Pressure Washer Free Commercial Sales Class from The Pressure Washing Institute with Instructor Ron at Pro Power Wash

Ron Musgraves

Exterior Restoration Specialist
Staff member

#Strive #Not To Be A #Success, But #Rather To #Be Of #Value
In The #Cleaning #Contractor #Industry!

Free Commercial Sales Class
#Wednesdays Mornings @ 10am Arizona Time.

With Mr. Ron Musgraves - Pro Power Wash
Instructor & Contract Cleaner
WithOver 30 Years Of Experience

Watch Video For More Information

Cleaning Contractors WE WANT TO HELP YOU BE
A Valuable Contractor In The Industry.

Stage 1
Is about 6-8 Weeks,
Depending On Personal Performance.
We Are Excited To Announce Some Graduating!

Stage 2
Trust & Building Relationships.
Building Trust With Others Is Most Important In Life Relationships!

The Zoom Call Info Is Posted Before Class

Contact Kris Meyer to be added to the Class Facebook Messenger Group.

Be Sure To Sign Up For Updates On Events & More @ National Cleaning Expo

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Commercial Sales Class Wednesday 10 Am AZ
Instructed by Ron Musgraves scheduled Zoom meeting.
Topic: Sales Meeting Week 33 Time: Aug 16, 2023 10:00 AM Arizona Join Zoom Meeting
Meeting ID: 812 0545 2731 Passcode: 574422 --- One tap mobile +12532158782,,81205452731#,,,,*574422# US (Tacoma) +13462487799,,81205452731#,,,,*574422# US (Houston) --- Dial by your location • +1 253 215 8782 US (Tacoma) • +1 346 248 7799 US (Houston) • +1 669 444 9171 US • +1 669 900 6833 US (San Jose) • +1 719 359 4580 US • +1 253 205 0468 US • +1 360 209 5623 US • +1 386 347 5053 US • +1 507 473 4847 US • +1 564 217 2000 US • +1 646 931 3860 US • +1 689 278 1000 US • +1 929 436 2866 US (New York) • +1 301 715 8592 US (Washington DC) • +1 305 224 1968 US • +1 309 205 3325 US • +1 312 626 6799 US (Chicago) Meeting ID: 812 0545 2731 Passcode: 574422
Find your local number:
1693417043219.pngWednesday Commercial Sales Class With Ron Musgraves is inviting you to
Join Zoom Meeting Week 35 Time: Aug 30, 2023 10:00 AM Arizona

Join Zoom Meeting

Meeting ID: 828 2499 2019 Passcode: 894214

Meeting ID: 828 2499 2019 Passcode: 894214 --- One tap mobile +16694449171,,82824992019#,,,,*894214# US +16699006833,,82824992019#,,,,*894214# US (San Jose) --- Dial by your location • +1 669 444 9171 US • +1 669 900 6833 US (San Jose) • +1 719 359 4580 US • +1 253 205 0468 US • +1 253 215 8782 US (Tacoma) • +1 346 248 7799 US (Houston) • +1 301 715 8592 US (Washington DC) • +1 305 224 1968 US • +1 309 205 3325 US • +1 312 626 6799 US (Chicago) • +1 360 209 5623 US • +1 386 347 5053 US • +1 507 473 4847 US • +1 564 217 2000 US • +1 646 931 3860 US • +1 689 278 1000 US • +1 929 436 2866 US (New York) Meeting ID: 828 2499 2019 Passcode: 894214 Find your local number:
Building Relationships
Is crucial in selling commercial services like exterior cleaning, especially for repeat clients. Overall, in the exterior cleaning service industry where quality and trust are paramount. Building strong relationships with clients is not just important, it's essential for long-term success.
Here are key reasons why:

