Best Of: Dominating On-Site Estimates

Hey my friends, it's Louis Massaro and welcome to another best of edition of the Moving Mastery Podcast.

In this best of episode, you'll get a behind the scenes look at some of the live trainings that I do for moving companies. These might be clips from my moving sales academy, live three day seminars or live online training that I do. Or they might be some of my Moving Mastery Monthly trainings and highlights from those that I do every single month for our members. I know you're really going to like these because it's more of a deep dive tactical training and a look at some of the work that I do as a trainer and success coach. I focus so much on helping you take your moving business to the next level by implementing new processes and strategies to help things run smoother while increasing profits. That's what these special episodes are all about. These are my best of trainings right here and exclusively on the Moving Mastery Podcast. In these live trainings, a lot of times I'll have a presentation on the screen or a flip chart where I'll be drawing stuff out. You won't be able to see that, but you'll still get an idea what I'm talking about. So make sure you break out your notebook and a pen for these episodes and take some really good notes because there's some really valuable training on what you need to implement to grow your business. And if you want to get more deep dive training like this and be able to interact with me in this type of training, make sure you join our Moving Mastery Monthly training program. This is the program where I go live with our students every single month and I train on a new topic or I teach a new marketing strategy. This is our monthly subscription program where I do live Q and A and actual live coaching with our members every single month. It's called Moving Mastery Monthly and you can Access it at luismassaro.com monthly that's louismasaro.com monthly L O U I S M A S s a r o.com monthly to get more Deep dive training similar to this. And I could tell you if you like this, you're going to love that training program, but I'll let you see for yourself. So let's go ahead and jump in to a Moving Mastery Podcast Best of training.

Let's talk about on site estimates. Okay.

You know we did a lot over the phone. We also did on site estimates. I believe in a nice healthy balance of the two. Okay. And on site estimates. Basically, you know, you're going out, you're Doing an estimate, you're going to be able to get a more accurate estimate. But if you're going and you're going to actually.

Spend the time, drive to someone's home, spend the time walking through the house, spend the fuel, pay the salesman, pay for a car maybe, or pay a higher commission, you need to book the job. Okay. I talked to a lot of companies and they are sending on site estimators out, doing an estimate, leaving the house without asking for the business and then coming back and kind of working out the estimate in the office and then emailing the customer, calling the customer after. All right, so I want to share with you how we did estimates because we were booking on site estimates at 80%, meaning we went to 10, we booked eight. Okay, so it's important that you look at on site estimates as a sale, right? You need to go into it with everything you've got. Don't just go out there with a, you know, a pen and paper and get it done. And yes, you know, you may be able to book jobs that way. You may have been able to do that over a period of time. But if you want to really, you know, book more jobs, right, that's what it's all about. We're talking about booking more jobs, making sure that the leads that you get don't go to waste, making sure the calls you get don't go to waste. If you're going to send somebody out to the house, they're going to book the job. Now, there's a few different dynamics that work for everybody. Maybe you're the owner of the business and you go and do the onsites all yourself. That's one scenario. Maybe you have a dedicated or multiple dedicated on site estimators. They go out, they do the estimates, they ask for the business, they get the sale for them. That's another scenario, right? You might even say, you know what, we have a really good mover that.

Is excellent at going to the house and knowing exactly how long it takes and we're going to send that person on site estimates, right? So whatever your scenario is, they're all okay because a lot of times it really depends on where you're at in your business. Another scenario is you don't have an on site estimator. You don't have anyone to go out and do the estimates. You're doing it all over the phone and that's okay too. Those of you in moving sales academy, there's a whole lesson on phone estimates versus onsite estimates and when to do which, and it really comes down to.

What works for you, right? I mean you could go do all on sites. I know people that do every single estimate they do is an on site. And I know people that every single one they do is over the phone. You know, we did a combination. So let's talk about what to actually do on that estimate once you've decided to do it. Because you should your own policy that says, okay, someone calls in and this is an example, and it's a three bedroom and up and we know it's going to be at least $1,000 move, send an on site. Okay, if it's an interstate job, send an on site.

Mondays, Wednesdays and Fridays we go to this area of town. And Tuesdays and Thursdays we go to that area of town. Okay. So you set your criteria. So let's say that's done. You've decided we're doing an on site for whatever reason, you're going to do an on site. First thing you need is you need a nice magazine style presentation folder. Okay. So.

