering our own place in this world and the footprint we would like to leave behind. . . . keep reading
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DOWNLOAD: Life Balance Planning Worksheet
By Joe & Julie Crisara
The life balance worksheet can be used to plan both long term and short term goals. The worksheet is broken down into three different distinct areas, Business and professional which helps you think about future goals, opportunities and relationships. In the personal planning area it cover fitness, self planning and relationships for the personal part of your life, In the middle section the utility are help to take care of the assets both personal and professional. . . . keep reading
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VIDEO: FLAT RATE BOOK TUTORIAL - HOW TO USE THE PRICING GUIDE
By Joe Crisara
This is a short tutorial on how to use the "Best Ever" flat rate book. The video shows the relationship between the pricing pages and calulations to the repair pages. We go over what the codes mean in the pricing are and also how to calulate flate rate prices and then we show you how the repair pages correlate to the price pages. Remember that you must have MS Publisher to be able to edit the repairs and pricing in this system . . . keep reading
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DOWNLOAD: What Merchant Processors Don't Want You To Know About Credit Card Fees
By Joe Crisara & Bob Becker
This report is transcribed from our teleseminar called Merchant Processing 101 - "What Merchant Processors don't want Contractors to know about credit card fees." What is very important is that you are set up with a fair merchant program and not be paying rates or fees that are taking too much away from your hard earned bottom line. Enjoy the report. . . . keep reading
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Footbridge Media Website & Marketing Package
FootBridge Media brings you a complete website marketing program designed specifically for contractors. With our Complete Marketing System for Contractors, we take care of everything you need to get a powerful web presence and referral tools for your business. . . . keep reading
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ARTICLE: The Mistake of Multi-Tasking
By Tom Richard
After running a high-end business for over a year, I had things running exactly the way I wanted, with a high sales volume to prove that things were as they should be. Yet this unhealthy sense of control couldn't last forever. Eventually, I was required to leave my store for two whole days to attend a company-mandated training session in St. Louis. Being the first time in over six months . . . keep reading
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E-BOOK: Retaining Customers By Handling Concerns
Sometimes in our busy day to day struggles to run a contracting company we lose sight of the importance of keeping customers happy to the degree that they will return. This leads us to the question of how important is it to know how to handle disgruntled or dissatisfied clients. Well. We can start with the premise that customers are the primary reason for us being in business to begin with. . . . keep reading
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ARTICLE: 3 Tips To Uncover What Motivates Employees
By Joanna Brandi
Want To Motivate Employees? Here are 3 tips for uncovering what really turns them on according to workplace happiness and customer care expert JoAnna Brandi, one of the top challenges in any business is helping frontline employees to get and stay motivated as they build customer relationships, customer satisfaction and customer loyalty. She offers managers three tips . . . keep reading
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OFFICEWORKS REPORT: 7 Steps To Organizing Your Office
By Julie Crisara
Whether you already have an office, are moving into a new one, or are just moving into an office for the first time after working out of your home, the thought of setting up or organizing your office can be a daunting task. We usually find ourselves swearing to "get things organized around here for the last time." Let's face it. It can be very difficult to find something that we need . . . keep reading
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Now Hold Your Sales or Service Meeting Via Teleconference!
By Joe Crisara
Have you ever thought of holding a company sales, service or internal staff meeting via phone in tele-conference? If not, think of the cost savings that this tool could be to supplement or replace your live meetings. Imagine you holding a CSR & Dispatch meeting with the entire staff WITHOUT them having to actually be present. The same with salespeople or techs! Here is the new tele-seminar service and the features that you will love . . . keep reading
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ARTICLE: Why Are My Employees Acting This Way?
By Joe Crisara
Everybody is eventually faced with personal crisis in their lives. For some, these emotional turning points can manifest itself in bad behavior at work. Sometimes stress, as a result of catastrophic changes in the personal or professional lives of your people, can show up in different ways. To you the owner, this looks like Trucks trashed with garbage every night . . . keep reading
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Home Dwelling Damage Concern Report
By Joe Crisara
This form is to be used whenever you are investigating any damage that someone from your company has doen in a customers home. Note that it focuses on both the investigation stage, the costs to resolve the concern and also a waiver on the solution and eventual outcome. This form may just give you some ideas on what to do when face with this difficult situation. Use your choice of MS Word or Adobe PDF format . . . keep reading
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AUDIO: OFFICE WORKS 1 - CSR-DISPATCH SYSTEM OVERVIEW
Julie Crisara
This is an audio replay of our first CSR & Dispatch radio show called Office Works. This show had over 1200 listeners as we announced the show only to our list. Now as a valued member you have exlusive access to the audio replay. This is a great way to train a new CSR or Dispatcher on your vision of success . . . keep reading
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DOWNLOAD: The 21 Secrets Of Superstar Contractors E-Book
I have been very fortunate to be able to assist and work side-by-side with some of the most powerful names in the service contracting industry today. In this series you will see the things that make those contractors special in the eyes of their customers, employees and everyone that deals with them.
