Short coaching segment where Chuck Toke (Contractor Coach Pro) advises contractors on how to participate effectively in community events (home shows, fairs, festivals). Emphasizes intentional spending, tracking ROI by targets for leads/appointments/sales, eye-catching booth displays, using brand ambassadors (not sales reps) to sell leads, and a staged conversion process: lead → quality appointment → sales close.
Foreign. Chuck Toke with top rep and Contractor Coach Pro 4. Another coaching moment. I want to get into shows and events, which is your outside events. Now these are your home shows, your fairs and festivals that you can get into to get back into the community. It's been several years before we've even been allowed to do this. And so right now as they're opening up, if you, your company needs to start getting involved. Now when you get involved, you have to do this correctly. You can't just spend the money, throw up a 10 by 10 tent and start carny barking at everybody. You have to do it with intent. And what I mean by this is understand the expenses that you're going to pay and what you need as far as the roi. Now when you look at the expenses and what you're going to need, you have to look at how, how many leads do I need, how many appointments do I need and how many sales do I need to make this something that is going to be good for the company. Now the other thing I want you to look at is when you're putting your information inside of this booth, don't just take all of your materials and just put it in there. Make sure that when people walk by, there is something that catches their eye. When they're walking by, they don't just look and say, oh, there's a window, we need new windows. No, it has to catch their eye. When it catches their eye, there has to be a brand ambassador there and it cannot be, and I'm going to stress this, it cannot be one of your sales reps. It has to be somebody that can sell the lead. Now at the show, your job is to sell a lead. When it gets into the phone staff, it is their job to sell a quality appointment. And then when it gets to the sales staff, then it's time to sell the product. Now that is how you become a top rep.
