We are interested in going to the show this year. We are also interested in attending some of the classes. Does anyone know when they will release the new schedule of classes for this year? The website still has last year’s schedule on it. ;)

Phone Sales Process Map Our Phone Sales Process: 1. Opening the Call (Building Friendly Rapport) o ​​​​​​​Answer the phone professionally and in a friendly tone. The customer should not feel like they are interrupting your busy day. ​​​​​​​ o Ask them how they are doing, use some friendly banter to lower the pressure of the call. Make them feel like you are just 2 friends chatting. 2. Discovery (Identify Pain Points, Hot Buttons, Use Maps and Pool Details)​​​​​​​ o Usually, the customer will get straight to the point and say I live in “X” city and need a price on Pool Service. 1st ask them for the address to see if you service that area. If you do, tell them, “Good news we have some availability that area” - Instill the idea of some scarcity right away. o When they provide the address, look it up using Google Maps and use Satellite View setting (can do this on mobile phones and desktop). These are usually fairly up to date images and can give you a visual on the property and pool. Take note if it’s a huge property that will be hard to get to the pool, if there are large trees near the pool (even at the neighbor’s house), if the pool itself seems very large. All these factors will potentially impact pricing. o Ask them about the pool. How many gallons? How old is the pool? How old is the equipment? Equipment running? Type of filter? When was it last drained and refilled? Is it currently green? Most likely, they won’t know the answers to most of those questions other than is it green. The point of the questions is to paint a better picture of any extra details you might need and to show the customer you are a true professional who doesn’t skip steps. The last guy probably didn’t do this. o If they don’t know the answers to any of the questions and the pool is brand new (so not on maps), then don’t hesitate to ask for a couple pictures. For example, pictures of the backyard, pool and equipment. Usually customers are okay with this, especially if they fail to give you most of the previous info.

Hey PM community. Due to popular demand and logistics, the weekly meetings will be moved to Tuesday and Thursday at 5:30pm CST. If you ever need a question answered before a meeting, then feel free to message me or the community directly. Thank you!