Shocked at Real Estate Companies

[Richard R.]

I've been having problems getting the attention and interest of the real estate market in my House and Concrete Washing service.
I have never seen a more stubborn group of people in my life.
I'm not even sure the word stubborn is the right word. I expected the real estate people in my area to be more competent than they are.
Maybe it's not them at all. Maybe I'm just going about it the wrong way.
I have given them flyer after flyers, but can't seem to get their attention. The lack of interest they show when I go in to their business, I don't think I would ever get a chance to speak to them in one of their meetings.
I really hate saying this, but the real estate brokers in my area have this "Holier than thou" attitude.

I just believe in most cases, the Power Wash Industry can save their clients more money than anyone one in the chain of buying and selling, and I truly believe I could make their sells go quicker.
The other day, I washed a large house for a painter that he was painting on the behalf of a real estate broker. The house was so black with mold and mildew that it looked as if the house had been burned. My cost was a little over $300.00 for this 2800 sg ft home (living space that is). The painter charged about $2600.00 to re-paint the home. After I finished the home, it looked as if the house had just been freshly painted. The painter came by and said, "I need to hurry and paint this house before the real estate broker comes by to see it." "They will not want me to paint it now" It was clear that in the most part, the paint was in tip top shape and the home no longer needed painting, with the exception of the facial boards on south end of the house.
This home owner was going to pay about $1800.00 more than what this job was worth. Since I didn't initiate this deal, I couldn't tell the broker or the client without causing an enormous amount of problem and shooting myself in the foot.
I have tryed several times to get the many Real Estate Company's attention, but none of them will hear me out.
They act as if the don't even exist. I think it would take an act of Congress for these folks to open their eyes and allow me to speak to them. This market would probably be one of the biggest help to my business, but it would help them as much or more.
How do I get their attention without begging to speak at their meetings?
Any help will be appreciated.

Richard R.

 

[Mike Hughes]

Be persistant.

 

[Dan Flynn]

Begging just might help. Let them feel superior. I agree with you. I don't think it would be that great in all area's. But places where mold is bad it definitely would be.

You know that Texas is my new home. So I know what you are talking about. That results are really amazing and definitely would make a difference in the sale of the property in price and time.

I have done about 5 jobs for 2 agents. That connection came from the purchase of my home when I moved here. The amount is around 3 grand from those jobs. Times that, plus walk ups and referrals with just ten sales agents and your doing pretty well.

In this area, I can talk in front of them with a certain company if I advertise in there monthly magazine. The cost is 150 I think. So look into that. I think I will as well.

Like you said. It cost them nothing, even if it increased there chance of sale by 1%, hey that 1% better than before you got involved. All they have to do is say the word and the customer will run to the phone and call you. Then when you get referred, you can name your price. Because they trust the agent.

Keep after them. Get one and they might put you on the contractors list. I picked up 2 jobs that way. The first was for another agent, at her own home. Then a week or 2 later I did a job for one of her customers.

 

[David Saulque]

I would say that the agent/broker is looking at the PW as a expense, thus it comes off the bottom. If it were me & faced with this situation--- go to the seller. I would think that the seller is the motivated one and would be open to the sales pitch-then I would put a just washed sign in the front yard so everyone would see. Just my two cents.

David

 

[ParadiseProWash]

I talked to a friend of mine who's wife is a real estate agent and this is what I was told. He said that if I were to wash a house for them, The money would come out of their pocket. They would get the money back at closing but up front it came out of their pocket. They get I believe about 3 to 6 percent. If another agent sells the house and yes they can then you can cut that percentage in half. I believe this is why they are so scared to invest more money into a piece of property. I have been asked by several real estate brokers about roofs. I do believe they will pay for that. I am thinking about getting the pitch witch and an extension wand as soon as I can afford one. My sister works for a real estate agent and her boss has asked about roofs but sais that they usually dont wash the houses that they leave that up to the buyer. He has let me put my business cards there but I have not received any calls.