1. Trust and Reliability
: Strong relationships foster trust. Clients are more likely to continue using services they trust and consider reliable. This is particularly important in services requiring regular access to a client's property.
2. Word of Mouth and Referrals: Satisfied clients are likely to recommend your services to others, which can be a powerful marketing tool. Good relationships can lead to positive word-of-mouth and referrals.
3. Understanding Client Needs: Building relationships allows you to better understand your clients' specific needs and preferences, which can lead to more personalized service. This understanding can be a competitive advantage.
4. Client Retention: It's generally more cost-effective to retain existing clients than to acquire new ones. Strong relationships increase client loyalty, reducing turnover and maintaining a steady client base.
5. Feedback and Improvement: Regular clients can provide valuable feedback about your service. A good relationship means they're more likely to offer honest feedback, which you can use to improve your services.
6. Upselling Opportunities: When clients trust you, they're more open to considering additional services you offer. This can lead to increased revenue per client.
7. Market Stability: In uncertain economic times, having a solid base of repeat clients can provide stability and predictability for your business.
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Check Out Ron Musgraves with Pressure Washing Institute Commercial Sales Video. He has been eagerly waiting to share this message with you all.

Rather than identifying solely with industry-specific titles, highlight the real impact of your services. Instead of simply labeling as a pressure washer, showcase your specialization in sidewalk cleaning. This strategic approach eliminates misunderstandings and invites clients to discover services they might not have realized were available.

Positioning yourself as a sidewalk cleaner presents a chance to educate and showcase your expertise. Emphasizing the advanced technology you utilize—such as high-pressure, high-temperature washers—not only ensures superior cleaning but also effectively sanitizes surfaces. It's about more than cleaning; it's about providing a thorough, innovative solution.

Insights into the often-overlooked realm of restaurant maintenance shed light on the crucial behind-the-scenes work that guarantees a clean, safe dining environment. Recognizing this is pivotal, especially when the job doesn't meet expectations. Consider this scenario: while most restaurants have a nightly cleaning crew for extensive maintenance, the upkeep throughout the day is equally crucial. Tasks like prompt table wiping or immediate spill cleanup play a pivotal role. Without these, chaos and unsanitary conditions could prevail, undermining the overall dining experience.

Picture this: the cleaning crew finishes their work, yet noticeable discrepancies linger. In the restaurant industry, daily cleaning isn't always feasible. Employees often handle ongoing soil and maintenance tasks. Though they may use tools like a guard hose and deck brush, the gold standard remains the pressure washer.

Observing an employee's dedication extends beyond a fleeting moment. Our aim isn't criticism but education and demonstration. Rather than pinpointing flaws, leverage your expertise through a demonstration. It's not about fault-finding but showcasing top-notch quality.

The key to maintaining pristine restaurant spaces lies in remembering that demonstrations sell. They highlight your expertise positively, opening doors for collaboration. Embrace and exhibit your expertise; let your work do the talking. Demonstrations aren't about discrediting efforts but unveiling the potential of a professional touch.

By showcasing superior practices and utilizing advanced technology, we guide our clients toward more efficient and cost-effective solutions. It's a testament to dedication and commitment. As professionals, let's take a moment to acknowledge and appreciate the hard work put in every day.

Let's delve into the sales strategy. When demonstrating our capability for comprehensive deep cleaning services, it's not merely about price reduction but emphasizing the value we bring. Through efficient deep cleaning that minimizes the need for frequent maintenance, we're not just cutting costs; we're optimizing their expenses. This is where our expertise as professionals shines. Here are essential insights on engaging decision-makers: initial interactions focus on acquisition costs, considering that not everyone fully grasps the extent of our services.

Target commercial clients by offering regular maintenance contracts. The goal? Securing recurring work through maintenance contracts scheduled weekly, bi-monthly, or on 30, 60, and 90-day intervals. When we tackle deep cleaning tasks bi-monthly or every 30 days, subsequent maintenance becomes faster and simpler. This translates to reduced chemical usage, resulting in long-term cost savings for them. The game-changer lies in educating clients about hidden expenses. For instance, a seemingly minor $30 gallon of chemicals used daily or every other day accumulates to hundreds of dollars monthly. Our objective isn't solely price reduction but highlighting the cost-effectiveness of our approach.