This is a screenshot of one that we used. Okay. This is actually the back cover I put up by accident inside. And what I did, I don't have the actual. I don't have it with me. I don't have them anymore. But what I did was I printed it out and kind of stapled it together just to give you an idea. Right. So there's the front cover.

Then you open it up. Okay. Obviously it's a lot nicer than this. It's a lot thicker and glossier. You know, it's like a magazine, like a thick, nice magazine. On the inside cover is a moving checklist. Okay, Everything they need. Then here it says introduction to neighbors. Down below, a bunch of customer testimonials with their pictures.

Just giving you an example here what this looks like. Local moves, packing, storage, long distance, corporate relocation. Okay, Pictures, everything they need there, some information.

And then the last page, boxes and supplies. Alright, I show them the survival kits that we have. So we always had survival kits, right? So studio, loft, survival kit, one bedroom, survival kit, two bedroom, three bedroom, four bedroom. And what that is is it's basically a starter kit to sell them boxes. Right. So if they don't know exactly what they need, we would say, listen, you're in a three bedroom. A three bedroom survival kit will give you exactly what you need to get started. Right. There was some boxes, there was some newsprint paper in there, tape, markers. And then the back, I don't know if you could see this Here. But this would be like a folder, right? So this is like a little lip where you could put documents in there. And right there is where you would put your business card. Okay? This is what you want to have when you go on every single move, every single estimate you want something like this, okay? That's the back. That's the front. Okay. This is what you want to have. So let's talk about what you put inside that little pocket in the back. Right? Because you have all your basic stuff, you know, essentially what you would have on your website. But in the pocket, you want to have proof of insurance. Okay. It's one thing to say, hey, we're insured. It's another thing to show them the proof. Are you accredited with the bbb? Print it out. All right. These don't have to be, you know, this could literally be a black and white printout from your computer and your printer in your office. You don't have to get super fancy. You can, right? But a black and white printout would be fine, showing them your BBB score and your accreditation. Do you have a good Yelp rating? Print out the first page. Yelp or any other reviews that you might have, put that in there as well. Any awards that you may have. If you notice, we have Mover of the Year, Consumer Business Review. Put that in there. Right? If you won an Angie's List award or any type of award, put that in there as well. Letters of reference, Right. Couple, you know, letters of reference that people have sent or customers that are willing to be a referral for you. For someone that, you know, it's one thing to have online reviews, but some people want to actually call somebody and say, how was your move with them? So letters of reference. A letter from the owner. Okay, this is huge. A letter to the customer from the owner. Right? So I'm looking at this as there's an estimator going out there, and here's a letter from the owner that basically says, hey, you know, thank you for the opportunity. We're going to do everything to, you know, prove to you that we're the company. You want to go with. We want to add you to our growing list of repeat and referral customers. Thank you for giving us the opportunity. We will not let you down. That type of thing, FAQs, what frequently asked questions do your customers have? Make sure that that's in there. Make sure that you're able to.

Answer anything in advance or maybe you're answering it while you're there, but once you leave, they need to be able to actually see what's going on. Right. They need to be able to kind of. The spouse has some. Some questions. It's all there. A moving checklist. You saw that on the version that we had. It was on the inside cover, the moving checklist. But if you don't have it inside the folder, that's okay. Always give a moving checklist. You should have one on your website, too, that they could print out, which basically shows, hey, six weeks out, this is what you should be doing. Four weeks out, this is what you should be doing to prepare for your move. Right? So you're giving them a resource to use, whether they use you or not, to where it helps guide them through the steps they need to take. People love checklists. Your business card in the back. Okay. Whoever's doing the estimate and a printed estimate. Okay, you need to print the estimate at the house. We're going to talk about this in a minute. But you need to print the estimate at the house, and it needs to be left behind. Do not leave the house without giving the customer an estimate. Okay? If you have to handwrite it, I'd rather you handwrite it and leave it in the folder than leave the house without giving them an estimate and saying, we'll get back to you. Okay? So this is the folder. You definitely want to have this. Okay.

And those of you who.

