How to Supercharge Sales in Your Moving Company

Foreign.

It's Luis Massaro. And welcome to another episode of the Moving Mastery podcast.

As we're heading into this time of recession talk, housing slowing down, all of that right now is that time you got to pull out that inner fight, Right? Right now is that time where you got to say, you know what? Not everything could be soft and rosy and easy all the time. This is my time to accelerate past the competition. This is my time to do the things that I know I've needed to do. I'm going to do them now because I've got some real fire behind me. You know, it's not just the motivation of the things you want, but what you don't want, right? Not wanting to struggle through a recession, not wanting to have to let go of people, not wanting to have to go home and tell your family you're not making it. Like, that's the stuff that if anything's going to get you moving and get you fired up. And like, if you're not already dialed in, you're not already focused, if you've let this whole thing get you down today, I'm hoping that we could get you back up, get you focused, because we need you right now. There's going to be a lot of people in this industry who aren't hearing this message, and some of them are, you know, might be taking the proper measures, but a lot of them aren't. I watched it happen in 2008 and, you know, it's really what allowed me to double my business. I watch other companies go out of business, not because there was no moves, right? This industry is as close to recession proof as it gets, guys. You know, people are moving. It's just a matter of there might be less of them. So how do you gain market share, right? Meaning if there's only so many people moving in your market, how do you gain more, a bigger percentage of that to you? That's what you got to do right now. And the way you do that is you do that by dialing in your systems, right? Getting your people ready to go, getting them fired up, knowing that now's the time to really focus because it's important. I know I'm coming right out the gate strong today, guys, but I'm, you know, I look at you guys like my partners. You know, this is the conversation I'm having with my private clients. This is the conversation I'm having with friends in the industry. It's like, now's the time, you know, we talk about this stuff for, you know, the last six Years. But now's the time that it, that it must happen. All right, so today we're talking about supercharging your sales.

Sales is everything in your business. Everything. You know, you can't do anything else you want to do without the sale. And I know you know that, but we need to be reminded of that because sometimes we get caught up in like, all right, I've got to get my mover training going. I've got to get operations, I've got to dial in my finances, the processes. I've got to train a team. I need to bring on a new gm. You know, the marketing and jobs are being booked, right? Whether it's you, you've got a big sales team, whatever it might be, jobs are getting booked. So it's easy to overlook sales, right? Because sales.

Other than the phone ringing, there's no reaction to that. You're not being forced to react. Customers calling and screaming, you're forced to react. Movers don't show up, you're forced to react. Sales, you have to pull yourself and draw yourself to take the action that you need to get that going. And I'm saying this because I know we've got some believers in sales. We've got some people that are like, I could see how it can make a difference, but how much difference could it really make in my business, right? I'm kind of tapped out in this market. I've plateaued, right? There's no real additional room for me to grow. What difference could sales really make? And for those people today, it's like, look, guys, sales makes all the difference. All the difference.

Everything you want to do in your life. Think about that for a second. Everything you want to do in your life goes back to selling moves, if that's how you choose to make a living and being in this business, right? You know, you take two companies, they do a great job, great movers, great customer service, five star reviews, everything's great. Comparable.

One'S taken the old school approach of like, hey, we give an estimate, they want to call us back, no problem, right? Otherwise they didn't want to move with us. You have somebody else that follows a very elegant systematic process.

