I have found that a really good sales rep will pay for themselves and maybe even teach you a few things. Not just a good one. A phenomenal sales rep. They come with experience and they may have a few tricks you haven’t seen. And if they came from a bigger company, they may have seen the service done differently or better than yours so leverage that employee’s knowledge to see if you could be more efficient or take on a new service. Sales is one of the easiest positions to manage. 1. Set their minimum quota based on sales from each month last year + 5%. 2. If they don’t hit that number, put them on a PIP. For the next 3 months they have to hit 80% then 90% then 100% of quota. If they miss a month, they get let go. 3. Set their commissions to grow AFTER they hit their minimum quota. Our reps are required to hit $50k. Once they hit their number, their commission grows only 1-2% at a time for the first 3 levels. And then it grows increasingly after that. This is to set the standard that at the minimum, you won’t make much money. But if you push past that you will make boatloads. This mitigates your risk and reserves a fat payday for the sales rep to the point when you can afford it. 4. Know when it’s time to hire your next sales rep. How many leads or appointments can one rep handle? What thresholds will you create so you have guidelines to make your next hire?

This is the #1 sales objection I see across industries. The person in front of you defers their decision making powers to someone not in the room. Why would they do that? They don’t feel overwhelmed by the value, so they worry they are making a bad choice. So instead, they deflect to the need of a cheerleader. Does that cheerleader have all of the information? No. They weren’t there for your presentation. They won’t see the value, so it will turn into a price decision or brand recognition decision. If you find yourself having this objection frequently, it’s not them, it’s YOU. You are failing to build the value before the pitch. I’ll make a separate post on this. Let’s work on the objection itself. Method 1: Bring the power back Why are they the chosen one to be at the home during your inspection? Because they are the one who spends the money. They are the caretaker of the home. They deal with these things. Or the other spouse can’t be there so they have delegated. All of these reasons are the reasons why they ARE the decision maker. Re-empower them to make that decision. **Word track: “Ohh I get it. Well I don’t wanna leave you in a bad spot. I couldn’t expect you to repeat everything I just went through for your spouse. So let’s just make sure you can answer their questions. What questions do you think they will have? … (it always boils down to price and reputation, if it’s anything else - you didn’t do a good job in the education portion before the pitch) … Ok so it’s just the money? And if you’re not jumping on board right this second it’s probably because it’s higher than you were either expecting or hoping to pay am I right? Check the boxes close: Perfect now we’re getting somewhere. Look I’ve done this thousands of times and the most common thing that people are looking for are: -A thorough inspection -An expert that can 100% solve their problem -A mom and Pop shop because you’re spending your money locally and you get better customer service -A place with a human that answers the phone

If you missed a few days during the week and didn’t get your 10 calls in, Saturday is a great make up day. Today I’m making 30 extra calls because I missed two days and I want a bonus! Is anyone else using this as a make up day?