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MY PLAN - Will It Work?

by Jon Martin
18 replies
Hey WF!

I'm back! I was out of the loop for a few months whilst I focused on school and my music, but I'm back in the swing of things and ready to begin making some offline profit again. If you're new here or you've yet to see me around, hi! My name's Jon. Nice to meet you.

Anyway, let's get to the thread, shall we?

--

I've landed an at-home marketing job with a local renovations company. They deal with eavesdrops, pavement, porches, window/door installation, painting, and pretty much any project you can think of in a home whether it be interior or exterior.

It's a commission-based campaign and here's how it works:

First of all, these are somewhat warm leads. The owner of the company has hired some flyer deliverers to go door to door putting flyers in mailboxes. While these carriers are doing their job, they are also consciously examining things like the windows, eavesdrops, roof, etc. for any kind of wear or damage. If/when the flyer carrier notices any issues whatsoever with the exterior they will jot it done along with the address. From there, a reverse lookup on the number is done and they're added to the calling list.

From there, either myself or somebody I hire will call through the list, booking completely FREE no obligation estimates on things like roofs, etc. For every lead/appointment booked, I'm given $30. If the lead/appointment sells (I've spoken to the craftsman and he seems like a very good salesman!) I'll also receive 2% of the sale as a commission.

I've worked in a call centre booking free estimates for vinyl window replacements and I did well there. I booked on average 1 lead / 70 live calls. Those were for JUST windows, not roofs or anything else, and the calls were 100% cold - a ton of them were apartments actually. The fact that this list is specific will increase conversions tremendously.

MY PLAN:

I hope to eventually hire a telemarketer to work these lists for me, and I'd pay them $10 / estimate booked. I'd be making $20 per appointment booked under my supervision, without having to do much work at all. It seems like a good idea and I'd be able to provide a hungry entrepreneur with some cash-flow and experience.

My question is: Will this work? Where is the best place to find a competent telemarketer online who is easily trained? Should I be spending time and effort on this project? It seems great to me but maybe I'm missing the bigger picture.

My main goal with this thread is to get some feedback, regardless of whether it's specific to my question or general. If you can offer any advice, or if you have experience with something like this, please leave a reply! Any opinion or knowledge you have to offer would be super appreciated!

It's great to be back on WF, guys! (:
#plan #work
  • Profile picture of the author grey38
    This is just a guess (cause I'm in US), and maybe not everywhere, but isn't there going to be way less work the colder it gets in the winter months for a renovation company? The only opportunity I see is the 2% commission, which even then only 100 dollars on a 5000 dollar project for them, which can be rare. Those numbers can greatly rise and decrease. You may even deal with them trying to tell you their jobs didn't come through the website or service.

    I guess my point is, it seems like you're putting a lot of effort into an often "luxury" expense for homeowners. Why not go after a needed service like plumbers or lawyers? People say they're over-saturated, but if you go to a small-medium sized city (20-50k population) you can still greatly help those owners for not too much effort.

    You can charge per commission or charge monthly. It's easier to put a monthly price tag on it, because if you do commission and per lead you'll have to track calls and get the business owner used to using and working with the system (if you use a free solution like Google Voice).

    People NEED plumbers and lawyers. So you can guarantee some work for them, with proper SEO and a well laid out theme. If you put it into perspective for them that one client could pay for your services, and you can bring them in like 8-10 per month, they'll love you.

    Ask them how much they generally make per client. They may say about 500-3000. If you charge them 500 per month, they'll see the return. All I know is in my area it's hard to get remodeling work through search engines.

    You could try postcard campaigns for them, but that's not always guaranteed. You really have a lot of options and I could probably write like 3 Word pages. You just have to figure out what you want and if the path to get there is the right one.

    I hope somewhere in this rambling I helped lol.
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    • Profile picture of the author Jon Martin
      Originally Posted by grey38 View Post

      This is just a guess (cause I'm in US), and maybe not everywhere, but isn't there going to be way less work the colder it gets in the winter months for a renovation company? The only opportunity I see is the 2% commission, which even then only 100 dollars on a 5000 dollar project for them, which can be rare. Those numbers can greatly rise and decrease. You may even deal with them trying to tell you their jobs didn't come through the website or service.

      I guess my point is, it seems like you're putting a lot of effort into an often "luxury" expense for homeowners. Why not go after a needed service like plumbers or lawyers? People say they're over-saturated, but if you go to a small-medium sized city (20-50k population) you can still greatly help those owners for not too much effort.

