PressurePros

Jon, you beat me by a minute.

Positively not true. Statistics show that 60% of follow ups are converted. You leaving too much money out there. I try to do my estimates in the early evening and Sundays. If I cannot meet with the homeowners or in a case where I cannot close the deal, I call back and say, "Mr Smith, Ken Fenner, Pressure Pros. I just wanted to give you a courtesy call and see if you had any questions I could answer for you". Again, it's about dialog. You know how many times I have heard, "Hi Ken, I'm actually glad you called.." Listen to Phil Rea's A Close For Every Situation here http://www.marketsharp.com/experts/audio/ You southern guys will love him. There are many recodings on that page that everyone should listen to if you want to make more money this year.

I will not even begin to pretend I understand the chemistry, I will only speak of real world experience. The bleach changes the characterisitcs of the way the wood accepts color. I have had a couple of situations where I used a percarb product to strip a very worn sealer. In one spot, underneath an overhanging tree there was heavy mold growth. I mistakenly cleaned only that area with bleach (diluted to maybe 2%). That area showed up very prominently after sealing. The sealer used was Deckscapes, semi-trans, oil, Cedar Bark tint. Three months later not only did that area still appear differently toned it was also markedly faded. The entire deck was treated with oxalic after I did the spot treatment. I chalked it up to user error after reading so much about bleach being used by some of the good deck resto guys here.. Forward to last season. I decided to give it a try again. Older pressure treated (CCA) lumber. Did the entire deck in bleach about 4% dilution. Sealer was Sikkens SRD. The best word I can describe the finish is "blotchy". Uneven absorption. I am not quoting science but instinct. Bleach imparts unnatural whitening to the wood. Is it any more or less harmful to the wood? I don't know. Both camps have valid arguements. I think it comes down to learning technique. Though I cannot figure out what I could have done wrong (maybe I should not have neutralized the bleach?) I have to figure I did something incorrectly. Another train of thought is the type of finish applied determines the final results after using bleach to "clean" a deck..

God has a way of making things happen. Look at it this way. I have read your posts over the winter. You have done your research. You have one season under your belt. You have some capital to work with (as attested by your thought of sending out 5000 mailers) An entrepreneur takes the plunge and if he is smart makes it worthwhile. You're ready! I know it's easy for me to say this as I am not the one in turmoil right now. Scrutinize both your business and personal budgets. Trim where you can and spend your dollars where they will do the most good. If mailers are effective for you, run with them. If you have never done them maybe try splitting your campaign into three mailing at a very targeted demographic. Barry, this couldn't have happened at a better time. The season is about to kick into high gear. Have faith, do the legwork and all will be provided. Best of luck to you in these tough times.

You always have to address buyer's remorse at the end of your sale no matter what you are selling. Make them excited that they hired you. Make them anticipate the results with eagerness. "Okay, Mr Smith, I'm happy to have you on board as a customer. I'm a bit of a perfectionist and I put attention to detail into every job I perform. After the 14th you'll be able to look out your window and see the beauty of restored wood and know that it will last you longer by having us take care of it for you." I have never had anyone call back to outright cancel a job. In print it seems like a hard sell but there is a bunch of small talk and joking in between the lines. Sales is a bit of an art. I have learned a lot from some excellent mentors. There are still times when someone will surprise you and you will flounder. But by utilizing what I was taught, I have a very good close ratio. The customer does sign a commitment/contract at the time of sale but I would never bind someone to it.

Have Chip Foose overhaul it. Or better yet, have MTV's Pimp My Ride hit it. The car will run 20's in the quarter mile though because it would end up having ten TV screens and 6 subwoofers. Cool little car. I saw one with a blown 440 shoe horned in there once. It did wheelies and shook the ground. Nothing like the sound of good American muscle.