My business is way down I just dont know what is going on unless the economy is hurting it. I have stopped getting calls and am having to make cold calls. I have found out that most banks have a cleaning company that does everything inside and out. Ouch that hurts I called ten differnt banks and got the same answer. I have trouble getting commercial jobs I dont know why. Any advice would be welcomed.

 

[David Saulque]

You know, when times are good -that is when you make your cold calls. That is the key-in good times they HAVE the money. The cold call is the master key to this biz.

David

 

[Jon]

I mailed, faxed and paid personal visits to all the Real Estate offices around here.

Not one cared about how clean the outside was unless it needed painting.

They did not even care about oil on the driveway, my personal opinion is like David said, they consider it an expense and one not worth dealing with.

I don't waste my time trying to gain their business anymore.

Now property management companies is another story, I want their work.

 

[Mike Hughes]

Originally posted by ParadiseProWash
. I have found out that most banks have a cleaning company that does everything inside and out. Ouch that hurts I called ten differnt banks and got the same answer.

You need to start speaking to the cleaning companies.........maybe they'd sub the work to you.

 

[ParadiseProWash]

Mike I dont want to sound stupid but I have not done much commercial work so would you ask the bank for their name and number or would you get the phone book out and call cleaning companys just curious. I have done mostly residental work and I would like to get into commercial jobs with repeats every couple of months.

 

[Paul]

I do some bank drive throughs here and Mike is right the entire building maintenance is contracted out to one company. I was contacted by that company and hired by them, not the bank. They end up billing the bank on their end and I'm sure they make a little money, but my prices were not discounted to them. I'm sure if you contact some of the cleaning maintenance companies in the phone book that specialize in commercial contract cleaning you will get your foot in the door somewhere. I've found that some of the contracts are firm bid annual contracts, which means you may have to talk with one of the companies and see if they'll allow for the price in the next contract. If they do you will probably get in for the year as long as you do a good job.

Another way to find these companies is drive around the banks and such at odd hours and on Sat night and Sundays. This is when they will be in doing floors and the like. You may or may not be able to talk to them, but you can probably get a name and phone number off the truck or van they are in.

Good Luck...Paul

 

[jschessler]

Real Estate

Well guy i believe you are going about it the wrong way, if you want to sell your services to real estate agents you have to make sure you sell it the listing agent not the selling agent. The listing agents are always the ones with the sign on the lawn. Ask them to give you and opportunity to sell a package to their customer and if they help you , remember the finders fee. So you know real estate agents are not allowed to receive kick backs so when dealing with them you have to keep this in mind in most cases this is why they say no unless is and unspoken word i suppose.
IF the customer accepts you can offer the pay later plan where you summit the invoice for payment to the escrow company if it will sell the home or pay when the listing expires which ever comes first. Pass your card out and offer this service to the broker for the real estate company , if you want to deal with these types of customers there is alot of brownosing involved here trust me I know, I used to be in real estate and used to work for the biggest company outhere. I might start part time again too. But temple is hard to get business there go to austin, dallas, maybe waco dude.

 

[Richard R.]

Thanks Guys,
Unless I'm missing something, in my area there is no real money to be made at banks unless your really fast. $25.00 a bay is about all I have been able to charge. I've notice they too are not very concerned about there drive thrus. I have one bank that every time I drive through, the tellers beg me to try and get the job. They have one person in charge of that area and he covers just about all of the banks area wide. I have received nothing but the best reviews on the last two banks that I did for him, but he has not called me or anyone else to do the rest of them.

As for the real estate folks, they can say what they want, but I don't believe their excuses. It's not hard for an agent to suggest our business to their client/customer to help them sell their house faster and there is no money out of their pockets.
When a person calls to have their house put on the market, all the agent has to do is go access the house. If the home needs painting or just merely powerwashed, all the agent has to do is tell the owner if they want to sell there house quicker, they need to have it painted or power washed.
As for suggesting a particular painter or power washer, I don't think that would be necessary. There is enough of that type of business to go around for everyone. This should be no different than asking the owner to keep their home in order while the house is being shown to the market.
I just think if the real estate market would point their clients in the right direction, it would be the quickest and easiest way to increase their sales they have ever done.
A clean painted house may not raise the market price, but a dirty
unpainted house will definitely lower the home's price.

