Articles by Steve Toburen

Ask Steve: Should I Ask Permission to Park in the Customer’s Driveway?

The goal here is to stage manage the entire “getting to know your client” process to consistently produce as many positive moments of truth as possible.
By Steve Toburen
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No one is going to refuse you permission to park close to their house. However, by you asking permission, the homeowner feels in control and this is very important.


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Ask Steve: How Can I Fend Off a New Competitor Who is Trying to Steal My Customers?

Stay the course, don’t panic and focus on branding your company is a start.
By Steve Toburen
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 More years ago than I care to remember, a new carpet cleaner came to my town. I met him, and while he was civil to me, I could tell he was both intensely competitive and very insecure. Bad combination! I'll call him "George." 


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Ask Steve: What’s the Best Way to Get More Commercial Carpet Cleaning Accounts?

It can be intimidating making sales calls and meeting with company executives about your services.
By Steve Toburen
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I was scared to death when it came to making sales calls on people twice my age and twenty times my income! And yet I personally developed virtually all of those almost $400,000 per year in regular commercial accounts!


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Ask Steve: How Big Should I Get?

The absolute worst business model is to be "in-between."
By Steve Toburen
One Comment

Let’s look at your two big options going forward:


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The More Things Change the More they Remain the Same

“Imagination plus innovation equals realization.” — Denis Waitley
By Steve Toburen
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Yep, your resident curmudgeon Steve Toburen weighing in here with his usual contrarian view.


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Ask Steve: Why am I Not Making the Money I Thought I Would?

If you were like me in the beginning, you determined what the “going price” was and then charged a little less. Wrong!
By Steve Toburen
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If you aren’t making a decent living after 18 months in business, it can only be one or more of these three problems: A) You aren’t charging enough, B) you aren’t doing enough volume or C) you are expecting too much too soon. 


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Ask Steve: How Can I Keep my Techs from Doing “Side Work?”

Let’s analyze how to make it difficult to steal from you
By Steve Toburen
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So how do you stop this thievery? The short answer - you can't. Not completely. You can and should make it harder to steal than not steal, but in the final analysis many techs currently are doing it. 


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Ask Steve: How Can I Convert a Good Account into a Regular Maintenance Contract?

With the production speed of encapsulation you have tremendous room to discount if they sign up on a regular program
By Steve Toburen
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One of the best things I ever stumbled into was giving business managers that requested a “How much to clean these carpets?” quote from me at least three price/frequency options.


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Ask Steve: As an Owner-Operator, What Should I do Now to Retire in the Future?

It's much better to be reflecting on retirement questions at 37 than to start thinking about this stuff at 57
By Steve Toburen
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Never let anyone else define your vision of success.


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Ask Steve: How Can I Get Maximum Results from Exhibiting at a Home Show?

Early on in my career we discovered the value of home shows
By Steve Toburen
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When you exhibit at a home show you are face-to-face with thousands of prospective customers.


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The 2014 Experience Conference and Exhibition

A look in photos at the 2014 Experience Conference and Exhibition, which was held from April 24-26 at the Embassy Suites Convention Center and Spa in Frisco, Texas.

Podcasts

Don't underestimate the value of a good Internet marketing plan. In fact, if you do this right, it's not uncommon to see ROI along the lines of 30-to-1. Here's a look at 27 free and low-cost tips that you can begin implementing within your cleaning business today to drive more business.
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ICS Cleaning Specialist Magazine

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2014 August

The August issue of ICS features stories on carpet mold, good training, marketing for cleaners, traffic lane cleaning, and cool products.

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Social Media

Social media is a good way to regularly keep in touch and interact with current clients and reach potential ones. What social mediums do you use in your cleaning/restoration business?
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THE ICS STORE

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Get Paid! (ebook)
Over 30 authors – over 40 articles…from attorneys, contractors, consultants, instructors and others, both inside and outside the restoration industry. R & R, C & R and Cleanfax, opened their archives and gave us the best they had, other chapters were created just for the “Get Paid!” book and its readers. And every one of them has ideas for how to get paid what you are owed.

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ICS DIRECTORY AND BUYING GUIDE

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TRUCKMOUNT EQUIPMENT AND ACCESSORIES GUIDE

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