To sell commercial cleaning contracts, the most important skill is knowing how to handle prospect objections. A prospect may have questions about budgeting, a preference for a current cleaner over any other cleaning service, doubts about onboarding a long-term contract and many more. You need to be ready to respond to any of the objections […]

March is usually the month when the most real estate agents change brokerages. But if you wait until March to start recruiting, you are already late. Most agents decide on a move weeks before the actual switch. So if you want an agent to start with you in March, the first serious conversation often needs […]

Wrong contact means a wasted call. Knowing who to contact when selling commercial insurance matters more than the pitch itself because each policy line has its own buyer inside a company. A CFO signs off on workers’ comp and large liability policies. An office or operations manager handles property and general liability. An IT director […]

Most commercial insurance agents build a prospect list the wrong way. They pull a generic industry list, dial through it, and wonder why appointment rates stay flat. The problem is not effort. It is targeting. A real commercial insurance prospect list is not built around industries or company size. It is built around three specific […]

In freight, one person does not usually make every buying decision. The decision-maker changes depending on the service. The person who approves truckload rates may not handle warehousing or customs services. That is why you should target buyers based on the service you sell, not just their job title. Here is a quick look at […]

The best merchant services sales start with a problem, not a rate. You have to find out what is costing the merchant money or causing payment problems. Then show a clear solution. You can follow these seven steps: Qualify prospects by monthly volume and contract status. Generate leads through canvassing, referrals and targeted outbound. Reach […]

Business loan leads cost anywhere from $0.02 to $300, and the exact price depends on three things: the lead type, the loan product, and the acquisition channel. Aged data records sell for pennies. Live transfer calls sell for hundreds of dollars. Neither price tells you if the lead will actually fund a deal. This guide […]

To get gym and fitness center cleaning contracts, confirm your insurance and staffing capacity first, then target facilities large enough to outsource. Most gyms will not schedule a walkthrough without proof of general liability coverage, workers’ compensation and a crew that can handle locker rooms, cardio floors and equipment at the same time the kind […]

Most prospect lists start with 2 filters: Industry Company Size Filtering by industry and company size alone often leaves you with a long list of companies that aren’t a good fit. Technographic targeting narrows that list to R already using relevant technologies. That makes it easier to reach the right prospects with a message that […]

Most janitorial sales time gets wasted on people who cannot actually approve the contract. The receptionist may take your card and the night supervisor may like your crew, but neither one controls the budget. Most commercial cleaning contracts are signed by a property manager, facility manager, operations leader or procurement decision-maker. But of course, it […]