It only make since to clean a home before selling it.

Richard R.

 

[ron]

getting more work

i think you are going about it the wrong way. I want a real est. SALESPERSON a PROFESSIONAL to sell the wash job directly to the customer. What the sales person would get from me washing the house?
1] an easier house to sell= they make money in commission faster
2] i give 10% CASH directly to the salesperson[PERK]
3] The customer [could/should] get a better price or at least get higher offers that would with a dirty house[adds curb appeal]
One other thing you should do is ask a realator for a sold list and do direct mailings
[include pics. and prices]
MOST people dont know they can call a OUTSIDE cleaning service.
Heres another sales tip- offer 10%of a wash job[cash] to the lawn cutters in your area
have them put your flier in with there billing[i drop off fliers and a couple books of stamps] The customer HAS TO look at it[not like junk mail, its a bill they have to open and READ.]
What better time to have a customer look at your service's then when he/she is thinking about home maint. You get them in the right frame of mind. Then there is a nice before and after pic. with a approx. price with a no-obligation free quote offer.
Then in the the stared monthly special spot on your flier you offer an add. tell a friend discount that will give them a price brake if they sell another job for you at the time of there wash job.
Since you are the person making -up the prices you have to add a % to your costs to take it off. Its salesmenship.
As far as where your getting the cash to pay for the 10% to lawn co. and realtors
just write a once a month check from your biz. for advertising and commisions
Its a wright off for you. WHERE THERE IS A WILL THERE IS A WAY
If you have a good thought or a bad thought on my ideas please post them i think im wasting my time. If so ill stop and just use this board as a QandA place for specific questions.[which a lot of could be answered if you take the time to use the search on this VERY WELL RUN SITE-- THANK YOU]

 

[Richard R.]

Ron,
First I would like to ask if you learned this by taking a business course in College?
Secondly, I have to say, this sounds perfect.
It would have taken me months and a lot of Network searching to to figure out what I was doing wrong.
There's no doubt, your ideas are absolutely on track. Maybe I just got so frustrated with it all that I couldn't put the solution into perspective.
I don't know why, but I can't seem to condition my mind to the giving of a percent to get a job. It only makes since to reward someone for getting you business.

Not only has your answer sponded a new approach in the real estate market, but it has given me some really good ideas on a few more important contracts that I've been working on.
I really feel that if I can get the few markets that I'm persuing I will definitely be on my way to success.

Ron, I really appreciate you spending this much time and effort in out lining this problem.

Richard R.

 

[Larry L.]

<b><font color=green>ron

That was a real good post as to "HOW",don't think you could have made it any plainer.

Wish you was closer to help me rebuild a 430 that has two rods knocking.I decided not to work today 'steamy hot" and I took the white truck to town and wouldn't you know it someone wanted to see ifen they could out run it,about 3/4 way though the race it started missing than tap tap than knock knock,shut in down b/c I didn't want to throw them though the block,dang,dang,dang it.

 

[David Saulque]

Lets take a closer look at this response to your situation. Property Salespeople work on 3-6 % commission and lets say the house sells for 300,000 that works out to $9000/$18,000. I am not sure that his life-style will make a big turn at your $30. The gardeners is a different problem-the line people for the most part don't speak English-or the time and skills to sell this type of service is limited.

It comes back to you and cold calls-that's it.

Good Luck

David

 

[ron]