I could actually give you a great reference who I used to use to make these, I didn't have this proof. So I emailed him, I said, hey, I need the proof for the folder you used to make. He sent it to us. I got to talking with him and said, you know, a lot of people ask me where I got my postcards made, and I don't tell them because I think you're just servicing south Florida. He said, no, we service the whole country and we sell stuff all over the place. So what I'm going to do is I'm going to actually put it down in the notes, the name of his company, contact information. They make the best quality stuff at the cheapest, cheapest prices. Check it out for yourself. But if you want to know, like, they designed this for me. They designed my postcards for me. They printed them. So if you don't have a resource, it's an amazing resource. They're located in South Florida, will ship anywhere. Okay, so now you have this. You're going to get this. If you don't have this, don't not go do estimates because of it, but start working on this right away. Okay? You Want to make sure that your professionalism and your presentation is better than anyone else's.

That's there.

Okay. You want to make that impression. Good. This is what's going to do it. Okay. So let's talk about the before, the during and the after on an on site. Okay. There's important things you need to start with first. Qualify the move. Okay.

For us.

We weren't sending, you know, an estimator out to just, you know, anyone that wanted an on site estimate. We qualified it. How big's the home? Where is it? When are they moving? Right. We for local moves. I didn't send anyone out until three weeks before the move. They call me three months before the move. We said the next available is and we'd pick three weeks before the move. Okay. Long distance you could do maybe six weeks out. But we found that yes, you might book some way out. But we had such a better closing rate when they were in closer to the move date. And if the move wasn't at least a thousand dollar move, it wasn't worth going out there. If it was, you know, if we had to drive an hour for a thousand dollar move, that really for us wasn't really worth it either. Right. So whatever that is for you, qualify the move. Right. We used to pull up the address on Zillow, take a look at the house, what's it selling for, what's it renting for? See, kind of like, you know what we're dealing with here. Because for us, we wanted to do the majority of our quotes over the phone and reserve the on site estimates for what we felt really needed it. Okay, the 12,000 square foot homes, the full packing, the crating, right. That's where we felt needed the onsite estimates. The rest we felt comfortable that we could do over the phone. So, you know, it was just, that's how we did it. Now if you have multiple on site estimators and this could change for you over time. So when I say this is how we did it, it wasn't always like that. At a certain point we had three estimators in the city and we did things a little bit differently. Right. You kind of change over time and you do that based on the circumstances. So qualify to move. Make sure it's worth going out there before you go out there.

And roll out the red carpet for your estimator. This is so important and if you start doing this, it's gonna put you so far ahead of the competition. Okay. Let them be excited about your estimator. Right. Let Them feel like, oh wow, I can't wait for this company to come out here like this. Sounds like it's the company we're gonna go with, right? Let them know, hey, listen, when Joe comes out there, he's gonna give you all the information, he's gonna be thorough. There's really nobody better in the business. And at the bare minimum you're going to know exactly what it's going to take to get the move. Even if you wanted to compare that with other companies. But I could tell you when he comes there, you're not going to have a question left about your whole moving process. So you know, keep that in mind because before he gets there, if you could think of any questions, write them down, he'll answer them for you. It's going to be a great experience. Roll out the red carpet for your estimator. Say their name by name, right? And make it like they're the man or they're the woman or you know, like they're the ones they really want coming out there. They'll look forward to that. It's very important.

Send an email confirmation, okay? Don't just hang up the phone and say we'll see you on this day. Send an email confirmation again with some what to expect with rolling out the red carpet.

And send out testimonial reel meaning a video of like back to back testimonials from your customers and or some value videos, right? How to prepare for your move, how to start packing, how to compare estimates, right? Those of you in moving sales academy, you go to, you know, week one email automation, all those emails, you turn those into a video and, and send those out to your customer. It's going to really, really, really set the tone and make them excited about doing business with your company. Alright? So important, all this extra stuff is going to help you close more deals. Do you want to go out and just give estimates or do you want to go out and book jobs?

And always call to confirm, all right? You don't want to drive somewhere and they're like totally forgot about it, right? It's not as important to them most of the time as it is to you. So always call to confirm. Always make sure that they're ready to go and they know you're coming at a certain time and that could be done by the office or the estimator themselves. So that's before.

Let's talk about during. Okay?

This is how we did it. Okay. And you know, you may be watching and maybe you have a much better process, right? But I want to share with you what we did because we were closing in 80% real numbers, right? You go to 10 jobs, we're booking eight of them, right?

At least.