That ensures a higher booking percentage. Same leads, same opportunities. You know, you've got one business that could be doing a million dollars a year and another one that could be doing $2.5 million a year. Same overhead, same expenses, a million and a half extra in revenue. I'm not selling you guys a pipe dream here. My job, this isn't a, this Isn't a. There's nothing to sell on this. This is. You guys are here. My job is to get you moving on this stuff, right? Get you. I'm selling you on this concept because I need you to, you know, buy into this the same way you need your team to buy into this the same way. You got to sell yourself every day on how important it is. Look, we've all got stuff we don't want to do that's part of our business. We've got to remember why it's so important and why it's critical. And that's what we're talking about today. We're talking about sales, alright? We're talking about getting that dialed in. So who's with me? Who's fired up for this? Who's ready to take charge and do what you need to do to take your business where it needs to go to not just get through this recession, but like, let's crush it, guys. This is what 2008 made me in so many ways. I doubled my business. I became a real businessman, right? Not somebody that could do some sales and book some moves and put some stuff. But I understood what it really took to run a business. Get excited about this right now, right? Because if everything was easy, if it was always a good economy, if everything was just falling on your lap, you would not develop as a business person. And maybe that's not important to you, but one day you might want to do something different. One day you might want to scale your business right to another level. Maybe right now you're like, hey, I've got. This is my target income so that I could live the lifestyle I want.

Things change, things shift, right? Look at, look at what inflation just did. The amount of money a year ago that it took to live a lifestyle is a different amount of money that it takes now to live that lifestyle. So anyways, apologies if I'm coming out the gate strong. I'm just, I'm fired up with this guys and this is really, really important. Today let's talk about.

Supercharging sales. Okay? Supercharging sales. I'm going to give you six points today. We're going to kind of work through them together. I want to give you the quick and dirty, get down to it. First point is with sales.

Manage the process.

And coach your people.

Manage the process and coach your people.

And so what does that mean? That means, you know, when we think about anything we need to do in our business, sometimes we.

We get overwhelmed because we think about everything that needs to get done. Right. And you, what we're trying to shift to is we're trying to shift your entire business to be a process driven business, right? Meaning the processes, the way you've decided how you want things to be done, run the business and then the people run the processes, right? So with sales, someone must wear the sales manager hat. Okay. If you're, don't have a dedicated sales manager and it's got to be you, okay. You know, we'll talk about the different things that you could do. But you could, you could essentially do that in 30 minutes or so. No more than an hour, but 30 minutes a day. You could manage a small team. Like if you have a small team where you. It doesn't make sense to have a sales manager yet you could do that. So what you're managing is the process. We're going to talk about some of the main points today, but you're managing, hey, you know, if I'm just watching a, a system work, a computer program work, right? And there's this piece and there's this piece, and there's this piece, is everything running the way it's supposed to be running. And then that's the process. And then you coach your people, right? So what do I mean by coach the people? Well, first of all, you've got to get them to buy in to this concept, right? You've got to make sure that you have sales team, moving consultants, move coordinators, move managers, whatever you call them. Right? We call them moving consultants. You've got to make sure that they're not turned off by sales. Right. A lot of people are turned off by sales. And I get it. You know, you dealt with that aggressive person in the store. They're just like, man, leave me alone. Or you've got that phone call that just is. They're just awful and hounding you. Right? And so we have that association with sales. But we got to remember in moving, it's not really sales. The customer, the prospective customer called in or submitted a request for a quote because they're moving now, it's just a matter of who's going to help them, right? So it's a matter of educating that customer, the moving process, while also leading them to do business with your company and recognizing why your company is the better choice, even if you charge higher prices than the competition. And then there's enhancement training, right? Or coaching. So enhancement training is basically, let's take the people you have, whoever you have, and maybe it's you. If you're on the phone, then this goes for you. And let's listen to a few phone calls, right? And evaluate how you're doing on that call, right? There's basically the introduction of the call. There's the body of the call, where you're painting the picture for the customer, right? We'll send you out three professional movers, A truck, all the equipment. They'll come to your home, quilt pad and wrap all of your furniture, load it onto the truck, and unload it at the new location. If there's anything you may need disassembled and reassembled, they'll do that for you as well at no additional charge. Like you're painting the picture. You're getting them to visualize the process, not just reading bullet points. And then there's the estimate, right? Giving them an estimate of.