DAVE thanks for the input i did say good or bad.
the person that sells the house usally works for a realestate co and only gets a % of the% you are thinking about. In my area if a salesperson were to make what you think they made i would be in school to get my degree in realestate. Houses here sell on average in 15 days or less. I get people stop at my house and ask to buy it at least twice a month. Also even if you were a saleperson making a ton of bucks a chance that the person would take the wash job and all you did was hand a card to them for a $30 lunch is worth it to them.
Also for the realator to try to help the person to sell his home for the most amount puts MORE MONEY in both of there pockets. Thats the DAMN reason you are paying them. Anyone can put there house for sale in the newspaper and save that 20 grand. You dont NEED a realtor you need a SALESMEN.
Shoot id bet you $100 that if BILL GATES saw a $5 on the ground next to his airplane he would pick it up and put it in his pocket.
As far as landscapers not speaking english. Who cares im paying for %10 of postage to have them mail a flier out for me. Im piggybacking postage CHEAPLY and at a time people are thinking about home maint. if you can come up with a BETTER DEAL then that[they even stuff the envolopes-there envolopes!!!] thats 100 mailings for $10 in stamps[if i pay 1/2] and i pay $20 for 100 fliers
Thats 4 cents per mailing,no labor,to people that i know are already to busy to cut there own lawn much less wash around there pool or house
Your in CALIFORNIA i used to live there and a big differance from where you are and here in jersey is in jersey you have to be a AMERICAN to OWN a bank. We dont have BANK OF TOKYO or any other type of ethnic banks so we dont have the influx of people that cant speak english that OWN a biz. Just there help[6 mon. mexican labor-no days off-The day they have to go back is the day a brother or relitive shows up to take his spot]

Im just just trying to help a guy[richard] out of a sales slump cheaply and efectively.
Im open to any input YOU may have. THANK YOU IN ADVANCE.
I am part time NOW. This is my first 6 months in biz. I learn quickly and have been swinging a 12lb sledged hammer for 18 years[truck tire repair-OTR tires-forklift-foam fill-solid pnumatic. ect... there is'nt one thing i dont know about them or how to install them. I plan on being THAT GOOD IN THIS FIELD. From what i see so far the work is the EASY part, GETTING the work is the hard part.

 

[ron]

bigboy

Sounds like you threw a rod.[and wernt to catch no fish either]
Sounds like a pull it,strip it,bore it[sleeve it] replace the rods,check the jurnals,replace the oil pump[it gets metal stuck in it] get the crank checked, new bearings and a big AC UNIT to keep you cool Sorry to here when the TOYS brake.
Wish i had time for mine a 75 harley flh, and a 72 harley flh

 

[Richard R.]

David Saulque,

You have a good point. I also feel there are other ways to look at it.
As bad as I hate to admit, I am the worlds worse when it comes to cold calling. I can write a report, respond to an email and probably write a good story, but when it comes to cold calling, I clam up almost everytime. I can't think of what to say. I believe a person has to have confidence in themselves before they can sell themselves and thier business to others. This is where I'm weak. I guess at this point, I have to use what resources I have available and that is putting it down on paper first. I suppose I have a good chance of failing since cold calling play a very important role in this business, but until I get up enough nerve to cold call and until I'm more knowledgeable about this business, I better use the more quieter approach and ease into the cold calling a little at a time.
As for the $300,000 homes, they are about 10 to 60 ratio here and I think the real estate brokers would feel better about the $30.00 than they would 0%. It has been my experience that people who make more money seem to be happier to make an extra buck than some of those who don't. I guess thats why they're so successful.
I'm sure there are many ways to approach this problem, but I have to say, Ron brought up some really good points that I think I need to work on first. I think his points has a lot to do with attitude when asking for someones help.
At least it's a start and is for sure better than what I was doing.

Eitherway, I do appreciate all of the feed back that I get on this issue and I can assure you, I will not take any of the advise lightly.
I've heard a lot of it before, but sometimes it helps to be reminded.

Thanks Again.

Richard R.

 

[Larry L.]

<b><font color green>Hey ron,I can read between the lines and know what kind of salesperson I'd be running againest if in your area,,know what kind of damage that discount can do.See No reason for you not to be better at this than being a wheelman.Careful on what trades in this bussiness you offer discounts"could cost you" over a peroid of time,if you get my meaning.

wheres a few of use that get water at the same place,ever time I would fell up I'd leave a new shiny penny laying on the ground by the hose,lol,mean ant I but I had my competitors picking up pennys,lol.

Its done bored 30,you hecken I need to bore and sleeve?...I have keith black pistons in it now,hecken I need something different from those racing pistons as to keep my speed?