That was kind of the requirement. That was where we needed to work to be. So this is what we did on every estimate. Show up on time. Number one, okay, you show up late to an estimate, which it surprises me how many companies don't think that's a big deal. But if you show up late to the estimate, what do you think they're going to be like? Okay, well, they're going to show up late the day of the move too, right? It sets a bad impression for the company. Show up on time. If you're running late, make sure you call and give them a heads up. Nothing pisses people off worse than sitting and waiting. Where are they? Where are they? Right. It's better that they know you're going to be 15 minutes and they could go do something else. Put on shoe covers or medical booties, right? The little baby blue, you know, if you don't know what they are, you could Google medical booties or shoe covers. All right? And when you walk up to the door, you say hello. When they answer the door, okay. Shake their hand. It's like, can I come in? Okay. One moment. And you pull out your booties, a fresh pair, and you put them over your shoe. Both shoes, okay? You put them over your shoes. And then you walk in the house.

Number one, it just shows a whole different level of respect for their home. Okay? Number two, if you currently are taking off your shoes, nobody really wants to see your feet, nobody really wants to see your socks. Plus, they bring you through the home, and then all of a sudden you go to the back patio, and now you're in the back patio walking around with no shoes on, right? And then walking back in the house with the booties, when you go to the back patio real quick, you take off, you step out to the patio, you walk around with your shoes, and then when you come back to come into the house, you put the booties back on. Okay? This is really hard to do for movers because they're moving furniture, right? It's a whole different thing. But for your estimator, it really sets the tone for the level of care that your company is going to show for their company for their move.

Explain the process and the outcome, okay? Don't just walk in and be like, okay, well, you know, show me around. Let me see what you got here. Right? They don't know what this Is remember, people want a professional to take them by the hand and show them what to do. Okay? You're the professional. That's why they're hiring a professional moving company. And they didn't rent a truck and go try to pick up some day labor at Home Depot. Okay? They called you because they want a professional. So they want a professional to show them how it's done. So let them know what to expect and what the outcome is. Meaning. Alright, well, here's what we're going to do. If it's okay with you, I'm going to have you kind of take me through the home, right? Show me everything that's moving. I, I'm going to go ahead and enter it into my tablet here. This is a moving calculator software. So basically, based on the information that I put here, I'll be able to give you an accurate estimate on what.

Your move is going to be.

Okay. So at the end of us kind of walking around, it should take us maybe 30, 45 minutes. I'll be able to go ahead and give you a price for exactly what.

It'S going to be.

So you explain the process and what's the outcome? The outcome is they're going to get something out of it, which is the estimate before you leave. Okay? So important. These little things set the tone and it puts them at ease. If you just walk in and be like, all right, well I need to see what you have. Remember, it's an invasion of privacy.

People don't usually just have strangers coming in and looking through their bedroom and looking through here and there. Can I open this closet? Can I see what's in here? They need to know why you're doing it and what they're going to get out of it.

Always guide them where to start. Remember, you're the professional. You're taking them by the hand, you're guiding them where to start. Okay, for us, we always started in the master bedroom. Okay. If you take that lead.

It shows that you know what you're doing. If you walk in and tell them, okay, well, should we start in here? Right. It kind of, you know, they might not think about it, but they're not like, oh, wow, I'm in good hands. But if you walk in and say, what we like to do is we like to start in the master bedroom, is that okay with you? Great. You're taking the lead because you're the leader, you're the professional. That's what they want. By the way, it doesn't have to be the master bedroom. That's where we started. So it was always consistent as you're going through the house, identify concerns and offer solutions. Okay. I'm really concerned about my white cloth couch here. Oh, you know, not a problem. We're gonna go ahead and we're gonna shrink wrap that for you, right? If you do that for free, you do it for free. If you charge, you charge. But it's still the solution for that. Okay. As you're going through the home, listen to their concerns and don't brush them off as if like, oh, no, it's no big deal. Nah, no big deal. Okay. Offer a solution for it as you go through. Okay? This is all. This is real rapport building. Okay? You're not walking in and saying, hey, where you from? Oh, did you see the game Saturday night? That's not what you want to do. Remember, they don't want a friend. They didn't call the moving company to make a friend. They want a professional to come out there and give them an estimate and lead them through the process. So that's exactly what you're doing. And this is building rapport. This is making them trust you and feel that they're in good hands with you and your company. And then you drop hints of experience.

So.

They show you their baby grand piano. It's a great opportunity to say, oh.