      You can charge per commission or charge monthly. It's easier to put a monthly price tag on it, because if you do commission and per lead you'll have to track calls and get the business owner used to using and working with the system (if you use a free solution like Google Voice).

      People NEED plumbers and lawyers. So you can guarantee some work for them, with proper SEO and a well laid out theme. If you put it into perspective for them that one client could pay for your services, and you can bring them in like 8-10 per month, they'll love you.

      Ask them how much they generally make per client. They may say about 500-3000. If you charge them 500 per month, they'll see the return. All I know is in my area it's hard to get remodeling work through search engines.

      You could try postcard campaigns for them, but that's not always guaranteed. You really have a lot of options and I could probably write like 3 Word pages. You just have to figure out what you want and if the path to get there is the right one.

      I hope somewhere in this rambling I helped lol.
      I'll try to reply to your key points here.

      Firstly, a lot of people assume that the colder weather (especially since I'm in Canada) will have a huge effect on being able to book leads. From my experience booking leads for window replacements, that is surprisingly false. Actually, if I remember correctly I did quite well this time of year. The call would usually go something like this:

      Me: (opening here, blablabla) Were you thinking about replacing windows in the home?

      Prospect: Not this year.

      Me: That's understandable! The majority of our customers aren't getting the work done right now anyway - they're just having the free estimates done while we're in the neighbourhood. Now is a fantastic time to get that free quote done because of the off-season factory special. We can offer you a complimentary estimate, and if you choose to wait until spring to get the actual work done, you can simply hold on to that quote and give us a call whenever is most convenient.

      Once I got the prospect to agree to having the craftsman/salesman drop by to offer an estimate, a lot of times they would end up signing a contract for a spring installation. I could care less when the work is done as long as leads are being booked.

      I've actually experienced a higher volume in leads at this time of year. The main reason being that in the winter months, prospects are really beginning to notice drafts in the home as well as inflation on their gas bills in terms of energy efficiency, etc.

      --

      I see what you're saying about going after larger niches.. but as much of a luxury as this niche seems, you'd be surprised at how easily cold leads can be converted, let alone warmer ones with proven issues with the household.

      Thanks!
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  • Profile picture of the author grey38
    I can actually see window installations and roofing converting quite well in the colder months like you said because of drafts and energy bills. My concern was only at the other larger projects. The ones that actually are luxury.

    I'm not sure if you guys have income taxes, or if you call them something else. If you don't, it's when you get money back in the first couple months of the year because you paid too much in taxes. I'm sure you do, but I don't know much about Canada aye...lol.

    Point on that note is, I can see that being a great time to market, because they get extra money back that time of year.
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    • Profile picture of the author Jon Martin
      Originally Posted by grey38 View Post

      I can actually see window installations and roofing converting quite well in the colder months like you said because of drafts and energy bills. My concern was only at the other larger projects. The ones that actually are luxury.

      I'm not sure if you guys have income taxes, or if you call them something else. If you don't, it's when you get money back in the first couple months of the year because you paid too much in taxes. I'm sure you do, but I don't know much about Canada aye...lol.

      Point on that note is, I can see that being a great time to market, because they get extra money back that time of year.
      Yes, we have income taxes as well - haha!

      That's a solid point. The beautiful thing about my position though is that I don't have to say or do much at all in terms of converting the sale - all I have to do is provide a want for a no obligation price quote. However I can see how that could have an impact on commissions! hehe.

      My favorite part about this though is that all I need to focus on is getting the free leads - which is the easy part. That'll be an easy $30/appointment regardless of the commissions that will evidently come through as the correlate with the booked appointments. I just hope to god that this craftsman can sell - He seems like he does very well though.

      My end goal here is to gain some experience as I want to create my very own lead generation network - slowly building it up and adding outbound agents, etc. This is only the first client of many, I hope. Should be a great learning experience.

      Your feedback is appreciated!!
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  • Profile picture of the author John Durham
    Jon, depending on what they are paying you... YES! This project is worth your while. Its a great industry for phone canvassing. Its as easy as this:

    Hi, have I reached the homeowner at 123 main?

    Okay great, I have the right person. lol

    This is Mary then?

    Great.

    Mary, this is ________, and Im calling on behalf of ____________ construction. You may have gotten one of our flyers the other day...

    You did? Great.

    We just wanted to give you a call today to let you know that we are having our spring celebration sale, and offering homeowners like yourself up to a 60% discounts on windows ,     roofing and siding... To kick it off, we are also giving away free inspections and quotes!

    Anyhoo... ( )

    I have a couple of guys who are going to be out your way on tuesday, giving quotes to a couple of folks who called in from the flyer...