How much it may be, whether it's hourly, whether it's flat rate, whether it's however you charge. And then there's going for the close, right? Going for the close. Asking for the business. And so you want to look at these sections, and this is how you make your people better, right? I didn't just hire a bunch of rock stars. I brought people in that were understood. Understood the psychology of it, right? Here's what we're doing. Here's how we're trying to help these customers, but we also need to make sure we're booking the jobs. Look, we've got a big building, we've got employees, we've got movers that are counting on us, right? We need to book these jobs. They understood that they sounded good on the phone or they sounded good and were presentable if they were on site, estimators. And then we worked with them, right? We didn't just. This is so big, guys. I need you to hear this because, you know, oftentimes we. The hiring process is so dreadful. Then you get them on and you're like, okay, you know, minimal training. Or maybe. Maybe you do two weeks of training. Maybe you really train them. But then you feel like they should be on their own doing their thing.

There is, like.

So much money tied to you continuing to coach them and continuing to help them get better. Remember, manage the process. Coach your people well. You've got to keep them in a good. In a good mindset, right? If they're. If you come in and you're. Remember, you're wearing the sales manager hat. Now. If you have a sales manager, good, give this message to them. Let them watch the replay, like, somebody needs to be doing this. But if you come in and your Salespeople are like.

What a weekend? You won't even believe the stuff that happened in the world, you know? And they sound like. What's the guy's name from Winnie the Pooh? Eeyore. Is it Eeyore? They sound like Eeyore. You've got to help them get back in a good place. You know, you can't take the stance of, like, it's not my problem. He's miserable. She's always in a bad mood. Well, they're talking to your customers. That's the front line. So either help them lift up, right? Send them home for the day. If they need a little time, they're going through something. You know, look, everybody's going through something. If they need a little time, let them have it. But otherwise, you got to coach them to get back on track. Get them back on track, Remind them of their. Their goals, right. That hopefully you're going over with them monthly when you're setting bonuses and just coach them back. Right. It's such a more rewarding way to do it, to manage the process and coach the people than feeling like, I got to manage these people. There's nothing really to manage except keeping salespeople, keeping them in a good, you know, upbeat, positive, optimistic. Let me help this customer mindset, right? And then guiding them back to the process when they fall off. Second one is we've got a monitor to lead flow. Monitor lead flow.

And so basically what that means is it all starts with.

It really all starts with the new leads that come in. Right. If you don't already, I would start.

Daily, right. Because you need to get the numbers anyway for the week, but at least weekly. Keep track of new leads and opportunities that you get. So leads, phone calls, keep track of all that every week. You know, don't wait until your.

Schedule, you know, is light, and that doesn't have as many jobs on it as you want to go. Oh, we're slowing down. Right. You could start to anticipate the slowdown or the pickup, right. Based off lead volume, week after week, is it going up or is it going down? Right. So this gives you a little bit of a jump start. Do I need to hire some more people? Do I need to go out and sign up for those leads that I wasn't gonna get before because we were in the middle of summer and we were busy, and you could start to have.

Three weeks to a month of a jump on it before it's, you know, oh, we don't have enough jobs. Right. So that's the first part. So do that. Then think about when I say lead flow, think about the lead comes in and flows all the way through to a book job, right? What does the flow look like? So first thing is capturing that lead. So if you get a lead from your website, make sure it's going right into your CRM.

If you have.

A phone call that comes in, this is a big one. This is a big one. Salespeople, they love to do this. They love to not enter the job into the system for many reasons, right? I was talking to a private client and it's so typical. It happened to me all the time. But when you start to emphasize their booking percentage, right? And start to make it like a metric that you look at, they'll take calls and kind of qualify the customer first to see if it's even going to turn into anything before they enter it into the system. And that's not okay. That's not okay. It's not their decision. That's your data, that's your lead. The company paid for that. So whether you are able to book that customer this time or you're able to retarget them a year from now when they might be moving again.

That'S your data, right? So you've got to capture all new leads, make it a company mandatory policy that everybody that calls in, that's moving, right? If they have the wrong number or they're looking for a self storage unit or something, that's a different story. But if they're moving, that information goes in first before you continue, right? Then it's how do you distribute those leads so the leads come in, right. Are you automatically distributing them to people or are you doing like an open bucket where they could go in and just pick new leads, right? So just literally draw this out. Like draw each little box and how it connects to the other box and make sure you understand all the steps in between. Because when we don't understand the steps in between each part of the sales mechanism, that's where stuff falls in the cracks. That's where we lose money, right? But it's hidden. You don't see it until you start to dissect it. So distribution of the leads, are you getting, you know, are you giving.

