How a Simple Phone Call Earned One Admin a $115K Water Job

Marketing sale. Setter sale. In-home sale. One simple lever each, and your team can start today.

If your phone isn't ringing enough, if the inspections you do get aren't converting, or if your team is walking out of the house without a signature more than you'd like, this is worth five minutes of your time. I've been coaching restoration owners on exactly this for going on 17 years, and it's a big part of what we work on inside the Restoration Profit Academy.

There are three things that have to go right for you to get more work. Get any one of them wrong, and you've got no work. Improve any one of them, even a little, and you get more jobs. I call them the marketing sale, the setter sale, and the in-home sale.

The marketing sale is how you get the phone to ring in the first place. The setter sale is what happens after the lead comes in, getting that appointment actually scheduled. And the in-home sale is what happens once somebody's standing in that home or that commercial property, getting the person to sign on the line which is dotted.

I've got a client right now with a really disciplined team, and they just took on an acquisition, merging in a whole new group of people. They are so close to being great. They're just leaving opportunities on the table a little too often in each of these three spots, and a couple of small changes are going to make a real difference for them.

Just like anything else in life, if you're going to make progress, it's going to take a little action. None of this happens by itself.

Here are some things to try with your team.

For the marketing sale, get a couple of people on your team to pick up the phone and call a small list of people you've worked with before. Agents, adjusters, plumbers, property managers, whatever comes to mind. The ones you haven't heard from in a while, or the ones who've never actually referred you. Just call, say hi, ask how you can help them, let them know you're out there.

For the setter sale, go listen to your own call recordings. Sit down with whoever answers your phones and give them real feedback on what you hear, and suggest a couple of minor changes, like reassuring them that they've chosen the right company and you can help them. And also do whatever you can do to get the inspection scheduled on that first phone call.

For the in-home sale, talk to your team. Whoever goes out to sign jobs, find out what their most common objection is. What's the one thing they hear right before somebody says they're not ready. Then roleplay that objection with them until they're actually good at handling it.

That's one tip in each of the three spots that have to go right. There's a lot more in each of these areas, and it's a big part of what we cover together in the Restoration Profit Academy. If you want to talk through where you're leaving opportunities on the table, email me at [email protected] and I'll send you a free resource on this, or book a free strategy call at thegrowthleague.com/schedule. Whether that's the Restoration Sales Academy, the Restoration Profit Academy, or one-on-one coaching, we'll figure out what fits you. No pressure. I just want to help you. I want to see you take action.