We do these at least three times a week. Whatever it is for you, right? What we do is we come in, we actually do special training for our movers where they come in and they learn how to use this thing. It's called a piano board. Okay. We'll take off the legs. Okay. We'll put it right. You get in to start explaining, like, how you would do certain things. So instead of just like front loading as you walk in or at the end and saying, hey, we're the best. We're so experienced. We're this, we're that. As you're going through the home, you're dropping hints of experience as you go along that relates to their stuff. Really important.

Demonstrate packing and leave boxes. This is huge. Okay? They have a little, you know, teacher estimator, how to pack some stuff, even if it's like a little figurine, even if it's some books, right? Anybody could pack books, teach them how to do something to where, again, they're dropping hints of experience. They could say to the customer, oh, well, you know, here's how we would. This is what we would do to pack this. Matter of fact, I have a box out in the car. Let me go Ahead and grab that for you and let me just show you how we would do it. You could keep the box, but I just want to show you this way. You know, if you go with somebody else or whatever, at least you know how it should be packed, right? Or they want to, they bring up that white couch again. You know what? Let me actually, I have a roll of shrink wrap in the trunk and let me go ahead and show you, like, what that would do. Can you give me a minute? You go out and you kind of show them what it would be to shrink wrap. Okay? Now, shrink wrapping a whole couch might be difficult to do by yourself without their help, but you could demonstrate, like, what it is, and you could even leave them that role for them. Okay? Leaving them boxes, giving them a couple of boxes costs you nothing.

And it creates, like, a sense of obligation to move with you. Okay? It's a huge, huge, huge technique to leave them a few boxes. Even if your estimator right now doesn't know how to pack anything, right? They just don't know how to do it. Let them get a couple 1.5 boxes, small book boxes, Keep them in the trunk, okay? And say to the customer, you know what, let me leave you a couple of boxes. At least this way you could get started. Now, if you have your logo on those boxes, even better. Okay. Which you should, if you're buying boxes in bulk. Doesn't cost anything more other than the initial setup to get your logo on there. All right, so now you've done the estimate. Okay, we're not going to go through how to do. Basically, you go through the estimate. If you're in, you know, moving sales academy in this foundation training there is estimating moves, which. Exactly how to do an inventory, exactly how to come up with the charges. I'm assuming if you're doing estimates, you know how to do estimating of the move. We're talking about how to close the deal. So now you've done the estimate and you say, you kind of make your way back to a kitchen or a dining room and say, can we sit down at the table here and I can go ahead and get you your price. Sit down at the table, you give them the folder, okay, that already has all the stuff in the back that we talked about, the bvb, the insurance. You hand them the folder, you slide it to them on the table because they're going to sit with you. Go ahead and take a look at that. That's kind of everything we have. Okay. Right here I have a moving checklist. For you right in the back, you'll find our insurance. That's our BBB accreditation. We're a. There's some letters of reference. Okay. And here's a letter from our owner that he wanted me to give you too. Okay. There's my card as well. Go ahead and take a look at that while I, you know, work on your estimate here for a minute. Should take me, you know, whatever it is, three minutes, five minutes. Okay. You hand them that again. That's kind of like building it up a little bit. They're looking at like, wow, this is good. This is professional. This feels right. Whether they had an estimate before you or not, chances are you're doing this stuff, they feel a lot better about you. Okay.

Print and present the estimate. We used to go. And this is. I'm going back to the beginning. I'm going Back to like 2000, 2001. We were printing the estimate at the house with an old school techmate estimator. Okay. With a wireless printer. I don't know if it was wireless. You had to plug it in back then. I don't remember. Either way, it came in a little case. You pulled it out, you set it up. You had a little paper that you kept in a manila folder. You put the paper in, you printed out the estimate right there on the spot. Okay. So if you're using, like, any online, you know, software, if you're using a Granad or a Move It Pro, you should be able to go out there with a tablet, do the estimate, pull out a wireless, you know, mini printer. Not a big thing. They're really small. Like, you have to put the paper in each time and print the estimate for them right there on the spot. It's not enough to just email it to them. It's not enough to show it to them on your tablet like this. You want physical copy in here. Okay. When you leave, if you don't book it, it should be the first thing that's right here. Okay. So you have a complete package for them to show whoever they need to show to make the decision. Okay. That you have to start doing that. Okay. Otherwise you're kind of wasting your time. I want to help you book more moves. That's what this is all about. So if you're like, wow, this seems like a lot of work, you're gonna book more. So if you want to book more, it doesn't really seem like that much more work for us. We found that at first once we switched over to an online software and we weren't using the TechMate estimator anymore. We had a problem with iPads printing. I like all Apple stuff, but we had a problem with the iPads printing. So we figured it out and we ended up getting Samsung tablets that worked with the printer. So, you know, figure out what works for you. But you have to print it out, you have to leave it there for them. Okay, assume the sale, book the move. Okay. Do not leave, do not say, here's the estimate. Thanks. Let us know. Give me a call if I could help you with anything. Go for the close. You are at the table with them. You have this, okay? They're looking at it. You present them the estimate and then you just let them know what you need to reserve it. Okay. I know you wanted to move on this day from the size of your home. You're going to need a morning start because it's going to be eight hours. Okay. I actually have one spot available on that day. I'm going to go ahead and get you set up. All I would need is a hundred dollar deposit.