The leads to anybody or are you taking the good leads and giving the good leads to your best people? And the new people are getting the lower, converting leads, right? You got to be able to distribute them the same thing for the phone calls, right? You could have your phone ringing to where it's like, okay, this is My, this is my, let's let this little group get the call first. If they're on the phone, then it'll ring over to this group, right? Then it'll ring over to this group. So now you distribute the leads. Now it's lead follow up, right? So you should be trying to call new leads. If they're a web lead, your website, somebody else, doesn't matter, within five minutes, make that the target, make that the goal.

And don't feel bad wherever you at, wherever you're at, because I mean, I'll talk to people. Sometimes they're like, honestly we looked at it and like, sometimes we don't get to people for like five days.

So wherever it is, it is. You're not going to go from five days to five minutes overnight. Because now what do you, you've got to rally your troops, right? You've got to get them to buy in. You've got to like slowly start helping them optimize some of the process to make it easy for them. But you want to get it to 5 minutes. Otherwise every minute that goes by, your chance of booking that job just goes down. Right? So that lead follow up is important. And how you follow up and when you follow up is key, right? I like to follow a two plus one, meaning when a new lead comes in, we attempt to contact them twice the first day, one more time the next day, and then after that we left it alone. If leads were slow, we went to 3, 2, 1, which was three times the first day, two times the second day and one time the last day. Right. Because if leads are slow, your team doesn't have as much to do. But they're going to want to spend more time on the follow up after they quote customers. We'll talk about that in a minute. Than trying to track down leads that may or may not be any good. Right. And then most of you know this, but then for every contact attempt you want to cmet them. Cmet them. So cmet is call message, email, text. So you've already got them up in your system, right? You pulled it up, you're calling them, they don't answer, you leave a really good message every time. Then you hang up the phone, you go click, click and you send them a pre written email, click, click and send them a pre written text message. Right. People emphasize, people prioritize different modalities, right? You guys all like, you know, if somebody calls you, maybe you always pick up a call, right? Me, if I don't know the number, I don't pick up the call, right? But a text message you might get me right away, right? By private clients, it's only like text me, right? So email. Some people live in their email, right? Or if you miss the call, they go and listen to the message. Alright, so that's your lead flow. So literally like just look at the different components, right? Tighten this stuff up. There's money here. This isn't like you'll book an extra job. I'm talking like, you know, again, you go from maybe you do a million dollars a year, you could go to two million a year, two and a half. Like you get the sales process dialed in, there's so much money there. This is where the real difference is between the people that are getting by and the people that are just like crushing it. It's in the sales process. So.

Next point is polish your presentation. Polish your presentation.

So basically now you get the customer on the phone, right? Even if you're going to do an on site, you're getting them on the phone first, right? So what does your presentation look like? The words you say and the visuals that they see, Right? So your sales script, getting that dialed in, right? You guys all have my sales script and a template to create your own. You know, it might be a good time to revisit that. Okay, where are we at? Is it still good? Is it still solid? Is there anything I want to tweak? Is everybody using it?

Right.

Your emails and text messages, right? That's part of your sales presentation. Again, the words you say and the visuals that they see, what are those emails look like? What are the, you know, are the emails focused on your company or are they focused on how you could solve their problem?