Imagine the impact of cleaning at 200-degree heat and 3,500 pounds per square inch—not just cleaning, but a sanitizing process driven by cutting-edge technology. Utilizing hot water units allows us to automatically sanitize and sterilize surfaces without additional chemicals. The intense heat effectively eradicates bacteria, microorganisms, and viruses, ensuring a thoroughly clean and safe environment. Remember, it's not solely about what you do but how you communicate it. By educating and demonstrating these benefits, you stand out in the eyes of potential clients.

In fact, Ron's implementation of this strategy saved one company over a quarter of a million dollars! Remarkable success stories that underscore the power of expertise and education in our industry. It's beyond providing a service; it's about time and money savings, along with creating a safer environment for all. Picture this: saving over a million dollars for a multi-unit company by optimizing their parking lot maintenance. Our deep cleaning unveiled a damaging chemical that was deteriorating their sealcoat. By introducing a safer alternative, we transformed their approach and saved a quarter of a million dollars annually.

Another significant win involved a leading restaurant group, resulting in an average savings of $700 per unit per month. That's millions saved for a single client! Rather than critique or jest about their methods, our approach was to step in as experts. Highlighting the vast potential for savings through education in maintenance services. The power lies in showcasing how our services enhance efficiency and reduce costs. Education is pivotal! Demonstrating how professional services significantly cut cleaning time and chemical usage led to substantial savings, such as $700 per unit monthly in a large restaurant chain, totaling millions.

In conclusion, it's all about embodying professionalism, sharing expertise, and empowering our clients through education and innovative methods, ultimately fostering substantial savings while optimizing operations.
Through education and our professional services, we not only trim chemical costs but also curtail labor expenses. Clients witness the tangible outcomes—pristine sidewalks and remarkable cost savings. Let's persist in leading by example and collectively revolutionize the industry! It's not merely about rendering a service but showcasing the invaluable impact of professional services in cost reduction and overall value enhancement.
Ron, I keep an eye on all your suggestions. Commercial sales classes, and even free ones, are something. I will not get tired of gaining new knowledge and skills.
Optimizing Client Relations!
Leveraging Comprehensive Vcard Notes
with a Robust CRM System

A CRM serves as a comprehensive repository for vital client data. It ensures seamless access to contact details and pertinent information. Feel free to utilize the sample when taking notes for each client and all the properties under their management. The template if to keep track of essential details for each client's proposal and follow-up process. If a client transitioning to a new company, their information remains intact within the system. It's crucial not to delete any VCard entries! Always update them if the contact's affiliation changes.

CRM facilitates meticulous tracking of proposals and client engagements. Use the notes section for specific details for each client and property managed. Commencing notes with a date and your initials maintains a structured record. Additionally, the CRM's lead categorization feature assists in prioritizing and organizing prospects. With consistent documentation of communication endeavors ensures thorough follow-up and interaction tracking.

Client & Property Management (VCard) Proposal Notes Template

1. Legal: Enter Legal Information
2. Cross Roads: Enter Cross Roads Information
3. Address: Enter Address Information
4. Anchor: Enter Anchor Information
5. Gatekeeper: Enter Gatekeeper's Name
6. Budget Date: Enter Budget Date
7. Thank You Note: Enter Thank You Note
8. Left Message: Enter Information on Whether You Left a Message
9. Cell Phone: Enter Cell Phone Number
10. Office Phone Number: Enter Office Number
11. Fax Number: Enter Fax Number
12. Email: Enter Email Address
13. Postcard: Enter Postcard Information
14. Unsolicited Proposal: This is an Unsolicited Proposal
15. Qualified: Enter Qualification Status
16. Relationship Maker: Enter Relationship Maker's Name
17. Proposal Mailed: Enter Date Proposal Was Mailed
18. Proposal Emailed: Enter Date Proposal Was Emailed
19. Demo: Enter Demo Information
20. Measurements: Enter Measurement Information
21. Grand Total: Enter Grand Total
22. 30 Day Follow-Up: Enter 30-Day Information
23. 60 Day Follow-Up: Enter 60-Day Information
24. 90 Day Follow-Up: Enter 90-Day Information
25. Initial Cleaning: Enter Information on Initial Cleaning
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Understanding Commercial Sales in Property Maintenance