Mike, that about sums it up. If I am doing an on-the-spot estimate it goes like this: 1) Show up on time, dressed properly. 2) Introduce myself with a smile, looking them in the eye. The first thing they get is a business card. 3) When we get to the deck I ask them some leading questions and listen to their answers so I can determine their expectations. Some of those are: • Have you ever hired a deck restoration service? (I tell them about PressurePros background, insurance, references etc. I plant my first seed about custom color tinting) • Do you have any children? (Do I need to sand where little hands will be) - Be concerned and offer to go above and beyond for someone's children. It goes a long way towards trust. • Have they ever tried to tackle the job themselves? This usually gets a great reaction where you can throw in "If you're like me, Mr Smith, you'd rather be spending time with your family on a weekend instead of slaving over a deck restoration. I know you're time is more important which is why I'm here. I can take away the maintenance issue so you and your family can just enjoy your deck without worry. • My first closing statement.. Are we on a timeline, Mr Smith or would you be okay with putting your project into the first available time slot? The reason I ask is, I can save you a bit of money if we aren't trying to fit you in between other scheduled jobs. 4) Next piece of literature is a brochure explaining about wood care. I ask them to feel free to browse through it and also our 'before and after' picture portfolio while I take measurements. 5) When done measuring I ask if there is someplace we can sit down. I explain my findings and then propose a course of action. I try to use layman's terms while explaining the use of detergents over pressure, proper pH balance, deburring etc. My proposal is detailed with a breakdown of prep, sealing and materials with associated costs for each. I like the customer to see that $350 of their estimate is materials and that I am actually charging less for sealer than they would pay for a gallon of Cabot's at a paint store. This is the pivotal point ..... I keep dialog open and begin to ask for the sale (never yes/no questions): 1) "Mr. Smith, what concerns do you have about having your deck restored? I want to be certain I address all of your questions" 2) "As I mentioned earlier, we us custom color tinting to match your deck to the rest of your property. Which of those before and after pictures really caught your eye?" - "I agree with you Mr Smith, I am particularly proud of that job. It really came out nicely. That tint would look great on your deck and would match your siding" 3) I pull out my scheduling calendar. "Lets see when we can get out here and restore this deck to like new again. It looks like we are about 2 weeks out. I have Monday the 14th or Wednesday the 16th to begin. Which day is better for you?" Sometimes I encounter an objection here such as: "I want to get another estimate". This is where 99% of salespeople falter. If you leave here, all you have done is educate the customer and allow a guy with stronger closing skills to come take the job. The key to overcoming objections is to keep the dialogue open. My reply is, "Mr Smith, you certainly have the right to get another estimate but my concern is for your deck and for those little hands that can get splinters from improper cleaning technique. I know I wouldn't want to roll the dice when it comes to my kids' safety. Not everyone out there relies on low pressure and quality materials to get the job done. I can tell you what I offer is a premium service and it isn't for everyone. If you want your deck to look and feel like it was built yesterday I can do that for you. If you want your deck to look better, last longer and be something you enjoy, I can do that for you." Then I shut up and wait for his next comment. It is an unexpected pause in the conversation and he knows he now has a decision to make. Hire this guy in front of him whom appears professional, knows his stuff, is confident in what he does and has pictures to back it up or, go through this whole process again with someone whom may not be as qualified. What would you do? I'll try to post more objections and overcoming them as this post grows. I would also love to hear how you guys get past the usual homeowner "stalls"

Did anyone else send him an email? Since the "bleach" thread is gone it's back to the quiet status quo. We need a new target. The firing squad is locked and loaded. Bring on Inspector Misinformed. On the other side of the coin, he has a right to his opinion and unfortunately his opinion is shared by a good percentage of the public. He does mention low pressure housewashing, so he knows there is a technique that is effective. In his market there may not be any professional exterior cleaning companies, so he hasn't seen what can be done. He made some valid points about potential damage (the nipple thing was strange). Every day he looks at and evaluates various structures looking for issues. I imagine in his day, he has seen plenty of pressure washer/vandals at work. My very first house, before I even knew about message boards, soaps, X-Jets, etc was a stucco house I cleaned with 3500 psi. The stucco, thank God, was extremely durable but I'm sure I compromised some of its integrity. Now, put yourself in his shoes. Every day you see damage caused by a pressure washer in some shape or form. I can understand how someone would get a little bitter.

I don't do that but I do pay myself back for large capital influx into PP,inc with interest. I wish I could make some money so I wouldn't have to keep loaning the corporation money. Anyone have any tips? I think PressurePros may need the help of KF Enterprises business consulting.