Right. Do they start off with, hey, we're the best, we're the best, we're the best. Or do they start off with, hey, we know moving is stressful, but we're here to guide you through the entire process. Here's how we do that. By the way, make sure you set up your move with us, right? There's a difference in, you know, sending an email doesn't matter if nobody opens it. Doesn't matter, right? If when they open it, what you say doesn't resonate and they just move on to the next thing, it doesn't matter. So think about that. Think about the presentations that are going out. There's no reason, there's no reason with the technology today to not have pre written emails that you write once and text messages that you write once. You know, you sit there with your team and you put them all up on the wall and you look at them, you're like, okay, they're going to get this one first and they're going to get this one, then they're going to get this one. Okay, you know what, I think we need to discuss this first. Imagining they might be opening all of them, right? And you do it one time, one day, you put them in your CRM, you put them in your autoresponder and that's it, right? They're done. So videos too, you know, videos. Part of what you could be doing is sending videos to customers through text and through email, right? So email videos would be something relevant to them. Packing tips, getting ready for your move. Tips, right? Like, you know, stuff that they would be really interested in and feel like, wow, this is real value that they're providing. This company seems to know what they're doing, right? It's not a history of your company.

You know, if you want to do an explainer video, you could do a 60 second video that just shows the process, right? Shows where they're at, right? They're getting an estimate and then what it's like to deal with your company. They get the estimate, the movers show up, they quilt, pad and wrap all the furniture, they load it on the truck, they unload it, they're happy, everything went well. You know, that's an explainer video. You can do that, right? Then you've got your on site presentation folder, right? On site. But like, I know I'm giving you guys a lot of stuff and you might be doing Maybe you're doing 90% of it, right? But it's like, let's control the things we can control. Let's take action on the things we can take action on, right? This is the stuff that makes a difference on site presentation folders. So if you're doing on site estimates, you really want to have a nice folder that is essentially like your website, right? So it's like there's one page on just maybe an overview, another page on your local moving, another page on your storage. You can literally just take what's on your website and put it in print form with a moving checklist in there. Make sure you have a moving checklist in there to kind of helps guide them through. Here's what you need to do six weeks out. Here's what you need to do, five weeks out. So you're leaving them some value and then print the estimate on the on site and leave it with them. If you're not able to book the Job right there on the spot, right? So polishing your presentation, alright? So, you know, take these points that we're talking about today, right? And just one by one go through them and to say, you know, what could I be doing here? And give yourself a little sales optimization. Supercharging. My sales project that you work on between now and the end of the year, right? It's not like, hey, get this done next week. This is, this is, these are some serious objectives, but they're the ones that are going to really help move the needle. All right, then.

Enhance closing techniques. Enhance your closing techniques.

So what does that mean? So look, there's, there's really, there's. There's the system and the process, right? And then there's the technique of booking the job, right? The purpose of every single phone call is to book the move. That's it. Everybody needs to know that in the company. Secondary, you give them an estimate, you educate them on the process, right? You answer all their questions. But like you've got to, when the phone gets picked up, it's not like I'm just here to answer questions, I'm here to book the job, right? That's the main purpose of this call.

And so how do you do that? You do that by, number one, your sales script, right? Your presentation and things. We were the lead flow, all of that, right? Getting them on the phone. You can't have a great presentation and you can't have a good closing technique if you never get them on the phone because you're waiting five days to call a lead or people are calling you and it's going to voicemail. But then once you get them on the phone and you go through your presentation, many of you are familiar with this. But I like to roll into the reservation, right? Assume the sale, roll into the reservation. Meaning, you know, like this is you want to train your people. So it's like, hey, guys, the purpose every call is to book the move. So I want you to just assume, right? Even if it doesn't happen every time, I want you to assume that when the customer calls, they're calling. The same way when somebody called an airline back in the day before you could go online, it's like, oh, no, they're calling to book a flight, right? Or when you go up to the register at the grocery store and you bring your stuff to the register, you're not here to talk about the items, you're here to check out. Make that assumption, right? And then roll into the reservation. And what that means is instead of Getting to the end of your pitch, your script, your presentation, whatever you want to call it, and saying, how does that sound to you? Are you ready to go ahead and set that up? Right. You just roll right in because you've assumed that that's why they're here. So at the end, you're just like, okay, you're all set up. Did you want to put that on a visa or MasterCard? You know, I've got, I've got. You know, if you take a deposit.