An overview of the significance of property maintenance in commercial spaces. Aimed to educate the nuances of commercial property maintenance, emphasizing the significance of C.A.M. Fees, Triple Net Leases, and the Importance of Securing Ongoing Maintenance Contracts in the cleaning industry.

Explaining Common Area Maintenance (C.A.M.) Fees

  • Definition and explanation of C.A.M. fees in commercial properties.
  • Purpose of C.A.M. fees and how they contribute to property upkeep.
Triple Net Leases
  • Defining Triple Net Leases and their role in commercial property contracts.
  • Understanding the implications of Triple Net Leases on maintenance responsibilities.
G.LA. (Gross Leasable Area) and G.L.S. (Gross Leasable Space)
  • Differentiating between G.LA. and G.L.S. in property management.
  • How G.LA. and G.L.S. influence maintenance requirements and costs.
Targeting Clientele for Maintenance Agreements
  • Importance of securing ongoing maintenance agreements over one-time jobs.
  • Strategies for choosing the right clientele interested in long-term maintenance contracts.
The Significance of Ongoing Maintenance Contracts
  • Advantages of having a consistent roster of maintenance agreements.
  • How ongoing contracts benefit both the service provider and the property owner/manager.
Selecting Suitable Clients and Avoiding One-and-Done Jobs
  • Identifying the ideal clients interested in long-term maintenance services.
  • Reasons to avoid focusing solely on one-time jobs in the commercial cleaning industry.
Tailoring Services to Fit C.A.M. and Triple Net Lease Agreements
  • Adapting service offerings to align with C.A.M. and Triple Net Lease-defined scopes.
  • Strategies for providing services that complement these specific agreements.
  • Recapitulation of the importance of understanding C.A.M. fees, Triple Net Leases, and client selection in commercial property maintenance.
  • Encouragement for cleaning contractors to pursue long-term maintenance agreements for sustained business growth.
Join the Ultimate Hub for Pressure Washing Enthusiasts!
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Maximizing Client Relationships The Significance of Chasing Clients with C.A.M. Fees & Triple Net Leases (NNN)

With property management and commercial real estate understanding the intricacies of C.A.M. Fees (Common Area Maintenance) & Triple Net Leases (NNN) isn't just an aspect of financial transactions. This influential factor in securing sustainable and beneficial client relationships. More significantly, offering insights into how companies manage and allocate funds crucial for maintaining properties. Your Next Step of Importance Is Focusing on Clients Operating Under C.A.M. & Triple Net.

The importance of chasing clients operating under C.A.M. Fees & Triple Net Lease (NNN) is a combination securing contracts and in understanding their commitment to property upkeep. Utilizing allocated funds for maintaining and enhancing properties. The significance of these arrangements and engaging strategically with such clients, businesses in the maintenance sector can forge stronger relationships, deliver value! This shared goal forms the foundation for a mutually beneficial partnership focused on sustained property value and attractiveness.