Read this e-book and learn how to create your own "superstar" company without making the mistakes that plague so many along the way. . . . keep reading
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Review of Carbonite Online Backup
When was the last time you backed up your computer? If you are like most people, you know you SHOULD backup but there's always tomorrow, or this week, or soon... The procrastination is mainly due to the fact that it can be a bit of a pain. You have to remind yourself to do it and then get the right hardware and software etc. The bottom line is that most people don't back up nearly as often as they should. That can be a tremendous mistake. I know quite a few people who were devastated when their files, photos and programs were gone in an instant. . . . keep reading
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DOWNLOAD: Approved Vendors Recurring Issues Sheet
By Joe Crisara
What do you do when disaster or even a small problem strikes and the owner of the business is not there? Most employees make a decision that could be a wrong and costly one. Fortunately, you can use this sheet to "pre-select" various vendors for your employees so that they can feel truly empowered to make the same decision that you would make in situations that are near crisis. Just fill in your preferred vendor for these situations. Use the blank sheet . . . keep reading
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DOWNLOAD: Contracting Business Confidential HVAC/PE Employee Job Satisfaction Survey
You want the truth? If you are like many contractors, you can't handle the truth. Why is it that we have such a hard time attracting new employees to work for us yet it never seems to occur to us to ask the very people that could shed light on the problem. Many contractors just suffer in stoic silence as they lose potentially great, profitable employees. Use this confidential survey to find out what is really going on. . . . keep reading
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Are Your Employees a Paid Audience?
By Joe Crisara
I have done a lot of management and sales coaching with service contractors over the past few years. This has provided me with many great insights on the challenges of running a profitable service business. One of the biggest problems I can see that contractors have is their staff being a paid audience when it comes to handling the day-to-day . . . keep reading
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DOWNLOAD: Weekly Profit/Loss Analysis Trend
By Joe Crisara
This is a very simple but effective MS Excel spreadsheet that will help you gauge if you are making or losing money from week to week. Simply fill in the four yellow boxes each week and you will know whether you have earned a profit or sustained a loss. The week to week component is particulary powerful to notice emerging trends and then act on them. Keeping track of how profitable is an act of self discipline that top performing companies always do. . . . keep reading
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Service Contractor's Weekly Management Report Checklist
By Julie Crisara
The weekly management report checklist is a great way to assign responsibilities to certain individuals in your company to generate reports each week. In this day and age your business needs to have an accurate score of how some of the key indicators are performing both in the field and in the office. Use this report checklist and add or subtract other key indicators as you need them and also to hold your staff accountable to generate and review these numbers as well. . . . keep reading
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DOWNLOAD: Contracting Business Simple Hourly Flat Rate Calculator
By Julie Crisara
Use this sheet to calculate your flat rate billable hour amount. This is an excel spreadsheet with two pages. One page is for you to review your overhead calculations by going through your financial profit and loss statement and entering the numbers in to make sure that you have covered any expenses that may have been missed and the first sheet is the actual calculator for you to project an hourly flat rate billable hour price. . . . keep reading
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DOWNLOAD: Service Contracting Business Key Indicator Dashboard
Julie Crisara
The Key indicator Dashboard is a useful management tools in that it can track all the key numbers of your frontline techs & sales people on a monthly basis. Many different factors are scored here so be sure to read the instructions very carefully. Try to understand how one page links to the other. At the end you will see pie charts that evaluate the effectiveness . . . keep reading
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AUDIO: The Dirty Little Secrets Of The Worker's Comp Industry
By Joe Crisara
Everything they don't want you to know about saving money on worker's comp premiums and audits. This will be an exciting evening on strategies to cut your workmans' comp premiums, avoid overcharges, stop audit bombshells and policy comparisons. Although it may seem impossible, this evening will make worker's comp enjoyable for all contractors. Worker's comp insider Ed Priz, author of the book "The Ultimate Guide To Worker's Compensation Insurance-Secrets of Reducing Work Comp Costs" . . . keep reading
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Balancing The Personal and Professional You
By Tom Richards
Keeping your personal and professional lives balanced can be tricky when you are in sales or running your own business. While every person has a different definition of what living a balanced life means, every definition includes some variation of having enough time for family, community, and, of course, work. It has been said many times that if your life is in balance, your checkbook will not be. The people who feel this way are often the ones . . . keep reading
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Management 101: NBC's "The Office" Shows Us How Not To
By Joe Crisara
In case you a hard working contractor and don't get the chance to watch too much television, you may want to tune in to the NBC sitcom, "The Office" for a lesson in management. You will learn to hone your management skills by seeing what NOT to do as you watch the many accidents waiting to happen as the team from the fictional "Dunder Mifflin" paper company fumble there way to mediocrity. . . . keep reading
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The Customer Acquisition Letter
By Joe Crisara
I have personally been through an acquisition of a company. (Mine was acquired by another) As with any company acquisition, both the buyer and seller want the transition to go as smoothly as possible, and the least amount of change, the better. It is in the buyer's best interest to let the clients know before any service agreement calls are made etc. Remember, people do not like change, so make this the primary consideration duringthe changeover. . . . keep reading
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VIDEO: Do You Still Take Cash?
