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Conducting the Perfect Sales Meeting

January 16, 2023 9:09 pm

If most of us are honest, in disaster restoration, we spend very little time prepping for sales meetings. We often give them very little thought. Most of our effort and intentionality goes into getting the meeting, and then we show up and wing it.  When I describe it out loud, all of us recognize the foolishness of it, yet the behavior is real, and very common across sales teams in our industry.  I’m convinced this casual approach to sales meetings is a carryover from our “Candy and Smiles” route sales approach that many of

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Planning for Performance in 2023

January 16, 2023 8:54 pm

It’s that time of year when resolutions, big-goal conversations, and planning are a top priority. Here’s my take on the simple plan that will move your business forward with focused action. 1-3-5 plans are nothing new, and using them the right way will mute all of the noise to advance key initiatives for your business. Start with a single piece of paper and your writing utensil of choice. Choose the big goal your business is moving toward. List three initiatives that will make that goal happen. Under each of those three initiatives, you’ll place

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A Salesperson or Estimator or Project Manager?

January 16, 2023 8:00 am

I recently spoke with a client who just took on the position of Sales and Marketing Manager, and he doesn’t know the difference between salesperson or estimator or project manager!  This person also argued that a marketer really is someone who sells the jobs – when they aren’t making route visits. If you don’t know the difference between marketer, salesperson, estimator, or project manager – it’s time you invest in a small dose of learning for these restoration industry positions. She stated to me that she considers sales and marketing to be the same

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Carriers and Cash Flow Keeping You Up At Night?

January 13, 2023 10:32 am

This article is sponsored by One Claim Solution. C&R’s State of the Industry Report for 2022 unearthed the biggest challenges that cleaners and restorers faced last year. Results revealed that (1) dealing with insurance carriers, (2) maintaining cash flow, and (3) hiring are the main things keeping contractors up at night.    We recently wrote an article about these challenges and outlined a few ways contractors can deal with their nightmares. Here are two things we can say in summary: “With so many restoration firms indicating a strong desire to transition away from TPA

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O&P: Two Letters, Endless Frustration

January 13, 2023 9:37 am

There are so many topics that could be written about in our industry, and have been. Yet, there seems to be a select few that continually pop up, but never seem to be understood to the point of being resolved. The one I would like to attempt is Overhead and Profit. Why has a seemingly simple phrase -“O&P” – brought so much frustration to the contractor and to an industry at large? Let me assure everyone, it really is not confusing, it has just been made that way for several reasons. Most of them

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Challenges in the Trades: Hiring & Recruiting

January 12, 2023 11:48 am

C&R’s State of the Industry report asked restorers what is keeping them up at night. Unsurprisingly, hiring was among the top answers. As the worker shortage in the trades continues, regardless of economic conditions, contractors are always looking for new ways to hire – and fresh ideas to attract good talent to their organizations. Gregg Taylor from Xactly byGTE, a company offering recruiting services in the restoration and cleaning industry, joins Restoration Today to talk about: – The biggest challenges their clients are facing? – What does recruiting look like today? – What can

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Long-Term Odor Control

January 12, 2023 8:00 am

Often when I’m introduced as someone who services the restoration industry, I get a few polite questions:  What is the restoration industry? Do you watch the weather channel all day? (Yes!) What’s the most interesting project have you ever been involved with? (You can substitute “interesting” for “gross” or “disgusting”) Ultimately, the conversation almost always circles back to a personal issue. For example: Do you have something that’s quick and easy to eliminate pet, sewage, smoking, or cooking odors?  Although I understand the appeal of a quick and inexpensive solution to malodors, unfortunately there

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Why Increasing Conversions is More Important Than Increasing Web Traffic

January 11, 2023 9:00 am

If you’ve ever done any type of digital marketing or sales for your Restoration Company then you already know that attention equals $$. It just makes sense, right? For your website, more traffic leads to more eyeballs on your business, which should lead to more leads. But what happens when it doesn’t? What happens when your web traffic is increasing month over month, but that traffic isn’t leading to calls? Obviously, you fire your marketing agency and hire another right? While that mentality is common and, in some respects, makes sense, it typically doesn’t

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Art Restoration is More Than Just Paintings

January 9, 2023 7:55 pm

The term “art restoration” means a lot more than bringing paintings back to life. Art encompasses many of the things that people value from a sculpture to home décor. These are often physical items that cause worry when the thought of damage from a flood or fire comes to mind.  There’s also an emotional connection to sentimental pieces handed down from generations, sports memorabilia, taxidermy or old family photographs that cannot be replaced but often can be restored. In the event of artwork loss, choosing the right restoration company is important. At Prism Specialties,

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Dear David: My Temp Worker Got Hurt – Now What?

January 9, 2023 5:08 pm

Dear David, Finding good employees is tough. We use different ways to meet our labor needs. Sometimes we borrow and other times we use a temp-agency. Negotiating these agreements makes me wonder–How should an injury to their worker be addressed in our insurance?  Dear “Employee,”  The insurance coverage depends on how the parties want bodily injury liability issues to flow through the relationship. The agreement will be one of the first documents an adjuster will request following an incident. Two primary fundamentals to understand. First, the injured worker in the pursuit of your business

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