  • The Basics CAM Fees & Triple Net Charges - C.A.M. Fees & Triple Net Leases are pivotal components in many commercial property agreements. They delineate the responsibility for maintaining common areas within a property and designate costs for expenses like window washing, pressure washing, landscaping, repairs, and other shared facilities. Triple Net Leases, goes beyond rent! The (NNN) Leases require tenants to cover additional costs like property taxes, insurance, and maintenance expenses.​

  • Understanding the Client's Perspective - Companies operating under these agreements, C.A.M. Fees & (NNN) Fees represent allocated funds specifically earmarked for property maintenance. Third-party entities are hired to manage and utilize the funds allocated within the 5-year reserve account for property maintenance is a common practice among companies operating under CAM and Triple Net setups. It's vital to recognize that this money doesn't belong to the property owner or shareholders but serves as a reserve specifically intended for property upkeep and enhancements.​

  • The Role of Pro Buyers in Utilizing CAM Funds - Enter the Pro Buyer, a specialized professional hired by companies to strategically manage and deploy CAM funds for property maintenance and improvement. individuals play a crucial role in ensuring that the allocated money serves it's intended purpose efficiently, contributing to the sustained quality and appeal of the property.​

  • The Business Implications of Chasing Clients with CAM Fees and Triple Net Charges - Chasing clients under CAM or Triple Net Arrangements merely is a sure thing for securing maintenance contracts! Your fostering mutually beneficial relationships. Relationship building with clients earns their trust and business. Companies operating under these agreements are committed to maintaining the properties they occupy, and building connections with them can lead to lucrative, long-term associations.

  • A Crucial Aspect of 5-Year Reserves - One Essential Aspect Most Overlooked is the Provision of a 5-Year Reserve for Property Maintenance. This reserve serves as a buffer, ensuring that funds are available for immediate repairs or significant enhancements, creating a sense of stability for both the tenant and property owner.​

  • The Power of Strategic Engagement - For businesses within the property maintenance industry, strategically engaging & catering to companies under CAM & Triple Net Setups can lead to various advantages. These include forging partnerships with pro buyers, showcasing expertise in property maintenance, and becoming a go-to entity for ensuring properties are well-managed and attractiveness!

Happy New Year from 1704230149550.png

💼Supercharge Your 2024 Success!

👔Join Ron Musgraves' & His Assistant Kris Meyer
For PWI's Commercial Sales Class!!!

💼FREE for ALL Cleaning Pros!

🌟 #PWs & #CommercialContractors Elevate Your Business for 2024!

🎓 Learn from the Best...Ron Musgraves,
Power Wash Expert & Owner of Pro Power Wash for 30+ Years!

📚Join Ron & Assistant Kris for Expert Guidance!
Attend the Weekly Wednesday Commercial Sales
Sessions at 10:00am Arizona Time!

📩 Please Message Kris Now to Join & Get Added to
The Class Exclusive Facebook Messenger Group!

#ReadRonsResponse #From2020Blog #Commercial Accounts #PWI

dives into Commercial Accounts! What a Game-Changer! In this *Blog he describes that without these types of accounts, he would be stranded without a paddle. Think about it! With residential jobs that mean waiting around. Waiting and hoping for a call about deck cleaning once or twice a year. That's not a reliable income stream. Instead, Ron has opted for a consistent lineup of commercial accounts. Always securing scheduled maintenance gigs that keep his teams hustling day and night.

