Articles by Steve Toburen

Ask Steve: How Should I Define “Success?”

A huge trap is when we allow other people to define our success.

"Success is going from failure to failure without a loss of enthusiasm." - Winston Churchill


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Ask Steve: How Can I Avoid Losing Customers that Want Immediate Cleaning?

One danger of trying to meet every client’s last minute demand is loading your people up with too much overtime

Breakdowns, emergency water losses and last minute same day requests do happen ... a lot.


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Ask Steve: Is it Better to Sell Carpet/Flooring or Form a Referral Partnership?

 When I had my carpet cleaning and restoration services operation we just never could make sense out of doing our own retail carpet sales. 


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Prepping the Job (And Your Client)

“Before anything else, preparation is the key to success.” –Alexander Graham Bell (1847-1922

Any woodworker will tell you that 90% of their project’s success is based on preparation. Everything from matching the grain to squaring the pieces to the final sanding - miss one step and your project will be ruined.


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Ask Steve: How Can I Best Prepare to Sell My Business?

Remember that selling your company should be just one part of your well-balanced personal investment program

 One dirty little secret of our industry is most carpet cleaning companies never sell… they just wither away. 


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Ask Steve: How Should I “Sell” Commercial Jobs - Low Cost or Quality of Work?

Don’t automatically assume that someone asking for a better deal is only focused on price

I discovered that many managers don’t even know for sure what they pay and are more interested in reliability, a proven track record and a burden lifted off their backs


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Ask Steve: How Should I Manage an Outside Salesperson?

On commission structures, sales systems and holding salespeople accountable.

Your sales system should include scripts, audio and video sales aids, a proposal template, paperwork for setting up the account and, of course, a pricing guide so your salesperson can write the proposal profitably


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Ask Steve: What’s the Best Way to Handle Back-Stabbing Contractors?

I formed a strategic partnership with a quality structural contractor in my area

Here are some things to look for in a structural contractor strategic partner:


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Ask Steve: Should I “Follow Up” on my Commercial Bids?

Never leave your prospect without determining your next action

You've already made the big investment in an on-site inspection and have already worked up the proposal.


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Just Git’er Done! Part I: On Website Development and SEO

“Above all, don’t lie to yourself…” Fyodor Dostoyevsky

No one is a better (or more prolific) procrastinator that me. And it is no secret that putting things off in business can be bad. But there is a much more insidious danger out there than procrastination!


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Multimedia

Videos

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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.

1/27/15 2:00 pm EST

Grow Your Business and Improve Operations with New Payment Technology

Attend this free webinar to learn how new developments in payment technology can help you close more jobs, increase upselling opportunities and improve operations.

Podcasts

The winter slow season is a great time to pursue commercial cleaning accounts and stay busy. John "the Hitman" Braun solicited questions from thousands of cleaners across the country regarding their questions on commercial cleaning accounts and answers them in this episode of the show.
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ICS Cleaning Specialist Magazine

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2014 Nov/Dec

The Nov/Dec ICS features content on how to get better meter readings, a roundtable on truckmount development, neighborhood marketing and more. Also included is the annual Buyer’s Guide and Directory.

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Janitorial Work

In addition to residential and commercial carpet cleaning, do you do any janitorial work on the side?
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THE ICS STORE

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The Carpet Cleaner's Book of Unlimited Success! (ebook)

Don’t worry about the recession or about your competition.  Now you can be the owner of over 400 ways for carpet cleaning professionals to make more money and get more jobs!

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ICS DIRECTORY AND BUYING GUIDE

Director_Buyer.jpgThe premier resource and reference guide for the cleaning and restoration industries.

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STAY CONNECTED

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TRUCKMOUNT EQUIPMENT AND ACCESSORIES GUIDE

Truckmount.jpgEquipment listings and specifications from the leading industry manufacturers.

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