You get what you pay for either in quality or customer service. We try to convince our customers how much better we are, how much better our equipment is, how they should pay us more to do the job right, then we order from companies like E-spec that are everything opposite of how we conduct ourselves. Not directed at you, Michael, as you were lured in with fraudulent advertising. E-spec is a joke.

The whole weekend ended up crazy on my end too. By last night everyone had a fever, cough or some symptoms of whatever Christine's niece has. I'm crossing my fingers, I can't get sick this time of year. I can't believe you got poisoned. Where did you eat? Just so I know where to cross off on my 'Ken does the city' tour. When you come up nxt month we'll go Sopranos style in a place in South Philly. Great food and every now and then you see a face you recognize from the news. Hope you and the wife feel better soon. Gimme a call when you get a chance.

Mike, you are mixing oil and water so of course the oil wants to fall out of suspension. If you "spread" the product with water, you have to be sure to keep it stirred.

I speak to Russell, the ESI representative at least four times per week calling from 8 am until 8 pm and I have never had a situation where he did not answer the phone. 636-288-8512 is his direct number. Mike, some questions for you. Are you using ESI's tints or other universal colorants? The plastic pippettes I use for measuring Russell enclosed when I ordered tint. I don't have one in front of me but I believe they are 3 mL. You have to use black very sparingly. Three ml of black will change the tone noticeably in a single gallon so while you are experimenting with a gallon or less you have to add slowly and chart your results. The red is much more forgiving. Somewhere on this site are the formulas you asked for, I apologize for not having direct links for you. If I talk to Russell today I will be sure to pass along your message to him.

Only when you make a profit :lgmoneyey

If you know your income will increase exponentially from a capital influx I say go for it. No large business would be where it is without leveraging. Choose your source of capital wisely and have a plan B. Where would the income be generated to cover the loan paymens if you were to become incapacitated? Make sure you have disability insurance. Also keep in mind that the first phase of expansion to additional crews rarely generates that much more income. If you don't mind me asking, what are your expansion plans?

Alright scott, I'm last on your tour. We'll meet you somewhere in the city after your sightseeing tour.

How dirty? Do you have hot water? Using chemicals? How desperate are you for work? I would bid about $2k.

How does a homeowner know if you are a capable carpenter? I am having a hard time believing you detail for the customer exactly what your profit structure is built upon.

The more cubic inches the more grunt you are going to have at low rpm (torque) For the money, torque and longevity you cannot beat a diesel. I think Chevy's is 6.6L. You can retrofit an aftermarket system from Gale Banks or BullyDog that will let you spin a knob to determine whether you want fuel economy or a tire shredding 650 ft/lbs of torque.

Perfect! It doesn't get any better than that.

Hours. Once it's mixed you should use it up as quickly as is possible.

I have a question. Is it possible to increase the draw through a downstreamer by intentionally using an undersized unit? I have a 5.5 gpm and 4 gpm machine. Can I use DS'ers rated at 3-5 gpm and 1-3 gpm respectively? I am looking to increase draw without sacrificing flow. I'm guessing this would be too easy and would have negative effect but I figured it was worth asking.

Too far north for me or I would help you out, Scott.

Sounds good to me, the last line maybe could use a fine tuning but your presentation outline is a good one. Incorporate feature/benefit statements like: Feature: I use high quality, contractor grade cleaning and sealing products not available at home centers or paint stores Benefit: Your deck will look like new. You save money because my finish lasts longer than a consumer grade product you may see in a magazine or store shelf. Feature: I customize the color of my sealant for you based upon the tone you are looking for. Benefit: You don't have to spend time agonizing over paper color charts. Feature: Because of the specialized formulation of sealer I use I am able to complete your entire service in one day. Benefit: You can be out enjoying your deck sooner instead of waiting for a contractor to return when the weather is perfect. Maybe add: "Before I started using Wood Tux, there were times when I would have to wait weeks to finish a deck after I cleaned it" Close with: "Mrs Smith, wood restoration is an art. It's a true labor of love for me. I cannot claim to give you the lowest price, but what I can guarantee is a project that will be completed on time, on budget and exactly as I've promised." After you make that statement look into her eyes and just smile saying nothing. Nine times out of ten the homeowner will give you a smile of resignation that says "you got me". Break out your book and get that job scheduled.

Now you have me curious ...