Here are the Detailed Points Outlined

  1. The Value of Commercial Accounts
    • Highlighting the significance of commercial accounts over residential ones. While emphasizing the need for a steady flow of work to sustain a business.
  2. Strategies for Winning Commercial Accounts
    • Finding the right market for you and your business. Always prepare devising a strategic plan of attack.
    • Focusing efforts on corporate franchise operations for better success.
    • Getting listed on the National Vendor List for streamlined access to service requests.
    • Aiming for inclusion in the approved vendor list. Get provided access to internal directories and contract-based services.
  3. Overcoming Challenges
    • Proving value over simply offering lower prices.
    • Addressing payment-related hurdles. Get on the vendor list. Dealing with cash office managers' limitations on payments.
    • Clarifying misunderstandings when businesses claim to have in-house pressure washers. They are referring to their approved vendors.
  4. Gaining Traction
    • Engaging with one location within a corporation to establish a reference point.
    • Presenting at district manager seminars to educate them what exactly we do when we clean. Plus get a chance to gain the upper management's approval.
    • Building relationships over time with potential clients is crucial in the industry. You have to be understanding of their needs. While offering quality consistent service.
  5. Monetary Value of Commercial Accounts
    • Illustrates the financial benefit by citing an example of a long-standing commercial account. Focus on clients under C.A.M. that consistently generates revenue over the years. The money/payment is guaranteed compared to sporadic residential jobs.
  6. Approach and Tactics
    • Advocates proactive engagement with potential clients by knocking on doors. Start utilizing personal experiences as a customer.
    • Emphasizes persistence and patience in building relationships with clients.
    • Advises against hard selling! Instead focusing on educating customers about services.
  7. Get on the National Approved Vendor List
    • Outlines the process and significance of becoming an approved vendor for large companies.
    • Distinguishes between different vendor requirements (temporary cash vendor, regular vendor, approved vendor) and the implications for the business.
  8. Payment Process
    • Explains the payment procedures for approved vendors, including invoicing methods and specific guidelines for different corporations.
  9. Key Commercial Sales Takeaways
    • Emphasizes the importance of relationships, trust, and persistence in securing and maintaining commercial accounts.
    • Stressing the need for ongoing education and adaptability to meet client needs.
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The National Vendor List stands as a pivotal roster for pressure washers and cleaning contractors, providing unparalleled exposure and credibility. Inclusion in this directory holds the potential to amplify visibility, draw in a broader clientele base, and pave the way for high-value contracts. To secure a vendor number, meeting prerequisites such as proper licensing, insurance coverage, certifications, and a proven history of top-notch service is imperative. Being listed on this roster holds paramount importance within the industry, presenting professionals with a gateway to broaden their horizons, earn trust, and unlock abundant opportunities. Its significance is unparalleled in bolstering success within the industry.

Meeting these criteria demonstrates professionalism, reliability, and commitment, ultimately increasing your chances of being listed on the National Vendor List.

To get listed on the National Vendor List here are several key elements:

  • Licensing and Insurance: Ensure you have all necessary licenses and insurance specific to your area and the services you offer. It's a crucial step to showcase professionalism and compliance.
  • Certifications and Training: Obtain relevant certifications or training that validate your expertise in pressure washing or cleaning services. These certifications demonstrate your commitment to quality and best practices.
  • Track Record: A solid track record of successful projects, satisfied clients, and positive reviews can bolster your application. Building a portfolio showcasing your work can greatly enhance your credibility.
  • Compliance with Standards: Ensure adherence to industry standards and regulations related to safety, environmental concerns, and quality control.
  • Business Documentation: Prepare necessary business documents such as tax identification, permits, and any other official paperwork required for vendor listing.
  • Application Process: Follow the specific application guidelines provided by the National Vendor List platform. This may include completing forms, providing references, undergoing background checks, and paying any associated fees.
  • Continual Improvement: Commit to ongoing education and improvement in your services to maintain your position on the list and attract more opportunities.
The National Vendor List Application Process
  • Registration: Start by registering on the National Vendor List platform. This might involve creating an account or profile where you'll input your business details.
  • Documentation Submission: Provide required documentation, such as licenses, insurance certificates, certifications, and any other requested paperwork verifying your legitimacy and qualifications.
  • Application Form: Complete an application form that details your business, services offered, areas of expertise, past projects, and any relevant experience.
  • References and Background Checks: Some platforms might request references or conduct background checks to verify your track record and credibility.
  • Review and Evaluation: The submitted information undergoes review by the platform administrators or evaluators. They assess your qualifications, compliance with standards, and overall suitability for listing.
  • Fee Payment: Depending on the platform, there might be an application or listing fee involved. Ensure any required fees are paid to complete the process.
  • Approval and Listing: Once your application is reviewed and approved, your business will be listed on the National Vendor List, providing exposure to potential clients and opportunities. Understanding and fulfilling each step of the application process accurately and thoroughly increases the likelihood of a successful listing on the National Vendor List.
Here are some more highlighted some key points about the importance of being on the National Vendor List. It's critical for ensuring payment for services rendered and being eligible for contracts with various companies. The process seems meticulous, involving specific documentation, interviews, and meeting stringent criteria.