    While we are out we'd love to drop by offer you a free inspection on any home repair concerns you might be having, whats generally a good time of day to catch you folks at home?

    Now Jon, they may say "Im not interested" or they may say "I dont have the money", or they may say "I dont need any of that, but do you build decks,or install privacy fences, or handle kitchen or bath remodeling...?"

    You will get lots of that.

    Or they may say "Yeah, my roof is caving in, can you get here at 10:00 before I have to attend my kids school play?" - A percentage will say yes.

    "Some will say yes, but not now...", and there are rebuttals for that. Some will say "I cant afford it...", and there are rebuttals for that...

    I would write a bunch of rebuttals here but I would cheat my pitch writing clients if I did that.

    This should be a good start. This can be a good opportunity, also an EASY one.

    Just wrote this out to show you how easy it is. Yes, your plan can work.

    - John Durham
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    • Profile picture of the author Jon Martin
      Originally Posted by John Durham View Post

      Jon, depending on what they are paying you... YES! This project is worth your while. Its a great industry for phone canvassing. Its as easy as this:

      Hi, have I reached the homeowner at 123 main?

      Okay great, I have the right person. lol

      This is Mary then?

      Great.

      Mary, this is ________, and Im calling on behalf of ____________ construction. You may have gotten one of our flyers the other day...

      You did? Great.

      We just wanted to give you a call today to let you know that we are having our spring celebration sale, and offering homeowners like yourself up to a 60% discounts on windows ,       roofing and siding... To kick it off, we are also giving away free inspections and quotes!

      Anyhoo... ( )

      I have a couple of guys who are going to be out your way on tuesday, giving quotes to a couple of folks who called in from the flyer...

      While we are out we'd love to drop by offer you a free inspection on any home repair concerns you might be having, whats generally a good time of day to catch you folks at home?

      Now Jon, they may say "Im not interested" or they may say "I dont have the money", or they may say "I dont need any of that, but do you build decks,or install privacy fences, or handle kitchen or bath remodeling...?"

      You will get lots of that.

      Or they may say "Yeah, my roof is caving in, can you get here at 10:00 before I have to attend my kids school play?" - A percentage will say yes.

      "Some will say yes, but not now...", and there are rebuttals for that. Some will say "I cant afford it...", and there are rebuttals for that...

      I would write a bunch of rebuttals here but I would cheat my pitch writing clients if I did that.

      This should be a good start. This can be a good opportunity, also an EASY one.

      Just wrote this out to show you how easy it is. Yes, your plan can work.

      - John Durham
      Awesome advice as always, Mr. Durham!

      It's actually scary how close your script is to mine. I dealt with a ton of rebuttals when I worked at the call centre and a ton of them (e.g. can't afford, not right now, etc.) are virtually similar for things like roofing, etc.

      I'm going to draw up a more official script tomorrow morning and make a couple drafts. Shouldn't be too hard.

      I was thinking about something very similar to what you had in mind, especially the whole "You may have gotten one of our flyers the other day" thing. I'm also going to incorporate something along the lines of "When we dropped the flyer off we couldn't help but notice the roof beginning to curl" or something similar in more extreme cases.

      I'm really excited for this. Thanks for validating that I'm steering in the right direction, John. (:
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      • Profile picture of the author John Durham
        Originally Posted by Jon Martin View Post


        I'm really excited for this. Thanks for validating that I'm steering in the right direction, John. (:
        I say that only because of these two things:

        A: A company wants to pay you for appointments.
        B: You can provide them all day long.

        Whats not good about that?

        -John

        Ps. Its scarily close to the one you were using because it works and its classic.
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        • Profile picture of the author Jon Martin
          Originally Posted by John Durham View Post

          I say that only because of these two things:

          A: A company wants to pay you for appointments.
          B: You can provide them all day long.
          One of the biggest reasons I left the call centre for window estimates is the fact that I was still making close to minimum wage and I was confined to the schedule I was permitted. The great thing about this job is I can work as often as I'd like and I am being rewarded based upon performance. Whilst some people struggle to stay on task when working from home, I think this will be an added motivational factor.
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      • Profile picture of the author John Durham
        Originally Posted by Jon Martin View Post


        I'm going to draw up a more official script tomorrow morning and make a couple drafts. Shouldn't be too hard.
        Son...! If Picasso painted you a mural would you want to touch it up here and there? lol .... JK
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  • Profile picture of the author Jason Kanigan
    Hi Jon, good to see you back.

    John has already given you a good script and the best thing to do is get on the phones!

    Quick conversations.

