Articles by Steve Toburen

The More Things Change the More they Remain the Same

“Imagination plus innovation equals realization.” — Denis Waitley

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!

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

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

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

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

When you exhibit at a home show you are face-to-face with thousands of prospective customers.


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Ask Steve: When Should I Move My Cleaning Business Into Commercial Office Space?

The worst is to wind up in the middle as in “too big” for your house but “too small” for a separate off-site office

Give serious thought to the advantages of buying your own property and becoming your own landlord.


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Ask Steve: When Should I Tell the Customer About Adding Protector?

as long as you deliver at least as much as you promised for the price you promised, there is nothing wrong in giving additional options in the home.

 I “promote” protector because I believe it is in your best interests to sell and apply this product.


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Ask Steve: Am I Wrong to Do Over-the-Phone Pricing and Booking, Compared to In-Person Estimates?

When pricing over the phone, you have a double challenge.

Investing your time for maximum return is very important. In fact, at no time in your business will your time be more important right now than during your start-up phase. 


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Ask Steve: Should I Sell Tangible “Add-On” Items in the Home?

Remember that the average tech has very limited selling skills

We used to putz around with selling spotter kits, groomers, entrance mats, vacuum cleaners, (and bags for them) plus furnace filters, etc.


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Multimedia

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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

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TRUCKMOUNT EQUIPMENT AND ACCESSORIES GUIDE

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

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