National Vendor Key Points
-Importance of the Vendor List:
Being on the National Vendor List is crucial for getting paid by companies and being considered for contracts.
-Process Overview: The process involves filling out necessary documentation, undergoing interviews, and meeting various criteria set by companies.
-Interview Preparation: Contractors need to prepare for specific interview questions, especially regarding any affiliations with employees within the company.
-Investment and Caution: There might be investments required to get on the list, but caution is essential to avoid pitfalls like giving gifts or gratuities, which can lead to serious consequences.
-Company Relations: Building relationships within the company or with individuals who can assist in getting on the list is beneficial.
-Specific Company Practices: Different companies may have specific processes, such as daily cash office limits or designated training locations for managers to hire vendors.

-Understanding these nuances and adhering to the procedures outlined by companies is crucial for contractors aiming to be part of the National Vendor List and secure contracts.
The Strategic Imperative of Securing Commercial Sales in CAM-Controlled Locations with a 5-Year Reserve. The Hidden Power of Long-Term Maintenance Accounts for Lasting Success!

In the commercial realm you are identifying locations governed by C.A.M. (Common Area Maintenance) accounts with a 5-year reserve is a strategic imperative. This approach not only ensures a steady stream of work. It also provides financial stability and long-term business growth.

The importance of finding locations controlled by CAM with a 5-year reserve is not just about securing contracts. It's about laying the foundation for sustained growth, financial stability, and building lasting relationships in the competitive commercial cleaning industry. This strategic approach positions businesses to thrive in the long run by mitigating risks and capitalizing on opportunities for expansion and excellence in service delivery.

**1. Definition of CAM-Controlled Locations**

- **CAM Accounts Defined**
CAM accounts are financial mechanisms used in commercial leases to allocate costs for maintaining common areas shared by tenants.

**2. Significance of CAM-Controlled Locations**

- **Predictable Revenue Stream**
Establishing contracts with properties under CAM ensures a steady and predictable revenue stream for commercial cleaning businesses.

- **Long-Term Commitment**
CAM-controlled locations often involve multi-year leases, providing a stable client base for an extended period.

**3. Importance of a 5-Year Reserve**

- **Financial Stability**

A 5-year reserve in CAM accounts indicates financial stability, ensuring that the property has allocated funds for ongoing maintenance and cleaning services.

- **Business Planning**
Knowing that a client has reserved funds for five years allows for better business planning, resource allocation, and growth strategies.

**4. Strategic Advantages for Commercial Cleaners**

- **Contract Longevity**

Securing contracts in CAM-controlled locations with a 5-year reserve provides commercial cleaners with a prolonged and stable working relationship.

- **Reduced Business Risks**
Long-term commitments mitigate the risks associated with client turnover, creating a buffer against market fluctuations.

**5. Streamlined Operations and Investment**

- **Efficiency in Planning**

Having a clear understanding of a client's commitment through CAM accounts allows for more efficient operational planning and resource allocation.

- **Strategic Investment**
Businesses can strategically invest in equipment, training, and staff development, knowing there's a consistent demand for their services.

**6. Establishing Partnerships and Trust**

- **Building Long-Term Relationships**

CAM-controlled locations foster long-term relationships, enabling commercial cleaners to become trusted partners in the property's maintenance.

- **Increased Referrals**
Satisfied clients in CAM-controlled properties are more likely to refer services, expanding the business network.

**7. Leveraging CAM Accounts for Growth**

- **Upselling Opportunities**

Businesses can leverage their track record in CAM-controlled locations to upsell additional services, contributing to overall revenue growth.