    Qualify In or Out F-A-S-T.

    No personal involvement in the call. Doesn't matter what the individual prospect says. Keep moving.

    Remember, there are tons of people out there just wishing someone would call to help them fix things around their house!
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  • Profile picture of the author Original Poster
    Banned
    Many ask "will" something work, but it will profit you better if instead you ask yourself "why" it will work.

    Many hath philosophized for untold centuries the laws that dictate success, and the answer? ...Well the answer is yet to be uncovered and revealed to the masses!

    Because once one has de-clothed and exposed the bare skin of this thing that is success, then all hell will hath certainly broken loose.

    You ask will your plan work? Well the laws of the Earth states "That which hasn't been done, is that which can't be scrutinized"

    You first must do! ..then and only then, will any criticism hold precision.

    Go forth my child, and seek the truth!

    Good Luck,
    OP
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    • Profile picture of the author John Durham
      Originally Posted by Original Poster View Post


      You ask will your plan work? Well the laws of the Earth states "That which hasn't been done, is that which can't be scrutinized"
      Agreed, and even MORE powerful law is "That which has already been done a million times, can be mimicked verbatim and done again".

      You       are going to have alot of fun in the mind warriors section.
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      • Profile picture of the author Original Poster
        Banned
        Originally Posted by John Durham View Post

        Agreed, and even MORE powerful law is "That which has already been done a million times, can be mimicked verbatim and done again".
        I know nothing of that which you speak.

        I come only to spread good will and profess the nature of the beast that is success.

        This beast can not be tamed, and those without it can only stand and watch from afar and admire it's enigmatic ways.

        Those who hath touched this beast will do well to not let it escape their grip, because not only is it enigmatic but so too is it a skilled an evasive animal that only the chosen few can tame.

        To the kind fellow, Jon; You will find the answer to your inquisition only after movement hath been made towards putting your program into motion! Then one can collect himself and scrutinize it's success and/or short comings.

        Go forth and uncover the truth!

        Fare thee well,
        OP
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        • Profile picture of the author Jason Kanigan
          Jeez is it the Delphic Sybil come to spread the prophecy? Go inhale the vapors.

          Originally Posted by Original Poster View Post

          I know nothing of that which you speak.

          I come only to spread good will and profess the nature of the beast that is success.

          This beast can not be tamed, and those without it can only stand and watch from afar and admire it's enigmatic ways.

          Those who hath touched this beast will do well to not let it escape their grip, because not only is it enigmatic but so too is it a skilled an evasive animal that only the chosen few can tame.

          To the kind fellow, Jon; You will find the answer to your inquisition only after movement hath been made towards putting your program into motion! Then one can collect himself and scrutinize it's success and/or short comings.

          Go forth and uncover the truth!

          Fare thee well,
          OP
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        • Profile picture of the author Jon Martin
          Originally Posted by Original Poster View Post

          I know nothing of that which you speak.

          I come only to spread good will and profess the nature of the beast that is success.

          This beast can not be tamed, and those without it can only stand and watch from afar and admire it's enigmatic ways.

          Those who hath touched this beast will do well to not let it escape their grip, because not only is it enigmatic but so too is it a skilled an evasive animal that only the chosen few can tame.

          To the kind fellow, Jon; You will find the answer to your inquisition only after movement hath been made towards putting your program into motion! Then one can collect himself and scrutinize it's success and/or short comings.

          Go forth and uncover the truth!

          Fare thee well,
          OP
          Is it bad that when I read this I heard Yoda speaking it in my head?
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  • Profile picture of the author John Durham
    Im just messing with you original poster....if you arent my best friend David, then he must have a twin brother out there somewhere.
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  • Profile picture of the author RodMar
    I think the hardest part in your plan will be to find outsourcers, good outsourcers willing to work on commission only and at $10 per appointment. But if you do, then it'd be amazing!

    Do you have people already willing to accept those terms?
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    • Profile picture of the author Jon Martin
      Originally Posted by RodMar View Post

      I think the hardest part in your plan will be to find outsourcers, good outsourcers willing to work on commission only and at $10 per appointment. But if you do, then it'd be amazing!

      Do you have people already willing to accept those terms?
      Not yet, but I'm confident that I'll be able to find some online when the time comes. I did some thinking yesterday and I'm going to begin by working the phones strictly on my own until I get a good grasp on the project - from there I'll begin to hire and briefly train some capable outsources. Pay will probably be different as I need to decide upon what would be appropriate to pay each outbound agent - I might split the commission on leads that sell as well, to offer additional incentive.
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