You know, I've got. What was the other one? I've got. Oh, I've got a. Okay, great. Well, we've got a morning and an afternoon spot available on that day. Which would you prefer?

Right, which would you prefer? Give them two options. Right? It's. It's. Even if you're like. You say that and you're like, but, Louis, it was. It was a four bedroom house.

You still need to give them two options. And both of those options lead to booking the move. So even if it's like, I'll take the afternoon, you're like, actually, you know what, the size of your move, we're really better off doing it, like, right there. You correct it. Just make sure you give them a second option. You know, if they gave you two dates, you could say, we have availability on the 4th and the 5th. Which one would you prefer? Right. That's rolling into the reservation and not just. It's more of an elegant way of asking for the sale. Okay. And it closes more jobs. Right. The customer feels like, oh, this is natural. This is the next step in the process. Right? You're not going here. I'm putting all that, that I just handed all the, everything that I just rattled off to you that you probably didn't understand half the words I was using in the terminology. Take it, think about it, and then let me know, do you want to move with me? It's just a different way of handling it. Right. Next one is to enhance closing techniques is the tentative reservation. So the tentative reservation is you roll into it. They're like, no, you know what? I don't really want to do it. Right. Maybe you help them. If you identify any objections they have, you're able to handle that right away. So if they're like, you know, they want to talk about your price, that's a big one. That's a big one. Okay, write this down. Get good at overcoming price objections.

Like that skill right there. If you get good at that, you have the right thing to say, and you could train your People on how to say it. Game changer, right? Because we don't want to book low paying jobs. We want to book high paying jobs. Right. And that's more challenging to do. Salespeople don't want to, you know, they don't like that conversation because they don't get as many yeses. They get more rejection throughout the day. They're not thinking about the big picture. Right. But if you don't, they say no, you know what, I still need to talk to my husband. I still need to check the closing date. I still need to call around and get a few prices. You know what? No problem at all. I'll tell you what, why don't I set you up on a tentative reservation? There's absolutely no obligation. It's just a courtesy that we do for our customers. This way, if you need to change the time date, cancel, you could do that with absolutely no penalty. No problem. And we could lock you in at this price today because prices might be going up here shortly as we get closer. The same way the airlines do. Yeah. Okay, let's do that. Right. And then you basically just take some basic information, right? As if you're, as if you're booking the job name, email, phone number, if you don't already have this stuff, address. Right? And what happens a lot of times is by the time you get through all of this in their mind, they're thinking, man, I'm gonna have to do the same thing with the three other companies that I'm gonna call. And then I'm gonna have to call this company back and say, you know what? I don't want to do that. So a good percentage of the time they'll say, you know what.

Let'S just set it up like for real, you know, instead of the tentative or they hang up, they call somebody else. Somebody else sounds the same as you, you know, like to them, it's a moving company, is a moving company, right? They're just trying to see who makes them feel comfortable. And price is part of that. But it's not everything, right? Who do they feel comfortable with? And if they speak to somebody else, that's, that's equivalent to you. But they know they're going to have to call you back anyways and.

Cancel with you and then give their information to this other company. It's easier just to tell the other company, all right, I'll call you back and then call you. All right, so tentative reservation.

So that's enhancing the closing techniques. All right, so this is the type of stuff you Work on. You don't have to be a salesperson for this. Right? A great salesperson isn't, you know, maybe there's people that are born that way, but it's really, they just need to know what to say, you know, the same way I'm rattling off objections, I'm rattling off rolling into the reservation, I'm rattling off painting the picture from the script. That's from years of doing it, right. It's not. I didn't just like freestyle and make stuff up. That was from years of doing that. Same pitch, the same objection, the same, same rolling into the reservation. The same offering of the tentative reservation. Right? So it's just, what do we want to say? Right? If you could program, you know, if you could have a robot answering your phones that sounded human, that was able to have a real human conversation with people and you could just program them what to say. This is as close as it gets to doing that. Right? So next one is.

All right, so now you went for the close, you didn't get it right. Maybe you got a tentative, maybe you didn't. But follow up is a must. A must.