Let them say no, no, no, no, no. I need to get some estimates. I need to talk to my husband. You came out, you did the estimate, you were as professional as can be. Now what's the next step? Book the move. Okay. You roll right into the reservation, you assume the sale and then you use rebuttals to overcome any objections that they have. You have an objection about price, you go into your rebuttals, they have an objection about, they need to speak to their husband. You go into the rebuttals, use the six steps to overcoming objections. Okay, Again, send moving sales academy. So you want to book these moves there. That's kind of the mind shift that I want to give to a lot of you because I know there's a lot of companies going out and just doing it as an estimate. Right. If you've been with me, if you've been in my programs, if you've been to moving sales academy, if you've been here long enough, you know the purpose of every call is to what, book the move. Well, this on site estimate started with a call. So the purpose of that estimate is to book the move. The secondary purpose is to give an estimate. Okay.

If they say no, you can't get over it, you can't overcome the objection. Tell them, you know what, I understand you need to talk to your husband. Here's what I'm going to do. I'm going to go in and you go in right there. I'm actually going to set you up on a tentative reservation, okay? No obligations, just a courtesy that we provide the customers like you.

We'll hold the time, we'll hold the date, and if you need to change the time, date, even cancel, it's not a problem at all. But at least I'll be able to hold that last spot for you so that you could talk to your husband or so that you could get some extra quotes or whatever it is. And those of you that have been using the tentative reservation technique over the phone know then what happens. A lot of times they get to the end and they're like, you know what, let's just go ahead and set it up. Right? Always get the tentative reservation set up, offer to review other estimates. So now you're kind of on your way out. Okay, listen, if you get any other estimates, I just want to make sure you're taken care of, okay? We would love to do the job, but you know, there's some companies out there that may not do such a great job for you or may not really give you such an accurate estimate. Feel free. I'm here for you. We're okay if you don't go with us, but I'm here for you if you want me to look at any estimates that somebody sends to you. Alright? There's a lot of companies that, you know, they send somebody out that doesn't really have the experience to give you an accurate estimate. Send it to me. You could even block out the name of the company. It's not about that. I just want to make sure that you're able to compare apples to apples and they're offering you the same thing we're offering you and that there's not going to be any hidden surprises. All right? Offer to do that form and then also email the estimate before you leave. So yes, you printed a form.

But now you're also going to email it to them, which you should be able to do right out of your, you know, your CRM on the tablet with a couple clicks. Okay? This way they have it there. They have it in their inbox. Maybe their inbox. They could forward it to their spouse right after you leave and they don't have to wait till they come home to look at it. Alright, you follow these steps. You're going to start if you're not doing all this now and you start, you're going to start seeing an increase in the conversions period. Okay? The purpose of these estimates is to book the move. I don't want to see you guys going out there to just give Estimates and walk away with like 40%, 50%. We win some, we lose some. You go out there strong, you bring your best self. Okay. And by the way, your estimator should be either in a dress shirt and slacks, okay. Or they should be in a polo shirt with the company's logo and slacks. That's ideal. Okay. The only reason you would do it different is if you take the approach of sending a mover out. And your spin on it, which we've done before too, is hey, I'm the one that's gonna actually come here and move you. Right? That's a good approach as well. But if you have a real estimator, they need to be out there, they need to look professional. But now let's look at after and on site.

Maybe you didn't book it right. It's not book 80% on the spot, it's book 80% overall. Okay? So after.

