This YouTube discussion (Louis Massaro with a co-speaker) gives actionable sales operations advice for moving companies: prioritize the newest/hottest leads (aim to call within five minutes), start with high-converting sources, and treat incoming leads like a ringing phone (use alarms). It stresses promptly centralizing inbound leads (email, Yelp, chat) into a CRM or software system, assigning leads to consultants, and immediately redistributing a consultant's bucket if they quit or are fired. The piece closes with promotional material for Massaro's Moving Mastery Podcast and a free on-demand training called "Six Stages of a Moving Company Sales Machine" (claims he booked 12,000 moves/year) available at lewismassaro.com.
Chapters
Prioritize lead sources. You come in on a Monday morning, don't just take what's on the top of the list and start calling. Prioritize them. Prioritize them based on the lead source. Prioritize them based on the time that they came in, you know, Monday morning. What are you going to call first? A lead that came in Saturday night or a lead that came in 9am Monday morning? It's probably split the answers in the room. Call the lead that came in at 9 o' clock Monday morning. That lead's hot. Okay. It might seem counterintuitive. Well, those people have been waiting a long time.
Exactly.
They're cold, ice cold. You can't save everybody. Focus on the hot leads and then work your way back. Okay? You want to call leads within five minutes of them coming in. That's the goal. That's what you're going to shoot for. It may take you some time to get there, but that's the goal, that's what you want to shoot for. Start with the new leads, work your way back. Start with the good leads.
The higher converting leads, the more profitable.
Leads, which you're going to know after we go over to marketing report tomorrow. Emails, text chat, make sure it goes into your CRM, into your software. You get a Yelp message. It doesn't just like, stay in Yelp. Get that information into the software asap. You're a one man show. You're still in phase one. You're like, you know what, it's not that big a deal. I got, I know everything that's going on. I got a few customers, I'm working over here in Yelp. I got a few in my email. You get one more person working for you and that's where things start slipping through the cracks. That's where you start losing opportunities. Okay? Get it into the software. That's your central point where everything is. Assign it to a consultant. Or in the reverse order, depending on the relationship you have with your team, maybe they get the email and you've trained them to enter it into the software. Right. Maybe you don't have to do it for them. So it kind of depends on the relationship that you have with your team. Lead distribution. So lead distribution is basically saying, hey, Stan, you have leads, I'm taking them away from you. Right? Giving them the Adrian. Alright, so why would you do that? Why would you take.
Bless you.
Why would you take somebody's leads and give them to somebody else? When a consultant quits or is fired.
This is like a huge honest Mistake.
I think we were already doing, I don't know, close to 10 million, had a call center. And I realized what happens every time someone quits or is fired. Like what happens to the leads that are in their bucket, if you will? You know, I don't know. I'm talking to my sales manager, right? Obviously not his fault, right? Nobody told him any different. I'm like, those need to get redistributed that day. Somebody quits, somebody gets fired. That's the first thing on the agenda. Those leads are not the moving consultants leads. Those leads are the company's leads, the moving consultants. Just babysitting them for you, okay? They're not theirs. And you need to make sure. You know, back in the day, it was all about yellow pages, okay? I started in 2000, full page ad, moved into a double full page ad, all about yellow pages. The phone just rang and rang and rang. There's no hiding from that. Leads are a silent killer. Not to freak you guys out, but you guys could be getting leads right now. You don't even know about it, right? When the phone rings, you know about it. So it's important to remember one thing. Treat leads like they're a ringing phone. Put a ding, put a bell, put an alarm. Whatever you have to do to know that new leads came in, treat them like a ringing phone. Because otherwise it's like you go about your day and you don't realize that all these, all the money you spent to bring calls and leads into the bucket is just dripping through the holes.
I hope you enjoyed that episode. Make sure you subscribe to the new Moving Mastery podcast. It's available on itunes right now. Now. And it's the exclusive place where I share proven strategies and processes on how to reach higher levels of success in your moving business. Every week I share valuable insights, stories and expert interviews with takeaways you can implement in your business. Right away. You'll get a behind the scenes look and tactical training from my seminars and online training programs on how to improve each area of your moving business. It's called the Moving Mastery Podcast and it's available on itunes or anywhere you get your podcast.
So make sure you subscribe. And if you're ready to take your.
Moving company to the next level, make sure you check out my brand new on demand training on how to consistently book more high paying moves all year long. It's called the six stages of a Moving Company Sales machine and you can access it right now for free@lewismissaro.com Six stages in this training. You'll learn the steps you need to take to increase your sales with a smooth running, consistent process. This is the same process I use in my moving companies to book 12,000 moves a year. And now I'm training you on how to implement it in your moving company for free. It's available now@lewismassaro.com Six stages before you go, make sure you subscribe to my channel. It really helps support me and the channel and enables me to keep putting out new videos videos for you. I'd really appreciate it. By subscribing, you'll also get a notification.