It's a must. And when I say follow up, I'm talking.

After you give an estimate, depending on if it's local, long distance, if you take an inventory, if you don't take an inventory, you might have spent 10 to 30 minutes with this customer. What do we know? We know that their phone number works, their email works, they're a real person. They're actually moving. They've expressed some interest in moving with your company and you've already started to build some rapport. And so when we talked earlier about the new leads and I said, hey, call them twice or CMIT them twice the first day, one more time, the next day. It doesn't sound like that's a lot, but that's because they need to be spending more time following up on the people that they already spoke with. There's so much money here, so much money here. So I'm challenging anybody who's sitting there going, ah, Louis, that doesn't feel good to me. I feel like a pest. I'm not that salesy. I don't want to annoy them. Right? We're so afraid. It's human tendency. It's not like I never felt that way or the people that do this don't feel that way. It's just having a different perspective about it. Alright? And you've got to have that perspective so that you could share that with your team. Right? It's all about your world view. How do you see it, right? Somebody sees something as beautiful, somebody sees something as ugly. It's perspective. So this is your business, right? You need everybody to be on the same page with how you see things. And I'm trying to say, hey, you know, this follow up process is key. And let me tell you why. Besides the obvious fact that if you don't do it, you're going to book less jobs. Fact. Okay? Fact. Besides that, if you have a reason for following up with them and you're not just like, hey, did you figure it out yet? Do you want to move? It's elegant. You do it elegantly, right?

Well, the customer appreciates your diligence, right? They've got, put yourself in their shoes instead of in your own shoes. And I say this coming from a place because I've felt it before. Feeling scared of being rejected, scared of the customer going, you're annoying me. Stop calling me. Right? Like, that's the worst. The worst fear is the customer's like, you're annoying. Stop, right? Move past that and look at it like they're busy, right? They're preparing for a move. There's a lot to do, right? There's a lot to do. So, you know, you're busy, you're doing your thing, you've got life. You're trying to manage all the stuff that goes into a move, which we forget, right? We think about our struggles as the moving company owner, but we tend to forget all the stuff they need to do. The elevated stress, the increased amount of workload, the things they got to figure out, the checks they need to check off their to do list. So when you follow up and you're helping them and their mind and their driving and they're like, shit, I got to get the movers, I got to line that up. I'm waiting for another quote from this company. I still got to call two more companies and you follow up.

You'Re doing them a favor. You're helping them to check something off the box. And I mean that. This isn't, this isn't like.

Some manipulative way to get people to make sales calls or get you guys to do follow up. This, this is the truth. This is what I believe, right? And I shouldn't. This is what I believe and this is what I've seen to be true and work for me, right? Nobody could really say this is the truth, right? Except it's a fact. If you follow up, you'll make more money, okay? So, you know, think about it differently, that's all. If you're struggling with the sales thing, you're struggling with the follow up thing, think about it differently. Think about it as you're the industry leader in your market.

If you don't believe it and you don't act as if you won't be. Right, and many of you already are. And think about each person that calls.

Is a friend or a member of your community.

Right? You're the, you're the mover in town. You're the one they go to. Right? Look out for them.

Help them.

Right. Take that position. Sure. Will the occasional person be like, hey, I told you I'd call you back, stop calling me. Yeah, it'll happen. But you can't do anything about people being pissed off in the world and taking it out on whoever they run into. It's not about you, it's about them. Somebody reacts like that. It's, it's not because you called. It's because you're dealing with the general public and you know, tension's high, stress is high, people don't deal with it well. But just think about your identity and who you want to be when it comes to how you interact with your customers. And think about your sales as coming from a place of service as opposed to coming from a place of being a pest and annoying them and being salesy. Right? You're just providing great service to your community. You're helping them, guide them to do business with your company because you should believe in your, your service and that's it. And if you're like, well, I don't know, we got a couple of guys that might cause damage, then believe in your ability to make it right after the fact. Right? They might go out there, they might break some stuff.