- **Expanding Service Offerings**
As the client's needs evolve, commercial cleaners can expand their services, further solidifying their position within the property.

**8. Mitigating Market Uncertainties**

- **Resilience in Economic Downturns**

CAM-controlled locations often demonstrate resilience during economic downturns, offering a buffer against market uncertainties.

- **Adaptability**
Businesses can adapt and tailor services to meet the evolving needs of CAM-controlled properties, ensuring continued relevance.
Mastering Commercial Sales Skills for
Pressure Washers & Various Cleaning Contractors

In commercial pressure washing and cleaning contracting,
success hinges on more than just skill with a power washer.
It requires mastering the art of proper salesmanship. Take this
into consideration especially when dealing with big-box companies.
In this comprehensive commercial sales class we'll explore
essential aspects of commercial sales skills. Start learning different
strategies, and drawing insights from real-world contractor experiences.

Vendor List Interview
When seeking contracts with large corporations you
may be subjected to a rigorous vendor list
interview. This process typically involves questions aimed at determining
your affiliations and connections within the company. Be prepared
to answer inquiries about relatives or acquaintances working
for the organization. Honesty is crucial! Even distant
connections can raise concerns about insider trading.

FTC Involvement
Large publicly traded companies fall
under the purview of the Federal Trade Commission (FTC)
due to shareholder protection. Compliance with FTC rules
and regulations is essential to maintain the integrity of these
companies. Property managers oversee the maintenance contracts.
They are cautious not to jeopardize their positions
by engaging in any unethical practices.​
Contractor Experience
  1. Clarity in Proposals: A common pitfall in the pressure washing business is misunderstanding project scopes. Ensure your proposals align with the client's expectations. Be specific with areas to be cleaned. For example storefront sidewalks and concrete surfaces.
  2. Regular vs. Occasional Cleaning: Distinguish between regular and occasional cleaning needs. Storefronts often require monthly maintenance. While back areas may be cleaned quarterly, semi-annually, or as needed.
  3. Expanding Client Portfolios: Always be on the lookout for opportunities to expand your services to existing clients. If you discover additional properties managed by a client. Then submit separate estimates to address their unique needs.
  4. Demonstrations: The power of demos cannot be overstated. Conducting a compelling demonstration in front of property managers can secure contracts. Record high-quality demo videos and share them to win over clients
Mastering Demo Videos!

Creating effective demo videos is crucial to your success as a contractor. Mastering commercial sales skills as a pressure washer and cleaning contractor is a multifaceted journey. With diligence and with the a commitment to continuous improvement. Focus on delivering outstanding demos. Start to navigate the challenges and secure lucrative contracts in the competitive world of commercial cleaning.

Tips for Impactful Demonstrations...

  1. Use a Tripod: Invest in a sturdy tripod to ensure stability during video recording.
  2. Ideal Duration: Aim for demo videos lasting 11 to 19 seconds, focusing on the cleaning process.
  3. Capture Key Angles: Record from overhead and capture landscape shots for a comprehensive view of your work.
Weekly Homework: Consistent improvement is key to success. Complete weekly tasks with measuring two retail plazas, writing unsolicited proposals, and creating short demo videos. Please post these videos on the Commercial Sales Facebook Messenger Group. Get Experienced Professional feedback and guidance from Ron. Practice & Repeat!

Closing the Deal: Demonstration videos and photos are invaluable tools. Property managers often use these materials to secure approval from their superiors for hiring contractors. Avoid asking for permission. iInstead, take action and provide potential clients with a taste of your expertise.

Focus on Storefront Sidewalks: Storefront sidewalks should be your main focus when submitting proposals. Keep these separate from other cleaning jobs, such as dumpsters or back areas. Ensure clarity and professionalism in your proposals.

Starting Out: Begin your journey in the industry by offering 30-day maintenance proposals, emphasizing storefronts. As a professional, identify the areas that need regular cleaning. Then propose a monthly maintenance plan.