Detailed, detailed notes in the CRM, okay. The estimator even in the driveway before they leave should be in the CRM. Detailed notes on what it's going to take to service to move correctly and what it's going to take to book the job. When they should be doing their follow ups, what other information they need. Maybe somebody should call as an authority takeover to help close the deal. Detailed notes in the system. This is going to help you in the office to manage what's going on out there in the field. Okay. 5x follow up. Same thing as over the phone. You're going to do 5x follow up. So if you gave the estimate over the phone afterwards, you follow the 5x follow up, you do five follow ups. Okay. If you are in moving sales academy, look at the estimate follow up section. I lay out the whole what you should say on every single one. It's the same thing for on sites. So whether you have I'm going to make sure I know I'm going to go a little bit over today. I hope that's all right with you guys. I'm going a little bit over the time, but I want to make sure that you get this. All right, the 5X follow up. I give you everything you need there. Make sure you do that. So it could be the estimator themselves doing it or maybe your estimator's busy. They're back to, back to back on site estimates. Somebody from the office should be given the support to help close those deals. I'm open either way. A lot of it has to do on the dynamic. You know, we had an estimator that Was amazing, amazing. Went out, customers loved him, his estimates were accurate. Just a pleasant, cheerful, amazing guy. But didn't go for the close, right? We tried, we tried, we tried. He couldn't go for the close. When he tried to go for the close, it changed his whole demeanor and he wasn't that same cheerful guy anymore. So we said, you know what, let's try this. Let's let him go out and we'll get him to call the office and have somebody there on the phone to go over the pricing and get the deal closed. And we started doing that. So you could work with different dynamics, but the idea is you need to be doing follow up on these. And again, it could be an estimator doing a follow up, a phone rep or an authority, a manager, an owner. Okay, somebody needs to be doing it. One of these three could even be a dispatcher saying, hey, listen, I know my estimator was out there and he set up a tentative reservation for you on this day. You know, I just wanted to see where you're at because we need, we actually, you know, have somebody else that wants that time and we'd love to, you know, honor that commitment for you. So are you ready to set that up.

And then review estimates for accuracy in the office? Alright. You know, somebody I was working with recently was sending three estimators out, okay, Very big company, three estimators out. They were going out and they were coming back to work on getting the price in the office and then reach out to the customer. So we changed that to where they're now giving the estimate at the home. Right. To close the deal, but just to make sure that they're still giving good estimates after the fact. Each day the sales manager is going through and checking the estimates for accuracy because it's much easier to correct an issue or correct something that may be wrong like that day or the day after than it is to wait till it's the time of the move. And it may not be that they always underestimated, maybe they overestimated, maybe they charged too much. And somebody, a manager, an owner could look at it and go, you know what, we could actually do that on that day. We could actually do that for $300 cheaper. Call them back, let them know we could do it cheaper, get it booked right.

Closing rate, 80%, that's what you want to go for. Okay, 80% closing rate, that's the number, that's what you should shoot for. If it doesn't happen overnight, keep it going, make that the mark, let your estimators know that's the expectation. But give them these tools, let them watch this video or whatever you need to do. Give them the tools, give them the training, let them go out there and let them start booking at 80%. Alright? You're gonna see a huge number shift in your revenue.

All right, my friend. What'd you think of that episode? Did you learn something new? Did it spark some ideas that you can implement in your business right away? Did it get the wheels turning?

Did you love it?

If so, do me a favor, share this episode. Somewhere out there on social media where you know there's some people that'll get value from it. Make sure you hashtag the Moving Mastery podcast so that we'll be able to look you up and find you on Instagram. Sometimes we just randomly pick a few people and send them gifts like free training T shirts, hats, swag, tickets to our three day seminar. So make sure you let us know you're listening and share what you thought about this episode out there on social media. I also want to invite you to join us in our Moving Mastery monthly program. And you can do that by going to luismissaro.com.

That'S louismissaro.com monthly. That's the program where I go live every single month and do an in depth tactical training like the one you just heard. But I do it live for our members every single month and it's where I do live Q and A and coaching and giveaways. We give all of our students of this program tickets to my live 3 day moving sales Academy seminar. We also give them extra training on leadership and productivity. Go check it out. It's LouisMissaro.com monthly. Thank you so much for being a part of this community of so many people dedicated to improving the quality of their lives, improving their business. I really appreciate you being here. You can take your life to the next level. You can take your business to the next level. Sometimes you just need a little bit more training, a little bit more inspiration, a little bit more consistent. And I hope that by listening to this podcast I'm able to provide that spark that you need to make it happen. I look forward to being here with you on the next episode of the Moving Mastery Podcast.