I mean, it's, it's. I'm not, I'm not saying being okay with it and just throw anybody on the truck and not work on mover training. What I'm saying is if it's a hindrance to selling, you've got to put it in perspective and say, you know what stuff happens with moves and when it happens, we'll handle it. Right? And again, same way when you're following up, call, message, email, text, these people are busy. Remember what they're going through. Just to come back to that, remember what they're going through.

Getting ready for the move. Help them.

And the last one I got for you today is.

Remember why.

Sales is important.

You know, we need to remember why we do things.

And especially when there's something we Resist or something. That doesn't come natural to us, but we've opened our eyes to. I know it's important, you know, same way if you're, if you're, you know, doctor said, hey, you know, you've really, you've got this issue, that issue, this issue, that issue. You're not going to live that long unless you start watching your diet, exercising, managing your stress well, you might need the reminder to go for the walk to, you know, not order the pizza, right? To do the things that seem like they suck and they seem like they're hard in order to get the result that you want. And so we started this by saying sales is tied to everything you want in your life.

I can't imagine you're, you're, you're not. I know you're not in this business because you're here to just, like, get by. And if you are, that's just not a good strategy. One little shift in the market and getting by turns into going under.

So we want to be really taking care of the sales. Like, just imagine for a minute, Just imagine this. For a minute.

Imagine you knew.

That you didn't have to do any of this, right? All this, all these steps. Forget about them for a second. Forget about all of them. And imagine you knew that the amount of jobs that you wanted that would allow you to hit your income goals, allow you to fill your trucks, allow you to, you know, scale and grow and do whatever you wanted, but the, the amount of jobs you wanted were just on your schedule automatically, right? Every month.

Just think about that for a minute. No longer do you have to, like, do any of this stuff.

How much time will that free up in your.

Strategizing? You're worrying, you're stressing, you're juggling, you're overwhelmed, right? That you could focus on doing a better job for the customers, training your movers, hiring movers, right? Getting. Getting that process dialed in, right? Spending time working on growing the business, spending time working on yourself and doing the things you want to do to live life, right? That's all possible when sales is no longer a problem. And what we've talked about today is how you make sales no longer a problem. So I want to invite you to like, like, rise above all these tasks that you might have been writing down today of. I gotta do this. I gotta do this fuck so much stuff and recognize that it's step by step, you'll get it done. And, you know, how do you eat an elephant, right? One bite at a time. All right? How do you.

Walk a mile, one step at a time, take one step at a time, and you will get to a place where you are managing. And again, remember, as you grow and you get more sales, you get more team. As you get more team, you get more leverage. Now you have a sales manager to do all this stuff, then you have a gm, then you've got a coo, then you're in a position where you could do the stuff that I know you want to do. Like, I know you guys have fantastic ideas. Sometimes you just feel stuck having to do it all. And so look beyond all the steps and focus on the outcome here. Hopefully I've done my part today to, you know, paint the picture of what that outcome looks like so that it's like, it's worth it, right? It's worth it. Like, you know, everything you got to do to build your business. Sometimes it feels dreadful. It feels like hell. It feels like you're walking through the hot desert with no water to get there. But you're only going to do it if you believe what's on the other side, right? So whether that's what we talked about today or something totally different, believe that you can make it happen. It'll be challenging in the middle. When you get there, everything becomes easier. You know, it's not more money, more problems, right? It's more money, better problems.

And a lot of people shrink. I've done this, I felt myself do this multiple times throughout, you know, the 20 something years I've been in business. You hit difficulties, you hit challenges, you get overwhelmed and you lower your ambition a little bit and you start to say, you know what, maybe I'll just be happy with this. Or maybe this isn't the right business. This is the right business, you know, so if you need a refresh, take the refresh, but then get back in the game.

Now let's crush this.

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 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 seminars. So make sure you let us know you're listening and share what you thought about this episode out there on social media. Thank you so much for joining us on the Moving Mastery Podcast and being a part of this amazing community. And until we talk next time, go out there every single day. Profit in your business and thrive in your life. I'll talk to you soon, my friend.