By Joe Crisara
This is a funny video showing a "Starbucks like" experience where everyone, customers and employees are operating on auto-pilot. This is an excellent example two laws of persuasion in use. First is the law of social validation where everyone copies what the others do in a subconcious state. And the other is the law of expectation which is illustrated by what is the "norm" in this environment. God forbid you go "old school" and actually use cash! Yikes! . . . keep reading
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VIDEO: The Michael Jordan "Failure Story" - A Clue To Your Success
By Joe Crisara
This video is a paradigm shifting way to look at failure. If you know how others or yourself have failed, then all you have to do is the opposite of what failed and it will usually lead to success. Of course the definition of madness as we know it is to do the same thing that is failing over and over and expecting a different result. Watch this video on the "failure" of Michael Jordan . . . keep reading
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ARTICLE: Employee Bonus Plans: Part 1
By Julie Crisara
The new millennium is here and your employees want to know, "What's in it for them?" This cry for recognition seems like a new phenomenon, but upon closer exam is really an age old problem. How do we compensate everyone in the company for superior results? Not just field employees but office and internal staff as well. This is the beginning of a series of dialogue we will continue on this subject. . . . keep reading
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Dealing With Callbacks In The High Performance Environment
By Julie Crisara
I frequently get asked by many of our clients about how I suggest dealing with callbacks covered by another tech in terms of an incentive plan. Now that their techs are hot on the trail of a bonus in this high performance contractng world, they are complaining about covering other tech's callbacks - Oh my, every solution seems to create another problem. The obvious answer would be to send the same tech on his own callback, but we all know this doesn't exist in the real world of HVAC/P. So I have two other suggestions . . . keep reading
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AP ON TAP: 597 Sales & Business Letters
This program contains over 597 different letters and forms for business which you can view, save and edit. The titles of all these documents are displayed in a scrollable list seen in the Letter Library menu. You can also Search for a specific type of letter or form by entering a keyword describing the document into the search box. After you enter a keyword, press search to start the search. . . . keep reading
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DOWNLOAD: Weekly Management Summary Report
The weekly management summary report is a snapshot of how the company is operating each week. Just assign different reports to your key people do generate each week and have each department or manager to fill in the appropriate information. Running a service company without this imprtant information is like driving a car without a steering wheel. If you find that your company is off course from the goals you have set, then adjust each week and improve in the areas needed.
. . . keep reading
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The 21 Secrets of Superstar Contractors: Outline
By Joe Crisara
I have been very fortunate to be able to assist and work side-by-side with some of the most powerful names in the service contracting industry today. This is an outline of the series I will publish on the things that make those contractors special in the eyes of their customers, employees and everyone that deals with them. Read this series and learn how to create your own "superstar" company without making the mistakes that plague so many along the way. . . . keep reading
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6 Office Design Floorplans
This is a protoype design for a small service contracting office plan. Please note how dispatch and customer service are separated to eliminate confusion and distraction. Also note that there is no technician area in this plan as techs are not allowed in the office. . . . keep reading
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Service Contacting Business Paperwork Process
This simple paperwork flow process may be the most valuable document you will ever lay eyes on. Through it's simplicity lies it's genius. It is not just a flow process but also it reveals the system of operation and job priorities as well. Use the MS Publisher file to modify it or use the PDF version to view it as is. . . . keep reading
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Non-Disclosure Agreement
This agreement can be used whenever you are divulging sensitive company information to your bank, a lender, an employee or a buyer if you are selling your business. . . . keep reading
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The Rules Of Relationship Posters
These eight posters illustrate the rules both written and unwritten as to how we are to treat each other in a service business. These are effective to remind everyone that we are ladies and gentlemen serving ladies and gentlemen. . . . keep reading
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The 7 Truths About Service Posters
These seven posters illustrate all of the fundamental truths about working and operating a service business. These are effective to remind everyone that there is a price to be paid when we violate the natural laws of service. . . . keep reading
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Bank Loan Request
This loan request letter is a standard formal request for funds from your bank. This boils down your request to the most important information that will be need before any loan officer or bank president will consider your request. Just insert all the appropriate name, city and data changes that reflect your situation and submit to your bank. . . . keep reading
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9 Secrets To Keeping Your Employees Engaged
by JoAnna Brandi, Contributing Author
Are your employees engaged in their work, or are they estranged from your company's mission and their role in making it happen? Mounting evidence suggests that the more engaged employees are in what they do, the better their performance and the higher the rewards for everyone. The key is to have managers who are skilled at creating employee engagement. . . . keep reading
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"Thanks for dropping
me a line and just to bring you up to date, I am meeting with that homeowner (I
thought was going to result in) "the kick in the balls" to sign a $15,000
contract. I appreciate all the information I get from the Hour of Sales
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Mike Allred
72 Degrees
Mundelein, IL
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Gator Air Conditioning
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Airpors, Inc.
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Airstar
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Belair
Engineering
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Precision
Plus
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Comfort
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Gem
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Oregon Heating
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All Right Htg &
Clg
Tifton, North Carolina
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ContractorSelling BLOG
